Retail Management

The retail sector of the US economy is incredibly vast. That’s because anytime a product is bought or sold, a retail transaction has taken place. Retail is the largest non-farm sector of employment in our nation. And with retail management growing at 5% a year with projections for continued growth, the number employment opportunities in this field is steadily rising.

That’s why we’re offering a concentration in Retail Management. With this concentration, you’ll focus on retail and sales management knowledge and skills that will prepare you for a career path in this sector, including in store management, buying, sales forecasting, customer sales, product development and sales force management. Potential employers range widely, including from small, privately run businesses to large retail stores, with positions based in various settings, such as corporate headquarters offices or local retail chain stores, among others.

You’ll learn the theory and principles of the retail industry, evaluate contemporary retail business issues, understand the key fundamentals of effective leadership and team dynamics in a retail environment, and identify, analyze and forecast retail trends in the acquisition of products and manufacturing of goods.

And you’ll experience the Nichols difference: a student-centered, experiential approach to learning with a basis of theoretical and practical knowledge. Combined with our focus on career readiness and our leadership programs, you’ll be well-prepared for a dynamic career in this field.

Courses & Requirements

A student pursuing a Bachelor of Science in Business Administration degree with a concentration in retail management is required to complete 120 credit hours (approximately 40 courses), including courses from our Business Core Curriculum and General Education Core Curriculum, as well as these required courses and 2 electives:

Required concentration courses

Retail Management

The purpose of this course is to introduce the student to the world of retailing from a managerial viewpoint. This course addresses three key issues that the retailer faces: How to best serve customers while earning a fair profit; how to stand out in a highly competitive environment where customers have so many choices; how to grow the business while retaining a core of loyal customers. We will be studying the elements that comprise the retail mix, including omni-channel retailing; consumer buying behavior; retail market strategy; selecting the retail site/arena locations; supply chain management; store layout, design and visual merchandising; and customer service.

3 credit hours, 1 semester


This course examines the theory and quantitative concepts related to retail buying and merchandising. An examination and exploration of merchandising management is undertaken through the utilization of role playing, simulated management activities, case study analysis and computer applications. Topics will include merchandise management including visual merchandising, store operations, evaluation and control, financial strategies, buying and selling, retail information systems, promotions and inventory control, including planning and pricing. Prerequisite course: Retail Management.

3 credit hours, 1 semester


An internship serves as a key component of your experiential learning in the retail industry. The course objective is to gain work experience in a retail setting. Students may select an internship based on their interests. The faculty and Career and Professional Development Center are available to assist students in this search. There is a 120 hours of work required over the course of the semester and completion of a comprehensive project overview upon completion of the internship. Prerequisite courses: Human Resource Management, Retail Management.

3 credit hours, 1 semester 

Retail Strategies & Current Trends

This course is the capstone of the Retail Management concentration. Pulling from the business disciplines of communication, marketing, accounting, economics, finance and ethics, the student will demonstrate mastery of Retail Management through understanding and presentation of case studies, focused on current strategies and trends in retail. Six case studies will make up the core of this class with a comprehensive analysis of a selected retail business serving as the final course metric. Prerequisite courses: Human Resource Management, Retail Management, Sales Management.

3 credit hours, 1 semester 

Additional courses for this concentration

Required Courses

HRM 213 Human Resource Management

This course introduces students to the fundamental practices involved in effective human resource management, such as recruiting, performance evaluation, compensation, employment law, and employee rights. HR theory and practice is emphasized within the context of improving organizational productivity and developing employee potential.

MKCM 361 Consumer Marketing

Examination of the consumer marketing process. This includes analysis and planning of consumer marketing programs with investigation of consumer decision making and buying patterns. Includes written case analyses and presentations.

Prerequisite: MKCM-202.


MGMT 337 Project Management

The purpose of this course is to introduce students to project management and how the role of project manager can enhance the success of both large and small projects within a business. Students will gain an understanding of the nine different project management knowledge areas and the five process groups: initiating, planning, executing, controlling, and closing, and apply these as a framework and context for managing information technology projects.

Prerequisite: MGMT-226.

MGMT 389 Mgmt of Innovation & Change

This course focuses on the strategies and tactics for conceiving, developing, initiating and managing innovation and change within an established corporate structure. Topics include attributes of corporate entrepreneurs, bases of creativity and innovation, interpersonal and interdepartmental relationships, promoting innovation and change within the corporate structure, organizational politics, strategic organizational changes, and corporate culture.

Prerequisite: MGMT-226.

EPS 386 Sales and Marketing for Entrepreneurs

The emphasis of this course is on the development and management of successful entrepreneurial selling and marketing skills, ecommerce, and effective communication skills and tools for entrepreneurs. Successful completion of this course would enable the student to create and execute a successful marketing plan for the introduction of their business to the marketplace, including the virtual marketplace and would provide the student with the fundamental business communication tools and skill sets necessary for the operation of their company.

Prerequisite: MKTG-202.

HRM 344 Developing and Motivating Human Potential

Hiring qualified talent is no guarantee that these employees will achieve their potential. Without nurturing, much of this talent will remain untapped and wasted. High performing workforces are the result of continuous development and effective motivational strategy. Based on sound motivational theory, this course examines why people work and what organizations should know and do in order to create winning teams.

Prerequisites: HRM-213, PSY-151 SOC-161, and SOC-165.

MKCM 362 Business Marketing

An examination of the process of marketing to business, institutional, and governmental markets. The course focuses on business buyers and the development of marketing strategies for business goods and services.

Prerequisite: MKCM-361. MKCM-202 and a minimum of-42 completed credits

MKCM 436 Sales Management

An investigation of the functions and activities of sales managers. Topics include recruiting, organizing, training, compensating, leading, motivating, and managing the sales force.

Prerequisite: MKCM-361. MKCM-202 and a minimum of-42 completed credits

SMGT 464 Sponsorship and Sales

This course is designed to offer hands-on, practical experience in creating and implementing a sponsorship and sales plan. Groups will create marketing surveys, develop sponsorship proposals, identify and contact potential buyers, conduct negotiation and sales, learn activation techniques, and evaluate sponsor packages.

Prerequisites: SMGT-251, and SMGT-352.


  • Leonard Samborowski

    Leonard Samborowski
    Assistant Professor of Management / Management Program Chair

  • Megan Nocivelli

    Megan Nocivelli
    Assistant Professor of Marketing

  • Heather Richards

    Heather Richards
    Faculty Associate/Academic Advisor for the Undergraduate Adult Education Program

  • Domenic Cornacchioli

    Domenic Cornacchioli
    Adjunct Professor