Business Courses
Professional Studies Division
BUS 101 Introduction to Business-
This course introduces the concepts and skills needed
to manage business and non-profit organizations. It examines
the complex environment in which these organizations function,
integrating the study of management within the traditional
liberal arts curriculum while preparing the student for more
advanced courses in management, marketing, and economics. In
addition it provides an overview of specific business
disciplines. Recommended for non-business
majors.
On Occasion, 3 Credits
BUS 211 Principles of Accounting I-
This first course in accounting
focuses on the basic concepts,
principles, and assumptions which
underlie the processing and
reporting of economic data for
profit-making business entities. The
student develops a working
knowledge of the accounting cycle
and the preparation of financial
statements. Basic accounting
concepts for assets, liabilities,
revenue, expense, and owner's
equity are examined. The student is
taught to read and interpret financial
statements.
Fall, 4 Credits
BUS 212 Principles of Accounting II-
Accounting II continues the application of fundamentals
learned in Accounting I. Emphasis is placed on the accounting
techniques used by partnerships and corporations. Fundamentals
of accounting for debt and equity transactions are examined.
The student learns to prepare advanced financial statements.
Tax implications for business are examined.
Prerequisite: BUS 211.
On Occasion, 3 Credits
BUS 220 Principles of Management-
The course concentrates on the functions of planning,
organizing, leading and controlling to highlight management
strategies. It reflects on the roles of managers and the
methods on total quality management in relation to the
traditional fundamentals. The techniques of decision making are
highlighted, and students are provided with the opportunity to
apply the principles to actual
problems.
Every Semester, 3 Credits
BUS 230 Principles of Marketing-
This course examines the marketing function and the
dynamic environment in which it is practiced. The central
importance of the consumer is emphasized. Case studies are
included to develop the student's ability to analyze marketing
opportunities, formulate strategies and make decisions regarding
product, price, distribution and promotion -- the marketing mix.
Applications of the principles to industrial, small-business,
non-profit and international situations are included.
Every Semester, 3 Credits
BUS 301 Business Communications-
The first segment of this course covers the
effective use of oral presentations in a business situation.
The next segment deals with creative and persuasive writing.
The course culminates with problem-solving techniques on how to
gather data, outline information and present final reports.
Prerequisites: DP 110,
On Occasion, 3 Credits
BUS 311 Intermediate Accounting I-
This is
the first upper level course in a comprehensive sequence for
financial accounting. It studies the conceptual framework, the
content and structure of financial statements, present value
concepts, current asset, current liabilities, inventories, and
property, plant and equipment. These topics are discussed in
the context of professional standards and fundamental accounting
concepts.
Prerequisite: BUS 211.
Spring, 3 Credits
BUS 312 Intermediate Accounting II-
A continuation of BUS 311. Professional standards and
fundamental financial accounting concepts are stressed.
Examining long-term investments, non-current liabilities, and
stockholders equity. Also discussed are earnings per share
derivation, interperiod income tax allocation, accounting
changes, financial statement analysis, and the Statement of
Changes in Financial Position.
Prerequisite: BUS 311.
Fall, 3 Credits
BUS 313 Managerial Accounting-
This one-semester course is
designed for the
Marketing/Management major in
his/her junior year. It covers the
preparation and utilization of
accounting information useful to
management. A brief review of
financial accounting leads into the
essential aspects of management
accounting. Break even analysis,
direct and absorption costing
systems, and the impact of
alternative decisions are discussed.
Prerequisite: BUS 211.
Every Semester, 3 Credits
BUS 315 Federal Taxation I-
The first course in federal tax provides an overview of the
basic concepts involved in the federal tax system in the United
States. It covers the general principles, concepts and
preparation of tax returns for individuals. Estate, gift and
trust taxes are surveyed.
Prerequisites: BUS 312,
Fall, 3 Credits
BUS 316 Federal Taxation II-
The course introduces some of the more complicated aspects of
federal tax laws. Topics covered include: installment sales,
recapture of depreciation, depletion allowances, bad debts, net
operating losses, partnerships, corporations, sub-chapter S
corporations and changes in capital structure.
Prerequisite: BUS 312.
Spring, 3 Credits
BUS 320 Entrepreneurial Management-
Actual cases illustrate the analytical decisions
needed to deal with the complexities of managing a small
business. Problems in finance, personnel, organization and
marketing with focus upon specific day-to-day problems are
analyzed. The course guides students to develop a comprehensive
business plan for starting their own enterprises.
Prerequisites: BUS 220 and 230.
Fall, 3 Credits
BUS 321 Service/Retail Management-
A comprehensive "real world" analysis of the rapidly
growing service business category as well as the management of
retail operations. The course analyzes the latest trends in
emphasizing customer service, business image-building, strategic
planning and promotion, personnel training, store locations and
layouts, merchandising, sales promotion and catalogue/video
direct selling techniques. Future career opportunities are
reviewed in all of these functions as well as entrepreneurial
businesses and franchises.
Prerequisites: BUS 220 and 230.
Spring, 3 Credits
BUS 322 Organizational Behavior-
This course concentrates on explaining individual and
group behavior in organizations. Topics include motivation,
communication, power, influence, leadership, conflict
management, organizational development.
Prerequisites: BUS 220.
On Occasion, 3 Credits
BUS 323 Business and Society-
In business and society, we will examine large
businesses such as IBM and General Motors, and small businesses
such as individually owned and operated entrepreneurial
ventures. We will also consider public sector organizations,
from the Federal Government to small as hoc activist groups.
All organizations have common constraints and objectives. All
organizations must have a surplus of revenues over expenses in
order to insure survival into the long term future. All
organizations are independent. They must recognize the demands
of the society in which they are allowed to operate. Business
323 will examine the dynamics created by the need to balance
individual organizational goals and objectives with the demands
of society.
Prerequisite: BUS 220
Every Semester, 3 Credits
BUS 324 Human Resource Management-
The contributions of behavioral science to
motivational systems and to relationships among individuals and
organizations are examined. The class considers means for
developing, utilizing and remunerating workers. The responsibilities and staff
functions within personnel administration are covered with job
analysis, planning, recruitment, training, appraisal, career
development and compensation systems.
Prerequisite: BUS 220.
Every Semester, 3 Credits
BUS 330 Advertising Management-
The course analyzes advertising as part of the total
marketing mix. Special attention focuses upon promotion, media
planning, audience measurement and advertising objectives. This
includes the study of practical techniques in developing
advertising campaigns for newspapers, magazines, direct mail,
television and radio. It reviews new media concepts for the
90's, including cable TV, VCR's and other innovative
video/electronic technology.
Prerequisite: BUS 230.
On Occasion, 3 Credits
BUS 331 Sales Management-
This course develops an understanding of the new role
of professional salespeople in the 90's as "Field Marketing
Managers," who sell and market a company's products, primarily
in a business-to-business selling environment. Studies review
the latest theories in sales management strategies as well as
analyze the revolutionary developments today that aid
salespeople to effectively do their jobs. These topics include
communications and computer technology, customer demand for
product quality and service, new opportunities for women and
minorities, expanding use of direct marketing sales techniques
and the globalization of
markets.
Prerequisite: BUS 230.
On Occasion, 3 Credits
BUS 332 Product Development-
This course analyzes how new products and services
are created as a key factor in future sales growth for a
company. It emphasizes the major roles played by corporate
management's commitment and planning; research and development of
new ideas and technology, test marketing, new product promotion
and introduction strategies.
Prerequisite: BUS 230.
Winter, 3 Credits
BUS 333 Marketing Management-
This course focuses on the process of planning and
executing the conception, pricing and distribution of ideas,
goods and services to create exchanges that satisfy individual
and organizational objectives. It reviews how successful
managers build demand management by making effective decisions
on target markets, market positioning, product development,
communication and promotion.
Prerequisites: BUS 220 and 230,
Fall, 3 Credits
BUS 334 Marketing Research-
This course provides students with a basic
understanding of marketing research. The role of research as a
decision-making tool is emphasized in product development,
distribution channels, sales techniques and buying habits.
Research techniques include observation, experimentation and
survey procedures, and statistical principles involved in
evaluating data.
Prerequisites: BUS 230 and MAT 113.
On Occasion, 3 Credits
BUS 335 Principles of Promotion-
The course focuses on the promotional aspect of the
marketing mix and emphasizes the process of communication and
the coordination of personal selling, advertising, sales
promotion and publicity to reach organizational objectives.
Case studies are included to develop the student's ability to
plan and implement promotional campaigns.
Prerequisite: BUS 230.
Spring, 3 Credits
BUS 336 Consumer Behavior-
Consumer Behavior addresses the question: Why do
consumers seek out and purchase and consume some products while
failing to seek out or ignoring other products. A review of
perception and attitude will emphasize their importance on the
consumption process. Demographics will be reviewed and examined
within a context of cultural and reference group influences.
Various communication relationships --within and across groups--
will be explored. The course will conclude with a review of
market segmentation within the consumer behavior model as well
as the influence of store, price and salesperson behavior on
consumer
behavior.
Prerequisite: BUS 230.
On Occasion, 3 Credits
BUS 337 Sports Marketing-
This course studies the dynamic growth of the
successful business of Pro Sports, which is evolving rapidly in
the 90's in North America and global markets. It analyzes the
increase in multi-million dollar budgets for corporate
sponsorships, sports promotion, team management and players'
contracts for endorsements, and advertising including television
expansion into national and cable TV programming. Case
histories will be used to understand how sports can help
sponsors reach key target markets of consumers and how sports
marketing plans and strategies can be developed to achieve
increased sales and
profits.
Prerequisites: BUS 230 or permission of the instructor.
Spring, 3 Credits
BUS 338 Sport and Event Management-
This course studies the rapidly
growing field of Sport Management,
which offers excellent new career
opportunities every year in the
management of sports consumers,
sports participants and sports
spectators. It analyzes the variety of
management functions in a dynamic
business that has expanded at an
exponential rate in recent years
(representing a nearly $100 billion
per year industry). Students will
learn how to plan, organize, control,
lead, motivate, direct and make
decisions internally within the ports
organization and externally,
impacting on social and cultural
forces in the environment.
Prerequisite: BUS 220 or permission of instructor.
Spring, 3 Credits
BUS 340 Computer and Small Business-
This course will probe the
continuing acceleration of the role
of computers in small business by
exploring the basic hardware
requirements (including networks
and telecommunications) and
analyzing, through concentrated
"hands-on" classes a sampling of
the latest in small business software.
Software evaluated will include:
office-wide word processing,
spreadsheets, customer and supplier
data manipulation, sales tools,
inventory control, accounts payable
and receiving modules, general
ledgers, and kits for creating
business plans and graphics
presentations.
Prerequisites: BUS 220 and DP 110.
On Occasion, 3 Credits
BUS 341 Commercial Law I-
This course deals with the historical antecedents of business
law: the principles and processes by which it is formulated, the
structure and jurisdiction of the Federal and State courts and
with business-related areas of the law including business torts
and crimes, contracts, agency and partnerships, government
regulation, and consumer transactions.
Prerequisite: BUS 220.
Every Semester, 3 Credits
BUS 342 Commercial Law II-
This course builds on the foundation established by
Commercial Law I and acquaints the student with additional
related areas including corporation, the law of sales,
commercial paper, secured transactions, real and
personal property, insurance, bankruptcy, and wills and trusts.
Prerequisite: BUS 341.
Every Semester, 3 Credits
BUS 343 Real Estate Principles I (Salesperson)-
This is a first-time qualifying course for license
as a real estate salesperson covering the subjects required by
the State of New York, Department of State, Division of
Licenses. Topics included are: Real Estate Financing, Valuation
and Listing Procedures, Law of Contracts, License Law and
Ethics, Human Rights-Fair Housing, Closing and Closing Cost,
Land Use Regulations, and Real Estate Mathematics. Students
expecting to earn a New York State certificate, must attend a
minimum of 40 1/2 hours in the lecture portion of the course and
pass the final examination.
Every Semester, 3 Credits
BUS 344 Real Estate Principles II (Broker)-
This is a first-time qualifying course for license as
a real estate broker covering the subjects required by the State
of New York, Department of State, Division of Licenses. Topics
included are: Operation of a Real Estate Broker's Office, General
Business Law, Construction, Subdivision and Development, Leases
and Agreements, Liens and Easements, Taxes and Assessments,
Investment Property, Voluntary Alienation, Property Management,
Condominiums and Cooperatives, Appraisal-Advertising, and Rent
Regulations. Students expecting to earn a New York State
certificate, must attend a minimum of 40 1/2 hours in the
lecture portion of the course and pass the final examination.
Prerequisite: BUS 343.
On Occasion, 3 Credits
BUS 345 Introduction to Personal Financial Investment-
An examination of the complexities
of money management, consumer
credit operations, borrowing money;
banking services; nature of
investments; the various types of
insurance; home ownership; and
retirement plans.
On Occasion, 3 Credits -
BUS 346 -
This is an advanced course designed
to teach students more about
personal finance. The material will
help participants to make wise
decisions about personal financial
management problems and
opportunities. At the same time,
this course will act as a broad based
introduction to several concepts
developed in more advanced
courses in the Certified Planning
Option.
Prerequisite: BUS 345 or permission of instructor
On occasion, 3 Credits
BUS 347 Insurance Planning and Risk Management-
This course is a study of the basic
principles of sound risk
management including risk
identification and evaluation.
Insurance as a risk management
tool, its nature, applicable laws, and
analysis of policies are included.
Prerequisite: BUS 345 or permission of instructor
On Occasion, 3 Credits -
BUS 348 Retirement Planning and Employee Benefits -
The purpose of this course is to
describe the Social Security System
and the benefits available through
the system. Other topics included
are the features of employer
retirement plans such as pension,
profit sharing, stock bonus, stock
option, and stock purchase plans,
and retirement plans of self-
employed persons.
Prerequisite: BUS 345 or permission of instructor
On Occasion, 3 Credits -
BUS 349 Personal Income Tax and Estate Planning -
A study of the principles behind the
United States system of taxing
personal income and how they
translate into the mechanics of
preparing the annual return forms.
Also a discussion of the preparation
of wills and other testamentary
documents.
Prerequisite: BUS 345 or permission of instructor
On Occasion, 3 Credits
BUS 351 Marketing and Promotion in the Not-For-Profit Sector-
Managers of not-for-profit organizations face a number of
promotion challenges unique to their field. New ventures face
cash flow problems and cannot spend significantly on advertising
and sales promotion. Because of decreases in government,
corporate and individual contributions, operating revenues are
falling, leading to decreases in promotion budgets. The
inherent problems of marketing intangible services, the output
of most not-for-profits, create additional
challenges.
Prerequisite: completion of BUS 230.
On Occasion, 3 Credits
BUS 352 Managing and Leading in the Not-For-Profit Environment-
Managers require expertise in three areas:
technical, interpersonal and conceptual skills. In the
not-for-profit sector, technical skills are often acquired in an
area such as art, science or the environment through a course of
study in a specific area. Interpersonal and conceptual skills,
however, must be acquired and developed through courses and
experiences such as BUS 352. Workers in the not-for-profit
sector present a unique challenge to management. They are often
paid less than in prevailing private sector employment, yet they
are fiercely committed to their vocations. This creates a
challenging balancing act of motivation and productivity for
managers. While not-for-profit managers often are highly
skilled technically in a specialized area, they may not have
received training in the conceptual skills required to
coordinate the different functions of an organization or to
present the organization to the public as a unified whole. BUS
352 will focus on the acquisition of these
skills
Prerequisite: BUS 230.
On Occasion, 3 Credits
BUS 353 Fundraising and Grantwriting-
Half of this course will focus on grantwriting.
Pro-forma Income statements and Balance Sheets will be covered.
Students will learn how to generate a "boiler-plate" data base for
organizations and how to customize grant applications for
granting institution. Half of the course will focus on
fundraising. Publicity and Public Service announcements will be
covered. Innovative fundraising projects will be
developed.
Prerequisite: BUS 211.
On Occasion, 3 Credits
BUS 362 Small Business Management: Family and Individual Organizations-
Small businesses, especially family
and individually-owned businesses,
have grown dramatically in numbers
in the last 15 years and annually
increase their contribution to the
U.S. economy in virtually every
industry. BUS 362 will examine the
nature and the influence of these
organizations. Students will
examine the nature and the
influence of these organizations.
Students will develop skills and
techniques in offering consultation
in market studies, capital structures,
management demands, and business
start-up requirements. Students will
learn how to assist small business
owners in developing a business
plan, in obtaining funding, and
planning for business success
beyond the first year of operations.
Prerequisites: BUS 220 and BUS 230.
On Occasion, 3 Credits -
BUS 363 Leadership Development: Changes and Innovation -
As an alternative to many business
courses which either prepare
students to be managers, or, at best,
teach managers about leadership,
this course will provide each student
with an opportunity to develop their
leadership skills and prepare them
to be on the cutting edge of change
and innovation in entrepreneurial
organizations. Topics to be
discussed will include the
Innovation Diffusion Process, the
Product Life Cycle, as well as
adapting to change an overcoming
resistance to change. The final
project will emphasize experiential
education by providing each student
with an opportunity to either
observe leadership in practice or to
assume the role of a leader in a
controlled setting, such as an
individual project requiring team
building.
Prerequisite: BUS 220.
On Occasion, 3 Credits -
BUS 370 Process/Technology Management -
This course has been developed to
cover two important topics in
management: process management
(how raw materials are converted to
finished goods); technology
management (the use of equipment
and specialized knowledge in
managing tasks). Students will be
exposed to critical concepts and
management techniques including
Total Quality Management,
Reengineering, Benchmarking,
Crossfunctional Work Teams,
Technology Diffusion, and Flexible
Manufacturing.
Prerequisites: BUS 220 and DP 110, or permission of instructor.
On Occasion, Credits
BUS 380 International Business-
This course provides an introduction to the economic,
technological, political and cultural settings of international
business, including multinational corporations. The course
describes international organizations, types of governments and
cultural differences. The course also familiarizes students
with day to day international transaction practices and debates
management of multinationals.
Every Semester, 3 Credits -
BUS 381 International Marketing Management -
This course analyzes the major role
that international marketing
strategies in every U.S. company ÷
large and small ÷ will play in the
rapidly expanding global economy
of the 21st Century. It will review
how companies can succeed in the
global market by effectively
adapting their marketing practices to
constant change and challenges
including: intense competition in the
global standards for quality products
and services, increasing demand for
advanced technology and
innovation, and the increasing value
of customer satisfaction in countries
with a growing middle class
population.
Prerequisite: BUS 230.
On Occasion, 3 Credits -
BUS 382 International Trade and Finance -
As a special aspect of international
marketing, this course highlights the
importance of managing imports
and exports. This course
concentrates on export's technical
needs, including shipping, billing,
insurance, trade barriers, and
customer relations in a foreign
environment. Existing and potential
national policies as well as
regulations and institutions are
examined in relation to export
promotion. In light of this, export
promotion will be subdivided into
guaranties, loans (credits), or other
financing, advice, and training,
including relevant organizational
instruments.
Prerequisite: BUS 470 or ECON 340.
On Occasion, 3 Credits
BUS 383 International Human Resource Management-
In addition to Human Resource
Management this course touches
upon human resource practice in
several countries as needed in
multinational enterprises in order to
help make appropriate choices.
International recruitment,
performance standards,
compensation and training are
studied as well as international labor
relations to enable students to get
fundamentals for working and
managing abroad.
Prerequisite: BUS 324.
On Occasion, 3 Credits
BUS 399 (DP 399/ECON 399) Practicum in Business-
A part-time field experience in business supervised by
a faculty member and with the permission of the program
director.
Every Semester, 1 to 4 Credits
BUS 401 Business Policy and Applied Systems-
This capstone course for senior business majors is
designed to develop student's ability to analyze and solve
problems in management. It focuses upon synthesizing and
integrating techniques. Case solutions are presented in both
written and oral form.
Prerequisites: Completion of Marketing/Management Foundation or permission from the Division Director.
Every Semester, 3 Credits -
BUS 402 Senior Seminar -
Upon completion of the Business
Concentration(s), each business
major will synthesize the
concentration material. In this
seminar students will complete the
following assignments: a unifying
paper on the concentration
experience, emphasizing both
traditional and experiential
elements; preparation of a portfolio
which includes all relevant
completed work in the concentration
such as research papers, research
projects and summaries of
experiential training; a skills
inventory presenting a summary of
skills acquired through completion
of the business core and
concentration; preparation of a class
presentation to provide fellow
seminarians with an overview of
accepted theory within a chosen
specialization area.
Prerequisite: Completion of Marketing/Management Foundation or permission from the Division Director.
On Occasion, 3 Credits
BUS 411 Cost Accounting-
This course emphasizes ways in which accounting
information can be used as a management tool. It deals with the
problem-solving functions of accounting as it relates to
planning, control, performance evaluation and special decisions.
Procedures used to gather, summarize, and report cost
information are studied. Specific topics include cost behavior
patterns, job order and process cost systems, variable costing,
the use of standard costs, and the analysis of cost variances.
Prerequisite: BUS 211.
Spring, 3 Credits
BUS 412 Not For Profit Accounting-
The unique problems of recording and reporting
financial information in this ever-expanding segment of our
economy are examined. Performance measurements, cost inclusion
and program budgeting are targeted for special attention.
Prerequisite: BUS 211.
Spring, 3 Credits
BUS 413 Current Accounting Theory-
This survey of contemporary accounting literature
emphasizes research into topics of current debate within the
accounting profession. Written reports and case studies
emphasize the consequences of present practice. This course
develops the skills necessary for the theory section of the
Uniform Certified Public Accounting Examination.
Prerequisite: BUS 312.
Spring, 3 Credits
BUS 414 Auditing-
This course stresses the theoretical and practical
aspects of the audit function. Pronouncements by the American
Institute of Certified Public Accountants are studied in
particular. Verification of accounts and internal techniques
illustrate the practical application of general procedures.
Specific auditing of capital assets, working capital cells,
contingencies and departures completes the course.
Prerequisite: BUS 312.
Fall, 3 Credits
BUS 415 Advanced Accounting Problems-
This course explores the more complex phases of
accounting such as partnerships, business combinations including
purchases and pooling of interests. It also studies home office
and branch accounting, consolidated financial statements,
foreign translation, estates and trusts.
Prerequisite: BUS 312.
Fall, 3 Credits
BUS 440 Cooperative Education in Business-
Students interested in
Cooperative Education should
meet with the Cooperative Education Staff as well as with their
advisors.
Every Semester, 1 to 6 Credits -
BUS 470 Corporate Finance I -
This course analyzes the basic role
of a financial manager in acquiring
and using funds to maximize the
value of a firm. Topics include asset
acquisition, purchases vs. lease
decisions, asset and liability
management, leverage concepts,
ratio and statements analysis, and
the concept of the efficient market
hypothesis. The theory and
application of present value is used
throughout the course. The case
study method is used when
applicable.
Prerequisite: BUS 211.
Every Semester, 3 Credits -
BUS 471 Corporate Finance II -
The second half of the finance
sequence emphasizes capital
budgeting and cost of capital
analysis. Advanced topics in
business combinations, mergers,
acquisitions (including friendly and
hostile "takeovers"), corporate
capital structure, corporate tax
implications and considerations.
The course emphasizes topics and
techniques in both debt and equity
financing. The case study method is
used when applicable.
Prerequisite: BUS 470.
Spring, 3 Credits -
BUS 473/ECON 473* Investment Analysis -
This course will emphasize portfolio
management techniques and
problems including risk
diversification, risk management,
the concepts of specific, systematic
and inherent risk and probability
analysis. Emphasis will be placed
on forecasting efficient capital
market results. Both debt and equity
capital markets will be analyzed.
With this acquired expertise, the
student will be able to integrate and
cultivate a specific area of interest
in portfolio management.
Prerequisite: ECON 102.
On Occasion, 3 Credits
