MKT 391

Marketing Strategies

Simulation Performance Criteria

Professor:
Office:
Office Hours:

Phone:
E-mail:
Time:

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Dr. Aspy P. Palia
SCB Room C-402-e via Zoom
Section 1: T,Th 10:00 - 10:30 am & via Zoom by appointment
Section 2: T,Th 3:00 - 3:30 pm & via Zoom by appointment
956-8642 (Work); 947-5144 (Home)
aspy@hawaii.edu
Section 1: T,Th 10:30 - 11:45
Section 2: T,Th 12:00 - 1:15
Section 1: SCB Room E202
Section 2: SCB Room E202


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Simulation Performance Criteria

Team performance will be evaluated using the following 18 criteria:
  1. Earnings per Share (EPS)
  2. Return on Total Assets (ROTA)
  3. Return on Equity (ROE)
  4. Net Profit Margin (NPM)
  5. Sales to Asset Turnover (SATO)
  6. Retained Earnings
  7. Market Share - TST
  8. Market Share - CVE
  9. Market Share - SSL
  10. Quality - TST
  11. Quality - CVE
  12. Quality - SSL
  13. Cost of Production - TST
  14. Cost of Production - CVE
  15. Cost of Production - SSL
  16. Sales to Advertising Ratio
  17. Sales to Salesforce Expense Ratio
  18. Sales to Total Promotional Expense Ratio

    • All criteria are assumed to be equally important.
    • Profitability is weighted more heavily with six (6) profitability criteria.
    • Competing firms are ranked on each of the 18 performance criteria.
    • First / second / third / fourth / fifth ranks are assigned weights of 1 / 2 / 3 / 4 / 5 respectively.
    • The company with the least overall score has the best overall performance.
    • Cumulative performance feedback is provided (as requested) on a quarterly, semi-annual, or annual basis.

    • Criteria # 1, 7, 8 and 9 are taken directly from the simulation output.
    • Criteria # 2 through 5, and 16 through 18 are calculated (using an Excel Worksheet).
    • Criteria # 10 through 15 are based on the estimated quality or cost of production for the next period.
    • Criterion # 6 is taken directly from the balance sheet reported in the simulation output.


    Performance Criterion Definition Description
    Earnings per share (ROTA)
    Return on Total Assets (ROTA)
    Return on Equity (ROE)
    Net Profit Margin (NPM)
    Sales to Asset Turnover (SATO)
    Retained Income
    Net Profit After Tax / # of shares
    Net Profit After Tax / Total Assets = NPM x SATO
    Net Profit After Tax / Equity
    Net Profit After Tax / Sales
    Sales / Total Assets
    Retained Income
    An overall measure of profitability
    How well management uses assets to generate profits
    How well management uses equity to generate profits
    How profitable sales are
    How well management uses assets to generate sales
    Cumulative profit (loss) - a residual account
    Market Share - TST
    Market Share - CVE
    Market Share - SSL
    Company TST Sales / Industry TST Sales
    Company CVE Sales / Industry CVE Sales
    Company SSL Sales / Industry SSL Sales
    Percentage of TST Market Sales
    Percentage of CVE Market Sales
    Percentage of SSL Market Sales
    Quality - TST
    Quality - CVE
    Quality - SSL
    Quality Index - TST
    Quality Index - CVE
    Quality Index - SSL
    Real (not necessarily perceived) TST quality
    Real (not necessarily perceived) CVE quality
    Real (not necessarily perceived) SSL quality
    Cost of Production - TST
    Cost of Production - CVE
    Cost of Production - SSL
    Unit cost of production - TST
    Unit cost of production - CVE
    Unit cost of production - SSL
    TST production cost
    CVE production cost
    SSL production cost
    Sales-to-Advertising Ratio
    Sales-to-Salesforce Expense Ratio
    Sales-to-Promotional Expense Ratio
    Sales / Advertising Expenses
    Sales / Salesforce Expenses
    Sales / (Advertising + Salesforce Expenses)
    Sales generated per dollar of Advertising expense
    Sales generated per dollar of Salesforce expense
    Sales generated per dollar of Total Promotional expense

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    Go to: MKT 391 Marketing Strategies

    Go to: Courses Taught

    Return to: Aspy P. Palia Home page

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