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All HBS Web
(901)
- People (2)
- News (115)
- Research (699)
- Events (9)
- Multimedia (1)
- Faculty Publications (368)
- March 2020 (Revised October 2020)
- Module Note
Sales Force Compensation
By: Doug J. Chung
The author developed this note for scholars, educators, and practitioners that are interested in sales force compensation. It is based on the author’s investigations across a variety of organizations in multiple industries and provides a conceptual framework for the...
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Keywords:
Sales Strategy;
Sales Force Management;
Sales Compensation;
Salary;
Commissions;
Bonuses;
Quota Setting/updating;
Quota Frequency;
Extrinsic Vs Intrinsic Motivation;
Salesforce Management;
Compensation and Benefits;
Strategy
Chung, Doug J. "Sales Force Compensation." Harvard Business School Module Note 520-084, March 2020. (Revised October 2020.)
- Article
What We Can Learn from Five Naturalistic Field Experiments that Failed to Shift Commuter Behaviour
By: Ariella S. Kristal and A.V. Whillans
Across five field experiments with employees of a large organization (n = 68,915), we examined whether standard behavioural interventions (“nudges”) successfully reduced single-occupancy vehicle commutes. In Studies 1 and 2, we sent letters and emails with nudges...
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Kristal, Ariella S., and A.V. Whillans. "What We Can Learn from Five Naturalistic Field Experiments That Failed to Shift Commuter Behaviour." Nature Human Behaviour 4, no. 2 (February 2020): 169–176. (This article was featured on the cover as the lead article.)
- August 2020
- Article
Workplace Knowledge Flows
By: Jason Sandvik, Richard Saouma, Nathan Seegert and Christopher Stanton
We conducted a field experiment in a sales firm to test whether improving knowledge flows between coworkers affects productivity. Our design allows us to compare different management practices and to isolate whether frictions to knowledge transmission primarily reside...
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Keywords:
Knowledge Sharing;
Interpersonal Communication;
Employees;
Performance Productivity;
Sales;
Motivation and Incentives
Sandvik, Jason, Richard Saouma, Nathan Seegert, and Christopher Stanton. "Workplace Knowledge Flows." Quarterly Journal of Economics 135, no. 3 (August 2020): 1635–1680.
- 04 Apr 2016
- HBS Seminar
Ariel Stern, Harvard Business School
- Research Summary
Physician vs. Patient Incentives in Prescription Drug Choice
The market for medical care involves interactions among patients, providers, and the insurers who pay for the care of their enrollees. The division of responsibilities creates scope for agency costs and moral hazard in the physician's treatment choice....
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- April 2014
- Article
Awards Unbundled: Evidence from a Natural Field Experiment
By: Nava Ashraf, Oriana Bandiera and Scott S. Lee
Organizations often use non-monetary awards to incentivize performance. Awards may affect behavior through several mechanisms: by conferring employer recognition, by enhancing social visibility, and by facilitating social comparison. In a nationwide health worker...
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Keywords:
Social Comparison;
Awards;
Optimal Expectactions;
Zambia;
Status and Position;
Performance Expectations;
Motivation and Incentives;
Health Care and Treatment;
Health Industry;
Zambia
Ashraf, Nava, Oriana Bandiera, and Scott S. Lee. "Awards Unbundled: Evidence from a Natural Field Experiment." Journal of Economic Behavior & Organization 100 (April 2014): 44–63.
- June 2017
- Article
Does Aggregated Returns Disclosure Increase Portfolio Risk Taking?
By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
Many experiments have found that participants take more investment risk if they see returns less frequently, see portfolio-level returns (rather than each individual asset’s returns), or see long-horizon (rather than one-year) historical return distributions. In...
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Beshears, John, James J. Choi, David Laibson, and Brigitte C. Madrian. "Does Aggregated Returns Disclosure Increase Portfolio Risk Taking?" Review of Financial Studies 30, no. 6 (June 2017): 1971–2005.
How Much Is a Win Worth? An Application to Intercollegiate Athletics
Intercollegiate athletics in the United States have become a multibillion-dollar industry over the past several decades. In this study, we investigate the short- and long-term direct monetary effects of operating a winning athletics program for an academic institution...
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- December 2021
- Article
Trade Policy Uncertainty and Stock Returns
By: Marcelo Bianconi, Federico Esposito and Marco Sammon
A recent literature has documented large real effects of trade policy uncertainty (TPU) on trade, employment, and investment, but there is little evidence that investors are compensated for bearing such risk. To quantify the risk premium associated with TPU, we exploit...
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Keywords:
Trade Policy;
Uncertainty;
Stock Returns;
Risk Premium;
Tariff Rates;
Portfolio Analysis;
Trade;
Policy;
Risk and Uncertainty;
Stocks;
Investment Return
Bianconi, Marcelo, Federico Esposito, and Marco Sammon. "Trade Policy Uncertainty and Stock Returns." Art. 102492. Journal of International Money and Finance 119 (December 2021).
How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework
This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call...
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- Article
Nudging: Progress to Date and Future Directions
By: John Beshears and Harry Kosowsky
Nudges influence behavior by changing the environment in which decisions are made, without restricting the menu of options and without altering financial incentives. This paper assesses past empirical research on nudging and provides recommendations for future work in...
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Keywords:
Nudge;
Choice Architecture;
Behavioral Economics;
Behavioral Science;
Behavior;
Change;
Situation or Environment;
Decision Choices and Conditions;
Decision Making
Beshears, John, and Harry Kosowsky. "Nudging: Progress to Date and Future Directions." Organizational Behavior and Human Decision Processes 161, Supplement (November 2020): 3–19.
- Article
Marketing Complex Financial Products in Emerging Markets: Evidence from Rainfall Insurance in India
By: Sarthak Gaurav, Shawn A. Cole and Jeremy Tobacman
Recent financial liberalization in emerging economies has led to the rapid introduction of new financial products. Lack of experience with financial products, low levels of education, and low financial literacy may slow adoption of these products. This article reports...
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Keywords:
Literacy;
Insurance;
Marketing;
Decisions;
Demand and Consumers;
Financial Instruments;
Emerging Markets;
Education;
Personal Finance;
Agribusiness;
Developing Countries and Economies;
Innovation and Invention;
Gujarat
Gaurav, Sarthak, Shawn A. Cole, and Jeremy Tobacman. "Marketing Complex Financial Products in Emerging Markets: Evidence from Rainfall Insurance in India." Journal of Marketing Research (JMR) 48, no. SPL (November 2011): S150–S162.
- 2018
- Working Paper
Show or Tell? Improving Agent Decision Making in a Tanzanian Mobile Money Field Experiment
By: Jason Acimovic, Chris Parker, David F. Drake and Karthik Balasubramanian
When workers make operational decisions, the firm's global knowledge and the workers’ domain-specific knowledge complement each other. Oftentimes workers have the final decision-making power. Two key decisions a firm makes when designing systems to support these...
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Keywords:
Employees;
Decision Making;
Training;
Performance Improvement;
Money;
Mobile Technology;
Developing Countries and Economies;
Financial Services Industry
Acimovic, Jason, Chris Parker, David F. Drake, and Karthik Balasubramanian. "Show or Tell? Improving Agent Decision Making in a Tanzanian Mobile Money Field Experiment." Harvard Business School Working Paper, No. 18-106, May 2018.
- July 2012
- Module Note
Corporate Strategy
By: Bharat N. Anand
This note provides an overview of strategies for multi-business firms. The note describes (i) what is meant by "corporate advantage," (ii) the different approaches that multi-business firms can pursue in order to create corporate advantage, (iii) the specific corporate...
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Keywords:
Corporate Strategy
Anand, Bharat N. "Corporate Strategy." Harvard Business School Module Note 713-415, July 2012.
- 15 May 2019
- HBS Seminar
Pascaline Dupas, Stanford University
- 2014
- Other Unpublished Work
No Margin, No Mission? A Field Experiment on Incentives for Public Services Delivery
By: Nava Ashraf, Oriana Bandiera and Kelsey Jack
A substantial body of research investigates the effect of pay for performance in firms, yet less is known about the effect of non-financial rewards, especially in organizations that hire individuals to perform tasks with positive social spillovers. We conduct a field...
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Keywords:
Incentives;
Non-monetary Rewards;
Intrinsic Motivation;
Mission and Purpose;
Social Enterprise;
Motivation and Incentives
Ashraf, Nava, Oriana Bandiera, and Kelsey Jack. "No Margin, No Mission? A Field Experiment on Incentives for Public Services Delivery." (March 2014. Conditionally accepted, Journal of Public Economics.)
- September 2009
- Article
Spousal Control and Intra-Household Decision Making: An Experimental Study in the Philippines
By: Nava Ashraf
Using an experimental design I elicit causal effects of spousal observability and communication on financial choices of married individuals in the Philippines. Making choices public moves men from putting money into their own account to consumption; communication with...
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Keywords:
Intra-household;
Bargaining;
Experiments;
Economic Development;
Saving;
Governance Controls;
Decision Choices and Conditions;
Personal Finance;
Family and Family Relationships;
Household;
Gender
Ashraf, Nava. "Spousal Control and Intra-Household Decision Making: An Experimental Study in the Philippines." American Economic Review 99, no. 4 (September 2009): 1245–1277. (Online Appendix.)
- April 2009 (Revised November 2012)
- Case
Sermo, Inc.
By: Thomas R. Eisenmann and Lars Peter Christian Nielsen
Sermo operates the leading online professional network for physicians in the United States. Doctors use Sermo free of charge to post surveys regarding diagnostic and treatment concerns and to discuss these concerns, as well as challenges with managing their practices....
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Keywords:
Entrepreneurship;
Health Care and Treatment;
Knowledge Sharing;
Two-Sided Platforms;
Conflict and Resolution;
Social and Collaborative Networks;
United States
Eisenmann, Thomas R., and Lars Peter Christian Nielsen. "Sermo, Inc." Harvard Business School Case 809-142, April 2009. (Revised November 2012.)
- August 1992
- Case
Otis Pacific Asia Operations (A): National Challenges
Describes the elevator market and Otis's competitive position in four markets: Hong Kong, Malaysia, India, and Japan. The student is asked to evaluate the strategic and competitive challenges in each market, especially in light of strong Japanese competition across the...
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Keywords:
Marketing Strategy;
Network Effects;
Problems and Challenges;
Global Strategy;
Goals and Objectives;
Service Delivery;
Competitive Advantage;
Competition;
Technology Industry;
Manufacturing Industry;
India;
Japan;
Malaysia;
Hong Kong
Yoshino, Michael Y. "Otis Pacific Asia Operations (A): National Challenges." Harvard Business School Case 393-009, August 1992.
- April 1996 (Revised January 2006)
- Case
Times Mirror Company PEPS Proposal Review
By: Peter Tufano
Times Mirror Co. (TMC) owns a substantial block of Netscape common stock purchased prior to Netscape's IPO, on which it has substantial unrealized gains. TMC is restricted from selling the stock in a public offering and is therefore considering a proposal by Morgan...
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Keywords:
Risk Management;
Stocks;
Taxation;
Corporate Finance;
Telecommunications Industry;
Media and Broadcasting Industry;
United States
Tufano, Peter, and Cameron Poetzscher. "Times Mirror Company PEPS Proposal Review." Harvard Business School Case 296-089, April 1996. (Revised January 2006.)