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547 - PRODUCT AND BRAND MANAGEMENT

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.

632 - NEGOTIATIONS
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).

541 - IDEATION
Innovation lies at the heart of the new economy. Creative ideation fuels, supports and underlies the ability to innovate. In this groundbreaking course you will learn the tools and methods as well as the self-reflection necessary to become a revolutionary thinker in the idea-rich 21st century. You will discover how great ideas create and re-invent corporations and provide the stimulus to move them forward. You will acquire the capacity to derive the master-idea behind a business' potential for greatness and learn how to apply the thinking process to approaching and analyzing business situations. In doing so, you will identify and hone your creative skills and be able to use them more effectively in your professional as well as personal lives.

546 - INTEGRATED MARKETING COMMUNICATIONS

This course reflects changes occurring in the area of marketing communications. It looks beyond advertising and personal selling and examines controllable (e.g., direct marketing, customer service, and packaging) and uncontrollable (e.g., word of mouth, competitive activities, and retail merchandising) communications. Strategy, organization, and application are emphasized.

641 - MARKETING SEMINAR


This advanced level seminar focuses on contemporary issues and topics of concern to marketing managers. This course examines concepts in strategic options for growth, impact of changing demographics, how competition shapes industry structure and strategy, geopolitical realignment of nations, customer centric marketing and impact of information technology on marketing practice. Second year students who have taken all their core courses are considered good candidates for this course. The Marketing Seminar relies on student library research, group projects, and peer group evaluations to encourage mutual learning and self-discovery.

649 - MARKETING STRATEGY


The course emphasizes learning-by-doing. The primary objectives of this course are to: help students explore select issues in marketing strategy via lecturediscussions and cases; experience marketing strategy in a computer simulated environment, complete with competing firms and an evolving industry (MARKSTRAT); and apply key concepts explored in class in a field project. Some of the themes covered include customer value, market focus, market evolution, driving markets, gray markets, channel control, value extraction in e-commerce, marketing control, customer management, and sales automation. The simulation entails themes of market segmentation, product positioning, new product development, advertising, pricing, salesforce allocation, channel decisions, and market research.

663 - PRINCIPLED LEADERSHIP


The aims of this course are twofold: to give a broader theoretical grounding and practical, hands-on understanding of leadership. Today, the need for leadership, and particularly values-based, principled leadership, is greater than ever, with corporate scandals, increased stakeholder scrutiny, and greater organizational uncertainty confronting most corporations. This course focuses on how leadership involves creating and institutionalizing organizational change, acting with integrity and cultivating relationships and networks. It is designed to enhance your understanding of leadership, and especially the role of values and principles in guiding leadership behavior, on both the cognitive and experiential levels. In addition to cases and guest speakers, you will engage in leadership development assignments and work in teams. Grades will be based on class participation, case analysis of leadership in organizations, self-reflective assignments, and a leadership report.

633 - LEADING AND MANAGEMENT CHANGE


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, an organizational transformation, or a societal transformation,

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, and students immerse themselves in the unexpected and the paradoxical. The main course objective is that students will walk away from this semester feeling that although there are few easy answers, they are more prepared than ever before to engage in change as an organizational manager and leader.

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