MAR 3023

PRINCIPLES OF MARKETING
SPRING 2021
SYLLABUS

INSTRUCTOR: Dr. Richard J. Lutz, J.C. Penney Professor of Marketing

OFFICE: 267A Stuzin Hall, phone: (352)273-3273
E-mail:  [email protected]
OFFICE HOURS: TUESDAY and THURSDAY, 4:00 – 5:00. My office hours will
occur through Zoom and can be accessed from the Zoom
Conferences link on the Canvas site.
COURSE Hannah Buchsbaum
ADMINISTRATOR: Office Hours: NA
Phone: NA
E-mail: [email protected]
TEACHING The teaching assistants are there to tutor you on any aspect of
ASSISTANTS: course content and to handle any administrative problems you
may have. Any questions regarding the accuracy of grading
should be directed to them. The teaching assistants are there to
help you - please make use of them.
TEACHING All TA office hours will be held via Zoom. See the TA Corner on
ASSISTANTS the course website for details.
OFFICE HOURS: E-mail: [email protected]
Phone: NA
 
Your well-being is important to me and to the University of Florida. The U
Matter, We Care initiative is committed to creating a culture of care on our
campus by encouraging members of our community to look out for one another
and to reach out for help if a member of our community is in need. If you or a
friend is in distress, please contact [email protected] so that the U Matter, We
Care Team can reach out to the student in distress. A nighttime and weekend
crisis counselor is available by phone at 352-392-1575. The U Matter, We Care
Team can help connect students to the many other helping resources available
including, but not limited to, Victim Advocates, Housing staff, and the
Counseling and Wellness Center. Please remember that asking for help is a sign
of strength. In case of emergency, call 9-1-1.

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COURSE OBJECTIVES:

1. You will understand the role of marketing within society and within an economic
system.
2. You will learn the vital role of marketing within a firm and the necessary relationships
between marketing and the other functional areas of business.
3. You will consider the various decision areas within marketing and the tools and
methods used by marketing managers for making decisions.
4. You will learn key marketing principles and terminology. Because this is a survey
course, there is an emphasis on basic terminology and concepts.
5. You will appreciate how a marketing perspective is important in your own personal and
professional development.

ASSURANCE OF LEARNING OBJECTIVES:

Each program at the Warrington College of Business Administration has developed goals and
objectives that express the most valued skills and knowledge that students should be able to
demonstrate upon completion of the total learning experiences in that program. The following
goals and objectives are specifically mapped onto MAR3023:

Goal 1: Demonstrate competency in and across business disciplines.

1A. Demonstrate knowledge and understanding of elements of economics, finance,
accounting, marketing, operations management, organizational behavior, business law,
information technology, and business statistics.

Goal 4: Appreciate the ethical and legal aspects of business.

4A. Define and explain legal, ethical, and social responsibilities of organizations.

Goal 5: Possess a global perspective on business.

5A. Describe the key components of the business environment that vary across countries and
understand how these differences present challenges/opportunities for the conduct of
business.
 
ACADEMIC LEARNING COMPACT:

The Academic Learning Compact for the undergraduate business major defines the
skills and knowledge necessary to master that discipline. Each course within the major plays
a particular role, specified by the Student Learning Outcomes for that course. The SLOs for
MAR 3023 have been defined as shown in the chart below. The course content is broader
than these SLOs, which set a minimum standard.

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 STUDENT LEARNING OUTCOMES
MARKETING & RELATED BUSINESS SKILLS:
Consumer Behavior:
Students will develop an understanding of consumer motivations and decision processes.
Market Segmentation:
Students will develop an understanding of the traditional bases for segmentation and how
segmentation can inform marketing strategy.
Product Positioning:
Students will develop an understanding of product category differentiation and its role in
shaping a firm’s competitive strategy.
Advertising:
Students will develop an understanding of marketing communication, media strategy, and
message strategy.
Pricing:
Students will develop an understanding of pricing tactics and competing approaches for
extracting profit from a market offering.
Distribution:
Students will develop an understanding of the fundamental up-stream and down-stream
issues that confront firms along the value chain.
Marketing Strategy:
Students will develop an understanding of corporate objectives, competitor analysis, and
competitive strategy.

GENERAL EDUCATION CREDIT:

This course meets the General Education—Social & Behavioral Sciences requirement
in that it focuses on the roles and decisions of both consumers and firms in the economic
system. Understanding how firms operate to influence and compete for customers prepares
the student for his/her role as an informed consumer. Thus, the student will attain both the
Content and Critical Thinking outcomes specified for the Social and Behavioral Sciences at:
http://gened.aa.ufl.edu/student-learning-outcomes.aspx .

REQUIRED TEXT AND SOFTWARE:  Marketing, 15th Edition, by Kerin and Hartley,

Irwin/McGraw-Hill, 2021. This course will use a digital version of the text within McGraw-
Hill’s Connect coursework platform. You will need to use this platform to complete chapter
graded reading assignments. The text and related assignments will be accessed through
McGraw-Hill Connect. MAR3023 will be participating in the UF All Access program.
Students will have two options to gain access to the required McGraw-Hill Connect materials:
(1) choose the “opt-in” to Connect access option for $100 (paid through their student account) via
the link in the “Complete the MH Connect Registration Process” section in the course’s Start
Here page on Canvas
(2) purchase directly from the McGraw-Hill website for $125
Interested students can also purchase the loose-leaf version of the text from McGraw-Hill
(using either UF Access or the MH website) for $25.00 including shipping. Note that you do
NOT need the printed copy, and even if you do choose to purchase it, you will still need to
use the digital MH Connect platform to complete your LearnSmart chapter assignments
(described below).
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 CALCULATOR (Required): You may use a basic, financial, or scientific calculator for
exams. You MAY NOT use a GRAPHING CALCULATOR, CELLPHONE or
CALCULATOR APP on your computer.

COURSE PACK/NOTESHELLS (Strongly Recommended):

To facilitate note taking, I have arranged to have my lecture outlines duplicated and available
for sale at Target Copy (www.target-copy.com). They also are available on the course
website, if you wish to download them for free. Using the noteshells will facilitate your
comprehension of the lecture material that is not taken from the text, because it will allow you
to concentrate on what I'm saying and the examples I am discussing, rather than having to
copy down in your notes all the main points. I strongly recommend that you use them. (I do
not receive any royalty from their sales, by the way!)

LECTURES:
Due to the COVID-19 pandemic, “live” lecture attendance will not be permitted in Spring
2021. Lectures will be delivered every Tuesday and Thursday without a classroom audience.
All lectures will be available on the Canvas (e-learning) website. To view them, you must
log on using your GatorLink username and password at this website:

http://elearning.ufl.edu/

Lectures will be posted on the day specified in the course Lecture Schedule. Although this is
basically a lecture course due to the size of the class, I am perfectly happy to entertain
questions. I encourage you to post questions via Canvas Chat during the lectures or anytime
on the appropriate discussion board on the Canvas website. For routine questions (exam
schedules, etc.), please check the website/syllabus first; then contact a TA if necessary.
Otherwise, you can reach me during my office hours or by email. Always use the course
email, not my personal email or Canvas messaging.

VIRTUAL ATTENDANCE:
• Students are encouraged to attend the live-streaming course remotely. Live lectures can be
accessed Tuesday and Thursday, 1:55—3:50 p.m., by clicking on Video Lectures (Streaming)
on the course Canvas homepage.
• Students can participate live and submit questions and/or comments in Canvas Chat,
available on the left-hand navigation bar on the Canvas home page. Note that postings to
Canvas Chat will be visible to anyone in the course, so please limit your comments and
questions to the lecture content.
 
ANNOUNCEMENTS AND E-MAIL:
Important information (e.g., exam locations, appeals results) will be posted as Announcements
on the course website. Canvas can be set up to automatically send these announcements as
emails to your GatorLink account. However, the university has been inconsistent in allowing you
to forward your GatorLink email to your preferred email client. Unless you can verify that you
are able to forward email to your preferred email client, it is your responsibility to check the
Announcements section of the course home page and/or your GatorLink email for course-related
information.
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COURSE REQUIREMENTS:
1. Lectures: You will be responsible for all material presented in lectures (not just the topics
listed in the noteshells in the course packet). Approximately half of the questions on each
exam will come from lecture material. Lectures occasionally will be used to clarify and
summarize the text but will also include a lot of material not covered in the text.
2. Readings and LearnSmart Assignments: Approximately half of the questions on each
exam will be drawn evenly from all assigned chapters. Even though I do not specifically
discuss all material from the text in class, you are still responsible for all assigned text
material. There are 22 LearnSmart assignments, one corresponding to each chapter in the
text. If you answer the questions for each section immediately after reading it, you will
find that you retain and integrate the material much better. Each of these assignments is
worth one (1) point and must be completed in full (100%) by the published deadline.
Partial completion will be rounded down to zero. You can access the LearnSmart
assignments via the MH Connect button located on the Canvas course home page.
Depending on your reading speed, each LearnSmart assignment should require
approximately 45 minutes to an hour to complete, apart from the reading of the chapter
itself. Please allow yourself adequate time!
3. Exams: There will be three non-cumulative exams. The three exams will comprise a total
of 168 questions, worth one point each (56 points per exam).
It is important to note that you MAY NOT DROP an exam. Thus, you are required to
take all tests as scheduled. University policy states that assembly exams take precedence
over classes and non-assembly exams scheduled at the same time. (See
https://catalog.ufl.edu/UGRD/academic-regulations/examination-policies-reading-days/
#duringtermexamstext for details. Assembly exams are those posted on the During Term
Exam schedule for that semester, posted on https://registrar.ufl.edu/soc/.) IF YOU MISS
AN EXAM, A MAKEUP EXAMINATION WILL BE GIVEN ONLY IN THE CASE
OF A DOCUMENTED MEDICAL PROBLEM, A DOCUMENTED FAMILY
EMERGENCY, OR A CONFLICT WITH A HIGHER-NUMBERED ASSEMBLY
EXAM. Students encountering these rare events will need to contact me and provide
documentation of the emergency to the Dean of Students Office (Phone: (352) 392-1261,
https://care.dso.ufl.edu). Early exams are not possible for any reason.
4. Quizzes: There are ten graded online quizzes throughout the semester. Each quiz is
worth one point toward your final grade. There will be 3 to 4 quizzes that pertain to each
of the exams. You will earn 1 point for each quiz that you score 80% or better on your
best attempt (out of three attempts).

A dedicated service line is available if you have any questions regarding MH Connect. The
number is 1-800-331-5094. You may also access the Customer Experience Group online at
http://mpss.mhhe.com/. They are available via email as well as interactive chat. YOU NEED
TO DIRECT ALL TECHNICAL CONCERNS W I T H M H C O N N E C T TO
THE CUSTOMER EXPERIENCE GROUP – NO EXCEPTIONS. You will receive a
case number for all inquiries in the event that you need to follow up further.

Please note: I strongly advise against leaving assignments until the last minute. If the system
goes down five minutes before the due date/time, that is your responsibility. If you have a
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scheduling conflict that occurs at the last minute and you cannot complete the assignment or
quiz, that is your responsibility. The assignments are open for long periods to give you ample
time to work around any scheduling or technical issues. Take advantage of that time and use
it wisely. There are no makeups or extensions allowed for MH Connect assignments--no
exceptions! If you experience a technical problem with MH Connect while/after completing
an assignment, the TAs and I CANNOT HELP YOU! This is not because I don’t want to
help you, but because I do not have the capability to do so. Contact McGraw-Hill’s technical
assistance at 1-800-331-5094 or use their website.

NOTE: Although you can complete all LearnSmart assignments on a tablet or

smartphone, it is necessary to log into MH Connect on a laptop or desktop at some point
for your credits to transfer over properly from Connect to the Canvas gradebook. Simply
click on each assignment (even if you have already completed it) for the credit to
transfer into Canvas.

It is your responsibility to check MH Connect’s student performance records to ensure that

your LearnSmart grades have been recorded.

The following page shows a master schedule of all assignments, quizzes, and exams in this
course. Keep this schedule handy or transfer it to your planner. There are a lot of “moving
parts,” so be attentive to the schedule. You do not want to miss out on “easy points” because
you have missed a quiz or MH Connect deadline!

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 Course Assignments, Quizzes, and Exams--Master Schedule
     
Assessment Locus Open Date Due Date
Text Ch. 1 LearnSmart Jan. 12 Jan. 17
Text Ch. 3 LearnSmart Jan. 12 Jan. 18
Text Ch. 4 LearnSmart Jan. 12 Jan. 20
Getting Started Quiz Canvas Jan. 12 Jan. 21
Text Ch. 5 LearnSmart Jan. 12 Jan. 25
Quiz 1 Canvas Jan. 22 Jan. 26
Text Ch. 6 LearnSmart Jan. 12 Jan. 27
Text Ch. 9 LearnSmart Jan. 12 Feb. 1
Quiz 2 Canvas Jan. 29 Feb. 4
Text Ch. 8 LearnSmart Jan. 12 Feb. 8
Quiz 3 Canvas Feb. 10 Feb. 14
Midterm 1 Honorlock Feb. 16 Feb. 16
Text Ch. 11 LearnSmart Jan. 12 Feb. 17
Text Ch. 10 LearnSmart Jan. 12 Feb. 22
Quiz 4 Canvas Feb. 24 Feb. 28
Text Ch. 12 LearnSmart Jan. 12 Mar. 1
Text Ch. 18 LearnSmart Jan. 12 Mar. 3
Text Ch. 19 LearnSmart Jan. 12 Mar. 10
Text Ch. 20 LearnSmart Jan. 12 Mar. 11
Quiz 5 Canvas Mar. 10 Mar. 14
Text Ch. 21 LearnSmart Jan. 12 Mar. 15
Quiz 6 Canvas Mar. 17 Mar. 21
Midterm 2 Honorlock Mar. 22 Mar. 22
Text Ch. 15 LearnSmart Jan. 12 Mar. 25
Text Ch. 16 LearnSmart Jan. 12 Mar. 26
Quiz 7 Canvas Mar. 24 Mar. 28
Text Ch. 13 LearnSmart Jan. 12 Mar. 29
Text Ch. 14 LearnSmart Jan. 12 Mar. 30
Text Ch. 2 LearnSmart Jan. 12 Mar. 31
Quiz 8 Canvas Mar. 31 Apr. 4
Text Ch. 22 LearnSmart Jan. 12 Apr. 5
Text Ch. 17 LearnSmart Jan. 12 Apr. 7
Quiz 9 Canvas Apr. 5 Apr. 9
Text Ch. 7 LearnSmart Jan. 12 Apr. 12
Quiz 10 Canvas Apr. 10 Apr. 14
Final Exam Honorlock Apr. 15 Apr. 15

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 SPRING 2021 MAR 3023 LECTURE SCHEDULE

DATE DAY TOPIC CHAPTER

Jan. 12 T Overview and Introduction 1
14 R The Marketing Environment I 3
19 T The Marketing Environment II -
21 R Marketing Ethics 4
26 T Consumer Behavior I 5
Consumer Behavior II/ Organizational Buyer
28 R 6
Behavior
Feb. 2 T Segmentation, Targeting & Positioning I 9
4 R Segmentation, Targeting & Positioning II -
9 T Marketing Research 8
11 R No Class—Study for Midterm 1
TUESDAY, FEBRUARY 16 MIDTERM 1
Feb. 16 T 1, 3-6, 8, 9
E2-E3 (8:20 - 10:10 p.m.)
16 T No Class
18 R Product Strategy I 11
23 T Product Strategy II 10
25 R New Product Strategy -
Mar. 2 T Services Marketing 12
4 R Integrated Marketing Communications I 18
9 T Integrated Marketing Communications II -
11 R Advertising & Sales Promotion 19-20
16 T Personal Selling 21
18 R Topic to be determined -
MONDAY, MARCH 22 MIDTERM 2
Mar. 22 M 10-12, 18-21
E2-E3 (8:20 - 10:10 p.m.)
23 T Channel Strategy 15
25 R Retailing 16
30 T Pricing Strategy 13, 14
Apr. 1 R Marketing & Corporate Strategy 2
6 T Marketing Implementation 22
8 R E-Commerce 17
13 T Global Marketing 7
THURSDAY, APRIL 15
2, 7, 13-17,
Apr. 15 R (NON-CUMULATIVE) FINAL EXAMINATION
22
E2-E3 (8:20 - 10:10 p.m.)

8
More Information about the Exams

MAR3023 is a “blended” course, with students studying abroad, traditional on-campus

students, students in the UFOnline program, and traditional students who are off-campus for
the semester.

Because of the COVID-19 pandemic, regardless of your course section, all students will
participate in the class remotely. You will watch lectures online and participate in the class
through Canvas and MH Connect. All students will be placed in a single section of the extra
credit research pool allowing them to participate in research opportunities for extra credit
either online or in the Bryan Hall Behavior Research Lab. You will be informed about these
options and about the safety protocols put in place in the Behavior Lab by the Lab Manager
after classes start.

Exams for all sections will be given online via Honorlock (see below for details). You do not
need to schedule your exam with Honorlock but you will need to start your exam at the
stated time (8:20 PM Eastern time) or shortly thereafter. Failure to do so may mean that
you don’t receive the full amount of time to take your exam. You will need a webcam with
microphone and a hard-wired Internet connection to take your exams (wi-fi is not
permitted). You must also have a private space in which to take the exam.

9
 EXAM SCHEDULE

RECORD THESE DATES IN YOUR PLANNER!

All exams are non-cumulative!

Midterm 1

Tuesday, February 16 (8:20—10:10pm Eastern time)

Exam 1 covers Chs. 1, 3-6, and 8-9 in the text and all lectures from the beginning of the
course through the end of the Market Research segment. Exam is closed book, closed notes.
No graphing calculators, cell phones, or other electronic communication devices may be used
for computations. Only four-function, scientific or financial calculators are permitted.

Midterm 2

Monday, March 22 (8:20 – 10:10pm Eastern time)

Midterm 2 covers Chs. 10—12 and 18--21 in the text and all lectures from Product Strategy
through Personal Selling. Exam is closed book, closed notes. No graphing calculators, cell
phones, or other electronic communications devices may be used for computations. Only
four-function, scientific or financial calculators are permitted.

Final Exam

Thursday, April 15 (8:20 – 10:10pm Eastern time)

Exam 3 covers Chs. 2, 7, 13--17, and 22 in the text and all lectures from Channel Strategy
through Global Marketing. Exam is closed book, closed notes. No graphing calculators, cell
phones, or other electronic communications devices may be used for computations. Only
four-function, scientific or financial calculators are permitted.

Exam Requirements:
It is crucial that students do the following steps for every exam:
 Test your computer and connection with the Honorlock Check quiz on Canvas.
Failure to follow these steps frequently requires us to administer a make-up exam, resulting in
multiple hours of work for me and /or other personnel. Such events will result in a five-point
penalty on the exam in question.

10
 EXAM PROCTORING AT WARRINGTON

The University of Florida requires that any assessment equivalent to 15% or more of a
student's final course grade must be proctored. This policy protects both the value of your
academic degree and your own time and effort in becoming a successful Warrington student.

For online proctored exams, you are expected to have:

 a working webcam and computer (restart your computer before your exam for the most
effective testing environment)
 Google Chrome
 a downloaded extension to your Chrome browser (Honorlock)
 a private workspace (if this is unachievable, contact an advisor ASAP by emailing
[email protected].)
 diligent attention to exam instructions (it's your responsibility not to get flagged for
cheating)
 prompt notification of your faculty of accommodations or extenuating circumstances that
affect your exam time or exam environment at the beginning of the term (at the very
least, two weeks before your exam)
 integrity to abide by all exam instructions and report any irresponsible peers

The Warrington College of Business is strongly committed to academic integrity and will

rigorously enforce violations of the UF Honor Code and/or additional Warrington academic
integrity policies. To be a successful student please read all instructions for any assignment
carefully, do not collaborate on individual exams, assignments, or homework, and review the
following best practices to be prepared.  

Best Practices for Preparing for and Taking an Honorlock Exam

Prior to Your First Exam

Prior to your first exam proctored using Honorlock:
 Review the Honorlock Student Guide, including the walk-through video:
https://warrington.ufl.edu/covid-19/for-students/honorlock-student-guide/
 Download and install the Honorlock extension from the Chrome Web Store:
https://chrome.google.com/webstore/detail/honorlock/hnbmpkmhjackfpkpcbapafmpepgmmdd
c
 Ensure that Chrome is not blocking third-party cookies and that the Chrome pop-up blocker is
disabled.
 Restart your computer to create the best opportunity for a good connection and faster
upload/download speed; do not open any extraneous programs or apps

Prior to Each Exam

To ensure that you can successfully complete the Honorlock authentication process, as well
as your exam, prior to each exam, ensure that you have all:
 Resources required by Honorlock, such as a government-issued photo ID or UF ID (see
Honorlock Student Guide for full list).

11
  Resources allowed by your instructor, such as scratch paper.
 Exam area requirements, such as a desk or table cleared of all materials not used during the
exam (see Honorlock Student Guide for full list).

Note: Be sure that you start the exam within the exam start window as directed by your
instructor. You cannot rely on the End and Due date found on Canvas to accurately convey
your allowed exam start window.

Accommodations
Be sure to inform your instructor at least one week prior to the exam if you have exam
accommodations on record with the DRC.
During the Exam
To avoid getting flagged for a post-exam integrity review, try to:
 Avoid any artwork or images behind you that include faces.
 Avoid speaking aloud during the exam.
 Only use allowed resources, as outlined by your instructor.

Tech Support
If you have any questions about completing an exam that is proctored by Honorlock, while in
the exam, you can access the live chat and phone options provided in the 24/7 Proctoring
Support section of the right-hand toolbar. You can also directly call (844) 243-2500 to reach
Honorlock support or 352-392-4357 for support from the UF Computing Help Desk.

These guidelines can also be accessed here:

https://warrington.ufl.edu/covid-19/for-students/honorlock-best-practices/

12
 More Information about the Canvas Quizzes

*** IT staff has recommended that you use Firefox or Chrome as your browser when you
are attempting the quizzes. You should not use the Canvas app, as that is known to be
unstable for taking quizzes. ***

The “Getting Started” Quiz. This is a zero-credit, 20-question quiz that MUST be completed
with a perfect score prior to attempting any of the ten for-credit quizzes. You have an
unlimited number of attempts to complete this quiz. To access the quiz, go to the Quizzes tab
on the toolbar at the left side of the course homepage; then scroll down to the bottom of the list
of quizzes.
The ten graded quizzes can be found under the Quizzes link on the toolbar at the side of the
course homepage. You should complete these quizzes yourself, without assistance from anyone
else. You may use your book or notes if necessary, but the intent is to prepare you for the exams
(as well as allow you to earn some points toward your grade). Each quiz attempt will be open for
60 minutes from the time the quiz is opened.
Each quiz is worth one point toward your final grade. There will be 3-4 quizzes that pertain to
each of the exams. Each quiz has ten randomly-generated questions, and you have three tries on
each quiz. If you achieve a score of at least 8 on any attempt, you will receive one point toward
your final grade. If you achieve a score of less than 8 on all attempts, you will earn zero points
for that quiz. (The random question generation means that you may see some questions more
than once, but most of the questions will be different each time you attempt a quiz.) You may
take the quiz all three times without penalty; only your highest score is used to assign your quiz
credit. (The maximum credit you can earn on any quiz is 1 point.)
The table below provides information about the ten quizzes. For each quiz, please note the time
period of availability. Once a quiz’s time period of availability expires, you will NOT be able to
take the quiz. Therefore, please schedule your time appropriately. Late completion of a quiz is
not an option under any circumstance.
After attempting a quiz, your quiz raw score (0-10) will be shown under Grades. Shortly after
the quiz availability for the class closes, your quiz score will be converted into quiz credits (i.e.,
0, or 1). Quiz Credits will be shown under Grades only after the quiz closes.

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 QUIZ SCHEDULE AND TOPICS COVERED

***ALL QUIZZES OPEN AT 5:00 PM EASTERN TIME ON THE OPENING DATE

AND CLOSE AT 11:55 PM ON THE CLOSING DATE***

TIME
LECTURE
RELATED QUIZ PERIOD OF TEXTBOOK
TOPIC(S) SEGMENT
EXAM NAME AVAILABIL- CHAPTER(S)
#
ITY
1/22/2021— The Marketing
Midterm 1 Quiz01 2 3
1/26/2021 Environment
Consumer
1/29/2021— Behavior and
Midterm 1 Quiz02 4 and 5 5 and 6
2/4/2021 Organizational
Buyer Behavior
Segmentation,
2/10/2021—
Midterm 1 Quiz03 Targeting, and 6 9
2/14/2021
Positioning
Product Strategy
2/24/2021—
Midterm 2 Quiz04 and New 8 and 9 10 and 11
2/28/2021
Product Strategy
Integrated
3/5/2021—
Midterm 2 Quiz05 Marketing 11 17
3/9/2021
Communication
3/17/2021—
Midterm 2 Quiz06 Personal Selling 13 20
3/21/2021
3/24/2021— Channel
Final Exam Quiz07 14 15
3/28/2021 Strategy

3/31/2021—
Final Exam Quiz08 Pricing Strategy 16 13-14
4/4/2021

Marketing
4/5/2021—
Final Exam Quiz09 Planning & 17 2
4/9/2021
Strategy
Marketing
4/10/2021—
Final Exam Quiz10 Implementation 18 22
4/14/2021
& Control

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GRADING SCALE:
Grades are based on the total of 200 possible points across all three exams, the 10 Canvas
quizzes and the 22 SmartBook assignments.
Grades will be assigned as follows:
A    185 and above
A- 179 to 184
B+  173 to 178
B    165 to 172
B- 159 to 164
C+  153 to 158
C    145 to 152
C- 139 to 144
D+  133 to 138
D    125 to 132
D- 119 to 124
E    below 119
This scale may be lowered if warranted, but it will not be raised under any circumstances.

Once the final course grading scale is set, it is set in stone. There will be no extra-credit work,
outside papers, etc. If you miss the next highest grade by one point you will have my
sympathy - but I will not change your grade!

The course note pack and the course web site contain sample copies of a set of past exam
items. It is unlikely that you will find duplicates of those questions in my current exams,
which are written from scratch each term. However, these "practice" exams (as well as the
online quizzes) will give you a basic idea of how my exams will look. Please note that
because different terms proceed at different paces, the practice exams may not cover the
same precise material that exams will cover this term.

Academic Honesty

University policy requires that I remind you of the commonsense values embodied in the
University Honor Code. I assume that you are all familiar with the policy on academic
honesty as stated on the following web page: https://sccr.dso.ufl.edu/policies/student-honor-
code-student-conduct-code/ . The following pledge will be assumed in regard to all
examinations: “On my honor, I have neither given nor received unauthorized aid in doing this
assignment.”

Because of the large size of the class and the use of multiple-choice examinations, some
students may be tempted to cheat on exams. DON'T. I do take students to honor court when
necessary.

15
Students with Physical or Learning Disabilities
Students requesting note-taking services or a testing accommodation must first register with
the Dean of Students Office. The Dean of Students Office will provide documentation to the
student who must then convey it to me when requesting accommodation. I am happy to
provide whatever accommodations are prescribed.

Student Privacy
You may not opt out of video recording of exams as that is a crucial part of proctoring. For
office hours, however, you are entitled to leave your camera off if you wish. If you do not
consent to being video or audio recorded, you may participate in office hours through the
discussion board or by emailing me or the TAs.

Course Evaluations
Students are expected to provide professional and respectful feedback on the quality of
instruction in this course by completing course evaluations online via GatorEvals. Guidance
on how to give feedback in a professional and respectful manner is available
at https://gatorevals.aa.ufl.edu/students/. Students will be notified when the evaluation period
opens, and can complete evaluations through the email they receive from GatorEvals, in their
Canvas course menu under GatorEvals, or via https://ufl.bluera.com/ufl/. Summaries of
course evaluation results are available to students at https://gatorevals.aa.ufl.edu/public-
results/.

More on the Exams:

Type of Exams:
 All of the exams consist of only multiple-choice questions. The questions are
similar to and infrequently may be the same ones as on your practice tests.
 Use the practice exams and “Tips from the TAs” to prepare for the tests.
What You May Use during Your Exams:
 You MAY NOT use any books, notes, or electronic devices (other than a
calculator) during the exams. No cell phones or graphing calculators!
 Plain scratch paper and a calculator.
 If the proctors find you are using any books, other written materials, or electronic
devices, you will receive a zero on the exam.
Posting Answers:
 The answers for each exam will be posted as soon as possible after the exam, so
you can see your score and possibly write a question appeal.
Test Question Answer Appeals:
If you want to appeal the posted answer to a test question, you need to follow
these steps.
1. Turn in your appeal by the date and time stated on the cover page of the exam.
2. Your appeal must be made via a Canvas ungraded survey for that exam (located
under Quizzes in Canvas). You may appeal no more than two questions, one per
submission of the appeals survey.
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 3. You must identify the question you want to appeal (based on an index phrase),
4. In your appeal you must cite a specific text or lecture reference that supports
your appeal, or your appeal will not be considered.
5. You may not cite practice exam questions, Smokin’ Notes, or outside materials
(e.g., websites) in support of your appeal.

Posting Grades:
 We will post grades on the class website after the test appeal period. This means
the grades will be posted 3-4 days after the exam.
 
Check Your Exam Scores:
If you think there may have been a mistake in your posted exam grade, you must
resolve it prior to the next exam. Contact a TA by email and state clearly what they
believe the scoring error is. If you do not resolve scoring errors before the next exam,
your score, even if it should have been changed, will not be modified.
How You Can Improve Your Grade
CLASS ATTENDANCE:
You may "attend" class by viewing the course on the Internet via Canvas. If you have
problems watching a particular video, contact the Technology Assistance Center
using the Student Help @ TAC button on the website, or post a discussion board
message about it. If you receive a “Media Decoding Error” you can try to fix this
using each of these methods (in this order):
 Try moving your time bar scroller in the video to just past the point of the error.
 Try viewing the video using a different browser.
 Try viewing the video using another computer / device.
ASK QUESTIONS:
On the surface marketing may appear easy, but it is much more complex than
some people think. After class, review the class notes and if you have questions,
visit a TA or send an e-mail. Remember, there is no such thing as a "dumb
question.” It is best for you to get answers to your questions before you take a test
and not later.

OTHER ADVICE:
1. Take notes. Then read them. Then read them again. Significant research in
psychology shows that people are better able to recall and use information that they
have written themselves and reviewed repeatedly.
2. Read notes written by other people (but not during exams!)
3. Read the book. Then read it again.
4. Use the practice exams to get used to the testing approach in this course.

EXTRA CREDIT
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The final course activity is designed to help you learn about research in marketing while also
contributing to the production of research among the faculty and graduate student researchers
in the Warrington College of Business. You may earn up to five (5) extra credit points toward
your final grade (see Grading Scale) in one (and only one) of two ways:

1) You can participate in research studies through the Behavioral Research Pool. These may involve
scheduled sessions in the Behavioral Lab or elsewhere, or online research studies. These studies
need to be completed by 5PM ET, Wednesday April 14 to count for extra credit.

or,

2) You can read academic journal papers about marketing and/or consumer behavior and submit a
short (400+ word) report summarizing each. You will receive one extra-credit point for each
paper report you submit. If you choose this option, you need to notify us of this choice (see below
for details) by 5PM ET, Sun. Jan. 31, and submit your papers by 5PM ET, Fri. April 2.

Note that you may choose to switch from Option 2 to Option 1 at any point but cannot select
Option 2 after January 31. If you do not select an option by January 31, you will be
assigned to the first option (research participation) by default.

Either form of participation in the Marketing Department Research Pool is entirely voluntary.

Research Pool General Information:

A Canvas (e-learning) website has been set up to provide students with information about the
Research Pool. There will be a link from your participating course site to this information
site. In the event that you want to access the Research Pool information site directly, the URL
is: https://ufl.instructure.com/courses/330958. The Lab Manager administers the Research
Pool, and can be reached at: [email protected].

IMPORTANT: Pool Participation During the Pandemic:

Because of the COVID-19 pandemic, operating procedures for the research pool will be
different for the Fall 2020 semester. Please read the following details carefully! Our ability to
protect your health as well as the health of other students and our researchers DEPENDS on
you following directions carefully.

Participation in the pool is managed through a web-based service called Sona Systems. The
website is located at: http://ufl-mkt.sona-systems.com. The research pool will open on 10 AM
ET, Tues. January 19. On this date, we will add the names of students who are currently
enrolled in a participating class to the system. There will be a single section of participants for
each participating class (MAR3023 and QMB3250). All students will be given the
opportunity to participate either through online research studies or through socially-distanced
face-to-face research studies in the Bryan Hall Behavior Lab. We have been granted the
ability to run studies in the lab using no more than eight participants at a time using social
distancing and a rigorous sanitization, ingress/egress, and behavior protocol. These studies
will last 45 minutes, but the procedures for getting participants into and out of the lab safely
will require additional time and participants’ careful following of directions.

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Lab participants must:
 Not have had contact with another coronavirus-positive person in the past 14 days.
 Be feeling well on the day of the study.
 Arrive to Bryan Hall 10 minutes before the stated time of the study.
 Bring and wear a face mask, covering both mouth and nose, AT ALL TIMES while in
Bryan Hall.
 Use hand-sanitizer both before and after the research study.
 Follow ALL researcher instructions at all times. Failure to follow directions will result in
immediate dismissal from the session, with no credit to the student.

We will do everything we can to make Lab studies safe for everyone, but we NEED YOUR
HELP to do this!

Because of the additional hardship and risk associated with Lab studies this Fall, participants
completing an in-person lab study will receive 2 research credits, while participants
completing an online study will receive 1 research credit. There will be at least ten online
studies throughout the semester, providing students ample opportunities to earn the max
credits in each (or both) classes. We cannot forecast the number of lab studies that will be
run, since this depends on researcher and participant interest and the continued health of the
UF community.

How to Participate:
After we have added students to the system, the system will send you an introductory email.
This will occur shortly after the pool opens at 10 AM on Tues. Jan. 19. If you choose not to
participate in the research pool, you can simply ignore this email when it arrives. (However, it
would be a good idea to keep a copy of it in case you later change your mind.) The
introductory email will contain your username (which is the same as your GatorLink
username) and your initial password (which is random). If you think that you will participate
in the research pool, you should log into Sona Systems once you receive this email. During
this first log-in, you will be required to change your password. You will be directed to take a
short on-line prescreening survey. This survey will ask you for some demographic
information and ask whether you want to participate in the pool through Option 1 or Option
2. If you choose to participate through Option 1, you will then be able to sign up for research
studies (either online or lab sessions) when they become available. If you choose to
participate through Option 2, shortly after the notification deadline (5PM ET, Sun. Jan. 31)
we will send you an email listing the papers that are assigned for you to review. You may
then read them and complete your reviews at your leisure and submit them online prior to the
submission deadline (5PM ET, Fri. April 2). If you choose to participate through Option 1,
you may sign up for studies as soon as they become available. However, you MUST first
complete the pre-screening survey before you will be able to sign up for research studies. We
will now describe the two participation options in more detail.

Option 1: Participating in Behavioral Research

Understanding how behavioral research is conducted is crucial to knowing its role in modern
marketing management. One simple, effective means to gain that initial understanding is for
you to personally participate in behavioral research. This option is designed to allow you to
earn extra credit through such participation. To select this option, open the introductory email
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from Sona Systems, log in to the system, change your password, and take the online
prescreening survey. This survey will describe the two options in detail and let you select one.
Select “Option 1 participate in research studies.” You will then be informed of research
studies as they become available. All participation credits need to be completed by 5PM ET,
Wed. April 14 to count towards extra credit. This option pertains to both online and lab
studies. You may participate in either or both types of studies according to your preference if
you select this option.

Option 2: Reviewing Behavioral Research

This option is designed to give you exposure to the research that marketers conduct by
reading and reporting on already completed studies that have been published in marketing or
consumer research journals. One example of such a paper is:

Chakravarti and Janiszewski (2003). The Influence of Macro Level Motives on Consideration
Set Composition in Novel Purchase Situations. Journal of Consumer Research, 30, 244-
258.

Students who select this option must declare their intentions no later than 5PM ET, Sun. Jan.
31. This will allow us time to find appropriate articles to assign to you. To declare your
intentions, open the introductory email from Sona Systems and take the online prescreening
survey. This survey will describe the two options in detail and let you select one. Select
“Option 2 review research.” If you fail to select this option by Jan. 31, you will automatically
be assigned the “Participating in Research” option by default, and that will be your only way
to earn extra credit points.

If you select this option, we will generate a list of research papers for you to review. We will
notify you of your assigned papers by email. You may download and read these papers at
your leisure, but you will need to submit your reports on the papers online in PDF format
prior to 5PM ET, Fri. April 2. This process will be spelled out when in the email containing
your paper assignments. Once you submit each review, we will read it and use TurnItIn to
check it against other reviews and the paper itself for plagiarism. If acceptable, we will award
the paper credit, which you can verify on at Sona Systems. Note that evidence of plagiarism
in these reviews will be treated the same as on any other class assignment and will result in
disciplinary action. It is your responsibility to ensure that the work in these reviews is fully
and demonstrably your own.

Tips for participating in the Research Pool:

1. Email communication: Sona Systems will communicate important information to you through
your GatorLink email address. It is your responsibility to monitor that email address if you want
to participate in the Research Pool. Please add sona-systems.net to your spam approved sites lists.
2. Logging in to Sona Systems: The first time you log in to the Sona Systems website, you MUST
use the password that we provided to you in the introductory email, sent on Tues. Jan. 19. If you
cannot locate this email, you will need to email the Lab Manager at
[email protected] and have him/her reset your password. Please check your
spam/junk folders for this email before emailing the lab manager. You will NOT be able to use
the “Forgot Password” function to retrieve your password if you have not previously logged in to
the site. (It will act like you are able to, but you will receive errors later in the process.)

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 3. Tracking and reporting credits: Sona systems will send you email receipts for every credit you
are awarded (and those that you are not awarded). You should retain these, but they are only for
your records. The Sona Systems website will track your credits. You are responsible for checking
the correctness of your credits on Sona. Each research pool point is worth one point on your
course scale unless your instructor informs you otherwise. If you are enrolled in both
participating courses (MAR3023 and QMB3250), you may earn up to the maximum in each
course (e.g. 10 total if each course allows 5 credits), but each study credit can only count towards
one course. You are also responsible for allocating your credits across the two classes. If you
want to make a change in how credits are allocated, you should email the Lab Manager your
intended change(s) and s/he will make them for you. All changes to your credit records NEED to
be made prior to the close of the pool (5PM ET, Wed. April 14). A day or two after the research
pool closes, the lab manager will send the credits to your instructor(s), who will then post them
on your course website. Your credits will NOT appear on your course website until this point.
Please do not email your course instructor about your extra credit points prior to them being
posted on your class website. They have no information about them before that point. Conversely,
after that point the Lab Manager cannot make any change to the credits, and any discrepancies
will need to be resolved with your instructor(s).

How to Succeed in MAR 3023: Insights from the Teaching Assistants

I ask my Teaching Assistants each term to put together their ideas on how best to succeed in
MAR 3023. All the TAs are excellent students (3.7 average GPA) and they all earned A’s
when they took the course. Each of their paragraphs appears below. I encourage you to read
through them for ideas that appeal to you and match your learning style.

Commonalities in their ideas are as follows (in order of most agreement):

1. Keep up with the lectures on a regular schedule (attend the “live” lectures if you can).
2. Read the chapters regularly, preferably in advance of the lecture on the same topic, but
certainly in the same week.
3. Take notes using the noteshells (the noteshells are not a substitute for note-taking; they
are a guide. The examples discussed in class help you to understand the concepts better;
write them down).
4. Make up flash cards (or buy the Study Guide that has flash cards in it) on key terms and
concepts as you go along—don’t wait until the last few days before the exam. Be sure to
include examples as well as definitions on the cards.
5. In your final preparation for the exams, take the practice exams (don’t just look them
over) and re-study those areas you missed questions on.
6. As you read/study, try to relate the concepts to your own personal experiences as a
consumer when you can. Reflect on the ideas; don’t just memorize them.
7. Be sure to take advantage of the opportunity to earn extra credit.
8. Take advantage of the TAs’ expertise—visit them during office hours.

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Try setting up a schedule for yourself for each week. For example:

Week 1 Attend lecture

Read Ch. 1
Make up flash cards over lecture and chapter

Week 2 Attend lectures

Read Chs. 3, 5
Make up flash cards over lectures and chapters
Review flash cards from Weeks 1 and 2

Etc.
.
.
.

Week 5 Attend lectures

Read Chs. 8-9
Make up flash cards over lectures and chapters
Review flash cards
Meet with a study group to review
Take practice exam

Individual tips from each of this semester’s Teaching Assistants follow:

SPRING 2021 TA TIPS FOR SUCCESS

Jade

Don’t let yourself get behind

Whether you are attending the lectures in person or watching them online, it is important to
make sure that you are not letting yourself get too behind, so that you are not cramming all of
the material in right before the exam. This will help you actually know the material, feel more
confident about it, and do better come test time. Find what days/ times during the week works
best for you that you can dedicate to the class, even if that means waking up a little earlier.
Study both the lecture material and the textbook
When I was taking the class, a lot of people made the mistake of only really studying the
lecture material for the exams. To do well on the exams, you MUST study both the textbook
and the lectures because the information goes together, but does not overlap as much as you
would normally assume. Taking notes on the learnsmarts and getting the noteshell from target
copy for lectures are a great way to ensure you are learning all of the material.
Take practice tests
This class has a lot of material to study when exams come around, so it may seem more
important to focus on the material more than practice tests, but it is crucial to take at least 3
practice tests so that you know what to expect on the exam. Make sure to create a study plan
that sets aside time for practice tests. They will help you feel a lot more confident and
prepared.
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Do the extra credit
The extra credit for this class makes a huge difference in and is really what brought me from
an A- to an A when I took it. It is so easy to sign up for the behavior labs and some of them
are even fun! I went to one where they gave us candy and one where they gave us kinetic
sand to play with. Try to sign up as early as possible so that you are ahead of the game, as the
majority
of people will wait till the end of the semester to sign up and the labs will fill up.

Ana

1. Make a Class Schedule

2. Watch lectures on the same day they are being recorded. If not possible, try to watch the
lecture before the next one is recorded. Just try to not fall behind! Watching four hours of
lectures in a day can be very tedious. 
3. Buy the Target Copy lecture notes or print them! They will help you take notes
efficiently.
4. Take (very detailed) notes on the examples discussed in class.
5. Read the chapters assigned from the book! There are concepts in the book that are not
covered in the lectures, but these are fair game for the exams.
6. Contact a TA if you do not grasp a concept or post your questions to the Discussion
Board. I strongly encourage you to read your peers questions! 
7. I recommend you take about a week to study for exams. Try to break down concepts by
complexity so you can dedicate more time to those that you are having a hard time
understanding.
8. I am here to help you succeed.

Bella

 Watch lecture in a timely manner – Although there are two, two-period lectures each
week, it’s important to watch them during the week they are uploaded. Professor Lutz
presents entertaining yet informative lectures that make class time pass by quickly! He
teaches at an appropriate pace and uses interesting yet relevant examples to further
explain concepts, which makes the information easier to remember. It’s important to stay
on top of the lectures because they can pile up quickly otherwise.
 Create a study group with 2-3 peers – Having classmates to study with makes all the
difference! Discussing the concepts out loud is great for determining what you may need
to focus on more (or less). In my experience, my weaknesses were my peers’ strengths
and vice versa. Talking through the material with others is beneficial for everyone
involved and eventually, bits of the conversations you have about the information stick,
which can come in handy when taking a quiz or exam.
 Invest in Smokin’ Notes – Smokin’ Notes is really helpful for this course. The packages
they provide include Class Notes, Chapter Summaries, Practice Exams, and Vocabulary
Cards. These resources complement the lectures and textbook chapters, all in one place.
Additionally, the information is presented in a way that effectively refreshes your
memory.
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  Take the practice exams – For each exam you take, Professor Lutz provides practice
exams from previous semesters. Take them all! It may feel redundant, but by taking all of
them, you get familiar with the types of questions asked and their wording. Sometimes,
very similar questions are asked on the actual exams you take. If you earn a low score on
the first practice exam you take, don’t panic. Take more and you will notice
improvement! It may also help to take these practice exams with your study group so you
can talk over questions you missed and better your understanding.
 Read the LearnSmart chapters and take notes – Even though reading a textbook
chapter is not the most entertaining assignment, it’s in your best interest to read those
assigned for this class. The LearnSmarts highlight the most relevant information, and
they grey out what you don’t need to worry about. Therefore, you know that what you’re
reading will likely appear on a quiz or exam. Along with reading the chapter, you should
take notes while you do so. This will emphasize the concepts that have already been
taught in lecture. Come exam time, you will simply need to review these notes instead of
relearning everything.
 Ask TAs for help when necessary – If you ever need help answering a question or
struggle to understand something, don’t hesitate to contact a TA for office hours or to
post on the Canvas discussion board. We are here to answer your questions and facilitate
your success in this course!
 Complete assignments on time – For the most part, each week demands a few tasks
from you. Whether it’s watching lecture, completing a couple LearnSmart chapters, or
taking a quiz or an exam, it’s important to stay on top of each. If you complete each of
these in a timely manner, it will further help you to learn the information gradually rather
than cramming the few days before an exam. Plan each week accordingly so that this
course is perfectly manageable and set up for success!

Ben

 Staying organized and having a good study plan is crucial for success in this class.
Especially with everything going on, a solid study schedule that works for you will help
immensely.
 Read the textbook! Not only are there some exam questions that come straight from the
text but reading it before attending the corresponding lecture will give you a good idea of
what will be discussed.
 Do the practice exams! In order to be successful in this class, you have to have a deeper
understanding of the fundamental concepts and definitions. By doing the practice exams,
you can assure yourself that you can apply the material to real-life examples and text
questions.
 Attend lecture! Dr. Lutz is one of the best lecturers at UF! His lectures will provide you
with the background knowledge you will need to be successful. A huge part of his lectures
is providing real-world examples of the concepts you will see on exams.
 Attend office hours! The TAs and Dr. Lutz are always willing to help you understand
concepts that you may find confusing.

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Brittany

 Watch the lectures and complete the textbook readings to succeed on the exams
 Keep up with the material to avoid falling behind
 The truth: You can definitely succeed in this class and achieve a good grade 
 Have a positive mindset and seek help whenever you need it, especially before you fall
behind
 I am here to support you so come to me with any questions!

Cristina

 Always watch the lectures. Do not skip any lecture, most of exams questions comes from
what Dr Lutz talked about. If you can attend the live lectures, they are really fun and
interesting.
 Take notes, make flash cards of definitions, and make chapter summaries
 If you don’t understand something, ASK until you do. For exams you need to be able to
identify definitions in problems, so it’s important to understand everything.
 Read the book and do the LearnSmart’s. It’s helps you remember what you’ve just read.
 Study the material at least a week before the exam!
 Do as many practices of past semesters as you can, it will help you get an idea of how the
exams questions are.
 Do the extra credit studies. They are easy and they can improve your grade a lot
 Come to TA and Dr Lutz office hours for any questions you have!

Kelsey

 Watch the lectures and be sure to take good notes.

 Complete all the LearnSmart assignments with the intent of learning that material from
the textbook, not simply the goal of finishing the task. This is a great way to learn the
course material and will help you familiarize yourself with the lecture materials as well.
 I found that the best way to prepare for the exams were to take the practice exams
provided on Canvas. These exams will help you figure out your weak spots in the course
material as well as familiarize yourself with the exam format.
 Try to achieve all the extra credit points available to you! These points will be of great
value to you as the semester closes.
 Contact your TAs if you have any questions!

Kyle

It is imperative to take notes on the readings and lectures, stay on top of assignments, and
study hard, but I found that by maintaining a positive mindset throughout the semester allows
you to achieve what you want from MAR3023. Often, we are met with disappointment,
whether it may be from an exam grade to losing in an intramural playoff game. What is
important, especially in this course is to stay positive and understand how to learn from your

25
mistakes. Take disappointments as an opportunity to grow as a student and a person. If you
do not achieve the grade you were shooting for on an exam, take the opportunity to change
your study habits and reassess what you are doing to prepare optimally for the next exam. If
you find that you may need to change the way you study, try implementing some of these into
your study schedule:
 Create flashcards for vocabulary words found bolded or italicized in the reading. Quiz
yourself and others within your study group!
 Discuss the material with others taking the course. Do not be afraid to reply to questions
on the discussion board. One of the best ways to understand the material is by teaching it
to others.
 Try to identify marketing concepts outside of class. I often find myself pointing out
things like product placement within movies or thinking about what segment of
individuals an advertisement is targeting. When you apply the material to your daily life
you find a deeper appreciation for marketing and a greater motivation to learn!
 Review the material well before the exam and take a practice test. Understand what you
missed, why you missed it and keep reviewing it. Stay positive throughout the semester!
You have numerous resources here to aid you through your journey of MAR3023,
especially the TA’s!

Lauren

MAR3023 is one of my favorite classes at UF! In order to be successful, I would recommend

watching all of the lectures. Dr. Lutz makes them really engaging and entertaining. I would
also make sure to read the textbook and take notes as you go. If you have a friend in the class,
you can collaborate and write notes together to encourage each other to stay on top of the
readings and lectures. When studying for the exams, make sure to give yourself enough time
to work on the practice questions provided to you on Canvas. Review the questions you get
wrong and practice those subjects to ace them next time. Good luck! 

Lily

 WATCH EVERY SINGLE LECTURE — His lectures are always entertaining to watch
and the examples he gives definitely help with breaking down the concepts. Do not over
rely on Smokin’ Notes to replace watching the lectures. They should be used more as a
refresher and not as your first time seeing the material.
 DO NOT CHEAT THE LEARNSMARTS — Do NOT use Quizlet or google to help you
find the answers, take the time to do it yourself and really comprehend the material.
 TAKE ALL OF THE PRACTICE TESTS — The practice tests are an accurate depiction
of what you will see on the real exam, so definitely take the time to complete as many as
you can. Make sure to go over every question you get wrong or guessed on and review
those concepts thoroughly.
 DO THE EXTRA CREDIT — The extra credits are extremely worth it. They can make
the difference between getting an A or a B in the class.
 GET A PLANNER — With the majority of classes online, it is very easy to lose track of
deadlines and miss class assignments. Having a planner can significantly help your
chances of success in this class, so definitely consider using one!
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  USE FLASHCARDS — There are several terms that need to be learned in this class.
Having flashcards can really help with understanding the definitions of each term.

Maria

 I strongly advise students to not leave studying for the exams to the last minute.
There is a lot of material to remember and memorizing it all a day or two before the exam
won’t be enough 
 I suggest making outlines of all the notes from the lectures and chapters in the book.
Flashcards could also be a great tool as there are a lot of vocabulary words and key
terminology that students need to remember 
 I recommend taking as many exams from previous semesters as possible before the exam. 
They are the best way to practice all the concepts and familiarize yourself with the
format of the questions that will be on the exam.   
 Try and take these practice exams early to have enough time to review your incorrect
answers and ask questions to either Dr. Cooke or the TAs about concepts that are still
unclear 
 I suggest taking the weekly quizzes having already reviewed the concepts taught in class 
and having read the chapters assigned in the book. This will be a great way to test which 
concepts have or haven’t been understood 
 Always try to stay up to date with the lectures and the chapters assigned in the book. This 
is a fast‐paced class, and it will be really easy to fall too behind 
 Complete all the extra credit opportunities! 
 Make sure to contact me or any of the TAs if you have any questions. We are a great
resource and are here to help you in any way that we can. 

Nicole

1. Try to actively engage in this class because you get out what you put in. This class
provides an explanation for a ton of the decisions you make in your everyday life and it’s
exciting to learn about.
2. If you have a hard time with a concept, the T.A’s and Professor Lutz are very
approachable and will try to explain the concept in a way that may help you get a better
understanding.
3. Review your notes at least every other day to make sure you remember what you’ve
learned.
4. Do all the practice test, they are very good at predicting your understanding of the
concepts on the exams
5. When you are studying for the exam, narrow down what you are having a hard time with
and rewatch parts of the lectures that review those sections.
6. Spend more time on the things you need help with and briefly review the concept you feel
confident about.
7. Think about how the concept relates to what you’ve seen in the marketing field. If you
can draw a connection to what you’ve learned and real-life scenarios, it’s easier to grasp
the concepts not just memorize them.

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Rachel

 Set a time to watch lectures each week to keep yourself on track and takes notes as you
watch to keep yourself engaged.
 Write down or print out the due dates of the LearnSmart assignments so you don’t miss
any easy opportunities to help your grade.
 When exam time comes around, make sure to give yourself enough time to study. I
always liked to make flashcards on Quizlet based on the Learning Objectives and any
additional concepts, terms, and examples that could show up on the exam. I would then
test myself and sometimes even practice with friends in a study group.
 Do every practice exam provided under the “Files” section of Canvas. For each question
you get wrong, make sure to look into why the correct answer is the right one and why
the one you selected is incorrect so you can learn and not make the mistake in the future.
It also gives you an idea of questions that will appear on the actual exam. I always felt
that this was the most beneficial part of my studying.
 Make sure to take advantage of the extra credit and exam appeal opportunities available!

Selin

1. Watch the lectures & don't fall behind! Exam materials come from topics covered in
lectures .
2. Do the extra-credit! Start early-on before it begins to fill up. 
3. Don't wait until the last minute to start studying. There is lots of material covered on the
exams, give yourself enough time to feel comfortable (at least 1 week before).
4. Take the practice exams Dr. Lutz provides you with! Very helpful, and gives you an
understanding of the exam structure. Go over practice exams twice if you have the
time!  
5. Come to TA and Professor office hours for any questions or concerns you have!

Sneha

o Watch the lectures AND read the textbook. While it may seem like a lot, the exams
are truly a 50/50 split between lecture material and textbook readings. So make sure to
keep up with both!
o Try to watch the lectures live at the actual scheduled time. With classes mostly still
online, its hard to find a structure. Treating this class like a synchronous class will allow
for some structure to your schedule and also keep you from falling behind on watching
lectures. (Trust me you don’t want to watch 12 hours’ worth of lectures the day before
the exam!)
o Make sure to take all the practice exams. Practice exams were one of the best ways
for me to prepare for the exams. It gives you an idea of question structures and usual
topics covered. 
o Do all the extra credits!! It can help your grade a lot and they usually take less than an
hour. 

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 o Start studying at least 1 week in advance because this class involves a lot of
vocabulary. The more time you have to process and memorize, the better! 

Taylor

1. Attend the live lectures if you can! This is so important and will make your life so much
easier. Staying on top of the class and just attending it in person twice a week will help
keep you up to date and avoid stressful last-minute cramming. Also, the class is
interesting and so relevant to today’s world. This makes the information way easier to
recall if you go in person!
2. Take the practice exams. There are usually four and the concepts, examples, and
phrasings are very similar to what you will encounter on the actual exam. It’s a great way
to become familiar and comfortable with this testing style which is different for every
course. Also, there are occasionally one or two repeat questions!
3. Know the definitions very well and pay attention to examples of scenarios/companies
given in lectures.
4. Get a planner so that you can organize your schedule and start the class right away! In the
past, I have made the mistake of not being on top of a class during syllabus week, but it
honestly is such a setback that can be hard to catch up from. Look at and plan around the
syllabus and attend the lectures as early on as possible. We have all taken online classes
where the lectures build up, and then you’re stuck stressed out and having to watch
twelve in a day. A personal organizer that outlines all of your commitments and what is
upcoming will help you allocate the time necessary to be successful.
5. Do the extra credit! I signed up for the experiments instead of the articles. The
experiments are very painless. I recommend participating in all five to receive all five
possible extra credit points. They are conveniently located in Bryan hall and are usually
just simply surveys that each take less than thirty minutes. Also, sometimes they have
free candy or snacks. These five points will definitely boost your grade in the class and
often make the difference for students whose grades are on the letter or plus/minus
border.

Tyler

1) Stay on top of Lectures– Follow the course schedule and keep up with the lectures. Dr.
Lutz adds important details to his lectures that may appear on the exams.
2) Stay on top of LearnSmart– Make sure to write down the due dates of the LearnSmart
chapter assignments and complete them on time. Missing these assignments can add up
and quickly lower your overall grade.
3) Complete Extra Credit– There are many quick and easy extra credit opportunities
offered throughout the semester. They can create that extra boost you might need, so you
definitely don’t want to give them up.
4) Complete Practice Exams– Start studying for the exams at least one week beforehand
and go through all of the practice exams that Dr. Lutz provides. Many of the same
concepts will appear on the real exams, and doing all of the practice ones doesn’t take
that much time.

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5) Get help when needed– Definitely take advantage of all the TAs available to assist when
you need us. Many tricky concepts, especially those dealing with formulas, could take
some extra practice and clarification. Feel free to reach out at any time and look at the TA
schedule on the “TA Corner” for our office hours.

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