2005-2006 Graduate Calendar

Business Administration  
Master of Business Administration Go to top of document
Dean Martin Kusy Faculty of Business Associate Dean, Graduate Studies Donald Cyr Faculty of Business Participating Faculty Professors Emeriti Kenneth E. Loucks (Marketing, International Business and Strategy) Professors Barbara J. Austin (Marketing, International Business and Strategy), A. Tansu Barker (Marketing, International Business and Strategy), Sheng Deng (Marketing, International Business and Strategy), Martin I. Kusy (Finance, Operations and Information Systems), William W. Liddell (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), Raafat R. Roubi (Accounting), Carol Sales (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), Robert Welch (Finance, Operations and Information Systems) Associate Professors Ian Adamson (Accounting), Darlene Bay (Accounting), Ernest Biktimirov (Finance, Operations and Information Systems), Danny Cho (Finance, Operations and Information Systems), Gail L. Cook (Accounting), Carman W. Cullen (Marketing, International Business and Strategy), Louis Culumovic (Accounting), Donald Cyr (Finance, Operations and Information Systems), Maureen Donnelly (Accounting), Paul Dunn (Accounting), Fayez Elayan (Accounting), Sandra M. Felton (Accounting), Eugene Kaciak (Finance, Operations and Information Systems), Kenneth Klassen (Finance, Operations and Information Systems), Eli Levanoni (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), Herbert MacKenzie (Marketing, International Business and Strategy), E. Sharon Mason (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), Bulent Menguc (Marketing, International Business and Strategy), Teresa V. Menzies (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), H. Brian W. Metcalfe (Marketing, International Business and Strategy), Thomas M. Mulligan (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), Patricia M. Myers (Accounting), Howard W. Prout (Marketing, International Business and Strategy), Sanjay Putrevu (Marketing, International Business and Strategy), Ronald H. Rotenberg (Marketing, International Business and Strategy), Kojo Saffu (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), Barbara Sainty (Accounting), Paul Scarbrough (Accounting), Anamitra Shome (Accounting), Linda Stillabower (Accounting), Mark J. Thomas (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), J. David Whitehead (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), Barry Wright (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), Peter Yannopoulos (Marketing, International Business and Strategy), Allister Young (Accounting) Assistant Professors Seigyoung Auh (Marketing, International Business and Strategy), Mohamed Ayadi (Finance, Operations and Information Systems), Anteneh Ayanso (Finance, Operations and Information Systems), Donald Brown (Accounting), Zhongzhi He (Finance, Operations and Information Systems), Hemantha Herath (Accounting), Sahn-Wook Huh (Finance, Operations and Information Systems), Mark Julien (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), Skander Lazrak (Finance, Operations and Information Systems), Jingyu (Jennifer) Li (Accounting), Alex Nikitkov (Accounting), Onem Ozocak (Finance, Operations and Information Systems), Unyong Pyo (Finance, Operations and Information Systems), Samir Trabelsi (Accounting), Francine Vachon (Finance, Operations and Information Systems), John Walker (Finance, Operations and Information Systems), Reena Yoogalingam (Finance, Operations and Information Systems), Deborah Zinni (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics) Lecturers M. Sharon Broderick (Marketing, International Business and Strategy), Lilly Buchwitz (Marketing, International Business and Strategy), Jacqueline Glenney (Marketing, International Business and Strategy), David Hunter (Marketing, International Business and Strategy), Shari Leitch (Accounting), Carolyn MacTavish (Accounting), Michael Robertson (Organizational Behaviour, Human Resource Management, Entrepreneurship and Ethics), Frances Tuer (Marketing, International Business and Strategy), Will Thurber (Marketing, International Business and Strategy) Director of Graduate Programs Shari Leitch 905-688-5550, extension 3916 Taro 361 http://www.bus.brocku.ca/mba The Faculty of Business offers two programs leading to the Master of Business Administration degree. The Master of Business Administration (MBA) program is a two-year program for full-time students. A part-time option is also available. See below for further details. The Master of Business Administration (International Student Program) (MBA (ISP)) is designed to meet the specific needs of international students who do not meet the English language proficiency requirements of the two year program. The Master of Business Administration (MBA) program is designed to provide individuals the opportunity to obtain an advanced professional business education that will enable them to realize their full potential and career goals. The program provides students with advanced management education, including advanced knowledge relating to professional business designations. This objective is carried out in the program by emphasizing the development and integration of the broad-based, functional business knowledge needed to advance an individual's management career. At the same time, students are allowed the opportunity to develop in-depth specialized knowledge in a selected field. The specialized streams of the MBA program may include Accounting, Finance, Human Resource Management and Marketing depending on demand. These specialized streams are designed to incorporate the knowledge base related to professional designation programs such as: CMA, CFA and CHRP. Students may also pursue an approved multi-disciplinary program drawn from the specialized courses offered in the program after consultation with, and approval of, the Associate Dean. Please be aware that, although we will endeavour to offer the specialty streams in terms three and four of the MBA each year, the possibility exists that a stream may not be offered if there is insufficient student interest.  
Internship Option Go to top of document
A paid summer internship option is available to those full-time MBA students with little or no previous work experience. These students will complete year one of the program prior to the internship term. Admission to the internship is decided on a competitive basis. The exposure to courses in the core areas of business provides the necessary academic background for the internship experience. Students may be admitted to the internship option upon initial MBA program admission or following the first term of MBA courses. Students admitted directly into the internship option will be required to achieve a 75 percent average in the first term of the MBA program. Admission to the internship option is on the basis of marks, a review of a personal resumé and employer availability. An interview may be required. In addition to the current tuition fees, internship students are assessed an administrative fee.  
Admission Requirements Go to top of document
The basic requirement for the MBA program is a four-year bachelor's degree in any discipline. Although not necessary, professional work experience is a valuable asset. Some introductory knowledge of statistics and economics is recommended, but not required. Students who have completed courses equivalent to those in the first year of the MBA as part of an undergraduate degree may be granted advanced standing, up to a maximum of 10 half-credit courses (5 credits), subject to performance. Advanced standing will be automatically assessed during the application review process. Applications for the Brock MBA program will be considered from candidates who have met the following minimum admission requirements. Possession of these minimum requirements does not, however, guarantee admission:
- completion of a four year bachelor's degree, or equivalent, acceptable to Brock University
- at least a B (second-class standing) or equivalent grade point average
- three letters of recommendation attesting to the scholastic record and/or managerial abilities of the candidate and ability to undertake graduate studies
- a resumé detailing the applicant's education and career to date as well as a statement outlining career and learning objectives indicating how the MBA at Brock will help fulfill those objectives
- graduate Management Admissions Test (GMAT) minimum score of 550
- where applicants have a primary language other than English or who have a degree from a university where the language of instruction was not English a TOEFL score (or equivalent) of 620 is recommended. However, a minimum TOEFL score of 575, or TOEFL(CBT) 230, and TWE 4.5 is required to apply
While each of these general criteria is important, an applicant's entire profile of academic and professional achievement will be evaluated. Strengths in one or more areas may compensate for weakness in another. Each year a limited number of applicants with extensive managerial work experience (a minimum of ten to fifteen years at a mid-management or higher level) and a GMAT score of at least 600 who do not hold an undergraduate degree may be admitted to the program. Completed applications must be received by May 1st however a rolling admission system is employed whereby applications are considered at any time until the program is filled. Therefore, early applications have a greater chance of admission.
 
Program Requirements Go to top of document
Candidates for the Master of Business Administration degree shall follow a program of study that must be approved by the Associate Dean, in consultation with the MBA Committee. The program consists of a series of courses required for all students. In addition to the required courses, students select from a general program, the accounting stream, the finance stream, the human resource management stream or the marketing stream. These streams are outlined below. At least five of the relevant courses must be completed in order to satisfy stream requirements. All students must also complete required non-credit courses in business skills during the program. Students lacking requisite computer skills will also be required to complete non-credit computerized instruction modules. Full time students normally complete the MBA over four terms or two academic years. Part-time students are expected to complete the program within six years from the date of their first registration and are advised to complete two courses per term. Required Courses MBAB 5P01 Accounting for Decision-Making I MBAB 5P02 Quantitative Analysis MBAB 5P03 Economic Environment of Business MBAB 5P04 Organizational Behaviour and Design MBAB 5P05 Marketing Management MBAB 5P06 Accounting for Decision-Making II MBAB 5P07 Operations Management MBAB 5P08 Financial Management MBAB 5P09 Management Information Systems MBAB 5P20 Applied Business Research MBAB 5P21 Business Strategy MBAB 5P22 Global Business MBAB 5P25 Business Ethics One Specified MBA Elective The Specified MBA Elective is to be chosen from: MBAB 5P23 Entrepreneurship MBAB 5P24 Business Law  
Specialty Streams and Elective Courses Go to top of document
General Program Go to top of document
Students not selecting one of the specialty streams described below will be permitted to design a program, subject to the approval of the Associate Dean, in consultation with the MBA Committee, which suits their needs and draws upon the specialized courses offered by the Faculty of Business and, in some cases, other departments or faculties.  
Research Option Go to top of document
Subject to the approval of the Associate Dean, in consultation with the MBA Committee, students may choose to replace up to three of the specialty courses with MBAB 5P91 Research Project II, MBAB 5P92 Research Project III, MBAB 5P93 Research Project IV and/or MBAB 5F91 Research Project I.  
Specialty Streams Go to top of document
Students with an undergraduate degree in business who wish to continue a previous specialization will develop a program plan in consultation with the Associate Dean. A research project normally covering one half credit may be expanded to three half credits in place of course work where the course work would substantially duplicate material in the student's undergraduate program.
1.  Accounting
  The accounting stream is designed for students seeking an integrated managerial accounting focus. This program provides the required university course prerequisites for the CMA designation and advanced standing in the CA and CGA Programs.
In addition to the required courses, accounting stream students will take:
MBAB 5P31 Managerial Accounting I
MBAB 5P32 Financial Accounting I
MBAB 5P33 Taxation for Business Decisions
MBAB 5P34 Managerial Accounting II
MBAB 5P35 Financial Accounting II
MBAB 5P36 Financial Accounting III
2.  Finance
  The finance stream is designed for students seeking a focus mainly on investment management. This program is largely focused on the body of knowledge required for the Chartered Financial Analyst (CFA) program. Students are encouraged to enroll concurrently in the CFA Level I exam.
MBAB 5P41 Financial Statement Analysis
MBAB 5P42 Equity Investments, Markets and Instruments
MBAB 5P43 Debt Investments
MBAB 5P44 Derivative Instruments
MBAB 5P45 International Finance
MBAB 5P46 Portfolio Management and Alternative Investments
3.  Human Resource Management
  The human resource management stream is designed to provide students with a strong foundation of knowledge in the theory and practice of human resource management. Further expertise is developed through courses in specific specialty areas of human resource management and industrial relations. This program is designed to provide students with the majority of the course work necessary to sit the required "knowledge exams" as specified by HRPAO to acquire the CHRP designation.
MBAB 5P51 Introduction to Industrial Relations
MBAB 5P52 Introduction to Human Resource Management
MBAB 5P53 Training and Development
MBAB 5P54 Compensation Management
MBAB 5P55 HR Planning and Strategy
MBAB 5P56 Recruitment and Selection
4.  Marketing
  The marketing stream is designed to provide an integrated theoretical and managerial perspective on the discipline of marketing with particular emphasis on issues pertaining to marketing in a global marketplace.
MBAB 5P61 Marketing Strategy
MBAB 5P62 Marketing Research
MBAB 5P63 International Marketing
MBAB 5P64 Consumer Behaviour
MBAB 5P65 Business-to-Business Marketing
MBAB 5P66 Services Marketing
MBAB 5P67 Sales Marketing
 
Master of Business Administration (International Student Program) Go to top of document
Students who do not meet the English language requirements of the regular MBA program described above may apply to the Master of Business Administration (International Student Program) (MBA (ISP)) which offers several distinct advantages to these students. In particular, MBA (IS) students will participate in both intensive and on-going business communications non-credit seminars and North American business acclimatization activities. In addition, non-credit seminars focusing on North American business fundamentals and practices are a component of the MBA (ISP) and this material is integrated into the various MBA (ISP) course offerings. The MBA (ISP) is a lock-step program delivered over a 16-month period, consisting of four academic terms of 13 weeks each. Students must also attend an intensive four-week English study program prior to beginning formal graduate study that includes classes in reading, writing, listening and speaking in the context of the North American business environment. This program provides students with the communication skills necessary to attempt graduate-level courses. The MBA (ISP) provides international students with a broad integrated background in all aspects of management and functional areas of business in terms one and two. During the third and fourth terms, students will acquire a more in-depth knowledge in the area of either marketing or finance. The content and program objectives are substantially the same as the Master of Business Administration (MBA) program described above with minor modifications that focus on the needs of international students. Graduates of the MBA (ISP) will receive a degree stating "Master of Business Administration".  
Admission Requirements Go to top of document
The basic requirement for the MBA (ISP) program is a four-year bachelor's degree in any discipline. Although not necessary, professional work experience is a valuable asset. Some introductory knowledge of statistics and economics is recommended, but not required. Advanced standing is not available in the MBA (ISP) program. Applications for the Brock MBA (ISP) program will be considered from candidates who have met the following minimum admission requirements however possession of these minimum requirements does not guarantee admission:
- completion of a four year bachelor's degree or equivalent, acceptable to Brock University
- at least a B (second-class standing) or equivalent grade point average
- three letters of recommendation attesting to the scholastic record and/or managerial abilities of the candidate
- a resumé detailing the applicant's education and career to date as well as a statement outlining career and learning objectives
- TOEFL score (or equivalent) with minimum score of 550 or TOEFL(CBT) 213, and TWE 4.5
While each of these general criteria is important, an applicant's entire profile of academic and professional achievement will be evaluated. Strengths in one or more areas may compensate for weakness in another. The Graduate Management Admissions Test (GMAT) is not a requirement for entry into the MBA (ISP) program. The achievement of a high GMAT, however, will reflect positively on an applicant's case. Completed applications must be received by February 28 however a rolling admission system is employed whereby applications are considered at any time until the program is filled. Therefore, early applications have a greater chance of admission.
 
Program Requirements Go to top of document
Candidates for the MBA (ISP) degree shall follow a program of study that must be approved by the Associate Dean, in consultation with the MBA Committee. The program consists of a series of courses required for all students. In addition to the required courses, students select from the finance stream or the marketing stream. Both of these streams include the courses outlined in the MBA Specialty Stream discussion above. The MBA (ISP) program does not include any elective courses. All students must also complete required non-credit courses in business skills during the program. Students lacking requisite computer skills will also be required to complete non-credit computerized instruction modules. The MBA (ISP) is available on a full-time basis only.  
Required Courses Go to top of document
MBAB 5P01 Accounting for Decision-Making I MBAB 5P02 Quantitative Analysis MBAB 5P03 Economic Environment of Business MBAB 5P04 Organizational Behaviour and Design MBAB 5P05 Marketing Management MBAB 5P06 Accounting for Decision-Making II MBAB 5P07 Operations Management MBAB 5P08 Financial Management MBAB 5P09 Management Information Systems MBAB 5P20 Applied Business Research MBAB 5P21 Business Strategy MBAB 5P22 Global Business MBAB 5P23 Entrepreneurship MBAB 5P25 Business Ethics  
Course Descriptions Go to top of document
MBAB 5F91 Research Project I A comprehensive research project chosen in consultation with a faculty adviser. Individuals must show a capacity for independent study and develop substantive knowledge in an advanced area of business. Projects are normally structured to include the following minimum requirements: the identification of a substantive research question, the development of a thorough literature review and hypothesis, and the proposal of potential solutions. MBAB 5P01 Accounting for Decision-Making I The functional basics of accounting for management and business decisions. Data collection, classification, processing and interpretation. MBAB 5P02 Quantitative Analysis Statistical and quantitative approaches to business decision making, analysis of business problems including descriptive statistics, regression and forecasting techniques, linear programming and decision tree analysis. MBAB 5P03 Economic Environment of Business Macro and micro economic concepts related to business decision making including sales taxes and subsidies, consumer and production theory and various market structures such as discriminating monopoly, oligopoly and dominant firms. The determinants of levels of national income, employment, interest rates, inflation and prices in the Canadian economy. Government monetary, fiscal and international economic policies. MBAB 5P04 Organizational Behaviour and Design Individual, group and organizational processes in organizations. Micro level topics include motivation, leadership, individual perception and attitudes, group dynamics and conflict management. Organization theory (macro) topics include organization design, environment, technology and structure, power and politics in organizations and organizational culture. MBAB 5P05 Marketing Management Demonstrating the role of marketing in the firm, exploring the relationship of marketing to other functions, and helping students to learn how to make marketing decisions in the context of general management. MBAB 5P06 Accounting for Decision-Making II An examination of financial reporting issues and managerial accounting techniques in the context of problem solving and decision making in business. MBAB 5P07 Operations Management Managerial issues relating to the operations function of organizations, concepts and techniques of operations-production management, product and service design, process selection, facility location and layout, quality management, planning, inventory and supply-chain management, project management and management of new technologies. MBAB 5P08 Financial Management Concepts, instruments and techniques used for financial decision making. Emphasis is on the maximization of shareholders' wealth and on the role of the financial manager in choosing the appropriate techniques for financial problem solving. MBAB 5P09 Management Information Systems Information systems and their application in business organizations. Key management issues with respect to the use of computer and information technology in modern business environments. The various tools of information systems and the interrelationships of computer systems and telecommunications as management challenges in the technology age. MBAB 5P20 Applied Business Research The basic tools of business research to gather, record, and analyze data for aid in making business decisions. Survey design, scales, multivariate analysis and non-parametric measures. Prerequisite: MBAB 5P02 or permission of the Graduate Programs Office. MBAB 5P21 Business Strategy The development of plans and activities that integrate the various operating and support functions of an organization to effect strategies of competitive positioning. The tasks of governance and leadership related to the dynamic nature of corporate strategy. The accountability of the firm to internal and external stakeholders. MBAB 5P22 Global Business Exposes students to numerous challenges a firm faces as it attempts to internationalize its operations. At the end of the course, the student is expected to have a better understanding of the micro factors which make management of international businesses distinct from domestic businesses. The topics to be covered include the international aspects of business functions, entry strategies, site selection, world trade developments and ethics in international business. MBAB 5P23 Entrepreneurship Theories of entrepreneurship and intrapreneurship, entrepreneurial attributes, new venture creation processes, web based business operations, and business plan preparation. MBAB 5P24 Business Law The legal environment of business and basic legal considerations for business organizations including forms of organization, liability of owners, shareholders, directors and managers. MBAB 5P25 Business Ethics Ethical theory and cases pertaining to business individuals, business organizations, and political-economic systems. Topics may include basic concepts of philosophical ethics; the rights and responsibilities of shareholders and other stakeholders; corporate governance; moral issues in international business; moral obligations to consumers; workplace issues; the natural environment; the relation of ethics and law; capitalism and its critics; future directions for the relationship of business to the rest of society. MBAB 5P31 Managerial Accounting I Internal recording systems devised to implement and guide management planning and control with particular emphasis on cost finding, product costing, cost behaviour and cost allocations as well as analysis and communication of relevant information to users in a professional manner. MBAB 5P32 Financial Accounting I The theory and practice of financial statement preparation including the measurement, reporting, and disclosure of assets, liabilities, equity, revenue and expenses with specific reference to generally accepted accounting principles and interpretation of related reports. MBAB 5P33 Taxation for Business Decisions The principles of individual and corporate taxation emphasizing the effects of federal and sub-federal income taxes on decision making in business. MBAB 5P34 Managerial Accounting II Performance evaluation, divisional performance measurement, transfer pricing, behavioural implications of accounting information and current issues as well as analysis and communication of relevant information to users in a professional manner. MBAB 5P35 Financial Accounting II The theory and practice of financial statement preparation in accordance with generally accepted accounting principles. Complex issues including accounting for leases, pensions, future income taxes, inter corporate investments and cash flow reporting. MBAB 5P36 Financial Accounting III The theory and practice of financial statement preparation in accordance with generally accepted accounting principles with emphasis on accounting for complex business organizations and not-for-profit organizations. MBAB 5P41 Financial Statement Analysis Analysis of financial accounting procedures and the rules that govern disclosure. Emphasis is on basic financial statements and how alternative accounting methods affect those statements and the analysis of financial statement relationships. MBAB 5P42 Equity Investments, Markets, and Instruments Selecting an investment in a global market and the organization, structures, and functioning of securities markets. Discussion of the security market indicator series and the efficient capital markets. An introduction to security valuation, stock market analysis, industry analysis, company analysis, stock selection and technical analysis, with discounted cash flow implications. MBAB 5P43 Debt Investments Features and valuation of fixed income securities. Analysis of bond markets concentrating on fixed income and fixed income derivatives markets. Risks and returns associated with investments in the markets, and how these investments can be optimally allocated to yield successful portfolio performance. MBAB 5P44 Derivative Instruments Introduction to options, futures and swap markets. Pricing principles and theory of these derivative securities as they apply to various trading and hedging strategies. MBAB 5P45 International Finance Overview of the international financial environment, the theoretical and practical aspects of the various international financial markets, and the impact of the international environment on the financial decision making of the individual and the firm. MBAB 5P46 Portfolio Management and Alternative Investments Portfolio management policies for individual and institutional investors, asset allocation, general portfolio construction and revision, equity and fixed-income portfolio management strategies, real estate portfolio management, and hedging strategies. Performance measurement, performance attribution analysis, and AIMR performance presentation standards are presented. Analysis of real estate and currency or foreign exchange investments and investment companies. Prerequisite: MBAB 5P42 or permission of the instructor. MBAB 5P51 Introduction to Industrial Relations An introductory course which emphasizes the practical application of basic skills required to manage in workplaces which are either unionized or might become unionized. Lectures, readings, simulations, case analyses, and other assignments will acquaint students with the structure and functioning of the Canadian industrial relations system, basic employment law concepts, the union certification process, negotiation and administration of collective agreements, strikes and dispute resolution in an international context. MBAB 5P52 Introduction to Human Resource Management A basic overview of key aspects of managing Human Resources in domestic and global markets, emphasizing the link between HR policies, practices, organizational strategy and legislative requirements. Topics will include recruitment and selection, job analysis, training and development, performance management, benefits, health and safety, industrial relations and collective bargaining. MBAB 5P53 Training and Development A systematic examination of training and development in organizations. Topics include training and development as a process and an investment, the organizational context of effective training and development, adult education theory, equity in training, and organizational learning. Primary emphasis will be placed on the theoretical and applied aspects of instructional systems design including: needs analysis, program design, development and implementation and program evaluation and follow-up. MBAB 5P54 Compensation Management This course deals with strategic compensation formulation and planning, as well as the management of the compensation system. Topics include the process for developing compensation objectives, economic and behavioural theories of compensation, pay and benefits determination, job and market evaluation, skill or knowledge-based pay, and pay equity. The course explores the use of individual, group, and organizational incentives to support compensation objectives. It also examines the process and procedures involved in implementing, managing, and evaluating the compensation system. MBAB 5P55 HR Planning and Strategy Explores various aspects of the Human Resources Planning process at the micro and macro level and their relationship to organizational strategy. Topics include forecasting human resource requirements, environmental scanning, examining supply and demand, and recommendations on how to deal with surpluses and shortages of staff. MBAB 5P56 Recruitment and Selection Provides an in-depth review of current recruitment and selection practices in the Canadian environment, as well in global markets. Topics include job analysis, preparation and evaluation of job descriptions, human rights legislation, employment standards and pay equity considerations in addition to understanding the different interviewing methods available to managers. MBAB 5P61 Marketing Strategy The development and the execution of marketing strategies. Topics include market orientation, customer retention strategies, industry, customer and competitive analysis, sources of competitive advantage and advanced marketing mix strategies. Computer simulation. MBAB 5P62 Marketing Research The role of marketing research as a marketing decision making tool. Topics include questionnaire design, experimentation, sampling, data collection and analysis and statistical methods for marketing research. Prerequisite: MBAB 5P20 or permission of the instructor. MBAB 5P63 International Marketing Globalization is now a top priority for large and small companies, and marketing is the key function allowing firms to expand worldwide. This course uses a practical, managerial approach to explore global decisions. Topics covered include market selection and entry, alliances, competitive analysis, global consumers and brands, cross-cultural management, global communications and organization. Extensive class discussions and oral presentations by students cover cases and articles on international markets. Prerequisite: MBAB 5P22 or permission of the instructor. MBAB 5P64 Consumer Behaviour The application of behavioural science concepts to marketing; the interactions of consumers, sellers, public policy makers and researchers. MBAB 5P65 Business-to-Business Marketing Develops the managerial skills and insights required to apply marketing principles to effectively and efficiently market business products and services to other companies, government bodies and institutions. The course will examine the unique aspects of business-to-business marketing such as shifting channel power relationships, the nature of e-commerce, organizational buying behaviour. MBAB 5P66 Services Marketing Students taking this course will become more aware of the nature and characteristics of services, more knowledgeable about the ways services need to be marketed due to their intangible core, and more knowledgeable about service quality and the foundation of services marketing. The course will emphasize success factors in services marketing. MBAB 5P67 Sales Management Management of the sales force and the role of the sales function in marketing strategy. This course covers the inter-related sales force management processes of developing and implementing the company's strategic sales program, and reviewing and evaluating sales performance. Specific topics include planning and organizing the selling function; estimating market potential and forecasting sales; account management strategies and managing customer interactions; recruiting, selecting, training, compensating, and motivating salespeople; and evaluating the sales force and individual salespeople. MBAB 5P91 Research Project II An independent research project in an area of specialization supervised by a faculty member. Projects can be literature based, applied organization based and/or focused on empirical data. MBAB 5P92 Research Project III An independent research project in the area of specialization supervised by a faculty member. Projects can be literature based, applied organization based and/or focused on empirical data. MBAB 5P93 Research Project IV An independent research project in the area of specialization supervised by a faculty member. Projects can be literature based, applied organization based and/or focused on empirical data. MBAB 5N11 Internship Placement I Internship work placement (4 months) with an approved employer. MBAB 5N12 Internship Placement II Internship work placement with an approved employer. Enrolment subject to approval by Program Director. MBAB 5N90 Internship Training and Development Framework for the development of learning objectives by students for individual work term(s). Includes orientation to the internship experience, goal setting, résumé preparation, interview skills preparation.  
Last updated: August 24, 2005 @ 10:11AM