Management and Marketing
Majors:
- Bachelor of Science in Business Administration, Entrepreneurship
- Bachelor of Science in Business Administration, International Business Management-Global Markets Emphasis
- Bachelor of Science in Business Administration, International Business Management-Human Resources Emphasis
- Bachelor of Science in Business Administration, Marketing
- Bachelor of Science in Business Administration, Marketing-Sales Management Emphasis
- Bachelor of Science in Business Administration, Marketing-Product Innovation Emphasis
Minors:
The Management program offered by the Management/Marketing Department includes a major or minor in two distinct areas: International Business Management and Entrepreneurship. The department also offers a major or a minor in Marketing.
Faculty
Jay Janney, Chairperson
Professors: Bickford, King, Sweeney
Associate Professors: Janney, Kiewitz, Lau, Sullivan
Assistant Professors: Kenworthy, Meek
Lecturers: Chelle, Forlani, Gentner, Miller
Adjunct Faculty: Allen, Brady, Cothrel, Dudon, Hurtado, June, Kohls, Lewis, Sandner, Wood, Zavakos
Entrepreneurship
Students majoring or minoring in Entrepreneurship will develop an understanding of how a business enterprise is conceived, launched and sustained. The curriculum teaches students how to identify viable business opportunities and explores how such opportunities are transformed into new ventures. Additional emphasis is placed on how entrepreneurial ventures:
- Successfully compete for financial resources
- Successfully identify and reach their target markets
- Successfully establish business processes, systems, and controls to manage small and growth-oriented ventures.
Students must apply to and be accepted as an Entrepreneurship major. The admissions process is selective and occurs in the spring semester. The Entrepreneurship major curriculum begins with a two-course sequence in MGT 220 and 221 (taken over an academic year), after which students take MGT 320 and MGT 321 (these latter two courses must be taken together and are only offered in fall semester). This sequencing of courses means it is very important for students interested in majoring in Entrepreneurship to pay attention to the admissions process. Non-SBA students interested in the Entrepreneurship major cannot be admitted until they are officially transferred into the SBA.
A key feature of the Entrepreneurship major is the Sophomore Experience in which student teams create micro-businesses and actually run them during their sophomore year. This experience is directed through the Crotty Center for Entrepreneurial Leadership and includes seminars with faculty and entrepreneurs who work with students to develop the essential knowledge, skills, and abilities for successfully running a micro-business. Another key feature is the senior capstone seminar in which students work as consultants with an entrepreneur to solve an actual problem within an existing entrepreneurial business. Entrepreneurship majors can also participate in the:
- Everest Real Estate Challenge (open to ENT majors only)
- Flyer Angels (a student-run angel fund open to ENT majors only)
- the UD Business Plan Competition (open to all students, see http://www.udayton.edu/business/udbpc/ )
Students can also obtain a minor in Entrepreneurship. For both business and non-business majors, the minor in Entrepreneurship consists of twelve semester hours. The minor is designed to be achievable without prerequisites.
Bachelor of Science in business administration with a major in Entrepreneurship (ENT) minimum of 124 credit hours
| Common Academic Program (CAP) | ||
| *credit hours will vary depending on courses selected | ||
| First-Year Humanities Commons 1 | 12 | |
| West and the World | ||
| Introduction to Religious and Theological Studies | ||
| Intro To Philosophy | ||
| Writing Seminar I 2 | ||
| Second-Year Writing Seminar 3 | 0-3 | |
| Writing Seminar II | ||
| Oral Communication | 3 | |
| Principles of Oral Communication | ||
| Mathematics | 3 | |
| Social Science | 3 | |
| Arts | 3 | |
| Natural Sciences 4 | 7 | |
| Crossing Boundaries | variable credit | |
Faith Traditions | ||
Practical Ethical Action | ||
Inquiry | ||
Integrative | ||
| Advanced Study | variable credit | |
Philosophy and/or Religious Studies | ||
Historical Studies | ||
| Diversity and Social Justice | 3 | |
| Major Capstone | 0-3 | |
| 1 | |
| 2 | |
| 3 | |
| 4 | Must include two different disciplines and accompanying lab. |
| SBA Core Curriculum | ||
| ACC 207 | Introduction to Financial Accounting | 3 |
| ACC 208 | Introduction to Managerial Accounting | 3 |
| BAI 150 | Business Educational Planning | 1 |
| BAI 103L | Business Computing Laboratory | 1 |
| BAI 151 | Business Integration Experience | 1 |
| DSC 210 | Statistics for Business I | 3 |
| DSC 211 | Statistics for Business II | 3 |
| ECO 203 | Principles of Microeconomics (Satisfies CAP Social Science) | 3 |
| ECO 204 | Principles of Macroeconomics | 3 |
| ENG 370 | Report & Proposal Writing (Satisfies CAP Inquiry) | 3 |
| or ENG 371 | Technical Communication | |
| or ENG 372 | Business Communication | |
| FIN 301 | Introduction to Financial Management | 3 |
| MGT 201 | Legal Environment of Business | 3 |
| MGT 301 | Organizational Behavior | 3 |
| MGT 490 | Managing the Enterprise (Satisfies CAP Integrative) | 3 |
| MTH 128 | Finite Mathematics | 3 |
| MTH 129 | Calculus for Business (Satisfies CAP Mathematics) | 3 |
| MIS 301 | Information Systems in Organizations | 3 |
| MKT 301 | Principles of Marketing | 3 |
| OPS 301 | Survey of Operations & Supply Management | 3 |
| PHL 313 | Business Ethics (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL) | 3 |
| or REL 368 | Practical wisdom in the business world | |
| ECO elective (300/400 level) | 3 | |
| Social Science elective (ANT, POL, PSY, SOC) | 3 | |
| Major Requirements | 18 | |
| MGT 220 | Entrepreneurship Sophomore Experience I (Must be taken first semester Sophomore Year) | 2 |
| MGT 221 | Entrepreneurship Sophomore Experience II (Must be taken second semester Sophomore Year) | 1 |
| MGT 320 | New Venture Creation | 3 |
| MGT 321 | Financing Entrepreneurial Ventures | 3 |
| MGT 430 | Senior Seminar in Entrepreneurship (Satisfies CAP Major Capstone) | 3 |
| Select two courses from: | 6 | |
| Leadership & Motivation | ||
| Advanced Selling Skills in High Technology Industries | ||
| Entrepreneurial Marketing | ||
| Small Business Management | ||
| Business Plans for Emerging Firms | ||
| Human Resource Management in the Emerging Firm | ||
| Family Business Management | ||
| Franchising | ||
| Current Issues in Entrepreneurship | ||
| New Product Development | ||
Academic Electives to bring total to at least 124 credits
Minor in Entrepreneurship (ENT)
| Entrepreneurship | ||
| Business Majors | ||
| MGT 318 | Fundamentals of New Venture Creation | 3 |
| MGT 319 | Fundamentals of Entrepreneurial Finance | 3 |
| Select two courses from: 1 | 6 | |
| Leadership & Motivation | ||
| Advanced Selling Skills in High Technology Industries | ||
| Entrepreneurial Marketing | ||
| Small Business Management | ||
| Business Plans for Emerging Firms | ||
| Human Resource Management in the Emerging Firm | ||
| Family Business Management | ||
| Franchising | ||
| Current Issues in Entrepreneurship | ||
| New Product Development | ||
| Total Hours | 12 | |
| 1 | A student minoring in entrepreneurship may petition the department chair to substitute other management courses in place of one, but not two, of these electives. The request will be considered in light of the student's overall academic program and career intention. It is recommended that the student speak to the department to determine the course offerings schedule. |
| Non-Business Majors | ||
| MGT 318 | Fundamentals of New Venture Creation | 3 |
| MGT 319 | Fundamentals of Entrepreneurial Finance | 3 |
| MGT 301 | Organizational Behavior | 3 |
| or MGT 201 | Legal Environment of Business | |
| or MKT 300 | Survey of Marketing | |
| Select one course from: | 3 | |
| Leadership & Motivation | ||
| Advanced Selling Skills in High Technology Industries | ||
| Entrepreneurial Marketing | ||
| Small Business Management | ||
| Business Plans for Emerging Firms | ||
| Human Resource Management in the Emerging Firm | ||
| Family Business Management | ||
| Franchising | ||
| Current Issues in Entrepreneurship | ||
| New Product Development | ||
| Total Hours | 12 | |
International Business Management
Students majoring in International Business Management (IBM) will build global leadership competencies by acquiring a deeper understanding of global business and cultural practices while at the same time building a leadership skill set. Upon graduation, students will possess a breadth of business knowledge and abilities enabling them to assess complex problems in global business settings and to lead the implementation of effective, innovative and transformative solutions.
Features of Major:
- Exposure to international business academic training
- Bookend experience that launches students into the major and concludes with an experiential learning experience
- Leadership skills built via coursework, hands-on exercises, examination of personal assets/strengths and putting both into practice with application of knowledge and skills to applied problems.
- Project management skills obtained by working on case studies and hands-on projects throughout the major
- A required on-the-ground international learning experience while completing the major
Emphasis in Global Markets or Human Resource Management
IBM students must choose either the Global Markets Emphasis or Human Resource Management Emphasis. The Global Markets Emphasis is best suited for students who wish to pursue the highest level of global literacy and understanding of international markets in terms of opportunities to sell and buy goods and services. The Human Resource Management Emphasis is best suited for students who wish to focus their major on further development of leadership and management skills that best help organizations to position, motivate, and reward human capital globally.
Bachelor of science in Business Administration with a major in International Business Management (ibm) minimum of 124 credit hours
| Common Academic Program (CAP) | ||
| *credit hours will vary depending on courses selected | ||
| First-Year Humanities Commons 1 | 12 | |
| West and the World | ||
| Introduction to Religious and Theological Studies | ||
| Intro To Philosophy | ||
| Writing Seminar I 2 | ||
| Second-Year Writing Seminar 3 | 0-3 | |
| Writing Seminar II | ||
| Oral Communication | 3 | |
| Principles of Oral Communication | ||
| Mathematics | 3 | |
| Social Science | 3 | |
| Arts | 3 | |
| Natural Sciences 4 | 7 | |
| Crossing Boundaries | variable credit | |
Faith Traditions | ||
Practical Ethical Action | ||
Inquiry | ||
Integrative | ||
| Advanced Study | variable credit | |
Philosophy and/or Religious Studies | ||
Historical Studies | ||
| Diversity and Social Justice | 3 | |
| Major Capstone | 0-3 | |
| 1 | |
| 2 | |
| 3 | |
| 4 | Must include two different disciplines and accompanying lab. |
| SBA Core Curriculum | ||
| ACC 207 | Introduction to Financial Accounting | 3 |
| ACC 208 | Introduction to Managerial Accounting | 3 |
| BAI 150 | Business Educational Planning | 1 |
| BAI 103L | Business Computing Laboratory | 1 |
| BAI 151 | Business Integration Experience | 1 |
| DSC 210 | Statistics for Business I | 3 |
| DSC 211 | Statistics for Business II | 3 |
| ECO 203 | Principles of Microeconomics (Satisfies CAP Social Science) | 3 |
| ECO 204 | Principles of Macroeconomics | 3 |
| ENG 370 | Report & Proposal Writing (Satisfies CAP Inquiry) | 3 |
| or ENG 371 | Technical Communication | |
| or ENG 372 | Business Communication | |
| FIN 301 | Introduction to Financial Management | 3 |
| MGT 201 | Legal Environment of Business | 3 |
| MGT 301 | Organizational Behavior | 3 |
| MGT 490 | Managing the Enterprise (Satisfies CAP Integrative) | 3 |
| MTH 128 | Finite Mathematics | 3 |
| MTH 129 | Calculus for Business (Satisfies CAP Mathematics) | 3 |
| MIS 301 | Information Systems in Organizations | 3 |
| MKT 301 | Principles of Marketing | 3 |
| OPS 301 | Survey of Operations & Supply Management | 3 |
| PHL 313 | Business Ethics (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL) | 3 |
| or REL 368 | Practical wisdom in the business world | |
| ECO elective (300/400 level) | 3 | |
| Social Science elective (ANT, POL, PSY, SOC) | 3 | |
| Major Requirements | ||
| INB 302 | Survey of International Business | 3 |
| MGT 403 | Cross-Cultural Management | 3 |
| INB 450 | Seminar in Current Global Issues | 3 |
| International learning experience requirement | ||
| Global Markets Emphasis or Human Resource Management Emphasis | 9 | |
Select on emphasis from:
| Global Markets Emphasis | ||
| Select two courses from: | 6 | |
| Doing Business in Emerging Markets | ||
| Doing Business in Latin America | ||
| Doing Business in Asia | ||
| Doing Business in Europe | ||
| Doing Business in Africa | ||
| Export Management | ||
| Select one course from: | 3 | |
| International Accounting | ||
| International Business Finance | ||
| Global Marketing | ||
| Supply Chain Management Strategies | ||
| Human Resource Management Emphasis | ||
| MGT 350 | Managerial Skills | 3 |
| MGT 423 | Human Resource Management in the Emerging Firm | 3 |
| Select one course from: | 3 | |
| Leadership & Motivation | ||
| Group Dynamics, Team Processes & Decision Making | ||
| Employee Training & Development | ||
Minor in International Business Management (IBM)
| International Business Management | ||
| Business Majors | ||
| INB 302 | Survey of International Business | 3 |
| MGT 403 | Cross-Cultural Management | 3 |
| Select two courses from: | 6 | |
| International Accounting | ||
| International Business Finance | ||
| Doing Business in Emerging Markets | ||
| Doing Business in Latin America | ||
| Doing Business in Asia | ||
| Doing Business in Europe | ||
| Doing Business in Africa | ||
| Export Management | ||
| Managerial Skills | ||
| Leadership & Motivation | ||
| Group Dynamics, Team Processes & Decision Making | ||
| Employee Training & Development | ||
| Human Resource Management in the Emerging Firm | ||
| Global Marketing | ||
| Supply Chain Management Strategies | ||
| Total Hours | 12 | |
| Non-Business Majors | ||
| MGT 301 | Organizational Behavior | 3 |
| INB 302 | Survey of International Business | 3 |
| MGT 403 | Cross-Cultural Management | 3 |
| Select two courses from (pre-requisites may apply): | 6 | |
| International Accounting | ||
| International Business Finance | ||
| Doing Business in Emerging Markets | ||
| Doing Business in Latin America | ||
| Doing Business in Asia | ||
| Doing Business in Europe | ||
| Doing Business in Africa | ||
| Export Management | ||
| Managerial Skills | ||
| Leadership & Motivation | ||
| Group Dynamics, Team Processes & Decision Making | ||
| Employee Training & Development | ||
| Human Resource Management in the Emerging Firm | ||
| Global Marketing | ||
| Supply Chain Management Strategies | ||
| Total Hours | 15 | |
Marketing
A student with a major or minor in Marketing learns systematic ways for identifying, understanding and satisfying consumer and organizational needs. Courses in the major are designed to instill in students an appreciation for both the total marketing process as well as specialized marketing activities such as:
- Purchasing
- Sales
- Retailing
- Brand management
- Marketing research
They likewise focus on how to integrate the marketing process with the objectives of the organization, the functions of the economy, and the constraints of society from national and global perspectives. Students learn to apply conceptual principles and quantitative techniques in their study of consumer and business markets with the goal of becoming informed, skilled and competent marketing professionals. Marketing majors also have the option to earn an emphasis in Sales Management or Product Innovation as part of their major. To earn either emphasis, majors must select all three of their electives from a required list of marketing courses that focus on sales or product innovation. Both emphases are very attractive to many prospective employers. The marketing program also competes annually in the National Collegiate Sales Competition. Marketing majors wishing to participate in the competition apply to be on the UD team in the fall.
Marketing majors frequently combine their academic studies with either a co-op or internship work experience. General elective credit for such experiences is approved on a case-by-case basis with the criteria being the nature of the experience and its degree of integration into the student's academic program as well as successful completion of internship/co-op preparation activities required by the department.
Faculty
Jay Janney, Chairperson
Associate Professors: Durmusoglu, Pan, Sparks, Wells
Assistant Professors: Davidson, Dugan, Harmon-Kizer, Hirunyawipada
Lecturers: Dickey, Krystofik
Adjunct Faculty: Blanford, Clarke, Collier, Hiatt, McClain, Sinnott, Woeste
Bachelor of Science in business administration with a major in Marketing (MKT) minimum of 124 credit hours
| Common Academic Program (CAP) | ||
| *credit hours will vary depending on courses selected | ||
| First-Year Humanities Commons 1 | 12 | |
| West and the World | ||
| Introduction to Religious and Theological Studies | ||
| Intro To Philosophy | ||
| Writing Seminar I 2 | ||
| Second-Year Writing Seminar 3 | 0-3 | |
| Writing Seminar II | ||
| Oral Communication | 3 | |
| Principles of Oral Communication | ||
| Mathematics | 3 | |
| Social Science | 3 | |
| Arts | 3 | |
| Natural Sciences 4 | 7 | |
| Crossing Boundaries | variable credit | |
Faith Traditions | ||
Practical Ethical Action | ||
Inquiry | ||
Integrative | ||
| Advanced Study | variable credit | |
Philosophy and/or Religious Studies | ||
Historical Studies | ||
| Diversity and Social Justice | 3 | |
| Major Capstone | 0-3 | |
| 1 | |
| 2 | |
| 3 | |
| 4 | Must include two different disciplines and accompanying lab. |
| SBA Core Curriculum | ||
| ACC 207 | Introduction to Financial Accounting | 3 |
| ACC 208 | Introduction to Managerial Accounting | 3 |
| BAI 150 | Business Educational Planning | 1 |
| BAI 103L | Business Computing Laboratory | 1 |
| BAI 151 | Business Integration Experience | 1 |
| DSC 210 | Statistics for Business I | 3 |
| DSC 211 | Statistics for Business II | 3 |
| ECO 203 | Principles of Microeconomics (Satisfies CAP Social Science) | 3 |
| ECO 204 | Principles of Macroeconomics | 3 |
| ENG 370 | Report & Proposal Writing (Satisfies CAP Inquiry) | 3 |
| or ENG 371 | Technical Communication | |
| or ENG 372 | Business Communication | |
| FIN 301 | Introduction to Financial Management | 3 |
| MGT 201 | Legal Environment of Business | 3 |
| MGT 301 | Organizational Behavior | 3 |
| MGT 490 | Managing the Enterprise (Satisfies CAP Integrative) | 3 |
| MTH 128 | Finite Mathematics | 3 |
| MTH 129 | Calculus for Business (Satisfies CAP Mathematics) | 3 |
| MIS 301 | Information Systems in Organizations | 3 |
| MKT 301 | Principles of Marketing | 3 |
| OPS 301 | Survey of Operations & Supply Management | 3 |
| PHL 313 | Business Ethics (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL) | 3 |
| or REL 368 | Practical wisdom in the business world | |
| ECO elective (300/400 level) | 3 | |
| Social Science elective (ANT, POL, PSY, SOC) | 3 | |
| Major Requirements | 18 | |
| MKT 450 | Buyer Behavior & Market Analysis (This course and MKT 455 together satisfiy CAP Major Capstone.) | 6 |
| MKT 455 | Marketing Analytics and Strategy (This course and MKT 450 together satisfy CAP Major Capstone.) | 3 |
| Select three MKT electives or an emphasis: 1 | 9 | |
Sales Management Emphasis | ||
| Principles of Selling | ||
| Sales Management | ||
| Advanced Selling Skills in High Technology Industries 2 | ||
or MKT 413 | Value Analysis in Major Sales Engagements | |
or MGT 313 | Negotiation | |
or MIS 467 | Data Warehousing | |
or MIS 467 | Data Warehousing | |
Product Innovation Emphasis | ||
| New Product Development | ||
| Advanced New Product Development | ||
| Services Marketing | ||
or MKT 350 | Digital Marketing | |
or MKT 341 | Business-to-Business Marketing | |
or MKT 430 | Brand Management | |
or MKT 436 | Marketing Intelligence | |
| 1 | A student can select three MKT electives or an emphasis in Sales Management or Product Innovation. |
| 2 | MIS 467 may be selected only by MIS and MKT double majors. |
Academic Electives to bring total to at least 124 credits
Minor in Marketing (MKT)
| Marketing | ||
| Business Majors | ||
| MKT 301 | Principles of Marketing | 3 |
| Select four MKT electives (300/400 level) 1 | 12 | |
| Total Hours | 15 | |
| Non-Business Majors | ||
| MKT 300 | Survey of Marketing | 3 |
| Select four MKT electives (300/400 level) 1 | 12 | |
| Total Hours | 15 | |
| 1 | In a pattern selected in consultation with an academic advisor. |
- Entrepreneurship
- International Business Management with a Global Markets Emphasis
- International Business Management with a Human Resource Management Emphasis
- Marketing
- Marketing with a Sales Management Emphasis
- Marketing with a Product Innovation Emphasis
Entrepreneurship
| First Year | Hours | ||
|---|---|---|---|
| BAI 150 | 1 | ||
| BAI 151 | 1 | ||
| BAI 103L | 1 | ||
| ENG 100 (CAP Humanities Commons) | 3 | ||
| HST 103 (CAP Humanities Commons) | 3 | ||
| PHL 103 (CAP Humanities Commons) | 3 | ||
| REL 103 (CAP Humanities Commons) | 3 | ||
| MTH 128 | 3 | ||
| MTH 129 (Satisfies CAP Mathematics) | 3 | ||
| CMM 100 (Satisfies CAP Oral Communication) | 3 | ||
| CAP components (generally CAP Natural Science and CAP Arts) | 10 | ||
| 34 | |||
| Second Year | Hours | ||
| CAP Second Year Writing Seminar | 3 | ||
| CAP Social Science | 3 | ||
| MGT 220 (Must be taken first semester) | 2 | ||
| MGT 221 (Must be taken second semester) | 1 | ||
| ACC 207 | 3 | ||
| ACC 208 | 3 | ||
| DSC 210 | 3 | ||
| DSC 211 | 3 | ||
| ECO 203 | 3 | ||
| ECO 204 | 3 | ||
| MGT 201 | 3 | ||
| 30 | |||
| Third Year | Hours | ||
| MGT 301 | 3 | ||
| MKT 301 | 3 | ||
| FIN 301 | 3 | ||
| MIS 301 | 3 | ||
| OPS 301 | 3 | ||
| ENG 370, 371, or 372 (Satisfies CAP Inquiry) | 3 | ||
| MGT 320 | 3 | ||
| MGT 321 | 3 | ||
| CAP Components and/or General Electives | 6 | ||
| 30 | |||
| Fourth Year | Hours | ||
| MGT 490 (Satisfies CAP Integrative) | 3 | ||
| PHL 313 or REL 368 (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL) | 3 | ||
| MGT 430 | 3 | ||
| ECO upper level elective | 3 | ||
| ENT Electives | 6 | ||
| CAP Components and/or General Electives | 12 | ||
| 30 | |||
| Total credit hours: 124 | |||
International Business Management with a global markets emphasis
| First Year | Hours | ||
|---|---|---|---|
| BAI 150 | 1 | ||
| BAI 151 | 1 | ||
| BAI 103L | 1 | ||
| ENG 100 (CAP Humanites Commons) | 3 | ||
| HST 103 (CAP Humanites Commons) | 3 | ||
| PHL 103 (CAP Humanites Commons) | 3 | ||
| REL 103 (CAP Humanites Commons) | 3 | ||
| MTH 128 | 3 | ||
| MTH 129 (Satisfies CAP Mathematics) | 3 | ||
| CMM 100 (Satisfies CAP Oral Communication) | 3 | ||
| CAP components (Generally CAP Natural Science and CAP Arts) | 10 | ||
| 34 | |||
| Second Year | Hours | ||
| CAP Second Year Writing Seminar | 3 | ||
| CAP Social Science | 3 | ||
| ACC 207 | 3 | ||
| ACC 208 | 3 | ||
| DSC 210 | 3 | ||
| DSC 211 | 3 | ||
| ECO 203 | 3 | ||
| ECO 204 | 3 | ||
| MGT 201 | 3 | ||
| MGT 301 | 3 | ||
| 30 | |||
| Third Year | Hours | ||
| INB 302 | 3 | ||
| MKT 301 | 3 | ||
| FIN 301 | 3 | ||
| MIS 301 | 3 | ||
| OPS 301 | 3 | ||
| ENG 370, 371, or 372 (Satisfies CAP Inquiry) | 3 | ||
| MGT 403 | 3 | ||
| INB Rlective | 3 | ||
| CAP Components and/or General Electives | 6 | ||
| 30 | |||
| Fourth Year | Hours | ||
| MGT 490 (Satisfies CAP Integrative) | 3 | ||
| PHL 313 or REL 368 (Satisfies CAP Practical Ethical Action and Adv PHL/REL) | 3 | ||
| ECO 460 or 461 | 3 | ||
| INB 450 | 3 | ||
| INB Global Markets Electives | 6 | ||
| CAP Components and/or General Electives | 12 | ||
| 30 | |||
| Total credit hours: 124 | |||
International Business Management with a Human Resource Management Emphasis
| First Year | Hours | ||
|---|---|---|---|
| BAI 150 | 1 | ||
| BAI 151 | 1 | ||
| BAI 103L | 1 | ||
| ENG 100 (CAP Humanities Commons) | 3 | ||
| HST 103 (CAP Humanities Commons) | 3 | ||
| PHL 103 (CAP Humanities Commons) | 3 | ||
| REL 103 (CAP Humanities Commons) | 3 | ||
| MTH 128 | 3 | ||
| MTH 129 (Satisfies CAP Mathematics) | 3 | ||
| CMM 100 (Satisfies CAP Oral Communication)) | 3 | ||
| CAP Components (Generally CAP Natural Science and CAP Arts) | 10 | ||
| 34 | |||
| Second Year | Hours | ||
| CAP Second Year Writing Seminar | 3 | ||
| CAP Social Science | 3 | ||
| ACC 207 | 3 | ||
| ACC 208 | 3 | ||
| DSC 210 | 3 | ||
| DSC 211 | 3 | ||
| ECO 203 | 3 | ||
| ECO 204 | 3 | ||
| MGT 201 | 3 | ||
| MGT 301 | 3 | ||
| 30 | |||
| Third Year | Hours | ||
| INB 302 | 3 | ||
| MKT 301 | 3 | ||
| FIN 301 | 3 | ||
| MIS 301 | 3 | ||
| OPS 301 | 3 | ||
| ENG 370, 371, or 372 (Satisfies CAP Inquiry) | 3 | ||
| MGT 403 | 3 | ||
| MGT 350 | 3 | ||
| CAP Components and/or General Electives | 6 | ||
| 30 | |||
| Fourth Year | Hours | ||
| MGT 490 (Satisfies CAP Integrative) | 3 | ||
| PHL 313 or REL 368 (Satisfies) | 3 | ||
| INB 450 | 3 | ||
| ECO 460 or 461 | 3 | ||
| MGT 423 | 3 | ||
| MGT 402, 404, or 405 | 3 | ||
| CAP Components and/or General Electives | 12 | ||
| 30 | |||
| Total credit hours: 124 | |||
Marketing
| First Year | Hours | ||
|---|---|---|---|
| BAI 150 | 1 | ||
| BAI 151 | 1 | ||
| BAI 103L | 1 | ||
| ENG 100 (CAP Humanities Commons) | 3 | ||
| HST 103 (CAP Humanities Commons) | 3 | ||
| PHL 103 (CAP Humanities Commons) | 3 | ||
| REL 103 (CAP Humanities Commons) | 3 | ||
| MTH 128 | 3 | ||
| MTH 129 (Satisfies CAP Mathematics) | 3 | ||
| CMM 100 (Satisfies CAP Oral Communication) | 3 | ||
| CAP components (generally CAP Natural Science and CAP Arts) | 10 | ||
| 34 | |||
| Second Year | Hours | ||
| CAP Second Year Writing Seminar | 3 | ||
| CAP Social Science | 3 | ||
| ACC 207 | 3 | ||
| ACC 208 | 3 | ||
| DSC 210 | 3 | ||
| DSC 211 | 3 | ||
| ECO 203 | 3 | ||
| ECO 204 | 3 | ||
| MGT 201 | 3 | ||
| MKT 301 | 3 | ||
| 30 | |||
| Third Year | Hours | ||
| MGT 301 | 3 | ||
| FIN 301 | 3 | ||
| MIS 301 | 3 | ||
| OPS 301 | 3 | ||
| ENG 370, 371, or 372 (Satisfies CAP Inquiry) | 3 | ||
| MKT 450 | 6 | ||
| MKT Elective | 3 | ||
| CAP Components and/or General Electives | 6 | ||
| 30 | |||
| Fourth Year | Hours | ||
| MGT 490 (Satisfies CAP Integrative) | 3 | ||
| PHL 313 or REL 368 (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL) | 3 | ||
| MKT 455 | 3 | ||
| ECO upper level elective | 3 | ||
| MKT Electives | 6 | ||
| CAP Components and/or General Electives | 12 | ||
| 30 | |||
| Total credit hours: 124 | |||
Marketing with a Sales management Emphasis
| First Year | Hours | ||
|---|---|---|---|
| BAI 150 | 1 | ||
| BAI 151 | 1 | ||
| BAI 103L | 1 | ||
| ENG 100 (CAP Humanities Commons) | 3 | ||
| HST 103 (CAP Humanities Commons) | 3 | ||
| PHL 103 (CAP Humanities Commons) | 3 | ||
| REL 103 (CAP Humanities Commons) | 3 | ||
| MTH 128 | 3 | ||
| MTH 129 (Satisfies CAP Mathematics) | 3 | ||
| CMM 100 (Satisfies CAP Oral Communication) | 3 | ||
| CAP components (generally CAP Natural Science and CAP Arts) | 10 | ||
| 34 | |||
| Second Year | Hours | ||
| CAP Second Year Writing Seminar | 3 | ||
| CAP Social Science | 3 | ||
| ACC 207 | 3 | ||
| ACC 208 | 3 | ||
| DSC 210 | 3 | ||
| DSC 211 | 3 | ||
| ECO 203 | 3 | ||
| ECO 204 | 3 | ||
| MGT 201 | 3 | ||
| MKT 301 | 3 | ||
| 30 | |||
| Third Year | Hours | ||
| MGT 301 | 3 | ||
| FIN 301 | 3 | ||
| MIS 301 | 3 | ||
| OPS 301 | 3 | ||
| ENG 370, 371, or 372 (Satisfies CAP Inquiry) | 3 | ||
| MKT 435 | 3 | ||
| MKT 450 | 6 | ||
| Cap Components and/or General Electives | 6 | ||
| 30 | |||
| Fourth Year | Hours | ||
| MGT 490 (Satisfies CAP Integrative) | 3 | ||
| PHL 313 or REL 368 (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL) | 3 | ||
| ECO upper level elective | 3 | ||
| MKT 437 | 3 | ||
| MKT 330, 350, 341, 430, or 436 | 3 | ||
| MKT 455 | 3 | ||
| CAP Components and/or General Electives | 12 | ||
| 30 | |||
| Total credit hours: 124 | |||
Marketing with a Product Innovation emphasis
| First Year | Hours | ||
|---|---|---|---|
| BAI 150 | 1 | ||
| BAI 151 | 1 | ||
| BAI 103L | 1 | ||
| ENG 100 (CAP Humanities Commons) | 3 | ||
| HST 103 (CAP Humanities Commons) | 3 | ||
| PHL 103 (CAP Humanities Commons) | 3 | ||
| REL 103 (CAP Humanities Commons) | 3 | ||
| MTH 128 | 3 | ||
| MTH 129 (Satisfies CAP Mathematics) | 3 | ||
| CMM 100 (Satisfies CAP Oral Communication) | 3 | ||
| CAP components (generally CAP Natural Science and CAP Arts) | 10 | ||
| 34 | |||
| Second Year | Hours | ||
| CAP Second Year Writing Seminar | 3 | ||
| CAP Social Science | 3 | ||
| ACC 207 | 3 | ||
| ACC 208 | 3 | ||
| DSC 210 | 3 | ||
| DSC 211 | 3 | ||
| ECO 203 | 3 | ||
| ECO 204 | 3 | ||
| MGT 201 | 3 | ||
| MKT 301 | 3 | ||
| 30 | |||
| Third Year | Hours | ||
| MGT 301 | 3 | ||
| FIN 301 | 3 | ||
| MIS 301 | 3 | ||
| OPS 301 | 3 | ||
| ENG 370, 371, or 372 (Satisfies CAP Inquiry) | 3 | ||
| MKT 435 | 3 | ||
| MKT 450 | 6 | ||
| Cap Components and/or General Electives | 6 | ||
| 30 | |||
| Fourth Year | Hours | ||
| MGT 490 (Satisfies CAP Integrative) | 3 | ||
| PHL 313 or REL 368 (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL) | 3 | ||
| ECO upper level elective | 3 | ||
| MKT 437 | 3 | ||
| MKT 330, 350, 341, 430, or 436 | 3 | ||
| MKT 455 | 3 | ||
| CAP Components and/or General Electives | 12 | ||
| 30 | |||
| Total credit hours: 124 | |||
Management Courses
MGT 201. Legal Environment of Business. 3 Hours
Survey of the legal environment in which businesses operates. Includes overview of legal system and judicial processes and coverage of constitutional principles for U.S. legal system, ways to resolve legal disputes, forms of business organization, legal issues relevant to employment, legal responsibility of businesses to clients and customers, and liability issues.
Prerequisite(s): Sophomore standing.
MGT 220. Entrepreneurship Sophomore Experience I. 2 Hours
First of two-course sequence. Designed to immerse Entrepreneurship major into the dynamics of starting and running a micro-business. Focuses on identifying market need, researching financial viability of business venture to meet that need, and marshalling the resources (among them, financial, human, technical, and motivational) to launch the business. Course is coordinated through the Crotty Center for Entrepreneurial Leadership.
Prerequisite(s): Entrepreneurship major; sophomore standing; overall 2.7 GPA.
Corequisite(s): ACC 207; MGT 201.
MGT 221. Entrepreneurship Sophomore Experience II. 1 Hour
Continuation of MGT 220. Focuses on growing and running the micro-business throughout the academic year with planned liquidation or shutdown by the end of the academic year. Course is coordinated through the Crotty Center for Entrepreneurial Leadership. Overall 2.7 GPA needed.
Prerequisite(s): ACC 207, MGT 220; Entrepreneurship major.
Corequisite(s): ACC 208.
MGT 229. Introduction to Entrepreneurship. 3 Hours
Overview of entrepreneurship for non-ENT students. An introductory course to help students learn about business start-ups and asses their personal interest in pursuing such activity. Students will use creative and critical thinking processes to generate and evaluate a start-up opportunity. The course topics also cover a range of new venture-related activities including business idea generation, market research and analysis, and opportunity evaluation.
MGT 301. Organizational Behavior. 3 Hours
Study of individual, group, and team behavior in organizations as they interact to achieve both personal and organizational goals. Topics include individual differences, interpersonal communication, leadership, decision-making, reward systems, conflict management, and work groups and teams
Prerequisite(s): Sophomore standing.
MGT 301H. Organizational Behavior. 3 Hours
Study of individual, group, and team behavior in organizations as they interact to achieve both personal and organizational goals. Topics include individual differences, interpersonal communication, leadership, decision-making, reward systems, conflict management, and work groups and teams
Prerequisite(s): Sophomore standing.
MGT 302. Managerial Skills. 3 Hours
Course focuses on knowledge, skills and abilities in oral and written communication, decision-making, and facilitation of conflict management and group/team management. Demonstrated working competencies are required to complete the course.
Prerequisite(s): Sophomore standing.
MGT 313. Negotiation. 3 Hours
Course integrates conceptual understanding with practical application of negotiation and examines cultural and gender differences in negotiation, influence of personality traits, the negotiation process, and different ways in which to negotiate. Demonstrated knowledge, skills and abilities are part of course requirements.
Prerequisite(s): MGT 301; junior standing.
MGT 314. Survey of Human Resources. 3 Hours
Survey course designed to familiarize students with the major functional areas in human resources including planning, recruitment and selection, training and development, compensation, benefits, safety, and employee relations. Course develops framework for understanding the roles of HR professional, issues faced by managers and supervisors, and application of sound management theory to these issues.
Prerequisite(s): Junior standing.
MGT 318. Fundamentals of New Venture Creation. 3 Hours
Fundaments of New Venture Creation for non-Entrepreneurship majors. Overview of the concepts and aspects involving creation of new business ventures, new product development, and innovation within existing companies now popularly called corporate venturing. Topics include entry strategies, creating high potential opportunities, entrepreneurial finance, business plan development, entrepreneurial marketing, the legal structures of new businesses, and government programs for assisting entrepreneurial firms. Does not count towards Entrepreneurship major.
Prerequisite(s): Sophomore standing.
MGT 319. Fundamentals of Entrepreneurial Finance. 3 Hours
Fundamentals of entrepreneurial finance for non-ENT majors. Focuses on financial aspects of starting, growing, and harvesting entrepreneurial ventures. Includes assessments of various sources of capital for small and growth businesses with emphasis placed on how common financing deals are structured, common financing pitfalls, and various legal documentation used to consummate financial transactions. Does not count towards Entrepreneurship major.
Prerequisite(s): Pre- or co-requisite: MGT 318; Sophomore standing.
MGT 320. New Venture Creation. 3 Hours
Overview of the concepts and aspects involving creation of new business ventures, new product development, and innovation within existing companies now popularly called corporate venturing. Topics include entry strategies, creating high potential opportunities, entrepreneurial finance, business plan development, entrepreneurial marketing, the legal structures of new businesses, and government programs for assisting entrepreneurial firms. Fall sections open to Entrepreneurship majors only with overall 2.7 GPA.
Prerequisite(s): ACC 208; MGT 221.
MGT 321. Financing Entrepreneurial Ventures. 3 Hours
Focuses on financial aspects of starting, growing, and harvesting entrepreneurial ventures. Includes assessments of various sources of capital for small and growth businesses with emphasis placed on how common financing deals are structured, common financing pitfalls, and various legal documentation used to consummate financial transactions. Fall sections open to Entrepreneurship majors only with overall 2.7 GPA.
Prerequisite(s): ACC 208; pre-req or co-req FIN 301.
Corequisite(s): MGT 320.
MGT 350. Managerial Skills. 3 Hours
Course focuses on knowledge, skills and abilities in oral and written communication, decision-making, and facilitation of conflict management and group/team management. Demonstrated working competencies are required to complete the course.
Prerequisite(s): Sophomore standing.
MGT 401. Organizational Design, Culture & Change. 3 Hours
Course focused at the organizational level of analysis that includes design of organizations, development of organizational culture, and other issues of organizational change. Topics include processes for organizational design and change, power, and information processing.
Prerequisite(s): MGT 301; junior standing.
MGT 402. Leadership & Motivation. 3 Hours
An in-depth study of individual and group/team motivation in an organizational setting through examination of individual, organizational, and societal influences on motivation. Focus is on how leaders can understand, and then affect, motivation through a variety of mechanisms.
Prerequisite(s): MGT 301; junior standing.
MGT 403. Cross-Cultural Management. 3 Hours
Study of general cross-cultural differences and development of cross-cultural frameworks in decision-making, negotiation, conflict management, communication, and general business relations. Primary emphasis is on understanding how and why cultures differ and how such differences can be managed.
Prerequisite(s): MGT 301; junior standing.
MGT 404. Group Dynamics, Team Processes & Decision Making. 3 Hours
In-depth study of group formation, team design, and diagnosis with emphasis on developing and maintaining different types of groups and teams. Course focuses on leaders' knowledge, skills and abilities to work effectively with teams and groups.
Prerequisite(s): MGT 301; junior standing.
MGT 405. Employee Training & Development. 3 Hours
Focuses on training and learning methods and models, career paths, and self-improvement methods within the balance of organizational, job, and individual needs. Additional emphasis on systematic development and evaluation of training programs and role of organizational leader in ensuring employee training and development.
Prerequisite(s): MGT 301; junior standing.
MGT 409. Current Issues in Leadership. 3 Hours
Selected topics that consider and analyze current problems and emerging issues in leadership and in the leader's role in promoting effective organizational change and development.
Prerequisite(s): MGT 301; junior standing.
MGT 410. Senior Seminar in Experiencing Leadership. 3 Hours
Focus on integration of knowledge, skills and abilities acquired in leadership major courses. Seminar combines classroom component with relevant and approved internship or consulting project to integrate the study of leadership with its practice.
Prerequisite(s): MGT 401, MGT 402; Leadership major; senior standing.
MGT 414. Multinational Corporate Management. 3 Hours
Introduction to use of strategic management in international context with examination of different strategic and tactical approaches organizations use to manage international operations.
Prerequisite(s): Senior standing.
MGT 420. Entrepreneurial Marketing. 3 Hours
Study of the techniques used to profitably identify and fill customers' needs when operating with a limited budget during the early stages of a start-up or in a small to medium sized firm. Course strives to develop skills in applying basic marketing principles and high impact sales and promotion techniques in integrated manner to produce a practical, cost-effective action plan for start-ups and smaller companies. Also listed as MKT 420.
Prerequisite(s): MKT 300 or MKT 301; junior standing.
MGT 421. Small Business Management. 3 Hours
Course addresses unique characteristics of small businesses (e.g., resource limitations, family participation) and grapples with ways to overcome the "liability of smallness." Coverage includes effect of macro-trends (e.g., changing technology and globalization) on small business, review of topics from functionally-oriented courses, examination of how functional models such as pricing models can be modified for small business use, and ways for small business to identify and exploit weaknesses of larger, better financed competitors. Prerequisite(s): ACC 200 or 208; MGT 201; junior standing.
MGT 422. Business Plans for Emerging Firms. 3 Hours
This course explores multiple business models for launching a new venture. Business models are examined in terms of the type of product/service being offered as well as the goals of the entrepreneur, firm growth, and time to market. The benefits and costs of different types of business plans will be examined relative to the opportunities that students may wish to pursue. Students taking this course must have a potential business opportunity in mind.
Prerequisite(s): MGT 320, MGT 321; junior standing; ENT major; permission of department chairperson.
MGT 423. Human Resource Management in the Emerging Firm. 3 Hours
This course explores issues unique to the human resource management (HRM) needs and challenges facing entrepreneurs and their firms. Emphasis is placed on how entrepreneurs can create effective HRM systems in the areas of staffing, recruitment and selection, compensation, motivations, and employee development. Care will be given to address the changes in HRM needs as the firm evolves through several transitional stages.
Prerequisite(s): MGT 301; junior standing.
MGT 424. Family Business Management. 3 Hours
This course explores topics relevant to entrepreneurs within the family business environment. Specific topics examined will include how family businesses emerge and evolve as well as the unique challenges often found in family business context (e.g., dealing with family conflicts, how to motivate and evaluate employees when a mix of family and non-members are involved, and planning for succession).
Prerequisite(s): MGT 320, MGT 321; junior standing.
MGT 425. Franchising. 3 Hours
Provides an overview of business franchising and how franchising can be used to grow a business concept. Students will learn how franchises operate and when to use franchising as a business model. Understanding the complexities of franchising (e.g. which ideas can be franchised, pricing strategies, and territory management) and the keys to success (e.g., the importance of communications, networking, teamwork, leadership) are important goals of the course. Counts as elective credit for ENT/LDR majors and minors.
Prerequisite(s): Junior standing; ENT/LDR majors and minors only.
MGT 429. Current Issues in Entrepreneurship. 3 Hours
In-depth examination of selected contemporary topics relevant to entrepreneurship. Subject matter may vary each semester. May be taken only once for credit toward Entrepreneurship major or minor.
Prerequisite(s): Junior standing.
MGT 430. Senior Seminar in Entrepreneurship. 3 Hours
Project-based capstone learning experience for Entrepreneurship major. Course objective is to integrate prior coursework through completion of a consulting project with local entrepreneurial firm, including business plan revision, market research, feasibility testing, financial modeling and analysis, and operations analysis. Course is coordinated through the Crotty Center for Entrepreneurial Leadership. Overall 2.7 GPA or higher needed.
Prerequisite(s): MGT 301, MGT 320, MGT 321; Entrepreneurship major.
MGT 490. Managing the Enterprise. 3 Hours
Course focuses on creating understanding of how concepts and analytical tools learned in other business courses are integrated in practice to create a unified whole. Students learn how general and top managers gather and use information to influence organizational mission, goals, and strategies. Course typically relies heavily on cases and/or business simulation.
Prerequisite(s): DSC 211: FIN 301; MGT 301; MIS 301; MKT 301; OPS 301; senior standing; Business majors only.
MGT 491H. Honors Thesis. 3 Hours
Selection, design, investigation, and completion of an independent and original research thesis under guidance of departmental faculty member.
Prerequisite(s): University Honors Program participant; permission of department chairperson and director of Honors Program; senior standing.
MGT 492H. Honors Thesis. 3 Hours
Selection, design, investigation, and completion of an independent and original research thesis under guidance of departmental faculty member.
Prerequisite(s): University Honors Program participant; permission of department chairperson and director of Honors Program; senior standing.
MGT 494. Seminar in Management. 3 Hours
Study of selected topics or issues in contemporary managerial practice, domestic or international. May be taken more than once if topics change. Title will reflect topics covered in a particular offering.
Prerequisite(s): Vary by topic; junior standing.
MGT 497. Internship for General Elective Credit. 1-3 Hours
Supervised work experience in partnership with sponsoring employer that is directly relevant to major or minor. Must work with internship coordinator and get approval of department chairperson or designee. May be used for general elective credit only.
Prerequisite(s): Entrepreneurship or Leadership major; junior standing; overall GPA of 2.7 or higher; permisson of Internship Coordinator.
MGT 498. Cooperative Education. 1-3 Hours
Optional full-time work period off campus alternating with study period on campus. (See Chapter X; consult Cooperative Education Office for details.) Permission of chairperson or designee required. May be used for general elective credit only. LDR or ENT majors only.
Prerequisite(s): Overall GPA of 2.7 or higher.
MGT 499. Independent Study. 1-3 Hours
Supervised study involving directed readings, individual research (library, field, or experimental), or projects in specialized area of management. May be taken only once. May count as general elective credit. Does not apply to requirements for Leadership or Entrepreneurship major or minor.
Prerequisite(s): MGT 301; ENT or LDR major; senior standing; sponsorship by faculty member; permission of department chairperson.
Marketing Courses
MKT 300. Survey of Marketing. 3 Hours
Survey of marketing for non-marketing majors. Course introduces students to market and environmental analysis, marketing strategy and links with corporate strategy, market segmentation, organizational and consumer markets, and marketing mix (product, price, promotion, distribution).
Prerequisite(s): Non-business majors only; sophomore standing.
MKT 301. Principles of Marketing. 3 Hours
The general principles and practices underlying the processes of marketing. Analysis of the environmental conditions of manufacturers, wholesalers, retailers, and other marketing agencies.
Prerequisite(s): Business majors only; sophomore standing.
MKT 301H. Principles of Marketing. 3 Hours
The general principles and practices underlying the processes of marketing. Analysis of the environmental conditions of manufacturers, wholesalers, retailers, and other marketing agencies.
Prerequisite(s): Business majors only; sophomore standing.
MKT 310. Principles of Selling. 3 Hours
The nature of selling, explored through the practical application of buying motives and selling techniques. Projects and role-playing to experience the preparation, closing, and post-purchase phases of selling.
Prerequisite(s): MKT 300 or MKT 301.
MKT 315. Retail Marketing. 3 Hours
Survey of the development of retailing and the impact of consumer behavior, fashion, computers, and other innovations. Structural organization, location, and layout. Merchandising operations including planning of sales, purchases, stock control, markup, and expense control.
Prerequisite(s): MKT 300 or MKT 301.
MKT 330. Services Marketing. 3 Hours
Basic concepts of services marketing including discussion of marketing concepts and their management implications in services organizations, the scope of ethics and social responsibility at the national and global levels, and how the external environment, both domestic and international, influences organization strategy.
Prerequisite(s): MKT 300 or MKT 301.
MKT 340. Multicultural Marketing Analysis. 3 Hours
Study of basic concepts and theories of multicultural marketing. Students acquire basic understanding of culture, awareness of cultural differences, and appreciation of importance of cultural adaptation for marketing program, especially as related to development of marketing systems.
Prerequisite(s): MKT 300 or MKT 301.
MKT 341. Business-to-Business Marketing. 3 Hours
Concepts and analytical procedures associated with marketing to business. Business consumer and competitor analysis, marketing information systems, marketing research, and demand forecasting. Strategy development in product, promotion, distribution, and pricing with focus on manufacturers of business products.
Prerequisite(s): MKT 300 or MKT 301.
MKT 350. Digital Marketing. 3 Hours
Comprehensive study of the internet as a marketing channel and as an economic and social phenomenon. Emphasis is on role of internet in firm's overall marketing efforts, especially marketing mix, target markets, and external environment; principles of e-commerce; and application of course knowledge in a managerial and decision-making context.
Prerequisite(s): MKT 300 or MKT 301.
MKT 350H. Digital Marketing. 3 Hours
Comprehensive study of the internet as a marketing channel and as an economic and social phenomenon. Emphasis is on role of internet in firm's overall marketing efforts, especially marketing mix, target markets, and external environment; principles of e-commerce; and application of course knowledge in a managerial and decision-making context.
Prerequisite(s): MKT 300 or MKT 301.
MKT 405. Consumer Behavior. 3 Hours
Comprehensive study of buyer decision making which offers insight into the buyer-seller relationship. Application of theories from psychology and social psychology to investigate the behavior of industrial and consumer buyers.
Prerequisite(s): MKT 300 or MKT 301.
MKT 406. Marketing Channels. 3 Hours
Study of the place element of the marketing mix. A focus on the relationships among manufacturers, wholesalers, and retailers. Channel structure and design including franchising.
Prerequisite(s): MKT 300 or MKT 301.
MKT 411. Sales Management. 3 Hours
The structure of the sales organization; determination of sales policies; selection, training, and motivation of salespersons; establishing sales territories and quotas.
Prerequisite(s): (MKT 300 or MKT 301); MKT 310.
MKT 411H. Sales Management. 3 Hours
The structure of the sales organization; determination of sales policies; selection, training, and motivation of salespersons; establishing sales territories and quotas.
Prerequisite(s): (MKT 300 or MKT 301); MKT 310.
MKT 412. Advanced Selling Skills in High Technology Industries. 3 Hours
This course is focused on expanding the depth and breadth of the students' knowledge of the professional selling process, so that they can develop a much deeper understanding of Business-to-Business (B2B), Consultative Selling in High Technology Industries, with a significant emphasis placed on the Complex or Major Sale. Prerequisite(s): MKT 310.
MKT 413. Value Analysis in Major Sales Engagements. 3 Hours
According to Neil Rackham, author of “SPIN Selling”: “Today, sales forces that simply communicate value to the customer are doomed to fail. Sales must begin to create value for the customer, in order to survive.” In this course you will learn how to define and begin the process of investigating and determining three types of value for the customer: Financial Value, Business Value and Personal Value. We will then learn how to further develop and quantify each type of value for the customer. Once we have created the value for the customer, we will focus on how to articulate and present this value to the customer by “selling with impact”; to close the sale, win the business and enhance the long-term Customer Partnering Relationship.
Prerequisite(s): MKT 310.
MKT 420. Entrepreneurial Marketing. 3 Hours
Study of the techniques used to profitably identify and fill customers' needs when operating within a limited budget during the early stages of a start-up or in a small to medium sized firm. Course strives to develop skills in applying basic marketing principles and high impact sales and promotion techniques in integrated manner to produce a practical, cost-effective action plan for start-ups and smaller companies. Also listed as MGT 420.
Prerequisite(s): MKT 300 or MKT 301.
MKT 421. Advertising. 3 Hours
Nature and scope of advertising, social and economic aspects, role of research, creative strategy, media planning and selection, coordination with other marketing efforts.
Prerequisite(s): MKT 300 or MKT 301.
MKT 428. Promotion Management. 3 Hours
Integration course to familiarize marketing students interested in promotion and marketing communication with tools necessary for the development, implementation, and management of promotional programs. Focus on management and coordination of advertising, personal selling, publicity and public relations, sales promotion, and collateral materials.
Prerequisite(s): MKT 300 or MKT 301.
MKT 430. Brand Management. 3 Hours
This highly interactive course is a hands-on, practical exploration of product, service, and enterprise-wide brand building and management. The course is structured along the daily responsibilities and challenges faced by brand/marketing managers. As such, the course will provide experience with proven strategies for building successful brands in the competitive marketplace, the decisions and options faced by brand managers, and the tools to effectively manage brands. It covers topics such as product management, branding, brand equity, integrated branding strategies, brand positioning, perceptual mapping and long term brand management. Prerequisite(s): MKT 300 or MKT 301.
MKT 435. New Product Development. 3 Hours
Investigation and analysis of the new product development process, the management of a product through its life cycle, and the importance of the price variable in the product management process.
Prerequisite(s): MKT 300 or MKT 301.
MKT 436. Marketing Intelligence. 3 Hours
This course provides an examination of how consumer marketing is evolving in the context of consumer behavior analysis, personalized marketing channels, and computer automation tools. The focus is on analyzing personalized consumer marketing based on consumer behavior.
Prerequisite(s): MKT 300 or MKT 301.
MKT 437. Advanced New Product Development. 3 Hours
Study of the role of new product development in driving marketing success for firms. This course is designed to help students develop an understanding and appreciation of the difficulties and challenges of designing, developing, and launching new products.
Prerequisite(s): MKT 435.
MKT 440. Global Marketing. 3 Hours
Emphasis on understanding global marketing environments, developing skills of global market analysis, designing and developing appropriate marketing strategies for global markets, decision making in global marketing.
Prerequisite(s): MKT 300 or MKT 301.
MKT 445. Special Topics in International Marketing. 3 Hours
Study abroad program. Subject varies from time to time. May be taken more than once if topic changes
Prerequisite(s): Junior standing.
MKT 450. Buyer Behavior & Market Analysis. 6 Hours
Integration of theoretical components of buyer behavior and marketing research. Emphasis placed on how marketing managers use concepts from these bodies of knowledge to make better decisions. Topics include common processes and methods of contemporary market research, analysis of purchase decisions, market research techniques used to gather information about purchase decisions, and use of information to formulate and implement a marketing strategy. Prerequisite(s): DSC 211; MKT 301; Marketing major; junior standing.
MKT 455. Marketing Planning & Strategy. 3 Hours
Integrative course in marketing with emphasis on managerial decision making. The course is designed around a strategic marketing planning approach with a clear emphasis on how to do strategic analysis and marketing planning.
Prerequisite(s): ACC 207, ACC 208; MKT 450; Marketing major.
MKT 491H. Honors Thesis. 3 Hours
Selection, design, investigation, and completion of an independent original research thesis under the guidance of a departmental faculty member. Restricted to students in the University Honors Program with permission of the director of the program and the departmental chairperson.
MKT 492H. Honors Thesis. 3 Hours
Selection, design, investigation, and completion of an independent original research thesis under the guidance of a departmental faculty member. Restricted to students in the University Honors Program with permission of the director of the program and the departmental chairperson.
MKT 494. Special Topics in Marketing. 3 Hours
Subject varies from time to time. May be taken more than once if topic changes.
Prerequisite(s): Vary by topic.
MKT 497. Internship for General Elective Credit. 1-3 Hours
Practical work experience associated with career development and career exploration. See internship coordinator for details. Permission of department chair or designee required.
Prerequisite(s): MKT major; junior standing; overall gpa of 2.7 or higher; permission of internship coordinator.
MKT 498. Cooperative Education. 1-3 Hours
Optional full-time work period off campus alternating with study period on campus. (See Chapter X; consult Cooperative Education Office for details.) Permission of chairperson or designee required. For general elective credit only.
Prerequisite(s): MKT major; overall gpa of 2.7 or higher.
MKT 499. Independent Study in Marketing. 1-3 Hours
Study of one or more specific aspects of the marketing process with emphasis on individual reading and research. Subject matter to be determined by the instructor on the basis of interest and need of the student. Enrollment limited. Permission of chairperson or designee required.
Prerequisite(s): MKT 301; MKT major; senior standing; permission of department chairperson.
