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Course Criteria
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1.00 Credits
Today's business professionals are required to be more involved with computer application usage and development. Students have to demonstrate the understanding and ability to use DOS and electronic spreadsheets. Using state-of-the-art spreadsheet techniques, students will be required to create and manipulate spreadsheet data, perform simple macroprogramming, and create graphs and charts.
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3.00 Credits
This course provides elementary concepts to the management of information systems. The most important factor in doing business in today's competitive environment is how accurate, complete, and fast information is disseminated to the manager. This course covers gathering, discriminating, storing, organizing, and disseminating information so that it can be used efficiently. It embroils security of vital information and cost of using hardware, software, and personnel. The focus is on understanding the underlying principles of information systems from a user's perspective for different management functions. The course surveys the use of current information systems technology in various business functions, including accounting, economics, marketing, human resources, finance, sports management, and international management. Topics cover various system applications for specific business functions and their importance to today's manager. Issues include how information should be integrated into the organization to provide a competitive advantage. Prerequisite: MIS 180.
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3.00 Credits
This course fulfills a core requirement and serves as the foundation for further study in marketing. The course primarily has a micro-marketing orientation in that it studies marketing from the perspective of an individual manager or firm in the design of the marketing mix, target market selection, environmental assessment, securing information, and understanding consumer/buyer behavior. Marketing's macro interface with society and the ethical responsibilities of managers in a global context are examined. A dynamic computer simulation stressing team work and group decision making is an integral part of the course. Prerequisites: EC 202 and junior standing. Students may not receive credit for both MKT 180 and MKT 300.
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3.00 Credits
Strategic marketing decision making is the principal focus of this course. Students are introduced to the strategic and tactical decisions managers make on a daily basis. Analysis of a firm's core competencies and mission is related to its target market and competitive environment. Through a series of case studies, students are required to select a strategic marketing alternative and defend the logic and soundness of their choice. Examples from the internet are integrated throughout the course. A marketing simulation is used to provide students with deeper appreciation of the details in designing a marketing mix and assessing competitive environments. Prerequisites: EC 201, 202, MKT 300, and MATH 117.
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3.00 Credits
This course marketing elective analyzes in detail the qualitative and quantitative factors contributing to the thought processes, feelings, and behaviors of individual consumers and business organizations. The course critically examines the contributions of economics, marketing, and related behavioral disciplines to modern consumer behavior theories to deduce and predict consumer behavior of firms and individuals. Topics include a review of cultural, social, personal, and psychological factors influencing behavior. Problems and contributions of modern psychoanalytic theory and motivation research are studied from the perspective of their impact on improved marketing decision making. Students are introduced to current research trends in the discipline as reflected in the leading academic marking journals. The course requires an in-depth research paper investigating a current consumer behavior topic. Students may not receive credit for both MKT 400 and PSY 203 (Consumer Behavior and Advertising). Prerequisite: MKT 300.
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3.00 Credits
Personal selling is the face-to-face, personalized method of communicating with customers. Often, salespeople constitute the largest expense for marketing communications within a business. In this course, students learn the strategies, skills, and behaviors an individual needs to be able to create, communicate, and deliver value to a customer. The primary topic is the steps in the selling process designed to initiate, develop, and enhance customer relationships. Other topics are the buying process, adaptive selling, negotiation skills, and ethical issues in selling. This hands-on course makes extensive use of exercises, role plays, and interactions with the professional sales community. Prerequisite: Junior standing and MKT 300 or permission of the instructor.
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3.00 Credits
This marketing elective course provides an overview of the terminology, methods, and issues in managing the personal selling function of the promotional mix. Topics include sales forecasting and quota methods, selection and recruiting of sales people, training, compensation, motivation methods and issues, organization of sales territories, sales force automation, and the professional personal-selling process. The course relies on a mix of lectures, exercises, guest speakers, case studies, and an interview project. Prerequisites: EC 201 and 202, MKT 300, MATH 117.
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3.00 Credits
This course introduces students to the methodology and procedure of securing information for improved marketing decision making. The marketing research process is presented as a sequence of logically connected steps that depends on problem definition, research design, sample selection, and data interpretation and presentation. Questionnaire design, scale development, hypothesis testing, and regression analysis are other topics studied. Students are assigned a semester-long research project addressing one of the areas of study. Prerequisites: EC 201, 202, MKT 300, and QA 252.
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3.00 Credits
Customer relationship management (CRM) is a business strategy that enables companies to understand and connect with their customers more effectively. Emerging technologies permit firms to become more customer-centric-a new strategic imperative. Defining and implementing an effective CRM strategy is currently a key topic for marketers. The technology available to support a CRM strategy is new and rapidly changing, requiring that marketers rethink their interactions with customers. In this course, students will learn about how a company crafts and implements a strategy to coordinate and integrate all of the various touch-points available to customers, including web pages, call centers, and the field sales force. Various CRM software packages will be examined and discussed. Technology will be explored from the point of view of the technology purchaser and user, so a technical background is not necessary. Projects and exercises will enable students to become familiar with a variety of the software packages. Prerequisites: EC 201 and 202, MKT 300.
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3.00 Credits
The global dimensions of marketing activities are emphasized in this course. The course stresses the importance of cultural, political, social, religious, technological, and economic factors in determining how consumer preferences are formed. The conditions for designing successful marketing strategies across diverse markets are studied. Major topics include comparative advantage, the standardization/customization debate, currency fluctuations, market entry strategies, the nature of business risks in global markets, growth of regional alliances, and manipulating controllable marketing variables on a global scale. The course makes use of case studies to reinforce concepts. A major term paper is required. Prerequisites: EC 201 and 202, MKT 300.
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