Marketing Channel Incentives

Emory University is a private research university located in Atlanta, Georgia. Founded in 1836, Emory is one of the oldest universities in the United States and has a rich history of academic excellence and innovative research. The university is home to over 15,000 students from all over the world and offers a wide range of undergraduate, graduate, and professional programs in fields such as business, law, health sciences, and the humanities. Emory is well-known for its strong commitment to interdisciplinary research and its innovative approach to education, and its faculty and students are dedicated to solving some of the world's most pressing problems. With its beautiful campus, state-of-the-art facilities, and diverse and engaged community, Emory is an exceptional place to pursue higher education and make a difference in the world.

This specialization is ideal for individuals who currently work in or are targeting opportunities in consulting and strategy, industrial sales and buying, marketing management, entrepreneurship and business development. In this course, you will be exposed to the challenges of implementing a pricing strategy in your route-to-market and the necessity of becoming a "strategic skeptic." Questions such as, "how to ensure our partners do the right activity at the right price?" "how should my firm protect itself from channel partners who seek to cheat or free ride?" will be answered. You will also be exposed to direct selling channels, their incentive structures, and understand how and when they might represent a viable route-to-market.