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General Bulletin 2004-2006

Courses of Instruction

MARKETING (MKT-Business )

MPT 291 Principles of Marketing (3)

Factors involved in the management of the marketing function relative to product development, promotion, pricing, physical distribution, and determination of marketing objectives within the framework of the marketing system and in domestic and international markets. Prerequisite: ECO 201 and second semester sophomore standing.

293 Entrepreneurship: Dilemmas and Debates (1)

Successful and unsuccessful entrepreneurs explore unique challenges, controversies, and choices encountered in starting and growing new ventures.

305 Principles of Supply Chain Management (3)

Introduction to supply chain management including the identification, understanding, analysis, application, and measurement of both the strategic and tactful relationships between firms that participate in an effective supply chain. This course will provide a basic foundation upon which further coursework in specific functional areas of business will be related to independencies between supply chain participants. Cross-listed with MGT 305. Prerequisite: MKT 291.

MPT 311 Guerrilla Marketing (3)

Role of marketing in entrepreneurial ventures and role of entrepreneurial thinking in marketing practice. Examination of innovation in marketing, especially when operating under time, budget, and limited marketing information constraints. Prerequisite: MKT 291 or permission of instructor.

330 Professional Practice (0)

Students participating in an internship program register for this course during the semester they are on work assignment. Prerequisite: permission of departmental internship coordinator.

MPT 351 Marketing Analysis (4)

Study of information needs of marketing decision makers. Special emphasis placed on evaluation of data available to decision makers in terms of validity, reliability, and measurement level. Includes the role of information in decision making and specific decision making tools: statistical inference, probability, and expected value. Prerequisite: DSC 205, MKT 291.

MPT 391 Buyer Behavior (3)

Theories and applications relevant to decision making by individual consumers, households, and organizational purchasers. Theories from psychology, sociology, economics, anthropology, and communications are applied toward understanding the relationship between buyer behavior and marketing strategy. Prerequisite: MKT 291.

401 Sales Management (3)

Principles employed by business firms in deployment and administration of a sales force. Factors include customer focus, determining desired sales force behavior, recruitment and selection, training, territories, forecasting and quotas, compensation, motivation, organization, communication, automation, leadership, and culture. Focuses on field application of theory and current topics. Prerequisite: MKT 291.

MPT 411 Services Marketing (3)

Focuses on leading and managing successful service organizations by delivering quality service to the marketplace within a dynamic environment. Students learn how consumers' expectations are formed and how interactions between customers and firms affect perceived value and quality. Prerequisite: MKT 291.

419/519 eCommerce, Marketing, and the Internet (4)

Survey course emphasizing a hands-on immersion into ECommerce; studies the impact this technology has on the basics of the marketing mix and effective and efficient marketing strategies. Focuses on applications, innovations, and future direction (not on the technology that enables the Internet and www). Heavy reading, electronic and in-class discussions, and “surfing” required. Prerequisite: MKT 291.

421/521 Marketing to Organizations (3)

Nature and functions of industrial marketing operations; market structure, pricing, promotion, distribution, governmental, economic, and ethical aspects. Prerequisite: MKT 291, 351, 391.

MPT 431/531 Logistics Management (3)

Develops a framework for understanding all the firm's movement-storage activities necessary to provide products to customers where and when they are desired. Transportation, warehousing, inventory, order-processing, and handling activities are investigated in terms of their impact on customer service and total distribution cost. Prerequisite: DSC 205, MKT 291.

MPT 441/541 Promotional Strategy (3)

Focuses on communication tools in marketing management: advertising, sales promotion, personal selling, public relations and publicity, packaging and their interaction with personal selling and within the organization. Emphasis on decision making (budgeting, evaluation, implementation) relative to market analysis. Attention to social, ethical, legal, and economic aspects of promotion. Prerequisite: MKT 291.

MPC 442 Integrated Marketing Communications Practice (Laws, Hall & Associates)(4)

Multidisciplinary practicum involving students from marketing, art, and communication. Three competing, multi-disciplinary student teams work for a semester on an actual client's current marketing communications problem. Campaign solutions include primary research and market analysis, campaign strategy development, budget, media plans, fully produced electronic and interactive media and graphic design for print advertising, and other sales support materials. Incorporates contemporary technology and industry standard materials and research. Expertise and facilities of marketing, art, and communication programs are fully integrated within each team. Each campaign is formally presented to the client at the end of the semester. Prerequisite: MKT 441 and permission of instructor.

MPT 451/551 Marketing Research (3)

Role of market research in marketing management. Decision making in an atmosphere of uncertainty. Determination of hypotheses. Planning research designs: survey, observational, experimental, and simulation. Execution of survey design: questionnaire construction, sample design, interviewing, tabulation, analysis, interpretation of results, and presentation. Prerequisite: DSC 205; MKT 291, 351, and 391 or permission of instructor.

MPT 461/561 Principles of Retailing (3)

General survey of retail management issues in contemporary product and service retailing, including topics such as strategic retail management, ethics, institutional change, segmentation, trading area and site analysis, store design, visual merchandising, all phases of merchandising and sales management, sales promotion, and human resources management. Prerequisite: MKT 291.

462/562 Seminar in Retail Management (3)

In-depth seminar dealing with variety of current strategic retail management decision variables including vendor negotiations, buying strategies, acquisitions and mergers, retail financial management, human resources and sales management, merchandising communications, and dynamics of retail competitive positioning. Prerequisite: MKT 461/561. Offered infrequently.

471/571 International Marketing (3)

Intensive investigation of opportunities, regulations, and challenges facing U.S. companies seeking to expand their markets abroad. Integration of theories, applications, and managerial implications of international marketing. Includes study of international marketing barriers, consumer behavior in the international context, sources of financing, cultural patterns and business customs, adapting product line to international markets, selections of channels of distribution, pricing strategies, government involvement, and international communication strategies. Strong emphasis on current events. Prerequisite: MKT 291.

481 Technology, Products, and Ventures (3)

An interdisciplinary perspective on the interfaces between new product development, innovation, and technology. Examines product development capability as an essential element of successful business strategy and a key component of an "entrepreneurial mindset." Students develop a working prototype for a new product and a comprehensive new product plan. Prerequisite: MKT 291 or instructor permission.

485 Sports Marketing in American Society (3)

Examines unique aspects of sports marketing, focusing on the relationship of sport and sport consumption with sport consumers and their self image and decision-making processes. Explores strategy development and tactics and the social and ethical implications of management actions. Studies the role of sport marketing practices in issues related to race, gender, exploitation, commercial speech, and ethics. Examines social and economic impact of sport marketing practices. Emphasis on client-based projects, class discussion and presentations by practitioners. Prerequisite: business core or permission of instructor. Offered infrequently.

MPC 491/591 Marketing Strategy (3)

Capstone case course dealing in depth with domestic and international problems in all areas of marketing. Considers impact of technology and ethics of these problems. Focuses on development and application of an analysis framework. Prerequisite: MKT 291 and senior standing

498/598 Supply Chain Management (3)

Provides broad understanding of supply chain management. Covers primary activities required to manage supply chains effectively, how members of the supply chain are horizontally integrated, and processes for assessing performance and impact of supply chain management activities. Focuses on relationships between supply chain entities and behavioral issues that influence management of those issues. Students learn integrative tools for analyzing and evaluating alternative courses of action regarding supply chain management activities and functions. Prerequisite: MGT 432, MKT 431. Cross-listed with MGT 498/598.

Note: Courses open only to full-time M.B.A. students: MKT 626, 646, 666.

611 Professional Services Marketing (3)

Study of service marketing characteristics in the business service profession. Develops an understanding of the importance of service quality and the issues concerning practice development. Prerequisite: graduate standing in business or permission of instructor.

618 Marketing Decisions in Business Administration (3)

Marketing management in the administration of profit and nonprofit enterprises: segmentation, product development and management, pricing, systems of distribution, and promotion. Cases and readings.

619 Seminar in International Business (3)

Intensive investigation of international business environment and its theoretical foundations, including all aspects of marketing, finance, accounting, economics, and management. Impact of cultural and political influences on business operations examined. Class discussions and case analysis link key issues of concern to executives responsible for international management of the fields of discipline within international administration. Prerequisite: ECO 201, 202. Summer only.

626 Integrative Concepts: Marketing Strategy and Interpersonal Relationships (3)

Continues integration of various functional areas of business. Introduces M.B.A. student to industry analysis, product and distribution issues, promotion, and pricing. Nature of and development of interpersonal relationship skills stressed, including nonverbal communication, social style, and negotiation. Continues development of oral and written communication skills within a managerial context. Particular emphasis given to assessment of development of essential skills.

646 Field Study (6-12)

Integrative course to provide M.B.A. student opportunity to research actual performance of business as practiced in contemporary international and domestic environment. Seeks to develop practical research skills. Acts as a focus for integrating functional content of prior M.B.A. course work. Cross-listed with MGT 646. Summer only.

666 Strategic Themes in Business II (3)

Continuation of MGT/MKT 656. Advances understanding and application of cross-functional managerial concepts (such as leadership, business ethics, resource sustainability, technology, risk, and customer focus) for decision making under uncertainty. Offered infrequently.

671 Business Marketing Conceptual Foundations (3)

Develops framework for understanding conceptual foundations of business marketing management. Provides depth and breadth of understanding areas of organizational buying behavior, unique business market characteristics and critical elements of business marketing strategic planning.

672 Strategy Planning for Business Markets (2)

Provides depth and breadth to student's ability to develop strategy and solve problems in the business market environment. Examines current and future business issues and management concerns and helps integrate knowledge into process of developing strategy and solving problems.

673 Business Marketing Intelligence (3)

Introduces information used in the process of formulating strategy and making decisions in the business marketing environment. Develops understanding of the role and use of information in the strategic planning process and the methods for gathering information.

674 Contemporary Issues in Marketing (1)

Reviews topics currently of importance to marketing managers. Objective is to expose students to a wide range of contemporary issues that have the potential to impact the marketing management function.

681 Special Studies in Marketing Management (1-5)

Independent investigation, research, reading, and analysis of assigned topics. Registration only with permission of instructor.

691 Entrepreneurship Theory and Practice (3)

Examination of the entrepreneurial process from an interdisciplinary and cross-functional perspective, with applications in start-up, small business and corporate contexts. Emphasis on innovation, risk taking and growth. Prerequisite: Graduate standing.

700 Thesis (3-6; minimum 3, maximum 6)


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