Lecture Notes

The course is organized so that each class revolves around a case discussion and a theory discussion. Copies of the slides for the theory discussions are available in the table below. Full citations for the case studies can be found on the readings page.

In addition to participating actively during class, students should e-mail the instructors before the case discussion each week to point out three of the case's major concepts.

SES #	TOPICS
1	Case: FedEx Introduction (PDF)
2	Case: Calyx and Corolla Theory: Customer Life Time Value (PDF)
3	Case: Population Services Theory: Decision Making (PDF)
4	Case: Coke Theory: Pricing I (PDF)
5	Case: Rohm and Haas Theory: Pricing II (PDF) The Psychology of Pricing (PDF)
6	Case: BMW Films Theory: Advertising (PDF)
7	Midterm Exam
8	Case: Zenith Theory: Diffusion
9	Case: Humminbird Theory: Product Development (PDF)
10	Case: Yoplait Theory: Research Methods (PDF)
11	Cases: Xerox and Intuit Theory: Customer Satisfaction (PDF)
12	Cases: Barco and Swatch Theory: Product Life Cycle (PDF)
13	Cases: Levi's, and Black and Decker Theory: Branding (PDF)
14	Presentations and Simulation
15	Final Exam

MIT OpenCourseWare makes the materials used in the teaching of almost all of MIT's subjects available on the Web, free of charge. With more than 2,000 courses available, OCW is delivering on the promise of open sharing of knowledge.

Your use of the MIT OpenCourseWare site and materials is subject to our Creative Commons License and other terms of use.

Find courses by:

Collections

Cross-Disciplinary Topic Lists

Translated Courses

Lecture Notes

Courses

About

Donate

Featured Sites

Tools

About MIT OpenCourseWare

Our Corporate Supporters