2005-2007 Academic Catalog
Business Administration (ACCT/BUSI/ISYS/MGMT/MKTG/SALE)
Allen, Dahlberg, DiNovis, Emerson, Hardesty, Henderson, Larson, Kalina, Peterson, Rand, Roger*, Schleeter, Stewart (*department chair)
ACCT 2110 FINANCIAL ACCOUNTING 4 Cr.
This course is an introduction to accounting enabling you to achieve a basic working knowledge of accounting and its uses. Emphasis is placed on the need to read and interpret financial statements. Accounting theory and uses of accounting information are integrated with the need to understand the conceptual framework and social role of accounting. Problem solving, ethical issues and computer skills are an integral part of the course. A major goal of the course is to develop your critical-thinking skills. Also offered in Weekend College.
ACCT 2130 MANAGERIAL ACCOUNTING 4 Cr.
This course emphasizes the use of accounting information to help make managerial decisions. It also covers the basics of cost accounting techniques, budgeting and the use of accounting information for management planning and control. This course helps you develop your critical-thinking and computer-spreadsheet skills. Also offered in Weekend College. Prerequisite: ACCT 2110 with a grade of C- or better.
ACCT 3110 INTERMEDIATE ACCOUNTING I 4 Cr.
You will study accounting theory as it relates to principles and the processes of accounting for, and reporting on, business operations. All categories of assets and liabilities are covered. You are required to do extensive research work and problem solving. You will employ critical thinking, Excel and ethical decision-making skills. Also offered in Weekend College. Prerequisite: ACCT 2130 and 2110 with a grade of B or better.
ACCT 3120 INTERMEDIATE ACCOUNTING II 4 Cr.
A continuation of ACCT 3110. You will study the remaining balance sheet accounts with special emphasis on the capital structure of corporations. In addition, complex accounting matters such as investments, tax allocation, pension applications, lease capitalization, accounting changes and error corrections are reviewed. One of the key objectives is to provide you with the opportunity to develop skills in the analysis of technical accounting issues. This writing-intensive course emphasizes developing your critical-thinking, problem-solving, research and communication skills within an ethical framework. Also offered in Weekend College. Prerequisite: ACCT 3110.
ACCT 3150 INCOME TAX 4 Cr.
In this course you will take a theoretical review and analysis of Federal Individual Income Tax laws. Tax research and planning are emphasized. You will study applications that stress theoretical understanding and secondarily, the preparation of income tax returns. Also offered in Weekend College. Prerequisite: ACCT 3110.
ACCT 3210 FINANCIAL MANAGEMENT 4 Cr.
This course deals with financial decisions that corporate management must make in its quest to maximize stockholder wealth. Key topics you will study include capital budgeting, valuation of financial assets, determining a firm’s cost of capital, interpretation and analysis of financial information, working capital management and impact of financing decisions on a firm's expected return and risk. The course emphasizes the use of library and computer resources to research companies and finance topics. Also offered in Weekend College. Prerequisites: ACCT 2130; MATH 1070 or MATH 1130.
ACCT 4100 ADVANCED ACCOUNTING 4 Cr.
In this course you will focus on consolidations and accounting for state and local governments and other not-for-profit organizations. You will cover the basics of consolidations with an emphasis on the differences between profit and not-for-profit accounting and the preparation of financial statements for state and local governments and other not-for-profit organizations. This class is particularly beneficial for you if you are interested in working for state and local governments, other not-for-profits, public accounting firms that audit governmental or other not-for-profit entities or if you are planning to take the CPA exam. You will broaden your accounting skills so that you are prepared to work in a variety of organizations. Prerequisite: ACCT 3110.
ACCT 4120 COST ACCOUNTING 4 Cr.
You will study the elements of product costs, including job, process, standard and variable costing systems and procedures. A managerial emphasis is added through inclusion of cost-volume-profit relationships, management uses of financial and cost data, and introduction to Balanced Score Card theory and practice for strategic analysis, CASB pronouncements and other selected topics. You will increase your Excel skills and further develop your decision-making and critical-thinking skills. Also offered in Weekend College. Prerequisites: ACCT 2130, 3110.
ACCT 4130 AUDITING 4 Cr.
You will study the independent examination of the financial statements and the underlying documents for the preparation of an audit opinion. One of the most important objectives of this course is to provide you with the opportunity to develop skills in critical thinking, exercising judgment, evaluating risks and solving problems. You will complete an actual audit to develop and enhance these skills. You will cover the ethical and legal responsibilities of auditors. Also offered in Weekend College. Prerequisite: ACCT 3120.
BUSI 3650 BUSINESS LAW 4 Cr.
In this course you will study the legal process and principles as applied in the areas that concern business. Topics covered include contracts, sales and commercial paper. Also offered in Weekend College. Prerequisite: Junior or senior standing or instructor permission.
BUSI 4440 SMALL BUSINESS AND ENTREPRENEURSHIP 4 Cr.
You will learn how to manage a small business. You will focus on the skills needed for success in owning and growing a business. You will write a business plan and develop a presentation. Offered in alternate years in evening semester format in the fall. Prerequisites: MKTG 2300, 4300; MGMT 2400; ACCT 3210; or permission of instructor.
BUSI 4490 BUSINESS POLICY FORMULATION 4 Cr.
This course is a culminating capstone course in which you will use an integrative case approach to the formulation and implementation of policy within business- and administrative-type organizations. You will draw upon the analytic tools and managerial concepts and techniques developed in previous business administration, economics and quantitative methods courses. Also offered in Weekend College. Prerequisites: MKTG 2300, 4300; MGMT 2400; ACCT 3210; or permission of the instructor.
BUSI 4602 or 4604 INTERNSHIP 2 or 4 Cr.
Structured out-of-class learning experience that takes place on or off campus and includes a substantial work component. An internship involves you in a particular profession in an exploratory way to test career interests and potential. To initiate an internship experience, you meet with the internship coordinator in the Career Development Office. Also offered in Weekend College.
Register under ACCT for accounting, ISYS for information systems, MGMT for management, MKTG for marketing or SALE for sales. Prerequisites: Faculty sponsorship and approval by department chair.
BUSI 4684 DIRECTED STUDY 4 Cr.
Directed study is provided for students whose unusual circumstances prohibit taking a regularly scheduled course but who need the material of that course to satisfy a requirement. Availability of this faculty-directed learning experience depends on faculty time and may be limited in any given term and restricted to certain courses. Available in Day Program and Weekend College. Register under ACCT for accounting, ISYS for information systems, MGMT for management, MKTG for marketing or SALE for sales. Prerequisites: Faculty, department chair and dean approval.
BUSI 4752 or 4754 BUSINESS PRACTICUM 2 or 4 Cr.
This course complements your academic work by giving you the opportunity to apply textbook theory to actual business practice in a controlled situation. Under the direction of a business administration faculty member, you are placed in a work situation and receive on-the-job training and supervision in an entry-level professional position. You will participate once every two weeks in seminars with your peers and evaluate the various technical and behavioral implications of your fieldwork. Offered in Fall and Winter semester schedule, and in summer schedule for both Day and Weekend College. Register under ACCT for accounting, ISYS for information systems, MGMT for management, MKTG for marketing or SALE for sales. Prerequisites: A minimum of three business courses completed, junior standing and a work situation approved by instructor.
BUSI 4952 or 4954 INDEPENDENT STUDY 2 or 4 Cr.
Research and analysis of a field of business. Also offered in Weekend College. Register under ACCT for accounting, ISYS for information systems, MGMT for management, MKTG for marketing or SALE for sales. Prerequisites: Permission of department chair after arranging with a sponsoring instructor.
BUSI 4992 or 4994 TOPICS 2 or 4 Cr.
The subject matter of the course will be announced in the annual schedule of classes. Content varies from year to year but does not duplicate existing courses. Courses are also offered as ACCT for accounting, ISYS for information systems, MGMT for management, MKTG for marketing,or SALE for sales.
ISYS 2150 INFORMATION SYSTEMS AND TECHNOLOGY IN ORGANIZATIONS 4 CR.
This is the survey course in information systems. You will study applying information technologies to problem situations; design and use of small information systems for individuals and groups; Web page and Internet development; computer systems design, evaluation and selection methodology; a study of various technologies used in business settings, including digital imaging, database development, and project management and diagramming software; principles and application of telecommunication and computer systems hardware and software; systems theory, quality, decision making and the organizational role of information systems; and concepts of organization and information system growth and re-engineering. Also offered in Weekend College every other year in spring.
ISYS 2510 APPLICATIONS DEVELOPMENT I 2 Cr.
This course introduces you to the use of the Visual Studio.NET visual application development environment emphasizing the essential features of the environment using the Visual Basic.NET language. You will study user interfaces, fundamental programming constructs, simple objects, programming techniques, input/output operations, functions, string processing and connections to an ODBC database. Offered in Weekend College format with ISYS 2520 every other year in winter.
ISYS 2520 APPLICATIONS DEVELOPMENT II 2 Cr.
You will continue the study of the use of the Visual Studio.Net visual application development environment, emphasizing an in-depth study of the programming techniques for accessing databases. An introduction to Web-based programming using Active-Server pages is also included, especially as applies to developing and working with databases. Offered in Weekend College format with ISYS 2510 every other year in winter. Prerequisite: ISYS 2510 or permission of the instructor.
ISYS 2530 APPLICATIONS DEVELOPMENT III 4 Cr.
You will continue the study of the use of the Visual Studio.Net application development environment, emphasizing an in-depth study of programming utilizing Visual Basic.Net and C#.Net. A comparison of both languages, emphasis on object-oriented design and programming and a study of more complex programming techniques are included. Offered in Weekend College format every other year in spring. Prerequisite: ISYS 2520 or permission of the instructor.
ISYS 3800 INFORMATION ARCHITECTURE AND DATABASE MANAGEMENT 4 CR.
You will learn to analyze and design information architecture and databases. You will be exposed to the theory and design of enterprise-level information architectures, meta-data, database systems, and data warehousing. You will practice project management during team-oriented analysis and design of a departmental database, including population of the database with test data and demonstration of the reporting capability of the database using structured query language (SQL) and/or Web-based query languages. Topics include logical data models; modeling tools/techniques; normalization; relational, hierarchical, networked and object-oriented designs for databases; data dictionaries, repositories and warehouses; and implementation, relational algebra and retrieval using SQL. Lecture and laboratory hours scheduled in and outside of class. Offered every other year. Prerequisite: Sophomore standing. Recommended: ISYS 2150.
ISYS 4000 SYSTEMS ANALYSIS AND DESIGN 4 Cr.
You will learn to analyze and design the data, processes, interfaces and networking considerations for an information system; to evaluate and choose a system development methodology; the factors for effective communication with users and integration with user systems; interpersonal skill development with clients, users, team members and others associated with the development, operation and maintenance of the system. You will practice project management and apply project management tools during team-oriented analysis and design of a departmental-level system. Teams conduct an analysis of a system including problem statements, budgets, feasibility analysis and logical data, process and object models and translate these models to physical designs and/or prototypes. You will learn to use modeling productivity tools to develop models. Teams apply project management tools and technologies to manage the project. Offered every other year. Prerequisite: Sophomore standing. Recommended: ISYS 3800.
ISYS 4150 MANAGEMENT OF INFORMATION SYSTEMS AND PROJECTS 4 CR.
You will be exposed to the theory of the I.S. discipline. Application of these theories to the success of organizations and to the roles of management, users and I.S. professionals are presented. Project management techniques (e.g., Gantt, PERT, Time-boxing) are introduced. Offered every other year in spring, Weekend College format. Prerequisite: Junior standing. Recommended: ISYS 4000.
ISYS 4560 INFORMATION SYSTEMS PROJECTS 4 Cr.
You will complete the design and implementation of a significant information system. You will continue in the detailed physical design and implementation of an enterprise information system and extend your knowledge by building an information system using a programming language capable of calling functions in a DBMS. Teams use project management tools and techniques to manage the implementation of an information system. Project management, management of the I.S. function and systems integration are components of the project experience. Current trends and technologies in information systems are discussed. Offered every other year. Prerequisite: Senior standing. Recommended: ISYS 2150, 2510, 2520, 3800, 4000, 4150.
MGMT 2400 PRINCIPLES OF MANAGEMENT 4 Cr.
This course provides you with an understanding of effective management practices and structures. It emphasizes leadership requirements for managers, as well as three additional primary functions of management — planning, organizing and controlling. You will explore the ethical foundation for all business practices. Also offered in Weekend College.
MGMT 3400 ADVANCED MANAGEMENT 4 Cr.
This course concentrates on four critical aspects of management: leadership, organizational change, ethics and teams. You will explore a wide range of theories on effective leadership and apply these theories to your own experience. You will examine ethics as a philosophical foundation in managing a company. You will learn and apply organizational change theories/principles and effective team management practices. Case studies and group exercises are used throughout the course. Also offered in Weekend College. Prerequisite: MGMT 2400.
MGMT 3460 MANAGING A DIVERSE WORKFORCE 4 Cr.
This course provides a hands-on approach to understanding how to work with people from different cultures. You are asked to examine your own values and perspectives, to become aware of your own biases, and through examining different cultural orientations, to work towards greater understanding and acceptance of difference. The course focuses on the impact of diverse cultures on the work environment and management practices that enhance the full utilization of human diversity. You will learn about belief systems, attitudes, conditioning and how these cognitive processes interact with the management of a diverse workforce. The management functions, organization behavior, change and productivity are examined in relation to issues of diversity. Anyone planning to work outside the home, regardless of discipline or field, can benefit from this course. Offered in evening format every other year in the fall.
MKTG 2300 INTRODUCTION TO MARKETING 2 Cr.
This introductory course examines the role of marketing in organizations. You will explore the process of identifying customer needs, segmenting and targeting markets and developing a marketing mix (product, place, promotion, pricing). Also offered in Weekend College.
MKTG 3350 BUYER BEHAVIOR & MARKET RESEARCH 4 Cr.
In this course you will learn fundamental business research strategies, including using primary and secondary data sources, the application of marketing theory and methodologies to understand customer needs, and fundamental market research tools including survey questionnaires and focus groups. You will explore key concepts in consumer behavior and corporate buying, including influences on customer decision making. Also offered in Weekend College. Prerequisites: MKTG 2300 and a statistics course.
MKTG 3500 INTERNATIONAL MARKETING AND MANAGEMENT 4 CR.
This course is an introduction to international marketing and management aimed at familiarizing you with the range of marketing, management, political, social, ethical and cultural factors encountered in the international arena. Among the topics to be examined are globalization, international trade organizations, modes of entry, country risk analysis, product adaptations and approaches to intercultural negotiating. You will also examine cultural norms and values in key world regions and use this knowledge to find successful solutions to real life management and marketing situations through case studies. In addition to case studies, group exercises, lectures and role plays are used to assist you in acquiring an understanding of how to succeed in international contexts. Prerequisite: MGMT 2400. Highly recommended: MKTG 2300.
MKTG 4300 ADVANCED MARKETING 4 Cr.
You will gain an in-depth understanding of important marketing concepts, including market and customer analysis, competitive analysis, environmental analysis, portfolio analysis and the value proposition. You will learn methods for developing a sustainable competitive advantage for a company. Using case studies, you will learn to apply methods, analyze data and develop effective market strategies. Also offered in Weekend College. Prerequisites: ACCT 2110, MKTG 2300. Highly recommended: a statistics course; ECON 2610; ACCT 2130, MKTG 3350, MGMT 3400; INDI 2090.
SALE 2330 INTRODUCTION TO SELLING 2 Cr.
This course provides an overview of skills required for success in sales. You will examine sales in different types of businesses: business-to-business, medical, financial services and consumer products sales. You will explore career opportunities in different industries and sales skills for business ownership. Also offered in Weekend College.
SALE 3330 PROFESSIONAL SALES: CUSTOMER CENTERED SELLING 4 CR.
In this course you will learn how to understand a customer's business needs, motivations and decision processes. You will explore consultative selling in-depth. You will examine and practice sales communication methods including effective listening, critical questioning, sales presentation, communicating value, responding to concerns and creating action. You will learn how to integrate technology for contact, time and database management. This course focuses on building long-term partnerships with customers. Also offered in Weekend College. Prerequisites: SALE 2330, PSYC 1001 or SOCI 100. Prerequisite with concurrency: COMM 1030.
SALE 3530 SELLING INTO MANAGED CARE 4 Cr.
This course provides you with an overview of selling into managed care and other healthcare structures. It gives an overview of types of medical sales, including pharmaceutical, medical products and medical device sales. You will learn fundamentals and the structure of decision making in healthcare organizations, healthcare reimbursement, buying groups and formularies. Market influences and key trends in healthcare are examined. You will learn influence strategies for different types of decision makers in a wide range of healthcare organizations. Prerequisite with concurrency: SALE 3330. Highly recommended: ECON 2900.
SALE 3630 ETHICS AND INTEGRITY IN SELLING 2 Cr.
This course challenges you to grapple with issues of professional ethics and integrity in sales, including accurately portraying company and competitor products, services and capabilities, ethical communication, building trust, ethical dilemmas in sales and using sound business practices. You will explore special issues for women in sales. Case studies are the foundation for exploration of these topics. Also offered in Weekend College. Prerequisite: SALE 3330. Prerequisite with concurrency: BUSI 3650.
SALE 3700 FINANCIAL SERVICES SALES 4 Cr.
This course provides an overview of selling in the financial services industry. It focuses on consumer, relationship selling and provides an overview of selling one-on-one vs. institutional financial services sales. You will explore in-depth how consumers make financial decisions, how to assess variable needs of a diverse clientele, and how to gain commitment and support from others. You will understand the entrepreneurial skills and effective marketing strategies needed to acquire and maintain clients. You will explore emotional competence as a major skill in self-management. You will examine legal compliance issues. You will learn how to integrate technology for contact, time and database management. Prerequisite: SALE 2330. Prerequisite with concurrency: SALE 3330.
SALE 4430 ADVANCED SALES: STRATEGIC ACCOUNT MANAGEMENT 4 CR.
You will learn sophisticated sales processes surrounding strategic account management. You will focus on strategy and strategic sales planning (mapping the account) with the ultimate objective of creating value for the customer. Other key elements include negotiation, understanding the informal organization and influential decision makers, and how to develop strategic business partnerships. A review of the overall sales process and team selling through a more strategic lens is included. Integrating strategic and tactical thinking, supply chain management, dealing with the complex sale and influencing multiple decision makers are crucial in successful complex sales. Also offered in Weekend College. Prerequisite: SALE 3330. Highly recommended: ACCT 2130, SALE 4754 and a negotiation or persuasion course.
SALE 4630 SALES FORCE LEADERSHIP 4 Cr.
You will explore leadership skills for a sales environment and examine performance management and compensation systems and their application in sales. You will learn about coaching employees for improved performance, providing evaluative and developmental feedback, building a vision for the sales force, motivating sales employees and creating a team environment in sales. You will explore current strategic sales issues in-depth. Also offered in Weekend College every other year in fall. Prerequisite: SALE 3700 or 4430 or permission of instructor.
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