H8DCM - Channel Management

Module Code: H8DCM
Long Title Channel Management
Title Channel Management
Module Level: LEVEL 8
EQF Level: 6
EHEA Level: First Cycle
Credits: 5
Module Coordinator: MICHAEL BANE
Module Author: DAVE CORMACK
Departments: School of Business
Specifications of the qualifications and experience required of staff

No special specifications. Programme level specifications apply.

Learning Outcomes
On successful completion of this module the learner will be able to:
# Learning Outcome Description
LO1 Recognise the breadth and complexity of Channel management within organisations.
LO2 Analyse, assimilate, and evaluate the principles and practices of Channel Management.
LO3 Critically evaluate the move to E-Channels and Global Channels.
LO4 Apply analytical skills to develop channel strategies and tactics towards case study materials and/or live industry projects.
LO5 Assess the importance of relationships, both inside and outside the organisation, that are critical to successful Channel management.
Module Recommendations

This is prior learning (or a practical skill) that is required before enrolment on this module. While the prior learning is expressed as named NCI module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).

18401 H7SMM Services Marketing Management
Co-requisite Modules
No Co-requisite modules listed
Entry requirements  

Module Content & Assessment

Indicative Content
Designing Channel Strategies
• End-user analysis • Evaluating existing channels by auditing their efficiency and potential service or cost gaps. • Make-or-buy channel analysis. • The degree of channel intensity, the mix of channel types, and the use of dual distribution.
Channel Institutions
• Types of intermediary • Retailing • Wholesaling • Franchising • Supply Chain Management • Channel flows and blockages • Inventory and just-in-time approaches • Logistics information flow • Reverse logistics
Implementing Channel Strategies
• Identifying and work with the source of each channel member’s power and dependence as well as recognize and avoid potential channel conflict • Build and maintain good working relationships among channel partners. • Channel policies and legalities • Channel logistics
Inter-Organisational Relationships
• From Market Transactions to Relational Exchange • Customer Relationship Management in Channel of Distribution • Partnerships and Alliance
Assessment Breakdown%
End of Module Assessment60.00%


Full Time

Assessment Type: Presentation % of total: 40
Assessment Date: n/a Outcome addressed: 1,4
Non-Marked: No
Assessment Description:
Students will be asked to perform an analysis of the channel strategy for the business idea being pursued for their Capstone Project. This will be a group-based assessment.
End of Module Assessment
Assessment Type: Terminal Exam % of total: 60
Assessment Date: End-of-Semester Outcome addressed: 1,2,3,5
Non-Marked: No
Assessment Description:
Students will be asked to make a written contribution demonstrating their understanding of Channels and Channel Management. This may be based on a case study or a real-life organisation either presented for analysis or suggested by the students.
No Workplace Assessment
Reassessment Requirement
Repeat examination
Reassessment of this module will consist of a repeat examination. It is possible that there will also be a requirement to be reassessed in a coursework element.
Reassessment Description
Repeat assessment will be presented if required as an assessment which will assess all learning outcomes.

NCIRL reserves the right to alter the nature and timings of assessment


Module Workload

Module Target Workload Hours 0 Hours
Workload: Full Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture No Description 24 Per Semester 2.00
Tutorial No Description 12 Per Semester 1.00
Independent Learning No Description 89 Per Semester 7.42
Total Weekly Contact Hours 3.00

Module Resources

Recommended Book Resources
  • Palmatier R, Sivadas E, Stern L, El-Ansary A.. (2019), Marketing Channel Strategy An Omni-Channel Approach, Routledge.
  • Dent J, White M.. (2019), Sales and Marketing Channels How to Build and Manage Distribution Strategy,, Kogan.
This module does not have any article/paper resources
This module does not have any other resources
Discussion Note: