College of Business and Public Administration

Course Descriptions

ACCT 2200 Principles of Accounting I (3)

This course is an introduction to accounting concepts and principles used in the preparation of financial reports of proprietorships, partnerships and corporations, including the techniques of debit and credit, trial balances, adjustments and statements. Prerequisite: Math 1000

ACCT 2205 Principles of Managerial Accounting (3)

This course introduces accounting theory and practice for managers in the private sector, namely cost measurement and control, cost-volume-profit analysis, budgeting, and short-term business decision-making. This course is intended for students majoring in Management Science. It is not acceptable for credit for Accounting majors. Prerequisite: Acct 2200.

BLAW 2051 Business Statistics (3)

The basic legal principles that apply to the areas of law and society, contracts, agency, property rights, bailments, trusts and estates. Consideration of the relevant statutes and adjudicated cases which give the student a grasp of the legal risks and results incident to common business relationships and transactions.

ECO 2120  Business Statistics(3)

The methods used for the collection, presentation and analysis of business data, including sampling, the estimation of population parameters, index numbers, probability theory, the normal distribution, confidence intervals, testing of hypothesis, regression and correlation. Prerequisite: Math 1000.

FIN 3310 Management of Corporate Finance I (3)

Principles and procedures of finance and their applications to typical management decisions. Financial analysis and planning with emphasis on the procurement and allocation of funds and the concept of the risk-return trade-off. Prerequisite: ACCT 2200. Required for B.S. Degree in Finance and B.A. Degree in Economics

MGS 2030 Principles of Management (3)

Surveys the various forms of business organization and the methods and principles used in production, marketing, credit and competition. Examines the responsibilities of management in the organization of business.

MGS 2110 Quantitative Methods in Management Science(3)

Application of quantitative and computer methods to business and management problems. Covers linear models, elementary matrix algebra, graphical and computer solutions of linear programming problems, inventory models and project management. Prerequisite: Math 1000.

MGS 4010 Operations Management (3)

Analysis of production operations in manufacturing and service operations. Production planning, systems and control introduced and related to such recent methodological developments as inventory forecasting, PERT/CPM, operations scheduling and queuing theory. Prerequisites: MGS 2110 and ECO 2120.

MKT 2500 Principles of Marketing (3)

Course provides an extensive overview of the concepts, principles and activities that comprise contemporary marketing management.  Specific topics include customer behavior, competitive analysis, segmentation, market research, product planning, pricing, channels of distribution, and promotion.  Additional attention is focused on international marketing, services marketing, societal and non-profit marketing, and marketing ethics (formerly 3410).

MKT 3220 Import & Export Procedures in Marketing (3)

The course deals with the basics of import and export management. Students learn to focus on the fundamental principles of export and import procedures. Special emphasis is placed on import and export techniques and regulations, required documentations, shipments, and methods of payments. Students are also provided a good understanding of the import and export environment including opportunities and challenges.


MKT 3240 Professional Selling (3)

The course deals with the nature of professional selling and its role in the marketing and promotional functions of an organization.   Topics include customer relationship building, adaptive selling techniques essential for professional selling, and sales careers.  Special emphasis is placed on effective oral and written communication and presentation skills needed to be a successful salesperson. Prerequisite: MKT 2500.

MKT 3260 Retail Marketing (3)

This course focuses on concepts and strategies essential for all types of retail operations.  The course explores retailing formats, evolving technology in retailing, merchandising, pricing, retail location, retail communication strategies, store design and layout, customer service, and human resource management issues.  Case studies and field projects are used to apply the concepts.  Course is equally useful for students interested in working for companies that interface with retailers such as manufacturers of consumer products or for students with a general management interest (formerly MKT 3420). Prerequisite: MKT 2500.

MKT 3430 Advertising and Marketing Communications  (3)

This course studies advertising and integrated marketing communications (IMC) programs which include: advertising, sales promotion, direct marketing, public relations, and personal selling.  The industry will be analyzed including the advertisers, agencies, and media. Topics include promotional objectives, advertising strategy, research methods, advertising copy and production, media planning and advertising evaluation.  Prerequisite: MKT 2500.

MKT 3480 Sports Marketing (3)

Sports marketing is a study of basic marketing concepts with applications to sports organizations, both amateur and professional.  Topics include promotions and public relations of sports activities and teams, fan behavior, and the marketing and financial issues of the relationship between athletes and sponsors.

MKT 3490 Internet Marketing (3)

This course is designed as an introduction to the rapidly evolving world of Internet Marketing.  The tools and technology of the Internet are explored with an emphasis on the opportunities, problems, tactics and strategies of using the Internet as a marketing tool.   B2B and B2C business models are discussed as they relate to integrating online and offline strategies into a unified, comprehensive marketing strategy. Prerequisite: MKT 2500.

MKT 3500 Direct Marketing (3)

This course provides an overview of the principles, concepts and applications of direct marketing, an increasingly important marketing communications tool.  Students learn about successful direct marketing strategies using tools including: customer database management, direct mail, catalogs, the internet, print, broadcast and telephone marketing.   Key industry challenges including ethical issues are analyzed. (formerly MKT 3432) Prerequisite: MKT 2500.

MKT 3510 Consumer Behavior(3)

This course provides insight into the motivations, influences, and processes underlying consumption behavior.  It involves a review and analysis of social and behavioral theories as they relate to understanding and predicting marketplace behavior.  Students learn to interpret, evaluate, and apply consumer behavior research for investigating consumers’ buying habits, pre-purchase decision processes, and post-purchase evaluation processes. (formerly MKT 3451) Prerequisite: MKT 2500.

MKT 3550 Marketing Research(3)

Marketing research is the process of obtaining information to guide managers in their marketing activities.  The course helps students recognize and define information needs, design and implement research projects, and learn to interpret and evaluate results presented.  The course involves statistics to the extent it is helpful in making decisions.  Students acquire a good understanding of both qualitative and quantitative research techniques and apply them to a marketing research project during the semester. (formerly MKT 4410) Prerequisite: MKT 2500, ECO 2120

MKT 3610 Buying and Merchandising (3)

This course examines the roles and responsibilities of buyers and merchandising managers that must balance the (1) needs of retailer, (2) objectives of vendors, and (3) the preferences of consumers.  Consumer trends, inventory and retail store reports analysis, budgeting issues, assortment planning, merchandise displays and aids for merchandise controls are undertaken.  The course is well suited to prepare students for careers as a vendor, buyer, or retailer of consumer goods and services (formerly MKT 3425). Prerequisite: MKT 2500, MKT 3260 or permission of the instructor.

MKT 3630 Advertising Media Planning (3)

This course provides students with an overview of the principles, concepts, and application of the important function of media planning for advertising campaigns.  The course focuses on media objectives, strategies, and tactics to deliver advertising messages. This includes selection and buying of media including broadcast, print, Internet, and nontraditional media. Current industry trends will be studied. The role of all promotional tools will be examined (advertising, public relations, trade and consumer promotions, direct marketing) to develop and evaluate effective integrated marketing communication plans. Prerequisite: MKT 2500, MKT 3430


MKT 3640 Sales Management (3)

This course examines the activities and issues related to sales managers.  Discussion topics include: selling process, developing forecasts, territory design, sales force planning, budgeting, sales force recruiting, training, motivating, performance evaluation, and sales force compensation.  Students are also provided with a good understanding of ethical and legal responsibilities of sales managers. (formerly MKT 3435)Prerequisite: MKT 2500.

MKT 3650 Marketing Channels (3)

The course offers a detailed examination of marketing channels as a functional area of marketing.  Covers manufacturers, services providers, wholesalers, transportation companies, and other actors in marketing channels. Focus on behavior dimensions of channel relations, the role of channel members, channel conflicts and channel control (formerly MKT 3450). Prerequisite: MKT 2500.

MKT 3660 Services Marketing (3)

The course addresses unique aspects of services, such as intangibility, lack of inventory and close interaction between provider and customer, as well as the associated marketing and management tasks for the provider, including managing demand and human resources.  Determinants of service quality, the critical role of customer contact employees in service delivery and the role of emerging technologies in customer service are examined. (formerly MKT 3455). Prerequisite: MKT 2500.

MKT 3690 Business to Business (B2B) Marketing (3)

Business to business (B2B) marketing deals with activities directed toward businesses, governments and not-for-profit organizations.  The course seeks to provide an understanding of how to create and deliver value to business customers with an emphasis on building B2B customer relationships.  Topics include market segmentation, forecasting demand, sales management, planning supply chain resources, pricing & negotiation, building business networks and the impact of changing technology on business-to-business marketing.  (formerly MKT 3520)Prerequisite: MKT 2500.

MKT 3720 Logistics and Transportation (3)

The course focuses on the study of logistics and transportation services in the marketing of goods and services.  Topics covered include customer service, distribution operations, contracts, order processing, carrier selection, transportation costing, and negotiation.  The role of information technology and the application of various techniques used in establishing and enhancing customer value as well as maintaining relative cost advantage are emphasized. (formerly MKT 4420)Prerequisite: MKT 2500, MKT 3260.

MKT 4220 International Marketing (3)

An in-depth study of marketing principles as they relate to the global marketplace.  Explains the impact of cultural, financial, technological, governmental, organizational, and demographic factors on the integrated marketing mix.  Focuses on the development of analytical and planning sophistication to support an international marketing strategy for brand, product line, or business unit. (formerly 3470) Prerequisite: MKT 2500.

MKT 4230 Advertising Campaigns (3)

This course analyzes contemporary advertising campaigns in terms of research, marketing, creative, and media strategies used for integrated marketing communications programs to achieve promotion and marketing mix goals. Students prepare goal-oriented advertising campaigns. (formerly 3431) Prerequisite: MKT 2500, MKT 3430.

MKT 4240 Marketing Research(3)

This course is designed to explore emerging issues and challenges in marketing.  Topics include Customer Relationship Marketing, Marketing Yourself, Entrepreneurship Marketing, New Technology Marketing, New Product Development, and Social and Non-for-profit Marketing.  The course has an experiential component including the use of analytical tools and case analyses (formerly 3481). Prerequisite: MKT 2500.

MKT 4500 Seminar in Marketing Strategy  (3)

This is an integrative course in marketing planning and strategy.  The course is applications oriented, focusing on formulating and implementing marketing strategy.  It explores issues of how to create and sustain customer value—from market analysis and product positioning to communications and channel systems design.  The course emphasizes learning-by-doing through a marketing computer simulation. (formerly MKT 3460). Prerequisite: MKT 2500, MKT 3510, MKT 3550, MKT 4220.

MKT 4801 through 4806 Cooperative Education - Marketing  (3)

Students gain one or two semesters of on-the-job experience in various aspects of marketing.  Co-op/Internship must have academic value beyond that of practical employment to qualify for credit.  The co-op/internship must also have a logical integration with the student’s academic major.  It is the student’s responsibility to develop co-op/internship experience which clearly has academic value to the student’s major and have it approved by the faculty coordinator.  No more than six (6) credits in co-op education can be used.  The faculty coordinator will determine placement and appropriate number of credits granted.

Prerequisite: Juniors and seniors majoring in marketing and subject to approval by faculty coordinator.