Professional Core
Marketing
Required Course: (4 credits)
0105-363 Principles of Marketing
Elective Courses: (three of the following, 12 credits)
0105-440 Internet Marketing
0105-445 Business to Business E-Commerce
0105-505 Buyer Behavior
0105-554 Database Marketing
0105-555 Marketing in the Global Environment
0105-559 Professional Selling
0105-560 Integrated Marketing Communications
0105-440 Internet Marketing
The course examines the impact of the Internet on traditional marketing and the new form of marketing. It explores the impact of the Internet on marketing strategy and tactics. It explicitly considers using the Internet to increase the value delivered to customers and improve a firm’s competitiveness.Prerequisites: 0105-363 or equivalent
0105-445 Business to Business E-Commerce
The focus of this course is on the effective integration and coordination of various operations in e-business to business transactions. The course includes organizational and financial issues related to successful e-business operation and it explores relationships among suppliers and buyers in these types of businesses. The course looks at the strategies and tactics that organizations can use to build and/or enhance their business to business relationships using electronic business tools and strategies.Prerequisites: 0105-363 or equivalent, 0112-310, junior status
0105-505 Buyer Behavior
A study of the determinants of consumer and business buying behaviors. Emphasis is on understanding the buying decision process model as a framework for analysis of why and how consumers and businesses purchase and consume products and services. Social, cultural and psychological factors influencing buyer behavior are discussed. Consumption patterns, market segmentation, attitude formation and change, customer satisfactions are also covered.
Prerequisites: 0105-363, junior status
0105-555 Marketing in the Global Environment
A study of the management challenges of marketing in foreign countries. Topics include the assessment of foreign markets, foreign customer requirements, entry strategies, foreign channel management, promoting internationally, transfer pricing and world-class quality.Prerequisites: 0105-363, junior status
0105-559 Professional Selling
Selling concepts, tools, strategies and tactics are discussed as they apply to both external and internal customers. Students learn and experience some of the problems faced and rewards earned by those in professional sales. Selling in a total quality environment is emphasized. Customer relationship management/partnering with customers and truly seeking to meet their requirements are discussed as key to long-term success.Prerequisites: 0105-363, junior status
0105-560 Integrated Marketing Communications
An in-depth view of tools of advertising, sales promotion and public relations. Students develop a comprehensive promotion plan, beginning with the marketing strategy and ending with implementation and evaluation.Prerequisites: 0105-363, junior status