Department of Management, Marketing, and International Business

MKT 357- DISTRIBUTION CHANNELS

College of Business, Stephen F. Austin State University

Note: This "standard" course syllabus is only a guide. Actual requirements for a particular course and section of this course are described in the course section syllabus, which should be obtained from the course instructor at the beginning of the respective semester. Requirements listed herein are subject to change without notice.

Catalog Description: Comprehensive study of marketing distribution channels including historical development, economic justification; design, selection and management.

Prerequisites: MKT 351

Course Objective: Upon completion, the student should be able to:

• identify the distribution, marketing, and business terms and concepts that are significant within the field of Channels of Distribution, to be measured by performance on examinations.
• understand the relationships of these concepts to each other and their relationship to Marketing and/or business principles and practices, to be measured by performance on examinations.
• demonstrate how to apply and use these concepts in Marketing and/or business situations, to be measured by performance on examinations, case studies, and on the term project.
• demonstrate preparation for entry into higher-level courses in marketing, to be measured by overall performance in meeting the course's requirements.
• demonstrate preparation for entry into a career in distribution and/or Marketing, to be measured by overall performance in meeting the course's requirements.

Current Textbook: Rosenbloom, B. Marketing Channels, current edition (Thomson).

Evaluation: Students will be evaluated individually by major exams and case studies. At least one oral report and one written report will be done by a team of students. Written analyses of the student's individual work and group work will be done for all team assignments.

Course Coordinator:  Dr. Larry R. O'Neal

Course Content:

Required Topics

• Marketing Concepts
• Market Segmentation
• Marketing Research
• Classical Economic Theory
• Channel Participants
• Channel Strategy
• Channel Design
• Selecting Channel Members
• Product, Price, Promotion and Logistics in Channels
• Evaluation of Channel Performance
• Vertical Marketing Systems
• International Channels

Optional Topics

• Channel Conflict
• Motivating Channel Members
• Channels for Services
• Direct Marketing Channel Systems

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