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READINGS 
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ASSIGNMENTS 
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ANNOUNCEMENTS

Go to website address: 

Updated Course WebsiteClick on LINKS

Course Instructor: Baber Khairi         

Purpose of website: This is to facilitate access to readings, assignments, cases and old exams. Students should be able to get the latest course information as well as any changes in exams & assignment schedules that may occur. Disclaimer: This site is not designed to take the place of class attendance, but to enable a student who has not been able to come to class to stay up to date.

 About the Instructor:  Baber Khairi graduated from Columbia University in 1984. He later completed his MBA in 1991 in Marketing from Bentley College while studying MIS. He has worked at a number of institutions in Pakistan but his main experience has been in Finance mainly marketing -- at BEL, Citibank, ORIX and LTV but he also used to be a full time faculty member at CBM till late 1999. He started teaching this course at CBM in Spring1998 and also teaches at KIET while occasionally consulting. He was born in Africa a long time ago (the previous century), in a galaxy far away. He is well traveled and speaks several languages, of which silence is one. His academic research interests are CRM, Call centers and chocolate, which remains his passion.

Main Reading:                                                                                                               Chapter 24 Marketing Management   (8th Edition) By Philip R. Kotler                            Cases from:  Exploring Direct Marketing   (1^st Edition)          ITP : 1999.                            

Additional readings are part of the course folder which includes cases, readings and related materials

Grading:                                                                                                                          3 Assignments                                               30%     (10+10+10)                                Class participation                                            5%                                                         Quizzes                                                         5%                                                            2 Midterms                   15% each                   30%                                                         Final                                                              30%                                                                                                                              - - - -                                                            Total  100%

Class participation does not mean attendance. It means coming prepared to class to discuss cases, participate in workshops and in class marketing games.

The class follows this basic outline:

Month 1         Direct Marketing                                                                                        Month 2         Sales Promotion and Direct marketing applications                    1^st Midterm  Month 3         Public Relations and data-mining                                               2^nd Midterm Month 4         CRM and Direct marketing applications                                      Final

 The following tools will be used by the instructor:

1. Assignments
2. Class quizzes
3. Case studies
4. In-class workshops
5. Games & learning tools