BA 4700 - Marketing Management
Fall 2005
“The Capstone”

Instructor:			Lindell Phillip Chew
Office:			            1005 SSB Tower
Office Hours:			12:15-12:45 pm T, W, R; 6:45 - 7:15 pm T, R; 9:35 - 10:15 pm W (internet only); and other times by appointment in 1005 SSB
Class Times:			11:00 - 12:15 pm M,W; 5:30 - 6:45 pm T,R
Office Phone(s):		(314) 516-5626
				(314) 576-8855 or (314) 516-6420 (fax)
E-Mail:			
Web site:			http://www.umsl.edu/~buslchew/
Reference Numbers:		41916 RSD 001		50458 E01
Room Numbers:		206 SSB			225 SSB
Final Exam Dates:		Mon, Dec. 12, 2005		Tues, Dec. 13, 2005
				10:00 am - Noon		5:30 - 7:30 pm
Required Text Book:	BA 4700 - Marketing Management (both sections)
Analysis for Marketing Planning, Donald R. Lehmann and Russell S. Winer, McGraw Hill Irwin, 6th Edition, 2005, ISBN #0-07-286596-2

BA 4700/315 Advanced Marketing Management,Concepts, Cases and Applications, Lindell Phillip Chew, 1st edition, McGraw Hill-Primus (July 2005) ISBN #0 390 59448 2

Dates:			August 22, 2005 - December 17, 2005

"WHEN I DO, I UNDERSTAND"

Course Description:

Marketing Management is the comprehensive capstone course in our marketing curriculum and is organized around the marketing planning process, to clearly delineate the relationship among marketing decisions.  This applications oriented course is designed to help you to extend your thinking more analytically, logically and creatively about marketing and business decisions.  The resulting expectation is for you to have a greater appreciation of the true utility of the marketing concepts and procedures enhancing your sense of professionalism throughout your career in marketing and business management.

Prerequisites:

BA 131 (3300), BA 206 (3700) and one other three (3) hour marketing course, senior standing and a minimum overall GPA of 2.0.

THERE WILL BE NO MAKE-UP EXAMS FOR THIS COURSE

Student "Benefitizing"

To increase confidence in business/marketing analysis and decision making through experiential learning.
To internalize basic marketing concepts and principles and through hands-on practice.

To develop self-reliance, self-sufficiency, and initiative by seeking information and discovering insights on your own.  (The discovery zone!)

To learn to handle relatively unstructured problems, such as identifying the key issues during comprehensive case dialogue and high involvement business planning project implementation.

To experience the dynamics of group decision making with the stress of conflicting opinions on strategy and tactics.

To learn to write a comprehensive business plan at a professional level of quality.

To improve oral communication skills.

Basis for Assigning Course Grade:
	Examination I		\				100 points
	Examination II	 > 50%			100 points
	Examination III	/				100 points
	*High Involvement Project 33%			200 points
(Outlines and structures enclosed, additional information will be distributed during the first class period)

*Semester Project - A choice of a business plan, business feasibility study or operational marketing plan.  This will be a written (150 pts.) and oral (50 pts.) team activity.

	In-class Activities 16%			     **	100 points
	(Discussion, cases, other assignments and attendance)
	(**includes a 40 point oral case presentation)	_________
				Total 100%			600 points

Teaching Methodology:

A smorgasbord of lecture, case study, audio visual presentations, group projects, chapter questions and discussion will be utilized to present the material.  Students must be prepared to discuss noted chapter questions, cases, etc. during the semester.  This class will depend heavily on student participation.  Students will be called upon to present their views on chapter questions and students must be able to defend their views.

Term Project: (200 points, includes: 150 points written and 50 points for your oral presentation)
(High Involvement Project)

The term project may be a team or individual project.  Teams will consist of up to four members.  Individual projects are discouraged but will be considered on an individual basis by the instructor.  In the real world, you will be working as a part of a team and you need the experience.  In order to obtain permission for an individual project, a student must have a compelling reason ("I don't know anyone in class" is not a compelling reason).  The team is to complete a comprehensive business or marketing plan (written paper and 15 minute oral presentation) for a responsibility area.  You are to do everything that would be done in an actual situation.
PLEASE NOTE:  Any violation of academic dishonesty (as interpreted by the instructor) will result in a grade of "F" for the course.

UNIVERSITY REGULATIONS PROHIBIT SMOKING IN THE CLASSROOM.

Excused Grades:	The last day to drop the class is Monday, Nov. 14, 2005.

Delayed Grades:	Are assigned only in exceptional cases where the student and the instructor have agreed on the terms of the delayed grade before the end of the term.

Final Semester	Will not be given out over the telephone.  It is recommended
Grades:		that you hand in a self-addressed postcard with the final (third) examination.

THERE WILL BE NO MAKE-UP EXAMINATIONS FOR THIS CLASS.

Critical Dates - Fall 2005 Semester
Aug.	22	Mon:	Classwork begins for our BA 4700-315 class
28	Sun:	Last day graduate student may enroll for credit; last day an undergraduate student may enroll for credit
Sep.	  5	Mon:	Holiday (no classes) Labor Day
	7-8	Wed/Thu:	High Involvement Project Topic Due
19	Mon:	Last day any student may drop a course or withdraw from school without receiving grades.  Last day any student may place a course on satisfactory/unsatisfactory basis
		???	High Involvement Project Research Day
Oct.	17	Mon:	Mid Semester
Nov.	14	Mon:	Last day student may drop a course or withdraw from school.  
	19-27	S/Su thru Su: Thanksgiving Holiday (NEW: NO CLASSES ALL WEEK)
      30/Dec. 1	Wed/Thu:	High Involvement Project Due
Dec.	  7	Wed:	Last regular evening class
	  8	Thu:	Last regular day class
	12/13	Mon/Tue:	Final (3rd) Exam - Non Comprehensive and take home (due), grade info to date, project presentations (oral)
	17	Sat:	Close of Fall 2005 Semester
	17/18	Sat/Sun:	Commencement - Fall Semester 2005

Examinations:

The three (3) examinations will be, primarily, essay questions and/or quantitative problems with possibly some objective questions.  Questions may be added that bare on cases, readings and other class discussions.

Cases:

Case teams will be organized two class periods prior to the case due date.  The team will prepare and present the case orally.  The other members of the class will answer the questions at the end of the case and prepare them for discussion and possible submission.

GRADED PROJECTS WILL BE RETURNED TO THE STUDENTS

The MARKETING MANAGEMENT FLIGHT!

Week		Topic*					                  Texts Chapters
                                                                                                      Lehmann   Chew
 1		Course Overview & Introduction-The Pledge          1            Intro
  2                    Case and Project Methodology                                               Intro, Ax
 2		Corporate Strategies & Marketing Planning	           2, 3       Ax
 2	            Situation Analysis-Defining Competitive Sets          2, 3       Ax
 3		Industry-Market Analysis		                       3, 4        Ax
3                     Competitive Analysis	                                               4            Ax
 4		Customer Analysis                                                     5            Ax
 5		Market Measurement- (Potential- Forecasting)         6	 5
 5		Profitability & Productivity (Contribution Margin)		 6, Intro

 6		Exam I							1-6        Intro, Ax

 6  		Market Strategies					7            Ax
 7		Product Programs					              8, 9
 8		Pricing Programs					              9, 10
 9                     Communications (Promotional) Overview                             1B
 9		Advertising Programs		                                                 10 

11		Exam II						 7	  7-10, 1B,Ax

11		Sales & Distribution Programs				 12, 13
12		Sales & Distribution Programs				 12, 13
13		Planning, Organizing, Control				 14		
14	            Review, Summary					   
15-16		Oral Project Presentations

16		Exam III - Take home, non comprehensive		  11-13   1B. Ax

*estimate - earliest possible occurrence

Instructions
BA 4700/315 - Involvement Projects

1.	The semester involvement projects are a form of experiential learning designed to give participating students an opportunity to apply the principles studied in this course to the "real world" preferable in relation to a setting of interest to the participating student(s) (e.g., family-owned business, a job or job opportunity and/or an interesting company product or service.)

2.	Students should organize in teams of three or four if possible.  The instructor will assist in facilitating this process.

3.         Topics are due in writing on Wednesday (Day) September 7, 2005 and Thursday 
      (Evening),  September 8, 2005.

4.	Complete projects are due on Wednesday Nov. 30, 2005 (day) and Thursday, December  1, 2005

5.	The length of this project is variable.

6.	This project is worth 200 points (150 points written; 50 points oral presentation).  (Course has 600 points.)  

7.	The instructor will assist student participants in providing topic suggestions on request.  The instructor has numerous outlines and project examples available for student review.

8.	Project report must include the following:
		Title Page
		Table of Contents (Index)
		Reference Page(s)
		Numbered Pages

9.	Footnotes are not required.

**10.	Late project penalty - 2 points per day/10 points per week.

11.	Papers will be graded on the basis of:
		- depth of research
		- relevancy to the course
		- level of sophistication
		- methodology or techniques used
		- soundness of conclusions

12.	Please see your case and exercise book and this syllabus for the grading criteria sheet(s).

13.	Oral Presentation of Project on Monday -Thursday (December. 5-8), Monday (December 12) and Tuesday (Dec. 13) -50 points!

14.	Hints: Shop early, avoid the end of semester rush.
            Please submit your team evaluation with your project.  

Marketing Management - BA 4700/315
Team Evaluation Form

Project Title:__________________________________			Date: Fall 2005

Your Name:______________________________________			Section:_________________

Part 1.  In this section, list your responsibilities and what parts of the project you oversaw or organized.  Report on all tasks connected with the oral presentation and the paper.  For example, what parts did you analyze, what questions did you answer, what research did you conduct; did you type, edit, copy, prepare transparencies, bring in exhibits, prepare VCR, etc.?

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

Part 2.  Please evaluate the total contribution of the team members, including yourself.  Please proceed as follows:

1.	Assume that there are a maximum of 100 points for you to award to the entire team including yourself.

2.	Allocate these 100 points or less in a manner which you believe properly reflects each person's relative contribution to the project.  No team member may receive the entire 100 points.

3.	If all contributed an equal amount of time and effort, you may average the points between the team members.

4.	If you judge them to have made different contributions, then some members will receive more points than others.

5.	Please note that you are not evaluating the success of your team efforts.  That is in the province of the instructor.  Your task is to inform the instructor as to the amount of input each member had on the final result.

6.	Please give this careful thought.  Your evaluations per se are confidential, but team members with significantly low scores will receive a lower grade.

7.	You should make this evaluation by yourself, not jointly with team members.

	Name:(yourself)_________________________________			Points:__________

	Name:_________________________________________			Points:__________

	Name:_________________________________________			Points:__________

	Name:_________________________________________			Points:__________

	Name:_________________________________________			Points:__________

PLEASE SUBMIT WITH FINISHED HIGH INVOLVEMENT PROJECT