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Course Criteria
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3.00 Credits
Marketing Research consolidates inputs from a variety of sources, including its own surveys. The inputs are analyzed and the results made available in the form of position reports, from which marketing plans and marketing research reports are developed, which are used as inputs to strategic planning. The decision process, as well as the marketing research process, are introduced and the importance of the relationship between the two is stressed. Prerequisites: BUS 575 and BUS 521
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3.00 Credits
Analysis of the essential aspects of law which pertain to business including materials from the law of contracts, sales, agency, business organizations, property, negotiable instruments and secured transactions. The effects of government regulation on labor and business are analyzed.
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3.00 Credits
The central theme of Strategic Management is the general manager?s or CEO?s responsibility to oversee the implementation of a strategy that will result in a sustainable competitive advantage for his or her organization. This course will include steps that lead to strategy, how to translate strategy into tactical plans that drive day-to-day action, how to measure performance of the strategy as well as the tactics, and how to decide the corrective action that should be taken when things go wrong. The purpose of this capstone course is to integrate as much of the student?s MBUS curriculum as possible into a holistic activity. A goal is to show the student how all of the courses that he or she has taken ?fit together.? Considerable emphasis is placed upon analysis, evaluation and interpretation of information, outcomes, results, etc. ?What does this mean and what should be done?? will be questions that are continually addressed. Prerequisite: All other core courses*Students may petition to have BUS 570 satisfy their Capstone Course requirement.
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3.00 Credits
Marketing Theory is about understanding and appreciating the basic concepts and fundamentals of marketing and how they can be applied toward improving the prospects of companies faced with the opportunities and challenges of doing business beyond the year 2000. The materials are up-to-date and "real world", and an effort is made to relate to the situations and realities that students are experiencing in their jobs. The student will assess and solve marketing problems.
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3.00 Credits
This course discusses sales problems encountered in the dynamic 1990s and how to put into place sales management processes designed to solve these problems beyond the year 2000. The purposes and reasoning behind the material are emphasized and sales management principles are reinforced with actual examples. An effort is made to relate to the situations and realities students experience in the work place. Some topics covered include sales cycles; installing a sales process; strategic selling; selling to distributors; OEMs and VARs; telesales, telemarketing and direct marketing; sales planning, budgeting and reporting; sales compensation plans; sales forecasting; account and territory management; conducting sales effectiveness audits; sales automation and sales organization. Students are introduced to several structured approaches for defining and addressing selling problems and opportunities. Prerequisite: BUS 575
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3.00 Credits
This course is a dynamic analysis of the role of the consumer in the marketplace, purchasing influences and the marketing of both products and services. The knowledge of consumer behavior drives the marketer?s research efforts. Prerequisite: BUS 575
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3.00 Credits
Service providers face dramatic changes in their environment, especially the increasingly competitive nature of the marketplace. This requires a distinctive approach to planning and implementing marketing strategy for services as diverse as counseling, consulting, financial services, accounting, healthcare, education and retail. This course integrates traditional marketing theory and creative strategies to address critical issues and tools for the marketing of services. Prerequisite: BUS 575
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3.00 Credits
The purpose of this course is to introduce students to business transformation approaches, methodologies, successes and challenges through scrutiny of recent industry initiatives. Students taking this course will be introduced to current management tools and techniques including activity-based management, value chain analysis, benchmarking, process redesign/automation, shared services/outsourcing, supply chain management and strategic performance measurement. The role of change management and information technology as enablers of the transformation effort will be discussed. Special attention will be given to electronic business/commerce technologies and applications as they relate to business transformation. Classes are organized to stimulate discussion by relating course topics to specific industry cases. The course will leverage both the instructors? and students occupational experiences to provide students with practical, industry-focused training relevant to today?s business environment. Prerequisites: BUS 551 and BUS 591
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3.00 Credits
In today's dynamic and competitive economy, the ability of an enterprise to effectively leverage existing and emerging information technology is a critical success factor in gaining and sustaining a strategic advantage. This course presents management concepts that lead to an understanding of information technology and its role within the enterprise. The challenges of transitioning from legacy technology and business practices to new technology and reengineered business practices will be examined. The course also reviews how to build consensus among business and technology professionals using modern approaches to strategic planning, business process reengineering and system development. Utilizing case studies, the student will apply theory and practice.
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1.00 - 4.00 Credits
Topics of current and particular interest in business administration. Students may enroll in more than one selected topics course.
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