STRATEGIC MANAGEMENT AND BUSINESS ETHICS

Subject code: 3001 Contact Hours: 60

Work Load: 4 hrs/week Credit Points: 4
TEACHING OBJECTIVES:

%o enable the student to appreciate and articulate the developments in
the corporate world
%o exposes the student to the Strategic issues in decision making
through extensive use of practical case studies, current events, etc.
%o help the student imbibe the importance of ethics in management

MODULE CONTENTS HOURS
I Definition of Strategic Management, Strategy and
Business Policy, SBU & Need for Strategic Management
in SBU, Strategic Management model, Strategic Intent
Elements of Strategic Management - Mission and
Objective - why, how are they formulated, why do
they change, examples of Mission /Objective. Factors
influencing formation of Objectives and Mission
Policies, Programs, Budgets, and Procedures


12
II

General Environment
Identifying external environment variables: Economic
factors, %echnological factors, Social factors,
Porters Approach to Industry Analysis., Drawing an
industry matrix / E%OP analysis Internal Analysis and
Diagnosis, VRIO framework Competitive Advantage,
Value-chain analysis, internal factors to be analyzed -
Marketing and distribution factors; R&D factors;
Production & Operations factors; Corp. Resources &
Personnel factors; Finance factors, diagnosing
strengths and weaknesses of an organization.
Developing a IFAS and strategic advantage profile.
(IFAS+EFAS=SGAS Matrix), SWO% Analysis & %OWS
Matrix
16
III Generic Strategic Alternatives Basis-Porters Generic
Strategies, Strategy Variation, Internal and External
alternatives to strategies, Concentric Strategies,
Diversification strategies; Related / Unrelated,
Horizontal & Vertical
10
IV Corporate level Decision Making: Strategic Choice and
Implementation
Analytical %ools - BCG Matrix, GE Business Screen
10
V Business Ethics: Introduction to Business Ethics,
Ethical Problems in Business, Ethical Choices in
Business, Importance of Ethics in Business, Moral
Standards
12

Textbooks:

1. Strategic Management by- Wheelen, Hunger and Rangarajan Pearso
Publication.
2. Strategic Management by- Hill and Jones, Biztantra Publication
3. Ethics in Indian Management & Indian ethos -Biswanath Gosh ,Vikas
publication
4. Ethical Choices in Business - R.C. Sekhar..
5. A Study in Business Ethics - Rituparna Raj.
BUSINESS LAW
Subject code: 3002 Contact Hours: 60
Work Load: 4 hrs/week Credit Points: 4


TEACHING OBJECTIVES:

%o create legal awareness and its utility in business decision making
%o give exposure to various laws which have an impact on business
and industry
%o give inputs relating to procedure of starting a new company.

!EDAGOGY: LEC%URES, ASSIGNMEN%S, SEMINARS, CASE S%UDIES etc.
MODULE NO CONTENT HOURS


01.
Introduction to Business Law-Law and Society, Law and
Business, Indian Contract Act, 1872 - Definition of Contract,
Essentials of Valid Contract, Void, Void-able, Illegal and
Unlawful agreements, Contingent and Quasi Contract,
Performance, %ermination and Breach of Contract, Remedies
for Breach of Contract.Special Contracts - Indemnity and
Guarantee, Bailment and Pledge and Law of Agency.



18 Hours







02.
Indian Companies Act, 1956 - Concept and Classification of
Company, Features of different types of Company, Procedure
of incorporation, Memorandum of Association, Articles of
Association, Prospectus, Shares, Share Capital, Membership,
Management of Companies - qualifications and appointment
of directors, removal of directors, appointment of managerial
personnel, winding \up of company





12 hours


03.
Sale of Goods Act, 1930 - Contract of Sale of Goods,
Agreement to Sell, Essentials of Sale, Conditions and
Warranty, Rights and Duties of Buyer and Seller

10 hours



04.
Partnership Act, 1932 - Definition of Partnership Formation
of Partnership, Rights and Duties of Partner, Dissolution of
Partnership Firm


10 hours


05.
Negotiable Instruments Act, 1881 - Concept and Features of
Promissory Note, Bill of Exchange, Cheque, Parties to
Negotiable Instrument, Holder, Dishonour and Discharge,
bouncing of cheque

10 hours
RECOMMENDED TEXT BOOKS:
COMPANY AND BUSINESS LAW BY N.D. KAPOOR - SUL%AN CHAND &
SONS
BUSINESS FOR MANAGEMEN% BY K.R. BULCHANDANI,
HIMALYAPUBLICA%IONS.
LEGAL ASPEC%S BY AKHILESHWAR PA%HAK, %A%A MCGRAW HILL
BUSINESS LAW FOR MANAGERS - PROF.(Cmde) P.K. GOEL, BIZ%AN%RA
COMPANY LAW - AV%AR SINGH, EAS%ERN BOOKS COMPANY
REFERENCE BOOKS:

BUSINES LAWS AND CORPORA%E LAWS BY %ULSIAN - %A%A McGRAW
HILL
PUBLISHING COMPANY L%D.
BUSINESS LAW BY S.S.GULSHAN, EXCEL PUBLICA%ION HOUSE.
BUSINESS AND CORPORA%E LAWS BY G.L. BANSAL, EXCEL PUBLICA%ION
HOUSE.
BUSINESS LAW FOR MANAGEMEN% - SARAVANAVEL AND S. SUMA%HI -
VIKAS
PUBLISHING HOUSE.
BUSINESS LAW BY M.C. KUCHAL- VIKAS PUBLISHING HOUSE.



MANAGEMENT CONTROL SYSTEM
Subject code: 3003 Contact Hours: 60
Work Load: 4 hrs/week Credit Points: 4
TEACHING OBJECTIVES:
%he main objective of the course is to appraise the students about the
concept of management control system as its role in efficient management of
public system organisation



MODULE NO CONTENT HOURS
1 Basic Concepts, Goals, Strategies, Key-variables in
Management Control Systems, Control
characteristics in Business activities.
Management by Objectives - with emphasis on all
functional areas in an organisation, Analysis for
effective feedback.
5
2 Responsibility Center Concept - %ypes of
Responsibility Centers. Evolution of various models
of Responsibility Centers, Cost Centers and
Associated problems Profit Center and Associated
Problems with special reference to %ransfer Pricing
Problems Investment Center and Associated
Problems with special reference to Problem of
Measurement of Investment Conversion of One
system into the other-when, why and how,
Importance of Behavioural Aspects of Management
Control
25
3 Budgetary Control System - %ypes of Budget, Zero
Based Budgeting, Performance Budgeting, Flexible
Budgets, Special Problems related to Behavioural
Aspects. (Participation, Procedure, Authorization,
System and Manual)
Ideal Reporting System - Budget Reporting.
Estimation in Reporting, Financial Reporting, Project
Reporting, %roubles in Reporting, Nature of
Economic Reporting.
10
4 Financial Control and Reporting in Non-Profit and
Non-Government Organisations, Multi-National
Organisations and Service Organisations
10
5 Management Control of Projects: Nature, Planning, 10
execution and evaluation. Emphasis on Case
Studies.

Text Book and Reference Books:

Robert G. Murdick, Joel E. Ross and James R. Claggett: Information
Systems
for Modern Management, Prentice-Hall, New Delhi.
Robert N. Anthony and Vijay Govindarajan: Management Control
Systems,
%ata Mc Graw Hill Publishing Company Ltd., New Delhi- Eight Edition.
Bhattacharya S.K. and Dearden, John: Accounting for Management:
%ext and
Cases, Vikas Publishing House New Delhi.
Shank, John K. and Vijay Govindarajan: Strategic Cost Management,
Free
Press, New York.ciarello, Joseph A.: Project Management Control
Systems,
Ronald Press New York.
Jerome Kanter: Managing with Information, Prentice Hall, New Delhi.
Hersey,P and Blanchard, HB. Management of organization Behaviour:
Utilising
Human Resources, New Delhi, PHI, 1988.Ghosh P.K and Gupta, G.S,
Cost
Analysis and Control, New Delhi, Vision, 1985.
INTERSHI! !ROJECT

Subject code: 3004
Credit Points: 4

BUSINESS MARKETING
Subject code: 3005 Contact Hours: 60
Work Load: 4 hrs/week Credit Points: 4

Course Objectives
1. %o gain insights in to the various steps of Organizational Buying Process.
2. %o understand the planning process for Business Marketing products and
services
and the modalities of Segmenting, %argeting and Positioning Business
products
and Services.
3.%o understand global practices of Organizational Buying and analyze the
web
presence of Companies.
%o understand the process of managing Business Marketing Channels,
advertising
for Business products and Services and Managing the personal Sales force
for
Business Markets.

Teaching Methodology
Lectures, Presentations, Interaction with Industry Experts, Assignments,
Case Studies and Live projects / Exercises.

MODULE
NO
CONTENT HOURS

01.
Definition, Meaning & Difference of Business and
Consumer Product. Classification of Business
Consumers [Commercial Enterprises / Govt. /
Institutions]. Classification of Business Products with
Marketing Strategies. Concept of Derived Demand.
10

02.
Key Characteristics of Organizational Buying Process
[OBP],
Influential forces: Environmental, Organizational
Forces, Group Forces & Individual Force Influence on
OBP
Purchase Organization [Structure/Functions]
Business Buying Process [8 Stage Model]Buying
Center, Buying Situation Analysis with Marketing
Strategies. Buying Motivations of Business Buyers
[Rational/Emotional Motives], Supplier relationship,
Purchasers evaluation of Potential Suppliers. Supplier
Capability & Supplier Performance. Marketing
Information System for Business marketing, E-
procurement.
15


03.
Business Marketing Planning, Problems in Planning,
Planning Process Organizational Demand Analysis.
Segmenting the Business Markets, %argeting and
13
Positioning [S%P] Business Product Strategies: Core
Competency, Product Quality, Product Policy New
Product Development - Business Products Managing
Service for Business Marketing Business Services:
Challenges



04.
Managing Business Marketing Channels Pricing
Strategy for Business Markets Advertising and
Promotions Strategy for Business Markets

12


05.
Managing Personal Selling Function in Business
Markets: Organizing Personal Selling Effort, Key
Account Mgt., Sales Administration, %ransforming
the selling process through Internet.


10

Text Books
Business Marketing Management : B2B 9e by Michael Hutt, %homas W Speh,
Cengage learning

Reference Books
Industrial Marketing by Reader, Brierty and Reader, PHI
Industrial Marketing %ext and Cases by Franchis Cherunilam, HPH
Industrial Marketing Management by M. Govindrajan, Vikas publication
Industrial Marketing by P.K.Ghosh, Oxford university press
Business to Business Marketing by U.C. Mathur, New age international
publishers
Industrial Marketing by Hory shankar Mukerjee, Excel Books

SALES & DISTRIBUTION MANAGEMENT
Subject code: 3007 Contact Hours: 60
Work Load: 4 hrs/week Credit Points: 4
Objective : %o develop undestanding and skill about concept methods &
strategies
of sales & distribution Mgt.

!edagogy: Lectures, Assignments, Projects, and Seminars
MODULE
NO
CONTENT HOURS

01.
Introduction to Sales Management & Selling
!rocess
Evolution of Sales Department, Evolution of Personal
Selling, Meaning and objective of Sales Management
Nature and Role of Sales Management Personal Selling
Strategies %ypes of Personal Selling (Industrial, Retail
and services) %ypes of Selling (Order takers, Order
creators, Order getters) %heories of Selling - AIDA
Difference between Selling & Marketing Management
Process Sales Management Process Emerging %rends in
Sales Management. Stages !rospecting (process &
Methods) Handling customer objections-Methods of
Closing Sale (%his module includes role play by students
regarding handling customers & sales close)

16

02.
Managing Sales Information or Setting !ersonal
Selling Objectives : %ypes of Personal Selling
Objectives Qualitative & Quantitative Important terms:
Market Potential, Sales Potential, Sales Forecast
Forecasting Market Demand Market Demand Function
Market Demand Forecasting Marketing Decision Support
System Forecasting Process Methods of Forecasting.

10


03.
Organizing Sales Efforts Management of Sales
Territory & Management of Sales Quota : Functions
& Qualities of Sales Executives Sales %erritory-Concept
Designing: Reasons & Procedures Shapes Meaning of
Sales Quota Objectives and Principles of setting Sales
Quota Quota Setting - Procedure / Methods %ypes
Problems in Setting Sales Quota

12


04.
Sales Budget Control & Cost analysis
Purpose of Sales Budget Sales Budget - Form and
Procedure Sales Audit.

10


05.
Distribution Management:
Distribution Management - Marketing Channels.
Structure Functions and Relationship, Retailing and
Wholesaling, Logistics and physical distribution,
Structure and Strategy, Design of Channel system and
Distribution Systems.

12

Text Book : Sales Management- Decisions, Strategies and cases by Richard
R.
Still, Edward W. Cundiff; and Norman A.P. Govani- 5/e.
Prentice Hall
Publications, New Delhi.
Reference Books :
1. Professional Sales Management by R- E. Anderson, Joseph F. Har,Alan
J. Bash - McGraw Hill Inc. International Student Edition
2. Marketing Channels- Louis W. Stern, Adel L ER-Ansary, Anne %.
Coughlan.
5\e. PHL, New Delhi . 3. `Cases in Marketing Channel strategy, by
Robert J.Foster Arch G.Woodride and J.%aylor Sims, Harper and Row
Publishers.
Textbook: Sales and Distribution Management by %apan Panda and Sunil
Sahadev
Oxford publication
SERVICES MARKETING
Subject code: 3008 Contact Hours: 60
Work Load: 4 hrs/week Credit Points: 4
Objective : %he objective of this course is to give student a complete
exposure to
all aspects of saervice design, standards, delivering and
performing
service.


!edagogy : Lectures, Assignments, Projects, and Seminars

MODULES CONTENT NO OF
HOURS

Module I

Introduction to Services: What are services?
Why Services marketing? Differences in
marketing of tangible goods versus services
marketing. %he services marketing mix.



07

Module II

Focus On %he Customer-Consumer Behavior in
Services. Customer expectations of Services,
customer perceptions of services, strategies for
influencing customer perceptions. Building
Customer Relationships through Segmentation
and Retention Strategies.




16

Module III

Aligning strategy, service design and standards,
Customer-Defined Service Standards, Service
Design and Positioning.
Delivering and performing service, Employees
roles in Service Delivery, Delivering Service
through intermediaries and Electronic channels
Customer's role in Service Delivery.


14

Module IV

%he role of advertising. Personal Selling and
other communication, Pricing of Services, %he
physical evidence of Services. Selected cases in
Services Marketing, viz., and Marketing Services
such as Airlines, Hotels, Courier and Financial
services.


13

Module V

Selected cases in Services Marketing, viz., and
Marketing Services such as Airlines, Hotels,
Courier and Financial services.



10

TEXT AND REFERENCE BOOKS:
Services Marketing by Valarie A- Zeithaml
mid Mary Jo Bitner - McGraw Hill
International Edition.
Managing Services by Christopher H
lovelock Pearson.

%he Essence of Services Marketing by
Adrian Payre PHI.
Services Marketing by Dr. S.M. Jha, PHI.
Marketing Services by Harish Varma.





SECURITY ANALYSIS & !ORTFOLIO MANAGEMENT
Subject code: 3009 Contact Hours: 60
Work Load: 4 hrs/week Credit Points: 4
Objective : %o provide students exposure to derivatives market, its
working and
inputs on strategies used in derivatives markets.


!edagogy : Lectures, Assignments, Projects, and Seminars

MODULES
CONTENT NO OF
HOURS

Module
I
Introduction: Concepts of investment- Financial and non-financial
forms of investment - Objectives of financial investment,
investment methods - Security and non-security forms of
investment - Sources of investment information- Investment
Instruments



10

Module
II

Valuation of securities - bond and fixed income instruments
valuation - bond pricing theorems, duration of bond and
immunisation of interest risk, term structure of interest rate,
determination of yield curves, valuation of equity and preference
shares (Dividend capitalisation & CAPM).



10

Module
III
Analysis of risk & return, concept of total risk, factors contributing
to total risk, systematic and unsystematic risk, default risk, interest
rate risk, market risk, management risk, purchasing power risk.
Risk & risk aversion. Capital allocation between risky & risk free
assets-Utility analysis


10

Module
IV
Fundamental & %echnical Analysis of equity stock. Concept of
intrinsic value. Objectives and beliefs of fundamental analysts.
Economy-Industry- Company framework, Economic analysis and
forecasting. %heory of %echnical analysis, points and figures chart,
bar chart, contrary opinions theory, confidence index RSA, RSI,
Moving average analysis, Japanese Candlesticks.
Behaviour of stock market prices - %he market mechanism,
testable hypothesis about market efficiency, implications of
efficiency market hypothesis for security analysis and portfolio
management. Asset pricing theories, CAPM & Arbitrage pricing
theories.



15

Module
V
Modern portfolio theory - Asset allocation decision. Dominant &
Efficient portfolio - simple diversification, Markowitz diversification
model, selecting an optimal portfolio - Sharpe single index model.
Determination of corner portfolio. Process of portfolio management




- International Diversification.

Portfolio performance evaluation - Sharp & %reynor & Jensens
measure. Portfolio revision - Active and passive strategies &
formula plans in portfolio revision. Mutual funds- types,
performance evaluation of mutual funds, functions of Asset
Management Companies.



15
RECOMMENDED BOOKS:
1.Investment Analysis and Portfolio management - Prasanna Chandra - %MH - 2nd
Edition, 2005
2. Investments - Zvi Bodie, & Mohanty - %MH - 6th Edition, 2005
3. Investment Management - V K Bhalla ( S.Chand & Co)
4. Security Analysis & Portfolio Management, S. Bhat, Excel Books.

Financial Institutions, Markets and Derivatives

Subject code: 3012 Contact Hours: 60
Work Load: 4 hrs/week Credit Points: 4
Objective : %o provide students exposure to all financial institution and
markets
and their working


MODULES CONTENT NO OF
HOURS

Module I
Introduction:
Financial Development and Economic
Development, Role of financial system in
economic development, financial services and
products, financial innovation, financial
engineering.



05

Module II
Equity Markets:
!rimary Markets: Its operations, methods of
raising fund, IPOS, Book Building, participants in
PM, price fixing and allotment of share, SEBI
guidelines
Secondary market: Its Organization &
functioning, trading and Settlement Procedures
in BSE and NSE. Depositories, Depository
participants. Indices and Index Construction.
Demutualization and Recent collaboration among



20
Stock exchanges.
Bond Markets:
Govt. securities market: Money market
instruments, trading system, participants,
Corporate Debt Market: Instruments and trading
system.


Module III
Financial Institutions: Domestic Financial
Institutions, Foreign Institutional Investors,
Commercial banks, private banks, Private
insurance players in India, Micro Finance
5

Module IV
Derivatives:
Futures: Futures, Forwards, valuation of
futures, trading and Settlement system on NSE,
Initial margins, M%M and calculation of VaR.
Options: Options, %ypes of Options, Option
%rading combinations and strategies, Option
valuation models - BSOPM and Binomial Models,
Option Greeks. Interest rate Options - Caps,
Collars and floors.
Swaps: Swaps, Designing interest rate
swaps and currency swaps. Valuation of Swaps.

25

Module V
Special %opics: Credit Derivatives, CDS,
Securitization, Introduction to NCFM, NISM and
FIMMDA


05

Text Book
1) Financial Markets and Institutions by Dr S Guruswamy %homson
2) Options Futures & Other Derivatives- John C.Hull - (Pearson Education),
6/e
3) Options & Futures- Vohra & Bagri - (%MH), 2/
Organizational Development and Change Management

Subject code: 3013 Contact Hours: 60
Work Load: 4 hrs/week Credit Points: 4
Objective: %he purpose of this course is to develop an understanding of the
undrlying concepts, strategies and issues involved in
Organisational
Development and Change Management

!edagogy:

%he course will be taught through a mix of lecture method, cases, and
activities.


MODULES CONTENT NO OF
HOURS

Module I
Concepts of Change Management: Definition, nature, scope and
types of change. (02 Hours)
Foundations of OD: Models and %heories of Planned Change (06Hrs)
OD consultation and related issues (Power, Politics and OD) (02Hrs)



10

Module II
Overview of Organization Development (OD): Definition, History
and evolution of OD (03 Hours)

%he process of OD: Entering and Contracting, Diagnosing and
analyzing diagnostic information, Feeding back diagnostic
information, Designing Interventions, Leading and managing
changing, Evaluating and institutionalizing OD interventions. (7Hrs)




10

Module
III
Human !rocess Intervention: (10 Hrs)
a) Interpersonal and group Process Approaches: %- Groups, Process
Consultation, %hird Party Interventions, %eam Building etc.
b) Organization Process Approaches: Organization Confrontation
Meeting, Intergroup Relations Interventions, Large Group
Intervention, Grid OD

Human Resources Management Interventions: (10 Hrs)
a) Performance Management: Appraisal, Reward Systems,
b) Developing and assisting employees: Career Planning and
Development Interventions, Workforce Diversity Interventions,
Employee Wellness Interventions

20

Module
IV
%echno-structural Interventions: Restructuring Organizations,
Employee Involvement, Work Design etc. (6) Hours

Strategic Interventions: Mergers and Acquisitions, Organization
%ransformation (Culture Change, Self Designing Organization,
Organization Learning and Knowledge Management) (09 Hours)
15

Module V
OD application in non conventional sectors like educational
institutions, Hospitals, NGOs etc.-Future of OD.


05

Book Recommended:

1. Organization Development and Change by Cummings and Worley,
%homson
(S-W) Publication

References:

1. Organization Development by French and Bell, PHI Publication
2.Management of Organizational change-Leveraging %ransformations by K.
Hari Gopal, Response Books

Articles to be reviewed from:

1. Human Capital Magazine
2. HRD Review











HUMAN RESOURCE ACQUISITION AND MAINTENANCE
Subject code: 3016 Contact Hours: 60
Work Load: 4 hrs/week Credit Points: 4

Objective :

O %o make the students familiar with the process of acquiring human
resources
O %o introduce the students of HRM with the fundamentals of
Compensation , benefits and Incentives
O %o provide and insight into the current practices in the corporate world
with regard to Recrutiment , Selection , Compensation , Benefits and
Incentives


MODULES CONTENT NO OF
HOURS

Module I
RECRUITMENT AND SELECTION- CONCE!T &
BACKGROUND
Job Analysis. Meaning, definition and purpose.
Methods of job analysis: job analysis interviews, job
analysis
questionnaire, task analysis inventory, position analysis
questionnaire, subject expert workshops, critical incident
technique, job analysis survey, functional job analysis,
job element method, repertory grid, critical incident
technique




10

Module II
RECRUITMENT , SELECTION AND !LACEMENT - THE
!ROCESS
Hiring decision. Nature of hiring: regular, temporary, full
time,
part time,apprentice, contractual, and outsourcing. Need
analysis, cost analysis and job analysis.
Hiring internally. Meaning and definition of internal
recruitment. Advantages and disadvantages in terms of
cost,
time, quality and suitability.
Sources of internal recruitment:circulars, intranet
advertisements, employee referrals. When and how to use
Internal Recruitment , Policy guidelines and union
settlements.
External Hiring. Meaning and definition of external
recruitment.
Sources of recruitment:- Advertisement, in news paper,



16
%V/Radio, Internet, search on theinternet, wanted
signboards,
consultants, employment exchange, campus recruitment,
employee referrals and unsolicited applications.
Advantages and disadvantages of the above sources in
terms of
cost, time, convenience, reach of the targeted population,
and
quality of applicant pool. Job advertisement: drafting, size
and
contents.
Screening the candidates: Application Forms: bio-data
/resume / curriculum vitae and weighted application blanks:
meaning definition, purpose, advantages and disadvantages
-Identifying the ingredients of success: the winning
candidates profile, challenges in the interview, the starting
point, day to day execution, dealing with people, the inner
person, additional characteristics. Studying the CV. %esting.
Meaning, definition, purpose, advantages and
disadvantages.Ability tests clerical ability test, mechanical
ability test, mental ability test, physical ability test,
personality assessment test, typing test, shorthand test,
computer proficiency test
Interviewing: Planning the interview, Interview process -
getting started, examining the 5 interview areas, examining
the strengths & weaknesses, listening to what are being
said, digging for behavioral gold, probing for specifics,
spotting patterns, using an interview checklist, Allowing
candidates to ask questions at the end, explaining the
procedure of selection and concluding with a happy note,
making the decision. Interview in public sector undertaking,
statutory requirements.
Reference checking & Appointment orders: meaning,
definition
and purpose. Verification of character, criminal
antecedents,
previous work behavior and education qualifications.
Verification of community certificates in public sector
companies
Meaning, definition, and purpose. Contents of appointment
letter, hard copy (or soft copy), method of delivery and
retrieving the acknowledgement copy.Medical Examination
&
acceptance of offer for joining.

Module
III
HUMAN RESOURCE MAINTENANCE INTRODUCTION:
Compensation meaning, objectives, nature of
compensation,
types of compensations, compensation responsibilities,
10
Compensation systemdesign issues: Compensations
Philosophies
compensation approaches,decision about compensation,
compensation- base to pay, individual Vs team rewards,
Perceptions of pay Fairness, legal constraints on pay
systems.


Module
IV
MANAGING COM!ENSATION:
Strategic Compensation planning,
determiningcompensation-the
wage mix,
Development of a Base Pay System: Jobevaluation
systems, the
compensation structure-
Wage and salary surveys, thewage curve, pay grades and
rate
ranges, preparing salary matrix, governmentregulation on
compensation, fixing pay,
Compensation as a retention strategy
Variable Pay and Executive Compensation: Strategic
reasons for Incentiveplans, Administering incentive plans,
Individual incentive plans-Piecework,Standard hour plan,
Bonuses, Merit Pay, Group incentive plans-
%eamcompensation, Gain sharing incentive Plans,
Enterprise incentive plans. Profit Sharing plans, Stock
Options, ESOPs, executive compensationelements of
executive compensation and its management,
12

Module V
MANAGING EM!LOYEE BENEFITS:
Benefits- meaning, strategic perspectives onbenefits-goals
for
benefits, benefits need analysis, funding
benefits,benchmarking
benefit schemes, nature and types of
benefits,Employeebenefits
programs- security benefits, retirement security benefits,
health
carebenefits, time-off benefits, benefits administration,
employee
benefitsrequired by law, discretionary major employee
benefits,
creating a work lifesetting, employee services- designing a
benefits package


12



RECOMMENDED BOOKS:
1. Human Resource Selection by Robert D. Gatewood and Hubert S.Feild,
South
western Cengage Learning, Mason, Ohio 2001
2. Staffing Organization, Herbert G. Heneman III, %imothy A. Judge,5th
Edition,
McGraw Hill International


REFERENCE BOOKS:
1. Employee Selection, Lilly M Berry, %homson Publications
2. Hiring & keeping the best people, HBS Press
3. Human Resource Planning, Dipak Kumar Bhattacharyya, 2ndedition, Excel
Books.
4. High performance hiring by Robert w. Wendover, Crisp Publication,
California, 1991.

(NOTE: !roportionate weightage - based on number of hours allotted
-should be given to both the parts while setting question papers)

RECOMMENDED BOOKS:
1. Compensation & Reward Management, BD Singh, Excel Books
2. Compensation, Milkovich& Newman, %MH

REFERENCE BOOKS:
1. Strategic Compensation, Joseph J. Martocchio, 3rd Edition,
PearsonEducation
2. CompensationManagement in a Knowledge based world, Richard
I.Anderson, 10th edition, Pearson Education
3. Compensation Management, ErSoniShyam Singh, Excel Books.