Linking Marketing to Bottom Line Results Date: June 25 & 26, 2007 Venue: PJ Hilton By Professor David Reibstein + Introduction + Key Take-Aways + About the Speaker Introduction In the Marketing Model, Professor Reibstein will explore how to consider building a marketing strategy which takes into consideration competitors’ strategy and their likely response to any moves you might make.  He will emphasize how competitors’ strategies and likely counter-moves should be considered in advance in assessing options available to your firm.  In this program, he will also explore the financial implications of the actions you might take and how marketing relates to the financial well-being of the firm.  To do this he will cover such issues of global branding, market segmentation as a competitive tool, and customer acquisition and retention. back to top Key Take-Aways: Linking marketing metrics to financial metrics Assessing the ROI of alternative growth paths Distinguishing between expenses and capitalization What the CFO wants to hear from marketers Brand as a platform strategy Measuring brand value Assessing the lifetime value of customers Measuring the likelihood of repeat purchases Measuring marketing assets Customer satisfaction: linking drivers, outcomes, and profits The marketing dashboard: determining the essential metrics for your firm back to top About the Speaker PhD, Purdue University, 1975 BA, University of Kansas, 1971 BS, University of Kansas, 1971 David J. Reibstein , PhD Academic Director William Stewart Woodside Professor Professor of Marketing The Wharton School Research Areas Competitive marketing strategies; electronic commerce resource allocation; promotion evaluation; market segmentation; product variety; brand equity. He helped found Bizrate.com, a leading infomediary that has surveyed more than three million Internet customers, and was recently appointed to a new marketing task force for Major League Baseball called Major League Baseball in the 21st Century. Recent Consulting AT&T Wireless; Shell Oil; Hewlett Packard; Novartis; Johnson & Johnson; ScJohnson, Square D, Ingersoll-Rand; Merck Pharmaceuticals Current Projects Competitive Marketing Strategy and Marketing Metrics: Linking Marketing to Financial Consequences. Under what conditions will our competitors react to marketing actions we take? Can we anticipate this reaction and use that in our strategizing, what action should be taken? Simulation of competitive strategies. What is the appropriate breadth of your product line? Academic Positions Held Wharton: 1980-present (named William Stewart Woodside Professor, 1992; Julian Aresty Professor, 1988-92; Vice Dean, Graduate Division, 1987-92; Director, Graduate Division, 1987-91; Director, Wharton/PIMS Research Center, 1985-1993). Previous appointment: Harvard University. Visiting appointments: Stanford University; INSEAD, France Other Positions Executive Director, Marketing Science Institute, July 1999-2001; Academic Trustee, Marketing Science Institute; Marketing, 1996-present; Hoffman-LaRoche Laboratories, 1970-71 Career and Recent Professional Awards; Teaching Awards Graduate Division Class of 1984 Award for Highest Teaching Evaluation, 1987, 1995; Excellence in Teaching Award (Graduate Division), 1982, 1984-1988, 1993, 1994, 1995, 1996, 1997, 1998, 1999; Millerd-Sherrerd MBA Core Teaching Award, 1993, 1994, 1998, 1999; Helen Kardon Moss Anvil Award for Excellence in Teaching in the Graduate Division, 1995 Corporate and Public Sector Leadership 2001-2005 And1, 1993-present; Fleisher Art Institute, 1997-present;Board of Directors And1, 1993-present; Board of Directors, Bizrate.com, 1996-present; Board of Directors, Advanced Competitive Strategies; Board of Directors, Samuel Fleisher Art Memorial, 1997-present Representative Publications "Extending the Brand: Amazon vs. Starbucks." MBA Bullet Point (April 1999). (with G. Day) "Wharton on Dynamic Competitive Strategy." John Wiley & Sons, 1997. "Market Share and Distribution: A Generalization, A Speculation, and Some Implications." Marketing Science 14 (1995). "Do Marketing Expenditures To Gain Distribution Cost the Customer?" European Management Journal (March 1995). (with K. Ulrich and T. Randall) "The Influence of Product Line Extent on Brand Equity." (with M.J. Chussil) Strategy Analysis with ValueWar. The Scientific Press 1994. back to top We offer preferential pricing to corporate and group registrations. For more information, please contact kMDC at 03-7712 3388, email: start@kmdc.com.my back to top Wharton Executive Series - Past Events: +Creating Value through Strategic Financial Management (2008) + Strategy Execution (2005) + The New Deal at Work: Managing the Market-Driven Workforce (2007) + Linking Marketing to Bottom Line Results (2007) + The Power of Impossible Thinking and China Pattern of Reform (2003)   Download Registration Form and Event Brochure: + Download Wharton Executive Series 2007 June Event Brochure + Download Wharton Executive Series - 2007 June Event Registration Form back to top

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