Marketing Management (MKT)

Courses

MKT 121   Retail Management (3 Hours)

Upon successful completion of this course, the student should be able to describe and analyze retail store organization and operation including customer markets, store location and design, human resource management, merchandise planning and control, and retail promotion. 3 hrs. lecture/wk.

MKT 121H   HON: Retail Management* (1 Hour)

Prerequisites: Honors department approval.

One-credit hour honors contract is available to qualified students who have an interest in a more thorough investigation of a topic related to this subject. An honors contract may incorporate research, a paper, or project and includes individual meetings with a faculty mentor. Student must be currently enrolled in the regular section of the courses or have completed it the previous semester. Contact the Honors Program Office, COM 201, for more information.

MKT 134   Professional Selling (3 Hours)

Upon successful completion of this course, the student should be able to describe the process of successful selling. In addition, the student should be able to define the steps of selling and identify appropriate application. The student should also be able to apply selling principles through role-play. Students who have received credit for MKT 133 may not receive credit for MKT 134. 3 hrs. lecture/wk.

MKT 146   Introduction to Social Media Marketing (3 Hours)

Students in this course will survey usage of social media for marketing purposes. This course will study the relevance and importance of new and emerging marketing processes within social media. Students will analyze basic practical social media as well as learn "best practices" and use different social media throughout the class to create content. 3 hrs. lecture/wk.

MKT 150   Introduction to Insurance (3 Hours)

The student will gain a foundation in the insurance industry. The course provides information on types of insurance, providers, the regulatory environment and performance measures. The course will address the functions of marketing, underwriting and claims within the industry. The course will provide an overview of the insurance contract, including terminology and industry-related clauses. Upon successful completion of this course, a student should be prepared to take the appropriate licensing exam. 3 hrs. lecture/wk.

MKT 180   Experiential Marketing (3 Hours)

This course consists of a series of hands-on experiences designed to help students identify and enhance skills needed as a marketing professional. Each experience will give students the opportunity to apply knowledge gained in prior class work toward the management of real-world marketing positions, as well as prepare them for the job search. Students will acquire this applied experience in appropriate business situations through the development and implementation of an individualized professional development plan, job shadowing, involvement in professional marketing associations and events, informational interviews, a marketing simulation, the development of materials to support a job search, and analysis of/reflection on these activities. 3 hrs. lecture/wk.

MKT 202   Consumer Behavior (3 Hours)

Upon successful completion of this course, the student should be able to analyze the elements and influences that affect consumer behavior. In addition, the student should be able to apply the basic principles of consumer behavior and insight to the application of consumer-research findings used in the professional practice of marketing. 3 hrs. lecture/wk.

MKT 202H   HON: Consumer Behavior* (1 Hour)

Prerequisites: Honors Department approval.

One-credit hour honors contract is available to qualified students who have an interest in a more thorough investigation of a topic related to this subject. An honors contract may incorporate research, a paper, or project and includes individual meetings with a faculty mentor. Student must be currently enrolled in the regular section of the courses or have completed it the previous semester. Contact the Honors Program Office, COM 201, for more information.

MKT 205   eMarketing (3 Hours)

The Internet has led to an increasingly connected environment, and the growth of Internet usage has resulted in the declining distribution of traditional media: television, radio, newspapers, and magazines. Marketing in this connected environment and using that connectivity to market is eMarketing. In this course, the student will understand and recognize the importance of an integrated eMarketing communications plan in order to coordinate all of the promotional mix and marketing communications elements for today's businesses. Topics of study include advertising, direct marketing, sales promotion, social media, web design, public relations and interactive media. The course integrates theory with planning, management and strategy plus hands-on experience. eMarketing explores how to use integrated web, email and database technologies in pre-built, personalized marketing campaigns to acquire and retain customers. Upon completion, the student will be able to develop an effective eMarketing communications program. 3 hrs. lecture/wk.

MKT 221   Sales Management* (3 Hours)

Prerequisites: MKT 134.

Upon successful completion of this course, the student should be able to identify skills necessary to manage a sales force and develop a plan for recruitment selection, training, motivation and evaluation. In addition, the student should be able to describe and analyze techniques to forecast and plan sales and audit results. 3 hrs. lecture/wk.

MKT 230   Marketing (3 Hours)

Upon successful completion of this course, the student should be able to explain the concepts of production, consumption and distribution in relation to a free enterprise economy; list the basic channels of distribution available to the manufacturer of consumer and industrial products; explain and compare the distribution functions of the manufacturer, wholesaler and retailer; and state the procedures necessary to develop a total marketing plan for a given product, service or product line. In addition, the student should be able to discuss the fundamental principles of consumer behavior in the buying process and apply those principles to target market strategies. 3 hrs. lecture/wk.

MKT 230H   HON: Marketing* (1 Hour)

Prerequisites: Honors department approval.

One-credit hour honors contract is available to qualified students who have an interest in a more thorough investigation of a topic related to this subject. An honors contract may incorporate research, a paper, or project and includes individual meetings with a faculty mentor. Student must be currently enrolled in the regular section of the courses or have completed it the previous semester. Contact the Honors Program Office, COM 201, for more information.

MKT 234   Services Marketing* (3 Hours)

Prerequisites or corequisites: MKT 230.

Upon successful completion of this course, the student should be able to describe the functioning of a services economy. In addition, students should be able to describe and define the nature and characteristics of services and the way services are required to be marketed because of their intangible core. Additionally, students should be able to describe service quality, the foundation of services marketing and the success factors in services marketing. 3 hrs. lecture/wk.

MKT 240   Advertising and Promotion (3 Hours)

In this course, the student will understand and recognize the importance of an integrated marketing communications planning model in order to coordinate all of the promotional mix elements for today's businesses. Topics of study include advertising, direct marketing, sales promotion, public relations and interactive media. The course integrates theory with planning, management and strategy. Upon completion, the student will be able to develop an effective marketing communications program. 3 hrs. lecture/wk.

MKT 275   Marketing Analytics and CRM (Customer Relationship Management) (3 Hours)

This course will focus on the principles and strategic concepts of marketing analytics and customer relationship management (CRM). Digital marketing analytics uses digital models and metrics to improve marketing decisions and return on marketing investment (ROMI). Students will analyze the most up-to-date technologies in digital data analytics, automated marketing, database management and CRM, as well as the role of business intelligence based on data in this process. Furthermore, the student will interpret the value of analytics and CRM in uncovering the human element in data and discovering behavioral insights that lead to higher profits. At the core of this class is the application of database marketing and maintaining profitable customer relationships. 3 hrs. lecture/wk.

MKT 284   Marketing Management Internship I (1 Hour)

Upon successful completion of this course, the student should be able to apply classroom knowledge to an actual work situation. This course offers work experience under instructional supervision in an approved training situation designed to provide practical experience in marketing and management. A minimum of 48 hours, per semester, of on-the-job training is required.

MKT 286   Marketing Management Internship II* (1 Hour)

Prerequisites: MKT 284.

Upon successful completion of this course, the student should be able to apply classroom knowledge to an actual work situation. This course offers work experience under instructional supervision in an approved training situation designed to provide practical experience in marketing and management. A minimum of 48 hours, per semester, of on-the-job training is required.

MKT 290   Capstone: Marketing Management* (3 Hours)

Prerequisites: MKT 134 and MKT 205 and MKT 230 or department approval.

Prerequisites or corequisites: MKT 180.

Upon successful completion of this course, the student should be able to identify problems, develop and describe the situational analysis, formulate alternative solutions, and reach and explain a decision for each issue. In addition, the student should be able to apply the knowledge of marketing and management concepts and techniques in the analysis of cases and actual business situations. The student will finalize a resume and marketing portfolio. 3 hrs. lecture/wk.

MKT 291   Independent Study* (1-7 Hour)

Prerequisites: 2.0 GPA minimum and department approval.

Independent study is a directed, structured learning experience offered as an extension of the regular curriculum. It is intended to allow individual students to broaden their comprehension of the principles of and competencies associated with the discipline or program. Its purpose is to supplement existing courses with individualized, in-depth learning experiences. Such learning experiences may be undertaken independent of the traditional classroom setting, but will be appropriately directed and supervised by regular instructional staff. Total contact hours vary based on the learning experience.

MKT 292   Special Topics: (1-3 Hour)

This course offers specialized or advanced discipline-specific content related to diverse areas of Marketing Management. Special Topics may be repeated for credit, but only on different topics. The course is structured to allow current marketing topics to be explored as an industry-valued skillset.

MKT 121

  • Title: Retail Management
  • Number: MKT 121
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Description:

Upon successful completion of this course, the student should be able to describe and analyze retail store organization and operation including customer markets, store location and design, human resource management, merchandise planning and control, and retail promotion. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Explain the economic significance of retailing in the free enterprise economy.
  2. Identify types of store-based retailers analyzing current and future trends.
  3. Identify types of nonstore retailers analyzing current and future trends.
  4. Describe demographic and psychographic characters of retail customers and the impact of these characteristics on retailers.
  5. Analyze retail market strategies to include target market, retail format, growth strategies (domestic and international) and retail competition.
  6. Describe the organization structure of today's retailers and analyze the issues resulting from that organizational structure.
  7. Recognize the importance of employee motivation, employee loyalty, and the need to reduce turnover.
  8. Comprehend the importance of financial objectives in a retail setting.
  9. Respect the importance of buying systems such as merchandise budget plans.
  10. List and explain the relevant buying issues that buyers must address to include branding, domestic and foreign sourcing, vendor negotiations and partnerships.
  11. Describe and assess retail pricing strategies.
  12. Identify the importance of retail sales promotion discussing planning the implementing sales promotion programs.
  13. Illustrate various types of store layout and design to include exterior and interior components of space planning and atmospherics.
  14. Interpret the responsibilities of managing a store to include hiring, training, motivating, evaluating and compensating retail employees. 

Content Outline and Competencies:

I. Analyzing the World of Retailing
   A. Define a retailer and its function in the marketing mix
   B. Explain the economic significance of retailing

II. Analyzing Store-Based Retailing
   A. List and describe types of retailers
   B. Describe and analyze new retail store formats
   C. List and define types of retail ownership
   D. Explain current and future trends in retailing

III. Comparing Nonstore Retailing and Store-Based Retailing
   A. Define and cite examples of catalog and direct-mail retailing
   B. Define and cite examples of vending machine retailing
   C. Define and cite examples of television home shopping
   D. Define and cite examples of direct selling
   E. Define and cite examples of interactive home shopping
   F. Evaluate current and future trends in nonstore retailing

IV. Analyzing the Retail Customer
   A. Define and illustrate demographics of retail customers
   B. Define and illustrate psychographics of retail customers
   C. Evaluate the impact of customer demographics and behavior on
retailers

V. Developing a Retail Market Strategy
   A. Explain the development of a target market and a retail format
   B. Explain the importance of sustaining a competitive advantage
   C. List and explain growth strategies used by today's retailers 
   D. Explain the impact of international growth in retailing 

VI. Analyzing Retail Locations
   A. List and explain types of retail locations
   B. Explain the strategy of retail locations
   C. Identify and evaluate site selection strategies
      1. Explain how location decisions are made
      2. Explain how retail demand is measured
      3. Explain how retail competition is measured and analyzed
      4. Cite techniques for measuring trade area potential

VII. Managing Organization Structure and Human Resources
   A. List and define typical retail organization structures
   B. Analyze current retail organization design issues and trends
   C. Explain the importance of motivating and coordinating employees
   D. Explain the importance of building employee commitment and reducing
turnover

VIII. Planning Merchandise Assortments
   A. Explain the importance of setting merchandise financial objectives
   B. Define and illustrate the assortment planning process

IX. Analyzing Buying Systems
   A. Explain the elements of a merchandise budget plan
   B. Define and illustrate open-to-buy

X. Buying Merchandise
   A. Identify and explain issues involving branding strategies
   B. Identify and explain issues involving domestic sourcing decisions
   C. Identify and explain challenges in international sourcing decisions
   D. Explain the steps in developing and meeting vendors
   E. Explain the importance of establishing and maintaining strategic
partnerships with vendors
   F. Identify and explain ethical and legal issues in purchasing
merchandise

XI. Pricing Merchandise
   A. Identify and explain pricing strategies and practices
   B. Explain and illustrate how adjustments to the initial retail are
made
   C. Identify and explain legal issues in retail pricing

XII. Defining the Retail Promotion Mix
   A. Explain the role of the retail promotion plan
   B. Identify strategies for planning the retail communication to
customers
   C. Explain the steps in implementing the sales promotion program

XIII. Analyzing Store Layout and Design
   A. List and define types of store layout
   B. Explain the process of space planning
   C. Explain the importance of atmospherics in retail operations

XIV. Discuss in Detail the Strategies for Managing the Store, Including:
   A. Recruiting and selecting store employees
   B. Socializing and training new store employees
   C. Motivating and managing store employees
   D. Evaluating store employees and providing feedback
   E. Compensating and rewarding employees
   F. Legal and ethical issues and managing store employees
   G. Customer service strategic planning

Method of Evaluation and Competencies:

Examinations (4-5)           35% - 40%
Videos and Discussions       24% - 30%
Projects and Case Studies    35% - 40%
Total                        100%

Grade Criteria:

Caveats:

  1. Computer Literacy Expectations: Students will need basic word processing and internet searching skills for the completion of some papers, exercises and projects. 

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 121H

No information found.

MKT 134

  • Title: Professional Selling
  • Number: MKT 134
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Description:

Upon successful completion of this course, the student should be able to describe the process of successful selling. In addition, the student should be able to define the steps of selling and identify appropriate application. The student should also be able to apply selling principles through role-play. Students who have received credit for MKT 133 may not receive credit for MKT 134. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Describe the importance of successful selling and its effect on our economy.
  2. Analyze research (primary and secondary) regarding customer service applications today.
  3. Identify and explain the steps of the selling process.
  4. Demonstrate and analyze successful sales techniques to include approaches, active listening to determine the customer’s needs, presenting a product using features and benefits, responding to customer objections, suggestion selling and closing the sale.
  5. Research and demonstrate the proper product knowledge in the selling process.
  6. Identify career opportunities in selling. 

Content Outline and Competencies:

I. Selling:  An Overview
   A. Explain the importance of the salesperson’s role in the selling process
   B. Analyze the customer’s role in the buying and selling process
   C. Illustrate and explain the impact of selling to the economy

II. Describing Customer Service in Retail Stores Today
   A. Conduct and review of research on customer service using the mystery shopping report tool
   B. Analyze customer service demonstrated in local mystery shopping reports
      1. Explain results of individual mystery shopping reports
      2. Explain collective results of mystery shopping reports
   C. Identify and explain the improvements necessary to correct/improve level of customer services delivered in retail operations

III. Developing Sales Skills:  The Steps of a Sale
   A. Developing the sales approach
      1. Explain the importance of the sales approach
      2. List and define approach techniques
      3. Demonstrate the application of appropriate approaches via role plays
   B. Developing the active listening process
      1. Demonstrate your ability to determine customer needs and wants through active listening
      2. List and define the techniques for active listening
      3. Demonstrate the application of active listening via role plays
   C. Planning a feature-benefit sales presentation
      1. List and explain research techniques to identify a product’s features and benefits
      2. Demonstrate the application strategy for developing the sales presentation for role plays
   D. Presenting a feature-benefit sales presentation
      1. Define and illustrate a product feature
      2. Define and illustrate a product benefit
      3. Explain how to connect features and benefits back to customer’s needs
   E. Developing suggestion selling in the sales process
      1. Explain the importance of suggestion selling
      2. List and define suggestion selling techniques
      3. Demonstrate the application of suggestion selling via role plays
   F. Handling customer objections
      1. Define objections and why they occur
      2. List and define the techniques for handling objections
      3. Demonstrate the application of objection handling via role plays
   G. Closing the sale
      1. Identify and explain appropriate times to close a sale
      2. Explain how to look for verbal and non-verbal buying signals
      3. List and define the techniques for closing a sale
      4. Demonstrate the application of closing techniques via role plays

 IV. Exploring Selling Careers
   A. List and explain opportunities in retail selling
   B. Analyze the job market for selling careers

Method of Evaluation and Competencies:

Examinations (4-5)            35% - 40%
Role Play Presentations (2-3) 24% - 30%
Projects and Case Studies     35% - 40%
  Total                       100%

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

Computer Literacy Expectations: Students will need basic word processing and internet searching skills for the completion of some papers, exercises and projects. 

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 146

  • Title: Introduction to Social Media Marketing
  • Number: MKT 146
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Description:

Students in this course will survey usage of social media for marketing purposes. This course will study the relevance and importance of new and emerging marketing processes within social media. Students will analyze basic practical social media as well as learn "best practices" and use different social media throughout the class to create content. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Explore social media marketing strategies.
  2. Analyze social media return on investment.
  3. Identify social media best practices.
  4. Develop social media skill sets.
  5. Deploy social media campaigns. 

Content Outline and Competencies:

I. Strategic Social Media Marketing

A. Develop a social media marketing strategy.

B. Identify how social media strategy fits into the overall marketing plan.

C. Explore successful and failed implementations of social media strategies.

II. Social Media Metrics & Performance Management

A. Determine which metrics are most important for marketing objectives.

B. Interpret analytics data to improve campaign performance.

C. Analyze different versions of marketing materials for maximum results.

D. Identify how to improve an integrated marketing strategy with social media.

III. Social Media Campaign Best Practices

A. Explore social media campaigns based on different target markets.

B. Identify listening techniques to effectively meet audience needs.

C. Analyze different channels for different target markets.

D. Identify the social networks and tools to use based on target market and goals.

IV. Social Media Tools and Skill Sets

A. Explore social media tools and platforms.

B. Identify best tools for consumer engagement.

C. Develop a social media consumer engagement plan and campaign.

V. Interactive Social Media Campaigns

A. Deploy social media campaigns based on a plan.

B. Analyze campaign results.

C. Investigate A/B split tests.

Method of Evaluation and Competencies:

50-70%    Projects and Assignments
30-50%    Exams

100%        Total
 

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 150

  • Title: Introduction to Insurance
  • Number: MKT 150
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Description:

The student will gain a foundation in the insurance industry. The course provides information on types of insurance, providers, the regulatory environment and performance measures. The course will address the functions of marketing, underwriting and claims within the industry. The course will provide an overview of the insurance contract, including terminology and industry-related clauses. Upon successful completion of this course, a student should be prepared to take the appropriate licensing exam. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Demonstrate knowledge of property liability insurance and regulation.
  2. Analyze how the insurer's financial performance is measured.
  3. Articulate insurance marketing principles.
  4. Recognize and demonstrate the various concepts of underwriting and ratemaking.
  5. Identify the claims process and risk management.
  6. Illustrate the concept of loss exposure and insurance policy contracts.
  7. Interpret the concept of life and health insurance.

Content Outline and Competencies:

I. Property Liability Insurance

A. Define liability insurance.

B. Explain liability limits.

C. List more than three reasons to purchase liability insurance.

II. Regulation of Insurance Companies

A. Explain structure of regulation and regulators at the state level.

B. Describe the U.S. federal and state insurance programs.

C. Explain how individual states in the U.S. regulate insurance rates and policy forms.

III. Insurer Financial Performance Measurement

A. Explain how management of a property-casualty insurer’s income and expenses determines profitability.

B. Describe the typical items found on the balance sheet and income statement of a property-casualty insurer.

C. Analyze a property-casualty insurer’s profitability information using various ratio calculations.

IV. Insurance Marketing Principles

A. Describe legal roles, responsibilities and scope of authority that influence an agency relationship.

B. Summarize the various types of insurance distribution systems and alternative market channels.

C. Describe the functions performed by insurance producers.

D. Describe the key factors an insurer should evaluate during the distribution-system and distribution-channel selection process.

E. Explain how states regulate insurance marketing activities in licensing, compensation and unfair trade practices.

V.  Concepts of Underwriting and Ratemaking

A. Describe the purpose of underwriting.

B. Describe the underwriting activities.

C. Describe the steps in the underwriting process.

D. Explain how individual states in the U.S. regulate underwriting activities.

E. Explain how insurance rates are developed.

VI. Claims Process

A. Explain how insurer’s claims function achieves its goals.

B. Describe claims departments in terms of structure, types of claims personnel and how their performance is measured.

C. Describe the activities in the claims-handling process.

D. Explain how claims representatives handle the aspects of property and liability insurance claims.

E. Identify the specific considerations for property catastrophe claims.

VII. Risk Management

A. Describe the basic purpose and scope of risk management.

B. Explain how to identify and analyze loss exposures.

C. Describe the risk management techniques for risk control and financing.

D. Explain how to select the appropriate risk-management techniques.

VIII. Concept of Loss Exposure

A. Describe property loss exposures in terms of assets exposed to loss.

B. Explain how legal liability to pay claims can be based on contracts and statutes.

C. Describe liability loss exposures in terms of assets exposed to loss, cause of loss and financial consequences of loss.

D. Describe personnel loss exposures in terms of assets exposed to loss, causes of loss and financial consequences of loss.

IX. Insurance Policy Contract

A. Explain the four elements of a valid contract.

B. Explain how property provisions are classified.

C. Describe the distinguishing characteristics of insurance policies.

D. Explain how property policy provisions typically address covered property, locations, causes of loss, excluded cause of loss and financial consequences.

X. Life and Health Insurance

A. Explain the various types of life insurance contracts.

B. Describe the various types of riders associated with a life insurance policy.

C. Determine the amount of life insurance coverage adequate for an individual client.

D. Explain the various types of health insurance policies.

E. Identify key features of the Affordable Care Act.

Method of Evaluation and Competencies:

60-70%    Projects and Assignments
30-40%    Exams

Total: 100%

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 180

  • Title: Experiential Marketing
  • Number: MKT 180
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Description:

This course consists of a series of hands-on experiences designed to help students identify and enhance skills needed as a marketing professional. Each experience will give students the opportunity to apply knowledge gained in prior class work toward the management of real-world marketing positions, as well as prepare them for the job search. Students will acquire this applied experience in appropriate business situations through the development and implementation of an individualized professional development plan, job shadowing, involvement in professional marketing associations and events, informational interviews, a marketing simulation, the development of materials to support a job search, and analysis of/reflection on these activities. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Develop an individualized professional development plan.
  2.  Apply appropriate workplace marketing and management principles.
  3.  Identify the day-to-day demands of a marketing professional.
  4. Implement networking and partnership skills.
  5. Identify the resources and professional development opportunities available to professionals in the marketing field.
  6. Illustrate the professional behaviors and attitudes of a competent marketing professional.
  7. Develop and demonstrate job search skills.
  8. Prepare materials to support a job search.

Content Outline and Competencies:

I. Professional Development Plan

A. Identify career goals.

B. Summarize personal strengths, accomplishments and inclinations that can be leveraged in the pursuit of a career.

C. Define the skill sets required for a chosen career goal.

D. Identify gaps in required talent that can be filled through personal/professional development or partnerships.

E. Prepare an individualized Professional Development Plan.

II. Job Shadowing

A. Identify a marketing professional who can provide a meaningful experience related to a career goal.

B. Arrange for a job-shadowing experience.

C. Prepare personal and professional objectives for the job-shadowing experience.

D. Summarize experience with the class.

E. Illustrate findings through reflection.

III. Non-Profit Marketing

A. Identify a non-profit initiative in the local community.

B. Arrange for a meeting with the executive director and/or marketing director.

C. Prepare personal and professional objectives for the dialogue.

D. Summarize experience with the class.

E. Document findings through reflection.

IV. Professional Marketing Associations/Events

A. Research professional marketing associations/events.

B. Participate in professional meetings/events.

C. Describe experience(s) with the class

D. Demonstrate findings through reflection.

V. Marketing Simulation

A. Participate as a team member in an ongoing marketing simulation.

B. Develop collaborative teamwork skills.

C. Implement strategic marketing tactics.

D. Analyze findings through reflection.

VI. Job Search Skills

A. Develop materials to support a job search.

B. Conduct a job search and identify a minimum of three potential jobs that match career goals.

C. Conduct an informational interview with a company that matches career goals.

D. Use appropriate interview techniques in a mock setting with industry representatives.

E. Document findings through reflection.

VII. Experiential Marketing Summation

A. Analyze a professional publication.

B. Appraise discoveries made through course experiences, research and readings.

C. Utilize reflection techniques to articulate Experiential Marketing Experience findings.

D. Explore the composition of a professional portfolio.

Method of Evaluation and Competencies:

30-50%    Professional Portfolio Projects
30-50%    Professional Development Projects
10-20%    Reflection Assignments

Total:   100%

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

  1. Students will need basic word processing and Internet search skills for completion of papers, exercises and projects.
  2. Students must be able to attend off-campus events (job shadowing/professional association meetings, etc.) Attendance at meetings of professional organizations (e.g., American Marketing Association, Direct Marketing Association)  may have associated costs between  $50  and $100.
  3. The student must have the resources to develop portfolio inclusions.

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 202

  • Title: Consumer Behavior
  • Number: MKT 202
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Description:

Upon successful completion of this course, the student should be able to analyze the elements and influences that affect consumer behavior. In addition, the student should be able to apply the basic principles of consumer behavior and insight to the application of consumer-research findings used in the professional practice of marketing. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Explain the importance of consumer behavior in order to plan marketing strategy that better satisfies customer needs and wants.
  2. Identify the internal or individual factors that affect consumer behavior, needs and motivation, personality, psychographics, perception, learning and involvement, and attitudes.
  3. Explain the impact of external or group influences on consumer behavior, reference groups, family, social class, culture and subculture.
  4. Explain the steps in consumer purchase decision making and the various environmental factors that influence this process.
  5. Analyze and explain the importance of social responsibility in the marketing application of consumer behavior theory and the role of ethical marketing conduct in customer relations. 

Content Outline and Competencies:

I. Overview of Consumer Behavior and Marketing Strategy
   A. Explain the importance of understanding consumer behavior
   B. Describe the methods of consumer analysis

II. Analyzing Internal Influences on Consumer Behavior
   A. List and define the steps in consumer problem recognition
   B. Illustrate examples of consumer motivation
   C. List and explain types of consumer personality and behavior
   D. List and explain consumer perceptions
   E. Describe product/service development
   F. Describe product/service communication

III. Analyzing External Influences on Consumer Behavior
   A. Define and illustrate social class influences
   B. Explain the impact of reference groups and family influences
   C. Explain the influence of culture and its diversity
   D. Illustrate subculture influences
   E. Explain cross-cultural (international) influences
   F. Define distribution and promotional strategies

IV. Evaluating the Consumer Purchase Decision Making Process
   A. List and explain the elements of consumer decision making
   B. Illustrate and explain alternative options
   C. Define the steps of post-purchase assessment

V. Examining Consumer Behavior and Social Responsibility
   A. List and explain the steps in consumer behavior analysis
   B. Explain the impact of attitudes and social influences on consumer
behavior and social responsibility

Method of Evaluation and Competencies:

Examinations (4-5)                 35% - 45%
Videos and Discussions             24% - 30%
Projects, Quizzes and Case Studies 35% - 40%
Total                              100%

Grade Criteria:

Caveats:

  1. Computer Literacy Expectations: Students will need basic word processing and internet searching skills for the completion of some papers, exercises, online quizzes, and projects. 

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 202H

  • Title: HON: Consumer Behavior*
  • Number: MKT 202H
  • Effective Term: 2017-18
  • Credit Hours: 1
  • Contact Hours: 1
  • Lecture Hours: 1

Requirements:

Prerequisites: Honors Department approval.

Description:

One-credit hour honors contract is available to qualified students who have an interest in a more thorough investigation of a topic related to this subject. An honors contract may incorporate research, a paper, or project and includes individual meetings with a faculty mentor. Student must be currently enrolled in the regular section of the courses or have completed it the previous semester. Contact the Honors Program Office, COM 201, for more information.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

Content Outline and Competencies:

Method of Evaluation and Competencies:

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 205

  • Title: eMarketing
  • Number: MKT 205
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Description:

The Internet has led to an increasingly connected environment, and the growth of Internet usage has resulted in the declining distribution of traditional media: television, radio, newspapers, and magazines. Marketing in this connected environment and using that connectivity to market is eMarketing. In this course, the student will understand and recognize the importance of an integrated eMarketing communications plan in order to coordinate all of the promotional mix and marketing communications elements for today's businesses. Topics of study include advertising, direct marketing, sales promotion, social media, web design, public relations and interactive media. The course integrates theory with planning, management and strategy plus hands-on experience. eMarketing explores how to use integrated web, email and database technologies in pre-built, personalized marketing campaigns to acquire and retain customers. Upon completion, the student will be able to develop an effective eMarketing communications program. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Explain how the internet is used for primary and secondary research.
  2. Review the eMarketing context: e-business models, performance metrics, and role of strategic planning.
  3. Describe several technological, legal and ethical issues regarding internet use.
  4. Describe marketing strategies of segmenting, targeting, positioning, and differentiation.
  5. Describe the consumer exchange process online and its outcomes.
  6. Identify how to use marketing functions of product, pricing, distribution, and marketing communication for a firm's e-Marketing strategy.
  7. Evaluate several customer relationship management (CRM) strategies using internet technology.
  8. Recognize how several industries use the internet in their businesses.
  9. Demonstrate practical skills by developing effective email offer letters and landing pages, and by using web analytics tools, social media, search engine marketing strategies, webinars and online surveys to accomplish eMarketing objectives.

Content Outline and Competencies:

I. Introduction to eMarketing and eMail Marketing
   A. Explain how a domain name works.
   B. Review the evolution of integrated marketing systems and the
internet.
   C. List the various ways in which people can access and connect to the
Internet.
   D. Explain how e-mail developed into an important eMarketing tool.
   E. Demonstrate how to prepare for an e-mail campaign.
   F. Recognize the different types of e-mail and how they are used.
   G. Review best practices for executing an e-mail campaign.
   H. Identify the steps to take after the completion of the campaign.

II. Online Advertising
   A. Identify when best to use online advertising.
   B. Become familiar with the different online advertising
opportunities.
   C. List the different types of online payment models.
   D. Explain what ad servers are and what their role in advertising is.
   E. Identify what advertising networks are and why they are effective.
   F. Review how all the elements of online advertising work together.
   G. Examine why online advertising is a powerful eMarketing tactic.
   H. Recognize the disadvantages of online advertising and the challenges
involved.
   I. Define what pay per click advertising is.

III. Analyzing Affiliate Marketing
   A. Identify tracking and explain why cookies are important to affiliate
marketing.
   B. Explain how affiliates promote merchants and what affiliate networks
are and how they fit into affiliate marketing.
   C. Examine how best to set up an affiliate marketing campaign and
understand the pros and cons of affiliate marketing.

IV. Objectives and Budgeting for Search Engine Marketing and Search Engine
Optimization
   A. Examine how search engines work and the difference between PPC (pay
per click) and SEO (search engine optimization).
   B. Identify what search engine optimization (SEO) is and how a website
needs to be structured.
   C. Define how key phrases fit into search engine optimization (SEO) and
how to research key phrases.
   D. List and explain how websites can get more links.

V. Monitoring, Evaluating, and Controlling an Integrated Social Media
Plan
   A. Discuss what Social Media is, how fast it changes, tool, and how
content creation and opinion are important to social media.
   B. Explain different types of viral marketing and their differences.
   C. Examine how to manage online reputations.

VI. Effective Website Development, Design and Analysis
   A. Define the fundamental concepts of usability.
   B. Identify and explain search engine visibility and the importance of
a landing page.
   C. List web analytic tools.

VII. Special Topics, Trends, and Perspectives in eMarketing
   A. Examine why e-CRM (electronic customer relationship management) is
an important part of business.
   B. Review the various factors of eMarketing and mobile marketing.
   C. Explore current eMarketing strategies and research.
   D. Discuss the various perspectives concerning the social, ethical, and
economic aspects of eMarketing.
   E. Examine the economic role of eMarketing effects on consumer choice,
competition, and product costs and prices.

Method of Evaluation and Competencies:

Exams (4-5)                     35-45%
Individual and Group Exercises  20-40%
Video Reaction Reports          10-15%
Projects                        30-40%
Total                           100%

Grading Scale:
A = 90-100%
B = 80-89%
C = 70-79%
D = 60-69%
F = 59% and below

Grade Criteria:

Caveats:

  1. Computer Literacy Expectations: Students will need basic word processing and internet searching skills for the completion of some papers, exercises and projects.
  2. Heavy use of the Internet, website analysis, consumer behavior and integrated media along with current events and changes in e-marketing will be required. This course will utilize an online course management system for assignment submission, quizzes and interaction outside of class. Reliable Internet access outside of class required.

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 221

  • Title: Sales Management*
  • Number: MKT 221
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Requirements:

Prerequisites: MKT 134.

Description:

Upon successful completion of this course, the student should be able to identify skills necessary to manage a sales force and develop a plan for recruitment selection, training, motivation and evaluation. In addition, the student should be able to describe and analyze techniques to forecast and plan sales and audit results. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Explain the role of sales administration in marketing management.
  2. Describe the basis for organization of the sales effort.
  3. Apply the techniques of sales management in selecting, training, and motivation of sales staff.
  4. Explain and demonstrate the techniques of conducting a sales meeting or sales contest.
  5. Discuss and apply the techniques of formulating compensation plans, territorial planning, quota assignment and sales staff evaluation.
  6. Describe and demonstrate the procedures of formulation of sales forecasting, budget and control of expense analysis. 

Content Outline and Competencies:

I. Introduction to Sales-Force Management
   A. Define the field of sales management
   B. Define the role of sales managers
   C. Explain strategic marketing
   D. Illustrate sales force organization

II. Sales Force Staffing and Operations
   A. Describe the process of determining needs for sales staff
   B. Explain the process of recruiting applicants
   C. List the steps in processing applications

III. Training the Sales Force
   A. Illustrate the process of assimilating new salespeople into the
organization
   B. Outline the process for developing and conducting a sales training
program
   C. List and define the content of sales training programs
   D. Explain the importance of sales force leadership and motivation

IV. Compensation and Expenses
   A. Identify methods for compensating the sales force
   B. Differentiate between the compensation methods for the sales force
   C. List common sales force expenses

V. Sales Planning
   A. Explain the importance of forecasting market demand
   B. Define the steps in developing departmental budgets
   C. Illustrate examples of territory and routing strategies
   D. Explain the use of quotas

VI. Evaluation of Sales Performance
   A. Illustrate examples of sales volume analysis
   B. Define market cost and profitability analysis
   C. Explain the importance of evaluating individual sales
performance

Method of Evaluation and Competencies:

Final grades will depend on the value of work done on examinations,
projects, demonstrations and your contribution to class discussion. 
Written papers, exams, and demonstrations will be graded A, B, C, D or
Failure.  All work will also be given a point value which will be the
basis for the final grade.

Examinations (4-5)                 35% - 45%
Videos and Discussions             24% - 30%
Projects, Quizzes and Case Studies 35% - 40%
Total                              100%

Grade Criteria:

Caveats:

  1. Computer Literacy Expectations: Students will need basic word processing and internet searching skills for the completion of some papers, exercises, online quizzes, and projects. 

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 230

  • Title: Marketing
  • Number: MKT 230
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Description:

Upon successful completion of this course, the student should be able to explain the concepts of production, consumption and distribution in relation to a free enterprise economy; list the basic channels of distribution available to the manufacturer of consumer and industrial products; explain and compare the distribution functions of the manufacturer, wholesaler and retailer; and state the procedures necessary to develop a total marketing plan for a given product, service or product line. In addition, the student should be able to discuss the fundamental principles of consumer behavior in the buying process and apply those principles to target market strategies. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Define the elements that make up the marketing process and environment and describe how each applies using practical applications and examples.

  2. Explain the techniques a marketer uses to gather information for strategic marketing planning to identify opportunities.

  3. Demonstrate how marketers identify consumer and business market needs and supply products and services to satisfy those needs.

  4. Identify how a marketer implements the elements of the marketing mix (4 P’s) product/service strategy, distribution strategy, promotional strategy, and pricing strategy.

  5. Explain the expanding market opportunities that exist today

Content Outline and Competencies:

I. Marketing Process and Environment
   A. State and list the development of marketing from the Industrial Revolution to the present day.
   B. Describe marketing’s role in an organization
   C. Distinguish between the marketing environment and its effect on strategic planning.
   D. Explain the importance of ethics and social responsibility in marketing.

II. Information for Marketing Decisions
   A. Identify and demonstrate the techniques for gathering marketing information.
   B. Explain how marketing information is used in strategic planning.
   C. Describe the difference between MIS and MDS.

III. Buyers, Markets (Consumer/Business) and Opportunities
   A. Distinguish between consumer and business markets.
   B. Explain the demographic and psychographic factors that determine consumer-buying behavior.
   C. Explain the difference between consumer and business buying processes.
   D. Demonstrate the difference between mass marketing and target marketing.
   E. Explain the difference between mass marketing and a mass marketer.
   F. Explain the methods of marketing segmentation.
   G. Describe product positioning and its importance to marketers.

IV. The Marketing Mix (The Four P’s)
   A. Identify the components of the marketing mix
   B. Demonstrate the relationship between the components of the marketing mix.
   C. Compare the marketing management strategies between an existing product versus a new product.

V. Expanding Marketing Opportunities
   A. Describe the difference between domestic and international marketing
   B. Explain and demonstrate the emerging market opportunities using the Internet.
   C. Explain the advantage and disadvantage of multi-level marketing systems.
   D. Compare traditional marketing strategies and integrated marketing programs.

Method of Evaluation and Competencies:

A minimum of four examinations        80% of grade
Projects, papers, studies, etc.       20% of grade
  Total                              100%

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

None

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 230H

No information found.

MKT 234

  • Title: Services Marketing*
  • Number: MKT 234
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Requirements:

Prerequisites or corequisites: MKT 230.

Description:

Upon successful completion of this course, the student should be able to describe the functioning of a services economy. In addition, students should be able to describe and define the nature and characteristics of services and the way services are required to be marketed because of their intangible core. Additionally, students should be able to describe service quality, the foundation of services marketing and the success factors in services marketing. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Define services marketing.
  2. Describe the process of marketing services.
  3. Describe the ways services need to be marketed due to their intangible core.
  4. Analyze how customers view service organizations and service encounters.
  5. Describe the challenge of managing both service quality and service productivity.
  6. Identify methods to develop loyal customers in a service industry.
  7. Describe how service delivery systems are designed.
  8. Analyze pricing strategies in the marketing of services.
  9. Review the promotional strategies available to service businesses.
  10. Explain the importance of properly integrating the operations and human resource functions with the marketing function of a service business. 

Content Outline and Competencies:

I. Why Study Services
   A. Explain the service evolution
   B. Distinguish between marketing services and physical goods

II. Defining the Service Processes
   A. Explain how services differ one from another
   B. Describe the delivery of service as a process
   C. Identify management challenges in the marketing of services

III. Analyzing Customer Contact with Service Organizations
   A. Describe how to manage service encounters
   B. Explain why the customer can be a co-producer of the service

IV. Evaluating Service from the Customer’s Viewpoint
   A. List and define how customers evaluate service performances
   B. Describe the purchase process for services
   C. Explain mapping the customer’s service experience

V. Managing Productivity and Quality
   A. Explain the importance of understanding the customer’s
expectations
   B. List and describe productivity issues for service firms

VI. Managing Relationships and Building Customer Loyalty
   A. Describe the process of targeting customer audiences
   B. Explain the importance of creating and maintaining valued
relationships

VII. Handling Complaints and Service Recovery
   A. Assess consumer complaints
   B. Explain the impact of service recovery efforts on customer loyalty
   C. List and define service guarantees

VIII. Applying Service Positioning and Design
   A. Define service leadership
   B. Explain the importance of creating a distinctive service strategy
   C. Illustrate service positioning
   D. Describe the steps in new service development

IX. Adding Value with Supplementary Products
   A. Differentiate between core products and supplementary services
   B. List and explain the managerial implications of supplementary
services

X. Designing Service Delivery Systems
   A. Evaluate delivery channels  
   B. Explain the importance of place and time decisions
   C. Analyze the role of intermediaries

XI. Calculating Price and Other Costs of Service
   A. List and explain foundations of pricing strategy
   B. Assess value strategies for service pricing

XII. Creating Customer Education and Service Promotion
   A. Define marketing communication in services
   B. Explain the marketing communications mix

XIII. Integrating Marketing with Operations and Human Resource Management
   A. Explain measuring and managing capacity
   B. Demonstrate understanding of the patterns of demand
   C. Develop strategies for managing demand

XIV. Evaluating Service Employees
   A. Develop job designs
   B. Establish recruitment strategies

Method of Evaluation and Competencies:

Examinations (4-5)                 35% - 40%
Videos and Discussions             24% - 30%
Projects, Quizzes and Case Studies 35% - 40%
Total                              100%

Grade Criteria:

Caveats:

  1. Literacy Expectations: Students will need basic word processing and internet searching skills for the completion of some papers, exercises, online quizzes, and projects. 

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 240

  • Title: Advertising and Promotion
  • Number: MKT 240
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Description:

In this course, the student will understand and recognize the importance of an integrated marketing communications planning model in order to coordinate all of the promotional mix elements for today's businesses. Topics of study include advertising, direct marketing, sales promotion, public relations and interactive media. The course integrates theory with planning, management and strategy. Upon completion, the student will be able to develop an effective marketing communications program. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Recognize the role of advertising and promotion in the overall marketing program, with attention to the various elements of the marketing mix and how they interact with advertising and promotional strategy.
  2. Describe how firms organize for advertising and promotion and examine the role of ad agencies and other firms that provide marketing and promotional services.
  3. Identify the stages of the consumer decision-making process and both the internal psychological factors and the external factors that influence consumer behavior focusing on how advertisers can use an understanding of buyer behavior to develop effective advertising and other forms of promotion.
  4. Develop goals and objectives and determine funding for integrated marketing communications programs.
  5. Describe the planning and development of the creative strategy and advertising campaign and examine the creative process.
  6. Identify the key principles of media planning and strategy; examine how a media plan is developed.
  7. Discuss the advantages and disadvantages of broadcast media as well as issues regarding the purchase of time and audience measurement.
  8. Discuss the advantages and disadvantages of print media as well as issues regarding the purchase of space and audience measurement.
  9. Review the rapidly growing areas of direct marketing examining database marketing and the way by which companies communicate directly with target customers through various media.
  10. Review interactive media and marketing on the Internet and how companies are using the World Wide Web as a medium for communicating with customers.
  11. Examine the area of sales promotion including both consumer-oriented promotions and programs targeted to the trade (retailers, wholesalers, and other middlemen).
  12. Analyze the role of publicity and public relations in integrated marketing communications.
  13. Examine industry self-regulation and regulation of advertising by governmental agencies such as the Federal Trade Commission, as well as rules and regulations governing sales promotion, direct marketing and marketing on the Internet.
  14. Consider the social, ethical, and economic aspects of advertising and promotion. 

Content Outline and Competencies:

I. Introduction to Integrated Marketing Systems
   A. Examine the promotional function and the growing importance of
advertising and other promotional elements in national and international
marketing programs
   B. Review  the evolution of integrated marketing systems
   C. Identify the elements of the promotional mix and consider their
roles in an Integrated marketing program
   D. Introduce the integrated marketing communications model and examine
the steps in developing such a program
   E. Understand the various decision areas under each element of the
marketing mix and how they influence and interact with advertising and
promotional strategy
   F. Recognize the role of market segmentation and its use in an
integrated marketing communications program

II. Integrated Marketing Program Situation Analysis
   A. Understand how companies organize for advertising and other aspects
of integrated marketing communications
   B. Examine methods for selecting, compensating and evaluating
advertising agencies
   C. Understand the role consumer behavior plays in the development and
implementation of advertising and promotional programs
   D. Explain the customer decision making process and how it varies for
different types of purchases

III. Analyzing the Communications Process
   A. Identify and explain the basic elements of the communication process
and the role of communications in marketing
   B. Explain the major variables in the communication system and how they
influence consumers’ processing of promotional messages
   C. Examine different types of message structures and appeals that can
be used to develop a promotional message
   D. Consider how the channel or medium use to deliver a promotional
message influences the communication process

IV. Objectives and Budgeting for the Promotional Program
   A. Recognize the importance and value of setting specific objectives
for advertising and promotion
   B. Identify obstacles marketers encounter in setting objectives
   C. Understand the process for budgeting integrated marketing
communications programs
   D. List and explain various methods of budget setting

V. Development of an Integrated Marketing Communications Program
   A. Discuss what is meant by advertising creativity and examine the role
of creative strategy in advertising
   B. Consider the process of creating advertising messages and the
research inputs into the stages of the creative process
   C. Examine various approaches used for determining major selling ideas
that form the basis of an advertising campaign
   D. Analyze the various creative execution styles that advertisers can
use and the advertising situations where they are most appropriate
   E. Understand the key terminology used in media planning
   F. Know the process of developing and implementing media plans
   G. Examine the structure of the television and radio industries and
consider the advantages and limitations of television and radio as
advertising media
   H. Examine the structure of the magazine and newspaper industries and
consider the advantages and limitations of magazine and newspaper as
advertising media
   I. Recognize the various support media available to the marketer
   J. Identify the strategies and tactics involved in direct marketing and
consider the scope and effectiveness of this medium
   K. Know the advantages and disadvantages of the internet and
interactive media as an advertising medium and evaluate the effectiveness
of communications through this medium
   L. Examine and evaluate the effectiveness of various sales promotion
programs
   M. Recognize the roles of public relations, publicity, and corporate
advertising in the promotional mix and understand the methods for
measuring the effects of each

VI. Monitoring, Evaluating, and Controlling Integrated Marketing
Communications Programs
   A. Understand the reasons for measuring promotional program
effectiveness
   B. Identify the various measures used in assessing promotional program
effectiveness

VII. Special Topics, Trends, and Perspectives in Advertising and
Promotion
   A. Examine the importance and role of international advertising and
promotion
   B. Review the various factors in the international environment and how
they influence advertising and promotion decisions
   C. Examine how advertising is regulated, including the role and
function of various regulatory agencies
   D. Consider the various perspectives concerning the social, ethical,
and economic aspects of advertising and promotion
   E. Evaluate the social criticisms of advertising and promotion
   F. Examine the economic role of advertising and its effects on consumer
choice, competition, and product costs and prices

Method of Evaluation and Competencies:

Exams (4-5)              40% - 45%
Quizzes and Exercises    20% - 30%
Video Reaction Reports   10% - 15%
Projects                 20% - 30%
  Total:                 100%

Grading Scale:
  A =  90 - 100%
  B =  80 -  89%
  C =  70 -  79%
  D =  60 -  69%
  F =  59% or below

Grade Criteria:

Caveats:

  1. Computer Literacy Expectations: Students will need basic word processing and internet searching skills for the completion of some papers, exercises and projects. 

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 275

  • Title: Marketing Analytics and CRM (Customer Relationship Management)
  • Number: MKT 275
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Description:

This course will focus on the principles and strategic concepts of marketing analytics and customer relationship management (CRM). Digital marketing analytics uses digital models and metrics to improve marketing decisions and return on marketing investment (ROMI). Students will analyze the most up-to-date technologies in digital data analytics, automated marketing, database management and CRM, as well as the role of business intelligence based on data in this process. Furthermore, the student will interpret the value of analytics and CRM in uncovering the human element in data and discovering behavioral insights that lead to higher profits. At the core of this class is the application of database marketing and maintaining profitable customer relationships. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Identify key concepts, technologies and best practices of marketing analytics and CRM.
  2. Evaluate current data mining, automated marketing and CRM technology solutions.
  3. Examine customer data acquisition and data management.
  4. Describe the use of analytics with CRM strategies in sales, marketing and customer service contexts.
  5.  Interpret the importance of CRM on customer experience, satisfaction and loyalty.

Content Outline and Competencies:

I. Digital Media Landscape

A. Differentiate between paid, earned and owned media and how they impact each other.

B. Identify types of analytics such as: clickstream (web analytics), conversion analytics, social analytics, user experience feedback, real time site analytics, etc.

II. Analytics Concepts

A. Discuss the key metrics in analytics.

B. Prioritize which metrics are most important.

C. Identify how the metrics are collected.

D. Explain how to develop goals and which metrics fit those goals.

E. Explain digital analytics and traditional CRM data alignment.

F. Define mobile analytics.

G. Differentiate marketing channels.

III. Digital Analytics and CRM Tools

A. Outline social media listening tools and how they are used.

B. Summarize the basics of search tools and search analytics.

C. Define audience analysis.

D. Explain content analysis.

E. Identify social media engagement software and engagement analysis tools.

F. Analyze reports and identify appropriate actions to take based on data.

IV. CRM (Customer Relationship Management) Overview

A. Examine techniques and best practices that improve customer service and increase sales.

B. Explain the impact of CRM on customer experience, satisfaction and loyalty.

C. Determine how to track MROI (marketing return on investment).

D. Describe why CRM and analytics are important parts of business intelligence.

E. Define how CRM is used from a marketing, sales and service perspective.

F. Differentiate between CRM technology solutions and identify the advantages of each.

V. Social CRM

A. Define social CRM and social CRM initiatives.

B. Identify social CRM solutions.

C. Analyze the future of social CRM.

VI. CRM and Digital Analytics Application

A. Apply current technology solutions to create basic marketing campaigns.

B. Operate automated marketing platforms, CRM applications and analytic software.

Method of Evaluation and Competencies:

35-45%    Exams
55-65%    Assignments and Projects

Total:  100%

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

  1. Computer Literacy Expectations: Students will need basic computer and Internet skills for the completion exercises and projects.
  2. Heavy use of the Internet, website analysis, consumer behavior and integrated media along with current events and changes in e-marketing will be required. This course will utilize an online course management system for assignment submission, quizzes and interaction outside of class. Reliable Internet access outside of class required.

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 284

  • Title: Marketing Management Internship I
  • Number: MKT 284
  • Effective Term: 2017-18
  • Credit Hours: 1
  • Contact Hours: 48
  • Lecture Hours:
  • Other Hours: 48

Description:

Upon successful completion of this course, the student should be able to apply classroom knowledge to an actual work situation. This course offers work experience under instructional supervision in an approved training situation designed to provide practical experience in marketing and management. A minimum of 48 hours, per semester, of on-the-job training is required.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Locate job opportunities using all available sources.
  2. Make application and secure a position in an approved training environment.
  3. Identify specific position responsibilities.
  4. Identify measurable goals of the position.
  5. Demonstrate a mature and businesslike attitude.
  6. Maintain accurate records.
  7. Demonstrate the application of classroom knowledge to the work situation.
  8. Evaluate job performance against job responsibilities.

Content Outline and Competencies:

I. Plan for the Position

A. List objectives to achieve from the internship.

B. Identify possible internship opportunities using print and online resources.

II. Investigate Opportunities and Secure a Position

A. Provide an accurate description of the company’s products and services.

B. Describe the company’s organization and management style.

C. Describe the company’s market niche and customer base.

D. Complete the application and interview process.

III. Develop the Internship

A. Determine specific objectives for the internship with the faculty advisor.

B. Meet with the job supervisor to discuss the position description and duties.

C. Meet with the faculty advisor and the job supervisor to discuss the objectives and evaluation procedures for the internship.

IV. Organize for the Position

A. List the specific goals to be accomplished.

B. Determine methods to measure completion of the goals.

V. Demonstrate Professional Behavior

A. Exhibit punctuality, initiative, courtesy, loyalty and honesty .

B. Exhibit the ability to get along with others.

C. Demonstrate the ability to adapt to changes in the occupational environment.

D. Demonstrate time-management skills by successfully balancing the internship position and school responsibilities.

VI. Documenting the Internship

A. Maintain records detailing job-related tasks at the work site (for example, a journal or activity log).

B. Maintain records of hours worked and tasks completed.

C. Maintain records of interactions with supervisors or other management.

D. Document classroom knowledge (theory, concepts, facts, strategies and skills) used to complete job-related tasks.

E. Document problems experienced and solutions applied.

VII. Apply Knowledge and Skills Acquired in Marketing Management Courses

A. Demonstrate an understanding of working with the policies and regulations of the employer.

B. Set priorities in which several tasks will be accomplished.

C. Demonstrate an understanding of decision-making and problem solving.

D. Identify and develop positive attitudes toward tasks and fellow employees appropriate for the workplace, including giving and accepting criticism and praise.

E. Demonstrate effective work ethics.

VI. Evaluation of Internship

A. Describe and assess the degree of consistency between learned classroom competencies and workplace practices through reflection.

B. Provide a comprehensive self-evaluation.

C. Review and comment on the internship supervisor’s performance evaluation.

D. Create a portfolio including documentation of tasks and projects completed, self-evaluation and reflection.

Method of Evaluation and Competencies:

1. The evaluation of your progress and performance on the job is a cooperative effort between the supervisor, the program facilitator and yourself.
40-50%    Employer’s Evaluation
50-60%    Student Portfolio
Total: 100%

2. The student is required to work a minimum of 48 hours during the semester.

3. The student is expected to keep the program facilitator informed of any job and/or supervisor changes.

4. In order to meet the State of Kansas vocation requirements and to acquire the Employer’s Evaluation, the instructor will communicate with the employer during the semester to review the student’s actual performance.

5. Assignments and projects are expected to be submitted on time; late assignments will be penalized 10% per day for each day late and will not be accepted for credit after one week.

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

  1. Refer to the instructor's course syllabus for details about current course caveats.

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 286

  • Title: Marketing Management Internship II*
  • Number: MKT 286
  • Effective Term: 2017-18
  • Credit Hours: 1
  • Contact Hours: 48
  • Lecture Hours:
  • Other Hours: 48

Requirements:

Prerequisites: MKT 284.

Description:

Upon successful completion of this course, the student should be able to apply classroom knowledge to an actual work situation. This course offers work experience under instructional supervision in an approved training situation designed to provide practical experience in marketing and management. A minimum of 48 hours, per semester, of on-the-job training is required.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Locate job opportunities using all available sources.
  2. Make application and secure a position in an approved training environment.
  3. List specific position responsibilities.
  4. Identify job-related goals of the position.
  5. Demonstrate a mature and businesslike attitude.
  6. Maintain accurate records.
  7. Demonstrate the application of classroom knowledge to the work situation.
  8. Evaluate job performance against job responsibilities.

Content Outline and Competencies:

I. Plan for the Position

A. List objectives to achieve from the internship.

B. Identify possible internship opportunities using written and online resources.

II. Investigate Opportunities and Secure a Position

A. Provide an accurate description of the company’s products and services.

B. Describe the company’s organization and management style.

C. Describe the company’s market niche and customer base.

D. Complete the application and interview process.

III. Develop the Internship

A. Determine specific objectives for the internship with the faculty advisor.

B. Meet with the job supervisor to discuss the position description and duties.

C. Meet with the faculty advisor and the job supervisor to discuss the objectives and evaluation procedures for the internship.

IV. Organize for the Position

A. List the specific goals to be accomplished.

B. Determine methods to measure completion of the goals.

V. Demonstrate Professional Behavior

A. Exhibit punctuality, initiative, courtesy, loyalty and honesty .

B. Exhibit the ability to get along with others.

C. Demonstrate the ability to adapt to changes in the occupational environment.

D. Demonstrate time-management skills by successfully balancing the internship position and school responsibilities.

VI. Documenting the Internship

A. Maintain records detailing job-related tasks at the work site (for example, a journal or activity log).

B. Maintain records of hours worked and tasks completed.

C. Maintain records of interactions with supervisors or other management.

D. Document classroom knowledge (theory, concepts, facts, and strategies, skills) used to complete job-related tasks.

E. Document problems experienced and solutions applied.

VII. Apply Knowledge and Skills acquired in Marketing Management Courses

A. Demonstrate an understanding of working with the policies and regulations of the employer.

B. Set priorities in which several tasks will be accomplished.

C. Demonstrate an understanding of decision-making and problem solving.

D. Identify and develop positive attitudes toward tasks and fellow employees appropriate for the workplace, including giving and accepting criticism and praise.

E. Demonstrate effective work ethics.

VI. Evaluation of Internship

A. Describe and assess the degree of consistency between learned classroom competencies and workplace practices through reflection.

B. Provide a comprehensive self-evaluation.

C. Review and comment on the internship supervisor’s performance evaluation.

D. Create a portfolio including documentation of tasks and projects completed, self-evaluation and reflection.

Method of Evaluation and Competencies:

1. The evaluation of your progress and performance on the job is a cooperative effort between the supervisor, the program facilitator and yourself.

40-50%    Employer’s Evaluation
50-60%    Student Portfolio

Total: 100%

2. The student is required to work a minimum 48 hours.

3. The student is expected to keep the program facilitator informed of any job and/or supervisor changes.

4. In order to meet the State of Kansas vocation requirements and to acquire the Employer’s Evaluation, the instructor will communicate with the employer during the semester to review the student’s actual performance.

5. Assignments and projects are expected to be submitted on time; late assignments will be penalized 10% per day for each day late and will not be accepted for credit after one week.

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

  1. Refer to the instructor's course syllabus for details about current course caveats.

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 290

  • Title: Capstone: Marketing Management*
  • Number: MKT 290
  • Effective Term: 2017-18
  • Credit Hours: 3
  • Contact Hours: 3
  • Lecture Hours: 3

Requirements:

Prerequisites: MKT 134 and MKT 205 and MKT 230 or department approval.
Prerequisites or corequisites: MKT 180.

Description:

Upon successful completion of this course, the student should be able to identify problems, develop and describe the situational analysis, formulate alternative solutions, and reach and explain a decision for each issue. In addition, the student should be able to apply the knowledge of marketing and management concepts and techniques in the analysis of cases and actual business situations. The student will finalize a resume and marketing portfolio. 3 hrs. lecture/wk.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Demonstrate the ability to communicate effectively.
  2. Demonstrate ability to use technology effectively.
  3. Analyze marketing decision-making process.
  4. Evaluate marketing information and forecasting.
  5. Interpret product and brand management decisions.
  6. Identify management distribution decisions.
  7. Develop a marketing portfolio and resume.
  8. Develop and demonstrate job search skills.
  9. Analyze public policy and ethical aspects of marketing.

Content Outline and Competencies:

I. Communication Skills

A. Utilize proper grammar for business.

B. Utilize proper terminology for business.

II. Technology skills

A. Utilize digital methods to solve problems.

B. Correspond with appropriate digital methods.

III. Marketing Decision-Making

A. Describe the stages of consumer analysis.

B. Explain the steps in internal analysis.

C. Discuss the importance of competitive analysis.

IV. Marketing Information and Forecasting

A. Define problem-solving.

B. List and explain alternative analysis methods.

C. Describe the marketing research process.

V. Product and Brand Management Decisions

A. List and explain the stages of product life cycle.

B. Examine the competitive customer and environmental aspects.

VI. Distribution Decisions

A. List and explain the channels of distribution.

B. Analyze volume and profit considerations.

VII. Portfolio and Resume Development

A. Identify and explain relevant portfolio design.

B. Select appropriate work for portfolio presentation.

C. Create a final marketing project portfolio.

D. Select, compose, and produce a resume.

VIII. Job Search Skills

A. Identify career objectives and demonstrate the ability to set short and long-term goals.

B. Identify training and education requirements for various marketing management life-learner skills.

C. Identify appropriate social media platforms for job search.

D. Demonstrate ability to utilize digital media for job search.

IX. Public Policy and Ethical Aspects of Marketing Management

A. Identify and analyze product environment.

B. Identify and analyze environment of the firm.

Method of Evaluation and Competencies:

50%-70%        Projects and Assignments
30%-50%%    Quizzes and Case Studies

100%  Total

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

  1. Refer to the instructor's course syllabus for details about current course caveats.

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).

MKT 291

No information found.

MKT 292

  • Title: Special Topics:
  • Number: MKT 292
  • Effective Term: 2017-18
  • Credit Hours: 1 - 3
  • Contact Hours: 1 - 3
  • Lecture Hours: 1 - 3

Description:

This course offers specialized or advanced discipline-specific content related to diverse areas of Marketing Management. Special Topics may be repeated for credit, but only on different topics. The course is structured to allow current marketing topics to be explored as an industry-valued skillset.

Supplies:

Refer to the instructor's course syllabus for details about any supplies that may be required.

Objectives

  1. Appropriately use terminology related to the special topic.
  2. Solve problems by using content related to the special topic.
  3. Demonstrate conceptual understanding of the special topic.
  4. Use software and hardware related to the special topic, if appropriate.
  5. Develop a personal point of view about the special topic that can be supported with textual evidence, research and other means.

Content Outline and Competencies:

Because of the nature of a Special Topics course, the course content outline and competencies will vary depending on the special topic being offered. In order to maintain course consistency, rigor and uniqueness, each section of this course first must be reviewed and approved by the Marketing Management faculty prior to its being offered. The Marketing Management Faculty, the Marketing Management Chair and the Business Division Dean will review and approve each Special Topics course and approve the course content. The Marketing Management Department will also determine when the course may be taught.

Method of Evaluation and Competencies:

Evaluation of student mastery of course competencies will be accomplished using the following methods:

Evaluation will be based on typical assignments such as discussion, written assignments (such as critical reviews or research papers), research, individual or group projects, etc., dependent upon the needs of the topic and the instructor.

Grade Criteria:

90 – 100% = A
80 – 89% = B
70 – 79% = C
60 – 69% = D
0 – 59% = F

Caveats:

1. Any specific Special Topics topic may not be repeated within a two-year sequence.

2. Refer to the instructor's course syllabus for details about current course caveats.

Student Responsibilities:

Disabilities:

JCCC provides a range of services to allow persons with disabilities to participate in educational programs and activities. If you are a student with a disability and if you are in need of accommodations or services, it is your responsibility to contact Access Services and make a formal request. To schedule an appointment with an Access Advisor or for additional information, you may send an email or call Access Services at (913)469-3521. Access Services is located on the 2nd floor of the Student Center (SC 202).