Master of Business Administration

Course Pack
for
Distribution & Supply Chain Management MBA 4041M

Trimester IV, June to August 2019

Course Anchor: Prof. Suresh A.S

Faculty Teaching
Prof.Suresh A.S
Dr.Sreedhara
Prof.Vasudevan.M

Institute of Management
CHRIST (Deemed to be University), Bengaluru
 INDEX

S. No. PAGE
PARTICULARS
NO.

1 ABOUT THE COURSE 01

2 SYLLABUS 02 to 04

3 SESSION PLAN 05

ASSIGNMENTS

4 EVALUATION RUBRICS 09 to 15
AND EXAMINATION PATTERN

5 ARTICLES Annexed

(16)Ann
6 CASE STUDIES(Learning Outcomes)
exed
 MISSION STATEMENT

INSTITUTE OF MANAGEMENT-(CHRIST DEEMED TO BE UNIVERSITY)

To develop a community of socially responsible, creative and enterprising leaders to operate

in a knowledge-based, globalized and dynamic world

COURSE LEVEL OBJECTIVES

Mapped to CHRIST Graduate

Course Level Objective Code
Attribute
KNOWLEDGE
1 Domain Knowledge Domain Expertise CLO1
2 Knowledge Application Knowledge Application CLO2

SKILL
1 Problem Solving Skill Problem Solving Skill CLO11
2 Research Skill Research Skill CLO12
3 Analytical Skill Analytical Skill CLO13
4 Creativity Creative Thinking CLO14
5 Practical Skill Practical Skill CLO15
6 Decision Making (VUCA*) CLO16
7 Presentation Skill Verbal Skills CLO17
8 Report Writing Skill Verbal Skills CLO18

ATTITUDE
1 Team Work CLO21
2 Scientific Temperament CLO22
3 Global Perspective Global Perspective CLO23
4 Social Responsibility Social Sensitivity CLO24
5 Ethical Outlook Personal Integrity CLO25

* VUCA: Volatility, Uncertainty, Complexity and Ambiguity

 SECTION I

Semester IV Class II MBA

Course Code MBA 4041M Course title Distribution & Supply Chain
Management

Hours 30 Hours per 3

week

Faculty name Prof.Suresh A.S Contact suresh.a@christuniversity.in

Dr.Sreedhara details 7022627719
Prof.Vasudevan M

Course This course is designed to expose the students to the

Description concepts, and principles of Distribution Management and
to develop the necessary skills among the students
regarding the Distribution Management

Course This course attempts to expose the students to the

Objectives concepts, principles and skills of Distribution
Management.

Course After completing this course, the students should be

Outcomes able to:

Knowledge (Domain ExpertiseCL01 and Knowledge

Application CL02)
 Learn classification of the major participants in
marketing channels.
 Understand that the marketing channel can be viewed
as a social system as well as an economic system;
understand the meaning of marketing channel
strategy.
 Be aware of the importance of pricing issues in
marketing channel management and recognize the
importance of evaluating channel member
performance.
 Understand what a supply chain is and how it works;
be familiar with the concepts of warehousing and
Logistics or Physical Distribution.
Skills
(ProblemSolvingCL011,ResearchSkillCL012,AnalyticalS
killCL013,Creative ThinkingCL014,Practical
SkillCL017,Presenation SkillCL017 and Verbal Skill
CL018)
 Appoint right channel members who would meet
organizational goals
 Develop and orchestrate effective marketing mix for
various channel types

1
  Undertake channel member performance appraisal
considering marketing objective

Attitude (Team Work CL021, Scientific

temperamantCL022, Global perspectiveCL023,
Social SensitivityCL024 and Personal Integrity
CL025)
 Facilitate seamless transactions in a distribution chain.

SYLLABUS

MBA 441M Distribution & Supply Chain Management 3 Credits

Course Description
This course is designed to expose the students to the concepts, and principles of
Distribution Management and to develop the necessary skills among the students
regarding the Distribution Management
Course Objective
This course attempts to expose the students to the concepts, principles and skills of
Distribution Management.
Learning Outcomes
After completing this course, the students should be able to:
Knowledge (Domain ExpertiseCL01 and Knowledge Application CL02)
 Learn classification of the major participants in marketing channels.
 Understand that the marketing channel can be viewed as a social system as well as an
economic system; understand the meaning of marketing channel strategy.
 Be aware of the importance of pricing issues in marketing channel management and
recognize the importance of evaluating channel member performance.
 Understand what a supply chain is and how it works; be familiar with the concepts of
warehousing and Logistics or Physical Distribution.

Skills(ProblemSolvingCL011,ResearchSkillCL012,AnalyticalSkillCL013,Creative
ThinkingCL014,Practical SkillCL017,Presenation SkillCL017 and Verbal Skill CL018)
 Appoint right channel members who would meet organizational goals
 Develop and orchestrate effective marketing mix for various channel types
 Undertake channel member performance appraisal considering marketing objective

Attitude (Team Work CL021, Scientific temperamantCL022, Global

perspectiveCL023, Social SensitivityCL024 and Personal Integrity CL025)
 Facilitate seamless transactions in a distribution chain.

Level of Knowledge: Conceptual and Application
Unit I Marketing Channel Systems (5 Hrs)
1)Marketing Channel Concepts: Growing importance of Marketing Channels, The
Marketing Channel Defined, Use of the term Channel Manager, The Marketing
Channel and Marketing Management Strategy, Channel Strategy versus Logistic

2
management, Flows in Marketing Channels, Distribution through intermediaries,
Channel Structure, Ancillary Structure. Bull Whip Effect, Reverse Logistics
The Channel Participants: An Overview of the Channel participants, Producers and
Manufacturers, Intermediaries (Wholesale and Retail), Franchising, Facilitating Agencies.
Agriculture Supply Chain, Distributor ROI. What are the different entities in distribution -
CDC, RDC, DC, Wholesalers, Retailers (Organised and Unorganised). In Which
Industries Reverse Logistics plays an important role e.g. Bakery.
2)Behavioral Processes in Marketing Channels: The Marketing Channels as a Social
System, Conflict in the marketing Channel, Power in the Marketing Channel, Role in
the marketing Channel, and Communication Processes in the Marketing Channel.

Unit II Developing the Marketing Channel (5 Hrs)

1) Strategy in Marketing Channels: Marketing Channel Strategy and the Role of
Distribution in Corporate Objectives and Strategy, Marketing Channel Strategy and
the Marketing Mix, Channel Strategy and Designing in Marketing Channels,
Channel Strategy and the Selection of Channel Members, Channel Strategy and
Managing the Marketing Channel.
2) Supply chain and Logistic Strategy.
3) Distributor Management system
4) Designing the Marketing Channels: What is Channel Design, Who Engages in
Channel Design, A Paradigm of the Channel Design Decision, the Phases of
Channel Design. “Go to Market” with Multiple Channels.
5) Selecting the Channel Members: Channel member Selection and Channel Design,
The Selection Process, Finding prospective channel members, Applying Selection
criteria, securing the Channel members.

Unit III Managing the Marketing Channel (8 Hrs)

1) Motivating the Channel Members: Finding out the needs and Problems of Channel
Members, Offering Support to Channel Members, Providing Leadership to Motivate
Channel Members.
2) Product Issues in Channel Management: New Product Planning and Channel
Management, the Product Life Cycle and Channel Management, Strategic Product
Management and Channel Management, Trading Down, Trading Up, and Channel
Management
3) Pricing Issues in Channel Management: Anatomy of Channel Pricing Structure,
Guidelines for Developing Effective Channel Pricing Strategies, Other Issues in
Channel Pricing (Free Riding, Grey Markets).
4) Promoting through the Marketing Channel: Promotional Strategies and Channel
Member Cooperation, Basic Push Promotional Strategies in Marketing channels, Bait
and Switch, Consignment Selling, “Kinder and Gentler” Push Promotion Strategies
in Marketing, Breakeven Analysis for “Free Schemes” in Channel Promotions.
5) Evaluating Channel Member Performance: Factors Affecting scope and frequency
of Evaluations, Performance Evaluation versus Day-to-Day Monitoring, Channel
Member Performance Audit.

Unit IV Additional Perspectives on Marketing Channels (2 Hrs)

Self-learning module
1. Electronic Marketing Channels: Structure of Electronic Marketing Channels,
Developments and Trends in Electronic Marketing Channels, Business Models in

3
 Internet Channels, Television Sky shop, Advantages and Disadvantages of
Electronic Marketing Channels.
2. Direct Selling Channel Systems: Structure and Trends in Direct Selling, Direct
Agents, DSA and MLM formats in Direct Selling

Unit V Supply Chain Management and Logistics (10 Hrs)

1) Essentials of Supply Chain management: Key concepts of Supply Chain
management, Supply Chain Operations: Planning and Sourcing, Supply Chain
Operations: Making and Delivering, Using Information Technology, Metrics for
Supply Chain Performance, Supply Chain Coordination, Creating Supply Chains for
Competitive Advantage.
2) Logistics and Channel Management: The Role of Logistics, Logistics Systems, Costs
and Components, Four Key Areas of Interface between Logistics and Channel
Management.
3) Principles of S&OP, Forecasting, and How Marketing and Sales plays an
important role in creating and driving demand.
4) The impact of new technologies - IoT, Analytics, Blockchain and AI/ML

Essential Reading
Rosenbloom, B. (2004).Marketing channels (8thed.). New Delhi: Cengage Learning Reprint
(2015)

Recommended Reading
1. Anne, T. C., & Anderson, E., Stern, W. L., Adel, I., & Ansary El. 2001). Marketing channels
(7thed.). New Delhi: Pearson Education
2. Hugos, M. H. (2007). Essentials of supply chain management (3rded.).New Delhi: Wiley

4
 SECTION-II
INSTITUTE OF MANAGEMENT
CHRIST (DEEMED TO BE UNIVERSITY)
COURSE PLAN 2019-20
SUBJECT: Distribution and Supply Chain Management (MBA441M)
Trimester : 4th(June2019 to August2019) MBA – Class: M1, M2,M3 and M4 Main campus
3 Hours / Week FACULTY: Dr.Sreedhara/ A.S.Suresh /vasudevan (Kengeri) 3 Credits

Objectives:
1. Be aware of the growing importance of marketing channels in the larger field of
marketing; be familiar with classification of the major participants
in marketing channels.
2. Realize that the marketing channel can be viewed as a social system as well as an
economic system; understand the meaning of marketing channel
strategy.
3. Realize that channel design is a complex; have an appreciation for the importance of
channel member selection.
4. Recognize the distinction between channel management decisions and channel
design decisions; realize that there are many potential interfaces
between product management and channel management.
5. Be aware of the importance of pricing issues in marketing channel management;
recognize that reseller (channel member) support is one of the
major tools of the manufacturer’s promotional mix.
6. Recognize the importance of evaluating channel member performance.
7. Understand what a supply chain is and how it works; be familiar with the definition
of Logistics or Physical Distribution.

Pedagogy
(teaching
Week
learning
(starting Hours per Resource/
Unit Unit details methods used)/
and end week Reference details
number activities and or
dates)
class trips/ dates
for assessment
Marketing Channel Concepts:
Growing importance of Marketing
Channels, The Marketing Channel
Defined, Use of the term Channel
Manager, The Marketing Channel
and Marketing Management Chapter 1
Familiarization Rosenbloom, B.
Strategy, Channel Strategy versus
with Course (2015). Marketing
Logistic management, Flows in
Unit I 1.5/One Pack. channels (8thed.).
Marketing Channels, Distribution New Delhi: Cengage
Lecture /
through intermediaries, Channel Learning
Discussion
Structure, Ancillary Structure. Bull
Whip Effect, Reverse
Logistics.Demand Side factors,
Supply side factors, members of a
marketing channel, framework for
channel analysis.

5
 The Channel Participants: An Discussion/Activi
Overview of the Channel ty-1.Spice rush
participants, Producers and case study. Chapter 2
Manufacturers, Intermediaries Questions 1 to 3 Rosenbloom, B.
(2015). Marketing
(Wholesale and Retail),
1.5/One channels (8thed.).
Franchising, Facilitating Agencies. New Delhi: Cengage
Agriculture Supply Chain, Learning
Distributor ROI.Segmenting the
market by service output demands,
meeting service output demands,
Behavioral Processes in Marketing
Lecture / Chapter 4
Channels: The Marketing Channels
Discussion/ Case Rosenbloom, B.
as a Social System, Conflict in the
Study- Nature (2015). Marketing
marketing Channel, Power in the
3/Two view (HBS) channels (8thed.).
Marketing Channel, Role in the New Delhi: Cengage
Spice rush
marketing Channel, and Learning
question 4 & 5
Communication Processes in the
Marketing Channel.
Strategy in Marketing Channels :
Marketing Channel Strategy and
the Role of Distribution in Compulsory
Corporate Objectives and Strategy, numerical on Chapter 5
Marketing Channel Strategy and ROI. Discussion Rosenbloom, B.
(2015). Marketing
the Marketing Mix, Channel Case study-
1.5/Three channels (8thed.).
Strategy and Designing in Watson India. New Delhi: Cengage
Marketing Channels, Channel Spice rush Learning
Strategy and the Selection of question 6 & 7
Channel Members, Channel
Strategy and Managing the
Unit II Marketing Channel.
Designing the Marketing Channels:
What is Channel Design, Who Chapter 6
Engages in Channel Design, A Lecture / Rosenbloom, B.
(2015). Marketing
Paradigm of the Channel Design Discussion.Soren
1.5/Three channels (8thed.).
Decision, the Phases of Channel Chemicals (HBS New Delhi: Cengage
Design. “Go to Market” with Case) Learning
Multiple Channels.

Selecting the Channel Members: Chapter 7

Channel member Selection and Lecture / Rosenbloom, B.
1.5/Four
Channel Design, The Selection Discussion (2015). Marketing
Process, Finding prospective channels (8thed.).

6
 channel members, Applying New Delhi: Cengage
Selection criteria, securing the Learning
Channel members.
Motivating the Channel Members: Chapter 9
Finding out the needs and Problems Rosenbloom, B.
of Channel Members, Offering (2015). Marketing
Lecture /
1.5/Four channels (8thed.).
Support to Channel Members, Discussion New Delhi: Cengage
Providing Leadership to Motivate Learning
Channel Members.
Product Issues in Channel
Management: New Product
Planning and Channel
Management, the Product Life
Cycle and Channel Management,
Strategic Product Management and Chapters 10 & 11
Channel Management, Trading Rosenbloom, B.
(2015). Marketing
Down, Trading Up, and Channel Lecture /
1.5/Five channels (8thed.).
Management Discussion New Delhi: Cengage
Pricing Issues in Channel Learning
Management: Anatomy of Channel
Pricing Structure, Guidelines for
Developing Effective Channel
Unit III Pricing Strategies, Other Issues in
Channel Pricing (Free Riding, Grey
Markets).
Promoting through the Marketing
Channel: Promotional Strategies
and Channel Member Cooperation, Chapter 12
Basic Push Promotional Strategies Rosenbloom, B.
(2015). Marketing
in Marketing channels, Bait and Lecture /
1.5/Five channels (8thed.).
Switch, Consignment Selling, Discussion New Delhi: Cengage
“Kinder and Gentler” Push Learning
Promotion Strategies in Marketing,
Breakeven Analysis for “Free
Schemes” in Channel Promotions
Evaluating Channel Member
Performance: Factors Affecting Chapter 14
scope and frequency of Rosenbloom, B.
Lecture /
Evaluations, Performance 1.5/Six (2015). Marketing
Discussion
Evaluation versus Day-to-Day channels (8thed.).
Monitoring, Channel Member New Delhi: Cengage
Learning
Performance Audit.
Electronic Marketing Channels: Chapter 15
Structure of Electronic Marketing Rosenbloom, B.
Channels, Developments and (2015). Marketing
Unit IV Trends in Electronic Marketing 1.5/Six Self Learning channels (8thed.).
Channels, Business Models in New Delhi: Cengage
Learning
Internet Channels, Television Sky
shop, Advantages and

7
 Disadvantages of Electronic
Marketing Channels.
Chapter 15
Direct Selling Channel Systems : Rosenbloom, B.
(2015). Marketing
Structure and Trends in Direct
1.5/Seven Self Learning channels (8thed.).
Selling, Direct Agents, DSA and New Delhi: Cengage
MLM formats in Direct Selling Learning

Chapter 1
Hugos, M. H.
Essentials of Supply Chain (2007). Essentials
1.5/Seve Lecture /
management: Key concepts of of supply chain
n Discussion management
Supply Chain management
(3rded.).New
Delhi: Wiley
Chapter 3
Hugos, M. H.
Supply Chain Operations, Planning (2007). Essentials
Lecture / of supply chain
and Sourcing, Supply Chain 1.5/Eight management
Discussion
Operations; Making and Delivering (3rded.).New
Delhi: Wiley

Chapter 4
Hugos, M. H.
Using Information Technology, (2007). Essentials
of supply chain
Metrics for Supply Chain 1.5/Eight External Input management
Performance (3rded.).New
Delhi: Wiley
UNIT
V
Chapter 4
Hugos, M. H.
Supply Chain Coordination, (2007). Essentials
Creating Supply Chains for 1.5/Nine External Input of supply chain
Competitive Advantage. management
(3rded.).New
Delhi: Wiley
Chapter 6
Hugos, M. H.
Logistics and Channel (2007). Essentials
Management: The Role of Lecture / of supply chain
1.5/Nine management
Logistics, Logistics Systems, Costs Discussion
and Components (3rded.).New
Delhi: Wiley

Chapter 7
Hugos, M. H.
Four Key Areas of Interface (2007). Essentials
Lecture / of supply chain
between Logistics and Channel 1.5/Ten management
Discussion
Management (3rded.).New
Delhi: Wiley

8
 Essential Reading:
Bert Rosenbloom, Marketing Channels ,Cengage Learning, 8th edition reprint(2015)
Recommended reading:
Hugos, M. H. (2007). Essentials of supply chain management (3rded.).NewDelhi: Wiley
Nada R Sanders, Supply Chain Management, Wiley India
Coughlan Anne T., Anderson Erin, Stern Louis W., El-Ansary Adel I.,
Marketing Channels, Pearson Education Publications, 8th Edition (2015)

SECTION III

Evaluation Pattern

Marks Break up Out of Weight Attendance Total

CIA-I 20 10 0 10

CIA-II MID TERM 50 25 0 25

CIA-III (MCQ – 15
MARKS &
30 30 0 30
ASSIGNMENT –
15 MARKS)
END TERM 50 30 5 35
TOTAL 100
Mid-term Question Paper Format : Marks 50 – Time : 2 hours
Section A - 10 marks 4 out of 6 questions (4 x 10= 40 marks)
Section B - Case study compulsory 10 marks (1x 10= 10 marks)
End-term Question Paper Format: Marks 50– Time - 2 hours
Section A - 10 marks 4 out of 6 questions (4 x 10= 40 marks)
Section B - Case study compulsory 10 marks (1x 10= 10 marks)

Questions from self learning module would be included in the above mentioned
pattern

Course Outcomes Components of assessment (examples given below)

CIA I A CIA II CAI III A CIA III B ESE

CO 1 Knowledge
(Domain Expertise CL01 and Knowledge
Application CL02)

CO 2 Skills
(ProblemSolvingCL011,ResearchSkillCL01
2,AnalyticalSkillCL013,Creative
ThinkingCL014,Practical
SkillCL017,Presenation SkillCL017 and
Verbal Skill CL018)

9
CO 3 Attitude
(Team Work CL021, Scientific
temperamantCL022, Global
perspectiveCL023, Social
SensitivityCL024 and Personal
Integrity CL025)
SECTION IV

CIA I Channel analysis report (20 Marks)

Assignment Description:

Groups have to collect, collate and analyse the information on the following, for
the companies’ chosen by the group. Validation of the same should ideally be
backed by some field visits, Interviews of the channel members, Company
officials, Visit to company to enhance the quality of the report and enable you to
give recommendations. No two groups can choose the same industry. Students are
expected to use the CRISIL industry report which is made available by IMCU.
1) Products and services.
2) Industry Eco system
3) Type of market structure(competition, oligopoly, monopoly etc)
4) Levels of Channels
5) Strategic partners/Alliances/Integration
6) Multi channel, Omni channel. Channel cost as a percentage of sales.
7) Market Coverage (Territories/route plans/mapping)
8) Commission, Incentive, Pricing Policy.
9) Credit availability.
10) Approximate estimation of ROI of Channel member.
11) Any Special merchandising requirements, Storage requirements, Visual
merchandising at POS.
12) Channel Promotions ATl and BTL.
13) Evaluation of the Channel effectiveness.

The above is not exhaustive. You are free to enhance the quality of report by adding
any relevant dimension so that you have a frame work for strategy. Report with
analysis should not exceed 40 pages. (Minimum 25 pages).

Component 1 20 Marks
Assignment Title Channel analysis report
Group(Contribution by each member to be
Individual or group work: clearly identified)
Cut off date for
submission: 6/7/2019

10
 Assignment submission Soft copy for similarity index and final report
formats if any: hard copy and group presentation
Other instructions for Field visit and work outside class in terms of
the learners: research, Library reading, brainstorming
Discussions in class and interaction with
faculty(Flipped class room) based on work load
Assignment Design outside class
Assignment Learning CL01 ,CL02,CL013,CL014.
Outcome (with code) CL016,CL017,CL018,CL021,CL022,CL023,CL025
Assignment learning
objectives are specific, This assignment is designed to encourage
measurable, performance students to think ,assimilate and work in non
outcome statements that linear fashion to enable them to appreciate the
describes what the entire idea of distribution, channel management
students will be able to do from the industry perspective and is also linked
after completing the to industries/companies which come for
assignment. placement.

It is imperative that the concerned group gets the similarity index checked through
turnitin for plagiarism. Any similarity >15% will lead to 35% deduction in CIA-
marks and that group will also be Disqualified for the top two contenders position.
Contact me for turnitin facility.

Reporting Format and Rubrics for Assessment

General Format of a CIA Report
1) A cover page with the title of the Report, and the purpose for which the report is
submitted e.g.
Comparative Analysis of the Livelihood Options of Popular Super Heroes
Report Submitted to Prof. Suresh A.S
As part of CIA I of Distribution and Supply Chain Management
2) The name(s) and register number(s) of the student(s) preparing the report along
with the trimester and year of study must be mentioned in the
cover page.
3) Table of Contents with sections, sub sections and page numbers
4) List of graphs, charts and tables used in the report with page numbers
5) Body of the report must contain introduction, the subject matter of the report,
analysis (if applicable), conclusion, and references.
6) For references use APA format. Please refer the APA style sheet given at the end
of Academic standards manual .
7) Fonts and font sizes in the report
a. Times New Roman 32 for the Title page.
b. Times New Roman 16 for section headings and Times New Roman 14 for sections
subheadings.
c. Times New Roman 12 for body of the report.
d. Times New Roman 14 for chart, table and graph headings.

11
e. Times new roman 8 for words and numbers in the chart, graph area, and
information inside the table.
8) Source of information must be provided beneath graphs, charts, and tables
9) Any change or additional information in the format or content of the report as per
the requirement of the concerned faculty will be applicable..

12
 Evaluation rubrics report

Needs
Parameter Excellent Good Acceptable improvement Unsatisfactory

Score 5 4 3 2 1
Knowledge: The team demonstrates The team not The team The team The team
Demonstration exceptional level of only demonstrates demonstrates demonstrated
of clear understanding of the demonstrates adequate some level of vague
understanding knowledge punts adequate level understanding understanding understanding
of the concepts through offering of of concepts of concepts of concepts.
relevant examples from assimilation discussed in taught in class.
various contexts. The of knowledge, class as well as There is no
team also critiques but also gives in the evidence of
these knowledge pints relevant prescribed reading the
and makes arguments examples and literature. text book or
on what is practical and illustrations to any additional
what is not highlight the reading
essential materials
knowledge provided in
points the course
pack
Analysis: The team appropriately The team has The team The team The team
Application of applied the functional used displayed exhibited only analysed
functional tools and frameworks appropriate satisfactory the use of without using
tools, for making systematic functional analysis using functional proper
frameworks in analysis of the company tools & functional tools in functional
making and competition identified tools & analysis tools
systematic competitor’s frameworks
analysis of the strategies.
company,
competition
and other
factors
Creativity: The team exhibited The team The team The team The team
Informative as exceptionally displayed could produce demonstrated displayed very
well as informative as well as good adequate a limited plain visual
visually visually appealing info- information information on creative graphics
appealing info- graphic design as well related to the the visuals information without much
graphic design as give findings and given topic displayed but with minimum creativity in it
SPECIFIC recommendations with use of with limited visually
OUTCOME satisfactory creativity appealing info-
OF creativity graphic design
ASSIGMNENT
Presentation The team demonstrates The team The team The team The team
and team exceptionally well- demonstrated could display demonstrates could not
work: coordinated good adequate satisfactory demonstrate
Structured, presentation with Presentation Presentation presentation the team work
formal exemplary team work and team and team work with low level and delivered
presentation, work with a of team work an average
well structured presentation
distributed presentation
team work,
Q&A

13
CIA-II-MID TERM EXAMS - July 18-21, Units I to III (50 Marks)

CIA-III
Component III A 8 marks
Assignment Description

Assignment Title Presentation and VIVA on Channel Analysis Report

Individual or group
work: Group
Cutoff date for
submission: To be administered in class 9/08/2019
Assignment
submission formats if
any: Soft copy through Mail
Other instructions for Reinforcement of concepts and application. Peer
the learners: learning. Application and Problem solving orientation
Submission of Presentation PPT, Presentation followed
Assignment Design by VIVA

Assignment Learning CL01,CL02,CL013,CL014.

Outcomes (with code) CL016,CL017,CL018,CL021,CL022,CL023,CL025
Assignment learning
objectives are specific,
measurable,
performance outcome On completion of this assignment, the students learn to
statements that understand and appreciate the importance of applying
describes what the concepts in the context of industry.
students will be able to
do after completing
the assignment.
Content(2 Presentation(3 Clarity of ideas(3
Rubric
marks) marks) marks)

Component III B 7 marks

Assignment Description
Assignment Title Class participation Activity
Individual or group work: Individual
Cutoff date for submission: 10/8/2019
Assignment submission formats Based on Case study questions of Spice rush
if any: case study started before mid-term
Other instructions for the Thorough reading of case study and
learners: participation in the class. Reinforcement of

14
 concepts and application. Hence continuous
reading and discussion with faculty
Students will be made to answer 7 questions
Assignment Design individually given at the end of the case
study on a periodic basis
Assignment Learning Outcomes CL01,CL02,CL011,CL013,CL014,CL015,CL016
(with code) ,CL022 AND CL023
Assignment learning objectives
are specific, measurable, On completion of this assignment, the
performance outcome students learn to understand and appreciate
statements that describes what the importance of applying concepts to real
the students will be able to do situations, develop problem solving skills,
after completing the strategic perspectives and make them
assignment. industry ready
There is no specific rubric for these assignments as one part is answering
questions for which standard scheme will be used.

Component III C 15 marks

Assignment Description
Assignment Title MCQ
Individual or group work: Individual
Cutoff date for submission: 10/8/2019
Assignment submission formats
if any: Based on syllabus covered
Thorough reading and participation in the
Other instructions for the class. Reinforcement of concepts and
learners: application. Hence continuous reading and
discussion with faculty

Assignment Design
MCQ test will be aministered
Assignment Learning Outcomes CL01,CL02,CL011,CL013,CL014,CL015,CL016
(with code) ,CL022 AND CL023
Assignment learning objectives
are specific, measurable,
performance outcome On completion of this assignment, the
statements that describes what students learn to understand and appreciate
the students will be able to do the importance of applying concepts to real
after completing the situations, develop problem solving skills,
assignment. strategic perspectives

15
 STUDENT’S WORKLOAD

Particulars No of Hours
Class engagement 30
Preparation for class, reading, 30
case study
CIAS/Assignments/activity/Fi 30
eld visits
TOTAL 90

Case study Learning outcomes

1)Spicerush:
To get a comprehensive understanding of channel design, Channel Appointment
and go to market strategy with FMCG sector as the anchor sector
2) Soren Chemicals:
Multi channel Management, Channel conflicts, Pricing, Brand and product launch,
Marketing Strategy
3) Natureview:
Product placement strategy, Marketing strategy, Omni channel Management,
Channel Management and channel conflict

16