Teaching & Case Studies

Teaching

MBA

  • Sales Management & Strategy, MBA Elective Curriculum

  • B2B Marketing, MBA Elective Curriculum

  • Marketing Strategy, MBA Required Curriculum


Executive Education

  • Sales Management & Strategy, Open Enrollment

  • Managing Sales Teams and Distribution Channels, Open Enrollment

  • Business Marketing Strategies, Open Enrollment

Case Studies, Notes and Chapters

For a courtesy copy of the case studies, please contact here.

  1. Chung, Doug J., and Kay R. Koo, “BTS & ARMY,” HBS Teaching Note 523-031

  2. Chung, Doug J., and Kay R. Koo, “BTS & ARMY,” HBS Case 522-077

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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