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Course Objectives
This course is designed to achieve some basic objectives. These are to
a.provide concepts, methods and techniques of management & marketing
b.describe the nature of management and management styles
c.explain the role of management and management process of planning, organizing, decision making, leading and controlling
d.understand and describe the nature and styles of marketing
e.explain the marketing function of an organization and the major tools and techniques used by marketing specialists
f.know the buying behavior process of customers,
g.the techniques and art of perusing customers, selling, evaluating marketing strategy
Management: (Marks-50)
An Introduction to Management and its Environment –Weight - 10 %
103.01. Managing and the Manager’s job
An Introduction to management, The Management Process, Kinds of Managers, Basic Managerial Roles and Skills, The Nature of Managerial Work.
103.02 Traditional and Contemporary Issues and Challenges
The Role of Theory and History in Management, The Classical Management Perspective, The Behavioral Management Perspective, The Quantitative Management Perspective, Integrating Perspectives for Managers, Contemporary management issues and Challenges.
103.03 The Environment and Culture of Organizations
The Organization’ s Environment, The External Environment, The Internal Environment, The Organization’s Culture, Organization – Environment Relationships, The Environment and Organizational Effectiveness.
103.04 The Ethical and Social Environment
Individual Ethics in Organizations, Emerging Ethical Issues in Organizations, Social Responsibility and Organizations, The Government and Social Responsibility, Managing Social Responsibility.
103.05 The Global Environment
The Nature of International Business, The Structure of the Global Economy, Environmental Challenges of International Management, Competing in a Global Economy.
103.06 The Multicultural Environment
The Nature of Diversity and Multiculturalism, Diversity and Multiculturalism in Organizations, Effects of Diversity and Multiculturalism in Organizations, Managing Diversity and Multiculturalism in Organizations, Toward the Multicultural Organization.
Planning and Decision Making -Weight-10%
103.07 Basic Elements of Planning and Decision Making
Decision Making and the Planning Process, Organizational Goals, Organizational Planning, Tactical Planning, Operational Planning, Managing Goal-Setting and Planning Processes.
103.08 Managing Strategy and Strategy Planning
The Nature of Strategic Management, Using SWOT Analysis to Formulate Strategy, Formulating Business-Level Strategies, Implementing Business-Level Strategies, Formulating Corporate-Level Strategies, Implementing Corporate-Level Strategies, International and Global Strategies.
103.09 Managing Decision Making and Problem Solving
The Nature of Decision Making, Rational Perspectives on Decision Making, Behavioral Aspects of Decision Making, Group and Team Decision Making in Organizations
103.10 Managing New Venture Formation and Entrepreneurship
The Nature of Entrepreneurship, The Role of Entrepreneurship in Society, Strategy for Entrepreneurial Organizations, Structure of Entrepreneurial Organizations, The Performance of Entrepreneurial Organizations
The Organizing Process -Weight-10%
103.11 Basic Elements of Organizing
The Elements of Organizing, Designing Jobs, Grouping Jobs: Departmentalization, Establishing Reporting Relationships, Distributing Authority, Coordinating activities, Differentiating Between Positions.
103.12 Managing Organization Design
The Nature of Organization Design, Universal Perspectives on Organization Design, Situational Influences on Organization Design, Strategy and Organization Design, Basic forms of Organization Design, Emerging Issues in Organization Design.
103.13 Managing Organization Change and Innovation
The Nature of Organization Change, Managing Change in Organization, Areas of Organization Change, Organizational Innovation.
103.14 Managing Human Resources in Organizations
The Environmental Context of Human Resource Management, Attracting Human Resources, Developing Human resources, Maintaining Human Resources, Managing Labor Relations, New Challenges in the Changing Workplace.
The Leading Process-Weight-10%
103.15 Basic Elements of Individual in Organizations
Understanding Individuals in Organizations, Personality and Individual Behavior, Attitudes and Individual Behavior, Perception and Individual Behavior, Stress and Individual Behavior, Creativity in Organizations, Types of Workplace Behavior.
103.16 Managing Employee Motivation and Performance
The Nature of Motivation, Content Perspectives on Motivation, Process Perspectives on Motivation, Reinforcement Perspectives on Motivation, Popular Motivational Strategies, Using Reward Systems to Motivate Performance.
103.17 Managing Leadership and Influence Processes
The Nature of Leadership, Generic Approaches to Leadership, Situational Approaches to Leadership, Related Approaches to Leadership, Emerging Approaches to Leadership, Political Behavior in Organizations.
103.18 Managing Interpersonal Relations and Communication
The Interpersonal Nature of Organizations, Communications and the Manager’s Job, Forms of Communication in Organizations, Informal Communication in Organizations, Managing Organizational Communication.
103.19 Managing work Groups and Teams
Groups and Teams in Organizations, Characteristics of Groups and Teams, Interpersonal and Intergroup Conflict, Managing Conflict in organizations.
The Controlling Process-Weight-10%
103.20 Basic elements of Control
The Nature of Control, Operations Control, Financial Control, Structural Control, Strategic Control, Managing Control in Organizations.
103.21 Managing Operations, Quality, and Productivity
The Nature of Operations Management, Designing Operations Systems, Organizational Technologies, Implementing Operations Systems Through Supply Chain Management, Managing Total Quality, Managing Productivity.
103.22 Managing Information and Information Technology
Information and the Manager, Types of Information Systems, Managing Information Systems, The Impact of Information Systems on Organizations.
MARKETING MANAGEMENT (Marks-50)
Understanding Marketing Management - Weight-10%
103.01 Defining Marketing for the Twenty-First Century
The New Economy, Marketing Tasks, Marketing Concepts and Tools, Company Orientations toward the Marketplace, How Business and Marketing are Changing.
103.02 Adapting Marketing to the New Economy
The Major Drivers of the new Economy, How Business Practices are Changing, How Marketing Practices are Changing: E – Business, How Marketing Practices are Changing: Setting Up Web Sites, How Marketing Practices are Changing: Customer Relationship Marketing.
103.03 Building Customer satisfaction, value, and Retention
Defining Customer Value and Satisfaction, The Nature of High-Performance Businesses, Delivering Customer Value and Satisfaction, Attracting and Retaining Customers, Customer Profitability, Company Profitability, and Total Quality Management.
Analyzing Situation & Marketing Opportunities-Weight-15%
103.04 Winning Markets through Market-Oriented Strategic Planning
Strategic Planning: Three key Areas and Four Organizational Levels, Corporate and Division Strategic Planning, Business Unit Strategic Planning, The Marketing Process, Product Planning: The Nature and Contents of a Marketing Plan.
103.05 Gathering Information and Measuring Market Demand
The Components a Modern Marketing Information System, The Marketing Intelligence System, Marketing Research System, Marketing Decision Support System, Forecasting and Demand Measurement.
103.06 Scanning the Marketing Environment
Analyzing Needs and Trends in the Macro Environment, Identifying and Responding to the Major Macro Environment.
103.07 Analyzing Consumer Markets and Buyer Behavior
Influencing Buyer Behavior, The Buying Decision Process, Stages of the Buying Decision Process.
103.8 Analyzing Business Markets and Business Buying Behavior
What is Organizational Buying?, Participants in the business buying process, Major influences on buying decisions, The purchasing/procurement process, Institutional and government markets.
103.09 Dealing with the Competition
Competitive forces, Identifying competitors, Analyzing competitors, Designing the competitive intelligence system, Designing competitive strategies, Balancing customer and competitor orientations.
103.10 Identifying Market Segments and Selecting Target Markets
Levels and patterns of market segmentation, Segmenting consumer and business markets, Market targeting.
Developing Market Strategies-Weight-10%
103.11 Positioning and Differentiating the Market Offering Through the Product Life Cycle
Developing and communicating a positioning strategy, Adding further differentiation, Differentiation tools, Product life-cycle Marketing Strategies, Marketing evolution.
103.12 Challenges in the New-product Development
Organizational arrangements, Managing the development process: Ideas, Managing the development process: Concept to Strategy, Managing the development process: Development to commercialization, The consumer-adoption process.
103.13 Designing Global Market Offerings
Competition on a global basis, Deciding whether to go abroad, Deciding which markets to enter, Deciding how to enter the market, Deciding on the marketing program, Deciding on the marketing organization.
Shaping the Market Offering-Weight-05%
103.14 Setting the Product and Branding Strategy
The product and the product mix, Product-line decisions, Brand decisions, Packaging and labeling.
103.15 Designing and Managing Services
The nature of services, Marketing strategies for services firms, Managing product support services.
103.16 Developing Price Strategies and Programs
Setting the price, Adapting the price, Initiating and Responding to price changes.
Managing and Delivering Marketing Programs-Weight-10%
103.17 Designing and Managing Value Networks and Marketing Channels
What is a value network and marketing-channel system?, What work is performed by Marketing channels?, Channel-Design decisions, Channel-Management decisions, Channel-Dynamics.
103.18 Managing Retailing, Wholesaling, Market Logistics
Retailing, Wholesaling, Market logistics.
103.19 Managing Integrated Marketing Communications
The communication process, Developing effective communications, Deciding on the marketing communications mix, Managing the integrated marketing communications process.
103.20 Managing Advertising, Sales Promotion, Public Relations, and Direct Marketing
Developing and managing an advertising program, Deciding on media and measuring effectiveness, Sales promotion, Public relations, Direct marketing.
103.21 Managing the Sales Force
Designing the sales force, Managing the sales force, Principles of personal selling.
103.22 Managing the Total Marketing Effort
Trends in company organization, Marketing organization, Marketing implementations, Evaluation and control.
Text Book
1. Management, 8th edition - Griffin
2. Marketing Management, Eleventh edition - Phioip Kotler
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