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Publications

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  • All HBS Web  (73)
    • Faculty Publications  (4)

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    • All HBS Web  (73)
      • Faculty Publications  (4)

      Managerial Discretion Remove Managerial Discretion →

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      Accuracy, Timeliness, and Managerial Discretion of Fair Value Pricing Evidence from the US Banking Industry
      Effects of a Tournament Incentive Plan Incorporating Managerial Discretion in a Geographically Dispersed Organization
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      • 2020
      • Working Paper

      Incentive Effects of Subjective Allocations of Rewards and Penalties

      By: Wei Cai, Susanna Gallani and Jee Eun Shin
      We examine the incentive effects of subjective adjustments in the allocation of tournament-based financial rewards and penalties based on performance rankings. We use data from a company where the reward and penalty allocations are based on a combination of objective...  View Details
      Keywords: Compensation Interdependence; Nominal And Opportunity Effects; Managerial Discretion; Performance Measurement; Subjectivity; Rewards; Expectancy Theory; Tournament-based Incentives; Penalties; Tournaments; Reciprocity Theory; Employees; Compensation and Benefits; Management; Decisions; Performance; Measurement and Metrics
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      Cai, Wei, Susanna Gallani, and Jee Eun Shin. "Incentive Effects of Subjective Allocations of Rewards and Penalties." Harvard Business School Working Paper, No. 20-075, January 2020. (Revised February 2021.)
      • February 2020
      • Article

      Effects of a Tournament Incentive Plan Incorporating Managerial Discretion in a Geographically Dispersed Organization

      By: Carolyn Deller and Tatiana Sandino
      Using retail chain data, we study the effects of a tournament incentive plan based primarily on objective performance, but incorporating managerial discretion in the selection of winners. In principle, such plans could motivate employees to perform both at a high...  View Details
      Keywords: Tournaments; Subjectivity; Motivation and Incentives; Fairness; Performance Improvement; Geographic Location
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      Deller, Carolyn, and Tatiana Sandino. "Effects of a Tournament Incentive Plan Incorporating Managerial Discretion in a Geographically Dispersed Organization." Management Science 66, no. 2 (February 2020): 911–931.
      • March 2018
      • Article

      In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions

      By: Eva Ascarza, Scott A. Neslin, Oded Netzer, Zachery Anderson, Peter S. Fader, Sunil Gupta, Bruce Hardie, Aurelie Lemmens, Barak Libai, David T. Neal, Foster Provost and Rom Schrift
      In today’s turbulent business environment, customer retention presents a significant challenge for many service companies. Academics have generated a large body of research that addresses part of that challenge—with a particular focus on predicting customer churn....  View Details
      Keywords: Customer Retention; Churn; Customer Relationship Management; Measurement and Metrics
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      Ascarza, Eva, Scott A. Neslin, Oded Netzer, Zachery Anderson, Peter S. Fader, Sunil Gupta, Bruce Hardie, Aurelie Lemmens, Barak Libai, David T. Neal, Foster Provost, and Rom Schrift. "In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions." Special Issue on 2016 Choice Symposium. Customer Needs and Solutions 5, nos. 1-2 (March 2018): 65–81.
      • Research Summary

      Managers and Employees: Justice at Work

      By: Nien-he Hsieh

      The employment relationship represents another significant area for managerial decision making. While much of what managers and employees owe one another depends upon mutual agreement, not all of the terms can be specified in advance. Given these conditions, what...  View Details

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      Are you looking for?

      Accuracy, Timeliness, and Managerial Discretion of Fair Value Pricing Evidence from the US Banking Industry
      Effects of a Tournament Incentive Plan Incorporating Managerial Discretion in a Geographically Dispersed Organization
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