spring 2015

AAT-1002 Experience, Marketing and Sales - 20 ECTS

Last changed: 09.01.2016

The course is provided by

Fakultet for idrett, reiseliv og sosialfag


Alta |

Application deadline

Applicants from Nordic countries: 1 June for the autumn semester and 1 December for the spring semester.

Applicants from outside the Nordic countries: 1 October for the spring semester and 15 April for the autumn semester.

Type of course

This course can be taken as singular course.

Admission requirements

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)

Course content

General value basis

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


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


  • Production and consumption
  • Types and levels of experiences
  • The psychological basis for experiences
  • 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 channels
  • B2C, B2B, agents, workshops, etc.
  • Internet

Value-based pricing

Objectives of the course


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.


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.


The candidate will:

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

Language of instruction


Teaching methods

- Weekly lectures, seminars, student presentations
- Individual/ group
- Practical training, e.g. roleplay
- Industry visits, guest lectures, etc.


- Two individual written assignments/reports
- One group presentation/report

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

- Individual school exam. Duration: 4hours, 40%.
- Individual written home exam. Duration: 14days, 60%.

Grading: scale A ¿ F with F for failed

A re-sit exam will be arranged for this course

Date for examination

Written school exam 19.02.2015

The date for the exam can be changed. The final date will be announced in the StudentWeb early in May and early in November.