Academic Programs

Courses in Marketing

3820 Principles of Marketing

• Three credits
• Survey of the functions, processes, and institutions involved in the distribution of consumer and industrial goods and services
• Decision making in marketing management is 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
• The development of promotion objectives, strategies, and plans

3855 Product Management

• Three credits
• Prerequisite: MKT 3820
• Survey of 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 of materials and equipment in industry and government
• Includes decision making related to optimum of quality, price, source, quantity, and time

3865 Sports Marketing

• Three credits
• Prerequisite: MKT 3820 and MKT 3850
• Survey of issues pertaining to the marketing of sports products and entities.
• Focus is on the applicaiton of strategic marketing planning ot the sports industry.

3870 Principles of Transportation

• Three credits
• Prerequisite: MKT 3820
• Transportation development in the United States and internationally
• A historical, economic, and regulatory perspective

3880 Credit and Price Management

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

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, attitudes, 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 regards to personality management, merchandising tie-ins, sports marketing/issues, and film/televison distribution

3930 Marketing Research

• Three credits
• Prerequisites: MKT 3820 and QM 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
• 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 Co-op Education Office requirements must be completed to receive credit
• Courses may not be used to satisfy the major or minor requirement and 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
• Prerequisite: 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 lectures, role plays, 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 impact, issues, and trends domestically and globally and the role and scope of marketing in service entities

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: MKT 3820, 3910, 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 are emphasized
• Must be taken in the semester in which the student will graduate

4950 Marketing Internship

• Three credits
• Prerequisites: Marketing major with senior standing and an overall grade point average of 3.00
• Student will experience part-time affiliation with a business firm to develop knowledge and experience in the practical application of marketing principles to actual business problems in a non-classroom situation
• This course may not be used to satisfy the major or minor requirement

4990 Independent Study

• 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

6000 Marketing Concepts

• Three credits
• Pre-requisite for MBA program
• May not be used for elective credit in graduate business degree program.
• 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

6800 Marketing Management

• Three credits
• Pre-requisite: 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
• Pre-requisite: 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
• Pre-requisite: 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
• Pre-requisite: 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
• Pre-requisite: 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

• Three credits.
• Pre-requisite: 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, forecasting, and analyses; interrelationships with other functions; strategy of product pricing, promotion, and channels

6860 Marketing Research and Decision Making

• Three credits
• Pre-requisites: 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 (687) Electronic Commerce and Direct Marketing

• Three credits
• Pre-requisites: 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.

6880 Sport and Entertainment Marketing

• Three credits.
• Pre-requisites: MKT 6000 or 6800
• Issues pertaining to marketing in the sports and entertainment industies
• Focuses on role of sponsorship in a firm's marketing strategy

6890 Problems in Marketing

• Three credits.
• Pre-requisites: MKT 3820 or 6000 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.
• Pre-requisites: MKT 3820 or 6000
• This course focuses on 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 theories to practical situations