JOHNSON GRADUATE SCHOOL OF MANAGEMENT

ADMINISTRATION the Johnson School web site: www.johnson. with key concepts in managerial accounting cornell.edu/academic/courses/ for information and the application of cost information to Robert J. Swieringa, dean on enrollment and a complete course roster. pricing and operating decisions; (3) promote L. Joseph Thomas, associate dean for an understanding of the use of economic academic affairs theory in the evaluation of capital investment projects. The teaching methods consist of Douglas Stayman, associate dean for UNDERGRADUATE ONLY lectures and cases. Students are evaluated on curriculum the basis of exams. NBA 300(3000) Entrepreneurship and Cathy S. Dove, associate dean for M.B.A. NCC 550(5500) Financial Accounting Program and administration Enterprise Fall, spring. 3 credits. Prerequisite: non- Fall, spring. 3 credits. Prerequisite: non- Richard A. Shafer, associate dean for corporate Johnson School students. Johnson School Johnson School students. Similar in content relations students, see NBA 564. D. BenDaniel. to M.B.A. core course NCC 500. Staff. Introductory accounting course that examines Rebecca Mitchell, associate dean for alumni Uses Cornell-developed case studies the subject from the viewpoint of users affairs and development and lectures to address entrepreneurial management in start-up ventures and new- external to the organization. Topics include Thomas B. Hambury, director of executive business development in existing companies. transaction analysis; the accounting cycle; programs Topics include valuation of business, financial-statement preparation, use, and analysis; revenue recognition and cost Daniel Szipro, director of Boardroom planning, obtaining resources, management measurement; present value; and problems in Executive M.B.A. Program of growth, and cashing out. Guest lecturers speak on specialized topics such as corporate financial-accounting disclosure. Randall Sawyer, director of admissions and patent law, bankruptcy and workouts, NCC 553(5530) Marketing Management Karin S. Ash, director of career services leveraged buyouts, and valuations of Fall, spring. 3 credits. Prerequisite: non- businesses. Students team up to write and Johnson School students. Similar in content Deniqua Crichlow, director of Office of present business plans. The course attempts to Diversity and Inclusion to M.B.A. core course NCC 503. Staff. integrate marketing, finance, operations, and Addresses controllable and uncontrollable Ann W. Richards, financial aid director and human-resource topics in the context of high- marketing variables that managers in associate director of admissions growth business ventures. multiproduct firms face in today’s business Rhonda H. Velazquez, director of student environment. Topics include customer activities and special events behavior, product planning, distribution, advertising and promotion, pricing, and Kerwin-Michael Smith, college registrar COURSES FOR NON-JOHNSON competitive strategy. The Johnson Graduate School of Management SCHOOL STUDENTS NCC 554(5540) Management and Leading prepares men and women for managerial in Organizations careers in business. The school offers course NBA 507(5070) Entrepreneurship for Fall, spring. 3 credits. Prerequisite: non- work in many disciplines to provide potential Scientists and Engineers Johnson School students. Similar in content managers with an understanding of the Fall, spring. 3 credits. Prerequisite: M.Eng., to M.B.A. core course NCC 504. Staff. complexities of the professional world in Ph.D., and M.S. students; priority given to Takes a resource-based approach to which they operate and of the organizations seniors as undergraduates, J. Nesheim and management by arguing that organizations of which they will become a part. G. Schneider. Designed for mentored independent study, should link their strategy to their internal A bachelor’s degree or its equivalent is this course uses streaming video, guest , resources and capabilities. Develops this required for admission to the two-year speakers, distance learning, and special theme by addressing (1) the strategic value program leading to the master of business lectures/tutorials. There is no homework and of internal resources and capabilities; (2) the administration (M.B.A.) degree. Nearly few required class meetings. Work is focused role of human resources and organizational half of the students have a background of on one project: Students form a start-up team, behavior in formulating and implementing undergraduate studies in arts and sciences, choose a technical business idea, and develop strategy; and (3) the importance of and about one-quarter in engineering. Five and found a business that can attract venture structure and the design of organizations percent of the students begin their graduate investors. Tutorial sessions with instructors in formulating and implementing strategy. training immediately after receiving their apply lessons to the team business plan. Topics include how firms create sustainable bachelor’s degrees and the remaining 95 Students learn how high-technology ideas competitive advantage through internal percent following work experience. are converted into world-class businesses resources and capabilities; best practices for Combined degree programs allow highly in venture-backed start-up companies and managing people; effects of best practices qualified Cornell students to co-register in in new business development in existing on attitudes and behaviors; why putting the customer first is not necessarily best the school during their senior year, thereby companies. Slides take the student from earning a master’s degree in less than the idea to initial public offering. Grading is practice from a resource-based perspective; why organizational culture is central to usual time. based on a final exam focusing on the video lectures, a written business plan, and its final organizational effectiveness; why the formal The doctoral program, administered through presentation to a judging panel. organizational chart and structure of an the Graduate School, provides an advanced organization are important; how organizations level of education in business for those who NBA 553(5530) Accounting and Financial innovate; how organizations change through seek careers in teaching and research at Analysis for Engineers re-architecture and re-engineering; what leading universities. Spring. 3 credits. Prerequisite: non- firms gain and lose through pursuing core Johnson School students. J. D’Souza. More detailed information about these competencies; and what firms gain through programs is available from the Office of Focuses on basic financial and managerial strategic alliances and networks. The course accounting and the economic and financial Admissions and Student Affairs, Johnson makes extensive use of case materials. Graduate School of Management, 111 Sage concepts that have a bearing on managerial decisions. The goals are to (1) give students NCC 556(5560) Managerial Finance Hall. a working knowledge of the accounting Fall, spring. 3 credits. Prerequisite: non- Students in other graduate programs and process and the value and limitations of Johnson School students. Similar in content undergraduate students registered with the the data that come out of the accounting to M.B.A. core course NCC 506. Letter university are welcome in most classes. See information system; (2) familiarize students grades only. Staff.- 360 JOHNSON GRADUATE SCH F MANAGEMENT - 6-2

Introduces business finance through theory course is designed to make its students more NBA 506(5060) Financial Statement and case studies. Topics include stock attractive as candidates for employment in Analysis and bond valuation, the capital budgeting the investment banking profession, and it is 1.5 credits decision, portfolio theory, the asset-pricing expected that some of the participating firms NBA 673(6730) Derivatives I models, raising capital, capital structure, will be using their visits to identify candidates mergers and acquisitions, costs of capital, for summer internships, obtaining relevant 1.5 credits option pricing, and risk management. summer internships remains the responsibility NBA 674(6740) Derivatives II International applications are considered of the students. 1.5 credits within each topic area. Grading is based on an exam, group case reports, homework, and NBA 500(5000) Intermediate Accounting NBA 511(5110) Financial Modeling class participation. 3 credits 1.5 credits NBA 511(5110) Financial Modeling 1.5 credits SBM— Immersion in Brand Management IMMERSIONS NBA 556(5560) Investment Banking— Limited enrollment. Prerequisites: NCC Practicum 500, 501, 502, 503, and 506; permission of Only the Johnson School offers learning 2.0 credits instructor. immersion courses in strategic operations, managerial finance, investment banking, NBA 558(5580) Corporate Financial Full-time program for the semester; brand management, and entrepreneurship. Policy Turbo students are not able to take other courses . Immersions offer a semester of continuous 2.5 credits concurrently. The course objective is to begin developing students to think and act like focus, real-world problem solving, and site NBA 656(6560) Valuation Principles visits to dozens of companies. brand managers, some of the best trained 1.5 credits and most upwardly mobile professionals MFI— Managerial Finance Immersion NCC 508(5080) Managing Operations in industry. It provides students with a 2.5 credits unique opportunity to begin internalizing the Prerequisite: NCC 506 with grade of B or concepts, principles, and tools necessary to better. NCC 504(5040) Managing and Leading in achieve success in brand management. While Organizations the course focuses on managing traditional Specifically designed for students planning 2.5 credits consumer brands, high-tech products, services, to pursue finance careers. Some students and global branding are also addressed. In- interested in nonfinance careers (including RS&T— Research, Sales, and Trading class methods consist of (1) academic and consulting) may wish to consider this course, Immersion industry lecturers; (2) on-site visits with but they should recognize that it is not marketing and manufacturing professionals; specifically designed for this purpose. A Prerequisite: NCG 506 with grade of B or (3) case and project discussions and major objective is to help students make more better. presentations; and (4) a brand management informed choices about how to launch their simulation. Course requirements consist of finance careers. Specifically designed for students planning (1) discussion of readings; (2) individual to pursue careers in research (both buy- NBA 502(5020) Managerial Cost case write-ups and presentations; (3) group side and sell-side), sales, and trading, either projects and presentations (including a Accounting at Wall Street firms (sell-side) or at buy- 3 credits capstone simulation); and (4) in-class exams. side firms such as mutual funds. Melds the There is considerable off-campus travel for NBA 506(5060) Financial Statement practical and theoretical aspects of the field. field study. Analysis A great deal of interaction and discussion 1.5 credits is expected between students, participating NBA 502(5020) Managerial Cost faculty, and visiting practitioners. While the Accounting NBA 549(5490) Managerial Finance— course is designed to make its students more 3 credits Practicum attractive as candidates for employment in NBA 620(6200) Marketing Research 1.5 credits the investment management profession, and 3 credits NBA 558(5580) Corporate Financial it is expected that some of the participating Policy firms will use their visits to identify candidates NBA 624(6240) Brand Management— for summer internships, obtaining relevant 1.5 credits Practicum summer internships remains the responsibility 4.5 credits NBA 565(5650) Corporate Governance of the students. 1.5 credits NCC 508(5080) Managing Operations NBA 516(5160) Introduction to 2.5 credits NBA 656(6560) Valuation Principles Quantitative Asset Management 1.5 credits 1.0 credit NCC 504(5040) Managing and Leading in Organizations NCC 508(5080) Managing Operations NBA 542(5420) Investment and Portfolio 2.5 credits 2.5 credits Management 3.0 credits NCC 550 Semester in Strategic NCC 504(5040) Managing and Leading in Operations Organizations NBA 583(5830) Research, Sales, and Limited enrollment. Prerequisites: NCC 2.5 credits Trading Practicum 501 and 506 for Johnson School students; 1.5 credits permission of instructor. IBI— Investment Banking Immersion NBA 656(6560) Valuation Principles Full-time program for the semester; students cannot take other courses concurrently. The 1.5 credits Prerequisite: NCC 506 with grade of B or course is concerned with the integration of better. NCC 508(5080) Managing Operations technological, human-resource, logistical, 2.5 credits and financial considerations to produce Specifically designed for students planning a manufacturing enterprise that can to pursue careers in investment banking. NCC 504(5040) Managing and Leading in respond quickly and effectively to market Inappropriate for students interested in Organizations requirements. The course is taught by a team following a finance career in nonfinancial 2.5 credits of faculty and industrial practitioners, and industry or nonfinance careers (including much of the student work is team-oriented. consulting). Highly recommended courses for RS&T There is off-campus travel for field study of This course is designed to meld the practical Immersion: various manufacturing plants. and the theoretical aspects of the field. A NBA 500(5000) Intermediate Accounting NBA 502(5020) Managerial Cost great deal of interaction and discussion is 3.0 credits Accounting expected between students, participating 3.0 credits faculty, and visiting practitioners. While the NCC COMMON CORE COURSES 361

NBA 650(6500) Semester in Strategic credits of course work from the recommended interactions of individuals and organizations. Operations Practicum electives list of Johnson School courses or This course has two goals: (1) to make 7.5 credits other courses from othpr programs at Cornell. students appreciate the complexity of the Course availability is subject to scheduling. issues that often arise in organizations, and NCC 508(5080) Managing Operations (2) to develop and refine students’ analytical 2.5 credits story-telling abilities. To achieve these goals, NCC 504(5040) Managing and Leading in the course is taught by the case-study method, Organizations NCC COMMON CORECOURSES an efficient way to expand the student’s 2.5 credits experience base with respect to such issues NCC 500(5000) Financial Accounting as motivation, power, leadership, ethics, Fall. 2.5 credits. Johnson School core structure, design, and change. Students learn E&PE— Entrepreneurship and Private course. Limited enrollment. R. Libby. how to make good inferences about what will Equities Immersion Introductory accounting course that examines and won’t work in particular situations, and the subject from the viewpoint of users how to learn from their own experiences and Comprehensive course that integrates the external to the organization. Topics include those of others. , technical, strategic, and economic aspects of transaction analysis; the accounting cycle; entrepreneurship; is the student’s full course financial-statement preparation, use, and NCC 506(5060) Managerial Finance load for the semester. David J. BenDaniel, analysis; revenue recognition and cost Fall. 2.5 credits. Johnson School core the Don and Margi Berens Professor of measurement; present value; and problems in course. Limited enrollment. Letter grades Entrepreneurship at the Johnson School, leads financial-accounting disclosure. only. R. Michaely. the faculty team for this immersion. Introduces students to the basic concepts of NCC 501(5010) Statistics for finance. In particular, the course addresses NBA 564(5640) Entrepreneurship and Management Private Equity— Practicum what type of investments firms and individuals Fall. 2.5 credits. Johnson School core should take on and how these investments 3 credits course. Limited enrollment. J. McClain. should be financed. Understanding these NBA 618(6810) Global Technology Introduction to decision making under concepts is essential to financial managers Innovation and Commercialization conditions of uncertainty. Topics include and professional investors and has important 1.5 credits descriptive statistics, probability theory, applications to many aspects of financial classical statistics, statistical decision theory, decisions all of us have to make on a daily NBA 656(6560) Valuation Principles and simple and multiple regression analysis. basis (e.g., is getting an M.B.A. a good 1.5 credits Applications in finance, marketing, and investment?). These issues involve capital NBA 657(6570) Entrepreneurship operations management are discussed. budgeting decisions, stock and bond Marketing NCC 502(5020) Microeconomics for valuation, how to assess and account for 1.5 credits Management risk through the capital asset pricing model (CAPM), option pricing, capital structure and Fall. 2.5 credits. Johnson School core NCC 508(5080) Managing Operations cost of capital, and market efficiency. Grading course. Limited enrollment. R. Hilton. 2.5 credits is based on exams, quizzes, group case Introduces microeconomic theory and applies reports, homework, and class participation. NCC 504(5040) Managing and Leading in it to problems faced by managers. Topics Organizations include supply and demand, consumer NCC 508(5080) Managing Operations 2.5 credits behavior, pricing when a firm has market Spring. 2.5 credits. Johnson School core power, and the role of contracts. The 'course course. Limited enrollment. Prerequisite: Suggested additional courses for E&PE employs a lecture format and emphasizes NCC 501 or permission of instructor. immersion problem solving. Grading is based on a R. Zhang and L. Robinson. midterm and a final exam. NBA 559(5590) Venture Capital Industry Focuses on managing processes: actions and Private Equity Markets NCC 503(5030) Marketing Management that convert inputs into outputs. Almost any business function can be modeled as a 0.5 credit Fall. 2.5 credits. Johnson School core network of processes. The first part of the course. Limited enrollment. D. Stayman NBA 532(5320) Due Diligence in Private course examines processes, both individually and E. Eisenstein. Equity Investments and as part of a larger system; students see Designed to convey the key concepts of 0.5 credit that good process design reflects both the marketing and how they fit into the larger volume and the variety of the product. A context of management strategy and decisions. common course theme is the deleterious effect SGE—Sustainable Global Enterprise Presents both the practical “how” and the of variability (in demand, supply, quality, or fundamental “why” of marketing activities The SGE immersion provides students with capacity) in complex systems. Queuing theory in the light of contributions from behavioral a breadth and depth of knowledge and and simulation are particularly helpful for science, economics, hnd statistics. The goals experience relating to the broad impact of analyzing process capabilities. The second are to provide sufficient understanding for social and environmental issues as well as the part analyzes how goods and services are those who need only to interact with the strategic opportunity these issues present to produced. After describing the strategic role marketing function, as well as communication firms across a number of industries. Students of operations, it examines forecasting systems, concepts and developing processes that can will spend much of their time in field projects inventory management, and just-in-time and provide the foundation for further course that require them to address real problems logistic management. Constrained optimization work and future experience in marketing. The currently being faced by companies who models provide information about managing course makes extensive use of case materials. expect to receive practical, operational with finite resources. The final part examines solutions. NCC 504(5040) Managing and Leading in process improvement through quality and Organizations productivity management and corporate NBA 603(6030) Sustainable Global Enterprise Spring. 2.5 credits. Johnson School core learning. course. Limited enrollment. E. Mannix and 1.5 credits NCC 509(5090) Strategy K. O’Connor. NBA 658(6580) Sustainable Global Stories are central to how we know and Fall. 2.5 credits. Johnson School core Enterprise Practicum remember events, people, and facts and course. Limited enrollment. V. Kadiyali and J. Johnson. 3.5 credits to how we communicate knowledge and history. Most of the jobs we aspire to Among the critical tasks facing any senior NCC 508(5080) Managing Operations involve a particular form of story-telling— manager are the creation, implementation, 2.5 credits the CEO’s vision, the analyst’s report, the and evaluation of a business unit’s strategy. This course seeks to provide the management NCC 504(5040) Managing and Leading in planner’s strategy, the salesperson’s pitch, the consultant’s analysis, and the manager’s student with the tools and frameworks Organizations essential to carrying out these tasks. Many 2.5 credits brand. What distinguishes these as business stories is that they are often analytical (based of these tools and frameworks are based on ‘Note: Students electing to take the immersion on a set of objective facts and statistics) and recent advances in game theory, industrial must choose a minimum of five (5) additional reflect a deep understanding of the complex organization, and organization theory, 362 JOHNSON GRADUATE SCHOOL OF MANAGEMENT - 2006-2

although the course also draws from the combination of case studies and lectures. The the actual experiences of the lecturer’s own older business policy tradition. Students who lectures communicate subtler aspects of the business, students draw conclusions about successfully complete this course are able to material while the cases provide hands-on how this business model could be employed ainalyze industries, identify areas of strategy experience. There is an exam. in their individual career paths. Students advantage and disadvantage, and devise learn that, in addition to traditional financial strategies that exploit advantages and remedy NBA 509(5090) Advanced Financial Analysis analysis, business decisions can benefit disadvantages. from considering the impacts of social and Fall. 1.5 credits. Prerequisites: NBA 506, ecological capital. This so-called “triple bottom finance immersion course, or permission line” of sustainable business is so new that of instructor. Not open to students who most information on the subject has been have completed 3-credit version of NBA written in the past four years. Students read NBA MANAGEMENT ELECTIVE 506. S. Bhorjraj. about actual cases and the logic of how Builds on the core financial analysis skills COURSES this model has been constructed. There is developed in NBA 506. Topics include equity dialogue about the advantages as well as the valuation, residual income models, quality of Accounting barriers and challenges of applying sustainable earnings assessments, earnings manipulation principles. NBA 500(5000) Intermediate Accounting detection, market efficiency issues, fairness Spring. 3 credits. Prerequisite: NCC 500 or opinions in MBOs, and large sample stock NBA 521(5210) Investing in Distressed equivalent. M. Nelson. screening strategies. The overall focus is on Corporations Based on the essential concepts and using accounting-based information to make Fall. 1 credit. J. Rubin, R. Symington, and terminologies of financial accounting investment decisions. Emphasis is on practical J. Hass. introduced in the accounting core course. applications, and special attention is given Focuses on the burgeoning practice of Students learn to evaluate financial statements to cultivating analytical and communication investing in distressed companies. Once a through the use of case studies drawn from skills. Features both lectures and cases. There backwater, this $680 billion (face amount) actual corporate financial reports. is a group term project but no final exam. field of finance is now a “must have” in virtually all institutional portfolios. In 2001 NBA 511(5110) Financial Modeling NBA 502(5020) Managerial Cost alone, $63 billion of additional defaults Accounting Fall, spring. 1.5 credits. Prerequisites: NBA entered this universe, with continued high Fall, spring. 3 credits. Prerequisites: NCC 506 or permission of instructor; mastery of inflows projected for the next few years. 500, 501, and 502, or equivalent. R. Hilton basic Excel skills. P. Hribar. Corporate reorganization finance techniques and R. Bloomfield. Financial modeling is the art and science of are now necessary tools for individuals in a Designed both for those responsible for constructing spreadsheet models of firms’ variety of other disciplines, as it is now highly internal accounting information and those future financial statements. This course likely that finance professionals and managers who use such information for decision builds on the brief introduction to financial encounter distressed situations in their making. Topics include budgeting, modeling in NBA 506 by modeling the careers. Using a “bottoms-up” approach, the accumulating costs for product costing, effect on the income statement, balance curriculum first seeks to develop the building activity-based costing, standard costs, the sheet, and statement of cash flows of more blocks of this field: research, valuation, analysis of cost variances, cost estimation complicated financial transactions such as legal issues, and strategies. Issues such as and prediction, cost-price-volume decisions, leveraged buyouts, mergers and acquisitions, target capital structure location, control/ performance measurement, nonmanufacturing and corporate reorganizations. The class passive strategies, value creation through cost analysis, cost allocation, and transfer meets in the state-of-the-art Parker Center reorganizations/liquidations and new/old pricing. Instruction is a mixture of lecture and computer lab, and active student participation money plans are explored. These principles case discussion. Student evaluation is based is emphasized. are then applied to real-world situations using on a midterm exam, a final exam, a project, case studies. and class participation. Economics [NBA 525(5250) Social Entrepreneurship NBA 503(5030) Strategic Cost NBA 524(5240) Macroeconomics and Spring. 1 credit. Not offered 2006-2007. Management International Trade M. Lounsbury.] 1.5 credits. R. Hilton. Fall. 3 credits. Prerequisite: NCC 502 or NBA 530(5300) Entrepreneurship Lab Focuses on the role of cost management equivalent or permission of instructor. I. Azis. Fall. 3 credits. Prerequisites: M.B.A. and related issues in helping a firm Applies basic macroeconomic theory to students; NBA 564 or concurrent compete successfully in the global market. such problems as inflation, unemployment, enrollment or permission of instructor. Topics include activity-based costing, economic growth, and productivity and G. Schneider. activity-based management, value chain examines how those problems interact with Students team up with entrepreneurs in the analysis, the lean enterprise, confronting international trade and finance. Students learn greater Ithaca area on defined projects that competition in an industry dominated by to be informed observers of national and are integral to the companies’ operations, lean enterprises, re-engineering, process international economic policies and discerning such as production planning, new product value analysis, identification of non-value- users of economic analyses and forecasts. launches, or assessing organizational structure. added activities and costs, target costing, Uses a lecture/discussion format. Kaizen costing, continuous improvement, Students gain first-hand exposure to the time-based competition, cost versus quality, NBA 527(5270) Applied Price Theory application of functional knowledge in a start­ and benchmarking. The course is based Spring. 4 credits. R. Frank. up setting, while bringing real value to the almost entirely on cases, many of them lean Emphasizes how economic analysis can help host company. enterprises in Japan. firms and individuals make the most of their NBA 531(5310) Venture Start-up opportunities. Of special interest to managers Spring, eight lec over two weeks. 1 credit. NBA 506(5060) Financial Statement and consultants is the focus on examples R. Ryan. Analysis that illustrate how faulty economic reasoning Short course by Professor Rob Ryan, Spring. 1.5 credits. Prerequisite: NCC 506, leads to inefficient outcomes. Also emphasizes founder of Ascend Communications and NBA 500 (or concurrent enrollment), or strategic thinking and instructs students in the art of Entrepreneur America, a boot camp for permission of instructor. Not open to of “economic naturalism”—the use of economic start-ups. Uses Ryan’s book Smartups. The students who have completed 3-credit reasoning to understand and explain everyday lectures contain analyses of various styles of version of NBA 506. S. Bhorjraj and patterns of individual and firm behavior. P. Hribar. entrepreneurship, ways of determining the Develops a set of core skills essential to viability of technical businesses and hints financial statement analysis. Covers strategic Entrepreneurship for negotiation with venture capital sources, among other important topics. ratio analysis, cash flow analysis, pro forma NBA 519(5190) Sustainable Business— financial statements, financial modeling, The Challenge of the 21st Century [NBA 535(5350) Special Readings in credit analysis, bond rating and bankruptcy Fall, eight sessions. 1 credit. F. Keller. Private Equity predictions, and firm valuation using Gives students an overview of the emerging Spring, four meetings. 0.5 credit. Not discounted cash flow techniques. Emphasizes sustainable business model. By examining offered 2006-2007. D. BenDaniel. practical applications. The course format is a current writings and comparing them to NBA MANAGEMENT ELECTIVE COURSES 363

Covers the transformation of a public corpora­ of growth, and cashing out. Guest lecturers address, including (1) choosing type of business tion to private equity to increase value. speak on specialized topics such as corporate entity, (2) protecting confidential information Discusses the advantages and disadvantages of and patent law, bankruptcy and work­ and inventions, (3) sources of capital (in private equity but focuses on financial models. outs, leveraged buy-outs, and valuations of both bull and bear market environments), (4) These models show the economic advantages businesses. Students team up to write and understanding capitalization structures (e.g., of private equity as well as how to achieve present business plans. The course attempts to common stock, preferred stock, warrants), (5) that status.] integrate marketing, finance, operations, and using stock options as employee incentives, human-resource topics in the context of high- (6) fundamental fair employment practices, NBA 557(5570) Case Studies in Venture growth business ventures. (7) proper establishment and use of boards of Investment and Management directors and advisory boards, (8) technology Fall. 1.5 credits. F. Beste and Y. Hochberg. NBA 618(6180) Global Technology licensing and commercialization, (9) negotiating Innovation and Commercialization Consists of a series of cases that focus on the relationships with distributors, resellers, and venture capital investment process and the Spring. 1.5 credits. W. Sine and customers, (10) the Foreign Corrupt Practices subsequent management of such ventures. K. McGovern. Act, and (11) dealing with creditors. The primary perspective is that of the venture Examines technology commercialization from capitalist in assembling and evaluating an investor’s point of view. Will address issues information, preparing forecasts, assessing related to intellectual property, recognizing Finance risks, developing and negotiating investment and screening opportunities, exploiting NBA 512(5120) Applied Portfolio structure and terms, and deciding whether to technology opportunities, and marketing high Management invest. Cases also focus on management and technology. Case studies and discussions with Fall, spring. 3 credits each semester. Limited financial problems and on policy issues and practitioners will be used to examine this enrollment. Students must commit to the relationship between venture capitalists topic taking course in fall and spring semesters. and entrepreneurs. The secondary perspective NBA 653(6530) Strategic Alliances Priority given to second-year M.B.A.s who is that of the entrepreneur and the techniques successfully completed either NBA 506 or and skills employed in managing growing Spring. 1 credit. J. Suwinski. finance immersion. Students must apply enterprises. Presentations by venture capitalists A wide variety of strategic alliances are being formally; if number of applicants exceeds 12, and entrepreneurs supplement student used today as companies try to leverage their admission is competitive and merit-based. discussion and analysis of cases. Grades are resources for competitive advantage. This B. Swaminathan. based on written reports, quality of classroom course gives an overview of the spectrum of Focuses on the management of an investment participation, and a final exam. alliances, examining the strategic rationale and pros and cons of each major type of alliance. fund. For full description, see Charles Lee. NBA 559(5590) The Venture Capital The primary focus is on joint ventures as Industry and Private Equity Markets [NBA 540(5400) Advanced Corporate a specific form of strategic alliance, where Finance Spring. 0.5 credit. D. BenDaniel. the success rate is less than 50 percent. Fall. 3 credits. Prerequisite: NBA 506 or Focuses on the industry from the practitioners’ The course develops a set of principles that equivalent. Not offered 2006-2007. perspective. Topics incjude (1) an introduction have contributed to success for Corning H. Bierman. to the private equity market focusing on Incorporated. The course is taught from the Relevant for both investment banking and the transactions that define the industry, its perspective of the general manager of a major the treasurer's activities of an operating structure, participants, history, and trends; (2) business unit. corporation. Most class sessions are lecture- institutional private equity investing—now discussion, but there will be several corporate an increasingly important and dynamic part NBA 657(6570) Entrepreneurial Marketing finance cases. Topics include debt securities of the asset allocation mix; and (3) issues in (duration, convexity, inverse floaters, bond private equity investing such as concentration Spring. 1.5 credits. J. Brinckmann. refunding, term structure), convertible debt, in fewer, larger funds and the critical role Addresses the special market issues related capital structure, distribution policy, exotic of a new class of gatekeeper/consultants for to entrepreneurial businesses. The course new securities, financial strategies, and limited partners. Involves four lectures and a will cover developing a marketing model, the buy versus lease decision. Investigates final paper. market research, new product rollout, public relations and guerilla marketing, corporate financial policy decisions from NBA 563(5630) The IPO Process and brand building, channel management and a normative-quantitative point of view Deal Structure Alternatives customer relationship building, all from an and develops skill in formulating financial Fall, spring. 3 credits. Z. Shulman. entrepreneurial point-of-view. models and evaluating models. Uses basic Gives students an in-depth look at initial mathematics.] public offerings and deal structures from a NBA 678(6780) Lectures on the Venture Capital Industry NBA 542(5420) Investment and Portfolio practitioner’s point of view. With respect to Management initial public offerings, the course covers the Spring. 1.5 credits. Prerequisites; NBA 564, Fall, spring. 3 credits. Prerequisites; applicable statutory framework, pre-offering 300, 401, or permission of instructor. NCC 501, 502, and 506; comfort with corporate preparations, the due diligence J. Bartlett and D. BenDaniel. Internet quantitative methods. H. Li. process, the implementation of corporate course with one classroom lec by Prof. Deals with several important issues pertaining governance policies appropriate for a public Bartlett. company, the offering registration process, Focuses on venture capital financing, including to investments in securities markets. Covers liability under federal securities laws, the the problems and issues facing emerging (1) portfolio diversification theory, asset allocation, asset pricing models (e.g., CAPM Securities and Exchange Commission review growth companies as they progress from and APT), and empirical anomalies such as process, underwriting arrangements, and early stage, start-up status to mature public selection of a trading forum. Regarding deal companies. Emphasizes practical skills: hands- size effect and January effect; (2) the issue of structures, the course explores choosing on examination, for example, of how deals evaluating portfolio performance and mutual an appropriate transaction structure, deal are negotiated and valuations arrived at, the fund performance; (3) investment strategies financing alternatives, due diligence, public principal focus being the so-called Series A, based on patterns in historical security company transaction issues, and crucial legal or first professional, round of financing. Views returns (may be loosely considered technical aspects of the acquisition, such as caps/ the early stage space from three perspectives: analysis); (4) investment strategies based collars, letters of intent, successor liability, (1) the entrepreneur, or founder, (2) the on publicly available information related to continuity of employees, and noncompetition professional investors, or VCs, and (3) the key accounting and other market statistics and the agreements. executives, i.e., the major players in emerging use of earnings forecasts (may be considered growth finance. Reviews economics, finance, as fundamental analysis); (5) frictions to NBA 564(5640) Entrepreneurship and tax, securities, corporate and employment law trading imposed by the institutional structure Private Equities considerations, and custom and usage in the of securities markets. The goal of this course Fall, spring. 3 credits. D. BenDaniel. industry. is to train students in the latest tools and Uses Cornell-developed case studies techniques in portfolio theory and familiarize and lectures to address entrepreneurial NBA 689(6890) Law for High-Growth them with the latest developments in management in start-up ventures and new- Business securities market research and applications. business development in existing companies. Fall, spring. 3 credits. Z. Shulman. This is a highly quantitative course involving Topics include valuation of business, In-depth analysis of key issues that an emerging extensive analysis of security market data planning, obtaining resources, management high-growth business must consider and using regression analysis and other statistical 364 JOHNSON GRADUATE SCHOOL OF MANAGEMENT - urn6-2

I tools. Grades are based on midterm and final themes described in part one. Spreadsheet pricing techniques. Discusses valuation of exams, cases, a project, and a trading game. assignments and a term project requiring growth options, expansion options, natural data analysis develop research skills and resource investments, land development, NBA 543(5430) Financial Markets and Institutions illustrate academic concepts. Exams consist of R&D, young-high-growth companies, etc., computational, short answer, and short essay using the Black-Scholes option pricing model Fall, spring. 3 credits. Prerequisite: NCC questions. and its variants. Grading is based on cases, a 506 (finance core). M. O’Hara. valuation project involving a foreign company, Applies principles of finance to understand NBA 555(5550) Fixed-Income Securities and a final exam. modern financial markets. Central themes are and Interest Rate Options the structure of financial markets, their pricing Fall. 3 credits. Prerequisites: NCC 506 NBA 656(6560) Valuations Principles function, the interaction between financial (finance core), NCC 501 (statistics core). Spring. 1.5 credits. D. Weinbaum. markets and macroeconomic conditions, and R. Jarrow. Deals with the principles of valuation for the processes of innovation and regulation in Designed to study the pricing, hedging, and publicly traded firms, divisions of publicly these markets. Students look at the workings risk management of fixed-income securities traded firms, or private firms that have of a variety of markets and develop an and interest rate derivatives. Topics include publicly traded comparables, using discounted understanding of the different problems that the term structure of interest rates, interest cash flow (DCF) valuation. The definitions different types of markets address. Studies rate swaps (caps, floors, collars), the risk of cash flow and discount rate depend on the question of market efficiency and the structure of interest rates, credit risk spreads, whether we want to value the entire firm interaction between government policies and corporate bond valuation. The method or value only equity. Discusses (1) how to and financial markets. Analyzes issues in of instruction is lectures and discussion, and compute free cash flows based on historical innovation and regulation with basic principles computer illustrations are an integral part of income statements and balance sheets; (2) the of financial economics. Throughout the course, the course content. concept of value drivers and economic value the relevance of these issues for the practical added (economic profits or residual income); corporate, portfolio, or public sector decision NBA 558(5580) Corporate Financial Policy (3) operating risk and financial risk, the maker is considered. The course includes ideas relation between financial leverage and cost of Fall, spring. 1.5 credits. Prerequisite: NCC and evidence from academic research along capital, the levering and unlevering of equity 506 (finance core). Y. Grinstein. with historical, institutional, and international betas, capital asset pricing model, computing Provides an understanding of the financial perspectives. Recent events are used to cost of equity, cost of debt, cost of preferred decisions of corporations. Discusses the illustrate concepts and develop analytic skills. stock, weighted average cost of capital, factors that affect corporate financial Spreadsheet assignments and a term project divisional cost of capital, etc. These concepts decisions and how they determine firms’ requiring data analysis develop research skills are applied; (4) to computing cost of capital. financing, investment, and hedging policies. and illustrate academic concepts. Exams Introduces valuation by multiples using These factors include taxes, transaction consist of computational, short answer, and comparables and discusses its applications to costs, contracting (between managers and short essay questions. valuing divisions of multibusiness firms. shareholders and between shareholders and NBA 552(5520) Cases in Corporate other claimholders such as bondholders), NBA 673(6730) Introduction to Finance and asymmetric information. Much of the Derivatives, Part 1 Fall. 3 credits. Prerequisites: second-year material is presented using examples and Fall, spring. 1.5 credits. Prerequisite: MBAs and Twelve-Month Option (TMO) cases designed to demonstrate how financial NCC 506 (finance core) or permission of students; NCC 506 or equivalent. decisions create, destroy, or modify value. instructor. X. Zhang. H. Bierman. NBA 565(5650) Corporate Governance Introduces students to the pricing and hedging We will develop an understanding of the of derivative securities. Briefly covers forward theories of corporate finance and have Spring. 1.5 credits. Prerequisites: NCC 506' contracts, futures contracts, and swaps. The and NBA 656 or permission of instructor. discussions of corporate finance cases. Cases primary emphasis is on option contracts. Y. Grinstein. and lectures deal with mergers, acquisitions, Underlying assets include stocks, currencies, valuation, corporate restructuring, LBOs, Deals with the ways in which different and commodities. MBOs, distribution policies, and the financing investors assure themselves of getting a return of corporations. The material applies to on their investments. How do investors get NBA 674(6740) Introduction to careers in investment banking, managerial managers to return some of the profits to Derivatives, Part 2 finance, and top level executives. Several them? How do they make sure that managers Fall, spring. 1.5 credits. Prerequisite: executives working in or with corporate do not invest their money in bad projects? NCC 506 (finance core) or permission of finance will present cases. The goal is to These questions are extremely relevant instructor. X. Zhang. develop a skill in analyzing the financing for almost any organization, from start­ For description, see NBA 673- decisions of corporations. ups to Forbes 500 companies. This course explores these issues through a series of General Management NBA 554(5540) International Finance case studies and examples. Topics depend Spring. 3 credits. Prerequisite: NCC 506 on time availability. Career focus: M.B.A. [NBA 537(5370) Information in Markets (finance core) or permission of instructor. students aspiring to top corporate offices, Spring. 1.5 credits. Not offered 2006-2007. W. Bailey. regardless of functional area, or envisioning a R. Bloomfield.! Applies principles of finance to the career in M&A/investment banking, financial international setting. International finance management, of consulting firms. NBA 544(5440) Workplace Management: is different in two basic respects: (1) the An Economic Approach existence of multiple currencies adds risk to NBA 655(6550) Advanced Valuations Spring. 1.5 credits. G. Fields. investment and financing decisions; (2) when Fall. 1.5 credits. Prerequisite: IBI Covers labor market economics in the corporations and portfolio investors cross immersion or written permission of corporate and nonprofit sectors. Begins international borders, both problems and instructor. B. Swaminathan. with demand and supply in labor markets, opportunities arise. This course focuses on Builds on the valuation principles course. presenting the tools of decision analysis for these issues and highlights how finance theory Applies discounted cash flow (DCF) valuation workers and firms. Considers various topics can be extended to address them. Students and valuation by multiples using comparables for managers, including hiring the right apply the basic principles of international to multinational contexts. Considers mergers quantity and types of workers; identifying, finance to a variety of problems. The course and acquisitions, and multinational project and attracting, and retaining top talent; individual helps students understand the ideas and firm valuations, from the viewpoint of a U.S. labor supply decisions; and strategic budget research results of international finance manager. Discusses issues such as differences constraints. in parent and project cash flows, accounting and adapt what they learn to the practical NBA 550(5500) Risk Management problems in the increasingly globalized differences, exchange risks, political risks, Fall. 1.5 credits. R. Jarrow. business world. The first part of the course and valuation in developing countries. Studies advanced topics in derivatives and outlines exchange rate volatility, barriers to Examine the contingent claims valuation risk management. The first part of the course international capital flows, and the value of approach, with emphasis on flexibility in covers topics in derivatives and develops international diversification. The second part managerial decision-making. Focuses on the tools necessary for analysis, and the presents a variety of problems, examples, the valuation of strategic options, growth second part covers their application to risk and applications from the three basic options, and flexibility in capital investments using traditional and nontraditional option management. NBA MANAGEMENT ELECTIVE COURSES 365

NBA 560(5600) Business Law I (also and evaluating them. Students are required to distributed throughout the semester. Each AEM 320(3200]) write a comprehensive analytic term paper. student makes a case study of an individual Fall. 3 credits. Requirement for students enterprise or organization. intending to be professional accountants. NBA 570(5700) Leadership in Highly recommended for finance students. Management NBA 573(5730) Seminar in Sustainable Development Prerequisite: junior, senior, or graduate Spring, five full-day training sessions. standing. D. Grossman. 1 credit; attendance required at each day Spring. 1-3 credits, variable. A. McAdams. Introduces the basic tenets of law as they of course to receive credit. Prerequisite: Involves readings and discussion of issues apply to businesses and their operations. M.B.A. students. E. Mannix, RPW Executive in environmental management and features Topics include personal property, contracts, Development, and other Johnson School four significant outside speakers on the agency, real property, and landlord-tenant faculty. subject of environmental management. concerns. Uses text readings and case studies. Partnership with RPW Executive Development (Students interested in doing consulting to provide M.B.A. students with the self- projects in environmental management are NBA 561(5610) Business Law II (also awareness and interpersonal skills required accommodated in NBA 575 Management AEM 321(3210]) to be effective leaders (the general principles Projects.) Spring. 3 credits. Prerequisite: NBA 560 or of leadership course is NBA 668). The NBA 575(5750) Management Projects permission of instructor. D. Grossman. first two days focus on self-awareness and The first portion of this course examines employ several experiential exercises and Fall, spring (yearlong). 3 credits. legal issues in the formation and operation of self-assessment instruments, including the A. McAdams, J. Thomas, and R. Allen. business enterprises, particularly partnerships, Campbell Leadership Index (CLI), Myers-Briggs Designed to apply consulting processes to real corporations, and limited- liability companies. Type Indicator (MBTI), the Fundamental business projects. Students form consulting The second portion covers selected topics Interpersonal Relations Orientation-Behavior teams focused on specific strategic, process in business law, such as employment (FIRO-B), the Kirton Adaptation/Innovation improvement, or operational problems discrimination, secured transactions, product inventory (KAI), and the Ambiguity Preference in companies. A faculty member and the liability, unfair competition, and international Scale (APS). Students are also trained in giving consultant in residence (CIR) advisors, are business law. and receiving feedback from team members closely engaged in the teams’ work. The and faculty. Midweek activities consist of teams meet with the faculty advisors weekly. NBA 562(5620) Estate Planning (also Sessions focus on cross-team learning about AEM 422(4220]) various leadership and team challenges, including a business simulation. Note: Most of the application of the consulting process to a Fall, 14 sessions. 1 credit. Prerequisite: the self-assessment instruments listed above variety of consulting engagements. The faculty junior, senior, or graduate standing. need to be completed before the first day of advisor and/or CIR also meet as needed with D. Grossman. class to allow for scoring and analysis. each team to work through real-time issues Covers law and use of trusts, the law of wills, presented by each consulting project. Projects federal and New York State estate and gift NBA 571(5710) Cornell Management include local small-business clients, not-for- taxes, and probate procedures. Simulation profits, Big Red Incubator, and large national NBA 567(5670) Management Writing Fall. 1.5-credits. Prerequisite: second-year and multinational companies. At the end of M.B.A. students. Not open to students who the project, each student and team receive Fall, spring. 1.5 credits. Priority given to have completed NBA 549. Letter grades 360-degree feedback from the faculty advisor, M.B.A. students; open to other graduate, only. S. Smidt. CIR, the client, and other team members. students and employee degree candidates This computer-based simulation is played if room. B. Mink, A. Pike, and C. Rosen. by self-selected teams of four students who NBA 578(5780) Consulting Process Students learn to write clearly and effectively make marketing, production, and finance Fall, spring, half semester. 1.5 credits. by focusing on the writing process as well as decisions for one of five companies operating R. Allen, the finished product. Topics include audience competitively in the same industry. After Focuses on understanding and applying perspective, style, organization, strategy, and the first week, during which the rules of the the basic consulting process by covering persuasion. There is a writing assignment simulation are explained and the software the elements of a consulting engagement, every week. Students receive instructor and used by each team is demonstrated, the including selling the engagement; scoping the peer feedback. teams make periodic decisions (meeting at project, contracting with the client, forming NBA 568(5680) Oral Communication their own convenience). At the beginning of the consulting team, creating consultant/client work teams, defining deliverables, developing Fall, spring, seven weeks. 1.5 credits. the simulation, each team writes a strategic a work plan, conducting analysis, creating a Priority given to M.B.A. students; open intent paper and, before the results of the last communication and change plan, managing to other graduate students and employee decision have been determined, presents an the project, overcoming resistance and barriers, degree candidates if room. B. Mink, in-depth analysis of its performance and its developing recommendations, presenting A. Pike, and C. Rosen. strategy for the future in a “board of directors” the deliverables/implementation plan, and Focuses on improving the presentation skills (BOD) meeting. Grades are based on the developing potential follow-on work. The of management students. Covers speaking value created for the company’s shareholders course is organized around a real client formats (impromptu, extemporaneous, (relative to other firms in the same industry), engagement, examining the consulting process manuscript), delivery, organization, visual the team’s strategic intent paper, and the from the perspective of the case. Several guest aids, and question/answer. Student speeches instructor's evaluation of team’s performance speakers from the consulting engagement constitute the bulk of class time, with each at the BOD meeting. Meetings are periodic add both client and consulting perspectives. student presenting seven or eight speeches. throughout the semester. The course is intended for students with no The small class size allows for significant NBA 572(5720) Environmental or limited consulting experience who have individual attention. Students receive feedback Management Policy an interest in exploring consulting as a career from classmates and the instructor, and have Fall. 1.5 credits. D. Chapman. or who want to sharpen their analytical and the opportunity to review in tutorials the The seminar assists participants in remaining organizational change skills. videotapes of most of their presentations. current with the rapidly evolving state of NBA 579(5790) Cases in Business NBA 569(5690) Management Consulting the art in the analysis and management of environmental policy and practice in Strategy Fall, spring. 3 credits. A. McAdams. Fall. 1.5 credits. Prerequisite: second-year Case study-oriented course focusing on enterprises. Although it focuses on the private sector, it also gives attention to understanding M.B.A. students. J. Suwinski. strategic consulting. Objectives are to (1) Focuses on the process of effective strategy provide students with the opportunity to the economic basis for government’s role in environmental protection. Another focus is the formulation from the perspective of the understand the role of the consultant and general manager of a business unit. Discusses for them to gain indirect experience in that analysis of the operational significance of the concepts of sustainability, ecoefficiency, and corporate strategy and its interaction with role through dealing with a broad range business unit strategies; tools for industry of practical and real-world issues; (2) help market-based environmental policies. Seminar and company analysis; and situational students improve their analytic skills through speakers from finance, marketing, electricity, analysis. Complements the core strategy practice with case studies; (3) provide forest products, construction, and other businesses with environmental responsibilities course, with emphasis on understanding students with information that they are and practicing frameworks that are useful in unlikely to gain in other courses, as well as meet with the class. Readings and Harvard Business School (HBS) case studies are case-based interviews. Draws heavily on the experience in making group presentations instructor’s experience developing strategy for 366 JOHNSON GRADUATE SCHOOL OF MANAGEMENT - 6-2

numerous businesses at Corning Incorporated. NBA 576(5760) World Geopolitical financial, business, legal, and other documents Guest speakers from industry and strategy Environment of Business and data and any other information obtained. consulting firms and from industry present Fall. 3 credits. J. Katz. The goal of the written work is to simulate the their approaches to strategy and discuss the The geopolitical face of the world is changing process in which business people, investment analytical tools they find most effective in at a pace that few could have envisioned even bankers, and lawyers work together to working on business strategy. Students gain five years ago. The unification of Germany, structure transactions across national borders. experience, via assigned cases, in analyzing the fall of communism and institution of The reading covers the basic business and business problems/opportunities, using, sweeping economic restructuring in the former legal issues most frequently encountered in the strategic process to formulate effective Soviet Union, the move toward democracy international mergers and acquisitions. Class business strategies, and in presenting their with market economies in eastern Europe, discussion occasionally refers to the reading recommendations in written and oral form. the movement of Europe toward a unified but generally covers other issues. A major case write-up and presentation in a economy, and the flirtations with reform mock board environment at the end of the and its implications in China are just a few NBA 590(5900) Business in Transition course gives each student an opportunity to examples of the changing world environment Economies play the role of a strategy consultant working of business. Topics include developments in Fall, half semester. 1.5 credits. E. Iankova. on a real case. western and eastern Europe, the former Soviet Explores business development and strategy in Union, the Pacific Rim, Central and South the transition economies of central and eastern NBA 603(6030) Sustainable Global America, and the Middle East and the role Europe, Russia and the Commonwealth Enterprise and fate of developing countries in the world of Independent States, and China. Traces Spring. 1.5 credits. S. Hart. economy. Guest speakers.include leading the divergence in the processes of political Explores the connections between “global scholars from Cornell and other universities democratization and economic restructuring, sustainability” and business strategy—the and leaders in business and government. with a special emphasis on marketization, unlimited business opportunities in solving liberalization, and privatization issues. the world’s most difficult problems. Through NBA 580(5800) Strategies for Global Specifically examines the emergence and a combination of cases, readings, lectures, Competitiveness consolidation of new business organizations videos, and simulations, class sessions will Fall, spring. 3 credits. Can be used to fulfill in the course of economic restructuring, engage students in discussions aimed at strategy requirement. A. McAdams. as well as foreign investment trends and developing strategy models and applying Initially, students explore the role of foreign investors strategies in various new strategy tools that incorporate principles government in several private-market transition economies. More specific issues of of environmental management and social industrialized nations—-Japan, France, entrepreneurship, management restructuring, performance. Germany, the United Kingdom, and Italy—for marketing, enterprise employment relations lessons the United States might learn and and human resource management, as well as International Management use. Students investigate the impact in each the impact of culture are also discussed. To of those countries of government policies on understand better the pressures for change in NBA 524(5240) Macroeconomics and the global competitiveness of the country’s the transition economies in their complexity International Trade firms. Special emphasis is given to differential and entirety, students become personally Spring. 3 credits. I. Azis. policies appropriate to each 6f a range of involved in case discussions of organizations Applies basic macroeconomic theory to industries, from the mature to the high tech and ventures operating in different transition such problems as inflation, unemployment, (including computers, telecommunications, countries and sectors of the economy. economic growth, and productivity and and electronics), and to stages of development in each economy. Possible lessons are then NBA 592(5920) Experience in examines how those problems interact with International Management international trade and finance. Students learn tested for less developed countries that might Fall, spring. 1.5 credits. Fee charged for to be informed observers of national and include Venezuela and Malaysia and newly required faculty-approved study trip. international economic policies and discerning emergent countries such as Singapore. Classes J. Katz. users of economic analyses and forecasts. are run in a discussion format. Combines classroom sessions and international NBA 548(5480) International Political NBA 584(5840) International Competitive experience with an increased awareness of Risk Management Strategy business environments outside the United Spring. 1.5 credits. E. Iankova. Fall and spring. 1.5 credits. J. Katz. States. On trips, students visit local businesses, When investments remain domestic political Focuses on the development of competitive subsidiaries of foreign multinationals, risks are easier for executives to understand strategies in the global environment— government officials, local business school and manage. International business opens including the identification of internationally students, and others. Students also must attend executives to new forms of risk and to relevant strengths and weaknesses, the two pre-trip meetings (1 1/4 hours each) and risks that are less well understood. New movement and use of resources to gain two Saturday meetings during spring semester political cultures, government instability, competitive advantage, and strategies to (2 1/2 hours each). Those meetings are unpredictability in local tax and regulation confront competitors, both domestic and used to present information on international ■ regimes, corruption, civil unrest, globalization multinational. business conditions, industrial structures, of trade and economic integration, increasing NBA 586(5860) Cross-National management styles, and also to develop cross- power of transnational social movements, Management cultural skills. A final paper, integrating the material learned in the classroom with their and international terrorism have raised new Fall. 1.5 credits. J. Katz. experiences, is required. challenges to foreign investors, and have Focuses on the differences in managerial style demanded new management strategies. across countries and develops skills to deal NBA 593(5930) International The aim of this course is to introduce with these differences. Most of the material is Entrepreneurship students to the political risks involved in applicable to all countries, though two specific Spring. 1.5 credits. M. Goldman. international business operations and to countries are highlighted each semester. Venture capital firms, corporate venture funds, develop students’ general understanding of NBA 587(5870) International Mergers and “angels” have increased their financing in the field of international political risk analysis high-growth start-up activities outside of their- and management. The course focuses on the and Acquisitions countries of origin. This course provides an Spring. 1.5 credits. J. Hanks. various techniques used by risk assessment overview of the diffusion of entrepreneurship Addresses the principal business and agencies in their attempt to assess and analyze institutions outside of the United States vis-a- political risks on a global scale, and on the legal issues in cross-border mergers and vis traditional forms of start-up finance (i.e., acquisitions, including forms and techniques various strategies used by foreign investors family backing, intrapreneurship). It also of combining two businesses, negotiation, in their attempt to manage political risks. focuses on the process of selecting, financing, pricing and other economic terms, due Through a combination of readings, lectures, managing, and exiting venture capital deals and case discussions, the course further diligence, issuance of securities, antitrust, abroad. The course is designed to provide duties of managers, and the resolution of intends to develop practical skills in evaluating practical insights through the participation employee and other social issues. The graded and assessing political risk on a global scale. of guest speakers involved in various stages work is a written proposal for an M&A of international entrepreneurship activities transaction between two existing companies (e.g., European corporate funds in the United in different countries prepared by small teams. States, venture capital firms in Europe, U.S.- Proposals are based on publicly available NBA MANAGEMENT ELECTIVE COURSES .367 based venture capital, and “angel” initiatives to redefine their role on a world stage as role of management. Students in this course investing abroad). “global citizens”—actively participating in learn to conduct economic transactions and creating a safer, more humane, sustainable manage businesses on the Internet. All major NBA 595(5950) Economics of Financial world. Students discuss in detail and debate technical and managerial issues are covered Crises the various manifestations of corporate through computer exercises on the Internet Spring. 1.5 credits. I. Azis. citizenship, such as community engagement and case studies and examples of businesses Familiarizes students with the analysis of models, philanthropy and corporate social on the Internet. the causes, nature, and consequences of responsibility practices, respect for human financial crises, and equips them with tools of rights and international labor standards, NBA 608(6080) The Business of analyses to better understand the economics Biotechnology: Taxonomy and development of enhanced environmental Analysis of financial instability and alternative strategies policies and practices, creation of public/ Spring. 1.5 credits. B. Ganem. for dealing with them. The first part of the private partnerships and activities in corporate Breakthrough scientific discoveries in course concentrates on financial instability/ governance, and redefinition of business biotechnology will continue to drive medical crisis by way of explaining the empirical ethics on a global scale. episodes of the crisis in various emerging advances in the new millennium. As it now market countries, and elucidating the relevant enters the post-genomic era, the field of theoretical concepts in each of the cases. Management Information Systems biotechnology comprises some 1,400 U.S. The second part is devoted to discussions of companies having $13 billion in worldwide post-crisis episodes, emphasizing the different NBA 518(5180) Data Mining for sales and $10 billion in research expenditures. Marketing, Sales, and Customer This broad spectrum of biotech businesses paths of recovery and major policy responses Relationship Management to the crisis. The latter includes financial presents numerous challenges to professional Spring. 1.5 credits. J. Gehrke. and monetary policies and the unsettled securities analysts attempting to track progress Introduces modern data management systems relationship between interest rates and and map future growth in this sector. This and their use in the business context. Focuses exchange rates. course introduces JGSM students to the main on the capabilities of modern database scientific advances in modern biotechnology NBA 599(5990) Business in the European systems and their role in the enterprise and life sciences research, with the dual goals Union instead of going into technical detail. Topics of developing new organizational models of Fall, half semester. 1.5 credits.,E. Iankova. include data models and modeling, query this corporate sector and helping students Explores the impact of the process of languages, transactions, database tuning, perform financial and business evaluations European integration on business organization application servers, service-oriented and three- of current and emerging technologies more and strategy. The foundations, institutions, and tier architectures, capacity planning, and data effectively. common policies of the European Union are mining. Students perform several hands-on discussed first. The course further examines exercises involving a commercial database NBA 612(6120) Disruptive Technologies how the establishment of the Economic and system. Fall. 3 credits. Priority given to students Monetary Union and the 2004 enlargement with technology of science backgrounds. NBA 600(6000) The Strategic Role of to the east are shaping the strategies of Information Technology Prerequisite: working knowledge of multinational corporations with operations in computers. D. Greenberg. Fall, spring. 3 credits. D. Huttenlocher. Europe. To understand better the pressures Begins by presenting historical technological Beyond the hype surrounding the rise for change in a “deepening” and “widening” advances that created major paradigm shifts and fall of the dot-com era, information European Union in their complexity and for communications. Presents advances technology has had a wide-ranging impact entirety, students become personally involved in computer technology emphasizing the on business activities. For instance, search in problem-solving through issue and case fundamentals behind the increases in costs and transaction costs have plummeted, discussions, such as determinants and policy processing power, video and computer while concurrently new ways of pricing of entrepreneurship in a European-U.S. graphics capabilities, and network and of organizing commercial transactions comparison; corporate networks in a transmission. The second half of the have emerged. Such changes are affecting European-U.S. comparison; trade policy course covers the effect of these scientific how firms are managed as well as how they and the European Union’s trade disputes advances on many discipline-specific areas interact with their customers, employees, with the United States; competition policy including photography, the film industry, and business partners. This course explores and Microsoft’s antitrust battles in European the entertainment and animation industry, how firms can use information technology courts; environmental policies and corporate television broadcasting, publishing, and the to create business value and looks at sustainability issues in Europe; the common computer industry itself. Sessions are devoted strategies that can help ensure they capture agricultural policy of the European Union and to the social and legal issues rising from the part of that value. Examines small and large the impact of global trade talks on European rapid advances in electronic communication. companies in a variety of industries, including farm subsidies; work conditions in Europe In attempting to predict the disruptive financial services, travel, retail, software, and the Wal-Mart experience with doing retail changes of the future, it is best to understand and manufacturing. Prior knowledge of business in Europe; and a variety of other the technologies themselves. The course information technology is not presumed; mini-cases. is especially tailored to a business school relevant technologies are covered in class or and industrial concerns and has interactive in assigned readings. The course format is a NBA 625(6250) International Marketing live demonstrations at the state-of-the-art combination of lectures and cases. Fall. 1.5 credits. Recommended: laboratory of the Program of Computer background in core marketing. J. Katz. NBA 601(6010) Electronic Commerce Graphics. No prior knowledge of computer Designed to train students to take a domestic Spring. 3 credits. Letter or S-U grades. science is required. product and successfully expand it into L. Orman. international markets. Discusses market Electronic commerce, the use of information selection, international market research Management and Organizations technology in conducting economic issues, and international marketing strategies. transactions and managing businesses over NBA 522(5220) Negotiations: The Global The term project (submitted in three parts computer networks, has captured public Perspective throughout the semester) requires students attention because of its wide-ranging Spring. 3 credits. Students must attend to choose a product and develop a plan for implications for businesses, markets, first class and all classes in which they taking it abroad. Because each class includes public institutions, and the general public. negotiate. W Adair. cases, class preparation is essential. Grading is Electronic commerce involves a wide Covers all the topics in NBA 666 with a focus based on the term project, a final exam, and variety of cooperating technologies (e.g,, class participation. on issues particular to an international setting. communications, networks, databases, expert These include culture (e.g., its effect on NBA 642(6420) Global Corporate systems, and multimedia) and affects a wide strategy, goals, communication), government Citizenship variety of managerial issues. It created a at the table, currency issues, and ethics. The Spring. 1.5 credits. E. Iankova. new emphasis on information technologies capstone exercise is a two-party cross-cultural Through a combination of readings, lectures and systems in management; led to the team negotiation matching a student’s native arid case discussions, and specific individual development of new technologies and culture with that of his or her classmates. and group assignments, this course introduces new combinations of existing technologies students to the various practices developed to support management; and occasionally by multinational corporations in their attempt radically altered business practices and the 368 JOHNSON GRADUATE SCHOOL OF MANAGEMENT - 6-2

NBA 663(6630) Managerial Decision Daniel Goleman’s research on emotional The course is aimed at the manager, the Making intelligence and Howard Gardner’s cognitive ultimate user of marketing information, who Fall. 3 credits. J. Russo. approach to leadership. The final paper is responsible for the scope and direction Presents practical concepts from the invites students to work out their own views of research activities involved in obtaining, behavioral sciences that can serve as guides on leadership. analyzing, and interpreting results of research. to managerial action. Uses lectures, cases, Covers the use of secondary sources of NBA 671(6710) Business Ethics and exercises to acquaint students with marketing information for designing studies new perspectives on decision making, Fall, spring. 1.5 credits. D. Radcliffe. and collecting primary data. Students are critical thinking, problem solving, and group Poor moral judgment can ruin a manager’s exposed to up-to-date methods in research processes. Taken together, these perspectives career or even sink a company. In general, an design, qualitative research, measurement, offer a trouble-shooter’s guide to the organization cannot survive without the trust data collection, and analysis. The emphasis uncertainty, complexity, and conflict in the of numerous stakeholders, and ethical lapses is on evaluating research methods and on business world. destroy trust and threaten vital stakeholder interpretation and use of results rather than relationships. In today’s volatile and fiercely NBA 666(6660) Negotiations on mathematical derivations. Students are also competitive business environment, a manager exposed to the practical side of marketing Fall, spring. 3 credits. Staff. must be able to identify and effectively research through case studies, problem sets, Judgment is the art and science of resolve ethical issues that inevitably arise in and projects. transforming perception into thought or the pursuit of business (and career) objectives. opinion. Negotiation is the art and science This course is designed to enhance students' NBA 621(6210) Marketing of securing agreements between two or skills in moral reasoning as it applies to Communications more interdependent parties. The purpose of managerial decision-making. It begins by Fall. 1.5 credits. Prerequisite: NCC 503 this course is to understand the theory and examining normative concepts and principles (marketing core). D. Stayman. processes of negotiation as it is practiced that typically enter into moral reasoning, then Designed to give students an understanding in a variety of settings. It is designed to uses those concepts and principles to analyze of the advertising and promotion management complement the technical and diagnostic skills cases. Discussions seek to understand the process. Covers the components of a learned in other courses. A basic premise is moral issues confronting the decision makers successful advertising campaign and helps that while a manager needs analytical skills to in the cases and explore how those issues students develop an appreciation of the issues develop optimal solutions to problems, he or might be addressed in ethically responsible involved in advertising planning and decision she also needs a broad array of negotiation ways. making. They also learn how recent social skills for these solutions to be accepted science findings and theory can facilitate and implemented. The course highlights NBA 672(6720) Goal Setting for Personal advertising management. the components of an effective negotiation and Leadership Success and teaches students to analyze their Spring. 1.5 credits. P. Stepp. NBA 622(6220) Marketing Strategy own behavior in negotiations. It is largely Designed as a follow-up to NBA 570 Fall. 3 credits. Prerequisite: NCC 503 experiential, giving students an opportunity Leadership Assessment for Managers. Provides (marketing core). S. P. Raj. to develop their skills by participating in structured support for personal change A sound marketing strategy is essential for negotiations and integrating their experiences through personal learning plans, learning the long-term success of a firm. Marketing with the principles presented in the assigned and development strategies, and feedback strategies, while guided by environmental readings and course discussions. and coaching support from peers. Includes a conditions, also seek to anticipate, exploit, workshop on establishing a personal values and sometimes shape changes in the NBA 668(6680) Leading Teams and statement to help guide personal learning environment to gain competitive advantage. Organizations plans and align them with career aspirations. This requires an understanding of how Fall. 3 credits. Priority given to M.B.A.s. Employs a web-based, follow-through support customer needs evolve, how product-market M. Thomas-Hunt. system to facilitate further leadership growth boundaries shift, and how competitors are Focuses on general principles for successfully by prompting students regularly to assess likely to react. The strategic roles of existing leading teams and organizations (the personal and document their progress. Learning and new products need to be assessed, development course is NBA 570). Draws on coaching strategies and serving as a coach appropriate resource allocations made, and the latest research in team decision making for the year for a classmate further enhance marketing strategies developed to ensure and organizational leadership to address leadership growth. The course is scheduled sustained growth. Successful development of questions such as: what is the difference throughout the year to allow students time to marketing strategy requires an equal measure between leadership and management? how develop personal goals and provide numerous of analytical and creative thinking. This course does a leader establish trust and commitment opportunities to practice coaching. is designed to give students opportunities to an organization? and how do leaders to learn, about the theoretical and applied transform organizations? Consists primarily of NBA 682(6820) Negotiation Essentials perspectives of marketing strategy from case studies of leaders but also includes some Fall. 1.5 credits. Not open to students who readings, case analyses, and guest speakers. experiential and group activities. Grading have taken NBA 666. Staff. is based on class participation, group case Designed to complement the technical and [NBA 623(6230) Customer-Based New analyses, and a final individual case analysis. diagnostic skills learned in other courses at Product Development Priority is given to MBAs. the Johnson School. While a manager needs Fall. 3 credits. Prerequisites: NCC 501 and analytical skills to develop optimal solutions 503. Not offered 2006-2007. P. Kumar.] NBA 670(6700) Perspectives on to problems, he or she also needs a broad NBA 626(6260) Consumer Behavior Leadership array of negotiation skills for these solutions Fall. 1.5 credits. D. Radcliffe. to be accepted and implemented. The Spring. 3 credits. Staff. What is leadership? What are its recognized course is largely experiential, giving students Topics include factors that influence response styles? What skills and personal attributes an opportunity to develop their skills by to advertising of various kinds, purchase are associated with these leadership styles? participating in negotiations and integrating decisions, product perceptions, response How are leadership traits and abilities their experiences with the principles presented to promotion, consumer satisfaction, and' manifested in different organizations and in the assigned readings and discussions. the basic methodologies for understanding social environments? This course considers consumer behavior. these and other questions on leadership. Marketing NBA 633(6330) Marketing and Most class sessions are discussions of cases E-Commerce comprising excerpts from classic texts in NBA 620(6200) Marketing Research Spring. 3 credits. Y. Park. literature, politics, and philosophy. Each case Fall, spring. 3 credits. Prerequisites: NCC Explores the effect of the Internet on also includes both a contemporary article 501 and 503 or equivalent. S. Gupta and marketing. Topics include an overview of exemplifying themes found in the classic Y. Park. the online industry, business models for the work and a brief review of relevant leadership Deals with marketing research as a critical Internet, advertising and promotions on the theory. The course begins by examining support function in corporations. The Internet, marketing research on the Internet, Louis Gerstner’s leadership in IBM's major broad objective is to provide a fundamental loyalty programs for Internet marketing, turnaround in the early 1990s. This case understanding of marketing research and disintermediation or channel conflict serves as a frame of reference for examining methods employed by better-managed resulting from Internet distribution. The course two recent contributions to leadership studies: firms or proposed by leading academicians. comprises industry speakers from Cendant, FACULTY ROSTER 369

CSC, Netcentives, H-P, 1st USA, Catalina unstructured problems, sensitivity analysis, expected to present one of the papers studied marketing, Bausch and Lomb, and others. and working with incomplete and unreliable to the rest of the class and to replicate the Course requirements include write-ups on data. results of one of the papers, requiring him or a subset of speakers, and a final report and her to write the necessary code and briefly presentation on an Internet marketing issue NBA 647(6470) Advanced Spreadsheet Modeling discuss their findings. Students are welcome of the student’s choice. NBA 638 is restricted to sit in on parts of the class (e.g., the section Fall. 1.5 credits. L. Robinson. to M.B.A. II’s because the same information is on Bayesian Methods is broad enough that The goal of this hands-on lab course, taught available for M.B.A. I's in the strategy core. students from other areas may find the in the Parker Center, is to develop proficiency presentation useful). NBA 639(6390) Data-Driven Marketing with Excel’s quantitative tools of Solver (for Spring. 3 credits. S. Gupta. optimization) and ©Risk (for simulation). NRE 504(5040) Judgment and Decision Deals with the use of data to make marketing Building on their brief introduction in the Making, Research and Accounting decisions. Introduces concepts, methods, and Managing Operations core course, students 3 credits. Prerequisite: Ph.D. students. applications of decision modeling to address use these advanced tools to analyze M. Nelson and R. Libby. marketing issues such as segmentation, problems and cases in finance, marketing, This seminar provides a rigorous and targeting, positioning, promotions, advertising, and operations. Although the bulk of this integrative exposure to those aspects of the and sales force decisions.'Unlike marketing course is devoted to case analysis, occasional literature in accounting, behavioral economics, courses that focus on conceptual material, this lectures introduce some advanced features of and psychology that are related to questions course provides skills to translate conceptual these two powerful modeling tools, including of accounting and auditing theory and understanding into specific operational integer and nonlinear programming and research. plans—a skill in increasing demand in sensitivity analysis within optimization, and [NRE 518(5180) Marketing Models organizations today. The course is particularly correlated random variables, scenario analysis, valuable to students planning careers in and valid statistical analysis within simulation. Spring. 3 credits. Not offered 2006-2007. management consulting, marketing, and Staff.] market research. It is designed for students who have some background in-quantitative methods and have a willingness to deal with NMI AND NRE RESEARCH AND mathematical concepts. FACULTY ROSTER ADVANCED STUDIES NBA 692(6920) Economics of Pricing Adair, Wendi, Ph.D., Northwestern U. Asst. Fall. 1.5 credits. J. Johnson. NMI 500-502(5000-5020) Directed Prof., Management and Organizations One of the most common and important Reading and Research Bailey, Warren B., Ph.D., U. of California, Los decisions for a manager to make is the pricing Fall, spring. 1-3 credits. Prerequisite: Angeles. Assoc. Prof., Finance decision. This course provides an economics approval of advisors and faculty members BenDaniel, David J., Ph.D., Massachusetts perspective on the pricing decision. The goal is involved in research. Staff. Inst, of Technology. Don and Margi Berens for students to learn to think rigorously about a Students undertake special-interest research Professor of Entrepreneurship variety of pricing issues. Specific topics include under the supervision of faculty members. Bhojraj, Sanjeev, Ph.D., U. of Florida. Asst. Prof., Accounting price discrimination, peak-load pricing, channel NMI 510(5100) Multicultural Work pricing, and durable goods pricing. Environments Bierman, Harold, Jr., Ph.D., U. of Michigan. Nicholas H. Noyes Professor of Business Spring. 1 credit. Prerequisite: students Administration whose summer internships are in a country Operations Management Bloomfield, Robert J., Ph.D., U. of Michigan. other than that of their citizenship or prior NBA 641(6410) Business Logistics Assoc. Prof., Accounting work experience. Students should register Botti, Simona, Ph.D., U. of Chicago. Asst. Management for course in spring semester before Prof., Marketing Spring. 3 credits. Prerequisite: NCC 508, internship after obtaining an internship D’Souza, Julia, Ph.D, Northwestern U. Assoc. ORIE 410, or permission of instructor. offer and completing paperwork for course Prof., Accounting L. J. Thomas. instructors. International students obtain Dyckman, Thomas R., Ph.D., U. of Michigan. Covers supply-chain integration, which and process work authorization forms Ann Whitney Olin Professor of Accounting involves strategic management of the values with the International Students office. See Eisenstein, Eric M., Ph.D., U. of Pennsylvania. chain from materials to customer. Students Charlotte Rosen (304 Sage Hall) for further Asst. Prof., Marketing discuss operations strategy issues that are details about academic and immigration Farahat, Amr A., Ph.D., Massachusetts Inst, important to both manufacturing and service. requirements for NMI 510. C. Rosen and of Technology. Asst. Prof., Operations The course emphasizes written and oral B. Mink. Management communication skills. About a fourth of Independent study. Promotes an Frank, Robert, Ph.D., U. of California, the classes are spent on case studies that understanding of the cultural assumptions , • Berkeley. Prof., Economics are analyzed by small groups. There is one we bring to the work environment and the Gavirneni, Srinagesh (Nagesh), Ph.D., midterm exam, but the majority of the grade effects of cultural differences on organizational Carnegie Mellon U. Asst. Prof., Operations is evaluated based oh projects and class interactions and productivity. Grades are participation. There is an option of replacing Greenberg, Donald P., Ph.D., Cornell U. Prof., posted in the following fall semester after Management Information Systems some assignments with a “live case,” a project completion of the course project (a 10-page Grinstein, Yaniv, Ph.D., Carnegie Mellon U. with a local company. paper). Asst. Prof., Finance NBA 643(6430) Managerial Spreadsheet Gupta, Sachin, Ph.D., Cornell U. Assoc. Prof., Modeling Marketing Fall, spring. 1.5 credits. L. Robinson. Hart, Stuart, Ph.D., U. of Michigan. Samuel The goal of this hands-on, lab-style course, DOCTORAL SEMINARS C. Johnson Chair in Sustainable Global taught in the Parker Center, is to develop NRE 502(5020) Doctoral Seminar In Enterprise; Prof., Management proficiency in quantitative modeling within Marketing Hass, Jerome E., Ph.D, Camegie-Mellon the environment of Microsoft Excel. Students 3 credits. Prerequisite: permission of U. James B. Rubin Professor of Finance, develop and use spreadsheets to analyze instructor; graduate-level course in Kranse Faculty Fellow a variety of business problems. The course mathematical statistics or econometrics Heffetz, Ori, Ph.D., Princeton U. Asst. has two principal components: spreadsheets (may be waived in special cases). Staff. Professor of Economics and models. Spreadsheet topics include Introduces students to empirical research in Hilton, Ronald W., Ph.D., Ohio State U. Prof., principles of good spreadsheet design, the marketing. Although there is a strong focus Accounting effective presentation of information through on the historical development of econometric Hribar, S. Paul, Ph.D., U. of Iowa. Asst. Prof., spreadsheets (including graphical controls like specifications of consumer choice models Accounting sliding bars), and advanced Excel features (with an emphasis on heterogeneity and Huang, Ming, Ph.D., Stanford U. Professor of (e.g., data validation, conditional formatting, issues of dynamic consumption patterns) and Finance scenarios). Modeling topics include the art Bayesian methods in marketing, the content of finding the appropriate level of modeling is to some extent driven by the students. detail, practice in dealing with vague and Teaching is interactive, and each student is 370 JOHNSON GRADUATE SCHOOLr r OF MANAGEMENT - 2006-2TTI

Huttenlocher, Daniel P., Ph.D., Massachusetts Lecturers Inst, of Technology. John P. and Rilla Biloski, Alan J. Ph.D., Cornell U. Lee., Finance Neafsey Professor, Computing and Iankova, Elena A. Ph.D., Cornell U. Lee., Information Systems and Business International Business Isen, Alice M., Ph.D., Stanford U. S. C. Katz, Jan, Ph.D, Massachusetts Inst, of Johnson Professor, Marketing Technology. Sr. Lee., International Business Jarrow, Robert A., Ph.D., Massachusetts Inst, and Marketing of Technology. Ronald P. and Susan E. Mink, Barbara E., M.A., Cornell U. Sr. Lee., Lynch Professor of Investment Management; Management Communications Prof., Finance and Economics Noble-Grange, Angela P., M.B.A., Cornell U. Johnson, Justin, Ph.D., Massachusetts Inst, of Lee., Management Communications Technology. Asst. Prof., Economics Nozell, John D., M.B.A., Cornell U. Sr. Lee., Kadiyali, Vrinda, Ph.D., Northwestern U. Finance Assoc. Prof., Marketing and Economics Rosen, Charlotte, Ph.D., Cornell U. Sr. Lee., Lee, Charles M. C., Ph.D, Cornell U. Prof., Coordinator, Management Communications Accounting and Finance, Henrietta Johnson Shulman, Zachary J., J.D., Cornell U. Louis Professor of Management; Director, J. Thomas Clark Senior Lecturer of The Park Center for Investment Research Entrepreneurship and Personal Enterprise, Libby, Robert, Ph.D., U. of Illinois. David A. Sr. Lee., Entrepreneurship Thomas Professor of Management, Prof., Suwinski, Jan H., M.B.A., Cornell U. Sr. Lee., Accounting and Behavioral Science Business Operations Mannix, Elisabeth, A., Ph.D, U. of Chicago. Assoc. Prof., Management and Adjunct and Visiting Faculty Organizations Azis, Iwan J., Ph.D., Cornell U. Prof., McAdams, Alan K., Ph.D., Stanford U. Prof., Economics Managerial Economics Barlett, Joseph W., J.D., Stanford U. Visiting McClain, John O., Ph.D., Yale U. Prof., Lee., Entrepreneurship Operations Management Grossman, Dale A., J.D., American U. Sr. Lee., Michaely, Roni, Ph.D., New York U. Prof., Tax and Business Law Finance Nesheim, John L., M.B.A., Cornell U. Visiting Nelson, Mark W., Ph.D., Ohio State U. Prof., Lee., President, Aladdin Systems, Inc. Accounting Schuler, Richard E., Ph.D., Brown U. Prof., Nichols, Craig D., Ph.D., Indiana U. Asst. Economics, Prof. Civil and Environmental Professor of Accounting Engineering O’Connor, Kathleen, Ph.D., U. of Illinois. Assoc. Prof., Management and ' Organizations O’Hara, Maureen, Ph.D., Northwestern U. Robert W. Purcell Professor, Management, Prof., Finance Orman, Levent V., Ph.D., Northwestern U. Prof., Management Information Systems Park, Young-Hoon, Ph.D., U. of Pennsylvania. Assoc. Prof., Marketing Rao, Vithala R., Ph.D., U. of Pennsylvania. Deane W. Malott Professor of Management; Prof., Marketing and Quantitative Methods Robinson, Lawrence W., Ph.D., U. of Chicago. Assoc. Prof., Operations Management Russo, J. Edward, Ph.D., U. of Michigan. S. C. Johnson Family Prof., Management, Prof., Marketing and Management and Organizations

■ Saar, Gideon, Ph.D., Cornell U. Asst. Professor of Finance Sine, Wesley, Ph.D., Cornell U. Asst. Prof., Management and Organizations Smidt, Seymour, Ph.D, U. of Chicago. Nicholas H. Noyes Professor of Economics and Finance; Director, Leadership Skills Program Stayman, Douglas M., Ph.D., U. of California, Berkeley. Assoc. Prof., Marketing Swaminathan, Bhaskaran, Ph.D.,, U. of California, Los Angeles. Assoc. Prof., Finance Thomas, L. Joseph, Ph.D., Yale U. Nicholas H. Noyes Professor of Manufacturing; Assoc. Dean, Academic Affairs Thomas-Hunt, Melissa, Ph.D., Northwestern U. Asst. Prof., Management and Organizations Waldman, Michael, Ph.D., U. of Pennsylvania! Prof., Economics; Charles H. Dyson Professor, Management Weinbaum, David, Ph.D., New York U. Asst. Prof, Finance Yehuda, Nir, Ph.D, Columbia U. Asst. Professor of Accounting Zhang, Xiaoyan, Ph.D., Columbia U. Asst. Prof., Finance