sHOLY CROSS OF DAVAO COLLEGE Sta. Ana Avenue, Davao City

Bachelor of Science in Business Administration (BSBA)

Major: Marketing Management

COURSE OUTLINE

Distribution Management

I. Course Number: MM 5 Credit: 3 units

II. Course Title: Distribution Management Pre-Requisite: MM 1

III. Course Description:

The course covers the principles and functions of distribution management, the roles of marketing channels and physical distribution in marketing and the cost implications of management decisions involving distribution. The course aims to crystallize students understanding of distribution cost analysis through involvement in exercises and actual projects in the area of distribution management.

IV. Course Objectives:

At the end of the course, the student should be able to:

1. Define and discuss the marketing channel concepts and how these relate to the strategic variables of the marketing mix and channel structures such as retailing, wholesaling and other agency relationships.

2. Explain the process of making decisions regarding selling channels and the physical distribution of products to businesses and consumers.

3. Discuss the implications of distribution choices to electronic channel management in the formulation and implementation of marketing decisions.

4. Differentiate the local and international channels of distribution in the design and implementation of a channel structure.

5. Examine how various distribution choices will affect customers, employees, competitors, shareholders and the community; and, assess their ethical implications.

6. Design, implement, manage and evaluate a channel strategy to distribute companys products consistent to a firms overall market position.

7. Come up with recommendations for managing the firms channel strategy with regards to product, pricing, and promotional issues.

V. Course Outline No. of Hours

A. Marketing Channel Systems 13.5 hours

1. Marketing Channel Concepts 2. Marketing Channel Participants 3. The Environment of Marketing Channels 4. Behavioral Processes in Marketing Channels

B. Developing The Marketing Channel 13.5 hours

1. Strategy in Marketing Channels 2. Designing Marketing Channels 3. Selecting Channel Partners 4. Target Markets and Channel Design Strategy

C. Managing Marketing Channels 13.5 hours

1. Motivating the Channel Members 2. Product Issues in Channel Management 3. Pricing Issues in Channel Management 4. Promotion in Marketing Channels

No. of Hours

5. Logistics and Supply Chain Management in Marketing Channels

6. Evaluating Channel Member Performance

D. Additional Perspectives On Marketing Channels 13.5 hours

1. Online Channel Systems and Management. 2. Franchise Marketing Channels. 3. Marketing Channels for Services. 4. Global Marketing Channels

VI. References

A. Bibliography a. Books

Etzel, Michael J. and et.al. Marketing (2007) 14th Edition McGraw-Hill, New York Kotler& Keller. (2008), Marketing Management. 13th Edition, Prentice Hall. Kotler, Philip and Armstrong, Gary. (2011) Principles of Marketing: Global Edition. 14th Edition Pearson International, Singapore Kotler, Philip and et.al. (2009) Marketing Management: An Asian Perspective 5th Edition Pearson Education, Singapore. Kotler, Philip and Keller Lane. (2009). Marketing Management. Pearson Education, Inc., Singapore Kotler, Philip, et.al. (2009), Marketing Management. 5th Edition, Prentice Hall. Mullins, John et.al. (2005) Marketing Management. 5th Edition. McGraw-Hill Companies. Mullins, John W. and et.al. (2008) Marketing Management. McGraw-Hill, Inc. New York

b. Online Journal

ProQuest: Journal of Marketing Channels, Binghamton. ProQuest: International Review of Retail, Distribution and Consumer Research, London. ProQuest: International Journal of Retail and Distribution Management; Bradford.

B. Webliography

Chapter 17 -- Managing Retailing, Wholesaling, and Market Logistics Retrieved on February 10, 2011 from http://lsb.scu.edu/~kfox/KotlerChapters/CH17.html

VII. Course Requirements

A. Quizzes B. Periodical Examinations C. Graded Class Participation D. Company Visit / Channel Members Activity Observation E. Compilation of Global Distribution Issues F. Channels of Distribution Analysis Report

VIII. Grading System

Midterm Grade Tentative Final Grade Prelim Examination 25% Semi-final Examination 25% Midterm Examination 25% Final Examination 25% Class Standing 50% Class Standing 50% Total 100% Total 100% Midterm Grade + Tentative Final Grade Final Grade = 2