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Penn - initiatives, and the impact o f electronic commerce on channel management . 224. Advertising Management.

C) Prerequisite(s): MKTG 101 or permission of instructor.
Score: 10.059555 Details | Listing | Web page

Penn - sales force management. Topics covered include salesperson effectiveness , deployment, organizational design, compensation, and evaluation . 228. Contagious: How Products, Ideas, and Behaviors Catch On.

C) Berger. Prerequisite(s): Marketing 101 and 211 are recommended, but not required . Why do some products catch on and achieve huge popularity while others fail? Why do some behaviors spread lik e wildfire while other languish? How do certain ideas seem to stick in memory while others disappear the minute yo u hear them? More broadly, what factors lead to trends, social contagion, and social epidemics ? This course looks at these and other topics as it examines how products, ideas, and behaviors catch on and become popular. Marketers want their product to be popular, organizations want their social change initiative to catch onl and entrepreneurs want their ideas to stick. This course will provide insight into the factors underlying these dynamimcs. To study these issues, students will read and discuss academic research from Psychology, Sociology, Economics, and Marketing (as well as other disciplines). Along the way, the course will touch on four main aspects:(1) Characteristics of products, ideas, and behaviors that lead them to be successful; (2) Intrapersonal processes, or aspects of individual psychology that influence what things are successful; (3) Interpersonal processes, or how interactions between individuals drive success; (4) Social networks, or how patterns of social ties influlence success.
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Penn - is an intensively cross-functional process. This course examines that process from the marketing perspective and identifies the key points of contact with operations, finance, organizational policy, and strategic planning. Although an overview of the entire process is provided in the course, special emphasis is placed on the evaluation of concepts early in the process. Thus, this course is very much concerned with ideas and how to select the best ideas and make them a reality. The main objectives of the course are

1) to familiarize students with the strategies, frameworks, conceptual tools, and types of marketing research that are considered best practices in the development of new products and (2) to give students the opportunity to apply some of these ideas and methods in the evaluation of a specific product concept , customizing the learning experience to their own needs and interests .
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Penn - Several strategic business units are involved in the decision.

2) Competitors' behaviors are formally taken into account. (3) Long-term marketing advantages are sought. (4) Profit and other financial consequences are considered.
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Penn - , as well as marketing decisions for small and growing organizations. Topics include product/service design, assessment of market potential, creation of successful distribution relationships, and new product pricing. In contrast to the product development course, the emphasis here is on a new startup business rather than a new offering from an existing business. Topics covered in this course also include low-budget or no-budget market research, successful strategic alternatives for small business, alternatives to high-cost advertising

e.g., direct marketing, alternative media, and personal selling) segmentation, and targeted marketing. Students will prepare a marketing plan for an entrepreneurial organization of their choice, possibly for a new venture they are considering.
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Penn - and their specific implications in a multinational marketing environment. The course will utilize active class discussion, case studies from from a variety of industries, selected readings covering a wide spectrum of Multinational Marketing issues, and a group project. The course focuses on real-world examples and seeks to develop a marketing skill-set applicable to any industry or product line. 286.

MKTG786) Business to Business Marketing. (M) Prerequisite(s): MKTG
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Penn - , the course focuses on the managerial process of identifying and evaluating industrial marketing opportunities and strategy decisions to effectively serve industrial markets. 288. Pricing Strategies.

C) Prerequisite(s): MKTG
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Penn - Marketing Research.

C)
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Penn - Pricing Policy.

C)
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Penn - Channel Management.

M)
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Penn - Principles of Retailing.

C)
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Penn - Sales Force Management.

C)
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Penn - Law of Marketing and Antitrust.

C)
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Penn - Models for Marketing Strategy.

M)
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Penn - Marketing Strategy.

C)
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Penn - Entrepreneurial Marketing.

C)
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Penn - Multinational Marketing.

C)
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Penn - Business to Business Marketing.

M)
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Penn - , impact on the environment, impact on innovation and creativity, and impact on poverty and emerging markets. In each area, we will identify marketing related causal effects

e.g., the roles of products and brands, prices, advertising, competitive strategies, etc.) and assess current knowledge and controversies surrounding those factors. There is also a focus on current metrics for assessing
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Penn - Retail Merchandising.

M)
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Penn - Marketing Research.

C)
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Penn - Marketing Strategy.

C)
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Penn - PhD Course. Alternates with MKTG960. Offered every other year. The purpose of this seminar is to provide graduate students with a solid foundation for critical thinking and research in psychology and marketing on information processing related topics. Topics of discussion include consumer knowledge

learning, memory and categorization), attitude theory, persuasion, affect and social influence. The course draws from the literature in marketing, psychology and economics. The course will enable students to conceptualize, operationalize, and develop research ideas. Therefore, the focus is on understanding theoretical and methodological approaches to various aspects of consumer behavior, as well as advancing this knowledge by developing testable hypotheses and theoretical perspectives that build on the current knowledge base.
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Penn - PhD Course. Alternates with MKTG961. Offered every other year. This course is designed to generate awareness and appreciation of the way several substantive topics in marketing have been studied empirically using quantitative models. This seminar reviews empirical models of marketing phenomena including consumer choice, adoption of new products, sales response to marketing mix elements, and competitive interaction. Applies methods and concepts developed in econometrics and statistics but focuses on substantive issues of model structure and interpretation, rather than on estimation techniques. Ultimately, the goals are a) to prepare students to read and understand the literature and b) to stimulate new research interests. By the end of the course, students should be familiar with the key issues and approaches in empirical marketing modeling. 966. Measurement and Data Analysis in Marketing.

A)
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Penn - 999. Supervised Independent Study.

C)
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