Byungyeon Kim
Assistant Professor of Marketing
Minnesota Carlson
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About Me
Welcome! I am an Assistant Professor of Marketing at the Carlson School of Management, University of Minnesota. Through research, I seek to understand the implications of various sales management policies, focusing on ways to better motivate and direct salespeople toward organizational goals. I approach these problems quantitatively: Formulating empirical models drawing on principal-agent and industrial organization theories; and estimating them employing structural econometric methods.
I received a PhD in Business Administration from Harvard University, and a Master of Science in Marketing and Bachelor of Business Administration from Korea University. Prior to entering academics, I worked as a marketing manager at POSCO, where I strategized B2B sales.
Publications
Hisham Abdulhalim, Byungyeon Kim, Elie Ofek, Adi Shalev, and Talia Tron (2026). “Deep Learning in the Service of Customer Service: The Value of AI-Based Timely Performance Feedback.” Forthcoming, The International Journal of Research in Marketing.
Doug J. Chung, Byungyeon Kim, and Byoung G. Park (2025). “Time Dependence and Time Preference: Implications for Compensation Structure.” Marketing Science, 44(6): 1339-1361.
Byungyeon Kim, Oded Koenigsberg, and Elie Ofek (2022). “I Don’t “Recall”: The Decision to Delay New Product Launch to Avoid Costly Product Failure.” Management Science, 68(12): 8889-8908.
Doug J. Chung, Byungyeon Kim, and Byoung G. Park (2021). “The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training.” Management Science, 67(11): 7046-7074.
Finalist, 2020 Gary L. Lilien ISMS-MSI Practice Prize
Doug J. Chung, Byungyeon Kim, and Niladri B. Syam (2020). “A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?” Foundations and Trends in Marketing, 14(1): 1-52.
Doug J. Chung, Byungyeon Kim, and Byoung G. Park (2019). “How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework.” Management Science, 65(11): 5197-5218.
Byungyeon Kim, Takuya Satomura, and Jaehwan Kim (2017). “A Direct Utility Model with Dynamic Constraint.” Asia Marketing Journal, 18(4):125-138.
Working Papers
Byungyeon Kim, Oded Koenigsberg, Dominique Lauga, and Elie Ofek. “How Low Should You Go? Minimum Viable Product Strategy with Dynamic Learning.” Major Revision, Management Science.
Lucy Shen, Byungyeon Kim, and Elie Ofek. “Now You See It, Now You Don’t: Leveraging Transient Content alongside Permanent Content to Foster Social Media Engagement.” Under 2nd Round Review, Journal of Interactive Marketing.
Byungyeon Kim and Doug J. Chung. “A Structural Analysis of Sales Force Control Policies: Call Planning, Input- and Outcome-Based Compensation, and Price Delegation.”
(Previously circulated under the title “Managing Relational Sales: The Role of Behavior-Based and Outcome-Based Controls.”)
Winner, 2022 John A. Howard / AMA Doctoral Dissertation Award
Winner, 2021 ISBM Doctoral Support Award Competition
Luqian Sun and Byungyeon Kim. “A Structural Analysis of Contracting Officer’s Behavior on Supplier Entry and Procurement Performance.”
Research in Progress
Byungyeon Kim and Doug J. Chung. “The Effects of Sales Incentive Design on Customer Relationship Management.”
Sung Joo Kim, Wreeto Kar, Byungyeon Kim, and S. Siddarth. “To sell or to buy? A structural analysis of Multi-Level Marketing Compensation.”
Luqian Sun and Byungyeon Kim. “The Price of Influence: A Structural Analysis of Creator’s Trade-Off Between Reputation and Revenue.”
Honors and Awards
Faculty Representative, Haring Symposium, 2024
Fellow, ISMS Early-Career Scholars Camp, 2023
Winner, 2022 John A. Howard / AMA Doctoral Dissertation Award, 2023
Winner, 2021 ISBM Doctoral Support Award Competition, 2022
Finalist, Gary L. Lilien ISMS-MSI Practice Prize, 2020
Fellow, AMA-Sheth Foundation Doctoral Consortium, 2020
Fellow, Marketing Science Doctoral Consortium, 2019
Graduate Fellowship, Harvard University, 2016 - 2022
Master’s Thesis Proposal Award, Korea University, 2015
Graduate Fellowship, Korea University, 2014 - 2016
Scholarship for Academic Excellence, Korea University, 2007
Teaching
Marketing Research, Minnesota Carlson, 2023 - Present
(Teaching Rating: 5.86/6.00, Fall 2025)
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