MBA Recommended Reading Books

Business Creation
Go It Alone by Bruce Judson (review) The Lean Startup by Eric Ries (review) The Knack by Norm Brodsky & Bo Burlingham (review, audio) Ready, Fire, Aim by Michael Masterson (review, audio) Escape from Cubicle Nation by Pamela Slim (review, audio) Bankable Business Plans by Edward Rogoff (review)

Value-Creation & Testing Rework by Jason Fried and David Heinemeier Hansson (review, audio) The New Business Road Test by John Mullins (review) How to Make Millions with Your Ideas by Dan Kennedy (review) Marketing All Marketers Are Liars by Seth Godin (review, audio) Permission

Marketing by Seth Godin (review, audio) The 22 Immutable Laws of Marketing by Al Ries & Jack Trout (review, audio) Getting Everything You Can Out of All You’ve Got by Jay Abraham (review)

Sales
The Psychology of Selling by Brian Tracy (review) Pitch Anything by Oren Klaff (review) The Ultimate Sales Machine by Chet Holmes (review, audio) Value-Based Fees by Alan Weiss (review) SPIN Selling by Neil Rackham (review, audio)

Value-Delivery
 Indispensable by Joe Calloway (review) The Goal: A Process of Ongoing Improvement by Eliyahu Goldratt (review, audio) Lean Thinking by James Womack and Daniel Jones (review, audio)

 Finance & Accounting
Financial Intelligence for Entrepreneurs by Karen Berman and Joe Knight (review) Simple Numbers, Straight Talk, Big Profits by Greg Crabtree (review) The 1% Windfall by Rafi Mohammed (review) Accounting Made Simple by Mike Piper (review) How to Read a Financial Report by John A. Tracy (review) Venture Deals by Brad Feld and Jason Mendelson (review)

The Human Mind Thinking,
Fast and Slow by Daniel Kahneman (review) Brain Rules by John Medina (summary, review, audio) Making Sense of Behavior by William T. Powers (summary, review) Driven by Paul Lawrence and Nitin Nohria (summary, review, audio) Deep Survival by Laurence Gonzales (review, audio)

Productivity & Effectiveness
Getting Things Done by David Allen (summary, review, audio) The Power of Full Engagement by Jim Loehr & Tony Schwartz (summary, review, audio) StrengthsFinder 2.0 by Tom Rath (summary, review) Bit Literacy by Mark Hurst (summary, review) 10 Days to Faster Reading by Abby Marks-Beale (summary, review)

Problem Solving
 The 80/20 Principle by Richard Koch (summary, review, audio) Accidental Genius by Mark Levy (review) Learning from the Future by Liam Fahey & Robert Randall (review)

Behavioral Change
The Power of Less by Leo Babauta (summary, review, audio) The Path of Least Resistance by Robert Fritz (review) Re-Create Your Life by Morty Lefkoe (review) Self-Directed Behavior by David L. Watson & Roland G. Tharp (review)

Decision-Making
Sources of Power: How People Make Decisions by Gary Klein (review) Smart Choices by John S. Hammond et al (review) Ethics for the Real World by Ronald Howard & Clinton Korver (review)

Communication
On Writing Well by William Zinsser (review, audio) Presentation Zen by Garr Reynolds (review) Made to Stick by Chip and Dan Heath (review, audio) The Copywriter’s Handbook by Robert Bly (review) Show Me The Numbers by Stephen Few (review)

Influence
Influence: The Psychology of Persuasion by Robert B. Cialdini (review) How to Win Friends and Influence People by Dale Carnegie (review, audio) Crucial Conversations by Kerry Patterson et al (review, audio) The 48 Laws of Power by Robert Greene (review, audio)

Negotiation
Bargaining For Advantage by G. Richard Shell (review) 3-D Negotiation by David A. Lax and James K. Sebenius (review, audio) The Partnership Charter by David Gage (review, audio)

Management
First, Break All The Rules by Marcus Buckingham & Curt Coffman (review) 12: The Elements of Great Managing by Rodd Wagner & James Harter (review, audio) Growing Great Employees by Erika Andersen (review) The Essential Drucker by Peter F. Drucker (review)

Leadership
Tribes by Seth Godin (review, audio) Total Leadership by Stewart Friedman (review, audio) What Got You Here Won’t Get You There by Marshall Goldsmith (review, audio) The New Leader’s 100-Day Action Plan by George Bradt et al (review) The Halo Effect by Phil Rosenzweig (review, audio)

Project Management
Making Things Happen by Scott Berkun (review) Results Without Authority by Tom Kendrick (review, audio)

Systems
Thinking in Systems by Donella Meadows (review) Work the System by Sam Carpenter (review)

Analysis
Turning Numbers Into Knowledge by Jonathan Koomey (review) Marketing Metrics by Paul W. Farris et al (review) The Economist Numbers Guide by Richard Stuteley (review)

Statistics
Thinking Statistically by Uri Bram (review) How to Lie with Statistics by Darrell Huff (review)

Corporate Skills
The Unwritten Laws of Business by W.J. King (review, audio) The Effective Executive by Peter Drucker (review, audio) The Simplicity Survival Handbook by Bill Jensen (review) Hire With Your Head by Lou Adler (review)

Corporate Strategy
Purpose: The Starting Point of Great Companies by Nikos Mourkogiannis (review) Competitive Strategy by Michael Porter (review, audio) Blue Ocean Strategy by W. Chan Kim and Renée Mauborgne (review, audio) Seeing What’s Next by Clayton M. Christensen et al (review, audio)

Creativity & Innovation
The Creative Habit by Twyla Tharp (review) Myths of Innovation by Scott Berkun (review) Innovation and Entrepreneurship by Peter F. Drucker (review, audio)

Design
The Design of Everyday Things by Donald Norman (review, audio) Universal Principles of Design by William Lidwell et al (review)

Consulting
Getting Started in Consulting by Alan Weiss (review) Secrets of Consulting by Gerald M. Weinberg (review)

Personal Finance
Your Money or Your Life by Joel Dominguez & Vicki Robin (review, audio) The Millionaire Next Door by Thomas Stanley & William Danko (review, audio) I Will Teach You To Be Rich by Ramit Sethi (review, audio) Fail-Safe Investing by Harry Browne (review)

Personal Growth
Lead the Field by Earl Nightingale (review, audio) The Art of Exceptional Living by Jim Rohn (review, audio) A Guide to the Good Life by William Braxton Irvine (review)

BBPW3203 FINANCIAL MANAGEMENT II

ARAHAN KEPADA PELAJAR / INSTRUCTIONS TO STUDENTS 1. Tugasan ini mengandungi SATU (1) soalan sahaja yang disediakan dalam bahasa modul bercetak kursus ini. / This assignment contains only ONE (1) question that is set in the language of the printed module for the course. 2. Jawab dalam Bahasa Melayu atau Bahasa Inggeris. / Answer in Malay or English. ASSIGNMENT QUESTION PURPOSE The purpose of this assignment is to enhance learners’ skills in analysing the financing sources of public listed companies. REQUIREMENT Compare the financing sources of TWO Bursa Malaysia listed companies, selected from the consumer products and construction sectors respectively, for the years 2008 and 2009. _________________________________________________________________________

BBPS4103 STRATEGIC MANAGEMENT

ASSIGNMENT QUESTION PURPOSE The purpose of this assignment is to develop learners’ ability to formulate strategies for a new service business. REQUIREMENT Choose a service business which you would like to set up e.g. a photocopy centre, a lawyer firm or a hairdresser. Formulate a vision and mission statement for your chosen business and outline specific strategies that you would use to ensure the business’s success. _________________________________________________________________________ ARAHAN KEPADA PELAJAR / INSTRUCTIONS TO STUDENTS 1. Tugasan ini mengandungi SATU (1) soalan sahaja yang disediakan dalam bahasa modul bercetak kursus ini. / This assignment contains only ONE (1) question that is set in the language of the printed module for the course. 2. Jawab dalam Bahasa Melayu atau Bahasa Inggeris. / Answer in Malay or English. 3. Muat turunkan templat tugasan versi bahasa yang berkenaan daripada MyVLE untuk penyediaan dan penyerahan tugasan anda. Tugasan anda hendaklah ditaip dengan menggunakan saiz fon 12 Times New Roman dan langkau baris 1.5. / Download the language version of the assignment template concerned from the MyVLE for preparation and submission of your assignment. Your assignment should be typed using 12 point Times New Roman font and 1.5 line spacing. 4. Tugasan anda hendaklah antara 2500 hingga 3000 patah perkataan tidak termasuk rujukan. Bilangan perkataan hendaklah ditunjukkan di hujung tugasan anda. Jangan menyalin soalan dan arahan tugasan dalam jawapan anda. / Your assignment should be between 2500 to 3000 words excluding references. The number of words should be shown at the end of your assignment. Do not copy the assignment question and instructions to your answer.

Information System & Financial Modeling

Assignment The students are required to examine the relevant scientific literature on one of the topics listed below and prepare a literature review. The reports should include: • The developments of the discussions • The critical arguments and the respective contributors • The current status of the subject • The importance and the significance of the subjects 1. Capital Investment Decisions 2. Behavioral aspects of budgetary control 3. Corporate Governance issues 4. Knowledge Management 5. Financial Statement Analysis 6. Corporate Social Responsibility The report should be between 2,000 – 2,500 words and it should be submitted to the post-graduate office by: _____________________________________ Assessment Criteria: The assessment will be based on the detail reviewing of the relevant literature and the quality of the presentation. The mark achieved will contribute on the overall grade for this unit by 50%. Use at least 10 references preferably literatures related to the chosen subject.

Module Title: International Human Resource Management

Assessment Component: Coursework Word count: 2500 words Assessment criteria and marking standards (very important thus please read carefully). 1. Application and critical treatment of academic material relevant to the assignment. That is, have you located and used appropriate literature to help tackle the case study? Have you examined the strengths and weaknesses of these models and compared them with other approaches? 2. Quality of the analysis of the issue under discussion; substantiation of your argument That is, have you looked at the problem from a number of angles and indicated that you have thought about it - both in terms of drawing on research and theories and independently. Can you find evidence to support positions you argue – especially if you are making any recommendations? 3. Integration of the material in the assignment That is, does your analysis use of models and evidence constitute a convincing and persuasive argument in which the sections fit well together? 4. Correct referencing (Harvard method), punctuation, spelling and grammar 5. Good presentation. Important note The answer should reflect excellent understanding of the subject and includes detailed analysis, evaluation and justification based on wide research and preparation. It reflects several perspectives with critical approaches and linkages beyond the immediate subject area under discussion. Presentation of the essay will reflect a high level of academic rigour including attention to structure, grammar and use of technical terminology. Question: the coursework case Playfair & Co. – ‘helping make companies more valuable’ Playfair & Co. was founded in London as an IT consultancy in 1973 by Adam Ferguson who, as a young management consultant, decided that ‘consultants should deliver results – not just reports – to their clients’. He is still the MD, and is now 65. Playfair & Co was floated in 1995: Ferguson retains 5%. The firm began when many organizations were beginning to use new technologies. It grew during the 1980s, and gained a customer base in the UK as office automation and Enterprise Resource Planning (ERP) systems began to be recognized as crucial competitive factors. However Ferguson saw the scope for developing beyond this. First of all, he ensured that IT systems that Playfair & Co. advised

MANAGING PEOPLE

Module Description 1. To develop a critical awareness of current and emerging practices in the managing of work organisations and human resources 2. Enhance participants ’abilities to increase the contribution of human resources to long-term corporate success, whatever the specific nature of their managerial role and the industry they are in. Learning Outcomes On completion of the module, participants should be able to: 1. Demonstrate a critical understanding that to engage successfully in processes of organising and managing work, their thinking needs to go beyond such dualisms as thinking and acting, structure and culture, strategy and implementation, and see each of these as different facets of unified processes in human and organisational life. 2. Analyze and evaluate the choices presented in approaches to employment management practices and how these relate to the overall strategic way an organisation handles its changing environment and the range of stakeholders with which it deals. 3. Critically appraise current managerial practices to inform the way they can contribute to the strategic direction of human resourcing, and develop appropriate and relevant solutions to employment management issues in their organisations. Indicative Contents/ Areas of Study 1. Historical view of work, work today and workers’ psychological contract 2. Essence of organisational strategy, human resource strategy 3. HRM roles in structures, culture and policy as well as strategic HR partnership and alliance 4. The Workplace Relations 5. New Roles and Challenges for HRM 6. Human Resource Trends and Organisation Culture

Business Modelling for Decision Makers

Your report must be handed in no later than the due in date as set out above. This is an INDIVIDUAL coursework assignment. There are two questions to attempt. Each of the two questions have a ‘section A’ and a ‘section B’ respectively. Each section is worth up to 50% of the marks awarded to each question. To achieve ALL of the learning outcomes, you MUST attempt both sections per question. Both questions are awarded equal marks Where possible, support your case studies with the use of an Excel spreadsheet. Use any given themes as case studies. Use your models in each of the questions, to assist you to investigate and analyse the relative strengths and weaknesses. Using the information you find, you are then requested to prepare a report demonstrating your ability to critically evaluate and to reflect upon, the performance of your models as instruments of policy to assist the decision making processes. Your reflection section for each question must contain information relating to how you would re-address and re-submit your work using a different approach or perspective, how you formulated your ideas for your original work, what methods you used in your research, what library references you found useful, how confident you are in your model etc. etc. Note, this list is not exhaustive. In this section, you may use sensitivity analysis to help you to critically evaluate and to reflect upon your models. Remember, your reflection section is worth 50% of the marks for EACH of the two questions. (Learning Outcomes 2 and 4) To help you with reflection and sensitivity analysis, you should ‘study’ your respective models into some detail. Question 1 Section A – worth up to 50% of the total marks awarded to this question A company has decided to manufacture a new product. The government has indicated there is a non repayable subsidy of £500,000 if the company decide to invest immediately. Since the government is desperate for this product, they have also indicated to the company, that if they decide to limit sales exclusively to the government, then a guaranteed £1,000,000 (£1m) of sales will occur. However, the company is aware that the potential overall demand for this product could be very high and they have decided to conduct a market research to see if it may be feasible to market this product commercially both in the home and in the export markets. Results of their market research have indicated an initial potential high or low demand, with a respective probability of 0.6 and 0.4. If their initial potential demand is low, the company project that their sales in their export market will realise a possible £2.95m payoff but there is perhaps a 40% chance. Their home market in this ‘low’ area of demand, is split into two distinct markets, one returning a potential £2.05m payoff and the other returning a potential £3.25m payoff with a probability of 0.35 and 0.65 respectively. In their initial potential demand is ‘high’, then they estimate their home market will demand more of their output, hence they are 50% certain that their export market will return a payoff of £2.75m. Related to their export market is their home market and at this point they are able to make a decision. They project a possibility of a £1.745m payoff from the government since the government will be competing for this product, which inevitably forces up the price. The other option for them, is to sell on the home market, where they project a potential payoff of £1.6m or £2.35m but their respective probabilities are estimated to be 0.8 and 0.2. Finally, the overall cost of initiating their market research will be £1m. Draw a decision tree to explain this scenario and identify the correct decision for the company to undertake. Section B – worth up to 50% of the total marks awarded to this question Discuss- your findings. Also within your reflection section and, as additional information to the requested information contained in the rubric on page one above, you should address the strong and weak points in your model identified by sensitivity analysis. For example, comment upon the possibility of points of indecision (i.e. when two or more payoffs are equal in value) etc. etc. Remember, this reflection section is worth up to 50% of your marks for this question. Question 2 Section A – worth up to 50% of the total marks awarded to this question A pharmaceutical company operates a number of manufacturing lines and, each line manufactures different drugs for the health industry. The company operates an employee policy where employees are easily moved from one line to another, for example if the company should face an immediate increase in demand for the output from one particular line. One of the distribution lines manufactures two drugs, i.e. drug ‘y’ and drug ‘x’. When demand conditions dictate, you may assume that there are up to fifteen employees trained and delegated to undertake employment on this line. Each employee works an eight hour shift and you may also assume that their output per man shift is equal. Each employee is capable of manufacturing a maximum output per man shift of thirty batches of drug ‘y’ or twenty batches of drug ‘x’. The total daily available funds to purchase quantities of the various ingredients needed to manufacture these drugs, is £105,000 (assume £105k or 105). This daily fund would purchase sufficient ingredients to manufacture either fifteen batches of drug ‘y’ or twenty-one batches of drug ‘x’ (maximum). The available daily budget allocated to blend the ingredients is £56,000 (assume £56k or 56) and this budget will support the blending of either sixteen batches of drug ‘y’ or seven batches of drug ‘x’. Government policy has restricted the production drug ‘x’ to a maximum of 3.5 batches. Use the graphical method to determine the various amounts of drug ‘y’ and drug ‘x’ to manufacture to maximize profits. You may assume the profits relating to drug ‘y’ and drug ‘x’ are equal. Section B – worth up to 50% of the total marks awarded to this question Discuss- your findings. Also within your reflection section and, as additional information to the requested information contained in the rubric on page one above, you should address the strong and weak points in your model identified by sensitivity analysis. For example, comment upon the optimal solution in your model when the slope of the objective function changes (how could this occur in practice?) to become equal in magnitude and direction to the slope of one of the constraints etc. Remember, this reflection section is worth up to 50% of your marks for this question.

Marketing Strategy

Word Count: 2500 - 3000 + Appendices Task This is an individual assignment as a single report in two parts. (As a guide only; each part should form approximately half of the final report) a) Investigation and analysis Choose a brand of wristwatch either single a product or a product line. Investigate and evaluate the marketing strategy of the producer/brand owner using contemporary marketing tools and techniques. This may however be illuminated using examples from other companies/ organizations. You can demonstrate the effectiveness of the reported policies for the chosen company by giving performance data against competitors in the market (e.g. market share, sales, profitability, etc.). b) Recommendations Your remit is to put forward your own suggestions covering changes in marketing strategy that will improve the future performance of the brand/ product/ product line for the benefit of the parent company and its stakeholders. Justify your choices again using contemporary marketing methods and techniques. These suggestions should be your own ideas but may include marketing tactics and strategies used by other successful organisations but in different industry sectors. You will put these suggestions, forward in a written report. Please do not just restate the strategies used buy your chosen firm but outline your own ideas for improved performance. N.B. You should be using publicly available sources. Though the report should include facts and figures from these sources e.g. journals, newspapers, magazines, or reference/text books. When these are incorporated they should be fully referenced using the Harvard referencing system. This is an individual piece of work. The work must be original (Data gained from published sources and referenced is exempted) – if there is evidence of any work that is not wholly attributable to you, the University’s policy on Cheating, Collusion and Plagiarism will be applied. Summative feedback will be provided on the coversheet of the assignment. Submission 1. All students are required to submit assessed work through Turnitin 2. All students are normally required to submit two copies of their assessed work. One copy must be submitted though Turnitin and one paper copy should be submitted to the study centre to be forwarded to the University of Sunderland. 3. All students must (with the paper copy submission) submit a Turnitin receipt. 4. The penalty for students who do not submit their assessed work through Turnitin is that their mark is withheld and the assessment board may deem the work to have failed. 5. Students may submit drafts through Turnitin prior to submission and generate reports prior to submission. The last submission prior to the deadline will be deemed to be the final submission for assessment purposes. N.B. You will need to allow 24 hours between submissions through Turnitin to generate a fresh/new/different report so please do not leave submission to the last moment.

Database and Web Database Systems

Case Study: Sales and Services of Electronic Goods Scenario BDL Electronics is a large US company that deals with the selling, maintenance and service of televisions, washing machines, refrigerators and DVD players. These items have both a cost price (the cost that BDL pays the manufacturers for the equipment) and a retail price (the cost that BDL charges the customers). The equipment is sold to customers via specialised retail shops. Customers can be classified as either ‘Normal’ customers or ‘Faithful’ customers. A customer is classified as faithful on the basis of purchases he or she made (amount and recurrence) and get a discounted price on the items. The company has several warehouses, one in each area supplying to all the retail shops in the area. Several service depots provide maintenance services for the sold equipment. Each depot deals with several retail shops within the area. All equipment is sold with a one year warrantee period and during which the equipment will be serviced free of charge. Customers can also purchase, at an extra cost, a service agreement to service the equipment after the warrantee period. Depending on the equipment, the validity of the agreement can be one, three or five years. The charge varies according to the length of the agreement and the type of equipment and the sold price. Service agreements are deleted once they have expired. An Engineer will respond to each after sales service request and the details of the service is recorded (time and date, description of the repair, cost of any replaced parts together with other important details). Tasks Task 1 - Design Design a database solution for the given scenario and document the following: 1. Produce a complete Entity Relationship (ER) diagram (include attributes, keys and participation constraints) for the above mentioned electronic goods sales and services scenario. State and justify all business rules applicable in your design. 2. Map your ER diagram to its corresponding relational schema and normalise all relations up to third normal form clearly illustrating the normalisation process undertaken. Task 2 - Implementation Use Microsoft SQL Server and an appropriate front-end development tool to implement your solution based on the design produced from Task 1, namely: 3. Produce a set of tables and relationships based on your Entity Relationship Diagram that represent a fully normalised data model suitable for the electronic goods sales and services system. You should identify the primary keys in each table and each field's data type. Include appropriate integrity constraints in your tables, explaining how these help support the sales and services operations. A copy of the relationship diagram between all tables in the database and the corresponding DDL statements should be attached in your documentation. 4. Produce a prototype application which meets the following requirements: a. An appropriate interface (i.e. forms) to allow staff to: i. Record the sales of equipment. ii. Log details of equipment serviced/repaired. You will need to appropriately populate your selected table(s) in order to demonstrate and test your interface. Screen captures of the application are to be included in your documentation. b. A search/query function to display upon request, i. The list of outstanding service/repair requests (if any) for a given customer. Include screen captures of those listings in your documentation. c. Any 2 reports which will assist in the analysis of the sales and services operations, as stated in the scenario above (based on your tables, again you will need to appropriately populate your selected table(s) in order to demonstrate and test your report). Include justifications for the reports created as well as sample reports in your documentation. 5. Produce a custom toolbar/menu that allows the user to access the various functions within the application. 6. You are expected to include appropriate validations within your application. Submitting the files The instructions for submitting files are: • Your assignment should be submitted on or before week 14. • You are required to submit a CD containing the softcopy of both your documentation and application. • It is vital that you keep an electronic copy of the ‘submitted file(s)’ as your receipt. The onus will be on you to produce this in case your disks/CDs become unreadable for some reason.

Financial Management

Individual assignment Weighting – 100% of the marks for this module This is an individual assignment of about 2,500 – 3,000 words. The hand in date is: Requirements: You are the financial manager of Lakes plc (Please note: this is not a real company), a listed manufacturing company, which has divisions in a number of countries and trades globally. You have decided to try and address deficiencies in the Board of Directors knowledge of the financial management systems of the company. You have identified key areas for discussion which you feel the directors need to have a greater understanding of when making strategic decisions. The areas you have decided to focus upon are:- 1. The relative merits and limitations of the different sources of capital, both debt and equity, available for large, long term projects. This should include a discussion of the potential importance of gearing when raising new finance. (60%) 2. Three key methods of investment appraisal and the extent to which they can aid project selection and improve shareholder wealth. (40%) You are required to produce a report to the board of directors which discusses the key principles and concepts regarding the above areas. The report should include critical evaluation of the models and concepts proposed outlining their merits and limitations. You may incorporate logical assumptions with regard to the company and use numerical examples to illustrate the models and concepts that you propose to adopt.

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