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- April 2021
- Article
The Effects of Quota Frequency: Sales Performance and Product Focus
By: Doug J. Chung, Das Narayandas and Dongkyu Chang
This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota...
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- July 2020
- Background Note
Gender Diversity on Boards: Views from Norway
By: Aiyesha Dey
The issue of gender diversity on boards has received increased attention in U.S markets over the past few years. In 2018, California introduced a law which required boards of U.S-listed firms with headquarters in California to include at least one female director by...
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- February 2019
- Article
The Ethnic Migrant Inventor Effect: Codification and Recombination of Knowledge Across Borders
By: Prithwiraj Choudhury and Do Yoon Kim
Ethnic migrant inventors may differ from locals in terms of the knowledge they bring to host firms. We study the role of first-generation ethnic migrant inventors in cross-border transfer of knowledge previously locked within the cultural context of their home regions....
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Keywords:
Skilled Migration;
Ethnic Migration;
First-generation Migrant;
Cultural Context;
Knowledge Flows;
Knowledge Reuse;
Knowledge Recombination;
Recombinant Creation;
H1B Visas;
Knowledge Sharing;
Knowledge Use and Leverage;
Knowledge Dissemination;
Immigration;
Ethnicity;
Cross-Cultural and Cross-Border Issues
- September 12, 2017
- Article
What's the Right Kind of Bonus to Motivate Your Sales Force?
By: Doug J. Chung and Das Narayandas
Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure which incentives provide the best motivation. Should bonuses be tied to quotas or should they be given unconditionally? Is it...
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- August 22, 2017
- Article
Find the Right Metrics for Your Sales Team
By: Frank V. Cespedes and Robert Marsh
This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a...
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- Article
Study: More Frequent Sales Quotas Help Volume but Hurt Profits
By: Doug J. Chung and Das Narayandas
- 2018
- Working Paper
Intellectual Baggage of Ethnic Migrant Inventors: Transfer and Recombination of Knowledge Across Borders
Ethnic migrant inventors might differ from locals in terms of knowledge they bring to host firms. We study the role of first-generation ethnic migrant inventors in cross-border transfer of knowledge previously locked within the cultural context of their home regions....
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- September 2011 (Revised November 2011)
- Case
Liberté, Égalité, Sororité: How Should France Achieve Boardroom Parité?
By: Boris Groysberg and Hilary Fischer-Groban
The French government is considering mandating a gender quota for corporate boards. Other countries have approached the question of gender equity in corporate governance in various ways; which model might best work for France?
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- April 2011 (Revised December 2013)
- Case
Boardroom Change in Norway
By: Jay W. Lorsch and Melissa Barton
In 2003, the Norwegian Parliament amended the Public Limited Companies Act in order to achieve greater representation of women on corporate boards. According to the amendment, all state-owned companies and public limited companies were required to have at least 40%...
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- October 1996 (Revised September 2007)
- Case
Chiquita Brands International (A)
By: Debora L. Spar
When a new banana import policy is implemented in 1993 by the European Union, Chiquita Brands International, the world's largest banana distributor, watches its sales and net income plummet. The policy, Council Regulation (EEC 404/93), uses a new tariff and quota...
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- May 1993 (Revised May 1994)
- Case
Managing for Integrity: Three Vignettes
By: Lynn S. Paine
Three situations are described. A branch manager for a retail brokerage firm must decide whether to change the branch's cash management techniques to increase interest earnings. An auto mechanic must decide whether to oversell parts and repairs to meet sales and...
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- April 1992 (Revised February 1993)
- Supplement
Otis South Africa (B)
By: Michael Beer
Covers a June 1990 Social Responsibility Conference held by George David to evaluate the progress of his new management team in increasing the pace of nonwhite advancement. The U.S. CEO and the managing director of Otis South Africa disagree over the suitability of...
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- March 1990 (Revised June 1991)
- Case
IBM Corp.: ""Make It Your Business"" (A)
By: Robert L. Simons
In 1987, IBM changed its strategy in an attempt to become a market-driven company rather than a product-driven company. The case begins with a description of the new strategy and the reasons for the change and then describes the top-down sales planning and quota system...
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- August 1989 (Revised November 1994)
- Case
Nissan Motor Co. Ltd.: Marketing Strategy for the European Market
By: John A. Quelch
Nissan executives are reviewing their European marketing strategy in light of the 1992 European Community (EC) market integration program and the likely end of bilateral import quotas on Japanese cars by some EC countries. Having recently established a manufacturing...
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