International Distribution Channels Management | ENAE Pasar al contenido principal

Programa
International Distribution Channels Management

Información

Goals and Student Profile

Goals

The main objectives of the course are to:

  • Inform the student regarding both the complexities and benefits of distribution on a global scale;
  • Enable students to analyze international channels of distribution for problems and opportunities to the marketing organization;
  • Understand key decision making criteria facing the global marketer;
  • Enable students to analyze the organizational options available to a firm when undertaking international distribution;
  • Apply key concepts of international channel design and strategy implementation to consumer and industrial distribution settings.

Main learning outcomes for this course:

  • The course employs a comprehensive approach, where a student learns key concepts through a combination of readings, case study analysis and discussion of international distribution channel management; 
  • The module provides students with theoretical knowledge and managerial practical information;
  • The course develops critical and systematic thinking skills, facilitated by class participation and interaction.

 

Student Profile

ENAE Business School is very conscious of the fact that every teaching institution is built by all and must be very careful about participant selection right from the very start by analysing their CV, qualification certificates, admission exam and through a personal interview of the student by the program director. Depending on the program, ENAE Business School carries out tests to evaluate language competence.

Most of our students come from the business world about 80% of ENAE’s students are graduate professionals and executives who wish to update their knowledge and improve their skills. These students come from different academic backgrounds mostly engeneering, business, law, economics, communication and humanities.

We encourage young and talented graduates with entrepreneur spirit to be involved in our programs as a fast track to achieve their goals in the business World.

Curriculum

INTRODUCTION TO INTERNATIONAL DISTRIBUTION CHANNELS

Need for channel service outputs

Channel tasks and functions

Problems and opportunities

 

STRUCTURE OF INTERNATIONAL DISTRIBUTION SYSTEMS

Strategic factors for channel choice

Alternative distribution institutions

Export distribution systems

 

FOREIGN, CROSS-NATIONAL, GLOBAL DISTRIBUTION SYSTEMS

 

DEVELOPING INTERNATIONAL DISTRIBUTION STRATEGY

Channel design issues

Channel alignment and leadership

 

MANAGING THE DISTRIBUTION SYSTEMS

Motivating channel participants

Controlling channel participants

 

FACTORS INFLUENCING THE SELECTION OF CHANNEL MEMBERS

Financial criteria

Product issues

Control issues

Distribution-based alliances

 

PROCESS MODEL OF EVOLUTION OF INTERNATIONAL DISTRIBUTION SYSTEMS

Role of objectives

Distribution functions required

Capability of channel member

Distribution channel structure in country

Faculty

GARCIA PARRA, FEDERICO
Licenciado en Dirección y Administración de Empresas por la Universidad Europea. MBA por la Universidad SDA Bocconi de Milán, Italia. MBA especialización en Marketing y Estrategia por la Kellogg School of Management de la Northwestern University de Evanston, Chicago, Illinois.
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Comenzó su carrera en el mundo corporativo desarrollando distintas responsabilidades en las áreas de Marketing, Product Development y Comercio electrónico para una de las filiales de United Technologies Corporation en Alemania y España. Posteriormente formó parte de un proyecto empresarial familiar desempeñando funciones de Desarrollo Corporativo y Dirección General. Durante esta etapa, participó en la elaboración de una red internacional de clientes y colaboradores en más de 40 países. Fue también CEO en FGP Global Advisor. Actualmente es Director de Marketing y Comunicación en Otis Global Major Projects and Key Accounts (WHQ), United Technologies Corporation.

Specified Time Period and Place

Specified time period:  This course has and extension of 15 contact hours at ENAE premises.

Timetable: This course is delivered on Friday from 16:30 h. to 21:30 h. and Saturday from 9:00 h. to 14:00 h

Place and Address: Edif. ENAE. Campus Universitario de Espinardo 30100 Espinardo Murcia- Spain


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Methodology

1. Theoretical presentations alternated with practical exposure so as to see their relationship with results in business. The interrelation between theory and practice is a methodology in which students must be involved. This methodological issue will be used for both business executives and professionals, and for recent graduates who want to join the same course.

2. Several case studies are sent from those that companies have been facing in real life for students, with the relevant knowledge acquired, to do the analysis between the different lines of action that may arise and choose the one considered more realistic and adjusted to the case. The student should become accustomed to making decisions and understand the implications of them.

3. Case studies and readings will be sent to participants through the virtual campus. At the same time chat forums or debate centres may be created on campus or virtual in which the views of the participants will be contrasted. . These tools will be used by the students to contrast their different points of view.

4. Virtual Campus is a tool that allows a much more fluid relationship between students and teachers at personal and on line level.

5. Teaching the course will take into account how the student intends to apply the knowledge acquired to the final project at the end of the Master.

Terms of Payment and Scholarships

Admission Process

This program is part of a Master that has limited availability. Taking this course will provide you great oportunities for expanding your professional networks. Final admission decision is reserved to ENAE Business School on the basis of prerequisites established for the course, room availability and specific group profile required.

A lo largo de nuestros más de 25 años de vida,
más de 13.000 alumnos han confiado
en la excelencia y la calidad de la formación de ENAE Business School.