INB 302. Survey of International Business. 3 Hours

Introduction to international business and how it is different from domestic business. Globalization and its effects, differences in culture, political, and economic systems across borders. Prerequisites: Sophomore standing.

INB 350. Doing Business in Emerging Markets. 3 Hours

This course is designed to give students an opportunity to explore and understand the challenges to global business in emerging markets, including those in Africa, Asia, Latin and Central America, the Middle East, and the former East Bloc. The course examines commonalities of different regions and countries while highlighting cultural, economic, and sociopolitical differences. Additionally, social responsibility and the emergence of micro-lending and nontraditional forms of business operation will be presented. This course is offered intermittently. Prerequisites: INB 302.

INB 352. Doing Business in Asia. 3 Hours

This course is designed as a survey of the evolution of selected economies of Asia, with the aim of identifying conditions and governmental policies that impact economic development. The course provides an overview of sociocultural, religious, historic, economic, and political contexts as these impact ways that business is conducted in Asia. This course is offered intermittently. Prerequisites: INB 302.

INB 353. Doing Business in Europe. 3 Hours

This course is designed as a survey of the evolution of selected economies of Europe, with the aim of identifying conditions and governmental policies that impact economic development. The course reviews the historical steps that led to the establishment of the European Union and provides an in-depth understanding of the EU business environment. The course utilizes case studies to afford participants with a hands-on familiarity with business practices and effective strategies for conducting business in the EU from the perspective of European managers as well as non-European multinational corporations. This course is offered intermittently. Prerequisites: INB 302.

INB 357. Export Management. 3 Hours

This course offers a comprehensive study of international export procedures and operations. Topics covered include export documentation, managing export transactions, planning export operations, export communications, shipping and packaging, export payment and collection methods, export insurance, governmental and foreign export regulations, export support programs and services, exports within NAFTA, and designing export management systems. This course prepares students for the CGBP (Certified Global Business Professional) Certification. Prerequisite(s): INB 302.

INB 400. Special Topics in International Business. 3 Hours

The specific topic of this course will vary. Students may take it multiple times if the topic is different.

INB 497. International Internship. 1-3 Hours

Practical international work experience closely associated with student's major, minor, certificate program. Permission of program director required. See internship coordinator for details.

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 marshaling the resources (among them, financial, human, technical, and motivational) to launch the business. Prerequisites: Entrepreneurship major; Sophomore, Junior, or Senior standing.

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. Prerequisites: ACC 207 and MGT 220; Entrepreneurship major.

MGT 229. Introduction to Entrepreneurship. 3 Hours

An overview of entrepreneurship for students not taking a major offered by the School of Business Administration. An introductory course that allows students to learn about business start-ups while exploring their related interests and aptitudes. Students use creative and critical thinking skills to develop a product/service idea and evaluate its viability. This course is offered intermittently. Prerequisites: Sophomore standing.

MGT 300. Survey of Organizational Behavior. 3 Hours

Survey of Organizational Behavior for non business majors. The course focuses on studying the behaviors of individuals and groups in organizational settings - referred to as Organizational Behavior. The course operates under the assumption that it is people who power organizational performance, competitive advantage and long-term financial success - hence successful managing behavior is organizations is crucial for organizational success. In this spirit the course takes a strategic approach to OB as it provides a big-picture framework helping you appreciate and understand the value of OB to organizational performance and to your future career. Topics include interpersonal communication, leadership, decision making, conflict management, and teams. Prerequisite(s): Sophomore standing; non-business majors only.

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. Prerequisites: BIZ 200 or 201; Sophomore standing; Business majors only.

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. Prerequisites: Junior 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. Prerequisites: Junior 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 (e.g., 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. Entrepreneurship majors only. Prerequisites: 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. ENT majors only. Prerequisites: MGT 221.

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 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. Prerequisites: MGT 301 or MGT 300.

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. Prerequisites: MGT 301 or MGT 300.

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. Prerequisites: MGT 301 or MGT 300.

MGT 409. Current Issues in Management. 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. Prerequisites: MGT 301 or MGT 300.

MGT 410. Senior Seminar in Management. 3 Hours

This is a project/experience-based capstone learning experience for Management majors. Course objective is to complete a series of hands-on experiences and a project that will act to integrate the study of management/leadership with its practice. Prerequisites: MGT 301; MGT majors only; Senior 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. Prerequisites: MGT 300 or MGT 301.

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. Prerequisites: MGT 318 or MGT 320.

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. Prerequisites: MGT 301 or MGT 300.

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). Prerequisites: MGT 300 or MGT 301.

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 majors and minors. Prerequisites: MGT 300 or MGT 301.

MGT 426. Fundamentals of New Tech Ventures. 3 Hours

This course teaches students how to identify opportunities emerging from existing intellectual property. Students are provided with technologies developed by others, and they select one for analysis. They then engage in market research, competitor analysis, and conduct a feasibility analysis. They present their findings to the sponsor, and if successful, may be provided an opportunity to license the technology in pursuit of launching a new venture. This section is offered intermittently. Prerequisites: MGT 300 or MGT 301, Junior standing.

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): MGT 318 or MGT 320.

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. Prerequisites: MGT 301, MGT 320, MGT 321; Entrepreneurship majors only.

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 coherent whole. Students learn how general and top managers gather and use information to influence the organizational mission, goals, and strategies. Course typically relies heavily on exercises, lecture/discussion, and a challenging business simulation. Prerequisites: DSC 211; FIN 301 or 300; MGT 301 or 300; MIS 301 or 300; MKT 301 or 300; OPS 301 or 300; senior standing; Business majors only.

MGT 491. 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 492. 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. Overall GPA of 3.0 or higher. Prerequisites: ENT or MGT majors; Junior standing; Permission 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. MGT or ENT majors only. Overall GPA of 3.0 or higher. Prerequisites: ENT or MGT majors only.

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 MGT or ENT major or minor. Prerequisites: MGT 301; ENT or MGT major; Senior standing; sponsorship by faculty member; permission of department chairperson.

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, consumer markets, and the marketing mix (product, price, promotion, place). Prerequisites: 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. Prerequisites: BIZ 200 or 201; 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 313. Sales Negotiations. 3 Hours

Course integrates conceptual understanding with practical application of negotiation, with a particular emphasis on sales negotiations. Additionally, the course examines cultural and gender differences in negotiation, the influence of personality traits, the negotiation process, and different ways in which to negotiate, in particular the differences associated with transactional and relationship based selling. Demonstrated knowledge, skills and abilities are part of course requirements. This course counts as a Marketing elective. This course counts as an Insight Selling Emphasis elective. Prerequisite(s): MKT 310.

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. This course offered intermittently. Prerequisites: 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. This course is offered intermittently. Prerequisites: 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 351. Social Media Marketing and Metrics. 3 Hours

Social media and online communication dominate our daily lives in an unprecedented manner. This course will increase learners’ understanding of social media platforms from a business perspective, strategies that are meaningful to consumers and impactful for brands, the integration of social media into omni-channel marketing programs, and the importance and use of metrics to analyze and drive strategic decisions. 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. Prerequisites: 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 415. Sales Coaching. 1 Hour

This course is for experienced Insight Selling students who seek to develop their managerial/mentoring skills through learning how to coach a sales team. Prerequisites: MKT 310, Permission of the Program Director.

MKT 416. Inside Sales. 3 Hours

A review of the sales process when sales professionals operate from their office and are not visiting face-to-face with potential customers. Students learn how to qualify prospective customers, and employ webinars, email, and telephone calls to interact with prospective customers. This course is offered intermittently. Prerequisites: MKT 310.

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 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 441. Marketing Analytics. 3 Hours

This course will introduce students to quantitative analytical methods (a.k.a. marketing analytics) commonly used to solve marketing problems and assist in making business decisions. These techniques help marketers identify customer preferences, segment the market, predict customer responses to marketing mix decisions, and help guide resource allocation (e.g., preparing marketing budget). This course is expected to provide students with hands-on experience implementing these analytical techniques in various business decisions using software (Microsoft Excel) likely used in every business office. This course is intended as a complement to the MKT Capstone course (MKT 455), and is not a substitution for the MKT Capstone course (MKT 455). This course is offered intermittently. Prerequisites: MKT 300 or MKT 301, DSC 211.

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 Analytics and Strategy. 3 Hours

This course, which is the CAP major capstone, focuses on the analytical methods used to interpret market and customer data and to inform strategic decisions. Emphasis is placed on applying the empirical results from data analyses to issues of market identification and segmentation, product and brand positioning, pricing, distribution, and promotional strategies. Topics include hypothesis testing through statistical analyses, development of data-driven marketing strategy recommendations, and clarity in reporting of results. These topics are covered through analysis of marketing project data from class clients, preparation of a comprehensive marketing research strategy report, and presentation of results and recommendations to clients. Prerequisite(s): ACC 207, ACC 208; MKT 450; Marketing major.

MKT 491. 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. Overall GPA of 3.0 or higher. Prerequisites: MKT major; Junior standing; 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. Overall GPA of 3.0 or higher. Prerequisites: MKT major.

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.