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Course Criteria
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4.00 Credits
The morality and immorality of modern marketing practices. Ethical theories as applied to such marketingrelated issues as bribery, marketing to countries engaging in morally questionable practices, deceptive advertising, and invasion of privacy. 4 lectures/problemsolving. Prerequisites: IBM 301.
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4.00 Credits
Study of the environment in which industrial products are marketed to industrial firms, governments and institutions. Emphasis on industry structure, government and industrial buying behavior as each affects product, pricing, promotion and distribution decisions. Analysis of specific case problems. 4 lectures/problemsolving. Prerequisite: IBM 301.
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4.00 Credits
The research process as an aid to decisionmaking in marketing. Application of techniques in research design, data collection, sampling, computeraided data analysis, and report writing to contemporary marketing research problems. 4 lectures/problemsolving. Prerequisite: IBM 408.
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4.00 Credits
Methods by which a small business organization with limited resources can analyze the profit opportunities within its market area. Special emphasis on developing and evaluating a written marketing plan for a small business organization. 4 lectures/problemsolving. Prerequisite: IBM 301.
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4.00 Credits
Alternative methods and strategies in the decision areas of product development, promotional programs, distribution channel determination, and pricing. Opportunities, key issues, and applications to ensure a firm's survival and success in the international arena. 4 lectures/problemsolving. Prerequisite: IBM 414.
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4.00 Credits
Principles, strategies, and mechanics of exporting to foreign nations. Political, legal, cultural, and economic environments affecting export operations. Corporate programs and policies, involvement levels, financing, pricing, promotion, and distribution strategies. Latin America, European Community, Pacific Rim specifics. Import trade mechanics. 4 lecture discussions. Prerequisite: IBM 414.
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4.00 Credits
Integration of cultural, functional and strategic aspects of global logistics. Ocean, air and surface carriers and systems, international sourcing, financial aspects of sales and payments, roles of government and intermediaries, infrastructure issues. Logistics as a tool for integrative international operations. 4 lecture discussions. Prerequisite: IBM 301.
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4.00 Credits
Development, design, selection, and administration of marketing channel systems. Sources and resolution of channel conflicts. Channel relationships, communication, functional performance, and strategy planning. Analysis of selected case problems. 4 lecture discussions. Prerequisites: IBM 301.
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4.00 Credits
Analysis of the sales representative as a professional marketing tactician in a marketoriented firm. Emphasis on applied and theoretical approaches utilized to effectively manage a sales territory. Analysis of sales representatives in different industries. 4 lectures/problemsolving. Prerequisite: IBM 306.
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4.00 Credits
Integrating perspectives from various fields of study contributing to international agreements and the negotiating process. Exploring insights and applications related to business agreements, diplomacy, and negotiation of strategies in marketing/selling situations. 4 lectures/ problemsolving. Prerequisite: IBM 414.
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