Publications

Publications

Filter Results: (73) Arrow Down

Show Results For

← Page 2 of 73 Results →
  • 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 J.... View Details
Keywords: by Roberta Holland; Retail
  • 20 Aug 2013
  • First Look

First Look: August 20

Publications August 2013 Marketing Science Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans By: Chung, Doug J., Thomas... View Details
Keywords: Anna Secino
  • 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 Das Narayandas. “With so many people and resources at stake, the design of... View Details
Keywords: by Carmen Nobel
  • 26 Feb 2008
  • First Look

First Look: February 26, 2008

  Working PapersAn Investigation of Earnings Management through Marketing Actions Authors:Craig J. Chapman and Thomas J. Steenburgh Abstract... View Details
Keywords: Martha Lagace
  • 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: https://www.hbs.edu/faculty/Pages/item.aspx?num=54904 The Effects of Quota... View Details
Keywords: Dina Gerdeman
  • 13 Jun 2017
  • First Look

First Look at New Research and Ideas, June 13

Efforts Pay Off? Dynamic Panel Data Methods Revisited By: Chung, Doug J., Byungyeon Kim, and Byoung Park Abstract—We estimate a sales response model to evaluate the short- and long-term value of... View Details
Keywords: Sean Silverthorne
  • 22 Mar 2011
  • First Look

First Look: March 22

How could this happen in such a world class medical facility? Purchase this case:http://cb.hbsp.harvard.edu/cb/product/411041-PDF-ENG Serious Materials Thomas Steenburgh and Liz KindHarvard Business School... View Details
Keywords: Sean Silverthorne
  • 14 Feb 2017
  • First Look

First Look at New Research: February 14

important role in reducing both the real and financing frictions faced by small businesses. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=52278 Where Should We Build a Mall? The Formation of Market Structure and... View Details
Keywords: Sean Silverthorne
  • 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 force compensation scheme from a monthly to a daily quota... View Details
Keywords: Sean Silverthorne
  • 05 Feb 2013
  • First Look

First Look: Feb. 5

Authors:Chung, Doug J. Abstract I measure the spillover effect of intercollegiate athletics on the quantity and quality of applicants to institutions of higher education in the United States, popularly known... View Details
Keywords: Sean Silverthorne
  • 07 Apr 2015
  • First Look

First Look: April 7

  Publications April 2015 Harvard Business Review How to Really Motivate Salespeople By: Chung, Doug J. Abstract—Much of what we believe about the best ways to compensate and... View Details
Keywords: Sean Silverthorne
  • 30 Aug 2016
  • First Look

August 30, 2016

forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas Abstract—We conduct a field experiment in which we vary the... View Details
Keywords: Carmen Nobel
  • June 2017 (Revised May 2019)
  • Supplement

Kjell and Company: Motivating Salespeople with Incentive Compensation (B)

By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg... View Details
Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
Related
  • 02 Nov 2010
  • First Look

First Look: November 2, 2010

http://www.hbs.edu/research/pdf/10-063.pdf Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans Authors:Doug J. Chung, Thomas... View Details
Keywords: Sean Silverthorne
  • February 2010
  • Background Note

Marketing Analysis Toolkit: Situation Analysis

By: Thomas J. Steenburgh and Jill Avery
Before managers can begin to formulate marketing strategies for their businesses, they must have a strong understanding of the internal and external marketing environments in which they are operating. In this note, we present three methods for collecting and analyzing... View Details
Keywords: Five Forces Framework; SWOT Analysis; Marketing Strategy; Demand and Consumers; Industry Structures; Strategic Planning
Related
  • February 2010
  • Background Note

Marketing Analysis Toolkit: Market Size and Market Share Analysis

By: Thomas J. Steenburgh and Jill Avery
Marketers frequently need to estimate the size of their markets—both for existing products so that sales forecasts can be developed and for new products so that market opportunities can be assessed. This toolkit enables students to size a market and generate a sales... View Details
Keywords: Forecasting and Prediction; Management Analysis, Tools, and Techniques; Marketing Strategy; Markets; Demand and Consumers; Size; Strategic Planning; Sales
Related
  • 22 Jun 2011
  • Sharpening Your Skills

Sharpening Your Skills: Motivation

Thomas Steenburgh and Doug J. Chung and K. Sudhir of the Yale School of Management. Can Companies Inspire Heroism In Employees? HBS Cases: Terror... View Details
Keywords: Re: Multiple Faculty
  • March–April 2014
  • Article

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

By: Doug J. Chung, Thomas Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity... View Details
Keywords: Performance Productivity; Salesforce Management; Compensation and Benefits
Related
  • 2010
  • Working Paper

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent... View Details
Keywords: Compensation and Benefits; Performance Productivity; Mathematical Methods; Salesforce Management; Motivation and Incentives
Related
  • 2019
  • Working Paper

Does Apple Anchor a Shopping Mall? The Effect of the Technology Stores on the Formation of Market Structure

By: Doug J. Chung, Kyoungwon Seo and Reo Song
This study examines the effect of technology stores—company-owned Apple and Microsoft retail stores—on mall configuration. We formulate a structural model that considers the endogenous location decisions of retail stores, taking into account both market characteristics... View Details
Keywords: Apple Store; New Anchor Store; Discrete Game; Complete Information; Multiple Equilibria; GPGPU Technology; Simulator; Bayesian Estimation; Shopping Mall; Spillover
Related