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  • 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
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  • 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
Related
  • August 2022
  • Teaching Note

BTS & ARMY

By: Doug J. Chung and Kay R. Koo
Industry leaders must define a particular outcome of interest (i.e., an objective) to establish an organization’s strategy. BTS’s initial objective was to increase brand recognition and to acquire a solid fanbase. The proliferation of social network platforms... View Details
Keywords: Cultural Diversity; Brand Equity; Go-to-market Strategy; Social Network; Entertainment Industry; Brands and Branding; Customer Relationship Management; Consumer Behavior; Social and Collaborative Networks; Social Entrepreneurship; Digital Platforms; Digital Marketing; Music Industry
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  • September 12, 2017
  • Article

What's the Right Kind of Bonus to Motivate Your Sales Force?

By: Doug J. Chung and Das Narayandas
Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure which incentives provide the best motivation. Should bonuses be tied to quotas or should they be given unconditionally? Is it... View Details
Keywords: Compensation and Benefits; Motivation and Incentives; Salesforce Management
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  • May 2016 (Revised March 2020)
  • Teaching Note

Cyberdyne: A Leap to the Future

By: Doug J. Chung and Mayuka Yamazaki
Cyberdyne Inc. was a Japanese technology venture founded in 2004 by scientist Yoshiyuki Sankai to commercialize a hybrid assistive limb (HAL). HAL was a robotic exoskeleton system for people who had difficulty walking due to nervous system disabilities resulting from... View Details
Keywords: Health Disorders; Technological Innovation; Marketing Strategy; Decisions; Product Launch; Medical Devices and Supplies Industry
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  • 14 Jul 2015
  • First Look

First Look: July 14, 2015

risk of adverse effects that arise from taking a single approach. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=49334   Working Papers Selling to a Moving Target: Dynamic Marketing Effects in U.S. Presidential Elections By: Chung, View Details
Keywords: Sean Silverthorne
  • February 2018
  • Supplement

Qualtrics (C)

By: Doug J. Chung and James M. Lattin
Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details
Keywords: Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation
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  • February 2018
  • Supplement

Qualtrics (B)

By: Doug J. Chung and James M. Lattin
Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details
Keywords: Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation
Related
  • 29 Mar 2016
  • First Look

March 29, 2016

https://www.hbs.edu/faculty/Pages/item.aspx?num=45842 Strategic Channel Selection with Online Platforms: An Empirical Analysis of the Daily Deal Industry By: Zhang, Lingling, and Doug View Details
Keywords: Sean Silverthorne
  • Web

Winners & Runners-Up | New Venture Competition

Enterprise Track, 2024 New Venture Competition video Play Video duration: 1:32 2024 New Venture Competition Runner-Up, Social Enterprise Track: Trans Health HQ Trans Health HQ is a tool built by the trans community that addresses... View Details
  • 08 Jun 2010
  • First Look

First Look: June 8

http://people.hbs.edu/evandensteen/OnlineDocs/PP10_MS_EVdS_Culture%20Clash.pdf   Working PapersThe Role of Institutional Development in the Prevalence and Value of Family Firms Authors:Raphael Amit, Yuan Ding, Belén Villalonga, View Details
Keywords: Martha Lagace