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Information SessionMarketing & Sales in the MMM and MMBR programsArea Marketing & Sales04.09.2019
Area Marketing & SalesChair of Business-to-Business Marketing, Sales & Pricing (Prof. Dr. Dr. h.c. mult. Christian Homburg)Chair of Marketing & Innovation (Prof. Dr. Sabine Kuester)Chair of Sales & Services Marketing (Prof. Dr. Florian Kraus)Chair of Quantitative Marketing & Consumer Analytics (Prof. Dr. Florian Stahl)Assistant Professor for Empirical Research Methods (Prof. Dr. Christina Schamp)Area Marketing & Sales04.09.2019
AgendaAThe Area – Marketing & Sales ChairsBThe Institute for Market-Oriented Management (IMU)CWhy study Marketing & Sales?DOur Concept of Marketing & Sales EducationEContact for StudentsFLecturesGRecommended LiteratureHMaster’s Thesis in Marketing & SalesIAdditional InformationArea Marketing & Sales04.09.20193
AgendaAThe Area – Marketing & Sales ChairsBThe Institute for Market-Oriented Management (IMU)CWhy study Marketing & Sales?DOur Concept of Marketing & Sales EducationEContact for StudentsFLecturesGRecommended LiteratureHMaster’s Thesis in Marketing & SalesIAdditional InformationArea Marketing & Sales04.09.20194
The Area Marketing & SalesCourses offered at Master levelChair of Business-toBusiness Marketing,Sales & PricingProf. Dr. Dr. h.c. mult. Christian Homburg Areas of Expertise: Market Oriented BusinessManagement, Pricing, Customer RelationshipManagement and Sales Management Director of the Institute for Market-OrientedManagement (IMU) For more information see: homburg.bwl.unimannheim.deArea Marketing & Sales04.09.2019MKT 510 Price and Product ManagementMKT 611 Sales and Customer Relationship ManagementMKT 661 Consumer BehaviorMKT 710 Research Seminar5
The Area Marketing & SalesCourses offered at Master levelChair of Marketing &InnovationProf. Dr. Sabine Kuester Areas of Expertise: Digital Marketing, InternationalMarketing, Marketing Management, Marketing ofInnovations and Marketing Strategy Director of the Institute for Market-OrientedManagement (IMU)MKT 570 Marketing of Innovations(in cooperation with Mercedes-AMG)MKT 580 Digital Marketing StrategyMKT 622 Country ManagerMKT 623 Strategic Marketing Management Simulation For more information see: kuester.bwl.unimannheim.deMKT 730 Research SeminarArea Marketing & Sales04.09.20196
The Area Marketing & SalesCourses offered at Master levelChair of Sales &Services MarketingMKT 520 Market ResearchMKT 560 Services MarketingProf. Dr. Florian Kraus Areas of Expertise: Sales Management, ServicesMarketing, and Personal SellingMKT 612 Business-to-Business Marketing Academic Director of the MBA Programs at MannheimBusiness School (Full-time and Part-time MBA) For more information see: kraus.bwl.uni-mannheim.deMKT 613 Negotiation ManagementMKT 740 Research SeminarArea Marketing & Sales04.09.20197
The Area Marketing & SalesCourses offered at Master levelChair of QuantitativeMarketing & ConsumerAnalyticsMKT 531 Marketing TheoryMKT 545 Customers, Markets and Firms StrategyMKT 614 Marketing CommunicationsProf. Dr. Florian Stahl Areas of Expertise: Empirical Quantitative Marketing,Consumer Behavior, Marketing Analytics and SocialMedia Marketing For more information see: eting/MKT 662 Interactive MarketingMKT 663 Branding and Brand ManagementMKT 664 Brand Strategy SeminarMKT 720 Research SeminarArea Marketing & Sales04.09.20198
The Area Marketing & SalesCourses offered at Master levelAssistant Professor forEmpirical ResearchMethodsCC 503 Empirical MethodsProf. Dr. Christina Schamp Areas of Expertise: Empirical Research Methods Contact Person for the lecture CC 503 EmpiricalMethodsArea Marketing & Sales04.09.20199
AgendaAThe Area – Marketing & Sales ChairsBThe Institute for Market-Oriented Management (IMU)CWhy study Marketing & Sales?DOur Concept of Marketing & Sales EducationEContact for StudentsFLecturesGRecommended LiteratureHMaster’s Thesis in Marketing & SalesIAdditional InformationArea Marketing & Sales04.09.201910
The Institute for Market-OrientedManagement (IMU)Area Marketing & Sales04.09.201911
The Institute for Market-OrientedManagement (IMU)Your benefitsGuest LecturesArea Marketing & Sales04.09.2019IMU SpringConferenceCompanyWorkshops &EventsJob Postings12
AgendaAThe Area – Marketing & Sales ChairsBThe Institute for Market-Oriented Management (IMU)CWhy study Marketing & Sales?DOur Concept of Marketing & Sales EducationEContact for StudentsFLecturesGRecommended LiteratureHMaster’s Thesis in Marketing & SalesIAdditional InformationArea Marketing & Sales04.09.201913
Marketing & Sales – An Overview Marketing & Sales is one of the most often chosen specializations in the MMM program High relevance of marketing and sales for company success and increasing importancein business practiceFacets of Marketing & SalesCompany ExternalConception and implementation ofmarket-oriented activities of a companywith regard to (potential) buyers of theproducts.These market-oriented activities includethe systematic generation of informationabout market conditions as well as thedesign of the marketing mix.Company InternalCreating the necessary conditions withinthe company for the implementation ofthe market-oriented activities.This includes especially the managementof the entire company according to theguiding principle of market orientation. Central business administration function Key management philosophy guiding corporate decisionsArea Marketing & Sales04.09.201914
Why study Marketing & Sales During theMMM Companies know of the high reputation of the University’s Marketing and Sales Area While the MMM itself is at the top in Germany and 14th worldwide, when it comes toMarketing & Sales, Mannheim ranks second worldwide 1!! Throughout the years, there has always been broad acceptance with regard toMarketing’s and Sales’ importance within companies:“[S]tudies show that jobs insales are among the highestin career lifetime value [.].”“For graduate students who aspire to become senior-level managers, at least ageneral knowledge of sales and sales management becomes increasinglyvaluable for discussions and decisions made at the top echelons of theirrespective organizations.” (Ahearne 2017, p. 463, JAMS)“It is increasingly evident that sales is now a seriousacademic research concern with far-reaching impacton the practice of sales worldwide.” (Ahearne 2017,p. 463, JAMS)Source: 1 asters-in-management-ranking-2018/Area Marketing & Sales04.09.201915
Job-Related Perspectives in Marketing andSalesJob-related perspectives open up in e.g. MarketingBusinessConsulting as Product Manager / Brand Manageras Pricing Managerin the field of Strategic Marketingin the field of Communicationsin the field of Customer Relationship Managementin the field of Digital Marketing / Social MediaMarketing in Strategy Consulting in Marketing and Sales in Internal Marketing Consultancies Advertisingand EventAgencies in Project Management in Strategic Planning in the Creative AreaArea Marketing & Sales04.09.2019Sales in Internal Sales Servicein External Sales Servicein Key Account Managementin Sales Strategy as Marketing Manageras Research Manageras Consultant in different research fieldsas Data Analyst MarketResearchInstitutes. .16
Average Gross Salary by Department High average salaries for employees in marketing and sales Overall, excellent perspectives in the organizational functions marketing and salesDepartmentMarketing / SalesManufacturingITHuman ResourceFinanceAverage Gross Salary*91,351 79,957 86,042 76,798 97,512 Source: Stepstone 2018, Gehaltsreport 2018, p. 30-55* Including fixed and variable salary component. Averaged over industries and positions.Area Marketing & Sales04.09.201917
Requirements for Graduates in Marketing andSalesMarketing andSales Know-HowTeam Spirit ernationality/MobilityArea Marketing & Sales04.09.2019AnalyticalCompetenceCreativity18
AgendaAThe Area – Marketing & Sales ChairsBThe Institute for Market-Oriented Management (IMU)CWhy study Marketing & Sales?DOur Concept of Marketing & Sales EducationEContact for StudentsFLecturesGRecommended LiteratureHMaster’s Thesis in Marketing & SalesIAdditional InformationArea Marketing & Sales04.09.201919
Principles of Marketing & Sales onMarketing& SalesTheoreticalPluralismEmpiricalFoundationArea Marketing & Sales04.09.201920
Aspects of Practice spectivePracticeOrientationMarketing& ecturesPracticeOrientationDealing withImplementationProblemsCorporateWorkshopsArea Marketing & Sales04.09.201921
The Seven Principles of Marketing & SalesI. TheoreticalPerspectiveVII. Managementrelated PerspectiveVI. Implementationrelated PerspectiveV. InstitutionalPerspectiveArea Marketing & Sales04.09.2019II. Information-relatedPerspectiveIII. StrategicPerspectiveIV. InstrumentalPerspective22
AgendaAThe Area – Marketing & Sales ChairsBThe Institute for Market-Oriented Management (IMU)CWhy study Marketing & Sales?DOur Concept of Marketing & Sales EducationEContact for StudentsFLecturesGRecommended LiteratureHMaster’s Thesis in Marketing & SalesIAdditional InformationArea Marketing & Sales04.09.201923
Contact Persons for Students (1)Chair of Business-to-BusinessMarketing, Sales & PricingChair of Marketing & Innovation.Moritz Tischer, M.Sc.Andreas Polthier, M.Sc. Office Hours: By appointment Office Hours: By appointment Office: L5, 1, 2nd floor, room 2.09 Office: L5, 1, ground floor, room 0.02 Phone: 0621 / 181-3552 Phone: 0621 / 181-3204 E-Mail: moritz.tischer@bwl.uni-mannheim.de E-Mail: polthier@bwl.uni-mannheim.deArea Marketing & Sales04.09.201924
Contact Persons for Students (2)Chair of Sales & ServicesMarketingChair of Quantitative Marketing &Consumer AnalyticsMengmeng Niu, M.Sc.Maximilian Beichert, M.Sc. Office Hours: By appointment Office Hours: By appointment Office: L5, 2, room 0.08-0.09 Office: L5, 2, 2nd floor, room 2.08 Phone: 0621 / 181-2683 Phone: 0621 / 181-1563 E-Mail: mniu@mail.uni-mannheim.de E-Mail: maximilian.beichert@uni-mannheim.deArea Marketing & Sales04.09.201925
AgendaAThe Area – Marketing & Sales ChairsBThe Institute for Market-Oriented Management (IMU)CWhy study Marketing & Sales?DOur Concept of Marketing & Sales EducationEContact for StudentsFLecturesGRecommended LiteratureHMaster’s Thesis in Marketing & SalesIAdditional InformationArea Marketing & Sales04.09.201926
Fundamental Information on the ModuleDesign500-Modules: Core Modules600-Modules: Elective Modules700-Modules: SeminarsMaster’s ThesisArea Marketing & Sales04.09.2019800-Modules:Courses from the PhD-Programof the CDSB (open to MMBR)27
Mannheim Master in Management (MMM) –Overview44-68 ECTSFlexibleCoursesBusiness Administration16 ECTSCoreCourses12 ECTSCoreCourses0-24 ECTSOptionalCourses24 ECTSArea Marketing & Sales04.09.2019Methods & Key QualificationsDecision Analysis; CSR; Applied Econometrics or Empirical MethodsBusiness EconomicsBusiness Economics I IIOptional ElectiveOne elective can be selectedMaster’s Thesis28
Overview of Modules in the Marketing &Sales AreaModules (Module Number and Module Name)ECTS in Fall ‘19ECTS in Spring ‘20500-ModulesMKT 510 Price and Product ManagementMKT 520 Market ResearchMKT 531 Marketing TheoryMKT 545 Customers, Markets and Firm StrategyMKT 560 Services MarketingMKT 570 Marketing of Innovations (with AMG; new!)MKT 580 Digital Marketing StrategyCC 503 Empirical Methods6646446666600-ModulesMKT 611 Sales Management and Customer Relationship ManagementMKT 612 Business-to-Business MarketingMKT 613 Negotiation ManagementMKT 614 Communication ManagementMKT 622 Country ManagerMKT 623 Strategic Marketing Management SimulationMKT 661 Consumer BehaviorMKT 662 Interactive MarketingMKT 663 Branding and Brand ManagementMKT 664 Brand Strategy SeminarN/A (Research Semester)224222642700-ModulesMKT 710 Research Seminar HomburgMKT 720 Research Seminar StahlMKT 730 Research Seminar KuesterMKT 740 Research Seminar KrausArea Marketing & Sales04.09.201966666666Students of „M.A. Kultur und Wirtschaft“ can attend all 500-Modules as well as specific 600-Modules29
Lectures in Fall Semester 2019 (1/2)Modules (Module Number and Module Name)Dates/TimeLecturerPerson in chargeMon, 10:15 – 11:45Thu, 08:30 – 10:00(starts 02.09.2019)Prof. Dr. Dr. h.c. mult.Christian HomburgAlexandra Rudi, M.ScWed, 12:00 – 13:30(starts 04.09.2019)Prof. Dr. Florian KrausMengmeng Niu, M.Sc.Wed, 10:15 – 11:45(starts 11.09.2019)Prof. Dr. Sabine KuesterFelix Ebert, M.Sc.Tue, 13:45 – 15:15(starts 03.09.2019)Prof. Dr. Sabine KuesterSebastian Starke, M.Sc.Wed, 13:45 – 15:15(starts 04.09.2019)Prof. Dr. ChristinaSchampProf. Dr. ChristinaSchamp500-ModulesMKT 510 Price and Product 1-price-and-product-management/MKT 560 Services T 570 Marketing of ehrstuehle/bwl/Kuester/Lehre/MKT 570 Marketing of Innovations/Syllabus MKT 570.pdfMKT 580 Digital Marketing tuehle/bwl/Kuester/Lehre/MKT 580 Digital Marketing/SyllabusMKT 580.pdfCC 503 Empirical MethodsArea Marketing & Sales04.09.201930
Lectures in Fall Semester 2019 (2/2)Modules (Module Number and Module Name)Dates/TimeLecturerPerson in chargeFri, 13.09.201910:15 - 13:30Fri, 20.09.201910:15 - 13:30Fri, 27.09.201910:15 - 13:30Prof. Dr. Florian KrausLinda Gebhardt, M.Sc.Dr. Clemens JüttnerGuido Böttlicher(Chair Prof. Dr. FlorianKraus)Maximilian Gärth, M.ScProf. Dr. Sabine KuesterOliver Borchers, M.Sc.Prof. Dr. Florian StahlKateryna Gavrysh, M.Sc.600-ModulesMKT 612 Business-to-Business -marketing/MKT 613 Negotiation Management (only in t/Fri, 27.09.201914:00 – 18:00Sat, 28.09.201909:00 – 18:00MKT 623 Strategic Marketing Management hrstuehle/bwl/Kuester/Lehre/MKT 623 Strategic Marketing Simulation/MKT 623 Syllabus.pdfKickoff: Thu, 12.09.201910:15 – 11:45Simulation Day:Thu, 26.09.201909:00 - 17:00MKT 664 Brand Strategy tivemarketing/teaching/brand-strategy-seminar/Area Marketing & Sales04.09.201931
Core CoursesMandatoryCore CoursesOffered inFall SemesterOffered inSpring SemesterCC 501 Decision Analysis(6 ECTS) - CC 504 Corporate SocialResponsibility(4 ECTS) BE 510 Business Economics I(6 ECTS) -BE 511 Business Economics II(6 ECTS)- CC 502 Applied EconometricsorCC 503 Empirical Methods(6 ECTS)Area Marketing & Sales04.09.201932
Exemplary Curriculum forSpecialization in Marketing & Sales1st Semester - Fall2nd Semester - SpringCourse TitleECTSCourse TitleECTSBE 510 Business Economics I*6BE 511 Business Economics II*6CC 503 Empirical Methods*6CC 501 Decision Analysis*6CC 504 Corporate Social Responsibility*4MKT 520 Market Research6MKT 510 Price and Product Management6MKT 580 Digital Marketing Strategy6MKT 612 Business-to-Business-Marketing2MKT 662 Interactive Marketing6MKT 623 Strategic Marketing Management Simulation23rd Semester - Fall26304th Semester - SpringCourse TitleECTSCourse TitleECTSMKT 570 Marketing of Innovations4MKT 531 Marketing Theory4MKT 664 Brand Strategy Seminar2MKT 545 Customers, Markets and Firm Strategy6MKT 710/720/730/740 Research Seminar6Master’s Thesis24MAN 630 Introduction to Entrepreneurship6MAN 645 Leadership and Motivation6MAN 657 Global Strategic Management634Ʃ 120 ECTS30Area Marketing & Sales04.09.2019* Core Course33
Registration Process for Lectures While some of the lectures (e.g., MKT 510) are open to all interested Master students,others (e.g., MKT 622) have a limited number of participants For these restricted courses, an application via Portal2 is necessary For more details, check the “Documentation and Help“ section in Portal 2, which describesthe process step by step Business School - Information about course registration in the master programs (seeMMM & MMBR ILIAS groups)Area Marketing & Sales04.09.201934
AgendaAThe Area – Marketing & Sales ChairsBThe Institute for Market-Oriented Management (IMU)CWhy study Marketing & Sales?DOur Concept of Marketing & Sales EducationEContact for StudentsFLecturesGRecommended LiteratureHMaster’s Thesis in Marketing & SalesIAdditional InformationArea Marketing & Sales04.09.201935
Recommended Literature for allMaster LecturesMarketingmanagementHomburg, Christian (2017), Marketingmanagement: Strategie – Instrumente –Umsetzung – Unternehmensführung, 6th ed., Wiesbaden.Marketing Management: A Contemporary PerspectiveHomburg, Christian, Kuester, Sabine, Krohmer, Harley (2013), MarketingManagement: A Contemporary Perspective, 2nd ed., Maidenhead, UK.Area Marketing & Sales04.09.201936
AgendaAThe Area – Marketing & Sales ChairsBThe Institute for Market-Oriented Management (IMU)CWhy study Marketing & Sales?DOur Concept of Marketing & Sales EducationEContact for StudentsFLecturesGRecommended LiteratureHMaster’s Thesis in Marketing & SalesIAdditional InformationArea Marketing & Sales04.09.201937
PrerequisitesThesisInformation regarding the Master‘s Thesisin Marketing & Sales Development of a marketing specific topic from a scientific perspective Individual supervision at the chairs You are required to have passed the following courses to be eligible to writeyour Master’s Thesis:Module MKT 510 Price and Product Management(or Bachelor level course MKT 301) MKT 520 Market Research Research Seminar: MKT 710/720/730/740Semester offeredOnly fall termOnly spring termBoth termsNote onSeminars The Research Seminar prepares for a Master’s Thesis at one of the Marketing & Sales chairs Recommendation: Write the seminar paper and the Master’s Thesis at the same chair (although theResearch Seminars are mutually accepted by all chairs of the Area Marketing & Sales) Application for the Seminars in Spring Semester 2020 at the end of Fall Semester 2019 Please pay attention to the registration and application deadlines for the Seminars(check homepages and social media channels of the chairs regularly)!Area Marketing & Sales04.09.201938
Contact Persons forAcademic Papers in Marketing & SalesChair of Prof. Homburg: Contact person for MKT 710 Research Seminar: Boas Bamberger, M.Sc. Contact person for Master’s Thesis: Moritz Tischer, M.Sc.Chair of Prof. Stahl: Contact person for MKT 720 Research Seminar: Andreas Bayerl, M.Sc. Contact person for Master’s Thesis: Prof. Dr. Florian StahlChair of Prof. Kuester: Contact person for MKT 730 Research Seminar: Markus Welle, M.Sc. Contact person for Master’s Thesis: Dr. Sergej von JandaChair of Prof. Kraus: Contact person for MKT 740 Research Seminar: Mengmeng Niu, M.Sc. Contact person for Master’s Thesis: Prof. Dr. Florian KrausArea Marketing & Sales04.09.201939
AgendaAThe Area – Marketing & Sales ChairsBThe Institute for Market-Oriented Management (IMU)CWhy study Marketing & Sales?DOur Concept of Marketing & Sales EducationEContact for StudentsFLecturesGRecommended LiteratureHMaster’s Thesis in Marketing & SalesIAdditional InformationArea Marketing & Sales04.09.201940
Additional Information Please read the detailed Module Catalogue and keep in mind that for some courses, it ismandatory to fulfill certain prerequisites All information can also be found on the websites of the chairs!We wish you a lot of fun and success duringyour studies in Mannheim!Area Marketing & Sales04.09.201941
Academic Director of the MBA Programs at Mannheim Business School (Full-time and Part-time MBA) For more information see: kraus.bwl.uni-mannheim.de Area Marketing & Sales Courses offered at Master level MKT 520 Market Research MKT 560 Services Marketing MKT 612 Business-to-Business Marketing MKT 613 Negotiation Management MKT 740 Research .
