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- Faculty Publications (8)
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- February 2011
- Article
Target Ratcheting and Effort Reduction
By: J. Bouwens and Peter Kroos
In this paper, we examine how retail store managers reduce their sales activity in response to target ratcheting. We find that managers with favorable sales performance in the first three quarters reduce their sales activity in the final quarter. We also document that...
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Keywords:
Target-setting;
Ratchet Effect;
Manipulating Real Economic Activities;
Goals and Objectives;
Strategy;
Performance Evaluation;
Sales
Bouwens, J., and Peter Kroos. "Target Ratcheting and Effort Reduction." Journal of Accounting & Economics 51, nos. 1-2 (February 2011): 171–185.
- 01 Oct 2009
- Working Paper Summaries
Systemic Risk and the Refinancing Ratchet Effect
- 2009
- Working Paper
Systemic Risk and the Refinancing Ratchet Effect
By: Amir E. Khandani, Andrew W. Lo and Robert C. Merton
The confluence of three trends in the U.S. residential housing market—rising home prices, declining interest rates, and near-frictionless refinancing opportunities—led to vastly increased systemic risk in the financial system. Individually, each of these trends is...
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- 2009
- Working Paper
Systemic Risk and the Refinancing Ratchet Effect
By: Amir E. Khandani, Andrew W. Lo and Robert C. Merton
The confluence of three trends in the U.S. residential housing market-rising home prices, declining interest rates, and near-frictionless refinancing opportunities-led to vastly increased systemic risk in the financial system. Individually, each of these trends is...
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Khandani, Amir E., Andrew W. Lo, and Robert C. Merton. "Systemic Risk and the Refinancing Ratchet Effect." Harvard Business School Working Paper, No. 10-023, September 2009. (Revised July 2010.)
- 2018
- Working Paper
Ratcheting, Competition, and the Diffusion of Technological Change: The Case of Televisions Under an Energy Efficiency Program
By: Tomomichi Amano and Hiroshi Ohashi
In differentiated goods markets with societal implications, quality standards are commonly implemented to avoid the under-provision of innovation. Firms have clear incentives to engage in strategic behavior because policymakers use market outcomes as a benchmark in...
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Keywords:
Product Differentiation;
Energy Efficiency Standards;
Ratcheting;
Diffusion Of Innovation;
Technological Innovation;
Competition;
Quality;
Governing Rules, Regulations, and Reforms;
Policy
Amano, Tomomichi, and Hiroshi Ohashi. "Ratcheting, Competition, and the Diffusion of Technological Change: The Case of Televisions Under an Energy Efficiency Program." Harvard Business School Working Paper, No. 19-021, September 2018.
- 29 Sep 2009
- First Look
First Look: September 29
http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1471435 Systemic Risk and the Refinancing Ratchet Effect Authors:Amir E. Khandani, Andrew W. Lo, and Robert C. Merton Abstract The confluence of three trends in the U.S. residential...
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Keywords:
Martha Lagace
- October 2007
- Case
The AtekPC Project Management Office
By: F. Warren McFarlan, Mark Keil and John Hupp
Presents one company's efforts to implement a project management organization, or PMO, and the challenges they faced in doing so. Issues brought out in the case include defining the PMO's purpose and mission, the structure and governance of the PMO, and how to...
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Keywords:
Projects;
Goals and Objectives;
Technological Innovation;
Information Technology;
Business Strategy;
Mathematical Methods;
Consulting Industry
McFarlan, F. Warren, Mark Keil, and John Hupp. "The AtekPC Project Management Office." Harvard Business School Case 308-049, October 2007.
- Article
How to Really Motivate Salespeople
By: Doug J. Chung
Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments. But in the past decade, researchers have been moving out of the lab and into the field, analyzing companies' sales and pay data, and...
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Keywords:
Compensation;
Motivating People;
Motivation and Incentives;
Compensation and Benefits;
Sales
Chung, Doug J. "How to Really Motivate Salespeople." Harvard Business Review 93, no. 4 (April 2015): 54–61.
- 20 Nov 2012
- Working Paper Summaries
Pay Harmony: Peer Comparison and Executive Compensation
Keywords:
by Claudine Gartenberg & Julie Wulf
- 16 Aug 2011
- First Look
First Look: August 16
PublicationsThe World Bank and Democratic Accountability: The Role of Civil Society Authors:Alnoor Ebrahim and Steve Herz Publication:Chap. 3 in Building Global Democracy? Civil Society and Accountable Global Governance, edited by Jan Aart Scholte, Cambridge...
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Keywords:
Sean Silverthorne
- 05 Aug 2022
- Research & Ideas
Why People Crave Feedback—and Why We’re Afraid to Give It
feedback and appreciated it when they got it." In another experiment, the team ratcheted up the stakes by inviting two people who knew each other well—such as romantic partners and close friends—into the laboratory, and then randomly...
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by Michael Blanding
- 22 Oct 2019
- Research & Ideas
Use Artificial Intelligence to Set Sales Targets That Motivate
to do only the minimum necessary to get their bonus, lest the company sets a too-high goal next year. “An employee says I know I can do 120 percent, but I am not going to do it,” Chung says. “You are penalizing the high performers.” Besides, a compensation plan that...
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by Michael Blanding
- 03 Mar 2003
- Research & Ideas
Top Ten Legal Mistakes Made by Entrepreneurs
for shares. These include requiring participating preferred with a high cumulative dividend, redemption rights exercisable after only several years, and ratchet anti-dilution protection with no cap. One must ask, what's the reputation of...
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by Staff
- 14 Jul 2003
- Research & Ideas
Understaffed and Overworked: What Now?
take on any additional work. (The nationwide average in FranklinCovey's xQ survey was 50 percent.) What's more, over the course of the next six months, the size of Andrus's already overtaxed staff would shrink from 48 to 35—but corporate expectations would not be View Details
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by Paul Michelman
- 14 Dec 2011
- Research & Ideas
The New Measures for Improving Nonprofit Performance
social sector, the results are not at the firm level but in a community or society. To really see impact, we have to ratchet it up a notch and talk about entire ecosystems—collections of organizations working on a common set of problems....
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by Julia Hanna
- 18 Sep 2018
- First Look
New Research and Ideas, September 18, 2018
explicitly a function of current product offerings. The setting illustrates firms' dual incentives at work: A firm better differentiates products under a looser standard but may want to induce a tighter standard if it can benefit from raising rivals' costs. These...
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Keywords:
Dina Gerdeman
- 12 Apr 2018
- Op-Ed
Op-Ed: The Trouble with Tariffs
pocketbooks. Since then, as the stock market roller coaster has shown, the rhetoric has only ratcheted upwards. On April 5, the president threatened tariffs on an additional $100 billion in Chinese goods. China returned fire proposing new...
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Keywords:
by Willy C. Shih;
Manufacturing;
Auto;
Steel;
Air Transportation;
Technology;
Telecommunications
- 10 Feb 2003
- Research & Ideas
Women at Work
cried," she said. "People still remember that and bring it up." Moderator Robin Levy closed the panel with advice of her own: Get support. "Everyone tells you what you should do and how you should feel, but you don't know what you'll want until [you...
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by Wendy Guild
- 03 Dec 2008
- What Do You Think?
Can Housing and Credit be “Nudged” Back to Health?
harmed by our own worst instincts." Dan Wallace proposed: "I like 'nudge' solutions, and one approach here might be to provide a 100 percent mortgage interest deduction for people who put 20 percent down on a home, and ratchet...
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by Jim Heskett
- 15 Oct 2001
- Research & Ideas
Rethinking E-Leadership
roles and behaviors you're asking them to learn. If they don't see the need for change as urgent, ratchet up the brashness. But if they seem paralyzed by all that you're asking them to do differently, temper your communications. "The...
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Keywords:
by Melissa Raffoni