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 second year MBA Elective Curriculum.

^[1][2] He also chairs the Executive Education program, Managing Sales Teams and Distribution Channels. He has previously taught B2B Marketing in the MBA Elective Curriculum, the core Marketing course in the first year MBA Required Curriculum, Marketing Models in the PhD Curriculum, and in various Executive Education programs at the Harvard Business School and Harvard Law School.

Professor Chung focuses his research primarily on sales force management and incentive compensation.

He has worked with firms worldwide to develop effective employee incentive compensation systems and his work has been published in Marketing Science, Management Science, Journal of Marketing research, Harvard Business Review, and the European Financial Review.

His current work examines how different elements of an incentive compensation system affect the performance and selection of varying types of sales agents

Professor Chung earned his Ph.D. in management at Yale University, where he also earned an M.A. and M.Phil. in management. He is the recipient of the ISMS Doctoral Dissertation Award, ISBM Doctoral Support Award, and the Mary Kay Doctoral Dissertation Award, and he was the finalist for the 2014 John D. C. Little Award and the 2015 Frank M. Bass Award. He is also a member of the Edward A. Bouchet Graduate Honor Society.

He was selected as a 2017 MSI Young Scholar by the Marketing Science Institute.

Professor Chung serves on the editorial board at major academic journals, including Marketing Science, Journal of Marketing Research, and the International Journal of Research in Marketing.

He completed his undergraduate studies at Korea University. Prior to pursuing a career in academics, Professor Chung served as an officer and platoon commander in the South Korean Special Warfare Command. He also held a variety of industry positions with several multinational companies.

Member of the Edward A. Bouchet Graduate Honor Society.

Finalist for the 2015 Frank M. Bass Dissertation Paper Award for the best marketing paper derived from a Ph.D. thesis published in an INFORMS-sponsored journal.

Finalist for the 2014 John D. C. Little Award for the best marketing paper published in Marketing Science or Management Science that year.

Received a 2011 ISMS Doctoral Dissertation Award for “Do Bonuses Enhance Sales Productivity?

A Dynamic Structural Analysis of Bonus-Based Compensation Plans” from the INFORMS Society for Marketing Science.

Runner-up in 2011 for the Mary Kay Doctoral Dissertation Award from the Academy of Marketing Science.

Received a 2010 ISBM Doctoral Support Award for "The Design of Incentive Contracts and Its Effect on Worker Behavior" from the Institute for the Study of Business Markets.

Chung, Doug J., Byungyeon Kim, and Byoung G. Park.

"The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training."

(pdf) Management Science (forthcoming).

Zhang, Lingling, and Doug J. Chung.

"The Air War Versus the Ground Game: An Analysis of Multi-Channel Marketing in U.S.

Presidential Elections."

(pdf) Marketing Science 39, no. 5 (September–October 2020): 872–892.

Chung, Doug J., Byungyeon Kim, and Niladri B. Syam.

"A Practical Approach to Sales Compensation: What Do We Know Now?

What Should We Know in the Future?" (pdf) Foundations and Trends® in Marketing 14, no. 1 (2020): 1–52.

Chung, Doug J., Das Narayandas, and Dongkyu Chang.

"The Effects of Quota Frequency: Sales Performance and Product Focus."

(pdf) Management Science (forthcoming).

Zhang, Lingling, and Doug J. Chung.

"Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market."

(pdf) Marketing Science 39, no. 4 (July–August 2020): 687–706.

Chung, Doug J., Byungyeon Kim, and Byoung G. Park.

"How Do Sales Efforts Pay Off?

Dynamic Panel Data Analysis in the Nerlove-Arrow Framework."

(pdf) Management Science 65, no. 11 (November 2019): 5197–5218.

Chung, Doug J., Isabel Huber, Vinay Murthy, Varun Sunku, and Marije Weber.

"Setting Better Sales Goals with Analytics."

Harvard Business Review (website) (July 9, 2019).

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).

Chung, Doug J., and Das Narayandas.

"Incentives versus Reciprocity: Insights from a Field Experiment."

(pdf) Journal of Marketing Research (JMR) 54, no. 4 (August 2017): 511–524.

(Lead article.)

Chung, Doug J., and Das Narayandas.

"Study: More Frequent Sales Quotas Help Volume but Hurt Profits."

Harvard Business Review (website) (August 14, 2017).

Chung, Doug J. "How Much Is a Win Worth?

An Application to Intercollegiate Athletics."

(pdf) Management Science 63, no. 2 (February 2017): 548–565.

Chung, Doug J. "How to Really Motivate Salespeople."

Harvard Business Review 93, no. 4 (April 2015): 54–61.

Chung, Doug J., Thomas Steenburgh, and K. Sudhir.

"Do Bonuses Enhance Sales Productivity?

A Dynamic Structural Analysis of Bonus-Based Compensation Plans."

Marketing Science 33, no. 2 (March–April 2014): 165–187.

(Lead article.

Featured in HBS Working Knowledge.)

Chung, Doug J., Tom Steenburgh, and K. Sudhir.

"Motivating Diverse Salespeople Through a Common Incentive Plan."

European Financial Review (October–November 2013), 45–47.

(Lead article.)

Chung, Doug J. "The Dynamic Advertising Effect of Collegiate Athletics."

(pdf) Marketing Science 32, no. 5 (September–October 2013): 679–698.

(Lead article.

Featured in HBS Working Knowledge.)