Go to Market

SDA Bocconi School of Management
A Milano

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Informazione importanti

  • Corso
  • Livello avanzato
  • Milano
  • Durata:
    3 Giorni
  • Quando:

Channel design and relationship management are key choices for a successful value delivery to the customer. Wrong interpretations of the emerging trends in the distribution and incorrect channel management choices can indeed thwart the firm marketing strategy and the market success of its products or services.

This program will adopt a strategic and international perspective to provide an in-depth assessment of the key issues to be taken into account in managing distribution channels. Participants will have the opportunity to be updated on current innovative techniques and best practices in channel design and relationship management as emerging from practitioners experiences and the most recent researches on the field conducted by the SDA Bocconi Retailing Observatory. The main phases (from the analysis of the context to the evaluation of the performances) of the go to market process will be investigated.

Informazione importanti

Dove e quando

Inizio Luogo
19 ottobre 2016
via Bocconi 8, 20136, Milano, Italia
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Cosa impari in questo corso?

Go to market


docente SDA Bocconi
docente SDA Bocconi
esperto in materia


  • Analysis of the context: Emerging trends in retailing - Shoppers insight - Innovative positioning & distribution formats
  • The role of channels in building a competitive advantage: Channels role in today’s economy - Channels relevance in the firm’s (marketing) strategy - Innovating through channels
  • Go to market strategy: Key go to market choices - Multichannel management - Emerging channels
  • Channel management: Conflict and power management - The co-opetitive perspective - Brand management in advanced channels (Retail branding and private labels)
  • Distribution effectiveness: performance metrics – competitive and economic KPIs

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