• 1419 Citations
1985 …2016

Research output 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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Research Output

How Firm Strategies Impact Size of Partner-Based Retail Networks: Evidence From Franchising

Kacker, M., Dant, R. P., Emerson, J. & Coughlan, A. T., Apr 1 2016, In : Journal of Small Business Management. 54, 2, p. 506-531 26 p.

Research output: Contribution to journalArticle

  • 14 Scopus citations

    Minimum advertised pricing: Patterns of violation in competitive retail markets

    Israeli, A., Anderson, E. T. & Coughlan, A. T., Jul 1 2016, In : Marketing Science. 35, 4, p. 539-564 26 p.

    Research output: Contribution to journalArticle

  • 9 Scopus citations
  • Wardrobing: Is It Really All That Bad?

    Timoumi, A. & Coughlan, A. T., Jan 2013, 45 p.

    Research output: Working paper

    Sales force compensation: Research insights and research potential

    Coughlan, A. T. & Joseph, K., Jan 1 2012, Handbook of Business-to-Business Marketing. Edward Elgar Publishing Ltd., p. 473-495 23 p.

    Research output: Chapter in Book/Report/Conference proceedingChapter

    9 Scopus citations