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Show Results For
- All HBS Web
(1,063)
- News (188)
- Research (756)
- Events (2)
- Multimedia (1)
- Faculty Publications (279)
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- November 1984
- Supplement
Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model
Clarke, Darral G. "Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model." Harvard Business School Supplement 585-131, November 1984.
- 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
Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Journal of Marketing Research (JMR) 54, no. 4 (August 2017): 511–524. (Lead article.)
- 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
Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Harvard Business School Working Paper, No. 15-084, April 2015. (Revised November 2015.)
- 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
- November 1980 (Revised June 1986)
- Case
Quaker Oats Co.: Field Sales Force Strategy and Management
Schubert, Lynda A. "Quaker Oats Co.: Field Sales Force Strategy and Management." Harvard Business School Case 581-061, November 1980. (Revised June 1986.)
- 2014
- Other Teaching and Training Material
Marketing Reading: Sales Force Design and Management (Teaching Note)
By: Doug J. Chung and Das Narayandas
Chung, Doug J., and Das Narayandas. "Marketing Reading: Sales Force Design and Management (Teaching Note)." Core Curriculum Readings Series. Boston: Harvard Business Publishing 8216, 2014.
- 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
Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training." Management Science 67, no. 11 (November 2021): 7046–7074.
- 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
- 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
- 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
Chung, Doug J., Isabel Huber, Vinay Murthy, Varun Sunku, and Marije Weber. "Setting Better Sales Goals with Analytics." Harvard Business Review (website) (July 9, 2019).
- 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
Cespedes, Frank V. "Sales Methodologies and Selling." Top Sales Magazine (November 2019), 26–27.
- 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
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (D)." Harvard Business School Supplement 519-096, May 2019.
- 29 Apr 2018
- Working Paper Summaries
Analyzing the Aftermath of a Compensation Reduction
- May 2019
- Supplement
Kjell and Company: Motivating Salespeople with Incentive Compensation (C)
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; Change Management; Behavior; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (C)." Harvard Business School Supplement 519-095, May 2019.
- May 1985
- Supplement
Quaker Oats Co.: Field Sales Force Strategy and Management, R. Balsbaugh Interview, Video
By: John A. Quelch
Quelch, John A. "Quaker Oats Co.: Field Sales Force Strategy and Management, R. Balsbaugh Interview, Video." Harvard Business School Video Supplement 885-522, May 1985.
- January 2017 (Revised May 2019)
- Case
Kjell and Company: Motivating Salespeople with Incentive Compensation (A)
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; Change; Decision Making; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (A)." Harvard Business School Case 517-090, January 2017. (Revised May 2019.)
- 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
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (B)." Harvard Business School Supplement 517-133, June 2017. (Revised May 2019.)
- January 1992
- Background Note
Managing Sales Interfaces: An Introduction
By: Frank V. Cespedes
Concerns issues involved in coordinating sales efforts with product management and customer service activities. First, discusses environmental factors that increase integration requirements among these groups, and why these factors make the field sales force a crucial... View Details
Keywords: Product Marketing; Social Marketing; Multi-Sided Platforms; Groups and Teams; Salesforce Management
Cespedes, Frank V. "Managing Sales Interfaces: An Introduction." Harvard Business School Background Note 592-068, January 1992.