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FOSTER SCHOOL OF BUSINESS
BUSINESS ADMINISTRATION
MARKETING

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To see the detailed Instructor Class Description, click on the underlined instructor name following the course description.

MKTG 275 Marketing Essentials (3) I&S Beard
Explores marketing principles and their usefulness in diverse business and organizational settings. Discusses controllable and uncontrollable factors in making marketing decisions, and the implications of product life cycle for decision-making. Develops working knowledge of marketing strategy. Not open for credit to students pursuing a Business degree. Offered: A.

MKTG 301 Marketing Concepts (4)
Tools, factors, and concepts used by management in planning, establishing policies, and solving marketing problems. Marketing concepts, consumer demand and behavior, location analysis, marketing, functions, institutions, channels, prices, and public policy. Prerequisite: ECON 200. Offered: AWSpS.

MKTG 335 Principles of Selling (4)
Focuses on selling from salesperson's perspective, role of persuasion in professional selling and other organizational settings. In addition to coursework in such areas as consumer behavior, negotiation, and communication, students practice sales skills in role plays, presentations, and other exercises requiring practical application of selling theory. Prerequisite: MKTG 301. Offered: AWSpS.
Instructor Course Description: Michael S. Eguchi

MKTG 340 Advertising (4)
Management of the advertising function and its integration with other forms of promotion. Planning the program, determining the most effective approach, evaluation of media and budget, advertising research, advertising institutions, economic and social aspects. Prerequisite: MKTG 301; may not be repeated. Offered: AWSp.
Instructor Course Description: Martha N. Matthews

MKTG 370 Retailing (4)
Profit planning and business control; buying, stock control, pricing, promotion; store location, layout, organization, policies, systems; coordination of store activities. Prerequisite: MKTG 301; may not be repeated. Offered: WSp.

MKTG 410 Product Management (4)
Covers the critical decisions and analyses associated with the management of successful products. A comprehensive simulation exercise provides an important context for application of product management strategies. Prerequisite: MKTG 301; may not be repeated. Offered: AW.
Instructor Course Description: Martha N. Matthews

MKTG 411 Business to Business Marketing (4) Caldieraro
Covers the integrated marketing approach that enables a supplier firm to understand, create, and deliver value to other businesses, governments, and institutional customers. Case-based and project-oriented approach to studying marketing management in the business-to-business market that brings the fundamental concepts to life with practical example. Prerequisite: MKTG 301. Offered: A.

MKTG 412 Consumer Marketing and Brand Management (4) Forehand
Focuses on how consumers develop brand attitudes and how these attitudes guide behaviors. Devotes specific attention to the psychological processes that underlie brand attitude formation and the strategies necessary to build enduring brands. Case discussion and projects and real brands are heavily featured. Prerequisite: MKTG 301. Offered: Sp.

MKTG 415 Foundations of Pricing Strategy (4) Shulman
Examines theoretical and applied perspectives in pricing strategy. Explores how firms optimally capture value and profit in the revenues that companies earn. Provides a rigorous foundation in making better pricing decisions. Prerequisite: MKTG 301. Offered: W.

MKTG 430 Sales Force Management (4)
Focuses on the role of the sales manager within the organization. Includes distribution planning, sales organization, management of the sales force, methods of sales, cost and financial analysis, and performance analysis. Prerequisite: MKTG 301; may not be repeated. Offered: AWSp.

MKTG 445 Multicultural Marketing and Business Development (4) DIV
Integrates tools from marketing, consulting, and multi-cultural business management to provide consulting services to small business in economically-distressed communities. Working in teams with assistance from industry mentors and alumni from the course, students gain practical experience in multi-cultural marketing, consulting, and managing a business. Prerequisite: MKTG 301. Offered: jointly with MGMT 445; W.

MKTG 450 Consumer Behavior (4)
Theory and practice pertinent to marketing decisions; utilization of theories from behavioral sciences in marking research; theories of fashion, characteristics of goods, shopping behavior, product differentiation, market segmentation, and opinion leadership; application of concepts to management of advertising, personal selling, pricing, and channels of distribution. Prerequisite: MKTG 301; may not be repeated. Offered: AWSp.
Instructor Course Description: Richard F Yalch

MKTG 455 Entrepreneurial Marketing (4)
Examines the skills and tools entrepreneurs need for bootstrap marketing in their start-up firms. Students learn to identify target market segments, position their products, estimate demand, set prices, gain access to channels, and manage the issues of rapid growth. Prerequisite: MKTG 301; may not be repeated. Offered: jointly with ENTRE 455; AWSp.
Instructor Course Description: Deborah Hagen-Lukens

MKTG 460 Marketing Research (4)
Examines marketing research process; steps of research design, questionnaire construction, sampling, data analysis, evaluation/presentation of findings, online research, and web surveys. Class project provides practical application. Prerequisite: MKTG 301; either ECON 311, QMETH 201, STAT 220, STAT 301, STAT 311, or STAT 390; may not be repeated. Offered: AWSp.

MKTG 470 International Marketing (4)
Focuses on assessing international marketing opportunities, formulating and implementing international marketing strategies. Examines how to use marketing analyses and deductive decision modeling in assessing international marketing opportunities. Uses marketing tools and concepts in the planning, preparation, and presentation and discussion of cases and class project. Prerequisite: MKTG 301; may not be repeated. Offered: W.
Instructor Course Description: Michele D. Giambattista

MKTG 485 Strategic Market Management (4)
Strategically analyzes important marketing issues by combining basic models of marketing with powerful spreadsheet analysis. Case discussions and projects provide valuable application exercises. Prerequisite: MKTG 301. Offered: Sp.

MKTG 490 Special Topics and Issues in Marketing (1-6, max. 12)
Contemporary topics and issues in marketing: marketing in nonprofit organizations, marketing of services, marketing in the public sector, and marketing in an economy of scarcity. Ordinarily only one topic area is addressed in any one quarter. Course content reflects contemporary developments and the current interests of instructors and students. Prerequisite: MKTG 301.

MKTG 495 Marketing Internship (1-4, max. 8)
An internship with a company, not for profit organization, or government agency in a marketing capacity. Prerequisite: MKTG 301. Credit/no-credit only. Offered: AWSpS.

MKTG 496 Marketing Practicum (4) Rhodes
Offers opportunities to apply principles, concepts, and skills learned previously to actual business situations. Participation in class part-time and in an internship with a business employer part-time. Prerequisite: MKTG 301. Offered: Sp.
Instructor Course Description: Michael S. Eguchi

MKTG 499 Undergraduate Research (1-6, max. 9)
Prerequisite: MKTG 301.
Instructor Course Description: Michael S. Eguchi

MKTG 501 Marketing Management (4)
Analysis and management of customer satisfaction in goods and services markets by profit and nonprofit organizations. Buyer behavior, market segmentation and product positioning, product policy, pricing, distribution, sales force and advertising management, and market research in the contexts of strategy development, decision making, implementation, and control.

MKTG 505 Marketing Strategy (4)
Focuses on the role of analytical marketing tools and competitive dynamics in strategy formation. Accentuates the integrative nature of marketing strategy through development of a strategic marketing plan and use of simulation software. Prerequisite: MBA core marketing.

MKTG 510 New Product Development (4)
Integrates business, design, and engineering functions in the presentation and application of structures, tools, and methodologies important for successful new product development. New product development projects are accomplished with a cross-functional team emphasis. Prerequisite: MBA core marketing.

MKTG 511 Business-to-Business Marketing (4)
Integrated approach to product marketing management in the business-to-business marketplace. Analysis of core competencies, competitive environment, positioning and segmentation strategies, cost structure, and customer satisfaction. Case-based and project-oriented approach to studying marketing management in the business-to-business market. Prerequisite: MBA core marketing or permission of instructor.

MKTG 512 Consumer Marketing and Brand Management (4)
Analysis of marketing strategies for consumer products and services. Focuses on consumer satisfaction and brand management including product line and brand developments, pricing strategies, channel and retail relationships, and marketing communication strategies for consumer goods and services. Prerequisite: MBA core marketing.

MKTG 515 Pricing Strategies and Tactics (4) Shulman
Examines theoretical and applied perspectives in pricing strategy and tactics. Explores how firms optimally capture value and profit in the revenues they earn. Provides students with a rigorous foundations from which to make better pricing decisions at the managerial level. Prerequisite: MKTG 501.

MKTG 520 Marketing Channels (4)
Channels of distribution decisions for goods and services in profit and nonprofit organizations. Considers methods of optimizing the number, quality of institutions and activities employed in dealing with exchange, and space and time aspects of channel management. Relates management of marketing channels to marketing mix, organizational objectives. Prerequisite: MBA core marketing.

MKTG 530 Managing the Sales System (4)
Examines the revenue generation function of a firm from a system-wide perspective. Topics include strategic and tactical considerations related to customer acquisition and retention, end-to-end sales and support operations, strategic partnerships, and continuous performance monitoring. Emphasis on case studies and team projects. Prerequisite: MBA core marketing.

MKTG 540 Advertising and Promotion Management (4)
Management of advertising and promotional activities and their integration with other elements of the marketing mix. Topics include: understanding the communication process, analyzing markets, working with suppliers, establishing objectives, determining budgets, selecting media, measuring and evaluating effectiveness, using publicity and promotions. Legal, social, and economic consequences are considered. Prerequisite: MBA core marketing.

MKTG 550 Managing Customer Relationships Through Direct Marketing (4)
Management of customer relationships through the lens of direct marketing. Topics include direct marketing creative activity, strategy, and execution; media and segmentation; direct marketing budgeting and financials; targeting, database, and predictive modeling; catalogue marketing; relationship marketing; business-to-business complex sales; privacy. Prerequisite: MBA core marketing.

MKTG 555 Entrepreneurial Marketing (4)
Examines the skills and tools entrepreneurs need for bootstrap or guerilla early-stage companies. Covers how to target market segments, position products, estimate demand, set prices, gain access to channels, and manage issues of rapid growth. Prerequisite: B A 501, MKGT 501 or equivalent. Offered: jointly with ENTRE 555.
Instructor Course Description: Deborah Hagen-Lukens

MKTG 560 Research for Marketing Decisions (4)
Methods and applications of marketing research to solve marketing problems. Deals with: problem definition, research design, questionnaire construction, sampling, and data analysis using SPSS. Introduces promising new developments in online research, web surveys, and data analysis. Class research project provides practical application. Prerequisite: MBA core marketing.

MKTG 565 Data Driven Marketing (4)
Provides tools and methods targeting data available to marketers deciding on issues such as pricing, online advertising, or other data-driven marketing strategies. Explores how to leverage data correctly to achieve goals of firms. Focuses on secondary data originating from consumer behavior. Prerequisite: B A 500 or MKTG 501.

MKTG 570 International Marketing (4)
Analysis of the marketing strategies and tactics of multinational corporations. Choice of entry strategies for foreign markets, analyzing international competition at home and abroad, and developing global marketing strategies. Prerequisite: MBA core marketing; recommended: one I BUS course.

MKTG 575 Marketing High-Technology Products (4)
Management of the marketing requirements of high-technology products. Examines how markets for high-tech products involve shortened product life cycles, demand for continual product updates, perceived risk of adoption by customers, requirements for intensive customer service and relationships, and growing reliance on business partners. Prerequisite: MBA core marketing.

MKTG 579 Special Topics in Marketing (2/4, max. 12)
Marketing topics of current concern to faculty and students. Offered only when allowed by faculty availability and sufficient student interest. Seminar content to be announced in advance of scheduled offerings. Prerequisite: MBA core marketing.

MKTG 581 Doctoral Seminar in Consumer Behavior (4)
Survey of the field of consumer behavior introduces fundamental topics in consumer behavior including cognitive processes, emotion, and consumer satisfaction. Provides exposure to a variety of research methods including experiments, surveys, and phenomenological research.
Instructor Course Description: Nidhi Agrawal

MKTG 582 Doctoral Seminar in Multivariate Analysis for Marketing Research (4)
Survey of methods useful for empirical evaluation of multivariate marketing phenomena and relationships. Includes an overview of measurement theory and practice; multidimensional scaling; conjoint analysis; cluster, factor, and discriminant analyses; multivariate analysis of variance; structural equation modeling; and other methods commonly encountered in academic marketing research.

MKTG 583 Doctoral Seminar in Marketing Strategy (4)
Study of factors influencing business performance and role of marketing in achieving competitive advantage. Analysis of prevailing, and emerging, theories underlying strategic thinking and competitive process. Examination of empirical research regarding measurement, level, and persistence of business success and implications of findings for theory and strategy development. Prerequisite: BA RM 580.

MKTG 584 Doctoral Seminar in Research Issues in Marketing (4)
Examination of research problems and issues in marketing. Specific topics vary depending on the interest of faculty and students.

MKTG 591 Doctoral Seminar in Consumer Behavior Research Topics (4)
Investigates research topics of current interest in consumer behavior. Considers the processes used by consumers to acquire and evaluate marketing information including advertising, publicity, word of mouth, packaging, product description, price, and retail outlets, and examines ways the principles in social perception influence consumers' individual responses to marketing-related activities.

MKTG 593 Doctoral Seminar in Marketing Models (4)
Focuses on modeling research efforts in various areas of marketing. Discussion of mathematical and statistical modeling approaches which contribute to scientific development in the marketing area and ways in which modeling is used to characterize and summarize the nature of general marketing situations in complex environments.

MKTG 599 Doctoral Seminar in Marketing (1, max. 12)
Study and research in advanced topics of marketing. The seminar is generally concerned with unpublished areas of research and conducted by visiting professors and departmental faculty. Prerequisite: doctoral student status.

MKTG 600 Independent Study or Research (*-)