Research

Published 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,” Management Science 67, no. 11 (November): 7046-7074.

- 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, Don Morrison Long Term Impact Award, 2021

- 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).

Working Papers

For an updated copy of the working papers, please contact here.

  1. Chung, Doug J., Kyoungwon Seo and Reo Song (2022), “Computing Discrete Games using GPGPU Technology: Estimating the Effect of Apple on Market Structure.”

  2. Chang, Dongkyu and Doug J. Chung (2022), "Managing Salespeople's Goals: Effort Provision and Information Acquisition under Reference Dependent Preferences."

  3. Chung, Doug J., Byungyeon Kim and Byoung Park (2022), “Time Dependence and Preference: Implications for Designing Compensation Structure and Shift Scheduling.”

  4. Chung, Doug J. and Byoung Park (2022), "Dynamic Synthetic Control: Estimating the Effect of a Non-Binding Minimum Wage."

  5. Chung, Doug J. and Dongkyu Chang (2022), “Aspirational Goals on Motivation and Information Acquisition.”

  6. Kim, Byungyeon and Doug J. Chung (2022), “Managing Relational Sales: the Role of Behavioral-Based vs. Outcome-Based Controls.”

  7. Kim, Byungyeon and Doug J. Chung (2022), “The Effects of Sales Compensation on Customer Relationship Management.”

Digital Articles

  1. Chung, Doug J., Isabel Huber, Jean-Charles Devignes and Tom Clauwaert (2022), "How B2B Businesses Can Get Omnichannel Sales Right," Harvard Business Review (digital edition).

  2. Chung, Doug J., Isabel Huber, Cuneyt Kayacan, Philipp Landauer and Varun Sunku (2021), “What's Your Sales Automation Strategy?Harvard Business Review (digital edition).

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

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

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

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