Content, progress and pedagogy of the module

In this module the students will explore Real-time concrete problems within pricing, sales metrics and the marketing ecosystem of case companies. During the module the students will learn to methodologically and theoretically identify and analyse vital elements of modern business operations.

The students will gain insights into pricing and sales efficiency metrics and how they link to the perception of market value for buyers and sellers at the core of market exchanges. 

Learning objectives

Knowledge

The objective is that the student after the module possesses the necessary knowledge on:

• introducing the concept of value in pricing strategies.
• identifying pricing principles, practices and effects.
• sales metric principles and how they link to pricing and price practices.

Skills

The objective is that the student after the module possesses the necessary skills in:

• linking customer behavior and price policies and developing differentiated price range.
• discussing theoretical and practical aspects of pricing from a management perspective linking these to sales performance management.

Competences

The objective is that the student after the module possesses the necessary competences in:

• analyzing and evaluating pricing strategies.
• designing an adequate pricing policy on the basis of a business case.
• linking pricing and value creation.

Type of instruction

For information see § 17.

Exam

Exams