UNIVERSITY OF MINNESOTA
CARLSON SCHOOL OF MANAGEMENT
Marketing Channels 4060 – Mr. Lipe Instructor: Mr. Jay Lipe (I’d prefer Mr. Lipe over Professor Lipe)
E-mail: lipex011@umn.edu (preferred method of contact)
Phone: (612) 625-3335
Office: CSOM 4-125
Office Hours:
Tue 9:45pm-11:15am (20 minute slots; details on sign ups below)
Thu 9:45pm-11:15am (20 minute slots; details on sign ups below)
Please see notes on office hours below.

Teaching Assistants (TA)
Kelsi Doran, dora0075@umn.edu (Section 001)
Kendell Poch, kendell.poch@gmail.com (Section 002)
Course Objectives
Most brands today make their offerings available through multiple distribution channels. And increasingly, the strength of a brand’s channel structure directly impacts the brand’s value and how it differentiates itself. Brands that 1) Select the right channel partners 2) Monitor their efforts and 3) Modify behaviors, will distinguish themselves competitively. Issues facing channel managers today include multichannel marketing, managing channel conflict, disintermediation, and push vs. pull marketing efforts in the channel.

1. Marketing Channels is an advanced elective that addresses many of the strategic areas of the marketing channel management. The learning outcomes for this class are: 1. Identify key industry practices in channel design. 2. Describe how organizations create value through the distribution of their offerings 3. Analyze complex inter and intra-organizational issues in channel management 4. Explore the selection of channel members 5. Apply theories towards solving conflict resolution in the channel.

2. A year after this course is over we would like 4060 students to be able to: 1. Identify and describe marketing channel terminology (Foundation) 2. Give examples of channel