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Customer-Driven Marketing — Middle East

Program Overview

Strong competition, both domestically and internationally, and the accelerating pace of change in the marketplace are creating formidable challenges for businesses in the Middle East. Getting the right products and services to market is essential for success in this environment.

Wharton’s Customer-Driven Marketing: Strategies for Profitable Growth gives you a clear, in-depth understanding of core marketing concepts, tools, and frameworks to gain a deeper understanding of your customers. Learning who they are, how they make decisions, and which ones will provide the best value to the organization will have a profound impact on your bottom line.

Read more about the Experience & Impact »

Program Highlights & Benefits

  • Learn to use quantitative analysis and sound conceptual arguments to make — and justify — marketing decisions
  • Recognize the value of your brands and how to enhance that value
  • Build a disciplined approach to analyzing marketing situations by understanding and applying key principles
  • Learn qualitative methods for successfully taking new ideas to market and for revitalizing products and services already on the market so that they reach their full potential

Contact Us

For further details please contact Eruditus Executive Education by email or phone +91.22.6162 3112 (Mumbai, India). Visit the Eruditus website.


Dates TBD

Download the program schedule, including session details.

Tuition includes lunches, breaks, and program materials, but does not include accommodations. Prices are subject to change.

Experience & Impact

At a time when Middle East’s market growth potential continues to capture the world’s attention, companies across all spectrums of the Middle Eastern economy need to get the marketing piece of their strategy right. Customer-Driven Marketing: Strategies for Profitable Growth delivers specific marketing insight for companies, enabling them to delve into the latest marketing tools and frameworks to help move their business strategy forward.

Vice Dean and Professor of Marketing Jagmohan Raju, an award-winning professor and internationally renowned pricing expert, applies his field-based research and the latest strategic insights to help you better understand your customers and the role of marketing throughout your organization. You will view concepts such as lifetime customer value, branding, and distribution channels through a new consumer-centric lens.

Through this highly engaging, real-world program, you use both quantitative and qualitative methods, lectures, case studies, and hands-on exercises, to learn how to evaluate new business opportunities, forecast, measure consumer preferences, and set pricing. You leave with the tools you need to achieve your marketing goals, including identifying the essential elements of a strong marketing plan and enhancing your ability to participate in and drive marketing decisions.

Session topics include:

  • Positioning New Products and Services
  • Customers as Assets
  • Designing and Managing Product Line
  • Managing Consumer Experiences
  • Branding
  • Marketing Communication Strategy
  • Measuring Maximum Willingness to Pay
  • Strategy in Hypercompetitive Environments

Key components of the program are the case discussions, where you will have the opportunity to apply techniques and tools learned in the classroom. You and your peers will also examine how companies have positioned new products and created competitive advantage in a global context.

Who Should Attend

Customer-Driven Marketing: Strategies for Profitable Growth is designed for high-potential business leaders across the organization (in areas such as R&D, operations, finance, and product development). No formal marketing experience is necessary, although participants should have significant work experience and a proven record of advancement.

Participants in this program are a diverse group of marketing leaders from varied industries and backgrounds in the Middle East who share their biggest challenges with the class. Faculty tailor the program content to address these issues, so participants enjoy a learning experience that truly resonates with them and meets their learning needs.

Participants leave the program with an expanded peer network, plus specific tools and frameworks they can use to make a meaningful strategic impact within their companies or organizations.

Fluency in English, written and spoken, is required for participation in Wharton executive education programs unless otherwise indicated.

Group Enrollment

To further leverage the value and impact of this program, we encourage companies to send cross-functional teams of executives to Wharton. We offer group enrollment benefits to companies sending four or more participants.


Jagmohan Raju, PhD   See Faculty Bio

Joseph J. Aresty Professor; Executive Director, Wharton Co-Sponsorship of Indian School of Business; Professor of Marketing; Vice Dean, Wharton Executive Education

Research Interests: Competitive strategy, pricing, retailing

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