Full-Time Formats: MBA Course Descriptions

Core Courses | Elective Courses

Elective courses in each area of interest are offered every year. However, not all elective courses are offered on an annual basis. Current and recent course schedules are available for viewing at http://www.willamette.edu/agsm/students/schedule.htm

CORE COURSE DESCRIPTIONS

*Core Courses for 2008-2009 Academic Year*

Data Analysis, Modeling & Decision Making
GSM 503 - 3 credits

Accounting for Managers
GSM 505 - 3 credits

This course provides managers with the fundamental tools and techniques they need from the discipline of accounting. Students have multiple opportunities to read, listen, write and speak in the language of accounting as much as possible. The main focus is how accounting information is used by managers. Students are introduced to the traditional tools and techniques of accounting that are used by managers including: financial statements, transaction analysis, GAAP “basis” vs. cash flow “basis”, internal controls, break-even analysis, budgeting, and variance analysis. We introduce the elements of a record-keeping system (journals, ledgers, etc) as well as “debits and credits”.

Human Resources and Organizational Dynamics
GSM 506 - 3 credits

Marketing - Creating Satisfied Customers
GSM 507 - 3 credits

Marketing is not advertising. Marketing is not persuading customers to purchase your products. The essence of marketing is to create satisfied customers. From a marketer’s perspective a satisfied customer is any entity whose expectations for performance of the product or service you provide is exceeded by the actual performance of the product or service. The course begins by building a model for creating satisfied customers in a for-profit setting in order to make sure everyone in the course understands the model. The model is then extended to the international for profit, the not-for-profit, and government settings. Students will understand how the principles in the private domestic sector are applicable to the public, not-for-profit and international contexts.

Practical Applications for Careers and Enterprises (PACE)
PACE: Consulting in Non-Profit and Public Organizations
PACE: Achieving Your Career Goals
PACE: Developing a New Entrepreneurial Venture
GSM 508 - 3 credits

PACE: Leading an Ethical and Sustainable Organization
GSM 673 - 3 credits

Economics, Finance and Markets I
GSM 510 - 3 credits

Economics, Finance and Markets II
GSM 513 - 3 credits

Operations and Systems Management
GSM 514 - 3 credits

*Core Courses for the 2007-2008 Academic Year*

Managerial Economics and Finance
GSM 501 - 3 credits

This course brings together economic and financial aspects of shareholder value creation. Economic topics include measurement and analysis of consumer willingness to pay and the nature of producer costs, and the relationship between industry structure and profitability. Financial topics include measurement and analysis of return on invested capital, and the creation and destruction of shareholder value through investing and financing activities. The course includes analysis of business and public cases and offers practical applications of the theoretical concepts and techniques.

Macroeconomics and the Financial System
GSM 504 - 3 credits

This course introduces the national economic and financial system and offers integrated applications to business and public case studies. Economic topics include measurement and analysis of national income and other economic statistics, and the influence of macroeconomic conditions and government policies on businesses and public institutions. Financial topics include the components and functions of the financial system and their contribution to the creation of value, and the identification,assessment, allocation, and mitigation of risk.

Foundations of Quantitative Analysis
GSM 511 - 3 credits

Develops mathematical and statistical frameworks for dealing with problems in subject areas such as accounting, economics and finance. Topics include linear equations, linear programming, matrix algebra, elementary concepts of differential and integral calculus, descriptive statistics, and data analysis. Probability and risk are introduced as they apply to decision-making under uncertain conditions. Uses spreadsheets and statistical software to reinforce course concepts.

Statistical Inference and Model Formulation
GSM 512 - 3 credits

Concerns the generation of useful information from sample data. Incorporates real-world examples from finance, accounting, marketing, production, and human resource management to clarify concepts and issues and demonstrate their value to decision making. Sampling and sampling distributions; hypothesis testing and confidence interval estimation; simple and multiple regression analysis; parametric analysis of regression models. A team project using real data to analyze a significant management problem is a course requirement. Prerequisite: 511

Accounting for Managers
GSM 534 - 3 credits

Reviews the principal financial statements of business, not-for-profit and public entities. Uses a conceptual framework of opportunity cost and organization theory. Explores important issues of management control in business, public, and not-for-profit organizations. Topics include cost behavior, cost-volume-profit analysis, capital investment, cost allocations, standard costing, and target costing. Course format includes discussion, lecture, and assignments. Includes spreadsheet applications.

Managing Processes and Systems
GSM 535 - 3 credits

This course develops skills to ensure an organization’s business processes support the competitive position of the firm. In the course a broad set of service and manufacturing processes are analyzed for strategic alignment and for performance, and levers for management control are presented. Process improvement initiatives are studied with a focus on modern process enabling technology and information systems implementation. The interaction between information systems and ethical, policy and social issues is also considered.

Managing Organizations
GSM 540 (fall semester) 3 - credits GSM 541 (spring semester) 3 - credits Includes PaCE Service Learning Project

A two-semester course sequence that focuses on the relationships within an organization's internal environment of people and processes. Course topics include managing individual differences, workforce diversity, negotiation, small group dynamics, decision-making, organization structure and design, goals, job design and staffing, motivation, performance, ethics and social responsibility, power and authority, conflicts and dispute resolution, leadership, organizational change and effectiveness, compensation, education and development, collective bargaining, and labor relations. Students learn to manage a workforce, structure an organization, negotiate for the resources needed to fulfill their responsibilities, facilitate change and respond to change. Students examine the ethics of organizations in the community, and analyze ethical decision-making and systems for managing ethics.

The course sequence is project-based and includes the innovative PaCE Service Learning/Consulting project.

Marketing: Creating Satisfied Customers
GSM 550 3 - credits

In GSM 550 students learn to identify and provide value through creating satisfied customers (both individual customers and organizational customers). Course topics include consumer and organizational markets, buyer behavior, strategic planning, marketing information systems, competition, differentiation and positioning, product and service development, channels and logistics, marketing communications, pricing concepts and strategies, managing product life cycles. The topics are applied in private, public and not-for profit settings.

Managing Globally
GSM 551 3 - credits
Includes PaCE Service Learning Project

Students examine the relationship between organizations and their international environment through globalization, trade and foreign investment strategies, strategic alliances, risk assessment, and conflicting cultures. Students learn about the ethical, governmental, and international dimensions of management. Students explore the interactions among government, public policy, and business, including antitrust law, consumer protection, and environmental action.

Integrated Professional Development and Strategy
GSM 598 (fall semester) 3 credits and GSM 599 (spring semester) 3 credits

Includes your first course in strategy, and a variety of training and experiential activities designed to acquire skills used in courses and professional management careers, but not specifically taught in management courses. These skills will make you a stronger communicator, a more effective manager and an even more attractive candidate for employers. Topics and experiences include career self assessment, effective learning skills, effective presentations, industry, company and job analysis, informational interviews, internship planning, interviewing, leadership, Microsoft® excel certification, networking, oral communication, PaCE Business Plan, participatory learning, integrated knowledge exercises, project and time management, resume writing, teamwork and written communication.

ELECTIVE COURSE DESCRIPTIONS

Elective courses in each area of interest are offered every year. However not all elective courses listed below are offered on an annual basis. Current and recent course schedules are available for viewing at http://www.willamette.edu/agsm/students/schedule.htm

Public Policy Studies
GSM 601 - 3 credits

Studies the process of policy formation and the tools and methods used to conduct policy analysis. The course examines a variety of policy areas of current interest (such as poverty, health, energy, the environment, urban affairs). Students prepare position papers, diagnosing policy problems and evaluating alternative solutions in terms of their political, economic, legal, and administrative feasibility. This course is cross-listed with the College of Law. Prerequisite for students who completed the core curriculum before fall 2008: GSM 501. Prerequisite for students who began the program fall 2008: GSM 510

Seminar in Benefit-Cost Analysis
GSM 603 - 3 credits

Examines public cost-benefit analysis. Uses elementary capital budgeting, discounting, market analysis, and project costing to evaluate alternate public policies, and builds skills to communicate quantitative analysis clearly and persuasively to a lay audience. Topics include valuation of benefits and costs, including gains and losses to different groups, and the politics of cost-benefit analysis. Public policies examined include operating investments, physical investment and the environment, investments in human capital, intergovernmental grants, tax expenditures and social regulation. Prerequisite for students who completed the core curriculum before fall 2008: GSM 501 and GSM 512. Prerequisite for students who began the program fall 2008: GSM 503 and GSM 510

Fraud and Controls
GSM 604 - 3 Credits

Focusing on forensic accounting investigations, the course begins with an introduction to fraud and its large impact on the U.S. Economy, and continues with fraud prevention and fraud detection. Elements of fraud investigation are covered, including theft, concealment, and interviewing. Then the various types of fraud are examined, including financial statement fraud, divorce and bankruptcy fraud, and e-business fraud. Course uses lectures, cases, and video interviews with perpetrators. Prerequisite for students who completed the core curriculum before fall 2008: GSM 534 or knowledge of financial statements, or instructor's permission. Prerequisite for students who began the program fall 2008: GSM 505 or knowledge of financial statements, or instructor's permission

Financial Reporting
GSM 605 - 3 credits

This advanced course begins by consolidating student knowledge of financial accounting and progresses to study the conceptual and practical limitations of GAAP (Generally Accepted Accounting Principles) reporting, including important recent and forthcoming changes both domestically and globally.   We will explore where and how important events are recorded or not recorded and valued, including deferred tax assets and liabilities, environmental liabilities and contingencies, pension and other postretirement assets and liabilities, incentive stock options, convertible instruments, mergers, acquisitions, and divestitures, compensation disclosure, as well as non-GAAP reporting. In doing so, we will particularly emphasize the various numbers that are used and reorganized for valuation and other calculations.  We will also give special attention to the rule changing activities of the FASB (Federal Accounting Standards Board), the SEC (Securities and Exchange Commission) and IASB (International Accounting Standards Board).  Some topics will be coordinated with the application of accounting information to financial analysis done in GSM-680 Strategic Finance. In addition to an advanced textbook, course materials include 10-K reports, pronouncements from accounting and regulatory authorities, journal, newspaper, and Web articles, business cases, and applied exercises. Prerequisites: Core/required courses from the first-year curriculum

Managerial Accounting
GSM 610 - 3 credits

Develops concepts and techniques necessary for measuring and reporting results of economic activity to support managerial decisions. Develops ability to determine economic performance criteria in light of short and long-term management objectives. An intermediate course. Prerequisite for students who completed the core curriculum before fall 2008: GSM 534. Prerequisite for students who began the program fall 2008: GSM 505.

Managing Organizational Change
GSM 611 - 3 credits

Examines concepts and practices of planned organizational change and development. Course topics include methods and strategies for change, change recipients, entry processes, organizational diagnosis, intervention approaches, assessment of change and follow-up. Emphasizes the role of managers and their agents in designing, initiating and carrying out organizational changes. Prerequisite for students who completed the core curriculum before fall 2008: GSM 540 and 541. Prerequisite for students who began the program fall 2008: GSM 506.

Compensation and Rewards
GSM 615 - 3 credits

Introduces the "art" of managing compensation including internal consistency, external competitiveness, employee contributions, employee benefits, government role and compliance, and managing a compensation system. Course includes a comprehensive semester long case establishing a compensation system for a health care organization. Prerequisite for students who completed the core curriculum before fall 2008: GSM 540 and 541. Prerequisite for students who began the program fall 2008: GSM 506.

Business and Economic Forecasting
GSM 616 - 3 credits

Covers qualitative and quantitative forecasting techniques with emphasis on statistical modeling and interpretation of numerical data. Topics include multiple regression, exponential smoothing, decomposition methods, and Box-Jenkins analysis. Examples and case work are based on business and economic data at both the firm and macro-economic levels. Prerequisite for students who completed the core curriculum before fall 2008: GSM 511 and 512. Prerequisite for students who began the program fall 2008: GSM 503.

Strategic Applications of Quantitative and Information Tools
GSM 617

The course draws from the topics of forecasting, database management systems, data mining, management science, enterprise resource planning, decision support systems, statistical modeling, web-based application development, linear programming and optimization to develop integrated solutions to strategic management problems. Students work in groups and as a class to design and assemble prototype systems. Students work in groups, design and assemble prototype systems, and use a variety of software tools for optimization, statistic modeling, and database management. Prerequisite: Core/required first year courses and one or more of the following GSM 616 or GSM 619 or GSM 660.

Global Human Resource Management
GSM 618 - 3 credits

Reviews the impact of globalization on HR practice and focuses on the six knowledge and task domains of HR practitioners working at the international or global level: global HR strategic management; global organizational effectiveness and employee development; global staffing; global compensation and benefits; international assignment management; and employee relations and international regulations.

Management Science
GSM 619 - 3 credits

Investigates the use of analytical models to help frame and solve managerial problems; involves extensive use of spreadsheet and specialized modeling software. Decision theory; game theory; queuing theory; mathematical programming; risk analysis; Monte Carlo simulation of service delivery and production processes. Prerequisite: Core/required first-year courses.

Administrative Law and Procedure
LAW 225
LAW 255

Please contact the College of Law for details.

Strategic Marketing for Non-Profit Organizations
GSM 631 - 3 credits

Identifies and examines processes for assessing, establishing and maintaining value-creating relationships among suppliers, providers and consumers of nonprofit organizations. Places particular emphasis on building productive exchange relationships with donors and clients. Fulfills integrated course requirement. Prerequisite: Core/required courses of the first-year.

Public Finance
GSM 632 - 3 credits

Builds on core financial management skills to provide basic tools of financial and budget analysis needed for careers in public management and consulting, or for service as an elected or appointed official or voluntary board member. The course includes the study of financial theory which is concerned with the sources and uses of funds (taxing, borrowing, the cost of capital, and cash budgeting) and budgeting (budget process, operational budgeting and capital budgeting). Prerequisite for students who completed the core curriculum before fall 2008: GSM 501 and GSM 534. Prerequisite for students who began the program fall 2008: GSM 505 and GSM 510.

Credit Risk and Fixed Income
GSM 633 - 3 credits

This course focuses on credit risk, credit analysis, and fluctuations in interest rates, and the ways they combine to determine the profitability of lending and investing in various forms of debt. Debt is everywhere: governments, corporations, and households borrow large amounts of money from institutional investors such as commercial banks, investment banks, insurance companies, pension funds, and mutual funds. We will study how debt markets operate, how debt is valued, how interest rates are determined, and how to analyze the credit risk of borrowers. We will then apply our learning to the current credit turmoil and its implications for the private and public sectors of the economy.

Organization Design
GSM 634 - 3 credits

Examines the processes by which managers design (organize, reorganize) their organizations. Topics include factors that constrain design options, organizational properties that are amenable to being changed and likely outcomes of different design decisions. Emphasizes the managerial exercise of design options; implications for managerial performance are drawn. Fulfills integrated course requirement. Prerequisite for students who completed the core curriculum before fall 2008: GSM 540 and 541. Prerequisite for students who began the program fall 2008: GSM 506.

Operations Management
GSM 635 - 3 credits

Broadly speaking, Operations Management concerns the processes by which work and resources are directed toward the achievement of strategic objectives. It thus requires a fundamental understanding of organizational strategy, processes, and resources. In addition to an overview of competitive strategy, specific topics include: process modeling and improvement, product and service design, capacity planning and analysis, work scheduling, and inventory management. Topical coverage is intended to provide "equal time" to production and service operations, the latter including those in government and non-for-profits. Coverage will also attempt to balance theory and applications, with an emphasis on "best practices". In addition to readings, homework problems and a midterm exam, students will be responsible for an operational analysis of a local business or governmental agency.

HR Principles and Practices
GSM 636 - 3 credits

The course integrates critical new HR competencies, personnel skills and the application of business and policy knowledge along three HR processes: (1) acquiring and developing talent; (2) managing the employment relationship; and (3) strategic HRM.
This course prepares you to assume an HR generalist role in an organizational setting by developing your proficiency in the basic body of HR knowledge. The course is bundled with a practical action-based learning component, acquired through either a summer internship or value-added HR project. Prerequisite for students who completed the core curriculum before fall 2008: GSM 540 and 541. Prerequisite for students who began the program fall 2008: GSM 506.

Industry Analysis
GSM 641 - 3 credits

Value chain analysis from raw material to end user. The bulk of the grade based on detailed industry project (industry of your choice). Will cover all aspects of industry dynamic: Hyper Competition, Radical Innovation, Complimentary Products, and Vertical Integration.

Who makes the money? Who has the power? What are the trends? What will win next?
Prerequisite: Core/required courses of the first-year.

Sales Force Management
GSM 643 - 3 credits

Explores the importance of a well-managed sales force to the organization's viability and the applicability of various strategies, including structure, incentive, compensation, hiring, training, evaluation and forecast modeling, to the achievement of goals. All functional areas are impacted by the sales force's success in generating cost-effective revenues and long-term customer relationships. Thus, every professional benefits from a firm grasp of its management objectives and issues. Valuable for students whose success will be enhanced by understanding the sales force as a key internal customer as well as for those evaluating sales force management as a career choice. The course helps students to identify behavioral and analytical bases for successful sales force management and to become a knowledgeable user of both sales data and sales force input to the firm's business and marketing processes. Prerequisite: Core/required courses of the first-year..

Enterprise Architecture Management
GSM 644 - 3 Credits

This course seeks to use the concept of business architecture as a vehicle for performance analysis. Business architecture is defined as the organization’s design coupled with its information infrastructure design. To accomplish this, the course focuses first on transactional and decision making tasks in organizations and the underlying technical artifacts including the respective relational database and decision support systems design and implementation. This groundwork coupled with a basic understanding of organizational design is applied in a real-life setting where the student analyzes an enterprise’s architecture and its ability to support the organization’s mission. Prerequisite for students who completed the core curriculum before fall 2008: GSM 535 or permission of the instructor. Prerequisite for students who began the program fall 2008: GSM 514 or Permission of Instructor

Management Controls
GSM 645 - 3 credits

This course focuses on understanding the various informational problems within organizations, and how the design and use of management control mechanisms can affect shareholder value.  Such mechanisms include strategic plans, SWOT analysis, delegation of authority, compensation and other monetary and nonmonetary rewards, budgets, transfer prices, and performance monitoring. Students will pay special attention to the influence of external factors such as customers, suppliers, technology, financial markets and regulatory constraints. Students will also examine similarities and differences between for-profit, non-profit and government organizations.  Prerequisites: Core/required courses of the first-year.

Training and Development
GSM 648 - 3 credits

In knowledge-based enterprises competency management and human capital development are essential components of the firm's success and competitiveness. This course focuses on issues of training and development, as well as guidelines and techniques managers can utilize to enhance employee effectiveness. Course emphasizes the instructional design process. Learning outcomes include the development of a training program from design through implementation and evaluation. Prerequisite for students who completed the core curriculum before fall 2008: GSM 511 and 512. Prerequisite for students who began the program fall 2008: GSM 503.

Project Management
GSM 649 - 3 credits

This course provides an overview of the fundamental tools of project management throughout the project lifecycle, from initiation through execution and control to close. Concepts are tied closely to the Project Management Body of Knowledge (pmi.org). Case studies of real organizations focus on specific issues associated with new product development, process redesign, systems implementation and other projects and include discussion of culture, conflict, risk and change management. Students participate in two class projects, creating an individual project diary for a project of their choosing, and in a team based project simulation activity. The student will also be introduced to modern project management software. (Note: MS Project is a MS Windows based application.). Prerequisite for students who completed the core curriculum before fall 2008: GSM 535 or Permission of Instructor. Prerequisite for students who began the program fall 2008: GSM 514 or Permission of Instructor

E-Commerce and E-Government: Strategy and Implementation
GSM 651 - 3 credits

This course provides an introduction to organizational designs, business processes and relationships that are enabled by Internet technology for all sectors and sizes of organizations. The course begins by providing an understanding of the underlying technologies. Organizations that have implemented novel designs, business processes and/or relationships in support of strategic goals are discussed. Supporting mechanisms and policies including payment systems, security, ethics and privacy will also be covered. Student projects provide the opportunity to gain insight into implementation and execution challenges for electronic enabled organizations. Prerequisite for students who completed the core curriculum before fall 2008: GSM 535 or Permission of the Instructor. Prerequisite for students who began the program fall 2008: GSM 514 or Permission of Instructor

Seminar: Topics in Management - International Accounting
GSM 653 - 1-3 credits

(NEW COURSE - Description Pending)

International Finance
GSM 658 - 3 credits

Examines fixed and floating exchange rates and monetary unions. Develops: 1) an understanding of the strategic and tactical foreign exchange exposure of exporters, importers and international corporations; and 2) techniques for hedging foreign exchange exposure with financial derivatives. Course involves intensive computer gaming of international economic scenarios, including international trade and international financial flows. Prerequisite for students who completed the core curriculum before fall 2008: GSM 501 and GSM 504 and Microsoft Excel. Prerequisite for students who began the program fall 2008: GSM 510 or GSM 513 and Microsoft Excel.

Research for Marketing Decisions
GSM 660 - 3 credits

Designed to help students become wise "consumers" or users of marketing research. Defines marketing research as a set of techniques and principles for systematically collecting, recording, analyzing, and interpreting data that can aid decision makers who are involved in the marketing of goods, services, and ideas. Emphasizes techniques that provide information which reduces uncertainty in the decision making process and shifts the basis for decision making from intuitive information gathering to systematic and objective investigation. Prerequisite: Core/required courses of the first-year.

Marketing Strategy
GSM 661 - 3 credits

Explores issues of strategic marketing and the formulation of marketing strategy. Key issues include new product introduction, managing an existing new product, using current strengths to enter new businesses/markets, and how organizational systems and processes relate to strategy formulation and implementation. The course involves case studies and a computer simulation called Markstrat. Students are expected to learn how to present persuasive oral and written reports. The course emphasizes learning-by-doing, and involves a substantial amount of work in teams. Prerequisite for students who completed the core curriculum before fall 2008: GSM 550. Prerequisite for students who began the program fall 2008: GSM 507.

Integrated Marketing Communications
GSM 662 - 3 credits

Explores the role of communications in marketing management and the strategic integration of promotional tools, including public relations, advertising, sales promotion, personal selling, database and online marketing. Critically evaluates trends and the impact of marketing communications on individuals and on society as a whole. Through cases and projects, students will apply generic IMC concepts in various social and organizational contexts - commercial, non-profit, domestic, and international. Prerequisite: Core/required courses of the first-year.

Financial Derivatives and Risk Management
GSM 664 - 3 credits

Financial derivatives are options, futures, and swaps, and their use is widespread and growing. The purpose of the course is to help students become better managers through the informed use of financial derivatives to create value. Students explore the use of financial derivatives to hedge price risk, increase profitability, increase the value of a firm, and improve market efficiency. The course also focuses on learning how to avoid the dangers of financial derivatives that flow from their potential to bankrupt organizations, threaten the stability of the financial system, and contribute to fraud. Prerequisite: Core/required courses of the first-year.

Not-For-Profit Management
GSM 665 - 3 credits

Examines the formation, financing, management and leadership of not-for-profit organizations. Provides practical leadership and management training. Readings, in-class exercises, and case studies provide in-depth understanding of the most significant issues affecting not-for-profit organizations. Includes a major class project involving a nonprofit organization. Fulfills integrated course requirement. Prerequisite: Core/required courses of the first-year.

New Product Planning
GSM 667 - 3 credits

This course in product planning acquaints managers with the key issues in product, and brand management at various stages in the product lifecycle. Pedagogical tools used to teach the course include lectures and case studies. Particular emphasis is placed on a product planning tool called Stage Gate. Student performance will be assessed on in-class participation, exams, case analyses, and a cumulative course project. Prerequisite for students who completed the core curriculum before fall 2008: GSM 550. Prerequisite for students who began the program fall 2008: GSM 507.

Leadership
GSM 668 - 3 credits

Analyzes current leadership theories and leadership roles in practical everyday situations (teams, meetings, change, etc.).
Prerequisite: Core/required courses of the first-year.

Value Chain Management
GSM 669 - 3 credits

There are three business terms that are used relatively interchangeably: logistics, supply chain management, and value chain management. However, they are very different things. Logistics is the work required to move inventory throughout the supply chain in the most efficient and cost effective manner. As such, logistics focuses on reducing the costs of moving physical inventories and the components of physical inventory as they make their way to the ultimate end-user. As such, logistics focuses a great deal on the costs of transportation and warehousing of physical inventories. Supply Chain Management focuses on the management of the relationships between firms in order to facilitate the movement of inventory and the components of inventory. As such the focus is still on the reduction of costs, but it focuses more on how to facilitate information flows to reduce costs of physical inventories and the processes associated order processing, inventory management, and forecasting end demand. Value Chain Management focuses on managing logistics and the supply chain to support a firm's strategic position in order to both reduce costs and enhance revenues.

In this course we will explore how logistics and supply chain concepts are used to support a firm's strategic position. The course will consist of lectures (by both the instructor and practitioners), simulations to illustrate important concepts, and case study discussions and exams designed to evaluate the understanding of students in the class. Class participation (not just attendance) will be expected and will be a significant component of the class.

Data Mining Applications for the Marketing of Information Based Products
GSM 672 - 3 credits

Recent advances in information technology have resulted in a whole new class of products that allows the producer of these products to gather data about the actual behavior of their customers and prospective customers during the purchase process. This data can be extremely useful in helping companies segment their markets and develop information based marketing strategies. This class explores a number of analytical tools to mine the data and develop behavior based marketing strategies. Specifically, the class explores how this data and these tools differ from traditional market research tools. Analytical tools discussed include: neural networks, association rules, decision trees and cluster analysis. Prerequisite for students who completed the core curriculum before fall 2008: GSM 511 and GSM 512.. Prerequisite for students who began the program fall 2008: GSM 503.

HR Management in the Public and Non-Profit Sector
GSM 674 - 3 credits

(NEW COURSE - Description Pending)

Strategic Finance
GSM 680 - 3 credits

This course is intended for students with a strong interest in learning and applying advanced strategic models in corporate finance and investments. Topics include optimal capital and risk policies, conflicts of interest among corporate investors, strategic asset allocation, global investing, valuing and hedging interest rate products, and risk management for financial crises. Lectures are designed to expose students to recent research articles and chapters from advanced monographs, with a focus on practical applications of the theory. Prerequisite: Core/required courses of the first-year and Excel

New Ventures to Launch I and II
GSM 681 (fall semester) 3 - credits GSM 681 (spring semester) 3 - credits

Ready FIRE Aim. This is an entirely hands on course facilitating the creation of the participants' venture opportunities. Primary efforts are to get your new venture up and running. Secondary efforts are to use learning opportunities from that work with real market participants to refine your business model and further master the details of your opportunity. We are not shopping for opportunities, we are executing opportunities.

Corporate Finance
GSM 683 - 3 credits

Students in corporate finance course will learn how to plan, implement, and evaluate financing, investing, and dividend payout strategies in domestic and multinational corporations. The course is set within an applied analytical framework. Integrating corporate governance, financial and strategic, and regulatory dimensions, course focuses on applying finance concepts, analytical tool, and valuation models to analyze specific situations. Students evaluate corporate finance decisions utilizing case method. The course topics include advanced capital budgeting, equity, debt, and hybrid financing, risk and cost of capital, capital structure and dividend policies, mergers and acquisitions, corporate governance, ethics, and government regulation of domestic and global corporate entities. Prerequisite for students who completed the core curriculum before fall 2008: GSM 501, GSM 504, GSM 534. Prerequisite for students who began the program fall 2008: GSM 505 and GSM 510 or 513.

Negotiation
GSM 686 - 3 credits

Provides experience negotiating: planning, evaluating and employing alternative strategies and tactics, and managing the process. Examines problems of competition and cooperation by using analytical frameworks such as theories of games, bargaining and coalitions. Class size limited to 32.

Conflict Management
GSM 688 - 3 credits

The course examines ways to manage conflicts that inevitably develop within and between organizations as a result of their strategies and management systems. Teams of students will participate in field projects for real organizations, conducting conflict management audits to identify recurring patterns of conflicts and how they are handled, then preparing recommendations about managing them productively. The course is predicated on the assumption that managerial implications for conflict should be considered as thoroughly as financial, human resource, marketing, and other factors when making business decisions. We review literature on the nature of conflict in organizations and systems for managing them, and we apply the lessons from the literature in the field projects.

Advanced Management Capability in Government
GSM 689 - 3 credits

Develops competencies in planning, negotiating and implementing programs by mobilizing staff and effectively using administrative processes. Covers topics such as continuous improvement, ethics, budgeting, program evaluation and related leadership skills. Emphasizes building trust with stakeholders and customers. Utilizes real situations and experiences. Applicable to management in public, nonprofit, and publicly-oriented business organizations. Fulfills integrated course requirement. Prerequisite: Core/required courses of the first-year.

Foreign Language Study
GSM 690 - 3 credits

Provides advanced language training through the University's foreign language courses numbered 33l, 332, or higher. Graded Pass/Fail. An Atkinson grade of "pass" requires a grade of "B" or better in the class. The instructor has the right to assess and confirm the capacity of the student to take the course, and may require MBA students to complete additional coursework not required of undergraduates. A maximum of six credits of GSM 690 may be applied toward elective credits, but the total number of Pass/Fail credits must be within the Atkinson School academic regulations governing Pass/Fail courses.

Investments
GSM 691 - 3 credits

This course brings together macroeconomic and financial analysis to design and implement investment strategies in stocks, exchange traded funds, and options. Topics include economic analysis, industry analysis, company analysis and valuation, analysis of risk, diversification and asset allocation, value at risk, and option strategies to manage risk. The course includes analysis of cases dealing with investment management firms and hedge funds. Students prepare an equity research report of a selected company and design a custom benchmark for the Student Investment Fund. Together with GSM-692 Student Investment Fund this is a 6-credit finance experiential elective. Prerequisite: Core/required courses of the first year. Corequisite: GSM-692.

Student Investment Fund
GSM 692 - 3 credits

This is a hands-on investment management course that meets once a week for the whole year. Students follow current economic, financial, and company developments and apply concepts and techniques from the GSM-625 Investments course and other relevant courses to manage a real portfolio of stocks, exchange traded funds, and options. At the end of each semester students present their results and future plans to an outside group of investment professionals. Together with GSM-625 Investments this is a 6-credit finance experiential elective. Prerequisite: Core/required courses of the first-year. Corequisite: GSM-625 in the Fall.

Corporate Mergers, Acquisitions and Restructurings
GSM 693 - 3 credits

(Course Description Pending)

Public Relations and Crisis Communications
GSM 695 - 3 credits

Good managers need to be good communicators. This class explores the elements of effective communications in management and in leadership generally. Students will learn best practices about the role of  research, key message development, targeting audiences. integrating messaging as well as effective writing, speaking and presentation techniques. The class provides practical advice and case examples, including on how to deal with a crisis that demands pinpoint, timely communications to preserve an organization's reputation and brand. Students will learn about media relations, investor relations and internal communications. There are segments about addressing public issues, reputation management and information design - a concept that involves designing  An objective of the class is to give students the everyday tools to shape and execute strategic communication plans for marketing, image-building and issue management.

Managing Across Borders and Cultures
GSM 696 - 3 credits

This course examines organizational and individual behaviors, structures and management practices in multinationals and in business situations involving cross cultural interactions. The objective of the course is to equip students with both analytical and practical skills to help them manage effectively in multinational firms.

The initial focus is on the management of cultural differences. This challenge is not unique to multinationals as many domestic firms also face multicultural environments (e.g. ethnically diverse employees and/or customers).

We cover a variety of theories that relate culture to behavior in general and management in particular. We develop an analytical framework that facilitates adaptation of managerial practices and organizational structures to cultural differences. We focus on the practical application of the framework to shaping individual and organizational behaviors. We pay special attention to the following areas: human resource management practices, negotiation processes, and communications. Through simulations and exercises students will develop their skills of communicating and managing in diverse cultural environments and in cross cultural situations. We also explore the relationships between national (ethnic) and corporate cultures.

The second part of the course focuses on the organizational challenges of companies whose activities stretch across national borders. We explore how enterprises can organize not only to deal with problems that arise because of socio-cultural differences in national environments but also to use such differences to create value.

In particular we deal in this part of the course with the development of structures and practices to enhance coordination and control of international operations and building cross border collaborative relationships. In this section of the course we use case studies to explore the practical implications of the organizational challenges that multinational companies face and the solutions that they adopt to meet these challenges.

Foreign Study - Bordeaux Business School Exchange Program
GSM 740 - 15 credits

MBA study at Bordeaux Business School in Bordeaux, France. Courses are taught in English. MBA students must apply to and be selected by the Atkinson School International Exchange Program Committee to participate in an exchange program. The exchange program occurs during the fall semester of the second year of MBA study. The application and selection process takes place during spring semester of the first year of MBA study.

GSM 740 is graded Pass/Fail for MBA students. Passing grades received from the exchange university will be recorded as "Pass" on the Atkinson School transcript for MBA students. JD/MBA students will receive grades as assigned by the exchange university. A maximum of 15 credits of exchange course work may be applied to elective credits. The total number of credits from Pass/Fail courses, internship, independent study, research, foreign language study, waived credits and transfer credits must not exceed 24 credits. Prerequisite: 30 credits of core course work, application and selection by the Atkinson School International Exchange Program Committee.

Foreign Study - Copenhagen Business School Exchange Program
GSM 741 - 15 credits

MBA study at Copenhagen Business School in Copenhagen, Demark. Courses are taught in English. MBA students must apply to and be selected by the Atkinson School International Exchange Program Committee to participate in an exchange program. The exchange program occurs during the fall semester of the second year of MBA study. The application and selection process takes place during spring semester of the first year of MBA study.

GSM 741 is graded Pass/Fail for MBA students. Passing grades received from the exchange university will be recorded as "Pass" on the Atkinson School transcript for MBA students. JD/MBA students will receive grades as assigned by the exchange university. A maximum of 15 credits of exchange course work may be applied to elective credits. The total number of credits from Pass/Fail courses, internship, independent study, research, foreign language study, waived credits and transfer credits must not exceed 24 credit. Prerequisite: 30 credits of core course work, application and selection by the Atkinson School International Exchange Program Committee.

Internships for Management
GSM 750 - 1-3 credits

This course provides students the opportunity to undertake professional level employment that leverages their first year MBA studies and supports their career objectives while earning credits toward their degree. Upon successful completion of the course, students will have applied first year studies to the conduct of their internship and, specifically, to the production of professional level deliverables appropriate to their position and to their workgroup's function.

Students will understand the importance of a position plan to their role in an organization. They will acquire experience in collaborating with a direct supervisor or manager and will have had the opportunity to strengthen their professional skills in the areas of goal-setting, time management, communication, teamwork, managing up and utilization of feedback. in addition, students will strengthen their ability to observe and productively critique the functioning of workgroups and thus increase their effectiveness within any future workgroup of which they are a part.

The course instructor approves registration in GSM-750. To be eligible to register, both the student’s internship proposal (submitted on Internwatch at http://agsm.willamette.edu/internwatch/) and an information meeting with the instructor must demonstrate that the application and leverage of MBA level content will occur in depth. One, two or three credits may be approved. Approval to register conveys that the student’s internship is credit-eligible. Actual credit is awarded based on fulfillment of all course requirements.

Submissions to the course instructor will include: 1) a well-conceived position plan, approved by one's direct manager, reflecting the objective of the internship position and the strategies and tactics designed to achieve it, 2) bi-weekly updates documenting progress against the plan, 3) demonstration of substantive, meaningful professional-level deliverables produced in the course of executing the plan, 4) a summary written paper, and, 5) a one-on-one de-brief with the instructor following completion of the internship. For locally employed interns, the course instructor and Career Services Director will plan informal meetings with interns and their direct managers on the internship site.

Important note for international students: strict rules apply for students on an F1 or J1 visa. Please see the GSM-750 course syllabus for a summary of considerations and contact Chris Andresen, WU's Associate Director of International Education, for complete details.

Prerequisite: Students participating in an internship for credit through GSM 750 must have completed 24 credits of core/required first-year courses, must be in good standing, and must have a cumulative Atkinson grade point average of 3.00 or higher.

Research
GSM 751 - 1-3 credits

Student develops research proposal, carries out proposed research, analyzes data and prepares a comprehensive research report under the supervision of a faculty member. Research outcomes should make a contribution to management, the discipline and/or career preparation. Specifics of the project, including credits earned, are determined by the student and professor. Course is graded Pass/Fail. A maximum of six credits from the group of courses GSM 750, 751, and 752 may be applied toward elective credits, and the total number of Pass/Fail credits must be within the Atkinson School academic regulations governing Pass/Fail courses. Registration requires completion of "GSM 751 - Research Registration Form." Prerequisite: 24 credits of core/required courses of the first-year, 3.0 cumulative Atkinson School GPA and consent of professor.

Independent Study
GSM 752 - 1-3 credits

Student studies a topic, not available in regular course offerings, under the supervision of a faculty member. Typically includes reading the relevant literature and completing an evaluative project such as a written exam or paper. Specifics of the project, including credits earned, are determined by the student and professor. Course is graded Pass/Fail. A maximum of six credits from the group of courses GSM 750, 751, and 752 may be applied toward elective credits, and the total number of Pass/Fail credits must be within the Atkinson School academic regulations governing Pass/Fail courses. Registration requires completion of "GSM 752 - Independent Study Registration Form." Prerequisite: 24 credits of core/required courses of the first year, 3.0 cumulative Atkinson School GPA and consent of professor.

Independent Study - Joint Degree
GSM 752J - 1-3 credits

Joint degree student studies a topic, not available in regular course offerings, under the supervision of a faculty member. Typically includes reading the relevant literature and completing an evaluative project such as a written exam or paper. Specifics of the project, including credits earned, are determined by the student and professor. Course is graded A-F. A maximum of six credits from 752J may be applied toward elective credits. Registration requires completion of "GSM 752J - Independent Study - Joint Degree - Registration Form." Prerequisite: 24 credits of core/required courses of the first year, 3.0 cumulative Atkinson School GPA and consent of professor.