2000-2001 Undergraduate Catalog
Indiana, Pennsylvania 15705

Marketing

Department of Marketing
Eberly College of Business and Information Technology

Credit designation below title is expressed in (c) class hours per week, (l) lab or (d) discussion section hours per week, and (sh) semester hours of credit per semester.

MKTG 321 Consumer Behavior
3c-0l-3sh
Prerequisites: MKTG 320 and PSYC 101
A survey of noteworthy contributions of behavioral science and research on consumer purchasing and decision-making process, with particular attention to formal and informal influence patterns.

MKTG 350 International Business
3c-0l-3sh
Prerequisite: MGMT 310
A study of the international dimensions of business and the critical environmental and organizational factors that affect managerial approaches in the international arena. Focuses upon the management problems stemming from the movement of goods, human resources, technology, finance, or ownership across international boundaries. (Also offered as MGMT 350)

MKTG 351 Self-Marketing
1c-0l-1sh
Prerequisite: Junior standing (as per credits earned)
The focus is on the development of both long-term and short-term self-marketing plans and self-marketing packages. Theories of managerial marketing, professional selling, market research, and advertising applied to self-marketing in order to prepare students to seek internship experience.

MKTG 420 Marketing Management
3c-0l-3sh
Prerequisites: MKTG 320 and MKTG 321
An analysis of marketing and operational problems and policies involved in planning, organizing, coordinating, and controlling a total marketing program.

MKTG 421 Marketing Research
3c-0l-3sh
Prerequisites: MKTG 320 and QBUS 215
Nature, methods, analysis, and application of present-day marketing research techniques utilized in the solution of practical marketing problems.

MKTG 422 Seminar in Marketing
3c-0l-3sh
Prerequisites: MKTG 420 and MKTG 421, graduating senior
A terminal course designed for majors in marketing; considers current literature in the field, case problems pertaining to the total marketing effort, and current problems of actual companies.

MKTG 430 International Marketing
3c-0l-3sh
Prerequisite: MKTG 320
International marketing and markets are analyzed. Special consideration is given to the significance of government regulations; organization structures of export and import enterprises; and credit policies.

MKTG 431 Industrial Marketing
3c-0l-3sh
Prerequisite: MKTG 420
Concerned with the major activities involved in the marketing of industrial goods and services, including the industrial marketing system, marketing information needs of the industrial firm, industrial marketing implementation and control, and channel, pricing, product, and promotional strategies for industrial goods.

MKTG 432 Business and Society
3c-0l-3sh
An overview of the interactions between business and the larger social system in which it operates. Considers the problems, solutions, and future directions of societal issues and their relationships to the business environment. Topics discussed include consumerism, the morality of advertising, self-regulation, pollution and ecology, overpopulation, government regulation, and the social and ethical responsibilities of business and industry. (Also offered as MGMT 432; may not be taken for duplicate credit)

MKTG 433 Advertising
3c-0l-3sh
Prerequisite: MKTG 320
An introduction to the principles, practices, and creations of advertising. Use of various media and legal, economic, social, and ethical aspects of advertising are also considered.

MKTG 434 Marketing Logistics
3c-0l-3sh
Prerequisites: Junior/senior standing, MKTG 320 and MGMT 330
The focus is on planning, organizing, and controlling the marketing logistics function. In addition to the acquisition and application of management science methods, students will integrate and apply previously gained knowledge to analyze and solve complex marketing logistics problems. Areas of major concentration include facility location, transportation, inventory management, and customer service.

MKTG 435 Professional Selling and Sales Management
3c-0l-3sh
Prerequisite: MKTG 320
Introduces students to the role and nature of modern personal selling in marketing. Theory and practice of personal selling process, sales planning, delivering sales presentations, and relationship marketing are emphasized. Basics of managing sales force including territory management, recruiting, training, and compensating sales force are also covered.

MKTG 436 Retail Management
3c-0l-3sh
Prerequisite: MKTG 320
Introduces students to all facets of retailing including the history of retailing, retail theories, and decision-making in retailing framework.

MKTG 437 Services Marketing
3c-0l-3sh
Prerequisite: MKTG 320
Focuses on current theories and applications of marketing techniques in the fast-growing area of services in the business, government, and nonprofit sectors. Emphasis placed on characteristics of services and their marketing implications and formulation and implementation of marketing strategies for service firms.

MKTG 481 Special Topics
var-1-3sh
Prerequisite: As appropriate to course content
Covers advanced, innovative, or exploratory topics and disciplines within marketing. Specific content items developed by instructor. Credits may be applied to either required (by permission of departmental chairperson) or free electives in a student’s program. Special topics numbered 481 are primarily for upper-level undergraduate students.

MKTG 482 Independent Study
var-3sh
Prerequisite: Prior approval through advisor, faculty member, department chairperson, dean, and Provost’s Office. Approval is based on academic appropriateness and availability of resources.
Individual research and analysis of contemporary problems and issues in a concentrated area of study under the guidance of a senior faculty member.

MKTG 493 Marketing Internship
var-3-12sh
Practical experience in the marketing field to develop knowledge and experience in the practical application of theory to actual problems in a nonclassroom situation. A maximum of 3sh of internship in the student’s major may be applied toward the marketing major-area elective requirements. Additional internship credit must be used as free electives only. Admission only by permission of the department chairperson and the dean, Eberly College of Business and Information Technology.