
- 28 Jan 2020
- Working Paper Summaries
Does Apple Anchor a Shopping Mall? The Effect of the Technology Stores on the Formation of Market Structure
Anchor stores are the key tenants in a mall, occupying most of the gross leasable area and generating much of the foot traffic. This research provides a framework to understand why new and traditional anchor stores join a shopping mall and how their decisions affect mall configuration.

- 17 Dec 2019
- Working Paper Summaries
Does Apple Anchor a Shopping Mall? The Effect of the Technology Stores on the Formation of Market Structure
How do technology stores, particularly those owned by Apple and Microsoft, affect retail sales and market dynamics at malls? Through modeling and simulation, the authors found that these stores helped malls draw more high-income consumers, supporting the entry of upscale stores and exit of midscale and discount stores.

- 22 Oct 2019
- Research & Ideas
Use Artificial Intelligence to Set Sales Targets That Motivate
Setting sales targets has always been an inexact science, with serious consequences if done poorly. Using AI-based advanced analytics might be the answer, argues Doug Chung. Open for comment; 0 Comments.

- 08 Jul 2019
- Research & Ideas
Are Paywalls Saving Newspapers?
Newspapers with reputable brands and unique content are finding success behind paywalls. For most papers, however, the future is not so clear, says Doug J. Chung. Open for comment; 0 Comments.

- 30 Jun 2019
- Working Paper Summaries
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
When sales forces are well managed, firms can induce greater performance from them. For this study, the authors collaborated with a major multinational firm to develop and estimate a dynamic structural model of sales employee responses to various management instruments like compensation, training, and recruiting/termination policies.

- 17 Jun 2019
- Working Paper Summaries
The Comprehensive Effects of a Digital Paywall Sales Strategy
Many print media firms are switching to a business model requiring readers to pay for online content. This study of media paywall strategies in the US finds that adopting a digital paywall can lead to positive demand substitution from digital to print channels, particularly for large-sized firms and those with unique content.

- 06 Jul 2017
- Working Paper Summaries
Do All Your Detailing Efforts Pay Off? Dynamic Panel Data Methods Revisited
Personal selling in the form of detailing to physicians is the main go-to-market practice in the pharmaceutical industry. This paper provides a practical framework to analyze the effectiveness of detailing efforts. The method and empirical insights can help firms allocate sales-force resources more efficiently and devise optimal routes and call-pattern designs.
- 13 Jun 2017
- First Look
First Look at New Research and Ideas, June 13
Focus on a few growth metrics ... Immigrants and ingenuity ... How important is ‘detailing’ to medical sales?
- 22 Mar 2017
- Research & Ideas
What's the Ideal Frequency for a Sales Quota?
Sales reps feed on two forms of compensation: salary, and a bonus tied to achieving a periodic quota. Would a more frequent quota incentivize better numbers? Doug Chung and Das Narayandas offer some answers. Open for comment; 0 Comments.

- 20 Feb 2017
- Working Paper Summaries
Where Should We Build a Mall? The Formation of Market Structure and Its Effect on Sales
In spite of the recent surge in e-commerce, brick-and-mortar retail, specifically in the form of large-scale shopping malls, is still the dominant venue for consumer purchases in the developed world. The construction of mass-scale shopping malls has also experienced tremendous growth in newly industrialized countries such as China. This research provides a rigorous, yet practical, framework to understand and evaluate why retail stores join a shopping mall and how their decisions affect mall revenue. The model can be extended and applied to a number of settings where a decision maker must choose among alternative sites to construct a market, for example, for transportation hubs such as airports or train stations.
- 14 Feb 2017
- First Look
First Look at New Research: February 14
After a business is sold, it becomes a hit ... The best location for a shopping mall ... Patent trolls cost jobs.

- 25 Jan 2017
- Working Paper Summaries
The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment
This study of different sales quotas and their effect on sales performance at a major retail chain in Sweden finds that changing from a monthly to a daily quota plan increases performance mainly for low-performing salespeople.
- 17 Jan 2017
- First Look
First Look at New Research: January 17
Should sales people be rewarded daily? ... How do firms survive long term in emerging markets? ... Entrepreneurs try to improve the mattress-buying experience.

- 07 Apr 2016
- Working Paper Summaries
Strategic Channel Selection with Online Platforms: An Empirical Analysis of the Daily Deal Industry
Platform businesses grow by connecting groups of customers. This study sheds light on the relative bargaining power of platforms and merchants, demonstrating that price bargaining power is an important factor to consider in platform competition. When the platform is too big and powerful, its strong bargaining power may push away some business partners and hence slow down growth.
- 26 Oct 2015
- Research & Ideas
What’s the Value of a Win in College Athletics?
As debate continues over whether student-athletes should be paid, professor Doug Chung’s research on the massive money being earned by collegiate football and basketball programs could help guide the answer. Open for comment; 0 Comments.

- 13 Aug 2015
- Working Paper Summaries
Selling to a Moving Target: Dynamic Marketing Effects in U.S. Presidential Elections
Electing the President of the United States is a decision with deep and lasting global repercussions, yet predicting the likelihood of success of any presidential campaign has been an inexact science, at best. This paper examines political campaigns' use of marketing activities using a unique and comprehensive data set that covers the past three US presidential elections. Among the findings, a candidate's own advertising is more effective than outside (or PAC) advertising. Advertising and campaign appearances work more favorably towards Republican candidates. In contrast, field operations are more effective for Democratic candidates, primarily through get-out-the-vote efforts. These insights together lay a foundation for more effective allocation of campaign resources in future presidential elections. Closed for comment; 0 Comments.
- 06 Jul 2015
- Research & Ideas
Money and Quotas Motivate the Sales Force Best
Bonus programs are effective for motivating sales people, but also costly for companies to maintain. Doug Chung and Das Narayandas study several compensation schemes to see which work best. Open for comment; 0 Comments.

- 21 May 2015
- Working Paper Summaries
Incentives versus Reciprocity: Insights from a Field Experiment
Sales force compensation is a key instrument available to firms for motivating and enhancing sales performance. What are the most effective forms of compensation? In a field experiment involving four regional sales forces of a prominent firm in India, the authors examined the impact of conditional and unconditional bonus schemes. Findings from this study provide guidance to firms on how to use conditional and unconditional compensation to enhance sales rep productivity and better manage the achievement of sales forecasts. Closed for comment; 0 Comments.
- 28 Jan 2015
- Research & Ideas
Ground Game, Air Wars, and Other Marketing Lessons From Presidential Elections
In the last few presidential elections, personal selling—not mass advertising—has tipped the difference for Democrats. But that's not always the case. Doug J. Chung's lessons of electoral war for all marketers. Open for comment; 0 Comments.
What South Korea Teaches the World About Fighting COVID
South Korea initially had the largest number of Coronavirus infections outside of China, but new cases have decreased sharply. What is the country doing right? asks Doug Chung. Open for comment; 0 Comments.