Doug Chung, HBS: The Effects of Quota Frequency on Sales Force Performance


Harvard Business School
MBA Class of 1962 Associate Professor of Business Administration

Doug J. Chung is the MBA Class of 1962 Associate Professor of Business Administration in the Marketing unit at Harvard Business School. He teaches Sales & Sales Force Management and Business-to-Business Marketing in the second year MBA Elective Curriculum. He also teaches Marketing Models in the DBA Curriculum and in various Executive Education programs at the Harvard Business School and Harvard Law School. He has previously taught the core Marketing course in the first year MBA Required Curriculum.

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 ScienceManagement ScienceJournal of Marketing ResearchHarvard Business Review, and the European Financial Review. His current work examines how different elements of an incentive compensation plan affect the performance 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. 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.

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