SUKKUR IBA UNIVERSITY

Faculty of Business Administration

Retail and Distribution Management
Programs & Class: BBA VIII Semester: Fall 2022
Credit Hours: 03 Instructor: Agha Waleed Pathan / TBD

Pre-requisite Courses: Principles of Marketing Post-requisite Courses: None

& Marketing Management
Co-requisite Courses: None e-mail: [email protected]
Consulting Hours: Time can be decided as
Office Hours: 9:00 – 17:00 (except for
per availability and prior appointment via
Sundays)
email
Office Location: Room No. 302, 2nd Floor, Contact: Will be shared with class CR for
Admin Block, Sukkur IBA University official correspondence

SCHEDULE OF ASSESSMENT TASKS FOR STUDENTS DURING THE SEMESTER

No Assessment Week Due Marks Distribution

1 Class participation Multiple 10

2 Quizzes Multiple 10

2 Project Report / Presentation Last Week 10

3 Term Exams Academic Calendar 30

4 Final Exam Academic Calendar 40

RECOMMENDED TEXTS:
S.No Book Name Author/s Name Publisher Name & Edition

1. Retail Management – a Barry Berman, Joel Evans 13th Edition Pearson

strategic Approach
2 Strategic Retail Management: Joachim Zentes, Dirk 3rd Edition Springer Gabler
Text and International Cases Morschett, Hanna Scrhamm-
Klein
3 Published Cases + Articles Harvard Business Publishing

ELECTRONIC RESOURCES
 https://www.mytotalretail.com/
 https://www.retail-week.com/?authent=1

OTHER LEARNING MATERIAL such as computer-based programs/CD, professional

standards/regulations: PowerPoint lecture presentations, assignments and other required
readings will be shared in class.
INTRODUCTION TO COURSE
Retailing’ is an important part of marketing mix covering third pillar “place” of overall 4Ps
concept. It is an essential part of overall marketing process of organization that encompasses
activities that bring value close to customer. In economic and market context of Pakistan, retail is
extremely important sector and a sector that covers most of value exchange activities. With its
enormous growth potential and future competition, learning and gaining familiarity is significantly
important for marketing specialization students. Therefore, the goal of this course is to help students
to learn about overall functions, processes, image building, pricing, promotion, communication,
merchandizing and strategic marketing of retail business. Course will cover these contents through
readings from textbook, HBR, Harvard Case studies and class activities as well as project.

COURSE LEARNING OUTCOMES (CLOs)

 To evaluate and differentiate unethical from ethical practices and policies in retail regarding
different aspects such as overtime versus additional hiring, etc.
 To effectively present project findings regarding retail businesses with stellar oral
communication skills.
 To create project reports regarding retail businesses demonstrating stellar business writing
skills.
 To critically analyze / evaluate retail business problems and create effective solutions as
business managers / entrepreneurs
 To exhibit qualities of team leaders and team players while undertaking assignments /
project reports regarding retail management.
 To create an overall retail strategy for any kind of retail business by integrating all the
concepts learned in the course.
 To evaluate and understand retail business concepts and application in global context.
 To evaluate the different types of retail businesses and develop understanding regarding
them.
 To develop effective understanding regarding various aspects of retail management areas –
operations, marketing, HR, finance, etc. – and apply critical evaluation of their role in
coherent retail management.

IMPORTANT POLICIES
Expectations
It is expected a class atmosphere of respect for your fellow human beings as we travel this road together. I
also expect a class atmosphere of critical thought and your best efforts. Please come prepared to participate.
Readings
You are expected to read the assigned materials (cases, articles) before the class. This helps you grasp the
material and creates a better classroom environment.
Attendance & Presence in Classes
Attendance and your presence are important requirements for any course. This course is no different. You
should be keeping a check on your absences, since students can get an F grade due to absences exceeding a
certain pre-defined level. Attendance will be marked during the lecture.
Plagiarism & Referencing
You may be tempted to hand in essays, projects or other pieces of assessed coursework containing work that
you know is not completely your own, hoping that the tutor won’t notice. This may be for several reasons
such as shortage of time, hoping for a better grade than would be achievable under a particular set of
circumstances or perhaps even lack of knowledge regarding how to correctly reference the sources of data
used. This is plagiarism – it is a matter that the University takes very seriously indeed - and it usually takes
one of four forms.

(a) Copying chunks of text from books, dissertations, journals or the web without acknowledgement. (It is
permissible, even desirable; to quote extensively from the work of other writers on your subject, but all
quotations should be fully referenced).
(b) Paraphrasing ideas from texts without stating their origin. Instead, use phrases such as “According to
Jobber (1995)...” or “Wright & Taylor (1994) propose that ..”, or similar acknowledgement. (c)
Colluding with other students and submitting identical or near identical work.

Help:
If you are having trouble in the course, you may take an appointment and discuss with me as your
instructor. I will try my best to help you out.

Cell Phones:
You are allowed to carry cellphones with you. However, all cell phones must be put on silent or
airplane mode during the class.

ASSESSMENT TASKS DESCRIPTION / ACTIVITIES

 Class Participation (10%) – Students are required to read and prepare case studies and participate in
class with quality analysis and opinions.
 Quizzes (10%) – Quizzes will be taken at regular intervals across the entire semester .
 Semester Project/Report (10%) – Students are required to undertake a short project which includes
various elements discussed below in shape of group comprising of members not more than 6 each.
Details will be shared by Week 5 – 6 with the class.
 Term Exams (30%) – Two term exams will be scheduled according to the academic calendar of the
university.
 Final Exam (40%) – One Final Exam will be conducted as per the academic calendar of the
university.

LESSON PLAN & WEEK WISE SCHEDULE:

WEE Recommended Case Study / Tasks/

K# TOPICS Activities / Articles
Readings/Cases
1 An Introduction to Retailing Chapter 1  Article: Competing in the
 Introduction to Retail Management Age of Omnichannel
(Book 1)
 Reasons for Studying Retailing Retailing
 The Special Characteristics of  Article: How to Win in an
 Retailing Omnichannel World
 The Retail Concept
 Omni and Multichannel Retailing
 Total Retail Experience
 Customer Services in Retail
Management
Retail Institutions by Ownership Chapter 4
 Overview
(Book 1)
 Independent Retailer
 Chain Retailer  Case Study – Maliks:
2  Franchising Retailer Franchising The Brand
 Leased Department Retailer
 Vertical Marketing System
 Consumer Cooperative

Retail Institutions by Store-Based Strategy Chapter 7

Mix
 What is a Retailer’s Strategy Mix? (Book 1)
 Case Study – Spencer’s
 Fundamental Concepts – The Wheel Retail Limited: Store
3 of Retailing, Scrambled Format and Private
Merchandising & Retail Life Cycle.
Label Decisions.
 Retail Institutions Categorized by
Store-Based Strategy Mix: Food-
Based and General Merchandise
Retailers (Basic Overview)
Web, Nonstore-Based, and Other forms of Chapter 8
Nontraditional Retailing
(Book 1)
 Direct Marketing  Case Study – Airport
 Direct Selling Retailing at Mondelez:
4  Vending Machines The Launch of
 Electronic Retailing Toblerone Crunchy
 Other Nontraditional Forms of Almond in Asia.
Retailing – Video Kiosks & Airport
Retailing
5 FIRST TERM EXAM

Trading‐Area Analysis Chapter 9  Case Study – Shiny

 Considerations and Importance of a Provision Store: Retailing
(Book 1)
location for a retailer. Challenges in the Indian
 Trading Area Analysis Context.
 Size and Shape of Trading Areas
 Delineating the Trading Area for an
Existing Store
6  Delineating the Trading Area for a
New Store
 Specific Methods for New Trading
Areas
 Characteristics to consider in Retail
Trading Area Evaluation
 Process Stages in Trading Area
Analysis
7 Retail Site Selection Chapter 10  Case Study – Chocolate
  Sub-steps of Retail Site Selection (Book 1) Remedies: A Healthy
 Types of Retail Locations / Sites Twist
 Location / Site Evaluation and
Parameters
 Site Evaluation Checklist / Template

Merchandise (Assortment) Planning & Chapter 14

Management
 Merchandise and Merchandising (Book 1)
 Merchandising Philosophy
8  Merchandise Plans and Management  Case Study – Eddie Bauer,
and components Inc.
 Types of Merchandise – Core,
Seasonal and Fad
 Product Management to Category
Management
Pricing in Retailing Chapter 17
 Overview and basic pricing options
(Book 1)  Case Study – Nestle’s
9  External Factors Affecting a Retail
Maggi: Pricing &
Price Strategy
Repositioning A Recalled
 Developing a Retail Price Strategy
Product

10 SECOND TERM EXAM

Retail Promotional Strategy Chapter 19

 Overview
11 (Book 1) Case Study – TBD
 Elements of Retail Promotional Mix
 Planning a Retail Promotional
Strategy
12 Physical Distribution and Logistics Chapter 18 Case Study – TBD
 Logistics as a core competency
(Book 2)
 Structuring Logistical Systems
 Supply Chain and Primary and
Secondary Distribution
 Warehousing and Structure
 Outsourcing, Joint Physical
Distribution
 Distribution of Online Purchases and
Reverse Logistics
13 Supply Chain and Information Chapter 19 Case Study – TBD
Management
 Supply Chain Overview (Book 2)
 Supply Chain in the Consumer
Goods Industry
 Bullwhip Effect and Efficient
Consumer Response (ECR)
 Supply Management Concepts in
ECR
 Information Management
14 Monitoring Retail Performance Chapter 20 Case Study – TBD
 Retail Strategy and Performance
 Productivity / Effectiveness (Book 2)
Evaluation
 Inventory / Supply Chain Evaluation
 Profit / Turnover Evaluation
 Financial Performance Evaluation
 Value Metrics
Final Exam