INTERNATIONAL MARKETING CHANNELS – SPRING 2017 COURSE OVERVIEW No Day/date Theme Lecturer Room 1 Wednesday 1/2 Introduction to the course SRO U177 2 Monday 6/2 Structure and design of MC & gap analysis SRO U177 3 Wednesday 8/2 Segmentation and service outputs SRO U177 4 Monday 13/2 Channel flow and efficiency analysis SRO U177 5 Wednesday 15/2 Channel Institutions SRO U177 6 Monday 20/2 CASE 1 – Bestnet SRO U177 7 Wednesday 22/2 Legal constraints SRO U177 8 Monday 27/2 Logistics and SCM SRO U177 9 Wednesday1/3 CASE 2 – Private Banking SRO U177 10 Monday 6/3 Channel power SRO U177 11 Monday 13/3 Managing conflict SRO U177 12 Wednesday 15/3 Alliances and hierarchies SRO U177 13 Monday 20/3 Decision-making process for foreign market entry JUN U177 14 Wednesday 22/3 Setting up direct presence in a new foreign market JUN U177 15 Monday 27/3 Setting up retail network in a new foreign market JUN U177 16 Wednesday 29/3 Servicing market via distributor model JUN U177 17 Monday 3/4 E-business and marketing channels SRO U177 18 Wednesday 5/4 Managing and motivating channel partners SRO U177 19 Monday 10/4 CASE 3 - Daloon SRO U177 20 Wednesday 19/4 Marketing channels – an international perspective SRO U177 21 Monday 24/4 Past exam SRO U177 22 Wednesday 26/4 Wrap up of the course, questions, etc. SRO U177 TBA Term paper theme released 12 noon TBA Term paper deadline – deadline at 12 noon TBA Re-exam paper released 12 noon TBA Re-exam paper hand-in deadline 12 noon READING LIST Course Book: Marketing Channel Strategy. Palmatier, Stern, & El-Ansary. 8th Edition. Routledge. Supplementary reading: Lecture 2. Structure and design of MC & gap analysis Ch.1 & 5 of course book Payne, A. & Frow, P. (2004) “The role of multichannel integration in customer relationship management”. Industrial Marketing Management, 33(6), 527-538. Ostrom, E. (2000). “Collective action and the evolution of social norms”. Journal of Economic Perspectives 14, 137-158. Lecture 3. Segmentation/ Service outputs Ch.2 Mehta, R., Dubinsky, AJ. & Anderson, RE. (2002) “Marketing channel management and the sales manager”. Industrial Marketing Management, 31(5), 429-439. Lecture 4. Channel flow and efficiency analysis Ch.3 Lee, HL., Padmanabhan V., & Whang, S. (1997) “The bullwhip effect in supply chains” Sloan Management Review, 38(3), 93-102. Lecture 5. Channel Institutions (Retailing, wholesaling and franchising) Ch.6-8 Fladmoe-Lindquist, K. & Jacque, L.L. (1995). “Control Modes in International Service Operations: The Propensity to Franchise”. Management Science 41, 1238-1249. Lecture 7. Legal constraints Ch.13 Dutta, S., Heide, J.B. and M. Bergen. (1999). “Vertical Territorial Restrictions and Public Policy: Theories and Industry Evidence”. Journal of Marketing, 63(4), 121-134. Lecture 8. Logistics and SCM Ch.14 Alvardo, UY. & Kotzab, H. (2001) “Supply Chain Management: The Integration of Logistics in Marketing”. Industrial Marketing Management, 30(2), 183-198. Lecture 10. Channel power Ch. 10 Bergen, M., Dutta, S. & Walker, O.C. (1992). “Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories”. Journal of Marketing 56(3), 1-24. Lecture 11. Managing conflict Ch.11 Mohr, J. and Spekman, R. (1994). “Characteristics of Partnership Success: Partnership Attributes, Communication Behavior, and Conflict Resolution Techniques”. Strategic Management Journal, 15(2), 135-152. Lecture 12. Alliances and hierarchies Ch. 4 & 12 Ramaseshan, B. & Patton, M.A. (1994). “Factors Influencing International Channel Choice of Small Business Exporters”. International Marketing Review 11(4), 19-34. Lecture 13. Decision-making process for foreign market entry Ganotakis, P. & Love, J.H. (2012). “Export propensity, export intensity and firm performance: The role of the entrepreneurial founding team”. Journal of International Business Studies, 43(8), 693-718. Lecture 14. Setting up direct presence in a new foreign market Chiao, Y-C, Lo, F-Y, & Yu, C-M. (2010). “Choosing between wholly-owned subsidiaries and joint ventures of MNCs from an emerging market”. International Marketing Review, 27(3), 338-365. Lecture 15. Setting up retail network in a new foreign market Coe, N.M. & Hess, M. (2005). “The internationalization of retailing: implications for supply network restructuring in East Asia and Eastern Europe”. Journal of Economic Geography, 5(4), 449-473. Lecture 16. Servicing market via distributor model Dacin, M.T., Hitt, M.A. & Levitas, E. (1997). “Selecting partners for successful international alliances: Examination of U.S. & Korean firms”. Journal of World Business, 32(1), 3-16. Lecture 17. E-business and marketing channels Webb, KL. (2002) “Managing channels of distribution in the age of electronic commerce”. Industrial Marketing Management, 31(2), 95-102. Lecture 18. Managing and motivating channel partners Mehta, R., Dubinsky, A.J. & Anderson, R.E. (2003). “Leadership style, motivation, and performance in international marketing channels”. European Journal of Marketing 37, 50-85. Rosenbaum, S.M., Billinger, S., Stieglitz, N., Djumanov, A., Atykhanov, Y. (2012). ”Market economies and pro-social behavior: Experimental evidence from Central Asia”. Journal of Socio-Economics 41, 64-71. Lecture 20. Marketing channels – an international perspective Kim, K. & Oh, C. (2002). “On distributor commitment in marketing channels for industrial products: Contrast between the United States and Japan”. Journal of International Marketing 10, 72-97.