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Gestione della Filiera Produttiva Industriale e Commerciale
Supply Chain and Channel Management
Raffaele Zanoli

Seat Ingegneria
A.A. 2016/2017
Credits 9
Hours 72
Period II
Language ENG

Prerequisites
Basic notions of Marketing and Budgeting

Program
Contents (lectures/flipped calssrooms, 27 hours) Characteristics of B2B markets Strategy in B2B Markets Analysis of Market Opportunities: Segmentation and Positioning Staregy managemnt and marketing tactics IThe industrial customer: need analysis and product development and decisions (QFD) HR managemnt: Leadership and team management Accounting, Reporting and budgeting Guidelines on how to make a Business Plan Practicals (45 hours) Marketplace SCCM Simulation, consisting in: 6 rounds/quarters, 5 executive briefings, 3 Peer/Leadership Evaluations, Venture Capital Fair/Presentazione Business Plan, Assurance of Learning Assessment (AOLA), Final Report to Board

Development of the examination
LEARNING EVALUATION METHODS
For attending students (blended): The assessment is based on individual and group activities carried out on the Moodle platform, on a group practical ( Marketplace business simulation), oral tand / or written lassessment of learning. For those not attending (e-learning): The evaluation is based on a written test, an individual practical (individual Marketplace business simulation) and an oral examination.

LEARNING EVALUATION CRITERIA
The criteria for the assessment of learning are based on the accreditation standards of the Association to Advance Collegiate Schools of Business (AACSB). Specifically, the various assessments of learning are designed to test students' ability to: • Perceiving, understand, and predicting the market conditions in which they compete in the simulation; • Develop an integrated business perspective; • Use the tools of marketing and management to understand and manage the company's position in the market; • Present in a clear, concise style and appropriate language the results of business management. • Provide a tactical business plan and present it to potential venture capitalists. • Working in teams, managing conflicts in a constructive way and negotiation

LEARNING MEASUREMENT CRITERIA
All tests and practicals will be given a grade which will be converted in 0/30 marks.All tests and practicals grading rubrics are published on the LMS course site Specifically, a Balanced Scorecard is used to measure the teams’ performance within the simulation. It is a measure of the ability to create value for the firm’s stakeholders. It is also a measure of the team’s ability to integrate (harmonize) all of its business functions. Optimization can only be achieved by using the tools of management to assess the performance and evaluate the relative value of each option. Furthermore, it requires an understanding of how each decision can affect the business metrics which have been incorporated into the scorecard.

FINAL MARK ALLOCATION CRITERIA
The final mark will be a weighed average of all assessments, based on both individual and group work.

Recommended reading
Bruce-Cadotte, The Management of Startegy in the Marketplace, ILS (will be availble online for free together with simulation materials)

Courses

• Ingegneria Gestionale (Corso di Laurea Magistrale Fuori Sede (DM 270/04))