Two-year MBA Core Courses by HC12072706142


									Spring 2007 Full-Time MBA Course Catalog

513. Managerial Accounting and Control
520. Managerial Finance
540. Marketing Management
551. Information Technology and Operations Management
561A, 561B. Goizueta PLUS
634. Strategic Management

514. Financial Statement Analysis
610. Advanced Accounting and Financial Reporting
612. Advanced Financial Accounting
612B. Intermediate Accounting II

503. Global Macroeconomic Perspectives
529. Project Finance
621. Corporate Governance and Restructuring (formerly Corporate Control)
623. Security Analysis and Portfolio Management
625. Real Estate Management and Finance
627. International Finance
628. Investment Banking
681. Venture Capital & Private Equity
684. Advanced Derivative Assets
685. Applied Investment Management II
686. Real Estate Equity Investment

Organizations and Management
536. Public Policy & Business Strategy (Washington Campus held in Washington DC.)
632. Negotiations
633. Change Management
663. Principled Leadership
661. Advanced Entrepreneurship
639. Ethics for Leaders

542. Marketing Research
547. Product and Brand Management
548. Sales and Business Development
549. Goizueta Marketing Strategy Consultancy (GMSC)
640. Entertainment, Media and Sports Marketing Fieldwork
642. Biotech Market Analysis
648. International Marketing

Decision and Information Analysis
651. Strategic Decision Analysis
653. Sports, Management & the Atlanta Falcons
654. Managerial Reasoning & Rationality
659. Process Analysis and Six Sigma

567. Management Communication for Leaders

Directed Study
697. Directed Study


**All courses carry the prefix of BUS.

513. Managerial Accounting and Control

Instructor:     Sudipta Basu
Day / Time:     TT 8:30am – 9:45am

This course covers the generation and interpretation of accounting information for managerial
decision-making and control. Topics include cost accounting systems, cost allocation models, the
study of cost behavior, the measurement of managerial performance, and the measurement and
control of divisional performance.

520. Managerial Finance

Instructor:     JB Kurish
Bio:            JB joins us from the University of Illinois at Chicago where he was Clinical
                Associate Professor of Finance and Director of the Center for Financial Research
                and Services. He received his PhD and M.S. from the University of Illinois at
                Urbana-Champaign in Economics. His fields of interest include investment
                banking, financial markets, state and local government finance, managerial and
                strategic decision making, and statistics and applied quantitative methods. He
                has served as consultant and expert witness on municipal debt market practices
                and municipal debt issuance process. Previously JB has been Director of
                Government Finance Research Center for the Government Finance Officers
                Association and a Public Finance Investment Banking Associate with Credit
                Suisse First Boston.
Day / Time:     TT 8:30am – 9:45am

Major ideas in finance and methods of financial analysis are discussed and applied. Topics
include capital structure, dividend policy, valuation of stocks and bonds, capital budgeting, risk
assessment, interest rate analysis, and investment theory. The course serves as a foundation for
students pursuing finance as a career and as a reference basis for other students.
540. Marketing Management

Instructor:      Sundar Bharadwaj
Day / Time:      MW 1:00pm – 2:15pm

This class introduces students to concepts and principles of marketing management and
develops their skills in analyzing marketing issues. The basic objective of the course is to provide
participants with an introduction to the process required to develop marketing strategies, the
nature of key strategic decisions (i.e., product, price, distribution and promotion strategies), in the
global marketplace. The course develops students' analytical skills and presents marketing
principles through the use of cases, lectures/discussions, a computer simulation and a multimedia

551. Information Technology and Operations Management

Instructor:      Eve Rosenzweig and Ram Chellappa
Day / Time:      TT 8:30am – 9:45am (Prof. Rosenzweig)
                 TT 10:00am – 11:15am (Prof. Rosenzweig)
                 TT 11:30am – 12:45pm (Prof. Chellappa)

The challenges confronting firms competing in today's dynamic environment demands a multi-
disciplinary focus. As we prepare students who seek to understand and face these challenges,
this course integrates the fundamental principles of information systems and operations
management to cover the multiple activities comprising a firm's operating core. The operating
core of a firm is an integrated system that combines activities related to design and engineering,
production, quality management, networks of material and information flows, and the
development, distribution and delivery of goods and services to customers. The course will
revolve around the interface of technology and processes: processes define the business rules,
interfaces, and sourcing that defines how work gets done. We will examine the role of large and
complex Information Systems that embed business processes designed to link the firm’s core
activities into a tightly integrated system with shared data and visibility across the business.

561A, 561B. Goizueta PLUS

Instructor:      Kembrel Jones
Day / Time:      Tu 4:00pm – 5:30pm

The spring course focuses on developing strong communication skills:
       Public Speaking
       Speech Organization and Content
       Persuasion and Motivation
       Business/Team Presentations
       Non-Verbal Communications
       Impromptu Speaking and Q & A Sessions
       The Goizueta PLUS Case Competition
634. Strategic Management

Instructor:     Peter Roberts
Day / Time:     TT 10:00am – 11:15am
                TT 11:30am – 12:45pm
                TT 2:30pm – 3:45pm

Students are asked to assume the role of senior managers to address the issues and challenges
that define a firm’s character and performance. Concepts and methods unique to strategy
formulation and implementation are introduced, drawing on the functional knowledge students
have acquired in other courses. The course extensively uses cases that are supplemented by
lectures and readings.



514. Financial Statement Analysis

Instructor:     Jan Barton
Day / Time:     MW 10:00am – 11:15am
                MW 11:30am – 12:45pm
Prerequisite:   Business 512

This course focuses on the techniques commonly used to analyze financial statements and
related information: business strategy analysis, financial reporting and disclosure analysis,
financial ratios, forecasting and pro forma financial statements, and valuation. Students will
develop experience analyzing actual financial statements for a variety of business purposes
including security analysis, mergers and acquisitions, corporate restructuring, risk assessment,
credit analysis and commercial lending, and management's strategic communication to external

610. Advanced Accounting and Financial Reporting

Instructor:     Jan Barton
Day / Time:     MW 2:30pm-3:45pm
Prerequisite:   Business 512 and 514

This course focuses on the analysis of firms' financial accounting and reporting strategies. Real-
world accounting systems leave considerable room for managers to influence financial
statements and, as a result, information in corporate financial reports is noisy and biased, even in
the presence of accounting regulation and external auditing. Students will learn to evaluate the
extent to which a firm's financial reports capture its underlying business reality by assessing (1)
the degree of reporting flexibility available to managers, (2) the incentives behind managers'
accounting choices, and (3) the quality of information contained in the financial reports. Students
will also learn how to restate accounting numbers to reduce noise and bias introduced by
accounting rules and management decisions. Students will use actual financial reports to develop
experience analyzing, for example, inventories, long-lived assets, mergers and acquisitions,
income taxes, leases, pensions, off-balance-sheet financing, and hedging activities.

612. Advanced Financial Accounting

Instructor:     Mary Sevier
Day / Time:     TT 10:00am – 11:15am
Prerequisite:   Business 612B/312B or permission of instructor.

Investigation of special problems in selected areas of accounting. Topics include accounting for
business combinations, consolidated financial statements, SEC reporting, foreign currency
accounting, government and non-profit accounting, and partnership accounting.

612B. Intermediate Accounting II

Instructor:     Gregory Waymire
Day / Time:     MW 4:00pm – 5:15pm
Prerequisite:   Business 612/312A or permission of instructor.

This course treats in depth the traditional intermediate accounting topics and also recent
developments in accounting valuation and reporting practices. The course is designed with the
belief that individuals can account for events best if they fully understand the nature and
economic consequences of accounting and reporting alternatives. While most students take this
course to prepare for careers in accounting, the course has been enriched so that students will be
knowledgeable about the needs of users of financial statements and financial accounting
information, and the effects of different accounting and reporting policies on meeting these needs.


503. Global Macroeconomic Perspectives

Instructor:     Jeff Rosensweig
Day / Time:     TT 11:30am – 12:45pm
Prerequisite:   None

This course introduces global concepts, frameworks, issues and tools that will enhance the
analytical skills and world view of MBAs. This course has two major focuses: global
macroeconomics relevant to MBAs and development of leadership skills necessary to succeed in
global business. Topics covered include: globalization, international trade, foreign direct
investment, development of emerging economies, basics of international finance and global
investing, the Asian financial crisis and recovery, balance of payments, and global demographic
trends. The course structure is designed to help students develop their own global perspective;
this aim is enhanced by numerous global leaders who serve as guest speakers.
529. Project Finance

Instructor:      Ray Hill
Day / Time:      MW 8:15am – 9:30am
Prerequisite:    BUS 520

Project finance refers to the practice of raising capital for a specific project where the source of
repayment of lenders or investors is limited to that single project’s cash flow. Project financing is
used by asset intensive industries as a way of mitigating risk. Large oil and gas projects, power
plants, toll roads and bridges, and real estate developments are examples of assets that are often
financed in this way. The objective of this course is to provide students with a practical
understanding of how project finance techniques can be used to raise capital for large projects:
the sources of capital, the identification of typical risks and their mitigation, and the execution of
financings. A significant focus of the course will be on international transactions, since project
finance is a popular method of financing cross-border projects, particularly in developing
countries. A number of practitioners, including investment bankers and finance executives from
corporations, will make presentations.

621. Corporate Governance and Restructuring (formerly Corporate Control)

Instructor:      Krishnamurthy Subramanian
Day / Time:      MW 11:30am – 12:45pm
                 Tu 6:30pm – 9:15pm
Prerequisite:    BUS 520

Pick up the Wall Street Journal or the Financial Times and you fill find some form of corporate
restructuring or some corporate governance issue in the news. This course is about
understanding and developing insights about such phenomena.
We will start the course by understanding Valuation using DCF and Multiples methods. We will
then examine synergies, deal design and risk management in the context of Mergers and
Acquisitions. After enhancing our understanding of Mergers and Acquisitions, we will move to
hostile takeovers where we will understand the mechanisms for mounting a hostile takeover as
also takeover defenses such as poison pills, golden parachutes, etc. In the latter half of the
course, we will examine how restructuring the Capital Structure of a company can add value to
the company. This part will cover Leveraged Buyouts, particularly Technology buyouts that have
been so popular over the last few years, and Leveraged Recapitalizations.

The course will contain a mixture of cases and class lectures. This course is indispensable to all
students interested in pursuing Finance or Strategy careers. The course is quantitatively
demanding. Students will be expected to use Microsoft Excel for case analyses.

623. Security Analysis and Portfolio Management

Instructor:      Amit Goyal
Day / Time:      TT 2:30pm – 3:45pm
Prerequisite:    Business 520
The objective of this course is to increase the student’s understanding of the way in which
financial markets function. There is a particular emphasis on developing skills that are useful for
active equity portfolio management. This course will help students develop an understanding of
the current state of asset pricing theory, including the strengths and weaknesses of the Capital
Asset Pricing Model as well as the concept of market efficiency. This course will review and
expand the student’s knowledge of security analysis, concentrating on models of the intrinsic
value of securities. Students will develop an understanding of the uses and abuses of futures
and options in portfolio management and increase their understanding of practical issues in
portfolio management.

625. Real Estate Management and Finance

Instructor:     Linda Thomas-Mobley
Day / Time:     MW 8:15am – 9:30am
Prerequisite:   BUS 520

This course covers the contemporary principles of valuation, acquisition, financing, and
management of real property. Emphasis is on the analytical techniques of appraisal, tax factors,
investor objectives, and trends in the industry.

627. International Finance

Instructor:     Shehzad Mian
Day / Time:     Th 6:30pm – 9:15pm
Prerequisite:   Business 520

This course extends the principles of finance to the international context. Topics include
evolution of the international monetary system, exchange rate determination, foreign exchange
markets, currency risk management, and foreign investment analysis.

628. Investment Banking

Instructor:     JB Kurish
Bio:            JB joins us from the University of Illinois at Chicago where he was Clinical
                Associate Professor of Finance and Director of the Center for Financial Research
                and Services. He received his PhD and M.S. from the University of Illinois at
                Urbana-Champaign in Economics. His fields of interest include investment
                banking, financial markets, state and local government finance, managerial and
                strategic decision making, and statistics and applied quantitative methods. He
                has served as consultant and expert witness on municipal debt market practices
                and municipal debt issuance process. Previously JB has been Director of
                Government Finance Research Center for the Government Finance Officers
                Association and a Public Finance Investment Banking Associate with Credit
                Suisse First Boston.
Day / Time:     TT 1:00pm – 2:15pm
Prerequisite:   BUS 520
This course will examine major investment banking activities. First, we examine trends in the
investment banking business, which include consolidation and globalization. Second, we
examine trading and principal investments, which includes fixed income, interest rate derivatives,
commodities, currencies, convergence trading, and M&A risk arbitrage. After sales and trading,
we move to raising capital, both fixed income and equity capital (IPOs). We conclude with a
segment on transactional finance and advisory services, which includes valuation and mergers &
acquisitions. For certain topics, guest lecturers from major investment banks will discuss their
day-to-day experience dealing with a particular activity.

681. Venture Capital & Private Equity

Instructor:     Klaas Baks
Day / Time:     MW 2:30pm – 3:45pm
                M 6:30pm – 9:15pm
Prerequisite:   Business 520

The course surveys the private equity industry, with an emphasis on the financial and economic
tools useful for leveraged buyout and venture capital investing. The course is divided into three
modules. We begin with an introductory module on the organization and strategies of private
equity funds. The second module covers examples of the basic types of private equity
transactions, and the third module expands on these types by studying transactions with options
and hybrid financing structures. The primary audience for this course is finance majors interested
in careers at private equity funds. The secondary audience is students planning careers that
have significant interaction with private equity funds, either as providers of these funds (pension
fund managers, institutional investors, investment advisors) or as consumers of them
(managers/owners of startups or buyout candidates). The course will be primarily case-based,
with written assignments by student-formed teams required for about half of the class meetings.

684. Advanced Derivative Assets

Instructor:     Nicholas Valerio
Day / Time:     MW 1:00pm – 2:15pm
Prerequisite:   BUS 520 and 624

This course will build upon the knowledge obtained in the class BUS 624/624P, Derivative Asset
Analysis. Using the fundamental pricing technique (valuation by arbitrage) and the valuation
models derived from this technique, various extensions and applications will be examined. These
will primarily be equity-based, though some fixed-income products will analyzed. The perspective
of both the derivatives dealer and the end-user of derivative products will be taken, the latter
including both hedgers and speculators. Topics to be covered include exchange-traded versus
structured products, financial engineering and product design, numerical methods (e.g. Monte
Carlo simulation) and the mathematics of derivatives pricing. Included in the course will be an
introduction to investment partnerships (a.k.a. hedge funds) and their role in the derivatives

685. Applied Investment Management II

Instructor:     Jeff Busse
Day / Time:     TT 10:00am – 11:15am
Prerequisite:   BUS 683 (no exceptions)

This course covers advanced topics related to portfolio management, including market timing and
international investments. As part of the Goizueta Business School Student Investment Fund,
LLC, enrolled students manage an equity portfolio of more than $1 million. Students are
responsible for stock selection, trading, performance evaluation, risk assessment, and reporting
to the Fund's investors. The course includes a number of guest lectures, with speakers drawn
from the local investment management industry. A term project is assigned wherein students
develop a detailed investment strategy, specifying an exact set of criteria to be used to select a
portfolio of stocks. Students will present their ideas to the class at the end of the semester.

686. Real Estate Equity Investment

Instructor:     Marvin Banks and Jim Grissett
Bio:            Marvin Banks brings to Emory his experience from a nineteen year stint in the
                real estate industry with one organization that evolved from single asset
                partnerships under the Trammel Crow umbrella into an industry leading public
                company listed on the NYSE – Gables Residential. Mr. Banks retired from the
                company upon its sale to ING in late 2005. While with Gables he was
                significantly involved in all aspects of the growth of the company as a partner and
                senior executive for 15 years. His primary responsibilities were concentrated on
                capital market activities, external communications, and strategic planning.

                Jim Grissett is a Principal with The Parthenon Group, which provides consulting
                services to institutional investors in real estate securities, with a primary focus on
                equity REITs. He was also one of the two original partners involved with The
                Parthenon Group's selection in 1994 to manage the leasing and repositioning of
                Peachtree Center, Atlanta's largest urban mixed use project at 2.4 million square

                Prior to that, Mr. Grissett was Director of Market Research for The Landmarks
                Group, one of the Southeast's largest developers of mixed-use office projects,
                including the noted Concourse and Promenade projects. This position supported
                development of over $500 million in assets with a variety of institutional and
                corporate partners and growth of the company's management portfolio from 4
                million to 14 million square feet. Mr. Grissett received his Master's degree in
                Urban Planning from Georgia Tech and his undergraduate degree from
                Vanderbilt University. He also earned the CCIM designation for investment
                property professionals from the National Association of Realtors, one of the first
                consultants to do so. He has authored articles for a number of business and real
                estate industry publications including The Real Estate Finance Journal and has
                been quoted by a variety of news sources including The Wall Street Journal,
                Bloomberg, CNBC and The New York Times.

Day / Time:     W 6:30pm – 9:15pm
Prerequisite:   BUS 625

Description pending…

536. Public Policy & Business Strategy (Washington Campus held in
Washington DC.)
This class is held in Washington DC for one week. It is offered in March, May or June. Since we
have a limited number of spaces, students must submit the request to have a place by the
deadline, typically during fall pre-registration. There may be additional costs involved with this

The Washington Campus is an organization sponsored by several MBA programs around the
country (including Goizueta and The Univ. of Texas-Austin). The program will bring our students
in contact with Washington's finest minds and most experienced hands in the challenging issues
of making public policy and business work. The goal is to prepare MBA students, both as
individuals and in their professional careers as managers and leaders, for more active and
effective participation in the democratic process.

Past topics have included macroeconomic policy, the private sector's responsibilities in making
democracy work, competing in the international marketplace, federal regulation, Federal Reserve
policy, trade policy, national security, the challenges of city government, science policy, decision-
making in the executive branch, government and the media, and tax policy. This year's topics will
depend on the final slate of distinguished speakers.

632. Negotiations

Instructor:     Tracy Dumas
Bio:            Tracy received her Ph.D. in management and organizations from the Kellogg
                School of Management at Northwestern University. She received a M.S. in
                industrial relations from Loyola University – Chicago and a B.S. in education and
                social policy with organizational studies concentration from Northwestern
                University. Tracy joins us from The George Washington University where she is
                an Assistant Professor of Organizational Sciences. Her primary research focus
                is role and organizational identification, multiple role enactment and role
                boundaries, interpersonal interaction in work settings, and work group
                diversity. Her research builds on identity theories, role theory and boundary
                theory to consider how individuals’ identification with multiple organizational
                roles, and their management of temporal and spatial boundaries around multiple
                roles, both within and across life domains, affects their role experiences.
Day / Time:     M 6:30pm – 9:15pm
                W 6:30pm – 9:15pm
Prerequisite:   None

This course is designed to offer students the opportunity to develop their ability to effectively
negotiate in a global business environment. The objective is to help students increase their
abilities to manage conflicts as a constructive force that enhances organizational learning and
change. A critical component of the course will be self-assessment and self-awareness. This
course is offered to help students gain a deeper understanding of their own personal dynamics
and the effect of these dynamics on their negotiating styles. This course will attempt to enhance
students' skills in implementing change through effective use of power and negotiation.
The course will be taught largely through simulations to provide an opportunity to learn by doing.
While readings and discussions will provide necessary theoretical background, much of the
learning will come from the application of the theoretical lessons through the process of
negotiating with others. The simulations will proceed from a relatively simple one-on-one
negotiation, to small groups, to larger team negotiations. In a parallel manner we will proceed
from relatively simple internal organizational issues (i.e., managing your boss, dealing with
internal competition among peers) to more complex relationships (i.e., customer/supplier issues,
competing corporations). In this way, the student can develop a personal style of managing
situations by discovering what does and does not work for him or her. Enrollment in the course
represents an agreement to seriously negotiate every situation assigned. This course is as much
about learning to present and defend your position as it is about learning negotiating tools and

633. Change Management

Instructor:     Monica Worline
Day / Time:     MW 10:00am – 11:15am
Prerequisite:   BUS 531 or 535

It has become a truism that change is all around us. But despite the fact that we are expected to
be leaders and create change, few ideas about implementing change actually provide leaders
with solid ground. The only sure truth is: creating positive organizational change is hard. We can
think about change all we want, but intellectual understanding of change is a pale first step
toward actually making it happen. Whether it is a life transformation, like decreasing stress, an
organizational transformation, like moving up in the national rankings, or a societal
transformation, like establishing democracy—creating, implementing, leading, and managing
change are some of the most difficult and essential issues in the business world today.

The course is designed to be extremely interactive, hands-on, and experiential. In the real world,
issues of change rarely have “right answers,” so come to the course ready to immerse yourself in
the unexpected and the paradoxical. The main course objective is that you will walk away from
this semester feeling that although there are few easy answers, you are more prepared than ever
before to engage in change within yourself and as an organizational manager and leader.

663. Principled Leadership

Instructor:     Peter Topping
Day / Time:     MW 11;30am – 12:45pm
Prerequisite:   BUS 531

The course is intended to help you focus on the leadership challenges that you will likely face
upon re-entry into managerial roles within complex organizations. Increasingly in today's
business environment, the need for leadership, and particularly principled leadership, is greater
than ever. This is especially true in middle and upper middle management levels where there are
unique struggles to manage up, down and across the organization. As Merrill Lynch puts it, “By
[principled leadership]we mean vigorous leadership, both by Merrill Lynch and within Merrill
Lynch at all levels -- leadership that is rooted firmly in our principles, directed toward our
objectives and suited to our exacting standards.”

In this course, we will focus on how each student can define, communicate, and exemplify his/her
own authentic principled leadership style that is best suited for the context in which he/she is
leading -- with the goal of achieving superior organizational performance. The course is designed
to enhance your understanding of yourself, best practices in leadership behaviors, and how to
bring out the leadership potential in those around you. In addition to cases and guest speakers,
you will engage in leadership development assignments and contribute to the School's leadership
blog. Grades will be based on class participation, case analysis of leadership in organizations,
self-reflective assignments, and a leadership self-assessment and development plan.

661. Advanced Entrepreneurship

Instructor:      Charlie Goetz
Day / Time:      Tu 6:30pm – 9:15pm
Prerequisite:    BUS 531

This is a second level class designed specifically for future entrepreneurs and business leaders.
We will focus on the “how to” of building a successful business. This class will be hands on and
discussion oriented. It will provide you with a new set of valuable “analysis” and “solution building”
methodologies that you will find extremely valuable and applicable throughout your business
career. In addition, you will also learn how to respond to unexpected and real world problems that
can often cause a good business to fail. We will be using a Business Plan (that will be provided
to you), key reading assignments, individual and team exercises and in class discussions as the
basis of the course. In addition, we will have relevant business leaders share with you lessons
they learned from their entrepreneurial experiences.

We will spend the majority of our time focusing on the following essential business and
entrepreneurial concepts, and learn how to:

       Determine if a business opportunity is worth pursuing;
       Find the next big opportunity;
       Understand how buyers really make decisions;
       Design products the market “really” wants, quicker, less expensively and with lower risk;
       Generate significant market interest for your products and services on a small budget;
       Create tactics that are high impact, and easy to implement;
       Develop strategies that have a significantly greater likelihood for success;
       Improve your management skills to increase your odds of achieving your business
       Leverage the effectiveness of working with partners and minimize the risks associated
        with partnering;
       Negotiate more effectively with an investor (or as an investor);
       Deal with the reality of business when it deviates from your business plan (as it inevitably
       Create a business environment second to none;
       Buy a business without over paying; and
       Recognize if and when to sell your business and how much it’s really worth.

There are no prerequisites required to participate in the class. If space is limited, first priority will
be given to students who have taken Entrepreneurship 636.

639. Ethics for Leaders

Instructor:      Diana Robertson
Day / Time:     TT 10:00am – 11:15am
Prerequisite:   BUS 531

To increase awareness of the ethical dimension of business conduct
To develop analytical skills for identifying and resolving ethical issues in business
To practice decision making about ethical issues
Topics covered include:
Ethical issues in the workplace:
Employee privacy (Who is reading your e-mail?)
Employee fairness (What concessions should firms make to employee family responsibilities?)
Employee loyalty (Should whistleblowers be rewarded?)
Ethical issues in consulting
Information acquisition (Is it ethical to “snoop” on competitors?)
Conflicts of interest (Should you tell clients what they want to hear?)
Ethical issues in advertising (When is advertising deceptive?)
International business (When in Rome, should one do as the Romans do?)
Social responsibility to employees and consumers (Should Wal-Mart sell handguns? Should
Merck develop a new drug that can never be profitable, but will save lives?)
Ethical issues in financial services (What systems of monitoring do financial services firms have
in place? Could the Barings Bank collapse happen again?)
Corporate ethics initiatives (Are corporate codes of ethics just for show?)
Ethical issues in information technology (How are firms using customer information collected on
web sites?)
Course format and assignments:
The classroom format will be discussion-based with cases, exercises, reports on current ethical
issues in the headlines, and guest speakers. Assignments include class participation, a group
project in which you will debate a controversial issue, and an individual paper on a topic of your


542. Marketing Research

Instructor:     Sriram Venkataraman
Day / Time:     MW 2:30pm – 3:45pm
                W 6:30pm – 9:15pm
Prerequisite:   BUS 540

This course deals with a) collection of market data and b) application of decision modeling to
address questions regarding critical marketing decisions such as market segmentation, targeting,
product positioning, promotion and advertising response etc. The course will provide students
with analytical tool kit to translate conceptual understanding into specific operational plans – a
skill in increasing demand in job functions such as brand management, product management,
market research, marketing/strategy consulting and investment banking today. The broad
objective of the course is to provide a fundamental understanding of research methods employed
by firms spanning, but not limited to consumer packaged goods, pharmaceutical and technology
markets etc. In order to lend realism to the material, the course will introduce research
techniques used in large market research companies such as AC Nielsen and IRI. Companies
such as Coca Cola, Procter and Gamble, American Express, and Merck etc. also use similar
techniques and data. Specifically, the course objectives are to:
1.       help you understand how analytical techniques and computer models can help enhance
decision making by converting market data and information into novel fact-based market insights
and decisions;
2.       help you learn to view marketing phenomena and processes in ways that are amenable
to decision modeling;
3.       expose you to a number of examples of the successful use of analytical models in
marketing; and provide you with a software tool kit that you can apply to real world decision

547. Product and Brand Management

Instructor:      Tim Halloran
Bio:             Tim Halloran, Adjunct Instructor in Marketing teaching Brand Management. Tim
                 currently works as Principal Consultant to (r)evolution partners. Previously he
                 worked with The Coca Cola Company for ten years in various marketing/brand
                 managing positions.
Day / Time:      MW 8:15am – 9:30am
Prerequisite:    BUS 540

The course is designed for both marketing specialists and generalists. The course exposes
students to the contemporary challenges faced by a broad variety of firms in developing and
launching new products, creating and maintaining brand equity, and managing products and
product lines. The settings of the cases and exercises used in the course are quite diverse in
terms of the sizes of the organizations involved and the types of markets they serve. Hence, the
course is relevant to students whose interests are in general management and consulting as well
as those who expect to work directly in brand management (e.g., consumer packaged goods) or
product management (e.g., technology or industrial markets). The pedagogy is a mix of
lecture/discussions, case studies, computer-based analysis exercises, and a simulation. By the
end of the course, the objective is that you will have acquired skills that will allow you to manage
your products and brands to achieve a sustainable competitive advantage, command greater
price premiums, and efficiently allocate your marketing resources.

548. Sales and Business Development

Instructor:      Dimitri Kapelianis
Day / Time:      TT 1:00pm – 2:15pm
                 M 6:30pm – 9:15pm
Prerequisite:    BUS 540

The course exposes students to the contemporary challenges faced in managing the selling
process. Therefore, the course is relevant to students whose interests are in general
management, consulting, finance, and entrepreneurship as well as those who expect to work
directly in sales. The course will be useful in careers including: key account management, sales
force management, consulting, investment banking, and entrepreneurship. The objective of this
course is to develop and enhance the skill set that students will need to pursue careers that
involve selling and market development. The context for this course is business-to-business
marketing. We will pay particular attention to relationship building, socio-cognitive skills, and the
role of information technology in sales and distribution.
Course Description: The course centers on three themes:
1.      Personal selling
2.      Sales management
3.      Selling into the channel of distribution

549. Goizueta Marketing Strategy Consultancy (GMSC)

Instructor:     Reshma Shah
Day / Time:     M 4:00pm – 6:00pm and other times as scheduled
Prerequisite:   BUS 540 strongly recommended but not required

The annual marketing strategy competition affords students practical experience in addressing
marketing problems by assigning them to work on a project with partnering companies that have
agreed to work with our students. Partnering companies identify a specific marketing problem as
the focus of the project. Student teams, working with the course leader, then undertake analysis
of the problem, collect data and develop a plan to address the focal issue. Students are strongly
encouraged to take a multi-disciplinary approach to exploring solutions. Deliverables at the end
of the project include a written report and a presentation.

640. Entertainment, Media and Sports Marketing Fieldwork

Instructor:     Susan Hogan
Day / Time:     TT 1:00pm – 2:15pm
Prerequisite:   BUS 540

This course is intended to expose students to the challenges that entertainment, media, and
sports organizations face. The course also provides the students with both practical experience
through fieldwork activities and frameworks and guidelines for working with these types of
organizations through guest presentations. By the end of the course, the students should not
only feel comfortable working within such organizations, but should also understand which
business challenges these organizations face are similar to the types of marketing (and
management) challenges that other organizations face as well as, and are unique to
entertainment, sports, and media organizations.

642. Biotech Market Analysis

Instructor:     Chip Frame
Day / Time:     TT 2:30pm – 3:45pm
Prerequisite:   BUS 540

This course is intended for students with a background and interest in the business aspects of
new product development in the life sciences. This course will provide students with knowledge
and experience in the areas of analysis of markets for, and assessment of the commercialization
potential of, products and services that have been developed by researchers in Emory's Life
Sciences programs. The course will involve presentations by subject matter experts in technology
transfer, venture capital, government funding and management consulting. In addition eash
student will work, as part of a team, with researchers to assist them in the process of assessment
of the feasibility of commercialization of their life sciences innovation.
648. International Marketing

Instructor:     Alberto Sa Vinhas
Day / Time:     MW 10:00am – 11:15am
Prerequisite:   BUS 540

The global marketplace is undergoing many changes affecting the environment of business and
marketing practices. Corporate managers have to deal with new elements of risk, conflicts and
opportunities. International Marketing provides students with a conceptual understanding of
global marketing perspectives and approaches. This course helps students develop skills to
analyze international marketing opportunities, assess marketing programs and evaluate
international marketing strategies and programs. Students will also learn the skills required in the
international marketing of commodities, projects, technology, and countertrading. Case
discussion and a small group project bring the excitement of the global marketplace to life.

This course is designed for students who expect to undertake international marketing
assignments in their career path to general management, and more broadly for all students
planing careers in multinational corporations. Since this course will address international
marketing challenges facing companies of varying sizes at different stages of international
development, it is also appropriate for student s who may become involved in the international
expansion of small or medium-sized companies.


651. Strategic Decision Analysis

Instructor:     Patrick Noonan
Day / Time:     M 6:30pm – 9:15pm
Prerequisite:   BUS 550

Advanced topics and tools for analysis of decision problems, focusing on the complication of
multiple decision makers. The course starts with the fundamentals of game theory and develops
conceptual frameworks and analytical tools for strategic thinking and action. Applications include
models of competition and cooperation, strategic moves, negotiation, auctions & bidding, fair
division, coalitions, voting and group decisions. In addition, we explore the underlying psychology
of decision makers - in ourselves and in the others we interact with - and develop methods for
overcoming natural weaknesses and “decision traps” in strategic interactions.

653. Sports, Management & the Atlanta Falcons

Instructor:     Steve Walton
Day / Time:     TBD
Prerequisite:   Business 551 and Fall 2006 BUS 653 Enrollment (no exceptions)
The key topics of the course include:
    Ownership, franchises, leagues, and anti-trust
    Revenue streams, profitability and public financing of sports
    Unions, labor relations, salary cap and discrimination
    Avid fans, emotional impact, sponsorships and endorsements
    Facility management, event management and the game day experience
    Sports foundations, players’ foundations and sports philanthropy

The Falcons and Force will be an active part of this course. Team representatives will be in class
every week or two. The team is getting all the guest speakers for the class. Students will execute
real projects at the Falcons and Force, including presenting ideas and results to team executives.
This is a full-year class that counts for a total of 6 credit hours. You need to complete both
semesters of the class to receive any credit.

Enrollment will be limited to 18 BBAs and 18 MBAs. Project teams will consist of 3 BBAs and 3
MBAs. Course grading will be determined by the following:

       Midterm (20%), Guest Speaker Reports (20%), Course Project (40%), Participation
       The Falcons management will be part of grading both the project and participation

654. Managerial Reasoning & Rationality

Instructor:     Mike Prietula
Day / Time:     Tu 6:30pm – 9:15pm
Prerequisite:   BUS 551 or permission of instructor

Every aspect of your life is surrounded by decisions -- those made by you and those made by
others. How do people interpret situations and data as they do? Why do people (and groups)
make mistakes? What role does knowledge play? What about biases? What are decision traps?
How can we avoid them? What should we know about emotion, deception and lying? What do we
know of the psychological and neurological mechanisms underlying economic, risk, social and
ethical decisions? What influences us? Is there a psychology of leadership, innovation &
creativity? What are the myths to be dissolved? What is the psychology of thought? What is the
psychology of trust? What is the psychology of expertise? What is the psychology of technology –
why do we yell at computers?

These are all important questions regardless of whether you're trying to lead a team or a firm, to
determine organizational processes or workflow, or to simply improve your own decision
making capabilities. While numerical models that support decisions can be critical to
management, the nuances of human behavior cannot be ignored in the real-world. To be an
effective leader, it is essential to understand the limits and constraints on reasoning in this
tech-heavy, time-critical world. We will explore how these relate to the Lominger competencies.
Through cases, exercises, readings, and presentations, you will get a toolbox of methods,
mechanisms, and guidelines for you to bring to bear on your daily encounters with the complex,
dynamical and uncertain world of business.
659. Process Analysis and Six Sigma

Instructor:     George Easton
Day / Time:     W 6:30pm – 9:15pm
Prerequisite:   BUS 551 or permission of instructor

Even though Motorola developed Six Sigma nearly 20 years ago, it is becoming more popular
among both manufacturing and service organizations. Companies like GE, Home Depot, Wells
Fargo, Bank of America and Honeywell have explicitly adopted Six Sigma, while a countless
number of companies use the Six Sigma approach without using the Six Sigma name. In fact,
Honeywell's website describes Six Sigma as, "one of the most potent strategies ever developed
to accelerate improvements in processes, products, and services... It achieves this by relentlessly
focusing on eliminating waste and reducing defects and variations."
         In a nutshell, Six Sigma's structured approach links business-level performance to
business processes and uses well-established tools to find and eliminate sources of waste and
variation. Students who take this course will learn how Six Sigma fits into a integrated strategic
approach to process management, how Six Sigma tools can be applied to improve both service
and manufacturing operations, and how to manage Six Sigma projects in organizations. The
course includes an industry-based Six Sigma project, and reflects the educational requirements
for Green Belt certification.


567. Management Communication for Leaders

Instructor:     Molly Epstein
Day / Time:     MW 1:00pm – 2:15pm
Prerequisite:   None

Description pending…


697. Directed Study
Research in fields of special interest or supervised study, covering areas not specifically included
in the curriculum, may be undertaken under the direction of a faculty member and with the
consent of the Associate Dean of the Full-Time MBA Program. Students must apply for
enrollment in Business 697 in the Associate Dean's office prior to registration.

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