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MBA _compulsory III &IV_ - 52 -

Dr. Babasaheb Ambedkar Marathwada University Aurangabad

   Revised Course Structure for Master in Business Administration

June 2009

MBA Semester IV             Specialization: - Marketing Management

Elective OP 407B: DISTRIBUTION AND RETAIL MANAGEMENT

Courses Contents 

Marketing Channels: Definition & Importance, Functions of Marketing Channels – Intensive, Selective & Exclusive distribution strategies, Decisions in Channel Management, Wholesaling: Concept, Importance, Functions –Wholesaler Marketing Decisions – Trends in Wholesaling

Retailing: Concept, Importance, Functions - Indian Vs. Global Scenario, Retail formats: Store & Non Store Retailing –-Franchising-

Unconventional channels, Retail Location: Factors affecting location decision – Site Selection Location based retail Strategies, Store Design: Interiors and Exteriors - Store layout – Types of layouts –Factors affecting store layout – Store image mix – Store Façade – The Internet Store, Store Administration: Floor space management–Managing store inventories and display

Merchandising: Concept, Importance, Functions – Steps in merchandising planning – Category management: Definition and process – Introduction to Private label brands

Retail Communication Mix: Planning retail communication – Managing in-store promotions and events

Integrated Marketing Channels: Channels for Consumer goods, Industrial goods & Services – Horizontal, Vertical, Multichannel Marketing Systems, Introduction to Supply Chain Management: Concept – significance – components, Channel Management: Channel selection - Channel Conflicts & its Resolution- Channel Performance Evaluation,  Technology in distribution: Bar-coding – RFID – Electronic payment

systems

Books Recommended:-:-

1.

Havaldar, Sales and Distribution Management:Text and Cases, Tata Mc Graw Hill Edition, 9780070611900

2.

Suja Nair, Retail Management,  Himalaya Publishing 2007

3.

Swapna Pradhan,  Retailing Management,  Tata Mc Graw Hill,  2006

4.

Berman & Evens,  Retail Management  : A Strategic Management, Prentice Hall New Edition 2007

5.

Tapan K Panda & Sunil Sahadeve,  Sales and Distribution Management Oxford University Press,  1st Edition 2007

6.

Cox, Retailing : An Introduction, Pearson , 5th Edition 2008

Note :- At least 10 Case Studies should be taught in class on relevant         

          subject syllabus        

MBA Semester III             Specialization: - Marketing Management

Elective OP 408B: SALES MANAGEMENT

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