GABORONE UNIVERSITY COLLEGE OF LAW AND PROFESSIONAL STUDIES

B-COM PURCHASING & SUPPLY CHAIN MANAGEMENT

YEAR 2
 LEVEL 2 SEMESTER 1 MODULES
BL 201: BUSINESS LAW
Module outline
The module is an introduction to general principles of law and its interpretation, most
business transactions in the supply chain are guided by commercial law principles. In this
module students will appreciate the basic principles of law of contract, sales, agency,
negotiable instruments, insurance, and partnership, law of delict, insolvency and consumer
protection.
Module objectives
After completing this module, the student is expected to be able to:

 Define law of contract and explain the essential elements of valid contract
 Describe the main principles of the law of contract
 Describe the principles guiding the application of the law of agency, insurance, tort
and consumer protection
 Describe the legal principles guiding the flow of negotiable instruments
 Describe the different forms of business ownership

Assessment
Assignment1 10%
assignment 2 10%
Mid semester examinations 20%
Final examination 60%
Total 100%
Attendance: Class attendance will be monitored and attendance record has direct bearing on
continuous assessment marks. Regular attendance and participation is encouraged as it is very
helpful to the student. If student’s attendance falls below 75%, he/she may be required to
retake the module.
Module contents
1. Introduction to law

 Defining law
 Sources of law
 General principles of law and its interpretation
2. Law of Contract

 Formation of a contract
 Contractual capacity of parties
 Enforceability of contract
 Terms of a contract
 Breach of contract
 Termination of contract

3. Contract of sale
Key elements of the contract of sale

 The duties of the seller

 Delivery
 The duties of the buyer
 The object sold
 Types of defects (latent and patent defects)
 Remedies to defects on the object

4. Law of agency

 Role of an Agent
 Creation of an Agency
 Authority
 Duties Arising from Agency
 Principal/Agent Relationship
 Principal/Third Party Relationship
 Agency/Third Party Relationship
 Termination of Agency
 Commercial Agents

6 .Law of Insurance

 Types of Insurance
  Insurable Interest
 The Contract
 Role of Agents
 Claims
 Subrogation

6. Law of Tort

 Negligence:
 Duty of Care
 Causation
 Defenses
 Recoverable Damage
 Negligent Misstatement
 Vicarious Liability

7. Consumer Protection

 Criminal Liability for False Statements:

 Trade Descriptions Legislation
 Prices
 Property Misdescriptions
 Product Safety:
 General Product Safety Regulations
 Consumer Protection Legislation
 Health and Safety
 Legislation

8. Negotiable Instruments

 Define negotiable instrument

 Distinguish bill of exchange, cheque,credit card debit card
 Describe different types of crossing on negotiable instruments
 Distinguish the parties to a negotiable instrument
  The rights and duties of parties to a negotiable instrument

9. Business organizations

 Describe sole trader and legal liability of sole trader

 Define partnership
 The partnership agreement
 Discharge of partnership status
 Liability of partners
 Define company
 Private limited companies and public limited companies
 Shareholders, meetings and administration
 Liquidation and dissolving of companies

Reference
Gibson. R. 2004 South African Mercantile Law 8th Edition –Juta South Africa

QM 201: QUANTITATIVE METHODS

Modules overview
It is a pre-requisite for students taking this module to have done basic mathematics and
business statistics. Quantitative methods module seeks to strengthen the use of mathematics
in analyzing and interpreting market information. The module covers areas like, measures of
dispersion and central tendency, forecasting and time series analysis, regression analysis and,
probability
Module objectives
After completing this module, student is expected to be able to

 Present data through tables charts and graphs

 Perform calculations to find measures of central tendency and measures of dispersion
 Describe the relationship between data variables through regression analysis
 Forecast future performance using time series analysis
 Explain the use of index numbers and calculate index numbers from given data

Assessment
 Assignment1 10%
assignment 2 10%
Mid semester examinations 20%
Final examination 60%
Total 100%
Attendance: Class attendance will be monitored and attendance record has direct bearing on
continuous assessment marks. Regular attendance and participation is encouraged as it is very
helpful to the student. If student’s attendance falls below 75%, he/she may be required to
retake the module.
Module contents
1. Basic Mathematics:

 Whole Numbers, Fractions and Decimals

 Rounding-Off
 Percentages and Ratio
 Powers and Roots
 Simple Algebra
 Solving Equations
 Simultaneous Equations
 Inequalities
 Graphs and Functions

2. Data Presentation and Collection:

 Frequency Distribution
 Frequency Tables
 Discrete or Continuous Data
 Histograms
 Frequency Polygon
 Frequency Curve
 Cumulative Frequency Curves
 Bar Charts and Pie Charts
 Lorenz Curve

3. Central Location and Dispersion:

  Notation
 Measures of Central Location
 Normal and Skewed Distribution
 Measures of Dispersion
 Coefficient of Variation

4. Regression and Correlation:

 Regression Analysis
 Correlation
 Spearman’s Coefficient of Rank Correlation
 Multiple Regression

5. Time Series and Forecasting:

 Time Series Analysis

 Moving Average
 Finding the Trend
 Finding and Eliminating the Seasonal Variation
 Forecasting: Time Series

6. Probability:

 Probability Calculations
 Mutually Exclusive Events: OR Rule
 Venn Diagrams: Events Not Mutually Exclusive
 Independent Events: AND Rule
 Conditional Probability
 Decision Trees
 Expected Value
 Permutations and Combinations

7. Probability Distributions:

 Normal Distribution
  Standard Normal Distribution
 Binomial Distribution
 Poisson Distribution

8. Sampling and Tests of Hypotheses:

 Types of Sample
 Distribution of Sample Means
 Central Limit Theorem
 Confidence Intervals
 Tests of Hypotheses: Principles
 Tests of Hypotheses: Practice
 Student Distribution

9. Index Numbers:

 Constructing an Index Number

 Weighted Aggregate Index Numbers
 The Laspeyres (Base-Weighted) Price Index
 The Paasche (Current-Weighted) Price Index
 The Laspeyres (Base-Weighted) Quantity Index
 The Paasche (Current-Weighted) Quantity Index
 Changing the Base Year
 Price and Quantity Relative Index Numbers
 The Retail Price Index (RPI)

10. Time Value of Money:

 Simple and Compound Interest

 Discounting and Present Value
 Investment Appraisal
 Depreciation
 Annuities and Other Financial Instruments
References
Glyn Burton ,George Carol and Stuart Wall (2002)Quantitative Methods For Business And
Economics –Prentice Hall

LOG 201: LOGISTICS AND TRANSPORTATION

Module overview
This module is designed to create a managerial perspective of the core tasks and challenges
required to effectively manage logistical operations and supply chains. It deals with the
integration of information and material flows across multiple organizations in the supply
chain. By managing functional areas of logistics such as customer service, transportation and
order processing as an integrated unit, a firm can gain a strategic advantage in logistics
competency and be a strong contributor to successful supply chain management. Inventory
and transportation and communications. Reverse logistics. Store/distribution centre decisions;
pull/push logistics. Warehousing, inventory management, transportation. Integrated logistics
management. Channel design decisions. Designing international distribution channels.
Connection of channel members. Vertical Marketing Systems [VMS]. Transport
management: legislation; carrier options. Maximizing customer service and minimizing costs.
Module objectives
After completing this module, students should be able to:

 Explain the role of logistics in supply chain management

 Describe the concept of vertical marketing systems VMS
 Describe the value of logistics as well as the costs related to logistics in the supply
chain
 Describe how effective logistics management can lead to reduction in lead time
supply chain.
 Describe the challenges encountered in logistics management in today’s supply chain.

Assessment
Assignments 1 10%
Assignment 2 10%
Mid semester examinations 20%
Final examination 60%
Total 100%
Attendance: Class attendance will be monitored and attendance record has direct bearing on
continuous assessment marks. Regular attendance and participation is encouraged as it is very
helpful to the student. If student’s attendance falls below 75%, he/she may be required to
retake the module.
Module contents
1. Logistics and the Supply chain

 Definitions
 Structuring
 Material and Information Flow
 Competing Through Logistics
 Supply Chain Strategies

2. Inventory transportation and communications

 Reverse logistics.
 Store/distribution centre decisions;
 Pull/push logistics.
 Warehousing,
 Integrated logistics management.
 Channel design decisions.
 Connection of channel members.
 Vertical Marketing Systems [VMS]
 Transport legislation
 Carrier options.
 Maximizing customer service and minimizing costs.

3. Value and Logistics Costs

 Sources of Value
 Representing Logistics Costs
 Activity-based Costing
 Balanced Measurement Portfolio
 Supply Chain Operations Reference Model
4. Managing Logistics Internationally

 Drivers and Logistics Implications of Internationalization

 Trend towards Internationalization
 Challenge of International Logistics & Location
 Organising for International Logistics
 General Tendencies
 Designing international distribution channels

5. Managing the Lead Time Frontier

 Role of Time in Competitive Advantage

 P:D Ratios & Lead Time Gap
 Time-based Mapping
 Managing Timeliness in the Logistics Pipeline
 Method for Implementing Time Based Practices

6. Just-In-Time and Lean Thinking

 Just-In-Time
 Lean Thinking
 Vendor-managed Inventory
 Quick Response

7. Logistics Future Challenge

 New Supply Chain Environment

 Key Management Challenges
 Role of the Internet
 Implementation Issues

References
Alan Harrison & Remko Van Hoek (2011) logistics strategy –competing through suplly
chain 4th edition –pritce hall uk
Donald Waters (2003): Logistics an Introduction to Supply Chain Management
Tony Hines (2004). Supply chain strategies: Customer driven and customer focused. Routledge,
Elsevier Jordan Hill Oxford.

SPS 201: STRATEGIC PURCHASING AND SUPPLY

Module overview
Purchasing is increasingly regarded as a strategic weapon, centered on its ability to create
collaborative relationships for firm advantage. Partnerships with suppliers can have a strong
positive influence on firm performance through the development of joint resources and the
exchange of valuable knowledge with these individual partners. The module covers topics
which include strategic role of purchasing in the organization, strategic alliances in the supply
chain, vulnerability analysis, and benchmarking and supplier performance measurement
Module objectives
After completing this module, student should be able to:
Describe the nature and scope of strategic purchasing and supply management
Describe the downstream and upstream purchasing and supply strategies.
Explain the strategies used to asses risk and vulnerability in the supply chain
Explain the importance of benchmarking in the supply chain
Assessment
Assignment1 10%
Assignment 2 10%
Mid semester examinations 20%
Final examination 60%
Total 100%
Attendance: Class attendance will be monitored and attendance record has direct bearing on
continuous assessment marks. Regular attendance and participation is encouraged as it is very
helpful to the student. If student’s attendance falls below 75%, he/she may be required to
retake the module.
Module contents
1. Scope of Strategic Purchasing

 The organization’s mission vision and strategy

o Building a Purchasing Strategy
o Contribution and Influence of purchasing in the organization
 Relationships with other departments
  Systems
 Staffing and Training of purchasing department

2. Strategic Purchasing

 Upstream and Downstream strategies

 Supply Planning
 Special Requirements Identification
 Contract Strategy
 Supplier Selection
 Contract Finalisation

3. Supply Positioning

 Pareto Analysis
 Setting Up a Supply Positioning Analysis
 Supply-Market Segmentation
 Purchasing Goals
 Purchasing Action Scenarios
 Other Applications
 Conglomerates’ Purchasing

4. Vulnerability Management

 Identifying Vulnerabilities
 Assessing the Risk
 Managing the Risk
 Vulnerability Analysis
 Cost Reduction
 Other Issues

5. Buyer-Supplier Interface

 Procurement Marketing
 Reverse Marketing
  Affirmative Vendor Improvement
 Specific Requirements Identification
 Supplier-Buyer Conditioning
 Conditioning the Buyer
 Keeping the Seller Selling
 Conditioning the Seller

6. Options for Supplier Relationships

 Make v Buy
 Market Analysis
 Supplier Relationships
 Changes in Supply Market
 Buyers Response to Changing Market
 Dependency Dilemma
 Supply Market Orientated Role for Purchasing
 Assessing Competitive Advantage

7. Partnership Sourcing

 Definition
 Why Develop Partnership Sourcing?
 Declared Partnership Goals
 Key Issue
 Monopolies
 Determining the Extent of the Supply Monopoly
 Strategies to Redress the Balance
 Cartels

8. Measurement, Audit and Benchmarking:

 Why Measure?
 Operational or Strategic
 Use of Indicators
  Overall Indicators
 Indicators Related to Supply Positioning
 Limitations of Indicators
 Management by Objectives
 Measurement Summary
 Benchmarking

References

Alan Harrison & Remko Van Hoek (2011) logistics strategy –competing through suplly
chain 4th edition –Prentice Hall UK
Donald Waters (2003): Logistics an Introduction to Supply Chain Management
Tony Hines (2004). Supply chain strategies: Customer driven and customer focused. Routledge,
Elsevier Jordan Hill Oxford.
Ehlers, Hadfield. R. B.Nichols E.L.Jr. (1999) Introduction to Supply Chain Mangeanat
Prentice Hall Upper Saddle River .New Jersey
Logistics an Introduction to Supply Chain Management - Donald Waters (2003)
and Lazenby, K (Editors) (2007) Strategic Management Southern African concepts and cases
Second edition Van Schaik
Grant RM and Jordan J (2015) Foundations of Strategy Second edition Wiley
Haberberg A and Rieple A (2013) Strategic Management Theory and Application. Oxford
University Press
Hill CWL and Jones GR (2009) Strategic Management An Integrated Approach Houghton
Mifflin Company
Hough, J, Thompson, Arthur A. Jr., Strickland, A.J. III and Gamble JE. (2011). Crafting and
Executing Strategy. Creating Sustainable High Performance in South Africa Second edition.
McGraw-Hill.
Johnson G, Scholes, K and Whittington, R (2011) Exploring Strategy Ninth edition FT
Prentice Hall

MM201: MARKETING MANAGEMENT

Module overview
The module seeks to develop the knowledge of learners on the module policy areas of
organization, marketing environment, and marketing systems, research and information
systems, marketing strategy decision areas, product pricing, promotion and distribution,
integrated marketing strategy the product life cycles, strategic marketing, marketing
measurement and forecasting, distribution cost analysis, control, sales forecasting
management, application areas of marketing agricultural production and industrial marketing.
Modules objectives
On completion of the module, students should be able to:

 Describe the strategic role of marketing in organizations

 Describe how organizations align their strategies with the various
environmental factors
 Describe the process of market segmentation, targeting and positioning of
brands
 Demonstrate understanding of the key marketing mix elements –product,
price, place and promotion.

Assessment
Assignment1 10%
Assignment 2 10%
Mid semester examinations 20%
Final examination 60%
Total 100%
Attendance: Class attendance will be monitored and attendance record has direct bearing on
continuous assessment marks. Regular attendance and participation is encouraged as it is very
helpful to the student. If student’s attendance falls below 75%, he/she may be required to
retake the module.
Module contents
1. The Nature and Role of Marketing

 Definition of Marketing
 The role of marketing
 Non profit marketing
 Core concepts of marketing
 Marketing management philosophies
  Ethics and marketing

2: Marketing environment scanning

 The marketing environment

 Analysis of the macro environment
 The Immediate external stakeholders /The Micro environment
 The internal environment

3: Development of marketing strategies and plans

 Strategic management and planning

 The marketing planning process
 Strategies for competitive advantage
 Company’s position on the market
 Marketing strategies and models for formulating strategies

4. Market Segmentation, Targeting and Positioning

 Defining Marketing segmentation

 Benefits of segmentation
 Conditions for effective segmentation
 Bases of segmenting consumer markets
 Segmenting business markets
 Market targeting strategies
 Product Positioning

5. Marketing research and marketing information systems

 Defining marketing information system-

 Marketing research

6. Product

 Definition and components of a product

  Classification of products
 New product development
 The product life cycle
 Product adoption and diffusion process
 Adapter categories in the diffusion process
 Product branding
 Product packaging and labelling

7. Price

 The meaning of price to the firm

 Price and the customer
 The general process of determining the price of a product
 Factors that influence setting the price of a product
 Pricing objectives
 Pricing strategies
 Responding to competitors price changes
 Determining the demand for a product
 Elastic and inelastic demand

8. Promotion

 Definition of promotion
 Promotional mix elements
 Promotional objectives
 Sales promotion strategies
 Factors affecting the setting of promotional mix
 Setting promotional budget
 The communication process

9. Place/ Distribution

 Definition of distribution and its importance

 Distribution Channels
 Functions of channel intermediaries
  Factors influencing the selection of distribution channels
 Channel conflicts
 Distribution intensity
 Physical distribution

10. Service Marketing

 Definition of services
 Developing a service marketing program
 Characteristics of services
 Marketing Mix for Services
 Managing Service Quality

References
Jobber D (2009) Principles and practice of marketing 3rd Edition McGraw Hill New Delhi
Kotler P and Keller .K. L (2010) Marketing Management 14th Edition Prentice Hall New
Jersey

LEVEL 2 SEMESTER 2 MODULES

HRM 202: HUMAN RESOURCES MANAGEMENT
Module overview
The module introduces the students to roles of the Human Resources Management in the
supply chain which include human resources planning, staffing, training and development,
employee compensation and welfare industrial relations and health and safety issues in the
organization. Human Resources models and Human Resource Management in action
focusing on strategic integration, commitment, quality, flexibility and team working.
Module objectives
After completing this module, student should be able to

 Explain the role of human resources management in the supply chain

 Explain the importance of human resources planning process
  Describe the recruitment process, training and development process and performance
management process
 Describe the role of human resources function in ensuring health and safety in the
work area
 Describe the compensation methods that can be used by organisations in the supply
chain and their implications on staff motivation and job satisfaction.

Assessment
Assignment 1 10%
Assignment 2 10%
Mid semester examinations 20%
Final examination 60%
Total 100%
Attendance: Class attendance will be monitored and attendance record has direct bearing on
continuous assessment marks. Regular attendance and participation is encouraged as it is very
helpful to the student. If student’s attendance falls below 75%, he/she may be required to
retake the module.
Module contents
1. Introduction to human resources management

 Defining human resources management

 Difference between human resources management and personnel management
 The role of HR in the organization

2. Human resources planning

 What is HR Planning
 The Human Resources Planning Process
 Human resources auditing
 Organizational human resources forecast
 Current and future organizational needs

3. Staffing

 Conducting job analysis

 The Recruitment process
  The selection process
 Orientation process

4. Training and development

 Defining and distinguishing training and development

 Benefits of training
 On the job training methods
 Off the job training methods
 Training evaluation

5. Employee compensation and welfare

 Distinguish wages from salary

 Methods of calculating employee’s wages
 Monitory and non monitory Employees benefits
 The components of employee compensation

6. Industrial relations

 The tripartite relationship

 The employer
 The employees and unions
 The government
 Strikes and lockouts

Reference
Armstrong M (2009) handbook for human resources management 11th edition -Kogan Page
Stephen. P. Robinns (2010) Organisational behaviour in southern Africa 2nd edition Pearson
South Africa
Robbins (2002) The truth about managing people-Financial Times Press

PDD 202: PRODUCT DESIGN AND DEVELOPMENT

Module overview
This module exposes the student to product innovation and its potential to create first mover
advantage. We also demonstrate the risk associated with new product development. It must
be pointed out that New Product Development which is referred to elsewhere as Research and
Development; Product Planning etc will be taught as a marketing course to strengthen
understanding of the "product" element of the marketing mix. Issues covered in this module
include: New Products Process and Product Innovation Charter, concept generation, problem-
based ideation, Analytical attribute Approaches, pre-technical Evaluation, Concept
Evaluation systems, Character and Prescreening, Full screen, Financial Analysis, Product
protocol, Development Structure, Development Team Management, Design and special
Managerial needs, Product use testing, Strategic Launch Planning, Strategic action
Dimensions, Implementation of Strategy, Controlled and full sale Launch Control, Public
Policy issues.
Module objectives
After completing this module, the student is expected to be able to:

 Explain the importance of research and development to the supply chain

 Describe the steps in the new product development process
 Explain the factors which facilitates the success of new products
 Explain the factors that lead to new product failure
 Describe the various promotional techniques used to promote new products

Assessment
Assignment1 10%
Assignment 2 10%
Mid semester examinations 20%
Final examination 60%
Total 100%
Attendance: Class attendance will be monitored and attendance record has direct bearing on
continuous assessment marks. Regular attendance and participation is encouraged as it is very
helpful to the student. If student’s attendance falls below 75%, he/she may be required to
retake the module.
Module contents
1. Innovation

 What is innovation?
 The importance of innovation
  Innovation as a driver of organizational success
 How to create an innovative organization climate

2. Market Research

 The Role of Research in Innovation

 The types of research
 Market research process
 Areas of research in the organization
 Barriers to market research in the organizations

3. New product development idea

 What is a new product?

 Benefits of developing new products
 Sources of new product idea
 Causes of new product failures
 Concept generation,
 Problem-based ideation,
 New Products Process and Product Innovation Charter,

4. The new product idea screening

 Analytical attribute Approaches

 Pre-technical Evaluation,
 Concept Evaluation systems,
 Character and Prescreening
 Full screen,

5. New product business feasibility evaluation

 Financial Analysis
 Product protocol
 Development Structure
 Development Team Management
  Design and special Managerial needs

6. Production, market testing and Launching

 Product use testing

 The importance of market testing
 Strategic Launch Planning
 Strategic action Dimensions
 Implementation of Strategy
 Controlled and full sale Launch Control
 Public Policy issues.

7: Promoting the New Product

 Various promotional techniques

 Advertising
 Sales promotion
 Personal selling
 Publicity
 Direct marketing
 Events and experiences
 Factor influence choice of promotional mix for new products

References
S Chary 2004 Production and Operations Management 3rd Edition, Thata McGraw Hill
K. L. Keller (2007) Strategic Brand Management - Person Education International
Jobber D (2009) Principles and practice of marketing 3rd Edition McGraw Hill New Delhi
Kotler P and Keller .K. L (2010) Marketing Management 14th Edition Prentice Hall New
Jersey

CB 202: CONSUMER BEHAVIOUR

Module Overview
This module covers topics which include, understanding the consumer, consumer decision
processes, problem recognition and the research process, Evaluative Criteria beliefs and
attitudes, Learning and behaviour modification, Information processing, Social and Cultural
influences, Purchasing behaviour and diffusion of innovation, consumerism.
Module Objectives
After completing this module, student should be able to :

 Describe the various research methods in order to understand the consumer

 Describe the steps in the consumer decision making process
 Explain the criteria used bay consumers to evaluate the brands they buy kin the supply
chain.
 Describe the various factors that influence the consumers in making purchase
decisions.
 Describe the stages in the diffusion of innovation in consumers

Assessment
Assignment1 10%
Assignment 2 10%
Mid semester examinations 20%
Final examination 60%
Total 100%
Attendance: Class attendance will be monitored and attendance record has direct bearing on
continuous assessment marks. Regular attendance and participation is encouraged as it is very
helpful to the student. If student’s attendance falls below 75%, he/she may be required to
retake the module.
Module contents
1. Understanding the consumer

 Different categories of customers

 Internal customers
 Individual external customer
 Organizational (B2B) customers
 Non profit making organization customers
 The government as a customer

2. The consumer decision making process

 Need /problem recognition

 Information searching
  Evaluation of alternatives
 Purchase action
 Post purchase evaluation
 The different types of purchase decisions made by consumers

3. Factors influencing consumer decision making

 Cultural factors
 Personal factors
 Income
 Family
 Friends
 Occupation
 Lifestyle
 Situational factors

4. Market segmentation

 Defining market segmentation

 Benefits and drawbacks of market segmentation.
 The criteria for selecting viable segments
 The basis for segmenting consumer markets
 Basis for segmenting industrial market

5. Consumer learning and attitude development

 Definition of learning
 How consumers learn about products
 Learning theories applicable to consumer learning
 Classical conditioning
 Instrumental conditioning
 Cognitive learning theory
 What are consumer attitudes?
 How consumer attitudes develop towards products and brands
 How to change consumer negative attitudes to be positive
6. Consumer motivation

 Consumer needs and wants

 Consumer goals
 The relationship between needs and goals
 The dynamics of consumer goals
 Theories of motivation

7. Understanding the new consumers and the youth market

 The changing demographic environment

 The changing needs of consumers
 Availability of information and its impact on consumer behaviour
 Information technology and the youth market
 The rise of “green” and ethical consumers
 The global consumer

References

Jobber D (2009) Principles and practice of marketing 3rd Edition McGraw Hill New Delhi

Kotler P and Keller .K. L (2010) Marketing Management 14th Edition Prentice Hall New
Jersey

RBM 202: RETAIL BRAND MANAGEMENT

The modules introduce the learners to branding covering the following fundamental topics:
What is a brand? Brand equity. Brand name decisions. Brand strategy and positioning.
Packaging and labeling. The branding process and brand evaluation. The brand and the
consumer. Branding within the retail sector: the store; the retail formula; the retail location
and the firm as a brand. Branding and competitive strategy. Brand equity. Brand evaluation
and measurement. The branding process and brand evolution. Manufacturer and retail brands.
Service brands. Brands and Quality management. Strategic significance of retailer own label
brands. Service brands
Module objectives
After completing the module, students should be able to:
  Define branding and describe the different branding strategies used by companies
 Describe the process of measuring brand impact on customers
 Explain the importance of packaging and labeling of products
 Describe the role of manufacturer retail brands
 Explain the strategic role of retailer own brands

Assessment
Assignment 1 10%
Assignment 2 10%
Mid semester examinations 20%
Final examination 60%
Total 100%
Attendance: Class attendance will be monitored and attendance record has direct bearing on
continuous assessment marks. Regular attendance and participation is encouraged as it is very
helpful to the student. If student’s attendance falls below 75%, he/she may be required to
retake the module.
Module contents
1. Branding

 What is a brand?
 Benefits of branding to the consumer
 Benefits of branding to the retailer
 Brand equity.
 Brand name decisions
 The branding process and brand evaluation

2. Brand strategy and positioning.

 Types of brands
 Brand positioning strategies
 Packaging and labeling.
 Building consumer knowledge of the brand.

3. Branding within the retail sector

 The store
 The retail formula
  The retail location and the firm as a brand
 The employees as brand

4. Branding and competitive strategy.

 Brand equity.
 Brand evaluation and measurement.
 Manufacturer and retail brands.
 Brands and Quality management.
 Strategic significance of retailer own label brands.

5. Service brands

 Defining service
 How service differ from products
 Marketing mix for service
 Attributes of service quality (SERVQUAL model)

6. Total quality management in retail environment

 Definition of quality
 Applying the principles of total quality management
 Quality brands in the retail environment
 Quality retail atmosphere

7. Customer service in the retail environment

 The needs of every customer

 Key principles for delivering quality customer service
 Removing barriers to customer service

References
K. L. Keller (2007) Strategic Brand Management - Person Education International
Jobber D (2009) Principles and practice of marketing 3rd Edition McGraw Hill New Delhi
Kotler P and Keller .K. L (2010) Marketing Management 14th Edition Prentice Hall New
Jersey
FINAC 101: FINANCIAL ACCOUNTING
Module overview
The module aims to build the students’ financial accounting skills which are relevant in the
conclusion of business transactions. In the module the students will be exposed to the
principles of accounting such as double entry systems, entering transactions into the books of
original entry, accounting for debtors and creditors of the business and basic final accounts of
sole traders and partnership businesses considering all financial year adjustments.
Module objectives
On completion of this module, the student should be able to:

 Distinguish financial accounting from management accounting

 Apply the relevant principles in the recording of assets, liabilities capital,
expenditures and revenues
 Compile debtor’s ledger and creditor’s ledger control account from a given set of data
 Calculate the residual value, annual depreciation and accumulated depreciation for
fixed asserts
 Prepare financial statements accounting for adjustments from given data

Assessment
Assignment1 10%
Assignment 2 10%
Mid semester examinations 20%
Final examination 60%
Total 100%
Attendance: Class attendance will be monitored and attendance record has direct bearing on
continuous assessment marks. Regular attendance and participation is encouraged as it is very
helpful to the student. If student’s attendance falls below 75%, he/she may be required to
retake the module.
Module contents
1. Introduction to Accounting

 Defining accounting
 Management accounting versus financial accounting
 The users of accounting information
 The accounting equation (assets =capital +liabilities)
2. Books of original entry and double entry

 The journals
 The cashbooks
 The ledger
 Double entry for assets, expenses, revenues, liabilities and capital
 The trial balance

3. Accounting for Current Asserts

 Bank reconciliation statements

 Stock valuation methods (FIFO, LIFO AVCO)
 Bad debts and provision for bad debts
 Debtor’s ledger control accounts
 Creditors’ ledger control accounts

4. Noncurrent assets depreciation

 Double entry for recording depreciation

 Disposal of fixed assets and depreciation
 Recording depreciation in financial statements

5. Financial statements for sole traders

 The income statement (trading, profit and loss account)

 Statement of financial position
 Year -end adjustments

6. Financial statements for partnership

 The partnership agreement

 Appropriation/distribution of profits
 Accounting for drawings, partners salaries , interest on capital etc
 The current accounts
 Changes in equity
  The balance sheet

7. Financial statements for companies

 Preference and ordinary shares

 Director‘s remunerations and auditing fees
 Financial statements
 The appropriation account
 The issue of dividends
 Balance sheet

Reference
Frank Wood and Alan Sangster (2012) Business Accounting 1 12TH edition