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A Field Guide to Channel Strategy: Building Routes to Market
PDF Download A Field Guide to Channel Strategy: Building Routes to Market
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About the Author
Anne T. Coughlan is the Polk Bros. Chair in Retailing, and Professor of Marketing, at the Kellogg School of Management at Northwestern University. She has been at Kellogg since 1985. Her research interests are in the areas of distribution channel management and design; sales force management and compensation; pricing to end-users and through the channel; and competitive strategy. She has worked with dozens of companies on these issues over the years, and is the Academic Director of the Distribution Channel Strategies program at Kellogg’s Allen Center for Executives. Her writings include many academic articles as well as business cases and books. She has been on the editorial boards of several leading journals and is the Editor of Social Science Research Network’s Marketing e-Journals. She also taught at the University of Rochester’s business school (1981-85) and INSEAD (1997-98). She earned a Ph.D. in Economics from Stanford University. She enjoys family, travel, and growing exotic plants from around the world in her greenhouse. Sandy Jap is Professor of Marketing at the Goizueta Business School at Emory University. She joined the school in 2001 and was a co-founder of the Emory Marketing Analytics Center (MAC). Her research centers on the development and management of interorganizational relationship and multichannel strategy as well as e-procurement design of industrial reverse auctions. She has won numerous awards for her impact on the field and her research efforts have been conducted in a number of industries, including the aerospace, automotive, chemical, petroleum, high-tech and consumer product industries. Her work has received significant attention from the academic community and the marketplace, and she is the author of Partnering with the Frenemy. She is an editorial board member at leading marketing journals and serves as President of the American Marketing Association’s Foundation and is on their Board of Directors. She was on the faculty at the Sloan School of Management at the Massachusetts Institute of Technology from 1995-2001 and was a visiting Associate Professor of Marketing at the Wharton School at the University of Pennsylvania. She received her Ph.D. from the University of Florida (Go Gators!), and enjoys life with her kids. Tennis, red wine, and New England summers come in a very close second.
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Product details
Paperback: 206 pages
Publisher: CreateSpace Independent Publishing Platform; 1 edition (November 16, 2016)
Language: English
ISBN-10: 1539987744
ISBN-13: 978-1539987741
Product Dimensions:
7 x 0.5 x 10 inches
Shipping Weight: 9.6 ounces (View shipping rates and policies)
Average Customer Review:
5.0 out of 5 stars
2 customer reviews
Amazon Best Sellers Rank:
#840,009 in Books (See Top 100 in Books)
Great read. Clear explanation of concepts with interesting stories for concept examples.
Anne is such a expert in this subject. Reading this book make me feels like watching one of her classes. Best book about channel management you will find.
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