The course aims to provide specialized knowledge on management of commercial enterprises, through the analysis of the management aspects that characterize the different types of companies operating in both of wholesale and retail trade sector, as well as current characteristics of distribution systems and industry-distribution relationships.
EXPECTED LEARNING RESULTS
Knowledge and understanding skills
The student should demonstrate to understand the management principles and business logic referred to the commercial enterprises. He must also know the main management tools, both strategically and operationally, used by the commercial enterprises, and understand the key factors for achieving competitive advantage in different commercial contexts, also through an international comparison.
Ability to apply knowledge and understanding
The student should be able to apply the acquired knowledge in different operating contexts: in particular, he must be able to apply retail management principles in relation to the different types of commercial enterprises, and to the different market segments and operating conditions, demonstrating how to apply the principles and management tools in a contextualized and flexible manner.
The student should demonstrate the ability to critically use the conceptual and operational tools learned, to independently identify the information sources connected to the object of study, to be able to collect and interpret the information necessary for understanding the competitive behaviors of the companies in national and international contexts.
The student should demonstrate the ability to clearly and comprehensively communicate the knowledge acquired, their analyzes and the results achieved, both in written and oral form, even in public. He must have the ability to use an appropriate technical language, using the Italian and English terminology used in the discipline of distribution management; she must also develop synthesis skills in the written and oral presentation of the arguments.
The student should demonstrate the ability to autonomously deepen the knowledge acquired, knowing how to identify bibliographic references and documentary sources relevant to the object of study, also in English. He must also demonstrate the ability to apply the knowledge acquired to the analysis of concrete cases, knowing how to select the tools useful for solving specific problems and carrying out specific analyzes.
The course is addressed to the students of the LM-77 Master's Degree and requires students to have learned the basic principles and criteria of economics and business management and marketing.
Course contents can be divided into three blocks of lessons, whose duration depends on the degree of knowledge of students regarding the progressively faced arguments that they show to possess. In particular, the first and the second blocks are devoted to the frontal lessons, while the third block is devoted to the project works through group works and their discussion.
The three blocks of lessons have the following content and average duration:
I° Block of lessons – Distribution system: functions and actors (16 hours):
Commercial services and distribution forms. Development and variety in the retail and wholesale sectors. Distribution channels. E-commerce. Public regulation of commercial activities.
II° Block of lessons – Retail management: principles and tools (20 hours):
Primary strategic decisions. Strategic and operational marketing. Visual merchandising, layout and display. Financial management. Technological innovations.
III° Block of lessons – Project Works (12 hours):
Project works through group work composed of fo
The course will analyse the following topics referred to commercial enterprise: Commercial services and distribution forms. Development and variety in the retail and wholesale sectors. Distribution channels. E-commerce. Public regulation of commercial activities. Primary strategic decisions. Strategic and operational marketing. Visual merchandising, layout and display. Financial management. Technological innovations.
The course is structured in two parts, the first one devoted to the frontal lessons and the second one devoted to the project works. In both parts, it is expected an extensive use of interaction between teacher and students. The slides used during the course will be made available, as well as any additional supplementary study material provided by the teacher.
SCIARELLI S., VONA R., Management della distribuzione. Elementi di economia e gestione delle imprese commerciali, McGraw-Hill, 2009, capitoli: 1, 2, 3, 4, 5, 6, 8, 13, 15, 18, 19.
The assessment is based for all students on a written test based on a mix of open and closed questions and an eventual subsequent oral exam; only for students who follow the course the assessment is based also on presentation and discussion of the project work.
The criteria for assessing the degree of learning refer to the comprehension of the subjects covered by the study program, the communicative capacity, including the ability to use appropriate language, and the synthesis skills and critical analysis. The final vote is expressed in scale from 0 to 30, and is the result of an overall evaluation by the teacher, due to the abilities and the overall degree of knowledge demonstrated by the student; moreover, for students who participate at the project works, the final vote also takes into consideration their presentation and discussion. Students have the opportunity to see the correction of the written test independently of the vote obtained and to receive any clarification regarding the answers given to the questions of the test.