Courses

• QST MG 700: Ethical and Global Foundations
  This experience, delivered during the pre-semester, will deliver ethical and global foundations which provide students a broad exposure to concepts that will be applied throughout the MBA experience. The foundation contains two courses. First, an intensive three day course - Ethics, Values, and Responsibility -- is designed to lay a conceptual foundation, introduce frameworks, provide a common language for ethics and ethical decision-making, and provoke awareness of one's values and ethical frontier to help guide principled thought and analysis. Second, Global Foundations will expose students to the complexities of operating in a global environment, discuss challenges associated with globalization, consider strategic factors when approaching global business problems, gain understating of global institutions, and provide a foundation on approaching country contexts. Synergies across both courses will emerge to provide students a strong foundation as they enter their core coursework.
• QST MG 705: PEMBA Launch
  This experience, delivered during the pre-semester, delivers key foundational concepts that will be applied throughout the MBA experience and helps to prepare students to join the MBA problem. The course is designed to lay a conceptual foundation, introduce frameworks, provide a common language for ethics and ethical decision-making, and provoke awareness of one's values and ethical frontier to help guide principled thought and analysis. Further, the course will expose students to the complexities of operating in a global environment.
• QST MG 760: Integrated Simulation
  Following the second semester of core this integrative experience will challenge students to solve business problems through an interactive simulation. Working within teams, students will leverage their core course content to develop solutions to interdisciplinary problems.
• QST MG 790: Ethical Leadership in a Global Economy
  Ethical Leadership in a Global Economy will provide students with a unique 2nd year learning experience on how the global economy is transforming economic sectors, presenting new risks, calling forth innovation, and challenging traditional values and norms. Through engagement with select firms, governmental, and civil society organizations, students will develop an appreciation of how new realities challenge traditional business integrity, strategy, and values in the global economy. Course projects and content will include both sector and functional based experiences. This course will provide opportunity for students to apply concepts which have been building through the pre-term, core, and professional skills courses.
• QST MK 323: Marketing Management
  Component of SMG SM 323, The Cross Functional Core. Introduces students to the field of marketing management: analysis, planning and implementation of marketing strategies as the means for achieving an organization's objectives. Students analyze cases and participate in workshops that focus on key marketing management tasks: marketing research, consumer behavior, segmentation and targeting, sales forecasting, brand management, distribution channels, pricing, promotion and advertising strategies, and marketing ethics. A semester-long business plan project where students collect primary and secondary research explores the interactions and the cross functional integrations between marketing, operations, and finance, while leveraging business analytics.
• QST MK 435: Introduction to the Music Business and Music Marketing
  Survey of the music industry with a focus on understanding of its structure and the intersection of business and music. Discusses key areas of music marketing, including opportunities for musicians, including publicity, advertising, promotion (online and traditional), digital distribution, touring, licensing/synch, and radio.
• QST MK 442: Digital Marketing Analytics
  The internet has become a ubiquitous channel for firms to reach consumers and gather business intelligence. This course will focus on developing students' quantitative skills in the context of digital marketing analytics. We will cover topics including how to design, deploy, and measure the performance of digital marketing campaigns; how to run advertising experiments; how to analyze social network data; and, how firms can learn about their customers from unstructured text data and how they can leverage these insights to achieve their marketing goals. Throughout the class we will touch upon issues of ethical data collection and usage as it relates to digital marketing. Students will get hands on experience with cutting-edge analytics and machine learning tools through group and individual projects.
• QST MK 444: Business of Sports
  This course examines the business side of sports. The global sports industry is a multi-billion dollar business highly intertwined with our economy and society. This course will profile many aspects of the sporting landscape to highlight the diverse nature of the decisions, and their consequences, that confront managers relative to various financial, marketing, and strategic issues. It will provide students with a broad overview and challenge them to use their analytical, creative, and communication skills to synthesize background and current information from the perspective of various stakeholders.
• QST MK 445: Consumer Behavior
  Provides insight into the motivations, influences, and processes underlying consumption behavior. Considers relevant behavioral science theories/frameworks and their usefulness in formulating and evaluating marketing strategies (i.e., segmentation, positioning, product development, pricing, communications).
• QST MK 447: Marketing Research
  Required for Marketing concentrators. Introduces tools and techniques of marketing research as an aid to marketing decision making. Definition of research problems, selection of research methodologies, design of research projects, interpretation of research results, and translation of research results into action.
• QST MK 449: Business Marketing
  Explores in-depth the unique aspects of marketing to business and institutional customers in an increasingly complex, competitive and global marketplace. Exposes students to a wide range of industrial products and services, and the technology, demand, competition, and requirements for success that characterize each of them. Topics include marketing strategy, organizational buyer behavior, business market segmentation, market development, product development, B -to-B e-commerce, pricing, marketing channels, and business marketing communications, in the context of the U.S. as well as global markets. The course is taught through lectures, case discussions, and presentations and is designed to develop the analytical, decision-making, and communication skills of the students. 4 cr.
• QST MK 463: Services Marketing and Management
  Covers topics relating to customer service management and focuses on the role of marketing in managing services. Also covered are human resource, information management, operational, and financial overlaps with marketing throughout the course. Focuses on services, though there will be discussion of how services support products as well. Includes an applied service marketing team project for a real organization (for an organization which has requested a student team to address its customer service issues). The final deliverable for this project is a team consulting project for the organization and a final consulting report presentation to the class and the organization's representative(s).
• QST MK 465: Retailing Strategy
  Provides insights into all phases of retail and the inter-dynamics of today's retail organizations. It emphasizes the importance of retail strategy, analysis and execution in the retail environment. Students will examine financial, operations and marketing decisions that are critical to retailers and their success.
• QST MK 466: Selling and Partnership Development
  This course is an introduction to personal selling and sales force management. It is divided into two parts. The first introduces students to good selling strategy, tactics, techniques, and skills. Topics addressed include leads generation and management; preparing and making sales presentations and sales calls; handling objections, networking; building relationships; closing deals; and ethics. The second part focuses on issues related to managing a salesperson or a group of salespeople: sales force sizing, recruitment, selection, and training; designing compensation and reward schemes; establishing sales objectives/quotas; supervising, mentoring, coaching, and motivating salespeople. The course employs a combination of cases, lectures, role plays, videos, and classroom exercises.
• QST MK 467: Global Marketing Management
  Develops a critical appreciation of both the opportunities and challenges associated with the increasing globalization of markets. Students will learn about the key environmental forces shaping the needs and preferences of the global consumer and the impact of foreign, political, and economic factors on the marketing mix. 4 cr.
• QST MK 468: Advanced Marketing Strategy
  Provides the insight and skills necessary to formulate and implement sound marketing strategies and marketing plans. The course includes lectures, case analysis, guest speakers, and a strategic marketing management simulation where students take the role of brand manager. The simulation allows students to make decisions and see results on key topics such as segmentation, positioning, managing a brand portfolio, integrated marketing communications, and marketing channels. Other key topics explored in the course include strategic planning, customer decision making, product life cycle, market response, competitive behavior, new product development, and product line management.
• QST MK 469: Integrated Marketing Communications
  Marketing communication strategy has moved beyond advertising to include interactive marketing, sales promotions, direct marketing, public relations, and more. This course focuses on developing a marketing communication strategy that integrates these tools for more efficient and effective communication. Topics include the establishment of objectives based on a situation analysis, developing subsequent messages, creative and media strategies, effectiveness testing, and client/agency relationships.
• QST MK 470: Pricing Strategy and Tactics
  Focuses on the practical needs of the marketing manager when making pricing decisions. Students learn the techniques of strategic analysis necessary to price more profitably by evaluating the price sensitivity of buyers, determining relevant costs, anticipating and influencing competitors' pricing, and formulating an appropriate pricing strategy.
• QST MK 472: Measuring Impact With Causal Methods
  When is making a change to a price, algorithm, or product worthwhile? Rather than relying on the gut intuition of a manager, businesses are increasingly using experiments and other forms of causal data analysis to answer these questions. In this class, we will learn about causal methods, when they work, how to implement them in R, and how to apply them to digital markets. The business topics covered include pricing, balancing digital marketplaces like Airbnb and Uber, reputation systems, measuring influence in social networks, and algorithmic design. 4 cr.
• QST MK 475: Luxury Brands
  Creating and leveraging luxury brand equity is a significant challenge. This course will explore luxury entrepreneurship, innovation, and disruptive business models, the role of technology, craftsmanship, and design in the creation and evolution of luxury brands. We will address brand extensions, dilutions, and stretching as well as the ability to expand the brand globally. Tied to these are issues of the critical role of distribution channels, particularly retail channels, and luxury services in delivering the luxury promise. Threats to sustaining the value of one's brand (e.g., threats to the supply chain) will be examined. The course will rely on cases, guest speakers, and a significant project.

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