Weekly Class Schedule

MBA Class of 2015, Semester IIIA

FOR THE WEEK OF SEPTEMBER 22 TO SEPTEMBER 26, 2014
Auditorium A-203

Class 1

Class 2

Class 3

Class 4

0830-1000

1030-1200

1230-1400

1500-1630

22-Sep
Mon

BL
7
**

MFI
7

SFM
7

CG
7
**

23-Sep
Tue

NS
7
**

CBMR
7
**

SCRM
7

INV
7
**

24-Sep
Wed

BL
8
**

MFI
8
**

SFM
8

CG
8
**

25-Sep
Thu

NS
8
**

CBMR
8
**

CBMR
9

*
MBA
8

INV
8
**

1715-1845

PM
7
**

PM
8
**

Session with
the Programme
Director

27-Sep
Sat

*
MBA
6

*
MBA
7
**

Class 5

26-Sep
Fri

*
MBA
9

*
MBA
10

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 under gr aduate cour ses. For Schedule, please tur n over leaf.

MBA CLASS OF 2015

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

Units

BL

0.5

CBMR

CG

0.5

INV

0.5

MFI

NS

Course Title

Instructor

Business Law

Walid Iqbal

Consumer Behavior and Market Research (Semester IIIA & IIIB)

Farrah Arif

Corporate Governance
Investments
Management of Financial Institutions (Semester IIIA & IIIB)

Khalid Mirza
Fazal Jawad Sayyed
Samir Ahmed

0.5

Negotiation Skills

Ghufran Ahmad

PM

0.5

Project Management

Zehra Waheed

SFM

0.5

SCRM

Supply Chain and Retail Management (Semester III A & III B)

Sales Force Management

MBA

MBA Project (core)

M Luqman Awan
Arif Iqbal Rana/M Naiman Jalil
Hassan Rauf

LIST OF UNDERGRADUATE COURSES BEING OFFERED TO MBA STUDENTS

Course Code
ANTH 320
Sec A
ANTH 320
Sec B
MGMT 382
Sec 1
POL 324
Sec 1
POL 343
Sec 1
POL 345
Sec 1

Course Title
Qualitative Research Methods
Qualitative Research Methods
Social Entrepreneurship
Marxism and the Modern World
Economics, Politics and Ideas in the Middle East and North Africa
Political Economies of Development

Instructor
Sadaf Ahmad/Ali Khan
Sadaf Ahmad/Ali Khan
Zehra Hyder Ali, Jameel Goheer
Taimur Rahman
Kiren Aziz Chaudhry
Kiren Aziz Chaudhry

Time
Day(s)*
08:00 AM-09:50 AM MON/WED
08:00 AM-09:50 AM TUE/THU
09:30 AM-10:45 AM TUE/THU
04:00 PM-05:50 PM MON/WED
10:00 AM-11:50 AM WED/FRI
02:00 PM-03:50 PM TUE/THU

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.
2.

One Potato Thousand Potatoes

Tubco Power

Assignment: Be prepared for a class discussion.

Read:
1.
2.

Sections 1 to 23 of the Contract Act, 1872

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)
1

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
2

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

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.
2.

Sections 24 to 30 of the Contract Act, 1872

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
4

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.
2.
3.

A Radical Prescription for Sales

Motivating Sales People: What Really Works
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

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.
2.

Fundamental Analysis in Emerging Markets (Class Discussion)

Valuing Wal-Mart Stock

Assignment: (Valuing Wal-Mart Stock)

1.

Assess the financial health of Wal-Mart based on the analysis of

the financial statements.

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.

3.

Develop a pro forma income statement and balance sheet for WalMart 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