BA 503   Download Syllabus
NORTHERN ARIZONA UNIVERSITY 
COLLEGE OF BUSINESS ADMINISTRATION 
SS II 2001

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INTEGRATED MARKETING & MANAGEMENT 
Instructor: Bill Archer 
For the MSM program 
Office: CBA 233 
BA 503 (40303) Mon & Wed, 7:30 PM - 10:00 PM Phone: 520-523-7357 
SBS TV Room Email: bill.archer@nau.edu 
(3 credit hours) ________________________________________________________________________ 
Office Hours:   
Mons & Weds 5:30 PM - 7:00 PM or by appointment and by email
Prerequisites:  
Graduate Status (any degree)
Or Instructors consent (waiver) 
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COURSE DESCRIPTION:
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The course is an introduction to Management and Marketing for the MSM program as a foundation to further studies in business. The course provides an overview of the topics, concepts and strategies from Organizational Behavior (the Introduction to Management course) and from the Introduction to Marketing course. The intent of BA 503 is to provide the student with (1) the fundamentals needed to understand and effectively manage people in the workplace and (2) provide the student with the scope and tasks of marketing. Ethical, social and environmental issues related to management and marketing are also included. 

TEXTS:
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(1) A Framework for Marketing Management
Philip Kotler, 1st edition, 2001, paperback, Prentiss Hall
(2) Fundamentals of Organizational Behavior
Andrew DuBrin, 2nd edition, 2002, paperback, Southwestern

LEARNING OUTCOMES:
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1. Describe/explain the marketing concept, the role of marketing in the organization and 
the role of marketing in the economy. 
2. Describe/explain market segmentation, targeting and position strategies. 
3. Describe/explain branding, brand strategies and the importance to marketing.
4. Describe the importance of customer behavior, satisfaction, value and retention.
5. Describe/explain product life cycles and related marketing strategies.
6. Describe distributions systems and their functions and importance.
7. Describe/explain social and ethical considerations for marketers.
8. Describe/explain Management. OB and Contingency approach.
9. Describe/explain Motivation techniques.
10. Describe/explain Conflict Resolution in the workplace.
11. Describe/explain Team Building and Team Dynamics.
12. Describe/explain human behaviors at the Individual, Group and Organizational level.
13. Describe/explain how to manage the 3 levels of behaviors in outcome no. 12.
13. Demonstrate improvement (via feedback) in written and oral communication skills. 
14. Demonstrate, through writing and speaking, the application of concepts learned via 
a team based project or case covering course content. 

TEACHING METHODS & TIME STRUCTURE:
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The class is basically a lecture course (live and on TV) with the required reading of most of both texts. In addition, videos, in-class discussions and current management or marketing events are used to achieve learning outcomes. In addition, a team-based project will be assigned to provide experience in team dynamics taught in this class. The project will require the teams to (a) interview an manager, (b) prepare and present a team based speech to the class and (c) collectively write a short paper describing team processes and behaviors. Last, three essay exams are given to assure learning outcomes are achieved. 

Time Factor/Structure: Students are allowed one class period per week outside a scheduled class time. Students are expected to utilize and spend the time outside the class. Assignments will be provided for this "at-home" class period. This class meets two times per week instead of three times per week needed to achieve accredited hour requirements. Consequently, each student is required to put in the equivalent amount of time out side the classroom. The idea is to meet the course requirements while allowing full-time working students more flexibility in scheduling their time. These outside-the-classroom assignments are given equivalent to 2.5 hours per week plus all the attendant homework expected of a Masters level course on the total hours, in class and out. During this session, the outside hours will be satisfied by take-home essays exams. This provides more in-class time to instruct material. 

GRADING & EVALUATION:
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The grading structure is as follows: 
Event Points 
Exams (3 @ 150)  450
Team Speech (1 @ 200)  200 
Team Paper (1 @ 150) 150
Class Participation (see 8/06)  100
Total Points 900

Letter grades will be assigned based on the number of points earned on the above.
Determination of points needed to achieve a letter grade are based on the following percentages: A = 90-100, B = 80-89, C = 70-79, D = 60-69 and F = 59 or below..

ATTENDANCE POLICY:
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Attendance is not taken and does not effect your grade. Students are expected to be responsible for managing their own time. However, a word to the wise. Some content covered in lecture is in addition to or beyond our texts and is included on exams. If you miss a class, I suggest you get notes from a classmate and/or view the tape of the class you missed.

EXCUSED ABSENCE POLICY:
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An excused absence is required to make-up any exam missed or to avoid late charges on any paper not completed on time. An excused absence is generally any event that precludes the student from attending the exam/ or meeting the project due date that is outside the student's control. For examples, becoming very ill or being required to work at a job are usually excusable. Instructor judgment will be the sole determinant of whether the reason is excusable or not.

DISHONEST BEHAVIOR POLICY:
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Dishonest behavior can effect your grade. Any dishonest behavior I observe will result in an automatic "F" grade, or failure of this course. Any student accused of dishonest behavior by someone else will have the opportunity to present his or her case to me. Again, Instructor judgment will be the sole determinant of whether the student is to continue in the class or be failed. No other penalties are imposed.

LOGISTICS/WEB SITE:
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In an attempt to reduce or eliminate the use of mail, we are currently developing a web site for this class. It is my intent to transmit exams and other material to you via web and/or email - and to have you return exams and your paper via web and/or email. Some of the logistics to accomplish this will need to be worked out amongst us after the class begins. In this regard, I am also moderately flexible on the timing in and out of exams, currently scheduled for out Wednesday - in late Friday night as shown below in the schedule.

Consequently, each student is asked to send his or her email address to me. Email addresses will be posted on the web site, under "Roster" page. Students can contact other students statewide. It is imperative during our session students agree to check email at least daily will be posted on the web site so email with Windows Word attachments may be used if the Web site is not the best process. 

BA 503 SSI 2001 

Date Chapters/Due Agenda - Actions
Mon July 9 Introduction to course, syllabus, text 
exam logistics & time, structure, format 
and class culture and Nerf Ball 
Wed July 11 DuBrin Chaps 1,2, 3  Lecture/Class Discussion
Mon July 16  
 
DuBrin Chaps 4,5, 6 2 Lecture/Class Discussion
Videos - a comparison
Wed July 18  
 
DuBrin Chap 8, 9 Lecture/Class Discussion 
Exam 1 - available Wed early PM 
Assign Team Project & Team Paper
Sat July 21   (no class) * Take Home Exam 1 - Due 8:00 AM 
DuBrin Chaps 1-6 + videos 
Mon July 23 DuBrin Chaps 11, 13 Lecture/Class Discussion
Wed July 25 Kotler Chaps 1, 2, 3  Lecture/Class Discussion
Exam 2 - available Wed early PM
Sat July 28 (no class) * Take Home Exam 2- Due 8:00 AM
DuBrin Chaps 8, 9, 11, 13 
Mon July 30 Kotler Chaps 4, 5, 6 Lecture/Class Discussion
Wed Aug 01 Kotler Chaps 8, 9, 10 Lecture/Class Discussion
Exam 3 - available Wed early PM
Sat Aug 04 (no class)  * Take Home Exam 3 - Due 8:00 AM
Kotler Chaps 1-6 & 8-10
Mon Aug 06 no readings In class marketing cases or integrated 
Cases - team based analysis and 
informal reports and class 
discussion
Wed Aug 08 Team Speeches
5 or 6 teams
 Papers Due - all teams - 7:00 PM 



MGT 405