Marketing Topics: Distribution Channels

MAR519 Marketing Topics: Distribution Channels

  • Topics

    Topics

    ¿ Transaction cost economics

    ¿ Agency theory

    ¿ Relational contracting theory

    ¿ Power and conflict

    ¿ Cooperative strategies

    ¿ Plural forms

     

  • Learning outcome

    Learning outcome

    The course focuses on different ways of organizing economic transactions and contractual relations between companies. This is referred to as interorganizational relations, and the course studies such relationships within the context of distribution channels emphasizing how companies interact with other actors in the value chain such as customers, distributors and suppliers. The course builds on different theoretical perspectives rooted in different disciplines and analyzes how economic factors interact with social and relational factors.

     

    Knowledge - The candidate...

    is in the forefront of knowledge concerning how economic transactions and contractual relations between companies can be organized

    can analyze and evaluate different institutional forms for how to govern transactions ranging from market transactions and different forms of hybrid governance to internal organization

    can contribute to the development of new empirical and theoretical knowledge related to a variety of interorganizational forms such as vertical and horizontal coordination, franchising, long-term business-to-business relationships, strategic alliances and other forms of cooperative ventures

    Skills - The candidate...

    can formulate new research problems and conduct theoretical and empirical research within the field of distribution channels

    can perform distribution channel research at a high international standard

    can manage complex, interdisciplinary academic issues and challenge contemporary knowledge within the field of distribution channels

     

    Competence - The candidate...

    can carry out his/her own distribution channel research with scholarly integrity

    can assess the state of the art within the field of distribution channels and communicate current research through recognized Norwegian and international channels

    can participate in debates at international marketing and management forums

  • Teaching

    Teaching

    Intensively

     

  • Required prerequisites

    Required prerequisites

    None.

  • Requirements for course approval

    Requirements for course approval

    Active participation in course discussions and presentation of assigned research articles

  • Assessment

    Assessment

    Course paper

  • Grading Scale

    Grading Scale

    Grading: Pass or fail

     

  • Objective/course outline

    Objective/course outline

    The course provides the students with insight into different ways of organizing economic transactions and contractual relations between companies. This is referred to as interorganizational relations, and the course focuses on such relationships within the context of distribution channels emphasizing how companies interact with other actors in the value chain such as customers, distributors and suppliers. This includes studies of vertical and horizontal coordination, franchising, long-term business-to-business relationships, strategic alliances and other forms of cooperative ventures.

    The course analyzes different institutional forms for how to govern transactions. These range from market to internal organization including different forms of hybrid governance. We will focus on different theoretical perspectives as well as empirical studies. Some important theoretical perspectives are: transaction cost economics, agency theory, power and conflict theories and relational contracting theory. A key issue is to discuss how economic factors interact with social and relational factors. A number of empirical studies of distribution channels will also be presented, and we will address methodological challenges in conducting interorganizational studies.

    The course will emphasize readings of original contributions that are published in academic journals. We shall go through several important articles, both theoretical and empirical studies to evaluate the state of the art within the field of distribution channels.

    The course builds on different theoretical perspectives rooted in different disciplines, and the addressed topics should be relevant for doctoral students with different specializations.

  • Computer tools

    Computer tools

    None

  • Semester

    Semester

    Autumn.

     

  • Literature

    Literature

    Collection of articles

Overview

ECTS Credits
5
Teaching language
English and/or Norwegian (depending on the students)
Semester
Spring, Autumn

Course responsible

Sven A. Haugland, Department of Strategy and Management