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Marketing
Marketing, MKTG = 0365
4010. Personal Selling. 3 hours. Principles of modern salesmanship; relationship of salesman to the firm, goods and customers; sales psychology and classroom sales demonstrations. Prerequisite(s): MKTG 3650.
4040. Advertising Media and Marketing Strategy. 3 hours. Modern print- and time-buying procedures important to media salespeople, as well as to advertising agency media buyers. Assignments in audience research, including understanding uses of Arbitron, identifying media that reach definitive target audiences and using effective media mixes. Prerequisite(s): MKTG 3650 or consent of department. (Same as JOUR 4040.)
4120. Consumer Behavior. 3 hours. A survey of consumer decision making and behavior with selected applications in market segmentation, marketing communications and marketing management for consumer products. Topics include consumer behavior models; consumer decision making process; internal influencing forces of motivation, perception, learning, personality, lifestyle and attitudes; external influencing forces of culture, subculture, demographic, social class, reference group and household. Prerequisite(s): MKTG 3650.
4140. Credit Management. 3 hours. Consumer and commercial credit; economic and social impact of credit; state and federal legislative developments; credit management in retail and commercial firms. Prerequisite(s): MKTG 3650 or FINA 3770.
4260. Physical Distribution. 3 hours. Analysis and design of integrated distribution systems; transportation, warehousing, inventory control, material handling and packaging, and plant and warehouse locations; trade-off alternatives. Prerequisite(s): MKTG 3650.
4280. International Marketing. 3 hours. Development of world markets, methods of marketing promotion and international marketing management. Prerequisite(s): MKTG 3650.
4520. Channels of Distribution. 3 hours. A comprehensive study of marketing channels. Topics include meaning and scope of marketing channels and economic justification for their existence; channel design and selection; channel management with respect to channel leadership, establishing and promoting common objectives and policies among channel members, and promoting cooperation and minimizing destructive conflict. Prerequisite(s): MKTG 3650.
4600. Retailing. 3 hours. Principles and methods; store location and layout; sales promotion; buying and pricing; personnel management; credit; stock control. Prerequisite(s): MKTG 3650.
4610. Industrial Marketing. 3 hours. Principles of industrial marketing; the marketing of products and services to government, institutions and commercial organizations; differences between consumer marketing and industrial marketing in the areas of buyer behavior, marketing-mix decisions and marketing research. Prerequisite(s): MKTG 3650.
4650. Sales Management. 3 hours. Policy matters; product planning; distribution policies and pricing; sales promotion; organization and management of sales force; control of the sales operation. Prerequisite(s): MKTG 3650.
4660. Retail Buying. 3 hours. An exploration of the buying function and differences in buyers' responsibilities in various types of merchandising organizations. Topics include buying-selling cycles, stock and merchandise assortment planning (especially with computers), merchandise resources, vendor relations, negotiating, pricing and the development of import marketing programs. Prerequisite(s): MKTG 3650, and 4600. (Same as SMHM 4660.)
4700. Marketing Research. 4 hours. (3;1) An overview of methods and techniques for the collection, recording, analysis, interpretation and presentation of marketing data to aid marketing decision making in organizations. Topics covered include use of library and other secondary sources of information, experimental research in marketing, survey research and the design of questionnaires, fundamentals of sampling, and data analysis. Use of microcomputer software packages is emphasized. Prerequisite(s): MKTG 3650; MSCI 3710 (may be taken concurrently).
4750. Professional Services Marketing. 3 hours. An examination of the selection application and monitoring of marketing techniques in professional service organizations. Focus includes review of ethical parameters; and challenges in adjusting marketing techniques to the needs of the service organization. Prerequisite(s): MKTG 3650.
4800. Internship. 3 hours. Supervised work in a job related to student's career objective. Prerequisite(s): student must meet the employer's requirements and have consent of department chair. Pass/no pass only.
4880. Marketing Management. 3 hours. Application of marketing concepts and analytical techniques to identify, analyze and make strategic and tactical marketing decisions, and to understand the effects of these decisions. Prerequisite(s): MKTG 3650 and MSCI 3710.
4890. Problems in Marketing. 3 hours. Capstone case course for undergraduate marketing majors. Integration of major marketing decisions in industrial and consumer organizations. Prerequisite(s): MKTG 4700 and 4880.
5000. Marketing Concepts. 3 hours. A functional analysis of marketing and its importance in the economy as well as in business management. Develops an understanding of the increased complexity of the modern marketing system, why it is essential and how it performs. Embraces business activities involved in moving goods from production to consumption. This course meets the deficiency requirement in marketing for MBA candidates and may be counted as part of a graduate program in a field other than business administration.
5150. Marketing Management. 3 hours. Policy formulation by marketing management with special emphasis on the influence of marketing institutions, market structure, governmental regulation, and fluctuation in population and national income. Prerequisite(s): MKTG 3650 or 5000.
5200. Consumer Behavior Seminar. 3 hours. An in-depth study of contemporary literature on consumer decision making and behavior with selected applications in market segmentation, marketing communications and marketing management for consumer products. Topics include consumer behavior models; consumer decision making process; internal influencing forces of motivation, perception, learning, personality and lifestyle, and attitudes; external influencing forces of culture, subculture, demographics, social class, reference group and household. Prerequisite(s): MKTG 5150 or consent of department.
5250. Marketing Research. 3 hours. Managerial use of marketing research tools in product development, market penetration, sales planning, forecasting, budgeting, consumer motivation, competitive strategy and distribution cost control. Case material used in analysis. Prerequisite(s): MKTG 5150 and MSCI 5180, or consent of department.
5300. Distribution Channels. 3 hours. An in-depth analysis of the organization of distribution channels and the interrelations that exist among channel members. Topics include channel structure, channel objectives, channel leadership and management, changing composition of channel membership and channel selection criteria. Prerequisite(s): MKTG 5150 or consent of department.
5350. Market Promotion and Development. 3 hours. Problems involved in the management of promotional procedures and policies in opening new markets, creation and introduction of new products, and expansion and development of existing markets analyzed from the viewpoint of the firm, the industry and the public; relevant state and federal legislation and regulation by administrative agencies; readings, discussions, cases and reports. Prerequisite(s): MKTG 5150 or consent of department.
5400. Product Management. 3 hours. An examination of new product planning and development, the management of product introduction into the marketplace, management of established products and the process of product deletion. Also includes an examination of pricing decisions as an integral component of product management at different stages of the product life cycle. Course includes case analysis and term research project. Prerequisite(s): MKTG 5150 or consent of department.
5450. Credit Policy and Contemporary Issues. 3 hours. An examination of current credit policies and contemporary developments in the area of consumer and commercial credit. Includes in-depth analysis of the economic role of credit, current and proposed legislative developments and other emerging issues. Emphasis on empirical research findings and current readings. Prerequisite(s): MKTG 5150 or consent of department.
5500. Advertising Studies. 3 hours. Managerial use of advertising policy and techniques to systematically research, develop and evaluate current industry issues. Research project chosen from area of student's major interest. Prerequisite(s): consent of department. (Same as JOUR 5500.)
5550. Strategies in Multinational Marketing. 3 hours. The marketing structure, organization, policies and procedures in international marketing; impact of foreign competition in the domestic market; problems in penetrating foreign markets; and the effect of United States and foreign antitrust, taxation and regional marketing agreements and arrangements. Use of readings, discussions, cases and individual reports. Prerequisite(s): MKTG 5150 or consent of department.
5600. Contemporary Developments in Marketing. 3 hours. Investigation, analysis and discussion of a variety of issues that are important in the marketing environment. Topics may include industrial marketing, marketing law, service marketing, fashion marketing and marketing to non-profit institutions.
5850. Market Strategic Planning. 3 hours. The systematic and more or less formalized effort between companies to develop and maintain a strategic fit between the organization and its changing marketing opportunities. Includes consideration of formalized planning approaches, evaluation procedures and finalized marketing strategies. Prerequisite(s): MKTG 5250. Should be last marketing course taken in the MBA series.
5900. Special Problems. 1-3 hours each. Open to students who are capable of developing a problem independently. Problem chosen by the student and developed through conferences and activities under the direction of the instructor. Prerequisite(s): approved applications for special problems/independent research/dissertation credit must be submitted to the COBA Student Advising Office prior to registration.
6600. Seminar in Marketing Issues. 3 hours. Investigation, analysis and discussion of significant issues in marketing. May be repeated for credit.
6900-6910. Special Problems. 1-3 hours each. Research by doctoral students in fields of special interest. Includes project research studies and intensive reading conferences with professors in fields involved. Prerequisite(s): approved applications for special problems/independent research/dissertation credit must be submitted to the COBA Student Advising Office prior to registration.
6940. Individual Research. Variable credit. Individual research for the doctoral candidate. May be repeated for credit. Prerequisite(s): approved applications for special problems/independent research/dissertation credit must be submitted to the COBA Student Advising Office prior to registration.
6950. Doctoral Dissertation. 3, 6 or 9 hours. To be scheduled only with consent of department. 12 hours credit required. No credit assigned until dissertation has been completed and filed with the graduate dean. Doctoral students must maintain continuous enrollment in this course subsequent to passing qualifying examination for admission to candidacy. May be repeated for credit. Prerequisite(s): approved applications for special problems/independent research/dissertation credit must be submitted to the COBA Student Advising Office prior to registration.
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