J. Andrew Petersen
J. Andrew Petersen is an Associate Professor of Marketing at the Pennsylvania State University. He has a Ph.D. in Business Administration (concentration in Marketing) from the University of Connecticut. He has a BA with Honors in Economics from the University of North Carolina at Chapel Hill.
His research interests include measuring and maximizing customer/donor lifetime value (CLV/DLV) and customer/donor equity, managing customer product return behavior, measuring the value of word of mouth, selling and sales management, and linking marketing metrics to financial performance. His research has been published in journals including Journal of Marketing , Journal of Marketing Research, Harvard Business Review , MIT Sloan Management Review , The Wall Street Journal , Journal of Retailing , Journal of the Academy of Marketing Science , and Journal of Service Research among others.
Ph D, Business Administration (Marketing), University of Connecticut, 2008
BA, Economics with Honors (Computer Science), The University of North Carolina, 2002
MKTG 813 – CUSTMR ACQ RETEN (3)
MKTG 813 focuses on leveraging marketing data to support acquiring, developing relationships with, and retaining customers. Through the lens of the Customer Lifecycle, students will learn key data analytic techniques for targeting the right customers, engaging them and moving them through the path to purchase, identifying customer profitability and customer lifetime value, managing challenges such as customer churn, and building and managing customer loyalty programs.
BA 800 – Marketing Mgmt (2)
An examination of the role of the market place in company management.
BA 815 – Business Statistics (2)
Conceptual understanding of statistics through both numerical and applied approach. B A 515 Business Statistics for Contemporary Decision Making (2)A course designed to meet the entry statistical requirements for any course in the Smeal MBA Program, as well as to provide job applicable skills across the entire business portfolio.
IST 494H – Honors Thesis Research (3)
This course is the mechanism by which students in the Schreyer Honors College who are conducting research with a faculty member affiliated with the IST undergraduate major will register for thesis credits. The course includes activities related to research, scholarship, and/or writing necessary for the completion of an approved honors thesis.
MKTG 571 – Marketing Strategy (2)
Examines business-level marketing issues and solutions to problems in competitive business environments.
MKTG 556 – Mktg Mgmt (3)
To explore the conceptual and applied dimensions of marketing management. MKTG 556 Marketing Management (3)This course is a seminar course, so class involvement will be a major component. In addition, students will be expected to prepare two papers. The first will be a journal submission review; the second will be the written version of each student's research proposal. Academics need to understand journal reviewing, and they need to develop research ideas and write about them. Students will also be expected to prepare and perform two oral presentations. The first will be the presentation discussed in the session description below and will be a part of their class participation. The second will be an oral form of the student's research presentation. Students need to be able to communicate their ideas, and it is hoped that having an oral presentation of their proposals before the written presentation will also help them improve their proposal. Finally, there will be an examination at the end of the course. Each class session, with the exception of the first and last class periods, will be devoted to an important topic in the marketing management domain. For each class period, other than the two exceptions, students will read around 7 papers. The papers will be a mix of classical, seminal works and recent, cutting-edge works in the assigned area. The bulk of the class period will be devoted to discussion of the articles assigned. Discussion will be devoted to a) why the article is important, b) good points of the article, c) bad points of the article, and d) research ideas that the article might suggest or engender. In addition, one student per week will be responsible to find, prepare, and present another published paper that deals with the weeks' issues ; this presentation will be part of the student's participation grade. The last few minutes of each class will be devoted to a discussion by the instructors of where research in the assigned area is going and some interesting open research questions in the area. The two exceptions among the class periods will be the first and last class. In the first class, we will have an introduction to research in marketing management and this particular Ph.D. seminar, while the last class will be devoted to allowing the remaining students to present their research proposals.
MKTG 596 – Individual Studies (Variable)
Creative projects, including nonthesis research, which are supervised on an individual basis and which fall outside the scope of formal courses.
MKTG 428 – Adv Sales Mgmt (3)
Approaches to planning, organizing, staffing, training, directing, and controlling the sales force in support of marketing objectives.
BA 597 – Special Topics (2)
Formal courses given on a topical or special interest subject which may be offered infrequently.
This is the website of the book: http://www.e-elgar.com/shop/handbook-of-research-on-customer-equity-in-marketing
The book chapter was authored by Eric Anderson and Andrew Petersen. The whole book was edited by V. Kumar and Denish Shah.