General Catalog 2003-2004
Posted April 9, 2003

This Web document is updated twice a year, on or about the first day of registration for Fall and Spring semesters.

3010  Principles of Marketing (3) 
   Marketing primarily deals with customer-focused business issues that can determine the success of failure of a firm. In this course, we teach the 'language of marketing,' introduce the core concepts of effective marketing, and discuss the various factors that influence marketing decision making. We will concentrate on key business decisions concerning product attributes, promotional campaigns, pricing strategies, distribution efforts, market segmentation, and strategy formulation. We also present a framework for understanding the factors that affect a marketer's decisions and the role of marketing in a small businesses, corporations, and society. You will better understand these topics through some combination of lecture, textbook material, case discussions, videos, guest speakers from industry, and discussion of current marketing issues. This course is for Business Majors, Non-business majors are encouraged to take MKTG 3000.

3020  Marketing Management (3) Prerequisite: MKTG 3010. Fulfills Upper Division Communication/Writing.
   Roll up your sleeves and see the results of your decision-making. This course is a hands-on analysis and actual decision-making journey in marketing strategy. Experience the power of strategy tools such as differentiation and positioning. We additionally study actual case histories and decisions made by real managers and executives--and see how they did. The conclusion of the course provides an opportunity to apply your knowledge of marketing strategy maneuvers and marketing management via computer simulation. Major marketing concepts, principles, and strategy are directly applied.

3450  Marketing Research (3) Prerequisite: MKTG 3010. Fulfills Quantitative Intensive BS.
   What to customers want from the marketplace? Who will buy our product? Where should we locate our store? Good business decisions require the answers to hundreds of questions like these. Marketing research is the science of studying the marketplace to get solid answers to support good decision making. In this class you will learn about different sources of business data (some that exists already and some that you will have to gather yourself), and spend the majority of the course focusing on the skills you need to design and perform good buisiness research yourself. Among other techniques, you will learn about experiments and observation, surverys and interviews, focus groups and data analysis. This dynamic class brings together a whole array of tools that every good business person needs for effective decision making. You will use fieldwork, in-class exercises, discussion and lectures to cover basic principles first hand experiences, cases, and projects, as you study these important ideas.

4300  Internet Marketing (3) Prerequisite: MKTG 3010. 
   Each era's dominant new technology brings about new marketing capabilities. In the information age, the internet has forced business to consider new ways of carrying out commercial strategies and tactics, and to use new business models in order to compete, both locally and globally. This course looks at this new business environment from theoretical, strategic, and tactical perspectives. The focus is on internet marketing for Business-to-Consumers, and Business-to-Business markets.

4460  Qualitative Research Methods (3) Prerequisite: MKTG 3010 and MGT 2490. 
   In-depth interviews, focus groups, participant observation and other methods for collecting qualitative data, as well as training in the interpretation of data and ways to ensure trustworthiness in the research process.

4500  Introduction to Advertising (3) Prerequisite: MKTG 3010. 
   Advertising as an activity and strategic tool of marketing. Social and economic roles of advertising.

4510  Advertising Management (3) Prerequisite: MKTG 3010 and 4500. 
   Applying advertising theory and strategy; establishing good client-agency relationships; dealing with production suppliers and media organizations.

4550  Marketing in the Health-Care Industry (3) Prerequisite: MKTG 3010. 
   Issues related to program design, distribution, pricing, and promotion in health services and medical practice.

4570  Legal Issues in Marketing (3) Prerequisite: MKTG 3010. 
   Assessment of legal and political influences affecting marketing planning and strategy. Additional emphasis on public policy issues. Some sections taught as writing emphasis; see Writing Program in this section of the catalog for explanation.

4600  Retail Management (3) Prerequisite: MKTG 3010. 
   Junior standing. Functions and institutions of retailing within framework of managerial decision making. Some sections taught as writing emphasis; see Writing Program in this section of the catalog for explanation.

4700  Analysis of Emerging Business (3) Prerequisite: MGT 3700, ACCTG 2620, and MKTG 3010. 
   Developing the initial business concept to include market analysis and segmentation, customer research, product evaluation and development of a business concept. Students will conduct feasibility studies and conduct product and consumer research.

4720  Personal Selling (3) Prerequisite: MKTG 3010. 
   This course provides a comprehensive treatment of the significant knowledge about selling. The basic objectives, concepts, and tools required to be effective salesperson are covered. Laboratoreis are scheduled. Consult current Class Schedule for information on special laboratory fee. 

4770  Consumer Behavior (3) Prerequisite: MKTG 3010. 
   Psychological, sociological, and anthropological bases of behavior as they relate to purchase and consumption of industrial and consumer goods and services. Some sections taught as writing emphasis; see Writing Program in this section of the catalog for explanation.

4800  New Product Development (3) Prerequisite: MKTG 3010. 
   Problems associated with development of consumer and industrial products and price policies. Identification of potentially profitable market segments, as well as adjustments in product and price policy, that may be required by changes in competitive environment. Some sections taught as writing emphasis; see Writing Program in this section of the catalog for explanation.

4820  Product and Brand Management (3) Prerequisite: MKTG 3010. 
   Problems associated with the development and management of both consumer and industrial products. Identification of potentially profitable market segments, adjustments in the product or product line, international product management, branding, packaging, and pricing policy in a changing competitive environment.

4840  International Marketing (3) Prerequisite: MKTG 3010. 
   Bases, purposes, and marketing strategies in international trade. Characteristics and requirements of international marketing with concommitant requirements for institutions and activities. Some sections taught as writing emphasis; see Writing Program in this section of the catalog for explanation.

4850  Special Topics in Marketing (1 to 4) Prerequisite: MKTG 3010. 
   Junior standing.Topics vary according to talents or experience of instructor. Seminar format.

4880  Marketing Internship (1 to 6) Prerequisite: MKTG 3010 and MKTG 3450 or MKTG 3020 or equivalent.
  You can earn credit toward graduation while working in your chosen field. This course is designed in cooperation with Career Services to provide three upper division marketing elective credits for appropriate work in supervised internship. It is an opportunity for you to learn marketing principles in a practical work environment, examine the marketing process through a graded academic project, and possibly take home a paycheck. (Note: not all internships are paid positions.)

4999  Marketing Honors Thesis/Project (3) 
   Restricted to students in the Honors Program working on an Honors degree.

5000  Executive Conduct (2) 
   Issues of professional demeanor, including interviewing and recruiting, time management, idiosyncrasies of international travel, coping with stress, fashion, and other topics related to finesse. Open to undergraduate and graduate students. Offered on a credit/no-credit basis only; does not count toward hours needed for graduation.

5310  Survey of Marketing Management (3) 
   Upper-division or graduate status. Concepts and terminology of marketing. Students adopt a consumer orientation and focus on assessing and planning for political, economic, and technological environments. For nonbusiness students only; majors may not take this course for credit toward departmental degree requirements.

5700  Sales Management Decisions (3) Prerequisite: MKTG 3010. 
   Junior standing. Operations and decisions associated with managing a sales effort; organizing, training, and managing the sales force; sales forecasting; sales analysis and allocation of sales effort; pricing policies. Some sections taught as writing emphasis; see Writing Program in this section of the catalog for explanation.

5850  Current Topics in Marketing (3) Prerequisite: MKTG 3010. 
   Upper-division or graduate status. Topics vary according to current marketing environment and special interests/experience of instructor. Seminar format.

5910  Special Study (1 to 6) 
   Independent study of special topics for upper-division students of high scholastic standing.

6090  Marketing Management (3) Prerequisite: Masters status in the School of Business. 
   Focuses on developing analytical skills to make basic marketing decisions: target market, positioning, and marketing mix. Instructional approaches include lectures, case analyses, and a competitive situation. Written and oral communication are stressed.

6091  Topics in Marketing Management (3) Prerequisite: Advanced MBA status. 
   A small number of lectures provides a framework for marketing decision making. A case-analysis approach is used to enhance analytical skills and practice decision making in a variety of situations. Oral and written communication are stressed.

6190  Marketing Management (2.8) Prerequisite: Masters status in the School of Business. 
   Provides an overview and integration of major marketing management concepts and principles. The course covers the fundamentals of marketing strategy and the decisions relating to marketing that must be made in every profit or nonprofit organization. Emphasis is placed on the application of these concepts to marketing decisions with the goal of developing or enhancing students' skills at critically thinking about marketing management issues. Topics for discussion will include external analysis of the competition and customer, internal analysis of the decision making company and formulation of marketing mix decisions.

6191  Advanced Marketing Strategies (2.8) Prerequisite: Masters status in the School of Business. 
   Provides a forum for students to deepen their understanding of contemporary marketing and to develop skills for successful market development. Topics include areas such as new product development, new product introduction, the marketing, manufacturing, design interface, brand management, pricing, product line management, and channel development including emerging channels.

6192  E-Business (1.4) Prerequisite: Masters status in the School of Business. 
   In the information age many products and services are becoming more information intensive, making it possible to digitize part of their value chains and access them via a network. This course examines the impact of the internet and related digital technologies on marketing and business. Course covers the marketing implications of information products in support of decision making, the management of organizational knowledge, and the application of these principles to competitive advantage.

6210  International Marketing (1.5 to 3) Prerequisite: MKTG 6090. 
   Role of international trade in the nation's economy; differences in managing domestic marketing and international marketing; requisite concepts, strategies, function and institutions.

6220  Culture and International Business (1.5 to 3) Cross listed as MKTG 7220. 
   Many experts consider culture to be the single most important influence in international business. This class is designed to acquaint students with the concept of culture and the way in which it functions in international business. Culture is defined and explored from various perspectives using examples from cross-cultural negotiations, strategy, market research, advertising, etc.

6230  International Seminar Series (0.5 to 1.5) 
   Current topics of interest in international business. This course is primarily based on a series of guest speakers presenting seminars in their areas of specialization.

6300  Marketing in the Information Age (1.5 to 3) 
   In the information age many products and services become more information intensive, making it possible to digitize part of their value chains and access them with a network. This course uses reading, cases, guest speaker, and a project to examine the impact of the Internet and related digital technologies on marketing and business. Specifically, it covers the marketing implication of information intensive products and services, business models for the information economy, and use of the Internet to perform marketing functions.

6460  Qualitative Research Methods (1.5 to 3) Prerequisite: MKTG 6090. 
   This course emphasizes qualitative data collection methods including individual and group depth interviews and observation, as well as ways to interpret, present and enhance the trustworthiness of qualitative research.

6550  Marketing for Health Professionals (1.5 to 3) Prerequisite: MKTG 6090. 
   Designed to acquaint health professionals with marketing theory and methods to demonstrate their application to health services, programs and medical practice. Theoretical issues relevant to effective program design, distribution, pricing and promotion are studied with emphasis on marketing research and its role in improving these activities.

6600  Marketing Analysis and Decision Making in an Information Age (1.5 to 3) Prerequisite: MKTG 6090 or 6091. 
   This course deals with concepts, methods, and applications of decision modeling to address marketing issues such as segmentation, targeting and positioning; new product design and development; advertising salesforce, and promotion budgeting; and pricing. It will attempt to translate conceptual understanding into specific operational models that can be implemented on PC-based computer software.

6700  Cases in Marketing Management (1.5 to 3) Prerequisite: Executive MBA students. 
   Marketing strategy and tactics. Marketing objectives and policies analyzed in terms of their impact on the adjustment of the firm to competitive, social, and regulatory pressures. A case study approach enhances students' analytical and decision-making skills.

6720  Personal Selling (1.5 to 3) Prerequisite: MKTG 6090 or 6091. 
   This course provides a comprehensive treatment of significant knowledge about selling. The basic objectives, concepts, and tools required to be an effective salesperson are covered. Laboratories are scheduled. Consult current Class Schedule for information on special laboratory fee. 

6730  Advanced Marketing Communications (1.5 to 3) Prerequisite: MKTG 6720 or professor approval. 
   Building on the basic objectives, concepts and analytic tools employed in the effective selling process. Advanced topics in selling are covered. These include analysis of the communication process within small groups and networks within organizations and application of learning principles, logic and creativity in improving effectiveness. Laboratories and field projects are scheduled weekly.

6740  Strategic Sales Management in an e-Commerce World (1.5 to 3) Prerequisite: MKTG 6090 or 6091. 
   This course is designed to provide a solid foundation for understanding how companies can create value for customers in the highly competitive market place. Emphasis is placed on managerial decision making, how the sales function is aligned to the strategic direction of the firm, the role of technology in sales forced design and management, why the sales force is critical to adjusting to rapidly changing environments, how to apply problem-solving models, how to recruit, select, higher and retain the best sales people, what is required to forecast sales and profits, how to map and measure sales results to increase productivity, what variable drives sales success, as well as what sales incentives and compensations systems require to line the sales organization to the strategy of the firm.

6770  Consumer Behavior (1.5 to 3) Prerequisite: MKTG 6090 or 6091. 
   The course covers a broad array of issues involving the consumer market, the forces affecting purchase and consumption choice behavior, and the different avenues for reaching consumers.

6800  New Product Development (1.5 to 3) Cross listed as MKTG 7870. Prerequisite: MKTG 6090 or 6091. 
   Managerial and marketing issues surrounding new product and service development in established companies. Creating an innovative climate; managing new-product development. Generating ideas from consumers, concept and product testing, test marketing, and new-product introduction. Some sections taught as writing emphasis; see Writing Program in this section of the catalog for explanation.

6810  Product and Brand Management (1.5 to 3) Prerequisite: MKTG 6090. 
   Problems associated with the development and management of both consumer and industrial products. Identification of potentially profitable market segments, adjustments in the product or product line, international product management, branding, packaging, and pricing policy in a changing competitive environment.

6850 Promotional Marketing (1.5 to 3) Prerequisite:  MKTG 6090 or MKTG 6091.
     Promotional Marketing is a practical guide to Integrated Marketing Communications designed to assist students in developing and managing communication strategies that will create strong branding messages, which in turn drives customer relationships.  The course is designed to assist students in acquiring a working understanding of the relationships and differentiation among communication options such as media, advertising, public relations, sales promotion, sponsorships, events, etc.  Students will learn how to apply this knowledge in developing and coordinating communications strategies to build stronger brand relationships.

6860  Emperical Research Methods (1.5 to 3) Cross listed as MKTG 7760. Prerequisite: MGT 6040. 
   Develops ability to design research. Stresses design of research strategy, data collection, use of multivariate statistics and computer analysis. Stresses elements of research common not just to marketing but all business research areas.

6910  Special Study for Masters Students (1 to 6) Prerequisite: Department consent required. 

6970  Thesis Research: Master's (1 to 15) 

6980  Faculty Consultation (3) 

7220  Culture and International Business (1.5 to 3) Cross listed as MKTG 6220. 
   Many experts consider culture to be the single most important influence in international business. This class is designed to acquaint students with the concept of culture and the way in which it functions in international business. Culture is defined and explored from various perspectives using examples from cross-cultural negotiations, strategy, market research, advertising, etc.

7570  Public-Policy Issues in Marketing (1 to 4) Prerequisite: PhD standing or instructor's consent. 
   Ph.D. students only. Influence of legal environment on marketing-strategy planning; problems of unfair competition and consumer functioning in marketplace. Traces economic, social, and political history of marketing legislation. Students write proposal for a research project to help shape future policy formulation.

7590  Analysis of Structural-Equation Models (1 to 4) Prerequisite: PhD standing or MGT 6590 or instructor's consent. 
   Ph.D. students only. Initially considers structure of a data set by means of exploratory factor analysis. Expands treatment of this structure using confirmatory factor analysis as a means of assessing measurement models. Moves to analysis of structural equations that express relationships among constructs. Topics include reliability of validity of multiple measures of constructs, criteria for evaluation of models, and revision of models based on empirical evidence.

7690  Regression Analysis (4) 
   Regression theory and applications to managerial and social science problems. Two- and three-variable regression in summation notation, matrix algebra, general linear model, and advanced topics.

7700  Strategic Marketing (1 to 4) Prerequisite: PhD standing or instructor's consent. 
   Ph.D. students only. Current theoretical and empirical academic literature on strategic marketing. Formulating and implementing marketing strategies; product lifestyle, product development, product portfolios, and other resource-allocation models; successful versus failing strategies; relationship of marketing to other functional areas; implementation problems.

7740  Marketing Models I (1 to 4) Prerequisite: PhD standing or instructor's consent. Background in calculus, basis statistics and basic regression. 
   Ph.D. students only. Background in calculus, basic statistics, and basic regression. Theoretical and empirical attempts to model important marketing phenomena. Stochastic models of purchase behavior, logic-based models of choice, new-product-forecasting models, decision-calculus models, sales-promotion models, and pricing models.

7750  Marketing Models II (1 to 4) Prerequisite: PhD standing or instructor's consent. Background in multivariate statistics and more advanced regression techniques. 
   Ph.D. students only. Background in multivariate statistics and more advanced regression techniques. Continuation of MKTG 7740. Spatial models, marketing-response models, market-partitioning models, and conjoint-analysis models.

7760  Emperical Research Methods (1.5 to 3) Cross listed as MKTG 6860. 
   Develops ability to design research. Stresses design of research strategy, data collection, use of multivariate statistics and computer analysis. Stresses elements of research common not just to marketing but all business research areas.

7800  Research in Consumer Behavior (1 to 4) Prerequisite: PhD and MBA standing and instructor's consent. 
   Past and current research in consumer behavior and specific proposals in terms of research design.

7810  Advanced Consumer Behavior I (1 to 4) Prerequisite: PhD standing or instructor's consent. 
   Ph.D. students only. Eclectic readings on consumer behavior from both micro and macro perspectives. Historical development of consumer culture, marketplace, and nonmarketplace exchanges; cross-cultural differences in consumption; and emerging paradigms applied to consumer behavior.

7820  Advanced Consumer Behavior II (1 to 4) Recommended Prerequisites: MKTG 7860 and either PhD standing or instructor's consent. 
   Ph.D. students only. Applied course in interpretive consumer research. Interpretation of primary and secondary tests, including field notes, literature, film, and video sources. Interpretive research project in either micro or macro consumer behavior.

7830  Survey of Marketing Literature (3) 
   This course will focus on current research streams in marketing through a discussion of award-winning articles in top marketing journals. The course will focus on, but not be limited to, articles in 'Journal of Marketing,' the 'Journal of Marketing Research,' 'Marketing Science,' and 'Management Science.' Possible topics may include market segmentation, market structure analysis and positioning, brand choice, advertising, pricing, new product forecasting, brand equity, marketing orientation, product quality, and marketing in an information age.

7840  Marketing Theory (1 to 4) Prerequisite: PhD standing. 
   Ph.D. students only. Critical study of marketing subject areas where basic theoretical issues are at stake and marketing thought is most dynamic.

7850  Problematizing Marketing (1 to 4) Prerequisite: PhD standing. 
   This course is designed to acquaint students with many of the important topics, scholars, and issues in the field of marketing/consumer behavior. The student also is exposed to the relevant practices, processes, and intellectural and scholarly skills necessary for success in academia and in marketing. Multiple departmental faculty members participate and present in this seminar.

7860  Qualitative Research in Marketing (1 to 4) Prerequisite: PhD standing or instructor's consent. 
   Ph.D. students only. How to plan, collect, and analyze qualitative data for marketing problems. Ethnographic research, observation, and in-depth interviewing (including group interviewing), still and video photography, projective and other clinical methods, and computer-assisted analysis of qualitative data. Qualitative research project required.

7870  New Product Development (1.5 to 3) Cross listed as MKTG 6800. 
   Managerial and marketing issues surrounding new product and service development in established companies. Creating an innovative climate; managing new-product development. Generating ideas from consumers, concept and product testing, test marketing, and new-product introduction. Some sections taught as writing emphasis; see Writing Program in this section of the catalog for explanation.

7880  Graduate Seminar in Marketing (1 to 4) Prerequisite: PhD standing or instructor's consent. 

7890  Fieldschool in Marketing (4) Prerequisite: PhD standing or instructor's consent. 
   This course involves several in-class meetings, a fieldschool of several days' duration, and an individual or joint research project based on the fieldwork. Students will study and gain hands-on experience in ethnographic methods, including participant-observation, unobtrusive observation, collection of visual data, informal interviewing and structured interviewing, memoiring and keeping journals and fieldnotes. Based on the research projects, students may also conduct intercept studies and assess secondary data. During and after the fieldschool phase, students will engage in peer debriefing sessions and will consider issues of reliability and validity in ethnographic studies.

7910  Special Study (1 to 9) 
   PhD Independent Study.

7920  Directed Summer Ph.D. Research (1 to 6) Prerequisite: PhD level course open to Ph.D. students only. 
   Directed summer PhD research leading to meeting the requirements of PhD Candidacy; specific goals as prescribed by the student's stage in the PhD Program.

7930  Accent Modification (1.5 to 3)  Prerequisite: PhD student status.
   To provide strategies to students with significant foreign or regional accents for improved understanding and use of American English. To better understand spoken American English and to be better understood by a variety of English speaking listeners. Areas addressed will include: articulation (production of American English speech sounds), morphology and syntax (word and sentence structure), intonation (rhythm and stress), and abstracts language (metaphors, proverbs, multiple word meanings, etc.).

7970  Thesis Research: Ph.D. (1 to 9) 

7975  Individual Research Project (3) 
   In this course, students will complete an individual research project that results in a publishable quality paper under the direction of an individual faculty member.

7980  Faculty Consultation (3) 

7990  Continuing Registration: Ph.D. (0)