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Course Description
Marketing is the process of moving goods and services from production
to the consumer. This course surveys the principles of marketing and reviews
the basic strategies for promoting the sale of goods and services for
both for-profit and public sector organizations. It provides an overview
of the marketing approaches used in different industries and the implications
for sales and marketing leaders. By learning about the marketing approaches
used in different industries, students will be able to formulate basic
marketing plans for themselves as they pursue their professional interests.
Learning Objectives
After completing this course, students will be able to:
• Identify the role of marketing in an individual business, in the
American economy, and in the global economy
• Verify the importance of a customer orientation on the part of
all employees of an organization
• Explain the relationships among marketing and other business functions,
government and society
• Apply marketing principles to not-for-profit organizations as
well as for-profit businesses
• Apply marketing principles to services, ideas, people and places
as well as products
• Assess an organization's marketing program, through which products
are planned priced, promoted, and distributed
• Propose processes for increasing efficiency, regulating activities,
and increasing the social benefits of the exchange process
• Develop and write an effective marketing program
Breadth of Assignments
This course uses a variety of assignment types in exploring the principles
of marketing including reading assignments, both online and textbook based,
case studies, online research, class discussions, individual research
and writing assignments, group projects, and a course-long marketing plan
project.
Required Resources
Boone, L. and D. Kurtz (2004). Contemporary Marketing (11th ed). Mason
OH: South-Western College Publishers. ISBN: 0-324-18510-3.
Course Summary
Principles of Marketing
Business & Management
Module/Topics
Module 1: Marketing Environment
• Marketing environment dynamics
• Marketing social perspectives
• Marketing ethics applications
• International marketing issues and challenges
• International market entry viability
Module 2: Relationship Marketing
• Customer needs analysis planning
• Long-term customer retention strategies
• Different kinds of e-commerce sites
• How technology-based resources, such as data mining and the Web,
are revolutionizing marketing
Module 3: Marketing Planning
• Organizational planning levels
• Marketing strategy fundamentals
• Marketing plan components
Module 4: Marketing Research
• Market and consumer research processes
• Survey research data relevance
• Where to start looking for secondary data
• How new technology such as scanners and the Web are revolutionizing
market research
Module 5: Target Marketing
• Market segmentation and target marketing fundamentals
• Market profile reports
• Organizational positioning options
Module 6: Consumer Behavior
• Consumer motivation and behavior factors
• The process of consumer decision-making
• Consumer-purchasing perspectives
Module 7: Business-to-Business Marketing
• Business-purchasing perspectives
• Organizational purchase decision factors
• How organizational buyers evaluate the performance of business
marketers
Module 8: Product Strategy
• Product development processes
• Product life cycle phases
• Basic service marketing principles
• Different kinds of branding
Module 9: Pricing Strategy
• The pricing determination process
• Pricing strategies and trends
• The legal constraints of pricing behavior
• The implications of new technology for pricing in the market
Module 10: Distribution Strategy
• Basic marketing channel concepts and principles
• Marketing channel management dynamics
• Basic retailing and wholesaling characteristics
• Current retailing and wholesaling trends
• The relationship between logistics and the broader field of marketing
channels
Module 11: Integrated Marketing Communications
• Integrated marketing communications principles
• Product/service advertising strategies
• The role of sales promotion
• The nature of public relations
• The role of sponsorship marketing and the practices of event marketing
and cause-related marketing
Module 12: Personal Selling
• The sales process
• Tasks and functions of the sales manager
• The four basic sales channels |
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