Course Title: Distribution Channels

Part A: Course Overview

Course Title: Distribution Channels

Credit Points: 12

Course Code




Learning Mode

Teaching Period(s)


Singapore Inst of Management


625H Economics, Finance & Marketing


Offsh 1 08,
Offsh 1 09,
Offsh 3 09,
Offsh 1 10,
Offsh 3 10,
Offsh 1 11,
Offsh 3 11,
Offsh1 12

Course Coordinator: Associate Professor M. Schwartz

Course Coordinator Phone: +61 3 99255515

Course Coordinator

Course Coordinator Location: 108-12-67

Pre-requisite Courses and Assumed Knowledge and Capabilities

MKTG1025 Marketing Principles is the pre-requisite course.

Course Description

This course seeks to explain the distribution channel to students. And within that channel it pays particular attention to one channel member, the retailer. Given the reality of distribution channels in Asia Pacific Region not doing so would be negligence. Furthermore, the changes in the retail sector have made retailing increasingly complex at the very same time as accelerating global retailing has made retailing increasingly more competitive. All of this is especially so in the Asia Pacific Region which enjoys a global reputation for its retailing opportunities.

Within a channel of distribution there are various channel members. One such channel member is the retailer. However, whilst retailers are only one such channel member amongst others, the retailer has emerged in nearly every channel of distribution as the leading channel member. Admittedly whilst retailing is concerned with selling goods or services to the ultimate consumer, and as such is only the last step in the channel of distribution, the reality is that in most distribution channels the retailers dominate the channel. Given that reality, which is especially evident in the Asia Pacific Region given its size, the general educational aim of this subject is, whilst developing an understanding of distribution channels as an inter-organizational system involved with the task of making products available for consumption, to pay particular attention to retailing in the Asia Pacific Region.

Objectives/Learning Outcomes/Capability Development

This course will help you to develop your ability to:

  • Recognise the customer’s perspective
  • Source and use information effectively
  • Identify and provide solutions for marketing issues and problems
  • Collaborate with others
  • Communicate effectively
  • Recognise and adapt to changing environments
  • Recognise and adapt to changing environments
  • Work to the ethical standards of the profession


On completion of the subject you should be able to:

• understand types of distribution channels, and also collaboration in those distribution channels;
• have an in depth understanding of market selection and location analysis;
• make an independent assessment of the retailing environment;
• be familiar with managing retail operations;
• understand retail administration.


Overview of Learning Activities

These consist of a major project with an actual distributor in Singapore, the lectures, cases, online learning activities, and related online readings.

Overview of Learning Resources

Laerning resources consist of the prescribed text. Also, that prescribed texts accompanying companion web site which includes both multiple choice and true and false questions, and a computer spreadsheet case called "The House", all of which students can utilise.  The web site also contains a "Marketing in the News" section with an excellent selection pertaining to Marketing Channels and Distribution and Supply Chain Management. There are also power point presentations for each of the chapters in the text.

Overview of Assessment

The assessment may consists of a major project and a final exam.