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- 27 May 2020
- Research & Ideas
What South Korea Teaches the World About Fighting COVID
the Author Doug J. Chung is the MBA Class of 1962 Associate Professor of Business Administration at Harvard Business School. He teaches Sales Management & Strategy in the... View Details
- 08 Feb 2013
- Working Paper Summaries
The Dynamic Advertising Effect of Collegiate Athletics
- 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
- 07 Apr 2016
- Working Paper Summaries
Strategic Channel Selection with Online Platforms: An Empirical Analysis of the Daily Deal Industry
- 21 May 2015
- Working Paper Summaries
Incentives versus Reciprocity: Insights from a Field Experiment
Keywords: by Doug J. Chung & Das Narayandas
- 13 Aug 2015
- Working Paper Summaries
Selling to a Moving Target: Dynamic Marketing Effects in U.S. Presidential Elections
Keywords: by Doug J. Chung & Lingling Zhang
- 04 Dec 2014
- Working Paper Summaries
The Air War versus The Ground Game: An Analysis of Multi-Channel Marketing in US Presidential Elections
Keywords: by Doug J. Chung & Lingling Zhang
- 19 Nov 2010
- Working Paper Summaries
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
- 28 Jan 2020
- Working Paper Summaries
Does Apple Anchor a Shopping Mall? The Effect of the Technology Stores on the Formation of Market Structure
- 12 Feb 2013
- Working Paper Summaries
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
- 06 Jul 2017
- Working Paper Summaries
Do All Your Detailing Efforts Pay Off? Dynamic Panel Data Methods Revisited
- 20 Feb 2017
- Working Paper Summaries
Where Should We Build a Mall? The Formation of Market Structure and Its Effect on Sales
- 17 Jun 2019
- Working Paper Summaries
The Comprehensive Effects of a Digital Paywall Sales Strategy
- 17 Dec 2019
- Working Paper Summaries
Does Apple Anchor a Shopping Mall? The Effect of the Technology Stores on the Formation of Market Structure
- 30 Jun 2019
- Working Paper Summaries
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
- 29 Apr 2013
- Research & Ideas
Diagnosing the ‘Flutie Effect’ on College Marketing
Assistant Professor of marketing Doug J. Chung. Oddly, little academic research has been done on the subject. And even some BC administrators would rather credit educational excellence than a gridiron... View Details
- 08 Aug 2022
- HBS Case
Building an 'ARMY' of Fans: Marketing Lessons from K-Pop Sensation BTS
fan base. The effective use of social media was how they created an ecosystem." In a recent case study, “BTS and ARMY,” Harvard Business School associate professor Doug Chung and research associate Kay Koo... View Details
- 06 Jul 2015
- Research & Ideas
Money and Quotas Motivate the Sales Force Best
just given it—conditional versus unconditional. Doug J. Chung, an assistant professor in the Marketing unit, and Das Narayandas, the James J. Hill Professor of Business... View Details
- 08 Jul 2019
- Research & Ideas
Are Paywalls Saving Newspapers?
paywall sales strategy, you have to make sure you have the reputation and the uniqueness of content to do it ” “We look at the whole picture—both the digital and print channels, and the two revenue sources of the firms, advertising and subscriptions,” says study author... View Details
- 22 Mar 2017
- Research & Ideas
What's the Ideal Frequency for a Sales Quota?
from a Field Experiment, authored by Harvard Business School marketing professors Doug J. Chung and Das Narayandas. “With so many people and... View Details
Keywords: by Carmen Nobel