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
George E. Warren Professor of Business
Professor Lehmann teaches several different marketing courses. His research focuses on individual and group choice and decision making, the adoption of innovation and new product development, and the management and valuation of marketing assets (brands, customers). He is also interested in knowledge accumulation, empirical generalizations and information use. Lehmann has published more than 100 articles and books, serves on the editorial boards of several academic...