Royal Commission for Jubail and Yanbu
Jubail University College
Academic Affairs Department
Department of Business Administration
FX-ACA-057
Issue 0 Rev. 0
April 21, 2015
i
COURSE SYLLABUS SEMESTER _361_
Course Code &
Number:
BUS 338
Course Title:
MARKETING
CHANNEL
Prerequisite:
BUS 231-PRINCIPLES
OF MARKETING
Section Number(s):
201
Instructor:
MRS. SABITHA NIKETH
Office Location:
Room 423
Office Hours:
Sunday – 3, 6
Monday – 3, 4, 5, 6
Tuesday – 3, 6, 7, 8
Wednesday – 2
Thursday – 3, 6
Class Hours:
201-Mon 1, 2 Thurs 6
Instructor’s Office
Phone:
03-3459000 Extension:
__3666__
Instructor’s Email:
NIKETHS@ucj.edu.sa
Course Description
Course Objectives
Methods of
Instruction
Required
Textbooks
Proposed Websites
Grading Scheme
Marketing channels are analyzed as systems of interrelated and
interdependent organizations engaged in making goods and services available
for consumption by industrial, institutional, and household consumers. This
course emphasizes the means by which effective and efficient distribution
networks (comprising manufacturers, wholesalers, retailers, transportation
firms and other actors in the distribution process) can be constructed. Cases
are used for illustrative and analytical purposes.
By the end of this course, students will be able to demonstrate
knowledge of analyzing marketing channels as systems of interrelated
and interdependent organizations engaged in making goods and services
available for consumption by industrial, institutional, and household
consumers. They will demonstrate skills in constructions of effective
and efficient distribution networks.
Lecture sessions, Tutorials, Self-learning with the use of library and
internet resources, Homework, assignments, Case studies and Group
activities
Marketing Channels, 7/e Coughlan, Anderson, Stern & ElAnsary©2006 | Prentice Hall | Paper; 624 pp | | ISBN-13:
9780131913462
www.mymktlab.com.
2 major quizzes
Assignment
Mid Term Examination
Final Examination
Total
20%
20%
20%
40%
100%
Course Outline
Week
1
2
3
4
5
6
7
8
9
Topics & Activities
Marketing Channels:
Structure and Functions
CHAPTER 1: What Is a Marketing Channel? Why
Do Marketing Channels Exist and Change? What Is
the Work of the Marketing Channel? Who Belongs
to Marketing Channel? , A Framework for Channel
Analysis.
Segmentation
for CHAPTER 2:End-User Channel Preferences,
Marketing
Channel Service Outputs, Segmenting the Market by Service
Design: Service Outputs
Output Demands, Meeting Service Output
Demands, The Role of Service Output Demand
Analysis in Marketing Channel Design.
Supply Side Channel CHAPTER 3: Channels Flows Defined,
Analysis: Channel Flows Describing the Current Channel with the Efficiency
and Efficiency Analysis
Template, Using Channel Flow Concepts to Design
a Zero-Based Channel, Matching Normative and
QUIZ 1-10%
Actual Profit Shares.
Gap Analysis
CHAPTER 5: Sources and Types of Channel
Gaps, Closing Channel Gaps, Pulling it Together:
The Gap Analysis Template.
Managing Conflict to CHAPTER 7: Assessing the Degree and Nature of
Increase
Channel Channel Conflict, The Consequences of Conflict,
Coordination
Major Sources of Conflict in Marketing Channels,
Clash of Market Domains, Fueling Conflict,
Conflict Resolution Strategies: How They Drive
The Conflict and Shape Channel Performance.
MID TERM EXAMINATION (20 %)
Strategic Alliances in
Distribution
10
11
12
Retailing
QUIZ 2-10%
Wholesaling
13
14
15
16
Notes
Franchising
Logistics and Supply
Chain Management
CHAPTER 8 : Strategic Alliances: Their Nature
and the Motives For Creating Them, Building
Commitment by Creating Mutual Vulnerability,
Building Commitment by the Management of Daily
Interactions, Decision Structures That Enhance
Trust, Moving a Transaction Through Stages of
Development to Reach Alliance Status.
CHAPTER 10: Retailing Defined, Choosing a
Retail Positioning Strategy, Strategic Issues in
Retailing.
CHAPTER 11: Introduction, An Overview of The
Wholesaling Sector, What the Independent
Wholesale Sector Offers: The Essential Tasks,
Federations of Wholesalers, Voluntary and
cooperative Groups, Consolidation, Export
Distribution Channels, The Future of WholesalerDistributors.
CHAPTER 12: What Is Franchising? Why
Become a Franchisee? Why Become a Franchisor?
CHAPTER 13: The Impact of Logistics and
Supply
Chain
Management,
Responding
efficiently, Responding Rapidly, Putting it All
Together: What Is the Right Supply Chain?
17
18-19
Revision (Attendance is Mandatory)
FINAL EXAMINATION (40 % )
Jubail University College Policies
Attendance
1. Attending at punctual time: Present otherwise the student is absent.
2. Late attendance 0  < 5 minutes: is late
3. Late ≥ 5 minutes: is absent
Notes:
(i)
Every 3 late are counted as 1 absent
3
(ii)
Every × total semester contact hours + 1 is DN
15
Grading
1. Quality point: is the result of multiplying the credit hours by the grading points.
2. Semester GPA: is the result of dividing total quality points achieved in all courses
at that semester by total graded credit hours of all courses in that semester.
3. Cumulative GPA in a semester: is the sum of total quality points achieved in all
courses up to that semester divided by the total credit hours graded for all courses
up to that semester
Plagiarism & Cheating
1. Cheating is a serious offence and will be punished by the JUC.
2. Talking, looking at your colleagues’ exam papers or any other suspicious act is
considered cheating during exam.
3. Student will fail the subject if caught cheating.