Ian Larkin

Ian Larkin
University of California, Los Angeles | UCLA · Department of Strategy

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34
Publications
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Publications

Publications (34)
Article
Research on behavioral misconduct and ethics across many fields has provided important managerial and policy implications, but has primarily relied on laboratory experiments and survey-based methods to quantify and explain predictors of and mechanisms behind such behavior. This introduction to the Special Issue explains how these more common method...
Article
Hospital and healthcare administrators name high prescription drug costs as one of their largest problems. A significant body of research demonstrates that meals and honoraria from pharmaceutical firms to physicians leads to higher prescribing of expensive, brand name drugs, despite little difference in efficacy. Some administrators and scholars ha...
Chapter
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Scholars and business practitioners often hold that the design and management of a firm's compensation system can be a source of strategic advantage. This article argues that the academic literature on compensation has not yet provided a compelling theory for how compensation systems can generate long-term sustainable competitive advantage over its...
Article
Full-text available
This paper investigates the impact of a corporate wellness program on worker productivity using a panel of objective health and productivity data from 111 workers in five laundry plants. Although almost 90% of companies use wellness programs, existing research has focused on cost savings from insurance and absenteeism. We find productivity improvem...
Article
Full-text available
This paper investigates the impact of a corporate wellness program on worker productivity using a panel of objective health and productivity data from 111 workers in five laundry plants. Although almost 90% of companies use wellness programs, existing research has focused on cost savings from insurance and absenteeism. We find productivity improvem...
Preprint
Full-text available
This paper evaluates whether public disclosure of payments from industry can effectively regulate conflicts-of-interest arising from direct-to-physician pharmaceutical marketing. In 2009, Massachusetts began requiring that pharmaceutical industry gifts, meals, and consulting payments to physicians be published in a publicly searchable database. Usi...
Article
Full-text available
Importance In an effort to regulate physician conflicts of interest, some US academic medical centers (AMCs) enacted policies restricting pharmaceutical representative sales visits to physicians (known as detailing) between 2006 and 2012. Little is known about the effect of these policies on physician prescribing. Objective To analyze the associat...
Article
Much current research and debate involving conflicts of interest in medicine focus on the appropriate level of physician interaction with firms in industries related to health care, such as pharmaceutical and medical device companies. The influential article by Brennan et al¹ that led academic medical centers to take the lead in tackling problems c...
Article
Full-text available
This paper uses data from an attendance award program implemented at one of five industrial laundry plants to show the complex costs of corporate awards previously ignored in the literature. We show that although the attendance award had direct, positive effects on employees who had previously had punctuality problems, it also led to strategic gami...
Article
This paper uses data from an attendance award program implemented at one of five industrial laundry plants to show the complex costs of corporate awards previously ignored in the literature. We show that although the attendance award had direct, positive effects on employees who previously had punctuality problems, it also led to strategic gaming b...
Article
Full-text available
Compensation systems play a fundamental role in organizations, motivating employee effort and attracting and retaining those with the ability and skills necessary for firm productivity and performance. Although the financial and other extrinsic incentives built into compensation systems are powerful tools for improving productivity, they can genera...
Article
This paper examines how performance-based compensation for managers influences their reporting behavior and the resulting stance auditors take when deciding whether to certify a manager’s report. The paper makes endogenous the stance auditors take: with a more conservative stance, auditors are less likely to certify an inflated report, but are more...
Article
We examine how unfavorable social comparisons differentially spur employees of varying hierarchical levels to engage in deception. Drawing on literatures in social psychology and workplace self-esteem, we theorize that negative comparisons cause senior employees to seek to improve reported relative performance measures via deception. In a first stu...
Article
The treatment of pediatric depression is controversial because it includes substantial prescribing of drugs for uses that have not been approved by the Food and Drug Administration ("off label") and are not evidence based. Some academic medical centers (AMCs) restrict "detailing" by pharmaceutical sales representatives, or the promoting of drugs di...
Article
Both monetary and non-monetary aspects of incentive systems can impact decision-making, including the decision to engage in cheating. However, the literature on the link between incentives and cheating contains results that have multiple explanations or confounds. As a result, there is still heavy debate between scholars on the relative efficacy of...
Article
This paper investigates the pricing distortions that arise from the use of a common non-linear incentive scheme at a leading enterprise software vendor. The empirical results demonstrate that salespeople are adept at gaming the timing of deal closure to take advantage of the vendor's accelerating commission scheme. Specifically, salespeople agree t...
Article
Full-text available
Most research linking compensation to strategy relies on agency theory economics and focuses on executive pay. We instead focus on the strategic compensation of non-executive employees, arguing that while agency theory provides a useful framework for analyzing compensation, it fails to consider several psychological factors that increase costs from...
Article
Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio is trying to sign a major actress to star in an upcoming movie. The negotiation centers around the different extrinsic and intrinsic motivations underlying each of these party's approach to the movie, and therefore to the negotiation. The exercise allows exploration of...
Article
Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio is trying to sign a major actress to star in an upcoming movie. The negotiation centers around the different extrinsic and intrinsic motivations underlying each of these party's approach to the movie, and therefore to the negotiation. The exercise allows exploration of...
Article
Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio is trying to sign a major actress to star in an upcoming movie. The negotiation centers around the different extrinsic and intrinsic motivations underlying each of these party's approach to the movie, and therefore to the negotiation. The exercise allows exploration of...
Article
We investigate how the convexity of a firm’s incentives interacts with worker overconfidence to affect sorting decisions and performance. We demonstrate experimentally that overconfident employees are more likely to sort into a non-linear incentive scheme over a linear one, even though this reduces pay for many subjects and despite the presence of...
Article
Most research linking compensation to strategy relies on agency theory economics and focuses on executive pay. We instead focus on the strategic compensation of non-executive employees, arguing that while agency theory provides a useful framework for analyzing compensation, it fails to consider several psychological factors that increase costs from...
Article
Supplement the (A) case. eBay 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 a...
Article
We use a unique database of every SSRN paper download over the course of seven years, along with detailed resume data on a random sample of SSRN authors, to examine the role of demographic factors, career concerns, and social comparisons on the commission of a particular type of gaming: the self-downloading of an author's own SSRN working paper sol...
Article
The article focuses on marketing strategy that involves the pricing policy of an enterprise software vendor, consumer response to a product lock-ins, and markets with high switching costs. The discussion refers to: the effect of vendor pricing on the innovation rate for products and extension of product lines or services; the real and perceived cos...
Article
In industries with quick innovation cycles and switching costs, vendor profitability is often driven by the ability to "lock in" customers. Despite a large theoretical literature, there are few empirical studies on the success of vendor pricing and product strategies to achieve lock-in. This paper uses a comprehensive database of transactions in tw...
Article
Convex incentive schemes, which pay employees an increasing percentage of output as their output increases, are commonly used by companies, especially in sales environments. Research has demonstrated these schemes carry large costs as employees "game" them, yet they are still persistently used. Using a set of experiments where subjects have the cho...