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- Faculty Publications (25)
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- 25 Jan 2017
- Working Paper Summaries
The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment
Keywords: by Doug J. Chung and Das Narayandas
- 21 May 2015
- Working Paper Summaries
Incentives versus Reciprocity: Insights from a Field Experiment
Keywords: by Doug J. Chung & Das Narayandas
- 27 May 2020
- Research & Ideas
What South Korea Teaches the World About Fighting COVID
the Author Doug J. Chung is the MBA Class of 1962 Associate Professor of Business Administration at Harvard Business School. He teaches Sales Management & Strategy in the... View Details
- 08 Feb 2013
- Working Paper Summaries
The Dynamic Advertising Effect of Collegiate Athletics
- 07 Apr 2016
- Working Paper Summaries
Strategic Channel Selection with Online Platforms: An Empirical Analysis of the Daily Deal Industry
- 04 Dec 2014
- Working Paper Summaries
The Air War versus The Ground Game: An Analysis of Multi-Channel Marketing in US Presidential Elections
Keywords: by Doug J. Chung & Lingling Zhang
- 13 Aug 2015
- Working Paper Summaries
Selling to a Moving Target: Dynamic Marketing Effects in U.S. Presidential Elections
Keywords: by Doug J. Chung & Lingling Zhang
- 01 Dec 2018
- News
From Das’s Desk
Narayandas is Senior Associate Dean, External Relations and Harvard Business Publishing, and the Edsel Bryant Ford Professor of Business Administration. (illustration View Details
Keywords: Das Narayandas
- 19 Nov 2010
- Working Paper Summaries
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
- 06 Jul 2015
- Research & Ideas
Money and Quotas Motivate the Sales Force Best
just given it—conditional versus unconditional. Doug J. Chung, an assistant professor in the Marketing unit, and Das Narayandas, the James View Details
- 06 Jul 2015
- News
Money and Quotas Motivate the Sales Force Best
- 22 Mar 2017
- Research & Ideas
What's the Ideal Frequency for a Sales Quota?
from a Field Experiment, authored by Harvard Business School marketing professors Doug J. Chung and View Details
Keywords: by Carmen Nobel
- 22 Mar 2017
- News
What's the Ideal Frequency for a Sales Quota?
- 29 Apr 2013
- Research & Ideas
Diagnosing the ‘Flutie Effect’ on College Marketing
Assistant Professor of marketing Doug J. Chung. Oddly, little academic research has been done on the subject. And even some BC administrators would rather credit educational... View Details
- 28 Jan 2015
- Research & Ideas
Ground Game, Air Wars, and Other Marketing Lessons From Presidential Elections
utilization of ground forces—the personal selling and get-out-the-vote strategy.” "I think this research connects beautifully with a normal business operation within a corporation," says Doug View Details
Keywords: by Dina Gerdeman
- 08 Jul 2019
- Research & Ideas
Are Paywalls Saving Newspapers?
paywall sales strategy, you have to make sure you have the reputation and the uniqueness of content to do it ” “We look at the whole picture—both the digital and print channels, View Details
- 17 Jan 2017
- First Look
First Look at New Research: January 17
Chung, Doug J., and Das Narayandas Abstract—We collaborate with a Swedish retail chain to conduct a field experiment in which we change the sales... View Details
Keywords: Sean Silverthorne
- 26 Oct 2015
- Research & Ideas
What’s the Value of a Win in College Athletics?
College and the University of Miami that culminated with a last-minute Hail Mary pass by BC quarterback Doug Flutie. “I was totally blown away. I’ve been a fan ever since,”... View Details
- 28 Aug 2018
- First Look
New Research and Ideas, August 28, 2018
important for fundamental firm value and is only revealed following the information-rich dual trading by insiders and linked institutions Download working paper:... View Details
Keywords: Dina Gerdeman
- 18 Dec 2006
- Lessons from the Classroom
Grooming Next-Generation Leaders
and gain a broad understanding of the business, especially as it operates globally. In separate interviews, Sasser and Narayandas discussed talent identification, leadership in... View Details
Keywords: by Martha Lagace