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Undergraduate Marketing

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Undergraduate Marketing

2017 Fall Term

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3 Units

PRINCIPLES OF MARKETING

Marketing 311

A study of the activities involved in the distribution of goods and services in a system-analysis framework. Examines consumer buying behavior and marketing functions within the firm. Investigates constraints imposed on decision makers and evaluates the performance of marketing in terms of social and economic efficiency.


3 Units

PRINCIPLES OF SELLING

Marketing 312

A seminar in the art and science of selling. Examined and probed in depth will be the whys and hows of selling theories, principles, techniques, practices and the basics of sales force management.


3 Units

MARKETING RESEARCH

Marketing 321

Methods of planning and carrying out marketing and consumer research studies. Problem formulation, exploratory research, questionnaire construction and design, observational and sampling techniques, conducting surveys, data analysis, reporting, interpretation of findings and implementation of recommendations.


3 Units

RETAIL MANAGEMENT

Marketing 337

This class addresses the particular issues related to marketing to ultimate consumers. Particular attention is given to the role of retailing in the economy, retail mathematics, merchandising, technology, and global expansion.


3 Units

INTEGRATED MARKETING COMMUNICATIONS

Marketing 350

Theory and concepts employed by organizations in presenting promotional messages through various communication media. Management strategy in promotion and the problems encountered will be emphasized.


3 Units

INTRODUCTION TO DIGITAL MARKETING

Marketing 351

Technological changes and the "always connected" consumer have forced marketers to evolve. The basics of emerging digital marketing media and related techniques for reaching online consumers across multiple devices including desktop and mobile are covered. Additionally, the course explores digital marketing's transformative impact on traditional marketing practices and examines digital segmentation, digital marketing around the globe, digital divide, digital privacy, and digital analytics.


3 Units

SOCIAL MEDIA AND INTERACTIVE MARKETING

Marketing 352

Social media is rapidly changing the marketing landscape. Marketers who previously relied on mass media to broadcast messages are faced with the challenge of interacting with digitally empowered consumers. This course exploresthe impact of social media and other communications technologies on marketing strategy, marketing communications, and marketing research.


3 Units

ENTREPRENEURIAL MARKETING

Marketing 360

The course focuses on key marketing strategies relevant for new businesses and/or new product launches. Students will apply marketing concepts to the wide range of business challenges facing entrepreneurs. Through experiential learning opportunities, students will apply what they learned for developing comprehensive entrepreneurial marketing plans.


3 Units

INTERNATIONAL MARKETING

Marketing 361

The course provides a critical assessment of global market opportunities and of the tactics and strategies for marketing of goods and services across national boundaries. Covered in the course are global marketing environment, modes of market entry, and of managing marketing mix variables in a foreign setting.


3 Units

INNOVATION AND TECHNOLOGY MARKETING

Marketing 400

Analysis of marketing problems encountered in developing and introducing new products, managing existing products, and phasing out obsolete products. Emphasis is placed on the coordination of activities that lead to successful market management of products. Various marketing concepts and problems related to product development and introduction are surveyed and analyzed.


3 Units

BUSINESS TO BUSINESS MARKETING

Marketing 412

An intensive examination of the industrial marketing sector. Emphasis is placed on understanding the unique dimensions of the industrial marketing environment and translating this understanding into effective integrated industrial marketing programs. Attention is given to producer, reseller and government markets.


3 Units

CONSUMER BEHAVIOR

Marketing 420

Survey of social science theories pertinent to information processing, human behavior, and social interaction. Emphasis is placed on using this information to develop marketing strategies.


3 Units

SALES MANAGEMENT

Marketing 431

This course examines sales management from a motivational and an institutional perspective. The goal of the course is to examine the elements of operating an effective sales force as the key component to organizational success. Topics include sales force structure, use of technology and issues in compensating and retaining salespeople.


3 Units

LOGISTICS

Marketing 442

Analysis of the problems encountered in the physical movement of goods from the end of production to the consumer. Surveyed in this course are various techniques and methods for analyzing spatial arrangements of markets, plant and warehouse location, inventory systems, selection of carrier alternatives and selection of physical movement channels.


3 Units

DIRECT AND MULTICHANNEL MARKETING

Marketing 444

The interactive nature of direct marketing initiatives that use one or more media to generate a traceable and measurable response from the target audience is empahsized. The course includes grounding in all major direct marketing media. The measurability and accountability of direct marketing and its relationship to the total marketing mix are stressed.


3 Units

MARKETING AND RETAIL ANALYTICS

Marketing 445

Advancing technology is enabling marketers to create individualized customer relationships in situations where previously such relationships were not possible. This course is designed to increase students' understanding of how technology, specifically the customer database, is used to design and implement marketing strategies. Special attention will be devoted to studying the types of information needed in a customer database and how this information can be integrated into the marketing decision making process.


3 Units

SALES NEGOTIATION AND CONFLICT RESOLUTION

Marketing 450

A combination of art and science, negotiation involves securing agreement between interdependent parties. Topics include analyzing and assessing negotiation scenarios, preparing for a negotiation, power and influence strategies, coalitions, and managing conflict. Role-playing, as a key component of the class, offers students the opportunity to develop their negotiating skills.


3 Units

ENTREPRENEURIAL AND ADVANCED SALES TECHNIQUES

Marketing 460

Selling is a critical criterion for successful enterprises. This course provides advanced hands-on and practical approaches for selling new products/services, obtaining new customers, launching new enterprises, or for creating relationships in other entrepreneurial selling senarios. Through video and other technologies, students will present interactive solutions for developing strong customer relationships.


3 Units

SALES TEAM PRACTICUM

Marketing 465

The Sales Team Practicum is designed for students seeking an Emphasis in Professional Sales, a Marketing Minor in Professional Sales, or a Professional Selling Certificate. Students will prepare for participation in regional and International Sales Competitions, plus two internal Competitions. Students will be mentored by marketing faculty in the sales curriculum, experienced student coaches, and business sales professionals


3 Units

MARKETING MANAGEMENT AND POLICIES

Marketing 479

Organization and coordination of the total marketing program including sales, advertising, credit, marketing research, distribution policies, pricing, sales forecasting and demand analysis. Focus is on firm's ability to adjust to competitive trends and changing market conditions.


3 Units

INTERNSHIP IN MARKETING

Marketing 493

A marketing internship consists of a structured-supervised work experience within a major area of marketing concentration within the department. The internship experience offers students opportunities to apply classroom learning to the needs of the sponsoring internship company and to acquire some new skill sets during this process. Internships consist of 15-20 hours of work/week during the semster. A minimum of 150 hours work is required for a 3 credit internship. Only one MARKETNG 493 course allowed to count towards major or minor.


3 Units

INTERNSHIP IN MARKETING - DIGITAL MARKETING EMPHASIS

Marketing 493D

Structured-supervised work experience for students interested in a Digital Marketing Emphasis. Internship experiences offer students an opportunity to merge course work with day-to-day activities in business. Not more than 3 internship credits will apply towards major or minor.


3 Units

INTERNSHIP IN MARKETING - ENTREPRENEURIAL MARKETING EMPHASIS

Marketing 493E

Structured-supervised work experience for students interested in an Entrepreneurial Marketing Emphasis. The internship experience offers the student an opportunity to merge course work with day-to-day activities in business. Not more than 3 internship credits will apply towards major or minor.


3 Units

INTERNSHIP IN MARKETING - IMC EMPHASIS

Marketing 493I

Structured-supervised work experince for students interested in an Integrated Marketing Communication Emphasis. Internships offer students an opportunity to merge course work with day-to-day activities in business. Not more than 3 internship credits will apply towards major or minor.


3 Units

INTERNSHIP IN MARKETING-RETAIL MANAGEMENT EMPHASIS

Marketing 493R

This course is structured-supervised work experinece within the retail management function. The internship experience offers the student an opportunity to merge course work with day-to-day activities in business. Not more than 3 internship credits will apply toward major or minor.


3 Units

INTERNSHIP IN MARKETING - SALES EMPHASIS

Marketing 493S

This course is a structured-supervised work experience within the sales function. The internship experience offers the student an opportunity to merge course work with day-to-day activities in business. Not more than 3 internship credits will apply towards major or minor.


1-3 Units

INDEPENDENT STUDY IN MARKETING

Marketing 498

Study of a selected topic or topics under the direction of a faculty member.

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