Marketing Courses

Marketing, MKTG = 0365

3010. Professional Selling. 3 hours. Professional selling principles and practices for industrial and consumer goods. Topics include identification and qualification of customers, developing and delivering high quality presentations, communication and persuasive theories and techniques, the sale of services, and the ethics of selling. Students develop and deliver simulated sales presentations. Open to all majors.

3650. Principles of Marketing. 3 hours. Practices and market structure; marketing functions, institutions, pricing, demand creation, costs and marketing legislation. Prerequisite(s): ACCT 2020 and 2030; MATH 1100 and 1190; ECON 1100 and 1110; and junior standing, or consent of departmental undergraduate adviser.

3660. Advertising Management. 3 hours. Advertising for business executives; creation of primary demand, stimuli, promotional programs, media selection, appropriation and evaluation. Prerequisite(s): MKTG 3650.

3700. Marketing Tools and Skills. 3 hours. Practical application of tools used by managers in marketing decision making. Students learn to conduct market opportunity analysis, market segmentation analysis, market position analysis and customer analysis. Tools emphasized include spreadsheet modeling, database, presentation graphics, basic forecasting techniques and marketing math. "Mini" cases, problems and exercises illustrate applications. Students learn to use secondary data sources. Prerequisite(s): concurrent enrollment in MKTG 3650.

3710. Marketing Research and Information Technology. 3 hours. Examination of marketing information technologies and marketing research. Students learn why and when to do marketing research, the types and sources of primary and secondary data available, methods for collecting data, the construction of data gathering instruments (e.g. questionnaires), the use of measurement scales, basic sampling, and data analysis techniques. Class emphasizes the use of secondary data sources, especially on-line, electronic sources of marketing information. Prerequisite(s): MSCI 3700 and concurrent enrollment in MKTG 3700.

3880. Personal Professional Development. 1 hour. Emphasis is on career development including preparation of professional resumes, developing interviewing skills, and utilizing UNT Placement Office facilities and services. Guest speakers from various industrial settings familiarize students with professional opportunities in marketing. Prerequisite(s): Must be completed prior to enrollment in MKTG 4890.

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 and FINA 3770.

4260. Global Logistics Management. 3 hours. Analysis and design of domestic and international logistics systems. Topics include transportation, warehousing, inventory control, materials handling and packaging, and plant and warehouse locations. Emphasis on concepts and practices that provide firms with global competitive advantage. Prerequisite(s): MKTG 3650.

4280. Global Marketing Issues and Practice. 3 hours. Students examine marketing decision making in an international context. Course emphasizes issues and concepts relevant to firms competing in the global market place, including problems and opportunities arising from the economic, legal/political, sociocultural, geographic and technological environments. Specific topics include multinational distribution, international product adaptation and cross-cultural consumer behavior. Requires a project emphasizing using and refining secondary data collection skills. Students may be required to work in a group context. Prerequisite(s): MKTG 3700.

4520. Strategic Marketing Channels. 3 hours. An examination of strategic issues involved in managing marketing channels. Topics include channel design and selection; channel management with respect to channel leadership, establishing and promoting common objectives and policies among channel members, and promoting positive channel relationships. Special emphasis given to evolving technological issues in channel selection and management, and relationship marketing. Prerequisite(s): MKTG 3650.

4530. Global Distribution Alliances and Partnerships. 3 hours. A comprehensive inquiry into the use of strategic alliances and other collaborative distribution relationships for global competitive advantage. Special attention is afforded to resource and technology interdependencies, exchange governance mechanisms and relationship benchmarking. Students are introduced to the economies of business relationships and networks, and are charged with critically assessing how these economies can be used to capitalize on market entry and expansion opportunities. Course requires students to prepare and present a case study of a real-world distribution alliance or partnering arrangement. Prerequisite(s): MKTG 3700.

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.

4620. Technology-Based Direct Response Marketing. 3 hours. Direct response marketing to businesses and consumers is increasingly important. Emphasizes the use of technologies to market to customers through the World Wide Web, interactive television, computer software, electronic kiosks and showrooms, and direct mail. Students develop a World Wide Web page for a firm
as a project. Prerequisite(s): MKTG 3650 or consent of department.

4630. Strategic Retailing Issues. 3 hours. An examination of the broader trends in markets, globalization, technology, finance, and human resources impacting retail decisions. Using studies of actual firms, current articles, and cases, students develop a strategic focus to corporate policies, resource allocations, customer markets and the competitive environment. Particular attention is given to technological advancements in areas of the World Wide Web, VSAT and terrestrial telecommunications. Prerequisite(s): MKTG 3650 and MKTG 4600 or consent of department.

4650. Sales Management. 3 hours. Policy matters; product planning; distribution policies and pricing; sales promotion; organization and management of the sales force; control of sales operation. Prerequisite(s): MKTG 3650.

4700. Advanced Marketing Research. 3 hours. Limited to students with superior academic standing and requires the recommendation of marketing faculty. The course involves conducting a complete semester-long market research project with a business client. Student teams identify the client's information needs and the appropriate sources of data, design the data collection instrument, select an appropriate sample, implement the data collection process, analyze the data, write and present a "consultant's report." Involves extensive use of statistical and graphics software and packages. Prerequisite(s): MKTG 3710 and consent of department.

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; 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 the department chair. Pass/no pass only.

4880. Advanced Marketing Management. 3 hours. Application of concepts, tools and procedures employed by practicing marketing managers. Specific attention is given to product development and management, promotion development and management, channel selection and management, physical distribution management, and price setting and management. Students acquire skills in the essentials of case analysis and the presentation of analysis results in written and oral formats. Oral presentations are made using electronic media. Groups may be required for case work. Prerequisite(s): MKTG 3700 and 3710.

4890. Applied Marketing Problems. 3 hours. Capstone marketing course. Students prepare a comprehensive written marketing plan. Students develop skills in defining marketing problems and opportunities, and then generate strategies and action plans leading to a comprehensive marketing program. Requires a written marketing plan and oral presentation of the salient points of this plan using electronic media. Group work may be required for aspects of the marketing plan. Prerequisite(s): MKTG 4880 and graduating senior status.

4900. Special Problems. 1-3 hours each.

Graduate Catalog Marketing Courses


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