COURSE DESCRIPTIONS
260-311 PRINCIPLES OF MARKETING - 3 cr
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.
260-321 MARKETING RESEARCH - 3 cr
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.
Prereq: 260-311 and 230-245.
260-337 RETAIL MANAGEMENT - 3 cr
Economic importance and development of retailing institutions in the
United States. Problems and cases of retail management. Interrelationship
of major management decisions of retailing--store location, buying,
pricing, stock control, planned stocks, merchandising control, credit and
retail expense accounting and financial management.
Prereq: 260-311.
260-339 FRANCHISING - 3 cr
An examination of franchising as an alternative distribution strategy.
This course is designed to provide students with a basic understanding of
and the knowledge to acquire and operate a franchise.
Prereq: 260-311.
260-349 SALES MANAGEMENT - 3 cr
Study of the functions of a sales department within the marketing
organization. Included are organization, recruiting and selection
procedures, training, compensation, expenses, quotas, supervision,
stimulation, planning activities, and evaluation of sales personnel. Case
approach used.
Prereq: 260-311.
260-350 PROMOTIONAL POLICIES AND STRATEGIES - 3 cr
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.
Prereq: 260-311.
260-361/561 INTERNATIONAL MARKETING - 3 cr
A survey of the structure, techniques, problems and general environment of
marketing abroad. Subjects include organization, promotion, finance, legal
aspects and operation.
Prereq: 260-311.
260-400 PRODUCT POLICY AND STRATEGY - 3 cr
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.
Prereq: 260-311 and 260-321.
260-410 QUANTITATIVE ANALYSIS FOR MARKETING DECISIONS - 3 cr
Application of quantitative techniques to marketing decisions. Selected
topics for in-depth study may include market segmentation and profiling,
brand positioning, consumer brand choice, new product adoption, retail
patronage, physical distribution, allocation of sales efforts, pricing,
marketing audit and others.
Prereq: 260-321 or consent of instructor.
260-412 BUSINESS TO BUSINESS MARKETING - 3 cr
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.
Prereq: 260-311.
260-420/620 CONSUMER BEHAVIOR - 3 cr
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.
Prereq: 260-311.
260-429 PERSONAL SELLING - 3 cr
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 and
practices.
Prereq: 260-311 and sr st.
260-432 MARKETING IN SERVICE ORGANIZATIONS - 3 cr
A reconsideration of traditional marketing topics in the context of a
variety of service organizations. Emphasis is placed on discussion of how
product-oriented marketing activities need to be adjusted or even
re-invented to accommodate "nonproducts".
Prereq: 260-311.
260-436/636 PURCHASING AND MATERIALS MANAGEMENT - 3 cr
An integrated approach to the problems of inventory determination,
purchasing, incoming traffic and industrial marketing from the viewpoint
of the manager of materials. Cases studied.
Prereq: 260-311.
260-442/642 PHYSICAL DISTRIBUTION SYSTEMS ANALYSIS - 3 cr
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.
Prereq: 260-311 and 230-245.
260-444 DIRECT MARKETING - 3 cr
Students are introduced to the scope of direct marketing including mail
order, lead generation, circulation, loyalty programs, store traffic
building, fund-raising, pre-selling, post-selling and research. The
course includes grounding in all major direct marketing media: direct
mail, broadcast, print advertising, catalogs, co-ops, telemarketing,
inserts and videos. The measurability and accountability of direct
marketing and its relationship to the total marketing mix are stressed.
Prereq: 260-311
260-479 MARKETING MANAGEMENT AND POLICIES - 3 cr
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.
Prereq: 260-311 and 260-321 and senior standing.
260-492 INTERNSHIP IN MARKETING - 1-3 cr
Offered on a satisfactory/no credit basis only. An opportunity for
selected upper level students to gain work experience in some area of
marketing during a semester or summer. Course includes an appropriate
written report on the work experience.
Repeatable for a maximum of 6 credits in major/degree.
Prereq: Jr or sr st. and cons instr.
260-494 MARKETING SEMINAR - 3 cr
Directed reading and research involving group or individual projects in
the marketing field. Use of extensive bibliographical and case materials.
Class discussion and participation. Concentration in special problem areas
of marketing. Seminar papers.
Prereq: Senior standing and consent of department chairperson.
260-496/696 SPECIAL STUDIES - 1-3 cr
Repeatable
260-498 INDEPENDENT STUDY IN MARKETING - 1-3 cr
Prereq: Senior standing and consent of department chairperson.
UW-Whitewater Undergraduate Bulletin - 1995-1997
Office of the Registrar
Formatted by Web Development Team - UWW
Last Update - kt 2/8/96
