Académique Documents
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Edinburgh Business School (EBS) is well known throughout the world because of its The distinguishing features of
innovative MBA programme, which, since its launch in 1990, has produced over 11,500 EBS courses are:
graduates, and over 7,500 active students studying the MBA Programme in 150 countries. • Degrees from Heriot-Watt University are
The successful and innovative approach of Edinburgh Business School has its roots in recognised globally
research carried out at Stanford Business School, USA, where I was investigating • Heriot-Watt is a Royal Charter University
innovative teaching techniques and how students learn. After this research phase,
• Heriot-Watt is approved by the US
I spent 15 years developing the Core Courses with a team of leading faculty drawn
Department for Education
from top Business Schools in Europe and the US. The core content is now enhanced
by online services which provide high levels of interactivity and support for students. • Our courses are created by experts from
top US and European Business Schools
Our programmes offer complete flexibility – as a student you may choose the self-study
mode and take several years to earn your degree, or you may study on-campus in • Our MBA programme was listed second
Edinburgh intensively over one year, or at one of our Approved Learning Partners with largest in the Financial Times survey ‘20
local tutors. You may also choose to combine study routes in achieving your goal. of the top distance learning MBAs’ in
March 2009
In addition to the MBA Programme, the DBA programme, launched in 2003, now has
over 400 students placing EBS again in the forefront of world leading business schools. • Over 40% of the top Fortune 500
companies have employees on EBS
This year we announce the launch of a range of MSc programmes in business
programmes
subjects and the availability of our courses and examinations in three languages in
addition to English. • Flexibility of study mode ranging from full
time on campus to distance learning with
If you believe you have the intellectual energy and commitment for these programmes,
possibilities of mixtures of both;
now is the time to get in touch.
• Tutorial attendance with approved learning
partners throughout the world;
• Online services making possible high levels
of interactivity with EBS faculty and other
students;
Professor Keith Lumsden MA, PhD, FRSE • Student freedom to decide when, where
Director, Edinburgh Business School
and in which language to take examinations.
Heriot-Watt University, Scotland
www.ebsarabworld.com 1
Background
An institution with a history of cutting-edge education
Heriot-Watt University the Arab world’s largest educational publishers, publishing over
700 dictionaries, Islamic encyclopedias, the Sciences of the Holy
Heriot-Watt University was established in 1821 as a school for
Koran, academic works, educational programmes and school
engineers and was the world’s first technical institute.
textbooks. It is a long term joint venture partner of Pearson
Its founders intended the school to educate people for the rapidly Education with successful publishing programmes and
changing technologies of the day and its name commemorates two translations across the Arab World.
Scottish champions of technology and commerce: George Heriot,
For more information on EBS ArabWorld visit:
financier to King James VI, and James Watt, the pioneer of steam
www.ebsarabworld.com
power.
The University has achieved a consistent level of innovation
offering an extensive range of degrees in science, engineering, The Edinburgh Business School
technology, business and languages. The high standards of the Alumni Club
University are monitored through inspections carried out by the
UK government’s Quality Assurance Agency. The greatest ambassadors of the Edinburgh Business School
are the students and graduates of the programmes, whose
Just as its founders in 1821 intended, the University continues to successes, and belief in the Business School, have helped it
thrive as an institution at the cutting edge of the technologies of grow into one of the largest in the world.
our time, and continues to build on its reputation for academic
rigour and innovative thought. Edinburgh Business School has over 11,500 alumni. This
powerful community drawn from over 150 countries and from all
major industry sectors provides an active social and professional
Edinburgh Business School network. The School encourages networking through its alumni
website www.ebsglobal.net, regional ambassadors, local clubs
Edinburgh Business School is the Graduate School of Business and events.
of Heriot-Watt University and provides applied management
programmes to both individual students and Recent Edinburgh Business School alumni events have been held
major corporations. in Cairo, Dubai, Kenya, Hong Kong, Trinidad, Germany,
Switzerland, Canada and of course in Edinburgh. In addition, all
The School is located in a state-of-the-art teaching and Edinburgh Business School alumni are members of the Watt Club,
administrative centre on the Heriot-Watt campus, where the Heriot-Watt University’s wider alumni association and this also holds
needs of on-campus, corporate and international students are events on a global basis.
met in one location.
Every year, the School hosts pre-graduation parties in Edinburgh
The Business School is subject to the academic processes of and takes the opportunity to welcome personally all new graduates
the University and is run by a Board of Directors drawn from the into the alumni network.
worlds of academia and business under the chairmanship of
Sir Bob Reid.
wEBSpace - connecting Edinburgh
EBS ArabWorld Business School alumni around the world.
EBS ArabWorld formerly known as Arab International Education wEBSpace is the new free service available to all graduates of
is the partner of Heriot-Watt University and Edinburgh Business Edinburgh Business School which enables online communication
School for the MBA in English in the Arab World. EBS ArabWorld between them across 150 countries worldwide. Through
plays a central role in translating and publishing the courses in discussion forums, a searchable directory, an events calendar
the Arabic language, marketing, appointment of pan-Arab and a career section, alumni can debate, explain, search,
Approved Learning Partners, and many aspects of student service. suggest, create, solve and learn in the company of a powerful
worldwide network of people with a common set of business
The founder of EBS ArabWorld was Mr Khalil Habib Sayegh tools and techniques. To get connected to wEBSpace, contact
founder of Librairie du Liban, 1944. Librairie du Liban is one of Sally MacLeod at the School on sem@ebs.hw.ac.uk
2
Recognition of Quality
Quality and Standards at Heriot-Watt University
Within the education system in the United Kingdom, institutions Royal Charter
are only able to award a recognised higher education degree by
virtue of a Royal Charter, or more recently by Act of Parliament.
Heriot-Watt was granted its Royal Charter in 1966.
Dr Youssef Boutros-Ghali Minister of Finance of Egypt with EBS MBA graduates, Celebration of Achievement ceremony, Cairo 2007.
www.ebsarabworld.com 3
EBS ArabWorld
Partner of EBS for the Arab World
EBS ArabWorld is the strategic partner of Edinburgh Business For full details and further information, contact:
School in the Arab world and specialises in the requirements of EBS ArabWorld c/o Arab International Education
students from these regions. Sayegh Building, Zouk Mosbeh, Kesrouan, Lebanon.
Tel: + 961 9 222 827 / +961 9 224 827
EBS ArabWorld can help you by advising on courses, taking
Fax: +961 9 224 828
your course orders and invoicing you in your local currency.
Email: ebsmba@ebsarabworld.com (for the MBA & MSc)
EBS ArabWorld works with Edinburgh Business School to ebsdba@ebsarabworld.com (for the DBA)
provide support to the students in the delivery of the MBA, DBA Web: www.ebsarabworld.com
and Masters Programmes. Arabic MBA: arabic@ebsarabworld.com
4
The Edinburgh Business
School approach to learning
Totally flexible study combined with rigorous assessment
www.ebsarabworld.com 5
The MBA
More students from more countries than any other MBA programme
The MBA draws students from all the You will spend approximately 200 hours You can choose from over 350 exam
world’s leading economies and cultures. studying each of the 9 Courses, and the centres around the world.
Over 40% of Fortune 500 corporations average time to complete an MBA entirely For a complete list of examination
have employees on this programme. through self-study is three years – dates until 2012, visit
although it can be completed in one year’s www.ebsglobal.net
It was specifically created for business
intensive study, or over a period of many
men and women who want to gain
years depending on your specific
advanced management skills and Duration
circumstances. When you believe you
expertise through a programme which
have mastered a Course, you can apply The time taken to complete the award will
does not constrain them as to where,
for examination at the next available diet. differ according to the study route you
when or how they study – but which gives
them a degree with international respect choose. The majority of self-study
and credibility. students complete the MBA in 3 years
Admission (although some plan their studies over a
Each Course is entirely self-contained, longer period). The MBA programme can
The standard entry requirement for the
assumes no prior knowledge and can be be completed in one year by full-time
MBA is an undergraduate degree from a
studied independently of the other study and two years by part-time study.
recognised institution. Alternatively, you
Courses in the MBA. This enables you to
will be admitted onto the MBA when you
choose the order in which you study each
have passed three MBA Courses, which
Course, and the length of time you spend Exemptions
must include at least 1 Core Course.
on each.
(These Courses will count towards your Holders of a relevant undergraduate
Each Course will focus on a specific MBA). Additional requirements exist for degree may be eligible for one exemption,
aspect of business, and will show how to students who wish to study on-campus. and there is a maximum of two
apply the skills you learn to your own exemptions for relevant professional
organisation. Each Course uses a qualifications. Credit transfers are also
combination of clear and applied content, Assessment
available. See www.ebsglobal.net for
self-assessment with full feedback, fully Each Course is assessed through a details.
worked-out sample examinations, written three-hour examination. You do
computer profiling, and access to faculty not have a choice of question within the
web-boards to equip you with the examination: all are compulsory.
necessary skills and knowledge to pass Examination scripts are marked by
the examination and to apply your learning Edinburgh Business School faculty and
to your organisation. are subject to rigorous scrutiny by
External Examiners from other UK
universities. You are permitted a maximum
of 2 examination attempts for each Core
Course.
6
Arabic Language option
Edinburgh Business School believes that people with the Òà°ùLÉŸG äGQô≤e AÉ£YG èeÉfôH ∫ɪYC’G IQGOE’ √nÈfpOGE á«q∏c äQƒq W ó≤d
necessary intellect and application should be able to benefit from .á«fÉÑ°S’Gh ᣰq ùÑŸG á«æ«°üdGh á«Hô©dG πª°ûJ á«aÉ°VEG äɨ∏H ∫ɪY’G IQGOG ‘
graduate level education, and earn their Masters degrees if they .∫ÉÛG Gòg ‘ IóFGôdG É¡fG á≤«≤◊Gh
can pass the tough examination process.
Edinburgh Business School has translated the MBA core course á«°SÉ°SC’G äGQô≤ŸG Öjô©àH ¿ƒjƒHôJ á«ŸÉ©dG á«Hô©dG âeÉb ,¢Vô¨dG Gò¡d
texts and some elective course texts into Arabic, Chinese, ∑ƒ∏°ùdGh ≥jƒ°ùàdGh ∫ÉŸG º∏Yh OÉ°üàb’G º∏Yh áÑ°SÉÙG :»gh á©Ñ°ùdG
and Spanish. You can study the courses in one language or a äGQô≤ŸG ¤EG áaÉ°V’ÉH ,»é«JGΰS’G §«£îàdGh ™jQÉ°ûŸG IQGOGh »JÉ°ù°SDƒŸG
combination of both.
á«é«JGΰS’Gh ájô°ûÑdG OQGƒŸG IQGOGh ¢VhÉØàdG :á«dÉàdG áqjQÉ«àN’G
Arab International Education has translated into Arabic the .á«°ùaÉæàdG
seven core courses: Accounting, Economics, Finance, IQGOE’ √È
n f p OG
E á«q ∏c ≈æ©o J ±ƒ°Sh äÉYÉ°S çÓK É¡Jó
q ªa á«£ÿG äÉfÉëàe’G Éeq CG
Marketing, Organisational Behaviour, Project Management,
.á«dhódG ÉgõcGôe áμÑ°T ÈY É¡FGôLÉH ∫ɪYC’G
Strategic Planning, and three electives Negotiation, Competitive
Strategy and Human Resource Management. Edinburgh ¿Óª©J EBS ArabWorldh ∫ɪYC’G IQGOE’ √nÈfpOGE á«q∏c q¿GC ¤G IQÉ°TE’G QóŒ
Business School will offer the three-hour written examinations in ¢ShQódG ÚeCÉàd ∂dPh Ióªà©ŸG º«∏©àdGh ºYódG õcGôe øe áμÑ°T õ«¡Œ ≈∏Y
Arabic across its network of international examination centres.
.ô°üe ‘ ¢ùª°T ÚY á©eÉL õcGôŸG √òg øe ôcòfh .á«Hô©dG á¨∏dÉH ºYódGh
Edinburgh Business School and EBS ArabWorld will also appoint QÉ«àNG á°Uôa ∫ɪY’G IQGOG Òà°ùLÉe OGƒe øe øjó«Øà°ùŸG íæe ¤G ∞°VG
a network of Approved Learning Partners to provide students á«fÉμeG áaÉc ÜÓ£dGh ,(á«Hô©dG hG ájõ«∏μf’G) áYƒÑ£ŸG ¢ShQódG á¨d
with tutoring and support in Arabic. á«Hô©dG Úàî°ùædÉH á°UÉÿG PDF ádƒªÙG äÉØ∏ŸG ∫Éμ°TG ¤G ∫ƒ°UƒdG
All purchasers of the MBA materials will be able to choose the .äGQô≤ŸÉH á°UÉÿG âfÎfE’G áμÑ°T ™bGƒe ∫ÓN øe ∂dPh ,ájõ«∏μf’Gh
language of their printed Course text (English or Arabic), and all
students will have access to pdfs of Arabic and English language
∫ɪY’G IQGOG ‘ Òà°ùLÉŸG äGQô≤e ºYóJ »àdG ájQGOE’G ᪶fC’G q¿G ÒZ
versions from the Course websites.
á«aÉc áaô©Ã ™qàªàdG …Qhô°†dG øe Gòd .ájõ«∏μf’G á¨∏dÉH iƒ°S ôaƒàJ ød
.ájõ«∏μf’G á¨∏d
We expect that students will have sufficient English to
communicate with the Edinburgh Business School administration :ÜÓ£dG áeóN ≥jôØH ¿B’G π°üJG äÉeƒ∏©ŸG øe ójõª∏d
department. arabic@ebsarabworld.com
Student advising in Arabic is available on:
arabic@ebsarabworld.com .ºt∏©àdG á≤jôW hCG á°SGQódG á¨d ¤G Ò°ûJ ø∏a á«FÉ¡ædG IOÉ¡°ûdG ÉqeCG
www.ebsarabworld.com 7
Specialist MBAs
Enable you to extend your MBA programme to meet your specific
career requirements. The specialisms provide you with a deeper
understanding of a specific discipline
If you want the range of generalist skills MBA with a Specialism MBA with a Specialism in
of the 7 core courses, but also wish to in Marketing Strategic Planning
specialise in a chosen subject area, you You must complete all 7 core MBA courses You must complete all 7 core MBA
can take 4 specialist electives for an and 4 from the specialist elective group: courses and 4 courses from the
MBA in Finance, Human Resource specialist elective group:
• Consumer Behaviour
Management, Marketing or Strategic
• International Marketing • Alliances and Partnerships
Planning.
• Marketing Channels • Corporate Governance
MBA with a Specialism • Marketing Communications • Competitive Strategy
in Finance • Marketing Research • Leadership
You must complete all 7 core MBA • Negotiation • Making Strategies Work
courses and 4 courses from the specialist • Quantitative Methods • Mergers and Acquisitions
elective group: • Principles of Retailing • Strategic Negotiation
• Sales Force Management • Strategic Risk Management
• Corporate Governance
• Services Marketing
• Credit Risk Management
• Derivatives
• Financial Risk Management
• Mergers and Acquisitions
• Practical History of Financial Markets
• Quantitative Methods
8
Intermediate Awards
create your ideal programme
Programmes are structured to allow benchmark to assess your suitability for Postgraduate Diploma
you the greatest possible flexibility. the MBA programme. in Marketing
You may take individual Courses to
Requirements: Requirements:
suit your own business needs.
3 Courses including 6 Courses including
Intermediate awards can be collected
at least 1 Core Course. 4 Specialist Marketing Electives and
en route to your final MBA, or can be the Core Course Marketing.
studied in their own right. Specialist
MBAs are available in Marketing, Postgraduate Diploma in Human
Diplomas
Human Resource Management, Resource Management
Finance and Strategic Planning to The Postgraduate Diploma is recognition
Requirements:
allow you to take your study into of the knowledge and success gained in
6 Courses including
a more advanced area. a specific field, and provides employers
4 Specialist Human Resource
with evidence of a milestone achievement
Management Electives and
or a stand-alone award.
Individual Courses the Core Course Organisational
Postgraduate Diploma in Behaviour.
You can take each of the MBA Courses Business Administration
individually to update specific skills or to Postgraduate Diploma in
meet a specific business requirement. Requirements: Strategic Planning
6 Courses including
Requirements:
at least 1 Core Course.
6 Courses including
Certificate
Postgraduate Diploma in Finance 4 Specialist Strategic Planning Electives
Postgraduate Certificate in and the Core Course Strategic Planning.
Requirements:
Business Administration
6 Courses including
The Certificate allows you to matriculate
4 Specialist Finance Electives
onto the MBA programme without a first
and the Core Course Finance.
degree. It also provides you with a
www.ebsarabworld.com 9
MSc programmes
These Masters level programmes are for professionals at the
beginning of their chosen career, or for those who want to increase
their specialist skills and knowledge
10
MSc Human Resource Management MSc Strategic Planning
This programme is aimed at professional Admission: entry normally requires a The Masters in Strategic Planning is
managers already working in the field of relevant undergraduate degree; or passes targeted at individuals who either are,
‘people management’ or who see their in ‘Human Resource Management’ and or intend to become, senior managers
careers developing in that direction. two other core courses. holding substantive positions in
organisations.
The programme is designed to help Passes: required in 5 core and
managers develop the strategic, functional 4 elective courses. Typically, at senior management level
and personal competences required to meet individuals are expected to contribute
Exemptions/credit transfers: various
the increasingly demanding roles of HR, more than their functional specialty. In
undergraduate degrees and professional
whatever their present level of experience. doing so they need to understand how an
qualifications may merit exemption.
organisation can arrive at and deliver its
The programme is structured to reflect the
Interim/exit awards: passes in ‘Human strategic objectives. In the world of rapid
roles now demanded of the HR
Resource Management’ and two other change organisations that can identify the
professional:
core courses lead to the award of a need for change, design the changes
• Strategic partner: working to align Postgraduate Certificate in HRM. needed and implement those more
Human Resources with business Passes in 6 courses including all 5 core effectively and efficiency than others are
strategy, lead to a Postgraduate Diploma in HRM. more likely to survive and prosper.
• Change agent: managing change
While an MBA prepares individuals for the
processes to increase the effectiveness
wide role of management, the area of top
of the organisation,
level strategy formulation and execution
• Administrative expert: working to
requires an additional set of knowledge
improve organisational processes and
and skills.
deliver basic Human Resource services,
• Employee champion: listening and Admission: entry normally requires a
responding to employees' needs. relevant undergraduate degree, or passes
in’ Strategic Planning’ and two other
In addition to core HR concepts and
core courses.
techniques, the programme addresses the
increasingly important interfaces between Passes: required in 5 core and 4
HR and other key business functions, elective courses.
including marketing and communications,
Exemptions/credit transfers: Various
information and communications
undergraduate degrees and professional
technologies and knowledge management.
qualifications may merit exemption.
Managing across these interfaces is seen
as an important way in which HR can meet Interim/exit awards: passes in Strategic
the key strategic aims of organisations. Planning and two other core courses lead
A full list of the core and elective course to an award of a Postgraduate
in this MSc programme is given in the Certificate in Strategic Planning. Passes
chart on pages 14-15, and full in 6 courses including all five core courses
descriptions of each subject course lead to a Postgraduate Diploma in
Strategic Planning.
are given on pages16-19.
www.ebsarabworld.com 11
The DBA
Designed for executives who want to apply research-based thinking to
business issues.
12
DBA – The Three Stages
Subject Knowledge – the Course stage Research skills and research proposal Literature review and thesis – the
– the Mentored stage Supervised stage
You have two ways to demonstrate your
knowledge in the subject area of your To embark on this stage of your DBA, you During this stage of the DBA programme,
proposed thesis: will be allocated a mentor and be required you work under the direction of the
to complete the EBS courses Introduction supervisor, allocated to you by EBS, to
• Complete one of the EBS MSc degree to Business Research 2 and 3. In this stage conduct a literature review to support
programmes listed on pages 10 and you will also develop your thesis proposal. your research and underpinning
11. EBS currently offers MSc methodology, carry out your research and
programmes in Financial Management, Introduction to Business Research 2
write your thesis. Your supervisor will be a
Human Resource Management, considers research methodology and
senior academic with specific knowledge
Marketing, and Strategic Planning. The literature review. It explains how to do a
of your chosen area of research. He or
EBS MSc programmes will ensure you business-related literature review and then
she may or may not by a member of
have sufficient subject knowledge for a use it to develop a hypothesis or theory
EBS’s faculty, and will allocate to you
thesis in any of these broad subject about a business issue.
approximately six hours of contact time
areas, and each includes the course Introduction to Business research 3 per month. Communication with your
Introduction to Business Research 1 concentrates on statistical techniques supervisor will primarily be via email.
which provides a basic understanding for data collection, analysis and
of what research is and how it is done. As with the research proposal, each
drawing conclusions.
stage of your research must be
Or As with other EBS subject courses, the developed to a level acceptable to the
• Apply to the EBS DBA Research two Introduction to Business Research EBS DBA Research Committee.
Committee with details of an existing courses are each assessed by written
After acceptance of the literature
degree at Masters level (or higher) and three hour examinations.
review and synthesis, you will work on your
the proposed subject for your thesis. Your EBS mentor will work with you to thesis (approximate length 45,000 words)
The Committee will determine help in the preparation of the research under the direction of your supervisor,
additional subject-based courses that proposal. Your mentor will be a senior which is then submitted formally to the
you will be required to complete with academic with experience of mentoring University and assessment takes the form
EBS before you can start the Mentored DBA students but not necessarily an of a review followed by a viva voce
stage. This ‘tailored’ route is at the expert in the subject of your final thesis. ‘defence’ of your thesis. The examination
discretion of the DBA Research will be conducted in person or by live video
Committee and additional academic Your research proposal must be submitted link at the university’s discretion.
references may be required. to the EBS DBA Research Committee for
approval. If the research proposal is not The supervised stage is normally of two
If you do not have a clear concept for acceptable, it is returned to you with to three years duration, but this can of
your thesis proposal, it is recommended suitable explanations and you will continue course vary greatly by individual student.
that you focus on a specialist MSc to develop the research proposal until a
programme in the Course stage. standard acceptable to the EBS Research
The EBS subject courses can be studied Committee is achieved. Once the research
by self-managed distance learning, or proposal is accepted, you will be allocated
with an EBS Approved Learning Partner a supervisor whose expertise lies within
(see page 4). Some subject courses may your proposed area of research.
also be studied on campus at EBS. The Mentored stage is normally of one
Each course normally requires 200 hours year’s duration.
of study.
www.ebsarabworld.com 13
The courses
and programmes
Course MBA MSc MSc Financial MSc MSc Strategic
Marketing Management HRM Planning
Economics Core – – – –
Employee Relations Elective – – Elective –
Influence Elective – – – –
14
Course MBA MSc MSc Financial MSc MSc Strategic
Marketing Management HRM Planning
www.ebsarabworld.com 15
Course descriptions
Full details at www.ebsglobal.net
16
the link between company operations and capital today’s increasingly harsh economic environment. for data collection and analysis so that
markets: it is impossible to understand the By the end of this course managers will conclusions can be generated.
behaviour of the stock market without a grasp of understand HRM from both a strategic and an
Leadership
the principles of financial analysis, quality trade-offs operational perspective.
Tony Berry, Richard Bunning
to be made and project management tools and
Influence Are leaders born or can leadership
techniques are essential in keeping change
Professor Gavin Kennedy characteristics be developed? This course is
processes on track.
Influence is the process by which we obtain what designed to enable you to understand theories,
Financial Risk Management we want by affecting the thoughts, feelings and issues and tools of leadership in order to
Dr Peter Moles behaviours of others over whom we may have develop yourself as a leader and develop
Managers with a finance responsibility are expected limited or no authority but who are able to make leadership in your organisation.
to have a working knowledge of the principles and decisions that affect ourselves and our
Making Strategies Work
practices of financial risk management. Whereas in organisation.
Professor Alex Roberts,
the past such managers devoted their time to
It is about understanding how managers deal Andrew Maclennan
financial reporting, this is now seen as less
with other managers upwards and sideways Today, a key preoccupation of the CEOs of most
important than skill in financial decision making.
in, across and between organisations. organisations is how to make their intended
The rationale for the course is straightforward:
strategies work in practice. There is no shortage
in today’s environment the observed volatility in International Marketing of good strategic planning. However, the issues
financial and commodity markets is testimony to Dr Philip Cateora, Dr John Graham surrounding how to implement strategies are
the inherent risks firms face. Financial risk This course addresses global issues and less well known. To make the planned strategy
management is the discipline that aims to analyse, describes concepts relevant to all international work a series of complex monitoring and control
control, and – if necessary – reduce those risks to marketers. It provides an approach and tools are required to keep the implementation of
an acceptable level. framework for identifying and analysing the key the strategy on course.
cultural and environmental characteristics of any
Human Resource Development Managing Employee Relations
nation or global region and highlights the
Stephen Gibb Mike Leat
importance of viewing international marketing
Effective individual learning is critical if employees This course focuses on the employment
management from a global perspective.
are to acquire the knowledge and skill needed to relationship, the conflicts inherent to that
support the organisation’s business objectives Introduction to Business Research 1 relationship and the processes used to
and delivery targets. The delivery of effective Professor Alex Roberts, resolve these conflicts and manage the
people development practices requires a Dr William Wallace, relationship.
considerable increase in commitment and Professor Patrick O’Farrell
enhanced skills from all managers. Most MBA graduates will have done no In the era of globalisation, an increasing
A shift is taking place from training, an instructor- postgraduate research whatsoever. It is therefore internationalisation of markets, supply chains
led, content-based intervention, to learning, which necessary to establish a basic understanding of and production activities –
is a self-directed, work-based process, leading to what research is and how it is done. and with many organisations needing to be
increased adaptive capacity. competitive internationally as well as locally –
Introduction to Business Research 2 the employment relationship is subject to a
For these reasons, and many others, the well- Professor Alex Roberts, much wider range of influences than has
rounded manager in the successful organisation Dr William Wallace traditionally been the case. These influences
usually numbers among their priorities the The second research course concentrates on and their implications for employee relations are
development of people, or Human Resource developing an understanding of the concept of examined in depth in this course.
Development (HRD). a methodology and literature review from a
Managing People in
business perspective. This course will show
Human Resource Management Changing Contexts
how to develop a business-related literature
Professor Tony Keenan Professor Graeme Martin
review and use it to develop a thesis subject.
Human resource management (HRM) is This course is aimed at helping managers
concerned with the effective management and Introduction to Business Research 3 understand the key issues in the management and
utilisation of human resources in organisations. For Professor Alex Roberts, leadership of change in contemporary organisational
most organisations, human resources are their Dr William Wallace, Frances Pfab contexts and provide them with practical advice,
greatest assets and the optimal utilisation of these The third methodology course concentrates on frameworks and tools to help them manage change
resources is the key to competitive advantage in developing the statistical techniques necessary more effectively in global economies. It is an essential
www.ebsarabworld.com 17
course for students and managers wanting to Marketing Channels negotiation. Various academic disciplines
understand the people and organisational problems Dr Lou Pelton, Dr David Strutton, (economics, psychology, sociology, politics,
inherent in modern organisations. Dr James Lampkin anthropology and mathematics) have
Channel relationships are increasingly important researched negotiation from their particular
Drawing on a wide range of disciplines including in creating market value and sustainable standpoints and much of this material forms the
organisational behaviour, HRM, marketing, IT, competitive advantage. This elective provides an basis for the scientific analysis of negotiation.
economics, strategy and operations, the course up-to-date perspective of the relationships
focuses on the nature of management and among marketing channels using the Channel Organisational Behaviour
leadership, individual behaviour, motivations and Relationship Model (CRM). Bob Dailey
engagement with organisations, the design of If you work in organisations, you probably think
modern organisations and managing in Marketing Communications you know a lot about them. But do you? An
international organisations and cultures. It also Chris Fill, Barbara Jamieson organisation continually has to adapt to
examines the nature of management and The often-misunderstood concept of marketing changes in the competitive environment. Its
communications is examined from a strategic effectiveness depends on the motivation and
leadership of corporate reputations, brands and
perspective in this course. The following ideas
corporate social responsibility, the management of behaviour of the workforce. To capitalise on the
are explored: the interlinking of corporate,
knowledge-based enterprises, the changing nature capabilities of the workforce, it must have
marketing and communication strategy; the
of technology in new forms of organisations and appropriate incentives, develop effective teams,
blend of internal and external communications;
the management of changing cultures. design an attractive job environment and
the relational aspects of network
manage the dynamics of organisational change.
The course is international in outlook and draws communications; the context within which
By understanding the principles of
on a wide range of originally-research cases marketing communications operate; how
organisational behaviour you acquire a deeper
and illustrations drawn from companies in the audiences frame and interpret marketing
knowledge of how you relate to other members
US, UK, continental Europe and Asia, reflecting messages. This course assumes relationship
of the organisation.
the author's international academic and marketing to be essential and sees
practical experience. communication in the context of both Performance Management
transactional and relational exchanges. Dr Herman Aguinis
Managing Personal Competencies
Corporate and marketing communications are This course addresses the topic of performance
Iain Henderson and Martin Dowling
considered as important components of the management, a continuous process of
This course is concerned with how managers
complete process. identifying, measuring and developing the
can develop the personal skills of effective self-
performance of individuals and teams and
management and the interpersonal skills needed Marketing Research
aligning performance with the strategic goals of
to influence people in organisations. Professor Tony Proctor
the organisation.
This course provides students with a solid
Managing People in Global Markets understanding of the marketing research • Performance management systems are
Dr Monir Tayeb process as well as the practical skills necessary described as key tools to transform people’s
Major global companies have been the principal to undertake marketing research of both a talent and motivation into a strategic
agents of globalisation of the market and indeed qualitative and quantitative nature. organisational advantage.
the world. These companies draw on many
resources from managerial talent, to The emphasis is on solving marketing problems • Topics include the design and implementation
technological know-how, to favourable market using marketing research. Extensive case study of individual and team performance
conditions. One of their major resources is their material provides insights into the problems and management systems, performance
workforce. The main objective of this course is practical applications of the research techniques. management and organisation- and unit-level
to examine how global companies go about Mergers and Acquisitions goals and strategies, performance
managing their multicultural workforce, what Professor Alex Roberts, management and employee development,
complications they may encounter in doing so Dr William Wallace, Dr Peter Moles performance management and coaching and
and how they might deal with these It is well known that mergers and acquisitions feedback, performance and rewards, the
complications. The course also discusses other rarely result in an effective outcome in terms of measurement of performance, and legal
strategic and managerial issues that have a creating shareholder value. So why is it so issues.
bearing on global employee management. difficult? There are three answers to this. First, • Performance management is discussed as an
organisations need to be clear about their integral part of all organisational units and not
Marketing
strategic fit. Second, the price paid is often too the domain of the HR function only.
John Mullins, Orville Walker,
high in the sense that potential gains are included
the late Harper Boyd
in the bid. Third, the change processes • Numerous examples of how performance
In highly competitive markets the success or
necessary to achieve successful integration are management systems are implemented in
failure of a product or service may be determined
typically not identified up front. publicly traded, private, government,
by the marketing decisions you take. This course
domestic, and global organisations, including
will help you make the right ones. The course will Negotiation
organisations outside of the United States.
enable you to analyse and critically evaluate Professor Gavin Kennedy
marketing problems and opportunities. It will also Negotiation is one of several means available to • Over 30 integrative cases addressing the
help you develop and implement marketing managers to assist in the making of decisions. design and implementation of various aspects
strategies and programmes which take best The course aims to provide a thorough of performance management systems in a
advantage of your firm's situation. grounding in the science and practice of diverse set of organisations and industries.
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• Scholarly and practitioner-oriented to enable students to make good decisions and rote learned; it is about the application of
bibliographic sources from a broad set of to be able to organise and understand thoughtful analysis to real-world problems.
disciplines including auditing, cognitive numbers. Strategic Negotiation follows this advice into the
psychology, communication, education, implementation phase of strategy and is
Research Methods in Business
human performance, human resources organised around case examples to
and Management
management, industrial and organisational demonstrate the application of the concepts
Devi Jankowicz
psychology, information systems, international from its process model to the real world. The
Topics covered include:
business, management, marketing, cases are drawn from consultancy work in
• Research methods and
organisational behaviour, public various industries and business situations and
your dissertation
administration, social psychology, sociology, they also draw upon the work of colleagues
and strategy. • The project process who have demonstrated competence in
Practical History of • The research process this field.
Financial Markets
• Using what’s already known The case subjects in this text, and others
Andrew Smithers, Stephen Wright, Gordon
included in the online materials, illustrate the
Pepper, Peter Warburton • Semi-structured primary
application of the core concepts. They provide
Joachim Goldberg, Herman Brodie, data techniques
a framework for your understanding of the
Barry Riley, Russell Napier
• Fully structured primary data techniques strategic negotiation process and for your
There are important lessons from history which
application of the process to general situations.
are typically locked up in the heads of older • Writing the dissertation
practitioners in the field and which each Strategic Planning
succeeding generation appears to find it Sales Force Management
Professor Alex Scott
necessary to learn afresh. The intention of this Professor David Jobber,
The major problem facing chief executives is to
course is to set out these important lessons and Professor Geoff Lancaster
make sense of a spectrum of information and
provide fund managers with an historical context An integrated approach to sales management
has a direct effect on sales performance. As apply appropriate tools and techniques in driving
within which current events can be interpreted.
well as providing a thorough and up-to-date an organisation through a complex and
Principles of Retailing overview of the accumulated theory and continually changing competitive environment.
Suzanne Fernie, John Fernie, research evidence relevant to sales force The complexity of real life can be structured as a
Christopher Moore management, this course considers sales force
process involving objective setting, analysing
This course considers how retailers can achieve management from a strategic perspective.
competitive positioning, choosing a strategy,
competitive advantage by rapid organisational Practical actions which sales managers can
implementing it and adapting to feedback over
response to changing consumer demands. As take to direct, influence and control sales staff
time. Clearly all of these steps are crucial and
well as examining operational functions of are also examined.
organisations succeed or fail depending on the
retailing, the course shows how the integration of
Services Marketing robustness of their strategic processes. This
marketing, buying and logistics functions drive
Christopher H. Lovelock, means that there are no easy answers to
the growth of retail organisations. The course
Sandra Vandermerwe, strategic problems and the solutions offered by
also investigates future patterns for retail growth
Barbara Lewis, Suzanne Fernie business gurus can be seen for what they are:
particularly in international/global retailing and in
Service industries face dramatic changes in their popular appeals to intuition which are largely
e-commerce.
environment, ranging from developments in devoid of any conceptual or empirical basis.
Project Management computerisation and telecommunications Strategic planning is above all about thinking
Professor Alex Roberts, (including the Internet) to the emergence of effectively and using the strategic process
Dr. William Wallace global markets for their output. Perhaps the
approach requires a sound understanding of the
Implementing organisational change can be most significant trend – representing both a
other core disciplines.
visualised as a project with time, cost and quality threat and an opportunity – is the increasingly
trade-offs. Project management tools and competitive nature of service markets. Strategic Risk Management
techniques are essential in keeping change Established ways of doing business are no Professor Alex Roberts,
processes on track. If you don't realise that longer adequate. Around the world, innovative Dr. William Wallace and Neil McClure
organisational processes are actually projects, newcomers offering new standards of service Corporate risk is typically regarded as equivalent
you may get nasty surprises when things turn are succeeding in markets where established to financial risk. This is a major error because
out unexpectedly. Rigorous project management competitors have failed to please today’s financial risk is only one element of an
techniques will not solve all problems but they demanding customers. This course emphasises organisation's risk profile. Other risks include
do clarify the process of achieving the project's the need for a distinctive approach to planning change risk, operational risk and unforeseeable
goals. and implementing marketing strategy for service risk. Taken together they can be classed as
organisations. strategic risk, and the question is then how to
Quantitative Methods
Professor David Targett Strategic Negotiation manage risk in all its dynamic complexity. There is
In order to make decisions it is necessary to Professor Gavin Kennedy a huge difference between understanding risk
have access to information. In the world of The focus of Strategic Negotiation is on the and managing risk. This course provides a
business, that information will often be in generation and implementation of negotiation unique tool kit for all managers who have to
numerical form. The objective of this course is strategy. Strategy is not a series of axioms to be confront risk issues.
www.ebsarabworld.com 19
The course websites
• Fully searchable version of the course text.
• Multiple choice questions, case studies and essays
to test your understanding of the subject.
• Topic-by-topic analysis of your strengths and weaknesses,
based on your responses to the self-assessment questions.
• Past examination papers with model answers.
• Discussion board where you can post queries for Faculty.
• Access to pdf version of the course text and other
downloadable files.
• Links to external websites of relevance to the subject
• View a detailed table of contents as well as listings of tables
and figures.
• Complete index of course content.
• Search for a particular term.
• Student’s question.
• EBS Faculty response.
• Main profiler: first attempt: The Profiler™ records the results
of your self-assessment tests and uses them to build up a
picture of your strengths and weaknesses.
• Main profiler: latest attempt: The Profiler™ also offers a view
based on your latest attempt at each question, so you can
see how your understanding improves.
• Profiler final examinations: first attempt: Some questions allow
you to test yourself against problems of examination standard;
the Profiler™ helps you to assess your readiness for the exam.
• Profiler final examinations: latest attempt: The Profiler™ also
offers a view based on your latest attempt at each question,
so you can see how your understanding improves.
Assessment Networking
Each course is assessed by a written Students come from over 150 countries course website (and also by fax and
three hour examination which is set and in the world and many choose to the postal service), and other online
graded by Edinburgh Business School communicate with their faculty and peers communities. The web is also used for
faculty. All students, regardless of study through the web-boards or via discussion many aspects of course administration,
mode or programme, take the same groups set up for the purpose. Edinburgh including registration for exams and a
examination on the same day, in one of Business School supports this with results service.
the 350 exam centres which Edinburgh Faculty web-boards available via each
Business School runs all over the world.
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What our students say
www.ebsarabworld.com 21
The Faculty
All of the Business School’s courses are authored by leading faculty
with extensive international teaching, consultancy and research
experience. Faculty is based either in Edinburgh Business School,
or is drawn from other top European or North American Schools.
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Professor Alex Scott. Professor Alexander Roberts.
Professorial Fellow and Academic Director. Professorial Fellow.
Professor Scott is an Economist and has Professor Roberts lectures, researches and
published 2 books and over 30 research consults for major organisations on strategy
papers on efficiency in education, efficient use development and implementation.
of energy, energy and the environment, and The practical relevance of his work is
the cost to the taxpayer of government underpinned by 15 years in senior management,
industrial aid programmes. He is a pioneer in developing and including 10 years at executive director level within multinational
carrying out research into new educational techniques,
subsidiaries of American and European-based businesses.
particularly in the field of business simulations.
Academic Faculty
Boudreaux, K. J., AB, MBA, PhD Peacock, Sir A., DSC, MA,
Brown, K., MA, MSc DUniv, DEcon, DSc, FBA, Hon
FLSE, FRSE
Dailey, R., PhD
Ricketts, M., BA, DPhil, FRSA
Henderson, I., BSc, MBA, PhD
Roberts, A., PhD, MBA, FCCA,
Jamieson, B., BA, MBA, MCIM
FCIS, MCBS
Kay, N., BA, PhD, FRSA
Scott, A., MA, MSc, PhD
Keenan, A., BA, PhD
Small, J., CBE, FCCA
Kennedy, G., BA, MSc, PhD,
Targett, D., MA, PhD
FCInstM
Walker, O. C., BSc, MA, PhD
Lauder, I., MA, FCIPD
Wallace, W., BSc, MSc, PhD,
Lothian, I. N., BA, CA, FRSA
MCIOB, MAPM
Lumsden, K. MA, PhD, FRSE
Vagneur, K., BSc, MSc, PhD,
Martin, G., BA, MSc, MBA, PhD CPA
Moles, P., BA, MBA, PhD
Mullins, J., BA, MBA, PhD
www.ebsarabworld.com 23
Classroom
support
for students
24
Graduation
The degrees are awarded by Heriot-Watt University. The Edingburgh Business School in conjunction with its partner
University holds graduation ceremonies in Edinburgh in July and in the Arab World, EBS ArabWorld, hosted a Celebration of
November each year. These ceremonies provide an opportunity Achievement event and evening reception in Cairo on Saturday
to recognise and celebrate the achievements of students and 17th February 2007.
also enable self-study and Approved Learning Partner students
The event, hosted at the Semiramis InterContinental Hotel, was
(who may not have visited Edinburgh before), to come on-
the first opportunity for the EBS graduates and graduands in the
campus with friends and family and meet their peers and their
Middle East to participate in an event of this kind, with EBS
faculty. Prior to each graduation, Edinburgh Business School
inviting each of the 230 graduates from the Arab countries who
holds a reception in the School which has proved extremely
had already completed their MBA as well as graduands who
popular with students.
have just become eligible to graduate to participate in the special
ceremony.
Application process
MBA DBA
For details on entry criteria and assessment for the MBA, For details on entry criteria and assessment for the DBA,
please see page 6 please see page 12
www.ebsarabworld.com 25