Ph.D., Economics, Stanford University
Anne Coughlan holds the Polk Brothers Chair in Retailing 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 modeling optimal restocking fees in returns management and how this affects consumer behavior and optimal pricing; 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 an international study of how taxation policies and job challenge interact in the setting of sales compensation in several European countries.
Dr. Coughlan was the lead author of Marketing Channels (a Prentice-Hall textbook) through its seventh edition. She serves as Associate Editor and member of the editorial board of the journal Marketing Science, as Editor in Chief of the SSRN Marketing Research Network and of its Quantitative Marketing e-Journal and the Marketing Science e-Journal.
For her excellence in teaching, Dr. Coughlan was the recipient of the school’s Executive Master’s Program Teacher of the Year Award for the best elective course in 1996 and again in 2003, as well as receiving the Sidney J. Levy Teaching Award in 2000-01. She teaches classes on distribution channel strategies at the MBA and executive MBA levels, and on quantitative models in marketing at the doctoral level.
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.