Course Descriptions

Course descriptions are listed below ordered by course number. For additional electives outside the program, please coordinate with you advisor or consult the university Course Listings.

3000 Level Courses

MKT 3301 - Marketing Concepts
Course Description Prerequisite(s): Junior standing. Cumulative GPA of 2.75 or higher. Not open to BBA students. This course is a foundational marketing course that features a decision-oriented overview of marketing in modern organizations. Students will be exposed to a broad introduction of marketing concepts, the role of marketing in society and in the firm, and the various factors that influence marketing decision making.
MKT 3305 - Principles of Marketing
Course Description Prerequisite(s): Junior Standing. Designed to present a picture of the development and present status of our marketing system, to analyze the marketing task, and to examine the major policies that underlie the various activities of marketing institutions.
MKT 3310 - Professional Selling and Communications
Course Description Organized around building value-adding relationships such that both the selling and buying organizations benefit and the process of making informative and persuasive presentations. Course topics include how to make positive first impressions, managing objections, presentation skills, reaching win-win decisions and servicing customers. Developing one's selling and communications skills is useful to every business person who makes presentations. Case study, videotaped role playing, professional speakers and group interactions project the student into the world of business and selling.
MKT 3320 - Advertising Procedures
Course Description Prerequisite(s): MKT 3320. Cross-listed as JOU 3320. A survey of the entire field of advertising stressing knowledge of history, principles, objectives, and the psychological basis of advertising. Research techniques, media selection, campaigns, production methods, and space buying are treated in survey style.
MKT 3325 - Consumer Behavior
Course Description An interdisciplinary approach to the analysis and interpretation of consumer buying habits and motives and the resultant purchases of goods and services. The purchaser's psychological, economic, and sociocultural actions and reactions are stressed as they relate to a better understanding of consumption.
MKT 3330 - Marketing Research
Course Description Prerequisite(s): MKT 3305 and a minimum grade of C in QBA 2302. Systematic gathering, recording, and analyzing of data about problems relating to the marketing of goods and services. Emphasis is placed on the process of conducting marketing research and the relevant issues at each stage in the process and the role that generated data plays in aiding management decision making. Designing research studies, constructing questionnaires, choosing samples, analyzing research results, preparing reports, and improving the student's overall problem solving skills are stressed.
MKT 3340 - Nonprofit Marketing
Course Description Applies marketing concepts to objectives of nonprofit organizations. Special attention is paid to fund raising, promotion, and strategic planning in the arts, education, and social issues.

4000 Level Courses

MKT 4199 - Professional Selling Internship
Course Description Prerequisite(s): MKT 3305. Designed as an applied learning experience, the course follows the student's short-term paid placement (typically a semester) within a firm. Intern responsibilities are determined by the firm offering the internship; sales faculty work with companies to ensure that student experiences are full and rewarding. The course provides the framework for the student to document learning experiences from the internship and coursework in a personal e-portfolio for career management.
MKT 4310 - Sales Force Management/Leadership
Course Description Prerequisite(s): MKT 3305. Beginning with sales force strategy for today's complex business environment, the course covers responsibilities of sales executives and field sales managers. Topics include sales force design, multi-channel strategy, sales technology, recruiting, training, and sales force motivation and evaluation. Case study, field projects, and speakers enhance the learning process.
MKT 4311 - Professional Selling and Communications II
Course Description Prerequisite(s): MKT 3305. Organized around the in-depth study of advanced sales practices, the course focuses on creating a customer-focused value proposition, the multi-person buying center, team-selling, key account management and time management. Videotaped role plays, presentations and live field work activate learning.
MKT 4315 - Retail Store Management
Course Description Prerequisite(s): MKT 3305; not open to pre-business students. Considers architecture of the store, layout, buying, pricing, display, sales promotion, stock control, and consumer services in general.
MKT 4320 - Marketing Channels
Course Description Prerequisite(s): MKT 3305. Focused on examining the value-creation aspects of marketing channels, course topics include analyzing existing channels as interorganizational systems and developing multi-channel models for moving products to end users. Key issues that students will consider include channel members' goals and value propositions, as well as optimizing configurations for market coverage and desired levels of vertical integration. Hands-on exercises and professional speakers illuminate existing channel issues.
MKT 4321 - Advertising Campaigns
Course Description Prerequisite(s): MKT 3320; not open to pre-business students. A managerial approach to promotional campaign development with an emphasis on advertising strategy as a component of the total marketing mix. Students apply research techniques to target audience identification, media planning, and creative execution. A complete campaign will be designed for a specified client.
MKT 4322 - Multicultural Marketing in a Global World
Course Description Prerequisite(s): This class is open only to BBA students who have been admitted to the Business School. This course will provide students with a chance to learn about the trends that will shape the business world for the coming decades as the U.S. population and global customer base increasingly become more diverse in race, ethnicity, religion, language, culture, etc. The focus will be on helping students understand the challenges businesses face in meeting the needs of consumers from diverse cultural backgrounds, as well as the disabled, women, LGBTQIA+, and the urban mindset (youth) market segments. Students will be able to link learning from a wide array of business disciplines to see how changes in one area affect theoverallgrowth of the company.
MKT 4324 - European Business Seminar
Course Description Prerequisite(s): MKT 3305; not open to pre-business students. This seminar is conducted in Europe where students will participate in lecture/discussion sessions with executives of various multi-national and global corporations. Students will study the impact of the European Union and the European Common Currency (Euro) on world trade. Students will be exposed to marketing practices in several European countries and will gain insight into the cultural, social and political environments of each country visited.
MKT 4325 - International Marketing
Course Description Prerequisite(s): MKT 3305; not open to pre-business students. Cross-listed as INB 4325. A study of the international dimensions of American enterprise and the background of the international environment. Includes international trade concepts, cultural dynamics, business customs, multinational markets, development markets, and influence of political, legal, and geographic factors on international marketing.
MKT 4330 - Marketing Analysis and Decision Making
Course Description Prerequisite(s): MKT 3305, nine hours of additional marketing courses, and a minimum grade of C in ACC 2303 and 2304; and FIN 3310; not open to pre-business students. Marketing Analysis is the capstone marketing course for marketing majors. The purpose of the course is to help the student develop his/her ability to use the knowledge and analytical skills gained in other marketing and business courses. Emphasis will be on analysis and decision making utilizing a variety of cases and business situations.
MKT 4340 - Strategic Brand Management
Course Description Prerequisite(s): MKT 3325 and MKT 3330. An advanced Marketing elective that addresses important branding decisions faced by an organization. The course provides the student with an increased understanding of the important issues in planning and evaluating branding strategies; the appropriate theories, models, and other tools to make better branding decisions; and a forum to apply these principles.
MKT 4341 - Professional Selling & Communications for Sports II
Course Description Prerequisite(s): MKT 3342; not open to pre-business students. In-depth study of advanced selling and sales management issues pertaining to sports products and services. Includes developing/maintaining long-term customer relationships, account management, supply chain issues, financial analysis, and sales force ethics. Learning tools include case study, role playing, and interaction with executives in professional sports.
MKT 4342 - Sports Marketing Analytics
Course Description Prerequisite(s): MKT 3325, MKT 3330 or consent of instructor or department chair. This course provides a framework for understanding and analyzing fan behavior to apply actionable customer insights to the marketing, promoting, and selling of sports tickets, partnerships, merchandise, and media. Students will learn to use analytical tools to report, explain, and predict fan behavior.
MKT 4350 - Digital Marketing
Course Description Prerequisite(s): MKT 3330; not open to pre-business students. This course is designed to provide a well-rounded overview of digital marketing strategies. A major focus of the course will be in the practical application of tactics in supportof basic business strategies as they apply to the online world of marketing, including search engine optimization, social media sites, content development, email and emerging technologies, among other digital-based topics. Focus will be given to creation of content, management of campaigns, engagement with consumers, and measurements of success of digital marketers.
MKT 4360 - Customer Analytics
Course Description Prerequisite(s): MKT 3330 or QBA 3305; Only open to BBA students; BBA students must be admitted to the Business School in order to take this course. This class will enable students to apply basic skills in data manipulation and visualization using various software packages, analyze customer data with the help of different statistical tools and techniques and use the findings from data analyses to make managerially relevant marketing decisions anchored in customer analytics.
MKT 4395 - Marketing Internship
Course Description Prerequisite(s): Upper-level standing; not open to pre-business students. Marketing majors only. An internship in Marketing is fulfilled in cooperation with an approved organization. Working with the sponsoring organization, the student participates in formal training and education to complete directed activities in marketing, promotion, and customer relationship management.
MKT 4396 - Sports Marketing Internship I
Course Description Prerequisite(s): Must be a major in Sports Sponsorship and Sales or consent of department chair. Internship in sports marketing field; typically fulfilled in cooperation with the University's Athletic Department; student participates in directed activities pertinent to personal selling, promotion, direct response advertising, and customer relationship management.
MKT 4397 - Sports Marketing Internship II
Course Description Prerequisite(s): Must be a major in sports sponsorship and sales or consent of department chair. Internship in sports marketing field; fulfilled in cooperation with either a professional sports team or corporate sports sponsor; student participates in directed activities pertinent to personal selling, promotion, direct response advertising, and customer relationship management.
MKT 4397 - Directed Studies in Marketing
Course Description Prerequisite(s): Consent of marketing adviser and department chair; marketing majors only; not open to pre-business students. Independent study under the direct supervision of a marketing department faculty member. Applications must be submitted and approved prior to registration.
MKT 4398 - Directed Studies in Marketing
Course Description Prerequisite(s): Consent of marketing adviser and department chair;Marketing majors only; not open to pre-business students. Independent study under the direct supervision of a marketing department faculty member. Applications must be submitted and approved prior to registration.

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3000 Level Courses

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4000 Level Courses

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Hankamer School of Business