JAMNALAL BAJAJ INSTITUTE OF MANAGEMENT STUDIES MMM 3rd Year, 1st Semester DISTRIBUTION MANAGEMENT Course Outline A) Schedule
e and Topics No. / Date 1) 20/6/12 2) 27/6/12 3) 4/7/12 4) 11/7/12 5) 18/7/12 6) 25/7/12 7) 1/8/12 8) 8/8/12 Topic Distribution Management Framework for decisions in different Industries Channel Management Design and Implementation Channel Design Alternatives and Selection Channel / Distributor Management Wholesalers, Retail and Emerging Channels Physical Distribution and Logistics Case Studies Presentations on Distribution management projects 2012-13
The sessions will be held on Wednesday between 6.30 to 9.30 pm. Total 15 sessions. B) Methodology The various topics related to Distribution Management would be covered through a combination of lectures and discussions on case studies based on actual situations in various organizations. Students would also do a small project on a company and present the same in class as per details given later. C) Evaluation The evaluation will be based on final term end examination and project presentation out of total 50 marks for this section. The weightage for term end exam will be 70% while the project presentations will be 20% and class attendance and participation would have 10%. D) Text Books
1) Marketing Channels Structure and Strategy, W. Lewis, McGraw Hill. 2) Marketing Management Analysis, Implementation and Control, Phillip E. Kotler, McGraw Hill. 3) Distribution Systems: Firms, Functions and Efficiencies, R.C.Anderson and W.P.Dommermuth, ACC, New York. 4) Marketing Channels, C.G.Walters, Goodyear Publishing. 5) Marketing Channels, Ronald Michman, Grid Inc. 6) Distribution Channels, L.W.Stern (ed).), Houghton Miffin Co. 7) Marketing Channels a Systems viewpoint, W.G.Moller and D.L.Wileman, Homewood. 8) The Changing Patterns of Distribution, N.Stracey and A.Wilson, Pregamon Press. 9) Readings in Physical Distribution Management, Bower Sex et.al., Macmillon. 10) Warehousing and Distribution, S.C.Sharma. 11) Physical Distribution Management: Logistical Approach, K.K.Khanna. 12) Strategies for Distribution Management, C.Martin. E) Articles 1) Shelby D. Hunt and John R. Nevin, Power in a Channel Distribution sources and consequences, JMR, Vol.11, May 1975, pp. 186-193. 2) Michael Edgar, Channel Domination and Counterveiling power in distribution channels, JMR, August 1976, pp. 254-262. 3) Carl G. Schreyer, Improving the company-dealer relationship, AMA, 1958, pp.77-84. 4) Butaney Gul et al., Distribution power vs. Manufacturers Power: The customers role, JOM, January 1988. 5) R.C.Vadhar, The changing pattern of distribution, AMA, 1968, pp. 37-53. 6) B.K.Agarwal, Distribution channels in consumer durables, Lok Udyog, Jan-Feb. 1979, pp. 41-44. 7) K.H.Udeshi, Dealer Development, IJM, July-Dec. 1973, pp. 23-27. 8) Singaravelu, Channels of Distribution for Small Industry Products, IJM, Sep-Oct. 1983, pp. 27-29. F) Reading Material / Handouts 1) Note on framework of Decision Making for Sales and Distribution Management 2) Note on Indian Distribution System 3) Planning the Distribution Function in an Organisation 4) Note on Management of Distribution Channels 5) Distribution in a developing economy Some emerging trends and implications for Strategy 6) Note on Shipping Services 7) Note on Containerisation 8) Note on research for Sales and Distribution Management Decisions G) Case Studies 1) Superb Appliances Ltd. 2) Distribution in Automobile Industry Tata Motors, Maruti, Bajaj etc. 3) Distribution Strategy for Beverages Pure Tea and Beverages Ltd. 4) More cases as given
H) Project / Presentation 1) Groups of 6-7 students to be formed 2) Each group should study an organization which has strong distribution strategy and management 3) Names of the group members and the organization to be submitted by end August 4) Study of the strategies, systems, structure etc. used in distribution management to be done 5) Information about channel selection, structure, motivation, evaluation, control and administration, physical distribution etc. to be obtained by meeting relevant executives in sales with the organization 6) Special unique practices in distribution in the organization to be noted and highlighted 7) Presentation on the organization and its distribution model with relevant issues to be made to the class 8) Presentation to be of around 15-20 minutes duration
