Marketing Management Professor Professor huang pei Required Texts Marketing management by phylip kotler, 2000 Assignments Cases, Available at Teacher Office Suggested Wall St Journal subscription Study Guide(Available on disk and/or from our home page) Prerequisite 1. Principles of Economics 2. Junior Standing(minimum 60 semester hours) Evaluation Weights D Notes Exam 1 100 Mon10/14 Note 1 Exam 2 Note 1 Exam 3 Mon12/16 Note 1 Essay Exam 1 10/11-10/16 Note 1 Essay Exam 2 11/1511/19 Note 1 Discussion Section 200 Note 2 Research Requirement Note 3 Lecture Assignment Note 4 Extra Credit Lecture Quizzes Note 5 TOTAL 1000
Marketing Management Professor Professor Huang Pei Required Texts: Marketing Management by phylip. kotler, 2000 Assignments & Cases, Available at Teacher Office Suggested: Wall St. Journal subscription Study Guide (Available on disk and/or from our home page) Prerequisites: 1. Principles of Economics 2. Junior Standing (minimum 60 semester hours) Evaluation Weights: Activity Points Dates Notes Exam 1 100 Mon 10/14 Note 1 Exam 2 150 Mon 11/11 Note 1 Exam 3 250 Mon 12/16 Note 1 Essay Exam 1 40 10/11-10/16 Note 1 Essay Exam 2 40 11/15-11/19 Note 1 Discussion Section 200 Note 2 Research Requirement 0 Note 3 Lecture Assignments 220 Note 4 Extra Credit Lecture Quizzes Note 5 TOTAL 1000 Notes:
1. The following table contains information about multiple choice and essay exam dates and times, coverage, and room assignments DATE&TIME COVERAGE LOCATION Exam I: Wed 10/6 Text Chpts 1-4, 6-9 Aetna 203 1:30PM Lecture discussion Section Material Essay Exam 1: 10/11- See Essay Exam 1 Aetna 203 10/16 Sheet in this booklet Exam 2: 1: 30 PM Text Chpts 10-14, 16 Aetna 203 Mon11/11 and Append. C Lecture discussion Section Material Essay Exam 2: 11/15- See Essay Exam 2 Discussion Sections 11/19 Sheet in this booklet Final: Mon 01/67 PM Text Chpts 5, 17-19, To Be Announced Appendix a and Chpts 2, 4, 8, 9 and 12 Lecture discussion section material 2. Participation in Discussion Section includes attendance, participation, and scores on quizzes. Your discussion section leader will identify the grading criteria during the first week of class and will hand out a written yllabu 3. Failure to complete the research requirement results in a grade of Incomplete. No exceptions 4. Lecture Assignments are described in the booklet of Marketing Cases and Assignments. The first assignment, a Marketing Memo, is due 9/29 in lecture; the second assignment, Using a Financial Report and Marketing Research to Analyze a Company is due 12/30 5. Students may earn extra credit exam points for all exams. These points can be earned by completing quizzes in lecture. All quizzes must be turned in immediately after the quiz is given. We cannot allow students to make-up missed extra credit points for any reason Schedule for marketing management
2 1. The following table contains information about multiple choice and essay exam dates and times, coverage, and room assignments. DATE & TIME COVERAGE LOCATION Exam I: Wed 10/6 1:30 PM Text Chpts 1-4, 6-9 Lecture & Discussion Section Material Aetna 203 Essay Exam 1: 10/11- 10/16 See Essay Exam 1 Sheet in this booklet Aetna 203 Exam 2: 1:30 PM Mon 11/11 Text Chpts 10-14, 16 and Append. C Lecture & Discussion Section Material Aetna 203 Essay Exam 2: 11/15- 11/19 See Essay Exam 2 Sheet in this booklet Discussion Sections Final: Mon 01/6 7 PM Text Chpts 5, 17-19, Appendix A and Chpts 2,4,8,9 and 12 Lecture & Discussion section Material To Be Announced 2. Participation in Discussion Section includes attendance, participation, and scores on quizzes. Your discussion section leader will identify the grading criteria during the first week of class and will hand out a written syllabus. 3. Failure to complete the research requirement results in a grade of "Incomplete." No exceptions. 4. Lecture Assignments are described in the booklet of Marketing Cases and Assignments. The first assignment, a Marketing Memo, is due 9/29 in lecture; the second assignment, Using a Financial Report and Marketing Research to Analyze a Company is due 12/30. 5. Students may earn extra credit exam points for all exams. These points can be earned by completing quizzes in lecture. All quizzes must be turned in immediately after the quiz is given. We cannot allow students to make-up missed extra credit points for any reason. Schedule for Marketing Management
Date Chapter Important Dates 9/9 Welcome to Marketing Marketing Environmental Analysis Environmental Analysis No Discussion sections this week 9/16 Global Marketing Challenges 3,4 Global Marketing Challenges, Marketing Planning 4(thru pg. 101) Marketing Planning and Organization Strategy Discussion 9 /16-9/23 n discussion: View"Zanes Cycles is Customer Driven". Discuss Lecture Assignment #1 4(thru page 101)Marketing Planning and Organization Strategy(Cont'd Consumer Behavior 6 Consumer behavior In discussion: Discuss minnesota twins video 9/30 Organizational Behavior 7,8 Organizational Behavior, Market Segmentation, and Targeting Market Segmentation, and Targeting Discussion 9/30-10/7 In Advance: Read Vermeer Case In Discussion Discuss vermeer Case
3 Date Chapter Lecture Topic Important Dates 9/9 1 Welcome to Marketing! 1, 2 Marketing, Environmental Analysis 2 Environmental Analysis No Discussion Sections This Week 9/16 3 Global Marketing Challenges 3, 4 Global Marketing Challenges, Marketing Planning 4 (thru pg. 101) Marketing Planning and Organization Strategy Discussion 9/16-9/23 In discussion: View “Zane’s Cycles is Customer Driven”. Discuss Lecture Assignment #1. 9/23 4(thru page 101) Marketing Planning and Organization Strategy (Cont'd) 6 Consumer Behavior 6 Consumer Behavior Discussion 9/23-9/30 In Discussion: Discuss Minnesota Twins Video 9/30 7 Organizational Behavior 7, 8 Organizational Behavior, Market Segmentation, and Targeting 8 Market Segmentation, and Targeting Discussion 9/30-10/7 In Advance: Read Vermeer Case In Discussion: Discuss Vermeer Case
107 Positioning P opTioning Managing Existing Products Discussion 10-10/14 In Advance: Read Prairie Lights Bookstore Case In Discussion: Prairie Lights Bookstore 10/14 Managing Existing Products(Cont'd) ng Existing Products(Cont'd) Guest Speake Discussion 10/14-10/21 In di Chips vid 10/21 REVIEW REVIEW Guest Speaker EXAMI 1:30PM 10 Developing New Products Discussion 10/21-10/28 In Advance: Prepare for Review In Discussion Review 1028 10 Developing New Products(Continued 10,11 Developing New Products(Continued Services Marketing Services Marketing
4 10/7 8 Positioning 8 Positioning 9 Managing Existing Products Discussion 10/7-10/14 In Advance: Read Prairie Lights Bookstore Case In Discussion: Prairie Lights Bookstore 10/14 9 Managing Existing Products (Cont'd) 9 Managing Existing Products (Cont'd) Guest Speaker Discussion 10/14-10/21 In Discussion: View Terra Chips Video 10/21 REVIEW REVIEW & Guest Speaker EXAM I 1:30 PM 10 Developing New Products Discussion 10/21-10/28 In Advance: Prepare for Review In Discussion: Review 10/28 10 Developing New Products (Continued) 10,11 Developing New Products (Continued) Services Marketing 11 Services Marketing
Discussion 10/28-11/4 11 12 Fundamentals of Pricing 12, Appendixc Fundamentals of Pricing, Marketing Arithmetic Appendix C Marketing Al Discussion 11/4-11/11 In Advance: Read Pictured Rocks United Methodist Camp In Discussion: Discuss Pictured Rocks United Methodist Camp 11/11 13 Pricing Goods and services 13,14 Pricing Goods and Services, Managing Distribution channels 14 Managing distribution channels Discussion 11/11-11/18 In advance: Prepare Hood River Fruits Case In discussion: Discuss Hood River Fruits; Discuss Lecture Assignment #2 11/18 Marketing on the Internet 16 Retailing 16 Retailing Discussion 11/18-11/25 In advance: Read Wal-Mart Comes to pella lowa In discussion: Wal-Mart Comes to Pella, lowa(Small Group Exercise 11/25 Review Review Guest Speaker
5 Discussion 10/28-11/4 In discussion: Essay Exam 1 11/4 12 Fundamentals of Pricing 12, Appendix C Fundamentals of Pricing, Marketing Arithmetic Appendix C Marketing Arithmetic Discussion 11/4-11/11 In Advance: Read Pictured Rocks United Methodist Camp In Discussion: Discuss Pictured Rocks United Methodist Camp 11/11 13 Pricing Goods and Services 13,14 Pricing Goods and Services, Managing Distribution Channels 14 Managing Distribution Channels Discussion 11/11 -11/18 In advance: Prepare Hood River Fruits Case In discussion: Discuss Hood River Fruits; Discuss Lecture Assignment #2. 11/18 Marketing on the Internet 16 Retailing 16 Retailing Discussion 11/18-11/25 In advance: Read Wal-Mart Comes to Pella Iowa. In discussion: Wal-Mart Comes to Pella, Iowa (Small Group Exercise) 11/25 Review Review & Guest Speaker
EXAM 6:30PM Chpts10-14,16 Marketing Arith 17 Overview of IMc Discussion 11/25-12/2 In Advance: Prepare for Review In Discussion: Review 12/2 17 Overview of IMc 17 Overview of imc 18 Advertising Sales Promotion, Publicity Discussion 12/12-12/19 Essay e 18 Advertising THANKSGIVING THANKSGIING No discussion sections this week 12/16 19 Personal Selling Sales Management 19 Personal selling sales Managemen 5&101-105 Marketing Research Demand Estimation Discussion 12/16-12/23 In advance: Read Marketing Communications Exercise Discussion: Marketing Communications Exercise 1223 5&101-105 Marketing Research Demand Estimation 1230 Conclusion
6 EXAM 6:30 PM Chpts 10-14,16 Marketing Arith. 17 Overview of IMC Discussion 11/25-12/2 In Advance: Prepare for Review In Discussion: Review 12/2 17 Overview of IMC 17 Overview of IMC 18 Advertising Sales Promotion, Publicity Discussion 12/12-12/19 In discussion: Essay Exam #2 12/9 18 Advertising Sales Promotion, Publicity THANKSGIVING THANKSGIVING No Discussion Sections This Week 12/16 19 Personal Selling & Sales Management 19 Personal Selling & Sales Management 5 & 101-105 Marketing Research & Demand Estimation Discussion 12/16-12/23 In advance: Read Marketing Communications Exercise In Discussion: Marketing Communications Exercise 12/23 5 & 101-105 Marketing Research & Demand Estimation 12/30 Conclusion
Review LECTURE ASSIGNMENT DUE Discussion 12/23-12/30 In Advance: Prepare for Review In Discussion: Review Final mon 1/6/to be settled Chapters 17-20, Appendix C Chapters 2, 3, 4, 8, 9 Fall 2002 The following information will help you understand the purpose of this introductory course. It also gives you guidelines to make your work in the course easier and more PURPOSE OF Marketing Management Rationale Organizations operate in a complex, dynamic and competitive environment. In serving their customers, they face constant challenges, especially due to frequent changes in th environment. Marketing is a discipline that describes the art and science of analyze eir markets and harnessing the forces to best serve the organization 's customers Objectives This course introduces students to the principles and practices of marketing in the contemporary environment. It also provides training in writing and spreadsheet analysis These are skills marketing managers need to succeed in the work place. The course presupposes no prior knowledge of the subject, aside from the regular prerequisites Specifically, the ob provide you with an integrated view and appreciation of the marketing process
7 Review LECTURE ASSIGNMENT DUE Discussion 12/23 -12/30 In Advance: Prepare for Review In Discussion: Review Final Mon 1/6/to be settled Chapters 17-20, Appendix C & Chapters 2, 3, 4, 8,9 Marketing Management Fall 2002 The following information will help you understand the purpose of this introductory course. It also gives you guidelines to make your work in the course easier and more productive. PURPOSE OF Marketing Management Rationale Organizations operate in a complex, dynamic and competitive environment. In serving their customers, they face constant challenges, especially due to frequent changes in their environment. Marketing is a discipline that describes the art and science of analyzing markets and harnessing the forces to best serve the organization's customers. Objectives This course introduces students to the principles and practices of marketing in the contemporary environment. It also provides training in writing and spreadsheet analysis. These are skills marketing managers need to succeed in the work place. The course presupposes no prior knowledge of the subject, aside from the regular prerequisites. Specifically, the objectives of the course are to: • provide you with an integrated view and appreciation of the marketing process
introduce you to marketing terminology and concepts introduce you to the basic practices and problems in marketing and to the skills involved in marketing management, emphasize the importance of both predicting and analyzing consumers responses to marketing actions introduce you to marketing research and give you an opportunity to either participate in or conduct a very small scale study, and promote student interest in marketing as a career in such areas as sales, retailing, dvertising, marketing research, wholesaling, packaging, and physical distribution Method Because marketing is a practical discipline that involves art as much as science, this course will be taught through a combination of lectures on the concepts and principles, discussion of their applications and analyses of some significant marketing issues Students' reflections on the day's material and their contributions to the discussion are considered important elements of the learning process. Therefore, students are strongly advised to come prepared, especially if a case is assigned in the discussion section ADDITIONAL INFORMATION SOURCES Students interested in further read ing on basic marketing concepts beyond the required text are encouraged to consult Marketing Management, by Kotler, a basic marketing text which can be found on the reserve shelves in the Business library. In add ition, students should read the business press such as The Wall Street Journal GRADING The relative weights of the various course activities are in the table on the first page Once an instructor has assigned a grade, it will not be changed. Instructors strive to be bjective, but they are human and can make errors. It is natural for an individual student to rate his or her work more highly than someone else does. However, over the course of the semester we expect positive and negative errors to cancel out Students who feel unduly penalized may always represent their case to the instructor. If their case is valid the instructor will consider the difference when assigning final grades In general, however, instructors want to reward students for their learning and not for their negotiating skills. It is better for students to try to understand the principles being taught and the criteria used for evaluation, than to debate grades
8 • introduce you to marketing terminology and concepts, • introduce you to the basic practices and problems in marketing and to the skills involved in marketing management, • emphasize the importance of both predicting and analyzing consumer's responses to marketing actions, • introduce you to marketing research and give you an opportunity to either participate in or conduct a very small scale study, and • promote student interest in marketing as a career in such areas as sales, retailing, advertising, marketing research, wholesaling, packaging, and physical distribution. Method Because marketing is a practical discipline that involves art as much as science, this course will be taught through a combination of lectures on the concepts and principles, discussion of their applications and analyses of some significant marketing issues. Students' reflections on the day's material and their contributions to the discussion are considered important elements of the learning process. Therefore, students are strongly advised to come prepared, especially if a case is assigned in the discussion section. ADDITIONAL INFORMATION SOURCES Students interested in further reading on basic marketing concepts beyond the required text are encouraged to consult Marketing Management, by Kotler, a basic marketing text which can be found on the reserve shelves in the Business Library. In addition, students should read the business press such as The Wall Street Journal. GRADING The relative weights of the various course activities are in the table on the first page. Once an instructor has assigned a grade, it will not be changed. Instructors strive to be objective, but they are human and can make errors. It is natural for an individual student to rate his or her work more highly than someone else does. However, over the course of the semester we expect positive and negative errors to cancel out. Students who feel unduly penalized may always represent their case to the instructor. If their case is valid, the instructor will consider the difference when assigning final grades. In general, however, instructors want to reward students for their learning and not for their negotiating skills. It is better for students to try to understand the principles being taught and the criteria used for evaluation, than to debate grades
Students should keep all graded work until the end of the semester; in addition they should keep back-up copies of any work turned into a ta or the instructor EXAMS The exam dates and times are in the course schedule. all exams are closed-book You should bring two No. 2 lead pencils with you to each exam. No other supplies should be necessary. Also have one piece of personal identification, which includes a photograph, available. Be prepared to show your ID Cheating will not be tolerated. Cheating will result in failing the exam and possibly the course. During the exams you cannot wear baseball caps or have extra papers, calculator covers etc. In view If you have an unavoidable conflict, show your ta documentation of the conflict well ahead of the exam and a make-up will be arranged. We cannot offer make-ups to students who are taking classes at another institution, while at the university of lowa(e.g. a class a Kirkwood on Wed nights is not an unavoidable conflict). If a make-up exam is needed because of illness or emergency on the day of the exam, try to phone the ta prior to the exam, and provide medical or appropriate verification later. Non-attendance at the regular exam time without an acceptable, documented reason will result in failing the exam. Please note that make-up multiple choice exams are 50% essay and 50% multiple choice and are completely different from the main exam. Professor Klemme will design and grade all make-up multiple choice and essay exams LECTURE ASSIGNMENTS General Students should take their written assignments very seriously, as they const itute an important part of the training in this course. There will be two lecture assignments. All will test students'understanding of the theory and their ability to apply it to the problem at hand. All assignments should be typed and be within the page limits specified We assume that students are familiar with computer word processing programs such as Word and computer spread sheet programs such as Excel. If a student is unfamiliar with either type of program, he or she should purchase a help book or go through the tutorials that are on the network in the College of Business Due Dates
9 Students should keep all graded work until the end of the semester; in addition they should keep back-up copies of any work turned into a TA or the instructor. EXAMS The exam dates and times are in the course schedule. All exams are closed-book. You should bring two No. 2 lead pencils with you to each exam. No other supplies should be necessary. Also have one piece of personal identification, which includes a photograph, available. Be prepared to show your ID. Cheating will not be tolerated. Cheating will result in failing the exam and possibly the course. During the exams you cannot wear baseball caps or have extra papers, calculator covers, etc., in view. If you have an unavoidable conflict, show your TA documentation of the conflict well ahead of the exam and a make-up will be arranged. We cannot offer make-ups to students who are taking classes at another institution, while at the University of Iowa (e.g. a class a Kirkwood on Wed nights is not an unavoidable conflict). If a make-up exam is needed because of illness or emergency on the day of the exam, try to phone the TA prior to the exam, and provide medical or appropriate verification later. Non-attendance at the regular exam time without an acceptable, documented reason will result in failing the exam. Please note that make-up multiple choice exams are 50% essay and 50% multiple choice and are completely different from the main exam. Professor Klemme will design and grade all make-up multiple choice and essay exams LECTURE ASSIGNMENTS General Students should take their written assignments very seriously, as they constitute an important part of the training in this course. There will be two lecture assignments. All will test students' understanding of the theory and their ability to apply it to the problem at hand. All assignments should be typed and be within the page limits specified. We assume that students are familiar with computer word processing programs such as Word and computer spread sheet programs such as Excel. If a student is unfamiliar with either type of program, he or she should purchase a help book or go through the tutorials that are on the network in the College of Business. Due Dates
Turn all assignments in at the beginning of lecture on the day they are due. your cover sheet should list your discussion section instructor, your ID, and your discussion section ting time Early/Late Assignments turn assignments in early should write a note explaining the reason and turn in the st Under special arrangements an assignment may be turned in early. Students who m assignment to Instructor Bonifield We will consider any assignment turned in after 10: 45 a.m. on the day they are due as late, the final grade on late assignments will be penalized 10 points. Because of the large number of assignments and the grading schedule, we cannot accept any late assignments for any reason later than Friday at 5: 00 PM during the week they are due. Late assignments must be turned in to Instructor Bonifield, with an attached note of explanation Very occasionally, a student will miss a dead line because of a verifiable prolonged illness or emergency. Such a student should meet with Instructor Bonifield to discuss the illness or emergency and to receive a make-up assignment. In such cases the make-up assignment will differ from the class assignment Plagiarism/Academic Dishonesty Students must submit their own work. Each students paper must be written independently by the student enrolled in Marketing Management. This means that even if just one sentence of your paper is the same as another person's paper, you both could get an F on the assignment. Copy ing other people's ideas or assignments will result in an F inadve ignment. In addition, giving or loaning your paper to another student or ntly letting another student copy your paper is considered Academic Dishonest and will result in an F on the assignment. Please do not leave drafts of your work lying around in computer laboratories, libraries or other public places PARTICIPATION IN DISCUSSION SECTIONS Discussion section instructors will be awarding in-class performance points based on announced and/or unannounced quizzes on read ings, videos, lectures, etc and actual class participation
10 Turn all assignments in at the beginning of lecture on the day they are due. Your cover sheet should list your discussion section instructor, your ID, and your discussion section meeting time. Early/Late Assignments Under special arrangements an assignment may be turned in early. Students who must turn assignments in early should write a note explaining the reason and turn in the assignment to Instructor Bonifield We will consider any assignment turned in after 10:45 a.m. on the day they are due as late; the final grade on late assignments will be penalized 10 points. Because of the large number of assignments and the grading schedule, we cannot accept any late assignments for any reason later than Friday at 5:00 PM during the week they are due. Late assignments must be turned in to Instructor Bonifield, with an attached note of explanation. Very occasionally, a student will miss a deadline because of a verifiable prolonged illness or emergency. Such a student should meet with Instructor Bonifield to discuss the illness or emergency and to receive a make-up assignment. In such cases the make-up assignment will differ from the class assignment. Plagiarism/Academic Dishonesty Students must submit their own work. Each student’s paper must be written independently by the student enrolled in Marketing Management. This means that even if just one sentence of your paper is the same as another person's paper, you both could get an F on the assignment. Copying other people's ideas or assignments will result in an F on the assignment. In addition, giving or loaning your paper to another student or inadvertently letting another student copy your paper is considered Academic Dishonesty and will result in an F on the assignment. Please do not leave drafts of your work lying around in computer laboratories, libraries or other public places. PARTICIPATION IN DISCUSSION SECTIONS Discussion section instructors will be awarding in-class performance points based on announced and/or unannounced quizzes on readings, videos, lectures, etc., and actual class participation
