Course Descriptions: Marketing

EBK 201 Consumer Behavior (Fall) (formerly EBE 235)
This course examines marketing from the point of view of various behavioral science concepts, relevant consumer research, and practical marketing applications. The course also examines motivation, personality, perception learning attitude formation, and the importance of group dynamics, social class and culture on behavior in the marketplace.
Prerequisite: EBK 101. 3 credits
Not available to students who have had EBE 235.

EBK 202 Marketing Research (Spring) (formerly EBE 322)
An analytical approach to investigating consumer markets and collecting and analyzing relevant marketing information. Topics include problem definition, data collection methods, questionnaire design, editing and coding, statistical analysis, and interpretation and presentation of results.
Prerequisite: EBK 101. 3 credits.
Not available to students who have had EBE 322.

EBK 204 Marketing Management (Spring) (formerly Marketing II, EBE 223)
This course helps the student conceptualize the strategic planning process as it relates to the primary determinants of sales and profits. It also helps the student understand in depth the business and ethical problems a marketing manager faces in a global marketing environment and suggests various alternative solutions to these problems.
Prerequisite: EBK 101. 3 credits.

EBK 310 Retail Management And Merchandising (Fall) (formerly EBE 237)
Explores and evaluates the dynamic role of retailing in the marketing of consumer goods and services. Significant changes in the American retailing environment, in the character of retail competition and in the organizational structure of retail firms are examined. Site selection, sales stimulation, pricing policies, merchandising, purchasing, etc., are introduced. This course also includes preparation of merchandise budgets and use and interpretation of merchandise information systems.
Prerequisite: EBK 202. 3 credits.

EBK 315 Advertising Management (Spring) (formerly EBE 239)
A comprehensive study of advertising in the framework of modern business. This course includes the economics, methods, and psychology of advertising with an introduction to copyrighting, layout, media planning and selection, and the proper use of newspapers, magazines, radio and television in an overall advertising campaign. The issues of regulation and ethics are also explored. Prerequisite: EBK 101. 3 credits.
Not available to students who have had EBE 239.

EBK 330 Sales Force Management and Personal Selling (Fall) (formerly EBE 235)
Provides an overview on the role of personal selling in the firm's overall marketing strategy, the skills and techniques required in performing the selling task; as well as concepts and techniques related to the management of sales force. Emphasis will be placed on recruiting and selecting techniques, designing compensation and expense plans, sales training, improving morale, territory management, evaluating sales performance, sales forecasting and sales analysis.
Prerequisite: EBK 101. 3 credits.
Not available to students who have had EBE 235.

EBK 340 International Marketing Management (upon request)
Designed to develop a systematic approach for analyzing trends shaping the global marketplace. Among others, physical, cultural, socio-demo graphic, legal/political, and technological factors are explored. Emphasis is placed on development and implementation of optimal marketing programs to capitalize on emerging market opportunities as well as the avoidance of the pitfalls inherent in cross-national marketing activities.
Prerequisite: EBK 101. 3 credits

EBK 351 Direct Marketing
(upon request) (formerly EBE 351)
Topics include: strategic planning, basic economic analysis, new product/ business development, direct marketing information systems, short-term budgeting and forecasting, and management of direct marketing operations.
Prerequisite: EBK 101. 3 credits.

EBK 400.3 Topics in Marketing
(Fall, Spring) (Independent Study) (formerly EBE 400.3)
In-depth focus on a marketing topic of current interest. Possible topics include marketing for service and nonprofit organizations, new product development or direct marketing. May be repeated for credit. 1-3 credits.

EBK 408 Strategic Marketing Management (Fall, Spring)
An in-depth exploration of strategic marketing such as target marketing, product development, pricing and competitive activity, developed and implemented in a realistic computer-based simulation, within the broader framework of business strategy.
Prerequisites: EBK 202, Senior standing. 3 credits

EBK 481 Independent Study in Marketing (upon request)
Description same as EBE 481). 3 credits.

EBK 498 Internship in Marketing (Fall, Spring, Summer) (formerly EBE 498)
Full-time off-campus employment for seniors guided by outside personnel and the Business Chair.
Prerequisites: Senior Status, Departmental GPA of 2.3 and department permission. 3 credits.