About the Authors
Anne Coughlan
Anne Coughlan holds the Polk Bros. Chair in Retailing, and is Emeritus 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
[email protected]
Sandy Jap
Sandy Jap is the Sarah 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.