COURSE #: 430

SECTION: 62

COURSE NAME: Marketing Management

INSTRUCTOR: Kent Grayson

CASEPACK (YES or NO?) 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: 63

COURSE NAME: Marketing Management

INSTRUCTOR: Philip Zerrillo

CASEPACK (YES or NO?): Yes

FIRST CLASS ATTENDANCE IS MANDATORY
FIRST ASSIGNMENT: Read the Webster article “Putting the Customer First Always!” from the Blackboard.

1. TEXT -- REQUIRED or RECOMMENDED?  None

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 430

SECTION: 64

COURSE NAME: Marketing Management

INSTRUCTOR: Philip Zerrillo

CASEPACK (YES or NO?): Yes

FIRST CLASS ATTENDANCE IS MANDATORY
FIRST ASSIGNMENT: Read the Webster article “Putting the Customer First Always!” from the Blackboard.

1.  TEXT -- REQUIRED or RECOMMENDED? None

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

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 -- REQUIRED or RECOMMENDED?   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 -- REQUIRED or RECOMMENDED? None

AUTHOR

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 450

SECTION: 61

COURSE NAME: Research Methods in Marketing

INSTRUCTOR: Robert Schieffer

CASEPACK (YES or NO?): Yes

MANDATORY FIRST CLASS ATTENDANCE
FIRST CLASS ASSIGNMENT:

1) Read course syllabus thoroughly (posted on Blackboard)
2) Read Class 1 slides (posted on Blackboard)
3) Read Introduction in “Ten Key Customer Insights” book
4) Read “P&G Chief’s Turnaround Recipe: Find Out What Women Want” in case packet
5) Review course roster and begin to form teams of 4 - 5 students for group assignments

1. TEXT: REQUIRED

AUTHOR: Robert Schieffer

PUBLISHER: Texere, Thomson South-Western

TITLE: Ten Key Customer Insights: Unlocking the Mind of the Market

ED./DATE: First Edition, 2005

2. TEXT: RECOMMENDED

AUTHOR: Carl McDaniel and Roger Gates

PUBLISHER: John Wiley and Sons

TITLE: Marketing Research Essentials

ED./DATE: Six Edition/2008

3.  TEXT: RECOMMENDED

AUTHOR: Clotaire Rapaille

PUBLISHER: Broadway Books

TITLE: The Culture Code: An Ingenious Way to Understand Why People Around the World Live and Buy as They Do
(Paper back is available)

ED./DATE: First Edition, 2006

 

COURSE #: 454

SECTION: 61

COURSE NAME: Advertising Strategy

INSTRUCTOR: Brian Sternthal

CASEPACK (YES or NO?): 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  or  RECOMMENDED?: NONE

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 459

SECTION: 91

COURSE NAME: Services Marketing and Management

INSTRUCTOR: Richard Honack

CASEPACK (YES or NO?): 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: 61

COURSE NAME: Sales Force Management

INSTRUCTOR: Andris A. Zoltners

FIRST CLASS ATTENDANCE: MANDATORY

FIRST ASSIGNMENT: Please read Chapter 2 (Sales Force Assignment and Strategy) from the required textbook. The framework described in this chapter will enable you to begin evaluating several sales force challenges immediately.
FIRST CLASS MANDITORY

CASEPACK: Yes

1. TEXT: Required

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

PUBLISHER: Amacom

TITLE: The Complete Guide to Accelerating Sales Force Performance

ED./DATE: 1st, 2001

2. TEXT: Recommended

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

PUBLISHIER: Palgrave Macmillian

TITLE: Sales Force Design for Strategic Advantage

ED./DATE: 1st, 2004

3. 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: 1st, 2006

 

COURSE #: 464A

SECTION: 81

COURSE NAME: Product Development and Design

INSTRUCTOR: Walter Herbst

CASEPACK (YES or NO?): Yes
FIRST ASSIGNMENT: 
 
PREPARATION FOR OUR FIRST CLASS

 

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 you to talk about those items on your 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 describe why they're on your list.  Describe the commonality of “good” design as well as the commonality of “bad” design for those items you have noted. I want to see if there is some kind of metric, or 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.

 

Assignment: Read chapter 1-3 as well as case packet articles.

1. TEXT: REQUIRED

AUTHOR: Ulrich & Eppinger

PUBLISHER: McGraw-Hill Higher Education

TITLE: Product Design and Development

ED./DATE: 4th Edition /2008

2. TEXT:

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

 

COURSE #: 466

SECTION: 61

COURSE NAME: Marketing Strategy

INSTRUCTOR: Tim Calkins

CASEPACK (YES or NO?): 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: Walker, Boyd, Mullins, & Larreche

PUBLISHER: McGraw-Hill

TITLE: Marketing Strategy

ED./DATE: Sixth Edition, 2007

 

COURSE #: 466

SECTION: 62

COURSE NAME: Marketing Strategy

INSTRUCTOR: Tim Calkins

CASEPACK (YES or NO?): 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: Walker, Boyd, Mullins, & Larreche

PUBLISHER: McGraw-Hill

TITLE: Marketing Strategy

ED./DATE: Sixth Edition, 2007

 

COURSE #: 476

SECTION: 21

COURSE NAME: Introduction to Applied Econometrics

INSTRUCTOR: Yi Qian

CASEPACK (YES or NO?): No

FIRST ASSIGNMENT: None

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:  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 #: MKTG-952

SECTION: 81

COURSE NAME: Strategic Data-Driven Marketing

INSTRUCTORS:  Mark Jeffery & Russell Walker

CASEPACK: YES

FIRST ASSIGNMENT: See the syllabus for first class readings

1.  TEXT: REQUIRED

AUTHOR: Berry and Linoff

PUBLISHER: John Wiley and Sons

TITLE: Data Mining Techniques: For Marketing, Sales, and Customer Relationship Management

ED./DATE: 2004.

2. TEXT -- REQUIRED  or  RECOMMENDED?:

AUTHOR:

PUBLISHER:

TITLE: 

ED./DATE: