2. Module
details
Content Hours
1 Introduction to Retailing: Meaning and Characteristics, social and
economic significance, opportunities, management decision process
Retailing in India- present and future, un-organized retail sector in India
present and future challenges.
Types of Retailers: Food Retailers, General Merchandise Retailers, Non-
store Retailers, Service Retailing, e-tailing modals, Types of Ownership and
Multichannel Retailing.
5
2 Customer buying behavior: Buying process, types of buying decisions,
social factors influencing buying process, market segmentation
Retail market strategy: Definition, target market and retail format, building
sustainable competitive advantage, growth strategies, strategic retail
planning process, financial strategy in retailing management and retail
locations, standard operating procedures in retail format
7
3 Information and supply chain management: Creating strategic advantage,
information flow, logistics, distribution center, collaboration between
retailers & vendors, last mile delivery
Customer relationship management (CRM): CRM process, identifying
target customers, developing CRM programs, technology in retail and
merchandise management
11
4 Contemporary topics: Green retailing, the influence of environmental 05
3. Course Learning Outcomes
Discuss the Indian Retail Environment in Present times
Design the Indian consumer buying behavioral model
towards unorganized, Semi organized and organized
formats
Explain the strategies used by the retailers to gain
competitive advantage
Identity the contemporary practices followed in retail
format
4. Outcome to Activity mapping
Proposed
• Reports
• Course Project
• Case-study
Outcome 1
• Case study
• Field visit
• Term Paper
• Role Play
Outcome 2
• Course Project
• Case-study
• Reports
• Guest Talk
Outcome 3
• Course Project
• Case-study
• Reports
Outcome 4
Pedagogical Activity
Planed
Pedagogical
Activity Planed
Pedagogical
Activity Planed
Pedagogical
Activity Planed
5. Module 1: Introduction to Retailing: Meaning and Characteristics, social and economic
significance, opportunities, management decision process
Retailing in India- present and future, un-organized retail sector in India present and future
challenges.
Types of Retailers: Food Retailers, General Merchandise Retailers, Non- store Retailers, Service
Retailing, e-tailing modals, Types of Ownership and Multichannel Retailing
Expected Learning Outcomes: Discuss the Indian Retail Environment in Present times
Pedagogy Assessment Competency
Report Review and Discussions ( viz.
2021 Retail Industry outlook- Deloitte,
Retail Resurgence In India - Boston
Consulting Group and RAI )
Class Discussions and
Presentations
•Data gathering skills
•Analytical skills
Course Project: ( Students are expected
to form a team and select the retail
format (organized and
unorganized/Semi organized) , study the
characteristics, opportunities, socio-
economic contributions of retail formats
to the nation development)
Project Report •Team work
•Leadership
•Writing skills
Case study : Nirantar Agrasar Retail and
DMART: THE INDIAN WALMART
Case Analysis •Reasoning Skills
•Case analysis skills
6. Module 2: Customer buying behavior: Buying process, types of buying decisions, social factors
influencing buying process, market segmentation
Retail market strategy: Definition, target market and retail format, building sustainable
competitive advantage, growth strategies, strategic retail planning process, financial strategy
in retailing management and retail locations, standard operating procedures in retail format
Expected Learning Outcomes: Design the Indian consumer buying behavioral model towards
unorganized, Semi organized and organized formats
Pedagogy Assessment Competency
•Reports : The new retail reality - KPMG
International, and Indian Retail: - KPMG
India
Shaping Consumer Trends – PwC,
Global Consumer Insights Survey 2020 -
PwC
Class Discussions and
Presentations
•Data gathering skills
•Analytical skills
Course Project: Students are expected
to study the consumer buying behavior
in their chosen retail formats and access
the retail strategies used by the retailers
to gain competitive advantage
Project Report •Team work
•Leadership
•Writing skills
Case study : Nirantar Agrasar Retail and
DMART: THE INDIAN WALMART
Case Analysis •Reasoning Skills
•Case analysis skills
Term Paper: Examine the antecedents Term paper submission •Research paper writing
7. Module 3: Information and supply chain management: Creating strategic advantage,
information flow, logistics, distribution center, collaboration between retailers & vendors, last
mile delivery
Customer relationship management (CRM): CRM process, identifying target customers,
developing CRM programs, technology in retail and merchandise management
Expected Learning Outcomes: Explain the strategies used by the retailers to gain competitive
advantage
Pedagogy Assessment Competency
Report Review and Discussions: Future
of retail operations: Winning in a digital
era - McKinsey
•The wake-up call: Building supply chain
resilience in consumer products and
retail for a post-COVID world by
Capgemini
Class Discussions and
Presentations
•Data gathering skills
•Analytical skills
Course Project: Students are expected
to collect the information from the
primary and secondary sources
pertaining to supply chain and CRM
practices followed in the chosen retail
formats
Project Report •Team work
•Leadership
•Writing skills
8. Module 4: Contemporary topics: Green retailing, the influence of environmental factors on
consumer spending patterns, social and ethical issues in retail management, emerging trends
in retail management
Expected Learning Outcomes: Identity the contemporary practices followed in retail format
Pedagogy Assessment Competency
Report Review and Discussions: Global
Practices In Promoting Environmental
Sustainability A Roadmap for Indian
retail by WWF
•Transforming Kirana Stores To Drive
Economic Growth by Accenture
•Disruptions in Retail through Digital
Transformation by Deloitee
Class Discussions and
Presentations
•Data gathering skills
•Analytical skills
Course Project: Students are expected
to identify the contemporary practices
followed in the chosen retail format and
make a presentation to the class
Project Report and
Presentations
•Team work
•Leadership
•Writing skills
Case study : Case Analysis •Reasoning Skills
•Case analysis skills
9. Pedagogy
Old Practices
• Minor Exams
• Guest Talk
• Class Discussions
• Role Play
• Assignment
• End Semester Exam
New Practices
• Minor
• Course Project
• Case Study and
Presentations
• Term Paper
• Role Play
• Guest Talk
• Reports
10. Assessment
Old
• Minor Exam - 25
• Assignments – 10
• Presentation- 5
• Role Play- 5
• Class Participation- 5
Total CIA- 50
SEE- 50
Total 100
New
• Minor Exam - 12
• Field Visit /Course Project- 40
• Presentations- 10
• Term Papers 30
• Case- study 08
Total 100
