Management And Marketing

Department Chair: John Stark
Department Office: Business Development Center, 142
Telephone: (661) 654-2181
email: mmdept@csub.edu
email: jstark@csub.edu
Website: www.csub.edu/BPA/
Faculty: M. Attaran, M. Bedell, H. Bidgoli, E. Carter,
Y. Choi, M. Flanagan, D. Harvey, J. Jaymes,
B. McNamara, T. Mishoe, B. Moscove, D. Olson,
L. Paris, R. Pimentel, D. Ropp, J. Stark, J. Tarjan,
M. Way

The concentrations listed in this section are some of the options for students seeking the Bachelor of Science Degree in Business Administration. All Business Administration lower division core courses must be completed before enrolling in upper division core courses. The concentration core courses can be taken in conjunction with the upper division core courses.

A student who is seeking a Bachelor of Science in Business Administration is not required to complete a minor. Yet, the minors listed in this section are available to all students; however, courses taken for major requirement cannot be used to satisfy the requirements for the minor.

MANAGEMENT

Areas of Concentration

• Management - Emphasis available in:
General Management
Human Resource Management
Small Business Management
• Management Information Systems (MIS)
• Sports Management - Emphasis available in:
Golf Management
Sports Management

Available Minors

• Management Information Systems
• Organizational Studies
• Sports Management

Management Concentrations

General Management (20 units)

Required:

Any two of the following courses:
1. MGMT 308 Organization Theory and Design
2. MGMT 309 Career and Managerial Skills
3. MGMT 310 Human Resource Management

Two courses (or units to complete 20) selected from the following:
1. MGMT 340 Entrepreneurship
2. MGMT 345 Small Business Management
3. MGMT 405 International Management
4. MGMT 428 Current Topics in Human Resource Management
5. MGMT 430 Negotiation, ADR, and Conflict Management
6. MGMT 460 Total Quality Management
7. BA 428 Small Business Consulting
8. BA 477 Special Topics in Business
9. MIS 480 Seminar in Management Information Systems
(Students may take MGMT 308, MGMT 309, and MGMT 310 plus one of the above courses.)

Human Resource Management (25 units)

Required:

1. MGMT 310 Human Resource Management
2. MGMT 420 Compensation and Benefits Administration
3. MGMT 422 Staffing, Selection, and Workforce Development
4. MGMT 426 Human Resource Information Systems
Plus one course selected from:
1. MGMT 309 Career and Managerial Skills
2. MGMT 428 Current Topics in Human Resource Management
3. MGMT 430 Negotiation, ADR, and Conflict Management

Small Business Management (20 units)

Required:

1. MGMT 340 Entrepreneurship
2. MGMT 345 Small Business Management
Plus two courses selected from the following:
1. MGMT 309 Career and Managerial Skills
2. MGMT 310 Human Resource Management
3. MGMT 460 Total Quality Management
4. ACCT 303 Managerial Accounting
5. BA 428 Small Business Consulting
6. MKTG 304 Professional Selling

Management Information Systems (30 units)

Lower Division

1. MIS 260 Web Programming

Upper Division

1. MIS 330 Systems Analysis and Design
2. MIS 340 Principles of Database Systems
3. MIS 440 Business Data Communications
4. MIS 470 Information Systems Project
5. MIS 480 Seminar in Management Information Systems

Sports Management

Area of Emphasis

• Sports Management
• Golf Management

Sports Management (25 units)

Required Courses:

1. SPRT 300 Introduction to Sports Management
2. SPRT 405 Sports Marketing
3. SPRT 415 Sport Court
4. SPRT 420 Event and Facility Management
5. SPRT 496 Internship in Sports or Golf Management

Golf Management (20 units)

Three required courses:
1. SPRT 300 Introduction to Sports Management
2. SPRT 340 Fundamentals of Turf Grass Management
3. SPRT 450 Food and Beverage Management

Select one elective:
1. SPRT 405 Sports Marketing
2. SPRT 415 Sport Court
3. SPRT 420 Professional Sport Selling and Sport Sponsorship
4. SPRT 496 Internship in Sports or Golf Management

MANAGEMENT MINORS

Management Information Systems Minor (20 units)

Required:

1. MIS 300 Management Information Systems: Concepts and Applications
2. MIS 340 Principles of Database Systems

Plus two courses selected from the following:
1. MIS 330 Systems Analysis and Design
2. MIS 440 Business Data Communications
3. MIS 480 Seminar in Management Information Systems

Students majoring in Business Administration with a Management Information Systems minor will not be allowed to count MIS 300 for both the major and the MIS minor. Students will be required to take an additional MIS elective in place of MIS 300.

Organizational Studies Minor (20 units)

Required:

1. MGMT 300 Organizational Behavior
2. MGMT 308 Organization Theory and Design
3. MGMT 309 Career and Managerial Skills
4. MGMT 310 Human Resource Management

Sports Management Minor (20 units)

Required:

1. SPRT 300 Introduction to Sports Management
2. BA 100 Perspectives in Business

Select two electives

1. SPRT 405 Sports Marketing
2. SPRT 415 Sport Court
3. SPRT 420 Professional Sport Selling and Sport Sponsorship
4. SPRT 450 Food and Beverage Management
5. SPRT 496 Internship in Sports or Golf Management
6. AECO 315 Economics of Sports

COURSE DESCRIPTIONS

Upper Division

MGMT 300 Organizational Behavior (5)

Students are provided with theoretical and conceptual frameworks drawn from the social sciences for understanding human behavior in business organizations. Emphasis is placed on the application of these theories and concepts to management and behavioral issues in organizations. Topics include individual differences, perception, motivation, learning, groups, communication, leadership, decision-making, diversity, total quality management, international OB, politics, and ethics.

MGMT 301 Data Analysis and Decision Making (5)

An introduction to the application of statistical and quantitative methods using computer technology to examine and explore data and to build and interpret models to aid in business decision making in all functional areas. Methods covered include: summarizing and exploring data, probability concepts, hypothesis testing, confidence intervals, regression analysis, simulation, decision theory, and optimization.

MGMT 302 Introduction to Operations Management (5)

An introduction to the system for planning, operating, and controlling the processes that transform inputs into outputs of finished goods and services in both profit and nonprofit organizations. Topics include: operations strategy, operations technology, product and service design, project planning and scheduling, facility location planning, facility layout, materials management, Six Sigma, and quality management and control. Computer software is used to analyze operations management functions. Recommended: MGMT 301.

MGMT 308 Organization Theory and Design (5)

A study of the theories and research that explain why business organizations operate the way they do. A social system perspective is presented that views the business organization’s external environment and structure as critical determinants of organizational effectiveness. Key department level and organizational level variables and models are studied with the goal of developing an understanding of the patterns and relationships among organizational dimensions such as strategy, structure, goals, size, technology, and external environment. Prerequisite: MGMT 300.

MGMT 309 Career and Managerial Skills (5)

This course has three primary objectives: increase understanding of relevant career options through completion of the comprehensive career assessment plan, increase understanding of managerial and employee survival skills and increase understanding of work/life balance issues through completion of a comprehensive work/life balance assessment balance. Prerequisite: MGMT 300.

MGMT 310 Human Resource Management (5)

This course provides an overview of the functional areas of Human Resource Management. The course begins by examining environmental factors such as legislation, organizational strategy, labor, and global issues. Next the HR process is examined-recruiting, training, compensation, benefits, performance appraisal, and termination. Throughout the course, students are provided with the opportunity to engage in HR practice and develop HR policy. Prerequisite: MGMT 300.

MGMT 340 Entrepreneurship (5)

This course fosters the acquisition of knowledge and skills needed to start a new venture. The student is required to assess his or her own entrepreneurial orientation and to formulate a realistic business plan for a new venture. Topic areas include self-assessment, identifying and evaluating new venture opportunities, obtaining capital, writing and presenting the business plan, and managing the emerging firm.

MGMT 345 Small Business Management (5)

This course is designed to facilitate the acquisition of knowledge and skills needed to manage an on going small business. The focus is on owner/manager decision- making. Topics covered include ownership, personal selling, advertising, sales promotion, financial analysis, record keeping, personnel management, and the like.

MGMT 405 International Management (5)

An examination of contemporary issues related to managerial training, political structure, foreign receptivity to United States business, cultural factors, organizing, and controlling the international firm.

MGMT 420 Compensation and Benefits Administration (5)

This course is designed to provide the student with a practical and theoretical understanding of compensation and benefits from the perspectives of managers (who make reward decisions), employees (who receive the rewards and are the “customers” of the reward system), and human resource practitioners (who assist in the design and maintenance of reward systems). Topics include pay strategies, job evaluation, salary surveys, pay structures, pay banding, merit pay, skill-based pay, team-based pay, gainsharing, profit sharing, legally required benefits, health insurance, and retirement plans. Prerequisite: MGMT 310.

MGMT 422 Staffing, Selection, and Workforce Development (5)

This course is designed to provide the student with a practical and theoretical understanding of workforce planning, specifically the staffing and selection process and workforce development. Topics include current legal issues, interviewing methods, assessment centers, integrity testing, personality testing, psychological tests, validation methods, planning, and cost evaluation, as well as workforce training and development needs. Prerequisite: MGMT 310.

MGMT 426 Human Resource Information Systems (5)

This course will develop the information systems knowledge and skills necessary to the HR professional. Topics that will be examined will include the use of computers as tools to analyze and assist in human resource decision-making. More specifically, the course will focus on the structure and capabilities of a Human Resources Information System (HRIS); Identification of Human Resource information needs; the HRIS implementation process; and HRIS support roles. The unique relationship between HR, HRIS, and corporate information systems will be also examined. The student will ideally - but not necessarily - have some experience with email, personal productivity software, and database software. Prerequisite: MGMT 310.

MGMT 428 Current Topics in Human Resource Management (5)

This course is about leading edge topics in Human Resource Management. As the organization’s requirements change, so must the skill set of the HR professional supporting that organization. Topics may include top management roles, change management methodologies, strategic HR planning, international HRM, benchmarking HR processes, reengineering human resources, the role of training, and consultant roles. This course will rely on case studies and research to develop these skills. Prerequisite: MGMT 310.

MGMT 430 Negotiation, ADR, and Conflict Management (5)

Comprehensive survey of current trends in the theory and practice of negotiation as a means of transacting business, including the resolution of conflict and reaching agreement. Principles of Alternative Dispute Resolution (ADR) will be introduced as a tool for resolving disputes by non-litigious approaches, such as third party intervention, mediation, arbitration, etc. Topics include: integrative and distributive methods; internal team management and pre-negotiation analysis; tactics and strategies; context and dynamics; diversity impact of culture, gender, and personality types; implementation, monitoring, and follow-up; and multilateral negotiation. Recommended: MGMT 300.

MGMT 460 Total Quality Management (5)

This course uses an applied and theory based approach to introduce the core principles of TQM, the most common and current TQM practices/techniques and how they relate to familiar management concepts. The course covers the concepts of customer-supplier relations, teamwork, and empowerment, and how TQM relates to topics such as organizational design and change, groups, leadership, and motivation. Students will learn how these principles and methods have been put into effect in a variety of organizations. Topics include: a review of contributions by Deming, Juran, Crosby and other, statistical aids, process control, quality teamwork, designing organizations for quality, strategic planning and total quality implementation, and quality leadership.

MGMT 496 Internship in Management (1-5)

This course is designed to provide an integrated academic experience in a work setting. Units may not be used to satisfy the requirements of the Business Administration major. Students may earn a maximum of 5 units through internships. Offered on a credit, no-credit basis only.

GRADUATE COURSES

Graduate courses are listed in the “Graduate Programs” section of this catalog.

COURSE DESCRIPTIONS

Management Information Systems

Lower Division

MIS 200A Software Productivity Tools (2)

This course examines software productivity tools. These tools will include word processing, spreadsheets, database, presentation software and the Internet. Microsoft Windows will be taught in order to manage microcomputer resources. In addition, students will be shown how to use and benefit from the information superhighway. A comprehensive test, designed by the BPA faculty, will be given at the end of the course.

MIS 260 Web Programming (5)

The course is designed to guide a beginning programmer in developing business applications using the most advanced and current programming languages (e.g., Java, VB.Net). The primary focus of the course is the development of well-structured and user-friendly applications. Concise problem analysis, logic development, and programming techniques are emphasized. A fundamental knowledge of object-oriented programming concepts and methodologies are also introduced and discussed. Upon the completion of this course, students will be able to develop, debug, and implement real-world business applications and they will have the tools to create computer based business applications. Prerequisite: MIS 200A or equivalent.

Upper Division

MIS 300 Management Information Systems: Concepts and Applications (5)

This course will provide an overview of the computerbased information systems, their components, and the process of development and implementation. The role of information systems will be taught from an interdisciplinary perspective. A heavy emphasis will be given to information management, database design, collection and manipulation of data, sharing data among the functional areas and relational database concepts. New developments in MIS and how they affect the functional areas of business that improve the competitiveness of a business organization will be explored and developed. Issues such as decision support systems, geographic information systems and group support systems will be explored. Prerequisite: MIS 200A or equivalent

MIS 330 System Analysis and Design (5)

The analysis and design of computer-based information systems. The systems development life cycle will be emphasized. Tools such as data flow diagrams, layout charts, decision tables and computer-aided software engineering will be utilized. Students will analyze a reallife business problem and design a computer based solution. Prerequisite: MIS 300 or equivalent.

MIS 340 Principles of Database Systems (5)

The concepts of file organization and access methods will be reviewed. The advantages of the database approach will be discussed. Students will gain an understanding of the RELATIONAL database model. An introduction to ORACLE will be presented including functions, sub-queries and reports. The concepts and tools of database design will be stressed. Students will design and partially implement a database system utilizing a commercial database management system. Prerequisites: MIS 200A and MIS 300 or their equivalents.

MIS 440 Data Communications (5)

This course will investigate the elements of data communications and networking. Topics include LANS, WANS, client server architecture, multimedia, network administration, security and future trends in the industry. Emphasis will be placed on local area networks and the impact of data communications technology on the design of information systems. Prerequisite: MIS 300 or equivalent.

MIS 470 Information Systems Project (5)

This course will build on the concepts covered in the MIS curriculum. A systems project will be required. Real projects will be given based on topical areas in the MIS field at that time e.g., e-commerce, geographic information systems. The course will be used to underscore the requirements needed by our students to be competitive in the marketplace on receiving their degree. Prerequisites: MIS 300 or equivalent.

MIS 480 Seminar in Management Information Systems (5)

A further discussion of selected topics introduced in MIS 300. Attention will be given to those topics that are most vital in the rapidly changing world of computing and information systems. Development of decision support systems, expert systems, artificial applications, and e-commerce applications will be explored. Prerequisite: MIS 300 or equivalent.

MIS 496 Internship in Management Information Systems (1-5)

GRADUATE COURSES

Graduate courses are listed in the “Graduate Programs” section of this catalog.

COURSE DESCRIPTIONS

Sports Management

Upper Division

SPRT 300 Introduction to Sports Management (5)

A course to help the student define professional goals and assess personal strengths and weaknesses in the light of competencies deemed essential for a sports management career. An overview of the field of Sports Management. Types of careers, training, experiences, course of study, as well as characteristics of a successful manager are discussed.

SPRT 340 Fundamentals of Turf Grass Management (5)

This course covers the principles that are important for managing turf grass, especially as it pertains to golf courses. It also covers types of turf grasses, growth and development. The turf basic turf physiology, turf grass soils, granular calibration, turf grass nutrition, weed control, diseases, and plant growth regulation.

SPRT 405 Sports Marketing (5)

An overview of the various techniques and strategies of marketing sports. Areas of discussion will include developing a brand, understanding the sport market, consumer segmentation, identification of target markets, using technology in marketing, creating a marketing mix, and sponsorships. The class is designed to develop a student’s critical thinking and evaluation abilities. Students will work in teams to develop a marketing plan for a sport property and present to their peers. Students will also design, present, and sell to the class a corporate sponsorship proposal.

SPRT 415 Sport Court (5)

The focus of this course is to provide a sports law course for the use in sports management as an informative practical resource for sports managers. The course educates sports management students and sports managers to the structure and process of the U.S. legal system and its application to sports. It also provides information and a practical resource for sports managers.

SPRT 420 Professional Sport Selling and Sport Sponsorship (5)

This course reflects the importance of the revenue that is generated from the sale of sponsorships and the selling of tickets to individuals, groups, and corporations to the success of professional and major collegiate athletic programs. Specifically, the course is designed with a focus on professional selling and communication processes successful in the realm of sports products and services. Topics include presentation methods, persuasion, handling objections, finding solutions, developing relationships, and serving clients and customers. Case study, videotaped role playing, and professional interaction are key learning tools.

SPRT 450 Food and Beverage Management (5)

This course explores the principles that are important for managing food and beverage operations as it pertains to organizations in sports and entertainment industries. It also covers foodservice systems, consumer needs and types of foodservices, menu planning, facilities planning, equipment selection, food purchasing, food receiving and storage, quantity food preparation, cost management, and functional aspects of food and beverage management.

SPRT 496 Internship in Sports or Golf Management (5)

The internship is a vital component of a student’s preparation for entrance into his/her chosen field. Each student will select an internship in an area of sports or golf management. The internship must have a duration of at least 10 weeks/400 clock hours and an advisor’s approval. Completion of course work with a minimum of 2.5 GPA is required to be eligible for internship placement. Upon completion of their internship assignment students will complete a paper about their internship experience, internship log, project notebook and updated resume. The sponsoring agency will also submit midterm and final evaluations and complete a mock interview of the student intern. This course will be graded pass/fail. Prerequisite: SPRT 300.

MARKETING

General Marketing (20 units)

Three courses selected from:
1. MKTG 301 Consumer Behavior
2. MKTG 302 Advertising and Public Relations Strategy
3. MKTG 304 Professional Selling
4. MKTG 405 Sales Management
5. MKTG 406 Marketing Channels and Logistics
6. MKTG 410 e-Business: Marketing Strategy Analysis
7. MKTG 420 Global Marketing
8. MKTG 430 Services Marketing
9. SPRT 405 Sports Marketing

Plus one* required course:
1. MKTG 400 Marketing Research and Control
2. MKTG 490 Marketing Planning and Problem Solving

*Students may take 400 and 490 plus two more courses from the selection list above.

MARKETING MINOR

Marketing Minor (20 units)

Required:
1. MKTG 300 Marketing Principles
2. MKTG 490 Marketing Planning and Problem Solving
Plus any two other 5-Unit Marketing courses.

COURSE DESCRIPTIONS

Upper Division

MKTG 300 Marketing Principles (5)

A study of the nature and role of marketing in advanced economies in a managerial context presented in a lecture, case, and applied format. Analysis of consumer wants, motivation and purchasing power, and introduction to and development of effective mixes among product, pricing, distribution, and promotional variables. Internet and e-commerce issues are also discussed.

MKTG 301 Consumer Behavior (5)

An analysis of the individual and aggregate market behavior of consumers and of the use of theoretical and empirical consumer information in developing marketing policy and strategy. Prerequisite: MKTG 300.

MKTG 302 Advertising and Public Relations Strategy (5)

An integrated approach to planning and creating the firm’s total marketing communications program, primarily advertising, sales promotion, public relations, and Internet advertising. Surveys the entire field of promotion in its social and management context and develops the creative approach, strategy, and tactics necessary to realize the objectives of the marketing program. Emphasizes student participation through cases and projects; also the application of quantitative statistical and qualitative research techniques to formulate and evaluate communications plans. Prerequisite: MKTG 300.

MKTG 304 Professional Selling (5)

Study of professional selling process as marketing activity. Topics include understanding buyer/consumer behavior, communication, relationship building. Students will be trained in tools for effective professional selling or other persuasive business interactions. Skills include finding leads, qualifying prospects, determining needs, developing and delivering sales presentations, overcoming objections, closing sales, and post-sales support. Role-playing is an integral part of the course. Prerequisite: MKTG 300.

MKTG 315 Professional Self-Presentation (2)

Graduating students, both business majors and nonbusiness majors, need to be able to present themselves well in order to succeed, regardless of their career path. Reports from recruiters indicate that students often come ill prepared to job interviews. This course will help students learn to more effectively promote themselves by making good first impressions and by using proper etiquette, good conversational skills, proper grammar, and effective body language.

MKTG 400 Marketing Research and Control (5)

A study of the concepts underlying the collection and analysis of data for marketing decision-making and control. Surveys the application of scientific methodology as an aid to problem formulation, exploratory research, basic observational and sampling requirements, data analysis, interpretation, reporting, and control. Student application of research techniques and data treatment are emphasized. Prerequisites: MKTG 300 and MGMT 301.

MKTG 405 Sales Management (5)

Recruitment, hiring, training and retention of salespersons. Providing analytical skills related to sales planning, analysis and control, sales forecasting, and estimating the profitability of the sales generated and potential sales. Prerequisites: MKTG 300.

MKTG 406 Marketing Channels and Logistics (5)

A study of the distribution function including retail management, supply chain management, inventory management, transportation, and e-marketing distribution strategies. Includes study of relationship building with channel partners, channel leadership and integrated channel strategies.

MKTG 410 e-Business Marketing Strategy Analyses (5)

Customer service and positive customer experience are critical in the E-Business marketplace. This course covers all the necessary technical details related to the Internet, and places these details within the context of marketing strategy, consumer behavior, advertising, and other marketing topics. Specific topics discussed include detail assessment of: the relationship between brand management and marketing strategy; the rise of web casting; web site promotion; web site quality measurements; email list harvesting and targeting; banner ad exchange; search engine positioning; web survey methodology; web site traffic analysis; Usenet; and news group marketing.

MKTG 420 Global Marketing (5)

Analysis of the development of international marketing strategies and programs from the determination of objectives and methods of organization through execution of research, advertising, pricing, distribution, financing, and human resource management activities. Emphasis on the design of optimal strategies under varying physical, economic, political, social and cultural environments and specific marketing situations. Case analysis. Prerequisite: MKTG 300.

MKTG 430 Services Marketing (5)

An intensive study of the concepts, practices, and development of strategies involved in marketing of services. The course will focus on the unique aspects of services marketing, such as demand management and quality control, and will cover a wide variety of services, including professional and business services. A case analysis approach will be used. Prerequisite: MKTG 300.

MKTG 490 Marketing Planning and Problem Solving (5)

Focuses upon formal marketing planning and analysis of problems facing the marketing executive. Practical case studies utilized for the identification and analysis of marketing problems, selection and evaluation of alternative solutions and plans, and implementation of recommended strategies. The course integrates all aspects of marketing, business and quantitative theory into strategic policy-making, including Internet marketing and e-commerce. Prerequisites: MKTG 300 and two additional marketing courses, or permission of the instructor.

MKTG 496 Internship in Marketing (1-5)

GRADUATE COURSES

Graduate courses are listed in the “Graduate Programs” section of this catalog.