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Wk # | Class Dates | Topics | 1st Class of Week(Tue) | 2nd Class of Week(Thu) | 1 | Jan 19, 21 | Course Roll-Out, Channel BasicsCase Study Tips 1. Introductions2. Course rationale 3. Wholesalers | Article“What is the Right Supply Chain for Your Product,” Marshall Fisher, 1997. 1 | Mini Case Class Discussion(J.C. Penney)2 | 2 | Jan 26, 28 | Design Channels - (Text 5)1. Distribution Intensities2. Channels Flows3. Disintermediation | Text - Chap 5 3 | Team Mini-Case Presentation #1 -Microsoft Retail Stores 4 | 3 | Feb 2,4 | Design Channels - (Text 6)1. Vertical Integration2. Channel Structure Variables3. Channel Margin Chains | Team Mini-Case Presentation #2 -Ben & Jerry’s 5 | Text - Chap 6
Team Mini-Case Presentation #3 -Innovative Toys 6 | 4 | Feb 9, 11 | Organize Channels - (Text 7)1. Types of Channel members2. Selecting Channel members | Text - Chap 7Team Mini-Case Presentation #4Barnes and Noble 7 | Team Mini-Case Presentation #5McDonald’s 8 | 5 | Feb 16, 18 | Organize Channels - (No Text)1. Marketing Channel systems2. Disintermediation and Channel advantage | Guest Speaker 1 - TBD 9 | Test #1 (in class) 10 | 6 | Feb 23, 25 | Manage Channels - (Text 9)1. Motivating Channel Members2. Channel conflict | Text - Chap 9
Team Mini-Case Presentation #6Clark’s Flower Shop 11 | Team Mini-Case Presentation #7Nespresso 12 | 7 | Mar 1, 3 | Manage Channels - (Text 10,11)1. Sell Sheets2. Category Management3. Dealer Channel | Text - Chap 10Team Presentation #8Carrefour 13 | Text - Chap 11Case Memo #1 AssignedStihl Incorporated 14 | 8 | Mar 8, 10 | Manage Channels - (Text 12)1. Channel Promotions2. Margin Chain Impacts3. Private Labels | Text - Chap 12 15 | Guest Speaker 2 - TBDCase Memo #1 DueStihl Incorporated 16 | | Mar 15, 17 | Spring Break | 9 | Mar 22, 24 | Evaluate Channels - (Text 14) | Text - Chap 14Test talk 17 | Test #2 (in class) 18 | 10 | Mar 29, 31 | Evaluate Channels - (No Text)1. Global Channel Adapts2. Direct Marketing | Articles1. “What Marketers Misunderstand About Online Reviews,” Simonson and Rosen, 2014.2. “Why Digital Media Requires a Strategic Rethink,” Smith and Telang, 2012.
Case Memo #2 AssignedHong Kong Disneyland 19 | Guest Speaker 3 - TBD 20 | 11 | Apr 5, 7 | Channel Legalities (No Text)1. Counterfeits & Shanzhai2. Legalities (if time)Final Presentation Tools 1. Tools 2. Team Meet Ups | Case Memo #2 DueHong Kong Disneyland 21 | Final Presentation Tools&Meet Ups 22 | 12 | Apr 12, 14 | Final Presentation Tools 1. Tools 2. Team Meet Ups | Final Presentation Tools&Meet Ups 23 | Guest Speaker 4- TBD24 | 13 | Apr 19, 21 | TeamTime & Meet Ups | SRTs, TeamTime &Meet Ups (if needed)25 | TeamTime &Meet Ups (if needed)26 | 14 | Apr 26, 28 | Final PresentationsNote: Attendance is mandatory for all students at all Final Presentation dates | Final Team Presentations -Day 1 | Final Team Presentations - Day 2 |

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