Undergraduate Course Descriptions

ICS 200 Introduction to Business
MKT 202 Quantitative Methods in Marketing
MKT 301 Principles of Marketing
MKT 305 Intro Marketing Research
MKT 310 Consumer Behavior
MKT 315 Strategic Tools for Marketers
MKT 320 Principles of Advertising
MKT 340 Marketing Across Cultures
MKT 341 IMC for Multicultural Markets
MKT 352 New Product Development
MKT 356 Marketing Analysis and Planning
MKT 357 Management of Marketing
MKT 358 Marketing In Global Environment
MKT 359 Advanced Marketing Management
MKT 360 International Marketing
MKT 365 Business to Business
MKT 376 Effective Business Communication
MKT 377 Fundamentals of Sales & Networking
MKT 378 Sales Strategy & Technology
MKT 379 Leadership in Sales Organizations
MKT 380 Strategic Framework for Targeting Retail Consumers
MKT 390 Services Marketing
ICS 392 Senior Seminar: Consumer Culture
MKT 395 Internet Marketing
MKT 393 Marketing Internship
MKT 381 Building Financial Relationships
MKT 382 Principles of Category Management
MKT 399 Independent Study

ICS 200 INTRODUCTION TO BUSINESS
4 units
This course is designed for non-Commerce majors who want a minor in business.
The course will help you develop an understanding of the role of the major functional areas of business, as well as ethical considerations, the globalization of business and the role of entrepreneurship. Considerations will be given to the possible career opportunities in each of the functional areas studied.

Offered every fall and spring

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MKT 202 QUANTITATIVE MTHDS IN MKT
2 units
This course explores quantitative techniques commonly used in business to aid in marketing decision making. It explores the concepts which underlie techniques and provides skills to understand and manipulate data using spreadsheet software. Statistics that are frequently used in marketing are taught.

PREREQ BMS 142 or equivalent-
Offered every term

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MKT 301 PRINCIPLES OF MARKETING
4 units min / 4.5 units max
Marketing 301 introduces basic marketing terminology and the relationships between and among these terms relevant to the creation and implementation of basic marketing strategy. The course content also focuses upon the controllable and uncontrollable variables which have bearing on the success or failure of marketing programs. The course also provides students with the opportunity to demonstrate their ability to bridge between concepts discussed in the text and those same concepts appearing in academic and practitioner publications and popular business periodicals.

PREREQUISITE(S): Junior Standing.
Offered every term

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MKT 305 INTRO MARKETING RESEARCH
4 units min / 4.5 units max
Course focuses on how to match research design (exploration, surveys, observation and experiments) with an organization's marketing problems. You will learn how to: design questionnaires, collect and analyze survey data, prepare and conduct focus groups and design experiments. Some knowledge of statistics required.

PREREQUISITE(S): MKT 202, MKT 301
Offered every term

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MKT 310 CONSUMER BEHAVIOR
4 units min / 4.5 units max
An analysis of the environmental, social and psychological factors that influence an individual's consumer decisions. Specific areas studies will be consumer motivation, attitudes, learning and decision processes, as well as lifestyles, reference groups, communication and cultural influences.

PREREQUISITE(S): MKT 301.
Offered every term

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MKT 315 STRATEGIC TOOLS FOR MARKETERS
4 units min / 4.5 units max

This course provides depth of knowledge in the understanding and application of important and relevant concepts in marketing such as market demand forecast, product positioning, pricing, marketing performance assessment, and product design. The course covers several “hands-on” tools that are frequently used by marketers and business-people to generate deep customer insight to aid decision-making in the above-mentioned areas.

PREREQUISITE(S): MKT 202, MKT 301, & MKT 310.
Offered every term

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MKT 320 PRINCIPLES OF ADVERTISING
4 units min / 4.5 units max
Principles of Advertising. Development of an understanding of the principles, processes, and methods employed in advertising and sales promotion of products and services directed toward consumers, business, and intermedia. Discussion will involve understanding the behavior of the target audience, developing advertising, budgeting for advertising, creating the message and media strategy, and measuring the effectiveness of the advertising program.

PREREQUISITE(S): MKT 202 & MKT 310
Offered every term

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MKT 340 MRKTNG ACRS CULTRS LATIN MRKTS
4units/ 4.5 units max
The course is designed to challenge students to think critically about culture and international marketing, with an emphasis and perspective on Latin America. The course is structured to examine cross-cultural and intercultural approaches that intertwine with the international business environment and eh impact that both have on the marketing of gods and services.

Offered every winter

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MKT 341 INTGD MKTNG COMMUN: MULTICULTURAL MARKETS
An overview of the principles of integrated marketing communications and how these are applied to the growing mulitcultural market in the US. The course will focus on teh application of integrating marketing principles to this increasingly complex and fragmented market. The course includes an overview of the multcultural markets, media environment, and the tools available for designing integrated marketing communications programs, including promotions. The course structure will include discussion of statistical reports, case studies, exercises, experiences and guest lectures. Real-life cases will be studied in teh class with students delivering a mini-advertising/IMC plan at the end of the course.

PREREQ(S): MKT 301, MKT 320
Offered every winter and spring

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MKT 352 NEW PRODUCT DEVELOPMENT
4 units/ 4.5 units max
An introduction to the various types of new products and services, and to the new product management process used by many firms to increase the likelihood of success while minimizing financial risk. Students will learn about new product conceptualization, development, and launch stages of the process, and be introduced to some of the tools and techniques employed in each.

PREREQ(S): MKT 301
Offered variably.

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MKT 356 MARKTNG ANALYSIS/PLANNING
8 units
Marketing Analysis and Planning. The first course of the IME sequence addresses marketing information gathering, analysis and planning. Students will learn how to conduct secondary research at the company and industry level for analysis of a firm's competitive situation. This analysis will be drawn from real-time cases from sponsoring Chicago-area companies. Emphasis is placed on teamwork and effective communication in oral and written presentation. Students will learn to analyze a firm's industry and competition as well as how to identify a target market and position a product. Milestones will include the preparation and presentation of the situation analysis elements of a marketing plan, as well as a presentation to the client company. 8 quarter hours.

PREREQUISITE(S): Admission into the IME program and departmental permission
Offered every fall

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MKT 357 MANAGEMENT OF MARKETING
8 units
Management of Marketing. The second course in the IME sequence acquaints the student with the knowledge and skills necessary for the management of marketing activities including marketing plan preparation and tactical decision-making in changing situations. (1) Students will build upon the situation analysis and presentation skills acquired in the IME Level l, by developing skills necessary to prepare and present a marketing plan. (2) Tactical managerial decisions to be addressed include product/service management, competitive pricing decisions, distribution, and promotion decisions as faced by the manager of marketing activities in the day-to-day life of the firm. Students will learn to develop sales forecasts and budgets and apply control and analysis techniques to evaluate marketing operations. Course milestones will include market plan development and presentation to internal as well as external groups, and the presentation of analysis and recommendations to address the day-to-day management of marketing operations. Students will work in teams to address a marketing problem provided by a sponsoring Chicago-based company. This problem will require students to use available secondary data to analyze the current market situation and analyze and interpret primary data necessary to make decisions. 8 quarter hours.

PREREQUISITE(S): Admission into the IME program and departmental permission
Offered every winter

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MKT 358 MARKETING IN GLOBAL ENVIRONMENT
4 units min / 4.5 units max
Marketing in a Global Environment. This final course in the IME sequence provides a strategic perspective for marketing management in a global environment. The course will address company organization, industry structure, firm's competitiveness, marketing activities, and market-entry strategies. Course milestones will address the issues and decisions normally associated with international market expansion. The course is a hands-on learning experience for the student/team through the introduction and interaction with a Chicago-based company currently involved in international business. 4 quarter hours.

PREREQUISITE(S): Admission into the IME program and departmental permission - Offered every spring

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MKT 359 ADV MARKETING MANAGEMENT
4 units min / 4.5 units max

This course will familiarize students with the role of the marketing manager in charting the direction of a business, and formulating strategies to create or sustain competitive advantage. It provides knowledge and skills to help students identify, analyze, and address marketing problems and opportunities, and enable them to make effective business decisions.
PREREQUISITE(S): MKT 310
Offered every term

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MKT 360 INTERNATIONAL MARKETING
4 units min / 4.5 units max
The course is designed to provide students with an understanding of international marketing within a global framework. The course focuses on marketing concepts, theories, and principles applicable to international marketing management. The course is structured to examine the environmental factors (political, economic, cultural, and demographics) that drive host-country governments’ goals and objectives that affect firms and industries operating in developed and emerging markets of the world. Emphasis is placed on marketing strategies to emerging economies in different regions of the world with special attention given to the BRIC (Brazil, Russia, India and China) group of emerging markets.

PREREQUISITE(S): MKT 310.
Offered variably

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MKT 376 EFFECTIVE BUSINESS COMMUNICATION
4 units min / 4.5 units max
This course is designed to expand the participant's communication skills through the application of the principles of communication science and the psychology of persuasion in a contemporary business setting. Students are shown how to develop successful communication and message packaging strategies useful in a variety of communication venues including: memos, meetings, briefings, interviews and individual and team presentations. Oral presentations and written communication techniques are explored including use of visuals, computer graphics, and layout techniques. The mechanisms of Speech Apprehension (stage fright) are presented as well as techniques for management and reduction of this common, debilitating phenomenon. Personal ethics and credibility are explored as important components of effective communication, both individually and as part of a team.

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MKT 377 FUNDAMENTALS OF SALES/NETWORKING
4 units min / 4.5 units max
In the current business environment, companies can only cut expenses to a certain extent and, for this reason, are focusing their efforts on recruiting well-trained and refined sales professionals that generate substantial revenue. This course is designed to expose students to the energy, decorum, techniques and methods of superior selling sought after in today's business environment. Coursework will examine networking techniques and ways in which to identify high-potential opportunities. Application of techniques is crucial to learning this material, therefore students will be given the opportunity to implement learned techniques via real-world selling activity.

Offered every term

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MKT 378 SALES STRATEGY & TECHNOLOGY
4 units min / 4.5 units max
Students taking this course will be provided with a comprehensive understanding of sales strategy and an appreciation of sales technology used today to optimally organize and deploy sales resources. At the heart of this course is an introduction to the principles of customer relationship marketing and customer acquisition programming. Students will learn via lecture, text, guest lecturers, exposure to the latest technological tools and current case study. This course will benefit participants by providing a true perspective as to what role sales plays today and will play in the future of customer-centric organizations.

(PREREQUISITES: MKT 301, MKT 310, AND EITHER MKT 376 OR MKT 377
Offered every term

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MKT 379 LEADERSHIP SALES ORGANIZATIONS
4 units min / 4.5 units max
The role of the sales organization within companies today is varied in both its structure and the level of contribution to an organization's success. Students who take this class will study the overall company, marketing, and sales organizations of three major corporations in different industry business segments. Learning will occur by exposure to the top executives of the corporation to understand their position in the industry, and by working with their marketing and sales personnel to gain a perspective on the synergistic relationship between the marketing and sales organizations-as well as understanding the role and importance of the sales organization to the company's bottom line.

(PREREQUISITES: MKT 301, MKT 310 AND EITHER MKT 376 OR MKT 377)
Offered every term

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MKT 380 STRATEGIC FRAMEWORK for TARGETING RETAIL CONSUMERS
4 units min / 4.5 units max
Students are introduced to concepts of the retail business model which include: identifying the target consumer and market, development and implementation of merchandising plans, interaction with supply chains, management of human resources and the financial implications of decisions at the corporate and store levels.

Offered every term

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MKT 390 SERVICE MARKETING
4 units min / 4.5 units max
Service Marketing. This course will explore the identifying characteristics of service marketing as compared and contrasted with product marketing. The conceptual differences in marketing of intangibles vs. tangible offerings to the market will be emphasized. The course will consist of lecture, discussion, readings and cases.
PREREQUISITE(S):MKT 310. Offered variably.

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ICS 392 SENIOR SEMINAR CONSUMER CULTURE
This course examines an important yet frequently overlooked aspect of contemporary culture: consumer culture. We live in a consumer culture. Selling, purchasing and consuming are central to the economy and consumer identity (i.e., we are what we consume). This class explores the role of consumer culture in the lives of contemporary Americans, including the effects that marketing and business have upon our culture and the effects that this culture has on societies, groups, individuals and the environment.
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MKT 393 MARKETING INTERNSHIP
4 units min / 4.5 units max
Marketing Internship. Internships provide an opportunity to obtain valuable professional experience and contacts in advertising agencies, manufacturing, services, public relations agencies, and communications. IME Marketing majors are required to complete one quarter of intern credit. The department's internship coordinator will work with each student to obtain placement. Student will work for and study the marketing operiation of the firm. Marketing internship may be taken, with approval of the coordinator, any quarter after the completion of Marketing 301 Principles of Marketing. In lieu of internship, IME students may, with approval of the chair, elect to complete a Marketing elective. MKT 393 qualifies for the junior year experiential learning requirement.
PREREQUISITE(S): MKT 301 and coordinator approval

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MKT 395 INTERNET MARKETING
The course provides an introduction to Interactive/Internet marketing methods. Business to Business and Business to Consumer examples and strategies will be explored in a variety of vertical markets (e.g. financial services, technology, retail, catalog, manufacturing, health care, hospitality and entertainment, automotive, government). Impact on an organization's value chain will be identified. Global, privacy (including legislation challenges) and ethical issues will be introduced
PREREQUISITE(S):MKT 301 Offered variably.

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MKT 398 SPECIAL TOPICS
4 units min / 4.5 units max
Special Topics. Content and format of these courses are variable. An in-depth study of current issues in marketing. Subject matter will be indicated in class schedule. The Marketing department offers special topics in a variety of areas. Students may take more than one special topics course as an elective.

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MKT 381 Building Financial Relationships

Students learn the basic financial products and services that help clients achieve their financial goals and will gain a basic understanding of financial planning. More importantly, students learn how to identify prospects, uncover client financial needs, help clients achieve their financial goals and build the trusted relationships that lead to turning a prospect into a customer and a customer into a lifelong client. The course includes guest speakers, role playing, presentations and the development of a Personal Financial Plan for each student.

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MKT 382 Principles of Category Management

Successful companies expect their suppliers to act as partners that will help them grow their businesses, not simply to trade share amongst competitors. Relationships are established between buyer and seller when vendor partners demonstrate and leverage business understanding to build customer volume. In consumer packaged goods, this practice is known as category management. The category manger is always a category expert with the resources necessary to translate information into business insight and implement volume building activity. The course is taught through the case method to learn the category management process, use the information systems and data resources available and develop sales presentations that effectively communicate solutions for business problems in three different industries.

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MKT 399
INDEPENDENT STUDY
4 units min / 4.5 units max
Independent Study. Available to students of demonstrated capability for intensive independent work in marketing.

PREREQUISITE(S): Written permission of supervising faculty member, chair and director of undergraduate programs is required prior to registration.

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