• View the Talks
• 48 min
  1. What is marketing?

  • Prof. Michael J. Baker
• 36 min
  2. 4 traits of successful marketers

  • Mr. Drew Neisser
• 21 min
  3. Shoppernomics: understanding the structure for marketing communications

  • Mr. Roddy Mullin
• 13 min
  4. Promotional marketing

  • Mr. Roddy Mullin
• 18 min
  5. B2B data-driven marketing

  • Prof. Ruth P. Stevens
• 42 min
  6. The marketing environment

  • Dr. James Blythe
• 22 min
  7. Consumer behaviour

  • Prof. Gillian Hogg
• 59 min
  8. Organisational buyer behaviour

  • Prof. Peter Naudé
• 41 min
  9. The marketing mix

  • Prof. Michael J. Baker
• 47 min
  10. Research for marketing

  • Prof. Michael J. Baker
• 61 min
  11. Channels of distribution

  • Prof. Anne Marie Doherty
• 23 min
  12. Market segmentation - a fundamental concept of marketing

  • Prof. Malcolm McDonald
• 51 min
  13. Product strategy and management

  • Prof. Michael J. Baker
• 60 min
  14. New product development

  • Prof. Keith Goffin
• 41 min
  15. Branding and brand management

  • Prof. T.C. Melewar
  • Dr. Sharifah Faridah Syed Alwi
• 39 min
  16. Pricing and price policy

  • Dr. James Blythe
• 54 min
  17. Channel management 1

  • Mr. Julian Dent
• 56 min
  18. Channel management 2

  • Mr. Julian Dent
• 39 min
  19. Integrated marketing communications

  • Prof. Philip J. Kitchen
• 20 min
  20. Sales promotion

  • Mr. Roddy Mullin
• 51 min
  21. Sales and sales management

  • Dr. James Blythe
• 39 min
  22. The Evolution of CRM

  • Mr. Neil Woodcock
  • Prof. Merlin Stone
• 45 min
  23. Public relations

  • Dr. James Blythe
• 45 min
  24. Profit - the role of world class strategic marketing planning

  • Prof. Malcolm McDonald
• 21 min
  25. Services marketing

  • Prof. Adrian Palmer
• 59 min
  26. International marketing

  • Prof. Kevin Ibeh
• 31 min
  27. An introduction to social marketing

  • Prof. Andrew McAuley
  • Dr. Sharyn Rundle-Thiele
• 15 min
  28. Relationship marketing

  • Dr. John Egan
• 40 min
  29. The scope and nature of retail marketing

  • Prof. Steve Burt
• 17 min
  30. Stakeholders

  • Dr. John Egan
• Archived Lectures *These may not cover the latest advances in the field
• 38 min
  31. Mass communications

  • Prof. Douglas West
• 47 min
  32. Marketing and the internet

  • Dr. Jim Hamill
• 51 min
  33. Marketing for nonprofit organisations

  • Prof. Walter Wymer
• 36 min
  34. Marketing for SMEs

  • Prof. Audrey Gilmore

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. Channel management content
3. The role and importance of channel management
4. The strategic framework
5. Strategy objectives and channel management
6. A framework for channel management
7. Challenges of channel management
8. Channel management framework
9. Channel strategy
10. Market space definition
11. Role of the channel
12. Rules of engagement
13. Channel's role in delivering customer proposition
14. Customer value propositions
15. Demand generation & fulfillment (1)
16. Demand generation & fulfillment (2)
17. Channel capabilities
18. Spectrum of distributors
19. Channel ecosystem mapping - traditional view
20. Channel ecosystem mapping - the real ecosystem

Topics Covered

• The role and importance of channel management
• A framework for channel management
• Channel strategy
• Market space definition
• Role of the channel
• Rules of engagement
• Segmenting the market
• The channel's role in delivering the customer proposition
• Customer value propositions
• Demand generation & fulfilment
• Channel capabilities
• Channel ecosystem mapping

Links

Series:

• Principles of Marketing

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on January 1, 2012