Coughlan Anne T.

Anne T. Coughlan

Information about the author Anne T. Coughlan will soon be added to the site.
Found 4 papers in total
Spiffed-up channels: the role of spiffs in hierarchical selling organizations
Spiffed-up channels: the role of spiffs in hierarchical selling organizations
2007
We study a channel relationship in which manufacturer(s) use independent sales...
Results on the standard error of the coefficient alpha index of reliability
Results on the standard error of the coefficient alpha index of reliability
2005
In this research, we investigate the behavior of Cronbach's coefficient alpha and its...
Sales force compensation: Theory and managerial implications
Sales force compensation: Theory and managerial implications
1989
This paper discusses recent advances in the study of salesforce motivation and...
On credible delegation by oligopolists: A discussion of distribution channel management
On credible delegation by oligopolists: A discussion of distribution channel management
1989
Several papers in the recent marketing literature have suggested that delegation in...
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