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. 

Entrepreneurial management 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 entrepreneurship, foundations of management, industrial technology, marketing, organizational communication, and professional selling


BACCALAUREATE DEGREES

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

MAJOR IN ENTREPRENEURIAL MANAGEMENT, 69 hours

PREFIX

NO

SHORT TITLE

CR HRS

Miller College of Business core, 42 hours

ACC  

BL
ECON


FIN  
ISOM 


MATH
MGT

MKG

201
202
260
201
202
221
300
135
249
351
132
300 
491
300

Principles of Accounting 1
Principles of Accounting 2
Principles of Business Law
Elementary Microeconomics
Elementary Macroeconomics
Business Statistics
Principles of Finance
Business Information Systems
Foundations of Business Comm
Operations Management
Brief Calculus
Managing Behavior in Org
Bus Policy and Strategy Mgt
Principles of Marketing

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





42 hrs
Required, 21 hours

MGT





241
341
346
347
441
443
449

The Entrepreneurial Experience
Opportunity Identification
Product and Service Design
Business Model Generation
Entrep Decision Making
Venture Financing
New Venture Creation

3
3
3
3
3
3
3





21 hrs
Electives, 6 hours from

MGT


TDPT
TEDU
TMFG

361
369
409
280
102
161

Managing Human Resources (3)
Management Internship (3)
Business Ethics (3)
3D Prototyping (3)
Design Techniques (3)
Intro Manufacturing Industries (3)

6





69 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 MATH 111 or a passing grade in MATH 132, 161, 162, 165, or 166. MATH 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, 69 hours

PREFIX

NO 

SHORT TITLE

CR HRS

Miller College of Business core, 42 hours

ACC  

BL
ECON


FIN  
ISOM 


MATH
MGT

MKG

201
202
260
201
202
221
300
135
249
351
132
300 
491
300

Principles of Accounting 1
Principles of Accounting 2
Principles of Business Law
Elementary Microeconomics
Elementary Macroeconomics
Business Statistics
Principles of Finance
Business Information Systems
Foundations of Business Comm
Operations Management
Brief Calculus
Managing Behavior in Org
Bus Policy and Strategy Mgt
Principles of Marketing

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





42 hrs
Department core, 15 hours

MGT



361
363
461
465
469

Managing Human Resources
Employee Development
Compensation Administration
HR Planning and Selection
Contemporary Issues in HR Mgt

3
3
3
3
3

12 hours from

COMM



ISOM
MGT



RMI

325
340
351
452
300
301
341
369
409
330

Interviewing (3)
Leadership Communication (3)
Organizational Communication (3)
Applied Organizational Comm (3)
Project Management (3)
International Mangement (3)
Opportunity Management (3)
Management Internship (1-6)
Business Ethics (3)
Employee Benefits & Ret Plan (3)

12





69 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 MATH 111 or a passing grade in MATH 132, 161, 162, 165, or 166. MATH 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, 69 hours 

Not open to professional selling majors.

PREFIX

NO 

SHORT TITLE

CR HRS

Miller College of Business core, 42 hours

ACC  

BL
ECON


FIN  
ISOM 


MATH
MGT

MKG

201
202
260
201
202
221
300
135
249
351
132
300 
491
300 

Principles of Accounting 1
Principles of Accounting 2
Principles of Business Law
Elementary Microeconomics
Elementary Macroeconomics
Business Statistics
Principles of Finance
Business Information Systems
Foundations of Business Comm
Operations Management
Brief Calculus
Managing Behavior in Org
Bus Policy and Strategy Mgt
Principles of Marketing

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





42 hrs
Core requirements, 12 hours

MKG  

  

310
325
350
480

Consumer Behavior
Professional Selling
Marketing Research
Marketing Strategy

3
3
3
3





12 hrs
15 hours from

MKG
















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

Advertising Management (3)
Retail Management (3)
Procurement and Supply Mgt (3)
Professional Practice in Mkg (3 or 6)
Internet-Based Marketing (3)
Product Management (3)
Marketing Channels (3)
Integrated Mkg Communications (3)
Seminar in Adv Prof Selling (3)
Sales Management (3)
Sales Technology Application (3)
Retail Strategy (3)
Strategic Supply Chain Mgt (3)
International Marketing (3)
Marketing Simulation (3)
Mkg of Emerging Technology (3)
Seminar in Marketing (3)
Independent Study in Marketing (1-6)

15





69 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 MATH 111 or a passing grade in MATH 132, 161, 162, 165, or 166. MATH 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, 69 hours

Not open to marketing majors.

PREFIX

NO 

SHORT TITLE

CR HRS

Miller College of Business core, 42 hours

ACC  

BL
ECON


FIN  
ISOM 


MATH
MGT

MKG

201
202
260
201
202
221
300
135
249
351
132
300 
491
300 

Principles of Accounting 1
Principles of Accounting 2
Principles of Business Law
Elementary Microeconomics
Elementary Macroeconomics
Business Statistics
Principles of Finance
Business Information Systems
Foundations of Business Comm
Operations Management
Brief Calculus
Managing Behavior in Org
Bus Policy and Strategy Mgt
Principles of Marketing

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





42 hrs
Core requirements, 27 hours

MKG
  
  
   

325
350
425
427
429

Professional Selling
Marketing Research
Seminar in Adv Prof Selling
Sales Management
Sales Technology Application

3
3
3
3
 3 





15 hrs
3 hours from

MKG
   

369
432

Professional Practice in Mkg (3 or 6)
Sales Strategy (3)

3

3 hours from

MKG
    

310
470

Consumer Behavior (3)
International Marketing (3)

3

6 hours from

MKG
  
 

345
410
460

Procurement and Supply Mgt (3)
Marketing Channels (3)
Strategic Supply Chain Mgt (3)

6





27 hrs




69 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 MATH 111 or a passing grade in MATH 132, 161, 162, 165, or 166. MATH 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 

Accounting for New Ventures
Survey of Economic Ideas (3)
 
Elementary Microeconomics (3)
New Venture Finance
The Entrepreneurial Experience
Marketing for New Ventures
Management for New Ventures

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

Principles of Accounting 1
Elementary Microeconomics
Principles of Finance
The Entrepreneurial Experience
Marketing for New Ventures
Management for New Ventures
Venture Financing

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

Principles of Accounting 1
Survey of Economic Ideas (3)

Elementary Microeconomics (3)
Business Information Systems
Introductory Operations Mgt
Managing Behavior in Org
Opportunity Indentification
Managing Human Resources

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

TMFG

105
161

Technical Design Graphics
Intro Manufacturing Industries

3
3

9 hours from

TDPT

TGRA
TMFG

360
390
180
205
225
262

Industrial Safety and Health (3)
Training and Devel in Industry (3)
Introduction to Graphic Arts (3)
Computer-Aided Design (3)
Industrial Plastics (3)
Manufacturing Materials (3)

9





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

MINOR IN MARKETING, 18 hours

PREFIX

NO     

SHORT TITLE

CR HRS

MKG

300

Principles of Marketing

3

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

15





18 hrs
Open to all non-business majors and Miller College of Business majors (except those majoring in marketing or professional selling) who have an overall grade-point average of 2.25 or higher. No two minors can be used in combination to fulfill any degree requirements outside the Miller College of Business (except Economics).

MINOR IN ORGANIZATIONAL COMMUNICATION, 21 hours

PREFIX

NO     

SHORT TITLE

CR HRS

COMM



MGT

325
330
340
351
300
361
363

Interviewing
Small Group Decision Making
Leadership Communication
Organizational Communication
Managing Behavior in Org
Managing Human Resources
Employee Development

3
3
3
3
3
3
3





21 hrs
Open only to communication studies, human resource management, entrepreneurial management, and business administration majors.

MINOR IN PROFESSIONAL SELLING, 18 hours

PREFIX

NO     

SHORT TITLE

CR HRS

MKG


300
325
427
429 

Principles of Marketing
Professional Selling
Sales Management
Sales Technology Application

3
3
3
3

6 hours from

MKG

369
425
460
495
497

Professional Practice in Mkg (3)
Seminar in Adv Prof Selling (3)
Strategic Supply Chain Mgt (3)
Seminar in Marketing (3)
Independent Study in Marketing (3)

6





18 hrs
Open to all non-business majors and Miller College of Business majors (except those majoring in marketing or professional selling) who have an overall grade-point average of 2.25 or higher. 

CERTIFICATE IN SALES BOOT CAMP, 15 hours

PREFIX 

NO 

SHORT TITLE 

CR HRS 

MKG


 

300
325
427
429 

Principles of Marketing
Professional Selling
Sales Management
Sales Technology Application

3
3
3
3

Any ECON course 

3

     

15 hrs 

MANAGEMENT (MGT)

241 The Entrepreneurial Experience (3)
An introductory course focusing on the generation of innovative business ideas, the creation of business ventures, and the role of entrepreneurship within society. Presents the skills and process knowledge needed to create an innovative 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. 
    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: sophomore standing. 

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.  
    Prerequisite: sophomore standing.  

341 Opportunity Identification (3) 
Creatively identifying and developing an entrepreneurial opportunity through market feedback. Exploring an opportunity through interaction with potential customers and industry experts.         
    Prerequisite: MGT 241.                 
    Open only to Miller College of Business majors. 

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 Product and Service Design (3)
The product design aspect focuses on establishing product functionality, developing blueprints, listing parts and materials, and identifying specific manufacturing processes at the parts level. Service design aspect, where applicable, focuses on detailed service process design ranging from bundling of services with products to micro-level service process flows.         
    Prerequisite: MGT 341.         
    Open only to entrepreneurial management majors.  

347 Business Model Generation (3)
An interactive environment where students work with stakeholders on strategic perspectives and the development of an economically feasible business model towards the capstone project.         
    Prerequisite: MGT 346.                
    Open only to entrepreneurial management majors. 

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: entrepreneurial management majors: MGT 346; permission of the department chairperson or internship supervisor; human resources: MGT 300; permission of the department chairperson or internship supervisor. 
    A total of 6 hours of credit may be earned. 
    Open only to entrepreneurial management 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 Decision Making (3)
Teams of students consult with organizations on specific problems or opportunities in such areas as production, marketing, financial analysis, and other related entrepreneurial or managerial issues. Students will be exposed to contemporary challenges in entrepreneurial management and asked to solve problems from real-world scenarios.         
    Prerequisite: MGT 347 and 443.                 
    Open only to entrepreneurial management majors. 

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; FIN 300.         
    Open only to students majoring or minoring in entrepreneurship.  

449 New Venture Creation (3)
Requires the development of a thorough business plan that must be approved by an external panel of executives and entrepreneurs.         
    Prerequisite: MGT 347.         
    Open only to entrepreneurial management majors.  

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 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 361 and ECON 221.  

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: MGT 461 and 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 BL 260, FIN 300, ISOM 249, 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)

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: sophomore standing including ECON 116 or 201.  

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.                 
    Prerequisite or 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 and ECON 221.  

369 Professional Practice in Marketing (3 or 6)
Professional experience as an intern with an approved 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 497 toward satisfaction of marketing major/minor program requirements. 
    Prerequisite: MKG 300; permission of the department chairperson or internship coordinator. 
    A total of 6 hours of credit may be earned. 

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; JOUR 250 or MKG 320. 

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 exercises 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 exercises. 
    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. Students 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 (1-6)
Independent study in some phase of marketing that may consist of a marketing research project or the analysis of current marketing practices. A marketing major/minor may receive a maximum of 6 credit hours (3 credit hours for minors) in combination with MKG 369 toward satisfaction of marketing major/minor program requirements. 
    Prerequisite: MKG 300; permission of the department chairperson. 
    A total of 6 hours of credit may be earned.

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

Hours: Monday-Friday 8:00 a.m.-5:00 p.m.