Doug J. Chung

ASSOCIATE PROFESSOR OF MARKETING

DIRECTOR, SALES & BUSINESS DEVELOPMENT FORUM

UNIVERSITY OF TEXAS AT AUSTIN, MCCOMBS SCHOOL OF BUSINESS

About

Doug J. Chung is a faculty member of the McCombs School of Business at the University of Texas at Austin. He teaches Sales Management & Strategy in the second year MBA Elective Curriculum. Previously, he was on the faculty at Harvard University for ten years where he taught Sales Strategy, B2B Marketing, Marketing Strategy, and Marketing Models in the MBA and Executive Education programs.

Professor Chung focuses his research primarily on business/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 received his PhD from Yale University and completed his undergraduate studies at Korea University. He currently serves as a senior external 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

  • University of Texas at Austin, McCombs School of Business

2022-present: Associate Professor of Marketing

Director, Sales & Business Development Forum


  • Harvard University, Harvard Business School

2017-2022: Associate Professor of Business Administration

2012-2017: Assistant Professor of Business Administration


  • 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

  • Business/Sales Strategy

  • Technology Sales Management

  • Sales force management

  • Incentive Compensation

  • B2B Marketing

  • Quantitative Marketing

  • Industrial Organization

  • Structural Modeling

  • Field Experiments