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Management & Marketing

Dr. Yassir M. Samra
Chair of the Department

The Department of Management and Marketing offers a broad choice of courses and two distinct majors: Management and Marketing.

The management program examines theories and concepts of organizations, describes the skills used by managers in fulfilling their roles and functions, provides an opportunity for students to apply quantitative methods to solve management problems, and seeks to arouse interest in management as a growing field.

The major emphasis is on behavioral aspects of organizations and administrative actions in both business and nonprofit organizations. Special attention is given to the social responsibilities of the business executive and the role of the modern corporation in society. Students also learn to master the latest technologies, which allows them to graduate with a functional knowledge of the tools that will be used in their careers. Students can complete a general Management major or concentrate either in (a) Talent Management or (b) Behavior and Decision Making. 

Marketing represents a key function and managerial philosophy of contemporary organizations. It is essential for the effective managing of both for profit and nonprofit organizations. Marketing involves creating products and services, communicating their value, and managing customer relationships based on a thorough understanding of customers’ needs and wants. The tasks of marketing managers include determining the firm’s competitive market position and strategy and formulating the optimum marketing mix: the product portfolio, communication, pricing and distribution strategies.

The Marketing program emphasizes a managerial approach and is designed to train marketing professionals who are globally-oriented business leaders. The curriculum stresses analysis, creativity, critical thinking and decision making in the marketing process.

Management

Major

In addition to the business core learning goals and objectives, students who graduate with a management major will:

  1. Learn the concepts, principles and application of theories within Management.
  2. Develop skills in analyzing, evaluating, and applying management theories.
  3. Examine the role of management in a global, diverse, and multi-cultural environment.
  4. Learn the core concepts of corporate social responsibility and ethics in management.

Requirements for a major in Management include the following:

MGMT 309Management of International Business3
MGMT 315Human Behavior in the Organization3
MGMT 320Talent Management & Acquisition3
MGMT 314 or MGMT 450 or approved Decision Making Elective3
9 credits of electives from the following courses:9
Managerial Planning and Decision Making
Managing Greed and Fear
Applied Management Science
Career Management
Small Business Management Seminar
Negotiation & Conflict Mgmt
Special Topics in Management
Entrepreneurship
Managing a Diverse Workforce
Contemporary Topics & Issues in Human Resource Management
Approved Business or MGMT Elective
Total Credits21

A minimum grade of C is necessary to receive major credit.

Students majoring in Management are encouraged to complete a business internship. Students can complete an approved internship experience for academic credit. Free or Business Elective credit may be used to complete MGMT 375 Assimilating the Internship Experience in Management. Interested students must consult with the Assistant Dean for Career Development for guidance on the process of securing an appropriate internship and obtaining the required faculty sponsorship. Faculty supervisors will define appropriate academic activities in parallel to the work requirement in order to provide a complete internship experience. Credit bearing internships must be approved by the Assistant Dean for Career Development, Department Chair, and Dean.

Concentrations in the Management Major

The department offers two concentrations within the Management Major. Students are required to declare their concentration and then fulfill the requirements as shown below. A minimum grade of C is necessary to obtain Concentration credit.

1. Talent Management

  • MGMT 320 Talent Management and Acquisition
  • MGMT 463 Contemporary Topics and Issues in HRM OR MGMT 462 Managing a Diverse Workforce

At least one course from the following:

  • MGMT 462 Managing a Diverse Workforce
  • MGMT 321 Career Management
  • MGMT 450 Negotiation and Conflict Management
  • MGMT 463 Contemporary Topics and Issues in HRM

2. Behavior and Decision Making

  • MGMT 315 Human Behavior in the Organization

At least two courses from the following:

  • MGMT 305 Managerial Planning and Decision Making
  • MGMT 303 Managing Fear and Greed
  • MGMT 450 Negotiation and Conflict Management
  • MGMT 314 Applied Management Science
  • Approved MBA course in the Organizations, Markets, and Sustainability Concentration

Recommended course sequence for Management majors:

First Year
FallCreditsSpringCredits
RELS 110 or ENGL 1103ENGL 110 or RELS 1103
ECON 203 or ACCT 2013ECON 204 or ACCT 2023
CIS 110 or PSYC 2033PSYC 203 or CIS 1103
MGMT 201 or MKTG 2013MKTG 201 or MGMT 2013
MATH 1533MATH 1543
 15 15
Second Year
FallCreditsSpringCredits
ACCT 201 or ECON 2033ACCT 202 or ECON 2043
SCI Elective3SCI Elective3
HIST Elective or LAW 2033LAW 203 or HIST Elective3
PHIL 201 or SOC 2013SOC 201 or PHIL 2013
ENGL 211 or BUAN 2273BUAN 227 or ENGL 2113
 15 15
Third Year
FallCreditsSpringCredits
Free Elective3Free Elective3
RELS 2xx or ENGL Elective3ENGL Elective or RELS 2xx3
MGMT 315 or 3203MGMT 320 or 3153
MGMT 307 or FIN 3013FIN 301 or MGMT 3073
ECON 305 or MGMT Elective3MGMT Elective or ECON 3053
 15 15
Fourth Year
FallCreditsSpringCredits
Business or MGMT Elective3MGMT Elective3
MGMT Elective or MGMT 3093MGMT 309 or MGMT Elective3
MGMT 406 or 4303MGMT 430 or 4063
RELS 3xx3Liberal Arts Elective3
Liberal Arts Elective3Liberal Arts Elective3
 15 15
Total Credits: 120

Minor

Requirements for a minor in Management: Students who are in Schools other than Business may pursue a minor in Management. Students must obtain the permission of the School in which they are enrolled. To minor in Management a student must complete 15 credits in Management including: MGMT 201 Introduction to ManagementMGMT 309 Management of International BusinessMGMT 315 Human Behavior in the Organization, and 2 additional Management courses. Students in the School of Business who wish to minor in Management must take MGMT 315 Human Behavior in the OrganizationMGMT 309 Management of International Business or MGMT 320 Talent Management & Acquisition, and one management elective. A minimum grade of C is necessary to obtain Minor credit.

Requirements for the Business core

The Management program offers core courses required of all Business students. All students are required to take the following:

MGMT 201Introduction to Management3
MGMT 307Operations and Quality Management3
MGMT 406Strategic Management3
All students except 5-year Accounting majors are required to take the following:
MGMT 430Business, Government, and Society3

Marketing 

Major

In addition to the business core learning goals and objectives, students who graduate with a marketing major will:

  1. Learn the concepts, principles and application of theories within Marketing.
  2. Develop skills in analyzing, evaluating, and applying marketing theories.
  3. Examine the role of marketing in a global, diverse, and multi-cultural environment.
  4. Learn the core skills of research and analytics in marketing.

Requirements for a major in Marketing include the following:

MKTG 303Marketing Research3
MKTG 307Consumer Behavior3
MKTG 403Marketing Management3
MKTG 412International Marketing3
Marketing Elective3
Business Elective6
Total Credits21

A minimum grade of C is necessary to receive major credit.

A working set of skills in PowerPoint, a computer-based statistics program, a computer-based marketing survey program, as well as skills in web development will be used in many of the marketing classes.

Students majoring in Marketing are encouraged to complete a business internship. Students can complete an approved internship experience for academic credit. Free or Business Elective credit may be used to complete MKTG 375 Assimilating the Internship Experience in Marketing. Interested students must consult with the Assistant Dean for Career Development for guidance on the process of securing an appropriate internship and obtaining the required faculty sponsorship. Faculty supervisors will define appropriate academic activities in parallel to the work requirement in order to provide a complete internship experience. Credit bearing internships must be approved by the Assistant Dean for Career Development, Department Chair, and Dean.

Recommended course sequence for Marketing majors:

First Year
FallCreditsSpringCredits
ECON 203 or ACCT 2013ECON 204 or ACCT 2023
RELS 110 or ENGL 1103ENGL 110 or RELS 1103
PSYC 203 or CIS 1103CIS 110 or PSYC 2033
MGMT 201 or MKTG 2013MKTG 201 or MGMT 2013
MATH 1533MATH 1543
 15 15
Second Year
FallCreditsSpringCredits
ACCT 201 or ECON 2033ACCT 202 or ECON 2043
SCI Elective3SCI Elective3
ENGL 211 or BUAN 2273BUAN 227 or ENGL 2113
PHIL 201 or SOC 2013SOC 201 or PHIL 2013
LAW 203 or HIST Elective3HIST Elective or LAW 2033
 15 15
Third Year
FallCreditsSpringCredits
MGMT 307 or FIN 3013FIN 301 or MGMT 3073
ENGL Elective or RELS Catholic Studies3RELS Catholic Studies or ENGL Elective3
MKTG 303 or 3073MKTG 307 or 3033
ECON 305 (or MKTG Elective)3MKTG Elective or ECON 3053
Free Elective3Free Elective3
 15 15
Fourth Year
FallCreditsSpringCredits
MKTG 412 or 4033MKTG 403 or 4123
Business Elective3Business Elective3
MGMT 406 or 4303MGMT 430 or 4603
RELS Global/Contemporary Studies3Liberal Arts Elective6
Liberal Arts Elective3 
 15 15
Total Credits: 120

Minor

Requirements for a minor in Marketing: Students who are in Schools other than Business may pursue a minor in Marketing. Students must obtain the permission of the School in which they are enrolled. To minor in Marketing a student must complete 15 credits in Marketing including: MKTG 201 Essentials of Marketing, MKTG 307 Consumer Behavior and 3 additional Marketing courses. Students in the School of Business who wish to minor in Marketing must take MKTG 307 Consumer Behavior and 6 approved credits in addition to the core courses required of all students. A minimum grade of C is necessary to obtain Minor credit.

Requirements for the Business core

The Marketing program offers a core course required of all Business students. All students are required to take MKTG 201 Essentials of Marketing.

Management Courses

MGMT 201. Introduction to Management. 3 Credits.

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

MGMT 302. Working with Businesses in Nicaragua. 3 Credits.

Students have the opportunity to work in Nicaragua with micro-entrepreneurs who run very small businesses, usually employing only one or two people and offering basic goods and services. Located in a part of the world where formal jobs are scarce, micro-businesses make up most of the economy and provide livelihoods for the people who own them. Students will help owners acquire and apply an understanding of business principles so that they can run more successful businesses. At the heart of the course is a 10-day visit in which students will work as part of a small team with a micro-business in Leon, Nicaragua. Students will stay with a family and experience the culture personally. In preparation for the visit, students will be given readings and participate in online learning on business principles.

MGMT 303. Managing Greed and Fear. 3 Credits.

Rational and irrational behavior can lead to success and destruction when it comes to decision-making. The world of trading seems attractive and lucrative and while many believe that they can “beat the markets”, few believe that this can be done unless more risk is employed. In fact, many lose funds and end up blaming the market for substantial losses, but few understand how they work. Research has shown that the markets react to a number of different data points (e.g. earnings, interest rate announcements, economic data to name a few) however, most fail to realize that there are certain price targets that are magnets to heavy trading activity based on chart reading. This form of technical analysis employs the psychology of support and resistance pricing (i.e. fear and greed). While greed gives people hope in generating more income beyond their wildest dreams, the risks involved are enormous and the trades often result in failure. On the other hand, the fear of losing, keeps many out of trading various asset classes. Few understand the concept of inflation and how using “safe asset classes” are still losses (due to purchasing power) albeit smaller ones. This course will provide students with insight into how people behave irrationally and how they can avoid making similar mistakes.

MGMT 305. Managerial Planning and Decision Making. 3 Credits.

Examination of major decisional areas with respect to establishment of goals and the determination of strategies. The dynamic conditions of uncertainty and risk characterizing the environment of modern organizations-both profit and non-profit. Critical evaluation of applicable concepts such as, optimization, decision rules, feedback, and cybernetics. Spring. Prerequisite: MGMT 201 and BUAN 227.

MGMT 307. Operations and Quality Management. 3 Credits.

A study of the managerial functions involved in operations and quality management. Application of management and decision support quantitative techniques including PERT, CPM, linear programming, inventory control and scheduling systems, work standards, and quality control. Integration and use of modern computer software for controlling business operations within a context that includes total quality management requirements. Prerequisites: MGMT 201, BUAN 227.

MGMT 309. Management of International Business. 3 Credits.

The objective of this course is to develop an understanding of the management issues associated with the development, environment, operations and growth of multinational enterprises. The impacts of various aspects of international business are examined from the perspective of the firm, the home and host countries. Prerequisite: MGMT 201.

MGMT 314. Applied Management Science. 3 Credits.

An introduction to Management Science and Operations Research in the context of Business applications, including but not limited to Supplier Selection, Product Portfolio, Transportation Problem, Shortest Path, as well as Cost Minimization and Profit Maximization. Methodologies introduced in the course include Linear Programming Modeling, Integer Programming Modeling, Network Models, Solution Methods to Linear Programming Problems, Sensitivity Analysis, Multicriteria Decision-Making, and Dynamic Programming. Pre-requisites: MGMT201, MGMT307.

MGMT 315. Human Behavior in the Organization. 3 Credits.

Individual and social behavioral processes and their relevance to managers. Behavioral sciences concepts and techniques for maximizing both the contribution of human resources toward organizational goals and the personal growth and fulfillment of organizational personnel. Prerequisite: MGMT 201.

MGMT 320. Talent Management & Acquisition. 3 Credits.

The study of current human resource management practices and principles in the areas of equal employment opportunity, strategic human resource planning, selection, performance evaluation, training and development, compensation, health and safety, and labor relations. Prerequisite: MGMT 201.

MGMT 321. Career Management. 3 Credits.

This course is designed to develop skills in managing one's own career and facilitating the careers of subordinates. Topics include the changing nature of careers; career exploration and planning; career paths, stages and transitions over the life span; and work-life management issues over the life span. The course includes an experiential element of career self-management. Students will use self-assessment techniques to develop career goals and plans that consider the work-life issues they will encounter during their life spans.

MGMT 375. Assimilating the Internship Experience in Management. 3 Credits.

In consultation with the faculty advisor, students design and complete an independent project related to their Management internship. This project aids in assimilating the practical off-campus work experience in business, industry, government or cultural organization with the students' studies and/or career interests. This course is subject to the approval of the Department Chair, Dean and Internship Coordinator of the School of Business. The student is required to pre-register with the Internship Coordinator and to obtain internship placement prior to the start of the semester. (Free/business elective).

MGMT 406. Strategic Management. 3 Credits.

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

MGMT 430. Business, Government, and Society. 3 Credits.

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

MGMT 441. Small Business Management Seminar. 3 Credits.

Analysis of management of small business enterprises from feasibility to survival. Attention is given to the concept of entrepreneurship as well as to developing consulting skills. Through field work, in cooperation with governmental and non-profit organizations, student counseling teams provide assistance to the small business community under faculty supervision. Spring. Prerequisite: Business Seniors only (or by permission of the instructor).

MGMT 450. Negotiation & Conflict Mgmt. 3 Credits.

The aim of this course is to improve students' skills in all phases of negotiation including managing intra- and inter-group relations, integrative and distributive approaches; making choices in response to ethical issues; and negotiating in a variety of contexts, including multilateral negotiations and negotiating with the assistance of a third party. In-class exercises, cases and negotiations designed to engage a variety of bargaining processes in the contexts of deal making and dispute resolution will be utilized. Prerequisite: MGMT 201, Senior or MBA status required.

MGMT 460. Special Topics in Management. 3 Credits.

A program of supervised research and readings on problems of interest to the students. Open to a limited number of students who meet the departmental requirements and have the approval of the Chair of the Department.

MGMT 461. Entrepreneurship. 3 Credits.

This course is designed for those individuals interested in creating a new business venture, acquiring an existing business, starting a social enterprise, or working in industries(e.g., banking) that serve the entrepreneur, or students who simply wish to familiarize themselves with the concepts, issues and techniques of new venture creation and entrepreneurship. Prerequisite: MGMT 201.

MGMT 462. Managing a Diverse Workforce. 3 Credits.

This course will provide a foundation for understanding diversity in the workplace and the personal and managerial implications of working in a diverse organizational environment. We will examine demographic trends in the workforce, assess cultural practices and values among diverse groups, and explore such constructs as stereotyping, prejudice, discrimination, social identity, power and privilege. Prerequisite: MGMT 201.

MGMT 463. Contemporary Topics & Issues in Human Resource Management. 3 Credits.

This course consists of supervised research and readings on special topics in human resource management. Students will learn about the challenges facing employers and employees as they strive to create productive workplaces in which high levels of personal and organizational success are achieved. Students will be exposed to current issues in the major areas of human resources, including, but not limited to, strategic HR management, the legal environment, acquisition & preparation of human resources, assessment & development, and compensation & benefits. Each topic discussed will allow students to understand different points of view. Prerequisites: MGMT 201.

MGMT 465. Research Seminar in MGMT/MKTG. 3 Credits.

Designed to introduce business students to social science research methodologies and the scientific method for understanding and analyzing business issues. Organized around lectures, class discussions and application activities, experiential learning, and individual study. Lectures will introduce experimental and field research methods, skills, and instruments, and will explore different qualitative and quantitative research approaches. Class application activities and experiential learning will give students hands-on experience with different research methods and designs. Individual study will focus on exploring business research topics and designing research projects. Prerequisite: MGMT 201, MKTG 201, BUAN 227, and instructor permission. (Three Credits).

MGMT 470. Management Independent Study. 3 Credits.

Please see academic advisor or department chair for details.

MGMT 475. Assimilating the Internship Experience in Management. 3 Credits.

This course may be used as a second internship experience and/or with senior status. (Free/business elective).

MGMT 480. Technology Strategy. 3 Credits.

This course provides an introduction to the strategic management of technology from the point of view of the practicing general manager. Strategic management deals with the manipulation of tangible and intangible resources to create and capture economic value. Throughout this course students will understand the specific mechanisms through which technological innovation affects value creation and capture in contemporary businesses. Sessions introduce theory and apply it to real-life situations faced by companies through the analysis of business cases and workshops. Specifically, the course will cover topics such as: value creation and value capture, value chain analysis, cost and differentiation advantage, direct and indirect network effects, non-market forces, and markets for technology. Prerequisite: MGMT 201. (Three Credits).

Marketing Courses

MKTG 201. Essentials of Marketing. 3 Credits.

This course provides the student with an understanding of modern marketing practice, philosophy, advantage, marketing mix decisions, market segmentation, product positioning and buyer behavior. Computer simulations and cases are used to demonstrate real-life applications.

MKTG 302. Innovation and Creativity. 3 Credits.

This course is taught online during the semester. It combines theory, texts, articles and exercises to explore innovation and creativity on a personal level as well as its importance within careers and business.

MKTG 303. Marketing Research. 3 Credits.

Develops knowledge and skills in designing research projects; developing experimental designs and research instruments such as interviews, questionnaires, and concept tests; implementing projects; analyzing data; and communicating research results and implications. Prerequisite: MKTG 201, BUAN 227.

MKTG 305. Direct Response Marketing. 3 Credits.

The managing of direct response advertising. The course focuses on using customer databases, testing customer response, and measuring efficiency of marketing methods that appeal for action from specified individuals. Prerequisite: MKTG 201.

MKTG 307. Consumer Behavior. 3 Credits.

The course focuses on the major theories needed to understand buyer behavior, such as evoked set, brand loyalty, learning and memory functions, motivation, attitudes and attitude change, diffusion of innovations, perception and meaning, lifestyle and personality differences, culture and social class, and family buying influences. Prerequisite: MKTG 201.

MKTG 308. Sales Management. 3 Credits.

An introduction to methods of sales management: selection, recruiting, selling strategies, training, territory management, compensation and motivation, and performance review. Prerequisite: MKTG 201.

MKTG 311. Product Management. 3 Credits.

A review of the company's product portfolio management, including the task of product positioning, product development, market development, product diversification and alternative strategies associated with the introduction, growth, maturity and decline stages of the the product life cycle. Spring.

MKTG 315. Retail Management. 3 Credits.

The study of modern retail practices, e.g. trading area analysis, economic quantity models, atmospherics, non-store retailing, target market selection, and competitive analysis. Prerequisite: MKTG 201.

MKTG 321. Contemporary Marketing Issues. 3 Credits.

Major ethical challenges facing marketers today are studied such as negative word-of-mouth, new product failure, consumerism, product liability, deceptive advertising, and other societally oriented issues.

MKTG 375. Assimilating the Internship Experience in Marketing. 3 Credits.

In consultation with the faculty advisor, students design and complete an independent project related to their Marketing internship. This project aids in assimilating the practical off-campus work experience in business, industry, government or cultural organization with the students' and/or career interests. This course is subject to the approval of the Department Chair, Dean and Internship Coordinator or the School of Business. The student is required to pre-register with the Internship Coordinator and to obtain internship placement prior to the start of the semester. (Free/business elective).

MKTG 403. Marketing Management. 3 Credits.

This capstone course integrates previous marketing courses within a problem-solving framework. Students study marketing issues, strategies, plans, and implementation in a competitive environment. Case analysis is an integral part of the learning experience. Required of senior marketing majors and open to senior marketing minors. Prerequisites: MKTG 201, MKTG 303 and MKTG 307.

MKTG 404. Advertising and Communication Management. 3 Credits.

Students learn how marketers communicate to develop brand awareness, image and distinctiveness, encourage buying, behavior and reinforce satisfaction. Promotional campaigns for actual products are created by determining budgets, setting objectives, targeting audiences, developing themes and messages, choosing media and measuring results. Prerequisite: MKTG 201.

MKTG 412. International Marketing. 3 Credits.

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

MKTG 413. Marketing Honors Seminar. 3 Credits.

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

MKTG 421. Contemporary Marketing Issues. 3 Credits.

This course covers the most recent issues and trends in contemporary marketing. The topics will vary depending on emerging important developments in the market place. Previous topics covered in the course have been social media, digital marketing, branding, green marketing, fashion marketing, and sports marketing.

MKTG 440. Management & Marketing Databases and Analytics. 3 Credits.

The two major focuses in the class are Data Mining and Metrics. Database marketing has expanded with the increased availability of sources of consumer information, list creation and newer research methodologies like Clementine and Answer Tree. Data mining methodologies will be used to extract relationships from among the data variables yielding new insights into consumer behavior. Metrics would focus on how companies measure the effectiveness of their communications in the B to B and B to C environment. Focus would be on the variety of measurement tools and their efficacy in the business environment. Prerequisite: MKTG 201, MKTG 303.

MKTG 470. Marketing Independent Study. 3 Credits.

Please see academic advisor or department chair for details.

MKTG 475. Assimilating the Internship Experience in Marketing. 3 Credits.

This course may be used as a second internship experience and/or with senior status. (free/business elective).