0081. Introduction to Marketing (3 s.h.) F S SS.

(Formerly: Marketing 0101.)

Prerequisite: Economics C051; Economics C052 is a corequisite or prerequisite.

Introduction to the role of marketing in the U.S. economy and within the firm. The interaction of marketing with other business functions and with society. Study of marketing mix development and issues, including product, price, promotion, distribution, and the decisions involved.

0091. Introduction to Marketing-Honors (3 s.h.) F.

(Formerly: Marketing 0191.)

Open only to business designated honors students or with special permission. May be used to meet the marketing requirement of the Fox School of Business and Management. Introduction to the discipline of marketing. The nature of marketing activities in contemporary society and the firm. Study of marketing mix variables and decision processes involved in corporations and public agencies. Concepts from economics, behavioral sciences, and modern systems theory are incorporated.

W160. Consumer and Buyer Behavior (3 s.h.) F S SS. Core: WI.

Prerequisite: Marketing 0081 (formerly Marketing 0101).

A survey and integration of concepts, theories, and frameworks that help explain the behavior of consumers. Topics include perception, product knowledge and involvement, decision making, learning, conditioning, and social influences such as culture , micro-culture, and social class. The course emphasizes the use of these concepts in developing marketing strategies.

Note: This is a writing intensive course.

0182. Advertising (3 s.h.) F S SS.

Prerequisite: Marketing 0081 (formerly Marketing 0101).

Setting advertising objectives and budgets, clients-agency-media relations, demand stimulation, media selection and evaluation, and the social responsibilities and regulation of advertising at the level of the firm and of the industry.

0210. Marketing Research (3 s.h.) F S SS.

Prerequisite: Marketing 0081(formerly Marketing 0101), Statistics C021 and 0022.

Methods for collecting, analyzing, and interpreting data relevant to the marketing decision-making process. Course will focus on structuring marketing problems in terms of specific research questions, understanding primary and secondary sources of marketing research data (including issues in data collection), using specific techniques for analyzing marketing research data, and using these analyses to make better marketing management decisions.

0212. Information Management for Electronic Commerce (3 s.h.) S.

Prerequisite: Marketing 0081 (Formerly Marketing 0101) and Management Information Systems 0100.

The collection, analysis, and utilization of electronic data for the development of E-Commerce marketing strategies. The course also includes the study of data warehousing technologies, marketing information systems, data mining, and customer relationship management.

0220. Promotion Management (3 s.h.) S SS.

Prerequisite: Marketing 0081(Formerly Marketing 0101) and W160.

Strategic management of the entire promotion blend. Relationship of advertising, personal selling, sales promotion, and publicity to meet the information needs of the pre-selected market segments. The interaction of promotion with the rest of the marketing mix and the transaction process will also be covered.

0221. Sales and Sales Management (3 s.h.) F.

Prerequisite: Marketing 0081 (Formerly Marketing 0101).

A brief introduction to the behavioral aspects of personal selling and a discussion of sales management. The course includes recruiting, selection, training, motivation, compensation, control, and the strategy of matching the sales effort to the sales task.

0231. Retail Administration (3 s.h.) F.

Prerequisite: Marketing 0081 (Formerly Marketing 0101) and W160.

Critical analysis of retailing strategy and management with intensive examination of selected current major problem areas unique to the retail sector of the economy.

0232. E-Retailing and Supply Chain Management (3 s.h.) F.

Prerequisite: Marketing 0081 (formerly Marketing 0101) and 0241.

Critical analysis of E-retailing strategies and how firms are using the Internet to expand their markets, service customers, and increases their sales. The course also looks at the critical supply chain issues involved in e-commerce including inventory management, transportation, procurement and warehousing involved in E-Retailing management.

0235. Introduction to Physical Distribution Management (3 s.h.) F.

Prerequisite: Marketing 0081 (formerly Marketing 0101) and MSOM 0105.

An introduction to the principles and problems of physical distribution management; the relationship of physical distribution to the rest of the marketing function.

0240. Direct Marketing (3 s.h.) SS.

Prerequisite: Marketing 0081 (formerly Marketing 0101).

An introduction to the concepts, strategies, and applications involved in direct marketing. Application areas include: direct mail, broadcast, print advertising, catalogs, co-ops, telemarketing, inserts, and videocassettes. The measurability and accountability of direct marketing is stressed.

0241. Direct Marketing and E-Commerce Channels (3 s.h.)

Prerequisite: Marketing 0081 (formerly Marketing0101) and Marketing 0212 and Marketing 0246.

This course provides an introduction to the principles of direct marketing from the perspective of marketers attempting to sell to both consumer and organizational markets. Direct marketing efforts will be approached from the perspective of intergrating these efforts with the Internet as either a stand-alone marketing channel or as part of a multimedia strategy.

0250. International Marketing (3 s.h.) F SS.

Prerequisite: Marketing 0081 (formerly Marketing 0101).

Problems of marketing and analysis of the internal marketing system of countries with various types of political-economic structures. The strategic impact of economic, cultural, political, and legal differences on marketing is emphasized. International product, price, promotion, and distribution issues are also considered.

0260. Industrial Marketing (3 s.h.)

Prerequisite: Marketing 0081 (Formerly Marketing 0101).

An introduction to the marketing of industrial and organizational goods and services. The course examines the process of industrial buying, sales forecasting, industrial marketing strategy, innovation, marketing mix management, and controlling marketing performance.

0261. Business-to-Business Marketing with E-Commerce (3 s.h.)

Prerequisite: Marketing 0081 (Formerly Marketing 0101) and Marketing 0241.

An introduction to the business-to-business marketing of industrial and organizational goods and services with E-Commerce. The course examines how the Internet can be used in the process of industrial buying, sales forecasting, industrial marketing strategy, innovation, marketing mix management, and controlling marketing performance.

W360. Marketing Strategy Planning (3 s.h.) F S SS. Core: WI.

Prerequisite: Marketing 0081 (Formerly Marketing 0101), Marketing W160, Marketing 0210, and at least one other 0200 level marketing course.

The application of quantitative and behavioral techniques to the strategic planning and evaluation of marketing systems. The course emphasizes strategic decision making with regard to product research and development, price setting, promotion, channels of distribution, and physical distribution.

Note: This is a writing intensive course.

W361. E-Commerce Marketing Strategy (3 s.h.) F S. Core: WI.

Prerequisite: Marketing 0081 (Formerly Marketing 0101), Marketing W160, Marketing 0212, Marketing 0241, and at least one other 0200-level marketing course.

The course examines the marketing management process in e-commerce. It looks at the strategic implications of e-commerce on a firms operations and considerations the pricing, advertising, distribution, market segmentation, and new product development strategies in an e-marketing firm. Developing the marketing plan for e-commerce strategies and the international implications of ecommerce are considered.

0394. Special Topics (3 s.h.)

Prerequisite: Marketing 0081 (Formerly Marketing 0101).

Special topics in current developments in the field of marketing.

0395. Event Marketing (3 s.h.)

Prerequisite: Marketing 0081 (Formerly Marketing 0101).

Event marketing addresses how events such as sporting events, concerts, art exhibits, trade shows, celebrity book signings, etc., are planned and executed. Events are contrasted from other forms of goods and services marketing by virtue of their experiential nature; the consumer does not take title to them, nor does the consumer rent them, rather they are intangibles which are perishable (exist at a specific point in time). Students are exposed to the unique opportunities in the area through the development of marketing programs and plans that specifically address event marketing.

0396. Independent Study (1 - 6 s.h.) F S SS.

Prerequisite: Consultation with faculty member and approval of department chairperson.

Readings and/or papers under supervision of a faculty member.