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INSEAD Course/Program Name
Application closes on
National :15 Dec 
International :15 Dec 

PhD Marketing

 Course Level
Full Time

5 Years
 Start month

 Tuition fee

60000 EUR
60000 EUR

Application fee

International 50 EUR
National 50 EUR
Scores accepted
IELTS (min)7.5
TOEFL-IBT (min)105
TOEFL-PBT (min)620
GRE (avg)325
GMAT (avg)702

World B-School Ranking

About this course

INSEAD and its faculty have been widely recognized as leaders in marketing. To us marketing is more than a function or a discipline; marketing is a way of looking at the world through the eyes of customers to see opportunities for sustainable profitable growth for a business in an ever-changing environment. We are an innovative, multi-disciplinary, research-based group of faculty that develops and tests new theories that we then apply to educate the next generation of leaders with the help of our world-class teaching materials and classroom experiences. 

On our website you will find more information about the marketing area, faculty publications, individual webpages of faculty along with information about programs, including our successful PhD program and its graduates.

Check further details on University website

Eligibility Criteria

Selection Criteria

  • Proven academic record - irrespective of subject background.
  • Creativity and Independent thought - necessary to become a great researcher.
  • Motivation, Determination and Drive - to follow through with goals.
  • Ability to work in English - as English is the sole medium of instruction at INSEAD

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Course Modules

Consumer Behaviour (A & B)

The seminar will survey the key trends in consumer behavior research in the recent years. The course will use a discussion format and participants will be expected to come prepared to critically discuss the assigned papers. Course evaluation will be based on contributions to the class discussion and a term paper.

Marketing Models (A)

The primary purpose of this course is to familiarize you with the field of modeling marketing problems. A secondary purpose of this course is to get you to like research and develop your own research ideas. We try to achieve these two objectives by reading, digesting and criticizing classic and current papers in modeling with an emphasis on the breadth of the problems. This is in contrast to the special topics course (offered every other year), which emphasizes depth of analysis. Thus, for each session the reading list will include a number of papers - analytic as well as empirical papers, field as well as experimental studies. The tentative list of topics covered in this course is:

  • Marketing Models and Modeling - First Principles
  • Choice Models - Consumer Decision Making
  • Price Promotion Models - Scanner Data Analysis
  • Channels of Distribution - Analytic Modeling
  • Advertising - Decision Calculus
  • Pricing
  • New Product Development
  • Competition - Spatial Models
  • Customer Satisfaction

Marketing Models (B)

This seminar is designed for students interested in reviewing econometric issues that arise in empirical models of marketing phenomena and interested in reviewing the marketing literature of these issues over the last two decades. Therefore, we will cover approaches that were used historically as well as state-of-the-art solutions in order to develop the fundamental knowledge of this discipline. The following specific econometric issues will be discussed, first theoretically, and then in the context of marketing applications:

  • Model Specification
  • Multicollinearity
  • Distributed Lags & Autocorrelation
  • Time Series Analysis
  • Varying Parameter Models
  • Simultaneous Equations
  • Errors in Variables

Marketing Management (A)

This course provides an overview (survey) of major topics (both strategic and functional) that are critical to the marketing management function. The focus is on substantive findings that have prescriptive implications. Hence, the course is problem focused, and eclectic with regard to underlying theory and methodology. The purposes are twofold: 1) to provide grounding in the state of the art in each major topic area, 2) to suggest directions for your own research. Our focus will be on the pragmatic tradeoffs the authors made to get the work done. Be prepared to debate these choices, and to offer implementable suggestions as to how to make the research better. Topics covered include:

  • Marketing strategy
  • Salesforce management
  • Management of distribution channels
  • Global marketing

Marketing Management (B)

The seminar deals with the new product development process from idea creation to diffusion in the market place. The following topics will be covered:

  • Innovation adoption and diffusion theory
  • New product idea generation
  • New product diffusion models
  • New product design
  • New product forecasting
  • Managing new product development
  • New product introduction and competitive response                       

Social Psychological Foundations of the Management Disciplines

This course is ideally taken during the first year of the PhD program before taking electives in the behavioural sciences. The course is a continuation of the part “the Behavioural Sciences” core course. It covers classic topics in social psychology that are missing from the core course. These topics include:

  • Motivation
  • Self
  • Affect and emotions
  • Categorization
  • Memory: Parallel distributed processing (PDP) and limits of associative networks; implicit memory
  • Implicit social cognition and implicit attitudes

The course is designed for students of all management disciplines. It is relevant for those disciplines using psychological theory or experimental methodology (e.g., organisational behaviour, behavioural decision theory, consumer behaviour, behavioural finance). However, it is a psychology course, not a management course. The course fulfils the same function that taking a course at a psychology department would have for a student of management. Yet, it selects topics of special relevance to researchers in management.
The teaching method is similar to that used in Behavioural Sciences. I use exercises to practice application of theory. The goal is to understand basic principles of psychology and learn about central theories. This knowledge greatly facilitates comprehension of journal papers building on these principles in the specialized elective courses.

Having taken the part of Behavioural Sciences is a prerequisite for taking this course.

Consumer Decision Making

The main objective in this course is to familiarize you with research in the area of consumer decision-making and provide the students with a strong foundation for critical thinking in this domain.
The focus will be on understanding current theoretical and methodological approaches to questions about consumer decision making, as well as thinking about how to advance this knowledge by developing testable hypotheses and theoretical perspectives that build on current knowledge base.
We will discuss prior research, try to understand authors' idea and work on developing the habit of constructive criticism of research. In each a number of papers will be reviewed, while focusing on identifying the central research question, the main findings, the method used, and most importantly, on alternative interpretations of the results that are possible and on how the paper can be extended or improved.

Decision Making and the Human Brain

The goal of this course is to provide Ph.D. level coverage of fundamental principles governing the emerging field of decision neuroscience. This field synthesizes important research findings in the fields of neuroscience, psychology, economics and business research. We discuss various ways in which decision neuroscience research does inform and influence managerial decision-making. This course targets behavioral as well as quantitative PhD students in marketing, decision science, organizational behavior and related areas.

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How to Apply

Supporting Documents

All supporting documents should be in electronic format and uploaded through our online application platform. Only selected candidates for admission will be asked to provide original copies to the PhD Office to secure their admission in the programme. Thus, no originals or hard copies of transcripts should be sent to the PhD Office prior to admission to the programme.

1. Photograph (passport sized) in JPEG or GIF format, uploaded to your profile.
2. Application fee (non-refundable) of 50 €, which is paid online by credit card. Your application will not be considered until the correct fee is received. 
3. Electronic copy of CV/Resume
4. Electronic copy of Official Transcripts of Grades and Diploma / Degree Certificates with certified translation in English, where applicable
5. Electronic copy of official GMAT or GRE score report
6. Electronic copy of original TOEFL score report. (Note: We do not accept IELTS score in lieu of the TOEFL; if any of your degree's medium of instruction is in English, the TOEFL requirement is automatically waived. Your transcripts from this degree will suffice as proof of waiver)
7. Supplementary information survey form that is accomplished and submitted online (part of your online application form, found under the Supporting Documents section).

Recommendation Letters

A maximum 3 Letters of Recommendation are required coming from faculty, scholars or individuals who can evaluate the applicant’s academic ability and potential for research and teaching. When requesting recommendations, candidates are asked to use the appropriate online forms. Only 3 electronic recommendation letters are required to complete the application.

On the section of Letters of Recommendation, applicants are requested to enter the details of referees, including the 'official' email address (official email addresses do not include gmail, yahoo, or hotmail email clients). Once done, applicants need to click on the link 'Send an email to your recommenders now'.

Important: Refrain from clicking more than once the 'Send an email to your recommenders now' link, to avoid unnecessary email requests sent to your referees.

Applying Online

All applications to INSEAD are fully electronic and must be submitted online. To successfully access the application, you must download or upgrade your browsers to the following minimum requirements: Internet Explorer 9 and above, Firefox 8 and above, Chrome 10, Safari 5 and above, and Opera 10 and above.

A complete application includes the following: duly accomplished online application form, e-copies (e.g. PDFs) of supporting documents and application fee of 50€. Incomplete applications (missing documents or pages of documents, information or payment) will not be considered by the PhD Admissions Committee.

The application form is comprised of:

1. Your Profile: personal information, test results, academic background, professional background, proficieny in the English language and other languages, international exposure and activities and interests.
2. Statement of Purpose or letter of motivation (1500 essay), stating current goals, career plans, reasons for being interested in the PhD Programme. In as much depth as possible, discuss study plans and intended area of specialisation. 
3. Statement of Integrity (by agreeing to the terms and conditions when submitting the application form)

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