Narrow search
Showing 1 - 10 of 268
Cover Image
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
Chung, Doug J.; Steenburgh, Thomas J.; Sudhir, K. - 2013
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity across all segments; (2)...
Persistent link: https://www.econbiz.de/10014046078
Cover Image
Do bonuses enhance sales productivity? : a dynamic structural analysis of bonus-based compensation plans
Chung, Doug J.; Steenburgh, Thomas J.; Sudhir, K. - In: MSI reports : working paper series (2009) 3, pp. 103-124
Persistent link: https://www.econbiz.de/10003950216
Cover Image
Do bonuses enhance sales productivity? : a dynamic structural analysis of bonus-based compensation plans
Chung, Doug J.; Steenburgh, Thomas J.; Sudhir, K. - 2013
Persistent link: https://www.econbiz.de/10009712367
Cover Image
Do bonuses enhance sales productivity? : a dynamic structural analysis of bonus-based compensation plans
Chung, Doug J.; Steenburgh, Thomas J.; Sudhir, K. - 2010
Persistent link: https://www.econbiz.de/10008729398
Cover Image
The dynamic advertising effect of collegiate athletics
Chung, Doug J. - In: Marketing science 32 (2013) 5, pp. 679-698
Persistent link: https://www.econbiz.de/10010199460
Cover Image
The dynamic advertising effect of collegiate athletics
Chung, Doug J. - 2013
Persistent link: https://www.econbiz.de/10009712366
Cover Image
How much is a win worth? : an application to intercollegiate athletics
Chung, Doug J. - In: Management science : journal of the Institute for … 63 (2017) 2, pp. 548-565
Persistent link: https://www.econbiz.de/10011647380
Cover Image
How to shift from selling products to selling services : it takes different skills and a different focus
Chung, Doug J. - In: Harvard business review : HBR 99 (2021) 2, pp. 48-52
Persistent link: https://www.econbiz.de/10012548833
Cover Image
The role of cultural diversity in creating value : a case study of South Korea's pop band BTS
Chung, Doug J.; Koo, Kay R. - In: Asia Pacific business review 29 (2023) 5, pp. 1275-1299
Persistent link: https://www.econbiz.de/10014426226
Cover Image
The air war versus the ground game : an analysis of multi-channel marketing in US presidential elections
Chung, Doug J.; Zhang, Lingling - 2014
Persistent link: https://www.econbiz.de/10010485200