Course topics:

• Growing importance of marketing channels, the marketing channel definition, the role of distribution policy.
• The channel participants.
• Developing the marketing channels, strategy, design, selecting the channel members.
• Managing the marketing channels, motivating and evaluating the channel members.
• Product issues, logistics and distribution in marketing channels, pricing and promotion.
• Retailing.
• Wholesaling.
• Electronic marketing channels.
• Direct marketing.
• International channel perspectives.

Aims:

Students present their understanding of distribution in marketing with working on case studies and making presentations in each topic for the seminars.

Rosenbloom, B. (2005): Marketing channels – A Management View, Thomson, ISBN 0324390874

Martin, C – Peck, H. (2003): Marketing logistics, Butterworth-Heinemann, Amsterdam, ISBN 0 7506 5224 1

Coughlan, A. – Anderson, E. – Stern, L. (2005): Marketing Channels, Prentice Hall, ISBN: 0131913468