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Marketing

M 200 - Marketing and Society: A look at Roles and Responsibilities (3 cr.)
R: Sophomore, junior, or senior standing. M200 is offered for students pursuing a Certificate in Business. 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 be counted towards a business degree or minor.
M 226 - Personal Selling Techniques (3 cr.)
R: Sophomore, junior or senior standing. This 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.
M 300 - Introduction to Marketing (3 cr.)
P: BUS-A 200, BUS-K 201, BUS-L 203, ENG-W 131, MATH 110 or above. R: Junior or senior standing. 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.
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. R: Business student of junior or senior standing. Part of the integrative core, along with F 301 and P 301. Marketing planning and decision- making examined from firm’s and 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.
M 303 - Marketing Research (3 cr.)
P: I-Core. R: Business student of junior or senior 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.
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. R: Section authorization required. Marketing planning and decision-making examined from firm's and 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.
M 401 - International Marketing (3 cr.)
P: I-Core. R: Business student 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. Though course has a global orientation, issues specific to exporting are discussed.
M 402 - Marketing Channels (3 cr.)
P: P: I-Core. R: Business student 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 emphasized.
M 405 - Buyer Behavior (3 cr.)
P: I-Core. R: Business student of senior standing. Description and explanation of consumer behavior. Demographic, socioeconomic, psycho-graphic, attitudinal, and group influences on consumer decision-making. Applications to promotion, product design, distribution, pricing, and segmentation strategies.
M 407 - Business-to-Business Marketing (3 cr.)
P: I-Core. R: Business student 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.
M 411 - Transportation Carrier Management (3 cr.)
P: I-Core. R: Business student of senior standing. Study of the carrier-shipper marketing interface with concentration on the variables of rates, service, and government regulations. Modal coverage from an integrated marketing viewpoint. An advanced course that exposes students to market-rate considerations, carrier financial problems, operational factors, and marketing opportunities. Functional analysis of all major transportation modes. Identification of major issues, analysis of alternatives, and discussion of probable future outcomes.
M 412 - Physical Distribution Management (3 cr.)
P: I-Core. R: Business student 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.
M 415 - Advertising and Promotion Management (3 cr.)
P: I-Core. R: Business student 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.
M 419 - Retail Management (3 cr.)
P: I-Core. R: Business student 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.
M 426 - Sales Management (3 cr.)
P: I-Core. R: Business student 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.
M 430 - Professional Selling (3 cr.)
P: I-Core. R: Business student of senior standing. Focuses on the tactical and strategic aspects of the professional selling process with particular emphasis upon 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.
M 450 - Marketing Strategy (3 cr.)
P: I-Core, BUS-M 303 and one 400-level Marketing course. R: Business student of senior standing. Capstone course for marketing majors. Draws on and integrates materials previously taken. Focuses on decision problems in marketing strategy and policy design, and application of analytical tools for marketing and decision-making.
M 480 - Professional Practice in Marketing (3-6 cr.)
P: I-Core. R: Business student of senior standing. Section authorization. Application filed through the coordinator of internships. Work experience in cooperating firm or agency. Comprehensive written report required. Grade of S or F assigned by faculty.
M 490 - Independent Study in Marketing (1-3 cr.)
P: I-Core and permission of undergraduate chairperson. R: Section authorization. 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.