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Marketing Science

  • Enseignant(s): M.Christen
  • Titre en français: Science en marketing
  • Cours donné en: anglais
  • Crédits ECTS: 6 crédits
  • Horaire: Semestre d'automne 2019-2020, 2.0h. de cours + 2.0h. d'exercices (moyenne hebdomadaire)
  •  séances
  • site web du cours site web du cours
  • Formations concernées:
    Maîtrise universitaire ès Sciences en management, Orientation business analytics

    Maîtrise universitaire ès Sciences en management, Orientation comportement, économie et évolution

    Maîtrise universitaire ès Sciences en management, Orientation marketing

    Maîtrise universitaire ès Sciences en management, Orientation stratégie, organisation et leadership

[attention] Le syllabus du cours est entrain d'être modifié par le professeur responsable. Veuillez consulter cette page à nouveau dans quelques jours. --- A titre informatif uniquement, voici l'ancien syllabus :


The task of a marketing manager is to develop a marketing strategy and decide a set of marketing actions that contribute to achieving the company’s objectives by eliciting a desired reaction from customers in an efficient way. This task comprises three interrelated challenges for an analyst to support a manager:

  1. Analysis of Market Structure: Whose behavior should be analyzed?
  2. Analysis of Results: What has happened? Who has reacted? How? Why?
  3. Analysis of Marketing Actions: What should be done? What will happen if …?

The course introduces a systematic approach to build models based on theories and methods from economics, psychology and statistics to address these three analysis challenges. During the course students will learn how to build realistic and actionable models of marketing actions and customer reactions, collect and use different type of data and apply different quantitative methods to support the design of a marketing strategy and its implementation.


The course uses a variety of pedagogical approaches. Lectures and cases are used to introduce the analytic challenges behind designing, implementing and evaluating a marketing strategy for a brand or business unit. The lectures build on the readings from the assigned textbook while the cases and in-class exercises illustrate the managerial challenges and the application of tools and models in real-world settings. The group project gives you an opportunity to collect and analyze your own data.

  1. Introduction: Action-Reaction-Return Framework
  2. Structure: What is a market? How to segment a market?
  3. Structure: Who is a close competitor? How to evaluate positions?
  4. Results: How to analyze sales?
  5. Results: How to analyze brands?
  6. Results: How to analyze choices?
  7. Results: How to analyze online behavior?
  8. Exercise and Project Support
  9. Actions: How to determine customer product preferences?
  10. Actions: How to determine customer value and willingness-to-pay?
  11. Actions: How to predict new product sales?
  12. Actions: How to predict existing markets?
  13. Summary: Project Presentations

Details about the individual sessions and updates will be posted on Moodle as the course progresses.

MOODLE will be the communication channel for this course: kindly make sure you register on Moodle before the course starts.


Required Material:

  • Textbook: Lilien GL, Rangaswamy A, De Bruyn A (2017), Principles of Marketing Engineering and Analytics (3rd Edition), DecisionPro, Inc.
  • Software: Enginius (online tool available with textbook)
  • Articles and Cases: See Moodle for details

The course material and data for the cases and exercises will be available online through the textbook website or on Moodle.


Knolwedge of basic marketing concepts



1ère tentative

Ecrit 2h00 heures
Autorisée avec restrictions
  1. Group Assignments and Class Participation (25%)
  2. Group Project (25%)
  3. Written Exam (50%)
  4. 2 pages both-sides (personal notes)



Ecrit 2h00 heures
Autorisée avec restrictions

Only retake written exam; the other two components remain.

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