Marketing
MKTG 3150-3. Sales Management. Explores the selling task and the essentials of managing the sales force. Includes recruiting, selecting and hiring, training, compensating, supervising, and controlling. Covers sales organization, sales planning, sales forecasting, assigning territories, quotas, and sales analysis. Prereq., BCOR 2400. Restricted to students with 52 hours completed. Formerly MKTG 4150.
MKTG 3250-3. Buyer Behavior. Covers both consumer buying behavior and organizational buying behavior. Consumer behavior topics include needs and motives, personality, perception, learning, attitudes, cultural influence, and contributions of behavioral sciences that lead to understanding consumer decision making and behavior. Explores differences between business and consumer markets, business buying motives, the organizational buying center and roles, and the organizational buying process. Required for marketing majors. Prereq., BCOR 2050 or BCOR 2400. Restricted to students with 52 hours completed.
MKTG 3350-3. Marketing Research. Explores fundamental techniques of data collection and analysis used to solve marketing problems. Specific topics include problem definition, planning an investigation, developing questionnaires, sampling, tabulation, interpreting results, and preparing and presenting a final report. Required for marketing majors. Prereqs., BCOR 1020, 2050, or 2400. Restricted to students with 52 hours completed.
MKTG 3450-3. International Marketing. Describes the economic, geographic, political, and social forces that have shaped and continue to define global markets. Examines topics critical to success in international markets, including assessment of a firm’s international capabilities, techniques for gauging the potential of international markets, international segmentation approaches, and alternative arrangements for entering foreign markets. Compares and contrasts product, price, distribution, logistics, promotion, and research decisions made in global versus domestic markets. Introduces students to financial arrangements characteristic of international marketing, including exchange rates and controls, balance-of-payment principles, import licensing agreements and tariffs. Prereq., BCOR 2400. Formerly MKTG 4400.
MKTG 4250-3. Product Strategy. Covers major topics in managing long-term customer relationships that derive from products. Focuses on concepts, analyses, and strategies for existing and new products. Topics include concept development and testing, conjoint analysis, product positioning, brand image measurements and brand management, and product issues in public policy and ethics. Methods of instruction include lectures, case discussions, student group papers and projects, and examinations. Prereqs., MKTG 3250 and 3350. Restricted to juniors/seniors.
MKTG 4350-3. Services Marketing Strategy. Designed for those students interested in working in the service industries. Addresses the distinct needs and problems of service organizations in the area of marketing and service quality. Service organizations (i.e., banks, transportation companies, hotels, hospitals, educational institutions, professional services, etc.) require a distinctive approach to marketing strategy—both in its development and execution. Builds and expands on marketing ideas and how to make them work in service settings. Prereqs., MKTG 3250 and 3350.
MKTG 4500-3. Advertising Management. Prereqs., MKTG 3250 and 3350. Restricted to students with 52 hours completed.
MKTG 4550-3. Advertising and Promotion Management. Analyzes advertising and promotion principles and practices from the marketing manager’s point of view. Considers the decision to advertise, market analysis as a planning phase of the advertising program, media selection, public relations, sales promotion, promotion budgets, campaigns, evaluation of results, and agency relations. Prereqs., MKTG 3250 and 3350.
MKTG 4650-3. Institutional Relationships and Strategy. Focuses on the management of a firm’s relationships with other businesses. Addresses business-to-business marketing strategies, relationships with channel members, and strategic alliances/partnerships. Topics include relationship structures, power, conflict, negotiation, industry analysis, selection of business partners, and managing for long-term stability. Prereqs., MKTG 3250 and 3350.
MKTG 4810-3. Honors Seminar. Social responsibilities of the business executive, business ethics, business-government relations, and business in literature. Open to seniors who have completed at least 30 semester hours of business courses with not less than a 3.30 GPA and have instructor consent. Prereq., BCOR 2050 or 2400.
MKTG 4820-3. Special Topics in Marketing. Offered irregularly. Provides opportunity for investigation into new frontiers in marketing.
MKTG 4825-3. Experimental Seminar. Offered irregularly to provide opportunity for investigation of new frontiers in Marketing. Restricted to juniors/seniors.
MKTG 4850-3. Senior Seminar in Marketing. This capstone marketing course integrates and further develops what students have learned in other courses. Provides students with the insight and skills necessary to formulate and implement sound socially responsible marketing strategies, product line management strategies, promotional and product/service communication strategies, pricing, and distribution strategies. Prereqs., MKTG 3250, 3350, two additional 4000-level MKTG courses, and 102 hours completed. Restricted to MKTG majors. Formerly BCOR 4004.
MKTG 4900 (1-6). Independent Study. Intended only for exceptionally well qualified business seniors. Instructor and division chair consent required.
MKTG 6900 (1-3). Independent Study. Requires consent of instructor under whose direction study is taken. Departmental form required.
MKTG 6940 (1-3). Master’s Candidate. Departmental form required.
MKTG 6950 (1-6). Master’s Thesis.
MKTG 7000-3. Seminar in Consumer Behavior. Studies the nature and determinants of consumer buying behavior. In-depth investigation of contributions of behavioral sciences (especially psychology, sociology, and cultural anthropology) toward understanding consumer behavior. Influence of demographic factors, motivation, personality, culture, and purchasing behavior. Prereq., instructor consent.
MKTG 7200-3. Experimental Research Methods in Marketing. Provides a detailed exposure to the design of laboratory/field experiments and quasi-experiments for marketing and consumer research. Emphasizes the choice of design options, data collection methods, statistical analysis, and substantive interpretation of experimental results.
MKTG 7300-3. Multivariable Methods in Marketing Research. Includes MANOVA designs, causal models, cluster analysis, discriminant function analysis, factor analysis, and latent structure analysis. Emphasizes computer applications. Prereqs., graduate courses in regression and MANOVA.
MKTG 7305-3. Qualitative and Survey Research Methods in Business. Detailed exposure to qualitative and survey research methods in business. Qualitative methods include participant observation, depth interviews, focus-group interviews and ethnography. Survey methods include measurement theory, survey design and sampling, survey implementation, data analysis, and substantive interpretation.
MKTG 7310-3. Design and Analysis of Experiments in Business. Detailed exposure to experimental research methods for business applications. Emphasizes the choice of design options, data collection methods, statistical analysis, and substantive interpretation of experimental results.
MKTG 7400-2. Doctoral Seminar: Channels of Distribution. Study of marketing literature in channels of distribution. Includes topics of channel structure, channel power, channel conflict and leadership, physical distribution systems, and regulation.
MKTG 7500-2. Doctoral Seminar: Promotion. Study of marketing literature dealing with advertising, selling, sales promotion, and sales management. Includes topics of advertising decision models, advertising effects, sales-force performance models, and promotion management.
MKTG 7600-3. Doctoral Seminar: Services Marketing. Study of marketing literature dealing with services. Includes such topics as service management, theoretical issues in the study of services, and strategies in travel, tourism, recreation, and financial services industries.
MKTG 7800-3. Doctoral Proseminar: Marketing. Provides marketing doctoral students with an orientation to the marketing field and introduces contemporary research perspectives and priorities. Students discuss papers that illustrate academic researchers’ use of various disciplinary perspectives to address marketing problems and the range of theoretical and empirical methods used.
MKTG 7805-3. Doctoral Seminar: Economic and Administrative Science Approaches to Research in Marketing. Examines marketing management and consumer behavior issues from the vantage of economics and organizational theory. One segment of the course focuses on theoretical and empirical analysis of the means by which utility-maximizing consumers learn about consumption environment and respond to firms’ marketing decisions. Another segment examines research on firms’ competitive strategy and marketing mix decisions and explores how organizational sociological factors influence these decisions.
MKTG 7810-3. Doctoral Seminar: Psychological Approaches to Research in Marketing. Examines the basic psychological processes that underlie common marketing phenomena. Topics include memory and judgment, persuasion, attitude-behavior consistency, information processing, automatic and controlled processes, learning, motivation and cognition, social judgment, and the role of affect and mood on judgment. Discusses topics in consumer behavior and marketing management contexts, in conjunction with related methodological issues.
MKTG 7815-3. Doctoral Seminar: Consumer and Managerial Decision Making in Marketing. Examines judgment and decision making research pertinent to understanding how consumers and marketing managers make decisions. Uses economic models as a normative backdrop for examining research on decision heuristics, judgment and choice anomalies, and contingent decision behavior. Examines processes of causal judgment and inference and the influence of a variety of contextual factors (including time) on judgment and decision.
MKTG 7820-3. Doctoral Seminar: Sociological and Anthropological Approaches to Research in Marketing. Inquires into substantive and methodological issues concerning postmodern consumer research. Attains depth in a few areas while also providing a framework in which to situate other substreams of research. Uses ethnography, semiotics, literary analysis, and other interpretive methods to examine topics such as brand and store loyalty, atmospheric and shopping dynamics, creation of brand meanings, and other marketplace behaviors.
MKTG 7825-3. Doctoral Seminar: Empirical Models in Marketing. Presents state-of-the-art empirical modeling techniques (both reduced-form and structural) used by marketing scientists, as well as discuss the key findings generated from major empirical studies. Acquaint the class participants with the systematic process of conducting rigorous empirical marketing research, enable them to read and critically review empirical papers in leading marketing journals and, ultimately, start doing independent empirical research. Prereq., a graduate course in regression.
MKTG 7830-3. Doctoral Seminar: Dissertation Research. Assists doctoral students in integrating courses and fields of study in order to be able to apply knowledge and skills to problems in marketing. Gives special attention to development of thesis topics.
MKTG 8820 (1-6). Doctoral Seminar: Special Topics. Studies marketing literature on a topic or topics selected by instructor. Examples include marketing history, international marketing management, marketing environment, marketing of high technology products, and marketing models.
MKTG 8900 (1-3). Independent Study. Requires consent of instructor under whose direction study is taken. Departmental form required.
MKTG 8990 (1-10). Doctoral Thesis.
