School of Business Administration

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Mission Statement
Curricula
Admissions Standards
Degree Requirements
Minor in Business
Course Descriptions

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Mission Statement
The School of Business Administration at USC Aiken focuses on teaching with a mission to provide an accredited undergraduate program at multiple locations, preparing our students to meet the challenges of global business and dynamic society, with an emphasis on entrepreneurship.

Professors
Patsy A. Lewellyn (Accounting and MIS) C.P.A., D.B.A., Louisiana Tech University, 1987, John M. Olin/Palmetto Professorship Chair in Entrepreneurial Development
William H. Marsh (Finance), Ph.D., University of South Carolina, 1978
Marsha R. Shelburn (Economics), Ph.D., University of North Carolina at Chapel Hill, 1980
Niren M. Vyas (Marketing), Ph.D., University of South Carolina, 1981, Walter F. O’Connell Enterprise Center Director/Palmetto Professorship

Associate Professor
William L. Shelburn (Marketing), M.B.A., James Madison University, 1973

Assistant Professors
David Harrison (Accounting),  Ph.D., Virginia Polytechnic Institute & State University, 1998
Richard A. Heiens, III (Marketing), Ph.D., Florida State University, 1993
Robert T. Leach (Finance), Ph.D., Kent State University, 1997
Leanne C. McGrath (Management), Ph.D., University of South Carolina, 1983
C. Michael Ritchie (Management), Ph.D., University of South Carolina, 1993

Senior Instructor
Kathleen W. Wates (Accounting), C.P.A., C.M.A., MACC, University of South Carolina, 1991

Lecturers
William C. Casper (Economics), Chancellor Emeritus, M.S., University of South Carolina, 1965
Richard W. Cook (Economics), M.B.A. University of South Carolina, 1960
Daniel L. Plung (English), Ph.D., Idaho State University, 1977
Irene K. Rudnick (Law), LL.B., University of South Carolina, 1952
J.G.  Smith (Finance), M.B.A., University of Missouri, 1978

Distinguished Professor Emeritus
Donald W. Mitcham, (Management), D.B.A., Georgia State University, 1974

Curricula
The School of Business Administration offers the Bachelor of Science degree in Business Administration. Areas of concentration are Accounting, Finance, Management, Marketing. To qualify for graduation, a student must meet general education requirements, business core requirements and area of concentration requirements, as stated below.

Students are encouraged to choose courses that will contribute to their educational development in the liberal arts as well as to their development and preparation for particular careers. Students should study the degree requirements under which they are to graduate and should seek proper advisement. It is to their advantage to decide their areas of concentration as soon as possible. This is particularly true of the student that plans to finish degree requirements at another campus. Where this is done, proper course selection is facilitated.

The School also offers several community out-reach programs that provide students with the opportunity to interact with the business community while providing valuable services to constituents external to the university.

Admissions Standards for the Professional
Business Administration Program
The baccalaureate curricula of the School of Business Administration are divided into two years of general education and two years of professional training, referred to as the Professional Program.  Students who fulfill the admission requirements of the University may enroll in the lower level, or pre-professional curriculum. Students may enroll in upper-level business courses provided that they meet individual course prerequisites and have not been declined admission into the School of Business Administration Professional Program.  An application for admission into the Professional Program is automatically processed by the SOBA for each student meeting the following two criteria:

1. The student has declared a Business Administration major.
2. The student has earned at least 60 hours of credit toward a Business Administration degree.
The application will be processed at the end of the appropriate semester (the one following the attainment of at least 60 hours toward a business degree).  The application for transfer students entering USCA with 60 hours or more of business degree credit will be processed at the end of semester following admission.
The criterion for admission to the Professional Program is a cumulative overall grade point average (collegiate GPA) of 2.00 or higher.  Students who are declined admission into the Professional Program, due to a GPA less than 2.00, will NOT be permitted to register for upper level business courses (300 level and above).  Students so declined may appeal the decision by requesting a personal interview with the Professional Program Committee.  Students with > 60 hours are responsible for ensuring they have been notified of their application outcome (the Notification of Admission Application Outcome).  Students are responsible for ensuring that they have received such notification no later than the end of the semester subsequent to completion of 60 or more hours towards a  business degree.  Students not notified should contact the School of Business Office.  Students declined admission will not be admitted to business courses numbered 300 or higher until they have raised their GPA to 2.00 or higher and have been admitted to the Professional Program.

Bachelor of Science —Major In Business Administration
1.    General Education Requirements ................ 60
A.    Skills and Competencies................ 15
AEGL 101 and 102................ 6
AMTH 170 and 122 ................ 6
ACOM 201 or 241 ................ 3

B.    Methods and History of Disciplines ................ 35
Natural Sciences ................ 8
Biology, Chemistry, Physics,
Geology, Astronomy (two labs)
Social/Behavioral Sciences

AECO 221, 222 ................ 6
Psychology, Sociology,
Anthropology, Political Science,
or Geography ................ 6

Humanities
Two courses from:
AHST 101, 102, or 103 ................ 6

Three courses from at least two areas:
Fine Arts History, Religion,
History, Humanities (AHUM acronym),
Foreign Language (200 level and above),
Philosophy (not logic), Communication (last two digits in 50s or 60s),
Literature (all students must take an English literature course numbered 200 or above) ................ 9

C.     Free Electives  ................ 10
 Can include up to three credit hours of
 Economics/Business Administration courses.
(The School of Business Administration encourages the study of foreign languages as free electives.)

2.      Business Core Requirements ................ 39
 ABUS 225, 226, 296, 345, 350, 363, 371, 379, 380, 383, 478 ................ 33
 ABUS 3903 OR AACC 539 ................ 3
 ABUS 3964  OR AACC 3385 ................ 3

3.      Area of Concentration Requirements

Accounting: ................ 21
AACC 331 and AACC 334 ................ 6
Four courses from the following:
AACC 332, 336, 531, 532, 534, 535, 537 ................ 12
Business electives:
business or economics courses (300 or above)
or computer science courses (146; 210 or above) ................ 3

Finance: ................ 21
AFIN 463, 469; AECO 301; AMGT 475  ................ 12
AACC 331 or AACC 531 ................ 3
Business electives:
business or economics courses (300 or above)
or computer science courses (146; 210 or above) ................ 6

Management: ................ 21
AMGT 374, 376, 473, 475, 477 ................ 15
AMGT 378, AMGT 411, or ABUS 429 ................ 3
Business electives:
business or economics courses (300 or above)
or computer science courses (146; 210 or above) ................ 3

Marketing: (a) Standard concentration. ................ 21
 AMKT 454, 558; AMGT 475 ................ 9
Three courses from the following:
AMKT 353, 452, 455, 457, 459, 474, 551;
ABUS 429 ................ 9
Business electives:
business or economics courses (300 or above)
or computer science courses (146; 210 or above) ................ 3

Marketing: (b) Optional concentration (Golf Course Services) ................ 21
AMKT 454, 474, 558; AMGT 475;
ABUS 429; ABIO 280 ................ 18
One course from  the following:
AMKT 353, 452, 455, 457, 459, 551; AMGT 473 ................ 3
Total hours required:
(Accounting, Finance, Management, Marketing) ................ 120

NOTES
1  For undergraduate writing proficiency, see Proficiency Portfolio  in Writing described on page 41.
2   Students must complete English 101 with a grade of C or better in order to fulfill general education requirements.  Students must also complete AEGL 102 with a grade of C or better  in order to fulfill general education requirements and before taking other English courses.
3  Accounting students must take AACC 539 instead of ABUS 390. Other business majors may choose AACC 539 or ABUS 390.
4 Marketing  and Management students must take ABUS 396.  A student can take both and use one as an upper-division business elective.
5 AACC 338 is required for the Finance concentration and the Accounting concentration in lieu of ABUS 396.
6  At least 3 credit hours must be in non-Western world studies

Students must complete 120 hours for the bachelor’s degree. Included in these hours must be the courses to complete all the individual requirements listed.

Developmental courses will not count toward degree requirements in the School of Business and Economics.

All Business Administration majors are required to earn a C or higher in each course (Business Electives excepted) satisfying the Area of Concentration

Requirements. Each student in the School of Business must also earn at least a 2.0 average overall on his/her business core and concentration area courses for graduation. At least 50% of the Business Administration credit hours required for the Business Administration degree must be earned through USC Aiken. Students must also complete assessment procedures as required by the school.

Computer Applications Proficiency Exam. Students can demonstrate proficiency in the computer applications covered in ABUS 290 by earning a passing score on the Computer Applications Proficiency Exam.

Note that students passing the Proficiency Exam do NOT receive credit for the course.
To take the Proficiency Exam, the student follows these steps:
 1)  Obtain a Proficiency Exam Form from the School of Business Administration Office.
 2)  Complete the form and return it to the School of Business Administration Office.
 3)  Pay the Finance Office an examination fee of $30 and obtain a fee receipt for this amount.
 4)  Return to the School of Business Office to arrange a time for the exam.
 5)  Students who fail the exam must take ABUS 290.

Evening Program. Courses toward a bachelor’s degree in business are also offered in the evening. The management and accounting concentrations may be completed in the evenings, but, some of the courses are offered on an alternating basis.

Minor in Business
Requirements:
AECO 221 Principles of Macroeconomics ................ 3
AECO 222 Principles of Microeconomics ................ 3
ABUS 225 Principles of Financial Accounting ................ 3
ABUS 226 Principles of Managerial Accounting ................ 3
ABUS 350 Principles of Marketing ................ 3
ABUS 371 Principles of Management and Leadership ................ 3
Total hours required ................ 18

Non-Business majors should not take more than 25% of their total program credit hours at USCA in business courses.

Course Descriptions
Accounting (AACC)
AACC 331 Financial Accounting I. (3) (Prereq: C or better in ABUS 225 and ABUS 226) Detailed study of the theory of accounts and problems of recording, tracing and valuation; revenue recognition and income determination under the various theories of recognition. Heavy emphasis is placed on the study of APB Opinions and FASB Statements. Three credit hours, four contact hours.

AACC 332 Financial Accounting II. (3) (Prereq: C or better in AACC 331) A continuation of the study begun in AACC 331. Three credit hours, four contact hours.

AACC 334 Managerial Accounting I. (3) (Prereq: ABUS 226) The study of the accountant’s role in generating and analyzing information useful for managerial decision-making.  Students learn techniques to assist management in both the evaluation of past performance and in supporting future strategic plans.  This includes coverage of manufacturing cost statements, budgeting, information relevance, costing systems and variance reporting.

AACC 336 Managerial Accounting II. (3) (Prereq: AACC 334) A continuation from AACC 334 of the accountant’s role in providing information for and participating in business decision-making.  Designed for the student interested in a managerial accounting career.  Topics may include:  product cost analyses, revenue and income variances, TQM reporting, JIT, TOC, performance measurement, and capital budgeting.  The AACC 334 and 336 courses together provide a strong foundation in preparation for the management accounting sections of the CMA exam.

AACC 338 Financial Statement Analysis. (3) (Prereq: ABUS 226) A study of methods helpful in determining the strengths and weaknesses of a corporation.  Uses a case approach and employs information from financial statements, the industry, and the financial press.

AACC 531 Federal Tax Procedures. (3) (Prereq: ABUS 226) This course prepares the student for practical and theoretical work mainly in individual income tax areas.

AACC 532 Corporate Income Tax. (3) A study of Income Tax Laws and their application to corporations, partnerships, estates, and trusts.

AACC 534 Governmental Accounting. (3) (Prereq: ABUS 226) A study of accounting systems for municipalities, counties, states, the Federal Government and governmental agencies.

AACC 535 Auditing Theory. (3) (Prereq: AACC 539 and ABUS 296) A study of the practical application of accounting knowledge to the problems of auditing and a study of the installation, use and effect of systems of internal control.  Three credit hours, four contact hours.

AACC 537 Advanced Accounting. (3) (Prereq: AACC 332) Selected topics in advanced accounting, including study of unique problems related to special sales arrangements, business combinations and consolidated financial statements.

AACC 538 C.P.A. Problems. (3) (Prereq: AACC 531, 537 or permission of instructor) An application of the problems and environment encountered by C.P.A. examination candidates.

AACC 539 Accounting Information Systems (3) (Prereq: AACC 331;  ABUS 290 or satisfactory completion of Computer Applications Proficiency Exam) A study of information systems for collecting and processing data supportive of financial and managerial accounting, decision making, and effective control of organizations.

Business Administration (ABUS)
ABUS 225 Principles of Financial Accounting. (3) (Prereq: AMTH 099 or AMTH 108) The study of the accounting process and the information produced by that process, with an emphasis on corporations and financial reporting.

ABUS 226 Principles of Managerial Accounting. (3) (Prereq: ABUS 225) The study of the accounting process and the information produced within a business to provide managers with the decision-making tools necessary for planning, managing and controlling the organization.

ABUS 290 Decision Support for Small Business. (3) Use of computer applications to facilitate decision-making and support record keeping in small business environments. Includes problem and requirements analysis and information design in a variety of real-world business problems utilizing word processing, spreadsheet and database software.

ABUS 296 Statistics. (3) (Prereq: AMTH 170, ABUS 290 or satisfactory completion of Computer Applications Proficiency Exam) Basic concepts of descriptive and inferential statistics. Topics include sampling techniques, measures of central tendency and variation, probability distributions, hypothesis testing, analysis of variance, and simple and multiple linear regression analysis.

ABUS 312 An Introduction to the Internet for Business Applications. (3) (Prereq: ABUS 290). A comprehensive study in the use of the Internet for Business Applications.  The student would be exposed to Electronic Mail Uses, File Transfer Protocol, Telnet Applications, Gopher, USENET, LISTSERV’s, Web Browsers, and other applications.  The HTML language would also be taught for Home Page Preparation and for exposure to the Development of Business Server Site preparation. (Taught on Sumter Campus only.)

ABUS 320 Business Data Communications. (3) (Prereq: ABUS 290).  A detailed study of data communications within the small and medium size business entity.  The student is taken through the changes of an industrial society with its focus on capital to the information society and its focus on obtaining information through the use of technology.  A strong emphasis is placed on networking and principles of electronic communication needed in today’s complex business environment. (Taught on Sumter Campus only.)

ABUS 324 Commercial Law. (3) Contracts, sales, bailments, negotiable instruments, agency, partnership and corporation. A combination of textbook and casebook methods of instruction is used.

ABUS 345 Business Communications. (3) (Prereq: grade of C or better in AEGL 102) A study of effective methods of business communications including written, oral, electronic and organizational communication.

ABUS 350 Principles of Marketing. (3) (Prereq: AECO 222) Marketing functions, trade channels, price policies, expenses and profits of middlemen, and public policy with respect to marketing practices.

ABUS 363 Business Finance. (3) (Prereq: ABUS 226) The study of the procurement and management of wealth by privately owned profit-seeking enterprises.

ABUS 371 Principles of Management and Leadership. (3) (Prereq: junior standing) A comprehensive survey of the basic principles of management and leadership applicable to all forms of business. The course provides the student with a basis for thinking about complex business situations in the framework of analysis of the management and leadership process.

ABUS 379 Business and Society. (3) (Prereq: AECO 222) Study of how the social, economic, political, technological and ecological dimensions of the external environment affect business.  Specific topics include values and ethics in business, business and government relations, corporate social performance and stakeholder responsibility.

ABUS 380 Entrepreneurship. (3) (Prereq: ABUS 350, ABUS 363, and ABUS 371) This course is an overall introduction to the nature and scope of entrepreneurship.  The entrepreneurial process as well as the entrepreneurial profile is examined in detail.  It includes the planning, financing, launching, and harvesting of a new venture.  Entrepreneurial strategies are discussed for all facets of the business, including franchising, growth, and international aspects.  Application of entrepreneurship to large corporations, i.e. intrapreneurship, is also a part of the course.

ABUS 383 International Business. (3) (Prereq: ABUS 350, ABUS 363, and ABUS 371) Introduces the student to economic, financial, legal, political, cultural, institutional, and managerial considerations associated with international business transactions.

ABUS 390 Management Information Systems. (3) (Prereq: ABUS 226; ABUS 290 or satisfactory completion of Computer Applications Proficiency Exam) A study of the concepts, interactions and functions of major business systems with particular emphasis on the problems and issues related to computer based systems. Included are concepts of designing information systems, collecting and processing data, reporting results of operations and controlling the business organization.

ABUS 393 Quantitative Methods and Decision Analysis. (3) (Prereq: ABUS 296) Quantitative methods of assistance to managers in the decision-making process. Topics discussed include linear programming, decision analysis, uses of sample information, prediction techniques, linear regression, scheduling techniques, queuing models and inventory models.

ABUS 395 Free Enterprise Seminar. (1) (Prereq: Approved contract with instructor) The student works at least forty hours during the semester, meeting at least weekly on structured projects that provide experience in entrepreneurial activities and/or teach business concepts to others.  The projects are initiated and completed in teams.  Projects require that students apply management concepts, oral and written communication skills, marketing skills, and analytical skills.  (Course may be taken no more than three times for credit).

ABUS 396 Business Research Methods. (3) (Prereq: ABUS 296 and ABUS 350) Focus is on the acquisition, use, and evaluation of information from a manager’s perspective.  The course will include problem diagnosis, research design, questionnaire preparation, sampling plans, and the collection, analysis, and interpretation of data as an aid to effective and efficient managerial decisions.

ABUS 397 Topics in Business. (1-3) (Prereq: Sophomore standing) Study of varied business areas and issues that are not covered in existing course offerings.  Course may be taken twice with different topics for a maximum of 6 hours.

ABUS 398 Topics in International Business. (1-3) (Prereq: Sophomore standing) Study of varied international business areas and issues that are not covered in existing course offerings.  Course may be taken twice with different topics for a maximum of 6 hours.

ABUS 399 Independent Study. (1-3) (Prereq: Junior standing and approved contract with the instructor) Independent study courses are designed primarily for juniors and seniors who desire advanced intensive work on a specific topic.  Independent studies are not intended to substitute for courses listed in the USCA Bulletin.  The maximum total number of independent study hours a student may earn in business is six.

ABUS 429 Internship. (1-3) (Prereq: Junior standing, 2.5 GPA, ABUS 350, ABUS 363, ABUS 371, and an approved contract with the Internship Coordinator). This course provides students in all disciplines with the opportunity to reinforce classroom learning by working in their discipline in a supervised business environment. The course may be repeated with the approval of the Internship Coordinator and the student’s Academic Advisor.

ABUS 478 Strategic Management. (3) (Prereq: ABUS 350, ABUS 363, ABUS 371, and senior standing) A study of the strategic management process and of the formulation and application of functionally integrated business policy by top management. Emphasis is on decision-making in the face of changing conditions.

ABUS 494 Advanced Computerized Business Applications. (3) (Prereq: ABUS 390, ACSC 146 or 205, ABUS 226) A study in the development of general application programming for  the business major using techniques learned in Financial/Management Accounting and Management Information Systems.  The student will be given the choice of implementation of these applications with either COBOL or C++.

Economics (AECO)
AECO 103 Economics and Society. (3) A survey of economic concepts and issues. The course is designed for non-business/economic majors. Topics will include macroeconomic concepts, marginal analysis, and rational choice for consumers and entrepreneurs. Current issues such as international trade, financial markets, and government policy will be discussed. May not be used for credit toward the degree in business.

AECO 221 Principles of Macroeconomics. (3) (Prereq: math placement above 108 or completion of AMTH 108) Includes the measurement of national levels of production, inflation and unemployment, and the effects of monetary and fiscal policies on those variables.

AECO 222 Principles of Microeconomics. (3) (Prereq: Math placement above 108 or completion of AMTH 108) Includes the analysis of price determination in product and resource markets under competitive and noncompetitive conditions.

AECO 301 Financial Institutions and Financial Services. (3) (Prereq: AECO 221, 222) A study of financial institutions, the services and assets they offer the markets in which they operate and their relationships with households, businesses, government, and the global economy.

AECO 311 Issues in Economics. (3) (Prereq: AECO 221, 222) The nature and causes of major economic problems facing the nation and its communities, and policy alternatives designed to solve them. The philosophy and methodology of economics in social problem solving.

AECO 503 International Economics. (3) (Prereq: AECO 221, 222) The basic principles underlying international trade and finance. Topics include the economic basis of trade, the nature and impact of trade barriers, the international balance of payments and the operation of the current international monetary system.

AECO 506 Labor Economics. (3) (Prereq: AECO 221, 222) Concerned with the development and structure of the labor movement in the United States, the determination of wage rates, the nature and impact of the public policy toward labor unions.

AECO 526 Managerial Economics. (3) (Prereq: AECO 221, 222; ABUS 296) A study of the application of the economic theory of profits, competition, demand and costs to analysis of problems arising in the firm and in decision making. Price policies, forecasting and investment decisions are among the topics considered.

Finance (AFIN)
AFIN 163 Personal Finance. (3) Life insurance, health insurance, wills, trusts, Social Security, stocks, bonds, real estate, mutual funds and other uses of funds.

AFIN 463 Advanced Business Finance. (3) (Prereq: ABUS 363) A study of the advanced phases of business finance whereby theory and principles are employed in solving actual business cases.

AFIN 465 Commercial Bank Practice and Policy. (3) (Prereq: AECO 301) The fundamental principles underlying the employment of bank funds are emphasized. Attention is devoted to the allocation of funds among the various classes of loans and investments, to bank operating costs and earnings and to changing bank practices.

AFIN 469 Investment Analysis and Portfolio Management. (3) (Prereq: ABUS 363) Conceptual and analytical framework for formulating investment policies, analyzing securities and constructing portfolios.

AFIN 560 Capital Budgeting. (3) (Prereq: ABUS 363) Problems associated with the selection and management of a firm’s portfolio of assets. Topics include individual project evaluation techniques, treatments of uncertainty and risk, capital budgeting for non-profit institutions, measuring the cost of capital and integration of capital budgeting with long range planning.

Management (AMGT)
AMGT 374 Human Resources Management. (3) (Prereq: junior standing) A development of an understanding of personnel administration as a staff function through a study of modern-day concepts and practices. Topics include: research and standards, employment, training and education, safety and health, employee services and industrial relations.

AMGT 376 Organization Behavior. (3) (Prereq: junior standing) A study of the process of integrating people into a work situation that motivates them to work together productively, cooperatively and with economic, psychological and social satisfaction.

AMGT 378 Labor Relations. (3) (Prereq: junior standing). A study of the development and methods of labor unions and employee associations in organization. Labor disputes, collective bargaining techniques, contents of contracts and public policies are analyzed from the standpoints of economics and law. Topics covered in detail include employee representation, company unions, strikes, boycotts, lockouts and trade agreements.

AMGT 401 Topics in Entrepreneurship. (3) (Prereq: ABUS 350 and ABUS 371) Relevant selected issues and topics of interest in management. Issues and concepts of the business world are explored with film profiles, case histories and readings.

AMGT 411 International Management. (3) (Prereq: junior standing; Coreq: ABUS 383) This course will apply the basic principles of management and leadership to the firm operating internationally. Emphasis is placed on the management functions of leading, planning, organizing, and controlling, as well as the conduct of labor relations, within the framework of a multicultural environment.

AMGT 473 Management and Operations of Small Business. (3) (Prereq: ABUS 371 and ABUS 350) Analysis of the management and operations of a small business.  The course includes the study of an existing small business.  The areas of management, finance, marketing and credit as they apply to a small business are studied.

AMGT 475 Production/Operations Management. (3) (Prereq: ABUS 296 and ABUS 371) A study of the strategic, operating, and control decisions involved in manufacturing and service organizations.  Topics include forecasting, process development, production technology, resource allocation, facility planning, facility layout, planning systems, inventory systems, resource requirements planning systems, shop floor planning, scheduling operations, just-in-time manufacturing, materials management, productivity control, quality management, quality control, project management, and maintenance management.

AMGT 477 Organization Theory. (3) (Prereq: ABUS 371) A conceptual framework for the orderly analysis of management functions through studies in organization, planning and control theories.

AMGT 501 Management of Technology and Innovation. (3) (Prereq: ABUS 350, ABUS 363, ABUS 371) The course focuses on the importance of technology and its impact on global competition as well as the living standards of the population. This will include examination of a wide range of issues including the role of product and process innovation through technology management in increasing competitiveness. Intellectual property rights (patents), organizing the technical effort and techniques to enhance and pace technology development will also be discussed.

AMGT 559 Purchasing and Materials Management. (3) (Prereq: junior standing) A comprehensive survey of the organization activities involved in purchasing materials and controlling their costs.

Marketing (AMKT)
AMKT 353 Channels and Institutions. (3) (Prereq: ABUS 350) A study of the means by which goods move from the producer to the final user. The functions of retailing, wholesaling, warehousing and physical distribution are studied in depth. In addition, the management of a channel and the members of it are analyzed.

AMKT 452 International Marketing. (3) (Prereq: ABUS 350) An analysis of cultural, legal, political and economic factors affecting the marketing of products and services in world markets. Emphasis is placed upon differences in lifestyles, beliefs, attitudes, etc., and their influences upon the marketing decision of the international firms.

AMKT 454 Promotion Policies and Strategy. (3) (Prereq: ABUS 350) The study of the entire promotion process for both consumer and industrial products including promotion research, determining the promotability of products, new product introductions, setting of promotion objectives and deriving the promotion budget.

AMKT 455 Consumer Behavior. (3) (Prereq: ABUS 350) The principle objective of study is the consumer decision process as examined in a marketing context. Selected concepts from psychology, sociology, anthropology and other behavioral disciplines are analyzed to develop the student’s ability to understand and predict reactions of consumers to marketing decisions.

AMKT 457 Marketing Research. (3) (Prereq: ABUS 350 and ABUS 396) Case problems and field projects in the application of marketing research methodology.  Topics include the relationship between models, information systems and marketing decisions.  The practical application of behavioral and statistical methods for the purpose of obtaining, analyzing, and interpreting relevant marketing information will be examined.  Primary emphasis will be on research methods and techniques used in improving marketing decisions.

AMKT 459 Personal Selling and Sales Management. (3) (Prereq: ABUS 226, ABUS 296, ABUS 350) The principles of salesmanship and their relation to the management of a sales force in recruiting, selecting, training, compensating, controlling, evaluating and motivating sales personnel.

AMKT 474 Golf Course Operations. (3) (Prereq: ABUS 226, ABUS 350, ABUS 371) A study of the marketing and management techniques used to operate a golf course and clubhouse. Customer relations and product merchandising will be emphasized. (Spring)

AMKT 551 Retailing Management. (3) (Prereq: ABUS 350) A comprehensive course emphasizing the specific activities of management, merchandising and promotional functions required of the retail outlet with a competitive business environment.

AMKT 558 Marketing Management. (3) (Prereq: ABUS 350 and senior standing) A study of the aggregate marketing system from the point of view of the decision maker. Topics included are: the policy areas of organization, research, product, promotion, pricing, channels, forecasting, distribution cost analysis, control and management of the sales force.
 

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