Cornell School of Business and Public Administration, Study notes of Financial Statement Analysis

Download Cornell School of Business and Public Administration and more Study notes Financial Statement Analysis in PDF only on Docsity! CORNELL UNIVERSITY OFFICIAL PUBLICATION School o f Business and Public Administration 1951-52 Contents Faculty.......................................... Visiting Speakers........................ The School: Principal Purpose Requirements for Admission Degrees Conferred................. Registration. . ............. Tuition and Fees.................... Student A id ............................. General Information............. Summer Employment........... Courses of Study......................... The First Year........................ The Second Year................... Description of Courses.............. Candidates for Degrees............. School of Business and Public Administration IN RECENT YEARS it has become increasingly apparent that the processes o£ administration have basic similarities in business, in government, and in other large-scale organizations. Knowledge of ad­ ministration acquired in one field is in considerable measure applicable to the others. Problems unanswered in one are apt to trouble the others. It is the principal purpose of the Cornell School of Business and Public Administration to give professional training to men and women who seek an understanding of administration in its broadest sense and who want to enter private business, the government service, or other fields of large-scale institutional management. In providing this training, the faculty of the School endeavors to impart the features of administration which are common to all such enterprises and also to offer the more specialized materials which are necessarily peculiar to the particular public or private organizations with which they are con­ cerned. In short, the School is dedicated to the purpose of providing the student with a body of knowledge which will be useful to him wher­ ever he enters the administrative process and at the same time to equip him with the particular training which he may require in business or in the government service. Graduates may anticipate careers as independent businessmen or with established concerns engaged in a wide range of trade, industry, or finance. Graduates who have concentrated in Public Administration may enter government or international service as administrative spe­ cialists, economists, or trade analysts. Both private business and gov­ ernment agencies need increasingly the services of persons who can function usefully in either field. The School will attempt to train persons who, as they gain experience, will develop into genuine leaders, persons who grow into careers instead of men and women who merely hold jobs. Real effort has been made and will continue to be made to provide a curriculum which develops: (1) the student’s knowledge of the problems and operating methods of business and government; (2) his knowledge of the sources of information upon which sound de­ 6 SCHOOL OF BUSINESS AND PUBLIC ADM INISTRATION cisions must be based and his skill in the use of the techniques for assembling and interpreting such information; (3) his capacity and his own confidence in his capacity for making sound decisions in associ­ ation with other persons; and (4) a sense of professional responsibility toward the social consequences of his actions. REQUIREMENTS FOR ADMISSION Admission to the work of the first year of the School of Business and Public Administration is open to Cornell students: (1) who have com­ pleted at least three years’ work in one of the University’s undergradu­ ate schools or colleges, (2) who have arranged with their undergradu­ ate school or college to accept the first year’s work in the School of Business and Public Administration in satisfaction of all remaining requirements for the student’s baccalaureate degree, and (3) who have been accepted by the School. Having received that degree, the student may then obtain the Master of Business Administration or Master of Public Administration degree by completing the second year’s work in the School. Students who have done their undergraduate work away from Cor­ nell must obtain the baccalaureate degree before entering the School of Business and Public Administration unless they can arrange with their undergraduate college to accept the first year’s work in the School of Business and Public Administration as credit for the senior year in their undergraduate college. The School of Business and Public Administration does not give course credits for undergraduate work done elsewhere. It does, how­ ever, permit students to substitute electives for required courses when the work of the required course has been substantially covered else­ where. The professor in charge of the required course will pass upon all such requests for the privilege of substitution. Cornell students are expected to arrange with their college offices for approval of double registration when applying for admission to the School of Business and Public Administration. It is the student’s obli­ gation to be sure that he will qualify for his appropriate Bachelor’s degree if he completes successfully the first year’s work in the School of Business and Public Administration. T he School will give predominant weight to the quality of an ap­ plicant’s previous academic record rather than to particular courses which he has taken. However, students who plan to enter the School are expected to include in their undergraduate programs basic courses in economics and American government. Students who intend to DEGREES CONFERRED 7 specialize in Public Administration should try to include courses in political science in their undergraduate programs prior to entering the School. T he School will expect its students to have and to maintain a command of good oral and written English. Admission application forms may be obtained from the Secretary, School of Business and Public Administration, McGraw Hall, Cornell University, Ithaca, New York. They should be filled out carefully and completely and returned to the Secretary. Applications for the aca­ demic year 1951-52 should be filed by June 1, 1951. W hile the School will receive applications after June 1, 1951, most available places may be filled prior to that date. Consequently, applicants should file ap­ plications as early as possible. New students will be admitted to the School only once a year — in the term beginning in September. Ap­ plications will be passed upon promptly and will either be accepted, rejected, or deferred for further consideration. Applicants who have been either accepted or rejected will be notified promptly. Deferred applicants will be informed as to the approximate date of a final de­ cision on their applications. DEGREES CONFERRED T he School of Business and Public Administration confers two de­ grees, the Master of Business Administration and the Master of Public Administration. T he principal divergence in the courses of study occurs in the work of the second year. Consequently, although every student must indicate, upon entering the School, for which degree he is a candidate, it is possible to switch to candidacy for the other degree at the beginning of the second year in the School. Candidates for either degree must complete courses carrying a m ini­ mum of 60 credit hours in the School in order to qualify for the degree. Degree with Honors: The School of Business and Public Admin­ istration confers the degrees of Master of Business Administration and Master of Public Administration with Honors upon a limited number of students. The attainment of one of these degrees indicates not only excellence in course work, but also a broad knowledge of both business and public administration in general and an ability to inte­ grate effectively the materials of the separate courses. T o become a candidate for honors a student must have at the be­ ginning of his fourth term: (1) a scholastic average in his approved courses of 85 or better; and (2) the approval of the faculty. T o receive honors a candidate must pass two examinations as fol­ lows: (1) a general written examination to be taken simultaneously by 10 SCHOOL OF BUSINESS AND PUBLIC ADM INISTRATION Consult the General Information booklet for other information about the University. It may be obtained from Cornell University Official Publication, Administration Building, Ithaca, New York. HEALTH SERVICES AND MEDICAL CARE: These services are centered in the University Clinic or out-patient department and in the Cornell Infirmary or hospital. Students are entitled to unlim ited visits at the Clinic; laboratory and X-ray examinations indicated for diagnosis and treatment; hospitalization in the Infirmary with medical care for a maximum of 14 days each term and emergency surgical care. The cost for these services is included in the College and University general fee. For further details, including charges for special services, see the General Information booklet. The following health requirements for entering graduate students have been adopted by the Board of Trustees of Cornell University. The Board has also ruled that failure to fulfill these requirements will result in a recommendation to the Registrar that the student be denied the privilege of registering the following term. (1) Vaccination against smallpox. A satisfactory certificate of vac­ cination against smallpox must be filed with the Secretary of the School before registration. It will be accepted as satisfactory only if it certifies that within the last five years a successful vaccination has been performed or three unsuccessful vaccination attempts have been made. Students who are attending the University with the aid of the benefits provided under Public Law 16 or Public Law 346 as amended (the so-called G.I. Bill) do not have to present the certificate of vac­ cination referred to above. (2) Health history. Personal health record forms will be sent to graduate students accepted for admission. Students are requested to answer all questions and return the forms promptly to the Secretary of the School. (3) Chest X-ray film for permanent file at the Infirmary. This chest film may be made by a private physician within a month of entrance and presented to the Clinical Director at the time of registration; other­ wise a chest radiograph will be made during the orientation period or registration week. A charge of $2.00 for making this radiograph is included in the matriculation fee. W hen a student has been away from the University for any reason for a year or more, he must have another X-ray upon re-entrance, for which he will be billed. SUMMER EMPLOYMENT 11 SUMMER EMPLOYMENT During the summer between the first and second school year, all students are expected to utilize their time in a way which will further their professional development. This may be done: (1) by finding summer employment of an appropriate sort; (2) by taking approved summer courses at Cornell or elsewhere; or (3) by a planned program of summer travel. All second-year students must file a report with the School not later than October 15, explaining in detail how the summer was spent and what benefit the student believes he obtained from his experience. This report will become an important part of the student’s personnel record. Students are expected to find their own summer employment. T he School, however, will assist them in doing so. Courses of Study THE FIRST YEAR In keeping with the basic assumption that business administration and public administration have more common elements than differ­ ences, the School has planned its curriculum so that it represents, first, an emphasis upon a common core of courses which all students are required to include in their first-year program; and, second, an em­ phasis in all the courses in the School upon the interrelationships be­ tween the management of business and the administration of public activities. The courses making up the core of work required of all students in the first year are: 1st term 2nd term 100-101. Administration, and Personnel Administration ....................................... 3 3 110-111. Principles of A cco u n tin g ...................... 3 3 130. Analytical Economics ............................. 3 140. Finance ....................................................... 4 170. Statistics .................................................... 4 In addition to the above courses, candidates for the M.B.A. degree must take Marketing (160-161), unless they arrange to defer taking it until the second year. (Ordinarily this privilege of deferring Marketing is restricted to students planning to take the concentration in Profes­ sional Accounting.) Students who, before entering the School, have had courses substan­ tially equivalent to any of the required courses listed above may be allowed to substitute electives therefor. Actually the School expects that many applicants will have taken courses equivalent to 110-111 (Principles of Accounting), 130 (Analytical Economics), or 170 (Sta­ tistics) before entrance so that other courses can be elected. New stu­ dents who want to substitute electives for such required courses are expected to supply official descriptions of equivalent courses previously taken elsewhere. In addition to the required core of courses (or their substitutes), students will elect courses with the approval of their advisers, bringing 12 COURSES OF STUDY 15 management. In the area of public administration the program should be especially helpful to those planning careers in the government serv­ ice, intending to specialize in fiscal administration or in the work of state and federal administrative agencies. The requirements for the Finance concentration include the courses listed below. By inclusion of electives in other areas of instruction, greater emphasis may be placed on certain specialized phases of the subject. Tax Accounting is strongly urged for students interested in investment analysis and management. 1st term 2nd term 150-151. Legal Problems of B u sin ess................... 3 3 215. Financial A cco u n tin g ................................ 3 230-231. Business Policy and the Public Interest 3 3 240. Analysis of American In d ustries 3 243. Financial Management ............................. 3 244. Investment Management ....................... 3 Business Management (Master of Business Administration degree) The program in Business Management is offered in recognition of the high premium which modern business places upon the skills of organizing, planning, coordinating, directing, supervising, analyzing, and evaluating. T he growth in size of business enterprises, their com­ plexity and specialization, the necessity for rapid and continuous adaptation in policies and methods, the recent trends toward decen­ tralization in both decision making and in operations — all place new emphasis upon the over-all knowledge and skills and upon the staff activities assisting in coordination and control. The concentration in Business Management will stress the administrative process as such, particularly in its policy-making and in its unifying and coordinating functions. The Business Management program is arranged to meet the needs of those students who look toward general rather than specialized careers, those who expect to operate businesses of their own, and those who are interested in such positions as staff assistants, management consultants, general supervisors. The program is also designed for those students who prefer not to choose a field of specialization but to prepare themselves through fundamental training to assume re­ sponsibility and leadership in whatever business field they later find opportunities. 16 SCHOOL OF BUSINESS AND PUBLIC ADM INISTRATION 1st term 2nd term 230-231. Business Policy and the Public Interest 3 3 150-151. Legal Problems of B u sin ess ................. 3 3 200. Problems in Business Administration. . 3 202. Human Relations in A dm inistration.. 3 Production M an agem ent........................ 3 (Engineering 3261, Industrial Engineering) Marketing (Master of Business Administration degree) T he productive capacity of the United States has increased enor­ mously during the past decade and more. Utilization of this capacity in the production of peacetime merchandise to meet domestic and foreign requirements will necessitate more careful study of existing and potential markets than ever before. Sales organizations must be rebuilt, comprehensive programs of market research developed, and provision made for the maintenance of satisfactory manufacturer- distributor relationships before effective marketing practices can be carried out. The Marketing concentration has been designed for students plan­ ning to accept positions in sales organizations, market research agen­ cies, retail and wholesale establishments, and other forms of distrib­ utive effort. Emphasis is placed upon the appraisal of current develop­ ments in the field, the increasingly close relationship between business and government in the field of marketing activities, and the need for revising policies and methods to meet changing conditions. 1st term 2nd term 230-231. Business Policy and the Public Interest 3 3 150-151. Legal Problems of B u sin ess 3 3 261. *Problems in Sales M an agem ent 3 262. Marketing Research ................................. 3 263. *Retail Distribution ................................... 3 264. * Advertising M anagem ent........................ 3 269. Marketing S em in a r ................................... 3 *Only two of these three courses are required. Personnel Relations (Master of Business Administration degree) This concentration in Personnel Relations is designed for students who are interested in the new policies and methods developed by busi­ ness and public agencies for dealing with the people who work for them. T he selection, compensation, and training of personnel and the COURSES OF STUDY 17 development of manpower resources is one of the most important and most difficult tasks of the modern manager. The personnel function in all large private enterprises now requires the skill of a professional staff. Personnel managers and their assistants have steadily acquired higher status and broader influence as labor costs, labor relations, and the problems of maximizing production through improvement of mo­ rale and motivation have become more important concerns of manage­ ment. Students who choose this concentration may expect to find careers as personnel officers in business organizations, as personnel consultants, or as personnel specialists in research agencies or in trade and profes­ sional associations. The requirements for this concentration can be fulfilled by a pro­ gram of courses which includes the following: 1st term 2nd term 230-231. Business Policy and the Public Interest 3 3 150-151. Legal Problems of B u sin ess..................... 3 3 202. Human Relations in Administration. . 3 203. Seminar in Personnel Adm inistration. . 3 Collective Bargaining (given in the School of Industrial and Labor Rela­ tions or the Department of Economics in the College of Arts and Sciences). . . . 3 3 The remaining courses necessary for the degree may be selected, with the approval of the faculty adviser, from among the course offerings of the School and from the wide range of appropriate graduate and pro­ fessional courses offered in other divisions of the University. Courses are available in labor union history and administration, industrial education, labor market economics, industrial psychology, various as­ pects of collective bargaining, social security, wage and salary admin­ istration, job analysis, etc. Special (Master of Business Administration degree) In appropriate circumstances, the second-year student will be per­ mitted to complete Special concentrations consisting of Courses 150-151 (Legal Problems of Business) and Courses 230-231 (Business Policy and the Public Interest) plus 18 hours of work approved by the stu­ dent’s adviser and the Dean. Such a Special concentration might, for example, be worked out in Transportation. Description of Courses In addition to the courses listed below, many appropriate courses given in other divisions of the University are open to students in the School. T he wide range of work offered at Cornell University makes it possible for students in the School to elect courses bearing directly on special areas of student interest such as Economics, Government, Labor Relations, Production Management, Agricultural Problems, and Food and Nutrition. ADM INISTRATIVE PROCESS 100. IN T R O D U C T IO N TO A D M IN IST R A T IO N . First term. Credit three hours. Mr. Litchfield. Study of the principles, processes, and practices of adm inistration common to governmental, business, and other large-scale enterprises. Prim ary emphasis is placed upon formal and informal organization, policy formulation, planning, the instru­ m entalities of control, decision making, direction, and responsibility. Instruction is by means of both descriptive materials and case studies. T h e course provides a com­ mon body of knowledge and concepts upon which the more specialized courses in business and public adm inistration are based. 200. PROBLEMS IN BUSINESS A D M IN IST R A T IO N . First term. Credit three hours. Mr. Duncan. This course is designed, through the use of the case m ethod, to acquaint the student with major executive problems in various industries and with responsi­ bilities of top management in connection therewith. In this process, training is provided in the diagnosis of current problems and in the form ulation of sound administrative policies and practices. Im portan t topics considered include: sizing up a company’s situation; defining objectives; building and m aintaining an adm inistra­ tive organization to carry out plans; and reappraising objectives and policies in the light of changing conditions. Prerequisite: Courses 100 and 101. 201. PROBLEMS IN PUBLIC A D M IN IST R A T IO N . First term. Credit three hours. Mr. Hoslett. T he purpose of this course is to develop an understanding of and point of view toward some of the major problems of the public adm inistrator. This is done through the study of descriptive materials and the analysis of cases illustrating a num ber of central problems, including staff-line relationships, headquarters-field relationships, coordination of interagency programs, administrative-legislative re la­ tionships, and protection of the public interest. Prerequisite: Courses 100 and 101 or a basic course in administration. PRO DU CTION M A N A G E M E N T (Engineering 3261, Industrial Engineering). Sec­ ond term. Credit three hours. A course that integrates the several fields of engineering in which a knowledge DESCRIPTION OF COURSES 21 of machine design, materials, and production tools and processes are utilized to determine correct m anufacturing methods and their proper sequence. T he labora­ tory work consists of related problems covering such topics as methods engineering, principles of engineering economy, including economic lot size, materials handling, plant layout, production control, and the production analysis of various manufac­ tured products. PERSONNEL AND HUMAN RELATIONS 101. IN T R O D U C T IO N TO PERSONNEL A D M IN IST R A T IO N . Second term. Cred­ it three hours. Mr. Hoslett. A study of the adm inistration of personnel policies in business and public or­ ganizations. Various approaches to the management of the personnel function are studied; emphasis is given to the concept of personnel work as staff assistance to operating officials. A ttention is given to the tools available to the personnel ad­ ministrator in form ulating policy, in approaching policy-centered and person- centered problems, and in m aintaining organizational equilibrium . Formal person­ nel methods and techniques are studied, in part through case analysis. Readings, discussions, reports, and practice sessions in the application of techniques. 202. H U M A N R E L A T IO N S IN AD M IN IST R A T IO N . First term. Credit three hours. Mr. Hoslett. T he whole range of administrative activity in terms of the hum an relationships involved is dealt with in this course. T he hum an relations aspects of problems in formal and informal organization, communication and participation, introduction of technological changes, use of control systems, development of understanding and cooperation, etc., are examined through the medium of cases. T he cases involve the relationships of worker and worker, worker and supervisor, supervisor and supervisor, staff and line officials, and top and middle management. Prerequisite: Courses 100 and 101. 203. SEMINAR IN PERSONNEL A D M IN IST R A T IO N . Second term. Credit three hours. Mr. Hoslett. Intensive study on the seminar basis is given to areas of special current interest in personnel administration. Subject m atter varies from year to year but may include such subjects as executive development, supervisory development, methods of facilitating individual adjustm ent, analysis of selected personnel techniques, etc. Prerequisite: Courses 100 and 101. COLLECTIVE BARGAINING. (Appropriate courses in the College of Arts and Sciences or the School of Industrial and Labor Relations.) ACCOUNTING 110. PRINCIPLES OF ACCOUNTING. First term. Credit three hours. Mr. Childs. Functions of accounting; problems of valuation; principles underlying and tech­ niques of recording business transactions; adjusting and closing procedures; state­ ment construction and analysis; system of internal control; use of machines; appli­ cations to small business. 22 SCHOOL OF BUSINESS AND PUBLIC ADM INISTRATION 111. PRINCIPLES OF ACCOUNTING. Second term. Credit three hours. Mr. Childs. Accounting for financial and operational control — budgeting, statistical devices, an d internal reports; special procedures in accounting for partnerships, corporations, an d m ulti-unit enterprises; accounts of a m anufacturing business — materials, labor and burden control; special procedures in fund accounting for governments and institutions; m anufacturing case. Prerequisite: Accounting 110. 112- ADVANCED ACCOUNTING. First term. Credit three hours. Mr. Shannon. Problems of income determ ination and allocation; the admission, valuation, and presentation of each typical asset and equity element in a balance sheet and the related revenue and expense aspects; analysis and interpretation of financial state­ ments according to varying philosophies; special topics — sinking funds, special re­ serves, and operating schedules. Prerequisite: Accounting 111 or equivalent. 113. ADVANCED ACCOUNTING. Second term. Credit three hours. Mr. Shannon. Problems of a partnership; consignments; branch accounting; consolidated state­ m ents; foreign exchange; estate and trust accounting; accounting for governmental and institutional units; reorganization and liquidation statements. Prerequisite: Ac­ counting 112. 210. COST ACCOUNTING. First term. Credit three hours. Mr. Childs. Basic cost classifications and records; analysis of m anufacturing cost components — material, labor, and burden. Job order and process cost systems. Introduction to standard costs. Cost reports for management. Prerequisite: Accounting 111 or equiva- alent. 212. IN T E R N A L C O N TR O L AND BUDGETING. Second term. Credit three hours. Mr. Childs. Standard costs for m anufacturing, distribution, and adm inistration. Business budg­ eting. Cost, budget, efficiency, and financial-statement reports. System formulation, procedures, and methods of internal check with business m achine applications. Brief study of internal auditing. Management trusteeship as related to control of inven­ tories and other assets. Field trips to selected industries. Prerequisite: Accounting 210 o r consent of instructor. 214. T A X ACCOUNTING. Second term. Credit three hours. Mr. Shannon. Federal income tax provisions and procedures are emphasized; problems of com­ puting gross income, deductions, credits against net income, and tax liability; p repa­ ration of tax returns; special taxes — social security, corporate, estate, and excise taxes; comparison of commercial accounting practices and tax accounting provisions. Prerequisite: Accounting 111 or equivalent. 215. FINANCIAL ACCOUNTING. First term. Credit three hours. Mr. Nilsson. Examinations of the principles, rules, and conventions underlying the construction o f financial statements, including consolidated statements, with particular view to providing an understanding of the possibilities and limitations of financial statement analysis. Financial reporting practices and the techniques of statement analysis will be stressed. Attention will be given to the financial reporting requirem ents of security regulation agencies. Prerequisite: Accounting 111 or its equivalent. DESCRIPTION OF COURSES 25 manner of the determ ination of the issue, including executive discretion; and the nature of the control exercised by the courts over such determinations. Constitu­ tional and Administrative Law are required of all second-year students who are candidates for the Master of Public Adm inistration degree. Note: Students who care to do so may substitute Government 241-242, Constitu­ tional Law, given in the College of Arts and Sciences, as the equivalent of Constitu­ tional and Administrative Law. ECONOMIC AND BUSINESS HISTORY 120. ECONOMIC AND BUSINESS H ISTO RY. First term. Credit three hours. Mr. Hutchins. A study of the evolution of economic structure, business organization and practice, and economic policy in Europe and America. Primary emphasis is on the period 1750-1860. Among the topics covered are: some origins of the modern economic and business system; the economy of the eighteenth century; types of mercantile business before 1800; the industrial revolution; early nineteenth-century industrial enterprise; labor conditions; the development of transportation; the new commercial structure of the m id-nineteenth century; the rise of Britain as a financial center; American financial patterns; and concepts of public economic policy. Lectures, cases, and discussions. 121. ECONOMIC AND BUSINESS HISTO RY. Second term. Credit three hours. Mr. Hutchins. A continuation of Course 120, covering the period 1860-1950. Leading topics are: competition and consolidation among railroads in Europe and America; the evolu­ tion of the steamship system; problems associated with the rise of modern large-scale industry in America and Europe; characteristic types of industrial entrepreneurship; the evolution of a new m arket structure; the reorganization of world agriculture and the emergence of control plans; power resources, development, and problems; evolution of modern financial structures; basic economic trends; and comparative public economic policies. Lectures, cases, and discussions. First term not prerequisite to second. ECONOMICS AND POLICY 130. A N A L Y T IC A L ECONOMICS. First term. Credit three hours. Mr. de Chazeau. Emphasis will be placed on economic analysis rather than descriptive economic knowledge, on a technique of thinking rather than a body of settled conclusions. While initial attention will be given to the factors affecting the functioning of the business system as a whole, the primary focus of attention will be production and pricing problems as they confront the management of an individual firm. An attem pt will be made to develop in the student an understanding of demand and money cost conditions which confront the business firm and of the techniques for analyzing these conditions as a basis for managerial decision. This course is required of all first-year students who have not completed an ac­ credited course in interm ediate economic theory or its equivalent. 230-231. BUSINESS POLICY A N D T H E PUBLIC IN T E R E ST . T hroughout the year. Credit three hours a term. Mr. de Chazeau. A study of the public and private aspects of major issues arising out of evolving social and political purposes and business organization, policies, and practices. Selected problems for particular attention include price determ ination and pricing systems, labor-management relations, capital outlay policies, the preservation of competition, and broader questions of business-government relations and policies involved in the maintenance of high productive employment. Class discussion will be supplemented by written reports designed to provide training in the appraisal, analysis, and presentation of complex problems in succinct, businesslike form. This course is required of all second-year students. Prerequisite: Course 130 or its equivalent. MARKETING AND D ISTRIBUTION 160. M ARK E TIN G . First term. Credit three hours. Mr. Duncan. A study of the policies and principles governing the distribution of goods from producers to consumers and of the functions performed by the various types of dis­ tributive agencies involved. T he case method is employed and the management point of view is emphasized. Emphasis is placed upon governmental rules and regulations affecting marketing activities. Among the topics considered are the following: the nature and scope of marketing problems; merchandising; the influence of buyers and consumers on marketing policies; channels of distribution, including an analysis of wholesale and retail agencies; and brand policy and sales prom otion. A num ber of written reports, devoted to current marketing problems, are required. 161. M ARK E TIN G . Second term. Credit three hours. Mr. Duncan. A continuation of M arketing 160. Attention is given to price determ ination and policies, marketing costs, efficiency, governmental relationships, m arketing trends, and marketing diagnosis and policy under present conditions. Prerequisite: M arket­ ing 160. 261. PROBLEMS I N SALES M A NAG EM EN T. Second term. Credit three hours. Mr. Partner. An analysis of the problems of representative companies in form ulating sales policies and in managing their sales organizations. Detailed consideration is given to broad problems of product and m arket planning; the determ ination of sales territories; the selection, training, compensation, stimulation, and control of the sales force; and the control of marketing costs. Cases devoted to practice of typical companies are examined and appraised. Prerequisite: M arketing 161. 262. M A R K E T IN G RESEARCH. First term. Credit three hours. Mr. Partner. A consideration of the broad principles of scientific method and the application of the techniques of statistics, psychology, engineering, and accounting to general marketing research studies and to the solution of specific m arketing problems. Em­ phasis is placed upon the following: m anagement’s need for facts as a basis for the establishm ent of policies; determ ination of research objectives; and procedures in ­ volved in conducting marketing investigations. Students are required to conduct an actual field study. Prerequisites: M arketing 161 and Statistics 170. 26 SCHOOL OF BUSINESS AND PUBLIC ADM INISTRATION DESCRIPTION OF COURSES 27 263. R E T A IL D ISTR IB U TIO N . First term. Credit three hours. Mr. Duncan. A study of the retail distribution structure in the United States and of the prob­ lems involved in successful store operation under current conditions. Among the im portant topics considered are the following: kinds and types of retail stores and trends in their development; store location and layout; merchandise, sales prom otion, and service policies; buying, merchandise control, and pricing methods; personnel organization and problems; advertising and personal salesmanship; store operation; accounting, credit, and finance; and general management problems. Prerequisite: M arketing 161. 264. ADVERTISING M ANAGEM EN T. Second term. Credit three hours. Mr. Part­ ner. An appraisal of advertising as a management tool in the marketing of consumers' and industrial goods. Among the topics treated are the following: research as a basis for defining advertising objectives; determ ination and control of the advertising appropriation; selection of media; measuring advertising effectiveness; and coordi­ nation and integration of advertising with other sales activities. Im portant case his­ tories are analyzed, and social and economic aspects of the subject are stressed. Prerequisite: M arketing 161. 269. M A R K E T IN G SEMINAR. Second term. Credit three hours. Mr. Duncan. A consideration of im portant current problems in the field of distribution together with an appraisal of their economic and social significance. In addition to research in particular areas of interest, students are required to evaluate the contributions of various writers to marketing literature. Special attention is given to current de­ velopments in marketing theory. Oral and written reports constitute an integral part of the course. Required of all students concentrating in Marketing. Open to others by special permission. Prerequisite: M arketing 161 and 262. STATISTICS 170. STATISTICS. First term. Credit four hours. Mr. Partner. The development and application of statistical measures as administrative tools. Both discussions and cases are used in the treatm ent of the following topics: collection of data, charts, averages, dispersion, index numbers, secular trend, sea­ sonal variation, cyclical fluctuations, sampling, and correlation. Laboratory work forms an essential part of the course. TRANSPORTATION 180. T R A N S P O R T A T IO N . First term. Credit three hours. Mr. Hutchins. A study of American transportation from the points of view of carriers, shippers, and public authorities. T he emphasis is on the economics and practices of rate making, especially of railroads. Among the most im portant topics covered are: rates and the location of industry; national traffic flows; theory of rates; classification of freight; rate systems; commodity rate structures; new types of rates; rate divisions, rate bureaus, and other intercarrier relations; the development of regulation; the determination of the general level of rates; reasonableness of particular rates; the long and short haul clause. Lectures, cases, and discussions. 30 SCHOOL OF BUSINESS AND PUBLIC ADM INISTRATION CANDIDATES FOR DEGREE, JUNE, 1952 Arasim, Stanley, Jr., B.S. (Ch.E.), 1950, Lafayette College..................... Nanticoke, Pa. Azan, Antoine Marie, B. Phil, and Letters, 1944, University de Paris. . Paris, France Baran, John, B.S., 1950, Cornell University...........................................................Westfield Barbier, Janies Imrie, B.S. Met. Eng., 1949, Michigan College of M ining and Technology. .D etroit, Mich. Bellier, Pierre, Diploma, 1950, College C haptal......................... Vaucresson, France Brocoum, Demetrios Constantine, B.S., 1948, Long Island University............... Astoria Burgunder, Bernard Frank, B.A., 1950, Cornell University................... Kingston, Pa. Caffry, Herbert Glen, Arts-Business and Public A dm inistration Glens Falls Capwell, Donald Bruce, B.S.M.E., 1950, Duke University..................................Jamaica Cassidy, Thomas Francis, III, B.M.E., 1950, Rensselaer Polytechnic In s titu te ............. Evanston, 111. Chow, Chi-chong, Arts-Business and Public A dm inistration Hong Kong, China Corning, Stuart Stanley, Jr., B.S. in B.A., 1950, Boston U niversity .. . .Beverly, Mass. Davis, Bruce Deylen, B.Chem.E., 1950, Cornell University..................................Yonkers de Meeus, Louis, Docteur en droit, 1950, University de L ouvain .. .Brussels, Belgium de Talhouet, Guy-Rene, Baccalaureat C — M ath, 1947, University de P a r is .. . .Paris, France Drew-Bear, Tom Dudley, Jr., Arts-Business and Public A dm inistration....................... Philadelphia, Pa. Fedrick, Thomas, B.E.E., 1950, Cornell University.................................................... Rome Figenbaum, Carl Fredrik, Certificate, 1950, Oslo Handelsgymnasium. . . Oslo, Norway Folkman, Robert Louis, Chemical Engineering-Business and Public Administration W arren, Pa. Gerwin, Paul John, Jr., Arts-Business and Public Adm inistration. .Columbus, Ohio Gleitsman, Alan Leslie, Arts-Business and Public A dm inistration Great Neck Goldfine, Ernest, Arts-Business and Public A dm inistration................. New York City Goldsmith, A rthur A., Jr., Agriculture-Business and Public A dm inistration............. Portland, Oregon Gruen, David Henry, Arts-Business and Public A dm inistration............... Tonaw anda Haidas, Constantine Van, B.S. in B.A., 1950, Boston U niversity .. . .Worcester, Mass. Hamilius, Jean, Ingenieur Commercial U.I.B., 1950, University Libre de Bruxelles Luxembourg, Grand-Duche Hannon, Eugene Francis, B.S. in Econ., 1948, Villanova College............. Binghamton Hano, George David, Arts-Business and Public A dm inistration........... Granby, Mass. Hardenburg, David Denton, Agriculture-Business and Public A dm inistration........... Portland Herson, Richard Matthew, B.A., 1950, Cornell University.................................... Ithaca Hewitt, R alph Lewis, Jr., B.A., 1950, Cornell University..........................Wyckoff, N.J. Hoenig, John M artin, B.S., 1949, Holy Cross College........................................ Rochester Hollands, John Henry, Arts-Business and Public A dm inistration..................Canisteo Holmes, Bruce Nichols, Arts-Business and Public A dm inistration......................Ithaca H untington, Joanne, Arts-Business and Public A dm inistration........................Delmar Hush, Paul W arne, Arts-Business and Public A dm inistration........... Cincinnati, Ohio Jenkins, Jerome Marshall, Chemical Engineering-Business and Public Adm inistration Bronxville Jeynes, Dean Owen, B.A., 1950, Yale University........................................M illburn, N.J. STUDENTS 31 Johnson, Robert Hains, Arts-Business and Public Adm inistration. .Saybrook, Conn. Johnson, W alter Charles, B.A., 1950, Cornell University..............................Sinclairville Klein, Robert Edward, B.A., 1950, Kenyon College Cincinnati, Ohio Lewis, M urray Fisher, Certificate, 1950, Rochester Business In stitu te ............... Ithaca Lipetz, Ben-Ami, B.M.E., 1948, Cornell University.................................New York City Lubart, Arnold, B.A., 1950, New York University.................................. M ount Vernon McNeal, W illiam Clark, Arts-Business and Public A dm inistration Altoona, Pa. M ilburn, Nancy Irene, Arts-Business and Public Adm inistration. .Los Angeles, Calif. Miller, Frank Monroe, Jr., Arts-Business and Public A dm inistration .. . .A tlanta, Ga. Mohr, Johan Fredrik W ilhelm, Certificate, 1949, Bergen Commercial College.......... Bergen, Norway Pabon Rodriguez, Serafin, B.B.A., 1948, University of Puerto R ico............... Santurce, Puerto Rico Quimby, Irving Alonzo, II, Arts-Business and Public A dm inistration .. .Springfield, Mass. Reid, R ichard Forester, B.A., 1950, Cornell University..................................... Mill Neck Rice, Reginald Waters, Arts-Business and Public A dm inistra tion .. . .W ilmette, 111. Sampson, Harvey Earl, Jr., Arts-Business and Public A dm inistration Baldwin Schaenen, David, B.S., 1950, Rutgers University...............................Basking Ridge, N.J. Sculnick, Burton, Agriculture-Business and Public A dm inistration............... Ellenville Seibel, A rthur David, Chemical Engineering-Business and Public Administration Orchard Park Shipman, Archie Jennings, Jr., Arts-Business and Public A dm inistra tion ... .Ithaca Siegel, Victor, Arts-Business and Public A dm inistration.......................Elizabeth, N.J. Snyder, A rthur, Jr., Chemical Engineering-Business and Public A d m in is tra tio n .... Garden City Stasiuk, Boris, B.A., 1950, Cornell University..................................................... Forest Hills Stow, Kent Ham ilton, B.A., 1950, University of California San Francisco, Calif. Taylor, Charles W illiam, Agriculture-Business and Public Adm inistration.............. Slingerlands Tetirick, Harry Eugene, Arts-Business and Public A dm inistration Ponca City, Okla. Vansickle, W alter Lawrence, Jr., B.A., 1950, Kenyon College.....................Salem, Ohio Wagner, Harold Runyon, B.A., 1949, Ham ilton College..................................Endicott W alter, R ichard Albert, B.B.A., 1950, University of M iam i..........................Dolgeville W arren, Charles Bertram, Arts-Business and Public Adm inistration. .New York City Wesson, W illiam Simpson, Arts-Business and Public A dm inistration .. . .Westfield, Mass. Wood, Roger Samuel, B.S., 1950, University of New H am pshire.......... Lebanon, N.H.