The overarching goal of this course is to equip students with a comprehensive understanding of distribution channel management, including the strategic role of distribution channels in marketing and the tactics for managing channel relationships effectively.

By the end of this course, you will be able to:

1. Demonstrate a deep understanding of key concepts and strategies in distribution channel management.
2. Develop analytical skills to design, select, and manage distribution channels.
3. Apply these concepts and strategies in the context of marketing decision-making.
4. Develop a strategic mind-set by considering the role of distribution channels in achieving competitive advantage and customer satisfaction.

• Introduction to Distribution Channel Management
  • Meaning of channel management
  • Role and importance of distribution channels in marketing
  • Types of distribution channels
• Channel Design
  • Designing effective distribution channels based on customer needs and company objectives
  • Channel length and width
  • Factors influencing channel design
  • Steps in designing a distribution channel
• Channel Selection
  • Selecting the right intermediaries to reach target customers
  • Factors to consider in channel selection
  • Steps in channel selection
• Channel Relationships
  • Building and managing relationships with channel partners
  • Types of channel relationships
  • Factors affecting channel relationships
• Channel Conflicts
  • Causes of channel conflicts
  • Strategies for channel conflict resolution
• Channel Performance Measurement
  • Evaluating the performance of distribution channels
• Physical Distribution and Logistics
  • Role of logistics in distribution channel management
• E-commerce and Distribution
  • Impact of e-commerce on distribution channel management
• International Distribution
  • Managing distribution channels in international markets
• Ethics in Distribution Channels
  • Ethical issues and considerations in distribution channel management