Undergraduate Course Catalog

Marketing and Management

R. Montagno, Chairperson

Marketing. A business organization’s success depends on the effectiveness of its domestic and global marketing programs. Marketing involves researching the needs of consumers and developing and executing strategies to satisfy those needs. Marketing means having the right product at the right place, time, and price to accomplish an organization’s goals. While marketing usually involves profit-making businesses, its principles can also be applied to not-for-profit organizations. Marketing-related occupations account for a large percentage of all jobs; therefore, there is a good chance that many students will attain a marketing position at some point in their careers. 
    Management. Modern organizations need competent managers who can address emerging issues in a global economy. Dealing with global competition, ethical issues, and diverse work groups is increasingly important in the managerial decision process. 
    Entrepreneurship majors learn to prepare for the challenges involved in new venture creation and small business management. The program is designed to help students understand risk and develop an entrepreneurial perspective by overcoming challenges and achieving success.
    Human resources majors learn the theory and practice behind analyzing and solving the problems of hiring, training, evaluating, leading, and motivating people. The major emphasizes practical education, internship and immersive learning.
    The department also offers minors in marketing, entrepreneurship, industrial technology, organizational communication, professional selling, and foundations of management.



ASSOCIATE DEGREE

ASSOCIATE IN SCIENCE—BUSINESS
ADMINISTRATION—MANAGEMENT, 63 hours

PREFIX     

NO 

SHORT TITLE

 CR HRS

General education, 16 hours

COMM
ENG

PSYSC
PFW

210
103
104
100

Fund Pub Com
Rhet & Writ
Comp Resrch
General

3
3
3
3
1

3 hours from additional University Core Curriculum courses


3


16 hrs

General Electives

8

Business concentration, 39 hours

 

ACC

BL
BUSAD
ECON
FIN
ISOM


MGT


201
202
260
101
201
110
125
251
341
200
261
271

Prin Acct 1
Prin Acct 2
Prin Bus Law
Intro Busins
Elem Micro
Pers Finance
Micro App
Intr Opr Mgt
Bus Mgl Comm
Mngnt Prin
Persnel Supr
Intr Org Beh

3
3
3
3
3
3
3
3
3
3
3
3

3 hours from

ECON
ISOM
ITMFG

202
313
161
Elem Macro (3)
Dat Inf Mgt (3)
Int Mfg Idus (3)



3


39 hrs

63 hrs
Students qualifying for exemption from ENG 103 or 104 will receive credit for the course(s). ENG 101 and 102 may be substituted for ENG 103.


BACCALAUREATE DEGREES

Students will be guided by the outline of baccalaureate degrees, the University Core Curriculum, and the concentration areas listed below.

MAJOR IN ENTREPRENEURSHIP, 66 hours

PREFIX      NO  SHORT TITLE

CR HRS

Miller College of Business core, 39 hours

ACC  

BL
ECON


FIN  
ISOM 


MGT

MKG

201
202
260
201
202
221
300
135
249
351
300 
491
300

Prin Acct 1
Prin Acct 2
Prin Bus Law
Elem Micro
Elem Macro
Bus Stats
Prin Fin 1
Bus I S
Fnds Bus Com
Op Mgt
Mgt Beh Org  
Policy Strat  
Prin Market

3
3
3
3
3
3
3
3
3
3
3
3
3


39 hrs
Required, 18 hours

MGT





341
346
347
441
443
449

Intro Entr
Ent Crea Inn
Entr Lab
Entr Consult
Venture Fin
New Venture

3
3
3
3
3
3


18 hrs
Electives, 9 hours from
ITDPT
ITEDU
ITMFG
MGT


280
102
161
361
369
409

3D Prototyp (3)
Design Techn (3)
Int Mfg Idus (3)
Mgt Hman Res (3)
Mgs Intern (3)
Bus Ethics (3)






9


66 hrs
To pursue this program, students must have sufficient mathematical preparation to meet the prerequisite for ECON 221. The prerequisite for ECON 221 is a C or better grade in MATHS 111 or the equivalent; sophomore standing; demonstrated proficiency in computer skills. MATHS 132 simultaneously substitutes for the University Core Curriculum math requirement. Proficiency in computer skills may be demonstrated by examination, or credit in ISOM 125 or CS 104 or its equivalent. The prerequisite for ISOM 135 is proficiency test required or ISOM 125 or CS 104.


MAJOR IN HUMAN RESOURCE MANAGEMENT,
66 hours

PREFIX      NO  SHORT TITLE

CR HRS

Miller College of Business core, 39 hours

ACC  

BL
ECON


FIN  
ISOM 


MGT

MKG

201
202
260
201
202
221
300
135
249
351
300 
491
300

Prin Acct 1
Prin Acct 2
Prin Bus Law
Elem Micro
Elem Macro
Bus Stats
Prin Fin 1
Bus I S
Fnds Bus Com
Op Mgt
Mgt Beh Org  
Policy Strat  
Prin Market

3
3
3
3
3
3
3
3
3
3
3
3
3


39 hrs
Department Core, 15 hours

MGT




361
363
461
465
469

Mgt Hman Res
Empl Dev
Compen Admin
Hum Res Pln
Cont Issu HR

3
3
3
3
3

12 hours from

COMM



ISOM
MGT



RMI
PSYSC

325
340
351
452
300
301
341
369
409
330
474

Interviewing (3)
Ldrshp Comm (3)
Commun Organ (3)
App Org Comm (3)
Proj Mgt (3)
Intrnatl Mgt (3)
Intro Entr (3)
Mgs Intern (1-6)
Bus Ethics (3)
Org Develmnt (3)
Emp Benefits (3)











12


66 hrs
To pursue this program, students must have sufficient mathematical preparation to meet the prerequisite for ECON 221. The prerequisite for ECON 221 is a C or better grade in MATHS 111 or the equivalent; sophomore standing; demonstrated proficiency in computer skills. MATHS 132 simultaneously substitutes for the University Core Curriculum math requirement. Proficiency in computer skills may be demonstrated by examination, or credit in ISOM 125 or CS 104 or its equivalent. The prerequisite for ISOM 135 is proficiency test required or ISOM 125 or CS 104.


MAJOR IN MARKETING, 66 hours 

Not open to professional selling majors.
PREFIX      NO  SHORT TITLE

CR HRS

Miller College of Business core, 39 hours

ACC  

BL
ECON


FIN  
ISOM 


MGT

MKG

201
202
260
201
202
221
300
135
249
351
300 
491
300 

Prin Acct 1
Prin Acct 2
Prin Bus Law
Elem Micro
Elem Macro
Bus Stats
Prin Fin 1
Bus I S
Fnds Bus Com
Op Mgt
Mgt Beh Org  
Policy Strat  
Prin Market

3
3
3
3
3
3
3
3
3
3
3
3
3


39 hrs
Core requirements, 12 hours

MKG  
  


310
325
350
480

Consmr Behav
Prof Selling
Mkt Research
Mkg Strategy

3
3
3
3


12 hrs
15 hours from

MKG


















320
330
345
367
369
375
400
410
420
425
427
429
431
460
470
475
476
495
497

Advertsg Mgt (3)
Retail Mangt (3)
Pro Sup Mgt (3)
Nonpd Intern (3 or 6)
Pro Practice (3 or 6)
Internet Mkg (3)
Product Mgt (3)
Mkg Channels (3)
Int Mkg Comm (3)
Adv Selling (3)
Sales Manage (3)
Sales Tech (3)
Retail Strat (3)
Sup Chn Mgt (3)
Internationl (3)
Simulation (3)
Mkg Emg Tech (3)
Seminar Mkg (3)
Indpen Study (1-3)



















15


66 hrs
To assist students in choosing electives from above that are most closely related to a particular career interest, please see the marketing major advisor.

To pursue this program, students must have sufficient mathematical preparation to meet the prerequisite for ECON 221. The prerequisite for ECON 221 is a C or better grade in MATHS 111 or the equivalent; sophomore standing; demonstrated proficiency in computer skills. MATHS 132 simultaneously substitutes for the University Core Curriculum math requirement. Proficiency in computer skills may be demonstrated by examination, or credit in ISOM 125 or CS 104 or its equivalent. The prerequisite for ISOM 135 is proficiency test required or ISOM 125 or CS 104.


MAJOR IN PROFESSIONAL SELLING, 66 hours

PREFIX      NO  SHORT TITLE

CR HRS

Miller College of Business core, 39 hours

ACC  

BL
ECON


FIN  
ISOM 


MGT

MKG

201
202
260
201
202
221
300
135
249
351
300 
491
300 

Prin Acct 1
Prin Acct 2
Prin Bus Law
Elem Micro
Elem Macro
Bus Stats
Prin Fin 1
Bus I S
Fnds Bus Com
Op Mgt
Mgt Beh Org  
Policy Strat  
Prin Market  

3
3
3
3
3
3
3
3
3
3
3
3
3


39 hrs
Core requirements, 27 hours

MKG  
  
   


325
350
425
427
429

Prof Selling
Mkt Research
Adv Selling
Sales Manage
Sales Tech

3
3
3
3
 3 


15 hrs
3 hours from
MKG
   
369
432
Pro Practice (3 or 6)
Sales Strat (3)


3

3 hours from

MKG
    

310
470

Consmr Behav (3)
Internationl (3)


3

6 hours from

MKG
  
 

345
410
460

Pro Sup Mgt (3)
Mkg Channels (3)
Sup Chn Mgt (3)



6


27 hrs

66 hrs

Not open to marketing majors.

To pursue this program, students must have sufficient mathematical preparation to meet the prerequisite for ECON 221. The prerequisite for ECON 221 is a C or better grade in MATHS 111 or the equivalent; sophomore standing; demonstrated proficiency in computer skills. MATHS 132 simultaneously substitutes for the University Core Curriculum math requirement. Proficiency in computer skills may be demonstrated by examination, or credit in ISOM 125 or CS 104 or its equivalent. The prerequisite for ISOM 135 is proficiency test required or ISOM 125 or CS 104.


MINOR IN ENTREPRENEURSHIP, 18 hours

PREFIX      NO  SHORT TITLE

CR HRS

ACC
ECON
 

FIN
MGT

 

200
116
or
201
243
241
342
345 

Acc New Vent
Survey Ideas (3)
 
Elem Micro (3)
Fin New Vent
The Entl Exp
Mkg New Vent
Mgt New Vent

3


3
3
3
3
3


18 hrs
No two minors can be used in combination to fulfill any degree requirements outside the Miller College of Business (except Economics).


MINOR IN ENTREPRENEURSHIP, 21 hours

PREFIX      NO  SHORT TITLE

CR HRS

ACC
ECON
FIN
MGT
  
  
 

201
201
300 
241
342
345
443

Prin Acct 1
Elem Micro
Prin Fin 1
The Entl Exp
Mkg New Vent
Mgt New Vent
Venture Fin

3
3
3
3
3
3
3


21 hrs
Open only to business majors. No two minors can be used in combination to fulfill any degree requirements outside the Miller College of Business (except Economics).


MINOR IN FOUNDATIONS OF MANAGEMENT,
21 hours

No two minors can be used in combination to fulfill any degree requirements outside the Miller College of Business (except Economics).

Offers students the essential fundamentals for practicing business management in numerous applied settings. Presents students with the essentials of operations management, human resource management, organizational behavior, and small business management.
PREFIX      NO      SHORT TITLE

CR HRS

ACC
ECON


ISOM

MGT
 
 

201
116
or
201
135
251 
300
341
361

Prin Acct 1
Survey Ideas (3)
  
Elem Micro (3)
Bus I S
Intr Opr Mgt
Mgt Beh Org
Intro Entr
Mgt Hman Res

3


3
3
3
3
3
3


21 hrs
The prerequisite for ISOM 135 is a demonstrated proficiency in computer skills. Proficiency may be demonstrated by examination, or credit in ISOM 125 or CS 104 or its equivalent.


MINOR IN INDUSTRIAL TECHNOLOGY, 15 hours

PREFIX      NO      SHORT TITLE

CR HRS

ITMFG

105
161

Tec Dsgn Gra
Int Mfg Idus

3
3

9 hours from

ITDPT

ITGRA
ITMFG


360
390
180
205
225
262

Indust Safety (3)
Trng Dvl Ind (3)
Intro Gr Art (3)
Comp Aid Des (3)
Ind Plastics (3)
Mfg Material (3)






9


15 hrs
Students electing ITMFG 225 or 262 must take CHEM 111 for University Core Curriculum to satisfy the prerequisite.


MINOR IN MARKETING, 18 hours

Students selecting this minor must make application with the Miller College of Business Advising Center. No application will be accepted until the student has a minimum of 63 hours toward graduation. Admission to the program will be approved when the student has attained junior standing, has an overall grade-point average of 2.25, and has credit in any economics course. 
    Open to all non-business majors and Miller College of Business majors except those majoring in marketing. No two minors can be used in combination to fulfill any degree requirements outside the Miller College of Business (except Economics).
PREFIX      NO  SHORT TITLE   

CR HRS

MKG

300

Prin Market

3

15 hours from 300-400 level
marketing electives with at least
6 hours from the MKG 400-level
courses




15


18 hrs


MINOR IN ORGANIZATIONAL COMMUNICATION,
24 hours

PREFIX      NO  SHORT TITLE

CR HRS

COMM



ISOM
MGT


325
330
340
351
341
300
361
363

Interviewing
Grp Dec Mkg
Ldrshp Comm
Commun Organ
Bus Mgl Comm
Mgt Beh Org
Mgt Hman Res
Empl Dev

3
3
3
3
3
3
3
3


24 hrs
Open only to communication studies, human resource management, entrepreneurship, and business administration majors. Business majors may substitute ISOM 249 for 341.


MINOR IN PROFESSIONAL SELLING, 18 hours

PREFIX      NO     SHORT TITLE

CR HRS

MKG



300
325
427
429 

Prin Market
Prof Selling
Sales Manage
Sales Tech

3
3
3
3

6 hours from

MKG





367
369
425
460
495
497

Nonpd Intern (3)
Pro Practice (3)
Adv Selling (3)
Sup Chn Mgt (3)
Seminar Mkg (3)
Indpen Study (3)






6


18 hrs

Students selecting this minor must make application with the Miller College of Business Advising Center. No application will be accepted until the student has a minimum of 63 hours toward graduation. Admission to the program will be approved when the student has attained junior standing, has an overall grade-point
average of 2.25, and has credit in any economics course. 
    Open to all non-business majors and Miller College of Business majors except those majoring in marketing. 
    Not open to students minoring in business information technology, consumer finance, entrepreneurship, foundations of business, foundations of management, legal studies in business, marketing, or risk management and insurance.

MANAGEMENT (MGT)

200 Management Principles. (3)
Introduction to the basic concepts and principles of management. Focuses on structures within companies and processes within firms to bring principles to bear on the practical problems of managing organizations. 
    Not open to the BS or BA candidates for a major in the Miller College of Business. 
    Not open to students who have credit in MGT 300.

241 The Entrepreneurial Experience. (3)
An introductory course focusing on the individual entrepreneur, the generation of innovative business ideas, the creation of business ventures, and the role of entrepreneurship within society. Students will experience entrepreneurship first-hand through an immersion experience, and will acquire the skills and process knowledge needed to create their own innovative for-profit solution to a real-world market opportunity.

261 Personnel and Supervision. (3)
Introduction to the personnel and supervisory functions in organizations. Focuses on employee and union relationships; environmental business and social responsibilities; and leadership and supervision techniques, especially for the first-line supervisors. 
    Prerequisite: MGT 200. 
    Not open to BS or BA candidates for a major in the Miller College of Business.

271 Introductory Organizational Behavior. (3)
Study of human behavior in organizational settings. Topics covered include individual behavior; group processes including leadership, motivation, and organizational change. Special emphasis is placed on how these concepts can be applied in an organizational setting. 
    Not open to students who are BS or BA candidates for a major in the Miller College of Business.

299X Experimental/Developmental Topics. (1-6)
Topics relevant to the discipline. Course titles will be announced before each semester. 
    A total of 6 hours of credit may be earned.

300 Managing Behavior in Organizations. (3)
Examines the challenges of managing human behavior in organizations. Reviews foundations of modern management thought. Discusses current and emerging management topics: emphasizes leadership, motivation, communication, human relations, group dynamics, job design, organizational development, and managing a diverse workforce. 
    Prerequisite: junior standing or completion of Miller College of Business admission requirements.

301 International Management. (3)
Discussion of management issues related to doing business in an international context, including moving a firm into international competition, and some issues that may be expected. Topics covered include exporting, joint venturing, or licensing as options for global expansion. 
    Prerequisite or parallel: MGT 300.

305 Job Search and Transition. (1)
Prepares students for moving from college to careers. Topics covered include defining career goals, writing resumes, job-search correspondence, interviewing, and initial adjustments in the first job position. 
    Open to juniors and seniors in all majors.

341 Introduction to Entrepreneurship. (3)
Provides essential knowledge for those interested in small business including search for venture opportunities; economic, technical, and operational feasibility of ventures; financing, marketing, and legal operations; and franchising and partnering. 
    Prerequisite or parallel: MGT 300.

342 Marketing for New Ventures. (3)
A survey course covering the principles of market research and marketing. Students will learn how to perform market research and test the demand for a product/service, determining its marketing feasibility. In addition, they will learn how to create a marketing plan that includes their decisions regarding product, promotion, price, and distribution. 
    Prerequisite: ECON 116 or 201; MGT 241.

345 Management for New Ventures. (3)
A survey course highlighting the foundational principles and best practices for managing the start-up process and the human resources involved in new venture creation. Students will learn how to plan the business launch and operations, as well as how to select, train, compensate, and promote employees. 
    Prerequisite: ECON 116 or 201; MGT 241, 342.

346 Entrepreneurship, Creativity and Innovation. (3)
Development and management of an entrepreneurial organization including pre-startup, startup, survival, growth, and the transition from entrepreneurial to professional management. Explains the function of entrepreneurship and corporate entrepreneurship. 
    Prerequisite: MGT 300, 341.

347 Entrepreneurship Laboratory. (3)
An interactive environment where emerging enterprises work together with students on strategic perspectives and business plan development. 
    Prerequisite: MGT 341, 346.

361 Managing Human Resources. (3)
Identifies the foundations of dealing with human resources in an organizational setting. Elements include selection, training, compensation, promotion, and transfer of workers; working conditions; employee services and industrial relations. 
    Prerequisite or parallel: MGT 300.

363 Employee Development. (3)
Reviews basic employee appraisal, training and career development issues; special emphasis on program design, implementation and evaluation issues. Experiential activities are used to demonstrate the utility of content. 
    Prerequisite: MGT 361.

369 Management Internship. (1-6)
Job experience (paid) in an organization with an approved innovative management program. Requires periodic reports that will be evaluated by the assigned faculty member and the intern’s supervisor. 
    Prerequisite: entrepreneurship majors: MGT 346; permission of the department chairperson or internship supervisor; HR: MGT 300; permission of the department chairperson or internship supervisor. 
    A total of 6 hours of credit may be earned. 
    Open only to entrepreneurship majors or human resource management majors.

390 Honors Colloquium: Readings in Contemporary Business. (1-6)
Seminar involving study of contemporary business literature. Interdisciplinary approach, comparing and contrasting ideas, deriving common themes, and drawing links to theory embodied in readings. 
    Prerequisite: junior standing in Miller College of Business; completion of the “rule of nine.” 
    A total of 6 hours of credit may be earned. 
    Open only to Honors students; others may enroll by permission of the department chairperson.

399 Management Practicum. (1-6)
Professional practice (unpaid) in an organization with an approved innovative management program. Required periodic written progress reports that will be evaluated by the assigned faculty member and the intern’s supervisor. Topic selected will depend on student’s option. 
    Prerequisite: senior or second-semester junior standing; permission of the department chairperson. 
    A total of 6 hours of credit may be earned including MGT 369. 

409 Business Ethics. (3)
Students examine the ethical side of enterprise. All of the facets of personal integrity and organizational responsibility are covered. 
    Open only to junior or senior Miller College of Business majors, or by permission of the department chairperson.

441 Entrepreneurial Consulting. (3)
Teams of students consult with local small businesses recommended by the Small Business Development Center. Students work on problems in such areas as accounting, production, marketing, personnel, finance, insurance, law, or information systems. 
    Prerequisite: MGT 346, 347, 443.

443 Venture Financing. (3)
Examines the venture financing options available for new business startups. Emphasizes creating and analyzing financial documents, approaching financial sources, selling stock for growing companies, and managing the financial condition of a new venture. 
    Prerequisite: MGT 241 or 341; FIN 300. 
    Open only to students majoring or minoring in entrepreneurship.

449 New Venture Creation. (3)
Advanced small business management entrepreneurship. Requires a thorough research project culminating in the development of a finished plan for a small business venture to be approved by an outside board of professional experts. 
    Prerequisite: MGT 347, 443; completion of all Miller College of Business 300-level core courses; senior standing.

461 Compensation Administration. (3)
Reviews basic compensation issues including internal, external, and individual equity, as well as benefits administration. Emphasizes design and implementation of compensation systems. 
    Prerequisite: MGT 300, 361.

465 Human Resource Planning and Selection. (3)
Focuses on organization and human resource planning, including determination of organization and human resource needs, analysis and development of job requirements, and necessary qualifications for recruitment and selection procedures, placement and orientation, and evaluation of selection programs. 
    Prerequisite: MGT 300, 361. 
    Prerequisite or parallel: ISOM 321.

469 Contemporary Issues in Human Resource Management. (3)
Integration of various contemporary principles, theories, and techniques for solving realistic and complex human resource management problems in public and private organizations. Includes lectures, tours, readings, cases, and the completion of a major individual project. 
    Prerequisite: ISOM 351; MGT 461, 465; completion of all management core courses.

491 Business Policy and Strategic Management. (3)
Integration of various functional areas of business. Development and administration of strategy and policy in private and public sector organizations. Case studies focus on strategic decisions that enable an organization to relate effectively to its industrial, national, and international environments. Normally taken during the last semester of a student’s program. 
    Prerequisite: senior standing; completion of all Miller College of Business core classes including FIN 300; ISOM 351, MGT 300, MKG 300. No simultaneous enrollment allowed.

495 Special Topics in Management Sciences. (1-3)
Exploration of special topics in management of interest to faculty and students. May be repeated for credit with different topics. 
    Prerequisite: permission of the department chairperson. 
    A total of 9 hours of credit may be earned, but no more than 3 in any one semester or term.

497 Independent Study. (1-9)
Supervised study of some phase of management. May consist of an experiment, library research, or an analysis of current management practices and methods. 
    Prerequisite: senior standing; permission of the department chairperson. 
    A total of 9 hours of credit may be earned.

498 Seminar in Management. (1-6)
Explores current problems, theory, research, and trends in management. Will vary depending upon the current status of managerial research, the instructor, and the needs and interests of the students. 
    Prerequisite: permission of the department chairperson. 
    A total of 6 hours of credit may be earned.

MARKETING (MKG)

200 Fundamentals of Marketing. (3)
Introduction to basic concepts, methods, policies, and strategies of marketing. Provides a useful mix of theory and practical applications for organizations. Topics include the marketing environment, marketing research, market segmentation, advertising, professional selling, pricing, and distribution. 
    Not open to students who have credit in MKG 300 or to BS or BA candidates for a major or minor in the Miller College of Business.

299X Experimental/Developmental Topics. (1-6)
Topics relevant to the discipline. Course titles will be announced before each semester. 
    A total of 6 hours of credit may be earned. 

300 Principles of Marketing. (3)
Introduces marketing principles, functions, and contemporary practices essential for attaining organizational objectives. Topics include the marketing environment and technology, marketing research, consumer behavior, market segmentation, product management, professional selling, advertising, pricing, distribution channels, strategy implementation, and the role of marketing in society. 
    Prerequisite: junior standing and any ECON course; or completion of Miller College of Business admission requirements. 

310 Consumer Behavior. (3)
Introduces the end-user consumption process. The impact of external factors such as culture and subculture, as well as psychological factors such as motivation and perception on consumer decision-making process are discussed. Examines how marketing managers use the information obtained from consumers’ consumption process in planning effective marketing strategies. 
    Prerequisite: MKG 300.

320 Advertising Management. (3)
Examines advertising as a communication tool in an organization’s promotional mix. Focuses on the basics of designing an effective advertising campaign. Topics include promotional research, selecting a target audience, objectives and strategies, creative executions, and media. The aspects of advertising in our economy and society are also examined. 
    Prerequisite: MKG 300. 
    Prerequisite recommended: MKG 310.

325 Professional Selling. (3)
Detailed introduction to and application of the principles of personal selling as applied to persons pursuing any vocation, as well as those aspiring to careers in marketing. 
    Prerequisite: any ECON course; junior standing. 
    Parallel: MKG 300.

330 Retail Management. (3)
An investigation of store policies, organization, location, layout, buying, stock control, pricing, and sales promotion for retail stores. 
    Prerequisite: MKG 300.

345 Procurement and Supply Management. (3)
Focuses on value creation through sourcing methods and activities. Principal topics include: purchasing process, supply development and fulfillment, negotiations, supplier evaluation/selection, supply base management, contract management, global sourcing, leveraging sustained competitive advantage, supply information systems/electronic commerce, source performance assessment, supplier quality enhancement, purchasing service, and ethics. 
    Prerequisite: MKG 300.

350 Marketing Research. (3)
Students are introduced to the role of empirical scientific research in marketing and the marketing research process. Emphasis is on the following three areas: marketing research designs; sources and means of data collection; the analysis and presentation of data. 
    Prerequisite: MKG 300.

367 Nonpaid Internship in Marketing. (3 or 6)
Professional experience as an unpaid intern with an approved for-profit or nonprofit organization under the supervision of a departmental faculty member. A marketing major/minor may receive a maximum of 6 credit hours (3 credit hours for minors) in combination with MKG 369 and/or 497. Various assignments will be required. 
    Prerequisite: MKG 300; permission of the department chairperson or internship coordinator. 
    A total of 6 hours of credit may be earned. 
    Open only to marketing majors or minors.

369 Professional Practice in Marketing. (3 or 6)
Professional experience as a paid intern with an approved for-profit or nonprofit organization under the supervision of a departmental faculty member. A marketing major/minor may receive a maximum of 6 credit hours (3 credit hours for minors) in combination with MKG 367 and/or 497. 
    Prerequisite: MKG 300; permission of the department chairperson or internship coordinator. 
    A total of 6 hours of credit may be earned. 
    Open only to marketing majors or minors.

375 Internet-Based Marketing. (3)
Study of the Internet as a means of marketing products and services to both consumer and organizational markets. Focuses on differences and similarities of Internet marketing versus traditional marketing methods, examines problems and opportunities regarding online marketing, and addresses current online technology associated with the Internet-based marketing environment. 
    Prerequisite: MKG 300.

400 Product Management. (3)
Examines the process of developing and managing products and brands as part of the organization’s marketing strategy. Possible topics are designing new products, competitive positioning, creating and maintaining strong brand identities, and enhancing brand equity. 
    Prerequisite: MKG 300.

410 Marketing Channels. (3)
Study of marketing channels in the distribution strategy for products and services to both consumer and organizational markets. Emphasis on understanding the nature of channel functions, institutions (wholesaling, retailing, and facilitating), design issues, conflict and control issues, managing channel relationships, and impact of new technologies. 
    Prerequisite: MKG 300.

420 Integrated Marketing Communications. (3)
Uses discussion, cases, and problems to give experience in making decisions on a firm’s promotional mix, and creating and presenting integrated promotional campaigns. Focuses on promotional research; market analysis; campaign, creative and media strategy; budget allocation; creative campaign design; and media selection and scheduling. 
    Prerequisite: MKG 300, 320 or JOURN 250.

425 Seminar in Advanced Professional Selling. (3)
Introduces advanced topics in professional selling. Emphasis on relationship management and negotiation. Each student will work with a sales coach from industry. Multiple video-taped role playing will be a major part of this class including a video-taped role play in the field. 
    Prerequisite: MKG 300, 325; permission of the department chairperson.

427 Sales Management. (3)
Policies and practices in organizing, recruiting, selecting, training, compensating, motivating, and controlling the sales force. 
    Prerequisite: MKG 300, 325.

429 Sales Technology Application. (3)
Explores computer and communication technologies as they apply to business-to-business selling and sales management. Content focuses on using technology to improve customer relationship management (CRM) and sales performance. Topics include technology as it applies to: the sales process, CRM, time and territory management, forecasting, and sales presentations. 
    Prerequisite: MKG 300, 325.

431 Retail Strategy. (3)
Examines the diversity and dynamism of the retail industry and its strategies for success. Topics include retail market segmentation and positioning, strategies used to promote retail brand image, techniques used to select store sites, strategies to create market entry, and other competitive strategies 
    Prerequisite: MKG 300.

432 Sales Strategy. (3)
This course focuses on developing strategic approaches to the selling effort. This includes examining the roles of traditional sales forces, team selling, and national account management. Other topics include time and territory management, developing and using visual aids, customer incentives, and negotiation. Course work in this class will include extensive role-playing. 
    Prerequisite: MKG 300, 325; permission of the department chairperson.

460 Strategic Supply Chain Management. (3)
Focuses on strategic perspectives and processes for managing activities to optimize the effectiveness and efficiency of the supply system. Topics include logistics network configuration, inventory management/risk-pooling, information value, supply chain design and integration, strategic alliances, outsourcing, international issues, customer value, and information technology. 
    Prerequisite: MKG 300.

470 International Marketing. (3)
Examines the opportunities and problems associated with conducting business on a global scale. Focuses on the knowledge and skills needed for identifying, evaluating, and managing international marketing functions. Studies are introduced to the economic, socio-cultural, financial, and legal-political factors affecting international marketing. 
    Prerequisite: MKG 300.

475 Marketing Simulation. (3)
Structured around a marketing management simulation exercise, students are divided into teams to operate business firms. Each team develops and implements a strategic plan, making tactical operating decisions. Addresses the complexity of integrating marketing, finance, and production while operating in a global environment. 
    Prerequisite: MKG 300; junior standing.

476 Marketing of Emerging Technology. (3)
Study of how emerging high technologies are marketed globally. Includes marketing theories and concepts in the business-to-business and business-to-consumer markets. Industrial cases and projects are used. 
    Prerequisite: MKG 300.

480 Marketing Strategy. (3)
Marketing strategy as a plan for allocating an organization’s resources across the elements of the marketing mix to gain a distinctive competitive advantage and to achieve organizational objectives. Strategies of existing corporations may be profiled or a case approach may be used in this project-oriented course. 
    Prerequisite: MKG 300, and 15 semester hours in marketing, including MKG 310, 325, 350; senior standing; or permission of the department chairperson.

495 Seminar in Marketing. (3)
Advanced examination of such current marketing topics as marketing theory and quantitative, service, nonprofit, bank, comparative, and international marketing. Specific content is announced when offered. Recommended for honors students. 
    Prerequisite: MKG 300; senior standing, or permission of the department chairperson.

497 Independent Study in Marketing. (1-3)
Independent study in some phase of marketing that may consist of a marketing research project or the analysis of current marketing practices. 
    Prerequisite: MKG 300; permission of the department chairperson. 
    A total of 6 hours of credit may be earned, but no more than 3 in any one semester or term.

Academic Systems
North Quadrangle, Room 360
Ball State University
Muncie, IN 47306

Hours: Monday-Friday 8 a.m.-5 p.m.