Doug J. Chung

Associate Professor of Business Administration

Doug J. Chung is an associate professor of business administration in the Marketing unit and teaches Personal Selling & 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. 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 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 Forces. He also held a variety of industry positions with several multinational companies.

  1. Member of the Edward A. Bouchet Graduate Honor Society.

  2. 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.

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

  4. 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.

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

  6. 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.