College of Charleston School of Business. MKTG Managerial Marketing. Fall Semester 2017 Class Room: Tate 315 Class Time: W 4:00 6:45 PM

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1 MKTG Managerial Marketing Fall Semester 2017 Class Room: Tate 315 Class Time: W 4:00 6:45 PM College of Charleston School of Business Professor: Dr. Henry Y. Xie Office: Beatty 313 Tel: ; xiey@cofc.edu Office Hour: TR 3:00-4:00 PM and by appointment SCHOOL OF BUSINESS LEARNING GOALS 1. Effective Communications: Students will write professional documents that are technically correct and concise and make effective presentations utilizing technological tools and ability utilizing relevant discipline specific knowledge. 2. Ethical Awareness: Students will recognize and be able to appraise ethical dilemmas involved in business decisions and competently engage in discourse aimed at resolution of these dilemmas utilizing relevant discipline specific knowledge. 3. Global Awareness: Students will recognize and examine the global implications of business decisions while evaluating and integrating innovative applications of these implications utilizing relevant discipline specific knowledge. 4. Problem Solving Ability: Students will demonstrate critical thinking skills in identifying and evaluating problems and opportunities in the business environment and apply analytical techniques to formulate creative solutions utilizing relevant discipline specific knowledge. COURSE MATERIALS 1. Harvard Business customized course pack, Harvard Business Publishing. 2. Strategic Marketing by Innovative Learning Solutions, Inc., available online at The Marketplace Live website ( COURSE OBJECTIVES This is an intermediary Marketing course that focuses on the integration and application of marketing knowledge. Through this course, Marketing students are expected to build upon their basic Marketing knowledge and to develop marketing analytical and decision-making skills from a comprehensive, managerial perspective. Particularly in this course, students are expected to: 1. comprehend the dynamic interplay of marketing factors in real-world business environment; 2. develop skills in configuration of marketing mix. 3. develop decision-making and analytical skills in the formulation and implementation of market-driven strategies for an organization from a broad managerial perspective. COURSE STRUCTURE Attendance: All students are required to attend every class. One to three unexcused absences result in a 75-point deduction of your final grade for each absence. Four and more unexcused absences result in a F final grade. Only documented absences will be excused. Examples of documented absences include CofC Absence Memo or traveling as a member of a CofC athletic team.

2 This course places heavy emphasis on students active learning and development of critical thinking essential for problem solving and decision making in the marketing context. Students are expected to exercise and demonstrate personal responsibility and professionalism in all individual and group tasks. In this course, we will examine managerial and strategic issues of marketing. Note: Early departure from a class before its completion without approval counts as an absence. The course is divided into two modules as follows: Module 1: Individual Tasks Quiz on Financial Analysis for Marketing: There is a quiz covering basic financial analysis for marketing. It is worth 100 points in total (10% of total grade). Students may refer to your Marketing Concepts textbook and the HBP Coursepack for a review of basic marketing analysis. Quizzes on Cases: Case analysis is a major component of this course. To ensure that each student has read each case and is prepared to contribute to class discussion, there is a short quiz covering the basic information of each case before the case discussion The quizzes are in form of multiplechoice questions and are administered on paper or OAKS. These quizzes are worth 100 points. Note: a case quiz for a particular case cannot be taken after the case discussion. Personal Career Statement: As a current Marketing student and a future business professional, you should start early to plan your career path. Therefore, you will complete a personal career statement. This assignment is due Wednesday Nov. 15, Module 2: Team Tasks Marketing Audit: Your group is to produce a marketing audit for a well-known product/brand from product categories such as energy drinks, automobiles, pharmaceuticals, and etc. The purpose of this assignment is to develop a holistic view of marketing programs and activities. In this marketing audit, your group should conduct a comprehensive and systematic examination of a company s marketing environment, strategies, and activities with a view to determining problem areas, identifying opportunities, and recommending a course of actions. There are two deliverables for this assignment: (1) a five-six-page, double-spaced marketing audit report; and (2) a 10-minute presentation and Q&A in class. Detailed instructions for this assignment will be handed out in class. Case Analysis: A case study requires both qualitative and quantitative analysis. Students should diagnose the real problems (not just the symptoms) and systematically evaluate marketing activities. Merely repeating or summarizing the written case as it is will result in a grade of F. Active participation is essential and it is expected that all students are fully prepared for case analysis and class discussion. There are a number of marketing cases for this course component of case analysis. In your career you will often be asked to provide recommendations in memo form. The one-page memo is a means of focusing your ideas and presenting them to higher management in a concise format. The memo should take the form of a report to corporate executives and should be one-page maximum in length in the following sequence: Problems Identified Critical Issues and Causes 2

3 Recommended Solution Strategy and Tactics, Costs & Risk Factors Justification Note: You will complete a peer evaluation. Your individual grade on case analyses is subject to your fellow students evaluation of your contribution and your active participation. Strategic Marketing : Students will apply marketing principles and methods in a competitive marketing simulation game. Specifically, through this simulation against other student teams, you will start up and run the marketing division of an international microcomputer company for two years (eight quarters) in compressed time, struggling with marketing fundamentals and the interplay between product, price, place, promotion, budgets, and financial performance. You must analyze the competitive situation, plan a marketing strategy and the tactical options to implement that strategy, and then execute the strategy and tactics out into the future. You face great uncertainty from the outside environment and from your own decisions. You will have to adjust your strategy to cope with various options, conflicts, tradeoffs, and different outcomes. Particularly, you will need to do the following: Analyze market research data; Design brands to appeal to different market segments; Devise advertising campaigns, sales force incentives, and price options; Allocate scarce funds to R&D, advertising, and distribution; Manage cash and monitor financial performance; Engage in head-to-head competition with other teams; Adjust strategy and tactics in response to financial performance, competition, and customer reactions. You will receive detailed instructions about how to purchase access to Advanced Strategic Marketing online with a credit or debit card. The cost to participate is $45. Everyone is required to pay and to read the "Help" section as instruction to the game. The components of this module are: Decision Memo: For each quarter, your team is expected to submit a memo to explain the rationale of your decisions for this quarter. A team that fails to submit the decision memo on time will receive a 10-point deduction from their simulation grade. Marketing Plan: Your team will prepare a written marketing plan that projects your strategic and financial goals for simulation quarters 5 through 8, based on the performance results of the market testing stage (simulation quarters 1 through 4). Additional details will be provided later. The marketing plan is worth 200 points or 20% of your final grade. Performance Score: Teams will also be evaluated based on your performance in the simulation as measured by the Balanced Scorecard. The simulation performance is worth 100 points or 10% of your final grade. For this grade, I will use your final, cumulative overall Balanced Scorecard measure scaled to % calculated as follows: Your Team s Cumulative Balanced Scorecard Figure X Highest Team s Balanced Scorecard Figure 3

4 Thus, if you have performed the best, you will receive 100 points. If your Balanced Scorecard figure is 0, you will receive 80 points. Everyone else will fall somewhere in between. Presentation to Executive Board: Your team will prepare an executive memo and make a 12-minute PowerPoint presentation to the Executive Board. The performance of your presentation will be evaluated by your fellow students and the professor, as part of your final simulation grade. Additional details will be provided later. Peer Evaluations: You will complete a peer evaluation for your team members regarding their contributions to the team effort during the simulation. Your grade will be based on your team's evaluations of your performance. If everyone contributes fairly equally, you receive the same points as other team members. If you are not an equal contributor or fail to carry your own weight, your grade will be adjusted proportionately to reflect how much you did not contribute. Peer evaluation is to be done individually and will be kept confidentially. GRADE ASSESSMENT Individual Tasks Quiz on Marketing Financial Analysis Quizzes on Cases Personal Career Statement Team Tasks Marketing Audit Case Analysis Marketing Total 300 points points Points GRADE SCALE A : 930 points and above A- : points B+ : points B : points B- : points C+ : points C : points C- : points D+ : points D : points D- : points F : Below 600 points GENERAL POLICIES Policy is the preferred mode of communication. Students need to follow the following guidelines: Expect the professor to respond to s between 10 a.m. and 5 p.m., Monday through Friday with a 24-hour lag time. For any concerns about grades, meet with your professor face-to-face. Before sending questions via , make sure that your question is not answered on the course syllabus or OAKS. An without a subject, salutation, and sender s name will not be read or replied. Use proper spelling, grammar, and punctuation when writing your message. Be specific about the subject of the in the subject heading. Put the course title in the subject line. For example, use "MKTG315 - Project Question". 4

5 Academic Honesty Policy Lying, cheating, attempted cheating, and plagiarism are violations of the Honor Code at CofC that, when identified, are investigated. Each instance is examined to determine the degree of deception involved. A student found responsible for academic dishonesty will receive a XF in the course, indicating failure of the course due to academic dishonesty. The student may also be placed on disciplinary probation, suspended (temporary removal) or expelled (permanent removal) from the College by the Honor Board. Students with Disabilities If a student in this class has a documented disability and has been approved to receive accommodations through SNAP Services, please feel free to come and discuss this with me during my office hours or by appointment. Make-Up Work and Due Dates Make-up work is not available to compensate for unexcused absences or low grades. All assignments must be completed on the date specified by the professor and/or stated in the class schedule of this syllabus. Assignments turned in late will not be accepted - no exception. Important note: Students who do not attend any classes during the first three weeks of class and/or who do not take the first quiz will be dropped from the course with a grade of "DA." CLASS SCHEDULE Date Topic(s) Preparation Assignment(s) Due 08/23 Introduction and Syllabus Marketing Concepts Review: SWOT; Marketing Strategy; STP; Marketing Mix Your old Marketing text; HBP coursepack 08/30 Marketing Financial Analysis Groups formed 09/06 Quiz on Financial Analysis Intro to Marketing Audit 09/13 Intro to Case Study Intro to 09/20 Presentation Marketing Audit Case Review 09/27 Case Presentation 10/04 Case Presentation 10/11 Case Presentation Intro. to Marketing Plan 10/18 Group Work 10/25 Case Presentation Meetings with Professor 11/01 Case Presentation 5

6 11/08 Case Presentation 11/15 Introduction to Report to Board; Personal Career Statement 11/22 Thanksgiving 11/29 Presentations Report to Board; Course Recap Note: This schedule is subject to changes. Any changes will be announced in advance. 6