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- Faculty Publications (235)
- November 2005 (Revised May 2007)
- Case
Leading Change at Simmons (A)
By: Tiziana E. Casciaro, Amy C. Edmondson, Stacy McManus and Kate Roloff
Explores the challenge of managing large-scale organizational change at Simmons, an old and established company that manufactures and distributes mattresses. The new CEO, Charlie Eitel, hired to turn the organization's performance around, considers whether to implement...
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Keywords:
Organizational Change and Adaptation;
Motivation and Incentives;
Leading Change;
Employee Relationship Management;
Manufacturing Industry;
Consumer Products Industry;
United States
Casciaro, Tiziana E., Amy C. Edmondson, Stacy McManus, and Kate Roloff. "Leading Change at Simmons (A)." Harvard Business School Case 406-046, November 2005. (Revised May 2007.)
- Article
Trust and Incentives in Agency
By: Ramon Casadesus-Masanell and Daniel F Spulber
Contracts between a principal and an agent are not formed in a vacuum. Although formal contracts between a principal and an agent contain explicit incentives for performance, the relationship between a principal and an agent also involves implicit incentives. Three...
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Keywords:
Trust;
Motivation and Incentives;
Agency Theory;
Contracts;
Market Transactions;
Performance;
Relationships;
Societal Protocols;
Legal Liability;
Cost
Casadesus-Masanell, Ramon, and Daniel F Spulber. "Trust and Incentives in Agency." Southern California Interdisciplinary Law Journal 15, no. 1 (Fall 2005): 45–104.
- July 2005 (Revised February 2009)
- Case
Eureka Forbes Ltd.: Managing the Selling Effort (A)
By: Das Narayandas and Kerry Herman
The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance.
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Keywords:
Compensation and Benefits;
Management;
Performance Improvement;
Sales;
Motivation and Incentives;
India
Narayandas, Das, and Kerry Herman. "Eureka Forbes Ltd.: Managing the Selling Effort (A)." Harvard Business School Case 506-003, July 2005. (Revised February 2009.)
- November 2004 (Revised March 2007)
- Case
10 Uncommon Values®: Optimizing the Stock-Selection Process
By: Paul M. Healy and Boris Groysberg
In 2003, Steve Hash, research director at Lehman Brothers, prepared to initiate the firm's "Ten Uncommon Values" stock-picking process for the year. An investment committee had to pick the 10 best stocks from about 100 stock ideas presented by the firm's analysts. The...
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Keywords:
Stocks;
Investment;
Financial Strategy;
Decision Making;
Groups and Teams;
Financial Services Industry;
United States
Healy, Paul M., and Boris Groysberg. "10 Uncommon Values®: Optimizing the Stock-Selection Process." Harvard Business School Case 405-022, November 2004. (Revised March 2007.)
- January 2004 (Revised July 2006)
- Case
Executive Remuneration at Reckitt Benckiser plc
Reckitt Benckiser plc has developed an executive compensation system. This case outlines the structure of the system, its emphasis on performance-based pay and a global outlook, and explains the role of the human resources department, the board of directors, and...
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Keywords:
Governing and Advisory Boards;
Employee Relationship Management;
System;
Executive Compensation;
Retention;
Performance;
Human Resources;
Recruitment;
Business and Shareholder Relations
Lorsch, Jay W., V.G. Narayanan, Krishna G. Palepu, Lisa Brem, and Ashley Robertson. "Executive Remuneration at Reckitt Benckiser plc." Harvard Business School Case 104-062, January 2004. (Revised July 2006.)
- January 2004 (Revised July 2006)
- Background Note
Incentives within Organizations
By: Brian J. Hall
Serves as a brief introduction to incentive design and implementation. The analysis first locates incentive strategy within the larger structure of organizations and markets and then helps to define the central components and difficulties of incentive design. Focuses...
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Hall, Brian J. "Incentives within Organizations." Harvard Business School Background Note 904-043, January 2004. (Revised July 2006.)
- December 2003 (Revised May 2004)
- Case
Sears Auto Centers (A) (Abridged)
By: Lynn S. Paine
In the early 1990s Sears faced and allegations by the California Department of Consumer Affairs that the company's auto repair centers had been overbilling customers and making unnecessary repairs. Top management must evaluate the problem and come up with a plan to...
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Keywords:
Corporate Governance;
Corporate Accountability;
Ethics;
Organizational Culture;
Compensation and Benefits;
Management Teams;
Employees;
Behavior;
Motivation and Incentives;
Performance Improvement;
Auto Industry
Paine, Lynn S. "Sears Auto Centers (A) (Abridged)." Harvard Business School Case 304-063, December 2003. (Revised May 2004.)
- September 2003 (Revised September 2004)
- Case
Hearthside Homes
By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
Investigates the "controllability problem" inherent in bonus systems. Ideally, an incentive system accurately measures performance in areas that the individual can control. But most measures are either too broad, including factors outside the influence of the employee,...
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- September 2003 (Revised May 2006)
- Case
Eyeblaster: Enabling the Next Generation of Online Advertising
By: Elie Ofek
Eyeblaster management has to decide on the best course of action to sustain its momentum from enabling online rich media advertising. Pressure from competitors is forcing the company to re-evaluate its previous marketing strategy that focused primarily on getting...
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Keywords:
Business Model;
Marketing Strategy;
Market Entry and Exit;
Performance Evaluation;
Digital Marketing;
Growth and Development Strategy
Ofek, Elie. "Eyeblaster: Enabling the Next Generation of Online Advertising." Harvard Business School Case 504-005, September 2003. (Revised May 2006.)
- July 2003 (Revised October 2003)
- Case
Ottawa Voyageurs, The
By: Thomas J. DeLong, Scott Baldwin, Chris Strong, Andrew Feng, Eliza Moody and David Ager
Manuel Tertuliano, head coach of a professional soccer club, must make some difficult decisions about the compensation of six of his players. Specifically, he must decide how to allocate $850,000 among these six players in a way that will benefit his team, which has...
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Keywords:
Decision Choices and Conditions;
Compensation and Benefits;
Performance;
Motivation and Incentives;
Sports;
Groups and Teams;
Sports Industry;
Entertainment and Recreation Industry;
Canada
DeLong, Thomas J., Scott Baldwin, Chris Strong, Andrew Feng, Eliza Moody, and David Ager. "Ottawa Voyageurs, The." Harvard Business School Case 404-023, July 2003. (Revised October 2003.)
- 2003
- Conference Paper
Follow the Money: What Really Drives Technology Innovation in Construction
By: John D. Macomber
Technology enthusiasts, academics, and software companies remain concerned about the slow pace of innovation in the construction industry. Tools are widely available that seem to provide eminently sensible and clearly apparent improvement to the process of design and...
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Keywords:
Buildings and Facilities;
Technological Innovation;
Construction;
Design;
Performance Improvement;
Motivation and Incentives;
Knowledge Management;
Adoption;
Business Model;
Capital Structure;
Supply Chain
Macomber, John D. "Follow the Money: What Really Drives Technology Innovation in Construction." Paper presented at the American Society of Civil Engineers, 2003.
- September 2002 (Revised April 2006)
- Case
Istituto Clinico Humanitas (A)
By: Richard M.J. Bohmer, Gary P. Pisano and Ning Tang
Istituto Clinico Humanitas is a newly built private hospital, south of Milan, Italy, that has attained unusual profitability while treating public system patients. The hospital was built and is managed by Techosp, a subsidiary of Techint, a global engineering and...
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Keywords:
Health Care and Treatment;
Management Analysis, Tools, and Techniques;
Management Systems;
Infrastructure;
Managerial Roles;
Integration;
Performance;
Health Industry;
Milan
Bohmer, Richard M.J., Gary P. Pisano, and Ning Tang. "Istituto Clinico Humanitas (A)." Harvard Business School Case 603-063, September 2002. (Revised April 2006.)
- March 2002 (Revised March 2004)
- Case
Metalcraft Supplier Scorecard
By: Susan L. Kulp, V.G. Narayanan and Ronald L. Verkleeren
An automotive components company uses a supplier scorecard to make sourcing decisions and review its supplier performance.
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Keywords:
Supply Chain Management;
Quality;
Performance Evaluation;
Decision Making;
Service Operations;
Motivation and Incentives;
Supply and Industry;
Manufacturing Industry;
Auto Industry
Kulp, Susan L., V.G. Narayanan, and Ronald L. Verkleeren. "Metalcraft Supplier Scorecard." Harvard Business School Case 102-047, March 2002. (Revised March 2004.)
- March 2002
- Background Note
Incentive Strategy Within Organizations
By: Brian J. Hall
This case serves as a supplement to any course on incentive design and implementation. The analysis first locates incentive strategy within the larger structure of organizations and markets and then helps to define the central components and difficulties of incentive...
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Keywords:
Motivation and Incentives;
Compensation and Benefits;
Performance Evaluation;
Strategy;
Situation or Environment;
Problems and Challenges
Hall, Brian J. "Incentive Strategy Within Organizations." Harvard Business School Background Note 902-131, March 2002.
- February 2002 (Revised December 2003)
- Exercise
Incentives Game, The
By: Jason R. Barro, Brian J. Hall and Jonathan Lim
This exercise provides an opportunity to gain insight about designing, negotiating, and responding to incentives. The setting is investment management. A class is divided into a certain number of investment firms. Each company has one CEO and begins with four portfolio...
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Barro, Jason R., Brian J. Hall, and Jonathan Lim. "Incentives Game, The." Harvard Business School Exercise 902-197, February 2002. (Revised December 2003.)
- January 2002 (Revised August 2004)
- Case
Massachusetts Financial Services
By: Brian J. Hall and Jonathan Lim
This case describes the compensation and performance evaluations at an investment management company. The senior management team of Massachusetts Financial Services (MFS) Investment Management was contemplating an introduction of hedge funds at the firm, but many...
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Keywords:
Motivation and Incentives;
Organizational Culture;
Performance Evaluation;
Management Teams;
Compensation and Benefits;
Financial Services Industry;
Massachusetts
Hall, Brian J., and Jonathan Lim. "Massachusetts Financial Services." Harvard Business School Case 902-132, January 2002. (Revised August 2004.)
- November 2001 (Revised October 2017)
- Case
GuestFirst Hotel (A): Customer Loyalty
By: Frances X. Frei and Dennis Campbell
Provides a hotel context in which to explore the link between customer loyalty and financial performance, using four years of hotel data. Challenges students to find the extent of the relationship between loyalty and performance.
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Keywords:
Motivation and Incentives;
Mathematical Methods;
Finance;
Performance;
Relationships;
Customer Focus and Relationships;
Data and Data Sets;
Accommodations Industry
Frei, Frances X., and Dennis Campbell. "GuestFirst Hotel (A): Customer Loyalty." Harvard Business School Case 602-099, November 2001. (Revised October 2017.)
- October 2001 (Revised June 2004)
- Case
Harrah's Entertainment Inc.
By: Rajiv Lal and Patricia Carrolo
Describes a situation facing Philip Satre, chairman and CEO of Harrah's Entertainment, Inc. Satre was reading a May 2000 Wall Street Journal story that discussed the company's marketing success in targeting low rollers, the 100% growth in stock price and profits in the...
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Keywords:
Budgets and Budgeting;
Marketing;
Marketing Reference Programs;
Performance Evaluation;
Motivation and Incentives;
Competitive Strategy
Lal, Rajiv, and Patricia Carrolo. "Harrah's Entertainment Inc." Harvard Business School Case 502-011, October 2001. (Revised June 2004.)
- October 2001 (Revised October 2017)
- Case
Pilgrim Bank (A): Customer Profitability
By: Frances X. Frei and Dennis Campbell
Provides a context in which students can explore managerial decision making that is critically informed by data analysis. The setting is a retail bank and the decision making relates to the bank's policy toward online banking. The management team is evaluating whether...
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Frei, Frances X., and Dennis Campbell. "Pilgrim Bank (A): Customer Profitability." Harvard Business School Case 602-104, October 2001. (Revised October 2017.)
- June 2001
- Teaching Note
Coordinating + Managing Supply Chains: Course Overview Note TN
By: Ananth Raman
Describes the MBA elective course on supply chain management at HBS. Coordinating and Managing Supply Chains focuses on the managerial aspects of supply chains. Acquaints students with practical issues in a variety of supply chains and then identifies barriers to, and...
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