About the Authors

Anne Coughlan

Anne Coughlan holds the Polk Bros. Chair in Retailing, and is a Professor of Marketing, at the Kellogg School of Management at Northwestern University. She received her Ph.D. in Economics from Stanford University. Anne’s main areas of research and consulting expertise are distribution channel design and management, sales force management and compensation, pricing, and marketing strategy. She teaches these topics to MBAs, executive MBAs, and custom executive education students. She writes the Distribunomics blog on current distribution channels events, stories and insights, at distribunomics.com. Become a contributing member of the community by e-mailing your ideas or article links for new blog posts to blog@channelfieldguide.com

Sandy Jap

Sandy Jap is the Sara Beth Brown Endowed Professor of Marketing at the Goizueta Business School. She specializes in B2B strategy, particularly strategic partnering, multichannel management, channel and retailing strategy and going-to- market, commercialization issues. She is a former faculty member of the MIT Sloan School of Management, the Wharton School, and her books include Partnering with the Frenemy. She is a fellow at the Institute for the Study of Business Markets (ISBM) at the Pennsylvania State University and a Lifetime Achievement Award recipient from the American Marketing Association’s (AMA) Interorganizational Special Interest Group (IOSIG) for her long- term contributions and service to the academy and profession as well as her sustained record of research excellence.