College of Business Administration

Department Chair: James Finch

316 Wimberly Hall, 608-785-8118




Professors: Brokaw, Finch; Associate Professors: Achenreiner, Pollman; Assistant Professor: Stapleton; Lecturer: Chilsen.



Marketing Major

(College of Business Administration) —

24 credits, including MKT 341, 362, 365, 367, 370, 386, 415, and 479.




BUS        230                                                                                                                                     Cr. 3

Business and Economics Research and Communication

The study of the scientific method as used in business and economics research, beginning with the identification of the problem and culminating in the final report. Analysis of the reliability and validity of data, effectiveness of presentation and critical study of the validity of conclusions. Prerequisites: completion of the College of Business Administration English requirements, C-S 101, and MTH 205 or 250.


BUS        240                                                                                                                                     Cr. 3

Introduction to International Business

The course serves as an introduction to the field of international business and relates it to both the functional areas of business and to the basic disciplines which define the international environment. Within this frame of reference, the course focuses on the problems and opportunities which arise when firms conduct business abroad.



300/400 level marketing courses are open only to those students who have been admitted to the business program and students in business-related programs for which such a course is specifically required.  Exceptions to this policy may be made only by the College of Business Administration dean.



MKT       309                                                                                                                                     Cr. 3

Principles of Marketing

An introduction to the study of marketing in business and other organizations. Topics include: the marketing environment, marketing strategies and decision-making, marketing ethics and the international dimension of marketing strategy. Prerequisite: ECO 110 and junior standing or admission to the business program.

MKT       341                                                                                                                                    Cr. 3

International Marketing

An analysis of worldwide marketing opportunities through a consideration of political, legal, economic, and cultural factors in the international context. Prerequisite: MKT 309. (Not open for credit to students who are enrolled in or have completed MKT 745).


MKT       362                                                                                                                                     Cr. 3

Buyer Behavior

This course examines basic concepts related to understanding buyer behavior. Topics include information processing, perception, and decision making. Also examines individual and socio-cultural variables which influence buyer behavior. Prerequisites: MKT 309.


MKT       365                                                                                                                                    Cr. 3

Promotions and Advertising Management

Introduces the various forms and tools of Marketing Promotion. Includes an analysis of promotional activities in the development of whole marketing plans. Develops student understanding of the role of promotion and the integrated nature of marketing planning. Details the nature and process of developing advertising campaigns as a part of the promotional mix. Examines advertising research, media planning, budgeting, creative

activities, and ethical considerations. Prerequisite: MKT 309.


MKT       367                                                                                                                                     Cr. 3

Market Research

This course examines the research techniques commonly used to examine buyer behavior, including secondary data, surveys, and focus groups. Topics also include an analysis of research design methods, and the application of research to marketing decision making. Prerequisites: MKT 309 and BUS 230.


MKT       370                                                                                                                                     Cr. 3

Professional Selling and Sales Management

Introduction to selling and sales management as a part of marketing activity and as a professional business process. Includes: identification of sales prospects; determination of client needs; after-sales customer support; legal and ethical obligations of sales professionals; development of oral and written communications for selling; analysis of organizational structure; sales forecasting methods for product, territory and personal sales goals; selection, training, and compensation of sales professionals. Prerequisite: MKT 309.


MKT       386                                                                                                                                     Cr. 3

Industrial Marketing and Transportation

Business-to-business marketing issues are explored and the relationships among competitors, customers, and collaborators are investigated. Covers the roles of members of the value chain and channels of distribution. Strategic overview of the role of global transportation management, as well as tactical control issues for the entire logistics supply chain are covered. Prerequisite: MKT 309.

BUS        400                                                                                                                                     Cr. 1

Foreign Study Tour

This course and accompanying tour will give students an opportunity to gain an in-depth knowledge of a foreign city and/or region. The class will prepare students for international travel in general, and for the experience of visiting selected cities/areas. The specific cities/areas to be visited may vary by semester and by professor. Students are encouraged to meet with prospective professors/leaders early so that the students’ interests will best be served. To be taken concurrently with INS 226. Prerequisites: FIN 355, MKT 309, and permission of instructor.  Notes: 1) class is open only to those students participating in the class tour which will generally be for two weeks and commence at the end of the regular semester. 2) students who enroll in the class/tour will be asked to make a non-refundable deposit prior to the beginning of the semester.


MKT       400                                                                                                                                     Cr. 1-3

Marketing Forum

Emphasis will be on examination and study of current management and marketing issues. Topics will vary from semester to semester. Prerequisite: consent of instructor. Repeatable for credit — maximum 6.


MKT       415                                                                                                                                     Cr. 3

Senior Seminar

The planning, development, and implementation of an individual research project in marketing. Students will develop and produce a project report related to their marketing studies and career goals. Prerequisites: MKT 362 and 367. To be taken concurrently with MKT 479 in the student’s semester of graduation.


MKT       440                                                                                                                                     Cr. 3

Comparative Marketing Systems

A comparative marketing analysis of a specific region or country. An examination of the marketing practices, social forces, politics, trade history, and economics of (a) specific international area(s). Special attention to the operations of U.S. based firms operating in the area(s). Course may provide opportunity for student travel to the region upon completion of the semester. Prerequisite: MKT 309 and 341. Note: 1 — the area(s) of consideration may vary across semesters, and students should contact the marketing department for specifics; 2 — participation in the tour option requires enrollment in INS 226 for one credit.


MKT       444                                                                                                                                     Cr. 3

Sports and Recreation Marketing

A comprehensive study of the planning, organization and implementation of marketing plans for all segments of the sports and recreation industry. Topics covered include: assessing market potential, defining the customer, location analysis, pricing, promotion, facilities and services management. Other issues addressed include the impact of new technology, cultural changes and other uncontrollable factors on sports marketing. Prerequisites: MKT 309. Offered Sem. II.


MKT       445                                                                                                                                    Cr. 3

International Marketing Strategies

A study of policy and strategy formulation in the context of international marketing. Emphasis is placed on both the theory and application of international marketing decision processes. Prerequisites: MKT 309 and 341.


MKT       450                                                                                                                                     Cr. 1-6

College of Business Administration Internship

The internship program as conceived and implemented is an unusual program designed to provide an opportunity for students in the College of Business Administration at the University of Wisconsin-La Crosse to participate in an approved program with a cooperating business, governmental, or civic organization for usually 15 weeks of their undergraduate work. For additional information, see internship description under the College of Business Administration heading. Repeatable for credit. Pass/Fail grading.


MKT       479                                                                                                                                    Cr. 3

Marketing Management

The analysis, planning, implementation and control of marketing programs designed to bring about desired exchanges with target markets within  organizational objectives. Prerequisites: MKT 362 and 367. To be taken concurrently with MKT 415 in the student’s semester of graduation.


MKT       499                                                                                                                                    Cr. 1-3

Independent Study

Individual reading or research under the guidance of a staff member. Open to selected advanced students who have excellent records in the department. Registration with the consent of the student’s regular adviser, the instructor and the department chairperson. Repeatable for credit — maximum 6. Pass/Fail grading.