Distribution Management

Code:

2GEC05

Acronym:

GD

Keywords
Classification	Keyword
OFICIAL	Management Studies

Instance: 2023/2024 - 2S

Active?	Yes
Responsible unit:	Management
Course/CS Responsible:	Master in Sales Management

Cycles of Study/Courses

Acronym	No. of Students	Study Plan	Curricular Years	Credits UCN	Credits ECTS	Contact hours	Total Time
GCOM	30	Official Bologna Syllabus	1	-	7,5	56	202,5

Teaching language

Portuguese

Objectives

To develop knowledge and skills about operational and strategic key aspects concerning channel management and retailing in the context of the overall firm activity.

To understand the tools and concepts of price management

To learn the theoretical framework and the implementations strategies of sales promotions

Learning outcomes and competences

We aim students be able to characterize the main concepts, theories and the way they work in the manegerial context. 

Working method

Presencial

Program

- Structure, managerial/functional roles of the distribution channels and typologies

- Point of sale management, window store design

- Retail brands vs manufacturer brands

- Price management and communication of price

- Sales promotion management

- E.commerce, email marketing, social media and social network: How to manage those tools in the perspective of the retailing business.

Mandatory literature

Brito, Pedro Quelhas ; Promoção de Vendas e Comunicação do Preço, Almedina, 2012
Joaquim Monteiro Pratas e Pedro Quelhas Brito ; Distribuição: gestão de pontos de venda e de retalho, Actual Editora, 2019. ISBN: 9789896942731

Teaching methods and learning activities

Field work 
Case study method 
Analysis and discussion of multimedia content 

Evaluation Type

Distributed evaluation with final exam

Assessment Components

Designation	Weight (%)
Exame	50,00
Trabalho escrito	50,00
Total:	100,00

Amount of time allocated to each course unit

Designation	Time (hours)
Apresentação/discussão de um trabalho científico	3,00
Frequência das aulas	39,00
Total:	42,00

Eligibility for exams

Examination only or mix (examination * project)

Calculation formula of final grade

100% final examination 
or 40% project + 60% exam (minimum acceptable grade will be 7/20)