Publications

Educators

August 2013
Teaching Note

Nutricia Middle East: Measuring Sales Force Effectiveness

By: F. Asis Martinez-Jerez

Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant milk formula most effectively in a region where the information environment is much less rich than in other... View Details

Keywords: Globalized Firms and Management; Customer Relationship Management; Commercialization; Management Practices and Processes; Salesforce Management; Nutrition; Performance Evaluation; Information Management; Health Industry; Africa; Middle East

August 2017
Article

Incentives versus Reciprocity: Insights from a Field Experiment

By: Doug J. Chung and Das Narayandas

We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details

Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits

2015
Working Paper

Incentives versus Reciprocity: Insights from a Field Experiment

By: Doug J. Chung and Das Narayandas

We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details

Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Motivation and Incentives; Salesforce Management; Compensation and Benefits

November 1984
Supplement

Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model

Keywords: Strategy; Salesforce Management

April 1991 (Revised March 2017)
Teaching Note

Mary Kay Cosmetics: Sales Force Incentives (A) and (B)

By: Robert Simons

Teaching Note for (9-190-103) and (9-190-122). View Details

Keywords: Motivation and Incentives; Salesforce Management; Beauty and Cosmetics Industry

fall 1990
Article

A Preface to Payment: Designing a Sales Compensation Plan

By: Frank V. Cespedes

Keywords: Sales; Compensation and Benefits; Design

November 1980 (Revised June 1986)
Case

Quaker Oats Co.: Field Sales Force Strategy and Management

2014
Other Teaching and Training Material

Marketing Reading: Sales Force Design and Management (Teaching Note)

By: Doug J. Chung and Das Narayandas

1 Mar 2009
Lecture

The Conference Board Task Force on Executive Compensation." Task Force Member, output: "The Conference Board Task Force on Executive Compensation Report.

By: Lynn S. Paine

Keywords: Executive Compensation

November 2021
Article

The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

By: Doug J. Chung, Byungyeon Kim and Byoung G. Park

This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that... View Details

Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis

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

30 Jun 2019
Working Paper Summaries

The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

Keywords: by Doug J. Chung, Byungyeon Kim, and Byoung G. Park

The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model takes into account many of the key elements that constitute a realistic... View Details

30 Aug 2006
Op-Ed

The Compensation Game

executive pay. The idea that CEO compensation is driven by the invisible hand of market forces is a myth from which chief executives have long benefited. In setting executive pay, directors have not been... View Details

Keywords: by Lucian Bebchuk & Rakesh Khurana

09 Jul 2019
News

Setting Better Sales Goals with Analytics

July 9, 2019
Article

Setting Better Sales Goals with Analytics

By: Doug J. Chung, Isabel Huber, Vinay Murthy, Varun Sunku and Marije Weber

Sales compensation is a critical lever in motivating a salesforce and driving growth in the business-to-business sector: Studies show that revising compensation in line with market trends can have a 50% greater impact on sales than advertisements have, for instance. A... View Details

Keywords: Analytics; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Goals and Objectives

Register to Read

Article

Sales Methodologies and Selling

By: Frank V. Cespedes

Sales methodologies play an important role. A common approach in a sales force allows for consistency, dissemination of best practices, acceleration of learning, and it helps the firm to scale because management then has common metrics to monitor and evaluate. However,... View Details

Keywords: Methodology; Sales; Analysis

May 2019
Supplement

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

By: Doug J. Chung

Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details

Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden