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Publications

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    • All HBS Web  (548)
      • Faculty Publications  (57)

      Incentive Programs Remove Incentive Programs →

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      • 2022
      • Working Paper

      Regulatory Incentives for Innovation: The FDA's Breakthrough Therapy Designation

      By: Amitabh Chandra, Jennifer Kao, Kathleen Miller and Ariel D. Stern
      Regulators of new products confront a tradeoff between speeding a new product to market and collecting additional product quality information. The FDA’s Breakthrough Therapy Designation (BTD) provides an opportunity to understand if a regulator can use new policy to...  View Details
      Keywords: Research and Development; Governing Rules, Regulations, and Reforms; Product Development
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      Chandra, Amitabh, Jennifer Kao, Kathleen Miller, and Ariel D. Stern. "Regulatory Incentives for Innovation: The FDA's Breakthrough Therapy Designation." NBER Working Paper Series, No. 30712, December 2022.
      • 2021
      • Working Paper

      CRM and AI in Time of Crisis

      By: Michelle Y. Lu and Navid Mojir
      A crisis can affect the incentives of various players within a firm’s multi-layered sales and marketing organization (e.g., headquarters and branches of a bank). Such shifts can result in sales decisions against the firm’s best interests. Motivated by the backlash to...  View Details
      Keywords: CRM; Artificial Intelligence; AI; B2B Marketing; Decision Authority; Crisis Marketing; Intra-organizational Conflict; COVID-19 Pandemic; Customer Relationship Management; Technological Innovation; Decision Making; Strategy; Health Pandemics; Crisis Management; AI and Machine Learning
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      Lu, Michelle Y., and Navid Mojir. "CRM and AI in Time of Crisis." Harvard Business School Working Paper, No. 22-035, November 2021.
      • December 2021
      • Article

      Cash-for-Information Whistleblower Programs: Effects on Whistleblowing and Consequences for Whistleblowers

      By: Aiyesha Dey, Jonas Heese and Gerardo Pérez Cavazos
      We study the effect of financial incentives on whistleblowing and the consequences for whistleblowers under the cash-for-information program of the False Claims Act (FCA). Exploiting appeals-court decisions that increase financial incentives for whistleblowing, we find...  View Details
      Keywords: Whistleblowers; Cash-for-information Whistleblower Programs; False Claims Act; Corporate Misconduct; Consequences For Whistleblowers; Crime and Corruption; Information; Cost
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      Dey, Aiyesha, Jonas Heese, and Gerardo Pérez Cavazos. "Cash-for-Information Whistleblower Programs: Effects on Whistleblowing and Consequences for Whistleblowers." Journal of Accounting Research 59, no. 5 (December 2021): 1689–1740.
      • Article

      Cash-for-Information Whistleblower Programs: Effects on Whistleblowing and Consequences for Whistleblowers

      By: Aiyesha Dey, Jonas Heese and Gerardo Pérez Cavazos
      Cash-for-information whistleblower programs have gained momentum as a regulatory tool to enforce corporate misconduct. Yet, little is known about how financial incentives affect whistleblowers’ decisions to report potential misconduct to authorities. Similarly, there...  View Details
      Keywords: Corporate Misconduct; Whistleblowers; Financial Incentives; Ethics; Governance Compliance; Lawsuits and Litigation
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      Dey, Aiyesha, Jonas Heese, and Gerardo Pérez Cavazos. "Cash-for-Information Whistleblower Programs: Effects on Whistleblowing and Consequences for Whistleblowers." Harvard Law School Forum on Corporate Governance (June 10, 2021).
      • 2021
      • Working Paper

      Which Markets (Don't) Drive Pharmaceutical Innovation? Evidence From U.S. Medicaid Expansions

      By: Craig Garthwaite, Rebecca Sachs and Ariel Dora Stern
      Pharmaceutical innovation policy involves managing a tradeoff between high prices for new products in the short-term and stronger incentives to develop products for the future. Prior research has documented a causal relationship between market size and pharmaceutical...  View Details
      Keywords: Pharmaceuticals; Medicaid; Innovation and Invention; Policy; Markets; Research and Development; Pharmaceutical Industry
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      Garthwaite, Craig, Rebecca Sachs, and Ariel Dora Stern. "Which Markets (Don't) Drive Pharmaceutical Innovation? Evidence From U.S. Medicaid Expansions." NBER Working Paper Series, No. 28755, May 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.
      • November 2020
      • Case

      Guild Education: Unlocking Opportunity for America's Workforce

      By: William A. Sahlman, Michael D. Smith, Nicole Tempest Keller and Alpana Thapar
      Founded in 2015, Guild Education is an education marketplace that connects employers and universities to provide employees with ‘education as a benefit.’ The Denver-based company is transforming traditional tuition assistance programs by facilitating direct payment by...  View Details
      Keywords: Education; Digital Platforms; Information Technology; Employees; Social Enterprise; Education Industry; Technology Industry; Colorado
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      Sahlman, William A., Michael D. Smith, Nicole Tempest Keller, and Alpana Thapar. "Guild Education: Unlocking Opportunity for America's Workforce." Harvard Business School Case 821-050, November 2020.
      • November 2020
      • Article

      Accelerator or Brake? Cash for Clunkers, Household Liquidity, and Aggregate Demand

      By: Daniel Green, Brian Melzer, Jonathan Parker and Arcenis Rojas
      This paper evaluates the Car Allowance Rebate System (CARS) by comparing the vehicle purchases and disposals of households with eligible "clunkers" to those of households with similar, but ineligible, vehicles. CARS caused roughly 500,000 purchases during the program...  View Details
      Keywords: Automobiles; Purchasing; Government Incentives; Household; Financial Liquidity; Income; Behavior
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      Green, Daniel, Brian Melzer, Jonathan Parker, and Arcenis Rojas. "Accelerator or Brake? Cash for Clunkers, Household Liquidity, and Aggregate Demand." American Economic Journal: Economic Policy 12, no. 4 (November 2020): 178–211.
      • July 2020
      • Teaching Plan

      Girls Who Code

      By: Brian Trelstad and Amy Klopfenstein
      This teaching plan serves as a supplement to HBS Case No. 320-055, “Girls Who Code.” Founded 2012 by former lawyer Reshma Saujani, Girls Who Code (GWC) offered coding education programs to middle- and high school-aged girls. The organization also sought to alter...  View Details
      Keywords: Communication; Communication Strategy; Spoken Communication; Interpersonal Communication; Demographics; Age; Gender; Education; Curriculum and Courses; Learning; Middle School Education; Secondary Education; Leadership Style; Leadership; Social Enterprise; Nonprofit Organizations; Social Psychology; Attitudes; Behavior; Cognition and Thinking; Prejudice and Bias; Power and Influence; Identity; Social and Collaborative Networks; Motivation and Incentives; Society; Civil Society or Community; Culture; Public Opinion; Social Issues; Information Technology; Applications and Software; Education Industry; Technology Industry; North and Central America; United States
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      Trelstad, Brian, and Amy Klopfenstein. "Girls Who Code." Harvard Business School Teaching Plan 321-010, July 2020.
      • Article

      Association of the Meaningful Use Electronic Health Record Incentive Program with Health Information Technology Venture Capital Funding

      By: Samuel Lite, William J. Gordon and Ariel Dora Stern
      IMPORTANCE
      Although the Health Information Technology for Economic and Clinical Health (HITECH) Act has accelerated electronic health record (EHR) adoption since its passage, clinician satisfaction with EHRs remains low, and the association of HITECH with health...  View Details
      Keywords: Health Care and Treatment; Information Technology; Laws and Statutes; Innovation and Invention; Entrepreneurship; Venture Capital
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      Lite, Samuel, William J. Gordon, and Ariel Dora Stern. "Association of the Meaningful Use Electronic Health Record Incentive Program with Health Information Technology Venture Capital Funding." JAMA Network Open 3, no. 3 (March 2020).
      • Article

      Economic Principles for Medicare Reform

      By: Amitabh Chandra and Craig Garthwaite
      In this article, we develop an economic framework for Medicare reform that highlights trade-offs that reform proposals should grapple with but often ignore. Central to our argument is a tension in administratively set prices, which may improve short-term efficiency but...  View Details
      Keywords: Medicare; Value-based Care; Health Care Reform; Markets In Health Care; Health Care and Treatment; Value; Governing Rules, Regulations, and Reforms
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      Chandra, Amitabh, and Craig Garthwaite. "Economic Principles for Medicare Reform." Annals of the American Academy of Political and Social Science 686, no. 1 (November 2019): 63 – 92.
      • 2019
      • Working Paper

      Intelligent Design of Inclusive Growth Strategies

      By: Robert S. Kaplan, George Serafeim and Eduardo Tugendhat
      Improving corporate engagement with society, as advocated in the Business Roundtable’s 2019 statement, should not be viewed as a zero-sum proposition where attention to new stakeholders detracts from delivering shareholder value. Corporate programs for sustainable and...  View Details
      Keywords: Inclusion; Sustainability; Performance Measures; Environmental Sustainability; Social Issues; Strategy; Governance; Corporate Social Responsibility and Impact; Business and Stakeholder Relations
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      Kaplan, Robert S., George Serafeim, and Eduardo Tugendhat. "Intelligent Design of Inclusive Growth Strategies." Harvard Business School Working Paper, No. 20-050, October 2019.
      • November 2018 (Revised January 2019)
      • Case

      The Weir Group: Reforming Executive Pay (A)

      By: Lynn S. Paine and Federica Gabrieli
      In February 2018, the Remuneration Committee together with the full Board of Directors of the Scotland-based engineering company The Weir Group had to decide whether to seek a shareholder vote at the upcoming Annual General Meeting in April on a proposal to reform the...  View Details
      Keywords: General Management; Board Of Directors; Executive Committees; Human Resource Management; Compensation; Pay For Performance; Incentives; Bonuses; Incentive Programs; Employee Stock Ownership Plans; Performance Measurement; Corporate Governance; Governing and Advisory Boards; Human Resources; Management; Executive Compensation; Change; Performance Evaluation; Employee Stock Ownership Plan; Europe; United Kingdom; Scotland
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      Paine, Lynn S., and Federica Gabrieli. "The Weir Group: Reforming Executive Pay (A)." Harvard Business School Case 319-046, November 2018. (Revised January 2019.)
      • 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...  View Details
      Keywords: Product Differentiation; Energy Efficiency Standards; Ratcheting; Diffusion Of Innovation; Technological Innovation; Competition; Quality; Governing Rules, Regulations, and Reforms; Policy
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      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.
      • 2018
      • Working Paper

      Helping Children Catch Up: Early Life Shocks and the Progresa Experiment

      By: Achyuta Adhvaryu, Anant Nyshadham, Theresa Molina and Jorge Tamayo
      Can investing in children who faced adverse events in early childhood help them catch up? We answer this question using two orthogonal sources of variation – resource availability at birth (local rainfall) and cash incentives for school enrollment – to identify the...  View Details
      Keywords: Children; Welfare; Education; Investment; Programs
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      Adhvaryu, Achyuta, Anant Nyshadham, Theresa Molina, and Jorge Tamayo. "Helping Children Catch Up: Early Life Shocks and the Progresa Experiment." NBER Working Paper Series, No. 24848, July 2018. (Conditionally Accepted: The Economic Journal.)
      • May 2018
      • Case

      The Multiple Myeloma Research Foundation's Answer Fund

      By: Richard G. Hamermesh and Matthew G. Preble
      Keywords: Data Analytics; Customer Focus and Relationships; Customer Relationship Management; Cost vs Benefits; Investment Return; Health Care and Treatment; Innovation Leadership; Intellectual Property; Knowledge Sharing; Knowledge Dissemination; Leadership; Leading Change; Resource Allocation; Goals and Objectives; Marketing Communications; Performance; Programs; Projects; Business and Community Relations; Business and Stakeholder Relations; Networks; Partners and Partnerships; Research and Development; Genetics; Behavior; Motivation and Incentives; Social and Collaborative Networks; Nonprofit Organizations; Strategy; Health Industry; Pharmaceutical Industry; Biotechnology Industry; United States
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      Hamermesh, Richard G., and Matthew G. Preble. "The Multiple Myeloma Research Foundation's Answer Fund." Harvard Business School Case 818-045, May 2018.
      • March 2018
      • Case

      GiveDirectly

      By: John Beshears, Joshua Schwartzstein, Tiffany Y. Chang and Brian J. Hall
      How should nonprofits design compensation systems to attract and retain talent? GiveDirectly is a respected charitable organization with an unconventional approach. Instead of spending on traditional aid programs in areas such as health care and food access in...  View Details
      Keywords: Nonprofits; Charity; Effective Altruism; International Aid; Compensation; Goals; Bonuses; Incentives; GiveDirectly; Compensation and Benefits; Motivation and Incentives; Goals and Objectives; Recruitment; Philanthropy and Charitable Giving
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      Beshears, John, Joshua Schwartzstein, Tiffany Y. Chang, and Brian J. Hall. "GiveDirectly." Harvard Business School Case 918-036, March 2018.
      • February 2018
      • Article

      Retention Futility: Targeting High-Risk Customers Might Be Ineffective.

      By: Eva Ascarza
      Companies in a variety of sectors are increasingly managing customer churn proactively, generally by detecting customers at the highest risk of churning and targeting retention efforts towards them. While there is a vast literature on developing churn prediction models...  View Details
      Keywords: Retention/churn; Proactive Churn Management; Field Experiments; Heterogeneous Treatment Effect; Machine Learning; Customer Relationship Management; Risk Management
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      Ascarza, Eva. "Retention Futility: Targeting High-Risk Customers Might Be Ineffective." Journal of Marketing Research (JMR) 55, no. 1 (February 2018): 80–98.
      • January 2018
      • Article

      The Effect of Cost Sharing on an Employee Weight Loss Program: A Randomized Trial

      By: Leslie K. John, Andrea Troxel, William Yancy, Joelle Y. Friedman, Jingsan Zhu, Lin Yang, Robert Galvin, Karen Miller-Kovach, Scott Halpern, George Loewenstein and Kevin Volpp
      Purpose: We tested the effects of employer subsidies on employee enrollment, attendance, and weight loss in a nationally-available weight management program.
      Design: A randomized trial tested the impact of employer subsidy: 100%; 80% 50% and a hybrid 50% subsidy...  View Details
      Keywords: Affordable Care Act (ACA); Subsidies; Weight Loss; Obesity; Incentives; Behavioral Economics; Motivation and Incentives; Behavior; Health Disorders; Health Care and Treatment; Compensation and Benefits; United States
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      John, Leslie K., Andrea Troxel, William Yancy, Joelle Y. Friedman, Jingsan Zhu, Lin Yang, Robert Galvin, Karen Miller-Kovach, Scott Halpern, George Loewenstein, and Kevin Volpp. "The Effect of Cost Sharing on an Employee Weight Loss Program: A Randomized Trial." American Journal of Health Promotion 32, no. 1 (January 2018): 170–176.
      • March 2017
      • Case

      Intellectual Ambition at Harvard Business School: Elton Mayo and Fritz Roethlisberger

      By: Jan W. Rivkin and Amram Migdal
      This case, set in the 1920s and 1930s, discusses the contributions of Harvard Business School (HBS) Professors Elton Mayo and Fritz Roethlisberger to management research and to the Human Relations Movement in management scholarship. The case focuses on their research...  View Details
      Keywords: Education; Business Education; Curriculum and Courses; Executive Education; Higher Education; Interdisciplinary Studies; Learning; History; Business History; Human Resources; Employees; Employee Relationship Management; Management; Management Analysis, Tools, and Techniques; Organizations; Practice; Relationships; Groups and Teams; Labor and Management Relations; Rank and Position; Research; Social Psychology; Attitudes; Behavior; Emotions; Motivation and Incentives; Power and Influence; Social and Collaborative Networks; Status and Position; Trust; Society; Social Issues; Theory; Education Industry; United States; Massachusetts; Illinois
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      Rivkin, Jan W., and Amram Migdal. "Intellectual Ambition at Harvard Business School: Elton Mayo and Fritz Roethlisberger." Harvard Business School Case 717-469, March 2017.
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