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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

COURSE STRUCTURE IIPM-PG AND ISBE-A SEMESTER- 1 ( 30 CREDITS) COURSE Management Process Organizational Analysis & Strategy Insight Schematic Organization Behaviour-1 Human Resource Management Quantitative Techniques Business Statistics Economics for Managerial Decision Making-1 IT for Managers Legal System(Business & Company Law) Executive Communication-1 Accounting for Managerial Decision Making Marketing Essentials Research for Managerial Decisions CR 2 2 2 2 3 3 2 1 2 2 4 3 2

MANAGEMENT PROCESS 1. NATURE OF ORGANIZATION AND MANAGEMENT


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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Nature of organization Nature of management Why organizations need managers Types of managers, their roles and responsibilities Variations in managers job 2. PHILOSOPHIES AND APPROACHES TO MANAGEMENT PRACTICES Classical school Hawthorne studies Behavioural school Other management perspectives

3. FUNCTIONAL ASPECTS OF MANAGEMENT Administrative function: Suitable form Operations: Size, location, layout, productivity, quality, logistics Finance: Arranging, management, risk cover, insurance HRM: Recruitment, selection, compensation, motivation, training Marketing: Demand & consumer behaviour, marketing mix decisions 4. PROCESS OF MANAGEMENT: PLANNING, ORGANIZING, STAFFING Planning: Definition, objective setting, strategy and other premises, decision making Organizing: Fundamentals, organizational design, line and staff authority, decentralization, culture Staffing: HRM and staffing, performance appraisal, organizational change & O.D. 5. PROCESS OF MANAGEMENT: LEADING, FOUNDATIONS & NEW INSIGHTS Self competency Ethics competency Communication competency Change competency 6. PROCESS OF MANAGEMENT: COMMUNICATION & CONTROL Communicating: Definition & significance, communication process, flows, barriers Controlling: Fundamentals, types Financial and budgetary controls Directive vs. preventive controls

7. MANAGING IN SPECIFIC CONTEXT: LEARNING AND KNOWLEDGE ORGANIZATION Meaning and details

IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Dynamic capabilities and organizational learning Knowledge management & knowledge organization Model of knowledge organization

8. MANAGING IN SPECIFIC CONTEXT: FAMILY BUSINESS Meaning Family business as a system Managerial concerns of the family business Strategy in family business 9. MANAGING IN SPECIFIC CONTEXT: INTERNETWORKING AND E-BUSINESS Basics of networks and e-business Internetworking business model Environment for internetworking Internetworking performance 10. MANAGING IN SPECIFIC CONTEXT: INTERNATIONAL MANAGEMENT Reasons for going international Japanese management and theory Z Japanese vs. U.S. management practices Management in multinational corporations in India Indian ways vs. Japanese and American ways of managing

ORGANIZATION BEHAVIOUR - 1 (INDIVIDUAL PROCESS)

IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

1. CONTEXT OF ORGANIZATIONAL BEHAVIOUR Meaning and significance of OB; contributing disciplines; basic assumptions & characteristics New context of O.B.: Historical evolution Challenges and opportunities for O.B.: Emerging issues Framework for O.B. 2. ORGANIZATIONAL ENVIRONMENT External environment Organization- environment relationship Linking environments and organization Internal environment 3. ORGANIZATION BEHAVIOUR AND FOUNDATION COMPETENCIES Self competency Communication competency Diversity competency Across culture competency Teams competency Change competency 4. INDIVIDUAL PROCESSES 1: PERSONALITY Meaning; person situation debate; psychological contracts; ability and aptitude Differences in personality; Heredity, learning, culture as determinants Personality traits and dimensions: Approaches to understanding the traits Psychological solving behaviours Personality traits 5. INDIVIDUAL PROCESSES 2: PERCEPTION The concept and need for studying Perceptual organization Perceptual interpretation Attribution process Perceiving others Comparison of own perception with others estimation 6. INDIVIDUAL PROCESSES 3: LEARNINGS AND REINFORCEMENT Meaning and importance; barriers; approaches Cognitive and programmed learnings Sense making Learning styles Reinforcement: Positive; negative; contingencies of reinforcement; schedules of reinforcement
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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Behaviour and its modification Transfer of learning through training

7. INDIVIDUAL PROCESSES 4: ATTITUDES AND VALUES Meaning and scope; attitude and behaviour Work attitude Belief & trust Attitudes and values 8. INDIVIDUAL PROCESSES 5: WORK MOTIVATION Meaning; process; need performance link General model; motivation and performance Content model of motivation Process models of motivation Motivation by comparison Applications of motivation Reward system Behaviour modification; job design and redesign Motivation by employment 9. INDIVIDUAL PROCESS -6: WORK STRESS Meaning, nature and types Cause of stress; contributing factors Consequences Management of stress 10. ORGANIZATIONAL DECISION MAKING Nature of decision making Decision making and managerial process Problems in decision making process Improving decision making Models of individual decision making Employee reactions to organizational decision making

HUMAN RESOURCE MANAGEMENT

IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

1. CHALLENGES OF HRM What is HRM; why study it Competitive challenges and HRM Demographics (age, diversity, gender, education) and HRM challenges Line managers and HR departments 2. STRATEGY AND HRM PALNNING Strategic planning and H.R. Mission, Vision, values Environmental (external & internal) analysis Formulating HRM strategy Strategy implementation Evaluation and assessment 3. MEETING HUMAN RESOURCE REQUIREMENTS: JOB ANALYSIS & DESIGN Relationship between job requirements and HRM function Job analysis Job design
4. DEVELOPING EFFECTIVE HUMAN RESOURCES-1: TALENT POOL

Recruiting talent externally Recruiting talent internally Career management: Developing talent over time Developing a diverse talent pool Personal career development

5. DEVELOPING EFFECTIVE HUMAN RESOURCES-2: EMPLOYEE SELECTION Matching people and jobs Sources of information about job candidates Employment tests Employment interview Reaching a selection decision 6. DEVELOPING EFFECTIVE HUMAN RESOURCES-3: TRAINING AND DEVELOPMENT Scope of training Conducting the need assessment Designing the training program Implementing the training program Evaluating the training program

IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

7. DEVELOPING EFFECTIVE HUMAN RESOURCES-4: APPRAISING AND IMPROVING PERFORMANCE Performance appraisal programs Developing an effective appraisal program Performance appraisal methods Appraisal interviews Appraising the appraisal system 8. COMPENSATING HUMAN RESOURCES-1: MANAGING COMPENSATION Strategic compensation planning Determining compensation- Wage mix Job evaluation systems Compensation structures Govt. regulations 9. COMPENSATING HUMAN RESOURCES-2: PAY FOR PERFORMANCE Strategic reasons for incentive plans Setting performance measures Administering incentive plans Individual incentive plans Incentives for professional employees Group incentive plans Enterprise incentive plans 10. HIGH PERFORMANCE WORK SYSTEMS Fundamentals principles: Shared information, knowledge development, performance reward linkage, egalitarianism Anatomy of high performance work systems Strategic fit and alignment: H.R. score card

IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

QUANTITATIVE TECHNIQUES 1. DECISION MAKING AND QUANTITATIVE TECHNIQUES Problem solving and decision making Quantitative analysis and decision making Steps in quantitative analysis Methods of cost, revenue, and profit Quantitative methods in practice 2. INTRODUCTION TO LINEAR PROGRAMMING Business problems and their solution through linear programming: Overview of LP; construction of a LP problem and model. Solution to a linear programming problem: Graphical method ( including peculiar situations); Simplex method (for both unrestricted variable and negative variables, included) in case of (a) maximization with less than/ equal to situation, (b) minimization with greater than/ equal to case, (c) maximization with mixed type, and (d) minimization with mixed type. Duality problem: Economic interpretation of duality; derivation of a dual solution and vice-versa for a linear programming problem( of all kinds) 3. MANAGERIAL APPLICATIONS OF LINEAR PROGRAMMING Marketing problems and their solutions through linear programming HR problems and their solutions through L.P. Production and inventory issues and their resolution Financial allocations and L.P. solutions 4. DIFFERENTIAL CALCULUS Differential calculus: Rules of differentiation through formula (Algebraic, exponential, and logarithmic) 5. APPLICATIONS OF DIFFERENTIAL CALCULUS TO BUSINESS PROBLEMS Applications in the field of demand analysis, elasticity of demand, supply analysis, market equilibrium (calculation of price and equilibrium quantity); cost analysis, and revenue analysis (including cases of cost minimization and profit maximization) 6. PARTIAL DIFFERENTIATION Partial differentiation: Rules of partial differentiation 7. APPLICATIONS OF PARTIAL DIFFERENTIATION Estimating marginal utility Cross elasticies Marginal product estimates.

IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

8. MATRICES AND DETERMINANTS-1 Definition Types of matrices Matrix operations addition, subtraction, multiplication and division. 9. MATRICES AND DETERMINANTS-2 Calculation of value of determinant Adjoint of a matrix Row operations Inverse operations Applications of matrices to business problems Input-output analysis 10. MARKOV ANALYSIS Principle and its application in business problems, namely: Prediction of market shares for future periods and at equilibrium. Evaluation of marketing strategies for improvement in market shares & evaluation of repair & maintenance policies. Prediction of bad loans. 11. PROBABILITY Basic probability concepts and probability rules marginal/simple probability, conditional and joint probability. Revising prior probability Bayers theorem of posterior probability. The concept of probability distributions. Application of probability concepts in business/management. 12. PROBABILITY DISTRIBUTIONS Random variables Discrete random variables Binomial probability distribution Poisson probability distribution Continuous random variables Normal probability distribution 13. APPLICATION OF PROBABILITY CONCEPTS IN BUSINESS Decision making and probability analysis 14. PROJECT SCHEDULING:PERT/CPM Construction of Network diagram Types of Floats: Total, Free &Interfering floats Crashing for determination of optimum duration of project. 15. REVIEW OF QUANTITATIVE TECHNIQUES
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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

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Mock test BUSINESS STATISTICS deception, and presentation INTRODUCTION What is statistics; key concepts; business applications Graphical and tabular descriptive techniques Art and Science of graphical presentation: Excellence,

2. NUMERICAL DESCRIPTIVE TECHNIQUES: MEASURE OF CENTRAL TENDENCY Averaging; limitations of averaging AM, GM, and HM Choice of appropriate average Median NUMERICAL DESCRIPTIVE TECHNIQUES: MEASURES OF VARIATION Meaning and significance Absolute vs. relative measures of variation Range and coefficient of range Average deviation (group; ungrouped) and its coefficient S.D. and its coefficient, combined S.D. and properties Choice of appropriate measure of variation 4. DATA COLLECTION AND SAMPLING Methods of collecting data Sampling Sampling plans Sampling and nonsampling errors 5. SAMPLING DISTRIBUTION Sampling distribution of the mean Sampling distribution of a proportion Sampling distribution of the difference between two means Prologue to inference 6. ESTIMATION Estimates: Meaning, types, and charactertics of an estimator Point estimates (means and proportions) Interval estimates (means and proportions) 7. INTRODUCTION OF HYPOTHESIS TESTING Concept Testing the population mean when population S.D. is known

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Calculating the probability of a type II error

8. INFERENCE ABOUT A POPULATION Inference about a population mean when the S.D. is unknown Inference about a population variance Inference about a population proportion 9. INFERENCE ABOUT COMPARING TWO POPULATIONS Inference about difference between two means: Independent samples Observational and experimental data Inference about difference between two means: matched pair experiment Inference about the ratio of 2 variances Inference about difference between 2 population proportions 10. ANALYSIS OF VARIENCE One way analysis of variance Multiple comparisons Analysis of variance experimental design Randomized two way analysis of variance Two factor analysis of variance 11. CHI-SUQARE TESTS Chi-squared goodness of fit test Chi-squared test of a contingency table Summary of test on nominal data 12. CORRELATION ANALYSIS Significance of studying Correlation Correlation and Causation Types of Correlation Methods of studying Correlation - Scatter diagram method - Karl Pearsons coefficient of Correlation (ungrouped & bivariate distribution) Properties of Correlation
13. REGRESSION ANALYSIS

Difference between correlation & regressions Regression lines Regression equations Regression coefficients - Methods of studying regression coefficient (ungrouped) - Method of least squares - Method of deviation taken from actual mean

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

- Method of deviation taken from assured mean Bivariate distribution Properties of regression coefficients

14. TIME SERIES ANALYSIS Time series components Smoothing techniques Trends and seasonal effects 15. INDEX NUMBERS Index numbers: as specialized averages Uses of index numbers Problems in the construction of index numbers Methods of constructing index numbers: - Weighted Vs. Unweighted indices - Simple aggregative vs. Simple average of price relatives method - Laspeyres, Paasche, Dorbish - Edgeworth, fishers ideal method - Base shifting, splicing and deflating the index numbers applications

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

ECONOMICS FOR MANAGERIAL DECISION MAKING-1 (ECONOMIC ANALYSIS SIMPLIFIED FOR YOU) 1. ESSENCE OF ECONOMICS Problems of an economy; solutions of these problems; alternative system to tackle the problems; economics, micro economics & macro economics; basis building blocks of microeconomics rationality, marginalism, opportunity cost, general & partial equilibrium. 2. FALLACIES AND PITFALLS Economics is about decision making, fallacies in decision making, fallacy of assumption, fallacy of composition, fallacy of subjectivity, fallacy of post hoc proctor hoc, fallacy of syllogism, fallacy of black & white or gray; fallacy of broken window, lessons for firm. 3. DEMAND ANALYSIS AND CONSUMER BEHAVIOUR 3.1DEMAND ANALYSIS Concept of demand & demand functions; demand schedule & demand curve; types of demand; kinds of demand; factors influencing demand; expansion / contraction of demand vs. increase / decrease in demand, significance of demand analysis for the firm. 3.2 ELASTICITY OF DEMAND Concept of elasticity, price elasticity of demand; meaning, values, determinants, measurement & implications; slope vs. elasticity; TR, TE & eDP, AR, MR & eDP, strategies to maximize total revenues, cross elasticity of demand; income elasticity of demand: meaning values & measurement; income elasticity vs. income sensitivity; advertising elasticity of demand; significance of the concept of elasticity of demand for the firm. 3.3 UTILITY ANALYSIS Consumer behaviour, choice & utility; concept of TU, MU & AU; LDMU; LEMU; equilibrium of a consumer; explanation of falling demand; income, substitution, & price effects & consumer choices; paradox of value; consumer surplus; significance for a seller. 3.4 INDIFFERENCE CURVE ANALYSIS Meaning; kinds; properties; inference map; budget line; equilibrium; applications of ICA. 4. SUPPLY ANALYSIS & PRICE FORMATION 4.1 SUPPLY ANALYSIS Concept; types; factors dictating supply; supply curve & supply schedule; law of supply; expansion / contraction of supply vs. increase / decrease in supply 4.2. ELASTICITY OF SUPPLY

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Concept; values; measurement; determinants; implications for the suppliers 4.3 EQUILIBRIUM AND PRICE MAKING Concept of equilibrium; shifts in demand & supply & impact on price & quantity; price as allocating device for resources through surplus & scarcities; alternative nodes of price fixation. 5. PRODUCTION AND COST ANALYSIS Concept of production & production function; LR & VR; LVP; relationship between TP, MP, and AP, stages of production, concept of returns to scale & laws of returns, impact of technological change on return, concept of Isoquant, isocost lines & equilibrium; equilibrium under cost constraint & for a given output; economic region of production; expansion path. Concept of cost; linkage between production & cost; cost classification. TC, AC, & MC and their relationship; cost curve under SR & LR; Economies of scale; economies of scope; implications for a firm; existence of small firms; engineering cost curves. 6. REVENUE CURVES AND FIRMS EQUILIBRIUM Concepts of TR, AR and MR; cost, revenue and equilibrium of a firm; equilibrium under alternative assumptions about firms objective functions. 7. PERFECT COMPETITION Meaning and characteristics; SR equilibrium, break even analysis and shut down point, long run equilibrium; supply curve for a competitive firm LR (horizontal, rising or falling) and short run; efficiency of competitive markets; advantages of perfect competition; disadvantages of a competitive firm. 8. MONOPOLY Concepts; source of monopoly power; measure of monopoly power; cost, revenue and equilibrium under monopoly; supply curve of a monopolist; shifts in demand and impact on monopoly firm; advantages and disadvantages of monopoly; monopoly vs. perfect competition. Price discrimination: meaning, conditions; types; equilibrium Monopsony Bilateral monopoly 9. MONOPOLISTIC COMPETITION Meaning and characteristics; equilibrium of a firm in short run and in long run; sources of differentiation; promotional costs and equilibrium. 10. OLIGOPOLY Meaning; characteristics; Cournots model; kinked demand curve model; price leadership model; cartels; game theory treatment of oligopoly.
IMPORTANT NOTE The treatment of the subject shall be non mathematical Emphasis, while teaching, will be on application of economics principle to the behaviour of the players in Indian Market.

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

INFORMATION TECHNOLOGY FOR MANAGERS 1. DECISION MAKING AND INFORMATION TECHNOLOGY Decision making in business Productivity enhancement through technology tools Hardware and software in I.T. 2. COMPUTER FUNDAMENTAL & NETWORKING Number System Hardware - Input device, Output device & Processing Unit - Hardware Capacity Planning Software - Application & System Software Basics of Networking - Types, Topology, Transmission Media 3. MS EXCEL Introduction - Worksheet, Workbook, Rows, Columns, cell, data types. Applications Formulas & Functions Cell Referencing - Relative, Fixed & Mixed. If function: Multiple sheet handling Vlookup / Hlookup function Cell Formatting 4. MS WORD Basics & Mail Merge 5. MS POWERPOINT Introduction Hyperlinks To be website - Between slides Action Buttons Backgrounds (Pictures, Themes) Animations

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Inserting Sound & video

LEGAL SYSTEM ( BUSINESS & COMPANY LAW ) A. BUSINESS LAWS 1. LAW AND BUSINESS Need for, and overview of, legal aspects of business; sources of business law 2. INDIAN CONTRACT ACT, 1872 Introduction; offer and acceptance; essentials of a valid contract; performance of contract; breach of contracts and remedies available; quasi contracts. 3. SALE OF GOODS ACT, 1930 Sale and agreement to sell; conditions and warranties; doctrine of Caveat Emptor; unpaid seller rights; auction sales. 4. NEGOTIABLE INSTRUMENT ACT, 1881 Meaning of negotiability; types of negotiable instruments; bills of exchange, cheques, promissory notes; holder and holder in due course. 5. OTHER AREAS OF BUSINESS LEGISLATIONS Cyber laws; IPRs; Environmental laws; RTI; Consumer Protection Act B. COMPANY LAW 1. COMPANY AND ITS FORMATION Corporate veil; types of companies and associations, including illegal ones. Promoters and their legal position; pre incorporation contact; provisional contracts. Documents: Memorandum of association; articles of association; doctrine of constructive notice and indoor management; prospects and book building.

2. SHARE CAPITAL AND SHARE HOLDERS Share capital: Issue, allotment and forfeiture; demat; transmission; dividend and bonus shares. Rights and duties of members and shareholders Meetings: convening and conduct of shareholders meetings.

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

3. MANAGEMENT OF THE COMPANY Directors: Qualification, appointment and disqualification: Legal provisions; powers and duties; board meetings; removal of directors; other managerial personnel. 4. INVESTIGATIONS Inquiries and investigations into matters pertaining to formation and functioning of a company. 5. WINDING UP Meeting, situations, modes and procedure for winding up of a company.

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

EXECUTIVE COMMUNICATION -1

1. CONCEPT OF EXECUTIVE PRESENTATION Icebreaking session Introduction to the scope and potential of Ex.com 2. ASSESSMENT OF CURRENT INVENTORY OF COMMUNICATION SKILLS Extempore debate, speaking, and other sessions 3. 7Cs OF COMMUNICATION Evaluative exercises relating to 7Cs Feedback sessions 4. BODY LANGUAGE - KINESICS 5. VOICE MODULATION & EFFECTIVE COMMUNICATION 6. ARTICULATION AND VOICE OF SPEECH 7. LOGIC & CREATIVITY IN ORAL COMMUNICATION NOTE FOR THE FACULTY The syllabus only provides basic guidelines. The individual faculty should feel free to modify it by optionally incorporating session on role play, video plays, hot seat, etc. that in his opinion add to the effectiveness of delivery of the program and development of communication skills among the participants. ADDITIONAL SUGGESTIONS FOR THE FACULTY Therapy sessions There is a need to introduce the concept of therapy sessions for the not-so-strong communicators in the class. Since individual focus becomes difficult in the classroom, they need to be counselled beyond the Ten 120 minute sessions.

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

It will certainly help if the faculty creates therapy groups that are led by students with excellent communication skills in order to personalize attention to the less able ones. The junior faculty assisting the core faculty can oversee these sessions that happen outside the class hours. The areas in which therapy can help improve students are: Modulation Stage fright Language and Articulation Body Language The exercises that can be done to concentrate on the above mentioned facets of communications will be defined and described by IIPM Academics, New Delhi and can be further customized by the faculty concerned. Individual faculties, if they so desire, can contact Mr. Prashanto Banerji at IIPM, Delhi for further guidance/assistance.

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

ACCOUNTING FOR MANAGERIAL DECISIONS MAKING 1. INTRODUCTION TO ACCOUNTING AND FINANCIAL STATEMENTS Meaning of accounting Output of the accounting process GAAP Concept underlying the financial statement 2. ACCOUNTING STANDARDS AND MECHANICS Accounting standards International and Indian Importance of accounting standards US GAAP and difference between AS and US GAAP Rules of Debit and Credit Types of accounts Books of accounts Recording of transaction in journal Posting of transactions in the ledger 3. ACCOUNTING FOR INVENTORIES Introduction Cost of inventory Methods of inventory costing Inventory control techniques 4. ACCOUNTING FOR FIXED ASSETS Determination of the cost of various types of fixed assets Concept and methods of providing depreciation Implications on changing the method of depreciation 5. PREPARATION OF FINANCIAL STATEMENTS: TRIAL BALANCE AND ADJUSTMENTS Preparation of trial balance from general ledger balances Detecting errors revealed and concealed by a trial balance Passing of different adjustments entries 6. PREPARATION OF FINANCIAL STATEMENTS: PROFIT AND LOSS ACCOUNT Preparation of P&L a/c from a given trial balance Distinction between capital and revenue expenditure
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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

7. PREPARATION OF FINANCIAL STATEMENTS: BALANCE SHEET Preparation of balance sheet Limitation of balance sheet Vertical form of financial statement Analysis of balance sheet 8. STATEMENT OF CASH FLOWS Concept of cash flows Cash flows and funds flow Purpose, uses and structure of the statement of cash flows Preparation of cash flows 9. LIMITATIONS OF FINANCIAL STATEMENTS Limitations of P&L a/c Limitations of balance sheet Understanding how income statements are manipulated Ethical conduct in accounting profession 10. FINANCIAL STATEMENT ANALYSIS Introduction Ratio analysis Types of ratios Liquidity ratios Leverage / capital structure ratios Profitability ratios Activity ratios Common size statements Importance of ratio analysis Limitations of ratio analysis 11. COST CONCEPTS Introduction Cost concepts relating to income measurement Cost concepts relating to profit planning Cost concepts for control Cost concepts for decision-making 12. JOB, ORDER, BATCH AND CONTRACT COSTING Introduction Job/ order costing Contract costing 13. UNIT AND OPERATING COSTING Introduction Unit costing

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Operating Costing

14. VARIABLE AND ABSORPTION COSTING Introduction Variable and absorption costing: a comparison Variation and absorption costing: a reconciliation Variable costing and decision-making Advantages of variable costing Limitations of variable costing 15. COST VOLUME PROFIT ANALYSIS Cost classification Cost-volume-profit analysis Senstivity analysis Advantages of cost-volume-profit analysis

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

MARKETING ESSENTIALS 1. NATURE, SCOPE, AND IMPORTANCE OF MARKETING Meaning and pervasiveness of marketing Changing business environment in India & need for marketing Definition(s) of marketing: Product oriented, customer oriented, system oriented definitions Nature of marketing: Customer focussed; mutually beneficial relationships Scope of marketing: R&D; exchange; physical handling; exchange facilitation Importance of marketing: Provision of utility; psychic satisfaction Marketing management: Management dimension; purpose Marketing and other functions Marketing philosophies: Production, product, sales, marketing, societal marketing concept Hurdles in adoption of marketing philosophy Latest buzzwords: Morph marketing; permission marketing; ambush marketing; guerrilla marketing 2. MARKETING MANAGEMENT PROCESS Scope: Organizing; analysing; selecting; developing; managing Organizing: Company, business, products; steps involved Analyzing: New opportunities; evaluation Selection: Demand measurement & forecasting; STP Development: Strategy development Managing: Management of self and competitors Implementation: Action program; organizational structure; organizational climate, etc. Control: Annual plan, profitability, and strategic controls 3. MARKETING ENVIRONMENT Meaning and typology; why scan environment? Demographic, political, socio cultural, economic, physical/natural, technological, and regulatory environment Stakeholders (employees, financial partners, suppliers, intermediaries) related environment Customer related environment: Demographic, psychographic, behavioural, and geographic factors Competitive environment

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Environment scanning system: Marketing information system; scenario building, etc.

4. MARKETING PROBING Marketing research: Meaning & scope; process; survey methods; sampling process Marketing information system Demand estimation & sales forecasting: Meaning; information needs; approaches to estimation; method involved; selection of suitable method 5. CONSUMER BEHAVIOUR Meaning; why study Study of the market through 10 Os: Occupant, options, objects, objectives, outlays, operations, occasions, objections, organization, outlets Consumer buying behaviour models Factors influencing consumption: Personal (demographic, psychological, etc) and non personal (culture, group norms, etc) Consumer decision process: five stages in buying, consuming, and evaluating. 6. SEGMENTATION AND TARGETING Meaning and need for segmentation & targeting Benefits of segmentation Requisites of effective segmentation Alternative approaches to segmentation Bases for segmentation Targeting: various approaches Targeting strategies: Undifferentiated; differentiated; concentrated 7. PRODUCT AND PRODUCT PLANNING Concept of product & product portfolio Layers of product: Core, basic, expected, augmented, potential Product mix: Product line, width, depth, consistency Product mix strategies: Expansion, withdrawl, alteration, trading up/down Product classification: Goods (durables, nondurables) vs. services; convenience, shopping, speciality, and unsought products; producers goods (raw materials, fabricating material, installation, accessories) Product planning: Decisions about new product development & launch (on addition to portfolio (or) improvement of existing product/alteration (or) weeding out of unprofitable items Differentiation and positioning of a product. 8. NEW PRODUCT DEVELOPMENT Meaning Stages in NPD Product failures: Meaning and causes

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Quality dimension: meaning (conformance/improvement), provision (TQM), assurance (standards), cost of poor quality. Packaging: Meaning & layers; functions; traits of good packaging Labelling: Meaning; required & desired information on label; new dimensions (ecomark, etc) Standardization: Various marks (ISI, FPO); grading

9. BRANDING Meaning: Brand, trademark; significance Functions of branding Advantages of branding to manufacturer, intermediaries, customers Brand related decisions: - Should a product be branded? - Who should sponsor the brand? - Naming a brand - Brand extension, line extension, multiple branding - Brand positioning & repositioning 10. PRODUCT/BRAND LIFESTYLE Meaning and significance Stages in PLC and marketing strategies for each stage Limitation of the concept 11. PRICING Meaning; types (free market, administered controlled); significance Objectives dictating strategy: Target rate of return, meeting or preventing competition, market share, profit maximization, survival, public image, product image Factors dictating pricing strategy: Internal and external (5 cs: cost, customer, competition, context, and control) Setting up of price: Bases (cost, customer, competition) New product pricing: Penetration pricing; skimming pricing; competitive pricing; predatory pricing Geographical factor: Fob pricing; home delivered pricing; zone pricing; uniform delivered pricing; base point pricing; freight absorption pricing Adopting the price: Fixed vs. variable; price range; psychological pricing; loss leader pricing; follow the leader pricing; discriminating pricing; pricing over stages of PLC; resale price maintenance Pricing in practice: Discounts; MRP; price higher than MRP. Initiating a price change: Reason (cost, demand, quality) and techniques Responding to a price change by the competitor: Ignore; react 12. PROMOTING AN OFFER Concept and relevance of marketing communication
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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Process of marketing communication Objectives of promotion: Marketing, communication, operational Product mix: Types; features; advantages; disadvantages; selection of promotional tool/mix. Advertising: Definition; nature; features; objectives; significance; types; process of advertising; advertising media; message; testing of advertising Personal selling: Meaning; features; significance; process; sales force management recruitment to performance evaluation. Sales promotion: Meaning; significance; comparison with advertising; types (consumer/sales force/dealer oriented) Sales promotional schemes: Samples; price offs; coupons; discounts; premium or bonus offer; trading stamps; fairs and exhibitions; etc Public relations: Meaning of publics and PR; steps involved; tools & techniques available.

13. PLACEMENT STRATEGY Placement: Meaning and significance Distribution channels: Meaning; types Factors dictating channel choice Market coverage: Intensive, selective, exclusive New development in marketing channels: Vertical marketing systems; HMS; multi level marketing; multi channel marketing; third party delivery system. 14. MARKETING MIDDLEMEN Meaning; reasons for appointment; why not direct selling? Types of middlemen: Agents; merchant middlemen Whole salers: Meaning; types; functions performed Retailers: Meaning; functions Difference between wholesalers and retailers Various retail formats available in Indian markets Retailing in marketing space as against market place 15. PHYSICAL DISTRIBUTIOIN Decisions about physical distribution: Mode & method of transportation; warehouse location; inventory decisions; external distribution agency Transportation: Significance; modes of transportation; comparative evaluation of different modes Storage and warehousing: Meaning; need; significance; functions of a warehouse; types. Inventory: Meaning; optimum level; inventory control meaning and techniques available.

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

RESEARCH FOR MANAGERIAL DECISIONS

1. ROLE OF BUSINESS RESEARCH

Scope, definition, managerial value Need for business research Broad areas for research Research Design

2. RESEARCH PROCESS: AN OVERVIEW Decision making under certainty, uncertainty, ambiguity Types of business research: Exploratory, descriptive, and casual Stages in research process Problem definition and research proposal: - Nature of business problem - Importance of proper problem definition - Process of problem definition - Hypothesis formulation & testing 3. EXPLORATORY RESEARCH AND QUALITATIVE ANALYSIS Exploratory research: What it is and what it is not Why conduct exploratory research Categories of exploratory research 4. DATA SOUECES & COLLECTION Primary data : Advantages; disadvantages Secondary data : Advantages; disadvantages Data mining Data collection and fieldwork 5. SURVEY RESEARCH Nature of surveys Error in survey research

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

Respondent error, administrative error Rate of thumb estimates for systematic error Reduction in survey error Survey research methods: - Interviews - Self administered questionnaire - Observations - Experimental research

6. MEASUREMENT AND SCALING TECHNIQUES What to measure Types of scale Index measures 3 criteria for good measurement 7. ATTITUDE MEASUREMENT AND QUESTIONNAIRE DESIGN Definition Techniques for measuring attitude Psychological measures of attitude Attitude rating scales; selection of a scale Other methods Questionnaire design: - What should be asked - Phrasing questions - Art of asking questions - Right question sequence - Pretesting and revising 8. SAMPLING Sample: Termnology, concepts, types of sampling Appropriate sampling design Determination of appropriate sample size 9. PROCESSING AND ANALYSING DATA Data processing analysis and interpretation of data Application of advanced statistical techniques: Correlation, regression, cluster analysis, factor analysis, and conjoint analysis 10. REPORT WRITING AND PRESENTATION Report format Content Presentation style Presentation: Written and oral

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IIPM-PG AND ISBE-DUAL SPECIALIZATION(A2) I- SEMESTER VERSION: MAY 2010-12

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