1. BUSINESS COMMUNICATION 3 CREDIT COMPULSORY
Course Code: Bus 102
Course Title: Business Communication
No of Credits: 3 Credits
Course Duration: Three hours per week for 15 weeks (45hrs)
Lecturer’s Name: Oladipo, Ganiyu Taiwo
Qualification: B.Sc, MBA, M.Sc, PGDCS, Unilorin PGDE NIM, CIMA
Office Location: Room 12 Department of Business Administration, Faculty of
Business and Social Sciences, University of Ilorin.
Consultation Hrs: Monday 2 – 4pm & Thursday 12 – 2pm
E-Mail Address: oladipo.gt@unilorin.edu.ng &
ganiyu-taiwo@yahoo.co.uk
Course Content:
Basic principles of communication, skills in writing letters, memos, reports and
proposals application and resume. Business speaking skills for informing, instructing,
job interview, selling, persuading and motivating. 45h (T) C.
Course Outline:
Week 1 - Communication
Week 2 - Nature and Purposes of Communication
Week 3 - Principle of Effective Communication Processes
Week 4 - Fundamental of Communication Processes
Week 5 - Oral Communication
Week 6 - Application and resume
Week 7 - Business Correspondence
Week 8 - Organizational Communication
Week 9 - Business Report
Week 10 - Job Interviewing
Week 11 - Memo
Week 12 - Business Proposal
Week 13 - Motivating
Week 14 - Selling and Persuading
Week 15 - Revision/General Class Discussion
Course Justification
Today the world is communication link and technology driven, the study Business
Communication discusses the concept of business communication from various
perspectives and in broad term, the relevance of business communication including the
very important oral presentation skill required of business executives. Effective
business communication is necessary to equip the student understanding the world
business communication.

2. Thus, the study is a challenge as most commercial organization require individuals who
can communicate effectively with customers or audience in order to ensure their
continued patronage and achieve the aim and objective of the organization.
Objectives:
The aim of this course is to introduce to the students effective business communication
and to appreciate the importance of communication in business administration and the
development of the society at large and at the end of this course students should be
able to:
 Define communication in a broad term and to explain the concepts, nature and
purposes of communication.
 Explain the relevance of oral communication.
 Fundamentals of communication.
 To understand the types of report and explain them report and explain each.
 To explain interview as a word and to know the purposes of interview and
highlight the types of interview and explain.
 They should be able to define business report and to explain the ways of
collecting reports.
Course Requirement:
Bus 102 – is a compulsory course for all students in the business administration
department. Therefore, every student is required to participate actively in class, in
group discussions and study group activities At least 75% attendance record is
mandatory for a student to qualify to sit for the end of semester examination.
As such attendance of lectures is compulsory.
Method of Grading
S/No Types Scores (%)
1 Group, individual
Discussion/ assignment
10%
2 Continuous assessment
(Test)
20%
3 Comprehensive final
Examination
70%
4 Total Score 100%
Course Delivery Strategy:
Traditional face to face teaching, group discussion/presentation method would be
adopted for this course subscription would be made to use online resources in
library blogs while comments could be utilized as part of the course delivery
method.
Week 1: Communication definition and Concepts
Objectives:
At the end of the lectures student should have an overview of the course, should be
able to explain the nature and purpose of communication and to demonstrate the
understanding of the fundamental of communication and should be able to define
communication and its concepts in a broad term.

3. Week 1
Description:
The first lecture would set the tone for the entire semester work by doing a general
overview of the entire course. Define communication in a broad term and understand
Communication concept in detail.
Study Question:
(1) Define communication in a broad term.
(2) Explain communication as a concept.
Week 2:
Description:
This week lecture focuses on communication nature, communication purposes and the
relevant of communications in business.
Study Question:
(1) Explain the nature of communication.
(2) What are the principles engaged in effective communication.
(3) Explain communication purpose.
(4) Who are the Communicators
Week 3:
Description:
This week the lecture will centre on principles of effective communication processes
and the golden rules of communication and it will be concluded with an interactive
session where student will participate.
Study Question:
(1) Explain communication process
(2) State and explain the golden rules of communication
Week 4: Fundamental of Communication Process
Description:
This week lecture will focuses its discussion extensively on the fundamentals of
communication process.
Study Question:
(1) Discuss the fundamentals of communication process
(2) Diagramatically explain the communication models
(3) Explain effective communication
Week 5:
Description:
Oral communication will be introduced to the students this include the relevance of oral
communication advantages and disadvantages of oral communication. The
disadvantages of oral communications formal and informal communication and the
techniques of effective oral communication and there will be oral presentation where
student would be taught face to face communication. References shall be made to
telephone communication and audience purpose.

4. Study Question:
(1) What is oral communication
(2) What are the techniques of effective oral communication
(3) Explain formal and informal communication
(4) Explain face to face communication
(5) Explain how telephone serve as a public relation to the company
(6) Mention and explain tips for public speaking
(7) Who are the audience
Week 6:
Description:
This week lecture will focuses its attention and discussion on writing of application and
resume stating the importance of application letters, layout of application and resume
and the factors to be considered in writing application and resume.
Study Question:
(1) State the importance of business letter.
(2) What is memoranda
(3) What are the layout of business letter
(4) What are the factors to consider in business correspondence.
(5) Distinguish between Formal and Informal letter
Week 7:
Description:
The lecture will centre its discussion on Business Correspondence on employees and
the organization, downward, upward communication and barriers to effective
communication.
Study Question:
(1) What is downward communication
(2) What are the conditions to be met before downward communication can be
effective.
(3) What are the barriers to effective communication.
(4) What is Upward Communication
Week 8:
Description:
The lecture will introduce to the student, organizational communication such as,
business report stating what is a report, types of report, ways of collecting data for
reports, stages in report writing and importance of a report.
Study Question:
(1) What is report
(2) What are the stages in report writing
Week 9: Business Report
Description:
The lecture will be a continuation of the previous teaching on report but now centering
on report writing techniques, qualities of a good report formal and informal reports and
the planning stage of report writing.

5. Study Question:
(1) Explain formal and informal report
(2) What are the importance of a report
Week 10: Job Interviewing
Description:
The lecture stresses the definition on interview the purpose and time, how to develop
interviewing skills and interviewing processes and emphasis would be placed on
interview and the interviewer.
Study Question:
(1) What is interview
(2) Mention the interviewing processes
(3) How do you develop interviewing skills
(4) Who are the Interviewers
(5) State the purpose of Interview
Week 11: Memo
Description:
This week lecture focuses on memo writing what is a memo, what are the natures of
memo, the roles of memo in an organization. The position of a secretary during and
after a meeting also how documentation is done, the notice of a meeting and the
agenda would be treated.
Study Question:
(1) What is a memo
(2) What is the nature of memo writing in an organization
(3) State the duties of memo writing
Week 12: Business Proposal
Description:
This week lecture deals with Business proposal, the nature, purpose and the role of
business proposal. what is teleconferencing.
Study Question:
(1) What is Business Proposal
(2) How do you write business proposal
(3) What are the nature of business proposal
(4) Explain the purpose and roles of business proposal
Week 13: Motivating
Description:
This week focus will be placed on motivation:- What is motivation, what are the
characteristics of motivation and what are the types of motivation and emphasis
would be placed on how motivation serves as a mode of communication and used to
achieved organizational goals.
Study Question:
(1) What is motivation
(2) What are the characteristics of motivation
(3) Identify the types of motivation

6. (4) How does motivation relate to communication
Week 14: Selling and Persuasion
Description:
This week lecture focuses on how communication enhance selling, the principles of
selling and how is relates with persuasion in achieving goals and target. Barriers to
effective selling, techniques to employ when persuading, the advantages of persuasion
and the types of selling and keys to selling.
Study Question:
(1) What is a selling
(2) What are the techniques to effective persuasion
(3) Describe how communication enhance selling
(4) What are the barrier to effective selling
(5) What are the keys to selling
(6) Explain the relationship between selling and persuasion
Week 15: Revision/General Discussion
Reading List:
Communication studies and introductory reader. Edward Arnold, London.
Peter Little (1980) Communication in business. Longman Group Limited, London.
Aprix R.D. (1982 Communication for productivity Harper and Row Publisher, New York.
Matthukutty M.D. (2006) Business Communication Strategies New Delhi, Tata McGraw
Hill Publishing Company Limited.
Bergin F.J. (1978) Practical Communication. London: Pitman Publishing Limited.
Desmond D. Evans (1994) People and Communication, Pitman Publishing, London.
Bergin F.J. (1976) Practical Communication, Pitman House Parker Street Kingsway,
London WC2B 5PB.
Desmond D. Evans (1984) People and Communication, London Pitman Publishing.
Devito J.A. (1989) The Interpersonal Communication Book. New York: Harper and Row
Saad A.O.; Akanbi R.K and Akewusola L. (2002) Practical Business Communication.
Ilorin: Olad Publishers
Little P. (1996) Communication in Business. London: Longman
Micheal J. Glauser (1984) Upward Information flows in organization. “Review and
inceptions analysis” Human relation 37 No. 613 – 643.
Listening and responding to employee’s concern “Harvard Business review Jan-Feb-
1980, pg. 101 – 114.
Sandra, L. (ed) (2000) The Communication Handbook. Cape town, Juta & Co., Limited.
Leyton, D.C. (1968) The Art of Communication. London: Pitman Ltd.

7. Akewusola, L. (2006) Effective leadership as a sine qua non for Organizational
Efficiency. Ilorin Journal of Administration, Kwara State Polytechnic.
M.F and Van de Marwu N.M. (1991) A guide to effective spoken and written
communication. Cape Town: Anow Publishers
Charles Redding (1984) The Corporate Management guide to better communication.
Glenuiew 111, SCOH Foressman, page 74 – 75.
Chruden J.A.W. Sharman (1978) Reading in personnel management. Cincinate Oluo:
South West Publishing Ltd.
Folaranmi O.M. (1996) Management Skills (a theoretical approach) Fortune Consults.
Larry J. Rosenberg (1977) Marketing. New Jersey Prentice Hall Inc.
Levit Thodore (1964) Marketing Myopia in modern marketing strategy. Harvard
University Press

8. ELEMENTS OF MANAGEMENT
Course Code: Bus 321
Course Title: Elements of Management
No of Credits: 3 Credits
Course Duration: Three hours per week for 15 weeks (45hrs)
Lecturer’s Name: Oladipo Ganiyu Taiwo
Qualification: B.Sc., MBA, M.Sc., PGDCS. Unilorin PGDE NIM. CIMA
E-Mail Address: oladipo.gt@unilorin.edu.ng & ganiyu - taiwo@yahoo.co.uk
Office Location: Room 12 Department of Business Administration, Faculty of
Business and Social Sciences, University of Ilorin, Ilorin.
Consultation Hrs: Monday 2 -4 & Thursday 12 - 2
Course Content:
A study of the basic concepts in management: management principles, the functions of
the manager; planning: nature and purpose. Organization nature and purpose. Span of
management, Departmentation, line and staff authority, service departments, staff and
directing: selection of management development nature of directing, motivation,
leadership controlling: the control process control technique, recent developments in
the control process. The Nigeria environment, management problems in Nigeria,
challenges of indigenization, transferability of management systems.
Course Justification:
The course elements of management is to introduce to the students, the core concepts
of management principles and concepts in broad terms and to bring to the students
the dynamics of management as it applies to the Nigerian system since Nigeria has
undergo so many changes in its political, social, and economic system. Effective
management is therefore the pillar for economic development.
Course Objectives:
The main aim of this course is to introduce to the students the basic concept of
management and management principles as it relates to the Nigerian system i.e.
management problems in Nigeria the challenges of indigenization and the
transferability of management systems at the end of this course student should be able
to:
 Explain the basic concept in management
 State the functions of a manager
 Explain departmentation
 Explain the nature of directing
 Define control and control process
 State the challenges of indigenization
 State the management problems in Nigeria

9. Course Requirement:
Bus 321 – is compulsory for all students
Therefore every student is expected to participate actively in class, in group
discussion and study group activities as such attendance at lecture is compulsory at
least 75% attendance record is mandating for student to qualify to sit for the end
of semester examination.
Method of Grading
S/No Types Scores (%)
1 Group/ individual
Assignments
10%
2 Continuous Assessment
(test)
20%
3 Comprehensive final exam 70%
4 Total Score 100%
Course Delivery Strategy:
Traditional face to face teaching, group discussion/presentation and web interaction
will be adopted for the course. Web interaction will be utilized as part of course
delivery methods.
Course Outline:
Week 1 - Basic Concept in Management
Week 2 - Management Principles
Week 3 - Functions of the Manager
Week 4 - Planning, Nature and Purpose
Week 5 - Organization: Nature and purpose, Span of Management
Week 6 - Departmentation, Line and Staff Authority
Week 7 - Service Department
Week 8 - Staff and directing: Selection of management development
Week 9 - Controlling: The control process and techniques.
Week 10 - The Nigeria Environment, Management problem in Nigeria
Week 11 - Management Development
Week 12 - Nature of directing, Motivation, Leadership
Week 13 - Challenges of Indigenization
Week 14 - Transferability of Management
Week 15 - Revision/General Class Discussion
Week 1
Description:
The first lecture will set the tone for the semester work by an introduction to the world
of management by defining management in a broad term, discuss management as a
science, and art and the relativity of administration and management.
Study Question:
(3) Explain management as a science
(4) Explain management as an art
(5) Define management in a broad term
(6) Explain the relationship between administration and management.
Week 2:
Description:

10. This teaching will deal with principles, theories and concepts of management. The
universality of management, management pyramid reasons for delay in the
development of management thoughts, industrial revolution modern approach to
management.
Study Question:
(1) Explain the theories of management
(2) Explain the universality of management
(3) What are the delay in the development of management thoughts.
(4) State and explain the modern approach to management.
Week 3:
Description:
This lectures will centre on functions of the manager and the general principles of
management and the qualities of a manager and the effects of the scientific
management movements. The human relation school and the administration school of
taught.
Study Question:
(1) What are the general principles of management
(2) What are the qualities of a manager
(3) Explain the human relation school
(4) Explain the administrative school
Week 4:
Description:
This lecture centres on planning. Since nearly everyone plans and it essence which is
to prepare for and to predict future events the lectures will also deal with the nature of
planning, types of planning and it classification by breadth and scope, function, term,
time and business.
Characteristics of a good plan would be treated with advantages and disadvantages of
planning and why people fail in planning and the difficulties in planning. Also the
purposes of planning and planning processes the approaches to planning and the tools
used in planning and the principles of planning would be taught.
Study Question:
(1) Why do people fail in planning
(2) What is planning
(3) What are the principles of planning
(4) Mention the types of planning and characteristics of a good plan
(5) Why do we plan
(6) What are the planning processes
Week 5
Description:
This week lecture will focuses its attention and discussions on organization, nature and
purpose, organizational structure and the span of management.
Study Question:
(1) What is an organisation
(2) Diagratimatically represent an organization structure of the University of Ilorin..
(3) Discuss span of management

11. (4) Mention and explain the types of span of management
Week 6
Description:
This week lecture will focuses its discussion on departmentation and express the line
and staff authority in an organization and also discuss – serviced department in broad
term with references to various organizational setting.
Study Question:
(1) What is departmentation
(2) Highlight and explain types of departmentation
(3) Explain to distinquish line and staff authority.
(4) What are the advantages of line and staff authorities
(5) What is service department
(6) Discuss the relevant of service department to other department on the
organisation
Week 7
Description:
The lecture deals with service department, the essence and importance of service
department and the place of service department in the organization structure and the
evaluation of service department.
Study Question:
(1) What is service department
(2) What are the importance of service department
(3) What is the place of service department in the organization structure.
Week 8
Description:
This week the lectures will focuses it’s discussion on the term staff and directing and as
well discuss on the selection of management development in broad term.
Study Question:
(1) Explain your understanding on the term staff and directing
(2) What is directing in management contest
(3) Identify benefit derived in effective directing
(4) Explain management development
Week 9
Description:
This week the lecture centres on control definition of control in a broad term and what
are the prerequisites of control system, the elements of control. The characteristics of
effective control systems, types of control methods, control processes the key
consideration in establishing a control system, problems in establishing effective
control system reasons for negative reaction to control, how to overcome negative
reaction to control and the advantages of control would be fully taught.
Study Question:
(1) What is control

12. (2) What are the characteristics of effective control system
(3) Mention and explain the control processes
(4) What are the advantages of control
(5) Why negative reaction to control. How do you overcome negative reaction to
control.
Week 10
This lecture focuses on management in the Nigeria context as a developing country
and the managerial problems facing Nigeria.
Study Question:
(1) Explain management in the Nigerian context
(2) Mention the managerial problems facing Nigeria and explain each.
Week 11
Description:
The lecture deals with management development, the purpose of management
development factors to be considered in management development processes and
techniques used in managerial development and the problems associated with
management development in Nigeria and the principles for effective managerial
development programs.
Study Question:
(1) What is management development
(2) What are the purpose of management development
(3) What are the techniques used in management development
(4) What are the problems associated with management development in Nigeria.
Week 12
Description:
This week lectures will focuses its attention and discussion on the nature of directing,
motivation and leadership style in an organization in broad term, motivation processes,
theories and philosophies of human nature shall be describe in the contents.
Study Question
(1) Explain the nature of directing in an organization
(2) State and explain the theories of leadership
(3) Highlight types of leadership
(4) What is Motivation
(5) State the advantages of motivation in an organization
(6) Explain motivation process
(7) What does it take one to be a leader
(8) Who is a Leader
Week 13
Description:
This lecture would be focusing on indigenization, its objectives, reasons for
indigenization, types of indigenization advantages and disadvantages of indigenization

13. policy and the problems to the indigenization decree. The prerequisite for
indigenization.
Study Question:
(1) What are the objectives of indigenization
(2) State the types of indigenization
(3) State the prerequisite for indigenization
(4) What are the advantages of indigenization decree
Week 14
Description:
This week lecture will focuses on the transferability of management system,
universality of management and its application to various management organization,
its advantages and disadvantages.
Study Question:
(1) Discuss your understanding on the term transferability of management.
(2) Examine the meaning of universality of management
(3) What are the advantages derivable from transferability of management.
Week 15
Revisions/General Class Discussion
Reading List:
Brech, E.F.L. The Principles and Practice of Management (Longmans, Green & Co. 2nd
Edition (1963).
E. Flippo (Management behavioural Approach) Boston: Allyn Cn Bacon, 1970 pg 385 –
396.
Gerald H. Graham: Management the individual, the organization the process. Wacl
Smith Publishing Company in bermont Califonia.
William F. Glueck – Management Dryden Press Illinoss.
Ansoff H.I. Ed. Business Policy (London Penguin 1969)
Fieldler F.S. A theory of leadership effectiveness. New York: McGraw Hill 1967
John F. Mee: Matrix organization business horizon 7, No.2 (Summary 1964) page 70 –
72.
Harold Kerzner: Matrix implementation obstacles problem, questions and answers
“David I creland ed. Matrix management systems handbook (New York: Van
Nostrand Reinhold 1984) pp. 307 – 327.
Bufta: Elwood S. Modern production operations management 8th
ed. New York: John
Wiley & Sons 1987
Ansott H.I. Ed. Business Policy (London, Penguin 1969)
Himes G.K. Management leadership styles supervision 42 November 1980, p.9 – 11.
Keith Dauis Communication within management. Re-sonel Vol.3, November 1954,
pp.212 – 217.
W. Bennis Leadership. A Beleaquere speces? Organizational dynamics 5, 1976, p.13 –
14.

14. Hime G.K. Management leadership styles supervision 42, Nov 1980-9-11.
Nukchukwu C.C. Management theory and practice (4th
edition) 1989 Prentice Hall, New
Delhi
James A.F. Stoner and R. Edward freeman management (4th
edition) 1989 Prentice
Hall, New Delhi
Judith 12. Gordon et. al. Management and organizational behavior. Allyn and Bacon
USA.
U.A. Graicunas et. al. Relationship of organizations in papers on the science of
administration ed. L. Gulic and Ururick (New York Columbia University Press)
1947.
Ernest Dale – Management – Theory and Practice. New York: McGraw Hill Book
Company.
Brech E.F.L. The principles and practice of management. London: Longman Green &
Co. (2nd
ed.) 1963.
Nwachukwu C.C. Management theory and practice (4th
edition). Africana FEP Publisher
Limited Nigeria 1988.
Gerald Graham – Management the individual, the organization, the process wadswarh
Publishing Company in Belmont California.
Robbet Trentha and Gernew Pat: Management functions and behavior Dalias Texas
Business Publication Inc. 1976.
Judith R. Gedon “Management and Organizational behavior” Allyn and Bacon

15. ELEMENTS OF MARKETING I (2 Credits – Compulsory)
Course Code: Bus 203
Course Title: Element of Marketing I
Number of Credit: 2 Credit
Course Duration: 2 hours per week for 15 weeks (30hrs)
Lecturer’s Name: OLADIPO, Ganiyu Taiwo
Qualification: B.Sc, M.BA, M.Sc, P.G.D.C.S, Unilorin PGDE NIM,CIMA
Email Address: oladipo.gt@unilorin.edu.ng & ganiyu- taiwo@yahoo.co.uk
Office Location: Room 12 Department of Business Administration
Faculty of Business and Social Sciences, University
of Ilorin, Ilorin.
Consultation hrs: Monday 2 – 4pm & Thursday 12 – 2pm
Course Content:
A study on Element of Marketing with particular reference to Marketing definition and concepts.
The Marketing System, Marketing Analysis, the Marketing Environment, Market Segmentation, the
Marketing Mix, The Products, Concepts, Product Life Cycle (30hrs) T.
Course Outline:
Week 1 Marketing Definition and Concepts
Week 2 Marketing System
Week 3 Marketing Analysis
Week 4 Marketing Planning
Week 5 Marketing Research
Week 6 Marketing Decision
Week 7 Marketing Environment
Week 8 Marketing Segmentation
Week 9 Marketing Mix
Week 10 The Product Concept
Week 11 The Price Concept
Week 12 Place/Distribution Concept
Week 13 Promotion Concept
Week 14 Product Life Cycle
Week 15 Revision/General Class Discussion
Course Justification:
Every organization, be it profit making or non-profit entity, need to think about its markets and
how effectively it meets the customers or clients’ needs for instance, the banking industry in
nigeria has been experiencing a dramatic increase in the hiring of marketing talents and the size of
marketing budgets. What has caused this greater interest in marketing and what does it mean for

16. a bank to be market-driver?. Organization that do not satisfy their customers, sooner or later
disapear – and usually its sooner rather than later conversely, organization that find new and
better ways to meet needs, prosper and grow. This study Element of Marketing will introduce
student to the basic concept of marketing and its application to all business endeavour to achieve
aim and objective in marketing and business career.
Course Objectives:
The main aim of the course is to introduce student to the basic concept of marketing and for them
to understand and appreciate the importance of marketing in all business activities and its
application to all discipline of the society at the end of this course, students will be able to:
 Explain and define Marketing in broad term.
 Understand the Marketing Concepts and explain the concept i.e. need, want,
Demand, products and exchange.
 Identify and understand the approaches to the study of market.
 Understand the analysis of marketing management and marketing management task.
 Understand the Marketing Management Philosophy and examine the production
concept, product concept, sales concept, marketing concept, societal concept.
 The study will enhance student the knowledge of entire monetary system and the
structure of National Marketing System.
 The student will be able to examine the environment in which Marketing exist.
 The study will introduce student to understand all about market and market
segmentation and its application.
 Understand the Marketing Strategy, identify internal controllable variables and
external uncontrollable variables, its application in Marketing activities.
 Finally understand the product life cycle and its application in marketing activities.
Course Requirement:
Bus 203 is compulsory for all students in the business adminstration department. Therefore, every
student is required to participate actively in class, in group discussions and study group activities.
As such attendance of lectures is compulsory. At least 75% attendance record is mandatory for a
student to qualify to sit for the end of semester examination.
Method of Grading:
No Types Scorce (%)
1 Group, Individual Assignment/Discussion 10
2 Continuous Assessment (Test) 20
3 Comprehensive Final Examination 70
4 Total Score 100
Course Delivery Strategies:
Traditional face to face teaching, group discussion/presentation of group assignement.

18. Lecture Content:
Week 1 Marketing Definition and Concept
Description:
The first lecturer will set the tone for the entire semester’s work by understand the basic
introduction to the Meaning of Marketing in broad term.
Study Questions:
1. Define the Marketing
2. Explain the Importance of Marketing
3. Identify the Marketing Concept
4. Explain the relationship of Marketing Concept to the society
5. identify how Marketing is applicable to other discipline or profession.
Week 2 Marketing System
Description:
This week lecture will focuses on the Marketing system and the time involved in marketing
management. The relevance of Marketing Management and its application to various
discipline or profession.
Study Question:
(1) Explain your understanding on the term Marketing System.
(2) Identify the task involve in the Marketing Management.
(3) Discuss the relevance of Marketing Management to the society
(4) Explain the relationship of Marketing Management to other discipline in
the society.
Week 3 Marketing Analysis
Description:
This week lecture will focuses on the Marketing Analysis describe the Structure of Marketing
and Approaches to the study of marketing.
Study Question:
(1) Explain the Meaning of Marketing Analysis.
(2) Structural representation of National Marketing System.
(3) Identify and explain various approaches to Marketing.

19. Week 4 Marketing Planning
Description:
This week lecture will centre on marketing planning development and marketing strategy’s
influence on its environment, marketing plan, marketing ethics and social responsibility.
Study Question:
(1) Explain the Marketing Strategy influence on its environment.
(2) Discuss Marketing Plan.
Week 5 Marketing Research
Description:
This week lecture will centre on the marketing research, marketing research process, market
potential and sales forecasting relationship between market potential industrial sales and
company. Technique of market measurement, management’s use of market research.
Study Question:
(1) What is marketing research.
(2) What are the technique for market research.
(3) Explain the advantages and disadvantages of marketing research
Week 6 Marketing Decision
Description:
This week lecture will centre on marketing decision areas and explain the basis for
marketing decision, discuss various decision method
Study Question:
(1) Explain Marketing decision.
(2) Describe the basis for marketing decision for pricing.
(3) Identify various decision method in marketing.
Week 7 Marketing Environment
Description:
This week lecture will focuses on the Environment in which marketing exist and explain the
internal marketing and external marketing environment, discussed the distinction between
the internal controllable and external uncontrollable in the marketing environment.

20. Study Question:
(1) Explain Marketing Environment.
(2) Identify and explain the Controllable factor of the Internal Marketing
environment.
(3) Identify and explain the uncontrollable factor of the external marketing
environment.
(4) Diagrammatically explain the relationship of the marketing environment.
Week 8 Market Segmentation
Description:
This week lecture will focuses on the market discussion, how market is being segmented to
suit consumer’s need and the basis for market segmentation and condition for
segmentation. Various approaches to market segmentation will be discuss as well.
Study Question:
(1) Explain the term Market.
(2) Discuss your Understanding of Market Segmentation.
(3) Describe the basis for Market Segmentation.
(4) State and explain the Conditions for Segmentation.
(5) Distinguish the various approaches to Market Segmentation.
Week 9 Marketing Mix 4 p’s
Description:
This week lecture will focuses on the indepth discussion of Marketing Mix, the importance of
the Marketing Mix, the relationship of the Marketing Mix, the Application of Marketing Mix to
marketing activities in achieving the marketing objectives.
Study Question:
(1) What is Marketing Mix.
(2) Explain the Importance of Marketing Mix.
(3) Describe the relationship that exist among the Marketing Mix.
(4) Explain the Application of Marketing Mix to all marketing activities.

21. Week 10 The Product Concept
Description:
This week lecture will discuss the concept of product in broad term , reasons for developing
product, new product development, product development process and product
classification.
Study Question:
(1) Explain the concept of a product.
(2) What is a Product
(3) Identify the reasons for developing product.
(4) Highlight the classifications of Product
(5) Describe product development processes.
Week 11 The Price Concepts
Description:
This week lecture will focus on price concepts and programme by explaining what is price
and pricing, setting the price and methods in price setting.
Study Question:
(1) What is pricing.
(2) What is a Price
(3) What are the methods of techniques of pricing
Week 12 Place/Distribution Concept
Description:
This week lecture would centre on place/distribution of products, channels of distribution of
product and movement of product from the production to the final customer.
Study Question:
(1) What is a Place.
(2) Identify the channels of product distribution.
(3) Describe movement of product from production to the final consumer.

22. Week 13 The promotion Concepts
Description:
This week lecture will focuses on the promotion concept in marketing and its objectives in a
broad terms and will describe and demonstrate the means of promotion in achieving
marketing objectives.
Study Question:
(1) Define promotion in a broad term.
(2) What are the basis for promotion.
(3) Identify and discuss briefly the promotional mix.
(4) State and explain briefly the major objective of promotion in marketing
activities.
Week 14 Product Life Cycle
Description:
This week lecture will focuses on the detail discussion in the life cycle of a product, describe
the stages in the life of product, discuss the development, introduction, growth, maturity
and declining stages of the product.
Study Question:
(1) What is a product life cycle.
(2) Identify and describe stages in life of product.
(3) Examine the importance of stages of life of a product.
Week 15 Revision and General Discussion
Reading List:
Kotler P. and Gary Armstrong (2006) Principle of Marketing Element Edition.
Pride and Ferrell (2002) Marketing Concepts and Strategies Tenth Edition.
Richard, D. Crisp (Marketing Research 1957) McGraw Hill book, New York.
Thomas J.M. and Waite N.E. The Marketing Digest (1988) Heinman.
Baker M.J. (1983) Market Development Harmond with Pequine book.
Exter T. (1986) looking for brand loyalty. American Demographics April
1986, p.33.
S.S.A UMAISHA (2001) Understanding Marketing. University of Jos press Ltd. Jos

23. J.A. Bamiduro (2000) Essential of Marketing Management. Tim-Sal Pub. Co. Coker Village,
Lagos
Sheith Jagadish & Dennis Garet Marketing Management of Comprehensive Reader (1986)
South Western Publishing Company, Ohio, USA.
Philip Kotler
Gary Armstrong