MARKETING MANAGEMENT Spring Semester 2014 Instructor: Terry Clark Office: 221A Rhen Telephone: 453-7781 Office Hours: 12:30-1:30 Thursday Harvard Cases: https://cb.hbsp.harvard.edu/cbmp/access/23637212 (you will have to register). E-mail: tclark@cba.siu.edu Course Description and Objectives:
MKTG 493 is the final or “capstone” course for marketing majors. As such, it revisits and
integrates all major marketing themes discussed in core required marketing courses, then develops your ability to comprehensively apply these concepts in typical business situations through analysis of strategic marketing problems. Thus, the course re-visits, integrates and extends issues such as:
The role of marketing in communicating and delivering customer value
What customer satisfaction is, and how it is measured
How all of the above are bundled together into a coherent marketing strategy
Making the pitch for money for your marketing ideas
Doing Life: Making a successful transition from College to career
The course has four complementary components: 1) two exams; 2) a set of marketing cases; 3)
class lectures; and 4) a comprehensive marketing project. Please expect and plan for MKTG 493 to be challenging and demanding.
The course has two exams. Exams will cover class lectures and cases.
Cases can be purchased through the link posted above. Class case discussions are an
important part of the course. You should be thoroughly familiar with the details of each case, and be ready to offer your thoughtful opinions, and to defend your views. To help you prepare for class discussions, I have included a set of questions for each case (see below).
1. Case write-ups. You will hand in a write-up for each case. Write-ups should be
responses to the questions provided below, and should not exceed two pages maximum. Case write-ups will be collected immediately after we finish class discussion for that case. Late submissions will not be accepted. 2. Case discussion. You will prepare for all case discussions. This means at a minimum,
reading the case, and answering the questions (see below), so that you can talk intelligently about the materials. Project:
In teams of 3-5, you will develop a full-blown marketing plan. The plan may be for a new product, a
start-up company, an existing nationally branded consumer packaged good, repositioning a product, increasing demand, etc. The project has three related parts: 1) a “marketing plan” document (as outlined below); 2) a set of “process requirements” (as described below); and 3) a class presentation. During your class presentation, I take on the role of CFO/Venture Capitalist/bank loan officer. In other words, you will be making a pitch to me for the marketing budget requested.
Below is an outline of a typical Marketing Plan. Tailor it as needed to fit your situation. Ask me
Executive Summary A one-page (max) non-technical brief of the entire plan,
including a description of the product or service, target market, marketing objectives, differential advantage, required investment, and anticipated sales and profits.
Situation Analysis A basic qualitative/quantitative description of the pertinent
factors related to the situation, including: Industry overview; Competitors, their products, target markets and segmentation; Demand trends; Social and cultural factors; Demographics; Economic and business conditions; State of technology; Political issues; Laws and regulations, pending legislation, Special interest groups, etc. (not all parts of this will be appropriate for all plans—use common sense determining what is important in your situation)
a. The opportunity explained—what is it? Why is it an opportunity? What specifically
are you trying to achieve? (specific revenue, market share, reposition, new target market, etc.), etc, including: an explanation of business model, segmentation, target market, competitive advantage, how revenue will be generated.
b. Detailed account and justification of segmentation scheme used, target (s) market
c. Detailed account and justification of the marketing mix chosen. d. Detailed account and justification of media plan (budget, choice of media (be
specific—including costs, reach, frequency, etc.)
a. An account of all major costs (fixed and variable) associated with your project b. Appropriate financial analysis (breakeven, payback, etc) c. Pro-forma cash flow projections for a three-year period. d. An assessment of the limitations and risks of the project
Appendices—all relevant supporting and reference (citations) materials
Here are the Process Requirements for the project:
First group meeting with me to clear your topic, no later than February 13th. At
this meeting, you will make a 30-second pitch to me (please practice!), as well as present me with a one page briefing document outlining what you propose to do. The purpose of the meeting is for you to convince me that you have a serious and interesting topic. Also at this meeting, you will provide me with a list of times, dates and places for your regular group meetings throughout the semester. From time to time, I may drop in on your group meetings.
A progress report based on the above outline by Februray 27th. The purpose of the
progress report is for you to demonstrate to me that the group is focused and making tangible progress. The progress report should spell out what research/analysis has been done, what remains to be done, who in the group is do it, and what the deadlines are for doing it. This report will help me keep track of who is responsible for what. I will provide feedback on this report.
Second group meeting, in my office, no later than March 18th. At this meeting,
you should deliver me a revision and update of your progress report. Be prepared to discuss and defend in detail what you have done thus far. Problems with group members who do not attend group meetings, and/or do not contribute and/or pull their weight should be brought to my attention at this meeting.
Third group meeting may, or may not be needed. If it is needed, it should occur no
later than April 15th. The purpose of this meeting is for you to go over the preliminary quantitative analysis sales projections, BE analysis, costs, etc.) of your Marketing Plan with me.
Of course, groups may schedule meetings with me at other times as the need arises.
Attendance:
I have a strict attendance policy. Attendance is taken each scheduled class period. Except for
legitimate University approved absences, you are only allowed 1 absence without penalty. After that, each absence will lower your total possible participation grade by 20%. Attendance is taken 5 minutes after class begins.
Case Write-ups (13 x 2 points) Project: Class Participation Exams (2x 10) Tentative Course Schedule:
Cases/Readings Events/Deadlines Stainmaster Catch-up Day
& Starbucks: Delivering Customer Service
Business XM Satellite Radio (A) Catch-up Day Lestra Project Deadline Catch-up Day
Strategy/ Product Team Cialis Project Progress Report Due Catch-up Day Spring Break Exam #1/Project Spring Break Catch-up Day Meeting #2 Deadline Clean Edge Razor
Tue Prototyping BMW: The 7-Series
Thu Pricing Cumberland Metals Catch-up Day
Thu Branding Mountain Man Brewing
Media IBM’s Digital Influence
Competition Cat Fight in the Pet Food Industry Catch-up Day Project Meeting # 3 (if needed) Deadline Case Questions BMW: Describe BMW’s competitive environment. What problems are they having? What is their approach to product development? Why do they prototype? Cat Fight in the Pet Food Industry: What is the nature of competition in the pet food industry? Construct a table showing market shares by product category for each firm. Who competes with whom where? Which are the most profitable segments? Discuss the implications. Clean Edge Razor: What changes are occurring in the nondisposable razor category? How is the market segmented? Assess Paramount’s competitive position. How would you position the product, niche or mainstream? Defend your choice. Cumberland Metal Industries: Engineering Products Division. What is the market potential for curled metal pads? Calculate and justify a price for the pads. Hohner Musikinstrumente GmbH & Co.: What is Hohner’s break-even point? What market share do they need to break even? IBM’s Digital Influence Program: Why did IBM chose social media for its India campaign? Should IBM continue its existing strategy? Despite significant increases in share of voice, reach and volume, Bajaj seems apprehensive. Why? What is digital influence? How did IBM build groundswell? Lestra Design: What went wrong for Lestra Design? Who’s fault was it, Lestra’s or the Japanese? What marketing research did they do? What marketing research should the have done? Mountain Man Brewing Company: Evaluate the strength and health of Mountain Man Lager’s brand equity. Discuss and evaluate the proposed Mountain Man Light brand extension. Is it appropriate/inappropriate? Will it strengthen/weaken Mountain Man Lager’s equity? Will it likely hurt its sales? Image? Product Team Cialis: What are the most relevant dimensions to segment the ED market? What was Viagra’s positioning in 2002 How should Cialis be positioned? What messaging should be used? How should the product be priced? What competitive response do you expect from Pfizer? Bayer-GlaxoSmithKine? Stainmaster: Describe the carpet industry before and after the introduction of Stainmaster. Explain what happened. Starbucks: Delivering Customer Service: Why was Starbucks so successful in the early 1990s? Compare the Starbucks of 1992 with the Starbucks of 2002. Why have Starbuck’s customer satisfaction scores declined? Describe the ideal Starbuck’s customer. Should Starbucks make the $40 million investment in labor? Why? Why not? XM Satellite Radio (A) Describe the radio market. What value does XM deliver over and above its competition? Describe and evaluate the two business models XM radio is contemplating. XYLYS: What are the patterns that you observe with regard to the responses of the users/non users of luxury watches with regard to the brand personality aspects, and the manner in which they responded regarding these dimensions when applied to themselves? What kind of interpretation can you draw from the responses, in the context of this case? Emergency Procedures Southern Illinois University Carbondale is committed to providing a safe and healthy environment for study and work. Because some health and safety circumstances are beyond our control, we ask that you become familiar with the SIUC Emergency Response Plan and Building Emergency Response Team (BERT) program. Emergency response information is available on posters in buildings on campus, available on the BERT’s website at www.bert.siu.edu, Department of Public Safety’s website www.dps.siu.edu (disaster drop down) and in the Emergency Response Guidelines pamphlet. Know how to respond to each type of emergency. Instructors will provide guidance and direction to students in the classroom in the event of an emergency affecting your location. It is important that you follow these instructions and stay with your instructor during an evacuation or sheltering emergency. The Building Emergency Response Team will provide assistance to your instructor in evacuating the building or sheltering within the facility.
Syllabus Attachment
Spring 2014 “We emphasize student achievement and success because achievement and success are essential if we are to shape future leaders and transform lives.” ¹ IMPORTANT DATES Semester Class Begins …………………………………………….01/13/2014 Last day to add a class (without instructor permission): ………….01/24/2014 Last day to withdraw completely and receive a 100% refund: …….01/26/2014 Last day to drop a course using SalukiNet: ……………………….03/23/2014 Last day to file diploma application (for name to appear in Fall Commencement program): ……………………………………….03/28/2014 Final examinations:…………………………………………….5/5 – 5/9/2014 Note: For outreach, internet, and short course drop/add dates, visit Registrar’s Academic webpage http://registrar.siu.edu/ SPRING SEMESTER HOLIDAYS Martin Luther King, Jr.’s Birthday 01/20/2014 Spring Vacation 03/08—03/16/2014 WITHDRAWAL POLICY ~ Undergraduate only Students who officially register for a session may not withdraw merely by the stopping of attendance. An official withdrawal form needs to be initiated by the student and processed by the University. For the proper procedures to follow when dropping courses and when withdrawing from the University, please visit http://registrar.siu.edu/pdf/ugradcatalog1314.pdf INCOMPLETE POLICY~ Undergraduate only An INC is assigned when, for reasons beyond their control, students engaged in passing work are unable to complete all class assignments. An INC must be changed to a completed grade within one semester following the term in which the course was taken, or graduation, whichever occurs first. Should the student fail to complete the course within the time period designated, that is, by no later than the end of the semester following the term in which the course was taken, or graduation, whichever occurs first, the incomplete will be converted to a grade of F and the grade will be computed in the student's grade point average. 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For Information on Saluki Cares: (618) 453-5714, or siucares@siu.edu, http://salukicares.siu.edu/index.html EMERGENCY PROCEDURES Southern Illinois University Carbondale is committed to providing a safe and healthy environment for study and work. We ask that you become familiar with the SIU Emergency Response Plan and Building Emergency Response Team (BERT) programs. Emergency response information is available on posters in buildings on campus, available on BERT’s website at www.bert.siu.edu, Department of Safety’s website at www.dps.siu.edu (disaster drop down) and the Emergency Response Guideline pamphlet. Instructors will provide guidance and direction to students in the classroom in the event of an emergency affecting your location. It is important that you follow these instructions and stay with your instructor during an evacuation or sheltering emergency. 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Esta historia surgió por sí misma, se desarrolló como ella quiso y se terminó cuan-do a ella le dio la gana. Yo no me siento particularmente responsable de lo que aquí se cuenta. Incluso he intentado cambiar alguna de sus partes, por ver si conseguía introducirle un poquito más de ingenio y profundidad al tema. Imposible, si probaba a cambiarle algo toda la trama se venía abajo, no admit
Good Kids 2013 Award Recipients Hannah Boyd, Adams Upper Elementary School Nominated by Sandy Linsher “Hannah is an extremely hardworking young lady. She is involved in her school, community and interested in making it a better place. She is carrying all A’s right now and is a respectful student. She is a complete joy to have in class.” Saleaha Davis, Wayne Memorial H.S. Nominated by Valerie