Teaching & Case Studies

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

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

1. Chung, Doug J., and Kay R. Koo, "The Role of Cultural Diversity in Creating Value: A Case Study of South Korea's Pop Band BTS," Asia Pacific Business Review, 29(5): 1275-1299

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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