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In permission of the department chairperson and dean. Eberlj College ol
Business and Information Technology.

MGMT 4«>5 Business Policy 3e-01-3cr

Prerequisites: Completion of all Business Core requirements; graduating

A capstone case analysis course designed to give practice in applying
business theories to the solution of management problems. An analysis ol
how top management determines strategy and policy and influences the
philosophy and character of the company. Develops a general management
viewpoint that integrates the various functions of the organization.

MKTG: Marketing

Department of Marketing

Eberly College of Business and Information Technology

Note: Except for Accounting. Business Education, and nonbusiness majors
who have met the required prerequisites, students scheduling 300 and 400
courses are expected to have achieved junior standing as described in the
Eberly College of Business and Information Technology Academic Policies.

MKTG 311 Arts Marketing 3c-01-3cr

Prerequisites: Junior standing: for nonbusiness majors only
An introduction to modem marketing concepts and applications as the>
relate to building, maintaining, and developing audiences and clients lor
performing and visual arts organizations, written arts, and arts market
entrepreneurs. Topics include audience/client marketing research anil
segmentation, public and media-relations strategies, sales and communica-
tion functions, pricing issues. Internet-based marketing strategies, database-
relationship marketing, and fundraising. Students who have completed or
are required to take MKTG 320 should not register for this course.

MKTG 320 Principles of Marketing 3c-0l-3cr

Prerequisite: ECON 122

A study of those activities necessary to the design, pricing, promotion, and

distribution of goods and services for use by organizations and ultimate


MKTG 321 Consumer Behavior 3c-01-3cr

Prerequisites: MKTG 320 and PSYC 101

A survey of noteworthy contributions of behavioral science and research
on consumer purchasing and decision-making process, with particular
attention to formal and informal influence patterns.

MKTG 350 International Business 3c-0l-3cr

Prerequisite: MGMT 310

A study of the international dimensions of business and the critical envi-
ronmental and organizational factors that affect managerial approaches in
the international arena. Focuses upon the management problems stemming
from the movement of goods, human resources, technology, finance, oi
ownership across international boundaries. (Also offered as MGMT 350;
may not be taken for duplicate credit I

MKTG 351 Self-Marketing lc-01-lcr

Prerequisite: Junior status tas per credits earned)
Focuses on the development of both long-term and short-term self-
marketing plans and self-marketing packages. Theories of managerial
marketing, professional selling, market research, and advertising applied to
self-marketing in order to prepare students to seek internship experience.

MKTG 420 Marketing Management 3c-0l-3cr

Prerequisites: MKTG 320 and VI. junior standing

An analysis of marketing and operational problems and policies involved in

planning, organizing, coordinating, and controlling a total marketing


MKTG 421 Marketing Research 3c-0l-3cr

Prerequisites: MKTG 320 and MAIM 214

Nature, methods, analysis, and application of present-day marketing re-
search techniques utilized in the solution Ol practical marketing problems

MKTG 422 Seminar in Marketing 3c-0l-3cr

Prerequisites: MKTG 420 and 421. graduating senioi

A terminal course for majors in marketing; considers current literature in
the field, case problems pertaining to the total marketing effort, and
current problems of actual companies

MKTG 430 International Marketing 3c-0l-3cr

Prerequisite: MKTG 320

International marketing and markets arc analyzed. Special consideration is
given in the significance of government regulations, organization struc-
tures of export and import enterprises, and credit policies

MKTG 431 Business-to-Business Marketing 3c-0l-3cr

Prerequisite: MKTG 420

Concerned with the major activities involved in the marketing oi industrial

goods and sen ices, including the industrial marketing system, marketing
information needs of the industrial firm, industrial marketing implementa-
tion and control, and channel, pricing, product, and promotional strategics
for industrial goods.

MKTG 432 Business and Society 3c-0l-3cr

An overview of the interactions between business and the larger social
system in which it operates. Considers the problems, solutions, and future
directions of societal issues and their relationships to the business environ-
ment topics discussed include consumerism, the morality of advertising,
self-regulation, pollution and ecology, overpopulation, government regula-
tion, and the social and ethical responsibilities of business and industry.
(Also offered as MGMT 432; may not be taken for duplicate credit I

MKTG 433 Advertising 3c-0l-3cr

Prerequisite: MKTG 320

An introduction to the principles, practices, and creations of advertising.
Use of various media and legal, economic, social, and ethical aspects oi
advertising are also considered.

MKTG 434 Marketing Logistics 3c-0l-3cr

Prerequisites: Junior/senior standing. MKTG 320 and \HAIT 330
focuses on planning, organizing, and controlling the marketing logistics
function. In addition to the acquisition and application of management
science methods, students integrate and apply previously, gained knowledge
to analyze and solve complex marketing logistics problems, Areas ofmajoi
concentration include facility location, transportation, inventory manage-
ment, and customer serv ice.

MKTG 435 Professional Selling and Sales Management 3c-0l-3cr
Prerequisite: MKTG 320

Introduces the role and nature of modern personal selling in marketing.
Theory and practice of personal selling process, sales planning, delivering
sales presentations, and relationship marketing are emphasized Basics ol
managing sales force including territory management, recruiting, training.
and compensating sales force arc also covered.

MKTG 436 Retail Management 3c-0l-3cr

Prerequisite: MKTG 320 and junior standing
Introduces students to all facets of retailing, including the history of
retailing, retail theories, and decision-making in retailing framework.

MKTG 437 Services Marketing 3c-0l-3cr

Prerequisite: MKTG J20

focuses on current theories and applications of marketing techniques in the
fast-growing area of services in the business, government, ami nonprofit

sectors Emphasizes characteristics ol services and their marketing implica-
tions and formulation and implementation of marketing strategies for
service firms.

MKTG 438 Relationship Marketing 3c-01-3cr

Prerequisite: MKTG 320

Relationship marketing entails performing marketing activities directed
toward establishing, developing, and maintaining successful long-term rela-
tional exchanges Covers theory and practice of relationship marketing

MKTG 43s> Internet Marketing
Prerequisite: MKTG 320


Page 222

l\l>l \\ \ I \l\ I RSin l»| |'l NNSYl.YAMA I \[>l Kt.K MM Ml < MMOfi :OIW-20IO

Presents a strategic framework foi developing marketing strategies on the
Internet I mends the marketing mix framework to e commerce u
real theories and applications in on line product, on line pricing, web b
marketing communication, and distribution strategies Othci topics include
marketing research on the Internet, electronic retailing, Internet-based
customa relationship management, and legal ethical dimensions ol
e marketing Students use Internet based, on line marketing cases

MKTG 4-10 Direct Marketing 3c-0l-3cr

Prercqntslte: \ik u. 120

Introduces the role and nature ol direct marketing, including its current
theory and practice ropics include current state and growth ol direct
marketing, prospecting strategies, development ol hoi lists, timeless
strategies, and lifetime value analysis Discusses strategies, implementation,
and public polic) issues

MKlt. 441 I Marketing 3c-01-3cr

Prerequisite: MKTG

Students conduct an export feasibility analysis of a consumet industrial
item foi a foreign market I ocus is on strategic and procedural aspects ol
export marketing

MKK. 442 Social ( ause Marketing for Nonprofit

Organizations 3c-01-3cr

Prerequisite: MKTG 520 or instructot permission
Developed to prepare managers of nonprofit organizations and those
whose mission is to plan and implement strategics foi social change in
society ropics and activities will locus on strategic and tactical marketing
approaches and planning ami organizing for effective control of market
performance of nonprofit organizations ami programs Special lopics \ar-l-3cr

Prerequisite: \s appropriate to course content

Covers advanced, innovative, or exploratory, topics and disciplines within

marketing Specific content items developed b> instructor. Credits ma) he

applied to either required thy permission Of department chairperson) or
Tree electives in a student's program. Special topics numbered 481 are
primarily for upper-level undergraduate students

MKTG 4H2 Independent Study var-3cr

Prerequisite: Priot approval through advisor, faculty member.
department chairperson, dean, and Provost's Office. Approval is based on
academic appropriateness and availability ol resources.
Individual research and analysis ol contemporary problems and issues in a
concentrated area ol study under the guidance of a senior faculty member.

MKId 4s>3 Marketing Internship \ar-.VI2cr

Practical experience m the marketing field to develop knowledge and
experience in the practical application of theory to actual problems in a

nonclassroom situation A maximum of 3cr o\' internship in the student's
major may be applied toward the marketing major-area elective require-
ments. Additional internship credit must be used as free electives only.
Admission only by permission of the department chairperson and the dean.
Eberl) College of Business and Information Technology

Ml S( : Military Science
Department of Military Science
Academic Affairs Division

MLSC 101 Introduction to Military Science 2c-ll-2cr

A study of the organization of the I nited States Army and the role of the
military in today's society Emphasizes the customs and traditions of the
service, the Total Army concept, and the fundamentals of leadership.
Includes instruction in basic military skills, land navigation, and personal

nutrition and fitness AUo. sec I eadership I aboratory.

MLSC 102 I mi. 1. mi, in. iK of Military Science 2c-ll-2cr

I he study of the basic knowledge regarding military service and the
profession of amis Emphasizes basic military skills, first aid. and the
development of leadership abilities through practical exercises. Includes
instruction on offensive and defensive tactics, the Aim) writing stvlc. and
military briefings Also, see 1. eadership Laboratory

Ml m 203 I undamcntali ol ractlcal Operations,
rechnlquei ol Leadership, ami Weapons < haracterisrics 2e-n-2cr
inization ti i ind > apabiliti ting

.mall unit tactical operations I mphasizcs I. ation and

ment techniques needed to eaiisc a gioup ol people to accomplish

specific objectives < haracterisrics ol military weapons systems are taught

Students seivc as leaders in I eadeislnp I

Ml S( 204 National Security ami I iiudaini nlils ol

Military topograph) 2, 1 1 2, i

I he stiulv ol national scitiiilv concepts, policies, and national deci
making process with emphasis on national resources, national will, and
ink I. iclois Includes a studv ol nuclcal ami conventional response

options I undamentals ol military topograph) including the use ol rruiii
maps to determine topographic features, to conduct land navigation, and to

perform Mi. mi analysis are covered Also, see I eadership I ahor.ii.
Ml S( 305 Fundamentals "I I eadership anil Modern

Learning leaching Relationship 3c-ll-3cr

\ study ill practical application ol principles ol leadership management
applied in classroom and field to include case studies in psychological,
physiological, and sociological factors which affeel hull). in behavior.
individual and group solution of leadership problems common to small
units. Also, see I eadership I aboratory

MLSC M)f> Study of Advance leader I ' I 1 1 1 _■ and

I veciition ol Modern Combat Operations 3c-ll-3cr

An analysis of leader's role in directing and coordinating efforts of indi-
viduals and small units in execution of offensive and defensive tactical
missions, to include command and control systems, the military team, and
communications techniques. Also, sec I eadership Laboratory

MLSC 407 Management of the Military ( (implex to

Include fundamentals of Military and International Law 3c-ll-3cr

I he study of the various managerial elements needed to effectively control
a military organization and the techniques used to accomplish these func-
tions. Studies in military law and international law prepare the students for
their legal responsibilities \lso. see I eadership I aboratory.

MLSC 408 Seminar in Military \nalysis and

Management 3c-ll-3cr

i ontemporary analysis of use of military in world affairs to include

importance ol strategic mobility and neutralization of insurgent move-
ments. Selected management problems and situations are presented as they
relate to military justice, administration, and obligation and responsibilities
of an officer Also, see I eadership Laboratory.

Leadership Laboratory (one afternoon per week) \ar-0cr

A practical experience for the attainment and application of leadership
principles ( oncurreiilly scheduled in conjunction with all Military Science
courses, provides foi practical challenges in personal accomplishment, both
physical and mental, and for development of learn work and leadership

Summer Camp var-0cr

Attend a six-week summer camp upon completion of the first year of the
Advanced ( ourse. Time at camp is devoted to practical application of
principles and theories taught during the preceding school year. While at
camp, each student receives lodging, subsistence, uniforms, medical care,
reimbursement for travel, and pay in amount of one-half pay of second
lieutenant per month

MLHI: Music History

Department of Music
College of Fine Arts

Ml III 101 Introduction to Music 3c-0l-3cr

Presumes no technical background t for nonmajors) but does utilize the

varied musical experiences ot each individual to help extend interest as far
as possible Attendance at various concerts of university organizations,
cultural lite events, and visiting artist concerts is required to augment

listening experiences of students


Page ::?

Ml HI 102 Music and Literature Survey 3c-01-3cr

Prerequisite: Music major oi instructor permission

Introduces students to a broad spectrum of music and literature of various
genres through a careful analysis of poetry, fiction, and drama, both in the
original format and in a varietv of musical settings. Includes music and lit-
erature of \arious time periods, nationalities, and minorities, including non-
western musical traditions For music majors and others who have a
substantial knowledge of music, this course fulfills both the liberal studies
fine arts and humanities literature requirements lor music education majors.

MUHI 281 Special Topics \ar-l-3cr

Prerequisite: As appropriate to course content
t tffered on an experimental or temporary basis to explore topics not
included in the established curriculum. A given topic max be offered under
any special topic identity no more than three times. Special topics
numbered 281 are offered primarily for lower-level undergraduate students.

MUHI 301 Music History 1 3c-0l-3cr

Prerequisites: ENGL 101. 202, HIST 195. 305

An intensive study of the history and style of Medics al. Renaissance, and
Baroque music. Considerable analytical listening required.

Ml HI 302 Music History II 3c-0l-3cr

Prerequisite: MUHI 301 or permission

An intensive study of the history and styles of Classical, Romantic, and
twentieth-century music to 1950. Considerable analytical listening required.

MUHI 322 Medieval and Renaissance Music 3c-01-3cr

An intensive study of the plainchant foundations in the early Middle \gcs.
the origins of polyphony; sacred and secular music of the thirteenth to the
sixteenth centuries: special emphasis on Dufay. Josquin. Palestrina, and
their contemporaries.

Ml HI 323 The Baroque Era 3c-0l-3cr

Prerequisites: MUHI 301, 302

Extends from Monteverdi through Bach and Handel and considers vocal
and instrumental forms, styles, and practices of era.

Ml HI 324 The Classical Era 3c-0l-3cr

Prerequisites: MUHI 301. 302

A survey of music from about 1725 to about 1N27. with special attention
to the music of Mozart and Haydn. Consideration is given also to the
works of D. Scarlatti and CPE. Bach.

Ml HI 325 The Romantic Era 3c-0l-3cr

A survey of music from about 1 800 to 1910. with attention directed to
the earlier romantic composers such as Beethoven. Schubert, Mendelssohn,
and Berlioz through the later romantic composers such as Wagner,
Tschaikowsky. Mahler, and Dvorak, as well as others.

Ml HI 420 The Twentieth Century 3c-0I-3cr

Prerequisites: MUHI 301. 302

A survey of the stylistic trends of music from 1900 to the present.

beginning with Debussy. Ravel, and other impressionists through the music

of Schonberg. Stravinsky, Webern, llonegger. and Milhaud. Offered


Ml III 421 American Music 3c-0l-3cr

Prerequisites: MUHI 301, 302

\ study of history and literature of music in America from 1600 to the
present day.

MUHI 481 Special Topics var-l-3er

Prerequisite: As appropriate to course content
Offered on an experimental or temporary basis to explore topics not
included in the established curriculum. A given topic ma) be offered undei
any special topic identity no more than three tunes Special topics
numbered 4SI are primarily for upper-level undergraduate students

Ml III 482 Independent Study var-l-3cr

Prerequisite: Prior approval through advisor, faculty member.
department chairperson, dean, and Provost's Office

Students with interest in independent study of a topic not offered in the
curriculum may propose a plan of study in conjunction with a faculty
membei Approval is based on academic appropriateness and availabililv ol


MUSC: Music
Department of Music
College of Fine Arts

MUSC 110 Fundamentals of Theory 3c-01-3cr

Rudiments of materials, harmonic, melodic, rhythmic, and basic formal
procedures of the common Practice period including pitch reading, interval
construction, scales, and modes.

MUSC 111 Theory Skills 1 0c-3l-2cr

Develops aural skills through dictation and interpretation of written music
by sight-singing. Taken in conjunction with Theory 1.

MUSC 112 Theory Skills II Oc-3l-2cr

Prerequisite: MUSC 1 I 1 with a grade of C or better or Satisfactory
Continues development of aural skills through dictation, sight-singing,
keyboard skills, and improvisation. Taken in conjunction with 1 beory II

MUSC 115 Theory I 3c-0l-3cr

The study of the harmonic, melodic, and formal dev ices of the common
practice period, from simple diatonic chords through seventh chords

MUSC 116 Theory II 3c-0l-3cr

Prerequisite: MUSC 115

The study of the harmonic, melodic, and formal devices of the common
practice period, from simple diatonic chords through secondary dominants
Introduces basic music forms.

MUSC 120 Brass Ensemble 0c-2l-0 Icr

MUSC 121 Chamber Singers 0c-3l-0/lcr

MUSC 122 University Chorale 0c-3l-0/lcr

MUSC 123 Symphony Band 0c-3l-0/Icr

MLSC 124 Concert Band Oc-31-O/lcr

Provides a large ensemble experience for woodw ind. brass, and percussion

MUSC 125 Marching Band

MUSC 126 Music Theater

MUSC 127 Percussion Ensemble

MUSC 129 University Symphony Orchestra

Ml SC 130 String Ensemble

MUSC 131 University Wind Ensemble

MUSC 132 Men's or Women's Chorus

MUSC 133 Woodwind Ensemble

MUSC 134 University Chorus

MUSC 135 Jazz Ensemble

MUSC 136 Advanced Jazz Ensemble


Ml NC 137 Piano Accompanying var-l-l order

Piano accompanying may be scheduled by qualified (successful audition i
pianists from the Music Department in partial fulfillment of ensemble
requirements. May be repeated for credit. Pianists registered for this course
will provide accompaniments for Music Department Students in solo vocal
or instrumental performances to area and departmental recitals and or in
voice and instrumental lessons Registration must be approved hv a desig-
nated Music Department faculty member from the piano area

Ml S( 151 ( lass \oiee I lc-ll-lcr

lor non-Voice and Music Education majors Development of correct vik.iI

production techniques through individual and group performance in class

Page 224


I sc ni the voice u .1 ii>«>l foi theor) skills and foi eventual use in the
music 1 lassroom

mi S< 1^2 t i.iss Voice 11 lc-ll-lcr

\ continuation ol 1 lass Voice I Resumes development ol correct vocal
production techniques through performance

mim i^> ( i.iss ptuo l lc-11-lci

I ui students with no significant background in pi. mo who need to develop
functional keyboard skills 1 mphasizes harmonizing melodies and playing
simple accompaniments

Ml s( i>4 ( i.iss Piano ll
\ continuation of ( I.iss Piano I


Ml s ( i-s> ( lass Strings I lc-ll-lcr

I 01 Musk I ducation majors who will develop rudimentary playing tech
niques sufficieni to initiate instruction foi beginning students I mphasizes
correct playing positions and tone production foi violin, viola, cello, and
double bass

mi s( 157 ( i^iss Percussion I lc-ll-lcr

\ practical introduction to the various instruments of the percussion
famil) Students demonstrate correct playing techniques and develop .1
resource file containing information on percussion instruments and instruc-
tional materials .is needed bj the school music tcachet

Ml st ]=.<i t i.!ss itniss I lc-ll-lcr

1 .'i Music I ducation majors who will demonstrate rudimentary pla
techniques and tone production skills to initiate beginning instruction.
Students develop playing on trumpet or French horn and trombone,
euphonium, or tuba.

Ml SC 161 ( lass Woodwinds I lc-ll-lcr

I 01 Music 1 ducation majors who will acquire correct tone production and
playing techniques sufficient to initiate beginning instruction. Students
demonstrate skills with flute, clarinet, saxophone, and oboe or bassoon,

Ml S( 163 (lass Cuitar I lc-ll-lcr

I or students with no significant background in guitar who wish to develop
functional playing skills Emphasizes using the guitat as an accompanying

Ml SC 211 Theor] Skills III 0c-3l-2cr

Prerequisite: Ml S( 112 with a grade of C or belter or Satisfactory
Further development of aural skills through dictation, sight singing.
keyboard skills, and improvisation, faken in conjunction with theor] III.

Ml SC 212 Theor) Skills IV 0c-3l-2cr

Prerequisites: Ml S< 211 and 154 or \l'\l( 151, with a grade of C or
better or Satisfactoi)

( tilmination of the development of aural and keyboard skills including
sight-reading, performance, and improvisation. Taken in conjunction with
liieon, IV

Ml S< Z1S Iheon III 3c-0l-3cr

Prerequisites: Ml S( 115, I 16

An extension of the techniques of the eighteenth and nineteenth centuries

lo include modulation, altered chords, more advanced musical forms, and
contrapuntal procedures

mim 216 Theory IV 3c-0l-3cr

Prerequisites: Ml SC 115, 116, 215

An extension of the techniques of the eighteenth and nineteenth centuries

to include modulation, altered chords, more advanced musical forms, and
contrapuntal procedures Iheory IV concentrates largel) on music and
materials ol the present century.

Ml SC 217 Keyboard Harmons I lc-ll-lcr

Prerequisite: Nominal facility at keyboard

Designed to develop keyboard skills so the student may realize and produce
in sound basic harmonic progressions

mi st 218 Keyboard Harmon) 11 1. 11 in

Prere lite: Ml si 217

V continuation ol Keyboard Harmon) I, involving chromatic harmon) and
iplcx progressions

Ml st .24 Jazz Improvisation techniquei I i. Sl-lci

\ in. I. ol Mi. ; ioi impro « .1.1

Online LibraryIndiana University of PennsylvaniaUndergraduate catalog (Volume 2009/2010) → online text (page 62 of 76)