Department of Business Administration

ADMINISTRATOR

GREG RUNYAN, Chair, Department of Business Administration; Associate Professor of Business, 1987—
BS, Trevecca Nazarene University, 1979; CMA, CFM, CPA, Tennessee; MBA, Tennessee State University, 1989.

Department of Business Administration General Information

The Department of Business Administration offers programs for students planning careers in many business occupations. The Department offers a Bachelor of Business Administration degree (BBA) which includes a core curriculum that consists of foundational courses in accounting, computer applications, economics, finance, law, management, marketing as well as statistics and business strategy. Each BBA student is required to choose a concentration in Accounting, Community Development, Information Technology, E-commerce, Digital Multimedia Communication, Management, Marketing, or Music Business. The BBA is generally considered to be the equivalent of a double major in Business Administration and the chosen concentration, thus a declaration of a minor is encouraged when possible, but not required.

Nearly all of our BBA programs require at least one, three-credit hour internship. This requires nearly 150 hours of on-site, real world, hands on involvement with an organization in a position that matches the student's career goals. Trevecca's location in a growing, diversified city like Nashville, Tennessee, along with its excellent reputation in the business community provides its students with great opportunities for life changing internships that in many instances lead to full-time employment upon graduation.

The Accounting Concentration provides training for professional opportunities in both public and private accounting as well as governmental and not-for-profit organizations. Students may choose the traditional four-year degree or the 150 hour Professional Accountancy degree. Completion of this program will qualify the student to sit for the CPA exam in a majority of states. Students preparing for the CPA examination should consult with a member of the Accounting faculty to ensure that students meet the licensing requirements in the states where they wish to practice.

The Community Development Concentration will require the student to complete the business core curriculum while also completing a significant number of courses from the Department of Social and Behavioral Sciences and the J.V. Morsch Center for Social Justice. A student completing the requirements for this degree will have many opportunities in both the non-profit and traditional business sectors. The primary focus of this degree is to allow a student to use his/her business background to improve the lives of families in communities around the world.

For those interested in incorporating a technology perspective into their BBA, the Trevecca Department of Information Technology offers three computer-related concentrations including Information Technology, E-Commerce, and Digital Multimedia Communication. These concentrations provide hands-on, real world opportunities to apply information technologies to business problems. Students interested in working in technology companies in non-IT areas, or those interested in systems analysis, web design, project management, or business programming will find this concentration an excellent fit. The Department of Information Technology is housed in the School of Business and in addition to the programs mentioned above provides the opportunity for students to earn a Bachelor of Science (BS) in Information Technology (BSIT). This degree focuses more on technology, and students may choose a BSIT with a concentration in Specialized Computing, Digital Graphic Design and Multimedia, or Web Development. For more information on these degrees please see the Department of Information Technology section.

A student wishing to pursue opportunities in the Music Industry in a nonperformance capacity should strongly consider the Music Business Concentration. Course work is designed to acquaint the student with the music industry and includes instruction in music publishing, concert management, studio production, music merchandising, and public relations.

Companies are constantly looking for motivated people to help sell their products as well as to keep their customers satisfied and informed. The Marketing Concentration is designed to prepare students to meet these demands by emphasizing principles of good communication, including basic sales techniques, advertising strategies, and the art of providing quality customer service.

The Management Concentration prepares students for a variety of opportunities in the management of enterprises. Career choices range from small entrepreneurial ventures to positions with Fortune 500 companies and from generalist roles to specialization such as operations management, human resources management, and quality management.

The department partners with the School of Education by offering a unique business major to allow interested students to obtain a Business Education Degree; grades 7-12. The teaching major is approved by the Tennessee Board of Education and is part of the unit accredited by NCATE.

The Business Administration Department offers various minors for those desiring to integrate business and information technology learning with their chosen primary discipline. In addition, there is a unique summer sales internship program available to students in the department.

Mission Statement

The purpose of the Department of Business Administration is to prepare each student for excellence in business to glorify God through stewardship, leadership, and service. In order to carry out this purpose, the following departmental objectives and student learning outcomes have been adopted:

Departmental Objectives

1. To provide holistic education by encouraging spiritual, intellectual, and emotional growth in our students.
2. To create agents of change by teaching ethics based on Christian values, responsible leadership, and business competence.
3. To promote stewardship of all God's gifts including time, talents, and resources.
4. To mentor students through close relationships with faculty, exemplary life of faculty, and community with other believers.
5. To achieve excellent outcomes of Christian service in job placement, professional certification, and graduate school placement.

Student Learning Outcomes

Bachelor of Business Administration (BBA)

All Bachelor of Business Administration graduates will be:

1. Able to demonstrate competency in the core business areas.
2. Able to make ethical decisions based on Christian values.
3. Able to work in groups and teams and interact successfully in an organizational setting.
4. Able to clearly and effectively communicate business information.
5. Able to demonstrate advanced knowledge in at least one business discipline.
6. Prepared for employment and/or to be admitted to graduate/professional programs.

BBA graduates with concentrations in Accounting or Professional Accountancy will be:

1. Able to demonstrate competency in the area of accounting.
2. Able to clearly and effectively communicate accounting information.
3. Prepared for employment and/or to be admitted to graduate/professional programs.

BBA graduates with concentrations in Community Development will be:

1. Able to demonstrate the ability to integrate business with social work skills in order to improve our communities.
2. Able to demonstrate theoretical preparation for their careers.
3. Able to demonstrate competency in the knowledge base of the discipline of social work.
4. Prepared for employment and/or admission to graduate/professional programs.

BBA graduates with concentrations in Information Technology will be:

1. Able to demonstrate knowledge of current IT languages, databases, and technologies.
2. Able to solve business problems using information technologies and critical thinking.
3. Able to clearly communicate business requirements and technical information.
4. Prepared for employment and/or admission to graduate/professional programs.

BBA graduates with concentrations in E-commerce will be:

1. Able to design and assist in the development of E-commerce solutions.
2. Able to demonstrate ability to integrate computing technologies and commerce and marketing techniques.
3. Able to clearly communicate business requirements and technical information.
4. Prepared for employment and/or admission to graduate/professional programs.

BBA graduates with concentrations in Digital Multimedia Communication will be:

1. Able to demonstrate the ability to effectively use current digital multimedia technologies.
2. Able to develop multimedia solutions to meet business requirements.
3. Able to clearly communicate business requirements and technical information.
4. Prepared for employment and/or admission to graduate/professional programs.

BBA graduates with concentrations in Management will be:

1. Able to demonstrate their knowledge of management principles.
2. Able to demonstrate theoretical preparation for their careers.
3. Able to demonstrate the ability to work effectively with others.
4. Prepared for employment and/or admission to graduate/professional programs.

BBA graduates with concentrations in Marketing will be:

1. Able to demonstrate their knowledge of marketing principles.
2. Able to demonstrate theoretical preparation for their careers.
3. Able to demonstrate the ability to work effectively with others.
4. Prepared for employment and/or admission to graduate/professional programs.

BBA graduates with concentrations in Music Business will be:

1. Able to demonstrate their knowledge of music business principles.
2. Able to demonstrate theoretical preparation for their careers.
3. Prepared for employment and/or admission to graduate/professional programs.

Bachelor of Business Administration BBA

ECO 2000 Macroeconomics is the Institutional Choice and ECO 3070 Global Economy is the Intercultural Literacy choice. Both are counted in the major.

Foundations Tier—16 hours

Bachelor of Business Administration BBA Areas of Concentration

*The required course INT 1100 Life Calling and Purpose (3 hours) is included in these general elective hours for those students who enter as first year Freshmen (those enrolling with less than 24 hours).
**A minor field of study is not required for any BBA degree.

BBA Accounting Four-Year Plan

Freshman Year

Sophomore Year

Junior Year

Senior Year

BBA Professional Accountancy Five-Year Plan

Freshman Year

Sophomore Year

Junior Year

Senior Year

Fifth Year

BBA Community Development Four-Year Plan

Freshman Year

Sophomore Year

Junior Year

Senior Year

BBA Management Four-Year Plan

Freshman Year

Sophomore Year

Junior Year

Senior Year

BBA Marketing Four-Year Plan

Freshman Year

Sophomore Year

Junior Year

Senior Year

BBA Music Business Four-Year Plan

Freshman Year

Sophomore Year

Junior Year

Senior Year

BBA E-Commerce Four-Year Plan

Freshman Year

Sophomore Year

Junior Year

Senior Year

BBA Information Technology Four-Year Plan

Freshman Year

Sophomore Year

Junior Year

Senior Year

BBA Digital Multimedia Communication Four-Year Plan

Freshman Year

Sophomore Year

Junior Year

Senior Year

Business Education BS (7-12 Licensure)

See Teacher Education section of the Catalog.

Business Administration Minors

Courses cannot count toward the BBA or Concentration and a minor.

A total of 15 hours in Marketing (MKT)

Business Course Descriptions

ACCOUNTING

ACT 2210—Principles of Accounting I (3)

Provides students with a basic understanding of the role of accounting information in business. Focuses on business operating processes throughout the management planning, performing and evaluating cycles. Intended to open the door on understanding the world of business, provide insights on how businesses operate, and enable students to become familiar with the conventions used by businesses to report to those who need to know more about the business. Prerequisites: MAT 1044 or permission of instructor.

ACT 2220—Principles of Accounting II (3)

Provides students with a basic understanding of the role of accounting information in business. Focuses on business financing and investing events throughout the management planning, performing, and evaluating cycles. Intended to open the door on understanding the world of business and provide insights on how businesses invest and finance those investments. Prerequisite: ACT 2210.

ACT 2240—Microcomputer Accounting Applications for Education (1)

An introduction to computerized accounting systems providing hands-on experience with a general ledger software package as well as an introduction to electronic spreadsheets and data-bases. Prerequisite: ACT 2210.

ACT 2250—Microcomputer Accounting Applications (3)

An introduction to computerized accounting systems providing hands-on experience with major accounting systems commonly found in computerized accounting including: general ledger, accounts receivable, accounts payable, financial statement analysis, depreciation, inventory, and payroll systems. Prerequisite: ACT 2220. Offered as needed.

ACT 3110—Intermediate Accounting I (3)

An in-depth study of generally accepted accounting principles in relation to reporting financial information to external users. Emphasis is placed on financial accounting theory and concepts for the development of the income statement and balance sheet. Theoretical and conceptual discussion focuses on accounting standards, fundamental characteristics of accounting information, and recognition and measurement of financial information. This course also includes a comprehensive review of the accounting cycle. Additional topics include the time value of money, cash, receivables, and inventories. This course is the first of a three part series required of all accounting majors and is offered annually each fall semester. Prerequisite: ACT 2220 Principles of Accounting II.

ACT 3120—Intermediate Accounting II (3)

The second course of a three part series required of all accounting majors. Continuation of the theoretical and conceptual discussion for the development of the income statement and balance sheet. Topics include property, plant, and equipment; depreciation and depletion; intangible assets; current and long-term liabilities; stockholders' equity including stock transactions and retained earnings; dilutive securities, earnings per share, investments, revenue recognition, and accounting for income taxes. This course is offered annually each spring semester. Prerequisite: ACT 3110 Intermediate Accounting I.

ACT 3130—Intermediate Accounting III (3)

The final course of a three part series required of all accounting majors. Continuation of the theoretical and conceptual discussion for the development of the income statement and balance sheet. This course also includes discussion for the development of the statement of cash flows. Topics include pensions and post-retirement benefits, leases, accounting changes and error analysis, full disclosure of financial reporting including interim and segment reporting, and financial ratio analysis. This course is offered annually each fall semester. Prerequisite: ACT 3120 Intermediate Accounting II.

ACT 3310—Cost Accounting (3)

A study of accounting for manufacturing concerns and service organizations in order to collect, organize, process, and report economic data for the use of decision makers. Traditional job costing, processing costing, and standard costing systems are presented as well as new measurement systems such as quality costing, activity-based-costing, just-in-time inventory, backflush costing, and non-financial performance measures. Additional topics include budgeting, variance analysis, cost-volume-profit analysis, and cost allocation. This course is offered annually each fall semester. Prerequisite: ACT 2220 Principles of Accounting II.

ACT 3400—Accounting Information Systems (3)

Discusses information system theory, concepts, and procedures as it relates to accounting. Emphasis is placed on accounting technology and controls in relation to the accounting cycle, reporting, and data storage. Topics include systems development life cycle, system design, internal control, inputs and outputs, and information system influences on managerial decision making and organizational structure. This course is offered annually each spring semester. Prerequisites: ACT 2220 Principles of Accounting II, ACT 3310 Cost Accounting, and ITI 2020 Computer Applications Using Spreadsheets and Databases are recommended.

ACT 4100—Tax Accounting (3)

Income tax accounting with emphasis on personal and small business procedures Alternate years. Prerequisite: ACT 2220.

ACT 4105—Federal Tax Practice (3)

Advanced problems of federal tax practice such as the tax statement of partnerships, estates, trusts, corporate organizations, foreign income and gifts, use of tax services: assessment, collection and refund procedures. Prerequisite: ACT 4100.

ACT 4200—Advanced Accounting (3)

A study of the advanced financial accounting problems. Topics include partnerships, joint ventures, branch accounting, business combinations, consolidated financial statements, foreign currency transactions and reporting, bankruptcy, and estates and trusts. This course is offered annually each spring semester. Prerequisite: ACT 3130 Intermediate Accounting III.

ACT 4330—CPA Problems (3)

Semiannual CPA examination problems of the American Institute of Certified Public Accountants are analyzed. Directed study. Prerequisite: Must be a senior with consent of instructor.

ACT 4400—Auditing Concepts, Principles, and Procedures (3)

A study of generally accepted auditing standards for the financial accounting reporting function of businesses. Topics include the audit function, standards, audit procedures and documentation, internal control, reports to clients, and professional ethics. Types of audits and other professional services are discussed. This course is offered during the fall semester on alternate years. Prerequisite: ACT 2220 Principles of Accounting II.

ACT 4500—Internal Auditing (3)

A study of the internal audit process including internal control evaluation, testing, reporting, and follow-up. Emphasis will be on operational, performance, and compliance auditing through case studies. This course is offered during the spring semester on alternate years. Prerequisite: ACT 4400 Auditing Concepts, Principles, and Procedures.

ACT 4510—Career Internship in Accounting (1-3)

Accounting service laboratory (on-the-job experience) under faculty direction. Supervision coordinated with the Office of Career Services. Prerequisite: minimum of six credits completed in ACT courses. Maximum of six hours. Graded S/U.

ACT 4600 Governmental and Non-Profit Accounting (3)

A study of fund accounting as it applies to state and local governmental bodies, colleges and universities, health care organizations, and other non-profit organizations. Emphasis is placed on the generally accepted accounting principles and applications thereof as promulgated by the Governmental Accounting Standards Board and the Financial Accounting Standards Board resulting in the preparation and analysis of the comprehensive annual financial reports. This course is offered during the spring semester on alternate years when needed. Prerequisites: ACT 3120 Intermediate Accounting II (may take concurrently) and ACT 3310 Cost Accounting recommended.

ACT 4700—Special Topics in Accounting (3)

A study of specialized accounting topics not otherwise covered in the existing accounting curriculum. Emphasis may be placed on new and emerging accounting issues or on existing specialized accounting standards, concepts, and procedures. This course is designed to provide students an avenue in which they may pursue additional accounting topics for further professional development in a given area of accounting. This course is available only to accounting majors. Prerequisite: Consent of instructor.

BUSINESS ADMINISTRATION

BUS 2010—Financial Stewardship (2)

Provides the student with a basic understanding of his or her economic environment and the basic principles and tools of personal financial management. Emphasis will be placed on personal financial planning, including budgeting, managing personal debt, insurance, taxes, investments, and real estate. When possible, topics will be analyzed and discussed from a Christian perspective.

BUS 2250—Business Communication (3)

Focuses on the development of the communication skills necessary for effective management. Interpersonal, small group, and organizational communications are considered. Both written and oral communication skills are emphasized.

BUS 2300—Introduction to Entrepreneurship and Small Business Management (3)

Designed to teach the student concepts and skills needed to succeed in an entrepreneurial venture. It will include understanding unique characteristics an entrepreneur should possess, and it will view marketing, economics, finance, accounting, management, communication and legal issues from a small business perspective.

BUS 2500—Leadership in the 21st Century (3)

Focuses on foundational leadership theories with an emphasis on the roles of leader, follower, and situation. Content concentrates on leadership development, leadership traits and behaviors, followership, and situational factors that impact leadership. Leadership theory will provide a solid foundation for informing future leadership practice.

BUS 2600—Case Studies in Leadership (3)

Integrates major leadership theories with case study analyses of notable military, political, religious, civil-rights and business leaders. Debate and discussion of the case studies also will be used to enhance the understanding of leadership theory and application. The analysis of cases and theories from the Biblical world-view are also designed into the curriculum where appropriate.

BUS 2700—TVA Investment Challenge (1)

Provides students with a brief introduction to and basic understanding of the economic environment and financial markets. Students will learn to locate and evaluate relevant financial data and information relating to domestic and international business with the goal of making sound stock selections. Students will utilize their obtained knowledge to purchase actual stocks as part of their participation in the TVA Investment Challenge. Students may take this course three times for college credit.

BUS 3020—Statistics for Business and Economics I (3)

An introduction to statistical tools in the context of managerial and economic decision making. Topics include classification and tabulation of data, tables and charts, descriptive summary measure, and frequency distributions. Correlation, linear regression, and process control charts are introduced. Prerequisite: MAT 1044 or higher.

BUS 3025—Statistics for Business and Economics II (3)

A development of more advanced methods of statistical analysis, including statistical inference, tests of hypotheses, analysis of variance, multiple regression, time series analysis, and attribute and variable process control charts. Offered alternate years. Prerequisite: BUS 3020.

BUS 3030—Principles of Management and Organizational Behavior (3)

A study of generally accepted management principles emphasizing the four primary management functions of planning, organizing, influencing, and controlling. Special emphasis is placed on leadership, motivational theories, culture, values, teams and groups, organizational communication, and organizational change. No prerequisite; ECO 2000, ECO 2010 and ACT 2220 recommended.

BUS 3040—Human Resources Management (3)

Emphasizes the role of human resources management in an effective organization. Topics include personnel planning, recruitment, selection, training, and performance appraisal, among others. Cross listed as COM 3040.

BUS 3050—Quality Management Methods (3)

A study of the foundational principles of the Total Quality Management movement teaching the basic concepts of process management, customer/supplier relationships, systems thinking, and basic tools for statistical process control. Works of the leading thinkers in the area will be considered. Prerequisites: none; BUS 3030 recommended.

BUS 3400—Investments (3)

An introduction to investing covering the characteristics of stocks and bonds, security markets, security analysis, and investment programs. A stock market simulation is utilized.

BUS 3500—Production and Operations Management (3)

Management of production systems with emphasis on the production process system inputs, transformations, system outputs, and techniques for decision making. Prerequisite: BUS 3030; BUS 3020 recommended.

BUS 3600 Entrepreneurship and Small Business Management (3)

An in-depth examination of the core business principles involved in the creation and management of a small business including concept development, financing, production, marketing, sales, accounting systems, and management. Pre-requisite: ACT 2210, BUS 2300, and MKT 3100.

BUS 3700—Introduction to the Healthcare Industry (3)

An introduction to the fundamentals of the healthcare industry including: an overview of various healthcare entities with an emphasis on hospitals, healthcare financing, HR issues in healthcare, disease management, the pharmaceutical industry, the healthcare regulatory environment, public health and threats facing the U.S., as well as job opportunities in healthcare. Prerequisite: junior standing (60 semester hours earned) or above

BUS 3710—Healthcare Research, Analysis, and Planning (3)

Concentrates on the use of market research and planning data in the healthcare industry which are used extensively for measuring clinical outcomes, monitoring quality and satisfaction, and making strategic business decisions in such areas as product planning and market development. This class will provide students with an overview of how information is used in the healthcare sector and then delve more specifically into how information is collected and applied. Students will gain an understanding of how public health data is gathered and monitored to ensure public safety, how healthcare providers are routinely collecting satisfaction and quality data that is publicly reported by the government to the general public, and how healthcare providers conduct their own proprietary research to guide their business decision-making.

BUS 3900—Special Topics in Business (3)

Explores business and business-related subjects not otherwise extensively covered in the existing curriculum. Emphasis may be placed on emerging economic or business research or the latest theories and practices being articulated or employed in a business context.

BUS 4030—Business Finance (3)

An introduction to the principles of financial management including the time value of money, risk and return, capital budgeting, sources and costs of capital, financial instruments, and financial statement analysis. Prerequisites: MAT 1044, ACT 2220; ECO 2010 recommended.

BUS 4040—Business Law I (3)

Basic principles of law covering the development and nature of the legal system, constitutional authority to regulate business, torts and product liability, business crimes, contracts, sales, and negotiable instruments. Prerequisite: ACT 2220 or permission of instructor and BUS 3030 recommended.

BUS 4050—Business Law II (3)

Basic principles of law covering secured transactions and other creditor's rights, bankruptcy, agency, employment and labor relations, business organizations, antitrust and other government regulation, personal property, bailments, real property, insurance, wills, trusts, and estates. Prerequisite: ACT 2220 or permission of instructor and BUS 3030 recommended.

BUS 4060—Real Estate (3)

Fundamentals of real estate including property rights, development, zoning leasing and property management, valuation, ownership financing, taxation and brokerage. Offered as needed.

BUS 4110—Business Policies (3)

A systematic approach to company-wide problems; the structure of deciding integrated policies and the administrative processes that are necessary to carry out policies. Senior Business Administration majors only or with permission of instructor.

BUS 4330—Special Problems in Business Administration (1-3)

Special problems of business administration are analyzed with the view of developing a practical solution. Prerequisite: BUS 3030 and permission of instructor.

BUS 4510—Career Internship in Business Administration (1-3)

Business Administration service laboratory (on-the-job experience) under faculty supervision. Prerequisite: BUS 3030. Supervision coordinated with Office of Career Services. Maximum of six hours. Graded S/U.

BUS 4600—Career Internship in Entrepreneurship and Small Business Management (3)

Entrepreneur service laboratory (on-the-job experience) under faculty supervision. Prerequisite: BUS 2310 Entrepreneurship and Small Business Management Supervision. Coordinated with Office of Career Services. Maximum of three hours. Graded S/U.

ECONOMICS

ECO 2000—Principles of Macroeconomics (3)

An introduction to the study of macroeconomics with an emphasis on the issues of inflation, unemployment and growth. Prerequisite to all advanced courses in the department except as noted. Offered in the fall.

ECO 2010—Principles of Microeconomics (3)

An introduction to the study of microeconomics with an emphasis on the individual actors, consumers, households, firms and resource owners. Prerequisite to all advanced courses in the department except as noted. Offered in the spring.

ECO 2020—Financial Markets and Institutions (3)

An introduction to financial markets, instruments, and institutions. Analyzes the economic role of money, credit, interest rates, financial intermediaries, and monetary policy. Examines recent changes and controversies within the financial services industry. Offered alternate years. Prerequisite: ECO 2000.

ECO 3070—The Global Economy (3)

Compares contemporary economies. Explores the institutions, organizations and policies that shape the global economic environment. Includes an evaluation of current policy concerns. Prerequisites: ECO 2000 or 2010.

ECO 3250—National Income (3)

Intermediate economic theory concerned with macroeconomics—national income accounts, factors affecting levels of economic activity, inflation, stabilization and economic growth. Offered alternate years. Prerequisites: ECO 2000, 2010. Also recommended MAT 1044 and BUS 3020.

ECO 3260—Managerial Economics (3)

An application of economic theory and techniques to decision-making problems faced by private, public, and not-for-profit institutions. Focuses on the efficient allocation of resources under both perfectly competitive and imperfectly competitive market situations. Offered alternate years. Prerequisites: ECO 2000, 2010. Also recommended: MAT 1044 and BUS 3020.

ECO 3300—International Economic Development (3)

An introduction to the economics of development in Africa, Asia, Latin America, and in the nations of Eastern Europe that are undergoing transition from socialism to capitalism. Relevant economic theory will be combined with institutional and structural analysis and Biblical principles to explore problems such as poverty, income inequality, unemployment and rural stagnation. The impact on development of education, health care, capital formation, trade, foreign assistance, foreign investment and macroeconomic policy will be examined. Prerequisite: ECO 2000 recommended. Offered in the spring of even numbered years.

ECO 3500—Economics of Poverty and Public Policy (3)

Examines the economic forces that shape poverty and public policy responses. Concepts of equity, efficiency, absolute vs. relative poverty and economic justice will be explored. Alternative approaches to policies in areas such as taxation, income redistribution, poverty, and equal opportunity will be analyzed from the perspective of policymakers and policy advocates. Offered in the spring of odd numbered years.

ECO 4330—Special Problems in Economics (1-3)

Self-study courses under faculty direction in areas of economics of special interest to students and not currently available in class. Including economic development, comparative economic systems, history of economic thought. Prerequisites: ECO 2000, 2010.

MARKETING

MKT 3100—Principles of Marketing (3)

Business activities in moving goods from production to final consumption. Prerequisite: ECO 2010 recommended but not required.

MKT 3130—Consumer Behavior (3)

Examination of the consumer decision process in a marketing context. Selected concepts from psychology, sociology, and anthropology are analyzed to develop the student's ability to understand and predict consumer response to the marketing efforts of organizations. Prerequisite: MKT 3100.

MKT 3150—Sales Fundamentals (3)

Introduces the basic principles of sales success, sales theory, sales techniques, and role playing. The history of selling is emphasized along with the sales person's role in today's society. The course applies communication theory and principles to the sales situation. Offered annually each fall and summer semester. The summer course includes fifty hours of instruction followed by a 10-12 week internship with Southwestern Company, a Nashville-based publisher. No prerequisites. Cross listed as COM 3150.

MKT 3200—Sales Management (3)

Organization of the sales department, sales planning and forecasting quotas, territories performance standards, and analysis and control of distribution cost. Includes fifty hours of instruction followed by a 10-12 week internship with Southwestern Company, a Nashville-based publisher. Prerequisite: MKT 3150. Cross listed as COM 3200.