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  • April 2019 (Revised January 2025)
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Clear Link Technologies, LLC: Driving Sales with Peer Effects

By: Christopher Stanton, Richard Saouma and Olivia Hull
  • Format:Print
  • | Language:English
  • | Pages:18
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Abstract

The importance of a good peer or coworker is widely discussed, but understanding the glue that makes coworkers valuable is less understood. This case sheds light on the importance of peers and the practices and environments that make a group greater than the sum of its parts. Facing threats to its growth, digital marketing and sales company Clear Link Technologies, LLC (Clearlink) decided to run an experiment to test strategies for improving sales productivity. The experiment compares the efficacy of two interventions: group incentives and management-directed peer learning. The case surfaces some of the mechanisms driving peer effects in the workplace and the managerial levers to tap into peer effects for improving operations.
The case also provides an introduction to experiments in organizations and how these experiments may differ from traditional randomized controlled trials in marketing or pharmaceutical development.

Keywords

Talent and Talent Management; Interactive Communication; Experience and Expertise; Decision Making; Training; Design; Compensation and Benefits; Knowledge Acquisition; Knowledge Sharing; Human Capital; Working Conditions; Measurement and Metrics; Outcome or Result; Performance; Performance Improvement; Research; Sales; Salesforce Management; Motivation and Incentives; Telecommunications Industry; Utah; United States

Citation

Stanton, Christopher, Richard Saouma, and Olivia Hull. "Clear Link Technologies, LLC: Driving Sales with Peer Effects." Harvard Business School Case 819-072, April 2019. (Revised January 2025.)
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About The Author

Christopher T. Stanton

Entrepreneurial Management
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Related Work

    • January 2021 (Revised February 2025)
    • Faculty Research

    Clear Link Technologies, LLC: Driving Sales with Peer Effects

    By: Christopher Stanton, Richard Saouma and Olivia Hull
    • April 2019 (Revised January 2025)
    • Faculty Research

    Clear Link Technologies, LLC: Driving Sales with Peer Effects

    By: Christopher Stanton, Richard Saouma and Olivia Hull
Related Work
  • Clear Link Technologies, LLC: Driving Sales with Peer Effects By: Christopher Stanton, Richard Saouma and Olivia Hull
  • Clear Link Technologies, LLC: Driving Sales with Peer Effects By: Christopher Stanton, Richard Saouma and Olivia Hull
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