Business Course Descriptions

Courses in this section are grouped as follows: all undergraduate courses are listed under Business Administration; 400level graduate courses are listed under Business Administration, Accounting, Finance, Management, Management Science/Information Systems, and Marketing.

A minimum grade of C shall be required to meet the prerequisite requirement for any course. Prerequisites may be waived only by consent of both the instructor and the area coordinator. A minimum campus GPA of 2.0 is required for admittance to each 200 and 300level business administration course.

93 Personal Finance for Nonbusiness Majors (3)
For future professionals who want to learn more about personal finance and how to better manage their resources. The topics include purchasing/leasing cars, home acquisitions, investing in stocks and bonds, mutual funds, retirement planning and health and life insurance. Special emphasis will be on the nontechnical aspects of these issues. Cannot be used for credit in B.S.B.A. program.

95 Topics in Business Administration (13)
Study of selected special problems in business and administration. May be repeated for credit with different topics. Cannot be included in B.S.B.A. program.

103 Computers and Information Systems (3)
The basic concepts of data processing and the fundamental principles of computerbased information systems are studied. The characteristics of computer hardware and software used in implementing business applications are considered. Students will develop skills in utilizing both mainframe and microcomputers.

109 COBOL Programming (3)
Prerequisite: BA103 or Computer Science 125. Structured COBOL programming techniques for business applications are presented. Included are report generation, control breaks, output editing, debugging, tables, and sort concepts.

140 Fundamentals of Financial Accounting (3)
Prerequisites: Math 30 and completion of 27 credit hours. This is a onesemester course in financial accounting theory and practices, with primary emphasis upon the accounting cycle and the preparation and interpretation of corporate financial statements.

145 Managerial Accounting (3)
Prerequisites: Math 30 and BA140. This is an advanced course that goes beyond the scope of a secondsemester course in fundamentals of accounting. The development, interpretation, and use of relevant cost behavior, control, and traceability concepts for management planning, controlling, and decision making are emphasized. Topics include: an introduction to product costing, the contribution concept, direct costing, performance standards and variance analysis, responsibility accounting, segment profitability, alternative choice decisions, and capital budgeting.

156 Legal Environment of Business (3)
Prerequisites: Econ 51 and BA140. An introduction to the nature and meaning of law, sources of law, legal process and institutions. The legal environment of business is defined as: the attitude of the government toward business, the historical development of this attitude; current trends of public control in taxation, regulation of commerce, and competition; freedom of contract, antitrust legislation and its relationship to marketing, mergers, and acquisitions; and labor management relations.

195 Topics in Business Administration (13)
Prerequisites: Vary with topic; contact the School of Business Administration. Study of selected special problems in business and administration. May be repeated for credit with different topics.

.206 Basic Marketing (3)
Prerequisites: Econ 51, junior standing, and a 2.0 campus GPA. An examination of the character and importance of the marketing process, its essential functions, and the institutions performing them. Attention is focused on the major policies (such as distribution, product, price, and promotion) which underlie the multifarious activities of marketing institutions and the managerial, economic, and societal implications of such policies.

207 Practicum In Investments (1)
Prerequisite: 204 and a 2.0 campus GPA. Students will apply their knowledge of stocks and bonds by managing a real dollar portfolio of securities. This course requires that students perform technical and fundamental analysis, prepare research reports, present proposals and participate in group investment decisions. The University's Student Investment Trust provides the money for students to invest. Course may be repeated for credit up to a maximum of 3 credit hours.

209 File Management (3)
Prerequisite: 109 and a 2.0 campus GPA. The course covers job control language, utilities, partitioned data sets, updating of sequential files, indexed files, direct and/or relative files. The topics are implemented in a COBOL environment. A database management system is used to illustrate design and implementation of business applications.

210 Management and Organizational Behavior (3)
Prerequisites: Junior standing and a 2.0 campus GPA. This course involves the study of the behavior of individuals and groups in an organizational setting. Specific topics examined include: motivation, leadership, organizational design, and conflict resolution, as well as basic coverage of management principles. In covering these topics, both "classic'' and current perspectives are provided.

212 Database Management Systems (3)
Prerequisites: 209 or 225 and a minimum campus GPA of 2.0. This course provides an introduction to the design and use of databases in meeting business information needs. Topics include database planning, conceptual design, and data administration. The concepts are studied with projects involving the use of a current database management system.

215 Information Systems Analysis (3)
Prerequisites: 109, or 224, and a minimum campus GPA of 2.0. Techniques and philosophies of systems analysis are addressed. Included are: traditional versus structured design methods, computerbased tools for systems analysis, workbenches, design and analysis of database systems, maintenance of existing information systems, human/machine interfaces, and security and control.

224 Managerial Applications of ObjectOriented Programming I (3)
Prerequisites: ( BA103 or Computer Science 122 or 125) and a 2.0 campus GPA. The course provides a study of the UNIX operating system and the C++ programming language as they pertain to managerial applications. In addition, the course will introduce the use of objectoriented programming methodologies.

225 Managerial Applications of ObjectOriented Programming II (3)
Prerequisites: 224 and a minimum campus GPA of 2.0. This course expands objectoriented skills taught in 224. The emphasis in this course is on objectoriented development tools and development in a clientserver environment. The data management tools will include the use of SQL to access serverbased databases.

250 Business Statistics (3)
Prerequisites: Math 100 and 105, BA103 and a 2.0 campus GPA. Construction and use of statistical models for business management. Students will learn techniques used for relational analysis and business forecasting and how to apply them in a business context. Tools include CHISquare tests of statistical independence; analysis of variance; simple linear regression and correlation; multiple linear regression; and extrapolative techniques such as moving averages and exponential smoothing. Emphasis is placed on problem definition, construction of statistical models, analysis of data, and interpretation of results. Computers are used for extensive analyses of case data.

252 Introduction to Operations Management (3)
Prerequisites: A 2.0 campus GPA and either (Econ 51, BA 145, and BA 250) or (Math 180 and Statistics 132). An examination of the concepts, processes, and institutions which are fundamental to an understanding of manufacturing and service operations within organizations. Emphasis is on the management and organization of operations and upon the application of quantitative methods to the solution of strategic, tactical and operational problems.

256 Business Law: Contracts, Sales, Secured Transactions, Bankruptcy (3)
Prerequisites: BA140, Econ 51, and a 2.0 campus GPA, or junior standing and a 2.0 campus GPA. Introduction to the laws of contracts, sales, secured transactions, bankruptcy, and other selected topics.

257 Business Law: Negotiable Instruments, Business Organizations, Property (3)
Prerequisites: BA140, Econ 51, and a 2.0 campus GPA, or junior standing and a 2.0 campus GPA. Introduction to the laws of negotiable instruments, the principalagent relationship, partnerships, corporations, property, and other selected topics.

270 Management of Promotion (3)
Prerequisite: 206 and a 2.0 campus GPA. A study of the design, organization, and implementation of the marketing "communications mix.'' Various methods, such as advertising, personal selling, and publicity are analyzed as alternatives for use alone, or in combination, to stimulate demand, reseller support, and buyer preference. Particular topics considered include: media selection, sales promotional, packaging, and selling strategy, and their relationships in the promotion process.

275 Marketing Research (3)
Prerequisites: 103, 206, 250 and a 2.0 campus GPA. An investigation of the acquisition, presentation, and application of marketing information for management. Particular problems considered are defining information requirements, evaluating research findings, and utilizing information. Statistical methods, models, and/or cases are employed to illustrate approaches to marketing intelligence problems, such as sales forecasts, market delineation, buyer motives, store location, and performance of marketing functions.

295 Business Administration Problems (110)
Prerequisite: To be determined each time the course is offered and to include a minimum 2.0 campus GPA. Study of selected special problems in business and administration. May be repeated for credit with different topics.

296 Independent Study (13)
Prerequisite: Permission of the professor, the dean, and a minimum campus GPA of 2.0. Occasional special individual study topics under the guidance of a specific professor.

.301 Consumer Behavior (3)
Prerequisites: 206 and a minimum campus GPA of 2.0. A study of such consumer functions as decision making, attitude formation and change, cognition, perception, and learning. The marketing concepts of product positioning, segmentation, brand loyalty, shopping preference and diffusion of innovations are considered in context with the environmental, ethical, multicultural and social influences on an increasingly diverse American consumer.

303 BusinesstoBusiness Marketing (3)
Prerequisites: Senior Standing, MT 105, BA206 and a 2.0 campus GPA. A study of the nature of the businesstobusiness (organizational) marketplace, concentrating on those aspects that differentiate it from consumer markets. The major focus of the course is marketing strategy, starting with analysis of the market wants and segments, concepts of pricing, the distribution arrangements, and buyer/seller relations. In this last area, consideration will be given to service, personal selling, sales promotion, and advertising, as found in the organizational marketplace. At all times emphasis is given to relating businesstobusiness marketing strategy to basic concepts in underlying business disciplines. Lectures and case discussions are used heavily in the course.

304 The Management of Information Systems (3)
Prerequisites: ( 109 or 224) and a minimum campus GPA of 2.0. Aspects and methods for managing the computer and information resources of organizations. Topics include aligning IS plans with corporate plans, MIS organizational structures, demonstrating the value of MIS to senior management, facility management, purchase decisions, software acquisition, software metrics, project management, security issues, and economic evaluation, as they relate to information resources.

305 Management of Telecommunications (3)
Prerequisite: 103 and a 2.0 campus GPA. The technical and managerial aspects of telecommunications as they apply to the business environment are discussed. Issues include: communications components and services, local area network architecture, managerial implementations, organizational issues, and cost/benefit analyses.

306 Decision Support Systems (3)
Prerequisites: 252 and a minimum campus GPA of 2.0. Applications of decision support systems and expert systems in a business environment are studied. Relationships between decision support systems, expert systems, and database management systems are explored.

307 EndUser Computing for Business Applications (3)
Prerequisite: BA 109 or BA224 and a minimum overall GPA of 2.0. Methods for end0user development of applications in a business environment are presented. An end-user programming language (for example, Visual Basic) is used for development of prototypical applications. Case studies and/or programming problems are used to illustrate technology available to end-users for creating software in a windows-based system.

308B Production and Operations ManagementLogistics (3)
Prerequisites: A minimum of 2.0 campus GPA and either (BA 252 and Math 100) or (Math 250 and Statistics 132). Detailed study of the logistical management of organizations. Topics include transportation, routing, facility location, fleet design, and capacity planning.

308C Production and Operations ManagementManufacturing (3)
Prerequisites: A minimum of 2.0 campus GPA and either (BA 252 and Math 100) or (Math 250 and Statistics 132). Study of manufacturing processes, manufacturing management, and strategic aspects of manufacturing. Topics include facility design and location, production planning and scheduling, inventory control, quality control, and technological innovation.

309 Human Resource Management (3)
Prerequisites: MT105 and BA210, and a 2.0 campus GPA. Indepth examination of selected human resource management issues from a contemporary manager's viewpoint. Topics examined include: employee selection, performance appraisal, training and development, compensation, legal issues, and labor relations.

310 Information Systems Design (3)
Prerequisites: 212, 215, one of either 209 or 225 and a minimum campus GPA of 2.0. System design, implementation, and methods of systems installation and operation are presented. A system development project is required.

311 Advanced Management and Organizational Behavior (3)
Prerequisite: 210 and a 2.0 campus GPA. Building upon 210, this course provides a more detailed examination of motivation, leadership, group process, decisionmaking, job design, and organizational development. In addition to providing more detail in terms of content, this course provides the student with considerable practical experience through the use of class exercises, case studies, and small group discussions.

312 Industrial and Labor Relations (3)
Prerequisite: 210 and a 2.0 campus GPA. Emphasis is on the dynamic relationship between management, employees, unions, and government as determinants in the efficient and effective use of human resources. Current issues and case materials are used to supplement text and lecture.

315 Marketing Management (3)
Prerequisites: MT 105, BA206, one other threehour marketing course, senior standing and a 2.0 campus GPA. An intensive analysis of major marketing decisions facing the firm, such as level, mix, allocation, and strategy of marketing efforts. Specific decision areas investigated include market determination, pricing physical distribution, product policy, promotion, channel management, and buyer behavior. Competitive, political, legal, and social factors that may affect such areas of decision are discussed. Cases, models, and problems are used heavily.

316 International Marketing (3)
Prerequisite: 206 and a 2.0 campus GPA. Marketing management problems, techniques and strategies needed to apply the marketing concept to the world marketplace. Understanding a country's cultural and environmental impact on the marketing plan is emphasized, as well as competing in markets of various cultures. Worldwide consumerism, economic and social development, the spread of multinational corporations, business ethics, and current economic and marketing issues are examined.

317 International Management (3)
Prerequisites: A minimum 2.0 campus GPA. In addition, Econ 52 and BA210; or permission of the area coordinator and the instructor. A study of international business and international management practices. Topics covered include an introduction to international management and the multinational enterprise, the cultural environment of international management, planning in an international setting, organizing for international operations, directing international operations, international staffing, preparing employees for international assignments, and the control process in an international context.

318 Industrial and Organizational Psychology (3)
(Same as Psych 318.) Prerequisites: Psych 201 or (MT 105 and BA210). This course introduces the student to psychological research and theories pertaining to human behavior in the work setting. Topics covered include: selection, performance appraisal, training, leadership, motivation, job satisfaction, and organizational design.

319 Employee Training and Development (3)
Prerequisite: A minimum 2.0 campus GPA. In addition, 210 or permission of instructor. An intensive study of training in organizations, including needs analysis, learning theory, management development, and development of training objectives and programs. Projects and exercises are used to supplement the readings.

327 Practicum in Finance (1-3)
Prerequisites: A minimum campus GPA of 2.0; one must have completed and/or be currently enrolled in at least 6 credit hours of finance electives and have consent of supervising instructor and Area Coordinator. A Business School GPA of at least 2.5 is also required. Students are employed in the field of finance where they apply the knowledge and skills learned in the classroom. Professional development and obtaining specialized work experience in a Track area are the primary goals. The student's program will be monitored by a finance faculty member with the student providing a formal written report at the end of the project.

328 Estate Planning and Trusts (3)
Prerequisite: A minimum campus GPA of 2.0; BA 204 or consent of instructor and Area Coordinator. This course will focus on the responsibility of a financial planner in the formulation and implementation of an estate plan. Topics include wills, lifetime transfers, trusts, gifts, estate reduction techniques, tax implications in estate planning, business and inter-family transfers, dealing with incompetency, postmortem techniques, and the role of fiduciaries. Lectures, cases, and guest speakers will be used to stimulate analysis and discussion.

329 Business Forecasting (3)
Prerequisites: A minimum of 2.0 campus GPA and either (BA 252 and Math 100) or (Math 250 and Statistics 132). Further study of statistical tools for forecasting in a decisionmaking context. Topics include explanatory models (multiple regression), classical time series decomposition, and extrapolative techniques (exponential smoothing and BoxJenkins procedures). In addition, methods for considering problems of intervention effects, seasonality, and collinearity will be discussed. Students will perform extensive analyses of time series data using computer packages.

330 Quality Assurance in Business (3)
Prerequisites: A minimum of 2.0 campus GPA and either (BA 252 and Math 100) or (Math 250 and Statistics 132). A study of statistical quality control concepts and procedures applicable to management systems, administrative activities, service industries, and nonprofit organizations. Some successful quality assurance programs will be examined.

332 Principles of Insurance (3)
Prerequisites: 204 and 2.0 campus GPA. This is a survey course intended to introduce students to the basic concepts of insurance. Topics include the nature of risks, types of insurance carriers and markets, insurance contracts and policies, property and casualty coverages, life and health insurance, and government regulations. The functions of underwriting, setting premiums, risk analysis, loss prevention, and financial administration of carriers are emphasized.

333 Life Insurance (3)
Prerequisites: 204 or equivalent and a minimum campus GPA of 2.0. This course explores the life insurance business from the perspective of both the consumer and provider. Coverage will include an analysis of the various types of life insurance products, aspects of life insurance evaluation, reinsurance, underwriting, and uses of life insurance in financial planning. Also included is an examination of the tax, legal, and ethical requirements.

334 Investments (3)
Prerequisite: 204 and a 2.0 campus GPA. Financial analysis of debt and equity instruments available on organized exchanges and in less tangible overthecounter markets. Techniques of such analysis are presented in context with economic and management circumstances within the company, industry, and economy.

335 Financial Risk Management (3)
Prerequisites: 204 and a 2.0 campus GPA. A study of derivative securities (forward contracts, futures, swaps and options) used in financial risk hedging. Emphasis will be placed on financial innovations and methods for tailoring a preferred risk/return tradeoff. In addition, a project or a simulation will be utilized to emphasize the effects of risk management on portfolio development.

336 Treasury Management (3)
Prerequisites: 204 and a 2.0 campus GPA. The focus of this course is on the role cash management plays in corporate finance. Topics include cash collection and payment systems, forecasting cash flows, electronic fund transfers, check processing, international cash management and managing bank relationships. Students passing the course with a grade of A or B are permitted to take the qualifying exam to become a Certified Cash Manager (CCM) under a special arrangement with the Treasury Management Association. Along with other finance courses, this class prepares students for careers in the treasury departments of major companies or with service providers like banks.

337 Principles of Real Estate (3)
Prerequisites: 204 and a 2.0 campus GPA. As an introduction to the real estate industry, the course broadly explores all phases of acquisition, development and disposal of real property. Topics include legal requirements of contracts, property rights, valuation and appraisal techniques, marketing, brokerage operations and practices, mortgage financing, leasing and property management.

338 Practice of Personal Financial Planning (3)
Prerequisites: A minimum campus GPA of 2.0; BA 204 or consent of instructor and Area Coordinator. Professional financial planning requires broad knowledge of investments, insurance, income taxation, retirement planning, and estate planning, as well as certification requirements and legal/ethical issues. This course introduces students to the field of financial planning, and provides an integrated overview of the topics listed above. Students interested in the Financial Planning track are encouraged to complete this course prior to taking other courses in the track.

339 Retirement Planning and Employee Benefits (3)
Prerequisites: A minimum campus GPA of 2.0; BA 204 or consent of instructor and Area Coordinator. The course is designed to give students an understanding of the retirement planning process. Students will gain an appreciation of the usefulness (and shortcomings) of employee benefits and develop an ability to counsel others on important retirement and employee benefit decisions. Corporate pension and profit sharing plans, self-employed Keough plans, IRA's annuities, health insurance and social security will be discussed.

340A Financial Accounting and Reporting I (3)
Prerequisites: A minimum 2.0 campus GPA. In addition, Math 30, BA140, and 57 credit hours. Review of the foundations of financial accounting theory and of the financial statement preparation process. Accounting theory and practice related to current assets (except for investments in securities). The course includes an emphasis on unstructured case problem solving skills, communication skills, and interpersonal skills.

340B Financial Accounting and Reporting II (3)
Prerequisites: A minimum 2.0 campus GPA. In addition, Math 30 and BA340A. Accounting theory and practice related to topics such as, investments in securities, operational assets, current and long-term liabilities, and leases. The course includes an emphasis on unstructured case problem solving skills, communication skills, and interpersonal skills.

341 Financial Accounting and Reporting III (3)
Prerequisites: A minimum 2.0 campus GPA. In addition, Math 30 and BA340B. Accounting theory and practice related to topics such as income taxes, pensions, owner's equity, earnings per share, and the statement of cash flows. The course includes an emphasis on unstructured case problem solving skills, communication skills, and interpersonal skills.

342 Financial Accounting and Reporting IV (3)
Prerequisites: A minimum 2.0 campus GPA. In addition, Math 30 and BA340B. Accounting theory and practice related to topics such as business combinations, consolidated financial statements, multinational operations, foreign exchange transactions, and governmental and nonprofit organizations. The course includes an emphasis on unstructured case problem solving skills, communication skills, and interpersonal skills.

343 Accounting for Governmental and Nonprofit Entities (3)
Prerequisites: A minimum 2.0 campus GPA. In addition, Math 30, BA140, and 57 credit hours. Principles of fund accounting and financial reporting for governmental and nonprofit entities.

344 Computer Applications in Accounting (3)
Prerequisites: A minimum 2.0 campus GPA. In addition, Math 30, BA103, 145, and 340A. Managerial and financial accounting applications of computers—budgeting, financial planning and analysis, and accounting information processing systems. Emphasis on development of systems for micro and mainframe computers using highlevel applications development software and on associated internal control and auditing problems.

345 Cost Accounting (3)
Prerequisites: A minimum 2.0 campus GPA. In addition, Math 30, BA145, and 57 credit hours. The study of the basic principles of cost determination for, and control of, manufacturing and distribution activities. Topics include joborder costing, process costing, cost allocations, and the development and use of standard costs within a system of absorption costing.

347 Income Taxes (3)
Prerequisites: A minimum 2.0 campus GPA. In addition, Math 30, BA145, and 57 credit hours. Fundamentals of federal income taxation. Topics include taxable entities, income, deductions, tax accounting methods, tax basis, and property transactions at both the conceptual and operational levels.

348 Auditing (3)
Prerequisites: A minimum campus GPA of 2.0. In addition, MT 105, BA340B, and 344 or 215. 344 or 215 may be taken concurrently. An introduction to auditing practice. Includes the social role of auditing and the services offered by auditors in internal, governmental, and public accounting practice. Emphasis is on the financial auditing process, including professional ethics, audit risk assessment, study and evaluation of internal control, gathering and evaluating audit evidence, and audit reporting decisions.

350 Financial Policies (3)
Prerequisites: 204 and a 2.0 campus GPA. The intensification and application of the concepts developed in 204. Special emphasis is given to the development of top management policies and their application toward complex problems of finance. Techniques for identifying and dealing with these problems before they become acute will be investigated. Cases will be integrated with appropriate outside reading.

351 Computer Applications in Finance (3)
Prerequisites: 103, 204, one 300level finance course, and a 2.0 campus GPA. Financial problem solving and applications on the microcomputer. A projectoriented course with an emphasis on microsed finance projects: present value/IRR analysis, duration, immunization, portfolio optimization, leasing, capital budgeting, financial forecasting, options, and futures.

355 Financial Services Industry and Instruments (3)
Prerequisites: 204 and a 2.0 campus GPA. The theory of financial services, instruments, and markets is discussed. In this framework, the valuation consequences of money and capital markets, corporate control, complex contracting, and regulatory environment are developed. Topics also include hedging, interest rate risk, deposit insurance, and financial instruments.

356 Commercial Bank Management (3)
Prerequisites: Econ 52, BA204, and a 2.0 campus GPA. Corporate finance and microeconomics are applied to matters of importance to commercial bankers. Among the subjects treated are bankasset portfolio construction, lending policies, liabilities management, bank capital structure, shortrun cash management, financial market rates and flows, and quantitative models for bank management. Commercial bank management is analyzed from an internal viewpoint in terms of what bank managers should look for in asset management and why; what market conditions they should be aware of; and what techniques they can use to meet changing economic and financial conditions.

375 Operations Research (3)
Prerequisites: Math 100, BA 252, and a 2.0 campus GPA, or Math 250 and a 2.0 campus GPA. Applications of the theories and techniques of operations research to problems of business, government, and industry, with emphasis on the construction and utilization of quantitative decision models.

380 International Finance (3)
Prerequisites: Econ 51, BA 204 and a 2.0 campus GPA. A study of the international financial markets, instruments, and portfolio strategies. Topics will include international risks, foreign diversification and hedging techniques for international exposure. The use of derivative instruments and special markets are evaluated in the international corporate/investment setting.

385 Operations Research II (3)
Prerequisites: A minimum of a 2.0 campus GPA, BA 375 and either BA 250 or Statistics 132. Topics of special interest including mathematical programming, stochastic decision making, digital simulation, game theory, and other selected techniques. (Formerly Mathematical Programming).

390 Business Assessment Testing (0)
Prerequisite: Concurrent enrollment in BA 391. A onetime lab during which a major field exam in business is administered. Course graded on a Satisfactory/unsatisfactory basis. Satisfactory grade required for graduation.

391 Strategic Management (3)
Prerequisites: Senior standing and BA 204, 206, 210, a minimum campus GPA of 2.0; and concurrent enrollment in BA 390. This is a capstone course drawing on the subject matter covered in prerequisite courses. Emphasis is on the formulation and implementation of corporate, business and functional strategies designed to achieve organizational objectives. Topics include the role of top management, globalization of business and ethical perspectives. Case studies and research reports may be used extensively. (It is preferred that this course be taken during the student's final semester.)

392 Entrepreneurship/Small Business Management (3)
Prerequisites: BA 156, 204, 206, 210, and a 2.0 campus GPA. This integrative general management course is designed to communicate the academic principles of business management applicable to solving of problems of small and mediumsize businesses and assist in their development. This course will provide a background in the forms of business, the development of business plans and systems integration, venture capital, accounting, procurement, promotion, financing, distribution and negotiations for initial organization, and operation and expansion of the firm.

395 Business Administration Seminar (110)
Prerequisite: To be determined each time the course is offered and to include a minimum 2.0 campus GPA. May be repeated for credit.

396 Internship in International Business (36)
Prerequisites: Econ 51 and 52, BA 140 and 145, an additional 12 hours in BA, concurrent enrollment in a UM overseas program; also a 2.0 minimum campus GPA. The internship will be a supervised field experience in a business/international organization at a foreign site. Students will work for 10 weeks on projects directed by host organization supervisors in consultation with a UMSt. Louis faculty member. Prior to the field experience students will receive training that includes familiarization with the language and practices of the country's business, the background of the host firm, and international information sources. The student will complete a written report of his/her project. Course may not be repeated for more than 6 hours credit

.405 Managerial Communication (3)
An analysis of business writing and speaking, and the communication conventions common in organizations. Emphasis is placed on developing skills critical to career advancement and necessary for effective organizational functioning. A second goal is to prepare students for assignments in other business courses. This course must be taken within the first 12 credit hours of study, preferably in the student's first semester.

408 Economics for Managers (3)
The first portion of this course introduces microeconomic analysis of consumers, firms, and government. The concepts and tools of economic analysis are applied to the production and distribution functions of organizations. The last portion is devoted to the macroeconomic influence of capital markets, the influence of interest rates, inflation, and the business cycle.

410 Managerial Economic Analysis (3)
Prerequisites: BA 408 or Econ 51 and Econ 52. Microeconomic analysis of consumers, firms, and government. The concepts and mathematical tools of economic analysis are applied to the production and distribution functions of organizations.

411 Analysis of National Economic Environment (3)
Prerequisites: BA 408 or Econ 51 and Econ 52. The character and functioning of the national economic system; analyzing and forecasting fluctuations in national income and product, employment, and prices; the influence of monetary and fiscal policies. Emphasis is on the acquisition of knowledge concerning forces affecting all business firms.

412 Law, Ethics, and Business (3)
Analysis of the relationship between law and business with emphasis on the ability of, and extent to which, governments regulate business activities. Topics covered include the employeremployee relationship, protection of consumers, antitrust regulation, and securities law. Also discussed are ethical issues confronting management of the modern business enterprises.

414 Introduction to Geographic Information Systems (3)
Prerequisites: MS/IS 481 or equivalent, and consent of instructor. Geographic information systems (GIS) are sophisticated computerbased systems for analysis, capture, presentation and maintenance of geographically referenced data. This course includes extensive use of GIS software and provides a foundation in using GIS for spatial analyses. A range of examples are used to emphasize use of GIS as a tool to support analysis and decision making.

415 Societal, Environmental, and Management Decisions (3)
Prerequisites: BA 408. An examination of the external relationships of a business enterprise with the broad and diverse interests of society. These are government and social forces that sometimes operate counter to the potential dictates of theoretical internal economic policies for an individual organization. The primary objective is to examine the increasingly complex set of interrelationships among business, government, other economic groups, and "the public." A series of major current problems, chosen to raise some of the major issues involved in these interrelationships, and in particular to explore the development of public policy on such problems.

416 International Finance, Investment, and Commercial Relations (3)
Prerequisite: BA 450. The objectives of this course are to: provide a knowledge of the various international markets and securities; gain insight into the complexities of international risks when investing; and, study the use of international hedging vehicles to manage foreign exchange risk.

418 Governmental Budgeting and Financial Control (3)
(Same as Public Policy Administration 418.) Prerequisite: Accounting 440. A study of municipal and federal financial control and budgeting procedures with emphasis on public policy. The impact of financial control on top management decisions and the effect of budget strategies on the allocations of public funds.

420 Seminar in Business Administration (3)
An intensive study of a specific area of business administration of some specific business or economic phenomenon, or a specific problem or theory. Several different courses may be offered under this course number.

428 Current Topics in Business Administration (1)
Examination of a Business Administration topic of current interest. Instruction by regular graduate faculty, frequently supplemented by outside authorities (practicing managers, government officials, consultants, visiting faculty, etc.). Course may be taken three times for credit.

430 Individual Research (110)
Prerequisite: Consent of instructor and graduate director. Special individual research topics under the guidance of a specific professor.

490 Strategy Formulation and Implementation (3)
Prerequisites: FIN 450, MGT 460, MKT 470, MS/IS 483. Graduate program capstone course examining concepts and methods that integrate functional areas of business. The perspective is that of general management charged with directing the total enterprise. Interactions between the environment, organization, strategy, policies and the implementation of plans are explored. Special emphasis is given to globalization of business and ethical perspectives. This course should be taken during the semester prior to graduation. In no case may it be taken sooner than two semesters prior to graduation.

Accounting (400 level)
421 Professional Accounting Research (3)
Prerequisite: BA 341. Discussion of the research tools and methods available to resolve questions concerning accounting standards and practices. Critical analysis of topics of current interest and importance in accounting practice.

431 Tax Research (3)
Prerequisite: BA 347 or consent of instructor. A discussion of the research tools and methods available to resolve questions pertaining to the tax laws. Addresses techniques for locating, verifying, and evaluating authority. Students will be expected to complete a number of tax research and writing problems throughout the semester. A basic understanding of the federal income tax law is presumed.

440 Financial and Managerial Accounting (3)
This course provides an introduction to accounting, with emphasis on preparation of financial statements for external parties (financial accounting) and accumulation of cost information to aid internal planning and control (managerial accounting). Topics covered include measurement of assets and liabilities, revenues and expenses, the accounting cycle, financial statements, cost terminology, cost behavior, product costing, and relevant costs for decision making. This course provides the necessary background for Accounting 442 (Accounting for Decision Makers).

441 Concepts in Management Accounting (3)
Prerequisites: Math 100 or Econ 301 with a minimum grade of C and Accounting 440. The development, interpretation, and uses of accounting reports and supplementary information for management planning, control, and decision making. Emphasizes the application of relevant cost behavior, control, and traceability concepts in the preparation of internal accounting reports, with a secondary emphasis upon product costing techniques as appropriate to financial accounting needs. Topics include breakeven analysis, operational budgeting, direct costing, absorption costing, standard costs and variance analysis, business segment analysis, responsibility accounting, distribution cost accounting, and gross profit analysis.

442 Accounting for Decision Makers (3)
Prerequisites: Accounting 440 or the equivalent. This course builds on the foundations covered in Accounting 440, emphasizing the use of accounting information for making operating, investment, and strategic business decisions. Topics covered include interpretation and analysis of financial statements, uses of accounting information by capital market participants, contribution margin analysis, tactical decision making, pricing and product decisions, budget analysis, and performance measurement.

445 Seminar in Financial Accounting Theory (3)
Prerequisite: Accounting 421. A study of theoretical issues, such as the foundations of accounting standards and the usefulness of accounting information. Analysis of how elements of accounting theory relate to current issues facing the profession.

446 Seminar in Auditing (3)
Prerequisites: BA 348 or permission of instructor. A study of advanced auditing and attestation issues, with an emphasis on operational auditing. Topics include professional ethics, risk analysis, internal control, fraud detection, analytical procedures, determining and assessing operational objectives, and reporting and implementing audit findings.

447 Accounting Systems for Management Planning and Control (3)
Prerequisites: Accounting 441 and MS/IS 481, or permission of instructor. A study of advanced managerial accounting techniques useful in facilitating the planning and control process in modern organizations. Emphasis on the implementation and administration of these techniques, their integration with management information systems, and the organizational role of the corporate accountant.

449 Systems Auditing (3)
Prerequisites: Accounting 440, MS/IS 480, or consent of instructor. Study of techniques involved in the control and audit of computerbased accounting information systems. Emphasis on the review of internal controls at operational and administrative levels and on computerassisted audit techniques.

Finance (400 level)
450 Financial Management (3)
Prerequisites: ACC 440 (or BA 140), MS/IS 481 (or BA 250), and BA 408 (or Econ 51 and Econ 52). This course provides an indepth analysis of corporate finance including asset pricing, risk and return, short and longterm investment decisions, capital structure choices, dividend policy, derivatives, mergers and acquisitions, and a host of other current topics. The material is taught through lectures and problem solving.

451 Advanced Financial Management (3)
Prerequisites: Finance 450 and MS/IS 481. Exposure to recent financial management theory through selected readings. Financial management problems are considered by the use of cases and simulation models. An original research project under the supervision of the instructor is required.

455 Security Analysis (3)
Prerequisites: Finance 450 and MS/IS 481. An indepth study of techniques used in evaluating various financial assets as investment opportunities. Financial assets studied include common stock, preferred stock, and fixed income securities. Other related topics such as sources of investment information and current market trends are discussed.

456 Capital Markets and Financial Institutions (3)
Prerequisite: Finance 450. The theory of financial intermediation is discussed in the context of banks, savings and loans, public and private insurance companies, and investment banking. In this framework, the relationship with money and capital markets, markets for corporate control, complex financial contracting, and regulatory environment is developed.

457 Introduction to Derivatives (3)
Prerequisite: Finance 450. An indepth study of advanced risk management techniques utilizing futures, forwards, options, swaps and synthetic securities. A broad study of speculative market characteristics will be reviewed in conjunction with a variety of financial innovations. Portfolio management theories combined with mathematical models will be utilized to demonstrate the effects of hedging techniques and portfolio insurance.

458 Commercial Bank Management (3)
Prerequisite: Finance 450. This course explores the various bank management techniques required to manage a modern commercial bank in a rapidly changing environment. Topics include asset and liability management, capital adequacy, bank holding companies, profitability, and bank market structure and regulation.

459 Seminar in Finance (3)
Prerequisite: BA 450. This course incorporates a wide range of advanced topics in finance including, but not limited to, an evaluation of various financial assets as investment opportunities, trends in capital markets, derivatives and management of financial and non-financial firms.

Management (400 level)
460 Organizational Behavior and Administrative Processes (3)
(Same as Public Policy Administration 460.) The theoretical and research contribution of the behavioral sciences to management and administration are examined and applied to selected organizational situations. Areas to be considered from the standpoint of both individual and organizational performance are communication, motivation, conflict, decision making, goal setting, leadership, organizational design, climate, development, and control. Utilizing a systems perspective, the course attempts to develop in each student an ability to analyze and solve organizational problems.

461 Managing Human Resources (3)
Prerequisite: Management 460. Indepth examination of selected human resource management issues from a contemporary manager's viewpoint. Topics examined include: personnel planning; employee selection; performance appraisal, training, and development; compensation; legal issues; discipline; and labor relations. The course examines these topics as they relate primarily to operational activities in organizations.

462 Advanced Organizational Behavior and Administrative Processes (3)
Prerequisite: Management 460. An indepth examination of selected organizational and individual theories affecting behavior and operating performance. Organizational structure and design, formal and informal organization, decision making, communications, and motivation are analyzed for their organizational impact. The course seeks to develop further the ability to analyze and evaluate organizational processes and individual behavior.

463 Organizational Training (3)
Prerequisite: Management 460 or Management 461 or permission of department. An intensive study of training and developmental methods/issues in organizations. Topics include needs analysis, learning theory, training techniques, evaluation, and management development. Other topics include memory, training objectives, and training facilities. Projects and exercises are used to supplement reading and lecture.

464 Compensation and Benefits (3)
Prerequisites: Management 461 and M.S.I.S. 481. An indepth study of compensation and benefit programs in organizations. Topics include job evaluation, incentive systems, performance appraisal, and employee benefits. Discussion of relevant laws, such as the Equal Pay Act, is also provided.

465 UnionManagement Relations and Collective Bargaining (3)
Prerequisites: Management 460 and BA 412. Primary concern is with the setting and the dynamics of contract negotiation and administration. Emphasis is on the development of insight and understanding of the forces affecting the decisions of the parties to a labor contract within the context of the social, political, and economic environment of the organization. A dynamic approach is taken to examine difficulties that arise in attempting to administer a collectively established relationship between employer and employee.

466 Selected Topics in Human Resource Management (3)
Prerequisites: Management 461 and MS/IS 481. This course provides an advanced treatment of selected human resource management topics. Primary focus is on topics such as job analysis, preemployment screening devices, test validation, and civil rights laws. Other topics, such as performance appraisal, recruitment, promotions, and terminations may be covered. Various class projects may be assigned to supplement readings, lectures, and discussion.

467 Dynamics of Interpersonal Relations (3)
Prerequisite: Management 460 or academic background in general psychology. The selfconcept, personality dynamics, and mechanisms of adjustment. Catalysts and barriers to effective communication. Examination of the functional relationship between egoneeds, perceptual distortion, and stereotypical thinking. Roleplaying, the resolution of roleconflict, and objective selfevaluation. The development of cooperation and trust as a prerequisite to effective human relations.

468 International Business Strategies (3)
Prerequisites: BA 408 and ACC 440. This course focuses on those managerial issues which follow from the definition and implementation of corporate strategy for worldwide operations, as distinguished from purely domestic firms or those only marginally involved in international activities. It aims to develop an appreciation for the unique competitive, sociocultural and political environments in which international business takes place and the skills required to deal with these changes.

469 Seminar in Management (3)
Prerequisite: MGT 460. Topics of current interest in management. Possible topics include, human resource management, international management, and entrepreneurship.

Management Science/Information Systems (400 level)
423a Applications of Programming for Business Solutions (3)
Prerequisites: MS/IS 480. This course provides a study of business-oriented programming. A programming language will be introduced and discussed in detail. Emphasis will be on program definition and the use of such programs in business-oriented applications.

423b Managerial Applications of ObjectOriented Technologies (3)
Prerequisite: MS/IS 423a. This course deals with businessoriented programming in an object oriented environment. The emphasis will be on program definition, and tools and development in a clientserver environment. The course will involve the study of an objectoriented language in addition to objectoriented methodologies for systems development.

423c Business Programming and File Systems (3)
Prerequisite: MS/IS 423a. The course provides a study of businessoriented programming in a traditional centralized environment . The programming language COBOL will be introduced and studied in detail. Emphasis will be on program definition and the use of file structures in businessoriented applications.

423d Internet Programming for Business (3)
Prerequisites: M.S.I.S. 423a. Focus on Web-based applications development for business. It will begin with the fundamentals of Web-based computing, including Web client and server interaction, the MIME standard, server and client data frame headers, the CGI standard, and error conditions as they pertain to business applications. In addition, JAVA will be introduced to build Web-based GUI-interfaces and back-end servers. Finally, business applications issues such as firewalls, proxy servers and data encryption using secure servers will be included.

424a Seminar in Current Management Information System Topics (3)
Prerequisite: MS/IS 488 or MS/IS 485 (may be taken concurrently). Advanced topics of current interest in management information systems. Content to be determined each time the course is offered. May be repeated for credit.

424b Seminar in Management Information Systems (3)
Prerequisite: MSIS 480. Topics of current interest in management information systems. Topics may include international information systems, electronic commerce, decision support systems, information systems strategy, telecommunications, and information systems management.

424c Business Process Design (3)
Prerequisites: MS/IS 480, and MS/IS 485 (may be taken concurrently). This course presents the concepts of process design for improving customer service and satisfaction. Issues related to characteristics, goals, benefits and costs of enterprise-wide design, and the role of information technology during the design process will be discussed. Further topics may include: computer-based modeling tools for process design, total quality management and quality circles, and organizational learning.

424d Management of Transitional Information Systems (3)
Prerequisites: MS/IS 480 and MS/IS 485 (may be taken concurrently). The course presents concepts of managing global information technology. Issues covered include: global information technology, systems development, electronic data interchange, cross-border data flows, and national and international information structures. Further topics may include information technology enabled economic development, global outsourcing of information systems services, and social, organizational and ethical implications.

425 Advanced MIS Applications (3-6)
Prerequisite: MS/IS 488 or permission of instructor. The course requires a project through which the student applies MIS concepts to a real problem; a written, professional quality report will be required. The course material must build upon, not duplicate, material in the MIS curriculum. The course may be repeated for credit with the permission of the MS/IS area. Consent of the MS/IS area for the topic and number of hours is required.

426 Management of Client/Server Computing (3)
Prerequisite: MSIS 496. This course explores a wide range of topics necessary for the management of client/server computing technology. Students will explore the business advantage and opportunities that client/server systems can provide an organization. In addition, the course will introduce topics of importance to implementing technology in an organization. Finally, the course will provide a framework for understanding the diverse technical components of client/server technology, technical standards and their implications for inter-operability of components.

428 Operations Research-Deterministic Models (3)
Prerequisites: Math 345 or equivalent. (Same as math 435). A study of deterministic methods and models in operations research. This course provides an introduction to operations research and focuses on model building, solution and interpretation of results. Topics include formulation, solution, duality and sensitivity analysis in linear programming, integer programming, network flow models, nonlinear optimization, and dynamic programming.

429 Operations Research-Stochastic Models (3)
Prerequisites: Stat 320 or equivalent. (Same as Math 436). A study of stochastic methods and models in operations research. Provides an introduction to probabilistic models for decision making under uncertainty. Topics include stochastic processes, queuing theory and models, probabilistic inventory theory and models, Markovian decision problems, simulation and reliability.

430 Quality Management (3)
Prerequisite: MSIS 481 or Stat 320 or consent of instructor. (Same as Math 437). An applied course on total quality management. Quality improvement approaches are presented and the managerial implications and responsibilities in implementing these approached are discussed. Topical coverage includes the construction and interpretation of control charts, graphical methods, quality function deployment, robust experiments for product design and improvement, mistake-proofing (poke yoke), the Deming approach, Baldridge award criteria, quality cost audits, worker empowerment and reward systems. Cases involving both business processes and physical processes are used to illustrate successful quality improvement efforts.

469 Seminar in Management (3)
Prerequisite: MGT 460. Topics of current interest in management. Possible topics include, human resource management, international management, and entrepreneurship.

480 Management Information Systems (3)
(Same as Public Policy Administration 480.) Prerequisite: Econ 301. An overview of management information systems is presented, including IS managerial concepts and hands-on exposure to technology. Concepts include alignment of information systems strategy with organizational strategy, MIS components and organizational structures, issues in the design and implementation of systems, and understanding the role of information systems in organizations. Students are exposed to several technologies, including the information superhighway, application software packages, and a programming language.

481 Statistical Analysis for Management Decisions (3)
Prerequisites: MS/IS 480 (may be taken concurrently) and Econ 301 with a minimum grade of ''C.'' The role of statistical evidence in the formation of inference and in the selection of strategies in solving business problems is developed. Probability and probability distributions are studied as a basis of statistical inference. An introduction to multivariate analysis is provided, which includes analysis of variance and regression methods.

482 Management Science Methods (3)
Prerequisite: MS/IS 483. This course provides a working knowledge of management science techniques. It emphasizes analytical approaches to solving business problems, construction of mathematical models, and manipulation of model variables for managerial decision making. Topics include mathematical programming, including integer and network models, heuristics, and simulation models.

483 Production and Operations Management (3)
Prerequisite: MS/IS 480 and 481. This course discusses issues related to the creation and delivery of goods and services. Topics include the design of production processes, the layout and location of facilities, forecasting, scheduling, inventory control, queuing, materials planning, and quality control. Analytical techniques such as linear programming are used in studying these problems.

485 Management Information Systems: Theory and Practice (3)
Prerequisites: MS/IS 480. The course presents and analyzes critically current MIS topics in the context of business organizations. Issues may include: organizational and behavioral concerns, the fit between information systems and organizations, information systems development and implementation, software evaluation and procurement, systems performance, and information systems planning and control.

486 Advanced Statistical Methods for Management Decisions (3)
Prerequisite: MS/IS 481. A study of statistical methods applicable to specialized areas of statistical analysis. Topics include Markov processes, distributionfree tests, sampling theory and methods, experimental design, time series analysis, and spectral analysis.

487 Advanced Operations Research Applications (3)
Prerequisite: Consent of instructor. Application of operations research techniques to business problems. After a brief review of these techniques, followed by an examination of typical applications reported in the literature, the major portion of the term is spent in analyzing and solving an actual business operations research problem. A team approach is used, with groups of two or three students responsible for finding and solving an operations research problem in a local company. Primary emphasis is placed on the use of operations research techniques to solve management problems.

488 Information Systems Analysis (3)
Prerequisite: MS/IS 423a. The theory and practice of structured analysis are presented. Topics may include: traditional vs. structured analysis methods, requirements analysis, user/analyst interaction, investigation of existing systems, human/ machine interfaces, CASE tools, and workbenches.

489 Database Management Systems (3)
Prerequisite: MS/IS 423a. The course introduces the concepts of Database Management Systems for business applications. Issues in database architecture, design, administration, and implementation are covered. Projects are assigned on a mainframe DBMS and a microcomputerbased DBMS to illustrate the concepts and applications.

491 Electronic Commerce (3)
Prerequisite: MS/IS 480. Electronic Commerce is a modern business methodology that addresses the needs of organizations, merchants, and consumers to cut costs while improving the quality of goods and services and increasing the speed of service delivery. In this course, students will examine critical information technologies that provide a basis for electronic commerce, and their application in a variety of sectors and industries. It will begin with coverage of the tools, skills and business concepts that surround the emergence of electronic commerce and the consequences of applying these information technologies to difference commercial processes from both an operational and strategic perspective. We will also explore several of the problems surrounding electronic commerce such as security, privacy, content selection and rating, intellectual property rights, authentication, encryption, acceptable use policies, and legal liabilities.

492 Information Systems Strategy (3)
Prerequisites: MS/IS 485. This course presents the management of computer-based information resources in the context of business organizations. Issues may include: management strategies and policies for improving organizational productivity, measurement, evaluation and acquisition of management information services, office automation, end-user computing, computer use in international environments, social organizational perspectives and ethical implications. The course will be taught using cases.

493 Simulation for Managerial Decision Making (3)
Prerequisites: MS/IS 481 and (482 or 483). Introduction to simulation as a managerial decisionmaking aid. Application of simulation to a number of management scienceoriented problems. The course introduces and requires use of a simulation language.

494 Advanced Operations Research Topics (3)
Prerequisite: Consent of instructor. Advanced topics from such areas as mathematical programming, stochastic processes, decision theory, or game theory are studied in depth.

494b Seminar in Logistics and Operations Management (3)
Prerequisite: MSIS 483. Topics of current interest in logistics and operations management. Topics may include just-in-time and lean production, quality management, manufacturing and service systems, transportation and logistics, quantitative management tools, etc.

495 Information Systems Design (3)
Prerequisites: MS/IS 488, and MS/IS 489. This course builds upon the analysis techniques presented in Management Science/Information Systems 488. It requires the student, usually working in a group, to design and implement a system in a realworld environment. Advanced design concepts are presented to support the students in their project work.

496 Telecommunications: Design and Management (3)
Prerequisite: MS/IS 480 (may be taken concurrently). The topic of telecommunications is addressed from both a technical and managerial viewpoint. In particular, the course will address issues such as communications components and services, local area network architecture, managerial implementations, organizational issues, and cost/benefit analyses.

497 Decision Support Systems (3)
Prerequisite: MSIS 481. Applications of decision support systems in a business environment are studied. Issues pertaining to maintenance of data, construction of models and provision of supporting technology are explored. Students will analyze, design and implement a managerial decision support system using current development tools.

498 Fourth Generation Languages and End User Computing (3)
Prerequisite: MS/IS 423a. The course presents fourth generation languages and covers managerial issues of enduser computing. A specific fourth generation language will be introduced and programming applications will be assigned. In addition, the course will explore the problems of providing and managing microtomainframe links, enduser software packages, and security/confidentiality issues.

499 Management Information Systems Thesis Research (16)
Credit to be awarded only upon successful defense of thesis.

Marketing (400 level)

470 Contemporary Marketing Concepts (3)
Prerequisites: BA 408. Designed for students with no prior course work in the field of marketing. A wide spectrum of marketing institutions and activities is covered. The impact of marketing on the total firm, the economy, and society in general is assessed. The course is intended to develop and organize the fundamental marketing concepts necessary to an analytical study of consumer behavior, the economic environment, and four managerial aspects of marketing. The acquisition and utilization of marketing research data for problem solving is stressed. Relation and integration of basic marketing knowledge to the successful development of sound marketing policy, planning, and strategy is developed.

471 Marketing Planning and Strategy (3)
Prerequisite: Marketing 470. Emphasizes the development of a total marketing program through an analytical study of the marketingmix, the diagnosis of the business situation, along with the influence of exogenous variables and the development of an effective campus marketing strategy. Stresses importance of an integrated marketing plan and utilizes modern decisionmaking tools. Supplementary readings, journal articles, and current periodicals are used to place the theoretical framework of the course into the contemporary environment of the market place.

474 Seminar in Marketing (3)
Prerequisite: Marketing 470. This course addresses advanced problems in contemporary marketing. Topics may include, but are not limited to, marketing strategy, marketing communications and advertising, product management, consumer behavior, channels of distribution, international marketing, and marketing research.

475 Consumer Motivation and Behavior (3)
Prerequisite: Marketing 470. An analysis of the sociopsychological foundations of consumer behavior including personality differences, needs and wants, status symbols, social change and mobility, and fads and fashions. Consumer spending and saving habits, product preferences, leisuretime patterns, shopping behavior, and motivation research also are examined for their impact on advertising, selling, and marketing management.

476 Marketing Communications (3)
Prerequisite: Marketing 470. Deals with managerial decision making by placing particular emphasis on assimilating and integrating all forms of marketing communication in the development of promotional policies, plans, and procedures. Course approach is analytical rather than descriptive in investigating the areas of advertising, public relations, sales management, packaging, and other forms of demand stimulation.

477 Product Planning and Pricing (3)
Prerequisite: Marketing 470. A study of product management focusing on new product development. The steps of the new product development process are covered in detail. Current issues in new product research are discussed. Projects are emphasized and involve the application of several of the key techniques to the student's own new product ideas. Selected pricing topics are also covered, such as measuring consumer price sensitivity.

478 Marketing and Business Research (3)
Prerequisites: Marketing 470 and MS/IS 481. A broad approach to marketing research as a model for acquiring, retrieving, and analyzing decisionmaking information. Includes market measurement, evaluation of sales, and cost effectiveness, sales forecasting, and primary marketing research studies aimed at solving specific problems. Emphasis is placed also on building a theoretical and analytical framework to provide flexibility in the design of marketing experiments and in judging recent research innovations.