PhD in Sales and Marketing

Programme Introduction

The PhD in Sales and Marketing is an advanced research degree designed for individuals who aim to deepen their understanding of marketing theories, consumer behavior, sales strategies, and the dynamic nature of global markets. This program is ideal for aspiring academics, researchers, and senior professionals who wish to contribute to the field through innovative research, strategic insights, and leadership in marketing and sales disciplines.

Programme Modules

1. Advanced Research Methods I: This module introduces students to the fundamental research methodologies used in their field of study. It covers both qualitative and quantitative research methods, including data collection, experimental design, and statistical analysis, equipping students with the essential tools for conducting high-quality research.

2. Advanced Research Methods II: Building on the first module, this course delves into more complex research techniques, such as advanced statistical modeling, longitudinal studies, and specialized methods relevant to the student’s specific research area. It prepares students to tackle sophisticated research challenges and develop innovative approaches in their dissertations.

3. Thesis Seminar: This seminar supports students as they begin to develop their dissertation projects. It provides a forum for presenting research proposals, discussing challenges, and receiving constructive feedback from peers and faculty. The seminar is crucial in helping students refine their research questions and methodologies before embarking on their dissertation work.

Course Overview

The PhD program is structured to balance coursework with independent research, providing a comprehensive academic and professional development pathway for students. The program typically unfolds as follows:

1. Coursework

   • Core Modules: Students begin with essential courses such as Advanced Research Methods I and II. These modules equip students with a robust foundation in research methodologies and theoretical frameworks specific to their field.
   • Thesis Seminar: During this period, students participate in the Thesis Seminar, where they develop their dissertation proposals and engage with the academic community for feedback and guidance.

2. Thesis Research

   • Thesis Part I+II+III: This initial phase of the dissertation involves developing the research proposal, conducting a comprehensive literature review, and designing the research methodology. Students work closely with their supervisors to refine their research questions and methods.
   • Thesis Part IV+V+VI: In this phase, students conduct their research, collect and analyze data, and begin to draft portions of their dissertation. Regular progress reviews with supervisors help ensure that the research stays on track.
   • Thesis Part VII+VIII+IX: The final phase focuses on completing the dissertation. Students synthesize their findings, finalize their analysis, and prepare the full dissertation for submission. This phase culminates in the defense of the dissertation, where students present their research findings to a panel of experts.

Course Overview

The PhD in Sales and Marketing typically takes 3-5 years to complete. The program begins with coursework to provide a solid foundation in marketing theories, sales strategies, and research methodologies. Following this, students engage in independent research, leading to the completion of a dissertation that contributes new knowledge to the field of sales and marketing.

Learning Outcomes

• Develop an in-depth understanding of advanced marketing and sales theories and practices.
• Conduct original and significant research that contributes to the academic and practical knowledge of sales and marketing.
• Analyze complex marketing challenges and consumer behavior using advanced theoretical and empirical methods.
• Demonstrate expertise in specialized areas of sales and marketing, aligned with the student’s research interests.
• Communicate complex marketing concepts and research findings effectively in both written and oral forms.
• Influence marketing strategies, sales practices, and policy through scholarly research and thought leadership.

Career Opportunities

Graduates of the PhD in Sales and Marketing program are well-prepared for a variety of influential careers, including:

• Academic positions in universities and business schools as professors or researchers in marketing
• Senior marketing roles in global corporations, leading marketing strategy and consumer insights
• Strategic consultancy roles in marketing and sales, providing expert advice to businesses on brand management, market entry, and customer engagement
• Research and development roles in market research firms or think tanks, focusing on consumer trends and marketing innovation
• Leadership positions in advertising agencies, digital marketing firms, or corporate sales departments
• Policy advisory roles in government agencies or international organizations, shaping marketing and trade regulations

The PhD in Sales and Marketing equips graduates with the expertise needed to lead and innovate in the ever-evolving fields of marketing and sales, making significant contributions to both academia and industry.