MARKETNG 7104 - Marketing Management (M)

North Terrace Campus - Trimester 1 - 2015

Marketing lies at the core of all business. Whatever the character or size of your entity, its profit can come from only one place; the marketplace. All businesses are dependent on the income they earn from their customers, clients or buyers. In most larger businesses it is marketing managers who are primarily responsible for keeping their company close to its customers. In any case, all those who have a direct responsibility for identifying, reaching and satisfying customers are engaged in marketing and everybody in a business needs to understand its marketplace activities. This course offers a complete introduction to professional marketing thought and action. The course explains the nature and purpose of marketing, followed by the fundamentals of each of the most important marketing tasks. It analyses the business need for customer orientation, the evaluation of markets and the targeting of market opportunities. There is then assessment of buyer behaviour and the role of market information. In addition, the course explains how to integrate product and service decisions with those on pricing, distribution and promotion - and why this is necessary.

  • General Course Information
    Course Details
    Course Code MARKETNG 7104
    Course Marketing Management (M)
    Coordinating Unit Adelaide Business School
    Term Trimester 1
    Level Postgraduate Coursework
    Location/s North Terrace Campus
    Units 3
    Contact 36
    Available for Study Abroad and Exchange Y
    Course Description Marketing lies at the core of all business. Whatever the character or size of your entity, its profit can come from only one place; the marketplace. All businesses are dependent on the income they earn from their customers, clients or buyers. In most larger businesses it is marketing managers who are primarily responsible for keeping their company close to its customers. In any case, all those who have a direct responsibility for identifying, reaching and satisfying customers are engaged in marketing and everybody in a business needs to understand its marketplace activities. This course offers a complete introduction to professional marketing thought and action.
    The course explains the nature and purpose of marketing, followed by the fundamentals of each of the most important marketing tasks. It analyses the business need for customer orientation, the evaluation of markets and the targeting of market opportunities. There is then assessment of buyer behaviour and the role of market information. In addition, the course explains how to integrate product and service decisions with those on pricing, distribution and promotion - and why this is necessary.
    Course Staff

    Course Coordinator: Dr Cullen Habel

    Name: Dr Cullen Habel
    Adelaide Location: Room 924, Nexus 10
    Telephone: +61 8 8313 4763
    email: cullen.habel@adelaide.edu.au
    Course Website: www.myuni.adelaide.edu.au
    Course Timetable

    The full timetable of all activities for this course can be accessed from Course Planner.

    MARKETING GROUNDWORK
    Week Date Activity Topic Text Discussions Marketing Advice Report
    2-Feb Session 1 Key concepts in marketing Ch 1 We'll do this all in class

    Case Study 1 Kraft creates unhappy little Vegemites
    9-Feb Session 2 Marketing planning and strategy in a competitive environment Ch 2 P32 Discussion Questions: Q2, Q3, Q8 "Developing your Marketing Plan" P34: All three questions.
    P32 Marketing Applications: Q3
    Case Study 2 Stormy ride for Queensland’s tourism industry
    16-Feb Session 3 Marketing research and information systems Ch 3 P77 Discussion Questions: Q1, Q11, Q12 "Developing your Marketing Plan" P78: Q1, Q4, Q5
    P77 Marketing Applications: Q2
    Case Study 3 Bom Bom Bom! Re-igniting Kmart’s brand
    UNDERSTANDING MARKETS
    23-Feb Session 4 Consumer behaviour Ch 4 & 6 P110 Discussion Questions: Q2, Q5, Q6 "Developing your Marketing Plan" P111: Q1, Q2, Q3
    P110 Marketing Applications: Q1
    Case Study 4 The importance of behavioural change in social marketing
    Assignment 2 Due: Midnight Sat February 28 via MyUni
    Week Date Activity Topic Text Discussions Marketing Advice Report
    2-Mar Session 5 Segmentation, target markets and positioning Ch 5 P148 Discussion Questions: Q2, Q6, Q7 "Developing your Marketing Plan" P149: All four questions.
    P148 Marketing Applications: Q3
    Case Study 5 Is there a Trek bicycle for everybody?
    THE EXPANDED MARKETING MIX
    Time Activity Topic Text Discussion Questions Marketing Advice Report
    9-Mar Session 6 The power of branding Ch 7 P184 Discussion Questions: Q2, Q3, Q9 "Developing your Marketing Plan" P185/186: All three questions.
    P185 Marketing Applications: Q3
    Case Study 7 Branding strategy within an unbranded market: A case of the Australian tobacco industry
    16-Mar Session 7 Product decisions Ch 8 P245 Discussion Questions: Q2, Q3, Q5 "Developing your Marketing Plan" P246: Q1, Q3, Q4
    P246 Marketing Applications: Q1
    Case Study 8 Product strategy and innovation at Glaceau Vitaminwater
    23-Mar Session 8 Developing and managing goods and services Ch 9 P281 Discussion Questions: Q1, Q3, Q4 "Developing your Marketing Plan" P282: Q2, Q3, Q4
    P246 Marketing Applications: Q3
    Case Study 9 Pilates Studio
    30-Mar Session 9 Pricing decisions Ch 10 P323 Discussion Questions: Q13, Q2, Q7 "Developing your Marketing Plan" P324: All questions.
    P323 Marketing Applications: Q2
    Case Study 9 Spa Ceylon
    Week Date Activity Topic Text Discussions Marketing Advice Report
    6-Apr Session 10 Distribution decisions Ch 11 P357 Discussion Questions: Q3, Q6, Q7, Q8 "Developing your Marketing Plan" P358: All questions.
    P357 Marketing Applications: Q4
    Case Study 11 Why own when you can share?
    13-Apr Session 11 Integrating marketing communications & MComms mix variables Ch 12 & 13 P404 Discussion Questions: Q5, Q11, Q13 "Developing your Marketing Plan" P406: All questions.
    P405 Marketing Applications: Q4 "Developing your Marketing Plan" P444: Q2, Q3, Q5.
    Case Study 13 Bloggers and Social Media Influence: New Opportunities for Brand Marketers
    Assignment 3 Due: Midnight Sat April 18 via MyUni
    20-Apr Session 12 Expanding the marketing mix & Digital marketing and social networking Ch 14 & 15 P442 Discussion Questions: Q2, Q6, Q11 P491 Discussion Questions: Q5, Q9, Q11
    P443 Marketing Applications: Q2 P492 Marketing Applications: Q5
    Case Study 15 How a plush toy manufacturer plans its marketing through crowdsourcing
    27-Apr Session 13 No Lecture Planned P530 Discussion Questions: Q1, Q4, Q6 P572 Discussion Questions: Q2, Q5, Q9
    P530 Marketing Applications: Q1 P573 Marketing Applications: Q2
    Exam Revision and Course Wrap
  • Learning Outcomes
    Course Learning Outcomes
    On successful completion of this course students will be able to:
    1 Interpret complex marketing issues and problems using relevant theories, concepts and methods
    2 Evaluate and synthesise new information and existing knowledge from a multitude of sources and experiences
    3 Apply contemporary marketing theories to the demands of business and management practice
    4 Critically analyse case studies to derive at recommendations to address marketing issues and opportunities
    5 Recognise, and take account of, the importance of ethical conduct in marketing
    6 Deliver an oral presentation in a professional and engaging manner
    7 Prepare professional, logical and coherent written marketing reports
    University Graduate Attributes

    This course will provide students with an opportunity to develop the Graduate Attribute(s) specified below:

    University Graduate Attribute Course Learning Outcome(s)
    Knowledge and understanding of the content and techniques of a chosen discipline at advanced levels that are internationally recognised. 1
    The ability to locate, analyse, evaluate and synthesise information from a wide variety of sources in a planned and timely manner. 2,4
    An ability to apply effective, creative and innovative solutions, both independently and cooperatively, to current and future problems. 3
    Skills of a high order in interpersonal understanding, teamwork and communication. 6,7
    A proficiency in the appropriate use of contemporary technologies. 6
    A commitment to continuous learning and the capacity to maintain intellectual curiosity throughout life. 2
    A commitment to the highest standards of professional endeavour and the ability to take a leadership role in the community. 3
    An awareness of ethical, social and cultural issues within a global context and their importance in the exercise of professional skills and responsibilities. 5
  • Learning Resources
    Required Resources
    Text Book or Cengage NOW: Pride, William M., Ferrell, O.C., Lukas, Bryan A., Schembri, Sharon., Niininen, Outi. Marketing Principles, Cengage, 2015, Melbourne. 9780170254793
    Purchase of a “Cengage Now” subscription is sufficient – all of the text information is contained as E-Book support on the website.
    Online Learning
    Course Website: www.myuni.adelaide.edu.au
    Cengage NOW: http://login.cengagebrain.com/course/E-X7FG2JH8HHAFQ
  • Learning & Teaching Activities
    Learning & Teaching Modes
    Seminars consist of lectures, discussions and case study presentations. You MUST be prepared to enter a discussion for the first hour or so of each session.

    A typical session will flow in this manner:
    • The lecturer will provide a brief review of last week’s lecture content
    • Discussion and application questions will be covered, as listed in the course schedule below, These questions relate to the
    • The “Marketing Advice Report” questions will be covered, to help you work towards your final assignment,
    • The current week’s lecture content will be commenced
    • A student group will present their case study
    • The lecturer will finish the current week’s lecture content

    We will also strongly support the face to face work with digital content through the MyUni platform. This will include:
    • Broadcast Emails
    • Powerpoints
    • Lecture recordings on video
    • Weekly self check tests
    • Digital Feedback on assignments – PDF of assignment rubric & video feedback (MP4)
    Workload

    No information currently available.

    Learning Activities Summary

    No information currently available.

  • Assessment

    The University's policy on Assessment for Coursework Programs is based on the following four principles:

    1. Assessment must encourage and reinforce learning.
    2. Assessment must enable robust and fair judgements about student performance.
    3. Assessment practices must be fair and equitable to students and give them the opportunity to demonstrate what they have learned.
    4. Assessment must maintain academic standards.

    Assessment Summary
    Assessment Due Date and time Weight Basis Related Learning Outcome

    Assignment 1: Participation – Inclass and blog supplement if you like. All sessions 10% Individual Recognise, and take account of, the importance of ethical conduct in marketing
    Deliver an oral presentation in a professional and engaging manner
    Evaluate and synthesise new information and existing knowledge from a multitude of sources and experiences

    Assignment 2: Company Marketing Audit– 1500 words Midnight Saturday Feb 28, Via MyUni 15% Individual Interpret complex marketing issues and problems using relevant theories, concepts and methods
    Prepare professional, logical and coherent written marketing reports
    Apply contemporary marketing theories to the demands of business and management practice

    Assignment 3: Company Marketing Advice Report – 3000 words Midnight Sat April 18 via MyUni 20% Group work Interpret complex marketing issues and problems using relevant theories, concepts and methods
    Apply contemporary marketing theories to the demands of business and management practice
    Problem/scope to be negotiated with lecturer Prepare professional, logical and coherent written marketing reports

    Assignment 4:Lead a Case Study Discussion Select a case throughout the trimester 5% Group work Critically analyse case studies to derive at recommendations to address marketing issues and opportunities
    Deliver an oral presentation in a professional and engaging manner
    Recognise, and take account of, the importance of ethical conduct in marketing

    Final Exam: 3 hours closed book TBA 50% Individual Evaluate and synthesise new information and existing knowledge from a multitude of sources and experiences
    Critically analyse case studies to derive at recommendations to address marketing issues and opportunities
    Assessment Related Requirements
    • To gain a pass for this course, a mark of at least 45% must be obtained on the examination as well as a total of at least 50% for individual work and a mark of 50% overall. Students not achieving the minimum exam mark will be awarded no more than 49 for the course.
    • Assessment marks prior to the final exam will be displayed on the course website. Students are encouraged to check their marks and notify the Lecturer-in-Charge of any discrepancies.
    • Legible hand-writing and the quality of English expression are considered to be integral parts of the assessment process. Marks may be deducted because of poor hand-writing.
    • Students must attend at least 80% of classes or they will forgo their right to a supplementary exam on academic grounds
    Assessment Detail
    Assignment 1 - Class Discussion and (optional) blog support (Individual grade 10%)
    Get involved
    By the end of the course, I will know all of you pretty well. I will have spent over 35 hours in a classroom with you, seen some projects and taken attendance (really just as a reminder to me). This is ample opportunity for me to allocate 10% of the course mark to the quality of your contribution. This can be confronting for some people, but part of the transition to senior manager role involves being prepared to comment when the opportunity arises.
    So this component of assessment in the course is essentially around the week’s case study, but general engagement within the class is good too.
    Why not build a blog?
    Grasp the nettle. Many people in business these days are creating a simple reflective blog – allowing it to be public but enhancing their personal brand. If you feel a little uncomfortable about speaking up in class, then why not do some reflection in a blog – even one that is public. This provides a triple benefit; you learn a few new skills, you can supplement the insights you demonstrated in the class, and it pumps you up the Google rankings against your name. In the first session I’ll show you how to get a blog going. It’s a five minute job. For the “tragic” among us, we might feed the blog with an outreach medium such as Twitter.
    So for A1 the overarching criterion is as follows:
    The instructor’s subjective assessment of the student’s contribution to the discussion of marketing concepts, principles and examples. This can occur in a face-to-face or blog context, or both.

    Assignment 2 - Company Marketing Audit (Individual grade 15%)
    In 1500 words, using a company/product/brand with which you are familiar you are required to conduct a marketing audit. This is a preliminary phase, where you get to view a company through a marketing lens and determine if you would like to use that company for Assignment 3.

    Use a business report format (executive summary, table of contents, appendices). Using the learning from Sessions 1-3 you will need to critically assess the organisation/product/brand and its environment and address:
    1. Who appears to be the company's customer?
    2. What is the customer's need and how is that need being satisfied by the company.
    3. Provide a brief environmental scan for your company and indicate opportunities and threats
    4. Provide an outline of how your company would apply the five step market research process
    5. Utilise your answers to questions 1-4 to derive recommendations for the company/product/brand.

    Assignment 2: Assessment Criteria



    Assignment 3 – Company Marketing Advice (Group – Pair – Grade 20%)
    3000 words – table of contents, appendices and tables are excluded from a word count.
    Students will be formed into pairs and will act as a consultants to the company of your choice. You can choose to consult to one of the companies you covered in assignment 2, or a completely new one.
    As a pair, you are required to provide marketing advice to your client. This is loosely in the form of a marketing plan and needs to follow the rubric as given below.
    Each week’s lecture and discussion content builds to assist you in creating this piece of marketing advice. There is substantial weekly support at the Cengage NOW website http://login.cengagebrain.com/course/E-X7FG2JH8HHAFQ as we work through this.

    The Marketing Environment
    The marketing environment consists of external forces that directly or indirectly influence an organisation’s acquisition of inputs (human, financial, natural resources and raw materials, and information) and creation of outputs (goods, services, or ideas).
    SWOT Analysis
    One tool marketers use to assess an organisation’s strengths, weaknesses, opportunities and threats is the SWOT analysis.
    Strengths and weaknesses are internal factors that can influence an organisation’s ability to satisfy its target markets.
    Opportunities and threats exist independently of the organisation and therefore represent issues to be considered by all organisations, even those that are not competitors.
    Marketing Objectives
    A marketing objective states what is to be accomplished through marketing activities.
    Marketing goals should be based on a careful study of the SWOT analysis and should relate matching strengths to opportunities and/or convert weaknesses and threats.
    Marketing Strategy
    The next phase in strategic planning is the development of strategies for each functional area of the organisation.
    Within the marketing area, a strategy is typically designed around two components: (1) the selection of (a) target market segment(s) and (2) the creation of a marketing mix that will satisfy the needs of the chosen target market.
    Implementing Marketing Strategies
    Marketing implementation is the process of putting marketing strategies into action.
    Controlling Marketing Activities
    The formal marketing control process includes the establishment of performance standards, evaluation of actual performance by comparing it with established standards, and reduction of differences between desired and actual performance.

    Do:
    • Present the case in report format with subheadings and paragraphs following a logical structure.
    • Use tables, diagrams and further analysis of data to clarify, illustrate and supplement analysis and support your recommendations.
    • Use page numbers and 1½ spacing for ease of reading and feedback.
    • Use citations from original sources when they are used, using an accepted format such as Harvard. If sources have not been acknowledged, they will be considered as plagiarised!
    • Proof read your reports thoroughly, for grammatical and spelling errors.
    Do not:
    • (DO NOT) Use bullet points unless you are simply presenting a list which is self explanatory. Bullet points do not lend themselves to discussion and explanations.
    • (DO NOT) Copy material or use ideas from other sources without acknowledging the source. Failure to acknowledge the source will be interpreted as plagiarism which is a serious offence.
    • (DO NOT) Use SWOT analysis as the only form of analysis - this is a good starting point but you will need to go much further using the concepts from the course as the framework. You may summarise the SWOT analysis in a diagram or a table and briefly explain it in the body of the report.

    Assignment 3: Assessment criteria


    Assignment 4 - Case Study Presentation and Discussion (Group grade 5%)
    Each group of students will briefly present a negotiated case, outline relevant questions and facilitate the related discussion. The focus of each session should be on the previous week’s topics and relevant topics from earlier seminars.

    Presenting students will be expected to:
    1. provide a brief summary of the case, the relevant environment and issues arising from the case, including prior reading of any websites
    2. develop suitable questions for discussion, and
    3. give their considered points of view as part of a facilitated discussion of all students in the class.

    All students should come prepared and be able to take part in the discussion of issues that arise in the course of the case discussion. The presenting students will facilitate discussion among the class to further explore the question and thinking related to formulating an answer to case discussion questions.

    Assignment 4: Assessment criteria
    Submission
    Presentation of Assignments
    • Please must retain a copy of all assignments submitted.
    • All assignments must be submitted electronically through the MyUni assignments portal
    • Please attach an ‘Assignment Cover Sheet’, which is signed and dated by you before submission.
    • All group assignments must be attached to a ‘Group Assignment Cover Sheet’, which must be signed and dated by all group members before submission. All team members are expected to contribute approximately equally to a group assignment.
    • Lecturers can refuse to accept assignments which do not have a signed acknowledgement of the University’s policy on plagiarism.

    No Resubmission
    Once your paper is in, it’s in. You can’t take your assessed paper, rework it and resubmit it.

    Re-Marking / Disputes
    The markers work very closely for consistency. We mark to rubrics (that you have) and we consult throughout the marking process. If you wish to dispute a mark you’ve been given, you need to raise it with the lecturer in charge within a week, giving the areas (referring to the rubric) that you think deserve more attention. You might get an email in response, but you’ll probably be asked to come in and see the lecturer.

    Late Assignment Submission
    Students are expected to submit their work by the due date to maintain a fair and equitable system. Extensions will generally only be given for medical or other serious reasons. All requests for extensions must be emailed to the lecturer in charge of the course before the due date. Each request will be assessed on its merits. A late assignment (without prior arrangement) will be penalised by according to the schedule below. Submitting your assignment late (with or without an extension) also means you miss the primary marking cycle; it probably will get returned to you a lot later than your classmates get theirs.



    Return of Assignments
    You will be emailed a PDF of the completed rubric for your assignment which includes a link to a 3-5 minute YouTube video. You will receive customised feedback in that recording. We expect to do that within two weeks of your submission.
    Course Grading

    Grades for your performance in this course will be awarded in accordance with the following scheme:

    M10 (Coursework Mark Scheme)
    Grade Mark Description
    FNS   Fail No Submission
    F 1-49 Fail
    P 50-64 Pass
    C 65-74 Credit
    D 75-84 Distinction
    HD 85-100 High Distinction
    CN   Continuing
    NFE   No Formal Examination
    RP   Result Pending

    Further details of the grades/results can be obtained from Examinations.

    Grade Descriptors are available which provide a general guide to the standard of work that is expected at each grade level. More information at Assessment for Coursework Programs.

    Final results for this course will be made available through Access Adelaide.

  • Student Feedback

    The University places a high priority on approaches to learning and teaching that enhance the student experience. Feedback is sought from students in a variety of ways including on-going engagement with staff, the use of online discussion boards and the use of Student Experience of Learning and Teaching (SELT) surveys as well as GOS surveys and Program reviews.

    SELTs are an important source of information to inform individual teaching practice, decisions about teaching duties, and course and program curriculum design. They enable the University to assess how effectively its learning environments and teaching practices facilitate student engagement and learning outcomes. Under the current SELT Policy (http://www.adelaide.edu.au/policies/101/) course SELTs are mandated and must be conducted at the conclusion of each term/semester/trimester for every course offering. Feedback on issues raised through course SELT surveys is made available to enrolled students through various resources (e.g. MyUni). In addition aggregated course SELT data is available.

  • Student Support
  • Policies & Guidelines
  • Fraud Awareness

    Students are reminded that in order to maintain the academic integrity of all programs and courses, the university has a zero-tolerance approach to students offering money or significant value goods or services to any staff member who is involved in their teaching or assessment. Students offering lecturers or tutors or professional staff anything more than a small token of appreciation is totally unacceptable, in any circumstances. Staff members are obliged to report all such incidents to their supervisor/manager, who will refer them for action under the university's student’s disciplinary procedures.

The University of Adelaide is committed to regular reviews of the courses and programs it offers to students. The University of Adelaide therefore reserves the right to discontinue or vary programs and courses without notice. Please read the important information contained in the disclaimer.