Goals and Content
Channel management includes all of the activities that are involved in getting an offering from a company to end-users. It confronts companies with major challenges and requires them to design, develop, maintain, and manage effective systems to achieve sustainable competitive advantage.
The course will explain the characteristics and functions of distribution channels, and it will present approaches to develop channel strategies and structures and to manage channel relationships and systems. In addition, the course will look at retailers as important intermediaries in distribution channels and explain different retail functions and formats as well as approaches to design retail experiences and manage retail environments.
Having completed this course, students should be able to:
The course assessment will be 60% exam and 40% in-class work. The exam will be in the form of a one-hour, closed book, written exam. In-class work includes group presentations (case studies, article summaries).