Professional Documents
Culture Documents
PGDBM
PGDBM
CONTENTS
SEM-I
SEM-II
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, Company Responses
and Adjustments, Marketer Responses and Adjustments.
Adapting Marketing to the New Economy : The Major Drivers of the New
Economy, How Business Practices Are Changing : E-Business, Designing an
Attractive Web Site, Placing Ads and Promotion On-line, Building a Revenue and
Profit Model. Customer Relationship Marketing, Customer Database and
Databases and Database Marketing, Data Warehouses and Datamining.
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.
Winning Markets Though Market-Oriented Strategic Planning : Strategic Planning,
Corporate and Division Strategic Planning, Business Unit Strategic Planning, The
Marketing Process, Product Planning : The Nature and contents of a Marketing
Plan.
Gathering Information and Measuring Market Demand : The Components of a
Modern Marketing Information System, The Marketing Intelligence System,
Marketing Research System, Marketing Decision Support System, Forecasting
and demand Measurement.
Scanning the Marketing Environment : Analyzing Needs and Trends in the Macro
environment, Identifying and Responding to the Major Macroenvironment forces.
Analyzing Consumer Markets and Buyer Behaviour : Influencing Buyer Behaviour,
The Buying Decision Process, Stages of the Buying Decision Process.
Analyzing Business Markets and Business Buying Behaviour : The Business
Market Versus the Consumer Market, Buying Situations, Systems Buying and
Selling. Participants in the Business Buying Process, Major Influences on Buying
Decisions, Cultural factors, The Purchasing/Procurement Process. Institutional
and Government Markets.
Dealing with the Competition : Competitive Forces, Identifying Competitors,
Analyzing Competitors, Designing the Competitive Intelligence System,
Designing Competitive Strategies, Balancing Customer and Competitor
Orientations.
Identifying Market Segments and Selecting Target Markets : Levels and Patterns
of Market Segmentation, Segmenting Consumer and Business Markets.
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,
Market Evolution.
Developing New Market Offerings : Challenges in New-Product Development,
Organizational Arrangements, Managing the Development Process : Ideas,
Managing the Development Process : Concept to Strategy, Managing the
development Process : Development to Commercialisation, The Consumer-
Adoption Process.
Designing Global Market Offerings : Competing 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
Organisation.
Setting the Product and Branding Strategy : The Product and the Product Mix,
Product-Line Decisions, Brand Decisions, Packaging and Labelling.
Designing and Managing Services : The Nature of Services, Marketing Strategies
for Service Firms, Managing Product Support Services.
Developing Price Strategies and Programs : Setting the Price, Adapting the Price,
Initiating and Responding to Price Changes.
Designing and Managing Value Networks and Marketing Channels : Channel
Functions and Flows, Channels Levels, Service Sector Channels, Information
Highway Channels, Channels-Desing Decisions, Channel-Management
Decisions, Channel Dynamics, Multichannels Marketing Systems, Confflict,
Cooperation, and Competition, Legal and Ethical Issues in Channels Relations.
Managing Retailing, Wholesaling, and Market Logistics : Retailing Wholesaling,
Market Logistics, Market-Logistics Objectives, Market-Logistics Decisions,
Organizational Lessons.
Managing Integrated Marketing Communications : The Communications Process
Developing Effective Communications Identify the Target Audience, Determine
the Communication Objectives, Design the Message, Select the Communication
Channels, Establish the Total Marketing Communications Budget, Deciding on
the Marketing Communications Mix, The Promotional Tools, Factors in Setting
the Marketing Communications Mix, Managing the Integrated Marketing
Communications Process.
Managing Advertising, Sales Promotion, Public Relations, and Direct Marketing :
Developing and Managing and Advertising Program, Setting the Advertising
Objectives, Deciding on the Advertising Budget, Choosing the Advertising
Message, Deciding On Media and Measuring Effectiveness, Deciding On Reach,
Frequency, and Impact, Choosing Among Major Media Types, Selecting Specific
Vehicles, Deciding on Media Timing, Deciding on Geographical Allocation
Evaluating Effectiveness, Sales Promotion, Public Relations, Direct Marketing,
The Growth of Direct Marketing, The Benefits of Direct Marketing, Other Media
for Direct-Response Marketing, Kiosk Marketing, E-Marketing.
Managing the Sales Force : Designing the Sales Force Sales-Force Objectives
and Strategy, Sales-Force Size, Sales-Force Compensation, Managing The
Sales Force Principles of Personal Selling, Professionalism, Negotiation,
Relationship Marketing.
Managing the Total Marketing Effort : Trends in Company Organization,
Marketing Organisation, The Evolution of the Marketing Department, Organizing
the Marketing Department, Marketing Relations with Other Departments, Building
a Companywide Marketing Orientation, Injecting More Creativity into the
Organization.
Marketing Implementation : Evaluation and Control, Annual-Plan Control,
Profitability Control, Profitability Control, Efficiency Control, Strategic Control.
Paper - VI
Production and Operation Management