Principles and concepts underlying marketing functions, including the conception, pricing, promotion, and distribution of products and services and the role of marketing in society.

The consumer decision process, with emphasis on consumer decision making, satisfaction/dissatisfaction factors, perception, learning, group influences, and marketing strategy implications.

Investigates the theory and practice of marketing research with emphasis on the problem-oriented nature of marketing research and how research activities are implemented by marketing researchers and used by managers.

Graduation with Leadership Distinction: GLD: Research

Understand the fundamentals of the sales process and how to ensure client engagement. Learn follow-up skills that will help you in every walk of life. Learn the fundamentals of effective business communication (voicemail, email, and hand-written).

The context, tools and conceptual understanding of the technology-related and managerial expectations of an entry level sales representative.

An in-depth understanding of the fundamentals of pricing strategy formulation and implementation.

The conceptual, applied, and managerial elements of advanced data science methods for business decision-making.

Reading and research on selected topics in marketing. Course content varies and will be announced in the schedule of classes by title.

Graduation with Leadership Distinction: GLD: Research

In this course students will learn about how to sell various products/services. The concepts will be brought to life with real tools and training from several companies. This “Experiential Learning” class involves learning by participating in real professional sales in action.

Students form a working marketing agency and complete a real-world marketing campaign for a client. Working as a team, they apply marketing theory and concepts to a substantively important marketing problem.

Marketing strategy in marketing to other business and nonprofit organizations, emphasizing relationship building, alliances and partnerships, data interchange, power shifts in the channel and the impact of changing technology.

Integration of advertising, sales promotion, point-of-purchase communications toward the goal of enhancing brand equity.

The Sales Management course is the study of building and leading high-performance sales teams to grow revenue for organizations.

Examines fundamentals of personal selling and sales management and the development of communication and selling skills that yield desired sales results.

Marketing functions and channel flows used to develop distribution strategies that provide effective, efficient, and reliable delivery of products and services to end-user markets.

The primary tasks involved in developing marketing strategies from a product and/or brand management perspective, including product policy, competitive analysis, pricing, brand equity management, marketing information systems management, sales forecasting and monitoring customer satisfaction.

Studies retail institutions, relationships with other channel members, factors influencing patronage patterns, adapting to change in dynamic environments with emphasis on strategy implications for managers in retail organizations.

Management of marketing organizations and integration of functions, with emphasis on planning and designing strategies and applying tools and techniques for problem solving and decision making. For marketing majors only.

The development of new products (products or services) is a cross-functional process inside any organization. This course explores this process and how new product development managers are responsible for leading an organization from identifying marketing opportunities or gaps through product commercialization. This course is focused on how companies take ideas, prioritizes them and ultimately makes them a reality.

This course aims to prepare students to be effective leaders in marketing analytics, especially in the dynamic context of digital platforms and social media.

Sustainability (environmental, social, and economic performance) is a top priority for CEOs and is increasingly embedded into business strategy, resulting in changing business models, product strategies and innovation, etc. This course explores the challenges and opportunities facing businesses through a sustainability lens. Through readings, speakers, discussions and critical thinking exercises, students will gain exposure to the key environmental and social issues facing businesses today and how they are reacting. Emphasis will be placed on understanding the tradeoffs between economic, environmental and social performance. Throughout the semester, students will analyze the complex tradeoffs and leverage various frameworks to understand how businesses determine their strategic priorities, measure performance, and communicate that to key stakeholders.

Understand and demonstrate benefit and solution-based sales processes. Create daily discipline to drive sales performance.

An introduction to Marketing on the predominant social media platforms (e.g. Facebook, Instagram, Twitter, etc).

Overview of the unique challenges associated with marketing the offerings of a nonprofit organization. Organizing, planning, implementing, and controlling marketing efforts of nonprofit organizations. Focus on fundraising, market research, positioning, and communications.

Student will participate in a Sales Internship for the duration of the current semester. The scope of the work for the internship must be agreed upon by the student, a representative of the DMBS undergrad advisement office, the professor and the internship coordinator for the company before the semester starts.

Student will participate in a Marketing Internship for the duration of the current semester. The scope of the work for the internship must be agreed upon by the student, a representative of the DMBS undergrad advisement office, the professor and the internship coordinator for the company before the semester starts.