CLICK HERE to access the replay of our 2/14 call: “A Counterpoint To Herbalife as a Pyramid Scheme", featuring Professor Anne Coughlan.
- Historical context and understanding of multi-level marketing (MLM) and how direct selling looks different than traditional retail
- Areas in which Ackman and others misrepresent or misunderstand the MLM model
- Assessment of HLF moving forward
ABOUT PROFESSOR ANNE COUGHLAN
Professor Coughlan is the John L. & Helen Kellogg Professor at the Kellogg School of Management. She joined the faculty in 1985. Coughlan's areas of expertise are distribution channels, direct marketing, international marketing, sales force management and compensation, and pricing. She is the lead author of Marketing Channels (a textbook originally published in 1996 and now in its seventh edition from Prentice Hall). She teaches classes on distribution channel strategies at the MBA level, and quantitative models in marketing at the doctoral level.
Coughlan was invited by Herbalife to explain multilevel marketing plans at the company's January 10, 2013 Analysts Day. In July 2012 she published a paper titled "Assessing an MLM Business: Herbalife as a Legitimate MLM".
Coughlan was the recipient of the school's Executive Master's Program Teacher of the Year Award for the best elective course in 1996 and again in 2003, as well as receiving the Sidney J. Levy Teaching Award in 2000-01. She received her Ph.D. in Economics at Stanford University. Prior to her appointment at Kellogg, she was a professor at the business school of the University of Rochester.
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