SYLLABUS—MKTG 4354—Marketing Channels and Logistics
Fall 2015

INSTRUCTOR: Tom Reilly
Office: 3067

Office Hours: Mon-Wed, 12:30 to 2:30

Appointments are both helpful and appreciated. An appointment will insure that we have enough time for the task at hand, and that the time is not double-booked, and that I am not doing something else.

E-mail: twreilly@vt.edu

Course Description: This course will examine the management of a firm’s distribution function. Specifically, we will explore the relationships among manufacturers, distributors, and retailers. In addition, we will study the structure, functions, interactions, and activities of the marketing channels. A special emphasis will be placed on decision making given the natures of these channels.

Objectives: • To understand marketing channels including efficiencies achieved, conflicts created, and behaviors of channel members • To reinforce the principles of Marketing, and understand the differences when they apply to channel and logistical issues. • To be able to apply the above concepts in the context of real marketing decisions. • Exposure to careers in Channel Management

Books
Marketing Channels, a Management View, 8th edition, Rosenbloom, South-Western
ISBN 13: 978-0-324-31698-8

Marketing Cases – VT
ISBN 13: 978-1-269-77349-2

Grading:

Exams (3): 30%
Group written case : 15%
Class participation 15%
Individual Case 20%
Final group case (No presentation) 20%

Assignments:
Examinations. These will be a combination of short answer and short essays based on classroom discussions, presentations and readings. Lectures will be based on the chapter materials, but please note the exam questions may be from the readings not discussed in class.

Cases. There will be 3 cases