‫جامعة األمري سلطان‬
Prince Sultan University
‫كلية إدارة األعمال‬
College of Business Administartion
‫قسم التسويق و االدارة‬
Dept. of Marketing and Management
MKT 340 – Marketing Channels
UTTH 9.00-9.50
SCR-7A
Credit: 3 (3,0,0)
Instructor:
Office:
Phone:
Email:
Dr. Mikhail Zenchenkov
E 346, 3/F
011 4948 738
mzenchenkov@psu.edu.sa
The Vision
Our vision is to be a hallmark of excellence and innovation in business education in the
Kingdom of Saudi Arabia.
The Mission
Our mission is to create an innovative academic environment to promote excellence in
business education, research, and service in the Kingdom of Saudi Arabia through
commitment to quality and continuous improvement in accordance with international
standards.
Course Description:
This course deals with the elements and management of marketing
channels. In this course, a marketing channel is viewed as an
interorganizational system involved in the task of making products
and services available for consumption. The main emphasis of this
course is on the initial design of such systems, and the on-going
management of relationships between system participants.
Learning Objectives:
1
1) Understand what marketing channels are, and their importance.
2) Know the vocabulary of marketing channels and the names of the various
channel intermediaries.
3) Understand the importance of relationships, cooperation, and trust in B-2-B
interactions.
5) Understand the nature of channel conflict and power.
6) Understand the nature of communication and influence strategies in channels
relationship and in channel coordination/governance.
7) Know how to design, choose, maintain, grow, expand, and/or establish
appropriate marketing channels for a sustainable competitive advantage.
8) Recognize potential channels threats and opportunities.
9) Think strategically about channels problems, threats, competition, opportunities,
etc.
Course materials:
Course Text book:
Bert Rosenbloom. Marketing Channels: A Management View , 8Th
Edition. South-Western, Cengage Learning , 2013/14
Recommended Reference:
Anne T.Coughlan , Erin Anderson , Lowis W. Stern
Marketing Channels, 7Th Edition . Prentice Hall , 2012.
& Adel I. El-Ansary.
Evaluation:
The breakdown of the course assessment is as follows:
Assessment
Major 1
Major 2
Final Exam
Assignment
Cases Analysis
Participation
Weightage
15%
15%
40%
10%
10%
10%
2
Due Date
W5-6
W10-11
As scheduled
W10
W3-4
W16
Topics and assignments:
Topic
Marketing channel system
1. Marketing channels Concepts
Assignment
2. The channel participants
3. The environment of marketing channels
4. Behavioral process in Marketing
channels
Developing the marketing channels
5. Strategy in marketing channels
6. Designing marketing channels
7. Selecting the channels members
8. Target markets and channel design
strategy
Managing the marketing channels
9. Motivating the channel members
10. Product issues in channel management
11. Pricing issues in channel management
12. Promotion through the marketing
channel
Teaching Methodology:- Lectures, interactive discussions, experiential learning
using the case-method, a teamwork assignment. There will be discussions on
cases, case analyses and case analysis report-writing, student presentations and
discussions over product marketing plan projects.
You will be expected to respond orally to questions. Responses will be graded on a
10-pt-scale, ranging from 10=‘highly analytical- content-wise’, to 0=’clear lack of
knowledge of the material’. This will go into the ‘participation’ marks added to
your coursework:--
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DN Policy
Any student, who earns 12 absences, will be recommended for DN. Besides, any student
who is late by more than 1 minute after the scheduled start of a class will be marked
absent, and such absences will also be counted for DN purpose.
Course Website & Resources
The website moodle has many useful things on it, including continuously updated
information on assignments, readings, course schedule, etc. Please check regularly.
Join Harvard Business Review (www.hbr.org) website and keep yourself updated.
Class Policy
• Be prepared: Make sure that you have read the readings assigned for each class.
This will help you to better understand the material discussed in class and to
actively participate in class discussions. Use of smart phones or any other
devices is not allowed unless advised by the instructor.
• Attend regularly: Regular attendance will provide you with more opportunities to
contribute to class and thus increase your participation grade.
Please note that you are responsible for knowing any changes or assignments
announced in class. Attendance is mandatory for group project
presentations.
• Arrive on time: Late-comers are very disturbing. Systematic tardiness will have a
negative impact on your participation grade.
• Respect assignment deadlines: Late assignments will not be accepted without a
prior agreement.
• Be honest: Cheating and plagiarism will result in a grade of “F” for the
assignment/test for all parties involved.
Mobiles are to be switched off during class hrs.
No side talking.
Make-up Exams
No make-up exams will be given without a medical excuse or ‘something major’.
Make-up exams will comprise a structured essay covering the chapters missed.
Grading System
Code
Mark Range
A+
95 to 100
A
90 to less than 95
B+
85 to less than 90
B
80 to less than 85
C+
75 to less than 80
C
70 to less than 75
D+
65 to less than 70
D
60 to less than 65
4
F
VI.
Less than 60
Additional Information
How to Study for this Course
▫ Attend classes - it is a crucial part of the learning process and will affect your
grade.
▫ Try to read the chapter before or after the lecture.
▫ Plan to be successful by scheduling a minimum of two hours study time
outside of class for every hour in class; as a college student it is expected that
you can and will work independently outside of class in order to meet the
course requirements.
▫ During class think critically, ask questions, make notes and try to reflect on the
material.
▫ Ensure you hand any assignments in on time - late submission will result in a
reduction of your grade or probably zero.
▫ If you miss any class/es, it is entirely your responsibility to update yourself on
any missing information etc.
Academic Dishonesty
It is each student's responsibility to become fully aware of the policies regarding
academic dishonesty.
Cheating, attempting to cheat, plagiarism or violating instructions and examination
regulations will result in the offender being punished in accordance with the
student disciplinary rules as issued by the university council.
Classroom Etiquette
Part of being a student is learning to be a responsible and effective adult. I expect
you to treat the class environment as you would a professional workplace. This
includes:
▫
▫
▫
▫
▫
▫
Arriving on time; the College policy on lateness will be strictly applied
Not using any personal gadgets (e.g. Ipods) in the classroom,
Turning off your cell phone before entering the classroom.
Not talking during class unless there is a discussion.
Not wearing your sunglasses in class.
Treating others in the class with respect.
This course guide is regarded as a contract between us. However it is always
subject to change, at my discretion. You are responsible for making sure that you
stay appraised of any and all such alterations. Missing a class is not an excuse for
missing important information or assignments.
I hope that you enjoy your studies in Marketing Channels (MKT 340)
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