T343--Electronic Media Sales

Dr. Potter--Fall Semester 2011

Course Requirements

Unit Exams (15% each, total of 30% of your final grade):

There will be two unit exams. Each will consist of 50 points of objective questions (multiple choice, true or false, etc.) and 50 points worth of short answer/essay questions. You will be given a list of potential essay questions one week prior to the exam. Therefore, your answers are expected to be well-thought out and clearly written. You may submit draft answers to the essay exams (up to 24-hours prior to the exam) for Dr. Potter's comments if you wish.

Exams will be given in class on the dates scheduled. Alternate days and/or times for taking the tests will be made in the case of documented family emergency, documented personal illness, as indicated by Disability Services for Students (DSS), or for absences required for documented IU-sponsored activities (i.e., athletics, performing arts, etc.).

If you are entitled to accommodations via DSS, it is YOUR responsibility to contact me at least one week prior to each scheduled exam date in order for me to make arrangements. Do not expect to show up the day of the exam and have me find a separate room for you.

Reading-Annotation Points on Unit Exams:

T343 will be utilizing an electronic textbook which you can access through Oncourse. Far more than a mere PDF of the book itself, this ebook allows you to make notes, add highlights, insert web links to related content you find, and ask Dr. Potter questions. The textbook contains a lot of valuable information from experts in media sales. And, in order to encourage you to read it, to think about it, and try to apply it to other things you know or encounter, "top up" points will be awarded on your unit exams for evidence that you have done so.

These points will be awarded for each chapter assigned. BUT you must complete your annotations by the Friday of each week in order to receive credit. So, for example, Chapters 1 & 2 are assigned for Wednesday. In order to receive reading points on the Unit 1 exam for these chapters your annotations must be completed by 5pm on Friday.

A maximum of 1 point per chapter will be awarded. Here is how you can earn those points:

Highlighting--You will receive 1/2 a point (.5) if you use the highlight tool to mark what you think are key points in the chapter.

Added Content--You will receive 1 point if you use the annotation tool to add meaningful content to the discussion. This can be information you have learned from another class, a link to a related article or website, etc. Dr. Potter/the AI will have final say in what constitutes "meaningful" added content.

Case Studies (15% each, total of 60% of your final grade):

There are four of these over the course of the semester:

The first two will each result in a written document completed by each student individually. Students will use concepts learned through textbook reading and class lectures to respond to a case.

The final two case studies will be a group project. Each group will submit a written document responding to the case, give an oral presentation to the class, and enter into a negotiation with Dr. Potter and the AI as the sales prospect.

Attendance (5%):

Six of the class meetings have already been randomly selected as attendance days. If you are in class for all 6 of those days, you'll receive 100% for this grade category. If you are here for 5 of those days, you'll receive 95%. If you are here for 4 of them, a 85% and so on. I will do my best to make this a course you want to come to. If I succeed, then this should not be an issue. My suggestion to you, however, is that if you are out of class for an "excusable" reason, find out from a classmate if you missed an attendance day. If you did, please bring me your written excuse.

Electronic Media Research Experience (5%):

One of the ways that more is learned about the impact of electronic media is through careful research on how people process it. A lot of that research is conducted right here in this department. Part of your grade in this course will require you to have experience in the research process. One way to do this is to participate in a research study conducted in the department. Occasionally, graduate students or other professors will come into class and ask for volunteers. Do this once, and you've fulfilled this requirement for this class.

You may not use an experiment that you participate in for another class to fulfill this requirement for T343.

Another way to fulfill this includes attending a research lecture somewhere on campus and writing a 2-page paper discussing what you learned. The lecture must be Pre-Approved by Dr. Potter.

Finally, you can fulfill this by reading a research article from Journal of Personal Selling & Sales Management and writing a 2-page summary of it. You may search for this journal and obtain PDFs of its contents through IUCAT.

Extra Credit:

You may then participate in a second research study in order to receive 5% worth of extra credit on a unit exam score. Again, the article/lecture summary option is available as an alternative for this extra credit option.

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