1986-1987 Academic Catalog

62 11-253 Organizational Behavior -A 4 hours A study of the impact of human behavior within and upon the organi– zational structure. Emphasis is given to behavior as related to employ– ment, absenteeism, employee turnover, productivity, human perform– ance, and management. Prerequisite: 11-251 Principles of Organization and Management. 11-351 Small Business Management - Sp 4 hours A course dealing with the problems involved in establishing and man– aging a small business. Financial organization, services, and problems are analyzed. Prerequisite: 11-102 Principles of Accounting, 11-251 Principles of Organization and Management, and 11-261 Principles of Marketing. 11-352 Production and Operations Management- W 4 hours Introduction to the concepts, methodologies, and application of pro– duction and operations management. Designed to develop problem solv– ing and decision making skills for application in the operations and production areas of the firms. Designed to develop an appreciation for the interaction of of operations management with the management sys– tems of organization. Prerequisite: 11-102 Principles of Accounting, 11-212 Quantitative Methods IT, 11-251 Principles of Organization and Management. 11-353 Personnel Management - Sp 4 hours An analysis of the principal functions, processes, and problems involved in the management of personnel policies; selection, training, promotion, compensation, and discharge of personnel; labor turnover, safety, health, and recreation. Prerequisite: 11-251 Principles of Organi– zation and Management. 11-354 Management Science - Sp 4 hours An introduction to linear programming, transportation and assignment problems, network flow problems, and inventory systems. The linear programming, transportation and assignmen,t, network flow, and inven– tory models are solved and their use demonstrated by various applica– tions. Prerequisite: 11-212 Quantitative Methods. (Alternate, even years) 11-451 Administrative Policy and Strategy - 3 hours A capstone to the undergraduate business program, integrating func– tional areas. Strategic issues faced by organizations are analyzed in a comprehensive manner. Skills in strategic analysis are developed through lectures and from diverse industries, nonprofit and quasi-public institutions. MARKETING 11-261 Principles of Marketing-A, W. Sp 4 hours Factors involved in management of the marketing function relative to product development, promotion, pricing, physical distribution, and the determination of marketing objectives within the framework of the mar– keting system and available markets. 11-263 Principles of Advertising- W 4 hours Advettising as a communications tool in marketing management. Emphasis on decision making relative to market analysis. Media selec– tion, budgeting, production and layout, and measurement of effective– ness. Attention also to the social and economic aspects of advertising. 11-361 Sales Management- W 4 hom·s Principles employed by business firms in the administration and strategy of a sales force. Factors involved in the organization of the sales force: recruiting and selection, training, compensation, motivating, and controlling. Sales forecasting and allocation of resources. Prerequisites: 11-251 Principles of Organization and Management, 11-261 Principles of Marketing. 11-362 Marketing Management - Sp 4 houl'S Factors involved in the management of the marketing function relative to product development, promotion, pricing, physical distribution, and the determination of marketing objectives within the framework of the marketing system and available markets. Prerequisites: 11-251 Princi– ples of Organization and Management, 11-261 Principles of Marketing. (Alternate, even years) 11-363 Marketing Research - Sp 4 hours Role of market research in marketing development. Decision making in an atmosphere of uncertainty. Determination of hypotheses. Planning research ~designs: survey, observational, experimental, and simulation. Execution of survey design: questionnaire construction, sample design, interviewing tabulation, analysis, interpretation of results, and presenta– tion. Prerequisites: 11-261 Principles of Marketing, 11-2.12 Quanti– tative Methods II. 11-~65 Consumer Behavior -A 4 hours Introduction to the psychological, sociological, cultural, and economic determinants of consumer behavior. Emphasis on exploration and discussion of various concepts and theories for the purpose of build– ing understanding and of providing an exposure to a variety of view– pornts. Prerequisite: 11-261 Principles of Marketing. 11-367 Industrial Marketing - W 4 hours A study of the industrial market sector which includes buying be– havior, applied demand analysis, and segmentation techniques. A framework for understanding the industrial strategy development pro– vides the student with decision-making capabilities for use in the indus– trial setting. Prerequisite: 11-261 Principles of Marketing. (Alternate, odd years) 11-368 Personal Selling - A 4 hours An analysis of the dynamics of selling, including prospecting, client analysis, demonstrations, visual presentations, and follow-up. Pre– requisite: 11-261 Principles of Marketing.