INDEPENDENT UNIVERSITY, BANGLADESH

School of Business
Course Outline

Semester

Course Title

Section

Summer
2015

Distribution
Management (MKT380)

01

Lecturer:

Suman Saha
e-mail: suman.p.saha@gmail.com

Class Schedule: Monday & Wednesday: 03.20- 04.50

Office Hours: Sunday & Tuesday: 3.15 4.55; Monday & Wednesday: 10.00
- 11.15 ; 12.50-03.20 & 4.50 5.35 and Thursday: 11.00-02.00
Class room: BC2011
Office: 3006
Hours per Week

3 hours, imperative to attend all if intending success.

Course Objectives
A study and discussion of the scope and field of distribution management which include: a
detailed study of the different forms of distribution channels that are being used by modern
day companies, selection of intermediaries, developing distribution strategies, eliminating
and managing channel conflict, the explosion of the internet as a distribution channel and a
discussion of other issues relating to distribution.
I wish you a rewarding learning experience and look forward to working with you.

COURSE CONTENT
Part I : Introduction and crafting your channel
CH 1: Pivotal Marketing channel concepts
CH 2: Channel design sequence

CH 4: Competitive analysis & strategy

CH 6: Channel selection criteria
CH 8: Channel candidate enticements & inducements
Part II : Managing your channel
CH 9: Channel management & communication
CH 10: Channel conflict & power
CH 11: Channel of distribution motivational concepts & processes
CH 13: New & Different Channels

Assessment:
No.
1
2
3
4
5

Assessment Activity

Percentage

Quiz

10%

Project Work

10%

Presentation

10%

Attendance

5%

Case study Participation

5%

Mid-semester Test

Tutorial

Peer Evaluation

9
Final Exam
Total

20%
5%
10%
25%
100%

GRADING POLICY: As per IUB Procedure.

Required Text: Managing Channels &of Distribution, Kenneth Rolnicki: The marketing
executives complete guide.

Project Work:
Students will be divided into groups for the project. The group project requires you to prepare a
written short report on distribution selection & management of any company operating in Bangladesh.
Details of the report will be conducted later in the class. Equal participation is essential.

GUIDELINES FOR THE STUDENTS:

1. Attendance at lectures is VERY STRONGLY encouraged. Students who attend regularly
generally do better in the unit. Class role will be taken at each lecture session so that the
lecturer can get to know the students. Should any student be unavailable for any sessions,
the lecturer should be notified via email prior to the class.
2. Absence of 7 or more classes without justifiable reasons will lead to 0 mark in that
particular area, regardless of the students performance in other areas of the subject.
3. Quizzes will be held on announced dates. No make-up policy will be followed.
4. Regular class attendance is necessary to pass this course & participation is essential to
obtain the allocated mark.
5. Furthermore, on the examination day, as a precaution, always give extra time on the road so
as to avoid traffic and accidents.
6. Any attempt to copy during examination will lead to either substantial deduction of marks
or failure of the course.
7. This instructor has the right of making any changes in the course outline if required.

Due dates will be strictly adhered to. Extensions will be granted only in cases of
demonstrated urgent need.
The Final Exam will be held during the formal examination period.
If assignments are not submitted by the due date, a penalty of 10% per day will be deducted
from the assessment mark and after seven (7) days a zero mark will be recorded.
It is the students responsibility to keep appropriate copies/backups of every assignment
submitted.