+49 (02 34) 32 26596
smd@rub.de 
Sales and Marketing Theory - 074 505
Vorlesungen - 5 ECTS
-
14/04/26
14:15–15:45, HZO 90 -
21/04/26
14:15–15:45, HZO 90 -
19/05/26
14:15–15:45, HZO 90 -
26/05/26
14:15–15:45, HZO 90 -
02/06/26
14:15–15:45, HZO 90 -
16/06/26
14:15–15:45, HZO 90 -
23/06/26
14:15–15:45, HZO 90 -
30/06/26
14:15–15:45, HZO 90 -
28/07/26
12:00–14:00, HZO 90
Contact
Supervising assistant
Module Contents:
Theories from economic and behavioral science are the foundation for a deep understanding of sales and marketing. This module introduces key behavioral theories from psychology and social psychology, along with their applications in sales and marketing research. These theories will be examined and discussed using current empirical findings and sales-related case studies. The module also covers essential principles of the philosophy of science to enable a critical evaluation of theoretical approaches.
The lecture will be held in English. All organizational details will be clarified in the first session on 14 April 2026.
Assessment:
The module consists of two examination components: 1) a written exam and 2) an elaboration of a case study.
1) Written Exam: The written exam assesses the reproduction, understanding, and application of the theories and concepts covered in the module. A maximum of 60 points can be achieved. The exam accounts for two-thirds of the final grade.
2) Case Study: The case study involves the structured analysis of a theory-related paper using theoretical concepts and empirical insights discussed in the module. A maximum of 30 points can be achieved. The case study accounts for one-third of the final grade.
Arrangements for participation:
The course is primarily intended for Master’s students in Sales Management, Management, and Management & Economics. Students from Business Psychology and SEPM are also eligible to participate. Registration via the Moodle course is sufficient for participation.
