University of Dayton
Academic Catalog 2014-15

Management and Marketing

Majors:

Minors:

The Management program offered by the Management/Marketing Department includes a major or minor in two distinct areas: International Business Management and Entrepreneurship. The department also offers a major or a minor in Marketing.

Faculty

Jay Janney, Chairperson
Professors: Bickford, King, Sweeney
Associate Professors: Janney, Kiewitz, Lau, Sullivan
Assistant Professors: Kenworthy, Meek
Lecturers: Chelle, Forlani, Gentner, Miller
Adjunct Faculty: Allen, Brady, Cothrel, Dudon, Hurtado, June, Kohls, Lewis, Sandner, Wood, Zavakos
 

Entrepreneurship

Students majoring or minoring in Entrepreneurship will develop an understanding of how a business enterprise is conceived, launched and sustained. The curriculum teaches students how to identify viable business opportunities and explores how such opportunities are transformed into new ventures. Additional emphasis is placed on how entrepreneurial ventures:

  • Successfully compete for financial resources
  • Successfully identify and reach their target markets
  • Successfully establish business processes, systems, and controls to manage small and growth-oriented ventures.

Students must apply to and be accepted as an Entrepreneurship major. The admissions process is selective and occurs in the spring semester.  The Entrepreneurship major curriculum begins with a two-course sequence in MGT 220 and 221 (taken over an academic year), after which students take MGT 320 and MGT 321 (these latter two courses must be taken together and are only offered in fall semester).  This sequencing of courses means it is very important for students interested in majoring in Entrepreneurship to pay attention to the admissions process.  Non-SBA students interested in the Entrepreneurship major cannot be admitted until they are officially transferred into the SBA. 

A key feature of the Entrepreneurship major is the Sophomore Experience in which student teams create micro-businesses and actually run them during their sophomore year. This experience is directed through the Crotty Center for Entrepreneurial Leadership and includes seminars with faculty and entrepreneurs who work with students to develop the essential knowledge, skills, and abilities for successfully running a micro-business. Another key feature is the senior capstone seminar in which students work as consultants with an entrepreneur to solve an actual problem within an existing entrepreneurial business. Entrepreneurship majors can also participate in the:

  • Everest Real Estate Challenge (open to ENT majors only)
  • Flyer Angels (a student-run angel fund open to ENT majors only)
  • the UD Business Plan Competition (open to all students, see http://www.udayton.edu/business/udbpc/ )

Students can also obtain a minor in Entrepreneurship.  For both business and non-business majors, the minor in Entrepreneurship consists of twelve semester hours.  The minor is designed to be achievable without prerequisites. 
 

Bachelor of Science in business administration with a major in Entrepreneurship (ENT) minimum of 124 credit hours

Common Academic Program (CAP)
*credit hours will vary depending on courses selected
First-Year Humanities Commons 112
West and the World
Introduction to Religious and Theological Studies
Intro To Philosophy
Writing Seminar I 2
Second-Year Writing Seminar 30-3
Writing Seminar II
Oral Communication3
Principles of Oral Communication
Mathematics3
Social Science3
Arts3
Natural Sciences 47
Crossing Boundariesvariable credit
Faith Traditions
Practical Ethical Action
Inquiry
Integrative
Advanced Studyvariable credit
Philosophy and/or Religious Studies
Historical Studies
Diversity and Social Justice3
Major Capstone0-3

1

Completed with ASI 110 and ASI 120.

2

Or ENG 100A and ENG 100B, orENG 200H, by placement.

3

Completed with ENG 200H or ASI 120.

4

Must include two different disciplines and accompanying lab.




SBA Core Curriculum
ACC 207Introduction to Financial Accounting3
ACC 208Introduction to Managerial Accounting3
BAI 150Business Educational Planning1
BAI 103LBusiness Computing Laboratory1
BAI 151Business Integration Experience1
DSC 210Statistics for Business I3
DSC 211Statistics for Business II3
ECO 203Principles of Microeconomics (Satisfies CAP Social Science)3
ECO 204Principles of Macroeconomics3
ENG 370Report & Proposal Writing (Satisfies CAP Inquiry)3
or ENG 371 Technical Communication
or ENG 372 Business Communication
FIN 301Introduction to Financial Management3
MGT 201Legal Environment of Business3
MGT 301Organizational Behavior3
MGT 490Managing the Enterprise (Satisfies CAP Integrative)3
MTH 128Finite Mathematics3
MTH 129Calculus for Business (Satisfies CAP Mathematics)3
MIS 301Information Systems in Organizations3
MKT 301Principles of Marketing3
OPS 301Survey of Operations & Supply Management3
PHL 313Business Ethics (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL)3
or REL 368 Practical wisdom in the business world
ECO elective (300/400 level)3
Social Science elective (ANT, POL, PSY, SOC)3

 

Major Requirements18
MGT 220Entrepreneurship Sophomore Experience I (Must be taken first semester Sophomore Year)2
MGT 221Entrepreneurship Sophomore Experience II (Must be taken second semester Sophomore Year)1
MGT 320New Venture Creation3
MGT 321Financing Entrepreneurial Ventures3
MGT 430Senior Seminar in Entrepreneurship (Satisfies CAP Major Capstone)3
Select two courses from:6
Leadership & Motivation
Advanced Selling Skills in High Technology Industries
Entrepreneurial Marketing
Small Business Management
Business Plans for Emerging Firms
Human Resource Management in the Emerging Firm
Family Business Management
Franchising
Current Issues in Entrepreneurship
New Product Development

Academic Electives to bring total to at least 124 credits
 

Minor in Entrepreneurship (ENT)

Entrepreneurship
Business Majors
MGT 318Fundamentals of New Venture Creation3
MGT 319Fundamentals of Entrepreneurial Finance3
Select two courses from: 16
Leadership & Motivation
Advanced Selling Skills in High Technology Industries
Entrepreneurial Marketing
Small Business Management
Business Plans for Emerging Firms
Human Resource Management in the Emerging Firm
Family Business Management
Franchising
Current Issues in Entrepreneurship
New Product Development
Total Hours12

1

A student minoring in entrepreneurship may petition the department chair to substitute other management courses in place of one, but not two, of these electives. The request will be considered in light of the student's overall academic program and career intention. It is recommended that the student speak to the department to determine the course offerings schedule.


Non-Business Majors
MGT 318Fundamentals of New Venture Creation3
MGT 319Fundamentals of Entrepreneurial Finance3
MGT 301Organizational Behavior3
or MGT 201 Legal Environment of Business
or MKT 300 Survey of Marketing
Select one course from:3
Leadership & Motivation
Advanced Selling Skills in High Technology Industries
Entrepreneurial Marketing
Small Business Management
Business Plans for Emerging Firms
Human Resource Management in the Emerging Firm
Family Business Management
Franchising
Current Issues in Entrepreneurship
New Product Development
Total Hours12

 

International Business Management

Students majoring in International Business Management (IBM) will build global leadership competencies by acquiring a deeper understanding of global business and cultural practices while at the same time building a leadership skill set. Upon graduation, students will possess a breadth of business knowledge and abilities enabling them to assess complex problems in global business settings and to lead the implementation of effective, innovative and transformative solutions.

Features of Major:

  • Exposure to international business academic training
  • Bookend experience that launches students into the major and concludes with an experiential learning experience
  • Leadership skills built via coursework, hands-on exercises, examination of personal assets/strengths and putting both into practice with application of knowledge and skills to applied problems.
  • Project management skills obtained by working on case studies and hands-on projects throughout the major
  • A required on-the-ground international learning experience while completing the major

Emphasis in Global Markets or Human Resource Management

IBM students must choose either the Global Markets Emphasis or Human Resource Management Emphasis. The Global Markets Emphasis is best suited for students who wish to pursue the highest level of global literacy and understanding of international markets in terms of opportunities to sell and buy goods and services. The Human Resource Management Emphasis is best suited for students who wish to focus their major on further development of leadership and management skills that best help organizations to position, motivate, and reward human capital globally.
 

Bachelor of science in Business Administration with a major in International Business Management (ibm) minimum of 124 credit hours

Common Academic Program (CAP)
*credit hours will vary depending on courses selected
First-Year Humanities Commons 112
West and the World
Introduction to Religious and Theological Studies
Intro To Philosophy
Writing Seminar I 2
Second-Year Writing Seminar 30-3
Writing Seminar II
Oral Communication3
Principles of Oral Communication
Mathematics3
Social Science3
Arts3
Natural Sciences 47
Crossing Boundariesvariable credit
Faith Traditions
Practical Ethical Action
Inquiry
Integrative
Advanced Studyvariable credit
Philosophy and/or Religious Studies
Historical Studies
Diversity and Social Justice3
Major Capstone0-3

1

Completed with ASI 110 and ASI 120.

2

Or ENG 100A and ENG 100B, orENG 200H, by placement.

3

Completed with ENG 200H or ASI 120.

4

Must include two different disciplines and accompanying lab.



 

SBA Core Curriculum
ACC 207Introduction to Financial Accounting3
ACC 208Introduction to Managerial Accounting3
BAI 150Business Educational Planning1
BAI 103LBusiness Computing Laboratory1
BAI 151Business Integration Experience1
DSC 210Statistics for Business I3
DSC 211Statistics for Business II3
ECO 203Principles of Microeconomics (Satisfies CAP Social Science)3
ECO 204Principles of Macroeconomics3
ENG 370Report & Proposal Writing (Satisfies CAP Inquiry)3
or ENG 371 Technical Communication
or ENG 372 Business Communication
FIN 301Introduction to Financial Management3
MGT 201Legal Environment of Business3
MGT 301Organizational Behavior3
MGT 490Managing the Enterprise (Satisfies CAP Integrative)3
MTH 128Finite Mathematics3
MTH 129Calculus for Business (Satisfies CAP Mathematics)3
MIS 301Information Systems in Organizations3
MKT 301Principles of Marketing3
OPS 301Survey of Operations & Supply Management3
PHL 313Business Ethics (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL)3
or REL 368 Practical wisdom in the business world
ECO elective (300/400 level)3
Social Science elective (ANT, POL, PSY, SOC)3

 

Major Requirements
INB 302Survey of International Business3
MGT 403Cross-Cultural Management3
INB 450Seminar in Current Global Issues3
International learning experience requirement
Global Markets Emphasis or Human Resource Management Emphasis9

Select on emphasis from:

Global Markets Emphasis
Select two courses from:6
Doing Business in Emerging Markets
Doing Business in Latin America
Doing Business in Asia
Doing Business in Europe
Doing Business in Africa
Export Management
Select one course from:3
International Accounting
International Business Finance
Global Marketing
Supply Chain Management Strategies

Human Resource Management Emphasis
MGT 350Managerial Skills3
MGT 423Human Resource Management in the Emerging Firm3
Select one course from:3
Leadership & Motivation
Group Dynamics, Team Processes & Decision Making
Employee Training & Development



Minor in International Business Management (IBM)

International Business Management
Business Majors
INB 302Survey of International Business3
MGT 403Cross-Cultural Management3
Select two courses from:6
International Accounting
International Business Finance
Doing Business in Emerging Markets
Doing Business in Latin America
Doing Business in Asia
Doing Business in Europe
Doing Business in Africa
Export Management
Managerial Skills
Leadership & Motivation
Group Dynamics, Team Processes & Decision Making
Employee Training & Development
Human Resource Management in the Emerging Firm
Global Marketing
Supply Chain Management Strategies
Total Hours12
Non-Business Majors
MGT 301Organizational Behavior3
INB 302Survey of International Business3
MGT 403Cross-Cultural Management3
Select two courses from (pre-requisites may apply):6
International Accounting
International Business Finance
Doing Business in Emerging Markets
Doing Business in Latin America
Doing Business in Asia
Doing Business in Europe
Doing Business in Africa
Export Management
Managerial Skills
Leadership & Motivation
Group Dynamics, Team Processes & Decision Making
Employee Training & Development
Human Resource Management in the Emerging Firm
Global Marketing
Supply Chain Management Strategies
Total Hours15

 

Marketing

A student with a major or minor in Marketing learns systematic ways for identifying, understanding and satisfying consumer and organizational needs. Courses in the major are designed to instill in students an appreciation for both the total marketing process as well as specialized marketing activities such as:

  • Purchasing
  • Sales
  • Retailing
  • Brand management
  • Marketing research

They likewise focus on how to integrate the marketing process with the objectives of the organization, the functions of the economy, and the constraints of society from national and global perspectives. Students learn to apply conceptual principles and quantitative techniques in their study of consumer and business markets with the goal of becoming informed, skilled and competent marketing professionals. Marketing majors also have the option to earn an emphasis in Sales Management or Product Innovation as part of their major. To earn either emphasis, majors must select all three of their electives from a required list of marketing courses that focus on sales or product innovation.  Both emphases are very attractive to many prospective employers. The marketing program also competes annually in the National Collegiate Sales Competition. Marketing majors wishing to participate in the competition apply to be on the UD team in the fall.

Marketing majors frequently combine their academic studies with either a co-op or internship work experience. General elective credit for such experiences is approved on a case-by-case basis with the criteria being the nature of the experience and its degree of integration into the student's academic program as well as successful completion of internship/co-op preparation activities required by the department.

Faculty

Jay Janney, Chairperson
Associate Professors: Durmusoglu, Pan, Sparks, Wells
Assistant Professors: Davidson, Dugan, Harmon-Kizer, Hirunyawipada
Lecturers: Dickey, Krystofik
Adjunct Faculty: Blanford, Clarke, Collier, Hiatt, McClain, Sinnott, Woeste
 

Bachelor of Science in business administration with a major in Marketing (MKT) minimum of 124 credit hours

Common Academic Program (CAP)
*credit hours will vary depending on courses selected
First-Year Humanities Commons 112
West and the World
Introduction to Religious and Theological Studies
Intro To Philosophy
Writing Seminar I 2
Second-Year Writing Seminar 30-3
Writing Seminar II
Oral Communication3
Principles of Oral Communication
Mathematics3
Social Science3
Arts3
Natural Sciences 47
Crossing Boundariesvariable credit
Faith Traditions
Practical Ethical Action
Inquiry
Integrative
Advanced Studyvariable credit
Philosophy and/or Religious Studies
Historical Studies
Diversity and Social Justice3
Major Capstone0-3

1

Completed with ASI 110 and ASI 120.

2

Or ENG 100A and ENG 100B, orENG 200H, by placement.

3

Completed with ENG 200H or ASI 120.

4

Must include two different disciplines and accompanying lab.




SBA Core Curriculum
ACC 207Introduction to Financial Accounting3
ACC 208Introduction to Managerial Accounting3
BAI 150Business Educational Planning1
BAI 103LBusiness Computing Laboratory1
BAI 151Business Integration Experience1
DSC 210Statistics for Business I3
DSC 211Statistics for Business II3
ECO 203Principles of Microeconomics (Satisfies CAP Social Science)3
ECO 204Principles of Macroeconomics3
ENG 370Report & Proposal Writing (Satisfies CAP Inquiry)3
or ENG 371 Technical Communication
or ENG 372 Business Communication
FIN 301Introduction to Financial Management3
MGT 201Legal Environment of Business3
MGT 301Organizational Behavior3
MGT 490Managing the Enterprise (Satisfies CAP Integrative)3
MTH 128Finite Mathematics3
MTH 129Calculus for Business (Satisfies CAP Mathematics)3
MIS 301Information Systems in Organizations3
MKT 301Principles of Marketing3
OPS 301Survey of Operations & Supply Management3
PHL 313Business Ethics (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL)3
or REL 368 Practical wisdom in the business world
ECO elective (300/400 level)3
Social Science elective (ANT, POL, PSY, SOC)3

 

Major Requirements18
MKT 450Buyer Behavior & Market Analysis (This course and MKT 455 together satisfiy CAP Major Capstone.)6
MKT 455Marketing Analytics and Strategy (This course and MKT 450 together satisfy CAP Major Capstone.)3
Select three MKT electives or an emphasis: 19
Sales Management Emphasis
Principles of Selling
Sales Management
Advanced Selling Skills in High Technology Industries 2
Value Analysis in Major Sales Engagements
Negotiation
Data Warehousing
Data Warehousing
Product Innovation Emphasis
New Product Development
Advanced New Product Development
Services Marketing
Digital Marketing
Business-to-Business Marketing
Brand Management
Marketing Intelligence

 

1

A student can select three MKT electives or an emphasis in Sales Management or Product Innovation.


2

 MIS 467 may be selected only by MIS and MKT double majors.

Academic Electives to bring total to at least 124 credits

 

Minor in Marketing (MKT)

Marketing
Business Majors
MKT 301Principles of Marketing3
Select four MKT electives (300/400 level) 112
Total Hours15

Non-Business Majors
MKT 300Survey of Marketing3
Select four MKT electives (300/400 level) 112
Total Hours15

1

In a pattern selected in consultation with an academic advisor.



Entrepreneurship

First YearHours
BAI 1501
BAI 1511
BAI 103L1
ENG 100 (CAP Humanities Commons)3
HST 103 (CAP Humanities Commons)3
PHL 103 (CAP Humanities Commons)3
REL 103 (CAP Humanities Commons)3
MTH 1283
MTH 129 (Satisfies CAP Mathematics)3
CMM 100 (Satisfies CAP Oral Communication)3
CAP components (generally CAP Natural Science and CAP Arts)10
 34
Second YearHours
CAP Second Year Writing Seminar3
CAP Social Science3
MGT 220 (Must be taken first semester)2
MGT 221 (Must be taken second semester)1
ACC 2073
ACC 2083
DSC 2103
DSC 2113
ECO 2033
ECO 2043
MGT 2013
 30
Third YearHours
MGT 3013
MKT 3013
FIN 3013
MIS 3013
OPS 3013
ENG 370, 371, or 372 (Satisfies CAP Inquiry)3
MGT 3203
MGT 3213
CAP Components and/or General Electives6
 30
Fourth YearHours
MGT 490 (Satisfies CAP Integrative)3
PHL 313 or REL 368 (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL)3
MGT 4303
ECO upper level elective3
ENT Electives6
CAP Components and/or General Electives12
 30
Total credit hours: 124

International Business Management with a global markets emphasis

First YearHours
BAI 1501
BAI 1511
BAI 103L1
ENG 100 (CAP Humanites Commons)3
HST 103 (CAP Humanites Commons)3
PHL 103 (CAP Humanites Commons)3
REL 103 (CAP Humanites Commons)3
MTH 1283
MTH 129 (Satisfies CAP Mathematics)3
CMM 100 (Satisfies CAP Oral Communication)3
CAP components (Generally CAP Natural Science and CAP Arts)10
 34
Second YearHours
CAP Second Year Writing Seminar3
CAP Social Science3
ACC 2073
ACC 2083
DSC 2103
DSC 2113
ECO 2033
ECO 2043
MGT 2013
MGT 3013
 30
Third YearHours
INB 3023
MKT 3013
FIN 3013
MIS 3013
OPS 3013
ENG 370, 371, or 372 (Satisfies CAP Inquiry)3
MGT 4033
INB Rlective3
CAP Components and/or General Electives6
 30
Fourth YearHours
MGT 490 (Satisfies CAP Integrative)3
PHL 313 or REL 368 (Satisfies CAP Practical Ethical Action and Adv PHL/REL)3
ECO 460 or 4613
INB 4503
INB Global Markets Electives6
CAP Components and/or General Electives12
 30
Total credit hours: 124

International Business Management with a Human Resource Management Emphasis

First YearHours
BAI 1501
BAI 1511
BAI 103L1
ENG 100 (CAP Humanities Commons)3
HST 103 (CAP Humanities Commons)3
PHL 103 (CAP Humanities Commons)3
REL 103 (CAP Humanities Commons)3
MTH 1283
MTH 129 (Satisfies CAP Mathematics)3
CMM 100 (Satisfies CAP Oral Communication))3
CAP Components (Generally CAP Natural Science and CAP Arts)10
 34
Second YearHours
CAP Second Year Writing Seminar3
CAP Social Science3
ACC 2073
ACC 2083
DSC 2103
DSC 2113
ECO 2033
ECO 2043
MGT 2013
MGT 3013
 30
Third YearHours
INB 3023
MKT 3013
FIN 3013
MIS 3013
OPS 3013
ENG 370, 371, or 372 (Satisfies CAP Inquiry)3
MGT 4033
MGT 3503
CAP Components and/or General Electives6
 30
Fourth YearHours
MGT 490 (Satisfies CAP Integrative)3
PHL 313 or REL 368 (Satisfies)3
INB 4503
ECO 460 or 4613
MGT 4233
MGT 402, 404, or 4053
CAP Components and/or General Electives12
 30
Total credit hours: 124

Marketing

First YearHours
BAI 1501
BAI 1511
BAI 103L1
ENG 100 (CAP Humanities Commons)3
HST 103 (CAP Humanities Commons)3
PHL 103 (CAP Humanities Commons)3
REL 103 (CAP Humanities Commons)3
MTH 1283
MTH 129 (Satisfies CAP Mathematics)3
CMM 100 (Satisfies CAP Oral Communication)3
CAP components (generally CAP Natural Science and CAP Arts)10
 34
Second YearHours
CAP Second Year Writing Seminar3
CAP Social Science3
ACC 2073
ACC 2083
DSC 2103
DSC 2113
ECO 2033
ECO 2043
MGT 2013
MKT 3013
 30
Third YearHours
MGT 3013
FIN 3013
MIS 3013
OPS 3013
ENG 370, 371, or 372 (Satisfies CAP Inquiry)3
MKT 4506
MKT Elective3
CAP Components and/or General Electives6
 30
Fourth YearHours
MGT 490 (Satisfies CAP Integrative)3
PHL 313 or REL 368 (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL)3
MKT 4553
ECO upper level elective3
MKT Electives6
CAP Components and/or General Electives12
 30
Total credit hours: 124

Marketing with a Sales management Emphasis  

First YearHours
BAI 1501
BAI 1511
BAI 103L1
ENG 100 (CAP Humanities Commons)3
HST 103 (CAP Humanities Commons)3
PHL 103 (CAP Humanities Commons)3
REL 103 (CAP Humanities Commons)3
MTH 1283
MTH 129 (Satisfies CAP Mathematics)3
CMM 100 (Satisfies CAP Oral Communication)3
CAP components (generally CAP Natural Science and CAP Arts)10
 34
Second YearHours
CAP Second Year Writing Seminar3
CAP Social Science3
ACC 2073
ACC 2083
DSC 2103
DSC 2113
ECO 2033
ECO 2043
MGT 2013
MKT 3013
 30
Third YearHours
MGT 3013
FIN 3013
MIS 3013
OPS 3013
ENG 370, 371, or 372 (Satisfies CAP Inquiry)3
MKT 4353
MKT 4506
Cap Components and/or General Electives6
 30
Fourth YearHours
MGT 490 (Satisfies CAP Integrative)3
PHL 313 or REL 368 (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL)3
ECO upper level elective3
MKT 4373
MKT 330, 350, 341, 430, or 4363
MKT 4553
CAP Components and/or General Electives12
 30
Total credit hours: 124

 Marketing with a Product Innovation emphasis

First YearHours
BAI 1501
BAI 1511
BAI 103L1
ENG 100 (CAP Humanities Commons)3
HST 103 (CAP Humanities Commons)3
PHL 103 (CAP Humanities Commons)3
REL 103 (CAP Humanities Commons)3
MTH 1283
MTH 129 (Satisfies CAP Mathematics)3
CMM 100 (Satisfies CAP Oral Communication)3
CAP components (generally CAP Natural Science and CAP Arts)10
 34
Second YearHours
CAP Second Year Writing Seminar3
CAP Social Science3
ACC 2073
ACC 2083
DSC 2103
DSC 2113
ECO 2033
ECO 2043
MGT 2013
MKT 3013
 30
Third YearHours
MGT 3013
FIN 3013
MIS 3013
OPS 3013
ENG 370, 371, or 372 (Satisfies CAP Inquiry)3
MKT 4353
MKT 4506
Cap Components and/or General Electives6
 30
Fourth YearHours
MGT 490 (Satisfies CAP Integrative)3
PHL 313 or REL 368 (Satisfies CAP Practical Ethical Action and Adv Studies in PHL/REL)3
ECO upper level elective3
MKT 4373
MKT 330, 350, 341, 430, or 4363
MKT 4553
CAP Components and/or General Electives12
 30
Total credit hours: 124

Management Courses

MGT 201. Legal Environment of Business. 3 Hours

Survey of the legal environment in which businesses operates. Includes overview of legal system and judicial processes and coverage of constitutional principles for U.S. legal system, ways to resolve legal disputes, forms of business organization, legal issues relevant to employment, legal responsibility of businesses to clients and customers, and liability issues. Prerequisite(s): Sophomore standing.

MGT 220. Entrepreneurship Sophomore Experience I. 2 Hours

First of two-course sequence. Designed to immerse Entrepreneurship major into the dynamics of starting and running a micro-business. Focuses on identifying market need, researching financial viability of business venture to meet that need, and marshalling the resources (among them, financial, human, technical, and motivational) to launch the business. Course is coordinated through the Crotty Center for Entrepreneurial Leadership. Prerequisite(s): Entrepreneurship major; sophomore standing; overall 2.7 GPA. Corequisite(s): ACC 207; MGT 201.

MGT 221. Entrepreneurship Sophomore Experience II. 1 Hour

Continuation of MGT 220. Focuses on growing and running the micro-business throughout the academic year with planned liquidation or shutdown by the end of the academic year. Course is coordinated through the Crotty Center for Entrepreneurial Leadership. Overall 2.7 GPA needed. Prerequisite(s): ACC 207, MGT 220; Entrepreneurship major. Corequisite(s): ACC 208.

MGT 229. Introduction to Entrepreneurship. 3 Hours

Overview of entrepreneurship for non-ENT students. An introductory course to help students learn about business start-ups and asses their personal interest in pursuing such activity. Students will use creative and critical thinking processes to generate and evaluate a start-up opportunity. The course topics also cover a range of new venture-related activities including business idea generation, market research and analysis, and opportunity evaluation.

MGT 301. Organizational Behavior. 3 Hours

Study of individual, group, and team behavior in organizations as they interact to achieve both personal and organizational goals. Topics include individual differences, interpersonal communication, leadership, decision-making, reward systems, conflict management, and work groups and teams Prerequisite(s): Sophomore standing.

MGT 301H. Organizational Behavior. 3 Hours

Study of individual, group, and team behavior in organizations as they interact to achieve both personal and organizational goals. Topics include individual differences, interpersonal communication, leadership, decision-making, reward systems, conflict management, and work groups and teams Prerequisite(s): Sophomore standing.

MGT 302. Managerial Skills. 3 Hours

Course focuses on knowledge, skills and abilities in oral and written communication, decision-making, and facilitation of conflict management and group/team management. Demonstrated working competencies are required to complete the course. Prerequisite(s): Sophomore standing.

MGT 313. Negotiation. 3 Hours

Course integrates conceptual understanding with practical application of negotiation and examines cultural and gender differences in negotiation, influence of personality traits, the negotiation process, and different ways in which to negotiate. Demonstrated knowledge, skills and abilities are part of course requirements. Prerequisite(s): MGT 301; junior standing.

MGT 314. Survey of Human Resources. 3 Hours

Survey course designed to familiarize students with the major functional areas in human resources including planning, recruitment and selection, training and development, compensation, benefits, safety, and employee relations. Course develops framework for understanding the roles of HR professional, issues faced by managers and supervisors, and application of sound management theory to these issues. Prerequisite(s): Junior standing.

MGT 318. Fundamentals of New Venture Creation. 3 Hours

Fundaments of New Venture Creation for non-Entrepreneurship majors. Overview of the concepts and aspects involving creation of new business ventures, new product development, and innovation within existing companies now popularly called corporate venturing. Topics include entry strategies, creating high potential opportunities, entrepreneurial finance, business plan development, entrepreneurial marketing, the legal structures of new businesses, and government programs for assisting entrepreneurial firms. Does not count towards Entrepreneurship major. Prerequisite(s): Sophomore standing.

MGT 319. Fundamentals of Entrepreneurial Finance. 3 Hours

Fundamentals of entrepreneurial finance for non-ENT majors. Focuses on financial aspects of starting, growing, and harvesting entrepreneurial ventures. Includes assessments of various sources of capital for small and growth businesses with emphasis placed on how common financing deals are structured, common financing pitfalls, and various legal documentation used to consummate financial transactions. Does not count towards Entrepreneurship major. Prerequisite(s): Pre- or co-requisite: MGT 318; Sophomore standing.

MGT 320. New Venture Creation. 3 Hours

Overview of the concepts and aspects involving creation of new business ventures, new product development, and innovation within existing companies now popularly called corporate venturing. Topics include entry strategies, creating high potential opportunities, entrepreneurial finance, business plan development, entrepreneurial marketing, the legal structures of new businesses, and government programs for assisting entrepreneurial firms. Fall sections open to Entrepreneurship majors only with overall 2.7 GPA. Prerequisite(s): ACC 208; MGT 221.

MGT 321. Financing Entrepreneurial Ventures. 3 Hours

Focuses on financial aspects of starting, growing, and harvesting entrepreneurial ventures. Includes assessments of various sources of capital for small and growth businesses with emphasis placed on how common financing deals are structured, common financing pitfalls, and various legal documentation used to consummate financial transactions. Fall sections open to Entrepreneurship majors only with overall 2.7 GPA. Prerequisite(s): ACC 208; pre-req or co-req FIN 301. Corequisite(s): MGT 320.

MGT 350. Managerial Skills. 3 Hours

Course focuses on knowledge, skills and abilities in oral and written communication, decision-making, and facilitation of conflict management and group/team management. Demonstrated working competencies are required to complete the course. Prerequisite(s): Sophomore standing.

MGT 401. Organizational Design, Culture & Change. 3 Hours

Course focused at the organizational level of analysis that includes design of organizations, development of organizational culture, and other issues of organizational change. Topics include processes for organizational design and change, power, and information processing. Prerequisite(s): MGT 301; junior standing.

MGT 402. Leadership & Motivation. 3 Hours

An in-depth study of individual and group/team motivation in an organizational setting through examination of individual, organizational, and societal influences on motivation. Focus is on how leaders can understand, and then affect, motivation through a variety of mechanisms. Prerequisite(s): MGT 301; junior standing.

MGT 403. Cross-Cultural Management. 3 Hours

Study of general cross-cultural differences and development of cross-cultural frameworks in decision-making, negotiation, conflict management, communication, and general business relations. Primary emphasis is on understanding how and why cultures differ and how such differences can be managed. Prerequisite(s): MGT 301; junior standing.

MGT 404. Group Dynamics, Team Processes & Decision Making. 3 Hours

In-depth study of group formation, team design, and diagnosis with emphasis on developing and maintaining different types of groups and teams. Course focuses on leaders' knowledge, skills and abilities to work effectively with teams and groups. Prerequisite(s): MGT 301; junior standing.

MGT 405. Employee Training & Development. 3 Hours

Focuses on training and learning methods and models, career paths, and self-improvement methods within the balance of organizational, job, and individual needs. Additional emphasis on systematic development and evaluation of training programs and role of organizational leader in ensuring employee training and development. Prerequisite(s): MGT 301; junior standing.

MGT 409. Current Issues in Leadership. 3 Hours

Selected topics that consider and analyze current problems and emerging issues in leadership and in the leader's role in promoting effective organizational change and development. Prerequisite(s): MGT 301; junior standing.

MGT 410. Senior Seminar in Experiencing Leadership. 3 Hours

Focus on integration of knowledge, skills and abilities acquired in leadership major courses. Seminar combines classroom component with relevant and approved internship or consulting project to integrate the study of leadership with its practice. Prerequisite(s): MGT 401, MGT 402; Leadership major; senior standing.

MGT 414. Multinational Corporate Management. 3 Hours

Introduction to use of strategic management in international context with examination of different strategic and tactical approaches organizations use to manage international operations. Prerequisite(s): Senior standing.

MGT 420. Entrepreneurial Marketing. 3 Hours

Study of the techniques used to profitably identify and fill customers' needs when operating with a limited budget during the early stages of a start-up or in a small to medium sized firm. Course strives to develop skills in applying basic marketing principles and high impact sales and promotion techniques in integrated manner to produce a practical, cost-effective action plan for start-ups and smaller companies. Also listed as MKT 420. Prerequisite(s): MKT 300 or MKT 301; junior standing.

MGT 421. Small Business Management. 3 Hours

Course addresses unique characteristics of small businesses (e.g., resource limitations, family participation) and grapples with ways to overcome the "liability of smallness." Coverage includes effect of macro-trends (e.g., changing technology and globalization) on small business, review of topics from functionally-oriented courses, examination of how functional models such as pricing models can be modified for small business use, and ways for small business to identify and exploit weaknesses of larger, better financed competitors. Prerequisite(s): ACC 200 or 208; MGT 201; junior standing.

MGT 422. Business Plans for Emerging Firms. 3 Hours

This course explores multiple business models for launching a new venture. Business models are examined in terms of the type of product/service being offered as well as the goals of the entrepreneur, firm growth, and time to market. The benefits and costs of different types of business plans will be examined relative to the opportunities that students may wish to pursue. Students taking this course must have a potential business opportunity in mind. Prerequisite(s): MGT 320, MGT 321; junior standing; ENT major; permission of department chairperson.

MGT 423. Human Resource Management in the Emerging Firm. 3 Hours

This course explores issues unique to the human resource management (HRM) needs and challenges facing entrepreneurs and their firms. Emphasis is placed on how entrepreneurs can create effective HRM systems in the areas of staffing, recruitment and selection, compensation, motivations, and employee development. Care will be given to address the changes in HRM needs as the firm evolves through several transitional stages. Prerequisite(s): MGT 301; junior standing.

MGT 424. Family Business Management. 3 Hours

This course explores topics relevant to entrepreneurs within the family business environment. Specific topics examined will include how family businesses emerge and evolve as well as the unique challenges often found in family business context (e.g., dealing with family conflicts, how to motivate and evaluate employees when a mix of family and non-members are involved, and planning for succession). Prerequisite(s): MGT 320, MGT 321; junior standing.

MGT 425. Franchising. 3 Hours

Provides an overview of business franchising and how franchising can be used to grow a business concept. Students will learn how franchises operate and when to use franchising as a business model. Understanding the complexities of franchising (e.g. which ideas can be franchised, pricing strategies, and territory management) and the keys to success (e.g., the importance of communications, networking, teamwork, leadership) are important goals of the course. Counts as elective credit for ENT/LDR majors and minors. Prerequisite(s): Junior standing; ENT/LDR majors and minors only.

MGT 429. Current Issues in Entrepreneurship. 3 Hours

In-depth examination of selected contemporary topics relevant to entrepreneurship. Subject matter may vary each semester. May be taken only once for credit toward Entrepreneurship major or minor. Prerequisite(s): Junior standing.

MGT 430. Senior Seminar in Entrepreneurship. 3 Hours

Project-based capstone learning experience for Entrepreneurship major. Course objective is to integrate prior coursework through completion of a consulting project with local entrepreneurial firm, including business plan revision, market research, feasibility testing, financial modeling and analysis, and operations analysis. Course is coordinated through the Crotty Center for Entrepreneurial Leadership. Overall 2.7 GPA or higher needed. Prerequisite(s): MGT 301, MGT 320, MGT 321; Entrepreneurship major.

MGT 490. Managing the Enterprise. 3 Hours

Course focuses on creating understanding of how concepts and analytical tools learned in other business courses are integrated in practice to create a unified whole. Students learn how general and top managers gather and use information to influence organizational mission, goals, and strategies. Course typically relies heavily on cases and/or business simulation. Prerequisite(s): DSC 211: FIN 301; MGT 301; MIS 301; MKT 301; OPS 301; senior standing; Business majors only.

MGT 491H. Honors Thesis. 3 Hours

Selection, design, investigation, and completion of an independent and original research thesis under guidance of departmental faculty member. Prerequisite(s): University Honors Program participant; permission of department chairperson and director of Honors Program; senior standing.

MGT 492H. Honors Thesis. 3 Hours

Selection, design, investigation, and completion of an independent and original research thesis under guidance of departmental faculty member. Prerequisite(s): University Honors Program participant; permission of department chairperson and director of Honors Program; senior standing.

MGT 494. Seminar in Management. 3 Hours

Study of selected topics or issues in contemporary managerial practice, domestic or international. May be taken more than once if topics change. Title will reflect topics covered in a particular offering. Prerequisite(s): Vary by topic; junior standing.

MGT 497. Internship for General Elective Credit. 1-3 Hours

Supervised work experience in partnership with sponsoring employer that is directly relevant to major or minor. Must work with internship coordinator and get approval of department chairperson or designee. May be used for general elective credit only. Prerequisite(s): Entrepreneurship or Leadership major; junior standing; overall GPA of 2.7 or higher; permisson of Internship Coordinator.

MGT 498. Cooperative Education. 1-3 Hours

Optional full-time work period off campus alternating with study period on campus. (See Chapter X; consult Cooperative Education Office for details.) Permission of chairperson or designee required. May be used for general elective credit only. LDR or ENT majors only. Prerequisite(s): Overall GPA of 2.7 or higher.

MGT 499. Independent Study. 1-3 Hours

Supervised study involving directed readings, individual research (library, field, or experimental), or projects in specialized area of management. May be taken only once. May count as general elective credit. Does not apply to requirements for Leadership or Entrepreneurship major or minor. Prerequisite(s): MGT 301; ENT or LDR major; senior standing; sponsorship by faculty member; permission of department chairperson.

Marketing Courses

MKT 300. Survey of Marketing. 3 Hours

Survey of marketing for non-marketing majors. Course introduces students to market and environmental analysis, marketing strategy and links with corporate strategy, market segmentation, organizational and consumer markets, and marketing mix (product, price, promotion, distribution). Prerequisite(s): Non-business majors only; sophomore standing.

MKT 301. Principles of Marketing. 3 Hours

The general principles and practices underlying the processes of marketing. Analysis of the environmental conditions of manufacturers, wholesalers, retailers, and other marketing agencies. Prerequisite(s): Business majors only; sophomore standing.

MKT 301H. Principles of Marketing. 3 Hours

The general principles and practices underlying the processes of marketing. Analysis of the environmental conditions of manufacturers, wholesalers, retailers, and other marketing agencies. Prerequisite(s): Business majors only; sophomore standing.

MKT 310. Principles of Selling. 3 Hours

The nature of selling, explored through the practical application of buying motives and selling techniques. Projects and role-playing to experience the preparation, closing, and post-purchase phases of selling. Prerequisite(s): MKT 300 or MKT 301.

MKT 315. Retail Marketing. 3 Hours

Survey of the development of retailing and the impact of consumer behavior, fashion, computers, and other innovations. Structural organization, location, and layout. Merchandising operations including planning of sales, purchases, stock control, markup, and expense control. Prerequisite(s): MKT 300 or MKT 301.

MKT 330. Services Marketing. 3 Hours

Basic concepts of services marketing including discussion of marketing concepts and their management implications in services organizations, the scope of ethics and social responsibility at the national and global levels, and how the external environment, both domestic and international, influences organization strategy. Prerequisite(s): MKT 300 or MKT 301.

MKT 340. Multicultural Marketing Analysis. 3 Hours

Study of basic concepts and theories of multicultural marketing. Students acquire basic understanding of culture, awareness of cultural differences, and appreciation of importance of cultural adaptation for marketing program, especially as related to development of marketing systems. Prerequisite(s): MKT 300 or MKT 301.

MKT 341. Business-to-Business Marketing. 3 Hours

Concepts and analytical procedures associated with marketing to business. Business consumer and competitor analysis, marketing information systems, marketing research, and demand forecasting. Strategy development in product, promotion, distribution, and pricing with focus on manufacturers of business products. Prerequisite(s): MKT 300 or MKT 301.

MKT 350. Digital Marketing. 3 Hours

Comprehensive study of the internet as a marketing channel and as an economic and social phenomenon. Emphasis is on role of internet in firm's overall marketing efforts, especially marketing mix, target markets, and external environment; principles of e-commerce; and application of course knowledge in a managerial and decision-making context. Prerequisite(s): MKT 300 or MKT 301.

MKT 350H. Digital Marketing. 3 Hours

Comprehensive study of the internet as a marketing channel and as an economic and social phenomenon. Emphasis is on role of internet in firm's overall marketing efforts, especially marketing mix, target markets, and external environment; principles of e-commerce; and application of course knowledge in a managerial and decision-making context. Prerequisite(s): MKT 300 or MKT 301.

MKT 405. Consumer Behavior. 3 Hours

Comprehensive study of buyer decision making which offers insight into the buyer-seller relationship. Application of theories from psychology and social psychology to investigate the behavior of industrial and consumer buyers. Prerequisite(s): MKT 300 or MKT 301.

MKT 406. Marketing Channels. 3 Hours

Study of the place element of the marketing mix. A focus on the relationships among manufacturers, wholesalers, and retailers. Channel structure and design including franchising. Prerequisite(s): MKT 300 or MKT 301.

MKT 411. Sales Management. 3 Hours

The structure of the sales organization; determination of sales policies; selection, training, and motivation of salespersons; establishing sales territories and quotas. Prerequisite(s): (MKT 300 or MKT 301); MKT 310.

MKT 411H. Sales Management. 3 Hours

The structure of the sales organization; determination of sales policies; selection, training, and motivation of salespersons; establishing sales territories and quotas. Prerequisite(s): (MKT 300 or MKT 301); MKT 310.

MKT 412. Advanced Selling Skills in High Technology Industries. 3 Hours

This course is focused on expanding the depth and breadth of the students' knowledge of the professional selling process, so that they can develop a much deeper understanding of Business-to-Business (B2B), Consultative Selling in High Technology Industries, with a significant emphasis placed on the Complex or Major Sale. Prerequisite(s): MKT 310.

MKT 413. Value Analysis in Major Sales Engagements. 3 Hours

According to Neil Rackham, author of “SPIN Selling”: “Today, sales forces that simply communicate value to the customer are doomed to fail. Sales must begin to create value for the customer, in order to survive.” In this course you will learn how to define and begin the process of investigating and determining three types of value for the customer: Financial Value, Business Value and Personal Value. We will then learn how to further develop and quantify each type of value for the customer. Once we have created the value for the customer, we will focus on how to articulate and present this value to the customer by “selling with impact”; to close the sale, win the business and enhance the long-term Customer Partnering Relationship. Prerequisite(s): MKT 310.

MKT 420. Entrepreneurial Marketing. 3 Hours

Study of the techniques used to profitably identify and fill customers' needs when operating within a limited budget during the early stages of a start-up or in a small to medium sized firm. Course strives to develop skills in applying basic marketing principles and high impact sales and promotion techniques in integrated manner to produce a practical, cost-effective action plan for start-ups and smaller companies. Also listed as MGT 420. Prerequisite(s): MKT 300 or MKT 301.

MKT 421. Advertising. 3 Hours

Nature and scope of advertising, social and economic aspects, role of research, creative strategy, media planning and selection, coordination with other marketing efforts. Prerequisite(s): MKT 300 or MKT 301.

MKT 428. Promotion Management. 3 Hours

Integration course to familiarize marketing students interested in promotion and marketing communication with tools necessary for the development, implementation, and management of promotional programs. Focus on management and coordination of advertising, personal selling, publicity and public relations, sales promotion, and collateral materials. Prerequisite(s): MKT 300 or MKT 301.

MKT 430. Brand Management. 3 Hours

This highly interactive course is a hands-on, practical exploration of product, service, and enterprise-wide brand building and management. The course is structured along the daily responsibilities and challenges faced by brand/marketing managers. As such, the course will provide experience with proven strategies for building successful brands in the competitive marketplace, the decisions and options faced by brand managers, and the tools to effectively manage brands. It covers topics such as product management, branding, brand equity, integrated branding strategies, brand positioning, perceptual mapping and long term brand management. Prerequisite(s): MKT 300 or MKT 301.

MKT 435. New Product Development. 3 Hours

Investigation and analysis of the new product development process, the management of a product through its life cycle, and the importance of the price variable in the product management process. Prerequisite(s): MKT 300 or MKT 301.

MKT 436. Marketing Intelligence. 3 Hours

This course provides an examination of how consumer marketing is evolving in the context of consumer behavior analysis, personalized marketing channels, and computer automation tools. The focus is on analyzing personalized consumer marketing based on consumer behavior. Prerequisite(s): MKT 300 or MKT 301.

MKT 437. Advanced New Product Development. 3 Hours

Study of the role of new product development in driving marketing success for firms. This course is designed to help students develop an understanding and appreciation of the difficulties and challenges of designing, developing, and launching new products. Prerequisite(s): MKT 435.

MKT 440. Global Marketing. 3 Hours

Emphasis on understanding global marketing environments, developing skills of global market analysis, designing and developing appropriate marketing strategies for global markets, decision making in global marketing. Prerequisite(s): MKT 300 or MKT 301.

MKT 445. Special Topics in International Marketing. 3 Hours

Study abroad program. Subject varies from time to time. May be taken more than once if topic changes Prerequisite(s): Junior standing.

MKT 450. Buyer Behavior & Market Analysis. 6 Hours

Integration of theoretical components of buyer behavior and marketing research. Emphasis placed on how marketing managers use concepts from these bodies of knowledge to make better decisions. Topics include common processes and methods of contemporary market research, analysis of purchase decisions, market research techniques used to gather information about purchase decisions, and use of information to formulate and implement a marketing strategy. Prerequisite(s): DSC 211; MKT 301; Marketing major; junior standing.

MKT 455. Marketing Planning & Strategy. 3 Hours

Integrative course in marketing with emphasis on managerial decision making. The course is designed around a strategic marketing planning approach with a clear emphasis on how to do strategic analysis and marketing planning. Prerequisite(s): ACC 207, ACC 208; MKT 450; Marketing major.

MKT 491H. Honors Thesis. 3 Hours

Selection, design, investigation, and completion of an independent original research thesis under the guidance of a departmental faculty member. Restricted to students in the University Honors Program with permission of the director of the program and the departmental chairperson.

MKT 492H. Honors Thesis. 3 Hours

Selection, design, investigation, and completion of an independent original research thesis under the guidance of a departmental faculty member. Restricted to students in the University Honors Program with permission of the director of the program and the departmental chairperson.

MKT 494. Special Topics in Marketing. 3 Hours

Subject varies from time to time. May be taken more than once if topic changes. Prerequisite(s): Vary by topic.

MKT 497. Internship for General Elective Credit. 1-3 Hours

Practical work experience associated with career development and career exploration. See internship coordinator for details. Permission of department chair or designee required. Prerequisite(s): MKT major; junior standing; overall gpa of 2.7 or higher; permission of internship coordinator.

MKT 498. Cooperative Education. 1-3 Hours

Optional full-time work period off campus alternating with study period on campus. (See Chapter X; consult Cooperative Education Office for details.) Permission of chairperson or designee required. For general elective credit only. Prerequisite(s): MKT major; overall gpa of 2.7 or higher.

MKT 499. Independent Study in Marketing. 1-3 Hours

Study of one or more specific aspects of the marketing process with emphasis on individual reading and research. Subject matter to be determined by the instructor on the basis of interest and need of the student. Enrollment limited. Permission of chairperson or designee required. Prerequisite(s): MKT 301; MKT major; senior standing; permission of department chairperson.