CSUEB Catalog 2008-2009: Business Administration (Undergraduate)

Business Administration

	Department Information
	Program Description
	Major Requirements (B.S.)
	Other Degree Requirements
	Options
	Minors
	Secondary Level Teaching Program
	Undergraduate Courses
	Footnote

Department Information

Departments of Accounting and Finance, Economics, Management, Marketing and Entrepreneurship

College of Business and Economics


	Student Service Center: (VBT 129, 510-885-3323) Email: cbe_ssc@csueastbay.edu Website: http://www.cbe.csueastbay.edu
Dean: Terri Swartz Deans Office: Valley Business and Technology Bldg., Rm 447 Phone: (510) 885-3291

• Department of Accounting and Finance (VBT 306, 510-885-3397)


Professors Emeriti Franklin Lowenthal, Ph.D. Stanford University John B. Major, Jr., Ph.D. University of Illinois Donald H. Wort, Ph.D. Michigan State University Associate Professor Emeritus Hadi Behzad, Ph.D. Indiana University, Bloomington Professors Doris G. Duncan, Ph.D. Golden Gate University Micah Frankel, Ph.D. University of Arizona Willis Hagen, III, Ph.D. University of Wisconsin, Madison Ching-Lih Jan, Ph.D. University of California, Berkeley Christopher W. K. Lubwama (Chair), Ph.D. Simon Fraser University (Canada) Nancy R. Mangold, Ph.D. University of California, Berkeley Gary R. McBride, LL.M. Georgetown University Law Center Diane Satin, Ph.D. University of California, Berkeley Associate Professors Y. Robert Lin, Ph.D. University of California, Los Angeles Fung-Shine Pan, Ph.D. University of California, Berkeley Assistant Professors Siu-Kuen Scott Fung, D.B.A. Boston University Szu-Yin (Kathy) Hung, Ph.D. The George Washington University Wenjiu (Jerry) Liu, Ph.D. University of Wisconsin Kim Shima, Ph.D. University of Hawai'i at Manoa Tammie X. Simmons-Mosley, Ph.D. University of Wisconsin-Madison Huishan Wan, Ph.D. University of Iowa Jing-wen Yang, Ph.D. University of Maryland Lecturers Charlene Abendroth, M.A. Brigham Young University Suzanne M. Busch, M.B.A. California State University, Hayward John Cherniss, M.B.A. California State University, Hayward Stuart Gould, M.B.A. University of California, Berkeley Lily T. Sieux, M.B.A. University of California, Berkeley Kallirroe Tipton, M.S. Massachusetts Institute of Technology; M.S. California State University, Hayward Joseph Tombari, M.B.A. California State University, Hayward

• Department of Economics (VBT 342, 510-885-3265)
See the undergraduate Economics chapter for a listing of Economics faculty and a description of the Economics major and minor.

• Department of Management (VBT 406, 510-885-3307)


Professors Emeriti S. David Aviel, Ph.D. Golden Gate University Stephen H. Miller, Ph.D. Purdue University William L. Moore, Ph.D. University of California, Berkeley Professors Bijan Mashaw, Ph.D. Clemson University Kenneth Pefkaros, Ph.D. University of Delaware Zinovy Radovilsky, Ph.D. Scientific Research Institute of Labor (Moscow) Harry Waters, Jr., Ph.D. University of Oregon Associate Professors Hongwei Du, Ph.D. Florida Institute of Technology Alan P. Goldberg, Ph.D. University of Massachusetts Sharon Green, Ph.D. University of California, Berkeley Xinjian Lu (Chair), Ph.D. University of Waterloo, Canada H. Steven Peng, Ph.D. York University (Canada) Asha Rao, Ph.D. Temple University Glen Taylor, Ph.D. York University (Canada) Gregory Theyel, Ph.D. Clark University Assistant Professors Sandip Basu, Ph.D. University of Washington Vishwanath Hegde, Ph.D. University of Pittsburgh Yi Jiang, Ph.D. Ohio State University Daniel E. Martin, Ph.D. Howard University Berna Polat, Ph.D. University of Washington Michael Wagner, Ph.D. Massachusetts Institute of Technology Lecturers Spyros Camateros, M.B.A. California State University, Hayward Kurt S. Martsolf, M.B.A. California State University, Hayward Carol F. Moore, Ph.D. Purdue University James E. Riley, M.B.A. Harvard University Anne Roth, M.A. University of California, Berkeley Maura White, M.B.A. St. Mary's College Gary Wishniewsky, Ph.D. Golden Gate University

• Department of Marketing and Entrepreneurship (VBT 342, 510-885-3326)


Professors Jagdish Agrawal (Chair), Ph.D. State University of New York at Buffalo Thomas Foscht, Ph.D. University of Graz (Austria) C. Joanna Lee, Ph.D. University of Texas at Austin Norman Smothers, Ph.D. University of California, Berkeley Eric Soares, Ph.D. Bowling Green State University Terri Swartz, Ph.D. (Dean) The Ohio State University Steve Ugbah, Ph.D. Ohio University Associate Professors Stevina Evuleocha, Ph.D. Ohio University Sweety Law, Ph.D. Ohio State University Cesar Maloles, Ph.D. City University of New York Assistant Professors Yi He, M.Ed. University of Cincinnati Brian McKenzie, Ph.D. University of Victoria (British Columbia) Lan Wu, Ph.D. Georgia Institute of Technology Lecturers Valerie Smith, M.A. California State University, Hayward

Bruce Wasserman, Ph.D. Washington State University

• Institutes and Centers


Center for Economic Education
	Director: Jane E. Lopus
Center for Entrepreneurship
	Director: Brian McKenzie
Human Investment Research and Education (HIRE) Center
	Director: Nan Maxwell
Smith Center for Private Enterprise Studies
	Director: Stephen Shmanske; Associate Director: Micah Frankel

Please consult the 2009-2010 online catalog for any changes that may occur.

Program Description

The College of Business and Economics is committed to providing a broad and flexible professional education. The program offers students the knowledge and skills necessary to understand the changing global business environment and to prepare students for success in their professional careers. Recognizing the importance of ethics in the business community, business ethics is an important component in three of our required core classes.

The Business Administration major program is structured around a set of core courses enabling students to develop general business perspective and skills. Students are required to choose an area of specialization (option) corresponding to their desired career path. In addition, the program allows students flexibility to customize their program by choosing business elective courses. These electives may be chosen to further strengthen their preparation in their chosen option or to explore other subjects. The program is designed to encourage students to actively participate in shaping their program to fit their individual needs.

The undergraduate and the graduate programs in Business Administration are accredited by the Association to Advance Collegiate Schools of Business International (AACSB).

Students are encouraged to meet with their faculty advisor to discuss selection of electives. For more information and advising, contact the Business and Economics Student Service Center, VBT 129, (510) 885-3323.

Student Learning Outcomes
Students graduating with a B.S. in Business Administration from Cal State East Bay will have achieved the following:


1.	International/Global Perspective. Each student can identify and communicate the variety of risks and opportunities of doing business in a global environment.
2.	Ethical Responsibilities in Organizations and Society. Each student can identify and evaluate ethical issues and articulate defensible resolutions for practical situations involving financial issues, human resource management and marketing.
3.	Knowledge of Technological and Analytical Tools Necessary for Solving Complex Business Problems. Students have learned how information technology and analytical tools are used to aid decision-making in organizations. They can identify, analyze and solve complex business problems using appropriate technological and analytical tools.
4.	Communication Skills and Teamwork. Each student can communicate in a variety of domains that include writing, speaking, listening, reading and the impact of technology in a variety of communication situations.
5.	General Management Knowledge. Each student will demonstrate knowledge in the following management areas including computer information systems, accounting, marketing, economics, finance, management, and management science.

Major Requirements (B.S.)

Consult an advisor in your major department for clarification and interpretation of your major requirements. The major consists of 105-115 units; the B.S. degree requires a total of 180-183 units. The Business Administration major consists of (1) lower division core requirements, (2) upper division core requirements, and (3) requirements in one option or in an approved minor from outside the College of Business and Economics.

Note: Students must take MKTG 3495 before they reach 135 units (senior year) or registration for business and economics courses may be blocked.


I.	Lower Division (29-33 units)
	ACCT 2251 Financial Reporting and Analysis (4) ACCT 2253 Accounting for Management Decision-Making (4) ACCT 2701 Legal Environment of Business (4) ECON 2301 Principles of Microeconomics (4) ECON 2302 Principles of Macroeconomics (4) MATH 1810 Mathematics for Business and Social Science I (4) STAT 2010 Elements of Statistics for Business and Economics (5) or 1000 Elements of Probability and Statistics (5) P/C Software Proficiency (students lacking this proficiency may take ITM 1270) (0-4)
	Notes on Mathematics Courses Students who plan to pursue one of the more quantitative business options (e.g., Operations and Enterprise Resource Management) or graduate programs are encouraged to enroll in MATH 1304, Calculus I, in place of MATH 1810.
II.	Upper Division Core Requirements (56-60 units)
	All lower division core requirements must be completed prior to enrollment in upper division courses.
	ITM 3060 Information Technology Management (4) ECON 3107 Global Economic Analysis (4) or MGMT 4670 Multinational Business (4) ECON 3551 Managerial Economics and Business Strategy (4) FIN 3300 Financial Management (4) MGMT 3100 Decision Science (4) MGMT 3614 Organizational Behavior (4) MGMT 3620 Introduction to Production and Operations Management (4) MGMT 4500 Business, Government and Society (4) or ACCT 4911 Ethics, Regulation and Financial Statement Fraud (accounting students only) (4) MGMT 4650 Seminar in Strategic Business Management (4) MKTG 3401 Marketing Principles (4) MKTG 3495 Business Communication (4)
	Twelve (12) units of any upper division ACCT, ECON, ENTR, FIN, ITM, MGMT, or MKTG course that is not counted toward the student's primary option if that primary option is ACCT (excluding 3898, 4900; ACCT 3228, 4226, 4227, 4915; ECON 3000)
		OR
	Sixteen (16) units of any upper division ACCT, ECON, ENTR, FIN, ITM, MGMT, or MKTG course that is not counted toward the student's primary option if that primary option is any other than ACCT (excluding 3898, 4900; ACCT 3228, 4226, 4227, 4915; ECON 3000)
III.	Option Requirements (16-28 units)
	If you wish to have more than one option recorded on your permanent record, the pattern of courses taken to fulfill each additional option must differ by at least 3 courses and 12 units from any other option or combination of options certified for you. You cannot count business electives towards classes required in your primary option, but you can count such classes towards a secondary option or minor. For example, if your primary option is accounting, then your business electives cannot be used to satisfy the 28 units in the Accounting option. The business electives for an accounting student can count towards another option. For example, a student whose primary option is Accounting, could take three marketing classes as business electives (the maximum number of business electives for Accounting option students), and would be able to count those classes towards a Marketing option. As with a secondary option, business electives can be used to satisfy a minor. Courses within a minor must differ from the courses within the student's primary option by 18 units, except the Economics minor. Students can use ECON 3006 to fulfill their core and Economics minor requirements and use business electives and/or required option courses to complete the minor. See the Economics chapter in the undergraduate programs section of this catalog for further details. Business Administration majors may substitute an approved minor from outside the College of Business and Economics for the option requirement. Interdisciplinary minors (Advertising, Communication Skills, and International Business) are acceptable. Students choosing to do an approved minor in place of an option must complete all of the lower division and upper division Business Administration core courses plus the additional units necessary for their minor. The program content of their minor must be approved by the CBE minor advisor and an advisor from the area of the minor. The degree for students taking this route will be a B.S. degree, Major in Business Administration, Minor in ____. Note again that, where otherwise appropriate, units used to satisfy the requirements of a minor can also meet general education and/or major requirements. Courses taken for a minor that are to be used in place of an option must be taken for a letter grade.

Other Degree Requirements

In addition to major requirements, every student must also complete the University requirements for graduation which are described in the Baccalaureate Degree Requirements chapter in the front of this catalog. These include the General Education-Breadth requirements; the second composition (ENGL 1002) requirement; the cultural groups/women requirement; the performing arts/activities requirement; the U.S. history, U.S. Constitution, and California state and local government requirement; the University Writing Skills Requirement; and the residence, unit, and grade point average requirements.

Options

A student cannot have both an option and a minor in the same area.

Accounting (28 units)
All business operations are involved with decision-making, and accounting is an integral part of this process. The task of accounting is to identify, measure, and communicate relevant information for decision-making purposes. The demand for well-trained accountants remains high. The program is rigorous, challenging, interesting, and rewarding. The program will prepare students for employment in private, public, and non-profit accounting, and will aid in the preparation for all professional examinations. Required courses: ACCT 3170 or 4704; ACCT 3211, 3212, and 3213; ACCT 3220 or 4220; and two ACCT 3000-4000 level courses beyond those listed as required (excluding ACCT 3228, 3898, 4226, 4227, 4900, 4915).

Notes:


	If ACCT 3170 is selected as a required course, ACCT 4704 may be selected as an elective. If ACCT 4704 is selected as a required course, ACCT 3170 may be selected as an elective. If ACCT 3220 is selected as a required course, ACCT 4220 may be selected as an elective. If ACCT 4220 is selected as a required course, ACCT 3220 may be selected as an elective. ACCT 4223 may be used as a substitute for one of the following: ACCT 2701 or 4500. If substituted, select three electives from the remaining accounting electives available. Academic Renewal is allowed only once per ACCT option course for students pursuing the Accounting option.

Advertising (16 units)
Students completing this option acquire the knowledge and skills necessary for effective management of an organization's advertising program. Advertising is recognized as an important element of a firm's integrated marketing communication. This option leads to a variety of careers in advertising, such as account management, advertising creation, media planning, advertising research, and corporate advertising and promotion management. The Advertising option is offered in cooperation with the Department of Communication. Required courses: MKTG 3410, 3425, and choice of two from COMM 4530 and MKTG 3445, 3460, 3485, 4412, 4415, 4465. Strongly recommended: PSYC 1000 (or one of 1001 or 1005). PSYC courses may also satisfy lower division G.E. requirements. A student cannot receive both an Advertising option and an Advertising minor.

Business Economics (16 units)
The Business Economics option concentrates on the economic aspects of business decision-making. The coursework emphasizes forecasting product demand, setting product prices, estimating production costs, calculating firm profitability, evaluating investment alternatives, and assessing the effects of government regulations and industry competition on firm performance and strategy. Students selecting this option will be prepared for careers in banking, finance, economic forecasting, and business economics. The option also provides an excellent background for graduate training in economics and business. Students in this option are encouraged to take ECON 3107 instead of MGMT 4670, and STAT 2010 instead of STAT 1000 as part of their required core coursework. Required courses: ECON 3310 and 3005 or 3006 and two additional upper division economics courses (excluding ECON 3000). A student may not apply both 3005 and 3006 to this option. A student cannot receive credit for both an Economics major or minor and the Business Economics option.

Corporate Management (16 units)
In a dynamic, changing, and uncertain environment, a broad managerial education can provide career advantages in terms of flexibility and breadth of knowledge. This option enables students to customize, within guidelines, their managerial education based upon their interests, strengths, and perceived career opportunities. Required courses: MGMT/ENGR 3600. Select three additional courses from the following seven academic categories with no more than one course per category. Note that some of these courses may require additional prerequisites; if these prerequisites are from the same academic discipline, they may not be counted as electives in this option.


	(1) Accounting: ACCT 3170, 3230; (2) Economics: ECON 3000, 3006, 3170, 3190, 3200, 3310, 3370, 3375, 3500, 3680; ENGR/ECON 3140; (3) Entrepreneurship: ENTR 4485, 4490; (4) Finance: FIN 3320, 3360, 3400, 4300, 4310, 4320, 4325, 4370, 4375. (Students wishing to take FIN 4370 must fulfill the MATH 1820 prerequisite); (5) Information Technology Management: any ITM prefix course, except ITM 1270 or 3060; (6) Management: MGMT 3110, 3610, 3612, 3616, 3624, 3626, 3645, 4640; PHIL/MGMT 3560; (7) Marketing: MKTG 3410, 3415, 3425, 3435, 3440, 3445, 3460, 4412, 4415, 4417, 4420, 4450, 4470, 4585.

E-Commerce Marketing Management (24 units)
This option is designed to prepare students for careers in interactive electronic marketing. Required courses: MKTG 3445, 4400, 4585. Choice of one from MKTG 3485, 4465. Choice of two from ENTR 4485 and MKTG 3410, 3425, 3435, 3440, 4412, 4415, 4417, 4450, 4470. Strongly recommended: PSYC 1000 (or one of 1001 or 1005). PSYC courses may also satisfy lower division G.E. requirements.

Entrepreneurship (16 units)
This option concentrates on the management of existing small and medium size businesses, the procedures for establishing new ventures either as new firms or as subdivisions of existing firms, and the problems confronting new venture managers during the critical start-up period. The option provides an excellent preparation to those who plan to have their own firm, to be employed by small or medium size business firms with high growth potential, or to work in positions within financial institutions, government agencies, management consulting firms, and marketing agencies that deal primarily with the needs and problems of small to medium sized firms. Required courses: ENTR 4485, 4490; and choice of two from ACCT 3230; FIN 4415; ITM 4278; MGMT 3610; MKTG 3415, 3425, 3440, 3445, 3460, 3485, 4415, 4420, 4425, 4465, 4585; or one course selected in consultation, and with the approval of an Entrepreneurship option advisor. Students wishing to take ITM 4278 must fulfill the ITM 3060 prerequisite. Students wishing to take FIN 4415 must fulfill the FIN 4410 prerequisite. Note that FIN 4410 requires FIN 3400 as a prerequisite. Strongly recommended: PSYC 1000 (or one of 1001 or 1005). PSYC courses may also satisfy lower division G.E. requirements.

Finance (16 units)
The Finance option is designed to prepare students for careers in the financial management of business firms, banks, related financial institutions, and in investment banking, investment management, and securities brokerage. In addition to the development of a theoretical basis of decision-making, coursework emphasizes experience in solving the problems that face the financial manager. Required courses: FIN 4300 and choice of three from ECON 3310 and FIN 3320, 3360, 3400, 4310, 4320, 4325, 4370, 4375, 4410, 4415, 4470. Students wishing to take FIN 4370 must fulfill the MATH 1820 or MATH 1305 prerequisite.

Human Resources Management (16 units)
The Human Resources Management option concentrates on the management of people in the workplace. It prepares students for careers in human resources management and labor relations in business, government, and labor organizations. Those with a strong interest in human behavior will find this to be an appropriate area of study. Coursework is concerned with management of human resources, including selection, training, evaluation, and compensation of employees. Required courses: MGMT 3610 and choice of three from MGMT 3612, 3616, 3680, 4615, 4618, 4675; PHIL/MGMT 3560. Recommended courses: MGMT/ENGR 3600, STAT 3100. Students considering this option are strongly advised to take PSYC 1000, which may also satisfy lower division GE requirements.

Information Technology Management (ITM) (16 units)
This option prepares the graduate for management positions in the IT (information technology) industry. With the emergence of technology such as the internet, ERP systems and wireless communication, IT applications are now a fundamental and organic component of every business discipline. This option gives you a comprehensive overview of these applications in different functional areas of an organization such as accounting/finance, marketing, manufacturing, distribution and human resource management. As a graduate of this option you would have a solid understanding of IT applications in different areas of business, how they embed within their respective business processes and add value to them. Required courses: ITM 4271, ITM 4272 and choice of two from ITM 4273, ITM 4277, or ITM 4278. (May include up to 4 units from ACCT 3170, ACCT 4704, MGMT 3110, MGMT 3612 (Information Systems in HRM Topics only), MGMT 3645, MGMT 4640, MKTG 3485, MKTG 4465, MKTG 4585).

A student cannot receive credit for both an ITM option and minor.

Marketing Management (16 units)
The task of marketing is to help an organization create and maintain satisfying relationships with its important customers. Students completing the Marketing Management option acquire the knowledge and skills necessary to understand the needs of customers and the market, to design effective marketing strategies, and to successfully implement and monitor the chosen marketing program. Global competition coupled with technological advances forces both profit and nonprofit organizations to revitalize the marketing function for their success. The growing awareness of the importance of marketing has led to an increase in the number of marketing positions available. The option prepares students for careers in advertising and promotion, brand and product management, sales and sales management, retailing, non-profit, international marketing, marketing research, new product planning, marketing logistics and public relations. Required courses: MKTG 3445, 4400, and choice of two from ENTR 4485, 4490; MKTG 3410, 3415, 3425, 3435, 3440, 3460, 3485, 4412, 4415, 4417, 4420, 4425, 4450, 4465, 4470, 4585. Strongly recommended: PSYC 1000 (or one of 1001 or 1005). PSYC courses may also satisfy lower division G.E. requirements. A student cannot receive credit for both a Marketing Management option and a Marketing minor.

Operations and Enterprise Resource Management (16 units)
This option is designed to prepare students to manage the operational activities of a firm in an integrated manner with other functional areas. Subjects covered include project management, service operations, enterprise resource planning and control, logistics and quality management. Throughout, an emphasis is placed on the role of information technology, especially enterprise software, in managing the resources of an organization. Students taking this option are advised to take MATH 1820. Required courses: MGMT 4640 and choice of three from MGMT 3110, 3624, 3626, 3645, 4625. (May include up to 4 units from ACCT 3170, 3230; FIN 4300; any ITM prefix course, except ITM 1270 and 3060; MKTG 4400; MGMT 3610.) Any student wishing to take MKTG 4400, must fulfill the prerequisite of "any one course from MKTG 3410, 3425, 3440, 3445, 4417, and 4420."

Organizational Communication/Public Relations (16 units)
This option prepares students for careers in corporate communication, non-profit marketing communication, and public relations for both profit and non-profit organizations. Required courses: select two courses from MKTG 3425, 3445, 4415, 4420, 4425, 4465, and choose two courses from either Group I (COMM 3010, 3100, 3310, 4510, 4530) or Group II (COMM 3510, 4810, 4830, 4840). Students wishing to take COMM 3010 must fulfill the COMM 2100 and 2200 prerequisites. Students wishing to take COMM 3310 must fulfill the COMM 2200 and 3010 prerequisites. Students wishing to take COMM 4510 must fulfill the COMM 2200 prerequisite. Students wishing to take COMM 3510 must fulfill the COMM 1000 prerequisite. Strongly recommended: PSYC 1000 (or one of 1001 or 1005). PSYC courses may also satisfy lower division G.E. requirements.

Real Estate Management (16 units)
This option prepares students for careers in environmental and urban planning, lending and title institutions, investment, site location, real estate management, and real estate brokerage. The program is available to students with no prior work in real estate and, in addition, enables students of real estate in the community colleges to finish a baccalaureate major in Business Administration while building on the real estate courses offered by the community college. This is an advanced, comprehensive program in real estate management combined with a solid core of related business administration courses. Required courses: FIN 3400 and choice of three from ECON 3500 and FIN 4410, 4415, 4470.

Sales (16 units)
This option was developed in response to the significant growth of career opportunities in professional selling and sales management. It prepares students to compete in the challenging and rewarding field of personal selling and management of the sales force. Required courses: MKTG 3415, 4420, and a choice of two from MKTG 3460, 3485, 4417, 4425, or a 4-unit course selected in consultation, and with the approval of a Sales Option advisor. Strongly recommended: PSYC 1000 (or one of 1001 or 1005). PSYC courses may also satisfy lower division G.E. requirements.

Supply Chain Management (16 units)
In recent years, the purchasing and materials function has undergone a complete re-evaluation by business management. It is now a function with the responsibility and the authority for making major contributions to profits. The option is designed to prepare students to purchase and manage the material resources of a firm effectively. Students taking this option are advised to take MATH 1820. Required courses: MGMT 3624, and choice of 12 units from MGMT 3626, 3645, 4625, 4640; MGMT/ENGR 3110. (May include up to four units from ACCT 3170; FIN 4300; any ITM prefix course, except ITM 1270 and 3060; MKTG 3460, 4400; MGMT 4675.) Note: Any student wishing to take MKTG 4400 must fulfill the prerequisite of "any one course from MKTG 3410, 3425, 3440, 3445, 4417, and 4420." Any student wishing to take MGMT 4675 must fulfill the MGMT 3610 prerequisite.

Substitution of Minor for Option

From Outside the College of Business and Economics
In place of the option requirement, a student may choose to complete a minor from outside the College of Business and Economics. A second major from outside the College and interdisciplinary minors such as Advertising, Communication Skills, and International Business may also be substituted for the option requirement. The Minor program must be approved by both the Minor Advisor of the College of Business and Economics and an advisor from the area of the minor. Note that courses taken for a minor that is to be used in lieu of an option must be taken for letter grades rather than CR/NC.

The number of units required for the Business Administration major under this alternative is the combined 103 units of the lower division and upper division Business Administration cores for the non-ITM Option student plus the additional units necessary for the chosen, approved minor. Note that, where otherwise appropriate, units used to satisfy the requirements of a minor can also meet general education and/or major requirements.

The degree conferred under this alternative will be "Bachelor of Science, Major in Business Administration, Minor in . . . ."

Sample Programs
In order to ensure that prerequisite courses are taken in the proper sequence, contact the CBE Student Service Center at http://www.cbe.csueastbay.edu/ssc/index.html. This site provides information on sample programs and curriculum planning flow charts for each option in the business administration major.

Minors

Subject Area Business Administration
At least 12 units of the coursework must be completed at Cal State East Bay in order for the student to receive recognition of the minor on the Cal State East Bay transcript or diploma. A student cannot have both an option and a minor in the same area.

Minor in Advertising
See the undergraduate Advertising chapter for a description of this minor.

Minor in Business Administration (36-44 units)
Note: Students must have completed the prerequisites listed in the course description for any course they use to satisfy the following requirements.


Complete Alternative A or B Alternative A
I.	Lower Division (16 units)
	ACCT 2251 Financial Reporting and Analysis (4) ACCT 2701 Legal Environment of Business (4) ECON 2301 Principles of Microeconomics (4) ECON 2302 Principles of Macroeconomics (4)
II.	Upper Division (20 units)
	Students must have completed the prerequisites listed in the course description for any course they select to satisfy the following requirements.
	MGMT 3600 Theories of Management (4) MKTG 3401 Marketing Management (4) ITM 3060 Information Technology Management (4)
	Any two additional upper division Business Administration courses in the core (8)
		Note: Business Administration courses are those with Accounting, Entrepreneurship, Finance, Information Technology Management, Management and Marketing prefixes. Courses in Economics cannot be included in these 8 units.
Alternative B
I.	Lower Division (16 units)
	ACCT 2251 Financial Reporting and Analysis (4) ACCT 2701 Legal Environment of Business (4) CS 1160 Introduction to Computer Science and Programming Methods or any other introductory course in computer programming (4) ECON 2301 Principles of Microeconomics (4)
II.	Upper Division (24 units)
	Students must have completed the prerequisites listed in the course description for any course they select to satisfy the following requirements.
	ACCT 2253 Accounting for Management Decision-Making or ENGR 3090 Industrial Costs and Controls (4) Four (4) units of ITM upper division coursework, with consent of department ENGR 3140 Engineering Economics or ECON 2302 Principles of Macroeconomics (4) MGMT 3614 Organizational Behavior (4) MKTG 3401 Marketing Principles (4)
	Any two additional upper division Business Administration courses in the core as listed below (8):
		ECON 3107 Global Economic Analysis (4) or MGMT 4670 Multinational Business (4) ECON 3551 Managerial Economics and Business Strategy (4) FIN 3300 Financial Management (4) MGMT 4500 Business, Government, and Society (4) or ACCT 4911 Ethics, Regulation and Financial Statement Fraud (4) MKTG 3495 Business Communication (4)
Students completing the Business Administration Minor with the intention of possibly changing to the Business Administration Major, completing a second bachelor's degree in Business Administration, or entering a master's program in Business Administration are urged to discuss their selection of courses for the Business Administration Minor with an advisor in the College of Business and Economics. Such students, for example, should choose Alternative A to satisfy their lower division requirements. Engineering students completing this minor with the intention of entering the M.B.A. program should consult an advisor in the Department of Engineering.

Minor in Information Technology Management (20-24 units)
The minor in Information Technology Management is offered through the Department of Management. Business Administration majors who want to have this minor listed on their transcripts must have at least 18 units in the minor that are not counted in the major requirements.

Note: Students must have completed the prerequisites listed in the course description for any course they use to satisfy the following requirements.


I.	Lower Division (0-4 units)
	P/C Software Proficiency (students lacking this proficiency must take ITM 1270)
II.	Upper Division (20 units)
	ITM 3060 Information Technology Management (4) 16 units from courses permitted in the BS/BA Option in Information Technology Management.

Minor in International Business
See the undergraduate International Business chapter for a description of this minor.

Minor in Marketing (32 units)
The minor in Marketing is offered through the Department of Marketing and Entrepreneurship. Business Administration majors who want to have this minor listed on their transcripts must have at least 18 units in the minor that are not counted in the major requirements.

Note: Students must have completed the prerequisites listed in the course description for any course they use to satisfy the following requirements.


I.	Lower Division (12 units)
	ACCT 2251 Financial Reporting and Analysis (4) ECON 2301 Principles of Microeconomics (4) ENTR 2485 Establishing and Managing a Small Business (4)
II.	Upper Division (20 units)
	MGMT 3614 Organizational Behavior (4) MKTG 3401 Marketing Principles (4) MKTG 4420 Sales Management (4) Two additional Marketing courses excluding ENTR 4485, 4490 and MKTG 3495 (8)

Secondary Level Teaching Program

Students interested in secondary teaching should recognize that the College does not offer a subject matter preparation program in Business Education. Furthermore, although students can complete the undergraduate Business Administration major on this campus and then enroll in the fifth year credential program elsewhere, the College does not offer all of the coursework considered prerequisite to some credential programs.

Undergraduate Courses

Note: To be eligible for credit for any 3898 Cooperative Education course, registration for the course must be completed in advance of the activity (past work experience does not apply, and the activity must be a substantive expansion of the student's exposure to date.)


Accounting The course prefix for the following courses is ACCT.
2251	Financial Reporting and Analysis I (4) Interpretation and analysis of financial statements for decision-making. Introduction to identification, measurement, and reporting of financial events of business entities. Prerequisites: Satisfactory completion of Entry-level Mathematics (ELM) requirement, and either credit for intermediate algebra or a satisfactory score on the Mathematics Diagnostic Test (MDT). No credit given to those who have completed ACCT 2210.
2252	Financial Reporting and Analysis II (4) Interpretation and analysis of financial statements for decision-making. Introduction to identification, measurement, and reporting of financial events of business entities. Prerequisites: ACCT 2251; Satisfactory completion of Entry-level Mathematics (ELM) requirement, and either credit for intermediate algebra or a satisfactory score on the Mathematics Diagnostic Test (MDT). Open only to students who received credit for ACCT 2251 prior to Fall 2006.
2253	Accounting for Management Decision-Making (4) Use of accounting information for managerial planning, control, and decision-making. Topics include costing systems, cost estimation and analysis, operational and capital budgeting decisions. No credit for those who have completed ACCT 3200. Prerequisite: ACCT 2251.
2701	Legal Environment of Business (4) Legal and institutional setting in which business operates; the nature, sources, functions, and processes of law and legal reasoning relating to contracts, agency, torts, partnerships, and corporations; government regulations and administrative law as they apply to the legal environment.
3170	Information Technology in Business (4) The role of business information systems, roles and responsibilities within the IT function, IT fundamentals, disaster recovery and business continuity including data backup and data recovery, and financial statement and business implications of electronic commerce. Prerequisites: ACCT 2251 and CIS 3060.
3210	Cash Management (4) Principles of cash management in a corporate finance setting. Focus on how financial accounting, the collection cycle, electronic commerce, information technology, investment strategies, debt, and international business affect cash management. Yield curve analysis. Prerequisites: ACCT 2251 and FIN 3300.
3211, 3212, 3213	I n termediate Financial Accounting I, II, III (4 each) In-depth study of financial accounting concepts and practices, including information processing, valuation, statement presentation, and analysis. Emerging issues and professional accounting standards also studied. Courses are sequential and require a grade not lower than "C-" to continue. Prerequisite: ACCT 2251 or its equivalent, with a grade not lower than a "C-". FIN 3300 is highly recommended before taking ACCT 3212. (A)
3220	Tax Accounting: Fundamentals and Individuals (4) Subject matter focuses on tax fundamentals such as gross income, losses, property transactions, tax accounting and individual taxation. Skills developed include tax research, analysis and technical writing in the context of the course subject matter.
3228	Volunteer Income Tax Assistance (VITA): Income Tax Return Preparation (4) Classroom training in the preparation of federal and state income tax returns. Students are assigned individual state and federal tax returns to prepare and file for clients from the community. May be repeated once for credit. Prerequisite: permission of instructor.
3230	Cost Management (4) Fundamental concepts of cost accounting, new developments in cost management, and costing information for managerial decisions. Topics include various costing systems, activity-based costing, cost allocation, pricing decisions, transfer pricing, and performance measurements. Prerequisites: ACCT 2253 and MGMT 3100 or ECON 4000.
3280	Accounting for Governmental and Non-Profit Entities (4) Accounting for governmental and other non-profit entities including the standards and methods for financial reporting. Prerequisites: ACCT 2251 and 2253.
3898	Cooperative Education (1-4) Supervised work experience in which student completes academic assignments integrated with off-campus paid or volunteer activities. May be repeated for up to 4 units. Units not applicable to options or minor. Prerequisites: at least 2.0 GPA; departmental approval of activity. CR/NC grading only. (A)
3999	Issues in Accounting (4) Readings, discussion, and research on contemporary and/or significant issues in accounting. May be repeated for credit when content varies.
4211	Advanced Financial Accounting (4) In-depth study of advanced financial accounting concepts and practices, measurement, valuation, disclosure, and analysis. Includes research, the study of emerging issues and professional accounting standards. Prerequisite: ACCT 3212 with a grade not lower than "C-". Not open to those with credit for ACCT 3213. (Sp)
4220	Tax Accounting: Corporate Tax (4) Corporate taxation from inception to dissolution. Also includes consolidated returns, multinational issues, multistate issues, S Corporations, and tax exempt corporations. Skills developed include tax research, analysis and technical writing in the context of the course subject matter.
4221	Tax Accounting: Partnerships, Gifts, Estates, Trusts (4) The taxation of partnerships and partners, gift tax, estate tax, and income taxation of trusts and estates. Skills developed include tax research, analysis and technical writing in the context of the course subject matter. Prerequisite: ACCT 3220 or 4220. (Y)
4223	Business Law for Accountants (4) A study of some of the areas of business law tested on the CPA exam. An in-depth study of contract law under the common law, and the regulation of the sales of goods and negotiable instruments under the Uniform Commercial Code. Also covers the professional liability of accountants.
4226	Volunteer Income Tax Assistance (VITA): Supervisory III (2) Management of a group of VITA centers with emphasis upon teaching first-year supervisors to operate a VITA center effectively, the development of new VITA centers, and the coordination of publicity in geographic areas. Prerequisite: consent of instructor.
4227	Volunteer Income Tax Assistance (VITA): Supervisory IV (4) Coordinating the operations of two or more VITA centers to achieve optimum combination of output and quality control and providing assistance to center supervisors in answering technical taxation questions, directing VITA preparers, and solving other center problems. Prerequisites: ACCT 3220 and consent of instructor.
4250	Auditing (4) Principles, techniques and procedures in auditing. Prerequisite: ACCT 3212. (A)
4370	International Accounting (4) International disclosure issues, comparative analysis of financial statements, transfer pricing, multinational reporting problems, and international taxation. Prerequisite: ACCT 2251.
4704	Financial Reporting Systems: Design and Implementation (4) Design, implementation and analysis of financial reporting systems for manufacturing and service organizations. Topics include fundamentals of financial reporting and analysis; design and implementation of financial applications for general ledger, assets, procurement and payables; order fulfillment and receivables; budgeting and cash management. Prerequisite: ACCT 2251.
4900	Independent Study (1-4)
4911	Ethics, Regulation and Financial Statement Fraud (4) Ethical, legal, regulatory issues and social responsibility in context of financial statement frauds such as Enron. Role of SEC, impact of Sarbanes-Oxley. Corporate governance and related professional responsibilities in protection of consumers, investors, and other stakeholders. Prerequisite: ACCT 2251.
Economics See undergraduate Economics chapter for list of Economics courses. Entrepreneurship The course prefix for the following courses is ENTR.
2485	Establishing and Managing a Small Business (4) The fundamentals of establishing and operating a small business. Not open for credit to majors in Business Administration or Economics. Prerequisite: ACCT 2251 or consent of instructor.
4485	Establishing New Enterprises (4) In-depth coverage of procedures for setting up new businesses and of problems confronting managers during the critical start-up period; extensive use of cases, situational analyses, and projects. Prerequisites: ACCT 2253; FIN 3300; MKTG 3401. Recommended: ITM 3060.
4490	Practicum in Small Business Management (4) Student consultant teams assisting small businesses; responsibilities include reviewing performance; isolating problems; researching solutions; presenting oral analysis to class; preparing written reports for business. Prerequisites: ACCT 2253; ECON 3551; FIN 3300; MGMT 3100; MKTG 3401. Prerequisite/concurrent: MKTG 3495. Recommended: ITM 3060.
Finance The course prefix for the following courses is FIN.
3000	Personal Finance (4) Overview of financial literacy and personal financial planning for households. Topics include: financial plans, budgets and statements; managing basic assets, credit, insurance needs; managing personal investments; international effects and causes of personal financial planning on the United States investment patterns.
3300	Financial Management (4) Theory and practices that underlie the financial manager's decision-making process. Capital investment analysis, capital structure, dividend policy, risk and return, and market valuation of the firm. Prerequisites: ACCT 2251; ECON 2301 and 2302; STAT 2010 or 1000.
3320	Financial Markets and Services (4) The contemporary environment of the financial system and the organization and operation of financial markets, financial products and instruments, and the financial services industry. Prerequisite: FIN 3300.
3360	Management of Risk and Insurance (4) Techniques of risk management and uses of insurance contracts for individual and business insurance planning. The operation and regulation of the insurance industry and contract provisions for property, liability, life, annuity, health, and disability insurance. Prerequisite: junior standing.
3400	Fundamentals of Real Estate Management and Decision-Making (4) Fundamental tools of real estate decision-making and the management of real estate development, finance, investment valuation and operations. Recommended preparation: ACCT 2701 (formerly MGMT 2701).
3898	Cooperative Education (1-4) Supervised work experience in which student completes academic assignments integrated with off-campus paid or volunteer activities. May be repeated for up to 8 units. Units not applicable to options or minor. Prerequisites: at least 2.0 GPA; departmental approval of activity. CR/NC grading only.
3999	Issues in Finance (4) Readings, discussion, and research on contemporary and/or significant issues in finance. May be repeated for credit when content varies. Prerequisite: consent of instructor.
4300	Corporate Finance (4) In-depth study of theories and practices of corporate financial management. Emphasis on corporate financial decision-making, including capital budgeting, capital structure, dividend policy, risk management, and international financial management. Prerequisite: FIN 3300.
4310	Investment Analysis (4) Introduction to security analysis and portfolio management. Prerequisite: FIN 3300.
4320	Problems in Corporate Finance (4) Studies of specific problems in corporate financial policy formulation and decision-making using financial data bases and models. Prerequisite: FIN 3300.
4325	Introduction to Commercial Banking Operations (4) An introduction to commercial banking. The emphasis is on operations of the bank, its organization structure, accounting procedures, and financial management objectives and policies. Prerequisite: FIN 3300.
4370	Seminar in Financial Theory (4) Selected topics dealing with recent developments in financial theory and management practice. May be repeated for credit with the approval of the department. Prerequisites: FIN 3300; MATH 1820; senior or graduate standing, and consent of instructor.
4375	International Business Finance (4) Financial aspects of international business including international financial markets, foreign exchange management, foreign investment, multinational capital budgeting, working capital management, financing of international business including import-export financing and international banking. Not open to those with credit for FIN 6375. Prerequisite: FIN 3300.
4410	Financing Real Estate Operations (4) Study of equity, mortgage, lease, sale and lease-back, and innovative methods of financing, including related tax effects. Prerequisites: FIN 3300 and either FIN 3400 or graduate standing.
4415	Real Estate Investment Analysis and Advanced Appraisal (4) Applications of investment analysis and appraisal theory to real estate management. Prerequisite: FIN 4410.
4470	Seminar in Advanced Topics in Real Estate (4) Advanced topics in real estate, including contemporary environmental, sociological, financial, economic, and political issues. Prerequisites: two of ECON 3500 and FIN 4410 and 4415.
4900	Independent Study (1-4)
Information Technology Management The course prefix for the following courses is ITM.
1270	Fundamentals of Information Systems and Applications (4) Fundamentals of Computer Information Systems and applications. Focus on the basics of hardware/ software, and applications. Topics include computer components, management information systems, e-commerce, security, ethics, and the role of computers in society. Hands-on applications include using spreadsheet, database, wordprocessing, and web applications. Satisfies PC software proficiency requirement. Not open to those with credit for CS 1020.
3060	Information Technology Management (4) Effective and efficient uses of computers in business as a problem solving tool. Topics include computer systems components, systems analysis, database management systems, telecommunications, productivity tools, and mini-projects related to computer-based solutions to business problems. Prerequisite: PC software proficiency. (A)
3898	Cooperative Education (1-4) Supervised work experience in which student completes academic assignments integrated with off-campus paid or volunteer activities. May be repeated for up to 4 units. Units not applicable to options or minor. Prerequisites: at least 2.0 GPA; departmental approval of activity. CR/NC grading only. (A)
3999	Issues in Information Technology Management (4) Readings, discussion, and research on contemporary and/or significant issues in information technology management. May be repeated for credit when content varies.
4271	Database Management and Applications (4) Data modeling, database design and implementation, and database applications. Topics include: database design, incorporating business rules into entity-relationship (ER) models, transformation of an ER model into a relational database design, normalization of database tables, SQL data definition language and data manipulation language, views, and triggers. Prerequisite: ITM 3060.
4272	Information Technology and Telecommunication Systems (4) Theory and practice of computer networking and data communication management in a business environment. Topics include: network-related technology, standards, protocols, security and design. Primary emphasis on how network and data communication technology integrate with existing corporation architecture and how to identify network solutions to support business objectives. Prerequisite: ITM 3060.
4273	Business Intelligence Systems (4) Computerized support for decision making and business intelligence systems. Specific topics include, but are not limited to: major tools and techniques of managerial decision support, the essentials of business intelligence, data warehousing definitions and architectures, data integration, data visualization, data mining concepts and applications. Prerequisite: ITM 3060.
4277	Information Systems Development and Management (4) A methodical approach to developing information systems including systems planning, analysis, design, testing, implementation and maintenance. Primary emphasis on learning and practicing techniques and processes used by systems analysts at each phase within the systems development cycle and working as a team to create system solutions for clients. Prerequisite: ITM 3060.
4278	E-Business Systems Development (4) An overview of the basic knowledge of e-commerce technologies. Primary emphasis is on developing skills in implementing business-oriented systems for electronic commerce using Internet technologies. Topics include: internet technology components, world wide web, databases, programming, security standards, web authorizing tools, integration with enterprise systems. Prerequisite: ITM 3060.
4900	Independent Study (1-4)
Management The course prefix for the following courses is MGMT.
2701	Legal Environment of Business (4) This course prefix has changed to ACCT. See ACCT 2701.
3100	Decision Science (4) A survey of statistical data analysis and management science models as they are applied for decision-making in organizations. Topics covered include: regression, correlation, forecasting models, linear programming applications, project management, simulation and decision analysis. Emphasis on usage of appropriate technology and applications of quantitative models. Prerequisites: MATH 1810; STAT 2010 or 1000; PC Software Proficiency satisfied.
3110	Project Management (4) Analysis of modern methods and tools of project management. Topics include project definition, time and resource scheduling, budgeting, risk management, and performance measurement. Emphasis on developing practical skills in managing projects through case studies and utilization of project management software. Prerequisite: MGMT 3100 or permission of instructor.
3560	Business and Professional Ethics (4) (See PHIL 3560 for course description.)
3600	Theories of Management (4) Management is viewed as a process involving the utilization of human resources to accomplish organizational objectives. Critical analysis of descriptive and normative theories of formal organization, including a consideration of organization structure, communications, planning, and control. Cross-listed with ENGR 3600.
3610	Human Resources Management (4) Fundamentals of strategic human resource management from the perspective of human resources professionals and general managers. Focus on how firms use human resource functions, such as recruitment and selection, training and development, performance management, compensation and benefits, to gain a competitive advantage. Prerequisite: MGMT 3600 recommended.
3612	Topics in Human Resources Management and/or Industrial Relations (4) Current topics in human resources management and/or industrial relations selected by the instructor. May be repeated for credit with the approval of the department. Prerequisite: junior or higher standing.
3614	Organizational Behavior (4) Current theory and research of individual and small group behavior in the organization. Prerequisite: junior or higher standing recommended.
3616	Human Resources Evaluation (4) Procedures in selecting, placing, and evaluating employees. Topics include interviews, ability and psychological tests, innovative assessment methods, and organizational use of testing specialists and services. Prerequisites: MGMT 3614; STAT 2010 or 1000.
3620	Introduction to Production and Operations Management (4) Production and operations management in manufacturing and service enterprises; topics include: MRP II, inventory control, quality control, production planning/forecasting, productivity studies, international operations, equipment replacement, and quantitative methods and computer software applications. Prerequisites: ECON 3551 and MGMT 3100.
3624	Supply Management and E-Procurement (4) Current advances in managing supply of goods and services, including strategic sourcing, computerized purchasing, online auction, contract design, enterprise software application, quality control, cost analysis, price negotiation, inventory management, and capital equipment procurement.
3626	Management for Quality Improvement (4) Elements of total quality management, methods of and techniques in quality assurance, statistical process control and acceptance sampling. Emphasis on decision making and applications in quality improvement. Prerequisite: STAT 2010 or 1000.
3645	Global Supply Chain Management (4) An integrative perspective of managing supply chain in a global environment. Topics include designing supply chain network, strategic planning, supply chain coordination, resource allocation, capacity design, transportation management, material handling, and information technology in supply chain. Prerequisite: MGMT 3620.
3680	Employee and Labor Relations (4) The study of employee-management relations in non-union and union environments, including: the labor force; employment law, regulation and compliance; employee rights; performance management, discipline, and termination; alternative dispute resolution and grievance procedures; collective bargaining and preventative employee relations. Prerequisites: FIN 3300; senior or graduate standing, and consent of instructor.
3898	Cooperative Education (1-4) Supervised work experience in which student completes academic assignments integrated with off-campus paid or volunteer activities. May be repeated for up to 8 units. Units not applicable to options or minor. Prerequisites: at least 2.0 GPA; departmental approval of activity. CR/NC grading only.
3999	Issues in Management (4) Readings, discussion, and research on contemporary and/or significant issues in management. May be repeated for credit when content varies.
4500	Business, Government, and Society (4) The relationships between business managers and the social, economic, and political environment within which they operate; business ethics, antitrust policy, social responsibility, and consumer protection. Prerequisite: senior standing or permission of instructor.
4615	Compensation and Benefits (4) Wage and salary administration, wage and hour law, and employee benefits. Prerequisite: MGMT 3610.
4618	Human Resources Training and Development (4) Systems approach to human resources training and development. Topics include needs assessments, learning theories, instructional design, training methodologies, presentation techniques, and program evaluation. Students will design and present sample training and development programs. Prerequisites: MGMT 3610 and 3614.
4625	Service Operations Management (4) Methods and practice for operating service business effectively and efficiently. Topics include new service development, analysis of service process, customer relationship management, waiting time reduction, yield management, enterprise resource planning, and information technology in service operations. Prerequisite: MGMT 3620.
4640	Enterprise Resource Management (4) Concepts and applications of managing available resources, such as material, labor, capacity, and financial capital, in both service and manufacturing organizations. Emphasis on developing practical skills in internet era and utilizing modern business software in enterprise resource planning and e-commerce. Prerequisite: MGMT 3620.
4650	Seminar in Strategic Business Management (4) Capstone course that takes a top management perspective and integrates the functional disciplines into decision-making. Emphasis on evaluating complex business situations, integrating theory with practice, and presenting comprehensive strategic business plans. Prerequisites: FIN 3300; MGMT 3100; MGMT 4500 or ACCT 4911; MKTG 3401.
4670	Multinational Business (4) A study of the leading technical, environmental, and management features peculiar to the operation of the U.S. firms in foreign countries. Prerequisite: senior standing or permission of instructor.
4675	International Human Resources Management (4) Seminar on how multinational firms use human resource functions, such as recruitment and selection, training and development, performance appraisal, compensation and benefits, to compete internationally. Focus on international and comparative labor-management relations and management of multicultural teams. Prerequisites: MGMT 3610 and 3614.
4900	Independent Study (1-4)
Marketing The course prefix for the following courses is MKTG.
3401	Marketing Principles (4) Introduction to marketing principles, functions, and methods in creating and delivering value; evolution of the modern marketing system; market structure; internal and external variables in the design of marketing program including product, price, promotion, and distribution; social, legal, and ethical responsibilities of marketing. Recommended prerequisite or co-requisite: ECON 2301.
3410	Advertising Management (4) Managing the firm's advertising function: defining the market; integrating advertising into the marketing mix; setting goals and budgets; selecting media; planning, scheduling, and controlling advertising campaigns; research applications; societal evaluation and regulation. Prerequisite or concurrent: MKTG 3401.
3415	Personal Selling (4) Theory and practice of personal selling in individual and small group settings. Skills development in product knowledge, customer analysis, listening, prospecting techniques, sales presentation, closing methods, and the place of selling within business. Student Project. Prerequisite: MKTG 3401 or consent of instructor.
3425	Promotion (4) Management of marketing promotional functions including personal selling, sales promotions, advertising, and publicity/public relations. Comparison of promotions for profit/non-profit organizations, products/services, and consumer/industrial markets. Student project. Prerequisite: MKTG 3401.
3435	Environmental Marketing (4) The effects of commerce on sustainability. The societal marketing concept and how the environmental perspective can be reflected in marketing strategy formulation, including a broader product life cycle analysis and reverse logistics. Student project may be required. Prerequisite: MKTG 3401.
3440	Products and Pricing (4) The process of both consumer and industrial product development, based on marketing intelligence, product introduction, strategy and pricing throughout product life cycle. Field observation and case discussion. Prerequisite: MKTG 3401.
3445	Marketing Research (4) Training in the process and techniques of marketing research. Topics include problem formulation, research design, development of research instrument, data collection and analysis, and report writing and presentation. Hands-on experience emphasized. Prerequisites: MKTG 3401; STAT 2010 or 1000; PC Software Proficiency completed.
3460	Negotiation (4) Principles and practice in business negotiations. Topics include negotiating concepts, strategies, situational applications, and practice in applied techniques. Situations include negotiation in sales, customer relations, employee management, and career development. Prerequisites: junior standing, lower-division General Education Areas A1, 2, 3. Recommended: MKTG 3495.
3485	Database Marketing (4) Principles and applications of database marketing. Uses of geographic information systems, list sourcing and management, customer profiling and market segmentation, customer lifetime value analysis for direct and interactive marketing decisions. Prerequisites: MKTG 3401; STAT 2010 or 1000; PC Software Proficiency completed.
3495	Business Communication (4) Applications of logical and creative thinking, and oral and written communications in the administrative decision-making process in business organizations. Prerequisites: junior standing; either C- (CR) or better in ENGL 3000 or 3001, or score of 7 or better on the Writing Skills test, or satisfaction of the graduation writing assessment requirement (GWAR) at any CSU campus including the UWSR at Cal State East Bay. Credit unavailable through challenge. Enrollment priority given to Business Administration and Economics majors, then Business Administration minors.
3898	Cooperative Education (1-4) Supervised work experience in which student completes academic assignments integrated with off-campus paid or volunteer activities. May be repeated for up to 8 units. Units not applicable to options or minor. Prerequisites: at least 2.0 GPA; departmental approval of activity. CR/NC grading only.
3999	Issues in Marketing and Entrepreneurship (4) Readings, discussion, and research on contemporary and/or significant issues in marketing and entrepreneurship. May be repeated for credit when content varies.
4400	Integrated Marketing Management (4) An integrative perspective of marketing management. Students acquire knowledge and skills in applying marketing mix variables in competitive decision making environments. Lectures, simulation, and/or cases used to emphasize integration of marketing mix variables. Prerequisites: MKTG 3401; any one course from MKTG 3410, 3425, 3440, 3445, 4417, and 4420.
4412	Media Planning (4) Media choice related to advertising and promotion strategies; media data sources, syndicated services. Researching media for a specific product, structuring optimum media mixes, developing/managing media budgets; using computers and commercial computer services in deriving media schedules. Prerequisite: MKTG 3401.
4415	Corporate Communications (4) Development of organizational image campaigns by identifying corporate culture, corporate image, intraorganizational goals. Determining media strategies, tactics, and tools for lobbying, trade organization relations, press agentry, publicity, internal communications, and public opinion research included in the context of social responsibility. Student project. Recommended prerequisites: MKTG 3401; MGMT 3600, 3680.
4417	Consumer Behavior (4) Survey of theoretical foundations of consumer decision-making; in-depth analysis of contemporary factors influencing consumer behavior, including social, cultural, and psychological dimensions; extensive outside readings and case applications; student project required. Prerequisite: MKTG 3401. Recommended: PSYC 1000 (or one of 1001 or 1005).
4420	Sales Management (4) Planning, hiring and training, directing, motivating and controlling of a company's sales force. Competitive analysis and internal marketing. Prerequisite: MKTG 3401. Recommended: MKTG 3415.
4425	Sales Training (4) Sales training program development and practice; application of motivation theory to sales personnel; analysis of content of sales meetings, sales conferences, and employment and exit interviews. Student project. Recommended prerequisite: MKTG 3415.
4450	Marketing Seminar (4) Selected topics emphasizing the integration of marketing literature with current business practices through seminar discussions and individual field investigations. May be repeated for credit with approval of the Department. Prerequisites: MKTG 3401 and consent of instructor.
4465	Web Marketing (4) Web-based marketing strategies, issues, and problems. Websites as effective marketing tools. Formulation and implementation of customer-driven web marketing strategies. Prerequisite: MKTG 3401.
4470	International Marketing (4) Marketing management problems and techniques in international business. Prerequisite: MKTG 3401. Recommended: MGMT 4670 or ECON 3107.
4585	E-Commerce Marketing (4) E-Commerce marketing issues and problems. Understanding e-customers, characteristics of electronic marketplace, marketing implication of information technologies, and e-marketing strategies and tactics. Prerequisite: MKTG 3401 or consent of instructor.
4900	Independent Study (1-4)

Footnote

Not more than 12 units of VITA coursework can be counted toward undergraduate degree requirements.