Doug J. Chung

MBA CLASS OF 1962 ASSOCIATE PROFESSOR OF BUSINESS ADMINISTRATION

AT HARVARD BUSINESS SCHOOL

About

Doug J. Chung is the MBA Class of 1962 Associate Professor of Business Administration at Harvard Business School. He teaches Sales Management & Strategy in the second year MBA Elective Curriculum. He also chairs the Executive Education program, Managing Sales Teams and Distribution Channels. He has previously taught B2B Marketing, Marketing Strategy, Marketing Models, and in various Executive Education programs at the Harvard Business School and Harvard Law School.

Professor Chung focuses his research primarily on sales strategy, sales force management and incentive compensation. He has worked with firms worldwide to develop effective employee incentive compensation systems and his work has been published in Marketing Science, Management Science, Journal of Marketing Research, and the Harvard Business Review. His current work examines how specific elements of an incentive compensation system affect the performance and selection of varying types of sales employees.

Professor Chung currently serves as a senior advisor for McKinsey & Company's sales and marketing practices. Prior to pursuing a career in academics, Professor Chung served as a platoon commander in the South Korean Special Warfare Command.

Contact

Employment

  • Harvard Business School

2017-present: MBA Class of 1962 Associate Professor of Business Administration, Harvard Business School

2012-2017: Assistant Professor of Business Administration, Harvard Business School


  • McKinsey & Company

2020-present: Senior External Advisor, Marketing and Sales Practice

Education

  • Ph.D. in Management, Yale University

  • M.A. & M.Phil. in Management, Yale University

  • B.A. in Economics, Korea University

Research Areas of Interest

  • Sales Strategy

  • Technology Sales Management

  • Sales force management

  • Incentive Compensation

  • Business Marketing

  • Quantitative Marketing

  • Industrial Organization

  • Structural Modeling

  • Field Experiments