University of Southern Indiana 2011-2013 Bulletin

490 Individual Study in Management (1-3) Repeatable for up tothree hours. Research and reading in the student’s major area of interest.May be taken on an arranged basis upon approval of the Collegeof Business dean and the instructor.499 Business Professional Practice (3) A cooperative work-study programdesigned to: (1) provide undergraduate business students realisticwork experience to improve their understanding of the nature ofAmerican and international business; (2) develop student maturity andconfidence to decide in which areas of business they should seek theirprofessional careers; and (3) create a work situation where advancedbusiness courses are made more meaningful as a result of the perspectivegained from professional experience. From one to three hours maybe earned in an academic term, repeatable to a maximum of six credithours applied as electives in a business bachelor’s degree program.Grades assigned as Satisfactory or Unsatisfactory only. Prereq:Students must have completed or be enrolled in 63 credit hours ofcredit including the following courses: CIS 151, ACCT 201 and ACCT202, ECON 265, ECON 208 and ECON 209, English 201, and SPCH101. Students must have a minimum overall GPA of 2.75 and minimumGPA of 2.75 in all business courses. Consent of the dean,Director of Professional Practice Program, and appropriate departmentchairperson is required.Marketing (MKTG prefix)201 Introduction to Marketing (3) An introductory course designedto apply the marketing process to the specific interests of associatedegree candidates and non-business majors. Emphasis upon retailing,personal selling, advertising, and marketing strategy. (Not open toCollege of Business majors in baccalaureate programs.) Prereq: PSY201 and sophomore standing.305 Principles of Marketing (3) A general survey of the entire field ofmarketing. Attention is given to the management of the marketingefforts of the individual firm. Emphasis is on the role of the marketingenvironment, understanding markets and customers, and decisionmakingregarding products, pricing, distribution, and promotion.Prereq: ACCT 201 and ACCT 202*, ECON 208 and ECON 209*,PSY 201, and junior standing. (Courses marked * may be taken concurrentlywith MKTG 305.)342 Business and Industrial Marketing (3) An examination of themarketing function within organizations marketing goods and/or servicesto other organizations (rather than final consumers). Majoremphasis on business buyer behavior and the business marketing environmentas key factors shaping business marketing strategy development,planning, implementation, and control. Prereq: MKTG 201 orMKTG 305.344 Personal Selling (3) Study of the sales function in a marketingorganization, development of techniques for making an effective salespresentation, and developing and maintaining account relationships.The course also will review major sales management functions includingorganization, allocation, recruitment, selection, training, motivation,compensation, and sales force evaluation and control. Prereq:MKTG 201 or MKTG 305.355 Interactive Marketing (3) This course focuses on the integrationof state-of-the-art interactive technologies into the design and implementationof marketing programs for the new millennium. The functionsof market identification through customer analysis, and the planningand implementation of conception, pricing, promotion and distributionof ideas, goods, and services to satisfy the market benefitimmensely from the capabilities of the rapidly developing informationtechnology (IT) infrastructure. The course also includes introductioninto different techniques for differentiating products and services anddeveloping systems to focus on the market niche, establishing interactivelinks to customers, retrieving online information from customers,and using data mining for market research. Prereq: MKTG 201 orMKTG 305.438 Marketing Research (3) The systematic, objective, and exhaustivesearch for and analysis of data relevant to problems in the field ofmarketing. Attention is given to marketing research procedures suchas project design, sampling, data collection, data analysis, and reporting.Management’s treatment of and reliance upon this important marketingtool are considered. Prereq: ECON 265, MKTG 305, and seniorstanding.443 Tourism and Leisure Marketing (3) The application of marketingtheories and practices to the leisure and tourism industries.Emphasis will be placed on the psychology of leisure pursuits and tourism.Discussions will include, but not be limited to, sports marketing,the marketing of destinations/events, and travel psychology. Prereq:MKTG 305 or MKTG 201; MKTG 313 or MKTG 332.BUSINESS313 Services Marketing (3) Emphasis is placed on the role of servicesin today’s economy. The differences in marketing goods and the marketingof services is stressed. Strategy development for a wide varietyof services including financial, medical, and entertainment is highlighted.Prereq: MKTG 201 or MKTG 305.332 Consumer Behavior (3) An interdisciplinary approach to theanalysis and interpretation of consumer buying habits and motives,and the resultant purchase of goods and services. The purchaser’s psychological,economic, and sociocultural actions and reactions arestressed. Prereq: MKTG 201 or MKTG 305.334 Promotional Strategy (3) An examination of the promotionaltechniques available to marketing management. Emphasis is given tomarket analysis and to the communication process providing themeans by which products can be effectively promoted. The specifictools of personal selling, advertising, sales promotion, and publicity areexamined as components of overall marketing strategy. Prereq: MKTG201 or MKTG 305.444 Sales Management (3) The course is designed to help studentsprepare to face the changing sales environment of many organizations,brought by fierce global competition. Students are introduced to salesmanagement concepts, terms, and the management of field sales forces.The course will highlight the broad domain of sales management,skills to handle increasing demands of buyers, and career opportunitiesin sales management. The course will provide students with an appreciationof the ethical issues involved with sales management. Prereq:MKTG 201 or MKTG 305.447 Retailing Policy and Management (3) Policies, practices, andproblems of efficiently operated retail stores, including the study ofsuch areas as store location, layout, organizations, merchandise planningand control, pricing, buying, and sales promotion. Prereq: MKTG201 or MKTG 305.448 Marketing Management (3) Application of problem solving inthe area of marketing management, emphasizing planning the marketingeffort, management of the marketing organization, and control ofmarketing operations. Prereq: completion of at least nine hours inmarketing and senior standing.University of Southern Indiana • 2011–2013 Bulletin 59