Business Administration Course Descriptions

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Number sequencing next to course name means the following: first digit designates the number of lecture hours for the course; the second digit designates the number of lab, clinic or practicum hours; and the third digit designates the credit hours for the course.

BU 101 Introduction to Business 3-0-3
An introduction to the general concepts of business, including organization, forms of ownership, finance, management, marketing, production and the relationship between business and society. The current business climate and attitudes will also be examined through the use of business publications and articles.

BU 120 Principles of Banking 3-0-3
A descriptive course presenting the fundamentals of banking functions. Topics include banks and the monetary system, negotiable instruments, the relationship of the commercial bank to its depositors, types of bank accounts, the deposit function, the payments function, bank loans and investments, other banking services, bank accounting and marketing, external and internal controls, and the public service obligations of banks.

BU 121 Money and Banking 3-0-3
This course presents the practical application of the economics of money and banking to the individual bank. Coverage is given to the structure of the commercial banking system, the nature and functions of money, banks and the money supply, cash assets and liquidity management, bank investments, loans, earnings, and capital, the Federal Reserve System and its policies and operations, Treasury Department operations and the changing national monetary system.

BU 152 Foundations of Leadership 3-0-3
In this course, students will examine the outlook, skills, and behavior essential to successful leadership. Topics include leadership theory, motivation, group dynamics, communication, management, status, power and politics, as well as organization culture and ethics. Students will develop an approach to the leadership style that works for them while at the same time exploring techniques to develop leadership skills in others. The focus of the course is to bridge the distance between leadership theory and management practice.

BU 170 Principles of Marketing 3-0-3
An introductory course presenting such topics as the seven managerial functions of marketing, problem-solving, decision-making, marketing research, ethics in marketing, new product development, price determination, marketing channels and advertising.

BU 174 Principles of Sales 3-0-3
A study of the selling process as it relates to training professional sales people and the basic elements of the persuasion process. A systematic approach will be used to develop techniques to adjust to individual styles. Students will also study the tasks of the sales manager and techniques which are used to hire, train, and compensate the sales force. (Prerequisite: BU 170)

BU 180 Principles of Retailing 3-0-3
This course provides the basis for understanding the world of retailing. Topics include retail strategy, store location, buying merchandise, assortment planning, inventory management, retailing, customer service and store layout. (Prerequisite: BU 170)

BU 220 Entrepreneurship 3-0-3
The course provides an overview of the excitement and challenges of starting a new venture. It examines the issues of developing a new venture and the concerns in managing the venture once it becomes operational. The course will help the new entrepreneur explore the environment for new opportunities; help the new entrepreneur match her/his skills with new opportunities; and examine the viability of the new venture and the possibilities of financing. Finally, a series of cases will be examined that illustrate why some new ventures become successful and why some do not. (Prerequisite: BU 170)

BU 221 Health Care Management in the U.S. 3-0-3
This course will examine health care trends within the United States. The focus will be on the evolving nature of health care and current debates. Students will explore such topics as: history of health care, hospital reorganization, care delivery settings, administrative and caregiver role changes, reimbursement, managed care and governmental interventions.

BU 225 Business Law I 3-0-3
Law I is the study of the fundamental principles of law as they apply in the business world. The course examines legal rights and remedies and contracts. Students will gain a detailed understanding of the law of Torts and Contracts, and will learn business law through related textbook readings and research on the Internet. This course emphasizes the relationship of business law to an individual's personal life as well as occupational life. Applications of the laws as they affect the individual in a moral society are featured.

BU 226 Business Law II 3-0-3
Focuses on various forms of legal entities and Articles 2 and 9 of the UCC. The major laws governing securities, entities, antitrust, bankruptcy, and environmental issues are reviewed. Special emphasis is given to the legal liability of the professional. This course is designed for the future business manager, entrepreneur, or professional who wishes to have information regarding laws governing business. (Prerequisite: BU 225)

BU 240 Small Business Management 3-0-3
This course is designed for the student who is primarily interested in the ownership and management of the small business enterprise. It examines and analyzes the managerial functions of planning, organizing, staffing, direction, and controlling as applied to the small business. Students also study retailing, wholesaling, manufacturing, and service type business organizations. (Prerequisite: AC 101 or BU 101)

BU 242 Business Ethics 3-0-3
An introductory study of classical and contemporary ethical philosophies and how these philosophies apply to current business practices. The course stresses analytical and problem solving skills to comprehend the ethical dimensions of business relationships: employer and employee; managers to owners; manufacturers to consumers; and corporations to the environment. This course does not meet the requirement for PI 242 Ethics or any other humanities elective. (Prerequisite: BU 101)

BU 245 Organizational Behavior 3-0-3
This course helps students to develop a more complete understanding of the distinctively human dimensions of management. Emphasis is placed upon the allocation of theory to real world problems as well as the development of interpersonal skills. Topics include such issues as motivation, leadership, group dynamics, and interpersonal communication. (Prerequisite: BU 152 or BU 270)

BU 250 Principles of Finance 3-0-3
A study of the planning and control involved in financial statement analysis, working capital management, cash budgets, cash flows, and break-even analysis within a corporate environment. (Prerequisite: AC 102)

BU 255 Personal Financial Planning 3-0-3
Provides an effective learning experience in personal finance. Emphasis is on helping students make sound financial decisions in the areas of budgeting, insurance, taxes, credit, investment, real estate, and retirement planning. (Prerequisite: AC 101 or BU 101)

BU 257 Investments 3-0-3
This course introduces students to the world of investments, including various types of investment vehicles, techniques, and strategies. Students will study the investment environment, role and scope of investments, risk and return, and types of investment markets and transactions. Traditional short- and long-term investment instruments will be analyzed; higher-risk, more complex investments will also be reviewed. (Prerequisite: AC 102; BU 250 strongly recommended)

BU 261 Advertising 3-0-3
This course provides a thorough introduction to many aspects of advertising. Discussion includes how advertising is created, the media in which it appears, and the laws and ethics governing advertising professionals. Careers in advertising are also discussed. (Prerequisite: BU 170)

BU 262 Consumer Behavior 3-0-3
In this course, students concentrate on the ultimate or final user, examining anticipatory and consummatory, rational and emotional, instinctive and collectivist behavioral variables in the light of conceptual contributions from economics, psychology, sociology, and anthropology. (Prerequisite: BU 170)

BU 265 Marketing Research 4-0-4
In this course, students learn to develop the information necessary for marketing decision-making. The course emphasizes a management-oriented analysis of marketing phenomena including the following: identifying and defining marketing problems; designing research; acquiring information; evaluating data; and presenting research in a professional and ethical manner. The purpose of this course is three-fold: 1) to familiarize the student with the commonly used techniques in the collection and analysis of marketing research information; 2) to have the student gain perspective and practice in applying these techniques and report findings through a research project; and 3) to develop an understanding of decision-making in marketing, its inherent difficulties and pitfalls and the importance of information in marketing research. (Prerequisite: BU 170)

BU 270 Principles of Management 4-0-4
The course provides an understanding and appreciation of organizational structures and the role of the manager within these structures, with emphasis on the influence of the social sciences upon current management theory. (BU 152 recommended prior to taking BU 270)

BU 273 Human Resource Management 3-0-3
A study of human resource management including the evolution of the personnel process, organizational models, leadership patterns, and issues touching upon planning, assessment, staffing, training, development, and environmental issues. Emphasis is placed on the application of theory and practice so that students will gain a useful understanding of human resource management whether they seek careers in that field or in other disciplines. (Prerequisite: BU 152 or BU 270)

BU 275 Labor-Management Relations 3-0-3
The development of unions, collective bargaining, labor legislation, the main issues confronting labor and management (e.g. OSHA, pension plans, rights of public employees and productivity) constitutes the initial part of the course. The practical aspects of the course are covered through an intensive study of the negotiation, grievance procedure, arbitration, conflict resolution and behavioral aspects of union and management. The course includes cases in which students must prepare and, where possible, role play collective bargaining and union-management positions. (Prerequisite: BU 273 strongly recommended)

BU 278 International Business 3-0-3
This course provides an overview of international business: organizational, social, cultural, and economic variables that create change in the international marketplace. Includes exchange rates, resource allocation, import quotas and export controls, balance of payments, and free trade versus protectionism. (Prerequisites: BU 101)

BU 280 Marketing Management 3-0-3
This course enhances student knowledge and skill in specialized topic areas, including new product development, direct marketing, media selection, copy creation, advanced marketing, research techniques, sales communication and interaction. All students write in-depth research reports. (Prerequisite: BU 170; Senior standing required)

BU 290 Management Internship 0-9-3
Students in this course engage in individually supervised employment within an area of management requiring applications of management theory and principles to the work environment. Students must work at least ten hours per week on the job, meet periodically with a supervising faculty member, research related literature in the employment field, and prepare a substantive report on the work experience and the studies involved. This course is limited to seniors and requires the approval of a supervising faculty member and the Department Head. (Prerequisite: 2.8 G.P.A. and approval of department head of Business Administration)

BU 293 Managerial Decision-Making 2-2-3
This course is designed to be a capstone course for Business Administration students to enhance and practice their critical thinking and management skills. Students will be expected to use their previously acquired expertise (in, e.g., marketing, supervision, accounting and management) and apply that to case studies and computer simulations of companies, both individually and in teams. The course will be conducted through student presentations and execution of a multi-year computer-based simulation. (Prerequisites: AC 101, BU 101, BU 170 and BU 152 or BU 270)

BU 295 Marketing Internship 0-9-3
In this supervised internship, students apply the principles of marketing in a position requiring at least ten hours per week. This course requires a written report and is open to seniors. Students must have the approval of the supervising faculty member and the Department Head. (Prerequisites: 2.8 G.P.A. and approval of department head of Business Administration)

Admissions
31 College Drive
Concord, NH 03301
(603) 230-4011
nhtiadm@ccsnh.edu