Browsing HBS Scholarly Articles by Author "Narayandas, Das"

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The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment

Chung, Doug Jin; Narayandas, Das (2017-01-18)

We collaborate with a Swedish retail chain to conduct a field experiment in which we change the sales force compensation scheme from a monthly to a daily quota plan. This intervention, along with a control group that did ...
Incentives versus Reciprocity: Insights from a Field Experiment

Chung, Doug Jin; Narayandas, Das (2015-05-06)

We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model salesforce ...