Fall 2013 MBA Course

B6601-005: Marketing: Innovation through Customer Centricity, Part I

MW - B Term, 09:00AM to 10:30AM

Location: WJW 208

Previous Terms Offered: First-term course; terms offered: fall, spring

Instructor: Ran Kivetz


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Required for all students, unless waived by passing an exemption examination. The format of the examination is a series of questions based on the content of the course. The course content is described in the syllabus for the course, which can be found on the link above. Students should not attempt the exemption examination unless they are thoroughly versed in the course content.

Marketing activity is the engine that creates value in a business. It provides the focus for interfacing with customers and the source of intelligence about customers, competitors and the general environment. Further, marketing focuses on the long-run relationship of a company to its customers as well as on short-run sales. Thus marketing is critical to the revenue and profit streams for a company. This course emphasizes the role of marketing in creating value for customers, which in turn creates value for owners, shareholders and employees.

Tools and Concepts Taught in the Course

  • Basic quantitative analysis in marketing
  • Analyzing cases
  • Analyzing market opportunities
  • Competitive analysis
  • Customer decision making
  • Customer value
  • Value of brand
  • Segmentation and target selection
  • Product positioning
  • Customer acquisition and retention

Division: 

Ran Kivetz

Philip H. Geier, Jr. Professor of MarketingProfessor Kivetz’s research examines consumer and managerial decision making, the psychology of effort and reward (and its application to loyalty programs and other incentive systems), reverse self-control ("hyperopia"), and marketing high technology. Kivetz teaches courses on marketing high technology and entrepreneurship in the day and executive MBA programs and a Ph.D. course on bridging decision research with marketing science. His research has won...

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