2017-2018 Catalog

Marketing (MRKT)


Askim-Lovseth (Chair), Bateman, Luck, Stoner, and Wang

The Marketing Department offers programs in preparation of careers in profit and non-profit organizations where skills in professional selling, promotion, pricing, research, distribution, and product/brand management are necessary. The undergraduate curriculum consists of a range of required and elective courses designed to establish core competencies in the field while also encouraging a choice of career focus. Virtually all coursework includes emphases on improving writing and speaking skills and the use of contemporary technology and analytical skills necessary to effective marketing managers. Students enjoy a range of opportunities for group projects, many with a hands-on element with businesses, both in regular classes and through internships and cooperative education. The Department encourages its majors to consider opportunities for personal and intellectual growth through exchange with business programs in China and France.

Physical facilities include the Page Family Marketing Center, with a state-of-the-art computer lab and conference room. The Department faculty takes pride in the quality and currency of programming. Professors are regularly recognized for their excellence in the classroom as well as for the high quality of their applied research and service to regional and national firms, and the quality of basic research published in the field of Marketing.

College of Business and Public Administration


B.B.A. with Major in Marketing

Required 125 credits (36 of which must be numbered 300 or above, and 60 of which must be from a 4-year institution) including:

I. Essential Studies Requirements (see University ES listing).

II. The College of Business and Public Administration Requirements (see BPA listing) and including:

ACCT 200
ACCT 201
Elements of Accounting I
and Elements of Accounting II
ECON 201Principles of Microeconomics3
ECON 202Principles of Macroeconomics3
ECON 210Introduction to Business and Economic Statistics3
ECON 303Money and Banking3
ISBC 117Personal Productivity with Information Technology1
ISBC 3173
ACCT 315Business Law I3
MATH 103
MATH 146
College Algebra
and Applied Calculus I
MGMT 300Principles of Management3
MGMT 301Operations Management3
FIN 310Principles of Financial Management3
MGMT 475Strategic Management3
MRKT 305Marketing Foundations3
POLS 115American Government I3
COMM 110Fundamentals of Public Speaking3
Select one of the following:3
Introduction to Cultural Anthropology
Introduction to Psychology
Introduction to Sociology
Major in Marketing
MRKT 310Consumer Behavior3
MRKT 325International Marketing3
MRKT 330Marketing Research3
MRKT 450Marketing Management3
Select five of the following*: *15
Professional Selling
Retail Management
Integrated Marketing Communications
Field Experience in Marketing
Directed Studies in Marketing
Cooperative Education in Marketing
Brand and Product Management
Sales Management
Relationship Marketing
Negotiations for Sales and Relationship Managements
Special Topics in Marketing:
Internship in Marketing
Total CreditsMinimum of 82

No more than a total of 3 credits from MRKT 386 Field Experience in Marketing; MRKT 396 Directed Studies in Marketing; MRKT 397 Cooperative Education in Marketing; and MRKT 497 Internship in Marketing may be used to satisfy this requirement.


MRKT 201. Personal Marketing. 3 Credits.

The course applies the marketing concept to planning of career tracks. Emphasis is placed on the development of individual marketing plans during the sophomore/junior year thus initiating a systematic career planning process. Career planning prior to the senior year helps incorporate internships, job shadowing, and/or cooperative education into students' program of study. Particular emphasis is placed on the application of the marketing concepts in professional career initiation and on the development and delivery of marketing presentations. The course also incorporates attitude testing, mock interviews, discussion of job search using the Internet, networking, time management strategies, and portfolio development. S.

MRKT 305. Marketing Foundations. 3 Credits.

An overview of the scope and nature of market exchange and the buyer's pivotal role. Prerequisites: ECON 201, Sophomore, Junior, or Senior Standing, a minimum total of 50 credit hours, and declared and pre-COBPA majors only. Prerequisites or Corequisites: ACCT 201 and ECON 210. F,S.

MRKT 310. Consumer Behavior. 3 Credits.

Theoretical and applied analysis of consumption-related activities of individuals. Investigations of the reasons behind and the forces influencing the selection, purchase, use, and disposal of goods and services. Prerequisites: MRKT 305, Sophomore standing or higher, and declared COBPA majors only. F,S.

MRKT 311. Professional Selling. 3 Credits.

The professional selling process including prospecting, qualifying, need-discovery and development, relationship-building, presentations, handling objections, closing, and post-sale service. Prerequisites: MRKT 305, Sophomore standing or higher, and declared COBPA majors only. F,S.

MRKT 315. Retail Management. 3 Credits.

Application of marketing and financial principles to the planning and execution of retail management. Includes analyses of relevant institutions and interest groups. Prerequisites: MRKT 305 and ACCT 201; Sophomore, Junior or Senior Standing; declared CoBPA majors only. F.

MRKT 325. International Marketing. 3 Credits.

Survey of international business environment, with focus on elements of international marketing practices and their management. Prerequisites: MRKT 305; Sophomore, Junior or Senior Standing; declared CoBPA majors only. F,S.

MRKT 330. Marketing Research. 3 Credits.

The research process from a marketing perspective. Addresses problem formulation, research design, methodology, and appropriate statistical methods. Application of procedures appropriate for the analysis and interpretation of marketing data. Prerequisites: MRKT 305 and ECON 210; Sophomore, Junior or Senior Standing; declared CoBPA majors only. F,S.

MRKT 340. Integrated Marketing Communications. 3 Credits.

This course focuses on the state-of-the-art strategic concept of integrated marketing communication (IMC). IMC incorporates advertising, sales promotions, publicity, public relations, personal selling, Internet, and any other means by which marketing information is communicated to people. The course will involve a synthesis of the theoretical, practical, and social considerations of IMC. Prerequisite: MRKT 305; Junior or Senior Standing; declared CoBPA majors only. F,S.

MRKT 347. Social Media. 3 Credits.

This course is an in-depth look at social networks, social media platforms and online advertising to offer students an advantage in many positions involving marketing, consulting and brand management both on the buyer and seller side of social media. Prerequisite: MRKT 305; Junior or Senior Standing; declared CoBPA majors. F,S,SS.

MRKT 386. Field Experience in Marketing. 1-8 Credits.

Work opportunity to assist with marketing activities and understand the role of marketing for that company/ organization (profit/nonprofit). Prerequisites: Minimum GPA of 2.5, MRKT 305, and consent of instructor. Repeatable to 8 credits. S/U grading. F,S,SS.

MRKT 396. Directed Studies in Marketing. 1-3 Credits.

Research in some aspect of marketing. Written reports and collateral readings. Prerequisites: MRKT 310 and consent of instructor. F,S,SS.

MRKT 397. Cooperative Education in Marketing. 1-2 Credits.

Compensated, on-the-job experience in various areas of marketing. Repeatable only to maximum of 8 credits. Prerequisites: MRKT 305 and consent of instructor. Repeatable to 8 credits. S/U grading. F,S,SS.

MRKT 405. Brand and Product Management. 3 Credits.

The study of the theory and practice of managing brands and products as vital corporate assets and the focus of the marketing planning process. Prerequisites: MRKT 310 and MRKT 330; Junior or Senior Standing; declared CoBPA majors only. S.

MRKT 411. Sales Management. 3 Credits.

The practice of sales management including sales force recruiting, training, organization, motivation, compensation, and evaluation. Prerequisites: MRKT 305 and MRKT 311; Junior or Senior Standing; declared CoBPA majors only. S.

MRKT 430. Relationship Marketing. 3 Credits.

Relationship marketing is now a core, strategic element of virtually all marketing. Organizations increasingly stress the importance of cooperation with customers, communities, charities, and other partners. This course focuses primarily on marketing relationships in the Organization-to-Organization context. Prerequisites: MRKT 305 and MRKT 311; Junior or Senior Standing; declared CoBPA majors only. S.

MRKT 433. Negotiations for Sales and Relationship Managements. 3 Credits.

The primary focus of this course is placed on the theoretical, practical and experiential learning of the negotiations skills. Emphasis is placed on the specific negotiations skills required to successfully maneuver through the negotiated buyer-seller exchange environment. Prerequisite: MRKT 311 or consent of instructor. S.

MRKT 440. Special Topics in Marketing:. 3 Credits.

Investigation of selected topics of importance to the marketing of goods, services, or ideas. May be taken a maximum of two times for credit. Prerequisites: MRKT 305; Junior or Senior Standing; declared CoBPA majors only. Repeatable to 6 credits. S.

MRKT 450. Marketing Management. 3 Credits.

Capstone course addressing the firm's micro and macro environments from a strategic marketing decision making perspective. Prerequisites: MRKT 305, MRKT 310, MRKT 325 and MRKT 330; Senior Standing; declared CoBPA majors only. F,S.

MRKT 497. Internship in Marketing. 1-8 Credits.

Compensated, practical experience with selected participating firms. Repeatable only to maximum of 8 credits. Prerequisites: 9 hours of Marketing, GPA of 2.75, and consent of instructor. Repeatable to 8 credits. S/U grading. F,S,SS.

Office of the Registrar

Tel: 701.777.2711
Fax: 701.777.2696

Twamley Hall Room 201
264 Centennial Drive Stop 8382
Grand Forks, ND 58202-8382