Course Catalog & Schedules Course Search > Search Results > Course Description Pricing, Promotion and Retailer Behavior (MKTG-462-0) 1.00 Credit Description: This course counts toward the following majors: Marketing, Marketing Management Why is a dress priced at $39 rather than $40? How does a "Sale" sign change customer behavior? Does it matter what other customers pay for an item? Can price changes antagonize customers and reduce demand? How has the Internet changed customer price sensitivity? Are retail loyalty programs effective? How has expansion of retail stores, factory stores and the Internet changed customer behavior? This course seeks to answer these types of questions. Approximately two-thirds of the course covers topics in sales promotion and pricing; the remainder focuses on emerging issues in retailing, such as retail loyalty programs, category management and multi-channel consumer behavior. This empirical, data-driven course provides an integrated framework for studying consumer behavior, which we then take to data. Most of the data is from real-world managerial problems, and students will often study data from field experiments to gain a deeper understanding of consumer and firm behavior. Students will learn how to make informed pricing and retailing decisions using data. Prerequisite: MKTG-430. Prerequisites: All Students: MKTG-430-0 Corequisites: None

We are currently in the Fall 2009 quarter.

Academic Year: 2009-2010 Quarter: Fall 2009 Sec ID Instructor Day Time Location 61 Anderson TF 10:30 - 12:00 Jacobs (276) 62 Anderson TF 13:30 - 15:00 Jacobs (276)   Academic Year: 2009-2010 Quarter: Winter 2010 This course has not yet been scheduled.   Academic Year: 2009-2010 Quarter: Spring 2010 This course has not yet been scheduled.   Academic Year: 2009-2010 Quarter: Summer 2010 This course has not yet been scheduled.

* indicates Sections where First Session is Mandatory.

+ indicates Sections with Second Year Preference.

Please send questions to kellogg-registrar@kellogg.northwestern.edu .