Spring 2013 MBA Course

B9601-073: Catching the Growth Wave in Emerging Markets

T - Full Term, 09:00AM to 12:15PM

Location: URI 331

Instructor: Rajeev Kohli; Alonso Martinez

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The objective of the course is to develop a strategic framework to pursue new waves of business opportunities in emerging markets.  The course will start by analyzing the comparative development of the most relevant countries. Subsequent sessions will explore common patterns that tend to occur as these countries go through similar levels of economic development: the evolution of the base of consumers from the rural poor to the urban middle class, and commonalities and differences in how internal consumption evolves across countries and cultures as people prioritize their needs and wants. We will discuss other key related factors such as the evolution of industry structure and retail channels, the availability of consumer financing, and how government policy may alter the growth patterns in specific industries. The final sessions will focus on strategic implications for companies, entrepreneurs and investors striving to capture and nurture opportunities in emerging markets, and discussion of successful cases.
The structure of the course will be based primarily on lectures and class discussions. It will be complemented by selected outside speakers to discuss their company’s experience pursuing growth in emerging markets. Evaluation will be based on class participation and one individual paper analyzing a specific emerging market opportunity utilizing the framework developed in the course.



Rajeev Kohli

Ira Leon Rennert Professor of BusinessRajeev Kohli is a professor in the Graduate School of Business at Columbia University. He has a doctoral degree in Applied Economics and Decision Sciences from the University of Pennsylvania; an MBA from Northern Illinois University; and a bachelor's degree in Electrical Engineering from BITS, Pilani, India. His research interests are in models of consumer preference and choice, techniques for new product development, Internet technology...

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Alonso Martinez

Senior Lecturer

Professor Martinez’s current focus is doing research, teaching and advising clients about business strategies to capture and foster growth in emerging markets. He brings over 25 years of consulting experience to Columbia. He also directs an ongoing project at the Wharton School´s Lauder Institute on development patterns in emerging markets and provides strategic advice to leading companies on this topic.


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