Undergraduate
The marketing courses have been designed to provide the common background required for any marketing career, plus reasonable specialization. The major has the degree of flexibility to make it appropriate for those desiring an education for marketing management, sales, sales management, retailing, advertising, or marketing research.

3305 Principles of Marketing
Prerequisite(s): Junior standing.
Designed to present a picture of the development and present status of our marketing system, to analyze the marketing task, and to examine the major policies that underlie the various activities of marketing institutions.

3310 Professional Selling and Communications
Organized around the process of making informative and persuasive verbal strategies, presentation materials and formats, handling objections, reaching decisions, and servicing customers as these topics apply to any member of an organization who makes a presentation. Case study, role playing, professional speakers, and group interactions project the student into the real world of the business person and salesperson.

3320 Advertising Procedures (Cross-listed as JOU 3320)
Prerequisite(s): MKT 3305.
A survey of the entire field of advertising stressing knowledge of history, principles, objectives, and the psychological basis of advertising. Research techniques, media selection, campaigns, production methods, and space buying are treated in survey style.

3325 Consumer Behavior
Prerequisite(s): MKT 3305.
An interdisciplinary approach to the analysis and interpretation of consumer buying habits
and motives and the resultant purchases of goods and services. The purchaser’s psychological,
economic, and sociocultural actions and reactions are stressed as they relate to a better
understanding of consumption.

3335 Services Marketing
Prerequisite(s): MKT 3305.
An examination of the process through which services are marketed with special attention to problems faced by financial and professional service firms. Lecture and case discussions are used to address the needs of service firms and their opportunities.

3340 Nonprofit Marketing
Applies marketing concepts to objectives of nonprofit organizations. Special attention is paid to fund raising, promotion, and strategic planning in the arts, education, religion, and social issues.

4310 Sales Force Management/Leadership
Prerequisite(s): MKT 3305.
An examination of the common problems confronting the sales manager. Topics include recruiting, selecting, training and education, motivating, leadership and supervision, and compensation and evaluation. Emphasis is placed on the personal side of management throughout the course.

4311 Professional Selling and Communications II
Prerequisite(s): MKT 3310 or approval of instructor.
An in-depth study of advanced selling and sales management issues including negotiation strategies, developing and maintaining long-term customer relationships, alternative strategies,
international sales strategies, national account management, and salesforce ethics.

4315 Retail Store Management
Prerequisite(s): MKT 3305.
Considers architecture of the store, layout, buying, pricing, display, sales promotion, stock control, and consumer services in general.

4320 Wholesaling and Industrial Marketing
Prerequisite(s): MKT 3305.
A study of consumer goods wholesaling and marketing of industrial goods. Analysis of markets; distributing and promotional methods; organizations and operations of the sales and procurement functions; inventory and price policies; and standards of control and performance.

4321 Advertising Campaigns
Prerequisite(s): MKT 3320.
A managerial approach to promotional campaign development with an emphasis on advertising strategy as a component of the total marketing mix. Students apply research techniques to target audience identification, media planning, and creative execution. A complete campaign will be designed for a specified client.

4324 European Business Seminar
Prerequisite(s): MKT 3305.
This seminar is conducted in Europe where students will participate in lecture/discussion sessions with executives of various multi-national and global corporations. Students will study the impact of the European Union and the European Common Currency (Euro) on world trade. Students will be exposed to marketing practices in several European countries and will gain insight into the cultural, social, and political environments of each country visited.

4325 International Marketing (cross listed as INB 4325)
Prerequisite(s): MKT 3305.
A study of the international dimensions of American enterprise and the background of the international environment. Includes international trade concepts, cultural dynamics, business customs, multinnational markets, developing markets, and influence of political, legal, and geographic factors on international marketing.

4330 Marketing Analysis and Decision Making
Prerequisite(s): MKT 3305, 9 hours of additional marketing courses, and a minimum grade of C in ACC 2303 & 2304 and FIN 3310.
Marketing analysis is the capstone marketing course for marketing majors. The purpose of the course is to help the student develop his/her ability to use the knowledge and analytical skills gained in other marketing and business courses. Emphasis will be on analysis and decision making utilizing a variety of cases and business situations.

4335 Marketing Research
Prerequisite(s): MKT 3305, a minimum grade of C in QBA 2305, and senior standing; or consent of instructor.
Systematic gathering, recording, and analyzing of data about problems relating to the marketing of goods and services.  Emphasis is placed on the process of conducting marketing research and the relevant issues at each stage in the process and the role that generated data plays in aiding management decision making.  Designing rsearch studies, constructing questionnaires, choosing samples, analyzing research results, preparing reports, and improving the student's overall problem solving skills are stressed. 

4350 Internet Marketing Strategies
Prerequisite(s): A minimum grade of C in ISY 1305; and MKT 3305; and either MKT 3320 or 3325.
As the Internet becomes an increasingly important tool for marketing products locally and globally, business people will need to understand how to use this tool to their competitive advantage.  This course focuses on developing and implementing strategies for successfully marketing goods and services on the Internet.

4398 Directed Studies in Marketing
Prerequisite(s): Consent of marketing adviser and department chair.
Independent study under the direct supervision of a marketing department faculty member.  This course is open only to marketing majors.  Applications must be submitted and approved prior to registration.

 

Graduate
5310 Seminar in Marketing Strategy
Prerequisite(s): MKT 3305.
Role of marketing decision making in achieving corporate objectives; planning and implementing the marketing program; product research and development, distribution problems, promotional strategies, and pricing analysis. Attention will be given to the new marketing application of quantitative methods and the behavioral sciences.

5315 Seminar in Comparative Marketing
Prerequisite(s): MKT 3305.
Marketing structures, functions, and institutions in different national environments. Emphasis is placed on the manner in which different economic systems condition and shape the nature of marketing.

5325 Seminar in Marketing Research
Prerequisite(s): MKT 3305.
First-hand experience with real-life marketing research problems, including such areas as research design, sampling, experimental design, parametric and nonparametric data analysis techniques, and computer statistical programs.

5330 Marketing Communications
Prerequisite(s): BUS 5902 or equivalent.
Statistical techniques and their applicability to business decision making. Topical coverage includes multiple regression, analysis of variance, factor analysis, discriminant analysis, cluster analysis, and multidimensional scaling.

5335 Business to Business Marketing
Prerequisite(s): BUS 5902 or equivalent.
Marketing by firms to organizations rather than to households. Negotiation strategies are emphasized along with management of relationships, purchasing, distribution channels, and distribution logistics.

5345 Seminar in Consumer Behavior
Prerequisite(s): MKT 5310.
The role of consumer behavior in marketing strategy is emphasized. The course builds on foundations from a variety of disciplines including psychology, sociology, cultural anthropology, economics, and semiotics.

5398 Directed Studies in Marketing
Special topics in marketing of interest for individual students. Maximum 6 sem. hrs.

5V95 Internship in Marketing 1 to 6 sem. hrs.
Prerequisite(s): Consent of instructor.
Practical marketing work under supervision in an approved commercial or industrial firm. This course may be taken for three (3) to six (6) semester hours of credit. Consent of major adviser required.

5V99 Thesis 1 to 6 sem. hrs.
Prerequisite(s): Consent of instructor.