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Course Criteria
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3.00 Credits
Prerequisite: EC102, IB282, MG201. Investigates business policy, strategy, structure, and process in an interna- tional context. Focuses on the international business environment and management practices outside the United States. Students develop an understanding of the complex and varied role of the general manager in a non-domestic environment. Topics include the inter- national environment; the role of the general manager overseas; and global strategies, policies, and processes. Same course as IB415.347
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3.00 Credits
Prerequisite: 60 credits. Readings and discussions in selected areas of management. Topics might include productivity management, career planning and development, small business management, organizational change and devel- opment, legal liabilities of managers, critical thinking, and R&D management. May be repeated for credit with different topics.
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3.00 Credits
Prerequisite: IB282, MG201, and senior standing. This upper- level seminar investigates both contemporary issues and groundbreaking research in the fields of organizational behavior, strategy, and international business. Students are exposed to the ongoing work of various professors, and they develop a framework to analyze the relevancy of the respective research streams from both practical and theoretical perspectives. Same course as IB429.
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3.00 Credits
Prerequisite: MG201 and 60 Credits. Develops an under- standing of the relationship between social capital and entrepreneurship and the role of good business prac- tices in increasing social capital, developing sustainable enterprise, and creating wealth. Globalization, free mar- kets, and capitalism can facilitate economic progress and human development, empower the disenfranchised, and reduce poverty. Prosocial behaviors, practical leader- ship, and social entrepreneurial skills are developed.
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3.00 Credits
Prerequisite: MG201 and 60 credits. Identifies sources of power and influence and analyzes the use of power to influence and achieve personal and organizational goals. Personality and experience often lead to the differences in interpretations of how power is used in organizations. Often new employees look to their own supervisors to shelter them from organizational politics and then the employees themselves become the pawns of political power. As organizations are political entities, this course analyzes choices regarding how objectives and strategies are made primarily on the basis of who has power and how that power is used.
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3.00 Credits
Prerequisite: MG201 and written permission of the instructor. Combines practical work experience with applied class- room work and projects. Individual internship place- ments for found for students. Students must complete a minimum of 150 hours working at the organization/ business on projects and activities assigned by the supervi- sor. Scheduled performance reviews are completed by the student's supervisor. Classroom projects include: multiple networking assignments related to the intern- ship placement, conducting and submitting a written industry analysis, weekly written reports integrating learning from completed coursework and the intern- ship, reading a specialized "readings list" related to theindustry of the student's placement, and developing an updated resume and cover letter at the end of the internship. Only one internship course may count toward graduation requirements.
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3.00 Credits
Prerequisite: EC102 and sophomore standing. Students acquire a basic understanding of marketing's role in helping an organization accomplish its mission. Stu- dents learn to identify the elements of the marketing mix, describe how these elements can be integrated to achieve organizational objectives, and detail a product's marketing plan. Topics include customer behavior, market segmentation, and the marketing mix-product, promotion, pricing, and distribution.
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3.00 Credits
Prerequisite: MK240 and sophomore standing. Examines the internal and external factors which influence con- sumer and business buyer behavior, as well as the deci- sion-making process of individual and organizational buyers. Students learn to identify the major ideas and processes that characterize the consumer field and to apply these in the development and implementation of marketing strategy. Topics include discussions of the influences of culture, subculture, social class, demo- graphics, groups, learning, motivation, and attitudes; the decision-making process, and the effect of regula- tion on market strategy.
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3.00 Credits
Prerequisite: MK240. Restricted to sophomores and juniors. Restricted to accounting and business administration majors and marketing minors. Preference may be given to marketing majors and minors. Develops a global overview of the marketing function. Students learn to describe the international marketing context and identify adaptations in data collection and analysis, product, price, promo- tion, and distribution necessitated by this context. Topics include cultural, legal, financial, and organizational aspects of international marketing. This course involves348 The Sellinger School of Business and management a two week study tour with site visits to organizations in several European countries.
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3.00 Credits
Prerequisite: MK240 and 60 credits. Develops personal sales effectiveness through focusing on customer orienta- tion and a needs-based philosophy of client service. Examines the processes involved in business-to-business selling as well as the roles and responsibilities of sales representatives. Students learn to apply the strategies and enhanced interpersonal skills required in the sell- ing of products, services, and ideas. Topics include relationship management, prospecting and sales plan- ning, needs development, and adaptive selling.
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