DETAILED SYLLABUS

BACHELOR OF BUSINESS STUDIES (BBS)

PAPER NO. - 21 BUSINESS ENVIRONMENT Objectives To get the students acquainted with the present economic environment in India To Enable the students understand the various issues involved in the macro management of the economy Contents Unit I: Introduction Concept of Economic Environment; Nature and scope Macro variables: Income, Employment,, Money Supply, Price Level, Interest rates, Saving and Investment. Movement and Interrelationship between different variables Trends in Macro variables in India

Unit II: Institutional Framework of Economic Environment Role of state; State Vs Markets Fiscal Policy; Concept & Implications Monetary Policy; Concept & Implications Commercial Policy; Concept & Implications

Unit III: Structure of Indian Economy Growth Strategy in plans Industrial Policy Public sector & Private sector Monetary Policy Fiscal Policy Infrastructure Development Issues in Indian Economy: Poverty, Unemployment, Regional Dimensions, Productivity & Modernisation, Environment & Sustainable Development, Human Resource Development Unit IV: Open Economy Management Balance of payments Role of Foreign Trade & Policy Role of Foreign Capital & Policy Exchange Rate Policy and Exchange Controls External Debt Unit V: International Linkages Globalisation: Concept, Implications, Policy Regional Integration: ELI, etc. World Trade Organization World Bank, IMF, etc. Other Emerging Economies: China, Russia

PAPER NO. - 22 ENTREPRENEURSHIP & SMALL BUSINESS I Concept of Entrepreneurship Definition of Entrepreneurship given by various economists - the ideal definition The conceptual model of Entrepreneurship given by John Kao. Views given by Schampeter Walker & Drucker on Entrepreneurship - Entrepreneur and Manager -Enterprise and Entrepreneur. II Managing Creativity Issues to be addressed in working the definition of creativity Definition -Attributes of a creative person - Creative Thinking and Motivation -Managing Creativity - Organisational Actions that enhance and hinder Creativity -Organisational priorities and Creativity -Managerial responsibilities in a creative organisation. III Entrepreneurtial Culture Definition -Subcultures of Entrepreneurship 1. Culture of Business 2. Business Ethics , 3. Productivity Culture. 4. Total Quality Culture 5. Organisation Culture Cultural Challenge -The Top Programme Characteristics of all Entrepreneur. IV Small Business Definition of Small Business - Composition of Small Business -Economic Contribution of Small Business. Strategic Planning for Small Business -Steps in Strategic Planning -Develop a clear Mission Statement -Assess Organisation Strengths - Conduct a thorough Market Segment Analysis -Analyse Competitors Create Company Goals -Formulate Strategic Options and Select appropriate Strategies (Focus, Cost leadership & Differentiation) - Translate Strategic Plans into Action Plans -Establish accurate Controls. Why Strategic Planning fails in Small Business. V Forms of Ownership Sole Proprietorship, Partnership & Corporation form of Organisation -Advantages and Disadvantages Franchising- What is Franchising -Advantages and Disadvantages to Franchising - Franchise Evaluation Checklist Franchise contracts -Types of Franchise arrangements. VI Enterpreneurial Motivation Motivity Factors External & Internal- Achievement Motivity - Theory of David Mecclelland -Kakinada Experiment -Search for a business idea -Product idea -Selection of a product The Adoption Procedure -Product Innovation -Product Planning & Development Strategy -Steps in Product Planning & Development. VII Buy an existing Business or Start a New Business The advantages and disadvantages of starting your business The advantages and disadvantages of buying all existing business Critical areas to bc examined while buying all existing business - Determining the value of a business Financial Record Keeping Profit Planning & Cost Control.

VIII Role played by various Financial Instructions like IDBl, ICICI and IFCI Special Role played by SIDBI and Commercial Banks Approval of term loan applications by Commercial Banks How to decide about a suitable agency for assistance Role played by SFCR and NSIC. IX Government Policy on SSI Latest Policy developments Incentives and Subsidies How to start SSI Preparation of feasibility Report. Prescribed Books Effective Small Business Management Scarborough & Zimmerer Entrepreneurial Development Gupta & Srinivasan Small Business Management Pickle & Abrahamson Dynamics of Entrepreneurial Development & Management Vasanth Desai Creativity & Entrepreneurship John Kao

PAPER NO. - 23 (M1) INTERNATIONAL MARKETING MANAGEMENT 1. Why exports? framework of international marketing Chap I, Terpestra Chap I, II Keegan

2. 3. 4.

5.

6.

Intrafirm & environmental factors, social cultural, economic, political & legal aspects Chap III,IV,V,VI,VII, Cateora Difference between domestic marketing, international marketing, Definition & concept Chap I,II,III,IV,V Terpestra Policy framework, Indian Trade Policy, Recent trends in Indian foreign trade Economic Survey (latest) Chap I to V Varshney & Bhattacharya Basic steps in starting an export business An overview of licencing regulations & Procedures. Handouts Chap 28, - Varshney & Bhattacharya Product planning for export manufacturing firms & export houses. XIII Keegan XII Cateora VI Terpestra Identifying foreign markets, market research overseas VIII Cateora VII Terpestra VII Keegan Market entry Chap X- Terestra Chap X Keegan

7. Distribution logistics for export, foreign sales agent selection & appointment XI Terpestra XV Keegan XIV Cateora 8. Promotion of products/ services abroad-overview, merchandising, Trade fairs/exhibition Chap XII & XIII Terpestra Chap XVI Cateora 9. Institutional infrastructure for export in India, Export Assistance. Chap 9, Varshney & Bhattacharya 10. Marketing plan for export VIII Terpestra XVIII Keegan XIV Cateora 11. Export pricing-International terms, payment terms XVIII Cateora XIV, XV Terpestra XIV Keegan 12. Introduction to Export documentation and procedures, framework, preshipment & postshipment documents Chap 2, 28 Varshney & Bhattacharya 13. Export Finance Chap 22 Varshney & Bhattacharya

14. Case Readings P- 24, 66, 378, 591, 643, 678 Hans Muhlbacher P P- 623, 636, 641, 657 Cateora

15.

Role of ITPO in export promotion, quality control & pre-shipment inspection, Labelling/packing, Marking of consignments, Marine/ cargo insurance etc. Chap 9, 11 Varshney & Bhattacharya

Reference Readings:

1. 2. 3. 4. 5.

International marketing management (Thirteenth edition) Multinational marketing management (V edition) International marketing (Eighth edition) International marketing (X edition) International marketing: A global perspective

- Varshney & Bhattacharya - W.J. Keegan - V. Terpestra, Ravi Saratnag - P. Cateora & Graham - Hans Muhlbacher

Recommended Readings:

1. Terpestra - Chap XIX, XVIII 2. Hans Muhlbacher Chap I

PAPER NO. - 23 (F1) INTERNATIONAL FINANCE ESSENTIAL BACKGROUND 1. International Finance Issues and Dimensions 2. International Monetary System 3. The Internationalisation Process 4. International Financial Flows and Balance of Payments Framework FOREIGN EXCHANGE 5. Foreign exchange Market 6. Foreign Exchange Derivatives Markets 7. Determination of Exchange Rates 8. Empirical Evidence on Exchange Rate Determination FOREIGN EXCHANGE RISK MANAGEMENT 9. Financial Accounting and Foreign Exchange 10. Managing Accounting Exposure 11. Measuring Economic Exposure 12. Managing Economic Exposure FOREIGN INVESTMENT ANALYSIS 13. International Portfolio Investment 14. Capital budgeting for the Multinational Corporation 15. Cost of capital for Foreign Investments 16. Managing Political Risk MULTINATIONAL WORKING CAPITAL MANAGEMENT 17. Short Term Financing 18. Financing Foreign Trade 19. Current Asset Management for the Multinational 20. Multinational Financial System Readings: 1. Multinational Financial Management - Alan C. Shapiro 2. International Finance: The Markets and Financial Management of Multinational Business - Maurice D. levi 3. Foreign Exchange, International Finance - A.V. Rajwada and Risk Management 4. The Convertible Rupee - Bibek Debroy DEIAILED SYLLABUS PLAN I ESSENTIAL BACKGROUND 1. International Finance Issues and Dimensions Importance of International Finance, Major Country Groupings, The Finance Function, Present Global Scenario and Emerging Challenges 2. International Monetary System History of International Monetary System, Exchange Rate Regimes, Fixed Exchange Rate, Flexible Exchange Rate, Hybrid Systems of Exchange Rates, Theories of Exchange Rate Volatility, International Financial Institutions, European Monetary System, EMU and Euro. 3. The Internationalisation Process

Foreign Direct Investment, Internationalization and Firm-specific Advantages, locationspecific Advantages, Product Life Cycle Concept, International Strategy 4. International Financial Flows and Balance of Payments Framework International Financial Flows -Sources and Causes, Balance of Payments Framework, International Flow of Goods, Services and Capital, Trends in India's Balance of Payments, Coping up with the Current-Account Deficit. Introduction to Capital Account Convertibility. II FOREIGN EXCHANGE 5. Foreign Exchange Market The Forex Market: Participants, Information and Communication Systems, Payment Systems, Market Terms and ISO Codes, Cash and Spot Exchange Markets, Inter-bank Market and Mechanics of Currency Trading, Delivery Dates and Procedures, Bank Clearing and Settlement, Conventions for Spot Exchange quotations, Direct vs. Indirect Exchange and Cross Exchange Rates, Forward Market Characteristics, Forward Premiums and Discounts, Varieties of Forward Contract, Forward Rate Agreements, Conventions for Forward Quotations- Terms and Conditions Applicable, Arbitrage, Forex Market In India -Features and Recent Trends, LERMS, FEMA 6. Foreign Exchange Derivatives Markets Derivatives, Currency and Interest Rate Futures and their Applications, Currency Swaps, link between Futures and Forward Markets, Foreign Currency and Interest Rate Options, Option Pricing Models, Difference between Forwards, Futures and Options, Interest rate and currency swaps. 7. Determination of Exchange Rates Basic Relationships, Effect of Central Bank Intervention, Equilibrium Exchange Rates, Influences on Currency's Supply and Demand, Conditions for Stability of Exchange Rates, Implications of Instability 8. Empirical Evidence on Exchange Rate Determination Theories of Exchange Rates, Purchasing Power Parity, Interest Rate Parity, Fisher Effect, International Fisher Effect, Expectations Theory and Asset Market Model, The Chartist Approach, Inflation Risk and Its Impact on Financial Markets, Exchange Rate Forecasting. III FOREIGN EXCHANGE RISK MANAGEMENT 9. Financial Accounting and Foreign Exchange Alternative Currency Translation Methods, Statement of Financial Accounting Standards No.8, Statement of Financial Accounting Standards No.52, Transaction Exposure, Accounting Practices and Economic Reality 10.Managing Accounting Exposure Managing Transaction Exposure, Managing Translation Exposure, Designing a Hedging Strategy 11. Measuring Economic Exposure Foreign Exchange Risk and Economic Exposure, Identifying Economic Exposure, Calculating Economic Exposure, Operational Measure of Exchange Risk 12. Managing Economic Exposure Operating Exposure management, Exchange Risk Exposure Management through Marketing Management, Exchange Risk Exposure Management through Financial Management, Exchange Risk Exposure Management through Production Management. IV INTERNATIONAL INVESTMENT MANAGEMENT 13. International Portfolio Investment Issues in Foreign Investment Analysis, International Bond Investing, Strategies for Direct Investment, Bond Investment & Portfolio Investment, Optimal International Asset Allocation 14. Capital budgeting for the Multinational Corporation Capital Budgeting for FDI, Foreign Project Appraisal and Evaluation NPV and APV Approaches, Measuring Total Return from Foreign Investment, Reinvestment, and Repatriation of Funds, Corporate Strategy and Joint Ventures, Growth Options and Project Evaluation 15.Cost of Capital for Foreign Investments Weighted Cost of Capital for Foreign Projects, All Equity Cost of Capital for Foreign Projects, Discounting Rates for Foreign Investments. 16.Managing Political Risk

Measuring Political Risk, Country Risk Analysis, Managing Political Risk, Post- expropriation Policies V MULTINATIONAL WORKING CAPITAL MANAGEMENT 17. Short -Term Financing To analyse five aspects of developing a short-term overseas financing strategy Identifying the key factors, formulating and evaluating objectives, describing available short-term borrowing options, developing a methodology for calculating and comparing the effective after-tax dollar costs of these alternatives and integrating the borrowing strategy with exposure management considerations. 18. Financing Foreign Trade Payment Term in Foreign Trade, Documents In International Trade, Financing Techniques in International Trade, Government Sources of Export Financing and Credit Insurance 19. Current Asset Management for the Multinational International Cash Management, Accounts Receivables Management, Inventory Management 20. Multinational Financial System Value of the Multinational Financial System, Inter-company Fund-Flow Mechanisms: Costs and Benefits, Designing a Global Remittance Policy, Transfer Pricing and Tax Evasion.

PAPER NO. 23 (H1) ADVANCED HUMAN RESOURCE MANAGEMENT

I.

Trends influencing nature of work and the workforce in 2000-2005 Impact on HRM function, Developing policies in the new framework. Generating personnel manual. The human side of Enterprise Organisational goals and human needs, problems and supervision and motivation at work, models for HRD, line and staff aspects. Human Resource Planning Job Analysis-Job Design- Human Resource Planning Process, Designing and Managing Human Resource Plans, Long and short term Perspective, Forecasting Manpower Supply and Demand Tools, Methods and Techniques used in HRD. Employees Recruitment Internal Recruitment, External Recruitment, Recruitment Strategy. Employees Testing, interviewing and selection- The selection process, role of scientific selections in Personnel Management, Manpower Planning and Organizational Structure. - Selection Policy and Strategy, Steps of Systematic Selection, Job Description, Jab Specification, Job Advertisement - Selection Tests- Intelligence Aptitude, Personality - Psychometric Testing- Sampling, Validity, Reliability - Group Selection Methods- Assessment Centres - Interview Techniques and Skills - Common errors in interviewing- Ethical and Legal Issues

II.

III.

IV. V.

VI. VII.

Performance Development System Objecting of performance appraisal Issues and Problems in performance appraisal Historical review of performance appraisal Methods of performance appraisal Appraisal forms and formats Measurements is performance appraisal Appraisal Communication Appraisal interview Application feedback and counseling Implications of management system on performance appraisal Legal and Ethical perspectives in performance appraisal Career Management- Overview, factors affecting career choice, career management guidelines, managing promotions and transfers, managing separations . TQM and HRM An overview Deming 14 points Juran Trilogy Crosby Zero Defect TQM concept Comparison with traditional quality Implementation of TQM Kaizon- concept of elimination Kaizon approach and benefit Strategic Human Resource Management

VIII. IX.

X. -

Introduction of Strategic Management The importance of Strategic HR Management Strategic Alignment Organisational culture and HR strategies Strategic issues in HRM- Planning for 2004 International issues in HRM- Managing inter- country differences Computer application in personnel

Readings J.M. Juran Munappa & Sayidain Tata McGraw Hill C.B. Memoria Himalaya Pub. House Gary Dessler Prentice Hall Leap & Crino Mcmillan Pub. Pareek & Rao Oxford IBH Brayn Livey Pitman Edwin B. Flippo Mcgraw Hill TQM Personal Management Personal Management Personal/ HRM Personal/ HRM Designers Managing H.R. Planning Corporate P.M. Personal Management

PAPER NO. 24 (M2) SALES & DISTRIBUTION MANAGEMENT 1. Growing challenges of sales & distribution - Sales Management, objections of sales management 2. Approaches to territory coverage - Concept of sales territory - Reasons for establishing sales territory - Procedure for establishing sales territory

Cundiff 1 Cundiff 22

3. Planning, profiling recruitment, selection, training & development & control - Recruitment sources - Selection - Training & Development - Compensation - Controlling 4. The channel system - Rationale for Marketing channel structures - Composition of marketing channels - Channel Environment 1. Rationale for Intermediaress - Retailers structure (Types) Retail marketing strategy Retail Marketing Mix - Wholsalers rationle types 6. Dealers selection development & motivation 7. Manufacturer dealer conflict 8. Distribution Basic concepts Transportations Inventory Warehousing 9. Managing logistics 10. Sales audit (an introduction) READINGS: 1. 2. 3. 4. Cundiff & Still & Govani Smith R. SL Gupta Stern

Cundiff-10 Cundiff-11 Cundiff-12 Cundiff-13 Cundiff-16 Cundiff-19 Stern 1 Stern 2 Stern 3 Stern 4 SL Gupta 14 Stern 11 SL Gupta 10 or Stern 5 SL Gupta 11 SL Gupta 11 Cundiff 23

Sales Management Sales Management Sales Distribution Management Management in Marketing Channels

PAPER NO. 24 (F2) CAPITAL MARKETS & SECURITY ANALYSIS 1. Investment Categories & the Investment Process

(a) Markets and their functions Structure of Indian Financial Markets. Chapter 1 & 2 MYK. (b) Major Players in the Capital Market Brokers, custodial services, depository system, securities sending scheme. Stock market trading BSE, NSE, OTCE I MYK Chapter 7 & 8 and Notes. (c) Types of instruments in the Indian market Equity, preference shares, debentures/bonds, warrants/options, convertible securities, fixed deposits, derivatives i.e. futures, asset securitisation , commercial paper, ADRS/GDRS. Chapter 18 MYK, Relevant part Chapter 9 MYK + Notes. 2. Regulation of the Capital Market in India. (a) Securities & contracts regulation act. (b) SEBI Relevant parts of Chapter 4 MYK. 3. Security Valuation & Risk Analysis. (a) Fundamental Approach to valuation. Three stage stock valuation. Notes from older edition of F&J. (b) Systematic & thesystematic risk. Expected return & risk. Chapter 3 F&J. 4. Common Stock Analysis. (a) Economic Analysis Economic Forecasting & stock investment decision Forecasting techniques. Chapter 4 F&J. (b) Industry Analysis :- Classification, economy industry, key factors in analysis, industry life cycle, techniques for evaluation. Chapter 5 F&J. (c) Company Analysis Internal information, detailed analysis, external information. Chapter 6 F&J. (d) Forecasting Company Earnings : Earnings model, market share/profit margin approach, forecast of revenue & expenses. Chapter 7 F&J. (e) Company Analysis :- Application of correlation & regression forecasting revenue 7 expenses. Trend analysis, decision trees, simulation, dividends. Chapter 8 F&J.

1. Bond Analysis (a) Risk and Return (b) Unsystematic Risk (c) Bond management Strategies

Chapter 9 F&J. Chapter 10 F&J. Chapter 11 F&J.

2. Introduction to Computerised Financial Analysis & Forecasting [ Complex problems using spreadhseets]. 3. Latest Development in the Indian financial market Trading in Derivatives Part Chapter .8 MYK. BOOKS :1. Security Analysis & Portfolio Management by - Donald E. Fischer & Ronald J. Jordan 6th Edition. 2. Indian Financial System by - M.Y. Khan 2nd Edition.

PAPER NO. 24 (H2) INDUSTRIAL RELATIONS I. Concept and Importance of Industrial Relations The various approaches The system Model The pluristic approach Webers social action approach The Indian IR framework Management of Industrial Relations a) Role of Management b) Profile of Indian managers c) Styles of management and managerial attitudes I. II. III. IV. V. VI. VII. VIII. Trade Unions The Trade Unions Trade unionism in India Emergence, history, growth of trade unionism in India Structure of trade unions Problems of trade unionism in India White- collar unionism, rural unionism Rise and status of trade unions in other countries Management of trade unions Work Place Relations Role of supervision Attitudinal dimension Behavioural indicators Personal practices Workers Participation Conceptual aspects Practice of workers participation- self management systems Member of management bodies, work councils, joint management councils. Collective Bargaining Concept and Importance Process of Bargaining Goals and Strategy in Bargaining Problems of Collective Bargaining Industrial Disputes Theoretical Framework Causes of Industrial Disputes Types of Disputes Grievance Causes Grievance Procedure Employee Discipline, Absenteeism and Turnover Principle of Natural Justice Meaning and Scope

IX. -

Application of Principles of Natural Justice in Disciplinary Proceedings Violation of Principles of Natural Justice Misconduct Misconduct vs Misdemeanor Misconduct vs Carelessness Scope of Misconduct Misconduct vs Dismissal Acts of Misconduct

Readings B.R.Patil S.C.Srivastava Dunlop John Charles A Myers & Kanappan S Collective Bargaining- Perspective and Practice Industrial Relations and Labour Laws Industrial Relation System Industrial Relations in India

PAPER NO. 25 (M3) ADVERTISING AND SALES PROMOTION MANAGEMENT 1. ADVERTISING NEED & IMPORTANCE Definition & growth of modern advertising Advertising & the marketing mix Types & classification of advertisement Advertising Spiral 2. SOCIAL & ECONOMIC ASPECTS OF ADVERTISING CHAP 1

CHAP 19

3. MARKETING COMMUNICATION MODELS AIDA, Hierarchy of Effect, Innovation Adoption Model, Action First Model, Quick Decision Model 4. PLANNING FRAMEWORK OF PROMOTIONAL SRATEGY CHAP 2, 3 & 4

5. HOW ADVERTISING WORKS CHAP 5 Exposure, Salience, Familiarity, Low involvement, Central route & peripheral route & Cognitive learning 6. POSITIONING STRATEGIES 7. ASSOCIATING FEELINGS WITH A BRAND 8. DEVELOPING BRAND PERSONALITY CHAP 6 CHAP 9 CHAP 10

9. CREATING COPY STRATEGIES CHAP 12&13 Rational & emotional approaches Selection of an endorser Creative strategy & style- brand image, execution, USP, common touch & Entertainment Message design strategy Format & formulae for presentation of appeals (slice of life, testimonials, etc.) Different types of copy 10. ART & LAYOUT OF AN ADVERTISEMENT Principles of design Layout stages Difference in designing of television, audio & print advertisement CHAP 15

11. MEDIA PLANNING & SCHEDULING CHAP 16 (Pg551-555) Introduction to broadcast & non -broadcast media Budgeting decision rule: Percentage of sales method, objective to task method, competitive parity, & all you can afford Key factors influencing media planning Media decisions: media class, media vehicle & media option Scheduling: flighting, pulsing, & continuous 12. MEASURING ADVERTISING EFFECTIVENESS CHAP 14 Introduction to pr-testing & post-testing techniques- paired comparison, portfolio tests, inhome projection, trailer tests, theater tests, sales experiment, eye movement, coupon response, telemeter, audiometer, recall tests & people meter. *13. MANAGEMENT OF SALES PROMOTION Importance & need for sales promotion Planning for consumer schemes & contests Different types of consumer schemes Planning for sales force contests CHAP 18

*14. MANAGING SALES DISPLAYS Importance of sales displays Principles of display Different types of sales display NOTE: APPLIED CASES WOULD BE TAKEN UP IN CLASS READING LIST:

(HANDOUT)

1. ADVERTISING MANAGEMENT: AAKER, MYERS & BATRA; PRENTICE HALL 2. * ADVERTISING PRINCIPLES & PRACTISE : WELLS & BURNETT ; PRENTICE HALL

PAPER NO. 25 (F3) MERCHANT BANKING & FINANCIAL SERVICES Merchant Banking : Introduction, evolution of merchant banking Types of Merchant Bankers, Activities undertaken by different types of merchant bankers SEBI guidelines for Merchant Bankers Registration, obligations and responsibilities of Lead Managers Issue Management : Public Issue : classification of companies, eligibility, issue pricing, promoters contribution, minimum public offer, prospectus, allotment, preferential allotment, private placement, Book Building process, Right Issue : promoters contribution, minimum subscription, advertisements, contents of offer document Bought out Deals Pricing of issue of equity shares Preparing for Public & Right Issues Issue Marketing Post issue work & obligations Merger & Acquisions : Concept of merger and takeovers, reasons for merger & acquisitions, Steps involved in merger and amalgamation Sources of Finance Long Term Finance: Term Loans Short term/working capital finance : Concept of working capital and working capital gap Methods to compute permissible bank finance : methods suggested by Tandon Committee; turnover method; cash flow method. Consortium Finance Loan Syndication : Concept, Role of Merchant banker in loan syndication service Project Appraisal : Project life cycle Evaluation of projects Social cost benefit analysis Capital cost of the project Financial Projections

Financial Services Leasing & Hire Purchase:

Concept of lease & hire purchase Distinction between lease and hire purchase Methods and advantages of leasing, benefits of lease to lessor and lessee Lease versus buy or borrow decision

Venture capital: Main features, venture capital process, difference between venture capital finance and conventional sources of finance, Disinvestment avenues Factoring & Forfeiting: Concept, distinction between factoring and forfeiting Benefits of factoring, impact of factoring on balance sheet Credit Rating : Process, evaluation of a company Benefits of credit rating to investors, reliance on credit rating for investment decision Insurance Services : Economics of Insurance, life insurance, general insurance, reinsurance Insurance Sector Reforms; Liberalisation of Insurance Sector Entry norms for insurance sector, Investment by Insurance companies, Exposure norms; Suggested Readings : A Manual of Merchant Banking : - J.C. Verma; Bharat Law House Manual of SEBI - Bharat Law House Financial Management : - Prasanna Chandra; Tata Mc Graw Hill Indian Financial System : - M Y Khan; Tata Mc Graw Hill Financial Management : - I. M. Pandey; Vikas Publishing Indian Financial System : - Machhirajju; Vikas Publishing Financial Services : - M Y Khan; Tata McGraw Hill Project Financing : - H P S Pahwa; Bharat Law House SEBI & Corporate Laws : - Various issues

PAPER NO. 25 (H3) INDUSTRIAL AND LABOUR LEGISLATION The Payment of Wages Act, 1936- Definition- Rules for payment of wages & deductions from wage. The Minimum Wages Act 1948- Fixing of minimum wages, procedure for raising minimum wageconcept of living wages, fair wage and minimum wage. The Factories Act, 1948- Definition- Approval, Licensing and registration of factories- Notice by occupier, Health and Welfare measures- weekly holidays. Leave with wages, Employment of women and young person- Penalties and returns. The Workmens Compensation Act 1923- Definition- Rules regarding workmens compensationDefence available to employer and employees. The Employees State Insurance Act 1948- Definition- Applicability of the Act- Insurable WorkmenContribution Benefit- Penalties. The Employees Provident Fund and Miscellaneous Provisions Act, 1952 and Employees Family Pension Scheme- definition- coverage of the organization and employees under the Act- Employees Provident Fund and Pension Fund Scheme- Calculation of contribution, withdrawal of provident fund amountpenalties of offence. The Payment of Gratuity act, 1972- Definition Scope and coverage of the act- Eligibility criteriacalculation of gratuity- nomination. The Payment of Bonus Act 1965- Applicability of Act- coverage of employee- calculation of bonus, Rate of payable bonus- available surplus- allocable surplus. The Industrial Employment (standing order) Act 1946- scope and coverage of the Act- concept of standing order- its certification process- modification- interpretation and enforcement of standing orders. The Trade Union Act 1926. Statutory Definition- Registration of TU, Immunity granted to Registered Trade Union- Recognition of TU. The Industrial Disputes Act, 1947- Definition- Persuasive, conciliation and voluntary process for the settlement of industrial disputes- power of the govt. under ID Act- Instrument of economic coercionstrike and lock out, lay off and retrenchment, transfer and closures- discharge and dismissalmanagements prerogative during pendency of proceeding (Sec.33) Industrial Relation of Labour laws Analytical handbook of labour laws Chamber of Commerce and Industry Industrial Law Elements of Industrial Law Unusual Collective Agreements SC Srivastavsa PHD ND Kapoor C.S.Venkataraman

PAPER NO. 26 BUSINESS POLICY AND STRATEGY 1. NATURE & IMPORTANCE OF BUSINESS POLICY & STRATEGY CHAP 1&2 Introduction to the strategic management process Strategic Management & related concepts Characteristics of corporate, business & functional level strategic management Decisions Introduction to models of strategic management- Linear, Adaptive & Interpretive McKinsey's 7S Framework & its importance 2. ORGANISATION & ITS SOCIAL RESPONSIBILITY CHAP 2 Need for social responsibility: Environmental impact on organizations policy & Strategy, Organizations dependence on the environment Guidelines to corporate for undertaking corporate social responsibility 3. MANAGERIAL & ORGANISATIONAL STYLES (HANDOUT FROM STENIER) Approaches to study of organisational styles- Managerial Job Approach, Management Process Approach, Managerial Working Roles Approach Individual Managerial Styles- Tannebaum & Schmidt Continuum, Shotgun, Tactician & Bystander Manager, Managerial styles under competition Organizational styles, Strategy related styles- Reactors, Prospectors, Defenders, Analysers 4. COMPANYS MISSION STATEMENT CHAP 3 Need for a mission statement Criteria for evaluating a mission statement- Goal, Process & Input Formulation of the mission statement- Druckers Performance Area, Benniss Core Problem & other mission statement components 5. ANALYSIS OF COMPANYS EXTERNAL ENVIRONMENT Analysis of remote environment Analysis of specific environment- Michael E. Porters 5 Forces Model CHAP 4 & 5

6. ANALYSIS OF INTERNAL ENVIRONMENT CHAP 8 Importance of organizations capabilities, competitive advantage and core competence Michael E. Porters Value Chain Analysis Internal audit & capabilities assessment profile 7. GLOBALISATION OF A FIRM Complexities of globalisation Globalisation of the mission statement CHAP 6

8. FORMULATION OF COMPETITIVE STRATEGIES CHAP 8&9 Perspectives to competition- industry, marketing & strategic group Competitive Strategies- Miles & Snow Adaptive Strategies, Dereks Abbels Business Definition Framework, Michael E. Porters Generic Competitive Strategies Implementing Competitive Strategies- offensive & defensive moves 9. FORMULATING CORPORATE STRATEGIES CHAP 9 Introduction to strategies of growth, stability and renewal. Types of growth strategies concentrated growth, product development, integration, diversification, international expansion (multi domestic approach, franchising, licensing and joint ventures). Types of renewal strategies retrenchment and turnaround.

10. STRATEGIC ANALYSIS AND CHOICE CHAP 10 Strategic gap analyses, Portfolio analyses BCG, GE, Product Market evolution matrix, experience curve, directional policy matrix, life cycle portfolio matrix. Grand Strategy Selection Matrix Behavioral Considerations affecting choice of strategy 11 IMPLEMENTING & OPERATIONALISING STRATEGIC CHOICE CHAP 11&12 Impact of structure, culture & leadership Functional strategies & their link with business level strategies 12. STRATEGIC CONTRL & EVALUATION Strategic surveillance, special alert control & premise control Implementing control Introduction to operational control NOTE: CASES WOULD BE UDERTAKEN COVERING THE COURSE READING LIST: 1. 2. 3. 4. J.A. Pearce & R.B. Robinson- Strategic Management Prentice Hall Publication P.K. Ghosh Business Policy Strategic Planning Management, Sultan Chand Strickland Strategic Management Jausch & Glueck Business Policy & Strategic Management CHAP 13

PAPER NO. -27 DESIGN AND MANAGEMENT OF INFORMATION SYSTEM Introduction to management, Information and system. Requirement and receipt analysis of information. Information evaluation, prioritisation and characteristics. ABC, FNS and VED analysis for designing effective and economical information control system. Business Information systems, need of having IS, Introduction to business systems: payroll, Inventory Control, Financial Accounting, sales order processing, banks and manufacturing plants etc. evolution of IS, key components of IS, management of Information resources, process of Decision making and value of information, characteristics of effective IS, impact of IS on different management levels. Design methodologies & Techniques: system development life cycle, various phases & user involvement: preliminary survey & feasibility study, system analysis, conceptual & detailed system design, implementation & devaluation, Systems Approach Management use of tools like DFD, DD etc.. Cost benefit analysis for evaluating and selection of candidate information system. Integrated Information systems in an organisation, use of Database for integration, across functional areas. Modern trends in MIS. Selection of hardware and Software for the selected candidate system. Introduction to Decision support systems, expert systems and Artificial Intelligence, Robotics. Top management and MIS; Corporate planning for MIS, The MIS strategic grid; Growth of MIS in an organization; CSF theory for Information need analysis; Issues related to centralization and Decentralization of MIS, charge-out systems for MI services. Security and hazard mitigation. 1. Murdick, Robert G. Ross, Joel E and claggert Information systems for modern management, prictice Hall. 2. Suresh K. Basandra: Management Information System 3. Lucas Henery C : Information system concepts for management. 4. Jeffry A. Hoffer, Joey F. Gworge, Joseph S. Valacich: Modern Systems Analysis & Design 5. Elias M. Awad: System Analysis and Design: Classes Required: 4 Theory + Tutorial

PAPER NO. - 28 (M4) ELEMENTS OF CONSUMER BEHAVIOUR 1. CONSUMER BEHAVIOR: NATURE, SCOPE & APPLICATION Importance of Consumer Behavior in marketing decisions Characteristics of Consumer Behavior Role of Consumer Research CHAP 1

2. MARKET SEGMENTATION Bases of Segmentation VALS 2 Segmentation profile Targeting &Implementing Segmentation Strategies

CHAP 3

3. CONSUMER NEEDS & MOTIVATION CHAP 4 Characteristics of Motivation Arousal of Motives Theories of Needs & Motivation : Maslows hierarchy of needs, McLellands APA Theory, Murrays List of Psychogenic Needs, Baytons Classification of Motives Self Concept & its importance Types of involvement 4. PERSONALITY & CONSUMER BEHAVIOR Importance of Personality Theories of Personality: Freudian Theory, Jungian Theory, Neo-Freudian Theory, Trait Theory, Theory of Self Images Role of self consciousness 5. CONSUMER PERCEPTION Concept of Absolute Threshold Limit, Differential Threshold Limit & Subliminal Perception Perceptual Process: selection, organization & interpretation CHAP 5

CHAP 6

6. LEARNING & CONSUMER INVOLVEMENT CHAP 7 Importance of learning on consumer behavior Learning Theories: Classical Conditioning, Instrumental Conditioning, Cognitive learning & Involvement Theory 7. CONSUMER ATTITUDES CHAP 8 & 9 Formation of attitudes Functions performed by attitudes Models of Attitudes: Tri-component model, Multi-attribute model, Attitude towards Advertisement model, Attribution Theory 8. GROUP DYNAMICS & CONSUMER REFERENCE GROUPS Different types of reference groups Factors affecting reference group influence Reference group influence on products & brands Application of reference groups CHAP 11

9. FAMILY & CONSUMER BEHAVIOR Consumer Socialisation Process Consumer roles within a family Purchase influences and role played by children

CHAP 12

Family Life Cycle 10. SOCIAL CLASS & CONSUMER BEHAVIOR Determinants of social class Measuring & characteristics of social class 11. CULTURE & CONSUMER BEHAVIOR Characteristics of culture Core values held by society & their influence on consumer behavior Introduction to sub-cultural & cross-cultural influences 12. OPINION LEADERSHIP PROCESS Characteristics & needs of opinion leaders & opinion receivers Interpersonal flow of communication 13. DIFFUSION OF INNOVATION Definition of innovation Product characteristics influencing diffusion Resistance to innovation Adoption process CHAP 13

CHAP 14,15 &16

CHAP 17

CHAP 18

14. CONSUMER DECISION MAKING PROCESS CHAP 19 Process- Problem Recognition, Pre-purchase search influences, Information Evaluation, Purchase decision (Compensatory decision rule, Conjunctive decision Rule, Lexicographic rule, Affect Referral, Disjunctive rule) Post-purchase evaluation *15. SITUATIONAL INFLUENCES CHAP 7

16. MODELS OF COSUMER DECISION MAKING (ANNEXURE) Nicosia Model, Howard-Sheth Model, Howard- Sheth Family Decision Making Model, Engel, Kollat & Blackwell Model, Sheth Newman Gross Model of Consumer values NOTE: CASES & APPLICATION TO MARKETING WILL BE TAUGHT WITH RESPECT TO EACH TOPIC READING LIST: 1. CONSUMER BEHAVIOR SCHIFFMAN & KANUK, PRENTICE HALL PUBLICATION 2. *CONSUMER BEHAVIOR, ENGEL, BLACKWELL & MINIARD, THRYDEN PRESS INTERNATIONAL EDITION

PAPER NO. - 28 (F4) SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT [Capital markets and Security Analysis Essential Prerequisite] 1. Futures & Options (a) Options Rationale of Futures & Options, put & call, option value determination, pricing strategies, Black Scholes model. (b) Warrants & Convertable (c) Futures Stock index futures, portfolio strategies, Fixed Income securities, Long term securities. 2. Technical Analysis & the Efficient Market Theory (a) Technical Analysis -Market Indicators, Forecasting individual stock performance, charts. (b) Efficient market theory -Random walk and Efficient market Hypothesis. 3. Portfolio Analysis -Traditional, Markowitz Optimisation, Diversification. 4. Portfolio Selection -Risk & Preferences, Simple Sharp portfolio optimisation, significance of Beta, Traditional portfolio selection. 5. Capital Market Theory -CAPM, Arbitrage pricing theory. 6. Managed Portfolios & their Evaluation -Type of mutual Funds, Advantage of managed portfolios. SEBI Guidelines relating to PMS. 7. The Effect of Taxes on Investment strategy -The tax structure, Capital Gains & Losses, After Tax Returns, Effect of Lockins, Effect of Taxes on securities prices. 8. Introduction to computerised portfolio analysis and options analysis. 9. Stock Exchange Game. Readings 1. Security Analysis and Portfolio Management - Donald E Fischer and Ronald Jorden Text Book (Prentice Hall of India Pvt. Ltd. ) 2. ND Vohra & BR Bagri - Futures and Options 3. Indian Financial System - HR Machiraju 4. Indian Financial System - MY Khan (if in print)

PAPER NO. - 29 (M5) CREATIVE SELLING TOPIC 1) Introduction - Sales management, personal selling & salesmanship - Personal selling & the marketing concept - Personal selling in a customer driven economy - Myths of selling 2) Sales person - His functions, role in society - Quality of a successful sales person - Different selling situation 3a) Why people buy - Factors influencing customer behaviour (Maslows hierarchy) - Social influences that shape buyer behaviour (Family and reference group influence) - Buying motives (rational, emotional) - Product adoption cycle b) Theories of selling 4) Methods of persuasion Psychology of selling - Principles of contingency benefits - Principles of suggestions - Logical reasoning 5) Selling Process a) - Acquiring product information preapproach - Knowing your product - Know your company - Know your competition b) Identifying and qualifying prospects - Sources of prospects - Conditoins of qualification c) Opening a sale (approach) - Methods of approaching - Making appointment d) Progress of a sale (presentation) - Presentation styles - Presentation strategies e) Sales demonstration - Importance of sales demonstration - What to demonstrate - Planning effective demonstrations - Use of sales tools f) Handlling objections - Types of buyer problems/ objections - Determine hidden objections - General strategies for handling objections - Common types of objections - Specific mehtods of handling objections C-2

RB-1,2 C-6

RB-4

RB-5

RB-8

RB-6

RB-9

RB-10,11

RB-11

RB-12,13

g) Closing a sale - Closing techniques - Trial close h) *SPIN selling (An introduction) 6) Retail selling - Selling process - Problems in retail selling 7) Industrial selling - Basic concept - Difference from retail selling Readings (1) (2) (3) (4) (5) Russel Beach (RB) selling Principles & practices Cundiff still (C) Sales Management Jackson: Selling: The Personal force in Marketing Kirpatrick & Russel: effective selling H.W. Johnson: Creative Selling

RB-14

RB-15 RB-17

VIDEOS (IN LIBRARY) V-49- Selling to tough customer V-74- Effective selling V-84- How to sell

PAPER NO. 29 (F5) CORPORATE TAXATION Objectives : Objectives of this course is to acquaint the students with the implications of tax structure and corporate profit planning in operational as well as strategic terms. Detailed Curriculum 1. Residential status of a Company; computation of income under different heads of income; Set-off and carry forward of losses; Deductions from gross total income relating to companies and computation of tax liability of a domestic company. Tax Planning Concepts :- Tax evasion, Tax avoidance, Tax Planning and Tax Management. Tax Planning with reference to location, nature and form of organisation of new business (partnership firm vs. company). Tax Planning relating to capital structure decision, dividend policy; inter-corporate dividend, bonus shares, own or lease, make or buy, sale of asset used for scientific research & Managerial Remuneration & Tax planning, Foreign collaboration & Joint Ventures. Tax planning regarding amalgamation and demerger of Companies. Double taxation relief. Assessment procedure.

2. 3. 4.

5. 6. 7.

Text Books
1.

2. 3. 4.

Direct taxes : Law and Practice Direct Tax Planning Corporate Tax Planning and Management Direct Tax Planning

V.K. Singhania Dr. S.P. Goel Ahuja & Gupta Dinkar Pagare