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Course Catalog

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Course List


MARK 3321 PRINCIPLES OF MARKETING (3-0) The marketing function of the firm from the standpoint of the decision-maker. The marketing variables of products, channels, prices, and promotion as related both to the profitability of the firm and to customer satisfaction. The economic, legal, social, and international implications of marketing actions. Prerequisite: 60 credit hours and ECON 2306.

MARK 3322 PROFESSIONAL SELLING (3-0) Presents sales principles and skills required by today's professional salesperson, with emphasis on the business-to-business selling environment. Students will enhance development of a variety of skills that will serve for a lifetime. These lifetime skills include the following: communication skills, critical thinking, building relationships with customers, and ethiical decision making. Prerequisite: MARK 3321 and junior standing.

MARK 3323 INTEGRATED MARKETING COMMUNICATION (3-0) A managerial approach to coordinating all promotional activities including direct marketing, advertising, sales promotion, personal selling, public relations, publicity, and packaging, to produce a unified, market-focused message. Message development, placement and timing are examined within the context of the role each type of promotion plays in marketing strategy development. Additional topics examined include media definition and analysis, the communication process, legal and ethical considerations, and budgeting. Prerequisite: MARK 3321.

MARK 3324 BUYER BEHAVIOR (3-0) The psychological and sociological aspects of both industrial and consumer buyer behavior. Motivation, cognition, and learning. Personality characteristics, the study of personal needs, and symbolism, as interrelated with formation of marketing strategy. From a sociological point of view, the emphasis is on group behavior and its effect on marketing decision theory. Prerequisite: MARK 3321.

MARK 3325 INTERNET MARKETING (3-0) Students use theoretical investigation and case analysis to develop skills and strategies necessary for effectiveness in marketing via the internet. Includes marketing via e-mail, Web site strategies, and creation of an internet marketing plan. Prerequisite: MARK 3321.

MARK 4191 STUDIES IN MARKETING (1-0) Advanced studies, on an individual basis, in the various fields of marketing. Prerequisite: 90 credit hours and permission of instructor. May be repeated for credit with consent of department chair.

MARK 4291 STUDIES IN MARKETING (2-0) Advanced studies, on an individual basis, in the various fields of marketing. Prerequisite: 90 credit hours and permission of instructor. May be repeated for credit with consent of department chair.

MARK 4303 RETAIL AND SERVICE MARKETING (3-0) The role of retailing and services in our economic system. Retail management functions such as inventory management, pricing, merchandising, advertising, and sales promotion. Understanding the unique characteristics of services. Creating service marketing strategies and solving service marketing problems. Prerequisite: MARK 3321.

MARK 4308 MANAGEMENT AND LEADERSHIP OF THE SALES FORCE (3-0) This course covers topics ranging from strategic solutions to tactical sales. It focuses on sales management and leadership targeted toward implementation of complex sales solutions. The course concers sales managers' roles of planning and executing go-to-market strategy. Hiring, motivation, decision-making, conflict/negotioation strategies, coaching, ethical decision making, and retaining a high-performance team are examined in an interpersonal context with a focus on expanding and retaining long-term profitable customer relations as vital to the impact on firm performance. Prerequisites: MARK 3321, MARK 3322, and junior standing.

MARK 4311 MARKETING RESEARCH (3-0) Designed to make students intelligent users of marketing research data. The interrelationship between marketing research and marketing management. Methods and techniques used to generate primary data in commercial marketing research. Design of research projects, methods for generating primary data, sampling of human populations, experimental design, and data analysis. Prerequisite: MARK 3321 and BUSA/STAT 3321.

MARK 4322 ADVANCED MARKETING MANAGEMENT AND STRATEGY (3-0) A capstone course designed to help the student develop his/her ability to apply knowledge and analytical skills acquired in the marketing and business curricula. The importance of a structured planning process in formulating and implementing marketing strategies is emphasized. Prerequisite: MARK 3321, 3324, 4311, and 90 credit hours.

MARK 4325 INTERNATIONAL MARKETING (3-0) Explores the techniques of entering the international marketplace. Explains the impact of sociocultural, economic, technological, governmental, and demographic factors on the international marketing mix. Prerequisite: MARK 3321.

MARK 4331 SEMINAR IN MARKETING (3-0) Readings and discussion of special topics in marketing. Prerequisite: Junior or senior standing and consent of instructor. May be repeated for credit with consent of department chair.

MARK 4391 STUDIES IN MARKETING (3-0) Advanced studies, on an individual basis, in the various fields of marketing. Prerequisite: 90 credit hours and permission of instructor. May be repeated for credit with consent of department chair.

MARK 4393 MARKETING INTERNSHIP (3-0) Practical training in marketing. Analysis of theory applied to real life situations. May be used as an advanced business elective only; graded on a pass/fail basis. No credit will be given for previous experience or activities. May not be repeated for credit. Prerequisite: Junior standing and consent of department internship advisor.

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