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

13.5 hours

No. of Hours

13.5 hours

1.
2.
3.
4.

Strategy in Marketing Channels

Designing Marketing Channels
Selecting Channel Partners
Target Markets and Channel Design Strategy

C. Managing Marketing Channels

1.
2.
3.
4.

Motivating the Channel Members

Product Issues in Channel Management
Pricing Issues in Channel Management
Promotion in Marketing Channels








5. Logistics and Supply Chain Management in
Marketing Channels
6. Evaluating Channel Member Performance

D. Additional Perspectives On Marketing Channels

1.
2.
3.
4.

VI.

Online Channel Systems and Management.

Franchise Marketing Channels.
Marketing Channels for Services.
Global Marketing Channels


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

VII.

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


Course Requirements
A.
B.
C.
D.
E.
F.

VIII.

Quizzes
Periodical Examinations
Graded Class Participation
Company Visit / Channel Members Activity Observation
Compilation of Global Distribution Issues
Channels of Distribution Analysis Report

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
=





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