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Courses: CSS:

Policy, Planning, and Operations

• Strategic Management
• Global Strategy in an Internet Environment
• Designing Effective Websites: A Marketing Perspective
• Marketing Management
• Marketing of Services
• Multinational Marketing Management
• Strategic Marketing: Competitive Advantage Through Positioning and Branding
• Strategic Sales Management
• Advertising and Buyer Behavior
• New Product Development
• Operations Management
• Project Management
• Managing Family-Owned Businesses in the United States and Abroad
• Management of Small Business: Starting New Ventures
• Information Systems Management
• Public Management
• Strategies for Companies in Crisis
• Managing Organizational Change
• Conflict Resolution: Practical Negotiation Skills
• The Law of Business Enterprises
• Managing in the Global Economy
• Managing the High Technology Firm
• Hotel and Restaurant Management
• Strategic Management in Healthcare Organizations
• Principles and Practices of Fundraising
• Issues in Museum Administration
• Managing Educational Change

CSS 100 Strategic Management
4 units. Graduate credit $975. Prerequisite(s): completed coursework in accounting and two other functional areas is desirable. Limited enrollment.

This course introduces the concept of strategic management through the use of case analysis involving the basic direction and goals of an organization; the social, political, technological, economic, and global environment; the industry and market structure; and the organization's strengths and weaknesses. This course is intended as a capstone course, integrating coursework in functional areas such as marketing, finance, accounting, human resource management, and operations management.

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CSS 102 Global Strategy in an Internet Environment (11492)
Ashok Rao, PhD, Professor of Management and Applied Mathematics, Babson College.
4 units. Graduate credit $975. Tuesday, 5:30-7:30 pm. Sever Hall 209. Prerequisite(s): introductory accounting course or equivalent. Limited enrollment. Fall term.

This course provides students with an understanding of business as it operates globally. Students will be asked to develop a strategy for a global business implemented in a simulation involving issues related to operations, marketing, and finance. Participants in the business simulation will be from other countries with much of the interaction occurring over the Internet. Students will develop an understanding of how organizations in other cultures think, articulate, and communicate as they see the results of negotiations and the impact of the decisions made by global competitors and business partners.

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CSS 103a Designing Effective Websites: A Marketing Perspective (21460)
Mary Lou Roberts, PhD, Professor of Management and Marketing, University of Massachusetts, Boston.
4 units. Graduate credit $1,050. Monday, 5:30-7:30 pm. Science Center 102B. Limited enrollment. Spring term.

Having a cost-effective website is a necessity for many organizations. This course examines what makes a site pleasant and beneficial to the visitor, thereby encouraging return visits. It also explores the problem of measuring effectiveness from the marketer's perspective. It provides an introduction to web construction tools and permits the student to gain experience in developing a site that meets the needs of both the visitor and the organization.

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CSS 105 Marketing Management
4 units. Graduate credit $975. Prerequisite(s): introductory accounting or equivalent. Limited enrollment.

Introduction to managing the marketing activities of an organization: marketing information systems and research, the marketing organizational system, and the marketing planning and control system. Topics include customer and client analysis, market research, product and service planning, pricing, communications, advertising and sales promotion, distribution management, and the development of strategies. The use of marketing concepts and tools by nonprofit organizations also will be discussed.

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CSS 105a Marketing of Services (11675)
Peter McClure, DBA, Professor of Marketing, University of Massachusetts, Boston.
4 units. Graduate credit $975. Thursday, 7:35-9:35 pm. Sever Hall 110. Limited enrollment. Fall term.

This course addresses challenges professionals and organizations face in creating and delivering high-quality services. Assignments provide students with a hands-on understanding of concepts and methods being used by practitioners in today's competitive markets to analyze customer/client requirements; measure service quality; and design, promote, and deliver outstanding service. The course is designed for individuals who manage or aspire to manage professional practices such as law or accounting, or service products and activities in financial, health care, educational, high tech, manufacturing, and retail organizations.

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CSS 105b Multinational Marketing Management (11635)
Samuel Rabino, PhD, Professor of Marketing, Northeastern University.
4 units. Graduate credit $975. Monday, 5:30-7:30 pm. Sever Hall 202. Prerequisite(s): CSS-105 or consent of the instructor. Limited enrollment. Fall term.

This course is designed to provide a broad understanding of current issues surrounding global markets. Special emphasis is placed on experiences of multinationals in overseas markets and the experiences of exporters. Strategic issues of global competition, development of multinational marketing programs, and managing (planning, organizing, staffing, controlling, coordinating, and changing) the multinational marketing effort are the principal topics of discussion.

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CSS 105d Strategic Marketing: Competitive Advantage Through Positioning and Branding (11616)
David A. Shore, PhD, Executive Director and Associate Dean, Center for Continuing Professional Education, Harvard School of Public Health. Susan Dahling Sullivan, MBA, Director of Institutional Advancement, Boston Lyric Opera.
4 units. Graduate credit $975. Tuesday, 5:30-7:30 pm. Sever Hall 103. Prerequisite(s): CSS-105 or equivalent experience. Limited enrollment. Fall term.

This course focuses on three core marketing strategies: competitive analysis, positioning, and branding. In today's market, almost any product or service can be transformed into a commodity quickly as competitors copy successful products. Students will learn how to analyze the competition, and then position and brand products or services in the marketplace in order to prevent them from being turned into commodities. Case examples will be used to illustrate theory as well as how to build, manage, and measure brands. Participants will complete projects developing strategies tailored to the market of their choice. By the conclusion of the course, participants will understand the key variables to a successful strategic marketing campaign and have a blueprint to use for their own campaigns.

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CSS 106 Strategic Sales Management (21248)
Dan T. Dunn, Jr., DBA, Associate Professor of Business Administration, Northeastern University.
4 units. Graduate credit $975. Wednesday, 5:30-7:30 pm. Sever Hall 214. Limited enrollment. Spring term.

Develops professional decision-making skills to build and maintain an effective sales organization. Topics include professional selling skills; account management; partnership, relationship, and solution selling; supervision of field salespeople; formulation of sales policies such as finding and developing salespeople; compensation and motivation; and the senior manager's responsibility for integrating overall marketing and sales strategy.

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CSS 107a Advertising and Buyer Behavior (11684)
Harold G. Washburn, MBA, Chairman, Wallace and Washburn, Inc.
4 units. Graduate credit $975. Thursday, 7:35-9:35 pm. Sever Hall 102. Limited enrollment. Fall term.

This course focuses on management of developing effective advertising and promotion strategies and campaigns based on the decision-making behavior of consumer and business purchasers. It examines how people respond to advertising, why they buy, and why they don't buy. Topics include market segmentation and positioning, advertising execution and creativity, media planning, budgeting, and measuring results. Students will develop an advertising campaign as a term project.

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CSS 108 New Product Development (20361)
Harold G. Washburn, MBA, Chairman, Wallace and Washburn, Inc.
4 units. Graduate credit $975. Thursday, 7:35-9:35 pm. Sever Hall 103. Prerequisite(s): CSS-105 or consent of instructor. Limited enrollment. Spring term.

This course examines the step-by-step process of idea generation, screening, concept development, physical development, testing, and commercialization of new products and services. Lectures and cases focus on management and the impact of information on new product marketing activities. Special attention is paid to the sources of new product success and avoidance of new product failures. Students will develop a new product idea as a term project.

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CSS 110 Operations Management (10297)
Paul Tumolo, MBA, Senior New Products Introduction Manager, Solectron Corporation.
4 units. Graduate credit $975. Wednesday, 5:30-7:30 pm. Sever Hall 203. Limited enrollment. Fall term.

Following the postwar emergence of the United States as a world technology leader, the problem of production was declared solved by American industry. Corporate attention and resources were diverted to other, presumably more promising, pursuits. The Japanese and Europeans have since shattered this myth by their relentless competitive challenge on many fronts. The severe consequences of this deterioration in the competitive status of many United States industries has once again focused attention on production floors and backroom offices. This course covers the fundamentals--the basics of producing goods and services, which is the primary reason for the existence of all profit and nonprofit organizations.

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CSS 112 Project Management (20263)
Ashok Rao, PhD, Professor of Management and Applied Mathematics, Babson College.
4 units. Graduate credit $975. Thursday, 5:30-7:30 pm. Sever Hall 103. Limited enrollment. Spring term.

The course develops skills for planning and control of projects and an understanding of interpersonal issues that affect the outcome. Focusing on introduction of new products and processes, it examines the project management lifecycle, defining project parameters and the role of a project manager.

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CSS 114 Managing Family-Owned Businesses in the United States and Abroad (10363)
George M. Hughes, JD, Attorney. Elizabeth Walsh, CSS, Consultant.
4 units. Graduate credit $975. Monday, 5:30-7:30 pm. Sever Hall 206. Limited enrollment. Fall term.

This course addresses the unique challenges faced by members of families who own and manage a business. The course is designed with both international and US students in mind. Topics include organizational behavior within a family setting, conflict resolution, succession, gender bias, and transfer of wealth. Case studies form the basis for study and discussion of businesses located in the United States and abroad.

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CSS 115 Management of Small Business: Starting New Ventures
4 units. Graduate credit $975. Prerequisite(s): accounting course or equivalent experience. Limited enrollment.

Starting and managing a small business is one of the most exciting and potentially rewarding activities in which one can engage. This course examines how one can harness creativity and personal drive to develop a successful new venture. It focuses on the organizational, marketing, legal, and financial decisions that are required when starting a new enterprise. Explores such questions as how to develop a business plan, how to secure financing, and how to put together and manage a small organization.

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CSS 118 Information Systems Management (10299)
Teresa J. Chisholm, MBA, Consultant. Jeffrey E. Francis, MS, Managing Associate, PricewaterhouseCoopers LLP.
4 units. Graduate credit $975. Tuesday, 7:35-9:35 pm. Science Center E. Prerequisite(s): knowledge of the use of information systems in business settings. Limited enrollment. Fall term.

This course is designed to provide a broad overview of the issues managers face in the selection, use, and management of information technologies. As economies have become globalized and competition has increased, organizations have turned with increasing frequency to the use of information technology (IT) to help them deal with data processing and information management constraints. Using a case study approach, we will discuss topics including system acquisition, requirements analysis, make-or-buy decisions, decision support systems, the management of end-user computing, strategic information systems, IT and competitive strategy, contracting and computer law, organizational issues, operations management, and planning.

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CSS 120 Public Management (20955)
Arnold M. Howitt, PhD, Executive Director, A. Alfred Taubman Center for State and Local Government and Adjunct Lecturer in Public Policy, John F. Kennedy School of Government, Harvard University.
4 units. Graduate credit $975. Monday, 5:30-7:30 pm. Sever Hall 106. Limited enrollment. Spring term.

This course examines the tasks and functions of public sector executives, techniques for building and maintaining a coherent mandate within which to manage, and methods for organizing and directing production in public sector organizations. Examples will be drawn primarily from state and local government, from different substantive areas (community development, environment, human services), and from people in different organizational positions. The aim will be to develop frameworks that allow operating managers to diagnose their current situations and to conceive well-designed plans to advance their objectives. The course also will pay special attention to the ethical dimensions of a public manager's job.

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CSS 123 Strategies for Companies in Crisis (11366)
Harlan D. Platt, PhD, Professor of Finance, Northeastern University.
4 units. Graduate credit $975. Thursday, 5:30-7:30 pm. Sever Hall 208. Prerequisite(s): introductory accounting. Limited enrollment. Fall term.

This course provides students with skills to identify troubled companies, manage their revitalizations, and reorganize their futures. Options discussed include turnarounds, workouts, restructuring, bankruptcies, and liquidations. Failure is treated as a problem that may be ameliorated by following the development of a responsive strategy. Issues related to finance, marketing, human resources, and operations will be examined.

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CSS 124 Managing Organizational Change (11049)
Arnold M. Howitt, PhD, Executive Director, A. Alfred Taubman Center for State and Local Government and Adjunct Lecturer in Public Policy, John F. Kennedy School of Government, Harvard University.
4 units. Graduate credit $975. Monday, 5:30-7:30 pm. Harvard Hall 103. Limited enrollment. Fall term.

Drawing on examples from both the private and public sectors, this course will examine organizational change and discuss managerial strategies to guide it in desired directions. It will consider different types of organizational change, forces impeding change, and strategies of leadership to facilitate change. The course also will inquire into the characteristics that make organizations more or less receptive to purposive change.

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CSS 125 Conflict Resolution: Practical Negotiation Skills (20956)
Jeffrey Prottas, PhD, Research Professor, Institute for Health Policy, Brandeis University.
4 units. Graduate credit $975. Monday, 5:30-7:30 pm. Sever Hall 207. Limited enrollment. Spring term.

This course is designed to develop practical negotiation skills applicable in a wide range of circumstances. Simulations of actual negotiations will cover labor-management disputes; conflict resolution among government agencies; among public agencies, community groups, and private developers; and finally among individual policy makers.

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CSS 130 The Law of Business Enterprises (21031)
David M. Phillips, JD, Professor of Law, Northeastern University.
4 units. Graduate credit $975. Monday, 7:35-9:35 pm. Sever Hall 110. Limited enrollment. Spring term.

This course examines the legal structure of corporations and other business forms such as partnerships and limited liability companies. Topics include: the distinction among corporations and other business forms; legal separateness of corporations from their shareholders; formation of corporations; financing of corporations under federal securities law; management duties and powers; shareholder rights; fundamental changes such as mergers, sales of assets, and tender offers; and insider trading.

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CSS 136 Managing in the Global Economy (10465)
Gunther S. Boroschek, PhD, Associate Dean of the College of Management, University of Massachusetts, Boston.
4 units. Graduate credit $975. Tuesday, 7:35-9:35 pm. Sever Hall 210. Limited enrollment. Fall term.

This course is an introduction to the issues and modes of analysis used by managers when their organizations cross national borders and enter foreign business environments. It examines both external environmental factors (economic, social, regulatory, and political) and internal adaptive business strategy development (transnational organizing, controlling, and decision-making processes).

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CSS 137 Managing the High Technology Firm (11215)
Raymond M. Kinnunen, DBA, Associate Professor of Business Administration, Northeastern University.
4 units. Graduate credit $975. Wednesday, 5:30-7:30 pm. Sever Hall 209. Prerequisite(s): accounting; finance and marketing desirable. Limited enrollment. Fall term.

This course will focus on managing within the rapidly changing and emerging high technology environment. Issues to be studied include managing under financial, marketing, and technological uncertainty; marketing to unknowable markets; and creating new markets and applications. For managers working in the high technology environment or those wishing to become acquainted it.

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CSS 138 Hotel and Restaurant Management (11334)
Michael L. Oshins, MPS, Assistant Professor of Hospitality Administration, School of Hospitality Administration, Boston University. Denise Dupré, MBA, Chief Executive Officer, Dupré Ltd.
4 units. Graduate credit $975. Thursday, 7:35-9:35 pm. Sever Hall 306. Limited enrollment. Fall term.

This course offers an overview of the hospitality industry, exploring a wide range of organizations from urban hotels to country inns, from gourmet restaurants to fast food, from casinos to theme parks. Students gain a historical perspective and integrate that knowledge with current events. The complexities of the hospitality industry's structure, including chains, franchising, ownership, and management relationships are discussed. Industry examples and case studies are used extensively. This course is appropriate for persons with some or no experience in the hospitality industry.

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CSS 140 Strategic Management in Healthcare Organizations (20270)
Sandra Hendren, MA, Executive Director, Praxis. Carol S. Shepherd, SM, Consultant. Mark N. Pollack, MBA, Assistant Director for Finance, Harvard University Health Services.
4 units. Graduate credit $975. Thursday, 7:35-9:35 pm. Sever Hall 208. Prerequisite(s): CSS-325; some accounting and financial management. Limited enrollment. Spring term.

This course examines the strategic planning and policy-making process in health delivery institutions, including hospitals, HMOs, and health centers. The objectives of the course are to develop an understanding of strategic planning concepts as applied in the healthcare industry; a framework for analysis, formulation, and implementation of strategy; and an understanding of the difference between departmental and institutional strategy. Topics include competitive strategy, environmental analysis, market segmentation, investor-owned corporations, organizational structure, and managing the strategic planning process.

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CSS 142 Principles and Practices of Fundraising
4 units. Graduate credit $975. Limited enrollment.

This course is designed to give broad exposure to managers, professional staff, and volunteers in the nonprofit sector who wish to become more familiar with the strategies and methods of fundraising. Topics include: history and overview of philanthropy; institutional demographics and characteristics; prospect research; development office organization; motivations for giving; communications; annual giving programs; capital campaigns; training and staffing; and gift planning, trusts, and bequests.

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CSS 145 Issues in Museum Administration (20715)
David W. Ellis, PhD, President and Director, Museum of Science, Boston. Anthony G. King, AM, Director of Finance and Operations, Sterling and Francine Clark Art Institute.
4 units. Graduate credit $975. Monday, 5:30-7:30 pm. Sever Hall 203. Spring term.

The issues museum administrators face include: defining the mission of and planning for both new and outdated institutions, creative financial management in a competitive market, finding and motivating skilled staff, and attracting visitors with quality programs and services. This course explores the techniques required to deal effectively with these issues. Administrative managers from local museums will share their experiences and suggest approaches to the problems they have faced.

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CSS 160 Managing Educational Change (21252)
Joanne P. Newcombe, EdD, Associate Professor of Educational Leadership, Bridgewater State College.
4 units. Graduate credit $975. Thursday, 5:30-7:30 pm. Sever Hall 205. Limited enrollment. Spring term.

This course will take an interdisciplinary look at the challenges facing administrators, teachers, and others who must manage educational change. Topics will include diversity, the child-parent-teacher relationship, curriculum, national standards, special needs, public versus private education, gender and learning, collective bargaining, the changing roles of middle and upper administration, innovative schooling, and vouchers and other forms of financing.

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