Ian Larkin

Ian Larkin is an assistant professor of business administration in the Negotiation, Organizations, and Markets Unit. He teaches the Managing, Negotiating, and Organizing for Value (MONV) course in the MBA elective curriculum, and in several Executive Education programs on employee decision making.

Ian researches the impact of formal and informal extrinsic rewards on employee decisions and firm performance, using real-world data from corporations and data generated from experiments. He is currently working on a major research project that examines how the incentives of pharmaceutical sales representatives affect physician prescribing behavior. Ian’s research has been published in Strategic Management Journal, American Economic Journal: Microeconomics and Academy of Management Papers and Proceedings, and has been cited by media outlets such as The Wall Street Journal, The New York Times, and National Public Radio.

Ian received his Ph.D. from the Haas School of Business at the University of California, Berkeley. He completed an M.Sc. in Development Economics from the University of London, where he was a British Marshall Scholar. As part of his undergraduate work at the University of Arizona, Ian spent over three years living in China, Japan, and Taiwan, and he speaks conversational Mandarin Chinese and Japanese. As a junior, he was awarded a Harry S. Truman Scholarship, given to students who commit to a career in public service. Before entering his Ph.D. program, Ian spent four years as an associate and engagement manager in the Hong Kong and Silicon Valley offices of McKinsey & Company, advising senior executives on corporate strategy in the banking and high technology industries. He serves on the Selection Committee for the British Marshall Scholarship and previously played the same role for the Harry S. Truman and Flinn scholarships.

Pursuing one of his many nonacademic interests, Ian completed a three-week executive chef course in France and is currently trying to learn to bake, unfortunately with little success. He also enjoys travel, the theater, and reading and writing fiction. Although he has never been to Wisconsin, he is an avid fan of the Green Bay Packers. He lives in Somerville with his wife Gita, Director of Commerce and Community at Zipcar.