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MKTG 300: Consumer Behavior An examination of the buying process with emphasis on the psychological, social, cultural and economic determinants of consumer choice. Topics covered include the buyer as a problem solver; buying decision processes and models; lifestyle analysis; market segmentation and product differentiation; and the adoption and diffusion on innovations. Prerequisite: BCOR 241 3 credits, Fall MKTG 310: Retailing Management Treats the field of retailing as a subset of the larger field of marketing by stressing the application of marketing concepts, approaches and methods to all types of retailing organizations. Attention is given to store location, store layout, personnel management, inventory control, promotion, pricing and customer service. Prerequisite: BCOR 241 3 credits, Fall MKTG 315: Health Care Marketing This course presents health care marketing as a dynamic field of study while identifying areas of concern for marketers including competition, economic conditions, reimbursement and patient needs. In addition, a goal of this course is to analyze ethical means of promotion including image and product line advertising and the impact of these promotions, while identifying future directions for this industry. Prerequisites: BCOR 241 3 credits MKTG 320: Professional Selling and Sales Management A comprehensive survey of contemporary concepts and techniques related to the management of a sales force. The personal selling process of giving an effective sales presentation is examined and applied in the course. Prerequisite: BCOR 241 3 credits, Spring MKTG 340: Fundamentals of Advertising This course explores the fundamentals of advertising, including: history of advertising; creativity; evolution of integrated marketing communications; marketing and advertising; advertising agency structure; the various media relative to placement and production; influences of computer technology; ethics of advertising; an introduction to the promotional mix elements of advertising, sales promotion and direct marketing (including the Internet); and career opportunities in the industry. Terminology and procedures will be introduced and incorporated in the presentation of advertisements and advertising campaigns. Prerequisite: BCOR 241 3 credits MKTG 345: Global International Marketing A survey of international trade and import and export procedures and practices. This course is taught from the viewpoint of the international marketing manager who must recognize the differences between markets in various countries as influenced by their particular cultural and economic environments. Prerequisites: BCOR 241 and BCOR 306. 3 credits MKTG 350: Business to Business Marketing Examines the characteristics of organizational buyers of goods and services. This course emphasizes strategic marketing planning, industrial buyer behavior, product strategies, pricing strategies, promotional strategies, budgeting and industrial procurement. Prerequisite: BCOR 241 3 credits, Spring MKTG 355: Purchasing Management A consideration of industrial buying from a purchasing management perspective. Strategic decision areas of bids, control of quality, inventory control, evaluating sources of supply, order points and the integration of the materials management function with other activities of the firm are examined. Purchasing management developments in budgeting, capital