CHIPS: A Marketing Channels Management Game

Authors

  • John C. Keyt
  • Ernest R. Cadotte

Abstract

This paper describes a marketing channels management game which was developed to facilitate the teaching and learning of channel management concepts. CHIPS involves student composed teams in the management of firms which operate in the poker chip product market. Manufacturing, wholesaling, retailing, and transportation firm executives (students) make several decisions including: 1) product mix, 2) pricing, 3) inventory management, and 4) supplier/outlet negotiations. Decisions are made over seven market periods and firms are required to determine their financial position at the end of each period by developing income statements and balance sheets. CHIPS has shown itself to be flexible in terms of the number of students needed and the scheduling of market periods.

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Published

1981-03-13