Applications of Market-oriented Leadership (AMoL) (SS 2018)








Tag Zeit Häufigkeit Datum Raum
Freitag 14:00- 16:00 Uhr wöchentlich 13.04.2018- 20.07.2018 Krummer Timpen 5, ULB 101
Freitag 14:00- 16:00 Uhr Einzeltermin 20.04.2018 Fürstenberghaus, F4
Freitag 14:00- 16:00 Uhr Einzeltermin 20.04.2018 Fürstenberghaus, F5
Freitag 14:00- 16:00 Uhr Einzeltermin 27.04.2018  
Freitag 16:00- 18:30 Uhr Einzeltermin 08.06.2018 Krummer Timpen 5, ULB 101
Freitag 16:00- 18:30 Uhr Einzeltermin 13.07.2018 Juridicum, JUR 4
Samstag 09:00- 12:00 Uhr Einzeltermin 14.07.2018  


Voraussetzung: Major Marketing / Internationaler Student

Syllabus zu diesem Kurs.

Kontaktperson: Dipl.-Ing. Michael Zylla

Der Kurs findet in beiden Terms des Sommersemesters statt. Eine verbindliche Anmeldung ist nötig.
Zur Anmeldung schicken Sie bitte eine formlose Mail mit Ihrem Namen und Ihrer Matrikelnummer an Dipl.-Ing. Michael Zylla. Die deadline ist der 31. März 2018, 23:59 Uhr.

Prüfungsnachweis: Eingangsklausur (17 %) | Gruppenarbeit (83 %)
Bitte registrieren Sie sich beim Prüfungsamt für die reguläre Prüfungsphase.

Credit-Punkte: 6 ECTS (BWL PO 2010)

Während des Kurses findet die Kommunikation und Bereitstellung von Kursmaterialien über die zugehörige Kursseite im Learnweb statt. Ankündigungen, Vorlesungsfolien und alle weiteren Materialien werden dort veröffentlicht.

Das Passwort für alle Vorlesungsmaterialien wird vier Wochen vor der ersten Vorlesung im IfM-Schaukasten am MCM (Am Stadtgraben 13-15, 1. Etage) aushängen und auch in der ersten Vorlesung bekannt gegeben. E-Mail- und Telefonanfragen werden nicht beantwortet.


Target group
The seminar is open to Masters students with a major in Marketing and international students.

Background and relations to other courses
It is more important now than ever before for students to be able to apply their theoretical knowledge in a practical environment. Giving students the skills to improve their strategic long-term orientation is a key goal of this course. In a computer-simulated environment, each team is responsible for implementing tactics which force teams to look beyond the immediate gain to be had from each of their decisions. Students will be able to accurately gauge the success or failure of their strategies over time, making this simulation a risk-free method for improving skills, for testing alternatives, and for building confidence. The simulation program therefore enforces the combination of strategic long-term orientation and tactics and extends the normal learning methods. This course is especially valuable for students who have already participated in ”Market-orientated Leadership” as the conceptual foundations provided there can be practically applied. Students will have to actively manage the three fundamental resources of a firm: value equity (products/services), brand equity, and relationship equity (customer relationships).
Prerequisites for this course are a basic knowledge of market analysis tools, marketing mix strategies, strategic marketing, as well as marketing plans.

Main topics and learning objectives
This course builds on students’ knowledge of marketing management and focuses on how firms can formulate market-driven business strategies. Furthermore, this course broadens students’ understanding of product innovation management, as well as effective product portfolio management in a dynamic market environment. The objectives of this course are to enable students to do the following:

(1)   Define a business strategy and goals, and select target products/markets in order to gain a profitable and sustainable competitive advantage.
(2)   Identify external threats and opportunities concerning customers, competitors, and the environment that a business might face.
(3)   Assess a business's strengths and weaknesses in relation to those of competitors, and determine external factors that might add to a competitive advantage.
(4)   Design and implement products to fit a target group, as well as market needs.
(5)   Apply analytical tools to market strategy development.

Teaching modes
The course content of Applications of Market-oriented Leadership will be group work. Presence in the introductory course, the final presentations as well as in the strategy presentation of your respective group is mandatory, and active course participation is required.
The computer simulation game – Markstrat – is used as a pedagogical tool. Students’ participation in the game is therefore mandatory. The game objective is to increase the simulated company’s value, as expressed by the stock price index. This index consolidates key figures such as the market share and sales.


  • Professor Dr. Manfred Krafft (verantwortlich)
  • Dipl.-Ing. Michael Zylla (begleitend)