Master's Theses


Economics, Finance, & Accounting

Degree Name

Master of Science (MS)


The problem and purpose of this study was to examine the marketing management training programs of eight oil companies and find if these programs contained the types of training thought to be most needed in the area of marketing and sales management. These needs include training and development in management principles, marketing and communications techniques, leadership qualities, and development of self and others. A model program was constructed to include these training needs. The company programs, as given in literature supplied by these same companies, were examined and compared to the model program. Five of the eight company programs studied did not meet the requirements of the model. It was pointed out where the programs met requirements and where they were found lacking. The eight companies included in this study represent the oil companies that held interviews at the Fort Hays Kansas State College campus during the 1967-1968 school year. The information for this study was gathered from available texts and periodicals, and from unpublished correspondent material supplied by the eight oil companies studied.


Dr. Milburn Little

Date of Award

Spring 1969

Document Type

Thesis - campus only access


© 1969 Max Jay Austin


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