COURSE #:  430

SECTION: 71

COURSE NAME: Marketing Management

INSTRUCTOR:  Alexander Chernev

CASEPACK:  YES

FIRST ASSIGNMENT:  First Class is MANDATORY. See course website at www.chernev.com/mba

1.  TEXT:   Recommended (see course website)

AUTHOR: Alexander Chernev

PUBLISHER: Brightstar Media

TITLE: Strategic Marketing Managementt

ED./DATE: 5th / 2009

 

COURSE #: 430

SECTION: 72

COURSE NAME: Marketing Management

INSTRUCTOR: Alice M. Tybout

CASEPACK:   Yes

FIRST ASSIGNMENT: The case packet will be the primary text for this course. The first assignment is to purchase the case packet and read the week one articles including the “Pricing Predicament” case.

***Please note that the first class attendance is MANDATORY with NO EXCEPTIONS. If you think you may miss the first class for any reason, please do not register for this section. If you miss the first class you are automatically dropped from this course.

***Also, I have a NO LAPTOP policy.

1. TEXT: Recommended NOT required

AUTHOR: Philip Kotler and Kevin Lane Keller

PUBLISHER: Prentice-Hall

TITLE: Marketing Management

ED./DATE: 13th edition/2009

2. TEXT: Recommended NOT required

AUTHOR: Alexander Chernev

PUBLISHER: Brightstar Media, Inc.

TITLE: Strategic Marketing Management

ED./DATE: 3rd edition/2008

3. TEXT: Recommended NOT required

AUTHOR: Kevin Lane Keller

PUBLISHER: Prentice-Hall

TITLE: Brand Management:  Building, Measuring, and Managing Brand Equity

ED./DATE: 3rd edition/2007

 

COURSE #: 450

SECTION: 71

COURSE NAME: Research Methods in Marketing

INSTRUCTOR: Michal Maimaran

CASEPACK: Yes

FIRST CLASS ATTENDANCE IS MANDATORY
Please read chapter 2 of the text book and the article “Backward Market Research” (in the course packet). Skim chapter 1.
Please submit your individual “Shopping list for South Delaware Coors, Inc.” on the first class (the shopping list, guidelines and case are in the course packet).

1. TEXT: REQUIRED

AUTHOR: Feinberg F., T. Kinnear, and J. Taylor

PUBLISHER: Thomson Corporation

TITLE: Modern Marketing Research: Methods and Cases*
Required software: SPSS (student version or full version)**

* A reduced price, online-only version of the book is also available. The online version can be bundled with SPSS.
** You will need SPSS towards the second half of the course. You can purchase (e.g., at the bookstore) the bundled version (book & SPSS). If you purchase an unbundled version, you will need to obtain SPSS separately (e.g., download a limited time free trial version from the SPSS website, use the computers at the computer lab, or purchase the software).

ED./DATE:

 

COURSE #:  454

SECTION: 71

COURSE NAME: Advertising Strategy

INSTRUCTOR:  Brian Sternthal

CASEPACK:  YES

FIRST ASSIGNMENT:
First Class attendance is NOT mandatory 

First class preparation will be emailed to students prior to the first class

1.  TEXT:  REQUIRED

AUTHOR: Brian Sternthal and Derek D. Rucker

PUBLISHER: Copley Custom Textbooks: An Imprint of Xanedu Custom Publishing

TITLE: Advertising Strategy

ED./DATE: 1st Edition/2009

 

COURSE #: 459

SECTION: 71

COURSE NAME: Services Marketing and Management

INSTRUCTOR: Professor Richard Honack

CASEPACK: Yes

FIRST ASSIGNMENT:

  • Read and be prepared to discuss Chapter 1 of Fisk/Grove/John
  • Bring your Nameplates
  • First Class is Mandatory

1.  TEXT: REQUIRED

AUTHOR: Fisk/Grove/John

PUBLISHER: Houghton Mifflin

TITLE: Interactive Services Marketing

ED./DATE: Third Edition, 2008
ISBB # 9780618641802

 

COURSE #:  463

SECTION: 71

COURSE NAME: Sales Force

INSTRUCTOR:  Andris A. Zoltners

CASEPACK:  YES

FIRST ASSIGNMENT:  Read Chapters 1 and 2 (A Blue Print for Sales Force Effectiveness) from the required textbook, Building A Winning Sales Force.  The framework described in these chapters will enable you to begin evaluating several sales force challenges immediately.
First Class is MANDATORY. 

1.  TEXT:  Required

AUTHOR: Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

PUBLISHER: Amacom

TITLE: Building a Winning Sales Force

ED./DATE: First / 2009

2.  TEXT: Recommended

AUTHOR: Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners

PUBLISHER: Amacom

TITLE: The Complete Guide to Accelerating Sales Force Performance

ED./DATE First / 2001

3.  TEXT: Recommended

AUTHOR: Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

PUBLISHER: Palgrave Macmillan

TITLE: Sales Force Design for Strategic Advantage

ED./DATE: First / 2004

4.  TEXT: Recommended

AUTHOR: Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

PUBLISHER: Amacom

TITLE: The Complete Guide to Sales Force Incentive Compensation

ED./DATE: First / 2006

 

COURSE #: 465

SECTION: 71

COURSE NAME: New Product & Services

INSTRUCTOR: Eric Leininger

CASEPACK:  Yes

First Assignment: First class is mandatory.
Prof. Leininger will send email to students with a few background questions for them to answers the week before class. This will provide input for first class session.

1. TEXT: None

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 466

SECTION: 71

COURSE NAME: Marketing Strategy

INSTRUCTOR: Lakshman Krishnamurthi

CASEPACK (YES or NO?): Yes

FIRST ASSIGNMENT:

1. Attendance is MANDATORY for the first TWO classes

2. Read the material assigned for the first class meeting as noted in the syllabus.

3. Please check the Marketing Department web page/Faculty & Research/Krishnamurthi/courses/Marketing Strategy for any updates and the Blackboard later after you register for my class.

There will be no class on Monday, October 26. Instead, this class is rescheduled for Friday, October 2. The reason for this change is because I will be teaching in the Kellogg-Recanati Executive MBA program in Tel-Aviv, Israel on Monday, October 26.  I apologize for the inconvenience.

The last class will be held on Monday, November 23.

Please note any changes to the syllabus (note date on upper right hand corner) by checking under Krishnamurthi/ courses on the Marketing Department website at: http://www.kellogg.northwestern.edu/marketing/faculty/index.htm

 

1. TEXT: REQUIRED

AUTHOR: Jean-Claude Larreche, Hubert Gatington, and Remi Triolet

PUBLISHER: StratX International

TITLE: Markstrat Online (with software)

ED./DATE: 2003

2. TEXT: RECOMMENDED Not Required

AUTHOR: Walker and Mullins

PUBLISHER: McGraw Hill/Irwin

TITLE: Marketing Strategy

ED./DATE: 6th Edition, 2008

 

COURSE #: 466

SECTION: 76

COURSE NAME: Marketing Strategy

INSTRUCTOR: Julie Hennessy

CASEPACK:  Yes

FIRST ASSIGNMENT: No first class assignment.
Attendance for the first class is mandatory.

1. TEXT: Required

AUTHOR: Larreche and Gatignon

PUBLISHER: StratX

TITLE: Markstrat Online Student Handbook

ED./DATE: 2003

2. TEXT - REQUIRED or RECOMMENDED?: None

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 467

SECTION: 71

COURSE NAME: International Marketing

INSTRUCTOR: Philip Corse

CASEPACK (YES or NO?): Yes

 Attendance is mandatory for the first class

+ Read syllabus and carefully study class requirements and deliverables. The syllabus is our “contract” and the course  game plan

+ Research and hand in hard copy off 3 highly useful websites and information sources to obtain “marketing” information about emerging markets --- especially the “BRICs” --- and be prepared to discuss their merits and limitations

+ Study the Global Stage-Gate Process that I have developed as the blueprint for the class and for the final project of launching a product in a high potential country

+ Read “How Local Companies Keep Multinationals at Bay”, HBR, (Bhattacharya) March, 2008 (in case packet)

1. TEXT -- REQUIRED or RECOMMENDED?:
None … see recommended readings + real world case studies, best practices, tools, frameworks and examples will be the focus of this class.
Note: Class is overweighted on emerging markets --- especially in Asia/India and China
Certain articles will be posted on Blackboard and will not be included in the case packet to avoid unnecessary cost to students.

            2. TEXT—RECOMMENDED.
There is not a required text for this course; however, there are 2 optional books that you may reference: International Marketing, 14th edition, by Cateora, Gilly, Graham and published by McGraw-Hill, 2009 and Global Marketing, 4th edition by Svend Hollensen and published by Prentice Hall in 2007.
The following books, while not required, are worth reading for this course and for a deeper understanding of global marketing:
Globality Competing with everyone from everywhere for everything by Sirkin and others and published by Business Press in 2008 (If you can only read one, start with this one. It’s the most relevant to the course)
The Elephant and the Dragon by Robyn Meredith, published by Norton and Company in 2007. It addresses the rise of India and China.
The Emerging Markets Century by Antoine van Agtmael, published by Simon & Schuster in 2007. This book addresses how a new breed of companies is overtaking the world.
World out of Balance by Paul Laudicina, McGraw-Hill. This book addresses global risks to obtain competitive advantage and is highly recommended but not required. This is a great read and contains an excellent discussion on changing global demographics and the “new consumer”.
Another book, The World is Flat by Thomas Friedman, is recommended especially for his “Ten Forces” discussion in the first part of the book. I like this book for the global marketing of consumer product. His new book: Hot, Flat and Crowded is also recommended. It deals with the “green revolution”.