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Course Criteria
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3.00 Credits
Prerequisite: "C" or better in MKTG 3161. A study of the consumer decision making process and the factors which influence it. Psychological, sociological, economic and cultural anthropological factors are examined. Their impact on marketing formulation, both domestic and international, is emphasized.
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3.00 Credits
Prerequisite: "C" or better in MKTG 3161. A study of the retail strategy as it helps form the philosophy, objectives, activities, and control mechanisms for a retailer.
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3.00 Credits
Prerequisite: C or better in MKTG 3161. An introduction to sports marketing and management with emphasis on activities designed to meet the needs and wants of sports consumers through exchange processes. A study of the foundation of sports marketing theory.
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3.00 Credits
Prerequisite: MKTG 3161. A study of the methods of selling. Topics covered include analysis of prospects, behavioral aspects of the persuasion process (including approach and presentation skills), methods of handling objections, techniques for closing sales and the salesperson's social, legal, and ethical responsibilities.
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3.00 Credits
Prerequisite: MKTG 3161 or MGMT 3141 or ECON 2105 or ACCT 2101. An introduction to ethical theory and philosophy with special emphasis on developing an analytical perspective of ethical and social responsibility problems encountered within the firm and in business/society interactions. This includes cultural and demographic diversity, environmental issues, and the impact of business on social structure and systems. Applications and case studies in accounting, economics, finance, information systems, communication, management, marketing, and global business will be included. This course is cross-listed with BUAD 3172.
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3.00 Credits
Prerequisite: ECON 2105 and 2106. This junior level course will introduce students to the global marketing environment. It will discuss the differences faced in international marketing environments, the overall strategies companies can take, and the fundamental alternatives for operating abroad.
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3.00 Credits
Prerequisites: "C" or better in MKTG 3161, MGMT 3101. 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. Designated as research course for majors in Marketing.
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3.00 Credits
Prerequisite: "C" or better in MKTG 3161. Management of the sales functions of a firm. Includes consideration of: organization, forecasting, sales force planning, selection, training, compensation and supervision of a sales force, setting territories and quotas, sales and cost analysis.
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3.00 Credits
Prerequisite: Senior standing and permission of the instructor. A hands-on experience concerned with the problems and responsibilities of starting and operating a small business. Students work in teams, consulting with small businesses and/or entrepreneurs on actual business cases.
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3.00 Credits
Prerequisite: C or better in MKTG 3161 and Junior Standing. A study of the theoretical and practical aspects of effective marketing communication as a means of market promotion. The course utilizes an integrated marketing communications perspective (IMC). Students learn through handson experience the importance of coordinating all of the promotional mix elements to develop an effective integrated communications proposal.
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