I’m the J.L. and Helen Kellogg Professor of Marketing at the Kellogg School of Management at Northwestern University in Evanston, Illinois.  My main interests are in distribution channel design and management; compensation of salespeople, sales managers, and channel partners; pricing; and competitive strategy.  Emerging market strategies in these areas are also in my interest set.

You can visit my Kellogg webpage and its links (including my personal website) at:

http://www.kellogg.northwestern.edu/Faculty/Directory/Coughlan_Anne.aspx .

In addition to research and teaching, I work with companies on their distribution channel strategies and the challenges that arise in going to market, including expert witness analysis and testimony.  Some areas of recent interest and work include Minimum Advertised Pricing (MAP) policy implementation in retail distribution; direct selling and multi-level marketing (MLM); and compensation in complex sales organizations that include National Account Managers (NAMs), Sales Managers (SMs), and Field Salespeople (FS).

Outside of work, my main avocation is growing cacti, succulents, and bromeliads in my greenhouse:

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