Department Chair

  • Gilbert Brookins
    Associate Professor of Marketing and Management
    Colbeth Hall 203
    (519) 783-4273
    brookins@siena.edu

Course Descriptions

MKMG—113. Business and Organizational Communication
3 credits 

A foundation course that encompasses written and oral communication in the formal and informal business setting. Fundamental communication theories, principles, and practices are discussed from a national, cultural, and international business perspective. Applications in business writing and oral presentations provide the student with a practical understanding of the importance of communication in today’s global marketplace. (ATTR: BUS)

MKMG—211. Organization and Management
3 credits 
A foundation course designed to give the student a basic understanding of organizations with emphasis on conceptual and interpersonal skills. This course will introduce the student to the fundamental management functions including planning, organizing, leading, and controlling from a historical as well as contemporary perspective. (ATTR: BUS, ISP) 

MKMG—212. Marketing
3 credits 

A foundation course that introduces the student to an understanding of both the consumer and business marketplaces. The strategies necessary to market goods and services in a domestic and global environment are discussed from the perspective of a variety of organizational structures. This is accomplished through an analysis of external and internal factors that impact the organization, and through the development of an understanding of the strategy components collectively referred to as the marketing mix. (ATTR: BUS, ISP) 

MKMG—321. Distribution Management
3 credits 

Distribution management is a phrase that denotes a total systems approach to the management of the distribution process, including all of those activities involved in the logistics of physically moving inventory from point of origin to point of use or consumption. Areas covered include customer service, transportation, warehousing, inventory management, order processing and information systems, materials management, evaluation of effectiveness and control of performance, physical distribution organization, international distribution, strategic planning and distribution system design. Prerequisites: MKMG—212, QBUS—200. (ATTR: BUS) 

MKMG—323. Retailing
3 credits 

A systematic and comprehensive coverage of the elements necessary for successful retail store management. These elements include types of retail institutions, and merchandise management: planning and control, pricing, purchasing, location, layout, display, promotion, store organization, and staffing. Prerequisite: MKMG—212. (ATTR: BUS) 

MKMG--324. Consumer Behavior
3 credits

An advanced marketing course designed to provide students with in-depth knowledge of the fundamentals of consumer behavior, with emphasis on the consumer in the marketplace, consumers as individuals, consumers as decision makers, and consumers as influenced by culture and subculture.  A critical examination of consumer behavior theories and research will be undertaken.  Further emphasis will be placed on understanding the application of consumer behavior concepts in a competitive, dynamic, and global business environment. Prerequisites: MKMG—212 or permission of the instructor.

MKMG—325. Advertising
3 credits 

Advertising’s role in the marketing mix is related to local, regional, and national sales efforts. Selection of media including television, radio, newspapers, magazines, outdoor, direct mail, as well as specialized local media is covered. Students create television storyboards, radio commercials, and print media copy and layout. Elements of advertising campaigns are explored through student advertising agencies established to handle real-world advertising assignments. Course includes budgeting, advertising effectiveness studies, sales promotion, and public relations. Prerequisite: MKMG—212. (ATTR: BUS) 

MKMG—326. Sales Management
3 credits 

This course aims to accomplish four main objectives: [1] To delineate the areas in which sales executives make decisions; [2] To analyze and evaluate sales management decision making criteria and processes; [3] To engage students in a presentation designed to relate the text materials to sales management situations; [4] In addition to the above, students will be introduced to an overview of basic principles of selling. Prerequisite: MKMG—212. (ATTR: BUS) 

MKMG—327. Government and Business
3 credits 

Problems of business operating in a competitive economic system are confronted with governmental regulation at all levels. Particular attention is paid to federal legislation. Current legislation on consumer protection anti-trust, anti-merger, equal employment, OSHA, and environmental protection is analyzed. Prerequisites: MKMG—211, 212. (ATTR: BUS) 

MKMG—329. Organizational Behavior
3 credits 

Organizational behavior is an application of the principles of the behavioral sciences to the functions, needs, and role of management. The specific principles that comprise the foundation of organizational behavior have been provided by the theories, methods, and principles of such diverse disciplines as psychology, sociology, industrial engineering, organization theory, and communication systems. Topics covered include: organizational culture, decision making skills, group and intergroup behavior and productivity, nonverbal and interpersonal communication skills, participatory management, organization development (OD) and change, stresses in managerial work life, quality of work life, improving subordinate performance, and developing effective organizations. Prerequisite: MKMG—211. (ATTR: BUS) 

MKMG—330. Business to Business Marketing and Purchasing
3 credits 

This course focuses on the development of marketing strategies targeted at organizations, including businesses, institutions, not-for-profit organizations, and governmental agencies. The focus will be on identifying School of Business 207 Marketing and Management Department the unique differences between organizational and consumer buying behavior, with an assessment of the impact on strategy decisions. The course will also address principles, techniques, and strategies that are utilized by purchasing and materials management professionals in the organization procurement process. Prerequisites: MKMG--212. (ATTR: BUS) 

MKMG—332. Human Resource Management
3 credits 

An interdisciplinary investigation and analysis of theories, principles, and practices of human resources management. The contents encompass: viewing organizations and human resources as inter-related systems; a review of human resources functions and programs; staffing the organization and its various components; human resources training and development; the role and impact of the work environment on employees, management, and the organization; the development and role of employee relations; and kinds and importance of remuneration and security programs. Prerequisite: MKMG—211. 
(ATTR: BUS) 

MKMG—334. International Marketing
3 credits 

The student is introduced to a systematic treatment of global marketing. The emphasis is on the problems and opportunities available to exporters of U.S. products and services, as well as organizations with multinational or global operations. Attention is devoted to cultural, social, and economic factors that affect marketing on a global scale. Suggested for students enrolled in International Studies, Foreign Languages and Business Program. Prerequisites: MKMG—212, ECON—101. (ATTR: BUS, MCCP, MULT)) 

MKMG—336. Marketing and Management Research Methods
3 credits 

Research is the objective process of collecting and analyzing data in order to aid in the marketing and managerial decision making process. Major topics include survey and sampling methodologies, questionnaire construction, observation and experimental methodology, plus secondary data gathering. Students engage in research projects, and interpret statistical analysis of output from a computer statistical package. Prerequisites: MKMG—212, QBUS—200. (ATTR: BUS) 

MKMG—337. Managing Diversity in Organizations
3 credits

An advanced management course that addresses the various perspectives on the increased diversity of the population in today’s organizations. The course primarily focuses on issues of race, gender and ethnicity in organizations. However, other factors that contribute to a diverse organizational population such as disability, age discrimination, class and sexual orientation are also analyzed. The course uses a wide variety of techniques to address diversity in organizations, relating these issues to current demographic trends, the global marketplace and geoethnic transformations. (ATTR: BUS)

MKMG—338. Labor Relations
3 credits 

A broad treatment of labor-management relations in both the private and public sectors. The course will encompass: the historical development of the labor movement; modern society and industrial relations; management philosophy regarding employee relations and organized labor; labor legislation and its social, economic, and political impact; collective bargaining, its scope and process; contract administration principles and practices; and labor relations issues and trends. Major emphasis will be placed on: the How-to and Experiential activities via projects, case studies, professional and practitioner speakers, and so forth. Prerequisite: MKMG—211. (ATTR: BUS) 

MKMG—339. Leadership in Organizations
3 credits 

An advanced management course aimed at providing students with in-depth knowledge on the various leadership theories and insight into effective leadership practices. A critical examination of leadership theories and research will be undertaken. Areas of leadership covered include management versus leadership, trait theories of leadership, behavior theories of leadership, participative leadership and delegation, power and influence, situational leadership, and “modern” theories of leadership. Emphasis will also be placed on providing an opportunity to apply the theories in practical business applications. Prerequisites: MKMG—211 or permission of instructor. (ATTR: BUS) 

MKMG—425. Organizational Development and Change
3 credits

An advanced management course designed to provide students with in-depth knowledge of the fundamentals of organizational development and change. Emphasis will be on understanding change, how change impacts both individuals and organizations, how best to “manage” the change process, and the primary individual, group, and organizational level interventions commonly used in organizations to enhance performance. Prerequisites: MKMG—329. (ATTR: BUS)

MKMG—435. Marketing Management
3 credits 

An advanced marketing course which utilizes a universal, analytical approach to solving marketing problems at the executive marketing and managerial level. The course draws heavily from materials found in marketing principles, economics, mathematics, and the behavioral sciences, presented to the student in a textual format. Each student will participate in the analysis of case studies to gain experience and skill in the strategy decision-making process. Prerequisites: MKMG—212, QBUS—100. (ATTR: BUS) 

MKMG—437. Applied Marketing and Management Research
3 credits
Offered when there is sufficient student interest.
Research is increasingly utilized by managers. Students will benefit from a better understanding of exactly how research is conducted by participating in a genuine, professional research project. This project focuses on defining the problem, designing the appropriate methods and strategies for gathering data, analyzing and interpreting the data, and reporting the findings to the particular client. Practical knowledge of a statistical software package is an integral part of the course. Prerequisites: MKMG—336; QBUS—200; CSIS—010 or equivalent. (ATTR: BUS)

MKMG—440. Performance Appraisal, Work Behavior and Motivation
3 credits 
Offered when there is sufficient student interest.
An upper level course which gives students the opportunity for theoretical analysis and practical application in understanding the relationship between respect for people, performance dimensions, motivation and work behavior. This will be accomplished by studying theories of workplace motivation, methods of performance appraisals, and assessing human behavior at work. The course will review current research, methodologies, and uses of performance appraisal; goal setting theories; determinants of goal commitment; and, the motivation-performance relationship. Prerequisite: MKMG—332. (ATTR: BUS) 

MKMG—490. Seminar: Topics in Marketing and Management
3 credits 

This course is intended to provide opportunities for concentrated study at an advanced level in areas beyond the scope of regular course offerings including topics of current concern and topics specifically identified as meeting specialized interests of students. This course is offered on an irregular basis. It may be taken more than once with different course content. Prerequisite: There are no specific prerequisites. The seminar is an elective, open to seniors in Marketing and Management. Depending on the topic, it might also be cross-listed with other Departments and/or open to seniors in other majors. In all cases, approval of the Instructor is required. (ATTR: BUS) 

MKMG—499. Independent Study 1
3 credits 

A qualified student, with the consent of the Head of the Marketing and Management Department, the Dean of the School of Business, and a participating faculty member of the department, may pursue further research and study on a particular topic in Marketing or Management. The student will be directed by the participating faculty member. The number of credits to be awarded (1 to 3) will be submitted to the department head for approval by the participating faculty member. The student will meet with the faculty member for periodic discussion. The student will also submit a satisfactory written report to the faculty member concerned. The student will be expected to comply with all School of Business guidelines concerning such projects. Independent study may be taken twice for credit. (ATTR: BUS)