Management and Marketing (MGMT/MKTG)

Professor Dr. Michael Judiesch

Chair of the Department

The management program offers core courses required of all business students and a management major which is behaviorally oriented. All students are required to take MGMT 201, 307, 406 and 430. Management majors take MGMT 309, 415, 420, plus six credits of electives from the following courses: MGMT 304, 305, 308, 316, 441, 450, 460, 470 or MATH 425 (Operations Research). A minimum grade of C is necessary for credit in major courses. This department places particular focus on the social responsibilities of the business corporation as an institution and citizen of society and the management techniques required for successful organizational operations. The pivotal position of the executive in society is stressed in terms of his/her consideration of factors both external and internal to the firm.

Management (MGMT)

201. Introduction to Management. Develops understanding of management from historical, behavioral, theoretical and practical perspectives. Through a critical assessment of the classical and alternative approaches to the discipline, the student learns the essentials of leadership of contemporary enterprises in a global environment. Moreover, the student experiences a pragmatic employment of relevant communication skills both within and outside the classroom. (Cr.3)

304. Management and Organizational Theory. Examination of the major aspects of organizational theory as evolved from traditional organization and management concepts. Emphasis is on the analysis of the organization as a socio-technical system. Spring. Prerequisite: MGMT 201. (Cr.3)

305. Managerial Planning and Decision Making. Examination of major decisional areas with respect to establishment of goals and the determination of strategies. The dynamic conditions of uncertainty and risk characterizing the environment of modern organizations-both profit and non-profit. Critical evaluation of applicable concepts such as, optimization, decision rules, feedback, and cybernetics. Spring. Prerequisite: MGMT 201. (Cr.3)

307. Operations and Quality Management. A study of the managerial functions involved in operations and quality management. Application of management and decision support quantitative techniques including PERT, CPM, linear programming, inventory control and scheduling systems, work standards, and quality control. Integration and use of modern computer software for controlling business operations within a context that includes total quality management requirements. Prerequisites: CIS 106, ECON 227. (Cr.3)

308. Comparative and International Organizations. Explores the similarities and differences among organizations in diverse situations, industries, and countries. Types of comparisons include the study of organizations over time; of successful versus unsuccessful companies; of manufacturing versus service companies; of profit versus non-profit organizations; and of companies operating in different countries. Companies are compared in terms of their structures, strategies, systems, staff, style, skills and superordinate goals. The universality of contemporary management theories are considered. Fall. Prerequisite: MGMT 201. (Cr.3)

309. Management of International Business. The objective of this course is to develop an understanding of the management issues associated with the development, environment, operations and growth of multinational enterprises. The impacts of the various aspects of international business are examined from the perspectives of the firm and the investing and host countries. Prerequisite: MGMT 201. (Cr.3)

316. e-Management. This course is about formulating business strategy in the e-commerce area where transactions are conducted over the internet, and we will survey the various business models that have been introduced in the last few years and analyze their economic and managerial foundations. In addition, this course is designed to put participants in the role of strategic management consultants, in order to provide students with an understanding of the issues and strategic implications of electronic commerce; it is not designed to discuss technical implementation issues. We will investigate the many different facets of electronic commerce, the various business strategies, management issues, and pertinent technologies. Prerequisite: MGMT 201. (Cr.3)

406. Strategic Management. An inter-disciplinary capstone course focusing on how managers analyze key environmental forces and then formulate, implement and evaluate strategies. Students use tools and techniques from Finance, Marketing, Production and Human Resources to devise future plans for companies. Various normative strategic planning models are considered and assessed. Small businesses, profit and non-profit firms, and multinational corporations are featured in case studies. Prerequisite: Business Seniors only. (Cr.3)

415. Human Behavior in the Organization. Individual and social behavioral processes and their relevance to managers. Behavioral sciences concepts and techniques for maximizing both the contribution of human resources toward organizational goals and the personal growth and fulfillment of organizational personnel. Fall. Prerequisite: MGMT 201. If you take this course, you cannot receive credit for PSYC 274. (Cr.3)

420. Human Resource Management. The study of current human resource management practices and principles in the areas of equal employment opportunity, strategic human resource planning, selection, performance evaluation, training and development, compensation, health and safety, and labor relations. Spring. Prerequisite: MGMT 201. (Cr.3)

430. Business, Government and Society. Examines interactions between business, government and society in a changing global economy. Analyzes the role of government as an arbiter between business practices and society’s expectations and values. From the perspective of the firm, addresses corporate responsiveness to public concerns, business ethics and public issues management. Considers government regulation of product safety and quality; environmental protection and resource conservation; workforce diversity; workplace health and safety; and international trade and competitiveness. Prerequisite: Business Seniors only. 2004-2006. (Cr.3)

441. Small Business Management Seminar. Analysis of management of small business enterprises from feasibility to survival. Attention is given to the concept of entrepreneurship as well as to developing consulting skills. Through field work, in cooperation with the Small Business Administration of the Federal Government, student counseling teams provide assistance to the small business community under faculty supervision. Spring. Prerequisite: Business Seniors only. (Cr.3)

450. The Management of Behavioral Dynamics. Managerial implications of alternative methods for dealing with organizational confrontation, change, and inter- and intra-group conflict. Extensive experiential learning techniques utilized. Spring. Prerequisite: MGMT 415 or permission of instructor. (Cr.3)

460. Management Seminar. A program of supervised research and readings on problems of interest to the students. Open to a limited number of students who meet the departmental requirements and have the approval of the Chair of the Department. (Cr.3)

470. Management Tutorial/ Independent Study. A program of supervised reading and research under the direction of a member of the Department. Topics and methods of research are to be developed in consultation with the supervising professor. Open to qualified students who meet the departmental requirements and have the approval of the Department Chair and the Dean. (Cr.3)

Marketing (MKTG)

Marketing represents both a key function and philosophy which provides a foundation for the successful operation of all businesses and non-profit organizations today. Marketing executives perform the essential tasks of planning the firm’s competitive market position and strategy, including the selection of the firm’s most effective “marketing mix” (firm’s product portfolio and advertising, pricing, and distribution strategies). All marketing majors take MKTG 303, 307, 403 and 412 plus 3 elective credits in Marketing. MKTG 201 is required of all students in Business. A minimum grade of C is necessary to receive credit in major and minor courses. Marketing majors may not take PSYC 305, Consumer Psychology. A working set of computer skills in PowerPoint, a statistical computer-based program, as well as some web development will be used in many of the marketing classes.

201. Essentials of Marketing. This course provides the student with an understanding of modern marketing practice, philosophy, advantage, marketing mix decisions, market segmentation, product positioning, buyer psychology and behavior, and new product development. Computer simulations and cases are used to demonstrate real-life applications. (Cr.3)

303. Marketing Research. Develops knowledge and skills in designing research projects; developing experimental designs and research instruments such as interviews, questionnaires, and concept tests; implementing projects; and communicating research results and implications. Prerequisite: ECON 227. (Cr.3)

304. Advertising and Communications Management. Students learn how marketers communicate to develop brand awareness, image, and distinctiveness, encourage buying behavior, and reinforce satisfaction. Promotional campaigns for actual products are created by determining budgets, setting objectives, targeting audiences, developing themes and messages, choosing media, and measuring results. Spring. (Cr.3)

305. Direct Response Marketing. The managing of direct response advertising. The course focuses on using customer databases, testing customer response, and measuring efficiency of marketing methods that appeal for action from specified individuals. Spring. (Cr.3)

307. Consumer Behavior. The course focuses on the major theories needed to understand buyer behavior, such as evoked set, brand loyalty, learning and memory functions, motivation, attitudes and attitude change, diffusion of innovations, perception and meaning, lifestyle and personality differences, culture and social class, and family buying influences. If you take this course, you cannot receive credit for PSYC 305. (Cr.3)

308. Sales Management. An introduction to methods of sales management: selection, recruiting, selling strategies, training, territory management, compensation and motivation, and performance review. Spring. (Cr.3)

311. Product Management. A review of the company’s product portfolio management, including the task of product positioning, product development, market development, product diversification and alternative strategies associated with the introduction, growth, maturity and decline stages of the product life cycle. Spring. (Cr.3)

315. Retail Management. The study of modern retail practices, e.g. trading area analysis, economic quantity models, atmospherics, non-store retailing, target market selection, and competitive analysis. Fall. (Cr.3)

316. e-Marketing. This course focuses on Internet marketing, new media marketing, and direct marketing. The primary emphasis is customer relationship interactions using all marketing tools. Some topics include virtual marketplaces, auctions, virtual communities, personalization, and personal privacy and security. Fall. (Cr.3)

321. Contemporary Marketing Issues. Major ethical challenges facing marketers today are studied such as negative word-of-mouth, new product failure, consumerism, product liability, deceptive advertising, and other societally oriented issues. (Cr.3)

403. Marketing Management. This capstone course integrates previous marketing courses within a problem-solving framework. Students study marketing issues, strategies, plans, and implementation in a competitive environment. Required of senior marketing majors and open to senior marketing minors. 2002-2004. Prerequisites: MKTG 303 and MKTG 307. (Cr.3)

412. International Marketing. Selecting and entering global markets, as well as building and protecting market share are viewed in light of significant economic, cultural, and political-legal differences. Prerequisite: MKTG 201. (Cr.3)

413. Marketing Honors Seminar. A unique opportunity for students to do research on major marketing issues. Previous seminars have addressed the use of athletes in advertising, the acceptance of marketing activities in non-profit organizations, and consumer knowledge about the potential dangers of artificial sweeteners. Open only to selected students with the approval of the faculty mentor. (Cr.3)

414. International Field Study Seminar. A program designed to assess the impact of the foreign environment on the international firm. Seminars will be conducted at home and abroad. Students will visit selected companies in a foreign country in January. (Participants are responsible for the cost of travel, lodging, meals and miscellaneous expenses.) Open to students approved by the instructor. Spring. (Cr.3)

470. Marketing Tutorial/Independent Study. A program of supervised reading and research under the direction of a member of the Department. Topics and methods of research are to be developed in consultation with the supervising professor. Open to qualified students who meet the departmental requirements and have the approval of the Department Chair and the Dean. (Cr.3)