2485 Establishing and Managing a Small Business (4)
The fundamentals of establishing and operating a small business. Not open for credit to majors in Business Administration or Economics. Prerequisite: ACCT 2210 or 2251 or consent of instructor. (W)

3401 Marketing Principles (4)
A marketing management study of the major internal and external variables in the design of a marketing program. Recommended prerequisite or concurrent enrollment: ECON 2301. (A)

3410 Advertising Management (4)
Managing the firm's advertising function: defining the market; integrating advertising into the marketing mix; setting goals and budgets; selecting media; planning, scheduling, and controlling advertising campaigns; research applications; societal evaluation and regulation. Prerequisite or concurrent: MKTG 3401. (F,W)

3415 Personal Selling (4)
Theory and practice of personal selling in individual and small group settings. Skills development in product knowledge, customer analysis, listening, prospecting techniques, sales presentation, closing methods, and the place of selling within business. Student Project. Prerequisite: MKTG 3401 or consent of instructor.

3425 Promotion (4)
Management of marketing promotional functions including personal selling, sales promotions, advertising, and publicity/public relations. Comparison of promotions for profit/non-profit organizations, products/services, and consumer/industrial markets. Student project. Prerequisite: MKTG 3401.

3435 Environmental Marketing (4)
The effects of commerce on sustainability. The societal marketing concept and how the environmental perspective can be reflected in marketing strategy formulation, including a broader product life cycle analysis and reverse logistics. Student project may be required. Prerequisite: MKTG 3401.

3440 Products and Pricing (4)
The process of both consumer and industrial product development, based on marketing intelligence, product introduction, strategy and pricing throughout product life cycle. Field observation and case discussion. Prerequisite: MKTG 3401.

3445 Marketing Research (4)
Training in the process and techniques of marketing research. Topics include problem formulation, research design, development of research instrument, data collection and analysis, and report writing. Hands-on experience emphasized. Prerequisite: MKTG 3401.

3460 Negotiation (4)
Principles and practice in business negotiations. Topics include negotiating concepts, strategies, situational applications, and practice in applied techniques. Situations include negotiation in sales, customer relations, employee management, and career development. Prerequisites: junior standing, lower-division General Education Areas A1,2,3. Recommended: MKTG 3495.

3495 Business Communication (4)
Applications of logical and creative thinking, and oral and written communications in the administrative decision-making process in business organizations. Prerequisites: ENGL 1001, junior standing, and passing the WST or ENGL 3000 or 3001 or equivalent. Credit unavailable through challenge. Enrollment priority to Business Administration and Economics majors, then Business Administration minors. (A)

3898 Cooperative Education (1-4)
Supervised work experience in which student completes academic assignments integrated with off-campus paid or volunteer activities. May be repeated for up to 8 units. Units not applicable to options or minor. Prerequisites: at least 2.0 GPA; departmental approval of activity. CR/NC grading only. (A)

4400 Integrated Marketing Management (4)
An integrative perspective of marketing management. Students acquire knowledge and skills in applying marketing mix variables in competitive decision making environments. Lectures, simulation, and/or cases used to emphasize integration of marketing mix variables. Prerequisites: MKTG 3401; any one course from MKTG 3410, 3425, 3440, 3445, 4417, and 4420.

4412 Media Planning (4)
Media choice related to advertising and promotion strategies; media data sources, syndicated services. Researching media for a specific product, structuring optimum media mixes, developing/managing media budgets; using computers and commercial computer services in deriving media schedules. Prerequisite: MKTG 3401.

4415 Corporate Communications (4)
Development of organizational image campaigns by identifying corporate culture, corporate image, intraorganizational goals. Determining media strategies, tactics, and tools for lobbying, trade organization relations, press agentry, publicity, internal communications, and public opinion research included in the context of social responsibility. Student project. Recommended prerequisites: MKTG 3401; MGMT 3600, 3680.

4417 Consumer Behavior (4)
Survey of theoretical foundations of consumer decision-making; in-depth analysis of contemporary factors influencing consumer behavior, including social, cultural, and psychological dimensions; extensive outside readings and case applications; student project required. Prerequisites: MKTG 3401 and PSYC 1000.

4420 Sales Management (4)
Planning, hiring and training, directing, motivating and controlling of a company's sales force. Competitive analysis and internal marketing. Prerequisite: MKTG 3401. Recommended: MKTG 3415.

4425 Sales Training (4)
Sales training program development and practice; application of motivation theory to sales personnel; analysis of content of sales meetings, sales conferences, and employment and exit interviews. Student project. Recommended prerequisite: MKTG 3415.

4450 Marketing Seminar (4)
Selected topics emphasizing the integration of marketing literature with current business practices through seminar discussions and individual field investigations. May be repeated for credit with approval of the Department. Prerequisites: MKTG 3401 and consent of instructor. (Sp)

4470 International Marketing (4)
Marketing management problems and techniques in international business. Prerequisite: MGMT 4670; prerequisite or concurrent: MKTG 3401.

4478 International Business Projects (4)
Practical projects in international business such as international market research. May include travel to foreign countries to present and defend findings. Asian International Marketing (AIM) focuses on export to U.S. from Asian countries; Global Marketing (GLOMAR) focuses on sourcing U.S. products for foreign companies. Prerequisite: approval of instructor.

4485 Establishing New Enterprises (4)
In-depth coverage of procedures for setting up new businesses and of problems confronting managers during the critical start-up period; extensive use of cases, situational analyses, and projects. Prerequisites: ACCT 3200; FIN 3300; MGMT 3600; MKTG 3401. Recommended: CIS 3060.

4490 Practicum in Small Business Management (4)
Student consultant teams assisting small businesses; responsibilities include reviewing performance; isolating problems; researching solutions; presenting oral analysis to class; preparing written reports for business. Prerequisites: ACCT 3200; ECON 3551; FIN 3300; MGMT 3100; MKTG 3401. Prerequisite/concurrent: MKTG 3495. Recommended: CIS 3060.

4900 Independent Study (1-4)