Undergraduate Course Catalog

Marketing

S. Mantel, Chairperson

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.


MAJOR IN MARKETING (BA/BS), 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 & Analytics
Marketing Strategy

3
3
3
3





12 hrs
15 hours from:

BUSA
MKG



















300
330
345
369
375
400
410
420
425
427
429
431
432
450
460
470
475
476
495
497
498

Int Sustainability in Business (3)
Retail Management (3)
Procurement and Supply Mgt (3)
Professional Practice in Mkg (3)
Social Media 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)
Sales Strategy (3)
Advanced Mkg Res & Analytics (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)
Advanced Immersive Project Mkg (3)





















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.

A total of 6 credit hours may be earned for marketing majors and a total of 3 credit hours may be earned for marketing minors across a combination of MKG 369, 495, 497, and 498.

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. The prerequisite for ISOM 135 is ISOM 125 or equivalent.

MAJOR IN PROFESSIONAL SELLING (BA/BS), 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 & Analytics
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 (1-3)
Sales Strategy (3)

3

3 hours from:
MKG

345
460
Procurement and Supply Mgt (3)
Strategic Supply Chain Mgt (3)
3
6 hours from:
MKG


310
375
470
Consumer Behavior (3)
Social Media Marketing (3)
International Marketing (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. The prerequisite for ISOM 135 is ISOM 125 or equivalent

MINOR IN MARKETING, 18 hours

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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 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 

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: ECON 116 or 201.
    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 and Analytics (3)
Focuses on the principle and strategic concepts of collecting and using primary and secondary data to make informed business decisions. The analysis will focus on marketing decisions related to customer acquisition, customer retention, and brand management.
     Prerequisite: MKG 300 and ECON 221.

369 Professional Practice in Marketing (1-3)
Professional experience as an intern with an approved organization under the supervision of a departmental faculty member.
    Prerequisite: MKG 300 and permission of the department chairperson or internship coordinator.
    A total of 3 hours of credit may be earned.
    Not open to marketing minors who have credit in MKG 495, 497, or 498.

375 Social Media Marketing (3)
Study of social media as a means of marketing products and services to both consumers and organizational markets. Focuses on developing strategies for targeted social media campaigns, implementing platforms and tactics to meet those strategic goals, determining metrics and analytics for measuring success, and addressing current technology associated with the social media 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.
    Not open to students who have credit in 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. 

450 Advanced Marketing Research and Analytics (3)
In-depth look into the details of conducting market research including marketing decision making, database marketing, marketing analytics, and related issues.
     Prerequisite: MKG 350.

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.
    Prerequisite: MKG 300 and senior standing or permission of the department chairperson.
    A total of 3 credit hours may be earned across a combination of MKG 495, 497, and 498.
    Not open to marketing minors who have credit in MKG 369.

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 3 hours of credit may be earned across a combination of MKG 495, 497, and 498.
    Not open to marketing minors who have credit in MKG 369.
    Open only to marketing majors and minors.

498 Advanced Immersive Project in Marketing (3)
Immersive learning project in which students participate in multidisciplinary team-based project led by BSU faculty mentor(s) under auspices of Building Better Communities, Virginia Ball Center for Creative Inquiry, Provost's Immersive Learning Grant program, or department sponsored project. Student's participation in project must demonstrate meaningful marketing program relevance via application.
    Prerequisite: MKG 300; permission of the department chairperson or advisor; must fill out an application available in the departmental office.
    A total of 3 credit hours may be earned across a combination of MKG 495, 497, and 498.
    Not open to marketing minors who have credit in MKG 369

Academic Systems
North Quadrangle, Room 340
Ball State University
Muncie, IN 47306

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