Strategic marketing objectives and implementation of strategies through pricing, distribution channels, promotion and new-product decisions. This is a core course for MBA. Exclusion: IMBA505

Negotiation is the art and science of creating agreements between two or more parties. This course has two purposes. First, we will discuss and apply theories developed as guides to improving negotiations (the science). Second, students will develop and sharpen negotiating skills by actually negotiating with other students in realistic settings (the art). Prerequisite: MARK512

The primary objective of this mini-elective is to give an insightful and detailed understanding of China's business environment today and tomorrow. Prerequisite: MARK512

[Advanced seminar covering current research and theory in consumer behavior and marketing. Topics will vary with the semester, but may include areas related to consumer judgment and decision processes, attitude formation and change, reactions to advertising, consumer information procession, affective, motivational and cognitive determinants of consumer behavior, and cultural and individual differences in consumer behavior. May be repeated for credit. Graded P or F. Prerequisite: MARK650

The role of channel design and management in formulating and implementing marketing strategy; frameworks for effective analysis, design, and management of channel networks. Prerequisite: MARK512

Review of psychological theory and research of relevance to an understanding of consumer judgment and behavior. Background: Graduate standing Prerequisite: MARK512

[The course deals with the recent dramatic developments in retailing (Technologies, formats, strategies, and management methods) and in retailers' position in distribution channels. Special attention is given to retail internationalization and to retailing in China and in other Asian countries. Prerequisite: MARK512