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MKTG 380
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Marketing Research
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3.0
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FS
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Prerequisites: MATH 108, MKTG 305.
User-oriented analysis of the marketing research process, including problem definition, proposal preparation, research design, data collection, sampling methods, data analysis, interpretation, and presentation of findings. 3 hours lecture.
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MKTG 389
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Intern/Cooperative Education
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1.0
-3.0
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FS
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Prerequisites: MKTG 371 or MKTG 380, Senior standing, faculty permission.
This course is an internship offered for 1.0-3.0 units. You must register directly with a supervising faculty member. For students who wish to gain practical work experience with participating firms/organizations. This course enables a student to study policy, control, and decision-making in a specialized work environment. See advisor for student's performance requirements, assignments, and methods of evaluation prior to undertaking the internship. You may take this course more than once for a maximum of 15.0 units. Credit/no credit grading.
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MKTG 464
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Customer Relationship Management
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3.0
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FS
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Prerequisites: MKTG 305, MKTG 371.
After completion of this course, students are expected to: acquire a working knowledge of CRM in the various business contexts, understand the importance of information technology in marketing and sales, enhance ability to analyze customers heuristically and financially, and develop an understanding of the marketing and sales processes used to improve customer experiences. 3 hours lecture.
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MKTG 465
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E-Marketing
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3.0
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FA
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Prerequisite: MKTG 371.
Study of the changes in the marketplace created by the increasing utilization of technological tools to perform traditional marketing functions. The course provides insight into strategies and tactics which can be used to implement and manage electronic marketing initiatives. 3 hours lecture.
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MKTG 468
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Entrepreneurial Marketing
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3.0
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FS
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|
Prerequisites: MKTG 305; MGMT 450 or MKTG 371.
Application of an entrepreneurial and small business mindset to defining and analyzing marketing issues for a new venture. This included product, price, promotions, merchandising, customer experience, distribution and branding strategies, personal selling; and non-traditional approaches to marketing. 3 hours lecture.
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MKTG 470
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Sales Management
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3.0
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FS
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Prerequisite: MKTG 371.
Management of the sales force and sales process including account management, sale force organization, sales forecasting and budgeting, quota setting, territory management, recruitment and selection, training, motivation and compensation systems, evaluation and control of sales performance. Role of customer relationship management systems in managing sales information and the customer interface. Current issues in sales management. 3 hours discussion.
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MKTG 471
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Distribution Systems and Channel Management
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3.0
|
FS
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|
Prerequisite: MKTG 371 for Marketing Option students and OSCM 306 for non-Marketing Option students.
This course is also offered as
OSCM 471.
The course includes a study of distribution and its role in the marketing system, economics of distribution, financing competing carriers, rate determination, government regulation subsidization, carrier organization, operation, and traffic control. 3 hours lecture.
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MKTG 472
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Advertising and Marketing Communications
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3.0
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FS
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Prerequisite: MKTG 371.
The concept and process of integrating all of the communications by a marketer to create synergy and a unique selling proposition. Examines development and execution of advertising, publicity, sales promotions, direct marketing, sponsorship and personal selling programs that build lifetime customer relationships through a variety of media or contacts. 3 hours discussion.
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MKTG 473
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Strategic Personal Selling
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3.0
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FS
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Prerequisite: MKTG 371.
Principles and practices of strategic personal selling, including relationship strategy, customer strategy, product strategy, and presentation strategy. The role of personal selling in the marketing mix and the current business environment. 3 hours lecture.
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MKTG 475
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Retailing
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3.0
|
FS
|
|
Prerequisite: MKTG 371.
Essentials of retail management; market segmentation and market research for retail operations, buying and pricing functions, inventory control, budgeting, nature of change. 3 hours discussion.
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MKTG 476
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Business Marketing
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3.0
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SP
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Prerequisite: MKTG 371.
Study of the marketing of goods and services to business, government, and institutions. The focus is on organizational buying, market analysis and planning, and development of marketing mix. 3 hours discussion.
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MKTG 477
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International Marketing
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3.0
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FA
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Prerequisites: MKTG 305, Senior Standing.
A study of all aspects of marketing unique to international business. Examines the impact of cultures, ethics, history, politics, and social customs on marketing thinking and practices worldwide. 3 hours discussion.
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MKTG 478
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Service Marketing
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3.0
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SP
|
|
Prerequisite: MKTG 371.
Study of the unique characteristics of services and their implications for the development of effective marketing strategies, programs, and plans for service businesses, including professional services, not-for-profit services, and international services. 3 hours discussion.
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MKTG 479
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Sales Competitions: Strategy and Practice
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3.0
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SP
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|
Prerequisites: MKTG 305, MKTG 371.
The purpose of this course is to provide a review of the theoretical foundation of personal selling and an opportunity to build practical sales experience. Specific attention is paid to the development of role playing skills and the ability to analyze complex case problems. Particular emphasis is placed on relationship-building skills, problem analysis, solution-based presentations, and closing/follow-up techniques. Students compete in at least one sales competition. 3 hours lecture.
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MKTG 482
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Sports Marketing
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3.0
|
FS
|
|
Prerequisite: MKTG 371.
This course introduces students to the specialized field of sports marketing and its role in society. Subjects covered include marketing through sports sponsorship, endorsements, naming rights, licensing, facility design, merchandising, ticket sales and pricing, and other emerging issues related to sports marketing. Career opportunities as they relate to the sports marketing industry are also explored. 3 hours lecture.
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MKTG 483
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Advanced Topics in Professional Sales
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3.0
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FS
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Prerequisites: MKTG 371, MKTG 473, or faculty permission.
Emerging techniques and issues in sales negotiation, persuasion, and customer relationship management. Financial, ethical and sales leadership issues are also examined. 3 hours lecture.
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MKTG 490
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Strategic Marketing Management
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3.0
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FS
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Prerequisites: MKTG 371, MKTG 380.
Capstone course involving the decision-making process to demand analysis and developing product, distribution, promotion, and pricing strategies. 3 hours discussion.
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