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Upper-Division Courses

The Pre-Business program of study, including computer competency, is prerequisite for all upper-division courses. Students may take upper-division business courses, if currently enrolled in courses that will complete the Pre-Business program, with the written consent of the Chair. Specific course prerequisites will not be waived.

The number of units given is indicated in parentheses following the course title.

BUS 305W Introduction to Wine Business (4)
An introduction to wine business principles and strategies applicable to the growing of grapes and the making, distribution, and marketing of wine. Additional topics include organizational, human resource, family business and financial management, government regulation and social responsibility.

BUS 316 Production Operations Management (4) Fall, Spring
Production/Operations Management of manufacturing and service operations. Topics include analysis and decision techniques in the location, design, and layout of facilities and processes; work design and work measurement; line balancing; forecasting and scheduling; material requirements planning and quality assurance. Inventory control, linear programming, project management and queuing models and simulations are also examined. Prerequisite: Computer competency and BUS 211.

BUS 319 Introduction to Management Information Systems (4) Fall, Spring
Study of characteristics of computer-based information systems in organizations. Topics include MIS theory, concepts and issues; systems, analysis and design; data base design using the relational data base model; data communications and LAN; and specific implementation in areas of manufacturing, accounting, finance, human resources and marketing. Prerequisite: Computer competency.

BUS 330A Intermediate Accounting (4) Fall, Spring
Current theory of accounting. Topics include the accounting process, design of financial statements, valuation of cash, receivables, inventories, plant and  equipment, intangible assets and current liabilities. Concepts such as present value, LIFO and like-kind exchanges are covered. Prerequisites: BUS 230A & 230B.

BUS 330B Intermediate Accounting (4) Fall, Spring
Current theory of accounting. Topics include the design of the statement of changes in financial position, valuation of capital stock and retained earnings. Other special topics will include earnings per share computation, current cost and constant dollar accounting, liability, leases, pension plans and price level accounting. Prerequisites: BUS 230A, 230B, & 330A.

BUS 334 Accounting Information Systems (4) Fall, Spring
This course will present a thorough introduction to basic information systems theory, provide a working knowledge of systems analysis and design techniques, and introduce several fundamental accounting information flow patterns. In addition, it will examine the need for adequate systems controls, risks inherent in the controls, and refined systems output to support management decision-making processes. Prerequisites: Computer competency, BUS 230A & 230B.

BUS 336W Wine Industry Accounting and Tax (4)
This course incorporates current accounting theory within the following wine related areas: vineyard development, transfer pricing, long-term contracts, deferred income recognition, cost accounting, profit planning, net realizable value, inventory costing methods, cash flow projections, capital budgeting, leasing, construction, foreign currency translation, and, throughout the various topics, corresponding income tax considerations. Prerequisites: BUS 230A and BUS 230B.

BUS 340 Survey of Human Resource Management (4) Fall, Spring
Comprehensive introduction to the management of human resources. Topics include assessing human resource needs, job analysis, recruitment and selection, orientation and training, performance evaluation, compensation and benefits, safety and health, career development, labor relations and government regulation. Prerequisite: BUS 225.

BUS 340W Survey of Human Resource Management/Wine (4)
Survey of Human Resource Management/Wine examines the same subject matter as BUS 340 Survey of Human Resource Management. However the focus of BUS 340W is on the practice of human resource management in the wine industry and special issues encountered within that industry. There are frequent guest appearances by human resource professionals working in the wine industry. Credit may not be received for both BUS 340 and BUS 340W. Prerequisites: BUS 211 and BUS 225 and completion of Pre-Business program.

BUS 344 Organizational Behavior (4) Fall, Spring
The roles of the individual and of groups in the organization is examined. Attention is directed to individual level characteristics such as learning and personality, to processes that affect attitudes, perceptions and judgment, to applied theories of motivation, and to career development and stress. Topics to include group formation, development, structure, leadership and dynamics as well as the processes of communication, decision making, power and conflict.

BUS 350 Management (4) Fall, Spring
A management survey course will provide students with a framework for understanding the focus, function and relevance of specific disciplines in Business Administration. The course will illustrate the integrative nature of business organizations, exemplifying the interdependence of functional areas in pursuing organizational goals. Prerequisite: BUS 225.

BUS 352 Organizational Theory (4) Fall
Course examines the evolution of theories of organization and management and focuses on the effects of structural and contextual dimensions in organization structures. Emphasis is on the strategic implications of organization design and on the structural mechanisms available to facilitate organization goals. The effects of organizational change, control, culture, decision making and conflict on structure are also considered. Prerequisite: BUS 350.

BUS 354 Applied Business Analysis (4)
The course will focus on defining operational and tactical business problems, goals and decision factors in quantitative terms. Emphasis is on structuring problem situations and on determining (1) appropriate requisite factors related to the problem, (2) quantifying those factors, and (3) choosing the appropriate quantitative decision making techniques to arrive at an optimal solution. Primary consideration is given to the appropriate identification of problems and goals, generally through case studies, and to the effective choice and operationalization of decision making techniques, generally through a project. Prerequisites: BUS 319 or BUS 334.

BUS 360 Introduction to Marketing (4) Fall, Spring
Introduction to terminology and basic concepts, including product development, pricing, promotion and distribution of goods, services and ideas. Emphasis is on consumer orientation and managing the marketing function within an uncertain environment. Marketing information systems and other marketing foundations are applied to the consumer. Prerequisite: BUS 211, 230A and 230B.

BUS 366 Retail Management (4) Fall
Studies business activities that involve the sales of goods and services in the marketplace including retail institutions, merchandising, site selection, market information, and retail strategy and planning. Prerequisite: BUS 360.

BUS 367 Consumer Behavior (4) Fall, Spring
Analysis of the cultural, social and psychological factors that influence the consumer's decision-making processes, including learning, perception, information search and information processing, personality, lifestyle, motivation and attitudes. Prerequisite: BUS 360.

BUS 368 International Marketing (4) Fall, Spring
Examines the marketing practices and customs, cultural, social, legal and ethical differences of international markets. Emphasis on developing and adjusting the marketing mix of product, price, promotion and distribution to compete in international settings. Prerequisite: BUS 360.

BUS 370 Introduction to Managerial Finance (4) Fall, Spring
An introduction to the conceptual and analytical framework guiding financial decision-making within the business firm. Emphasis is placed on financial analysis, the evaluation of investment opportunities available to the firm, working capital management, and the analysis of alternative means of financing the firm. Prerequisites: BUS 230A and 230B.

BUS 377 Financial Institutions and Markets (4) Fall, Spring
Study of the structure and functions of the financial system in the US economy. Topics include the role of financial intermediaries (including commercial banks), the money market, sources and uses of long-term funds, interest rates and security prices, the role of the Federal Reserve, monetary policy, international capital markets. Prerequisites: Completion of Pre-major requirements.

BUS 385 Special Topics in Business Administration (1-4)
This course provides for the teaching of special topics in Business Administration. Consult your advisor regarding application to your concentration.

BUS 388 Seminar in Peer Advising (2)
Seminar and practicum in peer advising within the context of higher education. Topics will include general education, major and university degree requirements, the diversity of student's needs as well as the campus services and resources designed to meet them, and interpersonal communication skills needed for academic advising. Cr/NC only. May be repeated once for credit with consent of instructor.

BUS 391 Cross-Cultural Communication and Negotiation (4) Fall, Spring
The course provides students with techniques for becoming skillful cross-cultural communicators and negotiators. Topics include dimensions of culture and their implications in organizations, successful international business negotiation tactics, managing cultural diversity in the workplace.

BUS 393 Introduction to International Business (4) Fall
A survey of theoretical and institutional aspects of international trade and investment. The course will address topics including international trade theory, the international money market, balance of payments, international sourcing and management of international enterprises.

BUS 394 International Business Strategy (4) Spring
This course will focus on understanding the political, economic, socio-cultural and environmental factors affecting the development of options and strategies.  Students gain appreciation of different forms of foreign involvement and which types are appropriate in view of national interests of host nations. Topics include the multinational corporation, exporting, importing, socioeconomic development, international economic order, changing U.S. role in the international economy, and management styles in different cultures. Case studies will be analyzed. Prerequisite Bus 391 or 393.

BUS 396W The Global Wine Industry (4)
This survey course provides an overview of the global wine industry. Topics include the analysis of global trends affecting wineries, the nature of international competition, the importing and exporting of wine, international business partnerships, and foreign sources of equipment, materials, and products. The course will discuss both the production and consumption of wine around the world, with special emphasis placed on comparing and contrasting domestic versus foreign winery management. [Note - a two-week (or longer) overseas field trip is part of this course so it will be offered only during intersession or summer session.] Prerequisite: BUS 360

BUS 397W The Global Marketplace for Wine (4)
This course provides an in-depth look at the global trends affecting the wine industry. Topics include the changes taking place in wine consumption in both established and emerging wine markets. The role played by imported wine in key markets will be discussed. Industry dynamics will be analyzed with a focus on the export strategy of wine firms and wine producing nations, the formation of joint ventures with international partners and the potential for investment in foreign firms and vineyards. Topics related to the workings of the bulk market for wine will also be presented.

BUS 399 Advanced Work Experience (3-4) Fall, Spring, Summer
Field experience in business administration. For upper-division students in fields of their career or academic interest who have an opportunity for an extraordinary on-the-job educational experience but are prohibited by the internship policy from taking BUS 499 (Internship) because of the prohibition against students turning existing jobs into internships. GPA in major or 2.0 is required and a student must have successfully completed either at least two courses in the area or at least sixteen units of upper-division business courses prior to enrolling. A student may not receive credit for both BUS 499 and BUS 399 in a given concentration. A student may receive credit for BUS 499 in one concentration and credit for BUS 399 in another concentration based on a different work experience. No more than 8 units of BUS 399 and BUS 499 in total may be applied to the Business major. Cr/NC only. Prerequisite: prior approval by the student's faculty advisor and the department chair.   

BUS 417 Management of Services (4) Spring
The study of effective techniques and strategies applicable to the successful management of a service-based organization, The course provides the student valuable perspectives by contrasting different types of major service businesses. Students are expected to be able to apply basic quantitative tools to solve service management problems. Prerequisite: BUS 316.

BUS 420 Business Data Communications (4)
A lecture, literature and case study-oriented survey course on the use of local and wide-area data communications in the business enterprise. Topics include LAN, WAN, EDI wide-band multimedia, distributed systems, and evolving system architectures and their impact on business organizations. Prerequisites: BUS 319 or 334.

BUS 422 Business Data Models (4)
Lecture, laboratory, 2 hours. A course in designing relational data bases. The entity-relationship model is used to develop the conceptual data structure from which a normalized set of tables is extracted and implemented. Prerequisites: BUS 319 or 334. 

BUS 422WBusiness Data Models (4)
Lecture, laboratory, 2 hours. A course in designing relational databases in the wine industry. Prerequisites: BUS 319 or 334.

BUS 430 Advanced Accounting (4) Fall, Spring
Advanced accounting, problems and theory. Topics include consolidations, business combinations, fund accounting, partnerships, foreign exchange and other current issues. Prerequisites: BUS 330A and 330B, or consent of instructor.

BUS 433A Individual Taxation (4) Fall, Spring
Analysis of the Internal Revenue Code pertaining to individual and corporate income taxes. Topics include determination of taxable income, deductions and exemptions, accounting records, returns, computation of taxes and tax planning. Subject matter to reflect the most recent tax law changes. Prerequisites: BUS 230A and 230B.

BUS 433B Corporation and Estate Taxation (4) Fall, Spring
Concepts and principles of federal taxation as they apply to business enterprise and fiduciaries, such as estates and trusts. Prerequisite: BUS 433A.

BUS 434 Auditing (4)
Study of generally accepted auditing standards and procedures followed in the examination of financial statements and operating control reviews. Topics include evaluation and analysis of internal control, nature of and procedures for gathering audit evidence, professional ethics and legal liability, the standards of reporting financial information, and statistical sampling applications. Prerequisites: BUS 330A, 330B & 334.

BUS 435 Cost Accounting (4) Fall, Spring
To introduce applications for the accountant's role in the decision-making process. Topics include contribution margin analysis, job-order and process costing, standard costing, transfer pricing, profit planning, cost centers, cost volume, profit relationships, inventory control and other current issues. Prerequisites: BUS 330A.

BUS 436 Business Law (4) Fall, Spring
A study of areas of law of particular importance to business, including contracts, sales, negotiable instruments, secured transactions, agency, partnerships and corporations. Prerequisite: BUS 225.

BUS 437 Governmental Accounting (4)
Course deals with intricacies and peculiarities of fund accounting as it relates to governmental units, including preparing and recording the budget, the use of the encumbrances accounting, and the year-end closing of the budgetary accounts. Students will be exposed to GASB (Government Accounting Standards Board) standards and governmental financial statement requirements, and learn the different objectives and purposes of financial statements for non-profit vs. profit entities. Prerequisite: BUS 330A.

BUS 441 Recruitment, Selection and Performance Appraisal (4) Fall
Fundamental issues dealing with the staffing of organizations and evaluating individual performance are covered. Topics receiving attention include legal issues, fundamentals of measurement, incorporating job analysis results into the selection process, and design of selection processes and procedures. Issues of performance appraisal will be examined. Common methods and pros and cons of each will be explored. Prerequisite: BUS 340.

BUS 442 Training and Development (4) Spring
Theory and practice of training for developing the human resources in the organization. Topics include adult learning theory and research, methods of assessing training needs and learning styles, design of effective training experiences, presentation skills, and evaluation methods. Prerequisite: BUS 340.

BUS 446 Government Regulation and Human Resources (4) Fall, Spring
An examination of current legislation and executive orders affecting the human resource function. Laws, orders, guidelines and regulations will be examined within the framework of the regulatory model, which presents an integrated framework for understanding the relation of societal problems, laws, agencies, guidelines, the courts and management responses. Prerequisite: BUS 340.

BUS 447 Labor Management Relations (4) Spring
A study of modern labor-management relations. Topics include the factors favoring the growth of labor organizations, the historical development of labor movements, labor economics and the labor movement, collective bargaining and the modern legal framework of organized labor, conflict resolution through grievance/arbitration, and other relevant labor topics. Prerequisite: BUS 340.

BUS 451 Entrepreneurship/Small Business Management (4) Fall
Intended for prospective entrepreneurs wishing to start a new business and/or participate in the management of a small ongoing company during its early months. Also appropriate for students interested in consulting, banking or investing in small companies. Emphasis on the preparation of realistic, action-oriented business plans necessary for presentations in organizing and financing. Prerequisites: BUS 360 or consent of the instructor.

BUS 452 Leadership (4) Fall
The focus of this course is a comprehensive review of the writings and theories of leadership. Students will evaluate leadership traits and behavior, the effects of reciprocal influence, transformational leadership, the role of power versus authority, fellowship and related matters. Applications of theory to practice will be emphasized. Prerequisite is BUS 350 & 344.

BUS 453 Small Business Analysis (4) Spring
This course will focus on decision making in functional areas of marketing, production and finance. Students, working in teams with faculty and professional supervision, will consult with businesses to solve managerial problems. Prerequisites: BUS 360 or consent of the instructor.

BUS 455 Alternative Dispute Resolution (4)
This course will provide students with an understanding of the alternatives to litigation as a means of dispute resolution.  The primary focus will be on two alternatives, mediation and arbitration.  The first half of the course will focus on the mediation process and the basic problem solving skills that are a fundamental component of successful mediation.  The second half of the course will emphasize the types of voluntary arbitration and the means to implement the process.  Prerequisite: BUS 340.

BUS 458 Organization Change and Development (4)
Scholarly and practical study of how to implement effective change within organizations, such as reorganizing departments and business units, IT implementation, mergers and acquisitions, culture change, and other change events that impact organizations. Topics include: organizational change theory, processes, and models; the role of change agents; organizational diagnosis and intervention; culture, process, strategy, structure, and technology changes in organizations. Prerequisite: BUS 344.

BUS 461 Promotion Management (4) Spring
Examines the planning, execution and measurement of the organization's external communications with its environment. Analyzes the four promotion tools: advertising, personal selling, sales promotion and public relations. Prerequisite: BUS 367.

BUS 462 Marketing Research (4) Fall, Spring
The theory and application of marketing research as a tool for management decision making. Emphasis is on problem identification and definition, research design, sampling procedure, primary and secondary data collection, statistical analysis, interpretation of data and reporting of research findings. Prerequisites: BUS 211 (or ECON 317 or MATH 165), BUS 367 & 319.

BUS 463 Sales Management and Personal Selling (4) Spring
Examines theory and practice in the principles and art of selling. Studies planning, organizing, leading, evaluating and controlling of sales force activities. Prerequisite: BUS 360 & 367.

BUS 464W Production, Operations and Distribution (Wine) (4)
The study of effective operations management techniques and strategies from the perspective of the California wine industry. The course emphasizes the basic concepts of purchasing, operations, logistics , and supply chain management as they apply to the wine industry. More specific topics include value analysis, total quality management, make/buy decisions, negotiation, and supplier development. Prerequisite: BUS 316.

BUS 465W Wine Marketing (4)
An in-depth study of marketing from the perspective of the California wine industry. The course emphasizes wine marketing planning, including an analysis of wine consumer segments. The wine industry's economic, legal, social and competitive environment, industry trends, major problems and opportunities, and strategic alternatives as related to wine varieties and brands, pricing, promotion and distribution. Prerequisite: BUS 360.

BUS 466 Organizational Communication (4)
This course teaches communication theory and skills as they are applied to management situations. Students will study the impact of the organizational environment on the practice of communication theory and the development of strategies for effectively relaying messages. Written and oral exercises will be stressed. Prerequisite: must have passed the WEPT.

BUS 467W Wine E-Commerce and Direct Sales(4)
An in-depth study of electronic commerce aspects from the perspective of the California wine industry. Topics include opportunities and challenges associated with electronic commerce (e-commerce/e-business) and impacts of e-commerce with meeting strategic objectives of an organization in the wine industry. The course includes topics on database management, direct-to-consumer and government oversight/compliance issues, wine club management, and winery management software as they apply to the wine industry. Prerequisite: BUS 319

BUS 468 Marketing Decision Making (4)
Data analysis and "what if" marketing decision making, using computer models and computer simulation. Emphasizes developing computer and analytical marketing skills. Prerequisites: BUS 360 and 367.

BUS 469 Marketing Management (4) Fall, Spring
Advanced study of marketing management, strategy and decision making through the use of marketing cases. Requires the integration of marketing concepts and theories from previous marketing course work. Prerequisites: BUS 360 and 367 (BUS 367 may be taken concurrently).

BUS 470 Managerial Finance (4) Fall, Spring
Theory of managerial decision making in its financial and economic context. Topics include the decision-making environment, financial planning, budgeting and control, long-term investment decisions and capital budgeting techniques, working capital management, the cost of capital, valuation, rates of return, and choosing among alternative sources of funds. Prerequisite: BUS 370.

BUS 471 Financial Planning and Strategy (4) Spring
The application of financial concepts and analytical methods to the development and evaluation of alternative financial strategies and opportunities available to the firm. Emphasis is placed on financial decision-making and analysis of the small and midsize firms. Prerequisite: BUS 370.

BUS 472 Investments (4) Spring
A study of the characteristics of securities: valuation, sources, selection strategies and theory of portfolio management. Stocks, bonds, options and futures markets will be included. A major term project is required. Prerequisite: BUS 370.

BUS 473 International Finance (4) Fall
The foundations of financial theory (capital budgeting, capital markets, EMH/CAPM/portfolio theory, capital structure, short term financing) are set in an international/MNC context where currency exchange rates, differences in accounting procedures, international trade, political risk, investments and financing are examined. Prerequisite: BUS 370.

BUS 474 Computer Applications in Finance (4) Fall
A course in financial modeling, analysis and research using computers. Emphasis is placed on the development of models required for the evaluation of financial alternatives. Prerequisites: BUS 370 & Computer competency.

BUS 475W Wine Accounting and Finance (4)
This course focuses on financing, investing, and accounting decisions facing managers of wine businesses. It explores the financial reporting issues that are unique to wine businesses and how these issues affect valuation. This course is directed to those interested in careers in accounting and finance as well as those interested in understanding relevant accounting and finance issues for wine business. Prerequisite: BUS370.

BUS 476 Risk Management and Insurance (4)
The course focuses on identifying and evaluating risk exposures for individuals and firms. Insurance products or financial products can alleviate or mitigate the effects of risk related losses, and therefore this course introduces students to a range of insurance products sold or used in financial markets. Additionally, the course provides an integrated approach to present the Enterprise Risk Management (ERM) which analyses traditional pure risks together with financial risks as a part of overall risk management of the firm. Prerequisite: BUS 370 or permission of the instructor.

BUS 491 Seminar in Management Strategy and Policy (4) Fall, Spring
Seminar covering current issues in managerial strategy and corporate policy that integrates concepts of organization theory and behavior, marketing, finance, human resources, production/operations, information systems, entrepreneurship, accounting, economics, and international business. This is the capstone for the business administration major and would be expected to be taken in the last semester prior to graduation. Prerequisites: all business core requirements and a passing score on the WEPT exam.

BUS 491W Seminar in Management Strategy and Policy in the Wine Industry (4)  Fall, Spring
Seminar covering current issues in managerial strategy and corporate policy that integrates concepts of organization theory and behavior, marketing, finance, human resources, production/operations, information systems in the wine industry, entrepreneurship, accounting, economics, and international business in the wine industry. This is the capstone for the business administration major and would be expected to be taken in the last semester prior to graduation. Prerequisites: all business core requirements and a passing score on the WEPT exam.

BUS 495 Special Studies (1-3) Fall, Spring
Student-designed and instructor-guided projects, to be arranged individually. May be repeated once for credit. Independent study credit will be granted only to students who have: (1) attained senior status, (2) minimum GPA in Business Administration of 3.00, and (3) substantial background in the field involved in the petitioned study. A maximum of 3 units are applicable to the Business Administration major.

BUS 499 Internship in Business (2-4) Fall, Spring, Summer
Field experience in management and administration. For upper-division students in fields of their career or academic interest. Minimum of three hours per week per semester unit. Four units maximum are applicable to the Business Administration major. GPA of 2.0 is required in major plus two courses in the field of concentration. Cr/NC only. Prerequisite: prior arrangement with internship coordinator.

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Contact SSU
Sonoma State University School of Business and Economics. Reach.
1801 East Cotati Avenue, Rohnert Park, CA, 94928 • 707-664-2377