Marketing Channel Incentives

This course is part of the Marketing Channel Strategy & B2B2C Routes to Market Specialization

Sandy Jap

Offered By

Included with

Unlimited access to 3,000+ courses, Guided Projects, Specializations, and Professional Certificates.

Learn More

Marketing Channel Strategy & B2B2C Routes to Market SpecializationEmory University

About this Course

This specialization is ideal for individuals who currently work in or are targeting opportunities in consulting and strategy, industrial sales and buying, marketing management, entrepreneurship and business development.
In this course, you will be exposed to the challenges of implementing a pricing strategy in your route-to-market and the necessity of becoming a "strategic skeptic."  Questions such as, "how to ensure our partners do the right activity at the right price?" "how should my firm protect itself from channel partners who seek to cheat or free ride?" will be answered.  You will also be exposed to direct selling channels, their incentive structures, and understand how and when they might represent a viable route-to-market.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 3 of 4 in the

Marketing Channel Strategy & B2B2C Routes to Market Specialization

Flexible deadlines

Reset deadlines in accordance to your schedule.

Intermediate Level

Completion of university principles of marketing or core marketing course or at least two years of B2B work experience.

Approx. 8 hours to complete

English

Subtitles: English

Instructor

Sandy Jap

The Sarah Beth Brown Professor of Marketing

Goizueta Business School

103 Learners

4 Courses

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 3 of 4 in the

Marketing Channel Strategy & B2B2C Routes to Market Specialization

Flexible deadlines

Reset deadlines in accordance to your schedule.

Intermediate Level

Completion of university principles of marketing or core marketing course or at least two years of B2B work experience.

Approx. 8 hours to complete

English

Subtitles: English

Offered by

Emory University

Emory University, located in Atlanta, Georgia, is one of the world's leading research universities. Its mission is to create, preserve, teach and apply knowledge in the service of humanity.

Syllabus - What you will learn from this course

Week

Week 1

4 hours to complete

PRICING

Pricing is a unique challenge in channel management largely due to the inability to firmly set and enforce a downstream retail price. This module will overview the factors that contribute to this dilemma as well as related solutions.

4 hours to complete

6 videos (Total 45 min), 4 readings, 2 quizzes

Week

Week 2

2 hours to complete

THE STRATEGIC SKEPTIC

This module will outline the various risks in working with and coordinating channel partners. It will also overview potential solutions.

2 hours to complete

6 videos (Total 47 min), 1 reading, 2 quizzes

Week

Week 3

3 hours to complete

DIRECT SELLING

This module overviews and defines direct sales channels and their management challenges via specific examples.

3 hours to complete

5 videos (Total 116 min), 1 reading, 1 quiz

About the Marketing Channel Strategy & B2B2C Routes to Market Specialization

This specialization is ideal for individuals who currently work in or are targeting opportunities in consulting and strategy, industrial sales and buying, marketing management, entrepreneurship and business development.

One critical component of value creation for customers in marketing that is often overlooked is how customers want to buy. The ability to make its products and services available to customers at the right place and time is a key source of explosive value and the purview of marketing channel strategy. We will unpack “the black box” of organizational channels, distribution and retailers that create the routes to market between the firm and its end user or customers. In this course, you will learn how to capture and leverage this value through the careful selection of channel partners, the application of appropriate incentives and pricing agreements, the design and management of multiple channels. We also discuss how these ideas extend to and should be applied to social business channels in emerging economies and entrepreneurship (startup) environments as well as the latest challenges in selling on third party platforms/marketplaces. In doing so, the goal is to provide you with the relevant frameworks, tools, and processes for more effective management of these areas, including the advantages, limitations, common uses and some best practice examples. This is accomplished through case studies and exercises, lectures, and guest lecturers.

Marketing Channel Strategy & B2B2C Routes to Market

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes, Coursera provides financial aid to learners who cannot afford the fee. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. You'll be prompted to complete an application and will be notified if you are approved. You'll need to complete this step for each course in the Specialization, including the Capstone Project. Learn more.

More questions? Visit the Learner Help Center.

Marketing Channel Incentives

About this Course

Instructor

Sandy Jap

Offered by

Emory University

Syllabus - What you will learn from this course

Week 1

PRICING

Week 2

THE STRATEGIC SKEPTIC

Week 3

DIRECT SELLING

About the Marketing Channel Strategy & B2B2C Routes to Market Specialization

Frequently Asked Questions

Top Online Courses

Top Online Specializations

Online Certificates

Online Degree Programs

Coursera

Community

More

Marketing Channel Incentives

About this Course

Instructor

Sandy Jap

Offered by

Emory University

Syllabus - What you will learn from this course

Week 1

PRICING

Week 2

THE STRATEGIC SKEPTIC

Week 3

DIRECT SELLING

About the Marketing Channel Strategy & B2B2C Routes to Market Specialization

Frequently Asked Questions

Coursera Footer

Top Online Courses

Top Online Specializations

Online Certificates

Online Degree Programs

Coursera

Community

More