This area of the site is dedicated to deepening aspects of academic activity. It is aimed at students, graduates and colleagues and allows them to exchange information, opinions and work together.<\/p>\n
For information write to afarinet@liuc.it<\/a>.<\/p>\n[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][nectar_btn size=”large” button_style=”regular” button_color_2=”Accent-Color” icon_family=”none” text=”DISCOVER THE COURSES” url=”#corsi”][\/vc_column][\/vc_row][vc_row type=”full_width_background” full_screen_row_position=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” bg_color=”#f2f7f9″ scene_position=”center” top_padding=”4%” constrain_group_1=”yes” bottom_padding=”4%” top_padding_phone=”80px” bottom_padding_phone=”80px” text_color=”dark” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” overflow=”visible” id=”corsi” overlay_strength=”0.3″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none” gradient_type=”default” shape_type=””][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_direction_desktop=”default” column_element_spacing=”default” desktop_text_alignment=”default” tablet_text_alignment=”default” phone_text_alignment=”default” sticky_content=”true” sticky_content_functionality=”js” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_backdrop_filter=”none” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” column_position=”default” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/4″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” column_padding_type=”default” gradient_type=”default”][vc_row_inner equal_height=”yes” content_placement=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” top_padding=”20px” bottom_padding=”20px” left_padding_desktop=”20px” right_padding_desktop=”30px” text_align=”left” row_position=”default” row_position_tablet=”inherit” row_position_phone=”inherit” overflow=”visible” pointer_events=”all” css=”.vc_custom_1731403263942{background-color: #6ba8d1 !important;}”][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_direction_desktop=”default” column_element_spacing=”default” desktop_text_alignment=”left” tablet_text_alignment=”default” phone_text_alignment=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_backdrop_filter=”none” font_color=”#ffffff” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” overflow=”visible” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” column_padding_type=”default” gradient_type=”default”][split_line_heading animation_type=”line-reveal-by-space” font_style=”h4″ text_color=”#ffffff” line_reveal_by_space_text_effect=”default” content_alignment=”default” mobile_content_alignment=”inherit” link_target=”_self” text_direction=”default” font_line_height=”27px” text_content=”Sociology and psychology of consumption” font_size=”22px”][\/split_line_heading][nectar_btn size=”medium” button_style=”see-through” button_color_2=”Accent-Color” color_override=”#ffffff” icon_family=”none” text=”DISCOVER MORE” url=”#sociologia”][\/vc_column_inner][\/vc_row_inner][vc_row_inner equal_height=”yes” content_placement=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” top_padding=”20px” bottom_padding=”20px” left_padding_desktop=”20px” right_padding_desktop=”30px” text_align=”left” row_position=”default” row_position_tablet=”inherit” row_position_phone=”inherit” overflow=”visible” pointer_events=”all” css=”.vc_custom_1731403263942{background-color: #6ba8d1 !important;}”][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_direction_desktop=”default” column_element_spacing=”default” desktop_text_alignment=”left” tablet_text_alignment=”default” phone_text_alignment=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_backdrop_filter=”none” font_color=”#ffffff” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” overflow=”visible” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” column_padding_type=”default” gradient_type=”default”][split_line_heading animation_type=”line-reveal-by-space” font_style=”h4″ text_color=”#ffffff” line_reveal_by_space_text_effect=”default” content_alignment=”default” mobile_content_alignment=”inherit” link_target=”_self” text_direction=”default” font_line_height=”27px” text_content=”Communication for New Media & Social Networks” font_size=”22px”][\/split_line_heading][nectar_btn size=”medium” button_style=”see-through” button_color_2=”Accent-Color” color_override=”#ffffff” icon_family=”none” text=”DISCOVER MORE” url=”#comunicazione-new-media”][\/vc_column_inner][\/vc_row_inner][vc_row_inner equal_height=”yes” content_placement=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” top_padding=”20px” bottom_padding=”20px” left_padding_desktop=”20px” right_padding_desktop=”30px” text_align=”left” row_position=”default” row_position_tablet=”inherit” row_position_phone=”inherit” overflow=”visible” pointer_events=”all” css=”.vc_custom_1731403263942{background-color: #6ba8d1 !important;}”][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_direction_desktop=”default” column_element_spacing=”default” desktop_text_alignment=”left” tablet_text_alignment=”default” phone_text_alignment=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_backdrop_filter=”none” font_color=”#ffffff” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” overflow=”visible” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” column_padding_type=”default” gradient_type=”default”][split_line_heading animation_type=”line-reveal-by-space” font_style=”h4″ text_color=”#ffffff” line_reveal_by_space_text_effect=”default” content_alignment=”default” mobile_content_alignment=”inherit” link_target=”_self” text_direction=”default” font_line_height=”27px” text_content=”Interactive communication: blogs, social networks, apps, business networks” font_size=”22px”][\/split_line_heading][nectar_btn size=”medium” button_style=”see-through” button_color_2=”Accent-Color” color_override=”#ffffff” icon_family=”none” text=”DISCOVER MORE” url=”#comunicazione-interattiva”][\/vc_column_inner][\/vc_row_inner][vc_row_inner equal_height=”yes” content_placement=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” top_padding=”20px” bottom_padding=”20px” left_padding_desktop=”20px” right_padding_desktop=”30px” text_align=”left” row_position=”default” row_position_tablet=”inherit” row_position_phone=”inherit” overflow=”visible” pointer_events=”all” css=”.vc_custom_1731403263942{background-color: #6ba8d1 !important;}”][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_direction_desktop=”default” column_element_spacing=”default” desktop_text_alignment=”left” tablet_text_alignment=”default” phone_text_alignment=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_backdrop_filter=”none” font_color=”#ffffff” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” overflow=”visible” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” column_padding_type=”default” gradient_type=”default”][split_line_heading animation_type=”line-reveal-by-space” font_style=”h4″ text_color=”#ffffff” line_reveal_by_space_text_effect=”default” content_alignment=”default” mobile_content_alignment=”inherit” link_target=”_self” text_direction=”default” font_line_height=”27px” text_content=”Relationship marketing and CRM (Master’s degree)” font_size=”22px”][\/split_line_heading][nectar_btn size=”medium” button_style=”see-through” button_color_2=”Accent-Color” color_override=”#ffffff” icon_family=”none” text=”DISCOVER MORE” url=”#marketing-relazionale”][\/vc_column_inner][\/vc_row_inner][\/vc_column][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_direction_desktop=”default” column_element_spacing=”default” desktop_text_alignment=”default” tablet_text_alignment=”default” phone_text_alignment=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_backdrop_filter=”none” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” column_position=”default” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”3\/4″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid”][vc_column_text css=”” text_direction=”default” el_class=”text-justify” el_id=”sociologia”]\n The main objectives of this course are threefold:<\/p>\n The psychological analysis of the market – and of demand in particular – is becoming an increasingly important element in understanding the competitive functioning of modern markets. Prof. Farinet will debate with scholars, researchers, experts, managers and entrepreneurs on some of the central themes of the course during several lectures. The dates of the scheduled testimonies will be announced in the classroom at a later date.<\/p>\n[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”EXAMINATION MODALITIES”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n The examination for attending students consists of two tests. Teaching material by the lecturer that will be uploaded onto the University’s teaching platform at the end of the lectures.<\/p>\n[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”RECEPTION HOURS AND REFERENCES”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n Andrea Farinet, Tuesdays at 18:00, tel. 0331-572.429 The main objectives of the course are three:<\/p>\n Prof. Farinet will debate with scholars, researchers, experts, managers and entrepreneurs on some of the central themes of the course during several lectures. The dates of the scheduled testimonies will be announced in the classroom at a later date.<\/p>\n[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”EXAMINATION MODALITIES”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n The examination for those attending is divided into two tests. Recommended readings:<\/p>\n The main objectives of this course are twofold:<\/p>\n Prof. Farinet will debate with scholars, researchers, experts, managers and entrepreneurs on some of the central themes of the course during several lectures. The dates of the scheduled testimonies will be announced in the classroom at a later date.<\/p>\n[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”EXAMINATION MODALITIES”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n The examination for those attending is divided into two tests. Teaching material by the lecturer that will be uploaded onto the University’s teaching platform at the end of the lectures.<\/p>\n[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”RECEPTION HOURS AND REFERENCES”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n Andrea Farinet, Tuesdays at 18:00, tel. 0331-572.429 The course has four main teaching objectives::<\/p>\n Relationality’ is a management mode that has matured over many years in industrial markets. Little by little, even in mass consumer markets, and also with regard to goods and services, companies have sought to establish a long-term relationship of trust with customers. On the other hand, the relationship between supply and demand is gradually changing, thanks to the growing environmental and ethical awareness of significant segments of demand. This is followed by an in-depth look at Socialing, the new ethical approach to markets and consumers. Socialing was born as a critical reinterpretation of conventional marketing and as a proposal for a new, more responsible digital economy. In this perspective, Customer Relationship Management (CRM) can be developed as a ‘cultural opportunity’ to rethink, thanks to new technologies, the relationship between company and customers. The process of profiling and configuring buyers, the modern logic of alternatives in terms of loyalty are some of the topics that are explored in a new perspective consistent with the needs of Italian companies. Within this section, the main CRM projects developed by Italian and international companies will be illustrated and discussed, and speeches will be given by some of the leading Italian experts.<\/p>\n[\/vc_column_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”COURSE PROGRAMME”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n The course is based on the most modern learning methodologies (business cases, role playing, guided discussions).<\/p>\n In addition, numerous company testimonials and direct experiments on the use of CRM\/AI technologies in cloud mode are planned.<\/p>\n The examination is based on a single written test at the end of the course. Socialing : a new balance between consumers, businesses and markets \/ Andrea Farinet ; introduction by Carlo Petrini <\/strong> Customer relationship management : approaches and methodologies \/ Andrea Farinet, Eleonora Ploncher; <\/strong> (readings and slides on the LIUC E-corsi platform)<\/p>\n[\/nectar_responsive_text][\/toggle][\/toggles][\/vc_column][\/vc_row][vc_row type=”full_width_background” full_screen_row_position=”middle” column_margin=”default” equal_height=”yes” content_placement=”middle” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” bg_color=”#ffffff” scene_position=”center” top_padding=”4%” constrain_group_1=”yes” bottom_padding=”4%” top_padding_phone=”80px” constrain_group_5=”yes” bottom_padding_phone=”80px” text_color=”dark” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” overflow=”visible” overlay_strength=”0.3″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none” gradient_type=”default” shape_type=””][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_direction_desktop=”default” column_element_spacing=”default” desktop_text_alignment=”default” tablet_text_alignment=”default” phone_text_alignment=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_backdrop_filter=”none” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” column_position=”default” el_class=”toggle-different” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/2″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” column_padding_type=”default” gradient_type=”default”][toggles style=”minimal” accordion=”true” accordion_starting_functionality=”default”][toggle color=”Default” heading_tag=”h3″ heading_tag_functionality=”default” title=”Graduate area”][vc_column_text css=”” text_direction=”default”]\nSociology and psychology of consumption<\/strong><\/h2>\n
Academic year 2024\/2025<\/strong><\/h3>\n
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\nAt a general level, economics and business administration are assigning increasing importance to a deep understanding of the cognitive and emotional processes underlying economic choices.
\nDemand theory has always been the weak link in economic theories, as it necessarily requires an interdisciplinary approach. Customer behaviour can be read and interpreted in many ways, with contributions from disciplines such as statistics, sociology, anthropology, economic geography, etc. The introductory part of the course is dedicated to an in-depth study of the fundamental concepts of social psychology, with particular reference to specific applications in the world of marketing. The central part of the course is, therefore, dedicated to the illustration and commentary of the main methodologies of interpretative analysis of Customer Mind and Customer Behaviour in the main markets. The main reference methodologies that can be used for analysing customers and designing new offers will therefore be illustrated and commented on. Particular attention will be given to topics related to the psychology of digital consumer behaviour. The relational context created for online purchases and for communicative interactions within social networks will therefore be analysed.
\nStudents will be involved with ‘active’ learning methodologies, through case discussions and role simulation. Particular emphasis will be given to the psychological aspects of customers’ behaviour when faced with the new opportunities offered by the Internet and web-based
\ntechnologies (social networks, communities, blogs, etc.).<\/p>\n[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”COURSE PROGRAMME”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n\n
\nThe first test (practical) will be based on the creation in pairs of a power point presentation (.ppt) on the topics covered in the classroom, which will be assessed by the professor and commented on by the other students; this test will be worth 30% of the final grade.
\nThe second (theoretical) test will be based on a written paper on the topics covered in the classroom relating to the lecturer’s testimonies and explanations; this paper will be worth 70% of the final grade.
\nThe final mark will be generated by the average of the marks obtained in the two tests.<\/p>\n[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”BIBLIOGRAPHY”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n\n
\nEmail address: afarinet@liuc.it<\/p>\n[\/nectar_responsive_text][\/toggle][\/toggles][divider line_type=”No Line” custom_height=”50px”][vc_column_text css=”” text_direction=”default” el_class=”text-justify” el_id=”comunicazione-new-media”]\nCommunication for New Media & Social Networks<\/strong><\/h2>\n
Academic year 2024\/2025<\/strong><\/h3>\n
\n
\n
\n
\nThe first test (practical) will be based on the creation of a start-up idea in pairs and a power point presentation (.ppt) relating to it, which will be assessed and commented on by the professor and experts in the world of innovative enterprises; this test will be worth 30% of the final grade.
\nThe second (theoretical) test will be based on a written paper on the topics covered in the classroom relating to the lecturer’s testimonies and explanations; this paper will be worth 70% of the final grade.
\nThe final mark will be generated by the average of the marks obtained in the two tests.<\/p>\n[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”BIBLIOGRAPHY”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n\n
\n
\nEmail address: afarinet@liuc.it[\/nectar_responsive_text][\/toggle][\/toggles][divider line_type=”No Line” custom_height=”50px”][vc_column_text css=”” text_direction=”default” el_class=”text-justify” el_id=”comunicazione-interattiva”]\nInteractive communication: blogs, social networks, apps, business networks<\/strong><\/h2>\n
Academic year 2024\/2025<\/strong><\/h3>\n
\n
\n
\nThe first test (practical) will be based on the creation of a start-up idea in pairs and a power point presentation (.ppt) relating to it, which will be assessed and commented on by the professor and experts in the world of innovative enterprises; this test will be worth 30% of the final grade.
\nThe second (theoretical) test will be based on a written paper on the topics covered in the classroom relating to the lecturer’s testimonies and explanations; this paper will be worth 70% of the final grade.
\nThe final mark will be generated by the average of the marks obtained in the two tests.<\/p>\n[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”BIBLIOGRAPHY”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n
\nEmail address: afarinet@liuc.it<\/p>\n[\/nectar_responsive_text][\/toggle][\/toggles][divider line_type=”No Line” custom_height=”50px”][vc_column_text css=”” text_direction=”default” el_class=”text-justify” el_id=”marketing-relazionale”]\nRelationship marketing and CRM (Master’s degree)<\/strong><\/h2>\n
Academic year 2024\/2025<\/strong><\/h3>\n
\n
\nInitially, the course aims to illustrate the effects of European consumer protection legislation and the development of CSR (Corporate Social Responsibility) strategies in customer relations.<\/p>\n\n
\nThe test is based on closed and open-ended questions.<\/p>\n[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”EXAMINATION PROGRAMME”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]How consumers think : what customers don’t say and competitors don’t know \/ Gerald Zaltman ; introduction by Andrea Farinet<\/strong>
\nMilano, Etas, 2003
\nAvailable at LIUC Universita Carlo Cattaneo<\/p>\n
\nMilano, Angeli, 2015
\nAvailable at LIUC Universita Carlo Cattaneo<\/p>\n
\nMilano, Etas, 2002
\nAvailable at LIUC Universita Carlo Cattaneo[\/nectar_responsive_text][\/toggle][toggle color=”Accent-Color” heading_tag=”h3″ heading_tag_functionality=”default” title=”TEACHING MATERIALS”][nectar_responsive_text inherited_font_style=”default” font_size_min=”14px” font_size_max=”20px” font_size_desktop=”15px” font_line_height=”1.6″ text_direction=”default” class_name=”text-justify”]\n We worked together during our thesis or met at an event, what do you do now? What are your professional activities? <\/strong><\/h4>\n