University of Delaware 1995-1996 Undergraduate Catalog 1995-1996 Courses Business Administration BUAD 030 Cooperative Education Program 1 RP Assists students to integrate classroom theory with on-the-job experience through analysis of their Cooperative work assignments. Business Administration, Accounting, and Economics Co-op students must enroll for one credit hour of BUAD030 during their Co-op work term. BUAD 100 Introduction to Business 3 A survey of basic business concepts designed for the non-business major. Topics covered will include business organization, management, marketing, operations research, and finance. RESTRICTIONS: No majors within the Business Administration or Accounting degree programs may receive credit for this course. BUAD 301 Introduction to Marketing 3 Management of the marketing functions, marketing research, product planning, distribution channels, pricing, personal selling and advertising. Emphasis on consumer and industrial markets. PREREQ: ECON151. BUAD 302 Marketing Research 3 Focus on the marketing research process as an aid in marketing decision making. Defining marketing problems, identifying marketing information needs, developing methods to gather information, and applying research results to marketing problems. PREREQ: STAT202, BUAD301, and ACCT260. BUAD 306 Operations Management 3 Analysis of major problems faced by operations managers at different levels of management. Topics include scheduling, forecasting, process design, inventory management and quality management. PREREQ: MATH230, STAT202, and ACCT260. BUAD 309 Management and Organizational Behavior 3 The processes and procedures used to manage performance effectively, including behavioral implications and an awareness of the individual's impact on others. BUAD 341 Environment of Multinational Corporations 3 Interdisciplinary approach explores the multinational corporation: its political and economic environment; current attitude of policy makers; and techniques used to earn profits. Material supplemented by practicing economists, financial experts, business executives and political analysts. May be cross-listed with ECON341 and/or POSC341. PREREQ: ECON152. RESTRICTIONS: Counts as a BUAD elective for students receiving a degree in Business Administration. Credit for BUAD/ECON/POSC341 given only once. BUAD 346 Analysis of Operations Problems 3 Intensive treatment of topics covered in BUAD306 to include the investigation and development of the decision making process in an operations environment. Emphasis on practical applications. PREREQ: BUAD306. BUAD 366 Independent Study 1-6 BUAD 382 International Business Management 3 Decision-making in the management of multinational business organizations. Problems involving constraints of government environment and organization structures. Evaluation of international business practices. BUAD 385 Administrative Theory 3 Concepts of administration at the individual, group and organizational level of analysis. Emphasis on organizational level of analysis with topics including job design, organization structure and design, and inter- and intra-organizational processes. PREREQ: BUAD309. BUAD 391 Seminar on International Management 3 Seminar on selected topics in international management. Combines lectures and visits to local organizations. Research paper typically required. PREREQ: BUAD309. RESTRICTIONS: Taught abroad. Counts as BUAD elective for BSBA candidates. BUAD 393 Seminar on International Marketing Management 3 Seminar on selected topics in international marketing management. Combines lectures and visits to local organizations. Research paper typically required. PREREQ: BUAD301. RESTRICTIONS: Taught abroad. Counts as BUAD elective for BSBA candidates. BUAD 394 Seminar on International Operations Management 3 Seminar on selected topics in international operations management. Combines lectures and visits to local organizations. Research paper typically required. PREREQ: BUAD306. RESTRICTIONS: Taught abroad. Counts as a BUAD elective for BSBA candidates. BUAD 420 Industrial Relations 3 Treatment of labor-management relationships, with an emphasis on collective bargaining behavior and the settlement of disputes. The various environmental factors (history, philosophy, law and structure) which have greatly affected union-management affairs are first inspected, as a vital background to understanding. BUAD 421 Human Resource Management 3 Emphasizes key human resource management requirements: acquisition of personnel (planning, selecting, recruiting and training) and maintenance of personnel (evaluation, compensation, working conditions and labor relations). BUAD 428 Management Systems 3 Concepts of general systems theory, with applications to analysis of management systems, work flows and information flows. Design and analysis of sociotechnical systems, project and program management. PREREQ: BUAD309. BUAD 429 Seminar on Organizations 3 Topical seminar on such management issues as organizational socialization, work motivation, and organization-environment relations. Development of an individual research project is stressed. PREREQ: BUAD309. BUAD 441 Business Policy 3 Case studies and concepts in the determination of top-level company policy and the solution of problems that cross major functional areas in business. PREREQ: BUAD301, BUAD306, BUAD309, and FINC311. RESTRICTIONS: Requires Senior standing in business administration or accounting. BUAD 442 New Venture Planning 3 Entrepreneurship and entrepreneurial activities studied through lecture and casework. Business knowledge applied to the development of business plans for new ventures of the students' choosing. PREREQ: BUAD301, BUAD306, BUAD309, and FINC311. BUAD 444 Small Business Management 3 Principles of managing a small business and differences in approach between large and small companies. Characteristics of the entrepreneur. Interpersonal and skill relationships in partnerships. The functions of accounting, finance, marketing, personnel and production forecasting for the small business. RESTRICTIONS: Requires Senior status in Business Administration or Accounting. BUAD 446 Operations Planning and Control 3 Management of operations and inventories in a variety of organizations including banks, hospitals, government and manufacturing firms. Topics include forecasting, operations planning and scheduling, material requirements planning and purchasing. PREREQ: BUAD306. BUAD 447 Operations Management Strategy 3 The new technology for quality and productivity. Emphasis on actual implementation of total quality management in general and statistical process control in particular. PREREQ: BUAD306. BUAD 448 Decision Support Systems for Operations 3 Effective design and implementation of decision support for operations. Selection of appropriate models for decision support. Emphasis on project work in which an actual decision support system is designed and implemented. PREREQ: BUAD306, ACCT261. RESTRICTIONS: Requires Senior status. Not open to students who have taken BUEC431. BUAD 466 Independent Study 1-6 BUAD 470 Sales Management and Selling 3 Selling as the process of commercial persuasion and as a service to the customer. Major operating responsibilities of the sales manager, recruitment, training, motivation, compensation, territory management and manpower planning and control. PREREQ: BUAD301. BUAD 471 Advertising Management 3 Planning, implementing, and evaluating advertising and sales promotion activities. Determining advertising objectives, selection of campaign themes and media, evaluating advertisements and campaigns, controlling advertising and promotion expenditures, the client-agency relationship, regulation, and the social and economic effects of advertising. PREREQ: BUAD301. BUAD 473 Buyer Behavior 3 The decision processes associated with buying and consumption. Social, cultural and psychological influences on consumer decisions and consumption patterns. The relationship between buyer behavior and marketing decision making. PREREQ: BUAD301. BUAD 474 Marketing Channels and Retailing 3 Focus on decision processes involved in establishing the paths for the movement of products, title, payment, and information between producers and users. Emphasis on the decisions necessary for successful retail operations. PREREQ: BUAD301. BUAD 475 International Marketing 3 Analysis of the concepts and practices relating to the marketing of products and services internationally. Focus on the uncontrollable environmental forces facing an international marketer, issues relating to the standardization of marketing strategies across countries and the unique problems of specific international markets. PREREQ: BUAD301. BUAD 479 Marketing Strategy for the Firm 3 The application of management decision processes and strategies to the integration of the firm's total marketing mix. Multifaceted problems are studied in large, medium and small firms. Students analyze cases and other real marketing problems. PREREQ: Twelve credit hours of marketing courses. BUAD 810 Titans, Teams and Technology 3 Focuses on understanding team management within different organizational contexts. Effective communication, including the use of electronic communication technologies for team development and maintenance, is emphasized. Students have the opportunity to practice team work and leadership skills. BUAD 820 Data Analysis and Quality Management 3 Emphasizes quality management primarily via statistical process control. Focuses on data analysis for the purpose of measurement, inference, quality and productivity improvement. Descriptive statistics, graphical analysis, exploratory data analysis, applications of common distributions, and models, such as regression, are covered. BUAD 831 Design and Management of Operations 3 Overviews major concerns in the design and management of operations within a business. Focuses on topics such as product design, layout and process design, job design and measurement, forecasting, project, production and staff scheduling, inventory control, and materials management in both manufacturing and service industries. PREREQ: BUAD820. BUAD 832 Operations Planning and Control 3 Analyzes problems and advanced decision techniques for effective management of operating resources. Topics include forecasting, capacity requirements determination, operations planning and scheduling, and inventory management. Applications in both manufacturing and service settings are emphasized. PREREQ: BUAD831. BUAD 833 International Operations 3 Focuses on issues concerning the management of international operations. Topics include international sourcing for materials and services, location decisions for non-domestic production activities, worldwide logistical systems, and managing non-domestic operations and projects. PREREQ: BUAD831. BUAD 834 Special Topics in Operation Management 1-3 Covers various topics in operations management at all levels of the firm. Individual inquiry stressed. PREREQ: BUAD831. BUAD 835 Managing New Product Development Projects 3 Examines techniques and issues in project management, with special emphasis on new product development projects. Topics include models for cost estimation, process selection, competitive benchmarking, concurrent engineering, and successful project management. Teams prepare proposal for developing and introducing a new product into the marketplace. PREREQ: BUAD831, BUAD880, FINC850. BUAD 836 Problem Structuring and Analysis for Decision Making 3 Introduces problem structuring and analysis for decision making under risk. Emphasizes both applications and methodology. Examines the effects of creativity and problem definition on decision making. Uses various problems involving uncertainty to enhance decision making skills and expand students' awareness and understanding of business problems. PREREQ: BUAD831. BUAD 837 Decision Support and Expert Systems for Business 3 Focuses on using decision support systems (DSS) and expert systems (ES) to enhance decision making in business. Critically examines the literature on the development of information systems. Discusses technical and behavioral issues related to the design and implementation of effective DSS and ES. PREREQ: BUAD831. BUAD 840 Social, Ethical, Legal and Political Environment of the Firm 3 Examines the social, legal, and ethical rights and obligations of the firm, employers, and employees, with respect to product safety, sales, advertising, hiring and firing, company loyalty, the environment and the community. BUAD 841 International Business Management 3 Development of business strategies for the multinational business organization. Emphasis on dealing with international governmental constraints and organization structures. Projects focusing on the assessment of the business environment in specific countries. BUAD 842 Special Topics in Management of Technology 1-3 Examines selected topics in the management of technolgoy. Individual inquiry stressed. PREREQ: BUAD870. BUAD 843 Special Topics in Global Business 3 Examines selected topics in global business, that may focus on one or more areas of the world (e.g. the European Union, Latin America, Pacific Basin, etc.). Course may be offered overseas. BUAD 849 Seminar in Business Administration 3 With an emphasis on research methodology, individual inquiry, and communication of results, students will pursue areas of interest to them and prepare formal presentations of their findings. PREREQ: Requires 24 MBA credits. BUAD 864 Internship 1 PF Fieldwork designed to allow a student to apply acquired knowledge in a corporate setting. Requires a corporate sponsorship, a performance evaluation to be completed by that sponsor, and a written paper to be submitted to the administrator of internships. BUAD 870 Organizational Behavior and Administration 3 Develops a knowledge base and requisite skills for managing individual, group, and organizational processes through the use of diagnostic models, cases, and/or experimental exercises. Individual and organizational level topics are emphasized. Some group level topics are also included. BUAD 871 Managing for Creativity and Innovation 3 Focuses on individual characteristics and group and organizational factors that influence the ability of organizations to generate new products and/or processes, and to implement new products/processes. Students practice skills to diagnose barriers and develop creative organizations. PREREQ: BUAD870. BUAD 872 Organizational Development and Change 3 Provides knowledge and skills to function as effective change agents in organizations. Particularly appropriate for students seeking potential employment in positions requiring skills in facilitating change. Classic OD concepts are studied along with contemporary concepts, approaches and techniques for planned organizational change. PREREQ: BUAD870. BUAD 873 Management, Organization, and Information Processing 3 Analyzes organizations as complex systems whose major function is information processing. Emphasizes organizational structure and culture as information processors. Investigates the role of information technology as an information processing tool and its effects on organizations. PREREQ: BUAD870. BUAD 874 Special Topics in Administration 1-3 Examines selected current organizational topics: e.g., new compensation and benefits initiatives, employee involvement, teamwork designs and re- engineering. Individual inquiry is stressed. PREREQ: BUAD870. BUAD 875 Human Resource Administration 3 Examines the personnel/human resources function focusing on five key areas: 1) procurement, 2) training and development, 3) compensation, 4) security, and 5) labor-management relations. Throughout, attention is paid to international practices and an effort is made to integrate business functions both strategically and operationally. PREREQ: BUAD870. BUAD 876 Labor Management Relations 3 Labor-management relationships. Primary focus on contract negotiations and administration as well as inspection of the various environmental factors (history, philosophy, law and structure) that underpin collective bargaining. BUAD 878 International Business Cultures 3 Focuses on cultural similarities and differences worldwide and how they afffect managers' effectiveness. Attention is given to general cultural dimensions as well as specific cultural practices with a special emphasis on cross-cultural communications. PREREQ: BUAD870. BUAD 879 Negotiation and Conflict Resolution 3 Acquaints students with theory and research on negotiation and conflict resolution and involves students in active negotiation exercises with discussions, including feedback on students' negotiation skills, following. Negotiation is broadly defined to include many varieties of bargaining, third party dispute intervention and organizational justice. PREREQ: BUAD870. BUAD 880 Competitive Marketing Strategy 3 Focuses on developing customer focused plans and strategies for projects and business units in an increasingly competitive global environment. Emphasizes managerial practices relating to project/service offering, pricing, promotion, and physical distribution and how these are integrated to satisfy industrial and ultimate consumers. PREREQ: ACCT800 and ECON551. BUAD 881 Research Methods for Marketing Decisions 3 Focuses on the techniques of research design, data collection, and data analysis for making marketing decisions. Helps students develop an appreciation for the potential contributions and limitation of marketing research data, enabling them to evaluate marketing research activities. Emphasizes interpretation, not computation, from statistical analyses. PREREQ: BUAD820 and BUAD880. BUAD 882 International Marketing Management 3 Develops managerial decision-making skills in several areas related to international/global marketing such as environmental analysis, planning/organization, marketing research, segmentation, targeting and positioning/competitive analysis, and method of entry. PREREQ: BUAD880. BUAD 883 Product and Price Management 3 Integrates topics in product management and pricing strategy. Special emphasis is given to the use of conceptual frameworks and analytical methods that may be used to improve product and price decisions. The concepts and methods are applied to real-world case studies. PREREQ: BUAD880. BUAD 884 Special Topics in Marketing 1-3 Examines selected current marketing topics: e.g., strategy development, opportunity assessment, modeling and marketing programming. Individual inquiry is stressed. PREREQ: BUAD880. BUAD 885 Marketing Channels 3 Analyzes marketing channels as social, economic and political systems. Strong emphasis placed on understanding the behavioral dimension of the channel relationship after focusing on the economic and structural aspects of retailing, wholesaling, and physical distribution. Governmental and other constraints on channel activities are also studied. PREREQ: BUAD880. BUAD 886 Advertising Strategy 3 Intended for those with little or no prior experience in advertising. Intended to improve students' skills with respect to determining advertising strategy. Features a mixture of lecture, case study analysis, class discussion, and team development and presentation of an entire advertising campaign. PREREQ: BUAD880. BUAD 887 Buyer Behavior 3 Applied concepts from the social sciences to study factors that influence the acquisition, consumption and disposition of products, services, and ideas. Covers: 1) buyer decision processes; 2) influences on consumer decisions and consumption patterns; and 3) the relationship between buying behavior and strategic decision making. PREREQ: BUAD880. BUAD 888 Advanced Marketing Management and Strategy Seminar 3 Focuses on the issues faced by senior and middle level marketing executives in an organization. Emphasizes developing a comprehensive marketing strategy that is consistent with corporate plans. Issues explored include: opportunity assessment and competitive analysis, segmentation and positioning, and the development of integrated marketing mix programs. PREREQ: BUAD880. BUAD 889 Industrial Marketing 3 Studies the marketing of goods and services to businesses, institutions, and the government. Covers organizational buying behavior, product/market planning, sales force and distribution management, pricing and promotion from the perspective of both the buyer and the seller. PREREQ: BUAD880. BUAD 890 Corporate Strategy 3 Emphasizes total organization function and performance in a global environment. Examines general management responsibilities for determining objectives and future strategies and seeking commitment for their implementation, integrates functional course concepts to enhance decision making and communication skills through individual and group analyses of specific companies. PREREQ: FINC850, BUAD831, BUAD870, BUAD880.