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- Faculty Publications (53)
Show Results For
- All HBS Web (113)
- Faculty Publications (53)
- Article
How to Really Motivate Salespeople
By: Doug J. Chung
Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments. But in the past decade, researchers have been moving out of the lab and into the field, analyzing companies' sales and pay data, and... View Details
Keywords: Compensation; Motivating People; Motivation and Incentives; Compensation and Benefits; Sales
Chung, Doug J. "How to Really Motivate Salespeople." Harvard Business Review 93, no. 4 (April 2015): 54–61.
- December 2019 (Revised March 2020)
- Teaching Note
Sales Force Management at Nobel Ilac
By: Doug J. Chung
Teaching Note for HBS No. 519-067. View Details
- September 2019 (Revised March 2020)
- Teaching Note
Roush Performance: How to Design a Sales Force Compensation Plan
By: Doug J. Chung
- May 2019 (Revised March 2020)
- Teaching Note
Kjell and Company: Motivating Salespeople with Incentive Compensation (A), (B), (C), and (D)
By: Doug J. Chung
Teaching Note for HBS Nos. 517-090, 517-133, 519-095, and 519-096. View Details
- October 2017 (Revised March 2020)
- Case
Medicetra Medtech Company, Inc.
By: Doug J. Chung
Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan... View Details
Keywords: Sales Compensation; Sales Force Retention; Employee Fairness; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retention; Fairness; Performance Improvement
Chung, Doug J. "Medicetra Medtech Company, Inc." Harvard Business School Case 518-049, October 2017. (Revised March 2020.)
- Article
How to Shift from Selling Products to Selling Services
By: Doug J. Chung
Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for... View Details
Keywords: SaaS Business Models; Sales; Management; Business Model; Salesforce Management; Applications and Software; Customer Relationship Management
Chung, Doug J. "How to Shift from Selling Products to Selling Services." Harvard Business Review 99, no. 2 (March–April 2021): 48–52.
- May 2016 (Revised March 2020)
- Teaching Note
Janalakshmi Financial Services' HR Dilemma
By: Doug J. Chung
- February 2017
- Article
How Much Is a Win Worth? An Application to Intercollegiate Athletics
By: Doug J. Chung
Intercollegiate athletics in the United States have become a multibillion-dollar industry over the past several decades. In this study, we investigate the short- and long-term direct monetary effects of operating a winning athletics program for an academic institution... View Details
Keywords: Dynamic Panel Data; Heterogeneity; Instrumental Variables; Intercollegiate Athletics; Educational Finance; Entertainment Marketing; Higher Education; Marketing; Sports; Revenue; Education Industry; United States
Chung, Doug J. "How Much Is a Win Worth? An Application to Intercollegiate Athletics." Management Science 63, no. 2 (February 2017): 548–565.
- April 2021
- Article
The Effects of Quota Frequency: Sales Performance and Product Focus
By: Doug J. Chung, Das Narayandas and Dongkyu Chang
This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota... View Details
Keywords: Sales Force Compensation; Field Experiment; Quotas; Quota Frequency; Commissions; Bonuses; Goals; Salesforce Management; Compensation and Benefits; Goals and Objectives; Behavior; Performance
Chung, Doug J., Das Narayandas, and Dongkyu Chang. "The Effects of Quota Frequency: Sales Performance and Product Focus." Management Science 67, no. 4 (April 2021): 2151–2170.
- 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
Chung, Doug J., Thomas J. Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Harvard Business School Working Paper, No. 11-041, October 2010.
- 2021
- Working Paper
Time Dependence and Preference: Implications for Compensation Structure and Shift Scheduling
By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This study jointly examines agents’ time dependence—period effects within instantaneous utility—and time preference—behavior on discounting future utility. The study considers the start- and end-of-period effects for time dependence and exponential and hyperbolic... View Details
Keywords: Time Preferences; Present Bias; Hyperbolic Discounting; Compensation; Dynamic Structural Models; Identification; Time Management; Motivation and Incentives; Behavior; Performance; Compensation and Benefits
Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "Time Dependence and Preference: Implications for Compensation Structure and Shift Scheduling." Harvard Business School Working Paper, No. 21-121, April 2021.
- November 2019
- Article
How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework
By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details
Keywords: Nerlove-Arrow Framework; Stock-of-goodwill; Dynamic Panel Data; Serial Correlation; Instrumental Variables; Sales Effectiveness; Detailing; Analytics and Data Science; Sales; Analysis; Performance Effectiveness; Pharmaceutical Industry
Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework." Management Science 65, no. 11 (November 2019): 5197–5218.
- 2019
- Working Paper
The Comprehensive Effects of a Digital Paywall Sales Strategy
By: Doug J. Chung, Ho Kim and Reo Song
This paper explores the multiple and comprehensive effects of a digital paywall sales strategy, an increasingly common means of go-to-market for media firms. Specifically, we examine the effects of a digital paywall on a media firm’s two sources of income—subscription... View Details
Keywords: Digital Paywall; Demand Substitution; Spillover Effect; Synthetic Control; Sales; Strategy; Media; Newspapers; Publishing Industry
Chung, Doug J., Ho Kim, and Reo Song. "The Comprehensive Effects of a Digital Paywall Sales Strategy." Harvard Business School Working Paper, No. 19-118, May 2019.
- October 2013 (Revised August 2015)
- Supplement
Outotec (B): Action Plan
By: Robert J. Dolan and Doug J. Chung
Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
Dolan, Robert J., and Doug J. Chung. "Outotec (B): Action Plan." Harvard Business School Supplement 514-065, October 2013. (Revised August 2015.)
- October 2013 (Revised August 2015)
- Case
Outotec (A): Project Capture
By: Robert J. Dolan and Doug J. Chung
Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
Dolan, Robert J., and Doug J. Chung. "Outotec (A): Project Capture." Harvard Business School Case 514-064, October 2013. (Revised August 2015.)
- 01 Sep 2014
- News
HBS Faculty Explore Ideas Around the World
responsibility shared by so many business leaders in countries with great income disparities. Learn more at www.hbs.edu/businesshistory/emerging-markets Global Case Writing Shaped by Faculty Interests... View Details
Keywords: faculty research
- Web
Class Notes - Alumni
HBS Magazine HBS Magazine Class Notes Current Issue: June 2025 Gerry Berstel with 1881 elephant-shaped NJ building "Lucy." See the MBA 1977C notes. Bill Ross (right) with his new husband, and partner of 20 years, Jorge Ayala. See the MBA 1975A notes. View Details
- Article
Study: More Frequent Sales Quotas Help Volume but Hurt Profits
By: Doug J. Chung and Das Narayandas
Chung, Doug J., and Das Narayandas. "Study: More Frequent Sales Quotas Help Volume but Hurt Profits." Harvard Business Review (website) (August 14, 2017).
- January 2016 (Revised July 2018)
- Case
Cyberdyne: A Leap to the Future
By: Doug J. Chung and Mayuka Yamazaki
Cyberdyne Inc. was a Japanese technology venture that wanted 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 stroke, spinal cord injury (SCI),... View Details
Keywords: Go-to-market Strategy; Pricing; Sales Channel; Technological Innovation; Marketing; Sales; Distribution; Strategy; Medical Devices and Supplies Industry
Chung, Doug J., and Mayuka Yamazaki. "Cyberdyne: A Leap to the Future." Harvard Business School Case 516-072, January 2016. (Revised July 2018.)