mba syllabus autonomous new

SCHOOL of MANAGEMENTDwarka Doss Goverdhan Doss Vaishnav College (AUTONOMOUS)

M B A (NEW Curriculum, Syllabus, effective from JULY – 2009)

Arumbakkam, Chennai 600 106

Phone – 91-44-2475 0162

Web site : www.dgvcmba.com

1

Program structure for MBA (Full Time)

FIRST SEMESTER

Course Code Course Title Dept. L T P C

MBA-101 MANAGEMENT PROCESS and ORGANIZATIONAL BEHAVIOUR

MBA 3 - 1 4

MBA-102 STATISTICS FOR MANAGEMENT MBA 3 - 1 4

MBA-103 ECONOMICS FOR MANAGERS MBA 4 - - 4

MBA-104 ACCOUNTING FOR MANAGERS MBA 3 - 1 4

MBA-105 LEGAL SYSTEMS IN BUSINESS MBA 3 - 1 4

MBA-106 MARKETING MANAGEMENT MBA 3 - 1 4

MBA-S-101 SOFT SKILLS-I MBA 2 - 1 2

SUB-TOTAL 21 - 6 26

SECOND SEMESTER

Course Code Course Title Dept. L T P CMBA-201 HUMAN RESOURCES MANAGEMENT MBA 3 - 1 4

MBA-202 RESOURCE MANAGEMENT TECHNIQUES MBA 3 - 1 4

MBA-203 OPERATIONS MANAGEMENT MBA 3 - 1 4

MBA-204 FINANCIAL MANAGEMENT MBA 3 - 1 4

MBA-205 RESEARCH METHODOLOGY MBA 3 - 1 4

MBA-206 MANAGEMENT INFORMATION SYSTEMS MBA 3 - 1 4

MBA-207 INTERNATIONAL BUSINESS MANAGEMENT MBA 3 - 1 4

MBA-S-201 SOFT SKILLS-II(Advanced Language & Communication)

MBA 2 - 2

SUB-TOTAL 23 - 7 30

SUMMER INTERNSHIP ( 6 weeks )

Course Code

Course Title Dept. L T P C

MBA-299 Summer Project MBA 0 0 0 2

SUB-TOTAL 0 0 0 2

2

Program structure for MBA (Full Time)

THIRD SEMESTER


MBA-301 STRATEGIC MANAGEMENT MBA 3 - 1 4

MBA-302 ENTREPRENEURSHIP MBA 3 - 1 4ELECTIVE - 1 MBA 3 - 1 3

ELECTIVE -2 MBA 3 - 1 3

ELECTIVE-3 MBA 3 - 1 3


MBA-S-301 SOFT SKILLS MBA 2 - 1 2

SUB-TOTAL 20 - 7 22

FOURTH SEMESTER

Course Code



ELECTIVE - 6 MBA 3 - 1 3

MBA-S-401 SOFT-SKILLS MBA 2 - 1 2

MBA-499 MAJOR Project MBA 0 0 0 10

SUB-TOTAL 18

L T P C

GRAND-TOTAL 98

3

LIST of ELECTIVES for MBA (Full Time)Course Code


FINANCEFIN-301 INVESTMENT MANAGEMENT MBA 3 0 1 3

FIN-302 FINANCIAL SERVICES MBA 3 0 1 3

FIN-303 WORKING CAPITAL MANAGEMENT MBA 3 0 1 3

FIN-304 CORPORATE FINANCE MBA 3 0 1 3

FIN-305 FINANCIAL DERIVATIVES MBA 3 0 1 3

FIN-306 RISK MANAGEMENT AND INSURANCE MBA 3 0 1 3

FIN-307 CORPORATE TAXATION MBA 3 0 1 3

FIN-308 MERGERS , ACQUISTION AND CORPORATE RESTRUCTURING

MBA 3 0 1 3

FIN-309 FINANCIAL MARKETS MBA 3 0 1 3

MARKETING

MKT-301 SERVICES MARKETING MBA 3 0 1 3

MKT-302 CONSUMER BEHAVIOUR MBA 3 0 1 3

MKT-303 INTEGRATED MARKETING COMMUNICATION MBA 3 0 1 3

MKT-304 PRODUCT AND BRAND MANAGEMENT MBA 3 0 1 3

MKT-305 RETAIL MANAGEMENT MBA 3 0 1 3

MKT-306 INTERNET MARKETING MBA 3 0 1 3

MKT-307 STRATEGIC MARKETING MANAGEMENT MBA 3 0 1 3

MKT-308 SALES MANAGEMENT MBA 3 0 1 3

MKT-309 STRATEGIC AND ANALYTIC CRM MBA 3 0 1 3

SYSTEMSSYS-301 RELATIONAL DATABASE MANAGEMENT SYSTEM MBA 3 0 1 3

SYS-302 ECOMMERCE TECHNOLOGY AND MANAGEMENT MBA 3 0 1 3

SYS-303 DECISION SUPPORT SYSTEM MBA 3 0 1 3


4

HRMHR-301 INDUSTRIAL RELATIONS MBA 3 0 1 3

HR-302 HUMAN RESOURCES DEVELOPMENT MBA 3 0 1 3

HR-303 ORGANIZATIONAL DEVELOPMENT MBA 3 0 1 3

HR-304 TRAINING AND HUMAN PERFORMANCE ENHANCEMENT

MBA 3 0 1 3

HR-305 LEADERSHIP AND ORGANIZATIONAL EFFECTIVENESS

MBA 3 0 1 3

HR-306 STRATEGIC HUMAN RESOURCE MANAGEMENT AND DEVELOPMENT

MBA 3 0 1 3

HR-307 COMPENSATION MANAGEMENT MBA 3 0 1 3

HR-308 KNOWLEDGE MANAGEMENT MBA 3 0 1 3

HR-309 LABOUR LEGISLATIONS MBA 3 0 1 3

INTERNATIONAL BUSINESS MANAGEMENT (IBM)HR-310 GLOBAL HUMAN RESOURCE MANAGEMENT MBA 3 0 1 3

MKT-310 GLOBAL MARKETING MBA 3 0 1 3

FIN-310 INTERNATIONAL FINANCIAL MANAGEMENT MBA 3 0 1 3

SUPPLY CHAIN MANAGEMENT (SCM)SCM-301 LOGISTICS MANAGEMENT MBA 3 0 1 3

SCM-302 MANAGING COSTS in SUPPLY CHAIN MBA 3 0 1 3

SCM-303 MANAGING THE GLOBAL SUPPLY CHAIN MBA 3 0 1 3

1. MANAGEMENT PROCESSES AND ORGANIZATIONAL BEHAVIOUR

5

Course Code: MBA-101

Objectives

A study of this course will help in understanding management principles and why employees behave the way they do, and also thereby predict how they are going to behave in the future. It is important to understand the diversity of societal culture and its bearings on the culture of an organization. The teamwork theories of organizational behaviour are essential tools in the hands of any manager. If implemented well, the organizational behaviour principles help in enhancing the overall performance of the organization.

Contents:

1. Management defined– Organizational hierarchy– Planning – Organizing- Methods of grouping activities – Directing -Optimum span-Communication-Co-ordination – Concept of control

2. Organisational Behaviour : Scope and Processes, The Changing Context, Societal Culture and Organisations, The Positive Perspective

3. The Individual Processes – Learning, Motivational, Perceptual, Attributional,

Personality, Attitudes.

4. The Interpersonal Processes – Interpersonal Styles, role and role effectiveness, work motivation, stress, leadership and decision making .

5. Effective Teams, Conflict Management , Culture and Climate, Organisation change and Development

Note : Psychometric instruments should be used for 3,4 & 5 to enable the students to carry out an objective Self Appraisal .

Reference Books:

1. K.Awathappa, Organisation Behaviour Text,Cases and Games, , Himalaya Publishing House.2. Fred Luthans, Organisation Behaviour, McGraw Hill3. Hell Riegel, Slocum and Woodman, Organisation Behaviour, South Western, Thomson

Learning, 9th Edition,4. R.S. Dwivdi, Human Relations and Organizational Behaviour, Mc Millan India Ltd., 5th Edition.5. Staw, B.M. Psychological Dimensions of Organizational Behaviour, 2nd Edition, Engle Wood

Cliffs, Prentice Hall 1995.6. Stephen P. Robbins, Organizational Behaviour, 9th Edition, Pearson Education, New Delhi,

2002.7. Steven L. Mc Shane, Mary Ann Von Glinow, Organizational Behaviour, Tata McGraw Hill.8. Hersey & Blanchard :Management of Organisational Behaviour,8th Edition,PHI, 2002.9. Udai Pareek, Understanding Organisational behavior, Oxford University Press

2. STATISTICS FOR MANAGEMENT

6

L T P C

3 - 1 4

L T P C

3 - 1 4


Objectives:

This course is aimed at introducing the statistical concepts which would enable students to take better business decisions. A greater emphasis will be on the use of packages like SPSS, EXCEL, SYSTAT etc. to interpret the statistical data. The course would be administered using both lectures and tutorials to give the students a hands-on experience with simulated real life business situation.

Contents:

1. Probability: Introduction to probability theory: events and their probabilities, subjective probabilities; continuous and discrete distributions: Binomial, Poisson, Normal, and exponential distributions; Expected values, averages and standard deviations. Conditional Probability – Baye’s theorem. Decision Theory: Decision making under uncertainty – Decision making under risk – Decision tree.

2. Correlation, Regression Analysis: Correlation coefficient – Rank Correlation coefficient – Regression lines, Time series Analysis: Trend analysis – cyclical variations – seasonal variations and irregular variations.

3. Sampling distribution : Estimation and Hypothesis, Sampling Distribution concepts, Introduction to sampling distributions, concepts – sample size – Point and Interval estimates of Mean – Hypothesis – Testing of Proportion and Mean - Methods of sampling – Concepts of sampling and non-sampling errors – Standard error- Type I and Type II error in Hypothesis testing Large samples (Z test) – One tailed and two tailed test – Test of significance of single(specified) mean – Test of significance of difference between two means(equality) – Test of significance for a single(specified) proportion – Test of significance of difference between two sample proportions(equality) – Test of significance for a single(specified) standard deviation – Test of significance of difference between two standard deviations(equality) – Test of significance for correlation coefficient. Small samples – One tailed and tailed test – t test – Test of significance of a single mean – Test of significance of difference between two means – Paired t test for difference of means –.

4. Parametric Analysis – Analysis of variance – one-way and two-way classification. F test – Test of significance of difference between two standard deviations(variances), Chi Square Test – Goodness of Fit – Relationship between variables

5. Non- Parametric Methods: Sign test for paired data and one sample sign test – Mann-Whitney U test or a Rank sum test – Kruskal-Wallis a test – One sample Run test – Rank Correlation test – Kolmogorov-Smirnov test.

Reference books 1. Green & Tull, Market Research, Prentice Hall2. Amir D. Aczel, Complete Business Statistics, 5th ed., Irwin McGraw Hill,20013. Hooda R.P, Statistics for Business and Economics, 2nd ed., Mc Millan India 4. Richard I .Levin & David S .Rubin, Statistics For Management ,7th ed., PHI 5. Dr. P.N. Arora and Mrs. S. Arora, Statistics for management, S. Chand & Company Ltd.6. S. C. Gupta, Fundamentals of statistics, Himalaya publishing house.7. P.R. Vittal, Quantitative techniques, Margham publications.8. Anderson. D.R. Sweeney D.J. and Williams. T.A., Statistics for business and economics, Thomson

(south-western) Asia Pvt. Ltd.

3. ECONOMICS FOR MANAGERS

7


Objectives:This course is intended to provide an introduction to basic principles of microeconomics -its application to business decisions, and important macro-economic issues such as the national income and accounting, determinants of long run economic growth, trade balance & financial flows. Graphs would be used to explain various principles.

Contents:

1. Firms- nature, rationale & objectives of firms, Economic Profit, Theory of Consumer Demand & Indifference Curves, Income effect & substitution effect of price changes, demand curve, law of demand, change in demand Vs change in quantity demanded, industry demand, short run Vs long run demand, Elasticity of Demand – price & income elasticity, cross elasticity, substitution elasticity, Demand Estimation – multiple regression, forecasting models.

2. Production function, laws of Production, cost analysis, short and long run cost functions, Economies of Scale & Scope, Supply analysis, Elasticity of supply, Revenue Analysis.

3. Product market structure, competition, barriers to entry, pricing in different markets – Perfect Competition, Monopoly, Discriminating monopoly, Monopolistic competition and Oligopoly, Administered prices – floor price & price ceiling, Dual pricing, Export pricing

4. Macroeconomics--National income accounting, methods of determining national income, GDP-measurement, Real GDP, Price Index & inflation, Consumption Function, saving, investment, goods-market equilibrium, Multiplier effect, Balance of Payments account

5. Money –Demand, Elasticity, Velocity, IS-LM Model, Business Cycles, Inflation, unemployment, Monetary and Fiscal policy, Exchange rates – fixed & flexible and economic policy in the open economy, Government spending & its financing

Reference Books:

1. Mithani, D M, Managerial Economics – Theory & Applications, Himalaya Pub.2. Mehta, P L, Managerial Economics – Analysis, Problems & Cases, Sultan Chand3. Peterson, H. C and Lewis, W. C. Managerial Economics, 4th Ed, Prentice Hall 4. Abel & Bernanke, Macroeconomics, 4th ed, Pearson Pub 5. Froyen, Macroeconomics, 6th ed., Pearson Education6. Spencer M.H., Managerial Economics, Text problems and Short Cases.7. Dewett K.K., Modern Economic Theory, S. Chand &Company Ltd.

4. ACCOUNTING FOR MANAGERS

8

L T P C

4 - - 4

Course Code: MBA- 104

Objectives:

This course aims at introducing basic accounting concepts, the system of recording and summarizing the effects of transactions on financial statements. Efforts will also be made to analyze and interpret the profitability and financial solvency of a business, the importance of internal control over cash, receivables, inventories, payables, liabilities and fixed assets. Attempts will be made to use software like TALLY & EXCEL etc. in preparation and analysis of financial statements.

Contents:

1. Introduction to Basic Accounting concepts & Principles, relevance of GAAP, Analyzing Transactions , Matching Concepts, preparing a Trial Balance, Income Statement & Balance Sheet, Accounting Systems and Internal Controls

2. Cash , Internal Control over Cash, bank reconciliation, Receivables, Inventories –Valuation & Costing, Fixed Assets & tangible assets Accounting – Depreciation, Leasing , Current liabilities, Funds flow and Cash flow statement

3. Financial statement Analysis-ratio analysis4. Cost Accounting – Elements of cost – Cost of goods manufactured – Pricing of elements – Basis of

allocation – Standard costing and variance analysis – Job and process costing.5. Marginal Costing – Cost volume – Profit relationship – Break – Even Analysis – Direct costing vs

Absorption costing, Reporting to management – Uses of Accounting information in Managerial decision-making.

Reference Books:

1. Carl S Warren, James M Reeves, Philip E Fess, “Financial Accounting” , Thompson, 20032. M.Y. Khan & P.K. Jain – Management Accounting, Tata McGraw Publishing Company Ltd.3. S.K. Bhattacharya John Dearden – Accounting for Management Text and Cases Vikas Publishing

House, New Delhi4. T.S. Reddy & Y. Hari Prasad Reddy – Financial and Management Accounting –Margham

Publications, Chennai5. Nhavesh M. SPaul, Cost Accounting or Management Accounting, Allied Publishers Ltd., New

Delhi, 19976. S.P. Jain & K.L. Narang, Cost Accounting, Kalyani Publishers, Ludhiana, 19977. N.Ramachandran & Ramkumar – “Financial accounting for management – Tata McGraw hill8. Mukherjee & Hanif – “Financial accounting”- Tata McGraw hill9. N.M.Singhvi & Ruzbeh – “ Management accounting” – Prentice hall of india10. M.A.Sahaf- “Management accounting”- Vikas publishers11. Horngren. Sundem ‘ Sralton, Introduction to Management Accounting, New Delhi, Prentice Hall of

India Pvt. Ltd., yr.1999.12. Man Mohan & S.N. Goyal, Principal of Management Accounting – Sahityabhavan, Agra, India.13. I.M. Pandey, Management Accounting, 3rd edition New Delhi, Vikas Publication, yr. 2000.14. Robert N. Antony, Management Accounting Principles – D.B. Tareporevala Sons & Co. Ltd.15. Ronald N. Hilton, Managerial Accounting, 5th edition New Delhi, Tata McGraw Hill yr.2002.16. Srinivasan N.P. Management Accounting Sterling Publications, 1996.

5. LEGAL SYSTEMS IN BUSINESS

9

L T P C

3 - 1 4

L T P C

3 - 1 4


Objective:

This course is designed to provide an understanding of the legal processes involved in the management of an organization and develop an understanding of the basic principles of law that apply to business transactions, contracts, torts etc. Efforts will be made to ensure that the students understand the purpose and logic of the laws and also recognize the effect of social forces and environmental factors

Contents:1. Law of contract: offer & acceptance – consideration- capacity of parties- free consent-

legality of object-performance of contract – discharge of contract – remedies for breach of contract. Special contracts – sale of goods act 1930 – negotiable instruments act 1881

2. Company Law : kinds of companies – formation & incorporation of a company – memorandum & articles of association – prospectus – membership in a company – share capital – shares – application & allotment of shares – directors – company secretary – meetings – dividends – accounts & audit – winding up of a company

3. Industrial Law : Factories act 1948 – Industrial disputes act 1947 – Trade unions act 1926 – Minimum wages act 1948 – ESI act 1948 – EPF & miscellaneous provisions act 1952 – Payment of Gratuity act 1972 – Payment of Bonus act 1965

4. Law & Taxation : Income tax , Capital Gains, Central Excise Tax, Value Added Tax, Service Tax

5. The consumer protection act 1986 – Pollution control act, IPR-Patents, Copyright,

Trademarks etc,

Reference Books:

1. N.D. Kapoor, “Elements of Mercantile Law”, Sultan Chand & Company, New Delhi.2. Sen & Mitra, Arun kumar sen & Jitendra kumar Mitra, “Commercial law & Industrial Law”,

The World Press(p) Ltd, Kolkata.3. P.P.S. Gonga, “ Mercantile Law”, S.Chand & Co, New Delhi.4. Dr. Vinod K. Singhania, “Direct Taxes Planning Management”.5. Akhileshwar pathak – “ Legal aspects of business” – Tata McGraw Hill, 20076. D.Chandra Bose – “Business Law”—Prentice hall of India7. G.K.Kapoor – “ Lectures on corporate and allied laws” – Sultan chand & sons8. M.C.Kuchhal & Deepa prakash – “ Business legislation for management” – Vikas

publishing house9. Ashok.k.Bagrial – “Company Law” – Vikas publishing house10. S.C.Srivastava – “ Industrial relations and labour laws”—Vikas publishing house11. C.Tulsian –“ Business Law” – Tata McGraw hill 12. James & Terry – “ Law for business “ – McGraw hill

6. MARKETING MANAGEMENT

10


Objectives:

This course is intended to bring about an awakening in organizations by emphasizing the all-pervasive & company-wide role of Marketing. Marketing has to take a lead in driving the company’s vision, mission & strategic planning. Marketing is about deciding what business the company wants to be in, who the company wants as its customers, which needs should it satisfy, what products / services should it offer & what partnerships should it develop. Efforts will be made to use recent cases in illustrating the principles.

Contents:

1. Defining marketing for the 21st century—digital revolution & its impact, Adapting marketing to the new economy–Internet & the new emerging Intermediaries

2. Scanning the market environment, Building customer satisfaction, value & retention – value chain & CRM, Gathering Information & measuring market demand

3. Analyzing consumer markets & buying behavior ; Business markets & buying behavior, Dealing with Competition, Identifying market segments & target markets

4. Positioning & differentiating the market offering through the product life cycle, Developing new market offerings, Setting the product & branding strategy, Designing & managing services, Developing pricing strategies & programs

5. Designing & Managing the marketing Channel – retailing, wholesaling & logistics, Managing integrated communication – advertising, sales promotion, public relations & direct marketing, Managing the sales force

Reference Books

1. William J. Stranton – Fundamentals of Marketing - McGraw Hill.2. S.A. Sharlekar – Marketing Management – Himalaya Publishing Co.,3. Boyd Walker –Marketing Management - McGraw Hill.4. Berkoviz Kerin Hontley Rudelivs, MARKETING, 6th ed., New York, Mcgraw Hill, yr.2002.5. Gony Armstrong, Philip Kotler, Marketing an Introduction 11th ed., Pearson Education Asia.6. Philip Kotler, Marketing Management (Millennium ed.,) New Delhi, Prentice Hall of India (P)

Ltd., yr. 2001.7. Rajan Saxena, Marketing Management, 2nd edition, New Delhi, Tata Mcgraw Hill Publishing

Co.Ltd., yr. 2001.8. V.S. Ramasamy and S. Namakumari, Marketing Management, Planning, Implementation &

control, New Delhi, Macmillan, yr. 2002.9. Zikmundld’Amico, Marketing, 7th edition, Australia, South Western Thompson learning.10. Srinivasan : Case Studies in Marketing,2ND edition,PHI ,2002.

7. SOFT SKILLS-I (Advanced Computing Skills )

11

L T P C

3 - 1 4

Course Code: MBA-S-101

Objectives:

The major objectives of introducing the Computer Skills course are to impart training for students in Microsoft Office and its different components like MS word, MS Excel, MS Access, Power point etc., and also familiarize with the Tally Package at two levels based on their knowledge and exposure. The course is highly practice and application oriented with hands-on working on the various software packages.

Contents:

1. Word Processing - Formatting – paragraph and character styles, templates and wizards, table and contents and indexes, cross referencing ; Tables and columns – creating manipulating and formatting; Mail Merge, Labels and Envelopes

2. Spreadsheets - Workbook- Building, modifying, navigating; Worksheet – Auto fill, copying and moving cells , inserting and deleting rows, printing; Formulas and functions- Troubleshooting formulas, Functions and its forms like database, financial, logical, reference, mathematical and statistical – Databases- creating, sorting, filtering and linking

3. Presentations – Power point – exploring, creating and editing slides, inserting tables and charts – Special effects – Clip Art, creating and drawing shapes, inserting multimedia content – Presentations – planning, animation, handouts, slideshow

4. Databases – Access- Components, creating a database and project, import and exporting, customizing; Tables – creating and setting fields; Queries – types, creating, wizards – Reports – creating and layout, Information management – Outlook – starting , closing, contacts, tool bars, file management; email - reading, composing, responding, attachments, signature, junk mail; tasks – screen, sorting , creating , deleting , assigning , updating; scheduling – calendar

5. Tally – Accounting package

Reference Books

1. Working in Microsoft Office ; Ron Mansfield, Tata McGraw Hill2. Microsoft Excel 2007; Guy Hart Davis, Tata McGraw Hill

Examination: 1. Internal could be based on theory and/or Practicals 2. External examination is based on practicals

12

L T P C

2 - 1 2

SEMESTER -II

1. HUMAN RESOURCE MANAGEMENT

13


Objectives:

This course brings to focus the redefined role of HR Managers in the effective utilization of human resources critical to the success of an organization. Efforts will also be made to broad base the impact of HR policies on all the employees, organization, community & the larger society.

Contents:

1. Strategic role of human resource management, Equal employment opportunity and HRM, Human Resource Policies: Need, type and scope – Advantage for a written policy -Human Resources policies and work Culture. Human Resources Planning: Long and Short term planning, Job Analysis, Skills inventory, Job Description and Job Specification and design of organization for HR productivity

2. Recruitment and selection: Purposes, types and methods, Personnel Search, Selection Instruments, Reduction of recruitment costs; Functions of HRM from Procurement to Separation: Placement, Induction, Transfers, Promotions, Disciplinary actions, Termination of Services: Resignation, Dismissal, Retrenchment and Voluntary Retirement Schemes, Exit Interviews, Prevention of employee turnover

3. Training & Development, Career development, Meaning of HRD, Role of training in HRD. Knowledge management, Appraising and improving performance, Removing subjectivity from evaluation, MBO as a method of appraisal, Job evaluation, Criteria for Promotions and job enrichment

4. Managing Compensation, Incentives and rewards-financial & non financial, Employee benefits, Health and safety, Work-stress: Causes and Consequences, Stress-Management programs

5. Employee relations and collective bargaining, Time management, Flexible Work arrangements, Creating high performance work systems, International HRM- recent developments

References:1. Bohlander, Snell & Sherman, Managing Human Resources, 12th ed, Thompson2. Gary Dessler, Human Resourse Managemnt , Prentice Hall, New Jersey, 7th International

Edition, 19973. Fisher, Schoenfeldt and Shaw, Human Resource Management, Houghton Mifflin Company,

Boston, New York, 4th edition 19994. Dale S. Beach, Personnel - The management of people at work, Mc Millan, New York.5. Bradwell, Holden, Human Resource Management., Prentice Hall.6. Luis R. Gomez – Mejia, David B.Balkin and Robert L. Cardy. Managing Human Resources,

PHI, 2002.7. Beardwell and Len Holder, Human Resource Management Macmillan India Ltd.,8. Straus and Sayles, Managing Human Resources – Prentice Hall Inc, (1977).9. Graham H.T., & R. Bennet, Human Resources Management – Pitman, London, (1995).10. Douglas McGregor, The Human Side of Enterprise.11. Hersey and Blanchard, Management of Organizational Behaviour, 8th Ed. PHI 2002.12. AIMA VIKAS Management Series- Performance Appraisal, Theory and Practice, N.Dli-1986 13. M.C. Gehee, William and Thayer, Training in Business and Industry , John Wiley& Sons,NY14. Decenzo/Robbins :Personnel / Human Resource Management,PHI,2002.15. Pattanayak : Human Resource Management,PHI,2002.

14

L T P C

3 - - 4

2. RESOURCE MANAGEMENT TECHNIQUES


Objective:

This course is structured to equip the students with mathematical tools for solving business problems with the help of software packages / spreadsheet (Excel - SOLVER) etc.. A greater stress will be laid on formulation of problems and also in examining the sensitivity of optimal solution to changes in various parameters.

Contents:

1. Introduction & Business Applications ,Linear Programming: Formulation of Problems. Solution using Graphs, Simplex method, Big-M Method,

2. Integer programming, Transportation – Initial basic feasible solutions – north west corner rule – least cost method – vogel’s approximation method – optimum solution – Modi method – Assignment methods – Travelling Salesmen problem.

3. Network Analysis: PERT – CPM.Game theory – Pure strategy – Mixed strategy – Dominance property – graphical method.

4. Queuing theory -- single and multi-channel models – Infinite number of customers and infinite calling source. Replacement models – Individual replacement models(with and without time value of money) – Group replacement models. Simulation Technique for decision-making.

5. Inventory models – Purchasing model with no shortages – Manufacturing model with no shortages – Purchasing model with shortages – Manufacturing model with shortages Sequencing – processing of n jobs through 2 machines – processing of n jobs through 3 machines – processing of n jobs through m machines – processing of 2 jobs through machines ( Graphical method)

References:

1. Barry Render & Ralph M. Stair, Jr., Quantitative Analysis for Management, Prentice Hall of India, Seventh edition.

2. Hiller & Lieberman, Operations Research.

3. Sharma J.K., Operations Research: Theory and Application, New Delhi, Macmillan India 2001.

4. Quantitative approaches to Decision making, Levis and Krikaptrik. McGraw Hill – 1998.

5. Anderson, Sweeney and Williams, Quantitative Methods for Business, Thomson, 2002.

6. Hamdy A Taha, Operations Research, Pearson Education Asia, 2002.

7. Paneerselvam, Operations Research, PHI 2002,8. Prof. V. Sundaresan, K.S. Ganapathy subramanian, and K. Ganesan, Resource management

techniques, A. R. publications9. Dr. P.R. Vittal, Oerations Research, Margham publications.10. P.C. Tulsian, Vishal pandey, Quantitative Techniques (theory and problems), Pearson education

(asia) first Indian reprint.

15

L T P C

3 - 1 4

3. OPERATIONS MANAGEMENT


Objectives:

This course will provide an understanding of the different methods of planning activities related to business operations. Additionally, the course will equip the students with tools to help make decisions on location, factory layout design, project planning in a time bound and cost efficient manner. Efforts will be made to use real life cases to understand theoretical concepts and also use spreadsheet (Excel) for calculations and simulation, etc.

Contents:

1. Introduction to Operations Management: need for emphasis on Operations, Types of production systems –product layout, process layout and cellular manufacturing system etc. The sub functional areas of Production function, namely: Materials Management, Maintenance Management, Quality Management, Production, Planning and Control.

2. Facility location – Facility layout; Product design, Process selection, Make or buy decision, Layout design and Preparation route chart, Handling of Materials-Systems, Design

3. Project Management- control of time & cost, Quality Management-cost of quality, Six-SIGMA, ISO certification, quality in service industry

4. Demand forecasting, Aggregate planning, Inventory Management – MRP-I, MRP-II, and use of Simulation technique for managing materials, inventory, Supply chain concepts.

5. Computer Integrated Manufacturing systems, Capacity Planning – Just-in-time production systems. Job design and work measurement, Value engineering & value analysis, Business process Re-engineering, Lean concepts.

References:

1. Gaither, “Production and Operations Management”, Thomson Asia (P) Ltd., Bombay, Ninth Edition, 2002.

2. Lee J. Krajewski and Larry P. Ritzman, “ Operations Management: Strategy and Analysis”, Addison Wesley, 2000.

3. Chase, Aquilano & Jacobs “Production and Operations Management”, Tata McGraw Hill, 8th

Edition, 1999.4. Arjan J. Van Weele, Purchasing and Supply Chain Management, Vikas Thomson Learning,

2001.5. Everett E Adam Jr. and Ronald J. Ebert, “ Production and Operations 6. Management , Prentice Hall of India, 1992.7. Joseph Monks, Operations Management, McGraw Hill.8. Mohanty, ‘Advanced Operations Management’, Pearson Education.9. Paneerselvam, ‘Production and Operations Management’, Prentice Hall of India.10. Prof. V. Sundaresan, K.S. Ganapathy subramanian, and K. Ganesan, Resource management

techniques, A. R. publications.11. Hamdy A. Taha, Operations Research

4. FINANCIAL MANAGEMENT

16

L T P C

3 - 1 4


Objective:

This course intends to explore the exciting, challenging and ever changing nature of finance, the trade off between risk and return, time value of money and how stocks and bonds are valued etc. In addition tools and techniques used by managers to help maximize the value of money, optimal capital structure, working capital management, procedure for raising capital will also be discussed.

Contents:

1. Introduction and overview: cash-flows, taxes, Financial environment., Risk and return, Time value of Money, Valuation of Bonds & Shares

2. Financial planning and forecasting, Capital budgeting – cash flow estimation and risk analysis3. Capital structure and dividend policy – leverage and dividend theories, Sources of capital – Cost

of capital 4. Working capital management – Managing current assets – Receivables / Inventory management

and financing them5. Multinational financial management, Derivatives and risk management, Hybrid financing –

Preferred stock, leasing, warrants, venture capital, Mergers and acquisitions- Business Valuation & Corporate restructuring – Corporate governance (only concepts to be tested)

Reference Books:

1. Brigham and Houston, Fundamentals of financial management, Thompson, ISE, 10th Ed.2. James C. Van Horne, Financial Management, Thomson 19th Edition, 2004.3. Lawrence J. Gitman, Principals of Managerial Finance, Pearson Education, 20034. Prasanna Chandra – Financial Management, Theory and Practice ,Tata Mc Graw Hill ltd ,V

edition ,2001.5. Khan and Jain – Basic Financial Management & Practice, Tata McGraw Hill.6. James C. Vanhorne, Financial Management and Policy, Pearson Education Asia , XII

Edition,2002.7. Banerjee, Fundamentals of Financial Management, PHI 8. Ravi Kishore, Financial Management, Taxman India9. Vanhorne, Financial planning and policy, PHI10. I.M.Pandey , Financial Management, Vikas Publishing House11. Dr.S.N.Maheshwari, Principles and practice of Financial Management, Sultan chand & sons12. P.M.Rao, Financial Management: new methods & practices, New Age International Publishers

5. RESEARCH METHODOLOGY

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L T P C

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Course Code: MBA -205

Objectives:

This course aims at providing the students with the knowledge of scientific paradigms and research methods, skills required to conduct research to generate dependable data for solving managerial problems and to meet the challenge of the fast paced decision making environment. Efforts will also be made to

Discriminate between theories, research questions, construct a relevant hypothesis, make valid causal inferences, operationalize concepts, and test their hypotheses.

Develop the student’s ability to write a formal research supported by data and analysis Introduce the power of internet in conducting business research and also the use of software

packages for analyzing the data.

Contents: 1. Introduction to Business Research, Applying Scientific Thinking to Management Problems, The

Research Process, The Research Proposal, Ethics in Business Research. 2. The design of Research – design strategies, sampling design, measurement, scales.3. The Sources and Collection of Data , Survey Methods, Instrument design , Observational

Studies, Experimentation4. Types of data, tests of sound measurement, Analysis of Data – data preparation, examining,

hypothesis testing, measures of association , univariate, bivariate and multivariate analysis, parametric and non parametric tests,

5. Data Presentation : Written and oral reports.

Note : Data analysis will be taught through SPSS software

Reference Books:

1. Zikmund, Business Research Methods, 7th edn., Thompson2. Donald R. Cooper and Ramela S. Schindler, Business Research Methods, 8 th ed., Tata Mc Graw

Hill Publishing Co Ltd., New Delhi ,20003. Research Methodology : a guide for Researchers in Management and Social Sciences, Taylor,

Sinha, Prentice Hall India.4. Research Methods William Trochim, Biztantra publishinhg 5. Research for Marketing, Green Tull and Albaum, PHI6. Kothari C.R., Research Methodology – methods & techniques, Wishwa prakashan, A division

of New Age international Pvt. Ltd.7. Uma Sekaran, Research Methods for Business, John Wiley & sons Inc. New York 2000.8. Donald H. Mc Burney, Research Methods, Thomson Asia Pvt. Ltd., Singapore9. Ranjit Kumar, Research Methodology, Sage Publications, London, New Delhi, 1999.10. Chandan J.S, Statistics for Business and Economics, Vikas Publishing House Pvt. Ltd., 1998.11. Richard I. Levin and David S. Rubin, Statistics for Management, 7 th Edition, Prentice Hall of

India Pvt. Ltd., New Delhi, 1997.12. An Introduction to Logic and Scientific Method by Morris R Cohen and Ernest Nagel.,

Macmillan13. Quantitative Data Analysis with SPSS 14, 15 and 16- A Guide for Social Scientists by Bryman,

Cramer ; routledge publishing

6. MANAGEMENT INFORMATION SYSTEM

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Course Code : MBA-206

Objective : This course is intended to provide an overview of the information systems resources that are available for supporting decisions. Efforts will also be made to make student familiar with software packages available for decision making at all levels and at major functional management levels.

Contents :

1. Introduction – The environment of organizations – Information flows – Information needs and sources of information – Types of management decisions and information need – Business and Technical Dimensions of information- Information system for managers- The meaning and role of MIS, Decision levels in MIS.

2. General characteristics of Computerized Information System: The importance of Computer, Types of Computers, Information systems, C.P.U. – I/O devices, Computer Software – Operating systems – Programming language – Application software. Manual system – Computer systems.

3. SAD- What is system analysis and design-categories of information system-system development life cycle-data collection and preparation evaluation and maintenance of MIS-pitfalls in MIS development.

4. DBMS: Relational data bases – Advantages, Meaning of Data Base – Components of Database –Data Base Technology, Operations data base/Managerial Database – Comparison of DBMS – Design Principles of data base – Data Base administration – Advantages and disadvantages of data base, DBM approach, Queries,

5. Enterprise Resource Planning & SAP - Enterprise System – Expert System – Decision Support System – Neural Networks – Executive Information System – Knowledge Management – Data Warehousing – Data Mining-Business Intelligence – Virtual Reality – SAP Modules

References:

1. James A O’Brien, Management Information Systems, Tata Mc Graw Hill, New Delhi,1999.2. Gordon B. Davis , Management Information System: Conceptual Foundations, Structure and

Development, McGraw Hill, 1974.3. Joyce J Elam , Case series for Management Information Systems’, Simon and Schuster Custom

Publishing, 1996.4. Steven Alter, Information Systems – A Management Perspective - Addison-Wesley, 1999.5. Turban, Mc Lean and Wetherbe, Information Technology for Management-Making connections for

strategic advantage, John Wiley, 1999.6. Ralph M. Stair and George W. Reynolds, Principles of Information Systems -A Managerial

Approach, Thomson Learning, 2001.7. Kenneth C. Laudon and Jane Price Laudon , Management Information Systems –Managing the

Digital firm, Pearson Education, Asia, 2002.8. Henry C. Lucas. Jr, Information Technology – Strategic Decision Making for Managers, John Wiley

& Sons (Asia) Pvt. Ltd., Singapore, 2005.9. Efraim Turban, R. Kelly Rainer Jr, Richard E. Potter, Introduction to Information Technology, John

Wiley & Sons, (Asia) Pvt. Ltd. Singapore, 2004.10. Kendall & Kendall Systems Analysis and Design Prentice Hall of India fifth edition, New Delhi.11. S. Sadagopan Management Information Systems – Prentice Hall of India New Delhi 2002.12. Greenberg, CRM at the Seed of Light, McGraw-Hill editions

7. INTERNATIONAL BUSINESS MANAGEMENT

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Objectives:

This course is designed to familiarize MBA students with the factors that impact international business. The course explains what constitutes international business and then analyses how various national differences give shape to different business strategies, when companies compete on a world-wide business as against competing within national borders. Case studies and other state-of-art articles will be used extensively.

Contents:

1. Introduction to International Business: What is globalization? The emergence of global institutions, diversity of globalization; Country factors- Political systems, economic system & legal system.

2. International Trade Theory – The benefits of trade, the pattern of International trade , Economic theories of exchange rate determination & exchange rate forecasting, Modes of entry into foreign markets, Doing Business in India.

3. Communication & Negotiation across borders & cultures, International Promotion, Logistics, Business intelligence, Anti-Dumping Laws, Trade Agreements (Preferential, Free etc.)

4. The growth & benefit of global capital market, Export & Import financing, Foreign Direct Investment , Techniques for global money management & managing foreign exchange risk, International Trade Financing,

5. Human Resources –managing expatriates, motivation & leadership in culturally diverse organizations, International labour relations,

Reference Books

1. Charles W. L. Hill, INTERNATIONAL BUSINESS, Tata McGraw –Hill, 5th Edition

2. John D Daniels, Lee H Radebaugh and Daniels P Sullivan, INTERNATIONAL BUSINESS – Environments and Operations, Pearson, 2004, 10th Edition

8 .SOFT SKILLS-II (ADVANCED LANGUAGE AND COMMUNICATION )

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Course Code – MBA-S-201

Objectives

§ enable students to convert the conceptual understanding of communication into everyday practice

§ train students to ground concepts/ideas in their own experience§ create a learner-language interface enabling students to exercise control over language use§ sensitise students to the nuances of the four basic communication skills – Listening, Speaking,

Reading and WritingContents:1. Twinning Functions of Listening and Speaking – Recap of active and passive listening exercises –

Analytical listening – syllable/word stress: clear enunciation – Qualities of a good listener and a good

speaker.

2. Twinning Functions of Reading and Writing – Discriminatory reader thoughtful writer – Spotting,

correcting errors; critique – Skimming, scanning, structuring – language, tone, ordering, etiquette and

perspective.

3. Individual Communication – Self advertising – Over stating and under stating – Overcoming shyness

– Writing curriculum vitae, Statement of Purpose – Talking about oneself; interview.

4. Intermediary Communication – Overcoming mental blocks, prejudices and hotspots of the addressee

– telephone, teleconferencing, web chat – greeting, introducing –memos, reports, minutes, business

correspondence.

5. Social Communication – Etiquette in LSRW – polite yet assertive, tackling questions, seeking

permission, expressing gratitude – gender fair language – discourse and transactional analysis –

empathy.

Practicals:

Unit 1: Listening Comprehension using audio programmes + Creating audio files for speaking.

Unit 2: class and take home exercises

Unit 3: and Unit 4: Group games and role pay

Unit 5: Create archives from different media for LSRW

Recommended Texts

● Windshuttle, Keith and Elizabeth Elliot.1999. Writing, Researching and Communicating: Communication Skills for the Information Age. 3rd Reprint. Tata McGraw-Hill. Australia

● Dignen, Flinders and Sweeney. English 365. Cambridge University Press● Goleman, Daniel. 1998. Working with Emotional Intelligence. Bantam Books. New York● Jones, Leo and Richard Alexander. 2003. New International Business English. Cambridge

University Press I. Jayakaran. 2000. Everyone’s Guide to Effective Writing. 2 M Publishing International,

Chennai

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MBA-299 SUMMER INTERNSHIP

The summer internship will be undertaken by the student between the 2nd semester and the 3rd semester, after completion of the 1st year MBA course. The summer internship will be in the months of May and June, after completion of the 2nd semester examinations. The summer internship will provide the student hands on experience in an organization. In addition, the student may also take a live researchable problem and subject it to the rigors of analysis.. The student has to submit a report to the department, based on the summer internship, on or before the 15th day after commencement of the 3rd semester. The student will have to make a presentation based on the internship. The summer internship marks will appear in the 3rd semester mark sheet.Internship report and presentation : 100 marks

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SEMESTER -III

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MBA -301 Strategic Management

Objectives : To provide a robust knowledge of old and new schools of theory and practices in strategic management, and to guide in thinking in a strategic environment.

Unit I

Framework of Strategic management, policy, strategy, tactics, strategic planning, decision making, evolution, significance, schools of strategy formation, the strategic management process, the participants in the process

Unit II

Strategic Intent-Vision, mission, goal, objectives, environmental analysis, industry analysis, competition analysis, forecasting, scenario analysis, ETOP, organizational analysis, role and process, strategic, strategic audit, organization capability profile, SWOT,CAP

Unit III

Corporate strategies, Stability, growth, retrenchment, combination, Business strategies, generic business strategies, competitive gaming, blue ocean strategy, choice of strategy, gap analysis, portfolio analysis, contingency approach, implementation and control,

Unit IV

Issues in implementation, activating strategies, procedural implementation, project implementation, structural, forms of structures, strategy –structure relationship, organizational systems, behavioral, leadership, culture, functional implementation, functional policies, integration of the functional policies, strategic control, criteria, MBE, financial, social control.

Unit V

Strategic issues in global business and e-commerce, learning organization, knowledge management, managing technology and innovation, issues in organizational adaptation and change , issues in specific organizations-small business, family business, not-for- profit organizations.

Text book :

1. Lawrance, Jauch and William Blucck Business Policy and Strategic Mgt., - McGraw Hill Intl

References

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1. Mamoria and Mamoria – Business planning and Policy, Himalaya Publishing house – 1998.2. Budhiraja SB and Athreya MB, Cases in Strategic Management, Tata McGraw Hill 1996.3. Christensen CR, Business Policy: Text and cases, Illinois, Richdar Irwin 1987.4. Hitt, Strategic Management, competitiveness and Globalization, Thomson, 2001.5. David Fred, Strategic Management, Prentice Hall of India, 1997.7. R. Srinivasan, Strategic Management the Indian context, Prentice Hall of India, 2002.

MBA – 302 ENTERPRENEURSHIP

UNIT I

Competing Theories of Entrepreneurship: Definition of entrepreneurship, Characteristics of entrepreneurship, A conception model, Types of Businesses – Definition of SSI,MSI, MSE, Ancillary,

UNIT II

Understanding Entrepreneurship, Growth of a Business Idea , Intellectual Property ,Family Business , Doing Business in India , Entrepreneurial SupportEntrepreneurs and emergence of Indian Entrepreneurs – Traits of successful entrepreneurs – Entrepreneurs Vs Managers - -Entrepreneurial Development Program – Entrepreneurial Development Institute ( EDI )

UNIT III

Maintenance of Records - Ledgers, Documentation, formalities - Legal aspects in establishing and maintenance of Small Business Strategic Management in Small Business -Financial Management in Small Business – Working capital management - Marketing Management in Small Business – Selling to Government, Industries, Institutions and Consumer market - Production Management in Small Business - Human Resource Management in Small Business.

UNIT IV

Mobilizing Resources - Buying a Business , Entrepreneurial Finance , Making a Business Plan Operations and Management - Managing Operations , Human Resource Management , Entrepreneurial Marketing, New Product Development , E-Business , Networking , Project Management

UNIT V

Growth and Social Responsibility - Growth , Exit Strategies , Social Responsibility, Ethics in BusinessInstitutions Supporting Small Business Enterprises – SIDBI, IDBI, SIPCOT, TIIC, TCO, SIDCO, NSIC, TDA ,Export Promotion council, etc. Intellectual Property , Family Business, Doing Business in India , Entrepreneurial Support , Women Entrepreneurs Sickness in Small Business Enterprise

Text book :

1. Rajeev roy – Entrepreneurship , Oxford university press

References:

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1. Prasanna Chandra, Projects - Planning, Analysis, Selection, Implementation and Reviews, Tata Mc Graw-Hill Publishing Company Limited, 1996.

2. P.C. Jain (ed.), Handbook for New Entrepreneurs, EDII, Oxford Univ. Press, N.Delhi3. Staff College for Technical Education, Manila and Centre for Research and Industrial Staff

Performance, Bhopal, Entrepreneurship Development, Tata McGraw Hill Publishing Company Ltd., New Delhi,1998

4. P. Saravanavel, Entrepreneurial Development, Ess Pee kay, Publishing House, Ch. 5. S.S. Khanka, Entrepreneurial Development, S. Chand and Company Limited, N.Delhi6. Hisrich, Entrepreneurship, Tata McGraw Hill, New Delhi,2001.

MBA-S-301 MANAGERIAL SKILLS

OBJECTIVES To help students to understand the mechanism of stress particularly negative emotions such as

anxiety, anger and depression for effective management. To introduce the basic concepts of body language for conflict management. To give inputs on some of the important interpersonal skills such as group decision-making,

negotiation and leadership skills. To make students learn and practice the steps involved in time management. To impart training for empowerment thereby encouraging the students to become successful

entrepreneurs.

Unit I- Stress managementDefinitions and Manifestations of stress.,Stress coping ability and stress inoculation training, Management of various forms of fear (examination fear, stage fear or public speaking anxiety), depression and anger.

Unit II- Conflict Management skillsTypes of conflict (intrapersonal, Intra group and inter group conflicts), Basic concepts, cues, signals, symbols and secrets of body language, Significance of body language in communication and

assertiveness training, Conflict stimulation and conflict resolution techniques for effective management.

Unit III- Interpersonal SkillsGroup decision making (strengths and weaknesses), Developing characteristics of charismatic and transformational leadership, Emotional intelligence and leadership effectiveness- self awareness, self management, self motivation, empathy and social skills, Negotiation skills- preparation and planning, definition of ground rules, clarification and justification, bargaining and problem solving, closure and implementation.

Unit IV- Time ManagementTime wasters- Procrastination. Time management personality profile, Time management tips and strategies, Advantages of time management.

Unit V- Towards EmpowermentStimulating innovation and change- coping with “temporariness”, Network culture, Power tactics and power in groups (coalitions), Managerial empowerment and entrepreneurship, Prevention of moral dwarfism especially terrorism, Altruism (prosocial behaviour/helping behaviour), Spirituality (clarifications with regard to spirituality)- strong sense of purpose- trust and respect- humanistic practices- toleration of fellow human beings expressions.

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REFERENCES1. Swaminathan. V.D & Kaliappan. K.V. (2001). Psychology for Effective Living. Chennai. The Madras

Psychology Society.2. Robbins, S.B. (2005). Organizational Behaviour. New Delhi: Prentice Hall of India.3. Smith, B. (2004). Body Language. Delhi: Rohan Book Company.

Hurlock, E.B. (2006). Personality Development, 28th Reprint. New Delhi: Tata McGraw Hill

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SEMESTER -IV

28

MBA-499 MAJOR PROJECT

The major project will be undertaken by the student in the 4th semester, during the months of March and April for a period of 8 weeks. As part of the project work each student shall be required to prepare on the basis of investigations carried out by him/her in a business or industrial organization project report on possible solutions for a typical problem of current interest in the area of Management. The report should demonstrate the capability of the student for some creative potential and original approach to solve the practical problems in to-day's business or industry. The report should include field studies, surveys, interpretation, planning and design of improved integrated management systems, presented in a comprehensive manner with recommendations for solutions based on scientifically worked out data.

The Project Report must be submitted through the Supervisor and the Head of the Department on or before 15th May failing which the candidate will be treated as appearing on a second occasion and shall NOT BE ELIGIBLE for First Class and Ranking. The last date for submitting the Project Work for the November Examination shall be 30th November. The student has to appear for a viva voce after submission of the project report.

Project report and viva voce : 500 marks

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MBA-S-401 SPOKEN AND PRESENTATION SKILLS

OBJECTIVES

§ coach students to identify, classify and apply relevant skill sets.

§ illustrate role of skills in real-life situations with case studies, role play, etc.

§ translate performance of skills into efficient habits.

§ enable students to perceive cultural codes involved in presentation and

design language performance accordingly.

UNIT I: General Language Knowledge and Presentation.

UNIT II: Special Language Knowledge and Presentation.

UNIT III: General Communication Skills for Presentation.

UNIT IV: Professional Communication Skills for Presentation.

UNIT V: Social Communication Skills for Presentation.

REFERENCES:

1. Cathcart, Robert. S. and Larry A. Samovar. 1970. Small Group Communication: A Reader. 5th Edition. Wm. C. Brown Publishers. Iowa.

2. Tamblyn, Doni and Sharyn Weiss. 2000. The Big Book of Humours Training Games. 2004 Edition. Tata McGraw-Hill. New Delhi.

3. Andrews, Sudhor. 1988. How to succeed at Interviews. 21st Reprint. Tata McGraw-Hill. New Delhi.

4. Monippally, Matthukutty. M. 2001. Business Communication Strategies. 11th Reprint. Tata McGraw-Hill. New Delhi.

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ELECTIVES

31

LIST of ELECTIVES for MBA (Full Time)Course Code


FINANCEFIN-301 INVESTMENT MANAGEMENT MBA 3 0 1 3

FIN-302 FINANCIAL SERVICES MBA 3 0 1 3

FIN-303 WORKING CAPITAL MANAGEMENT MBA 3 0 1 3

FIN-304 CORPORATE FINANCE MBA 3 0 1 3

FIN-305 FINANCIAL DERIVATIVES MBA 3 0 1 3

FIN-306 RISK MANAGEMENT AND INSURANCE MBA 3 0 1 3

FIN-307 CORPORATE TAXATION MBA 3 0 1 3


MBA 3 0 1 3

FIN-309 FINANCIAL MARKETS MBA 3 0 1 3

MARKETING

MKT-301 SERVICES MARKETING MBA 3 0 1 3

MKT-302 CONSUMER BEHAVIOUR MBA 3 0 1 3

MKT-303 INTEGRATED MARKETING COMMUNICATION MBA 3 0 1 3

MKT-304 PRODUCT AND BRAND MANAGEMENT MBA 3 0 1 3

MKT-305 RETAIL MANAGEMENT MBA 3 0 1 3

MKT-306 MARKETING THROUGH THE INTERNET MBA 3 0 1 3

MKT-307 STRATEGIC MARKETING MANAGEMENT MBA 3 0 1 3

MKT-308 SELLING TODAY: CREATING CUSTOMER VALUE MBA 3 0 1 3

MKT-309 STRATEGIC AND ANALYTIC CRM MBA 3 0 1 3

SYSTEMSSYS-301 RELATIONAL DATABASE MANAGEMENT SYSTEM MBA 3 0 1 3

SYS-302 ECOMMERCE TECHNOLOGY AND MANAGEMENT MBA 3 0 1 3

SYS-303 DECISION SUPPORT SYSTEM MBA 3 0 1 3


32

HRMHR-301 INDUSTRIAL RELATIONS MBA 3 0 1 3

HR-302 HUMAN RESOURCES DEVELOPMENT MBA 3 0 1 3

HR-303 ORGANIZATIONAL DEVELOPMENT MBA 3 0 1 3

HR-304 TRAINING AND HUMAN PERFORMANCE ENHANCEMENT

MBA 3 0 1 3

HR-305 LEADERSHIP AND ORGANIZATIONAL EFFECTIVENESS

MBA 3 0 1 3

HR-306 STRATEGIC HUMAN RESOURCE MANAGEMENT AND DEVELOPMENT

MBA 3 0 1 3

HR-307 COMPENSATION MANAGEMENT MBA 3 0 1 3

HR-308 KNOWLEDGE MANAGEMENT MBA 3 0 1 3

HR-309 LABOUR LEGISLATIONS MBA 3 0 1 3

INTERNATIONAL BUSINESS MANAGEMENT (IBM)HR-310 GLOBAL HUMAN RESOURCE MANAGEMENT MBA 3 0 1 3

MKT-310 GLOBAL MARKETING MBA 3 0 1 3

FIN-310 INTERNATIONAL FINANCIAL MANAGEMENT MBA 3 0 1 3

SUPPLY CHAIN MANAGEMENT (SCM)SCM-301 LOGISTICS MANAGEMENT MBA 3 0 1 3

SCM-302 MANAGING COSTS in SUPPLY CHAIN MBA 3 0 1 3

SCM-303 MANAGING THE GLOBAL SUPPLY CHAIN MBA 3 0 1 3

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FINANCE

34

FINANCE - ELECTIVES

FIN-301 INVESTMENT MANAGEMENT

UNIT I:

Investment setting – Securities – Sources of investment information – Security market indications – Security Contract regulation Act. Investor Protection.

UNIT II:

Over view of capital market, Institutional structure in capital market, Reforms and state of capital market, New issue market and problems, Securities and Exchange Board of India (SEBI), Debt Market.

UNIT III:

Economic Analysis – Economic forecasting and stock Investment Decisions – Forecasting techniques. Industry Analysis – Industry classification. Economy and Industry Analysis. Industry life cycle – Company Analysis Measuring Earnings – Forecasting Earnings

UNIT IV:

Fundamental Analysis Vs Technical Analysis – Charting methods – Market Indicators. Trend – Trend reversals – Patterns - Moving Average – Exponential moving Average – Oscillators

UNIT V:

Portfolio Theory – Portfolio Construction –– Performance Evaluation – Portfolio revision- Mutual Funds.

REFERENCE1. Donald E.Fischer & Ronald J.Jordan, ‘Security Analysis & Portfolio Management’,

Prentice Hall of India Private Ltd., New Delhi 2000.2. V.A.Avadhani – ‘Securities Analysis and Portfolio Management’, Himalaya Publishing

House, 1997.3. V.K.Bhalla, ‘Investment Management’, S.Chand & Company Ltd., Seventh Edition, 20004. Punithavathy Pandian, ‘Security Analysis & Portfolio Management’ – Vikas Publishing

House Pvt., Ltd., 2001

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FIN-302 FINANCIAL SERVICES

UNIT I: Introduction – An Over view of Indian Financial System – Merchant Banking in India – Recent Developments and Challenges ahead – Institutional Structure – Functions of Merchant Banking - Legal and Regulatory Frameworks – Relevant Provisions of Companies Act- SERA- SEBI guidelines- FEMA, etc. - Relation with Stock Exchanges, OTCEI and NSE.

UNIT II:

Role of Merchant Banker in Appraisal of Projects, Designing Capital Structure and Instruments – Issue Pricing – Pricing – Preparation of Prospectus Selection of Bankers, Advertising Consultants, etc. - Role of Registrars – Underwriting Arrangements. Dealing with Bankers to the Issue, Underwriters, Registrars, and Brokers. – Offer for Sale – Book – Building – Green Shoe Option – E-IPO Private Placement – Bought out Deals – Placement with FIs, MFs, FIIs, etc. off - Shore Issues. – Issue Marketing – Advertising Strategies – NRI Marketing – Post Issue Activities.

UNIT III:

Portfolio Management Services – Credit Syndication – Credit Rating – Mutual Funds - Business Valuation.

UNIT IV:

Leasing and Hire Purchasing – Basics of Leasing and Hire purchasing – Financial Evaluation – Tax Implication.

UNIT V: Consumer Credit – Credit Cards – Real Estate Financing – Bills Discounting – Recent Developments in Factoring and Forfeiting – Venture Capital.

REFERENCE1. M.Y.Khan, ‘Financial Services’ – Tata McGraw-Hill, 3rd Edition, 2005.2. Machiraju, ‘Indian Financial System’ – Vikas Publishing House, 2nd Edition, 2002.3. J.C.Verma, ‘A Manual of Merchant Banking’, Bharath Publishing House, New Delhi, 2001.4. K.Sriram, ‘Hand Book of Leasing, Hire Purchase & Factoring’, ICFAI, Hyderabad, 1992.5. Economic Dailies, Relevant Publication of AMFS.6. Bhalla. V.K. – ‘Management of Financial Services’ – Mnmol, New Delhi, 2001.7. Bhalla. V.K. and Dilbag, Singh, ‘International Financial Centers’, New Delhi, Anmol, 1997.

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FIN-303 WORKING CAPITAL MANAGEMENT

UNIT 1: Working capital concepts: Components of current assets & liabilities – working capital policies – Determining factors – estimating the working capital needs – operating cycle analysis.

UNIT II: Cash management: Rationale – cash budgeting – cash management models – Strategies for managing marketable securities UNIT III:Receivables management: Credit terms – credit analysis – impact of credit policy changes – monitoring receivables management

UNIT IV: Inventory management: Types of inventory – inventory costs – inventory levels – overview.

UNIT V:Sources of working capital: Bank credit – Tandon & Chore committee recommendations – Commercial papers -- Inter corporate deposits – Bills discounting – Certificate of deposits – factoring

REFERENCE

1. Bhattacharya – Working Capital Management : Strategies and techniques – PHI 2008 edition

2. D.R.Mehta - Working Capital Management – Prentice hall Inc3. Jain, Management of Working Capital, Academic publications, Bangalore

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FIN-304 CORPORATE FINANCE

UNIT I:

Corporate finance – Nature and scope – Role of financial institutions –Financial requirement forecasting – Estimation of external funds requirements – Financial planning – Breakeven analysis – P. V. analysis – future EPS – Profit planning underinflationary conditions.

UNIT II: Risk & return - Valuation of fixed income securities -Valuation of the firm – Dividend valuation models – capital structure decisions

UNIT III: Appraisal of Risky Investments, certainty equivalent cash flows and risk adjusted discount rate, risk analysis in the context of DCF methods using Probability information, nature of cash flows, Sensitivity analysis; Simulation and investment decision, Decision tree approach in investment decisions.

UNIT IV:

Business failures & Corporate restructuring: Causes – Symptoms – Voluntary remedies – Reorganisation – Liquidation.

UNIT V:

Corporate Governance - SEBI Guidelines- Corporate Disasters and Ethics- Corporate Social Responsibility- Stakeholders and Ethics.

REFERENCE

1. I.M.Pandey, ‘Financial Management’, Vikas Publishing House Pvt., Ltd., 8th Edition, 2004.2. Machiraju, ‘Indian Financial System’, Vikas Publishing House P.Ltd, 2nd Edition, 2002.3. Comparative Corporate Governance: ‘The State of the Art and Emerging Research’, by Klaus

Hopt.4. Thomas E.Copeland and J.Fred Weston – ‘Financial Theory & Corporate Policy’, Addison –

Wesley Publishing Company.5. Raj Aggarwal – ‘Capital budgeting under uncertainty’. Prentice Hall Englewood Cliffs, New

Jersey, 1993.6. Cooley – ‘Advances in Business Financial Management’, The Dryden Press – 1990.

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FIN-305 FINANCIAL DERIVATIVES

UNIT 1:

Derivatives – Types of derivatives -- Functions performed by derivatives markets – Traders in derivatives market-- Use of derivatives -- world derivatives market – Derivatives in india

UNIT II:

Forward contracts – Futures contact – Trading in futures contract – Hedging strategies using futures – Stock indexed futures – short term and long term interest rate futures .

UNIT III:

Options contract : option pricing models – valuation of options – trading with options – hedging with options – currency options

UNIT IV:

Financial SWAPS – Credit derivatives – Management of derivatives exposure

UNIT V:

Regulations of Derivatives market – Recent case studies on Derivatives misfortunes

REFERENCE1. John.C.Hull, ‘Options, Futures and other Derivative Securities’, Prentice Hall India Pvt., Ltd.,2. S.S.S.Kumar, ‘Financial Derivatives – Prentice Hall India Pvt., Ltd.3. Gupta, ‘Financial Derivatives – Prentice Hall India Pvt., Ltd4. P.Vijaya Bhaskar and B.Mahapatra, ‘Derivatives simplified – An Introduction to Risk Management’,

Response Books, Sage Publication Pvt., Ltd.

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L T P C3 1 3

FIN-306 RISK MANAGEMENT AND INSURANCE

UNIT 1:

Meaning of risk -- Classification of Risk -- Risk management process – Methods of risk management – Selecting and implementing risk management techniques

UNIT II:

Commercial risk management applications – property & liability insurance - risk management for auto owners and homeowners – workmen’s compensation insurance -

UNIT III:

Life insurance – annuities – calculation of premium – surrender value – classification of policies – Practical aspects of life insurance

UNIT IV:

Legal dimensions of insurance – Life insurance act 1956 – changes in insurance act - Insurance ombudsman – Insurance regulatory and development act 1999.

UNIT V:

Government regulation of insurance sector - .Privatization of insurance business in india – insurance intermediaries – Insurance products pricing – claim valuation - Reinsurance – Bancassurance – Foreign insures in india

REFERENCE

1. Dorfman – Introduction of risk management and insurance – prenticehall2. McNamara – introduction of risk management and insurance – Addison-wesley3. Rejda George – principles of risk management and insurance - Addison-wesley

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L T P C3 1 3

FIN-307 CORPORATE TAXATION

UNIT 1:

Introduction to Direct and Indirect Taxes - Indirect Taxes : Central Sales Tax - Service Tax - Excise Duty and CENVAT

UNIT II:

Income Tax Law – scheme of taxation – important concepts – method of accounting – scope of total income & residential status – tax free income

UNIT III:

Heads of income – salaries, Income from house property, Profits and Gains of business and profession – capital gains and income from other sources

UNIT IV:

Set off and carry forward of losses – deductions from gross total income – assessment procedures.

UNIT V:

Tax planning considerations – Major changes and developments as per the last union budget

REFERENCE1. Singhania – Direct taxes : law and practice – Taxman 2. Srinivas – Handbook of corporate tax planning – Tata McGrawhill3. Singhania – Income tax : law and practice – Taxman

41


UNIT 1:

The takeover process – the legal and regulatory framework – accounting for M & A ‘s – deal structuring – theories of Merger’s and offers

UNIT II:

Legalities involved in Mergers, Acquisition and Take over – Ethical issues of Merger and Take over – Timing of merger activity – Empirical tests of M & A performance

UNIT III:

Restructuring and Divestitures – Financial restructuring – Approaches to valuation

UNIT IV:

Financing the Mergers and Takeovers – Alliances and Joint Ventures – ESOP’s – Going private and Leveraged buyouts – International takeovers and restructuring .

UNIT V:

Share repurchases, takeover defenses, corporate governance and performance – merger arbitrage – implementation and management guides for M & A

REFERENCE

1. Sudi Sudarsanam – creating value from mergers and acquisitions – Pearson education 2. Weston – Takeovers, restructuring and corporate governance - Pearson 3. Ravindhar – Mergers, acquisitions and business valuation – excel books

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FIN-309 FINANCIAL MARKETS

UNIT 1:

Financial system in india – Classification of financial market - Financial instruments –Security Markets – Legal environment : SEBI Act 1992, Securities Contract Regulation act 1956, Companies act 1956, RBI rules and guidelines for FII’s. Government securities market – participants in gilt-edged securities market – REPOS- Government bonds. Money market – Money market instruments-call money market -- Treasury bill market

UNIT II:

Primary market – role & it’s functions- methods of selling securities in primary market – SEBI guidelines for public issues – pricing of issues- role of merchant bankers- underwriting of issues – procedure for new issues

UNIT III:

Secondary market – organization of stock exchanges- listing of securities in stock exchanges – trading mechanism – Practical aspects of stock market

UNIT IV:

Reforms in secondary market and investor protection- Depository – Depositories act 1996 – SEBI ( depositories and participants regulation ) 1996, SEBI ( Custodian of securities regulation ) 1996, NSDL . OTCEI – Financial institutions in india .

UNIT V:

Credit rating agencies – methodology of credit rating – share price indices – compiling of index numbers and interpretation

REFERENCE1.Dalton john – How the stock market works – PHI delhi 2. Machi raju – Merchant banking – wiley eastern delhi 3. Gordon – Financial markets and Financial services - Gordon and Natrajan 2. Indian financial system – varshney – Tata Mcgrawhill3. Financial markets and Institutions – Frederic and Eakins – Pearson education

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FIN-310 INTERNATIONAL FINANCIAL MANAGEMENT

UNIT I:

International Financial functions and Scope of International financial management – International flow of funds – Developments in international monetary system.

UNIT II:

Foreign exchange market – Measurement of foreign exchange exposure – International credit instruments – Global financial markets – Short term borrowing and investment

UNIT III:

International long term finance : IMF – World bank – Asian development bank – Euro bond market – ADR’s & GDR’s .

UNIT IV: Cross border investment decisions – Management of working capital – working capital policy

UNIT V:Foreign Direct investment – International capital budgeting – International portfolio management – International financial market – International banking – Financial swaps International indebtedness – International accounting and taxation

REFERENCE:1. Apte P.G., ‘International Financial Management’– Tata McGraw Hill2. Sharan, ‘International Financial Mnagement’ - PHI.3. Jevantham, Foreign exchange management – Sultan chand & sons.

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HUMAN RESOURCESMANAGEMENT

(HRM)

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HR- 301 Industrial Relations

Objectives : The objective of this course is to provide the students with a thorough understanding of the large number of factors and players that influence a harmonious relationship among employees in an organization

Unit IIndustrial Relations: Theories of Industrial Relations,The changing concepts of Industrial relations, Factors affecting employee stability. Application of Psychology to industrial relations.

Unit IIIndustrial Harmony and Conflict: Harmonious relations in industry, importance and means; cause of industrial disputes, Machinery for settling of disputes, Negotiation, Conciliation, Mediation, Arbitration and Adjudication, Strikes, Lock-outs, Layout and Retrenchment codes of discipline, Grievance procedure, Labour management co-operation; Worker’s participation in management.

Unit IIILabour Relations: Changing concept of management labour relations; Statute laws, Tripartite conventions, development of the idea of social justice, limitation of management prerogatives increasing labour responsibility in productivity.Joint Consultation: Principal types, Attitude of trade unions and management; Joint consultation in India.

Unit IVTrade Unions: Trade Unions and their growth, economic, social and political conditions leading to the development of trade unionism, Theories of trade unionism, Aim and objectives of trade unions, Structure and governing of trade unions.Problems and Role of Indian Trade Unions: Recognition and leadership, Finances and Membership, Compulsory versus free membership, Political activities, Welfare, Legislation, Majority and Minority unions, Social responsibilities, positive role in economic and social development.

Unit VCollective Bargaining: Meaning, Scope, Subject matter and parties, Methods and tactics, Administrations of collective bargaining agreements; Fair and unfair labour practice. Tripartite Machinery: At the center and in the states; I.L.O. – Its functions and role in labour movement – Industrial health and safetyReferences:1. Mamoria C.B and Sathish Mamoria,Dynamics of Industrial Relations, HimalayaPublishing House,New Delhi,1998.2. Dwivedi.R.S Human Relations 7 Organisational Behaviour, Macmillan India Ltd.,New Delhi,1997.3. Pylee.M.V and Simon George ,Industrial Relations and Personnel Management ,VikasPublishing House (P) Ltd.,New Delhi,19954. N.G.Nair,Lata Nair,Personnel Management and Industrial Relations,S.Chand,20015. Srivastava,Industrial Relations and Labour Laws,Vikas ,4TH edition,20006. C.S.Venkata Ratnam,Globalisation and Labour Mangement Relations,Response Books,2001

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HR- 302 HUMAN RESOURCES DEVELOPMENT (HRD)

Objective : To expose the students to the various nuances of HRD such as training, accounting, audit, OD and career development. Unit IHRD: Definition, Evolution of HRD from Personnel management, Developmental Perspective of HRD,HRD at macro and micro levels: Outcomes of HRD in the national and organizational contexts. Qualities and Competencies required in a HRD professional. Importance of HRD in the present context, Development of HRD Movement in India, Theory and Practice of HRD: HRD concepts, Subsystems of HRD: Human Resource Planning, Organizational Culture and Climate:

Unit IIDevelopment Human Capacity: Aptitude, Knowledge, Values, Skills of Human Relations,.Training and Development: Meaning and Scope of training, education and development; Training need analysis, Types of training Internal and external, Outbound Training, Attitudinal training, Training effectiveness. Learning Organization: Organizational Learning, Importance of Experiential Learning, Learning Organization, Knowledge Management, Achieving Organizational Effectiveness and Excellence.

Unit IIIEvaluating HRD: Human Resource Accounting, HR Audit and Bench marking, Impact-assessment of HRD initiatives on the bottom-line of an organization.

Unit IVOrganizational Development (OD): Meaning of OD, OD Interventions, OD Programs and Techniques: Behaviour Modeling, gaming, Encounter Groups, Quality of Work life (QWL) and Quality of Life Programs, Grid training, Benefits of OD; OD consultants.Organizational Development Process: Phases in OD – Initial Diagnosis – Survey and Feedback, Action Planning, Problem Solving, Team Building, Developing Creativity and Innovation, Managing organizational Change.

Unit VRecent Trends in HRD and OD: Training for trainers and HRD professionals, Promoting Research in HRD and OD. Impacts of developments in the other fields such as Psychology, Business Management, Communication and Information Technology appraisal, Training and Development, Career Planning &Succession Planning.References1. D.L. KIRKPATRICK (Ed), How to Manage Change Effectively – San Francisco: Josseybass, 1985.2. T.V. RAO and UDAI PAREEK (1989). Developing and Managing Human Resource System.3. D.M. SILVERA (1988), Human Resource Development: The Indian Experience, New India Publication4. LEONARD NADIER, (1984) The Handbook of HRD, USA: John Wiley.5. RAO TV and DF PEREIRA (1986), Recent Experiences in Human Resources Development, Oxford &IBH6. ROBINSON, KENNETH R., A Handbook of Training Management – (2nd Ed) Kogan Page,U K (1982).7. FRENCH W.L. & BELL, Jr, C.H. (1982), Organization Development: Behavioural Science, P H I 6 th ED,2002

8. SIKULA A.F.P., Administration and HRD – John Wiley, New York.9. ARGYRIS, CHRIS (1978): Organizational Learning: A Theory of Action Perspective,Addison – Wesley.3. SANGE DATER M (1990) The Fifth Discipline: The art and Practice of the Learning.

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HR-303 ORGANIZATIONAL DEVELOPMENT

Objective : Understanding organizations, their culture, work groups, teams, stress, and development

UNIT IApproaches to Understanding OrganisationsKey Organisational Designs, Procedures, Differentiation & Integration, Basic DesignDimensions Determination of structure Forces reshaping Organisation – Life Cycles in Organisation

UNIT IIOrganisational culture – key role of Organisational Culture,Functions & Effects of Organisational Culture,Leaders role in shaping and reinforcing culture, Developing a Global Organisational Culture

UNIT IIIWork Groups & Teams ,Preparing for the world of work Group Behaviour, Emerging issues of Work Organisation and Quality of Working life – Career stage model – Movingup the career ladder

UNIT IVStress and Well Being at Work ,Four approaches to stress ,Sources of stress at work, consequences of stress ,Prevalent Stress Management , Managerial implications

UNIT VOrganisational Development and Change ,Organisational Development , Alternative Interventions , Change Agents : Skills , Resistance to change ,Managing the resistance ,Levin’s change model , Organisational reality

Reference:1. Organisational Behaviour Foundations, Realities and Challenges – Debra L Nelson, James CampbellQuick.2. Organisational Behaviour – Fred Luthans – Mc Graw Hill (International Edition).

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HR- 304 TRAINING AND HUMAN PERFORMANCE ENHANCEMENT

Objective : To provide and thorough understanding of the training requirements, methods and techniques, evaluation and marketing

Unit ITraining and Development : An Overview -Learning Process

Unit IITrainer”s Role- Need Analysis- Designing a Training Program

Unit IIITraining Techniques : The Lecture Method - Conference Leadership The case Method - Role Plays- Games and Simulations

Unit IVEvaluation of Training and Development

Unit VMarketing of Training Function

References :1 Bewnet, Roger cd Improving Training effectiveness, Aldershot, Gower 19882 Buckley R & Caple, Jim, The Theory & Practice of Training, London, Kogan & Page 19953 Lynton R Pareek U Training to Development 2nd ed. New Delhi, Vistaar, 1990.4 Pepper, Allan D, Managing the Training and Development function, Aldershot, Gower, 19845 Rae L etc. Hon to Measure Training Effectiveness, Aldershot, Gower, 19866 Reid M.A. etc. Training interventions, Managing Employee Development, 3rd ed. London IPM19927 Serge P The Fifth Discipline, The Art and Practice of the learning organization London Century,1992

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HR- 305 LEADERSHIP AND ORGANIZATIONAL EFFECTIVENESS

Objective : To understand the theory and application of Leadership in the organization and to acquire a thorough understanding of the practices and development of organization effectiveness .

Unit I Introduction to Leadership: Definition, Importance of leadership, Roles ofa leader, Leadership attitudes, ethical leadership, Theories of Leadership leadership grid, , Content and process theories,Reinforcement theory, Contingency leadership theories and models,Leadership continuum theory, Normative leadership theory, Leadership substitute theory

Unit II Team Leadership: Ginnet’s team effectiveness leadership model, , the changing role of leadership in self managed teams,Leader follower relations, Dyadic theory, Leadermember exchange theory, Delegation, Coaching, Managing conflict.Organizational Leadership: Charismatic and transformational leadership,Stewardship and servant leadership, Leadership of culture and diversity, Strategic leadership.

Unit III Leadership development and succession: Development through self awareness and self discipline, education, experience,and mentoring, succession. Evaluation of leadership development efforts, Indian cases on leadership

Unit IV The Concept Of Managerial Effectiveness Definition – The person, process, product approaches – Bridging the Gap – Measuring Managerial Effectiveness – Current Industrial and Government practices in the Management of Managerial Effectiveness- the Effective Manager as an Optimizer.Unit V Environmental Issues In Managerial Effectiveness Organisational Processes – Organisational Climate – Leader – Group Influences – Job Challenge – Competition – Managerial Styles.Developing The Winning Edge Organisational and Managerial Efforts – Self Development – Negotiation Skills – Development of the Competitive Spirit – Knowledge Management – Fostering Creativity.

References:

1. Peter Drucker, 'Management', Harper Row, 2000.2. Milkovich and Newman, 'Compensation', McGraw-Hill International, 2000.3. Blanchard and Thacker, 'Effective Training Systems, Strategies and Practices' Pearson 2005.4. Dubin, Leadership, 'Research Findings, Practices & Skills', Biztantra, 2005.5. Mathis JacksonHuman, 'Resource Management', Thomson Southwestern, 2005.

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HR- 306 Strategic Human Resource Management And Development

Unit I

Human resource development , meaning, strategic framework for HRM and HRD. Vision, Mission and Values, Importance and challenges to organizations, HRD functions, roles of HRD professionals, HRD needs assessment, HRD practices,measures of HRD performance, links to HR, strategy and business goals, HRD program implementation and evaluation, recent trends, benchmarking and HRD audit.

Unit II

E- employee profile, e-selection and recruitment, virtual learning and orientation e-training and development, e-performance management and compensation design, development and implementation of HRIS , designing HR portals, issues in employee privacy, employee surveys online.

Unit III

Domestic vs international HRM, cultural dynamics, culture assessment, cross cultural education and training programs, leadership and strategic HR issues in international assignments, current challenges in outsourcing, cross border m and a repatriation, etc, building multicultural organizations, international compensation.

Unit IV

Career concepts, roles , career stages career planning and process, career development models, career motivation and enrichment, managing career plateaus, designing effective career development systems, competencies and career management, competency mapping models, equity and competency based compensation

Unit V

Employee coaching and counseling, need for coaching , role of HR in coaching, coaching and performance, skills for effective coaching, coaching effectiveness, need for counseling, role of HR in counseling, components of counseling programs, counseling effectiveness, employee health and welfare programs, counseling effectiveness,work stress, sources, techniques, easterna dn western practives, self management and emotional intelligence.

References : 1.Jeffrey, Strategic Human resource management, Thompson, 20032. Werner,Human Resource Development, Thompson, 2002 3. Harrison, Employee Development, University Press, New Delhi, 4. Srinivas Kanula, Human Resource Management, Prentice Hall of India, 2005,

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HR- 307 Compensation Management

Objective : Understanding compensation, strategies and development of a compensation package, wage surveys, looking at various compensation packages , benefit packages and compensating to retainUnit I Introduction: Compensation meaning, objectives, nature of compensation, types of compensations, compensation responsibilities, Compensation system design issues: Compensations Philosophies, compensation approaches, decision about compensation, compensation- base to pay, individual Vs team rewards, Perceptions of pay Fairness, legal constraints on pay systems.Unit II Managing Compensation: Strategic Compensation planning, determining compensation-the wage mix, Development of a Base Pay System: Job evaluation systems, the compensation structure- Unit III Wage and salary surveys, the wage curve, pay grades and rate ranges, preparing salary matrix, government regulation on compensation, fixing pay, significant compensation issues, Compensation as a retention strategyUnit IVVariable Pay and Executive Compensation: Strategic reasons for Incentive plans, administering incentive plans, Individual incentive plans-Piecework, Standard hour plan, Bonuses, Merit Pay, Group incentive plans- Team compensation, Gain sharing incentive Plans, Enterprise incentive plans-Profit Sharing plans, Stock Options, ESOPs, executive compensation elements of executive compensation and its management, International compensation Mngt.Unit V Managing Employee Benefits: Benefits- meaning, strategic perspectives on benefits-goals for benefits, benefits need analysis, funding benefits, benchmarking benefit schemes, nature and types of benefits, Employee benefits programs- security benefits, retirement security benefits, health care benefits, time-off benefits, benefits administration, employee benefits required by law, discretionary major employee benefits, creating a work life setting, employee services- designing a benefits package.

REFERENCE 1. Compensation & Reward Management, BD Singh, Excel Books2. Compensation, Milkovich & Newman, TMH3. Strategic Compensation, Joseph J. Martocchio, 3rd Edition, PearsonEducation4. CompensationManagement in a Knowledge based world, Richard I.Anderson, 3th edition, Pearson Education5. Compensation Management, Er Soni Shyam Singh, Excel Books.

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HR- 308 KNOWLEDGE MANAGEMENT

Objective : Understanding knowledge management, the components of knowledge management, the process and techniques , practices and evaluation.

Unit I

Introduction: Definition, evolution, need, drivers, scope, approaches in Organizations, strategies in organizations, components and functions, - understanding knowledge;

Unit II

Learning organization: five components of learning organization, knowledge sources, and documentation.

Unit III

Essentials Of Knowledge Management, knowledge creation process, knowledge management techniques, Knowledge creation process, systems and tools, organizational knowledge management architecture and implementation strategies, building the knowledge corporation andimplementing knowledge management in organization.

Unit IV

Knowledge management system life cycle, managing knowledge workers, knowledge audit, and knowledge management practices in organizations, few case studies.

Unit V

Futuristic KM: Knowledge Engineering, Theory of Computation, DataStructure.

REFERENCES:

1. Knowledge Management – a resource book – A Thothathri Raman, Excel, 2004.2. Knowledge Management- Elias M. Awad Hasan M. Ghazri, Pearson Education

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HR- 309 LABOUR LEGISLATIONS Objectives :This course attempts to cover all the legal issues & Acts that HR executives should be familiar with in connection with wages, working conditions and labor welfare, social security etc.

The following acts would be studied in depth,

1. The Factories Act2. The Trade Unions Act3. The Payment of Wages Act4. The Minimum wages Act5. The Industrial Disputes Act6. The Workmen’s Compensation Act]7. The Payment of Gratuity Act8. The Payment of Bonus Act9. The Employee Provident Fund and Miscellaneous Act10. The Employees State Insurance Act11. The Industrial Employment (Standing Orders) Act

References

1. Kapoor N.D, Elements of Industrial Law, Sultan Chand,

2. Srivastava, Industrial Relations and labour laws, Vikas, 4th edition,

3. Respective Acts

4. Dhandapani, commercial and Industrial law, Sultan Chand, 1998.

5. Das Gupta, Maintaining Industial discipline, Response Books, 2002

HR- 310 GLOBAL HUMAN RESOURCE MANAGEMENT

Objective

This course is intended to familiarize the students with the latest global trends and HRM in MNC’s with differing cultures, HR Systems & policies. Management across borders requires global managerial staffing & cross cultural decision making. This course initiates the student to HRM practiced on a larger canvas beyond borders.

Unit I

Introduction to GHRM Definition, reasons for going global, Approaches toGHRM, Difference between GHRM and Domestic HRM, Reasons foremergence of GHRM, Models of GHRM-Matching model, Harvard Model,Contextual Model, 5P Model European Model, Models of SHRM in Multinational Companies, Internationalization of HRM: Socio-cultural context, Organizational dynamics and GHRM:

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Role of culture in International HRM, Culture and employee management issues, Organizational Processes in GHRM, Linking HR to International expansion strategies, The Challenges of Global Human resource management

Unit II

Strategies for International Growth: Exploiting global integration-The logic of global integration, differentiation, Mastering expatriation, beyond the traditional expatriate model, the limits of global integration Becoming locally responsive: The roots of responsiveness, understanding diversity, responding to diversity, the challenges of localization Managing alliances and joint ventures- meaning, need, different kinds of alliances, planning and negotiating alliances, implementing alliances,supporting alliance learning, the evolving role of alliances

Unit III

Recruitment, Selection and staffing in International context: International Managers- parent country nationals, third country nationals, host country nationals, advantages and disadvantages of different selection methods, different approaches to multinational staffing decisions, recruitment methodsusinghead-hunters, cross-national advertising, e-recruitment; Selection criteria and techniques, use of selection tests, interviews for international selection, international staffing issues.

Unit IV

Performance Management: A conceptual background, Constraints in goal attainment, performance management cycle, models, performance and appraisal in GHRM appraisal of expatriate, third and host country employees, issues and challenges in international performance management, country specificperformance management practices. Training and development in international context: Context Backdrop of international training, Current scenario in international training and development, training & development of international staff, types of expatriate training, HCN training, Career Development, repatriate training, developing international staff and multinational teams, knowledge transfer inmultinational companies.

Unit V

International Compensation: Forms of compensation and factors that influence compensation policy, key components of international compensation, Approaches to international compensation, compensation practices across the countries, social security systems across the countries, global compensation: emerging issues. International Labour Relations: Key issues, response of labour unions to HRM practices in different countries- Japan, USA, UK, Turkey, Middle East, India and China.

References

1. The Global Challenge- framework for international human resource management, Evans, Pucik, Barsoux, Tata McGraw-Hill Irwin.2. Global Human resource management-Peter J Dowling, Denice E Welch, Cengage Learning Global

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Human resource management - Monir H Tayeb – Oxford University Press - 2005.3. Global Human resource management - Hugh Scullion, Margarel Linehan - Palgrave McMillan, 2005.4. International HRM, Anne Wit Harzing & Joris Van, Ruysse Veldt, Sage Publication5. International HRM, Hugh SculIion, Margaret Linehan, Pal grave, 2004

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INTERNATIONAL BUSINESS

MANAGEMENT (IBM))

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HR- 310 Global Human Resource Management

ObjectiveThis course is intended to familiarize the students with the latest global trends and HRM in MNC’s with differing cultures, HR Systems & policies. Management across borders requires global managerial staffing & cross cultural decision making. This course initiates the student to HRM practiced on a larger canvas beyond borders.

Unit I

Introduction to GHRM Definition, reasons for going global, Approaches toGHRM, Difference between GHRM and Domestic HRM, Reasons foremergence of GHRM, Models of GHRM-Matching model, Harvard Model,Contextual Model, 5P Model European Model, Models of SHRM in Multinational Companies, Internationalization of HRM: Socio-cultural context, Organizational dynamics and GHRM: Role of culture in International HRM, Culture and employee management issues, Organizational Processes in GHRM, Linking HR to International expansion strategies, The Challenges of Global Human resource management

Unit II

Strategies for International Growth: Exploiting global integration-The logic of global integration, differentiation, Mastering expatriation, beyond the traditional expatriate model, the limits of global integration Becoming locally responsive: The roots of responsiveness, understanding diversity, responding to diversity, the challenges of localization Managing alliances and joint ventures- meaning, need, different kinds of alliances, planning and negotiating alliances, implementing alliances,supporting alliance learning, the evolving role of alliances

Unit III

Recruitment, Selection and staffing in International context: International Managers- parent country nationals, third country nationals, host country nationals, advantages and disadvantages of different selection methods, different approaches to multinational staffing decisions, recruitment methodsusinghead-hunters, cross-national advertising, e-recruitment; Selection criteria and techniques, use of selection tests, interviews for international selection, international staffing issues.

Unit IV

Performance Management: A conceptual background, Constraints in goal attainment, performance management cycle, models, performance and appraisal in GHRM appraisal of expatriate, third and host country employees, issues and challenges in international performance management, country specificperformance management practices. Training and development in international context: Context Backdrop of international training, Current scenario in international training and development, training & development of international staff, types of expatriate training, HCN training, Career Development, repatriate training, developing international staff and multinational teams, knowledge transfer inmultinational companies.

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Unit V

International Compensation: Forms of compensation and factors that influence compensation policy, key components of international compensation, Approaches to international compensation, compensation practices across the countries, social security systems across the countries, global compensation: emerging issues. International Labour Relations: Key issues, response of labour unions to HRM practices in different countries- Japan, USA, UK, Turkey, Middle East, India and China.

References

1. The Global Challenge- framework for international human resource management, Evans, Pucik, Barsoux, Tata McGraw-Hill Irwin.2. Global Human resource management-Peter J Dowling, Denice E Welch, Cengage Learning Global Human resource management - Monir H Tayeb – Oxford University Press - 2005.3. Global Human resource management - Hugh Scullion, Margarel Linehan - Palgrave McMillan, 2005.4. International HRM, Anne Wit Harzing & Joris Van, Ruysse Veldt, Sage Publication5. International HRM, Hugh SculIion, Margaret Linehan, Pal grave, 2004

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MKT-310 Global Marketing

ObjectiveWith the globalization of the world economy, it has become almost mandatory for all firms to understand the global marketing scenario for their survival. In addition, competition has also become global, necessitating all firms to look beyond their geographical borders. This course will provide the basic inputs required for success in the global market.

UNIT I: International Marketing: Introduction, Scope, Difference With Domestic Marketing – Global Marketing – International Marketing Mix – MNC’s Vs TNC’s – Benefits of International Marketing.

UNIT II: The Global Economic Environment. , The Global Trade Environment. – international trade and monetary system – tariff and non tariff trade barriers – WTO – IMF – balance of payments, Social and Cultural Environments. , The Political, Legal, and Regulatory Environments of Global Marketing.

UNIT III: Approaching global markets – Global Information Systems, Consumer behavior and Market Research, Segmentation, Targeting, and Positioning. Importing, Exporting, and Sourcing, Global Market Entry Strategies: Licensing, Investment, and Strategic Alliances.

UNIT IV: The global marketing mix – new product development, international PLC, Product and Brand Decisions, Pricing Decisions, Global Marketing Channels and Physical Distribution, Advertising and Public Relations- cross cultural issues, Sales Promotion, Personal Selling, Special Forms of Marketing Communication.

UNIT V: Strategy and leadership in the 21st century – Global Marketing and the Digital Revolution. , Strategic Elements of Competitive Advantage. , Leading, Organizing, and Controlling the Global Marketing Effort.

Reference:1. Fairwether, “ International, Marketing “, Prentice Hall2. Francis cherunilam, “International Trade and Export Management”, Himalaya3. V.K. Kripalani, “ international marketing”, Sultan chand4. Shivarama, “Globalisation and Indian iberalization, South Asia publications5. Cateora, “ International Marketing”, Tata McGraw Hill6. Warren J Keegan, Mark C Green, Global Marketing, Pearson Education7. Svend Hollensen, Global Marketing, A decision Oriented Approach, Pearson Education

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FIN-310 INTERNATIONAL FINANCIAL MANAGEMENT

UNIT I: International Financial functions and Scope of International financial management – International flow of funds – Developments in international monetary system.

UNIT II: Foreign exchange market – Measurement of foreign exchange exposure – International credit instruments – Global financial markets – Short term borrowing and investment

UNIT III: International long term finance : IMF – World bank – Asian development bank – Euro bond market – ADR’s & GDR’s .

UNIT IV: Cross border investment decisions – Management of working capital – working capital policy

UNIT V:Foreign Direct investment – International capital budgeting – International portfolio management – International financial market – International banking – Financial swaps International indebtedness – International accounting and taxation

REFERENCE:4. Apte P.G., ‘International Financial Management’– Tata McGraw Hill5. Sharan, ‘International Financial Mnagement’ - PHI.6. Jevantham, Foreign exchange management – Sultan chand & sons.

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MARKETINGMKT-301 Services marketingObjective:The objective of this course is to expose the students to the unique characteristics of services and its marketing implications. The intent of the course is to discuss, measure and analyze several facets of services marketing, essential for the success of a service sector firm.

UNIT I: Introduction to services marketing – Services economy – evolution and growth of service sector – nature and scope of services – characteristics – classification – service market potential – expanded marketing mix for services – service quality – introduction to gaps model and SERVQUAL dimensions.

UNIT II: Focus on customers - Assessing service marketing opportunities – customer expectations and perceptions of services – customer ehavior specific to usage of services – service markets segmentation – market targeting and selection.

UNIT III: Service design – Levels of service product – Service life cycle – new service development – service blueprinting – physical evidence and service scape – competitive differentiation of services – service positioning strategies – developing positioning maps – pricing of services – methods and specific issues.

UNIT IV: Service delivery – People in services – service process – distributing service direct distribution, channel functions, channels selection, impact of information technology – designing communications mix for promoting services – building service customer relationships and service recovery – role of internal marketing in service delivery.

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UNIT V: Marketing strategies for different services – Formulating service marketing strategies for health, hospitality, tourism, logistics, financial, information technology, educational, entertainment and public utility services.

REFERENCES:1. Kenneth E Clow, et. Al “Services Marketing Operation Management and Strategy” Biztantra,

New Delhi, 2004.2. Chiristropher H.Lovelock, Jochen Wirtz, “Services Marketing”,PearsonEducation,N.Delhi,

2004.3. Halen Woodroffe, “Services Marketing”, McMillan Publishing Co, New Delhi 2003.4. Nimit Chowdhary and Monika Choudhary, “Text book of Marketing of Services”, the Indian

experience, MacMillan Publishing Co, New Delhi, 2005.5. Christian Gronroos, “Services Management and Marketing a ‘CRM Approach”, John Wiley and

sons England 2001.6. Bhattacharjee, “Services Management, An Indian Respective” Jaico Publishing House, Chennai,

2005.

MKT-302 CONSUMER BEHAVIOUR Objective:The course aims at understanding consumer behavior in the social and cultural setting, its diversity and development, and the role of consumer research and behavioral models. Attempts will also be made to study the consumer’s decision-making process, the process of adoption, diffusion of innovation, consumer protection etc.UNIT I: Introduction – Consumer behavior – concepts – dimensions of consumer behaviors – application of consumer behavior knowledge in marketing decisions – approaches to the study of consumer Behavior.UNIT II: Consumer as an individual, Consumer needs and motives – personality and consumer behavior – consumer perception – learning – consumer attitudes – attitude formation and change – communication and persuasion – self image – life style analysis.UNIT III: Consumers in their social and cultural settings - Group dynamics and consumer reference groups – Family – Social class cultural and sub-cultural aspects – cross cultural consumer Behavior.UNIT IV: Consumer decision process and post-purchase behavior, Personal influence and opinion leadership – diffusion of innovations – consumer decision – making process – models of consumer decision process – Nicosia- Howard Sheth and Engel-Kollat model- post purchase Behavior – Consumer expectation and satisfaction – managing dissonance – consumer loyalty–types of loyalty programs.UNIT V: Additional dimensions - Consumerism – consumer protection – difficulties and challenges in predicting consumer Behavior – online consumer Behavior – organizational and industrial buyer Behavior – consumer Behavior in Indian context – emerging issues.

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REFERENCES:1. Leon G. Schiffman, Leslie Lazar Kanuk, “Consumer Behaviour”, Pearson Education,N. Delhi,

2002.2. David L.Loudon, Albert J Della Bitta, “Consumer Behaviour”, McGraw Hill, New Delhi 2002.3. Jay D. Lindquist and M.Joseph sirgy, “Shopper, buyer & consumer Behaviour, Theory and

Marketing application”, Biztantra Publication, New Delhi 2005.4. Sheth Mittal, “Consumer Behaviour A Managerial Perspective”, Thomson Asia (P) Ltd., Singapore,

2003.5. K.K.Srivastava, “Consumer Behaviour in Indian Context”, Goal Gotia Publishing Co,N. Delhi

2002.6. S.L. Gupta & Sumitra Pal,“Consumer Behaviour an Indian Perspective”,SultanChand,N. Delhi

2001.7. Ms.Raju, Dominique Xavedel, “Consumer ehavior, Concepts Applications and Cases”, Vikas

publishing house (P) Ltd., New Delhi – 2004.8. Henry Assael, Consumer ehavior strategic approach Biztantra, New Delhi, 2005.

MKT-303 Integrated Marketing Communication (IMC)

Objective This course provides the student with a thorough understanding of the decision process involved in marketing communications. Apart from providing analytical skills for dealing with promotional decisions, the course will also provide an understanding of the conceptual and the practical aspects of marketing communication. This is a very useful elective for those who want to build a career in advertising and public relations.

UNIT 1: Integrated Marketing Communications, Corporate Image and Brand Management , Buyer Behaviors, Promotions Opportunity Analysis

UNIT 2:

Advertising tools: Advertising Management,: Theoretical Frameworks and Types of Appeals, Advertising Design: Message Strategies and Executional Frameworks , Advertising Effectiveness: concept; different types of tests

UNIT 3: Advertising Media: different types of media; media selection; measuring media effectiveness.

UNIT 4:

Promotional Tools: Trade Promotions, Consumer Promotions, Personal Selling, Database Marketing, and Customer Relationship Management, Public Relations, Sponsorship Programs, and Regulations

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UNIT 5:

Integration Tools: Internet Marketing, IMC for Small Businesses and Entrepreneurial Ventures, Evaluating an Integrated Marketing Program

References1. Kenneth E Clow / Donald E Baack, Intergrated Advertising Promotion and Marketing

Communication, Pearson Education2. Belch, Advertising and Promotion, Tata McGraw Hill3. Frank Jefkins , Advertising, Macmillan India Ltd4. Oguinn, Advertising, thomson Learning5. Kueglar Jr, Web Advertising and Marketing, Prentice Hall of india6. Batra, Myers and Aaker, advertising Management, Prentice hill

MKT-304 Product and Brand Management

ObjectivesThis course provides the students with a good understanding of the dimensions of product management , the new product development process, the organizational structures for new product development and product management. This course will also explore the exciting issues related to Brand Management namely, brand associations, brand identity, brand architecture, leveraging brand equity, brand portfolio management etc and the strategies associated with it

UNIT 1: Product Management — An Introduction, Corporate Strategy and Product Policy, Product line Decisions, Product Life Cycle and Marketing Strategies

UNIT 2: New Product Development and the Techniques of Idea Generation and Screening, Concept Development and Testing, Test Marketing, Launching and Tracking New Product Programs, Organizing for New Products

UNIT 3: Introduction to Brand Management and Crafting of Brand Elements – Basic understanding of brands – concepts and process – significance of a brand – brand mark and trade mark – different types of brands

UNIT 4: Brand association – Brand vision, Brand extension – brand positioning – brand image building. BRAND IMPACT – on consumers, competitors, Brand loyalty – loyalty programs – brand equity – role of brand manager

UNIT 5 :

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Brand rejuvenation and Brand strategies : Brand rejuvenation and re-launch, brand development through acquisition takes over and merger – Monitoring brand performance over the product life cycle. Co-branding, Designing and implementing branding strategies

REFERENCES:

1. Kevin Lane Keller, “Strategic brand Management”, Person Education, New Delhi, 2003.2. Lan Batey Asian Branding – “A great way to fly”, Prentice Hall of India, Singapore 2002.3. Jean Noel, Kapferer, “Strategic brand Management”, The Free Press, New York, 1992.4. Paul Tmeporal, Branding in Asia, John Wiley & sons (P) Ltd., New York, 2000.5. S.Ramesh Kumar, “Managing Indian Brands”, Vikas publishing House (P) Ltd., New Delhi,

2002.6. Jagdeep Kapoor, Brandex, Biztantra, New Delhi, 2005.

MKT-305 Retail Management

Objective Retailing industry in India is characterized by rapid changes in its format and practices. This course in retail management is designed to help the student to understand, synthesize and critically evaluate the main decision variables and key change drivers in the retail industry.

UNIT I: An Overview of Strategic Retail Management - An Introduction to Retailing , Building and Sustaining Relationships in Retailing, Strategic Planning , Integration & Control in Retailing

UNIT II: Situation Analysis - Retail Institutions by Ownership , Retail Institutions by Store-Based Strategy Mix , Web, Non store-Based, and Other Forms of Nontraditional Retailing

UNIT III: Targeting Customers and Gathering Information, Identifying and Understanding Consumers, Information Gathering and Processing in Retailing

UNIT IV: Choosing a Store Location - Trading-Area Analysis , Site Selection, Managing a Retail Business - Retail Organization and Human Resource Management , Operations Management: Financial Dimensions, Operations Management: Operational Dimensions

UNIT V:

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Merchandise Management and Pricing, Developing Merchandise Plans , Implementing Merchandise Plans, Financial Merchandise Management , Pricing in Retailing, Communicating with the Customer - Establishing and Maintaining a Retail Image , Promotional Strategy

References1. David Gilbrath, Retail Marketing Management, Prentice Hall2. Andrew J Navman and Peter Cullon, Retailing Environment – Thomson & Organisation3. Berman, Retail Management, Prentice Hall of India4. Barry Berman, Joel R Evans, Retail management: A Strategic Approach, Pearson Education5. Roger Cox, Paul Brittain, Retailing an Introduction, Pearson Education

MKT-306 Internet Marketing

ObjectiveThis course provides students an insight into the use of Internet for the marketing activities, the basic concepts and the technological background that makes the internet marketing happenUNIT I: Internet marketing fundamentals, Internet marketing – Micro and Macro Environment

UNIT 2Internet strategy development, Internet marketing strategy, The Internet marketing mix, Relationship marketing using the Internet

UNIT 3Internet marketing: implementation and practice, Delivering online service quality , Interactive marketing communications, Improving E-Marketing Performance, Business-to-Consumer Internet marketing, Business-to-Business Internet Marketing

UNIT 4Interactive Marketing: New Channel, New Challenge, Global Internet Marketing. Localization and Customization, Measuring Internet Marketing Effectiveness: Metrics and Website Analytics, Trust in Internet Marketing. Ethical and Legal Issues, Internet of the future: “Customerization

UNIT 5: Types of Internet marketing: Online Advertising: Display Advertising, Pay-Per-Click Marketing,Email Marketing, Blogging, Podcasting, RSS, Social and Business Networking, Product Opinion Sites. Forums, Affiliate Marketing and Syndication on the Internet, Traditional Offline Businesses in the Online World, Traditional Offline Businesses in the Online World. Case 2: Indian Context, The

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technology behind Internet Marketing, Common Snares in Online Marketing , Running an Internet Marketing Services Business

References1. Kalakota & Whinston, Frontiers of Electronic commerce, Addition Wesley2. Charles Trepper , E- Commerce Strategies, Tata McGraw Hill3. Dave Chaffey, Internet Marketing, Strategy, implementation and Practice, Pearson Education4. Judy Strauss, Adel El Ansary, Raymond Frost, E- Marketing, Pearson Education

MKT-307 STRATEGIC MARKETING MANAGEMENT

Objective:This Course enables the students to understand the complicated issues involved in the planning, analyzing and implementation of Marketing Strategies.

UNIT 1Business strategy – Sustainable competitive advantage (SCA) Concept and aspects of strategic marketing –Historical perspective – Strategic business unit – Trends – Differences between strategic marketing and marketing management.

UNIT 2Customer analysis: Segments, defining market boundaries, motivation, unmet needs – Competitor analysis: Identification, strategic groups, classification, market size, projected growth, entry barriers, distribution system, trends, Environmental analysis: technological economic, social, political and cultural environments environmental scanning procedure.

UNIT 3Performance analysis: Profitability, sales, shareholder value analysis, customer satisfaction, product quality, brand association, new products, strengths and weaknesses – Product portfolio analysis: BCG, GE Matrices, risk matrix, Directional policy matrix, recent developments, criticisms of BCG Matrix.

UNIT 4

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Market strategies: Market – Scope, Market – Geography, market entry, market – Commitments, market dilution, strategies for declining and mature markets – Product strategies: Product positioning, repositioning, product overlap, product scope, product design, product elimination strategies, new product strategies and diversification strategies.

UNIT 5Pricing strategies: Price flexibility, leasing strategies, pricing strategies to build market share – Distribution strategies: Channel structure, channel – Scope, multiple channel, channel modifications, conflict management strategies, channel control strategies – Promotion strategies: Advertising and personal selling strategies – Global strategies: Motivation, standardisation Vs Globalisation, strategic alliances, global challenges for Indian Companies.

UNIT 6Strategy selection: Conceptual scheme, Product/market strategy – SBU strategy – Strategy evaluation – Formal planning system: Uses and pitfalls – Implementation & Control Conceptual framework, structure, systems, people, culture and achieving effectiveness – Strategic tools used: Experience curve, PIMS, Delphi technique, trend impact analysis, cross impact analysis and scenario building Use of computer packages for strategic marketing decision making.

References1. David Aaker, “Strategic market management”, John Wiley.2. Subhash Jain, “Marketing planning and strategy”, south western.3. Ravichandran et al, “Strategic marketing management”, sage publications.4. Malcolm MacDonaldd, “Strategic marketing planning”, CMRFF.5. Vithala R Rao, Joel H Steckel, Analysis for Strategic marketing, Pearson Education5. Rogar Kenu & Robert Peters, “Perspective on strategic marketing management”.

MKT-308 SALES MANAGEMENT

Objective: This Course offers students a blend of time proven fundamentals and new sales practices needed to succeed in today’s information economy. The major topics covered in the course are management of sales people, recruitment and selection of sales people, sales training and designing & organizing a sales systemUNIT 1:Developing a personal selling philosophy - Personal Selling and the Marketing Concept, Personal Selling Opportunities in the Age of Information, sales Strategies, Sales Environment – Laws and ethical Issues, International Selling

UNIT 2:

Developing a relationship and customer strategy- Creating Value with a Relationship Strategy, Ethics-The Foundation for Relationships in Selling, Understanding Buyer Behavior, Developing a Prospect Base.

UNIT 3:

Developing a product strategy - Creating Product Solutions, Product-Selling Strategies that Add Value, Sales Techniques – Key account management, Direct marketing, Internet and IT applications in Selling and Sales Management

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UNIT 4:

Developing a presentation strategy - Approaching the Customer, Creating the Consultative Sales Presentation, Custom Fitting the Sales Demonstration, Negotiating Buyer Concerns, Closing the Sale and Confirming the Partnership, Servicing the Sale and Building the Partnership.

UNIT 5:

Management of self and others - Management of Self: The Key to Greater Sales Productivity, Communication Styles: Managing the Relationship Process, Management of the Sales Force- Recruitment and selection, motivation and training, Organisation and compensation and Sales Control – Sales forecasting, budgeting, Sales force evaluation.

References:

1.David Jobber and Geoffrey Lancaster, Selling and Sales Management, Pearson Education2. Still R R and Condiff Govoni, Sales Management, Pearson Education3. Anderson R, Professional Sales Management, Prentice Hall4. Johnson, Sales Management – Concepts, practices and Cases, McGraw Hill5. Dalrymple, Sales Management, Concept and Cases, John Wiley6. Das Gupta, Sales Management, In the Indian Perspective, Prentice Hall

MKT-309 Strategic and Analytic CRMObjective:This course provides students the basic elements of Customer relationship management as it relates to marketing strategy and to Information Technology. UNIT I: Defining CRM – Nature of CRM, benefits and costs, Customer Loyalty, CRM in Marketing, CRM and Customer Service, Relationship marketing, relationship concepts, relationship drivers, Lasting relationhips

UNIT 2: Customer relationship survey design, Statistical analysis of customer survey, using relationship survey results

UNIT 3CRM measurement, Qualitative measurement methods, quantitative measurement methods, calculating relationships Sales Force Automation ,

UNIT 4:CRM and IT: , CRM data warehouse, CRM in E-Business, Analytical CRM, Relationship management, changing corporate cultures

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UNIT 5Customer loyalty, Customer retention strategies, Winback and acquisition Strategies, Customer partnerships, internal partnerships, supplier partnerships, external partnerships, Choosing Your CRM Tool, Managing CRM Project, The future of CRM

Reference Books:1. John Egan, Relationship Marketing, Exploring Relational strategies in Marketing”, Prentice Hall2. John Anton, Customer relationship Management, Prentice Hall3. Anderon, Customer relationship Management, Tata McGraw Hill4. The CRM handbook, Jill Dyche, Pearson Education5. David Strutton, Lou E Pelton, James R Lumphin, Marketing channels – A relationship

management Approach, McGraw Hill6. Zineldin, Mosad, Strategic Relationship Management, Coronet Books Publications

MKT-310 Global Marketing

ObjectiveWith the globalization of the world economy, it has become almost mandatory for all firms to understand the global marketing scenario for their survival. In addition, competition has also become global, necessitating all firms to look beyond their geographical borders. This course will provide the basic inputs required for success in the global market.

UNIT I: International Marketing: Introduction, Scope, Difference With Domestic Marketing – Global Marketing – International Marketing Mix – MNC’s Vs TNC’s – Benefits of International Marketing.

UNIT II: The Global Economic Environment. , The Global Trade Environment. – international trade and monetary system – tariff and non tariff trade barriers – WTO – IMF – balance of payments, Social and Cultural Environments. , The Political, Legal, and Regulatory Environments of Global Marketing.

UNIT III: Approaching global markets – Global Information Systems, Consumer behavior and Market Research, Segmentation, Targeting, and Positioning. Importing, Exporting, and Sourcing, Global Market Entry Strategies: Licensing, Investment, and Strategic Alliances.

UNIT IV:

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The global marketing mix – new product development, international PLC, Product and Brand Decisions, Pricing Decisions, Global Marketing Channels and Physical Distribution, Advertising and Public Relations- cross cultural issues, Sales Promotion, Personal Selling, Special Forms of Marketing Communication.

UNIT V: Strategy and leadership in the 21st century – Global Marketing and the Digital Revolution. , Strategic Elements of Competitive Advantage. , Leading, Organizing, and Controlling the Global Marketing Effort.

Reference:1. Fairwether, “ International, Marketing “, Prentice Hall2. Francis cherunilam, “International Trade and Export Management”, Himalaya3. V.K. Kripalani, “ international marketing”, Sultan chand4. Shivarama, “Globalisation and Indian iberalization, South Asia publications5. Cateora, “ International Marketing”, Tata McGraw Hill6. Warren J Keegan, Mark C Green, Global Marketing, Pearson Education7. Svend Hollensen, Global Marketing, A decision Oriented Approach, Pearson Education

SUPPLY CHAIN MANAGEMENT

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SCM-301 LOGISTICS MANAGEMENTUnit 1The Role of Sourcing in a Supply chain – In House or Outsource – Third and Fourth – Party Logistics Providers – Supplier Scoring and Assessment – Supplier selection – Auctions and Negotiations – Unit 2Contracts and Supply chain Performance – Design collaboration – The Procurement Process – Sourcing Planning and Analysis – The Role of IT IN Sourcing – Risk management in Sourcing – Making Sourcing decisions in Practice.Unit 3 Procurement – Procurement perspectives – Procurement strategies – Purchase requirement segmentation – E commerce and Procurement Unit 4Warehousing – Strategic warehousing – Economic benefits, Service benefits – Warehouse operations – Handling, Storage – Warehouse ownership Arrangements – Private, Public, Contract, Network Deployment – Warehouse decisions – site selection, Design, Product mix Analysis, Expansion, Materials handling, Lay out, Sizing, warehouse management systems, Accuracy and Audits, Security , safety and maintenanceUnit-5Transportation in a Supply chain – The role of Transportation in a Supply chain – Modes of Transportation and their Performance Characteristics – Transportation Infrastructure and Policies – Design Options for a Transportation net work – Trade offs in Transportation Design – Tailored Transportation – The role of IT in Transportation – Risk Management in Transportation – Making Transportation Decisions in Practice – Transportation Network in Support of Indian cooperative end over References

1. Supply Chain Logistics Management ;authored by Donald J. Bowersex, David J. Closs, M. Bixby Cooper, Published by Tata McGraw – Hill Publishing co Ltd, New Delhi.

2. Modeling the Supply Chain, authored by Jeremy F. Shapiro, Massahusetts Institute of Technology, Published by Thomson India Edition, India.

3. Supply Chain Management Strategy, Planning and Operation, authored by Sunil Chopra, Peter Meindl, D.V.Kalra, Published by Pearson Education, India

4. Supply Chain Management , Stanley E . Fawcett, Lisa M. Ellaram, Jeffrey A Ogdan Published by Pearson Education, India

5. Logistics and Supply Chain Management, authored by Anurag Saxena, Ph D, Lt. Col Kaaushik Sircar, published by Jaico Publishing House, India.

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SCM-302 MANAGING COSTS in SUPPLY CHAIN Unit 1The Cost – Types of cost, Fixed cost , variable cost - Application of cost concepts in Supply chain management – Cost Benefit analysis in Supply chain management operations, Target cost breakdown – Cost management activities – Cost auditing, Capacity utilization of the facilities - infra structure, Transportation, cost of different mode of Transportation, etc and its impact on overall cost.Unit 2Different Cost comparison methods - Cost Trend analysis – Cost input analysis – Cost benefit analysis – Out sourcing decisions to reduce Cost - effect of Indirect cost legal, documentation, incidental charges, The Profit Leverage Effect of Supply chain cost reductionUnit 3Strategic Cost Management Principles - Supply chain analysis,Value proposition analysis, Cost Drivers Responsibility for Strategic Cost Management – Top / Middle / Bottom level management responsibility – Planning, Organizing and Controlling of Cost reduction of programs, etc Unit 4Determining the Tools to Support Strategic Cost Management – Classification of Supply Chain Decisions – Classification of Decisions : Analyzing the Quadrants – Commodity classification. Activity based Cost management – Problems with Traditional Managerial Accounting Systems – The ABCM solution – Making better decisions – Problems with ABCM implementationUnit 5Total cost of Ownership – Determine desired benefits of TCO – Form a Team to work on TCO analysis – Identify Relevant Costs and Gather Data – Fine tune the TCO analysis, including the sensitivity analysis – Present recommendations to Top managementReferences

1. Supply Chain Logistics Management ;authored by Donald J. Bowersex, David J. Closs, M. Bixby Cooper, Tata McGraw – Hill Publishing co Ltd, New Delhi.

2. Modeling the Supply Chain, authored by Jeremy F. Shapiro, Massahusetts Institute of Technology, Thomson




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SCM-303 Managing the Global Supply ChainUnit 1Global supply chain – its importance– Supply Chain Management and Logistics in a Global economy – Stages in International Development - export / import A national Perspective, International Operations local presence, Managing the Global Supply Chain Performance Cycle Structure, Transportation, Operational considerations, Information system Integration, Alliances – Supply chain security Unit 2International Sourcing – Rationale for low cost country sourcing – Challenges for Low Cost Country Sourcing – Guidelines for Sourcing , 3PL, 4PL Unit 3A Changing Supply Chain World – Environmental scanning – Forces Shaping Today’s Supply chain Environment, competitive Pressure, Corporate Social responsibility, Customer expectations, Role Shifting, Financial Pressure, Global capacity, Globalization, Mergers and Acquisitions, Technological innovation, Time compressionUnit 4Designing a Global Network --Establish a Triadic Presence, Achieve Seamless Performance Across Markets, Extend Reach Through Alliances, compete in Competitor’s Home Market, Coordinate Global Activities, , Coordination and Control through Information TechnologyUnit 5Supply Chain Mapping– Importance of Supply Chain Design – Process mapping – Process Analysis – Supply chain Design – Supply chain Mapping approachesReferences

1. Supply Chain Logistics Management ;authored by Donald J. Bowersex, David J. Closs, M. Bixby Cooper, Published by Tata McGraw – Hill Publishing co Ltd, New Delhi.

2. Modeling the Supply Chain, authored by Jeremy F. Shapiro, Massahusetts Institute of Technology, Published by Thomson India Edition, India.




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SYSTEMS

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SYS-301 RELATIONAL DATABASE MANAGEMENT SYSTEM

UNIT – I INTRODUCTION

Database and DBMS – characteristics – importance – advantages – evolution - codd rules-database architecture; data organization- file structures and indexing

UNIT – II MODELING AND DESIGN FRAME WORK

Data models- Conceptual design- ER diagram-relationships- normalization -data management and system integration

UNIT – III RDBMS IMPLEMENTATION

Query languages-SQL for data creation, retrieval and manipulation, database transactions, concurrency control, atomicity, recovery, security, backup and recovery, data base administration- client server architecture based RDBMS.

UNIT – IV DISTRIBUTED DATABASE AND OBJECT ORIENTED DATABASES

Concepts of distributed databases and design, Object oriented databases-object life cycle modeling conceptual design-UML.

UNIT – V EMERGING TRENDS

Overview of visual databases and knowledge based databases-conceptual design and business impacts. Effective designs of forms and reports-Form layout- creating forms &reports-program retrieve & save data.

REFERENCES

1. Silbersehatz .Korth.Sudarshan - Database system concepts- Mcgraw Hill Book Company.2 Peter Rob, Carlos Coronel, Database System and Design, Implementation and Management,

7 th edition, Cengage Learning, 3. Jeffrey A Hoffer et al, Modern Database Management, 8th Edition, Pearson Education, 2008,4. Alex Leon, Mathews Leon – Dtabase Management Systems, Vikas Publishing

5. V. K. Jain, Database Management Systems, Dreamtech press, 20076. Narayan S. Umanath and Richard W. Scamell, Data Modeling and database design, Thomson course technology, 20087. Mark L.Gillenson & el, Introduction database management, Wiley India Pvt. Ltd, 20088. Peter Rob and Carlos Coronel, Database systems- Design, Implementation and Management, Thomson Course technology, 20089. Panner Selvam: Database Management Systems

SYS-302 ECOMMERCE TECHNOLOGY AND MANAGEMENT

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Unit – I INTRODUCTION TO E-COMMERCEIntroduction to worldwide web – Intelligent Web designing – Software tools – IP, TCP HTTP, HTML, Cryptography – consumer Interface Technologies – OALP and Data Mining.Unit – II TECHNOLOGY INFRASTRUCTURE

Principles – Potential – Data warehousing – Application of Ecommerce in different sector – Service, Industry, Domestic – Multidisciplinary approach to Ecommerce, Customer relation Management.Unit – III BUSINESS APPLICATIONS

Business Model – E-Marketing – Intelligent Agents – Economics in Ecommerce – Equilibrium price – Supply Chain Management.Unit – IV ECOMMERCE PAYMENTS AND SECURITY

E-Security- E-Payments – Security protocols – How sites are hacked – Internet Governance – E-cash, E- check and Micro payment systems.

Unit –V LEGAL AND PRIVACY ISSUES IN E- COMMERCEFirewall – Legal Issues – Software Intellectual Property Law, Contract Law for E-Business –

Warranties and New products – Cyber law issues – Interpole – consumer protection.References

1. Efraim Turbon, Jae Lee, David King H Michael Chung Electronic Commerce A Managerial Perspective, Pearson Education Asia 2001.

2. Nabil R Adam Oktay Dogramaci, Aryya Gangopadhyay and Yelena Yesha Electronic Commerce Amazon 1999..

3. Greenstein Firsman, Electronic commerce Tata McGraw Hill 1999.4. Kalakota & Whinston, Frontiers of Electronic Commerce, Addition Wesley 2001.5. Napier Judd Rivers and Wagner creating a winning E-business, Thomson Learning 2000.6. Hentry Chan & el , E-Commerce – fundamentals and Applications, Wiley India Pvt Ltd, 2007.7. Gary P. Schneider, Electronic commerce, Thomson course technology, Fourth annual edition, 20078. P.T. Joseph E-Commerce A Managerial Perspective Prentice Hall of India.9. Raghu Ramakrishnan –Database Management Systems– CB / McGraw Hill – 1996.10. Panneerselvam R – Database Management Systems – Prentice Hall,N. Delhi – 2002.

SYS-303 DECISION SUPPORT SYSTEM

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Unit IDecision concept – Steps – Decision Support System – Components – Characteristics – Classifications and Applications.Unit IIModel Management: Model – Modeling Process – Types of Models – Optimization – Simulation – Heuristic: Descriptive – Predictive Model Base – Modeling Languages – Model Directory, Model Base Management System – Model Execution, Integration and Command Processing – Model Packages.Unit IIIData Management System: Data Base – Sources of Data – Data Directory – Data Structure and Data Base languages – Query facility - Data Management System –DBMS as DSS Development Tool.Unit IVDialog Management: User Interface – Graphics – Multimedia – Visual Interactive Modeling – Natural language processing – Speech Recognition and Understanding – Issues in User interface.Unit VDevelopment of Decision Support System: Development Process – Software and Hardware; Data Acquisition – Model Acquisition – Dialog development – Integration – Testing and Validation – Training and Implementation.References1. Efraim Turbain, Decision Support and Export System – Prentice Hall International Edition,

Englewood Clifts, 1995.

2. Janakiraman and Sarukesi, Business Support System – Prentice Hall of India Pvt. Ltd, New Delhi 1999.

3. Lofti, Decision Support System Decision and Management – McGraw Hill Inc, International Edition, New Delhi 1996.

4. Maraks, Decision Support System – Prentice Hall International Paperback Edition, Delhi, 1998.

5. V.S. Janakriaman K. Sarukesi – Decision Support Systems Prentice Hall of India 2002.

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