Professional Documents
Culture Documents
SEE 3 Hours
Total Hours: Lecture = 4Hrs; Tutorial =0Hrs Total = 4 Hrs for 100
Duration
marks
Pre-requisites: Students are expected to have the basic understandings of spreadsheets and data
visualization.
Unit - I 10 Hours
Introduction to marketing: Introduction to Marketing: Introduction, The Exchange Process, Elements
of Marketing Concept, Functions of Marketing, Old Concept or Product- oriented Concept, New or
Modern or Customer- oriented Concept, Marketing Myopia, Marketing Environment analysis, (Micro
and Macro),
Self learning topics: ETOP analysis.
Unit - II 10 Hours
Buyer Behavior Analysis: Meaning and Characteristics, Importance, Factors Influencing Consumer
Behavior, Consumer Purchase Decision Process, Buying Roles, Buying Motives. The black box model
of consumer behavior. B2B marketing Vs Consumer Marketing.
Unit - V 10 Hours
Place: Meaning, Purpose, Factors Affecting Channel Choice, Channel Design, Channel Management
Decision, Channel Conflict, Designing a physical Distribution System, Network Marketing.
Promotion: Advertising: Advertising Objectives, Advertising Budget, Advertising Copy, AIDA model,
Traditional Vs Modern Media- Online and Mobile Advertising, Social Media for Advertising. Tools
and Techniques of sales promotion, Push-pull strategies of promotion. Personal selling: Steps/process
involved in Personal Selling. Publicity/Public Relation-word of mouth, and sponsorships
Students will select one industry and a particular company in that industry and present the marketing
strategies of that company.
Books
Text Books:
1. Kotler, Keller, Koshy & Jha, Marketing Management: A South Asian Perspective–
14/e, Pearson Education, 2012.
2. Lamb, Hair, Mc Danniel -Marketing-, 7/e, Cengage Learning 2012.
3. Tapan Panda ,Marketing Management, , 2/e, Excel Publication 2016
4. Arun Kumar & Meenakshi N ,Marketing Management, , 2/e, Vikas, 2012.
Reference Books:
1. Etzel M.J BJ Walker & William J. Stanton, Fundamentals of Marketing Management, 14/e,
TMH, 2012.
2. Dhruv Grewal and Michael Levy, marketing, 5e, McGrawHill, 2018
E-resourses (NPTEL/SWAYAM.. Any Other)- mention links
1. Marketing Management- I: https://onlinecourses.nptel.ac.in/noc18_mg30
2. Marketing Management –II https://nptel.ac.in/courses/110104070/#
Course Outcome (COs)
Bloom’s
At the end of the course, the student will be able to
Level
1. Develop ETOP/PESTEL analysis. 6
2. Design segmentation, targeting and positioning strategies of a company. 6
3. Formulate old and new 4P’s of marketing 6
PO No.
Program Outcome of this course (POs)
1. Students will be able to solve problems of competitive business environment. 1
Business.
Students will demonstrate their skills to enhance productivity, efficiency and
2. effectiveness of 3
Students will be able to create models, plans and projects to explore the
3. 7
potential markets.
Maximum Marks: 50 20 20 5 5
Self Study topics shall be evaluated during CIE (Assignments and IA tests) and 10% weightage
shall be given in SEE question paper.
Scheme of Semester End Examination (SEE):
1. It will be conducted for 100 marks of 3 hours duration. It will be reduced to 50 marks for the
calculation of SGPA and CGPA.
2. Minimum marks required in SEE to pass:
3. Question paper contains two questions from each unit each carrying 20 marks. Students have to
answer one full question from each unit.