Ian Larkin

Assistant Professor of Business Administration (Leave of Absence)

Ian Larkin is an assistant professor of business administration in the Negotiation, Organizations, and Markets Unit.

Ian researches the impact of formal and informal extrinsic rewards on employee decisions and firm performance, using real-world data from corporations and data generated from experiments. He is currently working on a major research project that examines how the incentives of pharmaceutical sales representatives affect physician prescribing behavior. Ian’s research has been published in the Journal of Labor Economics, Strategic Management Journal, American Economic Journal: Microeconomics and Academy of Management Papers and Proceedings, and has been cited by media outlets such as The Wall Street Journal, The New York Times, and National Public Radio.

Ian received his Ph.D. from the Haas School of Business at the University of California, Berkeley. He completed an M.Sc. in Development Economics from the University of London, where he was a British Marshall Scholar. As part of his undergraduate work at the University of Arizona, Ian spent over three years living in China, Japan, and Taiwan, and he speaks conversational Mandarin Chinese and Japanese. As a junior, he was awarded a Harry S. Truman Scholarship, given to students who commit to a career in public service. Before entering his Ph.D. program, Ian spent four years as an associate and engagement manager in the Hong Kong and Silicon Valley offices of McKinsey & Company, advising senior executives on corporate strategy in the banking and high technology industries. He serves on the Selection Committee for the British Marshall Scholarship and previously played the same role for the Harry S. Truman and Flinn scholarships.

  1. Ian Larkin: Winner of the 2006 Distinguished Student Paper Award from the Academy of Management for "The Cost of High-powered Incentives: Salesperson Gaming in Enterprise Software."