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“Aspire To Be A Globe Trotter”
 

Global Management Program

INDIRA SCHOOL OF BUSINESS STUDIES, PUNE

SYLLABI OF POSTGRADUATE DIPLOMA IN MANAGEMENT – INTERNATIONAL BUSINESS (PGDM-IB)

OFFICE OF THE DIRECTOR, INDIRA SCHOOL OF BUSINESS STUDIES 89/2-A, NEW MUMBAI-PUNE HIGHWAY TATHAWDE ,PUNE-411033 TEL: 020-66759400/404/408, 22932213/14/15, FAX: 020-22932217 WEBSITE: WWW.INDIRAISBS.AC.IN

Introduction
The name of the course is Post Graduate Diploma in Management – International Business (PGDM –IB). It is a Two Year Full time program.

Objectives
The basic objectives of this course are: To promote a learning environment that welcomes and honors men & women from diverse cultures for involving themselves in intellectual inquisitiveness, explore knowledge dimensions for future application in industry business and life. To develop managers and entrepreneurs in the field of management and IT, who can serve as engines of national and global economic growth and innovation To foster strategic alliance with industry for research and its application. To inculcate the ethical, social and moral values in which is basis of humane social order.

Eligibility
Students possessing following qualifications are eligible for admission to PGDM –IB) course(a) A Bachelor’s Degree in any faculty of any statutory University with 50% or more marks(45% or more marks for students belonging to SC, ST/DT, NT,OBC, SBC for Maharashtra State Only), Or A masters Degree in any faculty of any statutory University with 50% or more marks(45% or more marks for students belonging to SC, ST/DT, NT,OBC, SBC for Maharashtra State Only),

Admission Process Candidate has to appear in CEE, which is generally scheduled in the month of May every year. It comprises of Written Test, followed by Essay Writing, Group Discussion & Personal Interview on the same day. Those candidates, who have also appeared in CAT/XAT/MH-CET and scored 80 percentile & above are exempted from appearing in Written Test.

Examination Details
The two year course is divided into four semesters. There are 35 subjects in all spread over the four semesters.

Passing all the subjects and successful completion of SIP (Summer Internship Programme) and International Business Exposure Program (IBEP) for one to qualify for the final award if Diploma The final Assessment of the students shall be done on the basis of Mid-Semester and EndSemester examinations. Student will not be allowed to carry a backlog of any subject for more than 2 attempts excluding the main attempt. Passing Criteria: Every student has to clear each component (Internal & External examination) of the evaluation pattern. While the minimum marks for passing the components independently are 45%, student is required to secure minimum 50% marks in aggregate for all the subjects. Marks: All the subjects as indicated in the rollout shall be assessed out of 100 marks whereby 60 marks are allotted for final written examination, and 40 marks are allotted on the basis of internal evaluation of the performance of the student in the subject throughout the semester. The internal assessment comprises of Continuous Evaluation Process (case studies, presentation, field works, and objective tests) & Mid-sem examination. Attendance: Students are expected to attend all classes; however the minimum attendance required is 85% in aggregate and 75% in each subject / activity. Assessment Central assessment of answer books I. Internal Assessment: This assessment is done only in case of internal exams (Mid Sem Exams) It is done by experienced internal faculty members of the institute.

II. External Assessment: External examiners are invited for central assessment of answer books which is conducted as “Central Assessment Program” spread over a period of 2-3 weeks. III. Moderator Assessment: Moderator is usually the chairman of the paper setter committee for major specialization subjects or any other equally experienced individual. All answer books receiving marks in the range of 10% from the passing target are sent for moderation. All answer books receiving marks above 75% are sent for moderation.

At random a sample of 5% of answer sheets are sent for random moderation

Backlog Examination Student will get two chances to clear backlog. However if the student still does not clear the backlog then he is deemed to repeat one year all over again. In the instance of repeating one year on account of non-cleared papers, the STUDENT will have the option of continuing as an external student and Re-register their name with the respective Course and pay the fee of Rs. 25000. The facility of attending only those classes and attempt for exams in only those subjects is provided in which they have failed or not appeared, in respective semester. Backlog Examination of IV SEM (mid-sem & end sem) will be conducted within one month from the date of declaration of result.

Specialization
In second year, a student shall select a special subject, consisting respective specialization subjects, from following Functional areas:Marketing Management Financial Management For each of the above fields of specialization the syllabus includes eight courses for semester III and seven courses for semester IV separately. The semester III, for each specialization, comprises of three common and five specialization courses. The semester IV, for each specialization, comprises of two common and five specialization courses (Details in the syllabus layout sheet)

Practical Training and Project Work
Each student shall have to undergo a practical training for a period of not less than 50 days during the vacation at the end of First Year. Based on the actual training during the vacation, the student shall write a project report on the topic selected under the guidance of a faculty and submit two copies of the same to the Director of the institute before 15th October. The project Report shall be assessed both internally (40 marks) and externally (60 marks). For internal evaluation, each student shall make a presentation in front of a panel of domain experts comprising of in-house faculties. For external evaluation there will be a viva voce at the end of third semester. Such viva-voce shall be conducted by a panel of domain experts comprising panelists from academics and industry.

SYLLABUS

PGDM – IB

SPECIALIZATIONS: MARKETING & FINANCE

(The syllabus is elementary and is subject to modification based on the suggestions given by the Academic Council members.)

Post Graduate Diploma in Management – International Business (PGDM – IB)
(Two Year Full time Program) Syllabus Outline FIRST SEMESTER
101. 102. 103. 104. 105. 106. 107. 108. 109. Organizational Behavior & PPM Management Accounting Managerial Economics Legal Aspects of Business Statistics & Quantitative techniques Marketing Management Business Communication Computer Applications Foreign Language (Part-I)

SECOND SEMESTER
201. 202. 203. 204. 205. 206. 207. 208. 209. International Marketing Financial Management Foreign Trade Policy & Trade Documentation Management Information Systems Research Methodology International Finance Global HRM Foreign Language (Part-II) Global Entrepreneurship Development

THIRD SEMESTER (MARKETING SPECIALISATION)

THIRD SEMESTER (FINANCE SPECIALISATION)

301. 302. 303. 304. 305. 306. 307. 308.

International Business Management Global Innovation & Strategic Management International Logistics & Global Supply Chain Management Global Retail & Distribution Management Consumer Behaviour Global Product & Brand Management Marketing Research Summer Internship Report

301. 302. 303. 304. 305. 306. 307. 308.

International Business Management Global Innovation & Strategic Management Advanced Financial Management FOREX Management Security Analysis and Portfolio Management Global Banking and International Financial Institutions Risk and Wealth Management Summer Internship Report

International Business Exposure Program FOURTH SEMESTER (MARKETING SPECIALISATION)
401. 402. 403. 404. 405. 406. 407. 408. Global CSR & Sustainability Business Ethics & Corporate Governance Management Control System Advertising & Integrated Marketing Communications Services Marketing B2B Marketing Virtual Marketing(e Marketing) IBEP Dissertation Report

FOURTH SEMESTER (FINANCE SPECIALISATION)
401. 402. 403. 404. 405. 406. 407. 408. Global CSR & Sustainability Business Ethics & Corporate Governance Management Control System Taxation Policies Strategic Cost Management Treasury Management Investment Banking IBEP Dissertation Report

SEMESTER – I

101. Organizational Behaviour & PPM 102. Management Accounting 103. Managerial Economics 104. Legal Aspects of Business 105. Statistics & Quantitative techniques 106. Marketing Management 107. Business Communication 108. Computer Applications 109. Foreign Language (Part-I)

1.1) ORGANIZATIONAL BEHAVIOUR & PRINCIPLES & PRACTICE OF MANAGEMENT SECTION I: Organizational Behavior 1. Introduction to Organizational Behaviour: Definition, Importance, Scope, Fundamental Concepts of OB, Different models of OB - autocratic, custodial, supportive, collegial and SOBC. 2. Personality & Attitudes: Meaning of personality, attitude - Development of personality – Attributes of personality- Transactional Analysis – Ego states – Johari window - Nature and dimensions of attitude – Developing the right attitude 3. Motivation: Definition, Importance, Motives – Characteristics, Classification of motives - Primary & Secondary motives. Theories of Motivation - Maslow’s Theory of need hierarchy - Herzberg's theory. Morale - Definition and relationship with productivity - Morale Indicators. 4. Group Dynamics and Team building: Concept of Group & Team. Theories of Group Formation Formal and Informal Groups. Importance of Team building. 5. Conflict Management: Definition. Traditional vis-à-vis Modern view of conflict – Types of conflict – Intrapersonal, Interpersonal, Organizational. Constructive and Destructive conflict. Conflict management. 6. Stress management: Definition, Causes, Managing stress, Stress as a motivator. Work life balance. 7. Change management: Concept of change, change as a natural process, Importance & Causes of change – social, economic, technological, organizational. Learning – unlearning, Concept of learning organizations. 8. Cases studies on above topics SECTION II: Principles and Practice of Management 1. Basic concepts of management: Definition – Need and Scope – Different schools of Management thought – Behavioral, Scientific, Systems, and Contingency 2. Contribution of Management Thinkers: Taylor, Fayol, Elton Mayo 3. Functions of Management – a) Planning – Concept, Nature, Importance, Steps, Limitations, Management by objectives b) Organizing - Concept, Nature, Importance, Principles, Centralization, Decentralization, Organization Structures- Line and Staff Authority, Functional, Product, Matrix, Geographical, Customer, New Forms of Organization – Virtual, Organizations as Networks - Types of Network Organizations/Clusters - Self- Organizing Systems. Organizational Designs for Change and Innovation - Designing Principles for New Forms of Organizations

c) Staffing - Concept, Nature, Importance, Steps. Concept of knowledge worker. d) Directing – Concept, Nature, Importance. e) Controlling - Concept, Nature, Importance, Process of controlling, Control Techniques. 4. Leadership: Concept, Nature, Importance, Attributes of a leader, developing leaders across the organization, Leadership Grid. 5. Decision making: Concept, Nature, Importance, and Process. Types of decisions. Problems in decision making.

6. Case Study: Planning, Decision Making, Leadership.

Books Recommended:1. Organizational Behaviour, 9th Ed. - Stephen Robbins 2. Human Behaviour at work - Davis and Newstorm 3. Organizational Behaviour - Uma Sekaran 4. Organizational Behaviour - Fred Luthans 5. Organizational Behaviour - K.Aswathappa 6. Human Behaviour at Work - Keith Davis 7. Human Relations & Organizational Behaviour - R.S.Dwivedi 8. Organizational Behaviour - Sharma 9. Essentials of Management – Koontz – TMGH 10. Principles & Practices of Management - Saxena 11. Principles and Practices of Management - Shejwalkar and Ghanekar

1.2) MANAGEMENT ACCOUNTING

1. Meaning and Definition of Accounting, Parties or Users interested in Accounting, Branches of Accounting, Meaning and Definition of Management Accounting, Distinction between Management Accounting and Financial Accounting. Accounting Concepts and Conventions. 2. Basic Accounting terminologies, Classification of Accounts, Meaning of Journal, Writing of Journal Entries. 3. Secondary Books of Accounting, Preparation of Trial Balance, Final Accounts of Sole Traders. 4. Elements of Costs: (a) Materials Costs: - Materials purchasing, receiving, storing and issuing including pricing of issues. (b) Labour Costs and Labour Turnover. (c) Overheads- Identifying the overheads with cost centre. Allocation, Apportionment and Absorption – Accounting treatment of Under and Over Absorption. (d) Preparation of Cost Sheet, items to be excluded while preparing cost sheet. 5. Managerial Decision Making Techniques like (a) Marginal costing – Cost volume profit analysis, BEP (b) Budgetary control, Operating and Financial Budgets, Flexible Budgets. (c) Standard Costing – Materials Cost and Labour cost variances only. 6. Modules / sessions on Current Trends in IB, IFRS. Books Recommended:1. Introduction to Management Accounting - Horngreen and Sundlem 2. Principles of Management Accounting - Manmohan & Goyal 3. Management Accounting - Dr. E.B. Khedkar, Dr. D.B. Bharati and Dr. A. B. Kharpas. 4. Cost and Management Accounting - S.M.Inamdar 5. Management Accounting - Dr. Mahesh Kulkarni 6. Double Entry Book Keeping - T.S.Grewal 7. Principles and Practice of Cost Accounting – Ashish K. Bhattacharya 8. Management Accounting 3rd Ed. - Khan & Jain 9. Theory & Problems in Management & Cost Accounting - Khan & Jain 10. Cost Accounting – Jawaharlal

1.3) MANAGERIAL ECONOMICS 1. Introduction: Nature and Scope of Managerial Economics: The Theory of the firm, Concept and Function of Profit, Microeconomics and Managerial Economics, Basics of Maximization and Optimization, Applications. 2. Demand Analysis: Demand for a commodity, Individual Demand and Market Demand, Price, Income and Cross Elasticity of Demand, Use of Elasticity in Managerial Decision Making, Estimation of Demand, Demand Forecasting, Qualitative Forecasting. 3. Theory of Production and Cost: a) Production Theory and Estimation, Production Function, Optimal Combination of Inputs, Returns to Scale, Empirical production Function, Technology and Internal Competitiveness. Law of Variable Proportions, Law of supply. Elasticity of supply. Measurement of elasticity. Significance and uses of the concept of elasticity. b) Cost Theory and Estimation, Short and long run Cost Curves, Plant Size and Scale Economies, International Trade in Inputs and Labour Immigration, Cost-Volume-Profit Analysis, Operating Leverage, Empirical Estimation of Cost Functions. 4. Nature of Composition and Pricing Decisions: Pricing under various markets including: Perfect Competition, Monopoly, Monopolistic competition, oligopoly. Cartels. Price discrimination. Measurement of Monopoly Power. Pricing Strategies and Methods – Cost plus pricing. Marginal cost pricing. Cyclical pricing. Penetration Pricing. Price Leadership. Price Skimming. Transfer pricing. Profit Policy: Break Even analysis. Profit Forecasting. Market Structure and Price Behavior, 5. Indian Economy - A Profile & Economic Reforms in India Features of economic reforms since 1991, Liberalization, Privatization and Disinvestment, Globalization. 6. Money and Banking Money - Meaning and functions ,Commercial Banks - Role and functions ,Reserve Bank of India - Role and functions, Monetary policy.

7.Theory of Markets-Pricing & Output Decisions :- Perfect Competition, Monopoly, Monopolistic Competition, oligopoly 8.Theories Of Profit :- Risk Theory, Uncertainty Theory, Innovation Theory Of Profit Books Recommended:1. Managerial Economics – Analysis, Problems and Cases, P.L. Mehta, Sultan Chand Sons, New Delhi. 2. Managerial Economics – Varshney and Maheshwari, Sultan Chand and Sons, New Delhi. 3 Managerial Economics – Pearson and Lewis, Prentice Hall, New Delhi 4 Managerial Economics – G.S. Gupta, T M H, New Delhi. 5 Managerial Economics – Mote, Paul and Gupta, T M H, New Delhi. 6. Managerial Economics –Joel Dean, Prentice Hall, USA. 7. Managerial Economics –H L Ahuja, S Chand & Co. New Delhi.

1.4) Legal Aspects of Business

I. • • • • • II. • • •

The Contract Act, 1872 - Part I Nature and Classification of Contracts Essential Elements of a valid contract. Offer and Acceptance Consideration Quasi-contracts The Contract Act, 1872 - Part II Contracts of Indemnity-Meaning, Nature-Right of Indemnity Holder and Indemnifier. Contracts of Guarantee – Meaning, Nature and Features Agency - Creation of Agency – Agent and Principal (Relationship/rights), Types of agency. . • • • • Capacities of Parties. Provisions relating to free consent. Provision relating to performance and discharge of contract. Breach of contract-Meaning and remedies.

III. Sales of Goods Act, 1930 • Contract fro Sale of Goods – Meaning – Essentials of a contract of sale • Sale of Goods and Agreement to sell – sale and hire agreement–Provisions relating to conditions and Warranties. • Provisions relating to transfer of property or ownership • Right of Unpaid seller – Remedial measures. • Provisions relating to Auction Sale. IV. The Negotiable Instrument Act, 1881 • Negotiable Instruments – Meaning, Characteristics, Types. • Parties – Holder and holder in due course. • Negotiation and Endorsements Types. • Dishonor of Negotiable Instrument – Noting and Protest.

V. • • •

The Companies Act, 1956 Company – Definition, Meaning, Features and Types of Companies. Incorporation of Company – Memorandum of Association, Articles of Association and Prospectus. Share Capital –Shareholder-Directors – Company Meetings.

VI. • • •

The Consumer Protection Act, 1986 Introduction & Definitions Unfair trade practices, Restrictive Trade Practices. Consumer Protection Councils and Consumer Disputes Redressal Agencies. The Information Technology Act, 2000

VII.

• Introduction & Relevance In International Business • Brief overview on: - Digital Signature, Electronic Governance, Electronic Records, Certifying Authorities. VIII. • • IX. • • • Intellectual Property Rights

Introduction & Definitions Brief overview on Patents, Copyrights & Trademark and its relevance to international business Overview on International Business Laws Introduction to International law International Dispute Settlement mechanism International Law on Arbitration

Books Recommended:1. Business Laws - N.D.Kapoor 2. Business Laws & Company Law – S S Gulshan ,G K Kapoor 3. Business Laws - Gulshan Kapoor 4. Legal Aspects of Business - S. D Geet , Mrs. Deshpande 5. Business Laws – S.S.Gulshan 6. Company Law - Avtar Singh 7. Business Regulatory Framework – SN Maheshwari 8. Business Law – Kuchhal 9. International Law - Ku and Diehl

1.5)STATISTICS & QUANTITATIVE TECHNIQUES

1. Arranging data to convey meaning - Tables, Graphs and Frequency Distribution. 2. Measures of Central Tendency – Arithmetic Mean, Median, Mode. Measures of Dispersion – Range, Quartile, Mean Deviation, Standard Deviation, Coefficient of Variation. 3. Correlation – Karl Pearson coefficient & Rank correlation – Partial & Multiple correlation. Simple and Multiple Regression (Linear) – Equation and prediction 4. Association of Attributes: Yule’s coefficient & Coefficient of colligation. 5. Probability – Concept, Bayes’ theorem. Probability Distributions - Binomial, Poisson and Normal 6. Linear Programming – Formulation. Graphical solution, Transportation & Assignment Problems – all methods 7. Queuing Theory - Single Server ( M/M/I , Infinite, FIFO) and Multi Server (M/M/C , Infinite, FIFO) 8. Markov Chains & simulation techniques: Monte Carlo Simulation. 9. Games Theory - 2x2 zero sum game with dominance - Pure Strategy and Mixed Strategy. 10. Decision Theory - Decision making under risk (EMV criteria) and Decision making under uncertainty

Books Recommended:• • • Srivastava T. N. and Rego Shailaja, Statistics for Management, Tata McGraw-Hill Publishing Co. Ltd., New Delhi, 2008. V N. D., Quantitative Techniques in Management, Tata McGraw-Hill Publishing Co. Ltd., New Delhi, 3rd Edition, ohra 2007. Tulsian P. C., Pandey Vishal, Quantitative Techniques: Theory & Problems, Pearson Education India, 1st Edition.

1.6) MARKETING MANAGEMENT

1. Introduction to Marketing: Definition & Functions of Marketing. Core concepts of marketing – a) Need, Want, Desire, Benefits, Demand, Value, Exchange, b) Goods – Services Continuum, Product, Market c) Customer Satisfaction, Customer Delight. d) Approaches to Marketing – Product – Production - Sales – Marketing – Societal – Relational. Concept of Marketing Myopia. Selling versus marketing. e) Holistic Marketing Orientation & Customer Value. 2. Consumer Behavior: Concept, Characteristics of consumer and organizational markets, 5 step Buyer decision process. 3. Marketing Environment: Analyzing needs and trends Macro Environment - Political , Economic, Socio-cultural and Technical Environment – PEST analysis. Micro Environment – Industry & Competition. Concept of Market Potential & Market Share 4. Market segmentation: Definition, Need & Benefits. Bases for market segmentation of consumer goods, industrial goods and services. Segment, Niche & Local Marketing, Effective segmentation criteria, Evaluating & Selecting Target Markets, Concept of Target Market and Concept of positioning – Value Proposition & USP. 5. Marketing Mix: Definition of each of the Four P's. Components of each P. Extended 7Ps for services. Significance in the competitive environment. 6. Marketing Planning: Contents of Marketing Plan - Developing Marketing Plan for variety of goods and services. 7. Marketing organization: Concept, Types - Functional organization, Product Focused organization, Geographic Organization, Customer Based Organization, Matrix organization. Organization structure for a wide customer orientation. 8. Market Evaluation and Controls: Generic Process, Need and Significance of marketing control. Marketing Audit. 9. Social responsibility of marketing organizations. Books Recommended:1. Principles of Marketing 12th Edition - Philip Kotler and Gary Armstrong 2. Fundamentals of Marketing - Stanton 3. Marketing Management – Rajan Saxena 4. Marketing Management - V.S.Ramaswamy and S.Namakumari 5. Analysis for Marketing Planning – Donald Lehmann & Rusell Winer, 6th ed. 6. Case Studies in Marketing - Indian context

1.7) Business Communication

1. Communication in Business 2. Dimensions of Business Communication – Principles, Types, Barriers 3. Written Communication 4. Email Etiquettes 5. Oral Communication 6. Non Verbal Communication 7. Assertiveness Vs Aggression 8. Johari Window 9. Interviews 10. Presentations and practice sessions

Core Text: Basic Business Communication- Lesikar/Flatley Reference books: Business Communication - Krizan, Merrier, Logan, Williams

1.8) COMPUTER APPLICATION

The course shall cover the following areas: 1. Basic Computer Organisation. Types of hardware and software.

2. Understanding of internet and multimedia

3. MS Excel: It is one of the most powerful and widely used spreadsheet programmes and the students shall be explained the various functions and their applications through examples.

4. Assignments in MS Word and MS PowerPoint to make the students develop a good working knowledge of these two applications.

5. Various examples of working with sales reports, employee reports, cash budgets etc shall be used to make the application clear to the students.

Useful site: www.microsoft.com Reference Books: 1) Introduction to computers by Peter Norton 2) Computer Fundamentals by Sinha and Sinha 3) Fundamentals of computers by V Rajaraman 4) Microsoft XP Plain and Simple (EEE edition)

1.9) FOREIGN LANGUAGE – I FRENCH/ SPANISH - I Topic 1: Salutations: 1. To greet the people and say Good afternoon, Good Evening, Goodbye, ask name and say your name, seek clarification and help, numbers from 1 to 10 2. To say where you live. Describe your house and members of your family. Weights and Measures, length & breadth, use of decimal system, area and volume. Cardinal numbers & Ordinal Numbers. 3. Ask and give personal information, Nationality, profession and language, Numbers from 11 to 50. To ask time by clock and by span, days of the week, months of the year.

Topic 2: Conversation Skills: 1. To ask and express interests, Preferences; likes and dislikes; to invite, to accept the invitation or to politely decline the invitation; hobbies and how to spend your leisure. 2. To talk about the weather; to talk about the daily personal routine and related activities. Seasons & holidays in France/Germany/Japan. Introduction to letter writing and email writing. 3.To talk about clothing, size colour, material. Purchase at a super market, modes of payment. To name and explain human body to express common bodily ailments (fever, headache etc) Topic 3: Geographical Description: 1.Country, location on the world map, borders and neighboring countries, ports and industrial towns. 2. Information and clarification of places. Asking for directions to the public places. Modes of Transport. Numbers 51 to 1000.

SEMESTER – II

201. International Marketing 202. Financial Management 203. Foreign Trade Policy & Trade Documentation 204. Management Information Systems 205. Research Methodology 206. International Finance 207. Global HRM 208. Foreign Language (Part-II) 209. Global Entrepreneurship Development

2.1) INTERNATIONAL MARKETING

1) Objectives of International Marketing – Challenges and opportunities in International Marketing – Quality considerations in International Marketing – Underlying forces of International Marketing. 2) Global marketing environment –Economic Environment, Socio-cultural Environment –Legal and Statutory Framework. 3) Global Marketing Information System and Research. 4) Market section, International Market entry strategies. 5) Planning for International Marketing- Global Marketing Mix ( Product, Price, Promotion, Place ) 6) Documentation and procedural complexities- Registration with various agencies – Compulsory Quality Control- Processing Export Orders. 7) Limitations of Global Marketing.

Books Recommended:1.International Marketing, R.M.Joshi, OUP 2. Global Marketing Management, K. Lee, OUP 3. International Marketing-Cateora. 4.Managing International Marketing –Varkey. 5.Creating Market across the Globe: Strategies for business excellence – Korwar 6.Essence of International Marketing –Stan Paliwoda. 7.Global Marketing Management-Warren J. Keegan. 8.International Marketing Management-Subhash Jain. 9.International Marketing Micheal- R Czinkota, IIkka A Ronkainen 10.International Marketing, R.M. Joshi

2.2) FINANCIAL MANAGEMENT

1. Concept of Finance, Corporate Finance, Finance Functions and other functions. Structures of the Financial System. 2. Financial Management – Meaning and Objectives, A’s of Financial Management, Scope and Functions of Financial Management, Financial Planning and Forecasting. 3. Capitalization – Under and Over Capitalization, Capital Structures – Computation of cost of capital, Trading on Equity, Leverages – Type and Significance. 4. Capital Budgeting – Nature and Significance, Time value of money- Discounting and Compounding – Methods of evaluating Capital Expenditure proposals 5. Financial statements of Corporate organizations, Introduction to Schedule- VI, Provisions of Companies Act 1956. 6. Analysis and interpretation of Financial Statements using the techniques of Ratio Analysis and Fund Flow analysis. 7. Working Capital Management – Nature of Working Capital Management, Need for working capital – operating cycle, estimation of working capital requirement – Management of Cash and Receivables, Cash Budget. 8. Management of Profits-Dividend Policy, Procedural and Legal formalities involved in the payment of dividend-Bonus Shares. Books Recommended: 1. Financial Management – I.M.Pandey 2. Financial Management – Khan & Jain 3. Financial Management – S.M.Inamdar 4. Financial Management – N.M.Wechlekar 5. Financial Management – S.C.Kuchal 6. Financial Management & Policy – R.M.Shrivastava 7. Financial Management – Prasanna Chandra 8. Financial Management- P.V. Kulkarni

2.3) FOREIGN TRADE POLICIES & TRADE DOCUMENTATION

1. Trade Policy: Free Trade and Protection. Tariffs, quotas and subsidies. Partial equilibrium diagrams. GATT and Uruguay Round. Formation of WTO.Introduction to important Agreements of WTO. (Agreement onAgriculture, TRIPs, TRIMs, GATS, ATC, SPS etc.)Terms of Trade, Factors affecting them.Exchange Rates, Fixed and Flexible. Exchange Control. 2.Export finance: Financing export/ deemed export: Pre ship, and post shipment finance export methods, how to start export? ECGC and other formalities. Uniform customs practices of docu credits – 2006, ICC Paris publication 500: Clauses 1 to 49 with case studies/illustration. Uniform rules collection – 97 revision clauses 1 to 22 with casestudies/illustration. 3. Introduction to exchange rate mechanism: Spot-forward rate, exchange arithmetic. Forward, swap futures and options.Guarantees in IN Trade: Performance, bid bond etc. Export and Import Procedures Export Procedures – 1. Preparation for exports: Registration of firms with authorities, PAN No., IE code, BIN No., EPC, Central Excise etc,. 2. Category of exports: Direct, indirect, third party exports. 3. Category of exporters: Manufacturer exporter, merchant exporter, EOU/SEZ/ Biotech Parks/ Export Houses 5 categories, Trading Houses, Super Trading, Star Trading Houses. Soft Ware Tech Parks India. 4. Export benefits: Duty drawback, advance authorization scheme, duty free import authorization, duty exemption entitlement scheme, export promotion capital goods (EPCG), duty entitlement pas book scheme,market development assistance, focus product, focus mktg, market access initiative, excise clearance under rule 18 and 19. 5. GSP and GSTP rules as per the FT policy, complete documentation and procedures for export clearance, conditions in a litter of credit for stipulated documents legalization shipping cos certificates, types of bill of ladings. Import Procedures – 1. Import management, procurement planning, and project imports regn. 2. Identification, selection of suppliers. 3. Purchase contract, terms of payments. 4. Terms of Delivery Inco terms. 5. Import policy ITC HS. 6. Role of a customs house agent and freight forward agents.

7. Type of customs duties, valuation rules. 8. Complete documentation and procedures for import clearance at sea port. 9. Cus clearance of imports by sea and air documents, procedures. etc. 10. Imports under various imports notification issued by customs.

Suggested Reading:

1. International Economics by M.L Jhingan. 2. Indian Economy by Ruddar Datt and Sundharam. 3. Banking International Trade and Public Finance by M.L Seth. 4. Educational Publications – Agra 282002 by Lakshmi Narain Agrwal. 5. Indian Economy by A.N Agarwal. 6. Vishwa Prakashan – New Delhi 2004. 7. Indian Economy by Mishra and Puri. 8. WTO and India by Anil Kumar Thakur. 9. Foreign Trade Policy Volume I & II. 10. Handbook of Procedures Volume I – II – III SION-DEPT Schedule.

2.4) MANAGEMENT INFORMATION SYSTEMS

1. Management Information Systems - Need, Purpose and Objectives -Contemporary Approaches to MIS - Information as a strategic resource - Use of information for competitive advantage - MIS as an instrument for the organizational change 2. Information, Management and Decision Making - Models of Decision Making -Classical, Administrative and Herbert Simon's Models - Attributes of information and its relevance to Decision Making - Types of information 3. Information Technology - Definition, IT Capabilities and their organizational impact Telecommunication and Networks - Types and Topologies of Networks -IT enabled services such as Call Centers, Geographical Information Systems etc. 4. Data Base Management Systems - Data Warehousing and Data Mining 5. Systems Analysis and Design - Systems Development Life Cycle – Alternative System Building Approaches - Prototyping - Rapid Development Tools – CASE Tools – Object Oriented Systems (Only introduction to these tools & techniques) 6. Decision Support Systems - Group Decision Support Systems – Executive Information Systems Executive Support Systems - Expert Systems and Knowledge Based Expert Systems - Artificial Intelligence 7. Management Issues in MIS - Information Security and Control – Quality Assurance -Ethical and Social Dimensions - Intellectual Property Rights as related to IT Services / IT Products - Managing Global Information Systems 8. Applications of MIS in functional areas as well as in the service sector should be covered with the help of minimum 5 case studies. Emphasis should be given on management oriented problems and cases as compared to technical problems expected from computer science/ computer management students.

Books Recommended:1. Management Information Systems, Laudon and Laudon, 7th Edition, Pearson Education Asia 2. Management Information Systems, Jawadekar, Tata McGraw Hill 3. Management Information Systems, Davis and Olson, Tata McGraw Hill 4. Analysis and Design of Information Systems, Rajaraman, Prentice Hall 5. Decision Support Systems and Intelligent Systems, Turban and Aronson, Pearson Education Asia 6. Management Information Systems, Schulthesis, Tata McGraw Hill 7. Management Information Systems - Jayant Oke

2.5) RESEARCH METHODOLOGY

1. Research in Business - Thinking Like a Researcher 2. The Research Process - An Overview - Business Research Requests and Proposals - Ethics in Business Research 3. Research Design - An Overview 4. Secondary Data Searches 5. Qualitative Research - Observation Studies – Surveys - Experiments and Test Markets

6. Measurement - Measurement Scales 7. Questionnaires and Instruments - Crafting Effective Measurement Questions Options and Discoveries Pretesting

8. Sampling - Data Presentation and Description - Exploring, Displaying, and Examining Data

9. Hypothesis Testing - Type I and Type II Errors - Single Sample t test – ANOVA - Chi-Square

10. Measures of Association 11. Multivariate Analysis: An Overview 12. Presenting Insights and Findings: Written & Oral Reports

Book Recommended: Business Research Methods by Cooper & Schindler-Tata McGraw Hill Management Research Methodology by Krishnaswamy-Pearson

2.6) INTERNATIONAL FINANCE

1. Overview of international business. a. Globalization and its impact. b. WTO and its impact. c. Role of World Bank, IMF, SDR. d. Nature, scope and significance of international finance. e. Use of IT in international finance. 2. Forex Markets a. Definition of foreign currency and foreign transactions- trade and non trade. b. Forex Markets- spot forward, future options & swaps. c. Role of participants of Forex market. d. Exchange Rate determination- Mathematical models. e. Impact of Euro currency, Chinese Yuan, Japanese Yen and US Dollar. f. Emerging importance of Indian rupee. 3. Regulatory Framework of international finance a. Indian perspective-FEMA, foreign trade policy, role of RBI, rupee convertibility, EOU/STPI, SEZ, EPZ. b. International perspective-federal bank, European Central Bank, ICC guidelines. 4. Sources of international finance a. Trade settlement methods. b. Export Finance. C. Buyers credit and supplier’s credit. d. International receivables and cash management. e. ECB, FCCB, ADR, GDR, FDI. f. Syndication. 5. Forex Risk Management a. Risk definition and measurement. b. Hedging tools and techniques- internal and external. 6. International Accounting Standards on foreign transactions Books Recommended:1. International Finance- A.V. Rajwade 2. International Finance- P.G. Apte 3. International Finance- Shapior 4. International Economics- D.M. Mithani 5. Essence of International Money- Adrian Buckley 6. Exchange Control Regulations- Nabhi 7. International Finance – V. K. Sharan

2.7) GLOBAL HRM

Unit I The Role of Globalization on HR 1. Domestic versus International HR 2. International HR Strategies 3. International Business Assignments 4. Global Leadership and Global Mindsets Unit II Competitive Challenges Influencing HRM 1. The Sustainability Challlenge , Organisation + Individuals Unit III HR as Strategic Function 1. HR in comparative perspective Unit IV Meeting Global Challenges 1. International Recruitment and selection 2. Approaches to Global Compensation Global Perf Management System Competency Development Management of Global Diversity Unit V HRM Measurment Challenges Cost Benefit Analysis of HR Interventions Unit V Factors Affecting HRM in Global Markets Culture - Managing Diverse work force Unit V Bench Marking Best Practices in Global HRM Hewitt PCMM HR Scorecard Gallup Hay's Compensation Methodology

2.8) FOREIGN LANGUAGE – II

Topic 1: Business 1. Visit to a restaurant, to express agreement/disagreement; to ask for price/quantity 2. To ask about personal past events, to narrate personal experience, to comprehend difference between letters like Personal/Business Letters, telegram & e- mail; formats of Letter head and e mail.

3. To talk about/express future actions, to plan a business trip with related requirements: hotel, tickets, car, Rent a car, places to visit, traffic signs etc. Documents required like Passport, International Driving license, Insurance cover etc. 4. Vocabulary relating to the Transactions at the Post office, Bank, Insurance Company – personal, health, accident, marine… equivalent terms of transaction – fob, c.i.f, f.a.s, payment through Letter of credit. Etc.

Topic 2: Grammar: Future tense, imperfect tense, degrees of comparison, imperative mood. Script, Letters of alphabet, accents, sounds of groups of letters, punctuation marks, articles, nouns, sing./Pl , genders; mas. /fem. Structure of sentences & types like affirmative, negative interrogative & negative interrogative, Verbs: classes of verbs and conjugation patterns, Pronominal verbs; Present tense, The idea of auxiliary verb; prepositions; pronouns- subject, interrogative, relative, possessive, emphatic ; adjectives, adverbs

2.9) GLOBAL ENTREPRENEURSHIP DEVELOPMENT

The Entrepreneurial Development Perspective 
• • • • • • Concepts of Entrepreneurship Development Evolution of the concept of Entrepreneur Entrepreneur Vs. Intrapreneur, Entrepreneur Vs. Entrepreneurship, Entrepreneur Vs. Manager Attributes and Characteristics of a successful Entrepreneur Role of Entrepreneur in Indian economy and developing economies with reference to SelfEmployment Development Entrepreneurial Culture

II. 

Creating Entrepreneurial Venture 
• • • • • Business Planning Process Environmental Analysis – Search and Scanning Identifying problems and opportunities Defining Business Idea Basic Government Procedures to be complied with

III.  Project Management 
• • Technical, Financial, Marketing, Personnel and Management Feasibility Estimating and Financing funds requirement – Schemes offered by various commercial banks and financial institutions like IDBI, ICICI, SIDBI, SFCs Venture Capital Funding

IV.  Entrepreneurship Development and Government 
• Role of Central Government and State Government in promoting Entrepreneurship – Introduction to various incentives, subsidies and grants – Export Oriented Units – Fiscal and Tax concessions available • Role of following agencies in the Entrepreneurship Development – District Industries Centers (DIC), Small Industries Service Institute (SISI), Entrepreneurship Development, Institute of India (EDII), National Institute of Entrepreneurship & Small Business Development (NIESBUD), National Entrepreneurship Development Board (NEDB)

V.  Why do Entrepreneurs fail – The FOUR Entrepreneurial Pitfalls (Peter Drucker)  VI.   Women Entrepreneurs  
• • Reasons for Low / No Women Entrepreneurs Role, Problems and Prospects

Case studies of Successful Entrepreneurial Ventures, Failed Entrepreneurial   Ventures and Turnaround Ventures 

  BOOKS RECOMMENDED:‐ 
Entrepreneurship: New Venture Creation – David H. Holt Entrepreneurship – Hisrich Peters The Culture of Entrepreneurship – Brigitte Berger Project Management – K. Nagarajan Dynamics of Entrepreneurship Development – Vasant Desai Entrepreneurship Development – Dr. P.C.Shejwalkar Thought Leaders – Shrinivas Pandit Entrepreneurship, 3rd Ed. – Steven Brandt Business Gurus Speak – S.N.Chary The Entrepreneurial Connection – Gurmit Narula

SEMESTER – III

MARKETING SPECIALISATION
301. 302. 303. 304. 305. 306. 307. 308. International Business Management Global Innovation & Strategic Management International Logistics & Global Supply Chain Management Global Retail & Distribution Management Consumer Behaviour Global Product & Brand Management Marketing Research Summer Internship Report

FINANCE SPECIALISATION
301. 302. 303. 304. 305. 306. 307. 308. International Business Management Global Innovation & Strategic Management Advanced Financial Management FOREX Management Security Analysis and Portfolio Management Global Banking and International Financial Institutions Risk and Wealth Management Summer Internship Report

3.1) INTERNATIONAL BUSINESS MANAGEMENT

1. International Business Environment – Globalization – Forces, Meaning, dimensions and stages in Globalization – Introduction to theories of International Trade by Adam Smith, Ricardo and Ohlin & Heckler – Trading Environment of International Trade – Tariff and Non-tariff Barriers – Trade Blocks – Rise of new economies like Japan, South East Asia and China as compared to India. 2. Country Risk Analysis – Political, Social and Economic – Cultural and Ethical practices – Halsteade model - Responsibilities of International Business. 3. Managing Multinational Enterprises – Problems and Potential – Multinational Service Organizations – Indian companies becoming Multinationals – Potential,Need and Problems. 4. Introduction to International Financial Management – Balance of Trade and Balance of Payment –– Financial Markets and Instruments – Introduction to Export and Import Finance – Methods of payment in International Trade – Introduction to current EXIM policy. 5. Bilateral and Multilateral Trade Laws – General Agreement on Trade and Tariffs, (GATT), World Trade Organization – IPR, TRIPS, TRIMS, GATS – Ministerial Conferences. 6. International Marketing – Entry strategies – Market selection – Barriers 7. Global sourcing and its impact on Indian Industry – Globalization and internal reform process – India’s competitive advantage in industries like IT, Textiles, Gems & Jewellery etc. – Potential and threats 8. Case Studies: Country Risk Analysis Cases on theories of International Trade Cases on WTO related to topic 5 Cases on International Marketing

Books Recommended:1. International Business Environment – Sundaram and Black 2. International Business Environment – Bhalla and Raju 3. International Financial Management – P.G.Apte 4. International Business – Francis Cherulinam 5. International Business – Rao and Rangachari 6. Export Management – Rathod 7. International Business – Rao and Rangachari 8. Global Business Today – Charles Hill 9. International Business – Charles Hill 10. International Business Environment & Operations – John D.Daniels

3.2) GLOBAL INNOVATION & STRATEGIC MANAGEMENT

PART A:‐
MANAGEMENT , MOTIVATIONS AND MENTALITIES, INTRODUCTION TO STRATEGIC MANAGEMENT IN A GLOBAL ENVIRONMENT, THE PROCESS OF STRATEGIC M ANAGEMENT , THE PROCESS OF "IDEAS IN ACTION", "RULES" OF STRATEGIC MANAGEMENT, STRATEGIZING AROUND THE GLOBE, MANAGING INDUSTRY COMPETITION

FOUNDATIONS

OF

GLOBAL STRATEGY :- CROSS-BORDER

TO CONFLICTING DEMANDS: T HE ENVIRONMENTAL CHALLENGE, CONCEPTS OF VISION, MISSION, AND PURPOSE, BUILDING STRATEGIC CAPABILITIES, DEVELOPING COORDINATION AND CONTROL, INTRODUCTION TO ENVIRONMENTAL SCANNING: DEFINITION OF PARAMETERS, LOOKING AT EXPECTATIONS

GLOBAL ENVIRONMENT:- RESPONDING

INTERNATIONALIZATION RISKS:- DIMENSIONS

OF THE INTERNATIONAL ENVIRONMENT ; RISKS (COUNTRY. COMPANY, PROJECT, TRANSFER, MACRO, MICRO, LAW, CORRUPTION. IPR, LABOUR, CULTURE, STANDARDS, ENVIRONMENT, ORDER; GEOPOLITICS; HEDGING; INSURANCE);

GLOBAL BUSINESS MANAGEMENT :- ENTERING THE FOREIGN MARKETS, MANAGING GLOBAL COMPETITIVE DYNAMICS, BUILDING STRATEGIC CAPABILITIES, DEVELOPING C OORDINATION AND CONTROL, BUILDING COMPETITIVE ADVANTAGES, GLOBAL EFFICIENCY, FLEXIBILITY AND LEARNING PROCESSES IN A GLOBAL ENVIRONMENT , STRATEGIC TASKS OF GLOBAL COMPETITIVENESS , CORE COMPETENCES, BUILDING TRANSNATIONAL CAPABILITIES, MANAGING ACROSS B OUNDARIES, S TRATEGIC ALLIANCES, APPLICATION OF IDEAS TO STRATEGY FORMULATION, STRATEGY IMPLEMENTATION PROCESSES, ANALYSIS OF STRATEGIC OPTIONS, P ROCESS FOR STRATEGIC SELECTION AND ANALYSIS OF PERFORMANCE, COORDINATION OF STRATEGY AND STRUCTURE , GLOBAL C ORPORATE SOCIAL RESPONSIBILITY INTERNATIONAL CONTROL SYSTEMS:- PERFORMANCE MEASURES (CULTURAL DISTANCE, POLITICAL
RISKS AND RESTRICTIONS, ECONOMIC FACTORS); PARENT-SUBSIDIARY RELATIONSHIP AND STRATEGIC CONTROL MECHANISMS (DEPENDENT, INDEPENDENT, AND INTERDEPENDENT)

INNOVATION

IN

GLOBAL ENVIRONMENT:- UNDERSTANDING

AND USING THE CREATIVE PROCESS IN A

GLOBAL ENVIRONMENT, APPLYING IDEAS.

USING DIFFERENT SOURCES OF IDEAS TO FORMULATE STRATEGIES, JUDGING AND

PART B} STRATEGIES AND CONCEPTS OF INNOVATION a. b. c. d. e. f. Why Innovate? What to innovate? How to innovate? Who Innovates? Key issues in Innovation Management Innovation as a Management Process

TAKING A STRATEGIC APPROACH

a. b. c. d. e.

Developing a framework for an Innovation Strategy Competitive environment Technological Trajectories Integration for strategic learning Creating strategic alliances

BUILDING EFFECTIVE IMPLEMENTATION MECHANISM a. Managing the Internal Processes b. Creating and learning through Corporate Ventures CREATING AND SUSTAINING THE INNOVATIVE ORGANIZATION a. Building the innovative organization b. Creating innovative new firms c. Assessing and improving Innovation Management Performance

Books recommended: 1. Transnational Management, Text, Cases, and Readings in Cross-Border Management, 2. Fourth Edition by Christopher A. Bartlett and Sumantra Ghoshal, Julian Birkinshaw, Irwin McGraw Hill, 2004

FINANCE SPECIALISATION
3.3) ADVANCED FINANCIAL MANAGEMENT

1. Accounting Standards: 1.1 Role of Accounting Standard board. 1.2 Introduction to International Accounting Standards. 1.3 Disclosure of Accounting Policies-Inventory, Depreciation, Investment, Fixed Assets, Amalgamation, EPS. 2. Capital Structure Theories: 2.1 Net income approach. 2.2 Net operating income approach. 2.3 Modiglliani and Miller theory (MM approach). 3. Dividend Distribution Theories: 3.1 Type of dividend 3.2 Important consideration in dividend policy. 3.3 Theories of dividend -Gordon growth model -Walters valuation model -MM-Irrelevance theory 4. Working Capital Management: 4.1 Overtrading 4.2 Symptoms of poor W. C. management 4.3 W.C. management Strategies 4.4 Tandon committee /Chore Committee Recommendations 4.5 Latest trend in W.C. finance 4.6 R.B.I guidelines on W.C. finance 5. Capital Budgeting: 5.1 IRR and NPV method comparative study 5.2 Capital rationing 5.3 Capital budgeting during inflation 5.4 Techniques of decision making under risk and uncertaintyProfitability and expected values, standard deviation, value of information, Optimistic pessimistic estimates, risk adjusted discounted rate, certainty equivalent approach, simulation decision tree, sensitivity analysis, capital asset pricing model.

6. Economic Value Added (EVA) 6.1 Concept of EVA

6.2 Calculating EVA 6.3 Adjustments for calculation of EVA 6.4 Superiority of EVA

7. Financial Analysis: Using tools such as Cash Flow and Fund Flow

Books Recommended:1. Financial Management- I. M. Pandey 2. Financial Management- Prassana Chandra 3. Financial Management- Van Horne 4. Financial Management- R.P. Rustagi 5. Financial Management- Ravi M. Kishore.

3.4) FOREIGN EXCHANGE MANAGEMENT

1. Management of Foreign Exchange with special reference to India: Meaning of the Term “Foreign Exchange”, Exchange Market, Statutory basis of Foreign Exchange, Evolution of Exchange Control, Outline of Exchange Rate and Types, Import Export Overview. 2 India’s Forex Scenario: BOP crisis of 1990, LOERMS, Convertibility 3. Introduction to International Monetary Developments: Gold standard, Bretton Woods system, FixedFlexible Exchange Rate Systems, Euro market

4. Finance Function: Financial Institutions in International Trade.

5. Non resident Accounts: Repatriable and Non Repatriable, Significance for the Economy and Bank.

6. Methods of IN Trade Settlement: Credit, Documentary Collection.

Open

Account,

Clean

Advance,

Documentary

7. Documentary Credits (Letter of Credit): Types of LC – Parties, Mechanism with illustration. 8. Documents involved in International trade: Statutory Documents, Financial Documents, Transport Documents, Risk Bearing Documents.

9. INCOTERMS: C.I.F., F.O.B., C.I.P. 10. Financing of Imports by Opening of Letter of Credit: Documents required, Trade and Exchange Control Formalities, Sanction of LC Limit. 11. Export Finance: Financing of Export/ Deemed Export: Pre ship, and Post Ship Finance, Export Methods how to start export, E.C.G.C. and other formalities

12. Uniform Custom Practices of Docu Credits – 93 Revisions, I.C.C. Paris Publica 500 Clauses 1 to 49 with case studies / illustration. 13.Uniform illustration. Rules Collection – 97 Revision: Clauses 1 to 22 with case studies/

14. Introduction to Exchange Rate Mechanism: Spot- Forward Rate, Exchange Arithmetic.

15.

Deriving

the

Actual

Exchange

Rate:

Forwards,

Swap[s,

Futures

and

Options.

16. Guarantees in Trade: Performance, Bid Bond etc.

17. External commercial Borrowings: Factoring, Country Risk Monitoring Model.

Buyers

Credit,

Suppliers

Credit,

Forfeiting

/

Books Recommended:• • • • International Economics- D.M. Mithani Essence of International Money- Adrian Buckley Exchange Control Regulations- Nabhi International Finance – V. K. Sharan

3.5) SECURITY ANALYSIS & PORTFOLIO MANAGEMENT

1. Introduction to Capital Markets, Money Markets. 2. Privatization and Globalization and its relevance to the Indian Capital Markets. 3. Industry Analysis and Company Analysis: Importance of doing industry analysis for company analysis. Competitive advantage of a company vis-à-vis its peers in the same industry, Economic analysis, Technical Analysis 4. Types of charts. Introduction to patterns and types. 5. Financial statements analysis. 6. Risk and Return: Simple Determination of Stock Market Price using Time value of Money. 7. Return on Equity under Uncertainty; Probabality Distribution of Returns. 8. Two-Asset Portfolio Case; Expected Return and Variance of Returns. 9. Diversification of Risks; Systematic and Unsystematic Risk. 10. General N-asset Portfolio Problem; Marches Model; Objective Function and Constraints; 11. Meaning of Efficient Frontier; Concept of market Portfolio; Risk-free Rat 12. Sharpe`s Single Index of Market Model: How concept of Beta measures volatility; Definition and measurement of Beta 13. Capital Asset Pricing Model; Statement of CAPM; Properties of any asset on the line; Arbitrage Pricing Theory - An Introduction 14. Efficient Market Hypothesis : Random Walk Theory: Weak, semi-strong and strong form; Empirical Evidence of EMH; Anomalies in Markets (Firm size effect; January Effect; Monday Effect). 15. Portfolio Performance Measures : Sharpe and Treynor Index, Jensen`s Measur. 16. An Overview :- Derivatives Markets- Futures and Options, 17. Mutual Funds: Fund Management.

Reference Text: 1) Security Analysis and Portfolio Management (6th Edn.) By Donald Fischer and Ronald Jordan, Prentice Hall of India (1995) 2) Security Analysis and Portfolio Management, Prasanna Chandra, Tata McGraw Hill (2002)

3.6) GLOBAL BANKING AND INTERNATIONAL FINANCIAL INSTITUTIONS

1. Understanding the Financial System. Theory of Central Banking, History of the Major Central Banks, Role of the Bank for International Settlements. 2. DFIs, NBFCs, Mutual Funds, Hedge Funds, Insurance Basics, Equity Market, Debt Market, Forex markets, Derivatives.

3. Different types of borrowers. Small & Medium Enterprise Lending. Credit Management & Issues. 4. Retail banking. RETAIL LOANS: Housing Loans & Education Loans and Tax Treatment, Other Personal Transactions & Issues of International importance.Non-resident deposit accounts – Features, importance for banks, regulatory compliance. 5. Investment Management in banks. Overview of banks investment portfolio Asset classification in banks

6. Collateralized borrowing & lending obligation (CBLO) .Assets Liability Management. GAP Analysis 7. Balance Sheet, Profit & Loss and Off- Balance Sheet analysis of banks performance. Capital Adequacy & Basel II norms.Profitability of banks under different parameters. Risk Management in Banks 8. Major International Business Operations is banks.Understanding the role of SWIFT in the international payment system.Banking Regulator and Corporate Governance in banks 9. Competitions in Banking Industry, Mergers & Acquisitions 10. International Monetary Fund, Asian Development Bank and World Bank

Reference Text 1. Banking in the new Millennium by ICFAI University banking series edited by N Rajashekar, Year 2001. 2. Banking Strategy by ICFAI University banking series edited by Katuri Nageshwara Rao, Year 2002.

3. Central Banking by Charles Goodhart

4. Retail Banking by Raghu Palat, Executive Excellence Books, 2006 International coporate and Investment Banking. Practice an Law-By Largan Mark, UK / Institute of Financial Services / 2003. 5. European banking and financial services Law – By Gerster / Sehwanater, Netherland / Kluwer Law Int / 2004.

6. Banking Supervision and Systematic Bank Restructuring : An International and comparative legal perspective – By Mwenda Kenneeth Kaoma, London / Cavendish Pub / 2000. 7. Commercial Banking : The Management of Risk 2nd by Frester Donalt R / Gup Benton E / Kolari James W, Australia / South Western / 2001.

8. Strategic Business Management and Banking By Sarkar A.N, New Delhi / Deep & Deep / 2005

3.7) RISK AND WEALTH MANAGEMENT

RISK MANAGEMENT
• • • • • • • Introduction to Risk Management Instruments of External techniques of Risk Management Different Types of Risks in Business Internal Risk Vs External Risk Risk Prevention Cost of Risk Risk & Insurance

WEALTH MANAGEMENT
• • • • • • • Client Identification and Analysis Needs Analysis and Relationship Management Wealth Management: products and services Portfolio and Risk Management: investment strategies, risk analysis and portfolio theory Regulatory Environment Tax and Taxation Planning Contemporary Issues within Wealth Management

3.8) SUMMER INTERNSHIP REPORT

Activity: - Every Student at ISBS has to undergo a Practical Training, in an organization, for a period of not less than 50 days and prepare a Research Report, during the vacations at the end of First Year (II Semester). Objective: - SIP forms an integral part of the PGDM syllabi. The objective of this activity is to expose the students to the best practices in management which in turn will assist them in learning diverse nuances of business and its application. Modus Operandi: - Students are divided into small groups of about 12-15 each and a Faculty In-charge is appointed to Guide, Monitor and Advise students regarding their approach to this activity in the respective organization and subsequently preparing a comprehensive report for the same. Right from the beginning of the report i.e. Setting Objectives of the research to the Conclusion & Recommendations stage, Students are in constant touch with the Internal Guides and together with the Practical training, keep on working on the preparation of the desired report. Evaluation Process: - SIP is a Full Credit Subject and we at ISBS have evolved a Comprehensive Evaluation Process for the same. In the I Stage, each student has to make a Presentation in front of a panel of domain experts comprising of in-house / external faculties’ explaining in brief what they have done in due course of their Training Period. In II Stage, a Viva voce is conducted by the Internal Guide to asses and evaluate the fine details of the report viz. Research Methodology, Objectives, Data Analysis, Conclusions etc. In Stage III, Viva voce is conducted by an External Domain Expert comprising panelists from academics and industry and students have to submit their Final Report to be evaluated on the set parameters. Apart from this, there are marks for the Adherence to the set deadlines and to the Format, which is being prescribed to them by the Institute. Feedback of the students by the Corporate is also taken seriously at ISBS. Feedback is collected in 2 ways. Students are given a Feedback Form wherein the Company guides rate them as per their performance with specific comments. Together with this, the Internal Guides also makes Telephonic call to respective HR Heads / Company Guides to get first hand information of the performance of the student in their organization. The data is then shared with Institute’s Placement Cell as well.

MARKETING SPECIALISATION

3.3) INTERNATIONAL LOGISTICS & GLOBAL SUPPLY CHAIN MANAGEMENT

1. International Logistics: Definition and importance, different modes of transport used in International Trade. 2. Types of cargo, packing requirements and selection of vsl of shipments. Types of vessels for Exports, types of shipping services: liner and tramp services, comparison.

importance and

3. Different Inco terms- terms of delivery, types of bills of ladings, air way bills and transport docs. 4. Types of containers- containerization, air freight, sea freight calculation basis, surcharges on freight charges, intermediaries’ role of freight forwarder and NVOCC and importance, Carriers liability. 5. International commercial documents.

GLOBAL SUPPLY CHAIN MANAGEMENT 6. INTRODUCTION: International Logistics and Supply chain management: meaning and objectives, importance in global economy , Characteristics of global supply chains,: Supply chain relationship to business performance, -Key tasks of logistics and supply chain managers, Role of Government in controlling international trade and its impact on Logistics and supply chain 7. SUPPLY CHAIN STRATEGY: Supply chain as a competitive advantage, Global Supply chain strategy, Structuring supply chain capabilities, Business matching supply chain design with business strategy. 8. TRANSPORTATION: Strategic importance of transport in global logistics, logistical objectives of transport, International Ocean Transportation, International Air Transportation, and International Land Transportation: types, characteristics and salient features, inter modal transportation in international operations, factors influencing mode and carrier selection decision. 9. OUTSOURCING AND LOGISTICS SERVICE PROVIDERS Intermediaries and Alliances in Global Logistics, Meaning of 3 PL and 4 PL service providers, role in Global logistics, types of services, considerations for hiring 3PL and 4 PL service providers. Concept

and need of outsourcing, determinants for outsourcing decisions, role of outsourcing in global supply chain management.

10. CUSTOMER SERVICE: The marketing and logistics interface, customer service and customer retention, Service driven logistics systems, customer service priorities and standards, customer service strategy 11. PLANNING GLOBAL SUPPLY CHAIN Planning the global supply chain, Network design for global supply chain management, Risk management in the global context, Measuring logistics cost and performance. Benchmarking the supply chain, Performance measurement and evaluation in global supply chains 12. GLOBAL TRADE ENVIRONMENT A Global trade environment: various trade blocks/FTZ and their impact on supply chain management, Customs and Regulations, Trade Documentation, International Contracts, Terms of Trade, Term of Payment, International. Currency, INCO terms, Logistical packaging, containerization. 13. NETWORK DESIGN : Decisions in Network design-strategic importance, location of plant, warehouse, facilities; capacity and number of warehouses: Factors influencing network design decisions, 14. INVENTORY FLOW AND MODELING: Approaches to Inventory Management in Global Supply Chain Management; Distribution Resource Planning; Symptoms of poor Inventory Management, Modeling in Supply chain: inventory models, safety stock determination for service level, and lead time; forecasting models, routing problem 15. COORDINATION IN SUPPLY CHAIN: Importance of Coordination in Supply Chain, Bullwhip Effect, Effect of lack of Coordination on performance, Obstacles to Coordination, Strategies to achieve coordination, Building Strategic Partnership and Trust In Supply Chain. 16. INFORMATION TECHNLOGY IN SUPPLY CHAIN: Role and Importance of IT in Supply Chain Management, IT solutions for Supply Chain Management, Supply Chain Information Technology in Practice 17. PERFORMANCE MEASUREMENT AND TRENDS Dimensions of Performance Metrics, Approaches/tools for Performance Measurement, Measuring logistics cost and performance. Benchmarking the supply chain, Performance measurement and evaluation in global supply chains, Impediments to improve Performance, Trends in International supply chain Management.

Books Recommended:1. Douglas Long International Logistics: Global Supply Chain Management SpringerVerlag New York, LLC;2004 2. Philippe-Pierre Dornier, Panos Kouvelis, Michel Fender Global Operations and

Logistics: Text and Cases Wiley, John & Sons, Incorporated 1998 3. Alan Branch Global Supply Chain Management in International Logistics Routledge 2007 4. Kent N. Gourdin Global Logistics Management: A Competitive Advantage for the New Millennium Blackwell Publishing 2006 5. Sridhar R. Tayur (Editor), Michael J. Magazine (Editor), RAM Ganeshan (Editor) Quantitative Models for Supply Chain Management Kluwer Academic Publishers 1998. 6. International Logistics by Pierre David, Biztantra Publications

3.4) GLOBAL RETAIL & DISTRIBUTION MANAGEMENT

1. Introduction to Sales Management: Concept, Nature, Role of Sales Management in Marketing, Salesmanship, Specific Characteristics of a successful salesman, The Evolving Face of Personal Selling 2. Sales Forecasting: Concept of Forecasting, Sales Forecasting methods, Quantitative and Qualitative methods. 3. Sales Organization: Need for Sales Organizations, their structure, Sales Managers Functions and responsibilities, Planning for major customers and sales Budget. 4. Personal Selling Process and Approaches: Personal Selling and Relationship Management Selling to individuals & Institutions, Basics, Sales leads, Planning sales calls - Types of calls, – Building long term partnership by selling – Sales presentations, tools for personal selling, Sales Aids – Use of technology in sales effective selling techniques, Tele Marketing. 5. Managing the Sales Force: a) Recruiting, Selection and Training of Sales force: Procedures and criteria extensively used as selection tools for recruiting and testing sales ability. Sales Force Job Analysis and Description b) Areas of sales Training: Company Specific Knowledge, product knowledge Industry and Market Trend Knowledge, customers and technology – Relationship Selling Process and Customer education. Value added selling c) Motivating the Sales Team: Motivation Programs - Sales Meetings, Sales Contests, Sales Compensating, (Monetary compensation, incentive programs as motivators, Non-Monetary compensation – fine tuning of compensation package. Supervising, d) Evaluating Sales Force Performance and Controlling Sales activities: Sales Records and Reporting Systems, Improving Sales Productivity, Ethical and Legal Issues in Sales Management. Books Recommended:1. Sales Management - Richard Rstill, Edward W. Cundiff 2. Strategies for selling-Gerald A.Michaelson 3. Sales Management Handbook – Forsyth Patrick 4. Value added selling-Tom Reilly 5. Building a Winning Sales Team – Gini Graham & Scott 6. Professional Sales Management – Anderson, Hair and Bush 7. Motivation and Job Satisfaction – M. D. Pestonjee 8. Sales Management – Thomas 9. International Marketing – Robert Reed……..

3.5) CONSUMER BEHAVIOR

1. Consumer Behavior: Concept, diversity of consumer behavior, Characteristics of Indian Consumers. 2. Influences on the Consumer: Consumer needs, motives - positive and negative motivation rational versus emotional motives. Consumer relevant reference groups -opinion leaders - family decisions making and consumption related roles - family life cycle - social class and consumer behaviour - influence of culture on consumer behaviour- cross cultural context. Diffusion of innovations: the diffusion process – the adoption process - consumer innovativeness and personality traits. 3. Consumer decision making: Models of consumer decision making – Engle Kollatt-Blackwell model, Howard-Sheth Model, Bettman’s Model, HCB Model. Concept of involvement & extensive problem solving - limited problem solving – routinized responsive behavior. 4. Post purchase behavior: Consumer satisfaction concept & Models – Expectancy Disconfirmation, Desires Congruency Model, Equity Theory, Attribution Theory, Cognitive dissonance, Consumer delight, consumer complaint behaviour. 5. Consumerism: Evolution of consumer society. Definition of consumerism, buyers & seller’s rights, effects of consumerism. Books Recommended:1. Consumer Behavior – Leon Schiffman, Leslie Lazar Kanuk 2. Consumer Behavior – Hawkins, Best, Coney 3. Customer Behavior – A Managerial Perspective – Sheth, Mittal – Thomson, 4. Conceptual Issues In Consumer Behavior Indian Context – S Ramesh Kumar –Pearson, 5. Consumer Market demographics in India – Edited by S.L.Rao 6. Understanding Your Customer - R.Woodruff and S.F.Gardial 7. Consumer behaviour - Louden, Delebeta

3.6) GLOBALPRODUCT & BRAND MANAGEMENT

1. Introduction to product management. 2. Role and operation of Product management in marketing. 3. Product marketing planning process 4. Product analysis: category / competitor/ customer/demand 5. Developing a product strategy. 6. New product development strategy 7. Customer value management. 8. Understanding a brand / product. 9. Brand extension / Brand relationships spectrum 10. Brand Equity 11. Brand building strategies 12. Brand valuation

Reference Books:-

1. 2. 3. 4.

Product Management - Lehmann Strategic Brand Management - David Aaker Strategic Brand Management - Noel Kapferer Building strong brands – David Aaker

3.7) MARKETING RESEARCH

1. Introduction to Marketing Research: Introduction, Role of Marketing Research, When to do Marketing Research, Limitations, Ethical Considerations, Emerging Issues- Marketing Research in the Internet Era, Online Research, Data Warehousing and Data Mining 2. Marketing Intelligence, MIS, MDSS, Value of Information Details of marketing Intelligence, MIS, MDSS and Value of Information 3.The Marketing Research Process Details of the Marketing Research Process 4.Research Methods and Design Exploratory, Descriptive and Causal Research, Sources of Experimental Errors 5. Data Collection Secondary data, Primary data ,Source of data 6. Questionnaire Design Designing Questionnaire for market Research, Scales of measurement, Types of Questions 7. Sampling Methods Basic Terminology in Sampling, Sample Size calculation, Sampling Techniques, Sampling Errors 8. Data processing Editing, Coding, Tabulation, Computer Processing 9. Data Analysis-Measures of central tendency,Dispersion and Statistical Estimation Measures of Central Tendency, Measures of Dispersion, Univarite analysis 10. Hypothesis Testing Concept of Hypothesis, Hypothesis Testing 11. Bivariate Analysis Chi-Square, Correlation, Regression Analysis, ANOVA 12. Multivariate Analysis – I Multiple Regression, Discriminant analysis

13. Multivariate Analysis – II Factor Analysis, Cluster Analysis, Multidimensional Scaling, Conjoint Analysis,

14. Interpretation and Report Writing

Interpretation, Report Writing, Preparation of the Report, Evaluation of the Research Report

Books Recommended:

1. Marketing Research by G.C. Beri 2. Marketing Research by Nargundkar

3.8) SUMMER INTERNSHIP REPORT
Activity: - Every Student at ISBS has to undergo a Practical Training, in an organization, for a period of not less than 50 days and prepare a Research Report, during the vacations at the end of First Year (II Semester). Objective: - SIP forms an integral part of the PGDM syllabi. The objective of this activity is to expose the students to the best practices in management which in turn will assist them in learning diverse nuances of business and its application. Modus Operandi: - Students are divided into small groups of about 12-15 each and a Faculty In-charge is appointed to Guide, Monitor and Advise students regarding their approach to this activity in the respective organization and subsequently preparing a comprehensive report for the same. Right from the beginning of the report i.e. Setting Objectives of the research to the Conclusion & Recommendations stage, Students are in constant touch with the Internal Guides and together with the Practical training, keep on working on the preparation of the desired report. Evaluation Process: - SIP is a Full Credit Subject and we at ISBS have evolved a Comprehensive Evaluation Process for the same. In the I Stage, each student has to make a Presentation in front of a panel of domain experts comprising of in-house / external faculties’ explaining in brief what they have done in due course of their Training Period. In II Stage, a Viva voce is conducted by the Internal Guide to asses and evaluate the fine details of the report viz. Research Methodology, Objectives, Data Analysis, Conclusions etc. In Stage III, Viva voce is conducted by an External Domain Expert comprising panelists from academics and industry and students have to submit their Final Report to be evaluated on the set parameters. Apart from this, there are marks for the Adherence to the set deadlines and to the Format, which is being prescribed to them by the Institute. Feedback of the students by the Corporate is also taken seriously at ISBS. Feedback is collected in 2 ways. Students are given a Feedback Form wherein the Company guides rate them as per their performance with specific comments. Together with this, the Internal Guides also makes Telephonic call to respective HR Heads / Company Guides to get first hand information of the performance of the student in their organization. The data is then shared with Institute’s Placement Cell as well.

SEMESTER – IV
MARKETING SPECIALISATION
401. 402. 403. 404. 405. 406. 407. 408. Global CSR & Sustainability Business Ethics & Corporate Governance Management Control System Advertising & Integrated Marketing Communications Services Marketing B2B Marketing Virtual Marketing(e Marketing) IBEP Dissertation Report

FINANCE SPECIALISATION
401. 402. 403. 404. 405. 406. 407. 408. Global CSR & Sustainability Business Ethics & Corporate Governance Management Control System Taxation Policies Strategic Cost Management Treasury Management Investment Banking IBEP Dissertation Report

4.1) GLOBAL CSR & SUSTAINABILITY

Section I – Global CSR

1. The emerging purpose of the corporation 2. What is Corporate Social Responsibility 3. Corporate Strategy & CSR 4. The theory of Corporate Global Citizenship – its evolution, foundation, model and future 5. Sustainability – Concept & meaning 6. Peace Through Commerce 7. Cases in Global CSR Section II – Sustainability Introduction – What is Sustainability? Introduction to the course Introduction to the case method approach Introduction to the topic “Five Basics” of sustainability Taking a Positive View of a Sustainable Future Proper visioning of sustainability Acting locally at nexus with local government and citizens Working with leading indicators and employee involvement Creating a Sustainability Footprint and Tool Box Process mapping and resource productivity Business processes and social responsibility Creating a sustainability footprint Incorporating life cycle inventory in footprint Systems Approach to Sustainability Problem solving and decision-making tools Process information on case Community information for Cambridge, Massachusetts, USA Students assigned to cohort groups Sustainability’s Three Responsibilities Environmental Responsibility

Social Responsibility Economic Responsibility Integrating Responsibilities Engaging Stakeholders in Your Sustainability Program Identifying stakeholders Engaging stakeholders to determine their ‘interest’ Social ‘license to operate’ Operationalizing Sustainability Strategy Top-down sustainability strategy Bottom-up operationalization of this strategy Plan-Do-Check-Act Role of a management system Planning for Sustainability Legal and other requirements – evaluate compliance Sustainability footprint and operational risk Objectives, targets and sustainability program Implementing a Sustainability Program Resources, roles, responsibilities and authority Competence, training and awareness Emergency preparedness and response – continuity planning Other implementing requirements Checking and Improving a Sustainability Management System Measuring and monitoring results – lagging indicators Scoring the leading indicators Corrective actions – Preventive actions Auditing and management review Reporting on Sustainability Results Transparency and accountability Socially responsibility investment and other rating systems Fundamentals of non-financial reporting Cohort groups create a brief sustainability report for the case Driving Innovation with Sustainability Continual improvement and innovation Does sustainability drive innovation? Innovation and financial improvement Developing Competency for Practicing Sustainability Developing a sustainability ‘body of knowledge’ Developing sustainability skills Recognizing sustainability attributes

Books Recommended:-

1. Corporate Social Responsibility – Subhabrata B. Banerjee : Edward Eldge Publishing 2. Corporate Global Citizenship – Noel M. Tichy : Andrew McGill (Lexington Books) 3. Peace Through Commerce – Oliver F. Williams : (Univ. of Notre Dame Press) 4. Global Corporate Social Responsibility of Business – William B. Werther : David Chandler

4.2) BUSINESS ETHICS & CORPORATE GOVERNANCE •

Introduction to Business Ethics – approaches to the study of ethics, importance of the study of business ethics, ethical problems in business, specificity of ethics, important axioms in ethics, ethical problems in decision making and decision executing. Arguments for and against Business Ethics Objections to bringing ethics into business, reasons for bringing ethics into business, ethics link to profitability, Prisoner’s Dilemma Game and learning derived from the game.

Business Ethics and Value Based Management – the backdrop, Values and Ethics defined, etymological roots, Utilitarianism, Kantian Ethics, rights and virtue, stock-market crash- a retrospection, implications of the study of business ethics for business, managerial ethics and business ethics defined, behavioral modes in the face of an ethical dilemma, Code of Ethics and Ethics Audit.

Ethics of Job Discrimination : Definition and nature of job discrimination, prejudicial actions, roots of the theory of discrimination, socio-political-economic discrimination, discrimination in employment, forms of discrimination, cases of general discrimination, the glass-ceiling, preventing discrimination at the macro level, individual level and at the organizational level. Power and Politics in organizations – an ethical perspective : various basis of power and authority and its ethical use, ethicality of power, personal Vs positional power, factors influencing political behavior, impression management, bribery and relationship building, techniques of political behavior, limiting the effects of political behavior.

• •

Business Ethics and Value Based Corporate Culture: Culture and its effect on organizations. Business ethics and Corporate Social responsibility: Why should organizations be social responsible – importance and consequences, CSR in the globalized Economy, theories on CSR.

Business Ethics and Corporate Governance: Definition, Organization and Society, organizational values, essentials of corporate governance, the role of corporate governance, corporate governance tripod, high powered committees on corporate governance, conditions for corporate governance to flourish, the changing scenario and corporate governance, the government’s role in corporate governance, the corporate governance mechanism, the role of company director in corporate governance, issues recognized under corporate governance. Business Ethics and Business Excellence” Definition, measurement of excellence, three facets of business environment, facets of change, competition and contraction : the common link, why pursue excellence, the new strategic triad to achieve excellence, judging excellence, determinants of organizational excellence.

• • • • • • •

Business ethics and Leadership: The role of a leader in creating a positive environment and introducing ethical policies in organizations. Ethics and Environment: The effect of business on environment – discussion.

Ethics and Medical profession – Based on Presentations Ethics and Marketing- Based on Presentations Ethics and Finance- Based on Presentations Ethics and Law- Based on Presentations Ethics and Media – Based on Presentations

Books Recommended Business Ethics- Concepts and Cases – By Manual G Velasquez Ethics and Conduct of Business: John R Boatright Business Ethics – Concepts and Cases – By Dr. Sorab Sadri, Prof. D Dastoor and Prof. Jayashree Sadri

4.3) MANAGEMENT CONTROL SYSTEM

1. Characteristics of Management Control System – Evolution of control systems in an organization –– Strategic Planning, Management Control and Operational Control - Cybernetic Paradigm of Grissinger 2. Understanding strategies – Concept of strategy – Business Unit level and corporate strategy - Gaining competitive advantage 3. Goals - Hierarchy of Goals – Goal congruence – factors that affect goal congruence – formal and informal systems – Types of organization structure in the perspective of Global scenario. - Functions of the Controller. 4. Responsibility Centers – Types of Responsibility Centers – Expense Centers, Profit Centers and Investment Centers – measures used to evaluate their performances – such as ROI, ROA, MVA, EVA – DuPont analysis 5. Budgetary Control as a control tool – Revision of budgets – ZBB – Budgetary control approach with respect to Engineered and Discretionary costs – Committed costs 6. Capital Budgeting as a tool for management performance measurement 7. Transfer Pricing – Objectives and need of Transfer pricing –Methods of Transfer pricing - Cost Based, Market price based, Two steps, Dual price, Profit sharingAdministration and Related numerical problems 8. Performance Evaluation through Balanced Scorecard – Four perspectives. 9. Management Control Systems in Service Sector vis-à-vis in Manufacturing Sector – Banking, Insurance, BPO. 10. Introduction to Audit Function as a control tool covering Financial Audit, Internal Audit, Cost Audit - Management Audit – Principles and Objectives (6)

Books Recommended:1. Management Control Systems, 10th Ed. – Anthony and Govindrajan 2. Practical Auditing – B.N.Tandon 3. Cost Accounting – B.K.Bhar 4. Management Accounting – Khan & Jain 5. Financial Management – Prasanna Chandra 6. Guidance note on Transfer Pricing – ICAI Publication

MARKETING SPECIALISATION
4.4) ADVERTISING & INTEGRATED MARKETING COMMUNICATION

1. Concept and Process of Integrated Marketing Communications (IMC): Elements of IMC & Developing respective communication campaign:a) Advertising – Classification of advertising, types, advertising appropriation,advertising campaigns. b) Sales Promotion – Different types of Sales Promotion, relationship between Sales promotion and advertising. c) Publicity – Types of Publicity, relationship between advertising and publicity. d) Personal Selling. e) Direct marketing and direct response methods. f) Event Management. g) ECommerce. h) Corporate Communication. I) Public Relations – Types of PR. j) Media relations. k) Community relations. l) Industrial relations and. m) Government relations. n) Employee relations (House Journals / Newsletter. o) Crisis Management. p) Trade Fairs and Exhibitions. 2. IMC Message Design: AIDA model Considerations for creative idea Visualization 3. Media Management - Media Process - Media Jargons - Media Buying Strategies and execution 4. Suppliers in IMC: Hoarding Contractors/Printers etc., Ad. Agency – Departments of Ad. Agency, Client Servicing-client Agency relationship, account Planning 5. Ethics and social responsibility in IMC campaigns. 6. Evaluating Marketing Communication Programs Books Recommended:1. Integrated Marketing Communications - Kenneth Clown& Donald Bach 2. Advertising and Promotions - Belch & Belch, Tata McGraw Hill 3. Advertising Management - Rajeev Batra, John G.Myers & David A Aaker-PHI 4. Otto Kleepner’s advertising Procedure - PH 5. International Edition - Contemporary Advertising Irwin/McGraw –Hill 6. Integrated Marketing Communications - Duncon- TMH 7. Foundations of Advertising Theory & Practice- S.A.Chunawalla & K.C.Sethia- Himalaya Publishing 4.5 Business Communication

Marketing Communication

1. 2. 3. 4. 5. 6. 7. 8. 9.

Understanding Communication : It’s Process, barriers, needs, exchange of ideas. Developing writing Skills : the process, the practice for business purpose. Letters, emails, reports, flyers, leaflets, brochures, annual reports, advertisements. Developing Speaking skills : Making presentations, participating in discussion/meetings, Interview techniques. Developing sensitivity to, and understanding of, non-verbal aspects. Developing Reading Skills for different purposes Developing Listening skills for the workplace The impact of technology on organizational and inter-organizational communication – widening our horizons. Intercultural communication – understanding the pitfalls to be able to overcome them.

Reference Text 1. Cottrell S. (2003) The Study skills handbook -2nd Ed Macmillan 2. Payne E & Whittaker L. (2000) Developing Essential study skill, financial Times – Prentice Hall 3. Turner J (2002) How to study: a short introduction – Sage 4. Northledge A (1990) The good study guide. The open University 5. Giles k & Hedge N (1995) The manager’s good study guide. The open university 6. Drew S & Bingham R (201) The students skills guide Gower 7. O’Hara S (1998) Studying @ University & college Kogan Page 8. Buzan T & Buzan B (2000) The mind Map Book BBC Books 9. Svantesson I (1998) Learning maps & memory skills, Kogan Page 10. Theosarus – Merrillium - Oxford

4.5) SERVICES MARKETING

1. Introduction to Services: Nature of Services; Characteristics of Services –Intangibility, Inconsistency, Inseparability and Inventory; Search, experience and credence attributes, Classification of Services; Consumer versus Industrial Services. 2. Global and Indian Scenario in services sector: Importance of Services Marketing; Every business a service business; Service as key differentiator for manufacturing industries. 3. Services Marketing Mix: Introduction to the 7 Ps of Services Marketing Mix; Product-Service Continuum; Standalone service products; Service products bundled with tangible products; Service Life Cycle. 4. Distribution: Place – Distribution Strategies for Services; Challenges in distribution of Services; Role of Internet in distribution of Services. 5. Promotion: Promotion objective for Services; Personnel Selling, Advertising and Sales Promotion; Role of Relationship Marketing in promoting services. 6. Pricing: Factors involved in pricing a service product; demand variation and capacity constraints; Capacity Planning, Measures to respond to changes in demand; Reshaping demand using effective pricing. 7. People: The key role of service employees in a service business; Services marketing triangle; Service profit chain, Concept of Service encounter – Moment of Truth; Training and development of employees; Motivation and empowerment.

8. Physical evidence: Nature of physical evidence; Importance of physical evidence in services; Tangibilizing through physical evidence; Service scapes.

9. Process: Service as a process & as a system - Different process aspects and managerial challenges Strategies for managing inconsistency – Customer role in services - Customers as ‘co-producers’; Self Service Technologies, – Customer Service in Service Marketing

10. Customer Satisfaction & Service Quality: Monitoring and Measuring customer satisfaction, Order taking and fulfillment; Service Guarantee - Handling complaints effectively; Defects, Failures and Recovery. Concept and Importance of quality in Services; How customers evaluate service performance, Service Quality Models Parsuraman-Zeithamal-Bitner (PZB) Gaps Model, SERVQUAL, and SERVPERF – Gronroos model 11. Technology & Service Strategy: Applying technology to service settings, e-services.

Books Recommended:-

1. Services Marketing - Zeithaml, Bitner, Gremler & Pandit, TMGH, 4th ed. 2. Services Marketing - Christopher Lovelock 3. Services Marketing - Rampal & Gupta 4. Essence of Services Marketing - Ardian Payne 5. Services Marketing - Helen Woodruff

4.6) B2B MARKETING

1) The Environment & Nature Of Business Marketing Introduction: What is Business marketing? Consumer V/S Business Marketing Types of Customers in Business Mktg, Types of Industrial Goods, Types of Business Market Demand 2) The Business Market: Perspectives of the Organizational Buyer Unique characteristics of Commercial Enterprises, Government Sector, The Institutional Market, Goals of Purchasing Function, Levels of Procurement Development 3) Organizational Buying Behaviour Organizational Buying Process, Forces Shaping Organizational Buying Behaviour 4) Customer Relationship Management Strategies for Business Markets, Relationship Marketing: Nature & Classification, Buyer Seller Relationship, Customer relationship Management

Managing

5) Segmenting the Global Business Market Business market Segmentation Requirements & Benefits, Basis of segmenting Business Markets 6) Managing Products for Business Markets Core Competencies: The root of industrial products, Product Quality & Policy, Product Strategy

Planning Industrial

7) Managing New Industrial Product Development Industrial Product life cycle & Strategies for New & Existing products, New Product Development Process 8) Managing Services for Business Markets Marketing of Industrial Services, Products to Solution, Marketing Mix of Service Firms

9) Managing Global Business Marketing Channels What is Business Marketing Channel, Who are the participants, Channel design & administration

10) E-Commerce in Global Business Market The strategic Role of E-Commerce

11) International Supply Chain Management The concept of SCM, Competitive advantage & Application, Role of Logistics, B 2 B Management

Logistical

12) Pricing Strategy for Business Market Process of Pricing, Price Attacks & Competitive Bidding 13) Business Communication: Advertising & Sales Promotion Role of Advertising, Developing Integrated Communication Program, Managing B2B Advertising & Measuring Effectiveness, Role of Trade Shows 14) Business Marketing Communications: Personal Selling Role of Personal Selling, Organizational Buying Behaviour & Personal Selling, Organization & Management, Account Management Process

Sales Force

Core Text Book Recommended:Industrial marketing- By Krishna K Havaldar Business Marketing Management: B 2 B - By Michael D Hutt & Thomas W. Speh

4.7) VIRTUAL MARKETING (E- MARKETING)

1. E Business Fundamentals: Internet Basics: Internet, Intranet, Extranet, Portals, Web and Wireless. Concept of e-Business & e-Marketing. Markets (including B2C, B2B and C2C) 2. The Virtual Value Chain: Marketplace vs. Market space - Visibility, Mirroring Capability and New Customer Relationships - The Network Economy - "Moore's Law" and "Gilder's Law" - EMarketplaces and Economic Impacts

3. Consumer Behavior on the Internet: Demographic, geographic, psychographic and behavioral factors important to e-Marketing. Motivations for shopping on the net - attributes of online shopping.

4. Information for Competitive Marketing Advantage: Marketing Research on the Net - Using Data Tools to Enhance Performance & for marketing intelligence.

5. The Internet Marketing Mix: Continuum of purely virtual to purely physical products- Product in the Internet Marketing Mix - presenting product online, building a brand – Price in the Internet Marketing Mix - Importance of price competitiveness to e-Business - Place in the Internet Marketing Mix : the importance of fulfillment, logistical considerations- Promotion in the Internet Marketing Mix - reaching the econsumer 6. Customer Experiences on the Web: The web's ‘unique capabilities’ – Interactive communications with customers for - organizational learning, service capability, convenience. 7. e-Customer Relationship Management: The Economics of e-Loyalty – The importance of trust The importance of focusing on the "right" customers – Price rational vs. price obsessive consumers, loyalists vs. butterflies - Upselling and crossselling. Relationship Capital – eCRM - Internet strategies facilitating CRM – including personalization, collaborative filtering, data mining, data warehousing and real-time profiling. Introduction to Operational, Collaborative, Analytical CRM.

8. Virtual Communities: Building Partnerships through Community - User-Generated Content, Blogs

9. Legal and Ethical Issues: Privacy and Security Concerns - Electronic Payment System - Different types of payment modes, e-cash, e-check, e-money - E-Security – Firewalls

10. The Future of E-Marketing.

Books Recommended:1. e-Marketing: Strass, El-Ansary, Frost 2. Digital Marketing for Dummies: Carter-Brooks-Catalano-Smith 3. e-Service-New Directions in Theory & Practice: Roland T. Rust and P.K. Kannan 4. eCRM-Concepts & Cases: Madhavi Garikaparthi 5. e-CRM: Business & System Frontiers: M.P. Jaiswal & Anjali Kaushik 6. Prasad Gadkari’s Guide to E-Marketing

4.8) INTERNATIONAL BUSINESS EXPOSURE PROGRAMME – DISSERTATION REPORT IBEP is an initiative to expose the students to the global best practices in management, both as indices and benchmark. IBEP forms an integral part of the PGDM – IB syllabi. Such exposure to global destinations of industrial and business prominence will provide international learning to the students about nuances of global business. The IBEP presents a whole spectrum of “Academic -Research - Internship Opportunities”, besides developing cross-cultural sensitivities and exposure to networking. The IBEP will always result in prestigious liaisons with international bodies of repute, who will offer certified training to students overseas. Currently ISBS has associated with Global CEO Clubs Pte Ltd, Singapore, Management Development Institute of Singapore and/or INSEAD, premier business management institute, Singapore. The Institute, on its part, will assign appropriate academic credits for on-site studies and visits carried out in MNCs and in association with Faculty Mentors convert these into case studies, term papers, research papers, projects and assignments. Student participants under this program will be exposed to the local culture of the country visited, interactions with the captains of industry and carry out specific live projects and assignments. The significant aspects of IBEP will center on following international initiatives:

1. Business Management, a global perspective (Certification by GCC, MDIS/INSEAD) 2. Best Practice in Globalization and Culture Management 3. Company visits by participants Review of such aspects will enable students to appreciate influence of globalization on corporate strategy and structure, with regard to marketing and corporate financial management.

FINANCE SPECIALISATION

4.4) INTERNATIONAL BUSINESS TAXATION

1. Company as Taxable Entity – Distinguishing Features, when compared with other Taxable Entities. 2. Direct & Indirect Tax - Overview

3. Tax Planning for Companies 4. Taxation of Foreign Company (Brief Overview)

5. Planning of Corporate indirect taxes 6. Introduction to Fiscal Tax planning

Reference Text 1. Bare Text of Direct Tax Laws. 2. Government Notifications, Rules, Circulars, Clarifications 3. Income Tax & Tax Planning – Dr. Singhania 4. Indian economy – Agarwal (Chapters on Fiscal Policy)

4.5) STRATEGIC COST MANAGEMENT

1. Cost Benefit Analysis: with reference to Strategic Business Decision Making – Qualitative & Quantitative aspects. 2. Different aspects of Strategic Cost Management 3. Activity Based Costing – Target Costing 4. Value Chain Analysis & Long Term Cost Management 5. Objective Based Costing 6. Balance Score Card Concept 7. Cost Audit & Management Audit under companies Act, with reference to strategic assessment of cost & managerial performances. 8. Strategic Cost-Benefit Analysis of different business restructuring propositions. 9. Enterpreneurial approach to cost Management, with reference to core competencies, strategic advantages & long-term perspective of cost Management. Reference Text 1. Strategic cost management – Shank & Vijay Govindarajan 2. Strategic Financial Management – Dr. Girish Jakhotiya 3. Publication of ICWAI, viz: i) Total Cost Management ii) Activity Based Costing iii) Industry – vice booklets of Cost Audit 4. Cost & Management Audit – Vasishtha & Saxen

4.6) TREASURY MANAGEMENT

Introduction to treasury management – Objectives – Concept – Functions of integrated treasury – Process of Globalization – Evolving role of Treasury as profit centre - Organization of treasury

Treasury products – Short term funds and investment management – Financial marketing – Money market – Capital market – Call money – Government securities – R E P Os – Certificate of deposits – Rediscounting bills - Commercial papers – Foreign Exchange Markets & treasury – Linkage of domestic operations with foreign operations. Liquidity planning and managing cash assets – Measurement of liquidity – Objectives of cash management - Reserve with Central banks – Managing float – Managing correspondent balances – Liquidity planning – Traditional liquidity measures

Risk Management: Introduction – Definition of risk and risk management – Risk management process – Risk identification, measurement, monitoring and control – Types of risks – Business risk Credit risk - Market risk - Earning risk - Liquidity risk - Operational risk - Control risk – Capital

Interest rate risk and management – Factors influencing interest rates – Theories on interest rates – Liquidity Adjustment Facility (LAF) – Fixed income securities – pricing – Valuation - Yield on fixed income securities – Bond theorems – Interest rate risk – Duration and immunization – Bond Portfolio Management.

Measuring interest rate risk with Gap and earning sensitivity – Duration GAP analysis – Simulation technique.

Financial futures – Forwards - FRA and interest rate swaps – Cross currency swaps – Options – Caps - Floors and Complex swaps for managing interest rate risk – Foreign Exchange risk management using derivatives.

Credit risk – Management in banks – Credit risk rating – Credit rate portfolio management – Asset liability management in banks – Asset liability management – Bank Balance Sheet – Components of assets/ liabilities and their management – ALM implementation – RBI guidelines. REFERENCE BOOKS: 1. “Risk Management” Macmillan, New Delhi. Bhaskaran, R.

2. “An Introduction to Fund and Investment Management in Banks” Bankers Institute of Rural development, Lucknow. 3. “Bank Financial Management” Bagchi, S.K. 4. “Credit Risk Management.” Jaico Publishing House, Mumbai. Rose, Peter. 5. “Commercial Bank Management” 5th Edition, Texas A & M University College

4.7) INVESTMENT BANKING

1. Introduction What is an investment bank? What is the structure of an investment bank? What do investment banks do? What are the types of groups within the investment banking division? What is the hierarchy within the investment bank? What kind of work do investment bankers do? Accounting overview Accrual accounting and the income statement The balance sheet, working capital and understanding shareholder's equity The cash flow statement 2. Corporate Finance Overview and Financial Statement Analysis Corporate Finance overview The investment decision: IRR and NPV Understanding capital structure Sources of information Overview of SEC documents Using and understanding the 10-K and 10-Q Financial statement analysis • • • Ratios and growth rate analysis Normalizing the financials Time periods

3. Valuation Introduction to valuation. The importance of valuation Understanding enterprise value and equity value Valuation method 1: Comparable Company Analysis Selecting comparable companies Spreading comparable companies Continuation of Valuation Valuation method 1: Continuation of Comparable Company methodology Analyzing the valuation multiples Concluding and understanding value Valuation method 2: Precedent Transactions Analysis • • • Selecting comparable transactions Spreading comparable transactions Concluding value

Continuation of Valuation: Discounted Cash Flow (DCF) analysis Valuation method 3: Discounted Cash Flow (DCF) analysis • • • • • • • • • • Understanding unlevered free cash flow Forecasting free cash flow Forecasting terminal value Present value and discounting Understanding stub periods Performing sensitivity analysis Weighted Average Cost of Capital (WACC) Using the CAPM to estimate the cost of equity Estimating the cost of debt Understanding and analyzing WACC

Concluding Valuation and Introduction to Financial Modeling Concluding valuation • • Aggregating the three methodologies Concluding value

Financial modeling • • • Introduction to cash flow modeling Setting up and formatting the model Selecting model drivers and assumptions

Continuation of Financial Modeling Modeling and projecting the financial statements Concluding the model • • • • Analyzing the output Stress testing the model Fixing errors Performing sensitivity analysis

4.8) INTERNATIONAL BUSINESS EXPOSURE PROGRAMME – DISSERTATION REPORT

IBEP is an initiative to expose the students to the global best practices in management, both as indices and benchmark. IBEP forms an integral part of the PGDM – IB syllabi. Such exposure to global destinations of industrial and business prominence will provide international learning to the students about nuances of global business. The IBEP presents a whole spectrum of “Academic -Research - Internship Opportunities”, besides developing cross-cultural sensitivities and exposure to networking. The IBEP will always result in prestigious liaisons with international bodies of repute, who will offer certified training to students overseas. Currently ISBS has associated with Global CEO Clubs Pte Ltd, Singapore, Management Development Institute of Singapore and/or INSEAD, premier business management institute, Singapore. The Institute, on its part, will assign appropriate academic credits for on-site studies and visits carried out in MNCs and in association with Faculty Mentors convert these into case studies, term papers, research papers, projects and assignments. Student participants under this program will be exposed to the local culture of the country visited, interactions with the captains of industry and carry out specific live projects and assignments. The significant aspects of IBEP will center on following international initiatives:

1. Business Management, a global perspective (Certification by GCC, MDIS/INSEAD) 2. Best Practice in Globalization and Culture Management 3. Company visits by participants Review of such aspects will enable students to appreciate influence of globalization on corporate strategy and structure, with regard to marketing and corporate financial management.

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