The following lists suggested senior options offered by individual departments of the Marshall School of Business. These suggestions are intended to guide the students in selecting courses for particular areas of interest. The 16-unit senior option requirement is generally satisfied by taking any four classes from the same department (i.e., four FBE, four MKT). However, students may deviate from this and design their own senior option with courses from two departments with prior approval of an advisor in Bridge Hall 104.

Senior options courses may have prerequisites, and may, in some cases, have a limited availability for enrollment. Also, these courses are not necessarily offered every semester. Some programs, such as Distribution Management, Real Property Development and Entrepreneur, require students to submit an application during the junior year. For these reasons, it is important to plan well in advance so that classes may be scheduled satisfactorily.

Department of Business Communication

The centrality of effective communication to the success of business and industrial organizations has long been recognized. Students selecting this option seek to develop a depth of understanding of communication theory and practice and skill in written and oral communication; the ability to write and speak effectively and to marshal the resources of the business organization for maximum efficiency in day-to-day communication.

Business Communication Option

Suggested courses for this option
BUCO 445	Advanced Oral Communication in Business	4
BUCO 485	Business Communication Management	4
Select two additional business courses for the option from the following:
MOR 431	Managing Interpersonal Relationships	4
MOR 471	Human Resource Management	4
MKT 450	Buyer Behavior	4

Additional non-business electives may be used as free electives.

Department of Finance and Business Economics

Career Objective Financial management and economic analysis in all types of businesses, firms and financial institutions.

Business Economics Option

This option is attractive to students interested in applied economics, policy analysis, business and finance, and law and to those students who want a career in corporate planning or economic consulting. The option emphasizes the economic and legal underpinnings of today's businesses and the development and application of computer-based econometric and forecasting models.

Suggested courses for this option
FBE 324	The Financial System	4
FBE 402	Government and Business	4
FBE 416	Managerial Economics	4
FBE 425	Management of Financial Institutions	4
FBE 443	Introduction to Forecasting	4

Select at least two from the courses listed above and two additional FBE courses.

Finance Option

The finance option prepares students for careers in financial management as corporate treasurers, financial analysts, money managers, and commercial and investment bankers. The required courses in the finance concentration apply to the central principles of finance - net present value, market efficiency, agency costs, incremental cash flow, information asymmetries, adverse selection, arbitrage, modern portfolio theory, capital asset pricing, option pricing, and sustainable growth - to better understand the practice of finance in financial and non-financial firms. Topics covered include the valuation of securities, portfolio management, the choice of debt versus equity, dividend policy, the analysis of investment projects, mergers and acquisitions, financial restructuring, management of working capital, and financial analysis. If you take FBE 421, FBE 431, FBE 432, and FBE 442x you are in the Financial Analysis Option. See below for more specific information.

Suggested courses for this option
FBE 421	Financial Analysis and Valuation	4
FBE 431	Financial Policies and Corporate Control	4
FBE 440	Trading and Exchanges	4
FBE 441	Investments	4
FBE 458	Law and Finance	4

Select at least two from the courses listed above and two additional finance courses.

Financial Analysis Option

The financial analysis option will prepare students for positions as financial analysts in corporations, investment banking firms, commercial banks, consulting firms, money management firms and a wide set of other business enterprises.

Students who successfully complete this option will have an understanding of "real world" institutional details, financial principles and accounting information that will enable them to structure and execute conceptually sophisticated cash flow and valuation analysis for a broad range of financial applications. They will be able to use financial data to analyze companies in a conceptual framework that recognizes the critical role of business strategy in determining company value. Not only will students be well-versed in quantitative techniques, but they will also have an appreciation for the limitations of those techniques in the complex and changing business world.

This option consists of four advanced (and complementary) courses that will develop financial analysis skills substantially beyond the levels of courses such as BUAD 306 and FBE 386. To complete the option, students must take all four classes and earn a grade of C or better in each. Students who wish to pursue this option may be able to waive FBE 386 by permission of the instructor.

Required courses for this option
FBE 421	Financial Analysis and Valuation	4
FBE 431	Financial Policies and Corporate Control	4
FBE 432	Corporate Financial Strategy	4
FBE 442x	Intermediate Financial Accounting for Non-Accounting Majors	4

International Finance and Economics Option

Recent events have demonstrated that international activities strongly influence all areas of the domestic economy. It is important for the student whose career objectives are internationally oriented to be familiar with the impact of the international dimension of financial decision-making. This option provides a background in the international aspects of finance and economics by analyzing international financial markets, trade problems, the multinational corporation and other international operations.

Suggested courses for this option
FBE 436	Financial Management of Multinational Corporations	4
FBE 462	International Trade and Commercial Policy	4
FBE 464	International Finance	4

Select at least two from the courses listed above and two additional finance courses.

Program in Real Estate

The objective of the Program in Real Estate is to provide in-depth exposure to theoretical and practical issues in real estate markets for students already exposed to the core business disciplines including finance, economics, marketing, accounting and decision systems. Sophisticated management techniques are more and more essential for success in the real estate industry. The program is designed to provide the student with the broad framework of business theory and practice necessary to develop good management skills along with the knowledge of real estate institutions, relevant urban economic theory and theories of real estate market behavior to allow those students to effectively apply business decision-making skills to real estate problems. Applications areas include, for example, real estate development, finance, investment, marketing, asset management and public policy.

Career Opportunities The real estate industry offers diverse opportunities for students with a business education and knowledge and experience addressing real estate-related issues. A common entry level position for Bachelor of Science graduates is a financial analyst for investment banks, investors, developers and asset managers involved in the real estate industry. Another common position involves using market research skills with real estate investors, consultants, commercial leasing and investment property brokers and home builders. These jobs permit the graduate to develop skills and experience necessary for more senior positions dealing with acquisition or disposition of existing properties, development of new properties, managing existing properties and all aspects of real estate-related transactions including leasing and financing. Many students target careers in real estate valuation and appraisal or commercial brokerage. Courses taken in the program assist graduates in meeting licensing requirements in these areas. Still other students target careers with public agencies involved in real estate asset management, redevelopment or mortgage finance. A bachelor's degree in business is considered essential for many entry level positions in real estate and related industries.

Real Estate Option

The study of real estate involves the application of business decision-making tools in the real estate industry. Emphasis is placed on economic and financial analysis of issues in real estate markets including those related to investment and development.

Suggested courses for this option
FBE 365	Introduction to Urban Real Estate	4
FBE 427	Real Estate Law	4
FBE 489	Real Estate Finance and Investments	4
Select one course from the following:
FBE 386	Intermediate Financial Management	4
FBE 465	Real Estate Valuation	4

Real Property Development and Management Option

This specialized option is designed for students interested in the real estate development process from site acquisition through market analysis, site planning, development concept preparation, cost estimation, entitlement, financing, economic feasibility and construction management. Graduates are well prepared for entry level positions with home builders and commercial developers. Understanding the development process is also a valuable background for jobs with financial institutions, asset managers and real estate consultants.

Course work includes upper division elective courses in construction engineering and management from the Civil Engineering Department. An internship involves two months of full-time employment with a real estate firm between the junior and senior years. Through this direct involvement with the industry, the student gains first-hand exposure to the wide range of activities which make up the development process.

A maximum of 25 incoming juniors are selected for the program each year. Selection for participation is based on ability to accommodate the sequence of courses, grade point average and demonstrated motivation. Students from the School of Architecture are invited to participate in their senior year to enhance class understanding of site planning and design issues. In addition, professionals from many components of the development team provide practical insight to the class through guest lectures. Interested students should seek further information and counseling as early as possible in their course of studies.

Required courses for this option
FBE 365	Introduction to Urban Real Estate	4
FBE 427	Real Estate Law, or
FBE 465	Real Estate Valuation	4
FBE 466	Management of Real Property Development	4
FBE 489	Real Estate Finance and Investments	4
Selected non-business course required
CE 460	Construction Engineering	3
Select two of the following:
CE 412	Contracts and Specifications	3
CE 461	General Construction Estimating	3
CE 462	Construction Methods and Equipment	3
CE 572	Construction Labor Management	2

Note: Undergraduates wishing to enroll in graduate courses, numbered 500 and above, for undergraduate credit must secure prior approval.

Optional
GEOL 105L	Planet Earth	4
CE 105L	Surveying for Civil Engineering	2

GEOL 105L may also be used to satisfy a Category III general education requirement.

Note: Many of the courses in both of the options fulfill some of the course requirements for licensing in real estate brokerage and appraisal in the state of California.

Department of Information and Operations Management

The Information and Operations Management Department focuses on the development of total enterprise quality through effective utilization of resources and technology. The courses offered by this department reflect the systems view of organizations in terms of operational processes and information exchanges. The department offers undergraduate options in operations management and information systems. Operations management focuses on the management of quality and productivity in manufacturing and service organizations. Information systems focuses on the management of the various resources, people and computing technology that satisfy the information needs in all organizations.

Information Systems Option

The Information Systems Option is concerned with the design, implementation and evaluation of information systems. While transaction processing systems are studied in some depth, particular attention is given to systems which support the managerial decision-making process. Examples of topics treated in this track are: choices of hardware and software, the development of formal models of information systems, the understanding of conditions necessary for the successful implementation of a managerially useful information system and the use of computers to support management decisions.

Suggested courses for this option
IOM 431	Computer-Based Business Systems	4
IOM 433	Business Information Systems Analysis and Design	4
IOM 435	Business Database Systems	4
Select one additional course from the following:
IOM 420	Statistical Methods for Managers	4
IOM 425	Quality Management	4
IOM 427	Studies in Decision Analysis	4

Operations Management Option

Operations Management focuses on the acquisition and utilization of the resources the firm needs to deliver products and services demanded. This process requires intensive coordination among a large number of functions: policy setting, productivity analyses, product development, facilities design, capital investment decisions, material procurement, production planning, inventory control, production scheduling, and quality assurance.

Suggested courses for this option
IOM 431	Computer-Based Business Systems	4
IOM 441	Trends in Operations Management	4
IOM 481	Operational Planning and Control	4
Select one additional course from the following:
IOM 420	Statistical Methods for Managers	4
IOM 425	Quality Management	4
IOM 427	Studies in Decision Analysis	4

Department of Management and Organization

The management function in an organization is concerned with achieving effective performance in meeting the goals and objectives that keep the organization competitive and profitable. In carrying out their responsibilities, managers must utilize human resources to accomplish these goals. Managers are expected to balance the demands in the external environment with the resources and capability inside the organization to achieve a "strategic" fit between goals and accomplishment. The effective manager is skilled in decision-making, strategy formulation, organizational design, developing a supportive work environment, motivating employees and performance appraisal.

Organizational behavior focuses on the management and organization of human resources. Environmental, cultural, economic, technological, interpersonal and individual aspects of human functioning in organizations are considered. Undergraduate courses are designed to provide behavioral and conceptual awareness and skills for future professional managers.

The Department of Management and Organization offers two undergraduate options.

Management Option

This option is designed for students having a career objective of a management position in a small or large business. These potential managers will need a foundation in the understanding of both the internal and external environments of business. Topics covered include management decision-making, business and society, social responsibility, environmental factors, international considerations, the changing role of women in business and the design of effective organizations.

Suggested courses for this option
MOR 421	Social and Ethical Issues in Business	4
MOR 422	New Directions in American Business Management	4
MOR 423	Management of Small Businesses	4
MOR 461	Design of Effective Organizations	4
MOR 475	Women in Management	4

Human Resource Management Option

The human resource management option is designed for students who are interested in the supervision and administration of human resources in a business. It offers broad exposure to the topics of leadership and motivation, personnel management, the design and structure of organizations, and control and reward systems. Students selecting this option can pursue introductory staff positions in personnel or enter training programs for supervisory and administrative positions.

Core Course: Required for this option
MOR 471	Human Resource Management	4
Choose three courses from the following:
MOR 423	Management of Small Businesses	4
MOR 431	Managing Interpersonal Relationships	4
MOR 461	Design of Effective Organizations	4
MOR 475	Women in Management	4

Department of Marketing

Marketing is the process of planning and executing the conception, pricing, promotion and distribution of ideas, goods and services to create exchanges that satisfy individual and organizational objectives. Modern marketing stresses research and analysis to understand consumer behavior and to identify customer needs, new product research and development, competitive pricing, coordinated promotional or sales programs and efficient logistics and distribution. Students interested in careers in marketing management, logistics management, retailing or wholesaling, sales program administration, advertising or marketing research will find courses in marketing valuable. Four areas of emphasis (options) are offered: consumer behavior, marketing research, marketing management and promotion.

MKT 440 is the marketing capstone course and must be taken by all marketing majors. If possible, it should be taken in the student's final semester.

Selling and Sales Management Option

An important and very rewarding career track for marketing students is in the selling and sales management areas of an organization. This track prepares students for entry and higher level positions in these areas. It provides the basic skills needed to obtain positions in this key area of marketing.

Suggested courses for this option
MKT 410	Personal Selling	4
MKT 415	Sales Force Management	4
MKT 440	Marketing Analysis and Strategy	4
MKT 450	Buyer Behavior	4
Additional courses may be selected from the following as free electives:
MKT 435	Business Marketing Management	4
MKT 470	Marketing Research	4

Advertising and Promotion Management Option

This track prepares students for entry level positions in the areas of advertising, sales promotion and public relations. These functions of marketing are the key methods by which an organization communicates its marketing programs to consumers.

Suggested courses for this option
MKT 405	Advertising and Promotion Management	4
MKT 440	Marketing Analysis and Strategy	4
MKT 450	Buyer Behavior	4
MKT 470	Marketing Research	4
Additional courses may be selected from the following as free electives:
JOUR 341*	Advertising Copywriting	4
JOUR 342*	Media and Marketing	4

*Requires JOUR 340 Introduction to Advertising as a prerequisite.

Retailing and Services Marketing Option

A rapidly growing area is the marketing of services. This track prepares students for careers in the retailing industry (e.g., merchandise buying and promotion, store management) and in other service industries which have expanding marketing career opportunities, such as banking and finance, insurance, hospitals and government service agencies.

Suggested courses for this option
MKT 430	Retail Management	4
MKT 432	Services Marketing	4
MKT 440	Marketing Analysis and Strategy	4
MKT 450	Buyer Behavior	4
Additional courses may be selected from the following as free electives:
MKT 405	Advertising and Promotion Management	4
MKT 410	Personal Selling	4
MKT 470	Marketing Research	4

Product Management Option

The product management track is designed for those students who are interested in obtaining a broader exposure to marketing. This option would help prepare a student for entry level positions in sales management, marketing planning, product management and advertising and promotion management. Students with more defined career track interests, however, should take one of the other options that most closely meets their career interests.

Suggested courses for this option
MKT 405	Advertising and Promotion Management	4
MKT 415	Sales Force Management	4
MKT 440	Marketing Analysis and Strategy	4
MKT 470	Marketing Research	4
Additional courses may be selected from the following as free electives:
FBE 416	Managerial Economics	4
FBE 443	Introduction to Forecasting	4
IOM 431	Computer-Based Business Systems	4
MKT 435	Business Marketing Management	4
MKT 450	Buyer Behavior	4
MKT 465	Global Marketing Management	4

Academic Programs

Program in Distribution Management

The Program in Distribution Management is designed to assist students in understanding the role of distributors in today's dynamic economy and how distributors need to operate their businesses in order to compete effectively and successfully. Students accepted into the program will have the opportunity to participate in hands-on internships, meet leaders in various industries, participate in career placement activities and attend a variety of planned events such as field trips, guest speaker series and industry nights.

The program exposes students to the vast career opportunities associated with working in the distribution field. Today, distribution strategies play an essential role in any company's existence; excellent career opportunities exist with distributors, service-based companies, consulting firms and manufacturers.

The program is an interdisciplinary program administered by the Departments of Marketing and Information and Operations Management. It consists of five senior option courses, a two-month summer internship between a student's junior and senior years and student attendance at special events. The distinctive internship and specially designed career placement programs are integral parts of this program and are fully coordinated through the program. Course requirements are taken during the student's junior and senior years.

Required courses		Units
IOM 441	Trends in Operations Management	4
IOM 481	Operational Planning and Control	4
MKT 410	Personal Selling	4
MKT 415	Sales Force Management	4
MKT 455	Distribution Channels	4

Applications (available in the Department of Marketing, ACC 301B) for admission to this program are mandatory and must be completed by mid-fall of a student's junior year. Admission to the program requires admission to the Marshall School of Business, an application, an essay and an interview.

Note: Only students who follow the program's class sequence and can complete the summer internship will be accepted into the program. For more detailed information, contact the program director at (213) 740-4050 in Accounting 301B.

Entrepreneur Program

The Entrepreneur Program is designed primarily for those who want to start, own and operate high-quality, potentially high-growth businesses. The overall goals of the program are to open students' minds to the advantages of an entrepreneurial career, to instill confidence that they can be successful entrepreneurs, to increase their awareness of the entrepreneurial process and to enhance their conceptual skills to take advantage of business opportunities. Wide exposure is given to all types of entrepreneurs.

The program is designed to teach relevant concepts and theory, to develop conceptual ability and to let the student experience what is being taught. A significant part of the program is each student's development of a working business plan. The Entrepreneur Program is a 16-unit modular block program which is taken during the student's senior year. Students who complete all four courses will be considered graduates of the Entrepreneur Program. The program actively supplies continuing contact and support to its alumni.

Applications (available in Bridge Hall 6) for admission to this program are mandatory and must be completed by the start of the spring semester of the junior year.

The four entrepreneur modular block courses must be taken sequentially, beginning in the fall with BAEP 451 and 452 and concluding in the spring with BAEP 453 and 454.

Fall
BAEP 451	The Management of New Enterprises	4
BAEP 452	Cases in Entrepreneurship	4
Spring
BAEP 453	Venture Management	4
BAEP 454	The Entrepreneurial Business Plan	4

Note: Only students taking the fall courses will be eligible for the spring courses. Prerequisites for the fall courses are BUAD 250ab, 306 and 307.

For those students who seek some exposure to the entrepreneurial world but who do not or cannot take the 16-unit block program, a single class in entrepreneurship is offered each semester. This class is designed for seniors who have not or will not be taking the 16-unit block program.

Fall and Spring Semesters
BAEP 450x	Fundamentals of Entrepreneurship	4

Advanced Interdisciplinary Studies Option

Some students prefer to continue the "broad brush" approach afforded by the required core courses rather than delve more deeply into one area. The interdisciplinary emphasis provides such an opportunity.

Suggested courses for this option
BUAD 350	Macroeconomic Analysis for Business Decisions	4
BUAD 351	Economic Analysis for Business Decisions	4
FBE 386	Intermediate Financial Management	4
IOM 481	Operational Planning and Control	4
MKT 415	Sales Force Management	4
MOR 461	Design of Effective Organizations	4

Please note that all six courses should be taken. Any deviations from the above must have prior approval from the Student Affairs Office, Bridge Hall 104.

International Exchange Program

The international exchange program is designed to provide business students with the opportunity to participate in an exchange program with host institutions in the Far East and Europe. The exposure to international cultures and practices in business and non-business settings provides

another level of understanding of international business. Students will be required to complete four courses at the host institution. As all instruction is in English, foreign language proficiency is not required. Courses completed at the host school will be graded credit/no credit on the student's USC transcript.

The courses are selected from a list approved by the Marshall School of Business. Students will earn USC credit for the senior option requirement. This is a one-semester program which is taken during the fall or spring semester. Food Industry Management Concentrated Program

Certificate Program

The Food Industry Management Concentrated Program offers undergraduate courses emphasizing marketing, retailing, financial and management aspects of the food industry. Successful completion of the program is acknowledged by a Food Industry Management Certificate.

To qualify for admission and a scholarship grant for the undergraduate food industry management concentrated program, students must be in their junior or senior year with an academic standing adequate for admission to USC; be currently employed in a management position in the food retailing, wholesaling or manufacturing industry; and be recommended by their employer.

To receive a certificate, students must complete 16 units during the one-semester program. Students must take all required FIM courses for the time they are in the program.

Certification Program Requirements

Spring Semester		Units
FIM 420	Food Retailing Management	4
FIM 480	Food Industry Financial Accounting and Analysis	4
FIM 481	Food Marketing Research	4
FIM 582	Food Industry Decision Making	4
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