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Marketing Undergraduate Courses

In offering a variety of products and services, every institution practices some form of marketing. The major in marketing enables students to understand this vital area of business and organizational activity. In assisting students to understand concepts, apply theory to practice and integrate technology, the marketing major also helps them respond to the challenges, opportunities and risks facing marketing professionals.

MK321 Consumer Behavior

Prerequisite(s): GB 301 or GB 214

This course provides students with an understanding of the process of consumer decision-making, the individual and group level influences on consumer behavior, and the implications of consumer behavior for marketers. The course focuses on concepts and theories initially developed in psychology, sociology, demography, anthropology, and other behavioral disciplines and their application to understanding individuals as consumers. Relevant information technology concepts are incorporated into analysis of consumer trends and patterns.

MK322 Marketing Research

Prerequisite(s): (GB 301 or GB 214) and (GB 210 or GB 213 )

Note: This course is required for marketing majors

Introduces tools and techniques of marketing research as an aid to marketing decision-making. Covers definitions of research problems, research methodologies, design of research projects, analysis and interpretation of research results. Emphasizes practical aspects of conducting and evaluating marketing research studies.

MK330 New Product Development and Marketing

Prerequisite(s): GB 301 or GB 214

Considers the role of new products in the survival and growth strategies of organizations. Focuses on the major problems firms encounter in directing and managing their product development and marketing activities. Examines the development process from conception of ideas to commercial introduction using best practices information technology. Also considers the shorter marketing life cycle from introduction to deletion of products in the information age.

MK332 Promotional Strategy

Prerequisite(s): GB 301 or GB 214

Explores promotional goals and processes as they related to the total marketing program of the organization. Examines advertising, personal selling, sales promotion and publicity as promotional techniques. Includes detailed analysis of planning and implementing promotional campaigns.

MK340 Customer Centric Marketing

Prerequisite(s): Junior-level standing and GB 301 or GB 214

It focuses on application of databases for relationship marketing decisions. Examines segmentation, targeting, customer loyalty, lifetime value of customer as a part of relationship marketing plan. Also includes discussion of hardware, software, and implementation issues. A primary emphasis throughout the course will be placed on hands-on experience with leading-edge relationship marketing technologies in a variety of industries.

MK342 Advertising

Prerequisite(s): GB 301 or GB 214

Considers the role of advertising and sales promotion within an institution and within society. Examines the advertising function in its social and ethical, economic, historical, legal and technological contexts. Explores a firm's advertising and sales promotion decisions, and focuses on the design, content and delivery of advertising messages from a communication standpoint. Investigates media, budget and measurement issues in advertising, and explores the increasing use of technological tools used by today's advertising professionals to enhance the effectiveness and efficiency of a firm's communication effort.

MK343 Sales Management

Prerequisite(s): GB 301 or GB 214

This course is now PRS 343.

MK344 Retailing

Prerequisite(s): GB 301 or GB 214

Examines various types of retail formats from the perspective of a professional manager and from that of an entrepreneur. Includes analysis of competitive strategies, information technology in relation to distribution and merchandising, operating in multiple channels, site analysis, e-tailing, store layout and design, merchandise selection, inventory control, pricing, promotion, and integration of the retail mix.

MK361 eMarketing

Prerequisite(s): GB 301 or GB 214. Internet, computer communication and presentation skills.

The development of information technology has changed how individuals and organizations acquire and market goods and services. This course adopts a managerial, applied perspective to examine continuing technology-driven changes in consumers, business activities, and the marketplace itself.

MK365 Marketing of Services

Prerequisite(s): GB 301 or GB 214

Examines the dimensions of the service sector, including the structural differences between services and consumer/industrial products. Explores service marketers' difficulties in using traditional marketing concepts. Focuses on new marketing approaches in service sectors in the information age economy.

MK366 Marketing for Nonprofits

Prerequisite(s): GB 214 or GB 301

It has only been in the past twenty years that marketers have recognized the possible contribution that marketing could make to not-for-profit organizations. This course examines a wide range of nonprofit organizations, focusing especially on the unique needs and challenges that distinguish nonprofits from for-profit organizations. In this course, students will read and present research articles on various topics, discuss case studies, demonstrate their grasp of assigned reading by completion of exams and/or quizzes, and complete a term project that will be presented at the end of the semester.

MK367 International Marketing

Prerequisite(s): GB 301 or GB 214

Analyze the decision-making process of marketing products and services in the international marketplace. A strong emphasis on the emerging role of information technology as it affects marketing managers' decisions on the product, pricing, distribution, and advertising/promotion. Through the appreciation of the differences and similarities of the international environment, students will gain a better understanding of how marketing divisions need to be adapted for overseas markets.

MK368 Business-to-Business Marketing

Prerequisite(s): GB 301 or GB 214

Examines the processes and activities that enable the profitable development and delivery of goods and services in business-to-business (B2B) markets. Focuses on the strategic importance of information technology (IT) in managing relationships when both buyers and sellers are organizations. Areas of study include customer value assessment, organizational buying behavior, value-based segmentation, and the creation and evaluation of integrated business marketing programs. An interactive B2B marketing simulation and in-depth case analyses require the application of the concepts and tools discussed in the course.

MK369 Sports Marketing

Prerequisite(s): GB 301 or GB 214

Sport permeates daily life from both a social and economic viewpoint. Often, businesses, teams, athletes, nonprofit organizations and governments depend on sports to as an integral part of their marketing campaigns. The political and financial impact of these decisions will have global and local ramifications. Students will be introduced to the fundamental issues related to the industry of sport. The course examines the aspects of sport and its impact on business and marketing. Specifically, the course examines sports marketing from the following perspectives: 1. the strategic planning process associated with team sports 2. the marketing of sporting goods and related products 3. the use of sports in the marketing of other goods and services

MK400 Marketing Management

Prerequisite(s): Senior-level standing, (GB 301 or GB 214), and six credit hours of MK courses

Note: This course is required for marketing majors

Serves as a capstone course for marketing majors. A case driven course that integrates materials covered in the marketing curriculum and relates them to the design and implementation of marketing strategy. Selected cases will emphasize the integration of technology into the marketing process. Students are expected to demonstrate competency in analytical and presentation skills. Additionally, students will be required to utilize contemporary hi-tech tools.

MK401 Directed Study in Marketing

Prerequisite(s): Department chairperson's permission

Permits superior students to study special topics. (Allows repetition for credit.)

MK402 Seminar in Marketing

Prerequisite(s): (GB 301 or GB 214), Senior-level standing and/or Instructor's permission

Note: Not offered regularly. Check with department chair for availability.

Covers in-depth examination of contemporary and emerging marketing practices, issues and topics as well as other advanced or scholarly marketing topics, depending upon interests of participants and/or instructor. Teaching pedagogy includes journal articles, field project, and individual assignments.

MK403 Special Topics in Marketing

Prerequisite(s): GB 301 or GB 214

Examines a specific and major marketing topic(s) or theme(s).

MK411 Marketing Project

Prerequisite(s): Senior-level standing and (GB 301 or MK 160)

Focuses on the design, developments and execution of a marketing project on a team basis for an actual client organization. Studies management issues in implementing marketing plans and activities. Examines how specific projects relate to an organization's overall marketing strategy and the resources needed to implement such activities. Discusses criteria used to measure effectiveness of specific marketing activities.

MK421 Internship in Marketing Practice

Prerequisite(s): (GB 301or GB 214) and two marketing courses. Must be approved by internship coordinator.

Note: May be used as marketing, marketing-related, business-related or unrestricted electives.

Offers a field-based learning experience for selected full-time students in marketing. Requires the student to select a seminar project related to his/her internship experience in consultation with the internship advisor. Requires students to attend regular seminar meetings, submit progress reports, and prepare a substantial report on academic concepts related to the work experience.

PRS339 Effective Selling

Prerequisite(s): GB 215

Note: Formerly MG 339

This course is intended to provide the student with a practical real-world understanding of the principles of selling, the sales process and the experiences and skills essential to become successful at selling. The course will place emphasis on the role of sales in business, the necessary “mindset” required, sales process steps and question-based selling techniques to hone in on your prospects needs. The course will also explore various sales structures and compensation options. Sales is actually the process of problem identification and value delivery to a potential buyer. Salespeople develop the skills to discover a buyers “pain” and solve his/her “pain” problems. Good salespeople solve problems for their customers. Understanding how to sell yourself, your ideas, and your products/services is crucial to your success. Everyone can benefit from a better understanding of the sales process and its role in the marketplace. In a sense, we are all salespersons.

PRS343 Sales Management

Prerequisite(s): GB 301 or GB 214

Note: Formerly MK 343

Examines the establishment and maintenance of an effective sales organization. Explores decision-making responsibility at the three primary levels in a sales organization: salesperson, field sales manager and sales executive. Includes a topical analysis of sales-force policies, forecasting, budgeting, expense control, selling strategies, time and territory management, sales automation and corporate sales planning.

PRS373 Sales Strategy and Technology

Prerequisite(s): GB 214, MG 339 (PRS 339) and MK 343 (PRS 343)

Note: MG 339 is now PRS 339 and MK 343 is now PRS 343.

This course focuses on the intersection of sales, operations and technology in driving the growth of organizations of all sizes. The use of technology to speed collaboration between sales, marketing and operations functions is examined. Students will develop insight and knowledge about the strategic role of systems and technology for sales force automation, customer relationship management and customer acquisition. Student will learn strategic sales methods and revenue generation for a variety of business models along with the variety of software and technology that supports sales strategy including Customer Relationship Management, Sales Force Automation, Gamification, Compensation Planning and Tracking, Inbound Lead Management, and more.

PRS421 Professional Sales Internship

Prerequisite(s): MG 339 or PRS 339 and MK 343 or PRS 343. Six credits in Professional Sales Major completed before the start of the internship. Minimum overall GPA of 3.0 and junior or senior standing.

The internship offers a field-based learning experience for selected full-time students in professional sales. Requires the student to select a seminar project related to his/her internship experience in consultation with the internship advisor. Requires students to attend regular seminar meetings, submit progress reports, and prepare a substantial report on academic concepts related to the work experience.