Channel Management (SS 2018)

Course Number

Field(s) of Study

University Calendar

Learnweb Platform


Course Language

Course schedule

Day Time Frequency Date Room
Monday 10:00- 12:00 single date 09.04.2018 Juridicum, JUR 498
Friday 10:00- 12:00 weekly 13.04.2018- 18.05.2018 Juridicum, JUR 490
Friday 12:00- 14:00 weekly 13.04.2018- 18.05.2018 Juridicum, JUR 490
Monday 10:00- 12:00 weekly 16.04.2018- 14.05.2018 Johannisstr. 4, JO 1


This course takes place in the first term of the summer semester. Please register at the examination office for the early examination period.

Course grade: Group work (1/3) | Final exam (2/3)    

Credit points: 6 ECTS (PO BWL 2010)

During the course, please communicate and stay updated via the course page on Learnweb. Announcements, lecture slides and any additional material will be published there.


This course teaches the fundamentals of an integrated channel management covering communication and distribution channels. Next to strategic aspects of an integrated channel management, we discuss challenges in coordinating multiple channels of communication and distribution. One focus of the course is the question of how to create sustainable customer relationships through channel management.

Main topics: 

  • Selection and design of communication and distribution channels,
  • Effectiveness of communication channels and budget allocation
  • Controlling channel performance in a multi-channel environment

Course objective:

It is the objective of this course to enable students to elaborate on the concept of integrated channel management and to discuss the impact of channels on customer relationships.


  • apl. Professor Dr. Sonja Gensler (responsible)