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Distribution [ MGEST2125 ]


5.0 crédits ECTS  30.0 h   1q 

Teacher(s) Carton Vincent ; Zidda Pietro (coordinator) ; Ducarroz Caroline ;
Language French
Place
of the course
Mons
Main themes

 

This course focuses on understanding the strategic interdependencies, both horizontal and vertical, linking producers and intermediaries. The relative efficiency of marketing channels is addressed (particularly e-commerce versus "traditional" trade), the organisation of networks, the competitiveness of large chains, market coverage, etc. This course also aims to educate students on the realities of trade and to familiarise them with the decision-making tools used in merchandising.
The topics covered include: managing points of sale, managing product ranges and the categories within them, the producer-distributor principles of negotiation. In addition, students will be asked to examine the major Belgian distributors.
The alternation of lectures, case studies and expert speakers from the professional world introduce students to the different facets of the world of distribution, as studied by researchers and experienced by companies.

 

Aims

 

On completion of this course, students will be able:
' to understand the different forms of strategic interdependencies,
horizontal and vertical, linking producers and intermediaries and their strategic implications;
' to be familiar with the realities of commerce;
' to understand the decision-making tools used in merchandising.

 

Evaluation methods

Written examination 

Teaching methods

- Lectures
- Case study
- Expert contributions
- Group work 

Bibliography

- CLIQUET G., FADY A., BASSET G. (2006), Management de la Distribution., 2nd ed., Dunod.
- COUGHLAN A.T., ANDERSON E., STERN L., EL-ANSARY A. (2005), Marketing Channels, 7th ed., Prentice-Hall. 

Cycle et année
d'étude
> Master 120 of arts in Business engineering
> Master [60] in Management
> Master 120 in Management
> Master [120] in Management
> Master [120] in Business Engineering
Faculty or entity
in charge
> BLSM


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