Bradley Logo Schedule of Classes  
Fall Semester 2017  

Marketing
Edward Bond • Campustown 106 • 677-2280
MTG150Marketing in A Dynamic World (1.5 hours)
Prerequisite: freshmen or sophomore standing only; or consent of department chair.
 01 TT9:00 AM -10:15 AM BR322 Heidi Maurer Rottier  
 Class meets October 17 through December 5;  Last day to add: October 19
 Last day to drop without "W" on transcript: October 24;  Last day to drop with "W" on transcript: November 21
MTG205Marketing Presentations (1.5 hours)
Prerequisite: COM 103; marketing majors only; sophomore or junior standing only; or consent of department chair.
 01 TT8:55 AM -10:20 AM BR322 Heidi Maurer Rottier  
 Class meets August 24 through October 12;  Last day to add: August 29
 Last day to drop without "W" on transcript: August 31;  Last day to drop with "W" on transcript: September 28
MTG304Professional Selling (3 hours)
Prerequisite: 42 credit hours.
 01 TT6:00 PM -7:15 PM CPT014 Mark C Johlke  
 Class meets August 23 through December 5;  Last day to add: August 31
 Last day to drop without "W" on transcript: September 6;  Last day to drop with "W" on transcript: November 9
 02 MW3:30 PM -4:45 PM CPT008 Brad Eskridge  
 03 TT4:30 PM -5:45 PM CPT016 Brad Eskridge  
MTG315Principles of Marketing (3 hours)
Prerequisite: Junior standing or 42 credit hours and Foster College of Business major
 01 TT12:00 PM -1:15 PM WES016 Sibylle N LaHood  
 02 TT1:30 PM -2:45 PM WES016 Sibylle N LaHood  
 05 TT1:30 PM -2:45 PM WES012 Heidi Maurer Rottier  
 06 TT3:00 PM -4:15 PM WES012 Heidi Maurer Rottier  
 07 Tu6:00 PM -8:50 PM WES016 Randy D. Howard  
 08 W6:00 PM -8:50 PM WES016 Randy D. Howard  
MTG341Marketing Research I (3 hours)
Prerequisite: QM 262 or consent of department chair; MTG 315.
 01 MW2:00 PM -3:15 PM MAR038 Mitch Griffin  
 02 MW3:30 PM -4:45 PM MAR038 Mitch Griffin  
MTG350Consumer Behavior (3 hours)
Prerequisite: MTG 315.
 01 MW11:00 AM -12:15 PM WES110A James Muncy  
 02 MW12:35 PM -1:50 PM WES110A James Muncy  
 03 TT12:00 PM -1:15 PM JOB304 James Muncy  
MTG360Product and Price Strategy (3 hours)
Prerequisite: QM 262, MTG 315.
 01 MW11:00 AM -12:15 PM BR100 Mitch Griffin  
MTG381Integrated Marketing Communications (3 hours)
Prerequisite: MTG 315.
 01 MW3:30 PM -4:45 PM GCC202 Amita Bhadauria  
 02 MW2:00 PM -3:15 PM GCC202 Amita Bhadauria  
MTG384Sales Management (3 hours)
Prerequisite: MTG 304 or MTG 315.
 01 TT1:30 PM -2:45 PM CPT016 Brad Eskridge  
MTG388Global Supply Chain Management (3 hours)
Prerequisite: MTG 315
 01 M4:00 PM -7:00 PM GCC124 Susie Conley  
MTG391Social Media Marketing (3 hours)
Prerequisite: MTG 350 and MTG 381
 01 TT10:30 AM -11:45 AM BR322 Heidi Maurer Rottier  
MTG393Retailing (3 hours)
Prerequisite: MTG 315.
 01 MW2:00 PM -3:15 PM BR250 Sibylle N LaHood  
 02 MW3:30 PM -4:45 PM BR250 Sibylle N LaHood  
MTG404Advanced Professional Selling (3 hours)
Prerequisite: MTG 304.
 01 TT3:00 PM -4:15 PM CPT016 Mark C Johlke  
MTG492Independent Study Or Research in Marketing (1 to 3 hours)
Prerequisite: consent of department chair.
 01 *R* Arr     Matt O'Brien  
 "Adv Market Mgmnt"
 02 *R* Arr     Mark C Johlke  
 "Sales Training"
MTG493Experiential Learning in Professional Sales (1 to 3 hours)
Prerequisite: Permission of department chair; MTG 304.
 01 *R* Arr     Mark C Johlke  
MTG624Marketing Decision Making (3 hours)
 01 *R* MW5:30 PM -8:30 PM CPT016 Matt O'Brien  
 Class meets August 23 through October 11;  Last day to add: August 28
 Last day to drop without "W" on transcript: August 30;  Last day to drop with "W" on transcript: September 27
 
Introduction to various marketing careers as they relate to key issues in marketing; new product development, advertising, customer service, marketing research, public relations, distribution/logistics, professional selling and retail management. An emphasis is placed on experimental learning and the development of presentational, team building, and other marketing-related skills.
Conducting background research, developing an effective marketing presentation, exposure to presentation software packages, and making oral marketing presentations; sales presentations, background information on specific companies, competitive analysis, target market presentations, presentation of a marketing plan.
Selling-buying process. Selling strategies from the perspective of a professional customer problem-solving approach. Practical exposure to selling concepts, problems, and techniques in a variety of selling situations.
Elements of a comprehensive marketing plan and their interrelationships. Determination of product, pricing, promotion, and channel strategy: analysis, planning, and control of marketing strategy in a socially and ethically responsible manner. Emphasis on improving decision making in a dynamic external environment.
Systematic gathering, recording, and analysis of data related to marketing of goods and services. Choice of research design, methods of data collection, survey sampling, analysis and interpretation of data, and preparing the research report.
Behavioral science concepts applicable to the understanding of consumer decision making: personality, perception, and group and cultural influences. How these concepts can be used to develop more effective marketing strategies.
Managerial aspects of pricing and product policies and strategies. Methods used and factors considered in developing and updating product line and pricing decisions in industrial and consumer products. Pricing and product line objectives, product planning and evaluation, establishing product line distribution, environmental factors affecting product and pricing strategies, and quantitative aspects of product line and pricing decisions.
Introduction to advertising and promotions management from an integrated marketing communications perspective. Promotional techniques: advertising, sales promotion, direct marketing, publicity/public relations, personal selling, point-of-purchase communications. Techniques explored through the context of planning, developing, and implementing comprehensive promotional campaigns. Regulatory, social, and economic factors that influence the firm's promotional activities.
Analysis of sales management and decisions made by the sales force manager. Structure and organization of the sales force; nature of the sales job; selling in marketing theory; selection of sales personnel; sales training program; problems in compensation, supervision, and stimulation of sales personnel; analysis of territories and customers; sales forecasting and quotas; ethical problems in sales management; evaluating sales performance.
Examines the theories and practices used to plan, organize, and control exchange relationships in a global context. The approach will go beyond viewing exchange relationships from a strictly physical sense (movement of goods and services) to focus on the interaction between trading partners and how firms are using channel strategies to gain a competitive advantage.
Explores the game changing nature of social media and its impact on traditional marketing activities. Social media allows customers to interact with each other and the brands that they use on a daily basis in new ways. These advances/changes/disruptions may have profound influences on all marketing activities from product development through promotion. Course includes review of word-of-mouth-marketing and study of tools for shaping marketing activities surrounding emerging media (e.g., social networking sites, wikis, multimedia sharing sites, blogs, and virtual worlds).
Retailing from the management perspective. Emphasis on retail policies and organization, operation of buying and selling functions, merchandise control, store systems, personnel management, retail accounting, and expense control.
Advanced study of professional selling techniques focusing upon specific knowledge areas and skills that contribute to competitive advantage, long-term customer relations, and customer satisfaction. Emphasis is placed upon students developing functional sales experiences, both individually and in group settings.
Studies or research undertaken by well-qualified, advanced students under the guidance of a faculty member.
Advanced marketing or sales student experience in the field of professional selling. Both practical and academic components are included. The practical component will often take the form of an in-depth study of a sales-related topic, an experience in sales with a company, a research project, a sales simulation, or a blend of these or other elements that will be tailored to each individual student's needs. Repeatable up to 3 hours.
Marketing management problems, policies, and solutions. Case studies of marketing problems, research, and applications of marketing techniques to business problems.
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