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  • August 2019
  • Case

Bark Gift Shop Ltd.
By: Susanna Gallani, Jan Bouwens and Peter Kroos
This case describes a setting in which the CFO of Bark Gift Shop Ltd., a gift items retailer, discovers an undesired pattern in the performance data suggesting that her shop managers that perform well during the first part of the year, purposely reduce their effort in...  View Details
Keywords: Data Analytics; Employees; Behavior; Performance; Management; Goals and Objectives; Motivation and Incentives; Analysis
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  • 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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  • Article

How to Really Motivate Salespeople
By: Doug J. Chung
Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments. But in the past decade, researchers have been moving out of the lab and into the field, analyzing companies' sales and pay data, and...  View Details
Keywords: Compensation; Motivating People; Motivation and Incentives; Compensation and Benefits; Sales
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  • 2009
  • Working Paper

Systemic Risk and the Refinancing Ratchet Effect
By: Amir E. Khandani, Andrew W. Lo and Robert C. Merton
The confluence of three trends in the U.S. residential housing market-rising home prices, declining interest rates, and near-frictionless refinancing opportunities-led to vastly increased systemic risk in the financial system. Individually, each of these trends is...  View Details
Keywords: Equity; Mortgages; Interest Rates; Price; Housing; Risk and Uncertainty; United States
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  • 2009
  • Working Paper

Systemic Risk and the Refinancing Ratchet Effect
By: Amir E. Khandani, Andrew W. Lo and Robert C. Merton
The confluence of three trends in the U.S. residential housing market—rising home prices, declining interest rates, and near-frictionless refinancing opportunities—led to vastly increased systemic risk in the financial system. Individually, each of these trends is...  View Details
Keywords: Housing; Mortgages; Risk and Uncertainty; Value; Mathematical Methods; Real Estate Industry; United States
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  • October 2007
  • Case

The AtekPC Project Management Office
By: F. Warren McFarlan, Mark Keil and John Hupp
Presents one company's efforts to implement a project management organization, or PMO, and the challenges they faced in doing so. Issues brought out in the case include defining the PMO's purpose and mission, the structure and governance of the PMO, and how to...  View Details
Keywords: Projects; Goals and Objectives; Technological Innovation; Information Technology; Business Strategy; Mathematical Methods; Consulting Industry
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