The Higher Canadian Institute for Business
and Engineering Technology
Quality Assurance Unit
Course Specification
Course Title: Marketing Channels
Course Code: BADM 215
I. Basic Course Information
Program(s) on which the course is given: Business Administration
Core or elective course of program Core:
Department offering the course: Business
Academic level: Second
Semester in which course is offered: Fall
Course pre-requisite(s): BADM 106
Credit Hours: 3
Contact Hours Through: 5
Lecture
3.0
Tutorial*
2.0
Practical*
0.0
Total
5.0
Approval date of course specification:September 2013
II. Overall Aims of Course
This course provides management of distribution and sales channels as well as
distribution and logistics of products and services. The course also explores the role of
the market channel in the marketing planning of the product and the surrounding
factors affecting it as the global, socio-cultural, and technological changes that have
taken place within the industry, and testing its efficiency.
III. Program ILOs covered by course
Program Intended Learning Outcomes (By Code)
Knowledge &
Intellectual Skills
Professional Skills
Understanding
K11,K12,K15
I5, I6
P7, P10,P18
General
Skills
G1
1
The Higher Canadian Institute for Business
and Engineering Technology
Quality Assurance Unit
Course Specification
IV. Intended Learning Outcomes of Course (ILOs)
a. Knowledge and Understanding
Upon completion of the course, students should be able to:
K.1Recognize marketing channel systems and channel management.
K.2Express the major distribution channels and logistics models .
K.3 Discuss emerging issues that represent significant challenges at thesame
time opportunities for logistics
b. Intellectual/Cognitive Skills
Upon completion of the course, students should be able to:
I.1 Critically review and discuss emerging issues that represent significant
challenges at the same time opportunities for logistics and distribution and sales
channels
I.2 To show the role of Marketing Channels in the larger field of Marketing
Management
c. Practical/Professional Skills
Upon completion of the course, students should be able to:
P.1 Identify and various distribution and sales, and logistics activities involved in
the supply chain/distribution channels
P.2 Analyze the various distribution and sales, and logistics activities involved in
the supply chain/distribution channels
P.3 To help students identify strategies and tactical decisions made by those
responsible for managing marketing channels and distribution systems
P.4 Develop the right combination/integration of these activities both domestically
and globally
d. General and Transferable Skills
Upon completion of the course, students should be able to:
G.1Develop an analytical and integrative framework, which reflect this importance
of distribution and sales channels, and logistics to generate and/or add value to
overall customer satisfaction.
V. Course MatrixContents
Main Topics / Chapters
Duration
(Weeks)
1- Role of Marketing Channels
2
2-
3
Channel design and planning
3- Supply Chain Management
4- Logistics
2
5- Managing Marketing Channels
3
Course ILOs Covered
by Topic
(By ILO Code)
K & U I.S. P.S. G.S.
K1
P1,
K2
I1 P2, G1
P3
I2
P2
2
K1,K3
I2
I1,I
2
P1
P1,
P2,
G1
2
The Higher Canadian Institute for Business
and Engineering Technology
Quality Assurance Unit
Course Specification
P3,
p4
Net Teaching Weeks
12
VI. Course Weekly Detailed Topics / hours / ILOs
Week
No.
1,2
3,4,5
1. Identify marketing channel structures
2. Describe institutions in marketing channels
3. Summarize key functions performed by channel members
1. Explain criteria used to select channel members
2. Relate channel planning to a firm's marketing strategy
3. Describe push-pull strategies
4. Identify channel information systems
5. Compare local, regional, national, and international channel
challenges
6. Describe policies needed
7. Discuss communication issues and challenges
6
7,8
9,10
11,12,13
Contact Hours
Total
Theoretical Practical
Hours
Hours
Hours*
Sub-Topics
10
10
15
9
6
10
6
4
10
6
4
15
9
6
Midterm Exam
1 Discuss business's role in the supply chain
2 Describe types of supply chains by length, width, and control
3 Identify information technology developments that facilitate
business to business communications
4 Explain the terms dependency, power, and conflict as well as
their impact on supply chain relationships
5 Discuss the importance of a collaborative supply chain
relationship
1 Define logistics
2 Discuss order processing requirements
3 Describe transportation and warehousing decisions
4 Discuss inventory management, security, and control issues
1 Identify potential channel conflicts
2 Demonstrate conflict management techniques
3 Recognize legal constraints
4 Describe methods to evaluate channel performance
5 Examine challenges faced by manufacturers in gaining and
retaining product distribution
6 Evaluate the marketing channel for a consumer product
14
15
Project presentation
Final Exam
Total Teaching Hours
60
Teaching/Learning
Method
Lectures & Seminars
Selected
Method
VII. Teaching and Learning Methods
√
Course ILOs Covered by Method (By ILO Code)
K&U
All
Intellectual
Skills
All
Professional
Skills
All
General
Skills
All
3
The Higher Canadian Institute for Business
and Engineering Technology
Quality Assurance Unit
Course Specification
Tutorials
Computer lab Sessions
Practical lab Work
Reading Materials
Web-site Searches
Research & Reporting
Problem Solving /
Problem-based Learning
Projects
Independent Work
Group Work
Case Studies
Presentations
Simulation Analysis
Practical site visit and
criticism according to
knowledge
√
√
√
All
All
All
All
All
All
All
√
√
√
All
All
All
√
√
All
Selected
Method
VIII. Assessment Methods, Schedule and Grade Distribution
Course ILOs Covered by Method
(By ILO Code)
Assessment
Method
K&U
I.S.
P.S.
G.S.
Midterm Exam
Final Exam
Quizzes
Course Work
Report Writing
Case Study
Analysis
All
All
All
All
All
All
All
All
Assessment
Weight /
Percentage
Week
No.
√
√
√
√
√
K1,K2
All
All
All
All
I1,I2
All
All
All
All
P1,P2,P3
G1
All
All
All
20%
50%
5%
5%
3%
√
All
All
All
All
5%
6
15
10
4
The Higher Canadian Institute for Business
and Engineering Technology
Quality Assurance Unit
Course Specification
Oral
Presentations
Practical
Group Project
Individual Project
Practical site visit
and criticism
according to
knowledge
√
All
√
All
√
All
All
All
5%
All
All
5%
All
14
2%
IX. List of References

Rosen bloom. Marketing Channels: A Management View,
8th.edition.2004
 Class attendance and participation in class discussion is
expected and absences will affect your final grade.
 The due dates for assignments are non-negotiable and late
Course notes
work will be penalized.
 All assignments are to be professional in appearance and
typed to receive full credit.
Recommended books 
Periodicals, Web sites,  www.portal/cic-cairo.com
etc …
Required Text Books
X. Facilities required for teaching and learning
List the facilities required
 Separate Seats Class
 Data show
 Speakers
 White board and markers
Course coordinator: Dr. Mohammad Al-Kalyoubi
Head of Department: Dr. Dina Krema
Date: September 2013
5