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Course Criteria
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2.00 Credits
Surveys the nonprofit manager’s areas of responsibility in leading volunteers, volunteer management, and board development and management. Emphasizes the importance of strategically mobilizing community involvement. (Cross-listed with MM 530B and PS 430B , PS 530B .)
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4.00 Credits
Explores the activities involved in managing a sales force. Includes recruiting, selection, training, compensation, supervision, and motivation. Planning areas comprise forecasting, budgeting, and territories. Also examines sales analysis and control. Prerequisite(s): BA 330 or instructor consent
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4.00 Credits
Advanced course in techniques and practices of one-to-one marketing to end-user consumers and businesses, including catalog, telemarketing, and direct mail. Includes Customer Relationship Management (CRM), advertising, database management, distribution or fulfillment, and measurements of performance and customer value. Also covers direct marketing for nonprofit organizations. Uses local direct marketing companies as examples. Open to nonadmitted business students and non-business majors. Applies to the Certificate in Interactive Marketing and E-Commerce (CIMeC). Prerequisite(s): BA 330 or instructor consent
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4.00 Credits
Advanced course in marketing goods and services in cyberspace. Extends the database development and relationship marketing skills taught in BA 435 to e-commerce and the Internet. Subjects include the increasing trend toward one-to-one marketing, Internet infrastructure, digital technology, the potential for building powerful online communities, personalization, online advertising, brand-building, product development, online pricing, customer support, transaction processing, and fulfillment. Uses local Internet marketing companies and dotcom cases as examples. Open to nonadmitted business students and non-business majors. Applies to the Certificate in Interactive Marketing and E-Commerce (CIMeC). Prerequisite(s): BA 330 and BA 435 or instructor consent.
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4.00 Credits
Covers the formulation of channel objectives and strategies, along with the appropriate tactics, policies, and practices. Emphasizes factors to consider when choosing channel intermediaries and the elements involved in an effective physical distribution system. Addresses marketing functions commonly assigned to or shared with intermediaries and issues pertaining to inventory distribution and control, order processing, customer service, and the establishment of cost-effective transportation systems. Pricing strategy includes the rationale for setting prices for products at all points in the product life cycle. Includes analysis of discount strategies. Particular emphasis is on a total system approach viewed from a managerial perspective with practical business applications. Prerequisite(s): BA 330
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4.00 Credits
Analyzes the processes, organizational interactions, and strategic concepts governing the development of new products and services. Involves the formation of rough ideas through market and financial analysis for the development and marketing of a product. Includes strategies and tactics for managing products over the entire lifecycle. Prerequisite(s): BA 330 .
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4.00 Credits
Examines the significant differences between marketing to industrial organizations and consumer retailing. Focuses on industrial buying practices, market segmentation techniques, formation of an effective marketing mix, and the impact of technology and innovation on marketing strategy. Prerequisite(s): BA 330 .
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4.00 Credits
Examines market strategy planning for retail management. Major emphasis is on small- to medium-sized retail business plans. Discusses retail management case problems. Prerequisite(s): BA 330
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4.00 Credits
Examines the managerial marketing policies and practices of firms marketing their products and services in foreign countries. Provides an analytical survey of institutions, functions, policies, and practices in international marketing. Emphasizes marketing activities as they relate to market structure and the marketing environment. Approved for University Studies (Integration). Prerequisite(s): BA 330 .
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4.00 Credits
Introduces students to the fundamental concepts and theories of dispute resolution and assists them in developing the basic skills and knowledge for productively managing their own and intervening in others’ disputes. Class time consists primarily of practice and roleplay, as well as lecture, lecture-discussion, and coaching by professional mediators. Certificate of completion provided with successful completion of the course. Additional fees/tuition may apply. (Cross-listed in other departments.)
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