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      • Faculty Publications  (69)

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      • March 2022
      • Case

      Exchanging Salary for Stock Options at a Startup

      By: Erik Stafford
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      Stafford, Erik. "Exchanging Salary for Stock Options at a Startup." Harvard Business School Case 222-077, March 2022.
      • March 2022
      • Article

      How Much Does Your Boss Make? The Effects of Salary Comparisons

      By: Zoë B. Cullen and Ricardo Perez-Truglia
      The vast majority of the pay inequality in an organization comes from differences in pay between employees and their bosses. But are employees aware of these pay disparities? Are employees demotivated by this inequality? To address these questions, we conducted a...  View Details
      Keywords: Salary; Inequality; Managers; Career Concerns; Pay Transparency; Wages; Equality and Inequality; Perception; Behavior
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      Cullen, Zoë B., and Ricardo Perez-Truglia. "How Much Does Your Boss Make? The Effects of Salary Comparisons." Journal of Political Economy 130, no. 3 (March 2022): 766–822.
      • June 2021
      • Technical Note

      Introduction to Linear Regression

      By: Michael Parzen and Paul J. Hamilton
      This technical note introduces (from an applied point of view) the theory and application of simple and multiple linear regression. The motivation for the model is introduced, as well as how to interpret the summary output with regard to prediction and statistical...  View Details
      Keywords: Analysis; Forecasting and Prediction; Risk and Uncertainty; Theory
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      Parzen, Michael, and Paul J. Hamilton. "Introduction to Linear Regression." Harvard Business School Technical Note 621-086, June 2021.
      • 2021
      • Working Paper

      Equilibrium Effects of Pay Transparency

      By: Zoë B. Cullen and Bobak Pakzad-Hurson
      The public discourse around pay transparency has focused on the direct effect: how workers seek to rectify newly-disclosed pay inequities through renegotiations. The question of how wage-setting and hiring practices of the firm respond in equilibrium has received...  View Details
      Keywords: Pay Transparency; Online Labor Market; Privacy; Wage Gap; Negotiation; Corporate Disclosure; Compensation and Benefits; Gender
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      Cullen, Zoë B., and Bobak Pakzad-Hurson. "Equilibrium Effects of Pay Transparency." NBER Working Paper Series, No. 28903, June 2021. (Revise and Resubmit at Econometrica.)
      • May–June 2021
      • Article

      How to Close the Gender Gap

      By: Colleen Ammerman and Boris Groysberg
      Most companies say they’re committed to advancing women into leadership roles. What they may fail to recognize, though, is that systemic barriers are holding women back. As a result, women remain disadvantaged at every stage of their employment and underrepresented in...  View Details
      Keywords: Gender Discrimination; Employment; Gender; Prejudice and Bias; Talent and Talent Management; Organizational Change and Adaptation
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      Ammerman, Colleen, and Boris Groysberg. "How to Close the Gender Gap." Harvard Business Review 99, no. 3 (May–June 2021): 124–133.
      • 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...  View Details
      Keywords: Impact Measurement; Employee Compensation; Accounting; Employees; Labor; Well-being; Diversity; Wages; Compensation and Benefits
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      Panella, Katie, and George Serafeim. "Measuring Employment Impact: Applications and Cases." Harvard Business School Working Paper, No. 21-082, January 2021. (Revised August 2021.)
      • January 2021
      • Supplement

      Aster DM Healthcare: Budget Exercise

      By: V.G. Narayanan and Amy Klopfenstein
      In April 2020, Alisha Moopen, Deputy Managing Director of Aster DM Healthcare, a network of clinics, hospitals, and pharmacies in the Middle East and India, must create her company’s budget for the 2021 fiscal year in light of the onset of Covid-19. The pandemic had...  View Details
      Keywords: Decision Making; Decisions; Forecasting and Prediction; Judgments; Decision Choices and Conditions; Cost vs Benefits; Finance; Borrowing and Debt; Financial Institutions; Banks and Banking; Financial Condition; Financial Liquidity; Accounting; Budgets and Budgeting; Management; Crisis Management; Health Pandemics; Health Industry; Asia; India; United Arab Emirates; Dubai
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      Narayanan, V.G., and Amy Klopfenstein. "Aster DM Healthcare: Budget Exercise." Harvard Business School Spreadsheet Supplement 121-025, January 2021.
      • January 2021
      • Case

      Aster DM Healthcare: Budgeting for a Crisis

      By: V.G. Narayanan and Amy Klopfenstein
      In April 2020, Alisha Moopen, Deputy Managing Director of Aster DM Healthcare, a network of clinics, hospitals, and pharmacies in the Middle East and India, must create her company’s budget for the 2021 fiscal year in light of the onset of Covid-19. The pandemic had...  View Details
      Keywords: Decision Making; Decisions; Forecasting and Prediction; Judgments; Decision Choices and Conditions; Cost vs Benefits; Budgets and Budgeting; Health Pandemics; Health Industry; Asia; India; United Arab Emirates; Dubai
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      Narayanan, V.G., and Amy Klopfenstein. "Aster DM Healthcare: Budgeting for a Crisis." Harvard Business School Case 121-001, January 2021.
      • Winter 2021
      • Editorial

      Introduction

      By: Michael A. Wheeler
      This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the...  View Details
      Keywords: Artificial Intelligence; Information Technology; Negotiation; AI and Machine Learning
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      Wheeler, Michael A. "Introduction." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 5–12.
      • 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...  View Details
      Keywords: Compensation; General Management; Employee Benefits; Incentives; Motivation; Compensation and Benefits; Fairness; Motivation and Incentives; Management; Happiness; Negotiation; Cross-Cultural and Cross-Border Issues; Japan
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      Whillans, Ashley, and John Beshears. "Social Salary Setting at Spiber." Harvard Business School Teaching Note 921-014, November 2020. (Revised March 2022.)
      • August 2020 (Revised October 2020)
      • Teaching Note

      To Prioritize Money or Time? The P-Mot Exercise (Instructor)

      By: Ashley Whillans and Liz Goldenberg
      Teaching Note for HBS Case No. 921-012. Working professionals are often in the predicament of needing to make a choice between activities that will grant them more money or more time. Indeed, in large-scale representative panels of working adults, most respondents...  View Details
      Keywords: Time; Time As Money; Trade-offs; Money; Time Management; Decision Making
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      Whillans, Ashley, and Liz Goldenberg. "To Prioritize Money or Time? The P-Mot Exercise (Instructor)." Harvard Business School Teaching Note 921-013, August 2020. (Revised October 2020.)
      • August 2020 (Revised October 2020)
      • Exercise

      To Prioritize Money or Time? The P-Mot Exercise (Student)

      By: Ashley Whillans and Liz Goldenberg
      Working professionals are often in the predicament of needing to make a choice between activities that will grant them more money or more time. Indeed, in large-scale representative panels of working adults, most respondents report feeling pressed for both time and...  View Details
      Keywords: Time; Time-as Money; Money; Time Management; Decision Making
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      Whillans, Ashley, and Liz Goldenberg. "To Prioritize Money or Time? The P-Mot Exercise (Student)." Harvard Business School Exercise 921-012, August 2020. (Revised October 2020.)
      • June 2020 (Revised March 2020)
      • Case

      Social Salary Setting at Spiber

      By: Ashley Whillans and John Beshears
      Can a “set your own salary” system boost employee happiness and motivation? Spiber made synthetic silk built from proteins mimicking the proteins found in spider silk, the world’s toughest known material by weight. Kazuhide Sekiyama and Junichi Sugahara established...  View Details
      Keywords: Compensation and Benefits; Motivation and Incentives; Happiness; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Biotechnology Industry; Japan; United States
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      Whillans, Ashley, and John Beshears. "Social Salary Setting at Spiber." Harvard Business School Case 920-050, June 2020. (Revised March 2020.)
      • April 2020
      • Teaching Note

      Executive Compensation at Talent Partners

      By: Richard S. Ruback, Royce G. Yudkoff and Ahron Rosenfeld
      Teaching Note for HBS Case No. 211-073. Talent Partners, a payroll service firm focused on actors in commercials, hired Paul Muratore to be its CEO in 2002. His compensation package included a fixed salary and a bundle of Stock Appreciation Rights (SAR) that would...  View Details
      Keywords: Executive Compensation; Stock Options; Compensation and Benefits
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      Ruback, Richard S., Royce G. Yudkoff, and Ahron Rosenfeld. "Executive Compensation at Talent Partners." Harvard Business School Teaching Note 220-081, April 2020.
      • 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...  View Details
      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
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      Chung, Doug J. "Sales Force Compensation." Harvard Business School Module Note 520-084, March 2020. (Revised October 2020.)
      • June 2019
      • Technical Note

      Valuing Employee Equity at Early Stage Ventures

      By: Shikhar Ghosh, Christopher Stanton and Sanchali Pal
      The note introduces a framework to consider factors that influence the value of employee equity at early stage ventures. Valuing equity is complex, and it important to account for expected dilution, assess exit potential, and acknowledge the high rate of failure in...  View Details
      Keywords: Employees; Equity; Valuation; Business Startups
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      Ghosh, Shikhar, Christopher Stanton, and Sanchali Pal. "Valuing Employee Equity at Early Stage Ventures." Harvard Business School Technical Note 819-167, June 2019.
      • May 2019
      • Supplement

      Kjell and Company: Motivating Salespeople with Incentive Compensation (C)

      By: Doug J. Chung
      Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated...  View Details
      Keywords: Salesforce Management; Compensation and Benefits; Change Management; Behavior; Electronics Industry; Sweden
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      Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (C)." Harvard Business School Supplement 519-095, May 2019.
      • May 2019
      • Supplement

      Kjell and Company: Motivating Salespeople with Incentive Compensation (D)

      By: Doug J. Chung
      Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated...  View Details
      Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
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      Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (D)." Harvard Business School Supplement 519-096, May 2019.
      • January 2019 (Revised February 2020)
      • Case

      Roush Performance: How to Design a Sales Force Compensation Plan

      By: Doug J. Chung
      Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product...  View Details
      Keywords: Sales Force Management; Motivation; Compensation; Salary; Commissions; Bonuses; Quotas; Salesforce Management; Compensation and Benefits; Motivation and Incentives
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      Chung, Doug J. "Roush Performance: How to Design a Sales Force Compensation Plan." Harvard Business School Case 519-066, January 2019. (Revised February 2020.)
      • 2020
      • Working Paper

      The Salary Taboo: Privacy Norms and the Diffusion of Information

      By: Zoë B. Cullen and Ricardo Perez-Truglia
      The limited diffusion of salary information has implications for labor markets, such as wage discrimination policies and collective bargaining. Access to salary information is believed to be limited and unequal, but there is little direct evidence on the sources of...  View Details
      Keywords: Search Costs; Privacy; Norms; Compensation; Financial Industry; Field Experiment; Compensation and Benefits; Knowledge Dissemination; Societal Protocols
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      Cullen, Zoë B., and Ricardo Perez-Truglia. "The Salary Taboo: Privacy Norms and the Diffusion of Information." NBER Working Paper Series, No. 25145, October 2018. (Harvard Business School Working Paper, No. 20-057, November 2019.)
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