UNIVERSITI TUNKU ABDUL RAHMAN (UTAR)

FACULTY OF BUSINESS AND FINANCE (FBF)

Course Plan
1. Course Code &
Course Name:

UBMM1011
SUN ZIS ART OF WAR AND BUSINESS STRATEGIES

2. Programme of
Study:

FBF
Bachelor of Business Administration (Hons) Banking & Finance (BF)
Bachelor of Finance (Hons) (FN)
FAS
Bachelor of Communication (Hons) Advertising (AV)
Bachelor of Communication (Hons) Journalism (JR)
Bachelor of Communication (Hons) Public Relations (PR)
FSc
Bachelor of Science (Hons) Biochemistry (BE)
Bachelor of Science (Hons) Biomedical Science (BM)
Bachelor of Science (Hons) Biotechnology (BT)
Bachelor of Science (Hons) Logistics and International Shipping (LI)
FICT
Bachelor of Information Systems (Hons) Information Systems Engineering (IA)
FEGT
Bachelor of Engineering (Hons) Industrial Engineering (IE)
Bachelor of Engineering (Hons) Petrochemical Engineering (PE)
Bachelor of Engineering (Hons) Electronic Engineering (EE)
ICS
Bachelor of Arts (Hons) Chinese Studies (CH)

3. Year, Trimester
& Session:

Flexi Students
Oct 2016 Trimester (Session 201610)

4. Credit Hour:

1 Credit hour

5. Name(s) of
Academic
Staff:
6. Moderator

Ms. Cheah Ching Mun ([email protected])

Mr. Tee Chee Wee ([email protected])

7. Mode of
Delivery:
8. Course
Objective(s):

Lecture

Mr. Lee Eng Keong

To achieve a general understanding of the applicability of Sun Zis Art of War to modern
business strategies and practices

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

9. Course
Learning
Outcome(s):

On completion of this unit, the students will be able to:

1. Identify the strategies and methods of war from Sun Zis Art of War.
2. Analyse the applicability of Su Zis Art of War to modern business strategies and
practices.
3. Apply the relevant principles and concepts of Sun Zis Art of War into modern business
strategies and practices.

10.References:

Main Reference(s):
1. Wee, C. H. (2003). Sun Zi Art of War: An illustrated translation with Asian
perspectives and insights. Singapore: Pearson/Prentice Hall.
2. Wee, C. H., Lee K. S. & Hidajat, B. W. (2003). Sun Tzu: War and management.
Singapore: Addison-Wesley Publishing Company.
Additional Reference(s):
1. Pearce II, J. A., & Robinson, R. B., Jr. (2007). Strategic Management
Formulation, Implementation, and Control (10th ed.). New York: McGraw Hill/Irwin.

11.Assessment
Methods:

The assessment consists of coursework ONLY. Students are required to obtain a pass mark
(50%) for the unit.
No.
A.
B.

Coursework

Total

Mid-term Test (40 marks)

Group Assignment (60 marks)

40%
60%

Total

100%

A. Mid-term Test(s) (40%)

The test will be given to monitor students progress on the understanding of the lectures. The
duration of the test will be 1 hour and conducted on Week 4. The venue and date will be
confirmed and announced during the lecture class.
# Note: Candidates who are unable to attend the mid-term test must produce evidence from
an appropriate source and with valid reason(s) strictly within one week before the date of the
test. Alternatively, if due to sudden illness, submission of an MC must be handed in to the lead
lecturer within 3 days from the day the student commences classes. Failure to do so, your
score will be automatically nullified. There will not be make-up tests for absences without any
valid reason.

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

B. Group Assignment (60%)

Guidelines:
Students are required to form group of FIVE (Max). All members MUST be from the
SAME lecture class.

Students are required to elect a group leader and register their assignment topic
(company) starting from Week 2. The registration list will be attached in front of the
lecturers office. The registration will be based on First Come First Serve basis.
Each group is required to choose a cluster (From the Register List). Each cluster open
up to FIVE Groups ONLY.

Please refer attachment - Appendix III for the cluster list.

Requirements:

Each Cluster consists of Five Theories.

Students are required to provide examples (Any Listed Company) on how the
company applies the theory/theories provided in each of the cluster.
Discuss Advantages / Disadvantages of its business practices based on Each
Theory.
Students are required to Answer All the Theories. Failure to do so may result in
either the assignment be Rejected or Failed or Heavily Penalized.
Present the discussions in a Systematic, Logical, and Critical Manner.
Students are also required to write in their own words and cite references (APA
format) in their written assignments. Please refer to Appendix IV as a guide to APA
format of referencing as required by the university. Failure to do so may result in
either the assignment be Rejected or Failed or Heavily Penalized.
How to Do
1. To Identify and Explain the relevant theory/theories.
2. To analyze and discuss the Companys Practices/Operation (Any Listed
Company) in relation to the selected theory/theories.
3. To discuss Advantages / Disadvantages of its business practices on Each
Theory.
4. Conclusion.
5. Please Repeat the Flow for Every Theory/Theories (FIVE of them).

General but Important Instructions:

The content of the report should achieve Minimum 700 words per Theory, but

not longer than 5,000 words for whole report, excluding the cover and content
pages as well as the appendices and references.
The report should be neatly typed in Font 12, Times New Roman with 1.5 spacing with
1 margin all around.
The report should include cover page as shown in Appendix I.
A copy of the Marking Scheme (Appendix II) must be attached immediately after the
cover page of the report.
All pages in the written report should be numbered except for the cover page and the

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

Table of Contents.
Use of appropriate headings and sub-headings is a must.
Just staple your assignment with three staples (do not use comb binding) with two
punch holes on the left hand side of the assignment to ease unit file arrangement.
Please do not use plastic cover sheets when binding your assignment.
Students are required to submit in Hard Copy and Soft Copy (CD).
Plagiarism is strictly prohibited.
Marks will be deducted for failure in complying with the instructions provided above.

*The deadline for group assignment submission is on Week 4, Friday (11th

November 2016) before 12:00 pm.
Late Submission Penalty Clause
Deadline for submission of assessment item(s) is to be strictly adhered to. No
extension of time will be allowed except in extenuating circumstances, e.g. medical
reasons. Students who wish to apply for extension of time for submission of
assessment item(s) after the due date shall put in writing the request together with
validated documentary evidence to support the application to his/her class tutor. The
lead lecturer may consider and grant such extension of due date for the assessment
item(s) based on the tutor's recommendation. Any assessment item required by the
Coursework Assessment which is submitted after the due date, without an approved
extension, will be penalized. A penalty of 10% reduction of the maximum mark
applicable to the assessment item(s) will be levied for each day of late submission.
Weekends and Public Holidays are counted as one (1) day late. Assessment item(s)
submitted more than seven (7) days after the due date will be awarded with zero (0)
marks.
12.Synopsis

Sun Zi, a famous ancient Chinese general wrote the classic work on military strategy Art of
War. His treatise shed light on military warfare. There are great similarities between military
strategy and business strategy. The central theme is to create a competitive advantage over the
opponents and to take advantage of the situation fully.
Some of the similarities include:

13.Remark:

The elements of surprise, uncertainties and complexities

The need to compete and gain superiority
The need to allocate resources
The importance of leadership qualities
The need to be flexible

ACADEMIC REGULATIONS
Attendance
Attendance at all lectures is compulsory. Students must give reasons for their absence by
providing the supporting evidence(s) (e.g. medical certificate, letter from parents/guardians
etc.) and apply for leave of absence from the respective Head of Department.
Poor attendance without any approved leave of absence may prompt the faculty to take
disciplinary action, which may include failing the unit.

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

Plagiarism
Plagiarism is defined as the submission or presentation of work, in any form, which is not
one's own, without acknowledgment of the sources. If a student obtains information or ideas
from an outside source, that source must be acknowledged. Another rule to follow is that any
direct quotation must be placed in quotation marks and the source immediately cited.
Plagiarism is also defined as copy of all or part of the work of another student(s) of current or
previous batch of this University or another higher learning institution. The University's
degree and other academic awards are given in recognition of the candidate's personal
achievement. Plagiarism is therefore considered as an act of academic fraudulence and as an
offence against University discipline.
Intellectual Property
The University takes a strong stand against any illegal photocopying of textbooks and any
other materials by students. Students are forewarned of the consequences and the penalty that
may be meted out if they are "caught in the act".
Mode of Referencing
Students are advised to incorporate proper academic modes of referencing. The normally
acceptable mode of academic referencing is the American Psychological Association (APA)
system.
Fieldwork Clause (where applicable)
Students are reminded of the importance to consider their personal safety when conducting
research in the field. You will be exposing yourself in new situations and meeting with people
who are unknown to you. It is important that you are aware of potential dangers and take the
necessary safety steps. You have to be extra careful and cautious if you are going to interview
or conduct survey with small, unknown organizations or individuals 'on site'.
You should ensure you have the full details (full name, job title, organization name, address
and telephone numbers) of anyone or organization you intend to conduct the field research.
You should establish the credibility of these respondents before your groups visit them. The
field research should be made in groups not alone. Leave word with your fellow classmates on
your field visit (details of place, contact numbers, person you are interviewing or conducting
survey with, expected time of return, etc). The field work should be at office hours.

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

Teaching Plan
Week/Date
W1
(16 Oct 2016
to
22 Oct 2016)

Lecture Topic
Introduction
Explaining the unit plan and the assessment
requirements of the unit
Introduction to Sun Zis Art of War

Continuous Assessment

Reference
Wee (2003)
(Introduction &
Chapter 1)

Chapter 1
Detailed Assessment and Planning

Thorough analysis before war

5 factors and 7 considerations

War is about deception

Business application: Importance and

elements of planning

SWOT Analysis
Chapter 2
Waging War
Importance of swiftness
Using resources
Business application: Speed and resource
planning

Wee (2003)
(Chapters 2 & 3)

Chapter 3
Strategic Attack
Aim for the entirety
5 determinants of victory
Know the other side, then know yourself
Business application: Importance of
leadership, understanding of strengths &
weaknesses
W2
(23 Oct 2016
to
29 Oct 2016)

Chapter 4
Disposition of the Army
Ensure undefeatedness
When to offend or defend
Evaluating chances of victory
Business application: Offending and
defending the competitors
Chapter 5
Forces
Managing troops and attacking
Direct and indirect forces
Momentum and timing
Business application: Importance of
organization and structure

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

GROUP
REGISTRATION:
WEEK 2
Registration
assignment
lecturer.

Wee (2003)
(Chapters 4 & 5)

of
group
with
the

The list will be attached in

front the lecturers office.

Week/Date

Lecture Topic
Chapter 6
Weaknesses and Strengths
First mover
To dictate and not to be dictated
Be flexible like water
Business application: Change and staying
flexible

Continuous Assessment
.

Reference
Wee (2003)
(Chapters 6 & 7)

Chapter 7
Military Manoeuvres
Tradeoffs in maneuvering
Rules of maneuvering
Principles of control
Business application: Stay upper-hand and
in control
W3
(30 Oct 2016
to
5 Nov 2016)

Chapter 8
Variations and Adaptability
Importance of being adapting to changing
Importance of careful deliberations
Preparedness
Business application: Pro-activeness and
adaptability

Wee (2003)
(Chapter 8 & 9)

Chapter 9
Movement and deployment of troops
Principles of deployment of troops
Size matters, but no victory guaranteed
Loyalty, discipline and trust
Business application: Employee loyalty
Chapter 10
Terrain
6 kinds of ground
6 calamities of army
Treatment of troops
Business application: Importance of SWOT
analysis

Wee (2003)
(Chapter 10 & 11)

Chapter 11
The Nine Battlegrounds
Matching strategies with group
characteristics
Principles governing military campaigns
Business application: Winning factors in
competition

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

Week/Date

W4
(6 Nov 2016
to
12 Nov 2016)

Lecture Topic
Chapter 12
Attacking with Fire
5 ways of attacking with fire
Rulers and generals
Business application: Importance of
leadership
Chapter 13
Intelligence and Espionage
Intelligence and espionage
Kinds of spies
Importance of double agent
Business application: Importance of
business intelligence

Continuous Assessment

Reference

GROUP ASSIGNMENT
DUE:

Wee (2003)
(Chapter 12 & 13)

WEEK 4, FRIDAY,
11TH NOV 2016,
BEFORE 12PM
MID-TERM TEST(S):
WEEK 4

Note: The information provided in this Unit Plan is subject to change by the Lecturers. Students shall be notified in
advance of any changes.

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

This Course Plan is:

Prepared by:

Moderated by:

Approved by:

_____________________
(Ms. Cheah Ching Mun)

_____________________
(Mr. Lee Eng Keong)

_______________________
(Mr. Alex Choong Yuen Onn)

Course Leader

Internal Moderator

Date:

Date:

Head of Department
Department of Business
Date:

Notes: The information provided in this Unit Plan is subject to change. Students shall be notified in advance of any
changes.

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

Appendix I
UNIVERSITI TUNKU ABDUL RAHMAN
FACULTY OF BUSINESS AND FINANCE
ACADEMIC YEAR: 2016/2017
OCT 2016 TRIMESTER
UBMM1011 SUN ZIS ART OF WAR & BUSINESS STRATEGIES
ASSIGNMENT COVER SHEET
Course details
Faculty

: ______________________________________

Lecture Group

: ______________________________________

Lecturers Name

: ______________________________________

Assignment Details
Organizations Name: _________________________________________
Due Date

: Week 4, 11th November 2016 (Friday, 12:00 pm)

Important Note : Submission of assignment is the responsibility of the students.

Students Detail
Name

Student ID No.

Programme

1.
2.
3.
4.
5.

Assignment Overall Marks

: ____________ Marks.

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

10

Appendix II
UNIVERSITI TUNKU ABDUL RAHMAN
FACULTY OF BUSINESS AND FINANCE
ACADEMIC YEAR: 2016/2017
OCT 2016 TRIMESTER
UBMM1011 SUN ZIS ART OF WAR & BUSINESS STRATEGIES
MARKING SCHEME FOR GROUP ASSIGNMENT
Section

Assessment

Mark Allocation

First Theory

16 marks

Second Theory

16 marks

Third Theory

16 marks

Fourth Theory

16 marks

Fifth Theory

16 marks

Quality of the written assignment

20 marks

Total marks

100 marks

Marks Awarded

Name of marker: _______________________________

Signature of marker: ____________________________

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

Date: ______________________

11

Appendix III

Topic of Assignment
Cluster 1
1. Moral influence refers to measures and policies that align the people with the sovereign so as to be in
complete agreement and harmony with each other. In this way, the people will be prepared to co-exist
with as well as die for the sovereign without any fear of dangers. (Chapter 1)
2. Weather refers to the contrasting changes of night and day, the coldness of winter and the heat of
summer, and seasonal changes. (Chapter 1)
3. Terrain refers to whether the route to be taken is long or short, whether the ground is treacherous or
safe, wide or narrow with regard to ease of movement, and whether the ground will determine the
death or survival (of an army). (Chapter 1)
4. The generalship of a commander refers to his qualities of wisdom, trustworthiness, benevolence,
courage and discipline. (Chapter 1)
5. Doctrine and law refer to organization and control, management systems and procedures, and the
command and control structure for the deployment of resources. (Chapter 1)
Cluster 2
1. When you are able to deploy your forces, feign that you are unable to do so. (Chapter 1)
2. When the enemy is greedy for small advantages, offer baits to lure him.

(Chapter 1)

3. When the enemy is strong and effective, be well-prepared and ready to confront him. (Chapter 1)
4. When the enemy is easily angered, seek ways to provoke and irritate him. (Chapter 1)
5. When the enemy is in harmony and united, use schemes to divide him (and his troops). (Chapter 1)
Cluster 3
1. Those who carry out planning in the temple prior to the outbreak of war will not win if the plans are
neither thorough nor detailed. With thorough and detailed planning, one can win. With less thorough
or detailed planning, one cannot win. (Chapter 2)
2. When victory is long overdue, weapons will be blunt and the morale (and motivation) of the troops
will be adversely affected. (Chapter 2)
3. A nation (involved in a military campaign) may be poor because it tries to transport all its provisions
over long distances. Transportation (of food and supplies) over long distances will impoverish the
people. (Chapter 2)
Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

12

4. Generals who do not thoroughly comprehend the inherent dangers of deploying troops are unlikely to
understand the advantages of using troops. (Chapter 2)
5. He (the general) who is adept in warfare does not require additional conscription of soldiers nor
multiple replenishments of food and supplies. (Chapter 2)
Cluster 4
1. For the troops to plunder the resources of the enemy, they must be motivated by material rewards.
(Chapter 2)
2. Subsequently, remove and replace the banner of the enemy with yours and use the captured chariots
together with yours. Treat the captured soldiers well (so that they can be used). (Chapter 2)
3. In war, it is better to go for swift victories rather than engage in prolonged military campaigns.
(Chapter 2)
4. The general who is knowledgeable in military matters is the controller of the fate of the people and the
guardian of peace or advocate of crisis for the nation. (Chapter 2)
5. Military weapons and equipment should be obtained from the home country while foods and
provisions should be obtained from the enemy. (Chapter 2)
Cluster 5
1. The ability to subdue the enemy without any battle is the ultimate reflection of the most supreme
strategy. (Chapter 3)
2. Capturing an entire company intact is a better strategy; destroying it is a weaker option. Capturing an
entire section intact is a better strategy; destroying it is a weaker option. (Chapter 3)
3. To fight a hundred battles and to win a hundred victories is not a reflection of the most supreme
strategy. (Chapter 3)
4. The most supreme strategy is to attack the plans and strategies of the enemy. (Chapter 3)
5. The next best strategy is to attack his relationships and alliances with other nations. (Chapter 3)
Cluster 6
1. He who knows when he can engage in battle and when not to do so will win. (Chapter 3)
2. He who understands how deploy large and small forces (according to the battle situation) will win.
(Chapter 3)
3. He who is able to unite himself with his officers and men as one mind, spirit and purpose will win.
(Chapter 3)
4. He who is proactive and well-prepared and awaits his unprepared enemy will win. (Chapter 3)
Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

13

5. If the guardian is a thoughtful and detailed person, the nation will be strong and mighty. If the
guardian is full of character flaw, the nation will be weak and vulnerable. (Chapter 3)
Cluster 7
1. He who knows the other side (the enemy) and knows himself will not be defeated in a hundred battles.
He who does not know the other side (the enemy) but knows himself will have an even chance of
victory or defeat. He who does not know the other side (the enemy) and himself is bound to be
defeated in every battle. (Chapter 3)
2. In ancient times, those who were skilful in warfare ensued that they would not be defeated and then
waited for opportunities to defeat the enemy. (Chapter 4)
3. Those who are skilful in warfare can ensure that they will not be defeated by the enemy, but will not
be able to ensure victory over the enemy. (Chapter 4)
4. Those who are not able to win must defend. (Chapter 4)
5. Those who are able to win must attack. (Chapter 4)
Cluster 8
1. Defend when forces and resources are inadequate. Attack when forces and resources are more than
abundant. (Chapter 4)
2. A victorious army ensures that it will win before going into battle. A defeated army engages in battle
first and then looks for victory. (Chapter 4)
3. The person adept at warfare wins without being known for his wisdom and reputation nor for his
courage and merit. Thus, he wins battles with confidence and without making mistakes. He does not
make mistakes because he adopts measures, policies and strategies that are certain to lead to victory.
(Chapter 4)
4. The person adept in warfare not only cultivates his moral code but maintains law and order. (Chapter
4)
5. The ability to prevent defeat depends on oneself, while the opportunity for victory depends on the
enemy. (Chapter 4)
Cluster 9
1. To manage a large force is similar to managing a small force. It is a matter of organization and
structure. (Chapter 5)
2. In battle, use the direct force to engage the enemy, and the indirect force to win.

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

14

3. The person adept at warfare seeks victory from the battle situations and conditions and does not rely
solely on the efforts of his officers and men. As such, he is able to select the right men (officers and
soldiers) and trust them to exploit the battle situations and conditions. (Chapter 5)
4. Lure the enemy to move with benefits that he desires and then use concealed troops to await and
ambush him. (Chapter 5)
5. Those who arrive first at the battleground will have sufficient time to rest and prepare against the
enemy. Those who arrive late at the battleground will have to rush into battle when they are already
exhausted. (Chapter 5)
Cluster 10
1. To direct and control a large force is similar to directing and controlling a small force. It is a matter of
formations, communication and signals. (Chapter 5)
2. The direct and indirect (approaches and forces) mutually support and reinforce each other. Their
interactions and combinations are like two never-ending interlocking rings where the possibilities of
their beginnings and endings can never be determined. (Chapter 5)
3. The person adept in warfare seeks to control and manipulate his enemy instead of being controlled and
manipulated. (Chapter 5)
4. He can cause his enemy to arrive on his own accord by luring him with advantages. He can deter his
enemy from coming by creating (potential) dangers and harm. (Chapter 6)
6. Attack places where the enemy must rush to rescue. Move quickly along routes where the enemy least
expects. (Chapter 6)
Cluster 11
1. An army can travel for a thousand miles without being distressed and exhausted because it moves
along places where there is no enemy. (Chapter 6)
2. To be certain to capture what you attack is to attack a place where the enemy does not defend or where
his defence is weak. To be certain to hold on to what you defend is to defend a place where the enemy
does not have the courage to attack or where the defence is invulnerable to attacks. (Chapter 6)
3. If I can concentrate and unite my entire troop at one place while those of the enemy are scattered at ten
different places, then I can use my entire force against one-tenth of his. If I can use a larger and
stronger force to attack a smaller and inferior one, those enemies who engage in battles against me will
surely be defeated easily. (Chapter 6)
4. No one will know the ways, methods, and reasons behind how I went about creating that victory.
Therefore, the victory gained from each battle comes about because strategies and tactics are never
repeated. (Chapter 6)
5. Victories can be created by us. (Chapter 6)
Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

15

Cluster 12
1. If you know the place of the battleground and the exact date of engagement of battle, your army can
travel a thousand miles and still be ready for battle. If you do not know the location of the battleground
and exact date of the battle, then the forces on your left flank cannot rescue the forces on the right
flank (when they are in trouble). (Chapter 6)
2. The person who gains victories by adapting to the changing conditions and situations of the enemy can
be considered a legend in warfare. (Chapter 6)
3. The difficulty about the art of manoeuvring is to convert difficult and torturous routes into direct
accesses (to the enemy), and to turn disastrous circumstances into advantageous situations. (Chapter 7)
4. War is based on applying deception to be successful. (Chapter 7)
5. It follows that an army without heavy equipment and supplies will perish. (Chapter 7)
Cluster 13
1. There is no guaranteed victory among the five elements of nature. There is no permanency for each of
the four seasons. There are days which are short and days which are long. There are changes in the
shape of the moon throughout a month. (Chapter 6)
2. An army without sufficient food and grain will die. (Chapter 7)
3. An army without sufficient stockpiles and reserves will not survive. (Chapter 7)
4. If the schemes and ploys of the neighbouring warlords are not known, one should not be keen to enter
into any alliances with them. (Chapter 7)
5. Those who do not know the conditions of the forested mountains, the dangerous terrain of mountain
paths, and the treacherous nature of swamps and marshes will not be able to conduct the movement of
troops. (Chapter 7)
Cluster 14
1. In the conduct of war, there is no fixed situation and condition, just like water has no constant shape
and configuration. (Chapter 6)
2. Those who do not use local guides will not be able to gain the advantages of the terrain. (Chapter 7)
3. There are some routes and paths that must not be taken. There are some armies and troops that must
not be assaulted. (Chapter 8)
4. If he is cowardly and desperate to live, he can be captured. (Chapter 8)
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5. If he is quick-tempered and easily angered, he can be provoked. (Chapter 8)

Appendix IV
APA REFERENCING
The referencing format for all student assignments and research reports is adapted from the American
Psychological Association (APA) style. The following items show how various sources of information are
referenced in the assignments or research reports.
1. Journal article with volume and issue numbers. Italicize the journal title and volume number.
Boyle, B. A. (1997). A multi-dimensional perspective on salesperson commitment. Journal of Business&
Industrial Marketing, 12(6), 354-367.
Mowday, R. T., Steers, R. M., & Porter, L. W. (1979). The measurement of organizational commitment.
Journal of Vocational Behavior, 14, 224-227.
2. Book, two authors.
Toller, M., & Fielding, J. (1998). Global business for smaller companies. Rocklin, CA: Prima Publishing.
3. Book, one author.
Sekaran, U. (2003). Research methods for business: A skill building approach (4th ed.). New York: John
Wiley & Sons, Inc.
4. Brochure with corporate author.
BestTemp Staffing Services. (1997). An employers guide to staffing services (2nd ed.) [Brochure]. Denver:
Author.
Note: when the author and publisher are identical, use the word Author as the name of the
publisher.
5. Brochure with a writer.
Lawrence, K. S. (1993). Guidelines for reporting and writing about people with disabilities (4th ed.)
[Brochure]. New York: Research and Training Center on Independent Living.
6. Newspaper article, one author.
Standish, E. (1999, January 19). Global market crushes OPECs delicate balance of interest. Wall Street
Journal, pp. A1, A3.
7. Newspaper article, no author:
Buying Asian supplies on the net. (1997, February 12). Los Angeles Times, pp. D3-D4.
Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

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8. Company annual report:

Mutual Bank. (1998). Annual report. Kajang, Selangor.
9. Magazine article:
Posner, M. I. (1993, October 29). Seeing the mind. Science, 262, 673-674.
10.

Book, component part (Chapter in an edited book):

Kuntz, S. (1998). Moving beyond benefits. In Randolph Jacobson (Ed.), Our changing workforce (pp. 213227). New York: Citadel Press.

11.

Edited book:
Pennathur, A., Leong, F. T., & Schuster, K. (Eds). (1998). Style and substance of thinking. New York:
Publishers Paradise.

12.

Book, no author or editor:

Merriam-Websters collegiate dictionary (10th ed.). (1993). Springfiield, MA; Merriam-Webster.

13.

Dissertation or thesis:
Morales, G. H. (1998). The economic pressures on industrialized nations in a global economy. (Doctoral
dissertation, University of San Diego, 1998). Dissertation Abstracts International, 52, 5436C-5437C.
Kiren, R. S. (1997). Medical advances and quality of life. Unpublished doctoral dissertation, Omaha State
University.
Almeida, D. M. (1990). Fathers participation in family work: Consequences for fathers stress and fatherchild relations. Unpublished masters thesis, University of Victoria, Victoria, British Columbia, Canada.

14.

Unpublished paper presented at a meeting or conference:

Myers, C. (1998, August). HMOs in todays environment. Paper presented at the Conference on Medical
Insurance Solutions, Chicago, IL.

15.

Proceedings published regularly:

Cynx, J., & Williams, H. (1992). Hemispheric differences in avian song discrimination. Proceedings of the
National Academy of Science, 89, 1372-1375.

16.

Unpublished manuscript:
Pringle, P. S. (1991). Training and development in the 90s. Unpublished manuscript, Southern Illinois
University, Diamondale, IL.

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17.

Article from a printed magazine, reproduced online:

Norwalk, P. (1999, July 17). Training managers to help employees accept change. Business Line. Retrieved
June 17, 2001, from: http://www.busline.com/ news
Note: Do not end a path statement with a period, because any stray punctuation in a path will hinder
retrieval.

18.

Article from an online magazine, no author listed:

Housing market fueled by rising consumer confidence, low rates. (2003, June 12). Builder Online.
Retrieved August 11, 2004, from http://www.builder online.com/pages/builderonline/Story.nsp?
story_id=39428052&ID=builderonline&scategory=Computers&type=news

19.

Article from an online newspaper:

Zaino, J. S. (2003, June 12). Learning a little discipline. Chronicle of Higher Education. Retrieved
September 10, 2003, from http://chronicle.com/jobs/ 2003/06/2003061201c.htm

20.

Article from a printed journal, reproduced online:

Many articles online are the exact duplicates of their print versions. If the electronic form is identical to the
printed version, add within brackets Electronic version. This allows you to omit the URL.
Bowler, D. M., & Thommen, E. (2000). Attribution of mechanical and social causality to animated displays
by children with autism [Electronic version]. Autism, 4, 147-171.
Add the URL and date of access if page numbers are not indicated. For example:
Chatterjee, S. R., & Pearson C. A. L. (2002). Trust and managerial transition: Evidence from three small
Asian economies, 9(4). Retrieved August 30, 2003, from http://proquest.umi.com/pqdweb?
did=292172661&sid=1&Fmt =4&clientld=63520&RQT=309&VName=PQD

21.

Information or article from an Web site:

Heathfield, S. M. (2005). Leadership and sponsorship in action. Retrieved June 23, 2004, from
http://humanresources.about.com/cs/managementissues/ a/walktalk_p.htm
Lowe, G. S., & Schellenberg, G. (2005). Employees basic value proposition: Strong HR strategies must
address work values. Retrieved March 5, 2005, from http://www.hr.monster.com/hrreporter/hrstrategies/

22.

Information or article from an Web site with no author:

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The state of employee satisfaction.

http://www.insightpulse.com/articles.cfm

(2004,

January).

Retrieved

July

25,

2004,

from

Customer service culture and attitudes towards CRM in Europe. (2005, January). Retrieved May 15, 2005,
from http://www.crmguru.com/offers/papers/ salesforce_emeareport.pdf
23.

Online information or article from an Web site with no author and no copyright or publication date:
Employee satisfaction survey items Sample job satisfaction survey questions (n.d.). Retrieved February
17, 2005, from http://employee-satisfaction. com/sample-survey-items.asp
Notes:

(a)

The APA style recommends listing only those works actually cited in the text, so you would not include
works for background or for further reading in the references.

(b)

DO NOT number the entries in the Reference section. All entries must be made in alphabetical order.

(c)

References by the same author (or by the same two or more authors in the same order) with the same
publication year are arranged alphabetically by the title (excluding A or The) that follows the date.
Lowercase lettersa, b, c, and so onare placed immediately after the year, within the parentheses.
Examples of Reference Entry:
Kaufman, J. R. (2001a). Control of
Kaufman, J. R. (2001b). The roles of

(d)
i.

For Malay names:

Enter a Malay name under the first element of his/her name unless it is known that he/she treats
another element of his/her name as a surname. In that case, enter under the surname. For example, Sopiee
is the surname and Norda is the given name,
Sopiee, N.

ii.

If an abbreviation is used for a word denoting filial relationship, i.e., b. for bin, bt. for binti, follow the
referencing style as above. For example, to reference Ali bin Adbullah and Nawah binti Ahamd,
Adbullah, A.

iii.

Ahamd, N.

If a name does not have the word denoting filial relationship and you do not know which one is the
surname, enter the name as found. For example,
Ismail Hussien

iv.

Ignore the given title of honor, rank, or position. For example, to reference Haji Abdul Majid and
Dato Sopiee Norda,
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Abdul Majid (If you dont know which one is the surname.)
Sopiee, N.
(If Sopiee is the surname.)
v.

If the title of honor, rank, or position is hereditary, enter by the title fist and follow by the names
found. For example, Ungku, Syed, Nik, and Wan.
Ungku Abdul Aziz

Enter as Ungku Abdul Aziz if there is no surname

or if you dont know which one is the
surname.
Syed Hassan Ali
Enter as Ali, S. H. if Ali is the surname.
Nik Safiah Nik Karim Enter as Nik Karim, N. S. if Nik Karim is the surname.
Wan Ahmad Abdullah Enter as Abdullah, W. A, if Abdullah is the surname.

(e)

For Chinese names,

i.

Enter the surname first. For example, Wong Mei Mei,

Wong, M. M.

ii.

If a name contains both Chinese and non-Chinese given names, enter the initial of non-Chinese
given name before that of the Chinese given name. For example, Johnny Chin Kai Wai and Thomas Lee Ah
Beng,
Chin, J. K. W.
Lee, T. A. B.
(f)

For Indian names,

i.

If the name appears as Subramaniam Periasamy and Periasamy is the surname or family, enter as
follows:
Periasamy, S.

ii.

If the name appears as Subramaniam P., enter the same as follows:

Subramaniam P.

iii.

If the name appears as S. Periasamy, enter the same as follows:

S. Periasamy

CITATION IN THE TEXT

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1.

Personal communications such as interviews, telephone conversations, e-mails, group discussion,

messages from bulletin boards (electronic or white board), letters, and memos would not be listed in the
reference list at all. Such citations would appear in the text only. Provide the date of the personal
communication as exact as possible. For example:
Increasing the role of cable companies in the industry is high on the list of the company, Day Cable and
Communications (Georgia Stainer, personal communication, March 2, 1999).

2.

When a work has more than two authors, cite all authors the first time the reference occurs in the text. In
subsequent citations, include only the surname of the first author followed by et al. (insert a period after
al) and the year. For example,
First citation in the text:
Williams, Smith, Bradner, and Rosen (2000) found that
Subsequent citations in the text:
According to Williams et al. (2000)

3.

For any work with no author name (such as online article, newspaper, or magazine article, or a chapter),
cite it in the text with the first two or three words from the title and the year of publication. Use double
quotation marks around the title and capitalize the first letter of each word. For example,
(Buying Asian Supplies, 1997)

4.

For works with corporate authors, the names of the corporate authors are usually spelled out each time
they appear in a text citation. However, some corporate author names can be spelled out in full when it is
first cited and then abbreviated thereafter. For example,
Cited in full for all citations in the text:
(University of Michigan, 2003)
First citation in the text:
(National Institute of Mental Health [NIMH], 2001)
Subsequent text citation:
(NIMH, 2001)

5.

To cite a specific part of a source as a direct quotation, indicate the page number of the source and
abbreviate the word page (p.), in addition to the authors name and year. For example,
(Cheek & Burn, 2004, p. 332)

6.

To cite two or more works within the same parentheses,

Course Plan of UBMM1011 Sun Zis Art of War and Business Strategies

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i.
ii.

If the works are of the same authors in the same order, arrange them by the year of publication.
If the works are of different authors, arrange them in alphabetical order and separate them by
semicolons. For example:
(Edeline and Wrangler, 1995, 1998)
(Balda, 1999; Kamar, 1996; Pepper & Jones, 2000)

7.

For citation of a work discussed in a secondary source, you would give the secondary source in the
reference list, and give a citation for the secondary source in the text. For example, if McClellands work is
cited in Colthearts study and you did not read the work by McClelland, list the Colthearts reference in the
References. In the text, use such citation as:
McClellands study (as cited in Coltheart, 1993) suggests that
Note:

Refer to the official web site of APA for more information.

http://www.apastyle.org

Language Explained:
CITING means formally recognizing, within your text, the resources from which you have obtained
information.
BIBIOGRAPHY is the list of sources you have used.
REFERENCE is the detailed description of the item from which you have obtained your information and
cited in the text.

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REFERENCES
Berg, B. L. (2004). Qualitative research methods for the social sciences (5th ed.). Boston: Pearson
Education, Inc.
Bjork, R. A. (1989). Retrieval inhibition as an adaptive mechanism in human memory. In H. L. Roediger
III & F. I. M. Craik (Eds.), Varieties of memory & consciousness (pp. 309-330). Hillsdale, NJ: Erlbaum.
Borman, W. C., Hanson, M. A., Oppler, S. H., Pulakos, E. D., & White, L. A. (1993). Role of early
supervisory experience in supervisor performance. Journal of Applied Psychology, 78(3), 443-449.
Dickinson, M. (2000). Giving undergraduates managerial experience. Education & Training, 42(3), 159169.
Gibbs, J. T., & Huang, L. N. (Eds.). (1991). Children of color: Psychological interventions with minority
youth. San Francisco: Jossey-Bass.
Heathfield, S. M. (2005). Leadership and sponsorship in action. Retrieved March 15,
http://humanresources.about.com/cs/managementissues/a/walk
talk_p.htm

from

Klimoski, R., & Palmer, S. (1993). The ADA and the hiring process in organizations. Consulting
Psychology Journal: Practice and Research, 45(2), 10-36.
New drug appears to sharply cut risk of death from heart failure. (1993, July 15). The Washington Post, p.
A12.
Rosental, R. (1987). Meta-analytical procedures form social research (Rev. ed.). Newbury Park, Ca: Sage.
Schwartz, J. (1993, September 30). Obesity affects economic, social status. The Washington Post, pp. A1,
A4.
Suntharajah, S. (2005, May 1). Too many jobless grads. The Star, p. 3, Sunday Star Special.
Tan, S-Yin (2004, February). From school to office: A guide to entering the workforce. Personal Money,
30, 32-38.
Tang, F. H. (2004, February). A new-year hope [Letter to the editor]. Personal Money, 30, p. 8.

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