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

CROSSREF CITATIONS

18

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 598 (52,406)
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 442 (76,281)
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 331 (106,537)
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 223 (159,838)

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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 179 (195,640)

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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

Downloads 128 (257,721)
Citation 5

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 127 (260,241)

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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 Kellogg School, Northwestern University
Downloads 1 (780,682)
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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
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 106 (295,324)

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

10.

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 60 (411,845)

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

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 30 (538,813)
Citation 1

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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
Dominique Rouzies, Anne T. Coughlan, Erin Anderson and Dawn Iacobucci
HEC Paris - Marketing, Kellogg School, Northwestern University, INSEAD - Marketing and Vanderbilt University - Marketing
Downloads 18 (614,498)
Citation 3

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

13.

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, Kellogg School, Northwestern University and Vanderbilt University - Marketing
Downloads 17 (621,191)

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

Other Papers (1)

Total Downloads: 2
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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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