Introduction

I am a PhD candidate in the Marketing Unit at Harvard Business School.

 

My research agenda includes the broad topics in sales management, specifically in the domains of personal selling and business-to-business marketing. I seek to understand the implications of sales management policy design on salespeople's behavior, focusing on ways to better motivate and direct salespeople toward organization's goals. To answer the research questions, I formulate empirical models based on industrial organization and econometrics methods as well as principal-agent and microeconomic theories. Across a number of projects, I investigate the implications of compensation, training, call planning, and shift-scheduling policies on the performance and selection of salespeople. Most recently, my job market paper examines the role of behavior-based and outcome-based control measures on sales force behavior.