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IBM 406: Ethical Issues in Marketing
4.00 Credits
California State Polytechnic University-Pomona
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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IBM 406 - Ethical Issues in Marketing
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IBM 407: Industrial Marketing
4.00 Credits
California State Polytechnic University-Pomona
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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IBM 407 - Industrial Marketing
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IBM 409: Marketing Research II
4.00 Credits
California State Polytechnic University-Pomona
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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IBM 409 - Marketing Research II
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IBM 410: Marketing for Small Business Organizations
4.00 Credits
California State Polytechnic University-Pomona
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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IBM 410 - Marketing for Small Business Organizations
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IBM 415: Strategy in International Marketing
4.00 Credits
California State Polytechnic University-Pomona
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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IBM 415 - Strategy in International Marketing
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IBM 416: International Exporting
4.00 Credits
California State Polytechnic University-Pomona
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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IBM 416 - International Exporting
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IBM 429: International Logistics
4.00 Credits
California State Polytechnic University-Pomona
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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IBM 429 - International Logistics
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IBM 431: Management of Marketing Channels
4.00 Credits
California State Polytechnic University-Pomona
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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IBM 431 - Management of Marketing Channels
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IBM 435: Advanced Professional Selling
4.00 Credits
California State Polytechnic University-Pomona
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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IBM 436: International Business Agreements and Negotiation
4.00 Credits
California State Polytechnic University-Pomona
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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IBM 436 - International Business Agreements and Negotiation
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