22-Sep 23-Sep 24-Sep 25-Sep 26-Sep 27-SepMon Tue Wed Thu Fri Sat

*Class 1 0830-1000 BL NS BL NS MBA

7 7 8 8 6** ** ** **

*

Class 2 1030-1200 MFI CBMR MFI CBMR MBA7 7 8 8 7

** ** ** **

*Class 3 1230-1400 SFM SCRM SFM CBMR MBA

7 7 8 9 8

*Class 4 1500-1630 CG INV CG INV MBA

7 7 8 8 9** ** ** **

* *Class 5 1715-1845 PM PM Session with MBA

7 8 the Programme 10** ** Director

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.

3. BL WAC is due on Sunday, September 28.

* Follow the timings given on the inner pages for Friday, September 26.

** This depicts classes of undergraduate courses. For Schedule, please turn over leaf.

MBA Class of 2015, Semester IIIAWeekly Class Schedule

Auditorium A-203

FOR THE WEEK OF SEPTEMBER 22 TO SEPTEMBER 26, 2014

Code Units Course Title Instructor

BL 0.5 Business Law Walid IqbalCBMR 1 Consumer Behavior and Market Research (Semester IIIA & IIIB) Farrah Arif

CG 0.5 Corporate Governance Khalid Mirza

INV 0.5 Investments Fazal Jawad Sayyed

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

NS 0.5 Negotiation Skills Ghufran AhmadPM 0.5 Project Management Zehra Waheed

SFM 0.5 Sales Force Management M Luqman Awan

SCRM 1 Supply Chain and Retail Management (Semester III A & III B) Arif Iqbal Rana/M Naiman Jalil

MBA 2 MBA Project (core) Hassan Rauf

Course Code Course Title Instructor Time Day(s)*ANTH 320 Sec A Qualitative Research Methods Sadaf Ahmad/Ali Khan 08:00 AM-09:50 AM MON/WEDANTH 320 Sec B Qualitative Research Methods Sadaf Ahmad/Ali Khan 08:00 AM-09:50 AM TUE/THUMGMT 382 Sec 1 Social Entrepreneurship Zehra Hyder Ali, Jameel Goheer 09:30 AM-10:45 AM TUE/THUPOL 324 Sec 1 Marxism and the Modern World Taimur Rahman 04:00 PM-05:50 PM MON/WEDPOL 343 Sec 1 Economics, Politics and Ideas in the Middle East and North Africa Kiren Aziz Chaudhry 10:00 AM-11:50 AM WED/FRIPOL 345 Sec 1 Political Economies of Development Kiren Aziz Chaudhry 02:00 PM-03:50 PM TUE/THU

LIST OF UNDERGRADUATE COURSES BEING OFFERED TO MBA STUDENTS

MBA CLASS OF 2015SEMESTER IIIA (S IIIA)

LIST OF COURSES BEING OFFERED

1

SULEMAN DAWOOD SCHOOL OF BUSINESS

MBA PROGRAMME

CLASS OF 2015 AUDITORIUM A-203

SEMESTER III 2014-15(SIIIA)

Assignments for the week of September 22 to September 26, 2014 ***************************************************************************

MONDAY, SEPTEMBER 22 0830 - 1000 BUSINESS LAW WALID IQBAL

Topic: The Law of Contract (Legality of Object)

Cases

1. One Potato Thousand Potatoes

:

2. Tubco Power

Assignment: Be prepared for a class discussion. Read

1. Sections 1 to 23 of the Contract Act, 1872

:

2. Avtar Singh, Chapters 1, 2, 3, and 4

Note: Please bring your Contract Act, 1872 (Bare Act) to the class. 1000 - 1030 Tea break 1030 - 1200 MANAGEMENT OF FINANCIAL INSTITUTIONS SAMIR AHMED

Topic: Islamic Banking and Finance

Read: Introduction to Islamic Finance 1200 - 1230 Break 1230 - 1400 SALES FORCE MANAGEMENT M LUQMAN AWAN

Topic: Compensation, Recruitment Motivation, Performance Evaluation

Case: Mary Kay Cosmetics: Sales Force Incentives (A)

2

Assignment

1. Calculate the annual income of

:

a) a beauty consultant who sells an average of $150 (at wholesale value) of product per month

b) a VIP team leader with 15 recruits who average monthly personal sales of $650 and team sales of $3,200 (Assume she receives 12% commission on recruits sales)

c) a director with 50 active unit members, who averages monthly personal sales of $500, personal recruits sales of $5,000, and total unit sales of $ 9,500. Assume she recruits three new consultants every third month, which entitles her to recruiting bonus of $ 200 per quarter. (Apply a 12% commission to recruits sales and a 11% commission to total unit sales. Also add in a monthly production bonus of $700)

2. Based on these calculations, what components of the financial

incentives programme appear to be the primary motivation for the sales force?

3. Describe a typical VIP consultant in terms of

Demographics Income Management responsibilities

4. Recommend a set of changes to the VIP car program that will

improve overall sales force effectiveness at Mary Kay. Consider the motivational risks and cost effectiveness of your proposal as well as how they could be implemented. Be as specific as possible.

Read: Salesperson Compensation & Incentives

1400 - 1500 Lunch break 1500 - 1630 CORPORATE GOVERNANCE KHALID MIRZA Topic: Duty of Care Directors/Majority Shareholders Case: Corporate Responsibility in the Midst of Financial Distress 1630 - 1715 Break 1715 - 1845 PROJECT MANAGEMENT ZEHRA WAHEED

Topic: Work Breakdown Structure

Case: H.M.S. Pinafore

3

Read: Ch. 5: Work Breakdown From Huge Job to Manageable Tasks

TUESDAY, SEPTEMBER 23 0830 - 1000 NEGOTIATION SKILLS GHUFRAN AHMAD

Topic: Power Moves, Interest Based Negotiations and Issues of Trust Case: Negotiating on Thin Ice (A) Read: Barriers to Conflict Resolution 1000 - 1030 Tea break 1030 - 1200 CONSUMER BEHAVIOUR AND MARKET RESEARCH FARRAH ARIF

Topic: Statistical Techniques: Regression Case: A Comparison Between Foreign and Local Web Site Preferences:

An Indian Context Assignment: Questions are given in the case. Read: Forecasting and Regression Analysis 1200 - 1230 Break 1230 - 1400 SUPPLY CHAIN AND RETAIL MANAGEMENT M NAIMAN JALIL

Topic: Forecasting

Case: Leitax (A)

Read: Sport Obermeyer Case 1400 - 1500 Lunch break 1500 - 1630 INVESTMENTS FAZAL JAWAD SAYYED

Topic: CAPM and Multifactor Models

Case: Dimensional Fund Advisors, 2002

4

Assignment

1. What is DFAs business strategy? What do you think of the firm? Are the DFA people really believers in efficient markets?

:

2. Do the Fama-French findings make sense? Should we expect small

stocks to outperform large stocks in the future? Value stocks to outperform growth stocks?

3. Why has DFAs small stock fund performed so well?

4. Is DFAs tax-managed fund family likely to be successful, or

remain just a small niche market?

5. What should be the firms strategy going forward? Read: R&B Chapters 8 and 9

WEDNESDAY, SEPTEMBER 24 0830 - 1000 BUSINESS LAW WALID IQBAL

Topic: The Law of Contract (Legality of Object)

Case: The Market

Assignment: Be prepared for a class discussion. Read

1. Sections 24 to 30 of the Contract Act, 1872

:

2. Avtar Singh, Chapters 5, 6, and 7

Note: Please bring your copy of the Contract Act, 1872 to the class. 1000 - 1030 Tea break 1030 - 1200 MANAGEMENT OF FINANCIAL INSTITUTIONS SAMIR AHMED

Topic: Investment Banking I

Case: Investment Banking in 2008 (A): Rise and Fall of the Bear

Read: History of Investment Banking 1200 - 1230 Break

5

1230 - 1400 SALES FORCE MANAGEMENT M LUQMAN AWAN

Topic: Compensation, Recruitment Motivation, Performance evaluation

Case: EFI Inc (A) Assignment: Prepare answers for questions raised in case.

Read

1. A Radical Prescription for Sales

:

2. Motivating Sales People: What Really Works 3. Sales Force Recruitment and Selection

1400 - 1500 Lunch break 1500 - 1630 CORPORATE GOVERNANCE KHALID MIRZA Topic: Director Responsibilities Case: Corporate Governance. The Jack Wright Series # 1 Jack Wright,

Director 1630 - 1715 Break 1715 - 1845 PROJECT MANAGEMENT ZEHRA WAHEED

Topic: Timelines and Scheduling

Case: American Constructors, Inc.: World Outreach Expansion Project Read: Ch. 6: Scheduling of Work

THURSDAY, SEPTEMBER 25 0830 - 1000 NEGOTIATION SKILLS GHUFRAN AHMAD

Topic: Emotions in Negotiation Exercise: To be provided in class. 1000 - 1030 Tea break

6

1030 - 1200 CONSUMER BEHAVIOUR AND MARKET RESEARCH FARRAH ARIF

Topic: Advertising Research and Regression Analysis Case: Nopane Advertising Research Assignment: The brand manager is undertaking an experiment to

determine whether ad copy should be emotional-based or rational-based. Based on the data, what is your decision?

1200 - 1230 Break 1230 - 1400 CONSUMER BEHAVIOUR AND MARKET RESEARCH FARRAH ARIF

Topic: Factor Analysis Case: Antecedents of Trust in Online Shopping: A Study in the Indian

Context Assignment: Questions are given in the case. 1400 - 1500 Lunch break 1500 - 1630 INVESTMENTS FAZAL JAWAD SAYYED

Topic: Fundamental Analysis Industry and Company Analysis (Stock Valuation)

Case

1. Fundamental Analysis in Emerging Markets (Class Discussion)

:

2. Valuing Wal-Mart Stock Assignment

1. Assess the financial health of Wal-Mart based on the analysis of the financial statements.

: (Valuing Wal-Mart Stock)

2. Based on any additional available information assess the economic

conditions (as of the time of the case), the industry key success factors and competitive situation, and Wal-Marts strengths and weaknesses.

7

3. Develop a pro forma income statement and balance sheet for Wal-

Mart for the fiscal year ending January 31, 2006. Assume the following (in addition to information in the case): selling, general and administrative expenses at 17.3 percent of anticipated net sales; interest on debt at an average rate of 4 percent; similar number of shares outstanding as of Jan 31, 2005. State any other key assumptions. How profitable do you anticipate Wal-Mart will be? Will it need to increase its reliance on external borrowing?

4. Determine the intrinsic value of Wal-Mart (on a per share basis)

using DDM. Assess the value based on three forms of DDM: the constant growth version, an assessment based on 3-years of projected dividends and a projected stock price, and 3-stage DDM. Clearly state any assumption including an estimation of investors required return.

5. Determine the intrinsic value of Wal-Mart (on per share basis)

using the P/E approach. As part of your analysis you will need to determine an appropriate forward-looking P/E multiple. Clearly state any assumptions.

6. Based on your analysis, as Rachel Martin, what recommendation

would you make? Justify your recommendation and reconcile any differences in your valuation assessments (based on different methods).

Read: R&B Chapters 13 and 14 1630 - 1640 Break 1640 - 1740

SESSION WITH THE PROGRAMME DIRECTOR GHUFRAN AHMAD

Venue: Auditorium A-203

FRIDAY, SEPTEMBER 26 0830 - 1845 MBA PROJECT HASSAN RAUF Work on MBA Project

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