KNOWLEDGE AND UNDERSTANDING: Students will acquire a solid understanding of the key theoretical and practical models of business operation and management, with a specific focus on commercial enterprises. The behavioral regulations governing the operational activities of distribution intermediaries will be explored, as well as the methodologies used for performance monitoring and strategic decision analysis. Students are expected to develop analytical skills to examine the interactions between the industrial and distribution sectors, understanding the strategic impact of private labels in a competitive context. Additionally, students will need to confront the practical limitations of theoretical models and distinguish between the production and distribution systems. Through the study of the foundations of strategic decisions and the analysis of case studies, students will discuss the practical application of theoretical principles and develop solutions for specific problems.
ABILITY TO APPLY KNOWLEDGE AND UNDERSTANDING: Students will learn to interpret and utilize parameters for evaluating customer satisfaction and will be capable of formulating a business plan for the opening or relaunch of a retail store. They are expected to apply theoretical models to strategic and operational choices in various market, environmental, and business contexts.
AUTONOMY: By the end of the course, students are expected to demonstrate that they have assimilated the concepts covered, showing the ability to implement and adapt them to different situations and scenarios. This competence will reflect a matured autonomy of judgment, essential for navigating and solving complex problems in a professional context.
LEARNING ABILITY: Finally, students must demonstrate the ability to transfer and apply the knowledge and skills acquired during the course to their professional and academic practice, showing independence in continuous learning and professional development.

For successful participation in this course, a preliminary understanding of the general principles of strategic and operational business management, as well as the basics of marketing orientation, is necessary. These foundations are essential for comprehending the business models and strategies discussed during the course.

The course is organized into modules that address various aspects of business management. It begins by analyzing the fundamental elements of entrepreneurial realities, focusing on planning and managerial and organizational challenges. Special attention is paid to drafting the business plan, exploring its conceptual and practical aspects. The second part focuses on concepts of commercial service and distribution channels, examining the diversity of retail and wholesale trade and delving into the strategic and operational management of commercial enterprises, especially strategic decisions such as location choices. The final part of the course addresses the management of operational marketing activities, including managing the store atmosphere and display space, as well as studying category management and managerial control. Additional information about supplementary materials and any reductions will be available at the beginning of the lessons.

Retail Management: A Strategic Approach (13th Edition) by Barry R. Berman, Joel R. Evans, and Patrali M. Chatterjee. Pearson Education. Retail Marketing (1st Edition) by Sean Ennis, Mario Risso, Marcello Sansone, and Francesco Scafarto. McGraw Hill Education. Instructor-provided materials available on Moodle.

The course is organized into a series of modules covering various aspects of business management. In the first part, the essential elements that characterize entrepreneurial realities are analyzed, with a focus on key concepts related to planning and the managerial and organizational challenges of companies. Special attention is given to the drafting and components of a business plan, examining both the conceptual and practical aspects of its preparation. The second part of the course focuses on the concepts of commercial service, distribution formula, and distribution channel, exploring the typological variety of retail and wholesale trade. Additionally, it delves into the strategic and operational management of commercial enterprises, with a focus on fundamental strategic decisions, such as location choices. Finally, the course shifts to the management of operational marketing activities, particularly concerning store atmosphere and space management, along with the study of specific topics such as category management and managerial control. More information about supplementary materials and any reductions will be made available at the beginning of the lessons.

Classes will primarily be conducted in a traditional lecture format, enriched, where possible, with participatory and active discussions, along with practical and laboratory activities. Additional support materials and supplements will be provided at the beginning of the lessons.

The final evaluation for the course consists of preparing a written essay, structured as a brief thesis, of at least 6,000 words, excluding the bibliography. Students will independently choose a company to analyze, applying theoretical models and empirical analyses to examine the retail management process.
The examination procedures may be subject to change depending on the number of enrolled students.

The teaching of Retail & Channel Management integrates and promotes several goals of the 2030 Agenda, focusing on specific aspects related to education, decent work, industrial innovation, responsible consumption, and strategic partnerships, with a particular emphasis on the dynamics of distribution and channel management in the retail context.
Regarding Goal 4, “Quality Education,” the course aims to develop both technical skills and soft skills essential for success in channel management and retail. These skills are fundamental in preparing students to tackle future professional and academic challenges in the retail sector.
In relation to Goal 8, “Decent Work and Economic Growth,” the course seeks to train students who can actively contribute to economic growth by optimizing distribution networks and efficiently managing sales channels, thereby facilitating the creation of qualified jobs in the retail sector.
Concerning Goal 9, “Industry, Innovation, and Infrastructure,” the course includes the teaching of innovative techniques applied to channel and retail management, promoting the development of resilient infrastructures and supporting industrial innovation through the adoption of new technologies and distribution management methodologies.
In reference to Goal 12, “Responsible Consumption and Production,” the course encourages the adoption of channel management and distribution network strategies that promote sustainable consumption and production models, helping to reduce the environmental impact of business activities.
Finally, for Goal 17, “Partnerships for the Goals,” the course promotes collaboration among students, industry professionals, and companies through project work and case studies. This approach facilitates the creation of effective partnerships for achieving sustainable development goals, with a particular focus on the efficiency and sustainability of distribution channels.