eugene m. isenberg school of management · plete a “core” of junior- and senior-level busi-ness...

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SOM Building

Contact: Dennis HannoOffice: 211 SOMPhone: 545-5610Web site: www.som.umass.edu

Dean: Thomas O’Brien; Associate Dean for Un-dergraduate Matters: Dennis Hanno; AssociateDean for Faculty Development: Marc Weinberger;Associate Dean for Information Technology:Leslie Ball.

The Field

The Isenberg School of Management preparesstudents to assume positions of responsibilityin the diverse world of business. Students maypursue an education in a variety of businessdisciplines represented by majors in four de-partments: Accounting and Information Sys-tems, Finance and Operations Management,Management, and Marketing.

The School’s educational program is directedtoward the broad aspects of business, encour-aging high standards of ethical conduct, broadsocial responsibilities, and the development ofcompetence in particular courses of the stu-dent’s own interests, aptitude, and choice. Inaddition, the introduction to such fields asmathematics, economics, psychology, so-ciology, and government offers a deeper un-derstanding of the relationship between busi-ness and these other disciplines.

Students enter the Isenberg School as in-coming freshmen, as transfers from within theUniversity, and as transfers from other collegesor universities. Interested high school seniorsshould direct their inquiries to the UniversityAdmissions Office, tel. (413) 545-0222. Stu-dents interested in transferring should refer tothe sections below about off- and on-campustransfers.

Accreditation

The undergraduate program of the IsenbergSchool is accredited by the American Assem-bly of Collegiate Schools of Business.

The Undergraduate Counseling OfficeThe Undergraduate Counseling Office is staffedby advisers available to assist students withany questions or concerns they have as theyprogress through their academic life at theIsenberg School. This includes advice on courseselection, assistance with academic and per-sonal problems, and information about specialopportunities available to Isenberg School

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students such as tutoring, scholarships, studyabroad and internships. Students are encour-aged to get to know their advisers early in theiracademic career and to take advantage of allthe services available to them through theUndergraduate Counseling Office. For moreinformation, contact Director of Undergradu-ate Counseling John C. Morand, tel. (413)545-5610.

Diversity in Management Education Services

Founded in 1987, DiMES is designed to sup-port Isenberg School students of color through-out their time at the University. DiMES pro-vides academic support, counseling, and a senseof community for the Isenberg School’s cul-turally diverse student body. For more infor-mation, contact DiMES Program DirectorMelvin Rodriguez, tel. (413) 545-5610.

Placement Assistance for Isenberg SchoolStudentsThe Isenberg School’s Placement Center ex-ists to help students find the all-importantfirst job. Services include a large on-campusrecruiting program, workshops, one-on-onesessions for help with resumes and inter-views, and guidance to identify possible ca-reer choices. For more information, contactthe Director of the Undergraduate PlacementCenter, Richard Fein, tel. (413) 545-5598.

The Majors

The first two years of study emphasize generaleducation by providing fundamental courses inthe humanities, mathematics, and social sci-ences. In addition, basic courses in accounting,economics, management information systems,and the legal and social environment of busi-ness prepare the student for further work in theIsenberg School of Management. The juniorand senior years emphasize a greater degree ofspecialization in the student’s major as out-lined below. During the final two years, allstudents enroll in “core” introductory coursesin finance, marketing, and management. A to-tal of at least 120 credits is required for gradu-ation. Each course of study leads to the degreeof Bachelor of Business Administration.

Isenberg School majors apply for admissionto one of the major programs during their junioryear. Students will be guaranteed admission toa major program within the Isenberg Schoolbut the School cannot guarantee that studentswill always be accepted into their first choice ofmajor.

Isenberg School of Management

Recommended Sequence of Courses forIsenberg School Freshmen and SophomoresFreshmen

FallENGLWP 112 College WritingECON 103 Introduction to MicroeconomicsSocial World electiveBiological and Physical World electiveNon-business elective

SpringMATH 127 Calculus for the Life and Social

SciencesECON 104 Introduction to MacroeconomicsSocial World electiveBiological and Physical World electiveNon-business elective

Sophomores

FallACCTG 221 Introduction to Accounting ISTATIS 140 Introduction to StatisticsSOM 210 Introduction to Business Information

SystemsSocial World electiveNon-business elective

SpringACCTG 222 Introduction to Accounting IIMGT 260 Introduction to LawFOMGT 250 Quantitative Tools for Manage-

mentSocial World electiveBiological and Physical World elective

The Junior-Senior YearsUpon completion of the freshman-sophomorecurriculum and attaining junior class standing,students “declare” a departmental major andbegin a more concentrated program of study.Information about the declaration process isavailable in the Undergraduate Counseling Of-fice. Students typically declare in the first se-mester of their junior year.

Courses and programs for the junior-senioryears are listed below under the four depart-ments of the Isenberg School.

All Isenberg School students must com-plete a “core” of junior- and senior-level busi-ness courses. This core is composed of FOMGT301 Corporation Finance, MGT 301 Principlesof Management, MKTG 301 Fundamentals ofMarketing, SOM 310 Management Communi-cation, and SOM 497 Business Policy andStrategy. Each major then has its unique re-quirements. Elective courses in major pro-grams are selected with the aid and consent ofthe student’s adviser.

Curriculum/Major Guidelines

Breadth of Study: Students must complete atleast 60 degree credits in courses outside theIsenberg School. No more than nine credits ofEconomics and six credits of Statistics cancount toward the 60 credits outside theIsenberg School. Any additional credits inthese two areas must be counted as businesscourse credits.

Minimum Period of Enrollment: Students mustbe enrolled in a departmental major in theIsenberg School for a minimum of one aca-demic year to receive a B.B.A. Students whocomplete the course requirements of an IsenbergSchool major program but who have not beenadmitted to a departmental major will notreceive a B.B.A. from the University.

Course Availability: Not all courses are offer-ed every semester, including some requiredcourses. Students are urged to consult theirIsenberg School advisers on a regular basisto plan completion of their Isenberg Schoolprogram.

Pass/Fail Limitation: No Isenberg School coreor major requirement will be fulfilled by acourse for which a grade of “P” is recorded.(This includes ECON 103 and 104, MATH127, and STATIS 140.) Students should not usethe Pass/Fail grading option in any of thesecourses.

Internships: The Isenberg School encouragesstudents to take advantage of the opportunity toexpand their educational experience with asummer or semester internship. Only studentsadmitted to a departmental major within theSchool may register for internship credits withinthat department. Departmental internships maybe sponsored only by full-time faculty in that de-partment, and may not generally exceed threecredits. Students are eligible for a departmentalintership in the School only if they have com-pleted the entire Isenberg School core, withthe exception of SOM 497. More informationis available from the Internship Coordinator,Kim Jones, tel. (413) 577-0418.

Graduation with Honors: Each of the depart-ments maintains honors programs in conjunc-tion with Commonwealth College that lead tohigher graduation honors (magna cum laudeand summa cum laude). Students are urged tocontact the Commonwealth College office, tel.(413) 545-2483, or the Undergraduate Coun-seling Office for more information.

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Study Abroad

Students are encouraged to consider spendingone or two semesters studying abroad. Thisexperience offers a valuable opportunity toenrich the student’s perspectives on his or herchosen field of concentration. The IsenbergSchool has exchange agreements with a num-ber of foreign institutions. Opportunities existfor study in Australia, England, the Nether-lands, France, Japan, Spain, Denmark, Canada,and other countries. For further information,contact the International Programs Office, tel.(413) 545-2710.

Transferring from Off-campusThe Isenberg School of Management welcomestransfer applications. With the appropriate qual-ifications and/or prerequisite coursework, stu-dents may qualify for transfer of credits and beable to enter the Isenberg School directly. Formore information, contact Undergraduate Ad-missions, Office of Transfer Affairs, tel. (413)545-0222.

Transferring into the Isenberg School fromOther MajorsHighly competitive and restricted, on-campusadmissions to the Isenberg School are evalu-ated on the basis of the student’s overall recordand performance in specific, selected courses.These courses include a calculus course, twocourses in economics, two courses in statistics,and two courses in accounting. While studentsare not required to complete all of these coursesprior to application for transfer admission, stu-dents must be able to complete them prior totheir senior year. In addition, students mustreceive a grade of C or better in these courses tobe considered for admission. However, satis-factory completion of these courses does notguarantee admission to the Isenberg School. Adetailed explanation of transfer requirements isavailable from the Undergraduate CounselingOffice.

Accounting andInformationSystems

SOM Building

Degree: Bachelor of Business Administra-tion

Contact: James F. SmithOffice: 351 SOM BuildingPhone: 545-5661

Chair of Department: Associate ProfessorJames F. Smith. Professors Elgers, Kida,Sardinas; Associate Professors Asebrook, Gal,Hanno, Mannino, Pfeiffer, Simpson; AssistantProfessor Porter; Visiting Associate ProfessorWhiteman; Lecturers Ball, Sorcinelli.

The Field

Accounting is often referred to as the languageof business. Today’s accountants are highlyskilled professionals who identify, measure,communicate, and interpret economic infor-mation. Whether in the largest accounting firmin the world or the smallest not-for-profit orga-nization, accountants use their knowledge andskills to provide information and advice onmany different issues.

As members of CPA firms, accountants maywork on the financial statements of Fortune500 companies, provide recommendations toimprove operating or control procedures, helpsmall businesses raise capital, help to developand install computer systems, and give adviceon a range of financial and tax matters. Inindustry, accountants use their knowledge todevelop and manage accounting control sys-tems, manage capital, provide cost and profitanalyses of products and services, or providetax and financial services.

Curriculum concentrations exist in the areasof public accounting, management accounting,information systems, and areas of special inter-est. Students planning to satisfy certificationrequirements as a CPA (Certified Public Ac-countant), CMA (Certified in Management Ac-counting), CDP (Certified in Data Processing),or as a teacher, should consult with a facultyadviser as to the specific requirements.

Note: Students who plan to seek the profes-sional designation CPA should meet with afaculty adviser concerning the educational re-quirements for certification. Requirements aremandated by each state. For states other thanMassachusetts, students should obtain infor-mation concerning educational requirements

The Isenberg SchoolCourses

These courses do not constitute a particularmajor or concentration within the IsenbergSchool of Management, but are required of allmajors.

(All courses carry 3 credits unless otherwisenoted.)

SOM 210 Introduction to BusinessInformation Systems (both sem)

Examines information technology from abusiness enterprise perspective. Topics in-clude: the components and developmentof business information systems; and theiruse in enhancing and facilitating manage-ment practices and decision making; theirimpact on management decisions.

310A Management Communication(both sem)

Focus on acquisition and practice of think-ing, writing, and speaking skills necessaryfor effective performance in business en-vironments. Prerequisite: junior standing.

310B Business Communication (both sem)

Available to non-native English speakers.Prerequisite: junior standing.

497 Business Policy and Strategy(both sem)

An integrative case course requiring iden-tification and possible solution of practi-cal problems encountered by general man-agers who are responsible at various orga-nizational levels for formulating strate-gies and their successful implementation.Prerequisites: completion of undergradu-ate business core and senior standing.

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from the appropriate state board of accoun-tancy, before final selection of courses to en-sure that the requirements will be met. A num-ber of states now require 150 semester-hours ofeducation to qualify for the CPA exam. InMassachusetts, the 150-hour requirement be-comes effective July 1, 2002. Interested studentsshould meet with a faculty adviser to discusshow best to satisfy the 150-hour requirement.

The Major

RequirementsRequired freshman-sophomore program.Required Isenberg School “core” courses (15 cr).

Required courses in the major: ACCTG 321Financial Reporting I, ACCTG 322 FinancialReporting II, SOM 541 Auditing, either ACCTG311 Business Applications of Computers, orACCTG 312 Business Information Systems,and a business law course (i.e., MGT 361 or362, or SOM 583).

Electives sufficient to reach a minimum of 24hours in accounting courses (including ACCTG221 and 222 but not including MGT 361, 362, orSOM 583). Following is a sample of coursesthat can be taken as additional electives:ACCTG 311 Business Applications of Com-

putersACCTG 312 Business Information SystemsACCTG 331 Cost AccountingACCTG 361 Fund AccountingACCTG 371 Federal Income TaxesSOM 514 Computer Auditing ControlSOM 523 Financial Reporting IIISOM 572 Advanced Federal TaxationSOM 582 International Accounting

Four electives outside the Isenberg School ofManagement (12 cr).

Additional electives to bring the total to the 120credits required for graduation.

Career Opportunities

The demand for accounting professionals isstrong. The need for financial information bybusinesses, government agencies, and inves-tors furthers the need for individuals with anaccounting education.

Accounting graduates follow very diversecareer paths. They work for large and smallfirms, national and international firms, and inevery kind of business imaginable. They havecareers in public accounting and private indus-try, holding positions such as independent or

internal auditor, tax specialist, bank examiner,treasurer, controller, and financial executive.In addition, they work in government agenciesand in non-profit organizations; and some gradu-ates form their own companies.

A number of professional certifications areavailable in accounting, including the certifiedpublic accountant (CPA), certified manage-ment accountant (CMA), certified internal au-ditor (CIA), and the certificate in data process-ing (CDP).

Students wishing to graduate with honorsmust meet University and departmental re-quirements. For Magna Cum Laude and Sum-ma Cum Laude, these include completion of atleast six honors courses, at least three of whichmust be in accounting, with at least two of theaccounting honors courses at the 300 level orabove.

(Students who have completed the IsenbergSchool of Management freshman-sophomorerequirements may apply for admission as amajor in the Department of Accounting andInformation Systems.)

The Courses


221 Introduction to Accounting IPreparation and uses of financial state-ments of business enterprises; the account-ing process of recording, classifying, andinterpreting business transactions. Con-ceptual problems analyzed include ac-counting for inventories, depreciation, andcapital stock.

222 Introduction to Accounting IIContinuation of ACCTG 221. Managerialaccounting focusing on accounting infor-mation used by managers to help planningand control activities in business enter-prises. Topics include methods for deter-mining the costs of products and services,for assessing product and project profit-ability, and for budgeting and monitoringcosts and profits. Prerequisite: ACCTG 221;consent of instructor for non-IsenbergSchool of Management majors.

311 Business Applications of ComputersExamines information systems from theperspective of the documents, processes,and controls that are needed to satisfyinformation requirements for financialstatements, as well as the needs of deci-

sion makers within the firm. Manualsystems introduced and transferred tovarious computer-based options. Prereq-uisite: SOM 210.

312 Business Information SystemsThe systems analyst function: that inter-face between the users of the informationsystem and the computer personnel. Sys-tems theory and data base concepts; em-phasis on the systems design, systemsevaluation, anti-justification. Prerequisite:SOM 210.

321 Financial Reporting I

Continuation of ACCTG 221. Conceptualframework for accounting for a firm’sreported assets. The nature of assets, theirrecognition, measurement, and disclosure.Motivations of management in choosingamong acceptable accounting alternativesin each of these areas examined, alongwith the economic consequences of suchchoices. Prerequisite: ACCTG 221.

322 Financial Reporting IIContinuation of ACCTG 321. Conceptualframework for accounting for a firm’sreported liabilities. The nature of liabili-ties, their recognition, measurement, anddisclosure. Motivation of management inchoosing among acceptable accountingalternatives in each of these areas, and theeconomic choices of such consequences.Prerequisite: ACCTG 321. (Those who didnot receive at least C should seriouslyconsider taking that course over, prior toenrollment in ACCTG 322.)

331 Cost AccountingFocus on the use of cost accounting infor-mation to help planning and control ac-tivities in a business enterprise. Topicsinclude methods for determining the costsof products and services (includes joborder, process, standard and activity basedcost systems), for assessing product andproject profitability, and for budgetingand monitoring costs and profits. Empha-sis on usefulness and limitations of costaccounting information. Prerequisite:ACCTG 222.

361 Fund Accounting

Proper accounting methods used by gov-ernment units (cities and towns), fundaccounting, systems employed by schools,hospitals, and utilities which operate onthe fund principle. Prerequisite: ACCTG322 or consent of instructor.

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371 Federal Taxes

Federal income tax law; emphasis on indi-vidual returns. Topics include determina-tion of income, exemptions, deductions,and credits. Problems and tax cases in-volving the use of tax forms. Prerequisite:ACCTG 221 or consent of instructor.

Upper division Isenberg School ofManagement courses:

514 Computer Auditing and ControlThose auditing techniques applicable tocomputer-based information systems.Techniques emphasized: integrated testfacilities, snapshots, and generalized au-dit programs. Prerequisite: ACCTG 311or 312 or equivalent.

523 Financial Reporting IIIThe third course in the financial account-ing sequence. Conceptual framework foraccounting for the combination of firmsinto a single economic entity. Topics in-clude: business combination, consolida-tion problems, and accounting for interna-tional operations by examining transac-tions. Also, examines fund and not-for-profit accounting. Prerequisite: ACCTG322.

541 AuditingFirst third of course: conceptual in nature.Topics include nature of attest function,ethical and legal relationships of audits,and types of audit reports. Second part:technical aspects of auditing includingstudy and evaluation of internal control.Last part: statistical sampling and audit-ing in a computer environment. Prerequi-site: ACCTG 322.

572 Advanced Federal TaxationContinuation of ACCTG 371. Concentra-tion on the federal income taxation ofcorporations, partnerships, estates, andtrusts. Also briefly treats federal estateand gift taxes. Prerequisite: ACCTG 371.

582 International AccountingExamines issues associated with the glo-balization of business. Topics include in-ternational business and multinationalstrategy, major influences in developingaccounting standards, comparative ac-counting practices, harmonization of in-ternational accounting standards, consoli-dated financial statements involving for-eign subsidiaries, financial statementanalysis involving foreign companies,

and management, auditing and tax issuesin a global environment. Prerequisite:ACCTG 322.

583 Law for Accountants

A broad survey of legal problems encoun-tered in business transactions; emphasison implications to accountants and audi-tors. Prerequisite: MGT 260 or consent ofinstructor.

308 SOM Building


Contact: Nelson J. LaceyOffice: 308 SOMPhone: 545-5630

Chair of Department: Associate ProfessorNelson J. Lacey. Professors Ali, Branch, Moore,Nagurney, Robinson, Schneeweis; AssociateProfessors Abranovic, Kazemi, Nakosteen,Nawalkha; Assistant Professors Kapadia,McComb.


Students choosing the Finance concentrationare prepared for careers in banking, insurance,investments, and other financial services. Theirbackground is broad enough to allow them toenter most other areas of corporate and busi-ness activities, and many go on to graduateschool. The Operations Management concen-tration is the area of business which is involvedwith the actual management of production,inventory control, product design, materialshandling, quality assurance, and transporta-tion. It is concerned with high tech managementand pro-ductivity. The demand for qualifiedpeople in this field is very great and the varietyof careers provide students with many optionsand employment opportunities.

The Major

Two concentrations are offered in the major.Both require the Isenberg School of Manage-ment core (15 cr):

FOMGT 301 Corporate FinanceMGT 301 Principles of ManagementMKTG 301 Principles of MarketingSOM 310 Management CommunicationSOM 497 Business Policy and Strategy

Finance Concentration

1. Departmental courses (12 cr)304 Information Technology in Finance320 Investments

One of the following sets of courses:Corporate Finance302 Advanced Corporate Finance412 Bank Management

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Investments413 International Finance422 Financial Engineering

2. Six upper-level courses (18 cr) in the IsenbergSchool and/or the Economics Department.

3. Five electives (15 cr) not in the IsenbergSchool or the Economics Department.

Operations Management Concentration

1. Departmental courses (15 cr)347 Introduction to Operations Management353 Introduction to Management Science442 Quality Management348 Advanced Operations Management359 Business Forecasting Methods

2. Three of the following courses: (9 cr)341 Logistics and Transportation354 Topics in Management Science373 Simulation I483 Advanced Problems in Operations Man-

agement

3. Two courses (6 cr) of Operations Manage-ment electives from related departments, such as:CMPSCI 121 Introduction to Problem Solving

with ComputersCMPSCI 187 Programing with Data StructuresCMPSCI 311 Introduction to AlgorithmsCS 385 Retail Buying and Merchandise Man-

agementHRTA 355 Advanced Food Production Man-

agementMGT 314 Personnel ManagementMGT 446 Small Business ManagementMGT 448 International ManagementMGT 492E Entrepreneurship and SocietyMIE 460 Human Factors Engineering IMIE 532 Network OptimizationNote: At least one of these courses must befrom outside the Isenberg School.

4. Five electives (15 cr) not in the IsenbergSchool or the Department of Mechanical andIndustrial Engineering.

The Courses


250 Quantitative Tools for ManagementSecond semester of applied business sta-tistics for Isenberg School of Manage-ment majors. Emphasis on understandingand interpreting statistical information,and using it to form sound judgments inbusiness situations. Includes brief reviewof sampling, sampling distributions, andbasic inference for one-sample situations;

comparison of two populations, chi-squaretests for contingency tables, analysis ofvariance, simple linear regression, andtopics in multiple regression and time se-ries. Statistical software used for compu-tations. A project using regression meth-ods required.

301 Corporation FinanceThe time value of money; valuation offinancial securities; allocating capital; anintroduction to risk and risky decision mak-ing; the financing decision of the firm;financial statement and working capitalmanagement; more special topics includemergers and acquisitions, and internationalfinance. Prerequisites: Isenberg School ofManagement Statistics sequence (or equiv-alent), ACCTG 221.

302 Advanced Corporate Finance

Short-, intermediate-, and long-term fi-nancing; planning, budgeting, and invest-ment. Prerequisites: FOMGT 301, 304.

303 Applied Business StatisticsIntroduces students to contemporary sta-tistical methods and statistically rigorousthinking. Topics designed for students ofmanagement, economics and other socialsciences needing statistical skills to ex-pand their knowledge frontiers and to sur-vive in today’s competitive workplace.The MINITAB statistical package usedthroughout.

304 Information Technology in FinanceApplication of financial models in thebusiness environment. The use of com-puter-based spreadsheet and simulationpackages in business analysis. Prerequi-site: FOMGT 301.

310 Capital Markets and InstitutionsFinancial institutions, instruments, mar-kets and the public policies; micro andmacro aspects of the American financialsystem. Prerequisites: FOMGT 301, 304.

320 InvestmentsAlternative types of investments, meth-ods of investment analysis consideringboth return and risk of individual andportfolios of investments, functioning ofmarkets for investment goods. Prerequi-site: FOMGT 301; some statistics andeconomics recommended.

330 Corporate Risk Management

The risk management concept and theassociated insurance-related financingtools. Emphasis on the corporate risk han-

dling function from a financial perspec-tive. The insurance industry, pertinenttrends, and the products offered. Prerequi-sites: FOMTG 301.

341 Logistics and TransportationIntroduction to the basic models and tech-niques of transportation planning and con-trol. Prerequisites: FOMGT 347, 353.

347 Introduction to OperationsManagement

An introduction to operations manage-ment in manufacturing and service in-dustries. Emphasis on learning the basicprinciples required to organize and man-age service and manufacturing organi-zations. Topics may include improvedfacility layout, project management,supply-chain management, Just-in-Timesystems, inventory management, sched-uling, and work force management. Dis-cussions of real world applications fre-quently used to demonstrate concepts.Prerequisite: completion of IsenbergSchool of Management Math-Stat se-quence.

348 Advanced Operations ManagementRecent advances in the areas of productiv-ity and quality improvement. Specific top-ics include all or some of: ISO 9000, TotalQuality Management, Lean Thinking, Ma-terials Requirements Planning (MRP), andmiscellaneous techniques from Just-in-Time. If time permits, topics from one ormore of the American Production and In-ventory Control Society’s (APICS) certi-fication exams for the CPIM (the Opera-tions Management counterpart to the CPAin accounting). Includes team field projectat a local company. Prerequisites: FOMGT347, 353.

353 Introduction to Management ScienceThe most frequently used methods inmodeling and analyzing business and eco-nomic problems. The process of abstract-ing and model building, and the role ofvarious types of models in description anddecision making. Prerequisite: IsenbergSchool of Management Math-Stat se-quence.

354 Topics in Management ScienceThe use of programming methods in plan-ning and controlling the allocation of scarceresources. Methods include linear program-ming, integer programming, quadratic pro-gramming, and dynamic programming.Prerequisites: FOMGT 347, 353.

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Management

SOM Building


Contact: Linda SmircichOffice: 314 SOMPhone: 545-5693

Chair of Department: Professor Linda Smircich.Professors Butterfield, Manz; Associate Pro-fessors Barringer, Calás, Giacobbe-Miller,Grady, Karren, Mangaliso, Marx, Sharma,Wooldridge, Zacharias; Visiting Assistant Pro-fessor Theroux.

The Field

Organizations succeed or fail largely on thevision and capabilities of their managers. Thisis true whether the organizations are private orpublic, large or small, for profit or not forprofit, in business and industry, education,health care, government or social service. Indi-viduals who are to become managers need abasic knowledge of the function of manage-ment in organizations and of organizations insociety. They need the specific knowledge andskills for carrying out management practices.They also need to develop a habit of mind, ormodes of thinking, which enable them to frameand address critical problems in organizations.

The field of study is broad and covers busi-ness strategy and policy, human resource man-agement, international management, businessand its environment, organizational behaviorand theory, entrepreneurship, and small busi-ness management. Beyond the basic founda-tion, students are able to build an area of con-centration in one of several areas of specializa-tion. Courses in these concentrations preparestudents for selected professional niches upongraduation by developing their skills and knowl-edge in particular aspects of management. Stu-dents may choose free electives, inside andoutside the Isenberg School of Management, tosupport areas in which they wish to concen-trate.

The Major

Students majoring in management are requiredto take the SOM lower level (ACCTG 221,ACCTG 222, MGT 260, SOM 210) and upperlevel (MGT 301, MKTG 301, FOMGT 301,SOM 310, SOM 497) core courses. Honorsstudents may major in management (any track),write a management honors thesis, or takemanagement courses on an honors basis.

359 Business Forecasting Methods

Introduction to the uses, limitations, andshortcomings of various short-term andlong-term forecasting techniques. Prob-lems selected from accounting, finance,management and marketing. Prerequisite:upper-level Isenberg School of Manage-ment standing.

373 Introduction to Computer SimulationComputer simulation presented for carry-ing out trial-and-error experiments on com-puter approximations of real, managementsystems. The goal is to 1) validate a newidea quickly, 2) diagnose potential prod-uct design problems, 3) optimize perfor-mance of complex systems, and 4) learnabout something complex. The Arena envi-ronment, based on the SIMAN language,used to build models and video game-likeanimations.

391 Seminar: Managerial Economics

Theory of the production and pricing ofthe business firm under various marketconditions.

412 Bank Management

Areas in banking that require applicationof analytical tools and techniques in bankdecision-making process. Prerequisites:FOMGT 301, 304, 320.

413 International FinanceIntroduction to foreign exchange marketsand currency regimes. Managing currencyrisk in international markets, and the useof hedging instruments, including cur-rency derivatives. Prerequisites: FOMGT301, 304, 320.

421 Advanced Investments

Contemporary investment strategies; em-phasis on the theoretical. Major topics:portfolio analysis and random walk. Pre-requisites: FOMGT 301, 304, 320.

422 Financial EngineeringTheoretical and practical aspects of creat-ing and managing an investment portfo-lio. Topics in investments including op-tions strategies, commodities and otherfutures markets, problems and perfor-mance of institutional investments. Quan-titative solution techniques and perfor-mance measurement procedures. Prereq-uisites: FOMGT 301, 310, 320.

442 Quality Management

Quality control concepts including: fun-damental computer and statistical con-cepts: Statistical Process Control (SPC)using control charts; methods for qualityimprovement; acceptance sampling; in-dustrial experimentation and reliability.

456 Management Science ApplicationsThe use of models and analytical tech-niques to analyze and process businessand economic information for the purposeof making strategic decisions about theallocation of resources in an uncertainenvironment. Prerequisite: senior stand-ing in Isenberg School of Management.

483 Advanced Problems in OperationsManagementAn in-depth look at a variety of advancedoperations management topics covered inFOMGT 347, 348 and 354. Course con-tent changes by semester. See instructorfor current semester’s topic(s). Prerequi-site: FOMGT 353.

498 Senior Honors 1-4 cr

Senior research, thesis option; by arrange-ment with a member of the departmentand the Honors Office.


Continuation of 498. Thesis mandatory;by arrangement with a member of thedepartment serving as thesis chairperson,and the Honors Office.

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Management Major Course Requirements

MGT 314 Human Resource ManagementMGT 330 Organizational BehaviorFOMGT 347 Operations ManagementMGT 365 Business and Its Environment

At least one elective related to internationalmanagement:

MGT 394G Behavior in the Global Economyor

MGT 448 International Management orMGT 391A Introduction to Global Business orAny SOM international course

At least two MGT or Isenberg School of Man-agement electives

Management Department Electives331 Administrative Theory334 Compensation Administration394G Behavior in the Global Economy444 Management-Union Relations448 International Management361 Law II (Contracts)362 Law III (Corporate)482 Advanced Problems in Personnel491A Interpersonal Skills for Managers492E Entrepreneurship in Society


The Management major affords students a widerange of career opportunities as well as a soundpreparation for graduate school. Students withthis major are employed in a variety of manage-ment positions in business, government, educa-tion, social agencies, and health care. Throughchoice of concentration, students can preparefor careers in areas such as human resourcemanagement, international management, smallbusiness management, entrepreneurship, andgeneral management. Many Management ma-jors have gone on to graduate studies in busi-ness, law, or professional management pro-grams offered by major corporations.

The Courses


260 Introduction to LawOverview of law and legal systems; at-tention to legal aspects of managementproblems.

301 Principles of ManagementBehavioral background of formal organi-zational life, organizational design, inte-

grating factors in collective behavior, or-ganizational change, systems analysis,techniques of decision making and con-trol, the organization and its environment,and the nature of management theory.Topics grouped in modules of organiza-tional behavior, operations management,and strategy/entrepreneurship. Prerequi-site: junior standing.

314 Human Resource Management

Theory and practice of human resourcemanagement. Topics include: recruitmentand hiring, training and development, com-pensation, motivation, and employee ser-vices. Current issues in equal employmentopportunity. Prerequisite: MGT 301.

330 Organizational BehaviorIndividual, interpersonal, and group be-havior in an organizational context. Em-phasizes participation in class exercises.Brief lectures and readings encouragebroadened awareness of one’s own andothers’ behavior in managerial roles, whileimproving managerial skills. Prerequisite:MGT 301.

331 Administrative TheoryFocuses on the formal aspects of organi-zation, structure, and design, and the rela-tionship of these topics to such factors astechnology, size, complexity, and envi-ronmental influences. Also, power, con-flict, and politics within the context offormal organizations. (MGT 330 is a mi-cro approach, focusing on individual andsmall groups; MGT 331 is a macro ap-proach focusing on groups and organiza-tions as a system in an environment.)Prerequisite: MGT 301.

334 Compensation AdministrationObjectives, procedures, and problems in-volved in establishment and administra-tion of employee and executive compen-sation plans. Prerequisite: MGT 314.

361 Contracts in Business RelationshipsAnalysis of the nature and functions ofcontracts in law, including their uses inmerchandising, intellectual property, se-cured transactions, and employment rela-tionships.

362 The Law of Enterprise OrganizationThe economic functions and consequencesof agency, partnerships, and corporations.Prerequisite: MGT 260.

365 Business and Its Environment

The social, political, technological, andethical issues confronting contemporarymanagers and the modern corporation.The role of business in society. Funda-mental concepts and theories, analysis ofspecific contemporary problems (e.g.,pollution, the energy crisis, alienation atwork, South Africa, business-governmen-tal relations, etc.) Social policy, decisionmaking and social accounting. Cases il-lustrate problems and concepts covered.

394G Behavior in the Global Economy

Explores the problem of culture and man-agement as Western categories not neces-sarily relevant for other human groups. Indealing with the question of what is genu-ine “multicultural management,” the in-structors and students work together aspartners in order to benefit from eachothers’ experiences. An exploratory atti-tude encouraged which helps sharpen skillsfor decision making and increases per-sonal sensitivities to a very complex worldin which management is but one issueamong many.

444 Management-Union RelationsComparison of union and managementobjectives, functions, and structure includ-ing the scope and impact of union penetra-tion into areas of managerial authority.Topics include strikes, the process of col-lective bargaining, contract administra-tion, labor laws, and current major issues.Includes a personality profile of an influ-ential figure in management and unionrelations, and indepth study of onecollective bargaining process. Prerequi-site: MGT 314.

446 Small Business Management

Groups of two or three students assignedconsulting positions with local small busi-ness firms to determine problems and op-portunities of these firms and to recom-mend actions and solutions. Problemsnormally related to marketing, manage-ment, and accounting/finance. Interim andfinal reports required. A real working situ-ation. Prerequisite: Isenberg School ofManagement core (except SOM 497).

448 International ManagementInternationalizing activities including:trade concepts and issues, types of rela-tionship, and specific forms of organiza-tion and operation; current issues and situ-ations in the international arena and their

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Marketing

356 SOM Building


Contact: William DiamondOffice: 354 SOMPhone: 545-5671

Head of Department: Associate Professor Wil-liam Diamond. Professors Berkowitz, Schewe,Weinberger; Associate Professors Debevec,Iyer, Milne; Assistant Professors Brashear-Alejandro, Swaminathan; Lecturer Goldman.

The Field

Marketing is a field that goes beyond simplyselling, advertising, or retailing. It is a functioncharacterized by rapid changes in techniquesand knowledge. One definition describes mar-keting as the process in a society by which thedemand structure for economic goods and ser-vices is anticipated or enlarged and satisfiedthrough the conception, promotion, exchange,and physical distribution of goods and services.This statement views marketing broadly, and itshows the broad range of activities in the fieldof marketing. To accomplish the task of mar-keting, a wide variety of activities or functionsmust be performed. Information must be gath-ered to guide the design of new products and toredesign improved models of existing prod-ucts. In addition, many marketing functionsarise in connection with physical distribution.Questions of speed, cost, storage and care inhandling as well as proper assortments arise.Prospective buyers, both industrial and house-hold, must be informed about goods and ser-vices through advertising, selling, packaging,and other promotive means. Each of these ma-jor tasks contains a number of minor functions.And, most importantly, each activity has to bemanaged, so marketing management supervi-sion must be emphasized as well.

The Major

The marketing major, elected at the juniorlevel, must complete a five-course core whichis required of all Isenberg School of Manage-ment students. One course in this core is 301Fundamentals of Marketing. The major in mar-keting then completes the following marketingcourses.

1. Required Tool CourseMKTG 412 Marketing Research (3 cr)MKTG 301 and STATIS 141 are prerequisitesfor MKTG 412.

2. Managerial Marketing Electives(Completion of ACCTG 221, 222 is required.)Any four of the following:410 Consumer Behavior421 Product Strategy422 Promotional Strategy425 Sales and Distribution Strategy437 International Marketing441 Marketing Management491 Seminar in Marketing491A Non-Profit Marketing491B Direct Marketing491C Conducting Marketing Intelligence491E Electronic Commerce491R Retailing

3. Electives in the Isenberg School (6 cr)

4. Free electives (24 cr)—12 must be taken out-side of both the Isenberg School and ECON.

RestrictionsAll Isenberg School core courses must be com-pleted before applying to become a marketingmajor.

Letter of Specialization in MarketingInformation Technology SpecializationIn addition to majoring in Marketing, studentshave the option of having a letter of specializa-tion in Marketing Information Technology putinto their academic folder. The specializationdoes not require students to take additionalcredits over and above the major requirements.Instead, students can select courses within themajor requirements to fulfill the specialization.Functional competence in this emerging area isaddressed through courses in Internet market-ing and direct and database marketing. Techni-cal competence in access and Web design isstrengthened through courses offered in theIsenberg School of Management and in theDepartment of Computer Science. Course re-quirements include at least one relevant mar-keting course and additional courses (for a totalof nine credits in the specialization), from a listavailable from the Marketing Department.Appropriate courses are also posted on thedepartment Web site: www.som.umass.edu/som/academic/dept/marketing.


Career possibilities in marketing are as variedas the wide variety of marketing functions thatmust be performed and managed. A number ofthese are as follows:

impact on business activities; current tran-sitions from international to global busi-ness conditions. Alternative views anddifferences fostered replicating actual in-tercultural relations. New views on howinternational business may help reducethe economic gap between poor and richnations.

482 Advanced Problems in PersonnelManagement

Advanced study of current problems indevelopment and administration of per-sonnel problems. Research methodologyand recent research findings emphasized.Major research project required. Prereq-uisites: senior standing, consent of in-structor, and MGT 314.

491A Interpersonal Skills for ManagersTraining and practice in management skillsbasic to workplace success. Emphasis oncommunication and leadership skills,teamwork, diversity, and global aware-ness. Video taping helps students observetheir own interpersonal behaviors. Care-ful self-assessment through in-class exer-cises identifies areas of strength and areasfor further development. Using interviewsand site visits, students work in teams toanalyze a real organization from severalperspectives.

492E Entrepreneurship and Society

Overview of entrepreneurship through casestudies and readings. Analysis of risks andrewards of a business opportunity, theobstacles to be overcome in starting andmanaging a new venture, and the skillsand resources required for success.

493 Senior Honors Seminar

Advanced study and research on selectedtopics in business administration and re-lated disciplines. Available only to se-niors with a 3.0 average or better, and/orby consent of instructor. May be takenboth semesters.

498 Senior HonorsSenior research, thesis option. By arrange-ment with department and/or HonorsOffice.

499 Senior Honors

Continuation of 498. Thesis mandatory.By arrangement with department and/orHonors Office.

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Marketing ResearchA career in marketing administration typicallyfollows the attainment of success in the fieldsof sales, advertising, or research. A marketingmanager has responsibility for the overall guid-ance of the marketing program or for particularfacets of the total program which include theproduct line (product management), sales (salesmanagement), advertising (advertising man-agement), channels of distribution (trade rela-tions management), and the like.

AdvertisingThe advertising field offers many challengingcareer possibilities. Some jobs exist with ad-vertisers (manufacturers and re-sellers such asretailers); some are with advertising agenciesthat develop campaigns and programs for cli-ents; thorough grounding is expected in mar-keting and also a knowledge of English, art,psychology, and related communications andbehavioral science fields depending upon whichaspect of the field is emphasized.

Retailing and WholesalingSales work and merchandising are among theimportant job categories in these institutions.People may start as management trainees indepartment stores or large corporate retail orwholesale chains. Small resale enterprises arealso offering fruitful opportunities for manymarketing graduates.

SellingIn all selling it is important to distinguish be-tween the clerk or “order-taker” who performsroutine functions and the creative salespersonwho must build buyer interest and desire for abrand or a service. The latter must be welltrained in the product or service line and be ableto deal with management personnel of firmsthat are contacted.

Special Requirements

Independent StudyRequirements with regard to MKTG 496 Spe-cial Problems (Independent Study): develop-ing an independent study topic/project is theresponsibility of the student; sponsorship ofthis project is dependent upon its academicvalue and the ability of a potential sponsoringfaculty member to devote sufficient time to theeffort. Meeting of the following requirementsdoes not insure that an independent study projectwill be sponsored:

1. Students must be marketing majors.2. A minimum of nine credit hours of market-

ing course work must be completed prior toenrollment in MKTG 496.

3. A 3-4 page typed statement elaborating thepurpose of the project and giving an outlineof the proposed activity must be submittedto a prospective faculty sponsor.

4. Students may be asked to meet periodicallywith the sponsoring faculty member.

5. In most instances students will be asked tocomplete a comprehensive written accountof their independent study project.

6. The number of credit hours awarded forMKTG 491 (1 to 6) will depend upon theextent of work as judged by the sponsoringfaculty member.

7. Acceptance of the sponsorship must beagreed to prior to the end of the add/dropperiod for the relevant semester. Studentsare urged to seek a faculty sponsor duringthe semester prior to the semester duringwhich they desire to enroll in MKTG 496.

Internship Policy – Marketing 398An internship activity consists of a studentexperience in a practical setting. Internship foracademic purposes must have an academicvalue beyond that of practical employment ona part-time or semester basis. Moreover, theinternship must have a logical integration withthe student’s academic course of study.

The policy of the marketing department isnot to give academic credit for work experi-ence. The responsibility of the student is todevelop an internship experience which clearlyhas academic value to the student’s course ofstudy.

Stipulations1. No more than 3 credits will be awarded for

MKTG 398 (Mandatory Pass/Fail grade).2. Only Marketing Majors may register for

MKTG 398.3. No Marketing Majors may register for

MKTG 398 more than once.4. The only grade for MKTG 398 will be a

Pass (P) or Fail (F). No other letter gradewill be awarded.

5. A marketing faculty sponsor must be foundbefore the end of the add/drop period for therelevant semester. Students are well ad-vised to secure a faculty sponsor during thesemester prior to the desired MKTG 398Practicum.

Procedures1. Prepare a typed proposal detailing:

a) The nature of internship responsibilities;b) The academic value of the internship to

the student’s program;c) The method of evaluation regarding the

student’s performance on this academiccomponent. (Note: the department doesnot accept diaries or logs of the internshipexperience as a method of evaluation). It

Marketing

is the student’s responsibility to proposean evaluation plan. While a range of al-ternatives are acceptable, prior accept-able efforts have included (but have notbeen limited to) data collection and analy-sis or an extensive library research re-port. A faculty member is not restricted toaccepting a student’s proposed evalua-tion method.

2. Obtain faculty sponsorship — A studentmust obtain a marketing faculty sponsorwho will supervise and evaluate thepracticum experience.

The Courses


301 Fundamentals of Marketing

For Isenberg School of Management stu-dents majors only. Introduction to market-ing; survey of topics relevant to compre-hensive study of marketing. Emphasis ondescribing the marketing process and onstressing the implications of these activi-ties for society. Prerequisites: ECON 103,104; junior standing.

410 Consumer Behavior

Application of behavioral science theo-ries and marketing theories to an under-standing of the behavior of consumers.Exploration of consumer decision mak-ing and involvement as well as psycho-logical and social factors that influencethe consumer. Prerequisites: MKTG 301;ACCTG 221, 222.

412 Marketing Research

Introduces primary and secondary datacollection and analysis as a means to as-sess consumer behavior and develop ef-fective marketing strategies; incorpo-rates the use of technology in data collec-tion and analysis. Prerequisites: MKTG301; STATIS 140 or 141 or RES EC 211or 212.

421 Product Strategy

Examination and analysis of factors perti-nent to effective product-related decisionsby marketing managers; emphasis on de-velopment of new products; managementof existing product lines; product dele-tions, and organizational approaches toproduct management. Prerequisites:MKTG 301; ACCTG 221, 222.

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422 Promotional Strategy

Development of effective marketing com-munication strategies based on an under-standing of the characteristics of audi-ences; conceptual material from commu-nications theory applied to advertising andother promotional problems. Prerequisites:MKTG 301; ACCTG 221, 222.

425 Sales and Distribution StrategyThe role of marketing management in de-termining the place of personal selling anddistribution in the marketing mix. The roleof the sales manager in supervising thefunctions of recruiting, hiring, organizingand controlling the sales force. Varioustypes of selling; emphasis on manage-rial functions. Discussion also includesthe roles and functions of channel mem-bers. Prerequisites: MKTG 301; ACCTG221, 222.

437 International MarketingThe cultural, economic, social, legal,political, or organizational forces thatinfluence multinational marketing opera-tions. Prerequisites: MKTG 301; ACCTG221, 222.

441 Marketing ManagementThe nature and problems of marketingmanagement; the environment facing mar-keting managers, and the tools availablefor analysis and control of marketing ac-tivities and decision making. Prerequi-sites: MKTG 301; ACCTG 221, 222.

491 Seminar in Marketing

Advanced study and individual researchon selected problems and current issues inmarketing. Prerequisites: MKTG 301;ACCTG 221, 222.

491A Marketing for Non-Profit Organiza-tions and Services

The theory and technology of marketingfor non-profit organizations and services.Application of traditional tools, distin-guishing services and non-profits fromregular marketing situations. Involvessubstantial case discussion. Appropriatefor those interested in fund-raising aswell as for students in the School of Man-agement.

491B Direct MarketingIntroduces principles and strategies fordirect marketing and database marketing;direct marketing through the use of lists,catalogs, direct mail, print and broadcast

Marketing

media, telemarketing, and the Internet.Prerequisites: MKTG 301; ACCTG 221,222.

491C Conducting Marketing Intelligence

Focuses on applying the conceptual frame-works of marketing to real-world prob-lems faced by actual companies. Providessome practical real-world experience insolving marketing problems with actualcompanies. Prerequisites: MKTG 301;ACCTG 221, 222.

491D Internet MarketingExplores the Internet’s impact on the mar-keting discipline and the effective use ofthis technology; the Internet’s effect onmarketing strategy, consumer behavior,advertising, retailing, and distribution.Prerequisites: MKTG 301; ACCTG 221,222.

491R Retailing Management andTechnologyThe types of decisions facing retail buy-ers, managers, and owners. Retailing trendsand technology in the industry. Prerequi-sites: MKTG 301; ACCTG 221, 222.

495 Senior Honors Seminar

Advanced study and research on selectedtopics in business administration and re-lated disciplines; available only to Honorsstudents with senior standing.

496 Special Problems 1-6 cr

Individual study of a selected problem forqualified students; by arrangement withmembers of the department. Available onlyto marketing majors meeting departmen-tal requirements.

498 Senior Honors 4 cr

Senior research thesis option; by arrange-ment with a member of the departmentserving as thesis chairperson, and the Hon-ors Office; available only to Honors stu-dents with senior standing.


Continuation of MKTG 498. Thesis man-datory; by arrangement with a member ofthe department serving as thesis chairper-son and the Honors Office.

eugene m. isenberg school of management · plete a “core” of junior- and senior-level busi-ness...

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