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Course Criteria
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3.00 Credits
This is a study of the consumer decision-making process and the factors influencing it. Psychological, sociological, economic, and cultural anthropological factors are examined. Their impact on marketing formulation, both domestic and international, is emphasized. Lecture/Lab Hours: Three hours per week.
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3.00 Credits
This is a study of the retail strategy as it helps form the philosophy, objectives, activities, and control mechanisms for a retailer. Lecture/Lab Hours: Three hours per week.
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3.00 Credits
This course is a study of methods of professional selling and sales management. The focus is on how sales fits into the overall marketing function, including the theory, practice, and current behavioral concepts of personal selling and the elements of managing a successful sales force necessary for meeting marketing objectives. Lecture/Lab Hours: Three hours per week.
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3.00 Credits
This is a study of the business formation process. It focuses on characteristics of successful entrepreneurs, creativity, risk taking, and the necessary planning associated with new business ventures. Students will develop an idea for a new business venture, conduct a feasibility analysis, identify resources, and conclude with a comprehensive business plan. Lecture/Lab Hours: Three hours per week.
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3.00 Credits
This course surveys the environmental, political, and social constraints on doing business abroad and analyzes the management and operational strategies of firms engaged in international business. Lecture/Lab Hours: Three hours per week.
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3.00 Credits
This course introduces the student to contracting basics, acquisition planning, and solicitation portions of the contracting process. Contracting topics such as understanding the acquisition team, business relationships, E-Commerce, contracting regulations, elements of a contract, and contracting methods are just some of the beginning areas covered. In addition, elements of acquisition planning such as risk, market research, commercial considerations, contract types, and socio-economic areas are discussed. Steps related to the solicitation process such as developing a source list, line item structure, labor laws, format of a solicitation and amendment, and synopsis are reviewed. The focus of this course is to introduce the student to beginning contracting concepts and principles and to provide the student with an understanding of the steps related to the acquisition planning and solicitation process. Lecture/Lab Hours: Three hours per week.
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3.00 Credits
This course introduces the student to topics related to the evaluation, award, and post award portions of the contracting process. Elements of evaluation related to competitive acquisitions and past performance evaluation are reviewed. Steps related to the proposal receipt process such as contractor responsibility, debarred/suspended, and certificate of competency are covered. The award process is also covered by a discussion of processes such as legal review, clearance, 1279 Report, notification to unsuccessful offeror, and preparation of award. Post award topics such as contract administration functions, contract closeout, contract modifications, remedies, claims, disputes, and request for equitable adjustments are covered. The focus of this course is to provide the student with an understanding of the steps related to the evaluation, award, and post award phases of the contracting process. Lecture/Lab Hours: Three hours per week.
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3.00 Credits
This course introduces the concepts and practices associated with analyzing data, defending the results and basis of the analysis, and documenting those determinations. Topics include determining the appropriateness of performing price and cost analysis as well as the use of various tools associated with each method. In addition, the course will provide instruction on incorporating information derived from these tools to formulate a strategy for defending said results and applying them in a negotiation environment. The focus of this course is to ensure not only the understanding of the evaluation process but also the transfer of that knowledge to making sound price/cost business decisions. Lecture/Lab Hours: Three hours per week.
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3.00 Credits
This course is a study of the development of the basic methodology in research design for primary and secondary data, including requirements for collection, analysis, editing, coding, and presentation of data to support marketing decisions. Lecture/Lab Hours: Three hours per week.
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3.00 Credits
This course is a study of the marketing of products and services to institutions, including businesses, government, and non-profit organizations. The course focuses on the practices, strategies, and managerial problems unique to development of the business-to-business marketing mix. Lecture/Lab Hours: Three hours per week.
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