Instructor  Dr. Terence L. Holmes Phone:  762-4108, e-mail:  terry.holmes@murraystate.edu

Office Hours  Monday, 4:00 to 5:30 p.m.

   BB 409 C    Tuesday and Thursday, 8:30 to 10:30 a.m. & 3:30 to 4:00 p.m.

                       Wednesday, 8:30 to 11:00 a.m., 1:15 to 2:15 p.m., 

                        (if none of these work, we can make an appointment)

Prerequisite  MKT 360, Principles of Marketing

Required Text  Levy and Weitz, Retailing Management, 5ed., Irwin McGraw-Hill, 2004

Course Description
The purpose of this course is to develop a managerial perspective regarding the marketing of goods and services to individuals. The text, lectures, cases, and assigned readings will provide a foundation from which to achieve this purpose; you must actively participate to gain this perspective.

Learning Objectives
1  To enhance your understanding of marketing strategy and the interaction of the marketing mix elements in retail markets.
2  To give you a good understanding of the nature of retail buying processes and their influence on marketing strategy.
3  To enhance your ability to assess retailing situations.
4  To acquaint you with research issues and methods in retailing.
5  To acquaint you with the literature of retailing management.

In part, the learning objectives are designed for students to develop the characteristics the university seeks to instill 

in its graduates, which are listed at the following site:

http://www.murraystate.edu/scholarships/msugrad.htm

Grading
There will be 500 possible points during the course:

Examinations (3 @ 100 pts. ea.)     300
Cases/Exercises (6 @ 25 pts. ea.)  150

Participation                                     50
                                                      500 points

Examinations
Three 100-point examinations will be given during the course.  These exams will be designed to assess student's understanding of text, readings, and class materials, as well as their ability to apply this knowledge and information to business marketing problems and situations.  The exams will likely use a combination of multiple choice and essay/problem questions. The final exam is not cumulative.

Make-up exams will be given ONLY if students have a university-approved excuse.  It is the student's responsibility to make arrangements with the instructor for make-up exams.  If possible, notify the instructor before the exam period.  Make-up exams should be completed as soon as possible after the original exam period.
NOTE:  All written work should be typed, double-spaced with 1-inch margins.  Handwritten assignments must be typed and resubmitted on the due date.

Case Analyses/Exercises
Exercises will consist of retail management assignments regarding such topics as communication, organization, e-tail storefront design, and others.  Notes from our discussion and/or forms filled out during the exercise will be collected and graded.  Some exercises will be based on a retailer you choose to monitor during this class.

Final Grades
Grades will be assigned from the following scale:
A  450 - 500 points, B  400 - 449 pts, C  350 - 399 pts, D  300 - 399 pts, F  <  300 pts

Participation and Attendance
Activities will consist of class discussion, lecture, and group exercises.  You should attend class regularly, prepared to discuss assigned material and participate in assigned activities.  In-class performance of all activities and discussion of the attendant issues and information raised by these activities represents an integral part of the learning process.  Missing class will result in the following adjustment to the final grade:  five classes missed, one letter grade; seven classes missed, two letter grades; more than six unexcused absences, E for the course.  Disruptive behavior will result in a lower participation grade.  Examples of disruptive behavior include leaving early and working on non-class related activities.  

Academic Honesty Policy
Each student is expected to adhere to the university’s standards of academic honesty.

Special Assistance
Please inform the instructor early in the semester of any special needs due to disability.

Schedule*
Jan 17  Introduction, discussion of syllabus, teaching philosophy, 

      19   Importance of Retail Management as a field of study, Overview of Retail Management

       24   Chapter 1, Overview of Retail Management & Appendix A, Careers
        

       26   Chapter 2, Types of Retailers

       31   Chapter 3, Multi-Channel, Model Ships Cases in-class (Plastic Models Place link)

Feb   2    Chapter 4, Consumer Behavior

         7   Consumer Behavior Models for Retailing, in-class exercise

         9   Chapter 5, Market Strategy

       14   Chapter 6, Financial Strategy

       16   Exam 1 (Exam Review)(Chapters 1-6 and any supplemental material)

        21  Chapter 7, Locations,

        23  Chapter 8, Site Selection

        28  Site Selection Exercise in-class 

Mar   2  Site Selection Exercise in-class 

         7   Chapter 9, Organization Issues

         9   Chapter 10, Logistics and Information Systems

       14  Chapter 11, CRM

       16  Chapter 12, Merchandise Planning,  

       21  Spring Break

       23  Spring Break

       28   Chapter 13, Retail Buying, 

       30   Chapter 14, Buying Merchandise

Apr  4   Video--The Age of Wal-Mart

        6   Exam 2 (Exam Review)(Chapters 7-14 and any supplemental material)

      11   Chapter 15, Pricing

      13   Pricing Exercise, in-class

      18   Chapter 16, Promotion, 

      20   Promotion Exercise, in-class

      25   Chapter 17, Store Management, 

      27   Chapter 18, Store Layout, Review and preparation for Final Exam

May 2   Chapter 19, Customer Service, Communications Case, in-class

        4   Course Wrap-up and Review, Discussion of Value Creation Models

Monday, May 8 @ 10:30 a.m., Final Exam (Exam Review) (Chapters 15-19 and any supplemental material)
 

* Schedule subject to changes as circumstances dictate (e.g., site visits to retailers).  Any changes will be announced at the earliest possible date.  Students are responsible for making note of any such changes.