Marketing (MKT)

3820 Principles of Marketing. Three credits. Prerequisite: Junior standing. Survey of the functions, processes, and institutions involved in the distribution of consumer and industrial goods and services. Decision making in marketing management introduced.

3830 Retailing. Three credits. Prerequisite: MKT 3820. Development and present status of the retailing structure with special consideration given to the fundamentals of store organization, operation, current distribution problems, research techniques, and possible innovations.

3840 Personal Selling. Three credits. Prerequisite: MKT 3820. Principles, problems, and role of personal selling in the business environment. Buying motives, persuasion techniques, and steps of selling process are considered as they relate to different types of sales activities and products.

3850 Promotion. Three credits. Prerequisite: MKT 3820. Psychological, sociological, legal, and marketing environments of promotion; the promotion mix consisting of advertising, publicity, personal selling, and sales promotion; and the development of promotion objectives, strategies, and plans.

3855 Product Management. Three credits. Prerequisites: MKT 3820; Q M 2610; ACTG 2110, 2120. Issues pertaining to marketing of products. Examines topics of interest to product managers including product life cycle, sales forecasting, new products, product positioning, and brand management.

3860 Purchasing. Three credits. Prerequisite: MKT 3820 or approval of instructor. Purchasing management of materials and equipment in industry and government. Includes the optimum of quality, price, source, quantity, and time.

3865 Sports Marketing. Three credits. Prerequisites: MKT 3820 and 3850. Survey of issues pertaining to the marketing of sports products and entities. Focuses on the application of strategic marketing planning to the sports industry.

3870 Principles of Transportation. Three credits. Prerequisite: MKT 3820. Transportation development in the United States and inter-nationally. A historical, economic, and regulatory perspective.

3880 Credit and Price Management. Three credits. Prerequisite: MKT 3820. Credit and pricing policies, procedures, organization; analysis of credit and pricing information as related to marketing activities; determination of credit limits and price levels; statement analysis; cost and collection procedures.

3900 Direct Marketing and Electronic Commerce. Three credits. Prerequisite: MKT 3820. Direct marketing and its strategic use in the development of an integrated marketing communications plan. Topics include traditional direct marketing techniques such as direct mail, broadcast and print media, and telemarketing; Web-based marketing; and technology's impact on direct marketing communications techniques.

3910 Consumer Behavior. Three credits. Prerequisite: MKT 3820. Buyer behavior as an influence in marketing decisions; special attention given to the processes of motivation, perception, attitude, learning, and interaction.

3920 Entertainment Marketing. Three credits. Prerequisite: MKT 3850. Discussion of interrelated marketing issues dealing with the entertainment industry. Develops and relates the marketing mix for industry issues with regard to personality management, merchandising tie-ins, sports marketing/issues, and film/television distribution.

3930 Marketing Research. Three credits. Prerequisites: MKT 3820 and Q M 3620. Modern research methods and their application in gathering information for marketing decisions. Special emphasis given to the implementation of marketing surveys and experiments.

3950 Business-to-Business Marketing. Three credits. Prerequisite: MKT 3820. Survey of managerial decisions involved in the business-to-business marketing of goods and services.

3960 Marketing Channels Management. Three credits. Prerequisite: MKT 3820. Interrelationships and interdependencies among the various institutions and agencies composing marketing channels. Emphasis on analysis of alternative strategies of different channel members for optimum efficiency within a given distribution system.

3970, 3980 Cooperative Education. One to three credits. Prerequisite: Junior standing. Provides students with opportunities for full-time on-the-job training in conjunction with on-campus academic experiences. Students participate in professional growth seminars. Departmental and MTSU Cooperative Education Office requirements must be completed to receive credit. Courses (1) may not be used to satisfy the major or minor requirements and (2) may not be taken concurrently with B AD 4980.

4170 Applied Promotional Strategy. Three credits. Prerequisite: MKT 3850. Integrative nature of the elements of the promotional mix in the successful communication with the consumer of a firm's products and services.

4710 International Business. Three credits. (Same as MGMT 4710.) Prerequisites: MGMT 3610 and MKT 3820. International organizational structures and managerial processes. Cultural, political, economic, and legal environments of global marketing. World market patterns and international trade theory.

4800 Sales Management. Three credits. Prerequisites: MKT 3820 and 3840. Management functions as applied to field sales force. Includes sales organization structures, selection and training of sales personnel, sales compensation, supervision and stimulation of the sales force, and evaluation of sales performance.

4810 Physical Distribution Analysis. Three credits. Prerequisite: MKT 3820. Distribution logistics as related to time-service concepts, profit control centers, and technological gains. Organization structure, communication problems, and alternative inventory management, warehousing, and transportation.

4850 Advanced Selling. Three credits. Prerequisites: MKT 3820 and 3840. The sales function as it relates to business-to-business selling and strategic relationship development. Topics include relational selling, account management, negotiation, team selling, handling conflict and ethical dilemmas, and selling to buying committees. Learning through interactive lecture, role-playing, and sales force automation software.

4860 Problems in Retail Management. Three credits. Prerequisite: MKT 3830. Factors governing a successful retail operation including current problems, case studies, and simulation in merchandising, budgeting, and control.

4870 Services Marketing. Three credits. Prerequisite: MKT 3820. The role and scope of marketing in service entities, including impact, issues, and domestic and global trends.

4880 Applied Marketing Research. Three credits. Prerequisite: MKT 3930. Applies marketing research concepts and tools learned in the introductory marketing research class to "real-life" marketing problems. Emphasis on planning and implementing research activities as well as oral and written presentation of results and conclusions based on marketing research.

4890 Marketing Management. Three credits. Prerequisites: Senior standing; Marketing major; MKT 3910, 3930, and 6 additional semester hours of marketing courses. Marketing strategy, marketing policies, production planning, pricing, promotion, and service from the marketing manager's point of view. Case analysis and marketing simulation emphasized.

4950 Marketing Internship. One to three credits. Prerequisites: Marketing major with senior standing and an overall grade point average of 2.50. Student is affiliated with an organization on a part-time basis to develop knowledge and experience in the practical application of marketing principles to actual business problems in a non-classroom situation. Can be applied toward the student's degree requirements only upon approval of the department chair. This course can only be taken one time.

4990 Independent Study. One to three credits. Prerequisites: Senior standing and approval of department chair. Individual research and analysis of contemporary problems and issues in a concentrated area under the guidance of an approved faculty member. This course can only be taken one time.

5840 Study Abroad. Three credits. Prerequisites: Graduate standing and completion of core courses in respective field as determined by graduate business studies. A short-term international business education experience designed to expose the student to the economic, political, cultural, and social environments of a foreign country(ies), with specific emphasis directed toward the international state/status of the subject matter pertinent to the discipline.

 6000 Marketing Concepts. Three credits. A survey of the functions, processes, and institutions involved in the creation, promotion, pricing, and distribution of consumer and industrial goods and services with an emphasis on the decision-making process. May not be used for elective credit in graduate business degree program.

 6800 Marketing Management. Three credits. Prerequisite: MKT 3820 or 6000. An analytical managerial approach to the marketing activities of a business enterprise. Emphasis on problem solving and marketing simulation.

 6810 Promotional Strategy. Three credits. Prerequisite: MKT 3820 or 6000. Promotional goals, plans, and concepts in marketing; the role of marketing communication in society; the organization, budgeting, and scheduling of promotion; innovation and the adoption process; managerial decision making in the promotional mix.

 6820 Market Behavior. Three credits. Prerequisite: MKT 3820 or 6000. Behavioral science concepts and applied research relating to the process of buyer behavior. Topics include cognition, motivation, personality, group influence, social class, culture, and behavior models.

 6830 Marketing Systems. Three credits. Prerequisite: MKT 3820 or 6000. An analytic, decision-oriented study of marketing channels. Problems of integrating relevant variables within the marketing system to achieve optimum returns for all members.

 6840 Marketing Seminar: Current Topics in Marketing. Three credits. Prerequisite: MKT 3820 or 6000. Theoretical bases of marketing concepts, principles, and strategies; the development, acceptance, and possible future direction of emerging concepts and practices.

 6850 International Marketing Seminar. Three credits. Prerequisite: MKT 3820 or 6000. Difference in market arrangements and in legal, cultural, and economic factors in different countries. Planning and organizing for international marketing operations, fore-casting, and analyses; interrelationships with other functions; strategy of product pricing, promotion, and channels.

 6860 Marketing Research and Decision Making. Three credits. Prerequisite: MKT 3820 or 6000. Investigates research methods for providing marketing information to assist managers in making better decisions, particularly in identifying marketing opportunities and problems. Specifically focuses on understanding both primary and secondary research processes and developing an ability to evaluate primary and secondary sources of information.

 6870 Electronic Commerce and Direct Marketing. Three credits. Prerequisite: MKT 3820 or 6000. Channels used in direct marketing with an emphasis on electronic commerce; strategic differences among the channels of direct marketing and the managerial implications of each. The impact of changing technology, regulations, and privacy issues.

 6890 Problems in Marketing. Three credits. Prerequisites: MKT 6000 or 3820 and approval of department chair. Individual research and analysis of contemporary problems and issues in a concentrated area of study under the guidance of an approved graduate faculty member. Not approved or substituted for core requirements. Approval of supervisory faculty member and department chair must be obtained in writing before student will be allowed to register for independent study.

 6900 Health Care Marketing. Three credits. Prerequisite: MKT 3820 or 6000. The role of marketing in the delivery of health care services. Topics include the history of health care in the United States, the evolution of marketing in health care, marketing strategy and implementation in health care, and the future of health care marketing. Students will apply marketing concepts and theory to practical situations.

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