• Das Narayandas
  • Doug Jin Chung


Incentives Versus Reciprocity: Insights from a Field Experiment. Doug Chung, Das Narayandas, August 2017, Paper, "The authors conduct a field experiment in which they vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, the authors model sales force performance to identify the effectiveness of various forms of conditional and unconditional compensation." Link