Program Syl Lab Us

Cyan Megenta Yellow Black
PGPM
Program Syllabus
Class of 2023
IBS
ICFAI BUSINESS SCHOOL
www.ibsindia.org
PGPM Program Syllabus
Class of 2023
1
2
No part of this publication may be reproduced, stored in a
retrieval system, used in a spreadsheet, or transmitted in any
form or by any means - electronic, mechanical, photocopying
or otherwise - without prior permission in writing from the
IBS.
© The IBS Business School, 2021. All rights reserved.
3
Preface
This book contains of program structure and detailed

course syllabus.
4
CONTENTS
1. Program Structure............................. 7 Consumer Behavior................................. 64
B2B Marketing........................................ 67
Semester I
Services Marketing ................................. 70
Accounting for Managers ....................... 11
Integrated Marketing Communication .... 72
Managerial Economics ........................... 13
Sales and Distribution Management ....... 75
Financial Management ............................ 15
International Marketing........................... 78
Organizational Behavior ......................... 17
Strategic Marketing Management ........... 81
Information Systems for Managers......... 20
Retail Management ................................. 84
Marketing Management .......................... 22
Product Management .............................. 87
Business Communication ....................... 24
Customer Relationship Management ...... 89
Quantitative Methods.............................. 26
Brand Management ................................. 91
Semester II Applied Marketing Management ............ 93
Macroeconomics & Business Advertising & Communication
Environment ........................................... 28 Management ............................................ 95
Advanced Financial Management........... 30 Digital Marketing .................................... 97
Personal Effectiveness Management ...... 32 Sports Management............................... 100
Introduction to Business Analytics ......... 35
Electives: Finance, Accounts &
Human Resource Management ............... 37 Financial Services
Management Accounting & Control....... 40
International Finance & Trade .............. 102
Advanced Marketing Management ......... 43
Mergers & Acquisitions ........................ 105
Operations Management ......................... 45
Security Analysis .................................. 108
Business Research Methods.................... 47
Strategic Financial Management ........... 110
Semester III Management of Financial Institutions ... 112
Strategic Management ............................ 49 Financial Risk Management.................. 114
Legal Environment of Business .............. 52 Portfolio Management and Mutual
Funds ..................................................... 116
Soft Skills................................................ 56
Project Appraisal and Finance .............. 118
Semester IV
Financial Statement Analysis ................ 120
Business Ethics & Corporate
Governance ............................................. 58 Financial Services ................................. 122
Commodity Markets & Risk
Electives: Marketing Management .......................................... 125
Marketing Research ................................ 61 Marketing Financial Products ............... 127
FinTech ................................................. 130 Competency Mapping and
Risk Management in Banks .................. 132 Assessment ............................................ 188
Treasury Management .......................... 134 HR Analytics ......................................... 190
International Banking ........................... 136 Electives: Operations

Credit Management............................... 138 Service Operations Management .......... 192
Overview of Banking ............................ 140 TQM & Six Sigma Quality ................... 194
Banking Services Operations ................ 142 Operations Research ............................. 196
Retail Banking ...................................... 144 Operations Strategy ............................... 198
Rural Banking & Microfinance ............ 146 Business Modelling and Simulation...... 200
Investment Banking .............................. 149 Supply Chain Management ................... 202
Risk & Insurance .................................. 151 Project Management ............................. 205
Life Insurance ....................................... 153 Production & Materials Management ... 207
General Insurance ................................. 155 Lean Manufacturing Management ........ 209
Personal Financial Planning.................. 157
Electives: IT & Systems
Wealth Management ............................. 159
Business Continuity & Risk
Global Capital Markets ......................... 161 Management .......................................... 211
Electives: HR & General Management E-Business............................................. 213
Human Resource Planning.................... 163 Software Engineering & Quality
Management .......................................... 215
Strategic Human Resource
Management ......................................... 165 System Analysis and Design ................. 217
Managing Knowledge Worker.............. 167 IT Enabled Services .............................. 219
Global Human Resource Management . 169 Relational Database Management
Systems ................................................. 221
Industrial Relations ............................... 171
Data Warehousing ................................. 223
Organizational Development:
Diagnosis & Interventions .................... 174 Data Mining .......................................... 225
Performance Management & Reward Business Intelligence............................. 227
Systems ................................................. 177 Advanced Business Analytics ............... 229
Training & Development ...................... 179 Big Data Analytics ................................ 231
Leadership Skills & Change Financial Business Analytics ................ 233
Management ......................................... 181
Marketing Business Analytics............... 235
Employment Laws ................................ 183
Quantitative Human Resource Elective: Entrepreneurship
Management ......................................... 186 Entrepreneurial Development ............... 237
1. Program Structure
The Structure of the Program is given in the and Summer Internship Program. These courses
Table. The Program comprises of 28 courses (21 are spread over four semesters.
Compulsory Courses and 8 Elective Courses),
Code Course Title Credits

Semester I
SL AC 501 Accounting for Managers 3
SL EC 501 Managerial Economics 3
SL FI 501 Financial Management 3
SL HR 501 Organizational Behavior 3
SL IT 501 Information Systems for Managers 3
SLMM 501 Marketing Management 3
SL MS 501 Business Communication 3
SLRM 501 Quantitative Methods 3
Semester II
SL EC 502 Macroeconomics & Business Environment 3
SL FI 502 Advanced Financial Management 3
SL MS 502 Personal Effectiveness Management 3
SL BA 502 Introduction to Business Analytics 3
SL HR 502 Human Resource Management 3
SL GM 502 Management Accounting & Control 3
SLMM502 Advanced Marketing Management 3
SL OP 502 Operations Management 3
SL RM 502 Business Research Methods 3
FL IP 500 Summer Internship Program 18
Semester III
SL GM 611 Strategic Management 4
SL GM 601 Legal Environment of Business 3
SL MS 601 Soft Skills 4
Elective I 3
Elective II 3
Elective III 3
Elective IV 3
Semester IV
SL GM 602 Business Ethics and Corporate Governance 3
Elective V 3
Elective VI 3
Elective VII 3
Elective VIII 3
Total Number of Credits 107
NOTE: The syllabus for the courses is subject to change by the institution.
7
Elective Courses
In the third and fourth semesters, students are required to study 8 Elective Courses. It is the
responsibility of the student to choose 8 different electives not clashing with the examination calendar
through the Student Zone on the IBS website www.ibsindia.org.
The program provides wide choice of electives from different specialization areas to simultaneously
serve the varied but distinctive aspirations of a student in Finance, Marketing, Information Technology
& Systems, Human Resource Management, Operations Management, Accounting and Control,
Insurance, Investments, Banking, and Entrepreneurship. Students have the flexibility in choosing their
elective streams.
The student has to choose 6 electives from one discipline for specialization. The balance 2 electives
can be chosen from the same or other disciplines. A student can also opt for dual specialization by
pursing 4 electives each in two different disciplines. Thus, the students have the opportunity to exercise
their elective options in many different combinations to align with their aptitudes, career choices and
external environment.
Electives are offered at IBS Campuses subject to a minimum of 15 students registering for a particular
elective course.
Prerequisites for choosing electives: Some electives require sound knowledge and proficiency in the
related core courses. Students opting for these specialized electives would need to demonstrate their
proficiency in the related core courses by attaining the minimum threshold grades.
The pre requisites may be applied in case of following electives:
Marketing Research Financial Risk Management

Strategic Financial Management Mergers & Acquisitions
Security Analysis Portfolio Management & Mutual Funds
Project Appraisal & Finance Business Modeling & Simulation
Operations Research Data Mining
Data Warehousing Business Intelligence
Financial Business Analytics Advanced Business Analytics
FinTech
8
2. Detailed Syllabus
9
10
Accounting for Managers
Class of : 2023 Academic Year : First Year

Course Code : SL AC 501 Semester : I
Credit : 3 Sessions : 33
AIM
To provide the understanding of corporate financial reporting system and cost concepts.
Learning Outcomes
• Demonstrate understanding of concepts relevant to financial statement analysis.
• Demonstrate ability to analyze, diagnose and interpret financial health of companies.
• Enable to evaluate, report and present effectively financial results of companies.
• Comprehend financial statements and rectify errors in financial information.
• Understand different cost concepts & prepare Cost sheet.
• Demonstrate knowledge of contemporary topics in the area of Accounting.
TEXT BOOK AUTHOR / PUBLICATION

Financial Accounting- A Managerial Perspective Prof. R. Narayanswamy – Prentice Hall of India
(Latest Edition)
REFERENCE BOOKS AUTHOR / PUBLICATION
12e Anthony, Hawkins & Merchant, TMH,
Accounting : Text and Cases
Special Indian Edition
Financial Accounting for Management (An Gupta, Ambrish. Pearson Education - 2005
Analytical Perspective)
Modern Accountancy Mukherjee, Amitabha/Hanif, Mohammed. Tata
Mc Graw Hill
Cost and Management accounting Ravi M Kishore – Taxmann
Cost Accounting – 8th edition Jawaharlal – Tata McGraw Hill
Financial Accounting N Dhamija
Detailed Syllabus financial Accounting – conventions of

accounting – stages of preparing accounting
Introduction to Financial accounting:
statements – from input to output – users of
Distinction among financial accounting, cost financial statements- advantages of accounting –
accounting and Management accounting – Generally Accepted Accounting Principles
Evolution of Accounting – basic concepts of
11
Understanding Financial Statement: Nature Analysis –Liquidity, Profitability and Leverage -
and objectives of Financial Statements, Uses of Du-Pont Analysis – Problems Encountered in
Financial Statements, form and content of Financial Statement Analysis.
Financial Statements, users of Financial
Cases and Exercises
Statements
• Maruti Udyog’s Accounting
Financial Reporting and Regulations:
Introduction to USGAAP, Introduction to • Aig: The Accounting Scandal Unfourts
International Accounting Standards, Indian • Fannie Mae: The US Mortgage Giant’s
Accounting Standards, Applicability of Various accounting Controversies
Standards, Comparison and Harmonization, • Annual report of select company (Latest)
IFRS
• Faculty will identify appropriate cases on
Financial Statements of Limited Companies: Window Dressing
Format and Content of Profit and Loss Account -
Requirements of the Companies Act for the Suggested Schedule of Sessions
Presentation of the Companies Profit and Loss
Account - Treatment of Special Items Relating to No. of
Topic
Companies Final Accounts - Requirements of Sessions
Appropriation of Profits by the Company - Introduction to Financial 1
Format and Content of the Balance Sheet Accounting
Cash Flow: Statement of Cash Flows - Purpose Understanding Financial Statement 4
of the Statement of Cash Flow - Content and
Format of the Statement of Cash Flow - Financial Reporting and 4
Preparation of Cash Flow Statement - Usefulness Regulations
of the Statement of Cash Flow Financial Statements of Limited 7
Companies
Annual Report: Contents of Annual Report –
Director’s report – Auditor’s report - Financial Cash Flow 6
Statements and notes thereon – Other
information. Annual Reports 3
Limitations of Financial Statements and Limitations of Financial Statements 3

Window Dressing: Critical Review of Financial and Window Dressing
Statements - Effects of Abnormal Items and Financial Statement Analysis 5
Changes in Accounting Policies, Creative
Accounting. Total 33
Financial Statement Analysis: Financial Pre-requisites: Knowledge of Fundamental

Statements – Understanding the Features of principles, concepts & the mechanics of
Financial Accounting
Variables in Financial Statements - Ratio
12
Managerial Economics

Course Code : SL EC 501 Semester : I
Objective
To provide basic theories and analysis of the behavior of various economic agents (individuals and
firms). Further, the course also aims at providing an appreciation of application of various
microeconomic theories and concepts in managerial decision-making.
Microeconomics ICFAI
Managerial Economics Mark Hircshey, 10e, Thomson
Managerial Economics William F. Samuelson, Stephen G. Mark, 5e,
John Wiley &Sons.
Managerial Economics Analysis, Problem, Cases Truett + Truett, 8e, Wiley
Managerial Economics in Global Economy Dominick Salvtor, 4e, Thomson
Microeconomics Dr V Panduranga Rao - IBS Publication
Economics, 17e Paul A Samuelson & William D Nordhaus -
McGraw-Hill, 2001
Managerial Economics Craig Peterson and Lewis, Tata McGraw Hill
publication, New Delhi,
Detailed Syllabus
Introduction to Economics: Scarcity and Supply and Demand curves, Effect of a Shift in
Efficiency. The three problems of economic Supply or Demand, Interpreting changes in Price
organization, Market, Command, and Mixed and Quantity, Simultaneous Shifts of Supply and
Economies, The Market Mechanism, How Demand, Rationing by Prices. Applying Supply
Markets solve the three Economic problems? and Demand – Impact of a Tax on Price and
The Invisible Hand and Perfect Competition. The Quantity, Prices Fixed by Law – Minimum
economic role of government. General and Floors and Maximum Ceilings.
partial Equilibrium, Nature and scope of
Consumer Behavior: Choice and Utility
Managerial Economics.
Theory, Marginal Utility and the Law of
Supply and Demand Analysis: The Demand Diminishing Marginal Utility, Equilibrium
schedule, the Demand curve, Demand shifts, Condition – Equal Marginal utilities per rupee for
Elasticity of Demand – price Elasticity of Every Good. An Alternative Approach –
Demand, Calculating Elasticities, Elasticity and Substitution Effect and Income Effect,
Revenue, Income Elasticity of Demand, Cross Substitutes and Complements, Derivation of
Elasticity of Demand. Market Demand, The Paradox of Value,
Analysis of supply – The Supply Schedule, The Consumer Surplus, Applications of Consumer
Supply Curve, Behind the Supply Curve, Shifts Surplus. The Indifference Curve Analysis-
in supply, Price Elasticity of Supply. Equilibrium Indifference Curve, Budget Line or Budget
of Supply and Demand – Equilibrium with Constraint, The Equilibrium Position of
13
tangency, Changes in Income and price, Price An introduction to asymmetric information;
effect, Substitution effect, Income effect, Moral hazards
deriving the Demand Curve. Demand
Forecasting
Cases and Exercises
Production and Cost analysis: Production • Singapore: Past Perfect, Future Tense?
analysis: Basic concepts, The Production • Suzlon: Powering a Greener Tomorrow
Function, Total, Average, and Marginal product, • Long Lines, Lost Profits: China’s Regulated
The Law of Diminishing Returns, Returns to Fuels Market, Microsoft Antitrust Case, Lev
scale, Short run and Long run, Technological Leviev vs. De Beers
change, The Law of diminishing marginal
product, Least cost factor combination for a • Domestic Airlines in India: Leveraging
given output, Expansion path Price, Transfer Pricing
Analysis of Costs: Cost concepts, the link (Source: Case Studies in Management
between production and costs, Short run and long Volume VI)
run cost curves. Economies of scale and scope.
Relevant Costs and Benefits, Break Even Suggested Schedule of Sessions
Analysis and plant sizing.
No. of
Market Structure analysis and estimation: Topic
Sessions
Perfect Competition: Characteristics of a
Introduction to Economics 2
Perfectly Competitive Market, Supply and
Demand in Perfect Competition, Short Run Case on the economic role of 1
Equilibrium of the Competitive Firm, Long Run Government
Equilibrium of the Competitive Firm, Efficiency Supply and Demand Analysis 3
of Competitive Markets, Effects of Taxes on
Price and Output Consumer Behavior 3
Monopoly: Monopoly - short run and long run Production Analysis 2
equilibrium Price Discrimination, Types of Price Analysis of Costs: Cost Concepts, the 3
Discrimination, Natural Monopolies link between Production & Cost
Imperfect Competition: Imperfect Analysis of Costs: Short run & long 3
Competition, Demand Curve, Monopolistic run cost curves, Economics of scales
Competition, Product Differentiation - Types of scope, Relevant costs and benefits,
Product Differentiation – Oligopoly, Kinked Break cum analysis and plant sizing
Demand Curve , Cartel Formation, Market-
Perfect Competition 3
Sharing Cartels, Price Leadership, Price
Leadership by a low-cost firm, Price Leadership Monopoly 2
by dominant firm, Barometric Price leadership. Monopolistic Competition 1
Pricing Practices: Markup Pricing, Markup Oligopoly 2
Pricing and profit maximization, Price
Discrimination, Cyclical pricing, Multiple-Unit Cases on Imperfect Competition 2
Pricing Strategies, Multiple-Product Pricing, Pricing Practices 2
Joint Product Pricing, Transfer Pricing, Riddles
in Pricing Practices. Case on Pricing practices, Price 1
control and transfer pricing
Decisions under conditions of Risk and
Decisions under conditions of Risk 3
uncertainty – Game Theory
and uncertainty –Game Theory
Current Developments
Total 33
14
Financial Management
Class of : 2023 Academic Year First Year

Course Code : SL FI 501 Semester : I
AIM
To gain an understanding of basic functions of finance and its interface with other functional areas. To
familiarize students with finance markets and instruments, develop working knowledge of fundamental
tools and apply them in investment and financing decisions.

Financial Management: Theory and Practice, Chandra Prasanna, Tata McGraw-Hill - 2004
Latest Edition
Financial Management Pandey I M, Vikas Publishing House Pvt Ltd
Financial Management and Policy, 12th e Van Horne, James C. Prentice Hall - 2001
Financial Management , 7th e Ravi M. Kishore. Taxmann's - 2009
Financial Management: Text & Problems Khan, M Y / Jain, P K. Tata McGraw-Hill
Financial Management Ross Westerfield
Financial Management Sheeba Kapil
Detailed Syllabus Capital Market - Derivatives Market -

International Capital Markets – Participants.
Introduction to Financial Management:
Objectives - Functions and Scope - Evolution - Primary Markets and Secondary Markets:
Interface of Financial Management with Other Procedural Aspects of Primary Issues - Pre-
Functional Areas - Environment of Corporate Issues Decision Making - SEBI Guidelines for
Finance. Public Issues – IPO -Pricing and Timing of
Public Issues - Pre-Issue Management –
Overview of Financial Markets: Financial
Regulatory aspects -Advertising and Marketing,
Markets - Functions and Classifications of
Post-Issue Management - Rights Issues, Scope,
Financial Markets – Introduction to Money
management of debt and equity, corporate
Market - Forex Market - Government Securities
advisory services, project advisory services, loan
Market- Primary & Secondary market for G.sec,
syndication, venture financing, private equity,
Call money market: Money Market, Treasury
M&A, financial engineering, structural analysis
Bill Market, Commercial Paper and Certificate of
of investment banking industry
Deposits, Discount and Finance House of India,
Corporate Debt market Recent Developments. -
15
Sources and Raising of Long-Term Finance: • Suzlon Energy: Financing Problem
Introduction to Equity Capital and Preference
• Reliance Power” Full IPO
Capital - Debenture Capital - Initial Public
Offering, Public issue by listed companies, • Cost of Equity: A CAPM Approach
Rights Issue, Preferential allotment, Private • ABC Wealth advisors
placement, Term Loans, Venture Capital. Term
Loans and Deferred Credit - Government • Ambuja Cement: WACC
Subsidies - Leasing and Hire - Purchase - • Source CDC
Emerging sources of finance – (Private Equity,
FDI, FCCB). Suggested Schedule of Sessions
Raising finance from international markets – No. of

Topic
Intermediaries, euro-dollar market, Instrument- Sessions
ADR/GDR, FCCB, ECB-Regulatory aspects Introduction to Financial
1
Management
Introduction to Risk and Return: Risk and
Return Concepts - Risk in a Portfolio Context - Financial Markets 3
Relationship Between Risk and Return -CAPM
Sources of Long Term Finance 2
and Dividend Capitalization Model.
Raising Long Tem Finance 2
Time Value of Money: Introduction - Types of
Cash flows - Future Value of a Single Cash Flow, Cases on Long Term Finance 2
Multiple Flows and Annuity - Present Value of A Raising Finance from International 2
Single Cash Flow, Multiple Flows and Annuity, Markets
Growing Annuity, Perpetuity and Growing
Time Value of Money 6
Perpetuity.
Case on Time Value of Money 1
Valuation of Securities: Concept of Valuation -
Bond Valuation - Equity Valuation: Dividend Introduction to Risk and Return 3
Capitalization Approach and Ratio Approach.
Cases on Risk and Return 2
Cost of Capital: Concept and Importance - Cost
Valuation of Securities 2
of debenture - Term loans - Equity capital and
retained earnings - Calculation of Weighted Cases on Valuation of Securities 3
Average Cost of Capital - Weighted Marginal Cost of Capital 1
Cost of Capital Schedule.
Cases on Cost of Capital 2
Cases and Exercises Recent Developments 1
• Unilever limited: Transforming the finance Total 33
function
• Indian Financial System: A young
entrepreneur’s dilemma
16
Organizational Behavior

Course Code : SL HR 501 Semester : I
Objective
To provide a strong conceptual framework for the study, understanding, and application of organization
behavior and to apply behavioral techniques to manage human resources in a better manner.
Learning Outcomes
1 Apply concepts of OB to practice
2. Analyze and assess individual characteristics and its impact on the organization
3. Acquire the ability to understand diversity.
4. Evaluate the importance of managing and motivating people towards the achievement of
organizational goals.
5. Analyze real life business situations involving people related issues.
6. Analyze the impact of work environment variables on behavior in organizations.
7. Identify, assess and apply change management process.
REFERENCE BOOKS AUTHOR/PUBLICATION

Organizational Behavior -Stephen P Robbins,
Organizational Behavior
Seema Sanghi –Pearson
Organizational Behavior Sholcum and Hellreigel
Organizational Behavior, 13 e
th
Robbins, Stephen P et al. Prentice-Hall, India
Organizational Behaviour, 8 e
th
Ashwatappa. K. Himalaya Publications - 2008
Organizational Behavior, 11 e
th
Luthans, Fred. McGraw-Hill - 2008
Human Relations and Organizational Behavior Dwivedi, R S. MacMillan Publications India -
5th e 2001
Management of Organizational Behavior Blanchard, Kenneth H et al. Prentice-Hall
Detailed Syllabus Individual Learning and Behavior: Definition

of Learning, Theoretical process of learning,
Management Thought and OB: Definition of application of the learning theories for behavior
Management, Approaches to Management: modification.
Classical,Behavioral, Quantitative. Management
Principles of Taylor, Weber, Fayol; Hawthorne Attitudes, Values and Job Satisfaction: The
Studies, fields contributing to OB, Managers’ Nature and Dimensions of Attitudes:
roles and functions, OB in the context of Components of Attitude – Sources and types –
globalization, workforce diversity. Cognitive dissonance theory – Values –– The
effect of job satisfaction on employee
performance.
17
Perception: Factors Influencing Perception - - Negotiations - Approaches to Conflict
Perceptual Selectivity – rational decision making Management
model, bounded rationality, Linkage between
Stress Management: Causes of Stress –
Perception and Individual Decision Making
Organizational and Extra Organizational
Personality: The Meaning of Personality - Stressors – Group Stressors – Individual
Personality Determinants - Personality Traits - Stressors - Coping Strategy for Stress
The big five model, emotional labor. Ideographic
Organizational Structure: Understanding
and nomothetic approach
Organizational Structure - Centralization,
Emotional Intelligence – Definition – self- Decentralization, Flat and Tall Structures,
awareness, self-regulation, social skills, social Departmentalization, Behavioral Implications of
awareness. different organizational designs
Motivation: Meaning of Motivation – Primary, Organizational Culture: Meaning, creating and
General Motives and Secondary Motives - sustaining culture, culture as a liability,
Motivation and Productivity – Content and employee acculturation process, countries and
process theories of Motivation. culture, organizational climate.Hofstede’s model
Group and Teams: Types of Groups - Stages of Organizational Change: Forces for Change -
Group Development: The Five-Stage Model, The Managing Planned Changes - Resistance to
Punctuated Equilibrium Model - The Dynamics Change - Approaches to Managing
of Informal Groups: Norms and Roles in Organizational Change – technology and change
Informal Groups - Management of Informal
Organizations - Dynamics of Formal Work Cases
Groups - Teams vs Groups - Types of Teams - • Employee Satisfaction: An Outcome of a
Group decision-making. Motivated Workforce
Communication: Process, types barriers and
• Needs Drive Performance
effective communication- Interactive
Communication in Organizations – Cross • The Lumen and Absorb Teams at
cultural communication. Crutchfield Chemical Engineering
Leadership: Understanding Leadership - Leader • Southwest Airlines Act II: An Airline in
and Manager - Leadership Theories - Trait Trouble?
Theories - Behavioral Theories - Contingency
Theories - Leadership Styles - Leadership Skills • People Matters in Sales Force Management
- Determinants of Leadership – Challenges to • HR Restructuring at Lucent Technologies
leaderships in virtual teams.
• Remaking JCPenney’s Organizational
Power, Authority & Politics: Definitions of Culture
Power - Distinction Between Power and
Authority - Bases of Power - Power Structure and • Whole Foods Market’s Unique Work
Blocks – impression management – political Culture and Practices
behavior in organizations
Conflict: Sources of Conflict - Intra-individual
Conflict - Interpersonal Conflict - Intergroup
Behavior and Conflict - Organizational Conflict
18
Suggested Schedule of Sessions
No. of No. of
Topic Topic
Sessions Sessions
Communication (including case 1
Management Thought and OB 3
discussion)
Individual Learning & Behavior 2 Leadership (including case 3
Attitudes, Values and Job 2 discussion)
Satisfaction (including case Power, Authority and Politics 1
discussion) (including case discussion)
Perception 3 Conflict and Collaboration 2
(including case discussion)
Personality (including case 2
Stress Management 2
discussion)
Organizational Structure 2
Emotional Intelligence 1 (including case discussion)
Motivation (including case 2 Organizational Culture (including 2
discussion) case discussion)
Group and Teams (including case 3 Organizational Change 2
discussion) Total 33
19
Information Systems for Managers

Course Code : SL IT 501 Semester : I
Course Objectives
To provide basic concepts of information systems and their relevance in business environment. To
develop proficiency in solving business problems using personal productivity tools.
Learning Outcomes
At the end of the course, the student will be able to:
1. Demonstrate the understanding of basic concepts of information systems in networked business
environment.
2. Analyze and classify information systems and their impact on business decision making at various
levels and across functional areas in the organizations.
3. Apply database principles, in designing and developing information systems using MS-Access.
4. Identify and understand different enterprise applications like ERP, SCM, CRM and their
integration for gaining competitive advantage.
5. Demonstrate and develop proficiency in building relational database application system.
6. Discuss the importance of information security and the latest trends in the digital era.
TEXT BOOKS AUTHOR / PUBLICATION

Textbook - Management Information Systems Brien, James A O’. McGraw-Hill/Irwin - 2003
Introduction to information systems- supporting Turban and Potter, Wiley Indian Student Edition
and transforming business
Advanced Cases in MIS Brady, J.A / Mark, EF. Course Technology -
2000
Information Technology for Management Lucas, Henry C Jr. Tata McGraw Hill
MIS: Managing the Digital Firm Lauden, K.C. / Lauden, J.P. Prentice Hall
Modern Database Management Jeffrey Hoffer , Mary Prescott, Prentice Hall
Microsoft Access ™ 2007 Plain and Simple Frye, Curtis. Microsoft Press – 2007 (Plain and
Simple Series)
Enterprise Resource Planning Mary Sumner. Pearson Education, LPE.
ERP Demystified Latest Edition, Alexis Leon, Wiley Publications
Concepts in Enterprise Resource Planning Brady, Monk and Wagner – Thomson Learning
Supply Chain Management Sunil Chopra and Peter Meindl, Prentice Hall
Database Systems - Concepts 6th Edition, Henry F Korth, McGraw Hill
20
Detailed Syllabus Supply Chain Applications
Information System (IS) Concepts: CRM Applications.
Understanding Data and Information, Business IS Security: IS security, IS vulnerability and
as a System, Business Process, What is computer/cyber crime, protecting information
Information System, Classification of IS in systems.
organization, Attributes of Information Quality.
Current developments: E-Business, Cloud
Intranet, extranet, internet, worldwide web. Computing, Big Data, Wireless Sensor
Introduction to Organizational Systems: Networks, Data Warehousing, Data Mining,
Transaction Processing System (TPS), Green Computing.
Management Information System (MIS) – role in
organizational development - Executive Suggested Schedule of Sessions
Information System (EIS), Decision Support
System (DSS), Expert System (ES). No. of
Topic
Sessions
Information Systems Development: Concepts:
SDLC (Systems Development Life Cycle), Information System (IS) Concepts 2
Waterfall, Prototyping, RAD, JAD, Agile,
Introduction to organizational
SCRUM
systems 2
Database Management: Basic concepts, Data
Models, Advantages of Database Approach, Information Systems Development 3
Overview of E-R Modeling, Data Flow
Database Management 4
Modeling, Entity, Attributes, Relationships,
Keys, Normalization, Basic Normal Forms MS-Access 8
(restricted up to 3 NF), overview of SQL.
Enterprise Applications 3
MS-Access: Database design process, building
Databases with MS-Access- Implementation and Supply Chain Applications 3
Presentation of MIS - Forms, Queries and
Reports. CRM Applications 3
Enterprise Applications: Process view of the IS Security 2
organization, Problems of functional division,
Operational advantage of enterprise wide Current developments 3
applications
Total 33
Enterprise Resource Planning (ERP),
Overview of Finance & Accounting,
Manufacturing, Sales & Distribution, HR
modules.
21
Marketing Management

Course Code : SL MM 501 Semester : I
Objective
To provide students with basic concepts and practices of modern marketing, and provide a framework
to help them to understand advanced topics and specialized electives in marketing.
TEXT BOOK for Distribution AUTHOR / PUBLICATION

Philip Kotler, Kevin Lane Keller, Abraham
Marketing Management - A South Asian
Koshy and Mithileshwar Jha, Pearson Prentice
Perspective, 14th Edition,2013
Hall
Marketing Management –4th Edition V Ramasamy & Namkumari
Paul Baines, Chris Fill, Kelly Page, Piyush K
Marketing – Asian Edition, 2013
Sinha, Oxford University Press
Detailed Syllabus Customer-Driven Marketing Strategy: Market

Segmentation and Targeting, Differentiation and
Introduction: Definition of Marketing,
Positioning – Frame of Reference, Points of
Marketplace and Customer Needs, Customer-
Parity and Difference, Mass Customization
Driven Marketing Strategy, Marketing Myopia,
(Chapter 7)
Marketing Plan, Building Customer
Relationships Marketing, Challenges for Products, Services and Brands:Product,
21st century(Chapter 1) Service and Brand decisions, Product Life Cycle
Strategies Shortened PLC: New Product
Marketing Environment: Micro Environment,
Development Strategy and Process,
- Macro Environment, - Global Environment,
Co-Creation, Leapfrogging (Chapter 9,
Responding to the Environment (Chapter 3)
Chapter10,Chapter 11,Chapter 12,Chapter 19)
Strategic Planning & Marketing Process:
Pricing Decisions: Concept of Price, Factors to
Company wise strategic planning, Marketing
Consider When Setting Prices, New Product
strategy and marketing mix, managing the
Pricing Strategies, Product Mix Pricing
marketing effort (Chapter 2)
Strategies, Price Adjustment Strategies, Price
Consumer Markets and Consumer Buyer Changes, Ease of Price and Product Comparisons
Behavior: Model of Consumer Behavior, because of Technology, Yield Pricing, Dynamic
Factors Affecting Consumer Behavior, Types of Nature of Pricing (Chapter 13)
Buying Behavior, Buyer Decision Process for
New Products, (Chapter 5)
22
Channel Decisions- Distribution, Retailing & Suggested Schedule of Sessions
Wholesaling Marketing Channels – Nature,
Importance and Value Delivery, Channel No. of
Topic
Organization, Channel Design and Channel Sessions
Conflict Decisions, Marketing Logistics and Introduction 2
Supply Chain Management, Wholesaling,
Marketing Environment 2
Retailing, Disintermediation, Role of
Distribution in the Digital Era, E-tailing and its Strategic Planning & Marketing 2
Process
Advantages (Chapter 14 and Chapter 15)
Consumer Markets and Consumer 3
Integrated Marketing Communications: The Buying Behavior
Promotion Mix, Communication Process, Steps
Customer Driven Marketing 7
in Developing Marketing Communication, Strategy (Segmenting, Targeting,
Promotion Budget (Chapter 16) Differentiation, Positioning)
Advertising, Sales Promotion and Public Products, Services and Brands, 7
Relations: Including Combining One-to-One New Product Development and
and One-to-Many Mapping Due to Technology, Product Life Cycle Strategies
Reducing Role of Traditional Media (Chapter Pricing Decisions 3
17) Channel Decisions- Distribution, 3
Retailing & Wholesaling
Personal Selling and Sales Force Management
(Second half of Chapter 18) Integrated Marketing 4
Communications
Faculty can discuss other contemporary case
Total 33
as suggested by CDC before the start of the
Semester.
23
Business Communication

Course Code : SLMS 501 Semester : I
Objective
To enhance the students’ Business Communication Skills which involves sharpening their verbal &
writing competence in this digital era.
Text Book
Book Author/Publication
Business Communication Today Courtland L. Bovee, John V. Thill and Barbara
E: Schatzman – Pearson Education Asia
Reference Books
BOOK Author/Publication
Presentation and Reading Skills IUP Publication
Business Vocabulary IUP Publication
Business Correspondence IUP Publication
Report Writing IUP Publication
Business Communication Raymond Lesikar and John Pettit – Irwin
AITBS Books, Delhi
Business Communication Today Courtland L. Bovee, John V. Thill and Barbara
E: Schatzman – Pearson Education Asia
Professional Communication Aruna Koneru – Tata McGraw-Hill Publishing
Company Ltd., New Delhi
Business Vocabulary in Use Bill Mascull – Cambridge University Press
Detailed Syllabus Expressions, Approaches to Letter writing-

Routine, Unpleasant, Pleasant and Persuasive
Principles of Effective Writing- Twelve
Principles of Business Writing, Frequently Made Claims and Responses- Approaches to writing
Mistakes in Business Writing, Types of Business claims and responses.
Messages (Good messages- Bad messages) E-Mail Etiquette- Includes all the points
Letter Writing- Conventions of letter writing, covered in Letter Writing, Do’s and Don’ts of
Types of Letter, Target language and Writing Emails (Exercises, Examples and
critiquing)
24
Agenda and Minutes of Meeting: Learning how Podcasts (Individual assignments),
to prepare an agenda for a meeting and take Communicating through Social networking sites
minutes
English Proficiency (Working towards
Report Writing- Short Reports –Process, developing proficiency in English,
Structure and Layout, SIP Reports –Process, understanding the right use of parts of speech,
Structure and Layout. comprehension and essay writing)***
Business Proposals- Proposal formats, Solicited Suggested Schedule of Sessions
and Unsolicited Proposal
No. of
Topic
CVs and Applications- Cover letter, CV format, sessions
Creating a LinkedIn and Facebook Profile English Proficiency (Articulation, 6***
English Proficiency– English speaking skills, parts of speech, comprehension
and essay writing)***
articulation, parts of speech, comprehension and
essay writing
Principles of Effective writing 2
Presentation Skills- Theatre, Extempore Letter writing 2
exercises, Planning, PPT structure/design
Claims and responses 2
(Infographics), Delivery: Public Speaking
Memoranda 2
Skills - Elocution, Debate or Story-telling
exercises E-Mail Etiquette 1
Agenda and Minutes 2
Telephone Etiquette- Communicating on the
phone, answering skills, cell-phone etiquette at Report Writing 2
the workplace, Cold calling skills and accepting Business Proposals 1
rejections to cold calls CVs and Applications 2
Cross-Cultural (International) Presentation Skills (including 8
Communication & Etiquette –: Learning the evaluation)and Public Speaking
etiquette of interacting on an international Skills
platform (telephone and video-conferencing) Cross-Cultural(International) 1
especially to appear for international placements Communication and Articulation
and behave appropriately in international SoMe Communication 2
interviews; Working towards accent Total 33
neutralization, eliminating regional language
influence *** English Proficiency sessions could spread
throughout the semester
SoMe Communication- Expressing opinions
through Blogs, Product reviews through Blogs,
25
Quantitative Methods

Course Code : SL RM 501 Semester : I
Objective
To equip students with the essential concepts, tools and techniques necessary for robust managerial
decision making.

Quantitative Methods ICFAI
Statistics for Management Richard I. Levin, David S. Rubin - Prentice-
Hall of India Private Limited, New Delhi.
Quantitative Techniques for Management U K Srivastava, G V Shenoy and S C Sharma –
Decisions New Age International, New Delhi
Quantitative Methods for Business David R Anderson, Dennis J Sweeny and
Thomas A Williams Thomson Learning,
New Delhi
Business Statistics David M Levine, Timothy C Krehbiel and Mark
L Berenson. Pearson Education. Delhi. 2004
Quantitative Analysis for Management Barry Render and Ralph M Stair. Prentice Hall.
New Delhi 2002
Detailed Syllabus Populations, Central Limit Theorem, Finite

Population Multiplier
Basic concepts of scales of measurement-
Nominal, ordinal, interval, and ratio scales. Estimation: Point and Interval Estimation,
Review of central tendencies dispersion. Estimator and Estimates, Confidence Intervals,
Interval Estimates of Mean and Proportion from
Probability and Probability Distributions:
Basic Concepts of Probability: Addition Large Samples, Interval Estimation Using t
theorem, Multiplication theorem, Bayes’ Distribution, Sample Size for Estimating Means
theorem, Random Variables, Expected Value, and Proportions
Binomial, Poisson and Normal Distributions Testing of Hypotheses: Basic Concepts, Type I
and Type II Errors, One Tailed and Two Tailed
Sampling and Sampling Distributions:
Population and Samples, Parameters and Tests, One Sample Tests, Hypothesis Testing of
Statistics, Types of Sampling: Simple Random, Means when Population Standard Derivation is
Stratified, Systematic and Cluster Sampling, Known and when Unknown, Hypothesis Testing
Sampling Distributions, Standard Errors, of Proportions for Large Samples. Two Sample
Sampling from Normal and Non-normal Tests for Equality of Means for Large and Small
26
Samples, Equality of Means for Dependant • Care Hygiene
Samples, Difference between Proportions for
• Hindustan Foods
Large Samples.
• Roja Silks
Chi-Square: Chi Square Test of Independence.
• Ram Publishers
and Goodness of fit.
• Alexander Machine Company
Analysis of Variance (One Way Anova): Test
for Equality of Means. Inference about a • Best Fibre
population variance and about two population • Lakshmi Engines
variances.
(Source: Case Studies in Management
Bivariate analysis: Bivariate correlation and Volume VI)
regression, Coefficient of determination,
Exercises
assumptions in the regression model, tests of
significance for the correlation and regression Students will be given exercises to be solved
coefficients. using SPSS/EXCEL Software.
Time Series Analysis: Components of Time Suggested Schedule of Sessions

Series, Trend Analysis- Moving Average, Fitting
linear and second degree trends, Seasonal No. of
Topic
Variation (Computing using Ratio to Trend Sessions
Method), Cyclical Variation. Irregular Variation,
Scales of Measurement, Review of 2
Problems involving all four Components of Time central tendencies dispersion.
Series.
Probability and Probability 4
Decision Trees: Decision Tree Analysis- Distributions
Expected value under risk, under perfect
Sampling and Sampling Distribution 3
information, and under sample information.
Estimation 2
Linear Programming, Transportation and
Assignment problems: Formulating Linear Testing hypothesis 4
Programming Problems, Graphical approach,
Chi- Square 2
Formulation of Transportation and Assignment
problems, Solutions using Excel solver and other Analysis of Variance 2
softwares.
Bivariate Correlation and 3
Regression
Cases
Time Series Analysis 3
• ICICI Bank’s “Get up to 100% Cash Back
offer” Decision Trees 3
• Real Foods Linear Programming, Transportation 5

and Assignment Problems
• Solnyx Pharmaceuticals: The Atoxeril
Clinical Trial Total 33
27
Macroeconomics & Business Environment

Course Code : SLEC 502 Semester : II
Objective
To help students understand the economic environment and to draw meaningful conclusions from
economic analysis and events. This would help in the decision-making and strategy formulation in the
present economic scenario.

Macroeconomics ICFAI
Global Business Environment ICMR
Macroeconomics Rudiger Dorrnbusch, Stanley Fischer, and
Richard Stantz, Published by TMH
Macroeconomics Roger E.A. Farmer, Published byThomson
Macroeconomic Analysis Edward Shapiro, Published by Harcourt Brace
Jovanovich Inc.
Macroeconomics Paul A. Samuelson and William D. Nordhous
Published by Mc Graw Hills
Macroeconomics J. Bradford Delong, Published by Mc Graw Hills
Economic Survey Government of India
Detailed Syllabus Consume, Determinants of Consumption, Saving

function, Investment function, Determinants of
Introduction to Economic Analysis: Investment, Government spending, Net exports
Microeconomics Vs. Macroeconomics, Goals of
Macroeconomic policy, Objectives and Product market - Shifts in AD, Concept of
Instruments of Macroeconomics multiplier - simple multiplier, investment
multiplier, multiplier in the presence of taxes and
Measuring National output / Income: Concept balanced budget, foreign trade multiplier, Money
of national product, Variants of national product, market - Functions of money, Demand for
Methods of measuring national Income and money and supply of money- Determination of
problems of measuring, Real Vs Nominal, Price interest rates, Real vs. nominal interest rate,
indices and its applications Hicks –Hansen Model: IS –LM analysis,
Deriving aggregate demand curve
Aggregate Demand and Aggregate Supply-
Meaning of AD and AS curves Aggregate Supply - Demand function for
labour, supply function of labour, Labour market
Determination of Equilibrium Income- equilibrium under classical and Keynesian
Components of aggregate Demand, models
Consumption function, Marginal propensity to
28
General equilibrium using AD curve and AS • Hungary’s Reform Process
curve
• Gazprom - Naftogaz Ukrainy Dispute:
Economic Instability and Fluctuations: Business or Politics?
Business Cycles: Features of business cycle, • The South African Economy: Coping with
Business cycle theories the Legacy of Apartheid
Unemployment: Types of unemployment: (Source: Case Studies in Management

Okun’s Law, Impact of unemployment Volume IX)
Price Instability: Types of inflation, Economic
impacts of inflation, Price in the AD-AS Suggested Schedule of Sessions
framework, The Phillips Curve,
No. of
Monetary policy and the role of banking Topic
Sessions
systems- Deposit creation, Balance sheet of a
central bank, Measures of monetary and liquidity Overview of Macroeconomics 1
aggregates, Money multiplier, Instruments of Measuring National Income/output 3
money supply control, Determination of money
supply AD and AS curves – an introduction 2
Fiscal policy - Fiscal instruments, Tax structure, Aggregate Demand and multiplier 2
Laffer curve, Types of deficits, Fiscal policy and Product market equilibrium 2
stabilization, Public debt, Crowding -out effect.
Money market equilibrium 2
Open Economy Framework: International Vs.
domestic trade, Theories of International Trade, Aggregate supply 2
Protectionism and WTO, Issues related to tariff, General equilibrium using AD and 2
Determination of Exchange Rate, Floating AS curves
exchange rate, Fixed exchange rate, Balance of
Payments. Globalization and Global imbalance. Economic instability and 1
fluctuations – Business cycles
Business Environment in Indian context-
Growth phases, Evolution of institutional Unemployment and price instability 2
framework - emphasis on planning, public and Case on The Indian Economy: 1
private sector, Recent policy measures- monetary Dealing with Inflation
fiscal, foreign trade and technology.
Monetary policy and the role 3
Cases banking system
Fiscal policy and instruments 3
Macroeconomics
• India: Before and After VAT Open economic framework 3
• Should Energy be Subsidized? Case on The US-China Exchange 1

Rate Stand-Off
• The Indian Economy: Dealing with Inflation
Business environment in Indian 3
• Softwood Lumber Dispute between Canada context
and the USA
Total 33
• The US-China Exchange Rate Stand-Off
Business Environment
29
Advanced Financial Management

Course Code : SLFI 502 Semester : II
AIM
Develop a framework to evaluate key decision in respect of capital structure, dividend policy, working
capital management and decision involving alternate choices.

Financial Management: Theory and Practice, Chandra Prasanna, Tata McGraw-Hill - 2004
Latest Edition
Corporate Finance Ross Westerfield Jaffe- TMH
Financial Management and Policy, 12 e th
James C Van Horne. Prentice-Hall, India
Financial Management : Text & Problems Khan M.Y / Jain, P.K. Tata McGraw-Hill - 2004
Financial Management , 7 eth
Ravi M. Kishore. Taxmann's - 2009
Cost Accounting 2ed (Paperback) Jawahar Lal- Tata McGraw-Hill
Detailed Syllabus Structure - Variations in Capital Structures,

EBIT / EPS Analysis and ROI / ROE Analysis
Financial Forecasting: Sales Forecast -
Preparation of Pro-Forma Income Statement and Dividend Policy: Traditional Position - Walter
Balance Sheet - Growth and External Funds Model - Gordon Model - Miller-Modigliani
Requirement - EFR Position - and Rational Expectations Model.
Leverage: Measuring and analyzing the Basics of Capital Expenditure Decisions: The
implications of Leverage - Operating Leverage,
Process of Capital Budgeting - Basic Principles
Financial Leverage and Total Leverage.
in Estimating Cost and Benefits of Investments -
Capital Structure Theories: Net Income Appraisal Criteria: Discounted and Non-
Approach - Net Operating Income Approach - Discounted Methods (Pay-Back Period -Average
Traditional Approach - Modigliani-Miller Model rate of return - Net Present Value -Benefit Cost
(MM), Miller Model - Criticisms of MM and Ratio - Internal Rate of Return)
Miller Models - Financial Distress & Agency
Cost - Asymmetric Information Theory. Analysis of Project Cash Flows: Cash Flow
Estimation - Identifying the Relevant Cash
Capital Structure Policy: Business & Financial
Flows - Cash Flow Analysis - Replacement,
Risk - A Total Risk Perspective - Business &
Cash Flow Estimation Bias - Evaluating Projects
Financial Risk - A Market Risk Perspective -
with Unequal Life
Determinants of Capital Structure Decision -
Approach to Estimating the Target Capital
30
Estimation of Working Capital Needs: • Structure of Balajitelefilms limited.
Objectives of Working Capital (Conservative vs
• Dr. Reddy’s Laboratories: Financial
Aggressive Policies), Static vs Dynamic View of
Forecosting
Working Capital - Factors Affecting the
Composition of Working Capital Independence • Source : CDC
among Components of Working Capital -
Operating Cycle Approach to Working Capital. Suggested Schedule of Sessions
Inventory Management: Nature of Inventory No. of
Topic
and its Role in Working Capital - Purpose of Sessions
Inventories - Types and Costs of Inventory - Financial Forecasting 2
Inventory Management Techniques - Pricing of Leverage 2
Investments - Inventory Planning and Control.
Capital Structure- Theories and 3
Receivables Management: Purpose of policy
Receivables - Cost of Maintaining Receivables - Cases on Capital Structure 2
Credit Policy Variables (Credit Standard, Credit Theories and Capital Structure
Period, Cash Discount, Collection Program), Policy
Credit Evaluation - and Monitoring Receivables. Dividend Policy 2
Financing Current Assets: Behaviours of Cases on Dividend Policy 1
Current Assets and Pattern of Financing - Basics of Capital Expenditure 3
Accruals - Trade Credit - Provisions - Short- Decisions
Term Bank Finance - Factoring
Analysis of Project Cash Flows 3
Treasury Management and Control: Cash Estimation of Working Capital 3
Management - Meaning of Cash - Need for and Needs (including case discussion)
Objectives of Cash Management - Cash
Inventory Management 3
Forecasting and Budgets - Cash Reports - and
Efficient Cash Management. Receivables Management 2
Cases on Working Capital 3
Cases and Exercises Management, Inventory
Management and Receivables
• Hero Honda’s Dividend Policy
Management
• Intel: Managing Working Capital Financing Current Assets 2
• Dressen (Abridged) (A)
Treasury Management And 2
• The Fall of United Western Bank Control (including case
discussion)
• DLF Ltd: Working Capital Analysis
Total 33
• Women led family owned business: Capital
31
Personal Effectiveness Management

Course Code : SLMS 502 Semester : II
Course Objectives
The objective of the course is
• To provide students with opportunities to know themselves better through self-assessment and to
develop their personal and professional skills
• To help students build interpersonal skills and build personal & professional effectiveness
• To help students develop confidence & self-esteem
• To make high-impact presentations and to communicate effectively
• To help students learn how to work effectively with different types of people and become team
players
Text Book
Book Author and Publication
Personal Development for Life and Work , 10th Ann Masters Harold R. Wallace Colorado
Edition State University, Ft. Collins
ISBN-10: 0538450231 | ISBN-13:
9780538450232.
Reference Books
Book Author / Publication
Soft Skills For Everyone Jeff Butterfield. Cengage Learning
Professional Presentations Malcolm Goodale
Body Language at work Peter Clayton
Goals Brian Tracy
Body Language Hedwig Lewis
Emotional Intelligence Daniel Goleman
Creativity at Work Place Sumati Reddy
Business Etiquette Sally Chew, Peggy Post, Raghu Palat
Soft Skills for Managers Dr.T.Kalyan Chakravarthi
32
Detailed Syllabus
No. of Training
S.No Topic Learning Objective
Sessions Methodology
1 Developing Self 2 Understanding Self Exercises ,
Awareness (with self- SWOT instruments and
assessment*) (*Psychometric Tests can be debriefing
included here)
2 Perception & Attitudes 2 Understanding how our Exercises and
(Including Values & behaviour creates perceptions in debriefing
Ethics) others mind Knowing how others
see you as against one’s own
perception of oneself
Developing the right attitude for
the workplace by demonstrating
appropriate behaviour.
Understanding how language,
behaviour and workplace habits
indicate attitude.
3 Understanding Body 2 The influence of Body Language Videos, Case
Language & Non-verbal on personal effectiveness discussions , Role
Communication Play or Class
Exercise
4 Effective Presentation 8 To help students make impactful Presentation
Skills presentations, develop Assignments
presentations skills- verbal and through projects
non-verbal and assignments
which can be
evaluated
5 Listening Skills & 2 To help develop the critical skill Listening Exercises
Conversational Skills of listening; role of listening in
conversations
6 SIP Orientation 2 Learning how to behave
professionally during summer
internship programme
7 Setting goals for Life 2 Learning how to plan and set Exercise &
and Career goals for a work-life balance, Simulation
work towards practical Guest Lecture
achievement of aspirations
within the given circumstances
and framework
8 Building and 2 Learning critical domain terms Parctice Exercise,
articulating domain (as well as terms from current Inviting domain
vocabulary affairs) which need to be Faculty to specify
articulated in the Placement and provide terms
Process as well as on the job
33
No. of Training
S.No Topic Learning Objective
Sessions Methodology
9 Teamworking Skills 2 Learning team-working skills (a Team exercises
critical workplace requirement)
10 Developing Social skills 1 To understand how to manage Demos and
& Learning the etiquette interaction on social networking discussions
of social networking sites inorder to create the right
(Facebook, Twitter and impression and image, how to
Linkdin) safeguard others and your own
image through appropriate
behavior and etiquette
11 Learning Dining 1 Learning the fine art of dining Guest Lecture or
Etiquette especially on business occasions Simulations
12 Stress Management 1 Managing stress and anxiety
13 Creativity and Problem 2 Building creativity, Analyzing Creativity
Solving situations and Solving Problems exercises, six
in a structured manner thinking hats
concept and
presentations
14 Developing 4 (Developing Language Skills,
Communication Skills Articulation, Speech and Voice,
Delivery, Discussion on current
and relevant issues, , Reading
Skills)
Total 33
Current Affairs to be discussed continually
Evaluation Plan
S.No. Component Weightage
1 Class Participation (3 Phases) 30
2 Non Class Participation (4 phases) 70
Structured Thinking (Report / Presentation) - 20 marks
Team Assignment (Outbound) – 20 marks
Group Discussion - 20 marks (Choice of Cases/ Articles
relevant to development of
Class Assignment – 10 marks personal effectiveness)
Total 100
34
Introduction to Business Analytics

Course Code : SLBA 502 Semester : II
Course Objective
To provide the students understanding of concepts, tools and techniques of Basic Analytics
Learning Outcomes
At the end of the course the student should be able to
1. Explain the importance of analytics and its applications.
2. Identify business processes that generate and need data. Role of data in informed decision making.
3. Use analytical tools like MS Excel, R to handle data and explore basic statistical functionalities.
TEXT BOOK AUTHOR/PUBLICATION

Fundamentals of Business Analytics R.Prasad & Seema Acharya, Wiley Publication
Business Analytics: Methods, Models and James R. Evans - Prentice Hall
Decisions, 1st Edition
Business Analytics for Managers: Taking by Gert H. N. Laursen (Author), JesperThorlund
Business Intelligence Beyond Reporting (Author) - (Wiley &Sas Business Series)
Fundamentals of Business Analytics R.Prasad and Seema Acharya
Detailed Syllabus Financial, Operation/Supply Chain/Logistics,

Marketing, HR, Banking, Retailing, etc.
Introduction to analytics: What is analytics and
why it is used. Data explosion and role of Analytical tools: R, SAS /SPSS and any other
analytics in industry today. proprietary/open source tools.
Tools hands-on: Hands-on class on any tools the
Role of analysts and job profile
faculty plans to introduce as a part of the
Current trends in analytics: Data types and analytics course. Preferred Tool – R. The
sources for analytics. Technologies and domains introduction to R platform and any user interface
involved in analytics. Current trends, industry (for example R Studio) can be handled by
wise. focused exercises that cover the basics of
statistical analysis. This includes: reading data,
Application of analytics in industry, summary and structure of the data, data types,
functional area-wise: Application and data frames, sub-setting, graphs and plots,
introductory cases on importance of analytics in exploratory data analysis, basic regression.
35
MS Excel: Inference: The students are introduction to
inference and summarization, once basic
Application layout and user interface, Cell
statistical functions are executed on R. Project
referencing, formulas and functions, Graphs and
work with emphasis on inference can be
Charts. Data Handling: Sorting, Filtering and
supervised to execute this section.
accessing data from text files, databases and
World Wide Web. Data Validation, Data
consolidation and Conditional Formatting.
Functions: Overview of lookup, Mathematical No. of
Topic
functions. Financial functions like NPV, IRR, Sessions
PMT, PRICEDISC, PRICEMAT, EFFECT, FV,
and YIELD DISC (advance finance function) Introduction to analytics 2
Analysis Tools: Pivot table and Pivot chart, Role of analysts and job profile 2
Dynamic Pivot tables, Goal Seek, Solver.
Current trends in analytics 2
Advanced features: Macros, Linking multiple
sheets, use a slicer to filter data, creating dash Application of analytics in
board through excel 4
industry, functional area-wise
Optimization (using solver excel add in): Use of
Excel to solve business problem: Eg marketing Analytical tools 3
mix, capital budgeting, portfolio optimization
MS Excel (Advanced) 10
Data visualization and Interpretation for big data:
Different types of data, data summarization& Tool hands-on (R/SAS, etc.) 8
visualization methods, tables, graphs, charts,
histogram, frequency distribution, relative Inference 2
frequency, measures of central tendency,
dispersion, box plot, chebychev’s Total 33
inequality(SPSS/Excel)
36
Human Resource Management

Course Code : SLHR 502 Semester : II
Objective
To help students understand, appreciate and analyze work force at the managerial and non-managerial
levels. The course also facilitates learning of various concepts, new trends and skills required for
Planning, managing and development of human resources for organizational effectiveness.

Human Resource Management ICMR
Personnel/Human Resource Management David A Decenzo & Stephen P Robbins -
Prentice-Hall, India
Human Resource Management Gary Dessler, Prentice-Hall, India
Human Resource Management Michael R Camell, Nobert F Elbert &
Robert D Hatfield - Prentice-Hall
Managing Human Resources Bohlander & Snell, Thomson
Human Resource Management, 7e John M Ivancevich – TMH
Managing Human Resources, 5e Wayne F Cascio – TMH
Cases & Exercises in Human Resource George E Stevens - Irwin/McGraw-Hill, 1996
Management, 6e
Human Resource Management Micheal Armstrong – Kogan Page
Human Resources and Personnel Management- K Aswathappa – Tata Mcgraw-Hills
Text and Cases
The Brave New World of eHR – Human Edited by Hal G. Guental and Dianna L Stone;
Resource Management in the Digital Age (2006) San Francisco : Jossey Bass
Human Resource Management (2006) Jyothi, P and Venkatesh, D.N. Oxford:
Oxford University Press
HRM Raymond A Noe, John R Hollenbeck, Barry
Gerhart, & PM Wright,
Detailed Syllabus Human Resource Management at Work: Line

Vs Staff Authority – Structure and
Introduction to HRM: Role of HR Executives- Organizational Chart of HR Department.
HRM Functions– Challenges of Human
Globalization and its impact on HR- IT Systems
Resource Management–New Challenges for HR
Executives. and HR.
37
Job Analysis and Design: Concept of Job Career Anchors – Career Development Cycle –
Analysis and Design, Role analysis –Methods of Benefits of career planning to individual as well
Job analysis - Job Description - Job Specification as organization - Internal mobility: promotions,
– Modern Management Techniques: Job rotation transfers, Separation and Succession planning,
– job enlargement – Job enrichment. downshifting.
Managing the dejobbed world, Competency Compensation Management: Objectives -

mapping. Methods of Job evaluation – Factors determining
compensation and pay rates – Current trends in
Human Resource Planning (HRP): Definition compensation- Pricing managerial and
– Need and Importance of HRP- Process of professional jobs. Minimum wages Act, Types of
HRP–Levels and Types of HRP – Forecasting pay structures.
Demand for employees- Forecasting supply for
employees-Balancing supply and demand Wage and Salary Administration - Nature and
considerations- HRP Model, Rightsizing. Purpose Minimum Wage, Fair Wage, Living
Wage - Basic Kinds of Wage Plans - Elements of
Recruitment and Selection Process: Definition a Good Wage Plan, Rewards and Incentives -
and concept of Recruitment - Factors Affecting Short-term Plans - Long-term Wage Incentive
Recruitment – Sources of recruitment– Plans - Requisite Guidelines for Effective
Information technology and HR recruiting on the Incentive Plans - Non-monetary Incentives -
net (e-Recruitment) -Methods and Techniques of Employee Stock Ownership Plans, Payment of
recruitment Selection Process- Person Job Fit - Bonus Act, Payment of Gratuity Act.
Person Organization Fit –Elements of Selection
Process - Steps in the Selection Procedure – Employee Relations and Collective
Various types of Tests – Selection Interview: Bargaining: Concept and purpose Industrial
Methods and Process (including reference check Relations - Collective Bargaining - Types –
and medical examination) - Placement and Process - Pre-requisites - Issues Involved -
induction- Competency testing systems . Worker Participation in Management, Trade
Unions, Trade Union Act, Industrial Disputes
Performance and Potential Appraisal: Act, Factories Act, Workmen’s Compensation
Concept of performance management and Act.
performance appraisal - Objectives of
Performance Appraisal - The Appraisal Process - Grievance Handling: Definition of Grievance -
Traditional Methods and Modern Methods of Causes/Sources of Grievances - Grievance
Appraisal, (including MBO, 360 degree, Redressal Machinery - Model Grievance
Assessment Centre, Balance Scorecard, etc) – Procedure Legislative Aspects of the Grievance
Appraisers: Manager / supervisor, Self, Redressal Procedure in India. Domestic enquiry,
Subordinate, Peer, Team and Customer-Pitfalls Discipline and disciplinary actions – Dismissal
in Performance Appraisal – Potential appraisal. and Discharge of an employee-Trade Unions.
Employee Training and Management Quality of Work Life – Emerging Trends: The
Development: Importance and objectives - Concept of Quality of Work Life (QWL) -
Distinction between Training and Development Strategies for Improving QWL, Family
– Principles of Learning – e-Learning, integration processes.
Competency Mapping – Assessment Center,
Types of training and development – Training Emerging (Recent) Trends in Human
need analysis - Systematic approach to Training Resource Management: Talent Management -
and Development – Evaluation of Training. PCMM- Entrepreneurship (Intrapreneurship),
QWL, E-HRM, GHRM, QHRM.
Managing Careers: Concept – Career stages -
38
Cases No. of
Topic
Sessions
• Starbucks’ Human Resource Management
Policies and the Growth Challenge Human Resource Planning 2
• Human Resource Management: Best
Practices in Infosys Technologies Recruitment & Selection (including 3
case discussion)
• Recruitment and Selection
Test, Interviews, Placement and 2
• Employee Training and Development at Induction (including case
Motorola discussion)
• Leadership Development at Goldman Sachs Performance and Potential appraisal 3
• Disney: Succession Problems in the Magic
Kingdom? Employee Training and 2
Management Development
• ‘Employees First, Customers Second’:
Wegmans’ Work Culture Managing Careers (including case 2
discussion)
• Genentech’s Work Culture and Practices
Compensation Management 2
• Racial Discrimination at FedEx Corporation
Wage and Salary Administration 3
• Diversity and Talent Management Practices Rewards and Incentives
at IBM
Employee relations and collective 2
(Source: Case Studies in Management Volume Bargaining (including case
VII) discussion)
Suggested Schedule of Sessions Grievance Handling 2

No. of Discipline and Disciplinary Action 2
Topic
Sessions
Quality of work life 1
Introduction to HRM & HRM at 3
Work (including case discussion) Emerging trends in HRM 2
Job analysis and design 2 Total 33
39
Management Accounting & Control

Course Code : SLGM 502 Semester : II
Objective
Understanding Cost and Management Accounting and in appreciating it as a tool for decision making.
It aims at equipping students with techniques in managerial functions of planning, controlling and
decision making.
TEXT BOOK for distribution to students AUTHOR/PUBLICATION
Cost Accounting 2ed (Paperback) Jawahar Lal- Tata McGraw-Hill
Cost and Management Accounting Colin Drury
Management Accounting Khan M Y and P K Jain
Accounting for Management Richard Lynch & Robert Williamson
Cost and Managerial Accounting Jack Gray & Don Ricketts
Management Accounting-Business Strategy Sims Adrian And Richard Smith
Management Accounting-Financial Strategy Parkinson,christine.
Management Accounting-Information Strategy Lewin,Alan
Management Accounting-Performance
Scarlett Bob C And Colin Wilks
Management
Detailed Curriculum and indirect costs, opportunity costs, imputed

costs, programed costs, joint cost, sunk cost,
Introduction to Management Accounting
discretionary cost, out of pocket cost, differential
Role and scope of management accounting, cost, capacity cost, conversion cost, committed
Interface of management accounting with cost.
Financial Accounting and Cost Accounting, Cost unit, cost center. Cost Sheet
Tools and Techniques
Cost Allocation
Cost Concepts
Prime cost and overheads; Classification of
Types of cost – historical costs, future costs, overheads, absorption of overheads; Under-
standard costs, period costs, prime costs, direct absorption and over-absorption of overheads.
40
Methods of costing Responsibility Accounting
Unit costing, Contract costing, Process costing, Introduction; Pre-requisites of responsibility
Operating/service costing, Joint products and by- accounting; Advantages and limitations of
products responsibility accounting; Controllable and
Cost Volume Profit Analysis uncontrollable costs in responsibility accounting;
Responsibility centers of control – cost center,
Cost Volume Profit relationship, cost behavior revenue center, profit center, investment center
pattern, Marginal costing, Contribution margin
concept, Marginal and absorption costing Divisional performance appraisal - The meaning
distinguished, breakeven point, uses of break of divisions; Measurement of divisional
even analysis, applying CVP analysis, performance – return on investment and residual
limitations of CVP analysis. income approach
Decisions involving alternate choices Strategic Cost Management
Nature of managerial decision making; Meaning and definition of ABC; Value chain
Characteristics of costs for decision making; analysis, target costing, life cycle costing, quality
Concept of differential costs; Decisions to make costing
or buy, to accept special order, to drop a line, Problem Solving
selling or further processing, decision regarding
equipment replacement and decision regarding Topic of coverage Problem Solving
construction of facilities. Cost Allocation Problems in overhead
absorption and under and
Cost Analysis and Pricing Decisions
over absorption
The need for pricing decision; Objective of
Methods of Problems in each of the
pricing; Pricing strategy; Factors influencing Costing method
pricing decisions; Influence of costs as a pricing
tool Cost Volume and Problems on marginal
Profit Analysis costing and CVP
Budgeting and Budgetary Control analysis
Elements of management planning and control Decision involving Problems relating to

alternate choices subtopics of Decision
system; Budgeting as a tool of management
involving alternate
planning and control; Uses and organization of choices
budget; Concept of limiting budget factor;
Budget preparation Budgeting and Problems in Preparation
Budgetary Control of budgets
Standard Costing and Variance Analysis
Standard Costing Problems in calculating
Importance of standard costing vs Historical and Variances variances for different
Costing; The need for standards and its Analysis elements of costs and
interpreting the same
limitations; Types of standards and its levels; The
process of developing standards; The Activity Based Problems in ABC
establishment of standard costs; Variance Costing
analysis
41
Suggested Schedule of Sessions No. of
Topic
Sessions
No. of
Topic
Sessions Cost Analysis and Pricing 3
Decisions
Introduction to Management 2
Accounting
Budgeting and Budgetary Control 3
Cost Concepts 3
Standard Costing and Variance 4
Cost Allocation 3 Analysis
Methods of costing 3
Responsibility Accounting 2
Cost Volume Profit Analysis 3
Strategic Cost Management 3
Decisions involving alternate 4
choices Total 33
42
Advanced Marketing Management

Course Code : SLMM 502 Semester : II
Objective
• Introduce marketing tools and frameworks to address problems of practice in marketing with
emphasis on competition and strategic considerations
• To familiarize students on Digital marketing, CRM, Marketing analytics, rural markets, global
marketing and emerging trends in marketing
TEXT BOOK FOR DISTRIBUTION AUTHOR / PUBLICATION

Philip Kotler, Kevin Lane Keller, Abraham
Marketing Management - A South Asian
Koshy and Mithileshwar Jha, Pearson Prentice
Perspective, 14th Edition,2013
Hall
Philip Kotler, Gary Armstrong, Prafulla Y.
Principles of Marketing– A South Asian
Agnihotri and Ehsan ul Haque, Pearson Prentice
Perspective, 13th Edition
Hall
Paul Baines, Chris Fill, Kelly Page, Piyush K
Marketing – Asian Edition, 2013
Sinha, Oxford University Press
Social Media Marketing Tracy Tuten, Michael Solomon
Understanding Digital Marketing Damian Ryan and Calvin Jones
The Rural Marketing - Pradeep Kashyap and Siddharth Raut
This syllabus is broadly mapped to the text book mentioned above. Chapter numbers are indicated
against the topics.
Detailed Syllabus Marketing Analytics: Identifying Marketing

Information Needs – Customer databases and
Capturing Customer Value: Capturing Value
Developing a Marketing Information System-
from Customers, CRM, customer Satisfaction &
Data mining, Marketing Research, Analyzing
Retention Customer Life Time Value, and Using Marketing Information for
(Chapter 4) Forecasting, On–line Research, Impact of Big
Creating Competitive advantage. And Data (Chapter 3)
Competitive Strategies; Competitor Analysis, Social media, Online, Digital and Direct
Competitive Strategies, Balancing Customer and Marketing: Growth and Benefits of
Competitor Orientations (Chapter 8) eCommerce; Social media and Direct Marketing,
43
Forms of Direct Marketing, Online Marketing, Marketing Trends - Experiential Marketing,
Digital Marketing (First Half of Chapter 18) Ambush marketing Buzz marketing, Viral
Marketing any other latest trends. (Chapter 18,
Business Markets and Business Buyer
also refer chapter 19 Marketing –Asian edition
Behavior: Buying Unit, Buying Situations,
Paul Baines, Chris Fill, Kelly Page)
Buying Process and Influences, Role of e-Hubs,
e-Procurement, Government and Institutional Faculty can discuss other contemporary case
Markets (Chapter 6) as suggested by CDC before the start of the
Semester.
Global Marketing: Global Marketing
Environment, Global Marketing Decisions, Suggested Schedule of Sessions
Global Marketing Organization and Program
(Chapter 20) No. of
Topic
Sessions
Rural Marketing: BOP, Characteristics of rural
economy; Differences between rural urban and Capturing customer value, 2
Customer Databases, Customer
rurban consumers, Potential in catering to rural
Satisfaction, LTV & CRM
consumers Markets (appendix 3 of Kotler’s
Creating Competitive advantage., 4
Principles of Marketing 13th edition)
Competitive Strategies
Social (Not-For-Profit) marketing: Key Marketing Analytics(Historical 5
characteristics, multiple stake holders, and Predictive),Market
transparency, customer perceptions types of not- Forecasting
for-profit organizations (refer chapter 17 Digital Media Marketing/On 5
Marketing –Asian edition Paul Baines, Chris line/Social
Fill, Kelly Page) Business-to- Business 2
Sustainable Marketing, Social Responsibility Global Marketing 2
and Ethics: Consumer Protection – Why and Rural Marketing 2
how, Social Responsibility of Marketing,
Social (Not – for -Profit) 2
Consumer and Business Actions towards
Marketing
Sustainable Marketing, (Chapter 21)
Ethics in 3
Marketing Plan – Budgets and Controls Marketing/Sustainability/ CSR
(Sonic Marketing Plan in appendix AI, Appendix Developing Marketing Plan - 3
1 in Kotler’s Principles of Marketing 13th
Marketing Trends 3
edition)
Total 33
44
Operations Management

Course Code : SLOP 502 Semester : II
Objective
To help students understand, appreciate and apply concepts and contemporary practices of managing
Operations in Manufacturing and Service Sectors in the prevalent business environment.
Learning Outcomes
On successful completion of the Course, the students should be able to do the following:
1. Student should be able to differentiate how the different operations strategy leads to achieve
competitiveness.
2. Ability to appreciate distinct difference between manufacturing and service processes
3. Discuss the process of product and service design
4. Ability to describe the concepts of SCM, TQM, JIT tools and techniques and its overall purpose
in the organization.
5. Demonstrate understanding of planning and control process of project management.
TEXT BOOK & REFERENCE BOOKS AUTHOR / PUBLICATION

Richard B. Chase & Ravi Shankar – 14th ed –
Operations and Supply Chain Management
TATA McGraw Hill
Operations Management Strategy and Analysis, Krajewski, Lee J. et al. Pearson Education India
Operations Management Jay Heizer & Barry Render : Pearson Ed. India
Excel Models for Business & OM John Barlow : Wiley India Pvt. Ltd.
Operations Management – Theory & Practice :
B.Mahadevan : Pearson Education India
3rd e
Detailed Syllabus Process Analysis: Process Analysis, Process

Flowcharting, Types of Processes, Process
Introduction: The Field of Operations
Analysis Examples, Process Throughput Time
Management, Production Systems, OM in the
Reduction
Organizational Chart, Operations as Service,
Historical Development of OM, Current Issues in Project Management: Introduction, Structuring
Operations Management. Projects, Work Breakdown Structure, Project
Operations Strategy and Competitiveness: Team Management, Network Planning Models,
Time-Cost Models, Managing Resources
Operations Strategy, Operations Competitive
Dimensions, The Corporate Strategy Design Product Design: Designing for the Customer –
Process, Strategic Fit-Fitting Operational Quality Function Deployment, Value Analysis,
Activities to Strategy, Productivity value Engineering, Designing Products for
Measurement, Basic understanding of learning Manufacture and Assembly and logistics.
curve.
45
Manufacturing Process Selection and Design: Just-In-Time and Lean Systems: JIT/Lean
Logic, The Toyota Production System,
Process Selection – Types of Processes, Process
Elimination of waste, Value Stream Mapping,
Flow Structure, Product-Process Matrix
JIT/Lean Implementation Requirements,
Service Process Selection and Design: The JIT/Lean in Services
Nature of Services, an Operational Classification
Total Quality Management: Evolution of
of Service, Designing Service Organizations,
TQM:
Structuring the Service Encounter, Service-
System Design Matrix, Service Blueprinting and Quality Specification and Quality Costs, Product
Fail-Safe. Reliability, Six-Sigma Quality, The Shingo
System: Fail-Safe, ISO 9000, ISO 14000
Facility Location: Plant location methods-
(understanding scope of ISO), Kaizen and
Factor rating, Transportation Method (only
Continuous improvement concepts.
formulation), Centroid method, Locating service
facility Supply Chain Strategy: Supply Chain Drivers,
Supply Chain Strategy, Measuring Supply Chain
Facility Layout: Basic Production Layout
Performance, Push Strategy/Pull Strategy/Push-
Formats, Process Layout (CRAFT) Product
Pull Strategy, Bullwhip Effect, Outsourcing &
Layout (Assembly Line Balancing), Group
3PL/4PL, Global Sourcing, Mass Customization.
Technology (Cellular) Layout, Fixed-Position
Layout, Retail Service Layout, Office Layout.
Waiting Line Management: Economics of
Waiting Line Problem, The Queuing System, No. of
Topic
waiting line methods (MM1 Model in detail) Sessions
Introduction 1
Strategic Capacity Management: Capacity
Management in Operations, Capacity Planning Operations Strategy and
Concepts, Capacity Planning, Planning Service Competitiveness 2
Capacity Process Analysis 2
Project Management 3
Aggregate Sales and Operations Planning:
Product Design 2
Forecasting Methods, Overview of Sales
Mfg. Process Selection and Design 2
and Operations Planning Activities, The
Aggregate Operations Plan, Aggregate Service Process Selection &
Planning Techniques – only pure strategies Design 2
(either level or chase or overtime or Facility Location 1
subcontract strategies) Facility Layout 1
Inventory Control: Definition of Inventory, Waiting Line Management 1
Purposes of Inventory, Inventory Costs, Strategic Capacity Management 1
Independent versus Dependent Demand,
Aggregate Sales & Operations
Inventory Systems, Fixed -Order Quantity
Planning 2
Models, Fixed-Time Period Models, Selective
Control, including ABC, VED Classifications, Inventory Control 2
Optional Replenishment System, 2-Bin system Materials Requirement Planning 2
Materials Requirement Planning: Where Just-in-Time & Lean Systems 2
MRP Can Be Used, Master Production Total Quality Management 2
Schedule, Material Requirements Planning Supply Chain Strategy 2
System Structure, MRP Examples and basic
Case Discussions 3
introduction to MRP II.
Total 33
46
Business Research Methods

Course Code : SLRM 502 Semester : II
Objective
To enable students conceive and execute business research by giving essential inputs on research
methodology.

Business Research Methods ICMR
Business Research Methods, 7e William G Zikmund, Thomson South-Western,
Singapore 2003
Business Research Methods Donald R.Cooper and Ramela S.Schindler,
Tata McGraw Hill Publishing Company Ltd,
New Delhi, (2000)
Research Methods Donald H.McBurney, Thomson Asia Pvt.Ltd.,
Singapore, (2002)
Research for Managers: How to Use Survey Hutton, P. Basingstoke, Macmillan (1990).
in Management Decision - Making Survey
(2nd edition)
Statistics for Management Richard I. Levin,David.S. Rubin, Prentice Hall
India Pvt. Ltd., New Delhi
Detailed Syllabus Scales and Measurements: Measurements –

Types of measurements –Different Scales –
Introduction to Research: Meaning & Comparison between different scales –
definition of Research – Relevance and Characteristics – Validity – Different Methods of
significance of Research in business – Types of measurement – Developing Scales –
Research – Research problems – Evolution of Classification of scales – Rating Scales –
Research – Overview of Research methodology Attitude Scales – Thurston scale – Likert scale–
Semantic Differential scale – Types of Errors in
Research Process: Introduction – Theoretical measurement – Test of Reliability –Measures of
Framework – Research Hypotheses Stability – Threats to Reliability
Research Design: Introduction- Nature of and Survey Research: Introduction– Purpose –
Classification of design – Developing an Methods of data collection - Interviews,
appropriate research design - Experimental observation, schedule, Questionnaire - other
Research Design - Randomized Design, Latin methods of data collection - Panel research,
Square Design and Factorial Design- Basic warranty cards, Pantry audit and consumer panel-
principles, types of experimental design - validity Mechanical Devices – Projective Techniques –
- external and internal. Sociometry
47
Data Preparation: Data Coding, Data Cleaning, • Improving the Quality of Business Research
Identification Outlier, Handling Missing Values.
• Importance of Analysis & Reporting
Multivariate Analysis and use of statistical
packages: Introduction - Nature and techniques • Consumer Research at Kiran Music
of Multivariate Analysis – Analysis of
dependence - Multiple Regression. Assumptions • Focus Groups in Business Research
in the regression model, dummy variable (Source: Case Studies in Management
treatment, testing of goodness of fit of the model Volume VIII)
and Discriminant Analysis. Analysis of
interdependence - Factor analysis and Cluster Suggested Schedule of Sessions
analysis - Application of Major software
packages (SPSS etc.).
No. of
Topic
Report writing: types of reports – planning and Sessions
organizing a research project, Harvard system of
Introduction to research 2
referencing – Bibliography – footnotes –
checklist - evaluation of report. Research processes 3
Cases and Exercises Research design 3

(including experimental research)
• Renaming Computer Power Group
Scales and measurements 2
• Allen Solly: Entering the Indian Women’s
Western Wear Market Survey research, data preparation 3
for statistical analysis, use of
• Market Research in Insurance statistical packages for analysis
• The Launch of New Coke Introduction to Multivariate analysis 3
• Marketing Research at P&G Multiple Regression 4
(including exercises)
• Launching the Scorpio
Discriminant analysis 4
• Quantitative Research or Qualitative (including exercises)
Research: A Dilemma
Factor Analysis 4
• Retail Research in India (including exercises)
• Consumer Research in an Age of Cynicism Cluster analysis 3
• Telephonic Interview in Business Research (including exercises)
• HLL Vs Amul: Heating up the IceCream Report writing 2

Market Total 33
48
Strategic Management
Class of : 2023 Academic Year : Second Year

Course Code : SLGM 611 Semester : III
AIM
The objective of this course is to introduce the student with basic knowledge on the dynamics of
Strategic Management - Formulation & Implementation and its complexities in a global environment
and enable understanding of the underlying factors that explains business success and failure. Students
will also acquire working knowledge of corporate restructuring, mergers and acquisitions, alliances
and familiarize them with emerging thoughts and practices in the field of strategic management.
Learning Outcomes:
1) Differentiate strategic management from operational management and identify the strategy
development process including the different levels of strategy.
2) Articulate the purpose of an organization’s existence and communicating the same to all
stakeholders.
3) Analyze the key structural drivers in the business environment to identify opportunities, threats
and strategic gaps.
4) Discuss contemporary approaches to strategy development processes, evaluation of strategic
choices; assess the role of a corporate parent in a multi-business organization and its value adding
capabilities in managing a portfolio of businesses.
5) Contrast the different bases of achieving competitive advantage and outline the means to achieve
sustainability in a competitive environment for an SBU.
6) Understand the compelling needs of restructuring a firm and various ways of implementing the
same.
7) Discuss the Key tasks for effective strategy implementation and assess how to align them.
8) Outline cooperative strategies open to a firm, identify conditions for successful collaborations and
analyze causes for break up.
9) Familiarize and apply modern tools of strategy implementation and control.
Suggested Text Book for distribution to Students

TEXT BOOK AUTHOR/PUBLICATION
Exploring Corporate Strategy Keven Scholes & Gerry Johnson; VII
Edition; Pearson
Crafting and Executing Strategy - The Quest for Thompson et al. Tata McGraw Hill – 2006,
Competitive Advantage - Concepts & Cases 14th e
49
Competing for the Future Prahalad, C.K./Hamel, Gary–, Free Press – 1996
Competitive Strategy Porter, Michael E. The Free Press – 1990
Competitive Advantage Porter, Michael E. The Free Press – 1985
Future of Competition Prahalad, C.K. and Venkat Ramaswamy, HBS
Press, 2004
Detailed Syllabus Strategic Choices
Introduction to Strategic Management: Corporate-level Strategy:
• Introduction to Strategic Management • Value Creation and the Corporate Parent-

Portfolio Manager (Eg. BCG, GE Matrices),
• Evolution of Strategic Thinking - Views of Synergy Manager, Resource Allocator,
Eminent Thinkers Restructurer, Parental Developer.
• Strategic vs. Operational Management • Managing the Corporate portfolio – BCG, GE
• Strategic Management Process Matrices.
• Levels of Strategy (Corporate, Business, • Product/Market Diversity –
Functional). Related/Unrelated Diversity.
The Strategic Position: • International Strategy–Market Selection and

Entry.
• The Environment (Porter’s Five Forces
Framework, PESTEL, Strategic Gaps, • Business-level Strategy: Generic Strategies;
SWOT; Challenges in International Business Cost Leadership, Product Differentiation,
Environment; Hofstede Cultural Dimensions, Focus; The Hybrid Strategy.
Internationalization).
• Directions for Strategy Development:
• Expectations and Purposes: Organizational Product Development, Market Development,
Purposes, Stakeholder Mapping, The TOWS matrix.
Communicating Organizational Purposes
• Strategy Implementation: McKinsey 7S
(Core Values & Ideology, Vision, Mission,
Framework
Objectives).
Competing for Future:
• Strategic Capability: Critical Success Factor
- Experience Curve - Strategic Capability – • Beyond Restructuring and Re-engineering
Resources - Core Competence - Competition
• Emerging Strategy Paradigms – Unlearning
View of Strategy vs. RBV, Value Chain
Curve, Strategy as Stretch and Leverage, Co-
Analysis.
Creation.
Strategy Development:
Corporate Restructuring:
• Multiple approaches - Strategic Planning
• Basic Tenets – Forms of Restructuring
System, Logical Incrementalism, Learning
Organization, Strategic Leadership. • Asset Capital
• Implications - Intended, Realized, Emergent • Organizational/Business Restructuring
Strategy - Strategic Drift. Outcomes
50
• Numerator and Denominator Management • Amazon - Diversification - Johnson and
Scholes, Exploring Corporate Strategy
• Force Field Analysis
• Marks & Spencer - Strategic Leadership -
Turnaround Management: Turnaround Stage Johnson and Scholes, Exploring Corporate
Theory: Decline-Response Initiation-Transition- Strategy
Outcome.
• Corus/GlaxoSmithkline - Mergers &
Strategic Alliances and Joint Ventures: Acquisition - Johnson and Scholes, Exploring
Franchising – Licensing - Motives and Types - Corporate Strategy
Successful JVsLife Cycle of a JV - JV Failures. • SABMiller - Business-level Strategy -
Johnson and Scholes, Exploring Corporate
Mergers & Acquisition: Organic Vs. Inorganic
Strategy
Growth - Theories of M&A - Types and Motives
- Synergy - Financing (LBO) – Issues leading to • BMW - Market Development - Johnson and
failure of M&A’s. Scholes, Exploring Corporate Strategy
Strategic Tools: • Ford Motor Company Turn Around / Nissan

Motorcycle - Turnaround management -
• Benchmarking ICMR
• Business Process Re Engineering Suggested Session Plan

• Reverse Engineering No. of
Topic
Sessions
• Balance Score Card
Introduction to Strategic 2
Contemporary Issues:
Management
• Blue Ocean Strategy The Strategic Position 8
• Competitive Innovation Strategy Development 3
• Bottom of the Pyramid Strategic Choices 7
Suggested Cases Strategy Implementation 2

Competing for Future 3
• Ministry of Sound - Introduction to Strategy
- Johnson and Scholes, Exploring Corporate Corporate Restructuring 3
Strategy
Turnaround Management 2
• Airlines – Post 9/11 - Business Environment
- Johnson and Scholes, Exploring Corporate Strategic Alliances and Joint 3
Strategy Ventures
• The Formula One Constructors - Strategic Mergers and Acquisitions 2

Capability - Johnson and Scholes, Exploring Strategic Tools 3
Corporate Strategy
Contemporary Issues 2
• The News Corporation - Corporate-level
Strategy - Johnson and Scholes, Exploring Total 40
Corporate Strategy
51
Legal Environment of Business

Course Code : SL GM 601 Semester : III
Learning Objective
After completing the course the student will be able to
• List business contracts and important clauses in corporate & commercial agreements
• Explain Acts related to Financial Service
• Understand cyber law and its application
• Discuss environment protection and business obligations
• Analyse Alternative Dispute Resolution Mechanisms

Elements of Mercantile Law ND Kapoor- Sultan Chand & Sons
Students Guide To Company Law: University Majumdar,AK / Kapoor, GK. Taxmann Publications -
Edition 2005
Student's Guide to Income Tax – 40th e Dr Singhania, V K / Dr Singhania, Monica.
Taxmann Publications - 2009
Company Law & Secretarial Practice Kapoor, N D. Sultan Chand & Sons - 2008
Income Tax Law & Practice Gaur, VP / Narang, DP. Kalyani Publishers - 2008
Elements of Mercantile Law Kapoor, ND. Sultan Chand & Sons - 1999
Nabhi's manual of SEBI : Guidelines on capital Nabhi Publications - 1993
issues merchant banking and mutual funds
Mercantile Law Singh, Avatar. Eastern Book Company - 2006
Banking Law and Practice, 22nd e Varshney, P N. Sultan Chand & Sons - 2009
Law Relating To Information Technology: Cyber Satya, Prasad Tvr. Asia Law House - 2001
Laws
Detailed Syllabus / Business Law – International Business Law –

Justice Delivery System in India.
Introduction to Legal Environment
Business Contracts
Meaning of Law – Purpose of Law – Sources of
Law – Classification of Law – Torts – National • Legal Elements of Contracts – Parties –
and International Law – Evolution of Mercantile Offer – Acceptance – Consideration
52
• Types of Contracts – Valid Contracts – Property Law for Business
Voidable Contracts, e- contracts – Breach
of Contracts and Remedies – Payment of • Classification of Property – Moveable and
Damages Immovable Property / Tangible and
Intangible Assets
• Contracts of Agency – Rights and Duties of
Principal and Agent – Termination of • Sale and Agreement to Sell – Rights and
Agency Duties of Seller and Buyer – Rights of
Unpaid Seller (Sale of Goods Act)
• Special Contracts – Guarantee / Indemnity /
Letter of Credit / Lien / Set Off/ Bailment / • Borrowing against Property as Security
Pledge - Hypothecation / Pledge of Current
Assets – Rights and Liabilities of
• Important Clauses in Corporate &
Parties
Commercial Agreements
- Mortgage of Immovable Property
• Employer and Employee Contracts
- Registration of Charges by
- Conditions – Obligations – Termination Companies
– Liquidated damages – Data Privacy –
Confidentiality – Indemnification. • Hire Purchase / Lease of Property
Partnership Law • Introduction to RERA
Test of Partnership, Rights &Duties of Partners. • Intellectual Property Rights
Liability of partners
Classification – Protection of IPR Law against
• Limited Liability Partnership Firms (LLPs) infringement – Remedies
Companies Act 2013 Business and Tax Laws
• Introduction –Separate entity, Perpetual Classification of Taxes – Direct and Indirect -

succession, Types of companies, on Income Tax, GST Law
profitable organizations and OPC
Legal and Regulatory laws
• Incorporation of a Company – Process and
Documents of Incorporation Negotiable Instruments Act, Kinds of Negotiable
Instruments, Special Characteristics, Cheques,
• Share capital and Raising of money- Crossing of Cheques, Dishonor of Cheques
Approvals, Prospectus, Statement in lieu of Liabilities of Parties and Penalties
prospectus and Lead Managers SARFAESI Act, Insolvency and Bankruptcy
• General meetings of shareholders-AGM, code
and Extra-ordinary Meeting - Insurance-Essential Elements of Insurance
• Board of Directors- Contracts, Principles of Insurance – Insurable
Interest – Indemnity – Causa Proxima – Risk
- Constitution and composition – Mitigation of Loss – Subrogation –
Contribution – Reinsurance – Double
- Independent Directors, Women
Insurance.
Directors, Whole time Directors
- Key managerial personnel - Standard Clauses in Insurance Policies – Fire
Insurance – Marine Insurance – Liability
• Liquidation of company Insurance.
- IRDA – Role and Functions
53
• SEBI guidelines regarding stock market • VRS: Is It a Right of the Employee?
operations
• Agreeing under Pressure
• Cyber laws Application of IT Act, 2000 to • Is a Bank Guarantee More than a Normal
Contracts and Transactions, Digital Guarantee?
Signature and Authentication of Electronic
Records, Cyber Offences and Penalties. • Proof of Agency: Who’s Burden?
• Letter of Credit and Sale
• Consumer Protection Law in India –
Redressal Procedure • Can there be a Pledge by Documents?
• Implied Authority of Partners
• Competition Law in India – Prohibition of
Anti-competitive Agreements and Abuse of • Salomon and Salomon: Is One and the
Dominant Position, Restrictive and Unfair Same?
Trade Practices
• Is a Company a Citizen?
Environment Protection and Business • Do Workmen Have a Stake in the
Obligations Company?
• Types of Pollution • “Monsoon Wedding”: Only by Invitation
• Rule of Strict Liability and Absolute • Harsh Truths in Software Piracy

Liability • Recognize Profit: Ignore Loss!
• Applicability of Criminal Law • Purchase of Business vs. Purchase of
Property
• Environmental Legislations in India – An
Overview. • Over Flowing Cash: Is it a Losing
Business?
Alternative Dispute Resolution Mechanisms • Dishonor of Cheque: Jeopardy of a Joint
(ADR) Account Holder
• Alternative Dispute resolution Mechanisms • Stop Payment Cannot Save Criminal
Action?
Arbitration and Conciliation Law in India
• Should Insurer Compensate Loss from
Cases Riots?
• Manipulating Public Issue: Is it a Fraud?
Faculty will be handling eight or more cases.
• Know Your Customer
• Nuisance Must Happen!
• Invasion of Privacy over Internet
• Overseas Liability for Credit Card Issuers
• Car Parking in Hotel Premises at Risk
• Can Advertisements Create a Contract?
• Seeds Fail the Farmer
• Contracts over Telephone
• Trade and Environment: Conflict and
• But …… Minor is an Innocent! Compatibility
• Identity Crisis in Contracts
• Arbitration Clause is Enough to Arbitrate
• Unilateral Mistake and Blind Belief
(Source: Case Studies in Management
• Stranger to Contract Volume IX)
• Confusion over Subject
• Claim beyond Sight
54
Topic
Sessions
No. of
Topic Legal and Regulatory Laws 5
Sessions
Introduction to Legal 2
Environment (including case Cyber Laws (including case 2
discussion) discussion)
Business Contracts (including 5 Competition and Consumer 2

case discussion) Protection (including case
discussion)
Partnership laws (including case 3
discussion) Environment Protection and 1
Business Obligations (including
Companies Act 2013 (including 5 case discussion)
case discussion)
Alternative Dispute Resolution 1
Property Law for Business 4 Mechanisms (including case
(including case discussion) discussion)
Business and Tax Laws 3 Total 33
55
Soft Skills

Course Code : SLMS 601 Semester : III
Course Objectives
The Objective of this course is to provide competencies to the students to face interviews, GDs and
other selection procedures adopted by the corporate and develop knowledge on current affairs.
Learning Outcome
At the end of the Course and on completion of all exercises, the student will be able to:
1. Analyse self for better self awareness and self esteem
2. Develop him/her self as an effective team member and leader
3. Make high impact presentations
4. Prepare students for corporate life
5. Demonstrate GD and PI Skills
6. Develop general awareness, opinions and thought processes
7. Write an effective CV following the 7 C’s of communication
Evaluation Criteria
• Group Discussion – 30 marks
• Interview Preparation – 30 Marks
• SIP Presentation- 15 marks
• Class Participation and Peer Development- 25 marks
Reference Book
• Soft Skills for Managers: Soft Skills for Everyone- Jeff Butterfield – Publication-Cengage
learning
Important Notes:
• Attendance and Class Participation is expected to be 75 % - 80 %
• Overall grade will be forwarded to the Dean (Academics) and the Placement Department for
their perusal during Final Placement
• Activities in the class room are followed by an online exercise of self-assessment
56
Session Plan: Soft Skills
No. of
Topic Pedagogy/Remarks Component Marks
Sessions
Each student to appear for Practice

Practice Interview/ Interview and get feedback through
Telephonic Interview/ 16 audio and video recording. Industry
Interview on Skype professionals and domain faculty to be
invited for interview panel
Each student to practice and participate

in at least 2 GDs, Topics to cover
Practice GDs 12
Current Affairs, abstract and other
topics.
Students CV’s to be checked by

Resume Writing 3
Resource Person
Sessions on Aptitude
3
Test
Students to make 2-3 minutes

SIP Presentation 6 Presentation of SIP learning to help in
articulation in final interview. ,
Total 40
57
Business Ethics & Corporate Governance

Course Code : SL GM 602 Semester : IV
AIM
The course aims to provide a brief background of ethical, moral and value based issues in evaluation
of society and its impact on business relationship.
Learning Outcomes
1. Explain the concept of ethics, morality, values and utilise them to solve typical real life business
problems.
2. Demonstrate the ethical perspectives in different functional department of the organisation such
as marketing, finance, strategy and ethical issues at workplace.
3. Analyze the different approaches of Corporate Social Responsibility (CSR) and discuss the
current CSR practices in India as well as abroad.
4. Compare the different Global Corporate Governance models and assess the change in Governance
mechanism over the period of time.
5. Rate different organisations as per the different Corporate Governance rating models.
6. Discuss the recommendations of different committee reports as well as different clauses and acts
regarding Corporate Governance mechanism

Ethics in Business & Corporate Governance: S.K. Mondal ,Tata Mcgraw Hill, Edition 2010
Corporate Governance Principles, Mechanisms Swamy Dr. Partha Sarathi, Biztantra 2010
& Practice Indian Text Edition
Business Ethics & Corporate Governance An Indian Perspective - A. C. Fernando -
Pearson Education
Business Ethics: Concepts and Cases Sixth Manuel G. Velasquez
Edition
Business Ethics Managing corporate citizenship Andrew Crane, Dirk Matten - Oxford
and sustainability in the age of globalisation - University Press
Second Edition
Business Ethics & Corporate Governance IUP
Corporate Governance T.N. Satheesh Kumar - Oxford University Press,
2010
Business @ Governance & Sustainability The Institute of Company Secretaries of India
(Taxmann), 2010
58
Detailed Curriculum Evaluation of Corporate Governance: History
of Corporate form and models - Corporate
Understanding Ethics: Morality, Ethics & Objectives and goals, Ownership pattern - Issues
value: Ethical absolutism, relativism, in managing public limited firms - Agency
subjectivism, Meta Ethics, Normative Ethics( problems, stewardship concept.
Telelogical Ethics, deontological ethics & Ethics
by virtue) , Applied Ethics, Traditional Ethical Global and National Perspectives - Global
Theories : Consequential , Non Consequential Corporate Governance models - Anglo American
Ethics of Rights : Moral Right, Legal right, and Relationship model (Germany, Japan and
Positive Right, Negative right, Kantian Right & France) - Claims of Various Stakeholders - Why
Categorical Imperative ,Ethics of Justice : governance -Changes in eighties - Cadbury
Distributive Justice, Retributive justice & Report, Hampel Report and OECD Committee
Compensatory justice, Ethics of care - Law and Recommendations -SOX Act.
morality: Kohlberg Model, Gilligan Model. Internal Corporate Governance Mechanism:
Board of Directors - Functional Committees of
Managing Business Ethics: Organisation & its
Board; Code of conduct, Whistle blower
Customers : Products safety & liability, product
protection act.
information, Intellectual Property Right Acts ,
Advertisement & regulations, Consumer Rights External Corporate Governance Mechanism:
& Consumer protection Act. Emerging role of Regulators in India, Gate
keepers. Minority Investor Protection, Role of
Organisation & its employees: Ethical issues, Institutional Investors, Corporate Raiders -
discrimination at -work place Affirmative action, Company Law take over code.
reinforcing and structuring ethics in organisation,
code of conduct, Employees responsibility in the Corporate Governance Ratings & Business
organisation. Excellence Awards
Corporate Governance in India: Corporate
Organisation & natural Environment: form in India post independence and post
Environment Protection Acts, sustainable liberalisation - CII, Kumaramangalam,
development, green marketing, Environment and Narayanamoorthy, Naresh Chandra, JJ Irani
social impact of projects. Ethics in Marketing, Committee reports - Legal and Regulatory
Finance and business Ethics in global contexts. Changes - introduction and modification of
Corporate Social Responsibility: Trusteeship Clause 49, Board Composition, Structure,
concept of Mahatma Gandhi, Multiple numbers and types of directors, duality of the
Stakeholder theory, Social responsibility of roles of Chairman & CEO, mandatory and
business: debates for and against. London voluntary requirements with special references to
Group Benchmarking Model, Ackerman's various committees and disclosure norms, -
Model, Carroll's Four Part Model. Corporate governance in practice in India under
Indian Companies act, Corporate frauds (Enron,
Indices for CSR: Business in Environment Worldcom, BCCI, Satyam), Money laundering ,
(BIE) Index, Dow Jones Sustainability Group FEMA& Competition act.
Index, Tomorrow Index. Business of
Mohammad Yunus.
Cases
Complexity of Ethical Issues: Conflicts in
decision making from ethical and economic point • A Dent in Wal Mart's public Image - The PR
of view-Ethical Dilemma: Prisoner's Dilemma Strategy.
- Solving ethical dilemma Managerial integrity • China Aviation Oil's Collapse: Singapore
and decision making with special reference to INC's challenges.
bribery, child labour, wages etc.
• Child labor in Coca Industry - Obesity
Ethical Leadership: Personal Integrity and self Concerns: Burger Kings Product Revanges.
development - wisdom based leadership.
59
Source: Case Studies for Managers, Vol. II, No of
IBSPCD Topic
Sessions
• Bhopal Gas Tragedy Ethical Leadership 3
Source: BECG Main Reference Book
Evaluation of Corporate 3
Governance
Internal Corporate Governance 4
No of mechanisms
Topic
Sessions
External Corporate Governance 3
Understanding Ethics 3 Mechanisms
Managing Business Ethics 7 Corporate Governance Ratings 1
Corporate Social Responsibility 3 Corporate Governance in India 3
Complexity of Ethical Issues 3 Total 33
60
Marketing Research

Course Code : SL MM 601 Semester : III / IV
Objective
To familiarize students with the role of Marketing Research in marketing decision making and to assist
them in applying research to marketing issues; specifically, to design, conduct, analyze, interpret and
document a sound market research study.

Aaker, Kumar & Day, John Wiley & Sons,
Marketing Research
Asian Edn.
Marketing Research - An Applied Orientation, Malhotra, Naresh K. Prentice Hall of India
5th e
Multivariate Analysis, 5th e Hair, Joseph F. et al. Prentice Hall - 1998
Qualitative Methods in Management Research Gummesson, E. Sage Publication
Marketing Research, 3 e rd
Nargundkar, R. Tata McGraw Hill
Marketing Research – Concepts & Cases Boyd et al. Irwin Publications
Detailed Syllabus Relevance & utility, advantages & limitations of

available secondary data.
Introduction: Role of marketing research in
decision making. Applied research versus basic Methods of Data Collection
research. Different types of marketing research, Attitude Measurement Using Surveys:
Types of research – customized, syndicated &
Revision of different types of scales – graphic
retail audit, Ethics & professionalism in
rating scales, itemized rating scales, rank order
marketing research – Code of Ethics, research
scales, Q-sorting, paired comparison, constant
supplier ethics, research client ethics, field
sum scales, purchase intent scales. Issues in
service ethics, respondent rights, The marketing
research process, Designing a marketing research scaling. Designing single item vs. multi-item
proposal. scales. Methodological limitations.
Sources of secondary data and how to use Experimentation: One-Shot Case Study, One-
them: Government sources: Census of India, Group Pretest-Posttest Design, Static-Group
Various Ministry Reports. Reports of Comparison, Before & After With Control
Commercial Intelligence & Statistics, Export Group, After-Only With Control Group,
Development Authorities, TRAI, IRDA, etc. Solomon Four Group Design, Interrupted Time
Economic Survey. State Government sources, Series Designs, Multiple Time Series Designs.
Private sources: Industry Organizations & their Factorial Design, Latin Squares. Methodological
publications. Company annual reports, issues in Experimentation.
Commercial data sources: CMIE, Indiastat.com,
61
Qualitative Research: Basics of Qualitative Cluster Analysis: Revision of theory &
Research, Focus Groups: Procedures of exercises
conducting focus group discussions, analyzing
and reporting. Methodological advantages & Discriminant Analysis: Revision of theory &
limitations, Depth interviews: Procedures for in- exercises
depth interviews. Methodological advantages Multidimensional Scaling: Basic Concepts in
and limitations, Projective techniques: Word Multidimensional Scaling (MDS), Classifying
association, sentence & story completion, MDS Techniques, Conducting Multidimensional
cartoon tests, photo sorts, consumer drawings, Scaling, Scaling Preference Data, Marketing
third person techniques.
applications of MDS, Market segmentation, New
Observation Research: product Development. Correspondence
Analysis, Relationship among MDS, Factor
Conditions for using observation research.
Analysis, and Discriminant Analysis.
Advantages & disadvantages, Human
observation: Mystery shopper, one way mirror Conjoint Analysis: Basic Concepts, Conducting
observation, hopper patterns studies, content Conjoint Analysis, Formulating the Problem,
analysis, humanistic enquiry, audits, Machine Constructing the Stimuli, Deciding the Form of
observation: Traffic counters, physiological Input Data, Selecting a Conjoint Analysis
measurements, opinion & behavior Procedure, Interpret the Results, Assessing
measurement, scanner based research Reliability and Validity. Applications of
Special Methods in Marketing Research: Conjoint Analysis in Marketing.
Delphi technique, panel research, cohort
analysis, case method as a research tool. Cases
Sampling Design & Sample Size Faculty will be handling eight or more cases
Determination
• Marketing Research at P & G
Questionnaire Design: Open ended, closed
ended & dichotomous questions, scaled response • Bose Corp.: Better Sound through Research
questions. Steps & issues in questionnaire design or Better Sales through Marketing?
– including pilot testing & revisions. Advanced Micro Devices – Life Beyond Intel
Marketing Research in Practice: • Pfizer’s Torcetrapib Failure: The Risks of

New Drug Development
Product Research: Concept & product testing.
Test marketing, Advertisement Research: Ad • Coach Inc.: From Staid to Stylish
tracking research – dip stick studies, on-air
testing. Approaches to TV viewership ratings, • Guatemala: Evolving ‘The Soul of the Earth’
Satisfaction Research: Customer satisfaction • Failure of New Coke
research –different approaches & methodologies.
Applications in service industry, Industrial • Match.com - The World's Leading Online
Market Research: Nuances of conducting an Personals Site
industrial marketing research in the Indian
• Unilever’s “Real Beauty” Campaign for
context. Contrast with consumer research.
Dove
Methods of Data Analysis, Interpretation &
Presentation: Tabulation & presentation of data • Advertising Research Helps Amul Challenge
(Students to revise hypotheses testing, multiple Kwality Walls
regression, etc., through self study) • Google and its TV Ads Program
Factor Analysis: Revision of theory & exercises
Source: Case Studies in Marketing Research
& Product Management
62
Topic
Sessions
No. of
Topic Questionnaire Design 2
Sessions
Introduction (Including case 2 Marketing Research in Practice 3
discussion) (Including case discussion)
Sources of secondary data and how 2 Methods of Data Analysis, 2
to use them Interpretation & Presentation
Attitude Measurement Using 2 Factor Analysis (Including case 2
Surveys discussion)
Experimentation (Including case 2 Cluster Analysis (Including case 2
discussion) discussion)
Qualitative Research (Including 2 Discriminant Analysis (Including 2
case discussion) case discussion)
Observation Research (Including 2 Multidimensional Scaling 2
case discussion) (Including case discussion)
Special Methods in Marketing 2 Conjoint Analysis (Including case 3
Research (Including case discussion)
Sampling Design & Sample Size 1
Determination
63
Consumer Behavior

Course Code : SL MM 602 Semester : III /IV
Objective
To understand the various factors influencing behavior of consumers – as individuals and as members
of a group/society, and also the impact of consumerism in the contemporary environment.
To understand the behavior of consumers – decision making, post-purchase behavior, behavior in a

shopping environment, etc. To understand the behavior of organizations as consumers.

Consumer Behavior ICMR
Consumer Behavior, 5e Schiffman, Leon G / Kanuk, Leslie Lazar
Prentice-Hall, India
Consumer Behavior Hawkins et al. McGraw Hill
Consumer Behavior Blackwell et al. Thomson
Consumer Behavior Solomon, Prentice Hall
Consumer Behavior: Concepts & Applications Loudon, David / Bitta, Albert Della. Tata
McGraw Hill
Detailed Syllabus the new scenario of globalization, technological

changes, new retailing environment, etc.
Introduction to Consumer Behavior:
Definition, Role of Consumer Behavior in CONSUMERS AS INDIVIDUALS
Marketing, Distinction among consumer,
Personality and Self Concept in Consumer
customer, buyer, user and payer. Framework of Behavior: Aspects of Personality & Impact on
Consumer Behavior – Internal Influences, Consumer Behavior. Personality Theories –
External Influences, Self-Concept & Life Style Freudian, Neo-Freudian and Trait Theories,
and Decision Process. Interdisciplinary subject Consumer Personality & Brand Personality, Self
encompassing concepts from psychology, Concept – Types & Applications
sociology, anthropology, micro-economics and
organizational (buying) behavior. Applications Consumer Needs & Motivation: Needs &
of Consumer Behavior. Wants, Latent & Manifest Motives in a Purchase
Situation, Maslow’s Needs & Consumer
Consumerism & Consumer Behavior in the Behavior, Trio of Needs Theory, Motivation
Contemporary Environment: Consumer Theories - Optimum Stimulation, Hedonic
movement & consumer rights. Concerns of Experiences, maintaining behavioral freedom,
consumers – government regulations & role of avoiding risk, attributing causality. Motivational
non-government organizations in addressing the Conflict, Motivational Research.
same. Changing face of consumer behavior under
64
Consumer Perception: Perception Process & cultural influences. Cultural lessons in
Involvement, Sensation & Sensory Thresholds, international marketing.
Sensory Overload & Selective Perception, Use of
CONSUMER DECISION MAKING &
Gestalt Principles in Marketing
Communications, Common Perceptions of BEHAVIOR
Colours, Interpretation – Semiotics. Perceived Diffusion of Innovation: Types and degrees of
Risk. Perceptual Positioning & Perceptual innovation & behavioral demands. Factors
Mapping. affecting adoption/diffusion & the decision
Consumer Attitude Formation & Change: making process. Adopter categories. Factors
Attitude functions. Tri-component attitude affecting speed of diffusion. Marketing strategies
model, hierarchies of attitude components. for enhanced diffusion.
Multi-attribute attitude models. Attitude Consumer Decision Making: Types of decision
measurement. Changing consumer attitudes.
making & involvement. Information search
Consumer Learning: Applications of pattern & marketing strategy. Categories of
behavioral learning theories (classical decision alternatives. Hierarchy of effects. Types
conditioning & operant conditioning) and of choice models – multi-attribute, additive
cognitive learning theories (iconic rote, difference, conjunctive, disjunctive,
vicarious/modeling and reasoning/analogy) to lexicographic & elimination by aspects.
consumer behavior. Modeling consumer decision making – Howard-
Sheth model, Nicosia model and Engel-
CONSUMERS IN THE SOCIAL CONTEXT
Blackwell-Miniard model.
Reference Groups & Opinion Leadership:
Consumer socialization & consumption Consumer in the Market Place: Factors
community. Types of reference groups, their influencing consumer outlet choice. Shopping
nature of power & influence. Effect of reference orientation & shopping styles. Types of
groups on product & brand purchase. Opinion purchases. In-store influences on purchase.
leaders – their role & types. Identifying opinion Consumer responses to marketing
leaders and market mavens. communications. Different forms of advertising
appeals & consumer behavior.
Family, Gender & Age Influences: Family
decision making roles, conflicts and their Post-Purchase Behavior:
resolution. Role of gender and age in family Satisfaction/dissatisfaction – loyalty/non-use or
decision making. Family life cycle and consumer complaint behavior. Measuring satisfaction,
decisions. handling complaints, achieving customer loyalty.
Post-purchase dissonance – causes and
Social Class & Consumer Behavior: Social
approaches to reducing the same. Disposal
class – its components & impact on consumer
alternatives.
behavior. Measuring social class, India’s socio-
economic classification. Influence of social Dark Side of Consumer Behavior: Concerns of
mobility on consumer behavior. Targeting the marketers and dark side of consumer behavior
poor & the rich, status symbols & conspicuous (addictions, devious behaviors).
consumption.
Organizational Consumer Behavior:
Cultural Influences on Consumer Behavior: Organizational buying roles, buying situations &
Characteristics of culture, application of cultural buying processes. Influences on organizational
learning & rituals in consumer behavior. Types buying behavior.
of sub-cultures in the Indian context. Cross-
65
Cases • Kohl's Tie-Up with Estée Lauder -
Influencing Customer Perceptions
Faculty will be handling eight or more cases
• Online Matrimony Services in India • Pet Services in India - From Bow-Bow to
Wow-Wow
• Maruti - Valuing the Indian Used Car Market
• Shared Values - A Campaign Gone Hollow?
• CASAS BAHIA : Marketing to the Poor
• Haldiram's - The No:1 Choice of Consumers
• Tesco - The Customer Relationship
Management Champion • Fairtrade - Influencing Purchase Decisions
• Coca Cola India's Thirst for the Rural Market • Dove - Campaigning for Real Beauty
• Pepsodent - Charting Growth in Indian Oral Source: Case Studies in Consumer Behaviour
Care Market through Segmentation
• MTV : Connecting with the Customer Suggested Schedule of Sessions
• ITC's Foray into Convenience Food Market No. of
Topic
Sessions
• Fast Food Fables
Introduction to Consumer 1
• Guatemala - Evolving 'The Soul of the Earth' Behavior
Consumerism & Consumer 1
• The Price War in Gujarat Newspaper Industry
Behavior in the Contemporary
• HSBC - Local Bank to the World Environment
• Kellogg’s Indian Experience Personality and Self Concept in 2
Consumer Behavior
• Archies – The Way Indians Greet Consumer Needs & Motivation 3
• Lego Toys - The Story of Playful Learning Consumer Perception 2
Consumer Attitude Formation & 2
• Market Expansion Strategies Of Maruti
Change
Udyog
Consumer Learning 2
• Reebok's Changing Gameplan Reference Groups & Opinion 3
• Krispy Kreme Doughnuts - America's Hottest Leadership
Brand Family, Gender & Age Influences 2
• Detroit - Getting Ready for an Image Social Class & Consumer 2
Makeover Behavior
Cultural Influences on Consumer 2
• Shoppers' Stop Consumer Loyalty Program Behavior
• The Teleshopping Business in India Diffusion of Innovation 2
Consumer Decision Making 3
• Tupperware - Influencing Opinions through
Word-of-Mouth Consumer in the Market Place 2
Post-Purchase Behavior 2
• Shopping Malls - A New Shopping
Experience Dark Side of Consumer Behavior 1
Organizational Consumer 1
• Adbusters Media Foundation -The Global Behavior
Network of Social Activists
Total 33
66
B2B Marketing

Course Code : SL MM 603 Semester : III /IV
Objective
This course is designed for any student aspiring to develop a greater understanding of Business markets
and derived demand. The course focuses essentially upon
i). how to focus on Customers’ customer and what drivers the Business customers in this Pursuit
ii). how to identify and relate the marketing mix for Business markets.

Industrial Marketing ICMR
Industrial Marketing : Analysis, Planning & Reeder, Robert R et al. Prentice-Hall, India
Control, 2nd e
Business Marketing Strategy –Concepts & Rangan, V. Kasturi et al. Irwin McGraw Hill -
Application 1995
Business Marketing Management: A Strategic Hutt / Speh – South Western Educational
View of Industrial and Organizational Markets Publishing
Business Marketing – A Global Perspective, 1st e Hayes / Jenster. Irwin/ McGraw-Hill - 1996
Business Marketing Malhotra, Naresh
Detailed Syllabus Buying decision process, buying situations, Buy

grid, Buying center, Models of organizational
Introduction: The Need to Study Industrial
buying behavior. Government / public sector
Marketing - Volume of Trade Linked to
buying procedures. Buyer seller relationships
Industrial Markets - Indian and the Global
Uncertainties, Types buying orientation Types of
Scenario. Consumer versus Business markets.
Buyer seller relationships, managing
Business marketing environment Classification
relationships with suppliers, customers and
of Business products
distributors, conflicts and resolutions. Strategic
Demand Issues: Concepts of Derived Demand - alliances with customers, suppliers, competitors
Short Term and Long Term Demand Issues - - and government.
Nature of derived demand, cross elastic demand,
Industrial Marketing Intelligence: Assessing
fluctuating demand, bull whip effect, inelastic
market opportunities. The marketing intelligence
demand, stimulating demand. Economic
system, industrial marketing research, research
Linkages to Demand Studies
process, demand analysis.
Organizational Buying Behavior:
Marketing Strategies: Formulation of
Classification of business customers - Traders -
Marketing Strategies for Industrial Products –
Manufacturers - Service Buyer - Systems Buyer.
67
Concept of strategic planning, Role of marketing • Industrial Designing in India: Waking up to
in strategic planning, Marketing strategies, the Global Demand
planning process, tools for designing Business
marketing strategies Industrial Market • Intel - The Component Branding Saga
Segmenting, Targeting and Positioning – • Bosch’s Initiatives to Avoid Inventory
Segmenting the business market, criteria, Bases, Buildup
Evaluating segments, targeting strategies,
positioning. Nesting- a typical business market • ‘Cost Erosion’ at Tata Motors
segmentation process. • Information Technology Outsourcing at BBC
Product Decision in Industrial Marketing: • Danfoss’ Business Strategy in China
Make or Buy Decisions - Vendor Development • Qube: Market Development for Digital
and Management, Product Bundling, Product Cinema
Revival. New product development, First to
market versus follower, initiatives, adoption and • CONCOR: No More a Monopoly
diffusion process. New product testing in • Microsoft’s Strategy for Small Businesses
business markets. Role of branding in Business (A): The Innovative PR Campaign for MS
markets
Office Accounting 2007 Punj Lloyd:
Pricing: Types, methods and strategies, factors Marching Ahead at Brisk Pace; (B):
affecting pricing, pricing across PLC, Marketing MS Office Live
competitive bidding, Types of discounts, Price
• The Gujarat Government: Wooing Investors
negotiations, Leasing, Perspectives of contracts,
Reverse Bidding (Online business auctions). • SAP India Targets Small and Medium
Value analysis, Total cost of ownership, Businesses
Concepts of Cost, price, value, Profits and
customer surplus. Importance of pre tendering • TetraPak’s Packaging Innovations
and tendering activities. • Technology in Measuring Promotional
Business to Business Communication: The Performance
Media - Seminars - Trade Shows - • Natureworks: Market Development for
Demonstration - Simulation. Role of advertising Bioplastics
as a major support to sales force and channel.
• Navman: The Resale Price Maintenance
Managing Distribution: Managing Distribution Controversy
Channel structure, design, intermediaries,
selecting intermediaries, managing relationships • NTPC – Reliance: Conflict Over Gas Supply
Marketing of Services to Industrial Markets: • Hanover Messe: An Industrial Trade Fair
Industrial Repairs & Services Marketing,
• AMD – Channel Support Strategies
Maintenance Services, Annual Maintenance
Contract, Outsourcing Servicing • Corporate Catering by RKHS in India
Recent Developments in Industrial • Rolls-Royce – A Manufacturer at Your
Marketing: Measuring Marketing Performance, Service
e-Business for Industrial Consumers, e-Supply
• Metaljunction.com: Redefining E-commerce
chains in industrial markets.
Business in the Indian Industry
Cases
Source: Case Studies in Industrial Marketing
68
Topic
Sessions
No. of
Topic
Sessions Pricing (Including case discussion) 3
Introduction (Including case 2 Business to Business 3

discussion) Communication (Including case
discussion)
Demand Issues (Including case 2
discussion)
Managing Distribution (Including 3
Organizational Buying Behavior 4 case discussion)
(Including case discussion)
Marketing of Services (Including 3
Industrial Marketing Intelligence 3 case discussion)
Recent Developments in Industrial 3
Marketing Strategies (Including 4 Marketing (Including case
case discussion) discussion)
Product Decision (Including case 3
69
Services Marketing

Objective
To focus on the research, strategy and application specific to decision-making in the highly competitive
and rapidly growing services sector.

Services Marketing ICMR
Services Marketing, 4th e Zeithaml Valerie / Bitner Mary Jo. Tata
McGraw-Hill
Services Marketing, 6th e Lovelock, Christopher , Prentice-Hall,
International Edition
Marketing Services: Competing through Berry, Leonard L / Parasuraman, A.
Quality
Services Marketing, 2nd e Nargundkar, Rajendra. Tata McGraw Hill -
2006
Managing Services Promises Berry et al.
Detailed Syllabus service to potential service - Customer Defined

Introduction to Services Marketing: Service Standards
Definition - Characteristics – Classification - Delivering Services: Role of Employees and
Present Marketing Environment. Customers in service delivery; Role of
Services Marketing Mix: Understanding the 7 Intermediaries - Service process – Blue printing
P’s Product, Price, Place, Promoter, People, – Physical evidence
Process & Physical Evidence. Managing Service Promise: Role of
Gaps Model Advertising, Personal Selling and Other
Communication
Understanding the Customer: Services vis-à-
vis goods, Consumer Behavior in Services - Pricing of Services
Customer Expectations of Services - Customer
Evaluating Success of Service Offering:
Perceptions of Services – Evaluation of services
Service quality and measurement – SERVQUAL
Strategies for Services Marketing: Positioning – Service recovery - Role of CRM
& Differentiation
Current Trends in Service Industries and
Demand & Capacity: Yield management Understanding Specific Service Industries:
Service Development Design & Standards: Financial, Hospitality, Health, Telecom,
New Service Development Process – Basic Consultancy, Logistics, Education, NGO, Public
70
Utilities, ITCS, Travel & Tourism, e-Services • Revenue Management at Prego Italian
and Professional Services Restaurant
Cases • Walt Disney – The Evolution of the Brand

Faculty will be handling eight or more cases Source: Case Studies in Services Marketing
• Banyan Tree: Developing a Powerful Service Suggested Schedule of Sessions
Brand
• Bossard Asia Pacific: Can It Make Its CRM No. of
Topic
Strategy Work? Sessions
• Bumrungrad Global Services Marketing Introduction to Services Marketing 3
Strategy
• Charles Schwab’s Customer Focussed e- Services Marketing Mix 2
Business Strategy
Gaps Modeling 2
• Coyote Loco Evaluating Opportunities for
Revenue Management Understanding the Customer 3
• Customer Asset Management at DHL in Asia Strategies for Services Marketing 3
• Customer Service in Singapore Airlines
Demand & Capacity 3
• Giordano International Expansion
Service Development 3
• Indian Railways at the Crossroads
• Kerela Tourism – Branding a Tourist Delivering Services, Managing 5
Destination Service Promise, Pricing of
Services
• Lessons in Customer Service from Wal-Mart
• Marriott’s Customer-Focused E-Business Evaluating Success of Service 3
Strategy Offering
• Match.Com – The World’s Leading Online Current Trends in Service 6
Personals Site Industries and Understanding
• Mumbai’s ‘Dabbawalas’ – An Specific Service Industries
Entrepreneurial Success Story Total 33
71
Integrated Marketing Communication

Objective
i) To enable students to build a sound theoretical and practical understanding of the formulation of
promotional strategy and the management of the marketing communication process
ii) To develop an understanding of the economic and creative justifications for marketing
communications and
iii) To be sensitive to legal and ethical considerations in the formulation and the implementation of
marketing communications strategy.

Marketing Communication Strategy ICMR
Advertising and Promotion Belch, G E / Belch, M A. Tata McGraw-Hill
FCB Ulka Brand Building Advertising Concepts Parameswaran, M G. Tata McGraw-Hill
And Cases
Advertising Management, 5th e Aaker, David A et al. Prentice-Hall, India
Advertising Communications and Promotion Rossiter / Percy - Tata McGraw Hill
Management
Advertising and Promotion Management, 2nd e Rossiter, John R / Percy, Larry. McGraw-Hill
Strategic Marketing Communications : New Smith, Paul et al. Kogan Page, UK
Ways to Build and Integrate Communications
Principles of Advertising & Integrated Duncan, Tom. Tata McGraw Hill
Marketing Communication– 2005e
Why we Buy: The Science of Buying Underhill, Paco
Planning for power Advertising Halve, Anand. Sage publication
Detailed Syllabus Developing a Theoretical understanding of

Marketing Communications: The
Introduction to Integrated Marketing
Communication Process, Behavioral Aspects of
Communication: The Promotional –Mix, Role
Marketing Communication, Consumer response
of Marketing Communications in Marketing,
to persuasive communications- Different models
Evolution and Importance of Integrated
like Response Hierarchy Models, FCB planning
Marketing Communication, Economic and
Model, Cognitive Processing Models, Influence
Creative justification of marketing
of source message and channel factors on
communications.
communication.
72
Planning and organising the Integrated Cases
Marketing Communication Processes:
Concepts of STP, Identification of the target
audience, Establishment of Marketing • Marketing and Communication Strategy of
Communications objectives, Setting Marketing Titan
Communication Budget, Organising for • VIP Industries - Positioning Itself as a
Marketing Communications: Role of Ad Lifestyle Brand
Agencies and other Marketing Communication
• Horlicks - Effective Repositioning Through
organizations, Client Agency Relationship Focused Advertising
Media Issues: Print Media, Broadcast Media, • 'The Onida Devil' Returns
Display Media, Internet and Interactive Media,
Support Media, Media Planning and Strategy- • Changing Media Environment in India -
Implications for Advertisers and Media
Media Plan, Media objectives, Developing,
Planners
Implementing and Evaluating Media strategies.
• Life Insurance Marketing in India: Changing
Message Strategy: Creativity, The Creative Advertisement and Promotion Norms
Process, Creative strategy development- Copy
Platform, The Big Idea, Creative Strategy, • Coke and Pepsi Television Commercials
Implementation and Evaluation • ColorPlus - Redefining the Rules of
Promoting Apparel
Other elements in Marketing
Communications Strategy: Below-the-line • Creative Communications in the Indian
Communications, Sales Promotion, Public Automobile Industry - Print Advertising for
the Tata Indica
Relation, Event management, Publicity,
Corporate Advertising, Direct Marketing, • The Siyaram Celebrity Endorsement
Personal Selling. Experience
Monitoring Evaluation and Control of • Consumer and Trade Promotions - Haier

Integrated Marketing Communications Appliances (I) Pvt. Ltd.
Strategy: To measure or not to measure, • Google and the 'Click Fraud' Menace
Measurement process for Advertising,
• Orbitz's Effective Online Advertising
Measuring the Effectiveness of other Marketing
Communication elements • SMS Advertising
International Marketing Communication: • Buzz Marketing - A Marketing

Role of international marketing communication Communications Tool
in international marketing, Cultural and other • The Marlboro Story
differences, Global Vs. localized marketing
• HLL's Media Strategy for Close-Up
communications, Organizing for international
marketing communication • The 'Incredible India' Campaign: Marketing
India to the World
Wider issues in Integrated Marketing
Communications: Regulation of Advertising • SBI Life Promotes Pension Schemes
and Promotion – Self and State regulation, • Promoting Television Serials - 'Jassi Jaissi
Social, Ethical and economic aspects of Koi Nahin'
Marketing Communication. • 'Goli ke Hamjoli' (Friends of the Pill) - An
Integrated Social Marketing Campaign
73
• Brand Management Strategy of Dabur Vatika Suggested Schedule of Sessions
• The Multi-Branding Strategy of Yum! No. of
Brands Topic
Sessions
• Asian Paints - Adding Colors
Introduction to Integrated 2
• Airtel - Positioning (and Repositioning) Marketing Communication
• Relaunch of Frooti - The 'Digen Verma'
Campaign Developing a Theoretical 3
understanding of Marketing
• Lifebuoy - Successful Repositioning & Re-
Communications (Including case
launch of an Established Personal Care Brand
discussion)
• IKEA's Global Marketing Strategy
Planning and organizing the 3
• Marketing Viagra in India Integrated Marketing
• Titan Watches - Advertising in Global Communication Processes
Markets (Including case discussion)
• Perfetti Van Melle - Outsourcing Indian Media Issues (Including case 3

Advertisements discussion)
• The Story of Benetton's Advertisement Message Strategy (Including case 4

Campaigns discussion)
• Childhood Obesity: Should Junk Food be Other elements in Integrated 2

Regulated? Marketing Communications
Strategy: (Including case
• Crisis Management at Bausch & Lomb - discussion)
'ReNu The MoistureLoc' Controversy 2
Below-the-line
• Communicating during a Crisis - The Pepsi Sales Promotion (Including case 2
Syringe Scare discussion)
• PepsiCo’s Distribution and Logistics Public Relation, Event 2
Operations management, and Publicity
• Reverse Logistics - Gaining Importance Corporate Advertising (Including
case discussion)
• Revamping the Supply Chain - The Ashok Direct Marketing 2
Leyland Way
Personal Selling. 1
• Sears - Logistics Management Practices
Monitoring, Evaluation and Control 2
• Carrefour - Managing the Global Supply of Integrated Marketing
Chain Communications Strategy
• Unilever Restructures its Supply Chain International Marketing 3
Management Practices Communication (Including case
• Asian Paints - Blending Technology and discussion)
Distribution Wider issues in Integrated 2
Source: Case Studies in Marketing Marketing Communications
Communications Total 33
74
Sales and Distribution Management

Objective
To make the student aware of issues related to sales force management focusing on “selling” as a tool
of Marketing Communication. The study of Channel Management offers an appreciation of logistics
of information and goods, and exposes students to the types of systems required to optimize
organizational efficiency through this function.

Sales & Distribution Management ICMR
Sales Management - Decisions, Strategies and Still, Richard R et al. Prentice-Hall, India
Cases, 5th e
Sales Management Venugopal, Pingally
Sales Management Panda / Sahadev
Marketing Channels: A Relationship Approach Pelton, Lou E et al.
Sales and Distribution Management – Text & Havaldar / Cavale. Tata Mcgraw Hill - 2007
Cases
Professional Sales Management, 2nd e Anderson, Rolph E et al. Tata McGraw-Hill
Sales Management, 6th e Futrell, Charles. South-Western College Pub -
2000
Retailing Management – Text & Cases, 2nd e Pradhan, Swapna. Tata McGraw-Hill - 2006
Detailed Syllabus Sales Organization: Setting up a Sales

Organization - Basic types of Sales Organization
Role of Salesperson: Responsibility - Cross Structures including Outsourced sales force -
Functional Linkages – Lifetime Customer Inter-departmental Relations and Structures -
Concept – Management of Accounts Receivables Coordination of Personal Selling with Other
Selling Skills: Value Proposition – Customer Departments.
Value Creation - Lifetime Customer Value The Sales Effort: Sales Planning - Forecasting –
Creation- Personal Selling A Promotion Mix Qualitative and Quantitative Methods –
Element - Buyer-Seller Dyads - Diversity of Overview of Linear Regression, Time Series
Personal Selling Situation - Theories of Selling - Analysis, Moving Averages - Budgeting –
Prospecting - Sales Resistance - Closing Sales – Designing Territories – Territory Management -
Key Accounts Management Routing - setting Sales Quotas Profitability
analysis of sales effort
75
Sales Force Management: Estimation of Sales • Indian Aviation – Price Wars & More
Force – Workload, Breakdown and Incremental
• Subhiksha - Discount Store with a Difference
Analysis Recruitment and Selection of Sales
Personnel - Planning and Conduct of Sales • Organization Restructuring at Nokia
Training Programs - Motivating and
• HR Practices of the Container Store
Compensating Sales Personnel – Compensation
Systems - Incentive Plans – Disincentive – • Novartis - Managing the Sales Force
Benefits – Performances Appraisals – Evaluation • Women Sales Force at Tupperware
– Criteria for evaluation
• Dealer Training Programs - A New Trend
Distribution: Introduction to Marketing
Channels – Structure, Functions and Flows – • LG India - Approach to Rural Markets
Channel participants - Type and Number of • Computer Associates - Moving Toward
Intermediaries Territory Management
Management of Marketing Channels: • TI Cycles - Targeting Urban Adults
Selecting a channel – Channel Design -Vertical
• Mahamaza.com - Bringing e-commerce to
and Horizontal Marketing Systems – Channel
Rural India
Evaluation – Channel Profitability Analysis-
ROI- Channel Co-operation with Conflict and • Cemex and its Technology Initiatives
Competition. Marketing channels
• ICICI Prudential - Multiple Distribution
Wholesalers: Classifications – Functions – Key Channels
Tasks – Limitations – Distributors/ Dealers/ • Distribution Strategies of Foreign
Stockists – Trends Educational Institutions in India
Rural Distribution: Introduction to Rural • Indian Post Office - Redefining Distribution
markets – Features (extend above concepts to
rural markets) • HLL - Reinventing Distribution
Retailing: Nature and Importance - Types of • TATA Chemicals - Reaching Out to the
Masses
Retailing - The Retail Organization -
Commodities Retailing Vs. Brand Retailing – • Indian Film Distribution - The Transition
Non-Store Retailing & e-Retailing Phase
Market Logistics: Meaning and Scope – • Tupperware in India
Outbound Logistics – Transportation including • Goodyear Tires - Managing Dealer Relations
multi-model system – Warehousing – freights –
CFAs – 3 PL and 4 PL providers – reverse • Channel Conflict at Apple
logistics – Technology in logistics – recent trends • Food Corporation of India
Cases • Apple iTunes: Changing the Face of Online
Faculty will be handling eight or more cases Music Retailing
• Baskin Robbins - Sales Strategy for India • Akbarallys - Reinventing for Profits
• Eureka Forbes – The Direct Marketing • McDonald’s Food Chain in India

Pioneer • Yellow Transportation Inc. – The Tech
• Mary Kay Inc. - The Saleswomen Leader of the Trucking Industry in India
• Max New York Life - The 3P Strategy • Inventory Management at Amazon.com
76
• TVS Logistics - Building a Global Supply Suggested Schedule of Sessions
Chain
No. of
• Streamlining Logistics at General Motors Topic
Sessions
Corp
Role of Salesperson (Including 3
• PepsiCo’s Distribution and Logistics case discussion)
Operations Selling Skills (Including case 2
• Reverse Logistics - Gaining Importance discussion)
• Revamping the Supply Chain – The Ashok Sales Organization (Including case 4
Leyland Way discussion)
The Sales Effort (Including case 2
• Sears - Logistics Management Practices discussion)
• Carrefour - Managing the Global Supply Sales Force Management 3
Chain (Including case discussion)
• Unilever Restructures its Supply Chain Distribution (Including case 3
Management Practices discussion)
• Asian Paints - Blending Technology and Management of Marketing 3
Distribution Channels (Including case
discussion)
Source: Case Studies in Sales & Distribution
Management Wholesalers 3
Rural Distribution 2
Retailing 4
Market Logistics (Including case 4
discussion)
Total 33
77
International Marketing

Objective
This course is designed for any student aspiring to develop a greater understanding of global markets,
and the mindset of a global manager. The course focuses essentially upon (i) how to access and build
stronger competitive advantage by participating in a dynamic global markets, and (ii), how to identify,
build, and serve, strong global businesses.
Global Marketing Management, 5th e Keegan, Warren J. Prentice-Hall, India
International Marketing Joshi, R M. Oxford University Press - 2005
International Marketing : Analysis & Strategy, Onkvisit, Sak. Prentice-Hall, India

3rd e
International Marketing, 11th e Cateora, Philip R / Graham, John L. McGraw-

Hill - 2008
Global Marketing: Foreign Entry Local Johnson, Johny. Tata McGraw Hill - 2006
Marketing and Global Marketing, 4th e
The Essence of International Marketing Paliwoda. Prentice-Hall, India
International Marketing Fayerweather, John. Prentice-Hall, India
Global Marketing Strategy Douglas. Tata McGraw-Hill
Detailed Syllabus organization: International marketing

implication.
Introduction: Need for International Marketing,
Driving and restraining forces, evolution process, The SLEPT Factors: Social/Cultural, Legal,
process of Internationalization. Economic, Political and Technological.
World Market Environment: Identifying and Socio cultural environment: Importance,

Analyzing Opportunities in the International Cultural universals, High and low context
Trading Environment - Understanding the cultures, Importance in business, Culture-
Changes in the World Trading Environment: communication, behavior and religion,
Countries, World Regions (e.g. the European Analytical approaches- Hofstede’s cultural
Union), Barriers for international trade, Tariff typology, self reference criterion, environmental
and non tariff barriers, Major International sensitivity, Suggested solutions.
Bodies : IMF, World Bank, World trade
78
Political legal and Regulatory environment: advertising regulations, Media and Message
Nation, State and Sovereignty, Risks- taxes, considerations, Role of culture, Global
Dilution of equity, Confiscation, nationalization promotions.
and domestication, International Law, Common
law, Coded law, Islamic law, Jurisdiction, Distribution: Foreign Market Channel
Antitrust ,Bribery and corruption Management - Channel Members - Expectations
and Performance, Objectives and constraints,
Economic environment: World economy, Channel innovations, channel strategy for new
theories of absolute and comparative adv, market entry.
Ohlin’s factor endowment theory, Porters
diamond- National advantage, Economic Pricing Strategies for International Markets:
systems, Stages of economic development, Skimming and Penetration Pricing; Currency
Income and PPP, Location of population, Growth Considerations in Exporting and in International
of Regional trade agreements, Regional Marketing. Target costing, Pricing concepts,
Integrations, Degrees of economic cooperation. Global pricing objectives, Gray market goods,
The ‘C’ Factors: Countries, Currency, Dumping, Transfer pricing, Policy alternatives.
Competition, Countries in different stages of International Marketing Decisions: The
economic and political development and its Development of International Marketing
relevance, Impact of currency and exchange rate Strategy - International Marketing Planning -
fluctuations. Suggested remedies, Analyzing The Development of Appropriate Organizational
competition Industry analysis, Porters national Structures, Cultures and Capabilities - Managing
diamond, Strategic models, Strategic positions, and Controlling In-House and External
Strategic Intents-, loose bricks, layers of
Resources. The Expatriate, the National and
advantage, collaboration among competing
Global Manager – Standardization and Issues of
firms, Changing the rules of engagement,
Globalization in International Marketing.
Richard D Aveni’s hyper competition.
Selection of Tools for International market
Marketing Research: Information abundance analysis, Evaluation of Suitability: Marketing
versus scarcity, Information Subject agenda, and Financial Implications.
Sources of Market information, Formal research,
estimation by analogy, study of patterns. Export Procedures and Documentations:
Terms of Sale, Incoterms, FOB, CFR, CIF, DDU,
Market Entry and expansion: Choices, DDP terms. Different terms of payments,
Selection and Decision, Which market to enter Counter trade and its forms, Terms of offer,
and How to enter? timing of entry, scale of entry,
Lines of credit, different forms of documentary
mode of entry, Factors to be considered for entry
credits, Export Promotions: Institutional
strategies, Advantages and disadvantages of
Infrastructure for export Promotions and
different methods of entry.
Initiatives taken by Government of India
International Product Management: Basic
concepts, Positioning, Saturation levels, Design Emerging issues in international marketing:
considerations, COO effect, Strategic The Internet: Impact of Electronic
alternatives, Global products and brands, Communication through Internet on
Building brands in International markets, International Marketing - History of Internet -
Standardization versus adaptation. Areas of Operation & Modalities - Method of
Setting up World Trade Operation using
Implementing International Marketing Computers - Creation of Internet & Intranet -
Strategy Costs of Operation.
Marketing Communication: Standardization
Vs adaptation, Selecting an ad agency, Global
79
Cases No. of
Topic
• Toyota's Globalization Strategies Sessions
Marketing Research 3
• The Kodak - Fuji Rivalry
• The Fall of Daewoo Motors Market Entry and Expansions 3
• Saudi British Bank - HSBC's Saudi Arabian International Product Management 3

Experience Marketing Communication 3
Source: Case Studies in International Distribution (Including case 2
Marketing discussion)
Suggested Schedule of Sessions Pricing Strategies (Including case 3
discussion)
No. of
Topic
Sessions International Marketing Decisions 3
Introduction and World Market 3 Export procedures and 2
Environment (Including case documentations and Export
discussion) promotions
The SLEPT Factors (Including case 3 Emerging trends in international 2
discussion) marketing
The ‘C’ Factors (Including case 3 Total 33
discussion)
80
Strategic Marketing Management

Objective
i) To appreciate the characteristics and planning needs of organizations in a variety of sectors so
that the marketing mix can be tailored in its detail to meet the wants/needs of identified market
segments and to achieve specified strategic and tactical objectives,
ii) To have an understanding of the issues associated with the effective implementation and control
of marketing plans and how the principal barriers to implementation might possibly be overcome,
iii) To appreciate the need to understand dimensions of the international environment within which
marketing decisions are increasingly made.

Strategic Marketing Management ICMR
Strategic Marketing Management – Planning, Wilson, Richard M S et al. Butterworth
Implementation & Control, 3rd e Heinemann - 2005
Strategic Marketing, 9th e Cravens, David W / Piercy, Nigel. McGraw
Hill Higher Education - 2008
Strategic Marketing, 6th e Aaker, David. John Wiley & Sons - 2001
Market Driven Strategy Day, George S. Free Press latest edition
Marketing Management Strategies and Guiltinan. Tata McGraw-Hill latest edition
Programs
Strategic Marketing : Cases & Concepts Atkinson, John / Wilson, Ian. Addison-Wesley
Longman latest edition
Marketing : Planning and Strategy, 7th e Jain, Subhash. South-Western Pub - 2004
Strategic Marketing Management, 10th e Kerin, Roger / Peterson, Robert. Prentice Hall -
2003
Contemporary Strategic Marketing, 2nd e Brenan et al. Palgrave Macmillan - 2007
Detailed Syllabus Planning - The Basis of Planning and Control:

The Cycle of Control and the Nature and Role of
Introduction to Planning and Control
Strategic, Tactical and Contingency Planning.
The Management Process - The Relationships
Between Marketing Planning and Corporate
81
Strategic marketing analysis Marketing strategies in different market
contexts: Declining markets, stagnant, hostile,
The tools for market and marketing analysis:
growing markets, emerging markets
marketing auditing and SWOT analysis;
segmental, ratio and productivity analysis; Marketing strategies in different
competitor and customer analysis - Approaches organizational contexts: New ventures,
to reviewing marketing effectiveness and established ventures, Small and medium
measuring marketing capability - The dangers of enterprises, sick companies, non-profit
strategic wear-out. situations, marketing in mass mediated services
Strategic direction and strategy formulation: Tailoring Marketing strategies for specific
Brief review of Missions and objectives - country/continental contexts: China, Europe,
Structural market and environmental analysis. Middle-east, ASEAN countries, USA, South
Market segmentation, targeting and positioning. America, Scandinavia, Australia etc.
The Marketing Audit/Situation Analysis: Pricing as a marketing strategy
Environmental analysis (PEST) - Competitor
Inputs for MARKOPS (stage 2)
analysis (Porter's models) - Customer analysis
(segmentation, positioning, buying behavior), Strategic implementation and control:
The formulation of marketing strategy: The Barriers to implementation- Problem areas and
development of a meaningful and sustainable organizational considerations: the role of internal
competitive stance; strategic marketing planning marketing.
and issues of responsibility; models of portfolio
Inputs on product management, NPD
analysis; the influence of market structure and
Channel Management for MARKOPS
position upon strategy; the implications of
(stage 3),
product and market evolution for planning;
PIMS; experience curves; the growth matrix and Continue with stage 4, 5, 6 after debriefing
gap analysis - The bases of competitive and briefing for the next stage
advantage and the contribution of the value chain Marketing Organization: Building Market
to improving margins. Issues of customer care. oriented organizations – Licensing, Mergers and
Strategic choice and evaluation: The strategic joint-ventures from a marketing perspective,
and tactical management of the marketing mix
Cases
and each of its constituent elements - The
dimensions of relationship marketing. Faculty will be handling eight or more cases.
Introduction to MARKOPS / • State Bank of India - Competitive Strategies

MARKETPLACE (a simulation game) of a Market Leader Sony Ericsson's Mobile
Music Strategy
Marketing Planning and Control Decisions:
Marketing strategies (Ansoff, Boston, Porter • Monster Inc. - Strategic Growth in India
etc.) • Starbucks : Selling Experience
The comprehensive marketing plan including the • Bausch & Lomb - Effective Positioning
mix, budgets, action schedules and contingency
• Horlicks' Repositioning Strategies
planning.
• The Nirma Story
Inputs on Marketing Communication for
MARKOPS (stage 1) • Kingfisher Airlines: A 'Funliner' Experience
• Target Stores' Differentiation Strategies
82
• Pepsico's 'Focus' Strategy Suggested Schedule of Sessions
• PSA Peugeot Citreon: Strategic Alliances for No. of
Competitive Advantage? Topic
Sessions
• TCL-Thomson Electronics Corporation - A Introduction to planning and 2
Failed Joint Venture? control (Including case discussion)
• Harrah's CRM Strategy Strategic marketing analysis 3
• Toyota Prius: A Case in New Product (Including case discussion)
Development Strategic direction and strategy 3
• Launch of Amaron Automotive Batteries formulation
Including The Marketing
• Li Ning: Brand Growth and Excellence in Audit/Situation Analysis
China
Strategic choice and evaluation 3
• KVIC's Branding and Product Quality
Initiatives Marketing Planning and Control 3
Decisions(Including case
• Hindustan Times Vs Times Of India discussion)
• Price Optimization at Northern Group Retail Marketing strategies in different 3
• Promotional Strategies of Cellular Service market contexts : (Including case
Providers in India discussion)
• Aventis' Successful Sales Promotion Marketing strategies in different 2

Campaign using 'Connection Cards' organizational contexts (Including
case discussion)
• Coca-Cola's Dasani in the UK : The Public
Relations Fiasco Tailoring Marketing strategies for 2
specific country/continental
• Sabre Holdings - The Quest for New contexts
Business Models
Pricing as a marketing strategy 2
• Cox and Kings - Service with a Difference (Including case discussion)
• Six Sigma - A Tool to Increase Customer Strategic implementation and 2
Satisfaction at Bank of America control (Including case discussion)
• Social Marketing - Lessons from CRY in Marketing organization 2
India
MARKOPS 6
Source: Case Studies in Strategic Marketing
Management Total 33
83
Retail Management

Objective
This course enables the students to understand the retailing process, the environment within which it
operates and the various retail institutions along with their functions. Make students aware of the retail
marketing strategies and the financial performance of retail business. The course would provide
knowledge and inculcate analytical skills required for retail management and build strong foundation
for students who plan to make their career in field of retailing factoring in current
globalization/internationalization trends.

Retailing Management ICMR
Retail Management – A strategic Approach, Berman, Barry / Evans, Joel R. Pearson
9th e Prentice Hall.
Retailing Management, 6th e Levy, Michael / Weitz, Barton. McGraw-
Hill/Irwin - 2006
Retail Management, 1st e Bajaj, C. et al. Oxford University Press - 2005
Retailing, 5th e Dunne, Patrick M. et al. Thomson South
Western – 2004
Retail Marketing Management, 2nd e Gilbert, David. Pearson Education
Principles of Retail Management Varley, Rosemary / Rafiq, Mohammed.
Palgrave McMillan
Retailing Management – Text & Cases, 2nd e Pradhan, Swapna. Tata McGraw-Hill - 2006
Managing Retailing Sinha, Piyush Kumar / Uniyal, Dwarika Prasad.
Oxford University Press - 2007
ETIG publication/report Economic Times Group
Detailed Syllabus environment - The Technological environment -

The Global environment. Indian Experience in
Retailing - An Overview
Retailing – Current govt. policies
Retailing: Definition and Scope - Retailer -
Evolution of Retailing Industry - Factors behind Retail Institutions: Theories of institutional
the change of Indian Retailing Industry - change - Classification of retailers - Store based
Economic Growth - Retailers Role in Retailers - By price - By Product line –By
Distribution Channels - Benefits of Retailing - verticals, Non store based Retailer.
Retailing Environment - The Legal environment Understanding the Retail Customer: The
- The Economic environment - The Competitive Market - Structure of Buying Population -
84
Population Analysis - Demographic Analysis - Analysis - Sell-through Analysis - Multiple
Durables - Non Durables - Product Availability - Attribute Analysis.
Convenience Products - Shopping Products -
Retail Pricing Strategies: Types of Pricing
Specialty Products - Buying Situations -
strategies and Practices, Adjustments to the
Consumer Population - Consumer Requirements
Initial Retail price – Markdowns. Markdown
Life styles - Life Cycle
Cancellations - Horizontal Price Fixing -
Retail Market Strategy: Definition of retail Predatory Pricing - Comparative Price
Market Strategy - Strategic Planning -: Assessing Advertising - Bait- and - Switch Tactics.
the Firms situation – SWOT.
Managing The Retail Store
Financial Strategy: Strategic Profit Model –
Store Management and control: Store Manager
Operational financial efficiency. Retail Audit - Responsibilities - The Retail Staffing Process:
Store Location and Site Evaluation: Job Analysis - Job Description - Job
Importance of Location Decision - Retailing Specification - Recruiting the Store Staff, Group
strategy and Location - Characteristics Used in Maintenance behaviors - Compensating and
Location - Analysis - Defining the Trade Area - Rewarding Employees, Cost Controls - Labor
Reilly's Law - Huffs Model - Concentric Zones - scheduling - Store Maintenance - Energy
Geo demographics - Infrastructure Site Management - Reducing Inventory Losses,
Evaluation and Selection - Types of Locations - Calculating Shrinkage - Detecting and
Planned Shopping Centers. Preventing Shoplifting - Store Design -
Employee Training.
Retail Organization and Management: Forms
of Retail Organization - Number of Store Layout - Design and Visual
Organizational Levels. Merchandising: Stores Exterior: Store Layout:
Types of Design - Types of Display Areas -
Merchandise Management Flexibility of Store Design - Stores Interior -
Merchandise Assortment Planning: Managing Space including planograms, Location
Organizing the buying process by Categories: of Departments - Location of Merchandise
Category Management, Private label strategies - within departments: Use of Planograms -
The Buying Organization. Evaluating Space Productivity - Merchandise
Presentation Techniques - Idea oriented
Setting Financial Objectives: Putting profits - presentation - Style item presentation Color
sales and turnover together: GMROI, Measuring presentation - Price lining - Vertical
Inventory turnover and Sales forecasting - Merchandising - Tonnage merchandising -
Assortment Planning Process. Frontal presentation - Fixtures.
Purchasing Systems: Merchandise Budget Plan: Atmospherics: Visual Communications -
Monthly sales percent distribution to season - Lighting - Color - Music - Scent - Store Security.
Monthly sales - Monthly reductions percent
distribution to season - Monthly reductions. Service Quality delivery and maintenance:
Service quality dimensions- CRM approaches in
Merchandise Purchasing retailing
Merchandise Budget Plan: Monthly sales Retail Selling: Effective retail selling
percent distribution to season - Monthly sales - approaches, Supply chain management in
Monthly reductions percent distribution to retailing, Improved Product Availability -
season - Evaluating Merchandise Budget Plan, Improved Assortment - Improved Return On
Analyzing Merchandise Performance - ABC Investment - Merchandise Logistics - The
85
Distribution Center - Out Sourcing - Store Vs • Radhakrishna Foodland: Powering
Distribution Center Delivery - Pull Vs Push McDonald’s in India
Logistics Strategy - Information Flow - Data
• Zara’s Supply Chain Management Practices
Base Retailing - Build and Manage Dialogues
with Customers. Quick Response Delivery • Apple Computer: The Reseller Conflict
Systems (QRDS). • Employee Focus in Shoppers’ Stop
IT in retailing: Introduction of RFID and other Source: Case Studies in Retail Management
emerging technology, overview of IT modules in Volume II
retailing
Aspects in Mall Management: Issues in
planning and managing a mall No. of
Topic
Sessions
Legal and compliance aspects in Retailing:
Retailing - An Overview 2
Different acts as applicable to retail
Retail Institutions 2
Cases
Understanding the Retail Customer 1
Retail Market Strategy 2
• Carrefour’s Strategies in China
Financial Strategy 2
• Retail Solutions for ITC’s Wills Lifestyle Store Location and Site Evaluation 2
• Organized Retail Industry in India Retail Organization and Management 1
• Wal-Mart’s Strategies in China Merchandise Assortment Planning 2
• Carrefour’s Exit from South Korea Purchasing Systems 2
• Viveks: Retailing Strategies Merchandise Purchasing 1
• Tesco’s Globalization Strategies and its Retail Pricing Strategies 2
Success in South Korea Store Management and control 2
• Whole Foods Market’s Growth Strategies Store Layout, Design and Visual 2
and Future Prospects Merchandising
• Restructuring Pantaloon Retail: The ‘Future Service Quality delivery and 2
Group’ Initiative maintenance
• The Break-up of the RPG-DFI Joint Venture Retail Selling 1
• Tesco’s ‘Steering Wheel’ Strategy Supply chain management in 2
retailing
• Royal Ahold NV: The US Foodservice
Accounting Fraud Aspects in Mall Management 2
• Nordstrom’s Perpetual Inventory System IT in retailing 2
• Turnaround of JCPenney Legal and compliance aspects in 1

Retailing
• Big Bazaar: Serving the Classes
Total 33
• Hindustan Lever’s Foray into Network
Marketing
86
Product Management

Objective
This course is intended to give the students insights to the origin & development of the Product
Management function.
The course also intends to expose the student to the role of Product Manager and developing new
products and managing products through their life cycle contributing to the Marketing Process.

Product Management Lehmann, Donald R / Winer, Russel S – Tata
McGraw Hill
New Product Management, 6th e Crawford, C Merle / Benedetto, C Anthony Di
McGraw Hill
Brand Management Moorthi, YLR. Vikas Publication
Brand Positioning, 2nd e Sengupta, Subroto. Tata Mcgraw Hill - 2005
Product Management Chunawalla, S.A. Himalaya Publication - 2007
Successful Product Management, 2nd e Morse, Stephen. Kogan Page - 1998
Detailed Syllabus product – Analyzing Industry, Market Structure

– (Perceptual Maps), Competition and customers
Introduction: Overview of product management
- Demand and Sales Analysis
– Products-Markets-Brands relevance to
different industries-Companies-FMCG- Market Planning; Understanding Competitive
Durables-Industrial-Services companies. Strategies for Decision Making, Preparation of
Marketing Plan - Components-- Executive
Role and Scope of a Product Manager: Product Summary – Objectives – Target Segments –
– Market – Profit – Coordination – Forecasting – Product Marketing Strategy– Marketing Mix—
Planning at Corporate – Divisional and Product Budgets–Sales Forecasts –Action Plan.
Levels – The Product Manager’s Role in the
Organization, Product Managers’ Role in New New Products - The Importance of
Product Development – Training Field Force – Innovations: Identifying Opportunities, New
Financial Analysis of Products-- Overview of Product Development Process, Tools and
legal provisions. (with reference to different Techniques for Product Development –(Conjoint
markets) Analysis) Concept Testing-Test Marketing-
Launch Management, Financial & Legal Issues
Understanding the Nature of Markets and & Concerns, Product Forecasting Models.
Products: Defining the market –the Nature of
87
Product Portfolio Analysis: Product Portfolio • The Maggi Brand in India: Brand Extension
Models – The Strengths and Limitations of BCG, and Repositioning
GE, AD Little and Risk Return Models For
• Glaxosmithkline’s Marketing Strategy for
Portfolio Analysis – Analysis Of Product Length, Requip: A Case Study in Product Lifecycle
Depth And Width For Strategic Decisions, Management
portfolio gap analysis –Products and Brands--
When to Go for Branding—the Role of • Crisis Management: Dealing with a Product
Crisis
Packaging, Positioning, Repositioning,
Differentiation, Demarketing • Toyota Prius: A Case in New Product
Development
Pricing, Distribution and Promotion
Decisions: Planning for, Monitoring and Source: Case Studies in Marketing Research
Controlling the Product Over Its Life Cycle; Role and Product Management
of Communication in Product Planning—PR,
Advertising, Event Marketing and Sales Suggested Schedule of Sessions
Promotion—Choice of Channels
No. of
Topic
The Product Audit – Product Audit Policies – Sessions
Elements of Product Audit.
Introduction (Including case 3
Cases discussion)
Faculty will be handling eight or more cases Role and Scope of a Product 3
• Product Management at Maruti Udyog Manager
Limited Understanding the Nature of 4
• Max New York Life – The 3P Strategy Markets and Products (Including
case discussion)
• Tata Motors: Serving an ‘Ace’ for Success
Market Planning (Including case 4
• iRobot's Roomba: Bringing Robots into discussion)
Homes
New Products - The Importance of 6
• Merck’s New Product Development and
Innovations (Including case
Launch Strategy for Januvia
discussion)
• Multi-Branding Strategy of Videocon
Industries in the Consumer Durables Sector Product Portfolio Analysis 6
• Sustainable Packaging Practices at Lush
Fresh Handmade Cosmetics Pricing, Distribution and Promotion 5
Decisions (Including case
• Apple iPod’s Promotional and Positioning discussion)
Strategies
The Product Audit 2
• Body Shop Brand: Repositioning to Target
the ‘Masstige’ Segment and Impact of its Total 33
Acquisition by L’Oréal
88
Customer Relationship Management

Objectives
i) To make the students understand the organizational need, benefits and process of creating long-
term value for individual customers
ii) To disseminate knowledge regarding the concept of e-CRM and e-CRM technologies.
iii) To enable the students understand the technological and human issues relating to implementation
of CRM in organizations

Customer Relationship Management Peelen, Ed. Pearson
Customer Relationship Management:
Integrating Marketing Strategy & Information Zikmund, William G. et al. John Wiley.
Technology
The CRM Handbook Dyche, Jill. Pearson
CRM at the Speed of Light, 4 eth
Greenberg, P. Mcgraw Hill - 2009
Customer Relationship Management, A Brown, Stanley. John Wiley & Sons
strategic Imperative in the World of e-Business
The One to One B2B: Customer Relationship Peppers, D. / Rogers, Martha. Doubleday
Management Strategies for the Real Economy Business - 2001
The Handbook of Key Customer Relationship Burnett,Ken. Financial Times/Prentice Hall
Management (December 2000)
Customer Relationship Management (Emerging
Sheth, Jagdish N.et al. TMH
Concepts, Tools & Applications)
Harvard Business School / Harvard Business
HBR on Customer Relationship Management
Press
Sheth, Jagdish N / Parvatiyar, Atul. Sage
Handbook of Relationship Marketing
Publications - 1999
Detailed Syllabus strategy, The relationship oriented organization.

Introduction: Definition of CRM, CRM as a Marketing Aspects of CRM: Customer
business strategy, elements of CRM, CRM knowledge, privacy issues, communications and
processes and systems. multi-channels in CRM, the individualized
customer proposition, Relationship policy.
Strategy and Organization of CRM: History of
CRM, Dynamics of Customer Supplier
Relationships, Nature and context of CRM
89
Analytical CRM: Relationship data Initiative in India
management, Data analysis and data mining, • A Note on Mobile CRM
Segmentation and selection, Retention and cross-
sell analysis, Effects of marketing activities, • Six Sigma: A Tool to Increase Customer
Reporting results. Satisfaction at Bank of America
• The AXA Way: Improving Quality of
Operational CRM: Call centre management, Services
Internet and website, Direct mail
• Dell’s Customer Contact Center Operations
Collaborative CRM in India
CRM Subsystems: Contact Management, • CRM Implementation Failure at Cigna
Campaign Management, Sales Force Corporation
Automation • Customer Centricity at Commerce Bank
Choosing CRM Tools / Software Package: • HPCL: Customer Service Initiatives
Short-listing prospective CRM vendors, setting • Loyalty Card Programs in Indian Retailing
evaluation criteria for the appropriate CRM • Shopper’s Stop Consumer Loyalty Program
package, selection CRM implementation.
Source: Case Studies in Customer Relationship
CRM systems and Implementation: CRM Management Volume II
systems, Implementation of CRM systems
Applications in various industries:
No. of
Applications in manufacturing, banking Topic
Sessions
hospitality and telecom sectors
Introduction 1
Ethical Issus in CRM Strategy and Organization of
2
Cases CRM
Marketing Aspects of CRM 4
Analytical CRM 4
• Tesco: The Customer Relationship
Management Champion, Bumrungrad’s Operational CRM 4
Global Services Marketing Strategy Collaborative CRM 3
• Air Miles Canada: Rebranding the Air Miles CRM Subsystems 4
Reward Program Choosing CRM Tool / Software
3
• Rosewood Hotels and Resorts: Branding to package
Increase Customer Profitability and Lifetime CRM Systems and
Value 3
Implementation
• Harrah’s CRM Strategy Application of CRM in Various
3
• Reorganizing AT&T: From Vertically Industries
Integrated to Customer-Centric Organization Ethical Issues in CRM 2
(B)
Total 33
• Sunsilk Gang of Girls’: Hindustan Lever
Limited’s Online Social Networking
90
Brand Management

Objective
To familiarize students with the concept of a ‘brand’, the role of branding in marketing strategy; brand
equity, its importance and measurement, how to create and retain brand equity; operational aspects of
brand management. To introduce students to advanced topics of Brand Management.

Strategic Brand Management, 2nd e Keller, K.L. Prentice –Hall
Strategic Brand Management Kapferer, J.N. Free Press - 1994
Brand Management: The Indian Context; Moorthi, Y.L.R Sangam Books Ltd. - 1999
Managing Brand Equity Aaker, D.A Free Press - 1991
Brand Leadership: The Next Level of Brand
Aaker / Joachimsthaler. Free Press - 2000
Revolution
Beyond Branding Marconi, J. Probus Professional Pub. - 1993
Brand Positioning: Strategies for Competitive
Sengupta, S. Tata McGraw Hill - 2005
Advantage
Czerniawski, R.D. / M.W. Maloney. Hudson
Creating Brand Loyalty
House Publishing - 1999
Brand Power Stobart, P. NYU Press - 1994
Leslie de, C / Mc Donald. Butterworth –
Creating Powerful Brands, 3rd e
Heinemann - 2003
Brand Portfolio Strategy Aaker, David A. Free Press - 2004
Detailed Syllabus scope for branding, the role of branding and

branding strategies needed at different stages in
Concept of ‘Brand’: Why Brand? What does the evolution of the market, Brand Architecture:
Brand Building involve? Identification of Handling a Large Portfolio, Multi-Brand
opportunity for branding and Brand Management Portfolio. Brand Hierarchy, Revitalizing brands:
Process. Brand Identity, personality, image and Re-launch, Rejuvenation, when brand is dying or
equity. stagnating, or when the market is dying or
Branding Positioning and repositioning stagnating
Strategic brand Management Process: Creating strong brands through secondary
Sustaining a brand long-term, Branding at Brand Associations: Creating Brand image
different stages of market – evolution – The through elements of marketing mix.
91
Managing Brand Extensions • Boots: Hair-care Sales Promotion
Managing Brand Equity: What it means: how • Tourism Malaysia: Creating ‘Brand
to build it; Choosing brand elements to build Malaysia’
brand equity – Customer based brand equity –
• Snapple’s Marketing: An Unconventional
Understanding and Measuring brand equity using
Brand’s Claim to Fame
Aaker, Keller. Kapferer, Young and Rubicum,
Interbrand methodologies (methods of brand • Haagen-Dazs: Repositioning a Cult Brand
valuation); Monitoring brands, Sources of brand
• Tata Indica V2 Xeta: Competing in the Indian
equity (Brand Awareness, Brand personality,
Small Car Market
Brand loyalty, perceived quality, brand
associations). The Brand Report Card • Mountain Man Brewing Company: Bringing
the Brand to Light
Managing brands across geographical
boundaries. Source: Case Studies in Brand Management
Volume II
Special branding categories: Service brands,
Private labels, Industrial brands, Luxury brands, Suggested Schedule of Sessions
Heritage brands, Internet brands, TOM (Top of
mind recall) brands. No. of
Topic
Sessions
Brand building in Indian context.
Cases Concept of ‘Brand’ (Including
3
case discussion)
Branding Positioning and
• ‘Hello Kitty’: A Japanese Superbrand repositioning (Including case 3
• Red Bull’s Innovative Marketing: discussion)
Transforming a Humdrum Product into a
Happening Brand Strategic brand Management
Process (Including case 7
• Volkswagen’s Iroc Concept: Reviving the discussion)
Scirocco to Target a Niche Market
Creating Brand Image (Including
• The loveLife Brand (A): Initiating a Behavior 4
case discussion)
Change in South African Youth to Prevent
HIV Managing Brand Extensions
3
• Body Shop Brand: Repositioning to Target (Including case discussion)
the ‘Masstige’ Segment and Impact of its Managing Brand Equity:
Acquisition by L'Oréal 7
• Repositioning Dabur
Managing brands across
• Arvind Brands’ Competitive Position in the geographical boundaries 2
Indian Branded Apparel Market (Including case discussion)
• Multi-Branding Strategy of Videocon Special branding categories
Industries in the Consumer Durables Sector 2
• What’s in a Name – Lessons from Three
Brand building in Indian context.
Rebranding Exercises in India 2
• Apple iPod’s Promotional and Positioning
Strategies Total 33
92
Applied Marketing Management

Objective
• It is to give the student of marketing an advanced perspective in theory and applications. This course
is expected to make the students learn the advanced perspectives with reference to select practices
and theory.
• The course will be offered as a modular course and in a largely seminar format
The Strategy and Tactics of Pricing: A Guide to Nagle, Thomas T. & Hogan, John e. (2006),
Growing More Profitably, 4e Prentice-Hall, Upper Saddle River, NJ
Marketing Management: Analysis, Planning, Philip Kotler, PHI.

implementation and control
Marketing Models Lilien, Gary L;, Philip Kotler, and K. Sridhar

Moorthy (1992), Englewood Cliffs, NJ
Prentice-Hall.
Foundations of Marketing Theory Sheby D Hunt, Richard Irwin
Journal of Marketing Special issue of Marketing Metrics
Detailed Syllabus Markets, Pricing of services, Pricing in

international markets, Pricing in NGOs.
Overview of the course: The course objective,
Marketing implications of duties & Taxes: CST,
the rationale, the modular nature of the course,
Central Excise, MODVAT, Export-Import
the need to appreciate the conceptual linkages
documentation.
Theories of Marketing: The normative-positive
Contemporary marketing platforms:
dichotomy, The practice and the theory
Marketing strategies for emerging rural markets
relationship, the art science views of marketing.
and mature urban markets. Marketing in an NGO
Evolution of Marketing through.
for funding and for services consumption (To
Marketing Models: Introduction to modeling include contemporary marketing for Real Estate,
and marketing models, Forecasting, Market Biotech etc. as project domain under Marketing
share. Audit)
Pricing: Costs understand (Period, process, Permission Marketing: The concept of
product, job order etc.,) Theories of pricing, permission marketing, applications in the global
pricing under uncertainty, pricing in Industrial and national context, the regulatory framework
93
that enables enforcement of permission Suggested Schedule of Sessions
marketing.
No. of
Online Marketing: Marketing solely on Topics
Sessions
internet, online marketing as a complimentary
Overview of the course 1
tool to promote, sell distribute etc.
Theories of marketing 3
Negotiation skills: Recap on the concepts of
negotiation, the applications of negotiation in Marketing Models 3
internal decisions, with the customers, with Pricing 4
business associates and with the trade.
Contemporary marketing platforms 3
Marketing Metrics: Measuring Marketing Permission marketing 2
Productivity, Return on Investment Implications
Online marketing 3
for Promotional Expenditures, Customer
Satisfaction and Shareholder Value, PIMS. Negotiation skills 3
Marketing Audit: Components of audit, audit Marketing Metrics 2

procedures and methods. (Groups work & Marketing audit (as an assignment 4
Individual presentation) Presentation. topics with presentations)
Markstrat: Brief outline, Marketing Strategy Markstrat (including online 5

game followed Group work & Individual interaction with students)
presentation by Total 33
94
Advertising & Communication Management

Objective
The syllabus aims at providing Advertising knowledge required for perspective building to students
who wish to join the Advertising and Media Industry and those who want to get into the Marketing
Communication function in any Corporate. The course seeks to deliver basic skills for managing
advertising businesses by combining theoretical learning about Advertising with the practical inputs
from industry practices and considering that students are aware of Marketing, Marketing Research and
Consumer behavior.
REFERENCE BOOKS AUTHOR & PUBLICATIONS

Advertising Management Rajeev Batra, J G Myers, David A Aaker –
Pearson Education, Inc. – 5th Edition
Advertising Management Jaishri Jethwaney, Shruthi Jain – OXFORD
University Press
Advertising Principles and Practice Wells, Moriarty, Burnett – Prentice, Hall of
India Pvt. Ltd – 7th Edition
The Online Advertising Playbook Plummer, Rappaport, Hall, Barocci – John
Wiley & Sons, Inc
Advertising And The Mind of the Consumer M Sutherland, A K Sylvester – Allen & Unwin
– 2nd Edition
Ogilvy on Advertising David Ogilvy - Prion Books
The Practice and Advertising Adrian R Mackay – Elsevier – 5th Edition
Principles of Advertising & IMC Tom Duncan – Tata McGraw-Hill Publishing
Company Ltd – 2nd Edition
A Media Planning – A Practical Guide Jim Surmanek – McGraw Hill Professional –
3rd Edition
Advertising Media Planning J Z Sissors, R B Baron – McGraw Hill
Professional – 6th Edition
Advertising Strategy – Creative Tactics from Tom Altstie, Jean Grow – SAGE 2005
The Outside/In
Detailed Syllabus Attitude formation and Change – Perception –

Cognition – Affective and Emotions –
How Advertising Works: Evolution of
Association – Behavior.
Advertising – Advertising Theories & Models –
Influencing People – The Communication and Strategic Advertising Planning: Setting
Persuasion Process – Role of Conditioning & Advertising Objectives – DAGMAR and CAPP
95
Model – Planning An Advertising Campaign – Creating Oral, Written and Visual
Appropriation & Budgeting – Ground Rules Of Advertising: Creative Thinking – Creative
Making Of Good Campaign – Creative Strategy Process – Creative Brief – Layout & Design –
& Creative Development – Idea Generation – Copy Writing Styles – Radio Copywriting –
Creative Brief – Creative Appeals – Message Scripts – Film Production – Banners – Web
Execution Message Story Telling – Tone & Style Designing – Sketching & Graphics – Illustrations
– Synergy of Words & Pictures – Role of Visuals & Photos – Art Reproduction – Video Graphics.
– Visualizing; The Big Idea – Copyrighting,
Profile of Advertising Industry: Types of
Layout & Design – Positioning.
Agencies – How Agencies Work – Structure and
Media Strategy & Media Planning: Overview Process – How Agencies Earn Revenue –
– Major Media Forms – Media Objectives – Agency Relationships – Planning And Preparing
Media Ratings (Home Using TV – HUT, People Advertising Brief – How to Get Clients –
Using TV – PUT, People Using Radia – PUR, Pitching For an Account – Role of Advertising –
Gross Rating Points, Target Rating Points) – Advertising and Society – Advertising
Media Share – Impressions – Reach – Frequency Regulations – Advertising Laws and Ethics –
– Media Mix – Media Weighting – Media Types of Advertising.
Concentration – Message Consideration – Media
Global Advertising: Cross National Cultural
Scheduling – Media Indix (Brand Development
Understanding – Standardization Vs Adaptation
Index, Category Development Index) - Cost per
– Global Branding and Positioning – Message &
Thousand (CPT) – Cost per Point (CPP) –
Media Strategy.
Audience Data & Composition – Media Habits –
Negotiation a Media Buy – Media Models. Suggested Schedule of Sessions
Types of Media: Traditional Vs Specialized Vs
No. of
Nontraditional Media – Online Advertising Topic
Sessions
Reach & Frequency – Types of Online Ads – The
Internet & Interactivity – Internet Privacy How Advertising Works 4
Policies – Wireless Communication (M- Strategic Advertising Planning 4
Commerce) – Infilm Advertising (Coveted Media Strategy & Media Planning 4
Advertising) – Celluloid Media.
Types of Media 3
Advertising Research: Analyzing Consumer Advertising Research 5
Behavior – Measuring Campaign Effectiveness
Creating Oral, Written and Visual 5
(Pre, Post & Concurrent) – Continuous Tracking
Advertising
(Exposure, Salience, Familiarity, Persuation) –
Quantitative Techniques for Measurement of Profile of Advertising Industry 3
Advertising Effects on Memory (Perceptual Global Advertising 3
Mapping, Multidimensional Scaling, Attitude Defining / Analyzing preposition 2
Measurement and Scale, Image Gap Analysis, in a consumer context (USP Vs.
Conjoint Analysis, Discriminant Analysis, UBP)
Regression Analysis) – Media Research. Total 33
96
Digital Marketing

Objective
To provide students with basic concepts and practices of digital marketing, and provide a framework
to help them understand various disciplines that constitute digital marketing.
TEXT BOOK for distribution AUTHOR / PUBLICATION
The Digital Marketing Handbook: A step-by- Mohit Pawar, Metadoor Press

step guide for the modern marketer, 1st edition,
2015
The Mobile Mind Shift: Engineer Your Ted Schadler, Josh Bernoff, Julie Ask,
Business to Win in the Mobile Moment, 1st Groundswell Press
edition, 2014
You Should Test That: Conversion Chris Goward, Sybex

Optimization for More Leads, Sales and Profit
or The Art and Science of Optimized Marketing,
1st Edition, 2013
Detailed Syllabus Other Interesting Details, Facebook Key

Features, Facebook for Business (Facebook
Introduction to Digital Marketing: Digital
Pages), Developing Facebook Marketing
Marketing and Social Media Marketing, Same or
Strategy, Facebook Advertising - Setting Up
Different, A Brief History of Social Media,
Your First Ads and Best Practices, Tools and
Types of Media, Important Trends, Digital
Apps You Should Know About. (Chapter 3)
Marketing’s Impact on Marketing, The Shift and
How to Understand It. (Chapter 1) Twitter: You should know this about Twitter,
Twitter Usage Stats and Interesting Facts,
Website and Landing Pages: Websites Types
Twitter Basics (Includes Terminology and
(Based on Industry and Business Model),
Account Security), Twitter New Web Profiles
Content Management System, Best Practices,
Details and How to leverage the new features,
What are Landing Pages and Their Importance,
Advertising on Twitter, How to use Twitter for
Important elements of a Landing Page, Landing
Marketing. (Chapter 4)
Page Tools. (Chapter 2)
YouTube: Evolution of YouTube, YouTube for
Facebook: Facebook’s Place In The Marketing
Business, YouTube Marketing Tools and
World, How Facebook Has Evolved Over The
Techniques (Includes intro to YouTube
Years (2003 - 2015), Facebook User Stats and
97
Advertising), YouTube for Personal Branding, Content Marketing Tools, Content Marketing on
YouTube Best Practices. (Chapter 5) a Tight Budget. (Chapter 16)
LinkedIn: Evolution of LinkedIn, LinkedIn for Search Engine Optimization: What is SEO,
Businesses (includes LinkedIn advertising), SEO Basics, Keyword Research, Other
LinkedIn for Professionals, LinkedIn for Important SEO Action Items, SEO Tools, Top
Recruiters, LinkedIn Best Practices. (Chapter 6) Search Engine Ranking Factors, Getting Started
with SEO. (Chapter 17)
SlideShare: Evolution of SlideShare, SlideShare
for Businesses, SlideShare for Professionals, Search Engine Marketing (with Google
SlideShare Best Practices, Presentation Design. Adwords): What Is Search Engine Marketing,
(Chapter 8) Google Adwords Basics, Setting up Your First
Campaign, Optimizing Your Adwords
Image Focused and Mobile First Social
Campaign, Display Advertising, Adwords
Networks (Pinterest and Instagram): Pinterest
for Business, Pinterest for B2B Marketing, Account Management, Allowed and Prohibited
Pinterest Best Practices; Instagram for Keywords. (Chapter 18)
Businesses/Brands, Instagram for Advertisers – Inbound Marketing: What Is Inbound
Marketing Tools and Techniques, Instagram Best Marketing, Why Is It Important, Inbound
Practices. (Section 2, 4 and 5 from Chapter 9 and Marketing Methodology and Tools; Tips, Tricks
10) and Best Practices. (Chapter 19)
Intro to Social Media Tools: Why Do You Mobile Marketing: What is Mobile Marketing,
Need Social Media Tools, Top Social Media Mobile Marketing and Advertising Trends,
Tools. (Chapter 13) Mobile Marketing Best Practices, Hybrid vs.
Blogging: Getting Started, Business Case for Native Apps, Planning a Mobile Marketing
Blogging, How Blogging Helps - Brands and Strategy. (Chapter 20)
Individuals, Blogging for Business Growth,
Web Analytics (Measuring the Impact of
Guest Blogging, How to Be a Better Blogger,
Digital Marketing using Google Analytics):
Blogging Platforms, How to Publish a Blog Post
What Is Web Analytics, Google Analytics
on a WordPress Blog. (Chapter 14)
Basics, Google Analytics Setup, How to Analyze
Email Marketing: Why Email Marketing, How Reports and Improve Your Marketing. (Chapter
to Make Email Marketing Work, Points to Be 21)
Kept in Mind When Getting Started with Email
Digital Marketing - What is Next: Where
Marketing, Email Marketing Terms That You
Digital Marketing Is Going, What It Means for
Should Know About, How to Set up and Send
Marketers, How to Be Future Ready, Keeping
Your First Email Marketing Campaign Using
Yourself Updated. (Chapter 22)
MailChimp. (Chapter 15)
Digital Marketing Strategy - I: Crafting the
Content Marketing: What is Content
Digital Marketing Strategy, Where to Begin,
Marketing, A Brief History of Content
Marketing, Content Marketing Growth Trends, Steps in Creating a Successful Digital Strategy,
How Content Marketing Helps, Content Digital Marketing Strategy Template. (Chapter
Marketing vs Traditional Marketing, Steps in 23)
Content Marketing - The Content Marketing Digital Marketing Strategy- II: B2B Digital
Process, The Big List of Content Marketing Marketing Strategy, B2C Digital Marketing
Activities, Content Marketing Calendar and
98
Strategy, Digital Marketing Strategy for No. of
Different Industries. (Chapter 24) Topic
Sessions
Faculty can discuss other contemporary case as Search Engine Marketing (using 3
suggested by CDC before the start of the Google Adwords)
Semester. Search Engine Optimization 2
Suggested Schedule of Sessions Mobile Marketing 2
No. of Content Marketing 1
Topic
Sessions
Blogging 1
Introduction to Digital Marketing 1
Email Marketing 1
Website & Landing Pages 1
Web Analytics (Measuring the 2
SMM* – Facebook & Facebook 2 impact of Digital Marketing)
Advertising
Digital Marketing: What’s Next 1
SMM – Twitter & Twitter 1
Advertising Digital Marketing Strategy - I 2
SMM – YouTube & YouTube 1 (How to Craft the Digital
Advertising Marketing Strategy)
SMM – LinkedIn & LinkedIn 1 Digital Marketing Strategy - II 2

Advertising (Study of Digital Marketing
Strategies for Various Industries)
SMM - SlideShare / Presentation 1
Design Assignment: Develop Digital 2
Marketing Strategy Based on Live
SMM- Image focused / Mobile 1 Project
first social networks (Instagram &
Pinterest) Case Study Presentations by 3
Participants
SMM - Introduction to Social 2
Media Tools Total 33
* SMM (Social Media Marketing)
99
Sports Management

Objectives
Introduce the emergence of sports as a major industry which is increasingly requiring professional
management. Students are exposed to various interrelated topics covering the sport industry and rapidly
increasing dependence of other industries (e.g. VIVO – IPL) on the sports industry to further their
corporate and business objectives.
Students would have a changed perspective of Sports & Sports management, different from a restricted
thinking of it as an extra- curricular activity. They will view Sports as a main stream industry with
global implications.
Title of book Authors

Sport Management – Principles and Application Russell Hoye, Aaron CT Smith, Matthew
Nicholson and Bob Stewart
Strategic Sport Marketing David Shilbury, Han Westerbeek
Sport Consumer Behavior Daniel Funk
Sport and the Media Mathew Nicholson
Managing Sport Facilities and Major Events Eric Schwartz
International Cases in the Business of Sport Simon Chadwick, Dave Arthur
Detailed Syllabus of Olympics; Marketing, branding, sponsorships

in international context-building successful
Introduction to Sports Management
global brands; New media & global sports
Definition: Transition to major industry &
Sports Facility Management and Operations
drivers thereof; Importance of sports; Far
reaching influence; Global sports industry; Definitions & explanations; Key areas in Sports
Composition of sport industry; Funds activity in Facilities Management, Planning & design of
sport industry; Trends, Functional areas of sports facilities; Criticality of proper design;
management applied in Sports Management Design considerations; Safety features in stadium
design; Sports facility operations management,
International Sports Business
Sports facilities marketing, Risk & security
Introduction to international sports business; management
Effect of globalization on sport industry, Modes
Event Management
of participation in international sports business;
History of sports; Impact of media in Stages in Sports Event management; Agreements
international sports; Combined effect of ESPN with sports facilities owners, Event planning,
+HDTV+WWW; Olympics, principles of venue selection and financing; Event marketing;
Olympism; Olympic charter, IOC & the business Sponsorships; Key phases in organizing events;
100
Event management toolkits; Legal issues; People sold; Brand building through sponsorships;
management Ambush marketing; Sports agreements; Why
sponsorships fail; Activation of Sponsorships
Sport & The Media
Sport Merchandising
Sports – Media Nexus; Levels of Sport; Mediated
Sport; Drivers of Sports-Media nexus; Local to Objectives of merchandising; Business value of
global media; Media industry & key players; branded team merchandise; Licensing;
Broadcast rights & revenue model; Sport Trademarks & their function/ protection; Key
sponsorship & media; Sport Media regulations; issues in licensing agreements
Sport Media Planning; Sport & social Media
Athlete Management
Broadcasting
Why needed; Evolution of athlete management
Overview of Sport Broadcasting; Development industry; What do agents mean to athletes,
of Sports Broadcasting; Sport, Media & the services covered; Ecosystem of a sports
Consumer; Broadcasting – costs & revenues; celebrity; Endorsement contracts; Qualities
Working principle of satellite TV; Inside the required in a sports agent
Event Venue; Media Broadcasting center &
Sport Governance
International Broadcasting Centre
Why does government involve in sports; What
Introduction to Sport Marketing
does sport deliver; Regulation & control by the
Marketing of and through Sports; Sports Market state; Governance models; 7 principles of good
composition; Differentiation, Branding, governance; Indian model of Sports Governance;
Positioning; Product innovation & augmentation; Australian & Chinese Models; Autonomous
Fan Psychology; Sports Marketing Mix; bodies & the government; Lodha committee
Marketing Strategies – Nike, Adidas, Red bull; reforms
Brand endorsement, Athlete attributes; Sports
Integrity & Ethics: Definition of Sports
celebrity transgression models & its effect on
Integrity; Why ethics & Integrity have come into
athletes & sponsors
focus; Match fixing – illegal betting – doping;
Athlete Endorsement World Anti-Doping Agency – aims, objectives,
enforcement & monitoring methods; Major
Definitions; Consumer behavior in context of
scandals
sports sponsorship; McCracken transfer model;
Importance of brand fit; Selection of celebrity; Sport Analytics
Factors affecting endorsement effectiveness;
Role of analytics in a sports organization; CRM
Athlete scandals & associated risks
and fan engagement analytics; Digital marketing
Sport Marketing Sponsorships analytics; Data Visualization
Types & Importance of sponsorships; Basic
terms in sponsorship; Sponsorship benefits to be
101
International Finance & Trade

Course Code : SL FI 602 Semester : III / IV
Objective
This course exposes students to global financial markets, instruments and various strategies of hedging.
The quantitative tools covered in this course make students competent to understand the transactions
of a dealing room and help in grooming their negotiating skills in the international markets. The course
also gives emphasis on international economics, international trade, financing foreign trade and various
intricacies connected therewith.

International Finance & Trade ICFAI
International Financial Management Apte, P G. ICFAI
International Financial Management Shapiro, Alan C. Prentice-Hall, India
International Finance, 5th e Levi, Maurice D. Routledge - 2009
Multinational Finance, 5th e Buckley, Adrian. Financial Times Management
- 2003
International Money and Finance, 7th e Melvin, Michael. Addison Wesley - 2003
International Business Finance Vihang R Erremza, Devi Singh &T. Srinivasan
- Global Business Press
International Finance – Theory & Practice Avadhani, V A. Himalaya Publishing House -
2000
International Financial Management Charley N Henning, Willan Pigott, Robert
Haney Scott - McGraw-Hill
International Financial Institutions A F P Bakker – Longman
Detailed Syllabus International Monetary System and Financial

Markets - An Overview: Balance of Payments -
Financial Management in a Global
International Monetary System - An Overview of
Perspective: Increasing Interdependence in the
International Financial Markets - Exchange Rate
Global Economy - Trends in International Trade
Determination and Forecasting.
and Cross Border Financial Flows - India in the
Global Economy - Recent Developments in International Trade Theories: Theory of
Global Financial Markets - Liberalization - Absolute Advantage - Theory of Comparative
Integration and Innovation - Challenges of Advantage - Heckscher-Ohlin Model - Imitation-
International Financial Management - Gains Gap Theory - International Product Life Cycle
from International Trade and Investment. Theory.
102
Trading Blocks: Formation of Trading Blocks - Strategies : Leads - Lags - Netting - Offsetting -
Conditions for Success - OPEC - Its objectives - External Hedging : Forwards - Money Market
Functions - European Community (EC) - Hedge - Hedging Contingent Exposures an
Functioning of EC - India and EC - The North Exposures with Uncertain Timing.
America Free Trade Agreement (NAFTA) - Its
Operating Exposure: Operating Exposure -
objectives - UNCTAD- Its functions.
Purchasing Power Parity and Real Exchange
GATT: Trade Negotiations under GATT - Rates - Determinants of Operating Exposure -
Uruguay Round - Important Aspects of Market Operating Exposure for Exporters and Importers
Access in the Uruguay Round - Subsequent - Assessing and Coping with Operating
WTO Developments. Exposure.
WTO: History - Functions - Structure - WTO Short Term Financial Management in a
Agreements - Trade Related Aspects of Multinational Context: Short Term Funding &
Intellectual Property Rights (TRIPS) - Trade Investment - Centralized vs. Decentralized Cash
Related Aspects of Investment Measures Management - Netting - Pooling - Exposure
(TRIMS) - General Agreement on Trade in Management - Offshore Invoicing Centers.
Services (GATS).
International Equity Investment: Comparing
The Foreign Exchange Market: Structure and Domestic Versus Foreign Equity Investment -
the Participants - Types of Transactions - Gains from Cross-border Diversification -
Mechanics of Currency Dealing - Exchange Rate International CAPM - The Depository Receipts
Quotations - Arbitrage - Forward Rates - Mechanism.
Evolution of Exchange Control and the Foreign
Long Term Borrowing in International
Exchange Market in India - Exchange Rate
Capital Markets: The Costs and Risks of
Computations.
Foreign Currency Borrowing - Syndicated Loans
The Links between the Forex Market and the - Bond Issues - MTNs - NIFS and Related
Money Market: Covered Interest Arbitrage - Instruments - Project Finance - Country Risk
Covered Interest Parity Theorem - Swap Margins Assessment.
and Interest Rate Differentials - Option Forwards
International Project Appraisal: The
- Cancellation of Forward Contracts - Forward-
Difficulties in Appraising a Foreign Project -
forward Swaps - Short Dated and Broken Date
Issues in Cost of Capital - The Adjusted Present
Contracts.
Value Approach - The APV Approach for a
Nature and Measurement of Exposure and Foreign Project - Choice of Discount Rates.
Risk: Macroeconomic Risks and Corporate
International Accounting & Taxation:
Performance - Defining Foreign Exchange
Accounting for Forex Transactions &
Exposure - Measuring Foreign Exchange
Derivatives - Transfer Pricing - Consolidation of
Exposure - Conceptual Approach - Classification
MNC’s Accounts – International Taxation.
of Foreign Exchange Exposure - Transactions
Exposure - Translation Exposure - Operating EXIM Policy: Historical Perspective-Objectives
Exposure - Exposure and Risk, Risk as - Highlights of the Current Policy - Imports -
Variability of Cash Flows. Classification-Import Licences -Exports - Export
Promotion Capital Goods Scheme (EPCG) -
Managing Transactions Exposure: The
Other Guidelines.
Hedging Decision - Automatic vs Discretionary
Hedging - Cost of Forward Hedge - Choice of Letters of Credit: Types of L/C’s - Mechanics
Currency of Invoicing - Internal Hedging of an L/C - Import Letters of Credit -
103
Requirements for Opening an Import Letter of Suggested Schedule of Sessions
Credit - Operational Features of an Import L/C -
Documentation Formalities - Bill of Lading - No. of
Topic
Scrutiny of Documents Required Under an Sessions
Import L/C - Other Relevant Guidelines - Role of Financial Management in a Global 1
Customs/C&F Agents - Reporting System. Perspective
Uniform Customs and Practice for International Monetary System and 2
Documentary Credits 1993 Revision - Rules: Financial Markets - An Overview
Introduction to International Chamber of International Trade Theories 2
Commerce - Introduction to UCPDC -
Description of Articles - Applications of Articles. Trading Blocks 1
GATT and WTO 2
ICC Uniform Rules for Collection: Collection
Rules - Role of Drawer - Collecting Banker - The Foreign Exchange Market 4
Paying Banker. The Links between the Forex
Market and the Money Market
Export Finance and Exchange Regulations:
Incentives Available to Exporters - Preshipment Nature and Measurement of 2
Finance - Post Shipment Finance - Rediscounting Exposure and Risk
of Export Bills Abroad - Preshipment Credit in Managing Transactions Exposure 2
Foreign Currency (PCFC) - Other Exchange
Control Regulations - Declaration Forms - Operating Exposure 1
GR/PP Procedure - Export Letters of Credit - Short Term Financial Management 2
Documents to be Presented under an Export in a Multinational Context
Letter of Credit - Guidelines for Scrutiny of
International Equity Investment 2
Documents Presented under Letter of Credit -
Reporting System - Role of ECGC and its Long Term Borrowing in 1
Functions. International Capital Markets
Import Regulations: Classification - Imports International Project Appraisal 3

under Foreign Credits/Loans - Postal imports - International Accounting & 1
Other Exchange Control Regulations - Merchant Taxation
Trade - FEMA- Forward Exchange Contracts for EXIM Policy 2
Imports.
Letters of Credit 2
Uniform Customs and Practice for 1
Cases Documentary Credits 1993
Revision-Rules, ICC Uniform
• Gazprom – Naftogaz Ukrainy Dispute:
Rules for collection
Business or Politics?
• Mercosur – Changing Course? Export Finance and Exchange 1
Regulations, Imports and
• The Falling Dollar Exchange Regulations
• The Chinese Yuan: The Revaluation Import regulations and Current 1
Dilemma Developments
Source: Case Studies in Finance Volume III Total 33
104
Mergers & Acquisitions

Objective
The objective of this course is to help student in familiarizing with various aspects of mergers and
acquisitions, including their valuation.
REFERENCE BOOK PUBLICATION

Mergers & Acquisitions ICFAI
Mergers & Acquisitions Weston, Fred. McGraw Hill - 2001
The Complete Guide to Mergers and Galpin, Timothy J. / Herndon, Mark. Jossey-
Acquisitions: Process Tools to Support M&A Bass - 2007
Integration at Every Level, 2nd e
Five Frogs on A Log: A CEO's Field Guide to Feldman, Mark L / Spratt, Michael Frederick.
Accelerating the Transition in Mergers, New York: Harper Business - 1999
Acquisitions, and Gut Wrenching Change, 1st e
Harvard business review on mergers and Boston: Harvard Business School Press - 2001
acquisitions
Barbarians at The Gate: The Fall of RJR Burrough, Bryan / Helyar, John.
Nabisco, 1st e New York: Harper & Row; 1990. xvi, 528 p.,
32 p of plates ISBN: 0060161728. Collins
Business - 2008
Mergers-What Can Go Wrong and How to Gaughan, Patrick A. Wiley Finance - 2005
Prevent it, 1st e
Damodaran on Valuation, 2nd e Damodaran, Ashwath. John Wiley - 2006
M&A and Corporate Restructuring, 4th e Gaughan, Patrick A. Wiley - 2007
Detailed Syllabus Ownership Structures - Share Repurchases -

Exchange Offers - Leveraged Buy-out - Going
Mergers and Acquisitions - Overview:
Private - Issue Raised by Restructuring - History
Introduction - Forms of Corporate Restructuring
of Merger Movements.
- Expansion - Mergers and Acquisitions - Tender
Offers - Joint Ventures - Sell-Offs - Spin offs - Mergers and Acquisitions: Economic Rationale
Split offs - Split ups - Divestitures - Equity for Major Types of Mergers - Horizontal Mergers
Carve-outs - Corporate Control - Premium Buy- - Vertical Mergers - Conglomerate Mergers -
backs - Standstill Agreements - Anti-Takeover Concentric Mergers - Framework for Analysis of
Amendments - Proxy Contests - Changes in Mergers - Organization Learning and
105
Organization Capital The Role of Industry Life Divestitures - Financial Effects of Divestitures -
Cycle - Product Life Cycle and Merger Types. Analysis of Divestitures Motives for Divestitures
- Case Illustrations of Spin-offs and Divestitures
Principles of Valuation: Capital Budgeting
- Voluntary Liquidations and Takeover Bust-ups.
Definition and Measurement of Cash Flows -
Capital Budgeting Basis for Firm Valuation - Joint Ventures: Joint Ventures in Business
Definitions for Valuation Analysis - Application Strategy - Joint Ventures and Complex Learning
of Capital Budgeting Basis to Four Period Case - - Tax Aspects of Joint Ventures - International
Free Cash Flow Basis for Valuation - The No- Joint Ventures - Rationale for Joint Ventures -
Growth Case - Constant Growth - Supernormal Reasons for Failure - Joint Ventures and Anti-
Growth followed by No Growth - Supernormal trust Policy
Growth followed by Constant Growth - Dividend Divestment of Public Sector Undertakings
Growth Valuation Model - Comparisons of and Leveraged Buy-outs: General Economic
Valuation Models. and Financial Factors - Illustration of an LBO -
Increasing the Value of the Organization: Elements of a Typical LBO Operation -
Alternative Measures of Investment Rate - Total ESOPs and MLPs: Nature and History of
Capitalization- EBIT Measure - Operating Assets ESOPs - Types of Pension Plans Use of ESOPs
- NOI Measure - Calculation of the Cost of Master Limited Partnerships
Capital - Cost of Equity - Capital Asset Pricing
Model - Bond Yield Plus Equity Risk Premium - International Mergers and Acquisitions: The
Average Investor’s Realized Yield - Dividend Theory of the MNE - Reasons for International
Growth Model - Cost of Debt - Cost of Preferred Trade - Growth - Technology - External
Stock - The Marginal Cost of Capital. Advantages in Differential Products -
Government Policy - Exchange Rates - Political
Methods of Payment: Effects of Method of and Economic Stability - Differential Labor
Payment Information Effects - Signaling - The Costs, Productivity of Labor - To Follow Clients
Role of Junk Bonds - Post Merger Financial - Diversification - Resources Poor Domestic
Leverage. Economy.
Theories of Mergers: Efficiency Theories - Share Repurchase and Exchanges: The Nature
Differential Efficiency - Inefficient Management of Cash Share Repurchases - Cash Tender Offers
- Operating Synergy - Pure Diversification - to Repurchase The Theories Behind Share
Financial Synergy - Strategic Realignment to Repurchase Tax Aspects of Exchange Offers -
Changing Environments - Undervaluation - Empirical Evidence on Exchange Offers.
Information and Signaling - Agency Problems
Corporate Control Mechanisms: Internal and
and Managerialism - Takeovers as a Solution to
External Control Mechanisms - Inside versus
Agency Problems - Managerialism - Hubris
Outside Directors and CEO Turnover The Role
Hypothesis - The Free Cash Flow Hypothesis -
of Majority Shareholders Dual Class
Statement of the Hypothesis - Evidence on the
Recapitalization - Proxy Contests
FCFH - Market Power - Tax Considerations -
Carry-Over of Net Operating Losses and Tax Takeover Defenses: Anti-Takeover
Credits - Stepped-Up Asset Basis - Substitution Amendments - Types of Anti- Takeover
of Capital Gains for Ordinary Income - Other Amendment
Tax Considerations - Value Increases by Management Guides for Mergers and
Redistribution. Acquisitions: Diversification and Mergers in
Sell-Offs and Divestitures: Definition and Strategic Long Range Planning Framework -
Examples - Divestiture - Background on Merger Analysis in a Value Creation Process.
106
Regulatory framework: Company law, cross Suggested Schedule of Sessions
border, income tax and monopolies competition
commission. No. of
Topic
Sessions
Current Development
Mergers and Acquisitions - 1
Cases Overview
Faculty will be handling eight or more cases Mergers and Acquisitions 2
• Oracle's Acquisition of Peoplesoft
Principles of Valuation 2
• The Adidas - Reebok Merger
Increasing the Value of the 2
• eBay's Acquisition of Skype: Will the Organization
'Gamble' Work?
Methods of Payment 2
• HP-Compaq: A Failed Merger?
Theories of Mergers 3
• The Gucci - LVMH Battle
• The Polaris - Orbitech Merger Sell-Offs and Divestitures 3
• Valuing Sify's Acquisition of Indiaworld Joint Ventures 2
• Holcim's Acquisitions in 2005 Divestment of Public Sector 2

Undertakings and Leveraged Buy-
• The Morgan Stanley - Dean Witter Merger outs
• Disney's Acquisition of Pixar
ESOPs and MLPs 2
• News Corp in 2005: Consolidating The
DirecTV Acquisition International Mergers and 2
Acquisitions
• Tata Tetley: Managing the Tetley Acquisition
Share Repurchase and Exchanges 2
• AT&T in 2005: Merging With SBC
• RightNow Technologies (Harvard Business Corporate Control Mechanisms 2
School Case)
Takeover Defenses 2
• Jet Airways' Attempted Acquisition of Air
Sahara Management Guides for Mergers 2
and Acquisitions
Source: Case Studies on Mergers &
Acquisitions Volume II Takeover Models 1
Regulatory framework and Current 1

Development
Total 33
107
Security Analysis

Objective
This course aims at providing students with an understanding of economy-industry-company analysis
and various inter linkages that influence the securities market. It enables them to establish the valuable
linkage between modern theories of finance and the analytical techniques used by investors for valuing
securities.

Security Analysis ICFAI
Portfolio Management ICFAI
Security Analysis and Portfolio Management, Fischer, Donald E. / Jordan, Ronald J. Prentice-
6e Hall, India
Investment Analysis and Management, 6th e Sharpe et al. Prentice Hall India - 1998
Investment - Analysis and Management Clark, James Francis. McGraw Hill.
Fundamentals of Investment Hirt, Geoffrey A / Block, Stanley B.
Irwin/McGraw-Hill
Intelligent Stock Market Investing Yasaswy, N J. Vision Books Pvt. Ltd - 2008
Portfolio Management: Theory & Applications, Farrell, James L. Irwin/McGraw-Hill - 1996
2e
Essentials of Investments, 3e Bodie, Zvi et al. Irwin/McGraw-Hill
Damodaran on Valuation Damodaran, Ashwath. John Wiley
Detailed Syllabus Dematerialization of Shares-Listing of

Securities- Membership of Stock Exchange-
Investment Scenario – Concept of Investment – Trading and Settlement Procedure- Stock Market
Investment Objectives and Constraints- Security Indices- Regulation of Securities Markets.
and Non-security Forms of Investment
(including Investing in Life Insurance Schemes, Risk and Return - Total Risk and its Factors-
Small Saving Schemes and Bank Deposits, real Concept and Components of Total Risk- Security
assets and real estate investments). Returns: Measuring Historical and Ex Ante
(Expected) Returns- Systematic and
Sources of Financial Information - Sources of Unsystematic Risk- Quantifying Portfolio Risk
Economic Data- Sources of Market Data-Sources and Return- Benefits of Diversification-
of Company Data- Sources of International Characteristic Regression Line -Capital Assets
Economic Data. Pricing Model.
Securities Markets - Markets and their Valuation of Fixed Income Investments - The
Functions- Methods of Raising Capital-Book Strategic Role of Bonds- Bond Returns and
building Development of Stock Market in India- Prices- Systematic and Unsystematic Risk
108
involved in Fixed Income Securities- Present Futures - Definitions-Definition-Trading
Value Model and Bond Valuation- valuation of Mechanism - Difference between Futures and
Tax- Sheltered Investments- Hedging for Forwards.
Duration Shifts- Convexity- Bond Price
Mutual Funds - Objectives of Mutual Funds-
Volatility- term Structure of Interest Rates, Organization and Management of Mutual Funds-
Warrants – Convertible Securities- Valuation of Types of Mutual Funds-EFFs –Pros and Cons of
Convertible Bonds. Mutual Funds- Guidelines for Mutual Funds.
Valuation of Equity Shares - Discount Models Current Developments
–The Dividend Discount model, H Model,
Operating Cash Flow, Free Cash Flow Model, Cases
Beta for levered and un-levered firm Relative • Derivatives Trading in India
Valuation Techniques EPS, P/E, P/CR, P/BV and
P/S. Dividend Capitalization models- Earnings • MRPL And RPL – Analyzing Risks and
Capitalization Models- Other Models. Returns
• Cost of Equity
Economic Analysis - Economic Forecasting and
Stock Investment Decision-Forecasting • The Google IPO
Techniques. Source: Case Studies in Finance Volume III
Industry Analysis - The Economy and the Suggested Schedule of Sessions
Industry Analysis- Key Characteristics in an
Industry Analysis- Industry Life Cycle- No. of
Structural Analysis- Techniques for Evaluating Topic
Sessions
Relevant Industry Factors- Sources of Investment Scenario 2
Information for Industry Analysis.
Sources of Financial Information 1
Company Analysis - Sources of Information- Securities Markets 2
Analysis of Financial Statements- Impact of
Changes in Accounting Policies- Sizing up the Risk and Return 3
Present Situation & Prospects- Management Valuation of Fixed Income 4
Evaluation- Forecasting Earnings. Investments, Warrants and
Convertibles
Technical Analysis (should be delivered with
suitable software like Metastock) - Theory of Valuation of Equity Shares 3
Technical Analysis- Dow Theory- Bar Charts- Economic Analysis 2
Point and Figure Charts- Contrary Opinion Industry Analysis 3
Theories- Relative Strength Analysis, Moving
Average Analysis- MACD, Oscillator , Elliot Company Analysis 2
Wave theoryEvaluation of Technical Analysis. Comprehensive Case study for 2
EIC Analysis & Valuation of
Efficient Market Theory - Fundamental and Equity Share
Technical Analysis- Random Walk- Efficient
Market Hypothesis- Weak, Semi-Strong and Technical Analysis 4
Strong Forms of Efficiency- Empirical Test of Efficient Market Theory 2
EMH in the Indian Context. Options 1
Options - Definition, Rationale of Options- Put Futures 1
and Call Options- Determinants of Option Value Mutual Funds 1
-Valuation of Bonds with Put and Call Options.
Total 33
109
Strategic Financial Management

Objective
The objective of this course is to expose students to
1. Entire gamut of financial decision making situations
2. Strategic applications of core finance concepts.

Strategic Financial Management ICFAI
Financial Markets and Corporate Strategy, 2e Grinblatt, Mark / Titman, Sheridan. McGraw
Hill / Irwin - 2002
Principle of Corporate Finance, 5e Brealy, Richard A / Myers, Stewart C. Tata
McGraw Hill - 2008
Quantitative analysis of financial decisions Mao, J.C.T. Macmillan, New York
Corporate Finance- Theory and Practice Damodaran, Aswath. John Wiley and sons -
2004
Corporate Financial Management – Strategies Landermann, Earl. John Willey & Sons
for Maximising Shareholders Wealth
Financial Management & Decision Making Samuels et al. International Thomson Business
Press
Financial Management Theory &Practice, 6e Dr Chandra, Prasanna. Tata McGraw-Hill -
2004
Principles of Corporate Finance Levy, Haim. South Western College Publishing
- 1998
Strategic Risk Management Damodaran, Aswath. John Wiley and Sons
Detailed Syllabus Value Creation - Value drivers. Value Based

Management System (VBMS): Approaches to
Strategic Financial Management: An
Facilitate VBMS- Marakon Approach, Alcar
Overview: Financial and Non Financial
Approach, Mckinsey Approach. DCF Approach
Objectives of a Firm, Agency Theory, Conflicts
Managerial Implication of Shareholder’s Value
of Interest in a Firm, Long-term and Short-term
Creation – FCFE and FCFF model.
Financial Planning in a Company.
Shareholder’s Value Creation - MVA Approach
Corporate Valuation: Strategic Decision - EVA Approach- EVA Analysis of an Indian
Making Framework, Interface of Financial Corporate.
Policy and Strategic Management, Shareholder’s
110
Long Term Projects: Valuation of long term Financial Modelling & Simulation Techniques
infrastructure, capital intensive Projects – Real using Monte Carlo or Crystal Ball
options valuations. Risk Management techniques
– Use of Risk adjusted discounting rates.
Hedging Strategies Cases
Strategic Cost Management Systems: • Microsoft's Dividend Policy
Importance of Cost System, Strategic Cost
• A Case on Financial Ratio Analysis
Management: Value Chain Analysis,
Competition Cost Analysis, Activity-based • TISCO: The EVA Journey
Costing, Life Cycle Costing, Target Costing and • Unilever in India: Managing Working Capital
Strategic Control Systems
Source: Case Studies in Finance Volume IV
Dividend and Bonus Policy: Dividend Policy
Decisions - Pay-Out Ratio, Stability, Residual Suggested Schedule of Sessions
Payment, Linter’s Model - Corporate Dividend
Behavior, Legal Aspects, Procedural Aspects, No. of
Topic
Dividend Policies in Practice, Repurchase or Sessions
buyback of shares - Bonus Issues and Stock Strategic Financial Management:
Splits. 1
An Overview
Corporate Risk Management: Risk
Corporate Valuation 6
Management in Practice, Guidelines for Risk
Management, Evaluation of Hedging Strategies- Long Term Projects 3
Forward, Futures, Options.
Strategic Cost Management 3
Financial Planning and Forecasting Ratios Systems
System: Types of Financial Planning Models,
Development of Simulations Models, Improving Dividend and Bonus Policy 2
financial modeling, Conditions for the
Corporate risk management 3
Successful Use of Models, Growth with Internal
Equity, Higging’s sustainable growth model Financial Planning and 4
Quantitative Techniques for Working Capital Forecasting Ratios System
Management: Cash Management Models: Quantitative Techniques for 4
Baumol Model and Miller and Orr Model, Working Capital Management
Simulating a Cash Budget, Factoring services –
Evaluation/Cost Benefit Analysis. Financial Management in Public 2
Sector Undertakings
Financial Management in Public Sector
Undertakings: Role of Financial Advisor, Financial distress and restructuring 2
Financial Objectives, Capital Budgeting, Long-
term Financing, Working Capital Management, Financial Modelling & Simulation 2
Techniques
Miscellaneous Aspects.
Financial distress and Corporate Current Developments 1
restructuring: Revival of sick units and
Total 33
Turnaround Strategies.
111
Management of Financial Institutions

Objective
The objective of the course is to provide an overall view of the theory and practice of banking from a
manager’s perspective. The course is designed to assist students understand and appreciate the
conceptual, strategic, and risk management issues involved in managing financial intermediaries, and
understand the impact of interactions of business areas on financial performance
Management of Financial Institutions ICFAI
Bank Management, 6th e Koch, Timothy W / Macdonald, S Scott. South-

western College Pub. - 2005
Financial institutions Management: A risk Tata McGraw Hill - 2006

management approach, 5th e
Financial Institutions and Markets Kohn, Meir. Tata McGraw-Hill - 1996
Management of Banking and Financial services Paul, Justin / Suresh, Padmalatha. Pearson
Education - 2007
Management of Individual Financial Institutions Srivastava, R M. Himalaya Publishing House
Indian Financial System, 5th e Khan, M Y. Tata McGraw-Hill - 2008
Detailed Syllabus Inflation and Interest Rates, Inflation and

Exchange Rates, The Indian Financial System:
Financial Institutions and Economic
Introduction, The Pre 1951 Period, The Post
Development: Nature and Role of Financial
1951 period, The Indian Financial System: The
System: Financial System and Financial
Emerging Horizon]
Markets, Efficiency, Stability, Technology,
Government Intervention in the Financial Money, Prices, Exchange Rates and Interest
System. Rates: Monetary Expansion, Interest Rates and
Exchange Rates, Monetary Expansion and
Central Banking and Monetary Policy:
Prices, Real and Nominal Values, Inflation and
Central Banking Functions, Money Creation:
Interest Rates.
Process and control, Monetary Policy.[Will also
cover an overview of Money, Prices, Exchange The Indian Financial System: Introduction,
Rates, and Interest Rates: Monetary Expansion, The Pre 1951 period, The Post 1951 Period, The
Interest Rates and Exchange Rates, Monetary Indian Financial System: The Emerging Horizon.
Expansion and Prices, Real and Nominal Values,
112
Commercial Banks • The CRB Scam
Evolution of Modern Commercial Banks: • China’s Insurance Industry: The Road Less
Evolution of Bank Assets, Liabilities and Travelled
Activities, Banking Structure, Matching
Revenues and Costs of Commercial Banks, Source: Case Studies in Finance Volume IV
Recovery of Advances and Documentation.
Capital Adequacy, Accounting Policies and
related matters, Directed Investments and Credit No. of
Topic
Programs and Interest Rates, Methods and Sessions
Procedures in Banks, Regulation and Financial Institutions and 1
Supervision of the Financial Sector, Treasury and Economic Development
Risk Management in Banks, Marketing of Bank
Services, Relationship Banking and Innovations. Central Banking and Monetary 4
Policy
International Banking: Off-Shore Banking,
Multinational Banking, Banking Consolidation. Money, Prices, Exchange Rates 3
and Interest Rates
Finance Companies – The Evolution of Finance
Companies, The Present Status and the Micro The Indian Financial System 4
Finance and its importance in Rural Economy. Commercial Banks 4
Insurance Companies: Economics of
Evolution of Modern Commercial 3
Insurance, The Insurance Industry and its Banks
Regulation, LIC and GIC.
International Banking 3
Development Banks/Finance Institutions:
Concept, Role of DFIs, Sources of Funds, DFI in Finance Companies 3
India, Recent Trends
Insurance Companies 3
Current Developments: e-Banking
Development Banks/Finance 4
Cases Institutions
• The ITC Classic Story Current Developments 1
• Co-operative Bank Scams in India Total 33
113
Financial Risk Management

Objective
The course is designed to give students a working knowledge of derivative securities and their
applications in hedging. The emphasis is on exploring the properties of options, futures and swaps as
derivatives and on providing a framework for their valuation.
Financial Risk Management ICFAI
Risk Management & Insurance, 8th e Williams, C Arthur et al. McGraw Hill
Foreign Exchange, International Finance & Rajwade, A V. Academic of Business Studies

Risk Management
Introduction to Futures & Options Hull, John C. Prentice Hall
Options and Futures Dubufsky, David A. McGraw-Hill
Futures and Options Edwards, Franklin R / M, Cindy W. McGraw-

Hill
Financial Derivatives Redhed, Keith. Prentice Hall India
Winning in the Options Market Lyons, Alan S. S Chand & Co
Understanding Options Kolb, Robert W. John Wiley & Sons Inc
Detailed Syllabus Introduction to Derivatives: Historical

perspective, Exchanges the Mechanics of
Introduction to Risk Management: Elements
derivative markets, the role of clearinghouses,
of uncertainty, Sources of risk, Types of risk, market players and trading techniques.
Implications of various risks for firm and
Futures: The fundamentals of futures contract;
limitations of risk management.
Overview, Types of futures, Mechanics of future
Corporate Risk Management: Total risk and trading, Major characteristics, Exchange
Expected cash flows, Evolution of risk organization, Trading process, Price quotations,
management. Approaches to risk management, Hedging and Speculation with Commodity
futures, Interest rate futures, Currency futures
Risk Management process, Tools - Hedging,
and Stock Index futures. Optimal hedge ratio,
forwards, and futures, options and swaps and
Pricing of Index Futures Contracts, Stock Index
Hybrids; Risk management guidelines, and Risk Arbitrage, Applications of Index Futures and
management in practice. Beta Management.
114
Options: Overview, Generic options, factors • Credit Risk Management at JP Morgan Chase
affecting option prices, Types of options; Interest • Credit Risk Management at ABN AMRO
rate options, Currency options and Trading
strategies, Option pricing models, Options on Source: Case Studies in Finance Volume IV
futures contracts and Exotic options; Elementary
Inventory strategies, Complex Investment
Strategies, Covered Call Writing, Protective Put, No. of
Straddles and Strangles, Spreads, Evaluation of Topic
Sessions
Option Based Investment Strategies, Risk
Associated with Options, Options Sensitivities Introduction to Risk Management 1
Swaps: Evolution of swap market, Swap Corporate Risk Management 2

terminology and structures of standard coupon
Introduction to Derivatives 3
and currency swaps, Motivations underlying
swaps; Types of swaps, Mechanics of swap Introduction to Futures 2
transactions, Valuation and Application of
Pricing of Futures 2
swaps.
Credit Derivatives: Evolution, need for credit Hedging ,Speculation &Arbitrage 3
derivatives, Types- credit default based, Overview, Generic options, factors 3
repackaged notes, total return swaps, and risks affecting option prices, Types of
involved options; Interest rate options,
Weather Derivatives: Concept, Application in Currency options and Trading 2
real life and recent developments. strategies, Elementary Inventory
strategies, Complex Investment
Value at Risk: Concept and Applications, JP
Strategies
Morgan’s Risk Metrics Methodology for
measuring market Risk, Computing value at risk Covered Call Writing, Protective 2
for forex common shares/stocks/fixed income Put, Straddles and Strangles,
securities etc. - estimating value at risk in ALM. Spreads, Evaluation of Option
Based Investment Strategies, Risk
Current Developments Associated with Options,
A Note on Investment Strategies Involving Option Pricing 2
Options
Option Sensitivities 1
A Note on the Financial Evaluation of Projects
A Note on Financial Ratio Analysis Swaps 3
A Note on Interest Rate Futures Cases Credit derivatives 3
Cases Weather Derivatives 1
• Financial Risk Management at Toyota Value at Risk 1

• Financial Risk Management at UBS Current Development 2
• Financial Risk Management at ConAgra
Foods Total 33
115
Portfolio Management and Mutual Funds

Objective
The course aims at providing students with an understanding of portfolio construction and management
in the context of risk diversification. Further, the course aims at providing students with skills to make
intelligent decisions regarding the allocation of resources and the formation of optimal portfolios. It
also aims to highlight the role of mutual funds and their structure.

Portfolio Management Mutual Funds ICFAI
Security Analysis and Portfolio Management. Fischer, Donald E / Jordan, Ronald J. Prentice-
6th e Hall, India
Investment Analysis and Management, 6th e Sharpe et al. Prentice Hall India - 1998
Hirt, Geoffrey A / Block, Stanley.
Fundamentals of Investment
Irwin/McGraw-Hill
Intelligent Stock Market Investing Yasaswy, N J. Vision Books Pvt. Ltd - 2008
Portfolio Management: Theory &
Farrell, James L. Irwin/McGraw-Hill
Applications, 2nd e
Stock Exchange and Investments Raghunathan, V. Tata McGraw-Hill
Mastering Mutual Funds Kulshreshtha, C M. Vision Books Pvt. Ltd.
Essentials of Investments, 3 e
rd
Bodie, Zvi et al. Irwin/McGraw-Hill
Detailed Syllabus CAPM - Empirical Evidence of Capital Asset

Pricing Model - Arbitrage Pricing Theory.
Introduction to Portfolio Management: The
Investment Process - Definition of Investments - Portfolio Analysis: Diversification, Portfolio
Investment Categories. Defining Investment Risk and Return - Single-Index Model - The
Objectives - Risk and Investor Preferences - Sharpe Index Model - Portfolio Beta - Generating
Investment Constraints - Investment Goals and the Efficient Frontier.
Constraints for Institutional Investor. Portfolio Selection: Markowitz Risk-return
Asset Allocation: Process, types of asset Optimization, concept of utility, Sharpe
allocation, management style, different optimization model - Other portfolio selection
approaches to allocation decision, and overview models- Geometric Mean Model, Safety First
of allocation techniques. Model and Stochastic Dominance Model.
Capital Market Theory: The Capital Asset Portfolio Revision: Portfolio Rebalancing,
Pricing Model - Security Market Line - Portfolio Upgrading, Investment Timing,
Applications of the Security Market Line - Ex- Formula Plans: Constant Dollar Value Plan,
Post and Ex-ante SMLs - Non Standard Forms of Constant Ratio Plan, Variable Ratio Plan,
CAPM - Zero-Beta CAPM - Tax Adjusted Selection and Revision of Equity Portfolios.
116
Bond Portfolio Management Strategies: Current Developments: To cover trends in
Passive Strategy - Duration Shift and pension funds, private equity, hedge funds,
Immunization - Semi-Active Strategy - Active arbitrage funds etc.
Strategies.
Cases
Equity Portfolio Management Strategies:
Efficient Market Hypothesis - Passive vs Active • Derivatives Trading in India
Management Strategies - Types of Passive • A Note on Investment Strategies Involving
Portfolios: Index Funds - Customized Funds - Options
Factor/Style Funds - Styles of Active • A Note on Currency and Index Futures
Management - Active Management Strategies:
Top Down - Bottom-up - Combining Active and • Buyback of Shares and MNCs
Passive - Active/Core Portfolios - Active/ Source: Case Studies in Finance Volume IV
Completeness Fund Portfolios.
Managed Portfolios and Performance Suggested Schedule of Sessions
Measurement: Classification of Managed
Portfolios and Typical Examples - Advantages of No. of
Topic
Managed Portfolios - Management Performance Sessions
Evaluation - Methods for Calculating Rate of
Introduction to Portfolio 2
Return: Money Weighted Rate of Return - Time
Management & Asset Allocation
Weighted Rate of Return - Linked Internal Rate
of Return - Buying the Index Approach - Capital Market Theory 2
Components of Investment Performance -
Market Timing Issues in Risk Adjusted Portfolio Analysis 2
Performance Measures - Sharpe’s - Treynor’s -
Jensen’s performance Measure for Portfolios. Portfolio Selection 3
Investment Strategies Using Options: Portfolio Revision 2
Elementary Inventory Strategies - Complex
Investment Strategies: Covered Call Writing - Bond Portfolio Management 3
Protective Put - Straddles and Strangles – Spreads Strategies
- Evaluation of Option Based Investment
Equity Portfolio Management 3
Strategies - Risk Associated with Options.
Applications of Index Futures in Portfolio Managed Portfolios and 3
Management: Pricing of Index Futures Performance Measurement
Contracts - Stock Index Arbitrage -Applications
of Index Futures - Beta Management. Investment Strategies Using 3
Options
Portfolio Management Schemes: Types of
Portfolio Management Schemes - Features of Applications of Index Futures in 2
Portfolio Management Schemes - SEBI Portfolio Management
Guidelines on Portfolio Management.
Portfolio Management Schemes 2
Mutual Funds: The Evolution of Mutual Funds
- Regulation of Mutual Funds - Organization Mutual Funds 2
Structure - Mutual Funds in India - Authority for
Decision Making. Design and Marketing of Mutual 2
Fund Schemes
Design and Marketing of Mutual Fund
Schemes: Performance Evaluation - Analysis Current Developments 2
and Tax Treatment of Mutual Fund Schemes.
Total 33
117
Project Appraisal and Finance

Objective
The objective of the course is to inculcate in the students the expertise required for formulating project
ideas and projecting cash flows as well as evaluation of project proposals prepared by others.
Project Management ICFAI
Project Financing: asset based financial Finnerty, John D. John Wiley & sons Inc - 2007
engineering, 2nd e
PROJECTS: Planning, Analysis, Financing, Chandra, Prasanna. Tata Mc-Graw Hill Pvt. Ltd
Implementation, and Review, 6th e - 2006
Project Financing Nevitt, Peter K / Fabozzi, Frank J. Euromoney

Books
Modern Project Finance: A Casebook Esty, Benjamin. John Wiley & Sons, Inc. - 2003
Strategic Project Management , 1st e Grundy, Tony B. PA (I) Pvt. Ltd. 2003
Detailed Syllabus Data and Secondary Data, Projection of Demand

using Qualitative Models.
An Overview of Project Finance: Introduction
to project finance and overview of the project Technical Analysis: Selection of Appropriate
finance market, project life cycle and its impact Technology, Acquisition of Technology, Process
on the feasibility of Procurement of Materials, Choice of a Good
Location for the Project, Design of the Layout of
A study of World Bank Project Reports the Facilities at the Project Site.
Project Initiation and Resource Allocation:
The Importance of a Proper Allocation of Financial projections: The Cost of the Project,
Resources, Process of Resource Allocation at the The Means of Finance, Estimation of Working
Corporate Level, Process of Resource Allocation Capital, Profitability Estimations, Balance Sheet
Projections, Projections of Sources and Uses of
at the Business Unit Level, Generation of Project
Funds.
Ideas and Creativity.
Environmental Appraisal of Projects:
Market and Demand Analysis: Identification
Meaning of Environment and Pollution,
of the Target market, choice of the Market Pollution Created by Different Industries,
Strategy, Projection of Demand using Primary Methods of Preventing Pollution, Environmental
118
Regulations in India, Environmental Impact Detailed Project Reports: Preparation of
Assessment for Projects. Detailed Project Report, Making Financial
Projections.
Social Cost Benefit Analysis: The Rationale for
SCBA, Different Approaches to SCBA, Cases
methodology of SCBA followed by Financial
Faculty will identify appropriate cases
Institutions, Public Sector Investment in India.
Structuring Projects: How project structures Suggested Schedule of Sessions
create value, Application of Portfolio Theories to No. of
Capital Budgeting. Topic
Sessions
Valuing Projects: Appraising a Project by An Overview of Project Finance 2
Discounting and Non-Discounting Criteria,
A study of World Bank Project
Appraising Projects with Special Features, FCF Reports Project Initiation and 2
Approach, ERR Approach, Real Options – Issues Resource Allocation
in valuing long term projects,
Market And Demand Analysis 2
Project Negotiation
Technical Analysis 2
Managing Project Risks: How risk Financial projections 2
management creates value in project finance
Environmental Appraisal of Projects 1
Financing Projects: Syndication, Islamic
Social Cost Benefit Analysis 2
Finance, Leverage Leases, Various debt
instruments and innovative Structures, Equator Structuring Projects 3
principles, securitizing project loans Valuing Projects 3
Risk Analysis in Capital Investment Project Negotiation 1
Decisions: What is Risk, Types of Risk, Managing Project Risks 2
Measurement of Risk, Method of Incorporating
Risk into Capital Budgeting. Financing Projects 3
Risk Analysis in Capital Investment
Multiple Projects and Constrains: Conflicts in 3
Decisions
Ranking of Projects by Different Criteria,
Resolution of the Conflict in Ranking, Multiple Projects and Constraints 2
Techniques for Selection of more than One Detailed Project Reports 3
Project from a Group.
Total 33
119
Financial Statement Analysis

Course Code : SL FI 611 Semester : III IV
Objective
To enable students to understand, analyze and interpret the financial statements of all types of business
entity.

Financial Statement Analysis ICFAI
Modern Accountancy Mukherjee, A / Hanif, M
Financial Reporting Analysis, 11 e Gibson, Charles H. South-Western College Pub
- 2008
International Accounting: A User Perspective Saudagaran, Shahrokh M. CCH, Inc. - 2009
Comparative International Accounting, 8 e th
Noses, Christopher / Parber, Robert. Prentice
Hall - 2004
Fundamentals of Financial Management, 11th e Brigham, Eugene F. / Houston, Joel F. South-
Western College Pub - 2006
Financial Statement Analysis & Security Penman, Stephen H. McGraw-Hill - 2006
Valuation
Detailed Syllabus as per companies act, revenue recognition, and

profit and loss appropriation account. Notes on
Understanding Financial Statement: Nature accounts and additional information to investors.
and objectives of Financial Statements, Uses of
Financial Statements, form and content of Window Dressing: Problems in Financial
Financial Statements, users of Financial Statements, Window Dressing, Understanding
Statements how income statement is manipulated and
reworking profits, ethical issues in financial
Financial Reporting and Regulations: reporting, recent scandals in financial reporting.
Introduction to USGAAP, Introduction to
International Accounting Standards, Indian Analyzing Multinational Companies:
Accounting Standards, Applicability of Various Currency translations, methods of translating
Standards, Comparison and Harmonization financial statements of a foreign entity, income
smoothing, methods of profit manipulation,
The Annual Report: Content of the annual international taxation.
report, quality of financial reporting, reporting
regulation in India for different types of entities, Auditing and Corporate Governance:
Directors report and auditors report American model of corporate governance,
German model of corporate governance,
Financial Statements: The balance sheet – as Japanese model of corporate governance,
per companies act 1956, fixed assets, methods of Corporate governance in India, Audit committee,
depreciation, investments, current assets, loans corporate governance failure at Enron, Issues in
and advances, methods of inventory valuation, internal audit, Sarbanes Oxley Act.
liabilities. The income statement – requirements
120
Introduction to Financial Statement Analysis: Topic of coverage Problem Solving
Sources of information, tools and techniques of Business Problems on
financial statement, economy – industry – Combinations and consolidations and
company analysis, overview of ratio analysis consolidations accounting for
Analysis of financial statements of different investments in associates
types of entities: Analyzing financial statements and financial reporting
of Manufacturing companies, non-profit of interest in joint
organizations, trading companies, Utilities ventures
companies, software companies, hotels, hospitals
and biotech companies. Cases
Analysis of Financial Statements of Banking • Standard Chartered Bank: Accounting
Companies: Preparation of bank financial Policies
statements, assets and liabilities of a bank,
• Microsoft Accounting Policies
revenues and expenses of a bank, analysis of
banks performance. • Wipro’s Accounting Policies
Analysis of financial statements of insurance • Infosys Accounting Policies
companies: Need for performance
measurement, principles of performance • Maruthi Udyog’s Accounting Policies
measures, aligning measures throughout the • BNP Consolidated Accounting
organization, types of performance measures,
operational performance measures, overcoming Suggested Schedule of Sessions
implementation obstacles and challenges,
performance measures and rewards No. of
Topic
Sessions
Business Combinations and consolidation:
Meaning and definition of important terms, types Understanding Financial
2
of business combinations, consolidated financial Statements
statements, inter - company transactions and Financial Reporting & Regulations 3
profit confirmations, minority interest, changes The Annual Report 2
in minority interest, consolidated net income and
consolidated retained earnings, changes in Financial Statement 3
ownership, push-down accounting, accounting Window Dressing 2
for investments in associates, financial reporting Analyzing Multinational
of interests in Joint Ventures 3
Companies
Auditing & Corporate Governance 2
Problem Solving Introduction to Financial
3
Topic of coverage Problem Solving Statement Analysis
Analyzing Problems on translations Analysis of Financial Statements
3
Multinational and treatment of of different types of entities
Companies exchange differences Analysis of Financial Statements
3
Analysis of financial Problems on analyzing of Banking Companies
statements of financial statements of Analysis of Financial Statements
different types of different types of entities 3
of Insurance Companies
entities
Business Combinations and
Analysis of financial Problems on specific 4
Consolidations
statement of Banking ratios relevant for banks
Companies Total 33
121
Financial Services

Objective
The course introduces students to the various financial services, like leasing, hire purchase, factoring,
housing finance etc.

Investment Banking & Financial Services ICFAI
A Manual of Merchant Banking Verma, J C. Bharat Law House
SEBI Guidelines Nabhi Publications
Capital Market Management Avadhani, V A. Himalaya Publishing House
Financial Institutions and market, 4th e Bhole, L M. Tata McGraw Hill - 2004
Primary Market & IPO ICFAI Publication
Economic Times Market Watch ICFAI Publication
Handbook of leasing, hire purchase and factoring Sriram, K. ICFAI Publication
How to do lease financing and hire purchase Nabhi Publications
business
Inside leasing Irani. McGraw Hill - 1995
Leasing comes of age : Indian scene Dr Joshi, Premlal. Amrita Prakashan
Equipment leasing partnerships Cudworth. Probus Professional Pub
The Financial Services Revolution Kirsch, Clifford E. McGraw Hill
Credit Rating Verma, J C. Bharat Publishing House - 1996
Detailed Syllabus Leasing - Concept and Classification - Types of

Leases - Advantages of Leasing - Disadvantages
Evolution of Financial services: Leasing, Hire
of Leasing - Evolution of Indian Leasing Industry
purchase services, consumer finance and
- Leasing and the Commercial Banking Sector -
instalment credit, portfolio management
Product Profile.
schemes, credit rating , plantation scheme.
Legal Aspects of leasing: Present Legislative
Introduction to equipment leasing:
Framework - Process of Lease Documentation -
Introduction - History and Development of
Contents of Lease Agreement.
122
Tax aspects of leasing: Income tax Aspects: Credit Cards: Concept - Billing and Payment -
Depreciation Allowance on Leased Assets - Settlement Procedure - Sharing of Commission -
Rental Income from Lease - Leasing Tax Defaults-Handling and Implications - Add-on
Planning. Facility - Corporate Credit Cards - Business
Cards - Debit Card - Uses of Credit Cards -
Lease Evaluation: The Lessee's Angle:
Member Establishments - Member Affiliates and
Financial Evaluation: Alternative Approaches
their Benefits - The Concept of Visa net.
for Lease Evaluation - Frame work for Lease
Evaluation - Concept and Application of Break Credit Rating: Concept of Credit Rating - Types
even Lease Rental - Lease vis-a-vis Buy - Lease of Credit Rating - Advantages and Disadvantages
Evaluation in practice - Evaluation of Lessor. of Credit Rating - Credit Rating Agencies & their
Methodology - Emerging Avenues of Rating
Lease Evaluation: The Lessor's angle: Break
Services - International Credit Rating practices
Even Rental for the Lessor - Negotiating Lease
Rentals - Concepts of Gross Yield and Add-on Regulatory Environment of financial services:
Yield - Lease Pricing Techniques - Assessment Review of Recommendations of Various
of Lease Related Risks: - Impact of Committees - Prudential Norms for Income
Tax/Regulatory Changes on Lease Evaluation - Recognition - Provisioning for Bad and Doubtful
The Appraisal Process - The Lease Approval Debts - Capital Adequacy and Concentration of
Process - Monitoring Receivables - Recovery Credit/Investments - RBI Guidelines for Finance
Mechanism. Companies - Directions and Rules on
Hire Purchase: Concept and Characteristics of Advertising - Fixed deposits and Credit Rating.
Hire Purchase - 'Mathematics of Hire Purchase: Mortgages and Mortgage financing:
Calculation of Effective Interest Rate - Legal Mortgages and Mortgage Instruments - Concept,
Aspects of Hire Purchase - Tax Implications of - Whole Loans – Mortgages - Graduated-
HP - Income Tax - Framework for Financial Payment Mortgages (GPMs) - Pledged-Account
Evaluation: The Hirer's Angle - The Finance Mortgages (PAMS) - Buy down Loans -
Company's Angle. Adjustable-Rate Mortgages (ARMs). Share
Consumer Finance: Role of Consumer Credit in Appreciation Mortgages (SAMs)
the Financial System - Features of Consumer Mortgages Pass-Through Securities – Mortgages
Credit Transactions - Mathematics of Consumer - Backed Bonds Collateralized Centralized
Credit, Legal – Framework - Consumer Credit Mortgage Obligations (CMOs)
Portfolio Management - Credit Evaluation -
Credit Screening Methods - Innovative Insurance: Introduction to life and non –life
Structuring of Consumer Credit Transactions, insurance
Factoring: Concept of Factoring - Forms of Introduction to mutual funds

Factoring - Factoring vis-à-vis Bills Discounting Current Developments
- Factoring vis-à-vis Credit Insurance - Factoring
vis-à-vis Forfaiting - Evaluation of a Factor - Cases
Legal Aspects of Factoring - Evaluation of Lehman Brothers: Managing a Global
Factoring - Factoring in India Current Investment Bank
Developments.
Source: Case Studies in Finance Volume III
Housing Finance: Housing Finance companies,
Refinance schemes for HfCs, Regulatory
guidelines for HFCs.
123
Topic
Sessions
No. of
Topic
Sessions Housing finance 2
Evolution of financial services 2 Credit Cards 2
Introduction to equipment leasing 1 Credit Rating 2
Legal Aspects of leasing 1 Regulatory Environment of

3
financial services
Tax aspects of leasing 1
Mortgages, and mortgage finance 2
Lease Evaluation 6 Insurance 2
Hire Purchase 3 Introduction to mutual funds 1
Consumer Finance 2 Current developments 1
Factoring 2 Total 33
124
Commodity Markets & Risk Management

Objective
To impart knowledge on Commodity Market and their uses to Business Management Students. course
has been revised taking into consideration the increasing importance of Commodity Market in India as
an investment avenue.

Commodities & Commodity Derivatives Helyette Geman
Commodity Markets: An Emerging Paradigm Amandio F.C. da Silva & Nirali Parikh
International Commodity Trading Clark
Precious Metal Trading Gotthelf
International Sugar Trading Hannah A
Real Options & Energy Management Ronn
Hot Commodities Rogers
Commodity Trading Advisors Gregorious
Charting Commodity Market Price Behavior Belveal
How To Make Profits In Commodities Gann
Detailed Syllabus market – Natural Gas market – Spot, Futures and

Options – Electricity Market – Technical
Commodity Spot Market: Importance and need Analysis of Energy Commodity
– Types of Commodity market – Structure
Categories of Commodity Markets Instruments & Investment Strategies
Agricultural Commodity Market: Overview – Commodity Swaps, Swaption, Swing
Grain Market – Soft Commodities – Livestock contracts and Real options: Swaps – Swaption
and Citrus fruits – Technical Analysis of – Swing Contracts – Real Options in Energy
Agricultural Commodity Commodities
Metal Market : Structure of Metal Market Weather and Commodity market: Weather
(London Metal Exchange) – Industrial Metal – Derivatives – Weather and Agriculture derivative
Precious Metal – Characteristics of Metal Prices – Weather and Crude Oil
– Metal Life Cycle and Convenience yield – Ways of investment in Commodities:
Technical Analysis of Metal Commodity Commodity, the new asset class – Inflation and
Energy Market: World Oil Market – Role of commodity prices – Diversification –
OPEC & Political factors influencing pricing – Commodity Indexes and funds (Exchange
Price setting of crude oil cargo – Refined product Traded Funds, Pension Funds).
125
Topic
Sessions
No. of
Topic
Sessions Agricultural Commodity Market 3
Commodity Spot Market 3
Metal market 2
Commodity Futures & Options 3
Market Energy market 3
Global and Indian Exchanges and 3 Commodity Swaps, Swaption, 4

Instruments Swing Contracts and Real options
Understanding Modeling in 3 Weather and Commodity market 2

Commodities
Commodity as a distinct assets 3
Option pricing and hedging in 4 Class
Commodities
Total 33
126
Marketing Financial Products

Objective
Marketing of financial products is a highly dynamic activity. In view of fast-paced changes taking place
in the Banking, Insurance and Financial services sectors, players in financial institutions and customers
as well need to be aware of issues relating to products and services. Contents of this course facilitate
the above objectives.
REFERENCE BOOKS: PUBLICATION / AUTHOR

Marketing of Financial Products ICFAI – ICMR Ref. No: MFP – 03 2K7 138
Marketing of Financial Services Gupta V.K. – Mohit Publications, New Delhi
Ennew, Christine, Trevor Watkins and Mike
Marketing of Financial Services
Wright – Butterworth – Heinemann Ltd. 1995
Marketing of Financial Services Pezzullo, Mary Ann – Macmillan India Ltd.,
Harrison, Tina – Harlow – Pearson Education
Financial Services Marketing
Ltd.
Avadhani V. K. – Himalaya Publishing House,
Marketing of Financial Services
2004
Sharma R. D. and Gurjeet Kaur – Anmol
Marketing Effectiveness in Banking
Publications, 2003
Marketing of Financial Services Arora, Sangeeta – Deep and Deep Publications
Detailed Curriculum The Role of Marketing Research - Market

Analysis - Information Needs for Decision
Marketing financial products – An Making - Market Segmentation - Need for
introduction - Financial Products in the Services Segmentation - Segmentation Approaches -
- Spectrum - Characteristics of Financial Segmentation Bases - Target Market Selection -
Products - The Business Environment of the Undifferentiated Marketing - Differentiated
BFSI Sector - Macro Environment - Micro Marketing - Concentrated Marketing -
Environment - Internal Environment - Marketing Positioning - Organizational Positioning in
Financial Products - Transformation in Financial Markets - The Customer Service
Marketing Practices Imperative - Need for Customer Service - Ways
Customer focus in marketing financial of Improving Customer Service - Dimensions of
products - Consumer Behavior - Factors Service Quality
Affecting Financial Services Buyer Behavior - Product management and customer
Consumer Behavior: A Situational Approach - relationship management – The Product
Marketing and Strategy - Marketing at the Concept and Product Management - Levels of a
Corporate Level - Marketing at Business Unit/ Product - Factors Influencing Product Strategies
SBU Level - Marketing at Functional/ Operating - Product Mix Strategies - Branding in Financial
Level
127
Products - Importance of CRM in Marketing Cross-selling - Need for Cross-selling - Issues in
Financial Products - Need for CRM in Marketing Cross-selling –
Financial Products - Benefits of CRM - CRM and
Credit cards - Branding - Branding Strategies -
Relationship Marketing - Two Types of
Relationship Marketing - Levels of Relationship Co-branding - Brand Measurement - Pricing -
Marketing - CRM and One-to-One Marketing Factors Influencing Pricing decisions - Pricing
Issues - Guidelines for Pricing Promotional Mix
CRM Concepts - Customer Knowledge - - Credit Card Advertising - Sales Promotion -
Customer Loyalty - Customer Switching - CRM Personal Selling - Public Relations - RBI
Implementation and Evaluation - Customer Regulations on Credit Card Promotions –
Knowledge Management - Role of Technology
Distribution - The Current Scenario - Credit Card
in CRM Implementation -Performance
Usage – Technology - Credit Cards for Corporate
Evaluation of a CRM Program - Future Outlook
Use - Fraudulent Practices - Privacy Issues and
for CRM Usage in India
Soft Targeting - CRM in Credit Card Marketing
Corporate banking - Customers and
Relationships in Corporate Banking - Corporate Non-life insurance - Product Range in Non-life
Customers - The Bank-Corporate Customer Insurance - Retail Products in Non-life Insurance
Relationship - Factors Influencing the Bank- - Corporate Products in Non-life Insurance –
Corporate Customer Relationship - The Product Planning and Development - New
Partnership-Relationship Lifecycle - Benefits of Product Development – Customization - Pricing
Partnership Relationship - The Product Mix - of Non-life Insurance Products - Life Insurance
Liability Products - Asset Products - New vs. Non-life Insurance - Factors Affecting the
Product Development & Innovation - New Pricing of Non-life Products - Pricing Objectives
Product Development - Other Innovations in - Promotional Mix – Advertising - Distribution -
Bank Marketing - Pricing - Pricing Factors - Designing a Distribution System - Distribution
Promotion - Personal Selling – Advertising - Channels - The Current Scenario - Joint Ventures
Public Relations - Sales Promotion - Distribution – Detariffing
-Bank Branches and Direct Sales Force - Internet
Banking and Phone Banking - The SME Segment Life Insurance - Introduction to Life Insurance -
- Factors Influencing Bank Lending to SMEs - Differences between Life and Non-Life
The Changing Scenario Insurance Products - Types of Life Insurance
Products - New Product Development and
Retail banking - Retail Banking in India - The
Paradigm Shift - Differences between Retail and Branding of Life Insurance Products - New
Corporate Banking - Factors Contributing to the Product Development (NPD) - Idea Screening to
Growth in Retail Banking - Competition to Retail Product Launch - Branding of Life Insurance
Banks - Types of Retail Banking Products - Products –
Liability Products - Asset Products - Credit/Debit Pricing of Life Insurance Products - Importance
Cards - Investment Products – New Product of Pricing - Pricing Approaches – Underwriting -
Development - Generic New Products - Banking Rating Methods - Promotional Mix in Life
to HNIs and NRIs - Pricing - Price Elasticity of
Insurance Marketing – Advertising - Sales
Demand - Pricing of Liability Products - Pricing
Promotion - Public Relations (PR) - Personal
of Asset Products - Covert and Overt Pricing -
Promotion - Advertising - Sales Promotion – Selling - Distribution Channels for Life
Branding - Personal Selling – Telemarketing - Insurance Products - Direct Sales Force -
Direct Mail and Direct-response Advertising - Network of Agents and Brokers - Branch
Public Relations Network - Cross-selling Life Insurance Products
Distribution - Branch Banking – ATM - The Small savings and retirement planning - Types
Internet - Phone and Mobile Banking – EFTPOS of Products - Savings Schemes - Retirement
- Direct Selling Agents (DSA) - Call Centers - Schemes - Pricing - Small Savings Schemes -
Distribution Network of Alliance Partners - Retirement Plans - Advertising, Sales Promotion,
128
and Public Relations - Media Strategy - Microfinance - SMEs: The New Focus of Banks
Advertisement Appeals for Retirement Solutions - Overseas Banking - Universal Banking -
- Sales Promotion - Public Relations – Electronic Fund Transfers & Clearing Services -
Distribution - Distribution of Small Savings M-Commerce - Code of Commitment from
Schemes - Distribution of Retirement Products - Banks - Trends in Insurance Marketing - Micro-
The Changing Scenario insurance - Film Insurance - Health Insurance -
Insurance for Women
Mutual funds - Evolution of Mutual Funds in
India - Organizational Set-up of a Mutual Fund The global scenario - Marketing Financial
Products in the United States - Bank Marketing
Types of Mutual Funds - Classification Based on in the US - Insurance Marketing in the US -
the Structure of the Mutual Fund - Classification Marketing of Pension Plans and Mutual Funds in
Based on the Investment Objectives - the US
Classification Based on Specific Purpose -
Innovation and New Fund Launches - Designing Marketing Financial Products in the United
a Mutual Fund Product - Systematic Investment Kingdom - Bank Marketing in the UK -
Plan (SIP) - Factors Influencing New Fund Insurance Marketing in the UK - Marketing of
Launch – Pricing - Terms in Pricing - New Fund Mutual Funds in the UK Marketing Financial
Pricing – Distribution - Types of Distribution Products in China - The Banking Sector in China
Channels - Cross-selling through Mutual - The Insurance Sector in China - Marketing of
Banking – Promotion – Advertising - Sales Mutual Funds in China
Promotion – Branding - Public Relations (PR).
Fee-based services - Importance of Fee-based
Services - Corporate Fee-based Services - Cash No. of
Topic
Management Services - Letter of Credit and Sessions
Bank Guarantee -Bill Discounting, Factoring, Marketing financial products – An
2
and Forfaiting - Foreign Exchange Services - introduction
Merchant Banking - Registrar, Underwriting, and Customer focus in marketing
2
Custodial Services – Leasing - Credit Rating - financial products
Retail Fee-based Services - Money Transfer and Product management and customer
Payment Services - Wealth Management and 3
relationship management
Online Trading - Other Value Added Services
Corporate banking 3
Pricing - Factors Influencing Pricing - Pricing of Retail banking 3
Different Fee-based Services - Distribution and Credit cards 3
Promotion - Distribution of Fee-based Services -
Non-life insurance 2
Promotion of Fee-based Services - People –
Process. Life Insurance 3
Small savings and retirement
Trends in banking and insurance marketing - 2
planning
Technology and Marketing - Kiosks as
Marketing Tools - Stored Value Cards - Digital Mutual funds 2
Security - Business Intelligence - Enterprise- Fee-based services 3
wide IT Solutions Trends in banking and insurance
3
marketing
Trends in Bank Marketing – Bancassurance -
Mutual Banking - Rural Banking and The global scenario 2
Technology Inclusion - Financial Inclusion – Total 33
129
FinTech
Class of : 2023 Academic Year : Second

Course Code : SLFI 620 Semester : III / IV
Learning Objective
After completing the course the student will be able to
• Understand major areas in FinTech, including Money and Payment, Digital Finance and
Alternative Finance
• Discuss how new technologies impact economies, markets, companies and individuals
• Analyze major technological trends, including Block-chain, Virtual currency, Big Data and AI
• Understand FinTech regulations, regulatory bodies, RegTech and how they are applied
• Discuss importance of Data and Security in Data-driven finance
• Analyzeand evaluate the factors behind technological innovation in finance

FinTech Gerardus Blokdyk
FinTech: The Impact and Influence of Financial Richard Hayen
Technology on Banking and the Finance
Inclusive Fintech: Blockchain, Cryptocurrency David KuoChuen Lee, Linda Low;World
and ICO Scientific
Advances in Financial Machine Learning Marcos Lopez de Prado, Wiley Publication
Breaking Digital Gridlock, + Website: John Best, Wiley Publication
Improving Your Bank’s Digital Future by
Making Technology Changes Now
Bank 4.0, Banking Everywhere, Never at a Bank Brett King, Wiley Publication
Financial Inclusion At the bottom of the Pyramid Caron Realini& Karl Mehta, Wiley
Publication
Fintech in a Flash: Financial Technology made Agustin Rubini
Easy (2018 Edition) (English)
Fintech: Hacking, Blockchain, Big Data, Eliot P. Reznor
Cryptocurrency (Financial Technology, Smart
Contracts, Digital Banking, Internet Technology)
FinTech: The Technology Driving Disruption in Parag Y Arjunwadkar, CRC Press
the Financial Services Industry
130
Detailed Syllabus Redefining Credit Scoring, JIT Information and
Analysis for investors, transparent lending and
PART: A (Concepts) customer friendly way of debt recovery; Use of
Introduction to FinTech – What is FinTech, Block-chainto bring security and transparency
Why FinTech, The evolution of Banking, PART: B (Application)
Insurance and Wealth management Industry,
Gradual adoption and integration of innovative Working in FinTech companies
technology in existing financial system, Requirement Gathering – FinTech and
Structure and Disruption in Financial Services, managing projects, Criteria for project
tools of disruptions; FinTech players – managers, Full Project Management in Work
regulators, FinTech companies, industry Flow Design – Establishing project goal,
incumbents and clients; The Future of Data- documenting business requirements,
Driven Finance - The future of transactions and Requirement traceability matrix, work &
marketplaces resource breakdown structure, interaction with
FinTech Regulation –Role of regulators – RBI, stakeholders; Orchestrations
SEBI, TRAI & IRDA; RegTech; “Unified Improved Customer Experience - Application
Payment Interface with NPCI”; Role of UIDAI of Dashboarding and other tools for Data
and Depository services. Overview of visualization; Tableau as a tool for business
innovation labs and regulatory sandboxes, proposals; Agile methodology - creative and
IDRBT; Fintech enablement in regulating agile FinTech solutions
payments, lending, security/biometrics and
wealth management; regulating P2P lending Improved Customer Experience - Application
market; Pitfalls of FinTech: Risk of privacy of Dashboarding and other tools for Data
breaches and cyber threats, money laundering, visualization; Tableau as a tool for business
terrorist financing proposals; Agile methodology - creative and
agile FinTech solutions
Reshaping the Financial Services Industry–
FinTech in Banking Industry – P2P Payment Global FinTech trends
systems, Payment Banks; Digital Wallets;
FinTech in NBFCsegment: Consumer and SME
finance - eKYC, eSign, eNACH, India Stack, , No. of
fast and affordable credit to NTC (new-to- Topic
sessions
credit);FinTech in Wealth Management Industry
– Financial Advice, Automated Advice, Equity Introduction to FinTech 3
Research FinTech; FinTech in Insurance
FinTech Regulation 3
Industry – P2P Insurance, On-demand
insurance, Claim Management, Technology Reshaping the Financial 6
reshaping insurance industry, leading Services Industry
innovation in non-traditional
insurance.Alternative Finance: Microfinance, Data & TechFin 6
Crowd-funding and Crypto-currencies Requirement Gathering 6
Data &TechFin - Use of AI & Machine Improved Customer Experience 6
Learning in lending, mobile banking, Robo
advisors; Use of API - PSD2-AISP, PISP; Global Fintech trends 3
Distributed Ledger Technology (DLT); IOT - Total 33
Banking on wearables, connected cars, beacon
technologies, chatbot platforms, Banking at
home using API; Big Data, Analytics& AI –
131
Risk Management in Banks

Course Code : SL BK 601 Semester : III / IV
Objective
To understand the various types of risks in banking and to identify, measure and control risks.
To understand the Guidelines and directives of Regulator in risk control and management.
REFERENCE BOOKS PUBLICATION / AUTHOR

Risk Management in Banks ICFAI
Risk Management, 1st e Crouchy, Michel et al. McGraw-Hill - 2005
Risk Management in Banking, 2 e nd
Bessis, Joel. John Wiley and Sons - 2002
Financial Risk Management Edinburgh Business School
Risk Management Verma, S B. Deep & Deep Publications
Glantz, Morton. Published by Academic Press -
Managing Bank Risk
2002
Asset Liability Management Kumar, T Ravi. ICFAI Vision Series
Geuninig, Hennie Ban / Brdjouce, Sonja. The
Analyzing & Managing Banking Risk, 3rd e
World Bank - 2009
Risk management IIBF Mumbai taxman publications
Theory and practice of treasury and risk
IIBF. Taxman
management in
Banks Credit risk management. Bidni, S. K. / Mitra, P.K. Taxman
Risk Management in Indian Banks Dr. Bhattacharya. Himalaya Publishers
Detailed Syllabus Managing Credit Risk: Drivers of Credit Risk;

Credit Rating; Capital Adequacy Requirements;
Introduction to Risk Management: What risk
is all about; Basic Purpose of Risk Management BIS Risk-Based Capital Requirements Frame
in Banks; The process of Risk Management; Work; Traditional Measurement Approaches;
Different Types of Risks in Banks; Overview of Different Models of Credit Risk. Importance of
Enterprise-wide Risk Management in Banks. Credit Appraisal & Monitoring in managing
Asset-Liability Management in Banks: Need credit risk.
for macro- and Micro-level Asset-Liability Managing Market Risk in Banks: Risk and
Management; Role of Asset-Liability
Management Committee; The Asset-Liability Sources of Risk; Measuring Risk and Value-at-
Management process; Asset-Liability Risk (VaR); Approach to VaR; Types of Risk;
Management and its Purpose; Regulatory Indian Scenario. Impact of Market Risks on
prescription for Asset-Liability Management. Banks’ performance – Types of market risks.
132
Managing Liquidity Risk: Liquidity Risk and Enterprise-Wide Risk Management in Banks:
the Need for Managing it in the Long/short Run; The Necessity of ERM; The Process of ERM;
Fundamental Approach to Long Run Liquidity Measurement of ERM; Transfer Pricing; Cases
Risk Management; Technical Approach to short in ERM.
Run Liquidity Risk Management; Factors
The New Basel Accord- Implication for
Influencing Investment- Borrowing Decisions.
Banks: Basel II Frame Work- The Three Pillar
Importance of cash management in banks.
Architecture; Organizations Affected by Basel II;
Managing Interest Rate Risk: Types of Interest Impact of Basel II. On Capital Adequacy
rate risks; Gap Methodology; Duration Analysis. Regulatory Guidelines.
Managing Foreign Exchange Risk: Nature and
Cases
Magnitude of Exchange risk; Tools and
Techniques for Managing Forex Risk; Managing Faculty will identify appropriate cases
the currency risk; Futures, options and swaps;
Operational Risk Management: Operational
Risk and Its Evolution; Major Sources of No. of
Operational Risk; Measurement of Operational Topic
Sessions
Risk; Management of Operational Risk.
Introduction to Risk Management 3
Risk Management Frame work in Banks:
Enterprise –wide Risk Management in Banks; Asset Liability Management in
Elements of Risk Management Frame work; 3
Banks
Systematic Risk Management in Banks;
Different Measures of measuring Risks; Managing Credit Risk 3
Involvement of the management in the Risk
Management Frame work. Managing Market Risk 2
Risk Management Tools: Tools and Managing Liquidity Risk 2

Techniques for Managing Credit Risk, Forex
Managing Interest Rate Risk 2
Risk, Interest Rate Risk, Market Risk
Derivatives in Banks: Futures in Banks and Forex Risk 2
Different Types of Futures; Options in Banks and
Operational Risk 2
Different Types of Options; Swaps in Banks and
Different Types of swaps; Use of the Derivative Risk Management Frame work in
Products. Credit Derivatives; Mortgage 2
Banks
Guarantee Companies.
Risk Management Tools 2
Risk Management Strategies: Operational Risk
Management Strategies; Financial Risk Derivatives 3
Management Strategies; Systematic Risk
Management Strategies; Risk Limitation; IT Risk Management Strategies 3
Implementation Challenges. Outsourcing of
services by banks, risks in outstanding Enterprise Wide Risk Management 2
safeguards to be taken by banks, RBI directives The New Basel Accord 2
to banks.
Total 33
133
Treasury Management

Objective
The objective of the course is to help the student gain insight into the myriad functions of a treasurer
ranging from cash and liquidity management, reserves management, funds management to transfer
pricing, and risk management.

Treasury Management ICFAI
IBFS Study Material ICFAI
Analysis for Financial Management, 8 e th
Higgins, Robert C. McGraw-Hill/Irwin - 2005
Fundamentals of Financial Management, 11th e Van Horne, James C. Prentice Hall - 2001
Lasher , William R. Thomson – South –Western
Practical Financial Management, 4th e
- 2005
An Introduction to Fund & Investment
R Bhaskaran, BIRD Lucknow
Management in Banks
The Treasury’s Hand Book J P Morgan Fleming
2006 Foreign Exchange and Treasury
Euro Money Year Book
Management Handbook
Treasury & Risk Management IIBF & MacMillan
Financial Markets and Institutions & Risk Saunders, Anthony / Cornet, Marcia Millan. Tata
Management Approach, 3rd e Macraw Hill - 2005
Detailed Syllabus Market; Risks Involved and Pricing Decisions;

Role of Indian Credit Market.
Scope and Functions of Treasury
Management: What is a Treasury Management; Short Term Instruments: Introduction to
Structure and Organization of Treasury Money Markets.
Management; Role of CFO; Functions of a The money Market Instruments; Various
Controller; Functions of a Treasurer; Intermediaries and their Role; Influence of
Responsibilities of a Treasure. Monetary policy on Money Markets; Regulatory
Financial Systems and Financial Markets: Framework in the Indian Money Market; Recent
Functions of the Financial System; Constituents Developments in the Monetary and Credit
of the financial System; Need for Various Policy.
Financial Markets; Role of Financial Assets and Call Money: Features of Call Market;
Financial Intermediaries in the financial System. Developments in Indian Call Markets;
Credit Market: The role of credit Market in the Movements of Call Rates; Role of Reserve Bank
financial System; Credit Facilities in the credit of India; Call Markets in Other Countries.
134
Treasury Bills: Features of Treasury Bills; Valuation of Investment Portfolio – Models of
Types of Treasury Bills; Issuing procedure of Investment
Treasury Bills; Primary Market and settlement
Asset –Liability Management: ALM
Procedures; Features of Treasury Bills Abroad.
Information Systems; ALM Organization;
Certificate of Deposits (CDs): Feature of CDs; Liquidity Risk Management; Currency Risk
Purpose for which CD’s are Issued; The Issuing Management; Interest rate Risk (IRR)
Procedure; The Guidelines. Management.
Bill Financing: Concept and Features of Bills of Cases
Exchange; Types of Bills; Procedure of Bill
Financing; Foreign Bills; Discounting of Bills by • Allied Irish Banks: The Currency Derivatives
NBFC’s; Commercial Bill Financing. Fiasco
Repurchase Agreements (REPO’s): Nature • Sumitomo Corporation of Japan: The

and Purpose of Repo’s; Features of Repo’s; Commodity Derivatives Fiasco
Issuing procedure of Repo’s. Regulatory • The Fall of Barings Bank
Framework – Hands Experience
• Daiwa Bank: Lessons in Risk Management
Gilt-Edged Securities Market: Feature of
Government securities; Primary Market; Trends Source: Case Studies in Finance Volume IV
in the Government securities Market; Issuing
Procedures and Redemptions; Role of RBI. Suggested Schedule of Sessions
Financial Guarantees: Guarantee; Sources of No. of
Guarantees; Specialized Institutions offering Topic
Sessions
Guarantees such as DICGC and ECGC; Polices
Covered by DICGC and ECGC. Scope and Functions of Treasury 3
Management
Treasury Operations: Integrated Treasury;
Operations of Treasury; Dealing and Settlement Financial Systems, Markets and 4
Procedures. Forex markets & its products. Instruments, Regulation
Derivative Markets & Products. Framework
Internal Treasury Control: Structure and Financial Guarantees 3

Organization of Treasury; Accounting and Internal Treasury Control 3
control; Various Measures of Controls; Insight
into Information systems and Reporting Managing Customer & Investor 2
Standards; Measuring Treasury Performance. Relationships
Fund Management in Banks 3
Managing Customer and Investor
Relationships: Services rendered by Banks; The Investment Portfolio of Banks 3
Indian Banking Services; Investor Relations
Programs; Disseminating Information; planning Asset Liability Management 3
for contingencies; Dealing with Hostile Press. Treasury Operations 2
Funds Management in Banks: Cash and Forex Market & Products 2
Liquidity Management; Reserves Management;
Investment Portfolio Management; Transfer Derivatives & Products 2
Pricing; Asset and Liability Management. Dealing room operations 3
Investment Portfolio of Banks: Investment Total 33
portfolio of Banks; Investment Management;
Components of Bank’s Investment Policy;
135
International Banking

Objective
The course focuses on the concepts like international theories of trade, international monetary system,
balance of payments, international capital flows, and the foreign exchange markets, and risk
management where the role of banks in the international context is emphasized. The course also
emphasizes on the regulatory aspects governing the banks around the world.

International Banking ICFAI
Foreign Exchange Management ACTM
International Finance, 5th e Levi, Maurice D. Routledge - 2009
Multinational Financial Management, 9th e Shapiro, Alan C. Wiley - 2009
RBI/FEDAI Reports RBI/FEDAI
Detailed Syllabus International Monetary System: Exchange

Rate Systems, Fixed Exchange Rate System,
Introduction to International Banking: Brief Floating Exchange Rate System, Hybrid
History of International Banking – Reasons for
Mechanism – History of Monetary Systems, The
the Growth of International Banking –
Gold Standard, The Gold-Exchange Standard,
Characteristics and Dimensions of International
The Bretton Woods System, Post Bretton Woods
Banking – Recent Trends in International
System, European Monetary System.
Banking – Organizational Features of
International Banking – International Interbank Trade Blocks: World Trade Organization –
Business – International Private Banking. International Cartels – Organization for
Petroleum Exporting Countries (OPEC) –
International Banking – Regulatory
Framework: Regulation of International Bilateral and Multilateral Treaties – North
Banking – Regulation, Deregulation, Re- American Free Trade Agreement (NAFTA) –
regulation (International Monetary System) – United Nations Conference on Trade and
Regulatory Arbitrage: Birth of Offshore Banking Development (UNCTAD) – US-Russia Bilateral
– Basel Concordat – Capital Adequacy Ratios – Investment Treaty – Germany-India Bilateral
Loan Loss Provisioning – Assessment of Treaty – Trade, Aid and Development.
Country/Sovereign Risk – Country Risk Balance of Payments: Concept of Economic
Management. Transactions – Components of the Balance of
Theories of International Trade: Theory of Payments Account – Balance of Payments
Absolute Advantage – Theory of Comparative Compilation – Balance of Payments Account –
Advantage – Heckscher-Ohlin Model – The Indian Perspective – Importance of BoP
Imitation-Gap Theory – International Product Statistics.
Life Cycle Theory – Intra-Industry Trade.
136
The Foreign Exchange Market: The Structure Cases
of the Forex Market – Foreign Exchange – Types
Faculty will identify appropriate cases.
of Transactions – Settlement Dates – Quotes for
Various Kinds of Merchant Transactions – The Suggested Schedule of Sessions
Indian Scenario – Convertibility – Exchange
Control – The FEDAI Rules Regarding Inter No. of
bank Dealings – Forex Dealing Room Operations Topic
Sessions
– Trading Mechanism.
Exchange Rate Determination and Introduction to International 2
Forecasting: Purchasing-Power Parity (PPP) – Banking
Interest Rate Parity – Relationship between PPP
International Banking – Regulatory 2
and Interest Rate Parity.
Framework
Risk Management: Meaning of Risk –
Measurement of Risk – Management of Risk. Theories of International Trade 2
International Capital Flows: Capital Flows – International Monetary System 3

The East-Asian Crisis – Chile and Mexican
Crisis – Other Sources of Capital Flows in India Trade Blocks 3
– Capital Flight – International Liquidity.
Balance of Payments 3
Institutional Finance for Exports and Imports
in India: Incentives available to Exporters – The Foreign Exchange Market 3
Role of Customs and C & F Agents – Forfaiting
– Financing Imports – Sources of Forex Flows – Exchange Rate Determination and 3
Exim Bank – Exchange Control Regulations Forecasting
related to Merchant Transactions – Department
Risk Management 3
of Scientific and Industrial Research – Export
Credit Guarantee Corporation of India Limited. International Capital Flows 2
Documentary Credits: The Basics of Letter of
Credit – Types of Credit – Documents under a Institutional Finance for Exports 3
Letter of Credit – Incoterms. and Imports in India
Export Import Policy: Historical Perspective – Documentary Credits 2

Importance of Exim Policy – Current Exim
Policy (Annexure). Export Import Policy 2
Total 33
137
Credit Management

Objective
To understand the management of Credit portfolio in banks and provide adequate inputs to develop the
insight regarding the different phases of Credit management.
Credit Management ICFAI
Practical Banking Advances Bedi, H.L. / Hardikar, V.K. UBS Publishers
The Bank Credit Analysis Golin, Jonathan. John Wiley & Sons - 2001
Credit and Banking Nanda, K.C. Response
Credit Appraisal, Risk Analysis & Decision Mukherjee. Snow White Publications Pvt Ltd
making
Industrial Finance,3e Viswanathan, R. S Chand publishers
Detailed Syllabus Sectors – Credit Deployment Scenario, Post-

Financial Sector Reforms.
Overview: Lending Activity – Basic
Requirements for Lending. Prudential Norms: Capital Adequacy of Banks
– Prudential Norms – Capital Tiers.
Principles of Credit Management: Principles
of Lending – Evaluation of Borrower – The 6 Cs Types of Borrowers: Various Categories –
– Fair Practices Code. Need for Credit Policy – Features of a Company as a Borrower – Special
Components of Credit Policy Types of Customers.
Principles of Lending through State of Process of
Objectives of Credit Management: Credit
Credit Sanction methods of Credit appraisal.
Allocation – Credit Evaluation - Credit
Discipline – Credit Monitoring, CIBIL. Credit Evaluation: Term Loans: Sources of
Finance – Term Loans – Project Appraisal.
Credit Policy in Banks: Need for Credit Policy
– Components of Credit Policy – Credit Policy Credit Evaluation: Working Capital Finance:
Pursued by the Government – Credit Culture. Concept of Working Capital Fund Base Non
Fund Based facilities – Factors Determining
Regulatory Framework: Government Working Capital – Working Capital Cycle
Regulation of Banks – Institutional Structure – (Operating), Financing of Imports & Exports
Need for Statutory Reserves – Cash Reserve Preshipment, Post Shipment, UCDC600, URR,
Ratio (CRR) – Statutory Liquidity Ratio (SLR). URC
Credit Deployment: Role of Bank Credit – Documentation: Importance of Documentation,
Types of Credit – Bank Credit for Various Execution of Documents– Security of
138
Documentation – Renewal of Documents – Suggested Schedule of Sessions
Security Offered for Documents. Creation and
Registration of charges under Companies Act/ No. of
Topic
modification/satisfaction. Consequences of non Sessions
registration. Overview 2
Mortgages- types of mortgages and safeguards. Principles of Credit Management 2
Creation of mortgage, Legal opinion and Non Objectives of Credit Management 2
encumbrance certificate. Important legal
provisions of stamping, registration of Credit Policy in Banks 3
documents. Letter of guarantee. Rights and Regulatory Framework 3
obligations of guarantor- right of subrogation. Credit Deployment 2
Credit Monitoring: Physical Supervision – Prudential Norms 2
Financial Follow-up –Reports
Types of Borrowers 2
Follow up and Recovery Management: Credit Credit Evaluation: Term Loans 3
Audit – Loan Review Mechanism Credit
Migration Analysis, Identifying Problem Loans Credit Evaluation: Working Capital 3
– Loan Classification – Contingent Risk. Finance
Documentation 3
Nursing & Rehabilitation of Sick Unit CDR
Mechanism: Legal Frame Work of Recovery – Credit Monitoring 2
DRT securitizar Act, Lok Adalat, RBI Guideline Follow up and Recovery 2
for OTS. Management
Nursing & Rehabilitation of Sick 2
Cases Unit CDR Mechanism
Faculty will identify appropriate cases Total 33
139
Overview of Banking

Objective
This course primarily focuses on the basics of banking. It aims to provide a comprehensive
understanding to the various activities performed by banks.

An Overview of Banking ICFAI
Banking Theory Law and Practice Sundaram / Varshney. Sultan Chand and Sons
Publisher - 2004
Management of Banking & Financial Services Paul, Justin / Suresh, Padmalatha. Pearson –
2007
General Bank Management Indian Institute of Banking & Finance –
Macmillan Publication
Practical Banking Advances Bedi, H.L. / Hardikar, V.K. UBSPD publishers
and distributors
Financial Institutions and Markets, 4th e Bhole, LM. Tata McGraw Hill - 2004
Indian Financial System, Theory and Practice, Khan, M Y. Tata McGraw Hill - 2004
4th e
Detailed Syllabus Balance Sheet of Banking Companies. Different

Schedule under Banking Regulation Act. –
Indian Financial System: The Financial Provisioning norms of CRR & SLR
System, Nature, Evolution and Structure, The
Functions of Financial Intermediaries, Financial Deposit Management: Importance of Deposit,
Instruments, The Role of Financial System in Types of Deposit in India, USA & Europe. NRI
Economic Development, The Indian Financial Deposits, Cost of Deposit & its impact on
System. Profitability, concepts of Fixed & Floating Rate
of Interest, Deposit Insurance.
The Origin and Growth of Banking: of
Banking, Functions of Commercial Banks, Cheques: Special Features Negotiability,
Banking in the New Millennium. Validity, Crossing & Endorsement.
Banker Customer Relationship: Types of Cash Management: Importance of Cash

Accounts, Types of Relations, KYC Norms, Management issues, Cash at Counter, Vault &
Banker – Customer relationship, Rights and Currency Chest.
Duties of Banker/ Customer, Importance Lending Activities: Lending activity, Basic
provisions of NI Act requirements for lending.
Sources &Uses of Funds: Bank Balance sheet, Credit Policy: Need for Credit Policy,
Sources & Uses of Funds in a Bank. Form of Components of Credit Policy, Credit Policy
140
Pursued by the Government, Bench Marks RBI Act, Banking Regulations Act, NI Act,
Exposure Norms, Credit Culture. Conliact Act & Transfer of Property Act.
Retail Banking: Basics of Retail Banking, Banking Regulation Act 1949 – Business of
Forms of Retail Banking and Emerging issues banking companies, Management of banks,
Restrictions on business, role of RBI, Statutory
Corporate Banking: The nature of corporate
returns
banking, Developments in corporate banking,
Consortium finance, Multiple banking
Cases
arrangements, and Loan syndication
Financing SMEs: Small-scale industries, The
Nayak committee recommendations, Appraisal, Suggested Schedule of Sessions
Monitoring and Nursing of SSIs, Institutional
and Infrastructural support to SSIs, Time norms No. of
Topic
Rural Banking & Micro Finance: Sources of Sessions
rural finance – Credit delivery mechanism in Indian Financial System 2
Rural finance to Co-operative Agricultural and
Rural Development Banks (CARDB) – Regional Origin and Growth of Banking 1
Rural Banks (RRBs) – Service Area Approach Banker Customer Relationship 1
(SAA) – National Bank for Agriculture and Rural
Development (NABARD), Microfinance Sources & Uses of funds 2
Follow up & Recovery: NPA’s, Classification, Deposit Management 1
SARFE Act & Asset securitization.
Cheques 1
Fee-based Services: Fee-based Services
Cash Management 2
L/C,B/G, Subsidiary services, Bancassurance,
Demat Account, Safe Deposit Locker , Mutual Lending Activities 2
Funds, Merchant Banking Activities –
Management of Public issues, Reasons, Credit Policy 3
Eligibility norms, Regulatory framework, Retail Banking 2
Marketing of issues, Post issue activities
Corporate Banking 2
Plastic Money: Different types of plastic money,
Concept of a credit card, Distinction between Financing SMEs 1
Credit card, Charge card and Debit card, Rural Banking & Microfinance 2
Mechanics of a credit card transaction, Credit
card as an augmented retail financial product, Follow-up & Recovery 2
Credit card business in India, The merging
Fee-based services – Management 2
scenario - CRM, (AWB, ATM, Mobile Banking
of Public issues
Internet Banking) Delivery Channels (Payment
& settlement services) Plastic Money 2
Internal Control: House Keeping, Internal Internal Control 2
Audit
Regulatory Framework – RBI 2
Regulatory Frame Work: Role of RBI in Act…
Banking Supervision & Regulation, on site
Inspection – Concepts of CAMELS- Offsite Banking Regulation Act 1949 1
Surveillance, ombudsman, Customer protection Total 33
Act, Concepts of Capital Adequacy and Risk
Management. (Basel I & II)
141
Banking Services Operations

Objective:
The focus of the course is directed towards the various operation performed in banks and the different
ways of managing risk faced by banks.

Banking Services Operations ICFAI
Banking Theory Law and Practice Sundaram / Varshney. Sultan Chand and Sons
Publisher - 2004
Managing Indian Banks: Challenging Ahead, Joshi, Vasant C / Joshi, Vinay V. Sage
3rd e Publications - 2009
Banking Law and Practice in India Jannon, M.L Students Edition - 2007
General Bank Management IIBF – Macmillan
Detailed Syllabus Banking. Core Banking Solution, Universal

Banking etc.
Introduction to Banking Operations: The
Changing Nature of Banking Operations, Security Considerations in e-Banking: The
Importance of Customer Relationship Need for Security, Sources and Types of Risks,
Management in Banks, Role of Technology in Causes of Risks, Control Measures at System
Banking Operations. Level and Network Level, Disaster Recovery and
Contingency Plans, Legal Aspects and
Services Design and Delivery Strategies in Framework, Security Policy.
Banks: Products and Services Offered by Banks,
Response of Banks with Newer Services and Facilities Management: Payment and
Delivery Mechanisms & Delivery Strategies in a Settlement Systems in India and abroad, RTGS
Bank, Implications of Service Intangibility. and Clearing House: Emerging (US & Europe-
CHIPS, CHAPS, FedWire, TARGET & CIPA
Introduction to Electronic Banking: Role of etc.) Clearing House: Manual, MICR, High
Technology, Significance of Computerization in Value & National Clearing, Clearing
Banks, Finance Portals for the Banking Industry, Corporation of India Ltd. Etc. Emerging New
Multi-channel Operations (Remote Banking), System: ECS(Debit & Credit)EFT, MEFT,
The Regulatory Framework. Electronic Banking, RTGS; LERM, Remittances through non-
Electronic Banking, Electronic Banking: Market banking Channels, etc. Remittance Channels;
Assessment, e-Banking: An Introduction, INFINET, BANKNET, SWIFT etc. Risk Factors
Internet: e-Commerce, e-Banking, e-Banking in for Payments Systems, International Standards
India, Internet Banking Strategy, Risks in e- on Payment Systems, Role and Concern of
Banking. The Branch Renaissance, The Central Bank and Participants, Cost Reduction
Migration to an Online Environment, Customer Exercise.
Relationship through Portals, The Digital Age of
142
Service Quality Metrics: Core Factors, Operational Risk Management: Operational
Customer Relationship Management, Technical Risk and its Evolution, Major Sources of
Quality and Functional Quality, Role and Process Operational Risk in Banks, Measurement of
Capability for Managing Services, Managing Operational Risk, Management of Operational
Service Delivery, ISO 9000 Certification in Risk.
Banking Services
Cases
Improving Quality and Productivity: Banking
Services: Technical Quality and Functional Faculty will identify appropriate cases
Quality, Determining What Satisfies the
Customer, Customers’ Perception of Banking Suggested Schedule of Sessions
Service Quality, Devising Quantitative
No. of
Determinants, Non-Quantitative Determinants, Topic
Sessions
Quality by Design: Formulating a Suitable
Standard, Quality Assurance, Managing Service Introduction to Banking 2
Delivery, Improving Productivity and Operations
Performance, Importance of Six Sigma to Banks,
Six Sigma in Banks, Steps for Improving Quality Services Design and Delivery 3
of Service. Strategies in Banks
Operational Controls: Banking Regulations Introduction to Electronic Banking 3

and Supervision, Maintenance of Documents and Security Considerations in E- 2
Records, Adequate Information Storage and Banking
Retrieval Mechanism, Maintenance of CRAR,
Reporting, Asset-Liability Management System, Facilities Management 5
Organizational Structure, Audit and Vigilance. Service Quality Metrics 2
Introduction to Risk Management: What Risk
Improving Quality and 2
is All About, Basic Purpose of Risk Management
Productivity
in Banks, The Process of Risk Management,
Different Types of Risks in Banks, Overview of Operational Controls 4
Enterprise-wide Risk Management in Banks
Introduction to Risk Management 3
The New Basel Accord-Implication for Banks:
An Overview, Basel II Framework, The Three New Basel Accord-Implication for 2
Pillar Architecture, Organizations Affected by Banks
Basel II, Impact of Basel II. Risk Management Strategies 3
Risk Management Strategies: Operational Risk Operational Risk Management 2
Management Strategies at Banks, Financial Risk
Management Strategies, Systemic Risk Total 33
Management Strategies, Risk Limitation,
Management of IT Implementation risks.
143
Retail Banking

Objective:
The course is designed to provides the student with adequate knowledge about banking and its products,
the retail banking segment and the processes for managing retail credit.

Retail Banking ICFAI
Croxford, Hugh et al. John Wiley and sons Inc -
The Art Of Better Retail Banking
2005
Leichtfuss, Reinhold. John Wiley & Sons -
Achieving Excellence in Retail Banking
2003
Detailed Syllabus Finance to Individuals Products-Major Subsets-

Auto Loans-Home Loans and White Goods
Introduction to Retail Banking: Concept of Loans Education & Personal Loans & Limits
Retail Banking, Main Subsets Of Retail Banking Characteristics-Lifestyle-Related Products–
Definition And Characteristics Of Consumer Plastic Money Products-Origin & Evolution-
Banking- Change in Bankers’ Perception About Types-Characteristics- Credit Cards- Meaning &
Retail Banking and Acceptance of Retail Definition; Operation Of Credit Cards-
Banking As Risk Diversification Tool- Mechanism of Credit Card Operation-
Differences Between Retail Banking, Private Advantages/ Benefits of Credit Cards to Banks,
Banking & Priority Banking-Segmentation- to Cardholders & to Merchant Establishments;
Reasons for Boom in Retail Banking, Economics Profitability; Disadvantages Of Credit Card-
of Retail Explosion- Threats of Retail Boom- Other Types Of Cards, Such as, Debit Cards,
Importance of Retail Banking to Indian Cheque Cards, Charge Cards, Smart Cards etc.-
Economy-Quality of Life, Consumption Advantages & Disadvantages-Other Liability
Financing, Lifestyle Lending-Other Sources Of Products, Asset Products–Secured/Unsecured-
Retail Finance- Non Banking Finance Third Party Products-Other Products (Demat).
Companies-Chit Funds-Company Deposits-
Retail Chains of Consumer Products-Installment Recent Trends in Retail Banking: Alternate
Credit Advantages of Bank Finance. delivery channels – Customer Relationship
management vs. Customer Interaction
Retail Products and Channels: Opening of management (CIM)-Technology as a
Various types of Bank accounts. All Channels differentiator- International Trends and Tools.
e.g.-Branch Banking-Distribution Channels- Regulatory Aspects-Microfinance- Urban Retail
Traditional Banking vs. Branch Banking- Products-Factoring.
Technology Based Channels-ATM-Tele
Banking-Internet Banking-Kiosk Banking- Facilities Management: Payment and
Advantages & Disadvantages-Types of Retail Settlement Systems in India & abroad (US &
Banking Products & Services-Savings Avenues- Europe-CHIPS, CHAPS, FedWire, TARGET &
Payment Facilities-Annuities-Mutual Funds- CIPA etc.) Clearing House: Manual, MICR,
Asset Side Products-Loans-Productive & High Value & National Clearing, Clearing
Consumption Purposes- Consumer Credit Bill Corporation of India Ltd. Etc. Emerging New
144
System: ECS (Debit & Credit) EFT, MEFT, Credit and Risk Management: What is Risk-
RTGS; LERM, Remittances through non- How Banks are affected by Risks-Types of Risks
banking Channels, etc. Remittance Channels; Faced by Banks-Impact of Retail Banking on
INFINET, BANKNET, SWIFT etc. Risk Factors Bank’s Risk Profile-Risk Prone Area-Indicators
for Payments Systems, International Standards of Risk-Risk Mitigating Measures-Risk
on Payment Systems, Role and Concern of Measurement-Pricing Of Products Based On
Central Bank and Participants, Cost Reduction Risk Profiles-Management of Risks in Banks-
Exercise. Definition–Credit Vs. Risk-Risks Involved In
Various Segments - Validation of Ability/
Product Management: Concept of Product
Intention to Pay-Credit Process (Including
Management-Role of Innovation in product
Scoring, Outsourcing)-Verification of Loanees-
designing - Positioning - Customer needs
Validation of Ability/ Intention to Pay,
assessment – Segmentation – Enhancements –
Verification of Loanees by Internal Agencies vis
Feedback- Branding-Promotions and schemes.
a vis Outsourcing-Legal Documentation- Need,
Sales and Distribution Management: - Direct Process and Time Schedule-Risks Involved in
Sales- Strategy of Marketing and Sales in Banks- Various Segments of Retail Loans-Operational
Relationship Management-CRM-Customer Risks-Operational Risks Management
Protection Laws-Customer Satisfaction-Crosse - Strategies-Operational Risks and IT-
Channel Selection and Channel Management - Delinquency Management-Provisioning Norms-
DMA, DSA-Empanelment of Channel Partners- Disaster Recovery Management-Portfolio
Monitoring a Channel Partner-Integrity- Management-Credit Bureaus.
Performance Management- Productivity
Regulatory Environment: Need for Regulation
Rewards.
in Banking, Internal Regulation-RBI-Business
Personal Banking: - Concept of Private Facilitator-Model-External Regulation-Know -
Banking-Private Banking in Indian banks-Why Capital allocation and risk assignment norms-
Private Banking-Private Banking in New End user monitoring - Basle Norms - Sarbanes
Generation Bank - HNI Products- Non Resident Oxley- Business Continuity Management, AML
Indians & Their Accounts with Indian Banks-
Investment Opportunities Available to NRIs in Case Studies
India-Wealth Management- Meaning and • HDFC’s Business Model
Constituents of Wealth Management-Advisory • ICICI into Universal Banking
Role-Functions & Responsibilities-Financial
Planning & Financial advisory responsibilities- Source: Retail Banking – ICFAI (MRB)
Fiduciary role
Securitization: Evolution of NPAs management
in Indian Banking-New tools of recovery-DRTs, No of
Topic
Lok Adalat, One time settlement, sarfaci Act, Sessions
Follow up of adultants / recovery- notices, visits Introduction to Retail Banking 3
NPA Clarifications, OTS-Asset Securitization Retail Products and Channels 5
Act-Meaning and importance as a Risk Recent trends in Retail Banking 3
Transfer/Diversification Measure-Legal Product Management 3
framework-Advantages & disadvantages - Sales and Distribution
Procedure of Recovery Under the Act-Sell 3
Management
Down-Buy Out-Risk Diversification Tool - Personal Banking 4
Rating of a pool - Recent Regulatory Guidelines
Securitization 4
- Problems of implementation in Indian
Environment- RBI Guidelines on recovery Credit and Risk Management 4
agents. Regulatory Environment 4
Total 33
145
Rural Banking & Microfinance

Objective
‘Rural Banking and Microfinance’ intends to provide the student with adequate knowledge of increased
role and potential of rural India in the country’s economic development. In this context, Microfinance
has emerged as an important mechanism in increasing rural wealth. Thereby it is imperative in the
study of Rural Banking.
Rural Banking ICFAI University
Rural Development in India Desai, Vasant. Himalaya Publishing House -

2005
A challenge in the crisis Functional and Subrahmanyam, K. Siva / Choudhury, R.C.

Financial Devolution on Panchayats in India NIRD
Impact of Liberalisation & Globalisation on Edited by A.V.S.Reddy and B.K.Thapliyal,

Rural Livelihoods NIRD - 2003
Microfinance ICFAI University
Detailed Syllabus Agriculture and Rural Development (NABARD)

– The District Industries Center (DIC) – Small
Rural Banking: Industries Development Bank of India (SIDBI) –
Rural India: Definitions of Rural Areas – Lead Bank Scheme – Government Schemes for
Spread of Population in India – Rural Economy Rural Development – Self Employment and
– Rural Employment – Rural Poverty – Entrepreneurship Development.
Agricultural Reforms – Rural Credit. Agricultural Activities: Agricultural Finance in
Panchayat Raj System for Rural India – Credit Sources to Agriculture and Allied
Development: The Concept of Panchayat Raj – Activities – Agricultural Credit in Post-
The Structure of Panchayat Raj – Role of Economic Reforms Era – Agricultural Advances
Panchayat Raj in Rural Development. – National Agricultural Insurance Scheme –
Recovery and NPAs in Agricultural Sector.
Rural Infrastructure: India’s Infrastructure –
Importance of Rural Infrastructure – Benefits of Farm Development Loans: Agricultural Term
Infrastructure Development – Role of Rural Loans – Land Development Loans – Loans for
Credit. Minor Irrigation – Dugwell Scheme/
Development of Old Well Scheme – Procedure
Government Initiatives for Rural for Availment of Refinance – Development
Development: Agricultural Credit – Banking Loans for Plantation/Horticulture.
Reforms and Rural Credit – National Bank for
146
Allied Activities in Agriculture: Allied Self Help Group Approach: The Concept, Why
Activities – Poultry Farming – Dairy Farming – Self-Help Groups? – Objectives – Promotion,
Pisciculture – Aquaculture – Horticulture – Cold Group Dynamics in Growth of SHGs: Issues to
Storage – High-Tech Agriculture – Agro- be addressed – General Functioning Norms,
Processing. What are the Books kept by a SHG? Best
Practices in Microfinance – Empowerment
Agricultural Marketing in India: Overview of
Strategy, Networking of Self Help Groups;
Agricultural Marketing – Agricultural Marketing
Institutionalization of Self Help Movement;
System – Agricultural Price Commission –
Objectives and Functions of Networking – Credit
Current State of Agricultural Marketing –
Rating and Bank Linkage, Grading of Self Help
Agricultural Marketing Credit in India.
Groups; Development of Rating Instrument –
Small-Scale Industry: Role of Small-Scale Linking of Self Help Group to Bank, Step-wise
Industries – Structure of Small-Scale Industries – process of Operating of SHG.
Village, Rural and Small-Scale Industries –
Models of Microfinance: Conventional Models,
Credit Support for SSI/Tiny Sector/Agro-Rural
Direct Method; Indirect Method; Models in
Industries – Major Problems and Challenges
Andhra Pradesh – Business Facilitator/Business
Faced by the SSI/Agro-Rural Sector – Role of
Correspondent Model, Business Facilitators;
SFCs in the Development of Small-Scale
Business Correspondents; Engagement of
Industries.
Business Facilitators/Correspondents: Concerns
Green Revolution: Scope of Green Revolution and Safeguards; Policy for identification and
– Key Inputs for Green Revolution – Acceptance – Bank-MFI Bulk Lending Model –
‘Generation’ Problems – Role of Technology – Partnership Model, Promoting Bank-MFI
Impact of Green Revolution – Green Revolution Partnership Model.
and Rural Development.
Development of Microfinance Products:
MIS in Banks: Rural Informatics – Information Types of Products – Savings, Objectives –
Systems (IS) Applications – Geographical Microinsurance, Regulation of Microinsurance;
Information Systems (GIS) Applications – Insurer-MFI Partnership Model – Securitization,
Networking Applications – Multi-media Need for Securitization in India – ICICI Bank
Applications – NIC’s Role – E-governance for Lending Products.
Rural Masses – Basic Statistical Returns.
Sustainable Development Issues: SHG Issues,
Microfinance What are the Important Steps for Sustainable
Development of SHGs? What are the Skills
Overview of Microfinance: Experiences of needed for Managing Successful SHGs? –
Poverty Initiatives in India, Overview of Indian Promotion of Micro Enterprises, Micro
Poverty Alleviation Programs of Seventies and Enterprises-Opportunities and Challenges;
Eighties; Strategic Shortcomings in Programs – Characteristics of Micro Enterprises; Micro
Bangladesh Grameen Experiment, Savings Enterprise Promotion-Critical Gaps; Cluster
Program; Grameen and the Question of Approach for Micro Enterprise Promotion;
Replicability; Grameen’s Socio-political Types of Clusters; Challenges for Cluster Micro
Context; Land Ownership and the Distribution of Enterprises – Capacity Building – Assessment of
Property Rights; Local Government in MFIs, Rating of Microfinance Institutions; Non-
Bangladesh; Culture and Power in the Village; financial Parameters; Financial Parameters;
Grameen’s Work Environment – Microcredit Approach for MFI Evaluation – CRISIL Model,
Summit-1997 and Policy Planning, Microcredit CRISIL’s Criteria for MFI Evaluation, MICROS
and Microfinance: Agenda for Policy Planning; – Regulatory Framework- Recommendations of
Credit as a Poverty Initiative. Expert Groups, Microfinance Act; Interest Rates;
147
Savings; Regulations on Investment; Response
No. of
to Primary Concerns: Bridging the Gap with Topic
Sessions
Safeguards; Rate of Interest; Vepa Kamesam
Group Recommendations – Microfinance Risk Farm Development Loans 3
Scenario – Political Risk; Economic Risk;
Currency Risk; Geographical Risk; Saturation Allied Activities in Agriculture 2
and Unhealthy Competition; Institutional Risk.
Agricultural Marketing in India 3
Cases
Small-Scale Industry 3
Green Revolution 1
MIS in Banks 1
No. of
Topic 2
Sessions Micro Finance:
1 Overview of Microfinance
Rural banking:
Rural India Self-Help Group Approach 3
Panchayat Raj System for Rural 1 Models of Microfinance 3
Development
Development of Microfinance 2
Rural Infrastructure 2 Products
Government Initiatives for Rural 2 Sustainable Development Issues 2
Development
Total 33
Agricultural Activities 2
148
Investment Banking

Objective
To familiarize students with the services offered by modern investment bankers.
Investment Banking & Financial Services ICFAI
A Manual of Merchant Banking J C Verma – Bharat Law House
SEBI Guidelines Nabhi Publications
Capital Market Management V A Avadhani – Himalaya Publishing House
Financial Institutions and market L M Bhole – Tata McGraw Hill
Primary Market & IPO ICFAI Publication
Economic Times Market Watch ICFAI Publication
Detailed Syllabus Aspects of Primary Issues - Pre- Issues Decision

Making - SEBI Guidelines for Public Issues –
Introduction to Investment Banking: IPO -Pricing and Timing of Public Issues - Pre-
Evolution of Investment banking in India, Scope,
Issue Management – Regulatory aspects -
management of debt and equity, corporate
Advertising and Marketing, Post-Issue
advisory services, project advisory services, loan
Management - Rights Issues
syndication, venture financing, private equity,
M&A, financial engineering, structural analysis Raising finance from international markets –
of investment banking industry Intermediaries, euro-dollar market, Instrument-
Financial Markets: Government Securities ADR/GDR, FCCB, ECB-Regulatory aspects
Market, Primary & Secondary market for G.sec, Corporate Restructuring –Economic rationale
Call money market: Money Market, Treasury of corporate restructuring, Debt restructuring,
Bill Market, Commercial Paper and Certificate of expansion, tender offers, sell offs, spin offs,
Deposits, Discount and Finance House of India, divestiture, M&A - legal aspects and accounting
Corporate Debt market Recent Developments. aspects
Merchant Banking: Nature and scope of
Corporate Valuation –Principles of valuation,
Merchant Banking - Regulation of Merchant
capital budgeting as a model for firm valuation,
Banking Activity - Overview of Current Indian
FCFE basis for valuation, increasing the value of
Merchant Banking Scene - Structure of Merchant
organization
Banking Industry - Primary Markets in India and
Abroad - Professional Ethics and Code of Financial engineering – Structural financial
Conduct - Current Development, Procedural products, Risk in financial engineering,
149
Innovative financial instruments –investor-
No. of
regulator –Issuer points of view Topic
Sessions
Financial Bubbles, Scams and crisis reasons
and consequences of financial crisis and scams Merchant Banking 4
Current developments Raising finance from International

5
markets
Cases
Faculty will identify appropriate cases Corporate restructuring 5
Suggested Schedule of Sessions Corporate valuation 5
No. of Financial Engineering 5
Topic
Sessions
Financial bubbles, scams and crisis 1
Introduction to Investment
4
Banking Current developments and cases 1
Financial Markets 3
Total 33
150
Risk & Insurance

Course Code : SL IN 601 Semester : III / IV
Objective
The objective of this course is to help the students to understand the concept of risk and the management
of risk. A bird’s eye view of insurance industry will enable the students to understand insurance as a
risk management technique.
Risk and Insurance ICFAI
Risk Management & Insurance Williams, Arthur. McGraw Hill
Introduction to Risk Management and Insurance, Dorfman, Mark S. Prentice Hall - 2007
9th e
Fundamentals of Risk and Insurance, 10th e Vaubhan , Emmet J. Wiley - 2007
Risk Management and Insurance, 2nd e Harrington. McGraw Hill - 2003
Risk Management and Insurance Trieschmann. South Western College Publishing,

USA
Detailed Syllabus Hazard and Loss Analysis - Risk Evaluation -

Direct and Indirect Losses - Hidden Costs of
Introduction to Risk - The Concept and
Accidents - Risk Profiling - Risk Assessment and
Definition of Risk - Classification of Risk - Risk
Quantitative Methods - Budget Setting -
and Human Behavior - Attitude towards Risk -
Estimation of Future Effects - Claim Estimation
Human Response to Risk - Accuracy of Estimates
Risk Management Essentials - Nature of Risk Loss Exposure - Risk and Exposures to Losses -
Management - Development of Risk Personal Loss Exposures - Direct Exposures of
Management - Risk Management - Risk Organizations - Property Exposures - Liability
Management Process - Statement of Objectives - Exposures - Integrated Risk Exposures
Identification of Risks - Evaluation of Risks /
Risk Management - Non-insurance
Exposures - Consideration and Selection of Risk
Techniques - Risk Control - Risk Control and
Management Techniques - Implementation of the
Risk Assessment - Risk Control and Risk
Decision - Evaluation and Review
Financing - Risk Control and Speculative Risks -
Measurement of Risk - Identification and Risk Control Tools and Techniques - Risk
Evaluation - Sources of Risk - Exposures to Risk Avoidance - Loss Control - Prevention of Loss -
- A framework for Potential Risk Identification - Risk Transfer - Risk Financing Methods -
151
Contemporaneous Risk Financing - Prospective Management - Managing a Risk Management
Risk Financing - Retrospective risk Financing - Program - Subjective Risk - Enterprise Risk
Risk Retention - Risk Transfer - Choice between Management and Alternative Risk Transfer -
Retention and Transfer - Legal, Economic and Alternative Risk Transfer Tools.
Public Policy Limitations - Value of Risk
Management - Enterprise-Wide Risk
Cases
Management. • Assessing Loss due to Theft
Introduction to Insurance - Definition - • Assessing Loss to a Property and Claims
Financial Definition - Legal Definition - Nature Adjustment Process
of Insurance - Insurable Loss Exposures - • Claims for Loss to Property: Genuine or
Benefits of Costs and Insurance - Social and Fraudulent?
Economic Benefits - Social Costs of Insurance -
• Liability Insurance: Personal Injury Claims
Benefit-Cost Tradeoff - Social Insurance
• Outsourcing of Underwriting Activities in
Principles of Insurance - Principle of Indemnity Insurance: Advantages and Disadvantages
- Principle of Insurable Interest - Principle of
• Premium Rebates to Policyholders – Are they
Subrogation - Principle of Utmost Good Faith -
Ethical?
Proximate Cause
• Film Insurance & Financing in India
Insurance Industry - Field of Insurance
Products - Functions of Insurers - Processes - Source: Case Studies in Finance Volume III
Types of Insurance Organizations -
Organizations / Players - Professions in Risk and
Insurance Management No. of
Topic
Sessions
Insurance Market - Economic Theory - Supply
and Demand - Historical Problems - The Introduction to Risk 1
Insurance Consumer - Channels of Distribution Risk Management Essentials 2
in Insurance - Consumer Protection -
Globalization of Insurance Industry Measurement of Risks 4
Loss Exposures 3
Insurance as Risk Management Technique -
Declaration - Insurance Agreement - Exclusions Risk Management - Non-insurance 4
- Common Policy Conditions - Definitions - Techniques
Basis of Recovery - Clauses Limiting Amount Introduction to Insurance 2
Payable
Principles of Insurance 3
Selection and Implementation of Risk
Insurance Industry 3
Management Techniques - Avoid Risk if
possible - Implement Appropriate Loss Control Insurance Market 3
Measures - Analyze Loss Control Decisions - Insurance as Risk Management 4
Present Value Analysis - Select Optimal Mix of Technique
Risk Retention and Risk Transfer - General
Selection and Implementation of 4
Guidelines - Selecting Retention Amounts - Risk Management Techniques
Implementing Decisions - Risk Manager vs.
Insurance Agent - Organization for Risk Total 33
152
Life Insurance

Objective
This course is intended to help students understand the concept and administration of Life Insurance
and Life Insurance products. Due emphasis has been laid on calculation of premium, underwriting and
claims management.
Life Insurance ICFAI
Economics of Life Insurance Huebuer, S S. Leap Systems, Inc./Appleton,

Century, Crofts
Life and Health Insurance Skipper, Herald Jr / Black, Kenneth Jr. Prentice
Hall
Life Insurance Mc Gill, USA
Detailed Syllabus Role of Term Insurance and Endowment

Assurance in Product Designing - Different
Principles of Life Insurance - Modern concepts Types of Life Insurance Products in Indian
of Life Insurance - Three basic principles of life Market - Life Insurance Products available in the
insurance - Economic, Legal and Actuarial of life Overseas Market - Products of the Several
insurance
Private Insurers’ recent entry in the Indian
Economic Basis of Life Insurance - Risks to Insurance Industry.
Economic Stability - The different methods to
Annuities and Pensions - Meaning of Annuities
ensure Economic Stability -Assessment of and Pensions - Need for an Annuity - Different
Economic Risk to an individual - Role Played by Types of Annuities - Obligations of the Insurer
the Life Insurance Company - Different regarding the Payment of Annuity - Different
Economic uses of Life Insurance - Advantages of Types of Schemes available in India - Present
Life Insurance.
Status and Future Prospects of the Pension Funds
Personal Financial Planning and Life in India.
Insurance - Types of Financial Planning of an Life Insurance Premium Setting - Factors to be
individual - Different Components of Life Cycle considered for Setting the Premiums -
- Factors Affecting the Financing Planning of an Investigations regarding the Mortality - Different
individual -Points to be considered for making Factors in the Assessment of the Premium.
Financial Plan.
Risk Assessment and Underwriting - Concept
Life Insurance Products - The Basic Elements of Underwriting - Different Classes of Lives and
of the Life Insurance Products - Features of Term the Standard for Classification of Risks -
Insurance - Features of Endowment Assurance - Important Factors to Assess the Insurability of an
153
Individual - Sources of Information for Current Developments - Recent Developments
Underwriting - Classification of the - Reasons for Opening Up - Private Life
Underwriting Process - Measures to be Insurance Companies.
considered for the Sub-Standard Lives.
Cases
Legal Framework - Essential of a Valid
Contract -Special features of Life Insurance Faculty will identify appropriate cases
Contract - Essentials of Insurable Interest - IRDA
Agency - Agents Regulations - Utmost Good Suggested Schedule of Sessions
Faith - Representation Warranty Indemnity -
Policy Document. No. of
Topic
Sessions
Services Marketing - Importance of Services -
Principles of Life Insurance 2
Characteristics of a Service Product Quality of
Service - Productivity - Marketing Channels - Economic Basis of Life Insurance 2
Bancassurance - e-insurance. Personal Financial Planning and 3
Claims Management - Operative Clauses of the Life Insurance
Policy - Maturity Claims - Death Claims - Life Insurance Products 3
Nomination/Assignment - Married Women’s
Property Act - Accident and Disability Benefit. Annuities and Pensions 2
Life Insurance Premium Setting 3
Life Insurance Policy Servicing - Maintenance
of Records - Premium Payments - Alterations/ Risk Assessment and Underwriting 2
Loans - Duplicate Policy - Other Services. Legal Framework 2
Tax Planning - Income Tax - Wealth Tax - Services Marketing 2
Various Tax Benefits under LIC Policies.
Claims Management 2
IT Applications - Evolution of Policy Bond - Life Insurance Policy Servicing 2
Evolution of Technology - Application of IT.
Tax Planning 2
Product Development - Concept for Product -
Origin of a New Product - Market Orientation - IT Applications 2
New Product Development Process - Life Product Development 2
Insurance Products Reinsurance - Evolution of
Current Developments 2
Reinsurance - Need for Reinsurance -
Classification of Reinsurance. Total 33
154
General Insurance

Objective
The course helps the students to gain adequate conceptual knowledge on the Products in general
insurance, particularly the personal policies, while giving due emphasis on underwriting and claims
management.
The course also provides an insight into the commercial general insurance, particularly Motor, Fire,
Engineering and Marine Insurance
REFERENCE BOOKS AUTHORS / PUBLICATIONS
General Insurance – Personal ICFAI
General Insurance – Commercial ICFAI

Introduction to Commercial General Insurance Chartered Insurance Institute, London
Insurance Books Insurance Institute of India
Detailed Syllabus Institute Cargo Clauses - War Clauses - Strike

Clauses - Contract of Marine Insurance - Marine
Principles of General Insurance: Financial Insurance Policy - Warranties - Marine Cargo
System and Insurance - Insurance and Financial Policy - Marine Losses - Transit Clauses.
Security- Risks and their Classification - Risk
Management and Insurance- Principles of Fire Insurance: Historical background - Indian
Insurance- Differences between Life and General Scenario - Application of Basic Principles of
Insurance-Recent Developments. Insurance - Standard Fire Policy - Express
Conditions and Warranties of a fire Policy - -
Personal Policies: Family Risk Management - Mortgage Clause - Other Insurance -
Identifying areas of Potential Losses- Contribution - Co-insurance-duties, Rights and
Measurement of Loss Potential- - Personal Limitations of the Parties-Fire Hazards-
Accident and Health Insurance- Mediclaim Measures of Preventing Fire Hazards.
Policy- Overseas Mediclaim policy, Cancer
Insurance, Critical illness insurance Engineering Insurance: Origin-Application of
Basic Principles of Insurance - Policies for
Motor Insurance: Origin-application of Constructional Phase- Contractors All Risks
Principles of Insurance - types of Motor Vehicles Insurance - Erection all Risks Insurance - Marine
- Types of Policies-Motor Tariffs - Premiums - cum Erection Insurance- Advance Loss of Profits
Registration and Insurance - Motor trade Policies Insurance - Machinery Insurance - Contractors’
- Underwriting - Claims. Plant and Machinery Insurance - Boiler and
Marine Insurance: Origin- Indian Scenario- Pressure Plant Insurance - Machinery Loss of
International Market-Application Basic Profit Insurance - - Electronic Equipment
Principles- Classifications of Marine Insurance- Insurance.
155
Insurance of Property and Liability: Fire Cases
Insurance or Insurance of Property- Package • IRDA and the Changing Tariff Structure for
Policies- Liability Insurance- Workmen’s Motor Vehicle Insurance in India
Compensation Policy- Terminology, Perils,
• Assessing Loss Due to Theft
Clauses and Covers.
• Claim Adjusters and Workers Compensation
Risk Assessment, Underwriting and Rate Claims
Making: Need for Risk Assessment- Risk
• Assessing Loss to a Property and Claims
Assessment by Insurance Companies- Risk
Adjustment Process
Rating- Premium- Basic Statistical Tools for
Risk Evaluation- Underwriting of Different • Assessing Losses Caused by Vandalism
Hazards. • Reinsurance in India
Product Design, Development and Source: Case Studies in Finance Volume IV

Evaluation: Role of Regulations- Other Factors
in Product Development - Product Design, Suggested Schedule of Sessions
Development and Evaluation - New Products -
No. of
Problems in Product Development. Topic
Sessions
Legal Framework and Documentation: Principles of General Insurance 2
Essential of Insurance Contract - Insurance (Including case discussion)
Contract and Legal Framework- Elements of
Personal Policies 3
Insurance Contracts- Motor Vehicles Act, 1939 -
Public Liability Act 1991 - Documentation. Motor Insurance (Including case 3
discussion)
Claims Management: Claims Management in
Insurance Business- Different aspects- Procedure Marine Insurance 3
Followed in an Insurance Company- Role of the Fire Insurance 2
Surveyor- Settlement of Claims under Different
Engineering Insurance 3
Policies in Personal Lines - Points to be checked
while Processing the Claims. Ethical aspects of Insurance of Property and Liability 3
claims Management – Close proximity of claims. (Including case discussion)
Marketing and Servicing: Risk Management Risk Assessment, Underwriting 3

Technique - Factors that affect Marketing of and Rate Making
Insurance - Options available for Insurance Product Design, Development and 2
Services - Distribution Methods of Insurance- Evaluation
Market Research- Sources of primary and
Legal Framework and 2
secondary source Information. Documentation
Reinsurance: Need and Importance of Claims Management (Including 3
Reinsurance- Types and Methods of case discussion)
Reinsurance- Relative Advantages and
Marketing and Servicing 2
Disadvantages - Reinsurance Management
Strategy- Reinsurance of Large Risks and Reinsurance (Including case 2
Catastrophes - Fixing of Retentions and discussion)
Reinsurance for Personal Lines. Total 33
156
Personal Financial Planning

Course Code : SL IV 601 Semester : III / IV
Objective
This course is aimed at enabling the student understand the issues involved in planning finances and
investments at a personal level, and to be in a position to provide advise on the issues.
Personal Financial Planning ICFAI
Gitman, Lawrence J / Joehnk, Michael D. South-

Personal Financial Planning, 11th e
Western College Pub - 2007
Personal Financial Planning Guide, 5th e Ernst and Young’s, Wiley - 2004
Personal Financial Planning, 7th e Hallman, G Victor / Rosenbloom, Jerrry S.

McGraw Hill - 2003
Personal Investment and Tax Planning Yearbook Yasaswy, N J (assessment Year 2008-09), Vision
Publication Edition 2008-09
Income Tax- Law & Practice, 35th e Gaur, V.P. / Narang, D.B. Kalyani Publishers -
2007
Detailed Syllabus Making decisions regarding purchase of

automobiles and houses – deciding whether to
Understanding the financial planning process
lease or buy – finding an affordable house – the
– the rewards of sound financial planning –
house-buying process – housing finance.
planning for a life time – the planning
environment – determinants of personal income- Managing credit – opening an overdraft account
Financial statements and plans – mapping the – using credit carefully – consumer loans
financial future – time value of money –
Managing insurance needs – basic insurance
preparing personal income statement and balance
concepts – deciding on the amount of life
sheet – making cash budgets
insurance required – key features of life
Managing taxes – principles of income taxes – insurance policies – buying life insurance – types
Computation of Salary, Rental income & Capital and sources of health insurance plans – principles
Gains, Other Income- filing returns – tax of property insurance – automobile insurance –
planning – other forms of personal taxes- other types of insurance;
Provisions of Wealth Tax Act & Computation of
Net Wealth & Wealth Tax.
157
Managing investments – investment planning – Suggested Schedule of Sessions
securities markets – transacting in the securities
markets – online investing – mutual funds- No. of
Topic
Financial Planner’s Advice, Stock brokers Sessions
Research and Advice, Portfolio Tracking, Private
Understanding the Financial 2
Banking Options of Different Banks, and
Planning Process
Discretionary Portfolio Management Services -
Sharpe’s ratio, Treynor’s ratio, Jensen’s Managing Taxes and Tax Planning 7
measure, Information Ratio.
Decisions Regarding Automobiles 3
Alternate Investment Options – Art, Gold, and Housing
Antiques, Commodities, Real Estate, REITS,
Real Estate Related Mutual Funds, Charity, Managing Credit- Consumer Loans 2
Investments outside India. & other forms of Financing
Retirement planning – estimating needs at
Health and Property Insurance 3
retirement – social security – pension plans and
retirement plans – annuities, Reverse Mortgage Life Insurance 3
Estate planning – wills – trusts – gift taxes –
Planning for Investments 2
estate taxes and tax planning
Marketing of Financial Products: Relationship Alternate Investment Options 1
Marketing – Selling in a competitive
environment - Steps in the relationship Investing in Stocks and Bonds 3
management process – Segment, Profile, Expose,
Investing in Mutual Funds 3
Strategize, Execute, Monitor and review -
Personal Selling skills. Planning for Retirement 1
Cases Estate Planning 1
The US-64 controversy.
Marketing of Financial Products 2
Source: Case Studies in Finance Volume III
Faculty will identify relevant cases. Total 33
158
Wealth Management

Course Code : SL IV 602 Semester : III / IV
Objective
To equip students with skill sets required for managing wealth of high net worth individuals and mass
affluents and to familiarize them with vital aspects of wealth management – wealth accumulation,
wealth preservation and wealth transfer.

Personal Financial Planning, 11th e Gitman et al. South-Western College Pub - 2007
Personal Finance Keown, Arthur J. Pearson Education
Hallman, G. Victor / Rosenbloom, Jerry S.
Personal Financial Planning, 7th e
Mcgraw-Hill - 2003
Practice Management for Financial Advisors,
Katz, Deena. Bloomberg Press
Planners, and Wealth Managers
The Citibank Guide to Building Personal Wealth John Wiley and Sons
World Wealth Report Cap Gemini and Merrill Lynch
Earnst & Young Personal Financial Planning
Garner, Robert J / Coplan, Robert B - 2002
Guide
Detailed Syllabus Client Profiling and Lifestyle Guide to

Investing: Asset Allocation Principles - The
Introduction to Wealth Management: World’s Life-cycle Investment Guide - Private Banking
Wealth – Statistics and Forecast - World Wealth and Client Characteristics - Identifying Client
Report - Key Drivers of Wealth Management - Needs - Proforma financial statement - NRIs as
The Players – Global and Indian - Wealth Clients.
management Scenario - Wealth management –
Indian Perspective. Financial Planning: Need and Steps - Tax
Planning: Fundamentals, Basic income tax
Understanding the Wealth management saving techniques, Capital gains tax, Charity and
Process: Savings Cycle and Wealth Creation tax; Insurance Planning: Human Life Value, Life
Cycle - Client Segmentation, Ultra high net Insurance, Health Insurance; Retirement
worth individuals, High net worth individuals, Planning: Basics of retirement planning,
Mass Affluent, Client Expectations - Wealth Economic problems of retirement years, Steps in
Accumulation, Wealth Preservation, and Wealth planning for retirement income, Sources of
Transfer - Private banking, Family office, retirement income, Pension plans, Annuities and
Offshore, Onshore, International investment, annuity schemes; Estate Planning: Need,
Wealth management tools - Ethical principals objectives, methods of property disposition,
relevant to wealth management. using wills and trusts, settling the estate.
159
Investment and Investment Products: Basics Understanding Investor Psychology: Customer
of Investing - Investment Objectives - hesitancy, Client objection handling, Closing a
Investment constraints - Investor Categorization- deal.
Investment styles and factors determining them -
Financial Scams and Frauds: Know your
Fixed Income Products: Money Market -
customer, Money laundering, Investor
Instruments, Bonds, Corporate Securities, Debt
Awareness, Regulation, Corporate
Securities - Variable Income Products: Equity
Responsibility Act (SOX).
and Equity Mutual Funds - Derivatives -
Structured products -Credit cards. Risk Analysis
of Investment Products. Cases
Mutual Funds: Income funds, Growth funds,
Balanced funds, Sector funds, Index funds, Suggested Schedule of Sessions
Private equity funds, Fund of funds, Thematic
funds, Systematic Investment Planning. No. of
Topic
Sessions
Alternate Investment Options – Art, Gold,
Antiques, Commodities, Real Estate, REITS, Introduction to Wealth
2
Real Estate Related Mutual Funds, Charity. Management
Asset Allocation: Definition - Asset Allocation Understanding the Wealth
2
Process - Partitioning Criteria, Asset Classes - management Process
Strategic Asset Allocation - Tactical Asset Client Profiling and Lifestyle
allocation. 3
Guide to Investing
Portfolio Management Options and Financial Planning 4
Performance Measurement of Portfolios:
Direct Investing, Mutual Funds, Financial Investment 2
Planner’s Advice, Stock brokers Research and Investment Products 3
Advice, Portfolio Tracking, Private Banking
Options of Different Banks, and Discretionary Mutual Funds 3
Portfolio Management Services - Sharpe’s ratio, Alternate investment options 2
Treynor’s ratio, Jensen’s measure, Information
Ratio. Asset Allocation 2
Marketing of Financial Products: Relationship Portfolio Options and Performance

3
Marketing – Selling in a competitive Measurement
environment - Steps in the relationship Marketing of Financial Products 2
management process – Segment, Profile, Expose,
Behavioral Skills for Wealth
Strategize, Execute, Monitor and review - 2
Management
Personal Selling skills.
Understanding Investor Psychology 1
Behavioral Skills for Wealth Management –
Time Management, Negotiation skills, Financial Scams and Frauds 2
Convincing skills, Etiquettes and Manners.
Total 33
160
Global Capital Markets

Course Code : SL IB 602 Semester : III / IV
Objective
The objectives of the course is to provide the student with a through understanding of the structure and
functions of different financial markets as well as the instruments that are in use in those markets.
Global Capital Markets ICFAI
Financial Institutions and Markets, 4th e Bhole, L.M. Tata Mcgraw Hill - 2004
Global Capital Markets Joshi, P R. Tata Mcgraw Hill
Global Financial Markets Giddy, Ian. Houghton Mifflin Co.
Detailed Syllabus The American Markets: Introduction to US

Money Markets-Instruments of Money markets-
The Evolution of Global Financial Markets:
Various Types of Municipal Securities-
Concept of Circular Flow-Role of the
Eurodollar Market-Money Market Mutual Fund-
Government-Savings and Investment: The Fuel The US Bond Market-Instruments in Bonds
to Power Markets-Globalization of the Financial Markets-Types of Corporate Bonds-The US
Markets-Classification of Global Markets-Role Equity Markets-Banking Regulations- Three
of Financial Intermediaries-Intermediaries Major Exchanges in US.
Handling Individual Investors-Types of
Japanese Markets: General Background of
Financial Intermediaries- Primary and Secondary
Japanese Markets- Japanese Banking Structure-
Markets Financial Sector Reforms in Japan-Major
The Structure of Global Financial Markets: Funding Avenues-Export Finance in Japan-
Money Markets-Advantages of Money Markets- Credit Rating in Japan
Understanding Bond Markets-Advantages with German Capital Markets: The Germany
Bonds-Types of Bond Market Instruments- Economy-The German Banking System-The
Players in Bond Markets- Government Bond German Bond Markets
Issues and Agency Debt- The Need for MBS English Markets: Introduction to UK Markets-
Market-Process of Securitization-Collateralized The Big Bang of 1986- The UK Financial
Mortgage Obligations (CMOs)-Comparing Market-The Financial Services Authority-Major
Different Mortgage Securities Funding Routes-Export Finance
Euro Instruments Markets: Syndicated Euro Swiss Capital Markets: General Scenario- The
Credits-Issuance of Euro Notes-Issuance of Euro Swiss Banking Industry-The Swiss Insurance
Bonds- Issuance of Euro Equities Industry-Performance of the Swiss Economy-
161
Regulation of the Swiss Banking Industry-Swiss Funding Option- Cost Consideration in Choosing
Fixed Income Markets-The Swiss Bond Market- a Funding Option-Resource Diversification-
Swiss Equity Markets-Exchange rates/Interest Credit Rating and its Relevance-Various Cost
rates-Export Finance in Switzerland Computations-How to Arrive at an Optimal Mix.
Multilateral Financial Institutions: World Cases
Bank Group- Detailed Study of World Bank-
International Development Association (IDA)- Faculty will identify appropriate cases
International Finance Corporation (IFC)- Suggested Schedule of Sessions
Multilateral Investment Guarantee Agency
(MIGA)-International Center for Settlements of No. of
Topic
Investment Dispute (ICID); International Sessions
Monetary Fund (IMF)- Main Areas of Activities-
The Evolution of Global Financial 2
Funding Avenues-Lending Activities-The Markets
Process of IMF Lending-Other IMF Facilities-
Regional Development Banks; OPEC-AFDB- The Structure of Global Financial 3
IADB-EBRD-ADB. Markets
Futures, Options and Swaps: History of Euro Instruments Markets 3

Futures Markets-The Meaning and Operation of
Futures-Index Futures-Currency Futures- The American Markets 3
Commodity Futures- Concept of Options- Japanese Markets 2
American and European Options-Trading
Strategies with Options-Option Pricing Models- German Capital Markets 2
Exotic Options-The Concept of Financial Swaps-
English Markets 2
Interest Rate Swaps-Options on Swaps-
Commodity Swaps, Currency Swaps-Pricing of Swiss Capital Markets 3
Swaps.
Multilateral Financial Institutions 3
Export Credits: The Origin and Growth of
Export Credits-How Exports are Financed-How Futures Options and Swaps 5
Interest on Export Credits is Calculated-Role of Export Credits 2
Export Credit Insurance-Berne Union and its
Importance-The Indian Context. International Financial Strategies 3
International Financial Strategies: Importance Total 33
of International Financing-Various International
Financing Strategies-Choosing the Appropriate
162
Human Resource Planning

Course Code : SL HR 601 Semester : III / IV
Objective
To understand the purpose, process and applications of Human Resource Planning in the context of
different organizational strategies. To create a critical appreciation and knowledge for understanding
the determinants of human resource requirements and the means for meeting those requirements. To
create practical awareness about the current trends in human resource planning in global companies
and in the Asian markets.

Strategic Human Resource Plannig Belcourt, Monica / McBey, Kenneth. Thomson-
Nelson - 2000
Planning and Managing Human Resources, 2nd e Rothwell, William J./ Kazanas, H. C. HRD Press
- 2002
Managing Human Resources Cascio, Wayne F. Irwin/Mc Graw Hill - 1998
Costing Human Resources, 4th e Cascio Wayne F. World Executive Digest,
October 1985,pp 35-54 South-Western College
Pub - 1999
The Handbook of human resource planning Gordon Mc Beath,. Oxford: Blackwell, 1992
Detailed Syllabus HR Forecasting: Meaning and Definition,

categories, benefits, factors affecting forecasting
Introduction: Definition and concept of HRP,
benefits of HRP, HRP Process at sub-unit and process, time horizons, determining net HR
organizational (Macro and Micro) level, Human requirements, Costs of recruitment and
resource planning components – short range, replacement, Costing issues of replacement and
mid-range and long range retention
HR Planning and Corporate Strategies: HR Forecasting HR Demand: Index analysis—
planning as a strategic process—employees as expert forecasts—Delphi technique—Nominal
resources—goal attainment, linking HR Group Technique—HR Budget and Staffing
processes to strategy, involvement in strategic Table, Scenario forecasting, Regression analysis
planning process, Strategic HR Planning Model,
Staffing system and business strategy fit—Miles Determining HR Supply: Sources of supply—
and Snow Framework internal Vs external, skill and management
Job Analysis: Meaning and Definition, Job inventory, Forecasting techniques-- Markov
analysis, Role analysis process, Techniques of Models, Linear Programming, Movement
job analysis, Methods and Practice of Job analysis, Vacancy Model, HR retention programs
analysis, Competency-Based Approach
163
Career Planning and Succession • Succession Planning at GE
Management: Definitions, concepts, Stages of
• Disney – Succession Problems in The Magic
career development process and organizational
Kingdom
HR policies, career Anchors-Stages of growth &
career, Career planning process, Women related • Dilemma Promote from Within or Look
issues in HR Planning. Elsewhere?
Succession management process and • HR Restructuring at Lucent Technologies
Management development programs, Objectives • Human Resource Management System
of MDP’s, Job Rotation, Auditing MDP’s Reforms at Matsushita
Management Development methods, challenges
of succession management, Replacement Source: Case Studies in Human Resource
analysis Management Volume VI
HRP in Downsizing and Restructuring: Suggested Schedule of Sessions

Meaning of downsizing and restructuring, HR
Issues in downsizing—Inplacement and No. of
outplacement—Dealing Survivors of Topic
Sessions
downsizing, Effective downsizing strategies,
Psychological contract, ‘High Involvement’ Introduction 2
HRM in downsizing, Labour relations issues, HR Planning and Corporate 2
HRP issues in Mergers and Acquisitions Strategies (Including case
Staffing in International context: Global discussion)
managerial selection criteria, elements of cross-
Job Analysis 3
cultural training, Importance of Repatriation
procedure, repatriation as career development HR Forecasting (Including case 3
Outsourcing: Concepts, Lepak and Snell’s discussion)
Model, HR functions outsourced, rationale for Forecasting HR Demand 3
outsourcing, impact of outsourcing on manpower
needs, management of outsourcing Determining HR Supply 3
Technology and HRP: Occupational Career Planning Succession 4
Transformation – Technology up gradation and Management (Including case
employment in Indian industries - Human discussion)
Resource Management Systems, 3 Stages of
development, HRMS content and modules- HRP in Downsizing and 4
Managing manpower redundancies - Downsizing Restructuring (Including case
– methods - implications – Issues in downsizing discussion)
- VRS - Educational Training & Retraining & Staffing in International context 3
Relocation. (Including case discussion)
Cases Outsourcing (Including case 3
• Human Resource Management Practices at discussion)
the National Thermal Power Corporation
Technology and HRP (Including 3
(NTPC) in India
case discussion)
• Human Resource Management – Best
Practices at Marriott International Total 33
164
Strategic Human Resource Management

Objective
The course is designed to provide linkages of Business Strategy to HR Strategies-Policies & Systems.
It is designed to equip the student with the tools & techniques essential as a strategic contribution of
HRM to organizational success. The course is aimed at creating a practical understanding about the
interaction of an organizations strategy with human resource management function to create sustained
competitive advantage. This course will focus on issues on how HR function can create an alignment
with business strategy and contributes to business performance. It will help to appreciate how HRM is
critical to the firm’s survival and its relative success.

Strategic Human Resource Management: A Greer, Charles R. Pearson Education Asia -
General Managerial Approach, 2nd e 2000
The HR Scorecard, 1st e Becker, Brian E. et al. HBS Press - 2001
Aligning Human Resource and Business Holbeche, Linda. Butterworth Heinemann - 2009
Strategy, 2nd e
Human Resource Strategy Dreher, George F./ Dougherty, Thomas W. Tata
McGraw Hill
Handbook of Strategic HRM- The key to Armstrong, Michael / Baron, Angela. Jaico
Improved Business Performance Publishing House - 2007
Detailed Syllabus HR standards - HRM leading strategy

formulation, Alternative HR systems -
Understanding Strategic HRM: Traditional Vs
universalistic - contingency - configurational,
strategic HR, Typology of HR activities, ‘Best
Congruence and Integrated HR systems,
fit’ approach Vs ‘Best practice’ approach, HR
Designing congruent HR systems.
strategy and the role of national context, sectoral
context and organizational context on HR HR Strategy Formulation: Brief overview of
strategy and practices, Investment perspective of strategic planning and planning in SBUs, HR
human resources. Strategy and HR Planning, HR Strategy in
Multinational, Global and Transnational
Aligning HR Systems with business strategy:
companies, HR contributions to strategy -
Sustained competitive advantage – how HR adds
competitive intelligence - resource reallocation
value to the firm - HR as scarce resource -
decisions.
inimitable resource - non-substitutable resource,
Linking HRM practices to organizational HR Strategy in workforce utilization: Efficient
outcomes - assessing and reducing costs - utilization of Human resource - cross-training
behavioral impact of HR practices - Marginal and flexible work assignment - work teams - non-
utility models - auditing HR practices and unionization, Strategies for employee shortages,
departments, Linking Strategy to HRM practices Strategies for employee surpluses.
- corporate HR philosophy and company wide Strategies for Performance and Development:
165
Strategic dimensions of performance Cases
management, balanced scorecard, EVA, etc.
HR strategy for training and development:
• Jack Welch And Jeffrey Immelt: Continuity
Benefits, planning and strategizing training,
and Change in Strategy, Style and Culture at
integrated learning with performance
GE
management system and compensation.
• Human Resource Management Practices at
HR Strategy in Global Economy: Strategy and
the National Thermal Power Corporation
structure of divisionalized company, HR
(NTPC) in India
implications of divisionalization - forms of
control - HRM in corporate office, HR • Valero Energy's HR Practices and Culture
implications of mergers and acquisitions - • IKEA's Innovative Human Resource
employee expectations - consequences of Management Practices and Work Culture
acquisitions on HR practices
• Innovation at Whirlpool: Creating a New
High Performance Work Practices: Individual Competency
high performance practices, limitations of
• Semco - A 'Maverick' Organization
individual HPWP, Systems of HPWP - skill
system - motivating system, Individual practices • Google's Organizational Culture
Vs systems of practices, Universal practices Vs • Pixar's Organizational Culture
contingency perspectives
• Nucor Corp's Organizational Culture
Evaluating HR function: Overview of
• Organization Culture at Goldman Sachs
evaluation - scope - strategic impact - level of
analysis - Criteria - Level of Constituents - • Real Madrid: The 'Galacticos' Era
ethical dimensions, Approaches to evaluation - • HR Restructuring: The Coca Cola and Dabur
audit approach - analytical approach - Way
quantitative and qualitative measures - outcome
and process criteria, Balanced Scorecard (Source: Case Studies in Human Resource
perspective, Benchmarking, Accounting for Management Volume V)
HRM - Purpose of measuring cost and benefits Suggested Schedule of Sessions
of HRM - approaches to HRM performance -
employee wastage and turnover rates - cost of No. of
Topic
absenteeism - measuring human resource cost. Sessions
HR Scorecard: HR as a strategic partner and Understanding Strategic HRM 3
measurement challenge, 7 step Model for Aligning HR Systems with 3
implementing HR’s strategic role, Creating an business strategy
HR Scorecard, Measuring HR alignment - 2 HR Strategy Formulation 4
dimensions of alignment - assessing internal and
HR Strategy in workforce 3
external alignment - Systems alignment Map
utilization
Strategic HRM in emerging HR issues: HR Strategies for Performance and 3
Strategy in workforce diversity - virtual teams - Development
flexitime and telecommuting - HR outsourcing -
HR Strategy in Global Economy 3
contingent and temporary workers - Global
sourcing of labor, Expatriation and repatriation High Performance Work Practices 3
management in global HRM, Gender Evaluating HR function 3
discrimination and Glass ceiling effect, HR Scorecard 4
Employee engagement strategies, Talent
Strategic HRM in emerging HR 4
management and retention
issues
Total 33
166
Managing Knowledge Worker

Objective
Helps the students to enhance the concept of knowledge workers and their relevance with respect to
organization in the context of competitive scenario. It gives in-depth knowledge how to develop
knowledge workers. It brings good understanding of management functions and to focus on the future
of knowledge organizations.
REFERENCE BOOKS PUBLICATION / AUTHOR

The Essential Guide to Knowledge Management Tiwana, Amrit. Pearson Education Asia
Managing Knowledge Workers : New Skills and
attitudes to unlock the intellectual Capital in Horibe, Francis. John Wiley & Sons
your organization
The Migration of Knowledge Workers Second –
Khadgnia, Binod. Sage Publications
Generation effects of India’s Brain Drain
Edited by Marc Effron, Robert Gandossy,
Human Resources in 21st Century Hewitt Associates, and Marshal Goldsmith,
published by John Wiley & sons Inc
Ichijo et al. Published by Oxford University
New Challenges for Managers
Press - 2006
Knowledge Management Debowski, S. Wiley Student Edition
Knowledge Management for Competitive
Chaudhray, H C. Excel Books - 2005
Advantage
Detailed Syllabus sharing, Communities of knowledge workers in

the making, Community knowledge tree
Introduction: Knowledge Management -
Knowledge Work - Concept of Knowledge building, Challenge groups, Knowledge finding
Worker - Who are Knowledge Workers? - Indian ‘competitions’, Knowledge orienteering,
Knowledge Worker - Knowledge Worker Experience sharing forums, Problem-based
Culture - Knowledge Organization and learning, Network identification meetings,
Environment. Barrier clinics, Knowledge source technical
workshops, knowledge accessing technical
Learning Strategies for Knowledge Workers:
workshops - Johari Window Concept for
Training, Learning and Behavior Modification in
Developing Knowledge Organization &
Knowledge Management - Making Knowledge
Knowledge Workers Skills Development -
Work a Pleasure - Managing towards a
Professional Development Models: Knowledge
Knowledge Worker Culture - Becoming an
mapping, Reducing the knowledge gap,
Effective Knowledge Worker - Professional
Knowledge management assessment,
Development Components: Personal knowledge
Knowledge based problem solving.
tree construction, Personal knowledge tree
167
Knowledge Work & Organization: Teaming & Source: Case Studies in Human Resource
Grouping Strategies - Knowledge Work Management Volume IV
Organization & Design - Knowledge Corridor -
Establishing Knowledge Corridor - Promoting Suggested Schedule of Sessions
the Knowledge Corridor - Managing Knowledge
No. of
Cultures - Smart Gap – Return on Intelligence Topic
Sessions
(ROI) - Organizational Intelligence (OI) - The OI
Model & Seven Key Dimensions. Introduction 3
The Knowledge Leader: Characteristics and Training, Learning and Behavior
Attributes-Specific Roles-Leading Knowledge Modification in Knowledge
Teams-Self Managed and Virtual Teams Management
Motivating Knowledge Worker: Roles of Making Knowledge Work a
Knowledge Worker: Value Proposition for Pleasure
3
Knowledge Management - Enabling Knowledge Managing towards a Knowledge
Management Transition - Managing Knowledge Worker Culture (Including case
Projects - Intellectual Stimulation Individual discussion)
Consideration – Inspirational Motivation Becoming an Effective Knowledge
Knowledge Worker Productivity and Worker (Including case discussion)
Organizational Knowledge: The Uniqueness of Professional Development
Invisibility of Knowledge Work - Knowledge 3
Components
Work Processes - Interrelatedness of Knowledge
Johari Window Concept for
Work Processes and Social Context - Email
Developing Knowledge
client as a Knowledge Work Tool - Personal
Organization & Knowledge 3
Publishing Through Weblogs - Individual
Workers Skills Development
Benefits of Personal Publishing - Tacit
Knowledge – types of Knowledge Transfer.
Professional Development Models 3
Knowledge Work Considerations: Technology
and the Knowledge Worker- Uses of Information Knowledge Work & Organization
3
Technology- Observation on the effect of (Including case discussion)
Information Technology -Knowledge Career- Knowledge Leader (Including case
3
Role of Ergonomics-Role of CKO discussion)
Future of Knowledge Organization: Roles of Knowledge Worker
Knowledge organization in 21st Century - Future (Including case discussion)
Projections & Concerns Value Proposition for Knowledge
Cases Management (Including case
discussion) 4
• Knowledge Management Practices at Toyota
Motors Enabling Knowledge Management
Transition
• Knowledge Management @ Xerox Corp.
Managing Knowledge Projects
• Knowledge Sharing Initiatives at the World
Bank: Creating a 'Knowledge Bank' Knowledge Worker Productivity
and Organizational Knowledge 3
• Knowledge Management: Best Practices at (Including case discussion)
British Petroleum
Knowledge Work Considerations 2
• 3M's Organizational Culture
Future of Knowledge Organization
• Knowledge Management Initiatives at TCS 3
• Managing Attrition in the Indian Information Total 33
Technology Industry
168
Global Human Resource Management

Objective
This course is aimed 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.

Human Resources Management-Gaining Hollenbeck, Noe / Gerhart, Wright. McGraw-
Competitive Advantage, 5th e Hill/Irwin – 2005
Global Management –A Global Perspective, Weihrich, Heinz / Koontz, Harold. McGraw-Hill
11th e Education (Asia) - 2004
Culture & Organization- Software of Mind, Hofstede, Geert / Hofstede, Gert Jan. New York
2nd e McGraw- Hill - 2004
International Human Resource Management, Dowling, Peter. Thomson South-Western
5th e College Pub - 2007
Global HRM Concepts and Cases Kodwani, Amitabh / Kumar, Senthil S. Icfai
University Press - 2006
International Human Resource Management- Aswathappa, K / Dash, Sadhna. Tata McGraw-
Text and Cases, 1st e Hill
The Global HR Manager Joynt, Pat. Institute of Personnel & Development
- 1999
Detailed Syllabus Expatriation and Repatriation, Employee

Relations and IR, National and International
Global Perspective : Management of the Statutes- International Organizations & Labour
External Environment- GHRM, IHRM, DHRM Relations-Role of Unions-Collective Bargaining
Global Business Implications: Changes at in Other Countries-ILO
home-raising organizations to global level- Global Management Process: Culture -
Investment perspective on Global HRM- Moorings - Learning’s - Traps-Hofstedes cultural
Workforce & demographic changes & diversity- dimensions models-the African thought system
International perspective on Geocentric (Uberntu)-Japanese culture system- Chinese
corporate-multinational to Global or Cultural System - Indian cultural system.
transnational corporate
Characteristics and Competencies of a Global
Functions of Global HRM: Recruitment and Manager: Adaptability to the global business
Selection, Training and Development, environment- Tactical planning for cross cultural
Performance Management and Compensation, negotiation, People Skills for Global
169
Management – Leadership and Decision • IR Problems at Toyota Kirloskar Motor
Making-Cross Cultural Sensitivity Private Limited
International HRM in select countries: Global • Labor Market Reforms in France and the Job
management systems-Chinese, Japanese, Law 'CPE': A Lost Opportunity?
Korean, US, European, ancient Indian-Coping
with different management systems. Source: Case Studies in Human Resource
Management Volume V
Cross Cultural Communications: Cross
Cultural ethics-Bribery & Payoffs-Social Suggested Schedule of Sessions
Responsibility –Towards globalization of
business ethics- cross Cultural Leadership-Cross No. of
Topic
Cultural Motivation. Sessions
HRM in Cross Border Strategic Alliances- Global Perspective and Managing 3

Mergers and Acquisitions: HQ-Foreign External Environment (Including
Subsidiary Control Relationships, Global case discussion)
Control- Centralization - decentralization - Global Business implications 4
Governance Mechanism-Board Room Battles - (Including case discussion)
International Team working.
Functions of Global HRM 4
Cases (Including case discussion)
Faculty will be handling eight or more cases. Global Management process 4
• Restructuring Philips
• SABMiller's Human Capital Proposition: Characteristics of a Global 4
Institutionalizing a Performance Culture Manager (Including case
discussion)
• Infosys' Global Delivery Model
International HRM (Including case 4
• Nokia: Fostering Innovation discussion)
• Innovations at Wipro Cross Cultural Communications 5
• The Good and Bad of WAL-Mart's Culture (Including case discussion)
• Promoting Diversity: The American Express HRM in Cross Border Strategic 5

Way Alliances
Total 33
170
Industrial Relations

Objective
This course exposes the students to the issues involved in maintaining good employee relations. The
paradigm shift from industrial relations to employee relations & the impact on unionized activity is
discussed with its historical perspective. The Statutes will be covered with respect to the aim, its
relevance, implications & implementation in the corporate world.

Dynamics of Industrial Relations in India Mamoria, C B / Mamoria, S. Himalaya
Publishing House
Industry & labor Ramaswamy, E A / Ramaswamy, Uma – Oxford
University Press.
Industrial Relations Arora, Monal. Excel Books - 2002
Industrial Relations Trade Unions & Labour Legis Sinha, P R N. Dorling Kindersley (India) Pvt Ltd -
2006
Industrial Relations in India & Workers Michael, V P. Himalayan publications

Involvement in Management
Labour Law Digest Taxman
Detailed Syllabus Industrial Relations – Early British Rule- First

World War to Pre Independence Period
Industrial Relations: Concept, Perspective and
Organization: Human Resource Development in Trade Unionism Concept, Functions,
Perspective – Impact of Industrial Revolution – Approaches, Structure and Security: Trade
Industrial Relations: Concept – Importance of Union concept-General Features – Functions –
Industrial Relations – Scope and Aspects of Function of Trade Unions in the USSR, China,
Industrial Relations – The Management – The USA, UK, and India – Evolution of Trader
Government - Factors Affecting Industrial Unions – Types and Structure of Trade Union –
Relations – Perspectives/Approaches to Crafts Versus Industrial Unions – Views of the
Industrial Relations - Organization for Industrial NCL on Pattern/Structure of Trade Unions –
Relations – Dimensions of Industrial Relations Structure of Trade Unions in India – Union
Work – Pre-requisite Successful Industrial Security – Three Characteristics Needed –
Relations Program Methods of Achieving the Objectives
Evolution of Industrial Relations: Evolution of Trade Union Movement in India: Labor

Industrial System – Occupations in Ancient India Movement or Trade Union Movement – Why the
– Labor in Medieval India – Guilds and Unions – Trade union Movement? – Growth and
171
Development of the Trade Union Movement – practitioner-Principles of Natural justice-
Social Welfare Period – Early Trade union Criminal proceedings on domestic enquiry-
Period – Left-wing Unionism Period – Trade findings and conclusions of Enquiry Officer-
Union’s Unity Period – Second World War Award of Punishment.
Period – The Post-Independence Period - Present
Collective Bargaining: Concept – Main
Scenario of the Trade Union Movement – The
Features of Collective Bargaining – Importance
Central Trade Unions – The Indian National
of Collective Bargaining – Principles of
Trade Union Congress – All India Trade Union
Collective Bargaining –Contents and Coverage
Congress – United Trade Union Congress –
of a Collective Bargaining Agreement – Forms
Bhartiya Mazdoor Sangh – National Front of
of Collective Bargaining – Developing a
Indian Trade Unions – Centre of Indian Trade
Bargaining Relationship – Process of
Union – Comparative Study of Four Original
Negotiation during Bargaining – For union and
Central Organizations.
Management for Trade Union – The Attitude of
Problems of Trade Unions: Introduction- Main the parties – Collective Bargaining in India –
problems – Inter Union Rivalry – Recent Trends in Collective Bargaining the Issue
Recommendations of ILC Standing Committee – Side – Collective Bargaining Agreements at
Code of Conduct – Recommendations of NCL – Different Levels – Plant, Industry and National
Under the Maharashtra Act – National Level – Prerequisites of Collective Bargaining
Commission on Labors Views on Rights of Agreements at Different Levels – The National
Recognized Unions – Trade Unions under the Commission on Labor or Collective Bargaining.
plans – Recommendations of National
Settlement Machinery: Conciliation –
Commission on Labor for Strengthening Trade
Arbitration – Adjudication.
Union – Essentials for Success of a Trade Union
–Unfair Practice by Recognized Trade Union – Industrial Relations and Related Legislation:
General Unfair Labor Practice. The Trade Union Act, 1926 – The Industrial
Employment (standing Orders) Act 1946 – The
Worker’s Education and Training: Worker’s
Industrial Disputes Act, 1947 – Legislation
Education and Concept – Objective of Workers’
Relating of Factories.
Education – Venue and Technique – Worker’s
Education in India – The Scheme for Worker’s Industrial Relations Systems in UK USA:
Education – Three Levels of Worker’s Education United Kingdom – Trade Union – Membership –
– Special Category Programs – Evaluation of the Compulsory Arbitration – Joint Consultation and
Scheme –Worker’s Training – Training Scheme workers Participation in Management – Joint
of DGET Consultation – Workers Participation.
Implementation of Labor Laws- Processes Unionization of IT-ITES Sector Employees -
Issues
Discipline: Code of Discipline in industry-
Criteria for recognition of TU-Rights of Cases
recognized unions under the Code of Discipline-
Fostering discipline in industry-Employee • HR Problems at Jet Airways: Coping with
Discipline-Positive discipline-Disciplinary Turbulent Times in the Indian Aviation
Industry
action process-Standing orders-Judicial
Intervention-Domestic Enquiry- Framing the • Eli Lilly: Managing Workplace Diversity and
charge sheet-Suspension of pending enquiry- Coping with the Accusations of Racial
notice of enquiry-Enquiry Officer-Domestic Discrimination
Enquiry Proceedings-Representations of a legal
172
• Trying Times for the Indian IT and BPO No. of
Industries Topic
Sessions
• IG Metall - A Trade Union in Crisis? Trade Union Movement in India 3
• Collective Bargaining: The General Motors- Problems of Trade Unions
United Auto Workers Deal 3
• Labor Unrest at Honda Motorcycle & Scooter Worker’s Education and Training 3
India (Private) Limited
Discipline (Including case
Source: Case Studies in Human Resource 3
discussion)
Management Volume VI
Collective Bargaining (Including
3
Suggested Schedule of Sessions case discussion)
No. of Settlement Machinery 3

Topic
Sessions
Industrial Relations and Related
4
Industrial Relations: Concept, Legislation
Perspective and Organization 3
Industrial Relations Systems in UK
(Including case discussion) 2
USA
Evolution of Industrial Relations 3 Total 33
Trade Unionism Concept,
Functions, Approaches, Structure
3
and Security (Including case
discussion)
173
Organizational Development:
Diagnosis & Interventions

Objective
The aim of this course is to provide valuable insight in managing change in such a way that knowledge
and skills are transferred to build the organization’s capability to achieve goals and solve problems. It
provides a critical assessment of the symptoms, mechanisms and dynamics of Organizational
Development (OD) evaluate the range of OD Interventions.
Organization Development: Behavioral French, Wendell L / Bell, Cecil H Jr. Pearson

Science Interventions for Organization Education. Prentice Hall - 1998
Improvement, 6th e
Organizational Development & Change 7th e Cummins, Thomas G / Worley, Christopher G.

Southwestern College Publishing
An Experiential Approach to Organizational Harvey, Don / Brown, Donald R . Pearson

Development, 7th e Prentice Hall - 2005
Organizational Development: A process of Burke, W. Warner. Prentice Hall

Learning and Change
Organization Development- Interventions and Ramnarayan, S. et al. Sage Publications Pvt. Ltd
Strategies - 1998
Diagnosing Organizations-Methods, Models and Michael / Harrison. Sage Publications - 2004

Process, 3rd e
Detailed Syllabus Assumptions about people in groups and about

leadership - Assumptions about people in
Introduction to OD: Definitions of organizational systems - Assumptions that relate
Organizational Development (OD) - Growth and to values in the client organization - Values and
Relevance of OD belief system of behavioral scientist change
History of OD: The Laboratory Training; agents.
Survey Research and Feedback; Action Foundations of OD: Models and Theories of
Research; Socio technical and Socio clinical Planned Change - Systems Theory - Participation
Parallels - Second Generation OD and Empowerment - Teams and Teamwork -
Underlying Assumptions and Values: Parallel Learning Structures – Normative Re-
Assumptions about people as individuals - educative Strategy of changing - Applied
174
Behavioural Science - Action Research and - Job Design - Quality Circles - MBO and
Varieties of Action Research Appraisal – Socio technical Systems and Work
The Process of OD: Entering and Contracting - Restructuring - Quality of Work Life Projects -
Diagnosing the system and it’s processes, The Collateral Organization: A Task Force with
organizational, group and individual level a Difference - Physical Settings and OD -
diagnosis - Collecting and Analyzing Diagnostic Similarities and Differences between OD and
information - Feeding back diagnostic selected structural interventions.
information - Designing Interventions - Leading The Role and Style of the OD Practitioner:
and Managing Change - Evaluating and External and Internal Practitioner -
Institutionalizing OD Interventions Competencies of an OD Practitioner - OD
OD Interventions - An Overview: A definition Practitioner Styles - The OD Practitioner and his
of OD interventions - A brief word about the role in Intervention Process - Forming the
nature of OD interventions - The major families practitioner-client relationship - Professional
of OD interventions - Some classification Values and Ethics for OD professionals, Ethical
schemata for OD interventions Guidelines and Dilemmas
Team Interventions: Teams and Work Groups: System Ramifications: Human resources
Strategic Units of Organizations - Team Building leadership and involvement - Resistance to
Interventions - The Family Group Diagnostic change and Leadership style - Training and
Meeting - The Family Group Team-Building Development of consultation skills – Rewards -
Meeting - Role Analysis Technique Intervention Constructive Feedback - Staffing and Career
- A Role Negotiation Technique - Responsibility Development - Organizational justice - The role
Charting - The Force Field Analysis Technique - of power and politics in the practice of OD -
A Gestalt Orientation to Team Building Issues and problems pertaining to OD
Intergroup Interventions and Third- Party The Future and OD: Emerging Issues and
Peacemaking Interventions: Intergroup Team- Values - Future Trends in OD; macro system
Building Interventions - Third-Party trends, interpersonal trends, individual trends -
Peacemaking Interventions - Organization Future of OD
Mirror Interventions – Partnering
Personal, Interpersonal and Group Process
Cases
Interventions: Employee Empowerment - • Cisco's Organizational Culture
Sensitivity Training Laboratories - The Johari
• Flexible Work Options
Window Model – Transactional Analysis –
Behavior Modeling – Life and Career Planning • Johnson and Johnson's Health and Wellness
Program
Interventions – Stress Management Interventions
• Managing Cultural Change at P & G
Comprehensive Interventions: The
Confrontation Meeting - Strategic Management • Louis V. Gerstner Jr.: The Man who Turned
IBM Around
Activities - Survey Feedback - Rensis Likert’s
System & Management - Grid Organization Source: Case Studies in Human Resource
Development - The Contingency Theory of Management Volume IV
Lawrence and Lorsch
Structural Interventions and OD: Suggested
Criteria for Congruency- In congruency with OD
175
Topic
Sessions
No. of
Topic
Sessions Personal, Interpersonal and Group 3
Process Interventions: A
Introduction to OD 1 Descriptive Inventory of OD
Interventions
History of OD 2
Comprehensive Interventions: A 3
Underlying Assumptions and 2 Descriptive Inventory of OD
Values Interventions
Foundations of OD 2 Structural Interventions and OD: A 3
descriptive Inventory of OD
The Process of OD 4 Interventions
OD Interventions - An Overview 2 The Role and Style of OD 2
Practitioner
Team Interventions: A Descriptive 3
Inventory of OD Interventions System Ramifications 2
Intergroup Interventions: A 3 The Future and OD 1
descriptive inventory of OD
interventions Total 33
176
Performance Management & Reward Systems

Objective
This course integrates concepts and current day practices to –
• Provide insight into Performance Management systems and models.
• Understand and appreciate the intricacies of Reward Management in organizations.
Performance Management Michael Armstrong & Angela Baron
Performance Management :It’s about Chadha, Prem. Macmillan Publishers India -

performing – Not just appraising 2003.
Performance Management and Appraisal Rao, TV. Sage Publication - 2004

Systems
The practice of management Drucker, Peter F. Allied Publsihers
Handbook of Reward Management Armstrong, Michael / Murlis, Helen. Crest

Publishing House - 2007
Detailed Syllabus 360 degree feedback, potential appraisal, moving

average performing managers to superior
Introduction: Traditional Approaches - What is
performing managers.
performance - What is new in performance
Management - Process of Performance Team Performance: Focusing on team
Management Performance for better results, team
development.
Performance Objectives and Plans: Setting
objectives - Organizational and individual Appraising for Recognition and Reward:
performance plans – Job and Role Role Purposes of appraising - Methods of appraising -
description - Performance Standards - Setting Who can appraise – Pros and Cons of appraising
mutual expectations and performance criteria - – Fear and concerns – rating errors and concerns
Criteria for a good plan Monitoring performance - Appraisal system design.
planning analysis and development.
Performance Management Systems:
Shaping Performance: Monitoring Performance versus competences – Competency
Performance – Manager as a mentor – Role of Mapping – development and assessment centers
feedback – Performance appraisal - Self
Appraisal – Performance Review Discussion,
177
Reward Management: The Foundations of • The CEO Compensation Controversy
Reward Management - The Psychological
• Pentagon’s New Personnel System: Coping
Contract - Motivation and Financial and Non-
with the Challenges of Human Capital
financial Rewards - Factors Affecting Levels of
Pay - Developing Reward Processes - Equal Pay Source: Case Studies in Human Resource
for work of equal value - Market Rate surveys. Management Volume VI
Pay Structures: fixed vs variable pay – Graded Suggested Schedule of Sessions

Pay Structures – Broad banding – Job family
Modeling – Developing Pay Structures. No. of
Topic
Sessions
Pay systems currently in vogue: Contingent
Pay – Performance related Pay – Competence Introduction (Including case
2
related Pay – Skill based Pay – Shop floor discussion)
Incentive and Bonus Schemes – Sales force
Incentive Schemes – Gain sharing – Profit Performance Objectives and Plans 2
sharing – benefits, incentives and bonus schemes Shaping Performance 2
– Employee and Executive Share Schemes –
Team Rewards – Mergers and Acquisitions – Team Performance 2
Reward Policies for New and ‘Start-up’
Organizations Appraising for Recognition and
Reward (Including case 3
Other aspects related to rewards: Pensions – discussion)
Tax Considerations – Boardroom Pay –
International Remuneration – innovations in Performance Management
reward management. Systems (Including case 3
discussion)
Cases
Reward Management (Including
• Best Buy’s ‘Results Only Work 3
case discussion)
Environment’: Changing the Productivity
Paradigm? Pay Structures (Including case
3
discussion)
• Performance Appraisal Management
Pay systems currently in vogue
• Compensation Management at Tata 9
Consultancy Services Ltd.: Coping with
Turbulent Times in the Indian IT Industry Other aspects related to rewards 4
Total 33
178
Training & Development

Objectives
It enables students to develop know how to design, organize, implement and evaluate Training &
Development in Organizations. And to familiarize students about various tools and techniques available
for making Training & Development more effective.

Training In Organizations – Needs Goldstein, Irwin L. Wadsworth Publishing -
Assessment, Development & Evaluation, 4th e 2001
Training For Organizational Transformation Lyton / Pareek. Sage Publication
Training for Development Lynton / Pareek. Sage Publication
ASTD Training and Development, 4 e th
Craig, Robert L. Mc Graw Hill Publication -
1996
Approaches to Training and Development, 3rd e Laird, Dugan. Perseus Publishing 2003
Readings in HRD Rao, TV. Oxford & IBH Publishing Co. Pvt.
Ltd. - 2006
Management & Development - An Evaluation Virmani, B R. An ISTD Publication
Approach
Employee Training and Development, 4th e Noe, Raymond. McGraw-Hill/Irwin - 2006
Training and Development Strategy Rathan Reddy, B. Himalaya Publication
Training and Development Perspectives from the Reddy, Sumati. The Icfai University Press
Service Sector
Detailed Syllabus Needs Assessment and Analysis:

Organizational Support for need assessment,
Introduction: Introduction to training, need for
Organizational analysis, operational analysis /
Training and Development, differences of
requirement analysis, individual analysis.
Training and Development, importance of
Diagnostic meetings, Training Action plan
Training and Development in organization.
The Learning Environment: Learning theories-
A Systematic Approach to Training: gagne’s, blooms Taxonomy, learning styles,
Assessment phase, Training and Development stages of learning, learning principles, models for
phase, Evaluation Phase, Training becoming learning organization, challenges to
administrations, effective usage of instructions in become learning organization, trainee readiness,
training. trainee motivation to learn, motivational theories.
179
Instructional Approaches: An Overview, Suggested Schedule of Sessions
Traditional Instructional Approaches, modern
Instructional Approaches, Internal Training Vs No. of
Topic
External Training. Sessions
Designing and Conducting Training Program Introduction 1

Trainer’s Role: Role of Trainers, Qualities of a Need & Importance Of Training & 2
good Trainers, Internal Trainer Vs External Development (Including case
Training, Training of Trainees discussion)
Training Evaluation and Measurement:
A Systematic Approach to Training 3
Introduction to evaluation process, Introduction (Including case discussion)
to criteria development, choosing criteria
measures, The Evaluation of Criteria, Phases of Needs Assessment and Analysis 3
Evaluation, Experimental Designs, Internal & (Including case discussion)
External Training Validity, Models of
Evaluation., ROI on Training. Individual Analysis 3
Special Training Issues: Training in various The Learning Environment 3

sectors including Marketing, Banking, BPO, IT, (Including case discussion)
models for becoming learning organization,
challenges to become learning organization, etc. Motivational Theories Individual 3
Learning styles & Trainees
Cases Motivation To Learn
• Employee Training and Development at Instructional Approaches 3

Motorola (Including case discussion)
• Training and Development at Godrej
Designing and Conducting 3
• Ritz-Carlton’s Human Resource Training Program (Including case
Management Practices and Work Culture: discussion)
The Foundation of an Exceptional Service
Organization Trainer’s Role, Developing 3
• Designing a Training Program: A Training Trainers, Training of Trainees
Manager's Dilemma
Training Evaluation and 2
• Toyota Motor Company's Toyota Technical Measurement (Including case
Training Institute in India discussion)
• Enhancing the Credibility of the Training
Function: Involving Line Managers in Sales Experimental Designs, Internal & 2
Training External Training Validity, Models
of Evaluation.
• Leadership Training and Development at the
BBC Training in various sectors, 2
• Diversity Training at Toys “R” Us, Inc. becoming a learning Organization
Source: Case Studies in Human Resource
Management Volume VI Total 33
180
Leadership Skills & Change Management

Objective
The course is designed to provide an in-depth understanding of Leadership, styles, skills required. It is
aimed to develop leadership skills and provide a framework for Leaders as Coaches, Mentors and
Counselors
Leadership: Research Findings, Practice, DuBrin, Andrew J. All India Publishers &
and Skills, 5th e Distributors; Houghton Mifflin - 2006
Managing Organizational Change Nilkanth / Ramnarayan. Response Books
Emotional Intelligence, 10 Anv edition Goleman, Daniel / Singh, Dalip. Bantam - 2006
Leadership in organizations, 5th e Yulk, Gary. Pearson Education
Leadership Myths and Realities Allio, Robert J. Tata Mcgraw Hill
Human Capital Management Kandola, Shriniwas.
Detailed Syllabus Developing Leadership Competencies

The Nature and Importance of Leadership: Leadership Styles: The Leadership Continuum:
The meaning of Leadership – Leadership as a Classical Leadership Styles - The Boss-Centered
Partnership – Leadership Versus Management – Versus Employee-Centered Leadership
The impact of Leadership on Organizational Continuum- The Autocratic-Participative-Free-
Performance – Leadership Roles- The Rein Continuum – The Leadership Grid Styles –
Satisfactions and Frustrations of Being a Leader The Entrepreneurial Leadership Style – Gender
Differences in Leadership Style – Selecting the
Traits, Motives, and Characteristics of Best Leadership Style
Leaders: Personality Traits of Effective Leaders
Leadership Motives – Cognitive Factors and e-Leadership
Leadership Contingency and Situational Leadership:
Situational Influences on effective Leadership
Leadership and Stress Management
Behavior – Fiedler’s Contingency theory of
Effective Leadership Behaviors and Leadership Effectiveness – The Path-Goal
Attitudes: Task-Related Attitudes and Theory of Leadership Effectiveness – The
Behaviors – Relationship-Oriented Attitudes and Hersey-Blanchard Situational Leadership Model
Behaviors – Super Leadership: Leading Others to – The Normative Decision Model of Vroom,
Lead Themselves – 360-Degree Feedback for Yetton, and Jago – Contingency Leadership in
Fine-Tuning Leadership Approach the Effective Suite
181
Level 5 Leadership Cases
Power, Politics and Leadership: Sources and • Narayana Murthy and Infosys
Types of Power – Tactics for Becoming an
Empowering Leader – Factors that Contribute to • Leadership: The Bill Gates Way
Political Behavior – Political Tactics and • Dhirubhai Ambani and Reliance
Strategies
• Dr V of Aravind Eye Hospital: A 'Level 5'
Developing Teamwork: Team Leadership Leader
Versus Solo Leadership - The Leader’s Role in
• Women and Entrepreneurship
the Team-Based Organization – Leader Behavior
and Attitudes that Foster Teamwork. Source: Case Studies in Human Resource
Management Volume IV
Leadership Development, Succession, and the
Future: Development through Self-Awareness Suggested Schedule of Sessions
and Self-Discipline - Leadership Development
Programs No. of
Topic
Sessions
Emotional Intelligence
The Nature and Importance of 2
Change management Leadership
Understanding change: Nature of change - Traits, Motives, and Characteristics 3

Forces of change - Perspectives on change: of Leaders, Leadership & Stress
Management
Contingency perspective - Population ecology
perspective - Institutional perspective - Resource Effective Leadership Behaviors 2
– Dependence perspective. and Attitudes:
Types of change: continuous change - Leadership Competencies, 3
discontinuous change - participative change - Leadership Styles, e-Leadership
directive change. Contingency and Situational 3
Leadership, Level 5 leadership
Implementing change: Assemble a change
management team - Establish a new direction for Power, Politics and Leadership 2
change - Prepare the organization for change - Developing Teamwork 2
Set up change teams to implement change - Align
structure, systems and resources to support Leadership Development, 3
change - Identify and remove road blocks to Succession, and the Future,
change - Absorb change into the culture of the Emotional intelligence
organization. Understanding change 3
Overcoming Resistance to change: Managing Types of change 2
change through people – dealing with individuals
Implementing change 2
– dealing with groups – overcoming
organizational resistance to change. Overcoming resistance to change 2
Role of Leader: as Coach, Mentor and Leader as a Coach, Mentor and 2

Counselor - Concepts, processes, barriers and Counselor
elements of its effectiveness Ethical Issues in Leadership 1
Ethical Issues in Leadership Corporate Social Responsibility 1
Corporate Social Responsibility Total 33
182
Employment Laws

Objectives
The objective of the course is to impart knowledge to the students about various labor laws existing in
India, to enable the students to understand and apply these laws, Impart knowledge of the detailed
contents of the laws, Stimulate thinking on rationale behind the laws and their enforcement problems
REFERENCE BOOKS AUTHOR/ PUBLICATION
Labor Laws Taxman

Dynamics of Industrial Relations Mamoria et al. Himalaya Publishing house-2000
Industrial Relations & Labor Laws Srivastava, SC. Vikas Publishing House. 1994
Industrial Law Mallick, P.L.. Eastern Book Company - 2006
Shops & Establishments Act (for respective

Published by the Government of the State
states)
Detailed Syllabus profit and available surplus, eligibility for bonus,

disqualification for bonus, calculation of bonus
Trade Unions Act, 1926: Objectives of the act,
with respect to certain employees, computation
definitions, Coverage, registration & recognition
of number of working days, Set on and set off of
of Trade Unions, rights and liabilities of
allocable surplus, special provisions with respect
registered trade unions.
to certain establishments, time limit for payment
Industrial Employment (Standing Orders) of bonus, recovery of bonus due from an
Act, 1946: Extent and application, submission of employer, special provision with respect to
draft standing orders, certification of standing payment of bonus linked with production or
orders, payment of subsistence allowance, productivity, reference of disputes under the act,
Various issues pertaining to employment penalty special provision with respect to payment
standing orders, schedule. of bonus linked with production or productivity.
Industrial Disputes Act, 1947: Extent, Employees Provident Funds (and Misc.
Definitions, Authorities under the act, Notice of Provisions) Act. 1952. Extent and application,
Change, Reference of disputes to boards, courts, Exempted Establishments, Employees’
tribunals, Machinery available for settling for Provident Fund schemes, Employee Family
grievance handling, penalty, strike lockout, Pension Scheme, Employees' Deposit Linked
layoff, retrenchment etc. First, second, third, Insurance Scheme, Determination of moneys due
fourth and fifth schedules. from employers, Mode of Recovery of Money
due from Employers and contractors, Recovery
The Payment Of Bonus Act, 1965: Extent, Officer, Other modes of recovery, Protection
application and definition, Computation of gross against Attachment, Priority of Payment of
183
Contribution over Other Debts, Employer not to loss, deductions for services rendered,
Reduce Wages etc., Liability in Case of Transfer maintenance of registers and records, claims
of Establishment arising out of deductions from wages or delay in
payment of wages, conditional attachment of
Workmen's Compensation Act, 1923:
property of employer or other person responsible
Objective of the Act, Definitions, Dependent,
for payment of wages, procedure in trial of
Employer, Wages, Workmen, Workmen's
offences,
compensation (Employer's liability for
compensation, Amount of compensation, The Contract Labor Regulation and Abolition
compensation to be paid when due, method of Act.
calculating wages, distribution of compensation,
Definition, scope, application, and provision of
contracting, commissioners, Procedure for
the act such as registration of establishment,
compensation), schedules I, II, III and IV.
licensing of contractors, welfare and health of
Employees' State Insurance Act, 1948: Extent contract labour.
and application, Definitions, Contributions,
Factories Act 1948
Administrative arrangements, Issue of
certificates to the Recovery Officer, Benefits Definition, scope and provision of the act-
(Sickness Benefit, Maternity Benefit, Inspectors, Health, Safety, Hazardous processes,
Disablement Benefit, Dependents Benefit, Welfare, Working hours of adults, Employment
Medical Benefit, Funeral Benefit, Prescribed of young persons, Annual Leave with wages,
Specification for Entitlement Administration of Special provisions,
Disablement Benefit), Provision of Medical
Shops & Establishment Act (of the respective
Treatment by State Government, General,
state)
Second Schedule, Third Schedule,
Ethical Issues at Work Place
Payment of Gratuity Act, 1972: Extent and
application and Objective of the Act, continuous
Cases
service, Payment of Gratuity- Compulsory
Insurance of Employer's Liability for Gratuity &' Faculty will be handling eight or more cases
Recovery of Gratuity, power to exempt,
nomination, determination of the amount of • Shahdol Pipe Works and Another vs. Zila
gratuity, recovery of gratuity, Cognizance of Laghu Udyog Kamgar Sangh and Others
Offence, Protection of Gratuity against • Rajasthan State Road Transport Corporation
Attachment. vs. Shyam Bihari Lal Gupta
Minimum Wages Act 1948 • U.P. State Brassware Corporation Ltd. and
Definition, fixing of minimum rates of wages, Another vs. Udai Narain Pandey
minimum rate of wages, procedure for fixing and • Indian Rare Earths Ltd. and Another vs.
revising minimum wages, wages in kind, Pramod Chandra Panigrahi and Others
payment of minimum rates of wages, fixing
hours for a normal working day, Inspectors, • Municipal Corporation, Ludhiana vs. Ram
claims, all provisions of the act Pal
Payment off wages Act 1936 • Chairman, Oil and Natural Gas Corporation
Ltd. and Another vs. Shyamal Chandra
Extent and application, Definition, scope and
Bhowmik
provision of the act- fixation of wage-periods,
time of payment of wages, deductions which may • S.L. Srinivasa Jute Twine Mills (Pvt.) Ltd. vs.
be made from wages, fines, deductions for Union of India and Another
absence from duty, deductions for damage or
184
• Regional Provident Fund Commissioner, Suggested Schedule of Sessions
Mangalore vs. Central Aercanut and Coca
Marketing and Processing Co-operative Ltd. No. of
Topic
Mangalore Sessions
• Dockendale Shipping, Bombay & Another v. Trade Unions Act, 1926 2

Jevanbhai Ramji Tande Industrial Employment
2
• Dock Labour Board rep. by its Chairman vs. (Standing Orders) Act, 1946
K. Geetha and Others
Industrial Disputes Act, 1947 4
• Trehan vs. M/s Electrical Associated
Agencies The payment Of Bonus Act,
2
1965
• Indian Airlines, Hyderabad vs. E.S.I
Corporation, Hyderabad Employees Provident Funds
• M/s Vijaya Diagnostic Centre and etc. vs. (and Misc. Provisions) Act. 3
Employees State Insurance Corporation, 1952
Hyderabad Workmen's Compensation Act,
2
• State of Haryana and Others vs. Charanjit 1923
Singh and Others
Employees' State Insurance
• State of Rajasthan and Others vs. Bhawani 2
Act, 1948
Shanker and Another
Payment of Gratuity Act, 1972 2
• Haldia Refinery Canteen Employees Union
and Another vs. Indian Oil Corporation Ltd. Minimum Wages Act 1948 2
and Others
Payment Of wages Act 1936 2
• Verma L.K. vs. H.M.T. Ltd. and Another
• Airfreight Ltd. vs. State of Karnataka and The Contract Labor Regulation
2
Others and Abolition Act 1970
• Punjab and Sind Bank and Others vs. Factories Act 1948. 4
Mohinder Pal Singh and Others
Shops & Establishment Act 2
Source: Case Studies in Human Resource
Management Volume V Ethical Issues & Laws at work
2
place
Total 33
185
Quantitative Human Resource Management

Objective
This course focuses on the statistical techniques and data analysis methods appropriate for quantitative
human resource management research projects. Students learn the importance of reliability, validity,
and accurate measurement, and how to conduct reliable and valid research projects vis-à-vis calculating
the costs of various HR processes
HR Research Methods Bhattacharyya, Dipak Kumar. Oxford

University Press - 2007
HR metrics Sullivan, John. Kennedy Information - 2003
Detailed Syllabus measuring the quality of applicants. Measuring

the costs of hiring. Attrition metrics – techniques
Principles of HR research and quantitative
used to calculate attrition, manpower planning
HRM – Defining HR research and Quantitative
metrics – push model (markov) and pull model
HRM – significance and relevance. Types of HR
(renewal models), quantitative tools for
research. Advantages of measuring HRM.
forecasting manpower requirements.
Consequences of not measuring HRM, Common
problems with metrics, Using statistical tests in Development metrics – Training ROI, ,
HR Research, Sampling. measuring employee satisfaction, attitude
measurement and survey, Training evaluation
Tools, Techniques and Non-parametric tests
models, tracking the value of career
in HR Research – types of quantitative research,
management, measurement, performance
data types and preparation for analysis
metrics, performance matrix – Shingo prize
hypotheses formulation, common and
model, EFQM, and Baldridge criteria calculating
uncommon data collection methods, non
6-sigma, assessing the training organization,
parametric tests for related and independent
customer focused metrics, BSC, HR Scorecard,
samples. Multivariate data analysis and meta
performance measurement using ranking and
analysis.
rating systems, scales for evaluation of
Staffing metrics – Why managers need to pay performance, HR’s role in value chain, HR
attention to recruitment? What are the Accounting.
expectations from recruitment from
Compensation metrics – connecting it to
organizational/managerial perspective?
revenues and expenses, calculating various
Recruiting tools and practices – a quick audit,
wage/salary related measures. Variable pay
How and when to measure the quality of hire,
186
systems, types of executive compensation, Suggested Schedule of Sessions
quantitative application in compensation –
percentiles, cost-benefit analysis, and compa- No. of
Topic
Sessions
ratios. Mistakes in compensation designing.
Employee benefits, Calculation of incentives, Principles of HR research and 4
measuring the impact of weak incentives. quantitative HRM
Tools, Techniques and Non- 5
Trends in quantitative HRM - Development of
parametric tests in HR Research
HR dashboard, HR index, internal improvement
monitors and smoke detectors, using factor Staffing metrics 7
analysis in HR research – problems, HR Audit
research, Organization Health survey. Development Metrics 6
Compensation Metrics 6
Cases
Trends 5
Total 33
187
Competency Mapping and Assessment

Objectives
• Understand the fundamentals of competency management
• Experience the process of competency mapping and profiling
• Learn the art of customization and institutionalization
• Aware of the implementation pre-requisites and strategies
• Understand integration of competency profiling to other HR applications
The Handbook of Competency Mapping: Sanghi, Seema. Sage Publications Pvt. Ltd -
Understanding, Designing and Implementing 2007
Competency Models in Organizations, 2nd e
Competency based HRM Shermon, Ganesh. Tata Mc Graw Hill - 2004
360 degree feedback, competency mapping & Sharma, Radha R. Tata Mc Graw Hill - 2003
assessment centers
Detailed Syllabus – development of personal competency

framework, Lancaster Model of managerial
Introduction: Concept and definition of Role competencies, competency modeling framework
and competency, Characteristics of competency, – developing a competency model –
Competency versus competence, Performance Understanding job positions, Data collection
versus competency; skills versus competency, instruments for job descriptions, Preparation of
behavior indicators, History of competency, job descriptions, Stages in design and
Types of competencies – generic/specific, implementation of competency model – General
threshold/performance, and differentiating and competency framework, competency
technical, managerial and human; Why to identification – Competency assessment and
promote a competency culture, Context and competency development, competency mapping,
Relevance of competencies in modern integration of HR function.
organizations. Competencies Applications –
Competency Frameworks (competency Design and Implementation of competency
model: Introduction to Core competencies
management framework or competency model),
(Organization wide), Business competencies
Competency Maps, and Competency Profiles.
(SBU specific), Team Competencies (project
Competency management framework/ driven), Role competencies (Role wise);
competency model: Macro View of Competency identification - Consolidation of
Competency management framework: strategic checklist, Rank Order and finalization,
framework – linking HR processes to Validation, and Benchmark; Competency
organizational strategy, competency framework assessment – 360 degrees and psychometric
188
tools; competency development – maturity in competitive advantage. Competency profiling
framework and matrix, areas of improvement, - Job competency profiling, Role competency,
and action plan; Competency Mapping - profiling - Functional competency profiling,
Strategy-Structure Congruence, Structure Role Core competency profiling.
Congruence, Vertical & horizontal Role
Integration of Competency Based HR
linkages, Positioning to bring in competitive
systems: Competency based selection,
advantage.
competency based interviews, competency based
Competency assessment: Identification of Role performance management, competency driven
competencies, elemental competencies, careers, and competency linked remuneration,
assessment center, what do the assessment competency driven culture.
centers assess? Design of assessment center, Use
of psychometric testing in assessment center, 360 Cases
degree feedback, potential appraisal through
assessment center, other methods of competency Faculty will identify appropriate cases
assessment - Role plays, Case study, Structured
Experiences, Simulations, Business Games, Suggested Schedule of sessions
Repertory grid, BEI, MBTI, FIRO-B; Difference
between development center and assessment No. of
Topic
center. Sessions
Competency mapping: Definition and Introduction 5

difference between competency map,
Competency management 6
competency mapping, and top competencies.
framework
Studying job, processes, and environment,
studying attributes of good performer; Strategy Design and implementation 7
structure congruence, Structure Role congruence
- Each role to be unique, Non-Repetitive, and Competency Mapping 8
Value adding; Vertical and horizontal role
congruence, Ensure non repetitive tasks in two Integration of Competency Based 7
different roles, Ensure core competencies for HR systems
each task, Link all the above and position to bring
Total 33
189
HR Analytics

Course Code : SLHR 613 Semester : III / IV
Objective
Organizations require efficient human resources (HR) data analytics to make strategic business
decisions. In this course, one will gain insight into uses of analytics in HR, their importance and use
HR Analytics to add value in the organizational effectiveness.

Winning on HR Analytics : Leveraging Data for Ramesh Soundararajan and Kuldeep Singh –
Competitive Advantage Sage Publication
Applying Advanced Analytics to HR James C Sesil – Pearson
Management Decisions : Methods for Selection,
Developing Incentives and Improving
Collaboration
HR Analytics : Understanding Theories and Dipak Kumar Bhattacharyya – Sage Publication
Applications
The New HR Analytics : Predicting the Jac FITZ-ENZ
Economic Value of Your Company’s Human
Capital Investments
Detailed Syllabus HR Audit and Benchmarking: The audit

process, Recruitment and selection process audit,
Basic HR Processes and System: Overview of Employee administration process audit,
HR, Concept of human capital, Challenges in HR Computer based data management system audit,
domain, A brief History of the Evolution of Statutory compliance audit, HR audit measures,
Analytics, Why is Analytics Important to the HR Human Resource Auditing as a Tool of Human
Field? HR Analytics Defined, HR’s Value Resource Valuation
Proposition
Competency Mapping: Meaning and types of
HRM in changing Context: Transition from competencies, Steps in competency mapping,
transaction orientation to analytics orientation, Methods and techniques, Introduction to
The Analytics Process Model and Its Phases, Assessment Center, Person-position fit criteria,
Applying the Analytics Process Model Decision making for selection and succession
People Capability Maturity Model (PCMM): planning
Basic model and levels of maturity, assessing the Talent Analytics Maturity Model: Reactive
maturity in HR processes of the organization, analytics, Proactive analytics, Strategic
CARE Approach analytics, predictive analytics
LAMP and HCM 21 Framework: What is Recruitment Planning: Hiring estimates,
LAMP? Relation with Human Capital Bridge Sources and channels, Time and cost
framework, Hierarchical analysis of employee effectiveness, Recruitment outsourcing,
data for business decisions, Scan, Plan, Produce
190
Recruitment Metrics, Fill-up ratio, Time to hire, Suggested Schedule of Sessions
Cost per hire, Early turnover, Termination during
probation, Channel efficiency mix in terms of
Direct hires, Employee referral hires, Agency No. of
Topic
hires, Lateral hires, Offer reject and renege, Sessions
Fulfilment ratio, Quality of hire, Recruitment to Basic HR Processes and System 3
HR cost
HRM in changing Context 3
Diversity Metrics: Workforce diversity index,
Gender mix, Differently abled index, People Capability Maturity Model 3
Implementation challenges, KPI Dashboard, (PCMM)
Criteria of creating KPI Dashboard,
Characteristics of the metrics, Creating a sales LAMP and HCM 21 Framework 3
KPI Dashboard, HR KPI Scorecard, Calculating
HR KPI, Scorecard based on recruitment, HR Audit and Benchmarking 3
training and development, Scorecard based on
Competency Mapping 3
employee retention, and turnover.
Designing HR Balanced Scorecard: Strategic Talent Analytics Maturity Model 3
perspective, Customer perspective, Operation
Recruitment Planning 3
perspective, Financial perspective
Training and Development Plans: Training Diversity Metrics 3
need identification, Make or Buy Model, Designing HR Balanced Scorecard 3
Training effectiveness evaluation, Training and
Development Metrics, Per Cent of employee Training and Development Plans 3
trained, internally and externally trained,
Training hours and cost per employee, ROI Total 33
calculation
191
Service Operations Management

Course Code : SL OM 601 Semester : III / IV
Objective
The objective of this course is to provide students with tools and techniques to manage operations of
service organizations.
Service Management, 6th e Fitzsimmons, James A / Fitzsimmons, Mona J.

McGraw Hill – 2007
Service Management and Operations, 2nd e Haksever, Cengiz et al. Pearson Education –
1999
Service Operations Management, 1st e Metters, Richard et al. Thompson-South Western

College – 2002
Detailed Syllabus unconstrained and constrained.

Role of services in an economy: economic The supporting facility: Design, Layout,
evolution, stages of economic development- pre- process flowcharting, environment psychology
industrial society, industrial society, post and orientation; Walk Through-Audit, The
industrial society; nature of service sector, role of Walk-Through-Audit as a Diagnostic Tool
service manager The service encounter: the service encounter
The nature of services: service classification, triad- Encounter Dominated by the Service
The Service Package, distinctive characteristics Organization, Contact Personnel-Dominated
of service operations, an open view of services Encounter, Customer-Dominated Encounter; the
service organization- culture, empowerment;
Service strategy: the strategic service concept,
contact personnel- selection, training; the
classifying services for strategic insights,
customer- expectations and attitudes, the
understanding the competitive environment of
customer as co-producer; creating a customer
services, competitive service strategies, winning
service orientation, the service profit chain
customers in the marketplace
Service facility location: location
Services and information technology:
considerations, estimation of geographic
technological innovations in services, the
demand, facility location techniques, site
competitive role of information in services, the
considerations, breaking the rules- competitive
virtual value chain limits in the use of
clustering, saturation marketing, intermediaries,
information.
substitution of communication for transportation
The service delivery system: service
blueprinting, strategic positioning through Service quality: defining service quality,
process structure, taxonomy or service process measuring service quality- SERVQUAL,
design, generic approaches to service system benchmarking, scope of service quality; quality
design. Vehicle routing- CW algorithm service by design- incorporating quality in the
192
service package, Taguchi methods, Poka Yoke, productivity, The DEA model- definition of
quality function deployment; achieving service variables, objective function, constraints, DEA
quality- cost of quality, tools for achieving and strategic planning.
service quality; programs for service quality
assurance- quality improvement to achieve zero Cases
defects, Deming’s 14 point program
unconditional service guarantee Malcolm Faculty will identify appropriate cases.
Baldrige quality award
Managing queues: queuing systems, the
psychology waiting, the economics of waiting No. of
essential features of queuing systems standard Topic
Sessions
M/M/1 model, finite- queue M/M/1 model
M/G/1 model. Role of services in an economy 2
Managing capacity and demand: strategies for The nature of services 2
managing demand- partitioning demand,
offering price incentives, promoting of-peak Service strategy 3
demand, developing complementary services,
using reservation systems and handling the Services and information 3
overbooking problem; Strategies for managing technology
supply- using daily workshift scheduling, using The service delivery system 3
weekly workshift scheduling with days off
constraints, increasing customer participation, The supporting facility 2
creating adjustable capacity, sharing capacity,
cross training employees, using part tie The service encounter 2
employees, scheduling part-time tellers at a
drive-in bank. Yield management and its Service facility location 3
applications. Service quality 3
Productivity and quality improvement: Stages
in service firm competitiveness- available for Managing queues 3
service, journeyman, distinctive competence Managing capacity and demand 4
achieved, world class service delivery; Making
continual improvement a competitive strategy- Productivity and quality 3
inventory and waiting line analogy, continual improvement
improvement as part of the service organization
culture, management implications. Data Total 33
envelopment analysis: measuring service
193
TQM & Six Sigma Quality

Objective
The objective of this course is to develop an integrative perspective for achieving operational
excellence. This course introduces the concepts, models and best practices for designing, developing,
managing, controlling and improving the sourcing, planning, transformation and delivery processes
and systems for goods and services

Total Quality Management, 3rd e Besterfield. Pearson Education-Asia - 2002
Quality Planning and Analysis, 5th e Juran / Gryna-Tata McGraw Hill - 2006
Beyond TQM Robert / Flood. John Wiley & Sons Inc - 1993
Detailed Syllabus Quality Function Deployment (QFD):

Building a House of Quality, Voice of customers,
Introduction: Concept of quality, Definition,
Applications of QFD
Dimension of Quality, Evolution of TQM,
Components of TQM, Developing Quality Quality by Design: Production and Product
Culture. Development Tools, Taguchi methods, Design of
Experiments, Orthogonal Arrays.
Customer Focus and Satisfaction: Meeting
Customer Needs and Expectations, Translating Bench Marking: Evolution, Process of
Customer needs into Requirements (Kano Benchmarking, Understanding Current
model) using customer complaints. performance, Types of benchmarking, Issues in
bench marking
Philosophy of TQM: Philosophies of Deming,
Crosby, Juran and Taguchi, PDSA cycle, Costs Tools of TQM: Management tools, Design
of Quality, Measuring quality costs, Criteria for Review, Pokayoke, Force field analysis, FMEA,
Malcom Balrige Quality Award. FTA, DRM, and 5S Principles.
Pre-requisite for TQM: Quality Orientation, Strategic Quality Management: Principles of

Leadership, Employee Involvement, Role of quality management, Linking with strategic
ISO9000 QMS, Organizing for Quality. quality management process, TQM
implementation, Continual improvement/ Kaizen
SQC/SPC Techniques: Control Charts for program, Quality circles, Role of BPR.
Variables and Attributes, Acceptance sampling,
Process capability studies, Six Sigma Cases
Approaches, Seven tools of SQC Faculty will identify appropriate cases.
194
Topic
Sessions
No. of
Topic Quality by Design 4
Sessions
Introduction 2 Bench Marking 2

Customer Focus and Satisfaction 2
Tools of TQM 4
Philosophy of TQM 4
Strategic Quality Management 3
Pre-requisite for TQM 3
Case studies in TQM 3
SQC/SPC Techniques 4
Quality Function Deployment 2 Total 33

(QFD):
195
Operations Research

Objective
The objective of this course is to develop an integrative perspective for achieving operational
excellence. This course introduces the concepts, models and best practices for designing, developing,
managing, controlling and improving the sourcing, planning, transformation and delivery processes
and systems for goods and services.
Operations Research and Management Science Ravindran, A. John Wiley & Sons. - 2007
Handbook, 1st e
Quantitative Approaches to Management, 8th e Levin, Richard I et al. McGraw Hill. New York.
1993.
Quantitative Analysis for Management, 10th e Render, Barry / Stair, Ralph M. - Prentice Hall of
India Private Limited, New Delhi. - 2008
Management Science/Operations Research – A Bell, Peter C. Thompson: South-Western.- 1998

Strategic Perspective, 1st e
Operations Research: An Introduction, 8th e Taha, Hamdy A. Prentice Hall of India. - 2006
An Introduction to Management Science, 11th e Anderson, David R et al. Thompson-South-

Western. 2004.
Detailed Syllabus Transportation and Assignment problems:

Introduction: Quantitative approach to VAM method, Checking for optimally using
management decision making, Analyzing and MODI method, Unbalanced problem and
defining the problem, Developing a model, degeneracy, Hungarian method for assignment
Selecting the inputs and putting the model to problem, Traveling salesman problem.
work, Typical applications of OR Integer, Dynamic, goal and non linear
Linear Programming: Formulating programming: Types of problems, Branch and
maximization / minimization problems, Bound method, Solving basic problems,
Graphical solution, simplex methods, Special Applications in operations management
cases of LP, Duality of LP and its interpretation, Game theory: 2 Person zero sum games, Saddle
Dual simplex methods, Post optimality/ point, Mixes strategies use of dominance rules,
sensitivity analysis, Applications of LP Solution by graphical methods.
196
Waiting lines: Characteristics of a queuing Suggested Schedule of Sessions
system, Arrival and service patterns, Single and
multiple channel, Queue models with Poisson No. of
Topic
arrival and exponential service times Sessions
Simulation Modeling: Monte Carlo simulation, Introduction 1

Using random numbers, Applications in Linear Programming 5
inventory analysis, Waiting lines, Maintenance
and finance areas. Transportation and Assignment 4
problems
Replacement models: Types of replacement
Integer, Dynamic, Goal and Non- 4
problems, Replacement of assets that deteriorate
linear programming
with time, Determination of economic life using
present value factors, Simple probabilistic Game theory 3
models for assets which fails suddenly and
Waiting lines 3
completely.
Simulation Modeling 4
Markov Analysis: Brand switching analysis,
Prediction of market shares for future periods, Replacement models 3
Equilibrium conditions, Uses of Markov
Markov Analysis 3
analysis.
Case examples or Caselets 3
Case examples or Caselets: On application of
OR techniques. Total 33
197
Operations Strategy

Objective
The objective of the course is to impart an understanding of the issues related to Operations as a
Strategic element in a Business organization. The essence of operations is to deliver value to a
customer. The course therefore defines value, how the value is to be delivered and how to design
operations in order to deliver value.
Operations Strategy. Walters, David. Palgrave Macmilllan publishers
Detailed Syllabus Strategic and operational characteristics and

components: The generic approach - The
Introduction: Introduction – new economy and
generic value chain -Key issues and questions for
new business models-The value chain –
value chain decisions -Adding value in a value
integrated demand and supply chains-Operations
chain – emphasis on adding value to the customer
strategy – profile and definitions.
- Value chain decisions and processes.
Emerging characteristics of value and value
Managing customer value and value
creation and delivery: A time of change-Value
proposition: Customer value model -
creation and delivery.
Components of customer value - The value
Perspectives of value: Approaches to define delivery gap - Positioning: The value
value-A customer value model. proposition.
Value as a business concept: Revisiting basic Value strategy and value operations: A
concepts-Value strategy decisions – strategic framework for integrating value strategy and
effectiveness and operational strategy. value production - Value chain - organization
profile -The value chain processes, activities and
A conceptual model to a value strategy model:
decisions.
Value based organization – The growth of
flexible response and virtual organizations - Configuring the value chain: Concepts and
Historical perspective of value - Developments issues for the future - Value positioning and
and recent events - The future – some directives competitive advantage strategies - Intra and Inter
for future. organizational processes - Performance planning
and measurement in the value chain - Value
Supply chains and value chains: Definitions,
chain planning and control.
characteristics, differences and directions - The
value chain perspective - Value strategy. Cases
Value based organization: The value chain Faculty will identify appropriate cases.
approach - Organizational issues.
198
Topic
Sessions
No. of
Topic
Sessions Value based organization 3
Introduction 1
Strategic and operational 4
Emerging characteristics of value 3 characteristics and components
and value creation and delivery
Managing customer value and 4
Perspectives of value 3 value proposition
Value as a business concept 3
Value strategy and value 3
Value based organization – The 3 operations
growth of flexible response and
virtual organizations Configuring the value chain 3
Supply chains and value chains 3 Total 33
199
Business Modelling and Simulation

Objective
This course introduces the concept of modeling of dynamic business and economic systems, and
simulation of mathematical models. Computer software iThink, ARENA and MS Excel will be used
for simulating mathematical models.

Banks, Jerry et al. Pearson Education: Delhi.
Discrete-Event Simulation, 5th e
2009.
Mathematical Modelling Kapur, JN. John Wiley & Sons Inc - 1988
Haines, Stephen G. Jaico Publishing. Mumbai -
Systems Thinking & Learning
2005
Business Dynamics Sterman, John D. McGraw Hill - 2000
The Fifth Discipline Fieldbook Senge, Peter M et al. Broadway Business - 2002.
Advanced Modelling in Finance using Excel and Jackson, Mary / Staunton Mike. John Wiley &
VBA Sons. Chichester. - 2001.
Harrington, H James / Tumay, Kerim. McGraw-
Simulation Modeling Methods
Hill. New York - 2000.
Kelton, W David et al. McGraw Hill: New York.
Simulation with Arena, 4th e
2006.
Gordon, Geoffrey. Prentice Hall of India: New
System Simulation, 2nd e
Delhi.- 2004
Law, Averill M / Kelton, W David. Tata McGraw
Simulation Modeling and Analysis, 4th e
Hill. New Delhi. - 2006.
Rubinstein, Reuven Y / Melamed, Benjamin.
Modern Simulation and Modeling
Wiley. New York. 1998.
Detailed Syllabus Random Number Generation: Generation of

pseudo-random numbers, Tests for random
Introduction to Modeling and Simulation:
numbers, random variate generation
Types of models, closed form solutions,
continuous and discrete event simulation Simulation of Discrete and Static models:
Probability Distributions: Properties of Simulation for project appraisal and simulation
Poisson, Erlang, Uniform, Triangular, Normal, for project duration
Gamma, Weibull, Beta, Lognormal
200
Simulation of Discrete and Dynamic models: Resource Models (human resource planning
Simulation of inventory systems, simulation of models, hiring and promotion policies),
stock market, simulation of Cobweb model, Operations Management Models (supply chain
introduction to Markov processes and simulation management and the beer game), Agriculture and
of brand switching behavior, advertising and Other Models (growth of fish and spread of
promotion, maintenance policy models epidemics), competition models (Volterra model
for integrated pest control and oligopoly
Introduction to Queuing Systems and Discrete competition)
Event Simulation: arrival process, queue
configuration, queue discipline, queue statistics, Stability and Equilibrium Analysis: phase
plane diagrams, state space diagrams
Discrete Event Simulation
Control of Systems: proportional, differential
Introduction to Arena Software: Entities,
and integral control
Attributes, Create, Process, Dispose, Queue,
Resource modules, etc. Cases
Applications of Discrete Event Simulation: Faculty will identify appropriate cases.
Applications of bank operations, call centers,
inventories, factory operations, maintenance, etc.
Input Modeling: Data collection, identifying No. of
Topic
Sessions
distribution with data, parameter estimation,
goodness-of-fit tests, multivariate and time series Introduction to Modeling and 1
input models Simulation
Probability Distributions 2
Verification and Validation of Simulation
Random Number Generation 2
Models: verification of simulation models,
calibration and validation of models Simulation of Discrete and Static 2
models
Output Analysis: Measures of performance and Simulation of Discrete and 3
their estimation, output analysis for terminating Dynamic models
conditions, Output analysis for steady state
simulations Introduction to Queuing Systems 2
and Discrete Event Simulation
Causal Loop Diagrams: cause and effect Introduction to Arena Software 3
fishbone diagram, positive links, negative links,
Applications of Discrete Event 3
reinforcing loops, balancing loop, stock
Simulation
variables, rate variables, auxiliary variables,
relationship between stock, rate and auxiliary Input Modeling 1
variables Verification and Validation of 3
Simulation Models
Introduction to iThink Software: Reservoirs,
Ovens, Queues and Conveyors, Building models Output Analysis 2
in iThink Causal Loop Diagrams 2
Introduction to iThink Software 2
Application of System Dynamics Models:
Demography Models (population growth Application of Systems Dynamics 3
models, population growth models with Models
migration), Economic Systems (optimal time to Stability and Equilibrium Analysis 1
harvest trees, optimal duration for storing wine), Control of Systems 1
Marketing Models (exponential growth of sales
Total 33
model and logistics growth model), Human
201
Supply Chain Management

AIM
This course introduces the concept of supply chain management. It also provides an understanding of
Logistics while underlining the importance Supply Chain Management in different kinds of industries.
This course provides an integrated view of purchasing, production, distribution and logistics function.
Learning Outcomes
At the end of the course students will be able to:
1. Appreciate the strategic importance of Value Chain Management in the overall strategy
formulation/implementation context
2. Apply the concepts of value chain management in practice
3. Appreciate the importance of integration with the suppliers and the customers in Value Chain
Management
4. Demonstrate an ability to diagnose and analyze value chain issues
5. Design and implement improvements in real life value chains
REFERENCE BOOK AUTHOR(S) / PUBLICATION

Supply Chain Management for Competitive Narayan Rangaraj, G Raghuram, Mandyam M
Advantage Srinivasan Tata McGraw Hill 2009
Designing and Managing the Supply Chain David Simchi-Levi, Philip Kaminsky and Edith
Simchi-Levi, Tata McGraw Hill. 2004
Logistics and Supply Chain Management G Raghuram and N Rangaraj. Macmillan India.
Delhi. 2000
Supply Chain Management Sunil Chopra and Peter- Prentice Hall - 2006
Supply Chain Management (Text and Cases) Dr Rahul Altekar
Business Logistics / Supply Chain Management Ronald H Ballou. Pearson Education. Delhi.
2004. Fifth Edition
Detailed Syllabus scope - Global Optimization - Managing

Uncertainty – Why Supply Chain Management -
Introduction: What is a Supply Chain - Decision Key Issues in Supply Chain Management -
Phases in a supply Chain - Process view of a supply chain drivers and obstacles.
Supply Chain - The importance of supply Chain
flows - Competitive and Supply Chain Strategies Transportations, facility decisions and
- Achieving strategic fit - Expanding strategic network design in supply chain: The role of
202
transportation - factors affecting the Advantages and Disadvantages of RSP -
transportation decisions - modes of Distributor Integration - Types of Distributor
transportation - design options for transportation Integration - Issues in Distributor Integration.
network - trade offs in transportation design,
Procurement and Outsourcing Strategies:
tailored transportation-routing and scheduling in
Introduction - Outsourcing Benefits and Risks –
transportation - role of facility decisions in
A Framework for Buy/Make Decisions -
supply chain - factors influencing network design
E-Procurement - A Framework for
decisions - making network design decisions in
E-Procurement.
practice.
International Issues in Supply Chain
Inventory Management and Risk Pooling:
Management: Introduction - Global Market
Introduction - Single Warehouse Inventory- The Forces - Technological Forces - Global Cost
Economic Lot Size Model - The Effect of Forces - Political and Economic Forces - Risks
Demand Uncertainty - Supply Contracts - and Advantages of International Supply Chains -
Multiple Order Opportunities - Continuous Risks - Addressing Global Risks - Requirements
Review Policy - Variable Lead Times - Periodic for Global Strategy Implementation - Issues in
Review Policy - Risk Pooling-Centralized International Supply chain Management -
Versus Decentralized Systems - Managing International versus Regional Products - Local
Inventory in the Supply Chain -Practical Issues - Autonomy Versus Central Control -
Forecasting - Judgment Methods - Market Miscellaneous Dangers – Regional Differences
Research Methods - Time-Series Methods - in Logistics - Cultural Differences -
Causal Methods - Selecting the Appropriate Infrastructure - Performance Expectation and
Forecasting Technique. Evaluation - Information System Availability -
Human Resources.
The Value of Information: Introduction - The
Bullwhip Effect - The Impact of Centralized Coordinated Product and Supply Chain
Information on the Bullwhip Effect - Methods for Design: Design for Logistics - Economic
Coping with the Bullwhip Effect - Effective Packaging and Transportation - Concurrent and
Forecasts - Information for the Coordination of Parallel Processing - Standardization - Selecting
Systems - Lead-Time Reduction - Information a Standardization Strategy - The Push-Pull
and Supply Chain Trade-offs - Conflicting Boundary – Supplier Integration into New
Objectives in the Supply Chain - Designing the Product Development – The Spectrum of
Supply Chain for Conflicting Goals. Supplier Integration - Keys to Effective Supplier
Integration -Technologies and Suppliers - Mass
Supply Chain Integration: Introduction- Push,
Customization - Making Mass Customization
Pull and Push-Pull Systems - Push - Bases
Work - Mass Customization and Supply Chain
Supply Chain-Pull-Based Supply Chain - Push-
Management.
Pull Supply Chain-Identifying the Appropriate
Supply Chain Strategy-Implementing a Push- Information Technology for Supply Chain
Pull Strategy - Demand-Driven Strategies - The Management: Introduction - Goals of Supply
Impact of the Internet on Supply Chain Strategies Chain - Information Technology -
- Distribution Strategies - Direct Shipment - Standardization - Information Technology
Corss-Docking - Transshipment-Centfalized Infrastructure – Interface Devices –
Versus Decentralized Control - Central Versus Communications - Databases – System
Local Facilities. Architecture - Electronic Commerce – Electronic
Commerce Levels - Supply Chain Management
Strategic Alliances: Introduction - A
System Components - Integrating Supply Chain
Framework for Strategic Alliances - Third-Party
Information Technology - Stages of
Logistics - Retailer-Supplier Partnerships -
Development - Implementation of ERP and DSS
Types of RSP - Requirements for RSP -
- "Best-of-Breed" Versus Single-Vendor ERP
Inventory Ownership in RSP - Issues in RSP
Solutions. RF1D and its applicability
Implementation -Steps in RSP Implementation -
203
• Organization and Systems for SCM No. of
Topic
• Negotiations and Contract management Sessions
• INCO terms and Legal concepts and ED, Risk Pool game, Beer Game or 3
VAT, GST etc. equivalent
• SCOR model Supply Chain Integration 3
Modern Concepts: Strategic Alliances 3
• Financial SCM Procurement and Outsourcing 2
• Lean SCM Strategies
International Issues in Supply 3
Cases Chain Management
Faculty will identify appropriate cases. Coordinated Product and Supply
3
Suggested Schedule of Sessions Chain Design
Information Technology for 3
No. of Supply Chain Management
Topic
Sessions
Organisation and Systems for 2
Introduction 3 SCM Negotiations and Contract
Transportation, facility decisions management INCO terms and
and network design in a supply 3 Legal concepts and ED, VAT,
chain GST etc. SCOR model
Modern Concepts: Financial SCM 1
Inventory Management and Risk
3 Lean SCM
Pooling
Total 33
The Value of Information 1
204
Project Management

Objective
Is to explore students to all aspects of Project Management covering project identification, formulation,
planning, scheduling & control. The course will enable the students to acquire the concepts, tools &
techniques of Project Management and to get an exposure to MS Projects Software
Project Management for Business &

Nicholas, John M. Pearson Education
Technology (Principles & Practice)
Project Management – A Managerial Approach, Meredith, Jack R / Mantel, Samuel J. JW &

5th e Sons, 2002
Project Management, 8th e Lock, Dennis. Gower, 2003
Modern Project Management Howes, Norman R. Amacom - 2001
Projects: Planning, Analysis, Selection,

Chandra, Prasanna. Tata McGraw Hill - 2004
Implementation & Review, 5th e
Gido / Clements. South-Western College Pub -

Successful Project Management, 4th e
2008
Project Management, 4th e Gray, C. / Larson, E. McGraw Hill/ Irwin - 2007
Detailed Syllabus analysis, evaluation of project proposals, risk

analysis, sensitivity analysis, social cost benefit
Introduction to Project Management:
analysis
Definition, functions, evolution of Project
Management, classification of projects, Project Project Planning: Planning fundamentals,
Management in different environments project master plan, work breakdown structure &
other tools of project planning, work packages
The Project Management Systems,
project organization structure & responsibilities,
Methodologies & Systems Development
responsibility matrix
Cycle: Systems approach, systems analysis,
systems development, project feasibility, project Project Scheduling: Use of Gantt Charts &
life cycle, project appraisal, project contracting, network diagrams, activity of node diagrams,
the phases of systems development cycle activity on arrow diagrams, the critical path, time
based networks
Project Feasibility Study: Developing a project
plan, market & technical analysis, financial
205
PERT, CPM, Resource Allocation & GERT: Case Studies
Tools & techniques for scheduling development,
crashing of networks, time-cost relationship,
resource leveling multiple project scheduling, Suggested Schedule of Sessions
GERT
No. of
Cost Estimating & Budgeting: Cost estimating Topic
Sessions
process elements of budgeting, project cost
accounting & management information systems, Introduction to Project
1
cost schedules & forecasts Management
Managing Risks in Projects: Risk concept & The Project Management Systems,
identification, risk assessment, risk priority, risk Methodologies & System 2
response planning, risk management methods Development Cycle
Project Control: Information monitoring, Project Feasibility Study 3
internal & external project control, cost
accounting systems for project control, control Project Planning 3
process, performance analysis, variance limits, Project Scheduling 3
issues in project control.
PERT, CPM, Resource Allocation
Project management Information Systems: 4
& GERT
Computer based tools, features of PMIS, using
project management software (MS Projects) Cost Estimating & Budgeting 2
Project Evaluation, Reporting & Managing Risks in Projects 2
Termination: Project reviews & reporting,
closing the contract Project Control 2
Project Organization Structure & Project Management Information
2
Integration: Requirements of project Systems
organizations, different structure & integration in
large scale projects, roles of project manager & Project Evaluation, Reporting &
2
project team Termination
Managing Participation, Team Work & Project Organization Structure &

2
Conflict: Leadership in project management, Integration
building teams, resolving conflicts
Managing Participation, Teamwork
2
Software Project Management: Systems & Conflict
engineering, design & system development,
documentation, fast evolving technologies & Software Project Management 2
methodologies Project Quality & Procurement
1
Project Quality & Procurement Management: Management
Quality assurance, quality audit, tools & Total 33
techniques of TQM, contracts management
206
Production & Materials Management

Objective
To provide students with the requisite knowledge of concepts and to impart practical skills and
techniques required in the area of Production Planning and Materials Management

Production Planning and Inventory Control Setharama L Narasimhan, Dennis W.
McLeavey and Peter J Billington, Prentice
Hall of India. New Delhi 2003, 2nd Edition.
Introduction to Materials Management JR Tony Arnold and Stephen Chapman.
Pearson Education Delhi. 2004. Fifth Edition
Purchasing and Supply Chain Management Robert Monezka, Robert Trent and Robert
Handfield, Thompson – South Western. 2002.
Second Edition.
Operations Management: A Supply Chain Derek L Waller. International Thompson
Approach Business Press. London. 1999.
Manufacturing Planning and Control Systems Thomas E Vollman, William L Berry and D
Clay Whybark. Irwin Mcgarw-Hill. Boston.
1997. Fourth Edition.
Detailed Syllabus Multi-Item Joint Replacement: Economics of

Joint replacement, Joint Replenishment Order
Purchasing Process: Purchasing objectives and
Quantity Model, Joint Replenishment Order
process, Purchasing cycle, Types of Purchases,
Quantity Model with varying Item Cycle, Joint
Types of purchasing strategies.
Replenishment Production Quantity Model.
In sourcing and outsourcing: Outsourcing
Distribution Inventory management: Multi
decision process, Total cost analysis,
location Systems, Centralization of Inventories,
Outsourcing alternatives.
safety Stocks, Distribution Inventory Systems,
Supplier evaluation selection and Case: Integrated Production, Distribution, and
measurement: Identification of supplier sources, inventory Planning at Libbey-owens-Ford
Methods of supplier selection, Methods of supplier
Aggregate Planning: The Nature of the
evaluation, Supplier quality management, Supplier
Aggregate Planning Decisions, Aggregate
evaluation systems: ISO 9000.
Planning Defined, The Value of Decision Rules,
World wide sourcing: Overview of world wide Costs, Aggregate Planning Strategies, Aggregate
sourcing, International sourcing process. Planning Methods,
Basic Inventory systems: Functions and Types The Master Production Schedule: Bill of
of Inventories, Measures of Inventory Material Types, Structuring the Bill of Material,
performance, Inventory Systems. Modular Bills of Material, Disaggregation
207
Techniques, Managing the Master Schedule, Total Quality Management: Total Quality
Maintenance of the MPS. Management (TQM), TQM as a Key Component
The Planning of Material Requirements: MRP of Competitive Initiatives, The TQM Process of
and MRP II, Implementation of MRP and MRP Improvement, TQM’s Impact on Production
Planning and Inventory Control Activities,
II, The Parts Requirements Problem, The
Malcolm Baldridge National Quality Award.
Mechanics of MRP, MRP Concepts and
Advantages, Lot Sizing, Uncertainty and Change
Cases
in MRP Systems, Net Change Versus
Regenerative MRP Systems, System Faculty will identify appropriate cases.
Nervousness, Firm Planned Orders, and Time
Fences. Suggested Schedule of Sessions
Capacity Planning and Control: Long-Range
Capacity, Medium-Range Capacity Planning and No of
Topic
Control, Short-Term Capacity Planning and Sessions
Control. Purchasing Process 1
High-Volume Production Activity Control In sourcing and outsourcing 1
and Just-in-Time Systems: The Production
Environment, Controlling Continuous Supplier evaluation selection and 1
Production, Sequencing and Line Balancing measurement
Methodologies, Relationship to Aggregate World wide sourcing 1
Planning, Batch Processing Techniques, Process
Industry Scheduling, Just-In-Time (JIT). Basic Inventory systems 3
Job Shop Production Activity Planning: Multi-Item Joint Replacement 2

Database Information Requirements, Distribution Inventory management 2
Scheduling, Shop Loading, Sequencing, Priority
Rules for Dispatching Jobs, Mathematical Aggregate Planning 2
Programming, Heuristics, and Simulation, The Master Production Schedule 3
Worker Scheduling in Service Operations.
The Planning of Material 3
Job Shop Production Activity Control: Requirements
Dispatching, Corrections to Short-Term
Capacity, Production Reporting and Status Capacity Planning and Control 3
Control, Factors Affecting the Completion Time High-Volume Production Activity 2
of Jobs, Techniques for Aligning, Completion Control and Just-in-Time Systems
Times and Due Dates, Scheduling in Flexible
Manufacturing System, Case: The Flexible Job Shop Production Activity 3
Factor Revisited. Planning
Theory of Constraints and Synchronous Job Shop Production Activity 2

Manufacturing: Theory of Constraints, The Control
Goal and Performance Measures, Capacity, Theory of Constraints and 1
Synchronous Manufacturing, Marketing and Synchronous Manufacturing
Production.
Technological Innovations in 1
Technological Innovations in Manufacturing: Manufacturing
Introduction, Computer Integrated
Manufacturing, Tools for Manufacturing Total Quality Management 2
Planning, Manufacturing Automation, Material Total 33
Control, Integration Issues in CIM, Case: The
age of Re-Engineering
208
Lean Manufacturing Management

Objectives
The course enables the student to learn the basic tenets of Lean Manufacturing that can contribute to
significant improvements in productivity, quality, safety & cycle times. The course focuses on the tools
& techniques of Lean & also on the issues of Lean Implementation. The student understands how to
apply Lean Concepts in a Manufacturing Environment.
Lean Thinking, 2nd e Womack, James P / Jones, Daniel T. Simon &

Schuster. Free Press - 2003
Quick Response Manufacturing – A Company Suri, Rajan Productivity Press - 1998

wide approach to reducing lead times
Value Stream Management Tapping, Don et al. Productivity Press - 2002
Becoming Lean – Inside stories of U S Liker, Jeffery. Productivity Press - 1998

Manufacturers
Implementing a Lean Management System, 1st e Dr. Jackson, Thomas L. Productivity Press -
1996
The machine that changed the world Womack, James & Jones. Free Press - 2007
World Class Manufacturing Schonberger, Free Press - 2008
Detailed Syllabus Value Stream Mapping: Value Flow - Pull

Value & Perfection - Lean Product & Process
Introduction to Lean: History - Evolution, the Development
Toyota Production System - Bench marketing the
performance of manufacturing systems - Benefits The Lean Tools & Techniques: Quick Change
of lean Overs - Mistake Proofing - Line Balancing -
Cellular Design - Lean Six Sigma
Basics of Lean: The Lean House - Building
The Integrative Interventions: Kaizen – TPM -
Blocks of Standardization, Stability, JIT & 5S - Work Teams - Policy Deployment -
Jidoka Managing Change
The Lean Production Principles: Work Place The Lean Implementation: Role of top
Organization, Visual controls - Batch Size management in developing lean culture &
Reduction - Pull System - Cellular managing change - Steps in implementing lean
Manufacturing strategy - Lean accounting system
209
Lean Practices: Case examples of organizations Suggested Schedule of Sessions
Practising Lean - Lean assessment study
No. of
Case Studies Lean Practices Topic
Sessions
Case examples of focusing on moving from Introduction to lean 3
“batch & queue” to continuous flow & lean
operations Basics of lean 2
The lean production principles 3
Applying Lean to Service Organizations
Case on the lean production
Concept of lean service operations 1
principles
Lean supply chains Value stream mapping 2
Lean & IT The lean tools & techniques 3
Beyond Lean Paradigm Case on Lean six sigma 1
Agile Manufacturing The integrative interventions 3
Quick Response Manufacturing The lean implementations 4
Case on the lean implementations 1
Cases
Lean practices 4
Faculty will identify appropriate cases. Case on Lean practices 1
Applying lean to service
3
organizations
Beyond lean paradigm 2
Total 33
210
Business Continuity & Risk Management

Course Code : SL IT 601 Semester : III / IV
Objectives
i). To understand the key elements of Business Continuity and Risk Management
ii). To understand the business continuity planning cycle
iii).To understand network security technology and their applications
Business Continuity and Disaster Recovery for Rittinghouse, John / Ransome, James F.
Infosec Managers Elsevier UK US Editions. Digital Press - 2005
The Definitive Handbook of Business Continuity Peter Barnes (Editor), Andrew Hiles (Editor),
Management John Wiley & Sons Ltd - 2005
Business Continuity Planning S., Latha. ICFAI University Press
Network Security Essentials Applications & Stallings, William. Prentice Hall (Pearson Asia) -
Standards 1999
Electronic Commerce Greenstein / Feinman. McGraw Hill
Detailed Syllabus Asymmetric key cryptography. Digital

Risk Management: Introduction, Kinds of risks, signatures & digital signature standards. Hacking
Risk Planning, risk management and business – assessing network vulnerabilities. Hacker
continuity management. detection tools & principles. Phising &
Phraming.
Introduction to Communication &
Information Security: Security Attacks and Information System Security: Intruder, Virus
Security Services, A Model for Internet work & Worm, Firewalls - Types, Trusted Systems
Security. Importance of information security. Network Security Practice: Issues in online
Overview of Information Technology Act. business transactions, Authentication
Conventional Encryption: Conventional Applications, Security Requirements on the
Model, Classical Encryption Techniques, Internet, Secure Electronic Transactions.
Simplified Data Encryption Standards (DES), Browser based security issues. Physical Network
Cipher Design Principles, Traffic Confidentiality system security – User authentication, bio-metric
and Key Distribution. devices, Electronic mail security, web security.
Modern Information security issues & Business Continuity Planning: Business

solutions: Authentication issues. Symmetric & Continuity Planning (BCP), Need for BCP,
211
Business Impact Analysis (BIA), Business No. of.
Continuity Management Cycle, Organizing and Topic
Sessions
implementing BCP, Testing, Maintenance and
Training, Standards, like BS 7799 Conventional Encryption 3
Cases Modern Information security issues 5

& solutions
Information System Security 4
Network Security Practice 6
No. of.
Topic
Sessions
Business Continuity Planning 8
Risk Management 3
Total 33
Introduction to Communication & 4
information Security
212
E-Business

Objective
The course is designed to fulfill the following objectives:
i) Understand the strategic opportunities and threats of e-Business
ii) Have insight into the viable e-Business models
iii) Have experience in analyzing the potential impacts and opportunities of e-Business in a firm or
industry
iv) Gain insight into the way e-Business influences business strategy and changes the basis for
competition

e-Business ICMR
e-Business: Roadmap for Success Dr Kalakota, Ravi / Robinson, Marcia. Addison-
Wesley, 2000
The e-Marketplace: Strategies for Success in Raisch, Warren D - McGraw Hill Inc, 2000
B2B Commerce
Marketing in the Cyber Age: The Why, the What Rohner, Kurt. John Wiley & Sons, 1998
and the How
Frontiers of Electronic Commerce Kalakota et al. Addison-Wesley - 2000
Doing e-Business: Strategies for Thriving in an Taylor, David. John-Wiley & Sons, Inc.- 2001
Electronic Marketplace
Executive Guide to e-Business: From Tactics to Deise, Martin V et al. John Wiley & Sons, Inc -
Strategy 2000
Detailed Syllabus e-Markets: e-Market Models, Direct B2B e-

Markets, Coalitions or Consortium, Independent
Basics of e-Business: Digital Economy,
Principles of e-Business, e-Business Models, e-Markets Strategy
Convergence Strategies e-Procurement: e-Procurement process, Online
e-Business Strategy: Enabling Value Chain, e- Product Selection, Electronic Ordering, e-
Business Planning, Types of e-Business Projects, Procurement Solutions
e-Business Execution Plan
Integrating Supply Chain Management
e-Business Design: Overview, Steps in e- Process: Definitions, Components of e-Supply
Business Design, Reversing the value chain, Chain, Managing relations in e-Supply chain
Knowledge Building
213
Integrating Enterprise Resource Planning Challenges in e-Business: Technological
Process: Enterprise Architecture Planning, Lead Challenges, e-Money Laundering, Other
Time Reduction, Improved Supplier Challenges - Channel Conflicts.
Performance
Future of e-Business & m-Commerce: Global
Integration of Knowledge Management Reach, Customers, Integrated Customer Service,
Process in e-Business: Architectural Framework Integrated Enterprise Applications.
for Knowledge Management Processes,
Infrastructure, Best Practices Cases
Selling Chain Management Process: Faculty will identify appropriate cases
Definition, Business & Technology Drivers,
Infrastructure, Sales & Distribution Suggested Schedule of Sessions
configuration
No. of
e-Marketing: Database Marketing, e-Marketing Topic
Sessions
Strategies, Building Microbrands, Pricing -
Basics of e-Business 2
Collaboration
e-Business Strategy 2
e-CRM Processes and their Integration:
Definition of e-CRM, Architecture, e-Business Design 2
Infrastructure Requirements, Challenges & Best e-Markets 2
Practices e-Procurement 2
e-Business Infrastructure: Data Integration Integrating Supply Chain 2
Middleware, e-Business-Reference-Logical- Management Process
Technology-Organizational Architecture Integrating Enterprise Resource 1
e-Business Technologies: e-Business: Enabling Planning Process
Technologies Integration of Knowledge 1
Management Process in e-Business
e-Banking: e-Banking Strategies, Mobile
Payment, Key Issues & Solutions, risks, Selling Chain Management Process 2
Electronic Payment System, Overview, Payment e-Marketing 1
Clearing, Digital Currency,, Future of e-Banking,
e-CRM Processes and their 2
e-Governance: Overview, Strategies, Interface Integration
& Technology, Key Issues & Challenges, e-Business Infrastructure 2
Privacy, Security, Access
e-Business Technologies 2
m-Commerce: Strategies for m-Commerce, Key
e-Banking 2
Benefits, Technologies, Key Issues & Solutions
e-Governance 1
e-Business Security Aspects: Standards,
m-Commerce 2
Cryptography, Authentication, Digital
Certificates, Public Key Infrastructure. e-Business Security Aspects 1
Legal Issues in e-Business: Consumer Legal Issues in e-Business 1
Protection, Cyber Crimes & Laws, Software Challenges in e-Business 1
Piracy, Regulation & Taxation. Future of e-Business & m- 2
Commerce
Total 33
214
Software Engineering & Quality Management

Objective
Aim of this course is to provide conceptual inputs in understanding software engineering principles
and practices. Course aims at training the students in software project planning techniques, quality
assurance, testing and implementation. Course also aims at exposing the students to various models
and standard of software industry.
Software Engineering : A Practitioners Pressman, Roger S. McGraw-Hill

Approach, 6th e International Edition - 2004
Fundamentals of Software Engineering, 5e Ghezzi, Carlo et al. Prentice-Hall, India
Software Engineering Economics Bochm, Bary W. Prentice-Hall, India
Software Engineering, 8th e Sommerville, Ian. Addison Wesley - 2006
Software Engineering Concepts Fairley, Richard E. Tata McGraw-Hill
Software Engineering Theory and Practice, 4th e Pfleeger, Lawrence. Pearson - 2009
Detailed Syllabus Software Metrics: Measures - Metrics -

Indication, Process metrics - Project metrics -
Product and Process: Role of Software -
Software measurement - Function oriented
Software characteristics - Applications - Myths -
metrics - Metrics for Software quality -
Process, methods and tools - Generic view -
Integration of metrics in process - Statistical
Process models - Software process models -
control - Process control.
Classical model (waterfall) - Prototype - RAD -
Evolutionary - incremental, spiral, V model Project Estimation: Estimation - Important
concurrent - Component based development issues - Project planning objectives - Software
model - Formal methods model - 4 GLs. scope - Resources - Models of estimation -
Decomposition techniques - Software sizing -
Project Management: Project management
Problem based estimation - FP based estimation
spectrum - 4 Ps – People (stakeholders, key
- Process based estimation - Empirical models -
resources, skills and deployment), – Product,
Putnam’s model - Make / buy decision
Process and Project (Budgeting, Costing,
Communication, Change management, Issue Risk Analysis and Management: Software
Management and Reviews), pitfalls and risks - Strategies - Risk identification - Risk
approaches) - W5HH Principle. Introduction to projection - Risk refinement - R MMM and
PMI guidelines. RMMM plan.
215
Project scheduling & Tracking: Reasons for OOSE: Management of OO Software projects -
late delivery - Principles of software project Common process frameworks - OO Project
scheduling - People and effort - Task set for metrics and estimation - OO Estimating and
software projects - Selecting SE tasks - scheduling - Tacking program for an OO project.
Refinement - Task network - Scheduling - OO testing.
Timeline charts - Tracking schedule - EV
Analysis - Error tracking - Project plan. Cases
Introduction to PMI Project Life Cycle
Real life Software project management
guidelines (using MS Project).
experiences.
Quality Assurance: SQA strategy - Quality
concepts - Quality control - Cost of quality - Suggested Schedule of Sessions
Software quality assurance - Quality reviews -
FTRs - Statistical SWQA - Software reliability – No. of
Topic
Quality standards (ISO/CMM/9126) - SQA Plan. Sessions
Software Configuration Management (SCM): Product and Process 2

Software configuration management -
Identification of objects in SCM - SCM process Project Management 4
- Version control - Change control - Software Metrics 3
Configuration audit - Status reporting - SCM
audit. Project Estimation 2
System Engineering: System definition - Risk Analysis and Management 3
Requirement engineering - System modeling.
Project Scheduling & Tracking 3
Software Testing Techniques: Fundamentals -
Objectives - Principles - Testability - Test case Quality Assurance 3
design - White box testing - Basis path testing -
Control structure testing - Block box testing - Software Configuration 2
Specialized testing. Management
Software Testing and Strategies: Strategic System Engineering 2

approach - Verification validation - Organizing
for testing - Strategies - Criteria for completion - Software Testing Techniques 2
Strategic issues - Unit testing - Consideration and Software Testing and Strategies 3
procedures - Integration testing - Top down,
bottom up, regression, smoke testing - OO SE 2
Comments & Documentation - Validation testing
- Alpha, Beta testing - Systems testing - Cases 2
Recovery, security, stress, performance testing -
Total 33
Debugging.
216
System Analysis and Design

Objective
This course aims at giving necessary insights into Business Process Analysis, Process design, Process
Improvements and implementation of Business Applications.
This course provides the students with basic understanding of Business Systems, and Process analysis
and design.
Analysis and Design of Information Systems, Senn, James A. McGraw Hill - 1989
2nd e
OO Systems Development Bharami, Ali. Tata McGrawHill - 1998
System analysis and Design, 7th e Shelly, Gary B et al. Thomson - 2007
System analysis and Design methods, 6th e Whitten,J et al. Tata McGrawHill - 2004
Detailed Syllabus Decision trees, Decision tables, Structured

English.
Overview of Information System
Development: Need & Scope of SAD SRS as a “to be” process
Computer system concepts, Business system Structured Analysis: Concept and components
concepts, Information systems, Users System - Data flow analysis - Dataflow strategy – DFDs
development strategies - SDLC, structured - DFD development and advantages – Data
analysis, Prototype- dictionary - –Data Elements, Documenting data
flows, stores and entities - Contents of data
Tools for systems development.
dictionary - Recording of data descriptions,
Managing Business Application Development:
Prototyping: Purpose - Rationale - Steps in
Project Initiation- Project proposals – Sources,
prototype methods - Uses - Tools - Strategies.
Review and selection.
Case Tools: Role & benefits - Categories -
Methods of project review and selection -
Components - Integration of tools – Using tools
Preliminary investigation
like MS Visio- Advantages disadvantages of case
Requirement Analysis: What is requirement tools
determination and analysis
System Design: Objectives of design – Design
Fact finding techniques - Interview, specification and features - Output Design:
questionnaires, record review, observation Tools Objectives - Key output questions, Design of
for documenting procedures and decisions - printed & display output & best practices
217
Input Design: Objectives - Design of source diagram - implementation diagram – Component
document & best practices. diagram - Deployment diagram.
Online System Design: Work Artifacts
Cases
File and Data Base Design: Overview of file
and database design - Backup and Recovery – Faculty will identify appropriate cases
Resilience – High availability – mirroring - Suggested Schedule of Sessions
security
No. of
Quality Assurance, System testing and Topic
Implementation: Functional Testing, Testing Sessions
strategies - Test data. Implementation – Overview of Information System 1
Conversion and Training, System audit. Development
OOAD Managing Business Application 2
Overview of OO Systems: OO Systems, Development
Development methodology - Object orientation. Requirement Analysis 3
Objects - Classes - Attributes - Behavior -
Messages - Encapsulation – Inheritance- Structured Analysis 3
Polymorphism - Relationships and Associations. Prototyping 2
Object Oriented Systems Development Life Case Tools (use of Visio) 3
Cycle: Software Development Process – OO
Systems Development - Object Oriented System Design 3
Analysis - OO Design - Prototyping -
File and Database Design 2
Implementation - Reusability.
Quality Assurance, System 2
Methodology & Modeling: Introduction - Some
Testing, Implementation
OO Methodologics - Ram baugh – Booch
Jacobson. Overview of OO Systems 2
UML: Static dynamic models - Why modeling - Object Oriented Systems 2
Introduction to UML - UML Diagram - UML - Development Life Cycle
Class diagram - Use case diagram – UML Methodologies & Modeling 2
dynamic modeling - Interaction diagrams -
Sequence diagram - Collaboration diagram - UML (including lab) 6
UML state chart diagrams - UML activity Total 33
218
IT Enabled Services

Objective
The main objective of the course is to understand the ITES sector and its many facets, and the emerging
trends in IT outsourcing. After completing the course, students will be able to evaluate and analyze the
frameworks and their applications in designing ITES business solutions. This course will inspire them
to apply and demonstrate the developments in Information Technology and its impact on businesses.
Disruptive Technologies: Understand, Evaluate, Paul Armstrong/Kogan Page
Respond
Nasscom’s Handbook on IT Enabled Services NASSCOM
McKinsey Global Institute (MGI)’s Reports and MGI
Excerpts
Mapping Innovation: A Playbook for Greg Satell/ McGraw Hill Education
Navigating a Disruptive Age
Successful Help Desk Management in a Week Jacqueline Chapman/Hodder & Stoughton
IT Services Business Management: Concepts, Sanjiva Shankar Dubey/ PHI
Processes & Practices
Detailed Syllabus Designing Lean BPO: Delivery Models using

Artificial Intelligence and Robotics: Agile firms
Introduction: What is ITES? A brief overview with better integration between process and
of Outsourcing, Outsourcing Lifecycle: Assess, digital capabilities will be better placed to
Prepare, Evaluate, Commit, Transition, and capitalize on these new opportunities. Smaller
Optimize. Global Outsourcing of IT and ITES on deal sizes and shorter contract tenures.
the growth path, Indian IT Enabled Services
market, Key Drivers and future of Indian Service Desk Management: Services Desk As
Contract Centre market. The Medical A service, Opportunities and Challenges in
Transcription Market. A Brief Overview of BPM designing agile SDM
(Business Process Management): Back Office Service Level Agreements: What are the
Operations, GIS, Animation, Engineering & components - how to develop good SLA-penalty
Design Services, Online Training. clauses – performance clauses – templates of
Disruptive Technologies and their Importance SLAs - Example SLAs for various outsourced
in Business: Artificial Intelligence, Blockchain, services, e.g., VoIP, financial reporting.
Augmented Reality, Virtual Reality, Mixed Agile Framework: Creating Fast, Flexible and
Reality, Cloud Computing, Immersive Customer first Modern Enterprises. DevOps for
Experience, and Digital Twins. How the BPOs Modern Enterprises.
are using these to reduce costs and accelerate
growth.
219
Disaster Recovery as a Service: What is Suggested Schedule of Sessions
Disaster Recovery Plan? How effective DRP
leads to Business Continuity; and its importance No. of
Topic
in Business, Risk Mitigation Strategy. Sessions
Data Centre and Types of Data Centers: Introduction 3
Enterprise Data Centre, Managed Data Center,
Disruptive Technologies and their 4
Co-location Data Centre, Cloud Data Centre and
Importance in Business
Group Data Centre. Data Centre Outsourcing
Market in India: Challenges and Opportunities. Designing Lean BPO 3
Global Delivery Centre: GDC’s Delivery Service Desk Management 2
Management Process. Various types of GDC,
Benefits and Challenges Service Level Agreement 3
Creating a Winning IT Services Team: Agile Framework 3

Managing Knowledge, Innovation and Creating Data Centre and Types of Data 3
a Learning Organization Centers
Focus on Social Media Management Tools: Disaster Recovery as A Service 3
BPO service providers. This change in customer
management is a huge market opportunity. Over Global Delivery Center 2
the last few years, progressive BPOs have been
Creating a Winning IT Services 2
investing in tools and capabilities to offer a wide
Team
range of social
Focus on Social Media 2
media management services, ranging from social
Management Tools
media monitoring to business intelligence and
customer response. Future Trends in IT Services 3
Business
Future Trends in IT Services Business:
Startups becoming BPO Customers. The Total 33
importance of the consulting/advisory front end.
A multi-tower, multi-disciplinary approach –
integrating digital, process, and operations
capabilities.
Internal Evaluation
1. One end term paper
2. Case discussions
3. Group discussions on recent developments
and published articles
4. Case Studies: Big Data Strategy of Procter
& Gamble:
Turning Big Data into Big Value (ITSY091)
Mobile Payment Services (ITF0041)
Athletic Authority of Indraprastha
(QM0021)
220
Relational Database Management Systems

Objective
The course aims to provide the basic knowledge of concepts, design and implementation issues in
database systems. It provides concepts of client server architecture and introduces advanced topics in
databases systems, security and administration. It takes Oracle or Microsoft RDBMS software to
explain the concepts.

Database systems, 8 e th
Rob, Coronel. Thomson publishers - 2007
Database System Concepts, 5th e Silberschatz, Abraham et al. Mc-Graw Hill -
2005
Database Management systems, 3rd e Gehrke, Ramakrishnan. Mc Graw Hill - 2002
Modern database management systems, 9th e Hoofer, Jeffrey / Prescott, Mary B. Pearson
Education - 2008
SQL,PL/SQL Programming language of Oracle Bayross, Ivan. BPB publication - 2003
Detailed Syllabus Relational Operators - logical operators (AND,

OR, NOT), SQL operators (BETWEEN, AND,
File Systems and Databases: Introducing the
IN, LIKE) - Numeric Functions - String
database – files and file systems – database
functions - Date functions - Conversion
systems – Introduction to database models –
Functions - GROUP BY clause - Group functions
database models and the Internet.
- HAVING clause. Joining Tables - SET
The Relational Database Model: A logical Operators (UNION, INTERSECTION, MINUS) -
view of data – keys – Integrity rules – relational Sub Queries
database operators – relationships within the
DDL: CREATE table - Integrity Constraints -
relational database – data redundancy-indexes
ALTER table - DROP table – DML: INSERT
Entity Relationship Modeling: Basic Modeling rows - UPDATE existing rows - DELETE rows
concepts – Degrees of data abstraction – Entity Views – Introduction to Procedural SQL-
Relationship model - converting an E-R model Triggers – stored procedures & functions.
into a database structure.
Transaction Management and Concurrency
Normalization: Database tables and Control: What is a transaction – Properties –
Normalization – Normalization and database Transaction management with SQL - COMMIT
design - higher level normal forms – - SAVEPOINT - ROLLBACK
Denormalization.
Concurrency control – Locks – database level –
Structured Query Language: SELECT table level – page level – row level - field level -
statement - distinct clause - Handling of NULL database recovery management.
values - ORDER BY clause - WHERE clause -
221
Distributed Database Management Systems: Lab Sessions
Evolution – distributed processing and
There will be lab sessions to have hands-on
distributed databases – distributed database
experience with the software:
management systems – DDBMS components –
Levels of data and process distribution. i. MS Visio to draw and develop E-R models,
and
Client Server Systems: Client/server systems -
need – evolution – managerial expectations – ii. Oracle or Microsoft RDBMS software to
client/server architecture- client/server databases design and develop database tables.
– client/server architecture styles – client / server Assignments / Project
implementation issues – Backend database
connection to front end application like Visual The course will be supplemented by assignments
Basic. and a project. The assignments are to get students
familiar with using databases, running queries
Object Oriented Databases: Object oriented and using application development tools.
concepts – features of an object oriented DBMS
The project could involve the design of a schema
– How object orientation affects database design
for a realistic application, and the
– advantage and disadvantage of OODBMS
implementation of the entire application using
Web Based Databases: Two-tier architecture Vs SQL and other development tools such as Java
three-tier architecture – advantages and servlets or JSP/ASP etc.
disadvantages the web as a database platform –
approaches for integrating databases into the web Cases
environments – effect of http and XML on web - Faculty will identify appropriate cases
DBMS integration.
Database Security and Administration:
Database security – Access control – GRANT, No. of
Topic
REVOKE – GRANT, REVOKE on views and Sessions
integrity constraints - Data as a corporate asset – File systems and databases 2
The evolution of database administration The relational database model 3
function – The DBA’s managerial role – The
DBA’s technical role. Entity relationship modeling 4
Normalization 3
Class Room Examples
Structured query language up to 5
Faculty may identify appropriate examples DML commands
covering the topics like: Structured query language - Views, 3
• Database design Introduction to procedural
• Development Transaction management and 2
• Querying concurrency control
Distributed database management 2
• Procedure SQL
systems
• Transaction Management
Client server systems 3
• Concurrency Control
Object oriented databases 2
• Database Administration
Web based databases 2
Case Studies Database security and 2
Faculty may identify suitable case studies on administration
E-R modelling, Normalization, Client-server Total 33
systems and Object-oriented databases.
222
Data Warehousing

Objective
The objective of the course is to enable the management students Equip with the skills and knowledge
necessary for Business Analysts / consultants / IT solutions marketing positions in the industry in
general and IT solutions / analytics companies in specific or functional domain analytics in specific
e.g. in banking / financial services or retail / hospitality etc.
• Expose to any data warehousing solutions for hands on experience in building a data warehouse.
• Focus on developing applications and analytics skills for DWH project consulting, marketing and
applications, hence the course is NOT to be perceived as a product-specific training program-type.

Data Warehousing: Design, Development and Mohanty, Soumendra. Tata McGraw Hill -
best practices 2006
Data warehousing fundamentals Ponnaiah, Paulraj. Wiley Publishers 2003
The Data warehouse Life cycle tool kit, 2nd e Kimball, Ralph. Wiley Publishers - 2008
DW and BI for e-Commerce, 1st e Simon, Alan R / Shaffer, Steven L. Morgan
Kaufmann Publication - 2001
Modern database management systems, 5th e Hoofer, Jeffrey / Prescott, Mary B.
Addison-Wesley - 1999
Data warehousing in the real world Anahory, Sam / Murray, Dennis. Addison
Wesley publishers - 2003
Modern data mining warehousing, mining and Marakas, George M. Pearson education - 2003
visualization
Data warehousing, data mining & OLAP Berson, Alex. Tata Mcgraw Hill - 2004
Detailed Syllabus Structured Query language: SELECT

statement - distinct clause - Handling of NULL
Introduction to Data warehousing: Limitations values - ORDER BY clause - WHERE clause -
of DBMS in specific business contexts – Data Relational Operators - logical operators (AND,
redundancy – difference between DWH and OR, NOT), SQL operators (BETWEEN - AND,
OLTP-based DBMS environments – analytical IN, LIKE)- Numeric Functions - String functions
requirements to be supported by DWH- need for - Date functions - Conversion Functions-
multi-dimensional modeling. GROUP BY clause - Group functions - HAVING
223
clause. Joining Tables- SET Operators (UNION, Testing a DW application: Testing
INTERSECTION, MINUS) - Sub Queries. terminologies – DW project life cycle and testing
work stream
DDL: CREATE table - Integrity Constraints -
ALTER table - DROP table. OLAP: OLAP – Definition – Terminology;
Understanding Multidimensional data –
DML: INSERT rows - UPDATE existing rows -
architecture; Multidimensional views of
DELETE rows.
relational data ; Physical multidimensional
DWH Architecture: the layered approach – databases ; Data explosion; Integrated relational
benefits of layered approach – data staging – OLAP; data Scarcity and data explosion;
functions of each layer. ROLAP, MOLAP, HOLAP Models
Data Warehouse Development Process: Data Warehouse Applications: CRM; SCM;
Developing the business case for DWH- eliciting Banking sector; Insurance sector; Retail banking
client requirements from analyzing queries and Industry case study, Hospital application
reporting requirements – statistical methods –
Building a DW: Creating warehouse
developing a technical blueprint – DW
environment – Building the data warehouse –
development life cycle – DW development
Defining the ETL process –
Methodologies- Big-bang Vs. incremental? –
Business requirements definition – Process Trends and Guest lecture
framework.
Cases
Data Warehouse Design: Defining dimensional
model –need for de-normalization –identifying Faculty will identify appropriate cases
facts in data and dimensions- different options Suggested Schedule of Sessions
for dimensional modeling – star schema – snow-
flake schema- No. of
Topic
Sessions
Detailed Dimensional Modeling: Granularity of
facts – additive facts – FD of data – Helper tables Introduction to Data warehousing + 4
– Implementing M-M relationships between fact SQL
and dimension tables – dimension hierarchies -
Data warehouse architecture and 4
Slowly changing dimensions – Rapidly changing
development process
dimensions.
Data warehouse design and 4
Extract, Transform and Loading Process:
dimensional modeling
Extract processing – interface processing – Load
into staging – Transform – Load process – post Extract, Transform and Loading 3
load processing – Generic warehouse population Process
functions. Change capture mechanisms: type I, Meta data management, data marts, 3
type II, type II changes
Testing a DW application 2
Meta Data Management: Meta data –
categorizing – value proposition – management OLAP 2
strategies – Management practices – Data warehouse applications 3
Management reference architecture.
Building a DW 4
Data Marts: What are data marts – how are they
linked to DWH – business relevance of data Current trends and guest lecture 3
marts – examples Total 33
224
Data Mining

Objective
The course aims to provide
• Concepts and theories of data mining.
• Data mining tasks and their utilization in few sectors like banking, healthcare etc.,
• Understanding of mining complex data such as text, web, and multimedia data.
• Provides hands on experience on SAS data mining tool “SAS Enterprise Miner”.
Data Mining concepts, 2nd e Jiawei, Han / Kamber. Morgan Kaufmann -

2005
Data Mining techniques Pujari, AK. University Press - 2005
Principles of Data mining Hand, David. Prentice Hall, India - 2004
Data Mining concepts & Techniques JIAWEI Han, Morgan Kaufmann - 2001
Data mining technique Berry, Michel. Wiley Dreamtech - 2005
Data mining introductory & advanced topics Dunham, Margaret H. Pearson Education - 2003
http:// www.kdnuggets.com
http://www.thearling.com
Detailed Syllabus algorithms – Neural network based algorithms –

Rule based algorithms.
Introduction: What is data mining – data
sources– process – tasks- techniques – Process Clustering: Introduction to cluster analysis –
models – applications; Data Mining Issues – requirements of cluster analysis – Types of data
Security and society – user interface – methods – – partitioning method – partitioning in large
performance. database – Hierarchical method – Density based
method – Grid based method – Model based
Data Preprocessing: Data Difficulties – Data
method.
organization – errors – outliers – Missing Values
– Sampling – Dimension reduction. Association Rules: Basic terminology – Apriori
algorithm – Sampling algorithm Partitioning
Classification: Introduction to classification –
algorithm – Parallel and distributed algorithms –
Distance based algorithms – Decision tree based
Comparing algorithms- Association rules.
225
Time Series Forecasting- Stationarity non workspace components - setting up projects and
stationarity Exponential Smoothing - ARIMA diagrams - conducting initial data exploration.
Models – (AR Process - Moving Average
Current Trends
Process - ARMA Process - Box Jenkins
Methodology). Project
Logistic Regression- Concept of odds ratio - Cases and Exercises

Wald’s confidence interval and construction –
concept of Cordant discordant and tied pairs • Faculty will identify relevant Cases and
Basic concepts of logistic regression - Logistic Exercises
regression with only one categorical variable - Suggested Schedule of Sessions
Logistic regression and contingency table
analysis - Logistic regression for combination of No. of
Topic
categorical and continuous independent variables Sessions
– Stepwise backward and forward regression Introduction to data mining 2
methods in multivariate logistic regression
Comparison of logistic regression and Data Preprocessing 2
discriminant analysis .
Classification 3
Text Mining: Text mining overview – Usage of
Clustering 3
text mining – Text data bases – text
characteristics – Text mining – Process – Association rules 3
applications – methods - Information retrieval
method– Information extraction method. Time Series 3
Web Mining: Web mining overview – task and Logistic Regression 3

characteristics – Web mining issues – Web Text mining 2
mining software – Web mining taxonomy – Web
content mining – Web usage Mining – Web Web mining 1
structure Mining.
Multimedia data mining 2
Multimedia Data Mining: Multimedia data
Introduction to SAS Enterprise 3
mining overview – MM data types and
Miner
characteristics – Types of multimedia data
mining – Image mining – sequence data mining Current Trends 2
– audio data mining –video data mining.
Project 4
Introduction to SAS Enterprise Miner: Tools
available in Enterprise Miner - exploring the Total 33
226
Business Intelligence

Objective
• To provide concepts & techniques of Data Mining Analysis Tools (DMAT) which are different
from various statistical techniques.
• To equip the students with skills to perform data analysis and conclusions independently with
special focus on Data Mining (DM) applications with SAS.

Data Mining Techniques: For Marketing,
Berry / Linoff. Wiley Computer Publishing -
Sales, and Customer Relationship
2004.
Management, 2nd e
Applied Multivariate Techniques Sharma, Subhash - John Wiley & Sons, 1996
Using Multivariate Statistics’ Tabachnick B.G. / Fidell L.S - Allyn & Bacon,
1996.
Multivariate Data, 6th e Hair J.F et al. Pearson Education, 2005.
Detailed Syllabus screening – Outlier analysis - Residual analysis –

Generalized linear models –- Data partition into
Introduction to Business Intelligence-
Training, validation and testing
Applications in Marketing and Customer
Relationship Management: A Statistical SAS Programming: Basics of Programming -
perspective of Data Mining - - Tasks performed Data input through programming - Data Steps
with data mining - Applications of data mining – and Proc steps Simple SAS Programming –
Concept of Learning, Knowledge discovery, Construction of charts and plots using SAS steps
Analytical Intelligence, Enterprise Intelligence
Logistic Regression: Concept of odds ratio -
Examining Data using SAS: Basic Statistical Wald’s confidence interval and construction –
concepts of measures of central tendency Concept of Concordant, discordant and tied pairs
variance, kurtosis, skewness. Use of Histogram Basic concepts of logistic regression - Logistic
and Box Plots. Testing for normality using Q-Q regression with only one categorical variable -
Plots, Power transformations, Outlier detection, Logistic regression and contingency table
Handling missing values, Testing the analysis - Logistic regression for combination of
assumptions of multivariate analysis- BLUE - categorical and continuous independent variables
Assessing individual variables Vs variate - – Stepwise backward and forward regression
Normality – Heteroscedasticity, autocorrelation methods in multivariate logistic regression
& Multicollinearity – Identification and solutions Comparison of logistic regression and
- absence of correlated errors - Important issues discriminant analysis
in data screening - Complete examples of data
227
Decision Trees: Introduction - Growing a Identified - Generating Rules From All the Data
decision tree - concept of logworth – algorithms - Calculating Confidence - Calculating Lift - The
chaid & cart importance of variable selection Negative Rule - The Problem of Big Data. Real
Test for choosing the best split – Pruning - life business applications of Business
Extracting rules from trees - Alternate Intelligence - Student projects.
representations for decision trees - Decision trees
in practice. Cases
Time Series Forecasting: Stationarity non Faculty will identify appropriate cases
stationarity Exponential Smoothing - ARIMA
Models – (AR Process - Moving Average Suggested Schedule of Sessions
Process - ARMA Process - Box Jenkins
Methodology) No of
Topic
Sessions
Artificial Neural Networks: History - Real
Estate Appraisal – Concept of a link function - Introduction to BI 2
Neural Networks for Directed data Mining - Examining Data (Enterprise Guide) 3
Neural Net - The Unit of a Neural Network -
Feed-Forward Neural Networks - Back Exercises on Examining Data 2
Propagation Heuristics for using Feed-Forward -
SAS Programming 4
Back Propagation Networks - Choosing the
Training Set - Coverage of Values for All Logistic Regression 2
Features - Number of Features - Size of Training
Exercises on LR 2
Set - Number of Outputs - Preparing the Data -
Features with Continuous Values - Features with Decision Trees (DT) 3
Ordered, Discrete (Integer) Values - Features (Enterprise Miner)
with categorical values - Other Types of Features
- Interpreting the results - Neural Networks for Exercise on DT 2
Time series - Example: Finding Clusters - Time Series Forecasting (TSFS) 3
Lessons Learned
Exercise on Time Series Forecasting 1
Association Algorithms: Concept of support
confidence lift and gain Defining Market Basket Artificial Neural Networks 3
Analysis - Three Levels of Market Basket Data -
Exercise on ANN 2
Order Characteristic - Item Popularity - Tracking
Marketing Inventories - Clustering Product Association Rules 2
Usage - Association Rules - Actionable Rules -
Trivial Rules - Inexplicable Rules - Building Exercise on Association Rules 1
Association Rules - Choosing the Right Set of Real life business applications of BI 1
Items - Product Hierarchies Help to Generalize
Items - Virtual Items Go Beyond the Product Total 33
Hierarchies - Data Quality Anonymous Versus
228
Advanced Business Analytics

Course Code : SL BA 602 Semester : III / IV
Objective
To equip students with an understanding of various tools and techniques used in business analytics at
an advanced level. For students who would wish to specialize in analytics, the course provides a strong
foundation for the application of techniques and analytical platforms.
Learning Outcomes:
1. Explain the importance of statistical and econometric techniques in business analytics.
2. Handle the available business information/data more efficiently.
3. Use analytical tools like MS Excel, R and others efficiently in order to take managerial decisions
more effectively

Business Analytics: Data Analysis and Decision Albright.S. Christian and Wayne. Winston,
Making Cengage Publication
R for Business Analytics A. Ohri, Springer (2012)
Applied Multivariate Statistical Analysis Wolfgang Karl Hardle and Leopold Simar,
Springer (2007)
An R and S-PLUS® companion to multivariate Brian S. Everitt (2005)
analysis
Applied Econometrics with R Christian Kleiber and AchimZeileis, Springer
(2008)
Time Series Analysis and Its Applications With Robert H. Shumway, David S. Stoffer, Springer
R Examples (Springer)
Applied Econometric Time Series Walter Enders Wiley 2003
A handbook of statistical analyses using R Brian S. Everitt and Torsten Hothorn, Chapman
& Hall/CRC (2010)
Business Intelligence: Data Mining and Carlo Vercellis, John Wiley and Sons, 2009
Optimization for Decision Making
Business Intelligence Rajiv Sabherwal, Irma Becerra-Fernandez, John
Wiley and Sons, 2009
229
Detailed Syllabus Vector Auto Regression and Error Correction
models.
1. Introduction to Business Analytics and
Recent Developments 7. Business Forecasting Methods
Definition, relevance and scope of business Introduction to business forecasting techniques.
analytics. Sources of big data, big data Evaluation criteria for the quality of forecasts.
technologies, Hadoop distributed file system, Examples of forecasting with real time data.
Map reduce Advances in analytical techniques
and practices 8. Stochastic models: Marketing &Retail
analytics simulation model (using excel add-ins)
2. Exploratory Data Analysis Markov chain process, mean arrival time,
Importance of data exploration and introduction (M/M/1 queuing models)
to some of the standard practices like SEMMA.
9. Report Writing
Descriptive statistics, testing the assumptions of
multivariate analysis, data preparation for Cases
modeling, testing and transformation
• Modeling credit risk using logistic model
3. An Overview of Data Modeling
• Risk modeling using stock returns
Techniques
• Forecasting commodity prices
Regression Models, Data Reduction Methods,
Classification Methods, Neural Networks, Time Suggested Schedule of Sessions
Series Methods and other Multivariate
Techniques. No. of
Topic
Sessions
4. Models for Limited Dependent Variables
Introduction to Business Analytics
Introduction to choice modeling, Details of 2
and Recent Developments
Logistic Regression, Logit and Probit models,
Multinomial Logit and Tobit models, Models for Exploratory Data Analysis 4
censored data. An Overview of Data Modeling
3
5. Artificial Neural Networks Techniques
Nature of ANN and its relative advantage over Models for Limited Dependent
5
other data modeling techniques, Application Variables
domains of ANN. Preparing data for ANN. Artificial Neural Networks 4
Algorithms used in ANN. Example of ANN
using real time data Time Series Modeling 4
6. Time Series Modeling Business Forecasting Methods 5
Introduction to time series analysis, Classical Stochastic Models 3
time series analysis, Concept of stationarity and
unit roots. Tests for unit roots, Box-Jenkins Report Writing 3
ARIMA modeling, smoothening techniques,
Total 33
Concept of Co-integration, Error correction
models, Introduction to multivariate models,
230
Big Data Analytics

Objective
To provide the students an understanding of concepts, tools and techniques of Big Data platform and
how structured and unstructured data analytics can be performed using open source technologies like
Hadoop, MapReduce, R, Pig, Hive and other Hadoop eco system technologies.
Learning Outcomes:
At the end of the course the student should have
1. Overall familiarity of Big Data analytics platforms and technologies.
2. In-Depth understanding of Hadoop distributed File System and MapReduce programming
paradigm
3. Ability to use analytical tools/languages like R, Pig and Hive to perform structured and
unstructured data analytics

Beginning R: The statistical Progamming Dr. Mark Gardener
Language (wrox)

Hadoop: The Definitive Guide Tom White, O'Reilly Media/Yahoo Press, 2nd
Edition
R for Business Analytics A Ohri, Springer
Detailed Syllabus: Introduction to Hadoop: Open-source software

framework for storage and large scale processing
Review of R programming: Data in R; Reading,
of data-sets on clusters of commodity hardware;
manipulating and saving data in R; Graphics &
Hadoop Distributed File System (HDFS); Data
Visualization techniques; Data extraction,
loading
cleaning, exploration, predictive modeling; R
packages MapReduce Programming: Understand
Hadoop MapReduce framework and how
Introduction to Big Data platform/
MapReduce works on data stored in HDFS.
technology: 3 Vs model – velocity, volume &
Hadoop Data Types, Hadoop MapReduce
variety; Unstructured and structured data
paradigm, Map and Reduce tasks, MapReduce
execution framework.
231
Data Processing in Hadoop: Review Pig - a Suggested Schedule of Sessions
scripting language for control of MapReduce
No. of
processes on Hadoop, and Hive - a data Topic
Sessions
warehouse like system with fairly complete SQL
like syntax. Introduction to HBase. Review of R programming
Language 5
Integrating R with Hadoop: Developing
MapReduce programs using R packages like Introduction to Big Data
RHIPE & RHadoop platform/technology 2
Data Analytics with R and Hadoop: Introduces Introduction to Hadoop 4

the Data analytics project life cycle by MapReduce Programming 4
demonstrating with real-world data analytics
problems with unstructured data Data Processing in Hadoop 4
Text Analytics Project: Real world text data like Integrating R with Hadoop 4
Twitter/email can be used for example Data Analytics with R and
Hadoop 6
Text Analytics Project 4
Total 33
232
Financial Business Analytics

Objective
To equip students with an understanding of the "importance and role of financial analytics” in modern
business enterprises and how business firms can take advantage of financial analytics. Further, for
students who wish to specialize in analytics, the course provides a strong foundation in the application
of financial analytics with analytical platforms.
Learning Outcomes:
1. Explain the importance of financial analytics and applications.
more effectively

Business Analysis and Valuation : Using Healy Paul. M, Cengage Learning
Financial Statements 5e
Introductory Econometrics for Finance Brooks, C. Cambridge University Press 2002
Financial Econometrics - Problems Models and Christian Gourieroux Joann Jasiak, New Age
Methods International Publishers 2007
Applied Econometric Techniques Cuthbertson, K., Hall, S.G. and Taylor, M.P.
Philip Allan 1992
The Econometric Modeling of Financial Time Mills, T.C. 1999, Cambridge University Press
Series
The Econometrics of Financial Markets John Y Campbell, Andrew W. Lo, A. Craig
Mackinlay, New Age International Publishers
2007
Modern Portfolio Theory and Investment Analysis Elton, E. J., M. J. Gruber, S. J. Brown, and W. N.
Goetzmann 2003, John Wiley and Sons, 6th edn
Analysis of Financial Time Series RUEY S. TSAY, John Wiley & Sons 2005
Credit Risk Modeling: Theory and Applications David Lando, New Age International Publishers
2007
Applied Econometric Time Series Walter Enders Wiley 2003
233
Detailed Syllabus 7. Derivative Pricing: Issues regarding
derivative markets. Brownian motion, Black -
1. Introduction to Financial Analytics:
Sholes model. Modeling derivative prices,
Definition, relevance and scope financial
Analysis in Finance, DCF, Profitability analysis,
analytics, recent trends in financial analytics
Asset performance, Sharpe ratio, Calmar ratio
2. Financial Time Series and Their and pricing options.
Characteristics: Asset Returns, Distributional
8. Report Writing
Properties of Returns, Review of Statistical
Distributions and properties of financial time
Cases
series.
To be decided by faculty
3. The Capital Asset Pricing Model: Basics of
portfolio construction. Diversification and
Portfolio Optimization, aggregate loss models
(finance data, insurance) No. of
Topic
Sessions
4. Modeling Volatility and Risk: Volatility the
financial time series. Modeling volatility using Introduction to Financial Analytics 3
ARCH / GARCH models. Measuring and
modeling risk. Application of Value at Risk Financial Time Series and Their
6
(VaR), creating simple credit risk model from Characteristics
consumer loan data The Capital Asset Pricing Model 5
5. High-Frequency Data Analysis and
Modeling Volatility and Risk 5
Market Microstructure: Bid–Ask Spread,
Empirical Characteristics of Transactions Data, High-Frequency Data Analysis
5
Models for Price Changes, Duration Models and Market Microstructure
6. Modeling Credit Risk: Corporate Liabilities Modeling Credit Risk 4
as contingent claims, Endogenous default
boundaries and optional Capital Structure, Derivative Pricing 4
Intensity Modeling, Rating based term-structure Report Writing 1
models, Credit risk and interest-rate Swaps,
Modeling dependent defaults Total 33
234
Marketing Business Analytics

Objective
To equip students with an understanding of the "importance and role of marketing analytics” in modern
business enterprises and how business firms can take advantage of marketing analytics. Further, for
students who wish to specialize in analytics, the course provides a strong foundation in the application
of marketing analytics with analytical platforms.
Learning Outcomes:
1. Explain the importance of marketing analytics and applications.
more effectively
Marketing Analytics : Data Driven Techniques Wayne. Wintson, Wiley Publication

with Excel
Quantitative Models in Marketing Research Franses Philip Hans and Paap Richard,
Cambridge University Press (2004)
Marketing Models Lilien Gary L, Kotler Philip and Moorthy K.

Sridhar, PHI Learning Private Limited (2009)
Database Marketing: Analyzing and Managing Blattberg Robert C., Kim Byung-Do, Neslin
Customers Scott A, Springer (2008)
Handbook of Marketing Decision Models WierengaBerend (Eds.), Springer (2008)
Advanced Econometric Marketing Models Fok Dennis, ERIM (2003)
Marketing Modeling for New Products Carlos Hern´andez Mireles, ERIM (2010)
Marketing Research: An Applied Orientation Malhotra Naresh K and Dash Satyabhushan,

Pearson (2011)
235
Detailed Syllabus: Specific Models. Return on Marketing Models,
Models for the Financial-Performance Effects of
1. Introduction to Marketing Analytics: Marketing
Definition, relevance and scope of marketing
analytics, recent trends in marketing analytics 10. Report Writing and web analytics
concepts and comparative search engines:
2. Consumer Behaviour: Consumer Decision Basics of web analytics and its tools, how
Making Models, Process Oriented Models of the Google analytics works, (Google adwords) key
Consumer Choice Process web metrics terms, anchor attach analysis, cross
3. Customer-Centric Marketing Models: shop analysis, product affinity analysis, market
Models of Customer Value, Decision Models for basket analysis, Social media analytics: Twitter
Customer Relationship Management (CRM), text mining using SAS/R
RFM Analysis, Customer Management
Cases
4. Organizational Buying Models: General
Models of Organizational behavior, Group • An Application of Econometric Models to
Choice and Bargaining international Marketing
5. Price: Microeconomic view of pricing. • Customer Tier Programs: actual programs

Developing demand and cost information for used by companies such as Bank One, Royal
pricing decisions Bank of Canada, and Viking Office Products
6. Product: Decision Models for Product • Multichannel Customer Management:

Design, New Product Planning, Types of New Industry example
Product Situations, The adoption process for new
products, Aggregate Diffusion Models: Models Suggested Schedule of Sessions
of First Purchase, Repeat-Purchase Models for No. of
New Products, brand switching and loyalty Topic
Sessions
modelling
Introduction to Marketing Analytics 2
7. Advertisement and Promotions: Message
Consumer Behaviour 3
and Copy Decisions, Media Selection and
Scheduling, Sales Promotion: Types and Effects Customer-Centric Marketing
4
Promotion Models, measuring effectiveness of Models
retail promotions and warranty analytics, Organizational Buying Models 3
Aggregate advertising models
Price 3
8. Strategy: Marketing Planning and Strategy
Decisions, Managing the Marketing Mix, Product 4
Designing Database Marketing Advertisement and Promotions 4
Communications, Multiple Campaign
Strategy 4
Management, market share estimation in the
short and long run. Decision Support and
4
Implementation
9. Decision Support and Implementation:
Report Writing and web analytics
Advances in Marketing Management Support 2
concepts
Systems, Implementation, Use and Success of
Total 33
Marketing Models, Marketing Engineering:
Models that Connect with Practice, Industry-
236
Entrepreneurial Development

Course Code : SL EN 601 Semester : III / IV
Objective
To make the student know about entrepreneurship, entrepreneurial behavior, functional areas of
business and their inter-relation. They would understand the risks and rewards of a new venture and
the steps required to start a new venture. After completing the course the student would know what
entrepreneurship is all about, whether it fits in his career scheme and mental makeup or not and would
be equipped with the basic knowledge and confidence to start a new venture.
REFERENCE BOOKS AUTHOR & PUBLICATION
Entrepreneurial Development Khanka, S.S., S. Chand
Dynamics of Entrepreneurship Development V Desai, Himalaya
Entrepreneurship Hisrich - Tata McGraw Hill
Entrepreneurship : Theory / Process / Practice Donald F. Kuratko & Richard M Hodgeth -

Thomson/South Western
Dynamics of Entrepreneurial Development and Vasant Desai - Himalaya Publishing House

Management
Small Business Management An Entrepreneurial Longenecker, Moore Pettr - Thomson /South

Emphasis Western
Harvard Business Review of Entrepreneurship HBR
Detailed Curriculum Ventures Fail, Success Factors or New Venture

Development - Caselet Discussion
Understanding Entrepreneurship:
Introduction, Definitions, History of Entrepreneurship as a Career: Risk Perception
Entrepreneurship, Types of Entrepreneurship, and Mitigation, Entrepreneurial Motivation,
Advantages and Disadvantages in Characteristics of Successful, Entrepreneur -
Entrepreneurship, Mistakes and Steps to avoid Caselet Discussion
them, Entrepreneurship in India - Myths and
Realities, Entrepreneurial Culture, Schools of Leadership: Introduction to Leadership,
Entrepreneurial Thoughts, Scope of Leadership Styles, - Caselet Discussion
Entrepreneurship in the Future Caselet: Is Entrepreneurial Leadership: Entrepreneurial
Entrepreneurship Education Useful
Leadership, Social Entrepreneurship - Caselet
Entrepreneurship Life Cycle: Stages of Discussion
Entrepreneurship (Life Cycle), Why New
237
Entrepreneurship and Creativity: Ideation, Basic Legal Requirements: Legal Issues:
Role of creativity, Barriers to creativity, Forms of Business Ownership, Patents, Trade
Creativity habit, Idea cycle (four phases), How to Secrets, Copyrights, Trade Marks and I PR-
find the perfect idea Caselet Discussion
Entrepreneurship and Innovation: Innovation Legal Acts: Companies Act of 1956, Income
in Marketing, Operations, Organisation with Tax Act, Indian Partnership Act, 1932, Central
Examples, Insight, Humour, Improvisation, Excise Act, Sales Tax Act, Service Tax - The
Differentiation, Four P's of innovation Employee's State Insurance Act 1948, Contract
Enhancing Creativity: Techniques to enhance Act, 1872, Sale of Goods Act, 1930, Negotiable
creativity (Workshop # 1), Brainstorming, Mind Instrument Act, 1881, The Employees Provident
mapping - Techniques to enhance creativity Fund Act 1932, The Payment of Gratuity Act
(Workshop # 2), rapid prototyping, six thinking 1972, Minimum Wages Act, 1948, Payment of
hats Wages Act, 1939, The Payment of Bonus Act,
1965, Shops and Establishment Act, The
Opportunities for Business Ideas: Search for Industrial Disputes Act, 1947
Business Ideas, Opportunities, How to Sharpen
the Ideas, Common Attributes / Selection of Challenges in New Venture Management:
Successful Ideas Getting finance for New Venture, Different
Sources of Financing- introduction, Sources of
Developing Product and Services: Ways to
Equity Financing, Different Sources, Advantages
Meet the Opportunity, Research and
and Disadvantages, Debt Financing
Development for New Product, Technology
Transfer and Management, New Product Managing Finance: Managing Cash, Working
Development Process Capital and its components, Factors influencing
Assessing Business Attractiveness: Areas for Working Capital, Steps in determining cash
Assessing the Business Attractiveness of a New requirement: How much cash should be arranged
Venture, Technical Requirements, Market to meet the WC needs of a firm, How to plug gap
Analysis, Financial Analysis, Organisation in WC requirement, Long term, Short term,
Analysis, Competition Analysis Managing cash flow, Creating a cash budget,
Improving your cash flow
Business Plan Development: Introduction,
Definition/Meaning, Functions, Benefits, Control systems: Controls and Procedures,
importance of business plan – own use/investor, Essence of Control, Material Control, Budgetary
Myths and Realities of Business Plan, The Control, Marketing Control, Management
Requisites of a Good Business Plan, What Control System- Examples/Caselet
Potential investors Look for in the Business Plan,
Putting it all Together: Making a final
Why Business Plans Fail
Business Plan: Presentations in groups (each
Finalising the Business plan: Complete Outline group presents on any one topic from the list
of a Business Plan (with useful Hints), Pre- given below), Study of problems of finance and
requisites for successful Project Implementation, marketing, Study of environmental problem,
Banking Guidelines: Loans & Advances, Letters Study of tax benefits available from time to time,
of Credit & Guarantee, Recruiting and Preparation of project report in relation to
motivating the team opportunities available, Survey of Export-
Implementation steps: Pre Implementation oriented small scale units
Steps, Steps During the Implementation Phase, Business Plan Presentation in Groups
Post Implementation Steps- Caselet Discussion
238
Topic
Sessions
No. of
Topic
Sessions Finalising the Business plan 2
Understanding Entrepreneurship 1
Implementation steps 2
Entrepreneurship Life Cycle and 2
Entrepreneurship as a Career. Basic Legal Requirements 1
Leadership 1 Legal Acts 2
Entrepreneurial Leadership 2 Challenges in New Venture 1

Management
Entrepreneurship and Creativity 1
Managing Finance 2
Entrepreneurship and Innovation 2
Enhancing Creativity and Managing 2 Control systems 2

and Improving Finances
Putting it all Together: Making a 1
Opportunities for Business Ideas 2 final Business Plan
Developing Product and Services 2 Business Plan Presentation in 2

Groups
Assessing Business Attractiveness 1
Total 33
Business Plan Development 2
239
Annexure-I
Name : __________________________________
Enrollment No. : __________________ Class of: ________
IBS Campus : __________________________________

To:
E-mail : __________________________________
The Academic Coordinator
IBS __________________
Elective Courses
Dear Sir
I wish to pursue the following elective courses in Semester ___________.
DO NOT TEAR  USE PHOTOCOPIES

S.No. Course Code Course Title
A. Electives
_______________________________ ______________________
Date: Signature of the Academic Coordinator Signature of the Student
Campus Head’s Recommendation
The choices of elective courses are within the permissible framework of course offerings.
__________________________
Date: Signature of the Campus Head
240
Cyan Megenta Yellow Black
PGPM
Program Syllabus
Class of 2023
IBS
ICFAI BUSINESS SCHOOL
www.ibsindia.org

Program Syl Lab Us

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Program Syl Lab Us

Uploaded by

Copyright:

Available Formats

Cyan Megenta Yellow Black

© The IBS Business School, 2021. All rights reserved.

This book contains of program structure and detailed

Treasury Management .......................... 134 HR Analytics ......................................... 190

International Banking ........................... 136 Electives: Operations

Code Course Title Credits

Marketing Research Financial Risk Management

Class of : 2023 Academic Year : First Year

TEXT BOOK AUTHOR / PUBLICATION

Detailed Syllabus financial Accounting – conventions of

Limitations of Financial Statements and Limitations of Financial Statements 3

Financial Statement Analysis: Financial Pre-requisites: Knowledge of Fundamental

Class of : 2023 Academic Year : First Year

Class of : 2023 Academic Year First Year

TEXT BOOK AUTHOR / PUBLICATION

Detailed Syllabus Capital Market - Derivatives Market -

Raising finance from international markets – No. of

Class of : 2023 Academic Year : First Year

REFERENCE BOOKS AUTHOR/PUBLICATION

Detailed Syllabus Individual Learning and Behavior: Definition

Class of : 2023 Academic Year : First Year

TEXT BOOKS AUTHOR / PUBLICATION

Class of : 2023 Academic Year First Year

TEXT BOOK for Distribution AUTHOR / PUBLICATION

Detailed Syllabus Customer-Driven Marketing Strategy: Market

Class of : 2023 Academic Year : First Year

Detailed Syllabus Expressions, Approaches to Letter writing-

Class of : 2023 Academic Year First Year

REFERENCE BOOKS AUTHOR / PUBLICATION

Detailed Syllabus Populations, Central Limit Theorem, Finite

Time Series Analysis: Components of Time Suggested Schedule of Sessions

• Real Foods Linear Programming, Transportation 5

Class of : 2023 Academic Year : First Year

REFERENCE BOOKS AUTHOR / PUBLICATION

Detailed Syllabus Consume, Determinants of Consumption, Saving

Unemployment: Types of unemployment: (Source: Case Studies in Management

• Should Energy be Subsidized? Case on The US-China Exchange 1

Class of : 2023 Academic Year : First Year

TEXT BOOK AUTHOR / PUBLICATION

Detailed Syllabus Structure - Variations in Capital Structures,

Class of : 2023 Academic Year : First Year

Current Affairs to be discussed continually

Class of : 2023 Academic Year : First Year

TEXT BOOK AUTHOR/PUBLICATION

Detailed Syllabus Financial, Operation/Supply Chain/Logistics,

Class of : 2023 Academic Year : First Year

REFERENCE BOOKS AUTHOR / PUBLICATION

Detailed Syllabus Human Resource Management at Work: Line

Managing the dejobbed world, Competency Compensation Management: Objectives -

Suggested Schedule of Sessions Grievance Handling 2

Job analysis and design 2 Total 33

Class of : 2023 Academic Year : First Year

TEXT BOOK for distribution to students AUTHOR/PUBLICATION

Cost Accounting 2ed (Paperback) Jawahar Lal- Tata McGraw-Hill

REFERENCE BOOKS AUTHOR / PUBLICATION

Cost and Management Accounting Colin Drury

Management Accounting Khan M Y and P K Jain

Accounting for Management Richard Lynch & Robert Williamson

Cost and Managerial Accounting Jack Gray & Don Ricketts

Management Accounting-Business Strategy Sims Adrian And Richard Smith

Management Accounting-Financial Strategy Parkinson,christine.

Management Accounting-Information Strategy Lewin,Alan

Detailed Curriculum and indirect costs, opportunity costs, imputed

Decisions involving alternate choices Strategic Cost Management