Corso di Laurea in Economia e Management

Aggiornato A.A. 2020-2021

LEARNING OUTCOMES

The role of retailing is increasingly proactive today, going beyond the classic function of physical distribution of products, and capable of conditioning and reconfiguring the upstream and downstream relationships of the supply chain.

The levers of influence of modern retailers can be manifold. Indeed, they can be connected to various factors: from organizational dimension and scope to the capability to cooperate with other supply chain players, up to the generation of differentiated and changing retail formats.

In an increasingly dynamic environment, consumer choices are affected by increasing degrees of sophistication due to the variety of the offer, the broad availability of information and stimuli through the pervasive use of ICT. Hence, retail enterprises are called to design and implement coherent strategic and organizational solutions that can allow to survive and growth, guaranteeing efficiency, and responsiveness to the market.

Many retailers have reacted with growth strategies at the local and international level, by opening new points of sale and outlets characterized by experiential design and services. Besides, there is also a more intesive adoption of online commerce, with a frantic search for cost savings combined with an appropriate variety of products and prompt customer interaction.

All these dynamics have led to various consequences, including integration phenomena in many areas of distribution, the need to know how to combine digital channels with physical ones, and an increase in the overlap between commercial and manufacturing roles, which are sources of conflicts as well as collaborative actions.

In consideration of this scenario, the course aims to provide students with theoretical and practical knowledge about the management and organizational principles of retaling companies.

 

KNOWLEDGE AND UNDERSTANDING

Students will acquire the specific knowledge and skills necessary for understanding the basic concepts of retail Imanagement in its multifaceted aspects (themes, tools, case studies).

APPLYING KNOWLEDGE AND UNDERSTANDING

At the end of the course, the student will have understood the differences between wholesale and retail commercial formats and formulas, offline and online sales methods, growth and internationalization strategies of retailers, operational marketing, and logistics, as well as trends in technological innovation in retail and consumer purchasing behavior.

MAKING JUDGMENTS

The in-depth study of the course contents and recommended readings will allow students to stimulate critical analysis and independent judgment, especially in consideration of the case studies.

COMMUNICATION SKILLS

The development of students' communication skills will be fostered both by interacting with the professor during classes and by working on the written assignments (answers to open questions) about specific topics of the course program.

LEARNING SKILLS

After a successful exam, students will be enabled to access advances studies a master degree level in subjects related to the fields of management and marketing.

 

ONLINE CLASSES ON MICROSOFT TEAMS

Students can also attend classes at the following web address:

https://teams.microsoft.com/l/team/19%3a1981982ac56e4801ae3ee91375fd81a4%40thread.tacv2/conversations?groupId=a695860a-3a40-45ce-902b-037ba2a64176&tenantId=24c5be2a-d764-40c5-9975-82d08ae47d0e

 

DETAILED SYLLABUS

The course program is analytically developed around the following topics:

• Role of retailing in the national and international economy
• Retail services and formulas
• Supply chain relationships and distribution channels
• Wholesale formats
• Retail formats
• Evolution of online commerce
• Growth strategies of retailers:
  • Horizontal expansion
  • Vertical integration
  • Cooperation (purchasing groups, voluntary unions, franchising, other strategic agreements) 
  • Internationalization
• Strategic retail marketing:
  • Buying behavior and consumer experience
  • Branding and positioning
  • Economic, social and environmental sustainability (outline)
• Operational retail marketing:
  • Location decisions
  • Assortment policies and category management
  • Price and communication policies
  • Layout, display and space allocation
• Technological innovation in retailing
• Channel policies and vertical relationship between manufacturers and retailers
• Management of distributive logistics

 

REFERENCE TEXTS

Scafarto F., Economia e gestione delle imprese commerciali, McGraw-Hill, Milano, ISBN 9781307530544 - all the chapters.

or alternatively,

Sciarelli S., Vona R., Management della distribuzione, McGraw-Hill, Milano, ISBN 9788838674433 (chapters 1, 2, 3, 4, 5, 8, 9, 10, 11, 13, 14, 15, 16, 17, 19, 20, 21 - thus, chapters 6, 7, 12 and 18 are excluded).

 

INTEGRATIVE MATERIALS (MANDATORY)

Other integrative materials and readings will be uploaded on the course website - 'Materials' page.

 

EXAMS

Written test (compulsory) + oral interview (optional). See also the 'Examination rules' page

 

OFFICE HOURS

Please, consult the section 'Notice' on the course website.

 

REMEMBER TO SUBSCRIBE TO THE COURSE NEWSLETTER

Aggiornato A.A. 2019-2020

LEARNING OUTCOMES

The role of retailing is increasingly proactive today, going beyond the classic function of physical distribution of products, and capable of conditioning and reconfiguring the upstream and downstream relationships of the supply chain.

The levers of influence of modern retailers can be manifold. Indeed, they can be connected to various factors: from organizational dimension and scope to the capability to cooperate with other supply chain players, up to the generation of differentiated and changing retail formats.

In an increasingly dynamic environment, consumer choices are affected by increasing degrees of sophistication due to the variety of the offer, the broad availability of information and stimuli through the pervasive use of ICT. Hence, retail enterprises are called to design and implement coherent strategic and organizational solutions that can allow to survive and growth, guaranteeing efficiency, and responsiveness to the market.

Many retailers have reacted with growth strategies at the local and international level, by opening new points of sale and outlets characterized by experiential design and services. Besides, there is also a more intesive adoption of online commerce, with a frantic search for cost savings combined with an appropriate variety of products and prompt customer interaction.

All these dynamics have led to various consequences, including integration phenomena in many areas of distribution, the need to know how to combine digital channels with physical ones, and an increase in the overlap between commercial and manufacturing roles, which are sources of conflicts as well as collaborative actions.

In consideration of this scenario, the course aims to provide students with theoretical and practical knowledge about the management and organizational principles of retaling companies.

 

KNOWLEDGE AND UNDERSTANDING

Students will acquire the specific knowledge and skills necessary for understanding the basic concepts of retail Imanagement in its multifaceted aspects (themes, tools, case studies).

APPLYING KNOWLEDGE AND UNDERSTANDING

At the end of the course, the student will have understood the differences between wholesale and retail commercial formats and formulas, offline and online sales methods, growth and internationalization strategies of retailers, operational marketing, and logistics, as well as trends in technological innovation in retail and consumer purchasing behavior.

MAKING JUDGMENTS

The in-depth study of the course contents and recommended readings will allow students to stimulate critical analysis and independent judgment, especially in consideration of the case studies.

COMMUNICATION SKILLS

The development of students' communication skills will be fostered both by interacting with the professor during classes and by working on the written assignments (answers to open questions) about specific topics of the course program.

LEARNING SKILLS

After a successful exam, students will be enabled to access advances studies a master degree level in subjects related to the fields of management and marketing.

 

ONLINE CLASSES ON MICROSOFT TEAMS

Students can also attend classes at the following web address:

https://teams.microsoft.com/l/team/19%3a1981982ac56e4801ae3ee91375fd81a4%40thread.tacv2/conversations?groupId=a695860a-3a40-45ce-902b-037ba2a64176&tenantId=24c5be2a-d764-40c5-9975-82d08ae47d0e

 

DETAILED SYLLABUS

The course program is analytically developed around the following topics:

• Role of retailing in the national and international economy
• Retail services and formulas
• Supply chain relationships and distribution channels
• Wholesale formats
• Retail formats
• Evolution of online commerce
• Growth strategies of retailers:
  • Horizontal expansion
  • Vertical integration
  • Cooperation (purchasing groups, voluntary unions, franchising, other strategic agreements) 
  • Internationalization
• Strategic retail marketing:
  • Buying behavior and consumer experience
  • Branding and positioning
  • Economic, social and environmental sustainability (outline)
• Operational retail marketing:
  • Location decisions
  • Assortment policies and category management
  • Price and communication policies
  • Layout, display and space allocation
• Technological innovation in retailing
• Channel policies and vertical relationship between manufacturers and retailers
• Management of distributive logistics

 

REFERENCE TEXTS

Scafarto F., Economia e gestione delle imprese commerciali, McGraw-Hill, Milano, ISBN 9781307530544 - all the chapters.

or alternatively,

Sciarelli S., Vona R., Management della distribuzione, McGraw-Hill, Milano, ISBN 9788838674433 (chapters 1, 2, 3, 4, 5, 8, 9, 10, 11, 13, 14, 15, 16, 17, 19, 20, 21 - thus, chapters 6, 7, 12 and 18 are excluded).

 

INTEGRATIVE MATERIALS (MANDATORY)

Other integrative materials and readings will be uploaded on the course website - 'Materials' page.

 

EXAMS

Written test (compulsory) + oral interview (optional). See also the 'Examination rules' page

 

OFFICE HOURS

Please, consult the section 'Notice' on the course website.

 

REMEMBER TO SUBSCRIBE TO THE COURSE NEWSLETTER