Mohd Marzuki Muhammad Zabidi

mmmz@iiu.edu.my
Tel.: 03-6196 4181/4190
Fax: 03-6196 4856

Rosmawati Ramli

rosma@iiu.edu.my
Tel.: 03-6196 4197

Registration Form: .pdf format | .doc format

LECTURER

1

Managing Exchange Rate Risk

Intermediate

240

Dr. Obiyathulla

2

Corporate Governance

Intermediate

240

Dr. Shahul

3

Islamic Economics

Intermediate

240

Dr. Aslam

4

Issues in Financial Management

Refresher

240

Dr. Kameel

5

Commercial Transactions in Islam

Intermediate

240

Mr. Mustafa

6.

Share Valuation & Share Listing

Intermediate

240

Prof. Manap

7

Bond Pricing and Markets

Intermediate

240

Dr. Obiyathulla

8

AFTA and Its Impact on the Malaysian Economy

Intermediate

240

Dr. Rokiah

Fundamentals of Forecasting for Practitioners

10

Issues in Corporate Finance

Intermediate

240

Dr Obiyathulla

11

Managing Exchange Rate Risk

Intermediate

240

Dr. Obiyathulla

12

Managing Equity Risk with Options

Refresher

240

Dr. Obiyathulla

13

AFTA & Its Impact on the Malaysian Economy

Intermediate

240

Dr. Rokiah

14

Understanding Mergers & Acquisition

Intermediate

240

Dr. Obi

15

Economic Indicators & Their Implications for the Capital Market

240

Dr. Aslam

16

Understanding the Mergers & Takeover Code

Intermediate

240

Dr. Mushera

1. UNDERSTANDING AND ANALYSING FINANCIAL STATEMENTS [TOP]

Objective

Duration & Time

This 1-day programme is intended to provide participants with the basic understanding of financial statements in some of the tools used in analyzing such statements.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Introduction/Needs Analysis Overview of Financial Management

• Accounting and compliance to SC rules
• Financial Accepting vs Management Accounting

Concepts in Accounting and Finance

• Accounting Principles and Conventions
• Overview of Business Transactions

Elements of Financial Reports

• Balance Sheet
• Profit and Loss
• Cash Flow
• Notes
• Case Example

Case study - How to Interpret Financial Statements

• Company Profile
• Chairman's Statement
• Report by the Auditors
• Financial Statements
• Case Analysis and Discussion

Interpretation of Accounts & Ratio Analysis

• Horizontal and Vertical Analysis
• Profitability Ratios
• Liquidity Ratios
• Leverage Ratios
• Leverage Ratios

Introduction to Simulation

• Group meetings
• Submission of results analysis of results ratios, and interpretation of results learning points

2. FUNDAMENTALS OF FORECASTING FOR PRACTITIONERS [TOP]

Objective

Duration & Time

This 1-day program is intended to provide participants with a basic understanding of the statistical tools used in forecasting. Participants would be exposed to some of the strengths and weaknesses of these tools.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Data Descriptions and Transformation

· Time Series Data
· Data Collection
· Data Components
· Graphical Presentation
· Data Smoothing
· Data Conversion
· Data Transformation

Basic Forecast Methods

· Assumptions
· Naïve Forecast
· Simple Moving Average Forecast
· Trend Forecast
· Causal Model Forecast

Illustration of Forecasting Task Order

· Forecasting the Kuala Lumpur Composite Index (Computer Session)
· Data Description: Plotting the Time Series
· Model Building
· Forecast Accuracy
· Ex ante Forecast

3. ISLAMIC MONEY AND CAPITAL MARKET [TOP]

Objective

Duration & Time

This programme is intended to provide participants with an overview of Islamic money and capital markets. It is intended to provide participants with an appreciation for Islamic capital markets.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Islamic Money Market

• The Islamic Financial System
• The Islamic Financial Market
• Structure
• Liquidity (al Suyulah)
• Instruments
• Illustrations
• Current Developments

Islamic Capital Market

• Islamic Valuation of Equity/Stocks Production/Capital Structure Model) Contratrading, Shortselling, Futures & Options Islamic Bond Market Structuring Islamic Bonds
• Islamic Coupon & Zero Bonds

4. ISSUES IN FINANCIAL MANAGEMENT [TOP]

Objective

Duration & Time

This 1-day programme is intended to provide participants a basic understanding of the key issues in financial management. The issues covered will be of relevance to stockbrokers/remisiers.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Essential Concepts in Business Finance Goal/Objective of Financial Management

• Scope of Financial Management
• Recent Issues

Valuation of Securities: Risk and Return Time-value of Money

• Future value
• Present value
• Annuities

Exercises Valuation of Securities

• Fixed income securities
• Money market securities
• Mechanism of fixed income and money markets
• Malaysian money market securities
• Islamic money market securities

Stocks

• New issues and the IPO process
• Terminologies
• Stock Valuation techniques
• P/E approach, Dividend discount models
• Malaysian equity markets

Risk and Return

• What is risk
• How is risk measured
• Means returns, standard deviations and variance Risk and diversification
• Systematic and Unsystematic risk
• What is project sensitivity
• The risk/return trade-off
• Risk and return: Capital Asset Pricing Model (CAPM)
• Stock returns and betas

5. MANAGING STOCK PORTFOLIOS [TOP]

Objective

Duration & Time

This 1-day programme is intended to provide participants the basics of managing stock portfolios. Participants will be exposed to the key issues in portfolio management and the appreciation of performance evaluation.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Securities Markets

• Types of Securities
• Primary vs. Secondary Markets
• Risk Transfer/Role of Markets

Investment Theory

• Market Indexes
• Portfolio Diversification
• Capital Asset Pricing Model (CAPM); Arbitrage Pricing Theory (APT)
• Active and Passive Management
• Asset Allocation Strategies
• Timing Strategies

Performance Evaluation of Unit Trust

• Return Measures
• Performance Attribution
• Risk Adjusted Measures
• Sharpe vs. Treynor Measures
• Market Timing

Computer Session: Computing for Stocks and Portfolios

6. BOND PRICING AND MARKETS [TOP]

Objective

Duration & Time

This programme is intended to provide participants a basic understanding of bonds, bond pricing and bond markets. At the end of this programme, participants should have a better understanding of how bond markets work and bond pricing.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Understanding Risk g Competitive Scenario

• What is Interest Rate Risk
• Determinants of Interest Rate Movements

Bonds: Market and Pricingpetitive Scenario

• Bond types and terminologies
• Basic Interest Rate Mathematics
• Bond pricing and valuation
• Yields and Yield Curves
• Interest Rate; Term Structures
• Ratings and Risk

Interest Risk and Bond Portfolio

• Bond Valuation and Sensitivity
• Estimating interest rate exposure of a bond portfolio
• Duration Analysis
• Portfolio Duration and Interest Rate Expectation
• Balancing between investments in Bonds and Bond Issuance
• Gap Analysis
• Immunizing a bond portfolio

7. ISSUES IN CORPORATE FINANCE [TOP]

Objective

Duration & Time

This 1-day programme is designed to provide participants with an understanding of key issues in corporate finance especially estimating funding requirements. Remisiers/people associated with the stock broking industry should find this useful particularly in analyzing listed company’s financial statements.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Estimating Short Term Finding Needs

• Profit vs Cash flow
• Estimating Funding Needs
• Short Term Funding Requirement – Using the Cash Budget  Cash-flow Planning
• Predicting Short-term Cash-flow
• Proforma Cash Budget
• How to Construct and Interpret a Cash Budget Class Exercise
  : Coulsen Inc. GroupBreakout–Group Discussion
  : Case Analysis
  : Azat Inc

Working Capital Management

• Indicators of Liquidity
• Return of Equity – ROE model, Profitability; Asset turnover; Financial Leverage
• Sustainable growth
• The production/operating cycle
• The cash conversion cycle
• Working capital strategies
• Class discussion
  : W.T. Grant Group Breakout–Group Discussion
  : Case Analysis
  : Carrefour SA Giant Hypermarke

8. INTERPRETING FINANCIAL STATEMENT: SECTORAL ANALYSIS [TOP]

Objective

Duration & Time

This 1-day programme is intended to provide participants with an appreciation for interpreting financial statements from a sectoral viewpoint. The need for the sectoral analysis and the many differences that require a sectoral approach to interpreting ratios.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

A Review of Accounting and Financial Management

• Accounting Principles and Conventions
• Business Transactions in :
• Manufacturing/Trading
• Banking/Insurance
• Property/Development Mining
• MASB Standards on sector reporting

Financial Reports

• Balance Sheet
• Profit & Loss
• Cash Flow
• Notes
• Case Example - Manufacturing/Banking/Property/Mining

Ratio Analysis - An Overview by Industry

• Profitability/Liquidity/Leverage
• PE/DY/Market Capitalization

Simulation Exercise

• Briefing
• Group Decision
• Results and Interpretation of Results
• Discussion

9. ISLAMIC ECONOMICS [TOP]

Objective

Duration & Time

This programme elaborates on selected foundation issues of Islamic economics. Participants will be exposed to discussion and analyses of why there is a need for Islamic economics and how to go about developing Islamic economics in the contemporary scenario. Areas covered are worldview similarities and differences between Islamic economics and conventional neoclassical economics, Islamic economic methodology and features of an Islamic economic system.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Why Islamic Economics and Finance?

• Why Not Conventional Economics and Finance?
• Science is not value free
• Worldviews- The Basis of Economic Systems
• What are worldviews?
• Elements of worldview relevant for economics: Conventional vs Islamic
• Economics vs. Islamic Economics
• Scarcity and Choice: Conventional and Islamic
• Definition and scope of Economics and Islamic economics

How to Develop Islamic Economics

• Methodology of Islamic Economics
• Sources of Islamic economics
• Shari’ah, Fiqh and Usul al-Fiqh
• Dealing With Contemporary Issues
• Ijtihad: Definition, Scope and Types
• Some examples of Ijtihad related to Islamic economics

The Islamic Economic System

• Foundations of An Islamic Economic System
• Philosophical Foundations, Principles and Goals
• How to Measure Performance of an Economic System
• Characteristics of An Islamic Economic System
• Property Ownership: Types and Implications for Economic/Business Activity
• Motivation and Incentives in an Islamic Economic System
• Decision Making Structure: The Concept of Shura’

The Market, State and Economic Justice

• The Relationship Between Market and State in an Islamic Economy
• Importance of Markets
• The Complementary Role of the State: The Institution of al-Hisbah
• Allocating resources: principles and application
• Distributive Justice in an Islamic Economic System
• Equity vs. Equality: The Concepts of Khilafah and Amanah
• Goals of Distribution in an Islamic economic system

10. QUALITY BENCHMARKING FOR SERVICE INDUSTRIES[TOP]

Objective

Course Content, Duration & Time

This program is developed to equip the participants with the effective principles and tools in improving quality in service industries. The program places special emphasis on benchmarking as an easy but powerful quality improvement tool.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Topic: Issues in Quality Management

• What is Quality?
• Dimensions of Quality
• Customer Satisfaction
• Kaizen

Topic: Issues in Quality Management

• Problem Solving Method
• ISO 9000 Quality Management System
• Six Sigma

Topic: Benchmarking

• What is Benchmarking?
• Rationale for Benchmarking
• Benchmarking Process

Topic: Benchmarking

• Applications Locally as well as Globally
• Benchmarking Trend
• Case Study on Benchmarking : Malaysian Examples

11. ECONOMIC INDICATORS AND THEIR IMPLICATIONS FOR THE CAPITAL MARKETS [TOP]

Objective

Duration & Time

This 1-day programme is intended to provide participants with an understanding of the key economic indicators and what it implies in businesses and stock markets.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

The Relationship between the Real Economy and the Financial Sector & Economics Indicators and the Capital Market Categories of Indicators

• Leading
• Coincidental
• Lagging

Leading Indicators: Definitions and Benchmarks

• Business Failures
• Housing Starts
• Stock Price Index
• New Orders
• Durable Goods
• New Incorporations
• Average Working Hours
• Building Contracts
• Wholesale Price Index

Leading Indicators: Relationships

• Business Failures

Coincidental and Lagging Indicators: Definitions and Benchmarks

• Real and Nominal GDP, GNP
• Private Consumption Indicators
• Private Investment Indicators
• Government Revenue and Expenditure
• Exports and Imports
• CPI and GDP Deflator
• Savings-Investment Gap
• Industrial Production Index
• Manufacturing Index

Coincidental and Lagging Indicators: Relationships

Case Studies/Discussion Articles

Economic Indicators and the Capital Market: Putting It Together

Case Studies/Discussion Articles

12. CORPORATE GOVERNANCE [TOP]

Objective

Duration & Time

This one-day programme is intended to provide participants with the basic understanding of the evolving and changing roles of the corporations and modern society. Company directors’ responsibilities will be stressed upon for ensuring observance of good practices of governance of the corporation thus achieving transparency, integrity, accountability and social responsibilities.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

• Roles and responsibilities of companies towards shareholders
• Statutory, self regulation, and voluntary adherence to corporate governance in Malaysia
• Characteristics of good corporate governance
• Roles, responsibilities, and powers of Securities Commission
• Roles, responsibilities, and powers of Kuala Lumpur Stock Exchange

• Roles, responsibilities, and powers of other statutory and regulatory bodies in corporate finance
• Duties and responsibilities of company directors
• Common offences committed by company directors under the Companies Act 1965

13. MARKETING FOR VALUE CREATION[TOP]

Objective

Duration & Time

This program is intended to provide participants with an overview of marketing for value creation. Participants shall be exposed to the 8Ps of the marketing mix to identify latent and unutilized potential in one or more of the Ps to deliver value and achieve customer satisfaction.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Topic: Marketing as a Process

• Marketing in the Twenty-First Century
• Marketing for the Financial Industry
• Understanding and Identifying Target Markets
• Customer-based Value Creation
• Positioning and Differentiation
• Illustrations: Methods of Measuring Customer Value & Five Ways of Failing to be Customer Centric
• Short Case Study: Akio Morita: An Asian Marketing Legend

Topic: Marketing Mix and Value Creation

An examination of how each of the following Ps individually and synergistically creates value and delivers satisfaction to the customers:

• Product
• Price
• Place
• Promotion

An examination of how each of the following Ps individually and synergistically creates value and delivers satisfaction to the customers:

• People
• Process
• Physical evidence
• Productivity and Quality
• Illustrations: The Brand Report Card

:Creating a Tipping Point

:Culture and Relationship Marketing

:Audit: Characteristics of Company Departments that are Truly Customer-Driven

14. UNDERSTANDING MERGERS AND ACQUISITIONS [TOP]

Objective

Duration & Time

This programme is intended to provide an overview of mergers and acquisitions. Emphasis will be on the valuation aspects of mergers and acquisitions. It is intended that participants will have a better appreciation of the pricing issues of mergers and acquisitions.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Introduction to Corporate Restructuring

• Mergers and Acquisitions
• Why companies undertake M & As
• Types of mergers
• Financing M & As
• Friendly vs Hostile Takeovers
• Proxy battles and tender offers
• Pre and post tender offer
• Mergers and the Economy
• Reasons and Motives for mergers
• Estimating economics gains and cost from mergers

Valuation for Merger Candidates Valuation Methods

• Net Tangible Asset (NTA)
• Profit / Sales / P/E Multiple
• Comparable Transaction
• Discounted Cash Flow
• Case Study For Managers

15. STRATEGIC BUSINESS MODELS [TOP]

Objective

Duration & Time

The aim of this course is to provide participants with a methodology for developing a business model. The emphasis is on enabling them to chart the key elements in developing a coherent business model.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Formulating a Business Modelg Competitive Scenario

• Key elements of a business model
• Choosing a profit model
• Value chain analysis
• Customer value proposition

Implementing the Business Model

• Corporate core competence
• Leveraging on competencies
• Managing competence portfolio

16. MANAGING EXCHANGE RATE RISK[TOP]

Objective

Course Content, Duration & Time

This is a one day program designed to provide participants with a basic understanding of exchange rates, currency risk and risk management techniques. At the end of the program, participants should have:

• An appreciation of currency risk.
• A basic understanding of currency markets and how they work..
• An understanding for the need to hedge and some basic hedging techniques.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Topic: Exchange Rate Systems

• Evolution of exchange rate regimes.
• Fixed Exchange Rate, Gold Parity Systems.
• Post Bretton World.
• Fixed, Floating and Managed Floats.
• The trade offs in exchange rate management.
• Mechanics of Central Bank intervention
• Spot Rates.
• Forward Rates.
• European vs. American quotes.
• Bid-ask spreads.
• Forward premiums/discounts.
• Mechanics of Exchange Rate Markets

Topic: Basic Currency Hedging Techniques

• Mini Case on Currency exposure.
• Using currency forward/futures contracts.
• Using currency options.
• Currency Risk Sharing Agreements.
• A Money Market Hedge.
• A Basic Currency Swap

17. PHILOSOPHY OF THE ISLAMIC FINANCIAL SYSTEM [TOP]

Objective

Course Content, Duration & Time

This program is intended to familiarize the participants with the philosophy of the Islamic financial system, which provides the principles and dynamism to the present day practices of Islamic banking and finance.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Topic: Concept and Principles

• The Islamic Financial System
• Shariah principles and sources

Topic: Approaches and Techniques

• The Objectives of al-Shariah
• Education and Training
• Ensuring Justice and Fairness
• Public Interest

Topic: Islamic worldview

• Individual
• Institutions

Topic: Framework of the Islamic Financial System

• Historical Model
• Present practices

Topic: Framework of the Islamic Financial System

• Case: Malaysian Islamic Financial Institutions

18. MEASURING AND IMPROVING SERVICE QUALITY [TOP]

Objective

Duration & Time

This program is designed to provide participants with a basic understanding on major dimensions of service quality and how service quality can be measured in an organisational setting. Participants shall also learn to identify service quality shortfalls based on a gap analysis that also systematically highlights prescriptions for closing service gaps for service improvements.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Topic: Understanding Services

• Service Products as Intangible Performances
• Customer Involvement in the Production Process
• People as Part of the Product
• Greater Variability in Operational Inputs and Outputs
• Harder for Customers to Evaluate
• No Inventories for Services after Production
• Importance of the Time Factor
• Different Distribution Channels
• Illustrations: Exceeding Customers’ Highest Hopes: A Service Marketing

Checklist

• Case study: Menton Bank Asia

Topic: Defining Service Quality

• The Transcendent View
• The Product-based Approach
• User-based Definitions
• Manufacturing-based Components of Quality
• Service-based Components of Quality

Topic: Measuring Service Quality

• Generic Dimensions Used by Customers to Evaluate Service Quality
• The SERVQUAL Scale
• Tangibles, Reliability, Responsiveness, Assurance and Empathy as the Five Dimensions of the SERVQUAL Scale
• Other Measures of Service Quality
• Service Quality and Customer Satisfaction
• Illustrations: Using and Analyzing the SERVQUAL Scale

Topic: Identifying the Service Quality Shortfalls

• The Knowledge Gap
• The Standards Gap
• The Delivery Gap

Topic: Identifying the Service Quality Shortfalls

• The Internal Communications Gap
• The Perceptions Gap
• The Interpretation Gap
• The Service Gap
• Identifying Failure Points

Topic: Correcting the Service Quality Shortfalls for Service Improvement

• Learn what customers expect
• Establish the right service quality standards
• Ensure that service performance meets standards
• Ensure that communication promises are realistic
• Building a service quality information system
• Analysis of customer complaints
• Problem solving and service recovery

19. RISK MANAGEMENT AND FINANCIAL DERIVATIVES [TOP]

Objective

Duration & Time

This is a one-day programme designed to provide participants with an understanding of the different types of risk and how derivatives could use in their management.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Type of Risks

• Market/Price Risk
• Inflation Risk
• Interest Rate Risk
• Default/Credit Risk
• Liquidity Risk
• Currency/Exchange Rate Risk

Types of Financial Derivatives

• The Forward Contract
• Futures Contracts
• Options
• Swaps

Managing Interest Rate Risk with KLIBOR Futures Contract

Exercise/Problems

Managing Interest Rate Risk with SWAPs

Managing Currency Risks with Currency Options

20. BALANCED SCORECARD [TOP]

Objective

Duration & Time

The aim of this course is to provide participants with basic skills in developing and implementing their organization’s strategy. It will begin by highlighting the implementation problems typically faced by many organizations as they execute their strategy. This course will use the Balanced Scorecard as the basic tool in assisting with strategy implementation.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Why Strategies Fail?

• Problems in strategy implementation
• Issues in formulating strategies
• Moving from analysis to synthesis
• Developing a "balanced" strategy

Using the Balanced Scorecard for Strategy Implementation

• Developing the Strategy Map
• Using the Strategy Planning Ladder
• Developing the Scorecard

21. AFTA AND ITS IMPACT ON THE MALAYSIAN ECONOMY [TOP]

Objective

Duration & Time

This programme is intended to provide an understanding on ASEAN Free Trade Area (AFTA) and its impact on Malaysian economy. The objective is to enhance participant’s knowledge on current issues as well to increase awareness on the possible threats and opportunities that could be created by liberalization efforts under AFTA.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Introduction on AFTA

• Some background information on ASEAN countries
• What is AFTA
• The objectives and basic framework of AFTA
• Implementation of AFTA
• How AFTA is WTO consistent?
• Problems and Challenges

The impact on key Malaysian Industries

• Impact on the automotive sector (Proton and Perodua)
• Impact on Services sector – Banking, Insurance, Stock-Broking etc. 
• Impact on Trade

Case study and group discussion

22. UNDERSTANDING THE MERGERS AND TAKEOVER CODE[TOP]

Objective

Duration & Time

This 1-day programme is intended to provide participants with a working knowledge of mergers and acquisitions. It is intended that participants will have a better appreciation of the Malaysian Code on Take-overs and Mergers so that they can better understand the implications of a general offer with respect to their investment decisions or corporate actions.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Topic: Principles underlying the Code

• Reasons for regulating takeovers and mergers
• Historical background
• Regulatory framework of takeovers in Malaysia
• Scope of the Code
• Key guiding principles:
  • protection of minority shareholders
  • equality of treatment
  • timely dissemination
  • good faith

Topic: General Offers

• Mandatory general offers
  • when is it triggered
  • rules in determining the price, nature of considerations etc.
  • waivers

• Voluntary general offers
• Partial offers

Topic: Procedural Aspects

• Approaches and announcement
• Step by step overview of the takeover

Topic: Duties of offeror and offeree

Related topics:

Effect of contravention of the Code

Defensive tactics and strategies against takeover

Case study: Takeover of Palmco by IOI

23. TRAINING MANAGEMENT[TOP]

Objective

Course Content, Duration & Time

The aim of this course is to develop the participant’s skills in planning and managing training. It will focused on corporate competency as the framework for training management.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Topic: Core Competencies of the Corporation

• Identifying core competencies of the corporation.
• Managing competencies pool.

Topic: Core Competencies of the Corporation

• Developing the SKA inventory.
• Build vs. buy decision in competency development.

Topic: Developing the Training Master Plan

• Translating core competency requirements into a training master plan.
• Planning the implementation of the training master plan

Topic: Developing the Training Master Plan

• Feedback and improvement in training planning.
• Group Exercise: Developing the Training Master Plan

24. CUSTOMER BEHAVIOUR MODELS FOR THE UNDERSTANDING OF INVESTORS' PSYCHOLOGY[TOP]

Objective

Duration & Time

This program is intended to provide an overview of the various customer behaviour models for the understanding of investors’ psychology and behaviour. Participants shall be exposed to cognitive, affective and conative explanations on why investors behave the way they do.

1 Day, 9.00 am - 5.00 pm

Course Content

Morning

Afternoon

Topic: Overall Model of Customer Behaviour

• Cultural Influences
• Social Influences
• Personal Influences
• Psychological Influences

Topic: Cultural Influences

• Cultural Models of Behaviour
• Subcultural Models of Behaviour
• Social Class Models of Behaviour
• Illustrations: Culture and Relationship Marketing

Topic: Social Influences

• Reference Groups
• Family
• Roles and Statuses
• Illustrations: Stages in Family Life Cycle

: Technographic Segmentation

Topic: Personal Influences

• Age and Life-Cycle Stages
• Occupation
• Economic Circumstances
• Lifestyle
• Personality and Self-Concept
• Case Study: Four Customers in Search of Solutions

Topic: Psychological Influences

• Motivation
• Perception
• Learning
• Beliefs and Attitudes
• Case Study: Four Customers in Search of Solutions

25. AFTA /WTO AND THE MALAYSIAN FINANCIAL SECTOR [TOP]

Objective

Duration & Time

This programme is intended to provide an understanding on ASEAN Free Trade Area (AFTA) and the World Trade Organization (WTO), and their impact on Malaysian financial sector. The objective is to e