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- All HBS Web (613)
- Faculty Publications (239)
- February 2019 (Revised July 2019)
- Case
Sales Force Management at Nobel Ilac
By: Doug J. Chung and Gamze Yucaoglu
Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales...
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Keywords:
Sales Strategy;
Compensation;
Employee Retention;
Recruiting;
Pharmaceuticals;
Salesforce Management;
Strategy;
Organizational Design;
Human Resources;
Compensation and Benefits;
Employees;
Retention;
Recruitment;
Pharmaceutical Industry;
Turkey
Chung, Doug J., and Gamze Yucaoglu. "Sales Force Management at Nobel Ilac." Harvard Business School Case 519-067, February 2019. (Revised July 2019.)
- 28 Dec 2010
- Working Paper Summaries
The Psychological Costs of Pay-for-Performance: Implications for Strategic Compensation
- 02 May 2018
- Blog Post
Should Companies Disclose Employee Compensation?
range for every position in the company can be made transparent without revealing the exact pay for any person. This can help employees in their career planning and ambitions." Tahoegrrl reminded us: "There are differences in...
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Keywords:
All Industries
- November 2020 (Revised March 2022)
- Teaching Note
Social Salary Setting at Spiber
By: Ashley Whillans and John Beshears
Teaching Note for HBS Case No. 920-050. The case tells the story of Spiber, a Japanese technology start-up company. To reflect the company’s values, the leadership team implemented a new and unique salary-setting process: each employee had the authority to choose their...
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- Web
Benefits & Compensation - Research Associates
Benefits & Compensation Benefits & Compensation RAs enjoy a salary that is extremely competitive for the field. Salaries cover a broad range and are determined using a consistent methodology that takes into...
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- November 2013
- Case
Larry Steffen: Valuing Stock Options in a Compensation Package
By: William E. Fruhan and Craig Stephenson
New MBA graduate Larry Steffen has accepted an attractive job offer from Athena Global Technology but must now choose one of two alternative compensation plans. The first compensation plan option includes a base salary plus a $25,000 cash bonus, and the second includes...
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Fruhan, William E., and Craig Stephenson. "Larry Steffen: Valuing Stock Options in a Compensation Package." Harvard Business School Brief Case 914-517, November 2013.
- 08 Oct 2010
- What Do You Think?
Will Transparency in CEO Compensation Have Unintended Consequences?
Summing Up The Dodd-Frank legislation provision requiring the publication of the ratio of CEO compensation to that of the average compensation level of all employees in public...
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Keywords:
by Jim Heskett
- September 2003
- Case
Executive Compensation at Reckitt Benckiser plc
By: V.G. Narayanan, Krishna G. Palepu and Lisa Brem
Investors felt betrayed by the increasingly lucrative pay packages awarded to CEOs and other top executives at multinational companies. Yet, board members charged with adequately rewarding executives were forced to compete with rising packages of salaries and stock...
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- Article
Human Capital and the Future of Work: Implications for Investors and ESG Integration
By: Sakis Kotsantonis and George Serafeim
Human capital development (HCD) is a key consideration for most companies, but only recently have investors focused on understanding the risks and opportunities related to human capital with the emergence of environmental, social, and governance (ESG) investment...
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Keywords:
Future Of Work;
ESG;
Employee Engagement;
Employee Compensation;
Human Capital;
Human Resources;
Employees;
Compensation and Benefits;
Wages
Kotsantonis, Sakis, and George Serafeim. "Human Capital and the Future of Work: Implications for Investors and ESG Integration." Journal of Financial Transformation 51 (April 2020): 115–130.
- 2021
- Working Paper
Measuring Employment Impact: Applications and Cases
By: Katie Panella and George Serafeim
Applying the Impact-Weighted Accounts Initiative’s employment impact methodology on eight leading companies, we document wide variability in employment impacts as a percentage of salaries paid, ranging between 59 and 80 percent. We identify opportunities for...
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Keywords:
Impact Measurement;
Employee Compensation;
Accounting;
Employees;
Labor;
Well-being;
Diversity;
Wages;
Compensation and Benefits
Panella, Katie, and George Serafeim. "Measuring Employment Impact: Applications and Cases." Harvard Business School Working Paper, No. 21-082, January 2021. (Revised August 2021.)
- Article
Does Financial Misconduct Affect the Future Compensation of Alumni Managers?
By: Boris Groysberg, Eric Lin and George Serafeim
We explore how an organization’s financial misconduct may affect pay for former employees not implicated in wrongdoing. Drawing on stigma theory we hypothesize that although such alumni did not participate in the financial misconduct, and they had left the organization...
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Keywords:
Financial Misconduct;
Stigma;
Finance;
Crime and Corruption;
Executive Compensation;
Employees;
Compensation and Benefits
Groysberg, Boris, Eric Lin, and George Serafeim. "Does Financial Misconduct Affect the Future Compensation of Alumni Managers?" Harvard Business School Working Knowledge (December 6, 2017).
- October 2010 (Revised October 2011)
- Case
Ken Langone: Member, GE Compensation Committee
By: Suraj Srinivasan and Lizzie Gomez
On September 2003, Richard Grasso stepped down as chairman and CEO of the New York Stock Exchange, following weeks of intense public criticism over the size of his $190 million compensation package. As chairman of the committee that oversaw Grasso's payout, Ken Langone...
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Keywords:
Accounting;
Corporate Governance;
Governing and Advisory Boards;
Employee Stock Ownership Plan;
Executive Compensation;
Governing Rules, Regulations, and Reforms;
Labor and Management Relations;
Wages;
Change Management;
Energy Industry;
New York (city, NY)
Srinivasan, Suraj, and Lizzie Gomez. "Ken Langone: Member, GE Compensation Committee." Harvard Business School Case 111-060, October 2010. (Revised October 2011.)
- 2017
- Working Paper
Does Financial Misconduct Affect the Future Compensation of Alumni Managers?
By: Boris Groysberg, Eric Lin and Georgios Serafeim
We explore how an organization’s financial misconduct may affect pay for former employees not implicated in wrongdoing. Drawing on stigma theory we hypothesize that although such alumni did not participate in the financial misconduct and they had left the organization...
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Keywords:
Corporate Misconduct;
Restatements;
Stigma;
Financial Misconduct;
Compensation and Benefits;
Crime and Corruption;
Employees
Groysberg, Boris, Eric Lin, and Georgios Serafeim. "Does Financial Misconduct Affect the Future Compensation of Alumni Managers?" Working Paper, November 2017.
- July 2020
- Article
Does Corporate Misconduct Affect the Future Compensation of Alumni Managers?
By: Boris Groysberg, Eric Lin and George Serafeim
Using data from a top-five global executive placement firm, the authors explore how an organization's financial misconduct may affect pay for former employees not implicated in wrongdoing. Drawing on stigma theory, they hypothesize that although such alumni did not...
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Keywords:
Corporate Misconduct;
Financial Misconduct;
Stigma;
Crime and Corruption;
Employees;
Compensation and Benefits
Groysberg, Boris, Eric Lin, and George Serafeim. "Does Corporate Misconduct Affect the Future Compensation of Alumni Managers?" Special Issue on Employee Inter- and Intra-Firm Mobility. Advances in Strategic Management 41 (July 2020).
- October 2017 (Revised March 2020)
- Case
Medicetra Medtech Company, Inc.
By: Doug J. Chung
Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan...
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Keywords:
Sales Compensation;
Sales Force Retention;
Employee Fairness;
Salesforce Management;
Compensation and Benefits;
Motivation and Incentives;
Retention;
Fairness;
Performance Improvement
Chung, Doug J. "Medicetra Medtech Company, Inc." Harvard Business School Case 518-049, October 2017. (Revised March 2020.)
- April 2014
- Article
The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales
By: Ian Larkin
This paper investigates the pricing distortions that arise from the use of a common non-linear incentive scheme at a leading enterprise software vendor. The empirical results demonstrate that salespeople are adept at gaming the timing of deal closure to take advantage...
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Keywords:
Incentives;
Motivation;
Compensation;
Gaming;
Sales Force Management;
Motivation and Incentives;
Salesforce Management;
Software;
Compensation and Benefits;
Information Technology Industry
Larkin, Ian. "The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales." Journal of Labor Economics 32, no. 2 (April 2014): 199–227.
- 08 Apr 2013
- Research & Ideas
How to Demotivate Your Best Employees
It would seem to make sense that when companies recognize their workers with awards, they are likely to see a boost in morale and perhaps even inspire them to work harder. It turns out that sometimes rewarding employees for good behavior...
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- November 2011 (Revised June 2013)
- Case
Allied Electronics Corporation Ltd: Linking Compensation to Sustainability Metrics
Robert Venter, second-generation Chief Executive (CE) of family-owned Allied Electronics Corporation Ltd (Altron), considered the pros and cons of more clearly linking the firm's compensation system to sustainability performance. In June 2011, Altron, a conglomerate...
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Eccles, Robert G., George Serafeim, Shelley Xin Li, and Alan Knight. "Allied Electronics Corporation Ltd: Linking Compensation to Sustainability Metrics." Harvard Business School Case 412-075, November 2011. (Revised June 2013.)
- October 2001 (Revised February 2007)
- Background Note
Accounting for Employee Stock Options
Employees who have been granted stock options have the right to purchase shares of their company's stock at a specified price within a specified time period. The accounting for such employee stock options has been a controversial and complex topic for decades. The...
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Bradshaw, Mark T. "Accounting for Employee Stock Options." Harvard Business School Background Note 102-039, October 2001. (Revised February 2007.)
- November 1990 (Revised August 1992)
- Case
American Airlines (B): Compensation and Cost Reduction
American Airlines' strategy in the 1990s calls for continued growth, improvements in customer service, and cost reduction. Central to cost reduction efforts is the need to contain labor costs. After having signed a very expensive new contract with its pilots' union in...
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Keywords:
Cost Management;
Labor Unions;
Compensation and Benefits;
Air Transportation Industry;
United States
Loveman, Gary W. "American Airlines (B): Compensation and Cost Reduction." Harvard Business School Case 491-060, November 1990. (Revised August 1992.)