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Suffolk University
Sawyer School of Business
Fall 2013
MKIB816 Managing Relationships in the Global Supply Chain

Cristian Chelariu, Ph.D.Class meets:
Office: S837Room: S429 Email: cchelariu@suffolk.eduThursday 4:30-7:10pm

Phone: 617-994-4249

COURSE OBJECTIVES
This course will focus on the interaction between trading partners and will analyze how firms are using supply chain strategies to gain a competitive advantage globally. The orientation of the course is on the design and management of relationships among organizations linked together in a supply chain. We will place a strong emphasis on understanding and dissecting the behavioral dimensions of inter-firm relations - the roles of channel members as intermediaries, their use of power and trust, and how to solve the conflicts that arise among them. While retail, wholesale, and logistical firms are significant components of marketing channels, it is held here that the relationships among the various firms comprising channels are the crucial and critical aspects of long-term competitive viability.

Learning Outcomes. In this course you will learn:
How the business environment impacts supply chain structure and activity The interplay between Distribution Channels and the other elements of Marketing. The nature of an agency relationship in consideration of pre-contractual and post-contractual problems How to segment your market based on your customers’ service output demands To understand the risk of opportunistic behavior from trading partners To understand vertical integration as a “make or buy” decision How to use power responsibly to influence trading partners and achieve your business goals How to build trust with your trading partner

How to manage channel conflict
The different nature of inter-firm relationship in creative or knowledge-based industries How to use the power of technology to facilitate transactions and manage the relationship with your trading partners. How to deal with gray markets

The trade-offs of intensive and exclusive distribution
To use modern techniques like Efficient Consumer Response (ECR) and Quick Response (QR)

Disability Services: If you anticipate issues related to the format or requirements of this course, please meet with me. I would like us to discuss ways to ensure your full participation in the course. If you determine that formal, disability-related accommodations are necessary, it is very important that you be registered with the Office of Disability Services (located in 73 Tremont St., 7th floor, 617-994-6820) and notify me of your eligibility for reasonable accommodations. We can then plan how best to coordinate your accommodations.

Student Support: As a student, you may experience a range of issues that can cause barriers to learning, such as strained relationships, increased anxiety, health issues, alcohol/drug problems, feeling down, difficulty concentrating, lack of motivation, or feeling ill. These concerns or other stressful events may lead to diminished academic performance or may reduce your ability to participate in daily activities. Suffolk University services are available to assist you in addressing these and other concerns you may be experiencing. You can learn more about the broad range of medical services and confidential mental health services available on campus at the following websites: Counseling Center http://www.suffolk.edu/offices/989.html Office of Health and Wellness Services http://www.suffolk.edu/offices/932.html

This course follows the Federal Government’s Credit Hour definition: “An amount of work represented in intended learning outcomes and verified by evidence of student achievement that is an institutional established equivalence that reasonably approximates no less than:...
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