Syllabus of National Institute of Technology - Tiruchirappalli (NIT-T) MBA - MB758 Distribution Management

Marketing channels - Structures, flows and functions. Conceptual understanding of channel management. Market logistics and logistics objectives and decisions.

Customer service levels, Designing customer driven distribution system- Assess opportunities - evaluate the alternatives (Direct vs. Indirect), design optimal channels, Managing Hybrid System,

Factors in selecting channel partners – Types of channel partners: C&F agent, Wholesaler/dealer, Retailer, Agents, Stockists, Brokers, VARs, Stocking agents – Selection of Channel partners, Related Strategic issues.

Channel conflicts and cooperation, conflict management techniques, channel policies.

DCA: Cost of Distribution, impact on profit, concept of total cost analysis, cost of providing customer service, principles of distribution costing, customer profitability.

Risk Analysis: Types of risks, causes of risks and analysis, controlling risk, Minimising and shifting risk

Books:

1.Louis W Stern, Adel El. Ansary and Anne T Coughlan. "Marketing Channels", 5th ed., Prentice Hall of India, New Delhi, 1996.

2. Lou E Pelton,David Strutton, James R Lumpkin, "Marketing Channels- Relationship Management", Irwin Publishers.