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College of Business Iowa State University Summer 2011 Instructor: Stephen K. Kim Marketing Channels (MKT551X) Office: Gerdin 3127 Phone:294-9409(o) 509-1232 (cell) 294-7112 (fax) email: stevekim@ Class meets: 5:50-9:10 Mo and We (May 9th - June 16th) Office Hours: By appointment Course Description This course is an integrative view of a firm’s go-to-market strategy. The course examines various channel institutions, marketing channel design, and channel management with special reference to business-to-business market and technology. It is designed to be a comprehensive course embodying lecture, class discussion, and case analyses. Required Course Materials: Coughlan, Anderson, Stern, and El-Ansary, Marketing Channels, 7th ed., Prentice Hall, 2006 ISBN: 0131913468 Rangan, Transforming Your Go-to-Market Strategy, Harvard Business School Press, 2006 ?ISBN: 1591397669 Course Packet of Harvard Business School Cases (Please purchase the cases for class by logging into / ) Learning Outcomes: Knowledge on the fundamental concepts and terms on marketing channels Knowledge on the design and management of marketing channels Hands-on experience on analyzing an existing channel and/or designing a new channel Course Format: I will run the class as a seminar. As such, each of you will be essential in ensuring that the class is a success. A combination of lectures, cases, and article discussions will be used. I encourage you to talk with me outside of the class any time you have a question or problem, however minor. Course Guidelines: 1) Come to class and participate. 2) Be courteous when someone else is speaking; avoid side conversations as much as possible. 3) The syllabus is intended to provide a loose outline of what to expect. So be prepared for deviations. We will need to move certain topics around depending on time constraints and course requirements. 4) No handwritten or late submission