Channel & Retail Academy

Channel and retail managers face many challenges in the present global and changing market. To thrive in this environment both manufacturers and distributors must be innovative in organizing, managing and supporting channels as well as being proactive in value delivering.
In this context, both excellence in management executive education and cutting-edge research play a crucial role. This is why SDA Bocconi, has created and launched the Channel & Retail Academy.

The Academy aims to become an international point of reference able to contribute to the professional growth of junior and senior executives by uniting SDA Bocconi's excellence in research and education with the know-how and relationships of corporate sponsors.

Sandro Castaldo
Scientific Director, Channel & Retail Academy


Executive Education

Managers of manufacturing, service and distribution firms can attend the Academy executive programs to gain a wider and more innovative perspective and strengthen their competences on channel marketing and retail management. When attending Academy programs, participants get more than an international executive education. Indeed, the Academy seeks to bring about lasting managerial experience thanks, in part, to its network and research.

The Academy includes two international executive programs:

Go to Market. Boost your channel leadership

This program provides manufacturing and service companies with an innovative perspective of channel management in order to transform it in a key competitive advantage. Adopting a strategic and international perspective, the program provides an in-depth assessment of the key issues involved in managing distribution channels. It focuses on innovative techniques and best practices in channel design and relationship management in all phases of the go to market process. 

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Retail Manager. Empower your role in the distribution channels

The program allows participants to develop a comprehensive array of skills in retail management, either through a physical or virtual store. It is addressed to managers from retail companies as well as from manufacturing and services companies involved in the development and management of distribution channels.  It focuses on the mechanisms, models, instruments, and essential innovations for the management and development of a modern distribution business. Thanks to relationships with sustaining Companies, a few enrollments will be available for this program, at a reduced fee from 50% up to 100%.

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Retailing Observatory

For years, the Retailing Observatory has contributed to the generation and publication of cutting-edge, specialist knowhow through national and international studies and research projects. It is a true driver of innovation and training for managers, businesses and organizations involved in managing distribution channels.

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Research Papers

May 27, 2016 - Montreal, Canada
Sandro Castaldo, Director of the Channel & Retail Academy, presents the  Research Paper: “Privacy concerns and customers’ information sharing intentions, a multi-country comparison” at the international conference: “Entrepreneurship, the Internet, and Fraud: Managerial and Policy Implications”

Big Data give companies the chance to collect a huge amount of information about their users. At the same time, they involves new types of risk to privacy. This paper presents the results of a study aimed at testing a cross-country multidimensional scale on Privacy concern and verifying the conceptual relation between the privacy concerns dimensions and the customer willingness to share data.



Presentation Slides of the paper "How Store Attributes Impact Shoppers' Loyalty: Do Different National Cultures Follow The Same Loyalty Building Process?" by Monica Grosso and Sandro Castaldo.
This is the title of the project awarded best paper presented in the 18th Conference of the European Association for Education and Research in Commercial Distribution - Rennes July 1-3, 2015.





Marketing Community

Attending the Academy means having access to the network and experience of the Marketing Community. The Community gives its members the chance to systematically interact with world-renowned managers, instructors and other experts both online and through seminars and other evening events.

CRA Academy Virtual Community

All participants of the Channel and Retail Academy programs will have the chance to enter the Academy virtual community to share and discuss relevant issues on Retail Management worldwide.



Sandro Castaldo



Monica Grosso



Tania Riggi
Orientamento Formazione Executive