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Course Criteria
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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 and 202, MKT 180 or 300, and MATH 117. 3 semester hours
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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. 3 semester hours
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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, and 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, EC 202, MKT 180 or MKT 300, and MATH 117. 3 semester hours
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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 and 202, MKT 180 or 300, and QA 252. 3 semester hours
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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-cetric-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 wth customers. In this course, students will learn about how a company crafts and implements a strategy to coordinate and integrate all of the various touchpoints available to a customer, 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 sudents to become familiar with a variety of the software packages. This course counts toward the SAP Certificate of Recognition. Prerequisite: EC 201, EC 202, and MKT 180 or MKT 300. 3 semester hours
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3.00 Credits
The global dimensions of marketing activities are emphasized in this course. As such, 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, 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. Prerequisiste: EC 201, EC 202, and MKT 180 or MKT 300. 3 semester hours
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3.00 Credits
This marketing elective course provides an overview of the terminology, methods, and issues in managing the advertising function of the promotional mix. Topics include social, ethical, and regulatory aspects, advertising research, advertising campaign development, media selection, advertising on the internet, direct marketing, creative process, and the functions of advertising participants. A significant creative project is required. The course relies on a mix of lectures, case study discussions, and projects. Prerequisite: EC 201, EC 202, and MKT 180 or MKT 300. 3 semester hours
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3.00 Credits
This course provides opportunities to obtain practical experience by applying marketing knowledge gained through classwork in an actual business environment. Students work on projects developed with industry partners and prepare reports on these experiences with their academic and industry supervisors. Prerequisite: Junior or senior standing. NOTE: This course can only be taken pass/fail as a free elective. 3 semester hours Any student entering Widener who plans to take a MATH course other than MATH 101 as a first mathematics course must take the Mathematics Placement Test. The sequence MATH 117-118 is primarily for students in the social sciences, economics, accounting, and management. The sequences MATH 141-142 and MATH 131-132-133 are primarily for studentin engineering, the sciences, and mathematics. Students may not receive credit for MATH 117-118 as well as credit for either of the other sequences. The sequence MATH 141-142 covers the same material as MATH 131-132-133 at a more rapid pace. Students who need a review oftrigonometry are strongly advised to take MATH 131-132-133.Students may not receive credit for both sequences.
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3.00 Credits
This is a comparative overview of the linguistic structures of the major Germanic and Romance languages. Phonetics, semantics, and syntax across the languages are examined, and language use in other cultures are also considered. Special attention is given to using this knowledge in teaching modern languages. Prerequisite: Completion of two semesters of intermediate level language courses or its equivalent, or permission of the instructor. 3 semester hours
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1.00 Credits
MS 101 introduces cadets to the personal challenges and competencies that are critical for effective leadership. Cadets learn how the personal development of life skills such as critical thinking, goal setting, time management, physical fitness, and stress management relate to leadership, officership, and the Army profession. The focus is on developing basic knowledge and comprehension of Army leadership dimensions while gaining a big picture understanding of the ROTC program, its purpose in the Army, and its advantages for the student. 1 semester hour
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