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(3,156)
- News (978)
- Research (1,892)
- Events (15)
- Multimedia (21)
- Faculty Publications (865)
Show Results For
-
All HBS Web
(3,156)
- News (978)
- Research (1,892)
- Events (15)
- Multimedia (21)
- Faculty Publications (865)
- June 2017 (Revised May 2019)
- Supplement
Kjell and Company: Motivating Salespeople with Incentive Compensation (B)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg...
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Keywords:
Salesforce Management;
Compensation and Benefits;
Motivation and Incentives;
Change Management;
Behavior;
Electronics Industry;
Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (B)." Harvard Business School Supplement 517-133, June 2017. (Revised May 2019.)
- 17 Mar 2021
- Research & Ideas
Beyond Pajamas: Sizing Up the Pandemic Shopper
When working professionals were shifting to home offices a year ago as COVID-19 was spreading, comedians and pundits predicted that people would no longer need bras and pants that aren’t stretchy. Instead...
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- Article
The Mixed Effects of Online Diversity Training
By: Edward H. Chang, Katherine L. Milkman, Dena M. Gromet, Robert W. Rebele, Cade Massey, Angela L. Duckworth and Adam M. Grant
We present results from a large (n = 3,016) field experiment at a global organization testing whether a brief science-based online diversity training can change attitudes and behaviors toward
women in the workplace. Our preregistered field experiment included an...
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Chang, Edward H., Katherine L. Milkman, Dena M. Gromet, Robert W. Rebele, Cade Massey, Angela L. Duckworth, and Adam M. Grant. "The Mixed Effects of Online Diversity Training." Proceedings of the National Academy of Sciences 116, no. 16 (April 16, 2019): 7778–7783.
- 20 Feb 2018
- First Look
First Look at New Research and Ideas, February 20, 2018
policy instruments, and defaults. On the other hand, understanding the precise mechanisms underlying consumer losses is essential to predicting the impact of mechanism policies aimed primarily at reducing specific frictions or mental gaps...
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Keywords:
Sean Silverthorne
- 13 Apr 2012
- HBS Seminar
Drazen Prelec, Professor of Management Science and Economics at MIT Sloan School of Management
- Research Summary
Overview
Professor Ashraf's research applies insights from psychology, sociology, and economics to understand and affect behavior in development. Her current research interests fall into three broad categories: technology adoption, motivation and incentive design, and...
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- August 1984 (Revised October 1994)
- Case
Suave
By: Mark S. Albion
Promotes discussion on advertising budgeting and media mix decisions in the shampoo market for low-priced, high-volume Suave. Provides various types of market research into consumer behavior and the competition context. The importance of retailers and shelf space is...
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- November 2009 (Revised March 2011)
- Case
New York Life and Immediate Annuities
By: Julio J. Rotemberg and John T. Gourville
By positioning Immediate Annuities as "guaranteed lifetime income," New York Life has built itself a $1.4 billion per year business by 2009. However, to make Immediate Annuities a mainstream financial product for retirees, New York Life must understand why many...
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Keywords:
Insurance;
Personal Finance;
Product Marketing;
Consumer Behavior;
Retirement;
Salesforce Management;
Insurance Industry
Rotemberg, Julio J., and John T. Gourville. "New York Life and Immediate Annuities." Harvard Business School Case 510-040, November 2009. (Revised March 2011.)
Hanne Collins
Hanne is a PhD student in Organizational Behavior at Harvard Business School. She is interested in understanding how people navigate the complexities of conversation. She is especially interested in how people express and perceive listening in conversation, and...
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- 10 Jul 2012
- Working Paper Summaries
Communicating Frames in Negotiations
Keywords:
by Kathleen L. McGinn & Markus Nöth
- Research Summary
Overview
John's research focuses on behavioral decision theory, which studies all the ways in which people systematically deviate from rational decision making. To date, his work has looked at the ways in which people irrationally respond to pricing, to product portfolios, and...
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Keywords:
Marketing
- 11 Apr 2018
- Research & Ideas
Sexual Harassment: What Employers Should Do Now
which employees act as “witnesses” to keep an eye out for inappropriate behavior and address it before it gets out of hand, says Professor Rosabeth Moss Kanter. If an employee View Details
Keywords:
by Dina Gerdeman
- Research Summary
Overview
Annie is interested in the effects of digitization and increased material abundance on consumption behaviors and the signals consumption decisions send to others. Annie studies topics including minimalism, digital payments in social relationships, scarcity, and...
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- Program
Leading and Building a Culture of Innovation
execute innovative ideas at scale. As you explore the culture and capabilities needed to inspire organization-wide innovation, you will practice the behaviors and skills needed...
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Jeffrey T. Polzer
Jeff Polzer is the UPS Foundation Professor of Human Resource Management in the Organizational Behavior Unit at Harvard Business School. He studies how people collaborate in teams and across organizational networks to accomplish their individual and collective... View Details
Erin Shirtz
Erin Shirtz is a doctoral student in the Organizational Behavior program jointly offered by Harvard Business School and the Department of Sociology at Harvard University. Her research broadly examines... View Details
- June 2008
- Article
Psychological Influence in Negotiation: An Introduction Long Overdue
By: Deepak Malhotra and Max H. Bazerman
This paper discusses the causes and consequences of the (surprisingly) limited extent to which social influence research has penetrated the field of negotiation and then presents a framework for bridging the gap between these two literatures. The paper notes that one...
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Keywords:
Social Issues;
Research;
Framework;
Negotiation Tactics;
Decisions;
Power and Influence;
Behavior;
Ethics
Malhotra, Deepak, and Max H. Bazerman. "Psychological Influence in Negotiation: An Introduction Long Overdue." Journal of Management 34, no. 3 (June 2008): 509–531.
- 14 Jul 2022
- Research & Ideas
When the Rubber Meets the Road, Most Commuters Text and Email While Driving
A majority of commuters admit to multitasking on the road, including texting and reading emails, according to new research that reveals the widespread extent of distracted driving. About 87 percent of commuters are engaged in at least one...
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Keywords:
by Jay Fitzgerald
- 01 Sep 2023
- News
Alumni and Faculty Books
good grasp of and an above-average interest in mathematics at advanced high-school level can follow the presentation and acquaint themselves with the fundamental and advanced...
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- 08 Aug 2017
- First Look
First Look at Research and Ideas, August 8, 2017
respect to fair trade policy. The issue revolves around what actions the various private and public decision makers will now take to make this ruling work while not placing too...
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Keywords:
Sean Silverthorne