Distribution Policy

Scholar Year: 2023/2024 - 1S

Courses

Head Teacher Responsability Custódio Genésio da Costa Filho Head

Weekly workload Hours/week T TP P PL L TC E OT OT/PL TPL O S Type of classes 2 2 Lectures Type Teacher Classes Hours Theoretical Totals 1 2,00 Custódio Filho   2,00 Practices Totals 2 4,00 Custódio Filho   4,00

Teaching language

Portuguese

Intended learning outcomes (Knowledges, skills and competencies to be developed by the students)

The distribution policy course aims to provide students contact with the main concepts and issues associated with this variable of the marketing mix. The segmented management of distribution channels is crucial to the sustainability and growth of organizations.

While industry, distribution nears the producers of consumers through various support activities that will also be addressed in the course. In this context, the activity of retail trade is another central aspect of the course studying in depth the Retelling-mix, ie the marketing mix of retailers.

It is intended to provide students with the skills to develop their professional activity in functions related to the management of distribution channels for productive enterprises, or as a skilled trade.

The focus is the development of tests and essays based on a solid theoretical component, complemented by a systematic application to real challenges and existing organizations

Syllabus

1. Distribution: nature, elements and actors:
1.1. Framework of the distribution
1.2. Distribution channels: Definition, key actors and interactions
1.3. Classification criteria for retail and wholesale
1.4. Characterization of the distribution as a function and sector

2. The producer Distribution policy
2.1. Objectives and strategic framework for the producer
2.2. The Distribution as a component of the marketing mix
2.3. Channel structure and alternatives analysis
2.4. Producer Distribution Plan
2.5. Control systems, evaluation and improvement


3. The Retailer and Wholesaler’s Distribution Plan
3.1. The strategic positioning of the Distributor
3.2. Marketing mix of the Distributor - The retailing mix
3.3. Information systems and management of the distribution channel

4. Trends in the evolution of distribution channels
4.1. Role of innovation in the management of distribution channels
4.2. Relationship betwen producer and distributor
4.3. International trends in the distribution

Demonstration of the syllabus coherence with the UC intended learning outcomes

- Theorical classes on-line
- Practices classes will consist of a mixed system: 50% of Students will have face-to-face classes amd 50% will have on-line classes. The folowing week the situationis reversed.
Expository method, illustrating cases (lectures)
- participatory method, with the preparation and discussion of cases (classes)
- Implementation of a final project, with the preparation, presentation and discussion

Teaching methodologies

The Students that are in continuous evaluation must deliver the group form by the day 22 october 2020
Preparation, presentation and siscuss of group (TG)
Exercises interventions in classes (TI)
Testing without consulting (PA)
Final Grade continous rating= 0.20TI+0.40 TG(0.20+0.20)+0.40 (PA)
least 10 values the option for exam.
Note: Theme of the final group: "Micro and Macro enviroment impact on the evolution of modern distribution". The final work will have to be delivered by 20 december 2020

Demonstration of the teaching methodologies coherence with the curricular unit's intended learning outcomes

The assessment consists of:
• Exercises / Interventions performed in practical classes -T I
• Delivery and Presentation of a Work Group -T G
• Performance Test without consultation - PA

Assessment methodologies and evidences

Continuous rating = 0.20T I+ 0.40 TG (0.20 +0.20) + 0.40 PA
If the final score of any of the elements of assessment is less than 10 values, the student will have to make the final assessment.
To get approved for continuous assessment, the student must attend at least two thirds of lectures l
If the PA is less than 7,5 values the student will have the final evaluation

Attendance system

End season for student who have not opted for continuous asseaament appeal season for students who have failed continuous assessment or final season.

Assement and Attendance registers

Bibliography

Bibliografia Principal

Coughland, A.T.; Anderson, E.; Stern, L.W.; El-Ansary, A.I. (2006). Marketing Channels. New Jersey: Pearson Prentice Hall, 602 p. ISBN: 0131913468.
Lindon, D.; Lendrevie, J; Levy, J; Dionísio, P.; Rodrigues, J. (2018). Mercator XXI: teoria e prática do marketing. Lisboa: Dom Quixote. 701 p. ISBN: 9789722027441.
Levy, M.; Grewal, D. (2022). Retailing management. New York: McGraw-Hill/Irwin. 643. ISBN: 978-1-265-07246-9.

Bibliografia Complementar

Pelton, L. E.; Strutton, D.; Lumpkin, J. R. (2001). Marketing Channels: a Relationship Management Approach. Boston: McGraw Hill. 728 p. ISBN: 025617802X.
Kotler, P.; Keller, K. (2016). Marketing Management. Boston: Pearson. 136 p. ISBN: 978129209262.
Thain, G.; Bradley, J. (2012). Store Wars: the worldwide battle for mindspace and shelfspace, online and in-store. New Jersey: Wiley Willer. 309 p. ISBN: 978-1-118-37424-5.