BUS
501 High Performance Management
Spring
2002
Class
Meets Thursdays 6:10-10:00 pm
Instructor: Dr. Doris Christopher
Office: ST604
vmail: 323-343-2916
Email: dchrist@calstatela.edu
office hours: Tuesdays 9-10:30, Thursdays 9-10:30 & 4-6
pm
Textbooks: Cohen, The New Art of the
Leader (Prentice-Hall, 2000).
Whitten and Cameron, Developing Management
Skills, (Harper Collins, 1998)
Objectives: Provide
current and prospective managers with the personal, interpersonal, and group
skills necessary to reduce ideas to practice under risk and uncertainty.
Provide the CSULA graduate with personal, interpersonal, and group skills
needed to perform in a superior fashion in modern organizations under risk and
uncertainty.
Date Topic
Assignment
4/4
Leadership
and Teambuilding I—Introduction Chapter 1 (both texts)
Communication
I—Introduction
4/11
Leadership
and Teambuilding II—Building Effective Chapters 3, 9 (Whitten)
Teams; Personal
Skills I—Solving Problems Creatively Chapters 2, 3 (Cohen)
Leaders
Assigned—1st Leader in Charge
4/11
Communication
II—Making Oral and Written Presentations Chapters 4 (both texts)
Personal Skills
II—Discourse Types
4/18
Communication
III—Interviews, Communicating Supportively,
RECEPTION FOR CLIENTS
Listening Skills
2nd
Leader in Charge
4/25
Communication
IV—Communicating Interculturally Chapter 2 (Whitten)
Communication
V—Conducting meetings, Managing Stress,
Conflict
Communication Chapters 5, 6 (Cohen)
4th
Leader in Charge
5/2
Leadership
and Teambuilding III—Empowering and
Delegating Chapter
8 (Whitten)
Chapters 7, 8
(Cohen)
5/9
Leadership
and Teambuilding IV—Motivating Employees Chapters 5, 6 (Whitten)
Personal Skills
IIII—Gaining Power and Influence Chapters 9-11 (Cohen)
3rd
Leader in Charge
5/16
Leadership
and Teambuilding V—Managing Conflict Chapter 7 (Whitten)
5/23
Communication
VI—Presentation Instruction Chapters 12-14 (Cohen)
5/30
4th
Leader in Charge
6/6-6/13
Presentation of Marketing Plans
Preparation, Ch15 (Cohen)
- All students will be assigned
to a consultant team of 3-4 students by the first week of class. There
will be at least one person with fluent English skills (reading, writing,
and speaking) on each team. Each team will be required to recruit a small
business client and to complete a marketing plan for them in a manner
which will be described in class. Leadership of each consulting team will
rotate in accordance with the instructor’s assignment. All team members
will have an opportunity to act as a team leader. The leadership
performance of consultant team leaders will be evaluated by other team
members and by Dr. Christopher. (Leadership evaluation form).
Leadership performance will count 50% of the final grade. Each
student’s leadership will be discussed in a face-to-face interview with
the professor in confidential interviews. Because it is expected that
leadership will develop as the course progresses, the standards for
grading will be raised every week.
- Each team will complete 2
copies of the Marketing Plan described above. One copy will go to the
client, one copy to the instructor. In addition, the plan will be
presented in class, and the client will be invited to attend. The
Marketing Plan Presentation will count 50%: 25% for the written plan
report, and 25% for the presentation. Your portion of this grade may
be significantly modified based on an evaluation by other team mates of
your contribution to the team effort. (Confidential Team Project
Evaluation Form). Most of you will have no prior experience in doing a
marketing plan. This activity is important because it is the vehicle
through which you will have an opportunity to learn and demonstrate your
leadership. You will receive a minimum packet of materials which may be helpful
in doing a marketing plan. You will also receive instruction on how to
make your presentation. Other than that you are on your own.
Additional Notes:
- This is an applied course in
high performance management. There are no written exams. You must demonstrate
your knowledge by performing a tough management task under risk and
uncertainty and with incomplete information, just as you do in the
"real world." To actually develop your performance in leadership
and communication, you must show initiative and work hard. The instructors
will help you, coach you, and answer questions, but they will not
"spoon feed" you. The textbook is a good resource for
leadership, team building, and communication. For the marketing plan task,
you must do what you can and find your own references.
- This course is designed to
give you "hands-on" experience in the area of leadership and
communication.
Major Responsibilities of Each Team Leader
1st TEAM LEADER
Organization of
team
Plan for completing
marketing plan
Client recruitment
Initial meeting
with client
Initial research
Client contact
maintenance
Team meetings
On time completion
of leader evaluations
Preparation for
next leader
2ND
TEAM LEADER
Analysis of data
for plan
Determination of
competitive advantage
Selection of target
market(s)
Determination of
marketing plan objective(s) and goals
Continue research
as required
Client contact
maintenance
Team meetings
On time completion
of leader evaluations
Preparation for
next leader
3RD
TEAM LEADER
Development of strategy
to reach objective(s) and goals
Development of
marketing mix
Scheduling of
marketing actions
Completion of
financial data
Continue research
as required
Client contact
maintenance
Team meetings
On time completion
of leader evaluations
Preparation for
next leader
4TH
TEAM LEADER
Writing of plan and
integration of all sections
Plan completion and
publication
Preparation for
marketing plan presentation
Formal presentation
of marketing plan to class
Continue research
as required
Client contact
maintenance
Team meetings
Delivery of plan to
professor and to client
On time completion
of leader evaluations
An Outline for
Business/Marketing Plans
Executive
Summary:
This section discusses the opportunity, required
investment, payback, why you will succeed, competitive advantage)
Table of Contents:
- Introduction
- Situational Analysis
- Situation
Environment (business conditions, economic conditions, state of
technology, demand trends, laws, etc.)
- Neutral
Environment (organizations that are neutral that may help or hinder
you: for example, consumer organizations, the U.S. Government, etc.)
- Competitor
Environment (Main competitors with strengths, weaknesses,
strategies, products, etc.)
- Company
Environment (same as #3 above for company)
- Competitive
Advantages
- Target Market (Demographics,
psychographics, geographics, lifestyle, ay other segmentation used.)
- Problems, Threats, and
Opportunities (Explain how you will handle each)
- Marketing Objectives and
Goals (Including when you will reach them)
- Marketing Strategies (niching,
positioning, entry timing, etc. Show how your strategy takes advantage of
your competitive advantage.)
- Marketing Tactics The
4 P’s: Product, Price, Promotion, Distribution)
- Organization, Evaluation,
Control, and Implementation
- Organization Chart
for Project
- Project
Development Schedules (Monthly breakdown of tasks, responsibility
and funds required)
- Breakeven Chart
- Cash Flow
- Profit and Loss
Statement
- Balance Sheets
- Other Relevant information
- Summary (Summarize
everything and emphasize competitive advantage).
- Appendices
- Bibliography
- Endnotes
- Other material, as
required