Showing results 1 - 4 of 4
| Das Narayandas
June 2020, Opinion, "The past four months have provided an opportunity to study a once-in-a-lifetime moment — how companies function during an unprecedented global pandemic while also navigating an accelerated shift to digital operations. China was weeks ahead of the rest of the world in dealing with the pandemic and its fallout, so their experience is of interest. We conducted a series of 20 in-depth, in-person interviews, as well as a large-…
| Das Narayandas | Doug J. Chung
Incentives Versus Reciprocity: Insights from a Field Experiment. Doug Chung, Das Narayandas, August 2017, Paper, "The authors conduct a field experiment in which they vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, the authors model sales force performance to identify the effectiveness of various forms of conditional and unconditional…
| Das Narayandas
More Frequent Sales Quotas Help Volume but Hurt Profits. Das Narayandas, August 20, 2017, Opinion, "Firms often struggle with finding the best way to motivate their sales force. How much of a sales rep’s compensation should consist of a fixed salary and how much should be based on commission? What’s the effectiveness of bonuses and other incentives? In a recent study, we focused on sales quotas. More specifically, what should be the appropriate…
| Robert Eccles | Das Narayandas
Innovation at the Boston Consulting Group. Robert Eccles, Das Narayandas , May 7, 2013, Case. "This case is about how the Boston Consulting Group has approached innovation from its founding to the present day. It discusses the role of the firm's talent market and client market in developing these innovations..." May require purchase or user account.…