How to Ensure Your Great New Product Reaches the Right Customers
Don’t neglect distribution-channel strategy: “disaster lurks around the corner if you don’t pay attention.”
Researchers: Anne T. Coughlan
January 6, 2017
When Retail Prices Cross the Line
Manufacturers should be strategic in enforcing minimum advertised price policies.
Researchers: Ayelet Israeli, Eric T. Anderson and Anne T. Coughlan
November 2, 2015
Why You Should Accept Returns
Best handling of merchandise returns may be counterintuitive
Researchers: Jeffrey D. Shulman, Anne T. Coughlan and R. Canan Savaskan-Ebert
July 2, 2012
Paying Sales Professionals
Why compensation plans for sales people vary
Researchers: Dominique Rouziès, Anne T. Coughlan, Erin Anderson and Dawn Iacobucci
July 1, 2010
The Outlet Mall
Dumping ground, cannibal channel, or smart strategy?
Researchers: Anne T. Coughlan and David A. Soberman
August 1, 2008