蹤獲扦夥厙

Erin Anderson

Introduction

The John H. Loudon Chaired Professor of International Management and Professor of Marketing at INSEAD passed away on November 21

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It is with extreme sadness that we announce that Erin Anderson, the John H. Loudon Chaired Professor of International Management and Professor of Marketing at INSEAD, died on November 21 at age 52.

Erin Anderson was a widely respected mentor and scholar who had written two books and over forty scholarly articles in the fields of marketing and management. She won many of the fields most prestigious awards, including the Louis Stern Award from the Journal of Marketing Research and the Decade Award from the Journal of International Business Studies. She belonged to the ISI Highly Cited list in Business and Economics, which includes the most referenced 翻 of 1 percent of researchers in Business and Economics. She served on the editorial boards of several journals, including Journal of Marketing, Journal of Marketing Research, and International Journal of Research in Marketing. Her research focused on the problems of motivating, structuring, and controlling sales forces and channels of distribution, with a particular emphasis on vertical integration issues, including modes of foreign market entry.

Erin Anderson joined INSEAD in 1994 as a professor of marketing and immediately became a pillar of the institution, working in a variety of academic and institutional roles. Under her leadership as area coordinator between 1998 and 2001, she spearheaded a period of major growth for the marketing area. She was a very successful and much-loved PhD supervisor, chairing seven dissertation committees (Sharmila Chatterjee, Wujin Chu, Fr矇d矇ric Dalsace, Adam Fein, Rupinder Jindal, Vincent Onyemah, and Alberto Sa Vinhas) and working with 11 other PhD students throughout her career at INSEAD and Wharton. In recent years, she became highly involved in the management of INSEAD, becoming Dean of Executive Education in 2006, co-chairing the taskforce on faculty gender diversity, and serving as faculty representative on the board of INSEAD.

Prior to joining INSEAD, Erin Anderson was a tenured faculty member at the Wharton School of the University of Pennsylvania, which she joined in 1981. She received her PhD in Marketing in 1982 from the Anderson Graduate School of Management at the University of California, Los Angeles. It was at UCLA that she met her future husband, Hubert Gatignon, who was also a PhD student in marketing. She also taught at the Catholic University of Mons, Belgium, and was a visiting scholar at the European Institute for Advanced Studies in Management, Brussels.

Erin Anderson is survived by her husband, Hubert Gatignon, their daughters, Aline and Val矇rie, her brother Philip, and her sister Ellen.

The funeral service will be held on Tuesday 27th November at 10.00 am at H矇ricy church, France. Flowers may be sent to the church, Place de l’Eglise, 77850 H矇ricy, France to arrive between 9.30 and 9.45 am on Tuesday.

A webpage has been created in Erin’s memory at where messages may be read. If you have a memory or story about Erin that you would like to share, please send them to ruth.lewis@insead.edu, and we will post them on this webpage. To honor Erins memory, we have also establishing the Erin Anderson Excellence in PhD Education Fund. In recognition of Erins contribution to the INSEAD and Wharton communities, the fund will support PhD candidates in the field of marketing from both schools. If you would like to contribute to a cause that is dear to Erins heart, please follow the instructions on the memorial page.

Erin was not only a great scholar and teacher. She was a very hard-working and inspiring colleague and a warm and generous person. We all owe her a lot and we will all miss her greatly.

The INSEAD marketing group

ERIN ANDERSON (1955-2007)

This profile, a tribute and a record of contributions, was composed by Gurumurthy Kalyan Aram (G.K.) for ISMS College on Marketing Science in July 2021.

Erin Anderson was a widely respected scholar and a beloved teacher.泭 She got her doctoral degree from University of California in Los Angeles in 1982.泭 Over the next 25 years, she was a trail blazer for innovative scholarship and empathetic mentorship as member of academe in Wharton and then in INSEAD (France.)泭 She was the John H. Loudon Chaired Professor of International Management and Professor of Marketing at INSEAD until her death in 2007.

Erins doctoral dissertation and her subsequent research on transaction cost economies was as deep as it was broad, and as applicable as it was path-breaking.泭 Nobelist Oliver Williamson offers this assessment of Erins contributions, Following Erin Andersons perceptive uses of TCE in her 1982 dissertation, the field of marketing has made constructive uses of, and contributions to, TCE,在roadening TCEs reach, posing important challenges, and identifying opportunities still to be addressed.

Leigh McAlister, Ed and Molly Smith Chair in Business Administration at The University of Texas at Austin, former Executive Director, Marketing Science Institute, and a champion of women in academe, is as fulsome in her praise of Erins work as Williamson but also detailed.泭 Leigh draws our attention pointedly to her (Erins) dissertation.泭 Leigh goes on to describe the contribution thus, In that dissertation she gave the first operationalization of Williamsons transaction cost analysis theory (and that theory gave Williamson a Nobel prize).泭 Not only was Erins dissertation pathbreaking in Economics, it is imminently teachable.泭 Probably most of us rush through the selling portion of our marketing management courses.泭 If you will re-read Erins dissertation, you will find a very clear explanation of when a company should own its salesforce (i.e., have in-house sales employees with some fixed compensation) vs. when that company should rent its salesforce in the market (i.e., use brokers or manufacturers reps who are only paid if they are able to sell).泭 A Harvard note that was influential before Erins dissertation says that a new company should rent salespeople until that company gets big enough to be able to afford own their salesforce.泭 Erin explains logically what that is not the best rule to follow.泭 I urge you to reread: The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis, Erin Anderson, Marketing Science, Vol. 4, No. 3 (Summer, 1985), pp. 234-254.泭 The finest tribute we can pay Erin is to read and use her work.

A fellow doctoral scholar, Harish Sujan, now Freeman Chair for Doctoral Studies and Research in Business at Tulane University, is so effusive about Erins mentorship and scholarship, Erin Anderson was Barts first real doctoral student, second if you count Bob Saxe who chose to go to Industry, and in my view far and away his best. Erin, who was two years ahead of me in the PhD program, was an outstanding mentor for other students, an amazing researcher and remarkably good at recognizing Barts preferences. It would have done me a whole lot of good to be more like her: it was obvious to me how deeply Bart cherished having her as his doctoral student.泭 Erin was married to Hubert who was also in the UCLA PhD program.

Hubert Gatignon, The Claude Janssen Chaired Professor of Business Administration, Emeritus at INSEAD (France), husband and a partner of Erin, affirms the universal recognition of Erins contribution, She developed innovative ways to measure factors such as environmental uncertainty or complexity of the sales transaction.泭 Her findings concerning the role of transaction costs in many make versus buy decisions remain central to management research today.

What made Erin so insightful?泭 Sandy Jap, Sarah Beth Brown Endowed Professor of Marketing at Emory University and a friend of Erin, offers this assessment, the ability to see a potential story in a wide range of datasets; coupled with her meticulous attention to writing and exposition.

Of Erins collegiality and mentorship, Sandy Jap remembers fondly, Erin was not only a valued mentor and an extraordinary coauthor, she was also a beloved friend.泭 She had the amazing ability to always find the good in something and the value in someone. Beyond the work, her warmth and upbeat perspective was an encouragement to countless individuals and remains an example for us.

Gurumurthy Kalyanaram (G.K.), a doctoral alumnus of MIT, a faculty colleague of Frank Bass and a junior faculty in the 1990s recalls this: “Erin’s intellectual contributions in developing empirical insights from transactional cost theory are seminal.泭 She brought empiricism to Williamson’s theory, and thus enriched its applications.泭 Erin brought such joy and energy to learning and teaching, and exploring and discovery that she inspired her colleagues and doctoral students in the community to enjoy the process of research.”

For her many contributions, Erin has been recognized with many awards, including the Louis Stern Award from the Journal of Marketing Research and the Decade Award from the Journal of International Business Studies. She belonged to the ISI Highly Cited list in Business and Economics, which includes the most referenced 翻 of 1 percent of researchers in Business and Economics.

Erin was purposeful and visionary in that she was devoted to supporting womens success in academia and to mentoring doctoral students, as observed by Hubert Gatignon and as evidenced by her work as the co-chair of faculty gender diversity at INSEAD.泭 In recognition of her purposeful mission, 蹤獲扦夥厙 has established Erin Anderson Award for an Emerging Female Marketing Scholar and Mentor.泭 And Erins daughter, inspired by her mother, is now a distinguished scholar and professor.

Gurumurthy Kalyanaram (G.K.)
Dated: July 2021