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Course Criteria
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3.00 Credits
Examination of the problems and opportunities in marketing across national borders. Major topics covered in this course are: description of major world markets, including cultural and political implications of target market selection; market entry alternatives; marketing strategy and implementation issues in a global environment. On demand. Prerequisites: Marketing 313, junior standing.
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3.00 Credits
Basic principles of selling and the practical application and management in sales situations. Persuasion and communication theories related to the selling of industrial and consumer goods and services are covered. Selling techniques and communication skills are analyzed and practiced during class. The course also covers sales management topics such as sales department organization, the role of the sales manager, sales planning and forecasting, managing and motivating the sales force and sales policies. Fall and spring semesters. Prerequisites: Marketing 313 with a grade of C or better, junior standing.
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3.00 Credits
Focuses on strategy development and execution in marketing consumer goods and services through retail organizations. In addition to such topics as target market selection, location decisions, and merchandising issues, vendor relations, trade management, and emerging retail trends will be covered. Spring semester. Prerequisites: Marketing 313, junior standing.
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3.00 Credits
Consumer behavior is an analysis of internal and external influences on consumer buying behavior. Internal influences include perception, motivation, personality, and attitudes, while external influences include culture, families, social class, and situations. The consumer decision making process is also evaluated with reference to these influences. Every semester. Prerequisites: Marketing 313 with a grade of C or better, junior standing.
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3.00 Credits
Principles and strategies used in the marketing of products and services to businesses and industrial customers. Covers the differences between organizational buyers and ultimate consumers and the resulting effects on marketing strategy. The course also covers the "buying" side of business to business marketing byexamining the purchasing function within organizations. This includes the planning, implementation, and control of purchasing operations, inventory management, and buying for institutions and government agencies. On demand. Prerequisites: Marketing 313, junior standing.
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3.00 Credits
Principles and strategies used to design and manage the distribution channels used in the movement of goods and services from producers to users. Includes channel management issues such as determining channel type, coverage and service levels, costs, and conflict management within the channel. The logistics of physical distribution are also addressed. This includes the integration of transportation, warehousing, order processing, inventory control, and location decisions in the effective movement of products and services. On demand. Prerequisites: Marketing 313, junior standing.
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3.00 Credits
An in-depth study of the lifestyle of the entrepreneur. Actual business opportunities identified and evaluated with group feasibility projects. The relationship of the entrepreneur to the formation and growth of the enterprise. Fall and spring semesters. Prerequisites: Marketing 313 with a grade of C or better, junior standing. May be registered as Entrepreneur-ship 430. No credit in both Marketing 430 and Entrepreneurship 430.
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3.00 Credits
This course introduces students to the concepts and tools on Internet marketing. In addition to examining different e-business models, new and recent developments in e-business are a focus of the class. The strategic implications of the Internet on research, promotion, transactions, and distribution will be examined in both for profit and not-for-profit organizations. Fall semester. Prerequisites: Marketing 313, Management 100, junior standing.
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3.00 Credits
An examination of the unique aspects of marketing of services. Appropriate for students seeking careers in health and human services, banking and finance, education and training, small business, sports management, information technology, or other service industries. The course investigates the characteristics of services and service customers, strategic differences in the marketing of goods versus services, service standards, and service quality measurement and management. In addition, the importance of service in providing customer satisfaction. Fall semester. Prerequisites: 6 hours in marketing courses including Marketing 313, junior standing.
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3.00 Credits
Course emphasizes marketing research as a decision making tool in opportunity identification and problem analysis. In addition to secondary data analysis, research methodologies and procedures for additional data capture will be covered. An application-oriented approach will address all research phases from problem identification to presentation. Every semester. Prerequisites: Marketing 313 with a grade of C or better, 6 additional hours in marketing courses, Management 212, junior standing.
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