Anne T. Coughlan

Kellogg School, Northwestern University

Polk Bros. Chair in Retailing and Professor of Marketing, Emerita

2211 Campus Drive

Evanston, IL 60208

United States

http://www.kellogg.nwu.edu/faculty/bio/Coughlan.htm

  • Kellogg School, Northwestern University

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SCHOLARLY PAPERS

14

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14

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14

Scholarly Papers (14)

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1.

Price-Matching Guarantees, Retail Competition, and Product-Line Assortment

Simon Business School Working Paper No. FR 03-29
Number of pages: 37 Posted: 03 Nov 2003
Anne T. Coughlan and Greg Shaffer
Kellogg School, Northwestern University and University of Rochester - Simon Business School
Downloads 600 (56,863)
Citation 9

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Price-matching guarantees, retail competition,

2.

Channel Training Strategies in High-Technology Industries

Number of pages: 52 Posted: 17 Sep 2002
Fabio Caldieraro and Anne T. Coughlan
Santa Clara University - Marketing and Kellogg School, Northwestern University
Downloads 443 (82,676)
Citation 3

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Salesforce training, channels of distribution, product life cycle

3.

Join, Stay, Leave: A Study of Direct-Selling Distributors

Number of pages: 68 Posted: 22 Sep 2016
Anne T. Coughlan, Manfred Krafft and Julian Allendorf
Kellogg School, Northwestern University, University of Muenster and University of Muenster
Downloads 368 (102,457)
Citation 5

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MLM, Multi-Level Marketing, Direct-Selling, Distributors, Sales Compensation, Turnover

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MLM, multi-level marketing, direct selling, distribution, economic harm, distributors

5.

A Cointegration Analysis of the Correlates of Performance in Franchised Channels

ECONOMICS AND MANAGEMENT OF NETWORKS: FRANCHISING NETWORKS, COOPERATIVES, JOINT VENTURES AND ALL, Gerard Cliquet et. al., eds., 2007
Number of pages: 22 Posted: 27 May 2006 Last Revised: 18 May 2018
Rajiv P. Dant, Manish Kacker, Anne T. Coughlan and Jamie Emerson
Michael F Price College of Business, University of Oklahoma, McMaster University - Michael G. DeGroote School of Business, Kellogg School, Northwestern University and Salisbury University - Franklin P. Perdue School of Business
Downloads 224 (171,704)

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Franchising, Performance, Panel Data, Cointegration Analysis

6.

How Internal Transaction Costs Drive Compensation Schemes

Number of pages: 41 Posted: 15 Oct 2004
Dominique Rouzies, Erin Anderson and Anne T. Coughlan
HEC Paris - Marketing, INSEAD - Marketing and Kellogg School, Northwestern University
Downloads 183 (206,697)

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Compensation, salesforce compensation, transaction costs, international, taxes

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trademark infringement, event study, stock returns, brand equity, advertising

8.

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

Journal of Small Business Management, Forthcoming
Number of pages: 51 Posted: 01 Jul 2013 Last Revised: 08 Jul 2013
Manish Kacker, Rajiv P. Dant, Jamie Emerson and Anne T. Coughlan
McMaster University - Michael G. DeGroote School of Business, Michael F Price College of Business, University of Oklahoma, Salisbury University - Franklin P. Perdue School of Business and Kellogg School, Northwestern University
Downloads 129 (275,230)

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franchising, distribution channels, partnering strategies, retailing, agency theory, organizational performance, econometric analysis, dual distribution

9.

Direct Selling Under Scrutiny: Assessing Analytic Direct Selling Models

Number of pages: 50 Posted: 07 Dec 2020
Patrick L. Brockett, Anne T. Coughlan, Linda Ferrell, O.C. Ferrell, Linda L. Golden, Charles Ingene, Lou E. Pelton and Robert A. Peterson
University of Texas at Austin - Department of Information, Risk and Operations Management, Kellogg School, Northwestern University, Harbert College of Business, Auburn University, Harbert College of Business, Auburn University, University of Texas at Austin - Red McCombs School of Business, University of Oklahoma, G. Brint Ryan College of Business, University of North Texas and University of Texas at Austin
Downloads 107 (314,678)

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Direct Selling, Pyramid Schemes, Retailing, Analytic Modeling, Economic Modeling, Marketing

10.

The Information Content of Marketing Investments: The Case of Sales Force Resizing Announcements

Number of pages: 39 Posted: 15 Nov 2010
Anne T. Coughlan, Kissan Joseph, Duane Myer and M. Babajide Wintoki
Kellogg School, Northwestern University, University of Kansas - School of Business, University of Kansas and University of Kansas - School of Business
Downloads 107 (314,678)

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Sales Force Management, Marketing-Finance Interface, Stock Market Valuation, Stock Return Modeling, Information Content of Announcements

11.

Consumer Harm from Voluntary Business Arrangements: What Conditions are Necessary?

Number of pages: 35 Posted: 16 Nov 2019
Anne T. Coughlan
Kellogg School, Northwestern University
Downloads 43 (509,467)
Citation 1

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Consumer Harm, pyramid scheme, gig economy, multi-level marketing, MLM, distribution channel, entrepreneurship

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Direct Selling, Network Marketing, MLM, Multilevel Marketing, Distribution Channels, Pyramid Schemes, Marketing, Fraud, FTC

13.

Determinants of Pay Levels and Structures in Sales Organizations

Journal of Marketing, Vol. 73 (November 2009), 92-104
Number of pages: 14 Posted: 19 Nov 2015 Last Revised: 19 Feb 2016
Dominique Rouzies, Anne T. Coughlan, Erin Anderson, Dawn Iacobucci and Dawn Iacobucci
HEC Paris - Marketing, Kellogg School, Northwestern University, INSEAD - Marketing and Vanderbilt University - MarketingVanderbilt University - Marketing
Downloads 19 (649,146)
Citation 4

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compensation, motivation, agency theory, pay disparity, sales management

14.

Results on the Standard Error of the Coefficient Alpha Index of Reliability

Marketing Science, Vol. 24, No. 2, Spring 2005, pp. 294-301
Number of pages: 8 Posted: 21 Nov 2015 Last Revised: 19 Feb 2016
Adam Duhachek, Anne T. Coughlan, Dawn Iacobucci and Dawn Iacobucci
Indiana University Bloomington, Kellogg School, Northwestern University and Vanderbilt University - MarketingVanderbilt University - Marketing
Downloads 17 (663,506)

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Other Papers (1)

Total Downloads: 5
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1.

Technical Appendix to: Consumer Harm from Voluntary Business Arrangements: What Conditions Are Necessary?

Number of pages: 21 Posted: 16 Nov 2019 Last Revised: 19 Nov 2019
Anne T. Coughlan
Kellogg School, Northwestern University
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