Anne T. Coughlan

Northwestern University - Kellogg School of Management

Polk Bros. Chair in Retailing and Professor of Marketing

2001 Sheridan Road

Evanston, IL 60208

United States

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

SCHOLARLY PAPERS

12

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2,335

SSRN CITATIONS
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Top 27,324

in Total Papers Citations

7

CROSSREF CITATIONS

19

Scholarly Papers (12)

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
Northwestern University - Kellogg School of Management and University of Rochester - Simon Business School
Downloads 590 (46,933)
Citation 8

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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 Northwestern University - Kellogg School of Management
Downloads 442 (67,311)
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
Northwestern University - Kellogg School of Management, University of Muenster and University of Muenster
Downloads 275 (115,352)
Citation 2

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

4.

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, Northwestern University - Kellogg School of Management and Salisbury University - Franklin P. Perdue School of Business
Downloads 221 (143,869)

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Franchising, Performance, Panel Data, Cointegration Analysis

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

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 Northwestern University - Kellogg School of Management
Downloads 176 (177,447)

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Compensation, salesforce compensation, transaction costs, international, taxes

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

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 Northwestern University - Kellogg School of Management
Downloads 124 (237,432)

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

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

Journal of Small Business Management, Vol. 54, Issue 2, pp. 506-531, 2016
Number of pages: 26 Posted: 03 Mar 2016
Manish Kacker, Rajiv P. Dant, Jamie Emerson and Anne T. Coughlan
McMaster University - Michael G. DeGroote School of Business, University of Oklahoma - Michael F. Price College of Business, Salisbury University - Franklin P. Perdue School of Business and Northwestern University - Kellogg School of Management
Downloads 1 (709,021)
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9.

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

Number of pages: 39 Posted: 15 Nov 2010
Northwestern University - Kellogg School of Management, University of Kansas - School of Business, University of Kansas and University of Kansas - School of Business
Downloads 104 (268,302)

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

10.

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 and Dawn Iacobucci
Indiana University Bloomington, Northwestern University - Kellogg School of Management and Vanderbilt University - Marketing
Downloads 17 (560,525)

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

12.

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
HEC Paris - Marketing, Northwestern University - Kellogg School of Management, INSEAD - Marketing and Vanderbilt University - Marketing
Downloads 15 (572,853)
Citation 3

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

Other Papers (1)

Total Downloads: 1