Undergraduate Bulletin

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.

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