Detailed Syllabus

For

Master of Business Administration (MBA) Program

(SEMESTER SYSTEM) Duration of the Program: Eligibility for admission: passed 2 years Graduates, should have

Graduation under the 10+2+3/4 system Duration of Examination: 3 hours Division of Marks: Internal 25 Marks External 75 Marks Minimum Passing Marks: 50% in each component

Course Title: Administration Duration:

Master of Business 2 YearsSemester I

SEMESTER I Marks Paper Code MBA 101 MBA 102 MBA 103 MBA 104 MBA 105 MBA 106 MBA 201 MBA 202 MBA 203 MBA 204 MBA 205 MBA 206 MBA 301 MBA 302 MBA 303 MBA 304 MBA 305 MBA 306 MBA 307 MBA 308 MBA 309 MBA 310 MBA 311 MBA 312 MBA 313 MBA 314 MBA 315 MBA 316 MBA 401 MBA 402 MBA 403

Course Title Quantitative Techniques Organization Behaviour Economics for Managerial Decision Making-1 Marketing Essentials Accounting for Managerial Decision Making Management Process SEMESTER II Management Information System & Knowledge Management Business Statistics Economics for Managerial Decision Making-2 Human Resource Management Financial Management Operations and Optimization Research SEMESTER III Business Policy & Competitive Strategy Specialization: Marketing Services Marketing Marketing Strategy International Marketing Specialization: Marketing Communication Advertising Creatives Direct Marketing & Communication Below the Line Promotions Specialization: Human Resources Training & Development Group Dynamics Compensation Management Specialization: Finance Securities Analysis & Portfolio Management Insurance & Banking Management of Indian Financial System Specialization: Information Technology Business Intelligence Strategic Innovation Management Strategies for Managing Networked Business SEMESTER III Entrepreneurship & Small Business Management Specialization: Marketing Marketing Research Distribution & Logistics Management

Internal 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25

External 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75

Total 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100

B2B Marketing Specialization: Marketing Communication Marketing & Advertising Research Account Planning, Servicing, and Management PR & Corporate Communication Specialization: Human Resources Human Resource Planning Work Psychology Performance Management & Appraisal System Specialization: Finance Multinational Business Finance & Forex Management Strategic Corporate Finance Mergers & Acquisitions Specialization: Information Technology Technology & Strategic Consulting M-Commerce ERP & CRM Consulting & Implementation

MBA 404 MBA 405 MBA 406 MBA 407 MBA 408 MBA 409 MBA 410 MBA 411 MBA 412 MBA 413 MBA 414 MBA 415 MBA 416

25 25 25 25 25 25 25 25 25 25 25 25 25

75 75 75 75 75 75 75 75 75 75 75 75 75

100 100 100 100 100 100 100 100 100 100 100 100 100

PROGRAMME GUIDELINES

Name of the Programme: Master of Business Administration (MBA) Duration: 2 Years Objective: Provide existing IIPM students with an opportunity to do a MBA programme from M S University Eligibility: Should have passed 10+2 and graduation (in any discipline) Documents required to be submitted at the time of admission: Original Statement of Marks for X standard

Original Statement of Marks for XII standard and 1st, 2nd , 3rd and 4th (As applicable) years of Degree Original degree certificate Original Transfer certificate

Admission procedure: Applicants have to undergo an entrance exam consisting of a written test, a group discussion (GD) and a personal interview (PI). Applicants with a valid MAT score (composite) of 550 and above and applicants with a valid CAT score which is 50th percentile or above need not write the written test but have to undergo the GD and PI. Programme Architecture The MBA programme will be divided into 4 semesters over two years. The students will have a total of 20 subjects spread over the three years. The first two semesters of the programme will have 6 subjects per semester. All these subjects will be compulsory for the students to take. There will be a project (either a training or an organizational study) that has to be done by the students after their Second Semester The third and the fourth semester will have 4 subjects per semester, out of which one will be a core and compulsory paper while students will have to choose three papers under a particular specialization from the five disciplines as listed below: 1. Marketing 2. Marketing Communication

3. Human Resources 4. Finance 5. Information Technology The students have to choose one discipline at the start of the third semester and the same will continue in the fourth semester. They will be doing a total of 6 subjects over the third and fourth semester in their chosen area of specialization. The students have to undertake an individual research project at the end of their third semester.

Evaluation The evaluation for each of the semester will take place as a combination of internal evaluations (25% weightage) and external end term examination (75% weightage). A minimum of 50% marks should be obtained in each component individually for a student to clear a subject. The external end term exams for each of the subjects will be conducted by the University. The duration of each end term exam will be 3 hours. The project will be evaluated on the basis of a viva-voce. The viva will be conducted by faculty at IIPM empanelled and approved by the University.

SYLLABUS FOR SEMESTER I QUANTITATIVE TECHNIQUES UNIT 1 - LINEAR PROGRAMMING Business problems and their solution through linear programming: Overview of LP; construction of a LP problem and model. Solution to a linear programming problem: Graphical method ( including peculiar situations); Simplex method (for both unrestricted variable and negative variables, included) in case of (a) maximization with less than/ equal to situation, (b) minimization with greater than/ equal to case, (c) maximization with mixed type, and (d) minimization with mixed type. Duality problem: Economic interpretation of duality; derivation of a dual solution and vice-versa for a linear programming problem( of all kinds) Marketing problems and their solutions through linear programming HR problems and their solutions through L.P. Production and inventory issues and their resolution Financial allocations and L.P. solutions UNIT 2 - CALCULUS Differential calculus: Rules of differentiation through formula (Algebraic, exponential, and logarithmic) Applications in the field of demand analysis, elasticity of demand, supply analysis, market equilibrium (calculation of price and equilibrium quantity); cost analysis, and revenue analysis (including cases of cost minimization and profit maximization) Partial differentiation: Rules of partial differentiation and their application for estimating marginal utility, cross elasticities, and marginal product. UNIT 3 - MATRICES, DETERMINANTS AND MARKOV ANALYSIS Definition - operations Types of matrices Matrix operations addition, subtraction, multiplication and division. Determinants Inverse method Input output analysis

Prediction of market shares for future periods and at equilibrium. Evaluation of marketing strategies for improvement in market shares & evaluation of repair & maintenance policies. Prediction of bad loans.

UNIT 4 - PROBABILITY Basic probability concepts and probability rules marginal/simple probability, conditional and joint probability. Revising prior probability Bayers theorem of posterior probability. The concept of probability distributions. Application of probability concepts in business/management. UNIT 5 - PERT/CPM Construction of Network diagram Types of Floats: Total, Free &Interfering floats Crashing for determination of optimum duration of project. RECOMMENDED BOOKS Introduction to Business Mathematics (by) V. K. Kapoor (Sultan Chand & Sons) Quantitative Techniques in Management (by) N. D Vohra (TMH). Quantitative Analysis for Management (by) Barry Render and Ralph Stair, Jr. An Introduction to Management Science (by) Anderson, Sweeney and Williams
Quantitative Analysis for Management Applications by L N Aggarwal and Parag Diwan (Global Business Press)

ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 10 marks Quizzes: 15 marks

ORGANIZATION BEHAVIOR UNIT 1. CONTEXT OF ORGANIZATIONAL BEHAVIOUR Meaning and significance of OB; contributing disciplines; basic assumptions & characteristics New context of O.B.: Historical evolution Challenges and opportunities for O.B.: Emerging issues Framework for O.B. UNIT 2. INDIVIDUAL PROCESSES 1: PERSONALITY Meaning; person situation debate; psychological contracts; ability and aptitude Differences in personality; Heredity, learning, culture as determinants Personality traits and dimensions: Approaches to understanding the traits Psychological solving behaviours Personality traits UNIT 3. INDIVIDUAL PROCESSES Perception Learning and reinforcement Attitudes and Values Work motivation UNIT 4. INTERPERSONAL RELATIONS AND GROUP DYNAMICS Relationships at work Communication Groups in an organization UNIT 5. LEADERSHIP Meaning; leadership and management Perspectives on leadership: Trait, behaviour, contingency factors Transformational vs. transactional vs. charismatic leadership Leaders as mentors RECOMMENDED BOOKS Organizational Behaviour (by) Kavita Singh (Dorling Kinderlay India: 2010 edition, released in 2009) Robbins, Organizational Behaviour

John W. NeVistrorr & Kieth Davis, Organizational Behaviour Fred Luthans, Organizational Behaviour K. Aswathappa, Organizational Behaviour M. Gangadhar. V.S.P.Rao and P.S.Narayan, Organizational Behaviour

ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 5 marks Quizzes: 10 marks and Case analysis project and presentation: 10 marks MARKETING ESSENTIALS UNIT 1 - INTRODUCTION Nature, Scope, and Importance of Marketing Marketing Management Process Marketing Environment Marketing Probing Consumer Behaviour Segmentation and Targeting UNIT 2 PRODUCT STRATEGY Product Planning New Product Development Branding Product / Brand Lifecycle UNIT 3 PRICING Meaning; types (free market, administered controlled); significance Objectives dictating strategy: Target rate of return, meeting or preventing competition, market share, profit maximization, survival, public image, product image Factors dictating pricing strategy: Internal and external (5 cs: cost, customer, competition, context, and control) Setting up of price: Bases (cost, customer, competition) New product pricing: Penetration pricing; skimming pricing; competitive pricing; predatory pricing Geographical factor: Fob pricing; home delivered pricing; zone pricing; uniform delivered pricing; base point pricing; freight absorption pricing

Adopting the price: Fixed vs. variable; price range; psychological pricing; loss leader pricing; follow the leader pricing; discriminating pricing; pricing over stages of PLC; resale price maintenance Pricing in practice: Discounts; MRP; price higher than MRP. Initiating a price change: Reason (cost, demand, quality) and techniques Responding to a price change by the competitor: Ignore; react

UNIT 4 PROMOTING AN OFFER Concept and relevance of marketing communication Process of marketing communication Objectives of promotion: Marketing, communication, operational Product mix: Types; features; advantages; disadvantages; selection of promotional tool/mix. Advertising: Definition; nature; features; objectives; significance; types; process of advertising; advertising media; message; testing of advertising Personal selling: Meaning; features; significance; process; sales force management recruitment to performance evaluation. Sales promotion: Meaning; significance; comparison with advertising; types (consumer/sales force/dealer oriented) Sales promotional schemes: Samples; price offs; coupons; discounts; premium or bonus offer; trading stamps; fairs and exhibitions; etc Public relations: Meaning of publics and PR; steps involved; tools & techniques available. UNIT 5 PLACEMENT Placement Strategy Marketing Middlemen Physical Distributions Selecting channel members Channel length, determinants of channel length Vertical Marketing Systems (VMS) and Horizontal Marketing Systems (HMS) RECOMMENDED BOOKSS Marketing Management (by) Kotler, Keller, Koshy & Jha (12th Edition) Marketing Management (by) Arun Kumar & N. Meenakshi (Vikas: Latest Edition) Adrian Palrrler Introduction to Marketing, Oxford Czinkota and Kotabe, Marketing Management, Thomson Ramaswarry and Namakumari, Marketing Management, McMillan ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 5 marks

Quizzes: 10 marks Case analysis project and presentation: 10 marks

MANAGEMENT PROCESS UNIT 1 NATURE OF ORGANIZATION AND MANAGEMENT Nature of organization Nature of management Why organizations need managers Types of managers, their roles and responsibilities Variations in managers job PHILOSOPHIES AND APPROACHES TO MANAGEMENT PRACTICES Classical school Hawthorne studies Behavioural school Other management perspectives UNIT 2 - FUNCTIONAL ASPECTS OF MANAGEMENT Administrative function: Suitable form Operations: Size, location, layout, productivity, quality, logistics Finance: Arranging, management, risk cover, insurance HRM: Recruitment, selection, compensation, motivation, training Marketing: Demand & consumer behaviour, marketing mix decisions PROCESS OF MANAGEMENT: PLANNING, ORGANIZING, STAFFING Planning: Definition, objective setting, strategy and other premises, decision making Organizing: Fundamentals, organizational design, line and staff authority, decentralization, culture Staffing: HRM and staffing, performance appraisal, organizational change & O.D. UNIT 3 - PROCESS OF MANAGEMENT: LEADING, FOUNDATIONS & NEW INSIGHTS Self competency Ethics competency Communication competency Change competency PROCESS OF MANAGEMENT: COMMUNICATION & CONTROL Communicating: Definition & significance, communication process, flows, barriers Controlling: Fundamentals, types

Financial and budgetary controls Directive vs. preventive controls

UNIT 4 - MANAGING IN SPECIFIC CONTEXT: LEARNING AND KNOWLEDGE ORGANIZATION Meaning and details Dynamic capabilities and organizational learning Knowledge management & knowledge organization Model of knowledge organization MANAGING IN SPECIFIC CONTEXT: FAMILY BUSINESS Meaning Family business as a system Managerial concerns of the family business Strategy in family business UNIT 5 MANAGING IN SPECIFIC CONTEXT: INTERNETWORKING AND EBUSINESS Basics of networks and e-business Internetworking business model Environment for internetworking Internetworking performance MANAGING IN SPECIFIC CONTEXT: INTERNATIONAL MANAGEMENT Reasons for going international Japanese management and theory Z Japanese vs. U.S. management practices Management in multinational corporations in India Indian ways vs. Japanese and American ways of managing RECOMMEDED BOOKS

Sherlekar & Sherlekar: Modern Business Organization & Management (HPH:2008) Meenakshi Gupta: Principles of Management (PHI:2009) Principles and practice of management by P C Shejwalkar General management by C B Gupta Process of management by Newman, William and others Management: history functions behaviour by Pitamber

Business organization and management by P N Reddy

ECONOMICS FOR MANAGERIAL DECISION MAKING-1 UNIT 1. ESSENCE OF ECONOMICS Problems of an economy; solutions of these problems; alternative system to tackle the problems; economics, micro economics & macro economics; basis building blocks of microeconomics rationality, marginalism, opportunity cost, general & partial equilibrium. UNIT 2. FALLACIES AND PITFALLS Economics is about decision making, fallacies in decision making, fallacy of assumption, fallacy of composition, fallacy of subjectivity, fallacy of post hoc proctor hoc, fallacy of syllogism, fallacy of black & white or gray; fallacy of broken window, lessons for firm. UNIT 3. DEMAND ANALYSIS AND ELASTICITY OF DEMAND DEMAND ANALYSIS Concept of demand & demand functions; demand schedule & demand curve; types of demand; kinds of demand; factors influencing demand; expansion / contraction of demand vs. increase / decrease in demand, significance of demand analysis for the firm. ELASTICITY OF DEMAND Concept of elasticity, price elasticity of demand; meaning, values, determinants, measurement & implications; slope vs. elasticity; TR, TE & eDP, AR, MR & eDP, strategies to maximize total revenues, cross elasticity of demand; income elasticity of demand: meaning values & measurement; income elasticity vs. income sensitivity; advertising elasticity of demand; significance of the concept of elasticity of demand for the firm. UTILITY ANALYSIS Consumer behaviour, choice & utility; concept of TU, MU & AU; LDMU; LEMU; equilibrium of a consumer; explanation of falling demand; income, substitution, & price effects & consumer choices; paradox of value; consumer surplus; significance for a seller.

 INDIFFERENCE CURVE ANALYSIS Meaning; kinds; properties; inference map; budget line; equilibrium; applications of ICA. UNIT 4. SUPPLY ANALYSIS & PRICE FORMATION SUPPLY ANALYSIS Concept; types; factors dictating supply; supply curve & supply schedule; law of supply; expansion / contraction of supply vs. increase / decrease in supply ELASTICITY OF SUPPLY Concept; values; measurement; determinants; implications for the suppliers EQUILIBRIUM AND PRICE MAKING Concept of equilibrium; shifts in demand & supply & impact on price & quantity; price as allocating device for resources through surplus & scarcities; alternative nodes of price fixation. PRODUCTION ANALYSIS Concept of production & production function; LR & VR; LVP; relationship between TP, MP, and AP, stages of production, concept of returns to scale & laws of returns, impact of technological change on return, concept of Isoquant, isocost lines & equilibrium; equilibrium under cost constraint & for a given output; economic region of production; expansion path. COST ANALYSIS AND FIRMS EQUILIBRIUM Concept of cost; linkage between production & cost; cost classification. TC, AC, & MC and their relationship; cost curve under SR & LR; Economies of scale; economies of scope; implications for a firm; existence of small firms; engineering cost curves. REVENUE CURVES AND FIRMS EQUILIBRIUM Concepts of TR, AR and MR; cost, revenue and equilibrium of a firm; equilibrium under alternative assumptions about firms objective functions. UNIT 5. MARKET MODELS PERFECT COMPETITION Meaning and characteristics; SR equilibrium, break even analysis and shut down point, long run equilibrium; supply curve for a competitive firm LR (horizontal, rising or falling) and short run; efficiency of competitive markets; advantages of perfect competition; disadvantages of a competitive firm. MONOPOLY

Concepts; source of monopoly power; measure of monopoly power; cost, revenue and equilibrium under monopoly; supply curve of a monopolist; shifts in demand and impact on monopoly firm; advantages and disadvantages of monopoly; monopoly vs. perfect competition. Price discrimination: meaning, conditions; types; equilibrium Monopsony Bilateral monopoly MONOPOLISTIC COMPETITION Meaning and characteristics; equilibrium of a firm in short run and in long run; sources of differentiation; promotional costs and equilibrium. OLIGOPOLY Meaning; characteristics; Cournots model; kinked demand curve model; price leadership model; cartels; game theory treatment of oligopoly. RECOMMENDED BOOKS

Paul Samuelson: Economics (TMH: Latest edition) Microeconomics by Misra and V K Puri Micro Economics by O M Agarwal Micro Economics by KPM Sundhram Principles of Economics by Karl E Case

ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 10 marks Quizzes: 15 marks

ACCOUNTING FOR MANAGERIAL DECISION MAKING UNIT 1. INTRODUCTION Meaning of accounting and financial statements Accounting standards Accounting Mechanics UNIT 2. ACCOUNTING FOR INVENTORIES AND FIXED ASSETS Introduction Cost of inventory Methods of inventory costing Inventory control techniques Determination of the cost of various types of fixed assets Concept and methods of providing depreciation Implications on changing the method of depreciation UNIT 3. PREPARATION OF FINANCIAL STATEMENTS: TRIAL BALANCE AND ADJUSTMENTS Preparation of trial balance from general ledger balances Detecting errors revealed and concealed by a trial balance Passing of different adjustments entries UNIT 4. PREPARATION OF FINANCIAL STATEMENTS: PROFIT AND LOSS ACCOUNT Preparation of P&L a/c from a given trial balance Distinction between capital and revenue expenditure UNIT 5. PREPARATION OF FINANCIAL STATEMENTS: BALANCE SHEET Preparation of balance sheet Limitation of balance sheet Vertical form of financial statement Analysis of balance sheet RECOMMENDED BOOKSS

Financial Accounting A Managerial Perspective (by) R. Narayanaswamy (PHI: Latest Edition) Financial Accounting for Management (by) Dr. Ambrish Gupta (Pearson Education) Dr. Jawaharlal, Accounting for Management, HPH Khan and Jain, Management Accounting, TMH Louderback and Holmgren, Managerial Accounting, Thomson

ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 5 marks Quizzes: 10 marks Comparative balance sheet analysis project and presentation: 10 marks

SYLLABUS FOR SEMESTER II

BUSINESS STATISTICS UNIT 1. BUSINESS STATISTICS - WHAT AND WHY? INTRODUCTION Definition of statistics Five stages of statistical investigation - Collection - Organization - Presentation - Analysis - Interpretation Functions of statistics Limitations of statistics COLLECTION OF DATA Primary data: use and problems Secondary data: use and problems Internal data Points to be kept in mind while designing questionnaires Designing a questionnaire Points to be kept in mind while using secondary data PRESENTATION OF DATA Classification of Data Frequency Distribution Exclusive Vs. Inclusive Method Tabulation of Data Types of Tables

Bar Diagrams, Pie Charts Types of Graphs Histogram, OGIVE Curve

UNIT 2. MEASURES OF CENTRAL TENDENCY AND VARIATION CENTRAL TENDENCY Objectives Of Averaging Arithmetic Mean - (Grouped And Ungrouped) Combined mean - Direct Method - Short Cut Method Mode - Direct Method - Short Cut Method Which Average to Use? When? General Limitations of an Average Median VARIATION Introduction Significance of Measuring Variation Methods of Variation - Absolute vs. Relative (coefficient) measures of variation Range & Coeff. of range Average deviation (grouped; ungrouped) & its coefficient Standard deviation & its coefficient, combined Standard Deviation and properties Which measure of variation to use? UNIT 3. CORRELATION AND REGRESSION ANALYSIS CORRELATION Significance of studying Correlation Correlation and Causation Types of Correlation Methods of studying Correlation - Scatter diagram method - Karl Pearsons coefficient of Correlation (ungrouped & bivariate distribution) Properties of Correlation REGRESSION Difference between correlation & regressions Regression lines

Regression equations Regression coefficients - Methods of studying regression coefficient (ungrouped) - Method of least squares - Method of deviation taken from actual mean - Method of deviation taken from assured mean Bivariate distribution Properties of regression coefficients

UNIT 4. PROBABILITY DISTRIBUTION Normal distribution Practical uses of normal distribution Area relationship under normal distribution Applications of the normal distribution Reading Z- table

UNIT 5. SAMPLING AND SAMPLING DISTRIBUTIONS Purpose of Sampling Principles of sampling Principle of statistical regularity Principle of inertia of large numbers Sampling distribution - Sampling distribution of the mean - Sampling distribution of the difference between two means - Sampling distribution of proportions - Sampling distribution of the difference of two proportions Central limit theorem Relationship between population, sample and sampling distributions

RECOMMENDED BOOKS Statistics For Management (by) Richard Levin / David S Rubin (Seventh Edition Pearson Education) Business Statistics (by) S P Gupta and M P Gupta (S Chand & Sons)

Nabendu Pal: Statistics - Concepts And Applications, Prentice Hall of India M.R. Spiegel and Larry J. Stephens : Statistics, Tata Mc. Graw Hill Edition. M.R. Spiegel and Larry J. Schiller and R.Alu Srinivasan : Probability and Statistics, Tata Mc. Graw Hill Edition. ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 5 marks

Quizzes: 10 marks Case analysis project written report submission: 10 marks

ECONOMICS FOR MANAGERIAL DECISION MAKING-2 1. INTRODUCTION Economics And Managerial Decision Making - Managerial decision making under perfect information, risky and uncertain situations. - Economics: Scope of economics; economics as a tool for decision making. - Managerial Economics: Definition and scope; distinction between economics and managerial eco. 2. CONSUMER DECISION MAKING Demand Side Of The Market - Factors influencing demand; managerial implications. - Demand elasticities and lessons for a manager. - Demand estimation and fore casting: Basic methods. Logic of Buying And Consumption Conventional explanation for consumer behavior: Review Attributes approach for explaining consumer choices 3. ECONOMICS OF SUPPLY AND PRODUCTION Supply Side of The Market - Factors determining after of a supplier. - Supply elasticities and lessons for a manager. Production: Conceptual Framework - Production concepts: review - Cost concepts; their role in decision making; incrementation; engineering cost curves. - Economies and diseconomies in production and supply. 4. PRICING DECISIONS AND IMPLEMENTATION Alternative Paradigms Of Decision Making By A Firm - The neoclassical model of firm: revenue, equilibrium, and profit positions. - Boumolss sales revenue maximization model. - Behavioral approach of Cyert and March. - Marris model of managerial enterprise.

Various Market Models And Market Power - Market classification based on number of players and extent of competition; contestable markets. - Power of the marketer regarding price setting in each of the situations. Pricing Decisions And Implementations-1: Price Determination - Pricing decisions when competitors would not react. - Pricing under mutual dependence conditions - Pricing for attaining long term objectives. Pricing Decisions And Implementation-2: Specific Models Of Pricing - Situation of multiplant operations - Cartelization - Price discrimination - Transfer pricing Pricing Decisions And Implementation-3: Decisions In Practice - Pricing under uncertainty. - Rule of thumb pricing. - Mark up pricing. - Product line pricing. - Price as quality indicator. - Pricing of product bundles - Promotional pricing. Pricing Decisions And Implementation-4: New Product Pricing Setting the initial price. Adjusting price overtime

5. PRICING IN A REGULATORY FRAMEWORK Market Failures And Price Regulations - Market failures and need for regulation. - Regulations and market structure, firm behavior etc. - Price regulation RECOMMENDED BOOKSS Managerial Economics (by) Ivon Ping (Blackwell Publishers) Economics of Business Policy (by) D N Sengupta and Anindya Sen (OUP) Micro Economics (by) Koutsayannis IVON PING: Managerial Economics (Blackwell Publishers) D N SENGUPTA AND ANINDYA SEN: Economics of Business Policy (OUP)

ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 10 marks Quizzes: 15 marks

FINANCIAL MANAGEMENT
1. NATURE AND SCOPE OF FINANCIAL MANAGEMENT

MEANING Meaning, nature and scope; finance functions; job of a finance manager; organization of function. Financial goal of a business: profit v/s wealth maximization; implications; conflict of goals among various stakeholders CONCEPT OF TIME VALUE Concepts of discounting, compounding, present value, future value; methods of estimation.
2. EQUITY VALUATION

CONCEPT Concepts of equity and its valuation Beta estimation and cost of equity COST OF CAPITAL Dividend growth v/s CAPM WACC 3. CAPITAL BUDGETING & CASHFLOW INVESTMENT ANALYSIS Investment decisions: nature; criteria for evaluation Methods of evaluation: NPV, IRR, PI, ARR; their relative superiority and shortcomings Cash flow v/s profit; components of cash flow Incremental approach for cash flow estimation

Depreciation: concept; tax treatment of depreciation

4. OPERATING LEVERAGE AND CAPITAL STRUCTURE Financial and combined leverage; impact of leverage on risk taking Planning an optimum capital structure: Capital structure determination theories; net income approach; net operating income approach; Modigliani-Miller approach; designing capital structure 5. WORKING CAPITAL MANAGEMENT Concept and planning for working capital; financing of working capital; approaches for determining the financing mix; management of inventory, receivables, and cash. RECOMMENDED BOOKSS M Y Khan and P K Jain : Financial Management (TMH) Prasanna Chandra, Financial Management. TMH James Van Horne and John Wachowicz, Financial Management, Pearson Brigham & Houston, Fundamentals of Financial Management, Thomson Paresh P Shah, Financial Management, Biztantra ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 10 marks Quizzes: 15 marks

MANAGEMENT INFORMATION SYSTEM & KM 1. CONCEPT, ROLE AND COMPONENTS OF MIS Concept of information system and information flow; role and importance of information systems in management process; strategic role of I.T. in M.I.S ; information systems for competitive advantage Components of MIS: Design and maintenance of M.I.S and Decision support systems ;development and implementation of MIS :systems analysis and design ;alternative application developments, financing issues (basic idea) BPR: Concept; role of I.T. for BPR ERP: Meaning; importance; applications; enterprise management systems (basic idea Only) 2. INFORMATION SYSTEM: THE HARDWARE & THE SOFTWARE Hardware and Software DBMS Applications of MIS 3. KNOWLEDGE MANAGEMENT Basics of KM Strategic dimensions 4. KNOWLEDGE MANAGEMENT AND TECHNOLOGY SUPPORT Role of I T in knowledge management

Data capturing, mining and warehousing; processing and sharing of knowledge using I T

5. LEARNING ORGANISATIONS Concept of a learning organization and relevance of KM RECOMMENDED BOOKSS Knowledge Management (by) Avadh Ghaziri (Person Education) Management Information System (by) Laudon and Laudon (Pearson Education) MIS A Managers View (by) Mary Summer & Robert Schultheis (TMH: Latest Edition) M.H.Zuck: Knowing and Strategy Effy Oz: Management Information Systems ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 5 marks Quizzes: 10 marks Project on designing or improving an MIS for an organization: 10 marks OPERATIONS AND OPTIMIZATION RESEARCH UNIT 1. OPERATIONS RESEARCH Meaning and scope Relevance of O.R. techniques for solving business problems

UNIT 2. DECISION THEORY Decision making and the parameters involved, including probabilistic situations Decision making under certainty, risk and uncertainty; criteria for decision making under each Expected monetary value as an aid to decision making Decision tree and its managerial application Game Theory Business games and strategies adopted by players Game matrix Pure strategies and saddle point Mixed strategies Dominance theory and linear programming as tools for determining outcomes Application of game theory for pricing advertising and similar managerial decisions

UNIT 3. CRITICAL PATH METHOD AND PROGRAM EVALUATION AND REVIEW TECHNIQUES Monitoring and control of time and project cost using critical path ;float of activities(total, free and independent float);estimation of time of completion/duration of project Variance analysis for estimating probability of project completion in scheduled time Midcourse correction and crashing of duration of activities ;arresting delays; optimal time cost trade off Resource and manpower allocation and leveling to match the required schedules of project.

UNIT 4. PRODUCTION SYSTEMS Types of production systems and layouts Capacity requirements planning Facilities, location and influencing factors; evaluation of alternatives JIT, FMS, and Group Technology Productivity And Work Study Method study: Basic procedure, charts, diagram Work measurement & Time study Work sampling, learning curve, production standards Aggregate production planning; heuristic methods

UNIT 5. PROCESS CONTROL Inventory management: Basic concepts; selective inventory control models; ordering systems; material requirement planning; operations scheduling: Meaning; dynamic and static scheduling; design rules Quality control; variables and attributes Process control and acceptance sampling Maintenance: Facilities; total productive maintenance

RECOMMENDED BOOKS J. K. SHARMA: Operations Research (Macmillan) Total Quality Management (by) Besterfield (Pearson)

Production & Operations Management (by) S. N. Chary (TMH) Quantitative Analysis for Management (by) Barry Render and Ralph Stair, Jr. An Introduction to Management Science (by) Anderson, Sweeney and Williams

HUMAN RESOURCE MANAGEMENT UNIT 1. ORGANIZATIONAL STRUCTURE AND DESIGN AND ORGANIZATIONAL CULTURE Meaning, factors affecting, and elements of organizational structure Organizational design structures High performance systems Meaning, functions, types, descriptions Management of organizational structure Changing organizational structure International comparisons Cross cultural dimensions: Hofsteeds analysis

UNIT 2. HRD: CONCEPTUAL FRAMEWORK Evolution, concept, characteristics of HRD Objectives of HRD HRD as a total system Functions of HRD HRD vs. personnel management

UNIT 3. HRD: PHILOSOPHY AND STRATEGIES Overview and philosophy HRD matrix Policies, strategy HRD programs: Barriers HRD and Indian organizations UNIT 4. HRD SYSTEMS HRD systems: Principles and process of designing

Factors affecting HRD systems designing UNIT 5. HRD MECHANISMS

Prerequisites for HRD Variables in HRD mechanisms HRD processes and outcomes Organizational effectiveness

RECOMMEDED BOOKS KAVITA SINGH: Organizational Behaviour (Pearson) Chs.7,11,13-17 SANTOSH GUPTA & SACHIN GUPTA: Human Resource Development (Deep & Deep: 2005) Chs.1-5 JOHN M IVANCEVICH: Human Resource Management (TMH: Latest Edition) Wayne F Cascio, Managing Human Resources, TMH Fisher, Schoenfeldt and James Shaw, Human Resource Management, Biztantra

SYLLABUS FOR SEMESTER IV BUSINESS POLICY & COMPETITIVE STRATEGY UNIT 1. DEFINING BUSINESS POLICY Definitions, Kottr, Glueck & Jauch, Kenneth Andrews, Porter

Strategy formulation techniques Discussion on planning for the present & future Demand forecasting techniques o Quantitative models: Averages, moving Trends, regression, factor analysis o Significance Tests: T-Test, Chi Square Test

UNIT 2. CORPORATE LEVEL PLANNING Methods to define corporate mission

o Druckers Model: Corporation definition, customers, value time relative position (Will and Should) as per Ansoffs Strategy Gap Identifying S.B.Us o Independence equation, management authority relevance Evaluating current business portfolio o Growth share matrices, BCG, GE Generic strategies: Build, hold, harvest, divest w.r.t stars, question marks, cash Cows, dogs Identifying new growth areas o Ansoffs strategy gap revisited, integrative strategies: horizontal, vertical intensive, ansoffs Model: Diversification, concentric, horizontal, conglomerate

UNIT 3. BUSINESS LEVEL PLANNING Defining business mission o Druckers model revisited o Business Definition, Customers, Value o Time Relative Position (Will and Should) as per Ansoffs Strategy Gap o Relevance of Specificity w.r.t Corporate Mission Statement Internal Environment Analysis o Core Competency Model of Prahlad o Filter Test for Determining Core Competencies o Filter Test for Determining Core in competencies External Environment Analysis o Industry Analysis Framework of Porter o Understanding 5 forces and 5 entities: - Customers, Suppliers, Potential Threats, Substitutes, Competitors o Proportionality Quotients as Defined by Porter o Barriers to Entry: Barriers to Production, Barriers to Marketing

Goal Formulation o Sales, Market Share, Cash Flows, Profits o Relevance of PLC o Investment Center, Revenue Center, Cost Center, Profit Center, Cash Flow Center

Strategy Formulation o Porters Generic Strategies Cost Leadership: Comparison with Price Leadership, Emphasis on Production Differentiation: Quality, Service, Style, Technology Mutual Exclusivity of Generic Strategies Focus Strategies as a Choice Non-Focus Strategies as a Choice

Program Definition o Blueprint for Action

Implementation o McKinseys 7-S Framework:

- Structure, Strategy, Systems, Staff, Style, Skills, Shared Values Feedback & Control

UNIT 4. BUSINESS PROCESS RE-ENGINEERING Process Improvement Process Re-Structuring Process Re-Engineering Process Transformation

UNIT 5. NEWER DIMENSION FOR STRATEGIC PLANNING AND IMPLEMENTATION

Blue Ocean strategy Balance score Card Competing for the future

RECOMMENDED BOOKS Azhar Kazmi: Business Policy and Strategic Management (2002:TMH) Vipin Gupta, Kamala Golla Kuta, and R. Srinivasan: Business Policy & Strategic Implementation (PHI: 2007) Competitive Advantage by Michael Porter Michael E. Porter: Competitive Strategy L.R.Jauch and W.F.Glueck: Business Policy and Strategic Management C.W.L. Hill and G.R.Jones: Strategic Management :An Integral Approach VSP Rao and V. Harikrishna : Strategic Management :Text and Cases

SYLLABUS FOR SEMESTER III SPECIALIZATION: MARKETING INTERNATIONAL MARKETING 1. INTERNATIONAL MARKETING: AN OVERVIEW The Scope and challenge of International Marketing The dynamic environment of international marketing Constituents of international environment 2. THE ENVIRONMENT OF GLOBAL MARKETS Geography and history: the foundations of cultural understanding; Cultural dynamics in assessing global markets Business customs in global marketing The political environment: A critical concern The international legal environment The economic environment 3. ASSESSING GLOBAL MARKET OPPORTUNITIES Developing global vision through market research Emerging markets and scope for marketing

Multinational market regions & market groups Ranking of markets in terms of relative opportunities

4. DEVELOPING GLOBAL MARKET STRATEGIES Global marketing management: Planning and organization. Creating products for consumers in global markets Marketing Industrial products and services International distribution systems International Retailing Exporting and Logistics: Special issues for the smart business The global advertising and promotion effort. Personal selling and sales management Pricing for international markets 5. IMPLEMENTING GLOBAL MARKETING STRATEGIES Negotiating with international customers, partners, and regulator Organizational structure, system, and processes for delivering marketing program

MARKETING STRATEGY CONCEPTS COMPETENCIES, ENVIRONMENT AND STRATEGY ALTERNATIVES Introduction Competence Environment Models Strategies
1.

2. ANALYSIS FOR STRATEGY FORMULATION-1 Product management/ analysis Market analysis 3. ANALYSIS FOR STRATEGY FORMULATION-2 Customer Analysis Competitor Analysis 4. SEGMENTATION, TARGETING, POSITIONING (STP)

Segments, niches, monopoly Segment invasion strategy Positioning and repositioning STP synergy and marketing strategy

5. SUSTAINABLE COMPETITIVE ADVANTAGE (SCA) Developing SCA Sources of SCA or strategic thrusts Competitive position matrix Synthesis: course consolidation and summarization of discussions, and, findings/learning

SERVICES MARKETING 1. INTRODUCTION TO SERVICES MARKETING Understanding services Nature of services marketing

2. SERVICES MARKETING AND CUSTOMER EXPERIENCE Consumer behaviour & search, experience, and credence traits Consumer decision making process; implications for service provider Customer expectation and perceptions Marketing research and customer needs identification

3. STRATEGIC ISSUES IN SERVICES MARKETING Market segmentation and targeting

Differentiation and positioning of services Management of demand and capacity

4. MARKETING MIX FOR SERVICES Marketing mix elements Product: Service packaging Pricing of services Promotion of service Role of people factor Service processes Physical evidence and marketing

5. MAXIMIZATION OF SERVICES MARKETING POTENTIAL Relationship marketing Internal marketing

SYLLABUS FOR SEMESTER III SPECIALIZATION: MARKETING COMMUNICATION ADVERTISING CREATIVES 1. INTRODUCTION Anatomy of an ad./ commercial: copy and layout; script: audio and video Communicating through the ad./commercial: Role of various elements 2. GETTING SET TO WRITE THE AD/COMMERCIAL Planning the ad copy / commercial Setting objectives (seeking attention to intention to buy) Sources of idea for commercial / ad words and visuals plus audio elements Content considerations: - Use of attributes, benefits, proof of delivery points - Use of human interest material and other extraneous devices - Highlighting of negative vs. positive benefits - Length vs. brevity considerations 3. COPY/SCRIPT APPROACHES: COMMUNICATION STRATEGUM: Communication strategum to - seek attention - arouse interest and create desire - convince the listener / viewer / reader

- induce action (to know more / buy) 4. ACTUAL COPY/SCRIPT WRITING Beginning, main body, and the ending 5. SPECIFIC COPIES / SCRIPTS FOR Newspaper ads Magazine ads Mail order / other direct mailers Outdoors Radio TV Online Bonnie L. Drewniary & A.Jerome Jewler: Creative Advertising George Felton: Advertising Concept and Copy J. Thomas Russell and W.Ronald Lane: Kleppner's Advertising Procedure Walladeres: Craft of Copywriting Schlemmen : Handbook of Advertising Art Production

BELOW THE LINE PROMOTIONS

1. PROMOTIONAL MANAGEMENT : OVERVIEW Meaning, relevance and scope Planning a promotional campaign

2. SPONSORSHIPS AND EVENTS Sponsorships Event management

3. MERCHANDISING Meaning, types

Visual merchandising

4. CONFERENCES AND EXHIBITIONS Meaning, relevance, types, and overall purpose Organizing conferences Participation in exhibitions

5. MEASUREMENT OF PROMOTIONAL PERFORMANCES What, when, and how of testing Measurement of effectiveness of various tools.

Belch, Belch, and Purani: Advertising & Promotion (Part V) O'Guinn, Allen, and Semenik: Advertising Management, with Integrated Brand Promotion (Part V) Terence A. Shimp: Advertising and Promotion, an IMC Approach ( Part IV and V) Kazmi and Batra: Advertising and Sales Promotion (Part VI and VII) Clow and Baack: Integrated Advertising, Promotion, and Marketing

DIRECT MARKETING AND COMMUNICATION 1. INTRODUCTION: Meaning, relevance, and scope Direct marketing vs. direct selling

2. UNDERSTANDING BUYING BEHAVIOUR: Final consumer Institutional buyer Characterstics of buyer from direct seller Research for direct marketing

3. DIRECT MARKETING STRATEGY:

STP approach to direct marketing Formulation of overall direct marketing strategy

4. DATABASE BUILDUP AND APPLICATIONS: Data collection and warehousing Data mining Database marketing

5. DIRECT MARKETING MEDIA AND CHANNELS: Mail order Tele marketing Multilevel marketing Online marketing

Direct Marketing Association; D M Report (Annual) Bob Stone: Successful Direct Marketing Methods Vaswar Dasgupta: Marketing Mantra: The Real Story of Direct Marketing in India Donna Fluss: Real Time Contact Centre Strategies Strauss & Frost: E-Marketing SYLLABUS FOR SEMESTER III SPECIALIZATION: FINANCE SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT 1. INTRODUCTION TO INVESTMENT MANAGEMENT Investment Settings The Asset Allocation Decision Global Investment

Global Asset Allocation: Analysis and Decision . Global Security Market: Analytical Decision Securities Markets Worldwide: Organization, functioning, and regulatory environment:

2. PORTFOLIO MANAGEMENT THEORIES AND PORTFOLIO CONSTRUCTION Markowitz Portfolio Theory Asset Pricing Models Market Portfolio Theory vs. Practice Portfolio construction

3. INVESTMENT CHOICES Bond valuation Derivative security analysis Real estate investment Money market investments

4. EVALUATION OF PORTFOLIO PERFORMANCE Portfolio performance: Required rate as benchmark Measures of evaluating performance a) Treynor Portfolio Performance Measure b) Sharpe Portfolio Performance Measure c) Jensen Portfolio Performance Measure d) Peer Group Comparison Factors affecting use of performance measures.

5. STOCKS SELECTION USING TECHNICAL INDICATORS Dow Theory Japanese candlesticks Oscillators

Moving averages MACD, RSI etc.

S.Kevin: Security Analysis and Portfolio Management (PHI:2009) Fisher & Jordan, Investment Management. Avadhani, Security Analysis and Portfolio Management. . Puneethavathi & Pandian, Security Analysis and Portfolio Management. Prasanna Chandra, Managing Investments

INSURANCE AND BANKING

1. THE CONCEPTS AND PRINCIPLES OF INSURANCE

CONCEPTS Classification of Insurance Types of Life Insurance: Pure and Terms Types of General Insurance: Fire, Marine, Motor, Engineering, Aviation and Agricultural

Insurance Professionals, Intermediaries and IRDA

PRINCIPLES Utmost good faith Insurable Interest Material facts Indemnity Proximate cause Subrogation Contribution

ACTURIAL PRINCIPLES Mortality Tables Physical and Moral Hazard Representations Warranties Risk appraisal & Risk Selection Underwriting

2. INSURANCE PRACTICES IN INDIA Life Insurance General Insurance Claims procedure

3. OVERVIEW OF INDIAN BANKING SYSTEM Structure of Indian Banking Sector

Central Banking: Functions, New Developments and Changing Scenario Banking Sector Reforms Suggestions and implementation Negotiable Instruments Bank Rate; repo rate Prime Lending Rate Deposit Rates Credit-deposit ratio Non-Performing Assets Capital Adequacy Ratio Cash Reserve Requirements Statutory Liquidity Ratio Low vs. high interest rates International Scenario of interest Rate Movement

4. FINANCIAL STATEMENTS ANALYSIS OF BANKS: (2 HRS)

(Key Performance Indicators for banks such as efficiency and expenses control ratio, liquidity, risk and profitability) Assessment of: Bank Liabilities Bank Assets Loan and Advances Income Statement CAMELS ratings

5.

CREDIT PROCESS IN INDIAN BANKS Types of Credit

Financial Appraisal for Credit Decision Standard Practices in appraisal process for working capital, capital expenditure, agriculture loans Loan Syndication Loan Pricing Credit risk Risk management

Justin Paul and Padmalatha: Management of Banking and Financial Services (Perason) George E. Rejda: Principles of Risk Management and Insurance (Pearson) KC Mishra & Mangala Bakshi: Insurance Business Environment and Insurance Company Operations (Cengage: 2009) KC Mishra & C. S. Kumar: Life Insurance Principles and Practice (Cengage: 2009) KC Mishra & Mangala Bakshi: Legal & Regulatory Aspects of Business (Cengage: 2009) KC Mishra & R. Venugopal: Life Insurance Underwriting (Cengage: 2009) KC Mishra & G E Thomas: General Insurance Principles & Practice (Cengage: 2009) Manas Tripathy, Simita Mishra, & KC Mishra: General Insurance Business Operations and Decision Making (Cengage: 2009) KC Mishra & RC Guria: Practical Approach to General Insurance Underwriting (Cengage: 2009)

MANAGEMENT OF INDIAN FINANCIAL SYSTEM

1. INTRODUCTION

Financial system: Definition, constituents, functions Role of financial intermediaries in conduct and development of economy

Financial institutions and markets Forces (local and international) affecting growth of financial system Positive features and short comings of IFS

2. VENTURE CAPITAL AND PRIVATE EQUITY Functions, significance and revenue streams for venture capitalists Trends in Venture Capital financing world-wide, and in India Role of private equity in financing of business Issues affecting PE Existing players, their functions and revenue steams

3. CORPORATE ADVISORY MERCHANT BANKING, M&A , RAISING OF CAPITAL Services and leading players Revenue streams and trends Primary market: Activities; participants (merchant bankers/lead managers, underwriters, primary dealers) Issues in primary market: IPOs performance; financing pattern in business cycle phases, book building vs. fixed pricing; green shoe option Regulatory framework for the segment Stock exchange: Role & functions; trading; clearing and settlement Issues involved: Demutualization; dematerialization; frauds; major innovations Indian debt market SEBI: Role; performance; effectiveness

4. CREDIT RATING AND ASSET MANAGEMENT Ratings and their importance

Process of Ratings Rating agencies: Credibility and reliability issues Mutual funds: Meaning; types; role in mobilization of funds; functioning; regulations Investment Banking: Basics; issues involved Hire purchase

5. FOREIGN CAPITAL Portfolio investment by FIIs Foreign direct investment External commercial borrowings Indian investments abroad Global financial crisis and India

SYLLABUS FOR SEMESTER III SPECIALIZATION: HUMAN RESOURCES COMPENSATION MANAGEMENT 1. COMPENSATION PLANNING Introduction, Basic concept of compensation Classical theories on wages Elements of labour economics Establishing pay rates, Importance of an ideal compensation plan Broad branding

Compensation plan and business strategy Devising a compensation plan Challenges affecting compensation

2. WAGE POLICY Concept of wage Wage policy in India; determinants of wage policy Impact of income tax on wage and salary administration Tools used for fixation on wages. Legislative framework in India

3. PAY PACKET- CONSTITUENTS Basic, D A, H R A, and other allowance, Perquisites, Fringe benefits.

4. PAY-FOR-PERFORMANCE & FINANCIAL INCENTIVES Meaning and definitions; Background and trends Pre-requisites of effective incentive system Scope of incentive schemes Types of incentives- group incentive plan, for indirect workers, for operations employees of managers and professionals, for sales persons Total compensation programs.

5. BENEFITS & SERVICE Why benefits and services? Types of employee benefits and service insurance, retirement, employee services benefit and others Principles of Fringes, Significant benefits and services, the future of fringe benefits Guidelines to make benefit program more effective Benefits and employee leasing.

GROUP DYNAMICS

1. UNDERSTANDING DYNAMICS OF WORK GROUPS AND WORK TEAMS

Definition of work teams Importance of work teams Difference between work groups and work teams Types of work teams Effectiveness of work teams. Work groups: from the Hawthorne studies to work teams of the 1990s and beyond. Characteristics of work teams and essential requirements for the same Teams and Total quality management- Teams and workforce diversity.

2. GROUP PROCESSES & DYNAMICS ASSOCIATED WITH IT

Communication patterns, leadership behavior power dynamics, and conflict interactions. Synergy Social Facilitation Effect.

Relationship between interdependence of tasks, complexity of tasks and uncertainty of outcomes knowledge based tasks.

3. INFORMAL ORGANIZATIONS AND GROUP DYNAMICS

Group member status and leadership Influence and power dynamics in virtual organizations Understanding behavioral patterns and likely conflicts Handling grapevine and rumor- perception errors: projection and halo effect Influencing informal organizations

4. NEGOTIATIONS AND GROUP DYNAMICS

Interdependence Role of personality traits in negotiation Gender differences Cultural differences that affect group opinion

5. GROUP DYNAMICS WITH REFERENCE TO EMPOWERMENT AND

PARTICIPATIVE PROCESSES How do groups influence their members? Psychological analysis of social influence Majority influence as well as minority influence as well as between groups. How can groups be used to enhance psychological adjustment and well being? Response mechanics of members to group success and failures.

RECOMMENDED BOOKS
Donclson Forsyth: Group Dynamics (Woodworth) Rodney W. Napier and Matti K. Gerstend feld: Groups: Theory and Practice (AITBS / Houghton Miffin)

TRAINING AND DEVELOPMENT 1. TRAINING AND DEVELOPMENT: OVERVIEW Training and teaching Learning about management issues and concepts Principles of learning and development basic idea

2. TRAINING NEEDS Training needs classification; individual, occupational, and organizational level needs Identification of training needs

3. DESIGN OF A TRAINING PROGRAM AND ITS EXECUTION Training objectives Decision about content of training Training methods and choice of appropriate aids Parameters for assessment of training effectiveness Steps involved in conducting an effective training program

4. EVALUATION OF TRAINING Why evaluate? Methods for evaluation

Criteria for evaluation

5. INVENTORY OF TRAINING METHODS Lecture Case analysis Role plays Business / management games & simulations Experiential learning, including outdoors Organizing / preparing training material, including A.V. aids

RECOMMENDED BOOKS

Lynton & Pareek: Training for Development (Sage: 2nd edition) Uday Pareek: Training Instruments for OD & HRD Training For Organisational Transformation by Rolf Lvnton and Uday Pareek

SYLLABUS FOR SEMESTER III SPECIALIZATION: IT AND TECHNOLOGY BUSINESS INTELLIGENCE 1. BUSINESS INTELLIGENCE: INTRODUCTION Introduction to Business Intelligence Turbulent business environment and organizations survival and in such an environment (solving problems and exploiting opportunities excellence) Need for computerized support of managerial decision making Business intelligence (BI) methodology and concepts and their relation to DSS Major issues in implementing business intelligence

2. DATA WAREHOUSING AND AQUISITIONS Basic definitions and concepts of data warehouses Data warehousing architectures Processes used in developing and managing data warehouses Data warehousing operations Role of data warehouses in decision support Data integration and the extraction transformation, and load (ETL) processes Real-time (active) data warehousing Data warehouse administration and security issues

3. BUSINESS AND DATA ANALYTICS Business analytics (BA) and its importance to organizations

Major BA methods and tools Online analytical processing (OLAP), data visualization, and Multidimensionality and decision making Advanced analysis methods Business Analytics and web Decision support system

4. DATA MINING FOR BUSINESS DECISIONS Data mining and its objectives and benefits Different purposes and applications of data mining Different methods of data mining, especially clustering and decision tree models Use of some data mining software Process of data mining projects Data mining pitfalls and myths Text mining and its objectives and benefits Use of text mining in business applications Web mining and its objectives and benefits

5. BUSINESS PERFORMANCE MANAGEMENT Nature of business performance management (BPM) Closed-loop processes linking strategy to execution Best practices in planning and management reporting Difference between performance management and measurement Tools for BPM

Turban, Sharda, Aronson, and Peng-Liang: Decision Support and Business Intelligence System Stair and Reynolds: Principles of Information Systems Stuart Barnes: Knowledge Management Systems S.A.Kelkar: Structured Systems Analysis & Design: A Concise Study

M.H.Zuck: Knowing and Strategy Effy Oz: Management Information Systems

STRATEGIC INNOVATION MANAGEMENT

1. INTRODUCTION TO INNOVATION

Basic Concepts Innovation in Context: What is Innovation? Culture and climate for innovation: Macro to business unit level

2. PROCESS OF INNOVATION MANAGEMENT Innovation Process Management; Need, significance, and challenges Actual process Process learning 3. SETTING THE TONE Creativity in innovation Design for Innovation 4. SCM AND INNOVATION Supply Chain Management and Innovation: Role significance and contribution of SCM for operational innovation 5. INFORMATION INPUTS AND INNOVATION Knowledge Management and Learning for Innovation

HBR: HBR on Innovation Shlomo Maital & D.V.R.Seshadri: Innovation Management- Strategies, Concepts and Tools Chaturvedi, Aseem Kumar, & Rahul: Managing Innovations and New Product Development:Concepts & Cases Bertrand Bellon & Whittington: Competing Through Innovation

V.Govindarajan: Breakthrough Innovations Allan Afuah: Strategic innovations

STRATEGIES FOR MANAGING NETWORKED BUSINESSES

1. INFORMATION SYSTEM: Core concept Infrastructure Computer networks Database management

2. INFORMATION SYSTEM Information systems for sales and marketing Information systems for HR Information systems for accounting & finance Enterprise Information systems

3. INFORMATION SYSTEMS PLANNING AND DEVELOPMENT

Business system planning; organizing work Business and IT mapping Information engineering: architecture, development, prototyping, etc

4. INFORMATION SYSTEMS FOR BUSINESS EFFECTIVENESS Organizational performance and information system IT investment, application, and business effectiveness: linkages and management

5. I.S IMPLEMENTATION: CSF Information systems success models CSFs for IS implementation Successful implementation through change management

Mahadeo Jaiswal & Mittal: Management Information System Effy Oz: Management Information Systems Andrew Tannenbaum : Computer Networks James F. Kurase: Computer Networking: A Top Down Approach Craig Zacker : Networking the Computer Systems SYALLBUS FOR SEMESTER IV ENTREPRENEURSHIP AND SMALL BUSINESS MANAGEMENT 1. NATURE IMPORTANCE AND SCOPE OF ENTREPRENEURSHIP Meaning of Entrepreneurship Creativity & business idea Business plan Finances for entrepreneurship

2. ISSUES RELATED TO ENTREPRENEURSHIP Buying a business Growing a business Managing a family business

3. SETTING UP SMALL BUSINESS IN INDIA Registration Procurement of space, electricity and other utilities

Preproduction contracts with vendors, suppliers, customers, etc Basic start up problems and their resolution

4. MANAGEMENT OF SMALL BUSINESS IN INDIA Planning and organizing Financial planning and execution Marketing Management HR issues

5. MANAGEMENT OF GROWTH Stabilisation strategies Growth strategies; crises of business growth

SYLLABUS FOR SEMESTER IV SPECIALIZATION: MARKETING B 2 B MARKETING 1. B2B MARKETING: OVERVIEW Nature and scope of B2B marketing Basics of industrial marketing

2. UNDERSTANDING CUSTOMER & ITS ENVIRONMENT Organisational buying behaviour Organising for the buying function Managing buyer seller relationship Researching the business markets

3. ORGANISING THE MARKETING FUNCTION Market segmentation strategy Product decisions for industrial products

Management of new industrial products Pricing strategy for new products Pricing strategy in a competitive environment

4. PROMOTING AND PLACING B2B PRODUCTS Communication for industrial markets Industrial products distribution Commercial aspects of industrial marketing Industrial selling

5. SPECIFIC MARKETING PROGRAMS Marketing of projects Marketing of industrial services

DISTRIBUTION AND LOGISTICS MANAGEMENT

1. DISTRIBUTION PLANNING AND CONTROL Role and function of intermediaries; their selection and motivation Distribution analysis, control, and management Channel dynamics: VMS, HMS, multichannel marketing system Channel conflict and their management

2. DISTRIBUTION SYSTEM Physical distribution system: Various decision areas Modes of transport in India; their characteristics

3. LOGISTICS Logistics management: Meaning; functional areas of logistics; logistics integration for customer satisfaction

4. COST AND CUSTOMER MANAGEMENT

Distribution costs and their management Customer service

5. SUPPLY CHAIN Supply chain management Integration of procurement and supply strategies

Chopra, Meindi, and Kalra: Supply Chain Management R.H.Ballou and Samir K. Srivastava: Business Logistics/ Supply Chain Management Satish C. Allawadi & Rakesh Singh: Logistics Management Kapoor & Kansal: Basics of Distribution Management: A Logistics Approach P. Venugopal: Sales and Distribution Management

MARKETING RESEARCH 1. INFORMATIONAL PERSPECTIVE AND ORGANIZATION Marketing research: Meaning, need, and scope Information and decision making Marketing information system Decision support systems Research process and research design Research data

2. MEASUREMENT TECHNIQUES IN M.R. The concept, scales, and components of measurement Questionnaire design Qualitative design. Attitude scales Interviews

Mailed questionnaires Group discussions Focus groups Motivation/psychological research Shopping mall tests Web based research

3. SALES FORECASTING Importance of sales forecasting and its role in marketing research Consequences of incorrect forecasting Quantitative & qualitative aspects of forecasting

4. RESEARCH IN MARKETING MIX Product research testing Price research Distribution research Advertising and communication research

5. MARKETING RESEARCH REPORTS Preparing written research reports and oral presentations Reading and interpreting research reports.

SYLLABUS FOR SEMESTER IV SPECIALIZATION: MARKETING COMMUNICATION

ACCOUNT PLANNING, SERVICING AND MANAGEMENT 1. COMMUNICATION PLANNING AND EXECUTION Situation analysis Objective setting Message strategy Media strategy Execution

2. ACCOUNT PLANNING BASICS Meaning and scope of account planning Role, responsibilities, and tracts of an account planner Account servicing basics Overall account management

3. 4. 5.

RESEARCH AND ACCOUNT PLANNING Strategic research Strategy document Message development research Research challenge ACCOUNT SERVICING Advertising agency and account servicing Role and responsibilities of client service team Client - agency relationship: services provided ACCOUNT MANAGEMENT Client brief Strategy formulation Strategic execution Evaluation

RECOMMENDED BOOKS Sangeeta Sharma & Raghuvir Singh: Advertising Planning and Implementation Tej K. Bhatia: Advertising and Marketing in Rural India John Steel: Truth, Lies and Advertising- The Art of Account Planning Sunil Gupta: Living on the Edge Don Cowley: How to Plan Advertising

MARKETING RESEARCH AND ADVERTISING RESEARCH 1. INFORMATIONAL PERSPECTIVE AND ORGANIZATION Marketing research: Meaning, need, and scope Information and decision making; M.I.S. Research process and research design Research data

Techniques to collect information

2. RESEARCH IN MARKETING MIX Product research Price research Distribution research Communication research 3. 4. PRERESEARCH IN ADVERTISING Advertising research during pre and post release phases Creative development research Concept testing Pretesting the whole campaign POSTTESTING Techniques for post testing Measurement of effectiveness of advertising Limitations of research in advertising

5. PRESENTING RESEARCH Preparing written research reports and oral presentations Reading and interpreting research reports RECOMMENDED BOOKS Green, Tull, and Albaum: Research for Marketing Decisions John Philip Jones: When Ads Work: New Proof that Advertising Triggers Sales Luck and Rubin: Marketing Research Naresh Malhotra: Marketing Research- An Applied Orientation Zikmund: Marketing Research

PUBLIC RELATIONS AND CORPORATE COMMUNICATION

1. PUBLIC RELATIONS Meaning and scope Tools for P.R Planning of a P.R. activity Executing a P.R.campaign 2. CORPORATE COMMUNICATION Concept: Need, advantage, benefits Identification of public for corporate communication Corporate communication planning and execution

3. CORPORATE COMMUNICATION SETUP Functional interface within the organization Role of corporate communication department 4. EXTERNAL COMMUNICATION Media Training External functional interface with ad. Agency, PR agency, and other media Limitations of corporate communication 5. CORPORATE COMMUNICATION CASE STUDY Success stories Failure stories RECOMMENDED BOOKS Philip Lesley: Handbook of Public Relations (Jaico) Sushil Behl: Making P.R. Work (Wheeler Publishing) Subir Ghosh: Public Relation Today (Rupa) Center & Jackson: Public Relations Practices Lynn Upshaw: Truth: The New Rules for Marketing in a Skeptical World

SYLLABUS FOR SEMESTER IV SPECIALIZATION: FINANCE

MERGER & ACQUISITIONS 1. FORMS OF BUSINESS ALLIANCES Strategic choice of type of business alliance Merger and acquisition and take-over Introduction to restructuring problems; types of mergers; reasons for M & A; vertical, horizontal, conglomerate, concentric mergers. History of mergers the first to the fourth wave and causes thereof. The strategic Process Theories of mergers and tender offering financial synergy and managerial synergy. Joint ventures and alliances 2. DEFINING AND SELECTING TARGET Pricing of mergers (Pricing the competitive bid for take- over) Negotiation/approach for merger Acquisition and take over contracting; implementation of M & A; managing post-merger issues

3. VALUING FIRMS AND THE DIFFERENT METHODS OF VALUATION Product life cycle effect on valuation. Corporate and financial restructuring Divestiture Mechanism, process and techniques legalities involved in M & A and take-over Ethical issues of merger and take-over

4. ACCOUNTING FOR MERGERS Financing the mergers and Take-overs Corporate restructuring divestment and abandonment

5. LEGAL ASPECTS OF M&A Legal aspects of mergers/amalgamation and acquisition; provisions of Companies Act; SEBI regulation; Takeover Code; schemes of amalgamation; court approvals MULTINATIONAL BUSINESS FINANCE & FOREX MANAGEMENT 1. ESSENTIALS OF INTERNATIONAL FINANCE International finance: Issues & dimensions International finance: Nature, role International monetary/financial system Internationalization process; international financial flows, and balance of payments framework 2. CAPITAL IN MBF Capital structure Capital budgeting Working capital management 3. INTRODUCTION TO FOREIGN EXCHANGE Sources and Uses International exchange system and balance framework, International financial institutions , Basic glossary of foreign exchange market 4. FOREX MARKETS Regulatory framework Various kinds of instruments Different type of markets Working of Forex market 5. FOREIGN EXCHANGE RISK MANAGEMENT Introduction and need of risk management Types of risks and instruments to hedge forex risks - Currency futures and currency options - FX exposure and transaction risk - Market Risk - Counterparty Credit risk - Settlement risk - Measurement Techniques and Management Practice of payment (BoP)

Hedging products

STRATEGIC CORPORATE FINANCE 1. INTRODUCTION TO STRATEGIC FINANCE Business system and maximization of wealth of shareholders/stakeholders Objective function of a business entity: wealth maximization for the shareholders and/or stakeholders Corporate governance issue: Principal agency problem Share holders marginal and average Principles of investment decisions

2. MEASUREMENT OF RETURNS Investment decisions: strategic and tactical roadmap for companies Capital budgeting: Concepts; decision making, including risk analysis Inflation and capital budgeting Economic value added (EVA): Concept and measurement in India companies 3. CORPORATE FINANCING DECISIONS Corporate life cycle approach Corporate debt: Benefits and costs Optimal capital structure Issues in designing capital structure (profitability & liquidity, control & tax tax planning, maneuverability) Transition from prevailing capital structure to optimum mix (debt plus equity) Dividend payouts

4. BUSINESS DECISIONS AND BUSINESS VALUATION Basics of business valuation Discounted cash flow: Concept, variants, and measurement Real options Relative valuation Integrated business valuation

5. CORPORATE RESTRUCTURING AND CORPORATE FINANCE Financial framework for Corporate Restructuring Corporate Debt Restructuring Mechanism PE and hybrid financing

RECOMMEDED BOOKS Ashok Banerjee, Financial Management, EB Prasanna Chandra, Fundamentals Financial Management, TMH John Wild, Subrananyam & Robert Halsey, Financial Statement Analysis. TMH Brearly and Myers: Financial Management Applied Corporate Finance (by) A. Damodaran (John Wiley)

SYLLABUS FOR SEMESTER IV SPECIALIZATION: HUMAN RESOURCES

HUMAN RESOURCE PLANNING

1. INTRODUCTION TO MANPOWER PLANNING Definition and scope Objectives, importance, benefits, and challenges involved.

2. MANPOWER PLANNING PROCEDURES System and procedures used Manpower data bank Norms, plans, and projections Forecast: Manpower supply and demand; reconciliation between the two Manpower budgeting Manpower acquisition and redeployment

3. ASSESSMENT OF MANPOWER REQUIREMENT Information required

Manpower surveys; employment market information Labor market characteristics

4. MANAGING CAREERS Career planning and management Succession planning

5. UTILIZATION AND CONTROL Improving manpower utilization Wastage analysis, downsizing, and manpower control.

BASIC TEXT: Dipak K. Bhattacharya: Human Resource Planning (Excel) Gatewood, Field & Barrick: Human Resource Selection (Cengage: 2008)

PERFORMANCE MANAGEMENT & APPRAISAL SYSTEM 1. INTRODUCTION TO PERFORMANCE APPRAISAL Performance appraisal: Meaning, purpose, and scope Pros, Cons and reputation of performance appraisal Legal aspects of performance appraisal systems Performance planning

2. PERFORMANCE EXECUTION Performance Performance Performance Performance execution: Meaning, and scope execution & managerial and employee responsibilities tracking enhancement: Motivators

3. PERFORMANCE ASSESSMENT Appraisal of performance Review Appraisal forms Process

4. BUILDING PERFORMANCE EXCELLENCE Factors leading to excellence in work Creating development plans that work for the employees Management and employee responsibilities in development Using the job as part of the development process Problem employees Identifying gaps between desired and actual performance Getting a buy in to change Documenting change discussions Attitude and attendance problems

5. PERFORMANCE CONSELLING Objectives of counselling Conditions for effective counselling Sequential process of performance counselling Making counselling effective

RECOMMENDED BOOKS TV Rao: Performance Management & Appraisal System Saks: Performance Management through Training and Development Michael Armstrong: Performance Management TV Rao: 360 Degree Feedback and Performance Management System Mike Waltens: The Performance Management Handbook
WORK PSYCHOLOGY 1. PSYCHOLOGICAL PROCESSES IN WORK CONTEXT Framework and bases Personality in work context Industrial psychological research

2. ENVRIONMENTAL PSYCHOLOGY AND ERGONOMICS Organizational psychology Environmental psychology Ergonomics

3. WORKPLACE DIVERSITY AND PSYCHOLOGICAL ADJUSTMENTS

Work psychology well being, and adjustments Workplace diversity

4. INDUSTRIAL PSYCHOLOGY TESTING AND ASSESSMENT Psychological testing: Meaning, scope, and effectiveness Principles involved: Norms and meaning of test scores, reliability, validity, and item analysis Ability testing: Individual tests; tests for special populations; group testing Personality testing: Self assessment personality inventories; measurement of interests and attitudes; projection techniques Application of testing; ethical and social considerations involved Personnel psychology

5. INDIVIDUAL DIFFERENCES AND WORK PERFORMANCE Demographic, personality, and cultural factors contributing to individual differences Individual differences in the work context Individual differences in cognitive behaviours, personality traits, personal orientation, and emotional state Individual difference in goal striving, work motivation, and work satisfaction Individual differences and decision making behaviours Individual differences and entrepreneurship Individual differences and organizational withdrawls

RECOMMENDED BOOKS Paul M. Muchinsky: Psychology Applied to Work Malthewman, Rose, and Hetherington: Work Psychology : An Introduction to Human Behaviour Dunanc Schultz: Psychology and Work Today Peter Wartsman: Psychology at Work John Arnold, Ivan T.Robertson, and Cary L. Cooper: Work Psychology:Understanding Human Behaviour in The Workplace

SYLLABUS FOR SEMESTER IV SPECIALIZATION: IT AND TECHNOLOGY

ERP AND CRM CONSULTING & IMPLEMENTATION

1. INTRODUCTION TO ERP

Meaning Various products available, including SAP ERP implementation: phases and problems faced Models of ERP

2. VERTICALS AND ERP Banking Retail Telecom Services Logistics Manufacturing

3. CRM STRATEGY Planning CRM implementation Understanding and measuring service quality Voice of customer

4. TECHNOLOGY FOR CRM Contact centre Frontdesk management CRM technology Customer data management

5. CRM MEASUREMENT What needs to be measured Consumer matrices Application of the matrices

RECOMMENDED BOOKS Ashim Raj Singla: Enterprise Resource Planning Rahul V. Altekar: Enterprise Resource Planning: Theory and Practice Fjermestad & Romano: Electronic Customer Relationship Management V.K.Garg & N.K.Venkitakrishnan: ERPWare: ERP Implementation Frameworks Alexis Leon: Enterprise Resource Planning M COMMERCE 1. INTRODUCTION

Concept of commerce, e-commerce, and commerce through mobile screens Scope of m commerce in India vis a- vis. Other modes Obstacles in the path of m commerce in India

2. MOBILE COMMUNICATION Managerial perspective of mobile communication and mobile internet Business models and m commerce today; m commerce value chain

3. MOBILE COMMERCE IN INDIA Mobile ways in India; mobile industry Relevance and potential of mobile industry in urban and rural India

4. MOBILE INDUSTRY: POLICIES AND REGULATIONS Regulatory issues of m commerce Regulatory model of m commerce: Stakeholders perspective

5. SYSTEMS DYNAMICS The eco system of m commerce: Casual loops and impact of policies and regulation Mobile commerce: Present and future in India Wireless spectrum auctions Mobile security and payments

RECOMMENDED BOOKS Norman Sadch: M.Commerce: Technologies, Services, and Business Models David Whiteley: E- Commerce Elias M. Awad: Electronic Commerce: From Vision to Fulfilment P.T.Joseph: E-Commerce: An Indian Perspective Ravi Kalakote & Andrew B. Whinston : Frontiers of Electronic Commerce

TECHNOLOGY AND STRATEGIC CONSULTING

1. INTRODUCTION: What is technology Contribution of technology to business performance: Economic analysis Technological and performance enhancement

2. TECHNOLOGY AND VALUE CHAIN Concept of value chain and contribution of technology: Technology & competitive advantage Technology and value chain optimization

3. TECHNOLOGY SELECTION Technology scanning: Searching for window of opportunity Matching internal and external competencies Evaluation of risk vs. potential for success Short term vs. long term considerations

4. TECHNOLOGY ASSESSMENT Methodologies of technological assessment Problem issues in TA Organization and management of TA

5. ENTREPRENEURSHIP & TECHNOLOGY Web based entrepreneurship Websites and their potential in conducting business

RECOMMENDED BOOKS Randev Mehta: Getting to Transformation Momaya & Sharma: New Business Paradigm : Global, Virtual, and Flexible

Kathleen R. Allen: Bringing New Technology to Market Anderson, Bramorski, Tesar, and Ghosh: Strategic Technology Management Sameer Kumar: Connective Technologies in the Supply Chain White: The Management of Technology and Innovation: A Strategic Approach