Fall Semester 2000 through Summer Semester 2002
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Professors: Andrew C. Gross, Rajshekhar G. Javalgi, William J. Lundstrom, Rosemary P. Ramsey (chairperson), Edward G. Thomas, Thomas W. Whipple; Professors Emeritus: Robert F. Hartley, Donald W. Scotton; Associate Professors: Bob D. Cutler, Amit K. Ghosh, Rama K. Jayanti, W. Benoy Joseph, Janet Y. Murray, S.R. Rao (Director of Off-Campus Programs), Ivan R. Vernon; Instructor: Sanford Jacobs.

MKT 301 Introduction to Marketing (3-0-3). Prerequisite: Junior standing or permission of chairperson. Examines the role of marketing in business and nonprofit organizations from managerial as well as societal and ethical perspectives. Focuses on development and implementation of the marketing program by surveying relevant concepts from the social and behavioral sciences, examining trends in domestic and world markets; and exploring decisions related to market selection, strategic market planning; and the marketing mix areas of product, price, promotion, and distribution. Return to top

MKT 305 Marketing Management (4-0-4). Prerequisite: MKT 301. Applies marketing principles, practices, and theories to the formulation of strategic marketing plans and solutions for U.S. and global markets. Builds analytical skills in diagnosing marketing problems, identifying opportunities, analyzing alternative courses of action, and recommending marketing strategies and action plans. Emphasizes decision-making, financial and ethical analysis, and individual and team assignments involving marketing cases, field projects, class discussions, written reports, and oral presentations. Return to top

MKT 321 International Business (4-0-4). Prerequisite: MKT 301. Introduces concepts, theories, information, and issues that impact business strategies in global markets. Investigates the role of international institutions and the cultural, economic, legal, and geopolitical influences on world trade. Examines the nature of business decisions across such functional areas as human resources management, finance and accounting, marketing, and operations management. Return to top

MKT 351 Business, Society, and Government (3-0-3). Prerequisite: Junior standing. Investigates organizational, societal, regulatory, and ethical issues and challenges that businesses face in domestic and global environments. Introduces information and analytical tools for studying such issues as corporate power and influence, environmental pollution, corporate social responsibility, consumer protection, affirmative action, quality of worklife, and professional ethics. Writing. Return to top

MKT 411 Retail Management (4-0-4). Prerequisite: MKT 305 or permission of chairperson. Provides retail management and merchandising framework for all types of businesses. Includes store location, layout and design, merchandise offerings, assortments, pricing, and control, as well as focus on internal operations, including staffing and supervision, promotions, customer services, store operations, and expense control; opportunities for small retailers; and legal and ethical considerations. Return to top

MKT 420 Buyer Behavior (4-0-4). Prerequisite: MKT 305 or permission of chairperson. Investigates consumer and organizational buying motives, buying influences, and buying decision-making processes and their implications for marketing strategies and public/social policy. Explores cross-cultural, ethical, and research issues in understanding consumer and industrial/organizational buying. Return to top

MKT 431 Marketing Research (4-0-4). Prerequisite: MKT 301 or permission of chairperson. Develops a managerial appreciation of the role of research in marketing practice and how results are used in decision-making. Emphasizes the total research process as well as specific research steps, stressing information needs, research formulation and design, and research procedure. Integrates and applies concepts through managerially-oriented marketing research cases and a field research project. Return to top

MKT 441 Advertising and Promotion Management (4-0-4). Prerequisite: MKT 305 or permission of chairperson. Explores the role of advertising and promotion in modern marketing strategy. Focuses on market analysis and target audience definition, message development, media strategy, the evaluation of advertising effectiveness, and budgeting. Intended both for those planning careers in advertising as well as general marketing management. Return to top

MKT 450 Professional Selling and Sales Management (4-0-4). Prerequisite: MKT 305 or permission of chairperson. Covers tasks and responsibilities of professional selling and the challenges of managing both the individual and team sales function. Stresses analytical and interpersonal skills, account management, proposal development, planning, organizing, directing, motivating, and controlling a sales organization. Examines legal and ethical dimensions of professional selling. Return to top

MKT 452 Business-to-Business Marketing (4-0-4). Prerequisite: MKT 305 or permission of chairperson. Explores concepts, analytical tools, management practices, and advances in marketing goods and services to industrial, commercial, institutional, and other business markets in domestic and global environments. Includes lectures, case analyses, discussion, oral presentations, written reports, and execution of a field project. Return to top

MKT 461 Global Marketing (4-0-4). Prerequisite: MKT 305 or permission of chairperson. Introduces students to the concepts and management tools of international marketing. Topics include evaluating the global environment economically, culturally, politically and legally, screening and researching international business opportunities; and formulating appropriate marketing strategies to enter global markets and build sustainable advantages. Return to top

MKT 490 Marketing Internship (2 to 4 credits). Prerequisites: Junior standing, MKT 305, MKT 431, and permission of chairperson. Designed to provide marketing students with practical experience in career paths in marketing management, marketing research, sales, retailing, advertising, and related fields. Students must have an overall GPA of 3.00, or 3.25 in their major, and must work three months (minimum of 20 hours per week) under the supervision of marketing professionals. After completion of the term, students must submit a term report incorporating theory, tools, and practical applications to the sponsoring organization(s) and the faculty coordinator in the Department of Marketing. Return to top

MKT 493 Current Topics (1 to 4 credits). Prerequisites: Senior standing and permission of instructor. A study of current topics in marketing. Emphasis will be placed on exploring current literature, advanced topics, and research tools applicable to the topic. Return to top

MKT 496 Independent Study (1 to 4 credits). Prerequisite: Senior standing. Written proposal approved before registration by sponsoring professor and chairperson. A flexible content/structure course designed to enable qualified students to pursue special areas of interest and competency; opportunity for independent study, field research, or other special assignments. Return to top