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Organizers 

Sandy Jap, Sarah Beth Brown Endowed Professor of Marketing, Goizueta Business School, Emory University, sjap@emory.edu

Anne Coughlan, Polk Brothers Chair in Retailing and Professor of Marketing, Kellogg School of Management, Northwestern University, a-coughlan@kellogg.northwestern.edu

Sponsors:  ÂÜÀòÉç¹ÙÍø Relationship Marketing SIG, Marketing Strategy SIG, and Interorganizational SIG

Overview

In many business schools, the teaching of organizational channel strategy (or routes to market) and sales management is on the decline.  This area of the marketing discipline can be difficult for faculty to teach for multiple reasons, including a lack of useful teaching materials, effective classroom practices, and the need for context-specific expertise (e.g., in the business-to-business domain).  To this end, the goal of this ÂÜÀòÉç¹ÙÍø pre-conference is to disseminate best practices, cutting edge teaching materials and approaches, as well as promote networking with educators already teaching in this subject area.  This preconference is targeted not only for those who teach channels and sales management courses, but for those who also need to teach a few sessions in the context of a core, CRM or marketing strategy course. 

Additional Details

Dates/Times:  Thursday afternoon February 22 and Friday morning, February 23 at the ÂÜÀòÉç¹ÙÍø Winter Educator’s Conference.

Each registrant will receive a copy of A Field Guide to Channel Strategy: Building Routes to Market and access to Sandy and Anne’s teaching materials and curated resources such as study guides for lectures, cases, and tools, matched to the book’s chapters and organized for easy adoption in their undergraduate, MBA, or executive MBA courses.

The price is $199.
 

TEACHING CHANNEL STRATEGY AND SALES MANAGEMENT: A FIELD GUIDE

Pre-Conference Schedule 

Thursday, February 22, 2018, 1:30 – 5:00 p.m. 

1:30 – 1:50:  Introductory Remarks

                         Sandy & Anne

 1:50 – 2:40:  A Framework for Assessing Strategic Relationships

                         Sandy

 2:40 – 3:10:  Coffee/Tea and Stretch Break

 3:10 – 4:00:  The Channel Audit – a class project and practitioner toolset

                         Anne

 4:00 – 4:10:  Coffee/Tea and Stretch Break

 4:10 – 5:00:  Teaching Technologies: Flipping the classroom and simulations

                         Sandy

 5:00-6:00:       Networking reception

  

Friday, February 23, 2018, 8:30 a.m. – 12:00 noon 

8:30 – 9:30:  Case Development and Teaching: NDC Airlines Video Case

                         Anne

9:30 – 9:50:  Coffee/Tea and Stretch Break

9:50 – 10:50:  Best Practices in Teaching Channel Management panel

                           Dave Gililand, Colorado State University

                           George John, University of Minnesota

10:50 – 11:00:  Coffee/Tea and Stretch Break 

11:00 – 11:45:  Best Practices in Teaching Sales Management panel

                                Manfred Krafft, WMU Munster

                                Dominique Rouzies, HEC Paris

                                Tom Steenburgh, University of Virginia

                                Michael Ahearne, University of Houston

                                Greg Marshall, Rollins College 

11:45 – noon:  Concluding Remarks

                             Anne 

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