University of Alberta School of Business
Department of Marketing, Business Economics and Law
Marketing 468:A1, Retailing & Channel Management Fall Term 2004
Instructor: Adam Finn (Banister Professor of Business) Class: MWF 10:00 – 10:50 in Business Room 1-06 Office: 3-30B Business Building
Phone: (780) 492-5369 Fax: (780) 492-3325
E-mail: [email protected]
Website: http://courses.bus.ualberta.ca/mark468-finn WWW: www.bus.ualberta.ca/afinn/
Office hours 11-11.50 am M W or by appointment
Note: Policy about course outlines can be found in Section 23.4(2) of the University Calendar.
Course Overview
This course is an introduction to the activities involved in retailing goods and services to consumers, and to the issues that need to be considered when designing effective marking distribution channels. To make successful decisions, retailing and channel managers must both have an understanding of retail and channel theory, and know how to apply them to concrete situations. This is best learned by examining problems that require managerial judgment and decisions. Therefore, applied cases and problems and a project will be used in this course.
Learning Objectives
Specifically, the objectives of the course are for students successfully completing this course to:
1. - understand the terminology used by retailers and distributors
2. - analyze current and developing retailing and distribution practices, and use retail and channel concepts and theories to explain such practices as power centres and on-line auctions,
3. - use a knowledge of retailing and channel theories to create solutions to distribution problems from a manufacturer, distributor, or retailer perspective,
4. - evaluate alternative retailing and distribution strategies and tactics to assess channel member performance and identify new business opportunities,
In addition, students should further develop their interpersonal relations, professional orientation, and written and oral communication skills.
Format:
This course will combine some lecturing with in class discussion of problems and cases and a retail or channel project. For each class you will be expected to have read the assigned chapter in the textbook or notes, and be prepared to participate in a discussion of the assigned case questions
Academic Integrity:
The University of Alberta is committed to the highest standards of academic integrity and honesty. Students are expected to be familiar with these standards regarding academic honesty and to uphold the policies of the University in this respect. Students are particularly urged to familiarize themselves with the provisions of the Code of Student Behaviour (online at
www.ualberta.ca/secretariat/appeals.htm) and avoid any behaviour which could potentially result in suspicions of cheating, plagiarism, misrepresentation of facts and/or participation in an
offence. Academic dishonesty is a serious offence and can result in suspension or expulsion from the University.” (GFC 29 SEP 2003)
Feedback:
If you have any questions or concerns about course content, teaching, grading or any suggestions for improvement in the above areas, please do not hesitate to discuss them with me.
Policies:
If you are absent from class, it is your responsibility to determine what material was covered and whether any announcements were made.
Written work must be prepared in a professional manner. It is to be clearly written, with proper grammatical construction and correct spelling. The grade assigned to written work will reflect a judgment of both its content and form.
CIRAS
The School of Business has established the Canadian Institute of Retailing and Services (CIRAS) to bring students and academics together with retailing and services practitioners.
CIRAS is funded by contributions from business partner organizations. CIRAS provides
opportunities for you to meet members of the retail and services sector. One opportunity is at the awarding of the 2004 Henry Singer Award for Exceptional Leadership, presented on September 22, 2004.
Prerequisites
MARK 301 is the only prerequisite for this course. MARK 312 and MARK 320 are useful.
Course Evaluation
Grades will be assigned at the end of the course based on marks received in the following areas:
In class quizzes 10 - primarily addresses objective 1
Mid-term exam 12 - primarily addresses objectives 2 and 3 Final exam 30 - primarily addresses objectives 2 and 3 Retail/channel management project 40 - primarily addresses objectives 3 and 4 Case class participation 8 - primarily addresses objective 3
In class quizzes: These will consist of multiple choice questions assessing knowledge of the required chapter reading for randomly chosen classes.
Mid-term exam: This will be an in-class exam, held on the day indicated on the course schedule. It will consist of case-like situations with short answer questions.
Final exam: This will require general knowledge from all parts of the course. However, detailed questions will address material from the second half of the course.
Cases: Cases with discussion questions (detailed in a separate sheet) are assigned for particular classes during the term. These are to be read and prepared for in class discussion.
Retail/channel management project: This is a project carried out on a group basis. Examples of suitable topics include designing a channel system for a product, developing a marketing plan for a new or existing retailer, conducting a store location or a site analysis, or investigating the potential for e-Tailing or other form of non-store retailing for a particular product class.
A one page statement, outlining the topic and the type of work proposed, is due on Oct 13.
Groups will be given time to present their projects to the class near the end of the semester. The final written report is due on December 8. Projects must be presented professionally.
Class Participation: This will reflect the quality and quantity of contributions to class discussions of cases and performance of in class assignments or activities. Regular class attendance is a necessary, but not sufficient condition for excellent class participation.
Textbook: Laroche and McDougall (2000), Canadian Retailing. Fourth Edition. Toronto:
McGraw-Hill. This is the required text and case book for the course.
Other Useful Sources:
References:
Directory of Retail Chains in Canada: Contact information for virtually all Canadian chains.
Directory of Canadian Shopping Centres: Tenant and market information for major centers.
World Retail Directory & Sourcebook: Profiles of major retailers from round the world.
Who Own's That Store: Corporate ownership of retail banners.
Scotts Directories: Handbook of Canadian Manufacturers and Distributors by SIC codes.
Dollars & Cents of Shopping Centers, Urban Land Institute: Sales & leasing benchmarks for various types of centers. (Also books for Power Centers and Downtown Shopping Centers)
The Score/1999, The International Council of Shopping Centers (ICSC). Cost and revenue benchmark data for various types of North American shopping centres.
Note: ICSC has donated copies of many publications to the University Library through CIRAS.
Academic Journals:
Journal of Retailing (JR): Long established academic journal dealing with retailing.
Journal of Retailing and Consumer Services (JRCS): Journal founded by CIRAS/EIRASS.
Journal of Business Logistics: Journal dealing with distribution and logistics management.
Journal of Shopping Center Research (JSCR). ICSC outlet for academic papers.
Journal of Marketing Research (JMR): Leading research journal in marketing.
Trade Publications:
Canadian Grocer (www.cdngrocer.com);
Canadian Retailer (www.retailcouncil.org/media/cdnretailer);
Chain Store Age Executive (www.chainstoreage.com);
Stores (www.stores.org):
Shopping Centers Today (www.icsc.org/srch/sct/current/index.html);
Course Schedule
Date Topic Laroche Case
W 1 Sept 8 Introduction to the course/channel systems Notes Appendix A: Careers in retailing App A
10 Introduction to retailing Ch 1 C1
13 Retailing in the Canadian Environment: Ch 2 C2
Arnold, et al (1998) The Impact of a Market Spoiler RCS 5 (1)
W2 15 Understanding the Retail Consumer I Ch 3 (p 41-62) C5 17 Understanding the Retail Consumer II Ch 3 (p 62-79) York*
20 Retailer's strategy I Ch 4 C7
W3 22 Retailer’s strategy II C3
O'Grady & Lane (1997) Culture: An Unnoticed Barrier to Canadian Retail Performance in the USA. JRCS 4 (3)
24 Human resources Ch 6 C10
27 Retail location decisions I Ch 7 (p 148-163) C12
W4 29 Retail location decisions II Ch 7 (p 163-179) C11
Jones & Doucet (2000) Big-box Retailing & Retail Structure. JSCR Vol 7 (4)
Oct 1 Store design and layout I Ch 8 -
Underhill (1999) Why We Buy: The Science of Shopping. Simon & Schuster
4 Store design and layout II C13
W5 6 Merchandise assortment Ch 9 Jims
8 Merchandise budget plan C14
11 Holiday - Thanksgiving
W6 13 Buying and handling (Project proposal) Ch 10 C15
15 Pricing Ch 11 C17
18 Selling Ch 12 C18
W7 20 Promotion Ch 13 Shoe King
Anderson & Simester (1998) The Role of Sale Signs. MS Vol. 17 (2)
22 Customer service Ch 14 C4
Oliver, Rust & Varki (1997) Customer Delight. JR Vol 73 (3)
25 Mid-term exam
W8 27 Retail services & non store retailing Ch 15 C8
29 Project group meeting time
Nov 1 e-Tailing I Ch 16 C20
W9 3 e-Tailing II (Project update) C21
5 Wholesaling and other intermediaries Notes WestCoast
8 Electronic intermediaries Notes PlasticsNet
Sawhney & Kaplan (1999) Let's Get Vertical. Business2.0 Sept. 85-92
Date Topic Laroche Case
W10 10 Physical distribution Notes Oshkosh B’gosh Sawhney (1999) The Longest Mile. Business2.0 Dec. 235-244
12 Fall term class break
15 Manufacturer's channel strategy Notes Art Glass
Frazier (1999) Organizing and Managing Channels JAMS Vol 27 (2)
W11 17 Vertical marketing systems Notes Apple
19 Franchising Ch 5 Maaco
22 Channel conflict versus co-ordination Notes Lyon’s Den Geyskens, et al (1999) Satisfaction in Marketing Channels. JMR Vol 36
W 12 24 Service Performance Evaluation
Finn & Kayande (1999) Unmasking the Phantom: JR Vol 75 (2).
26 Evaluation and Control Ch 17 C16
29 Channel member performance Notes C23
W 13 Dec 1 Project group meeting time
3 Project Presentations
6 Project Presentations
W 14 8 Project Presentations (Final Project due date)
W 16 17 Final exam: 9 am - 2 hrs.
* Cases not from Laroche and McDougall will be distributed in class
