## MKTG 326: Customer Acquisition for New Ventures

The focus of this course is on the strategies and methods used by early-stage companies to acquire customers (through outbound or inbound marketing) and to activate and retain them (i.e., to encourage repeat behavior and/or increase the frequency of interaction). Throughout the course, we will examine topics such as search engine marketing (SEM), content marketing, affiliate marketing, social media campaigns, mobile applications, freemium strategies, and the use of web analytics for tracking customer acquisition and conversion. The focus will be mainly on digital marketing channels, and the emphasis will be more B2C than B2B. Instruction will consist of case discussion, exercises and simulations, and guest lectures, with students working in groups to apply their learning to improve the process of customer acquisition.

Terms: Aut
| Units: 3

Instructors:
Lattin, J. (PI)

## MKTG 532: Persuasion

The aim of this course is to provide insight into the psychology of persuasion. We will take an evidence-based approach and explore research and theory in this domain to identify powerful techniques for changing people's attitudes and behaviors. We will apply our insights broadly to examine the features that make for an effective persuasive appeal in a wide range of settings (e.g., an ad, a pitch to investors, etc.), and students will practice designing and implementing persuasive messages. In each session, I will share classic and cutting edge research on persuasion emanating from the fields of social and consumer psychology. These insights will be organized around a few basic principles. We will then work together to brainstorm and practice the application of the insights to real world persuasion settings.

Terms: Aut, Spr
| Units: 2

Instructors:
Tormala, Z. (PI)

## MKTG 534: The Travel and Airline Industry

This class provides an overview of the travel and airline industry focusing on strategy, business models, operations and trends. Topics we will cover include competition, service delivery, distribution, pricing, planning and the use of analytics within verticals such as airlines, hotels, online travel agencies and cruises. We will also discuss trends such as the sharing economy and the role of user generated content in facilitating travel. We will hear from several C-level executives who have started or led businesses in the Travel Industry.

Terms: Aut
| Units: 2

Instructors:
Nair, H. (PI)
;
Gillani, S. (SI)

## MKTG 641: Behavioral Research in Marketing I

This course prepares the student to do empirical behavioral research. It will cover all aspects of the research process, from hypothesis generation to experimental design to data analysis to writing up your results and submitting them for publication.

Terms: Aut
| Units: 3

Instructors:
Wheeler, S. (PI)

## MKTG 644: Quantitative Research in Marketing

The goal of this seminar is to familiarize students with the quantitative marketing literature and develop the process of generating research ideas and topics. Sessions will involve a mix of: i) a discussion of papers in a particular area in quantitative marketing; and/or ii) a discussion of students' research ideas with respect to topics.The format will mix student presentations of papers with lectures by the instructor(s). When discussing papers in the literature, the focus will be on the topic and research question and not the methodological approach. When discussing research ideas, students should be able to articulate why their question is interesting, where it fits in the literature and how they would address their question.

Terms: Aut
| Units: 3

Instructors:
Sahni, N. (PI)

## MKTG 645: Empirical Analysis of Dynamic Decision Contexts

This course will focus on empirical tools for analyzing dynamic decision contexts, wherein current actions of firms or consumers have effects on future payoffs, profits and/or competitive conduct. The course will build the relevant material generally, but our applications will be mostly focused on empirical marketing, operations and industrial organization problems. We will have an applied focus overall, emphasizing the practical aspects of implementation, especially programming. The overall aim of the class is to help students obtain the skills to implement these methods in their research. By the end of the class, students are expected to be able to formulate a dynamic decision problem, program it in a language such as Matlab or C, and to estimate the model from data. The course starts with discrete choice markovian decision problems, and continuous markovian decision problems, and focus on building the computational toolkit for the numerical analysis of these problems. We then move on to specific applications, and discuss multi-agent dynamic equilibrium models. Finally, we discuss recently proposed advanced methods for alleviating computational burden in dynamic models.

Terms: Aut
| Units: 3

Instructors:
Nair, H. (PI)

## MKTG 646: Bayesian Inference: Methods and Applications

The course aims to develop a thorough understanding of Bayesian inference, with a special focus on empirical applications in marketing. The course will start with a brief theoretical foundation to Bayesian inference and will subsequently focus on empirical methods. Initial topics would include Bayesian linear regression, multivariate regression, importance sampling and its applications. Subsequently, the course will focus on Markov Chain Monte Carlo (MCMC) methods including the Gibbs Sampler and the Metropolis-Hastings algorithm and their applications. The overall focus of the course will be on applying these methods for empirical research using a programming language such as R.

Terms: Aut
| Units: 3

Instructors:
Narayanan, S. (PI)

## MKTG 691: PhD Directed Reading (ACCT 691, FINANCE 691, GSBGEN 691, HRMGT 691, MGTECON 691, OB 691, OIT 691, POLECON 691, STRAMGT 691)

This course is offered for students requiring specialized training in an area not covered by existing courses. To register, a student must obtain permission from the faculty member who is willing to supervise the reading.

Terms: Aut, Win, Spr, Sum
| Units: 1-15
| Repeatable for credit

Instructors:
Aaker, J. (PI)
;
Anderson-Macdonald, S. (PI)
;
Gardete, P. (PI)
...
more instructors for MKTG 691 »

Instructors:
Aaker, J. (PI)
;
Anderson-Macdonald, S. (PI)
;
Gardete, P. (PI)
;
Hartmann, W. (PI)
;
Huang, S. (PI)
;
Lattin, J. (PI)
;
Levav, J. (PI)
;
Narayanan, S. (PI)
;
Sahni, N. (PI)
;
Seiler, S. (PI)
;
Shiv, B. (PI)
;
Simonson, I. (PI)
;
Tormala, Z. (PI)
;
Tully, S. (PI)
;
Wheeler, S. (PI)

## MKTG 692: PhD Dissertation Research (ACCT 692, FINANCE 692, GSBGEN 692, HRMGT 692, MGTECON 692, OB 692, OIT 692, POLECON 692, STRAMGT 692)

This course is elected as soon as a student is ready to begin research for the dissertation, usually shortly after admission to candidacy. To register, a student must obtain permission from the faculty member who is willing to supervise the research.

Terms: Aut, Win, Spr, Sum
| Units: 1-15
| Repeatable for credit

Instructors:
Aaker, J. (PI)
;
Anderson-Macdonald, S. (PI)
;
Gardete, P. (PI)
...
more instructors for MKTG 692 »

Instructors:
Aaker, J. (PI)
;
Anderson-Macdonald, S. (PI)
;
Gardete, P. (PI)
;
Hartmann, W. (PI)
;
Huang, S. (PI)
;
Lattin, J. (PI)
;
Levav, J. (PI)
;
Narayanan, S. (PI)
;
Sahni, N. (PI)
;
Seiler, S. (PI)
;
Shiv, B. (PI)
;
Simonson, I. (PI)
;
Tormala, Z. (PI)
;
Tully, S. (PI)
;
Wheeler, S. (PI)

## MKTG 698: Doctoral Practicum in Teaching

Doctoral Practicum in Teaching

Terms: Aut, Win, Spr, Sum
| Units: 1
| Repeatable for credit

Instructors:
Aaker, J. (PI)
;
Anderson-Macdonald, S. (PI)
;
Gardete, P. (PI)
...
more instructors for MKTG 698 »

Instructors:
Aaker, J. (PI)
;
Anderson-Macdonald, S. (PI)
;
Gardete, P. (PI)
;
Hartmann, W. (PI)
;
Huang, S. (PI)
;
Lattin, J. (PI)
;
Levav, J. (PI)
;
Narayanan, S. (PI)
;
Sahni, N. (PI)
;
Seiler, S. (PI)
;
Shiv, B. (PI)
;
Simonson, I. (PI)
;
Tormala, Z. (PI)
;
Tully, S. (PI)
;
Wheeler, S. (PI)