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- Faculty Publications (24)
Show Results For
- All HBS Web (66)
- Faculty Publications (24)
- 2015
- Working Paper
Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of...
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Keywords:
Sales Force Compensation;
Field Experiment;
Heterogeneity;
Loss Aversion;
Reciprocity;
Motivation and Incentives;
Salesforce Management;
Compensation and Benefits
Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Harvard Business School Working Paper, No. 15-084, April 2015. (Revised November 2015.)
- 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...
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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).
- February 2018
- Case
Qualtrics (A)
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...
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Keywords:
Sales Strategy;
Inside Sales Model;
Sales;
Strategy;
Growth and Development Strategy;
Organizational Change and Adaptation
Chung, Doug J., and James M. Lattin. "Qualtrics (A)." Harvard Business School Case 518-082, February 2018.
- Web
Faculty & Research - Race, Gender & Equity
of the post-MBA paths of Harvard Business School alumni. Study findings have been published in the New York Times, Harvard Business Review, Poets & Quants, and covered in other print, digital, and broadcast...
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- April 2017
- Case
Luminopia: Improving Treatment for Visual Disorders
By: Doug J. Chung and Sarah Mehta
Luminopia—a start-up founded in January 2016 by three Harvard College freshmen—uses virtual reality technology to treat amblyopia (more commonly called “lazy eye”), the single biggest cause of visual disorders among children. By February 2017, the three founders had...
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Keywords:
Pricing;
Virtual Reality;
Startup;
Marketing;
Marketing Channels;
Product Marketing;
Product Launch;
Product Positioning;
Business Startups;
Price;
Medical Devices and Supplies Industry;
Cambridge;
Massachusetts;
United States
Chung, Doug J., and Sarah Mehta. "Luminopia: Improving Treatment for Visual Disorders." Harvard Business School Case 517-065, April 2017.
- September–October 2013
- Article
The Dynamic Advertising Effect of Collegiate Athletics
By: Doug J. Chung
I measure the spillover effect of intercollegiate athletics on the quantity and quality of applicants to institutions of higher education in the United States, popularly known as the "Flutie Effect." I treat athletic success as a stock of goodwill that decays over...
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Keywords:
Choice Modeling;
Entertainment Marketing;
Heterogeneity;
Panel Data;
Structural Modeling;
Rights;
Analytics and Data Science;
Higher Education;
Ethics;
Consumer Behavior;
Advertising;
Sports;
Advertising Industry;
Education Industry
Chung, Doug J. "The Dynamic Advertising Effect of Collegiate Athletics." Marketing Science 32, no. 5 (September–October 2013): 679–698. (Lead article. Featured in HBS Working Knowledge.)
- Web
Faculty & Research - Leadership
Management 17 results David E. Bell Marketing 16 results David A. Thomas 16 results George Serafeim Accounting and Management 16 results Dutch Leonard General Management 16 results Michael W. Toffel Technology View Details
- 22 Jun 2011
- Sharpening Your Skills
Sharpening Your Skills: Motivation
Thomas Steenburgh and Doug J. Chung and K. Sudhir of the Yale School of Management. Can Companies Inspire Heroism...
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Keywords:
Re: Multiple Faculty
- August 2014 (Revised September 2016)
- Case
ANA (A)
By: Doug J. Chung and Mayuka Yamazaki
All Nippon Airways (ANA) became the largest airline in Japan in 2013. Having been designated as a domestic carrier by the Japanese government till the mid-1980s and Japan being the sixth largest domestic airline market, two-thirds of ANA’s passenger revenue came from...
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Keywords:
Demand and Consumers;
Analysis;
Economics;
Price;
Marketing Strategy;
Competitive Strategy;
Product;
Policy;
Air Transportation Industry;
Japan
Chung, Doug J., and Mayuka Yamazaki. "ANA (A)." Harvard Business School Case 515-034, August 2014. (Revised September 2016.)
- Web
Named Fellowship Funds - Alumni
deserving MBA students who are social entrepreneurs, have a background in social enterprise, are from Latin America, or are from underrepresented groups at HBS. B Herbert J. Bachelor (MBA 1968) Fellowship The Herbert View Details
- August 2022
- Teaching Note
BTS & ARMY
By: Doug J. Chung and Kay R. Koo
Industry leaders must define a particular outcome of interest (i.e., an objective) to establish an organization’s strategy. BTS’s initial objective was to increase brand recognition and to acquire a solid fanbase. The proliferation of social network platforms...
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- December 2015 (Revised September 2016)
- Supplement
ANA (B)
By: Doug J. Chung and Mayuka Yamazaki
All Nippon Airways (ANA) became the largest airline in Japan in 2013. Having been designated as a domestic carrier by the Japanese government till the mid-1980s and Japan being the sixth largest domestic airline market, two-thirds of ANA’s passenger revenue came from...
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Keywords:
Demand and Consumers;
Analysis;
Economics;
Price;
Marketing Strategy;
Competitive Strategy;
Product;
Policy;
Air Transportation Industry;
Japan
Chung, Doug J., and Mayuka Yamazaki. "ANA (B)." Harvard Business School Supplement 516-054, December 2015. (Revised September 2016.)
- 01 Dec 2015
- First Look
December 1, 2015
other extant signaling game models in the operations management literature. Publisher's link: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=50107 Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., View Details
Keywords:
Sean Silverthorne
- Web
Faculty - Race, Gender & Equity
at the Harvard University Extension School. She has also played a... Jill J. Avery Senior Lecturer of Business AdministrationC. Roland Christensen Distinguished Management Educator Dr. Jill Avery is a Senior Lecturer of Business...
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- 30 Aug 2016
- First Look
August 30, 2016
forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas...
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Keywords:
Carmen Nobel
- 2015
- Working Paper
Selling to a Moving Target: Dynamic Marketing Effects in US Presidential Elections
By: Doug J. Chung and Lingling Zhang
We examine the effects of various political campaign activities on voter preferences in the domain of US Presidential elections. We construct a comprehensive data set that covers the three most recent elections, with detailed records of voter preferences at the...
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Keywords:
Multi-channel Marketing;
Personal Selling;
Advertising;
Political Campaigns;
Dynamic Panel Data;
Instrumental Variables;
Marketing Communications;
Political Elections;
Advertising Campaigns;
United States
Chung, Doug J., and Lingling Zhang. "Selling to a Moving Target: Dynamic Marketing Effects in US Presidential Elections." Harvard Business School Working Paper, No. 15-095, June 2015. (Revised December 2015.)
- Web
Research - Race, Gender & Equity
Negotiation, Organizations & Markets 4 results Anthony Mayo Organizational Behavior 10 results Kathleen L. McGinn Negotiation, Organizations & Markets 16 results Kristin W. Mugford Finance Kyle R. Myers Technology and Operations...
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- 10 Apr 2018
- First Look
First Look at New Research, April 10, 2018
for all enrollees) is associated with physician beliefs unsupported by clinical evidence. Publisher's link: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=54341 forthcoming Journal of Experimental Social Psychology Religious Shoppers...
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Keywords:
Sean Silverthorne
- 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...
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- 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.