B MKT 312 Marketing Research (3)
Understanding consumers is central to success in marketing. Marketing research is what marketers use in order to understand consumers. This course covers all aspects of marketing research process, including planning, design, collecting data, and analyzing data using SPSS or other statistical analysis software. Prerequisite(s): B MKT 310, B ITM 220, or A MAT 108.

B MKT 351 Consumer Behavior (3)
The goal of this course is to provide a comprehensive understanding of (a) why consumers behave the way they do; (b) what factors influence such behavior; and (c) how consumers make decisions in the marketplace. Understanding consumer behavior serves as the foundation upon which advertising, sales promotion, product, packaging, pricing, distribution, and other aspects of marketing strategy are built. Prerequisite(s): B MKT 310, and B ITM 220 or A MAT108.

B MKT 376 Global/International Marketing (3)
This course extends marketing principles to the global arena. Through active participation and projects, you will learn about the problems of implementing a marketing mix globally and how to evaluate the social, legal, political, and ethical concerns in operating a global enterprise. Prerequisite(s): B MKT 310.

B MKT 411 Marketing Management (3)
To survive, every organization needs customers. Marketers develop, price, promote, and distribute products and services for the purpose of creating equitable exchanges with customers. As such, marketing is a long-term process that focuses on customer needs and the ability of the firm to satisfy those needs. A key assignment in this course is to develop a defensible business plan. Prerequisite(s): B MKT 351.

B MKT 430/430Z Personal Selling and Sales Management (3)
This course prepares students to enter business in the sales department and advance into management. We cover the selling process, focusing on the concepts and tactics associated with consultative selling, the approach associated with business-to-business transactions. Also, we examine how managers build their organization through effective recruiting, training, and supervising. In-class exercises put concepts like team-building and negotiation into practice. Students learn about the very same practices that they face when entering the job market. Guest speakers and cases bring the topics alive and anchor discussion in the real world. Writing and presentation skills improve through practice and feedback. Prerequisite(s): B MKT 310.

B MKT 432 Advertising: An IMC Perspective (3)
Through projects and active participation in this course, you will learn how people receive and process messages; why some efforts work while others fail; how to integrate your efforts and target an audience through advertising, public relations, direct marketing, and information systems; how to assess communication options systematically and formulate integrated marketing communication plans; and how an integrated marketing communication plan can win and keep customers. Prerequisite(s): B MKT 351.

B MKT 437Z Business Marketing (3)
B MKT 437Z provides an introduction to business-to-business marketing and the role played by advancing technology, including IT. Students learn the concepts and strategies behind supply chains, industrial purchasing, electronic business markets, strategic partnerships and networks, and cross-border business marketing. New advances in building business relationships are explored. Classes are action-oriented, involving case discussions, team presentations, and guest speakers. Writing and presentation skills improve through practice and feedback. Especially when combined with B MKT 430Z, students are well equipped to enter and advance in the world of business-to-business sales and marketing. Prerequisite(s): B MKT 310. May not be offered in 2009-2010.

B MKT 460Z Internet Marketing Strategy (3)
In this course you will learn how to think and plan as a Web marketing manager. You will create an Internet strategy that builds on the strength of existing marketing programs, build a brand on the Web using techniques for Internet marketing strategy, recognize the situations in which a Web strategy will work, and make improvements to functioning sites that are not achieving expected results. Prerequisite(s): open only to senior School of Business majors. Permission of School of Business. May not be offered in 2009-2010.

B MKT 480/480Z Selected Topics in Marketing (3)
Intensive study of topics in marketing. Topics may include project management, new product development, management of innovation, use of microcomputers for marketing decisions, retailing, and industrial marketing. May be repeated for credit when topic differs. Prerequisite(s): open only to senior business administration majors. Permission of School of Business.