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

[Previous Course Code: MARK690O] This course combines an in-depth exploration of consumer psychology with elements of advertising and marketing research, with the goal of enhancing students' understanding of marketing tactics and strategy. Prerequisite: MARK512

[Previous Course Code: MARK690C] The course provides students with an understanding of what brand equity is and then uses a structured approach for managing and leveraging it to gain competitive advantage. The emphasis is on actual decisions a manager makes and the long-term effects of these marketing actions on brand equity. Cases and a simulation game are used to demonstrate common types of pitfalls that must be avoided in order to build brand equity. Exclusion: MARK690C Prerequisite: MARK512

[Previous Course Code: MARK690A] The role of channel design and management in formulating and implementing marketing strategy; frameworks for effective analysis, design, and management of channel networks. Exclusion: MARK690A Prerequisite: MARK512

Overview of the literature on modeling marketing phenomena. May be repeated for credit, if different topics are covered.

[Previous Course Code: MARK690V] This course is aimed at PhD students who intent to conduct experimental and quasi-experimental research in business (e.g., marketing, organizational behavior). The primary objective is to master the concepts and tools needed for collecting and analyzing behavioral data. In addition, the course provides an introduction to SAS, one of the most widely used statistical programming languages for manipulating and analyzing data. Exclusion: MARK690V

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 general purpose of this course is to provide an introduction and general survey of basic concepts of non-cooperative game theory, and major findings of experimental research in marketing and economics. Prerequisites: ECON510 and ISMT581 and ECON513 or ECON521

The course will approach the challenge of establishing a strong consumer brand in China from the perspective of the GM of a Multinational Corporation, outlining the steps he or she needs to consider when scoping the opportunity, tailoring the product and marketing mix and measuring success. Each step will provide the opportunity for a vigorous class discussion regarding the pros and cons of alternative choices and provide an opportunity to apply conventional marketing tools to the unique and dynamic marketplace that's emerging in China today. Graded P or F.