BUAD BAEP BUCO FBE FIM GSBA IOM MOR MKT

The terms indicated are expected but are not guaranteed. For the courses offered during any given term, consult the Schedule of Classes

Business Administration (BUAD)

020x Survey of Business Administration (3, FaSp) Survey of the important topics in business administration, including marketing, accounting, finance, management information systems, leadership, business communication, and human resource management. Not available for degree credit to USC undergraduates. (Duplicates credit in former BUAD 294.) Recommended preparation: 2-5 years management experience.

040 Executive Development (4) Problems and cases in contemporary management and business economics in American society. Graded credit/no credit. Open only to participants in managerial institutes and executive programs sponsored by the Marshall School of Business. Open to USC employees. (Duplicates credit in former BUAD 494.)

100x Economic Foundations of Finance (2) Economic concepts underlying finance: scarcity, choice, and market resource allocation. Basics of financial asset valuation. Consideration of time-value of money and evaluation of risk. Graded CR/NC. Not available for major credit.

101 Freshman Honors Colloquium (2) Colloquium of leading researchers, authors, and administrators in the Marshall School of Business and other schools at USC. Graded CR/NC.

215x Foundations of Business Finance (4, FaSp) Principles and practices of modern financial management; use of financial statements; valuation of investment; asset pricing under uncertainty; elements of financial decisions. Not available for credit to business majors. Prerequisite: BUAD 100x and ACCT 410x.

250ab Core Concepts of Accounting Information (a: 4, Fa; b: 4, Sp) a: Accounting information in decision-making from the perspective of users and preparers; development of the basic accounting model and issues concerning income and cash flows. Corequisite: PDP 101x, ECON 203. b: Continuation of financial and managerial accounting information in decision making, focusing on accounting issues involving economic resources, debt, and equity capital. Duplicates credit in former BUAD 280, BUAD 301 and BUAD 305x. Prerequisite: BUAD 250a; corequisite: ECON 205.

302 Business Communication (4, FaSpSm) Theory, practices, and techniques essential to external and organizational communication; interpersonal communication; development of skill in presenting oral and written reports.

302T Business Communication (4, FaSp) (For Accounting majors only) Theory, practices, and techniques essential to external and organizational communication; interpersonal communication; development of skill in presenting oral and written reports. (Duplicates credit in BUAD 302.) Prerequisite: concurrent registration is required in ACCT 350 and ACCT 351.

304 Organizational Behavior (4, FaSpSm) The environments and technologies of business and industrial organizations, processes of work group development and management, and their effects on individual behavior.

305x Abridged Core Concepts of Accounting Information (4, FaSp) Uses of accounting information in decision-making; accounting issues concerning income and cash flows, economic resources and capital. Duplicates credit in BUAD 250ab. Open only to students with two transferable "Principles of Accounting" courses from a two-year or four-year institution.

306 Business Finance (4, FaSpSm) Financial problems of business enterprise; function of financial manager; sources of funds; instruments, institutions, and practices of finance; problems of financial management using case studies. Prerequisite: BUAD 250a or BUAD 305x.

307 Marketing Management (4, FaSpSm) Develops a managerial viewpoint in planning and evaluating marketing decisions of the firm: products, pricing, channels, promotion, information processing, legal implications, and marketing in contemporary society.

310 Applied Business Statistics (4, FaSpSm) Statistical methods for business analysis; data exploration and description; sampling distributions; estimation; hypothesis testing, simple and multiple regression; model building. Extensive computer applications. Prerequisite: MATH 218.

311 Operations Management (4, FaSpSm) Learn the fundamentals of operations management and acquire skills to analyze, manage and improve production processes. Topics include: project/total quality/materials management and just-in-time production.

313 Advanced Operations Management (4, FaSp) Topics include: project management, total quality management, materials management, JIT production, scheduling and business process reengineering. Open to honors track students only. This course is for exceptionally well prepared students. Prerequisite: BUAD 310 or 312.

350 Macroeconomic Analysis for Business Decisions (4, FaSpSm) Behavior of economic indicators over business fluctuations, economic growth, monetary and fiscal policy, exchange rate movements. Prerequisite: ECON 203, ECON 205.

351 Economic Analysis for Business Decisions (4, FaSpSm) Theory of the firm in the enterprise system; profits, demand, and cost analysis; market competition and resource allocation; problems of size efficiency and growth. Prerequisite: ECON 203, ECON 205 and MATH 118.

390 Special Problems (1-4) Supervised, individual studies. No more than one registration permitted. Enrollment by petition only.

403 Legal Environment of Business (4, FaSpSm) Legal principles in a business framework; theory and problems involving the present and future legal environment within which business operates.

403T Legal Environment of Business (4, FaSp) (For Accounting majors only) Legal principles in a business framework; theory and problems involving the present and future legal environment within which business operates. (Duplicates credit in BUAD 403.)

490x Directed Research (2-8, max 8, FaSpSm) Individual research and readings. Not available for graduate credit. Prerequisite: departmental approval.

491 Honors Seminar (2, max 4, FaSp) Advanced study of a selected topic in business administration. In-depth exploration of relevant theories and methods of analysis. May be repeated for credit once. Prerequisite: admission to Honors Program.

492 Global Business: Country Risk Assessment (4, Sm) Business and management issues in a global setting with emphasis on country risk assessment and its relationship to decision making. Prerequisite: BUAD 306 and departmental approval.

493x Dean's Seminar (2-3) Overview of starting and developing a new business. Discussions with successful business leaders and entrepreneurs. Not available for students admitted to the Entrepreneur Program. Senior or graduate standing in business or engineering or departmental approval. Graded CR/NC.

495 Practicum in Business Issues (Internship) (2) Combined classroom discussion and field application of business theories and practices; part-time employment. Project to be jointly defined by student, employer and professor. Junior or Senior standing. Graded CR/NC.

497 Managerial Decision-Making and Planning (4, FaSpSm) Examination of managerial decision-making, planning, and policy under changing environments; readings, cases, exercises, simulations. Prerequisite: BUAD 250b or BUAD 305x, BUAD 302, BUAD 304, BUAD 306, and BUAD 307; corequisite: BUAD 311.

499 Special Topics (2-4, max 8, Irregular) Examination of current literature relevant to the total and changing environment in which business operates. Prerequisite: departmental approval.

Business Administration Entrepreneur Program (BAEP)

450x Fundamentals of Entrepreneurship (4, FaSp) Starting and managing one's own business: developing a viable concept, organizing the enterprise, market and financial planning, and controlling the organization. Not available for credit to Entrepreneur Program majors, undergraduate or graduate.

451 The Management of New Enterprises (4, Fa) Development of analytical and conceptual skills in entrepreneurship and venture management.

452 Cases in Entrepreneurship (4, Fa) Case analysis of problems encountered in the management of new enterprises.

453 Venture Management (4, Sp) Design and application of organization structures and systems in management of new ventures.

454 The Entrepreneurial Business Plan (4, Sp) Development of a detailed plan for starting and owning an enterprise.

550x Entrepreneurship and Venture Management (3, FaSp) An overview of entrepreneurship and venture management. Not available for credit to entrepreneurship majors, undergraduate or graduate.

551 Introduction to New Ventures (3, FaSp) Study and development of analytical and conceptual skills in the management of new enterprises and new ventures within large organizations.

552 Cases in Feasibility Analysis (3, Fa) Study of analytical techniques used to evaluate business concepts and new business development.

553 Cases in New Venture Management (3) Cases and readings expose students to the challenges of developing long-range strategies for entrepreneurial ventures. Emphasis is on developing new industries, growth through strategic alliances, and issues involved in the long-range strategic positioning of emerging companies.

554 The New Venture Business Plan (3, Sp) Creation of an operating plan for starting or managing fast-growing ventures. Prerequisite: BAEP 552.

555 Management of Rapidly Growing Ventures (3, Sp) Exploration and analysis of the operational and financial issues entrepreneurs confront when managing a rapidly growing venture.

557 Technology Transfer (3, Irregular) Focus of the course is on the identification, evaluation and commercialization of new technologies. Emphasis will be placed on the legal, financial and marketing aspects of technology transfer and development. Departmental approval is required.

558 The Entrepreneurial Advisor (3, Irregular) Site visits to five middle market firms and meeting their CEOs. Papers based on the problem or opportunity posed by the entrepreneur will be required.

Business Communication (BUCO)

445 Oral Communication in Business (4, Fa) Oral reporting; management briefings; listening; interviewing; conference and committee leadership; employee training in communication; laboratory cases and simulations. Prerequisite: BUAD 302.

485 Business Communication Management (4, Sp) Communication environment; managing communication activities; communication through intrafirm publications; research methods; report and proposal preparation; communicating institutional policy. Prerequisite: BUAD 302.

533 Managing Communication in Organizations (3, FaSp) Analyze, design, develop, and present theory-based communication solutions and strategies to sophisticated interpersonal, group, organizational, and environmental communication issues and problems. Recommended preparation: GSBA 523.

Finance and Business Economics (FBE)

200x Economics of Individual Real Estate Decisions (4, FaSp) Economic and financial aspects of individual real estate decisions: topics in real estate decisions for the individual; economic and financial aspects of rental, ownership, financing and investment decisions; market evolution, economic conditions, regulation and capital markets. Open to all majors. Not available for credit as a senior options course for business majors or for students in the real estate option.

324 The Financial System (4, Fa) Financial intermediaries in the flow of funds; aggregate financial asset analysis; money markets and interest rates; government debt and its economic effects. Prerequisite: BUAD 352 or BUAD 350 or BUAD 351.

365 Introduction to Urban Real Estate (4, FaSpSm) Urban real estate resources, definitions and background; financial aspects of real estate markets and investments; urban and regional real estate markets and the development process. Prerequisite: BUAD 306.

386 Intermediate Financial Management (4, FaSpSm) Development of analytical and conceptual skills for financial decision-making. Prerequisite: BUAD 306 and BUAD 310.

402 Government and Business (4) American mixed capitalism, welfare, market failure, and the role of government in business; regulation and the public utilities, antitrust policy, and current topics in regulation-deregulation.

413 Business and Property Law (2, Sp) Business problems involving law of accountants' liability, bailments, debtor-creditor relations, bankruptcy, community property, real property, titles, conveyancing, liens, inheritance, trusts. Prerequisite: BUAD 403.

416 Managerial Economics (4, Fa) Application of microeconomic theory to problems of the firm, quantification of demand and cost relationships; pricing policies. Prerequisite: BUAD 311, BUAD 351.

421 Financial Analysis and Valuation (4, FaSp) This course develops and uses tools of financial analysis to evaluate the performance and assess the value of individual companies in an industry context. Prerequisite: FBE 386.

425 Management of Financial Institutions (4, FaSpSm) Management problems of banks, savings and loans, and insurance companies; pricing of services; branching; lending criteria; asset and liability management. Prerequisite: FBE 324 or departmental approval.

427 Real Estate Law (4, FaSp) Principles of law regarding real property transactions; buyer-seller, debtor-creditor, landlord-tenant relationships; environmental law and land use control; investments and syndication.

431 Financial Policies and Corporate Control (4, Fa) Provide student with a solid foundation in the theory of modern corporate finance. Emphasis on determinants of corporate debt and dividend policies, allocation and value of corporate voting rights and alternative methods of security issuance and retirement. Must have 3.2 GPA to register for course. Prerequisite: BUAD 306.

432 Corporate Financial Strategy (4, FaSp) Linkage between financial theory and policy and corporate strategy, the role of financial managers in developing corporate strategy; applications of concepts and techniques using cases. Prerequisite: FBE 386.

436 Financial Management of Multinational Corporations (4, FaSpSm) International scope and dimension of financial planning; working capital management; financing and investment decisions of multinational corporations. Prerequisite: FBE 386.

437 Financial Management for Developing Firms (4, Fa) Internal financial management of developing firms. Cash flow analysis; capital budgeting; sources of financing; risk analysis; measurement of profits; and mergers and acquisitions.

440 Trading and Exchanges (4, Sp) Theories, practices, and technologies of trading at exchanges and in dealer networks. Sources of liquidity, volatility, profitability, and institutional change. Domestic and international public policy issues. Prerequisite: FBE 386.

441 Investments (4, FaSpSm) Theories and applications of investment decision making; the behavior of security prices, portfolio theory, asset pricing models, market efficiency, bond valuation and term structure, derivative securities. Prerequisite: FBE 386.

442x Intermediate Financial Accounting for Non-Accounting Majors (4, Sp) In-depth study of balance sheet, income statement, and cash flow statement issued from the perspective of a user (not preparer) of corporate financial reports. Not available for credit to accounting majors. Prerequisite: BUAD 250b.

443 Introduction to Forecasting (4) Survey of forecasting techniques; time series analysis; seasonal adjustment; regression analysis. Prerequisite: BUAD 310; BUAD 350 or BUAD 351 or BUAD 352.

458 Law and Finance (4) Impact of law and regulation on financial markets; securities regulation, corporate finance, financial instruments, commodities regulation, mergers and acquisitions, leveraged buyouts, tender offers, and bankruptcy.

462 International Trade and Commercial Policy (4, FaSp) Commercial policies and treaty relationships; examination of export-import problems and national policies influencing world trade and finance. Prerequisite: ECON 203, ECON 205.

464 International Finance (4, FaSp) Introduction to the international financial system: foreign currency spot, forward, futures, options markets; exchange rate determination under flexible and fixed rate regimes; foreign exchange risk and elementary hedging techniques; Eurobanking. Prerequisite: BUAD 310, BUAD 350.

465 Real Estate Valuation (4, FaSpSm) Appraisal theory and methodology; feasibility studies and investment value analysis of urban real estate. Prerequisite: FBE 365.

466 Management of Real Property Development (4, Sp) Case study analysis of real estate development, combining consideration of macroeconomics, finance, legal aspects, marketing, and construction technology. Development proposals will be prepared and presented. Prerequisite: FBE 489, CE 460, and completion of a summer internship.

489 Real Estate Finance and Investments (4, FaSp) Capital markets, determination of interest rates; institutional aspects of real estate finance; sources of mortgage capital, investment concepts and their relationship to optimal financing strategy. Prerequisite: BUAD 306, FBE 365.

516 Economics of Pricing, Compensation and Control (3, Sp) Applications of economics to business pricing and compensation decisions. Pricing topics include price discrimination, demand relationships across time and product lines, strategic uses of prices, and antitrust considerations. Compensation topics include incentive alignment, employee risk aversion, human capital investment, and job market signaling. Recommended preparation: GSBA 511.

524 The Financial System (3, FaSpSm) Financial intermediaries in the flow of funds; aggregate financial asset analysis; money markets and interest rates; government debt and its economic effects. Prerequisite: GSBA 511; GSBA 521b or GSBA 548; GSBA 526 or GSBA 549.

525 Financial Institutions (3, FaSp) Application of economic and financial analytic techniques to the managerial problems of financial institutions in the modern market environment. Prerequisite: GSBA 521b or GSBA 548.

526 Macroeconomic Analysis for Business (3, Sp) The economic environment of business: American economic and social goals and policies and their impact on business; growth, stability, and the new priorities; international forces influencing business.

527 Financial Management for Developing Firms (3, FaSp) Internal financial management of developing firms. Cash flow analysis; capital budgeting; sources of financing; risk analysis; measurement of profits; and mergers and acquisitions. Prerequisite: GSBA 521b or GSBA 548.

529 Financial Analysis and Valuation (3, FaSp) An applications-oriented course to develop the financial and accounting tools required to do financial planning valuation and assessment of financial performance. Prerequisite: GSBA 521b or GSBA 548.

531 Corporate Financial Policy and Corporate Control (3, Fa) Theory of modern corporate finance; determinants of corporate debt and dividend policies, allocation and value of corporate voting rights and alternative methods of security issuance and retirement. Prerequisite: GSBA 521b or GSBA 548.

532 Corporate Financial Strategy (3, FaSp) Linkage between financial theory and policy and corporate strategy; the role of financial managers in developing corporate strategy; applications of concepts and techniques using cases. Prerequisite: GSBA 521b or GSBA 548.

543 Microeconomic Forecasting (3, Fa) Introduction to applied regression analysis for business forecasting and financial planning; evaluation of alternative forecasting techniques; econometric model building for microeconomic prediction. Recommended preparation: GSBA 511 and GSBA 524.

554 Trading and Exchanges (3) Theories, practices, and technologies of trading at exchanges and in dealer networks. Sources of liquidity, volatility, profitability, and institutional change. Domestic and international public policy issues. Prerequisite: GSBA 521b or GSBA 548.

555 Investment Analysis and Portfolio Management (3, FaSpSm) Analysis and management of common stocks and fixed income securities; development of modern portfolio theory and the efficient market hypothesis; organization of securities markets. Prerequisite: GSBA 521b or GSBA 548.

556 Seminar in Applied Portfolio Management (3, Sp) Provides direct experience in managing equity funds and an exploration of empirical and theoretical approaches to the current state of security analysis and portfolio management. Prerequisite: FBE 555.

558 The Legal Environment of Finance (3, FaSp) Impact of law and regulation on financial institutions, markets, and securities; corporate finance, mergers, acquisitions, bankruptcy, regulation of banks and other industries. Prerequisite: GSBA 521b or GSBA 548.

559 Management of Financial Risk (3, Fa) Analysis of commodity, futures, and options contracts; theoretical and empirical approaches; spot and futures price relationships, speculation and hedging strategies; market efficiency. Recommended preparation: GSBA 521 or GSBA 548.

562 Current Issues in International Finance (3, FaSp) International monetary relations, financial markets, and institutions; theory and evidence of alternative approaches to balance of payments; current policy evaluation. Recommended preparation: GSBA 511 and GSBA 526.

563 Theory of International Trade (3, Sp) Comparative advantage and gains from trade; factor proportions and efficiency; factor price equalization; terms of trade; tariffs, customs, unions and trade agreements. Recommended preparation: GSBA 511 and GSBA 526.

564 International Financial Management (3, FaSp) Financial management of the multinational firm; legal entities and taxation abroad; risk in foreign operations; strategies in foreign exchange, money and capital markets and institutions. Prerequisite: GSBA 521b or GSBA 548.

565 Economics of Urban Land Use: Feasibility Studies (3, Fa) Economic, market and financial analysis related to feasibility of real estate development; theory and case analysis. Prerequisite: FBE 589 or GSBA 511 or GSBA 521b or GSBA 548.

570 Practicum in Real Estate (3, Sp) Feasibility, economic and financial analysis of actual real estate investment opportunities; field experience in obtaining financing and packaging ventures. Recommended preparation: FBE 589 and FBE 591.

588 Advanced Real Estate Law (3, Sp) Legal aspects of real estate transactions; partnerships, syndicates, and other ownership forms. Legal aspects of land use control, zoning and environmental impact reports.

589 Real Estate Analysis (3, FaSpSm) Introduction to real estate analytical techniques and institutions; elements of real estate law, finance, and development; overview of production, acquisition, and disposition of real estate assets. Prerequisite: GSBA 511, and GSBA 521b or GSBA 548.

591 Advanced Real Estate Analysis (3, FaSp) Advanced analysis of the tax, finance, and investment aspects of real estate; problems of mixed asset portfolios; implications of "creative financing" and multiple exchanges. Recommended preparation: FBE 589.

595 Advanced Real Estate Valuation: Theory and Case Studies (3, FaSp) Cases emphasizing the income approach; projecting income and expenses; deriving and using capitalization and discount rates to determine value. Prerequisite: GSBA 521a or GSBA 548.

599 Special Topics (1-3, max 9, Irregular) Current developments in the field of Finance and Business Economics; topics to be selected each semester.

651 Financial Economics I (3, Irregular) Doctoral seminar in financial economics; concentration on capital market theory and evidence. Prerequisite: departmental approval.

652 Financial Economics II (3, Irregular) Doctoral level seminar in financial economics; concentration on corporate finance theory and evidence. Prerequisite: departmental approval.

653 Financial Economics III (3, Irregular) Doctoral level seminar in financial economics; concentration on contingent claims and continuous time models. Prerequisite: departmental approval.

654 Ph.D. Seminar-Empirical Research Methods in Finance (3, Irregular) Empirical financial research methods are introduced. Applications are discussed and critiqued. Special attention is given to new statistical methods and to identifying fruitful research programs. Prerequisite: GSBA 605 and departmental approval.

662 Seminar in Managerial Economics (3, Irregular) Analytical tools of optimization; predictive applications of microeconomic theory; demand and cost analysis; efficient resource allocation by firms and government.

Food Industry Management (FIM)

420 Food Retailing Management (4, Sp) Strategic techniques of merchandising, pricing, and distributing products in the food industry with emphasis on new product development, including market segmentation and positioning.

480 Food Industry Financial Accounting and Analysis (4, Sp) Analysis of financial statements from food industry; cost and management accounting techniques in business planning, decision-making, cost control, and performance evaluation.

481 Food Marketing Research (4, Sp) Application of marketing research tools and techniques to problems of the food industry. Development of a major consumer research project.

582 Food Industry Decision-Making (4) Involvement with specific management situations related to the food industry, its environment, and its consumers. Emphasizes managerial functions and decision-making through case studies.

Graduate School of Business Administration (GSBA)

Courses required of all M.B.A. students and certain other courses spanning two or more departments are designated GSBA. GSBA core courses are numbered 510-534 and 540-551 and are offered many semesters. GSBA 560 through 574 are for Executive M.B.A. students only.

510 Accounting Concepts and Financial Reporting (2-3, FaSp) Information systems for public reporting and for management decision-making; theory of asset and income measurement; interpretation and uses of accounting data and financial statements; analysis of cases.

511 Managerial Economics (2-3, FaSm) Microeconomic theory with business applications; consumer demand, production theory, cost theory, and market theory; decision-making within the firm under different market and regulatory environments.

513 Business and its Nonmarket Environment (3) Explores the complex interrelationships between business and its socio-political environment.

514 Foundations of Business I and II (6, Fa) Introduction of business fundamentals to graduate students with non-business undergraduate degrees. Economics, finance, marketing, operations management and general management concepts are introduced with a global perspectives.

518 Accounting Control Systems (3, Sp) Accumulation and interpretation of accounting data by management; profit planning; analysis of operations; systems for control of production and distribution costs; cost and profit centers for decentralized control. Recommended preparation: GSBA 510.

521ab Corporate Finance (2-1, FaSp) a: Basic principles of corporate finance; theory and application; management of short-term and long-term assets; financial instruments and markets; financial policy applications. Graded IP. b: Continuation of a. Recommended preparation: GSBA 510.

523 Communication for Management (2-3, FaSp) Internal and external communication, research methods; reports for decision-making; oral presentations and briefings; strategies to assure communication; field studies.

523T Communication for Accounting Professionals (3, Fa) Communications strategy for internal audit reports, management letters, proposals; engagement team planning; oral presentations; case and field studies; critical thinking for audit communication requirements, research.

524 Applied Managerial Statistics (2-3, FaSp) Principles of probability theory and classical statistics applied to business decision problems; survey analysis, estimation and prediction methods, evaluation, and control techniques.

525 Politics for Global Managers (3, Irregular) The dynamic forces shaping the political environment of business. Impact of politics, cultures and world events on multinational enterprise. Case studies of political risk assessment.

526 The National and International Economy (2, FaSp) National and international political and economic forces influencing the firm; tools of macroeconomic analysis; the effects of government fiscal and monetary policies.

528 Marketing Management (3, SpSm) Marketing is treated as a managerial decision making process. Emphasis is given to understanding the concepts, tools, and techniques that comprise a comprehensive marketing strategy.

529 Strategic Formulation for Competitive Advantage (3, FaSpSm) Analyses of environments and competition, the bases of competitive strategy, strategy models, and the achievement of sustainable competitive advantage. (Duplicates credit in GSBA 540ab.) Recommended preparation: completion of first year courses.

530 Electronic Commerce (2, FaSp) Explores business issues related to the economics, marketing, and management of business transactions involving products/services created and nurtured by information technology (i.e. digital products).

532ab Behavior and Organizations (1-1, FaSp) a: Individual behavior (motives, cognitive process, learning), interpersonal processes (perception, communication), small group dynamics (power, productivity, and morale), and organization theory and development (culture, design). Graded IP. b: Continuation of a.

534 Operations Management (2-3, FaSp) Formulation, modeling, analysis, and optimization of business decision problems; survey of concepts and techniques necessary to manage the operations function of the firm. Recommended preparation: GSBA 524.

537 Management Control Systems (3, Sp) Study of systems and devices managers use to ensure that strategies are being implemented as intended and that assets are not being stolen or otherwise dissipated. Among the topics covered are planning and budgeting systems, responsibility centers, performance measures and evaluations, incentives, and the roles of controllers and internal auditors. (Duplicates credit in former ACCT 537.) Recommended preparation: GSBA 518.

540ab Contemporary Issues in Competitive Strategy (1-2, FaSp) Introduces the role industry and competitive analysis serves in an organization. Topics covered include global competition, innovation, the use of standards, competence, and building organizational capabilities to sustain competitive advantage. Graded IP. (Duplicates credit in GSBA 529.)

543 Managerial Perspectives (3) Managerial careers, development of critical executive and managerial abilities, and the dynamics of organizational environment and systems as they impact managerial progression and growth.

548 Corporate Finance (3, FaSp) Modern theory of corporate investment and financing decisions. Recommended preparation: introductory finance course.

549 The Firm in the National and International Economy (3, Sp) The economic environment of business and international forces influencing the firm.

550 Information Management (3, Sp) General management foundations of information management within and between organizations with a strategic orientation. Recommended preparation: basic computer literacy.

553 International Business Survey (3, Fa) An interdisciplinary survey of international business issues for non-business graduate students and faculty. Not open to graduate business students.

557 Business and the Law: Concepts and Applications (3, FaSp) Examination of legal issues affecting business operations, including contracts, employment, product liability, white collar crime, and anti-trust law.

560 The Perspective of Top Management (2, Fa) Using cases, students are introduced to top management issues of executive leadership, environmental and strategic analysis, use of financial statements, organizational assessment and design, technology management and decision support systems. Graded CR/NC.

561 Evaluating Market Performance (9, Fa) Evaluation of the firm by the market forces that affect its success; financial accounting and reporting; competitive market analysis; external communication; microeconomics; labor, customer and financial markets, statistical and decision analysis, financial and organization measures of effectiveness.

562 Management of Operations (11, Sp) Analysis of operations management and business functions; managerial accounting; finance; marketing; production; data processing and information systems; human resources management.

563 Technology and Information Systems Management (6, Sm) Impact of technology on organizations; new product development; investment decisions and capital budgeting; decision support systems, expert systems; information technology; organizational design; management of information systems.

564 Functional Strategies and Implementation (2, Sm) Developing functional strategies and interdependence to achieve organizational goals; negotiations, conflict resolution; communication strategies; organizational effectiveness; implementation and change strategies; self-assessment and individual presentations.

568 The Economics and Marketing of a Professional Services Firm (3, Sp) Development of marketing skills required for a professional services firm. Examination of professional's role and responsibility to social and civic concerns, as well as role of a new consultant. Review of operational and administrative aspects within the organization. (Duplicates credit in former ACCT 588.)

570 The Role of the Senior Executive (2, Fa) Introduction to strategic management; executive leadership; environmental analysis; international context; financial growth strategies; social, legal and macroeconomic issues; role of CEO with boards, media and other publics; business ethics, strategic planning project. Graded CR/NC.

571 Environmental Analysis: Establishing Competitive Advantage (9, Fa) Development of strategic planning processes; analysis of economic, social, political environment; forecasting; futures research; macroeconomics; international economics; technological developments; multinational management simulation; field projects.

572 Strategic Planning for Growth (11, Sp) Formulation and implementation of strategies in different organizational and environmental contexts; financial growth strategies; comparative management; impact of taxation; technology strategies; product development and new market strategies.

573 Managing Strategic Change and Implementation (6, Sm) Management of the strategic change process for the total organization including implementing growth strategies, use of consultants, corporate governance, implementation in a multinational environment, leadership and power, use of technology, innovation, corporate cultures, executive succession, corporate relations.

574 The Executive of the Future (2, Sm) Forecasting future environments; the role of the executive in the future, changing organizations; executive development; personal development goal setting. Graded CR/NC.

575 The Great Books (3, Fa) Exploration of the philosophical and historical underpinnings of contemporary business problems, tracing their origins to the ideas of great thinkers, e.g., Aristotle, Adam Smith, and Machiavelli.

582 Business Environment and Management Practices in the Pacific Rim (3, Sp) Explores the social, cultural, and political environment of business and management practices in the Pacific Rim. Recommended preparation: M.B.A. core courses.

583 International Business Research (3, max 6, FaSpSm) Research on international business problems faced by IBEAR participants or their sponsoring firms. Prerequisite: departmental approval.

584 International Business Consulting Project (2-3, max 6, SpSm) IBEAR team consulting projects addressing international business problems. Projects culminate in written and oral presentations to corporate clients.

585 Business Field Project (3, FaSp) Team projects solving real business problems for companies; situation analyses; research proposal composition; field research techniques; statistical analysis; oral and written presentations.

586 Selected Topics in High Growth Opportunities (1-3, max 3, FaSpSm) Selected industries or organizational forms providing opportunity for significant economic growth. Topics will vary from course to course. May be repeated for credit. Recommended preparation: M.B.A. core courses.

590 Directed Research (1-12, FaSpSm) Research leading to the master's degree. Maximum units which may be applied to the degree to be determined by the department. Graded CR/NC.

599 Special Topics (1-3, max 9, Irregular) Selected topics reflecting current trends and recent developments in business administration. Emphasis on cross-disciplinary inquiry.

601 Selected Issues in Behavioral Science (3, Fa) Basic paradigms of science; emphasis on behavioral science: attitude, decision, motivation, and communication theories, small group behavior, leadership and behavioral theory of the firm. Prerequisite: admission to doctoral program in business administration or departmental approval.

602 Selected Issues in Economic Theory (3, Fa) Methodology and research perspectives of economics; contribution of the economics paradigm to accounting, management, finance, marketing, and decision sciences. Prerequisite: admission to doctoral program in business administration or departmental approval.

603 Empirical Research Methods I (3, Fa) Theory and application of linear regression model; role of substantive theory in statistical model building; model specification, estimation, diagnostic checking; the general linear hypothesis. Prerequisite: departmental approval.

604 Empirical Research Methods II (3, Sp) Design and analysis of experiments and sample surveys; randomization, blocking, confounding, replication; simple, random, stratified, multistage, and systematic sampling; problems with happenstance data; nonparametric techniques. Prerequisite: GSBA 603 or departmental approval.

605 Empirical Research Methods III (3, Fa) Multivariate methods frequently used in business research; discriminant analysis, logistic regression, multivariate ANOVA, principle components, factor analysis, canonical correlation, MDS, simultaneous equation models, log-linear models. Prerequisite: GSBA 603, GSBA 604, or departmental approval.

610 Seminar in Business Research (3, Irregular) Critical analysis of research studies in the functional areas of business; practice in formulating and conducting research; presentation of original research of publishable quality. Prerequisite: departmental approval.

790 Research (1-12) Research leading to the doctorate. Maximum units which may be applied to the degree to be determined by the department. Graded CR/NC.

794abcdz Doctoral Dissertation (2-2-2-2-0) Credit on acceptance of dissertation. Graded IP/CR/NP.

Information and Operations Management (IOM)

420 Statistical Methods for Managers (4, Fa) Computer-assisted analysis of business data; correlation analysis, multiple regression, model building, residual analysis, forecasting, and control. Prerequisite: BUAD 310.

425 Quality Management (4, Sp) Managerial and quantitative issues in organizational quality improvement; implementation of quality plans; process analysis; data analysis; introduction to statistical process control; quality as strategy. Recommended preparation: BUAD 310.

427 Studies in Decision Analysis (4, Sp) Application of decision analysis to managerial problems involving risk and uncertainty; new ventures, real estate investment, competitive bidding, product development, facility expansion, and inventory control. Prerequisite: BUAD 310 or BUAD 311.

431 Computer-Based Business Systems (4, FaSp) Fundamentals of computer equipment, systems, and languages; overview of business use of computers; file management; management considerations in the use of computers. Prerequisite: PDP 101x.

432 Computer Multi-Media for Management (2, Sp) Explore issues concerning the design, development, and managerial use of computer-based multi-media technologies.

433 Business Information Systems Analysis and Design (4, Fa) Information analysis and the logical specification of business systems, including logical design, physical design, and implementation; computer exercises and case studies. Corequisite: IOM 431.

435 Business Database Systems (4, FaSp) Computer-based management of data including data structures, logical data models, user-oriented languages, and DBMS. Application development term project. Prerequisite: IOM 433.

436 Decision Support and Expert Systems (4, Sp) Introduction to the development and managerial application of quantitative and non-quantitative decision support technologies.

440 Business Telecommunications (4, Sp) Provides understanding of new telecom/information technology platform and how to exploit it to create information-based businesses, investment opportunities and increased corporate competitiveness.

441 Trends in Operations Management (4, Sp) Broad exposure to the operation function in business organizations; both product design and operating problems will be explored. Topics associated with developing, controlling, improving manufacturing and service operation. Includes total quality management, organizational issues and computer-based systems for operations planning and control.

481 Operational Planning and Control (4, Fa) Techniques used in successful world class manufacturing firms to control quality and production. Production concepts such as Computer Integrated Manufacturing (CIM), Total Quality Management (TQM), Just In Time (JIT), Kanban, Continuous Improvement, and Materials Requirements Planning (MRP) will be examined. The use of computer tools for scheduling and coordination will be explored. Field project with a real company.

520 Regression Models (3, Fa) Regression methods for business applications. Simple and multiple regression models; model building techniques; residual analysis; transformations; and prediction. Recommended preparation: GSBA 524.

521 Information Graphics (3, Sp) Graphical methods for displaying and analyzing data. Simple visual displays; graphical integrity and excellence; graphics theory, design, methods, and aesthetics; iterative and computer-assisted displays. Recommended preparation: GSBA 524.

522 Applied Time Series Analysis for Forecasting (3, Sp) Survey of forecasting and time series methods. Models for stationary and nonstationary time series; ARIMA model identification, estimation, and forecast development. Seasonal and dynamic models. Recommended preparation: GSBA 524.

523 Research Methods for Business (3, Fa) Collection and analysis of data for marketing, production, financial, and organizational research; dealing with survey data; design of experiments; analysis of variance; nonparametric analysis techniques. Recommended preparation: GSBA 524.

525 Quality Improvement Methods (3, Sp) Quantitative and managerial approaches for improvement of quality and productivity in service and manufacturing operations; control charts, process capability assessment; implementation of quality improvement plans. Recommended preparation: GSBA 524.

526 Quantitative Methods for Management Consulting (3, Fa) Quantitative tools for management consulting: project formulation, focus groups, sample surveys, data management, statistical analysis, graphics, communicating results. Prerequisite: GSBA 524.

527 Managerial Decision Analysis (3, Fa) Decision making under uncertainty with applications to finance, marketing and operations. The decision analysis process for competitive decision situations and managerial risk taking. Recommended preparation: GSBA 524 and GSBA 534.

531 End-User Computing in Business (3, Sm) Use and evaluation of information technologies for managers as end-users; design and programming tools; software application packages and programming languages.

532 Business Modeling and Simulation (3) Model construction, validation, and test; design and analysis of simulation experiments; simulation languages including GPSS; case applications in business economics of simulation; simulation projects. Recommended preparation: GSBA 524; ability to program a computer.

533 Information Systems Analysis (3, Fa) Methods and tools of information systems analysis; feasibility studies, requirement analysis, functional specifications, cost/benefit analysis, prototyping and modeling. Recommended preparation: IOM 531 or knowledge of one high-level computer language.

535 Database Management (3, Sp) Information systems design emphasizing database techniques; data access, update and privacy issues; conceptual design; programming language interface and advanced languages. Recommended preparation: IOM 531 or knowledge of one high-level computer language.

536 Decision Support Systems (3, Sp) Concept of decision support systems; design methods for decision support systems; artificial intelligence; expert systems; logic programming.

537 Information Systems Management for Global Operations (3, Sp) Issues interrelating strategic operations decisions in manufacturing and service industries and global information systems design. Impact of new communication technologies on global management.

538 Information Systems Strategy (3, Fa) Strategic aspects of managing information technology in organizations; concepts and principles of information management processes; behavior issues in implementation. Recommended preparation: completion of all first-year MBA courses.

539 Fast Response Management Systems (3, Sp) Principles of time-based competition; redesign of business processes for speed and flexibility; requisite information technology infrastructures; fast response management through information superhighway. Prerequisite: GSBA 530 or GSBA 550; recommended preparation: completion of first year M.B.A. courses.

540 Managing Electronic Commerce (3, FaSp) Introduces some of the most exciting concepts emerging in electronic commerce. The course will focus on the macro-level technological and managerial issues.

541 Business Process Reengineering Methodologies (3, Fa) Business Process Reengineering (BPR) methodologies with an emphasis on process identification, mapping, analysis, and technical redesign using case studies.

570 Applied Modeling and Optimization for Decision Support (3, Fa) Analysis of complex problems using mathematical programming models. Model solution procedures and their implementation as decision support for managers is emphasized. Recommended preparation: GSBA 534.

580 Project Management (3, Sp) Applications of systems theory and concepts, matrix organizational structures, PERT/CPM project modeling, and management information systems to the management of complex and critical projects. Recommended preparation: GSBA 534.

581 Production Planning and Materials Management (3, Fa) Production planning and materials control from a managerial perspective; materials requirements planning; Just-In-Time systems; job shop scheduling; purchasing strategies. Recommended preparation: GSBA 534.

582 Management of Service Operations (3, Fa) Management of operations in service organizations such as banks, hospitals, and consulting firms; service function in manufacturing firms; interfacing with other functional areas of business. Recommended preparation: GSBA 534.

583 Manufacturing Strategy (3, Sp) Analysis of manufacturing strategy and its role within the firm; use of manufacturing process technologies and manufacturing control systems to enhance the firm's competitive potential. Recommended preparation: GSBA 534.

599 Special Topics (1-3, max 9, Irregular) Selected topics reflecting current trends and recent developments in operations management, information systems, and decision support systems.

670 Current Research in Operations Management (3, Irregular) Critique of the current research-based literature in operations management to include scheduling, forecasting, MRP, technology planning, inventory management, and facilities location and layout. Prerequisite: departmental approval.

Management and Organization (MOR)

421 Social and Ethical Issues in Business (4, Sp) The free-enterprise system examined from the perspective of modern corporations and their critics; business ethics in relation to personal/external values. Prerequisite: BUAD 304.

422 New Directions in American Business Management (4, Irregular) Emerging issues, theories, practices in American business; service businesses, high-technology management, workforce changes, and organizational culture.

423 Management of Small Businesses (4, Fa) Strategic, organizational and human issues facing the small business; influence of the founder's personality, managing growth, competitive strengths and weaknesses are covered.

431 Managing Interpersonal Relationships (4, FaSp) An exploration of the nature of relationships at work; focus on analytical skills and self-assertion necessary to have effective, rewarding relationships. Laboratory simulations. Prerequisite: BUAD 304.

461 Design of Effective Organizations (4, Fa) Designing management systems and practices that lead to organizational excellence; techniques for organizational change. Prerequisite: BUAD 304.

469 Negotiation and Persuasion (4) Theories, strategies, and ethics underlying negotiation and persuasion in contemporary organizations and societies. Emphasizes the knowledge and skills needed for effective negotiation and persuasion.

471 Human Resource Management (4, FaSp) The influence of recruitment, selection, compensation, union-management relations and employment legislation on organizational behavior from both the company's and employee's perspective. Prerequisite: BUAD 304.

475 Women in Management (4, Sp) Trends and issues in the role and status of women in the corporate world; sex role differences, legal and affirmative action, corporate politics, career planning. Prerequisite: BUAD 304.

491 International Management Practices and Negotiation (4, FaSp) Problems of effective management in international business. Multinational organizations, cross-cultural negotiations, strategies in foreign markets, strategic alliances, leadership styles. Uses cases, videotapes, and experiential exercises. Prerequisite: BUAD 304, BUAD 306, BUAD 307.

541 Political and Social Issues in Business (3, Sp) Roles of business institutions under major alternative political/economic systems. Recommended preparation: GSBA 532b.

542 Management in a Global Economy (3, Fa) Examination of managerial practices in an international context. Effects of political systems, cultures, markets, and infrastructure on developing effective global strategies. International case studies. Recommended preparation: GSBA 529.

543 Leadership Seminar on Social Justice (3) Role of modern corporations in creating a "just society." Seminar discussions of readings from the great books and classics of political philosophy/political economy.

544 Crisis Management and Environmentalism (3) Emphasis on how to prevent and manage crises and environmental disasters; philosophy of environmentalism; corporate environmental responsibilities.

548 Human Resource Management (3, Sp) Examines the impact of recruitment, hiring, training, performance appraisal, practices, and environmental factors such as industrial/labor relations on HR management. Recommended preparation: GSBA 532b.

549 Cross-cultural and Comparative International Management (3) Development of cultural and cross-cultural awareness with special emphasis on human resource management practices in different cultures. Cross-cultural management and communication skills stressed.

551 Employee Involvement, Motivation and Performance (3, SpSm) Theory, research and issues pertaining to motivation, participative management, work design, quality of work life, reward systems. Emphasizes application of theories for organizational effectiveness. Prerequisite: GSBA 532b.

554 Organization Development and Change (3, Fa) Theories and methods of introducing change in people and organizations. Problems of growth, mergers, turnaround and resistance. Training in team building, intervention and conflict resolution. Recommended preparation: GSBA 532b.

555 Design of High Performing Organizations (3, Irregular) Identification of unique characteristics of organizations that perform effectively in their environments. Focuses on innovative structures, systems, and cultures that fit with markets, technologies, and employees. Recommended preparation: GSBA 532b.

557 Management Consulting (3, FaSm) Role of professional and internal consultants; proposal writing; data-gathering methods; typical studies (strategic, finance, marketing, organization); action planning, ethics, and career issues. Recommended preparation: GSBA 532b.

558 Strategic Management of Industrial Technology (3) Analysis, development, and implementation of competitive strategies by technology driven private enterprises. Focus is on creation and maintenance of competitive advantage in domestic and global industries. Familiarity with principles of competitive strategy and industry analysis required.

559 Business Reengineering and Transformation (3) Techniques, frameworks and tools for reengineering will be discussed, with emphasis on benchmarking, business development, operations optimization and organizational transformation.

560 Executive Decision-Making (3, Sp) Analysis of effective managerial decision-making. Examination of decision process, individual differences in creativity, decision styles, leadership styles, implementation. Applications to careers, system and job design. Recommended preparation: GSBA 532b.

561 Managing Technology and Innovation (3, Sp) Management of technology-intensive organizations. Management of new product and process development. Management of technical functions. Integrating technology and business strategy. Prerequisite: GSBA 510, GSBA 511, GSBA 512, GSBA 518, GSBA 521b, GSBA 523, GSBA 524, GSBA 526, GSBA 528, GSBA 529, GSBA 530, GSBA 532b, GSBA 534 or departmental approval.

563 Strategy and Organization (3) Aligning strategy, organization, and systems; implementing strategic change. Emphasis on product market structure, information processing, organizational politics and decision-making, leadership, management cultures, organization design, and control choices. Recommended preparation: GSBA 529.

564 Managing in Japan (3, Sp) Explores the social, cultural, and political environment of business and management practices in Japan, including a one week field-trip to Japan. Prerequisite: departmental approval.

565 Strategic Model Building (3) Strategic decisions including new product lines, mergers, and acquisitions are evaluated using forecasting models and expert systems. Related operating management control issues receive detailed attention. Recommended preparation: GSBA 529.

566 Future Business Environment (3, Irregular) Methods for examining and forecasting environmental changes and their impact on organizations. Evaluation of alternative scenarios. Examination of issues management and management policies. Recommended preparation: GSBA 529.

567 Interpersonal Competence and Influence in Organizations (3, Sp) Theory and experiences to increase awareness and competence in interpersonal and small group processes; self-understanding, individual differences, perception, communication and conflict resolution. Recommended preparation: GSBA 532b.

568 Power and Politics in Organizations (3, Sp) Focus on political processes affecting decision-making. Use of concepts of power bases, networks, coalitions, power sharing and stakeholder analysis to develop more effective leadership skills. Recommended preparation: GSBA 532b.

569 Negotiation and Persuasion (3, Sp) Preparation for students to negotiate effectively in domestic and international business dealings. Skills for effective conflict management, negotiation, persuasion and teamwork are developed.

570 Leadership Skill Development (3) Understanding of leadership theory, an assessment of leadership style and potential and to provide experiential training in leader skills.

571 Perspectives on Leadership (3) Managerial careers, development of critical executive and managerial abilities, and the dynamics of organizational environment and systems and their impact on managerial progression and growth. Recommended preparation: GSBA 532b.

599 Special Topics (1-3, max 9, Irregular) Selected topics reflecting current trends and recent developments in management and policy sciences.

601 Seminar in Organizational Behavior (3, Irregular) In-depth review of the theories and empirical research in the discipline of organizational behavior. Topics include: personality, motivation, job design, leadership, and others. Prerequisite: admission to the doctoral program in business or departmental approval.

602 Organization Theory (3, Irregular) Ph.D. level survey course on organization theory with focus on the history and development of research on organizations. Prerequisite: admission to the doctoral program in business or departmental approval.

603 Seminar in Strategic Management (3, Irregular) Survey of strategic management. Topics include historical overview of strategic management, research methods used, current theory, and empirical research on the developing of paradigms. Prerequisite: admission to the doctoral program in business or departmental approval.

604 Research Methods (3, Irregular) Critical issues and decisions faced by behavioral researchers in designing and implementing research projects. Prerequisite: admission to the doctoral program in business or departmental approval.

605 Special Topics in Organizational Behavior (3, Irregular) This is an elective Ph.D. seminar. It covers specialized micro O.B. topics including but not limited to the following: motivation theory, attitude theory, groups, leadership, human resource management. Prerequisite: admission to the doctoral program in business or departmental approval.

606 Special Topics in Organizational Theory (3, Irregular) This is an elective Ph.D. seminar. It covers specialized macro organizational behavior and theory topics, including but not limited to organizational environments, models of adaptation and organizational learning. Prerequisite: admission to the doctoral program in business or departmental approval.

607 Special Topics in Strategy (3, Irregular) This is an elective Ph.D. seminar. It covers specialized strategy topics in strategy formulation and implementation, including although not limited to industrial organization, mergers and acquisitions, executive leadership. Prerequisite: admission to the doctoral program in business or departmental approval.

Marketing (MKT)

405 Advertising and Promotion Management (4, FaSp) Role of advertising in the marketing mix: determining objectives, strategies, and plans from situation analysis through research and creative processes, media selection, and sales promotion. Prerequisite: BUAD 307.

406 Practicum in Advertising and Promotion Design (4, Fa) Provides real-life marketing experience as a member of a student managed marketing/advertising/ promotions agency. Work with a client organization on the design of an advertising/promotions campaign. Requires market research, creative design, implementation planning, and client presentation. Prerequisite: BUAD 307.

410 Personal Selling (4, FaSp) Function of personal selling in marketing mix; theories of personal selling; approaches and techniques used in personal selling; the selling process. Prerequisite: BUAD 307.

415 Sales Force Management (4, FaSp) Role of personal selling in the marketing mix; planning, implementing, and controlling personal sales force operations; critical issues in selecting, training, compensating, and supervising salesmen. Prerequisite: BUAD 307.

425 Direct Response Marketing (4, Sp) Role of direct response marketing in promotion and distribution including mail order marketing, project testing, fulfillment management, career opportunities; case analyses. Prerequisite: BUAD 307.

430 Retail Management (4, Fa) Introduction to the functions of retail management including location, buying, merchandise management, layout, pricing, and promotion; application of concepts to various retail institutions.

432 Services Marketing (4) Scope of services marketing; differences between product and services marketing; marketing decisions and approaches in banking, retailing, professional services, and other service industries. Prerequisite: BUAD 307.

435 Business Marketing Management (4, Fa) Analysis of markets, nature of buying and selling, marketing intelligence, developing marketing strategy; product channel, price, promotion, setting strategic goals and measuring performance. Prerequisite: BUAD 307.

440 Marketing Analysis and Strategy (4, FaSpSm) Synthesis of concepts and applications relating to the analysis of market opportunities and the development of product, promotion, distribution, and pricing strategies. Prerequisite: BUAD 307; recommended during student's final semester.

450 Buyer Behavior (4, FaSp) Buyer motivation and behavior; psychological, social and cultural influences.

455 Distribution Channels (4, Sp) Examination of the role of distributors in our economy and how successful distributors run their businesses. Special emphasis is given to strategic planning, supplier relations, sales force management, and physical distribution. Open to Program in Distribution Management majors only. Prerequisite: BUAD 307.

456 Advanced Topics in Distribution Management (4, Sp) A case-oriented course that explores current topics and trends in distribution. The value chain in the channel, supplier use of multiple channels, electronic commerce, and how distributors can become more customer focused are among the topics emphasized. Open to Program in Distribution Management majors only. Prerequisite: MKT 455.

465 Global Marketing Management (4, FaSpSm) Product and service mix in multinational business; promotional alternatives; channel of distribution systems; pricing policies and legal barriers; multinational marketing opportunities; problems and information sources. Prerequisite: BUAD 307.

470 Marketing Research (4, FaSp) Skills needed to conduct and apply research for marketing decision making; problem formulation, secondary data, primary research, fundamentals of analysis are covered. Prerequisite: BUAD 307; recommended preparation: BUAD 310.

512 Marketing and Consumer Research (3, FaSp) Marketing research concepts and techniques; developing managers' ability to critically evaluate and utilize research information in the decision making process. Recommended preparation: GSBA 524 and GSBA 528.

525 Consumer Behavior (3, FaSp) Theories and applications of consumer behavior in marketing; psychological, social, cultural and ethnic factors influencing consumer behavior. Recommended preparation: GSBA 528.

526 Advertising and Promotion Strategy (3, FaSpSm) Advertising and sales promotion planning and strategy development; analysis and targeting, budgeting advertising copy, media selection, consumer and trade promotions, publicity, and promotion and evaluation. Recommended preparation: GSBA 528.

529 Account Management (3, FaSp) Planning, management and policy formulation for the management of accounts. The sales process, managing major accounts, distribution channel management, and organizational support systems. Focus is on customer management and the organizational and interpersonal processes required for such management. Recommended preparation: GSBA 528.

530 Product Planning (3, FaSp) Systematic approach to product development; reasons for product failure; processes, techniques, and concepts firms use to develop, test, and execute product innovations and imitations. Recommended preparation: GSBA 528.

531 Services Marketing (3, FaSp) Analysis of market conditions in service industries. Selection, development and management of service dominated products. Examination of best practices among leading service providers. Recommended preparation: GSBA 528.

535 Business Marketing Management (3, Irregular) Business-to-business and government market opportunities and marketing strategies; product development and adaptation, pricing, promotion and distribution to organizations as opposed to individual consumers. Recommended preparation: GSBA 528.

540 Marketing Models (3, Irregular) Analysis, use, and evaluation of quantitative and theoretical models of marketing management, consumer response, marketing resource use and control, and competitive interaction. Recommended preparation: GSBA 528.

543 Market Demand and Sales Forecasting (3, Irregular) New product concept testing and life cycle forecasting, pricing and advertising response forecasting, consumer purchase intentions, judgmental marketing decision models, time series and regression analysis, computer methods. Recommended preparation: GSBA 524 and GSBA 528.

555 Marketing Channels (3, Irregular) Examination of strategic decision making in marketing channels with emphasis on the structure and management of channels. Intensity of distribution, vertical integration, how roles in the channel are formulated, types of intermediaries, and multiple channels of distribution. Recommended preparation: GSBA 528.

560 Marketing Strategy and Policy (3, FaSp) Integrated approach to the use of marketing tools and concepts in the formulation and execution of a marketing plan. Recommended preparation: GSBA 528.

562 Seminar in Marketing Theory (3) Study of development of marketing thought for MBA students only; emphasis on meaning and issues of marketing theory; and current research in marketing processes.

565 Global Marketing (3, FaSpSm) Variations in markets and trade patterns around the globe; product development and adaptation, pricing, promotion, and distribution issues across national cultures and international markets. Recommended preparation: GSBA 528.

569 Contemporary Marketing Problems (3, Irregular) Current trends in marketing; elements of a marketing program; solution of problems facing the marketing executive; societal issues in marketing.

599 Special Topics (1-3, max 9, Irregular) Examination of current literature and emerging and timely topics in marketing, social marketing, consumerism, macromarketing, marketing of individuals, organizations, and ideas. Recommended preparation: GSBA 528.

601 Seminar in Marketing Theory (3, Irregular) Marketing theories and schools of marketing thought; emphasis on the metatheory process which deals with how marketing theories should be built and evaluated. Prerequisite: admission to the doctoral program in business administration or departmental approval.

602 Seminar in Buyer Behavior (3, Irregular) Buyer behavior research and theory; the underlying constructs of buyer behavior and the borrowing of constructs and theories from other disciplines. Prerequisite: admission to the doctoral program in business administration or departmental approval.

603 Seminar on Marketing Strategy (3, Irregular) Review and synthesis of literature on marketing strategy; managerial issues from a research perspective; viable methodological approaches. Prerequisite: admission to the doctoral program in business administration or departmental approval.

604 Seminar on Implementation of Marketing Programs (3, Irregular) Review of literature on the implementation of marketing programs; the impact of academic research on the operation of distribution channels and sales forces. Prerequisite: admission to the doctoral program in business administration or departmental approval.

605 Seminar on Marketing Models (3, Irregular) Concepts, issues, and research in the marketing models literature; formulation, solution, and appraisal of quantitative model approaches to marketing problems. Prerequisite: admission to the doctoral program in business administration or departmental approval.

606 Seminar on Research Design in Marketing (3, Irregular) Review of marketing literature to identify strengths and weaknesses of popular research methods and analytical techniques; special emphasis on survey methods and experimental design. Prerequisite: admission to the doctoral program in business administration or departmental approval.

608 Market Response Models (3, Irregular) Reviews theories, methods and findings on market response models. These models describe how firms define marketing strategy and how consumers and markets respond to them. Prerequisite: admission to the doctoral program in business administration or departmental approval.

610 Philosophy and Process of Marketing Research (3, Irregular) Seminar to critique research on various marketing problems, theories, and methods; faculty will present their research, students will develop and present an original research study. Prerequisite: admission to the doctoral program in business administration or departmental approval.

611 Seminar on Advanced Consumer Behavior (3) In-depth consideration of selected research topics in consumer behavior. Particular topics vary each semester.

661 Advanced Research Methods in Marketing (3, max 8, Irregular) Applications of advanced research techniques and designs to marketing problems; review and critique of current literature; development and defense of student's own research proposal.

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