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Off-Ramp--or Dead End? (HBR Case Study and Commentary)
Leadership & Managing People Magazine ArticleCheryl Jamis, the high-powered marketing director for a large UK-based clothing retailer, seems to have it all--corner office included. What's more, she... -
How to Pay Your Sales Force
Motivating people Magazine ArticleUsing the results of a survey of 380 companies in 34 industries, this author examines three basic types of compensation plans: salary, commission, and combination (salary plus commission). Most companies in the study favored a combination plan, but such plans have some disadvantages to offset their obvious attractiveness. The author sets out the possible reasons […] -
What Counts Most in Motivating Your Sales Force?
Motivating people Magazine ArticleFor decades the difficulty of motivating salespeople has been frustrating sales and marketing managers. To the most effective ones, two things are clear: one, the job is difficult; two, there is no one simple solution. Believing that “good salespeople are born, not made,” many managers recognize that recruiting is important. Others holding that “if you […] -
Why Do Employees Stay? A Clear Career Path and Good Pay, for Starters
Employee retention ResearchPlus three reasons they quit. -
If You Live in an Area with High Income Inequality, You're More Likely to Burn Out at Work
Global Business Digital ArticleIt has to do with job insecurity. -
Low-Pressure Selling
Developing employees Magazine ArticleBuying is something customers like to do. A salesperson’s job is to help them follow their inclinations. -
The Experts in Your Midst
Human resource management Magazine ArticleTom Bennett, owner of a growing high-tech enterprise with sales of $30 million, has decided to go public. His ratios are right and his product is good, but the fine points of his strategy are not quite in place. Early Monday morning before the regular staff meeting, he sits lost in thought about product image, […] -
Making Across-the-Board Incentives Work
Organizational Development Magazine ArticleCompanywide incentives often produce disappointing results; individuals assume they will receive rewards regardless of their efforts. But at Continental,... -
The Problem with "Greedy Work"
Leadership & Managing People Big IdeaCovid-19 has forced millions of people to work from home while juggling caregiving and other commitments. Is this making work more flexible or less? In... -
What's the Hard Return on Employee Wellness Programs?
Organizational Development Magazine ArticleEmployee wellness programs have often been viewed as a nice extra, not a strategic imperative. But the data demonstrate otherwise, according to Berry,... -
The Coming Battle over Executive Pay
Executive compensation Magazine ArticleIt’s not what you think. The outrage over exorbitant Wall Street compensation was just the beginning. -
Is Technology Subsuming Marketing?
Sales & Marketing Digital ArticleAn analysis finds CMO pay declining while CTO pay skyrockets. -
Compensation Packages That Actually Drive Performance
Employee incentives Magazine ArticlePrinciples for designing executive pay -
Is Your Firm Underperforming? Your CEO Might Be Golfing Too Much
Organizational Development Digital ArticleResearch shows the costs of executive shirking. -
More Than a Paycheck
Business and society Magazine ArticleHow to create good blue-collar jobs in the knowledge economy -
Why Your Organization Should Use Salary Benchmarking
Organizational Development Digital ArticleMarket data can drive fairer compensation and boost employee retention. -
Marketing Performance—What Do You Expect?
Project management Magazine ArticleA good plot, good friends, and full of expectation; an excellent plot, very good friends. Shakespeare, King Henry IV, Part I Special Report When trying to assess performance, there is no business function top executives worry about more than marketing. Most of them look at the marketers in their companies as something between vacuum-cleaner salespeople […] -
Shareholder Capitalism Is Dead
Boards Digital ArticleThe verdict is in, and it serves as a convenient end point for the era of shareholder capitalism: Say-on-pay has been a dud. Fewer than 100 corporations, about 1.5%, lost these mandatory but nonbinding votes on executive pay practices. Most got well over 90% in favor. Say-on-pay may have led some to modify their practices […] -
Big Companies Don't Pay as Well as They Used To
Organizational Development ResearchAnd it's one reason inequality has increased. -
Asking for a Raise When You're Afraid To
Organizational Development Digital ArticleHere's how to prepare.
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Designs by Kate: The Power of Direct Sales
Sales & Marketing Case Study8.95View Details The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also... -
Negotiating Star Compensation at the USAWBL (A-3): Confidential Instructions for Jesse J's Agent
Communication Case Study11.95View Details An abstract is not available for this product. -
Handy: The Future of Work? (B)
Leadership & Managing People Case Study5.00View Details Witnessing numerous lawsuits alleging that online platform companies misclassified workers as contractors when they were actually employees, Handy's founders... -
Franklin Health Associates (A)
Finance & Accounting Case Study11.95View Details A very comprehensive case that requires students to define the organization's strategy, understand its structure, and then determine how a responsibility... -
Tombstones
Finance & Accounting Case Study11.95View Details This case consists primarily of excerpts from term sheets and prospectuses for six securities offerings made by US companies during 2009-2010, just after... -
Innovation and Collaboration at Merrill Lynch
Organizational Development Case Study11.95View Details In the spring of 2005, Candace Browning, head of Global Securities Research and Economics at Merrill Lynch, led about 500 Merrill Lynch analysts worldwide... -
Sears: The Demise of an American Icon
Finance & Accounting Case Study11.95View Details In 2019, ESL Investments' $5.2 billion offer to purchase Sears Holdings out of Chapter 11 bankruptcy, was accepted, despite opposition from the company's... -
Knights Apparel and the Alta Gracia Factory: Paying a Living Wage
Strategy & Execution Case Study11.95View Details In 2014 The Alta Gracia clothing factory in the Dominican Republic was doing something quite unusual in the industry; it was paying its employees a living... -
Nielsonlar Insurance: Replacing a Life Insurance Plan
Finance & Accounting Case Study11.95View Details In 2003, a financial planner in Calgary started working with the owner of Oilfield Welding Limited to provide employee benefits to the owner and his... -
Biomed Co., Ltd.: Designing a New Sales Compensation Plan
Sales & Marketing Case Study11.95View Details A recent MBA graduate was about to return to the family business, Biomed Co., Ltd., as its general manager. Biomed's parent company, Thai Drugs Co., Ltd.,... -
Arck Systems (D)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
10b5-1 Plans: Mortgaging a Defense against Insider Trading
Leadership & Managing People Case Study11.95View Details In 2006, David Zucker, chief executive officer of Midway Games, came under fire for selling a significant amount of Midway stock just weeks before a precipitous... -
Best Buy's Corie Barry: Confronting the COVID-19 Pandemic
Leadership & Managing People Case Study11.95View Details This case examines the leadership of Corie Barry, the new CEO of Best Buy, with a focus on actions the company took in 2020 to adapt to the COVID-19 pandemic.... -
Washington Mutual (A): A Very Old Bank Can Grow-A Lot!
Leadership & Managing People Case Study11.95View Details Describes the ways in which Washington Mutual preserved and reinforced its brand through two phases of expansion, the first based on acquisition and the... -
Sales Misconduct at Wells Fargo Community Bank
Leadership & Managing People Case Study11.95View Details Set in early-2017, this case examines widespread sales misconduct at Wells Fargo Community Bank. Wells Fargo's governance and controls are described in... -
Cisco Systems: In Search of the Next CEO
Organizational Development Case Study11.95View Details It's August 2014 and John Chambers is expected to announce his retirement after 17 years as CEO of global technology giant Cisco Systems. Under Chambers's... -
Jieliang Phone Home! (B)
Global Business Case Study5.00View Details At Precision Electro-Tek's mobile phone manufacturing facility in southern China, thousands of operators-bright and capable young men and (mostly) women... -
Verona Group
Organizational Development Case Study8.95View Details Are a salesperson's struggles her own fault or the result of a problematic job design? Anna George works as a salesperson at Verona Group, a company that... -
In Sickness and in Health (B): Heathcare Snapshots
Finance & Accounting Case Study5.00View Details Supplement to case UV7947. This case provides two snapshots of sudden health care crises. It walks the students through how health insurance works, and... -
Recruiting Andrew Yard (A)
Leadership & Managing People Case Study11.95View Details This case describes a compensation negotiation between a global HR director and a candidate for a high-level executive position. The situation becomes...
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Designs by Kate: The Power of Direct Sales
Sales & Marketing Case Study8.95View Details The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also... -
Off-Ramp--or Dead End? (HBR Case Study and Commentary)
Leadership & Managing People Magazine ArticleCheryl Jamis, the high-powered marketing director for a large UK-based clothing retailer, seems to have it all--corner office included. What's more, she... -
How to Pay Your Sales Force
Motivating people Magazine ArticleUsing the results of a survey of 380 companies in 34 industries, this author examines three basic types of compensation plans: salary, commission, and combination (salary plus commission). Most companies in the study favored a combination plan, but such plans have some disadvantages to offset their obvious attractiveness. The author sets out the possible reasons […] -
Negotiating Star Compensation at the USAWBL (A-3): Confidential Instructions for Jesse J's Agent
Communication Case Study11.95View Details An abstract is not available for this product. -
Handy: The Future of Work? (B)
Leadership & Managing People Case Study5.00View Details Witnessing numerous lawsuits alleging that online platform companies misclassified workers as contractors when they were actually employees, Handy's founders... -
Franklin Health Associates (A)
Finance & Accounting Case Study11.95View Details A very comprehensive case that requires students to define the organization's strategy, understand its structure, and then determine how a responsibility... -
Tombstones
Finance & Accounting Case Study11.95View Details This case consists primarily of excerpts from term sheets and prospectuses for six securities offerings made by US companies during 2009-2010, just after... -
Innovation and Collaboration at Merrill Lynch
Organizational Development Case Study11.95View Details In the spring of 2005, Candace Browning, head of Global Securities Research and Economics at Merrill Lynch, led about 500 Merrill Lynch analysts worldwide... -
What Counts Most in Motivating Your Sales Force?
Motivating people Magazine ArticleFor decades the difficulty of motivating salespeople has been frustrating sales and marketing managers. To the most effective ones, two things are clear: one, the job is difficult; two, there is no one simple solution. Believing that “good salespeople are born, not made,” many managers recognize that recruiting is important. Others holding that “if you […] -
Sears: The Demise of an American Icon
Finance & Accounting Case Study11.95View Details In 2019, ESL Investments' $5.2 billion offer to purchase Sears Holdings out of Chapter 11 bankruptcy, was accepted, despite opposition from the company's...