Gestione d’Impresa – Retail Management and E-Commerce

This course focuses on the main components of accounting, budgeting and cost analysis. In addition the course will train students on how to analyze economic-financial forecasts and budgets as well as understand the measurement and interpretation of the economic-financial performance of the company. Calculation and analysis in decision-making, management supervision, strategic control and strategic cost management will also be explored.

The objective of the course in Digital Marketing is to provide the necessary knowledge for successfully implementing a marketing strategy utilizing new information technology, analyzing the needs of the client, the company communication and sales. A principally quantitative approach for measuring the effectiveness of Digital Marketing activities, which finds their natural application in an online context (e.g. Social Media, E-Commerce, Direct Marketing), without overlooking the application of new technologies in an offline context (e.g. Apps and Mobile Marketing in a modern Retailing environment). At the end of the course, it is expected that the students will have acquired a high level of knowledge on the main tools used in the field of Digital Marketing, allowing them to: define and implement a coherent Digital Marketing strategy; select the best suited tools based on strategic objectives; monitor the effectiveness by means of rigorous analytical procedures.

From the business model to the operational marketing plan. The fundamental conceptual and quantitative tools necessary for understanding, analyzing and constructing the relationship a company establishes with its market of interest: the centrality of the client, studying acquired behavior, the processes of segmentation and positioning, the development of new products and the spread of innovation, pricing decisions, distribution and communication.

Introduction to marketing research: descriptive analysis. Utilizing probability and hypothesis in marketing research. Design and technical development finalized for collecting primary data. Data analysis: regression. Segmentation and clustering techniques. Perceptual maps and positioning.

Corporate sustainability and the circular economy are currently among the most discussed topics internationally, also due to climate change. The aim of the course is to understand why these issues are of such importance, underlining their urgency. We will learn more about the innovation activities of operational and system processes that companies adopt to implement strategies aimed at the Circulary Economy and the transition to a low carbon business model.

The course focuses on issues related to the management of materials along the supply chain, from suppliers to distribution channels. In this regard, they have a vital role. Managerial and organizational decisions made about the relationships with external companies with which we relate to, are the focal point of the course. In analyzing the vertical relationships between firms, the course seeks to develop: sensitivity to the Strategic Importance of the reports, the technical and managerial knowledge needed to deal with the decisions in the matter and organizational skills needed to manage them.

The evaluation of how economically sound a project or investment is, determining the value of a company, understanding the fiscal variables which determine an optimal financial structure. Corporate governance, venture capital and the main issues inherent to the listing of companies on the stock exchange. The functions of the principle derived tools and their use when covering financial risks of the company.

The course aims to introduce students to the most relevant issues (foundational and more advanced) of digital technologies, discussing the most important present and future consequences on the lives of individuals and on the structure and functioning of organizations and processes. The course consists of 5 seminars: Ai & Machine Learning, All-in Security, Cloud & Beyond, The Science of Data, Internet of Things.

This course structure consists of select lectures and three company projects.

LECTURES: present and future strategies of commercial enterprises in a global competitive environment; the new scenarios that characterize the retail sector in a national and international perspective; the different formulas and distribution channels, innovation and new business in the commercial management of the company; distribution trends for the sector of consumer goods and that of durable goods.

BUSINESS PROJECTS: This portion of the course consists of 3 one-month long business projects. The projects are carried out by working in groups of 4-5 participants and begin with the presentation of the company by starting by a manager of a company who is a partner in the School’s network. The manager details to the group the scope of the project. During each work project participants are assisted by a tutor; at the end of the month there is a meeting with the management and presentation of the deliverables created by the participants.

Teachers and management both provide an assessment, in order to review both the originality of the managerial solutions proposed as well as the practical feasibility and implementation potential in a real business context.

eCommerce is not about selling through a new channel but is the distribution itself that is evolving due to digital touchpoints.
In an increasingly fluid scenario with hyper-connected consumers and fragmented, constantly evolving purchase patterns every Manager must fully understand the logics underlying the online and omnichannel approaches.

The different business models that a company has for selling online will be examined during the course also deepening the technical aspects concerning the technological components and the enabling processes.

The topics covered will include the strategic and operational approaches that Brands, Retailers and Marketplaces are adopting to reach distinctive Customer Experiences in their target market.

Theoretical learning will be accompanied by case studies and practical simulations wich will include eCommerce technologies and marketing tools.

The relationship between industry and distribution. Marketing policies and distribution of category management approach. The contents of the model and the evolution towards the shopper marketing. Category analysis: tools and models for decision support. The strategic choices and portfolio management categories. Marketing mix categories: the making of assortment, the levers of convenience, the size of the service and the enhancement of the business proposal in the store. Areas of collaboration and the role of industry.