3 Credits (3 – 0 – 0)


Ø        Nature of Accounting Information: Scope of Accounting, Accounting concepts, Principles & Standards, Accounting Cycle, Journalisation, Subsidiary Books; Ledger Posting, Preparation of Trial Balance, Rectification of Error. Classification of Capital and Revenue. Fixed Assets and Depreciation Accounting. Preparation of Final Accounts, Manufacturing Account; Trading Account, Profit and Loss Account; Balance Sheet (with adjustments), Reports to be Annexed.  

Ø        Cost Accounting: Objectives, Classification of Cost, Preparation of Cost Sheet, Material Cost Accounting, Perpetual Inventory Control, Inventory Valuation, EOQ, ABC Analysis, Setting of Reorder Level, Maximum Level, Minimum Level, Labour Cost Accounting, Remuneration and Incentive Schemes. Overhead Cost Allocations, Over and under Absorption. Job and Contract Costing, Operating Costing (Transportation, Powerhouse, Hospitals), Reconciliation of Financial and Cost Accounting

Ø        Performance Evaluation Techniques: Introduction to Budgeting and Budgetary Control; Performance Budgeting; Classification of Budget; Standard Costing and Variance Analysis; Balanced Scorecard; Responsibility Accounting.

Ø        Decision Making Techniques: Cost Volume Profit Analysis; Management Accounting for Decision Making and Control; EVA and Performance Measurement; Introduction to Activity Base Costing, Targeting Costing, Life Cycle Costing; Uniform Costing.


3 Credits (3 – 0 – 0)


Ø        Introduction to Managerial Economics: Fundamental Concept, Basic Techniques.

o         Detailed contents of this unit to be covered: Introduction, Business Decisions and Economic Analysis, The Scope of Managerial Economics.

o         Fundamental Concepts- Micro economics issues and Macro Economics issues.

o         Basic Techniques- Mathematical tools statistics or cooperation’s Research. The gap between Theory and Practice and the role of managerial economic.

Ø        Demand Concept: Demand Analysis, Demand elastic ties and estimates and demand forecasting.

o         In this unit we study demand is a very crucial economic decision variable. As a production manager we ought to know demand and factors of production.

o         Theoretical developments with regard to demand analysis.

o         Empirical estimates of demand and elastic ties demand forecasting

Ø        Production Concepts and Analysis: Cost Concepts and Analysis & Empirical Estimates of Production and Costs.

In this unit production concepts, choice for optimum input, optimum product mix, different types of cost relevant for production and planning and control, cost advantage. Managerial uses of empirical estimates about production and costs.

Ø        Price-output Decisions: Market environment of Price output decisions Analysis of Market Structure- large group case analysis of market structure-small group case “ pricing strategies. This unit concentrates on analysis of output decisions taken by the firm, given its market Environment.

Ø        The firm in theory & Practice: Economic Theory of the firm, The Behavioral theory, Managerial Theories Profit Concepts & Analysis. Introduction, objectives, concepts of market firm & Industry, Rationale for the theory of firm, Economists theory of the firm.


3 Credits (3 – 0 – 0)


Ø        Foundation and Background of OB: Contemporary challenges-workforce diversity, cross-cultural dynamics, changing nature of managerial work, ethical issues at work, emotional intelligence in contemporary business

Ø        Individual Behaviour and Processes: Individual differences – values and attitudes; Perception- concept, process and applications; Personality-concept, determinants and theories applications; Learning and Reinforcement, Stress – symptoms, causes, consequences and management

Ø        Interpersonal and team processes: Group behaviour, group development, group dynamics, social loafing; developing teams – self directed work teams, virtual teams; team building; Empowerment - concept, significance, process, prerequisites, Conflict – concept, sources, types, management of conflict, Power – concept, sources, approaches; organizational politics

Ø        Organizational processes and structure: Organizational structure and design, Work and job design; organizational learning; organizational culture; organizational change and development.


3 Credits (3 – 0 – 0)


Ø        Basic Mathematics for Management: Quantitative Decision making, Functions & Progressions (AP & GP), Basic Calculus & Applications, Matrix Algebra and Application. The Idea of this unit deals systematically with various aspects of quantitative methods and their applications in decision-making process.

Ø        Data Collection and Analysis: Collection of data, Presentation of data, Measurement of Central tendency and measures of variations and skewness. Analysis of variance, Non-parametric Tests and their applications in Management.

Ø        Probability and Probability Distributions: Basic concepts of probability, discrete probability Distributions (Binomial and Poisson) Continuous probability theory Decision theory along with Bayes Theorum. Preference Theory.

Ø        Sampling and Sampling Distributions: Sampling Methods, Sampling Distributions, Testing Hypothesis/z/test/chi square test.

Ø        Forecasting Methods: Business forecasting, Correlation, Progression Analysis: Two variables linear, Time Series Analysis, Filling of Linear & Non Linear trend.


3 Credits (3 – 0 – 0)


Ø        Nature and scope of marketing, Corporate orientations towards the marketplace, The Marketing environment and Environment scanning, Marketing information system and Marketing research, Understanding consumer and Industrial markets, Demand measurement and Forecasting, Market segmentation, Targeting and positioning; Product decisions – product mix, product life cycle, new product development, branding and packaging decisions, pricing methods and strategies, Promotion decisions – promotion mix, advertising and personal selling; Channel management.- selection, co-operation and conflict management, vertical marketing systems, Organizing and implementing marketing in the organization; Evaluation and control of marketing efforts; New issues in marketing – Globalization Consumerism, Green marketing, Legal issues.


3 Credits (3 – 0 – 0)


Ø        Management: Nature & Purpose, Evolution, Patterns of Mgmt Analysis and system Approach to management, Roles, Skills and Functions of managers.

Ø        Planning: Concepts & importance, Types, Steps in Planning, Limitations of Planning and Planning Premises. Management by Objectives ( MBO): Concept, Objective setting process, Benefits and weakness of MBO.

Ø        Decision making: Nature and Types of decisions, decision-Making Models, decision Making Process, problems in decision making and Improving decision making.

Ø        Organizing: Nature and Types of Organizations; Departmentation; Span of Management; Centralization and decentralization; line & Staff Authority, Authority & Responsibility.

Ø        Motivation: Concepts and various theories of Motivation: McGregor’s theory X and Theory Y, Maslow’s Hierarchy of Needs, Alderfer’s ERG Theory, Herzger’s Motivation- Hygiene theory, Vroom’s Theory and Porter and Lawler’s Model of Motivation.

Ø        Leadership: Concepts and various theories of leadership; The Michigan Studies, The Ohio State Leadership Studies, Fiedler’s Contingency theory, path-Goal theory, Linket’s System four, The managerial Grid, Charismatic leadership, Transactional & Transformational Leadership.

Ø        Controlling: Concepts: Controlling Process and Control Techniques


Audit (1 – 0 – 1)


Ø        Introduction: Nature, importance and role of Communication in Business.

Ø        Processes of communication.

Ø        Types of Communication: verbal and non verbal, oral and written, listening and reading skills.

Ø        Barriers and getaways in Communication

Ø        To gain insight into our own Communication Skills and work out a   strategy for improvements, if needed.

Ø        To analyze and understand different "Blocks" (individual and organizational) to effective communication in business.

Ø        To develop skills in Interpersonal Communication, especially with the help of "Transactional Analysis".

Ø        To learn the art of Giving and Receiving feedback and Motivating through Communication ( Stroking in T.A .language )

Ø        To enhance Team Effectiveness through Communication.

Ø        To understand and develop skills in Reading and Listening.

Ø        To develop Negotiation Skills.

Ø        To acquire knowledge and skills in various types of written Businesses Communication; Writing agenda, minutes, official memo, business letters including D.O. letters etc.

Ø        Report writing, Annual review, circulars, messages, press brief etc

Ø        To enhance effectiveness in "Oral Presentation". Preparing charts, graphs, power points and other audio visual aids for oral presentation.

Ø        Role of non verbal support to presentation and avoiding annoying mannerisms.

Ø        How to manage stress before presentation

Ø        Communication through email

Ø        Legal aspects of Business communication


3 Credits (3 – 0 – 0)


Introduction to Research:

Ø        Meaning & Definition of Research: Relevance and significance of Research in business-Types of Research, Limitations of Business Research, Definition and types of definitions (theoretical definition, technical definition, operational definition etc), concepts, constructs etc.

Ø        Research Problems and Hypothesis: Types and sources of Hypothesis, Statement of Hypothesis, purpose and significance of hypothesis.

Ø        Research Process: Theoretical Framework- Research Hypothesis, Research Design, Introduction, Significance, Nature and Classification of research design- Developing an appropriate research design. Internal and eternal validity of a research design. Experimental Research  

Design, randomized design, Latin Square Design,           Factorial design etc.

Ø        Level of Measurements: Measurements: Levels of Measurements viz Nominal, Ordinal, Ordered Metric, Interval, Logarithmic Interval and Ratio. Relationship between levels of measurement and the type of statistical tools for data analysis.

Ø        Different Scales: Comparison between different scales-Characteristics, developing scales-Classification of scales-rating Scales-Attitude Scales-Thurston Scales-Likert Scale-Semantic Differential scales- Types of errors in measurement- Test Construction, Reliability and Validity.

Ø        Survey Research: Introduction-Purpose- methods of data collection. Interviews observation, Inventory, Questionnaire, experimental Methods and Document analysis techniques for data collection Panel research, warranty cards, Pantryaudit and consumer panel Mechanical devices- Projective techniques, Issues of objectivity and subjectivity etc.

Research Analysis:

Ø        Uses and misuses of Statistics for data projection- Introduction, nature and techniques of various parametric and non parametric statistics, Statistical packages. Application of various software.

Ø        Multivariate Analysis- Analysis of dependence , Multiple Assumptions in the regression model Dummy variable treatment, testing of goodness of fit of the model and Discrimination Analysis- Analysis of interdependence, Simple and factorial Analysis of variance factor analysis and cluster analysis. Various techniques of correlation etc.

Ø        Report writing: Types of reports- planning and organizing a research project, System referencing- Appendices


3 Credits (3 – 0 – 0)


Ø        Human Resource Management (HRM): Nature, Scope and Objectives of HRM, Evolution of HRM, HRM Environment; Changing Trends in Business Environment, Changing Nature of Employment Relationship, Changing Nature of Work, Demographic, Societal and Workforce Trends; Strategic Planning and HRM.

Ø        Human Resource Planning (HRP): Concept, need and Importance of HRP, Factors affecting HRP, Human Resource Planning Process Job Analysis; Meaning and Objective, Process, Methods of Collecting job data, Uses of Job Analysis, Problems of Job Analysis.
Ø        Recruitment and Selection: Meaning and factors governing Recruitment, Recruitment sources and techniques. Meaning and process of Selection, Selection tests and Interview, Problems associated with Recruitment and Selection

Ø        Induction & Orientation: Concepts, Process, Benefits and Problems associated with Induction and Orientation.

Ø        Employee Retention: Meaning, Factors responsible for High Employee Turnover, Employee Retention Strategies.

Ø        Training and Development: Concept and Need, Designing Training and Development Programme: Identification of Training and Development needs, objectives, strategy, Programme contents, Process, Methods and Evaluation.

Ø        Performance Appraisal:  Meaning Purpose, Essentials of effective Performance Appraisal system, Various Components of Performance Appraisal, Methods and techniques of Performance Appraisal.


3 Credits (3 – 0 – 0)


The objectives of the course are to:-

·          Create awareness and understanding of foundations of Financial Management.

·          Acquaint the students with the broad framework of Financial Decision Making in a business unit.

Ø        Aims and Objectives of Financial Management: Cost-Volume-Profit Analysis; Operating and Financial Leverage.

Ø        Investment and Capital Structure Decisions.

Ø        Instruments of Long Term Finance; Cost of Different Sources of Raising Capital.

Ø        Weighted Average Cost of Capital; Optimum Capital Structure.

Ø        Methods of Capital Budgeting.

Ø        Short-term Financing Investments.

Ø        Management of Working Capital-Case Receivables and Inventory Management.

Ø        Internal Financing and Dividend Policy.

Ø        Mergers and Acquisitions; Takeover code; Goodwill and Valuation of Shares.

Ø        Dividend Valuation Model; Determination of the Exchange ratio; Legal and Procedural Aspects of Merger Decision.

Ø        An Introduction to the recent trends in Indian money and

capital markets.


3 Credits (3 – 0 – 0)


Ø        Introduction: The Field Of Operations Management, Production Systems, O.M. In The Organizational Chart, Operations as Service, Historical Development Of O.M, Current Issues In O.M.

Ø        Operations Strategy: Operations Strategy, Operations Competitive Dimensions, The Corporate Strategy Design Process, Strategic Fit, Application Of Operational Activities To Strategy, Productivity Measurement, Decision Making, And Supply Chain Management.

Ø        Product Design: Designing for The Customer – Quality Function Deployment, Value Analysis, Value Engineering, Designing Products For Manufacturing And Assembly, Measuring Product Development Performance.

Ø        Manufacturing Process Selection And Design: Process Selection-Types Of Processes, Process Flow Structure, Product Process Matrix

Ø        Service Process Selection And Design: The Nature Of Services, An Operational Classification Of Service, Designing Service Organizations, Structuring The Service Encounter, Service System Design Matrix, Service Blueprinting and Fail Sating.

Ø        Facility Location: Plant Location Methods Factor Rating, Transportation Method (Only Formulation), Centroid Method, Locating Service Facilities.

Ø        Facility Layout: Basic Production Layout Formats, Process Layout (CRAFT) Product Layout (Assembly Line Balancing), Group Technology (Cellular) Layout, Fixed Position Layout, Retail Service Layout, Office Layout. Waiting Line Management: Economics Of Waiting Line Problem, The Queuing System, Waiting Line Methods (MM1 Model In Detail)

Ø        Strategic Capacity Management: Capacity Management I Operations, Capacity Planning Concepts, Capacity Planning, Planning Service Capacity Aggregate Sales And Operations Planning: Overview Of Sales And Operations Planning Activities, The Aggregate Operations Plan, Aggregate Planning Techniques.

Ø        Inventory Control: Definition Of Inventory, Purposes Of Inventory, Inventory Costs, Independent Versus Dependent Demand, Inventory Systems, Fixed Order Quantity Models, Fixed Time Period Models, Selective Control, Including ABC, VED Classifications, Optional Replenishment System, 2Bin System.

Ø        Materials Requirement Planning: Where MRP Can Be Used, Master Production Schedule, Material Requirements Planning System Structure, MRP  

Ø        Supply Chain Strategy: Supply Chain Drivers, Supply Chain Strategy, Measuring Supply Chain Performance, Push Strategy/Pull Strategy/Push Pull Strategy, Bullwhip Effect, Outsourcing, Design For Logistics, Global Sourcing, Mass Customization.

Ø        Total Quality Management: Evolution Of TQM: Quality Specification And Quality Costs, Six Sigma Quality, The Shingo System: Fail Safe, ISO 9000, ISO 14000 Just In Time And Lean Systems: JIT/Lean Logic, The Toyota Production System, Elimination Of Waste, Value Stream Mapping, JIT/Lean Implementation Requirements, JIT/Lean In Services.

Ø        Project Management: Introduction, Structuring Projects, Work Breakdown Structure, Network Planning Models, Time Cost Models, Managing Resources


3 Credits (3 -0 – 0)


Ø    Recent global trends in international trade and finance: Dimensions and modes of IB; structure of IB environment; risk in IB; motives for internationalization of firms; organizational structure for IB; world trading system and impact of WTO; exchange rate systems; global financial system; barriers to IB; international business information and communication. India in the Global economy.

Ø      Foreign market entry strategies: Country evaluation and selection; factors affecting foreign investment decisions; impact of FDI on home and host countries; types and motives for foreign collaboration; control mechanisms in IB. Cross Border financial flow.

Ø    Decisions concerning global manufacturing and material management: Outsourcing factors; managing global supply chains; product and branding decisions; managing distribution channels; international promotion mix and pricing decisions; counter trade practices; mechanism of international trade transactions.

Ø   Harmonizing accounting difference across countries: Currency translation methods for consolidating financial statements; the LESSARD-LORANGE Model; cross cultural challenges in IB; international staffing decisions; compensation and performance appraisal of expatriate staff; ethical dilemmas and social responsibility issues.


3 Crédits (3 – 0 –0) 


Ø        Data and Information: MIS-need and concepts, factors influencing MIS and characteristics of MIS. Technology of MIS. Structure of MIS. Decision Making and role of MIS. Data communication. Basic H/W required, Channel features and concept of Distributed Data bases Decision Support System: Overview, components and classification, steps in constructing a DSS, role in business, group decision support system.

Ø        Information system for strategic advantage: strategic role for information system, breaking business barriers, business process reengineering, improving business qualities.

Ø        Planning for MIS: System Development Methodologies; Conceptual and detailed designs of MIS. Information system analysis and design, information SDLC, hardware and software acquisition, system testing, documentation and its tools, conversion methods.

Ø        System implementation Strategies and process: System Evaluation and Maintenance. Applications – cross –functional MIWS; ERP; CRM; SCM; Transaction Processing; Artificial Intelligence technologies in business: neural network, fuzzy logic, virtual reality; Executive information system.



Audit (0 – 0 – 2)


Ø        Getting acquainted with Computer and Computing Environment

o       Introduction to Computer Concepts:  The computer definition, Basic model of a computer system, classification of computers, their advantages and disadvantages, and Application of Computers in Management                                                                 

o       Input and Output Devices and Data Storage Devices: Get acquainted with different peripherals and devices

o       Data Representation : Data and information, how does computer represent data, bits and bytes, number system, conversions, binary to other number systems, arithmetic operation in binary systems?

o       Software Concepts: Application and System Software, Programming Languages and their Classification, Introduction to Assemblers, Compilers and Interpreters.

o       Operating Systems:  Functions of Operating Systems, Types of Operating Systems. DOS Basic Commands.

Ø        Role of Information Technology and Business Organization

o   Introduction of Information technology

v     Why Information Technology

v     Management role

v     Information technology trends

o   Strategic Information system

v     Strategic information system and use of       Information system

v     IT for Competitive advantages

o   Technology Infrastructure and Communication

v        Computer Networks: Types of Networks, Network Media, Network   Topologies, Transmission technology.

v      Internet : Client and servers, Host and terminals,TCP/IP, World Wide Web, Hypertext, Uniform resource, locator, Web browsers, IP address, Domain name,Internet service providers, Operation of the Internet,Intranet and Extranet, Search Engine, Using Mail, Applications provided by Internet: Usenet, Mailing List.

v    Information Technology for Decision making

Ø        Computer Lab-I on Office Applications: Operating System Command, Internet Surfing, MS Office, MS Word, MS Excel, MS PowerPoint.


3 Credits (3 – 0 – 0)


Ø        Strategic Management Process: Defining strategy, levels of approaches to strategic decision making, process of strategic management, roles of strategies, mission and objectives, strategic business unit, environment – concept, components and appraisal

Ø        Organization appraisal and strategy formulation: Organizational dynamics and structuring organizational appraisal, SWOT analysis formulation – corporate level strategies and business strategies, strategy analysis and choice – the process, BCG matrix, GE matrix, SPACE approach, QSP matrix and strategic plan

Ø        Strategy Implementation: Aspects, structures, design and change; behavioral implementation – leadership, culture, value and ethics

Ø        Functional Implementation: Functional strategies, plans and policies; marketing; financial, personal, operations, its plans and policies.

Ø         Strategic Evaluation and Control – An overview of strategic evaluation and control, techniques of strategic evaluation and control


3 Credits (3 – 0 – 0)


Ø        The Indian Contract Act: Essentials of a valid contract, void agreements, performance of contracts, breach of contract and its remedies, Quasi-Contracts

Ø        The Sale of Goods Act: Contract of sale of goods, conditions and warranties, transfer of property, rights of an unpaid seller; the negotiable instruments act: nature and types; negotiation and assignment; holder-in due course, dishonour and discharge of a negotiable instrument, arbitration

Ø        The Companies Act, 1956: Nature and types of companies; formation; memorandum and articles of association; prospectus, shares and share capital, allotment of shares

Ø        Membership: Borrowing powers; management and meetings; accounts and audit; compromise arrangements and reconstruction; prevention of oppression and mismanagement; winding up; Consumer Protection Act and Cyber Law


3 Credits (3 – 0 – 0)


Ø        Entrepreneurship: Concept, knowledge and skills requirement; characteristics of successful entrepreneurs; role of entrepreneurship in economic development; entrepreneurship process; factors impacting emergence of entrepreneurship; managerial vs. entrepreneurial approach and emergence of entrepreneurship

Ø        Starting the venture: Generating business idea, Sources of new ideas, methods of generating ideas, creative problem solving, opportunity recognition; environmental scanning, competitor and industry analysis; feasibility study – market feasibility, technical/operational feasibility, financial feasibility: drawing business plan; preparing project report; presenting business plan to investors

Ø        Functional plans: Marketing plan – marketing research for the new venture, steps in preparing marketing plan, contingency planning; organizational plan – form of ownership, designing organization structure, job design, manpower planning; Financial plan – cash budget, working capital, proforma income statement, proforma cash flow, proforma balance sheet, break even analysis

Ø         Sources of finance: Debt or equity financing, commercial banks, venture capital; financial institutions supporting entrepreneurs; legal issues – intellectual property rights patents, trade marks, copy rights, trade secrets, licensing; franchising


3 Credits (3 – 0 – 0)


Ø       Business Ethics: Introduction to Business Ethics, Ethics, Morals & Values, Concepts of Utilitarianism and Universalism – Theory of  rights, theory of Justice – Virtue ethics – ethics of care – Law and Ethics - The Nature of Ethics in Management- Business Standards and Values - Value Orientation of the Firm.

Ø       Typical Problems in Business Ethics - I : Environmental Pollution & Society - Marketing Ethics (in Products, Pricing, Promotion and Place) and Consumer protection – Ethics in Human Resources management (Recruitment and promotion policies, Working Conditions,, Down Sizing Workforce)

Ø       Typical Problems in Business Ethics – II:  Ethical issues at the top management, Ethics in financial markets and investor protection – Ethical responsibility towards competitors and business partners.

Ø      Corporate Social Responsibility: A Historical Perspective from Industrial Revolution to Social Activism – Current CSR practices of the firms in India and abroad.

Ø       Complexity of Ethical Issues: Conflicts in decision making from ethical and economic point of view- Ethical Dilemma - Solving ethical dilemma Managerial integrity and decision making.

Ø       Ethical Leadership: Personal Integrity and self development – wisdom based leadership.

Ø       Corporate Governance:. History of Corporate form and models - Corporate Objectives and goals, Ownership pattern – Issues in managing public limited firms – Agency problems.

Ø       Nature & Evolution of Corporate Governance: Global and National Perspectives – Global Corporate Governance models - Anglo American and Relationship model (Germany, Japan and France)-  Claims of Various Stakeholders - Why governance – Changes in eighties - Cadbury Report, Hampel Report and OECD Committee Recommendations – SOX Act.

Ø       Internal Corporate Governance Mechanism: Board of Directors— Functional Committees of Board; Code of conduct, whistle blowers.

Ø       External Corporate Governance Mechanism: Regulators, Gate keepers, Institutional Investors, Corporate raiders.

Ø       Corporate Governance Ratings

Ø       Corporate Governance  in India: corporate form in India  50s to 90s – developments in Corporate Governance in India in nineties and 2000s –  CII, Kumaramangalam, Narayanamoorthy, Naresh Chandra, JJ Irani Committee reports – Legal and Regulatory Changes –  introduction and modification of Clause 49, - Corporate governance in practice in India,  cases


Audit (1 – 0 – 1)


Ø        Reading

Ø        Writing

Ø        Listening

Ø        Speaking

Ø        Vocabulary

Ø         Functions

Ø        Grammar


3 Credits (3 – 0 – 0)


Ø        ERP, CRM and SCM Overview

o         Overview of the ERP, CRM and SCM applications

o         Functional Footprint of these applications

o         Differences between ERP, CRM and SCM and points of handover

o         Roles of these application in a organizations

o         Expected business benefits of these applications

o         Identify key application package for ERP, CRM and SCM and evaluate their differences/suitability

Ø        ERP, CRM and SCM Functional Deep Dive ERP

o         Core Financials

o         Payables

o         Receivables

o         Human Resource Management

o         Order to Cash cycles

o         PO to Payments Cycle

Ø       Operational CRM

o         Understanding Customer Lifecycle Management

o         Marketing & Campaign Management

o         Sales Force Automation & Compensation

o         Sales Processes – Lead, Opportunity and Quotes

o         Customer Acquisition

o         Service, Field Service and Customer Touch-points

o         Customer Satisfaction Analysis on interactions

o         Overview of Analytical CRM

Ø       SCM

o         Procurement

o         Distribution

o         Inventory & Warehousing

o         Vendor Management

Ø       ERP, CRM and SCM Implementation

o         Business Process Analysis and Optimizations

o         Functional Requirement Analysis

o         Non-Functional Requirement Analysis

o         Functional Fitment

o         Mapping Business Processes to Package

o         Mapping New Process in Organization

o         Managing Change in Organization due to ERP, CRM & SCM

o         Enhancement of Packaged Application to meet specific business requirements – when, how and how much

o         Measuring business benefits

o         Understanding issues and challenges in implementing these applications


3 Credits (3 – 0 – 0)


Ø        The Phenomenon of Globalization: Drivers and obstacles to globalization; motives and determinants of internationalization of firms; components and challenges of international strategic management; developing a strategic planning model for an MNC; approaches to multinational corporate strategy; impact of personal values and corporate and culture on international strategy.

Ø        Motives for Strategic Global Alliances: Strategic value of an alliance; partner analysis; criteria for successful alliances; cross-border mergers and acquisitions; managing integration, transition and consolidation phases; strategic considerations in foreign market identification, entry and exit; product strategies for global markets; strategic decisions over different stages of international product lifecycle; R&D networking and technology strategy; global knowledge management.

Ø        Strategic Considerations in Expatriate Personnel Management: HR strategies in cross-cultural environment; international control system; aspects of headquarter control over subsidiaries; challenges of multinational recruitment, selection and performance appraisal; integrating ethical and social responsibility concerns with strategic management; communication and negotiation strategies; e-commerce strategy.

Ø        Risk Strategies in Multinational Management: Global capital structure decisions; international investment strategy; minimizing taxation burden; transfer pricing techniques; managing international intra-company accounts; management of blocked funds; managing project, working capital and trade finance; strategies for global competitive advantage.


3 Credits (3 – 0 – 0)


Ø       Family Business Essentials: strength, culture and values: Definitions of Family Business, Economic Impact and Strengths of Family Business, Family Business Culture and Values, Resolving Problems, Know hows of Family Businesses, Dilemmas and Challenges, Emotional Issues, Leadership.

Ø       Family Business Dynamics and growing complexities: Participation in Family Business (Partners), Women in Family Business, Multi Family Ownership, Non family Employees, Managing Conflict, Family Business Systems, Family Business Life Cycles, Ownership Transitions.

Ø       Teamwork and Family Relationships With Business: Developing a strategic vision, Values in Family Business, Essentials of Successful Planning, Communication, Family Teamwork, Family Governance.

Ø       The next generation and leadership perspectives: Working with non-family employees, Recruitment, training and appraisals in Family Business; Sibling Rivalry, Relationship with the Senior Generations,

Ø       Working with outside Resources: Non-Family Members, External Consultants and Advisors.

Ø       Professionalizing the boardroom and managing balance among the board members: Dynamics of a well planned board, Board Composition, Effective Boards, Relationship with the Family.

Ø       Cousin Companies: multigenerational family firms: Family Business Ownership, Complexity in Cousin Companies, Ownership, Business and Family Policies; Setting up Family Governance, Structure of Family Governance, Other Governance Bodies, Roles and Responsibilities.

Ø       Managing Succession.: Transferring to the next generation, Managing succession planning, Environmental factors, Planning and leading transition, Intergenerational teamwork, Outside Help, Evolving a training process, Retirement process, selecting the right successor, Preparing the next generation leaders, informal training, adjusting with the next generation and culture.

Ø       Building Financial Security and clarity of control mechanism: Building Financial Security, Selling the business, Ownership Issues, Trusts: issues and management,

Ø       Wealth Management: Family Office: roles and structures, Managing the family office, philanthropy.


3 Credits (3 – 0 – 0)


Ø        Introduction to Management Control Systems: Nature of Management Control - Purpose of Management Control Systems - The Organizational Context of Managerial Control Systems - The Formal Systems - The Informal Systems - The Subsystems and the Components of Control Systems – Use of Information Technology on Control Systems

Ø        Designing the Control Process and Managerial Controls: Introduction - Schools of thoughts in control (contingency approach, Cybernetic Approach, Management control process approach) - Designing Management Controls - The Control Process Hierarchy - Communication and Reporting Structures in the Control Systems.

Ø        Key Success Variables and Measures of Performance: Identification of Key Success Variables - Key Success Variables and the Control Paradigm - Performance Indicators - EVA, Profitability measures.

Ø        Design, Style and Culture of Control Systems: Managerial Styles and the Design of Control Systems - Corporate Culture and Control Systems - Establishing a Customer-Focused  Culture.

Ø        Organization Structures for Adaptive Control: Different types of organization structures and control implications – Role of Controller in different organizational structures – Structural requirements for an Adaptive Organization.

Ø        Autonomy, Responsibility and Performance Measurement: Divisional Autonomy - Style and Processes of Management - Responsibility Structure - Overall Effectiveness Measures - Standard Cost Center - Revenue Center - Profit Center - Investment Center - Performance Measurement of Decentralized Operations - Inter profit - Center Relations.

Ø        Tools for Management Control: Budgeting as a control tool – Analyzing and reporting financial performance – analysis of variances - Target Costing - Activity based costing- (simple numerical examples to be used to explain the above tools) - Quality Control tools (focus on how they act as tools for operational control)

Ø        Management Control in Multinational Corporations: Control Issues in the Multinational Corporation - Cultural differences and resulting structural design problems - Transfer Pricing - Foreign Exchanges Management.

Ø        Management Control in Non-Profit Institutions: Introduction - The Mission of Non-Profits institutions - Key Success Indicators - Performance Measures - Management Style and Culture - Formal Control Processes

Ø        Management Control in Service Organizations: Introduction - Implications for Management Control in service organizations – Control systems in Financial Institutions - Professional Service Organizations and Hospitality Sectors

Ø        Management Control in Projects: Nature of Planning and Control in Projects - control environment in projects – reporting – project auditing – Evaluation of projects

Ø        Management Audit: Introduction- Circumstances Leading to Development of Management Audit (including various types of functional audits) - Weaknesses Revealed by Management Audit - Management Audit Process - Financial Audit, Cost Audit, Internal Control/Audit and Management Audit – Parameters of evaluating of management audit – Social and environmental audits.


3 Credits (3 – 0 – 0)


Ø        Introduction: Generation and Screening of Project Ideas.

Ø        Capital Expenditure: Importance and Difficulties; Market Demand and Situational Analysis; Technical Analysis; financial Analysis.

Ø        Analysis of Project Risk: Firm Risk and Market Risk; Social Cost Benefit Analysis.

Ø        Multiple Projects and Constraints.

Ø        Network Techniques for Project Management: Project Review and Administrative Aspects.

Ø        Project Financing in India: Problem of Time and Cost Overrun in Public Sector Enterprises in India; Assessment of the Tax Burden.

Ø        Environmental Appraisal of Projects.


3 Credits (3 – 0 – 0)


Ø        Basic concepts of income tax: Residential status and its incidence on tax liability, incomes exempt from tax; income from the hard salary; income from house property.

Ø        Profits and gains of business and profession including depreciation; capital gains; income from other sources.

Ø        Clubbing of incomes: Setting off and carrying forward of losses; general deductions from gross total income, assessment of individuals and companies, computation of tax liability.

Ø        Tax planning/ITRs and Assessment: Taxation with reference to managerial decisions – own or lease, make or buy, export or local, close or continue etc. Tax planning in reference to employees’ remuneration; returns of income and assessment of income; deduction and collection of tax at source; income tax authorities and their powers.


3 Credits (3 – 0 – 0)


Ø        Conceptual framework of SCM: Environmental influences on cost management practices, role of SCM in strategic positioning; cost management tools -life cycle costing, target costing, kaizen costing, JIT & theory of constraints, BPR and bench marking.

Ø        Nature of activity-based costing (ABC): Benefits and limitations of ABC; limitation of volume -based costing system, indicates of ABC; activity hierarchies; cost drivers; designing an ABC system Activity-based management; operational and strategic application of ABC; customer profitability analysis, process value analysis, financial measures of activity efficiency; Nature of value-chain analysis; activity analysis and linkage analysis; application of linkage analysis in cost reduction and value addition.

Ø        Functional-based planning and control: Budgeting –nature, administration and effectiveness; budgeting cycle; activity-based budgeting; Kaizen approach; ZBB; performance budgeting; human aspects of budgeting; responsibility centers and financial control – nature and role of responsibility centres; accounting and evaluation of responsibility centers, measuring the performance of investment centre – ROI, RI, EVA; transfer pricing and its applications.

Ø        Strategy-based performance measurement system: Balanced score card – prospectives and limitations; establishing objectives and performance measures in different perspectives of balance score card; productivity measurement and control; productivity efficiency; partial and total productivity.


3 Credits (3 – 0 – 0)


Ø        Investment: Meaning, nature, process and alternatives; return and risk; Concept and components of total risk; Measuring historical and expected return and risk; systematic and unsystematic risk. Measurement of systematic risk.

Ø        Objectives and benefits of investment analysis and security valuation: Theories of fixed and variable income securities; Efficient Market Theory; Fundamental Analysis - Economic, Industry and Company Analysis; Technical Analysis.

Ø        Portfolio: Meaning, advantages and selection;  Selection Problems: Markowitz portfolio theory; expected return and standard deviation for portfolios; the efficient frontier; the efficient frontier and investor utility; the selection of the optimal portfolio; Sharpe single-index model; Capital Asset Pricing Model; Arbitrage Pricing Theory.

Ø        Bond portfolio management strategies: Passive portfolio strategies, active management strategies; Portfolio revision – meaning, need, constraints and strategies; formula plans - constant-dollar-value plan, constant ratio plan, variable ratio plan; Portfolio performance evaluation: risk adjusted measures of performance.


3 Credits (3 – 0 – 0)


Ø        Financial Markets in India: Indian Money Markets and Recent Reforms Call Money Market, Treasury Bills Market, Commercial Bills Market, Markets for Commercial Paper & Certificate of Deposits, Recent Developments in Capital Markets in India, Role of SEBI, Merchant Banking, Venture Capital.

Ø        Financial & Banking Institutions: Role, Meaning and Importance of Financial Institutions and Banks in the Emerging New Environment of Privatization and Globalisation, Funds Flow Analysis, Interest Rate Analysis, Yield Curve, Risk and Inflation, Management of Commercial Banks, Credit Gaps and Credit Rating, Consortium Loaning, Maximum Permissible Banking Finance, Loan Pricing, Narasimham Committee Reports, Non-performing Assets, Asset Classifications, Income Recognition Provisioning and Capital Adequacy Norms, Disinvestment.  

Ø        Investment Trust Companies: Economics of Investment Trust Companies, Mutual Funds, A Detailed Critical Appraisal of UTI in the Indian Financial System.  

Ø        NBFC: Activities and Role of NBFC; Regulatory Framework of NBFC; Recent Development.


3 Credits (3 – 0 – 0)


Ø        Introduction: Legal Aspects of Mergers/ Amalgamation and, Acquisition/Labour, Provisions of Companies Act, Regulation by SEBI, Takeover Code: Scheme of Amalgamation, Approval from Court.

Ø        Valuation of a Business: Methods of Valuation – Cash flow Basis, Earning Potential Basis, Growth Rate, Market Price etc.  Motives for Merger; Financial Evaluation, Types of Mergers.

Ø        Computation of Impact on EPS and Market Price: Determination of Exchange Ratio, Impact of Variation in Growth of the Firms, MBO, LBO, Boot Strapping; Financing of Merger. Defence Against Hostile Takeover, Poisson Pill, Bear Hug, Greenmail, Pacman. Post Merger  H.R. and Cultural Issues. Criteria for Negotiating for Friendly Takeover


3 Credits (3 – 0 – 0)


Ø        Fundamentals of Financial Management, Recapitulation: Objectives ‐ Functions and Scope ‐ Evolution ‐Interface of Financial Management with Other Functional Areas ‐ Environment of Corporate Finance. Types of Cash flows ; Future Value of a Single Cash Flow, Multiple Flows and Annuity ; Present Value of A Single Cash Flow, Multiple Flows and Annuity, Growing Annuity, Perpetuity and Growing Perpetuity.

Ø        Overview of Financial Markets: Financial Markets ‐ Functions and Classifications of Financial Markets ‐Money Market ‐ Forex Market ‐ Government Securities Market ‐Capital Market ‐ Derivatives Market ‐International Capital Markets – Participants.

Ø        Sources of Long‐Term Finance: Equity Capital and Preference Capital ‐ Debenture Capital ‐ Term Loans and Deferred Credit ‐Government Subsidies; Sales Tax; Sales Tax Deferments and Exemptions; Leasing and Hire; Purchase; New Instruments.

Ø        Raising Long term Finance: Venture Capital, Initial Public Offering, Public Issue by listed companies, Rights Issue, Preferential allotment, Private placement, Term Loans

Ø        Introduction to Risk and Return: Risk and Return Concepts; Risk in a Portfolio Context; Relationship Between Risk and Return; CAPM and Dividend Capitalization Model.

Ø        Valuation of Securities: Concept of Valuation; Bond Valuation; Equity Valuation: Dividend Capitalization Approach and Ratio Approach ;Valuation of Warrants and Convertibles.

Ø        Cost of Capital: Concept and Importance; Cost of debenture; Term loans; Equity capital and retained earnings; Calculation of Weighted Average Cost of Capital; Weighted Marginal Cost of Capital Schedule.

Ø        Basics of Capital Expenditure Decisions: The Process of Capital Budgeting ; Basic Principles in Estimating Cost and Benefits of Investments; Appraisal Criteria: Discounted and Non Discounted Methods (Pay Back Period; Average rate of return; Net Present Value; Benefit Cost Ratio ;Internal Rate of Return)

Ø        Analysis of Project Cash Flows: Cash Flow Estimation; Identifying the Relevant Cash Flows; Cash Flow Analysis; Replacement, Cash Flow Estimation Bias; Evaluating Projects with Unequal Life; Adjusting Cash Flow for Inflation.  

Ø        Risk Analysis and Optimal Capital Expenditure Decision: Introduction to project risk; Stand Alone Risk ; Sensitivity  Scenario and Decision Tree Approach; The Impact of Abandonment on NPV and Stand Alone Risk ;Risk Adjusted Discount Rate versus Certainty Equivalents ; Incorporating Risk and Capital Structure into Capital Expenditure Decisions ; Optimal Capital Expenditure; Capital Rationing.


3 Credits (3 – 0 – 3)


Ø        Role of compensation in organization: Economic and behavioural theories related to compensation; strategic perspectives of compensation; compensation as motivational tool; compensation policy. Internal and external equities in compensation system; determining the worth of jobs; understanding inter and intra-industry compensation differentials, designing pay structure and administering compensation package; understanding different components of compensation package like fringe benefits, incentives and retirement plans; pay for performance plans

Ø        Compensation of special group: Corporate Directors, Chief Executives, Senior Managers; components of executive compensation package; compensation of professionals and knowledge workers, R&D staff, sales compensation plan, international compensation

Ø        Reward System: Statutory provisions governing different components of reward systems; working of different institutions related to reward system like wage boards, pay commissions, role of trade unions in compensation management; tax planning

Ø        Performance Management: Concept, characteristics, role and significance of performance management; performance appraisal viz–à-­viz performance management, process of performance management; performance management and strategic planning linkages. Performance management strategies and interventions – reward based performance management; career based performance management, team based performance management

Ø        Types of Performance Management: Culture based performance management; measurement based performance management; competency based performance management; leadership based performance management


3 Credits (3 – 0 – 0)


Ø        Organizational Change: Meaning, nature, types; theories of planned change; Organizational Development  – nature and characteristics; process of organizational development

Ø        Human Process Interventions: T-group, process consultation, third party interventions, team building; organizational confrontation meeting, coaching and mentoring, role focused interventions

Ø        Techno structural Interventions: Restructuring organization, reengineering, employee involvement, work design; Strategic Interventions – Organization and environment relationships, organization transformation

Ø        Contemporary issues and applications: Organizational development in global context, organizational development in service sector, OD Practioners – role, competencies requirement, professional ethics and values and experiences; future trends in OD


3 Credits (3 – 0 – 0)


Ø        Training: concept and rationale: Role of stakeholders in training programme; Organization and Management of training function; Training needs assessment – organizational analysis, operational analysis, person analysis; competency mapping

Ø        Designing the training programme: Process of learning in training programme – attributes and factors influencing; learning process; learning styles; training climate and pedagogy; developing training modules; Training aids

Ø        Training methods and techniques: Role playing, business games, in basket exercises, laboratory training; incidents and cases; seminars, syndicates and group discussion; lecture, programmed instructions; inspirational techniques – brainstorming, mind mapping, creative problem solving

Ø        Evaluation of training: Need for evaluation, principles of evaluation, criteria and approaches; return on investment in training, process of calculating ROI in training; emerging trends in training and development; new perspectives on training – cross cultural training, e-learning, knowledge management


3 Credits (3 – 0 – 0)


Ø        Emergence and Objectives of Labor Laws and their Socio-economic Environment.

Ø         Industrial Relations Laws-laws relating to Industrial Disputes, Trade Unions, and Standing Orders.

Ø        Laws relating to Discharge, Misconduct, Domestic Enquiry, Disciplinary Action.

Ø        Social Security Laws- laws relating to Workmen’s Compensation, Employees State Insurance, Provident Fund, Gratuity and Maternity Relief.

Ø        Wages and Bonus laws- The law of Minimum Wages, Payment, Payment of Wages, Payment of Bonus.

Ø        Laws Relating to Working Conditions- The laws relating to Factories, Establishment, and Contract Labor.

Ø        Interpretations of Labor laws, their working, and Implications for management, Onion, workmen; The Economy and the Industry.


3 Credits (3 – 0 – 0)


Ø        Emergence and Growth of Counseling Services.

Ø        Approaches to Counseling.

Ø        Counseling Process- Beginning, Developing and Terminating a Counseling Relationship and Follow up.

Ø        Counselor’s Attitude and Skills of Counseling.

Ø        Assessing Client’s Problems.

Ø        Selecting Counseling Strategies and Interventions- Changing Behaviour through Counseling; Special Problems in Counseling.

Ø         Application of Counseling to Organizational Situations with a focus on Performance Counseling.


3 Credits (3 – 0 – 0)


Ø        Human Resource management in global organizations: Meaning and concept of Culture, dimensions, characteristics and elements; Human and cultural variables of organization; Culture diversity, models and attitudinal dimensions; cultural differences, similarities and managerial implications

Ø        Global HR issues: Cross-national differences; Differences in communication, work settings, negotiations, leadership, motivational context, standardization and adoption of work practice; Training and development of international staff

Ø        Managing global staff: Recruitment, Selection criteria and issues; Retaining and motivating International staff; bargaining behavior and negotiation strategies; Culture caricatures, team development and co­operation

Ø        Compensation: Objectives, determinants and key components; Standards of performance management in global perspective; Issues and challenges in global perspective; Expatriate and repatriate issues in global context


3 Credits (3 – 0 – 0)


Ø        Consumer behaviour and consumer research: Importance of consumer behaviour; evolution of consumer behaviour; methods of studying consumer behaviour; customer centric organizations; market analysis; market segmentation, marketing mix strategies; value of brands in marketing strategy; customer loyalty and retention strategy; global marketing strategy; global marketing strategy; global advertising effectiveness; consumer decision process model; variables affecting the decision process; types of decision process; factors influencing the extent of problem solving; pre purchase processes; need recognition; internal and external search; pre-purchase evaluation

Ø        Different types of purchase situations: Retailing and the purchase process; determinants of retail success or failure; point-of-purchase materials; consumer logistics; location based retailing; direct marketing consumption behaviours; consumption experiences; importance of customer satisfaction; factors affecting satisfaction level; demographics and consumer behaviour; economic resources and consumer behaviour; personality and consumer behaviour; personal values; lifestyle motivational conflict and need priorities; motivational intensity; motivating consumer

Ø        Importance of consumer knowledge: Types of consumer knowledge; sources of consumer knowledge; benefits of understanding consumer knowledge; consumer beliefs; consumer feelings; consumer attitudes; consumer intentions; culture and its effect on consumer behaviour; changing values and its effect on consumer behaviour; changing values and its effect on marketing; determinants of social class; social class and consumer behaviour; importance of families and households on consumer behaviour; role behaviour and its influence on the decision process; family life cycles; changing roles of women; children and household consumer behaviour

Ø        Group and personal influences on individuals: Reference group and its influence on individuals; transmission of influence through dyadic exchanges; word of mouth and opinion leaders in advertising and marketing strategy; diffusion of innovations; diffusion process; reaching the consumer; gaining consumer’s attention; shaping consumer’s opinion; opinions change; product’s and advertising’s role in shaping consumer opinion; cognitive learning; retrieval of information; company’s role in helping consumers to remember


3 Credits (3 – 0 – 0)


Ø        Marketing Communication: Functional areas of marketing communication; integrated marketing communication; types of advertising agencies; media partners and their role; compensating the advertising agencies; agency evaluation; brands – its meaning; creating and maintaining the brand; selecting desired brand position; developing brand identification; creating a brand image; creating and maintaining brand relationship with customers; brand-customer touch points; prospects and customers; AIDA model; think/fear/do models; brand decision making process; attitude formation and attitude change; brand likeability

Ø        Campaign Planning: IMC planning process; internal marketing; segmenting and targeting; types of segmentation; message and profitability targeting; digitization of brand information; customer database; building relationship through data management; developing creative message strategy; process of developing IMC message strategy; methods of getting creative ideas; brand-message execution; copywriting; writing for point and electronic media; print layout and design; executional and strategic consistency

Ø        Media Classification: Media strength and weakness; wireless communication; e-mail marketing; website marketing; integrating online brand communication; media planning; consumer sales promotion; sales promotion tools; determining consumer sales promotion strategies; strengths and limitations of sales promotion; trade promotions; trade promotion for new products and existing brands; trade promotion strategies; objectives of co-marketing communication

Ø        Personal Selling Objectives and Strategies: Personal selling process; defining public relations; limitations of brand publicity; brand publicity tools; corporate image and reputation; mission and cause marketing; crisis communication; interactive and personal dimension of direct marketing; methods of direct marketing; event marketing; trade shows and other participation events; sponsorships; strengths and customer service; objectives and strategies of customer service; social, economic and ethical issues in IMC; evaluation and measurement of brand messages; measurement and evaluation methods


3 Credits (3 – 0 – 0)


Ø        Branding concepts: Branding challenges and opportunities; brand equity concept; strategic brand management process; customer based brand equity; building a strong brand and its implications; identifying and establishing brand positioning; defining and establishing brand values; internal branding

Ø        Choosing brand elements to build brand equity: Designing marketing programs to build brand equity: integrating marketing communication to build brand equity: information processing model of communication, marketing communication options, leveraging secondary brand knowledge to build brand equity: conceptualizing the leveraging process, country of origin; co-branding, licensing, celebrity endorsement, sporting, cultural and other events

Ø        Developing a brand equity measurement and management system: Establishing brand equity management system; measuring sources of brand equity – capturing customer mindset: qualitative research techniques, quantitative research techniques; measuring outcomes of brand equity; capturing market performance

Ø        Designing and implementing branding strategies: Brand-product matrix, brand hierarchy, introducing and meaning new products and brand extensions; managing brands over time: managing brands over geographic boundaries and market segments


3 Credits (3 – 0 – 0)


Ø        Objective of Sales Management: Personal selling objectives; theories of selling; personal selling process; size of sales force; social and ethical responsibilities in sales management; compensation and motivation of sales force

Ø        Sales Meetings: Sales contests; sales quotas; sales territories; evaluating and controlling the sales personnel; analysis of sales, costs and profitability

Ø        Distribution Management and Marketing Mix: Marketing channels; channel institutions – wholesaling and retailing; designing channel system

Ø        Channel Management: Channel information system; market logistics and supply chain management; international sales management


3 Credits (3 – 0 – 0)


Ø        Basic Concepts: Definition, importance and scope of Retailing; Evolution of Retail Competition, The Wheel of Retailing, the Accordion, the Retail Life Cycle; Emerging Trends in Retailing; The Retail Scenario in India; Retail Formats.

Ø        Information Gathering in Retailing: Retail Strategic Planning and Operation Management; Retail Financial Strategy; Target Market Selection and Retail Location; Store Design and Layout; Visual Merchandising and Displays.

Ø        Merchandise Planning, Buying and Handling: Merchandise Pricing; Retail Communication Mix; Promotional Strategy; Retail Human Resources Management; Customer Service, The GAPs Model, Customer Relationship Management.

Ø        Retail Management Information Systems: Retail Audits; Online Retailing; Global Retailing; Legal and Ethical Issues in Retailing.


3 Credits (3 – 0 – 0)


Ø        Evolution of Service Marketing: Emergence of service economy globally, relative role of service sector in India economy, Growth and importance of services marketing in India

Ø        Introduction and understanding of service marketing: Conceptual framework differentiating goods from services; services defined; characteristics of services, nature and scope of service classification of services, goods services marketing continuum, marketing challenges and opportunities pertaining to services marketing

Ø        Services marketing targeting: Marketing-mix framework of services; marketing segmentation and services positioning to target markets

Ø        Implementing services marketing strategy: Strategic process; Mckinsey 7-S framework, Gronroos Model of Services marketing trinity.

Ø        Consumer behavior in services:  Determining factors; consumer purchase decision process; customer involvement in services encounters; model of consumer expectations and perceptions.

Ø        Services Quality Management:  Determinants of services quality; Gronroos Model of services quality; PZB Model for measuring services quality using SERVQUAL; PZB Gap Model of Service Quality; Measuring and Improving SQ; tools for addressing SQ problems.

Ø        Services marketing and Customer Relationship Management: Concept; CRM Marketing initiatives; relatives importance of CRM in SM: Factors determining, different relationship markets for services; CRM  Model and Ladder of Customer Loyalty; CRM and customer service ; usage of- e-CRM in the Services scenario in India

Ø        Areas of Services Marketing in India services sector:

o         Marketing of banking services

o         Marketing of Insurance services

o         Marketing of tourism services

o         Marketing of hospitality services

o         Marketing of telecom services

o         Marketing of health care and personal care services


3 Credits (3 – 0 – 0)


Ø        Background analysis for Project Decision and Planning

Ø        Project oriented Management vs. Traditional Management:

Ø        Project Characteristics, stages, steps and various checkpoints

Ø        Analysis for budgetary Allocation.

Ø        PMI Process Groups

Ø        Systems, Organizations and System Methodologies

Ø        Project Preparation Stages

Ø        Clarification of roles, responsibilities, authority and accountability

Ø        Project team structure

Ø        Issues related to sensitive and/or time bound projects

Ø        Politico-legal understanding and coordination

Ø        Ethical issues related to area development and human resource

Ø        Measurable checkpoints and variations expected

Ø        Project Appraisal

Ø        Commercial Financial Management (stage wise control)

Ø        Steps in Planning and Scheduling

Ø        Network Scheduling and PDM

Ø        PERT, CPM, Floats

Ø        Cost and Crashing

Ø        Resources Loading and Leveling

Ø        GERT

Ø        WBS and Project Organization

Ø        Managing Risks in Projects

Ø        Project Control and evaluation mechanisms

Ø        Unavoidable - its prevention and management

Ø        Analysis of the factors contributing to sub-standard outcome,

Ø        Time and cost over – run

Ø        Causes of project failure

Ø        Introduction to Microsoft Project 2007



3 Credits (3 – 0 – 0)


Ø        Role of services in an economy: economic evolution, stages of economic development- pre-industrial society, industrial society, post industrial society; nature of service sector, role of service manager

Ø        The nature of services: service classification, The Service Package, distinctive characteristics of service operations, an open view of services

Ø        Service strategy: the strategic service concept, classifying services for strategic insights, understanding the competitive environment of services, competitive service strategies, winning customers in the marketplace

Ø        Services and information technology: technological innovations in services, the competitive role of information in services, the virtual value chain limits in the use of information.

Ø        The service delivery system: service blueprinting, strategic positioning through process structure, taxonomy or service process design, generic approaches to service system design. Vehicle routing- CW algorithm unconstrained and constrained.

Ø        The supporting facility: Design, Layout, process flowcharting, environment psychology and orientation; Walk Through-Audit, The Walk-Through-Audit as a Diagnostic Tool

Ø        The service encounter: the service encounter triad- Encounter Dominated by the Service Organization, Contact Personnel-Dominated Encounter, Customer-Dominated Encounter; the service organization- culture, empowerment; contact personnel- selection, training; the customer- expectations and attitudes, the customer as co-producer; creating a customer service orientation, the service profit chain

Ø        Service facility location: location considerations, estimation of geographic demand, facility location techniques, site considerations, breaking the rules- competitive clustering, saturation marketing, intermediaries, substitution of communication for transportation

Ø        Service quality: defining service quality, measuring service quality- SERVQUAL, benchmarking, scope of service quality; quality service by design- incorporating quality in the service package, Taguchi methods, Poka Yoke, quality function deployment; achieving service quality- cost of quality, tools for achieving service quality; programs for service quality assurance- quality improvement to achieve zero defects, Deming’s 14 point program unconditional service guarantee Malcolm Baldrige quality award

Ø        Managing queues: queuing systems, the psychology waiting, the economics of waiting essential features of queuing systems standard M/M/1 model, finite- queue M/M/1 model M/G/1 model.

Ø        Managing capacity and demand: strategies for managing demand- partitioning demand, offering price incentives, promoting of-peak demand, developing complementary services, using reservation systems and handling the overbooking problem; Strategies for managing supply- using daily workshift scheduling, using weekly workshift scheduling with days off constraints, increasing customer participation, creating adjustable capacity, sharing capacity, cross training employees, using part tie employees, scheduling part-time tellers at a drive-in bank. Yield management and its applications.

Ø         Productivity and quality improvement: Stages in service firm competitiveness- available for service, journeyman, distinctive competence achieved, world class service delivery; Making continual improvement a competitive strategy- inventory and waiting line analogy, continual improvement as part of the service organization culture, management implications. Data envelopment analysis: measuring service productivity, The DEA model- definition of variables, objective function, constraints, DEA and strategic planning.


3 Credits (3 – 0 – 0)


Ø        Introduction: What is a Supply Chain ?– Decision Phases in a supply Chain - Process view of a Supply Chain – The importance of supply Chain flows –Competitive and Supply Chain Strategies – Achieving strategic fit – Expanding strategic scope -Global Optimization – Managing Uncertainty – Why Supply Chain Management – Key Issues in Supply Chain Management – supply chain drivers and obstacles.

Ø        Transportations, facility decisions and network design in supply chain: The role of transportation - factors affecting the transportation decisions - modes of transportation - design options for transportation network – trade offs in transportation design, tailored transportation- routing and scheduling in transportation – role of facility decisions in supply chain - factors influencing network design decisions - models for facility location and capacity allocation - making network design decisions in practice.

Ø        Inventory Management and Risk Pooling: Introduction – Single Warehouse Inventory– The Economic Lot Size Model – The Effect of Demand Uncertainty – Supply Contracts – Multiple Order Opportunities – Continuous Review Policy – Variable Lead Times – Periodic Review Policy – Risk Pooling – Centralized Versus Decentralized Systems – Managing Inventory in the Supply Chain – Practical Issues – Forecasting – Judgment Methods – Market Research Methods – Time-Series Methods – Causal Methods – Selecting the Appropriate Forecasting Technique.

Ø        The Value of Information: Introduction – The Bullwhip Effect – Quantifying the Bulllwhip Effect – The Impact of Centralized Information on the Bullwhip Effect – Methods for Coping with the Bullwhip Effect - Effective Forecasts – Information for the Coordination of Systems – Location Desired Products – Lead-Time Reduction – Information and Supply Chain Trade-offs – Conflicting Objectives in the Supply Chain – Designing the Supply Chain for Conflicting Goals.

Ø        Supply Chain Integration: Introduction – Push, Pull and Push-Pull Systems – Push-Based Supply Chain – Pull-Based Supply Chain – Push-Pull Supply Chain – Identifying the Appropriate Supply Chain Strategy – Implementing a Push-Pull Strategy – Demand-Driven Strategies – The Impact of the Internet on Supply Chain Strategies –Distribution Strategies – Direct Shipment – Cross-Docking – Transshipment – Centralized Versus Decentralized Control – Central Versus Local Facilities.

Ø        Strategic Alliances: Introduction – A Framework For Strategic Alliances – Third-Party Logistics – Retailer-Supplier Partnerships – Types of RSP _ Requirements for RSP – Inventory Ownership in RSP – Issues in RSP Implementation –Steps in RSP Implementation - Advantages and Disadvantages of RSP –Distributor Integration – Types of Distributor Integration – Issues in Distributor Integration.

Ø        Procurement and Outsourcing Strategies: Introduction – Outsourcing Benefits and Risks – A Framework for Buy/Make Decisions - E-Procurement – A Framework for E-Procurement.

Ø        International Issues in Supply Chain Management: Introduction – Global Market Forces – Technological Forces – Global Cost Forces – Political and Economic Forces – Risks and Advantages of International Supply Chains – Risks – Addressing Global Risks – Requirements for Global Strategy Implementation – Issues in International Supply chain Management –International versus Regional Products - Local Autonomy Versus Central Control – Miscellaneous Dangers – Regional Differences in Logistics – Cultural Differences – Infrastructure – Performance Expectation and Evaluation -Information System Availability – Human Resources.

Ø        Coordinated Product and Supply Chain Design: Design for Logistics – Economic Packaging and Transportation _ Concurrent and Parallel Processing – Standardization – Selecting a Standardization Strategy – The Push-Pull Boundary – Supplier Integration into New Product

Development – The Spectrum of Supplier Integration – Keys    to Effective Supplier Integration –Technologies and Suppliers – Mass Customization –- Making Mass Customization Work – Mass Customization and Supply Chain Management.

Ø        .Information Technology For Supply Chain Management: Introduction – Goals of Supply Chain Information Technology – Standardization – Information Technology Infrastructure – Interface Devices – Communications- Databases – System Architecture – Electronic Commerce – Electronic Commerce Levels – Supply Chain Management System Components – Integrating Supply Chain Information Technology – Stages of Development – Implementation of ERP and DSS – “Best-of-Breed” Versus Single-Vendor ERP Solutions.

Ø        Decision-Support Systems For Supply Chain Management: Introduction – The Challenges of Modeling – Structure of Decision-Support Systems – Input Data – Analytical Tools – Presentation Tools – Supply Chain Decision-Support Systems


3 Credits (3 – 0 – 0)


Ø        Games of complete information.

o         Simultaneous move games and Nash equilibrium.

o         Pure strategy vis-à-vis mixed strategy.

o         Sequential move games and sub-game perfect Nash Equilibrium.

o         Commitment and strategic Moves – Credibility, threats, and promises as ways to change the game being played.

o         Evolutionary games Applications.

o         Static and Dynamic games of Price and non-price competition.

o         Commitment strategies

o         Entry and exit decisions and entry deterrence strategies.

o         Pricing strategies, capacity commitment.

o         War of attrition.

o         Co-ordination games.

o         Bank runs.

o         Bargaining and Tournament games.

o         Collective-action games.

Ø        Games of incomplete information.

o         Static games of incomplete information and Bayesian Nash equilibrium

o         Dynamic games of incomplete information and Perfect Bayesian equilibrium.

o         Signaling games.

o         Applications.

o         Brinkmanship

o         Reputation and strategic irrationality

o         Auctions.


3 Credits (3 – 0 – 0)


Ø        E-Business

o         Understanding E-Business what is E-business? What are the benefits? Creating additional revenue. Reaching more customers and markets Improving marketing and promotions.  Meet the needs and expectations of customers .Making it easier for people to do business.

o         Planning: Researching the opportunities ,Customer relationship management ,Distribution and logistics Exporting, Marketing and promotion , Key issues to consider, Security , Estimating budgets, Identifying the target audience , Writing a E-business plan.

o         Building: Website concepts , The Database , Getting a website name , Choosing and preparing web content , Marketing and your website , The look and feel ,E-commerce - selling on your website, Developing the website Writing the development brief , Selecting the web developer , What to look for in a developer.

o         Managing Maintaining E-business systems, Website content maintenance , Quality assurance ,Making improvements Technical maintenance , Promoting your website, Developing a promotional strategy ,registering with search engines ,Helping search engines find your website ,Advertising your website ,Budgeting for maintenance.

o         Legal issues: Privacy laws, Defamation,  Contracts, Terms and conditions, Intellectual property, Copyright, Trademarks, Confidential information, Jurisdiction, Spam and ethical E-marketing.

Ø        E-Commerce

o         Introduction of E-Commerce: Origin and need; Framework, Applications; Network infrastructure (including internet), internet commercialization; factors affecting e-commerce; business and technological dimensions of E-commerce.

o         Electronic payment system: Inter-organizational commerce & intra-organizational commerce, EDI, value-added network; digital library; smart card, credit card and emerging financial instruments.

o         B2B E-commerce: E-procurement, supply-chain coordination; online research; organizing for online marketing. Internet retailing, multi channel retailing, channel design; selling through online intermediaries. Mobile commerce: Introduction to mobile commerce; benefits of mobile commerce; mobile commerce framework; internet advertising.

o         Security: Advertising & marketing in the internet, introduction to marketing & CRM, consumer search & resource discovery, computer based education & training, digital copyrights. Search engine & directory services; Agents in electronic commerce.

Ø        Computer Lab: Internet surfing of E- Commerce Sites


3 Credits (3 – 0 – 0)


Ø        Application Modeling Overview

o         Functional Requirement Analysis

o         Non-Functional Requirement Analysis

o         Scalability and Reliability concepts

o         Maintainability and Flexibility of Applications

o         Application Security Concepts

Ø        Business Process Modeling

o         Process Modeling Fundamentals

o         Process Modeling Methodologies

o         Flow Chart Based Modeling

o         IDEF Process Modeling Methodologies

o         Swinline Process Modeling Technique

o         BPEL (Business Process Execution Language)

o         XBML (Extended Business Modeling languages)

Ø        Object Oriented Analysis and Modeling

o         Introduction to UML

o         Functional Use Case

o         Technical Use Cases

o         Component Diagram

o         Class Diagram and Object Diagrams

o         Composite Structure Diagram

o         Sequence Diagram

o         Activity Diagram

o         State Diagram (State Transition)

o         CASE Tool

Ø        Relational Modeling

o         Introduction to Relational Concepts & Database

o         Data Structure Diagram

o         Data Flow Diagram

o         Entity Relationship Diagrams

o         Normalizations

o         Logical Data Model (LDM) vrs Physical Data Model (PDM)

o         Object Oriented to Physical Modeling

Ø        Service Oriented Architecture (SOA)

o         Concepts of SOA

o         Business Services vs Technical Services (Coarse Grain vs Fine Grained Services)

o         Web Services & SOAP

o         REST services

o         Service Contract and Service Discovery


3 Credits (3 – 0 – 0)


Ø        Types of Software/IT Project Lifecycles

o         Custom Application Development

o         Web Application/ E-Commerce Application Development

o         Enterprise Application Integration Projects

o         Implementation of Pre-Packaged Software Products specially ERP/CRM/SCM like SAP, Seibel etc

o         Implementation of System/Monitoring Software e.g. Unicenter TNG

o         Implementation of Network and IT Infrastructure

o         Implementation of Hardware’s and Data Centres.

o         Differences between different type of project lifecycles

Ø        Project Planning

o         Project Planning Concepts & Deliverables

o         Evaluation of Project Objectives

o         Estimation Techniques like functional point analysis

o         Work Breakdown Structure

o         Defining Project Deliverables

o         Task and Activities Dependencies and Scheduling

o         Project Plan Development using Microsoft Project

o         Critical Path Analysis and Optimization

o         Resource Loading and Resource Normalization

Ø        Project Initiation & Mobilization

o         Project Charter

o         Project Statement of Work

o         Role and Responsibilities, Project Staffing, Skillset Mapping and Planning

o         Vendor Negotiations and Contracting

o         Project Organization Structure and Extended Support Structure Establishment

Ø        Starting Project

o         Establish Environments – Physical and IT environments

o         Resource Mobilization and Possible Relocation

o         Establish Document, Deliverable and Knowledge Base sharing and versioning policies and tools

o         Establish Configuration Management tools

o         Establish Acceptance and Sign-off methodologies and criteria with system owners

Ø        Project Control and Reporting

o         Establishing Project Governance

o         Reporting Hierarchy and Frequency

o         Stakeholder Management

o         Project Status Reporting Frameworks – Internal vs External Stakeholders

o         Risk and Issue Management

o         Incident Management

o         Change Request Management

Ø        Project Financial Management

o         Project Cost Elements and Estimations

o         Cost Calculation and Reporting

o         Burn Rate Analysis and Burn Till Delivery Analysis

o         Project Profitability

o         Contingency Planning

Ø        Implementation Planning

o         Implementation Checklist

o         Pre Implementation Checks

o         Support Planning

o         Problem Report and Resolution Process Establishment

Ø        Project Closure

o         Closure Agreement

o         Knowledge Transfer and Handover to maintenance team

o         Harvesting Project Knowledge and Lessons Learnt

o         Team Disbanding

Ø        Unplanned Event Management

o         Issue and Risk Management

o         Incident Management

o         Defect Management

o         Cost and/or Timeline Overrun

o         Incident Register and Reporting


3 Credits (3 – 0 – 0)


Ø        Various Disciplines of Architecture

o         Enterprise Architecture

o         Solution Architecture

o         Technical Architecture

o         Application Architecture

o         Information Architecture

o         Infrastructure Architecture

o         Deployment Architecture

Ø        Enterprise Architecture

o         Concepts of Enterprise Architecture

o         Deliverables of Enterprise Architecture

o         Introduction to Architecture Framework

o         TOGAF and Zachman Architecture Frameworks

o         Linkages between Vision, Mission, Objective, Processes, System with Enterprise architecture

o         Developing IT roadmap

Ø        Solution Architecture

o         Concepts of Solution Architecture

o         Deliverables of Solution Architecture

o         Understanding Business Processes & Function, Business capabilities, Business Goal and Pain Points

o         Mapping Processes on IT solution domain

o         Component Diagram, Component Ownership, Information Ownership and Functional Ownership assignment

o         Architecture Tradeoff – system and business benefit tradeoff analysis.

Ø        Technical Architecture

o         Concepts of Technical Architecture

o         Deliverables of Technical Architecture

o         Architecture Principles and Patterns

o         Meta- Architecture

o         Conceptual Architecture

o         Logical Architecture

o         Functional & technical tradeoff analysis

o         Role of UML in developing technical architecture deliverables

Ø        Application Architecture

o         Concepts of Application Architecture

o         Deliverables of Application Architecture

o         Difference between role of Application Architect and Technical Architect

o         Understanding Functional and Non-Functional Requirement to Application Capability Mapping

o         Risk, reliability, extensibility and scalability management.

o         Functional & technical tradeoff analysis

Ø        Information Architecture

o         Concepts of Application Architecture

o         Deliverables of Application Architecture

o         Information Elements Identification and Ownership Assignment

o         Canonical Model Development

o         Logical vrs Physical model development

o         Models and Tools for Information Modelling

o         Class Diagrams

o         Interaction Diagram

o         ERD

o         Object Relational Mapping


3 Credits (3 – 0 – 0)


Ø        Nature of international marketing: Domestic vs.

international and global marketing; benefits, tasks and challenges of international marketing; organizational structure for international marketing; WTO framework and the international marketer; international marketing environment; screening international marketing opportunities; techniques of foreign market selection; broad structure of an international marketing plan.

Ø        International marketing research and information system: Foreign market entry modes; global marketing operations and strategies; product and banking decisions; international product life cycle; counterfeiting and IPR issues; pricing strategies; environmental factors affecting international prices; international dumping; financing international marketing transactions.

Ø        The structure of international distribution systems: Channel selection decisions, Managing channel conflicts; aspects of international supply chain management; international direct marketing; leveraging international distribution for competitive advantage.

Ø        International promotion mix: Push and pull strategies; aspects of international sales management; challenges of international advertising; global media strategy; organizational structure for international marketing planning; operations and control; managing risk in international marketing.


3 Credits (3 – 0 – 0)


Ø        Cultural Context for International Management: Japanese, American, European and Indian management values, Cultural diversity, perceptions and stereotypes, Cultural dimension: Power distance, uncertainty avoidance, individualism and masculinity.

Ø        Global Sourcing, production and export Strategies:  Offshore manufacture Dimensions of Global production strategy Different ways of sourcing materials and manufacturing products, Key elements of import and export strategies.

Ø        Strategic Alliances: Variables affecting choice, Licensing, Franchising Management; Contracts, Turnkey operations, Custom Contracts, Access to foreign technology, Shared ownership. Managing foreign arrangements.

Ø        Country Evaluation and Selection: Choosing Geographic sites, scanning for alternatives, ROI: Country comparison, Types of risks, Tools for comparing countries Investment proposal evaluation, investment decisions.

Ø        Structure and Control: Challenges of foreign operations, Location of decision making, Alternative organizational structures, designing International Control Systems.

Ø        International Human Resource Strategy: Assessing human resource requirment, choosing staffing policy, Training selected people, compensating employees in host country, Impact of host country regulations. American European & Japanese Practices. Leadership in International contact vs US Leadership styles.


3 Credits (3 – 0 – 0)


Ø        Global Financial Environment: Overview, International Monetary System: Exchange Rate Regimes, IMF, Euro Currency Market, EURO Market, Capital Market, Role of Finance Manager in Global context, Balance of Payments : Understandings, Analysis & Interpretation.

Ø        Foreign Exchange Market: Nature, Structure, Types of transactions, Exchange rate quotation & Arbitrage, Spot & Forward, Foreign Exchange Market in India: Nature, Structure, Operations & Limitations.

Ø        Exchange Rate Determination: Structural Models of Exchange Rate Determination, Exchange Rate Forecasting, The Exchange Rate of Rupee, Foreign Exchange Risk Exposure: Types of Risk, The Risk management Process: Hedging, Swaps, Futures, Options, Types of Derivatives, Role SEBI.

Ø        Foreign Investment Decision: International Project Appraisal, Exchange Rate Risk & Cost of Capital, International Joint Ventures, A review of NPV Approach, Repositioning of Funds, FDI & FII in India.


3 Credits (3 – 0 – 0)


Ø        Growing importance of trade in world economy: Trade as an agent of globalization; alternative bases and explanations of trade; gains from trade; term of trade – alternative concepts; trade equilibrium and determination of terms of trade; significance of conceptual understanding of trade theory for IB manager

Ø        Free trade versus protection: Tariff classification; economic effects of tariff; tariff retaliation; export subsidies, countervailing duties and dumping; effects of a quota; international economic integration – forms and levels; trade creating and trade diverting effects of a custom union; repercussions of regional economic groupings on the strategy of international marketers

Ø        Components of international trade policy: Export promotion strategies; import substitution; rationale and working of free trade zones; assessing export potential for specific products in specific markets; logic of state trading and canalized trade; trade fairs and exhibition; commercial intelligence  

Ø        Major quantitative and qualitative: Trends in India’s foreign trade since 1991; major schemes and incentives for exporters; import control regime; impact of WTO provisions on trade policy; overall assessment of India’s trade policy                                                                                                                                              
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