1. FACULTY :
Instructor : Dr. Robert S. Owen
Office : UC 321F
Office phone : (903) 223-3010
Department phone : (903) 223-3020 (Sue Hughes)
Fax : (903) 223-3121
Email : robert(dot)owen(at)tamut(dot)edu
Web site : www.tamut.edu/~bowen/
Office Hours : MW 2:30-5:30
check twitter.com/robertowenphd for additional availability
2. COURSE :
1. Meeting Time and Place :
MW 5:30-9:30 UC231
2. Course Material :
Required
Textbooks
:

Peter & Donnelly (2013), Marketing Management: Knowledge
and Skills, Eleventh Edition, McGraw Hill, ISBN
9780077861056. Used and electronic copies without
publisher's web site access are OK.
Other
Materials

Access to the Internet is required.
3. Catalog Description :
"An advanced marketing course utilizing an analytical approach to solving
marketing problems involved in goal setting, planning, and strategies as they
apply to product policy, pricing objectives, promotional objectives, distribution
policy and marketing research."
4. Course Objectives :
Throughout this course, students should be able to demonstrate:
 knowledge of basic marketing principles and strategy
 the ability to analyze marketing problems and situations
 the ability to write persuasive reports of analyses
"At the completion of your degree TAMU-T graduate students should be
proficient in several areas. You can access these goals at: www.tamut.edu/cob."
5. Major Topics :
Class 1
9 JUL


Introduction to class and course
Introduction to client project and situation analyses

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Class 2
22 JUL
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Class 3
24 JUL
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Controllable, uncontrollable, internal, and external factors of
marketing
Marketing strategy, portfolio analysis
QUIZ 1
 Assignments:
 Read Ch. 1, Strategic Planning and the Marketing
Management Process
 Read Section 2, Analyzing Marketing Problems
and Cases (page 217)
 Read Section 3, Financial Analysis for Marketing
Decisions (page 231)
 Read Section 6, Developing Marketing Plans
(page 759)
 Read the section Forecasting Sales on pages 150151 in the textbook
 Read links An Overview of Marketing, Internal
Marketing Factors, Marketing
Environment, Marketing Strategy, Market
Forecasting, Sales Forecasting
 Study links
 forecast model demo - rail car deliveries
 forecast model demo - fuel oil supplied
Meet with class client (in class) re. Situation Analysis
Consumer Behavior, Customer Lifetime Value, Marketing
Research
QUIZ 2
 Assignments:
 Read Ch. 3, Consumer Behavior
 Read link Consumer Behavior
 Read links Consumer Behavior, Marketing
Research
Organizational Buying Behavior, Segmentation, Product
Positioning
Market segmentation
QUIZ 3
 Assignments:
 Read Ch. 4, Business, Government, and Institutional
Buying
 Read Ch. 5, Market Segmentation
 Read links Organizational Buyers, Market Segmentation
Class 4
29 JUL
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EXAM 1 DUE - written, take-home
Ethics and social responsibility
Public policy
International marketing
Product strategies
 Assignments:
 Read Ch. 6, Product Brand Strategy
 Read Ch. 7, New Product Planning and Development
 Read links Public Policy and Social
Responsibility, International Marketing, Product
Planning, Services Management
Class 5
31 JUL


Integrated Marketing Communication Strategies
QUIZ 4
 Assignments:
 Read Ch. 8, Integrated Marketing
Communications
 Read Ch. 9, Personal Selling, Relationship
Building, and Sales Mananagement
 Read links Promotion, Advertising, Sales
Promotion, and Publicity, Personal Selling and
Sales Management, Internet Marketing
Class 6
5 AUG
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
Logistics, Distribution, and Retailing Strategies
QUIZ 5
 Assignments:
 Read Ch. 10, Distribution Strategy
 Read links Marketing Logistics, Retailing
Class 7
7 AUG
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
Pricing strategies
Break-even analysis
Logistics, Distribution, and Retailing Strategies
QUIZ 6
 Assignments:
 Read Ch. 11, Pricing Strategy
 Read link Pricing
 Read links Breakeven Analysis, Sample
Breakeven Problems
Class 8
12 AUG


EXAM 2 - in class, multiple choice
WRITTEN SITUATION ANALYSIS DUE
Class 9
14 AUG

DRESS REHEARSAL

PRESENTATION TO CLASS CLIENT
6. Course Projects :
Students will work as individuals on in-class quizzes and on exams. Students will
write and present a situation analysis for a class client; we will decide on the first
class day whether this will be an individual or team product. If you want to quit a
team, you may do so to work alone as long as your team members have all jointly
conducted work to that point. If you object to presenting your work to the class
client, you may schedule a time at a later date to present to your professor and
other faculty; given the condensed format of this term, this will most likely
require that you initially be assigned a grade of incomplete.
7. Attendance :
Students are expected to attend and participate in all class sessions and can be
dropped for excessive absence. Without a verifiable doctor's excuse (and some
other unforeseeable emergencies considered on a case by case basis), there will be
no make-ups for missed quizzes, exams, and assignments. . You must contact the
professor within 24 hours of such unexpected events.
8. Evaluation Methods :
Students will be evaluated on six quizzes, two exams, and a written consulting
report backed by an in-class oral presentation.
9. Grading System :
Final grades will be based on the following totals in points:
A=450-500 points
B=400-449
C=350-399
D=300-349
E=000-299
Where:
120=Quiz 1, 2, 3, 4, 6 (20 each)
120=Exam 1, written, take-home
120=Exam 2, multiple choice, in class
100=Situation Analysis - written report
40=Situation Analysis - presentation to class client
500 TOTAL POINTS POSSIBLE
10. Academic Integrity :
"Academic honesty is expected of students enrolled in this course. Cheating on
examinations, unauthorized collaboration, falsification of research data,
plagiarism, and undocumented use of materials from any source constitute
academic dishonesty and may be grounds for a grade of 'F' in the course and/or
disciplinary actions. For additional information, see the university catalog."
11. Disability Accommodations :
"Students with disabilities may request reasonable accommodations through the
A&M-Texarkana Disability Services Office by calling 903-223-3062."
12. A&M-Texarkana Email Address :
"Upon application to Texas A&M University-Texarkana an individual will be
assigned an A&M-Texarkana email account. This email account will be used to
deliver official university correspondence. Each individual is responsible for
information sent and received via the university email account and is expected to
check the official A&M-Texarkana email account on a frequent and consistent
basis. Faculty and students are required to utilize the university email account
when communicating about coursework."
13. Drop Policy :
"To drop this course after the 12th class day, a student must complete the
Drop/Withdrawal Request Form, located on the University
website tamut.edu/Registrar/droppingwithdrawing-from-classes.html or obtained
in the Registrar's Office. The student must submit the signed and completed form
to the instructor of each course indicated on the form to be dropped for his/her
signature. The signature is not an 'approval' to drop, but rather confirmation that
the student has discussed the drop/withdrawal with the faculty member. The form
must be submitted to the Registrar's office for processing in person,
email Registrar@tamut.edu, mail (7101 University Avenue, Texarkana, TX
75503) or fax (903-223-3140). Drop/withdraw forms missing any of the required
information will not be accepted by the Registrar's Office for processing. It is the
student's responsibility to ensure that the form is completed properly before
submission. If a student stops participating in class (attending and submitting
assignments) but does not complete and submit the drop/withdrawal form, a final
grade based on work completed as outlined in the syllabus will be assigned."