Department of Business Administration

Dr. Karl C. Alorbi, Chairperson

The Business Administration Department offers a major and a minor in Business Management, Marketing Management, and International Business.

Requirements for Business Management Major

Degree of Bachelor of Science

Nine of the required credits for the major count towards the Core Curriculum Requirements.

BA-151Principles of Management3
BA-155Principles of Marketing3
BA-240Organizational Behavior3
BA-282Leadership3
BA-325Ethics: Business and Economic Community3
BA-458Business Strategy3
BA-496Seminar in Business Administration3
BA-Two Electives from the list: Selected Business Electives 6
BA-Two BA- Electives6
CS-271Decision Support Systems 13
AC-151Principles of Accounting I3
AC-152Principles of Accounting II3
BL-161Introduction to Law & Contracts3
EC-101Macroeconomic Principles 23
EC-102Microeconomic Principles3
PO-100Perspectives on Politics 23
or SO-121 Introduction to Sociology
EC-300Stats for Business & Economics3
FN-401Intro to Corporate Finance3
Total Credits60
1

May count towards the Core Natural Science Requirement.

2

May count towards the Core Social Science Requirement.

Requirements for Marketing Management Major

Degree of Bachelor of Science

Nine of the required credits for the major count towards the Core Curriculum Requirements.

BA-151Principles of Management3
BA-155Principles of Marketing3
BA-250Consumer Behavior3
BA-325Ethics: Business and Economic Community3
BA-351Marketing Research3
BA-458Business Strategy3
BA-496Seminar in Business Administration3
BA-Two electives from the list: Selected Business Electives 6
BA-Two BA- Electives6
CS-271Decision Support Systems 13
AC-151Principles of Accounting I3
AC-152Principles of Accounting II3
BL-161Introduction to Law & Contracts3
EC-101Macroeconomic Principles 23
EC-102Microeconomic Principles3
PO-100Perspectives on Politics 23
or SO-121 Introduction to Sociology
EC-300Stats for Business & Economics3
FN-401Intro to Corporate Finance3
Total Credits60
1

May count towards the Core Natural Science Requirement.

2

May count towards the Core Social Science Requirement.

Requirements for International Business Major

Degree of Bachelor of Science

Nine of the required credits for the major count towards the Core Curriculum Requirements.

BA-151Principles of Management3
BA-155Principles of Marketing3
BA-246Export Management3
BA-325Ethics: Business and Economic Community3
BA-347International Management3
BA-458Business Strategy3
BA-496Seminar in Business Administration3
BA-Two electives from the list: Selected Business Electives 6
BA-Two BA- Electives 6
CS-271Decision Support Systems 13
AC-151Principles of Accounting I3
AC-152Principles of Accounting II3
BL-161Introduction to Law & Contracts3
EC-101Macroeconomic Principles 23
EC-102Microeconomic Principles3
PO-100Perspectives on Politics 23
or SO-121 Introduction to Sociology
EC-300Stats for Business & Economics3
FN-401Intro to Corporate Finance3
Total Credits60
1

May count towards the Core Natural Science Requirement.

2

May count towards the Core Social Science Requirement.

All majors must complete two (2) of the following Selected Business Electives

BA-245Customer Service3
BA-249Sports & Entertainment Marketing3
BA-319International Marketing3
BA-340E-Business3
BA-343Human Resource Management3
BA-347International Management3
BA-363Entrepreneurship: Creativity & Innovatio3
BA-380Integrated Marketing Communication3
BA-421Doing Business in Europe3
BA-465Executive Seminar3

 Special Notes on core curriculum Requirements

1

All BA majors are encouraged to take MA-123/MA-124 as their math requirement as many graduate programs require calculus.

1

All BA majors are encouraged to take MA-123/MA-124 as their math requirements because many graduate programs require calculus.

Special Notes on major Requirements

1

All majors must maintain a GPA of 2.30 or higher in all of their BA and cognate courses to remain in the major and to graduate.

2

Majors are allowed to take one BA minor. Courses taken towards the minor may not count towards the major.

3

 All BA majors are encouraged to participate in Co-ops and Internships (BA-295).

Minor Programs

Students may minor in Management, Marketing, or International Business by taking 18 departmental credits. It is recommended, although not mandatory, that 15 credits in cognate courses also be taken. GPA in minor must be 2.30 or higher.

Requirements for a Minor in Business Management

BA-151Principles of Management3
BA-155Principles of Marketing3
BA-240Organizational Behavior3
BA-282Leadership3
BA-Elective from the list: Selected Business Electives 3
BA-Elective at the 300-level or Above (cannot be double-counted) 3
Total Credits18

Requirements for a Minor in Marketing Management

BA-151Principles of Management3
BA-155Principles of Marketing3
BA-250Consumer Behavior3
BA-351Marketing Research3
BA-Elective from the list: Selected Business Electives 3
BA-Elective at the 300-level or Above (cannot be double-counted)3
Total Credits18

Requirements for a Minor in International Business

BA-151Principles of Management3
BA-155Principles of Marketing3
BA-246Export Management3
BA-347International Management3
BA-Elective from the list: Selected Business Electives 3
BA-Elective at the 300-level or Above (cannot be double-counted)3
Total Credits18

Courses

BA-151. Principles of Management. 3 Credits.

An analysis of the management process. Introductory course in management.

BA-155. Principles of Marketing. 3 Credits.

Business activities involved in the flow of goods and services from production to consumption.

BA-172. Principles of Salesmanship. 3 Credits.

Course focus is on the information, skills, and activities necessary for success as a professional salesperson including establishing and maintaining customer rapport and negotiating the sale. Explores the underlying relationship between being personally motivated to succeed and its impact on sales performance, including the motivational factors required to balance the demands of new and existing clients. Ethical principles and concepts are integrated.

BA-175. Diversity in Management. 3 Credits.

The changing roles of diverse groups in the work world with emphasis on women as managers and entrepreneurs. Legal and ethical issues faced in a diverse work environment.

BA-218. Media Business. 3 Credits.

An examination of media as a profit-making industry. The roles of sales, advertising and investors are viewed, as are trends of corporate media and entrepreneurship. Public relations and ethics are introduced.

BA-228. Intro to Sports Management. 3 Credits.

This course is designed to help participants gain an indepth understanding of the fundamental principles and key skills associated with sports administration and management. Prereq: BA-151.

BA-240. Organizational Behavior. 3 Credits.

Interdisciplinary study of interactions between individuals and groups within organizations. Prereq: BA-151 BA-155.

BA-241. Advertising Management. 3 Credits.

This course covers the management issues in advertising. It focuses on the design and implementation of effective advertising as part of an integrated marketing communications program. Since most advertising decisions involve both the advertiser and an advertising agency, the advertiser is viewed in interaction with agencycreative, media, and research personnel. Prereq: CM-115 CM-117 or CM-120 and BA-151 BA-155.

BA-245. Customer Service. 3 Credits.

Marketing techniques and procedures used by organizations to achieve and measure customer satisfaction - an essential in a competitive era. Prereq: BA-151 and BA-155.

BA-246. Export Management. 3 Credits.

Research and studies in foreign markets to locate and develop export business, including payment systems, transportation, and logistics. Prereq: BA-151 and BA-155.

BA-247. Marketing Communications. 3 Credits.

A workshop designed to integrate promotional media, devices, and publicity in order to achieve corporate objectives. Prereq: BA-151 BA-155 CM-115 CM-117 or CM-120.

BA-248. Marketing Services. 3 Credits.

A contemporary overview of key issues in the producing and marketing of services in expanding industries. Analysis of service quality, customer satisfaction, and real life cases.

BA-249. Sports & Entertainment Marketing. 3 Credits.

Analysis of strategic marketing processes in the spectator events industry with emphasis on consumers, suppliers, and owners.

BA-250. Consumer Behavior. 3 Credits.

An interdisciplinary approach to the study of marketing with the focus on consumers.

BA-252. Direct Marketing. 3 Credits.

Examines the integrated into the operations of organizations. Includes traditional strategies (e.g. mail, telemarketing) and modern technologies (e.g. databases, Internet). Legal and ethical issues are also addressed.

BA-253. Labor Relations. 3 Credits.

Labor history, legislation, and collective bargaining. Prereq: BA-151.

BA-262. New Products Management. 3 Credits.

Concepts, development, testing, and marketing of new products and services from origin to full scale marketing.

BA-264. Marketing of the Professional Practice. 3 Credits.

Effective marketing techniques applied to the opening, development, and expansion of professional practices. Emphasis on accountancy, business consulting, dentistry, law, psychology, medical and medical allied professional practices.

BA-272. Professional Selling. 3 Credits.

Using participation, special assignments and presentations, course will explore selling techniques from prospecting and qualifying customers through closing and follow up. This includes prospecting, sales pre-planning, writing sales proposals, preventing and handling objections, sales closing, and post sales servicing, as well as handling resistance and overcoming sales rejection. Students will learn to map out the entire client/customer buying process, conduct written sales plans and design a professional sales presentation, develop a sales strategy with action points for every step in the professional sales process ask for commitments that move the sales process forward and complete in a buying decision. Prereq: BA-172.

BA-282. Leadership. 3 Credits.

An examination of the foundations of leadership by major theorists. Current and emerging leadership models will be studied in the context of the business environment.

BA-295. Co-Op. 3 Credits.

BA-316. Financial Services Marketing. 3 Credits.

This course applies marketing theory and analytical techniques in the financial industry. An essential part of the course is the development of marketing strategies and plans for financial service firms. Prereq: 1 group # 2 courses From courses BM-151 BA-151 MM-151 BA-155 HP-127 HP-129 # EC-300.

BA-319. International Marketing. 3 Credits.

Marketing activities involved in successful international business operations. Emphasis on the application of marketing principles to the international environment. Prereq: BA-240 BA-250 or BA-246 or permission of instructor.

BA-320. Globalization. 3 Credits.

Explores the nature of social/business change leading to Globalization". Analyzes how institutions are changing in response to the opening of markets and homogenization of cultures. Studies economics and cultural changes. Prereq: EC-101 and EC-102".

BA-325. Ethics: Business and Economic Community. 3 Credits.

An investigation of the responsibilities of management, ranging over problems encountered by both public and private, multinational and local concerns. Prereq: BA-240 BA-246 or BA-250 PL-100 PL-101 TH-110 TH-120 BM-151 BA-151 or HP-127 MM-151 BA-155 or HP-129 PL-101.

BA-335. Race Relations in Industry. 3 Credits.

Review and analysis of race relations in business and industry.

BA-340. E-Business. 3 Credits.

Examines new models, themes, and examples for describing electronic commerce and its impact on business and society. Prereq: BA-240 BA-246 or BA-250.

BA-342. Sales Management. 3 Credits.

Organization and administration of the sales function with emphasis on the human factors.

BA-343. Human Resource Management. 3 Credits.

Human resource management and personnel administration. Prereq: BM-151 MM-151 or BA-151 and BA-155.

BA-347. International Management. 3 Credits.

Examination of global business and the multinational corporation. Analysis and development of management strategies within the context of the political, legal, cultural and socioeconomic environment of the host nations. Prereq: BA-240 BA-246 or BA-250.

BA-350. Operations Management. 3 Credits.

A survey of the various operations required to produce goods and services. Prereq: BA-240 BA-246 or BA-250 MA-105 MA-106.

BA-351. Marketing Research. 3 Credits.

Basic methods and tools utilized in gathering and analysis of supportive marketing data for executive decision making. Prereq: BA-250 EC-300.

BA-352. Sales Forecasting & Market Research. 3 Credits.

Explores basic methods of modeling and forecasting to gather and analyze market data. Includes budgeting and relating sales goals to marketing goals and organizational objectives. Global perspectives are considered. Prospecting (identifying leads, qualifying leads, and obtaining permission from the buying party), one of the most crucial components of the entire sales force, is studied. In this course, students will examine a series of different prospecting methods and qualification practices. Prereq: EC-300.

BA-363. Entrepreneurship: Creativity & Innovatio. 3 Credits.

Challenges and problems in managing small businesses. Techniques of planning, obtaining funding for, and operating new and/or existing business ventures. Prereq: BA-240 or BA-246 or BA-250.

BA-371. Purchasing Management. 3 Credits.

Integrative aspects of the purchasing function with the total organization.

BA-380. Integrated Marketing Communication. 3 Credits.

This course integrates all the elements of the promotional mix, including advertising, personal selling, public relations, sales promotions, sponsorship, direct response, and interactive marketing. The course will emphasize ways in which IMC is used to ensure consistency of messages and complementary use of media to achieve maximum impact. Prereq: BA-250.

BA-381. Business Ethics & Legal Liability. 3 Credits.

This course provides an understanding of the legal and other exposures that confront organizations that fail to operate in a framework of honesty, integrity, and ethical behavior. It assists students to understand exposures in contracts and relationships with employees and third parties. It examines ethical behavior in business settings and shows the financial and other benefits to encouraging integrity across the enterprise. Uses case studies and exercises to illustrate concepts.

BA-382. Insurance & Risk Management. 3 Credits.

This course covers hazard risk and insurable exposures and techniques to mitigate them. It begins with the nature of risk. Then it examines avoidance, retention, reduction and transfer of risks. Topics include property, employer and general liability, homeowners and automobile coverages, the role of the modern risk manager.

BA-383. Enterprise-Wide Risk Management. 3 Credits.

This course covers the management of business and operational exposures in a framework of enterprise risk management (ERM). It examines the scope of risk management, the importance of risk identification, and the alignment of risk categories with the corporate business mode. It addresses functional, business unit, and key initiative exposures and the hierarchical structure to effectively manage the exposures. Prereq: AC-152 BL-161 EC-102 BA-319 BA-347 or BA-351.

BA-384. Sarbanes Oxley Compliance. 3 Credits.

This course covers the requirements under the Sarbanes-Oxley legislation to increase the reliability of financial reporting and compliance with applicable laws and regulations. It covers the Public Accounting Oversight Board, parties regulated by the Act, policies mandated for public auditing firms, and the role external auditors. A major focus of the course deals dealing with the securities acts, audit and non-audit services, the role of the board of directors, and penalties for violations of securities and other laws.

BA-391. Supervised Ind. Study in Mgt.. 3 Credits.

Open only to departmental majors upon approval of instructor.

BA-410. Managing Cross-Cultural Training Skills. 3 Credits.

Analysis of cross-cultural training techniques developed to improve relations between people of different cultures. Resources employed are actual techniques currently used by the U.S. State Department, international corporations and international educational organizations.

BA-421. Doing Business in Europe. 3 Credits.

This course is designed to expose students to the global business environment through short term study visit to selected overseas countries. The aim is to help participants develop a better and more practical understanding of the political, economic, legal and cultural environments of the countries visited. Please note that this course involves a short-term trip overseas. Upper level business majors preferred. Prereq: BA-240, BA-246, or BA-250.

BA-430. Global Bus Environmnt: Regional Studies. 3 Credits.

A focused study of the political, economic and business climate of a select region of the world. An inter-disciplinary study of global business with an in-depth focus. Special speakers, expert faculty and student research will be employed.

BA-458. Business Strategy. 3 Credits.

Integrative experience incorporating business objectives in pursuing organizational vision, plans and goals. Use of decision theory and analytical techniques with case studies to achieve corporate objectives/ this course merges BA-455, BA-456 and BA-457 into one course for SPCS, Business Administration majors. Senior Status. Prereq: AC-152 EC-102 EC-300 BA-340 BA-347 or BA-351.

BA-465. Executive Seminar. 3 Credits.

An examination of contemporary management issues conducted by senior decision makers from both private and public sectors. Open by invitation only to Honors students and other qualified advanced undergraduates.

BA-492. Seminar in Sales Management & Leadership. 3 Credits.

Analysis and examination of the sales management function in an organization with an emphasis on designing, developing, directing, and compensating the sales force within the scope of organizational objectives. Principles of leadership and ethics are applied. Students will examine sales force management issues and investigate the specific responsibilities of sales managers including sales force recruitment and selection, management and motivation of the sales team, and compensation strategies. Prereq: BA-272 BA-352.

BA-496. Seminar in Business Administration. 3 Credits.

Management cases studies, simulations and business games using computer applications. Course open only to those who have completed all major and cognate course requirements. Prereq: BL-161, EC-401, and BA-455/456/457 or BM/MM-357.