Accounting Major

College of Business

College of Business Faculty

The Accounting major provides students with a sound foundation to move in a broad range of professional directions in Accounting including the public, governmental, private, and not-for-profit sectors.   In addition to having many UMW graduates working in these various areas, the College of Business invites many UMW accountants back to campus to interact with current students.  Each September we host “Meet the Firms;” interested students are exposed to those actually in the Accounting field, many of whom are UMW alumni.

An Accounting major is required to take six (6) upper level accounting courses (in addition to Accounting 101 and 102).   Taking just these six courses does NOT qualify an Accounting major to sit for the CPA examination in Virginia as CPA candidates must have successfully completed eight (8) upper level Accounting courses to take the test.   Students can opt to take Accounting courses beyond what is required in order to meet the CPA candidate education requirements while an undergraduate student at UMW.

Requirements for the Accounting Major

Students considering majoring in Accounting must take BLAW 201, STAT 180 or its equivalent (CPSC 320, ECON 361, or PSYC 261), and ECON 201 and 202, which are required prerequisites for certain courses in the major.

The Accounting Major is one of four majors offered within the College of Business leading to the Bachelor’s of Science degree in Business Administration. All business majors are multi-disciplinary degrees that require students master concepts from across the business disciplines: Accounting, Business Administration, Business Law, Decision Sciences, Finance, Management, Management and Information Systems, and Marketing.  All majors share a common core of 30 hours of business classes.  This common core consists of:

Lower-Division Requirements: ACCT 101, 102 (ACCT 110 may be taken in place of the ACCT 101/102 sequence); MIST 201; and DSCI 259.

Upper-Division Requirements:  MGMT 301; MKTG 301; BUAD 350; DSCI 353; FINC 301, and MGMT 490.

Student must then complete an additional eighteen (18) credits of classes to earn a Bachelor of Science degree in Business Administration.  Students may major in Accounting, Business Administration, International Business, or Marketing.  Upon completion of the program, student transcripts shall state their degree (Bachelor of Science in Business Administration) and their major.

Accounting Major — upper level electives (18 hours):

Required:  ACCT 301, ACCT 302, ACCT 304, ACCT 310, and ACCT 460
Students must also compete one of the following four options:  ACCT 320, ACCT 401, ACCT 420, and ACCT 430

Accounting Course Offerings

Accounting course offerings will be found under the 4 letter code of ACCT in the course listings.  

101 – Principles of Accounting I (3)

This is the first of two-courses that introduces fundamental accounting techniques and procedures for gathering and reporting financial information used by management and others to plan, evaluate, and control and to insure appropriate use and accountability for its resources.

102 – Principles of Accounting II (3)

Prerequisite: ACCT 101 or equivalent. This is the second of two-courses that introduces fundamental accounting techniques and procedures for gathering and reporting financial information used by management and others to plan, evaluate, and control and to insure appropriate use and accountability for its resources.

110 – Intensive Principles of Accounting (6)

Introduction of fundamental accounting techniques and procedures for gathering and reporting financial information used by management and others to plan, evaluate, and control, and to insure appropriate use of and accountability for its resources. The course is equivalent to the ACCT 101 and 102 sequence. The course is a substitute for ACCT 101 and 102. Students who have taken ACCT 101 and 102 are not eligible to take this course.

301 – Intermediate Accounting I (3)

Prerequisite: ACCT 102 or 110 or equivalent; and business administration major or permission of the Associate Dean for Faculty. This is the first of a two-course sequence which places emphasis on the theory and history of accounting principles and their application to the acquisition of assets, determination of income, and the preparation of analysis of financial statements.

302 – Intermediate Accounting II (3)

Prerequisite: ACCT 301 or equivalent. This is the second of a two-course sequence which places emphasis on the theory and history of accounting principles and their application to the acquisition of assets, determination of income, and the preparation of analysis of financial statements.

304 – Cost/Managerial Accounting (3)

Prerequisite: ACCT 102 or 110 or equivalent. The material in this course concentrates on the principles and procedures for planning and controlling routine and non-routine decisions, setting policy, and performing long-range planning. The course focuses on cost behavior, standard costing, flexible budgeting, cost allocation, performance measurement, and analysis for decision-making.

310 – Federal Taxation of Individuals (3)

Prerequisite: ACCT 102 or ACCT 110 or equivalent; and business administration major or permission of the Associate Dean for Faculty. Federal income taxation of individuals is studied in reference to gross income, deductions and credits, sales, other disposition of property, changes in the law, and economic impact of the law.

320 – Federal Taxation of Business (3)

Prerequisite: ACCT 310 or equivalent; and business administration major, permission of the Associate Dean for Faculty.  This course develops knowledge about federal income tax for partnerships, corporations, and owners’ fiduciary responsibilities in reporting income.

401 –Accounting Information Systems (3)

Prerequisite: ACCT 102 or 110 or equivalent, MIST 201 or equivalent; and business administration major or permission of the Associate Dean for Faculty. This course covers how information technology is used to effectively manage and control the financial transactions associated with electronic commerce in a global, internet-based economy. Systems selection/development and implementation is analyzed as are the business processes that are integral to the value chain. Specific transaction cycles are discussed with an internal controls focus.

420 – Governmental and Not-for-Profit Accounting (3)

Prerequisite: ACCT 301 or equivalent; and business administration major or permission of the Associate Dean for Faculty. This course covers governmental accounting, including the reporting requirements and interactions between government-wide financial statements and financial statements for governmental, propriety and fiduciary funds. Budgeting, costing of services, long-term liabilities, debt services, auditing, and evaluation of governmental and not-for-profit entities, including federal and state governments, municipalities, and entities such as schools and hospitals, are examined.

430 – Advanced Accounting Problems (3)

Prerequisite: ACCT 302 or equivalent; and business administration major or permission of the Associate Dean for Faculty. This course addresses problems in financial accounting and practice theory dealing with partnerships, corporations, consolidated statements, and fiduciary accounting.

460 – Auditing (3)

Prerequisite: ACCT 301 or equivalent; and business administration major or permission of the Associate Dean for Faculty. This course examines audit concepts, theory, standards, and procedures, as well as ethical and legal requirements within the context of audit evidence, documentation, and testing required before internal and external auditors issue their reports.

471 – Seminars in Accounting (1-3)

Prerequisite: Permission of instructor, permission of the Associate Dean for Faculty.  Special topics of interest to faculty and students are discussed in individual seminars which focus on accounting.

491 – Individual Study in Accounting (1-3)

Prerequisite: Junior or Senior status; permission of instructor, permission of the Associate Dean for Faculty.  Directed by an accounting faculty member, students conduct individual research focusing on an approved topic of interest in accounting.

499 – Internship (1-3)

Prerequisite: Accounting or Business Administration major; 9 hours of ACCT courses or equivalent; permission of instructor; permission of Associate Dean for Faculty. A supervised work experience in a sponsoring organization developed with, and under the supervision of, a department faculty member. A maximum of 3 hours of 499 classes from the College of Business may be used toward the upper-level elective requirement for any of the majors in the College of Business.

 

Business Administration Course Offerings

Business Administration course offerings will be found under the 4 letter code of BUAD in the course listings.

105 – Perspectives on Organizations in Society (3)

The evolution of economic systems from political, sociological, and cultural perspectives are examined in order to understand the interactive nature of business, governmental, and societal systems. This course introduces the conceptual foundations necessary to make informed, well-reasoned analyses of the current issues involving an array of organizations from the private, public, and not-for-profit sectors of the economy.  Students who have declared a major in the College of Business may not register for this course.

350 – Business Communication (3)

Prerequisites: DSCI 259, MIST 201, business major, and junior or senior status or permission of the Associate Dean for Faculty. In this course students study Business Communication as a strategic process. The emphasis of the course is on the practical application of written and oral principles of business communication, including audience management, information control, and mastery of language. Additional areas of study include discourse analysis, oral and multimedia presentation techniques and critiques, intra- and inter-cultural differences in communication, impromptu speaking, and structured and planned briefings.

360 – The Cooperative Business Model (3)

This course discusses the historical context and ideas behind the cooperative movement; the evolution of cooperative enterprise; comparative models and practice; and the relevance of the cooperative business model both as a means of achieving business goals and of addressing contemporary economic and social issues.

426 – Communication and Technology (3)

Prerequisite: Business administration major or permission of the Associate Dean for Faculty. This course emphasizes the growing role of digital communication within the business sector. Students will analyze, design, implement and test a website or interactive media project. In so doing, students will be introduced to broader communication concepts such as written and visual rhetoric, digital design, information architecture, and organizational image.

464 – Business Ethics (3)

Prerequisite: Senior status; and business administration major or permission of the Associate Dean for Faculty. A study of ethical conduct in management and the elements involved. The course will use a series of applied case studies (illustrating both positive and negative models) to provide an understanding of how to recognize a moral dilemma, evaluate the implications of proposed actions and develop a response. The student should leave with an understanding of ethics and social responsibility as they relate to management.

471 – Business Administration Seminars (1-3)

Prerequisite: Business Administration major, permission of instructor, and permission of the Associate Dean for Faculty. Special topics of interest to staff and students are discussed in individual seminars which focus on specific areas within the various disciplines of Business Administration.

472 – Business Administration Seminar Abroad (3)

Prerequisite: Permission of instructor, and permission of the Associate Dean for Faculty. Special topics of interest to staff and students pertaining to how business is conducted in one or more countries outside the United States are explored in depth in individual seminars.  In order to receive credit for this class, students must also travel to the country as part of a class trip with the instructor.

473 – Environment of International Business Seminar (3)

Prerequisites: ECON 201; and business administration major or permission of the Associate Dean for Faculty. The political, cultural, and economic aspects of the international business environment are explored in depth. The goal of this seminar is to develop an understanding of the forces at work in the global conduct of business across national boundaries.

491 – Individual Study in Business Administration (variable credit, 1–3)

Prerequisites: Junior or senior status, requires permission of instructor and permission of the Associate Dean for Faculty. Directed by a department faculty member, students conduct individual research focusing on an approved topic of interest in business administration.

499 – Internship (variable credit, 1–3)

Prerequisites: Junior or senior status; business administration major, minor or 15 hours of BUAD courses or equivalent; permission of instructor and permission of the Associate Dean of Faculty.  A supervised work experience in a sponsoring organization developed in consultation with, and under the supervision of, a department faculty member. Directed by a department faculty member, students conduct individual research focusing on an approved topic of interest in business administration. A maximum of three (3) credits of 499 courses may count toward the upper level elective requirement.

Business Law Course Offerings

Business Law course offerings will be found under the 4 letter code of BLAW in the course listings.  

201 – Legal Environment of Business (3)

This course focuses on the legal, political, and ethical framework in which businesses and other types of organizations operate.  Topics include: common law and statutory business crimes and torts, common law contracts, business entities, securities regulation, employer/employee relations, environmental protection, and personal and real property laws, In addition, the legal consequences of the choice of business entity are explored while studying sole proprietorships, partnerships, and corporations.

301 – Commercial Law (3)

Prerequisite: BLAW 201 or equivalent; and business administration major or permission of Associate Dean for Faculty.  This course provides in-depth study of laws affecting commercial transactions and the rationale underlying rights and obligations of parties to these transactions.  The Uniform Code is emphasized, especially the Articles dealing with Sales, Commercial Paper, Bank Deposits, Bulk Transfers, Document of Title, and Secured Transactions.  The topics of Antitrust, Consumer Protection, Labor Law, and Insurance matters are explored.

Decision Sciences Course Offerings

Decision Sciences course offerings will be found under the 4 letter code of DSCI in the course listings.  

101 – Introduction to Data Science (3)

A hands-on introduction to the field of Data Science and its applications.  Covers a wide range of topics to provide an overview of the use of data in different fields.  Provides hands-on practice with basic tools and methods of data analysis.  Prepares students to use data in their field of study and in their work and to effectively communicate quantitative findings. Cross-listed as DATA 101.

219 – Foundations for Data Science (3)

Prerequisite: DATA 101. Skills and tools in acquiring, parsing, manipulating, and preparing data for statistical analysis.  Cross-listed as CPSC 219 and DATA 219.

259 – Applied Statistics and Business Research (3)

Prerequisite:STAT 180 or similar Statistics course. This course introduces students to the scientific method to facilitate their understanding of what constitutes good and bad research and enable them to design and conduct research studies. In addition, the course provides students with skills necessary to analyze, synthesize and evaluate statistical information in order to make informed and appropriate decisions in the workplace and to prepare students for research courses in graduate school. Students may elect to conduct the group project on an individual basis to also complete the university’s experiential learning requirement.

353 – Decision Analysis (3)

Prerequisite: MIST 201 or equivalent andSTAT 180 or similar statistics course.  This course introduces a variety of Management Science models for use in analysis of “business” problems.  A computer software package provides the computational basics for case analysis of problems in linear programming, inventory, waiting lines, PERT/CPM, and simulation.

363 – Operations Management (3)

Prerequisite: DSCI 353 or equivalent; and business administration major or permission of the Associate Dean for Faculty.  Operations management is an area of business concerned with the production of goods and services.  It involves the study of concepts, theories and techniques relating to the operations functions in both manufacturing and service organizations.  Lectures, discussions, and case studies are used to provide a comprehensive knowledge of the theories, current practices, and trends in several topical areas of operations management.  Quantitative tools of analysis used to support decision making in the various operations management are surveyed.

401 – Foundation and Applications of Data Analytics (3)

Prerequisite: Grade of C or better in CPSC 220 or DSCI/CPSC 219 or equivalent.  This course develops an overview of the challenges of developing and applying analytics for insight and decision making.  Examples and cases will come from customer relation management, price modeling, social media analytics, location analysis and other business domains.  Cross-listed as DATA 401.

402 – Analytics Applications and Development (4)

Prerequisite: Grade of C or better in CPSC 220 or DSCI/CPSC 219 or equivalent.  A course in programming and data manipulation techniques for constructing analytics-based applications.  Topics include SQL or no-SQL databases, using web service API’s to acquire data, introduction to Hadoop and MapReduce, and use of third-party analytic component API’s. Cross-listed as DATA 402.

Finance Course Offerings

Finance course offerings will be found under the 4 letter code of FINC in the course listings.  

301 – Principles of Finance (3)

Prerequisite: ECON 201 or 202, ACCT 102 or ACCT 110 or equivalent, MIST 201 or equivalent, and either DSCI 259 or ECON 361 or MATH 280 or PSYC 261; and College of Business major or Financial and Quantitative Analysis minor or permission of the Associate Dean for Faculty.  An overview of financial management which provides identification and solution of financial problems. Coverage includes the role of financial management, tools of financial analysis, cost of capital, financial structure, long term assets and financial forecasting.

401 – Advanced Corporate Finance (3)

Prerequisite: FINC 301.  This course develops the processes of making optimal strategic decisions by applying corporate financial theory to cases of financial policy, financial instruments and valuation.  The course will focus on six broad topics including cost of capital and capital budgeting, discounted cash flow valuation and financial multiples, payout policy, equity and debt financing, corporate control and recapitalizations, and corporate governance.

430 – Financial Modeling (3)

Prerequisite: FINC 301.  This course introduces students to technology supporting financial modeling and decision making.  Students will learn to apply and extend the concepts they have learned in the introductory finance course into a spreadsheet model framework of Microsoft Excel.  The course examines modeling in four primary areas: (1) corporate finance models, (2) fixed income securities models, (3) portfolio models, and (4) option pricing models.

471 –Seminars in Finance  (1-3)

Special topics of interest to faculty and students are discusses in individual seminars which focus on Finance.

491  – Individual Study in Finance (1-3)
Prerequisites:  Junior or senior status, requires permission of instructor and permission of the Associate Dean for Faculty. Directed by a finance faculty member, students conduct individual research focusing on an approved topic of interest in finance.

 

Management Course Offerings

Management course offerings will be found under the 4 letter code of MGMT in the course listings.  

301 – Principles of Management (3)

Prerequisite: Junior status or permission of the Associate Dean for Faculty.  An integrative approach to organizational concepts, principles, philosophy, and theory in public, private, and not-for-profit organizations is emphasized.  Current decision-making approaches utilizing theories of organizational behavior, general systems and contingency theories are linked to the managerial functions of planning, organizing, leadership, and control.

345 –Organizational Behavior (3)

Prerequisite: MGMT 301 or equivalent.  This course explores the behavioral aspects of organizations, presenting concepts, theories, research and research techniques that can be applied to enhance understanding of people in organizations.  Topics included are personnel selection and placement, job and work environments, worker motivation, job satisfaction, and the organizational and social context of human work.  Cross-listed as PSYC 385.

346 – Human Resource Management (3)

Prerequisite: MGMT 301 or equivalent; and business administration major or permission of the Associate Dean for Faculty.  The philosophy, principles, and policies needed to develop effective personnel management and industrial relations programs in business, government, and not-for-profit organizations are developed and discussed.   Cross-listed as PSYC 386.

347 – Organizational Development and Change (3)

Prerequisite: Business administration major and MGMT 301 or equivalent; or permission of the Associate Dean for Faculty.  This course develops a system-wide application of behavioral science methods, theories, and accumulated knowledge to the change and reinforcement of organizational strategies, structures, and processes for improving organizational effectiveness.   Cross-listed as PSYC 387.

420 – Negotiation (3)

Prerequisite: BUAD 350, senior status; and business administration major or permission of the Associate Dean for Faculty. An exploration of negotiation techniques and strategies, including: understanding opponents, determining needs and identifying objectives, and managing concessions and power dynamics, all with an eye towards maintaining goodwill and building long-term, productive professional relationships.  The course will cover individual, group, multi-party, agented, and cross-cultural negotiations, through theoretical study and practical application.  Cross-listed as MKTG 420.

421 – Entrepreneurial Venture Creation (3)

Prerequisite: ACCT 101, 102; BLAW 201; DSCI 259, MGMT 301 and MKGT 301.  This course introduces entrepreneurship to students as creating something new that adds value to others.  Entrepreneurial Venture Creation focuses on the knowledge, skills, and processes required for starting a new business.  Strategies and approaches for creating, managing, and marketing a new firm are emphasized throughout the course.  Cross listed MKTG 421.

422 – The Origins and Evolution of Business (3)

Prerequisite: Junior status, and College of Business major or minor; or permission of the Associate Dean for Faculty or faculty member teaching. This class examines how the vision of individuals and groups combined with innovations, large and small, can affect the business environment and the culture and how the availability of those innovations can create business opportunities while often influencing social change. Cross-listed as MGMT 422.

425 –  Leadership Theory and Practice (3)

Prerequisite: MGMT 301 or equivalent. This course involves study of contemporary leadership theory, with emphasis on practical application of those theories.  Characteristics of effective leaders, contemporary leadership models, strategic leadership, ethics, power, politics, influence tactics, teamwork, motivation and coaching skills, creativity and innovation, communication, and conflict resolution, are discussed.  Students have the opportunity to explore personal leadership styles, learn how to modify them, how to apply them effectively in their work, and write a personal vision statement. Experiential exercises, cases, and other strategies are applied to enhance learning theory and acquire, enhance, and integrate leadership skills related to leading contemporary work organizations.

440 – Introduction to Project Management (3)

Prerequisite: MGMT 301. This course provides a comprehensive overview of project management. The course addresses the framework, culture, principles, and basic techniques of project management. The course reviews the general stages of a project and describes how the stages interrelate. Basic tools of project management, such as work breakdown structure, scheduling, earned value analysis, and risk management are introduced and used in student assignments. The elements of project management critical to the success of a project are also identified and explained.

460 – Creative Thinking for Managers (3)

Prerequisite: Junior or senior status; business administration major or permission of the Associate Dean for Faculty.  This course’s objective is to develop understanding of the role of creativity and critical thinking in management.  Management is decision making and most non-routine decisions rely on incomplete information and require novel, cogent, and compelling decisions.  This course will help to temper the theoretical education of future managers.

490 – Strategic Management (3)

Prerequisite: BLAW 201, BUAD 350, FINC 301, MGMT 301, MKTG 301; and Business Administration major or permission of the Associate Dean for Faculty.  A capstone course designed to integrate the student’s study of management.  Advanced case studies and simulations prove a series of integrating experiences where students assume the role of the chief executive officer in a variety of organizational sectors (private, public, not-for-profit).  Students are required to make managerial decisions concerning formulation of policy, strategy and tactics along with ethical considerations in organizations’ multi-faceted relationships with the external environment.

Management Information Systems Course Offerings

Management Information Systems course offerings will be found under the 4 letter code of MIST in the course listings.  

201 – Management Information Systems and Applications (3)

The purpose of this course is to examine the technical, business and management aspects of management information systems through the study of MIS theory and concepts.  Emphasis is placed on how and why different types of information systems have become an essential part of organizations.  Students gain experience solving real world business problems using different information systems applications throughout the course.

301 – Principles of Knowledge Management Systems (3)

Prerequisite: MIST 201 or equivalent; and business administration major or permission of the Associate Dean for Faculty.  The design and implementation of knowledge management systems that support a variety of business areas are emphasized.  Management challenges associated with collecting, organizing and sharing knowledge are discussed in detail.

350 – Database Management Systems (3)

Prerequisite: MIST 201 or equivalent; and business administration major or permission of the Associate Dean for Faculty. The importance of relational databases in business environments is emphasized and demonstrated through real-world case studies and exercise.  Students gain experience in planning, designing, developing and implementing business application databases for different business purposes such as modeling and decision making.

411 – Information Security (3)

Prerequisite: MIST 201 or equivalent; and business administration major or permission of Associate Dean for Faculty.  This course provides an understanding of the concepts involved in securing information, both from a technical and business perspective. Skills required to analyze and evaluate the security of information from a variety of view points are presented. Current research is used to discuss management issues associated with creating policies and implementing procedures for information security in organizations. Cross listed as MMIS 540.

444 – Ethical Hacking (3)

Prerequisite: MIST 411 or equivalent.  This course introduces students to penetration texting methods that can be used in an ethical hacking situation.  Students learn in interactive environments where they scan, test, hack and secure their own systems, and gain experience with essential security systems.  Topics include perimeter defenses, scanning and attacking student networks, escalating privileges, and steps to secure a system.  Students learn about intrusion detection, policy malware, DoS and DDoS attacks, and buffer overflows.  (Credit is not awarded for both MIST 444 and MMIS 544).

450 – Systems Analysis and Design (3)

Prerequisite: MIST 201 or equivalent; and business administration major or permission of the Associate Dean for Faculty.  This course examines systems analysis theory and concepts that are used to design and analyze different types of information systems from a technical and business perspective.  Systems analysis techniques and design processes used by organizations are presented.  The complexity of analyzing and designing information systems to support current and future business.

455 –  Project Management for IT (3)

Prerequisite: MIST 201 or equivalent; and business administration major or permission of the Associate Dean for Faculty.  This course covers methods for the analysis, design, and implementation of information technology projects from a project management and information systems perspective.  Topics include investigating hardware and software needs, cost estimating, scheduling, and human resource management.  Students are required to design feasibility plans based on current research.  Principles, methods, tools, and techniques available to assist managers in planning, implementing, and controlling projects are also discussed.  Practical projects and the implications for managers are addressed.  (Credit not granted for both MIST 445 and CIST 461.)

Marketing Course Offerings

Marketing course offerings will be found under the 4 letter code of MKTG in the course listings.  

301 – Principles of Marketing (3)

Prerequisite: ECON 201 or 202; and junior status.  The place of marketing in the global economy and the policies and practices of marketing institutions are explored.  Major topics included are marketing functions, organization, research, merchandising, channels of distribution and transportation.  Also, problems concerning ethics and social responsibility in the marketing arena are discussed.

411 – Marketing Research (3)

Prerequisite: DSCI 259 or equivalent; MKTG 301 or equivalent; and business administration major or permission of the Associate Dean for Faculty.  Research in marketing is used as a tool to identify, collect and analyze data relevant to decision-making for businesses.  Relevant statistical software is used to analyze client data.  Ethical considerations related to research findings are also discussed.

420 – Negotiation (3)

Prerequisite: BUAD 350, senior status; and business administration major or permission of the Associate Dean for Faculty. An exploration of negotiation techniques and strategies, including: understanding opponents, determining needs and identifying objectives, and managing concessions and power dynamics, all with an eye towards maintaining goodwill and building long-term, productive professional relationships.  The course will cover individual, group, multi-party, agented, and cross-cultural negotiations, through theoretical study and practical application.  Cross-listed as MGMT 420.

421 – Entrepreneurial Venture Creation (3)

Prerequisite: ACCT 101, 102; BLAW 201; DSCI 259, MGMT 301 and MKGT 301.  This course introduces entrepreneurship to students as creating something new that adds value to others.  Entrepreneurial Venture Creation focuses on the knowledge, skills, and processes required for starting a new business.  Strategies and approaches for creating, managing, and marketing a new firm are emphasized throughout the course.  Cross-listed MGMT 421.

422 – The Origins and Evolution of Business (3)

Prerequisite: Junior status, and College of Business major or minor; or permission of the Associate Dean for Faculty or faculty member teaching. This class examines how the vision of individuals and groups combined with innovations, large and small, can affect the business environment and the culture and how the availability of those innovations can create business opportunities while often influencing social change. Cross-listed as MGMT 422.

430 – Professional Selling (3)

Prerequisite: MKTG 301 or equivalent; College of Business major or minor; or permission of the Associate Dean for Faculty.  Professional Selling focuses on the knowledge, skills, and processes required for effective professional relationship selling.  Strategies and approaches for creating, communicating, and delivering value to initiate, develop, and expand customer relationships are emphasized throughout the course.

440 – Promotion Management (3)

Prerequisite: MKTG 301 or equivalent.  This course provides an overall perspective of rapidly developing communication function of marketing with respect to consumers, technology, and media.  It views promotion from a manager’s perspective and allows students to explore the importance of integrated marketing communication which emphasizes coordination of traditional, digital, and emerging media as well as other promotional elements to achieve an efficient and effective communication plan.

450 – Consumer Behavior (3)

Prerequisite: MKTG 301 or equivalent; and business administration major or permission of Associate Dean for Faculty.   This course examines the contributions of behavioral sciences toward understanding and predicting consumer behavior, especially as it pertains to the decision-making process.  It is vital for marketers and managers to understand why different people make different decisions in the same circumstances in order to better serve them.  This course looks at the empirical evidence from a variety of sources on why various segments behave as they do.

460 – International Marketing (3)

Prerequisite: MKTG 301 or equivalent; and business administration major or permission of Associate Dean for Faculty.    The focus of this course is to understand the challenges companies face in conducting the international marketing.  Students explore various strategies to successfully manage international marketing efforts, including analysis of world markets, consumer behavior, foreign environments, and the marketing management methods required to meet the demands of the global marketplace.  The problems of foreign competition, diminishing U.S. market share, and U.S. economy’s interdependence with world markets are covered.  Also assessed are different foreign market entry strategies.

471 – Seminars in Marketing (1-3)

Prerequisite: Permission of instructor or permission of the Associate Dean for Faculty.  Special topics of interest to faculty and students are discussed in individual seminars which focus on marketing.

472 – Marketing Seminar Abroad (3)

Prerequisite: Permission of the instructor and permission of the Associate Dean for Faculty.  Special topics of interest to staff and students pertaining to how marketing is conducted in one or more countries outside the United States are explored in depth in individual seminars.  In order to receive credit for this class, students must also travel to the country as part of a class trip with the instructor.

490 – Marketing Strategy (3)
Prerequisite: MKTG 301; AND business major OR marketing minor OR permission of the Associate Dean for Faculty. This course serves as a capstone survey of the major topics in contemporary marketing. Topics included are delineation of market targets, the development and implementation of the marketing mix, the control and analysis of the total marketing effort, strategy, strategic decision-making tools, ethics, as well as comprehensive case studies or the use of a comprehensive simulation.

491 – Individual Study in Marketing (1-3)

Prerequisite: Junior or Senior status, permission of instructor, permission of Associate Dean for Faculty.  Directed by a marketing faculty member, students conduct individual research focusing on an approved topic of interest in marketing.

499 – Marketing Internship (1-3)

Prerequisite: Marketing or Business Administration major; 9 hours of MKTG courses or equivalent; permission of instructor; permission of Associate Dean for Faculty.  A supervised work experience in a sponsoring organization developed with, and under the supervision of a marketing faculty member.  A maximum of 3 hours of 499 classes in the College of Business may be used toward the upper-level elective requirement for any of the majors in the College of Business.