1990-1991 Academic Catalog

MGMT-355 Organizational Behavior 4 hours A study of the impact of human behavior within and upon the organizational structure. Emphasis is given to behavior as related to employment, absenteeism, employee turnover, productivity, human performance, and management. Prerequisite: MGMT-350 Principles of Organization and Management or permission of instructor. MGMT-357 International Management-W 4 hours A broad perspective of management of principles as they interact in the global economy. Exporting and foreign direct investment are analyzed from the multinational perspective. Strategy, organizational structure and control techniques are developed in a world environ– ment. Prerequisite: MGMT-350 Principles of Organization and Management. MGMT-451Administrative Policy and Strategy-A, W, Sp 4 hours A capstone to the undergraduate business program, integrating functional areas. Strategic issues faced by organizations are analyzed in a comprehensive manner. Skills in strategic analysis are developed through lectures and from diverse industries, nonprofit and quasi– public institutions. Open only to seniors in business administration. MRKT-360 Principles ofMarketing-A, W, Sp 4 hours Introduction and survey of the marketing function in the business environment. Course work will cover the basic components of product, price, promotion, and distribution as well as more dynamic topics dealing with consumers, organizations, service, nonprofit, and inter– national markets. MRKT-361 Sales Management-A 4 hours Principles employed by business firms in the administration and strategy of a sales force. Factors involved in the organization of the sales force: recruiting and selection, training, compensation, motivating, and controlling. Prerequisites: MGMT-350 Principles of Organi– zation and Management, MRKT-360 Principles ofMarketing. MRKT-363 Marketing Research-Sp 4 hours Role of market research in marketing development. Decision making in an atmosphere of uncertainty. Determination of hypotheses. Planning research designs: survey, observational, experimental, and simulation. Execution of survey design: questionnaire construction, sample design, interviewing, tabulation, analysis, interpretation of results, and presentation. Prerequi– sites: MRKT-360 Principles ofMarketing, BUS-212 Statistics. MRKT-365 Consumer Behavior-W 4 hours Introduction to the psychological, sociological, cultural, and economic determinants of consumer behavior. Emphasis on exploration and discussion of various concepts and theories for the purpose of building understanding and of providing an exposure to a variety of viewpoints. Prerequisite: MRKT-360 Principles ofMarketing. MRKT-366 Principles ofAdvertising-A 4 hours Advertising as a tool in marketing management. Decision-making relative to market analy– sis. Media selection, budgeting, production and layout, and measurement of effectiveness. Prerequisite: MRKT-360 Principles ofMarketing or permission of instructor. Bringing years ofmanagement andprofessorial experience to the classroom, Clifford Fawcett teaches the capstone course "Administrative Policy and Strategy." MRKT-367 Industrial Marketing- W 4 hours A study of the industrial market sector which includes buying behavior, applied demand analysis, and segmentation techniques. Designed to provide the student with decision-making capabilities for use in the industrial setting. Prerequisite: MRKT-360 Principles ofMarketing. (odd years) MRKT-368 Nonprofit Marketing 4 hours The course is designed to acquaint the student with skills, abilities and attitudes necessary in order to effectively implement marketing practice in nonprofit organizations. Prerequisite: MRKT-360 Principles ofMarketing or permission of instructor. (even years) MRKT-460 Marketing Management-Sp 4 hours The marketing function relative to product development, promotion, pricing, physical distribution, and the determination of marketing objectives within the framework of the marketing system and available markets. Prerequisites: MGMT-350 Principles of Organiza– tion and Management, MRKT-360 Principles ofMarketing. MRKT-461 Marketing Strategy-Sp 4 hours Computer simulation will be used to acquaint the senior marketing student in a realistic fashion to a variety of marketing situations and allow "hands-on" solutions to be imple– mented and tested. Prerequisites: Senior standing and sixteen hours of marketing including MRKT-360 Principles ofMarketing. MRKT-462 International Marketing 4 hours An intensive investigation of the problems, regulations, and challenges facing U.S. manu– facturers seeking to expand their markets to countries abroad. Prerequisite: MRKT-360 Prin– ciples ofMarketing.