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AACSB Accredited

Marketing: Course Descriptions

MKT 371 – Personal Selling (3)

The development of effective sales persons based on sound customer relationships is the cornerstone of the course. The relationship between personal selling and the other elements of marketing strategy are analyzed. Concepts from the behavioral sciences are explored to show their application in sales situations including the psychology of selling and the importance of relationship building. Attention is focused on the development and demonstration of effective sales presentation techniques for retail, business-to-business, services and nonprofit selling. Each step in the selling process (the pre-approach, the approach and presentation, an analysis of possible objections, the closing and follow-up) will be extensively analyzed, discussed and applied. The social, ethical and legal issues in selling awareness will be examined. Prerequisites: MKT 306.

MKT 381 – Marketing Research (3)

Quantitative and analytical tools and techniques that are used for studying marketing data and formulating marketing strategies and tactics. Prerequisites: BUS 311, MKT 306.

MKT 385 – Consumer Behavior (3)

An analysis of the actions and decision processes of individuals and organizations involved in discovering evaluating, acquiring, consuming and disposing of products and services. The disciplines of Marketing, Psychology, and Sociology will be used to understand how consumer behavior is the basis for management decision making. Prerequisite: MKT 306.

MKT 466 – International Marketing (3)

Considers the adjustment in marketing strategy needed to remain competitive in a global environment. The impact of changing economic, political, legal, social, and cultural environments on management decision-making is examined. Prerequisite: MKT 306

MKT 467 – Retail Management (3)

The intent of this course is to familiarize students with the decisions involved in running a retail firm and the concepts and principles for making those decisions. While the course focuses on the retail industry including retailers of consumer services, the content of the course is useful for students interested in working for retailers, those who will work for companies that interface with retailers such as manufacturers of consumer products or for students with a general management or entrepreneurial interest. Prerequisites: MKT 306 and Senior status.

MKT 486 – Advertising and Promotional Strategies (3)

Examines the process of planning, executing, and evaluating promotional programs utilizing advertising and sales promotion techniques to achieve company objectives. Prerequisites: MKT 306 and Senior status.

MKT 490 – Marketing Management Strategy (3)

Development of managerial decision-making techniques and problem-solving through practice in analyzing practical marketing cases. Prerequisites: MGT 305, MKT 306, Senior status.

Business Core Courses

ACC 201 – Financial Accounting (3)

An introduction to the accounting concepts, principles, and techniques used in recording business transactions. The accounting cycle, the measurement of income and valuation problems, reporting of financial position and results of operations for business enterprise are explored. Prerequisite: CAT 102.

ACC 202 – Managerial Accounting (3)

An introduction to concepts and methods to assist management in the evaluation of the business enterprise and to aid in its planning, organizing, and controlling functions. Topics include cost systems, break-even analysis, flexible budgets, variance analysis, and capital budgeting. Prerequisite: ACC 201.

BUS 181 – Introduction to Business (3)

This course is open to all Barry University students who want to understand what business is, what it does, and its role in society. The purpose of this course is threefold: 1) to introduce students to the academic opportunities and activities offered by the Andreas School of Business as well as its professors; 2) to help students to develop the cognitive skills they need to understand the principles and mechanics that regulate everyday business life; and 3) to prepare students to deal effectively with the challenges of contemporary life, including issues in the business-society relationship, its history, world events, economic issues, and future expectations.

BUS 315 – Introduction to Information Systems (3)

This course introduces students to the basic concepts and developments in information systems. Areas of study include computer technology, information system concepts, information systems development, and the use of technology in organizations. Students gain hands-on experience by suing microcomputers to solve business problems. Prerequisite: CS 180.

ECO 201 – Introductory Macroeconomics (3)

Introduction to the foundations of economic analysis with concentration on macroeconomics structure and models as they relate to the global economy with an emphasis on the U.S. Course focuses on fundamentals of demand and supply analysis, salient facts about the economy's performance; measures of economic activity such as GDP, employment and inflation; determinants of trends in economic growth and business cycle fluctuations; fiscal, monetary and international trade policies and their effect on domestic and foreign business cycles and growth. Counts as a distribution for the social sciences.

ECO 202 – Introductory Microeconomics (3)

Economic analysis of consumer and producer behavior and decision making with a concentration on how economic agents voluntarily interact in markets for various goods and services. Topics include advanced demand/supply analysis emphasizing allocational efficiency, opportunity cost and elasticity; the theory of consumer utility maximization; short and long-term cost and production decisions in the theory of the firm; price, output and profit maximization under differing market structures including competitive, monopolistic and hybrid alternatives; the pricing of input resources including labor and capital along with income distribution implications; market failure and the consequences of government regulation; and introduction to international finance and the balance of payments. Prerequisite: ECO 201.

FIN 319 – Managerial Finance (3)

Financial techniques and analysis for business decision-making which build upon the prerequisites of economics, accounting, and statistical methods. The major tools include cash flow, financial statement structure and analysis, the time value of money, and risk. Specific topics studied with these tools include working capital management, asset investment and capital budgeting, corporate financial structure and the choice of debt vs. equity financing, financial market valuations, and the financial implications of business strategic decisions. Prerequisites: ACC 201, ECO 201, ECO 202.

MGT 305 – Organizational Behavior and Management (3)

Organizational behavior as it relates to the management functions of planning, organizing, leading and controlling is the focus of this course. Examination is made of the individual's role within the organization, of interpersonal influence and group behavior, and of organizational processes.

MGT 325 – Business Processes and Supply Chain Management (3)

This course focuses on the design, management and continuous improvement of operations processes, that is, the processes used to produce goods and services. Both manufacturing and service operations will be studied. Prerequisites: BUS 311, MGT 305.

MKT 306 – Principles of Marketing (3)

This course studies the interacting business activities designed to plan, price, promote and distribute want-satisfying products and services to present and potential customers. The course incorporates current developments in marketing to acquaint students with the present-day challenges of marketing activities.

BUS 311 – Applications of Statistics in Business (3)

Use of statistics to inform business decision-makers. Topics include decision-making, sampling, forecasting, analysis of variance, multiple regression, and statistical process control. Prerequisite: MAT 108, MAT 152, CS 180.

BUS 315 – Introduction to Information Systems (3)

This course introduces students to the basic concepts and developments in information systems. Areas of study include computer technology, information system concepts, information systems development, and the use of technology in organizations. Students gain hands-on experience by suing microcomputers to solve business problems. Prerequisite: CS 180.

BUS 239 – Business Law I (3)

This course is designed to afford the student a background of basic legal principles, concepts and the nature of the judicial process. The first part of the course is devoted to the legal environment of business, including common law, statutory and administrative law, federal and state court structure, theories of law, court procedure, conflicts of law and forms of dispute resolution. This is followed by a detailed study of contracts including basic elements, interpretation, remedies for breach, assignment and discharge. The course concludes with agency and employment.

FIN 319 – Managerial Finance (3)

Financial techniques and analysis for business decision-making which build upon the prerequisites of economics, accounting, and statistical methods. The major tools include cash flow, financial statement structure and analysis, the time value of money, and risk. Specific topics studied with these tools include working capital management, asset investment and capital budgeting, corporate financial structure and the choice of debt vs. equity financing, financial market valuations, and the financial implications of business strategic decisions. Prerequisites: ACC 201, ECO 201, ECO 202.

BUS 366 – International Business (3)

Overview of the unique problems faced by firms engaging in international activities; the importance of understanding the foreign economic, social, political, cultural, and legal environment; the mechanics of importing and exporting; joint venture, franchising, and subsidiaries, international dimensions of management, marketing and accounting, international financial management; the special problems of multi-national corporations; recent problems of the international economic system; country-risk analysis; the increasing use of counter trade. Prerequisite: ECO 201, ECO 202.

BUS 498 – Strategic Management (3)

A capstone course which integrates the various business disciplines. Using a "big picture" perspective, the student addresses strategy formulation and implementation in a volatile business environment. The case method of instruction is actively used. Prerequisite: Senior standing. This course should be taken in the last semester before graduation.

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