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UNIVERSITI TEKNOLOGI MARA
Course Name (English) CHANNELS MANAGEMENT
Course Code MKT542
MQF Credit 4
Course Description This course emphasizes on the strategic elements of marketing channels, distribution management and channel relationships. The importance of integrated distribution channel strategies is delineated to convey their contribution towards the efficiency and effective movement of goods and services from the manufacturer to the point of consumption.
Transferable Skills At the end of the course, students should be able to:
1. Analyse the theories and concepts in channels management. (PLO3) (C4)
2. Demonstrate information management and lifelong learning skills related to channels management. (PLO7) (A3)
3. Demonstrate social responsibility in channels management. (PLO5) (A3)
Teaching Methodologies Lectures, Inquiry-based Learning, Discussion
CLO
CLO1 Analyze the theories and concepts in channels management (LO10)
CLO2 Demonstrate information management and lifelong learning skills related to channels management.(LO14)
CLO3 Demonstrate social responsibility in channels management. (LO17)
Pre-Requisite Courses No course recommendations
Topics
1. Understanding Marketing Channels
1.1) Marketing Channels defined
1.2) Marketing Channels as a System
1.3) Rationale for Marketing Channel Structures
2. Functions and Flows in Marketing Channels
2.1) Flows in Marketing Channels
2.2) Understanding Channel Relationships
3. The Channel Environment
3.1) Overview of the Channel Environment
3.2) The Distributive Trade Scenario
4. Distribution Channel Structures: Major Channel Members
4.1) Retail Channel Members
4.2) Wholesale Channel Members
4.3) Physical Distribution Strategy
5. Channel Management and the Marketing Mix
5.1) Relationship Management and Customer Service
5.2) Marketing Mix Elements and Distribution Channels
5.3) Product Management Strategy
5.4) Pricing Strategy in Channels
5.5) Promotion Strategy in Channels
5.6) Market Research and Information Systems
6. Channel Planning and Organization
6.1) Channel Design and Selection
6.2) Administrative Structures in Marketing Channels
6.3) Channel Power
7. Channel Assessment and Control
7.1) Measuring Channel Performance
7.2) Evaluating Channel Members
8. Future Directions of Marketing Channels
8.1) n/a
 
Assessment Breakdown%
Continuous Assessment100.00%
Details of Continuous Assessment
Assessment Type Assessment Description % of Total Mark CLO
Assignment Reflective paper. Students (pair/trio) are required to write a reflective paper relating to Channels Management. 20% CLO1
Assignment Article Review. Students (pair/trio) are required to find and review an article related to Channels Management. 20% CLO2
Case Study Case Study (Group of 5-6). The group must analyze the case assigned by the lecturer. Describe the case, find the issues, relate to Channels Management and provide discussion /solution /recommendations. 30% CLO3
Final Test One written test related to the theories, concept, applications issues and challenges of channels management. 30% CLO1
Reading List
Recommended Text
  • Rosenbloom, Bert 2013, 'Marketing Channels: A Management View', 8 Ed., Cengage Canada
Reference Book Resources
  • Rosmimah Mohd Roslin and Tony Proctor 2009, ‘Marketing Channels: A Malaysian, Mc-Graw-Hill Education Malaysia
Article/Paper ListThis Course does not have any article/paper resources
Other ReferencesThis Course does not have any other resources