MARKETING

241	Advanced Marketing Management (3)	Rau
	For M.B.A. students in concentrations other than marketing. Case analysis of marketing problems. Current developments in marketing practice. The relationship of marketing to environmental forces and other business functions.    (Spring)
242	Buyer Behavior (3)	Dyer, Hassan, Maddox
	The buyer decision process model as a framework for analysis of how and why products and services are purchased and used. The impact of consumer decisions on the marketing strategies of organizations. Marketing applications in high-tech and service industries.    (Fall)
243	Marketing Research (3)	Dyer, Rau
	The marketing research process: designing, conducting, and using market research studies. Managing the market research project; qualitative research; survey and experimental designs; data analysis with statistical software packages. Prerequisite: MBAd 220 and 221.    (Fall and summer)
246	Marketing of Services (3)	Liebrenz-Himes, Smith
	Management of the activities involved in marketing new and existing services. The innovation system (behavioral and organizational) of service product decisions, product planning processes, marketing auditing, services and the law, and new service trends. Marketing of intangibles and services is highlighted.    (Spring)
248	Advertising and Sales Promotion (3)	Maddox
	Examination of advertising and sales promotion from a systems perspective supported by analytical methods and concepts regarding consumer attitudes and behavior. The role of communication in marketing, behavioral research, message design, economic and financial criteria, development of a promotion program.    (Spring)
250	Selling and Sales Management (3)	Divita
	The selling task, with attention to ethical and legal issues, the selling process, nonverbal language, account management, proposal writing, negotiation. Managerial issues, demand analysis and resource allocation, motivation, coaching and incentives, sales administration, and analysis of sales performance.    (Fall and spring)
251	Product Management (3)	Rau
	Examination of all the stages of a product's life, from idea generation through screening, development, and commercialization. Emphasis on new product development.    (Spring)
252	Electronic Marketing and Commerce (3)	Dyer
	The impact of technology on sales and marketing strategy. Areas explored include e-branding, customer relationship management, permission e-mail, sales force technology enhancement, mobile commerce, online marketing research, and electronic channels of distributions.    (Spring)
253	Marketing Channels of Distribution (3)	Achrol
	Designing and managing channels of distribution. Retailing and wholesaling strategy. Electronic marketing channels: e-Business models and execution. Design of integrated inventory, physical distribution, and logistics systems. Managing channel relations and measuring performance. Regulatory issues in conventional and electronic channels. Global networks.    (Fall)
255	Marketing High Technology (3)	Divita
	Emphasis on differentiating the marketing process used for marketing high technology and high technology products from that employed by firms offering a standard product line. Market analysis, product planning, channels of distribution, pricing, promotion, decision making, and developing an integrated marketing plan. Primarily for M.S.I.S.T. students.
257	Marketing and Public Policy (3)	Divita
	Examination of principal areas of public policy formulation affecting marketing practice. Topics: advertising, warranties, product safety, health issues, consumer information systems, informal and formal redress mechanisms, business responsibilities. Government, business, and advocate viewpoints presented.
259	Marketing Strategy (3)	Divita, Rau
	Required capstone course for marketing students. Analysis of complex marketing problems involving policy and operational decisions; emphasis on creative marketing strategy. Prerequisite: completion of at least three Second-Level marketing courses, excluding Mktg 241.    (Spring)
290	Special Topics (3)	Staff
	Experimental offering; new course topics and teaching methods. May be repeated once for credit.
297	International Management Experience (3)	Staff
	Same as Accy 297/Fina 297/IBus 297/Mgt 297/SMPP 297. May be repeated for credit.
298	Directed Readings and Research (3)	Staff
299	Thesis Seminar (3)	Staff
300	Thesis Research (3)	Staff
311	Seminar: Public–Private Sector Institutions and Relationships (3)	Staff
	Same as SMPP 311.
341	Seminar: Marketing (3)	Achrol, Dyer, Liebrenz-Himes, Rau, Hassan
	Examination of major theoretical developments in marketing. Open only to doctoral candidates.
397	Doctoral Seminar (1 to 3)	Staff
398	Advanced Reading and Research (arr.)	Staff
	Limited to doctoral candidates preparing for the general examination. May be repeated for credit.
399	Dissertation Research (arr.)	Staff
	Limited to doctoral candidates. May be repeated for credit.