31-Aug 1-Sep 2-Sep 3-Sep 4-Sep 5-SepMon Tue Wed Thu Fri Sat

*Class 1 0830-1000 NS CBMR CG CBMR

1 1 2 2

* *Class 2 1030-1200 NS OS Session with OS

2 1 MPO 2

Class 3 1230-1400 MFI OPP MFI OPP1 1 2 2

Class 4 1500-1630 SCRM INV SCRM INV1 1 2 2

Class 5 1715-1905 SFM CG SFM1 1 2

Class 6 1900-1830

1. The soft copy of the weekly schedule is available on the main page of the LUMS website www.lums.edu.pk - Information For: Students\Schedules\MBA Schedule

2. For course titles and instructors, please turn overleaf.

* Follow the timings given on the inner pages for NS 1 & NS 2 and Session with MPO.

MBA Class of 2016, Semester IIIAWeekly Class Schedule

Auditorium A-203

FOR THE WEEK OF AUGUST 31 TO SEPTEMBER 03, 2015

Code Units Course Title Instructor

CBMR 1 Consumer Behavior and Market Research (Semester IIIA & IIIB) Farrah Arif

CG 0.5 Corporate Governance Khalid Mirza

INV 0.5 Investments Fazal Jawad Seyyed

MFI 1 Management of Financial Institutions (Semester IIIA & IIIB) Samir Ahmed

NS 0.5 Negotiation Skills Ghufran Ahmad

OS 0.5 Operations Strategy Hassan Rauf

OPP 0.5 Organisational Power and Politics Mohsin Bashir

SFM 0.5 Sales Force Management M Luqman Awan

SCRM 1 Supply Chain and Retail Management (Semester IIIA & IIIB) M Naiman Jalil

MBA 2 MBA Project Hassan Rauf

MBA CLASS OF 2016SEMESTER IIIA (S IIIA)

LIST OF COURSES BEING OFFERED

1

SULEMAN DAWOOD SCHOOL OF BUSINESS

MBA PROGRAMME

CLASS OF 2016 AUDITORIUM A-203

SEMESTER III 2015-16 (SIIIA)

Assignments for the week of August 31 to September 03, 2015 ***************************************************************************

MONDAY, AUGUST 31 0830 - 1130 NEGOTIATION SKILLS (Double Session) GHUFRAN AHMAD

Topic: Competitive Negotiation Learning Objectives: 1. How to negotiate in competitive bargaining situations 2. Understand and apply essential negotiation concepts and tools such

as BATNA, reservation price, ZOPA, sources of power 3. Understand personal negotiation style and its strengths and

weaknesses 4. Understand and anticipate the behaviour and tactics of negotiation

counterparts

Read: Distributive Negotiation: Slicing the Pie (Pgs. 31) Assignment: 1. What is effective negotiation criteria?

2. What factors determine the use of different strategies for

negotiation?

3. What are the benefits of advance preparation?

4. How one should get information?

5. How one should make an offer? How one should respond to aggressive offers and to generous offers, and make concessions?

6. When one should not negotiate?

1130 - 1230 Break

2

1230 - 1400 MANAGEMENT OF FINANCIAL INSTITUTIONS SAMIR AHMED

Topic: Functions and Goals of Financial Institutions Learning Objective: To gain an appreciation of the dynamic nature of the Financial System and the Role of various Financial Institutions

Case: Weekend That Changed Wall Street (Pgs. 13)

Assignment: 1. Why did Lehman Bros fail? What are the consequences of the

failure for the investment banking sector and the markets in a broader context?

2. What is the importance of the commercial paper market? Why did Lehman Bros failure have an impact on it?

3. What is a CDS? Why do funds invest in them? How do they create

value?

4. What is counterparty risk? How might investment in CDS lead to systemic risk?

Read: An Overview of the Financial System (Pgs. 21)

1400 - 1500 Lunch break 1500 - 1630 SUPPLY CHAIN AND RETAIL MANAGEMENT M NAIMAN JALIL

Topic: Introduction Learning Objectives: 1. Supply Chain Overview - Production, Inventory and Logistics 2. Developing Partnerships. Role of Information and People

Postponement 3. Procurement Objectives, Organising Procurement Function,

Procurement Process 4. Vendor Development and Management Case: Exel plc Supply Chain Management at Haus Mart (Pgs. 21)

1630 - 1715 Break

3

1715 - 1845 SALES FORCE MANAGEMENT M LUQMAN AWAN Topic: Selling and Sales Force Management Fundamentals Learning Objectives:

1. Characteristics of Good Salesman 2. Key Skills Require to be an Effective Sales Manager

Case: James R. Steiner (Pgs. 13) Assignment:

1. Why is James s Good salesman?

2. Should he be promoted to district sales manager?

3. What does it take to be a good manager in this company? Read:

1. Personal Selling and Sales Management (Pgs. 11) 2. What Makes a Good Salesman (Pgs. 9)

TUESDAY, SEPTEMBER 01 0830 - 1000 CONSUMER BEHAVIOR AND MARKET RESEARCH FARRAH ARIF

Topic: Segmentation and Positioning I Learning Objectives:

1. Appraise underlying decisions about market research 2. Understand the link between data driven decision making and

marketing research 3. Understand the Process of how consumer research data (Secondary

research; Survey Study, U&A Study, Cluster Analysis) can be used to develop segmentation and positioning

Case: Easypaisa Mobile Accounts The Way Forward (A) (Pgs. 25)

Assignment: 1. Why is Easypaisa Mobile Accounts (MA) not as successful as

Easypaisa OTC?

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2. Why is Easypaisa team impatient with the penetration of MAs?

3. Should we consider OTC and MA as two channels or products? 4. How would you interpret the consumer survey insights if you were

Omar Moeen Malik?

5. If you were Malik, what would you recommend for increasing the number of active Mobile Accounts?

Read: Marketing Research (Pgs. 17) 1000 - 1030 Tea break 1030 - 1200 OPERATIONS STRATEGY HASSAN RAUF

Topic: Framework of Operations Strategy Linking Business Strategy with Functional Strategies

Learning Objective: We will explore the questions of the role of technology and how one manages technology across multiple plants Case: ITT Automotive: Global Manufacturing Strategy (Pgs. 23)

Assignment:

1. What are the implications for both cost and flexibility of automation? Do you agree with the assertion made by one of the managers in the case: "If you automate, you stagnate?"

2. What are your recommendations regarding the issue of standardising process technology across all plants? Are there motives behind this proposal, other than those stated in the case?

3. As Juergen Geissinger, how would you go about implementing

your recommendation? How would you overcome resistance from the plants? As Steve Dickerson, the plant manager at Asheville, North Carolina, what line of reasoning would you use to convince senior management that full automation is the less desirable alternative?

4. As Klaus Lederer, what option would you like to see pursued?

How do various options fit into the broader corporate strategy of ITT Automotive?

5

5. When can the concept of "copy exactly" be applied to a network of plants?

Read: Process Technology, Chapter 3 (Pgs. 52) 1200 - 1230 Break 1230 - 1400 ORGANISATIONAL POWER AND POLITICS MOHSIN BASHIR

Topic: Introduction to the Role of Politics in Organisations Learning Objective: To help the students identify the placement of organisational power in contemporary management and to understand some of the traditional theories of power Case: Online Article: How to Use Anger to your Advantage http://bigthink.com/big-think-tv/how-to-use-anger-to-your-advantage

1400 - 1500 Lunch break 1500 - 1630 INVESTMENTS FAZAL JAWAD SEYYED

Topic: Investment Setting and Portfolio Management Learning Objective: Demonstrate knowledge of investment environment and risk-return relationship Case: Thomson Asset Management (Pgs. 12) Assignment: 1. What are the return and risk characteristics of the Pro Index fund,

calculate the statistics as outlined in case Exhibit 4?

2. What are the return and risk characteristics of the Pro Value fund?

3. What statistics and portfolio characteristics should TAM present, assuming different levels of investment in the Pro Value fund ($5 million, $10 million, and $15 million)?

Read: RB Chapters 1 and 3 1630 - 1715 Break

6

1715 - 1845 CORPORATE GOVERNANCE KHALID MIRZA

Topic: Code of Corporate Governance Learning Objective: Have grasped the essential provisions of Pakistans CCG and its significance as a factor contributing toward corporate efficacy/integrity and the attracting of investment

Read:

1. The Code of Corporate Governance (Pgs. 50) 2. The Code of Corporate Governance, 2002 (Pgs. 19) 3. Harmonising Code of Governance with other Laws/Regulations in

Pakistan (Pgs. 128) WEDNESDAY, SEPTEMBER 02 0830 - 1000 CORPORATE GOVERNANCE KHALID MIRZA

Topic: The US Sarbanes Oxley Act, 2002 (SOX) Learning Objective: Have understood the essential features of SOX (which constitutes a major shift in global) CG parameters, its substantive positive aspects, its significant limitations, and the major world-wide impact it has had on the global CG paradigm

Read:

1. The Sarbanes Oxley Act: Details and Evaluation (Pgs. 15) 2. Understanding the SarbanesOxley Act and its Impact (Pgs. 18) 3. The PCAOB (A) (Pgs. 16) 4. How to Keep Audit Committees in the Know (Pgs. 2)

1000 - 1030 Tea break 1030 - 1115 SESSION WITH MBA PLACEMENT OFFICE SARAH KARIM Venue: Auditorium A-203 Internship feedback session with students 1115 - 1230 Break

7

1230 - 1400 MANAGEMENT OF FINANCIAL INSTITUTIONS SAMIR AHMED

Topic: Financial System and Economic Development Learning Objective: To gain an appreciation of the key role the financial sector can play in economic development

Case: The Japanese Financial System: From Post-war to the New

Millennium (Pgs. 31) Assignment: 1. Outline the basic features of Japans financial system in the 1950s

and 1960s. What role did the system play in Japans high rate of economic growth?

2. What went wrong in the process of deregulation in the 1970s and 1980s? What has led to the declining performance of Japanese firms and banks, and indeed the Japanese economy?

3. How will the commercial banking sector in Japan evolve over the

next decade?

4. What, if anything, must change to allow the non-financial sector of Japanese business to re-emerge as a vibrant global force?

1400 - 1500 Lunch break 1500 - 1630 SUPPLY CHAIN AND RETAIL MANAGEMENT M NAIMAN JALIL

Topic: Introduction

Case: Benetton (A) (Pgs. 23) 1630 - 1715 Break 1715 - 1845 SALES FORCE MANAGEMENT M LUQMAN AWAN Topic: Selling and Sales Force Management Fundamentals Learning Objectives:

1. Sales Strategy 2. Factors Affecting Sales Management in Different Context

8

Case: Worldwide Equipment (China) Ltd: A Sales Performance Dilemma (Pgs. 19)

Assignment:

1. What are the immediate and long term issues for Frank Wang? 2. What are the core competencies that a sales force must develop in

order to win in the textile industry?

3. Is the sales management system at Worldwide Equipment effective? Is Wang a good sales manager? If you were Wang, what would you do?

Read:

1. Aspects of Sales Management an Introduction (Pgs. 16) 2. How Strategic is Your Sales Strategy (Pgs. 4)

THURSDAY, SEPTEMBER 03 0830 - 1000 CONSUMER BEHAVIOR AND MARKET RESEARCH FARRAH ARIF

Topic: Segmentation and Positioning with Cluster Analysis

Quiz1: based on the reading Learning Objective: Apply cross tabulation and cluster analysis for marketing decision-making process e.g. how to establish segments which share similar characteristics

Case: Easypaisa Mobile Accounts The Way Forward (B) (Will be given

on the first session) Assignment: To be announced later. Read:

1. Note on Cross Tabulation (Will be given on the first session) 2. Cluster Analysis for Segmentation (Pgs. 8) 3. Note on Cluster Analysis (Will be given on the first session)

1000 - 1030 Tea break

9

1030 - 1200 OPERATIONS STRATEGY HASSAN RAUF

Topic: Developing an Operations Strategy; Application of Decision Category Approach and the Capabilities Approaches

Learning Objective: We will explore the success of a growing company and how it is contemplating an acquisition in a new area. Both the concepts of capabilities and positioning can be applied to the case Case: BYD Company, Ltd. (Pgs. 24)

Assignment:

1. How would you characterise BYD's strategy? How is it different from its competitors? How could it justify entering this industry with such a strong set of competitors from Japan?

2. How consistent are its decisions among the various decision

categories?

3. What are the advantages and disadvantages of its manual processes? How might process design be different in a manual system?

4. The production process for BYD's Japanese competitors relied on

several robotic arms per line, with each arm costing RMB 800,000 (approximately US $100,000). How many workers would a robotic arm need to replace for BYD to justify its purchase?

5. Should BYD buy Qinchuan? Can the company's capabilities be

applied to automobiles? To other areas? Read: Operations-Based Strategy (Skim) (Pgs. 19) 1200 - 1230 Break 1230 - 1400 ORGANISATIONAL POWER AND POLITICS MOHSIN BASHIR

Topic: Applying Basic Concepts of Organisational Power Learning Objective: To help the students identify the placement of organisational power in contemporary management and to understand some of the traditional theories of power

Case: Zia Yusuf at SAP (Pgs. 16)

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Assignment: 1. How did Zia Yusuf become so influential in a company dominated

first by technology and then by marketing, without working in either one of these units?

2. Do you think Zia would have been as successful in another organisation? Are his abilities relevant to SAP environment and culture only?

3. What lessons are there for you, as you choose where to start your

own career, from the case of Zia Yusuf? 1400 - 1500 Lunch break 1500 - 1630 INVESTMENTS FAZAL JAWAD SEYYED

Topic: Asset Allocation Decision and Functioning of Securities Markets Learning Objectives: 1. Understand trading practices in the stock exchanges and

mechanism of buying on margin and short selling 2. Appraise the asset allocation decision in the portfolio management

process

Case: Jane Smiths Investment Decision (A) (Pgs. 4) Assignment: 1. Calculate the projected total return for portfolio A in both

nominal and real terms.

2. Critique the appropriateness for Smiths portfolio of the asset mix in A.

3. Consider portfolio B through E. Which portfolio(s) meet

Smiths return and risk objectives.

4. Which portfolio mix (B through E) would you recommend? Read: RB Chapters 2 and 4

M2016-S3aw1 Front PageList of Courses Semester IIIAM2016-S3aw1 Assignment