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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
Chung, Doug J., and Das Narayandas. "What's the Right Kind of Bonus to Motivate Your Sales Force?" Harvard Business Review (website) (September 12, 2017).
- 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
- 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
Chung, Doug J., and James M. Lattin. "Qualtrics (C)." Harvard Business School Supplement 518-084, February 2018.
- 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
- 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
Chung, Doug J., and James M. Lattin. "Qualtrics (B)." Harvard Business School Supplement 518-083, February 2018.
- 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