Anne T Coughlan

Phone+1 847 491 3522
Emaila-coughlankellogg.northwesternedu

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Research activity per year

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.

Expertise related to UN Sustainable Development Goals

In 2015, UN member states agreed to 17 global Sustainable Development Goals (SDGs) to end poverty, protect the planet and ensure prosperity for all. This person’s work contributes towards the following SDG(s):

Education/Academic qualification

Economics, PhD, Stanford University

… → 1982

Economics, BA, Stanford University

… → 1977

Research interests keywords

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

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