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Arck Systems (E)
Larkin, Ian I.Caso HBS-911060-ELiderazgo y Dirección de personasThe 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...Desde 5,74 €
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Arck Systems (A), (B), (C), (D), (E) and (F), Teaching Note
Larkin, Ian I.Nota del Instructor HBS-911074-ELiderazgo y Dirección de personasTeaching Note for 911056, 911057, 911058, 911059, 911060 and 911073.Desde 0,00 €
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eBay Partner Network (C)
Edelman, Benjamin; Larkin, Ian I.Caso HBS-910012-EServicios y operacionesSupplements the (A) case.Desde 5,74 €
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Hamilton Real Estate, Teaching Note
Malhotra, DeepakNota del Instructor HBS-910037-ETeaching Note for [905052] and [905053].Desde 0,00 €
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Strategies of Influence
Malhotra, DeepakNota del Instructor HBS-910039-ELiderazgo y Dirección de personasInstructor's guide - not available for classroom use. Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers, proposals, and requests more compelling-i.e., more likely to elicit a "yes" rather than a "no". The session is designed as an e...Desde 0,00 €
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eBay Partner Network (A)
Edelman, Benjamin; Larkin, Ian I.Caso HBS-910008-EServicios y operacioneseBay 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...Desde 8,20 €
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V-Cola, Teaching Note
Larkin, Ian I.Nota del Instructor HBS-912042-ETeaching Note for 912043, 912044, 912045, 912046, 912047, 912048, and 912049.Desde 0,00 €
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eBay Partner Network (B)
Edelman, Benjamin; Larkin, Ian I.Caso HBS-910009-EServicios y operacionesSupplements the (A) case.Desde 5,74 €
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When Contracts Destroy Trust
Malhotra, DeepakArtículo HBS-F0905G-EContracts exist to foster trust, but they can actually do the opposite. Overly detailed contracts leave no room for spontaneous acts of kindness to create goodwill between parties; too-rigid contracts leave parties unable to respond to the unanticipated; and, strangely enough, incentives can end up being just plain insulting.Desde 8,20 €
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Negotiating Effectively in Family Business Systems
Malhotra, Deepak; Davis, John A.Caso HBS-807144-ELiderazgo y Dirección de personasExplores how families in business can apply five principles of negotiation that are used effectively by non-family members. The distinctive characteristics of family relationships and of family business systems--which affect the use of these principles--are described.Desde 8,20 €