Anne T. Coughlan

J.L. & Helen Kellogg Professor of Marketing

Kellogg School of Management

Northwestern University

2001 Sheridan Road

Evanston, IL 60208-2008

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(847)491-2719, (847)491-3522


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Anne T. Coughlan is the J.L. & Helen Kellogg Professor of Marketing at the Kellogg School of Management at Northwestern University.Prior to joining Kellogg in 1985, she was on the faculty of the Graduate School of Business of the University of Rochester (1981-1985).She received her bachelorís degree in Economics (Phi Beta Kappa, with Honors and Distinction, 1977) and her Ph.D. in Economics (1982) both from Stanford University.She was a visiting Professor of Marketing at INSEAD, in Fontainebleau, France, in 1997-98.


Professor Coughlanís research interests are in the areas of distribution channels and routes to market; reverse channels; direct marketing and multi-level marketing; compensation and motivation in sales organizations; MAP (Minimum Advertised Price) policies and their enforcement; and the management of new, used, and returned goods in distribution.She has 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, Quantitative Marketing and Economics, Journal of Business, Journal of Marketing, and Journal of Retailing.She has served in editorial and reviewing capacities for several major academic journals, and currently serves as an Associate Editor of Marketing Science.She is a co-editor of the Quantitative Marketing Journal and the Marketing Science eJournal of the Social Sciences Research Network.Professor Coughlan is also the author of MBA cases on Michaels Craft Stores, Mary Kay Corporation, CEMEX, Guarantee Mutual, Invisalign, Verklar Roof Windows, West Bend Company, and Landsí End, and is the lead author of Marketing Channels, 7th edition (Prentice-Hall, 2006), a leading textbook and reference work in the area of distribution channel design and management.


Professor Coughlan teaches classes on distribution channel strategies at the MBA and Executive MBA levels, as well as teaching in many executive education programs at Kellogg as well, including the Distribution Channel Management Program (as Academic Director), the Pricing Strategies Program, and the Consumer Marketing Strategies Program.She has done consulting and custom executive education programs for a wide variety of companies, including BASF, Diageo, GlaxoSmithkline, Honeywell, International Paper, Mead Johnson, Microsoft, Monsanto, Motorola, and Roche Pharmaceuticals.She served on the Board of Trustees of The Kent Funds (a Michigan-based bank proprietary mutual fund family) from 1994-97 and served from 1994-2009 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 IQ (formerly Channel Velocity), an online retail intelligence firm, since September 2004.