IUPUI Campus Bulletin 2010-2012

Graduate

• BUS-M 501 Strategic Marketing Management (3 cr.) An introduction to the process of creating a market-driven organization. Specific topics include marketing strategy, market research and analysis, and the development of products and services, pricing, distribution and promotion. The course employs lecture, classroom discussion, case analyses, and field research projects. For MBA students enrolling in Module 2A.

• BUS-M 503 Applied Marketing Research (3 cr.) P: M501. The basic objective of this course is to develop the student's understanding of marketing research as it applies to marketing decision making. The course covers principles of qualitative, experimental and survey research designs, secondary and syndicated data sources, and questionnaire design. The major focus will be on the tools used to properly collect market research information. This course is usually taught Online (ADC course).

• BUS-M 506 Marketing Engineering (1.5 cr.) P: M501. This course deals with the concepts, methods, and applications for decision modeling to address marketing issues such as segmentation, positioning, forecasting, new product design and development, advertising, sales force and promotion planning, and pricing. This course will provide skills to translate conceptual understanding into specific operational plans.

• BUS-M 511 Marketing Performance and Productivity Analysis (1.5 cr.) P: M501. The focus of this course is on developing a comprehensive evaluation of the situation facing a product or product line. Emphasis is placed on assessing recent financial performance, identifying customer-based explanations for changes in performance, assessing the effects of marketing investments, and evaluating emerging customer needs and competitive threats.

• BUS-M 513 Marketing Strategy Simulation (1.5 cr.) P: M501. A simulation course that creates an evolving market, where future decisions must be made in the context of earlier ones. Results depend on competitors' actions as well as your own decisions. The simulation provides an opportunity to increase skills in matching products and market segments, driving productivity and striving for optimum investment of marketing funds.

• BUS-M 550 Marketing of Medical Products (1.5 cr.) P: M501. Companies increasingly recognize the importance of being customer driven and the role that customer satisfaction plays in maintaining competitive advantage in the marketplace. This course provides students with a rich understanding of how this understanding can help managers make better business decisions. The course covers business-to-business, as well as individual consumer behavior.

• BUS-M 590 Independent Study in Marketing (Arr. cr.) For advanced MBA students engaged in special study projects. Course admission and project supervision is arranged through the MBA Office and the student's faculty advisor.

• BUS-M 594 Global Marketing Management (3 cr.) Emphasizes principles and practices of marketing in the contemporary global environment. The material covers both U.S. and foreign company doing business in various countries around the world. Specifically, the objectives of the course are to provide students with some understanding of similarities and differences in the external marketing environment, different types of risks and challenges in doing business internationally and the implications of all these factors for developing marketing strategies.

Undergraduate

• BUS-M 200 Marketing and Society: A Look at Roles and Responsibilities (3 cr.) P: Sophomore standing. This course is offered for students pursuing a Business Foundations Certificate. The course will acquaint the student with basic marketing concepts, terminology, and applications. The use of marketing in a variety of industries will be explored. The course will also aid the student in becoming a more aware and intelligent consumer. Assignments and assessment will occur primarily through Oncourse, a Web-based educational support system. Lectures may be delivered via classroom, television, or the Web. This course will not count toward a business degree or minor.

• BUS-M 226 Personal Selling Techniques (3 cr.) P: Sophomore standing. This web-based course is designed in response to the developing need to have a sales related course designed for non-business majors. It is recognized that people in every profession have to communicate ideas, plans, proposals, etc. in a persuasive manner. Five basic areas will be covered in the course: (1) The selling process, (2) The investigative stage, (3) the demonstration of capability stage, (4) The commitment stage, and (5) The designing of sales models to improve performance results. Not intended for business majors.

• BUS-M 300 Introduction to Marketing (3 cr.) P: A200, K201. Junior standing. Offered to students for a minor in business. Examination of the market economy and marketing institutions in the United States. Decision making and planning from the manager’s point of view; impact of marketing actions from the consumer’s point of view. No credit toward a degree in business.

• BUS-M 301 Introduction to Marketing Management (3 cr.) P: Students must meet the Option II admission criteria to take the Integrative Core courses including course, GPA, and grade requirements. Kelley admit of junior or senior standing. Part of the Integrative Core, along with F301 and P301. Marketing planning and decision making examined from firm's and consumer's points of view; marketing concept and its company-wide implications and integration of marketing with other functions. Market structure and behavior and their relationship to marketing strategy and implementation.

• BUS-M 303 Marketing Research (3 cr.) P: M301. Kelley admit of junior standing. Focuses on the role of research in marketing decision making. Defining research objectives, syndicated and secondary data sources of marketing information, exploratory research methods, survey research design, experimental design, and data analysis.

• BUS-M 304 Honors Marketing Management (3 cr.) P: Students must meet the Option II admission criteria to take the Integrative Core courses, including course, GPA, and grade requirements. Kelley Admit of Junior standing Section authorization required. Marketing planning and decision making examined from the firm’s and the consumer’s points of view; marketing concept and its company-wide implications; integration of marketing with other functions. Market structure and behavior and their relationship to marketing strategy and implementation.

• BUS-M 401 International Marketing (3 cr.) P: I-CORE. Kelley admit of senior standing. Covers world markets, their respective consumers, and their political/economic marketing environments. Examines the marketing issues required to meet the product, promotion, price, and distribution demands of a world market. Although the course has a global orientation, issues specific to exporting are discussed.

• BUS-M 402 Marketing Channels (3 cr.) P: I-CORE. Kelley admit of senior standing. Marketing channels analyzed as organized behavior systems. Focuses on the institutional structure, relationships, and functions of channels of distribution. Franchising, vertical integration, and vertical channel agreements also are emphasized.

• BUS-M 405 Buyer Behavior (3 cr.) P: I-CORE. Kelley admit of senior standing. Description and explanation of consumer behavior. Demographic, socioeconomic, psychographic, attitudinal, and group influences on consumer decision-making. Applications to promotion, product design, distribution, pricing, and segmentation strategies.

• BUS-M 407 Business-to-Business Marketing (3 cr.) P: I-CORE. Kelley admit of senior standing. Problems, activities, and decision methods involved in the marketing of goods and services by business to business. Demand estimation, pricing, promotion distribution systems, and role of non-consumer buyers.

• BUS-M 412 Physical Distribution Management (3 cr.) P: I-CORE. Kelley admit of senior standing. Management of product distribution systems within an organization. Traffic, inventory control, warehousing, and other activity centers are analyzed for improvement and related to overall systems performance. Order entry and the customer service variables of order-cycle time and reliability are examined in relation to the sales function. Includes analysis of the impact of physical distribution decisions on other functional areas.

• BUS-M 415 Advertising and Promotion Management (3 cr.) P: I-CORE. Kelley admit of senior standing. Basic advertising and sales-promotion concepts. The design, management, and integration of a firm’s promotional strategy. Public policy aspects and the role of advertising in marketing communications in different cultures.

• BUS-M 419 Retail Management (3 cr.) P: I-CORE. Kelley admit of senior standing. Major management problems in retail institutions. Treatment of retail/marketing strategy design and problems related to financial requirements, buying, inventory, pricing, promotion, merchandising, physical facilities, location, and personnel.

• BUS-M 426 Sales Management (3 cr.) P: I-CORE. Kelley admit of senior standing. Emphasizes the activities and problems of field sales management. Includes organizing the sales force, recruiting, training, compensation, motivation, sales techniques, forecasting, territory design, evaluation, and control. Lectures and case studies.

• BUS-M 430 Professional Selling (3 cr.) P: I-CORE. Kelley admit of senior standing. Focuses on the tactical and strategic aspects of the professional selling process, with particular emphasis on managing the large, complex sale. Topics include account entry strategies, effective investigative techniques, objection prevention, the client decision process, negotiation skills, and account development strategies. Participant interaction, role plays, work groups, and case studies will be used as learning tools.

• BUS-M 450 Marketing Strategy (3 cr.) P: I-CORE, M303, one 400-level marketing course. Kelley admit of senior standing. Ideally taken in the student’s last semester. Capstone course for marketing majors. Draws on and integrates courses previously taken. Focuses on decision problems in marketing strategy and policy design, as well as and application of analytical tools for marketing and decision making. Restricted to students in the marketing concentration.

• BUS-M 490 Independent Study in Marketing (1-3 cr.) P: I-CORE and consent of undergraduate program chairperson and instructor. Supervised individual study and research in student’s special field of interest. The student will propose the investigation desired and, in conjunction with the instructor, develop the scope of work to be completed. Written report required.