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Anne T. Coughlan J.L. & Helen Kellogg Professor of Marketing Kellogg School of Management Northwestern University 2001 Sheridan Road Evanston, IL 60208-2008 (847)491-2719, (847)491-3522 Return
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OTHER
WRITTEN WORK
1.
“FAQs on MLM Companies,” July 2012.
This report poses, and answers, classic questions on how MLM
(multi-level marketing) companies work, what products they sell, what their
distribution channel strategy is, and how they compensate independent
distributors. It was prepared with the
financial and data support of Herbalife Ltd.
2. “Assessing an MLM
Business: Herbalife
as a Legitimate MLM,” July 2012. This
report examines the business model of a publicly-traded multi-level marketing
company and shows its distribution channel strategy and distributor
compensation system are those of a legitimate MLM and not an illegal pyramid
scheme. It was prepared with the financial and data
support of Herbalife Ltd.
3.
“1993 Multi-Level
Marketing Executives Industry Survey Summary Report,” with Kent Grayson,
published in Down-Line News, Vol. III, Issue V, October/November. This is an industry publication for companies
that use multi-level marketing, or network marketing, to sell their products.
4.
"Salesforce
Compensation: Insights from Management
Science," with Subrata K. Sen,
May 1986, Marketing Science Institute Working Paper Series.
5.
"Vertical Integration Incentives in Marketing: Theory and Application to International Trade
in the Semiconductor Industry," Ph.D. Dissertation, Stanford University,
April 1982.
The following papers,
along with "Measuring the International Marketing Productivity of U.S.
Semiconductor Companies," are part of a final report to the National Science
Foundation on Grant No. PRA 78‑21837, 1982:
6.
"Business History of Digital Logic Circuits,"
Studies in Industry Economics No. 121, Department of Economics, Stanford
University, 1980; revised, April 1981.
7.
"Preliminary Case Study of the Mask Aligner," November
1979.
8.
"Preliminary Case Study on the Plastic Encapsulation
of Integrated Circuits," with M. T. Flaherty, revised January 1980.
9.
"Business History of Ion Implantation," revised
June 1982.
10.
"Business History of the Operational
Amplifier," revised February 1982.
11.
"Business History of the 4K RAM," revised April
1981.