Opening a small business, such as a restaurant or a meeting planning service, is the goal of many students. Aspiring entrepreneurs should select this specialization to help them plan in advance for the start of their new enterprise. As the range of small business opportunities is vast, students have great flexibility in choosing a set of three courses that best fits his or her needs. Choices include offerings from both the Management and Marketing departments where students will be able to use their individual concepts as the focus of much of the coursework. A student majoring in Hospitality Leadership with this specialization must complete the following requirements totaling at least 12.0 hours:

Degree Conferral Requirements

All Hospitality Leadership (HSP), Management (MGT), Marketing (MKT), and any other courses used toward the Hospitality Leadership major must be completed with a minimum grade of C- (or PA where specified) and with a combined GPA of 2.000 or higher.

HSP 382

MANAGING WITH HOSPITALITY UNIONS

Labor relations and collective bargaining relative to the hospitality industry and their uniqueness in the various segments are explored in this course. The course will focus on labor relation information specific to approaches used by unions to organize as well as methods used by management to combat organization. PREREQUISITE(S): MGT 300
Prerequisites:
MGT 300 is a prerequisite for this class.

MGT 320

TRAINING AND CAREER DEVELOPMENT

A study of the training and management development practices of organizations. Emphasis is placed on the identification of training needs, program design, choice of training methods and the evaluation of results. The practices and legislation affecting promotion of employees are also discussed. PREREQUISITE(S): MGT 307.
Prerequisites:
MGT 307 or HSP 382 is a prerequisite for this class.

MGT 322

THE MANAGEMENT & MEASUREMENT OF QUALITY

The theory and application of the concepts, principles and tools of modern quality control and management in manufacturing and service organizations. Specific topic areas include product design, process control, vendor selection and certification, quality information systems, quality costs, customer contact, and TQM philosophies and techniques. PREREQUISITE(S): MGT 301
Prerequisites:
MGT 301 is a prerequisite for this class.

MGT 361

ORGANIZATIONAL DEVELOPMENT

Techniques of organizational design and development with emphasis on the methods of planned and controlled change of the organization to insure its survival in a changing external environment. The interdependent elements of people, structure, tasks and technology will be examined and related to changes in problem-solving and renewal processes of personnel in the organization. Various phases of the OD process including changes in employees' attitudes, resistance to change, survey feedback, team building, sensitivity training, Quality of Work Life, and intervention techniques will be explored. PREREQUISITE(S): MGT 300.
Prerequisites:
MGT 300 is a prerequisite for this class.

RE 350

REAL ESTATE ANALYSIS

This course introduces essential institutional, legal, regulatory, and financial aspects of real estate in the U.S. economy and financial system. The course incorporates demographic data for real estate market analysis and includes an exercise in land use planning. PREREQUISITE(S): Junior standing
Prerequisites:
At least 88 cumulative units is a prerequisite for Business courses that require Junior standing.

RE 300

REAL ESTATE LAW

This course reviews the essential legal requirements of real estate transactions.

RE 320

PLANNING AND PUBLIC POLICY

This course provides a systematic introduction to urban planning issues for students who have little background in this area. The course will explore both historical and contemporary urban planning concepts and will cover a wide variety of topics including land use regulation, economic development, environmental and energy planning, growth management and urban development issues, generally from a real estate and built environment perspective.

RE 352

REAL ESTATE FINANCE

Patterns of financing real estate property, including individual, commercial and industrial-relates to capital structure analysis. Institutional analysis, including middlemen and ultimate financing sources-relates to capital market analysis. Leverage effects, collateral and protective devices-relates to risk and return analysis. PREREQUISITE(S): FIN 310 & RE 350
Prerequisites:
FIN 310 and RE 350 are a prerequisite for this class.

RE 353

REAL ESTATE INVESTMENT

Property evaluation-relates to economics and security analysis. Real estate investment decisions-relates to risk analysis, portfolio construction and management, cash flow (including taxes) analysis, and investment strategy. PREREQUISITE(S): RE 352
Prerequisites:
RE 352 is a prerequisite for this class.

RE 354

REAL ESTATE VALUATION

Real Estate Valuation. Introduction to the appraisal process. Basic approaches to valuation analysis including both residential and income properties. This course includes the income capitalization methods and complex valuation assignments. PREREQUISITE(S): FIN 310 & RE 350
Prerequisites:
FIN 310 and RE 350 are a prerequisite for this class.

RE 398

SPECIAL TOPICS

Special Topics in Real Estate offers an in-depth study of current industry-related issues. Content, format, and prerequisites vary by section. Subject matter will be indicated in the class schedule.

HSP 360

HOSPITALITY PRICING

Principles and practices involved in hospitality industry pricing strategies from economic, systems, marketing, distribution, and brand perspectives are explored. Topics include an introduction to yield management, technological trends, pricing theory, benchmarking and reporting matrices, transparency in group and transient market pricing, ethical pricing decisions and the impact upon environmental sustainability, hurdle rates, pricing fences, and the process of competitive analysis. Simulation hotel software is used. PREREQUISITE(S): Concentration Completed and FIN 310
Prerequisites:
FIN 310 and MAT 137are a prerequisite for this class.

HSP 361

YIELD MANAGEMENT

Identify, exploit and secure opportunities for hotel revenue maximization. Current methodologies are explored along with the many ethical and legal issues associated with different pricing strategies. Particular emphasis is on optimization of pricing and capacity allocation decisions, impact upon environmental sustainability, constrained optimization, quantitative models of consumer behavior, demand forecasts, and market uncertainty. PREREQUISITE(S): HSP 360
Prerequisites:
HSP 360 is a prerequisite for this class.

HSP 362

GLOBAL DISTRIBUTION SYSTEMS

The evolution of the distribution of global hospitality and tourism products is explored. Distribution systems have become increasing complex and sophisticated, increasing the need for successful channel management. Topics include the integration of channels, the role of intermediaries, channel optimization, pricing integrity, product packaging the impact upon environmental sustainability, and the integration of marketing efforts in distribution outlets. PREREQUISITE(S): HSP 360
Prerequisites:
HSP 360 is a prerequisite for this class.

HSP 371

CUSTOMER RELATIONSHIP MANAGEMENT

Developing effective strategies for managing customer relationships is the focus of this course, including the active management of relationships through data analysis of customer demands, expectations, and needs. Topics include customer behaviors, expectations, creation and positioning of value, guest satisfaction, ethical service delivery, service quality and sustainable continuous improvement processes, technological applications and loyalty/reward programs. PREREQUISITE(S): Concentration Completed and MKT 310
Prerequisites:
MKT 310 is a prerequisite for this class.

MKT 379

LEADERSHIP IN SALES ORGANIZATIONS

This is a strategic sales course which emphasizes strategic leadership (setting the course), organization leadership (selecting, organizing, motivating, measuring and conflict resolution), and personal leadership (leading people, leading talent and leading yourself) in today's changing sales organization. PREREQUISITE(S): MKT 202, MKT 310 & EITHER MKT 376 OR MKT 377
Prerequisites:
MKT 202, MKT 310 and (MKT 376 or MKT 377) are a prerequisite for this class.

MKT 383

ADVANCED VALUATIONS FOR BUSINESS

This is a strategic sales course which emphasizes the psychology of selling in complex selling situations, identifying the decision maker among multiple contacts, quantifying the value proposition to the customer, and presenting a compelling sales proposal. PREREQUISITE(S): MKT 202, MKT 310 and either MKT 376 or 377
Prerequisites:
MKT 202, MKT 310 and (MKT 376 or MKT 377) are a prerequisite for this class.

MKT 395

INTERACTIVE/INTERNET MARKETING

The course provides an introduction to Interactive/Internet marketing methods and high-level insight into the technology challenges that the respective marketing effort presents. Business to Consumer examples and strategies will be explored in a variety of vertical markets (e.g. financial services, technology, retail, catalog, manufacturing, health care, hospitality and entertainment). Integration with other marketing channels will be discussed. Global, privacy (including legislation challenges) and ethical issues will be introduced. Format will include lecture, guest speakers from the industry, Web browsing, quizzes, analysis and strong emphasis on discussion. A web integrated marketing strategy paper will be developed incorporating all concepts and experiences. PREREQUISITE(S): MKT 202, MKT 305 & MKT 310
Prerequisites:
MKT 301, MKT 310, and ([MKT 202 and MKT 305] or an intended/declared HSP Virtual Marketing specialization) is a prerequisite for this class.

MKT 398

SPECIAL TOPICS

Content and format of these courses are variable. An in-depth study of current issues in marketing. Subject matter will be indicated in class schedule. The Marketing department offers special topics in a variety of areas. Students may take more than one special topics course as an elective. PREREQUISITE(S) Varies by topic