control, and budgets. Prerequisite: Accounting 3. Same as Accounting 110. A W S (4). De Lange, Stringham 130. Personnel Management—Principles, methods, and procedures related to effective utilization of human resources in organizations. Prerequisite: Management 140. AW (4). Larsen, Wilson 132. Applied Business Ethics—Big business and human values, social responsibilities of the businessman, ethics of modern business practice. S (1) May not be given this year. Larsen, Wilson 134. Group Discussion—(See Psychology 156 in Department of Psychology.) Concepts and methods of group discussion and decision making. S (3). Staff 136. Human Relations in Business and Industry—(See Sociology 145 in the Department of Sociology.) Social problems of the working situation, the social organization of the plant, and the social adjustments of the worker in industry, the community, and the society. A (3). Staff 140. Principles of Organization and Management—Planning, organizing, staffing, directing, coordinating, reporting, and budget functions of the modern business firm. Prerequisites: Economics 2 and Accounting 3. A W S (5). Larsen, Wilson 142. Problems in Organization and Management- Case studies of problems confronting middle-management supervisory personnel, such as policies and procedures, communications, cooperation, human relations and leadership. Prerequisite: Management 130. W S (3). Larsen, Wilson 146. Business and Industrial Psychology—(See Psychology 151 in Department of Psychology.) The psychological aspects of job satisfaction, attitudes and morale, counseling, incentives, training, efficiency, accidents and safety, testing, promotion, and supervision in industry. W (3). Staff 148. Management of a Small Business—Place and problems of small business. Application of managerial principles and techniques to the small business enterprise. Prerequisite: Management 140. W (3). Larsen, Wilson 160. Business Law—Nature of our legal system, the laws of contract, agency, negotiable instruments, bailments, transportation and sales. AW (5). Hansen 161. Business Law—Continuation of Management 160. Laws of insurance, real property, mortgages, wills and bankruptcy. Prerequisite: Management 160. S (5). Hansen 88 170. Production Management—Production management background; control of production, inventory, quality, and costs; methods analysis, quantitative analysis, linear programming, decision theory, critical path method. Prerequisites: Economics 51, Accounting 110 or 113, and Management 140. W (5). Storey, Wilson 180. Advanced Management—Advanced development of management concepts. Analysis of policy formulation and reappraisal. Prerequisites: Management 140 and 142. S (5). Storey, Wilson MARKETING Marketing Major—In addition to the general requirements for all students in the Division of Business and Economics, requirements for a major in Marketing include Accounting 110; Marketing 165, 176, 180, 185, and 187; plus an additionaTT credit hours in approved upper division Management courses; plus an additional 7 credit hours in approved upper division other business courses. Marketing Minor—A baccalaureate degree candidate may obtain a minor in Marketing by completing Marketing 165 and 180; plus an additional 11 approved upper division credit.hours in the marketing field. Courses of Instruction 165. Principles of Advertising—Theory, practices, and techniques of advertising; management of advertising programs. Prerequisite: Economics 3. W (5). Storey, Wilson 170. Principles of Marketing—Matching products with markets; Marketing functions, institutions and areas for management decisions. Prerequisites: Accounting 3 and Economics 3, or Instructor's approval. A W S (5). Storey, Wilson 176. Advanced Problems in Marketing—Quantitative methods, market research, industrial marketing, wholesaling, transportation, promotional strategies. Analyzed from the managerial point of view. Prerequisites: Economics 51, Accounting 110 or 113, Marketing 170. S (5). Storey, Wilson 180. Retailing—A study of retail operations. Organization, layout, location, merchandising methods, policies and control. Prerequisite: Marketing 170 or approval of instructor. A (5). Storey, Wilson 185. Salesmanship—The Psychology of selling. A S (4). Storey, Wilson 187. Sales Management—Problems in sales planning and administration and management of the sales force. Prerequisite: Marketing 170 or approval of instructor. W (4). Storey, Wilson 89