This course is designed to give students the foundations of financial accounting and reporting practices used by decision makers in today's business environments. Financial accounting methods, the accounting cycle, internal controls, and accounting practices for different types of business entities are examined. Also examined are accounting for international operations, and the preparation of both domestic and international-based financial statements.

This introductory course examines the legal context for business, including the legal and regulatory system, the law of contracts, property laws and torts, and forms of business organization, including partnerships and corporations. The course also introduces law and regulation which affect business activities, including employment law, securities, antitrust, bankruptcy, consumer protections, and environmental laws.

This course introduces students to descriptive and inferential statistics for use in business-related applications. Measures of central tendency and dispersion, simple probability, data analysis and statistical inference are examined. The use of computer software for analyzing statistical data is addressed. Upon completion of this course students are expected to be able to:

1. Extract information from sample data through both graphical and numerical methods.
2. Understand how probability can be used to make an inference about a population from information contained in a sample.
3. Determine the probabilities associated with both discrete and continuous random variables.
4. Estimate population means and proportions on a single sample selected from population of interest.
5. Use the sampling distribution of a sample statistic to assess the reliability of the estimate.
6. Utilize sample data from a variety of resources to make estimates, decisions or generalizations about a larger set of data.
7. Identify various software resources to aid in analyzing data.

This course is an introduction to the theory and practice of financial management of organizations. Topics covered include the assessment of types of business entities and capital acquisition sources, basic financial statement analysis, the assessment of how income taxes impact the financial decision making process, the evaluation of capital projects using the time value of money concepts, management of an entity's current assets and current liabilities, and the maximization of shareholder wealth.

This course examines the moral issues to be considered by managers in the 21st century global economy.  Also examined are the ethical frameworks and reasoning skills relevant for resolving moral dilemmas in business organizations.  The social, political, global, and economic environments within which moral issues occur are assessed.  Finally, the legal and regulatory forces that impact ethical decision making in business organizations are examined.

Upon completion of this course, students are expected to be able to do the following:

1. Describe the moral traditions and philosophies that have influenced contemporary business ethics.
2. Assess the variety of ethical issues that have the potential for impacting organizations in the 21st century global economy.
3. Recognize the importance of ethical decision making as a component of management and leadership.
4. Analyze the characteristics and significance of various ethics strategies used by business organizations.
5. Assess the impact of globalization on ethical decision making.
6. Evaluate the legal and regulatory forces that impact business practices and operations.

This course examines marketing theory and practice in our 21^st century global economy.  Emphasis is placed on the development of marketing strategies based on economic, social, geographic, and cultural environmental considerations throughout the world.  This course examines the buying behaviors inherent to both domestic and international markets.  Also examined are various marketing strategies and approaches, environmental scanning and market research, product adaptations, distribution channel considerations between and within countries, and promotional strategies.

Upon completion of this course, students are expected to be able to do the following:

1. Define marketing.
2. Describe the marketing mix elements of product, pricing, placement, and promotion as they apply to marketing initiatives.
3. Demonstrate how market segmentation, product positioning and target marketing are used to meet consumer needs and enhance organizational success.
4. Identify marketing research and environmental analysis frameworks needed for better understanding current and potential marketing opportunities throughout the world.
5. Analyze the geo-political, cultural, and economic environments of a variety of countries to assess the feasibility of marketing products and services to specific markets.
6. Develop a marketing plan that is aligned with organizational goals, and that meets the needs of a target market somewhere in the world.
7. Appraise the ethical issues facing contemporary global marketing efforts.
    

This course integrates knowledge and skills developed in a student’s major course of study. Students integrate and apply knowledge and skills acquired throughout their academic programs. Students also demonstrate professional communications via written reports and oral presentations, outline continuing education strategies, and analyze ethical and diversity issues in business organizations.

Upon completion of this course, students are expected to be able to do the following:

1. Demonstrate critical thinking skills related to their major field of academic study.
2. Analyze the environmental variables and available resources affecting business-related issues and strategies.
3. Synthesize various business-related strategies.
4. Identify management principles relevant for business professionals.
5. Assess the impact of ethical decisions in various business organizations.
6. Address diversity in various business environments.
7. Develop strategies for continuing education in their academic field of study.
8. Communicate using inclusive methods in a variety of modes.
9. Recognize current trends in their academic field of study.
10. Demonstrate interpersonal communication and collaboration skills required in various business settings.
     

This course provides strategies for developing a clear, concise professional writing style. A variety of writing formats are addressed. Research for professional documents, writing in an electronic environment, and collaborative writing are considered. Voice, style, audience, purpose, the writing process, and strategies for editing and revision are examined in the context of interpersonal and ethical dimensions.

Upon completion of the course, students are expected to be able to do the following:

1. Write effectively in various forms of professional writing.
2. Demonstrate writing in a professional environment.
3. Exhibit a professional voice and writing style.
4. Effectively incorporate relevant research into professional writing.
5. Understand and apply the writing process to diverse audiences and purposes.
6. Effectively incorporate elements of professional document design into print and electronic documents.
7. Employ professional revision and editing skills.
    

Communication skills pertinent to organizational settings form the foundation of this course. Effective methods for design and delivery of oral communication are examined. Other topics include communication styles, interpersonal communication skills, dynamics of small group communication and persuasive speaking.

Upon completion of the course, students are expected to be able to do the following:

1. Demonstrate effective oral communication skills.
2. Demonstrate effective and active listening skills.
3. Recognize and adapt to differing communication styles.
4. Demonstrate skill in interpersonal communication.
5. Understand small group dynamics.
6. Demonstrate persuasive speaking techniques.
7. Effectively create and utilize graphics or other appropriate media in professional presentations.
8. Deliver organized, professional informational and persuasive presentations.
    

This overview course examines the variety of human resource functions performed in organizations. It includes planning, job analysis and design, job description, recruiting and hiring, training, performance management, regulation, evaluation, benefits, and labor law.

This course presents an overview and analysis of compensation and reward systems. Compensation models are examined along with legislation impacting compensation practices, equity and market factors, pay delivery systems, job analysis methods, and job evaluation techniques. Incentive plan design and pay-for-performance are examined in relation to their impact on productivity, morale, and profits.

This course provides a detailed overview and analysis of contemporary benefit programs and practices, including the philosophical, theoretical, legal, and financial impact of benefit planning, design, and plan implementation. Attention is given to the areas of benefit cost containment, control, and future trends.

This course provides an introduction to the practical aspects of employer and employee relationships from both union and non-union perspectives. It includes an overview of the basics of labor law and bargaining agreements, the role of the National Labor Relations Board and how each impacts performance among management, supervisors and employees in private, government and public organizations.

This course explores performance improvement strategies used by business and industry, focusing on employee training and organizational development. It examines how organizations develop employees in alignment with organizational goals and objectives.  It explores several methods of measuring training and development.

This course provides a context for understanding the information technology industry. Trends in the industry and viable career options are identified and explored. Important technological shifts in the industry are examined. The fundamentals of career management and self-identification of a specialized and marketable segment of the information technology industry are covered.

This course introduces basic Spanish oral communication skills that are used in the business setting. The culture of Spanish-speaking countries is explored.

Upon completion of this course, students are expected to be able to do the following:

1. Participate in basic conversations in Spanish.
2. Demonstrate understanding of basic information presented in Spanish.
3. Comprehend and use Spanish phrases pertinent to a business setting.
4. Use basic courtesies common in Spanish cultures.
5. Recognize aspects of Spanish-speaking cultures.
    

The course examines the practical and dynamic relevance of critical thinking for managers, emphasizing the decisional aspects of management. Topics focus on eliciting new managerial insights, improving managerial problem solving and decision-making skills, and on strengthening the student's ability to articulate reasoned solutions to managerial problems and opportunities.

This course focuses on the ability of leaders to understand and manage organizational change. It addresses a broad-based understanding of the nature, function, and complexities of organizations. Ways of dealing with change are developed from sometimes disparate views of organizations.

This course emphasizes leadership concepts related to directing and coordinating human and material resources for relatively short-term projects that have been established to complete specific goals and objectives. The skills and procedures needed to take a project from definition through completion are presented.

The focus of this course is the development of total quality or continuous improvement in organizations. It reviews the phenomenon of quality, key theories and theorists, statistical process control and quality programs. Effective team management is emphasized as one of the key components of quality.

This course emphasizes short- and long-term planning that is vital to a healthy, changing organization. Topics include the strategic management process, the strategic management model, company mission analysis, environmental impacts, ethical and social responsibilities, and strategy and implementation control.

This course addresses various unpredictable and ambiguous situations encountered by modern organizations. It emphasizes sensitivity to changing socio-economic conditions and challenges to existing patterns and beliefs. Methods to recognize the ways in which organizations change, and develop skills to guide these organizations in the future are studied.

This course examines what it takes to start, nurture and grow a business. Topics include resource gathering, business plan preparation, utilizing innovation and creativity in growing a business, risk evaluation, and leadership skills.

This course provides an analytical systems viewpoint for management decision-making and problem solving in a production operations setting. Included is an introduction to quality, process design, facility planning and location, scheduling, and materials planning. This course also reviews problem-solving methodologies that apply a systematic approach to problem identification and resolution within a system.

This course introduces students to the moral and social issues that arise in the marketing profession. It examines implications of how marketing efforts impact consumers and society. It also examines the legal and regulatory forces that impact how marketers conduct business. Ethical concepts and frameworks used to resolve moral dilemmas are presented.

Upon completion of this courses, students are expected to be able to do the following:

1. Describe the moral and social issues that impact marketing initiatives and professions
2. Analyze the impact of various marketing efforts on individual consumers and consumer groups
3. Analyze the impact of various marketing efforts on society as a whole
4. Examine the values that society expects marketers to uphold when conducting business
5. Understand and follow the ethical codes of conduct prescribed for marketing professionals
6. Identify the legal and regulatory forces that impact marketing practices.

This course explores the theories and frameworks that business and marketing strategists need for assessing consumer behavior and industry trends. The impact of consumer buying behaviors and various business environment factors on marketing initiatives is examined. Also examined are future consumer and industry trends. The use of geographic information systems (GIS) technology to analyze consumer purchasing is reviewed. The course also examines the contributions of the social sciences in understanding the sociological and psychological elements that influence buying behaviors.

Upon completion of this course, students are expected to be able to do the following:

1. Assess the impact that various business environment factors have on organizational marketing initiatives.
2. Describe the theories and practices of consumer behavior as applied to marketing.
3. Identify the relevant sociological and psychological factors – demographics, personality, culture and values, lifestyle, social status, psychographics, and reference groups – that affect buying behavior.
4. Analyze future trends in the development, manufacturing, selling and purchasing of goods and services.
5. Utilize geographic information systems (GIS) technology to analyze consumer purchasing trends.
6. Utilize consumer behavior concepts in developing strategic marketing initiatives.
7. Evaluate current marketing activities that organizations use to influence buying behaviors, and recognize the impact of these activities on the buying behaviors of oneself.

This course examines the tools of promotion and communication used in organizational marketing efforts. Topics include advertising, direct marketing, sales promotions, public relations, and personal selling. Message development and communication approaches for various types of promotion are discussed. Legal and ethical issues related to marketing promotions and communications are also considered.

Upon completion of this course, students are expected to be able to do the following:

1. Examine the attributes and dynamics of each of the communications and promotional mix elements of advertising, direct marketing, sales promotions, public relations, and personal selling.
2. Assess the strengths, weaknesses, appropriateness of use, and relative costs of each of the communications and promotional mix elements.
3. Analyze how the communications and promotional mix elements are coordinated to effectively market products and services to target audiences.
4. Identify the required steps in developing effective marketing communications to include determining the communication objectives, designing the message, choosing appropriate media, and measuring consumer feedback.
5. Plan a promotional campaign that implements communications and promotional mix elements plus communications techniques that are appropriate to the target audience.
6. Examine the contemporary legal and ethical issues surrounding marketing communications and promotions.

This course covers the fundamentals of the theory and design of market research and the analysis and use of research results in making marketing decisions. Applications of market research for various sizes and types of companies are considered.

Upon completion of this course, students are expected to be able to do the following:

1. Describe the fundamentals of marketing research and explain the implications for its use in strategic marketing initiatives.
2. Identify the statistical measurements used in marketing research design, and recognize the types of results that each statistical measurement will yield.
3. Compare and contrast quantitative versus qualitative data analysis and collection methodologies used in marketing research designs.
4. Develop a marketing research plan, and explain the relevance to the marketing research initiative of each of the plan’s components.
5. Examine the techniques used for reporting marketing research results.
6. Examine the ethical issues relating to contemporary marketing research efforts.
    

This course involves the study of art and design used in the marketing of products and services. The principles of artistic composition, color, shape and form used in commercial art is examined. Emphasis is placed on the need for business professionals to understand the fundamental aesthetic principles of advertising design to help ensure successful promotional campaigns

Upon completion of the course, students are expected to be able to do the following:

1. Identify the main design elements used in commercial art.
2. Discuss how art is used to communicate a commercial message.
3. Recognize how advertising impacts various psychological states to influence consumer buying behavior.
4. Analyze the aesthetic components of an effective advertisement.
5. Examine various creative processes used in advertising design.
6. Design original commercial advertisements.
    

This course focuses on managing products and services throughout their life cycles. Topics include product and service opportunity identification, new product and service innovation, development, design, and idea testing; and development team management. Product and service launching strategies, pricing approaches, and promotional techniques are explored. Also discussed are branding concepts and brand management strategies.

Upon completion of this course, students are expected to be able to do the following:

1. Examine the processes and strategies used to manage products, product lines, and services throughout the entire course of their life cycles.
2. Identify product attributes that marketers must consider, including product designs and features, packaging, product variety and quality, and brand names.
3. Identify service attributes that marketers must consider, including service intangibility, inseparability, and perishability.
4. Explain how new products and services are developed and tested, and discuss how product development teams play an integral role in bringing these offerings to market.
5. Examine product and service branding strategies, and discuss the importance of branding for establishing a competitive advantage.
6. Evaluate various product development strategies to include line extensions, brand extensions, and multibranding.
7. Recognize the pricing and promotional approaches used in product management initiatives.
    

This course covers the theory and practice of selling products and services to businesses. It considers its similarities to and differences from consumer sales in terms of mix, buyer behavior and the buyer-seller relationship. It addresses the social, ethical, and legal elements of business-to-business sales.

Upon completion of the course, students are expected to be able to do the following:

1. Describe the current field of business-to-business (B2B) selling, and demonstrate knowledge of the step-by-step B2B selling process.
2. Identify the factors that influence organizational purchasing decisions, and examine the implications of these behaviors on professional selling efforts.
3. Explain the importance of building partnerships and relationships as part of the B2B selling process and examine the communications skills needed to accomplish these objectives.
4. Recognize the different sales presentation techniques and review the appropriateness of their use in a variety of B2B selling situations.
5. Review the importance to B2B sales of acquiring knowledge of business customers, of the competition, and of the products and services being offered to the market.
6. Examine the strategies used to overcome objections in order to obtain buyer commitment.
7. Conduct the successful negotiation and closing of a B2B sale.
8. Examine the legal and ethical issues pertaining to B2B sales, and explain what influences ethical selling behaviors.
9. Recognize the importance of managing one’s own time, territory, and sales career.
    

This course examines the process of managing sales representatives, accounts, and resources in the context of the legal, ethical and global business environment. It covers the sales force recruiting and hiring process; approaches to sales force training, compensation, and motivation; techniques used in sales forecasting; and approaches to establishing and managing sales territories. Strategies for managing resources and measuring sales goals are also explored.

Upon completion of this course, students are expected to be able to do the following:

1. Identify the elements that make up an organization’s sales function, and explain how sales operations support organizational goals and strategic marketing initiatives.
2. Describe the role of sales managers and the scope of sales management activities.
3. Review the methods used to recruit sales force candidates, and analyze the ways in which qualified candidates are selected.
4. Examine the training needs of sales representatives and assess the training approaches used as a means of ensuring sales success.
5. Identify the skills and strategies used to manage, motivate, and compensate sales force representatives.
6. Assess the techniques used to create, develop, and manage sales territories, and explain the appropriateness of these techniques under specific situations.
7. Examine the approaches used for generating new accounts, and identify the methods used to forecast account numbers and sales volumes.
8. Discuss the legal and ethical issues pertaining to corporate sales activities, and explain what influences ethical selling behaviors and sales management practices.

This course addresses the importance of customer service and customer-centered communications for ensuring the success of organizational marketing efforts. It explores the concepts of designing systems that meet the service and communications needs of customers, and of building and maintaining lasting customer relationships. Strategies for assessing whether systems promote or hinder an organization's ability to deliver excellent customer service are examined. Also examined are techniques for designing effective communications and the use of technology to support customer service activities.

Upon completion of this course, students are expected to be able to do the following:

1. Examine the roles of customer service and customer relationship management as part of the strategic marketing process.
2. Analyze what facets of an organization’s customer service efforts motivate customers to patronize the organization, and which facets turn customers off of market offerings.
3. Design strategies for exceeding customer service expectations and winning customer loyalty.
4. Design strategies for dealing with dissatisfied customers.
5. Examine multicultural customer service, and develop strategies for overcoming cultural barriers that inhibit outstanding customer service.
6. Apply telephone, computer, and web-based technologies to enhance customer service initiatives.
7. Assess and implement techniques for motivating employees to provide outstanding customer service.