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Accounts Management

Code: 103162
Credits: 6
2026/2027
Degree programme Type Course
Advertising and Public Relations OB 3

Contact lecturer

Name :
Montse Lavilla Raso
Email :
montse.lavilla@uab.cat

Teaching staff

Mireya Places Fernando

Group languages

You can consult this information at the end of the document.

Prerequisites

None

Objectives

  • Understand the role of the account director

  • Bring the agency sector closer to students

  • Learn to develop strategic planning exercises: insights, benchmarking, brand awareness, brand positioning

  • Create communication strategies and plans

  • Develop new strategies in below-the-line and Internet marketing

  • Acquire tools for presentations. Learn how to sell and present

Learning outcomes

  • CM22 (Plan an advertising strategy while taking stakeholders and social impact into account.) Plan an advertising strategy while taking stakeholders and social impact into account.
  • CM24 (Design advertising campaign strategies while avoiding any gender bias.) Design advertising campaign strategies while avoiding any gender bias.
  • KM27 (Recognise the value of brands and audiences as strategic linchpins in the relationship between advertisers and consumers.) Recognise the value of brands and audiences as strategic linchpins in the relationship between advertisers and consumers.
  • SM20 (Determine the communication objectives for the design of the most appropriate advertising strategies while considering the needs of brands and audiences.) Determine the communication objectives for the design of the most appropriate advertising strategies while considering the needs of brands and audiences.
  • SM21 (Determine the roles and responsibilities of account executive staff in the agency-advertiser relationship.) Determine the roles and responsibilities of account executive staff in the agency-advertiser relationship.

Contents


  • Unit 1. Benchmarking for the development of the communication plan
  • Unit 2. Target audience: Segmentation, definition of the Buyer Persona, and Customer Journey
  • Unit 3. Brand: Brand purpose, values, and personality. Brand ideation
  • Unit 4. Case method: Various cases with communication challenges to solve
  • Unit 5. Strategy and objective definition. Strategic planning concept for campaign development
  • Unit 6. Digital marketing: Types of digital campaigns and their application to communication strategies
  • Unit 7. New business: Agency credentials presentation. Agency pitch processes


The course content will be sensitive to issues related to gender perspective and the use of inclusive language.

Learning activities and methodology

Title Hours ECTS Learning outcomes
Reading, analysis and synthesis of texts, preparation and execution of works 87 3.48 CM22, CM24, KM27, SM20, SM21
Practical classes and seminars 33 1.32 CM22, CM24, KM27, SM20, SM21
Tutorships 7.5 0.3 CM22, CM24, KM27, SM20
Lectures 15 0.6 CM22, CM24, KM27, SM20, SM21

• Theoretical sessions + practical sessions

• Classroom 1 (theory and practice) and classroom 2 (practice)

• Case method

• Professional presentations sector

• Individual practices + group practice

• Presentations

A detailed schedule outlining the content of each session will be presented on the first day of the course and will be available on the course’s Virtual Campus, where students will

find the various teaching materials deemed appropriate by the instructors and necessary information for effective course monitoring. Should the teaching modality change for reasons of force majeure according to the competent authorities, the teaching staff will inform students of any modifications to the course schedule and teaching methodologies.

Annotation: within the schedule set by the centre or degree programme, 15 minutes of one class will be reserved for students to evaluate their lecturers and their courses or modules through questionnaires.

Assessment

Continuous assessment activities

Title Weight Hours ECTS Learning outcomes
Benchmark 30 2.5 0.1 CM22, CM24, KM27, SM20
Practice 40 2.5 0.1 CM22, CM24, KM27, SM20, SM21
Communication plan 30 2.5 0.1 CM22, CM24, KM27, SM20

This subject follows a continuous assessment model and also offers a single assessment option.


Continuous assessment

The activities of the continuous assessment are: 30% communication plan - 30% benchmark - 40% exercises and practices

In order to average and approve the subject, both benchmark and communication plan must be approved.

To pass the course through continuous assessment, it will be necessary to obtain a minimum grade of 5 out of 10 in both the Communication Plan and the Benchmark. Only when both activities have been passed will the final grade be calculated using the established weighting.

- Compulsory attendance 80% of the classes.

- Mandatory submission of ALL assignments.

- Very strict timings; assignments more than one week late will not be accepted. Work delivered after the deadline will have a penalty of -1 point to be subtracted from the final grade.

Single assessment

Single assessment: 50% exam- 40% communication plan - 10% practical exercise.

To pass the course through single assessment, it will be necessary to obtain a minimum grade of 5 out of 10 in all activities.

The single assessment will take place on a single assessment date. On this date, students who have opted for this modality must complete the theoretical and practical test, as well as the presentation of the report and the final project.


Recovery

Students will be entitled to the revaluation of the subject. They should present a minimum of activities that equals two-thirds of the total grading.

  • The recoverable continuous evaluation activities are: the communication plan and the benchmark. Practical sessions are excluded from the resit process, as they involve production and presentation processes that cannot be replicated within the period established for resits.
  • The recoverable activities of the single assessment are: the exam, the communication plan and the exercise.


Not assessable

Students who have not completed at least 33% of the assessment activities scheduled in the course will be considered “not assessable”, and this will be reflected in their final grade.


Second enrollment

Students who re-enroll in the course must take a synthesis test that will be communicated at the beginning of the course.


Use of AI

In this course, the use of Artificial Intelligence (AI) technologies is permitted as an integral part of assignment development, provided that the final outcome demonstrates a

significant contribution from the student in terms of analysis and personal reflection. Students must clearlyidentify any content generated using AI, specify the tools employed, and include a critical reflection on how these technologies have influenced both the process and the final result of the assignment. Failure to disclose the use of AI in this assessed activity will be considered a breach of academic integrity and may result in a partial or total penalty to the assignment grade, or more serious sanctions in severe cases.


Plagiarism and irregularities

In the event that the student performs any irregularity that may lead to a significant variation of an evaluation act, this evaluation act will be graded with 0, regardless of the disciplinary process that could be instructed. In the event, that several irregularities occur in the evaluation acts of the same subject, the final grade for this subject will be 0.


The performance of any irregularity in an evaluation act (academic fraud, plagiarism or improper use of AI, unless this use is expressly authorized by the teaching guide),

which may lead to a significant variation in the grade, assumes that this act will be graded with a 0. In the event that the teaching guide foresees that in order to pass the

subject it is an essential requirement to have obtained a minimum grade in this evaluation act or that there are several irregularities in the evaluation acts of the same

subject, the final grade of this subject is 0. Apart from this, a disciplinary process may be instructed to the student that incurs any of these irregularities.


Any student suspected of submitting assignments that have been generated by AI, written by others or copied; include unattributed AI-generated content, or fall outside the permitted scope, may be asked to provide the preliminary work or other materials that can demonstrate it is original work and the result of their own authorship. They may also be asked to separately explain or justify their work. Teachers may also use AI detection systems or carry out any verification tasks they deem appropriate. If, after review, the instructor detects irregularities, the assignment may be graded zero, and the student may be subject to further disciplinary action.

Bibliography

  • Cooper, Alan (editor, 2009) Planning: cómo hacer el planeamiento estratégico de las comunicaciones, Ediciones Paraninfo, Madrid.
  • Fernández-Gómez, Jorge David (2014) Mecanismos estratégicos en publicidad: de la USP a las Lovemarks, Advook, Sevilla.
  • Keller, Kevin Lane (2013) Strategic Brand Management, Pearson. 
  • Kotler, Philip (2018). Marketing 4.0. Editorial Lid.
  • Lannon, Judie y Baskin, Merry (editoras) (2008): A Master Class in Brand Planning. The Timeles Work of Stephen King, JohnWiley & Sons, West Sussex, England.
  • Sánchez-Blanco, Cristina (2011): Planificación estratégica. Editorial Universitas. Madrid.
  • Santesmases, M (2011). Marketing, conceptos y estrategias. Grupo Anaya Lectura.
  • Soler, P (2008). El director de cuentas. Gestión de cuentas en marketing y publicidad. Barcelona: UAB. Servei de Publicacions
  • Steel, Jon (2012): Verdades, Mentiras y Publicidad. El arte de la planificación de cuentas. Editorial Fragua, Madrid

Software

The course does not require any specific software.

Course groups and languages

The information provided is provisional until November 30. After this date, you will be able to consult the language of each group through this link. To access the information, you will need to enter the course CODE

Type of teaching Group Language Semester Shift
(TE) Theory 5 Catalan first semester afternoon
(PLAB) Practical laboratories 51 Catalan first semester afternoon
(PLAB) Practical laboratories 52 Catalan first semester afternoon