Faculty of Business and Economics

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Monash University Handbook 2010 Postgraduate - Unit

6 points, SCA Band 3, 0.125 EFTSL

FacultyFaculty of Business and Economics
OfferedCaulfield First semester 2010 (On-campus split block of classes)
Coordinator(s)Dr Yongfu He


This unit deals with meeting customers' needs through the process of delivering value. Delivering value can take place either for products that are physically moved or in services where the encounter itself is a value delivery experience. This unit discusses how organisations can use the value paradigm to optimise their interactions with channel members and ultimately customers to maximise value for all parties in the relationship.


The learning goals associated with this unit are to:

  • describe how value is delivered
  • define the role of the marketing channel in value delivery
  • describe the nature of a marketing channel and explain how channels are used
  • describe how channels deliver customer value
  • describe alternative channel structures and give reasons for the selection of different structures.


Within semester assessment: 60%
Examination (2 hours): 40%

Chief examiner(s)

Yonfu He

Contact hours

3 hours class contact or equivalent per week


MKX9160 or students enrolled in course 3802 have no prerequisites.