Showing results 1 - 2 of 2
| Das Narayandas
June 2020, Opinion, "The past four months have provided an opportunity to study a once-in-a-lifetime moment — how companies function during an unprecedented global pandemic while also navigating an accelerated shift to digital operations. China was weeks ahead of the rest of the world in dealing with the pandemic and its fallout, so their experience is of interest. We conducted a series of 20 in-depth, in-person interviews, as well as a large-…
| Das Narayandas | Doug J. 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…