Course Descriptions

Course Descriptions


Explores the psychology of selling, the customer-centric organization, the sales process, sales techniques, ethical and legal issues in sales and career opportunities associated with selling as a professional career. Experiential learning takes place during role-playing and simulated sales presentations.
Prerequisite: MKT 2080

Explores the development of marketing principles and the role of marketing in an enterprise economy. Reviewing current articles and case studies develops an understanding of marketing principles.

MKT 2200 SALES MANAGEMENT (3 credits)
Planning, implementing and controlling the firm’s professional sales assets. Explores the recruitment, selection and motivation of the internal sales force, the distributor network and the use of manufacturing representatives. Addresses time and territory management, compensation, training, budgeting and the evaluation of selling efforts. Emphasizes the integration of the sales function into the firm's strategic planning and implementation processes. Case studies are used extensively to explore the concepts.
Prerequisite: MKT 2010

MKT 3000 E-COMMERCE (3 credits)
Discusses the rapid evolution of the marketplace because of the emergence of e-commerce and the tools facilitating this evolution, such as the Internet. Covers the impact of these tools and the changes they invoke on organizations, careers and, in general, on the conduct of business in the global marketplace. Use of these tools with special emphasis on utilization in value chain integration and enterprise resource planning. The development of an e-commerce strategic plan is a capstone element of this course.
Prerequisites: MKT 2080

MKT 3050 CONSUMER BEHAVIOR (3 credits)
Consumer behavior theory, including the introduction of behavioral models to investigate the consumer psychology. Application of consumer behavior principles to customer satisfaction, market planning and merchandise mix decisions. Ethical, diversity and international issues are also explored.
Prerequisite: MKT 2080

Addresses global issues challenging today’s international marketer. Discusses the various strategic, tactical and operational components of the international marketing function. Explores in detail the practical aspects of international marketing such as exports and imports, international marketing research and the development of a comprehensive marketing plan.
Prerequisites: MKT 2080 and MGT 2300

MKT 3133 RETAIL MANAGEMENT (3 credits)
Explore the effective methods and strategies required for successful retail management in both brick-and-mortar and electronic retail outlets. Topics of discussion, examination, analysis and application include how to utilize resources and techniques in retail management, locations, products, pricing, human resources, information systems, store operations, customer communications and implementing and controlling a retail strategy. 
Prerequisites: ACC 2415, MGT 2300, MKT 2080 and 90 credit hours completed

MKT 3350 LEAN DISTRIBUTION (3 credits)
Lean distribution is based on the Toyota Production System and is a philosophy of a set of methods for dramatically reducing time from customer order to building and shipping a product that costs less, uses less space and is of superior quality. Covers the history, philosophy and core methodologies of lean distribution.
Prerequisite: MKT 2080

MKT 3450 LOGISTICS (3 credits)
Provides a management guide to the flow of products from suppliers to manufacturers, manufacturers to distributors, distributors to retailers and manufacturers to retailers. Logistics will be discussed and described in all phases of the transportation system, including rail, truck, air and water-borne shipments. Engages students in the overall workings of logistics, including an overview of employment opportunities in logistics management.
Prerequisite: MKT 2080

MKT 3850 SPECIAL TOPICS (1-3 credits)
Various topics in marketing. These may be one-time or occasional course offerings.
Prerequisite: Dependent on specific course content

MKT 3990 INTERNSHIP (3 credits)
The internship (400 hours of paid employment) is designed to provide the student with supervised on-the-job training. A contract between the University, student and employer provides the groundwork. Objectives, evaluations, a written log and a study of the organization are designed to provide a realistic learning experience.
Prerequisite: Department chair approval

Examines the role of research in the solution of marketing problems. Development of research and survey instruments and use of a software computer package to analyze data. Student teams will identify a research problem, gather and analyze data and integrate results in a research report.
Prerequisites: MTH 2310 and MKT 2080

Examines the role of research in the solution of marketing problems, with emphasis on available data analysis, nonparametric statistical procedures, sampling, variable analysis and field research methodology. Development of research and survey instruments and use of a software computer package to analyze data. Student teams will identify a research problem, gather and analyze data and integrate results in a research report presented in class.
Prerequisites: MTH 3340 and MKT 2080

A case-based, capstone course that builds upon previous classes in marketing principles and marketing research. Course includes development of a market plan and managerial analysis of marketing policy, strategy, organization, administrative structures to facilitate the marketing function, procedures in demand analysis, product planning policy, pricing and physical distribution. Emphasizes the integration of these marketing activities and their planning and direction.
Prerequisite: MKT 4220 or MKT 4230

An integrative, dynamic view of advanced marketing strategies across a broad spectrum of theories and concepts designed to prepare the CEO, president, executive and business owner entrepreneur for critical thinking and action. Involves critical selection for a framework of developing marketing strategies to yield a distinctive competitive and comparative advantage, brand strategy, pioneering growth, analysis of markets and defensive marketing strategies. Strategic-level marketing topics and tools emphasis will be on the role of marketing capabilities in creating, leveraging and appropriating value in the marketplace.
Prerequisites: MKT 3100 and MKT 4220