MIT SLOAN COURSES

15.010 Economic Analysis for Business Decisions

Introduces students to principles of microeco­nomic analysis used in managerial decision making. Topics include: demand, cost and surplus analysis, the behavior of competitive and non-competitive markets, sources and uses of market power, and game theory and com­petitive strategy, with applications to various business and public policy decisions. Antitrust policy and other government regulations are also discussed. 15.010 restricted to first-year Sloan master’s students. 15.011 primarily for non-Sloan School students.

15.012 Applied Macro- and International Economics

Subject uses case studies to investigate the macro-environment in which firms operate. First section develops the basic tools of macroeco­nomic management: monetary, fiscal, and exchange rate policy. Second section evaluates different strategies of economic development, with topics ranging from trade and industrial policy to reliance on natural resources. Third section discusses recent emerging market crises and examines the causes of these crises as well as how best to address them and prevent them from reoccurring in the future. Final section evaluates several major challenges currently faced by developed countries, such as global integration, inequality, and asset-price bubbles.

15.013 Industrial Economics for Strategic Decisions

Applies principles of industrial economics most relevant for corporate strategy to analysis of particular industries. Topics: market structure and its determinants; rational strategic behavior in “small numbers” situations; strategies for price and nonprice competition; dynamic pric­ing, output, and advertising decisions; entry and entry deterrence; network externalities, investments in “real options,” evolution of industries.

15.014 Applied Macro- and International Economics

Uses case studies to investigate the macro-en­vironment in which firms operate. First section develops the basic tools of macroeconomic management: monetary, fiscal, and exchange rate policy. Second section evaluates differ­ent strategies of economic development, with topics ranging from trade and industrial policy to reliance on natural resources. Third section discusses recent emerging market crises and ex­amines the causes of these crises as well as how best to address them and prevent them from reoccurring in the future. Final section evaluates several major challenges currently faced by developed countries, such as global integration, inequality, and asset-price bubbles. Full-term version of 15.012, with additional topics.

15.015 Macro and International Economics(New)

Focuses on the policy and economic environ­ment of firms. Subject divided in three parts: study the closed economy and how monetary and fiscal policy interacts with employment, GNP, inflation, and interest rates; look at national economic strategies for development and growth, and study the recent financial and currency crises in emerging markets; study the problems faced by transition economies and the role of institutions both as the engine of growth, and as the constraints for policy. Restricted to MIT Sloan Fellows in Innovation and Global Leadership.

15.018 Management and Policy in the International Economy

Examines major economic developments shap­ing the international business environment. Topics: causes and implications of exchange rate volatility, persistent imbalances in the US, integration in Europe, transition in Eastern Europe, growth in emerging economies, Asia’s international role, and regionalization.

15.020 Competition in Telecommunications

Provides an introduction to the economics and technology of telecommunications markets, including markets for voice and data services, cellular telephone, long-distance services, and the internet. The convergence of cable TV and telecommunications and the competi­tive importance of the internet are covered in depth. The shifting roles of technology, Federal and state government policies, and business strategies in shaping these rapidly changing markets are studied, with particular emphasis on the roles of regulation and competition and the likely evolution of technology, public policy, and market structures over the next decade. Undergraduates expected to complete an extra assignment in order to receive the additional 3 units of credit.

15.021 J Real Estate Economics

15.023 J Global Climate Change: Economics, Science, and Policy

Introduces scientific, economic, and ecological issues underlying the threat of global climate change, and the institutions engaged in ne­gotiating an international response. Develops an integrated approach to analysis of climate change processes, and assessment of proposed policy measures, drawing on research and model development within the MIT Joint Program on the Science and Policy of Global Change.

15.024 Applied Economics for Managers

Develops facility with concepts, language, and analytical tools of economics. Primary focus on microeconomics, with some topics from macro­economics and international trade. Emphasizes integration of theory, data, and judgment in the analysis of corporate decisions and public policy, and in the assessment of changing US and international business environments. Re­stricted to MIT Sloan Fellows in Innovation and Global Leadership.

15.034 Applied Econometrics and Forecasting for Management

Designed for students interested in applied econometric methods and business forecasting. Emphasizes problems typically encountered in conducting empirical econometric research, in evaluating results and testing hypotheses, and in constructing forecasts. Requires term paper. Problem sets involve working with econometric models and the computer.

15.035 Pricing Strategy

Draws on research in marketing and econom­ics to present principles of profitable pricing and methods of applying them. Topics include pricing in oligopolies, implications of cost and demand dynamics, market segmentation, pricing new products, quantity discounts and nonlinear pricing, product-line pricing, and pric­ing in distribution channels. Antitrust and other legal issues discussed.

15.040 Special Seminar in Managerial Economics

15.053 Introduction to Optimization

Introduces students to the theory, algorithms, and applications of optimization. The optimiza­tion methodologies include linear programming, network optimization, dynamic programming, integer programming, non-linear programming, and heuristics. Applications to logistics, manu­facturing, transportation, E-commerce, project management, and finance.

15.054 J The Airline Industry

15.057 Systems Optimization

Application-oriented introduction to systems optimization focusing on understanding system tradeoffs. Introduces modeling methodology (linear, network, integer, nonlinear program­ming, and heuristics), modeling tools (sensi­tivity and postoptimality analysis), software, and applications in production planning and scheduling, inventory planning, supply network optimization, project scheduling, telecommu­nications, facility sizing and capacity expan­sion, product development, yield management, electronic trading, and finance.

15.060 Data, Models, and Decisions

Introduces students to the basic tools in using data to make informed management deci­sions. Covers introductory probability, decision analysis, basic statistics, regression, simulation, linear and nonlinear optimization, and discrete optimization. Computer spreadsheet exercises, cases, and examples drawn from marketing, finance, operations management, and other management functions. Restricted to first-year Sloan master’s students.

15.062 Data Mining: Algorithms and Applications

Introducion to a class of methods known as data mining that assists managers in recognizing patterns and making intelligent use of mas­sive amounts of electronic data collected via the internet, e-commerce, electronic banking, point-of-sale devices, bar-code readers, and intelligent machines. Topics covered: subset selection in regression; collaborative filtering; tree-structured classification and regression; cluster analysis; and neural network methods. Examples of successful applications in areas such as credit ratings, fraud detection, database marketing, customer relationship management, investments, and logistics are covered. Hands-on experimentation with data-mining software. Second half term subject.

15.063 Communicating with Data

Introduces statistical tools and communication skills for using data to influence management decisions. In real-life decisions, decision makers use both analytical and intuitive approaches to understand problems and to persuade others to act. Statistical tools are important, but statisti­cal arguments are often met with skepticism. Subject covers behavioral decision theory, communication principles, probability, deci­sion analysis, statistics, and regression, with exercises and examples drawn from marketing, finance, operations management, strategy and negotiations. Restricted to MIT Sloan Fellows in Innovation and Global Leadership.

15.064 J Engineering Probability and Statistics

Modeling and analysis of uncertainty and variation. Probability models and distributions, regression, and basic statistical procedures per­tinent to manufacturing. Introduction to experi­mental design, Taguchi methods, and statistical process control. Primarily intended for students in the Leaders for Manufacturing Program.

15.065 Decision Analysis

Begins with development of tools for deci­sion making under uncertainty: construction and analysis of decision trees and influence diagrams using decision analysis software; quantification of judgments; risk preferences; and degree of risk aversion via subjective ex­pected utility. Generalizations of expected utility theory to problems in which consequences are descriptively complex and multi-attributed are illustrated with applications in engineering and management. The real options approach to stra­tegic choice is treated as a logical extension of decision analysis that employs financial market information to determine and value optimal strategies when managers can flexibly adapt to an unfolding, uncertain future. Methods for integrating decision analysis and option pricing using financial market information are illustrated with applications to a wide variety of cases, such as valuing start-ups, valuing manufacturing flexibility, valuing new technologies, valuing oil and gas exploration, and development options. A project report is required in place of a final exam. Half term subject.

15.066 J System Optimization and Analysis for Manufacturing

Introduction to mathematical modeling, optimization, and simulation, as applied to manufacturing. Specific methods include linear programming, network flow problems, integer and nonlinear programming, discrete-event simulation, heuristics and computer applica­tions for manufacturing processes and systems. Restricted to Leaders for Manufacturing students.

15.067 Competitive Decision-Making and Negotiation

Learn tools to achieve negotiation objectives fairly and responsibly. Develops negotiation skills by active participation in a variety of nego­tiation settings: price-quantity negotiations; oil price coalition negotiations; and auctions and fair division of a valuable art collection. Bargain­ing between two parties over issues: a union negotiates a contract with a city; a syndicator sells a series to a network; and a chain negoti­ates a mall lease. More complex negotiations follow: two teams, one representing an airframe manufacturer and another an airline; re-negoti­ate a contract; a tri-partite negotiation between the US, Japan, and the People’s Republic of China over landing rights; and unions negoti­ate terms of privatization of a water works with management. Students negotiate sales terms for items for the coming year between a retail group and a marketer of branded consumer products via electronic mail.

15.068 Statistical Consulting

Subject addresses statistical issues as a consul­tant would face them: deciphering the client’s question; finding appropriate data; performing a viable analysis; and presenting the results in compelling ways. Real-life cases and examples.

15.071 Decision Technologies for Managers

Subject develops and illustrates modeling tools for working with data and making effective decisions based on such models and data-driven analysis, continuing from the material covered in subject 15.060. Topics include hypothesis testing, pitfalls of casually presumptive analysis, more coverage of regression models, plus supply chain modeling, revenue management models, optimization under uncertainty, and dynamic optimization and pricing. Restricted to Sloan master’s students. Half term subject.

15.072 Queues: Theory and Applications

Modeling and analysis of queueing systems, with applications in communications, manufac­turing, operations research, computers, service industries, transportation, and urban systems. Simple Markovian queues, networks of queues, non-Markovian single and multi-server queues, priority queues, bounds and approximations, statistical inference. Leads to research oppor­tunities.

15.073 J Logistical and Transportation Planning Methods

15.075 Applied Statistics and Data Analysis

Introduces statistical data analysis, concentrat­ing on techniques used in management science and finance. Topics chosen from: statistical graphics; sampling; estimation; hypothesis testing; linear and logistic regression; analysis of variance; contingency tables; principal com­

15.076 Statistical Theory and Data Analysis

Introduction to statistical theory and meth­odology, concentrating on techniques used in management science and finance. Primar­ily for PhD, SM, and MBA students with good backgrounds in probability and matrix algebra. Topics: sampling; theory of estimation; testing; nonparametric statistics; analysis of variance; categorical data analysis; and regression analy­sis. Students should consider 15.077 or 14.382 after completion of this subject. SAS, S+, or similar package used for statistical computing. Offered first half of term.

15.077 Statistical Learning and Data Mining

Supervised statistical learning and multivariate analysis, concentrating on methods most often used in management science and finance. Topics selected from: multiple and multivariate regres­sion; logistic regression; principal components and dimension reduction; discrimination and classification analysis; partial least squares; nearest neighbor and regularized methods; support vector machines; boosting and bagging; and nonparametric regression. SAS, S+, or similar package used for statistical computing. Offered second half of term.

15.081 J Introduction to Mathematical Programming

15.082 J Network Optimization

Network models for industrial logistics sys­tems, transportation systems, communication systems, and other applications. Emphasizes a rigorous treatment of algorithms and their efficiency�algorithms for shortest routes, maximum flows, minimum cost flows, traffic equilibrium, and network design. Implementa­tion issues.

15.083 J Integer Programming and Combinatorial Optimization

In-depth treatment of the modern theory of integer programming and combinatorial optimi­zation, emphasizing geometry, duality and algo­rithms. Topics include: formulating problems in integer variables, enhancement of formulations, ideal formulations, integer programming duality, linear and semidefinite relaxations, lattices and their applications, the geometry of integer programming, primal methods, cutting plane methods, connections with algebraic geometry, computational complexity, approximation algo­rithms, heuristic and enumerative algorithms, mixed integer programming and solutions of large scale problems. Alternate years.

15.084 J Nonlinear Programming

15.093 J Optimization Methods

Subject introduces the principal algorithms for linear, network, discrete, nonlinear, dynamic optimization and optimal control. Emphasis on methodology and the underlying mathematical structures. Topics include the simplex method, network flow methods, branch and bound and cutting plane methods for discrete optimization, optimality conditions for nonlinear optimization, interior point methods for convex optimiza­tion, Newton’s method, heuristic methods, and dynamic programming and optimal control methods.

15.094 J Systems Optimization: Models and Computation

A computational and application-oriented introduction to the modeling of large-scale systems in a wide variety of decision-making domains and the optimization of such systems using state-of-the-art optimization software. Ap­plication domains include transportation and lo­gistics, pattern classification, structural design, financial engineering, and telecommunications system planning. Modeling tools and techniques covered include linear, network, discrete, and nonlinear programming, heuristic methods, sensitivity and postoptimality analysis, decom­position methods for large-scale systems, and stochastic programming.

15.097 Special Seminar in OR/Statistics

Opportunity for group study by graduate students on current topics in applied probability and stochastic processes.

15.098 Special Seminar in Applied Probability and Stochastic Processes

Opportunity for group study by graduate students on current topics related to operations research/statistics not otherwise included in curriculum.

15.099 Special Seminar in Operations Research

15.121 J Clinical Trials in Biomedical Enterprise(New)

Clinical trials have become one of the leading barriers to sucess for the introduction of new products and services for the healthcare indus­try. Subject designed to provide the healthcare manager with the background necessary to ask the important questions surrounding a decision to pursue a clinical trial. Deciding to participate in a clinical trial can sometimes result in expen­sive, long-term corporate commitments, which can have a significant impact on the company’s success or failure, particularly in the case of smaller companies. Subject explores issues related to determing whether a clinical trial is needed to significantly further the important goals of the company. Topics include the design, implementation, analysis and presentation of clinical trials. Case scenarios presented by professionals in the field, and students asked to develop, as term projects, their own Outline Plan and Clinical Trial Study Plan from the sample cases provided. Enrollment limited.

15.122 J Critical Reading and Technical Assessment of Biomedical Information(New)

Students gain experience in critical reading of scientific literature with an emphasis on analyzing clinical controversies and emerging technologies in subject areas that have been or could become sources of entrepreneurial activity. Students required to analyze a variety of topics in the scientific literature, including screening for and cost-effectiveness of early detection of cancer, theraputic opportunities in oncology, evaluation of immunotoxins and antibody therapies, and new prospects for the treatment of autoimmune disorders. To support the discussion of these topics, outside experts may be invited to participate as facilitators.

15.123 J Dynamics of Biomedical Technologies(New)

Examines interrelationships between life science and technology developments in the context of six dynamic forces affecting the biomedical industrial sector. Considers these interrelation­ships through close investigation one science or technology platform each semester. Spring topic: tissue engineering. Case studies, upper-level executive presentations, and student group exercises focus disussion and in-depth analysis on industry structure, risk and economics, cost drivers and financing, markets, consumers and patients, the rapid evolution of related science and technology, public policy, accountability and ethics. Enrollment limited to 20.

15.136 J Principles and Practice of Drug Development

Description and critical assessment of the major issues and stages of developing a pharmaceu­tical or biopharmaceutical. Drug discovery, preclinical development, clinical investigation, manufacturing and regulatory issues considered for small and large molecules. Economic and financial considerations of the drug develop­ment process. Multidisciplinary perspective from faculty in clinical; life; and management sciences; as well as industry guests.

15.141 J Economics of the Health Care Industries

15.215 International Dimensions of Management

Strategy and organization in cross-border busi­ness. Examines some of the distinctive manage­ment problems that arise in international firms. Restricted to MIT Sloan Fellows in Innovation and Global Leadership.

15.220 International Management

Focuses on the international dimensions of strat­egy and organization, and provides a framework for formulating strategies in an increasingly complex world economy, and for making those strategies work effectively. Topics include the globalization of industries, the continuing role of country factors in competition, organization of multinational enterprises, building global net­works, and the changing managerial tasks under conditions of globalization. Half-term subject.

15.223 Global Markets, National Policies and the Competitive Advantages of Firms

15.268 Choice Points: Readings on the Exercise of Power and Responsibility

Managerial power and responsibility. Examines conflicts between power and moral respon­sibility and the contexts for choice in dealing with a number of such problems. Readings are principally “classics” used to illustrate several enduring issues. Restricted to Sloan Fellows in Innovation and Global Leadership.

15.269 Literature, Ethics, and Authority

15.280 Communication for Managers

Writing and speaking skills necessary for a career in management. Students polish com­munication strategies and methods through discussion, examples, and practice. Several written and oral assignments, most based on material from other subjects and from career development activities. Schedule and curricu­lum coordinated with Organizational Processes class. Restricted to first-year Sloan School of Management graduate students.

15.281 Advanced Managerial Communication

Builds on managerial communication skills de­veloped in 15.279 or 15.280. Introduces interac­tive oral and interpersonal communication skills important to managers, including presenting to a hostile audience, running meetings, listening, and contributing to group decision making. In­cludes team-run classes on chosen communica­tion topics. Also includes an executive summary and a long oral presentation, both aimed at a business audience, generally in conjunction with a project for another subject.

15.289 Doctoral Seminar: Communication Skills for Academics

15.310 Managerial Psychology

Surveys social psychology and organization theory interpreted in the context of the manage­rial environment. Shares lectures with 15.301, with a separate recitation required. Equivalent of 15.311 intended primarily for non-Course 15 students, both graduate and undergraduate. Deals with a number of diverse subjects, includ­ing motivation and reward systems for engineers and scientists in industry; the aging of technical groups; the management of R&D matrix organi­zations; and the architecture of R&D laboratories and its effect on communication patterns in the organization.

15.311 Organizational Processes

Subject enhances students’ ability to take effective action in complex organizational set­tings by providing the analytic tools needed to analyze, manage, and lead the organizations of the future. Emphasis on the importance of the organizational context in influencing which indi­vidual styles and skills are effective. Employs a wide variety of learning tools, from experiential learning to the more conventional discussion of written cases. Subject centers on three comple­mentary perspectives on organizations: the strategic design, political, and cultural “lenses” on organizations. Restricted to first-year Sloan master’s students.

15.315 Planning and Managing Change

Basic models and tools used to analyze any change problem in human systems. Applica­tion of these models and tools to actual change projects chosen by members of the class, to be completed during the course. Group as well as individual projects, and weekly papers on prog­ress. Models and tools drawn from organization development theory. Primarily for master’s stu­dents and Sloan Fellows. Enrollment is limited to 35 students.

15.318 Leadership and Change in Organizations

Subject covers leadership theory, leadership skills, and self-reflection. Focuses on three questions: What is leadership? What kind of leader am I? How can I develop as a leader? Built around the 3 C’s Sloan Leadership Model: cata­lyzing action, contingent on context, and change signature. Leadership is about making things happen, creating change, with a deep under­standing of the context and who you are as an individual. Subject should increase knowledge and skills related to catalyzing action, including how to make sense of context, using power and influence, building momentum for change, creat­ing a visionary speech, and developing leader­ship capabilities in others. Includes a number of self-assessment exercises examining personal history, emotional intelligence, and catalyzing action skills to help identify personal change signature. Half term subject.

15.341 Individuals, Groups, and Organizations

15.350 Managing Technological Innovation and Entrepreneurship(New)

Focuses on the challenges inherent in attempt­ing to take advantage of both incremental or routine innovation and more radical or revo­lutionary changes in products and processes. Highlights the importance of innovation to both new ventures and to large established firms and explores the organizational, economic and stra­tegic problems that must be tackled to ensure innovation is a long term source of competitive advantage. Restricted to MIT Sloan Fellows in Innovation and Global Leadership.

15.351 Managing Innovation and Entrepreneurship

The basics every manager needs to understand and manage technology-driven innovation and entrepreneurship. Major topics include: how the innovation process works; organizing and man­aging innovation within existing firms; creating entrepreneurial companies; and coping with the strategic challenges facing all innovators.

15.352 Managing Innovation: Emerging Trends

Important emerging trends in innovation are identified and their implications for innovation management explored. Major topics include: the trend to open information (“open source”) rather than protected intellectual property; distribution of innovation over many indepen­dent but collaborating actors; and toolkits that empower users to innovate for themselves.

15.353 Research Themes in Management of Technology

Successful origination, development, imple­mentation, and diffusion of product and process innovations in industry. Effective organization and management of the technological change process (marketing, R&D, engineering, and manufacturing) in new ventures, multidivisional and multinational enterprises. Current research topics of MIT faculty. Thesis research models and methods.

15.355 Technology and Innovation Management for General Managers

Perspectives from General Manager’s level on development of technological innovations for new and improved products, services, and manufacturing processes. Technology planning and strategy approaches, including new venture structures for business development and diversi­fication. Opportunities for collaboration between large companies and emerging high-tech firms. Interfaces between R&D function and marketing and production. Issues relating to managing scientists and engineers in large organizations.

15.356 How to Develop “Breakthrough” Products and Services

Firms must develop major innovations to pros­per but they don’t know how. Recent research into the innovation process has made it possible to develop “breakthroughs” systematically. Explore several practical idea generation devel­opment methods. Presentations of real cases by invited experts conveys the “art” required to implement each. Half term subject.

15.358 The Software Business

Seminar-style subject for those interested in founding or growing an enterprise or consumer software company (products, services, or both), or working as a software company manager, product or program manager, or industry analyst. Examine approaches used for organi­zation and product development at successful companies ranging from Microsoft and IBM to a variety of relatively new companies. History of software as a business as well as key trends in different software markets. Student teams help teach weekly sessions and analyze “interesting companies” selected by students which form the basis for team projects.

15.363 Strategic Decision Making in the Biomedical Business(New)

Key strategic decisions faced by managers, investors and scientists at each stage in the value chain of the life science industry. Aims to develop students’ ability to understand and effectively assess these strategic challenges. Focus on the biotech sector, with additional examples from the pharmaceutical and medical device sectors. Case studies, analytical models and detailed quantitative analysis. Intended for students interested in building a life science company or working in the sector as a manager, consultant, analyst or investor. Provides analyti­cal background to the industry for biological and biomedical scientists, engineers and physicians with an interest in understanding the commer­cial dynamics of the life sciences or the commer­cial potential of their research.

15.365 J Disruptive Technologies: Predator or Prey?

Focuses on the management of product and pro­cess innovation and on economic, management, and technological influences on innovation. Both sustaining and disruptive innovations in products and manufacturing processes covered in lectures and cases presented by the leaders of change in different industries. Emphasis on emerging and disruptive technologies as seen from the points of view of entering firms (preda­tors) and incumbent firms (prey) are covered in a class exercise, and project (preferably done in small groups).

15.369 Corporate Entrepreneurship: Strategies for Technological New Business Development

Strategic and organizational issues in the development of new technologies and new busi­ness areas for existing firms. Issues examined from the perspectives of both large corporations and emerging technology-based enterprises. Linkages between internal and external sources of technology in major new business develop­ment. Examination of internal entrepreneurial ventures, alliances (especially between large and new companies), joint ventures, acquisi­tions, corporate venture capital investments, and contract product development as alternative business development approaches. Outside speakers supplement faculty lectures. Student teams prepare term reports on a competitive analysis of some aspect of corporate business development. Second half term subject.

15.389 Global Entrepreneurship Lab

Enables teams of students to work with the top management of international start-ups and gain hands-on experience in starting and running a new enterprise outside the United States. Lec­tures expose students to the issues and policies that affect the climate for innovation and start-up success around the world. Subject begins in the second half of the fall semester and con­tinues for 2-3 weeks during IAP, when students spend time at company sites. Concludes in the first half of the spring semester. Students must complete all three components to receive credit.

15.390 New Enterprises

Covers the process of identifying and quantify­ing market opportunities, then conceptualizing, planning, and starting a new, technology-based enterprise. Topics include: opportunity assess­ment, the value proposition, the entrepreneur, legal issues, entrepreneurial ethics, the busi­ness plan, the founding team, seeking custom­ers and raising funds. Students develop detailed business plans for a startup. Intended for students who want to start their own business, further develop an existing business, be a mem­ber of a management team in a new enterprise, or better understand the entrepreneur and the entrepreneurial process.

15.391 Raising Early Stage Capital

Prepares entrepreneurs to optimize the use of outside advisors and to negotiate effective long-term relationships with sources of funding, including, but not limited to, venture capital. Students interact with founders, angels, venture capitalists and other professionals throughout the semester.

15.393 Technology and Entrepreneurial Strategy

Explains building a technology strategy in start-up organizations focused on emerging technology. Outlines tools for formulating and evaluating technology strategy in entrepreneur­ial start-ups when the technology is emerging and leading-edge. Subject includes a number of lectures on key technology themes (which vary each year) and how to assess the commercial opportunities presented by emerging technol­ogy. Managerial content includes an introduc­tion to models of technological change, models of new firm strategy development, and models of organizational strategy in high-tech start-ups. Topics include: matching new technologies and markets; making money from innovation; competition between technologies; strategies for competing against established incum­bents; technology portfolio development; and theories of diffusion and adoption. Taught using a combination of readings and case studies. Covers much of the same conceptual material as 15.912 but with an emphasis on entrepreneurial start-ups and emerging technology. Case study material is mainly from start-ups and fast-grow­ing firms.

15.394 Designing and Leading the Entrepreneurial Organization

This subject is about building, running, and growing an organization. Subject has four central themes: (1) How to think analytically about designing organizational systems, (2) How leaders, especially founders, play a critical role in shaping an organization�s culture, (3) What really needs to be done to build a success­ful organization for the long-term; and (4) What one can do to improve the likelihood of personal success. Not a survey of entrepreneurship or leadership; subject addresses the principles of organizational architecture, group behavior and performance, interpersonal influence, leader­ship and motivation in entrepreneurial settings. Through a series of cases, lectures, readings and exercises students develop competencies in or­ganizational design, human resources manage­ment, leadership and organizational behavior in the context of a new, small firm.

15.395 Entrepreneurship Without Borders

Examines the opportunities and problems for entrepreneurs outside the US, particularly in emerging markets. Students gain understanding of the linkage between the business environ­ment, the institutional framework, and new business creation. They also learn the analytics of venture finance. In addition to discussing the range of global entrepreneurial situations, student groups pick one particular market opportunity on which to focus and develop an outline business plan. Classroom interactions based primarily on case studies.

15.396 Special Seminar in Entrepreneurship

Opportunity for group study by graduate stu­dents on current topics related to entrepreneur­ship not otherwise included in the curriculum.

15.397 Special Seminar in Entrepreneurship

Opportunity for individual or group study by graduate students on current topics related to high tech entrepreneurship not otherwise included in the curriculum.

15.398 Entrepreneurs in Innovation: Information Technology, Energy, Biotechnology and Communications

Introduction to leaders in the fields of infor­mation technology, energy, biotechnology, and communications. Guest lectures by CEOs of some of the world’s most well-known and respected high technology companies. Each speaker has tremendous experience in their re­spective industry, learning from both successes and failures. Students can benefit from this experience by interacting with the speakers both in a class setting and through dinners each week before class. Each visiting CEO will dine with a different subset of the students enrolled.

15.399 Entrepreneurship Lab

15.401 Finance Theory I

Core theory of modern financial economics and financial management, concentrating on capital markets and investments. Required for most finance electives and for the Financial Management and Financial Engineering tracks. Topics: functions of capital markets and financial intermediaries; fixed income investments; diversification and portfolio selection; valuation theory and equilibrium pricing of risky assets; the theory of efficient markets; and an introduc­tion to derivatives.

15.402 Finance Theory II

Continuation of Finance Theory I, concentrating on corporate financial management. Topics: capital investment decisions; security issues; dividend policy; optimal capital structure; hedg­ing and risk management; futures markets and real options analysis.

15.407 Finance Theory

Core theory of capital markets and corporate finance. Topics: functions and operations of capital markets, analysis of consumption-in­vestment decisions of investors, diversification and portfolio selection, valuation theory and equilibrium pricing of risky assets, theory of efficient markets, and investment and financ­ing decisions of firms. Theoretical foundation for further study and practical applications. For Financial Technology Option students or by permission of instructor.

15.408 Quantitative Investment Management

Subject covers the most important innovations in investment technology within an integrative framework in which individual financial plan­ning, corporate financial strategy, risk manage­ment, investment management, and proprietary trading can be analyzed quantitatively and implemented efficiently. Each topic is motivated by specific industry-driven issues in the invest­ment process, and lectures, problem sets, and group projects develop in detail the key analyti­cal tools that comprise modern investment tech­nology, including: static and dynamic portfolio optimization; Monte Carlo simulation; and financial econometrics. Each of these techniques is covered in some depth, but the emphasis is on financial applications, not on methodology. For Financial Technology Option students or by permission of instructor.

15.416 J Introduction to Financial Economics

Foundations of modern financial economics; in­dividuals’ consumption and portfolio decisions under uncertainty; valuation of financial securi­ties. Topics include: expected utility theory; stochastic dominance; mutual fund separation; portfolio frontiers; capital asset pricing model; arbitrage pricing theory; Arrow-Debreu econo­mies; consumption and portfolio decisions; spanning; options; market imperfections; no trade theorems; rational expectations; financial signaling. Primarily for doctoral students in ac­counting, economics, and finance.

15.426 J Real Estate Finance and Investment

15.427 J Real Estate Finance & Investment II: Macro-Level Analyses and Advanced Topics

15.431 Entrepreneurial Finance

Examines the elements of entrepreneurial finance, focusing on technology-based start-up ventures, and the early stages of company development. Addresses key questions which challenge all entrepreneurs: how much money can and should be raised; when should it be raised and from whom; what is a reasonable valuation of the company; and how funding, em­ployment contracts and exit decisions should be structured. Aims to prepare students for these decisions, both as entrepreneurs and venture capitalists. In-depth analysis of the structure of the private equity industry.

15.433 Investments

Financial theory and empirical evidence for making investment decisions. Topics include: portfolio theory; equilibrium models of security prices (including the capital asset pricing model and the arbitrage pricing theory); the empirical behavior of security prices; market efficiency; performance evaluation; and behavioral finance. Enrollment priority is given to Course 15 stu­dents.

15.434 Advanced Corporate Finance

Advanced topics in corporate finance including complex valuations, static and dynamic capital structure, risk management, and real options. Subject considers the asymmetric information and incentive problems, security design, restruc­turing, bankruptcy, and corporate control and governance issues.

15.437 Options and Futures Markets

Examines the economic role of options and futures markets. Topics: determinants of forward and futures prices, hedging and synthetic asset creation with futures, uses of options in invest­ment strategies, relation between puts and calls, option valuation using binomial trees and Monte Carlo simulation, implied binomial trees, advanced hedging techniques, exotic options, applications to corporate securities and other financial instruments.

15.440 J Advanced Financial Economics I

Covers advanced topics in the theory of finan­cial markets with a focus on continuous time models. Topics include: multiperiod securities markets and martingales; pricing of contingent securities such as options; optimal consump­tion and portfolio problems of an individual; dynamic equilibrium theory and the Intertempo­ral Capital Asset Pricing Model; term structure of interest rates; and equilibrium with asymmetric information, transaction costs, and borrowing constraints. Primarily for doctoral students in accounting, economics, and finance.

15.441 J Advanced Financial Economics II

Surveys selected topics in current advanced research in corporate finance. Theoretical and empirical analyses of corporate financing and investment decisions. Some background in information economics and game theory is use­ful. Primarily for doctoral students in accounting, economics, and finance.

15.442 J Advanced Financial Economics III

Recent empirical methods in finance, including: the estimation and testing of market efficiency; the random walk hypothesis; the CAPM/APT; various term structure models; option pricing theories; and market microstructures; per­formance evaluation; bond rating and default analysis; event study methodology; continu­ous-time econometrics; and general time series methods. An empirical term project is required. Some econometric background and rudimentary computer programming skills are assumed. Primarily for doctoral students in finance, ac­counting, and economics.

15.451 Proseminar in Financial Engineering

Seminar provides students a unique opportunity to tackle original research problems in financial engineering that have been posed by leading experts from the financial community. Students are assigned to teams and each team is as­signed one such problem. The team’s solution is then presented at a seminar which is open to the entire MIT community.

15.452 Proseminar in Financial Management

15.515 Financial Accounting

An intensive introduction to the preparation and interpretation of financial information. Adopts a decision-maker perspective on accounting by emphasizing the relation between account­ing data and the underlying economic events generating them. Class sessions are a mixture of lecture and case discussion. Assignments include textbook problems, analysis of financial statements, and cases. Restricted to first-year Sloan Master’s students.

15.518 Taxes and Business Strategy

Subject provides a conceptual framework for thinking about taxes. Applications covered include mergers and acquisitions, tax arbitrage strategies, business entity choice, executive compensation, multi-national tax planning, and others. Aimed at investment bankers and consultants who need to understand how taxes affect the structure of deals; managers and analysts who need to understand how firms strategically respond to taxes; and entrepre­neurs who want to structure their finances in a tax-advantaged manner.

15.521 Management Accounting and Control

Examines management accounting and related analytical methodologies for decision making and control in profit-directed organizations. Product costing, budgetary control systems, and performance evaluation systems for planning, coordinating, and monitoring the performance of a business. Defines principles of measurement and develops framework for assessing behav­ioral dimensions of control systems; impact of different managerial styles on motivation and performance in an organization.

15.522 Security Design and Corporate Financing

Examines how corporations choose securities and markets to finance themselves. These are decisions which the firm must make after it has determined its financial policies including capital structure and dividend policy. Subject discusses recent trends in corporate financing including globalization, secularization, and transformation. Explores new securities and in­stitutional factors, particularly tax and account­ing factors that affect their design.

15.535 Business Analysis Using Financial Statements

Presents a framework for business analysis and provides students with tools for financial state­ment analysis, including strategic, accounting, financial, and prospective analysis. Concepts are then applied to a number of decision-making contexts, such as credit analysis, investor com­munications, merger analysis, financial policy decisions, and securities analysis.

15.539 Doctoral Seminar in Accounting

Designed primarily for doctoral students in ac­counting and related fields. The reading list con­sists of accounting research papers. Objective is to introduce research topics, methodologies, and developments in accounting.

15.545 Mergers and Acquisitions: The Market for Corporate Control

15.561 Information Technology Essentials

Subject covers technology concepts and trends underlying current and future developments in information technology, and fundamental prin­ciples for the effective use of computer-based information systems. Special emphasis on networks and distributed computing, including the web. Other topics include: hardware and operating systems, software development tools and processes, relational databases, security and cryptography, enterprise applications and business process redesign, and electronic com­merce. Hands-on exposure to web, database, and graphical user interface (GUI) tools. Primar­ily for Sloan master’s students.

15.564 IT Essentials II: Advanced Technologies for Digital Business in the Knowledge Economy

Advanced information technologies for digital business in the era of the knowledge economy, combining depth and breadth. Particular technologies, their central underlying concepts, and discussion of their functional applications. Technologies emphasis on second generation of fundamental Web technologies, including XML, services, and automated knowledge bases such as semantic web. Applications emphasis is on intra- and inter- enterprise business process automation across numerous areas of business and management, including B2B, supply chain, finance, marketing, and customer/partner rela­tionships. Considers strategic impacts, industry standards, and entrepreneurial opportunities. Draws upon artificial intelligence and distributed systems theory. Second-term half subject.

15.565 J Integrating Information Systems: Technical, Strategic, and Organizational Factors

Emphasis on modern communications and Internet technologies and database and web technologies, and their role in supporting the integration of information systems. Presents frameworks for understanding integrating concepts and the strategic and organizational factors impacting success of IT in business. Issues addressed include technical factors: local-area, wide-area, and Internet communica­tions networks, distributed databases, data extraction from web sites, semantic web, seman­tic reconciliation among heterogeneous sources; strategic factors: globalization and integration of information, competitive forces, interlinked value chains; organizational factors: loosely cou­pled organizations, development of standards, motivating strategic alliances.

15.566 Information Technology as an Integrating Force in Manufacturing

Focus on the key role that information technol­ogy plays in enabling integration of business process and organizations, especially in manufacturing. Topics include: trends in core technologies, including computer hardware, software, communications, and networks; the development and evolution of the internet and web including XML, services, and knowledge bases; reinventing business processes and sup­ply chain management; electronic commerce, enterprise application integration, and B2B; new technology-enabled forms of working and orga­nizing; and strategic impacts including business models, standards, and partnering. Second-half term subject.

15.567 Fundamentals of Digital Business Strategy

Fundamentals of digital business strategy with an emphasis on Internet technology and its use in business and commerce. Economics of digital goods, including text, music, software, video and other types of content. Pricing, bundling, subscription and advertising-based models. Software agents, auctions, and implications for consumer search and competition. Personaliza­tion, security, encryption and targeted com­munications. Privacy and intellectual property. Principles of information-based organization and e-business. Tools and techniques for man­aging business transformation. Guest speakers, lecture, cases, and projects.

15.569 Organizations as Enacted Systems: Learning, Knowing, and Change

Structured around a core of fundamental concepts concerning how people view organiza­tions, and the application of these concepts to basic domains of action crucial for contemporary businesses: sense-making, learning, knowing, and change. Views organizations as enacted systems, wherein humans are continually shap­ing the structures that influence their action in turn. Subject is a reflective practicum, weaving theory, group exercises, and case studies. Learning occurs through active participation in workshops, class sessions, exercises, group projects, and reflection assignments.

15.571 Generating Business Value from IT

Provides concepts, frameworks, practice and evi­dence to help managers generate business value from information technology in their enterprises. Takes the strategic perspective of the general manager and studies how leading firms get more value from their IT investments. Focuses on the business value that can be achieved rather than the details of the technology. Topics include: business models; IT portfolios; IT investment and justification; business strategy and IT align­ment; IT infrastructure; IT architecture and IT governance. Draws heavily on research and case studies from MIT Sloan Center for Information Systems Research (CISR). Restricted to graduate students.

15.575 Research Seminar in Information Technology and Organizations: Economic Perspectives

Builds upon relevant economic theories and methodologies to analyze the changes in organization and markets enabled by Informa­tion Technology, especially the internet. Typical perspectives examined include industrial orga­nization and competitive behavior, price theory, information economics, intangible asset valu­ation, consumer behavior, search and choice, auctions and mechanism design, transactions cost economics and incomplete contracts theory, and design of empirical studies. Extensive read­ing and discussion of research literature aimed at exploring the application of these theories to business issues and challenges raised by the internet and related technologies. Primarily for doctoral students. Offered every third year.

15.576 Research Seminar in Information Technology and Organizations: Social Perspectives

Examines the assumptions, concepts, theories, and methodologies that inform research into the behavioral aspects of information technology. Extensive reading and discussion of research literature aimed at exploring micro, group, and macro level social phenomena surrounding the development, implementation, use and implica­tions of information technology in organizations. Primarily for doctoral students. Alternate years.

15.578 Global Information Systems: Communications and Connectivity among Information Systems

Explores critical issues of communications and connectivity among global and internet-based information systems from strategic, organiza­tional, and technical perspectives. Strategic connectivity: globalization and integration of information, competitive forces, interlinked value chains. Physical connectivity: protocols and technologies of local-area and wide-area, and internet communications networks. Logical connectivity: distributed databases, data extrac­tion from web sites, semantic reconciliation among heterogeneous sources. Organizational connectivity: loosely coupled organizations, development of standards, motivating strategic alliances.

15.597 Information Technology and Digital Transformation Proseminar

Seminar presents a framework and cases and consists mostly of speakers who are Chief Execu­tive Officers, Chief Information Officers, and consultants. The purpose is to enrich student understanding of the world of information technology use and management, particularly as it affects the transformation to digital business with concomitant radical change in operations and strategy. CEOs are drawn from companies which are heavily digital or providing technology as vendors. Consultant presenters are focused on the use of IT in business transformation or advising top management on IT and digital business issues. Class interaction with the speakers, including follow-up communications, is encouraged.

15.598 Information Technology and Digital Transformation Proseminar

Field research work on issues involving the use of information technology (IT) and the trans­formation of business to digital dependency. Student teams focus on an issue presented by a business organization. Research on the issue results in a presentation and report made to representatives of the organization. Examples include assessment of business strategy for a digital technology company, review of best practices in IT, due diligence prior to merger and acquisition for a global financial services firm, IT enablement of virtual team meetings, exploratory survey of whether IT is becoming a commodity, and application to a firm of research questions from a survey on IT governance con­ducted previously by the MIT Sloan Center for Information Systems Research.

15.599 Workshop in Information Technology

Presentations by faculty, doctoral students, and guest speakers of ongoing research relating to current issues in Information Technology, as well as discussions of key research papers in the field. Specific topics determined by the interest of participants and by new and important direc­tions in Information Technology. Background readings and active participation by students expected. Primarily for doctoral students.

15.615 Law for the Entrepreneur and Manager

Broad gauges introduction to business law covering the major law sensitive issues arising in the building and financing of new ventures, and the management of mature companies. Organiz­ing a new company; venture capital; contracts; liability; employment; intellectual property; public offerings and running a public company; antitrust; regulatory compliance and business crime; taking a business international; selling a business; bankruptcy and reorganization; and business disputes. Focuses on US law but frequent comparisons made to other systems.

15.616 Innovative Businesses and Breakthrough Technologies—The Legal Issues(New)

An introduction to business law which touches upon most of the topics in 15.615 but puts primary emphasis on intellectual property protection and law-sensitive aspects of IP strate­gies; the legal framework of research, licensing, and the commercialization of new technologies in entrepreneurial and other settings; and the li­ability and regulatory implications of innovative business models and new products. Examples from many industries, but with special emphasis on health sciences hi-tech.

15.617 The Law of Corporate Finance and Financial Markets(New)

An introduction to business law which touches upon most of the topics in 15.615 but puts pri­mary emphasis on the law of finance, including law-sensitive aspects of M&A transactions, na­tional and international financial and securities markets, venture capital and private equity, the financial structure of the corporation and other business entities, antitrust, bankruptcy and re­organization, the regulation of financial service providers, and the regulatory and liability risks associated with innovative financial products and services.

15.628 Patents, Copyrights, and the Law of Intellectual Property

Introductory examination of the US law of intel­lectual property, with emphasis on patents and copyrights, and a brief look at trademarks, trade secrets, and license agreements. Comparisons made with regard to what can and cannot be pro­tected, what rights the owner does and does not obtain, and how these rights come into being. Issues relating particularly to new information technologies highlighted. Assignments include case and statutory readings, written prepara­tory exercises, and student case presentations. Regular attendance required. No listeners.

15.635 Law and International Business

Designed to prepare managers to better exercise judgment in the many crucial law-sensitive decisions facing multinational corporations and other companies involved in transnational ventures or markets. Protecting and licensing in­tellectual property. Contracts and joint ventures. M&A. International securities markets. Employ­ment law. Products liability. Fair competition. Business disputes. The GATT/WTO.

15.655 J Law, Technology, and Public Policy

15.657 J Sustainability, Trade, and the Environment

15.658 J Legal Issues in the Development Process

15.660 Strategic Human Resource Management

Design and execution of human resource man­agement strategies. Two central themes: how to think systematically and strategically about as­pects of managing the organization’s human as­sets, and what really needs to be done to imple­ment these policies and to achieve competitive advantage. Adopts the perspective of a general manager and addresses human resource topics (including reward systems, performance man­agement, high-performance human resource systems, training and development, recruitment, retention, equal employment opportunity laws, work-force diversity, and union-management relationships) from a strategic perspective.

15.665 Power and Negotiation

Provides understanding of the theory and processes of negotiation as practiced in a variety of settings. Designed for relevance to the broad spectrum of bargaining problems faced by the manager and professional. Allows students an opportunity to develop negotiation skills experi­entially and to understand negotiation in useful analytical frameworks. Emphasizes simulations, exercises, role playing, and cases.

15.667 Negotiation and Conflict Management

Presents negotiation theory — strategies and styles — within an employment context. Special emphasis on sources of power in negotiation. Covers conflict management as a first party and as a third party (third-party skills include helping others deal directly with their conflicts, media­tion, investigation, arbitration, and helping the system itself to change as a result of a dispute). Special cases include abrasiveness, danger­ousness, racism, sexism, whistleblowing, and ethics. Simulations of difficult situations such as cross-cultural mentoring and an emergency. One double class. Requires a commitment to attend all classes.

15.676 Work, Employment, and Industrial Relations Theory

Historical evolution and assessment of different theories and disciplinary perspectives used in research on work, employment, and industrial relations. Introduces doctoral students to the field and explores where their research interests fit within the broader field. First part compares the normative assumptions, theories, and methodologies used by economists, historians, sociologists, psychologists, political scientists, and legal scholars from the latter nineteenth century to the present. Final portion explores strategies for advancing research on topics of current interest to participants.

15.677 J Urban Labor Markets and Employment Policy

Subject discusses the broader trends in the labor market, how urban labor markets function, public and private training policy, other labor market programs, the link between labor market policy and economic development, and the organization of work within firms.

15.678 J Political Economy I: Theories of the State and the Economy

15.691 Research Seminar in Industrial Relations

Discusses important areas for research in indus­trial relations; frameworks for research, research techniques, and methodological problems. Centered mainly on staff research and the thesis research of advanced graduate students and invited guests.

15.698 Special Seminar in Industrial Relations and Human Resource Management

15.760 Introduction to Operations Management

Introduces students to problems and analysis related to the design, planning, control and improvement of manufacturing and service operations. Includes process analysis, project analysis, materials management, production planning and scheduling, quality management, supply chain design and coordination, reengi­neering, design for manufacturing, capacity and facilities planning, and operations strategy. Pri­marily for graduate students in Sloan School of Management. Course 15 undergraduates must have 6.041, 15.053 and 15.501 as prerequi­sites. 15.760 primarily for graduate students in Sloan School of Management.

15.762 J Supply Chain Planning

Focuses on effective supply chain strategies for companies that operate globally, with emphasis on how to plan and integrate supply chain com­ponents into a coordinated system. Students exposed to concepts and models important in supply chain planning with emphasis on key tradeoffs and phenomena. Introduces and utilizes key tactics such as risk pooling and in­ventory placement, integrated planning and col­laboration, and information sharing. Lectures, computer exercises, and case discussions in­troduce various models and methods for supply chain analysis and optimization. Recommended for Operations Management concentrators. First half-term subject.

15.763 J Manufacturing System and Supply Chain Design

Focuses on decision making for system design, as it arises in manufacturing systems and supply chains. Students exposed to frameworks and models for structuring the key issues and trade-offs. Presents and discusses new opportunities, issues and concepts introduced by the internet and e-commerce. Introduces various models, methods and software tools for logistics network design, capacity planning and flexibility, make-buy, and integration with product develop­ment. Industry applications and cases illustrate concepts and challenges. Recommended for Operations Management concentrators. Second half-term subject.

15.764 The Theory of Operations Management

Focus on theoretical work for studying opera­tions planning and control problems. Topics vary from year to year, and include supply chain de­sign and coordination, logistic and distribution systems, make-to-order systems, call centers and service operations, procurement, pricing, revenue management, the sales/production interface, inventory theory, flexible manufactur­ing systems.

15.765 J International Logistics

An overview of globalization and the interna­tional environment. The international marketing and supply chain interface; the international finance and supply chain interface; global strat­egy for logistics and supply chain management; global supply chain models; role of government intervention and regulations (including border crossings, local content laws, etc.); the role of ports and airports in international product movements; the economics of international air and ocean carriers; and the forwarding industry. Half-term subject offered in the first half of the term.

15.766 Process Management and Quality

Teaches broad management skills and concepts for improving processes and quality in any environment. Subject includes management strategy, outlook, commitment, and methods that are applicable in any culture. Includes tools and approaches for quality management, prob­lem-solving, and improvement activities through lectures, readings, applications (including writ­ten reports), and participation in a workshop.

15.768 Management of Services: Concepts, Design, and Delivery

Explores the difference between service and manufacturing operations, and the degree of distinct management skills and tools required. Based on lectures, cases selected from a variety of service operations with a particular inter­est on service business models (both online and offline) and their evolution or reinvention, readings, and on a service business simulation. Focuses on job opportunities in the service sec­tor. Guest speakers present their experiences on various aspects of the service industry.

15.769 Operations Strategy

Provides unifying framework for analyzing strategic issues in operations and manufactur­ing companies. Analyzes relationships between manufacturing companies and their suppliers, customers, and competitors. Also covers deci­sions in technology, facilities, vertical integra­tion, human resources and other strategic areas. Explores means of competition such as cost, quality, and innovativeness as well as emerging topics such as outsourcing, globalization, and the effects of the internet.

15.770 J Logistics Systems

Introduction to supply chain management from both analytical and practical perspectives. Stressing a unified approach, the course allows the student to develop a framework for making intelligent decisions within the supply chain. Key logistics functions are covered to include de­mand planning, procurement, inventory theory and control, transportation planning and execu­tion, reverse logistics, and flexible contracting. Concepts explored include postponement, port­folio management, dual sourcing, and others. Emphasis is placed on being able to recognize and manage risk, analyze various tradeoffs, and model logistics systems.

15.771 J Case Studies in Logistics and Supply Chain Management

A combination of lectures and cases covering the strategic, management, and operating issues in contemporary logistics and integrated supply chain management. Includes: logistics strategy; supply chain restructuring and change manage­ment; and distribution, customer service, and inventory policy.

15.778 Management of Supply Networks for Products and Services

Organizational, strategic and operational aspects of managing Supply Networks (SNs) from domestic and international perspectives. Alternative SN structures, strategic alliances, design of delivery systems and the role of third party logistics providers. Many of the activities exchanged among enterprises in a SN are of a service nature, and the final output is often a combination of tangible products and services which the end-customer purchases. Series of concepts, frameworks and analytic tools to better understand the management of service operations. Guest speakers share their experi­ences in managing SNs and services. Restricted to MIT Sloan Fellows in Innovation and Global Leadership.

15.783 J Product Design and Development

Covers modern tools and methods for product design and development. The cornerstone is a project in which teams of management, engineering, and industrial design students conceive, design, and prototype a physical prod­uct. Class sessions employ cases and hands-on exercises to reinforce the key ideas. Topics include: product planning, identifying customer needs, concept generation, product architecture, industrial design, concept design, and design-for-manufacturing.

15.792 J Proseminar in Manufacturing

Provides an integrative forum for operations and manufacturing students and is the focus for proj­ects in leadership, service, and improvement. Covers a set of integrative manufacturing topics or issues such as leadership and related topics, and includes presentations by guest speakers such as senior level managers of manufactur­ing companies. Subject is largely managed by students. Primarily for LFM Fellows and Masters students interested in focusing in operations and manufacturings.

15.794 Research Project in Manufacturing

A special projects subject designed for Leaders for Manufacturing (LFM) students in conjunction with on-site projects at LFM partner companies. Student teams work on faculty-supervised thesis research projects that deal with a specific aspect of manufacturing. Students required to summa­rize their work in the context of understanding organization, leadership, teamwork, and task management in conjunction with 15.317.

15.795 Seminar in Operations Management

Topics vary from year to year. Typical examples from past years: manufacturing strategy, tech­nology supply chains.

15.799 Workshop in Operations Management

15.810 Marketing Management

Analyzes marketing problems through the lens of an analytical framework. Subject has both tactical and strategic portions. Tactical portion reviews methods firms use to optimize profits in markets they choose to target. Topics include pricing, promotion, distribution and product issues as well as how to gather customer input and differentiate yourself from competitors. Strategic portion focuses on identifying market­ing competencies and using these competencies to identify target markets and set marketing strategy. Explores theory and practice using lectures, cases, discussions, and readings.

15.821 Listening to the Customer

Introduction to “soft” consumer research meth­ods, useful for getting quick customer input into decisions on product design and development, strategic positioning, advertising, and brand­ing. Covers interview techniques, observational methods, Voice of the Customer, focus groups, and analyses suitable for qualitative data. Introduces new information-gathering methods in development at MIT.

15.822 Strategic Market Measurement

Project subject teaches students how to cre­ate, carry out, interpret, and analyze a market research questionnaire. Emphasis on discover­ing market structure and segmentation, but students can pursue other project applications. Includes a user-oriented treatment of multivari­ate analysis (factor analysis, multidimensional scaling, conjoint and cluster analysis).

15.828 New Product Development

Practical introduction to the process of design­ing and marketing new products. Covers the ma­jor phases of product development: opportunity identification (customer input, generating ideas, market definition), product design and position­ing, pre-market testing and forecasting, launch marketing, and managing the life cycle. Presents proven techniques, but emphasizes state of the art methods like “listening in”, virtual customer, information acceleration, and trust based marketing. Group project allows students to apply lessons to the design and marketing of a hydrogen fueled vehicle. First half-term subject.

15.834 Marketing Strategy

Introduces tools from strategy and economics to look systematically at marketing strategy. Topics include how to find profit opportunities, how to create competitive advantage, and how to chal­lenge competitive advantage. Taught as a mix of cases and lectures.

15.835 Entrepreneurial Marketing

The primary objective is to teach students to do rigorous, explicit, customer-based market­ing analysis which is most appropriate for new ventures. Explicit analysis of customers and potential customers, using available data, together with explicit and sensible additional assumptions about customer needs and behav­ior. Additional objectives are to teach students about ways to implement marketing strategies when resources are very limited, and common deficiencies in marketing by entrepreneurial organizations.

15.836 New Product and Venture Development Proseminar

Provides an overview and feel for what is involved in new product development within a larger organization, as well as in start-up firms. The key question is: how does an idea or an invention become a successful innovation in the marketplace? Seminar features a series of speakers who focus on specific aspects of this process, from topics such as “the fuzzy front end” that seed teams face, championing an idea through an organization, keeping an entrepre­neurial spirit alive, growing pains, designing the business plan, meeting communications challenges, and using creative marketing tech­niques.

15.838 Research Seminar in Marketing

Seminar on current marketing literature and cur­rent research interests of faculty and students. Topics such as marketing models, consumer behavior, competitive strategy, marketing experimentation, and game theory. Restricted to doctoral students.

15.839 Workshop in Marketing

Presentations by faculty, doctoral students, and guest speakers of ongoing research relating to current issues in marketing. Topics: reports of research projects (proposed or in progress) and informal discussions of recent literature dealing with subjects of special interest to participants. Restricted to doctoral students.

15.844 Applied Individual Psychology(New)

Psychological research reveals much about how individuals work, ranging from the most basic functions of perception and memory, to high level cognition and all the way to motivation and decision making. Introduces these concepts with an eye toward application of these basic prin­ciples into consumer and managerial settings.

15.846 Advertising and Branding(New)

Covers elemental decisions about message design given different managerial objectives. Investigates the role of advertising in one particularly important objective, brand-building. Using a discussion of current marketing re­search, focuses on the importance of consumer perception in advertising/branding efficacy and integrated marketing communications (IMC) as an emerging goal in advertising efforts. Topics include “Smoky Signals,” “Sticky Brands,” and “The Medium/Content Interaction.” Explores theory and practice using lectures, discussions, and readings.

15.847 Consumer Behavior(New)

Investigates the psychological side of the marketplace to better understand the why behind the buy. Samples the diverse domain of consumer behavior research and uncovers the most recent insights for business practice. Relates personal experience with real market­ing/product decisions to the tenets of consumer psychology studied. Topics include “The Unstop­pable Automaticity of Perception,” “Consumer Decision Rules Gone Bad,” and “How Consumers (dis)Adopt Innovations.”

15.848 Marketing Models(New)

15.871 Introduction to System Dynamics

Studies why so many business strategies fail. Full-term introduction to system dynamics mod­eling applied to corporate strategy. Uses simula­tion models, management “flight simulators,” and case studies to develop conceptual and modeling skills for the design and management of high-performance organizations in a dynamic world. Case studies of successful applications of system dynamics in growth strategy, manage­ment of technology, operations, project manage­ment, and others. Principles for effective use of modeling in the real world. Prerequisite for further work in the field.

15.875 Applications of System Dynamics

15.900 Strategic Management

Explores a wide range of strategic problems, fo­cusing particularly on the sources of competitive advantage and the interaction between industry structure and organizational capabilities. Introduces a wide variety of modern strategy frameworks and methodologies. Builds upon and integrates material from core topics such as economics, organizational processes, and marketing. Restricted to first-year MBAs.

15.903 Corporate Strategy and Extended Enterprises

How managers build and manage complex orga­nizations to achieve strategic goals. Develops theoretical frameworks that build on 15.010, 15.311, and 15.900, and applies these frame­works to corporate strategy (i.e., the design and management of the multi-business firm) and extended enterprises (i.e., the design and man­agement of multi-firm structures such as supply chains, alliances, joint ventures, and networks). Half term subject.

15.912 Technology Strategy

Outlines tools for formulating and evaluating technology strategy, including an introduction to the economics of technical change, models of technological evolution, and models of organiza­tional dynamics and innovation. Topics covered include: making money from innovation; com­petition between technologies and the selection of standards; optimal licensing policies; joint ventures; organization of R&D; and theories of diffusion and adoption. Taught using a combina­tion of readings and case studies.

15.928 Strategic Management and Consulting Proseminar: Current Strategic Challenges for Global Enterprises

Broad exposure to business matters that af­fect strategic management and the consulting industry. Themes based on annual surveys of 100+ top executives in the US and abroad and address the primary challenges managers face today. Distinguished executives from globally operating enterprises outline their first-hand view on these issues. Faculty provides con­tinuous input to subjects being discussed and assists students with their involvement in class briefings and debriefings to assure continuity of the learning process.

15.929 Strategic Management & Consulting Proseminar: Practical Applications

Hands-on experience with strategic analysis and implementation through a semester-long strategic consulting project. MBA students work in teams as strategic consultants with a par­ticipating company on a real strategic business issue. Projects consist of teams of four students, formed for the purpose of collaborating with a corporate sponsor in a strategy engagement. Subject devotes most time to working with the corporate sponsor to solve specific business issues, but also provides instruction in practical methodologies to use in the strategy consulting engagements. Faculty provide continuous sup­port to facilitate the progress of the consulting engagements.

15.941 Leadership in Real Estate

Provides students with the concepts and tools to craft, articulate and refine a “leadership point of view.” Through self-assessments, discus­sion and feedback, students learn about their readiness to lead, leadership style, learning preferences, creative potential, and presentation skills. Students have conversations with leaders in the industry, and use concepts and frame­works to analyze and learn their “leadership points of view.” At the conclusion of the subject, students have a deeper understanding of leader­ship; a better understanding of themselves and their authentic leadership style; a plan to continue developing their leadership capabili­ties and a “leadership point of view.”

15.943 Explaining Heterogeneity in Firm Performance

Focuses attention on the sources of heterogene­ity in firm performance. Most research in eco­nomics, particularly in industrial organization theory, assumes that firms are homogeneous in terms of knowledge, production structure, and factor price environment. Research in the tradition of strategic management, in contrast, focuses attention on heterogeneity across firms as the primary driver of the nature of competi­tion and of the sources of firm performance. Subject introduces doctoral students in strategic management and economics to the evidence for persistent heterogeneity. Restricted to doctoral students.

15.944 The Economic and Strategic Analysis of Technology Intensive Industries

15.943 and 15.944 can be taken independently, but are designed to be taken together. 15.944 introduces doctoral students to the extensive literature in the strategic and economic analysis of technology intensive industries. While it includes a significant proportion of the material that would be typically included in a subject on the economics of technological change, it differs by being significantly more focused on the ques­tion of how technological change and innovation both creates and is a response to heterogene­ity among firms, a concern shared across the subjects in the sequence. Restricted to doctoral students.