Insegnamento a.a. 2011-2012

Go to class group/s: 31

CLMG (6 credits - II sem. - OP  |  SECS-P/08) - M (6 credits - II sem. - OP  |  SECS-P/08) - IM (6 credits - II sem. - OP  |  SECS-P/08) - MM (6 credits - II sem. - OP  |  SECS-P/08) - AFC (6 credits - II sem. - OP  |  SECS-P/08) - CLAPI (6 credits - II sem. - OP  |  SECS-P/08) - CLEFIN-FINANCE (6 credits - II sem. - OP  |  SECS-P/08) - CLELI (6 credits - II sem. - OP  |  SECS-P/08) - ACME (6 credits - II sem. - OP  |  SECS-P/08) - DES-ESS (6 credits - II sem. - OP  |  SECS-P/08) - EMIT (6 credits - II sem. - OP  |  SECS-P/08)

Course Director:
MONICA GROSSO

Course Objectives

The course analyzes, in an international perspective, the complexity of vertical relationships within the distribution channels. The course adopts an empirical approach. An interactive business game allows students to learn by doing the various elements that intervene in manufacturers-retailers relationships (contract signing, brand-private labels competition, collaboration, etc.). This is a particularly critical topic. It is indeed from the firm’s ability to successfully manage channel relationships that a sustainable competitive advantage based on integrated distribution networks derives.

Course Content Summary

• Distribution choices and internationalization policies.
• Bargaining policies.
• Distribution contracts.
• Competition within distribution channels: brand vs. private labels.
• Collaboration within distribution channels.
• Integrated distribution networks.

Detailed Description of Assessment Methods

Attending students

1. StoreWars simulation:
   a. Individual preparation test : 25%
   b. Individual participation in class: 25%
   c. Group performance in the simulation: 20%
2. Final written exam: 30%
   The final exam consists in a series of brief questions testing what students have learnt from the simulation.

The grade of the Simulation is valid only for the 2 first date of the exam in summer 2012, listed in the table below.

Non  Attending students
Final written exam composed of open and closed questions on the book.

Textbooks

Attending students

• Slides provided in class by the Professor
• StoreWars material provided in class by the Professor

Non Attending students

• LEVY, WEITZ, Retailing Management, 7th edition, McGraw-Hill, New York, 2008.

 

Exam textbooks & Online Articles (check availability at the Library)

Last change 10/05/2011 09:52