Module Identifier MM35210  
Academic Year 2003/2004  
Co-ordinator Suzanne Cole  
Semester Semester 2  
Pre-Requisite MM30710  
Course delivery Lecture   10 Hours  
  Practical   10 Hours involvement in team decisions for 5 periods of the game  
Assessment TypeAssessment Length/DetailsProportion
Semester Exam1.5 Hours  50%
Semester Assessment Coursework  50%

Learning outcomes

On successful completion of this module students should be able to:
On completion students will:

Be better able to make marketing strategy decisions.
Be able to work more effectively as part of a management team.

Brief description

The module is based on Mason and Perreault's 'The Marketing Game' (TMG), from which you will learn-by-doing, in competing teams. The objective of TMG is for each team, in a dynamic market and facing rivalry from 3 other teams, to make 'profits' by positioning, distributing, and promoting up to 2 products in a segmented market. The structure and parameters of the simulated market are learned by inductive reasoning, based on experiencing the results of marketing decisions taken over six periods of the game.

This module is designed to follow and reinforce what you learned about market orientation and the market mix in MM30710 Marketing Management. It deliberately is based on a different learning style, namely one that is experiential and in teams, so that you are faced with unstructured problem-solving in a context where you can develop inter-personal transferable skills and can reflect on why your team works effectively (or not!).


1. For students to learn how to develop a marketing strategy in a competitive environment.
2. For students to develop inter-personal transferable skills by engaging in unstructured problem solving in teams.
3. For students to learn what 'market orientation' involves in practice, and what makes management teams work effectively.

Reading Lists

Mason, C and W Perreault (2001) The Marketing Game 3rd edition. Irwin
Hooley, G, Saunders, J and Piercy N, (1998) Marketing Strategy and Competitive Positioning 2nd edition. Prentice Hall. (Refer to this, or a similar marketing text, where necessary to review concepts such as market segmentation, target marketing and positioning)


This module is at CQFW Level 6