Checking date: 21/04/2019

Course: 2019/2020

Retail and Channel Management
Study: Master in Marketing (269)

Coordinating teacher: BARROSO LUDEÑA, ALICIA

Department assigned to the subject: Department of Business Administration

Type: Compulsory
ECTS Credits: 3.0 ECTS


Students are expected to have completed
Not required.
Competences and skills that will be acquired and learning results.
Skills to be acquired General skills *CG1: Solid theoretical knowledge of Marketing and Market Research. *CG11: Ability to negotiate. Specific skills: *CE9: Analysis, evaluation and decision-making regarding distribution channels and sales force. Integrated distribution channels and supply management, conflicts management, efficiency, and activities of distribution and logistics, sales techniques, negotiation, management, account management, customer management and CRM, as well as new technologies for managing customer data ). Learning Objectives: ¿ Understand the interactions between organizations in a channel and its implications for effective delivery of value to the end consumer. ¿ An in-depth look at marketing issues involving retailing.
Description of contents: programme
PART I: Channel Management. Channel Design Supply Side Channel Analysis Negotiating Channel Power and Conflict. Logistics. Vertical Integration. PART II: Retail merchandising.
Learning activities and methodology
Classes may involve lectures, small group exercises, case analyses and discussions. The lectures will serve to establish the conceptual foundations. Practical classes are designed so that students can develop skills and abilities required properly established. Student contributions are an important part of the course. Students are expected to read assigned materials for each class; attend class, participate and contribute to discussions.
Assessment System
  • % end-of-term-examination 40
  • % of continuous assessment (assigments, laboratory, practicals...) 60
Basic Bibliography
  • Levy, M., and Weitz, B.A.. Retailing Management, 8th Edition. Boston: McGraw-Hill Irwin.. 2012

The course syllabus and the academic weekly planning may change due academic events or other reasons.