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- November 2021
- Article
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that...
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Keywords:
Salesforce Management;
Recruitment;
Selection and Staffing;
Compensation and Benefits;
Resignation and Termination;
Training;
Behavior;
Analysis
Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training." Management Science 67, no. 11 (November 2021): 7046–7074.
- 2021
- Working Paper
The Old Boys' Club: Schmoozing and the Gender Gap
By: Zoë B. Cullen and Ricardo Perez-Truglia
Offices are social places. Employees and managers take coffee breaks together, go to lunch,
hang out over drinks, and talk about family and hobbies. In this study, we show that employees’
social interactions with their managers are advantageous for their careers and...
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Keywords:
Career;
Promotions;
Social Interactions;
Networking;
Gender;
Personal Development and Career;
Wages;
Social and Collaborative Networks
Cullen, Zoë B., and Ricardo Perez-Truglia. "The Old Boys' Club: Schmoozing and the Gender Gap." Working Paper, June 2021. (Revise and Resubmit at the American Economic Review.)
- 2020
- Working Paper
(Co-) Working in Close Proximity: Knowledge Spillovers and Social Interactions
By: Maria P. Roche, Alexander Oettl and Christian Catalini
We examine the influence of physical proximity on between-firm knowledge spillovers at one of the largest technology co-working hubs in the United States. Relying on the random assignment of office space to the hub's 251 startups, we find that proximity positively...
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Keywords:
Startups;
Knowledge Integration;
Co-working Hub;
Micro-geography;
Business Startups;
Knowledge Sharing;
Technology Adoption;
Geographic Location;
Interpersonal Communication;
Performance
Roche, Maria P., Alexander Oettl, and Christian Catalini. "(Co-) Working in Close Proximity: Knowledge Spillovers and Social Interactions." Harvard Business School Working Paper, No. 21-024, May 2020. (Revised February 2022.)
- 2022
- Working Paper
Discrimination and State Capacity: Evidence from WWII U.S. Army Enlistment
By: Nancy Qian and Marco Tabellini
This paper investigates the empirical relationship between inclusion and state capacity, as theorized by Besley and Persson (2009). We examine the impact of racial discrimination on Black U.S. military enlistment during the onset of WWII. We find that discrimination...
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Qian, Nancy, and Marco Tabellini. "Discrimination and State Capacity: Evidence from WWII U.S. Army Enlistment." Harvard Business School Working Paper, No. 21-005, July 2020. (Revised March 2022. Available also from KelloggInsight, HBS Working Knowledge, and NBER.)
- March 2020
- Article
Gender Differences in Communicative Abstraction
By: Priyanka D. Joshi, Cheryl J. Wakslak, Gil Appel and Laura Huang
Drawing on construal level theory, which suggests that experiencing a communicative audience as proximal rather than distal leads speakers to frame messages more concretely, we examine gender difference in linguistic abstraction. In a meta-analysis of prior studies...
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Joshi, Priyanka D., Cheryl J. Wakslak, Gil Appel, and Laura Huang. "Gender Differences in Communicative Abstraction." Journal of Personality and Social Psychology 118, no. 3 (March 2020): 417–435.
- 2018
- Article
Prior Ties and the Limits of Peer Effects on Startup Team Performance
By: Sharique Hasan and Rembrand Koning
We conduct a field experiment at an entrepreneurship bootcamp to investigate whether interaction with proximate peers shapes a nascent startup team's performance. We find that teams whose members lack prior ties to others at the bootcamp experience peer effects that...
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Keywords:
Field Experiment;
Peer Effects;
Office Space;
Knowledge Spillovers;
Accelerators;
Entrepreneurship;
Knowledge Sharing;
Performance;
Technology Industry;
India
Hasan, Sharique, and Rembrand Koning. "Prior Ties and the Limits of Peer Effects on Startup Team Performance." Strategic Management Journal 40, no. 9 (September 2019): 1394–1416.
- 2018
- Article
Knowledge about Tuberculosis and Infection Prevention Behavior: A Nine City Longitudinal Study from India
By: Sophie Huddart, Thomas Bossuroy, Vincent Pons, Siddhartha Baral, Madhukar Pai and Clara Delavallade
Background
Improving patients’ tuberculosis (TB) knowledge is a salient component of TB control strategies. Patient knowledge of TB may encourage infection prevention behaviors and improve treatment adherence. The purpose of this study is to examine how... View Details
Improving patients’ tuberculosis (TB) knowledge is a salient component of TB control strategies. Patient knowledge of TB may encourage infection prevention behaviors and improve treatment adherence. The purpose of this study is to examine how... View Details
Huddart, Sophie, Thomas Bossuroy, Vincent Pons, Siddhartha Baral, Madhukar Pai, and Clara Delavallade. "Knowledge about Tuberculosis and Infection Prevention Behavior: A Nine City Longitudinal Study from India." PLoS ONE 13, no. 10 (2018).
- 2015
- Working Paper
Do People Shape Cities, or Do Cities Shape People? The Co-evolution of Physical, Social, and Economic Change in Five Major U.S. Cities
By: Nikhil Naik, Scott Duke Kominers, Ramesh Raskar, Edward L. Glaeser and Cesar Hidalgo
Urban change involves transformations in the physical appearance and the social composition of neighborhoods. Yet, the relationship between the physical and social components of urban change is not well understood due to the lack of comprehensive measures of...
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Naik, Nikhil, Scott Duke Kominers, Ramesh Raskar, Edward L. Glaeser, and Cesar Hidalgo. "Do People Shape Cities, or Do Cities Shape People? The Co-evolution of Physical, Social, and Economic Change in Five Major U.S. Cities." Working Paper.
- September 2013
- Article
Testimonials Do Not Convert Patients from Brand to Generic Medication
By: John Beshears, James J. Choi, David Laibson, Brigitte C. Madrian and Gwendolyn Reynolds
Objectives: To assess whether the addition of a peer testimonial to an informational mailing increases conversion rates from brand name prescription medications to lower-cost therapeutic equivalents, and whether the testimonial's efficacy increases when... View Details
Keywords:
Testimonial;
Peer Information;
Social Proximity;
Communication;
Generic Medication;
Familiarity;
Marketing Communications;
Decision Choices and Conditions;
Identity;
Health Care and Treatment;
Marketing Reference Programs;
Power and Influence;
Brands and Branding;
Health Industry
Beshears, John, James J. Choi, David Laibson, Brigitte C. Madrian, and Gwendolyn Reynolds. "Testimonials Do Not Convert Patients from Brand to Generic Medication." American Journal of Managed Care 19, no. 9 (September 2013): e314–e316.
- November–December 2012
- Article
Toward a Theory of Extended Contact: The Incentives and Opportunities for Bridging Across Network Communities
By: Maxim Sytch, Adam Tatarynowicz and Ranjay Gulati
This study investigates the determinants of bridging ties within networks of interconnected firms. Bridging ties are defined as nonredundant connections between firms located in different network communities. We highlight how firms can enter into these relationships...
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Sytch, Maxim, Adam Tatarynowicz, and Ranjay Gulati. "Toward a Theory of Extended Contact: The Incentives and Opportunities for Bridging Across Network Communities." Organization Science 23, no. 6 (November–December 2012): 1658–1681.
- June 2009 (Revised April 2019)
- Case
Crosley
By: Tom Nicholas and David Chen
In October 1941, a top secret envoy from the U.S. military was sent to Crosley Corporation in Cincinnati, Ohio to request their assistance to construct a weapon that would drastically strengthen the defenses of U.S. troops: the proximity fuze. Such a fuze would allow...
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Keywords:
Information Technology;
History;
Production;
National Security;
Organizational Structure;
Corporate Strategy;
Research and Development;
Product Development;
Business and Government Relations;
Creativity;
Innovation and Invention;
Ohio
Nicholas, Tom, and David Chen. "Crosley." Harvard Business School Case 809-160, June 2009. (Revised April 2019.)