Distribution Channels

Code

2130

Academic unit

null

Department

null

Credits

3,5

Teacher in charge

Jorge Manuel Naves Velosa

Teaching language

English

Objectives

- We introduce you to the key Distribution Channels topics, ideas and practices with the core theme of delivering benefits to customers.

- Build your skills on analyzing and improving and implementing alternative routes to market for a product or service.

- Introduce you to up to date topics on Distribution channels including digital channels, power and negotiation practices and Global Retailing.

Prerequisites

Subject matter

Bibliography

Teaching method

The course will be a mix of theory, cases and discussions. A hand on approach to the subject will be used with many examples and material from the field.

A high student involvement is expected in class discussions and case recommendations and should be accompanied by thorough preparation of cases and readings that are available via the syllabus that can be accessed on line.

For the cases the discussion questions will also be available. The on line material includes the presentation for the class together with the recommended and additional readings:
-The course allows for those who wish to explore the topic further to do so via extra material and advice and we encourage you to do that. We will have several individual assignments during the term that will be referenced in the detailed syllabus.

-There will also be a group assignment for the term.

Evaluation method

30% Group assignment for the term (includes peer review with a weight of 20%). Teams should involve students from more than one nationality, gender and from different backgrounds (e.g. previous university).

20% Class participation (individual) we will select students to discuss cases during several sessions. Unjustified absence to any case discussion will mean a zero grade for that class s participation.

Class participation grades will be based on your input and positive contribution to the discussion in the sessions with grades from A (=17), B (=14), C (=8) to D (=0).

20% Assignments/exercise write‐ups (individual) there will be two write‐ups.

The write‐ups are strictly individual. Any plagiarism will be handled strictly and offenders will be punished according with the University rules.

30 % Final exam.

Courses

• Masters in Management