Marketing Channels shows readers how to design, develop, maintain, and manage effective relationships among worldwide marketing channels to achieve sustainable competitive advantage by using strategic and managerial frames of reference. Marketing Channels Structure, Functions, and a Framework for Analysis; Segmentation for Marketing Channel Design: Service Outputs; Supply-Side Channel Analysis: Channel Flows and Efficiency Analysis; Supply-Side Channel Analysis: Channel Structure and Intensity; Gap Analysis; Channel Power: Getting It, Using It, Keeping It; Managing Conflict to Increase Channel Coordination; Strategic Alliances in Distribution; Vertical Integration in Distribution; Legal Constraints on Marketing Channel Policies; Retailing; Wholesaling; Franchising; Supply Chain Management For all readers interested in learning more about marketing channels.
Anne T. Coughlan
Anne Coughlan received her bachelor’s degree in Economics (Phi Beta Kappa, with Honors and Distinction, 1977) and her Ph.D. in Economics (1982) both from Stanford University. From 1981 to 1985 she taught at the Graduate School of Business of the University of Rochester as an assistant professor of Economics and Marketing. Since 1985 she has been on the Marketing faculty at the Kellogg School of Management at Northwestern University, where she is currently a tenured Associate Professor of Marketing. She was a visiting Professor of Marketing at INSEAD, in Fontainebleau, France, during the 1997-98 school year.
Professor Coughlan’s teaching, research, and consulting interests lie in the areas of distribution channel management and design, pricing, competitive strategy, and the international applications of these areas. She teaches courses in distribution channel management and design to the Kellogg students in the regular MBA program, the Executive Masters’ Program, and the International Executive MBA program. She won Teacher of the Year awards for the best elective course in the Executive Masters’ Program at Kellogg in 1996 and 2003, and the Sidney J. Levy Teaching Award in 2000-2001. She is a frequent lecturer in executive programs on distribution and pricing, both at Kellogg and around the world. She has consulted and done executive education for various companies including Monsanto, Motorola, AT&T, Square D, Bulkmatic, The Tribune Company, GlaxoSmithkline, Roche, DJ Ortho, and J.M. Huber Engineered Materials.
Professor Coughlan is the lead author (with co-authors Erin Anderson, Louis W. Stern, and Adel I. El-Ansary) ofMarketing Channels, 7th edition (Prentice-Hall, 2006), a leading textbook and reference work in the area of distribution channel design and management. She has also written many scholarly research articles and her work has been published in journals such as Marketing Science, Management Science, International Journal of Research in Marketing, Journal of Business, andJournal of Marketing.
She has served as an Area Editor for Marketing Science and has served on the editorial boards ofJournal of Marketing Research and Marketing Letters. She is currently an Associate Editor atJournal of Economics and Management Strategy and serves on the editorial board ofMarketing Science. She is a co-editor of the Quantitative Marketing Network of the Social Sciences Research Network. Professor Coughlan was elected Secretary-Treasurer (1988-89) and President (1992-93) of the College on Marketing of The Institute for Management Sciences.
Professor Coughlan served on the Board of Trustees of The Kent Funds (a Michigan-based bank proprietary mutual fund family) from 1994-97 and has served since 1994 on the board of directors of The Care of Trees, a national tree care company in the United States. She has been a member of the Advisory Board of Channel Velocity, a reverse logistics company, since September 2004. She served on the Program Committee of the Japan-America Society of Chicago from 1992-1996.
Professor Coughlan is currently doing research on gray marketing, dual distribution in retailing, sales force compensation, direct selling organization management and compensation, brand equity investments in the grocery channel, and the optimal allocation of activities in multi-member distribution channels.
Erin Anderson
Erin Anderson is the John H. Loudon Chaired Professor of International Management and
