Early Career MBA: Course Descriptions

Core Courses | Elective Courses
Course schedules are subject to change from year to year. Elective courses in each area of interest are offered every year. However not all elective courses are offered on an annual basis.

COURSE DESCRIPTIONS

Managerial Economics and Finance
GSM 501 - 3 credits

This course brings together economic and financial aspects of shareholder value creation. Economic topics include measurement and analysis of consumer willingness to pay and the nature of producer costs, and the relationship between industry structure and profitability. Financial topics include measurement and analysis of return on invested capital, and the creation and destruction of shareholder value through investing and financing activities. The course includes analysis of business and public cases and offers practical applications of the theoretical concepts and techniques.

Macroeconomics and the Financial System
GSM 504 - 3 credits

This course introduces the national economic and financial system and offers integrated applications to business and public case studies. Economic topics include measurement and analysis of national income and other economic statistics, and the influence of macroeconomic conditions and government policies on businesses and public institutions. Financial topics include the components and functions of the financial system and their contribution to the creation of value, and the identification,assessment, allocation, and mitigation of risk.

Foundations of Quantitative Analysis
GSM 511 - 3 credits

Develops mathematical and statistical frameworks for dealing with problems in subject areas such as accounting, economics and finance. Topics include linear equations, linear programming, matrix algebra, elementary concepts of differential and integral calculus, descriptive statistics, and data analysis. Probability and risk are introduced as they apply to decision-making under uncertain conditions. Uses spreadsheets and statistical software to reinforce course concepts.

Statistical Inference and Model Formulation
GSM 512 - 3 credits

Concerns the generation of useful information from sample data. Incorporates real-world examples from finance, accounting, marketing, production, and human resource management to clarify concepts and issues and demonstrate their value to decision making. Sampling and sampling distributions; hypothesis testing and confidence interval estimation; simple and multiple regression analysis; parametric analysis of regression models. A team project using real data to analyze a significant management problem is a course requirement. Prerequisite: 511

Accounting for Managers
GSM 534 - 3 credits

Reviews the principal financial statements of business, not-for-profit and public entities. Uses a conceptual framework of opportunity cost and organization theory. Explores important issues of management control in business, public, and not-for-profit organizations. Topics include cost behavior, cost-volume-profit analysis, capital investment, cost allocations, standard costing, and target costing. Course format includes discussion, lecture, and assignments. Includes spreadsheet applications.

Managing Processes and Systems
GSM 535 - 3 credits

This course develops skills to ensure an organization's business processes support the competitive position of the firm. In the course a broad set of service and manufacturing processes are analyzed for strategic alignment and for performance, and levers for management control are presented. Process improvement initiatives are studied with a focus on modern process enabling technology and information systems implementation. The interaction between information systems and ethical, policy and social issues is also considered.

Managing Organizations
GSM 540 (fall semester) 3 - credits GSM 541 (spring semester) 3 - credits Includes PaCE Service Learning Project

A two-semester course sequence that focuses on the relationships within an organization's internal environment of people and processes. Course topics include managing individual differences, workforce diversity, negotiation, small group dynamics, decision-making, organization structure and design, goals, job design and staffing, motivation, performance, ethics and social responsibility, power and authority, conflicts and dispute resolution, leadership, organizational change and effectiveness, compensation, education and development, collective bargaining, and labor relations. Students learn to manage a workforce, structure an organization, negotiate for the resources needed to fulfill their responsibilities, facilitate change and respond to change. Students examine the ethcis of organizations in the community, and anlayze ethical decision-making and systems for managing ethics.

The course sequence is project-based and includes the innovative PaCE Service Learning/Consulting project.

Marketing: Creating Satisfied Customers
GSM 550 3 - credits
Includes PaCE Service Learning Project

Focuses on the relationships between organizations and their environments. In GSM 550 students learn to identify and provide value to customers and clients. Course topics include consumer and organizational markets, buyer behavior, strategic planning, marketing information systems, competition, industry structure and analysis, differentiation and positioning, product and service development, channels and logistics, marketing communications, pricing concepts and strategies, managing life cycles, strategy, strategic alliances, exporting, importing, and global marketing strategy.

Managing Globally
GSM 551 3 - credits
Includes PaCE Service Learning Project

Students examine the relationship between organizations and their international environment through globalization, trade and foreign investment strategies, strategic alliances, risk assessment, and conflicting cultures. Students learn about the ethical, governmental, and international dimensions of management. Students explore the interactions among government, public policy, and businees, including antitrust law, consumer protection, and environmental action.

Integrated Professional Development and Strategy
GSM 598 (fall semester) 3 credits and GSM 599 (spring semester) 3 credits

Includes your first course in strategy, and a variety of training and experiential activities designed to acquire skills used in courses and professional management careers, but not specifically taught in management courses. These skills will make you a stronger communicator, a more effective manager and an even more attractive candidate for employers. Topics and experiences include career self assessment, effective learning skills, effective presentations, industry, company and job analysis, informational interviews, internship planning, interviewing, leadership, Microsoft® excel certification, networking, oral communication, PaCE Business Plan, participatory learning, integrated knowledge exercises, project and time management, resume writing, teamwork and written communication.

ELECTIVE COURSES

Public Policy Studies
GSM 601 - 3 credits

Studies the process of policy formation and the tools and methods used to conduct policy analysis. The course examines a variety of policy areas of current interest (such as poverty, health, energy, the environment, urban affairs). Students prepare position papers, diagnosing policy problems and evaluating alternative solutions in terms of their political, economic, legal, and administrative feasibility. This course is cross-listed with the College of Law. Prerequisite: 501

Management Information Systems
GSM 602 - 3 credits

Examines corporate information systems management. Topics include information technology and strategy, information technology and organization, managing information assets, and global issues. Laboratory work includes the assessment and evaluation of an information system, and uses the concepts and techniques required of a systems or management analyst. A team approach in the development and presentation of designs is encouraged. Prerequisite: 535

Seminar in Benefit-Cost Analysis
GSM 603 - 3 credits

Examines public cost-benefit analysis. Uses elementary capital budgeting, discounting, market analysis, and project costing to evaluate alternate public policies, and builds skills to communicate quantitative analysis clearly and persuasively to a lay audience. Topics include valuation of benefits and costs, including gains and losses to different groups, and the politics of cost-benefit analysis. Public policies examined include operating investments, physical investment and the environment, investments in human capital, intergovernmental grants, tax expenditures and social regulation. Prerequisite: 501, 512

Forensic Examinations
GSM 604 - 3 Credits

Focusing on forensic accounting investigations, the course begins with an introduction to fraud and its large impact on the U.S. Economy, and continues with fraud prevention and fraud detection. Elements of fraud investigation are covered, including theft, concealment, and interviewing. Then the various types of fraud are examined, including financial statement fraud, divorce and bankruptcy fraud, and e-business fraud. Course uses lectures, cases, and video interviews with perpetrators. A maximum of six credits from courses numbered GSM 653 may be applied toward elective credits. Prerequisite: GSM 534 or knowledge of financial statements, or instructor's permission.

Financial Reporting
GSM 605 - 3 credits

Examines selected intermediate and advanced financial accounting topics, including current activities of the FASB and SEC. Emphasizes understanding and using financial statements. Uses case and text materials. Prerequisite: 504, 534

Financial Auditing
GSM 607 - 3 credits

Reviews auditing concepts and procedures including independence, evidence, ethics, internal control, reporting and auditor's liability. Format includes short auditing cases drawn from current practice and historically important audit cases. Prerequisite: 504, 534

Advanced Capital Management
GSM 608 - 3 credits

Extends the material of the introductory course in finance (GSM 504) by examining the theory and empirical evidence underlying decision rules for areas of capital structure, dividend policy, cost of capital and capital budgeting. Prerequisite: 501, 504

Managerial Accounting
GSM 610 - 3 credits

Develops concepts and techniques necessary for measuring and reporting results of economic activity to support managerial decisions. Develops ability to determine economic performance criteria in light of short and long-term management objectives. An intermediate course. Prerequisite: 534

Managing Organizational Change
GSM 611 - 3 credits

Examines concepts and practices of planned organizational change and development. Course topics include methods and strategies for change, change recipients, entry processes, organizational diagnosis, intervention approaches, assessment of change and follow-up. Emphasizes the role of managers and their agents in designing, initiating and carrying out organizational changes. Prerequisite: 540, 541

Advanced Statistical Methods
GSM 612 - 3 credits

Focuses on solving practical managerial problems and using statistical software as a problem-solving tool. Topics include sampling, non parametric methods, analysis of variance, contingency table analysis and recent developments in statistics including exploratory data analysis and resampling methods. Prerequisites: 511, 512

Collective Bargaining and Labor Relations
GSM 613 - 3 credits

Informs and instructs students about U.S. labor-management relations -- the law, the process of collective bargaining and the art of negotiation. Emphasis will be placed on current private sector U.S. labor laws, National Labor Relations Board and Supreme Court decisions. Federal and State sectors are covered with particular attention to Oregon and its unionized work force. The theory of collective bargaining, negotiation tactics, strategies and issues, and the identification and analysis of environmental factors which affect the quality and content of labor-management relations in the U.S. are also examined.

Income Taxation
GSM 614 - 3 credits

Presents income taxation concepts, tax problems, use of tax research materials and analysis of various effects of income taxation.

Compensation Design and Management
GSM 615 - 3 credits

Introduces the "art" of managing compensation including internal consistency, external competitiveness, employee contributions, employee benefits, government role and compliance, and managing a compensation system. Course includes a comprehensive semester long case establishing a compensation system for a health care organization. Prerequisite: 540, 541

Business and Economic Forecasting
GSM 616 - 3 credits

Covers qualitative and quantitative forecasting techniques with emphasis on statistical modeling and interpretation of numerical data. Topics include multiple regression, exponential smoothing, decomposition methods, and Box-Jenkins analysis. Examples and case work are based on business and economic data at both the firm and macro-economic levels. Prerequisite: 511, 512

Strategic Applications of Quantitative and Information Tools
GSM 617

The course draws from the topics of forecasting, database management systems, data mining, management science, enterprise resource planning, decision support systems, statistical modeling, web-based application development, linear programming and optimization to develop integrated solutions to strategic management problems. Students work in groups and as a class to design and assemble prototype systems. Students work in groups, design and assemble prototype systems, and use a variety of software tools for optimization, statistic modeling, and database management. Prerequisite: Core and one or more of the following 602, 612, 616, 619, 647, 660

Global Human Resource Management
GSM 618 - 3 credits

Reviews the impact of globalization on HR practice and focuses on the six knowledge and task domains of HR practitioners working at the international or global level: global HR strategic management; global organizational effectiveness and employee development; global staffing; global compensation and benefits; international assignment management; and employee relations and international regulations.

Management Science
GSM 619 - 3 credits

Investigates the use of analytical models to help frame and solve managerial problems; involves extensive use of spreadsheet and specialized modeling software. Decision theory; game theory; queuing theory; mathematical programming; risk analysis; Monte Carlo simulation of service delivery and production processes. Prerequisite: Core

Cost Management: A Strategic Approach
GSM 620 - 3 Credits

This course covers in depth, the process of identifying, measuring, analyzing, interpreting, and communicating internal information in pursuit of the organization's goals. Costs were introduced as a primary building block in Management Controls. This course takes students beyond the simple context to a far more strategic level where cost information is explicitly directed
at strategic management.

Explores how to match cost systems with activities and resource flows; how to apply appropriate cost allocation techniques to a variety of costing problems; how to develop strategies for managing costs;
the role of cost data in pricing and other strategic decisions.

Covers relatively new concepts such as value chain analysis, total quality management (TQM), Activity-Based Costing (ABC), target costing, and life-cycle costing.

Structured Process Improvement
GSM 621 - 3 Credits

A high-performing organization is one that understands how to improve. Continuous improvement is customer satisfation and profitability is accelerated by applying the philosophies and methodologies of structured process improvement. This course will focus on the particular form of structured process improvement known in the business community as "Six Sigma." In recent years many of U.S. industry's most well-known companies, such as General Electric, Honeywell, and Motorola, have implemented company-wide Six Sigma initiatives that have returned significant financial benefits to the companies. Rising mangers in any field of endeavor need to be aware of and skilled in the basic elements of this methodology. As such, a central element of the course will be the completion of a process improvement project by teams of students in an actual client organization.

Statistical Quality Control
GSM 622 - 3 credits

Statistical tools for monitoring and improving quality are central to the origin and continuing development of the quality concept. The course opens with a brief overview of the philosophical underpinnings of quality management and the statistical principles that underlie statistical process control. Much of the course is dedicated to assessment of process capability and the design and implementation of control charts, covering a wide range of charting variations -- Shewart, cumulative sum, and exponentially-weighted charts both for variables and attributes. We also study the role of planned experiments in statistical process improvement, basic experimental design as well the design and analysis of factorial experiments. Class participants will gain experience using a variety of computational tools for statistical quality work, including Microsoft Excel and general-purpose statistical packages. Course grades will be based upon two examinations and several class projects. Prerequisites: Quantitative Core; 511 & 512

Strategic Finance
GSM 623 - 3 credits

Designed for students who are interested in learning how financial ideas can help advance the strategic goals of organizations. Topics include: strategy, value-based management, risk, and strategic games. Lectures are augmented with case discussions and computer models. Prerequisites: 501, 504, and Microsoft Excel Certification PCR

Financial Intermediation and Monetary Theory
GSM 624 - 3 credits

Examines the theory and application of the role of money, credit and financial intermediation in influencing economic activity. Deals with the economics of financial intermediation, regulation of intermediation, conduct of monetary policy and the effectiveness of monetary policy in stabilizing economic activity. Prerequisites: 501, 504

Security Analysis and Portfolio Selection
GSM 625 - 3 credits

This course focuses on modern investment management and involves an experiential investment project. Students learn concepts and methods that include economic and geopolitical analysis, fundamental analysis of stocks, asset allocation and risk budgeting, active portfolio management, valuation, and basic hedging. Students then apply those techniques to prepare an “Investment Policy Statement and Plan” for a Student Investment Fund that makes real investments. Prerequisites: Core and Excel Certification

Administrative Law and Procedure
LAW 225
LAW 255

Please contact the College of Law for details.

Financial Management
GSM 627 - 3 credits

Applies financial management theory to a wide assortment of decisions including working capital management, capital structure, dividend policy and capital budgeting. A case course where students are presented with general situations requiring problem identification and solution. Prerequisite: 501, 504

New Enterprise Development
GSM 628 - 3 credits

The course focuses on the concepts, skills, know-how, information, attitudes, and alternatives that are relevant for startup and early-stage entrepreneurs and entrepreneurial managers. Introduces the concept of the business plan and examines how it is used to significantly enhance the odds of business success. Fulfills integrated course requirement. Prerequisite: Core

Employment Regulation
GSM 629 - 3 credits

Addresses the pertinent areas of employment legislation by examining equal employment opportunity, general employment and labor relations guidelines, regulations, interpretations, statutes and court decisions. Federal laws and court decisions receive major focus. Oregon employment legislation and court decisions are also included. Course activities include moot court cases.

Entrepreneurship and Small Business
GSM 630 - 3 credits

Affords participants a "hands-on" opportunity to assist a new or emerging small business in the role of a consultant. Teams of two students work closely with a small business owner and formulate an overall plan for improving business performance, portions of which are then implemented. Fulfills integrated course requirement. Prerequisite: Core and 628

Non-Profit Marketing Strategy
GSM 631 - 3 credits

Identifies and examines processes for assessing, establishing and maintaining value-creating relationships among suppliers, providers and consumers of nonprofit organizations. Places particular emphasis on building productive exchange relationships with donors and clients. Fulfills integrated course requirement. Prerequisite: Core

Public Financial Management
GSM 632 - 3 credits

Builds on core financial management skills to provide basic tools of financial and budget analysis needed for careers in public management and consulting, or for service as an elected or appointed official or voluntary board member. The course includes the study of financial theory which is concerned with the sources and uses of funds (taxing, borrowing, the cost of capital, and cash budgeting) and budgeting (budget process, operational budgeting and capital budgeting). Prerequisite: 501, 534

Organization Design
GSM 634 - 3 credits

Examines the processes by which managers design (organize, reorganize) their organizations. Topics include factors that constrain design options, organizational properties that are amenable to being changed and likely outcomes of different design decisions. Emphasizes the managerial exercise of design options; implications for managerial performance are drawn. Fulfills integrated course requirement. Prerequisite: 540, 541

Operations Management
GSM 635 - 3 credits

Broadly speaking, Operations Management concerns the processes by which work and resources are directed toward the achievement of strategic objectives. It thus requires a fundamental understanding of organizational strategy, processes, and resources. In addition to an overview of competitive strategy, specific topics include: process modeling and improvement, product and service design, capacity planning and analysis, work scheduling, and inventory management. Topical coverage is intended to provide "equal time" to production and service operations, the latter including those in government and non-for-profits. Coverage will also attempt to balance theory and applications, with an emphasis on "best practices". In addition to readings, homework problems and a midterm exam, students will be responsible for an operational analysis of a local business or governmental agency.

HR Generalist
GSM 636 - 3 credits

The course integrates critical new HR competencies, personnel skills and the application of business and policy knowledge along three HR processes: (1) acquiring and developing talent; (2) managing the employment relationship; and (3) strategic HRM.
This course prepares you to assume an HR generalist role in an organizational setting by developing your proficiency in the basic body of HR knowledge. The course is bundled with a practical action-based learning component, acquired through either a summer internship or value-added HR project.
Prerequisite: 540, 541

Multinational Strategies
GSM 638 - 3 Credits

Companies today face complex choices of market environments in which to operate, modes of entering and serving those markets and ways of adding value locally and exploiting synergies globally. This course deals with the international economic and political dimensions of strategy and the relationship between enterprises and the diverse regulatory institutions they face. While it focuses on multinationals it also explores the international dimensions which must concern most domestic enterprises. The course covers a string of practical strategic decisions that a multinational must make and challenges it must respond to. The course starts with analysis of the contemporary global business environment and the special place of the multinationals within it. It explores the conditions that facilitate or restrict the growth of the multinational and its ability to cope with challenges or create and exploit opportunities. It examines the nature of international competition and the nature of international expansion of the firm. It examines the particular risks that the multinational faces. It develops a framework for global strategic analysis to determine what to produce, where and how. In particular, it focuses on the assessment of alternative locations (including regional and national "competitiveness" and political risk analyses), choice of timing and modes of entry (e.g. greenfield, acquisitions, joint ventures, alliances), implementation and evaluation. In addition to examining overall corporate strategy, the course explores the implications of internationalization to the development of strategies in a variety of functional areas such as finance and marketing. The course is highly interactive. Students will participate in case analyses, class discussions, and debates. They also will be expected to conduct applied research and present it. The major objective of the course is to provide a foundation for designing and analyzing strategies and taking effective action in the globalizing business environment.

Industry Analysis
GSM 641

Value chain analysis from raw material to end user. The bulk of the grade based on detailed industry project (industry of your choice). Will cover all aspects of industry dynamic: Hyper Competition, Radical Innovation, Complimentary Products, and Vertical Integration.

Who makes the money? Who has the power? What are the trends? What will win next?
Prerequisite: Core

Sales Force Management
GSM 643 - 3 credits

Explores the importance of a well-managed sales force to the organization's viability and the applicability of various strategies, including structure, incentive, compensation, hiring, training, evaluation and forecast modeling, to the achievement of goals. All functional areas are impacted by the sales force's success in generating cost-effective revenues and long-term customer relationships. Thus, every professional benefits from a firm grasp of its management objectives and issues. Valuable for students whose success will be enhanced by understanding the sales force as a key internal customer as well as for those evaluating sales force management as a career choice. The course helps students to identify behavioral and analytical bases for successful sales force management and to become a knowledgeable user of both sales data and sales force input to the firm's business and marketing processes. Prerequisite: Core.

Enterprise Architecture Management
GSM 644 - 3 credits

This course builds managerial skills in applied decision support through the application of theory to designing and implementing decision support systems. Students will utilize theories of relational database design to create and enhance database systems that support effective operations. The class will then apply decision support systems theory to build and implement management support applications that link analysis tools to data sources in an integrated framework. Students will then build and implement a decision support application in a real organization. Prerequisite: 535 or Permission of Instructor

Advanced Management Controls
GSM 645 - 3 credits

A capstone course which uses a variety of cases from public, not-for- profit and business sectors. Explores organizational strategy, mission formulation, aligning strategy with administrative structure, and aligning administrative structure with responsibility and control structures. Attention is given to revenue and expense centers, profit centers, investment centers, projects, products, teams, inventory and overhead management, pricing, process reengineering, staffing, design of compensation schemes, and analysis of performance reports. Fulfills integrated course requirement. Prerequisite: Core

Operations Management
GSM 646 - 3 credits

This course provides an in-depth study of service operations management. The course will begin with an overview of services and service industries, followed by a study of modern strategies for service process design culminating with a focus on the management of service operations. Throughout the course strong emphasis will be placed on the role of technology in enhancing service process performance. Students will engage in a consulting project in which a service process in a real organization is designed or redesigned and a plan for implementing the new process is proposed. No Prerequisite

Database Management
GSM 647 - 3 credits

Designed for students interested in the effective analysis and management of information. Focuses on database use, design and implementation, and modern trends in database management systems. Discusses the "whys" and "hows" of using databases, how to obtain the information needed from the database system, how modern databases are designed and implemented in organizations, and trends in data management including data warehouses and issues relating data and electronic commerce. The course has a large hands-on component and MS Access is utilized throughout the course. Students will implement their own databases and manage systems. Prerequisite: 535

Training and Development
GSM 648 - 3 credits

In knowledge-based enterprises competency management and human capital development are essential components of the firm's success and competitiveness. This course focuses on issues of training and development, as well as guidelines and techniques managers can utilize to enhance employee effectiveness. Course emphasizes the instructional design process. Learning outcomes include the development of a training program from design through implementation and evaluation. Prerequisite: 511, 512

Project Management
GSM 649 - 3 credits

This course covers the fundamentals of project management including all facets of the project lifecycle: project selection, initiation, financing, personnel selection and teaming, budgeting, scheduling, controlling, monitoring, termination and auditing. Case studies of real organizations focus on the specific issues associated with new product, reengineering and technology implementation projects and with project specifics including culture, conflict, risk and change management. Students will participate in a team based project simulation activity and learn how to apply modern project management software.
Prerequisite:535 or Permission of Instructor

E-Commerce and E-Government: Strategy and Implementation
GSM 651 - 3 credits

This course will provide an in-depth introduction to electronic initiatives in both commercial and non-commercial organizations. The student will obtain an understanding of the Internet based technologies and will participate in a dynamic website development project. Strategies and challenges for modern organizations implementing electronic initiatives will be presented through case studies. Students will then be responsible for developing their own electronic initiative vision and implementation strategy in a real organization. Processes and concepts supporting electronic commerce including payment systems, security, ethics and privacy will also be covered. Prerequisite: 535 or Permission of Instructor

Seminar: Topics in Management
GSM 653 - 1-3 credits

Topics vary and deal with special administrative interests of current importance. Topics may include public relations, collective bargaining, hospital administration, consulting and other issues depending on student interest. May be repeated for different topics up to a maximum of 6 credits. Prerequisite: Core

International Management
GSM 656 - 3 credits

Case-based course centered on understanding management challenges of globalization of the world economy. Focuses on strategy development and implementation in large companies with trade, investment and licensing interests stretching from NAFTA to around the world. Emphasis on Latin America and cross-cultural management problems. Fulfills integrated course requirement. Prerequisite: Core

International Finance
GSM 658 - 3 credits

Examines fixed and floating exchange rates and monetary unions. Develops: 1) an understanding of the strategic and tactical foreign exchange exposure of exporters, importers and international corporations; and 2) techniques for hedging foreign exchange exposure with financial derivatives. Course involves intensive computer gaming of international economic scenarios, including international trade and international financial flows. Prerequisite: 501, 504 and Microsoft Excel Certification PCR

Research for Marketing Decisions
GSM 660 - 3 credits

Designed to help students become wise "consumers" or users of marketing research. Defines marketing research as a set of techniques and principles for systematically collecting, recording, analyzing, and interpreting data that can aid decision makers who are involved in the marketing of goods, services, and ideas. Emphasizes techniques that provide information which reduces uncertainty in the decision making process and shifts the basis for decision making from intuitive information gathering to systematic and objective investigation. Prerequisite: Core

Marketing Strategy
GSM 661 - 3 credits

Explores issues of strategic marketing and the formulation of marketing strategy. Key issues include new product introduction, managing an existing new product, using current strengths to enter new businesses/markets, and how organizational systems and processes relate to strategy formulation and implementation. The course involves case studies and a computer simulation called Markstrat. Students are expected to learn how to present persuasive oral and written reports. The course emphasizes learning-by-doing, and involves a substantial amount of work in teams. Prerequisite: 550, 551

Integrated Marketing Communications
GSM 662 - 3 credits

Explores the role of communications in marketing management and the strategic integration of promotional tools, including public relations, advertising, sales promotion, personal selling, database and online marketing. Critically evaluates trends and the impact of marketing communications on individuals and on society as a whole. Through cases and projects, students will apply generic IMC concepts in various social and organizational contexts - commercial, non-profit, domestic, and international.
Prerequisite: Core

This course is a continuation of GSM- 625 “Security Analysis and Portfolio Selection.” Students learn additional concepts and methods, including short selling, technical analysis, financial derivatives and advanced hedging techniques, fixed income investing, international diversification, and performance measurement. In parallel, students execute the “Investment Policy Statement and Plan,” manage the portfolio of the Student Investment Fund, and prepare a “Performance Report.” Prerequisite: Security Analysis and Portfolio Selection

Not-For-Profit Management
GSM 665 - 3 credits

Examines the formation, financing, management and leadership of not-for-profit organizations. Provides practical leadership and management training. Readings, in-class exercises, and case studies provide in-depth understanding of the most significant issues affecting not-for-profit organizations. Includes a major class project involving a nonprofit organization. Fulfills integrated course requirement. Prerequisite: Core

Data Mining Applications for the Marketing of Information Based Products
GSM 666 - 3 credits

Recent advances in information technology have resulted in a whole new class of products that allows the producer of these products to gather data about the actual behavior of their customers and prospective customers during the purchase process. This data can be extremely useful in helping companies segment their markets and develop information based marketing strategies. This class explores a number of analytical tools to mine the data and develop behavior based marketing strategies. Specifically, the class explores how this data and these tools differ from traditional market research tools. Analytical tools discussed include: neural networks, association rules, decision trees and cluster analysis. Prerequisite: 550, 551, 660

New Product Planning
GSM 667 - 3 credits

This course in product planning acquaints managers with the key issues in product, and brand management at various stages in the product lifecycle.Pedagogical tools used to teach the course include lectures and case studies (written and computer driven). Student performance will be assessed on in-class participation, exams, case analyses, and a cumulative course project in which a student team will assess the viability of a potential new product initiative from a client. Prerequisite: 550,551

Leadership
GSM 668 - 3 credits

Analyzes current leadership theories and leadership roles in practical everyday situations (teams, meetings, change, etc.).
Prerequisite: Core

Value Chain Management
GSM 669 - 3 credits

There are three business terms that are used relatively interchangeably: logistics, supply chain management, and value chain management. However, they are very different things. Logistics is the work required to move inventory throughout the supply chain in the most efficient and cost effective manner. As such, logistics focuses on reducing the costs of moving physical inventories and the components of physical inventory as they make their way to the ultimate end-user. As such, logistics focuses a great deal on the costs of transportation and warehousing of physical inventories. Supply Chain Management focuses on the management of the relationships between firms in order to facilitate the movement of inventory and the components of inventory. As such the focus is still on the reduction of costs, but it focuses more on how to facilitate information flows to reduce costs of physical inventories and the processes associated order processing, inventory management, and forecasting end demand. Value Chain Management focuses on managing logistics and the supply chain to support a firm's strategic position in order to both reduce costs and enhance revenues.

In this course we will explore how logistics and supply chain concepts are used to support a firm's strategic position. The course will consist of lectures (by both the instructor and practitioners), simulations to illustrate important concepts, and case study discussions and exams designed to evaluate the understanding of students in the class. Class participation (not just attendance) will be expected and will be a significant component of the class. A maximum of six credits from courses numbered GSM 653 may be applied toward elective credits.

Management and Operations Review
GSM 670 - 3 credits

Focuses on developing skills and techniques to objectively diagnose, evaluate and improve organizational performance. Readings, case studies and a team project teach students to diagnose organizational weaknesses and recommend how managers can better use their resources to achieve the organization's intended goals. Skills and techniques learned in the course are equally applicable to public and private sector organizations. Prerequisite: Core

Marketing and Public Policy
GSM 679a - 3 credits

The U. S. Legal and regulatory system has a pervasive impact on marketing activities. This course surveys, evaluates, and discusses the legal and regulatory environment relevant to product, pricing, promotion, and distribution decision-making. Emphasis will be given to developing a working knowledge of the risks and opportunities which inhere in our legal and regulatory system's impact on marketing activities. Class size limited to 20. Prerequisite: Core or 2nd/3rd year standing at Willamette University's College of Law

Strategic Finance
GSM 680 - 3 credits

This course is intended for students with a strong interest in learning and applying advanced strategic models in corporate finance and investments. Topics include optimal capital and risk policies, conflicts of interest among corporate investors, strategic asset allocation, global investing, valuing and hedging interest rate products, and risk management for financial crises. Lectures are designed to expose students to recent research articles and chapters from advanced monographs, with a focus on practical applications of the theory. Prerequisite: Core and Excel Certification

New Ventures to Market (PaCE II)
GSM 681 (fall semester) 3 - credits GSM 681 (spring semester) 3 - credits

Ready FIRE Aim. This is an entirely hands on course facilitating the creation of the participants' venture opportunities. Primary efforts are to get your new venture up and running. Secondary efforts are to use learning opportunities from that work with real market participants to refine your business model and further master the details of your opportunity. We are not shopping for opportunities, we are executing opportunities.

Corporate Finance
GSM 683 - 3 credits

The course involves analysis of corporate mergers, acquisitions, and takeovers, in addition to a broad array of topics including strategic alliances, financial re-capitalization, Leveraged buyouts, Management buyouts, Going private, Going public, and ESOPs. The course aims at achieving learning outcome for the students in terms of their developing ability to plan, evaluate, and execute corporate restructuring activities using financial modeling and quantitative techniques. The course integrates the corporate governance and agency dimensions, financial and strategic management aspects, and legal and accounting considerations into a unified framework for investigating issues such as, pre-merger planning, fact-finding, accounting and tax implications, antitrust problems, post-merger integration, and short-term and long- term shareholder wealth consequences.

Negotiation
GSM 686 - 3 credits

Provides experience negotiating: planning, evaluating and employing alternative strategies and tactics, and managing the process. Examines problems of competition and cooperation by using analytical frameworks such as theories of games, bargaining and coalitions. Class size limited to 32.

Recent Trends in Corporate Finance
GSM 687 - 3 credits

The course is aimed at providing an overview of the venture capital industry and an understanding of the workings of venture capital organizations, entrepreneurial ventures and their interaction. From the perspective of private equity organizations, the course considers topics like organizing a venture capital partnership and raising capital; structuring deal flow; evaluating investment opportunities; pricing, structuring and negotiating investments; monitoring performance and governance systems of ventures financed; exit strategies; and portfolio management. From the perspective of entrepreneurial ventures seeking private funding, the course adopts Entrepreneurial Finance framework wherein the focus is on entrepreneurial challenge to plan, execute, and evaluate financial implications of a business model. The main emphasis would be on the project valuation, capital budgeting, and capital raising issues with an aim to arrive at optimal strategy for "where and how" to raise the initial capital and thereafter manage the relationship with private equity investors.

Workshop on Conflict Management
GSM 688 - 3 credits

Applies skills in diagnosing and managing conflict and organizational design to assist a business or public agency. Students analyze conflicts recurring within the organization or between it and one or more of its suppliers, constituencies or clients, and recommend procedures for managing the conflict. Prerequisite: Core

Advanced Management Capability in Government
GSM 689 - 3 credits

Develops competencies in planning, negotiating and implementing programs by mobilizing staff and effectively using administrative processes. Covers topics such as continuous improvement, ethics, budgeting, program evaluation and related leadership skills. Emphasizes building trust with stakeholders and customers. Utilizes real situations and experiences. Applicable to management in public, nonprofit, and publicly-oriented business organizations. Fulfills integrated course requirement. Prerequisite: Core

Foreign Language Study
GSM 690 - 3 credits

Provides advanced language training through the University's foreign language courses numbered 33l, 332, or higher. Graded Pass/Fail. An Atkinson grade of "pass" requires a grade of "B" or better in the class. The instructor has the right to assess and confirm the capacity of the student to take the course, and may require MBA students to complete additional coursework not required of undergraduates. A maximum of six credits of GSM 690 may be applied toward elective credits, but the total number of Pass/Fail credits must be within the Atkinson School academic regulations governing Pass/Fail courses.

Corporate Mergers, Acquisitions and Restructurings
GSM 693 - 3 credits

The course involves analysis of corporate mergers, acquisitions, and takeovers, in addition to a broad array of topics including strategic alliances, financial re-capitalization, Leveraged buyouts, Management buyouts, Going private, Going public, and ESOPs. The course aims at achieving learning outcome for the students in terms of their developing ability to plan, evaluate, and execute corporate restructuring activities using financial modeling and quantitative techniques. The course integrates the corporate governance and agency dimensions, financial and strategic management aspects, and legal and accounting considerations into a unified framework for investigating issues such as, pre-merger planning, fact-finding, accounting and tax implications, antitrust problems, post-merger integration, and short-term and long- term shareholder wealth consequences.

Public Relations and Crisis Communications
GSM 695 - 3 credits

Organizational managers increasingly are called upon to manage sensitive and controversial public issues that impact their businesses, public service delivery or non-profit activities. Effective communications are essential to successful issues management and their integration into overall organizational strategic action. This course will cover best practices in the communications field including use of solid research, crafting key messages, targeting audiences, shaping communications vehicles to reach target audiences, executing communications plans, responding to crises and measuring for results. Actual cases will be used to illustrate communications tools and techniques. The course also will cover the role of communications in legislative and political involvement and in the emerging trend of cross-discipline professional teams.

A maximum of six credits from courses numbered GSM 653 may be applied toward elective credits.

Managing Across Borders and Cultures
GSM 696 - 3 credits

This course examines organizational and individual behaviors, structures and management practices in multinationals and in business situations involving cross cultural interactions. The objective of the course is to equip students with both analytical and practical skills to help them manage effectively in multinational firms.

The initial focus is on the management of cultural differences. This challenge is not unique to multinationals as many domestic firms also face multicultural environments (e.g. ethnically diverse employees and/or customers).

We cover a variety of theories that relate culture to behavior in general and management in particular. We develop an analytical framework that facilitates adaptation of managerial practices and organizational structures to cultural differences. We focus on the practical application of the framework to shaping individual and organizational behaviors. We pay special attention to the following areas: human resource management practices, negotiation processes, and communications. Through simulations and exercises students will develop their skills of communicating and managing in diverse cultural environments and in cross cultural situations. We also explore the relationships between national (ethnic) and corporate cultures.

The second part of the course focuses on the organizational challenges of companies whose activities stretch across national borders. We explore how enterprises can organize not only to deal with problems that arise because of socio-cultural differences in national environments but also to use such differences to create value.

In particular we deal in this part of the course with the development of structures and practices to enhance coordination and control of international operations and building cross border collaborative relationships. In this section of the course we use case studies to explore the practical implications of the organizational challenges that multinational companies face and the solutions that they adopt to meet these challenges.

Foreign Study - Bordeaux Business School Exchange Program
GSM 740 - 15 credits

MBA study at Bordeaux Business School in Bordeaux, France. Courses are taught in English. MBA students must apply to and be selected by the Atkinson School International Exchange Program Committee to participate in an exchange program. The exchange program occurs during the fall semester of the second year of MBA study. The application and selection process takes place during spring semester of the first year of MBA study.

GSM 740 is graded Pass/Fail for MBA students. Passing grades received from the exchange university will be recorded as "Pass" on the Atkinson School transcript for MBA students. JD/MBA students will receive grades as assigned by the exchange university. A maximum of 15 credits of exchange course work may be applied to elective credits. The total number of credits from Pass/Fail courses, internship, independent study, research, foreign language study, waived credits and transfer credits must not exceed 24 credits. Prerequisite: 30 credits of core course work, application and selection by the Atkinson School International Exchange Program Committee.

Foreign Study - Copenhagen Business School Exchange Program
GSM 741 - 15 credits

MBA study at Copenhagen Business School in Copenhagen, Demark. Courses are taught in English. MBA students must apply to and be selected by the Atkinson School International Exchange Program Committee to participate in an exchange program. The exchange program occurs during the fall semester of the second year of MBA study. The application and selection process takes place during spring semester of the first year of MBA study.

GSM 741 is graded Pass/Fail for MBA students. Passing grades received from the exchange university will be recorded as "Pass" on the Atkinson School transcript for MBA students. JD/MBA students will receive grades as assigned by the exchange university. A maximum of 15 credits of exchange course work may be applied to elective credits. The total number of credits from Pass/Fail courses, internship, independent study, research, foreign language study, waived credits and transfer credits must not exceed 24 credit. Prerequisite: 30 credits of core course work, application and selection by the Atkinson School International Exchange Program Committee.

Internships for Management
GSM 750 - 1-3 credits

This course provides students the opportunity to undertake professional level employment that leverages their first year A.G.S.M. studies and supports their career objectives while earning credits (1, 2 or 3) toward their degree. Upon successful completion of the course, students will have applied first year studies to the conduct of their internship and, specifically, to the production of professional level deliverables appropriate to their position and to their workgroup's function. Students will understand the importance of a position plan to their role in an organization. They will acquire experience in collaborating with a direct supervisor or manager and will have had the opportunity to strengthen their professional skills in the areas of goal-setting, time management, communication, teamwork, managing up and utilization of feedback. in addition, students will strengthen their ability to observe and productively critique the functioning of workgroups and thus increase their effectiveness within any future workgroup of which they are a part. Submissions to the course instructor will include: a.) a well-conceived position plan, approved by one's direct manager, reflecting the objective of the internship position and the strategies and tactics designed to achieve it, b.) bi-weekly updates documenting progress against the plan, c.) demonstration of substantive, meaningful professional-level deliverables produced in the course of executing the plan, d.) a summary written paper, and, e.) a one-on-one de-brief with the instructor following completion of the internship. For locally employed interns, the course instructor and A.G.S.M.'s Career Services Director will plan informal meetings with interns and their direct managers on the internship site. Important note to international students: strict rules apply to non-U.S. citizens' ability to undertake a student internship in the U.S. Please see the GSM-750 course syllabus for a summary of considerations and W.U.'s Office of International Education for complete details.

Research
GSM 751 - 1-3 credits

Student develops research proposal, carries out proposed research, analyzes data and prepares a comprehensive research report under the supervision of a faculty member. Research outcomes should make a contribution to management, the discipline and/or career preparation. Specifics of the project, including credits earned, are determined by the student and professor. Course is graded Pass/Fail. A maximum of six credits from the group of courses GSM 750, 751, and 752 may be applied toward elective credits, and the total number of Pass/Fail credits must be within the Atkinson School academic regulations governing Pass/Fail courses. Registration requires completion of "GSM 751 - Research Registration Form." Prerequisite: 24 credits of core courses, 3.0 cumulative GPA and consent of professor.

Independent Study
GSM 752 - 1-3 credits

Student studies a topic, not available in regular course offerings, under the supervision of a faculty member. Typically includes reading the relevant literature and completing an evaluative project such as a written exam or paper. Specifics of the project, including credits earned, are determined by the student and professor. Course is graded Pass/Fail. A maximum of six credits from the group of courses GSM 750, 751, and 752 may be applied toward elective credits, and the total number of Pass/Fail credits must be within the Atkinson School academic regulations governing Pass/Fail courses. Registration requires completion of "GSM 752 - Independent Study Registration Form." Prerequisite: 24 credits of core courses, 3.0 cumulative GPA and consent of professor.

Independent Study - Joint Degree
GSM 752J - 1-3 credits

Joint degree student studies a topic, not available in regular course offerings, under the supervision of a faculty member. Typically includes reading the relevant literature and completing an evaluative project such as a written exam or paper. Specifics of the project, including credits earned, are determined by the student and professor. Course is graded A-F. A maximum of six credits from 752J may be applied toward elective credits. Registration requires completion of "GSM 752J - Independent Study - Joint Degree - Registration Form." Prerequisites: 24 credits of core courses, 3.0 cumulative GPA and consent of professor.