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Summer 2014 Course Announcements


The Marketing of Services
MKTG-GB.2122.00 (1.5 Credits)
Prof. Beth Hirschhorn
Saturdays 1-4pm, 5/17-6/28

Services differ in many ways from manufactured goods. Their intangibility, inability to be inventoried, and the fact that customers play a greater role in product creation, are but a few examples. As a result, marketers must expand their traditional 4Ps toolset (product, price, place, promotion) to include process, people and the physical environment. And marketers must adjust their application of the 4Ps. For example, pricing techniques such as revenue management may be appropriate to use when a service product is perishable. Promotion needs to be more educational and experiential because the service product is less tangible and there may be greater perceived risk associated with buying it compared to a physical good. Through textbook and case study readings and lectures, plus live and video examples and a service encounter project and presentation, the course objectives are to: • Recognize the impetus for services marketing and appreciate the challenges presented by the service sector • Understand concepts and techniques of services marketing (distinguishing from those deployed in goods marketing) and identify appropriate marketing tactics to deploy against specific services marketing problems • Deepen understanding of customer loyalty principles and interventions – measurement, customer experience design and implementation of customer management programs • Understand customer loyalty drivers and their impact on growth and profitability

Summer 2014 By-Permission Only Courses


Consulting Practice: Process and Problem Solving (in conjunction with the Stern Consulting Corps)
MGMT-GB.3105.70 (1.5 Credits)
Prof. Sonia Marciano
Mondays, 6:00-9:00pm, 6/31-8/10
See Office of Student Engagement website for information and application

Graduate management students and the organizations that hire them are increasingly demanding that management education be directly applicable to real-world needs. The 'Consulting Practice' course in conjunction with the Stern Consulting Corps (SCC) is a hands-on experiential learning opportunity that will allow students to work in teams to tackle a business issue or opportunity for a client while applying in real time the key steps of the consulting process they are learning in the classroom. Because the projects are interdisciplinary, this course enables students to fuse theory with practice and allows them to gain hands on experience.

Fall 2014 Course Announcements


Credit Ratings & Analysis of Structured Securities
ACCT-GB.3108 (1.5 Credits)
Prof. Mark Adelson & Prof. Neri Bukspann
Thursdays 6-9pm
Prerequisite: COR1-GB.1306 Financial Accounting & Reporting
Specializations: Accounting; Financial Instruments

The course examines credit ratings systems and methodologies used by both rating agencies and financial institutions. It will provide a comprehensive overview of the methodologies used for analyzing the creditworthiness of corporate obligations, government and municipal obligations, and structured finance securities. It also address the purpose and use of credit ratings, including the impact of ratings on market access and on a firm’s cost of capital. It will explore the regulatory environment as it applies to credit ratings and examine the rating agencies’ “issuer-pay” business model as well as possible alternatives. The course is designed to cover a range of content that would be pertinent to future financial managers as well as to analysts. It is intended for who wish to pursue careers in investment banking, corporate finance, fixed-income investment management, mergers and acquisitions, or the credit rating industry. The course will include class presentations, assigned readings, and analysis of case studies drawn from various practices and issuers, and class discussions. It will include also presentations of guest practitioners.

Information Systems

Data Visualization
INFO-GB.3306.10 (3.0 Credits)
Prof. Sosulski
Specializations: Business Analytics
Format: See syllabus for details of the blended format which includes in-class and online participation

This course is an introduction to the principles and techniques for data visualization. Visualizations are graphical depictions of data that can improve comprehension, communication, and decision making. In this course, students will learn visual representation methods and techniques that increase the understanding of complex data and models. Emphasis will be placed on the identification of patterns, trends and differences from data sets across categories, space, and time. Throughout the course, several questions will drive the design of data visualizations some of which include: Who’s the audience? What’s the data? What’s the Task? This is a hand-on course. Students will use several tools to refine their data and create visualizations.


China Business, Society, and Foreign Relations
ECON-GB.2123 (1.5 Credits)
Prof. Joseph Foudy
Tuesdays, 6:00-9:00pm
Specializations: Economics

This course analyzes the challenges Chinese business and society face, the nature of doing business in China today and the simultaneous challenges of foreign market entry into China and Chinese market entry abroad. How is the Chinese market evolving? How does the Chinese government influence domestic business and expansion abroad? What are the de jure vs. de facto differences in Chinese law? How does the political environment inside China impact foreign firms? How should businesses deal with potential flashpoints with the U.S. – whether on trade, foreign direct investment, varying business norms and practices, intellectual property violations, or security concerns – in the relationship between the two largest economies in the world.

Money, Banking, and Modern Capitalism
ECON-GB.3345 (3.0 Credits)
Prof. Mervyn King
Mondays, 6:00-9:00pm
Specializations: Economics; Law & Business

The recent financial crisis showed that although a market economy is the most efficient means yet devised to raise living standards, our system of money and banking is its Achilles heel. Why is that? In this seminar we explore the fundamental nature of money and banking and its evolution over time, the challenges posed by ‘radical’ uncertainty about the future for macroeconomic theory and policy, the role of central banks, the international dimension to money, and some of the recent and not-so-recent proposals for reform of the system. Over twelve sessions we will discuss in detail the nature of money, the functions of banking, new ideas about uncertainty, challenges to macroeconomics and the weaknesses of both Keynesian and neoclassical models of aggregate demand, the role of central banks, proposals for reform of the structure of banks, and ideas for how to deal with secular stagnation in the world economy.


The Law and Business of Bitcoin
FINC-GB.2134 (1.5 Credits)
Prof. David Yermack & Prof. Geoffrey Miller
Tuesdays, 2:00-3:50pm
Specializations: Finance; Law & Business

This course explores economic, financial and legal aspects of Bitcoin and other alternative payment mechanisms. Topics include the origins of Bitcoin, its relationship to a world dominated by fiat currencies, execution of transactions in Bitcoin, how well Bitcoin satisfies the basic functions of money, risks inherent for consumers and businesses who use Bitcoin, the legal and regulatory aspects of Bitcoin, among other topics.


The Business of Sustainability
MGMT-GB.2178 (1.5 Credits)
Prof. Daniel Katz
Mondays, 6:00-9:00pm
Specializations: Management

This introductory course will examine the external pressures that companies are facing to make better products, and how they are responding. We will explore the myriad ways that companies have examined, implemented and tested sustainability practices, from individual products to corporate‚Äźwide behavior. We will also take a deeper dive into specific businesses, both large and small, to explore patterns and progress. While this course will focus on the business of sustainability, it will also examine the role of producers, consumers, policy makers, activists and others. On several occasions leaders in the field will join the class as guest speakers. The objective of this course is to expose and prepare students to live and work in a world where understanding and implementing sustainability will be included as a basic cost of doing business. Students will finish the semester with a fluency in the terminology, learn to better know sustainability when they see it, and own the basic intellectual tools to implement their own sustainability measures and practices. Students will develop a more critical way to think about sustainability, the skills and tools for assessing and enhancing sustainability practices, and how to manage the tricky relationships between business and key stakeholders.

MGMT-GB.2185 (3.0 Credits)
Prof. Pankaj Ghemawat
Thursdays, 9:00-11:50am
Specializations: Management, Strategy & Global Business

Globalization: A Cross-Functional Perspective (GLOFUN) is meant to focus on and facilitate exploration of the implications of globalization for business functions. The differences that arise at national borders are still very large in their effects. Yet there is a tendency even among people with significant international experience to overestimate similarities and underestimate differences. This induces some predictable biases that must be recognized to be countered, on the basis of a concentrated effort since it usually isn't sufficient just to point out that different countries are different. An overarching emphasis on differences is what is helpful in this regard, even though both differences and similarities are important, of course. Those are empirical arguments for focusing on differences. There is also the conceptual point that fundamental differences across countries are essential for global thinking to have content qualitatively different from single-country thinking. Otherwise, the world could simply be thought of as one giant country! And it is worth adding that to focus on differences isn't purely negative: cross-country differences can be powerful sources of value creation (through arbitrage) rather than just constraints to be adapted to or overcome. Sessions 3-6 will focus on exploring the implications of the difference-driven perspective on globalization presented in Sessions 1 and 2 for four functional areas of business: tentatively, marketing, supply chains, finance and human resources. This list of functions may be modified between now and the actual offering of the course, but will not be changed to include strategy. (This is to avoid overlap with the global strategy elective.)


Consultative Sales Plan Development
MKTG-GB.2138 (1.5 Credits)
Prof. Jeffrey Krawitz
Mondays, 6:00-9:00pm
Prerequisites COR1-GB.2310 Marketing and MKTG-GB.2178 Consultative Selling
Specializations: Marketing

Consultative Selling (prerequisite) examines the consultative selling process and key personal skills within it: relationship building, questioning, platforming, listening, persuasion, and sales negotiations. Developing a Sales Plan builds on this by showing how to develop a detailed consultative sales plan designed to penetrate a significant target account. There are two main tools you will learn: - Mapping Process is an approach to thoroughly analyzing a situation and how it is influenced. We will look at three applications: Customer Mapping (overarching strategic perspective), Power Mapping (decision-making processes), and Influence Mapping (tactical implementation) - Consultative Selling Plan is a detailed plan on how to assess, initialize, penetrate, and partner with a specific target customer The goal of Developing a Sales Plan is to provide you with the knowledge and skills that you will need to win, maintain, and optimize penetration of clients. While Entrepreneurial Selling looks mostly at selling skills, Developing a Sales Plan teaches you to keenly focus your selling efforts for optimum efficacy. The heart of the class is a course-long project to develop a consultative sales plan. Working in small teams, you will build a detailed sales plan using a consultative, value-based approached to penetrating the customer. The first half of each class is a discussion on a Mapping Process and/or a portion of the sales plan the second half is team time to apply those concepts to your project. Each semester, the class will offer project cases from one or two different verticals: one will be financial services, and the other will vary from course to course possibly including: new/high tech products channel/retail start ups and more. For Spring 2014, we will offer: Financial Services.

Business & Society Program Area

Law and Business of Regulation
BSPA-GB.2128.01 (1.5 Credits)
Prof. Michael Levine
Wednesdays, 4:00-5:50pm
Specializations: Law & Business

Lawyers are frequently called upon to help clients understand and influence the way the government uses its regulatory powers. Using both the public choice and public interest theories of government regulation and/or intervention, we will ask where it comes from, how it operates and how to and who influences it. We will ask what motivates legislators and regulators, what you have to know to effectively influence regulation and whether and how recent experience and theory should make us revise earlier views. The course will focus on particular industries and incidents for its examples,but the lessons to be drawn will be relevant across industries. Students will write a paper analyzing some aspect or instance of initiating, modifying or blocking an agency or Congressional regulatory intervention. Substantial writing credit will available by prearrangement with the instructor; that will require an approved topic, outline and first draft, as well as the final paper.

Fall 2014 By-Permission Only Courses


Managing Investment Funds
FINC-GB.3320 (3.0 Credits)
Prof. Richard Levich
Tuesdays & Thursdays, 12:00-1:20pm
By-Application; see website for details

Managing Investment Funds is a capstone course that requires students to draw on their knowledge of finance as well as macroeconomics, accounting, competitive analysis, strategy, marketing and other fields to manage a $1.5 million endowment fund held by New York University. In addition to honing their analytical skills, by organizing all activities related to institutional asset management, students gain experience in financial writing and oral presentations, advancing financial decisions in a group setting, and handling all of the governance and fiduciary responsibilities of a university endowment fund. The central mission of this course is for students to learn through having practical, hands on investment management experience. Because of the time requirements in formulating an investment strategy, screening and reviewing prospective stocks, updating the status and performance of existing positions, and all of the ancillary duties connected with the operation of a real, live portfolio, the experiential or hands-on component consumes the bulk of class time. However, a related mission is for students to acquire knowledge about institutional funds management and current industry practices and trends. This more traditional learning experience comes through readings and presentations from industry professionals. The endowment funds under management operate as the Michael Price Student Investment Fund (MPSIF). The Fund began in early 2000 thanks to a generous gift from Michael F. Price.


International Social Impact Strategy
MGMT-GB.2366 (3.0 Credits)
Prof. Jill Kickul
Special Arrangement Schedule
By-Application; see syllabus for details

The International Social Impact Strategies course is designed to help students gain actionable insights into the nexus between economic and social value creation in an international context. Specifically, the purpose of ISIS is to provide students with hands-on exposure to the entrepreneurial pursuit of social impact in a developing economy. As a result of this course, students will gain: § Increased ability to recognize and critically assess various forms of social enterprise and base-of-the-pyramid strategies as tools of poverty alleviation, economic development, and social transformation; § Greater understanding of the challenges of growing and sustaining a social enterprise, as well as special insights into enterprise development in a developing economy; § Improved consulting skills, including project planning, issue analysis, formulation of strategic and tactical recommendations, and client relationship management. While exploring these developing countries first hand, students will learn about local history, culture, economy, politics, social change, sustainable development, and entrepreneurship. By participating in the course, students will be better able to adapt and apply business skills and academic disciplines in the social sector, and will have increased skills for effective and thoughtful leadership in business and society throughout their careers.

Consulting Practice: Process and Problem Solving (in conjunction with the Stern Consulting Corps)
MGMT-GB.3105.10 (1.5 Credits)
Prof. Sonia Marciano
Tuesdays, 6:00-9:00pm, 11/4-12/6
See Office of Student Engagement website for information and application

Graduate management students and the organizations that hire them are increasingly demanding that management education be directly applicable to real-world needs. The 'Consulting Practice' course in conjunction with the Stern Consulting Corps (SCC) is a hands-on experiential learning opportunity that will allow students to work in teams to tackle a business issue or opportunity for a client while applying in real time the key steps of the consulting process they are learning in the classroom. Because the projects are interdisciplinary, this course enables students to fuse theory with practice and allows them to gain hands on experience.


Operations in Entertainment: Las Vegas
OPMG-GB.2313 (3.0 Credits)
Prof. Harry Chernoff
Special Arrangement Schedule
By-Application; see syllabus for details

When we think of entertainment, perhaps the most popular location that comes to mind is Las Vegas. Behind the glitter and excitement in Las Vegas are industries dedicated to supplying entertainment to customers. Operations address the supply side of business, including how products are produced and how services are supplied. This course goes behind the scenes in Las Vegas to observe and analyze the operations involved in performing this supply function. This course presents an opportunity to observe and study the entertainment industry including strategy formation and decision-making that are quite unique. The entertainment comes in various forms. The underlying driver is certainly gaming, but the industries surrounding the various forms of gambling have become major profit centers separate from the millions made on the casino floors. During a one-week visit to Las Vegas, students will observe and study some of the major operating industries that comprise the broad scope of entertainment in this city. Although the Operations Management models, techniques and strategies in this field are applicable anywhere, Las Vegas is the epicenter of the industry.

Business & Society Program Area

Sustainable Entrepreneurship in Sustainable Food Business
BSPA-GB.2306 (3.0 Credits)
Prof. Hans Taparia
Thursdays 6:45-8:25pm
By-Application; see syllabus for details

This course sees the free market as an opportunity to drive change in the food supply chain, leading to better public health outcomes, and even to serve as a catalyst for policy. As Gary Hirshberg, the founder of Stonyfield, states, “we exercise our vote with how we shop.” This course will make the case that the market for food is still highly inefficient, often monopolistic at times, and that choice is still limited and hard to fulfill—all this against a backdrop where consumer demand for healthier food options is growing dramatically. This is not to suggest that by simply offering healthier food options, consumers will choose them. Several recent studies have shown that this does not automatically happen [8]. After all, food choices are based on a variety of factors including taste preferences, cost effectiveness, ease of availability and brand image and messaging. This is where social entrepreneurs can play a pivotal role. Through a mix of passion, persistence, vision, innovation and marketing savvy, social entrepreneurs can develop and market desirable products and services that capitalize on this need-gap. They can create new choices, serve as economic engines and drive positive public health outcomes all at the same time.