Weekly Class Schedule

MBA Class of 2015, Semester IVB

FOR THE WEEK OF MARCH 30 TO APRIL 02, 2015
Auditorium A-203

30-Mar
Mon

31-Mar
Tue

1-Apr
Wed

2-Apr
Thu

Class 1

0830-1000

CM
1

MCH
1

CM
2

MCH
2

Class 2

1030-1200

CS
1

DM
1
**

CS
2

DM
2
**

Class 3

1230-1400

CLP
1

Class 4

1500-1630

Class 5

1715-1845

IF
1

3-Apr
Fri

CLP
2

*
BI
1
**

IF
2

**

*
BI
2
**

**

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 BI 1 & 2.

* * This depicts classes of under gr aduate cour ses. For Schedule, please tur n over leaf.

4-Apr
Sat

MBA CLASS OF 2015

SEMESTER IVB (S IVB)
LIST OF COURSES BEING OFFERED
Code

Units

BI
CLP
CM
CS
DM
IF
MCH

0.5
0.5
0.5
0.5
0.5
0.5
0.5

Course Title

Business Intelligence
Competition Law and Policy
Channel Management
Corporate Strategy
Digital Marketing
International Finance
Leading and Managing Change
MBA Project

Instructor

Shazib E Shaikh
Khalid Mirza
M Luqman Awan
Naeem Ashraf/Zafar I Qureshi
Khawaja Zain ul Abdin
Samir Ahmed/Tanveer Shehzad
Anwar Khurshid
Hassan Rauf

LIST OF UNDERGRADUATE COURSES BEING OFFERED TO MBA STUDENTS

Course Code
PSY 321
PSY 312
CS 532
MKTG 343
PHIL 432
CS 493

Sec 1
Sec 1
Sec 1
Sec 1
Sec 1
Sec 1

Course Title
Child and Adult Development
History of Modern Psychology
Intelligent Computing
Marketing Models
Mohammed Iqbal and Charles Peirce
Technology Entreprenurship

Instructor
Uzma Mazhar
Imran Rashid
Mian Muhammad Awais
Muhammad Asim
Basit Koshul
Murad Akhtar

Time
10:00 AM-11:50 AM
02:00 PM-03:50 PM
05:00 PM-06:15 PM
02:00 PM-03:15 PM
02:00 PM-03:50 PM
05:00 PM-06:15 PM

Day(s)*
TUE/THU
TUE/THU
TUE/THU
TUE/THU
TUE/THU
TUE/THU

SULEMAN DAWOOD SCHOOL OF BUSINESS

MBA PROGRAMME
CLASS OF 2015
AUDITORIUM A-203
SEMESTER IV 2014-15 (SIVB)
Assignments for the week of March 30 to April 02, 2015
***************************************************************************
MONDAY, MARCH 30
0830 - 1000

CHANNEL MANAGEMENT
M LUQMAN AWAN

Topic: Introduction to Channel Management

Case: An Irate Distributor: The Question of Profitability
Assignment:
1.

What is the background on the retail trade in India and the situation
in which Amit Kumar has taken over his territory?

2.

How did Kumar choose the Jalgaon district of the expansion plan
in his territory?

3.

Analyse the different perspectives of Kumar (company) and

Mandore (distributor), regarding their approach to going to
market?

4.

If you were Kumar, how would you convince Mandore to put in

the required investment?

5.

Based on the information available in the case, what should

Kumars recommendations be for strengthening Sachin Agency
and for tapping into the potential of the Jalgaon district?

Read:
1.
2.
3.

1000 - 1030

Designing Channel of Distribution

Will the Real Channel Manager Please Stand-up
The Promise of Channel Stewardship-Transforming your Go to
Market Strategy

Tea break
1

1030 - 1200

CORPORATE STRATEGY
ZAFAR I QURESHI

Topic: Overview/Industry Analysis

Learning Objective: To analyse an industrys growth/change trajectories
Case: Note on the Pakistan Pharmaceutical Industry
Assignment:
1.

What factors have contributed to the growth of Pakistans Pharma

industry?

2.

Assess the determinants of governments regulatory regime in this

industry? Do you favour these? Why or why not?

3.

Does public policy facilitate or hinder the growth of this industry?

Other industries?

4.

Would you recommend investment in this industry? Why or why

not?

5.

Using the template of industry analysis (TBD in class, submit a

one-page plan outlining your recommendations for investment at
the start of the start.

Read: How Industries Change

1200 - 1230

Break

1230 - 1400

COMPETITION LAW AND POLICY

KHALID MIRZA

Topic: Concepts and Issues

Learning Objective: To provide a broad perspective and understanding of
the subject
Read: Key Concepts in Competition Law
1400 - 1500

Lunch break

1500 - 1630

INTERNATIONAL FINANCE
TANVEER SHEHZAD

Topic: Global Imbalances

Learning Objective: The objective of this session is to explore the

reasons behind global imbalances which make China a net lender and US
a net borrower
Case: Foreign Ownership of US Treasury Securities
Assignment:
1.

Why does the US attract so much investment?

2.

Why do countries hold foreign exchange reserves? What should be

the limit?

3.

How US senate can play with Chinese investor sentiments? Any

recent example?

TUESDAY, MARCH 31
0830 - 1000

LEADING AND MANAGING CHANGE

ANWAR KHURSHID

Topic: Action Planning for Personal Change

Learning Objective:
1.
2.
3.

Discuss change as a process of small, incremental steps.

Examine how ones individual behavior has consequences for
interpersonal relationships, and organisational change
See a detailed action plan for change and compare with students
own

Case: Nicholas Gray: The More Things Change

Assignment:
1.

How might Grays personal behavior affect the achievement of

organisational goals and objectives at NS?

2.

Could Grays behavior and demeanour to date be seen as

motivating?

3.

At the end of the A case, what issues does Gray face?

4.

What changes does he need to make, and if you were Gray, how
would you go about implementing those changes? Please make an
action plan for change.
a. What barriers does he face in implementing these changes?
b. How does he overcome these barriers?

Read: Leading Change

1000 - 1030

Tea break

1030 - 1200

DIGITAL MARKETING
KHAWJA ZAIN UL ABDIN

Topic: Introducing Digital Marketing Technologies: Assam Khalid BBDO IMPACT (Current Digital Media Campaign)
Learning Objective: Introduces leading Internet marketing technologies
and presents a retailer's allocation of resources among those options
Case: Online Marketing at Big Skinny
Read:
1.
2.
3.

Branding in the Digital Age: You're Spending Your Money in All

the Wrong Places
The One Thing You Must Get Right When Building a Brand
Interactive Marketing; New Channel, New Challenge

1200 - 1515

Break

1515 - 1645

BUSINESS INTELLIGENCE
SHAZIB E SHAIKH

Topic: Introduction to Managing BI Course

Learning Objective:
1.
2.

BI & Analytics Ladder

Course Outline

Case: Hilton Hotels: Brand Differentiation through CRM

Assignment: Skim reading:
1.

What is business intelligence? What are analytics? Consider the

diagrams in the reading.
4

2.

What is Hiltons core business?

3.

Evaluate the performance of the Customers Really Matter initiative

to date.

4.

What do you think Hilton leadership should do after the

Blackstone acquisition?
a. Should they further invest in CRM or simply maintain the
status quo?
b. What aspects of Hiltons CRM should be strengthened, if any,
and how?

Read: The Nature of Analytical Competition

WEDNESDAY, APRIL 01
0830 - 1000

CHANNEL MANAGEMENT
M LUQMAN AWAN

Topic: Introduction to Channel Management

Case: Stihl Incorporated: Go-to-Market Strategy for Next Generation
Consumers
Assignment: Writing in the role of Peter Burton, outline your evaluation
of the retail distribution situation described in the case, and
communicate in a memo to the companys German owners
your insights and recommendations on three questions:
1.

Was the decision to avoid the home center channel a good one?
What are the benefits of sticking with it? What are the concerns?

2.

Looking out three to five years, does total reliance on independent

dealers continue to make sense? Why or why not?

3.

If a multi-channel system appears more suitable to market needs

and Stihl corporate objectives, how can the company get there
from here?

Read:
1.
2.
1000 - 1030

Strategic Channel Design (Skim)

Mapping an Industry-Transforming Your Go to Market Strategy

Tea break

1030 - 1200

CORPORATE STRATEGY
NAEEM ASHRAF

Topic: When to Build?

Learning Objective: To appreciate organic growth based on internal
competencies vs external sourcing
Case: Emerging Business Opportunities at IBM
1200 - 1230

Break

1230 - 1400

COMPETITION LAW AND POLICY

KHALID MIRZA

Topic: Cartels
Learning Objective: To understand, in general terms, substantive
provisions/issues relating to collusive behavior violations
Read: Control of Cartels and other Anti-Competitive Agreements
1400 - 1500

Lunch break

1500 - 1630

INTERNATIONAL FINANCE
SAMIR AHMED

Topic: Internationally Active Stock Exchanges

Learning Objective: NYSE and NASDAQ are two important destinations
for international IPOs and global companies. The objective of this session
is to differentiate between the two
Case: The New York Stock Exchange vs. NASDAQ
Assignment:
1.

Please evaluate the role of NYSE and NASDAQ in international

economy.

2.

Please differentiate the two.

3.

Which exchange have the recent high profile listings preferred?

THURSDAY, APRIL 02
0830 - 1000

LEADING AND MANAGING CHANGE

ANWAR KHURSHID

Topic: Conversations for Change

Learning Objective:
1.
2.

Examine the role of conversations in producing intentional

organisational change
Identify four types of conversations and describe their dynamics in
organisational change

Read: Role of Conversations in Producing Intentional Organisational

Change
Assignment:
1.

Be prepared to discuss the reading in the class.

2.

Think of examples from your personal experience where you

might have seen the ideas presented in the reading to be applicable
in producing change.

1000 - 1030

Tea break

1030 - 1200

DIGITAL MARKETING
KHAWJA ZAIN UL ABDIN

Topic: Consumer Behavior and Segmentation in the Digital Context:

Assam Khalid - BBDO IMPACT (Project Creation and Ideas)
Learning Objective: To understand (a) how to create and capture value in
a social network, (b) consumer behavior as well as segmentation and
targeting in social networks, and (c) tangible and intangible value of
customers in a networked society
Case: Cyworld: Creating and Capturing Value in a Social Network
Read:
1.
2.
1200 - 1515

We are All Connected: The Power of the Social Media Eco System
Social Media: The New Hybrid Element of the Promotion Mix

Break

1515 - 1645

BUSINESS INTELLIGENCE
SHAZIB E SHAIKH

Topic: Positioning of Analyst vs. Analytics in the Modern Organisation

Learning Objective: Laying out the canvas of issues to be explored in
this course
Case: Managing with Analytics at Procter & Gamble
Assignment:
1.

How far into the levels of analytics (seen in last session) have
Procter & Gamble progressed?

2.

What organisational processes must have gone into creating the

P&G analytics infrastructure?

3.

Given P&Gs organisational structure, what challenges have been

seen or could have been expected with rolling out such an analytics
infrastructure?

4.

Should Torres over-ride the statistical models and increase the

forecast?
a. What is the strategic business case?
b. What business intelligence weaknesses, if any, do you think
exist?