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- Faculty Publications (16)
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- February 2017 (Revised August 2018)
- Case
Sarah Powers at Automated Precision Products
By: Jeffrey T. Polzer, Michael Norris, Julia Kelley and Kristina Tobio
In 2017, Sarah Powers, VP of Sales at an automation hardware firm, is trying to understand why some members of her sales team have been underperforming. She is tasked with analyzing her firm’s email and calendar data to try to find relationships between communications...
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Keywords:
People Analytics;
Sales Attainment;
Communication Networks;
Data;
Human Resources;
Business Processes;
Sales;
Communication;
Analytics and Data Science;
Analysis;
Industrial Products Industry;
Manufacturing Industry;
United States
Polzer, Jeffrey T., Michael Norris, Julia Kelley, and Kristina Tobio. "Sarah Powers at Automated Precision Products." Harvard Business School Case 417-072, February 2017. (Revised August 2018.)
- May 2011
- Case
Baria Planning Solutions, Inc.: Fixing the Sales Process
By: Steven C. Wheelwright and William Schmidt
Baria Planning Solutions (BPS) is a consulting firm that specializes in using spend analysis to help companies identify savings through reduced procurement costs and improved supplier performance. Management is concerned about the disappointing performance of the sales...
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Keywords:
Quantitative Analysis;
Technology;
Operations Management;
Product Lines;
Manufacturing;
Capacity Planning;
Production Planning;
Production;
Management Practices and Processes;
Service Operations;
Supply Chain Management;
Salesforce Management;
Planning;
Consulting Industry;
North and Central America
Wheelwright, Steven C., and William Schmidt. "Baria Planning Solutions, Inc.: Fixing the Sales Process." Harvard Business School Brief Case 114-568, May 2011.
- 2010
- Working Paper
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent...
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Keywords:
Compensation and Benefits;
Performance Productivity;
Mathematical Methods;
Salesforce Management;
Motivation and Incentives
Chung, Doug J., Thomas J. Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Harvard Business School Working Paper, No. 11-041, October 2010.
- March–April 2014
- Article
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
By: Doug J. Chung, Thomas Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity...
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Chung, Doug J., Thomas Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Marketing Science 33, no. 2 (March–April 2014): 165–187. (Lead article. Featured in HBS Working Knowledge.)
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity...
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- June 2013
- Case
Comprosa
By: Jim Sharpe and Jose Luis Barbero
A Spanish manufacturer of packaging films has successfully returned to break even and is considering options to attain sustainable profitability.
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Keywords:
Turnaround;
Turnarounds;
Distressed Debt;
Private Equity;
Cash Flow Analysis;
Supplier Relationship;
Supply Chain Management;
Unions;
Global Competitiveness;
Leadership And Managing People;
Sales Force Management;
Sales Compensation;
Insolvency and Bankruptcy;
Global Strategy;
Salesforce Management;
Cash Flow;
Chemical Industry;
Manufacturing Industry;
Spain
Sharpe, Jim, and Jose Luis Barbero. "Comprosa." Harvard Business School Case 813-177, June 2013.
- January 2018
- Supplement
Peak Games: Hiring Priorities in Times of Rapid Growth (B)
By: William R. Kerr and Gamze Yucaoglu
On November 7, 2017, Sidar Şahin, founder and CEO of Peak Games, a Turkey-based global mobile gaming company, had just closed the sale of Peak Games’ card games studio. This sale included three of the company’s top grossing games and half of its team. Sahin was happy...
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Keywords:
Games;
Gaming;
Acquisitions;
Exits;
Private Sector;
Decision;
Games, Gaming, and Gambling;
Emerging Markets;
Acquisition;
Entrepreneurship;
For-Profit Firms;
Business Model;
Business Strategy;
Competitive Advantage;
Growth and Development Strategy;
Decision Making;
Value Creation;
Leading Change;
Management Teams;
Technology Industry;
Turkey
Kerr, William R., and Gamze Yucaoglu. "Peak Games: Hiring Priorities in Times of Rapid Growth (B)." Harvard Business School Supplement 818-084, January 2018.
- May 2017
- Case
Promontory, Inc.
By: Frank V. Cespedes and Amy Handlin
Promontory, Inc. is a small, privately owned firm in the promotional products (specialty advertising) industry. After starting the firm two years ago with the intention of pursuing a high-quality/high-price strategy, the CEO is seeking methods of increasing sales...
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Keywords:
Salesforce Management;
Marketing Strategy;
Customization and Personalization;
Business Model;
Sales;
Advertising Industry
Cespedes, Frank V., and Amy Handlin. "Promontory, Inc." Harvard Business School Brief Case 917-535, May 2017.
- Research Summary
Current Research
Professor Chung models the effect of incentive compensation to study its impact on the sales force. Using data from a Fortune 500 company, he has developed a dynamic structural model of sales force response to a bonus-based compensation plan and examined how various... View Details
- Article
Buyer-Initiated vs. Seller-Initiated Information Revelation
Sales presentations are the core of the selling process where salespeople provide information to prospects. One challenge is that the amount of information available to be potentially communicated may exceed salespeople's ability to communicate or customers' ability to...
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- December 2017 (Revised January 2018)
- Case
NatureSweet
By: Jose Alvarez, Forest Reinhardt and Natalie Kindred
This case describes the business model and workplace philosophy of NatureSweet, a privately owned, vertically integrated greenhouse grower and marketer of fresh tomatoes with sales across the United States and $329 million in 2016 revenues. CEO Bryant Ambelang treated...
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Keywords:
NatureSweet;
Tomatoes;
Agriculture;
Greenhouse;
Ambelang;
Cherry Tomatoes;
Incentives;
Worker Empowerment;
Empowerment;
Toyota Production System;
Leadership;
Branding;
Produce;
Manufacturing;
Organizational Change;
Agribusiness;
Business Model;
Employee Relationship Management;
Working Conditions;
Organizational Culture;
Success;
Problems and Challenges;
Agriculture and Agribusiness Industry;
Manufacturing Industry;
United States;
Mexico;
North America
Alvarez, Jose, Forest Reinhardt, and Natalie Kindred. "NatureSweet." Harvard Business School Case 518-002, December 2017. (Revised January 2018.)
- 2004
- Working Paper
Effort or Timing: The Effect of Lump-Sum Bonuses
This article addresses the question of whether lump-sum bonuses motivate salespeople to work harder to attain incremental orders or whether they induce salespeople to play timing games (behaviors that increase incentive payments without providing incremental benefits...
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Steenburgh, Thomas J. "Effort or Timing: The Effect of Lump-Sum Bonuses." Harvard Business School Working Paper, No. 05-051, December 2004.
- 02 Nov 2010
- First Look
First Look: November 2, 2010
We find clear evidence that (1) bonuses enhance productivity, (2) overachievement commissions help sustain the high productivity of the best performers even after attaining quotas, and (3) sales people...
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Keywords:
Sean Silverthorne
- February 2013 (Revised February 2013)
- Case
Wayne Ferrari: iAutomation at a Crossroads
By: Jim Sharpe and Michael Norris
Wayne Ferrari has bridged the gap between being an independent entrepreneur and a "professional manager." After selling his business to a Private Equity (PE) firm, Ferrari takes on the role of CEO and with their support implements a roll-up strategy to attain growth...
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Keywords:
Entrepreneurial Management;
Entrepreneurial Organizations;
Leveraged Buyouts;
Roll-up;
Career Planning;
Acquisitions;
Pricing;
Pricing Policies;
Pricing Strategy;
Pricing Structure;
Acquisition;
Entrepreneurship;
Private Equity;
Distribution;
Integration;
System;
Electronics Industry;
Distribution Industry;
United States
Sharpe, Jim, and Michael Norris. "Wayne Ferrari: iAutomation at a Crossroads." Harvard Business School Case 813-120, February 2013. (Revised February 2013.)
- November 2006 (Revised June 2010)
- Case
SUN Brewing (B)
In July 2004, Shiv, Nand, and Uday Khemka are discussing their holdings in SUN Interbrew, a leading Russian beer producer that is part of the family's global portfolio of businesses. SUN Interbrew has been operating as a joint venture since 1998, when the Khemka...
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Keywords:
Mergers and Acquisitions;
Investment;
Globalized Markets and Industries;
Ownership Stake;
Family Ownership;
Valuation;
Food and Beverage Industry;
Russia
Villalonga, Belen, and Raphael Amit. "SUN Brewing (B)." Harvard Business School Case 207-039, November 2006. (Revised June 2010.)
- October 2000 (Revised July 2001)
- Case
Avon Products (A)
By: Lynn S. Paine and Greg Rogers
The general manager of Avon Mexico, Fernando Lezama, must decide whether to promote a woman to the position of vice president of sales. If appointed, the candidate would be the first female in all of Latin America to hold an executive position and one of the first...
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Keywords:
Business or Company Management;
Leading Change;
Salesforce Management;
Organizational Culture;
Job Design and Levels;
Gender;
Management Teams;
Cross-Cultural and Cross-Border Issues;
Mexico
Paine, Lynn S., and Greg Rogers. "Avon Products (A)." Harvard Business School Case 301-059, October 2000. (Revised July 2001.)
- Web
Curriculum - MBA
understand how to sell and manage sales teams. Read More Law, Management & Entrepreneurship This course is designed to develop the legal literacy of MBA students by honing legal instincts that will help business leaders avoid legal...
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- 20 Aug 2013
- First Look
First Look: August 20
attaining quotas; and (3) quarterly bonuses help improve performance of the weak performers by serving as pacers to keep the sales force on track to achieve their annual sales...
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Keywords:
Anna Secino
- 29 Aug 2017
- First Look
First Look at New Research and Ideas, August 29
August 14, 2017 Harvard Business Review Study: More Frequent Sales Quotas Help Volume but Hurt Profits By: Chung, Doug J., and Das Narayandas Abstract—No abstract available. Publisher's link:...
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Keywords:
Sean Silverthorne
- Web
Named Fellowship Funds - Alumni
co-founder and managing partner of Strength Capital, and he previously worked in sales and brand management at Procter & Gamble and served as an equity analyst at T. Rowe Price. Bergeron is a board member of five of Strength Capital’s...
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