...Channel Management in Unorganized and Modern Trade” Company: Amul Products | | | In-depth analysis of the channel management practices carried out by Amul in traditional channel and modern trade at Bhubaneshwar. | | Presented By: | Group- 3, Section- CAyesha Hota UM14135Neyati Bhanot UM14150Priya Soni UM14154Saurabh Wadhwa UM14163Shruti UM14165Sourabh Tantia UM14170 | | MARKETING MANAGEMENT - II END TERM PROJECT BATCH OF 2014-2016 MBA (BM) - 1 MARKETING MANAGEMENT - II END TERM PROJECT BATCH OF 2014-2016 MBA (BM) - 1 Table of Contents ACKNOWLEDGEMENTS 3 I. INTRODUCTION 4 OBJECTIVES OF THE STUDY 4 a. PRIMARY OBJECTIVE 4 b. SECONDARY OBJECTIVES 4 c. COMPANY 4 d. RESEARCH METHODOLOGY 4 e. LIMITATIONS OF THE STUDY 4 II. PROFILE OF THE ORGANIZATION 5 A. AMUL– AN OVERVIEW 5 a. Company History 5 b. Location 5 c. Product Portfolio 5 d. Global Markets 5 e. Awards 5 B. GCMMF-PRODUCT PORTFOLIO 6 C. AMUL- PRODUCTS IN BHUBANESHWAR 7 D. The AMUL Model 8 III. DISTRIBUTION MODEL OF AMUL 10 IV. FIELD STUDY FOR CHANNEL MANAGEMENT 12 A. STUDY AT RETAILER LEVEL: UNORGANIZED RETAIL 12 B. STUDY AT RETAILER LEVEL: ORGANIZED RETAILER 13 C. STUDY AT RETAILER LEVEL: ORGANIZED RETAILER 14 D. STUDY AT RETAILER LEVEL: RETAIL CHAIN STORE 15 E. STUDY AT DISTRIBUTOR LEVEL 16 V. ANALYSIS 20 VI. CONCLUSIONS DRAWN FROM THE FIELD STUDY...
Words: 3560 - Pages: 15
...Kong University of Science & Technology, Kowloon Abstract Based on the theory of reasoned action, this study is focused on an individual’s behavior of knowledge sharing with respect to information system/ information technology (IS/IT) by investigating their attitude towards knowledge sharing. Three variables, namely extrinsic motivation, absorptive capacity and channel richness, were examined as influential factors affecting people’s attitude towards knowledge sharing. A structural survey was conducted to test the relationships between attitude and the three variables. The results show that extrinsic motivation imposed no impact on an individual’s attitude towards knowledge sharing while the other two factors played a significant part. The results are consistent with the psychological theories and we showed the applicability of the theories in the case of knowledge sharing. Keywords : Knowledge sharing, attitude, extrinsic motivation, absorptive capacity, channel richness, knowledge management. Objectives of the study : Focused on an individual’s behavior of knowledge sharing with respect to information systems/ information technology (IS/IT) by investigating their attitude towards knowledge sharing. Variables • extrinsic motivation December 2006 2 Lenny Martini - 29006014 Attitude Towards Knowledge Sharing Behavior : A Critical Review • • • absorptive capacity channel richness attitude...
Words: 3831 - Pages: 16
...International Journal of Marketing Studies www.ccsenet.org/ijms On Komatsu’s Strategy of Distribution Channels in China ——Take Komatsu Excavators as an Example Sufang Zhang School of Economics and Management, Northern China Electric Power University #2 Beinong Road Deshengmenwai, Beijing 100022, China E-mail: zsf69826313@sina.com.cn Chenwei Fu School of Economics and Management, Northern China Electric Power University #2 Beinong Road Deshengmenwai, Beijing 100022, China E-mail: chin_hans@yahoo.com.cn Abstract Selection and management of distribution channels are not only part of management functions and daily operation of multinational corporations (MNCs), but also important compositions of core capability and competitive advantages. This paper first analyzes Komatsu, a well-known Japanese company’s strategy of distribution channel of excavators in China from the perspective of distribution channel intensity, then it discusses market function positioning of Komatsu’s distributors and Komatsu’s control of its distribution channels. Thirdly the paper summarizes characteristics of Komatsu’s distribution channels and conduct theoretical thinking on the strategy of distribution channels of MNCs. Finally it suggests that Chinese enterprises learn from the successful experience of Komatsu. Keywords: MNCs, Komatsu, Excavators, Distribution Channel 1. Introduction Nowadays, the competition of MNCs in the global market focuses on two areas: one is the field of product research and development;...
Words: 2489 - Pages: 10
...Case Study British American Tobacco Bangladesh Ltd Order collection system through Mobile Mobilizing its Supply Chain Management The End Customer The business was formed in 1902 British American Tobacco was established to trade outside both the UK and the USA, and grew from its roots in dozens of countries across Africa, Asia, Latin America and continental Europe British American Tobacco Bangladesh is one of the largest multinational companies in the country and has been operating for over 100 years. Bat has over 1,000 employees and we take pride in being one of the preferred employers in Bangladesh. Responsibility - to their shareholders, employees, business partners, customers and any other stakeholders - is at the core of their business and that is why they believe “success and responsibility go together”. Bat Bangladesh is the part of the British American Tobacco Group, the world's most international tobacco group with brands sold in more than 180 markets. The Business Challenge Being the largest tobacco manufacturer of the country, the company has to maintain nationwide distribution channel with a large number of its own sales forces and distributors. The scenario from the initial stage of receiving nationwide sales information and stock status on daily basis was done completely on manual process through phone calls and faxes apart from sending data through postal services, which were also eventually not that easy from all locations for unavailability of PSTN...
Words: 1086 - Pages: 5
...requires skills and combined knowledge of engineering as well as management. Hence I believe that technology in combination with management is what it takes for a vision to excel. I believe engineering management will define a way to my dreams and goal of a career of being an entrepreneur in the field of technology back in my country where the use of technology for betterment is not at its maximum. Surrounding of a child plays a very important role in carving the interest of a child. In my early school days I used to listen to audio cassettes played in a stereo tape recorder. Having understood the difference between Mono & Stereo recording, I tried my hands on converting two cassettes of Stereo recordings into one cassette of Mono recording by using LEFT & RIGHT channels as a separate channel. Various such experiments in my childhood inclined me towards technical things. Consistent good scores in science and mathematics along with the curious and analytical aptitude, I chose science as my higher school studies. The reason for opting electronics and telecommunication as undergraduate studies is its vast interdisciplinary course outline. It gave me exposure to different subjects like digital signal processing, integrated circuit application, computer networks, digital communication, system programming and operating systems. During my undergraduate studies I got opportunity to perform various lab practices in the field of electronics and communication. This was the place where...
Words: 835 - Pages: 4
...information and communication technology contribute greatly to the success of business organization in Nigeria. It has been deduced from the research that individual peculiar culture does not affect information system in functioning effectively. Finally, in other to make an organization to perform effectively and function well, management should allow flow of information and communication technology system in an organization. TABLE OF CONTENTS Title page ---- ---- ---- ---- ---- ---- ---- ---- i Approval page---- ---- ---- ---- ---- ---- ---- ii Dedication ---- ---- ---- ---- ---- ---- ---- ---- iii Acknowledgement ---- ---- ---- ---- ---- ---- iv-v Table of contents ---- ---- ---- ---- ---- ---- vi-viii Abstract ---- ---- ---- ---- ---- ---- ---- ---- ix-xi CHAPTER ONE 1.0 Introduction---- ---- ---- ---- ---- ---- ---- 1.1 Background of the study---- ---- ---- ---- 1.2 Statement of problem---- ---- ---- ---- ---- 1.3 Objective/ Purpose of the Study---- ---- ---- 1.4 Research Question ---- ---- ---- ---- ---- 1.5 Research Hypothesis 1.6 Significance of the study- 1.7 Scope of the study...
Words: 1705 - Pages: 7
...TOTAL QUALITY MANAGEMENT PRACTICE IN SMALL AUDIT FIRMS IN NIGERIA CHAPTER ONE INTRODUCTION 1.1 Background of the study Total quality management (TQM) practices in small audit firms have had accounting antecedence. The concept can be traced back to early 1920 production control idea notably, the concept developed in the late 1940’s and 1950’s, pioneered by American Feigenbaum, Deming and Juran. The concept total quality management (QTM) has many definitions. The gurus of total quality management discipline like Deming, Juran, Crosby, Ishikawa and Feigenbaum defined the concept in different ways, but still the essence and spirit remained the same. According to Deming, quality is a continuous improvement process towards predictable degree of uniformity and dependability. He identified fourteen principles of quality management to improve productivity and performance of an organization. Juran defined quality as “fitness for use”. According to him, every person in an organization must be involved in the effort to make products or services that are fit for use. Crosbly defines quality as conformance to requirement. His focus was on zero defects and doing it right the first time. Ishikawa also emphasized importance of total quality control to improve organizational performance. According to him, quality does not only mean the quality of products but also of after sale services, quality of managing the company itself and the human life. Feigenbaum defined total quality management...
Words: 8701 - Pages: 35
...Advancement Employee Communications: A Study of the Various Stages of Employee Communication Doris Chaney Liberty University BSUI 550 Dr. Jeff Boyce May 9, 2012 Abstract This paper explores several stages of employee communication technology accomplishment and how internal communication strategies developed with each technology. It aims to provide a degree of clarity on the concept by identifying stages in its evolution role of internal corporate communication in enhancing employee engagement. This paper will also make a contribution to corporate communication theory by considering the advancement of employee and the role of communication in enhancing employee communication. We will glance at the progression of communication technologies through the history, contemporary along with innovation. I recent years, advances in information technologies have provided employees with the freedom to work from any place. The communication technologies that businesses use to deliver information to employees have evolved over the decades from the mid-1800s telegraph to the current business use of an internet; as the tools evolved so did communication strategies from hierarchical forms to community building and employee engagement. There have been some technological progresses that have open new leads for corporations to communicate to their employees; these strategies on how...
Words: 4034 - Pages: 17
...at www.emeraldinsight.com/1750-5933.htm An efficiency comparison of direct and indirect channels in Taiwan insurance marketing Chiang Ku Fan and Shu Wen Cheng Graduate Institute of Finance and Insurance, Shih Chien University, Taipei, Taiwan, Republic of China Abstract Purpose – The purpose of this paper is to compare the efficiency of bancassurance, an indirect marketing channel formed through the creation of subsidiaries, with an insurer’s own team, a direct marketing channel, in the Taiwan insurance sector. Design/methodology/approach – This paper uses the Charnes, Cooper, and Rhodes (CCR) model to measure the decision-making units’ (DMU) operating efficiency. Findings – The three major findings are: the efficiency score of a direct marketing channel is significantly higher than that of a comparable indirect marketing channel. The efficiency relationship between the indirect marketing channel and the direct marketing channel is independent. A marketing efficiency evaluation, when divided into different marketing channels for evaluation, provides meaningful results for marketing decision-makers. Originality/value – By comparing the efficiency between two different insurance marketing channels, managers in life insurance companies can make a more informed choice. Keywords Direct marketing, Marketing, Insurance, Taiwan Paper type Research paper Comparison of direct and indirect channels 343 Introduction Bancassurance, a method of distributing insurance products, has become...
Words: 7496 - Pages: 30
...CASE STUDY Materials Management (MM) Case Study This case study explains an integrated materials management process in detail and thus fosters a thorough understanding of each process step and underlying SAP functionality. Product SAP ERP G.B.I. Release 6.04 MOTIVATION The data entry requirements in the materials management exercises (MM 1 through MM 5) were minimized because much of the data was stored in the SAP system. This stored data, known as master data, simplifies the processing of business transactions. In the procurement process, we used master data for vendors, materials (products we purchased) to simplify the procurement process. In this case study, we will create the master data for a new vendor and a new trading good. PREREQUISITES Before you use this case study, you should be familiar with navigation in the SAP system. In order to successfully work through this case study, it is not necessary to have finished the MM exercises (MM 1 through MM 5). However, it is recommended. Level Undergraduate Graduate Beginner Focus Materials Management NOTES This case study uses the Global Bike Inc. (G.B.I.) data set, which has exclusively been created for SAP UA global curricula. Authors Bret Wagner Stefan Weidner Version 2.01 © SAP AG CASE STUDY Process Overview Learning Objective Understand and perform a purchasing process cycle Time 140 min Scenario In order to process a complete purchasing process you will take on...
Words: 6912 - Pages: 28
...A "strategic extension campaign" (SEC) methodology developed by FAO has been introduced in Africa, the Near East, Asia and Latin America. This methodology emphasizes the importance of people's participation (i.e., intended beneficiaries such as fields extension workers and small farmers) in strategic planning, systematic management, and field implementation of agricultural extension and training programmes (see Fig. 2-4). Its extension strategies and messages are specifically developed and tailored based on the results of a participatory problem identification process on the causes or reasons of farmers' non-adoption, or inappropriate practices, of a given recommended agricultural technology or innovation. The SEC technology transfer and application approach is needs-based, demand-driven, and has a problem-solving orientation. The Strategic Extension Campaign (SEC) is not an alternative to the conventional extension programme or activity. SEC is, and should be, an integral part of the programmes of an agricultural extension service. The effectiveness and efficiency of such a service could be increased due to SEC's emphasis on its problem-solving orientation, participatory planning approach, intensive extension personnel training, multi-media materials development, and extension manage meet, monitoring and evaluation procedures. Its activities should be carried out by extension personnel and to support the Ministry of Agriculture's policies, strategies and priority programmes....
Words: 2762 - Pages: 12
...CASE STUDY Materials Management (MM) Case Study This case study explains an integrated materials management process in detail and thus fosters a thorough understanding of each process step and underlying SAP functionality. Product SAP ERP G.B.I. Release 6.04 MOTIVATION The data entry requirements in the materials management exercises (MM 1 through MM 5) were minimized because much of the data was stored in the SAP system. This stored data, known as master data, simplifies the processing of business transactions. In the procurement process, we used master data for vendors, materials (products we purchased) to simplify the procurement process. In this case study, we will create the master data for a new vendor and a new trading good. PREREQUISITES Before you use this case study, you should be familiar with navigation in the SAP system. In order to successfully work through this case study, it is not necessary to have finished the MM exercises (MM 1 through MM 5). However, it is recommended. Level Undergraduate Graduate Beginner Focus Materials Management NOTES This case study uses the Global Bike Inc. (G.B.I.) data set, which has exclusively been created for SAP UA global curricula. Authors Bret Wagner Stefan Weidner Version 2.01 © SAP AG CASE STUDY Process Overview Learning Objective Understand and perform a purchasing process cycle Time 140 min Scenario In order to process a complete purchasing process you will take on...
Words: 6912 - Pages: 28
...Case Study #2 Overview of the business problem Before Implementing Microsoft Dynamics customer relationship management system, STIHL Inc. had contact management software in place to give its field sales force a way to record sales call appointments, and record notes from dealer interactions. The current software package was not solving its purpose as it had many issues in its operational and analytical component. Joe Quartararo ecommerce & branch distribution manager describes that they quickly outgrew the previous software package, which never worked all that well for them in the first place. Territory managers were finding other representatives data in their own database. This caused confusion and frustration among managers. Many times previously entered information into the database was not available when they went back to look for it. There were no improvements when STIHL upgraded to the more advanced version. So as a consequence many managers stopped using it all together. This resulted in complete ignorance of a CRM system. The reason the system became obsolete is because it’s analytical component which is focused on the intelligence mining of customer related data and capturing, storing, extracting, processing, mining and analyzing customer related data, was not very functional as STIHL found it difficult to connect the contact management software with a sales force analysis application that the company had developed to deliver sales data to the field. Territory managers...
Words: 1394 - Pages: 6
...Introduction: Communication is one of the most frequently discussed dynamic in the entire field of organizational behavior, but it is seldom clearly understood. In practice, effective communication is a basic prerequisite for the attainment of the organizational goals, but it has remained one of the biggest problems facing modern management. Communication is an extremely brad topic and of course is not restricted to the organizational behavior field. Some estimate of the extent of its use go up to about three-fourths of an active human being’s life, and even higher proportions of a typical manager’s time. It is natural that many of our managers fail to communicate effectively with their employees. If history and statistics of the problems and conflicts of our industries are analyzed, it will possibly be seen that about 50% of the same are caused due to communication failures. Communication gaps produces frustration, grievances, agitation, non-cooperation, strike, poor employee performance, increased wastage, higher cost of production, drop in quality, loss in business, gherao etc. etc. Title of the Assignment: “-------------------------------------------------------------------------------------------------------------”. Purpose of the Project: The purpose of the project is to fulfill partial requirement of the Course of Organization Behavior of University of New Castle MBA program. Objective of the Project: The main objectives of the proposal is to help to prepare...
Words: 5609 - Pages: 23
...FLUID DYNAMICS In physics, fluid dynamics is a subdiscipline of fluid mechanics that deals with fluid flow—the natural science of fluids (liquids and gases) in motion. Fluid dynamics is "the branch of applied science that is concerned with the movement of liquids and gases," according to the American Heritage Dictionary. Fluid dynamics is one of two branches of fluid mechanics, which is the study of fluids and how forces affect them. (The other branch is fluid statics, which deals with fluids at rest.) Scientists across several fields study fluid dynamics. Fluid dynamics provides methods for studying the evolution of stars, ocean currents, weather patterns, plate tectonics and even blood circulation. Some important technological applications of fluid dynamics include rocket engines, wind turbines, oil pipelines and air conditioning systems. FLOW The movement of liquids and gases is generally referred to as "flow," a concept that describes how fluids behave and how they interact with their surrounding environment — for example, water moving through a channel or pipe, or over a surface. Flow can be either steady or unsteady. In his lecture notes, "Lectures in Elementary Fluid Dynamics" (University of Kentucky, 2009) J. M. McDonough, a professor of engineering at the University of Kentucky, writes, "If all properties of a flow are independent of time, then the flow is steady; otherwise, it is unsteady." That is, steady flows do not change over time. An example of...
Words: 1253 - Pages: 6
