Doug J. Chung
Associate Professor
Department: Marketing
Additional Titles: Director, Sales and Business Development Forum
Research Areas: Industrial Organization
Doug J. Chung is an associate professor of marketing in the McCombs School of Business at The University of Texas at Austin. He teaches Sales Management and Strategy in the second-year MBA elective curriculum. He was on the faculty at Harvard University for 10 years, where he taught Sales Strategy, B2B Marketing, Marketing Strategy, and Marketing Models in the MBA and executive education programs.
Chung focuses his research primarily on business/sales strategy, sales force management, and incentive compensation. He has worked with companies worldwide to develop effective employee incentive compensation systems, and his work has been published in Marketing Science, Management Science, Journal of Marketing Research and Harvard Business Review. His current work examines how specific elements of an incentive compensation system affect the performance and selection of various types of sales employees.
He received a Ph.D. from Yale University and completed his undergraduate studies at Korea University. He currently serves as a senior external adviser for McKinsey & Company's sales and marketing practices. Before pursuing a career in academics, Chung served as a platoon commander in the South Korean Special Warfare Command.
ACADEMIC LEADERSHIP & AWARDS
2020 |
Finalist, Gary L. Lilien ISMS-MSI Practice Prize |
2021 |
Finalist, Don Morrison Long Term Impact Award |
2015 |
Finalist, Frank M. Bass Award |
2014 |
Finalist, John D. C. Little Award |
2011 |
Winner, ISMS Doctoral Dissertation Competition |
2011 |
Winner, Mary Kay Doctoral Dissertation Competition |
Publications
Alexander Dierks, Jochen Böringer, Doug J. Chung, Isabel Huber and Jan-Christoph Köstring. March 2023. Leveraging Growth Analytics for B2B Sales. Harvard Business Review (online). Mar. 21.
Doug Chung. Kyoungwon Seo, and Reo Song. Efficient Computation of Discrete Games: Estimating the Effect of Apple on Market Structure. Production and Operations Management. Forthcoming.
Doug J. Chung, Isabel Huber, Jean-Charles Devignes, and Tom Clauwaert. “How B2B Businesses Can Get Omnichannel Sales Right,” Harvard Business Review (digital edition), 2022.
Doug J. Chung, Byungyeon Kim, and Byoung G. Park. “The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Compensation, Selection, and Training,” Management Science, 2021.
Doug J. Chung, Das Narayandas, and Dongkyu Chang. “The Effects of Quota Frequency: Sales Performance and Product Focus,” Management Science, 2021.
Doug J. Chung, Isabel Huber, Cuneyt Kayacan, Philipp Landauer, and Varun Sunku. “What’s Your Sales Automation Strategy?” Harvard Business Review (digital edition), 2021.
Doug J. Chung. “How to Transform from Selling Products to Selling Services,” Harvard Business Review, 2021.
Lingling Zhang and Doug J. Chung. “The Air War Versus the Ground Game: The Analysis of Multi-Channel Marketing in U.S. Presidential Elections,” Marketing Science, 2020.
Doug J. Chung, Byungyeon Kim, and Niladri B. Syam. A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future? Foundations and Trends® in Marketing, 2020.
Lingling Zhang and Doug J. Chung. “Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market,” Marketing Science, 2020.
Doug J. Chung, Byungyeon Kim, and Byoung G. Park. “How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework,” Management Science, 2019.
Doug J. Chung and Das Narayandas. “Incentive versus Reciprocity: Insights from a Field Experiment,” Journal of Marketing Research, 2017 (Lead article).
Doug J. Chung. “How Much is a Win Worth? An Application to Intercollegiate Athletics,” Management Science, 2017.
Doug J. Chung. “How to Really Motivate Salespeople,” Harvard Business Review, 2015.
Doug J. Chung, Tom Steenburgh, and K. Sudhir. “Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans,” Marketing Science, 2014 (Lead article).
Doug J. Chung, Tom Steenburgh, and K. Sudhir. “Motivating Diverse Salespeople Through a Common Incentive Plan,” European Financial Review, 2013.
Doug J. Chung. “The Dynamic Advertising Effect of Collegiate Athletics,” Marketing Science, no. 2013 (Lead article).