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CONCENTRATION

ELECTIVES

COURSE OBJECTIVES:

At the completion of this course, students will:

• Understand why and how businesses are started;
• Understand the importance of the planning approach to starting a business;
• Produce a basic business plan;
• Gain the skills and work habits required to successfully launch a new enterprise.
• Develop entrepreneurial attitudes, motivations and skills;
• Be able to match talents, interests, and abilities of participants to entrepreneurial opportunities.
• Be aware of the business environment in Saudi Arabia and GCC countries.

COURSE DESCRIPTION:

This course is designed to provide a practical approach to how to plan for the development of a small business, determine markets, identify and organize resources, organize finances, organize staff, and how to manage the entrepreneurial process, entrepreneurship business or to acquire an existing business. The course will include the development of a thorough, realistic business plan and the study of many actual cases of small business entrepreneurship. A special attention is given to the business environment in Saudi Arabia and GCC countries

Textbook/Reference:

• Jeffry Timmons, Stephen Spinelli, New Venture Creation: Entrepreneurship for the 21st Century with PowerWeb, 6th edition, McGraw-Hill/Irwin, 2003
• Thomas W. Zimmerer, Norman M. Scarborough, Entrepreneurship and New Venture Formation, Prentice Hall, 1st edition 1995.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Be able to discover the techniques and strategies for dealing with difficult customers.
• Be able to identify the variables in a customer-focused organisation.
• Be able to review behaviours of difficult customers.
• Be aware of methods of improving and managing quality of service
• Be aware of the quantitative model of service management.
• Be aware of forecasting demands for service and capacity planning.
• Recognize growth and globalisation of service.
• Be aware of current issues related to customer service management such as Saudization of service sector and GCC experiences.

COURSE DESCRIPTION:

A study of customer services accompanying core product and service products. Problems and issues related to the service mix, service-level decisions, the formulation of service policies, customer service management, the development of customer service staff, training and evaluation are analysed. Discussion covers customer information, customer surveys and suggestion, the handling of complaints and adjustments, techniques for dealing with difficult and angry customers, dissemination of information, maintenance, technical services, and the development of new customer service programs. Special attention is given to current issues related to customer service management such as Saudization of service sector and GCC experiences.

Textbook/Reference:

• J. J. Lauderbaugh, Customer Service Management, Technology Marketing Corp, 1st edition 1994.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Understand the basic concepts of growing smaller businesses;
• Understand the importance of high growth firms and their processes;
• Be aware of the factors influencing the process and failure of smaller growing firms;
• Be aware of growth strategies;
• Be aware of current issues of small business enterprises relevant to KSA and GCC countries.

COURSE DESCRIPTION:

This course deals with the management of existing smaller business and the issues related to growth. Can it grow? Following an introduction on the importance of high growth firms, the course focuses on theoretical and practical models, the strategies and processes for small firms growth and factors influencing the success and failure of smaller growing firms. Growth strategies covered include core specialization, diversification, franchising and internationalisation. Special attention is given to the current issues of small business enterprises relevant to KSA and GCC countries.

Textbook/Reference:

• Thomas W. Zimmer, Norman M. Scarborough, Essentials of Entrepreneurship and small Business Management, Prentice Hall, 4th edition 2004.
• Peter Ferdinand Drucker, Innovation and Entrepreneurship: Practice and Principles, Louisiana State University Press, 1st edition 1991.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Be able to manage innovation effectively;
• Be able to direct the appropriate resources, in accomplishing the company's goals;
• Be able to select the appropriate organisation designs and systems for effective innovation.
• Be aware of the application of innovation management in KSA and GCC countries.

COURSE DESCRIPTION:

Innovation is the process of turning ideas into useful outputs. This course explores what the manager can do to foster innovation and to control and direct it to best accomplish the company's goals. The process of innovating, the role of the manager and the selection of organization designs and systems and some of the key components of innovation, will be discussed. Special attention is given to the application of innovation management in KSA and GCC countries.

Textbook/Reference:

• Joe Tidd, John Bessant, Keith Pavitt, Managing Innovation: Integrating Technological, Market, and Organizational Change, John Wiley & Sons; 2nd edition 2001.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Be able to demonstrate an understanding of the dynamics of globalisation.
• Be able to demonstrate an understanding of country differences.
• Be able to demonstrate an understanding of the managerial role in cross border trade and investment.
• Be able to demonstrate an understanding of the managerial role in global money systems.
• Be aware of competition in the global market place and its impact on management.
• Be aware of global human resource management.
• Be aware of the impacts of globalization, international business law and the WTO on business in Saudi Arabia and GCC countries.

COURSE DESCRIPTION:

The course provides concise coverage of the key global issues relating to the globalization, cross border trade and investment, global monetary system and competition in global environment context. Saudi and GCC relevance to this field is also provided. Special attention is given to the impacts of globalization, international business law and WTO on businesses in Saudi Arabia and GCC countries.

Textbook/Reference:

• Charles Hampden-Turner, Fons Trompenaars, Riding The Waves of Culture: Understanding Diversity in Global Business, McGraw-Hill; 2nd edition 1997.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Be able to demonstrate an understanding of the perspectives for entrepreneurship.
• Be able to demonstrate an understanding of the role of the entrepreneurial in the economy and the society.
• Learn entrepreneurship and its creativity and innovation.
• Understand the role that entrepreneurship plays in venture creation and venture growth.
• Be aware of the current issues in entrepreneurship.
• Know entrepreneurship in context with Saudi business traditions.

COURSE DESCRIPTION:

Focusing on entreprenuership offers students the practical direction and active approach to starting and running businesses of their own. The course offers a road map framework, which emphsizes the key tasks and milestones in business’s development, critical thinking for decision-making, and issues of technology and business ethics. Saudi and GCC experiences are integrated.

Textbook/Reference:

• David A. Harper, Foundations of Entrepreneurship and Economic Development, Routledge, 1st edition 2003.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Be able to gain and develop the skills and behaviours necessary to be successful entrepreneurs;
• Be able to recognize business opportunities through a systematic approach;
• Be able to manage teams effectively and design an appropriate vision and goal;
• Gain appropriate negotiation and leadership skills for successful venture creation.
• Be aware of the Saudi and GCC countries markets and traditions.

COURSE DESCRIPTION:

Focuses on the individual and the skills and behaviors necessary to be a successful entrepreneur. Students will develop creative thinking skills that will enable them to recognize business opportunities. Other skills include team building, goal setting, leadership, and negotiation. Significant portions of the course are conducted through experiential exercises and simulations. Special attention is given to the Saudi and GCC countries markets and traditions.

Textbook/Reference:

• Peter I. Hupalo, Thinking Like an Entrepreneur: How to Make Intelligent Business Decisions That Will Lead to Success in Building & Growing Your Own Company, HCM Publishing 2004.
• Steven C. Brandt, Entrepreneuring: The Ten Commandments for Building a Growth Company, New Amer Library (Mm) 1982.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Understand the concepts and terms of family business management;
• Understand common practices used in family business management;
• Be able to analyse family business management issues;
• Be able to develop skills in written business communication and oral presentation that allow students to integrate family business management concepts and practices;
• Be aware of the competitive strengths and weaknesses of a family firm;
• Be aware of the dynamics of family interactions and the family business culture;
• Be aware of conflict resolution and planning for succession.

COURSE DESCRIPTION:

The course addresses aspects of managing an estabished family business, on a day to day basis and planning for succession to the next generation: values, life cycles, marketing strategies, succession, conflict resolution, communication, legal and financial aspects, estate planning, governence and philanthropy.

Textbook/Reference:

• Kelin E. Gersick, John A. Davis, Marion McCollom Hampton, Ivan Lansberg, Generation to Generation: Life Cycles of the Family Business, Harvard Business School Press 1997.
• Randel S. Carlock, John L. Ward, Strategic Planning for the Family Business: Parallel Planning to Unite the Family and Business, Palgrave Macmillan 2001.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Be able to apply and analyse marketing concepts in the context of the smaller enterprise;
• Be able to identify the appropriate techniques used to make organisations profitable;
• Be able to identify the appropriate techniques used to identify customers’ needs when operating with a limited budget in SMEs;
• Be able to solve problems by developing creative solutions;
• Develop skills in the use of sales and promotion techniques to produce a practical, cost-effective action plan for start-ups and smaller companies;
• Be able to handle information and make appropriate analysis;
• Understand the entrepreneurial marketing in the context of Saudi Arabia and GCC countries.

COURSE DESCRIPTION:

This course intends to develop your knowledge and understanding of marketing in the smaller enterprise. In particular, the course is designed to put marketing theory into practice at the level of the smaller firm. The smaller firm by its very nature allows for the integration of theory and practice and requires students to take a holistic approach to marketing in the real world. Moreover, this course focuses on the study of techniques used to make organizations profitable, and identify customers’ needs when operating with a limited budget during the early stages of a start-up or in a small to medium sized firm. In addition, it will help students to develop skills in applying basic marketing principles and high impact sales and promotion techniques in an integrated manner to produce a practical, cost-effective action plan for start-ups and smaller firms. Special attention is given to the experiences of Saudi Arabia and GCC countries.

Textbook/Reference:

• Bruce Buskirk, Molly Lavik, Entrepreneurial Marketing: Real Stories and Survival Strategies, South-Western College, 1st edition 2003.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Be able to demonstrate an understanding of financial concepts to entrepreneurial ventures;
• Be able to analyze financial options for entrepreneurial ventures;
• Be able to integrate entrepreneurial venture concepts into a written report;
• Be able to locate different finance sources for the pursuit of opportunity and growth;
• Understand the process of financing within venture creation;
• Understand the initial stages of small firms growth.
• Know the process of entrepreneurial finance within the context of Saudi Arabia and GCC countries.

COURSE DESCRIPTION:

Examines the intriguing process of financing the pursuit of opportunity and growth without regard to assets currently controlled. The major focus is on start-up or acquisition and the initial stages of growth. There is an emphasis on high growth firms, and the central objective is to gain an understanding of how entrepreneurs obtain and use financial resources. The course also examines how value is created. Special attention is given to the entrepreneurial finance within the context of Saudi Arabia and GCC countries.

Textbook/Reference:

• James McNeil Stancill, Entrepreneurial Finance: for new and emerging business, South-Western Educational Publishing, 2003.
• Steven Rogers, The Entrepreneur's Guide to Finance & Business: Wealth Creation Techniques for Growing a Business, McGraw-Hill; 1st edition 2002.
• Charles H. Green, Streetwise, Financing the Small Business: Raise Money for Your Business at Any Stage of Growth, (Adams Streetwise Series), Adams Media Corporation 2003.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Be able to take advantage of organizational strengths;
• Be able to eliminate or reduce organizational weaknesses;
• Be able to capitalize on opportunities and emerging trends;
• Be able to take defensive steps to reduce threats facing organizations;
• Be able to bring all organizational resources and direct them toward specific goals in areas such as sales, growth, profit, productivity and service;
• Be able to prioritize and document all the goals your organization wants to accomplish over the next two years;
• Be able to allocate resources and assign responsibilities.

COURSE DESCRIPTION:

Preparation is the key to success in any business venture. Whether you are starting a new business, growing an established business or launching a new product or service, solid business planning will prevent unexpected problems and help you realise your dreams. This course intends to help you achieve effective business planning.

Textbook/Reference:

• Timothy Berry, Hurdle: the book on Business Planning, Palo Alto Software, Inc 2000.
• Richard Stutely, The Definitive Business Plan: The Fast Track to Intelligent Business Planning for Executives and entrepreneur, 2nd edition, Pearson Education, 2nd edition 2002.
• A. L. Minkes, The Entrepreneurial Manager: Decisions, Goals and Business Ideas (The Penguin Business Library), Penguin USA (P) 1987.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Identify conditions that make small, medium-sized, and new ventures increasingly important in international business;
• Identify the critical steps in deciding on doing international entrepreneurship;
• Be aware of the benefits and problems of going international as a new venture;
• Recognize how economic, political, and social characteristics influence small business practice in different countries;
• Be aware of the characteristics common to small business owner/operators across nations and evaluate how the context in which small businesses compete influence how small business owners make decisions;
• Be aware of the critical driving forces in a successful small business.
• Understand the entrepreneurship in the context of EU, Asia, and GCC countries.

COURSE DESCRIPTION:

Examines entrepreneurship in other countries by focusing on the unique opportunities and problems associated with the particular country being studied. Comparisons are made between the host country and the United States. General issues related to doing business across national boundaries are included. This course is taught only outside the United States. Special attention is given to the entrepreneurship in the context of EU, Asia, and GCC countries.

Textbook/Reference:

• Michael Y. Yoshino, U. Srinivasa Rangan, Strategic Alliances: An Entrepreneurial Approach to Globalization, Harvard Business School Press 1995.
• Danielle Medina Walker, et al, Doing Business Internationally: The guide to cross culture success, McGraw Hill Trade, 2nd edition 2002.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Acquire practical experience on the operational, supervision and managerial levels in small and medium-sized organizations.

COURSE DESCRIPTION:

The training/internship provides students with first hand experience and supplements the theories they have learned in the classroom. It allows them to draw upon various concepts to solve complex, real world problems faced by small and medium sized organizations. It provides the business with an opportunity to have students with fresh ideas work on an issue or a problem currently facing the business. Each student must submit a report and make a presentation about his training.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Be able to describe the main features of the innovation process;
• Be able to demonstrate understanding of the relevance and role of innovation in both a business and a general context;
• Be able to demonstrate a knowledge of theories relating to innovation at both the personal and organizational level;
• Be able to manage the change necessary to incorporate the new innovative ideas into organizations;
• Be able to direct the appropriate resources in accomplishing the company’s goals;
• Be able to select the appropriate organization designs and systems for effective innovation;
• Be able to evaluate, plan and manage the innovation process to achieve the desired outcome.
• Be aware of the innovation and change in the business environment of Saudi Arabia and GCC countries.

COURSE DESCRIPTION:

Focuses on creating or finding new business opportunities, technologies or processes, and managing the change necessary to incorporate them into the firm. An emphasis is placed on evaluation, planning, and leadership. Special attention is given to the innovation and change management in the business environment of Saudi Arabia and GCC countries

Textbook/Reference:

• Michael L. Tushman, Philip Anderson, Managing Strategic Innovation and Change: A Collection of Readings, Oxford University Press 2004.
• Anton Cozijnsen, Willem Vrakking, Handbook of Innovation Management, Blackwell Pub 1993.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Be aware of the concepts, role and importance of project management.
• Learn what defines a project versus a non-project.
• Understand the value of project management.
• Know the essential elements of project management in DHFS.
• Gain practical understanding of effective human dynamics.
• Practice project management techniques to help plan, implement, and complete projects with the desired results, time and budget.
• Gain practical experience using DHFS project management templates, checklists, and other resources.

COURSE DESCRIPTION:

Project management is more than a list of tasks carried out by a project manager. It is also a combination of the roles and responsibilities of individuals assigned to the project, the organizational structure that establishes clear reporting arrangements, and a set of processes required to deliver the desired project outcome. Effective project management ensures that everyone involved knows what is expected of them and helps to keep cost, time and risks under control. Project managers facilitate these necessary steps to bring projects to reality.

Textbook/Reference:

• Harold Kerzner, Project Management: A Systems Approach to Planning, Scheduling, and Controlling, Wiley, 8th edition 2003.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Know the concepts necessary to manage a supply chain.
• Be aware of the critical factors necessary for the smooth operation of the company and the almost flawless performance of its supply chain.
• Be aware of the analysis of the supply chain derivatives and obstacles.
• Be able to model supply and demand.
• Be aware of inventory management, distribution strategies, sourcing decisions, and transportation.
• Know the IT requirements to manage a supply chain.
• Be aware of supply chain management within the context of Saudi Arabia and GCC countries.

COURSE DESCRIPTION:

A critical factor that is necessary for the smooth operation of the company is the almost flawless performance of its supply chain. The course provides students with the concepts necessary to manage a supply chain. Topics include a detailed analysis of the supply chain derivatives and obstacles, logistics, modelling supply and demand, inventory management, distribution strategies, sourcing decisions, transportation, coordination in a supply chain and the IT requirements to manage a supply chain.

Textbook/Reference:

• Simchi-Levi, David, Philip Kaminsky and Edith Simchi-Levi, Designing and Managing the Supply Chain: Concepts, Strategies, and case studies, Irwin McGraw Hill, 2nd edition 2004.
• Michael H. Hugos, Essentials of Supply Chain Management, Wiley, 1st edition 2002.
• Shoshanah Cohen, Joseph Roussel, Strategic Supply Chain Management, McGraw-Hill, 1st edition 2004.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Understand and grasp the management aspects of TQM, based on a study of the gurus;
• Be able to understand concepts and techniques for managing, controlling and improving quality;
• Be able to implement TQM through a well-structured process;
• Be able to understand the concept of complete customer satisfaction through quality products and/ or services.
• Be familiar with quality tools and charting techniques, national and international quality standards, productivity and quality leverage, and data collection and analysis.
• Know current methodologies such as six sigma, TQM, Lean Manufacturing, and value Engineering.

COURSE DESCRIPTION:

The course provides a history of quality and examines a wide variety of philosophies, concepts, and techniques for managing, controlling and improving quality. The topics include the definition of quality, total quality management (TQM), an overview of the quality movement, the concept of complete customer satisfaction, quality costs; and TQM implementation process. Students will become familiar with quality tools and charting techniques, national and international quality standards, productivity and quality leverage, and data collection and analysis. Student will also be introduced to current methodologies such as Six sigma, TQM, Lean Manufacturing, and value Engineering.

Textbook/Reference:

• Stephen George, Arnold Weimerskirch, Total Quality Management: Strategies and Techniques Proven at Today's Most Successful Companies, Wiley; 2nd edition 1998.

COURSE OBJECTIVES:

At the completion of this course, students will:

• Understand the concepts, history and development of E-Business.
• Be aware of the E-Business applications in modern business to achieve high levels of competitiveness.
• Know the basic structure components and models of E-Business.
• Be aware of the concept, structures and roles of virtual organizations in the business environment.
• Examine case studies on how many firms choose to implement E-Business to achieve added value.
• Practice building simple Web sites in lab sessions using FrontPage.

COURSE DESCRIPTION:

This course introduces the concepts, history, and development of E-Business. It presents the E-Business applications in modern business. It also presents the roles of E-Business to achieve high levels of competitiveness. The course focuses on the basic structure components and models of E-Business. The course introduces the concepts, structure and roles of virtual organizations. Special attention is given to the study of how many firms implemented E-Business to achieve added value. Students will practice building simple Web sites in lab sessions using FrontPage.

Textbook/Reference:

• Bennet P. Lientz, Kathryn P. Rea Start Right in E-Business: A Step-by-Step Guide to Successful E-Business Implementation (E-Business Solutions), Academic Press 2000.