COURSE #:  430

SECTION: 61

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 Management

ED./DATE:5th / 2009

 

COURSE #:  430

SECTION: 62

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 Management

ED./DATE: 5th / 2009

 

COURSE #: 430

SECTION:  63

COURSE NAME:  Marketing Management

INSTRUCTOR:  Kent Grayson

CASEPACK: YES

FIRST ASSIGNMENT: First class attendance is mandatory.

Readings (available in the coursepack)

  • “Putting the Customer First – Always,” Frederick Webster, Market-Driven Management, 2002, pp. 1 - 29.
  • “What B2B Customers Really Expect,” Phillip Kreindler and Gopal Rajguru,
    Harvard Business Review, 2006, Reprint F0604G.

 

We will discuss the following questions in class
  • In the Webster chapter, Peter Drucker is quoted as saying that the purpose of business is to create a satisfied
    customer and that profits are a byproduct of this focus.  What flaws do you see in this argument?
  • Webster lists several flaws in the marketing process and errors in implementing the marketing process. 
    Identify examples from your own experience that either a) illustrate that these flaws and errors exist or b)
    suggest how to avoid them.
  • If your previous experience does not include exposure to marketing, consider how the Harvard Business
    Review     article illustrates some of the principles emphasized by Webster.

 

1.  TEXT:  RECOMMENDED

AUTHOR:  Philip Kotler

PUBLISHER:  Prentice-Hall

TITLE:  Marketing Management

ED./DATE:
11th Edition/2003 

2.  TEXT:  RECOMMENDED 

AUTHOR:  Philip Kotler

PUBLISHER:  Prentice-Hall

TITLE:  A Framework for Marketing Management

ED./DATE: 
1st  Edition/2001

 

 

 

COURSE #: 430

SECTION: 64

COURSE NAME: Marketing Management

INSTRUCTOR:  Kent Grayson

CASEPACK:  YES

FIRST ASSIGNMENT: First class attendance is mandatory.

Readings (available in the coursepack)

  • “Putting the Customer First – Always,” Frederick Webster, Market-Driven Management, 2002, pp. 1 - 29.
  • “What B2B Customers Really Expect,” Phillip Kreindler and Gopal Rajguru,
    Harvard Business Review, 2006, Reprint F0604G.

 

We will discuss the following questions in class
  • In the Webster chapter, Peter Drucker is quoted as saying that the purpose of business is to create a satisfied
    customer and that profits are a byproduct of this focus.  What flaws do you see in this argument?
  • Webster lists several flaws in the marketing process and errors in implementing the marketing process. 
    Identify examples from your own experience that either a) illustrate that these flaws and errors exist or b)
    suggest how to avoid them.
  • If your previous experience does not include exposure to marketing, consider how the Harvard Business
    Review     article illustrates some of the principles emphasized by Webster.

 

1.  TEXT:  RECOMMENDED

AUTHOR:  Philip Kotler

PUBLISHER:  Prentice-Hall

TITLE: Marketing Management

ED./DATE:
11th Edition/2003 

2.  TEXT:  RECOMMENDED

AUTHOR:  Philip Kotler

PUBLISHER:  Prentice-Hall

TITLE:  A Framework for Marketing Management

ED./DATE:
1st  Edition/2001

 

COURSE #: 430

SECTION: 65

COURSE NAME: Marketing Management

INSTRUCTOR: Julie Hennessy

CASEPACK (YES or NO?): Yes

MANDATORY FIRST CLASS ATTENDANCE
FIRST ASSIGNMENT:
1. Read assigned readings for the first day. See case packet for list.

1. TEXT:   None

AUTHOR

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 430

SECTION: 66

COURSE NAME: Marketing Management

INSTRUCTOR: Julie Hennessy

CASEPACK (YES or NO?): Yes

MANDATORY FIRST CLASS ATTENDANCE
FIRST ASSIGNMENT:
1. Read assigned readings for the first day. See case packet for list.

1. TEXT: None

AUTHOR

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 450

SECTION: 61

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 #: 450

SECTION: 62

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: 61

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: 91

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 Mandator

1.  TEXT:  REQUIRED 

AUTHOR: Fisk/Grove/John

PUBLISHER: Houghton Mifflin

TITLE: Interactive Services Marketing

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

 

COURSE #:  462

SECTION: 61

COURSE NAME: Pricing, Promotion & Retail Behavior

INSTRUCTOR:  Eric T. Anderson

CASEPACK: YES

FIRST ASSIGNMENT:  First Class is NOTmandatory
For the first class, purchase the case packet and complete readings listed in the syllabus.

1.  TEXT: NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #:  462

SECTION: 62

COURSE NAME: Pricing, Promotion & Retail Behavior

INSTRUCTOR:  Eric T. Anderson

CASEPACK (YES or NO?): YES

FIRST ASSIGNMENT:  First Class is NOTmandatory
For the first class, purchase the case packet and complete readings listed in the syllabus.

1.  TEXT  --   REQUIRED  or  RECOMMENDED?: NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #:  463

SECTION: 61

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 #: 464A

SECTION: 81

COURSE NAME: The Management of Product Development

INSTRUCTOR: Walter Herbst

CASEPACK: Yes

FIRST CLASS ATTENDANCE IS MANDATORY
Before our first session I want you to start thinking holistically about DESIGN.  What is it?   What's good design?  What's bad design? Is there a metric? If so, what is it?

My opening question will ask for a list of five products you consider to be good design as well as five products you consider bad design.  Develop your list with 5 examples of each, and in one sentence describe why they're on your list. 
I want to see if there is a constant in your descriptions, recognizing that no two of you will have identical lists. At the end of the first session be prepared to turn them in.  There is no correct answer and your papers will not be graded for any component other than turn-in.
Additionally I want you to be prepared for cold calling on any articles related to design that you have come across in the popular press recently.
“Design” covers lots of areas and on a weekly basis we’ll begin class by discussing items in the press.

Assignments will be noted in the Case Book.

Please note that the readings I assign on a weekly basis will not necessarily be covered specifically in class.  I will always post decks prior to class and only those items covered in the decks will be used for the final exam. However, keeping up with the weekly readings, will give you better in-sight for the subject.

1. TEXT:  REQUIRED

AUTHOR: Karl Ulrich and Steven Eppinger

PUBLISHER: McGraw-Hill/Irwin

TITLE: Product Design and Development

ED./DATE: 4th E/July 13th 2007

 

COURSE #: 465

SECTION: 61

COURSE NAME: New Product & Services

INSTRUCTOR: Andrew Razeghi

CASEPACK (YES or NO?): Yes

First Assignment:  No first class mandatory attendance for my course.

1. TEXT: None

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 466

SECTION: 61

COURSE NAME: Marketing Strategy

INSTRUCTOR: Tim Calkins

CASEPACK:  Yes

FIRST ASSIGNMENT: Read Syllabus

1. TEXT: REQUIRED

AUTHOR: Larreche and Gatignon

PUBLISHER: StratX

TITLE: Markstrat Online Student Handbook

ED./DATE:

2. TEXT: REQUIRED

AUTHOR: Tim Calkins

PUBLISHER: Palgrave

TITLE: Breakthrough Marketing Plans

ED./DATE:  2008

3. TEXT: RECOMMENDED

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 466

SECTION: 62

COURSE NAME: Marketing Strategy

INSTRUCTOR: Tim Calkins

CASEPACK: Yes

FIRST ASSIGNMENT: Read Syllabus

1. TEXT: REQUIRED

AUTHOR: Larreche and Gatignon

PUBLISHER: StratX

TITLE: Markstrat Online Student Handbook

ED./DATE:

2. TEXT: REQUIRED

AUTHOR: Tim Calkins

PUBLISHER: Palgrave

TITLE: Breakthrough Marketing Plans

ED./DATE: 2008

3. TEXT: RECOMMENDED

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 476

SECTION: 21

COURSE NAME: Introduction to Applied Econometrics

INSTRUCTOR: Yi Qian

CASEPACK: No

FIRST ASSIGNMENT:

1. TEXT: RECOMMENDED

AUTHOR: Morris DeGroot

PUBLISHER: Addison-Wesley

TITLE: Probability and Statistics

ED./DATE:  1986

2. TEXT: RECOMMENDED

AUTHOR: Arthur S. Goldberger

PUBLISHER: Harvard University Press

TITLE: A Course in Econometrics

ED./DATE: 1991

3. TEXT: RECOMMENDED

AUTHOR: Jeffrey Wooldridge

PUBLISHER: MIT Press

TITLE: Econometric Analysis of Cross Section and Panel Data

ED./DATE:

 

COURSE #:  520-1

SECTION:  21

COURSE NAME:  General PhD Seminar

INSTRUCTOR:  Angela Lee and Alex Chernev

CASEPACK (YES or NO?):  Yes

FIRST ASSIGNMENT:

First Class attendance is mandatory       

 

1.  TEXT  --   REQUIRED  or  RECOMMENDED?:  NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 952

SECTION: 91

COURSE NAME: Strategic Data-Driven Marketing

INSTRUCTOR: Russell Walker

CASEPACK (YES or NO?): Yes

FIRST CLASS ATTENDANCE IS MANDATORY

1. TEXT:  None

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: MKTG 952

SECTION:  91

COURSE NAME: Strategic Data-Driven Marketing

INSTRUCTOR:  Mark Jeffery and Russell Walker

CASEPACK (YES or NO?) :   YES

FIRST ASSIGNMENT:  YES – see the syllabus in the case packet for the first class readings.

1.  TEXT – RECOMMENDED: See the syllabus - the optional book is not needed until the 6’th week of the term and is easily ordered online.

AUTHOR:

PUBLISHER: 

TITLE:

ED./DATE:

2.  TEXT  --   REQUIRED  or  RECOMMENDED?:

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE: