MKT7540 Retailing Strategy
(Formerly Retailing Management)Retailing Management Retailers lie at the end of the supply chain. They interface with the ultimate consumer as well as with suppliers. Retailers make investments in real estate and solicit funds from the investment community. Importantly, most of the major retailers in the United States are involved in multichannel strategies that involve communicating with their customers over the Internet and through social media. As a result, this course should appeal to students with varied interests: retailing management, suppliers to retailers (or any business selling inventory), entrepreneurs, retail services, real estate, IT e-commerce, and finance. The objective of the course is to familiarize students with all of the major decisions retailers make, e.g., developing strategies, buying, financing, locating stores. The course is designed around experiential learning exercises and cases.

Prerequisites: MKT7200 or MKT7800 or equivalent core

FIN7504 Risk Management

(Formerly Managing Financial and Corporate Risk)
3 Elective Credits

Risk management has risen to a new pre-eminence with firms being exposed to an ever-increasing range of risks. The reasons for this rise, and the techniques and instruments used by risk managers, are the subjects of this course. The course will first cover the concept of Enterprise Risk Management (ERM) and then analyze the key financial tools used in risk management, such as futures and options. Students will then use their knowledge to manage risk optimally and alter the risk/return characteristics of corporations. The course will apply these tools to risk management cases to cover a whole set of different sectors (airlines, automobiles, IT, etc.). The course will also go into some of the most pressing risks of our time, namely: climate change; diversity, equity and inclusion (DE&I); and cybersecurity, as well as risks related to Mergers & Acquisitions (M&A) and executive compensation.

Prerequisites: FIN7200 or FIN7800

MKT7571 Sales in Action
(Formerly Building and Leading Effective Sales Force)

3 CreditsThis course focuses on the management of sales force (i.e., salespeople, business development executives, and customer relationship staff). The course explores the resources (e.g., people, information, and technology) used by firms to initiate and develop long term customer relationships. Given the vital role of sales in several organizations, the course will expose students to the strategic and tactical means with which firms create, control, nurture, and motivate the sales force.

This course complements MBA 9502 (Customer Acquisition and Persuasion). Whereas MBA 9502 focuses on the development of skills needed to excel in selling, this course addresses the leadership roles of Sales Managers, Sales Directors, Chief Revenue Officers, and Sales VPs.
Topics covered typically include sales force structure/sizing, territory design, recruitment/selection, coaching and training, motivation (leadership, compensation, sales contests, and quota management), and performance management.

Prerequisites: MKT7200 or MKT7800

MKT 9505: Sales and Marketing Dynamics within Franchise Systems

1.5 credits

This course will cover and explore the unique dynamics of sales and marketing in franchise systems. This intensive elective course complements EPS7534- Franchising, licensing & distributorship. We will review the fundamentals of franchise business models to set the context for the course and then focus on specific aspects of franchising that presents unique challenges for sales and marketing executives. We will address the implications these challenges have on marketing strategy, brand building, brand extension, sales process, sales pipeline, and revenue management. Topics covered include fundamentals of franchise business models and systems, marketing strategy and implementation in franchise systems, brand building and brand leadership in franchise systems, sales process and pipeline management for recruiting franchisees, aligning B2C and B2B franchise sales to support revenue growth, understanding franchise unit level sales analytics, managing brand conflicts and opportunities in multi-brand franchise operators, managing brands in international franchise systems, marketing channel conflicts, challenges, and opportunities when franchising is combined with other go-to-market channel options, new product development (NPD) and product portfolio management (PPM) for growth-phase franchise systems.

Prerequisites: MKT 7800

OIM6600 Scaling a New Business Within the Enterprise Through Digital
3 Credits (MSAEL Core)Digitized processes and platforms are an essential approach for leaders to scale major projects and initiatives in an organization. Cloud computing enable digital platforms that focus on operations, employee collaboration, customer relationships, and machine-to-machine connections such as the Internet of Things (IoT) to capture, analyze, and share data and insights. Instead of experimenting in an incubation state, the entire organization has to get involved with the innovation process. In this course, we explore how and when to use these digital platforms. This includes not only the rollout of the digital change from an operations and resourcing perspective but understanding who the active and passive champions and resistors are and working with them to drive diffusion. We will also discuss operations challenges and solutions associated with moving from a pilot to full scale production. Finally, the course will expose students to emerging technology enablers (e.g. data visualization, 3D printing, robotics, machine learning, augmented/virtual reality tools) and effectively identify the role they can play in the organization's growth and renewal.

Prerequisites: MOB6600 and EPS6600

MBA7570 Science, Technology and the Enterprise -- Foundation

3 CreditsThis, the foundation course for the _Science, Technology, and the Enterprise_ MBA intensity track, is motivated by the increasing application of science and technology in many facets of business -- operations, processes, products, big data, and even management -- in enterprises of all types and regardless of scale, industry vertical, and commercial orientation. Shying away from the particulars of science and technology, the course addresses the distinctive perspectives, knowledge, competencies, and ethos critical to leading and managing science- and technology-intensive businesses and enterprises. The course is structured around four themes -- science and technology acquisition, development, and management; the enterprise and its ecosystem; plate techtonics, disruptive change, and enterprise transformation; and science/technology choice and human, social, and environmental consequence. Drawing on the disciplines of science and technology management, organizational development, strategy, public policy, and social change, the course uses contemporary topics and study materials for context. Student learning is reinforced by in-the-first-person visits by managers and leaders of science- and technology-intensive enterprises.

Prerequisites: Full-time MBA students should have completed all their core courses; part-time and Blended Learning students should have completed a majority of their core courses

EPS7506 Social Innovation
3 Elective CreditsWe are living in a world where societal expectations of business have shifted and the lines between business, government, and the social sectors are being blurred. Businesses are called upon to create both economic and social value in new ways. This course addresses issues related to the social, economic, and environmental responsibilities of business. The topic of sustainability is also addressed.

OIM7504 Social Innovation Design Studio: Impacting the Future of Business

3 Credits

This new experiential studio course offers students a unique opportunity to integrate entrepreneurial leadership with social design and learn by doing as they create and implement solutions to some of the world's pressing challenges - in partnership with innovative organizational sponsors. Students work collaboratively in teams supported by faculty, mentors, lecturers and their own self-initiated research. Three sections guide learners through the process of self-discovery, understanding the landscape and potential of social design in business, and hands-on application of the process to a real-world challenge. The mindsets, skillsets and processes mastered will serve students in creating the future they want throughout their lives. This is a signature learning experience for the updated Intensity Track in Business and Social Innovation.

Prerequisites: None

MKT7500 Social Media and Advertising Strategy
(Formerly Marketing Communications)
3 Elective CreditsHow do customers learn about or build the desire to pick one product or service from another? The answer is social media and advertising. Making a great product or providing superior service is not enough if no one knows about it. IN the 21st century, traditional advertising strategies are not enough. Now companies need to have social media strategy at the center of their advertising planning. You should take this course if you want to learn how to effectively communicate about your product or service to your target segment(s) across social media platforms and how to coordinate your overall advertising strategy.

Examines the nature and role of social media platforms and advertising strategies, focusing on the goals and uses of advertising, sales promotion, public relations, and direct marketing, in achieving the communications objectives of marketing. This course first explores online consumer behavior and microtargeting, then discusses content and creative strategy planning. The course will then examine how to apply these strategies to various social media platforms such as YouTube, Facebook, Instagram, LinkedIn, Pinterest, and others along with integrating with traditional media. Students will be involved in determining the promotional budget, creating a message strategy, planning the social media mix, targeting communications to select market segments, executing the promotion program, and measuring overall effectiveness.

Prerequisites: MKT7200 or MKT7800

MBA7601 Special Topics: Entrepreneurial Growth
3 Elective CreditsThis course provides students insight into the challenges and opportunities that arise as a company grows. It provides students with concepts and frameworks necessary to facilitate entrepreneurial management in organizations of all sizes and types. It is relevant to individuals interested in managing growth in their own companies as well as those growing an existing company.

Prerequisites: None