Iowa State University

Iowa State University

2009-2011 Courses and Programs

Iowa State University Catalog

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Marketing

300 |400 |Graduate Courses |500 |600 |

Thomas Chacko, Chair of Department
Distinguished Professor (Emeritus): Teas
Professors: Agarwal, Laczniak, Ramaswami
Professors (Emeritus): Zober
Associate Professors: Kim, Palan, Wong
Assistant Professors: Brocato, Raju, Roy, Smarandescu, Walker
Lecturer: Folger

Undergraduate Study

For undergraduate curriculum in business, major in marketing, see College of Business, Curricula.

The Department of Marketing offers a major in marketing. Students will complete the general education requirements (including business foundation courses), and business core requirements for the bachelor of science (B.S.) degree and 18 credits in the major.

Marketing is concerned with management decisions that deal with the satisfaction of customer needs and wants in the purchase and use of goods and services. The primary decision areas in marketing involve the identification of market segments and decisions dealing with product design, pricing, promotion (including personal selling and marketing communications), and distribution. A major in marketing prepares the student for careers in selling and sales management, marketing research, marketing management, retail management, marketing communications, promotion management, and/or international marketing. Each area of study may be applied to consumer, business-to-business, and/or services marketing environments in business and nonprofit organizations.

The instructional objective of the Marketing department is to provide knowledge of the marketing process and an understanding of its functions. The students are expected to develop decision-making skills, computational skills, and communication skills with appreciation for global marketplace and ethical concerns. In addition to the basic business foundation and core courses, marketing majors are required to complete 18 credits of marketing or department approved courses. Included in these 18 credits are three required courses: Mkt 443, 444, and 447.

The department also offers a minor for non-Marketing majors in the College of Business. The minor required 15 credits from an approved list of courses, of which 9 credits must stand alone. Students with declared majors have priority over students with declared minors in courses with space constraints.

Graduate Study

The Department of Marketing participates in the following graduate programs: the M.S. in Business, the M.B.A. full-time and part-time programs, and the Ph.D. program in Business and Technology. The M.S. in business is a 30-credit curriculum culminating in a thesis or creative component. The M.B.A. program is a 48-credit, nonthesis, noncreative-component curriculum. Twenty four of the 48 credits are core courses and the remaining 24 are graduate electives. Within the M.B.A. program, students may develop an area of specialization in marketing. This specialization requires that 12 of the 24 credits of graduate electives be from marketing.

The Ph.D. program in Business and Technology with a Customer Management (CM) major is a 56 credit (minimum) curriculum designed around four inter-related areas--Core, CM major, Minor, and Research Methods – and dissertation. The focus of the CM major will be on customer management issues – selection of target customers, design of individualized customer programs, maximizing satisfaction, loyalty and retention and getting the maximum ROI out of customer investments.

Courses primarily for undergraduate students

Mkt 340. Principles of Marketing. (3-0) Cr. 3. F.S.SS.Prereq: credit or current enrollment in Econ 101. The role of marketing in society. Markets, marketing institutions, and marketing functions with emphases on product, price, marketing communication, and marketing channel decisions.

Mkt 343. Personal Sales. (3-0) Cr. 3.Prereq: 340. Analysis of the theory and practice of personal selling with the context of relationship marketing and salesforce automation. Topics include: goal setting, prospecting, time/territory management, questioning, presentations, objections, commitment and customer service; simulations of selling situations.

Mkt 410. Promotional Strategy. (3-0) Cr. 3. F.S.Prereq: Credit or enrollment in 447. Principles, concepts, and problems involved in the development and implementation of promotional strategies. Coordination of a variety of promotional elements: advertising, sales promotion, direct marketing, public relations and publicity of web communications, and personal selling. Nonmajor graduate credit.

Mkt 442. Sales Management. (3-0) Cr. 3. F.S.Prereq: 340. Functional aspects of sales force management; personal selling methods; procedures for recruiting, selecting, and training new salespeople; compensation and expense control systems; problems of sales force motivation and supervision; methods of territorial and quota assignment; sales department budgets; distributor-dealer relations; other selected topics. Nonmajor graduate credit.

Mkt 443. Strategic Marketing Management. (3-0) Cr. 3. F.S.Prereq: 444, 447. Analysis of major elements of strategic marketing management. May include case studies or business simulations involving decision making using marketing tools from previous courses. (For marketing majors only.)

Mkt 444. Fundamentals of Marketing Research. (3-0) Cr. 3. F.S.Prereq: 340, Stat 226. Marketing research techniques: problem formulation, research design, questionnaire construction, sampling, data collection procedures, and analysis and interpretation of data related to marketing decisions. Nonmajor graduate credit.

Mkt 446. Retailing. (3-0) Cr. 3. F.S.Prereq: 340. Basic areas of retail management: buying, merchandising, retail promotion, store location, store layout, credit management, and inventory control. Emphasis on practical application of retail management principles.

Mkt 447. Fundamentals of Consumer Behavior. (3-0) Cr. 3. F.S.Prereq: 340. Study of how consumers select, purchase, use, and dispose of goods and services. Includes analyses of how markets and others influence these processes. Application of concepts and methods of the behavioral sciences to marketing management decision making. Nonmajor graduate credit.

Mkt 448. Fundamentals of International Marketing. (3-0) Cr. 3. F.S.Prereq: 340. Introduction to terms used in international marketing and sources of information on international markets. Development of sensitivity toward foreign business environment and familiarity with operations of multinational corporations. Nonmajor graduate credit.

Mkt 449. Marketing Seminar. (3-0) Cr. 3.Prereq: 340. Analysis of current issues and problems in marketing with emphasis on new theoretical and methodological developments. Additional seminars may be offered. Nonmajor graduate credit.

Mkt 451. Marketing Channels. (3-0) Cr. 3. F.S.Prereq: 340. Focuses on marketing channels, the downstream part of a value chain, companies that come together to bring products and services from their point of origin to the point of consumption. Topics include channel institutions, channel design, channel coordination and implementation. Highlights international and technological aspects of marketing channels so that students can successfully develop and manage marketing channels in a contemporary business environment.

Mkt 453. Brand Management. (3-0) Cr. 3. F.S.Prereq: 447. Examines the role of brands and branding in market environments characterized by intense competition and consumer power. Covers issues relating to why branding is important to firms, what brands represent to consumers, and what should be done to manage them effectively.

Mkt 490. Independent Study. Cr. 1-3. Repeatable.Prereq: 340, senior classification; permission of instructor.

Mkt 492. Comparative Marketing. (3-0) Cr. 3. SS.Prereq: 340. Provides experience to students in culture, social, economic, and political environment of marketing in a foreign country. Students complete a term project (e.g., a marketing plan) based on information collected in the foreign country. Students attend briefings by experts/officials of private and public organizations. Nonmajor graduate credit.

Courses primarily for graduate students, open to qualified undergraduate students

Mkt 504. Marketing. (2-0) Cr. 2.Prereq: Graduate classification. The scope of marketing and the identification and assessment of marketing opportunities. Consumer behavior and decision making process, organizational buyer behavior, and the role of research in the marketing planning process. Market definition and analysis, segmentation, competitor analysis, targeting and strategic decisions involved in developing the marketing program. Developing marketing mix strategies and relating them to the overall strategic marketing plan. Organizational design for marketing strategy implementation and control, and effectiveness.

Mkt 509. International Business. (2-0) Cr. 2.Prereq: Graduate classification. Survey of the structure and environment of international business. Patterns of international trade, economic and monetary systems, cross-cultural and legal aspects of international business. Global dimensions of the functional disciplines of business. Tools for developing global strategies such as economic analysis and risk analysis.

Mkt 540. Marketing Management. (3-0) Cr. 3. F.S.Prereq: 504. Strategic marketing and decision making, with emphasis on cases utilizing qualitative and quantitative techniques and marketing models.

Mkt 541. International Marketing. (3-0) Cr. 3. F.Prereq: 504, 509. Scope and nature of global marketing operation; the context of international environment in which firms operate. Recent developments of international business activities, and a framework for better understanding of the basic forces driving international business and marketing operations. Development of market entry strategies and global marketing mix policies, as well as export operations. Organizational issues related to the globalization of the firm.

Mkt 542. New Product Development and Marketing. (3-0) Cr. 3. S.Prereq: 504. Principles and concepts of new product development and introduction; decision areas include market definition and structure, idea generation, concept evaluation, test marketing, launch tracking, and global product planning; models and techniques of new product evaluation used by consumer product companies.

Mkt 544. Marketing Research. (3-0) Cr. 3. S.Prereq: 504, Stat 328 or 401. Marketing research methods are examined with emphasis on the use of advanced research methods in business research. Application of advanced sampling, measurement, and data analysis methods in research on market segmentation, market structure, consumers' perceptions and decision processes, marketing communication, new product development, and pricing.

Mkt 545. Integrated Marketing Communication. (3-0) Cr. 3.Prereq: 504. Introduces the student to the field of marketing communications. Covers a number of topics and areas essential for understanding how to design and evaluate communication strategies necessary for the successful marketing of products and services. An integrated marketing communications (IMC) perspective is employed in covering material, with a corresponding focus on various elements of an IMC strategy, including advertising, promotions, point-of-purchase communications, direct marketing techniques, and other topics.

Mkt 546. Customer Relationship and Business-To-Business Marketing. (3-0) Cr. 3.Prereq: 504. Core concepts and issues involved in customer relationship strategy and management in consumer and business-to-business markets. Emphasis on customer opportunity analyses, customer relationship management tools and strategies.

Mkt 547. Consumer Behavior. (3-0) Cr. 3. S.Prereq: 504. The behavior of consumers. Intensive review of literature from relevant disciplines. Applications of concepts and methods of the behavioral sciences to marketing management decision making.

Mkt 549. Global Marketing Planning and Execution. (3-0) Cr. 3.Prereq: 501, 504, 509. Allows students to develop the ability to plan and execute a B2B business by integrating aspects of marketing with other business functions in the international context. Product strategy, innovation, foreign market entry, supply strategies for foreign markets, pricing strategy, market research, customer service, international payments, managing international subsidiaries, licensing, distribution strategy, and responding to changing international environmental conditions. Involves a simulation-based instruction in planning and managing an international B2B business.

Mkt 590. Special Topics. Cr. 1-3. Repeatable.Prereq: Permission of instructor. For students wishing to do individual research in a particular area of marketing.

Courses primarily for graduate students

Mkt 601. Seminar in Consumer Behavior. (3-0) Cr. 3.Prereq: MGMT 601. A rigorous foundation of the major conceptual and methodological paradigms in the consumer-behavior literature. Seeks to aid students in understanding the psychological, sociological, and anthropological roots of consumer behavior research. Read the latest research in the area reported in leading consumer behavior/psychology journals.

Mkt 602. Marketing Strategy. (3-0) Cr. 3.Prereq: MGMT 601. Review major contributions and recent developments in marketing strategy research and practice. Review commonly used modeling approaches and research methods to study strategic interaction between firms seeking to build competitive advantages. Provide an overview of empirical research regarding measurement, level and persistence of business success and implications of findings for theory and strategy development.

Mkt 603. Customer Management Strategy and Implementation. (3-0) Cr. 3.Prereq: MKT 601. Addresses key strategy and implementation issues behind customer management. Topics such as typology of CM strategies, antecedents and outcomes; environmental and managerial influences on strategy formation; technology and impact on CM strategy; and value of CM strategy. Examine theories and concepts behind important CM issues such as customer satisfaction, customer loyalty and customer profitability.

Mkt 604. Marketing Issues in Inter-Organizational Relations. (3-0) Cr. 3.Prereq: MGMT 602. Inter-firm and network competition; relationship among suppliers, distributors, alliance partners, external employees, and internal employees. Theories including agency theory, network theory, relationship marketing, channels of distribution theories on cooperation versus competition, IOS theories.

Mkt 644. Research Methods. (3-0) Cr. 3.Prereq: Knowledge of introductory statistics, STAT 401, enrollment in the PhD program. Introduction to methodological issues that arise when addressing a wide variety of research questions in organizational and consumer studies. Address measurement issues (scales, reliability and construct validity), design (for experiments, surveys, or qualitative studies), sampling, and analysis (univariate and multivariate statistical procedures). Measurement issues in cross-cultural and international research will also be covered. It is assumed that students entering the course have knowledge of introductory statistics.

Mkt 650. Research Practicum I. (1-0) Cr. 1.Prereq: enrollment in the PhD program. Preparation of a research manuscript to be submitted to a peer-reviewed academic journal. Students will work with a faculty mentor on a research project.

Mkt 651. Research Practicum II. (1-0) Cr. 1.Prereq: enrollment in the PhD program. Preparation of a second research manuscript to be submitted to a peer-reviewed academic journal. Although students work under the supervision of a faculty mentor, the students will take independent responsibility for the research project.

Mkt 699. Dissertation. Cr. 12.Prereq: Graduate classification, permission of dissertation supervisor. Research