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MARKETING MANAGEMENTIE UniversityProfessor: Alvaro Navarro de AndresE-mail: course: SECONDSemester: 1ºCategory: COMPULSORYNumber of credits: 5.0Language: EnglishPREREQUISITESSUBJECT DESCRIPTIONThis course is conceived as the natural extension to the Marketing Fundamentals course thatstudents, now in their second year of their BBA degree, took on their first year. If the previouscourse focused on Marketing Positioning and Strategy, this one is all about Implementation of thatStrategy.While the Fundamentals course revolved around Market Research and Consumer Behavioranalysis as the tools to arrive at the correct Segmentation, Targeting and Positioning necessary toformulate a winning Marketing Mix, this Marketing Management course is about how to set thatMarketing Mix in motion. Application of the appropriate marketing tools for each situation andputting Marketing to work towards the goals of the organizations, is the essence of this course.OBJECTIVES AND SKILLSMarketing is a fundamentally practical endeavor based on solid theoretical foundations and a widebody of published research. This course will achieve the students understanding of the theory byrequiring that they put it into practice.Its 25 sessions are structured observing the right balance between theory and practice andbetween Synchronous and Asynchronous sessions.This course should allow students achieve the following learning objectives:1Edited by IE Editorial25th August 2020

- To fully understand the elements of the Marketing Mix- To acquire the capacity to see those elements as an integrated set of practical tools at thedisposal of a marketing team which has a job to do inside the organization- Understand the elements of the Marketing Mix as the tools and procedures that will allow theorganization to Deliver Value to its customers and Capture Value from them.- To go beyond the knowledge of Marketing Strategy into Marketing Implementation, and to seein practice how timing, metrics and control can mean the difference between success andfailure for the business- To venture beyond the traditional marketing tools and become familiar with the DigitalMarketing tools available today.METHODOLOGYTo acquire the previously mentioned skills, the methodology will be as follows.The Marketing Management course will consist of 16 Face-to-Face/Video Conference Synchronoussessions and 9 Asynchronous sessions based on Forums, Coaching and other Non-Class LearningActivities (Video-Exercises and Mini-Simulations using My Marketing Lab).It includes a Final Project(Marketing Plan with Document and oral Presentations), a Final Exam and graded Quizzes inseveral sessions.You should roughly allocate and invest time/effort according to the outlined weight.The conceptual part of the course is firmly based on 10 selected chapters from the seminaltextbook by Kotler, Principles of Marketing, (also used in the Marketing Fundamentals course).The textbook is complemented with a selection IE videos and professors notes that will be madeavailable to student through the campus online.Students are required to prepare the readings and watch the selected videos in advance of the faceto face sessions; these sessions will have the format of a discussion of the issues more than thetraditional master class lecture. Consistently with this approach, the professor may follow themethodology of “flipped classroom”. To encourage the pre-class preparation there may be a gradedQuiz at the start of some sessions.Throughout the course students will be required to use Person s My Marketing Lab VideosExercises, Mini-Simulations and Dynamic Study Modules as a way to reinforce marketing concepts.Videos and their corresponding exercises and the Mini-Sims will be graded.For its practical part, the course will make use of 2 selected practical cases. To ensure a fruitfuldiscussion of the case during the session, it is essential that all students read and analyzeindividually the case and are proactive in the discussion of its main elements.The other pillar on the practical methodology is the writing and presentation, in teams, of aMarketing Plan.The students, in teams of 6 to 7 members, will be required to implement theMarketing Mix in the launch of a product or service they will decide. Teams will work under thesupervision of the professor, who will act as a facilitator/coachof the teams work, solving problemsand suggesting how to use the available marketing tools during the split-team coaching sessions.The Marketing Plan Project has a weight of 40%of the total course evaluation. More details aboutthis Marketing Plan project will be provided during the course.Teaching methodology WeightingLecturesDiscussionsExercisesGroup workOther individual studyingTOTAL16.0 %20.8 %8.8 %24.0 %30.4 %100.0 %225th August 2020Estimated time astudent shoulddedicate to prepare forand participate in20 hours26 hours11 hours30 hours38 hours125 hours

EVALUATION CRITERIA:EvaluationA.CLASS PARTICIPATION 15% (Synchronous 8%; Asynchronous 7%)Please note that this part of the evaluation includes your attendance and how much you participatein the discussion in class face to face, but also in the Discussion Forums that will take place. If youdo not attend or you do not actively write in the forums, for whatever reason, you are forfeiting theopportunity to obtain the participation credit allotted to that session, and your participation will bediminished accordingly.Main criteria for evaluating Class Participation are as follows:Depth and Quality of Contribution: Quality of comments in terms of depth of insight, rigorous use ofevidence, consistency of argument, and realism will be appreciated.Moving Your Peers’ Understanding Forward: Along with the content, the way of conveyingyour ideas will also be considered. Your way of presentation should be concise and clear,accompanied by a spirit of involvement in the discussion at hand.Frequency: It is encouraged that you participate as much as you can, but the quality of yourcomment is more important.In Discussion Board Forums the rule is not more that 2 posts per thread, and each post is no longerthan 6 lines.B.2. FINAL EXAM 30%Very important: The student must reach a minimum score of 45% in the final exam to pass thecourse. If a student does not reach this cut-off score in the Final Exam all the other grades will NOTbe considered towards the Total Average Grade of the student, and the student will automaticallyFAIL the course. A grade of less than 45% in the final exam implies that the student has notsufficiently acquired the knowledge of Marketing concepts and tools necessary to pass this course.The final exam is compulsory and it will cover all topics discussed during the entire course, includingthe Cases. It will last 1hr 30 min and will be a common exam for all BBA Year 1 courses. Re-graderequests have to be submitted in writing explaining why you believe that your answer, as written,was incorrectly graded.Please note that when you ask for a re-grade, since this considers again the whole exam, the finalgrade may be increased as well as decreased.B.3 MyMarketingLab Video/Mini-Sims, Quizzes (Average) (15%)Reading the chapters and cases before their corresponding session is an integral part of thiscourse s methodology, and to encourage it, the professor may start sessions with a brief Quiz.Students will also be required to execute the Video-Exercises and/or Mini-Simulations programmedas part of the Non-Class Learning Activities. These exercises will be open for 48 hours (24 hoursbefore and 24 hours after the Asynchronous session is scheduled on campus). Failure to completeany of these online exercises in those available 48 hours will result in a 0 for that exercise.The average grade will be calculated ignoring the lowest grade achieved in all the quizzes andonline exercises, including if it is a 0 because the student was absent in the session of the quiz ordid not complete the online exercise within the 48 hours available, regardless of the reasons why ithappened.C.MARKETING PLAN PROJECT 40%This is the main project for this course and a very important part of the course.C.1. ASSESSMENTS (Average) 10%C.2. DOCUMENT (15%) It will consist of a formal document, in the form of an actionable andcomplete Marketing Plan. More precisely, the requirement is a 15-17 page, Times New Roman 12,1.5 space, word document.Detailed instructions about the project will be provided in class so the rules of the game are clearfrom the beginning. All grading elements will be clearly outlined.C.3. PRESENTATION (10%) Each team will present an overview of their Marketing Plan to theclass during sessions 23 and 24. It will consist on a 15 minute oral presentation of their work. All325th August 2020

members of the team must present. Further instructions will be given in advance. Presentationsconstitute an oral exam and attendance is compulsory. Only justified-by-the BBA absences will beaccepted.C4. PEER EVALUATION (5%) The presence of free-riders in teams is a problem we take VERYseriously at IE University. The willingness and ability to work in teams is highly regarded in theworkplace and this class will help you to start working with this mindset. Teams as a whole will beresponsible for their general management and teammates will be asked to provide a writtenevaluation of their peers to ensure all teams collaborate and work diligently to achieve the bestpossible results.Attendance to Final Project sessions (Sessions 23 and 24) is compulsory to ensure a team effortand any unjustified absence will be penalized by decreasing the Final Project Grade by 50% unlessthis absence is justified and accepted at the discretion of the Professor.Should there be any “serious” circumstance to consider, Professor will expect students to formallyinform with plenty of time to take action. No last-minute excuses will be accepted.Instructions on how to complete your Peer Evaluation will be given in advance.Finally, a Total Weighted Average of 50% is required to pass the Assessments & QuizzAverageFinal ExamMarketing Plan15 %15 %30 %40 %425th August 2020Comments

PROFESSOR BIOProfessor: Alvaro Navarro de AndresE-mail: DIGITAL BUSINESS EXECUTIVE & ENTREPRENEUR. INVESTOR, ADVISORAND DIRECTOR.Alvaro Navarro earned his Bachelor in Economics cum laude from the University ofRochester, in New York, U.S.A., and his Executive MBA from the IE Business School inMadrid. He was Founder and Managing Director at Chiefs, S.L. a chain of online and off-linefashion stores. He is also founder of Otraguerra, SL, which under the brand Mata-Mua,operates a chain of telephony and technology stores. For 14 years he was an executive inseveral industrial and distribution companies, and he currently sits at the Board of Directorsof Capelhi, S.A., a fashion distribution company. Professor Navarro is an angel investor inseveral startups. Professor Navarro teaches Management, Marketing and Entrepreneurshipat IE University and IE Business School since 2009.525th August 2020

formulate a winning Marketing Mix, this Marketing Management course is about how to set that Marketing Mix in motion. Application of the appropriate marketing tools for each situation and putting Marketing to work towards the g

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