Course DescriptionsIBM 200 Special Study for Lower Division IB and MKT Students (12)
Individual or group investigation, research, studies, or surveys of selected problems. Total credit limited to 4 units, with a maximum of 2 units per quarter. IBM 20001
is for MKT students; IBM 20002 is for IB students. IBM 299/299A/299L Special Topics for Lower Division Students (14)
Group study of a selected topic, the title to be specified in advance. Total credit limited to 8 units, with a maximum of 4 units per quarter. Instruction is by lecture, laboratory, or a combination. IBM 300 Principles of Global Business (4)
Introduction to business, globalization, country differences, theories of international trade and investment, monetary systems and foreign exchange. Presentation of the roles of various functional areas in a business firm, impact of international trade and economic development. 4 lecture discussion. IBM 301 Principles of Marketing Management (4)
Principles, concepts, and institutions involved in facilitating the exchange of goods and services. Analysis of markets, the marketing environment, and the marketing variables of product, price, promotion, and distribution. Introduction to marketing strategy and international marketing. Ethical issues. Computer applications. 4 lecture discussions. IBM 302 Marketing Strategy (4)
Analysis, planning, implementation and control of marketing strategy. Target market, product, distribution, promotion, and pricing decisions necessary to accomplish the firm’s objectives. Emphasis on application of analytical techniques to improve decisionmaking
in a dynamic marketplace. 4 lecture discussions. Prerequisite: IBM 301. IBM 306 Professional Selling (4)
Focus on professional selling within the context of relationship marketing. Emphasis on precision selling process. Team presentations. 4 lecture/problemsolving.
Prerequisite: IBM 301. IBM 307 Integrated Marketing Communication (4)
Fundamentals of marketing communication. Promotional strategy development: advertising messages and media, personal selling, sales promotion, publicity, packaging, branding, and display. Promotional budgets. Development of communication strategies for new product, industrial, retail, and services marketing. 4 lecture discussions. Prerequisite: IBM 301. IBM 308 Retail Management (4)
Examination and evaluation of changing concepts of retailing from a management viewpoint. Philosophy of modern management and measures of retail productivity. Individual student field projects. 4 lectures/problemsolving.Prerequisite: IBM 301. IBM 310 Field Sales Management (4)
Analysis of the field sales manager as a professional marketing tactician in a marketingoriented
firm. Emphasis on both theoretical and applied approaches to effectively managing a field sales force. 4 lecture discussions. Prerequisite: IBM 301. IBM 316 Marketing of Services (4)
Concepts, practices, and development of strategies involved in marketing of services. External environmental and internal control factors as applied to professional, financial, educational, entertainment, health care, governmental, religious, research, media, and other organizations, institutions, and/or agencies. 4 lecture discussions. Prerequisite: IBM 301. IBM 320 Market Analysis and Control (4)
Market identification and diagnosis. Market analysis based on available data; applications for planning and control. Extensive use of computer models, with emphasis on current microcomputer software application packages. 4 lectures/problemsolving.
Prerequisites: IBM 200, IBM 301, STA 120. IBM 326 Interactive Marketing (4)
Role of interactive marketing in marketing strategy to gain a competitive advantage. Exploration of all forms and uses by entrepreneurs, manufacturers, wholesalers, retailers, politicians, notforprofit
and service organizations. 4 lectures problemsolving.
Prerequisite: IBM 307. IBM 327 Sales Promotion (4)
Role of sales promotion in marketing strategy. Study of numerous incentives designed to increase sales or achieve other specific marketing objectives directed toward sales force, intermediaries, and consumers. Design of sales promotion plans. 4 lecture discussions. Prerequisite: IBM 301 IBM 400 Special Study for Upper Division Students (12)
Individual or group investigation, research, studies, or surveys of selected problems. Total credit limited to 4 units, with a maximum of 2 units per quarter. IBM 402 Product and Brand Management (4)
Planning, implementation, and control of marketing strategy for a specific product, product line, or brand. Analysis of market needs and the macroenvironment;
developing marketing plans involving product, price, promotion, and distribution decisions to market a specific product or brand. 4 lecture discussions. Prerequisite: IBM 301. IBM 403 Electronic Commerce (4)
Study of the Internet, its culture and procedures from a marketing perspective. Using the Internet for customer contact, customer service, ordertaking,
and marketing research. Promotion and distribution considerations. Issues in the creation of successful WWWsites. Online
experience and projects with real organizations. 4 lectures/problemsolving.
Prerequisite: IBM 301. IBM 405 Advertising Management (4)
Integrated Brand Communications Management. This course focuses on the strategic aspects of integrated brand communications. Content includes: the concept of brands, marketing communication tools, campaign strategy, creating customer loyalty, creating customer value, and campaign evaluation. Lecturediscussion,
case analysis and discussion, written projects, and oral presentations. Prerequisite : IBM 307. IBM 406 Ethical Issues in Marketing (4)
The morality and immorality of modern marketing practices. Ethical theories as applied to such marketingrelated
issues as bribery, marketing to countries engaging in morally questionable practices, deceptive advertising, and invasion of privacy. 4 lectures/problemsolving.
Prerequisites: IBM 301. IBM 407 Industrial Marketing (4)
Study of the environment in which industrial products are marketed to industrial firms, governments and institutions. Emphasis on industry structure, government and industrial buying behavior as each affects product, pricing, promotion and distribution decisions. Analysis of specific case problems. 4 lectures/problemsolving.
Prerequisite: IBM 301. IBM 408 Marketing Research I (4)
Theoretical and analytical foundations of marketing research. Topics covered include analysis of internal and external secondary data, marketing software packages, approaches to primary research, and research applications to marketing problems. 4 lectures/problemsolving.
Prerequisites: IBM 320 and TOM 302. IBM 409 Marketing Research II (4)
The research process as an aid to decisionmaking
in marketing. Application of techniques in research design, data collection, sampling, computeraided
data analysis, and report writing to contemporary marketing research problems. 4 lectures/problemsolving.
Prerequisite: IBM 408. IBM 410 Marketing for Small Business Organizations (4) (formerly MKT 404)
Methods by which a small business organization with limited resources can analyze the profit opportunities within its market area. Special emphasis on developing and evaluating a written marketing plan for a small business organization. 4 lectures/problemsolving.
Prerequisite: IBM 301. IBM 411 Buyer Behavior (4)
Various factors that affect the consumer during the prepurchase,purchase, and post purchase decision making process. Emphasis upon a thorough understanding of the consumer to facilitate the development of effective marketing strategy. 4 lecture discussions. Prerequisite: IBM 301 and PSY 201. IBM 414 International Marketing Management (4)
Planning and organizing for international marketing operations. Distinctive characteristics, environmental influences, and emerging trends in overseas markets. Management practices and problems of adapting American marketing concepts and methods. 4 lecture discussions.. Prerequisite: IBM 301. IBM 415 Strategy in International Marketing (4)
Alternative methods and strategies in the decision areas of product development, promotional programs, distribution channel determination, and pricing. Opportunities, key issues, and applications to ensure a firm’s survival and success in the international arena. 4 lectures/problemsolving.
Prerequisite: IBM 414. IBM 416 International Exporting (4)
Principles, strategies, and mechanics of exporting to foreign nations. Political, legal, cultural, and economic environments affecting export operations. Corporate programs and policies, involvement levels, financing, pricing, promotion, and distribution strategies. Latin America, European Community, Pacific Rim specifics. Import trade mechanics. 4 lecture discussions. Prerequisite: IBM 414. IBM 421 Marketing Problems (4)
Application of marketing theory to contemporary marketing problems. Emphasis on the techniques of successful marketing decisionmaking. A problems approach to developing student’s ability to integrate all major areas of marketing. 4 lectures/problemsolving.
Prerequisites: IBM 408, and 411. IBM 429 International Logistics (4)
Integration of cultural, functional and strategic aspects of global logistics. Ocean, air and surface carriers and systems, international sourcing, financial aspects of sales and payments, roles of government and intermediaries, infrastructure issues. Logistics as a tool for integrative international operations. 4 lecture discussions. Prerequisite: IBM 301. IBM 431 Management of Marketing Channels (4)
Development, design, selection, and administration of marketing channel systems. Sources and resolution of channel conflicts. Channel relationships, communication, functional performance, and strategy planning. Analysis of selected case problems. 4 lecture discussions. Prerequisites: IBM 301. IBM 433 Evaluating Advertising Effectiveness (4)
Development of criteria to analyze the strategic and creative elements of advertising campaigns. Application of criteria to judge effective versus ineffective advertising in all major media: magazine, newspaper, outdoor, radio, and television. Production of a 30second
television commercial. 4 lectures/problemsolving.
Prerequisites: IBM 307, IBM 411. IBM 435 Advanced Professional Selling (4)
Analysis of the sales representative as a professional marketing tactician in a marketoriented
firm. Emphasis on applied and theoretical approaches utilized to effectively manage a sales territory. Analysis of sales representatives in different industries. 4 lectures/problemsolving.
Prerequisite: IBM 306. IBM 436 International Business Agreements and Negotiation (4)
Integrating perspectives from various fields of study contributing to international agreements and the negotiating process. Exploring insights and applications related to business agreements, diplomacy, and negotiation of strategies in marketing/selling situations. 4 lectures/ problemsolving.
Prerequisite: IBM 414. IBM 441, 442 Internship in Marketing (18) (18)
Facultysupervised on-th-ejobeducational experience in the realworld
marketing management environment. Allocation of unit credit is dependent upon the nature of the work done, the level of responsibility, and the number of hours worked. Total internship credit limited to 16 units. Prerequisite: permission of departmental internship coordinator. IBM 443 Advertising Media Analysis and Planning (4)
Principles and practices of advertising and media analysis and planning. Strengths and weaknesses of media alternatives, budgeting procedures, mediaclient
planning, and buying interaction, negotiation with media sales personnel. 4 lectures/problemsolving.
Prerequisites: STA 120 and IBM 307. IBM 447 Retailing Problems (4)
Application of marketing theory to contemporary retailing problems. Identification of potential markets and development of effective research techniques in retail organizations. Integration of current marketing plans and strategies with the techniques of successful retail decisionmaking.
4 lectures/problemsolving.
Prerequisite: IBM 308. IBM 461, 462 Senior Project (2) (2)
Selection and completion of a project under faculty supervision. Projects typical of problems which graduates must solve in their fields of employment. Formal report is required. Prerequisite: senior standing. Required minimum of 120 hours. Non-Marketing majors only. IBM 470 Consumer Behavior in the International Arena (4)
A crosscultural examination of consumption behavior across international boundaries. This course will study the contradictions in cultural values and behavior that affect purchase, and how marketers adjust their strategies to accommodate. 4 lectures/problem solving. Prerequisites: IBM 301, IBM 411. IBM 480 Global Business Problems (4)
Capstone course integrating international marketing, international finance, and international management strategy into an overall international business strategy. Prerequisites: IBM 300, IBM 414; completion of or concurrent enrollment in MHR 410 or TOM 411. IBM 491 Marketing the Movies (4)
An overview of the business of cinema. Product budgeting and planning, distribution strategies, target market analysis, research prior to, during, and after launch, promotional considerations, product placement and co-op challenges, advertising the product, international issues, the after market including home, retail and cable/satellite release. Major project involving a leading film studio. 4 units. Lecture/problemsolving.
Prerequisites: Upper division standing; IBM 307. IBM 492 Sports Marketing (4)
An analysis into the $400 billion industry of sport in the United States from a marketing management perspective. The evolution of the business of sport, the rise of marketing, marketing strategies and principles as applied to various forms of sport, promotional considerations. The relationship among the integrated marketing communications team, including sales management, marketing management, public and community relations, employing both direct and indirect forms of messaging. Major project involving a leading sports organization. 4 units. Lecture/problemsolving.
Prerequisites: Upper division standing; IBM 307. IBM 499/499A/499L Special Topics for Upper Division Students (14)
Group study of a selected topic, the title to be specified in advance. Total credit limited to 8 units with a maximum of 4 units per quarter. Instruction is by lecture, laboratory, or a combination.
For a complete list of remaining courses in the International Business Subplan, please refer to the catalog listings under the appropriate departments.
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