Polk Bros. Chair in Retailing & Prof. of Marketing

Northwestern University

Dr. Anne Coughlan holds the Polk Brothers Chair in Retailing, and is a Professor of Marketing, at the Kellogg School of Management. She joined the faculty in 1985.

Dr. Coughlan’s main research interests are in the areas of distribution channels, sales force management and compensation, and pricing. Current research projects include measuring compliance, monitoring, and enforcement of MAP policies; wardrobing and optimal open-box retail sales; sales force diversification and optimal group incentive payments; optimal management of multi-level marketing distribution channels; and drivers of, and management of, sales force turnover.

Dr. Coughlan was the lead author of Marketing Channels (a Prentice-Hall textbook) through its seventh edition. She is currently writing a new book on building and managing distribution channels with Professor Sandy Jap of Emory University, Strategic Channel Management: Designing Routes to Market.  She serves on the Senior Advisory Board of the Journal of Personal Selling and Sales Management, and is Editor in Chief of the SSRN Marketing Research Network, the Quantitative Marketing e-Journal and the Marketing Science e-Journal.  She has served as an Associate Editor and editorial board member of the journal Marketing Science, and sits on the editorial boards of Journal of Marketing and Journal of Retailing.

Coughlan received her Ph.D. in Economics at Stanford University. Prior to her appointment at Kellogg, she was a professor at the business school of the University of Rochester; she was a Visiting Professor of Marketing at INSEAD in Fontainebleau, France in 1997-98.