Post-Graduate Diploma in Management

(PGDM)

Area: Marketing

Course Title – Retail Management

Course Faculty: Sita Mishra

Contact details: Dr. Sita Mishra

Room no. 61
Email: smishra@imt.edu
Office: 0120-300-2249
Student Meeting Hour:
Friday 3p.m.-5p.m. or with prior appointments

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Course Description:
In retail management, most knowledge is contextual for the times, ecosystem, and
circumstances. As time changes, we need to discover, synthesize and churn out new text and
theories that are contemporary and which give full justice to the changed context, ecosystem and
the circumstances. Retail business touches lives of people in the remotest parts of India. There
is tremendous potential inherent in this business but its realization is severely constrained by the
policy framework. We have seen the emergence of new formats and the application of global
concepts and constructs albeit with modifications to suit the Indian environment. These
developments make it the best time to take a course in retail as growth would create demand for
people who are familiar with the sector and its basics.

The course aims at providing a holistic look into the way retail business operates in a society and
economy. Emphasis would equally be on macro issues like integration of retail with national
economy/society as well micro issues like setting up and running retail business. After
completing the course students are expected to developed an in-depth understanding of place of
retail in the economy, how retail touches up consumer’s life, how retail business is planned and
run subject to practical constraints and how to apply creative thinking for coming up with
innovative solutions to difficult problems. Realizing the importance of this course, the
management students of all premium management Institutes are opting for this. With the spurt of
shopping malls and departmental stores, huge employment opportunities are opening up in India
and abroad. These learning would prepare them for career in retail in sales, coordination and
supply chain.

Learning Objectives:
Upon successful completion of this course, students should be able to:
 Understanding basic terms and concepts of retailing.
 Familiarize with concepts of omni-channel strategy, visual merchandising, private labels
etc.
 Develop ability to understand operational aspects of retail business and merchandise
management.
 Develop necessary aptitude and logical thinking among students for analyzing situations
and taking decisions for retail organizations. (Outcome 3.2)

Pedagogy:
An array of pedagogical methods is utilized, including: case studies, simulation, in-class
presentations, lecture-demonstrations & team projects.

•Lectures to introduce the concepts

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•Interactive discussions to understand the practical aspects through real life examples from retail
sector & cases as the topics are introduced

•Group assignments to participants on various selected topics/cases for better appreciation and
understanding of concepts introduced through study and analysis

 Individual assignment for understanding concepts and analysis

Students are expected to prepare, analyze and participate in class discussion. Total 16 sessions
of 1 hr 15 minutes each would be conducted.

Course Requirements:

i. Students must come prepared to the class by going through the materials specified
against each topic prior to the session on that topic.
Case Studies: The assigned cases are intended to give the students a practice in
assembling data to support a decision. Further, the case method provides a vehicle by
which to apply the theories, concepts and analytical devices that we cover over time.
Finally, the discussion forum provides an opportunity to argue one’s position and to learn
from others by listening to their comments and criticisms.
Project: Each student-group will be required to prepare and submit a project report on
the assigned topic. They will also make a presentation on their project work.
ii. The class will be divided into a number of groups and each group will have 6-7 students.
For all group assignments, each group will submit its recommendations/solutions
meeting the deadlines specified by the faculty. Late submissions will not be accepted.
iii. Class participation will be based on the value you add to the class through your
questions, statement, and comments. It is the quality of these that is more important than
the quantity.

Evaluation

Students will be evaluated on the basis of case analysis, team project, quizzes, class participation,
and end-term exam. Weightage given to each of these units is listed below:

Group Project presentation & Submission 30%

Case study/article discussions/presentations 10%
Class Participation 10%
Assignments/quizzes 10%
End Term Exam 40%

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 Specific Assessment Method Weightage Intended subject
learning outcome to be
assessed *
Group Assessment Methods
Group Project Submission 30% √
Group article/case Presentation 10%
Individual Assessment Methods
Class Participation 10%
End-term Exam 40% √
Individual assignments 10%

*AACSB AOL- Develop necessary aptitude and logical thinking among students for
analyzing situations and taking decisions for retail organizations. (Outcome 3.2)

Recommended Text Book

Retailing Management (8th ed.), by Levy, Weitz & Pandit, Tata McGraw Hill

Other Reference Books

Retail Management, by Berman, Evans & Mathur, Pearson Education

Retailing Management- Pradhan, Tata McGraw Hill
Managing Retailing –Sinha & Uniyal, Oxford University Press

Journals for Reference

 Journal of Retailing
 Journal of Retailing and consumer services
 International Journal of Retail & Distribution Management

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 Course Outline: Session/Module/Reading Material

Session Topic Reading Reference

Material/Case
1-2 Retailing Concept,
definition and functions,
Global retail facts, Retail
industry in India

3-4 Store Location Readings: HBR article

Case study: Aldi: The dark “Note on Store
Location”
horse discounter
5-6 Understanding retail Case study: Nectar: making Readings: HBR
consumers & CRM in loyalty pay
article: Consumer
retailing
loyalty schemes in
Design and Layout
retail sector
decisions for retail stores

7-8 Buying and Case study: Merchandising Readings : Welcome to

Merchandising at Nine West Retail Stores the new world of
merchandising

9-10 Private Labels & Case study: H-E-B own Readings: HBR article
Retail Pricing
brands “Don't Be Undersold!”

11-12 Retail Economics & Case study: Nalli silk sarees Readings:HBR article:
Retail strategy Note on retail
economics

13-14 Guest Lecture

15-16 Project Presentations