Anne T Coughlan

  • Source: Scopus
1985 …2016

Research activity per year

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Personal profile

Research Interests

Dr. Coughlan's main research interests are in the areas of distribution channels, sales force management and compensation, and pricing. Current research projects include optimal management of multi-level marketing distribution channels; sales force diversification and optimal group incentive payments; drivers and management of sales force turnover; measuring compliance, monitoring, and enforcement of MAP policies; and wardrobing and optimal open-box retail sales.

Education/Academic qualification

Economics, PhD, Stanford University

… → 1982

Economics, BA, Stanford University

… → 1977

Research interests

  • Direct marketing
  • Distribution channels
  • International marketing
  • Marketing strategy
  • Pricing and price perception
  • Sales force management
  • Strategy


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