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      • Faculty Publications  (158)

      Employee Motivation Remove Employee Motivation →

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      • 2023
      • Article

      Conduit Incentives: Eliciting Cooperation from Workers Outside of Managers' Control

      By: Susanna Gallani
      Can managers use monetary incentives to elicit cooperation from workers they cannot reward for their efforts? I study “conduit incentives,” an innovative incentive design, whereby managers influence bonus-ineligible workers’ effort by offering bonus-eligible employees...  View Details
      Keywords: Organizational Behavior Modification; Peer Monitoring; Persistence Of Performance Improvements; Crowding Out; Implicit Incentives; Compensation; Healthcare; Social Pressure; Image Motivation; Incentives; Motivation; Performance; Behavior; Motivation and Incentives; Compensation and Benefits; Governing Rules, Regulations, and Reforms; Organizational Culture; Health Industry; California
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      Gallani, Susanna. "Conduit Incentives: Eliciting Cooperation from Workers Outside of Managers' Control." Accounting Review 93, no. 3 (2023): 1–28.
      • Spring 2023
      • Article

      Incentive Contract Design and Employee-Initiated Innovation: Evidence from the Field

      By: Wei Cai, Susanna Gallani and Jee-Eun Shin
      This study examines how the design of incentive contracts for tasks defined as workers’ official responsibilities (i.e., standard tasks) influences workers’ propensity to engage in employee-initiated innovation (EII). EII corresponds to innovation activities that are...  View Details
      Keywords: Employee-initiated Innovation; Contract Design; Rank-and-file; Extra-role Behaviors; Compensation and Benefits; Motivation and Incentives; Innovation and Management
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      Cai, Wei, Susanna Gallani, and Jee-Eun Shin. "Incentive Contract Design and Employee-Initiated Innovation: Evidence from the Field." Contemporary Accounting Research 40, no. 1 (Spring 2023): 292–323.
      • 2023
      • Working Paper

      Is Pay Transparency Good?

      By: Zoë Cullen
      Countries around the world are enacting pay transparency policies to combat pay discrimination. 71% of OECD countries have done so since 2000. Most are enacting transparency horizontally, revealing pay between co-workers of similar seniority within a firm. While...  View Details
      Keywords: Pay Transparency; Trends; Transition; Communication Strategy; Wages; Policy; Europe; North America; Australia
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      Cullen, Zoë. "Is Pay Transparency Good?" Harvard Business School Working Paper, No. 23-039, January 2023. (Revised March 2023.)
      • December 2022
      • Article

      Fostering Perceptions of Authenticity via Sensitive Self-Disclosure

      By: Li Jiang, Leslie K. John, Reihane Boghrati and Maryam Kouchaki
      Leaders’ perceived authenticity—the sense that leaders are acting in accordance with their “true self”—is associated with positive outcomes for both employees and organizations alike. How might leaders foster this impression? We show that sensitive self-disclosure, in...  View Details
      Keywords: Authenticity; Weaknesses; Self-disclosure; Leaders; Impression Management; Leadership Style; Motivation and Incentives
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      Jiang, Li, Leslie K. John, Reihane Boghrati, and Maryam Kouchaki. "Fostering Perceptions of Authenticity via Sensitive Self-Disclosure." Journal of Experimental Psychology: Applied 28, no. 4 (December 2022): 898–915.
      • November 2022
      • Article

      My Boss' Passion Matters as Much as My Own: The Interpersonal Dynamics of Passion Are a Critical Driver of Performance Evaluations

      By: Jon M. Jachimowicz, Andreas Wihler and Adam D. Galinsky
      Companies often celebrate employees who successfully pursue their passion. Academic research suggests that these positive evaluations occur because of the passion percolating inside the employee. We propose that supervisors are also a key piece of this puzzle:...  View Details
      Keywords: Passion; Job Performance; Motivation; Emotions; Performance Evaluation; Interpersonal Communication
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      Jachimowicz, Jon M., Andreas Wihler, and Adam D. Galinsky. "My Boss' Passion Matters as Much as My Own: The Interpersonal Dynamics of Passion Are a Critical Driver of Performance Evaluations." Special Issue on Work Passion Research: Taming Breadth and Promoting Depth. Journal of Organizational Behavior 43, no. 9 (November 2022): 1496–1515.
      • Article

      Developing a Digital Mindset: How to Lead Your Organization into the Age of Data, Algorithms, and AI

      By: Tsedal Neeley and Paul Leonardi
      Learning new technological skills is essential for digital transformation. But it is not enough. Employees must be motivated to use their skills to create new opportunities. They need a digital mindset: a set of attitudes and behaviors that enable people and...  View Details
      Keywords: Machine Learning; AI; Information Technology; Transformation; Competency and Skills; Employees; Technology Adoption; Leading Change; Digital Transformation
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      Neeley, Tsedal, and Paul Leonardi. "Developing a Digital Mindset: How to Lead Your Organization into the Age of Data, Algorithms, and AI." S22032. Harvard Business Review 100, no. 3 (May–June 2022): 50–55.
      • April 2022 (Revised August 2022)
      • Case

      Conflicts of Interest at Uptown Bank

      By: Jonas Heese
      In 2013, two employees debated whether to blow the whistle on their employer, Bell Bank, after completing an internal review that revealed undisclosed conflicts of interest. Bell Bank’s Asset Management business disproportionately invested clients’ money in Bell Bank’s...  View Details
      Keywords: Whistleblower; Whistleblowing; Mutual Funds; Conflicts Of Interest; Decision Making; Decisions; Judgments; Ethics; Moral Sensibility; Values and Beliefs; Finance; Financial Institutions; Banks and Banking; Financial Management; Investment; Investment Funds; Governance; Corporate Accountability; Corporate Disclosure; Corporate Governance; Governance Compliance; Governance Controls; Policy; Law; Legal Liability; Social Psychology; Motivation and Incentives; Perception; Perspective; Trust; Financial Services Industry; North and Central America; United States
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      Heese, Jonas. "Conflicts of Interest at Uptown Bank." Harvard Business School Case 122-022, April 2022. (Revised August 2022.)
      • March 2022 (Revised January 2023)
      • Case

      Innovation at Moog Inc.

      By: Brian J. Hall, Ashley V. Whillans, Davis Heniford, Dominika Randle and Caroline Witten
      This case focuses on the challenges of incentivizing innovation within Moog, an engineering company based in New York state that designs and builds guidance systems for space, air, and land-based travel. The case enables students to grapple with the challenges of using...  View Details
      Keywords: Innovation; Innovation Lab; Innovation Management; Motivation; Incentives; Culture; Compensation; Compensation And Benefits; Scalability; Business Growth and Maturation; Collaborative Innovation and Invention; Independent Innovation and Invention; Innovation and Management; Innovation Leadership; Innovation Strategy; Organizational Culture; Performance Consistency; Performance Effectiveness; Performance Efficiency; Performance Productivity; Performance Evaluation; Creativity; Motivation and Incentives; Aerospace Industry; Transportation Industry; United States
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      Hall, Brian J., Ashley V. Whillans, Davis Heniford, Dominika Randle, and Caroline Witten. "Innovation at Moog Inc." Harvard Business School Case 922-040, March 2022. (Revised January 2023.)
      • March 2022 (Revised April 2022)
      • Teaching Note

      France Télécom (A), (B), and (C)

      By: Ashley Whillans
      This case series discusses the evolution of France Télécom (now Orange) from a national telephone monopoly to a private company. During this process, the company faced numerous challenges including the entry of new competition from other countries and a workforce that...  View Details
      Keywords: Competition; Compensation and Benefits; Employee Relationship Management; Business Organization; Well-being; Communications Industry; Telecommunications Industry; France
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      Whillans, Ashley. "France Télécom (A), (B), and (C)." Harvard Business School Teaching Note 722-438, March 2022. (Revised April 2022.)
      • January 10, 2022
      • Article

      The Secret Ingredient of Thriving Companies? Human Magic

      By: Hubert Joly
      The traditional corporate approach to motivating people has been a combination of carrots and sticks: a system of financial incentives designed to mobilize everyone around a plan designed by a few smart people at the top. Multiple studies have confirmed that, for any...  View Details
      Keywords: Meaning; Purpose; Organizational Culture; Employees; Motivation and Incentives; Performance
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      Joly, Hubert. "The Secret Ingredient of Thriving Companies? Human Magic." Harvard Business Review (website) (January 10, 2022).
      • 1 Dec 2021
      • Interview

      Hubert Joly on Humanizing the Profit Motive

      By: Hubert Joly, William Kerr and Joseph Fuller
      Can businesses afford to see employees in terms other than unit labor cost? How do you factor the Golden Rule into a profit and loss statement? Former Best Buy CEO Hubert Joly explains how unlearning business orthodoxies helped him prove that a human-centered approach...  View Details
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      "Hubert Joly on Humanizing the Profit Motive." Managing the Future of Work (podcast), Harvard Business School, December 1, 2021.
      • Article

      Are They Useful? The Effects of Performance Incentives on the Prioritization of Work Versus Personal Ties

      By: Julia Hur, Alice Lee-Yoon and Ashley V. Whillans
      Most working adults report spending very little time with friends and family. The current research explores the aspects of work that encourage employees to spend less time with personal ties. We show that incentive systems play a critical role in shaping how people...  View Details
      Keywords: Rewards; Performance Incentives; Social Relationships; Instrumentality; Time Allocation; Performance; Motivation and Incentives; Relationships; Time Management
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      Hur, Julia, Alice Lee-Yoon, and Ashley V. Whillans. "Are They Useful? The Effects of Performance Incentives on the Prioritization of Work Versus Personal Ties." Organizational Behavior and Human Decision Processes 165 (July 2021): 103–114. (Shared Authorship.)
      • May 2021
      • Teaching Note

      From Globalization to Dual Digital Transformation: CEO Thierry Breton Leading Atos Into 'Digital Shockwaves'

      By: Tsedal Neeley
      Teaching Note for HBS Case Nos. 419-027 and 419-046. Thierry Breton, chairman and CEO of IT company Atos, faces a pivotal juncture. After spending eight intense years scaling the company globally to over 100,000 employees in 70 countries, he sees digital shockwaves...  View Details
      Keywords: Multinational Firms and Management; Transformation; Strategy; Disruption; Employees; Competency and Skills; Training; Organizational Culture; Digital Transformation; Information Technology Industry
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      Neeley, Tsedal. "From Globalization to Dual Digital Transformation: CEO Thierry Breton Leading Atos Into 'Digital Shockwaves'." Harvard Business School Teaching Note 421-096, May 2021.
      • March 29, 2021
      • Editorial

      Research: A Little Recognition Can Provide a Big Morale Boost

      By: Shibeal O'Flaherty, Michael Sanders and Ashley V. Whillans
      As organizations large and small face the twin challenges of increasingly strained budgets and burned out workforces, what can managers do to keep employees engaged—without breaking the bank? In this piece, the authors share new research on the power of symbolic awards...  View Details
      Keywords: Motivation; Psychology; Work; Employees; Motivation and Incentives; Social Psychology
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      O'Flaherty, Shibeal, Michael Sanders, and Ashley V. Whillans. "Research: A Little Recognition Can Provide a Big Morale Boost." Harvard Business Review Digital Articles (March 29, 2021).
      • March 2021
      • Article

      Active Choice, Implicit Defaults, and the Incentive to Choose

      By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
      Home-delivered prescriptions have no delivery charge and lower copayments than prescriptions picked up at a pharmacy. Nevertheless, when home delivery is offered on an opt-in basis, the take-up rate is only 6%. We study a program that makes active choice of either home...  View Details
      Keywords: Active Choice; Defaults; Implicit Defaults; Incentives; Consumer Behavior; Decision Choices and Conditions; Motivation and Incentives
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      Beshears, John, James J. Choi, David Laibson, and Brigitte C. Madrian. "Active Choice, Implicit Defaults, and the Incentive to Choose." Organizational Behavior and Human Decision Processes 163 (March 2021): 6–16.
      • March 2021
      • Article

      Opting-in to Prosocial Incentives

      By: Daniel Schwartz, Elizabeth A. Keenan, Alex Imas and Ayelet Gneezy
      The design of effective incentive schemes that are both successful in motivating employees and keeping down costs is of critical importance. Research has demonstrated that prosocial incentives, where individuals’ effort benefits a charitable organization, can sometimes...  View Details
      Keywords: Incentives; Prosocial Behavior; Behavioral Economics; Field Experiments; Recycling; Prosocial Motivation; Decision Making; Motivation and Incentives; Behavior
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      Schwartz, Daniel, Elizabeth A. Keenan, Alex Imas, and Ayelet Gneezy. "Opting-in to Prosocial Incentives." Organizational Behavior and Human Decision Processes 163 (March 2021): 132–141.
      • January 2021
      • Case

      Value-Based Insurance Design at Onex

      By: Joshua Schwartzstein, Amitabh Chandra and Amram Migdal
      The operating executives of Health and Benefits for Onex Partners, Megan Jackson Frye and Sam Camens, faced a challenge: Healthcare costs for employees of Onex’s portfolio companies were continuing to rise above the consumer price index, reflecting broader trends...  View Details
      Keywords: Decision Making; Cost vs Benefits; Decision Choices and Conditions; Decisions; Finance; Behavioral Finance; Insurance; Health; Health Care and Treatment; Human Resources; Compensation and Benefits; Markets; Demand and Consumers; Consumer Behavior; Social Psychology; Behavior; Interests; Motivation and Incentives; Perception; Health Industry; Insurance Industry; North America; United States
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      Schwartzstein, Joshua, Amitabh Chandra, and Amram Migdal. "Value-Based Insurance Design at Onex." Harvard Business School Case 921-023, January 2021.
      • 2021
      • Article

      Helping and Happiness: A Review and Guide for Public Policy

      By: Lara B. Aknin and Ashley V. Whillans
      Perhaps one of the most reaffirming findings to emerge over the past several decades is that humans not only engage in generous behavior, they also appear to experience pleasure from doing so. Yet not all acts of helping lead to greater happiness. Here, we review the...  View Details
      Keywords: Generosity; Helping; Behavior; Motivation and Incentives; Happiness; Policy
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      Aknin, Lara B., and Ashley V. Whillans. "Helping and Happiness: A Review and Guide for Public Policy." Social Issues and Policy Review 15 (2021): 3–34.
      • November 2020 (Revised March 2022)
      • Teaching Note

      Social Salary Setting at Spiber

      By: Ashley Whillans and John Beshears
      Teaching Note for HBS Case No. 920-050. The case tells the story of Spiber, a Japanese technology start-up company. To reflect the company’s values, the leadership team implemented a new and unique salary-setting process: each employee had the authority to choose their...  View Details
      Keywords: Compensation; General Management; Employee Benefits; Incentives; Motivation; Compensation and Benefits; Fairness; Motivation and Incentives; Management; Happiness; Negotiation; Cross-Cultural and Cross-Border Issues; Japan
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      Whillans, Ashley, and John Beshears. "Social Salary Setting at Spiber." Harvard Business School Teaching Note 921-014, November 2020. (Revised March 2022.)
      • August 2020
      • Article

      Workplace Knowledge Flows

      By: Jason Sandvik, Richard Saouma, Nathan Seegert and Christopher Stanton
      We conducted a field experiment in a sales firm to test whether improving knowledge flows between coworkers affects productivity. Our design allows us to compare different management practices and to isolate whether frictions to knowledge transmission primarily reside...  View Details
      Keywords: Knowledge Sharing; Interpersonal Communication; Employees; Performance Productivity; Sales; Motivation and Incentives
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      Sandvik, Jason, Richard Saouma, Nathan Seegert, and Christopher Stanton. "Workplace Knowledge Flows." Quarterly Journal of Economics 135, no. 3 (August 2020): 1635–1680.
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