Either semester. Three credits. Prerequisite: ACCT 131, ECON 111 and 112, ENGL 110 or 111, or ENGL 105 and 109, MATH 106, or 114 or 116, STAT 100 or 110. 

An introduction to the marketing system, its foundations and institutions. Students are exposed to product, promotion, price, distribution decision areas, strategic alliances, relationship marketing, and total marketing quality.

Either semester. Three credits. Prerequisite: MKTG 201 and either PSYC 133 or PSYC 135, or SOCI 107. Not open for credit to students who have passed, or are currently enrolled in, Marketing 209. 

The analysis of consumer decision processes as they relate to marketing management decision areas. Several models of consumer behavior are studied as are the psychological phenomena of learning, motivation, and attitude development, and the sociological influences of social class, reference groups and culture.

Open to Marketing majors only.

Either semester. Three credits. Prerequisite: MKTG 201 and either PSYC 133 or PSYC 135, or  SOCI 107, or consent of instructor. Not open for credit to students who have passed, or are currently enrolled in, Marketing 208. 

This course provides an analysis of industrial markets and develops the tools required to thoroughly analyze these markets for marketing strategies. Differences between consumer and industrial products and services will be emphasized. Emphasis will be on high technology products and services.

Either semester. Three credits. Recommended preparation: MKTG 201. 

The design, coordination, integration, and management of marketing communications. The course focuses on advertising and sales promotion with an emphasis on the competitive and strategic value of communications in the marketplace.

Open to Marketing majors only.

First or second semester. Three credits. Prerequisite: MATH 106 or 114, or 116; STAT 100V or 110V; MKTG 201. 

Consideration in depth of the product and price variables as elements of marketing strategy and tactics. Emphasis will be placed on conceptual as well as decision-making aspects. The roles of technology, social change, innovation and creativity are included in the treatment of product. Institutional, behavioral, governmental and economic factors are included in the treatment of price.

First or second semester. Three credits. Prerequisite: MKTG 201. 

A study of the management of retail operations, including buying, pricing, inventory control and selling.

Either semester. Three credits. Prerequisite: MKTG 201. 

This course focuses on the tactical and strategic aspects of the professional selling process with particular emphasis upon managing the complex sale. Topics include account entry strategies, effective investigative techniques, objection prevention, the client decision process, negotiation skills, and account development strategies. Learning tools will include: particpant interaction, role plays, work groups, and case studies. 

Either semester. Three credits. Prerequisite: MKTG 201 and 252.

This course focuses on using technology to maximize sales force efficiency. Its focus is on enhancing the selling process and includes such topics as: building customer databases, segmenting and targeting high-value customers, forecasting sales opportunities, and communicating with customers efficiently utilizing customer relationship management technology. Learning tools will include: work groups, case studies, and special projects. 

Either semester. Three credits. Prerequisite: MKTG 201 and 252.

This course focuses on managing large national/global accounts as well as the activities and problems of sales force management. Particular emphasis is placed on organizing the sales force, recruiting, training, compensation, motivation, forecasting, territory design, evaluation, and control. Learning tools  include: interaction, role-playing, work groups, case studies, and outside business interactions. 

First and/or second semester. Three credits. Prerequisite: MKTG 201. 

Topics include comparisons of business models in physical space and cyberspace and integration of marketing efforts among the world-wide-web, and other means of communications, distribution, and selling. This course relies on the Internet as a teaching tool. Students need access to a computer with an Internet Browser.

First or second semester. Three credits. Prerequisite: MKTG 201; MKTG 208 or 209; MKTG 280 and senior class standing. 

A study of the marketing concepts and analytical processes used in the development of programs in international markets. The course emphasizes comparative differences in markets, marketing functions, and political considerations. It includes the application of a systems approach to the evaluation of opportunity and to the solution of major global marketing problems. Emphasis is placed on the analysis and synthesis of marketing programs to determine the appropriate marketing mix for various international business enterprises.

Either semester. Three credits. Prerequisite: MKTG 201 and OPIM 203. 

This course covers strategies and techniques for obtaining and using market information from consumer and business-to-business markets. Emphasis on: translating managerial problems into research questions, designing research, selecting alternate research methods, and analyzing and interpreting market research data. Students gain hands on, computer based experience in analyzing market data.

First or second semester. Three credits. Prerequisite: MKTG 201, 208 or 209, 280, and senior class standing. 

The application of a systems approach to the evaluation of opportunity and to the solution of major problems from the perspective of the top marketing executive. Emphasis is placed on the analysis and synthesis of marketing programs to determine the appropriate marketing mix for various business enterprises.

Students taking this course will be assigned a grade of S (satisfactory) or U (unsatisfactory).

Either or both semesters. One to three credits. Hours by arrangement. Prerequisite: completion of Freshmen - Sophomore School of Business requirements and consent of instructor and Department Head. 

This course is designed to provide students with an opportunity for supervised field work in relevant major areas within the Department. Students will work with one or more professionals in the field of marketing. Student performance will be evaluated on the basis of an appraisal by the field supervisor and a detailed written report submitted by the student.

Either or both semesters. Credits and hours by arrangement, up to a maximum of six credits. Consent of Department Head required, prior to student's departure.

Special topics taken in a foreign study program.

Either semester. Three credits. Hours by arrangement. Open only to Marketing Department Honor Students with consent of instructor and Department Head.

Either semester. Credits and hours by arrangement. Prerequisite: Announced separately for each offering. With a change in content, may be repeated for credit. 

Classroom course in special topics as announced in advance for each semester.

Either or both semesters. Credits by arrangement, not to exceed six in any semester. Open only with consent of instructor and Department Head. 

Individual study of special topics as mutually arranged between student and instructor.