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FTMBA 2019_I Price Management

Course code
Course type
FT MBA Course
Weekly Hours
FS 2019
Prof. Dr. Martin Fassnacht
Please note that exchange students obtain a higher number of credits in the BSc-program at WHU than listed here. For further information please contact directly the International Relations Office.
The course covers the following topics:
  • Foundations of price management
  • Price strategy
  • Pricing analysis
  • Price decisions
  • Implementation and monitoring
  • Innovations in price management
  • Industry specific deep dive

Date Time
Monday, 14.01.2019 09:00 - 17:00
Wednesday, 23.01.2019 09:00 - 17:00
Wednesday, 30.01.2019 09:00 - 17:00
The course enhances six categories of competences:
  • factual knowledge(e.g., pricing terminology, characteristics of price management),
  • management capacities(e.g., price as powerful marketing instrument),
  • global knowledge(e.g., different industries, innovations, consumer insights ),
  • teamwork(e.g., case study),
  • critical thinking(e.g., class discussions, development of solutions for the case study) and
  • practical knowledge(e.g., case study, guest lectures).
Suggestes readings (not compulsory):[1] Nagle, T.T./Hogan, J.E./Zale, J. (2011): The Strategy and Tactics of Pricing: A Guide to Growing More Profitably, 5th ed., New Jersey: Pearson Education.[2] Simon, H (2015): Confessions of the pricing man: How price affects everything, 1st ed., Copernicus/Springer.Further literature: Will be announced during the lecture.
50% Exam,
50% Case Study
Basic Marketing Knowledge
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