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Course Criteria
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3.00 Credits
This course builds skills in negotiating and managing disputes and explores various theories concerning negotiation styles, strategy and tactics, alternative dispute resolution, and the major legal and ethical issues in the field.The course strengthens negotiation skills, introduces the many formal and informal processes available for dispute resolution, and develops managers' ability to resolve and prevent disputes.The heart of the course is a series of experiential exercises that create opportunities to practice and develop the principles learned in the course.(Prerequisite: junior standing) Three credits.
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3.00 Credits
This course examines the ways computer technologies may pose new kinds of ethical issues that call for fresh approaches to thinking ethically about business.The purpose of the course is to help students prepare to deal effectively with ethical issues of a technology they are likely to face in their careers.(Prerequisite: junior standing) Three credits.
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3.00 Credits
This course covers theories and practices for effective compensation management.Topics include strategic perspectives of compensation systems, determining pay structure, job analysis, and job evaluation, design and administration, external pay competitiveness, designing pay levels, employee contributions and individual pay, subjective performance evaluation and merit pay, alternative reward systems, employee benefits, government's role and compliance, pay discrimination, budgets and pay administration, and union role in wages and salary administration.(Prerequisite: junior standing) Three credits.
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3.00 Credits
This course recognizes the complexities of managing human resources in the global business arena.Modern-day business is characterized by the relentless pace of globalization, through formation of international collaborations, mergers, joint ventures, and the opening up of new markets such as China, India, and Eastern Europe.There has been a dramatic increase in virtual work teams across several countries, globally outsourced work, and cultural diversity in the workplace as more people move across national borders to work.As a result, human resource management practices like recruitment, training, compensation, performance management, and employee relations are more complex.Additionally legal and regulatory requirements of foreign countries, cultural differences, expatriate management, and workforce mobility become important considerations.This course analyzes these complexities along with in-depth study of the people-related issues in different countries in Asia, Africa, Latin America, and Eastern Europe. This course meets the world diversity requirement. ( Prerequisite: junior standing) Three credits.
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3.00 Credits
Globalization, the internationalization of markets and corporations, has changed the way modern corporations do business.This course examines major themes and issues in the area of cross-cultural management.It focuses on three perspectives: the values, attitudes, and behaviors that are common to a cluster of countries, specific to one country, or specific to a major cultural subgroup or subgroups within one country.It explores what happens when cultures clash, and the need to under-stand different approaches to doing business in a diverse world. This course meets the world diversity requirement. ( Prerequisite: junior standing) Three credits.
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3.00 Credits
Students may take two semesters of internship, approved by the department.(Prerequisites: students must have a GPA of 2.5 or higher, have junior standing, and complete the internship in their major area) Three or six credits.
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3.00 Credits
This special program involving independent study and research under faculty guidance is also intended for students accepted in an approved internship.Open only to seniors majoring in management and approved by the department chair.(Prerequisites: students must have an overall grade point average of 2.5 or greater) Three or six credits.
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3.00 Credits
The purpose of this course is to introduce the student to the fundamental concepts and theories that drive day-to-day marketing decisions.A thorough understanding of the marketplace (consumer or business-to-business) is at the heart of such decision-making, and the student develops skills for identifying the customer's wants and needs and satisfying these demands.The core tools that enable managers to move from decision-making to action are addressed, namely: product development, pricing, channel management and structure, and promotions (including advertising and sales).Additional relevant topics include global marketing; society and marketing ethics, and Internet marketing.Students are required to work in a team to construct a written marketplace analysis for a chosen product/service.(Prerequisite: sophomore standing) Three credits.
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3.00 Credits
This course provides students with an understanding of the behavior of consumers in the marketplace, using an interdisciplinary approach that employs concepts from such fields as economics, psychology, social psychology, sociology, and psychoanalysis.Topics include motivation, perception, attitudes, consumer search, and post-transactional behavior.(Prerequisites: MK 101, junior or senior standing) Three credits.
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3.00 Credits
This course helps students learn sales management principles.Effective management of salespeople is critical to business success because many goods and services demand personal contacts to close the sale.To function effectively as managers, students must know how salespeople perform their jobs.In addition, this course emphasizes the role of personal selling, account relationships, territory management, and new technologies in sales management program.(Prerequisites: MK 101, junior or senior standing) Three credits.
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