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MKT2004 Marketing Channels

Semester 2, 2015 On-campus Toowoomba
Units : 1
Faculty or Section : Faculty of Business, Education, Law and Arts
School or Department : School of Management and Enterprise

Contents on this page


Examiner: Anne-Marie Sassenberg
Moderator: Michael Gardiner


Pre-requisite: MKT1001

Other requisites

Computer, e-mail and Internet access: Students are required to have access to a personal computer, e-mail capabilities and Internet access to UConnect. Current details of computer requirements can be found at //


This course examines the distribution of goods and services. Channel management involves determining the most efficient and effective way of getting the product from the manufacturer to the end user. Topics include wholesaling, retailing, physical distribution and designing the marketing channel.


The study of marketing channels addresses the distribution or place element of the marketing mix. The course takes a managerial approach to the distribution problem. Channel intermediaries, such as wholesalers and retailers are discussed. A formal process for the design of an effective and efficient marketing channel is examined. The impact of the other elements of the marketing mix on channel management is considered. Channel management issues such as power and conflict, communication and channel evaluation are also addressed.


On successful completion of this course, students should be able to:

  1. demonstrate the ability to evaluate, design and develop the traditional, non-traditional and electronic marketing channels and apply them to business scenarios
  2. provide evidence of critical thinking skill in the development of managerial solutions to solve complex marketing channel problems
  3. produce written and oral submissions that demonstrate high level communication, creativity and academic literacy skills
  4. demonstrate the ability to achieve allocated tasks as part of a team
  5. understand the issues associated with sustainability in marketing channels.


Description Weighting(%)
1. Marketing channel concepts 7.00
2. Channel participants 14.00
3. Marketing channel environment 7.00
4. Behavioural processes in marketing channels 7.00
5. Channel strategy and channel design 23.00
6. Non-traditional channels 7.00
7. Product and pricing issues in channel management 7.00
8. Promotion and the marketing channel 7.00
9. Logistics and channel management 7.00
10. Evaluating channel member performance 7.00
11. Sustainability of marketing channel 7.00

Text and materials required to be purchased or accessed

ALL textbooks and materials available to be purchased can be sourced from USQ's Online Bookshop (unless otherwise stated). (

Please contact us for alternative purchase options from USQ Bookshop. (

  • Rosenbloom, B 2013, Marketing channels: a management view, 8th edn, Cengage Learning, Mason, Ohio.
    (Note: The 7th edition (2004) may be used in this course.)

Reference materials

Reference materials are materials that, if accessed by students, may improve their knowledge and understanding of the material in the course and enrich their learning experience.
  • Coughlan, AT, Anderson, E, Stern, LW & El-Ansary, AI 2006, Marketing channels, 7th edn, Pearson/Prentice Hall, Upper Saddle River, New Jersey.

Student workload requirements

Activity Hours
Assessments 60.00
Directed Study 24.00
Private Study 40.00
Workshops 36.00

Assessment details

Description Marks out of Wtg (%) Due Date Notes
ASSIGNMENT 1 100 20 28 Aug 2015 (see note 1)
ASSIGNMENT 2 100 30 09 Oct 2015 (see note 2)
EXAM PART A - MULTIPLE CHOICE 20 10 End S2 (see note 3)

  1. Retail Assessment
  2. Case Analysis
  3. The total working time for the examination (parts A and B) is 2 hours. The examination date will be available via UConnect when the official examination timetable has been released.

Important assessment information

  1. Attendance requirements:
    External/Online: If you are an international student in Australia, you are advised to attend all classes at your campus. For all other students, there are no attendance requirements for this course. However, it is the students' responsibility to study all material provided to them or required to be accessed by them to maximise their chance of meeting the objectives of the course and to be informed of course-related activities and administration.

    On-campus: It is the students' responsibility to attend and participate appropriately in all activities (such as lectures, tutorials, laboratories and practical work) scheduled for them, and to study all material provided to them or required to be accessed by them to maximise their chance of meeting the objectives of the course and to be informed of course-related activities and administration.

  2. Requirements for students to complete each assessment item satisfactorily:
    To satisfactorily complete an individual assessment item a student must achieve at least 50% of the marks. (Depending upon the requirements in Statement 4 below, students may not have to satisfactorily complete each assessment item to receive a passing grade in this course.)

  3. Penalties for late submission of required work:
    Students should refer to the Assessment Procedure (point 4.2.4)

  4. Requirements for student to be awarded a passing grade in the course:
    To be assured of receiving a passing grade a student must achieve at least 50% of the total weighted marks available for the course.

  5. Method used to combine assessment results to attain final grade:
    The final grades for students will be assigned on the basis of the aggregate of the weighted marks obtained for each of the summative assessment items in the course.

  6. Examination information:
    This is a closed examination. Candidates are allowed to bring only writing and drawing instruments into the examination.

  7. Examination period when Deferred/Supplementary examinations will be held:
    Any Deferred or Supplementary examinations for this course will be held during the next examination period.

  8. University Student Policies:
    Students should read the USQ policies: Definitions, Assessment and Student Academic Misconduct to avoid actions which might contravene University policies and practices. These policies can be found at

Assessment notes

  1. Referencing in assignments:
    Harvard (AGPS) is the referencing system required in this course. Students should use Harvard (AGPS) style in their assignments to format details of the information sources they have cited in their work. The Harvard (AGPS) style to be used is defined by the USQ Library's referencing guide at //