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Spring 2007 Full-Time MBA Course Catalog TWO-YEAR MBA CORE COURSES 513. Managerial Accounting and Control 520. Managerial Finance 540. Marketing Management 551. Information Technology and Operations Management 561A, 561B. Goizueta PLUS 634. Strategic Management MBA ELECTIVE COURSES Accounting 514. Financial Statement Analysis 610. Advanced Accounting and Financial Reporting 612. Advanced Financial Accounting 612B. Intermediate Accounting II Finance 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 Marketing 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 Communications 567. Management Communication for Leaders Directed Study 697. Directed Study TWO-YEAR MBA CORE COURSES **All courses carry the prefix of BUS. 513. Managerial Accounting and Control Instructor: Sudipta Basu Bio: 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 Bio: http://www.goizueta.emory.edu/faculty/SundarBharadwaj/index.html 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 project. 551. Information Technology and Operations Management Instructor: Eve Rosenzweig and Ram Chellappa Bio: http://www.goizueta.emory.edu/faculty/EveRosenzweig/index.html http://www.goizueta.emory.edu/faculty/RamnathChellappa/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/KembrelJones/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/PeterRoberts/index.html 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. MBA ELECTIVE COURSES ACCOUNTING 514. Financial Statement Analysis Instructor: Jan Barton Bio: http://www.goizueta.emory.edu/faculty/JanBarton/index.html 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 parties. 610. Advanced Accounting and Financial Reporting Instructor: Jan Barton Bio: http://www.goizueta.emory.edu/faculty/JanBarton/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/MaryAnnSevier/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/GregoryWaymire/index.html 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. FINANCE 503. Global Macroeconomic Perspectives Instructor: Jeff Rosensweig Bio: http://www.goizueta.emory.edu/faculty/JeffreyRosensweig/index.html 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 Bio: 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 Bio: http://www.goizueta.emory.edu/faculty/KrishnamurthySubramanian/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/AmitGoyal/index.html 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 Bio: 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 Bio: http://www.goizueta.emory.edu/faculty/ShehzadMian/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/KlaasBaks/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/NicholasValerio/index.html 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 market. 685. Applied Investment Management II Instructor: Jeff Busse Bio: http://www.goizueta.emory.edu/faculty/JeffreyBusse/index.html 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 feet. 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… ORGANIZATION AND MANAGEMENT 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 class. 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 techniques. 633. Change Management Instructor: Monica Worline Bio: http://www.goizueta.emory.edu/faculty/MonicaWorline/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/PeterTopping/index.html 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 Bio: 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 objectives; 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 will); 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 Bio: http://www.goizueta.emory.edu/faculty/DianaRobertson/index.html Day / Time: TT 10:00am – 11:15am Prerequisite: BUS 531 Objectives: 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 choice. MARKETING 542. Marketing Research Instructor: Sriram Venkataraman Bio: http://www.goizueta.emory.edu/faculty/SriramVenkataraman/index.html 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 problems. 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 Bio: http://www.goizueta.emory.edu/faculty/DimitriKapelianis/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/ReshmaShah/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/SusanHogan/index.html 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 Bio: 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 Bio: http://www.goizueta.emory.edu/faculty/AlbertoSaVinhas/index.html 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. DECISION AND INFORMATION ANALYSIS 651. Strategic Decision Analysis Instructor: Patrick Noonan Bio: http://www.goizueta.emory.edu/faculty/PatrickNoonan/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/SteveWalton/index.html 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 (20%) The Falcons management will be part of grading both the project and participation 654. Managerial Reasoning & Rationality Instructor: Mike Prietula Bio: http://www.goizueta.emory.edu/faculty/MichaelPrietula/index.html 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 Bio: http://www.goizueta.emory.edu/faculty/GeorgeEaston/index.html 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. COMMUNICATIONS 567. Management Communication for Leaders Instructor: Molly Epstein Bio: http://www.goizueta.emory.edu/faculty/MollyEpstein/index.html Day / Time: MW 1:00pm – 2:15pm Prerequisite: None Description pending… DIRECTED STUDY 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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