| CODE | MRK3601 | ||||||||
| TITLE | Distribution Strategy and Marketing Channels | ||||||||
| UM LEVEL | 03 - Years 2, 3, 4 in Modular Undergraduate Course | ||||||||
| MQF LEVEL | 6 | ||||||||
| ECTS CREDITS | 4 | ||||||||
| DEPARTMENT | Marketing | ||||||||
| DESCRIPTION | This study-unit provides students with a strategic and managerial perspective on the design, management, and evaluation of marketing channels. It explores the key concepts and decisions involved in creating effective distribution systems, examining the roles and relationships of channel participants and the impact of environmental forces such as technology, socio-cultural trends, and globalisation. Students will study the strategic design of channels, partner selection and motivation, logistics, and performance evaluation. The study-unit combines theoretical models with real-world practice, offering insights into how distribution strategies support competitive advantage in diverse market contexts. Study-unit Aims: The study-unit aims to develop students鈥� ability to critically assess and manage marketing channels as strategic tools for delivering value. It seeks to equip students with the conceptual knowledge and practical skills needed to design and manage channel structures, select and motivate intermediaries, and evaluate channel performance. The study-unit also aims to build awareness of the broader environmental factors influencing distribution strategy, including sustainability, technological innovation, and global market dynamics. Learning Outcomes: 1. Knowledge & Understanding: By the end of the study-unit the student will be able to: - Define the key concepts and functions of marketing channels; - Describe the roles and characteristics of various channel participants; - Explain the impact of environmental factors on channel strategy and design; - Analyse the strategic considerations involved in designing and managing marketing channels; - Identify criteria for selecting appropriate channel partners; - Discuss approaches to motivating and coordinating channel members; - Outline principles of logistics and supply chain management within the context of marketing channels; - Evaluate methods used to assess the performance of channel members. 2. Skills: By the end of the study-unit the student will be able to: - Develop distribution strategies aligned with organisational goals and market conditions; - Design channel structures that address market needs and operational efficiency; - Select suitable channel partners based on strategic and operational fit; - Formulate strategies to motivate and support intermediaries effectively; - Apply logistics and supply chain principles to enhance channel effectiveness; - Measure and interpret channel member performance for ongoing improvement; - Assess the implications of technological, environmental, and socio-cultural trends on channel strategy. Main Text/s and any supplementary readings: Core Textbook: - Rosenbloom, B. (2011). Marketing channels. South-Western Cengage. |
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| STUDY-UNIT TYPE | Lecture, Seminar and Workshop | ||||||||
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| LECTURER/S | Elaine Marie Grech |
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The University makes every effort to ensure that the published Courses Plans, Programmes of Study and Study-Unit information are complete and up-to-date at the time of publication. The University reserves the right to make changes in case errors are detected after publication.
The availability of optional units may be subject to timetabling constraints. Units not attracting a sufficient number of registrations may be withdrawn without notice. It should be noted that all the information in the description above applies to study-units available during the academic year 2025/6. It may be subject to change in subsequent years. |
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