Studies the application of decision processes to practical business situations, using perspectives gained in previous BECP courses. The formulation of strategy and policy at executive levels is examined using case studies and action learning in which classroom theory is applied to participants' real-world business challenges.
This course is concerned with how and why people behave as buyers — either industrial or consumer. Its goals are to provide conceptual understanding of buyer behavior, to provide experience in the application of buyer behavior concepts to marketing management and social policy decision making, and to develop analytic capability in using behavioral research data and methodology.
Provides students with an analytic framework for addressing how a corporation finances its activities and what investments it should make. Key aspects are the net-present-value approach to valuation and a portfolio approach to understanding risk. Topics include present-value techniques, valuation, the relationship between risk and return, capital market efficiency, the choice between equity and debt financing, and dividend policy. This course is algebra intensive; prospective participants who need to refresh their skills in this area are urged to contact a WPWP representative for assistance before enrolling.
Examines the concepts and procedures for preparing financial statements in accordance with generally accepted accounting principles. It focuses on the recording process, problems of periodic income measures and valuation, and statement presentation and analysis for companies formed as corporations.
This advanced course in entrepreneurship centers on writing a comprehensive business plan and implementation plan for a venture of your choice. The course examines ways to profitably launch and exploit business opportunities (as opposed to what opportunity to explore). It will allow you to acquire the skill set necessary for crafting a winning business model for your venture — developing and writing a coherent and effective plan to start a business, in either an independent or a corporate setting.
Focuses on the theory and practice of personnel management and human resource issues in organizations of all types. The course will enable managers to understand the human aspects of his or her job and adapt this knowledge to the efficient use of human resources. It emphasizes overall management responsibilities relating to HR rather than the procedural aspects of personnel management.
This course focuses on three essential areas: Managers as people — Who are they, what are their motivations, and how do they lead? What are the special skills needed?; What managers do — Building the organization, planning, controlling, and coordinating; and Issues facing managers — the impact of computers, business ethics and responsibility, and cultural problems between government and business. Instruction includes an introduction to current quantitative management tools. The courses are taught using a combination of lectures and class discussion.
Discusses the forces that shape a company's marketing structure and the methods of marketing goods and services. Topics studied include the role of marketing in the economic system, the industrial and consumer marketplaces, market segmentation, consumer demand, and buying motivation. Students will discuss retail and wholesale marketing structures, product management, pricing, promotion, and distribution strategies. Using case studies, the unit will also look at the relation of government to marketing, market research, and methods for measuring the efficiency of a marketing operation.
This course introduces elements of cost accounting for manufacturing companies and focuses on the use of accounting data for internal management decision making in setting company plans and objectives, measuring and controlling operations, and evaluating investment-related and other proposals.
This course develops appreciation of the role of marketing research in the formulation and solution of marketing problems and development of the student's basic skills in conducting and evaluating marketing research projects. Special emphasis is placed on problem formulation, research design, alternative methods of data collection (including data collection instruments, sampling, and field operations), and data analysis techniques. Applications of modern marketing research procedures to a variety of marketing problems are explored. Lectures, discussions, and case studies are used to convey the curriculum.
Prerequisite(s): MKTG 411 and MKTG 421 or MKTG 423
This course introduces the student to problems in high-level marketing decision making, with several strategic marketing planning frameworks frequently applied during the analysis of those problems. The course will focus on a variety of management problems, which include the following characteristics: (1) several strategic business units are involved in the decision; (2) competitors' behaviors are formally taken into account; (3) long-term marketing advantages are sought; (4) profit and other financial consequences are considered. Lectures, discussions, and case studies are used to convey the curriculum.
Examines the interdependence of business, banking institutions, government, and the public in determining the performance of the economy. Among the topics considered are theories of national income determination, the principles of money, the banking system and the part it plays in the monetary system, and policies to deal with unemployment, inflation, and international financial adjustments.
Covers conflict resolution; the techniques to manage it; and the behavior of individuals, groups, and organizations in that situation. The course is designed to be relevant to a range of problems, including management of multinationals and of ethical issues.
This course covers the marketing aspects of products or services exclusive of their promotion, pricing, or distribution. It focuses on decisions regarding product introduction, positioning, improvements, deletion, and the tools available for making these decisions.
This course is designed to acquaint students with the problems of industrial and organizational psychology and how it affects their lives as job applicants, employees, managers, and consumers.
This program focuses on developing an understanding of how to implement strategy in complex organizations, and how that plays out in real-world companies.
For more information, or to apply, please contact:
Wharton Programs for Working Professionals
The Wharton School, University of Pennsylvania
255 South 38th Street
Philadelphia, PA 19104.6359
215.898.2888 phone
215.386.4304 fax wharton-wpwp@wharton.upenn.edu
