Full-Time Faculty: Coral R. Snodgrass, Chair; Alexander Farkash, Lynn A. Fish, Michael J. Gent, Guy H. Gessner, Joseph G. Glynn, Gordon W. Meyer, Stephen C. Molloy, Gerald S. Rosenfelder, Paul L. Sauer, Girish Shambu, David J. Snyder, Raymond W. Vegso, Alan G. Weinstein, Gregory R. Wood.
The Department has two fundamental goals. Our first goal is to provide those students interested in careers in management and/or marketing with a well-rounded course of studies in comprehensive majors that include both contemporary theory and relevant application. Our second goal is to provide students in other majors with basic courses in management and marketing so they can gain some background knowledge in these important areas of business.
In order to graduate as a Management or Marketing major, a student must have a G.P.A. of at least 2.00 (C average) in each of the following:
1. all required Management or Marketing courses in the major.
2. all “Common body of business knowledge” courses.
3. all College courses.
Students wishing to become Management or Marketing majors should inform the Registrar of their intention and attend all Department advisement sessions.
Management Major
The task of the manager is to coordinate the activities of people and resources in order to accomplish organizational objectives. The Management major provides students with a balanced education to prepare them for this important organizational role. The curriculum contains basic coursework in quantitative methods, behavioral principles, and strategic management. Students are encouraged to take additional specialized courses and electives to add depth in one of three management minors: Human Resource Management, Management of Technology, or International Management. Alternatively, they can work with an adviser in the department to tailor their electives to meet special individual interests or needs.
Management is both a process and a set of skills necessary for the success of any organization, large or small, public or private, for profit or non-profit. As a result, the Management Major seeks to prepare students who can appreciate problems, analyze information, and implement solutions in a variety of occupations and settings. Some examples are: office management, financial management, labor relations, personnel administration, systems and procedures, production management, materials management, quality control, marketing management, and supervision or general administration in manufacturing, finance, retail sales, transportation, food and entertainment, education, government, and other service and non-profit organizations.
Management Curriculum:
| 1. |
ENG 101, ENG 102, PHI 101, RST 101 |
|
(4 courses) |
(12) |
| 2. |
Area Studies: Two courses from each of these areas: I, III, IV, V, VI, VIII1 |
|
(12 courses) |
(36) |
| 3. |
Major course requirements: |
|
(21 or 20 courses) |
|
| |
a. Common body of business knowledge: |
|
|
| |
|
QNT 101 |
Quantitative Methods for Business |
(3) |
| |
|
AND |
|
|
| |
|
MAT 106 |
Calculus for the Non-Sciences |
(3) |
| |
|
OR |
|
(6 or 4) |
| |
|
MAT 111 |
Calculus I |
(4) |
| |
|
OR |
|
|
| |
|
MAT 115 |
Calculus for Business I |
(4) |
| |
|
ACC 201 |
Financial Accounting |
(3) |
| |
|
ACC 202 |
Managerial Accounting |
(3) |
| |
|
ECO 101 |
Principles of Macroeconomics |
(3) |
| |
|
ECO 102 |
Principles of Microeconomics |
(3) |
| |
|
ECO 255 |
Business Statistics I |
(3) |
| |
|
ECO 256 |
Business Statistics II |
(3) |
| |
|
FIN 301 |
Introduction to Finance |
(3) |
| |
|
MIS 201 |
Management Technology |
(3) |
| |
|
MGT 101 |
Introduction to Management |
(3) |
| |
|
MGT 370 |
Managerial Environment |
(3) |
| |
|
MGT 446 |
Managerial Policy Strategy |
(3) |
| |
|
MKT 201 |
Principles of Marketing |
(3) |
| |
b. Management major: |
|
|
|
| |
|
MGT 335 |
Management Science |
(3) |
| |
|
MGT 336 |
Production/Operations Management |
(3) |
| |
|
MGT 360 |
Organizational Behavior |
(3) |
| |
|
MGT 364 |
Human Resources Management |
(3) |
| |
|
Management electives: three courses. Marketing courses may not be used here |
(9) |
| 4. |
Electives |
|
(3 or 4 courses) |
(9 or 12) |
| Total |
|
|
(40 courses) |
(120-121) |
Recommended Schedule (Management):
| Fall |
|
Spring |
|
| Freshman Year |
|
|
|
| ENG 101 |
3 |
ENG 102 |
3 |
| QNT 101 or MAT 111 or MAT 115 |
3 or 4 |
MAT 106 or Elective |
3 |
| ECO 101 |
3 |
MGT 101 |
3 |
| AS VIII |
3 |
AS IV |
3 |
| AS IV |
3 |
AS VIII |
2 or 3 |
| Total |
15 or 16 |
Total |
17-18 |
| Sophomore Year |
|
|
|
| PHI 101 |
3 |
RST 101 |
3 |
| ACC 201 |
3 |
ACC 202 |
3 |
| MKT 201 |
3 |
ECO 102 |
3 |
| MIS 201 |
3 |
ECO 255 |
3 |
| AS I |
3 |
AS III |
3 |
| Total |
15 |
Total |
15 |
| Junior Year |
|
|
|
| MGT 360 |
3 |
AS III |
3 |
| ECO 256 |
3 |
MGT 364 |
3 |
| MGT 335 |
3 |
MGT 370 |
3 |
| MGT 336 |
3 |
Management Elective2 |
3 |
| FIN 301 |
3 |
AS VI |
3 |
| Total |
15 |
Total |
15 |
| Senior Year |
|
|
|
| Management elective2 |
3 |
MGT 446 |
3 |
| Management elective2 |
3 |
Elective |
3 |
| AS I |
3 |
AS V |
3 |
| AS V |
3 |
Elective |
3 |
| AS VI |
3 |
Elective |
3 |
| Total |
15 |
Total |
15 |
| |
|
Total |
120-121 |
Note: To ensure that all prerequisites are met, it is especially important that majors follow the indicated sequence for the following "quantitative" courses: QNT 101-MAT 106, ECO 255, and MGT 335-336.
Management Minors:
A student can add to the basic Management major by following one of the three prescribed minors. The student should choose a minor early in the junior year and should notify a department adviser of this decision. A certificate of completion is rewarded upon fulfillment of the requirements. A department adviser can help the student choose electives that meet individual interests or needs
The Human Resource Management Minor:
Organizations can gain a sustained competitive advantage in the business world by promoting "high performance work practices" through strategic human resource management (HRM). There is a need for individuals who know how to acquire and maintain effective employees, develop their potential, and manage their performance. This minor is designed to provide students with basic knowledge and experience in contemporary human resource practices.
Requirements: Complete all the specified courses in the Management major and use the following courses as Management electives:
MGT 367 Employee and Labor Relations
MGT 464 Current Topics in Human Resource Management
MGT 496 Internship in Human Resource Management2
Students in the HRM minor are expected to become members of the Canisius Chapter of the Society for Human Resource Management (SHRM).
Management of Technology Minor:
In a time of constant technological change, managers will be increasingly called upon to manage new products, processes, and systems. In addition to providing a fundamental understanding of the field, this track helps students prepare for the six professional certification examinations of the American Production and Inventory Control Society (APICS). APICS certification should significantly improve a student’s employment prospects.
Requirements: Complete all the specified courses in the Management major and use any three of the following as Management electives:
MGT 434 Technology Management
MGT 436 Quality Management
MGT 437 Project Management
MGT 440 Global Supply-Chain Management
MGT 439 Operations Planning and Control
MGT 496 Internship in Technology/Operations Management2
The MGT 335-336 sequence is a prerequisite for most of these courses and should be completed by the end of the junior year. These two courses can be taken simultaneously.
International Management Minor:
To meet the international dimension of today’s business environment, this minor enables students to acquire knowledge and competence in the practice of management on the global stage.
Requirements:
1. Complete all specified courses in the Management Major and use the following courses as Management electives:
MGT 472 Comparative Management Systems
MGT 475 International Management
2. Complete one International elective: MKT 475, MIS 303, ECO 360, FIN 460, MGT 4963, PSY 320.
Students in this minor are encouraged to seriously consider taking advantage of one of the college’s study-abroad opportunities.
Marketing Major
Marketing is an exciting and dynamic discipline. Every year excitement comes from new product launches from dot-com’s and new advertising campaigns and product introductions from traditional powerhouses, like Coca-Cola and Pepsi, reach around the world. Marketing is global, fast-paced, and rewarding. If you’d like an exciting career which can take you around the world, Marketing is it. Marketing positions are available n all types of industries from Pharmaceuticals and Healthcare to High-Technology and Telecommunications. The Marketing Major is designed for students who want a balanced career which rewards creativity while requiring business results.
Marketing positions are available in a variety of consumer, industrial, and institutional market areas, including such "non-business" fields as health care, government administration, and culture enrichment. The marketing program is designed for those who wish to pursue careers in such areas as marketing research, sales management, advertising, retail merchandising, or many other specialized positions.
Marketing Curriculum:
| 1. |
ENG 101, ENG 102, PHI 101, RST 101 |
|
(4 courses) |
(12) |
| 2. |
Area Studies: Two courses from each of these areas: I, III, IV, V, VI, VIII4 |
|
(12 courses) |
(36) |
| 3. |
Major course requirements: |
|
(21 or 20 courses) |
|
| |
a. Common body of business knowledge: |
|
|
| |
|
QNT 101 |
Quantitative Methods for Business |
(3) |
| |
|
AND |
|
|
| |
|
MAT 106 |
Calculus for the Non-Sciences |
(3) |
| |
|
OR |
|
(6 or 4) |
| |
|
MAT 111 |
Calculus I |
(4) |
| |
|
OR |
|
|
| |
|
MAT 115 |
Calculus for Business I |
(4) |
| |
|
ACC 201 |
Financial Accounting |
(3) |
| |
|
ACC 202 |
Managerial Accounting |
(3) |
| |
|
ECO 101 |
Principles of Macroeconomics |
(3) |
| |
|
ECO 102 |
Principles of Microeconomics |
(3) |
| |
|
ECO 255 |
Business Statistics I |
(3) |
| |
|
ECO 256 |
Business Statistics II |
(3) |
| |
|
FIN 301 |
Introduction to Finance |
(3) |
| |
|
MIS 201 |
Management Technology |
(3) |
| |
|
MGT 101 |
Introduction to Management |
(3) |
| |
|
MGT 370 |
Managerial Environment |
(3) |
| |
|
MGT 446 |
Managerial Policy Strategy |
(3) |
| |
|
MKT 201 |
Principles of Marketing |
(3) |
| |
b. Marketing major: |
|
|
|
| |
|
MGT 325 |
Operations Analysis |
(3) |
| |
|
MKT 320 |
Consumer Behavior |
(3) |
| |
|
MKT 331 |
Fundamentals of Marketing Research |
(3) |
| |
|
MKT 401 |
Cases in Marketing Management |
(3) |
|
|
MKT 475 |
International Marketing |
(3) |
| |
|
Marketing electives: two courses. Management courses may not be used here |
(6) |
| 4. |
Electives |
|
(3 or 4 courses) |
(9 or 12) |
| Total |
|
|
(40 courses) |
(120-121) |
Recommended Schedule (Marketing):
| Fall |
|
Spring |
|
| Freshman Year |
|
|
|
| ENG 101 |
3 |
ENG 102 |
3 |
| QNT 101 or MAT 111 or MAT 115 |
3 or 4 |
MAT 106 or Elective |
3 |
| ECO 101 |
3 |
MGT 101 |
3 |
| AS IV |
3 |
AS I |
3 |
| AS VIII |
3 |
AS VIII |
3 |
| Total |
15 or 16 |
Total |
15 |
| Sophomore Year |
|
|
|
| RST 101 |
3 |
PHI 101 |
3 |
| ACC 201 |
3 |
ACC 202 |
3 |
| MKT 201 |
3 |
ECO 255 |
3 |
| MIS 201 |
3 |
ECO 102 |
3 |
| AS IV |
3 |
AS III |
3 |
| Total |
15 |
Total |
15 |
| Junior Year |
|
|
|
| ECO 256 |
3 |
MKT 320 |
3 |
| FIN 301 |
3 |
MKT 331 |
3 |
| MGT 325 |
3 |
MGT 370 |
3 |
| AS I |
3 |
AS V |
3 |
| AS III |
3 |
AS VI |
3 |
| Total |
15 |
Total |
15 |
| Senior Year |
|
|
|
| MKT 401 |
3 |
Marketing elective |
3 |
| Marketing elective |
3 |
MGT 446 |
3 |
| Elective |
3 |
AS V |
3 |
| MKT 475 |
3 |
Elective |
3 |
| AS VI |
3 |
Elective |
3 |
| Total |
15 |
Total |
15 |
| |
|
Total |
120-121 |
Note: To ensure that all prerequisites are met, it is especially important that majors follow the indicated sequence for the following "quantitative" courses: QNT 101-MAT 106, ECO 255, and MGT 325.
Dual Major: Highly motivated students may choose to enhance their career potential and enrich their business background by completing a dual major. Students are encouraged to major in both Management and Marketing or to match one of these with a major in Modern Languages. These dual majors require at least one course beyond the college’s normal graduation requirements. Interested students should see a department adviser.
Minors
The Business Management minor is for majors outside the Wehle School of Business. It provides a basic understanding of what it takes to organize and manage the various aspects of complex organizations in the business world. The coursework focuses on achieving results through proper management and leadership. Students have an opportunity to work with instructors who have professional background in business and to experience a project team environment.
Business Management Minor:
| MGT 101 |
Introduction to Management |
(3) |
| MKT 201 |
Principles of Marketing |
(3) |
| MGT 325 |
Operations Analysis for Business |
(3) |
| MGT 370 |
Managerial Environment |
(3) |
| Business Management electives: two courses (MGT 300, MGT 360, MGT 364, MGT 475, MKT 320, MKT 350, MKT 351, MKT 352, MKT 475, or other Business courses approved by department chair) |
(6) |
| Total |
(6 courses) |
(18) |
The International Management minor5 is designed for students who are interested in careers associated with international business. It is open to all students except those majoring in Management.International Management Minor:
International Management Minor:
| MGT 472 |
Comparative Management Systems |
(3) |
| MGT 475 |
International Management |
(3) |
| MKT 475 |
International Marketing |
(3) |
| International Management electives: two courses (MIS 303, PSY 320, ECO 360, FIN 4606) |
(6) |
| Total |
(5 courses) |
(15) |
Other Programs
Entrepreneurship – Small Business Specialization: This program is designed for students interested in starting or owning a small business. Students choosing this specialization should complete all required courses for the B.S. in Management or Marketing, along with special courses in entrepreneurship and small-business management. To qualify for this specialization, students should contact the Department Chair.
Fashion Institute of Technology: This program combines professional fashion-related education with Marketing courses to provide a concentration for students interested in a career in the fashion industry. Students accepted into the program spend their junior or senior year in New York City at the Fashion Institute of Technology, completing practical coursework in fashion design, manufacturing, and retailing. Students interested in this program must apply to the program coordinator during their sophomore year. For further information, contact the Department Chair.
Minor in Industrial/Organizational Psychology: : This interdisciplinary program, which is open to Management majors, combines Management and Psychology courses.
International Business Certificate: See page 140.
Additional Information
Internships: Internships qualifying for three hours of academic credit are available to upper-division students majoring in Management and Marketing. These involve a work-and-study situation with faculty supervision. Many are paid. Students wanting internships for credit must meet certain departmental requirements. For further information, contact the Department Chair.
Career Preparation: All Management and Marketing majors are expected to register with the Career Center during their senior year (if not before). Registration includes preparation of a formal resume and an interview with the Career Center staff. In addition, majors are encouraged to actively utilize the office’s other career-oriented services. Students should contact the Career Center in Old Main 016.
COURSES: 2001-2003
Note: Additional or different Management and Marketing electives may be offered. Students should consult the department.
QNT 101 Quantitative Methods for Business7 3
Basic arithmetic and algebraic skills; concepts of variables and equations; graphs and graphical analysis; introduction to use of the spreadsheet Microsoft Excel. Strong business application orientation.
MGT 101 Introduction to Management 3
Organization design and administration, including traditional and modern theories. The production function, managerial functions and processes, decision-making, behavioral factors, issues, and case analysis.
MGT 300 International Business Seminar 3
Three weeks of travel in Europe, either between Fall/Spring semesters or in Summer. Gives exposure to international business environment and to business practices outside U.S.A. Readings; discussions; paper required after return to U.S.
Prerequisite: Open to all Business majors and to others by approval. Application to Dr. Vegso.
MGT 325 Operations Analysis for Business 3
Production/operations strategies and policies with respect to inventory control, capacity planning and scheduling, and quality control. Linear programming and forecasting in managerial decision-making.
Prerequisite: QNT 101 and MAT 106 or MAt 115, or other acceptable Mathematics courses.8
MGT 334 (MKT 334) Purchasing 3
Introductory course to business procurement. Topics include organization role, policy & procedures, process flows, purchasing law, contract management, ethics, e-procurement, supplier relations, and current best practices.
Prerequisite: MGT 101, MKT 201.
MGT 335 Management Science 3
Introduction to a variety of management science tools and applications. Quantitative modeling of decision-making problems, with an emphasis on interpretation of results.
Prerequisite: ECO 255.
MGT 336 Production/Operations Management 3
Special problems of management in designing and operating both manufacturing and service organizations. Facilities layout, location, planning, quality control, inventory control, productivity, and operations economics.
Prerequisite: MGT 335 or concurrent registration.
MGT 345 New Venture Management 3
The management skills necessary to be a successful entrepreneur, including creative decision making, time management, delegating, negotiating, communication, team building, and employee empowerment.
MGT 360 Organizational Behavior 3
Organizational functioning at the individual, group, and system levels. Topics include communications, leadership and motivation, organization design and change. Course includes experiential practice of related managerial skills.
Prerequisite: MGT 101, sophomore standing.
MGT 364 Human Resources Management 3
Focuses on firm’s human-resources management activities. Topics include contemporary approaches to staffing, performance evaluation, compensation and union-management relations. Formerly MGT 340.
Prerequisite: MGT 101; junior standing.
MGT 367 Employee and Labor Relations 3
Maintaining positive relations with employees and unions representing employees. Topics may include negotiating, labor/management relations including labor/management collaboration, employee assistance and wellness programs, and managing discipline and grievances, Some emphasis on skill development.
Prerequisite: MGT 360, junior standing.
MGT 370 Managerial Environment 3
Managing interplay between business and society, including political, economic, social, legal, international, ethical environments. Role of market, law, self in control of business. Cases; issues.
Prerequisite: MGT 101.
MGT 410 (ENT 410) Entrepreneurship and Small Business Planning 3
Identifying market opportunity for a potential new venture. Student analyzes, writes, revises, and presents a complete business plan for the proposed business venture. Elective
MGT 434 Technology Management 3
Management of new product development in organizations with focus on the technology and innovation process. Both theoretical and practical aspects of managing this process will be
considered.
Prerequisite: MKT 201, MGT 360. Elective
MGT 436 Quality Management 3
Tools, techniques, and strategies used in quality management. Application of current ideas in the field to problem-solving and case analysis. Emphasis on quality issues relating to technological innovation and implementation.
Prerequisite: MGT 336. Elective
MGT 437 Project Management 3
Introduction to the principles and techniques employed by project manager. Focus on entire project life cycle. Critical issues such as time, cost, and performance parameters analyzed from organizational and resource management perspectives.
Prerequisite: MGT 335. Elective
MGT 439 Operations Planning and Control 3
Series of topics designed to target the CPIM (Certification in Production and Inventory Management) professional certification examinations conducted by APICS. Includes just-in-time systems, master planning, material requirements planning.
Prerequisite: MGT 336.
MGT 440 Global Supply-Chain Management 3
Designed to target the CPIM professional certification examinations in production/operations management, the course will examine supply chain management, operations planning, logistics, and manufacturing issues and practices in a global context.
Prerequisite: MGT 336
MGT 446 Managerial Policy/Strategy 3
Business students’ capstone course. Integration of all business disciplines into discussion of goals, strategies, policies, planning, evaluation. Cases provide decision-making experience.
Prerequisite: To be taken in the last semester of the senior year.
MGT 464 Current Topics in Human Resource Management 3
Seminar on selected topics with focus on emerging practices and contemporary examples. Topics may include self-managing work teams, HR and TQM, strategic HRM, labor-management collaboration, uses of contingent workers, and training for competitiveness.
Prerequisite: MGT 101, MGT 364. Elective
MGT 472 Comparative Management Systems (International) 3
International business emphasizing differences in systems. Context and traditions in different countries and regions: social, political, governmental, business, labor, ethical, cultural. Different management and business practices. Managing and doing business within and across many countries.
Prerequisite: MGT 101 or permission of instructor. Elective
MGT 475 International Management 3
Decision-making models to help the manager deal effectively with the global market place. Stress on situation analysis and problem solving.
Prerequisite: MGT 101 or permission of instructor.
MGT 496 Management Internship 3
Non-routine job experience which links academic concepts with practical experience. Requires supervision by faculty, and student demonstration of academic value through papers and reports.
Prerequisite: Senior standing and advance permission of chair.
MKT 201 Principles of Marketing 3
Analytical approach to distribution of goods and services in a market economy. Product, price, promotion, and channel decisions within context of overall environment.
MKT 320 Consumer Behavior 3
Application of concepts drawn from the behavioral sciences (i.e., anthropology, sociology, and psychology) to provide insight into consumer decision-making and buyer behavior.
Prerequisite: MKT 201 and ECO 255, or permission of instructor.
MKT 331 Fundamentals of Marketing Research 3
Analyzes various techniques for obtaining marketing intelligence for top-level decision-making. Emphasizes marketing-research methodologies and evaluation of data from primary and secondary sources.
Prerequisite: MKT 201, MIS 201, ECO 255. Elective
MKT 351 Sales Management 3
Sales policies and planning; sales organization; selection, training, and compensation of salespersons; control of sales performance, sales budgets, and cost control. Case materials used.
Prerequisite: MKT 201. Elective
MKT 352 Professional Sales 3
The more significant aspects and techniques of sales, and practical issues pertaining to a career in sales.
Prerequisite: MKT 201. Elective
MKT 353 Data Base Marketing 3
Principles in marketing strategy and the new marketing dynamics. Heavy emphasis on direct mail, catalog, retail, and retail-with-catalog marketing operations. Live catalog software and national competitions are typically part of this course.
Prerequisite: MKT 201. Elective
MKT 396 Products and Promotion 3
Strategies (tools) and techniques used to introduce new products. Focus on advertising components of the overall strategy. Student project: a new product promotional plan.
Prerequisite: MKT 201, ECO 255, MIS 201. Elective
MKT 401 Cases in Marketing Management 3
Case analysis used to apply decision-making criteria for advanced practices and policies concerning product, price, promotion, and channels of distribution.
Prerequisite: MKT 320, MKT 331, and senior standing.
MKT 445 Marketing Strategy Game 3
Student-run firms compete in a simulated business environment and use marketing concepts to make pricing, distribution, promotion, and channels of distribution.
Prerequisite: MKT 201, MKT 331. Elective
MKT 475 International Marketing 3
Issues involved in entering operations in an overseas market. Focus on identifying opportunities in world markets and adapting strategies to fit specific national market needs.
Prerequisite: MKT 201 or permission of instructor. Elective
MKT 496 Marketing Internship 3
See MGT 496 for description.
MKT 497 FIT Internship 15
For students in Fashion Institute of Technology program.
Prerequisite: Approval of chair or FIT coordinator.
1 Area II is automatically fulfilled because this program is in the Social Sciences. Area VII is fulfilled by the Mathematics courses required in this program.
2 Management Track courses should be taken in these slots.
3 Students intending to complete an internship for credit as part of a track must consult with a department adviser for guidance and approval.
4 Area II is automatically fulfilled because this program is in the Social Sciences. Area VII is fulfilled by the Mathematics courses required in this program.
5 Pending approval by the Academic Program Board. See department chair for current status.
6 ECO 360 and FIN 460 may not be used as electives in this program by non-Business majors.
7 QNT 101 is offered cooperatively by all the departments in the Wehle School of Business.
8 For the Business Management Minor, completion of Area VII requirements.