B321D Recent Developments in Pricing

Lecturer:	Andrea Künnen, M.Sc. / Dr. Amadeus Petzke (Associate Director and Leader Pricing Enablement Center, The Boston Consulting Group)
Course description:	B325 - Course Outline
Language:	English
Recommended for this semester or higher:	5
ECTS-Credits:	6
Course can be taken as part of following programs/modules:	International Economics International Business Administration Economics and Business Administration
Prerequisite for:	---
Prerequisites:	---
Limited attendance:	24
Course Type:	Colloquium
Date:	Blocked course: Online Application via ILIAS from September 10, 2018 until October, 15 (8 p.m. s.t.) October 19, 2018 from 12 s.t. - 3.30 p.m. - room HS 037 Brechtbau November 22, 2018 from 9 s.t. - 10:30 a.m. - Q&A session (telephone conference) December 13, 2018 from 2 s.t. - 7 p.m. - room 236 Neue Aula December 14, 2018 from 9 s.t. - 3 p.m. - room 236 Neue Aula Please see below for registration details.
Registration:	Limited to 24 participants. Registration will open on Monday, September 10, 2018 at 9 a.m. on ILIAS - end of registration time: Monday, October 15, 2018 (8 p.m.) Link is announced here. Please upload your official transcript on ILIAS. If the number of applications exceeds the number of places available, we unfortunately will not be able to accept all of the applicants. In this case, a random selection will be made from all the applications received.
Downloads:	in ILIAS
Method of Assessment:	Presentation
Content:	Pricing is a powerful tool that can have strong effects on a firms revenue and profit. This module will cover key aspects of pricing decisions, with a focus on recent developments in research and management.
Classification:	Students are familiar with effects different pricing strategies can have on firm sales, revenue, and profit. Students will be able to use recent academic developments to solve pricing management problems. They will know how to present their pricing approaches and problem solutions to an audience.
Literature:	Ailawadi, K. L., Lehmann, D. R., & Neslin, S. A. (2001). Market Response to a Major Policy Change in the Marketing Mix: Learning from Procter & Gamble’s Value Pricing Strategy. Journal of Marketing, 65(1), 44–61. Green, P. E., Krieger, A. M., & Wind, Y. (2001). Thirty Years of Conjoint Analysis: Reflections and Prospects. Interfaces, 31(3_supplement), 56–73.