SEMESTER I

PRINCIPLES & PRACTICE OF MANAGEMENT – Code: PG 101

OBJECTIVES: This paper places the foundation of management thought and principles
including the traits required for managing businesses.

LEVEL OF KNOWLEDGE: Expert knowledge in understanding the concepts, theories and

management of an organization and the role of a Manager to operate effectively to achieve
the organizational goals.

UNIT - I: THE MANAGEMENT CHALLENGE

• Management: Science, Theory & Practice
• Evolution of Management thought & Pattern of Management analysis.
• Management & Society: External Environment, Social responsibility & Ethics.
• Management Process: A systems approach to Management
• Forms, Type and Characteristics of Business Organizations - Proprietorship,
Partnership, Company, AOP, BOI-

UNIT - II: PLANNING & DECISION MAKING

Planning:
• Nature & purpose of Planning, Types of Plans and planning process.
• Objectives: Nature of Objectives, Network of Objectives, Management by Objectives.
• Strategic Planning: Planning premises, Synergies - Market, Cost, Technological &
management, Concept of Strategy, Level of Strategy Corporation, Bus unit &
functional.
Decision Making:
• Model of Decision Making, Problem & Opportunity findings - search, evaluation &
selection of alternative.
• Types of decision-making - Programmed, Un-Programmed. Decision under certainty,
uncertain & risk, Decision Tree.

UNIT - III: ORGANIZING & STAFFING:

• Nature of Organizing: Formal & Informal Organization, Organization level & Span of
Management.
• Organization Structure: What is an organization, organization Charts, Basic
Structural Formats - Functional, Product, Service, Geographic Locations and Time.
• Design Alternative: Line / Staff, Centralization & Decentralization, Span of control,
Matrix & committee.
• Delegation: Meaning, process of Delegation, Principles of Delegation, Advantages &
Disadvantages.
• Staffing: An overview

UNIT - IV: LEADING

• Definition & ingredients of leadership
56
 • Leadership Approach And Theories

UNIT - V: CONTROLLING
• Control: Meaning and Dimensions of Control, Identifying Control Problems,
Managerial Control in Operations
• Control Techniques - an overview
• Crisis Management - Contingency Approach

RECOMMENDED READING:
• “Management”: Koontz & O'Donnell
• “Management”: Stoner James & Freeman Award
• “Management”: Rio & Harikrishna
• “Management”: Robbins

JOURNALS:
• “Indian management”
• “Advance Edge MBA”

57
MANAGERIAL ECONOMICS - PG 102

OBJECTIVE: The course is aimed at building an understanding necessary for the

application of modern economic concepts. It teaches the integration of economic theory with
business practices for the purpose of facilitating Decision Making and Forward. Planning.

LEVEL OF KNOWLEDGE: This unit aims to:

• Provide basic knowledge on the fundamental concepts of economics, economic

welfare and growth.
• Acquaint the student with the market forces of demand and supply; production and
cost analysis;
• Provide knowledge of various market structures; role of monetary and fiscal policy
along with the study of the internal and external environment of business

UNIT I: NATURE AND SCOPE OF MANAGERIAL ECONOMICS AND OPTIMIZATION

TECHNIQUES:

• Introduction to economics and managerial economics;

• Methods of expressing economic relationships-equations, tables and graphs; tot91,
marginal and average relationships,
• Optimization analysis- profit maximization through total revenue - total cost approach;
profit maximization through marginal analysis

UNIT II: DEMAND ANALYSIS, DEMAND ESTIMATION AND FORECASTING

 Individual's demand, market demand, specification of the demand function, factors

affecting demand.
 Different concepts of elasticity and their measurement;
 Relationship between price elasticity, total revenue and marginal revenue; using
elasticity in managerial decision-making.
 Demand estimation - different methods of demand estimation; use of regression
analysis in demand estimation.
 Demand forecast- qualitative methods; quantitative methods.

UNIT III: THEORY OF PRODUCTION, COST CONCEPTS, COST FUNCTIONS AND

ESTIMATION

 Production function - short run production function, law of diminishing returns,

production function and iso-quants, optimal combination of inputs for minimizing cost,
Long run production function and returns to scale.
 Types of costs, short-run cost functions, long run costs, marginal cost, average cost,
fixed cost, variable cost, and estimation of cost functions.

58
UNIT IV: MARKET STRUCTURE AND PRICING PRACTICES

 Pricing under perfect competition: Assumptions, short-run equilibrium of the firm and
market; long-run equilibrium, determination of price, profit maximization
 Pricing under Monopoly: Pure and discriminating monopoly
 Pricing under Oligopoly, Duopoly,
 Pricing practices and Role of Government in pricing: Natural Monopoly, Peak load
pricing, Average Cost pricing, Marginal Cost pricing, Cost-plus pricing, pricing of joint
products.

RECOMMENDED READING:
• Managerial Economics In A Global Economy. Salvatore, Dominick. South Western
Coll Publishing.4th Ed
• Social Environment of Business. Mishra and Puri.
• Modern Economic Theory K.K.Dewett 21st S.Chand
• Economics for Business -- by John Sloman; Paperback
• Macro Economic Analysis Edward Shapiro 5th Ed. Galgotia
• Managerial Economics H.C.Peterson & W.C.Lewis - 4th Prentice Hall India

JOURNALS: ICFAI Journal of Managerial Economics

59
FINANCIAL & MANAGEMENT ACCOUNTING - PG 103

OBJECTIVE: The Course aims to provide an understanding of postulates, principles and

techniques of accounting and utilization of accounting information in decision-making
process.
LEVEL OF KNOWLEDGE:
 A general understanding of postulates, principles and techniques of accounting.
 Utilizing Accounting information in the decision-making process.
 The financial accounting framework, financial statements, and inventory valuation
 The sources of finance, and statutory audit and final report.

COURSE CONTENTS
• Nature and Scope and function of Accounting.
• Difference between Financial accounting & Management accounting.
• Financial Accounting Principles.
• Accounting equation, classification of assets and liabilities on the basis of time.
• Distinction between capital and revenue expenditure, Presentation of Balance sheet
and profit and loss (P/L) account.
• Financial statements, Statement of changes in financial position, Funds flow
statement, Cash flow statement.
• Tools of financial Analysis, Comparative Financial Statements; Trend Analysis.
• Ratio Analysis. Annual Report, Director's Report, Auditors Report, and Corporate
Governance.
• Concepts of Working Capital Management, Forecasting Working Capital Needs
Money Markets and Instruments, Preparation of Accounting Records, Depreciation
Accounting, Inventory Valuation, Intangible Assets.
• Legal Requirements of Accounting.
• Cost Concepts, Material Labor and Overhead Costs, Costing Systems, Absorption
Costing Marginal Costing, Standard Costing, Variance Analysis, Costing for
Budgetary Control,
• Target, Life-Cycle and Activity Based Costing for Managerial Decisions

RECOMMENDED READING
• “Management Accounting”, Pandey, Vikas
• “Financial Accounting” Maheshwari, Vikas
• “Introduction to Management Accounting” - Horngren, Sundem & Stratton PHI India
• “Accounting Theory” R.K,Lele,Jawahar Lal Himalaya Publishing House
• “Accounting Theory” - L.S.Porwaa Tata McGraw Hill
• “Management Accounting” A K Vashisht, J .S Pasricha Unistar Books Pvt.Ud.
• “Cost Accountmg - Principles & Practices” - S. P Jain, K.L. Narang Kalyani
Publishers

JOURNALS
• "The Management Accountant”

60
QUANTITATIVE TECHNIQUES IN MANAGEMENT;- PG 104

OBJECTIVE: Understanding the applications of Quantitative Technique in Decision-making.

INTRODUCTION:
• Role of Statistics In Management Decisions, Types of data and data collection
methods. Level of Data - Nominal, Ordinal, Interval and Ratio.

DESCRIPTIVE STATISTICS:
• Arrangement of Raw Data,
• Construction of Frequency Distribution Table,
• Graphing Frequency distribution - Frequency Polygon, frequency Curve and
Histogram Bar Chart and Pie- chart,
• Skew ness and Kurtosis.

MESURES OF CENTRAL TENDENCY:

• Mean, Median and Mode,
• Quartiles Deciles and Percentiles,
• Measures of Dispersion: Range, Root-mean Square Deviation(Standard Deviation),
Variance, Coefficient of Variation.

PROBABILITY:
• Basic Concepts, three types of Probability, Probability Rules, Probabilities under
Statistical independence and Dependence,
• Baye's Theorem. Probability Distribution and Random Variables.
• Binomial distribution, Poisson Distribution, and Normal Distribution

CORRELATION AND REGRESSION

ESTIMATES:
• Basic concepts, Interval Estimates and Confidence Intervals,
• Estimates of (i) Mean from Large samples(ii) proportion from large samples (iii) for
using t-distribution

TESTING OF HYPOTHESIS:
• Testing for Differences between means and proportions,
• Test for difference between means: Large sample sizes, Small sample sizes, and
with Dependent samples.
• Tests of differences between proportions.

TIME SERIES ANALYSIS

• Analysis of Variance and X2 - test of significance.

RECOMMENDED READING
• Statistics for Management, Levin, R.I. and Rubin, D.S. (1997) PHL ,
• Quantitative Analysis for Management Bonini, Hausman & Bierman -- TMH

61
 BEHAVIORAL SCIENCES FOR BUSINESS PG 105

OBJECTIVE: This course develops and understanding of human behavior and its
relationship in the business Management for the purpose of achieving organizational goal in
an interactive group.

LEVEL OF KNOWLEDGE: Expert knowledge is required to understand organizational

environment and the human interaction with it.

UNIT I : INTRODUCTION TO BEHAVIORAL SCIENCES

• Behavioral Sciences: Introduction, Definition, Applications and Field of Behavioral
Science.
• Disciplines: Applied Areas, New Area of Application
• Development of Individual Differences: Nature, Span of development, Individual
Differences, Biological, Social & Cultural, Achievements
• Human Behavior: An input-output system - Process and Components

UNIT II: DETERMINANTS OF BEHAVIOR

• Role of Individual in the organization systems: Organization as a Socio-Techno

System
• Attitudes & Values: Development & Types
• Culture & Behavior
• Personality: Determinants, Types and Theories

UNIT III: INDIVIDUAL IN THE ORGANIZATION

• Motivation: Human Motivation, theories of Motivation — Maslow, Alderfer, Hertzberg,

McCllelland, Victor Vroom, Equity Theory.
• Needs, Need satisfaction, Repercussion in case of need non-satisfaction
• Perception: factors, Process, Perceptual Errors and improving perception.
• Learning: Theories & processes.

UNIT IV: GROUPS DYNAMICS

• Group Dynamics & Terms: Nature of Group, Dynamics of informal Groups, Dynamics
of Formal working groups, Teams in the modern workplace
• Conflict and its Resolutions: Individual Conflicts, Interpersonal Conflict, Group
Behavior Conflict, Organization Conflict, Negotiation Skills
• Transactional Analysis-Introduction and process in brief
• Process of Socialization and Development of Social Structure

UNIT V: MACRO ORGANIZATIONAL BEHAVIOR

• Creativity & Group Decision Making

62
 • Organizational Culture: Nature of Organization Culture, Creating and Maintaining
Organization Culture
• Management of change, organization development.

References:

• Organizational Behavior : Keith Davis

• Organizational Behavior : Robbins
• Organizational Behavior : Luthans
• Organizational Behavior : Colman
• Introduction to behavioral sciences for business : Kolasa

JOURNAL
The ICFAI Journal of Organizational Behavior

63
 COMPUTER APPLICATION IN MANAGEMENT - PG 106

OBJECTIVE: This course is designed to develop a basic understanding of computers and

their uses in the business organization. This course will provide students a complete
overview of the computers & peripherals.

INTRODUCTION:

 Introduction to Computers
 History of Computers
 Computer as a System
 Components of Computer System
 Classification of Computers
 Computer Generations

BASIC COMPUTER ORGANISATION:

 Concept of hardware & Software Input/Output Devices (on-line/off-line) devices

 Storage Devices
 Primary & Secondary Storage Devices
 Computer Software & Classification of Software Programming Languages &
Programming
 Generations and the Classification of the Programming

LANGUAGES

 Operating Systems
 Popular Operating Systems
 Various Packages and their uses in the Business Organisation

NETWORKING:

 Networking Types of Networks

 Topologies
 Data Communication
 Uses of Networks in a Business Organisation

DATA PROCESSING:
Practical:
 Data Processing Cycle & its Applications in Management
 Managing Data Processing in Organizations
 Distributed & Single Machine Data Processing
 Distributed Computing & tearing of computing
Practical:
 MS-Word
 MS-Excel
 Power Point
64
 DOS

65
Topic of Presentations:
 Personal Computers and their uses in Business
 Hardware Selection for Business Organizations
 Piracy of Software
 Computer Viruses
 Computer Maintenance & Trouble Shooting
 Computer Virus Management.

WEB PAGE DESIGN:

TEXT BOOK
 HTML
 DHTML

RECOMMENDED READING

• '0' Level Module 1 Computer Fundamentals by V. K. Jain BPB Publication

• Computer Fundamentals by Bhanu Pratap Cyber Tech Publications
• Computer Fundamentals by P.K. Sinha BPB Publications
• .
JOURNALS
“Synergy” IT’s Journal of IT and Management

66
BUSINESS COMMUNICATION - PG 107

OBJECTIVE: This course focuses on techniques to produce effective business

communication, both written and oral. Through practice and feedback in a workshop setting,
students develop and perfect their presentation and writing skills. Students develop a
strategic process that stresses message purpose, packaging, critical analysis of message
and delivery methods for producing concise presentations and written documents.

LEVEL OF KNOWLEDGE: expert knowledge to impart knowledge about communication

theory and develop writing skills and oral presentation.

UNIT I :- COMMUNICATION THEORY PART -I

• Meaning; Role, functions and Importance of communication in Business

Organisation;
• Communication Models; Parts and process; Principles of Business Communication

UNIT II :- COMMUNICATION THEORY PART -II

• Classification of Communication: Formal & Informal; Internal operational and External

Operational; Personal, Inter-Personal Group; Downward, Upward and Horizontal
communication; Grapevine Communication & information overload, One -way and
Two -way;
• Verbal and non -verbal communication ;kinetics ,
• Communication barriers proxemics , semiotics, phonetics, graphics, color etc.

UNIT III :- COMMUNICATION THEORY PART-III

• Patterns of communication; communication Networks and Designs, feed-forward and
feedback;
• Barriers to communication; Measures and solutions for effective communication.
• Conflict & Conflict Management,
• Communication in Negotiation,
• Role of !T in effective Communication.
• Transactional Analysis.

UNIT IV :-,APPLICATION OF COMMUNICATION PART I

• Business correspondence; Principles of letter writing; structure and layout of

Business letters; Planning of letter writing; Different Types of Business letters:
• Trade In-giving I Request letters; Response letters; Good -News letters; Bad News
letter; thank you letters; Complaint letters & Adjustment letters: letters that grant
Adjustments and letters that refuse Adjustments; Collection letters; remainders,
inquiry appeal and warning letters; sales letters:
• AIDA strategy ;Job Employment letters and Resume writing.
• Email and the changing landscape of business communication.

UNIT V :- APPLICATION OF COMMUNICATION PART -II

67
 • Business reports; structure of reports; Types of Business reports ;steps in report
writing; writing style; use of illustrations and writing the report. Interviewing,
• Public speaking ;oral presentation; Group discussions and participation in Business
meetings conferences . Corporate News

RECOMMENDED READING
• Business Communication: Theory and Application Lesikar, R.V. and J.D. Petitt, Jr.
Homewood III ; Richard D. Irwin.
• Communication and Research for Management Michael, V.P. Himalaya Publishing
House, Bombay
• Business Report writing and Correspondence Sharma, R. C & K. Mohan. (TMH)

JOURNALS
Journal of Communication Practices

68
SEMESTER II

69
 BUSINESS ENVIRONMENT - PG 201

OBJECTIVE: The syllabus is aimed to explain how modern macroeconomics is used in

understanding important economic issues as well as the legal network in the country,
various economic laws & applicability in corporate environment.

UNIT I: ENVIRONMENT FRAMEWORK

Concept of Business Environment:

• Concept, significance and Nature of Business Environment
• Macro and Micro Factors
• Environmental Scanning & Appraisal
National Income and GDP:
• Concepts and Methods of National Income
• GDP and GNP
• Problems of developing and underdeveloped countries

UNIT II SOCIO-CULTURAL & TECHNOLOGICAL ENVIRONMENT

• Social responsibility of Business

• Implication of Culture & Values on Industry & Commerce
• Technological Transfer
• JV’s and Collaboration

UNIT III Macro economic policy

• Monetary policy
• Fiscal policy
• IS-LM and the monetary and fiscal policy.

UNIT IV Balance of payment and exchange control

• Definition, purpose and BOP account.

• Disequilibrium in Balance of Payment.
• Exchange Rates and Determination
• Foreign exchange market.

UNIT V INTERNATIONAL ENVIRONMENT

• MNC’s
• Liberalization, Privatization and Globalization
• Financial flows`

70
RECOMMENDED READING

• Mercantile Law - N.D.Kapoor - Sultan Chand & Sons Pvt. Ltd. New Delhi
• Indian Economy - S.K. Misra & V.K. Puri, Himalaya Publication
• Business law - Gulshan & Kapoor, (1998); New Age International Ltd.
• Macro Economics - Rudip Dombusch, Stanely, Fisher, Richard Startz
• Business Environment - Francis Cherunilam, Vikas Publication 2005
• Business Environment - Ashwaspatha,
• Economic Environment of Business (Excel Books), 2000 - Adhikari M - Sultan Chand
- 8th edition
• Business Environment - Agarwal R - (Excel Books), 2004.
• Business Environment - Bedi K - (Excel Books), 2004.

FINANCIAL MANAGEMENT - PG 202

71
OBJECTIVES: The module whilst examining the concepts, practices, and institutional
framework of financial management aims to provide students with

• A theoretical and practical understanding of the key elements of accounting and

finance.
• How to take a strategic view of the sources and deployment of finance in a business
• Understand the analytical tools utilized by managers in the context of global financial
markets
• Equips the student as a manager with the knowledge of evaluating business
financial performance and financial needs,
• Identify possible sources of that finance, and of determining the most effective course
of action to obtain that finance.

UNIT I
• Scope, Functions and Objectives of Financial Management; Financial Goal Profit vs.,
Wealth, Conflict of Goal- Manager vs. owners
• Concept of Value & Return - Compound Value & Present Value of a lump sum & of
an Annuity. Long Term Investment Decisions

UNIT II
• Introduction to Capital Budgeting, Investment evaluation criteria - Net Present Value,
Internal Rate of Return, Profitability Index, Payback Period, Discounted Payback
Period & Accounting Rate of Return
• Determination of cash flows for investment analysis - Incremental approach.
• Cost of Capital- Cost of debt, Cost of Preference Share Capital, Cost of Equity
Dividend Growth Model & Capital Asset Pricing Model, Weighted Average Cost of
Capital & Marginal Cost of Capital
• Financing Decisions. Leverages - Operating Leverage, Financial Leverage &
Combined Leverage, Impact of leverages on Risk

UNIT III
• Capital Structure Determination Theories - Net Income Approach, Net Operating
Income Approach, Modigiiiani-Milier (MM) Approach & Traditional Approach.
Features of an appropriate capital structure, Determinants of the Capital Structure,
Designing of Capital Structure in Practice
• Dividend Decisions; Issues in Dividend Policy, Walter's Model, Gordon's Model &
Modigiliani-Miller Hypothesis; Determinants of Dividend. Policy, Practical
Considerations in Dividend Policy, Stability of Dividends, Forms of Dividend,
Corporate Dividend Behavior

UNIT IV
• Working Capital Management (WCM) - Introduction & need for WC,
• Determinants of WC, Estimation of WC
• Introduction to Accounts Receivable Management - Receivables Management
• Techniques, Analysis of investment in receivables

UNIT V

72
 • Introduction to Inventory Management - Inventory Management Techniques,
• Analysis of investment in Inventory
• Introduction to Cash Management - Cash Management Techniques
• Introduction to Working Capital Finance, Regulation of Bank Finance

RECOMMENDED READING

• Financial Management - I. M. Pandey - Vikas publishers

• Financial Management : Theory &Practice - Prasanna Chandra - Tata McGraw Hill
• Fundamentals of Financial Management - Prasanna Chandra - Pearson Education
Asia
• Principles of Corporate Finance - Brealy & Myres - Tata McGraw Hill
• Financial Decision Making : Concept, Problem & Cases - John J.Hampton Prentice
Hall India

JOURNAL

Emerging Market Finance

73
 HUMAN RESOURCES MANAGEMENT - PG 203

OBJECTIVE : Develop the following in the students:

• An understanding of the links between the business environment, HRM policies and
practices and organizational performance.
• An understanding to the complete spectrum of activities that influence the
management of employees within a range of organizations.
• Help the students acquire and develop decision-making skills with respect to
managing people in organizations
• Exposing the students to the acquisition of the right human resource for an enterprise
and their continued development and progress within the organization.

UNIT I

• Introduction: Meaning, scope, objectives functions, policies, roles and importance of

Human Resource Management, HRM & HRD a comparative analysis,
• Organizing the Human Resource Management department in the organization.
Human Resource Management practices in India.

UNIT II

• Human Resource Planning: Definition, objectives, process and importance

• Job analysis, description, specification &job evaluation
• Recruitment, selection, placement and induction process.
UNIT III

• Human Resource Development: Concept, Employee training &development

• Career Planning &development
• Performance management: Concept &process, performance appraisal.
• Potential appraisal
• Job Compensation: Wage &salary administration, incentive plans &fringe benefits ./
Promotions, demotions, transfers, separation, absenteeism &turnover.
• Quality of work life (QWL): Meaning, origin, development and various approaches to
QWL, techniques for improving QWL.

UNIT IV
• Quality circles: concept, structure, role of management quality circles in India
• Job satisfaction and morale.
• Health, Safety &Employee welfare.
• Counseling for effective Human Resource Development.

UNIT V
74
 • Human Relations: Definition, objectives &approaches to human relations,
• Employee grievances and discipline, participation & empowerment,
• Introduction to collective bargaining
• HR Audit.
• Introduction to Business Ethics

RECOMMENDED READINGS
• Human Resource Management: A Contemporary Approach. Beardwell, I and Holden,
L & Claydon Pearson Financial Times, 3rd Edition.
• Personnel Managemnt - Arun Monappa & Saiyaddin - Tata Mcgraw Hill
• Human Resource Management: Theory and Practice - Bratton, J & Gold, J.
Macmillan Publication (2003).
• HRD in Indian Companies - R.S. Dwivedi Mc Millan India

JOURNALS

Personnel Today

Indian Labor Journal

75
 MARKETING MANAGEMENT - PG 204

OBJECTIVES: The subject aims at making the student understand:

• The set of concepts and practices based upon the ways in which companies
interface with different markets in the context of a planned set of business
interventions.
• Why consumers would purchase your product rather than competitors'
• How factors such as market positioning, branding, consumer loyalty and
segmentation determine the success or failure of products in highly competitive
markets
• Emphasis to be placed on the role of the marketing organization, its relationship to
other functions within the firm, and the importance of developing and maintaining
customer relationships

UNIT I
• The Marketing Management Process
• Customer Profiling - Value and its Delivery - Managing a Customer
• Concept of Marketing Mix and its Relevance

UNIT II
• Consumer Behavior - Models - Decision Making Process ./ Organizational Markets
and Buying Behavior
• Market Segmentation and Target Marketing
• Selecting the Target Market and Positioning the Product/Service

UNIT III
• Product Management: Concept of Product, Product Life Cycle
• New Product Development and Management

UNIT III
• Distribution Channel Management: Selecting Channels - Types of Channels
• Systems - Managing Channels - Retailing
• Sales Promotion - Concept, Designing & Implementing a Sales Promotion Campaign
• Managing Sales Force and Planning the Sales Efforts

UNIT IV
• Managing Pricing - Objectives - Techniques and methods - Pricing Decision ./
Integrating Marketing Communication
• Organizing the Marketing Efforts - Marketing Organization, Control Mechanism

UNIT V

76
 • Marketing Strategy and Marketing Planning - Formulation & Implementation ./
Marketing in 21st Century.

RECOMMENDED READING
• Marketing Management - Kotler Philip - Prentice Hall India 11th Ed
• Text Book of Marketing Management - U.C. Mathur - Galgotia Publications
• Marketing Management Saxena - Tata McGraw Hill
• Marketing Management Ramaswamy & Namakumari McMillan 2nd Ed
• Principles of Marketing Kotler & Armstrong Prentice Hall India 8th Ed

JOURNALS

Indian Journal of Marketing

77
 OPERATIONS RESEARCH - PG 205

OBJECTIVES: The course aims

• To develop abilities and skills in the selection and use of techniques from the fields of
quantitative methods and information systems in complex business problems.
• To study the basic tools and an awareness of the logical process of modeling
complex problems for decision-making. .
• To 'develop skills in formulating complex mathematical models, including models
non-linear models and familiarize students with the methods for solving these
problems.

UNIT-I: INTRODUCTION

• A short history of Operation Research and be able to explain the term Operation
Research & Managerial Decision Making
• Various Operation Research Techniques.
• The Methodology of Operation Research
• The need of Operation Research in making effective decisions

UNIT-II: LINEAR PROGRAMMING

Linear Programming Problem Mathematical Formulation:

• The nature of liner programming problems
• Advantages and application of LP problems
• Limitations of LP problems
Linear Programming Problem Graphical Solution:
• The use of graphical method for solving LP problems
Linear Programming Problem Simplex Method:
• The general logic of simplex method
• Simplex table and describe its components
• Define and discuss all the elements in the simplex method in term of their
• significance of problem statement and problem solution
• Demonstrate the use of the simplex method using both maximization and
• minimization problem situations

Unit-III:

Transportation Problem:
• Recognize a transportation problem, developing a transportation table and apply
• The transportation method to get the solution
• Solutions, unbalanced transportation problems, degeneracy, maximization in
• Transportation problem and prohibited routes.
• Finding an initial feasible solution
Assignment Problem
78
 • Recognize an assignment problem
• Convert an assignment problem into a transportation problem.
• Hungarian method of assignment problem (Minimization case)
• Solve assignment problems by using Hungarian Method
• Describe special cases in assignment problems such as maximization case, multiple
optimum solution, unbalanced assignment problem and prohibited assignments.

Unit-IV: Sequencing Problem:

• Meaning of sequencing
• Processing of jobs through two machines, three machines etc.
• Processing two jobs through machines

Unit-V:

Networking Analysis:

• Objectives of network analysis

• Management application and advantages of network models.
• Shortcomings for constructing network models
• Guidelines for constructing network diagram
• Times estimates in network analysis
CPM:
• Critical Path Method (CPM)
• Identify critical path through the calculation of the earliest expected time and the
• latest allowable time

Programme Evaluation And Review Technique (PERT):

• Three time estimates in PERT

• PERT Algorithm
• Estimate the probability of project completion time
• Distinction between PERT and CPM

RECOMMENDED READING:
• Operations research : theory and applications - JK Shaw-Macmillan
• Management Science - Operation research - a strategic Perspective - P.C. Bell -
Vikas Publication
• Operation Research - Pannerseelvam - PHI Publication
• Introduction to Operations Research - Gillett - Tata Macgraw Hill Publication

79
 • Operations Research - Ascent series - TM Module title - Mohan S.

RESEARCH METHODOLOGY - PG 206

OBEJCTIVES: The primary aim of this module is to make students competent at selecting
and applying appropriate research methods and techniques in the process of formulating 2
research proposal and conducting research. The approach is both theoretical and practical.
Students must be able to apply theoretical concepts in the completion of their research
projects.

Unit I : INTRODUCTION:

• Concept of research and its applications in the various functions of management.

• Types of research.
• Types of business problems encountered by the research.
• Problems and precautions to the researcher.

Unit II : PROCESS OF RESEARCH:

• Steps involved in research process

• Various methods of research design

Unit III : DATA COLLECTION:

• Sampling procedure; Sample size;

• Determination and selection of sample member;
• Types of data and various methods of collecting data;
• Preparation of questionnaire and schedule;
• Precautions in preparation of questionnaire and collection of data

Unit IV : ANALYSIS OF DATA:

• Coding, editing and tabulation of data;
• Various kinds of charts and diagrams used in data analysis;
• Application of statistical techniques for analyzing the data,
• Application of Analysis of Variance (AN OVA),
• Uses of Data Analysis Tools like SPSS and Excel.

Unit V : REPORT PREPARATION:

• Types and layout of research report;

• Precautions in preparing the research report;
• Bibliography and Annexure in report; Drawing conclusions;
• Giving suggestions and recommendations to the concerned persons

RECOMMENDED READING
• Research Methodology - DK' Bhatacharya - Excel books
• Research Methods for Business Students - Saunders- Pearson edition

80
 • Research Methodology - Panneerselvam -PHI

MANAGEMENT INFORMATION SYSTEM - PG 207

OBJECTIVES: The course is designed to enable students to

• Appreciate the role of information systems in managerial decision making; «I
Familiarize them with information systems design methodologies,
• Make them appreciate and use hardware/ software tools and technology available for
implementation of effective organizational information systems.
• Helps them to appreciate the critical role of managers in design of effective
information systems.

Unit-I

MIS and its Role in Business Management

MIS concepts,
MIS Definition
Role of MIS
Role and importance of management
Process of management.
Decision Making
Decision making Concept,
Methods,
Behavioral Concept,
MIS and DM concepts.
Information:
Classification of Information,
Methods of Data and Information collection;
Value of Information;
MIS and system concepts.

Unit-II

Building Informatics System

System Analysis and Design

Analysis of existing system and of new requirements.

Unit-III\
MIS & Its Implementations

Development of MIS
Development of long range plans
Implementation of MIS
Quality in MIS
Organization for Development of MIS.
81
Choice of Information Technology
Nature of IT decisions
Configuration design, evaluation, implementation plan.

Unit-IV

Application areas

Application in Manufacturing Sector

Service Sector.

Unit-V

Types of Informatics System

Decision Support System

Concept and philosophy
Artificial Intelligence System
Knowledge based Expert System.
Technology and Information System:
Data
Information
Transaction,
System application

Text Books and Reference Books:

Management Information Systems by W S Jawedekar, Tata Mc Graw Hill Publishing New Delhi
1998
Management Information Systems by James AO' Brien., MC Graw Hill International Forth edition
1999
Management Information Systems: The Manager's view; Robert Schulheis and Mary Sumner,
Tata MC Graw Hill fourth edition, 1999
Foundations of Information Systems by Zwass, Mc Graw Hill International edition, 1998
Neuman, Seev. Strategic Informtion Systems: Competitions through Information Technologies,
New York, Mac Millan College, 1994.
Mc Kenney, James L. Waves of Change: Business Evolution through Information Technology,
Boston, HBS Press 1995,

JOURNALS

Journal of Computer Sciences

Journal of Management Information Systems

82
 OPERATIONS MANAGEMENT - 208

OBJECTIVES: The aim of the Course is to provide:

• A thorough knowledge about the problems of operations Management
• Solutions to increase productivity of an organization

Unit I - INTRODUCTION TO OPERATIONS MANAGEMENT:

• Functional Sub systems of An organizations
• System Concept of Production
• Types of Production Systems
• Strategic Management
 Corporate Strategies
 Competitive Strategies

Unit II - PRODUCT DESIGN AND ANALYSIS:

• New Product Development
• Process Planning and Design
• Value Analysis ? Value Engineering
• Standardization
• Concurrent Engineering

Unit III - FORECASTING:

• Sources of Date
• Demand Pattern
• Forecasting Method

Unit IV - FACILITY LOCATION:

• Factors and problems Influencing Plant Location

Unit V - PLANT LAYOUT AND MATERIAL HANDLING:

• Classification of Layout
• Layout Design Procedures

Unit VI - LINE BALANCING:

• Concept of Mass Production Assembly Line Balancing

Unit VII - MATERIALS MANAGEMENT:

• Components of Integrated Materials Management
• Inventory Control
• Operation of Inventory Systems
• Quality Discount
• Implementation of Purchase Inventory Model
• Purchasing Management
• Stores Management
• Material Handling Principles

83
Unit VIII - MATERIAL REQUIREMENT PLANNING:
• Product Structure / Bill of Material (BOM)
• MRP Concept
• Lot Sizing in MRP

Unit IX - PRODUCTION PLANNING AND CONTROL:

• Strategic, Tactical and Operational Decisions
• Aggregate Planning
• Master Production Schedule

Unit X - MAINTENANCE PLANNING AND CONTROL:

• Maintenance Objectives
• Replacement Problems
• Maintenance Crew Size
• Information Systems of Maintenance Management

Unit XI - MODERN PRODUCTION MANAGEMENT TOOLS:

• JIT Manufacturing
• Computer Integrated Manufacturing and Flexible Manufacturing System
• World Class Manufacturing
 Chinese Manufacturing System
 Factories of the future

RECOMMENDED READINGS:

• Operations Management - Shroeder, G. Tata McGraw Hill

• Production and Operations Management - Chary, S. N. - St. Paul West
• Applied Production and Operations Management - Evans, J. R. - St. Paul West
• Productions and Operation Management - Everette, Adam Jr. and Ebert, Ronald J. -
Prentice Hall
• Cases in Production / Operations Management - Krishnaswamy, K. N. - Prantice -
Hall

JOURNALS

ICFAI Journal of Operations Management

84
SEMESTER III
CORE SUBJECTS

85
 STRATEGIC MANAGEMENT - PG 301

OBJECTIVES: The aims of the module are:

• To review critically current theories and frameworks of strategic management
• To apply these approaches to a variety of organizations, industry contexts and
markets
• To examine the relevance of strategic management thinking to practitioners

Unit I - INTRODUCTION TO BUSINESS POLICY & STRATEGIC MANAGEMENT:

• Definition, nature, scope, and importance of strategy; and strategic management
(Business policy). Strategic decision- making. Process of strategic management and
levels at which strategy operates. Role of strategists.
Unit II - ENVIRONMENT SCANNING & ENVIRONMENTAL APRISIAL:
• Defining strategic intent: Vision, Mission, Business definition, Goals and objectives.
• Environmental Appraisal - Concept of environment, components of environment
(Economic, legal, social, political and technological).
• Environmental scanning techniques - ETOP,QUEST and SWOT
• Internal Appraisal - The internal environment, organizational capabilities in various
functional areas and Strategic Advantage Profile. Methods and techniques used for
organizational appraisal (Value chain analysis, Financial and non financial analysis,
historical analysis, Industry standards and benchmarking, Balance scorecard and
key factor rating). Identification of Critical Success Factors (CSF).
Unit III - VARIOUS LAVEL OF STRATEGIES:
• Corporate level strategies--Stability, Expansion, Retrenchment and Combination
strategies. Corporate restructuring. Concept of Synergy. Mergers &Acquisitions.
• Business level strategies -Porter's framework of competitive strategies; Conditions,
risks and benefits of Cost leadership,
• Differentiation and Focus strategies. Location and timing tactics.
• Concept, Importance, Building and use of Core Competence.
Unit IV - STRATEGIC ANALYSIS AND CHOICE:
• Corporate level analysis (BCG, GE Nine- cell, Hofer's product market evolution and
Shell Directional policy Matrix).
• Industry level analysis; Porters's five forces model. Qualitative factors in strategic
choice.
Unit V - STRATEGY IMPLEMENTATION:
• Resource allocation, Projects and Procedural issues. Organisation structure and
systems in strategy implementation.
• Leadership and corporate culture, Values, Ethics and Social responsibility.

86
 Operational and derived functional plans to implement strategy. Integration of
functional plans.
Unit VI - STRATEGIC CONTROL:
• Strategic control and operational Control. Organizational systems and Techniques of
strategic evaluation.

RECOMMENDED READINGS

• Textbook of Strategic Management - Mathur U.C. - Macmillan Publication

• Strategic Management - Miller and Des - Tata McGraw-HiII
• Business Policy & Strategic Management - Kazmi - Tata McGraw Hill - 2nd Edition
• Strategic Management & Business Policy - Wheelen & Hunger - Addison- Wesley 6th
Edition
• Exploring Corporate Strategy - Johnson & Scholes - Prentice Hal! India 4th Edition
• Strategic Management - Pearce & Robinson - Tata McGraw Hill 5th Edition
• Strategic Management: Concept & Cases - Thomson & Strickland - Tata McGraw Hill
Publication

JOURNALS

Strategy & Innovation

87
 SUPPLY CHAIN MANAGEMENT – PG 302

MBA 311 : SUPPLY CHAIN MANAGEMENT (SCM)

OBJECTIVES: The aim of the Program is to give the student a thorough knowledge of
• The significance related to all logistical aspects of running a business
• An understanding of the costs related to an effective management of operations
• An overview of current and future trends in the areas of logistical management

Unit I - INTRODUCTION:
• Basic Concept & Philosophy of Supply Chain Management;
• Essential features, infrastructure, flows (cash, value and information),
• Key issues in SCM
• Benefits and case examples.

Unit II - INVENTORY MANAGEMENT:

• Concept, various costs associated with inventory,
• Various EOQ models, buffer stock (trade off between stock out / working capital
cost),
• Leave time reduction, re-order point / re-order level fixation, exercises - numerical
problem solving,
• ABC Analysis, SDE / VED Analysis.

Unit III - PURCHASING & VENDOR MANAGEMENT:

• Centralized and Decentralized purchasing,
• Functions of purchase policies.
• Use of mathematical model for vendor rating / evaluation,
• Single vendor concept management of stores, accounting for materials,
• Just-in-Time & Kanvan System of Inventory management.

Unit IV - LOGISTICS MANAGEMENT:

• Logistics as part of SCM,
• Logistics costs, different models, logistics sub-system, inbound and sub bound
logistics, ullwhip effecting logistics,
• Outbound logistics distribution and warehousing management.

Unit V - RECENT ISSUES IN SCM:

• Role of Computer / IT in Supply Chain Management,
• CRM Vs SCM,
• Benchmarking -concept, features and implementation,
• Outsourcing-basic concept, value addition in SCM-concept of demand chain
management.

RECOMMENDED READINGS

Logics and Supply Chain Management - G. Raghuram (I.I.M.A.) - Macmillan, 2000.

88
 • Harnessing Value in the Supply Chain - Emiko Bonafied - Johnwiley : Singapors,
1999.
• Material Management rearew - Dr. Gopal Krishnan - Pearson New Delhi - 2002
• JIT Manufacturing - Koragaonkar R.G.
• Supply Chain Management - Sahay B.S., Macmillan - 2000

JOURNALS

ICFAI Journal of Supply chain Management

SEMESTER IV
CORE SUBJECT

89
 ENTREPRENEURSHIP, CORPORATE GOVERNANCE & ETHICS - PG 302

OBJECTIVES: The basic aim is to equip the student to

• Become an analytical and logical decision making manager with a fair knowledge of
entrepreneurship, corporate governance and business ethics

Unit -I ENTREPRENEURSHIP:
• Definition of Entrepreneurial Motivation and barriers; Internal and External Factors;
• Types of Entrepreneurs; Theories of entrepreneurship;
• Classification of entrepreneurship.
• Creativity and Innovation: creative problems Solving, Creative Thinking, Lateral
Thinking, Views of De Bono, Khandwala and others, Creative Performance in terms
of motivation and skills.

Unit II - CREATIVITY AND ENTREPRENEURIAL PLAN:

• Idea Generation, Screening and Project Identification
• Creative Performance, Feasibility Analysis
• Economic, Marketing Financial and Technical;
• Project Planning, Evaluation, Monitoring and Control Segmentation
• Targeting and Positioning of Product
• Role of SIDB in Project Management.

Unit III - OPERATION PROBLEMS:

• Incubation and Take - off, Problems encountered, Structural Financial and
Managerial Problems, Types of Uncertainty.
• Institutional Support for new ventures : Supporting organizations; Incentives and
facilities;
• Financial Institutions and Small - Scale Industries Gov. Policies for SSIs

Unit IV - FAMILY AND NON-FAMILY ENTREPRENEURS:

• Role of Professionals, Professionalism vs. family entrepreneurs
• Role of Woman entrepreneur
• Sick Industrial
• Reasons for sickness
• Remedies for Sickness
• Role of BIFR in revival, Bank Syndicates.

Unit V - VALUES AND ETHICS:

• Ethical Behaviour
• Indian Ethos, Indian Value System and Values;
• Teaching from scriptures and tradition (Geeta, Ramayana, Mahabharata,
Upanishadas, Vedas, Bible and Quoran)

UNIT VI - CORPORATE GOVERNANCE:

• Issues, need, corporate, governance code, transparency & disclosure,
• role of auditors, board of directors and share holders
• Global issues of Governance, accounting and regulatory frame work, corporate
scams, committees in India and aboard
90
 • Corporate social responsibility.

RECOMMENDED READING

• Creativity and Innovation - Couger, C - (IPP, 1999)

• Creativity in Organizations - Nina Jacob, (Wheeler, 18998)
• Business Ethics - Concepts and Cases - Velasquez - (Prentice - Hall, 5th Edition)
2002.
• Ethical Organisation - Kitson Alan - (Palgrave) 2001.
• Corporate Governance Economic Reforms & Development - Reed Darry - (Oxford)
2004) London.
• Innovation & Creativity - Jonne & Ceserani - *(Crest) 2001.
• Understanding Enterprise - Entrepreneurship and Small Business - Bridge Setal -
(Palgarave, 2003)
• Entrepreneurship : New Venture Creation - Holt - (Prentice - Hall) 1998.
• Strategic Management - Hunger J D and Wheelen T L - (Addison - Welsey, 1999).
• Winning the Corporate Olympiad :the renaissance Paradigm - Singh P and
Bhanderkar A- (Vikas)
• Entrepreneurship - Dollinger M J - (Prentice - Hall, 1999)
• Entrepreneurhsip - Vasant desai - Vikas Publication

JOURNAL

Journal of Entrepreneurship

Journal of Management and Entrepreneurship

91
ELECTIVES

FINANCE

92
 MANAGEMENT OF BANKING AND FINANCIAL INSTITUTIONS FM I

OBJECTIVE: The aim of the module is:

• To instill in the students an appreciation of the functions of banks and financial

institutions and their role in the corporate world

CONTENTS

Unit 1 introduction of financial system and market

• Financial Institutions: Definition

• Types, and Role of Financial Institution in Economic Development
• Technique of regulation
• Meaning and Significance of primary and secondary market.

Unit II banking and commercial banks

• Commercial Banks: Evolution
• Management and Organizational setup
• Assets & Liabilities
• Theories of Liquidity Management
• Management of Primary & Secondary Reserve, Management of Loans.

Unit III central bank of India and its role in economic development
• Reserve Bank of India: Organization
• Management, Role & functions. Credit Control
• Monetary and fiscal policies. Techniques of regulation. and rate
• Foreign exchange market. Financial sector reforms in India. Financial services:
nature, scope and uses etc.

Unit IV development Banks in India

• Meaning of Development Banks:
• Types, functions, growth of Development Banks
• structure & working of development banks.

Unit V Mutual Funds and insurance services

• Mutual Funds: Evaluation, SEBI regulations, & different types of schemes.
• Insurance: Concept & working of Deposit Insurance Introduction to DICGC. Life and
General. Premium. Risk covered. Tax benefits. Return with risk coverage.

RECOMMENDED READING
• Management of financial Institution - Srivastva R.M.

93
 • Financial Institutions and Markets - Shole L M- Tata McGraw-Hili, 3rd edition, 2003
• Foundations of Financial Markets and Institutions - Fabozzi- Pearson Education,
3rd edition
• Indian Financial System - Machiraju H R - Vikas, 2004
• Financial Services - Khan M Y- Tata McGraw-Hill 1998.
• Management of Financial Institutions in India - Madhu Vij
• Financial Liberalization in India - Aggarwal R.N.

JOURNAL

Banking Finance
R B I Bulletin

94
 SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT FM II

OBJECTIVE: The purpose of the course is:

• To provide necessary knowledge to the students to understand
• Analyze securities as well as construction, evaluation and revision of portfolio

UNIT I. INTRODUCTION TO SECURITIES

• Nature and scope of investment
• Investment and speculation
• Factors favourable for the investment " Investment process
• Investment categories

UNIT II. RISK AND RETURN

• Security return
• Risk in traditional sense
• Systematic and unsystematic risk

UNIT III. SECURITY ANALYSIS

• Economic analysis
• Industry analysis
• Company analysis
• Technical analysis

UNIT IV. EFFICIENT MARKET THEORY

• Derivatives
• Portfolio Analysis and Theories

VII. PORTFOLIO SELECTION

• Types of investor
• Finding cut-off rate
• Capital Market Theory
• Managed Portfolio's and Portfolio's Performance Measurement
• Portfolio Revision

RECOMMENDED READING
• Security Analysis & Portfolio Management - Fischer & Jordon - PHI
• Investment Management: Security Analysis and Portfolio Management - Shalla V.K. -
S. Chand Publication
• Investment Analysis and Porlfolio Management - Chandra P - Tata McGraw-Hill
• Modern portfolio and investment analysis - Elton Grubber

JOURNAL

ICFAI Journal of Corporate and Security Laws

95
 CORPORATE TAX PLANNING FM III

OBJECTIVE: To make the student thoroughly familiar with the background

• Basic of Taxation
• Principles of Taxation
• Taxation Policy and Its Role in Socio Economic Development of the Economy
• Concept of Justification of Tax Planning and Management
• Tax Evasion and Avoidance

UNIT I - SALIENT FEATURE OF INCOME TAX

• Wealth Tax Acts in India
• Incidence of Tax and Rates of Tax
• Main Provisions
• Exemption, Deduction, Rebates and Relief
• Set Off and Carry Forward of Losses
• Provision Related to Depreciation
• Capital Gain Tax

UNIT II - CHOICE OF FORM OF BUSINESS ORGANIZATION FROM TAX ANGLE

• Tax on Small Business
• Taxation and Provision of Non Residents Under Direct Taxes

UNIT III - DEDUCTION OF TAX AT SOURCE AND ADVANCE TAX

• Assessment
• Procedure and Remedies Against Assessment Order

UNIT IV - TAX PLANNING IN SETTING UP OF NEW BUSINESS UNDERTAKING

• Tax Consideration in Specific Management Decisions Regarding Make or Buy Own
or Lease Export or Domestic Sales
• Capital Structure and Dividend Policy
• Retain or Replace Mergers Amalgamation
• Capital Structure and Dividend Policy

UNIT V - TAX CONSIDERATION IN FOREIGN COLLABORATION AND JOINT

VENTURE AGREEMENTS

RECOMMENDED READINGS:

• Direct Taxes Planning and Management - Singhania, V. K.

• Corporate Tax Planning and Management - Ahuja, Girish
• Direct taxes Law and Practice - Singhania V. K.

96
 STRATEGIC FINANCIAL MANAGEMENT FM IV

OBJECTIVE: Corporate finance strategy is an indispensable tool of survival and growth.

The subject has been designed:
• To provide an in depth knowledge of corporate finance strategy and advance
financial concepts so as to make the students apply them in devising financial
strategy and taking complex financial decisions.

UNIT I - RISK & RETURN RELATIONSHIP

• Risk and Return of a single asset and portfolio

• Harry Markowitz and the birth of portfolio theory Capital asset pricing model
• Arbitrage pricing theory
• Capital budgeting and risk

UNIT II - ADVANCE CAPITAL BUDGETING

• Risk analysis in capital budgeting

• Complex capital budgeting situations,
• Strategic aspects of capital budgeting

UNIT III - OPTIONS AND THEIR VALUATION

• How options work

• Options and their payoffs just before expiration
• What determine option values
• Binomial and Black & Scholes model for option valuation

UNIT IV - FINANCIAL RESTRUCTURING

• Forms of capital restructuring

• Need for restructuring
• Methods of restriction
• Securitization
• Hybrid financing

RECOMMENDING READINGS:

JOURNALS:

97
 INTERNATIONAL FINANCE FM V

OBJECTIVE: The subject aims to:

• Expose students to foreign exchange markets
• Various risks associated, short and long term financing in these markets

COURSE OUTLINE

• International Financial Markets

• Currency Forwards, Futures and Options
• Foreign Exchange Markets - Interest rate Parity
• Inflation, Interest rate and Exchange Rates
• Exchange Rate Forecasting
• The Measurement of Exchange rate Risk
• Managing Exchange Rate Risk - Transaction Exposure
• Managing Foreign Exchange Risk - Economic Exposure
• Translation Exposure
• Short Term Financing in International Markets
• International Cash Management
• Capital Budgeting for International Project

RECOMMENDED READING

• International Financial Management - Jeff Madura South Western publishing

company (Thompson Learning) USA 6th edition.
• International Financial Management - Apte P.G. - Tata Macgraw Hill
• International Financial Management - Sharan V.K. - PHI
• International Financial Management - Srinivasan & Janakiraman – Biztantra

JOURNAL

IMF Staff Papers

98
 MERGERS, ACQUISITIONS & RESTRUCTURING FM VI

OBJECTIVE: Corporate restructuring has become an inevitable tool for corporate survival.
Mergers and acquisitions are some of the strategies of corporate restructuring
• Students would get an insight about what motivates mergers and acquisitions,
mechanics and strategic aspects of mergers and acquisitions. Necessary help would
be taken of selected empirical case studies at the relevant places.

UNIT I INTRODUCTION:
• Concepts of merger, Amalgamation, Acquisition & Takeover
• Nature of mergers
• Alternative perspectives
• Competition Bill 2002
• Role of holding companies in M & A
• Defining & measuring success of M & As

UNIT II CORPORATE STRATEGY & ORGANIZING FOR M & AS:

• Sources and limits of value creation in horizontal mergers
• Sources and limits of value creation in consolidating fragmented industries
• Sources and limits of value creations in vertical mergers
• Sources and limits of value creation in conglomerate acquisitions
• Cross-border acquisitions
• Organizing for acquisitions
• Meeting the challenges of M & As

UNIT III VALUATION & PAYMENT:

• Methods of corporate valuation and estimation of cost of capital III Cost and benefits
of merger
• Evaluating a merger as a capital budgeting proposal
• Purchase of a division/plant
• Terms of merger (Methods of payment for acquisitions)

UNIT IV MECHANICS OF MERGER:

• Accounting aspects of merger
• Taxation of Mergers, Acquisitions and Amalgamations
• Me'rger Contract and Legal procedure of Merger

UNIT V CORPORATE TAKEOVER:

• Advisors in takeovers
• Takeover Tactics
• Takeover Defenses
• Salient Features of takeover code
• Other forms of corporate mergers
RECOMMENDED READING

• Creating value from mergers & Acquisitions - Sudi Sudarsanam - FT Prentice Hall
• Mergers & acquisitions of companies - P. Mohan Rao
• Mergers & acquisitions - Ramanujam
• Mergers, restructuring and corporate control - Weston, Chung and Hoag
• Financial Management - Prasanna Chandra
• Mergers, Acquisitions & Takeovers - H.R. Machiraju

JOURNALS

The Monthly Journal on Credit Quality Rating Scan

47
ELECTIVES

MARKETING

48
 RETAILING MANAGEMENT – MK I

OBJECTIVE: The objective of this course is

• To develop in-depth knowledge about the various retail and merchandising systems
and markets.

UNIT I: WORLD OF RETAILING

• What is retailer - its roles & functions
• Economic significance of retailing
• Opportunities in retailing
• Retail Market structure - Types of retailers, retail Institutions and Types of retail
Ownership

UNIT II: RETAIL ENVIRONMENT AND CUSTOMER BUYING BEHAVIOR

• Demographic changes
• Changes in consumer values
• Technologies changes
• Theories of Retailing
• The wheel of Retailing
• Accordian Theory
• Dialectic Process
• Types of Buying decisions
• The Buying Process

UNIT III: RETAIL STRATEGY & STORE LOCATION

• Retail Strategy
• Building a Sustainable Competitive Advantage
• The Strategic Retail Planning Process
• Trading area analysis
• Site selection

UNIT IV: MERCHANDISING MANAGEMENT

• Merchandising philosophy
• Buying organization formats and processes
• Merchandise plans - Devising & Implementing
• Logistics
• Inventory management

UNIT V: PRICING AND RETAIL PROMOTION MIX

• Pricing strategies
• Cost and demand oriented method of retail price
• Elements of Retail Promotion Mix
• Methods for communicating with customers
• Planning the retail communication programs
• Establishing and maintaining a retail image
78
RECOMMENDED READING

• Retail Marketing Management:- David Gilbert (FT Prentice Hall)

• Retail Management: - Levy & Wetiz (Irwin pub)
• Retailing environment and operations - Newman & Cullen (Vikas pub)
• Retail Management a strategic approach - Berman & Evans (PHI)

JOURNALS

“Synthesis” The Journal of BLS Institute of Management

79
 MARKETING OF SERVICES – MK II

OBJECTIVE: Services marketing is a rapidly developing sub-discipline of marketing. The

main objective of this course is:
• To provide exposure to the practical nature of the : subject through use of case
studies, and the multi-disciplinary nature of the theoretical underpinning to the
subject through use of selected reading material.

UNIT I - INTRODUCTION:
• Difference between product and services marketing;
• Characteristics of services;
• Classification of services;
• Paradigms in services marketing
• Service marketing system: Service quality; Understanding customer expectations
and zone of tolerance;
• Segmentation and zone of tolerance; Targeting and positioning of service

UNIT II - SERVICES MARKETING MIX:

Augmented marketing mix
Developing the service. Tangible and intangible Product
Service product planning; Service pricing strategy; Services promotions; Services
distributions

UNIT III - PHYSICAL EVIDENCE:

• Role of communication in service marketing; People and internal communication;
• Operations process and delivery of services
• Role of technology in services marketing.

UNIT IV - MARKETING FINANCIAL SERVICES:

• Deciding the service Quality, Understanding the customer expectation, segmenting,
targeting, and positioning of Financial Services,
• Devising Financial Services Marketing Mix
• Strategies with special reference to Credit Cards, Home Loans, Insurance and
Banking.

80
UNIT V - SERVICES IN GLOBAL PERSPECTIVE:
• International marketing of services; Recent trends; Principal driving force in global
marketing of services; Key decisions in global marketing;
• Services strategy and organizing for global marketing.
• Relationship Marketing - Concept, Benefits and Strategies

RECOMMENDED READING
• Services Marketing - Zeithmal, Valarie A Tata McGraw Hill
• Services Marketing - Lovelock, Christopher H. Pearson Education
• The Essence of Service Marketing - Payne A. Prentice Hall
• Services Marketing - Woodruff, Helen
• Marketing of Non-Profit Organizations - Kotler, Philips & Andreason
• Marketing of Services - S. L. Gupta - (Sultan Chand)
• Services Marketing - Rama Mohana Raok - (Pearson Education)
• Services Marketing Govind - Apte- (Oxford Univ. Press)

JOURNALS

Review of Professional Management

81
 PRODUCT AND BRAND MANAGEMENT – MK III

OBJECTIVE: This paper is designed to

• Equip the student to assume complete responsibilities of and efficient product
manager in an FMCG company

UNIT I INTRODUCTION
• Product Management - Evolution and Face Today
• Product Management Tomorrow
• Role of Product Managers in the Organization

UNIT II PLANNING SKILLS FOR PRODUCT MANAGERS

• Elements of a Product Plan
• Product Portfolio Evaluation Models
• Competitor Analysis
• Customer Analysis
• Product Life Cycle

UNIT III NEW PRODUCT DEVELOPMENT PROCESS

• Elementary Aspects About New Products and Their Classification
• Generation, Screening and Development of New Product Ideas
• Test Marketing and Launch of New Products
• Economic Analysis of New Products

82
UNIT IV BRAND MANAGEMENT DECISIONS
• Elements of Branding
• Brand - Customer Nexus - Brand Loyalty and its Effects
• Managing Brands
• Brand Valuation

RECOMMENDED READINGS:

• Product Management - Chunawala, S. A. - Himalaya Publishing

• Product Management - Lehman, D. and Winer, R. S. - Irwin
• Product Management in India - Mazumdar, R. - Prentice Hall
• New Product Management - Crawford, C. M.
• Strqategic Brand Management - Kapferer, J. N. - Kogan Page
• Brand Positioning - Sengupta, S. Tata McGraw Hill
• Brand Management - Moorthi, Y. L. R. - Vikas

JOURNAL

U S P Age

CONSUMER BEHAVIOUR – MK IV
83
OBJECTIVE: The course aims at understanding
• Consumer behaviour in the social and cultural setting, its diversity and development
• Role of consumer research and behavioural models.
• Study of the consumer's decision-making process
• The behaviour pattern of a variety of consumers

UNIT I INTRODUCTION
Defining Consumer Behaviour;
Reasons for studying consumer behaviour, applying consumer behaviour knowledge;
Understanding consumer and market segments;
Environmental influences on consumer behaviour:

UNIT IISTUDY OF SOCIAL GROUPS,

• Family, personal influences and diffusions of innovations.
• Influence of reference group - Friendship, work, Celebrity and family.
• Impact of social class, culture, subculture and cross - culture factors on consumer
behaviour.

UNIT III INDIVIDUAL DETERMINANTS OF CONSUMER BEHAVIOUR:

• Personality and self-concept;
• Motivations and involvement; Information processing; Learning and memory;
Attitudes
• Consumer perception, Perceptual selection, organization and interpretation.
Cognitive dissonance theory and attribution theory

UNIT IV CONSUMER DECISION PROCESS:

• Routinised response, limited and extensive problem solving behaviour.
• Problem recognition; Search and evaluating; Purchasing processes, Post-purchase
behaviour;
• Consumer behaviour models; Consumerism; Organisational buying behaviour.
• Howard-Sheth, Engell, Kollat blackwell and Nicosia models of consumer decision-
making.
• Consumer Vis-a-Vis Industrial Buying Behaviour.

RECOMMENDED READING

• Consumer Behaviour - Schiffman & Kanuk - Pearson Education Asia

• Consumer Behaviour - Laudon & Bitta - Tata McGraw
• Consumer Behaviour - Engel!, Kollat & Blackwell - Dryden Press
• Consumer Behaviour - S. L.Gupta & Sumitra Pal - An Indian Perspective – Sultan
Chand
• Consumer Behaviour Suja Nair R. - Himalaya

JOURNAL

84
 SALES & DISTRIBUTION MANAGEMENT MK V

OBJECTIVE: The course aims at understanding

• Salesmanship in the social and cultural setting, its diversity and development
• Role of salesman research and behavioural models.
• Study of different techniques of distribution management

UNIT I - INTRODUCTION TO SALES MANAGEMENT

• Sales Management Functions - An Overview
• Personal Selling
• Sales Process and Selling Skills
• Sales Force Management
 Classification of Sales Organizations
 Job-Analysis, Recruitment, Selection and Compensation of Sales Personnel.
 Training the Sales Force
 Motivation and Performance Evaluation of Sales Force
• Planning and Controlling the Sales Effort
 Sales Planning
 Sales Forecasting and Sales Quota
 Sales Budgeting and Control

UNIT II - DISTRIBUTION MANAGEMENT

• Role of Distribution in Marketing.
• Significance of Marketing Channel in Physical Distribution
• Factors Influencing Selection of Sales Channel
• Evaluating Channel Performance
• Distribution and Customer Service
• Packaging and Transportation Logistics
• Transportation Pricing and Carrier Liability
• Distribution Audit

UNIT III - RETAILING AND MERCHANDISING

• Classification of Retail Outlets
• Retail Location Strategies and Decisions
• Retail Marketing Mix
• Management of Service Quality in Retailing
• Merchandise Management

UNIT IV - INDUSTRIAL / BUSINESS - BUSINESS SELLING

• Understanding Industrial / B2B Markets and Selling Environment
• Managing the Sales Effort in B2B Markets
• Managing Sales Promotion Elements in B2B markets.

UNIT V - SELLING IN RURAL MARKETS

85
 • Assessing Rural Markets and Institutions
• Dynamics of Rural Distributions
• Managing the Sales Effort in Rural Markets

RECOMMENDED READINGS:

• Sales Management - Still, R. R., Cundiff, E. W. & Govoni, N.A.P. - Prentice Hall
• Sales and Distribution Management - Gupta, S. L. - Excel
• Professional Sales Management - Anderson, R - Pearson
• Retail Marketing Management - Gilbert, D.
• Retailing Management - Levy & Weitz
• Industrial Marketing - Hill R

JOURNALS

Journals of Sales & Distribution Management

86
 INTERNATIONAL MARKETING MK VI

OBJECTIVE: With the liberalization and globalization process India has joined the
marketing economy of world. Indian companies are planning international marketing and
this module is focused
• On understanding the subject of international marketing, selection of countries and
their markets, study of the products price, promotion techniques and international
distribution channels.
• The emphasis throughout is on the application to current business issues and
practice.
• Students will be encouraged to read around the subject with a focus on current
articles to show the reality of the issues and the challenges organizations face.

The module covers the following aspects of the subject

• International business environment

• Trade zones and international pacts
• International marketing strategies
• The 4 Ps of international marketing
• International Marketing Research
• Selection of countries and their markets
• International business agencies
• International trade
• MNC Operations
• International competitive advantage
• International buyer's profile

RECOMMENDED READING
• Global Marketing Management - Keegan - PHI
• International Marketing -analysis and strategy - Onkuset and Shaw - PHI
• International Marketing - Srinivasan - PHI
• International Marketing Strategy: Anaysis - Doole, I and Lowe, R (2001) - Excel
• International Marketing - Fayrweather
• International Marketing - Terpstra, V and Sarathy, R (1999). Dryden 8th edition

JOURNAL:

Journal of International Marketing

87
 ADVERTISING AND SALES PROMOTION - MK VII

OBJECTIVE: This module is designed to provide

• Students with an understanding of the communication streams - Advertising,
Promotion, Publicity and Public relations flowing into and out of the marketing
organization
• To stress on the practical applications of these communication streams to the
organisation.
• It helps students to examine the contextual perspective involving the varying
elements that underpin or contribute to marketing communications.

The module will cover the following areas

• Advertising's role in marketing
• Advertising research
• Working of advertising agencies
• Objectives of advertising
• Consumer Behaviour
• Market segmentation and product positioning
• Media planning
• Advertising budget
• Creative strategies International advertising
• Sales promotion & Publicity
• Public relations
• Advertising's role in country's economics

RECOMMENDED READING
• Advertising Management, text and cases - U.C.Mathur- New Age International:
• Advertising Management - Batra Aakar and Myer- Prentice Hall
• Advertising Management - M.M Khan- Tata McGraw Hill
• Advertising and Sales Promotion - Kazmi
• Advertising Management Concepts - M. Mohan

JOURNAL

Journal of Brand Management

88
 ELECTIVES

INFORMATION TECHNOLOGY

89
 DATA BASE MANAGEMENT SYSTEM (DBMS) IT I

OBJECTIVE: This course is designed

• To guide the student across the fundamentals of the management of data along with
the use of assorted languages and decision support systems

UNIT I - INTRODUCTION OF DATA BASE MANAGEMENT SYSTEMS

• Various types of Data Base Organisations; Fourth Generation Languages; Structured
Query Language (SQL); Data Integrity; Data Security; Concurrent Operations; Role
of a DBMS for integrated MIS

UNIT II - ARTIFICIAL INTELLIGENCE AND EXPERT SYSTEMS:

• Characteristics, Goals and Techniques for Artificial Intelligence Based Systems
• Knowledge Representation; Applications of Expert Systems in Business; Expert
System Shells

UNIT III - PROLOG AS A LANGUAGE;

• Natural Language Processing; Pattern Recognition and Image Processing

UNIT IV - DECISION SUPPORT SYSTEMS AND THEIR USE IN BUSINESS

• Comparison of DSS and MIS systems; Components of DSS; Development of DSS ,
in an organisation

UNIT V - CASE STUDY

• Case Tools and their applications in Business

RECOMMENDED READINGS

1. "Prolog: Programming for Artificial Intelligence" - Bratko, Ivan. 2nd ed. 1990.
Addision-Wesley, Reading, MA.
2. "Applied Decision Support" - Davis, Michael W. 1988. Prentice Hall, Englewood
Cliffs, N.J.
3. "Decision Support Systems" - Jayashankar, R. 1989. Tata McGraw Hill, New Delhi.
4. "Introduction to Artificial Intelligence and Expert Systems" - Patterson, Dan W. 1990.
Prentice Hall, Englewood Cliffs, N.J.
5. "Patterns and Operators" - Simon, J.C. 1986. McGraw Hill, New York.

90
 E-COMMERCE & IT ENABLED SERVICE IT II

OBJECTIVE: At the global level today both the B 2 B and B 2 C business models are being
implements through newer and newer technology. This Course will equip
• The students to be acquainted with ever changing needs of business

UNIT - I
 Internet Basics: What is internet. What Special About Internet?
 Dial Up Connection/Direct Connection; Slip Or PPP
 WVWV: The Client Site, Server Site, Web Pages in HTML, Environment > Variables,
Difference Between HTML and DHTML, ECOM and Portals.

UNIT - II
 Internet Internals: Transmission Control Protocol/Internet Protocol (TCP/IP),
 FTP, HTTP, WAIS (Wide Area Information Service), TELNET, Internet
 Addressing, IP Address, Electronic Mail Address, URL, E-Mail Basic.
 Domain Name System: Name for Machine, Flat Name Space, Hierarchical
 Names Internet Domain names, Domain Name Revolution.

UNIT - III
 HTML (hypertext marking language)
 Basic HTML and tags, Language description, usability, static creation of
 HTML web pages. Creating tables, forms and their advantages.

UNIT - IV
 ASP (Active Server Pages)
 Introduction to ASP technology. How to create dynamic web pages.
 Understanding ASP objects model, processing data using session variables.
 What is the purpose of global as a file. Data base connectivity through ADO:s.

UNIT - V
 E-Business models, BPO, Electronic Business system, E..Business security,
 Introduction to CMM

RECOMMENDED READINGS

1 Frontiers of E-Commerce, - Ravi Kalkota Addison Wesley

2 E-Commerce, The Cutting Edge of Business - K.Bajaj & D.Nag, Tata McGraw
3 Green Stein Electronic Commerce Tata Mc Graw
4 Electronic Commerce - Pee Losuin & A Murphy Jaico Pub

JOURNAL

e-Commerce India
Technology Reviiew

91
 PROGRAMMING IN C I C++ IT III
OBJECTIVE: This specialized Course purports
• To help students to understand and use the appropriate languages while designing
relevant software
UNIT - I
 Problem solving with Computers: Algorithms and Flowcharts. Data types, constants,
variables, operators, data input and output, assignment statements, conditional
statements. .

UNIT - II
 Iteration, arrays, strings processing, defining function, types of functions, function
prototype, passing parameters, recursion.
 Storage class specifiers, pre-processor, header files and standard functions.

UNIT - III
 Pointers: Definition and uses of pointers, pointer arithmetic, pointers and array,
pointers and functions, pointer to pointer.
 Structures, union, pointers to structures, user-defined data types, enumeration.

UNIT - IV
 Evolution of OOP, OOP Paradigm, advantages of OOP, Comparison between functional
programming and GOP
 Approach, characteristics of object oriented language - objects, classes, inheritance,
reusability, user defined data types, polymorphism, overloading.
UNIT - V
 Classes, member functions, objects, arrays of class objects, pointers and classes,
nested classes, constructors, destructors, jnline member functions, static class member,
friend functions, dynamic memory allocation.
 Inheritance, single inheritance, types of base classes, types of derivations ultiple
inheritance containers, member access control.

UNIT - VI
 Function overloading, operator overloading, polymorphism, early binding, polymorphism
with pointers, virtual functions, late binding, pure virtual functions, opening and closing of
files, stream state member functions, binary file operations, structures and file
operations, classes and file operations, random access file processing.
RECOMMENDED READINGS
1 C-How to Program Pearson Education - Dietel & pietel
2 The C Proramming Language - Kerningham & Ritche
3 Let us C BP8 - Kenetkar
4, Robert C++ - Lafore
5 8 Theory and problems of programming in C - Gottfied
6 Understanding Pointers in C - Kanitkar
7 Data Structures in C Kalyani- Chadha & Chadha
JOURNAL
C / C++

92
User JOurnal

93
 INTERNET AND VISUAL BASIC IT IV

OBJECTIVE: This Course is designed

• To enable students to develop sophisticated software with multi- dimension
applications and uses

Unit 1
Itroduction to Internet programming: Client - Server model; Browsers - Graphical and
Hypertext Access to the Internet; HTTP - Hypertext Transfer Protocol (how it actually works)
Creating Internet World Wide Web pages: HTML - Hypertext markup language; headers,
body, html tags; Tables; Text, graphics, sounds, Building a form; Text fields and value, size,
maximum length; Html buttons, radio, checkboxes, pre-checked; Selection lists; HTML
resources - html converters and tools

Unit II
HTML forms programming: Introduction to CGI scripting; Action and Method - GET and
POST; html form interface with cgi scripts; Automating processing such as info forms and
email; Programming cgi interfacing via forms
Creating interactive executable content: Introduction to Java; Java class libraries, Java byte
codes; Classes and objects
Unit III

Applets: Applet parameter passing; Class variables; Class methods; Object construction
and destruction; Control structures; Basic Windows, mouse and buttons; Events, the Java
event mode!; Basic I/O; Exception handling; System properties; JAR files, Java [ archive
Unit IV

Introduction to Visual Basic Integrated Development Environment: Using Menus, Command

Buttons, Text Boxes, Labels, Image Control, Declaring Variables, Symbolic Constants.

.
Advanced System Defined Controls: Timer, Frame, Status Bar, Picture, Image etc.
Dialog Box Variables, if-then-else blocks, Select Cases and Looping Constructs
Function and sub Procedures, General and Event Procedures .
Unit V
Design UI Applications; Showing and Hiding forms; Basic form events
Menu creation; Handling MDI parent/child forms; Navigating through forms; Connectivity
with Database, Creativity and Manipulating Records.
Built-in function, User defined functions & Procedures Array

RECOMMENDED READINGS:
1) Lehnert, W G- Internet 101(Addison-Wesley)
2) Hall M. Core Web Programming (Prentice-Hall, 1998)
3) Programming with Visual Basic - Azam M- 6"° (Vikas) 2000
4) Visual Basic 6 - Cornel! G- (Tata McGraw-Hili) 2000 5th ed.
5) Visual Basic 6: How to program - Deitel and Deitel- (Pearson Education) 1999.

JOURNAL
Dr. Dobbs Journal

. DATA COMMUNICATION AND NETWORK IT V

OBJECTIVE: The Course will prepare

• Students at communication skills using the latest and most advanced concepts and
tools

Unit - I
Types of Signals : AM; FM; PM; PCM; PDM; TDMA; SDMA; CDMA; ASK; FSK; PSK
Features : Error detection and correction codes; Hamming codes; cyclic codes; Data
Compression

Unit - II
LAN Topologies : Workstation; Server; Cables; Types of Ethernet; Broadband and base-
band; Optical Fibers; Network Interface Card.

Networks and accessories : LAB, MAN, WAN; Hub; Bridges; Switches; Routers; Gateways.
Cell Relay; Frame Relay; FDDI; ISDN; B-ISDN

UNIT - III
Services provided : services; Protocols, Service Access Points; OSI Model; Board Casting;
Multicasting, Points -to-point Communication, IP Addressing
Concepts : Concepts of Port; Socket; ATM; Tunneling; Network Address Translation, Virtual
Private Network

Unit IV
Networking operating Systems: Unix; Linux, Windows, Novell Netware

Unit V
Communication : Mobile Communication : Applications of Mobile Communication : Wireless
Communication
Technologies : Wireless Technologies : Wireless LAN: WAP: XML: script

SUGGESTED READINGS :

1) Communication Network - Widjaja LG (Tata McGraw-Hill, 2000)

2) Computer Network and Internet - Comer (Pearson Education, 4th Edition)
3) Data Computer Communication - Stallings W (Pearson Education, 7th Edition 2003.)
4) Computer Networks - Tanenbaum (Prentice - Hall, 4th Edition) 2004.
5) Computer Networks - Black (prentice - Hall, 2nd Edution), 1999

JOURNAL
MSDN: The Microsoft Journal for Developers

65
 ELECTIVES

HUMAN RESOURCE
MANAGEMENT

66
 TRAINING AND DEVELOPMENT HR I

OBEJCTIVE: The subject aims to:

Employee training and development is an essential and integral part of HRM of an
organization.
Employee training and development, therefore, must be a part of a wider strategy for the
business aligned with the organizations' overall strategy and policy.
This course unfolds the process of developing human resources through the training
procedure, from initial needs analysis to the evaluation of training's effectiveness.

UNIT I - INTRODUCTION TO TRAINING & DEVELOPMENT

• Defining Training and Development:
• Process and significance
• Principles of Learning Identification of Training Needs
• Evolving Training Policy.

UNIT II - PROCESS & METHODOLOGY OF TRAINING AND DEVELOPMENT

• Training and Development Systems Training Methods
• Training Centres
• Role of External Agency in Training and Development

UNIT III - DESIGNING & DEVELOPMENT OF EFFECTIVE TRAINING PROGRAMME

• Training for Change
• Resistance in Training
• Developing Effective Trainers
• Designing training Programmes.

UNIT IV - APPROACHES TO DEVELOPMENT PROGRAMMES

• Approaches to Management Development
• Methods of Development and designing Programmes,

UNIT V - TEAM BUILDING & IMPORTANCE OF MANAGEMENT GAMES

• Designing Team Building Exercises and Management Games
• Evaluation of Training and Development, Criteria, Problems and Steps involved in
Evaluation.
• Emerging Issues in Training and Development in India.

RECOMMENDED READINGS:
• Effective Training - P. Nick Blanchard, James W. Thacker.
• Training and Development - Lynton, R.P Irwine Doresy, Howwood and U.Pareek
• Handbook of Human Resource Management Practice - Armstrong M.A. - Kogan
Page
• Manpower Training in Organisations - Dayal, I Prentice Hall of India, New Delhi
• Training and Development Handbook - Craig, Robert McGraw Hill, New York

JOURNAL
Indian Journal of training & Development
PERFORMANCE & COMPENSATION MANAGEMENT HR II
67
OBJECTIVE: The course has been designed:
• To provide you an in-depth understanding of various issues relating to performance
and compensation management.
UNIT I PERFORMANCE MANAGEMENT
• Performance Appraisals in the New Economic Environment: Evolution of
performance appraisals in India. Trends, context and challenges before performance
appraisals system. Meaning of performance management.
• Effective Performance Management Process: An integrated management
process. A holistic approach. Total performance management, Fit with work culture,
A motivating work climate, Self managed individuals and teams, Effective links with
rewards, An Action Plan.
COMPENSATION MANAGEMENT
• Introduction: Role, functions and responsibilities of compensation programme:
Corporate compensation policy, Issues involved in compensation, considerations for
compensation policy at macro and micro levels.
• Norms for wage determination, International labour standards and
constitutional perspective: Capacity to pay on Industry cum region basis. Role of
ILO on wage fixing machinery, Protection of wages, and equal pay for equal work
forced labour.
• Wage concepts and wage theories: Difference between minimum wage, Need
based - minimum wage, wage and living wage, Economic compensation.
• Pay-Packet Compensation: Basic wage and dearness allowance, incentive
payment, Statutory bonus, Allowance, Fringe benefits, and social security.
• Different Institutions/Mechanism for fixation of wages: Unilateral pay fixation,
collective bargaining, pay-commission and wage Board, Adjudication Payment of
wages Act 1936, Responsibility to pay wages, deductions, Fine, contracting out.
Payment of Bonus Act 1965, Eligibility, Disqualification, payment of minimum bonus,
set on and set off.
• Minimum wage Act 1948: Fixation and revision of minimum wages, Advisory Board,
Minimum rates of wages, Hours for a normal working day, Rates of overtime.
Enforcement, Authority for Deciding claims, Power of Government.
• Equal Remuneration Act 1976: Equal remuneration to men & women worker, No
discrimination in recruiting men & women workers, Advisory committee, authorities
for deciding claims.
• Employees' Provident Fund and Miscellaneous Provision Act 1952: Employees
provident fund scheme, Employee' pension scheme, Employee's deposit-linked
insurance scheme.
• Payment of Gratuity Act 1972: Eligibility, Forfeiture, exemption, , nomination,
settlement of claims, offences and penalties.

RECOMMENDED READINGS:
• Reengineer your Performance Management Process - Franklin Hartle
• Performance Appraisal Systems - TV. Rao and Udai Pareek

JOURNALS
Human Capital

68
 ORGANISATIONAL CHANGE & DEVELOPMENT HR III

OBJECTIVE: This course purports to facilitate:

• Students to understand the dynamics of planned change and how it occurs in an
organization.

UNIT I - THE CONCEPT OF CHANGE:

• The process, Key roles
• Culture and Change, Managing resistance
• The process of implementation.

UNIT II - ORGANISATIONAL DIAGNOSIS:

• Diagnostic methods and Interventions
• Evaluation of organizational change programmes.

UNIT III - MODALS OF CHANGE:

• Why change fails
• Focus on individual, role, team, and organizations
• Process consultation, Work redesign
• Consulting skills.

UNIT IV - ORGANISATIONAL DEVELOPMENT:

• Characteristics, 00 process
• Laboratory training, 00 programmes
• Benefits and limitations.

RECOMMENDED READINGS:

• Conquering Organisational Change - Pierre - Mouries, Martin Smith.

• Dynamics of Human Behaviour at work - RS. Dwivedi
• Behaviour in Organisation - Jerald Greenberg Robert A Baroy.

JOURNAL

International Studies of Management & Organization

69
 INDUSTRIAL RELATIONS HR IV

OBJECTIVE: The subject aims to:

• Develop an understanding of importance of harmonious industrial relations and to
develop skills to manager them.

UNIT I - PERSONNEL MANAGEMENT:

• Objective and Significance
• Functions of Personal Management
• Organization of Personal Department
• Roles and Responsibilities of Personnel Manager It Qualities of Good Personnel
Manager
• Personnel Policies

UNIT II - INDUSTRIAL RELATIONS & INDUSTRIAL DISPUTE ACT 1947:

• Scope and significance of Industrial Dispute Act-1947
• Machineries for settlement of disputes - Conciliation - voluntary arbitration and
adjudication
• Employee Grievance Handling
• Labour Administration
• Employee Discipline and Disciplinary Action
• Strike and Lock - Out, Lay Ofts, Retrenchment

UNIT III - TRADE UNIONS & TRADE UNION ACT 1926:

• Role & Responsibilities of Trade Union
• Trade Union Act 1926
• Trade Unions Recognition, Development & Structure. Trade in Union Management
Relation

UNIT IV - CONFLICT RESOLUTION IN INDUSTRY:

• Dynamics of conflict & cooperation
• Collective Bargaining: Contents
• Negotiation Skills.
• Issues & Trends in Collective Bargaining
• Labour Courts, Industrial & National Tribunals

UNIT V - WORKERS PARTICIPATION IN MANAGEMENT:

• Characteristic Features of W.P.M. Forms & Objectives
• Need For Workers Participation In Management
• Power Equation: Dynamics of W.P.M.
• Making Participation More Effective: Pre-requisites
• VVorkers Participation In India
RECOMMENDED READING

• Personnel Management & Human Resource - C.S. Venktraman MC-Graw Tata Hill
Pub Co. New Delhi
• Personnel Management & Human Resource - B.K. Shrivastava MC-Graw Tata Hill
Pub Co. New Delhi
• Industrial Relation - Arun Monappa - MC-Graw Tata Hill Pub Co. New Delhi
• Dynamics of Trade Unionism - Sanjay Modi - Deep & Deep Publishers New Delhi
• Management Industrial Relation - Pramod Verma - Oxford & ISH Pub.Co. New Delhi
• Conflict & Collaboration - Udai Pareek- Oxford & IBH Pub. Co. New Delhi
• HRD Missionary - TV. Rao - Oxford & IBH Pub.Co. New Delhi
• Personnel Management & Industrial Relations - Dale Yoder - PHI New Delhi

JOURNAL

Indian Journal of Industrial Relations

NEGOTIATION, COUNSELING & COACHING HRV

74
OBJECTIVE: The subject aims to:
• To understand concept and process of counseling and coaching
• The role of a counselor and coach and how to develop them.

UNIT I - INTRODUCTION:
• Concept, objectives & processes of counseling & mentoring
• Listening & asking
• Nurturing & helping
• The process of counseling
• The process of mentoring
• Dynamics of helping in organizations

UNIT II - COUNSELING:
• Difference between a counselor and guide, helper and a mentor, an advisor
• Types and application of counseling
• Pitfalls and problems in counseling
• Counseling skills, empathy, listening
• Giving and receiving information
• Problem solving, coping with emotions
• Counselor building checklist: Academic counselor
• Performance counseling: effectiveness and the helping climate

UNIT III - COACHING MENTORING & MANAGING:

• The process of coaching the staff
• The role of counselor, mentor and a coach
• The high performance teams

UNIT IV - COACHING:
• What is coaching? Art of science
• The coaching process
• The coaching model
• Skill and qualities of a coach
• Preparing self, environments and the coach various stages
• Development coaching, executive coaching
• Various skills: Analytical skill, assertiveness, facilitation, observation, questionnaire

UNIT V - CONCEPT AND OVERVIEW OF NEGOTIATIONS

• Type of Negotiations
• Emotion, Communication and Creativity in Negotiations
• Preparation, Process and Strategy
• BATNA & EATNA

RECOMMENDED READINGS:
• The Coaching handbook - Sara Thorpe & Jackie Clifford - Kogan Page
• Counseling skill training - Philips Barnard - VIV Books Pvt. Ltd.
• Coaching Mentoring & Managing - Dr. Willian Hendricks - JAICO Pub. Home Delhi

75
 RECRUITMENT & SELECTION HR VI

OBJECTIVE: The purpose of the course is:

• To familiarize the students with the significance of recruitment and selection process,
highlighting various tests involved in these processes.

UNIT I - RECRUITMENT:
• Introduction, Functions and purpose
• Recruitment policy and recruitment process.

UNIT II - SOURCES OF MANPOWER SUPPLY:

• Methods and techniques of recruitment
• Executive search
• Assessment and improvement of recruiting
• Case study

UNIT III - SELECTION:

• Introduction
• Selection Process and Selection Procedures
• Selection Tests
• Interview

UNIT IV - INDUCTION & PLACEMENT

• Physical Examination, Reference Checks
• Placement, Placement Process
• Exit Interviews, Reference and Retention.
• Case Studies.

RECOMMENDED READING
• Personnel/Human Resource Management - David A. De Cenzo and S.P. Robbins -
PHI New Delhi 1989
• Managing People - Armstrong M. - Kogam page publisher
• Human Resource of Management - Dessber G. - McGraw Hills & Co. New York 2000
• Managing The Workforce -Bhadury. B. - Response Books New Delhi 2000
• How to recruit good managers and how to keep them - Robert 8 Redmond -
Universal Book 8tall, New Delhi
• Interview and selecting high performers - Larry R Smalley - Wheeler publishing, New
Delhi.
• Handbook of successful recruitment and selection - Margaret Dale - Crest Publishing
House, New Delhi.

JOURNAL

Human Resources development Review

INTERNATIONAL HUMAN RESOURCE MANAGEMENT

76
OBJECTIVE: With the increasing globalization across the world, the student needs
• To have a clear understanding of international dimensions to the management of
manpower as well as the influence of cross cultural forces in motivation

Managing Human Resources in a foreign subsidiary: Cultural & behavioral

differences in different countries, cross cultural studies of Hofstede, Kluckhomh & Stood
beck;

Ethical relativity versus ethical absolutism.

IHR planning & staffing: Practice & problems

Compensation Systems: Multinational compensation systems, factors affecting
compensation systems.

Training & development: General practices, approaches & short-comings.

Appraising performance of subsidiary staff: Appraisal systems, acceptance & resistance.

Expatriates: Determination of needs, selection process, attributes contributing to succe_s &

failure, special issue of female expatriates, expatriate re-entry.

Accommodating & training of the family members: Education &'vocational guidance,

amenities & facilities.
CULTURE & IMPACT OF PSYCHOLOGY
• Psychological & Solid adjustment
• Cultural shops
• Analysing & diagnosing cultural differences
• Cross cultural dimensions

RECOMMENDED READING
• Industrial Human Resources Management - Anne Will Harzing & : J. V. Ruyssevellt
(editors)
• Human Resource management: An International Comparison - Pieper R. : Watter
de Cruyter NewYork
• Cultures Consequences - Hofstede
• Cross-cultural Business Behavior - Gesteland - Viva
• Managing Cultural Differences - Harris_Moran - Gulf Publishing

77
 ELECTIVES

INTERNATIONAL
BUSINESS

78
 INTERNATIONAL TRADE & COMPETIVENESS IB I

OBJECTIVE: The subject aims to make the students:

• Aware about various ways in which Int'I Trade taken place.
• The current Technique & related happenings in Int'l Trade may also be dealt.

UNIT I - INTRODUCTION TO TRADE

• Introduction to trade
• Int'i Trade Patterns
• Int'I Trade Environment
• Terms of Trade
• Recent Trends in Int'I Trade
• Theories of Int'l Trade
• Obstacles to Int'I Trade

UNIT II - FOREIGN EXCHANGE & BOP

• Foreign Exchange Rate Determination
• Balance of Payments

UNIT III - MNC & ECONOMIC INTEGRATION

• Economic Integration
• MNC & their looking

UNIT IV - WTO AND ITS EFFECT

• WTO & their working
• Overseas Marketing Information Systems

UNIT V - GLOBALIZATION AND ITS ROLE

• Globalization

RECOMMENDED READINGS

• International Trade - Raj Agarwal

• International Trade - Varshney & Bhatacharya

JOURNAL

Journal of InternationalTrade

79
 GLOBAL LOGISTICS MANAGEMENT IB II

OBJECTIVE: The subject aims:

• To Study existing logistical practices and principles of logistics and to provide comprehensive
understanding of concept of integrated logistics as a core competency to achieve competitive advantage by
the Business Enterprises in the context of globalization.

UNIT I - INTEGRATED LOGISTICS:

• Logistical Mission
• Logistical Operations
• Customer Focused Marketing. Marketing Channel Structure
• Supply Chain Relationship

UNIT II - LOGISTICAL RESOURCES:

• Information
• Forecasting
• Inventory Strategy
• Transportation & Infrastructure.
• Ware House Management G,
• Material Handling

UNIT III - LOGISTICS SYSTEM DESIGN

• Logistics Positioning
• Integration Theory
• Planning & Design

UNIT IV - LOGISTICS ADMINISTRATION

• Organization
• Planning, Costing & Pricing
• Performance Measurement

UNIT V - LOGISTICS IN NEW MILLENNIUM

• Global Economy
• Global Perceptive
• Global Supply Chain
• Global Infrastructure
• Application of I.T.
• Prerequisites for Global Success

UNIT VI - CASE STUDIES

RECOMMENDED READINGS:

• Logistical Management - Donald J. Bowersox, David. J. Closs

• The Management of Business Logistics - John J. Coyle & Edward. J. Bardi, C. John. Langley
• Managing Supply Chain - J. L. Gattra & D.W. Walters

JOURNAL

Transnational Corporation

80
 INTERNATIONAL MARKETING IB III
INTERNATIONAL FINANCE IB IV
INTERNATION HUMAN RESOUCE MANAGEMENT IB V

81