Byungyeon Kim

Byungyeon Kim is a PhD candidate in the Marketing Unit at Harvard Business School. Byungyeon's research focuses on sales management, specifically in the domains of personal selling and business-to-business marketing. He examines the implications of sales management policy design on salespeople's behavior and is particularly interested in ways to better motivate and direct salespeople toward organization's goals. To answer the research questions, he formulates empirical models based on industrial organization and econometrics methods as well as principal-agent and microeconomic theories. Across a number of projects, he investigates the implications of compensation, training, call planning, and shift-scheduling policies on the performance and selection of salespeople. Most recently, his job market paper examines the role of behavior-based and outcome-based control measures on sales force behavior.

Byungyeon received his Master of Science in Marketing and Bachelor in Business Administration, both from Korea University Business School. Prior to his studies, he worked as a marketing manager in the marketing strategy department at POSCO.