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- All HBS Web
(1,045)
- People (1)
- News (141)
- Research (821)
- Events (7)
- Multimedia (4)
- Faculty Publications (215)
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- 16 Oct 2014
- News
Reframing Sales Effectiveness
- 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.
- 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.
- March 2020 (Revised October 2020)
- Module Note
Sales Force Compensation
By: Doug J. Chung
The author developed this note for scholars, educators, and practitioners that are interested in sales force compensation. It is based on the author’s investigations across a variety of organizations in multiple industries and provides a conceptual framework for the... View Details
Keywords: Sales Strategy; Sales Force Management; Sales Compensation; Salary; Commissions; Bonuses; Quota Setting/updating; Quota Frequency; Extrinsic Vs Intrinsic Motivation; Salesforce Management; Compensation and Benefits; Strategy
Chung, Doug J. "Sales Force Compensation." Harvard Business School Module Note 520-084, March 2020. (Revised October 2020.)
- April 2018
- Article
Effective Sales Training: What Are the Foundational Elements?
Across industries, turnover in sales positions averages about 25–30% annually. This means that, at many firms, the equivalent of the entire sales force must be replaced and trained every four years or so. No other function has an ongoing talent management task of that... View Details
Cespedes, Frank V. "Effective Sales Training: What Are the Foundational Elements?" Top Sales Magazine (April 2018), 22–23.
- March 2020
- Article
Do Fire Sales Create Externalities?
By: Sergey Chernenko and Adi Sunderam
We develop three novel measures of how much of the price impact of their trading different mutual funds internalize. We show that mutual funds that internalize more of their price impact hold larger cash buffers and use these buffers more aggressively to accommodate... View Details
Chernenko, Sergey, and Adi Sunderam. "Do Fire Sales Create Externalities?" Journal of Financial Economics 135, no. 3 (March 2020): 602–628.
- April 2017
- Article
How Sales Can Wield Its Most Effective Weapon: Pricing
This article discusses certain core ways that sales people can use, but sometimes abuse, pricing authority and the implications for effective sales management. View Details
Cespedes, Frank V. "How Sales Can Wield Its Most Effective Weapon: Pricing." Quotable (April 2017).
- April 2006
- Case
Nutricia Middle East: Measuring Sales Force Effectiveness
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: Management Teams; Salesforce Management; Customer Relationship Management; Emerging Markets; Nutrition; Performance Effectiveness; Business Strategy; Commercialization; Health Industry; Middle East; Africa
Martinez-Jerez, Francisco de Asis, and Rachel Sha. "Nutricia Middle East: Measuring Sales Force Effectiveness." Harvard Business School Case 106-063, April 2006.
- 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
- April 2019 (Revised January 2025)
- Case
Clear Link Technologies, LLC: Driving Sales with Peer Effects
By: Christopher Stanton, Richard Saouma and Olivia Hull
The importance of a good peer or coworker is widely discussed, but understanding the glue that makes coworkers valuable is less understood. This case sheds light on the importance of peers and the practices and environments that make a group greater than the sum of its... View Details
Keywords: Talent and Talent Management; Interactive Communication; Experience and Expertise; Decision Making; Training; Design; Compensation and Benefits; Knowledge Acquisition; Knowledge Sharing; Human Capital; Working Conditions; Measurement and Metrics; Outcome or Result; Performance; Performance Improvement; Research; Sales; Salesforce Management; Motivation and Incentives; Telecommunications Industry; Utah; United States
Stanton, Christopher, Richard Saouma, and Olivia Hull. "Clear Link Technologies, LLC: Driving Sales with Peer Effects." Harvard Business School Case 819-072, April 2019. (Revised January 2025.)
- April 2011
- Case
Designs by Kate: The Power of Direct Sales
By: John A. Deighton and Sarah Abbott
The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also responsible for recruiting, training, and managing new sales reps. CEO and founder Kate Creevey designed the... View Details
Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Motivation and Incentives; Marketing Strategy; Salesforce Management; Performance; Compensation and Benefits; Apparel and Accessories Industry
Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales." Harvard Business School Brief Case 114-284, April 2011.
- February 2019 (Revised July 2019)
- Case
Sales Force Management at Nobel Ilac
By: Doug J. Chung and Gamze Yucaoglu
Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details
Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey
Chung, Doug J., and Gamze Yucaoglu. "Sales Force Management at Nobel Ilac." Harvard Business School Case 519-067, February 2019. (Revised July 2019.)
The Effects of Quota Frequency: Sales Performance and Product Focus
This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. The study provides a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a... View Details
- 2002
- Other Unpublished Work
The Effect of Editorial Discretion Book Promotion on Sales at Amazon.com
By: Benjamin Edelman
A new dataset collected by the author allows estimation of the effect on book sales of promotional listing on Amazon's editorial discretion pages. Following Goolsbee and Chevalier (2001), sales quantities are inferred from sales rank data freely available on Amazon's... View Details
Edelman, Benjamin. "The Effect of Editorial Discretion Book Promotion on Sales at Amazon.com." 2002. (Winner of Seymour E. and Ruth B. Harris Prize for outstanding senior honors thesis in economics. Winner of Thomas T. Hoopes Prize awarded for outstanding scholarly work or research.)
- 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.
- 22 Sep 2014
- News
How to Focus Your Sales Team on the Right Effectiveness Metrics
- 17 Jun 2019
- Working Paper Summaries
The Comprehensive Effects of a Digital Paywall Sales Strategy
- 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
- January 2019 (Revised February 2020)
- Case
Roush Performance: How to Design a Sales Force Compensation Plan
By: Doug J. Chung
Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product... View Details
Keywords: Sales Force Management; Motivation; Compensation; Salary; Commissions; Bonuses; Quotas; Salesforce Management; Compensation and Benefits; Motivation and Incentives
Chung, Doug J. "Roush Performance: How to Design a Sales Force Compensation Plan." Harvard Business School Case 519-066, January 2019. (Revised February 2020.)
- January 2021 (Revised February 2025)
- Teaching Note
Clear Link Technologies, LLC: Driving Sales with Peer Effects
By: Christopher Stanton, Richard Saouma and Olivia Hull