Smart Products & Solutions PT

Value Selling & Communication

level of course unit

-

Learning outcomes of course unit

The graduate / the student:
* can use the opportunities and risks of innovations as a basis for new, superior value propositions in the market
* can analyze the ideal purchase process for innovation from the customer's point of view and then derive value propositions

prerequisites and co-requisites

none

course contents

* Analysis of customer behavior in the buying process
* Development of value propositions
* Benefit-oriented selling

recommended or required reading

Gourville J.T.; Eager Sellers and Stony Buyers, Understanding the Psychology of New-Product Adoption; 2006; Harvard Business Review
Meyers-Levy J., Tybout A.M.; Schema Congruity as a Basis for Product Evaluation; Journal of Consumer Research
Cialdini R.B.; Influence: The Psychology of Persuasion; Harlow; 2014

assessment methods and criteria

written exam

language of instruction

German

number of ECTS credits allocated

5

eLearning quota in percent

15

course-hours-per-week (chw)

2

planned learning activities and teaching methods

Lecture, group work, presentation and discussion of tasks

semester/trimester when the course unit is delivered

3

name of lecturer(s)

Dipl.-Ing. (FH) Axel Schmidt Stefan Aigner, BSc, MBA, MSc

course unit code

SSK.3

type of course unit

integrated lecture

mode of delivery

Compulsory

Kontaktpersonen

Adam Martin

Prof. (FH) DI Dr. Martin Adam
Director of Studies
+43 5372 71819 195
Martin.Adam∂fh-kufstein.ac.at

questions - Any

Any questions -
We are here to help you.
+43 5372 71819 500
bewerbung∂fh-kufstein.ac.at

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