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Course Criteria
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3.00 Credits
P: BUS M301, ECON E270. Focuses on the role of research in marketing decision making. Topics include defining research objectives, syndicated and secondary data sources of marketing information, exploratory research methods, survey research design, experimental design, and data analysis. (Fall, Summer)
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3.00 Credits
P: BUS M301. Surveys the strategic marketing planning factors facing domestic marketing managers operating in the multinational environment. Focuses on the importance of cultural dynamics and legal, political, geographic, and environmental factors. Identifies characteristics of markets in various stages of development. Contrasts domestic product, pricing, promotion, and distribution policies with those practiced by international marketers. Provides a foundation for students interested in exploring international opportunities. (Fall, Summer)
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3.00 Credits
P: BUS M301, BUS M303. Survey of theory and methods of marketing directly-without intervening distribution intermediaries-to consumers and business/industrial customers. Particular emphasis given to applications of existing and emerging computer, communications, and other technologies; behavioral trends and other uncontrollable factors; and balancing of both analytical skills and creative talent.
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3.00 Credits
P: BUS M301 or BUS M300 (offered at IUB and IUPUI) and PSY P101 or PSY P102. Description and explanation of consumer behavior in retail markets. Topics include demographic, socioeconomic, psychographic, attitudinal, and group influences on consumer decision making. Applications to promotion, product design, distribution, pricing, and segmentation strategies. (Summer)
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3.00 Credits
P: BUS M303 or BUS M300 (offered at IUB and IUPUI) and PSY P101 or PSY P102. Examination of marketing problems, decision methods, and philosophies involved in the marketing of industrial goods and services. Differences, similarities, and interrelationships between consumer and industrial marketing.
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3.00 Credits
P: BUS M301. Basic advertising and sales- promotion concepts. The design, management, and integration of a firm's promotional strategy. Public policy aspects and therole of advertising in marketing communications in different cultures. (Spring)
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3.00 Credits
P: BUS M301. Major management problems in retail institutions. Treatmentof retail/marketing strategy design and problems related to financial requirements, buying, inventory, pricing, promotion, merchandising, physical facilities, location, and personnel. (Fall)
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3.00 Credits
P: BUS M325. Emphasizes the activities and problems of first-line field sales managers. Includes organizing the sales force, recruiting, training, compensation, motivation, sales techniques, forecasting, territory design, evaluation, and control. Lecture and case studies. (Spring)
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3.00 - 6.00 Credits
P: BUS M301 and junior or senior standing, and approval of the director of undergraduate studies and student's faculty advisor. Work experience in cooperating firm or agencies. Comprehensive written report. Grades of A, S, or F assigned by faculty. (Fall, Spring, Summer)
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1.00 - 3.00 Credits
P: permission of the director of undergraduate studies and student's faculty advisor two weeks before enrollment. Supervised individual study and research in student's field of interest. The student will propose the investigation desired and, in conjunction with the instructor, develop thescope of the work to be completed. Comprehensive written report required. (Fall, Spring, Summer)
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