ISLA Santarém 15490

Distribution and Development of Sales Locations

• ApresentaçãoPresentation

  The curricular unit Distribution and Development of Sales Locations addresses the foundations, models and practices associated with the distribution function, integrating decisions concerning channels, distributor selection, producer-distributor relationships, logistics, transport, location and point-of-sale configuration. Its scope covers wholesale and retail environments, both physical and digital, including layout, product display, planograms and route planning. The unit promotes applied, problem-oriented learning, fostering analytical, decision-making and technical-commercial reasoning skills. Its relevance within the study programme stems from the integration of commercial strategy, distribution operations and economic performance, contributing to a comprehensive understanding of how value is created, delivered and made available to the market.
• ProgramaProgramme

  The syllabus is structured around the following areas: historical evolution and concept of distribution; the commercial system, including its concept, functions and agents, distribution circuits and channels, types and forms of distribution, distributor typologies and distributor selection criteria; the wholesale sector, including its characterisation and evolution; the retail sector, covering independent, associated and integrated retail segments, their concept and typology; relationships between producers and distributors, focusing on power and conflict within the distribution channel; transport, including transport typologies, own fleet or outsourced distribution and route scheduling; location and siting of the point of sale, covering facility location decision methods, types of facilities, layout, design and product display; and distribution challenges from national and international perspectives and within the context of globalisation.
• ObjectivosObjectives

  By the end of the curricular unit, students should be able to develop a comprehensive understanding of the distribution function, based on its evolution and characterisation; understand the economic and managerial role of commercial distribution within an organisation; appropriately analyse and select distribution channels; understand the relevance of distributor selection and apply suitable selection criteria; analyse power and conflict relations within distribution channels; identify the most appropriate modes of transport and routes; and understand the impact of point-of-sale location on business success, applying appropriate methods to determine the most suitable location.
• BibliografiaBibliography

  Lindon, D., et. al. (2010). Mercator XXI – Teoria e Prática do Marketing. 13ª Edição, Publicações Dom Quixote. Lush, Robert F. et. al, (2011). Introduction to Retailing, South-Western, Ohio. Novaes, A.(2009). Logística e Gerenciamento da Cadeia de Distribuição. Editora Campus. Rousseau, J. (2008). Manual de Distribuição. 2ª Edição. Principia Editora
• MetodologiaMethodology

  The curricular unit adopts active, participatory and student-centred methodologies aimed at the integrated development of knowledge, competences and learner autonomy. Problem-Based Learning, Project-Based Learning, case studies, flipped classroom, simulations, role-play and collaborative activities are used to foster critical analysis, decision-making and the application of knowledge to authentic commercial distribution contexts. Activities include problem-solving, channel analysis, distributor selection, location decisions and point-of-sale organisation, supported by formative feedback, self-assessment and peer assessment. Digital tools and generative AI are incorporated in a judicious, transparent and pedagogically guided manner.
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  5
• NaturezaNature

  Mandatory
• EstágioInternship

  Não
• AvaliaçãoEvaluation

  Instrumento de avaliação	Descrição / Parâmetros de avaliação	Ponderação
  Atividades letivas realizadas em sala	Conjunto de exercícios, estudos de caso, desafios, simulações e atividades práticas desenvolvidas no contexto das aulas, incidindo nos diferentes domínios da distribuição comercial. São avaliados a mobilização e aplicação dos conhecimentos, o rigor conceptual e técnico, a capacidade de análise e resolução de problemas, a autonomia, o pensamento crítico, a participação e a qualidade das soluções apresentadas.	20%
  Frequência individual	Prova individual destinada a avaliar a aquisição, compreensão, integração e aplicação dos conhecimentos fundamentais da unidade curricular. São valorizados o rigor conceptual, a capacidade de análise e interpretação, a fundamentação das respostas, a articulação entre conceitos e a utilização adequada da terminologia específica da distribuição comercial.	40%
  Trabalho/Projeto e apresentação/defesa	Desenvolvimento de um projeto aplicado no domínio da distribuição e desenvolvimento dos locais de venda, integrando conhecimentos relativos a canais de distribuição, seleção de distribuidores, transportes e rotas, localização, implantação, layout e exposição no ponto de venda. São avaliados a qualidade do diagnóstico, a fundamentação das decisões, a coerência das soluções propostas, a aplicação dos conceitos e ferramentas da UC, o rigor técnico, a viabilidade das propostas e a qualidade da apresentação e defesa.	40%
  	Total	100%