Marketing

Course ID: MARK 3000. 3 hours.
Course Title: Principles of Marketing
Course Description: Examination of the ways organizations satisfy consumer and organizational needs and wants for products and services. Emphasis is placed on how the elements of the marketing mix are used to provide customer satisfaction in the marketing of goods and services, both domestically and internationally.


Course ID: MARK 4000. 3 hours.
Course Title: Marketing Research for Business Decisions
Course Description: The value and methods of marketing research in the context of business decision making. The course first stresses the process of obtaining information, and then emphasizes the use of this information to reduce the risks in marketing decision making.


Course ID: MARK 4100. 3 hours.
Course Title: Consumer Buyer Behavior
Course Description: An overview of what marketers need to know about consumers and how this knowledge is used to satisfy consumer needs. Consumer behavior concepts, processes, and models that help explain differences in consumption behavior and choice are discussed. Concepts from marketing, economics, and basic behavioral sciences are introduced.


Course ID: MARK 4210. 3 hours.
Course Title: Professional Selling and Customer Relationship Management
Course Description: Examination of the theory and practice of salesmanship. Focus is on developing and maintaining customer relationships, professional selling, understanding organizational buying behavior, customer opportunity analysis, problem identification, needs assessment, value analysis, and value- based selling. Both analytical and sales/selling skills are developed.


Course ID: MARK 4220. 3 hours.
Course Title: Sales Force Strategy and Management
Course Description: Managing the marketing-driven sales force, including customer relationship and interfacing strategies, cross-functional issues relevant to sales, sales force organization strategies and systems, and customer-focused teams. Human resource issues, such as compensation systems, salesperson development, sales team leadership, and sales training and


Course ID: MARK 4500. 3 hours.
Course Title: Services Marketing
Course Description: Examination of the nature and features of services that distinguish marketing of services from marketing of physical goods. Emphasis is placed on adapting the marketing mix to retain customers and build loyalty. Models of services marketing, including the service profit chain and the service quality gap model, are introduced.


Course ID: MARK 4600. 3 hours.
Course Title: Integrated Marketing and Brand Communication
Course Description: The study of marketing communications of business firms and organizations. Attention focuses on the process and the challenges involved in developing effective communication strategies. Key issues in effective advertising are illustrated using business cases.


Course ID: MARK 4700. 3 hours.
Course Title: International Marketing
Course Description: Introduction to issues and practices in international marketing. Focus is placed on cultural, legal, social, economic, and behavioral differences that affect marketing in global environments and on how the marketing mix is adapted to different cultures. Importance of world trade and the global business environment is emphasized.

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