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Programa

International Distribution Channels Management

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CONCEPTOS
CLAVE
1
INTRODUCTION TO INTERNATIONAL DISTRIBUTION CHANNELS
2
STRUCTURE OF INTERNATIONAL DISTRIBUTION SYSTEMS
3
FOREIGN, CROSS-NATIONAL, GLOBAL DISTRIBUTION SYSTEMS
4
DEVELOPING AN INTERNATIONAL DISTRIBUTION STRATEGY
5
MANAGING THE DISTRIBUTION SYSTEMS
6
EVALUATING THE MAJOR CHANNEL ALTERNATIVES
7
FACTORS INFLUENCING THE CHANNEL CHOICE AND MANAGEMENT
Description

The course examines important issues related to the organization and management of international marketing channels of distribution. A marketing channel is a set of interdependent organizations involved in the process of making a product or service available for consumption. The course provides an understanding of how international companies and other organizations can effectively and efficiently use sales channels to transmit things of value from points of production to points of consumption. 

Students will analyze and evaluate the design and management of such channels in a global context.  An analysis of the constraints and opportunities facing a firm that distributes its product across national borders will enable students to gain a comprehensive understanding of this important aspect of international marketing.

Información

Goals

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.

 

 

PROFESORES

MÓDULOS

INTRODUCTION TO INTERNATIONAL DISTRIBUTION CHANNELS
  • • Definition of Channels of Distributions.

  • • Type of Channels.

  • • Need for channel service outputs.

  • • Channel Tasks and functions.

  • • Merchandise selection.

  • • Basic Principles of retailer behavior.

STRUCTURE OF INTERNATIONAL DISTRIBUTION SYSTEMS
  • • Strategic factors for channel choice.

  • • Alternative distribution institutions.

  • • Export distribution systems.

FOREIGN, CROSS-NATIONAL, GLOBAL DISTRIBUTION SYSTEMS
  • • Different factors to consider when designing the distribution strategies.

DEVELOPING AN INTERNATIONAL DISTRIBUTION STRATEGY
  • • Channel design issues

  • • Channel alignment and leadership

MANAGING THE DISTRIBUTION SYSTEMS
  • • Selecting Channel Members.

  • • Motivating channel participants.

  • • Evaluating and Controlling channel members.

  • • Modifying Channel Arrangements.

EVALUATING THE MAJOR CHANNEL ALTERNATIVES
  • • Economic criteria.

  • • Control criteria.

  • • Adaptive criteria.

FACTORS INFLUENCING THE CHANNEL CHOICE AND MANAGEMENT
  • • Environmental Factors

  • • Consumer Factors

  • • Product Factors

  • • Company Factors

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