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Arck Systems (E)
Larkin, Ian I.Case HBS-911060-ELeadership and People ManagementThe Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended consequences of the existing system. The cases illustrate the tradeoffs inheren...Starting at €5.74
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Arck Systems (A), (B), (C), (D), (E) and (F), Teaching Note
Larkin, Ian I.Teaching Note HBS-911074-ELeadership and People ManagementTeaching Note for 911056, 911057, 911058, 911059, 911060 and 911073.Starting at €0.00
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eBay Partner Network (C)
Edelman, Benjamin; Larkin, Ian I.Case HBS-910012-EService and Operations ManagementSupplements the (A) case.Starting at €5.74
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Loma Vista Medical
Gompers, Paul A.; Kovvali, SilpaCase HBS-819050-EEntrepreneurshipStarting at €8.20
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eBay Partner Network (A)
Edelman, Benjamin; Larkin, Ian I.Case HBS-910008-EService and Operations ManagementeBay considers adjustments to the structure and rules of its affiliate marketing program, eBay Partner Network (ePN). In particular, eBay reevaluates affiliate compensation structure, the role of bonuses for especially productive affiliates, and the overall rationale for outsourcing online marketing efforts to independent affiliates. The case presents the history and development of ePN, ePN's importance to eBay, and the mechanics of online affili...Starting at €8.20
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V-Cola, Teaching Note
Larkin, Ian I.Teaching Note HBS-912042-ETeaching Note for 912043, 912044, 912045, 912046, 912047, 912048, and 912049.Starting at €0.00
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eBay Partner Network (B)
Edelman, Benjamin; Larkin, Ian I.Case HBS-910009-EService and Operations ManagementSupplements the (A) case.Starting at €5.74
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Ponce de Leon, Teaching Note
Larkin, Ian I.Teaching Note HBS-912041-ELeadership and People ManagementTeaching Note for 912-037, 912-038, 912-039, and 912-040.Starting at €0.00
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eBay Partner Network (A), (B), (C), and (D), Teaching Note
Edelman, Benjamin; Larkin, Ian I.Teaching Note HBS-910025-EService and Operations ManagementTeaching Note for 910008, 910009, and 910012.Starting at €0.00
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The Other Diversity Dividend
Gompers, Paul A.; Kovvali, SilpaArticle HBS-R1804D-ELeadership and People ManagementResearchers have struggled to establish a causal relationship between diversity and financial performance--especially at large companies, where decision rights and incentives can be murky, and the effects of any given choice can be tough to pin down. So the authors chose a "lab rat" with fewer barriers to understanding: the venture capital industry. VC firms are fairly flat: Every investor is a decision maker, and choices have clear business cons...Starting at €8.20