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MBA Industry Interface (Semeter Scheme)

MBA Industry Interface (Semeter Scheme)

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Detailed Syllabus

For

‘Master of Business Administration (MBA) Program’
(SEMESTER SYSTEM) Duration of the Program: Eligibility for admission: passed 2 years Graduates, should have

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

Course Title: Administration Duration:

Master of Business 2 YearsSemester – I
SEMESTER I Marks Paper Code MBA 101 MBA 102 MBA 103 MBA 104 MBA 105 MBA 106 MBA 201 MBA 202 MBA 203 MBA 204 MBA 205 MBA 206 MBA 301 MBA 302 MBA 303 MBA 304 MBA 305 MBA 306 MBA 307 MBA 308 MBA 309 MBA 310 MBA 311 MBA 312 MBA 313 MBA 314 MBA 315 MBA 316 MBA 401 MBA 402 MBA 403

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

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

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

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

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

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

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

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

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

PROGRAMME GUIDELINES

3rd and 4th (As applicable) years of Degree Original degree certificate Original Transfer certificate • • Admission procedure: Applicants have to undergo an entrance exam consisting of a written test. The students will have a total of 20 subjects spread over the three years.Name of the Programme: Master of Business Administration (MBA) Duration: 2 Years Objective: Provide existing IIPM students with an opportunity to do a MBA programme from M S University Eligibility: Should have passed 10+2 and graduation (in any discipline) Documents required to be submitted at the time of admission: • Original Statement of Marks for X standard • Original Statement of Marks for XII standard and 1st. Marketing Communication . There will be a project (either a training or an organizational study) that has to be done by the students after their Second Semester The third and the fourth semester will have 4 subjects per semester. Programme Architecture • • • • The MBA programme will be divided into 4 semesters over two years. Applicants with a valid MAT score (composite) of 550 and above and applicants with a valid CAT score which is 50th percentile or above need not write the written test but have to undergo the GD and PI. Marketing 2. The first two semesters of the programme will have 6 subjects per semester. out of which one will be a core and compulsory paper while students will have to choose three papers under a particular specialization from the five disciplines as listed below: 1. a group discussion (GD) and a personal interview (PI). All these subjects will be compulsory for the students to take. 2nd .

Information Technology • The students have to choose one discipline at the start of the third semester and the same will continue in the fourth semester. • Evaluation • The evaluation for each of the semester will take place as a combination of internal evaluations (25% weightage) and external end term examination (75% weightage). The students have to undertake an individual research project at the end of their third semester. The external end term exams for each of the subjects will be conducted by the University. The viva will be conducted by faculty at IIPM empanelled and approved by the University. A minimum of 50% marks should be obtained in each component individually for a student to clear a subject.3. Human Resources 4. They will be doing a total of 6 subjects over the third and fourth semester in their chosen area of specialization. Finance 5. • • • . The project will be evaluated on the basis of a viva-voce. The duration of each end term exam will be 3 hours.

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

Kapoor (Sultan Chand & Sons) • Quantitative Techniques in Management (by) N. conditional and joint probability. • Quantitative Analysis for Management (by) Barry Render and Ralph Stair. Free &Interfering floats • Crashing for determination of optimum duration of project. D Vohra (TMH). • An Introduction to Management Science (by) Anderson. Prediction of bad loans. RECOMMENDED BOOKS • Introduction to Business Mathematics (by) V.PROBABILITY • Basic probability concepts and probability rules – marginal/simple probability. • Revising prior probability – Bayer’s theorem of posterior probability. Sweeney and Williams • Quantitative Analysis for Management Applications by L N Aggarwal and Parag Diwan (Global Business Press) ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 10 marks Quizzes: 15 marks . • Application of probability concepts in business/management. Jr. Evaluation of marketing strategies for improvement in market shares & evaluation of repair & maintenance policies. K.PERT/CPM • Construction of Network diagram • Types of Floats: Total. UNIT 5 . • The concept of probability distributions. UNIT 4 .• • • Prediction of market shares for future periods and at equilibrium.

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

predatory pricing • Geographical factor: Fob pricing. Organizational Behaviour K. Organizational Behaviour M.Narayan. types (free market. competition. skimming pricing.S. Gangadhar. customer.INTRODUCTION • Nature. product image… • Factors dictating pricing strategy: Internal and external (5 c’s: cost. Organizational Behaviour Fred Luthans. survival. freight absorption pricing • • • . administered controlled). competitive pricing. Aswathappa. and control) • Setting up of price: Bases (cost. customer.P.• • John W. V. and Importance of Marketing • Marketing Management Process Marketing Environment Marketing Probing • Consumer Behaviour Segmentation and Targeting UNIT 2 PRODUCT STRATEGY • Product Planning • New Product Development • Branding • Product / Brand Lifecycle UNIT 3 PRICING • Meaning. significance • Objectives dictating strategy: Target rate of return. uniform delivered pricing. market share. context. home delivered pricing.Rao and P. NeVistrorr & Kieth Davis. Organizational Behaviour • • ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 5 marks Quizzes: 10 marks and Case analysis project and presentation: 10 marks MARKETING ESSENTIALS UNIT 1 . competition) • New product pricing: Penetration pricing. public image. profit maximization.S. Scope. base point pricing. meeting or preventing competition. zone pricing.

demand. pricing over stages of PLC. types (consumer/sales force/dealer oriented) • Sales promotional schemes: Samples. coupons. react UNIT 4 PROMOTING AN OFFER • Concept and relevance of marketing communication • Process of marketing communication • Objectives of promotion: Marketing. Thomson • Ramaswarry and Namakumari. advantages. significance. Keller. • Sales promotion: Meaning. process. selection of promotional tool/mix. sales force management – recruitment to performance evaluation. significance. significance. features. process of advertising. Marketing Management. advertising media. Marketing Management. Initiating a price change: Reason (cost. features. Meenakshi (Vikas: Latest Edition) • Adrian Palrrler Introduction to Marketing. tools & techniques available. UNIT 5 PLACEMENT • Placement Strategy • Marketing Middlemen • Physical Distributions • Selecting channel members • Channel length. types. price higher than MRP. disadvantages. • Advertising: Definition. etc • Public relations: Meaning of publics and PR. price offs. comparison with advertising. nature. Koshy & Jha (12th Edition) • Marketing Management (by) Arun Kumar & N. premium or bonus offer. variable. steps involved.• • • • Adopting the price: Fixed vs. follow the leader pricing. quality) and techniques Responding to a price change by the competitor: Ignore. objectives. discounts. Oxford • Czinkota and Kotabe. operational • Product mix: Types. McMillan ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 5 marks . MRP. trading stamps. price range. discriminating pricing. communication. message. loss leader pricing. determinants of channel length • Vertical Marketing Systems (VMS) and Horizontal Marketing Systems (HMS) RECOMMENDED BOOKSS • Marketing Management (by) Kotler. resale price maintenance Pricing in practice: Discounts. fairs and exhibitions. testing of advertising • Personal selling: Meaning. psychological pricing. features.

motivation. line and staff authority. strategy and other premises. decision making • Organizing: Fundamentals. insurance HRM: Recruitment. UNIT 3 . layout. types . selection.PROCESS OF MANAGEMENT: LEADING. culture • Staffing: HRM and staffing. risk cover. communication process. FOUNDATIONS & NEW INSIGHTS • Self competency • Ethics competency • Communication competency • Change competency PROCESS OF MANAGEMENT: COMMUNICATION & CONTROL • Communicating: Definition & significance. barriers • Controlling: Fundamentals. their roles and responsibilities Variations in manager’s job PHILOSOPHIES AND APPROACHES TO MANAGEMENT PRACTICES • Classical school • Hawthorne studies • Behavioural school • Other management perspectives • • • • • UNIT 2 . STAFFING • Planning: Definition. location. objective setting.D. marketing mix decisions PROCESS OF MANAGEMENT: PLANNING. flows.Quizzes: 10 marks Case analysis project and presentation: 10 marks MANAGEMENT PROCESS • • • • • UNIT 1 NATURE OF ORGANIZATION AND MANAGEMENT Nature of organization Nature of management Why organizations need managers Types of managers.FUNCTIONAL ASPECTS OF MANAGEMENT Administrative function: Suitable form Operations: Size. training Marketing: Demand & consumer behaviour. performance appraisal. decentralization. compensation. productivity. management. organizational design. quality. logistics Finance: Arranging. ORGANIZING. organizational change & O.

• • Financial and budgetary controls Directive vs. Japanese and American ways of managing RECOMMEDED BOOKS • Sherlekar & Sherlekar: Modern Business Organization & Management (HPH:2008) • Meenakshi Gupta: Principles of Management (PHI:2009) • Principles and practice of management by P C Shejwalkar • General management by C B Gupta • Process of management by Newman. William and others • Management: history functions behaviour by Pitamber . management practices • Management in multinational corporations in India • Indian ways vs. U. preventive controls UNIT 4 .MANAGING IN SPECIFIC CONTEXT: LEARNING AND KNOWLEDGE ORGANIZATION • Meaning and details • Dynamic capabilities and organizational learning • Knowledge management & knowledge organization • Model of knowledge organization MANAGING IN SPECIFIC CONTEXT: FAMILY BUSINESS • Meaning • Family business as a system • Managerial concerns of the family business • Strategy in family business UNIT 5 MANAGING IN SPECIFIC CONTEXT: INTERNETWORKING AND EBUSINESS • Basics of networks and e-business • Internetworking business model • Environment for internetworking • Internetworking performance MANAGING IN SPECIFIC CONTEXT: INTERNATIONAL MANAGEMENT • Reasons for going international • Japanese management and theory Z • Japanese vs.S.

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

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

equilibrium Monopsony Bilateral monopoly • MONOPOLISTIC COMPETITION Meaning and characteristics. monopoly vs. kinked demand curve model. source of monopoly power. measure of monopoly power. supply curve of a monopolist. Price discrimination: meaning. characteristics. revenue and equilibrium under monopoly. perfect competition. cartels. sources of differentiation. • OLIGOPOLY Meaning. RECOMMENDED BOOKS • • • • • Paul Samuelson: Economics (TMH: Latest edition) Microeconomics by Misra and V K Puri Micro Economics by O M Agarwal Micro Economics by KPM Sundhram Principles of Economics by Karl E Case ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 10 marks Quizzes: 15 marks . shifts in demand and impact on monopoly firm. equilibrium of a firm in short run and in long run. conditions. advantages and disadvantages of monopoly. cost.Concepts. Cournot’s model. price leadership model. game theory treatment of oligopoly. promotional costs and equilibrium. types.

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

Jawaharlal. Accounting for Management. TMH Louderback and Holmgren. Ambrish Gupta (Pearson Education) Dr. HPH Khan and Jain. Thomson ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 5 marks Quizzes: 10 marks Comparative balance sheet analysis project and presentation: 10 marks . Management Accounting. Managerial Accounting.• • • • • Financial Accounting – A Managerial Perspective (by) R. Narayanaswamy (PHI: Latest Edition) Financial Accounting for Management (by) Dr.

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

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

Methods of studying regression coefficient (ungrouped) .Method of deviation taken from assured mean Bivariate distribution Properties of regression coefficients UNIT 4.Alu Srinivasan : Probability and Statistics. Tata Mc. Spiegel and Larry J.table UNIT 5.R. M.Sampling distribution of the difference between two means .Sampling distribution of proportions . Graw Hill Edition. Prentice Hall of India M.Sampling distribution of the difference of two proportions Central limit theorem Relationship between population.Sampling distribution of the mean . SAMPLING AND SAMPLING DISTRIBUTIONS • • • • • Purpose of Sampling Principles of sampling Principle of statistical regularity Principle of inertia of large numbers Sampling distribution . sample and sampling distributions • • RECOMMENDED BOOKS Statistics For Management (by) Richard Levin / David S Rubin (Seventh Edition – Pearson Education) Business Statistics (by) S P Gupta and M P Gupta (S Chand & Sons) Nabendu Pal: Statistics . Tata Mc.Concepts And Applications.Method of deviation taken from actual mean . ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 5 marks .Method of least squares . Graw Hill Edition.• • • • Regression equations Regression coefficients . Schiller and R. Spiegel and Larry J.R. PROBABILITY DISTRIBUTION • • • • • Normal distribution Practical uses of normal distribution Area relationship under normal distribution Applications of the normal distribution Reading Z. Stephens : Statistics.

distinction between economics and managerial eco. . engineering cost curves. .Economics: Scope of economics. incrementation.Boumols’s sales revenue maximization model.Economies and diseconomies in production and supply. their role in decision making.Cost concepts. . • Production: Conceptual Framework . managerial implications. 4. CONSUMER DECISION MAKING • Demand Side Of The Market . . . risky and uncertain situations. and profit positions. PRICING DECISIONS AND IMPLEMENTATION • Alternative Paradigms Of Decision Making By A Firm .Marris’ model of managerial enterprise. .Managerial Economics: Definition and scope.Supply elasticities and lessons for a manager.Demand estimation and fore casting: Basic methods.Behavioral approach of Cyert and March.Production concepts: review . . ECONOMICS OF SUPPLY AND PRODUCTION • Supply Side of The Market . .Quizzes: 10 marks Case analysis project – written report submission: 10 marks ECONOMICS FOR MANAGERIAL DECISION MAKING-2 1.Demand elasticities and lessons for a manager.Factors influencing demand. equilibrium. . INTRODUCTION • Economics And Managerial Decision Making . economics as a tool for decision making. . 2.Managerial decision making under perfect information.Factors determining after of a supplier.The neoclassical model of firm: revenue. • Logic of Buying And Consumption Conventional explanation for consumer behavior: Review Attributes approach for explaining consumer choices 3.

PRICING IN A REGULATORY FRAMEWORK • Market Failures And Price Regulations . firm behavior etc.Pricing under mutual dependence conditions . Pricing Decisions And Implementations-1: Price Determination . . Adjusting price overtime 5. Pricing Decisions And Implementation-2: Specific Models Of Pricing . .Price regulation RECOMMENDED BOOKSS • Managerial Economics (by) Ivon Ping (Blackwell Publishers) • Economics of Business Policy (by) D N Sengupta and Anindya Sen (OUP) • Micro Economics (by) Koutsayannis • IVON PING: Managerial Economics (Blackwell Publishers) • D N SENGUPTA AND ANINDYA SEN: Economics of Business Policy (OUP) .Regulations and market structure.Market failures and need for regulation.Rule of thumb pricing. .Market classification based on number of players and extent of competition. .Situation of multiplant operations .Pricing of product bundles .Product line pricing. . . . Pricing Decisions And Implementation-4: New Product Pricing Setting the initial price.Power of the marketer regarding price setting in each of the situations.Pricing decisions when competitors would not react.Pricing for attaining long term objectives. .Mark up pricing. .Price as quality indicator.Transfer pricing Pricing Decisions And Implementation-3: Decisions In Practice . contestable markets.Price discrimination .Cartelization .Promotional pricing.• • • • • - Various Market Models And Market Power .Pricing under uncertainty.

nature and scope. IRR. job of a finance manager. compounding. 2. organization of function. • Financial goal of a business: profit v/s wealth maximization. present value. components of cash flow • Incremental approach for cash flow estimation . their relative superiority and shortcomings • Cash flow v/s profit. finance functions. CAPITAL BUDGETING & CASHFLOW INVESTMENT ANALYSIS • Investment decisions: nature. methods of estimation. future value. ARR.ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 10 marks Quizzes: 15 marks FINANCIAL MANAGEMENT 1. implications. criteria for evaluation • Methods of evaluation: NPV. NATURE AND SCOPE OF FINANCIAL MANAGEMENT MEANING • Meaning. EQUITY VALUATION CONCEPT • Concepts of equity and its valuation • Beta estimation and cost of equity COST OF CAPITAL • Dividend growth v/s CAPM • WACC 3. PI. conflict of goals among various stakeholders CONCEPT OF TIME VALUE • Concepts of discounting.

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

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

techniques for solving business problems UNIT 2. DECISION THEORY • • • • Decision making and the parameters involved. LEARNING ORGANISATIONS • Concept of a learning organization and relevance of KM RECOMMENDED BOOKSS • Knowledge Management (by) Avadh Ghaziri (Person Education) • Management Information System (by) Laudon and Laudon (Pearson Education) • MIS – A Managers View (by) Mary Summer & Robert Schultheis (TMH: Latest Edition) • M. OPERATIONS RESEARCH • • Meaning and scope Relevance of O.R. mining and warehousing. processing and sharing of knowledge using I T 5. criteria for decision making under each Expected monetary value as an aid to decision making Decision tree and its managerial application Game Theory • • • • • • Business games and strategies adopted by players Game matrix Pure strategies and saddle point Mixed strategies Dominance theory and linear programming as tools for determining outcomes Application of game theory for pricing advertising and similar managerial decisions .H. including probabilistic situations Decision making under certainty.• Data capturing.Zuck: Knowing and Strategy • Effy Oz: Management Information Systems ASSESSMENT Internal Assessments: 25% weightage Attendance and Class Participation: 5 marks Quizzes: 10 marks Project on designing or improving an MIS for an organization: 10 marks OPERATIONS AND OPTIMIZATION RESEARCH UNIT 1. risk and uncertainty.

heuristic methods UNIT 5. diagram Work measurement & Time study Work sampling.float of activities(total.UNIT 3.estimation of time of completion/duration of project Variance analysis for estimating probability of project completion in scheduled time Midcourse correction and crashing of duration of activities . free and independent float). evaluation of alternatives • JIT. learning curve. design rules Quality control. dynamic and static scheduling. PROCESS CONTROL • • • • Inventory management: Basic concepts. location and influencing factors. material requirement planning. variables and attributes Process control and acceptance sampling Maintenance: Facilities. FMS. selective inventory control models.arresting delays. CRITICAL PATH METHOD AND PROGRAM EVALUATION AND REVIEW TECHNIQUES • Monitoring and control of time and project cost using critical path . total productive maintenance RECOMMENDED BOOKS • • J. SHARMA: Operations Research (Macmillan) Total Quality Management (by) Besterfield (Pearson) . operations scheduling: Meaning. production standards Aggregate production planning. ordering systems. and Group Technology Productivity And Work Study • • • • Method study: Basic procedure. optimal time cost trade off Resource and manpower allocation and leveling to match the required schedules of project. K. charts. PRODUCTION SYSTEMS • Types of production systems and layouts • Capacity requirements planning • Facilities. • • • UNIT 4.

personnel management UNIT 3. functions. Jr.• • • Production & Operations Management (by) S. factors affecting. HRD: CONCEPTUAL FRAMEWORK • • • • • Evolution. Sweeney and Williams HUMAN RESOURCE MANAGEMENT UNIT 1. Chary (TMH) Quantitative Analysis for Management (by) Barry Render and Ralph Stair. HRD: PHILOSOPHY AND STRATEGIES • • • • • Overview and philosophy HRD matrix Policies. An Introduction to Management Science (by) Anderson. N. descriptions Management of organizational structure Changing organizational structure International comparisons Cross cultural dimensions: Hofsteed’s analysis UNIT 2. HRD SYSTEMS • HRD systems: Principles and process of designing . concept. ORGANIZATIONAL STRUCTURE AND DESIGN AND ORGANIZATIONAL CULTURE • • • • • • • • Meaning. characteristics of HRD Objectives of HRD HRD as a total system Functions of HRD HRD vs. strategy HRD programs: Barriers HRD and Indian organizations UNIT 4. types. and elements of organizational structure Organizational design structures High performance systems Meaning.

Kenneth Andrews. CORPORATE LEVEL PLANNING • Methods to define corporate mission . moving Trends. DEFINING BUSINESS POLICY • • • • Definitions.1-5 • JOHN M IVANCEVICH: Human Resource Management (TMH: Latest Edition) • Wayne F Cascio. Kottr.• Factors affecting HRD systems designing UNIT 5. Porter Strategy formulation techniques Discussion on planning for the present & future Demand forecasting techniques o Quantitative models: Averages. factor analysis o Significance Tests: T-Test. regression. HRD MECHANISMS • • • • Prerequisites for HRD Variables in HRD mechanisms HRD processes and outcomes Organizational effectiveness RECOMMEDED BOOKS • KAVITA SINGH: Organizational Behaviour (Pearson) Chs.13-17 • SANTOSH GUPTA & SACHIN GUPTA: Human Resource Development (Deep & Deep: 2005) Chs. Biztantra SYLLABUS FOR SEMESTER IV BUSINESS POLICY & COMPETITIVE STRATEGY UNIT 1.11. TMH • Fisher. Glueck & Jauch.7. Human Resource Management. Chi Square Test UNIT 2. Schoenfeldt and James Shaw. Managing Human Resources.

o Drucker’s Model: Corporation definition. horizontal. ansoff’s Model: Diversification. Competitors o Proportionality Quotients as Defined by Porter o Barriers to Entry: Barriers to Production. BCG. hold. dogs • Identifying new growth areas o Ansoff’s strategy gap revisited. conglomerate UNIT 3. cash Cows. GE Generic strategies: Build.B. Customers.r. Value o Time Relative Position (Will and Should) as per Ansoff’s Strategy Gap o Relevance of Specificity w. Substitutes. management authority relevance • Evaluating current business portfolio o Growth share matrices. BUSINESS LEVEL PLANNING • Defining business mission o Drucker’s model revisited o Business Definition. integrative strategies: horizontal.Us o Independence equation.t stars. Suppliers. Barriers to Marketing . concentric. harvest. divest w.t Corporate Mission Statement • Internal Environment Analysis o Core Competency Model of Prahlad o Filter Test for Determining Core Competencies o Filter Test for Determining Core in competencies • External Environment Analysis o Industry Analysis Framework of Porter o Understanding 5 forces and 5 entities: . vertical intensive. customers.Customers.r. value time relative position (Will and Should) as per Ansoff’s Strategy Gap • Identifying S. question marks. Potential Threats.

Skills. Technology Mutual Exclusivity of Generic Strategies Focus Strategies as a Choice Non-Focus Strategies as a Choice • Program Definition o Blueprint for Action • Implementation o McKinsey’s 7-S Framework: . Emphasis on Production Differentiation: Quality. Staff. Style. Profit Center. Market Share. Service. Strategy. Cost Center. BUSINESS PROCESS RE-ENGINEERING • • • • Process Improvement Process Re-Structuring Process Re-Engineering Process Transformation UNIT 5. Style.• Goal Formulation o Sales. Shared Values • Feedback & Control UNIT 4.Structure. Revenue Center. Cash Flows. NEWER DIMENSION FOR STRATEGIC PLANNING AND IMPLEMENTATION . Cash Flow Center • Strategy Formulation o Porter’s Generic Strategies Cost Leadership: Comparison with Price Leadership. Profits o Relevance of PLC o Investment Center. Systems.

W.R.F.Glueck: Business Policy and Strategic Management C. Kamala Golla Kuta. Srinivasan: Business Policy & Strategic Implementation (PHI: 2007) Competitive Advantage by Michael Porter Michael E. Hill and G. INTERNATIONAL MARKETING: AN OVERVIEW • The Scope and challenge of International Marketing • The dynamic environment of international marketing • Constituents of international environment 2. and R.Jauch and W.R. ASSESSING GLOBAL MARKET OPPORTUNITIES • Developing global vision through market research • Emerging markets and scope for marketing . Cultural dynamics in assessing global markets • Business customs in global marketing • The political environment: A critical concern • The international legal environment • The economic environment 3. Porter: Competitive Strategy L.• • • Blue Ocean strategy Balance score Card Competing for the future RECOMMENDED BOOKS Azhar Kazmi: Business Policy and Strategic Management (2002:TMH) Vipin Gupta. THE ENVIRONMENT OF GLOBAL MARKETS • Geography and history: the foundations of cultural understanding. Harikrishna : Strategic Management :Text and Cases SYLLABUS FOR SEMESTER III SPECIALIZATION: MARKETING INTERNATIONAL MARKETING 1.Jones: Strategic Management :An Integral Approach VSP Rao and V.L.

ANALYSIS FOR STRATEGY FORMULATION-2 • Customer Analysis • Competitor Analysis 4. and regulator • Organizational structure. ENVIRONMENT AND STRATEGY ALTERNATIVES • Introduction • Competence • Environment • Models • Strategies 1. IMPLEMENTING GLOBAL MARKETING STRATEGIES • Negotiating with international customers. SEGMENTATION. POSITIONING (STP) . • Creating products for consumers in global markets • Marketing Industrial products and services • International distribution systems • International Retailing • Exporting and Logistics: Special issues for the smart business • The global advertising and promotion effort. TARGETING. system. • Personal selling and sales management • Pricing for international markets 5. ANALYSIS FOR STRATEGY FORMULATION-1 • Product management/ analysis • Market analysis 3.• • Multinational market regions & market groups Ranking of markets in terms of relative opportunities 4. DEVELOPING GLOBAL MARKET STRATEGIES • Global marketing management: Planning and organization. and processes for delivering marketing program MARKETING STRATEGY CONCEPTS COMPETENCIES. 2. partners.

• • • •

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

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

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

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

3. STRATEGIC ISSUES IN SERVICES MARKETING • Market segmentation and targeting

• •

Differentiation and positioning of services Management of demand and capacity

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

5. MAXIMIZATION OF SERVICES MARKETING POTENTIAL • • Relationship marketing Internal marketing

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

relevance and scope Planning a promotional campaign 2. SPECIFIC COPIES / SCRIPTS FOR • Newspaper ads • Magazine ads • Mail order / other direct mailers • Outdoors • Radio • TV • Online Bonnie L.. Drewniary & A. main body. and the ending 5.Jerome Jewler: Creative Advertising George Felton: Advertising Concept and Copy J. PROMOTIONAL MANAGEMENT : OVERVIEW • • Meaning. MERCHANDISING • Meaning. Thomas Russell and W.induce action (to know more / buy) 4. types . SPONSORSHIPS AND EVENTS • • Sponsorships Event management 3. ACTUAL COPY/SCRIPT WRITING • Beginning.Ronald Lane: Kleppner's Advertising Procedure Walladeres: Craft of Copywriting Schlemmen : Handbook of Advertising Art Production BELOW THE LINE PROMOTIONS 1.

and Purani: Advertising & Promotion (Part V) O'Guinn. and Semenik: Advertising Management. relevance. Allen. with Integrated Brand Promotion (Part V) Terence A. relevance. Shimp: Advertising and Promotion. DIRECT MARKETING STRATEGY: . Belch. an IMC Approach ( Part IV and V) Kazmi and Batra: Advertising and Sales Promotion (Part VI and VII) Clow and Baack: Integrated Advertising. INTRODUCTION: • • Meaning. and overall purpose Organizing conferences Participation in exhibitions 5. MEASUREMENT OF PROMOTIONAL PERFORMANCES • • What. Promotion. types. and how of testing Measurement of effectiveness of various tools. direct selling 2. and scope Direct marketing vs. Belch. and Marketing DIRECT MARKETING AND COMMUNICATION 1. CONFERENCES AND EXHIBITIONS • • • Meaning.• Visual merchandising 4. when. UNDERSTANDING BUYING BEHAVIOUR: • • • • Final consumer Institutional buyer Characterstics of buyer from direct seller Research for direct marketing 3.

D M Report (Annual) Bob Stone: Successful Direct Marketing Methods Vaswar Dasgupta: Marketing Mantra: The Real Story of Direct Marketing in India Donna Fluss: Real Time Contact Centre Strategies Strauss & Frost: E-Marketing SYLLABUS FOR SEMESTER III SPECIALIZATION: FINANCE SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT 1. DATABASE BUILDUP AND APPLICATIONS: • • • Data collection and warehousing Data mining Database marketing 5. INTRODUCTION TO INVESTMENT MANAGEMENT • • • Investment Settings The Asset Allocation Decision Global Investment .• • STP approach to direct marketing Formulation of overall direct marketing strategy 4. DIRECT MARKETING MEDIA AND CHANNELS: • • • • Mail order Tele marketing Multilevel marketing Online marketing Direct Marketing Association.

and regulatory environment: 2. 5. INVESTMENT CHOICES • • • • Bond valuation Derivative security analysis Real estate investment Money market investments 4. functioning.• • • Global Asset Allocation: Analysis and Decision . Global Security Market: Analytical Decision Securities Markets Worldwide: Organization. EVALUATION OF PORTFOLIO PERFORMANCE • • Portfolio performance: Required rate as benchmark Measures of evaluating performance a) Treynor Portfolio Performance Measure b) Sharpe Portfolio Performance Measure c) Jensen Portfolio Performance Measure d) Peer Group Comparison • Factors affecting use of performance measures. PORTFOLIO MANAGEMENT THEORIES AND PORTFOLIO CONSTRUCTION • • • • Markowitz Portfolio Theory Asset Pricing Models Market Portfolio – Theory vs. STOCKS SELECTION USING TECHNICAL INDICATORS • • • Dow Theory Japanese candlesticks Oscillators . Practice Portfolio construction 3.

Investment Management. • • • • • S. THE CONCEPTS AND PRINCIPLES OF INSURANCE CONCEPTS • • • Classification of Insurance Types of Life Insurance: Pure and Terms Types of General Insurance: Fire. Motor.Kevin: Security Analysis and Portfolio Management (PHI:2009) Fisher & Jordan. Managing Investments INSURANCE AND BANKING 1.• • Moving averages MACD. Avadhani. Engineering. . Security Analysis and Portfolio Management. RSI etc. Aviation and Agricultural . Security Analysis and Portfolio Management. Prasanna Chandra. Marine. Puneethavathi & Pandian.

• Insurance Professionals. Intermediaries and IRDA PRINCIPLES • • • • • • • Utmost good faith Insurable Interest Material facts Indemnity Proximate cause Subrogation Contribution ACTURIAL PRINCIPLES • • • • • • Mortality Tables Physical and Moral Hazard Representations Warranties Risk appraisal & Risk Selection Underwriting 2. INSURANCE PRACTICES IN INDIA • • • Life Insurance General Insurance Claims procedure 3. OVERVIEW OF INDIAN BANKING SYSTEM • Structure of Indian Banking Sector .

liquidity. New Developments and Changing Scenario Banking Sector Reforms – Suggestions and implementation Negotiable Instruments Bank Rate. high interest rates International Scenario of interest Rate Movement 4. FINANCIAL STATEMENTS ANALYSIS OF BANKS: (2 HRS) (Key Performance Indicators for banks such as efficiency and expenses control ratio. CREDIT PROCESS IN INDIAN BANKS • Types of Credit . repo rate Prime Lending Rate Deposit Rates Credit-deposit ratio Non-Performing Assets Capital Adequacy Ratio Cash Reserve Requirements Statutory Liquidity Ratio Low vs.• • • • • • • • • • • • • Central Banking: Functions. risk and profitability) Assessment of: • • • • • Bank Liabilities Bank Assets Loan and Advances Income Statement CAMELS ratings 5.

capital expenditure.• • • • • • Financial Appraisal for Credit Decision Standard Practices in appraisal process for working capital. agriculture loans Loan Syndication Loan Pricing Credit risk Risk management Justin Paul and Padmalatha: Management of Banking and Financial Services (Perason) George E. constituents. Venugopal: Life Insurance Underwriting (Cengage: 2009) KC Mishra & G E Thomas: General Insurance – Principles & Practice (Cengage: 2009) Manas Tripathy. INTRODUCTION • • Financial system: Definition. S. & KC Mishra: General Insurance Business Operations and Decision Making (Cengage: 2009) KC Mishra & RC Guria: Practical Approach to General Insurance Underwriting (Cengage: 2009) MANAGEMENT OF INDIAN FINANCIAL SYSTEM 1. Kumar: Life Insurance – Principles and Practice (Cengage: 2009) KC Mishra & Mangala Bakshi: Legal & Regulatory Aspects of Business (Cengage: 2009) KC Mishra & R. functions Role of financial intermediaries in conduct and development of economy . Rejda: Principles of Risk Management and Insurance (Pearson) KC Mishra & Mangala Bakshi: Insurance Business Environment and Insurance Company Operations (Cengage: 2009) KC Mishra & C. Simita Mishra.

M&A . participants (merchant bankers/lead managers. and in India Role of private equity in financing of business Issues affecting PE Existing players. effectiveness 4. fixed pricing. trading. primary dealers) Issues in primary market: IPOs performance. major innovations Indian debt market SEBI: Role. clearing and settlement Issues involved: Demutualization. underwriters. CREDIT RATING AND ASSET MANAGEMENT • Ratings and their importance . significance and revenue streams for venture capitalists Trends in Venture Capital financing world-wide. dematerialization. VENTURE CAPITAL AND PRIVATE EQUITY • • • • • Functions. CORPORATE ADVISORY – MERCHANT BANKING. book building vs. their functions and revenue steams 3.• • • Financial institutions and markets Forces (local and international) affecting growth of financial system Positive features and short comings of IFS 2. green shoe option Regulatory framework for the segment Stock exchange: Role & functions. financing pattern in business cycle phases. RAISING OF CAPITAL • • • • • • • • • Services and leading players Revenue streams and trends Primary market: Activities. performance. frauds.

regulations Investment Banking: Basics. functioning. Basic concept of compensation Classical theories on wages Elements of labour economics Establishing pay rates. COMPENSATION PLANNING • • • • • Introduction. role in mobilization of funds. Importance of an ideal compensation plan Broad branding . FOREIGN CAPITAL • • • • • Portfolio investment by FIIs Foreign direct investment External commercial borrowings Indian investments abroad Global financial crisis and India SYLLABUS FOR SEMESTER III SPECIALIZATION: HUMAN RESOURCES COMPENSATION MANAGEMENT 1. types.• • • • • Process of Ratings Rating agencies: Credibility and reliability issues Mutual funds: Meaning. issues involved Hire purchase 5.

H R A. 4. for indirect workers. . Background and trends Pre-requisites of effective incentive system Scope of incentive schemes Types of incentives.• • • Compensation plan and business strategy Devising a compensation plan Challenges affecting compensation 2. PAY-FOR-PERFORMANCE & FINANCIAL INCENTIVES • • • • • Meaning and definitions. the future of fringe benefits Guidelines to make benefit program more effective Benefits and employee leasing. retirement. and other allowance. Legislative framework in India 3. 5. for operations employees of managers and professionals. PAY PACKET. Fringe benefits. D A. employee services benefit and others Principles of Fringes.CONSTITUENTS • Basic. Significant benefits and services. WAGE POLICY • • • • • Concept of wage Wage policy in India.group incentive plan. determinants of wage policy Impact of income tax on wage and salary administration Tools used for fixation on wages. for sales persons Total compensation programs. BENEFITS & SERVICE • • • • • Why benefits and services? Types of employee benefits and service – insurance. Perquisites.

.GROUP DYNAMICS 1. leadership behavior power dynamics. GROUP PROCESSES & DYNAMICS ASSOCIATED WITH IT • • Communication patterns. Synergy Social Facilitation Effect. and conflict interactions. Characteristics of work teams and essential requirements for the same Teams and Total quality management. Work groups: from the Hawthorne studies to work teams of the 1990s and beyond. 2.Teams and workforce diversity. UNDERSTANDING DYNAMICS OF WORK GROUPS AND WORK TEAMS • • • • • • • • Definition of work teams Importance of work teams Difference between work groups and work teams Types of work teams Effectiveness of work teams.

INFORMAL ORGANIZATIONS AND GROUP DYNAMICS • • • • • Group member status and leadership Influence and power dynamics in virtual organizations Understanding behavioral patterns and likely conflicts Handling grapevine and rumor.perception errors: projection and halo effect Influencing informal organizations 4.• Relationship between interdependence of tasks. How can groups be used to enhance psychological adjustment and well being? Response mechanics of members to group success and failures. Gerstend feld: Groups: Theory and Practice (AITBS / Houghton Miffin) . RECOMMENDED BOOKS • • Donclson Forsyth: Group Dynamics (Woodworth) Rodney W. 3. Napier and Matti K. complexity of tasks and uncertainty of outcomes knowledge based tasks. NEGOTIATIONS AND GROUP DYNAMICS • • • • Interdependence Role of personality traits in negotiation Gender differences Cultural differences that affect group opinion 5. GROUP DYNAMICS WITH REFERENCE TO EMPOWERMENT AND PARTICIPATIVE PROCESSES • • • • • How do groups influence their members? Psychological analysis of social influence Majority influence as well as minority influence as well as between groups.

TRAINING AND DEVELOPMENT: OVERVIEW • • • Training and teaching Learning about management issues and concepts Principles of learning and development – basic idea 2. and organizational level needs Identification of training needs 3. occupational. TRAINING NEEDS • • Training needs classification.TRAINING AND DEVELOPMENT 1. DESIGN OF A TRAINING PROGRAM AND ITS EXECUTION • • • • • Training objectives Decision about content of training Training methods and choice of appropriate aids Parameters for assessment of training effectiveness Steps involved in conducting an effective training program 4. individual. EVALUATION OF TRAINING • • Why evaluate? Methods for evaluation .

including outdoors Organizing / preparing training material. aids RECOMMENDED BOOKS • • • Lynton & Pareek: Training for Development (Sage: 2nd edition) Uday Pareek: Training Instruments for OD & HRD Training For Organisational Transformation by Rolf Lvnton and Uday Pareek .V.• Criteria for evaluation 5. INVENTORY OF TRAINING METHODS • • • • • • Lecture Case analysis Role plays Business / management games & simulations Experiential learning. including A.

DATA WAREHOUSING AND AQUISITIONS • • • • • • • • Basic definitions and concepts of data warehouses Data warehousing architectures Processes used in developing and managing data warehouses Data warehousing operations Role of data warehouses in decision support Data integration and the extraction transformation. BUSINESS INTELLIGENCE: INTRODUCTION • • • • • Introduction to Business Intelligence Turbulent business environment and organizations survival and in such an environment (solving problems and exploiting opportunities excellence) Need for computerized support of managerial decision making Business intelligence (BI) methodology and concepts and their relation to DSS Major issues in implementing business intelligence 2.SYLLABUS FOR SEMESTER III SPECIALIZATION: IT AND TECHNOLOGY BUSINESS INTELLIGENCE 1. BUSINESS AND DATA ANALYTICS • Business analytics (BA) and its importance to organizations . and load (ETL) processes Real-time (active) data warehousing Data warehouse administration and security issues 3.

BUSINESS PERFORMANCE MANAGEMENT • • • • • Nature of business performance management (BPM) Closed-loop processes linking strategy to execution Best practices in planning and management reporting Difference between performance management and measurement Tools for BPM Turban.A.• • • • • Major BA methods and tools Online analytical processing (OLAP). and Peng-Liang: Decision Support and Business Intelligence System Stair and Reynolds: Principles of Information Systems Stuart Barnes: Knowledge Management Systems S. especially clustering and decision tree models Use of some data mining software Process of data mining projects Data mining pitfalls and myths Text mining and its objectives and benefits Use of text mining in business applications Web mining and its objectives and benefits 5. and Multidimensionality and decision making Advanced analysis methods Business Analytics and web Decision support system 4. Sharda. data visualization. DATA MINING FOR BUSINESS DECISIONS • • • • • • • • • Data mining and its objectives and benefits Different purposes and applications of data mining Different methods of data mining. Aronson.Kelkar: Structured Systems Analysis & Design: A Concise Study .

Concepts and Tools Chaturvedi. SETTING THE TONE • Creativity in innovation • Design for Innovation 4.H. INTRODUCTION TO INNOVATION • • • Basic Concepts Innovation in Context: What is Innovation? Culture and climate for innovation: Macro to business unit level 2. & Rahul: Managing Innovations and New Product Development:Concepts & Cases Bertrand Bellon & Whittington: Competing Through Innovation .R.M.Zuck: Knowing and Strategy Effy Oz: Management Information Systems STRATEGIC INNOVATION MANAGEMENT 1.Strategies. PROCESS OF INNOVATION MANAGEMENT • Innovation Process Management. SCM AND INNOVATION • Supply Chain Management and Innovation: Role significance and contribution of SCM for operational innovation 5. and challenges • Actual process • Process learning 3. INFORMATION INPUTS AND INNOVATION • Knowledge Management and Learning for Innovation HBR: HBR on Innovation Shlomo Maital & D. significance.V. Aseem Kumar. Need.Seshadri: Innovation Management.

INFORMATION SYSTEM • • • • Information systems for sales and marketing Information systems for HR Information systems for accounting & finance Enterprise Information systems 3. development. INFORMATION SYSTEMS PLANNING AND DEVELOPMENT • • • Business system planning. organizing work Business and IT mapping Information engineering: architecture. INFORMATION SYSTEM: • • • • Core concept Infrastructure Computer networks Database management 2. prototyping.Govindarajan: Breakthrough Innovations Allan Afuah: Strategic innovations STRATEGIES FOR MANAGING NETWORKED BUSINESSES 1. etc .V.

NATURE IMPORTANCE AND SCOPE OF ENTREPRENEURSHIP • • • • Meaning of Entrepreneurship Creativity & business idea Business plan Finances for entrepreneurship 2. application. ISSUES RELATED TO ENTREPRENEURSHIP • • • Buying a business Growing a business Managing a family business 3. I. SETTING UP SMALL BUSINESS IN INDIA • • Registration Procurement of space. and business effectiveness: linkages and management 5. electricity and other utilities . Kurase: Computer Networking: A Top Down Approach Craig Zacker : Networking the Computer Systems SYALLBUS FOR SEMESTER IV ENTREPRENEURSHIP AND SMALL BUSINESS MANAGEMENT 1.4.S IMPLEMENTATION: CSF • • • Information systems success models CSFs for IS implementation Successful implementation through change management Mahadeo Jaiswal & Mittal: Management Information System Effy Oz: Management Information Systems Andrew Tannenbaum : Computer Networks James F. INFORMATION SYSTEMS FOR BUSINESS EFFECTIVENESS • • Organizational performance and information system IT investment.

UNDERSTANDING CUSTOMER & ITS ENVIRONMENT • • • • Organisational buying behaviour Organising for the buying function Managing buyer seller relationship Researching the business markets 3. crises of business growth SYLLABUS FOR SEMESTER IV SPECIALIZATION: MARKETING B 2 B MARKETING 1. MANAGEMENT OF SMALL BUSINESS IN INDIA • • • • Planning and organizing Financial planning and execution Marketing Management HR issues 5. customers. ORGANISING THE MARKETING FUNCTION • • Market segmentation strategy Product decisions for industrial products . MANAGEMENT OF GROWTH • • Stabilisation strategies Growth strategies.• • Preproduction contracts with vendors. suppliers. B2B MARKETING: OVERVIEW • • Nature and scope of B2B marketing Basics of industrial marketing 2. etc Basic start up problems and their resolution 4.

and management Channel dynamics: VMS. COST AND CUSTOMER MANAGEMENT . DISTRIBUTION SYSTEM • • Physical distribution system: Various decision areas Modes of transport in India. control. PROMOTING AND PLACING B2B PRODUCTS • • • • Communication for industrial markets Industrial products distribution Commercial aspects of industrial marketing Industrial selling 5. SPECIFIC MARKETING PROGRAMS • • Marketing of projects Marketing of industrial services DISTRIBUTION AND LOGISTICS MANAGEMENT 1. logistics integration for customer satisfaction 4. multichannel marketing system Channel conflict and their management 2. their characteristics 3. HMS. LOGISTICS • Logistics management: Meaning. functional areas of logistics. their selection and motivation Distribution analysis. DISTRIBUTION PLANNING AND CONTROL • • • • Role and function of intermediaries.• • • Management of new industrial products Pricing strategy for new products Pricing strategy in a competitive environment 4.

SUPPLY CHAIN • • Supply chain management Integration of procurement and supply strategies Chopra.Ballou and Samir K. Meindi. Attitude scales Interviews .• • Distribution costs and their management Customer service 5. and components of measurement Questionnaire design Qualitative design.R. MEASUREMENT TECHNIQUES IN M. • • • • The concept. Allawadi & Rakesh Singh: Logistics Management Kapoor & Kansal: Basics of Distribution Management: A Logistics Approach P. and scope Information and decision making Marketing information system Decision support systems Research process and research design Research data 2. Venugopal: Sales and Distribution Management MARKETING RESEARCH 1.H. INFORMATIONAL PERSPECTIVE AND ORGANIZATION • • • • • • Marketing research: Meaning. scales. and Kalra: Supply Chain Management R. need. Srivastava: Business Logistics/ Supply Chain Management Satish C.

SERVICING AND MANAGEMENT 1. RESEARCH IN MARKETING MIX • • • • Product research testing Price research Distribution research Advertising and communication research 5. and tracts of an account planner Account servicing basics Overall account management . • • • • • COMMUNICATION PLANNING AND EXECUTION Situation analysis Objective setting Message strategy Media strategy Execution • • • • 2.• • • • • • Mailed questionnaires Group discussions Focus groups Motivation/psychological research Shopping mall tests Web based research 3. MARKETING RESEARCH REPORTS • • Preparing written research reports and oral presentations Reading and interpreting research reports. ACCOUNT PLANNING BASICS Meaning and scope of account planning Role. SYLLABUS FOR SEMESTER IV SPECIALIZATION: MARKETING COMMUNICATION ACCOUNT PLANNING. SALES FORECASTING • • • Importance of sales forecasting and its role in marketing research Consequences of incorrect forecasting Quantitative & qualitative aspects of forecasting 4. responsibilities.

and scope Information and decision making. Research process and research design Research data . • • • 5. • • • • INFORMATIONAL PERSPECTIVE AND ORGANIZATION Marketing research: Meaning.The Art of Account Planning Sunil Gupta: Living on the Edge Don Cowley: How to Plan Advertising MARKETING RESEARCH AND ADVERTISING RESEARCH 1. • • • • RESEARCH AND ACCOUNT PLANNING Strategic research Strategy document Message development research Research challenge ACCOUNT SERVICING Advertising agency and account servicing Role and responsibilities of client service team Client . Lies and Advertising.3.S.I.agency relationship: services provided ACCOUNT MANAGEMENT Client brief Strategy formulation Strategic execution Evaluation RECOMMENDED BOOKS Sangeeta Sharma & Raghuvir Singh: Advertising Planning and Implementation Tej K. M. • • • • 4. need. Bhatia: Advertising and Marketing in Rural India John Steel: Truth.

PRESENTING RESEARCH • Preparing written research reports and oral presentations • Reading and interpreting research reports RECOMMENDED BOOKS Green. Tull. and Albaum: Research for Marketing Decisions John Philip Jones: When Ads Work: New Proof that Advertising Triggers Sales Luck and Rubin: Marketing Research Naresh Malhotra: Marketing Research.• Techniques to collect information • • • • 2. RESEARCH IN MARKETING MIX Product research Price research Distribution research Communication research 3. • • • PRERESEARCH IN ADVERTISING Advertising research during pre and post release phases Creative development research Concept testing Pretesting the whole campaign POSTTESTING Techniques for post testing Measurement of effectiveness of advertising Limitations of research in advertising 5. • • • • 4.An Applied Orientation Zikmund: Marketing Research .

EXTERNAL COMMUNICATION • Media Training • External functional interface with ad. activity Executing a P. CORPORATE COMMUNICATION SETUP • Functional interface within the organization • Role of corporate communication department 4. benefits Identification of public for corporate communication Corporate communication planning and execution 3.PUBLIC RELATIONS AND CORPORATE COMMUNICATION • • • • 1. and other media • Limitations of corporate communication 5. Agency. PUBLIC RELATIONS Meaning and scope Tools for P.campaign 2. advantage.R Planning of a P.R. • • • CORPORATE COMMUNICATION Concept: Need.R.R. CORPORATE COMMUNICATION CASE STUDY • Success stories • Failure stories RECOMMENDED BOOKS Philip Lesley: Handbook of Public Relations (Jaico) Sushil Behl: Making P. PR agency. Work (Wheeler Publishing) Subir Ghosh: Public Relation Today (Rupa) Center & Jackson: Public Relations Practices Lynn Upshaw: Truth: The New Rules for Marketing in a Skeptical World .

FORMS OF BUSINESS ALLIANCES Strategic choice of type of business alliance Merger and acquisition and take-over Introduction to restructuring problems. ACCOUNTING FOR MERGERS • • Financing the mergers and Take-overs Corporate restructuring divestment and abandonment . • Joint ventures and alliances 2. reasons for M & A. horizontal. vertical. conglomerate. concentric mergers.SYLLABUS FOR SEMESTER IV SPECIALIZATION: FINANCE MERGER & ACQUISITIONS 1.over) Negotiation/approach for merger Acquisition and take – over contracting. • The strategic Process – Theories of mergers and tender offering – financial synergy and managerial synergy. implementation of M & A. managing post-merger issues • • • 3. DEFINING AND SELECTING TARGET • • • Pricing of mergers (Pricing the competitive bid for take. • History of mergers – the first to the fourth wave and causes thereof. Corporate and financial restructuring Divestiture – Mechanism. VALUING FIRMS AND THE DIFFERENT METHODS OF VALUATION • • • • Product life cycle effect on valuation. types of mergers. process and techniques legalities involved in M & A and take-over Ethical issues of merger and take-over 4.

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

and measurement Real options Relative valuation Integrated business valuation .• Hedging products STRATEGIC CORPORATE FINANCE 1. MEASUREMENT OF RETURNS Investment decisions: strategic and tactical roadmap for companies Capital budgeting: Concepts. including risk analysis Inflation and capital budgeting Economic value added (EVA): Concept and measurement in India companies 3. maneuverability) Transition from prevailing capital structure to optimum mix (debt plus equity) Dividend payouts • • • • 4. control & tax tax planning. BUSINESS DECISIONS AND BUSINESS VALUATION • • • • • Basics of business valuation Discounted cash flow: Concept. INTRODUCTION TO STRATEGIC FINANCE • • • • • Business system and maximization of wealth of shareholders/stakeholders Objective function of a business entity: wealth maximization for the shareholders and/or stakeholders Corporate governance issue: Principal – agency problem Share holders – marginal and average Principles of investment decisions 2. CORPORATE FINANCING DECISIONS • • • • • • Corporate life cycle approach Corporate debt: Benefits and costs Optimal capital structure Issues in designing capital structure (profitability & liquidity. decision making. variants.

TMH John Wild. CORPORATE RESTRUCTURING AND CORPORATE FINANCE • • • Financial framework for Corporate Restructuring Corporate Debt Restructuring Mechanism PE and hybrid financing RECOMMEDED BOOKS Ashok Banerjee. EB Prasanna Chandra. Fundamentals Financial Management. Financial Statement Analysis. and challenges involved. plans. ASSESSMENT OF MANPOWER REQUIREMENT • Information required . reconciliation between the two Manpower budgeting Manpower acquisition and redeployment 3. TMH Brearly and Myers: Financial Management Applied Corporate Finance (by) A. and projections Forecast: Manpower supply and demand. INTRODUCTION TO MANPOWER PLANNING • • Definition and scope Objectives.5. importance. Subrananyam & Robert Halsey. MANPOWER PLANNING PROCEDURES • • • • • • System and procedures used Manpower data bank Norms. Damodaran (John Wiley) SYLLABUS FOR SEMESTER IV SPECIALIZATION: HUMAN RESOURCES HUMAN RESOURCE PLANNING 1. benefits. Financial Management. 2.

Field & Barrick: Human Resource Selection (Cengage: 2008) PERFORMANCE MANAGEMENT & APPRAISAL SYSTEM 1.• • Manpower surveys. purpose. Cons and reputation of performance appraisal Legal aspects of performance appraisal systems Performance planning 2. Bhattacharya: Human Resource Planning (Excel) Gatewood. employment market information Labor market characteristics 4. MANAGING CAREERS • • Career planning and management Succession planning 5. PERFORMANCE ASSESSMENT • • • • Appraisal of performance Review Appraisal forms Process . PERFORMANCE EXECUTION • • • • Performance Performance Performance Performance execution: Meaning. and manpower control. and scope execution & managerial and employee responsibilities tracking enhancement: Motivators 3. and scope Pros. downsizing. BASIC TEXT: • • Dipak K. UTILIZATION AND CONTROL • • Improving manpower utilization Wastage analysis. INTRODUCTION TO PERFORMANCE APPRAISAL • • • • Performance appraisal: Meaning.

WORKPLACE DIVERSITY AND PSYCHOLOGICAL ADJUSTMENTS . PERFORMANCE CONSELLING • • • • Objectives of counselling Conditions for effective counselling Sequential process of performance counselling Making counselling effective RECOMMENDED BOOKS TV Rao: Performance Management & Appraisal System Saks: Performance Management through Training and Development Michael Armstrong: Performance Management TV Rao: 360 Degree Feedback and Performance Management System Mike Waltens: The Performance Management Handbook WORK PSYCHOLOGY 1. PSYCHOLOGICAL PROCESSES IN WORK CONTEXT • • • Framework and bases Personality in work context Industrial psychological research 2. ENVRIONMENTAL PSYCHOLOGY AND ERGONOMICS • • • Organizational psychology Environmental psychology Ergonomics 3. BUILDING PERFORMANCE EXCELLENCE • • • • • • • • • Factors leading to excellence in work Creating development plans that work for the employees Management and employee responsibilities in development Using the job as part of the development process Problem employees Identifying gaps between desired and actual performance Getting a buy in to change Documenting change discussions Attitude and attendance problems 5.4.

and effectiveness Principles involved: Norms and meaning of test scores. tests for special populations. personality. and cultural factors contributing to individual differences Individual differences in the work context Individual differences in cognitive behaviours.• • Work psychology well being. and Hetherington: Work Psychology : An Introduction to Human Behaviour Dunanc Schultz: Psychology and Work Today Peter Wartsman: Psychology at Work John Arnold. measurement of interests and attitudes. scope. INDUSTRIAL PSYCHOLOGY TESTING AND ASSESSMENT • • • • • • Psychological testing: Meaning. Rose. and work satisfaction Individual differences and decision making behaviours Individual differences and entrepreneurship Individual differences and organizational withdrawls RECOMMENDED BOOKS Paul M. and adjustments Workplace diversity 4.Robertson. INTRODUCTION TO ERP . and item analysis Ability testing: Individual tests. Muchinsky: Psychology Applied to Work Malthewman. Ivan T. projection techniques Application of testing. group testing Personality testing: Self assessment personality inventories. and emotional state Individual difference in goal striving. and Cary L. personal orientation. validity. reliability. personality traits. INDIVIDUAL DIFFERENCES AND WORK PERFORMANCE • • • • • • • Demographic. Cooper: Work Psychology:Understanding Human Behaviour in The Workplace SYLLABUS FOR SEMESTER IV SPECIALIZATION: IT AND TECHNOLOGY ERP AND CRM CONSULTING & IMPLEMENTATION 1. ethical and social considerations involved Personnel psychology 5. work motivation.

K.Venkitakrishnan: ERPWare: ERP Implementation Frameworks Alexis Leon: Enterprise Resource Planning M – COMMERCE 1. CRM STRATEGY • • • Planning CRM implementation Understanding and measuring service quality Voice of customer 4. TECHNOLOGY FOR CRM • • • • Contact centre Frontdesk management CRM technology Customer data management 5.Garg & N. VERTICALS AND ERP • • • • • • Banking Retail Telecom Services Logistics Manufacturing 3.K. INTRODUCTION . Altekar: Enterprise Resource Planning: Theory and Practice Fjermestad & Romano: Electronic Customer Relationship Management V. including SAP ERP implementation: phases and problems faced Models of ERP 2. CRM MEASUREMENT • • • What needs to be measured Consumer matrices Application of the matrices RECOMMENDED BOOKS Ashim Raj Singla: Enterprise Resource Planning Rahul V.• • • • Meaning Various products available.

T. and Business Models David Whiteley: E. SYSTEMS DYNAMICS • • • • The eco – system of m – commerce: Casual loops and impact of policies and regulation Mobile commerce: Present and future in India Wireless spectrum auctions Mobile security and payments RECOMMENDED BOOKS Norman Sadch: M. MOBILE INDUSTRY: POLICIES AND REGULATIONS • • Regulatory issues of m – commerce Regulatory model of m – commerce: Stakeholders’ perspective 5. and commerce through mobile screens Scope of m – commerce in India vis – a.vis. MOBILE COMMUNICATION • • Managerial perspective of mobile communication and mobile internet Business models and m – commerce today. Whinston : Frontiers of Electronic Commerce . mobile industry Relevance and potential of mobile industry in urban and rural India 4.Commerce: Technologies. MOBILE COMMERCE IN INDIA • • Mobile ways in India.• • • Concept of commerce. e-commerce.Commerce Elias M. Other modes Obstacles in the path of m – commerce in India 2.Joseph: E-Commerce: An Indian Perspective Ravi Kalakote & Andrew B. Services. Awad: Electronic Commerce: From Vision to Fulfilment P. m – commerce value chain 3.

Virtual. INTRODUCTION: • • • What is technology Contribution of technology to business performance: Economic analysis Technological and performance enhancement 2.TECHNOLOGY AND STRATEGIC CONSULTING 1. TECHNOLOGY AND VALUE CHAIN • • Concept of value chain and contribution of technology: Technology & competitive advantage Technology and value chain optimization 3. and Flexible . TECHNOLOGY ASSESSMENT • • • Methodologies of technological assessment Problem issues in TA Organization and management of TA 5. ENTREPRENEURSHIP & TECHNOLOGY • • Web based entrepreneurship Websites and their potential in conducting business RECOMMENDED BOOKS Randev Mehta: Getting to Transformation Momaya & Sharma: New Business Paradigm : Global. TECHNOLOGY SELECTION • • • • Technology scanning: Searching for window of opportunity Matching internal and external competencies Evaluation of risk vs. potential for success Short term vs. long term considerations 4.

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

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