AAT-1002 Experience, Marketing and Sales - 20 stp

General value basis

• The course will relate marketing, sales and experience themes to the value basis of respect and consideration for nature and culture.

Marketing

• Traditional marketing functions: the P's
• Market segmentation
• Consumer behavior; AIDA (Attention-Interest-Desire-Action)
• Tourism consumption

Experiences

• Production and consumption
• Types and levels of experiences
• The psychological basis for experiences
• Experience settings: indoors and outdoors
• Environmental psychology
• Experience production and design: elements and processes
• Experience and service: storytelling, hospitality and guiding
• Experience production and guest knowledge: markets and marketing
• The experience economy ideology
• Experience products and producers: visits/presentations and an analysis of production connected to content themes

Sales

• Sales channels
• B2C, B2B, agents, workshops, etc.
• Internet
• Value-based pricing

Applicants from Nordic countries: 1 June for the autumn semester

Exchange students and Fulbright students: 15 April for the autumn semester. 

Admission requirements: Applicants from Nordic countries: Generell studiekompetanse.

International applicants: Higher Education Entrance Qualification and certified language requirements in English.

A list of the requirements for the Higher Education Entrance Qualification in Norway can be found on the Norwegian Agency for Quality Assurance in Education website - nokut.no

Application code: 9199 (Nordic countries)

Knowledge

The candidate will gain knowledge of:

• basic concepts, models and theories relating to marketing and sales, particularly relationship marketing; and
• basic concepts, models and theories of experience production.

Skills/abilities

The candidate will:

• be able to analyze experience products and suggest changes/improvements to existing products;
• be able to develop a presentation, a brochure or an Internet presentation of an experience product; and
• be able to communicate with relevant stakeholders.

Competence

The candidate will:

• contribute in processes concerning the development of profitable experience products, marketing and sales, etc.
• contribute with a critical and reflective view of development with regard to sustainability of nature and culture, and the economic viability of destinations.

Coursework:

- Two individual written assignments/reports

- One group presentation/report

- 70% attendance is required in order to take the exam.

Exam:

- Individual school exam. Duration: 4 hours, counting  40% of the grade.

- Individual written home exam. Duration: 14 days, counting  60% of the grade.

Grading: scale A  to F with F for failed

A re-sit exam will be arranged for this course