Published & Forthcoming Articles

  1. Chung, Doug J., Byungyeon Kim and Byoung G. Park (2021), “The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Compensation, Selection, and Training,” forthcoming, Management Science.

- Finalist, Gary L. Lilien ISMS-MSI Practice Prize, 2020

  1. Chung, Doug J., Das Narayandas and Dongkyu Chang (2021), “The Effects of Quota Frequency: Sales Performance and Product Focus,” Management Science 67, no. 4 (April): 2151-2170.

  2. Chung, Doug J. (2021), “How to Transform from Selling Products to Selling Services,” Harvard Business Review, no. 2 (March-April): 48-52.

  3. Zhang, Lingling, and Doug J. Chung (2020), “The Air War versus the Ground Game: The Analysis of Multi-Channel Marketing in U.S. Presidential Elections,” Marketing Science 39, no. 5 (September-October): 872-892.

  4. Chung, Doug J., Byungyeon Kim and Niladri B. Syam (2020), “A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?,” Foundations and Trends® in Marketing 14, no. 1: 1-52.

  5. Zhang, Lingling, and Doug J. Chung (2020), “Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market,” Marketing Science 39, no. 4 (July-August): 687-706.

  6. Chung, Doug J., Byungyeon Kim and Byoung G. Park (2019), “How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework,” Management Science 65, no. 11 (November): 5197-5218.

  7. Chung, Doug J. and Das Narayandas (2017), “Incentive versus Reciprocity: Insights from a Field Experiment,” Journal of Marketing Research 54, no. 4 (August): 511-524 (Lead article).

  8. Chung, Doug J. (2017), “How Much is a Win Worth? An Application to Intercollegiate Athletics,” Management Science 63, no. 2 (February), 548-565.

  9. Chung, Doug J. (2015), “How to Really Motivate Salespeople,” Harvard Business Review, no. 4 (April): 54-61.

  10. Chung, Doug J., Tom Steenburgh, and K. Sudhir (2014), “Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans,” Marketing Science 33, no. 2 (March–April): 165-187 (Lead article).

- Finalist, Frank M. Bass Award, 2015

- Finalist, John D. C. Little Award, 2014

- Winner, ISMS Doctoral Dissertation Competition, 2011

- Winner, Mary Kay Doctoral Dissertation Competition, 2011

- Winner, ISBM Doctoral Support Awards Competition, 2010

  1. Chung, Doug J., Tom Steenburgh, and K. Sudhir (2013), “Motivating Diverse Salespeople Through a Common Incentive Plan,” European Financial Review (October–November), 45–47.

  2. Chung, Doug J. (2013), “The Dynamic Advertising Effect of Collegiate Athletics,” Marketing Science 32, no. 5 (September–October): 679-698 (Lead article).

Digital Articles

  1. Chung, Doug J., Isabel Huber, Cuneyt Kayacan, Philipp Landauer and Varun Sunku (2021), “Sales Automation: Ways to Improve Efficiency and Foster Growth,” Harvard Business Review (digital edition).

  2. Chung, Doug J. (2020), “What South Korea Teaches the World About Fighting COVID,” Harvard Business School Working Knowledge.

  3. Chung, Doug .J., Isabel Huber, Vinay Murthy, Varun Sunku and Marjie Weber (2019), “Setting Better Sales Goals with Analytics,” Harvard Business Review (digital edition).

  4. Chung, Doug J., and Das Narayandas (2017), “What’s the Right Kind of Bonus to Motivate Your Sales Force,” Harvard Business Review (digital edition).

  5. Chung, Doug J., and Das Narayandas (2017), “Study: More Frequent Sales Quotas Help Volume but Hurt Profits,” Harvard Business Review (digital edition).

Working Papers

  1. Chung, Doug J., Byungyeon Kim and Byoung Park (2021), “Time Dependence and Preference: Implications for Designing Compensation Structure and Shift Scheduling.”

  2. Chung, Doug J. and Dongkyu Chang (2021), “Goal Reminders, Do they work? For Whom and How?”

  3. Kim, Byungyeon and Doug J. Chung (2021), “A Structural Analysis of Relational Sales: The implications of Behavior-Based vs. Outcome-Based Sales Management.”

  4. Chung, Doug J., Kyoungwon Seo and Reo Song (2021), “Does Apple Anchor a Shopping Mall? The Effect of Technology Stores on the Formation of Market Structure.”

Case Studies, Notes and Chapters

  1. Chung, Doug J., “Rolex SA,” HBS Case 521-034.

  2. Chung, Doug J., “Sales Force Compensation,” HBS Module Note 520-084.

  3. Chung, Doug J., “Commercial Sales Transformation at Microsoft,” HBS Teaching Note 520-038.

Chung, Doug J., “Commercial Sales Transformation at Microsoft,” HBS Case 519-054.

  1. Chung, Doug J., “Qualtrics,” HBS Teaching Note 520-059.

Chung, Doug J., and James M. Lattin, “Qualtrics (A),” HBS Case 518-082.

Chung, Doug J., and James M. Lattin, “Qualtrics (B),” HBS Supplement 518-083.

Chung, Doug J., and James M. Lattin, “Qualtrics (C),” HBS Supplement 518-084.

  1. Chung, Doug J., “Sales Force Management at Nobel Ilac,” HBS Teaching Note 520-057.

Chung, Doug J., and Gamze Yucaoglu, “Sales Force Management at Nobel Ilac,” HBS Case 519-067.

  1. Chung, Doug J., “Roush Performance: How to Design a Sales Force Compensation Plan,” HBS Teaching Note 520-030.

Chung, Doug J., “Roush Performance: How to Design a Sales Force Compensation Plan,” HBS Case 519-066.

  1. Chung, Doug J., “Kjell and Company: Motivating Salespeople with Incentive Compensation,” HBS Teaching Note 519-100.

Chung, Doug J., “Kjell and Company: Motivating Salespeople with Incentive Compensation (A),” HBS Case 517-090.

Chung, Doug J., “Kjell and Company: Motivating Salespeople with Incentive Compensation (B),” HBS Supplement 517-133.

Chung, Doug J., “Kjell and Company: Motivating Salespeople with Incentive Compensation (C),” HBS Supplement 519-095.

Chung, Doug J., “Kjell and Company: Motivating Salespeople with Incentive Compensation (D),” HBS Supplement 519-096.

  1. Chung, Doug J., and Mariana Cal and Fernanda Miguel, “Devesa: Bringing Back the Glory of Argentine Beef,” HBS Case 519-002.

  2. Chung, Doug J., “Medicetra Medtech Company, Inc.,” HBS Case 518-049.

  3. Chung, Doug J., and Sarah Mehta, “Luminopia: Improving Treatment for Visual Disorders,” HBS Case 017-065.

  4. Chung, Doug J. and Mayuka Yamasaki, “Cyberdyne: A Leap to the Future,” HBS Teaching Note 516-114.

Chung, Doug J. and Mayuka Yamasaki, “Cyberdyne: A Leap to the Future,” HBS Case 516-072.

  1. Chung, Doug J., “Janalakshmi Financial Services’ HR Dilemma,” HBS Teaching Note 516-115.

Chung, Doug J. and Radhika Kak, “Janalakshmi Financial Services’ HR Dilemma,” HBS Case 516-039.

  1. Chung, Doug J., “ANA”, HBS Teaching Note 516-063.

Chung, Doug J. and Mayuka Yamasaki, “ANA (A),” HBS Case 515-034.

Chung, Doug J. and Mayuka Yamasaki, “ANA (B),” HBS Supplement 516-054.

  1. Chung, Doug J., “Outotec,” HBS Teaching Note 514-120.

Dolan, Robert J. and Doug J. Chung, “Outotec (A): Project Capture,” HBS Case 514-064.

Dolan, Robert J. and Doug J. Chung, “Outotec (B): Action Plan,” HBS Supplement 514-065.

  1. Chung, Doug J. and Das Narayandas, “Sales Force Design and Management,” Teaching Note, HBS Publishing 8216.

Chung, Doug J. and Das Narayandas, “Sales Force Design and Management,” Chapter, HBS Publishing 8213.