310. PRINCIPLES OF MARKETING (3). Basic understanding of marketing and the operation of marketing systems. Focus on the firm managing its marketing efforts and its relation to society and the world. Topics include evaluating market opportunities; buyer behavior; market segmentation, targeting, and positioning; market strategy and planning; development of marketing mix; and marketing organization and control. Not open to majors in the College of Business. PRQ: Junior standing.
325. BUYER BEHAVIOR (3). Analysis of consumer and organizational decision making based on theories from the behavioral sciences. Attention given to the how and why of purchasing decisions and pre-purchase deliberation. Emphasis on the use of buyer behavior to develop marketing strategy. PRQ: MKTG 310 or UBUS 310.
345. BUSINESS MARKETING (3). Basic understanding of creating marketing exchanges among institutions, organizations, and individuals for purposes other than consumption. Focus on buying processes, buying influences, institutional relationships, and ethical exchange management activities. PRQ: MKTG 310 or UBUS 310.
348. INTEGRATED MARKETING COMMUNICATIONS (3). Survey of marketing communications as a tool for making and implementing marketing decisions. Emphasis on communication strategy formulation and development of the promotion mix. Topics include advertising, public relations, sales promotions, direct marketing, and personal selling. PRQ: MKTG 310 or UBUS 310.
350. PRINCIPLES OF SELLING (3). Emphasis on personal and professional development, interpersonal skills, verbal and written presentation skills, understanding sales and buying processes, and developing and maintaining customer satisfaction. Topics include developing trust and rapport, consultative selling, prospecting, and territory and account management. PRQ: MKTG 310 or UBUS 310.
355. DIRECT MARKETING (3). Survey of all aspects of direct marketing. Traditional direct marketing topics including direct mail, retail direct marketing, print media, and list management. Current topics including electronic media, strategic database marketing, and privacy issues. PRQ: MKTG 310 or UBUS 310.
364. PRODUCT PLANNING AND DEVELOPMENT (3). Examination of the factors influencing product planning and pricing decisions of the firm from idea generation to market introduction. Topics include idea generation, concept testing, pricing strategy, industry and market analysis, and test marketing. PRQ: MKTG 310 or UBUS 310.
365. PRINCIPLES OF RETAILING (3). Crosslisted as FCNS 365X. Study of retail institutions; store organization, location strategy, merchandising, inventory control, customer communication, price determination, and the management of retail salespersons. PRQ: MKTG 310 or UBUS 310.
367. PRINCIPLES OF GLOBAL MARKETING (3). Study of marketing emphasizing the role global business plays in the success of companies and nations. Includes issues pertaining to the marketing mix in a global business environment along with economic, political, and legal conditions. In-depth discussion of their relevance to the U.S. economy. PRQ: MKTG 310 or UBUS 310.
370. INTERNET MARKETING (3). Introduction to business functions using the Internet. Topics include the World Wide Web, discussion groups, email, the different functions and applications of the Internet, and how interactive technologies have changed business and consumer practices. Emphasis on the effect of the use of interactive technology on a company’s existing market mix and current and potential uses of the Internet for marketing tactics and strategies. PRQ: MKTG 310 or UBUS 310.
395. CAREER MARKETING (1). Designed to help students explore career opportunities, successfully job hunt, and become acquainted with the business environment. Job search strategies, setting career goals, business ethics, business communication skills, and business etiquette. Open only to marketing majors or by consent of department. S/U grading. PRQ: MKTG 310 or UBUS 310.
425. SERVICES MARKETING (3). Analysis of how services marketing differs from goods marketing and how services marketers can effectively manage the elements of service delivery to enhance service quality and customer satisfaction. Topics include the distinct elements of services marketing, service quality determination, understanding customer expectations, designing service standards to meet customer expectations, managing contact personnel’s delivery to service standards, and matching service communications with service delivery. PRQ: MKTG 310 or UBUS 310, and MKTG 325 or FCNS 468, or consent of department.
MKTG 435. BUSINESS-TO-BUSINESS SELLING (3). Developing business-to-business selling processes over the telephone (inside selling) with particular emphasis on pre-call planning, prospecting and qualifying, developing value statements, and follow-up. Introduction to and hands-on application of a Customer Relationship Management (CRM) system and other technologies. Students build and maintain a database related to the sales program. PRQ: MKTG 350.
443. MARKETING RESEARCH (3). Research methods as applied to the field of marketing including problem definition, research design, survey design, data collection and analysis, and presentation of results. PRQ: MKTG 310 or UBUS 310 and UBUS 311, and UBUS 223 or STAT 301 or STAT 350.
446. SALES MANAGEMENT (3). Responsibilities and functions of the sales manager including an evaluation of sales organizational structures, recruiting, selecting, testing, and training of salespeople; related topics include compensation plans, controlling expenses, sales forecasting, budgets, routing, quotas, ethics, and motivation. PRQ: MKTG 350.
450. ADVANCED PROFESSIONAL SELLING (3). Focus on major account selling, coordination between a salesperson and the firm’s other functional areas, team selling, negotiation, career management, and personal productivity. Student presentations in group settings, exposure to software which aids salespeople, close work with an actual salesperson, and relation of theory to practice. PRQ: MKTG 350 and consent of department.
455. DATABASE MARKETING MANAGEMENT (3). Intensive examination of the concepts and tools to manage and utilize a marketing information system. Emphasis on using database information in a marketing context. Topics include sources of marketing data, the use of statistical tools to identify marketing opportunities, the use of mapping tools in marketing, and an introduction to neural networking and its use in marketing information systems. PRQ: MKTG 355 or consent of department.
458. INTERNSHIP IN MARKETING (3-6). Full-time work for a summer or a semester as a marketing intern in a business firm under the supervision of a coordinator from the Department of Marketing faculty. May be repeated to a maximum of 6 semester hours. S/U grading. PRQ: Consent of department.
467. GLOBAL MARKETING MANAGEMENT (3). Examination of the strategic aspects of global marketing with focus on developing and analyzing marketing strategies for multinational corporations using an experiential learning approach. PRQ: UBUS 310 and UBUS 311.
470. INTERACTIVE MARKETING TECHNOLOGY (3). Analysis of the technology used to support interactive marketing systems for businessto- business and business-to-customer marketing strategies. Topics include Web page design and implementation, collection and analysis of customer information, and ethical, privacy, and security issues. Applications-oriented approach requiring students to use software to create and implement a marketing Web page and perform many of the hardware related tasks of interactive marketing. PRQ: UBUS 310 or MKTG 310, and MKTG 370.
490. CURRENT TOPICS IN MARKETING (3). Study of new developments in marketing including current topics and issues. May be repeated to a maximum of 6 semester hours when topic varies. PRQ: Consent of department.
491. INDEPENDENT STUDY IN MARKETING (1-3). Studies conducted through special readings or projects in topics in marketing. PRQ: UBUS 310, UBUS 311, and consent of department.
495. MARKETING STRATEGY (3). Emphasizes each activity within the total process of marketing, including strategy formulation, planning, programming, and implementation, by using case analysis to gain an understanding of all aspects of marketing strategy and management. PRQ: Senior standing and MKTG 443; marketing major or consent of department.
499H. INDIVIDUAL STUDY (3). Open only to Phase II honors students. Independent project with faculty guidance. May include one or more of the following: problem formulation, background investigation of a topic, research design, empirical data collection, analysis and presentation of conclusions. PRQ: Consent of department.