by Doug J. Chung and Das Narayandas - Publications - Faculty & Research

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

21 May 2015
Working Paper Summaries

Incentives versus Reciprocity: Insights from a Field Experiment

Keywords: by Doug J. Chung & Das Narayandas

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

Keywords: by Doug J. Chung; Health

07 Apr 2016
Working Paper Summaries

Strategic Channel Selection with Online Platforms: An Empirical Analysis of the Daily Deal Industry

Keywords: by Lingling Zhang and Doug J. Chung; Retail

08 Feb 2013
Working Paper Summaries

The Dynamic Advertising Effect of Collegiate Athletics

Keywords: by Doug J. Chung; Sports

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

Keywords: by Doug J. Chung, Thomas Steenburgh & K. Sudhir

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 View Details

Keywords: by Roberta Holland; Retail

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 View Details

Keywords: by Carmen Nobel

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... View Details

Keywords: by Sean Silverthorne; Education; Advertising; Sports

28 Jan 2015
Research & Ideas

Ground Game, Air Wars, and Other Marketing Lessons From Presidential Elections

utilization of ground forces—the personal selling and get-out-the-vote strategy.” "I think this research connects beautifully with a normal business operation within a corporation," says Doug View Details

Keywords: by Dina Gerdeman

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, View Details

Keywords: by Kristen Senz; Journalism & News; Media & Broadcasting

17 Jan 2017
First Look

First Look at New Research: January 17

Chung, Doug J., and Das Narayandas Abstract—We collaborate with a Swedish retail chain to conduct a field experiment in which we change the sales... View Details

Keywords: Sean Silverthorne

28 Aug 2018
First Look

New Research and Ideas, August 28, 2018

important for fundamental firm value and is only revealed following the information-rich dual trading by insiders and linked institutions Download working paper:... View Details

Keywords: Dina Gerdeman

26 Oct 2015
Research & Ideas

What’s the Value of a Win in College Athletics?

College and the University of Miami that culminated with a last-minute Hail Mary pass by BC quarterback Doug Flutie. “I was totally blown away. I’ve been a fan ever since,”... View Details

Keywords: by Roberta Holland; Sports; Education

18 Dec 2006
Lessons from the Classroom

Grooming Next-Generation Leaders

and gain a broad understanding of the business, especially as it operates globally. In separate interviews, Sasser and Narayandas discussed talent identification, leadership in... View Details

Keywords: by Martha Lagace

20 Feb 2007
First Look

First Look: February 20, 2007

http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=807018 Goodyear and the Threat of Government Tire Grading Harvard Business School Case 707-494 In the spring of 1977, Goodyear CEO Charles J.... View Details

Keywords: Martha Lagace

2014
Other Teaching and Training Material

Marketing Reading: Sales Force Design and Management

By: Doug J. Chung and Das Narayandas

This Core Curriculum Reading introduces students to (1) the importance of sales force design in implementing organizational strategy, and (2) the role of sales force management in linking structures and processes to behaviors. The material combines theoretical... View Details

Keywords: Sales Budget; Sales Compensation; Sales Cycle; Sales Force Management; Sales Forces; Sales Management; Sales Operations; Sales Organization; Sales Planning; Sales Strategy

Citation

Purchase

05 Feb 2013
First Look

First Look: Feb. 5

Authors:Chung, Doug J. Abstract I measure the spillover effect of intercollegiate athletics on the quantity and quality of applicants to institutions of higher education in the... View Details