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Professor Ronald E. Dulek, Head
Office: 104 Alston Hall
MKT 300 or its equivalent is a prerequisite for all 400-level courses; MKT 518 or its equivalent is a prerequisite for all 500- and 600-level courses.
MKT 410 Product Development. Three hours.
A systematic examination of product policy and of the major concepts, methods, and strategies involved in decision making in the course of developing new products. Techniques and criteria used to identify and implement new products and services are examined in depth. Consideration is given to issues and strategies involved in the management of mature products.
MKT 411 Supply Chain Management. Three hours.
This course examines the role of intermediaries in channel strategies and the scope, methods, problems, and opportunities of implementing distribution strategies. Topics include pricing, costing, contracting, negotiating, and inter-organization management.
MKT 422 Distribution Management. Three hours.
Logistics, or supply chain management, is a system-based concept requiring the effective coordination of the flow of materials and goods from their points of origin to their end users. This course explores the key marketing tasks necessary to achieve an efficient logistics network: transportation, warehousing and materials handling, inventory management, forecasting, information and order processing, and simulation/modeling.
MKT 427 Business-to-Business Marketing. Three hours.
Business-to-business marketing involves effective selling of items like computers, office supplies, machinery, biochemicals, plastics, steel, packaging, pollution-control equipment, and transportation services to business and organizational markets. To familiarize students with the technologies, problems, opportunities, and strategies of business-to-business marketing, this course combines lectures, case and company discussions, guests, and projects. The course is for students interested in industrial sales, purchasing, and marketing management.
MKT 446 Measuring Marketing Effectiveness. Three hours.
Analytical tools and techniques used to manage marketing activities are examined, with emphasis on the factors underlying differences in marketing efficiency and effectiveness. The following activities and measurements are examined: natural versus functional accounts; contribution and segmental analysis; planning, budgeting, and controlling marketing operations; monitoring product/customer market performance; developing standard costs and modular databases; direct product profitability (DPP); and financial measurement techniques such as ROI, RONW, net present value, forward buys, and inventory carry costs.
MKT 455 International Marketing. Three hours.
An examination of the various political, economic, legal, and cultural systems and their effects on the global marketing of products and services, with particular focus on product, promotion, pricing, and distribution decisions.
MKT 460 Export/Import Management (same as IBA 460). Three hours.
The course includes a thorough examination of export/import management processes, and highlights the importance of management in international business strategy.
MKT 473 Marketing Research. Three hours.
Prerequisite: ST 260.
The application of research techniques and procedures for measuring market opportunities. Specific attention, in addition to descriptive analysis, is given to techniques of and criteria for the identification and selection of market segments. Offered in summer school.
MKT 487 Strategic Marketing. Three hours.
Prerequisites: Senior standing, MKT 313, and MKT 473 (general management majors may substitute MGT 319 for MKT 473).
Analysis of marketing problems as related to the managerial functions of planning, organizing, and controlling marketing operations. Offered in summer school.
MKT 491 Independent Study. Three hours.
MKT 492 Internship. Three hours.
Prerequisites: Junior or senior standing and a 2.5 or higher grade point average.
Students are selected competitively for assignments in approved business or public-sector organizations. The internship is administered through the College's Office of Student Services.
MKT 493 Special Topics in Marketing. Three hours.
The courses offer the faculty a chance to present material of interest to themselves and to marketing students.
MKT 510 Product Design and Management. Three hours.
An intensive investigation of the process of new product development, including its role in the organization, analysis of market opportunities, creative idea generation, concept screening, design, forecasting, manufacturing, and launch. Teaching emphasis is on processes, tools, and techniques. A group project provides real-world product development experience.
MKT 511 Supply Chain Management. Three hours.
Prerequisite: MKT 518 or equivalent.
MKT 511 is a graduate (master's) level counterpart to MKT 411 Supply Chain Management. Its focus is on providing a managerial perspective of best practice supply chain management. The course encompasses the collaborative strategies and planning processes needed to build and manage supply chains for systemic effectiveness and efficiency. It will be offered coterminously with MKT 411 during each spring semester. The target students for MKT 511 are M.B.A.'s with marketing concentrations and master of arts (M.A.) and master of science (M.S.C.) students in marketing. Graduate students in other degree programs may also enroll as an elective for graduate credit.
MKT 518 (M.B.A.) Survey of Marketing. Three hours.
A combination of lectures and cases is used to examine and analyze the marketing process. Emphasis is on decision making: the refinement of skills needed to recognize and solve marketing problems, and to effectively communicate recommendations both within and without the organization. The following components of the marketing mix are examined: product management, pricing, promotion, personal selling, buyer behavior, marketing channels, distribution, and segmentation.
MKT 521 Seminar in Retailing Management. Three hours.
A critical, decision-oriented seminar on the issues involved in retailing management. The focus is on current readings, case analyses, and guest speakers.
MKT 522 Strategic Logistics Management. Three hours.
Prerequisite: Permission of the instructor.
A study of the role of logistics in national and multinational business. Logistics-system elements and their interrelationships are reviewed, including trade-offs. A variety of analytical tools and techniques for solving logistical problems is presented, and the use of customer service to achieve differential advantage in the marketplace is explored. Students use case analyses, actual industry studies, and computer simulations to create practical solutions.
MKT 528 (M.B.A.) Measuring Marketing Effectiveness. Three hours.
Prerequisite: Proficiency in LOTUS 1-2-3 or its equivalent.
Tools and techniques of managing and measuring marketing activities are examined. Topics include contribution and segmental analysis; planning, budgeting, and controlling components in the marketing mix; monitoring product/customer market performance; developing analytical databases; and financial measurement techniques such as ROI, net present value, forward buying, and inventory carrying costs. Students use a computer-based decision support system (DSS) to analyze many concepts taught in this course.
MKT 530 Advanced Marketing Analysis. Six hours.
Prerequisite: MKT 518.
This advanced 6-hour course for marketing M.A.'s and second-year M.B.A. students concentrating in marketing examines various analytical concepts, tools, and techniques to manage marketing activities.
MKT 531 Services Marketing. Three hours.
An examination of how service firms achieve and maintain marketing excellence.
MKT 538 Sales Management. Three hours.
The purpose of the course is to familiarize students with the problems and tasks faced by sales managers, to present principles and applications of effective sales management, and to develop students' ability to critically analyze and provide solutions to problems of sales management. Offered fall semester.
MKT 544 Promotional Strategy Management. Three hours.
An analysis of the promotion mix and how it can be utilized to achieve managerial objectives.
MKT 555 Global Marketing Management (same as IBA 555). Three hours.
The objective of this course is to investigate the effects of cultural similarities and differences on marketing practices worldwide. Also examined are the effects of market idiosyncrasies on globally oriented product, promotion, pricing, and distribution strategies.
MKT 581 Project Management in Marketing. Three hours.
Prerequisites: MKT 518 and MKT 530.
Working with a client firm, students will apply in a practical setting the skills and knowledge they have acquired and build new skills in project management.
MKT 591 Independent Study in Marketing. Three hours.
MKT 592 Internship in Marketing. Three hours.
MKT 597 Special Topics in Marketing. Variable credit.
MKT 598 Research Methods I. Three hours.
A course that provides the student with an understanding of the principles, tools, and techniques of research in the fields of human resources management and marketing.
MKT 599 Thesis Supervision. Variable credit.
MKT 613 Behavioral Theory in Marketing. Three hours.
Prerequisite: MKT 518 or equivalent or permission of the instructor.
An application of behavioral science concepts to problems of understanding and influencing group and individual behavior. Offered spring semester, every other year.
MKT 627 Inter-Organizational Systems. Three hours.
Prerequisite: MKT 518 or equivalent.
An examination of inter-organizational distribution systems stressing the evolution of channel theory. Theoretical explanations of structural dynamics and the analysis of channel behavioral constructs (e.g., channel power, conflict, and leadership) are stressed. Offered every other year.
MKT 661 History of Marketing Thought. Three hours.
Prerequisite: MKT 518 or equivalent.
The study of the development of marketing ideas, concepts, and theories from 1900 to the present. The influence and contribution of individuals to marketing concepts will be stressed. Offered according to demand.
MKT 674 Measurement and Structural Equation Modeling. Three hours.
Prerequisite: ST 550.
A course that provides the student with basic information about measurement theory and how it is applied in scientific research. Offered spring semester.
MKT 679 Theory Development and Testing (same as MGT 679). Three hours.
Prerequisites: MKT 674, ST 550, and ST 551.
The course presents the causal models approach to theory construction. Emphasis is given to integrating verbal approaches to theory building with the construction of simultaneous equation mathematical models with causal interpretations. Offered fall semester.
MKT 685 Theory of Market Development. Three hours.
Prerequisite: MKT 518 or equivalent.
A study of the spatial and temporal dimensions of marketing activity, including a study of the location and development of markets, extent and shape of market areas, models of the location process, consumer spatial behavior, and probabilistic choice modeling.
MKT 688 Marketing Models. Three hours.
Prerequisites: MKT 518 and ST 405 or equivalent, and permission of the instructor.
Development of a basic framework for developing mathematical marketing models, designed to help managers make marketing-related decisions. Offered fall semester, every other year.
MKT 690 Graduate Seminar in Marketing Theory. Three hours.
Readings in the field of marketing, with an emphasis on theory and philosophy of science. Offered fall semester, every other year.
MKT 691 Graduate Seminars in Marketing: Marketing Strategy. Three hours.
Prerequisites: MKT 518 and MKT 528 or equivalents.
Both theory-based and past empirical research articles are used to examine the various conceptual models, frameworks, and techniques used to develop, evaluate, and implement marketing strategies at the firm level. Offered fall semester, every other year.
MKT 698 Research in Marketing. Three hours.
MKT 699 Dissertation Supervision. Variable credit. Three-hour minimum.
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