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This course introduces students the basic principles, tools and techniques of concepts of marketing and their application to business practice. The course covers issues in marketing such as the evolution of marketing, the marketing philosophies, marketing orientations, the business environment in which marketers operate in, introduction to consumer behaviour, targeting, segmentation, positioning, product, price, place and promotions.

Course Objectives

By the end of the course, students should be able to:

1. comprehend marketing principles and functions
2. develop skills in managing a firm’s marketing activities
3. apply the skills obtained in making marketing decisions.

Course Content

1. Evolution of Marketing
2. Marketing Philosophies
3. Introduction Consumer Behaviour
4. Micro and Macro Marketing Environment
5. Targeting, Segmentation and Positioning
6. The Product Concept
7. The Concept of Price
8. Distribution or Place
1. The Concept of Promotion

Mode of Delivery

The course is delivered through a two-hour weekly lecture and one-hour weekly tutorials.

Reading Materials

Main Texts

Palmatier, R., &Sridhar, S. (Ed). (2017). Marketing Strategy: Based on First Principles and

            Data Analytics. Red Globe Press.

Kotler, P.T., & Armstrong, G. (Eds). (2017). Principles of Marketing. Pearson.

Other Texts

Varley, R., & Rafiq, M. (2014). Principles of retailing. London: Palgrave Macmillan.

Lilien, G.L., Rangaswamy, A., & Bruyn, A.D. (Eds). (2017). Principles of Marketing

Engineering and Analytics. Decision Pro, Inc.

The course is aimed at developing analytical and communication skills that are necessary for successful business negotiations. The course helps students develop effective negotiation skills through the application of tools, concepts and techniques  for successful negotiation.

Course Objectives

At the end of the course, students should be able to:

1. acquire knowledge in the basic types of negotiations, phases of negotiations,  skills needed for successful negotiating;
2. develop skills in creating commercial agreements and organizing successful tender and quotations; and
3. apply appropriate persuasion tools  for successful negotiation.

Course Content

1. Introduction to the negotiation and commercial agreements
2. Contractual agreements for supply
3. The Role of Negotiation in Procurement and Supply
4. Negotiation Outcomes and Approaches
5. Economic Factors that Influence Negotiation
6. Analysis of Costs and Price
7. Objectives and Variables
8. Planning and Preparation
1. The negotiation Meeting
10. Techniques and tactics of Persuasion
11. Communication Skills for Negotiation
50. Power and Relationships
1000. The International Dimension

Mode of Delivery

The course is delivered through a-two hour weekly lectures and an hour weekly tutorial.

Reading Materials:

Main Text

Fisher, R. & Ury, W. (2010). Getting to Yes. England: Random House Business Books

Saunders, M. D., Barry, B. &Lewick, R. (2010). Negotiation. Boston: McGraw-    Hill.

Other Text

Brinkert, R. & Jones, T. S. (2008). Conflict coaching: conflict management strategies and            skills for the individual. Los Angeles, CA: Sage Publications.

Churchman, D. (2004). Negotiation: process, tactics and theory. New York: University Press      of America.

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This course is designed to explain the legal framework which governs public procurement in Ghana. The stages involved with procurement strategies for goods, works and services are highlighted, and the requirements of the Procurement Act, 2003 in respect of tendering process are studied in details.

Course Objectives

Having completed this course, students should be able to:

1. acquire knowledge in the compliance issues of requirements for sourcing from suppliers;
2. develop skills in planning for sourcing goods or services from external suppliers; and
3. apply these skills in assessing the financial stability of potential suppliers and the main processes that can be applied to the requirements for sourcing from suppliers.

Course Content

1. Institutions and regulations governing public procurement
2. Procurement structures
3. Procurement rules
4. Methods of procurement
5. Tendering procedures
6. Methods and procedures to engage the services of consultants
7. Complaints and administrative review
8. Disposal of stores, vehicles, plant and equipment
9. Miscellaneous provisions

Mode of Delivery

The course is delivered through a-two hour weekly lectures and an hour weekly tutorial.

Reading Materials:

Main Text

Arrowsmith, S., & Quinot, G. (Eds.). (2013). Public procurement regulation in Africa. Cambridge: Cambridge University Press.

Other Text

Arrowsmith, S., Treumer, S., Fejø, J., & Jiang, L. (2011). Public procurement regulation: an introduction. Nottingham: Nottingham University Press.

Dagbanja, D. N. (2011). The Law of Public Procurement in Ghana. Germany:

           Lambert Academy Publishing.

Public Procurement Act, (2003) Act 663, as amended by Act 914 of 2016.

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The focus of the course is on the development of organizational strategy in the context of supply chain management and the supply chain management performance. It exposes students to the strategic role of supply chain in corporate performance.

Course Objectives

By the end of the course students should be able to:

1. acquire knowledge on the strategic purpose of supply chain management and its relationship with tactical and operational decisions;
2. develop skills analysing the challenges facing various industries in design and long-term planning of complex supply chains; and
3. apply a range of quantitative techniques for effective supply chain performance analysis.

Course Content

1. Functional, Business and Corporate Levels of Strategy
2. Strategic Supply Chain Management and Corporate Business Strategy
3. Market Change and Strategic Supply Chain Management
4. Development and implementation of strategic relationship management in supply chain
5. Segmentation in designing supply chain
6. Network Supply Chains
7. Distribution Systems in Supply Chain Management
8. Lean and Agile Supply Chains
9. Managing Stakeholders
10. Supply Chains Performance Measurement

Mode of Delivery

The course is delivered through a-two hour weekly lectures and an hour weekly tutorial

Reading Materials:

Main Text

Chopra, S., & Meindl, P. (2015). Supply Chain Management: Strategy, Planning and Operation (6^th ed). Pearson.

Chopra, S., & Meindel, P. (2012). Supply chain management: Strategy, planning and operation. London: Springer

Other text

CIPS. (2012). Strategic supply chain management. London: CIPS Publications.

Coyle, J.J., Langley, C.J., Novack, R.A., & Gibson, B. J. (2013). Supply Chain Management: A Logistics Perspective (9^th ed). South-Western, Cengage Learning.

This course is designed to equip students with the requisite skills to effectively supervise procurement activities. It focuses on verifying compliance with legal, ethical and professional requirements of procurement, to achieve “value for money” in procurement operations. Emphasis is laid on the detection of fraud and corruption in the various steps of the procurement cycle.

Course Objectives

By the end of the course, students should be able to:

1. acquire knowledge on fraud prevention and detection;
2. develop skills and techniques needed to prevent, detect and deter fraud in organizations; and
3. incorporate ethical attitudes and promote fraud prevention in practice.

Couse Content

1. The nature and scope of procurement audits and investigations
2. Professional and legal requirements for procurement auditing
3. Detection of Procurement Fraud and misconduct
4. Procurement Ethics
5. Audit report and audit opinion

Mode of Delivery

The course is delivered through a-two hour weekly lectures and an hour weekly tutorial.

Reading Materials:

Main Text

Kasliwal, V. (2018). A guide book to managing sap SRM system effectively: A guide to manage procurement system and to understand Technical and Functional best practices in landscape. Uttar Pradesh: Peritos Solutions.

Regan, D. J. O., CIA, & FCA (2017). Auditing The Procurement Function (2^nd ed). North America: Internal Audit Foundation

Other Text

Bourn, J. S. (2008). Public sector auditing: Is it value for money. New York: Wiley Publications.

Linsteadt, C., & Saldmisick, M. (2003). Auditing vendor relationships. London: Institute of internal Auditors.

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