MBA (I) 3rd Organizational Behavior (Chapter Readings)

Download PDF  Teams in Organization 

Management education was pioneered in India by the Indian Institute of Management, Ahemadabad. It was also the IIM(A) which incorporated the Case Method of Learning in the stream of management education. This method provides the much needed practical exposure to a student of Business Management. This exposure is otherwise difficult to provide within the four walls of a laboratory. Even during placements in corporate business houses the student fails to gain total freedom to apply his ideas because of the high degree of risks involved. As such the Case Method of Learning is now widely recognized as an essential part of management education by B-Schools all over the country. Many universities / institutes like Amravati University have made one Case Study a compulsory part of every paper in the examination leading to the degree of M.B.A.

The book has been written keeping in mind the requirements of both the students as well as teachers of the subject. While the book provides the students with an opportunity to test their analytical skills and abilities to apply theory into practice it helps the teacher to cover varied theoretical topics with proper practical inputs. The book covers almost all important decision making areas of marketing management. Written in lucid style the cases in the proposed book are close to the real life situations in marketing. As such it provides a golden opportunity to the students of marketing to sharpen their skills. Being of appropriate length the cases in the book can very well be used for examination purpose as well.

Contents: 1] MARKETING MANAGEMENT
1.1 The problem of Rising Sales.
1.2 The Troublesome Guarantee.
1.3 The Case of Wrong Segmentation.
1.4 Is Customer Really the King ‘
1.5 The Crucifixion.

2] NEW PRODUCT DEVELOPMENT
2.1 Look Before you Leap.
2.2 The Case of A Technologist Vs A Marketer.
2.3 Market Searching by Surgisafe Industries.

3] ADVERTISING AND SALES PROMOTION
3.1 Advertising or Mudslinging.
3.2 Advertising Vs Quality.
3.3 The Problem of Endorsements.
3.4 Is Media Choice Important ‘
3.5 The Case of Irresponsible Advertising.
3.6 The Consumer Backlash.
3.7 The Discount Vs Tree Gift Story.

4] SALES MANAGEMENT
4.1 Resistance to Change.
4.2 The Dilemma.
4.3 The Problem of Unprofitable Orders.
4.4 What Cost Motivation ‘
4.5 Some Management Policy – This.
4.6 The Case of Sales Management.
4.7 A Lesson to Learn.

5] PACKAGING AND DISTRIBUTION MANAGEMENT
5.1 The Case of Instant Failure.
5.2 The Story of Branded Milk.
5.3 The Difficult Choice.
5.4 Amrut-The Case of Marketing Ignorance.
5.5 The Story ofKepsi Fountains.

6] MARKETING STRATEGY
6.1 The Trail Pack Story.
6.2 The Buying Experience.
6.3 The King Slips.
6.4 Seeing Is Believing.
6.5 Old Wine in New Bottle.
6.6 The Story of ”Clear All-
6.7 The Question of Brand Image.

7] SERVICE MARKETING
7.1 Fight for Survival.
7.2 A Case of Service Marketing.
7.3 The Customer Centric Bank.
7.4 Customer Centric – The Best Car Care.
7.5 Rose Buds Kindergarten-Understanding Buyer Psychology.

8] INTERNATIONAL MARKETING
8.1 Easy Taste but Undue Haste.
8.2 The Segmentation Script.

9] The Case Method of Learning
9.1 How to Solve a Case Study.

Nivea’s Rise to Iconic Brand Glory

Our goal is to enter new markets and to grow faster than the market around the world. With more than 150 affiliates, Beiersdorf is present – and successful – all over the world. NIVEA alone occupies more than 130 market leader positions in different countries and categories.

Kellogg’s Marketing (download PDF)

Download PDF File Cases for Leadership Class

Note: You are required to bring solved (first two case studies) on Monday, 10-10-11

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Starbucks (Corporations That Changed the World) Download PDF

Starbucks tells the story of how a single retail outlet opened in 1971 became the world’s largest chain of coffeehouses, and for that matter, one of the largest franchises of any kind, with over $10 billion in sales in 2008.

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