Marketing Courses
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 1
Organized around the process of making informative and persuasive presentations, course topics include presentation materials, handling objections, reaching decisions and servicing customers. Developing onesing and communications skills is useful to every business person who makes presentations. Case study, videotaped role playing, professional speakers and group interactions project the student into the world of business and selling.
3320 Advertising Procedures (Cross-listed as JOY 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 purchasers psychological,
economic, and sociocultural actions and reactions are stressed as they relate to a better
understanding of consumption.
3330 Marketing Research
Prerequisite(s): MKT 3305, a minimum grade of C in QBA 2305.
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 research studies, constructing questionnaires, choosing samples, analyzing research results, preparing reports, and improving the student's overall problem solving skills are stressed.
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.
3341 Ethics of Sports
Prerequisite(s): MKT 3305.
This course is designed to investigate the myriad of issues and ethical dilemmas facing the sports and fitness industry. Individuals will be challenged to examine personal values as they relate to sport and its application in our society.
3342 Professional Selling and Communication for Sports I
Prerequisite(s): Sophomore or upper-level standing. Specifically designed with a focus on professional selling and communication processes successful in the realm of sports products and services. Topics include presentation methods, persuasion, handling objections, finding solutions, developing relationships, and serving clients and customers. Case study, videotaped role playing, and professional interaction are key learning words. May receive credit for MKT 3310 or MKT 3342, but not both.
3343 Sport Promotion and Sales Management
Prerequisite(s): Consent of department chair.
The study and application of sport promotion and sales. Includes gaining an understanding of incentives, indirect promotion tools, sales techniques, advertising, media content, sponsorships, licensing, community relations, and venue atmospherics as integrated components of sport promotion.
4199 Professional Selling Internship
Prerequisite(s): MKT 3310 and consent of instructor.
Internship in Professional Selling fulfilled in cooperation with a corporate partner in the area of sales; with the sponsoring company the student participates in formal sales training and education and directed activities in sales, promotion, and customer relationship management.
4310 Sales Force Management/Leadership
Prerequisite(s): MKT 3305.
Organized around the common problems confronting the sales manager. Topics include recruiting, selecting, motivating, leadership and supervision, performance evaluation and coaching. Emphasis is placed on personal and ethical side of management throughout the course. Case study, videotaped role playing, and professional speakers enhance the learning process.
4311 Professional Selling and Communications II
Prerequisite(s): MKT 3310; not open to pre-business students.
Organized around the in-depth study of advanced selling and sales management issues including developing and maintaining long-term customer relationships, alternative strategies, international sales strategies, national account management, supply chain management, financial analysis and sales force ethics. Case study, videotaped role playing and professional speakers assist the students in developing relevant skills.
4315 Retail Store Management
Prerequisite(s): MKT 3305; not open to pre-business students.
Considers architecture of the store, layout, buying, pricing, display, sales promotion, stock control, and consumer services in general.
4320 Marketing Channels
Prerequisite(s): MKT 3305.
This course focuses on the definitions, dimensions, and management of marketing channels representing the various companies involved in bringing products and services from their point of origin to consumption. Representing the company's routes to market, marketing channels are viewed as an interorganizational system involved in the task of making products and services available for consumption. The main emphasis of this course is on the initial design of such systems, and the ongoing management of relationships between system participants. The course is organized around three key modules; understanding the nature of marketing channels, managing channel relationships, and examining major types of channel institutions.
4321 Advertising Campaigns
Prerequisite(s): MKT 3320; not open to pre-business students.
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; not open to pre-business students.
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, multinational 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; not open to pre-business students.
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.
4340 Strategic Brand Management
Prerequisite(s): MKT 3325 and MKT 3330.
An advanced Marketing elective that addresses important branding decisions faced by an organization. The course provides the student with an increased understanding of the important issues in planning and evaluating branding strategies; the appropriate theories, models, and other tools to make better branding decisions; and a forum to apply these principles.
4341 Professional Selling and Communications for Sports II
Prerequisite(s): MKT 3342; not open to pre-business students.
In-depth study of advanced selling and sales management issues pertaining to sports products and services. Includes developing/maintaining long-term customer relationships, account management, supply chain issues, financial analysis, and sales force ethics. Learning tools include case study, role playing, and interaction with executives in professional sports.
4342 Sports Venue and Event Marketing
Prerequisite(s): Consent of department chair and senior standing; not open to pre-business students.
Instills the training and skills required to research, plan, schedule, organize, and market sporting events and sports venues. Provides logistics and the theoretical understanding needed to understand customers and effectively manage sporting events and facilities. Includes instruction related to managing vendor contracts, event promotion, and event management technology.
4343 Customer Relationship Management and Sports Marketing
Prerequisite(s): MKT 3343 or consent of instructor.
An examination of the theory and practice of customer relationship management as applied to sports organizations and their sponsors/partners. The course integrates relationship marketing, statistics, and informational technology, specifically covering topics such as experimental design and campaign management, information technology and multi-channel marketing, and contact center management.
4395 Music and Entertainment Marketing Internship
Prerequisite(s): Junior standing; Marketing major in the Music and Entertainment Marketing Career Track, minor in Performing Arts Marketing and Audience Development, or consent of instructor.
Internships in music and entertainment marketing are completed with organizations within the music, film, or theatre industry. Internships must involve marketing and/or sales activities, rather than production, engineering, or other staff support activities. Internships may be arranged with organizations associated with the Music and Entertainment Marketing program or others with whom the student develops a relationship or contact.
4396 Sports Marketing Internship I
Prerequisite(s): Must be a major in Sports Sponsorship and Sales or consent of department chair. Internship in sports marketing field; typically fulfilled in cooperation with the University's Athletic Department; student participates in directed activities pertinent to personal selling, promotion, direct response advertising, and customer relationship management.
4397 Sports Marketing Internship II
Prerequisite(s): Must be a major in sports sponsorship and sales or consent of department chair.
Internship in sports marketing field; fulfilled in cooperation with either a professional sports team or corporate sports sponsor; student participates in directed activities pertinent to personal selling, promotion, direct response advertising, and customer relationship management.
4398 Directed Studies in Marketing
Prerequisite(s): Consent of marketing adviser and department chair; marketing majors only; not open to pre-business students.
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.
