361 Selling and Sales Management (3)
Basic principles of selling and the practical application and management in sales situations. Persuasion and communication theories related to the selling of industrial and consumer goods and services are covered. Selling techniques and communication skills are analyzed and practiced during class. The course also covers sales management topics such as sales department organization, the role of the sales manager, sales planning and forecasting, managing and motivating the sales force and sales policies. Fall and spring semesters. Prerequisites: Marketing 313, junior standing.
362 Integrated Marketing Communications (3)
This course considers the many ways marketers communicate with target customers to inform and influence decision-making. Also considers the nature and role of integrated marketing communications in an organization's overall marketing plan. Foundation concepts include target marketing, positioning, and consumer behavior as they relate to persuasive marketing communications. Specialized topics include objective and budget setting, planning the promotional message, media planning, sponsorship marketing, sales promotion techniques, public relations, and other elements of promotion strategy. Fall and spring semesters. Prerequisites: Marketing 313, junior standing.
364 Retailing (3)
Focuses on strategy development and execution in marketing consumer goods and services through retail organizations. In addition to such topics as target market selection, location decisions, and merchandising issues, vendor relations, trade management, and emerging retail trends will be covered. Spring semester. Prerequisites: Marketing 313, junior standing.
365 Consumer Behavior (3)
Consumer behavior is an analysis of internal and external influences on consumer buying behavior. Internal influences include perception, motivation, personality, and attitudes, while external influences include culture, families, social class, and situations. The consumer decision making process is also evaluated with reference to these influences. Every semester. Prerequisites: Marketing 313, junior standing.
415 Business to Business Marketing (3)
Principles and strategies used in the marketing of products and services to businesses and industrial customers. Covers the differences between organizational buyers and ultimate consumers and the resulting effects on marketing strategy. The course also covers the “buying” side of business to business marketing by examining the purchasing function within organizations. This includes the planning, implementation, and control of purchasing operations, inventory management, and buying for institutions and government agencies. On demand. Prerequisites: Marketing 313, junior standing.
417 Strategic Distribution Management (3)
Principles and strategies used to design and manage the distribution channels used in the movement of goods and services from producers to users. Includes channel management issues such as determining channel type, coverage and service levels, costs, and conflict management within the channel. The logistics of physical distribution are also addressed. This includes the integration of transportation, warehousing, order processing, inventory control, and location decisions in the effective movement of products and services. On demand. Prerequisites: Marketing 313, junior standing.
430 New Venture Creation (3)
An in-depth study of the lifestyle of the entrepreneur. Actual business opportunities identified and evaluated with group feasibility projects. The relationship of the entrepreneur to the formation and growth of the enterprise. Fall and spring semesters. Prerequisites: Marketing 313, junior standing. May be registered as Entrepreneurship 430. No credit in both Marketing 430 and Entrepreneurship 430.
431 E-Marketing (3)
This course introduces students to the concepts and tools on Internet marketing. In addition to examining different e-business models, new and recent developments in e-business are a focus of the class. The strategic implications of the Internet on research, promotion, transactions, and distribution will be examined in both for profit and not-for-profit organizations. Fall semester. Prerequisites: Marketing 313, Management 100, junior standing.
442 Services Marketing (3)
An examination of the unique aspects of marketing of services. Appropriate for students seeking careers in health and human services, banking and finance, education and training, small business, sports management, information technology, or other service industries. The course investigates the characteristics of services and service customers, strategic differences in the marketing of goods versus services, service standards, and service quality measurement and management. In addition, the importance of service in providing customer satisfaction. Fall semester. Prerequisites: 6 hours in marketing courses including Marketing 313, junior standing.
450 Marketing Research (3)
Course emphasizes marketing research as a decision making tool in opportunity identification and problem analysis. In addition to secondary data analysis, research methodologies and procedures for additional data capture will be covered. An application-oriented approach will address all research phases from problem identification to presentation. Every semester. Prerequisites: 12 hours in marketing courses including Marketing 313, Management 212, junior standing.
461 Marketing Problems (3)
The major marketing problems of representative firms, including manufacturers, wholesalers, and retailers. A case course dealing with actual business problems in all phases of marketing activity. Every semester. Prerequisites: 9 hours in marketing courses including Marketing 313, junior standing.
495r Departmental Honors (1-3 hours per term, 4 hours for the two terms)
Every semester. See Departmental Honors.
497 Research (1-3)
Every semester. Prerequisite: junior standing.
498r Individual Studies (1-3)
Every semester. Prerequisite: junior standing.
499r Group Studies (1-3)
Every semester. Prerequisite: junior standing.
ENTREPRENEURSHIP COURSES (BETR)
340 Innovation and Creativity in Business (3)
The development of creative thinking skills and creative approaches to decision making as they relate to innovation and the recognition of opportunity. Issues relevant to both entrepreneurial ventures and established businesses will be covered. Fall and spring semesters. Prerequisite: junior standing. May also be registered as Management 340. No credit for both Entrepreneurship and Management 340.
430 New Venture Creation (3)
An in-depth study of the lifestyle of the entrepreneur. Actual business opportunities identified and evaluated with group feasibility projects. The relationship of the entrepreneur to the formation and growth of the enterprise. Fall and spring semesters. Prerequisites: 313, junior standing. May also be registered as Marketing 430. No credit for both Entrepreneurship and Marketing 430.
435 Managing Venture Growth (3)
Focus is on managing the growth of a young business from the time it has completed the initial start-up phase through harvest. Topics covered include growth strategies, cash flow management, financing for growth, moving from entrepreneurial to professional management, legal issues, marketing on a tight budget, family business issues, management succession planning, and exit strategies. Spring semester. Prerequisite: Entrepreneurship or Marketing 430, junior standing.
440 Essentials of Entrepreneurial Finance (3)
This course provides an overall understanding of the segments of the capital markets specializing in start-up and growth financing, and focuses on the various financial concepts, issues, methods and industry practices relevant to entrepreneurial decision-makers. The course addresses a variety of topics including financial analysis, financial planning, business valuation, sources of funds, bankruptcy, expansion, IPOs, and cashing out. Fall semester. Prerequisite: Finance 302, junior standing.
