Global School of Management Science

MBA (Batch 2009-2011), Semester – III

Faculty Name: Raghuvansh Mathur

Subject: Retail Marketing COURSE PLAN

Session Topic Additional

Support
material/cases
1 Introduction to Retailing, functions of Retailer, Rise
of retailer, Rise of consumerism, Retail players in
India
2 Evolution of Retail in India, Drivers of Retail change
in India, Types of Retailing, Multi-channel Retailing
3 Retail Strategy, Retail Audit ,Retail Customer Case Study
Changing Income profiles, changes in consumption
pattern, factors influencing the retail shopper
4 Servicing the retail customer, Retail/Site Selection, Case Study
Retail Audit Presentation, Customer Relationship
Management
5 Developing and Implementing Merchandise Plans, Case Study
Financial Management, Pricing in Retailing
6 Retail Communication: classification of the elements Case Study
of retail communication mix, Retail Advertising-
types,
7 Retail Sales Promotion Tools, Personal Selling,
Publicity. Operations Management, Store Layout,
Design and Visual Merchandising,
8 Customer Service. Centralization and
Decentralization – Coordinating Merchandise and
Store Management
9 Designing the Organizational Structure for a Retail
firms, Organization of a Single Store Retailer
10 Organization of a Department Store – organization of
a Department Store Chain – Retail Organization
Design Issues
11 The HR Process in Retail Organization-
Recruitment of Retail Personnel, Selection, Training,
Compensation
12 Supervision, Motivation, Performance Management,
Motivation, Performance Management, Building
Employee Commitment- Employee Retention
Pedagogy:
Class room presentations, discussions, Case Study