8. MBA -Retail Mgt.

-2011-12 -SDE Page 1 of 22

BHARATHIAR UNIVERSITY: COIMBATORE – 641 046

SCHOOL OF DISTANCE EDUCATION (SDE)
for the SDE students admitted during the academic year 2011-12 & Onwards

M.B.A - Retail Management

(Annual Pattern)

Paper Name of the Subject Marks

First Year
1.1 Principles of Management and Organisational Behaviour 100
1.2 Managerial Economics 100
1.3 Accounting and Finance for Managers 100
1.4 Marketing Management 100
1.5 Human Resource Management 100
1.6 Quantitative Techniques for Management 100
1.7 Research Methods for Management 100
1.8 Corporate Communication 100
1.9 Operations Management 100

Second Year

2.1 Buyer Behavior 100

2.2 Retail operations management 100
2.3 International Retailing 100
2.4 Retail planning 100
2.5 Logistics and sales promotion 100
2.6 Retail sales techniques and Promotion 100
2.7 Direct & Network Marketing 100
2.8 Business Environment and Ethics 100
2.9 Strategic Management 100
--------

TOTAL 1800
--------
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1.1.Principles of Management and Organizational Behaviour

UNIT I
Management : Science, Theory and Practice - The Evolution of Management Thought and the
Patterns of Management Analysis - Management and Society : Social Responsibility and Ethics -
Global and Comparative Management - The Basis of Global Management – Functions of
Management-The Nature and Purpose of Planning - Objectives - Strategies, Policies and
Planning Premises - Decision Making - Global Planning.

UNIT II
The Nature of Organizing - Organizational Structure : Departmentation - Line/Staff Authority
and Decentralization - Effective Organizing and Organizational Culture - Global Organizing. Co-
ordination functions in Organisation - Human Factors and Motivation - Leadership - Committees
and group Decision Making - Communication - Global Leading.

UNIT III
The System and Process of Controlling - Control Techniques and Information Technology -
Global Controlling and Global Challenges – Direction Function – Significance.

UNIT IV
Organisational Behaviour : History - evoluation, Challenges & opportunities, contributing
disciplines, management functions and relevance to Organisation Behaviour. Organizational
Behaviour responses to Global and Cultural diversity.
Personality - Determinents, structure, behaviour, assessment, psycho-analytical social learning,
job-fit, trait theories.
Emotions and Emotional Intelligence as a managerial tool. Attitudes - relationship with
behaviour, sources, types, consistancy, work attitudes, values - importance, sources, types, ethics
and types of management ethics. Perception - Process, Selection, Organisation Errors,
Managerial implications of perception.Learning - classicial, operant and social cognitive
approaches. Implications of learning on managerial performance.

UNIT V
Stress - Nature, sources, Effects, influence of personality, managing stress- Conflict -
Management, Levels, Sources, bases, conflict resolution strategies, negotiation. Foundations of
group behaviour : team decision making. Issues in Managing teams.
Organisational change - Managing planned change. Resistance to change - Approaches to
managing organisational change - Organisational Development - values - interventions, change
management- Organisational culture - Dynamics, role and types of culture and corporate culture.

REFERENCE
1. Koontz & Weirich, Essentials of Management, Tata McGraw Hill Publishing Co., New Delhi.
2. Stoner, Freeman & Gilbert, Management, PHI, 6th Edition.
3. Robbins.S.P., Fundamentals of Management, Pearson, 2003.
4. Robbins.S. Organisational Behaviour, X edn., Prentice-Hall, India.
5. Umasekaran, Organisational Behaviour.
6. VSP Rao, V Hari Krishna – Management: Text and Cases, Excel Books, I Edition, 2004
8. MBA -Retail Mgt.-2011-12 -SDE Page 3 of 22

1.2. Managerial Economics

UNIT I
Managerial Economics - meaning, nature and scope - Managerial Economics and business
decision making - Role of Managerial Economist - Fundamental concepts of Managerial
Economics- Demand Analysis - meaning, determinants and types of demand - Elasticity of
demand.

UNT II
Supply meaning and determinants - production decisions - production functions - Isoquants,
Expansion path - Cobb-Douglas function.
Cost concepts - cost - output relationship - Economies and diseconomies of scale - cost
functions.

UNIT III
Market structure - characteristics - Pricing and output decisions - methods of pricing -
differential pricing - Government intervention and pricing.

UNIT IV
Profit - Meaning and nature - Profit policies - Profit planning and forecasting - Cost volume
profit analysis - Investment analysis.

UNIT V
National Income - Business cycle - inflation and deflation - balance of payments - Monetary and
Fiscal Policies

REFERENCE
1. Joel Dean - Managerial Economics, Prentice Hall/Pearson.
2. Rangarajan - Principles of Macro Economics, Tata McGraw Hill.
3. Athmanand.R., Managerial Economics, Excel, New Delhi, 2002.
4. P.L.Mehta, Managerial Economics, S.Chand and Sons Company Ltd., New Delhi, 2004.
5. Peterson Lewis, Managerial Economics, Prentice Hall of India, New Delhi, 2002.

1.3. Accounting and Finance for Managers

UNIT I
Financial Accounting - Definition - Accounting Principles - Concepts and conventions - Trial
Balance – Final Accounts (Problems) - Depreciation Methods-Straight line method, Written
down value method.

UNIT II
Financial Statement Analysis - Objectives - Techniques of Financial Statement Analysis:
Accounting Ratios: construction of balance sheet using ratios (problems)-Dupont analysis. Fund
Flow Statement - Statement of Changes in Working Capital - Preparation of Fund Flow
8. MBA -Retail Mgt.-2011-12 -SDE Page 4 of 22

Statement - Cash Flow Statement Analysis- Distinction between Fund Flow and Cash Flow
Statement. Problems

UNIT III
Cost Accounting - Meaning - Distinction between Financial Accounting and Cost Accounting -
Cost Terminology: Cost, Cost Centre, Cost Unit - Elements of Cost - Cost Sheet - Problems.
Budget, Budgeting, and Budgeting Control - Types of Budgets - Preparation of Flexible and
fixed Budgets, master budget and Cash Budget - Problems -Zero Base Budgeting.

Marginal Costing - Definition - distinction between marginal costing and absorption costing -
Break even point Analysis - Contribution, p/v Ratio, margin of safety - Decision making under
marginal costing system-key factor analysis, make or buy decisions, export decision, sales mix
decision-Problems

UNIT IV
Objectives and functions of Financial Management - Role of Financial Management in the
organisation - Risk-Return relationship- Time value of money concepts - Indian Financial system
- Legal, Regulatory and tax framework. Sources of Long term finance - Features of Capital
market development in India - Role of SEBI in Capital Issues.
Capital Budgeting - methods of appraisal - Conflict in criteria for evaluation - Capital Rationing
- Problems - Risk analysis in Capital Budgeting.

UNIT V
Cost of Capital - Computation for each source of finance and weighted average cost of capital -
EBIT -EPS Analysis - Operating Leverage - Financial Leverage - problems.
Capital Structure Theories - Dividend Policies - Types of Divided Policy.
Working Capital Management - Definition and Objectives - Working Capital Policies - Factors
affecting Working Capital requirements - Forecasting Working Capital requirements (problems)
- Cash Management - Receivables Management and - Inventory Management - Working Capital
Financing - Sources of Working Capital and Implications of various Committee Reports.

REFERENCE
1. Advanced Accountancy - R.L.Gupta and Radhaswamy
2. Management Accounting - Khan and Jain
3. Management Accounting - S.N.Maheswari
4. Prasanna Chandra, “Financial Management – Theory and Practice”, Tata McGraw Hill, New
Delhi (1994).
5. I.M.Pandey, “Financial Management”, Vikas Publishing, New Delhi.

Note : 80% of the questions shall be theory based

20% of the questions shall be problems.
8. MBA -Retail Mgt.-2011-12 -SDE Page 5 of 22

1.4. Marketing Management

UNITI
Marketing Concepts and Tasks, Defining and delivering customer value and satisfaction - Value
chain - Delivery network, Marketing environment, Adapting marketing to new liberalised
economy - Digitalisation, Customisation, Changing marketing practices, e-business - setting
up websites; Marketing Information System, Strategic marketing planning and organization.
UNIT II
Buyer Behaviour, Market Segmentation and Targeting, Positioning and differentiation strategies,
Product life cycle strategies, New product development, Product Mix and Product line decisions,
Branding and Packaging, Price setting - objectives, factors and methods, Price adapting policies,
Initiating and responding to price changes.
UNIT III
Marketing channel system - Functions and flows; Channel design, Channel management -
Selection, Training, Motivation and evaluation of channel members; Channel dynamics - VMS,
HMS, MMS; Market logistics decisions.
UNIT IV
Integrated marketing communication process and Mix; Advertising, Sales promotion and Public
relation decisions. Direct marketing - Growth, Benefits and Channels; Telemarketing;
Salesforce objectives, structure, size and compensation.
UNIT V
Identifying and analysing competitors, Designing competitive strategies for leaders, challengers,
followers and nichers : Customer Relationship marketing - Customer database, Data
warehousing and mining. Attracting and retaining customers, Customerism in India, Controlling
of marketing efforts.

Global Target market selection, standardization Vs adoptation, Product, Pricing, Distribution and
Promotional Policy.

REFERENCE
1. Marketing Management - Philip Kotler - Pearson Education/PHI, 2003.
2. Marketing Management - Rajan Saxena - Tata McGraw Hill, 2002.
3. Marketing Management - Ramasamy & Namakumari - Macmilan India, 2002.
4. Case and Simulations in Marketing - Ramphal and Gupta - Golgatia, Delhi.
5. Marketing Management – S.Jayachandran - TMH, 2003.

1.5. Human Resource Management

UNIT I: Human Resource Function

Human Resource Philosophy – Changing environments of HRM – Strategic human resource
management – Using HRM to attain competitive advantage – Trends in HRM – Organisation of
HR departments – Line and staff functions – Role of HR Managers.
8. MBA -Retail Mgt.-2011-12 -SDE Page 6 of 22

UNIT II: Recruitment & Placement

Job analysis : Methods - IT and computerised skill inventory - Writing job specification - HR
and the responsive organisation.
Recruitment and selection process : Employment planning and forecasting - Building employee
commitment : Promotion from within - Sources, Developing and Using application forms - IT
and recruiting on the internet.

Employee Testing & selection : Selection process, basic testing concepts, types of test, work
samples & simulation, selection techniques, interview, common interviewing mistakes,
Designing & conducting the effective interview, small business applications, computer aided
interview.

UNIT III: Training & Development

Orientation & Training: Orienting the employees, the training process, need analysis, Training
techniques, special purpose training, Training via the internet.

Developing Managers: Management Development - The responsive managers - On-the-job and

off-the-job Development techniques using HR to build a responsive organisation. Management
Developments and CD-Roms - Key factor for success.

Performance appraisal: Methods - Problem and solutions - MBO approach - The appraisal
interviews - Performance appraisal in practice.

Managing careers: Career planning and development - Managing promotions and transfers.

UNIT IV: Compensation & Managing Quality

Establishing Pay plans : Basics of compensation - factors determining pay rate - Current trends
in compensation - Job evaluation - pricing managerial and professional jobs - Computerised job
evaluation.

Pay for performance and Financial incentives : Money and motivation - incentives for operations
employees and executives - Organisation wide incentive plans - Practices in Indian
organisations.

Benefits and services : Statutory benefits - non-statutory (voluntary) benefits - Insurance benefits
- retirement benefits and other welfare measures to build employee commitment.

UNIT V: Labour relations and employee security

Industrial relation and collective bargaining : Trade unions - Collective bargaining - future of
trade unionism. Discipline administration - grievances handling - managing dismissals and
separation.

Labour Welfare : Importance & Implications of labour legislations - Employee health - Auditing
HR functions, Future of HRM function.
8. MBA -Retail Mgt.-2011-12 -SDE Page 7 of 22

REFERENCE

1. Gary Dessler, "Human Resource Management", Seventh edition, Prentice-Hall of India

P.Ltd., Pearson.
2. David A. DeCenzo & Stephen P.Robbins, Personnel/Human Resource Management, Third
edition, PHI/Pearson.
3. VSP Rao, Human Resource Management: Text and cases, First edition, Excel Books, New
Delhi - 2000.
4. Dr. R.Venkatapathy & Assissi Menacheri, Industrial Relations & Labour Welfare, Adithya
Publications, CBE, 2001.
5. Robert L.Gibson and Marianne H.Mitchell, Introduction to Counseling and Guidance, VI
edition, PHI, 2005.

1.6. Quantitative Techniques for Management

UNIT I
QT – Introduction – Measures of Central Tendency – Mean, Median, Mode.
Mathematical Models – deterministic and probabilistic – simple business examples – OR and
optimization models – Linear Programming – formulation – graphical solution –simplex –
solution.
UNIT II
Transportation model – Initial Basic Feasible solutions – optimum solution for non – degeneracy
and degeneracy model – Trans-shipment Model – Assignment Model – Travelling Salesmen
problem.

UNIT III
Network Model – networking – CPM – critical path – Time estimates – critical path – crashing,
Resource levelling, Resources planning. Waiting Line Model – Structure of model – M/M/1 for
infinite population.

UNIT IV
Probability – definitions – addition and multiplication Rules (only statements) – simple business
application problems – probability distribution – expected value concept – theoretical probability
distributions – Binomial, Poison and Normal – Simple problems applied to business.

UNIT V
Inventory Models – Deterministic – EOQ – EOQ with Price Breaks – Probabilistic Inventory
Models - Probabilistic EOQ model – Game theory-zero sum games: Arithmetic and Graphical
Method.
Simulation – types of simulation – Monte Carlo simulation – simulation problems.
Decision Theory – Pay off tables – decision criteria – decision trees.

REFERENCE

1. Statistics for Management – Richard L Levin & Daid S Rubin

2. Statistical Methods – S P Gupta
8. MBA -Retail Mgt.-2011-12 -SDE Page 8 of 22

3. Operations Research – Kanti Swarup, Gupta And Man Mohan

4. Operations Research – Dr. J.K. Sharma Macmillan Indian Ltd.
5. U.K. Srivastava, G.V. Shenoy, S. C. Sharma, “Quantitative Techniques for Managerial
Decision”, Second Edition, Prentice Hall of India

Note : 80% of the questions shall be theory based

20% of the questions shall be problems.

1.7. Research Methods for Management.

UNIT I
Research - meaning - scope and significance - Types of research - Research Process -
Characteristics of good research - Scientific method - Problems in research - Identifying research
problem – concepts, constructs and theoretical framework.

UNIT II
Hypothesis:- meaning - sources - Types - formulation Research design - Types - case study -
features of good design - measurement - meaning - need Errors in measurement - Tests of sound
measurement Techniques of measurement - scaling Techniques - meaning - Types of scales -
scale construction techniques.

UNIT III
Sampling design - meaning - concepts - steps in sampling - criteria for good sample design -
Types of sample designs - Probability and non-probability samples. Data collection:- Types of
data - sources - Tools for data collection methods of data collection - constructing questionnaire -
Pilot study - case study - Data processing:- coding - editing - and tabulation of data - Data
analysis.

UNIT IV
Test of Significance:- Assumptions about parametric and non-parametric tests. Parametric Test -
T test, F Test and Z test - Non Parametric Test - U Test, Kruskal Wallis, sign test. Multivariate
analysis-factor, cluster, MDS, Discriminant ananlysis. (NO Problems). SPSS and its applications.

UNIT V
Interpretation - meaning - Techniques of interpretation - Report writing:- Significance - Report
writing:- Steps in report writing - Layout of report - Types of reports - Oral presentation -
executive summary - mechanics of writing research report - Precautions for writing report -
Norms for using Tables, charts and diagrams - Appendix:- norms for using Index and
Bibliography.

REFERENCE
1. Rao K.V.Research methods for management and commerce - sterling
2. Zikmund, Business Research Methods
3. Kothari C.R.- Research methodology
4. Donald R.Cooper and Pamela S.Schindler - Business Research Methods - Tata McGraw Hill.
8. MBA -Retail Mgt.-2011-12 -SDE Page 9 of 22

5. Uma Sekaran, Research Methods for Business, Wiley Publications.

Note : 80% of the questions shall be theory based

20% of the questions shall be problems.

1.8. CORPORATE COMMUNICATION

Unit 1:
Communication basics – Business Communication – components – Types – formal
communication network – Work team communication – variables – goal – conflict resoulation –
non – verbal communication – Cross cultural communication – Business meetings – Business
Etiquette.
Unit 2:
Understanding Corporate Communication – Employee Communication – Managing Government
Relations – Writing for Media and Media Relations
Unit 3:
Corporate Communication in Brand Promotion – Financial Communication – Crises
Communication.
Unit 4:
Report writing: Characterizing & business reports – Types and forms & reports – Project
proposals – collection of data – tables constitution – charts – writing the report – documenting
the sources – proof reading.
Unit 5:
Business Presentation: Written and oral presentation – work – team presentation – Delivering the
business presentation visual aids – slides – electronic presentation – hand-outs – delivering the
presentation – career planning – preparing Resume – job applications – preparation for a job
interview – employment interviews – follow-up.

References:

1. Scot Ober, Contemporary business communication, fifth edition, biztantra.

2. Lesiler &Flat lay, Basic Business communication. Tata Mc Graw Hill.

1.9. OPERATIONS MANAGEMENT

UNIT I : Operations Management – Meaning – Importance – historical contributions – System

view of OM - Operation strategy and competitiveness - Functions of OM – types of production
systems

UNIT II : Product design and process selection – Evaluation and Selection of appropriate
Production and Operations technology. Product Design and process selection.
Types of layout – analysis and selection of layout – Product and / or Process layout, Cellular,
Lean and Agile manufacturing systems – Computer Integrated Manufacturing Systems -
Assembly line balancing.
8. MBA -Retail Mgt.-2011-12 -SDE Page 10 of 22

UNIT III : Production planning and control – meaning – functions – aggregate planning –
master production schedule (MPS) – Material requirement planning (MRP) – BOM – Capacity
requirement planning (CRP) – Techniques – problems in MRP and CRP – an introduction to
MRP II and ERP – Business Process Re-engineering - Total Productive Maintenance (TPM)

UNIT IV : Materials management – functions – material planning and budgeting – Value

Analysis - purchase functions and procedure - inventory control – types of inventory – safety
stock – order point – service level – inventory control systems – perpetual – periodic – JIT –
KANBAN.

UNIT V : Total Quality Management Concept - Statistical Quality Control for Acceptance
Sampling and Process Control – Concepts of O.C.C. Curve – Use of the O.C. Curve – Concept
of Type I and Type II error – Quality movement – Quality circles –– ISO Quality Certifications
and types – Quality assurance – Six Sigma concept.

References :
1. Production and Operations Management – Everest E Adam & Ebert – PHI – publication
forth edition.
2. Operations Management (Theory and Problems ) – Joseph G Monks – McGraw Hill Intl.
3. Production and Operations Management – S N Chary – TMH Publications
4. Production and Operations Management – Pannerselvam, PHI
5. Lee J. Krajewski and Larry P. Ritzman, “Operations Management: Process and value
Chains”, 7th Edition, PHI, 2007
6. Hunawalla and Patil – production and Operations Management, Himalaya.
7. Modern Production and operations management – E.S Buffa.
8. Lee J. Krajewski and Larry P. Ritzman, “ Operations Management: Strategy and Analysis”,
Addison Wesley.
9. Chase, Aquilano & Jacobs “Production and Operations Management”,Tata McGraw Hill.

Questions : 40% of the questions shall be problems

60% of the questions shall be theory based.
8. MBA -Retail Mgt.-2011-12 -SDE Page 11 of 22

II Year
2.1. BUYER BEHAVIOUR

Objective : To explain buyer behaviour

UNIT-I
A Perspective on Buyer Behaviour- what is Buyer Behaviour- Buyer Behaviour – is Dynamic, Involves
Interactions, Involves Exchanges
Levels of Buyer Analysis: - Individual Buyer, Market Segments-Industries- Societies-Cognitive Process
in Buyer Decision Making

UNIT-II
Buyer Product Knowledge and Involvement: Buyers Product Knowledge: Products as Bundles of
Attributes, Benefits and Value Satisfiers Means-End Chains-Developing Deeper Buyer Understanding-
ZMET Approach to Buyer Knowledge-The ZMET Interview-The Means and Basis-For Involvements-
Understanding Key Reasons for Purchase-Understanding Buyer-Product Relationship.

UNIT-III
Attention And Comprehension:Information: The Power of Advertising/Display-Exposure to
information-marketing implications-Attention Processes: Variation, factors Influencing Attention-
Marketing Implications-Comprehension: Variation/inferences during Comprehensions/Factors
Influencing Comprehensions/Marketing Implications.

UNIT-IV
Buyer Behaviour and Marketing Strategy:Conditioning and Learning Processes-Influencing Buyer
Behaviour-Environment-Cultural and cross Cultural Influences-reference Groups-Family-Market
Segmentation and Product Positioning-buyer Behaviour and product Strategy/Promotions Strategy-Brand
Endorsing-Pricing Strategy-Channel Strategy.

UNIT-V
Buyer Behavior Theory Predict Retail Shopping Behavior-Major BB areas: demographics, lifestyle
data, group and individual attributes. How do people shop given the time scarcity they experience? What
are their attitudes towards shopping instore vs. online? Decision process and impulse purchases – research
on ADD/ADHD and impulsive Buyer Behaviour

Reference Books:
1. J.Paul Peter and JERRY L.OLSON, Consumer Behaviour and marketing Strategy,Tata Mcgraw
Hill,Newyork-2006.
2. Upinder Dhar and Sathish Dhar, New franklin of Management, Cases In Indian Context, Excel
Books, NewDelhi-2001.
3. Alries, Focus, Harper Collins Business,1997,Ghargous.
4. Del.I.Hawkins, Roger.J.Best, Kenneth.A.Coney, Consumer Behaviour,Building Marketing Strategy
9th Edition, Tata Mcgraw Hill,NewDelhi
5. Harrey Thompson, Who side My Customer?-Winning Strategies for Creating and Sustaining
Customer Loyalty, Pearson Education, NewDelhi-2005.
6. Harrey Thompson, The Customer-Central Enterprise, Mcgraw Hill-2000.
7. S.Ramesh Kumar, Conceptual Issues in Consumer Behaviour,The 2nd edition,Pearson
Education,Delhi-2003.
8. MBA -Retail Mgt.-2011-12 -SDE Page 12 of 22

8. Gerald.J.tellis, Effective Advertising, Understanding When, How and Why Advertising Works,
Response Boots, NewDelhi,2004.

2.2. RETAIL OPERATIONS MANAGEMENT

Objective : To explain channels of retail management

UNIT I: Retailing
Introduction to Retail: What is Retail?- Functions of a retailer-The Marketing-Retail equation-
The Rise of the Retailer – Proximity to customer – Rise of consumerism-Global retail market-
Challenges and opportunities-Empowered consumer-Technology enabled effectiveness-
Evolution of Retail in India-Drivers of Retail change in India-Emergence of young earning india-
Size of Retail in India: Clothing ,Textiles and Fashion accessories-Food And Food services-
Books & Music, Communication accessories –Emerging Sectors-FDI in retail-Retail Realities :
Beyond Urban Boundaries –Challenges to Retail Development in India – Threat of new entrants
–Substitutes, Bargaining Power of suppliers and buyers, Intensity of rivalry

UNIT II : Retail Models And Theories Of Retail Development

The Evolution of Retail formats – Theories of retail development-Environmental, Cyclical and
Conflict Theory-The Concept of life cycle in Retail-Innovation, accelerative growth- Maturity-
Decline-Phares of growth in retail markets-Business models in retail-Classification based on
ownership /Merchandise offered/Franchising /Non Store Retailing/Direct selling/Direct response
marketing/Telemarketing/Fairs and Road Shows/Event Management/Automated
Vending/kiosks/ The Cash & Carry/credit Marketing/Brand Management.

UNIT III: Customer Relationship Management (Crm)

CRM : What is CRM-Common Misconceptions-Definition-Components off CRM-Defining
CRM Concepts – Customer Life Cycle- B to B CRM- Understanding Goal of CRM-Using
Customer touch points – Deciding who should lead the CRM Functions :
Marketing/Sales/Customer Services/ Product Support-Channel and other partners-CRM Planning
– Developing Strategy- Building CRM Component-Analyzing and Segmenting Customers-
Taking it to Customers – Get Ready : Avoiding Common Barriers, GETSET: Organising for
success and go: Developing your CRM strategy-CRM Building : Infrastructure, Information,
Process, Technology, People – Managing quality information,Quality systems, Customer
privacy.

UNIT IV: Services Management:

Distinctive characteristics service operations-Service Bench marking-Service strategy -
Designing the service enterprise – Service quality-Service facility location-Managing service
operations-Service-Supply relationships vehicle routing.

UNIT V : Marketing Channels ,Brand Management , Franchising:

Marketing channel systems – Concepts, participants, environment, behavioral process –
Developing the marketing channel-Strategy, design, channel platform-Product/Pricing issues/
Parameters/ -Brand management-positioning and Repositioning – Franchising.
8. MBA -Retail Mgt.-2011-12 -SDE Page 13 of 22

Reference Books:
1. .Swapna pradhan, Retailing Management : Text and Cases. Tata McGraw hill, New
Delhi- 2nd edition, 2006
2. M.Chael hevy and barton.A Weitz,Retail Management, Irwin Mcgraw hill,international
editition,U.S,1798.
3. Judith . W.Kincaid,Customer Relationship Management: Getting it right,Pearson
Education, New Delhi, 2003.
4. James.A. Fitzsimmms and Mina.J Fitzsimmms,Service Management : Operations,
Strategy, Information Technology, Tata Mc Grawhill,2006 New Delhi.
5. Christoper Louchock and Jochen Wirtz, Service Marketing : People Technology,Strategy,
Pearson Education, New Delhi, 2004.
6. K.Ramamohan Roa, Services Marketing, Pearson Education, New Delhi, 2005.
7. Bert Rosenbloom, Marketing Channels : A Management View , Thomson, New Delhi
2007.
8. Bert Rosenbloom,Retail Marketing,Random House
9. Bert Rosenbloom,Marketing Functions and the whole sale distribution, distribution
rosenbloom and Education Foundation, U.S.
10. Harish V.Verman, Brand Management: Text and Cases,Excell Books, 2002.
11. K.Suresh (Sl) , Positioning and Repositioning : Percepectives and Applications,ICFAI
University Press, Hydrabad, 2005
12. Stephen Spinnclli Jr, Robert .M.Rosenberg, and five birling, franchising; patteneiring to
wealth creation, pearson education, UBS Publication,New Delhi,2004.

2.3. INTERNATIONAL RETALING

Objective : To explain channels of International retailing.

UNIT I
International Mktg -Scope and Concepts of International Mktg.- International Marketing
Environment - International Trade – Barriers and Facilitators- Regional Economic/Political
Integration- Cultural Influences on International Marketing- International Marketing research-
International Marketing Segmentation, Positioning- The Marketing Plan and Entry Mode
Selection- Products and Services – Branding Decisions- International Product and Service
Strategies- International Distribution and Logistics

UNIT II
International Retailing- Alternative conceptions of international retailing, definitions,
interpretations and classification- Trends in the internationalisation of retailing and evolution of
international retailing - Motives for international retailing, the changing nature of boundaries –
International- Where retailers internationalise, assessing the potential of retail markets - Methods
of international retailing, accessing retail markets, the form of entry, joint ventures, franchising,
acquisition etc. marketing planning for differing international and regional requirements-Why
retailers internationalise.
8. MBA -Retail Mgt.-2011-12 -SDE Page 14 of 22

UNIT III
Competing in Foreign Markets- Why Companies Expand into Foreign Markets- Cross- Country
Differences in Cultural, Demographic and Market Conditions- Concept of Multi country
Competition and Global Competition- Strategy Options for Entering and Competing in Foreign
Markets- Quest for competitive Advantage in Foreign Markets-Profit Sanctuaries, Cross market
Subsidization and Global; Strategic Offensives- Strategic Alliances and Joint Ventures with F
Foreign partners.-Competing in Emerging Foreign Markets-Cross Border Strategic Alliances

UNIT IV
Retail Structure- Enterprise Density- market Concentration- Product Sector- Innovation-
Employment Structure- Merging Structure-Global Structure- Developing markets- Stages in
development of International Operations- Export- Management Contracts- Franchising –
Acquisition and Mergers – Organic Growth- Choice of Market Entry- Domestic Market- Retail
Operations-Non Domestic market.- Retail Positioning and Brand Image- Measurement of Store
Image –Open ended Techniques-Attitude Scaling Techniques-Multi Attribute model- Multi
dimensional Scaling-Conjoint analysis

UNIT V
Market Research- Segmentation- Targeting- Positioning – The Market Mix- Image- Product
range- Format- Price- Location_ Distribution- Promotion-- Promotional Mix and Advertising-
Publicity, PR, and Sales Promotion Strategies- Personal Selling and Sales Management-
International Pricing Strategy- Developing and Controlling an Intl. Marketing Plan

Referance Books
1. Nicolas Alexander International Reataling-Blackwell Business Publishers Ltd.
2. Arthur A Thompson,AJ Strickland,John E Gamble &Arun K Jain Crafting and
Executing Strategy-Concepts and Cases –Tata McGraw Hill Publishing Company Ltd.
3. Abbas J Ali Globalization of Business- Practice and Theory – Jaico Publishing House
4. Margaret Bruce, Chistopher Moore, Grete Birtwistle International Retail Marketing: A
Case Study Approach
5. Allan M Findlay, Ronan Paddsion and John A Dawson Retailing Environments in
Developing Countries- Rutledge
6. Arun Chandra , Pradep Rau,& John K Ryans India Business: Finding Opportunities in
This Big Emerging Market- Paramount Market Publising Inc

2.4. RETAIL PLANNING

Objective : To evaluate, plan and choose channels of Retail distribution.

UNIT I Marketing & Strategic management

Marketing: Retailing, Role, Relevance & Trends.-Retail Customer-Retail market segmentation &
franchising-Relationship marketing in Retailing.-Retailing in banking and other financial
services, mutual funds and Insurance-Quantitative methods in marketing.-Social Marketing in
Retail management
8. MBA -Retail Mgt.-2011-12 -SDE Page 15 of 22

Strategic management:Retail in India.-Services marketing and management.-Brand

Management- International / Strategies- Pricing -Advertising & sales promotion

UNIT II - Operations & Finance in Retailing

Operations: Retail location strategy-Product and Merchandise management-TQM-Mathematics /
Statistics-EDP / MIS -Logistics & SCM-Security measures-Footfalls / computerized methods &
non computerized methods-Visual / display methods -Merchandising & Management-Fashion
designing
Finance: Accounting Methods-Capex planning-Risks-Capex planning-Accounting Processes-
Accounting software’s-WIP -Accounting methods-Strategic cost management-Management of
Obsolete goods

UNIT III - Human Resources Management in Retailing

Human Resources: Retail organization- Laws involved in HR.- Motivation-Customer
psychology-Training needs for employee-Top grading-Obstacles to Top grading- Astronomical
Costs of Mis- Hires- Company killers and Company Derailers- recruitment Best Practices- How
to Avoid Mis Hires- CIDS (Chronological in Depth Structure) based Model – Coaching to fix
weakness-Interviews guide- Avoiding Legal Problems: Bulletproof Approach.

UNIT IV - Legal & compliances for a Retail Store

Legal & compliances: License-Contracts & Recovery-Legal Process-PF/ESIC & Exemptions-
Food & Restaurants-PPF-IR – Law-Shops & establishments-IPR Patents, Copyright &
Trademarks- Inclusion of Service Mark- Procedure and Duration of Registration-Collective
Mark- Certification Mark- Procedureal Compliance for Establishing an Retail Store- Customer
Rights- Consumer Protection Acts- -Unfair Trade Practices- -Holding of Contests and Schemes-
Disparaging Products of Competitors- Correctness of Representation- The Standards of Weights
and Measures Act – Procedures applicable for a Retail Store

UNIT V Mall Management

Mall Management:-Types of Various retail formats-Concepts in mall design-Factors influencing
Malls establishments-Aspects in Finance-Aspects in security / accounting -Aspects in HR-
Aspects in Quality management-Statistical methods used in measuring mall performance.
Reference books

1.Retailing Management Text & Cases- Swapna Pradhan- The McGraw Hill Companies
2. Retailing Management -Levy & Weitz- The McGraw Hill Companies
3.Marketing Channel- Bert Rosenbloom- South Western -Thomson
4. Marketing Creating and Keeping Customers in an e-commerce world- Wiiliam G Zikumund &
Michael d Amico- South Western –Thomson
5. Retail Management A Strategic Approach – Barry Berman & Joel R.Evans- The Prentice Hall
of India, New Delhi
6. Legal Aspects of Business –Akhileshwar Pathak- The McGraw Hill Companies
7. Top Grading – How Leading Companies Win by Hiring, Coaching and Keeping the Best
People- Bradford D Smart- Viva Books Pvt Ltd.
8. MBA -Retail Mgt.-2011-12 -SDE Page 16 of 22

2.5. LOGISTIC AND SALES PROMOTION

OBJECTIVE : to explain various options for Logistics and steps to be taken for Sales
Promotion

UNIT-I
Introduction to logistic –significance of Logistic – Logistic to supply chain Management –
Information Technology and supply chain management – Logistic and supply chain
management: Leveraging mathematical and analytical models – Logistics infrastructure in India
and its implication for supply chain management – Plant location – Distribution network design
– Distribution channel section.

UNIT –II
Marketing strategy, Logistic and customer service – Allocation models – forecasting methods –
depot location and distribution –network design – frame work for inventory and transportation
cost – transport mode choice – routing decisions – order processing – inventory and ware
housing decisions – inventory models – lean logistic .- Managing variety and mass customization
– Reverse supply chain – forward supply chain – source management in supply chain.

UNIT- III
Crafting and Executing strategy
What is strategy and why is important – Relationship between company’s strategy and Business
model – managerial process of crafting and executing strategy – five generic competitive
strategies: Low – cost provider strategies – Differentiation in strategies – Best cost provider
strategies – Focused cormarketniche

UNIT- IV Other important strategy choices :

Strategic alliances and collaborative partnership ; merger and acquisition - Strategies, – vertical
integration strategies – outsourcing – offensive strategies competitive advantage – defensive
strategies for protection . Choosing appropriate functional area – strategies – pillars of
professionalism – the art and skills of selling – Autonomy of a sale: Negotiation – prospecting
and net working

UNIT-V
Sales and distribution strategy – personal selling – sales organization sales display and sales
promotion – sales forecasting , Quotas and territory management – sales Budgeting and control –
role and function of intermediaries – selection and motivation of intermediaries – selling and the
seven pillars of professionalism – The art and skills of selling – anatomy of sale: Negotiation –
prospecting and networking – selling encounters :winning kind – completing the sale :Magic
moments – field of sales force management – strategic sales force management – Directing sales
force – sales planning evaluating sales performance.

Reference books
1. G.Raguram and N. Rangaraj, Logistics and supply chain management-Manikam, New
Delhi – 2005
2. J . David Viale, Basic of management: From Ware House Viva books, New Delhi,2004
8. MBA -Retail Mgt.-2011-12 -SDE Page 17 of 22

3. R.P. Mohanty and S.G. Supply chain management: Theories and practice,
BIZATANTRA – DREAMTEH, New Delhi 2005
4. Arturqa Thompson AJ.Strkkland,john .E.GAMBLE and Arun. K.Jain, Crafting and
executing strategy; The quest for competitive advantage, New Delhi2005
5. GUPTA.S.L,Sales and distribution management, New Delhi 1999
6. Akhilmarjatia, Win… for life :I can , I shall , I will…..win , New Delhi

2.6. RETAIL SALES TECHNIQUE & PROMOTIONS

OBJECTIVE : To learn promotion and sale of goods.

UNIT I
Advertising Communications and Promotions- Effective Advertising: Understanding When, How,
and Why Advertising Works- Marketing Objectives and Positioning- Target Audience Selection
and Action Objectives- Communication Objectives- The Creative Strategy and Tactics- Media
Strategy: The Reach Pattern and- Effective Frequency- The Creative Strategy and Tactics- Media
Strategy: The Reach Pattern and- Effective Frequency- Campaign Tracking and Evaluation-
Setting the Campaign Budget- Sales Promotions
UNIT II
Promotion Impact- On the Marketing Mix-On the Customer-Promotions and Integrated
Marketing- Creating a Customer Relations- Characteristics of an Integrated Programme-
Strategic Considerations- Promotions role- Overcoming barriers in Integrated Marketing-.
UNIT III
Tactical Analysis –Strategic analysis to Promotion tactics- Objective Setting- Perspective on
Strategy –Promotional tactical tool set –When and how to apply the right tactics-Built-traffic-
Reach new customers- Trade users up- Introduce new products- Gain Product Display,
Placement & Distribution- Stimulate repeat sales- Generate Brand loyalty-

UNIT IV
Sales promotion technique- Off the Self Offers- Joint Promotions- Price Promotions- Premium
Promotions- Prize Promotions- How Promotion Affects Sales-Switching, Acceleration, and
Deceleration- How Promotion Affects Sales- Acceleration, Repeat Purchasing, Consumption-
Trade Dealing
UNIT V
Retailer Promotions-Consumer Promotions (Coupons, Rebates, and Loyalty Programs)-
Consumer Promotions (Loyalty Programs, Online, and Special Event Promotions)-Calculating
Promotion Profitability-Trade Deals, Retailer Promotions, Coupons, Rebates-Measuring
Promotion Effectiveness-Sales Promotion Strategy-Procter and Gamble’s Value Pricing
Strategy-Sales Promotion Strategy
Referance Books
1.Robert C. Blattberg & Scott A. Neslin -Sales Promotion: Concepts, Methods, and Strategies -
Prentice-Hall
2. Paul J Hydzic -Sales Promotion : Strategies That build brands-Illinouus Institute of
Technology
8. MBA -Retail Mgt.-2011-12 -SDE Page 18 of 22

3. Schulz, William A Robinson & Lisa A Peterson -Sales Promotion Essentials : The 10 Basic
Sales Promotion Techniques
4. Julian Cummins & Ruddy Mullin- Sales Promotions How to create , Implement and Integrate
Campaigns that really work- Kogan Page
5. Kazmi& Sathish K Batra Advertising & Sales Promotions- Excel Books
6. George e Belch & Michael A Belch- Advertising & Sales Promotions An Integrated
Marketing Communications Perspective- Tata Mc Graw Hill
7. Steve Smith- How to Sell More Stuff- Promotional marketing that Really works- Dearborn
Trade Publishing

2.7. DIRECT AND NETWORK MARKETING

OBJECTIVE : To explain options of marketing using 20th century medium and internet as an
option of 21st century.
UNIT I
Introduction- The Scope of Direct Marketing- Business, Strategic and Direct Marketing
Planning- The Impact of Databases- Consumer and Business Mailing Lists- The Offer-
Magazines- Newspapers- TV/Radio- Telemarketing/Tele services-Overview of Internet Direct
Marketing - E-Communications- Creating Print Advertising- Managing a Lead-Generation
Program- Modeling for Business Decision Support
UNIT II
Direct and Digital Marketing- Modern integrated DM & interactive marketing -important role in
marketing strategy -build and develop brands - customer acquisition, development and retention-
Key principles of targeting, interaction, control and continuity-Three different business models -
stand alone, integrated and support Catalysts of change in modern marketing -From distance
selling to interactive marketing -Managing relationships across channels and media -The direct
and interactive marketers' information system-Data-driven marketing planning
UNIT III
Network Marketing- Advantages and Disadvantages- Network Marketing Boom-Network
Marketing Compensation Plan- Evaluating Network Marketing Opportunity
Relationship Marketing – Introduction- Six Market Models-Managing Relationship with Buyers,
Intermediaries and Customer – Segmentation and analysis of Customer market Domain-
Customer Acquisition and Customer Retention –Strategic outsourcing- creating Successful
alliances- Referral and Influence Marketing
UNIT IV
Creating and implementing Relationship Marketing Strategies- Introduction- People-Processes-
Proactive/ Personalized Service- What sort of Relationship for what sort of Customers-
Relationship Marketing Plan- Relationship Management Chain- Value Proportions- Identifying
appropriate customer value segments-Designing value delivery systems- Managing and
Maintaining delivered satisfaction

UNIT V
Legal Issues and Best Practice-Data Protection and Privacy, electronic communications and the
Indian Directive, self-regulation and codes of practice- pitfalls and opportunities of international
direct and interactive marketing- consumer and technological landscape of the future- Emerging
Trends in Network Marketing- B2B, C2C, Planning, scheduling, negotiating and buying media
8. MBA -Retail Mgt.-2011-12 -SDE Page 19 of 22

on and offline- Core marketing technology components; data warehousing, business intelligence
appliances, campaign management applications, sales force automation, customer interaction and
contact centre applications, Data fusion- Network Marketing Success Stories India ,MLM

Reference Books
1. Stone, Bob, and Jacobs, Ron, Successful Direct Marketing Methods, 7th ed (2001),
McGraw-Hill, New York, NY.
2. Dave Chaffey, Richard Mayer, Kevin Johnston, Fiona Ellis-Chadwick Internet
Marketing: Strategy, Implementation and Practice
3. Brian Thomas and Matthew Housden Direct Marketing in Practice
4. Edward L. Nash- Direct Marketing: Strategy, Planning, Execution- The McGraw Hill
Companies
5. Robert W. Bly -Business To Business Direct The McGraw Hill Companies
6. Adrian Payne , Martine Christopher Moira Clark & Helen Park Relationship Marketing
for Competitive Advantage Winning and Keeping Customers- The Chartered Institute of
Marketing Professional
7. Shyam Sunder Kambhammettu Ntework Marketing Concepts and Cases- Magnus
School of Business, Hyderabad

2.8. BUSINESS ENVIRONMENT AND ETHICS

Objectives: To equip the students with the knowledge of emerging trends in social,
political, ethical and legal aspects affecting business decisions.

UNIT 1 :- Business environment - The concept and significance - constituents of

business environment - Business and society , Business & ethics - Social responsibility -
Environmental pollution and control. Business and culture- Business and Government -
Political system and its influence on business - Indian constitution - Directive Principles
of State Policy.

UNIT II:- Managing Ethics- meaning and types – framework of organizational theories
and sources – ethics across culture – factors influencing business ethics – ethical decision
making – ethical values and stakeholders- ethics and profit. Corporate Governance –
structure of Boards- reforms in Boards – compensation issues – ethical leadership.

UNIT III :- Globalisation of the economy – trends and issues, Politics and
environment,MNCs and Government relationships- Introduction to GATT and WTO.

UNIT IV:- Fiscal policy - central finances and new fiscal policy - Direct and indirect Tax
structure, VAT, MODVAT - Service Tax problems and reforms -Expenditure Tax -
Public debts &deficit financing

UNIT V:- Legal environment of business – Monopolies – Company Law, Competition

Act 2002. Foreign Exchange Management Act- Securities and exchange board of India
8. MBA -Retail Mgt.-2011-12 -SDE Page 20 of 22

Act - Customs and Central Excise Act - Central and State sales Tax - Consumer
protection Act Patents Act.

REFERENCES:

Adhikari.m - Economic environment of Management

Francis cherunnilam - Business environment
Pruti s . economic & managerial environment in India
Davis & keith William c . frederik - business and society
Amarchand d - Government and business
Mankard _ Business Economics
A.N Agarwal _ Indian economy
Steiner and Steiner – Business Ethics – Mc-Graw Hill
Raj Agarwal – Business Environment – Excel Books.

2.9. STRATEGIC MANAGEMENT

Objectives: To help the students to learn the process of strategic decision making,
implementation and evaluation of corporate policies

UNIT I
Corporate strategic planning - Mission - Vision of the firm - Development, maintenance
and the role of leader - Hierarchal levels of planning - strategic planning process.
Strategic management Practice in India, Family run corporates.

UNIT II
Environmental Analysis & Internal Analysis of Firm:
General environment scanning, competitive & environmental analysis - to identify
opportunities & threat - Assessing internal environment through functional approach and
value chain - identifying critical success factors - to identify the strength & weakness -
SWOT audit - core competence -Stakeholders’ expectations, Scenario-planning - industry
analysis.

UNIT III
Strategy formulation
Generic strategies - Grand strategies - Strategies of leading Indian companies - The role
of diversification -limit - means and forms. Strategic management for small
organisations, non- profit organizations and large multi product and multiple market
organisations.

UNIT IV
Tools of Strategy Planning and evaluation
8. MBA -Retail Mgt.-2011-12 -SDE Page 21 of 22

Competitive cost dynamics - experience curve -BCG approach - cash flow implication.
IA -BS matrix - A.D Littles Life -cycle approach to strategic planning - Business
portfolio balancing - Assessment of economic contribution of strategy - Strategic funds
programming.

Unit V
Strategy implement & Control:
Various approach to implementation of strategy - Matching organization structure with
strategy - 7Smodel - Strategic control process - Du Pont’s control model and other
Quantitative and Qualitative tools - Balanced score card - M.Porter’s approach for
Globalization - Future of Strategic Management.

Reference

1.Pearce& Robinson, Strategic Management ,All Indian Travellors N.D

2.A.C. Hax And Ns, Strategic Management: An Integrative Perspective, Majifu, Prentice Hall
3.Micheal Porter, Competitive Strategies.
4.Micheal Porter, Competitive Advantage Of Nations.
5.Samul C. Certo And J.Paul Peter, Strategic Management, Second Edition. Concept And
Application, Mcgraw Hill.
6.Georgy G.Dess And Alex Miller , Strategic Management, Mcgraw Hill.
7.Gerry Jhonson & Keven Scholes, Exploring Corparate Strategy: Text And Cases,Ph
8.Jaunch .L ,Rajive Gupta & William.F.Glueck ,Business Policy And Strategic Management
,Frank Bros & Co,20003
9.Fred R.David ,Strategic Management Concept &Cases ,Pearson,2003

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8. MBA -Retail Mgt.-2011-12 -SDE Page 22 of 22

QUESTION PAPER PATTERN

Time : 3 Hours Max Marks : 100

Answer any Five Questions (5 X 20 = 100 Marks)

1.

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3.

4.

5.

6.

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8.

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