10 Jul SETTING UP RETAIL NETWORK IN A NEW FOREIGN MARKET
Question:
INTERNATIONAL MARKETING CHANNELS – SPRING 2017
COURSE OVERVIEW
No Day/date Theme Lecturer Room
1 Wednesday 1/2 Introduction to the course SRO U177
2 Monday 6/2 Structure and design of MC & gap analysis SRO U177
3 Wednesday 8/2 Segmentation and service outputs SRO U177
4 Monday 13/2 Channel flow and efficiency analysis SRO U177
5 Wednesday 15/2 Channel Institutions SRO U177
6 Monday 20/2 CASE 1 – Bestnet SRO U177
7 Wednesday 22/2 Legal constraints SRO U177
8 Monday 27/2 Logistics and SCM SRO U177
9 Wednesday1/3 CASE 2 – Private Banking SRO U177
10 Monday 6/3 Channel power SRO U177
11 Monday 13/3 Managing conflict SRO U177
12 Wednesday 15/3 Alliances and hierarchies SRO U177
13 Monday 20/3 Decision-making process for foreign market entry JUN U177
14 Wednesday 22/3 Setting up direct presence in a new foreign market JUN U177
15 Monday 27/3 Setting up retail network in a new foreign market JUN U177
16 Wednesday 29/3 Servicing market via distributor model JUN U177
17 Monday 3/4 E-business and marketing channels SRO U177
18 Wednesday 5/4 Managing and motivating channel partners SRO U177
19 Monday 10/4 CASE 3 – Daloon SRO U177
20 Wednesday 19/4 Marketing channels – an international perspective SRO U177
21 Monday 24/4 Past exam SRO U177
22 Wednesday 26/4 Wrap up of the course, questions, etc. SRO U177
TBA Term paper theme released 12 noon
TBA Term paper deadline – deadline at 12 noon
TBA Re-exam paper released 12 noon
TBA Re-exam paper hand-in deadline 12 noon
READING LIST
Course Book:
Marketing Channel Strategy. Palmatier, Stern, & El-Ansary. 8th Edition. Routledge.
Supplementary reading:
Lecture 2. Structure and design of MC & gap analysis
Ch.1 & 5 of course book
Payne, A. & Frow, P. (2004) “The role of multichannel integration in customer relationship management”. Industrial Marketing Management, 33(6), 527-538.
Ostrom, E. (2000). “Collective action and the evolution of social norms”. Journal of Economic Perspectives 14, 137-158.
Lecture 3. Segmentation/ Service outputs
Ch.2
Mehta, R., Dubinsky, AJ. & Anderson, RE. (2002) “Marketing channel management and the sales manager”. Industrial Marketing Management, 31(5), 429-439.
Lecture 4. Channel flow and efficiency analysis
Ch.3
Lee, HL., Padmanabhan V., & Whang, S. (1997) “The bullwhip effect in supply chains” Sloan Management Review, 38(3), 93-102.
Lecture 5. Channel Institutions (Retailing, wholesaling and franchising)
Ch.6-8
Fladmoe-Lindquist, K. & Jacque, L.L. (1995). “Control Modes in International Service Operations: The Propensity to Franchise”. Management Science 41, 1238-1249.
Lecture 7. Legal constraints
Ch.13
Dutta, S., Heide, J.B. and M. Bergen. (1999). “Vertical Territorial Restrictions and
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