UNIVERSITY OF INTERNATIONAL BUSINESS AND ECONOMICS

MARKETING CHANNELS

Spring 2021

SYLLABUS

Professor: Xiaoyan Shang, PhD, School of International Business, UIBE

Email: xiaoyanshang@sina.com
Prerequisite course : Principles of Marketing

Introduction
Marketing channels is an upper-level, managerially-oriented course. It focuses on how to
design, develop, and manage channels for profitable and nonprofitable organizations. This
course could enable students to better understand and evaluate the channel strategy of
companies. This course will help students in future business.

Text
Anne t.Coughlan, Erin Anderson, Louis W. Stern, Adel I. El-ansary, Marketing Channels,
7th edition, Prentice Hall, 2006

Other similar textbooks can also be used

Grading Criteria

Assignment Group/individual Weight (100%)

Homework（7） Individual 70%
Final exam individual 30%

There are seven assignments, one for each week. Students should submit their homework on
time. If submitting homework late, 30 points will be deducted from the grade.

The professor will regularly post the homework evaluation results and show the excellent work.
Once the evaluation results are published, No late assignments will be accepted.
Course Schedule

Week Session Topic and description homework & quiz

(open)
1 Session 1: Introduction to marketing channels homework1

2 Session 2: The Channel Participants: Homework2

Retailers and wholesalers
3 Session 2: Channel structure Homework3

4 Session 3: Marketing Channel Design home work4

5 Session 4: Channel Innovation Homework5

6 Session 5: Channel Power Homework6

7 Session 6: Managing Conflicts Management Homework7

8 Examination

Homework requirements:
1. All assignments should be in Word or PDF format.
2. File name format: “HW#-ID+Name”. For example, “HW1-IUP2017027Angie”