DETAILED SYLLABUS

BACHELOR OF BUSINESS STUDIES

(BBS)

PAPER NO. 1

INTRODUCTION TO MODERN BUSINESS

I. The Indian Business Systemi) Characteristics of mixed economy ii) Forms of Business organisation & Ownership

a) Non-corporate organisation - Y.K. Bhushan (Part II, Chap I, IV)i) Sole Proprietorship: Characteristic, merits & demeritsii) Partnership: Characteristics, kinds of partnership, kinds of partners, merits & demeritsiii) Introduction to Joint Hindu Family System

b) Corporate organisation - Y.K. Bhushan (Part II, Chap I, II)i) Joint Stock Companies: Characteristics, kinds of companies, merits & demerits,

Introduction to concept of Memorandum of Association & Articles of Association ii) Co-operative Societies: Characteristics, Types of Cooperatives merits & demerits

c) Public Enterprises - Hand out, Bureau of Public Enterprises -Survey Report Departmental undertaking, Public Corporations, Govt. CompanyCharacteristics, Merits & Demerits

II. The nature of Management theory Chap I- Koontz Chap II- Stoner Chap I- Robbins i) Classical theory – F.W. Taylor Scientific Management Theory Classical Organisation Theory: Fayols’ Principles of Management, Max Webers’ Bureaucratic Model - Work of early contributors: Charles Babbage, Henry Gantt & Gilberth’s ii) Behavioural theory

- Work of early contributors: Robert Owen, Hugh Munsterberg, Walter D. Scott, Mary Parker Follett, Chester Bernard

- Hawthorne Studies iii) Other approaches to Management: Quantitative Approach, Systems Approach, Contingency Approach, Cooperative Social System Approach Mc Kinsey’s 7S Framework

III. Social responsibilities and managerial ethics Chap 2, Koontz Chap 5, Robbins Chap 3, Stoner

IV. Management of internal and external environment Chap III & IV Robbins

V. Characteristics of ideal types of organisation: Chap I, Koontz Chap II, Robbins American & Japanese Style of Management, Theory Z VI. Planning: Meaning and Importance Chap 3, Koontz Chap 4, Stoner Chap 7, Robbins

i) Stages in the planning process ii) Goal, domain & hybrid planning iii) Types of plans, Standing Plans – Policies, Rules & Procedures, Single use plans –

programs, projects, budgets contingency planiv) Goals: Functions & dysfunctions of goals, Goal Hierarchy, Management by objectives a

special case: 4 step process, element in effective MBO System, benefits & weaknesses of MBO making MBO effective.

v) Barriers to effective planning & overcoming the barriers

VII. Organising & Coordinating work Chap 7, 8, Koontz Chap 10, 11 Robbins Chap 9, 10 Stoner

i) Nature & Meaning: Organisation as a Structure & Process, Formal & informal organisation, organisation chart, organising principles, Span of Management, Factors determining effective span

ii) Organising jobs: Classical Approach, Behavioural Approach: Job characteristic model, job enrichment & job enlargement, Contingency Approach, Self managing work Group Approach

iii) Departmentalisation:- Traditional Approach: Departmentalization by functions, Common Product/ Service,

Geographical Territories, Customer/ Client Group, Common Process/ Equipment.

Departmentalization by projects: Matrix Organisation

Hybrid Approach to Departmentalization

- The Interdependence Approach: Pooled, reciprocal, sequential & team interdependenceiv) Coordinating organisational activities Vertical coordination – direct supervision, standardisation goal statement Horizontal coordination: Fayols Gangplank Principle, Liason coles, Task force, integrators, managerial linking notes, multiple command system.

VIII. Authonity, delegation & decentralization Chap 9, Koontz Chap 11, Stoner

i) Managerial Influence: Power & authority, sources of power ii) Authority: Classical authority theory: Acceptance view of authority, Situation view of

authority, Authority relationships line & staffiii) Delegation of authority: Meaning & importance, factors influencing delegation of

authority, Delegation process, Barriers of effective delegation & overcoming barriers, Principles of effective delegation

iv) Decentralization of authority: determinants of effective decentralization, controles on decentralization

IX. Introduction to decision making Chap 6, Koontz Chap 6, Robbins Chap 6, Stoner

i) Types of problem: programmed & non-programmed decisions ii) Process of decision making

Reference Books1. Koontz & Heinz Weihrich: Essential of Management

Mc graw Hill (1999)2. Stoner & Wankel: Management 3. Stephen P. Robbins: Management Third edition 4. Y.K. Bhushan: Fundamentals of Business Organization & Management

(Sultan Chand) Tenth Edition

PAPER NO - 2

BUSINESS STATISTICS

OBJECTIVE:

To familiarize students with basic statistical concepts building upon concepts, the application of such concepts to instances in business, finance & economy etc.

CHAPTER 1: CLASSIFICATION & PRESENTATION OF DATA

Introduction to statistics, statistical data, primary data, internal data, secondary data, Designing a questionnaire.

CHAPTER 2 : MEASURES OF CENTRAL TENDENCY

Meaning of central tendency, need for measuring central tendency, characteristics of an ideal measure of central tendency, concepts of an average (x), median (M), mode (Mo), Harmonic mean (H.M.) and geometric mean (G.M.) various applications of central Tendency in business, choice of an average – When & Why ? Limitations of an average.

CHAPTER 3 : MEASURES OF DISPERSION

Meaning of dispersion, concepts of consistency Vis-à-vis central tendency, absolute measures of dispersion vis-à-vis. relative measures of dispersion, various measures of dispersion including range, quartile deviate, mean deviation from mean & median, standard deviation & relative measures associated with range, quartile deviation, mean deviation and standard deviation.

CHAPTER 4 : SAMPLING THEORY

Need, principles & types of sampling, random sampling, non-random sampling, size of a sample, sampling distributions for :-(a) Difference of means(b) Number of successes(c) Proportions and difference of proportions.

Concepts of test of hypothesis and confidence intervals including their business application using practical cases.

CHAPTER 5 : PROBABILITY THEORY

Definition & need of probability, theorems of additions and multiplication, types of Events – mutually exclusive, independent & dependent events – conditional probability, Baye’s Theorem and its business application, usage of probability theory in insurance Sector.

CHAPTER 6 : PROBABILITY DISTRIBUTION

Simple Probability Distribution – Its mean & variance, binomial poisson & normal probability distributions concept of multinomial distribution.

Statistical Decision Theory

CHAPTER 7 : CORRELATION ANALYSIS

Significance of the study of correlation analysis, types of correlation, various measures – Scatter diagram, Karl Pearson’s coefficient, Spearman’s coefficient, concurrent Deviation, concepts of partial and multivariate correlation.

CHAPTER 8 : REGRESSION ANALYSIS

Concept of regression, regression Vs correlation, regression equations & lines, Estimation of the unknown variable given the value of a related variable, bivariate Regression equations.

CHAPTER 9 : INDEX NUMMBERS

Need for indices, problems in construction of index numbers, unweighted & weighted Index numbers, tests for adequacy of index number, chain based indices, base shifting, splicing, consumer price index.

CHAPTER 10 : TIME SERIES ANALYSIS

Business forecasting, components of time series, various methods of analysis time series - free hand method, semi averages, moving averages, least squares, exponential trends using logarithms, conversion of annual trend equation & values to monthly trend, measurement of seasonal variations, cyclical & irregular variations.

READINGS SUGGESTED:

1. S.P. Gupta & M.P. Gupta - Business Statistics, Sultan Chand2. S.P. Gupta - Statistical Methods, Sultan Chand3. Levis Richard & David Rubin - Statistics for Management, Prentice Hall.4. Boot & Cox - Statistical Analysis for managerial decisions, Tata Mc Graw Hill. 5. I.C. Dhingra & M.P. Gupta - Lecture in Business Statistics

PAPER NO.-3

MICRO ECONOMICS AND ITS APPLICATIONS

OBJECTIVES:-

The purpose of this course is to apply microeconomics concepts and techniques in evaluating business decisions taken by firms. The emphasis is on explaining how the tools of standard price theory can be employed to formulate a decision problem, evaluate alternative courses of action and finally choose among alternatives.

COURSE CONCEPTS :-

1. Demand, Supply and Market Equilibrium .1.1. Individual demand for a product.1.2. Market demand for a product.1.3. Determinants of demand.1.4. Movements along versus shifts in demand curve. 1.5. Individual supply of a product.1.6. Market supply of a product.1.7. Determinants of supply.1.8. Movements along versus shifts in supply curve.1.9. Market equilibrium.1.10. Price setting by government – Minimum Price (Reserve Price) READINGS :- Browning & Browning Chapter 1Gould & Lazer Chapter 1Koutsoyiannis Chapter 2

2. ELASTICITY OF DEMAND AND SUPPLY 2.1 Point Vs. arc elasticity. Methods of Measuring ED. (a) T. outlay

(b) Prop. Method (c) Point Method (d) Arc Method (e) Gradient Method (f) Revenue Method

2.2. Price elasticity of demand and its determinants.2.3. Income elasticity of demand and its determinants. 2.4. Cross price elasticity of demand and its determinants.2.5. Substitution elasticity of ‘dd’

Relationship between price, income and substitution elasticity of demand 2.6. Elasticity of supply and its determinants.2.7. Elasticity and total revenue.2.7 Elasticity and marginal revenue.

READINGS :-Browning & Browning Chapter 3Gould and Lazer Chapter 3, 5Koutsoyiannis Chapter 2

3. THEORY OF CONSUMER BEHAVIOUR 3.1. Marginal utility theory & its weaknesses.3.2. Indifference curve theory.3.2 (i) Indifference Curves & its properties.3.2 (ii) Budget line.3.2.(iii) Price consumption curve - Price effect

3.2.(iv) Income consumption curve – Income effect3.2 (v) Substitution and income effects - separation out of PE-Marshallian approach; I.C. approach and

Slutsky approach3.2 vi) Application of Indifference Curve theory

a) Income Leisure trade offb) Direct Vs. Indirect taxc) Rationingd) Consumer surplus.

READING :- Browning & Browning Chapter 2, 3, 4, 5.Gould & Lazer Chapter 2, 3, 4.Koutsoyiannis Chapter 2

4. THEORY OF PRODUCTION 4.1. Production with one variable input.4.1.(i) Production function4.1.(ii) Concept of total product, average product and marginal product.4.1 (iii) Law of diminishing marginal productivity.4.1.(iv) Geometry of product curves.4.1.(v) Three stages of production.4.2. Production and optimal input proportions : Two variable inputs.4.2 (i) Production soquants.4.2.(ii) Marginal rate of technical substitution4.2.(iii) Returns to scale.4.2 (iv) Optimal combination of resources. 4.2 (v) Input prices and Iso costs.4.2 (vi) Maximising output subject to a given cost.4.2 (vii) Minimising cost subject to a given output.4.2.(viii) Expansion path.

READINGS : Browning & Browning Chapter 6Gould & Lazer Chapter 6, 7Koutsoyiannis Chapter 3

5. THEORY OF COSTS5.1. Theory of short run costs – Geometry of cost curves5.2. Long run theory of costs.5.2 (i) Envelope curve5.2.(ii) Economics & Diseconomies of scale.5.3. Modern theory of costs.

READINGS :- Browning & Browning Chapter 7Gould & Lazer Chapter 8 Koutsoyiannis Chapter 4

6. THEORY OF FIRM AND MARKET ORGANIZATION 6.1. Theory of price in perfectly competitive markets (a) Features of perfect competition.(b) Short run equilibrium of firm and industry.(c) Long run equilibrium of firm and industry.(d) Effect of changes in fixed cost, variable cost and market demand & taxes on equilibrium .(e) Perfect competition and optimal allocation of resources.(f) Stability of equilibrium when there is time lag in production.(g) Income Vs. Price stability in Agricultural goods

6.2. Theory of price under monopoly (a) Features of monopoly.(b) Short run equilibrium(c) Long run equilibrium(d) Is there any supply curve under Monopoly?(e) Effects of changes on fixed cost, variable cost, taxes and market demand on equilibrium.(f) Comparison of monopoly and perfect competition(g) Multiplant monopoly (h) Price discrimination.(i) Welfare cost of monopoly.6.3. Theory of price under monopolistic competition. (a) Features of monopolistic competition(b) Short run equilibrium(c) Long run equilibrium(d) Excess capacity.(e) Comparison of monopolistic & monopolistic competition(f) Comparison of monopolistic & perfect competition6.4. Theory of Price under oligopoly (a) Cournot’s model.(b) Kinked demand curve model. (c) Collusive oligopoly (Price Leadership) (d) Sales Maximisation Model

READINGS :- Browning & Browning Chapter 9, 11, 13.Gould & Lazear Chapter 9, 10, 11, 12, 13Koutsoyiannis Chapter 5, 6, 7, 8, 9

PAPER NO.-4

BUSINESS COMMUINICATION

Introducing B.C.

1. Basic form of Communication – Downward, upward and Horizontal communication.- Process of Communication.- Effective Communication.- Spiralling Process. [ Chapter 2 – Murphy and Hiderbrandt

2. Self Development and Communication - Developing Positive attitude.- Covey’s model of interdependence.[ Chapter 1 – Stepham Covey }.

3. Corporate Communication - Formal and informal communication network.- Grapevine – single istrand, gossip, cluster, Probability, Importance of Grapevine.Miscommunication or Barriers to communication – Wrong choice of medium, Physical barriers, Semantic barriers, different Comprehension of reality, Socio psychological barriers.[ Chapter 2 – Murphy & Hiderbrandt ].

4. Principles of Communication - 7 c’s concept.[ Chapter 3 & 4 – Murphy & Hiderbrandt ].

5. Writing Skills – Planning business messages, Business letters, Memo formats, Request letters, Good news letters, Bad news letters, Persuasive letters – AIDA, Sales letters, collection letters. [ Chapter 6, 7, 8, 9, 10, 11, 14- Murphy & Hiderbrandt ]

6. Report Writing - Formal Reports.- S hort Reports.- Preparation Reports. - Organisation of a Report.- Report preparation on a chosen topic.[ Chapter 16, 17, 18 – Murphy & Hiderbrandt ]

7 Oral Presentation- Principles of oral presentations.- Factors effecting presentations.- Speeches.[ Chapter 20 – Murphy & Hiderbrandt ].

8. Non-Verbal Communication – Appearance, Body language, Para language.[ Chapter 2 – Murphy & Hider brandt ]

9. Effective Listening - Principles of effective listening- Listening exercises.- Advantages of listening- Factors affecting listening.- Improving listening.[ Chapter 20 – Murphy & Hiderbrandt ]

10. Interviewing Skills - Interviewer’s Preparation.

- Interviewee’s Preparation.- Types of Interview.[ Chapter 24 – Murphy & Hiderbrandt ]

11. Group Discussion

12. Modern Form of Communication - Fax, E-Mail. Video conferencing, Tele conferencing etc. [ Chapter 21 – Lesikar and Pettit ]

13. International Communication - Cultural sensitiveness.- Cultural context.- Written communication.- Oral communication.[ Chapter 25 – Murphy & Hiderbrandt ]

14. How to analyse cases [ Chapter 6 Part-V- Pal & Koslahall ]

15. Practicals in BC - Group Discussions, Mock interviews, effective listening exercises, Presentations, Report writing.

SUGGESTED READINGS :-1) Principles of BC - Ronald E. Duleck, John S Fielden. ( Macmillan Publishing Co. )2) BC - Murphy and Hiderbrandt.3) Business Communication Today - Bovee Thill Mc Graw Hill.4) Successful communication - Malra Treece, Allyn and Bacon.5) Business Communication - Randall E. Majors Harper & Rom Publishers NewYork.6) Western Guide to effective letter writing - Harpert & Row.7) The 7 Habits of highly effective people - Stephans Covey.8) Autobiography of successful business - JRD Tata, Lee Lacoca, Akio Morito leaders 9) BC - Raymond Lesikar & John Dettit.10) Business Communication Dynamics - Persing.11) Business Communication - Mary Ellen Guffoy.

PAPER NO. –5

COMPUTING TOOLS FOR BUSINESS MANAGEMENT

I. Functional components of a computer and their inter relationship : Input unit, Output unit, Control unit, ALU and Memory.

II Spreadsheets - Excel * Introduction to spreadsheets : Concept of worksheet & workbooks, creating, opening, closing & saving workbooks. * Working inside worksheets : Entering numbers, text, data/time, series using AutoFill, editing & formatting worksheets including changing colour, font, alignment etc, selecting, inserting, deleting, copying, moving cells, controlling row height & column width, naming cells, referencing named cells.

* Using formulas & functions : Performing calculations using formulas, using autosum tools, using operators, understanding cell referencing-absolute velative, mixed, using essential worksheet functions – statistical, mathematical, text, lookup, date and time.* Printing & Protecting worksheets : Adjusting margins, creating headers & footers, previewing, setting page breaks, changing orientation, printing data & formulas, implementing file level security, protecting data within the workbook.

* Charts : Creating charts with chart wizard, choosing a chart type, understanding data series & data points, formatting chart elements, adding, deleting & changing chart data, charting discontinuous ranges, printing charts.* Internal databases, pivot tables & data consolidation : Creating, sorting & filtering databases, using built in data forms, creating, deleting, copying & refreshing pivot tables, formatting & sorting pivot tables, consolidating data, refreshing linked consolidation, using category labels in consolidation range.* Excel & word outside : Exchanging data using clipboard, using object linking &

embedding.

Ref : Mastering Excel - Thomas Cheeter & Richard H. Alden.

III. Operating Systems : Functions of an Operating System.* Introduction to windows: parts of a window screen, types of windows, anatomy

of a window, all about menus. * Running your application & switching between applications.* Organising your programs & documents

* Sharing data between applications : concept of clipboard, clipboard & OLE.* Basic customising with control panel : Opening the control panel, accessibility options, adding new hardware, adding & removing programs, setting date & time & customising screen display.* Printing with windows : Adding and deleting printers, printing documents from programs, working with print queue.* Working with file system & explorer : Exploring windows explorer, working with folders, files & disks.

* Using wordpad for simple word processing, painting pictures with windows paint, using other windows accessories like Note pad & Calculator.

* Using system tools like scandisk, backup, DriveSpace & disk defragmenter. * Setting up a simple peer to peer windows network. REF : Mastering Windows 95 Robert Cowart

IV. Word Processing * Creating & saving your first document, parts of a word window, typing,

selecting, deleting, inserting, replacing, copying & moving text.* Previewing & printing your document : Setting margins & page breaks, headers, footers, pagenumbers, endnotes & footnotes.

* Formatting your document : Character formatting tools, copying & repeating character formats, bulleted list.

Formatting paragraphs – Indenting paragraphs automatically, aligning & justifying list, line spacing, adding borders and shading, formatting your work with section breaks. Different views of a document

Tabs, tables, sorting, & math Templates, wizards & sample document. Importing graphics & drawing objects. AutoText, AutoCorrect, insert, spike & document scraps Spellcheck, custom & user dictionaries, checking grammar & style, using thesaurus to find the

right word, finding & replacing text. Creating multiple column documents. Creating table of content & Indexes. Bookmarks, captions & cross referencing. Mail Merge : Creating & editing the main document & data source, sorting, filtering & printing

merged documents, using basic word’s merge instructions-ask, set bookmark, if then –else & fill in.

Linking & embedding to keep things together. REF : Mastering Word (Ron mansfield)

V. Powerpoint * Starting a powerpoint presentation : Parts of a powerpoint window, creating a

new presentation, changing presentation look, using placeholders, exploring master views.

* Using text in presentation : Adding, editing, formatting & checking text, setting tabs & margins, working with outline view, notes, pages & handouts.

* Adding visual elements to a presentation : Creating & modifying drawing objects, adding readymade art to your presentation, adding animation & sound. * Creating charts & tables : Creating & formatting charts, creating, importing & formatting tables, creating an organisation chart. * Preparing your presentation : Organising your presentation on slide sorter view previewing your presentation, liausitious & lining. * Running your presentation, selecting & generally output. Using Microsoft Powerpoint.

REF: The Most Complete Reference (Special Edition) Nancy Stevenson

PAPER NO. 6

ORGANISATIONAL BEHAVIOUR

1. Introduction: what is organisational behaviour – relevance Chap I,II,III – Robbins Chap I,II,III – Luthans

2. Understanding (a) Self Chap IV – Robbins Chap V – Luthans

(b) Perception Chap V – Robbins Chap IV – Luthans

Nature and importance, perceptual selectivity social perception, stereotyping, Halo effect Sensation and perception.

(c) Personality Chap VI – Robbins Chap V – Luthans

Meaning, self concept, self esteem and self efficacy, major determinants of personality job attitudes, satisfaction and commitment

3. Management of Motivation Chap VII & VIII – Robbins Chap VII – Luthans Types of Motivation: Primary, general and secondary

Theories of work motivation: Content theories of work motivation - Maslow’s hierarchy of needs- Hertizberg’s two factor theory- Alderfers ERG theory

Process Theories: Vrooms Expectancy Theory Porter-Lawler Model

Equity theory of work motivation

4. Learning: Reinforcement and its application in behaviour modification VIII – Luthans

5. Group Dynamics: IX – Robbins IX – Luthans Types of groups, group norms and roles Groupthink, cohesiveness Group devpt. & Faciliation

6. Dynamics of Managerial leadership XI – Robbins XIII – Luthans

- leadership styles and leader behaviour and use of power- Trait approaches to leadership- Behaviour approaches to leadership: Ohio Univ. Study, Michigan leadership

Study, Likerts 4 system of management- Managerial Grid - Introduction to situational approaches to leadership- Emerging Theortical framework for leadershipCharismatic leadership, Transformational leadership

7. Interactive behaviour X – Luthans XIII – Robbins

Conflict: Transitional, human relation & interactionists view of conflict

Conflict process, Sourcess of conflict, Functional and dysfunctional conflict, Conflict Styles Transactional analysis: Hand out, Thomas A. Harin – I am O.K., You are O.K.

Ego states, Interrelationship of ego states, transactions between people and life positions

8. Brief introduction to Power & Politics XII – Robbins XII – Luthans

9. Organisational change: XIX – Robbins XX – Luthans Major forces of change: types of change, reactions to change, developing support for change

Reference Books:

1. Organisational Behaviour - Fred Luthans (Mc graw Hill) International Edition

2. Organisational Behaviour - Robbins Prentice Hall

Regularly refer to harward business review

PAPER NO. – 7

FINANCIAL ACCOUNTING

CHAPTER I: Share Capital :-Types of shares, Terms of issue, Accounting entries for Issue, forfeiture and reissue of equity shares, Issue of shares of discount and premium, Issue of shares for consideration other than cash, Issue and redemption of preference shares, Rights issue, Bonus shares, Brokerage and underwriting of shares, Profits prior to incorporation, valuation of shares-concepts of Book value, intrinsic value.

CHAPTER II : Debenture :- Types of Debentures, Issue of Debentures, Treatment of loss on issue of debentures, Redemption of debentures-Purchase of own debentures-Sinking fund for redemption –Redemption by conversion-Insurance policy for redemption.

CHAPTER III : Amalgamation, Absorption and External Reconstruction Meaning-Calculation of Purchase consideration-Accounting entries for amalgamation, absorption and external reconstruction.

CHAPTER IV: Internal Reconstruction Alteration of share capital, Accounting treatment for Internal reconstruction, Internal reconstruction Vs. Internal reconstruction.

CHAPTER V : Holding Companies Consolidation and preparation of consolidated Balance Sheet, Minority Interest, Preacquisition or capital profits, cost of control or goodwill, Inter Company Balances.

READINGS SUGGESTED

1. Advanced Accountancy – R.L. Gupta & M. Radhaswamy (Sultan Chand & Sons)2. Financial Accounting - R.L. Gupta & V.K. Gupta (Part I & II) (Sultan Chand & Sons) 3. Advanced Accounting - M.A. Arulanadam & K.S. Raman (Himalya Publishing House)4. Modern Accountancy - Hanif & Mukherjee (Tata Mcgraw Hill)5. Accounting Principles - Anthony & Reeie 6. Financial Accounting - Belverd E. Needless (Houghton Miffin)7. Principles & Practice of - T.P. Ghosh, Ashok Bannerjee & Accounting K.M. Bansal (Galgotia Publishing Company).

PAPER NO. -8

PRINCIPLES OF MARKETING

1) Introduction (Nature & Scope of Marketing) K-1- Core marketing concepts - Production concept, product concept, marketing concept,

Societal marketing concept2) Marketing Environment K-5 - Demographic, Economic, Legal, Socio cultural, Technological

3) Marketing of services K-14- Nature of services - Characterstics of services - Implications on marketing

4) Market segmentation and targeting K-9- Levels of market segmentation - Basis for segmenting consumer markets - Differentiation and positioning of the market offer

5) Product decisions - Concept of PLC, PLC marketing strateges, The management of the life K-10 cycle of a product - Product classification, product hierarchy - Product line decision, product mix, New product development - Brand decisions- Packaging & labelling

6) Pricing strategies - Determinants of price - Pricing methodes

7) Promotion Mix K-18- Communication process - Promotional budget (methods)- Factors determining promotion mix- Promotional tools – Basics K-19

of advertisement, sales promotion, public relations & personal selling

8) Place (Marketing channels) - Channel functions, channel levels K-16

- Types of intermediares K-17- Retailing – Types of retailers, functions - Wholeselling – function - Introduction to market logistics

9) Project Work: Students have to submit a (typed) project work done during the semester in a group of maximum 4 students. The topic will be given in the 2-3rd week and the students must finalise their groups and specific company/ product by the 4th week. The project is to be submitted by last week of March.

Readings: Philips Kolter (K) – Marketing Management Kolter & Armstrong – Principles of Marketing Marketing – Zikmund D` Amico

Video (in library) Market segmentatoin

PAPER NO. - 9

APPLIED MACRO ECONOMICS

OBJECTIVES:This course deals with principles of macroeconomics. The coverage includes determination of and linkages between major macro economic variables : the level of output and prices, inflation, unemployment, GDP growth, interest rates and exchange rates.

COURSE CONTENTS:

1. National income concepts and aggregates.

1.1. Methods of calculating national income.1.2. National income aggregates.1.3. GNP as an indicator of welfare.

READINGS: W. Beckerman Chapter 1, 2, 3 + 4. 2. CLASSICAL THEORY OF INCOME AND EMPLOYMENT

2.1. Say’s Law2.2. Classical equilibrium without saving & investment2.3. Determination of income & employment with saving & investment.2.4. QTM & Price level.2.5. Effect of changes in supply of labour, demand for labour and rigid money wages on income & employment.2.6. Wage price flexibility and classical model.2.7. Monetary & Fiscal policy.

READINGS: Branson Chapter 6, 7 Dornbusch & Fischer Chapter 7, 8. Shappiro Chapter 8, 9, 13.

3. KEYNESIAN THEORY OF INCOME DETERMINATION 3.1. Principle of effective demand and determination of equilibrium of output.3.2. Aggregate demand and supply and equilibrium.3.3. Savings and Investment approach3.4. Keynesian Theory with Govt. spending and taxation.3.5. Keynesian Theory with foreign spending.

READINGS : Branson Chapter 4, 5, 9 Dornbusch & Fischer Chapter 3, 5, 8 Shappiro Chapter 4, 5, 6, 7, 8.

4. CONSUMPTION :

4.1. Consumption function : Average propensity to consume, marginal propensity to consume, determinants of propensity to consume, subjective and objective factors.4.2. Theories of Consumption.4.2. (i) Keynesian Theory of consumption.4.2. (ii) Relative Income Hypothesis4.2 (iii) Life Cycle Theory.4.2. (iv) Permanent Income Theory.

READING : Dornbusch & Fischer Chapter Shappiro Chapter 15, 16.

5. INVESTMENT

5.1. Meaning of investment5.2. Determinants of investment.5.3. Marginal efficiency of capital.5.4. Marginal efficiency of investment.5.5. Accelerator Theory of investment.5.6. Profits Theory of investment.

READINGS : Shappiro Chapter 17, 18

6. MULTIPLIER

6.1. Meaning 6.2. How to calculate the value of Multiplier 6.3. Assumptions & working of Multiplier 6.4. Dynamic Multiplier 6.5. Weaknesses of Multiplier 6.6. Does it work in underdeveloped countries? 7. RATE OF INTEREST

7.1. Classical theory 7.2. Liquidity preference theory of interest

8. IS-LM CURVE MODEL

8.1. Goods and money market-equilibrium8.2. Is Curve : Deviation and shifts8.3. LM Curve : Deviation and shifts8.4. Intersection of IS+LM Curves : simultaneous equilibrium of goods and money market.8.5. Role of Governments fiscal and monetary policy.

READINGS : Dornbusch & Fischer Chapter 4. Shappiro Chapter 12, 13, 14.

9. MONEY & PRICES

9.1. QTM already covered 9.2. Keynes’ theory of money & prices 9.3. Milton Friedman’s modern quality theory

10. INFLATION

10.1. Meaning10.2. Demand pull & Cost push inflation10.3. Structural inflation10.4. Effects of inflation10.5. Measures to control inflation10.6. Inflation and unemployment : Phillips Curve10.7. Long run Phillips Curve

READINGS : Shappiro Chapter 21, 22, 23

11. WAGE CUT & EMPLOYMENT

Keynes theory

12. BALANCE OF PAYMENTS AND TRADE

12.1. Gains from Trade : Absolute cost & Comparative cost advantage Theory.12.2. Balance of Payment12.3. Equilibrium in BOP12.4. Causes of disequilibrium in BOP12.5. Foreign exchange market : Determination of exchange rate12.6. Floating Vs Fixed exchange rate.12.7. Foreign exchange rate & BOP12.8. Devaluation and BOP (i) Absorption’s Approach (ii) Elasticity Approach12.9. B.P. Curves: Determination & Shifts12.10. Intersection of IS, LM & BP Curves

READINGS : Branson Chapter 15 Dornbusch & Fischer Chapter 6 Shappiro : 14

PAPER NO.-10

COMPUTER ALGORITHMS & PROBLEM SOLVING

Input/ Output devices

Input devices like keyboard, MICR, OCR, OMR, Mouse, joystick, light pen Output devices like VDU, printers (impact & non impact printers like chain, drum, dot matrix, Daisy wheel, Inkjet, thermal, laser), plotters, com.

Data storage devices

Primary storage concepts & types of memory; Secondary storage devices like magnetic tapes, magnetic disk (floppy disk & Winchester disk, CD-ROM.

Coding Data in Storage: BCD, ASCII & EBCDICAlgorithms Development: Flowcharts , their advantages & disadvantages Structured Programming concepts: control flow, Top down programming

Introduction to C++

Origin of C++, Basics of a typical C++ environment (editor, pre-processor, compiler, linker loader), characters in C++, basic data types, C++ tokens (identifiers, keyboards, constants, literals, variables), structure of a C++ Programming, I/O streams in and out, output manipulators like setw and endl, backslash character, Operators (Eg. Assignment, Arithmetic, relational, logical, conditional, compound operators), type casting, order of evaluation of expressions.

Flow of control

Compound statements; selection statements (if, if-else & switch, nested statements); Iterative statements (while, do-while, for, nested loops), jump statements like break, continue, return & goto, exit ( ) function.

I/ O Functions

Buffered & console I/O functions, character functions like getchar( ), putchar( ), getc( ), putc( ), getch( ), getche( ), putch( ); string based functions like gets( ) and puts( ).

Arrays

One dimensional arrays, two dimensional arrays, strings, arrays of strings. Array initialization, Array sorting (selection sort, bubble sort), Array searching (sequential search, Binary search).

Functions

Functions definition, function prototype, function call, parameter passing in functions, call by value, call by reference, Array parameter, default arguments, returning values from functions, scope rule of variables (local, function, file), storage class specifiers (auto, extern, static, register), Recursion.

Standard library functions and header files

Standard C++ library function, character based functions (isalnum ( ), isdigit ( ), isalpha ( ), isupper ( ), is lower ( ), tolower ( ), toupper ( ); string based functions (strcopy ( ), strcat ( ), strlen ( ), strcomp ( ), mathematical functions (abs( ), fabs( ), fmod( ), pow( ), sqrt( ).

Structures

Defining structures, array of structures, initialising & assigning structures, Nested structures, passing structures to functions, Returning structures from functions, user defined data types, enumerated data types.

PAPER NO. 11

PUBLIC RELATIONS AND CORPORATE IMAGE

*1. DEVELOPMENT OF PULIC RELATIONS CHAP 1 Meaning, nature & scope of public relations Elements of public relations- human relations, empathy, persuasion & dialogue History of public relations & present status Development of public relations in the Indian context Organising a company’s public relations department - Public relations & place in Organisational chart, working with other departments

# 2. OPEN SYSTEM MODEL OF PUBLIC RELATIONS CHAP 8

3. PUBLIC OPINION CHAP 3 Factors influencing formation of attitudes Governors of opinion change Generators of opinion change Principles of public opinion Role of opinion leaders Principles of persuasion

4. TOOLS AND MEDIA CHAP 8, 9, 10 11 & 12 Oral communication- speeches, round table conferences, question & answer Discussions, demonstration, public speaking program Newspapers, magazines, radio & T.V., articles & publicity Advertising Periodicals- internal & external communication Special events in public relations Propaganda, Campaigns, Fairs & festivals, Exhibition & Displays

5. PUBLIC RELATIONS THE 4 STEP PROCESS CHAP 9,10, 11, 12 Defining PR problem Planning & programming Action & communication strategy Evaluating the program

6. PUBLIC RELATIONS WITH THE GOVT CHAP 19 Public relation for private sector Public relation for public sector Dealing with parliamentary committees. 7. EMPLOYEE RELATIONS CHAP 13 Interaction between management & employees Internal communication media

8. MEDIA & PRESS RELATIONS CHAP 7 Importance of press and its role in building the corporate image Press visits, arranging for press coverage, preparing a press kit Feature stories, articles, press note, press communiqué & press release

9. FINANCIAL PUBLIC RELATIONS CHAP 14 Types of financial public Role of PR in maintaining contact with financial publics Annual reports and financial coverage Arranging for annual general meetings

10. DISTRIBUTOR & DEALER RELATIONS CHAP 15 Objectives of distributor - dealer relation program.

Advertising aid, public relation aid, selling aid, mechanical service aid. Tools and media of communication 11. SUPPLIER RELATIONS CHAP 16 Functions of PR department Objectives of supplier relation program Tools and media of communication.

12. CONSUMER RELATIONS CHAP 20 Objectives of consumer relations program Planning of consumer relations program Media communication and special events

13. COMMUNITY RELATIONS CHAP 17 Community relations program, objectives and policy Media of communication with community Developing of a good corporate image

14. INTERNATIONAL PUBLIC RELATIONS CHAP 24 Objectives and importance of international PR International diplomacy Safeguards while implementing international PR

^15. PUBLIC RELATIONS AND SOCIAL MARKETING CHAP 2 Importance of social marketing in creating corporate image and identity Process of implementing social marketing plan 16. PUBLIC RELATIONS AND CRISIS MANAGEMENT HANDOUT Different types of crisis faced by orgnisations Role of PR in managing crisis and improving image post crisis

*17. ETHICS IN PUBLIC RELATIONS AND LEGAL CONSIDERATIONS CHAP 8

NOTE: The paper would be taught with special emphasis on practical applications via the case study method.

READING LIST:

1.Public Relations - Principles, cases and problems : Fraser Moore and Frank Kalupa; Surjit Publications*2. Applied PR and Communication : Balan ; Sultan Chand Publications#3. Effective Public Relations : Cutlip and Center ; Prentice Hall^4. Social Marketing : Philip Kotler & E.L. Roberts ; Free Press

PAPER NO.-12

PRODUCTION & OPERATIONS MANAGEMENT

1. Operations Management – Its importance for corporate Approx Time Profitability and competitiveness. Half Week Chapter 1 Buffa

2. Types and characteristics of Manufacturing systems – Process & Half Week Product focussed systems and their organisations. Process Life Technology. Chapter 2 Buffa.

3. Types and characteristics of service systems-Distinguishing features, Half Week Classification & strategy.

4. Forecasting for operations – Single and double exponential smoothing. One & half Forecast errors. [ Manually & on computer also using QSB ] Week.Chapter 3 Adam & Ebert

[Other forecasting methods such as moving average, regression and more sophisticated techniques covered in statistics and market research papers.]

5. Aggregate Planning : Overview of the operations scheduling & planning One & Half system. Graphic method for level plan, chose plan and intermediate Week plans, keeping in mind demand, workforce and average inventory. Chapter 10 Adam & Ebert.

6. Operations scheduling : Overview of the scheduling and control process. One & Half Hungarian assignment model. Flow shop and general job shop scheduling Week Using First come First served, earliest due date, least slach first, shortest Processing time, trunacted shortest processing time. Set up dependence & Next best rule. [ Manually & on computer also ] Chapter 11 Adam & Ebert.

7. Quality Control – Process control charts for variable using Az, D3 & TwoWeeks D4 tables for X and R charts. Control charts for attributes – C and p Charts. Acceptance sampling for attributes- single sampling plans using cumulative poisson tables/thorndyke charts. [ Manually & on computer also ] Chapter 17 Adam & Ebert.

8. Capacity Planning : Predicting Future requirements. Simple economic One Week evaluation using decision trees & present value concepts. Chapter 5Adam & Ebert [ Detailed study of present value concepts and decision. Theory to be covered in IV Semester in Finance and QTM – only working knowledge provided here.]

9. Locational and Distribution :- Break even analysis & simple median One Week model. Transportation model using northwest corner rule and modified distribution method. [ Transportation on computer also ] Chapter 6 Adam & Ebert

10. Facility Layout & Assembly Line Balancing OneWeek Chapter 7 Adam & Ebert

11. Productivity Management – Theoretical concepts of Process planning, One Week Job design, performance standards, work measurement and incentives. Chapter 8 Adam & Ebert.

12. Just in time, Flexible manufacturing systems, computer integrated OneWeek manufacturing . Chapter 14 and part Chapter 15 Buffa.

13. TQM – Special lecture by guest speaker. Thirteen Week BOOKS: 1. E.S. Buffa & R.K. Sarin - Modern Production & Operations. Management 8th end. 2. E.E. Adam & R.J. Ebert - Production & Operation Management

PAPER NO. - 13

MARKET RESEARCH

1) Nature & scope of MR - Role of MR C-1

- Applications of MR in Marketing 2) MR process & problem formulatoin - Sequence of steps in MR C-3 - Problem formulation C-4

- Research project 3) Research Design - Types of research designs C-5

- Exploralory - Descriptive C-6- Causal

4) Process of data collection - Secondary data (Indian context)

- Primary data C-9 - Questionaire construction & Survey administration C-10, C-12 - Quantitative techniques – projective Techniques, focus groups C-10, C-5 - introduction to perceptual mapping C-14 - Scales – nominal, ordinal, interval & ratio C-13

- Scaling techniques: likerts, semantic differential, itemised rating, C-14 staple scale

5) Sampling – Types of samples (probability & non probability) C-15,16- Steps, required in sampling - Sampling procedures

6) Data analysis: Tests of significance C-20 + Z test (Mean, difference of means, difference of proportion) relevant portions of T test Recommended Paired t test Statistics books X2 test

7) Introduction to basic concept of ANOVA, Factor analysis, discriminant analysis C-14 +

Conjoint analysis Notes supplements (No Mathematical treatment)

8) Introduction to computer packages *(purchase of packages & training of teachers required)

READINGS:

1. Churchill G.A. (C) – Marketing Research2. Green PA & Tull DS – Research for Marketing decisions 3. Aaker DA & Day GU – Marketing Research 4. Luck, Weeles & Others – Marketing Research

PAPER NO. -14

COST ACCOUNTING

Cost concepts: Meaning, Scope, Objectives, and Importance of Cost Accounting, Cost, Costing, Cost Control, and Cost Reduction. Elements of Cost, Components of total Cost, Cost sheet.

Classification of costs: Fixed, Variable, Semi-variable, and Step costs; Product, and Period costs; Direct, and Indirect costs; Relevant, and Irrelevant costs; Shut-down, and Sunk costs; Controllable, and Uncontrollable costs; Avoidable, and Unavoidable costs; Imputed / Hypothetical costs; Out-of-pocket costs; Opportunity costs; Expired, and Unexpired costs; Conversion cost.

Cost Assertainment: Cost Unit, Cost Center, Profit Center, Cost Allocation and Cost Apportionment; Cost Reduction and Cost Control.

Installation of Costing System. Methods and Techniques of Costing.

Materials, Labour, and Expenses: Need and Definition of Materials Control. Concept and treatment of Waste, Scrap, Spoilage, and Defectives. Concept and treatment of Holiday Pay, Idle Time, and Overtime. Meaning, classification, and distribution of Overheads.

Cost-Volume-Profit Analysis: Contribution, PV Ratio, Key Factor, Break-even Analysis. Relevant Costs and Decision Making: Pricing, Product Profitability, Make or Buy, Production through Machine or Manually.

Product costing: Single / Output costing. Job costing. Process costing. Process losses and wastage, Abnormal effectives, Work-in-progress - computation of equivalent units (FIFO method), Joint and By-products.

Budgets and Budgetary Control: Meaning, Types of Budgets, Steps in Budgetary Control, Fixed and Flexible Budgeting, Responsibility Accounting, Zero Base Budgeting.

Standard Costing and Variance Analysis: Material, Labor & Overhead. Reconciliation between Budgeted Profit and Actual Profit.

References

Maheshwari, S.N., and Mittal, S.N. (2000), Cost Accounting: Theory and Problems, Shree Mahavir Book Depot (Publishers), Delhi.Ch 1; Ch 2 (pp 42-43, 105-108); Ch 3 (pp 121-122, 142-145, 178); Ch 4; Ch 5; Ch 6; Ch 7 (pp 315-321); Ch 8 (pp 364-406); Ch 13; Ch 14 (pp 581-644); Ch 15.

Bhardwaj, P.N.A., Batra, V.K., and Batra, R.K. (1992), Cost Accounting for Managers, Global Business Press, New Delhi.Ch 1; Ch 2; Ch 3; Ch 4; Ch 5; Ch 6; Ch 7; Ch 8; Ch 9.

Horngren, C.T., Foster, G, and Datar, S.M. (2000), Cost Accounting: A Managerial Emphasis, Prentice Hall of India Pvt. Ltd., New Delhi.

Henke, E.O., and Spoede, C.W. (1991), Cost Accounting: Managerial Use of Accounting Data, PWS-KENT Publishing Company, Boston.

PAPER NO. -15

INFORMATION TECHNOLOGY

Computer Network 10 Lectures

Uses and applications of Computer Netwroks, Network Structure -Point to Point, Broadcast and Multicast networks. Topologies of P2P and broadcast networks. OSI Reference Model -Brief about functions of all seven layers. Services - Connection Oriented, connectionless, reliable and unreliable services. Difference between service and Protocol. How data is transmitted in OSI Model, TCP/IP Reference Model and Internet. LAN/MAN/WAN- characteristics, features and uses. Data Communication 10 Lectures Transmission Media -Twisted Pair, Coaxial Cable, Fiber Optics.

Wireless Transmission

Cellular Telephony and Satellite Communication.

Introduction to Web Technology 5 Lectures Concepts of Web Browsers, Search Engine, Electronic Mail, Chat, Usenet News, Mailing Lists, Web Servers, Web Pages. Introduction of World Wide Web, FTP, Telnet, HTTP, URL, Portals, Internet Addresses (IP Address), Difference between Internet, Intranet and Extranet. Working with HTML 10 Lectures What is HTML document, HTML Editor, Markup tags-HTML, Head, Title, Body, Heading, Paragraphs, Lists, Preformatted text, extended quotations, forced line breaks, horizontal rules.

Character formatting- logical vs physical styles, escape seq, Linking -Relative vs Absolute, path names, URLs, Link to specific section, Mailto. Inline images -image size, attributes, aligning images, Alternate Text for images, background graphics and color, external images, Sounds and Animation, Table- table tags, general table format, Tables for non tabular information, Fill out form. E-Commerce 10 Lectures

What is e-commerce. What is meant by B2B, B2C and C2C. Need, strengths and advantages of e-commerce, Concerns for having online business.

Preparing the online business-competitor analysis on Internet, Fourth Channel, Paradigms in the New Economy, Driving business process re-engineering, Designing, Developing and Deploying the system.

Marketing strategies on the Web-Web design, Attracting visitors to you site, virtual societies, Localization, Promoting e- business, Banner Ad campaigning, Online measurement, one to one marketing, Direct marketing, Choosing Right ISP.

References

Computer Networks by Tanenbaum E-business®evolution by daniel Amor - Pearson Education Asia.

PAPER NO. - 16

HUMAN RESOURCES MANAGEMENT

1) Organisation Behaviour and Managing Human Resources .

- A brief review of organisational behaviour.- Managerial roles, Managerial skills and comptencies.- The HrM functions.[chapter 1, Decenz’o and Robbins]

2) HRM at work.- What is HRM- Why HRM is important for all managers.- The changing environment of HRM-Globalization, Cultural environment, Work force diversity,

Corporate Downsizing, Changing skill requirements.- HRM support for improvement programs-Reengineering work processes, Contingent work force,

Decentralized Work sites, Employee involvement.[chapter 2, Decenzo and Robbins]

3) Human Resource Planning – Setting objectives, Estimating future manpower requirements, Auditing HR, Skills inventories, Forcasting needs and supply, HRIS, Internal and External planning Job requirements, Developing human resources.

[chapter 5 – Decenz’o and Robbins]

4) Employee Recruitment, Selection and Induction. Recruitment Process- Recruitment Policy, Internal and External sources of manpower supply, Methods and Techniques of Recruitment – Direct and Indirect methods, Third party methods. Evaluation of Managerial Recruitment.

[Chatper 6 Leap & Crino].

Selection-

- Steps in selection process.- Preliminary increasing and Review of application Blank.- Reference checking.- Types of Tests.- Employment interviews.- Evaluation of selection program.[chapter 5 – Dwivedi]

Induction – Need for induction, Technique of induction.

[chapter 8 – C.B. Memoria]

5) Orientation and Technical Tranining .- Purpose of orientation.- HRM’s role in orientation.- Evaluation.Training – What is Training, Principles of Training, Determining training needs.

Training approaches

On the Job Training – Programmed instruction, classroom lectures, simulation exercises, computer based training, vestibule training, conferences, case studies, role playing, supervisory training, audiovisual techniques.

- Evaluation of training programs[chapter 8 – Decenzo and Robbins].

6) Management Development

Management Development Method - Job Rotation, Lectures and seminars, Simulation, Syndicate system, Conference, Role Playing, Sensitivity training, Structured insight, Case method, Business Games, University Courses, In Basket exercise.

Organisational Development method – Survey Feedback, Sensitivity Training, Team Building. Evaluation of Management Development.

[Chapter 8 – Gary Dessler].

7) Compensation

Types of employee rewards – Financial and non financial.- Method of Job Evaluation.- Estabilishing pay structure.- Incentive compensation plans.- Organisation wide Incentive system.- Social security.

[chapter 11- Decenz’o and Robbins]

8) Performance Appraisal .

- The appraisal Process.- Appraisal methods.

Absolute standards – Essay appraisal, Checklist appraisal, Forced choice, Behaviorally anchord Rating scale (BARS)

Relative standards – Group order ranking, individual ranking, Paired comparison.- MBO- Factors that can distort appraisal.- Creating effective performance Management system.[Chapter 10 – Decenzo and Robbins]

9) Career Management .

- Individual and organisational perspective.- Importance of Career development.- Mentoring.- Career stage.- Vocational Preferences, Career Anchors.[chapter 9 – Decenz’s and Robbins]

10) Legal environment of HRM - Basics of Labour Legialations.

Collective Barganing – Participants in C B, collective Barganing Process.[chapter 16 – Decenz’o and robbin]

Discipline – Positive discipline, Indiscipline, Disciplinary Action Procedures, Progressive discipline.- Dismissal.[chapter 13 – Decenzo & Robbins]

Safety and Health -

- Industrial accident and industrial safety.- Safety programs.[chapter 14 – Decenz’o Robbins]

Strategic Issues in HRM.

Suggested Readings.

1. Personnel Management – Monappa & Saiyaddin. Tata McGraw Hill.2. HRM – Saiyaddin – Tata McGraw Hill.3. HRM – Gary Dessler – Prentice Hall.4. Managing Organisations – R. Scher merhorn, John Willey.5. Personnel Management – C.B. Memoria, Himalya Publishing House.6. Designing and managing HR System – Udai Pareek, T. Venkateshwara Rao.7. HRM – David A. Decenzo’s and stephen P. Robbins.8. Personnel/HRM – Leap & Crino – Macmillan.

PAPER NO. - 17

FINANCIAL MANAGEMENT

I BACKGROUND

1. Nature of Financial Management Finance and related disciplines Scope of financial management Functions of finance Objectives of financial management Organisation of finance function 2. Mathematics of Finance Rationale Techniques Practical applications of compounding and present value techniques

II LONG -TERM INVESTMENT DECISIONS

3. Capital Budgeting: Principles and Techniques Nature of capital budgeting Data requirement: Identifying relevant cash flows Cash flow estimates Determination of relevant cash flows Evaluation techniques Traditional techniques Discounted cash flow/time-adjusted techniques Project selection under capital rationing 4. Concept and Measurement of Cost of Capital

Importance Explicit and Implicit costs Measurement of cost of capital Cost of debt

Cost of perpetual debt Cost of Equity

Dividend approach Capital asset pricing model approach Computation of over-all cost of capital

III FINANCING DECISION

5. Operating and Financial Leverage Operating leverage Financial leverage

EBIT -EPS analysis Measures of financial leverages

Combined leverage: Total risk 6. Capital Structures, Cost of capital and Valuations Capital structures theories Net Income approach Net operating Income approach Modigliani-Miller (MM) approach Traditional approach 7. Designing Capital Structure

Profitability aspect: EBIT/EPS analysisCoverage ratio

Liquidity aspect: Cash flow analysis Analysis of cash flow to determine debt capacity Control

Leverage ratios for other firms in the Industry Nature of Industry

Consultation with investment bankers and lenders Maintaining manoeuvrability for commercial strategy

Timing of issue Characteristics of the company

IV DIVIDEND POLICY DECISION

8. Dividend and Capital The irrelevance of dividends: General

The Irrelevance of dividends: MM hypothesis Relevance of dividends: Some theories Relevance of dividends: Walter's model

Relevance of dividends: Gordon's model 9. Determinants of Dividend Policy Dividend payout ratio

Stability of dividends Legal, contractual and Internal constraints and restrictions Owner's considerations

Capital market considerations Inflation

Bonus shares (stock dividend) and stock (share) splits Legal and procedural aspects

V CURRENT ASSETS MANAGEMENT

10. Theory of working Capital Management Nature of working capital

Concepts/definitions of working capitalDetermining the financing mix

11. Planning of Working Capital Need for working capital

Determinants of working capital Computation of working capital 12. Management of Cash

Motives for holding cash Cash management: Objectives Cash management: Factors determining cash needs

13. Receivables Management Objectives Costs

Benefits Credit Policies Credit terms

Collection policies 14. Inventory Management Objectives

Techniques

Readings :

1. Financial Management: - MY Khan, PK Jain; Tata McGraw Hill Pubilshlng Co. Ltd. 2. Fundamentals of Corporate Finance: - Ross, Westerfield, Jordan: Irwin- McGraw Hill 3. Principles of Corporate Finance. - Brealey and Meyers. Irwin -McGraw Hill

PAPER NO. - 18

QUANTITATIVE TECHNIQUES FOR MANAGEMENT

Objects: To acquaint students with the construction of mathematical models for managerial decision situations and to use computer software packages to obtain a solution wherever applicable. The emphasis is on understanding the concepts formulation and interpretation rather than on mathematical and computational details. Course Contents: 1. Introduction: The Process of quantitative Analysis.

2. Linear Programming: Formulation of L.P. problems, Graphic Solution, Simplex Method & Duality. Emphasis will be on formulation & interpretation. Sensitively analysis on computer only.

3. Integer Programming, Goal Programming: Formulation, Solution on computer only.

4. Elementary Transportation: N. W. Corner rule, Vogels Approximation method (V AM), Modified Distribution method computer solution & interpretation.

5. Elementary Assignment & Transhipment: Hungarian Assignment method, Computer solution & interpretation.

6. Decision Theory: Payoff Table, opportunity loss table, Decision Trees for sequential decisions, expected Monetary value, Expected opportunity loss, expected value of perfect information and sample information.

7. Net Work Analysis: Rules for networking, critical path, PERT, Project Time Crashing, computer solution.

8. Inventory Control: Classical EOQ Model, EOQ with price breaks, ABC Analysis.

9. Elementary Oueing Theory: Poisson -Exponential single server model with infinite population. Multiple server solution on computer only.

10. Markoy Chains: Predicting future market shares, Equilibrium conditions.

11. Introduction to Game Theory: Strategy games, Minimax criteria, Mixed Strategy & Dominance [2x2 matrix only].

12. Introduction to Simulation: Monte Carlo simulation with computer.

Readings

1. N. D. Vohra - Quantitative Management -- Tata McGraw Hill2. Barry Render & Ralph M. Stair - Quantitative Analysis for Management - Allynn - Bawn Inc. 3. Yih Long Chang & Robert Sullivan - Quantitative System for Business Plus

Prentice Hall. [Computer Software]

Note: Topic wise readings case studies & assignments will be given in the class.

PAPER NO. –19

LEGAL ASPECTS OF INDIAN BUSINESS

The Indian Contract Act 1872 1. Definition of the term "Contract"- Sec 2(h) "agreement" Sec 1(1). When an agreement will become a

contract. Essential features of a contract (sec 10).2. Proposal or Offer -Definition [Sec 2)(a)] legal rules of a valid offer -offer & invitation to an offer. 3. Acceptance- Definition [Sec 2(b)] Essential of a valid acceptance. Mode of conveying acceptance

(sec 7 & 8) Legal rule of a valid acceptance.4. Communication of offer acceptance and revocation (Sec 3, 4, 5, 6). 5. Consideration Definition [Sec 2(d)] - Essentials of a valid consideration -contribution to charity-

Exceptions to the rules no consideration no contract [Sec 25, 25(1), 25(2) & 25(3)].6. Privity of Contract- Exceptions to the rules of privity. 7. Capacity to Contract Sec 10 & Sec 11- Laws relating to minor agreements- absolutely void. Doctrine of restitution Specific Relief Act 1963 (sec 33)- Status of Beneficial Contracts- Contracts of Apprenticeship. Persons of unsound mind- Sec 12. 8. Free consent- Sec 14- Coercion (Sec 15)- Definition & Essential elements- Undue Influence (Sec 16)

Definition- essential elements [16(1) 16(2) & 16(3)]. Fraud Sec (17)- Definition & essential elements [17 (1), (2), (3), (4) & (5)]. Mere Silence is not fraud- When silence will amount to fraud. Misrepresentation (sec 18)- Definition & element [18(1) 18(2) & 18(3)] voidablity of the agreement -Sec 19-A and 19. The circumstances under which the right of rescission is lost. Mistake- Definition of consent- Sec 13. Effect of mistake on a contract- Sec 20, 21 & 22. Mistake as to facts essential to the agreement (1). The Identity of the parties (2). The identity & nature of the subject matter (3). The nature and content of the promise.

9. Legality of objects or consideration- Sec 23 Heads of public policy. 10. Definition of void agreement Sec 2(g) & voidable agreement Sec 2(i). Agreement Sec 2(1). Agreements declared to be void. (a) Agreements of which consideration & objects are unlawful in part (Sec 24).

(b) Agreements without consideration (Sec 25). (c) Agreements in restraint of marriage (Sec 26). (d) Agreements in restraint of trade (Sec 27). (e) Agreements in restraint of legal proceedings (Sec 28). (f) Unmeaning agreement (Sec 29). (g) Wagering agreement (sec 30).

(h) Agreement to do an impossible act (Sec 56). 11. Special Contracts -Contract of Indemnity- Definition (Sec 124) extent of liability (Sec 125)

Commencement of liability-Contract of guarantee (Sec 126) -essential features of a guarantee- guarantee of a minors debt- extent of surety's liability- co- extension- surety's right to limit the liability- liability under continuing guarantee (Sec 129) Joint Debtors & Suretyship (Sec 132). Discharge of surety from Liability.(a) By revocation {Sec 130). (b) By Death (Sec 131). (c) By variance (Sec 133). (d) Release or discharge of principal debtors. (e) Comparison extension of time and not to sue (Sec 135). (f) By imposing surety's remedy (Sec 139).

Bailment- Sec 148- Definition- Bailment, Bailor & Bailee.

ESSENTIAL FEATURES-

1. Delievery of possession- actual or constructive delievery (Sec 149). 2. Delievery upon contract- non constructual bailment. 3. Conditional delievery.

GRAUTURE & NON- GRAUTUTIONS BAILOR., DUTIES OF BAILEE.

1. Duty of reasonable care. (Sec 151 ) 2. Duty not to make unauthorized sue (154). 3. Duty to return (Sec 160 & 165). 4. Duty not to set up justertii (Sec 166 & 167).6. Duty to return increase (Sec 163). Finder of lost goods (Sec 168 & 169)

RIGHTS OF BAILEE:-. 1. Right to compensate (Sec 164). 2. Right to necessary expenses or remuneration (Sec 158). 3. Right of lien (Sec 170 & 171). 4. Right to sue (Sec 180 & 181).

PLEDGE -Sec 172, Pledge, Pawnee & Pawner defined Essential features- 1. Delievery of Possession. 2. In pursuance of a contract- rights of a pawnee (a) Right of retainer (Sec 173 & 174) (b) Right to extra ordinary expenses (Sec 175) (c) Right ofsale (Sec 176)- Pawner's right to redeem [f (Sec 177).

AGENCY:-. Sec 182- Agent Principal defined- Essentials of agency- Principal should be competent to contract, Who may employ an agent (Sec 184) consideration not necessary (Sec 185).

KINDS OF AGENT:-. Factor, Broker & Dealers

CREATION OF AGENCY:- 1. By express appointment. 2. By conduct or situation of parties. 3. By necessity. 4. By subsequent ratification of relations of Principal & Agent.

DUTIES OF AGENT:-. 1. Duty to execute mandate. 2. Duty to follow instructions or customs (Sec 211 ). 3. Duty of reasonable case & skill (Sec 212)(h). 4. Duty to avoid conflict of interest (Sec 215). 5. Duty not to make secret profile (Sec 216). 6. Duty to remit sums (Sec 218). 7. Duty to maintain accounts. 8. Duty not to delegate (Sec 190).

RIGHTS OF AGENT:-1. Right to remunerate (Sec 219) effect of misconduct. 2. (Sec 220). 3. Right of retainer (Sec 217). 4. Right of Lien (Sec 221 ). 5. Right to indemnity (Sec 222 & 223). 6. Right to compensation. (Sec 225).

Sale of 2oods Act 1930: Definition and essential of Sale (Sec 4). 1. Bilateral Contract 2. Money Consideration 3. Sale and contract of work on material 4. Goods

Sale and an Agreement to Sell (Sec 4(3) & 4(4) Formalities of Sale (Sec 5) The Price (Sec 9) Conditions & Warranties Sec 12(1), 12(2), 12(3), 12(4).

IMPLIED CONDITIONS:- 1. Conditions as to title (Sec 14) 2. Sale by description (Sec 15). 3. Sale by description as well as by sample (Sec 15). 4. Exceptions to the principal of Caveat emptor (Sec 16) (a) Fitness for buying purpose 16(1) (b) Merchantable quality (Sec 16(2)- Meaning of merchantable Quality (c) Conditions implied by trade usage (Sec 16(3) (d) Express items (Sec 16(4)

IMPLIED WARRANTIES:-. I. Quiet Possession [Sec 14(B)] 2. Free from encumbrances [Sec 14(e)] 3. Condition reduced to warranty (Sec 13) (a) Waver by the buyer. (b) Acceptance of goods by the buyer- definition of acceptance (Sec 42)

EXCLUSION OF IMPLIED TERMS (Sec 62) stipulation as to time (Sec 11) Passing of Property- Significance of passing property- Property passes when intended to share (Sec 19). Sale of Specific goods (Sec 20,21 & 22) Sale on approval (Sec 24) Sale of unascertained goods (Sec 18 & 23).

Transfer of Title- Nemo dat quod non habet Sec 27- Sale by a person not the onwee. Definition of Unpaid seller (Sec 45) unpaid seller rights (Sec 46)

Remedies for breach of contract.

Sellers and Buyers Remedy in a Contract of Sale 1. Suit for the price (Sec 55). 2. Damage for non acceptance (Sec 56) Buyer's remedy against seller 3. Damage for non delivery (Sec 57) 4. Remedy for breach of warranty (Sec 59) 5. Specific performance (Sec 58)

Auction Sale (Sec 64)- Principles relating to auction sale, Hire Purchase Act, 1872, Hire Purchase Agreement (Sec 2(c) Contents of Agreements (Sec 4)

The Companies Act 1956 :- The Definition of Company- The salient feature- The significance of Memorandum, Articles, Prospectus and Company Meetings. Role played by Directors, Auditors and Company Secretary.

Prescribed Books

Principle of Mercantile Law - Avtar Singh Business Law - Gulshan & Kapoor Principle of Mercantile Law - Maheshwari & Maheshwari

PAPER NO. - 20

DATA BASE MANAGEMENT SYSTEM

DBMS CONCEPTS :

Data Modeling for Database - Records, Files, Abstraction, Data Independence & Data Integration.

Components of DBMS, Advantages & Disadvantages. Three levels of architecture of

DBMS – external, conceptional & internal, mapping, client-server architecture.

1. Data Models & their implementations : Entities, Attributes & Relationships; Data Model Classifications – theiarchial, Network & Relational Entity Relationship model. Relational Data Manipulation : Attribute, Domain, Tuple, Keys (Primary, Alternate, Foreign, candidate), Integrity rules constraints & views.

Data Base Normalization : Functional dependencies, Ist to IIIrd normal form, BCNF, Lossless join & dependency preserving decomposition.

Concepts of recovery, concurrency & security : Transaction, system & media recovery, concurrency problems- locking & deadlock, Discrediting & mandatory access control, data encryption & SQL Facilities.

Relational DBMS Package – Microsoft AccessCreating, modifying & Saving a database; creating relationships between tables, using queries-query window, criteria & Saving queries. Queries using SQL view, manipulating records through query.

Working with forms – Using Form Wizard, putting list box, combo box on form, selecting & resizing labels, & data, moving adding & editing labels.

Creating Reports – Using Report Wizard, Sorting & grouping of records, choosing an a format for reports, creating charts, labels, creating mailing labels.Access & the Web : Creating & Saving a data access page. Inserting Chart, pivot table & spreadsheet in a data access page. Adding a hyperlink &hyperlink field. REF :- Access 97 Celester Robinson (BPB) - Microsoft Office for Windows Steve Sagman - An introduction to Database System Bupin Desai - An introduction to Database System C.J. Date

e) Sales Demonstration RB 11- Importance of sales demonstration- What to demonstrate- Planning effective demonstration- Use of Sales tools

f) Handling Objectives RB 12, 13- Type of Buyer problems/Objection- Determine hidden objections- General Strategies for handling objections- Common types of objections- Specific methods of handling objections.

g) Closing a Sale RB 14- Closing Techniques

Trial CloseL * SPIN Selling (An Introduction)

(6) Retail Selling RB 15- Selling process- Problems in retail selling

7) Industrial Selling RB 17- Basic Concepts - Difference from retail selling

READINGS :

(I) Russel Beach (RB) Selling- Principles & Practices(II) Cundiff Still (C) Sales Management(III) Jackson : Selling the personal force in Marketing(IV) Kirpatrick Russ : Effective Selling(V) H.W. Johnson : Creative Selling VIDEOS (IN LIBRARY)

V-49 : Selling to Tough Customer & Why people buyV-74 : Effective SellingV-84 : How to Sell

PAPER NO. - 21

BUSINESS ENVIRONMENT

Objectives To get the students acquainted with the present economic environment in India To Enable the students understand the various issues involved in the macro management of the

economy

Contents

Unit I: Introduction

Concept of Economic Environment; Nature and scope Macro variables: Income, Employment,, Money Supply, Price Level, Interest rates, Saving and

Investment. Movement and Interrelationship between different variables Trends in Macro variables in India

Unit II: Institutional Framework of Economic Environment

Role of state; State Vs Markets Fiscal Policy; Concept & Implications Monetary Policy; Concept & Implications Commercial Policy; Concept & Implications

Unit III: Structure of Indian Economy

Growth Strategy in plans Industrial Policy Public sector & Private sector Monetary Policy Fiscal Policy Infrastructure Development Issues in Indian Economy: Poverty, Unemployment, Regional Dimensions, Productivity &

Modernisation, Environment & Sustainable Development, Human Resource Development

Unit IV: Open Economy Management

Balance of payments Role of Foreign Trade & Policy Role of Foreign Capital & Policy Exchange Rate Policy and Exchange Controls External Debt

Unit V: International Linkages

Globalisation: Concept, Implications, Policy Regional Integration: ELI, etc. World Trade Organization World Bank, IMF, etc. Other Emerging Economies: China, Russia

PAPER NO. - 22

ENTREPRENEURSHIP & SMALL BUSINESS

I Concept of Entrepreneurship

Definition of Entrepreneurship given by various economists - the ideal definition –The conceptual model of Entrepreneurship given by John Kao. Views given by Schampeter Walker & Drucker on Entrepreneurship - Entrepreneur and Manager -Enterprise and Entrepreneur. II Managing Creativity

Issues to be addressed in working the definition of creativity –Definition -Attributes of a creative person - Creative Thinking and Motivation -Managing Creativity - Organisational Actions that enhance and hinder Creativity -Organisational priorities and Creativity -Managerial responsibilities in a creative organisation.

III Entrepreneurtial Culture

Definition -Subcultures of Entrepreneurship – 1. Culture of Business 2. Business Ethics , 3. Productivity Culture. 4. Total Quality Culture 5. Organisation Culture Cultural Challenge -The Top Programme Characteristics of all Entrepreneur.

IV Small Business

Definition of Small Business - Composition of Small Business -Economic Contribution of Small Business.

Strategic Planning for Small Business -Steps in Strategic Planning -Develop a clear Mission Statement -Assess Organisation Strengths - Conduct a thorough Market Segment Analysis -Analyse Competitors - Create Company Goals -Formulate Strategic Options and Select appropriate Strategies (Focus, Cost leadership & Differentiation) - Translate Strategic Plans into Action Plans -Establish accurate Controls. Why Strategic Planning fails in Small Business.

V Forms of Ownership

Sole Proprietorship, Partnership & Corporation form of Organisation -Advantages and Disadvantages

Franchising- What is Franchising -Advantages and Disadvantages to Franchising - Franchise Evaluation Checklist –Franchise contracts -Types of Franchise arrangements.

VI Enterpreneurial Motivation Motivity Factors External & Internal- Achievement Motivity - Theory of David Mecclelland -Kakinada Experiment -Search for a business idea -Product idea -Selection of a product The Adoption Procedure -Product Innovation -Product Planning & Development Strategy -Steps in Product Planning & Development.

VII Buy an existing Business or Start a New Business

The advantages and disadvantages of starting your business –The advantages and disadvantages of buying all existing business – Critical areas to bc examined while buying all existing business - Determining the value of a business – Financial Record Keeping – Profit Planning & Cost Control.

VIII Role played by various Financial Instructions like IDBl, ICICI and IFCI

Special Role played by SIDBI and Commercial Banks – Approval of term loan applications by Commercial Banks – How to decide about a suitable agency for assistance Role played by SFCR and NSIC.

IX Government Policy on SSI Latest Policy developments – Incentives and Subsidies – How to start SSI – Preparation of feasibility Report.

Prescribed Books

Effective Small Business Management Scarborough & ZimmererEntrepreneurial Development Gupta & Srinivasan Small Business Management Pickle & Abrahamson Dynamics of Entrepreneurial Development & Management Vasanth Desai Creativity & Entrepreneurship John Kao

PAPER NO. - 23 (M1)

INTERNATIONAL MARKETING MANAGEMENT

1. Why exports? framework of international marketing Chap I, Terpestra Chap I, II Keegan

Intrafirm & environmental factors, social cultural, economic, political & legal aspects Chap III,IV,V,VI,VII, Cateora Difference between domestic marketing, international marketing, Definition & concept

Chap I,II,III,IV,V – Terpestra 2. Policy framework, Indian Trade Policy, Recent trends in Indian foreign trade

Economic Survey (latest) Chap I to V – Varshney & Bhattacharya 3. Basic steps in starting an export business – An overview of licencing regulations & Procedures. Handouts Chap 28, - Varshney & Bhattacharya 4. Product planning for export manufacturing firms & export houses.

XIII – Keegan XII – Cateora VI – Terpestra

5. Identifying foreign markets, market research overseas VIII – Cateora

VII – Terpestra VII – Keegan

6. Market entry Chap X- Terestra Chap X – Keegan

7. Distribution logistics for export, foreign sales agent selection & appointment XI – Terpestra

XV – Keegan XIV – Cateora

8. Promotion of products/ services abroad-overview, merchandising, Trade fairs/exhibition Chap – XII & XIII – Terpestra

Chap XVI – Cateora 9. Institutional infrastructure for export in India, Export Assistance. Chap 9, Varshney & Bhattacharya10. Marketing plan for export VIII – Terpestra

XVIII – Keegan XIV – Cateora

11. Export pricing-International terms, payment terms XVIII – Cateora XIV, XV – Terpestra XIV – Keegan

12. Introduction to Export documentation and procedures, framework, preshipment & postshipment documents Chap 2, 28 – Varshney & Bhattacharya

13. Export Finance Chap 22 – Varshney & Bhattacharya

14. Case Readings P- 24, 66, 378, 591, 643, 678 – Hans Muhlbacher

P- 623, 636, 641, 657 – Cateora

15. Role of ITPO in export promotion, quality control & pre-shipment inspection, Labelling/packing, Marking of consignments, Marine/ cargo insurance etc.

Chap 9, 11 – Varshney & Bhattacharya

Reference Readings:

1. International marketing management (Thirteenth edition) - Varshney & Bhattacharya 2. Multinational marketing management (V edition) - W.J. Keegan 3. International marketing (Eighth edition) - V. Terpestra, Ravi Saratnag 4. International marketing (X edition) - P. Cateora & Graham 5. International marketing: A global perspective - Hans Muhlbacher

Recommended Readings:

1. Terpestra - Chap XIX, XVIII2. Hans Muhlbacher – Chap I

PAPER NO. - 23 (F1)

INTERNATIONAL FINANCE

ESSENTIAL BACKGROUND 1. International Finance – Issues and Dimensions 2. International Monetary System 3. The Internationalisation Process 4. International Financial Flows and Balance of Payments Framework

FOREIGN EXCHANGE 5. Foreign exchange Market 6. Foreign Exchange Derivatives Markets 7. Determination of Exchange Rates 8. Empirical Evidence on Exchange Rate Determination

FOREIGN EXCHANGE RISK MANAGEMENT 9. Financial Accounting and Foreign Exchange 10. Managing Accounting Exposure11. Measuring Economic Exposure 12. Managing Economic Exposure

FOREIGN INVESTMENT ANALYSIS 13. International Portfolio Investment 14. Capital budgeting for the Multinational Corporation 15. Cost of capital for Foreign Investments 16. Managing Political Risk

MULTINATIONAL WORKING CAPITAL MANAGEMENT17. Short –Term Financing 18. Financing Foreign Trade 19. Current Asset Management for the Multinational 20. Multinational Financial System

Readings:

1. Multinational Financial Management - Alan C. Shapiro 2. International Finance: The Markets and Financial Management of Multinational Business - Maurice D. levi 3. Foreign Exchange, International Finance - A.V. Rajwada and Risk Management 4. The Convertible Rupee - Bibek Debroy

DEIAILED SYLLABUS PLAN

I ESSENTIAL BACKGROUND

1. International Finance – Issues and Dimensions Importance of International Finance, Major Country Groupings, The Finance Function, Present Global Scenario and Emerging Challenges 2. International Monetary System History of International Monetary System, Exchange Rate Regimes, Fixed

Exchange Rate, Flexible Exchange Rate, Hybrid Systems of Exchange Rates, Theories of Exchange Rate Volatility, International Financial Institutions, European Monetary System, EMU and Euro.

3. The Internationalisation Process

Foreign Direct Investment, Internationalization and Firm-specific Advantages, location-specific Advantages, Product Life Cycle Concept, International Strategy

4. International Financial Flows and Balance of Payments Framework International Financial Flows -Sources and Causes, Balance of Payments Framework, International Flow of Goods, Services and Capital, Trends in India's Balance of Payments, Coping up with the Current-Account Deficit. Introduction to Capital Account Convertibility.

II FOREIGN EXCHANGE 5. Foreign Exchange Market

The Forex Market: Participants, Information and Communication Systems, Payment Systems, Market Terms and ISO Codes, Cash and Spot Exchange Markets, Inter-bank Market and Mechanics of Currency Trading, Delivery Dates and Procedures, Bank Clearing and Settlement, Conventions for Spot Exchange quotations, Direct vs. Indirect Exchange and Cross Exchange Rates, Forward Market Characteristics, Forward Premiums and Discounts, Varieties of Forward Contract, Forward Rate Agreements, Conventions for Forward Quotations- Terms and Conditions Applicable, Arbitrage, Forex Market In India -Features and Recent Trends, LERMS, FEMA

6. Foreign Exchange Derivatives Markets Derivatives, Currency and Interest Rate Futures and their Applications, Currency Swaps, link between Futures and Forward Markets, Foreign Currency and Interest Rate Options, Option Pricing Models, Difference between Forwards, Futures and Options, Interest rate and currency swaps.

7. Determination of Exchange Rates Basic Relationships, Effect of Central Bank Intervention, Equilibrium Exchange Rates, Influences on Currency's Supply and Demand, Conditions for Stability of Exchange Rates, Implications of Instability

8. Empirical Evidence on Exchange Rate Determination Theories of Exchange Rates, Purchasing Power Parity, Interest Rate Parity, Fisher Effect, International Fisher Effect, Expectations Theory and Asset Market Model, The Chartist Approach, Inflation Risk and Its Impact on Financial Markets, Exchange Rate Forecasting.

III FOREIGN EXCHANGE RISK MANAGEMENT

9. Financial Accounting and Foreign Exchange Alternative Currency Translation Methods, Statement of Financial Accounting Standards No.8, Statement of Financial Accounting Standards No.52, Transaction Exposure, Accounting Practices and Economic Reality

10.Managing Accounting Exposure Managing Transaction Exposure, Managing Translation Exposure, Designing a Hedging Strategy

11. Measuring Economic Exposure Foreign Exchange Risk and Economic Exposure, Identifying Economic Exposure, Calculating Economic Exposure, Operational Measure of Exchange Risk

12. Managing Economic Exposure Operating Exposure management, Exchange Risk Exposure Management through Marketing Management, Exchange Risk Exposure Management through Financial Management, Exchange Risk Exposure Management through Production Management.

IV INTERNATIONAL INVESTMENT MANAGEMENT

13. International Portfolio InvestmentIssues in Foreign Investment Analysis, International Bond Investing, Strategies for Direct Investment, Bond Investment & Portfolio Investment, Optimal International Asset Allocation

14. Capital budgeting for the Multinational Corporation Capital Budgeting for FDI, Foreign Project Appraisal and Evaluation – NPV and APV

Approaches, Measuring Total Return from Foreign Investment, Reinvestment, and Repatriation of Funds, Corporate Strategy and Joint Ventures, Growth Options and Project Evaluation

15.Cost of Capital for Foreign Investments Weighted Cost of Capital for Foreign Projects, All Equity Cost of Capital for Foreign Projects, Discounting Rates for Foreign Investments.

16.Managing Political Risk

Measuring Political Risk, Country Risk Analysis, Managing Political Risk, Post- expropriation Policies

V MULTINATIONAL WORKING CAPITAL MANAGEMENT

17. Short -Term Financing To analyse five aspects of developing a short-term overseas financing strategy Identifying the key factors, formulating and evaluating objectives, describing available short-term borrowing options, developing a methodology for calculating and comparing the effective after-tax dollar costs of these alternatives and integrating the borrowing strategy with exposure management considerations.

18. Financing Foreign Trade Payment Term in Foreign Trade, Documents In International Trade, Financing Techniques in International Trade, Government Sources of Export Financing and Credit Insurance

19. Current Asset Management for the Multinational International Cash Management, Accounts Receivables Management, Inventory Management

20. Multinational Financial System Value of the Multinational Financial System, Inter-company Fund-Flow Mechanisms: Costs and Benefits, Designing a Global Remittance Policy, Transfer Pricing and Tax Evasion.

PAPER NO. 23 (H1)

ADVANCED HUMAN RESOURCE MANAGEMENT

I. Trends influencing nature of work and the workforce in 2000-2005 – Impact on HRM function, Developing policies in the new framework. Generating personnel manual.

II. The human side of Enterprise – Organisational goals and human needs, problems and supervision and motivation at work, models for HRD, line and staff aspects.

III. Human Resource Planning – Job Analysis-Job Design- Human Resource Planning Process, Designing and Managing Human Resource Plans, Long and short term Perspective, Forecasting Manpower Supply and Demand Tools, Methods and Techniques used in HRD.

IV. Employees Recruitment – Internal Recruitment, External Recruitment, Recruitment Strategy.

V. Employees Testing, interviewing and selection- The selection process, role of scientific selections in Personnel Management, Manpower Planning and Organizational Structure.

- Selection Policy and Strategy, Steps of Systematic Selection, Job Description, Jab Specification, Job Advertisement

- Selection Tests- Intelligence Aptitude, Personality- Psychometric Testing- Sampling, Validity, Reliability - Group Selection Methods- Assessment Centres - Interview Techniques and Skills - Common errors in interviewing- Ethical and Legal Issues

VI. Performance Development System

- Objecting of performance appraisal - Issues and Problems in performance appraisal - Historical review of performance appraisal - Methods of performance appraisal - Appraisal forms and formats - Measurements is performance appraisal - Appraisal Communication - Appraisal interview - Application feedback and counseling - Implications of management system on performance appraisal - Legal and Ethical perspectives in performance appraisal

VII. Career Management- Overview, factors affecting career choice, career management guidelines, managing promotions and transfers, managing separations .

VIII. TQM and HRM

- An overview - Deming 14 points - Juran Trilogy - Crosby Zero Defect - TQM concept - Comparison with traditional quality - Implementation of TQM- Kaizon- concept of elimination - Kaizon approach and benefit

IX. Strategic Human Resource Management

- Introduction of Strategic Management

- The importance of Strategic HR Management - Strategic Alignment - Organisational culture and HR strategies - Strategic issues in HRM- Planning for 2004

X. International issues in HRM- Managing inter- country differences

- Computer application in personnel

Readings

J.M. Juran - TQMMunappa & Sayidain Tata McGraw Hill - Personal Management C.B. Memoria Himalaya Pub. House - Personal Management Gary Dessler Prentice Hall - Personal/ HRMLeap & Crino Mcmillan Pub. - Personal/ HRMPareek & Rao Oxford IBH - Designers Managing Brayn Livey Pitman - H.R. Planning Edwin B. Flippo Mcgraw Hill - Corporate P.M. Personal Management

PAPER NO. 24 (M2)

SALES & DISTRIBUTION MANAGEMENT

1. Growing challenges of sales & distribution - Sales Management, objections of sales management Cundiff –1

2. Approaches to territory coverage Cundiff –22 - Concept of sales territory

- Reasons for establishing sales territory - Procedure for establishing sales territory

3. Planning, profiling recruitment, selection, training & Cundiff-10 development & control

- Recruitment sources Cundiff-11- Selection Cundiff-12- Training & Development Cundiff-13

- Compensation Cundiff-16 - Controlling Cundiff-19

4. The channel system - Rationale for Marketing channel structures Stern –1 - Composition of marketing channels

- Channel Environment Stern –2

5. Rationale for Intermediaress - Retailers structure (Types) Stern – 3

Retail marketing strategy Retail Marketing Mix

- Wholsalers – rationle types Stern –4

6. Dealers selection development & motivation SL Gupta –14 7. Manufacturer dealer conflict Stern –11

8. Distribution – Basic concepts SL Gupta – 10 Transportations or Stern – 5

Inventory SL Gupta – 11 Warehousing

9. Managing logistics SL Gupta – 11

10. Sales audit (an introduction) Cundiff – 23

READINGS:

1. Cundiff & Still & Govani – Sales Management 2. Smith R. – Sales Management 3. SL Gupta – Sales Distribution Management 4. Stern – Management in Marketing Channels

PAPER NO. – 24 (F2)

CAPITAL MARKETS & SECURITY ANALYSIS

1. Investment Categories & the Investment Process

(a) Markets and their functions – Structure of Indian Financial Markets. Chapter 1 & 2 MYK. (b) Major Players in the Capital Market – Brokers, custodial services, depository system, securities sending scheme. Stock market trading – BSE, NSE, OTCE I MYK Chapter 7 & 8 and Notes.(c) Types of instruments in the Indian market – Equity, preference shares, debentures/bonds, warrants/options, convertible securities, fixed deposits, derivatives i.e. futures, asset securitisation , commercial paper, ADRS/GDRS. Chapter 18 MYK, Relevant part Chapter 9 MYK + Notes.

2. Regulation of the Capital Market in India.(a) Securities & contracts regulation act.(b) SEBI

Relevant parts of Chapter 4 MYK.

3. Security Valuation & Risk Analysis.(a) Fundamental Approach to valuation.

Three stage stock valuation.Notes from older edition of F&J.

(b) Systematic & thesystematic risk.Expected return & risk.

Chapter 3 F&J.

4. Common Stock Analysis. (a) Economic Analysis – Economic

Forecasting & stock investment decision Forecasting techniques.

Chapter 4 F&J.(b) Industry Analysis :- Classification, economy industry, key factors in

analysis, industry life cycle, techniques for evaluation. Chapter 5 F&J.(c) Company Analysis – Internal information, detailed analysis, external

information. Chapter 6 F&J.

(d) Forecasting Company Earnings : Earnings model, market share/profit margin approach, forecast of revenue & expenses. Chapter 7 F&J.(e) Company Analysis :- Application of correlation & regression forecasting revenue 7 expenses. Trend analysis, decision trees, simulation, dividends. Chapter 8 F&J.

1. Bond Analysis (a) Risk and Return Chapter 9 F&J. (b) Unsystematic Risk Chapter 10 F&J. (c) Bond management Strategies Chapter 11 F&J.

2. Introduction to Computerised Financial Analysis & Forecasting [ Complex problems using spreadhseets].

3. Latest Development in the Indian financial market – Trading in Derivatives Part Chapter .8 MYK.

BOOKS :-

1. Security Analysis & Portfolio Management by - Donald E. Fischer & Ronald J. Jordan 6th Edition.2. Indian Financial System by - M.Y. Khan 2nd Edition.

PAPER NO. – 24 (H2)

INDUSTRIAL RELATIONS

I. Concept and Importance of Industrial Relations- The various approaches - The system Model - The pluristic approach - Webers social action approach - The Indian IR framework

Management of Industrial Relationsa) Role of Management b) Profile of Indian managers c) Styles of management and managerial attitudes

II. Trade Unions- The Trade Unions- Trade unionism in India- Emergence, history, growth of trade unionism in India- Structure of trade unions- Problems of trade unionism in India- White- collar unionism, rural unionism- Rise and status of trade unions in other countries- Management of trade unions

III. Work Place Relations- Role of supervision- Attitudinal dimension- Behavioural indicators- Personal practices

IV. Workers Participation- Conceptual aspects- Practice of workers participation- self management systems- Member of management bodies, work councils, joint management councils.

V. Collective Bargaining- Concept and Importance- Process of Bargaining- Goals and Strategy in Bargaining- Problems of Collective Bargaining

VI. Industrial Disputes- Theoretical Framework- Causes of Industrial Disputes- Types of Disputes

VII. Grievance- Causes- Grievance Procedure

VIII. Employee Discipline, Absenteeism and Turnover

IX. Principle of Natural Justice- Meaning and Scope- Application of Principles of Natural Justice in Disciplinary- Proceedings

- Violation of Principles of Natural Justice

X. Misconduct- Misconduct vs Misdemeanor- Misconduct vs Carelessness- Scope of Misconduct- Misconduct vs Dismissal- Acts of Misconduct

Readings

B.R.Patil - Collective Bargaining- Perspective and PracticeS.C.Srivastava - Industrial Relations and Labour LawsDunlop John - Industrial Relation SystemCharles A Myers & Kanappan S - Industrial Relations in India

PAPER NO. 25 (M3)

ADVERTISING AND SALES PROMOTION MANAGEMENT

1. ADVERTISING – NEED & IMPORTANCE CHAP 1 Definition & growth of modern advertising Advertising & the marketing mix Types & classification of advertisement Advertising Spiral 2. SOCIAL & ECONOMIC ASPECTS OF ADVERTISING CHAP 19

3. MARKETING COMMUNICATION MODELSAIDA, Hierarchy of Effect, Innovation Adoption Model, Action First Model, Quick Decision Model

4. PLANNING FRAMEWORK OF PROMOTIONAL SRATEGY CHAP 2, 3 & 4

5. HOW ADVERTISING WORKS CHAP 5 Exposure, Salience, Familiarity, Low involvement, Central route & peripheral route & Cognitive learning

6. POSITIONING STRATEGIES CHAP 6

7. ASSOCIATING FEELINGS WITH A BRAND CHAP 9 8. DEVELOPING BRAND PERSONALITY CHAP 10

9. CREATING COPY STRATEGIES CHAP 12&13 Rational & emotional approaches Selection of an endorser Creative strategy & style- brand image, execution, USP, common touch & Entertainment Message design strategy Format & formulae for presentation of appeals (slice of life, testimonials, etc.) Different types of copy

10. ART & LAYOUT OF AN ADVERTISEMENT CHAP 15 Principles of design Layout stages Difference in designing of television, audio & print advertisement

11. MEDIA PLANNING & SCHEDULING CHAP 16 (Pg551-555) Introduction to broadcast & non -broadcast media Budgeting decision rule: Percentage of sales method, objective to task method,

competitive parity, & all you can afford Key factors influencing media planning Media decisions: media class, media vehicle & media option Scheduling: flighting, pulsing, & continuous

12. MEASURING ADVERTISING EFFECTIVENESS CHAP 14 Introduction to pr-testing & post-testing techniques- paired comparison, portfolio tests, in-

home projection, trailer tests, theater tests, sales experiment, eye movement, coupon response, telemeter, audiometer, recall tests & people meter.

*13. MANAGEMENT OF SALES PROMOTION CHAP 18 Importance & need for sales promotion Planning for consumer schemes & contests Different types of consumer schemes Planning for sales force contests

*14. MANAGING SALES DISPLAYS (HANDOUT) Importance of sales displays Principles of display Different types of sales display

NOTE: APPLIED CASES WOULD BE TAKEN UP IN CLASS

READING LIST:

1. ADVERTISING MANAGEMENT: AAKER, MYERS & BATRA; PRENTICE HALL2. * ADVERTISING PRINCIPLES & PRACTISE : WELLS & BURNETT ; PRENTICE HALL

PAPER NO. 25 (F3)

MERCHANT BANKING & FINANCIAL SERVICES

Merchant Banking : Introduction, evolution of merchant banking Types of Merchant Bankers, Activities undertaken by different types of merchant bankers SEBI guidelines for Merchant Bankers Registration, obligations and responsibilities of Lead Managers

Issue Management : Public Issue : classification of companies, eligibility, issue pricing, promoter’s contribution,

minimum public offer, prospectus, allotment, preferential allotment, private placement, Book Building process,

Right Issue : promoter’s contribution, minimum subscription, advertisements, contents of offer document

Bought out Deals Pricing of issue of equity shares Preparing for Public & Right Issues Issue Marketing Post issue work & obligations

Merger & Acquisions : Concept of merger and takeovers, reasons for merger & acquisitions, Steps involved in merger and

amalgamation

Sources of Finance

Long Term Finance: Term Loans

Short term/working capital finance : Concept of working capital and working capital gap Methods to compute permissible bank finance : methods suggested by Tandon Committee; turnover

method; cash flow method.

Consortium Finance

Loan Syndication : Concept, Role of Merchant banker in loan syndication service

Project Appraisal :

Project life cycle Evaluation of projects Social cost benefit analysis Capital cost of the project Financial Projections

Financial Services

Leasing & Hire Purchase: Concept of lease & hire purchase Distinction between lease and hire purchase

Methods and advantages of leasing, benefits of lease to lessor and lessee Lease versus buy or borrow decision

Venture capital: Main features, venture capital process, difference between venture capital finance and conventional

sources of finance, Disinvestment avenues

Factoring & Forfeiting: Concept, distinction between factoring and forfeiting Benefits of factoring, impact of factoring on balance sheet

Credit Rating : Process, evaluation of a company Benefits of credit rating to investors, reliance on credit rating for investment decision

Insurance Services : Economics of Insurance, life insurance, general insurance, reinsurance Insurance Sector Reforms; Liberalisation of Insurance Sector Entry norms for insurance sector, Investment by Insurance companies, Exposure norms;

Suggested Readings :

A Manual of Merchant Banking : - J.C. Verma; Bharat Law HouseManual of SEBI - Bharat Law HouseFinancial Management : - Prasanna Chandra; Tata Mc Graw HillIndian Financial System : - M Y Khan; Tata Mc Graw HillFinancial Management : - I. M. Pandey; Vikas PublishingIndian Financial System : - Machhirajju; Vikas PublishingFinancial Services : - M Y Khan; Tata McGraw HillProject Financing : - H P S Pahwa; Bharat Law HouseSEBI & Corporate Laws : - Various issues

PAPER NO. 25 (H3)

INDUSTRIAL AND LABOUR LEGISLATION

The Payment of Wages Act, 1936- Definition- Rules for payment of wages & deductions from wage.

The Minimum Wages Act 1948- Fixing of minimum wages, procedure for raising minimum wage- concept of living wages, fair wage and minimum wage.

The Factories Act, 1948- Definition- Approval, Licensing and registration of factories- Notice by occupier, Health and Welfare measures- weekly holidays. Leave with wages, Employment of women and young person- Penalties and returns.

The Workmen’s Compensation Act 1923- Definition- Rules regarding workmen’s compensation- Defence available to employer and employees.

The Employee’s State Insurance Act 1948- Definition- Applicability of the Act- Insurable Workmen- Contribution Benefit- Penalties.

The Employee’s Provident Fund and Miscellaneous Provisions Act, 1952 and Employees Family Pension Scheme- definition- coverage of the organization and employees under the Act- Employee’s Provident Fund and Pension Fund Scheme- Calculation of contribution, withdrawal of provident fund amount- penalties of offence.

The Payment of Gratuity act, 1972- Definition – Scope and coverage of the act- Eligibility criteria- calculation of gratuity- nomination. The Payment of Bonus Act 1965- Applicability of Act- coverage of employee- calculation of bonus, Rate of payable bonus- available surplus- allocable surplus.

The Industrial Employment (standing order) Act 1946- scope and coverage of the Act- concept of standing order- its certification process- modification- interpretation and enforcement of standing orders.

The Trade Union Act 1926. Statutory Definition- Registration of TU, Immunity granted to Registered Trade Union- Recognition of TU.

The Industrial Disputes Act, 1947- Definition- Persuasive, conciliation and voluntary process for the settlement of industrial disputes- power of the govt. under ID Act- Instrument of economic coercion- strike and lock out, lay off and retrenchment, transfer and closures- discharge and dismissal- management’s prerogative during pendency of proceeding (Sec.33)

Industrial Relation of Labour laws - SC SrivastavsaAnalytical handbook of labour laws - PHDChamber of Commerce and IndustryIndustrial Law -Elements of Industrial Law - ND KapoorUnusual Collective Agreements - C.S.Venkataraman

PAPER NO. 26

BUSINESS POLICY AND STRATEGY

1. NATURE & IMPORTANCE OF BUSINESS POLICY & STRATEGY CHAP 1&2 Introduction to the strategic management process Strategic Management & related concepts Characteristics of corporate, business & functional level strategic management Decisions Introduction to models of strategic management- Linear, Adaptive & Interpretive McKinsey's 7S Framework & its importance

2. ORGANISATION & ITS SOCIAL RESPONSIBILITY CHAP 2 Need for social responsibility: Environmental impact on organizations policy & Strategy, Organizations dependence on the environment Guidelines to corporate for undertaking corporate social responsibility

3. MANAGERIAL & ORGANISATIONAL STYLES (HANDOUT FROM STENIER) Approaches to study of organisational styles- Managerial Job Approach, Management Process Approach, Managerial Working Roles Approach Individual Managerial Styles- Tannebaum & Schmidt Continuum, Shotgun, Tactician & Bystander Manager, Managerial styles under competition Organizational styles, Strategy related styles- Reactors, Prospectors, Defenders, Analysers

4. COMPANY’S MISSION STATEMENT CHAP 3 Need for a mission statement Criteria for evaluating a mission statement- Goal, Process & Input Formulation of the mission statement- Drucker’s Performance Area, Bennis’s Core Problem & other mission statement components

5. ANALYSIS OF COMPANY’S EXTERNAL ENVIRONMENT CHAP 4 & 5 Analysis of remote environment Analysis of specific environment- Michael E. Porter’s 5 Forces Model

6. ANALYSIS OF INTERNAL ENVIRONMENT CHAP 8 Importance of organization’s capabilities, competitive advantage and core competence Michael E. Porter’s Value Chain Analysis Internal audit & capabilities assessment profile

7. GLOBALISATION OF A FIRM CHAP 6 Complexities of globalisation Globalisation of the mission statement

8. FORMULATION OF COMPETITIVE STRATEGIES CHAP 8&9 Perspectives to competition- industry, marketing & strategic group Competitive Strategies- Miles & Snow Adaptive Strategies, Derek’s Abbel’s Business Definition Framework, Michael E. Porter’s Generic Competitive Strategies Implementing Competitive Strategies- offensive & defensive moves

9. FORMULATING CORPORATE STRATEGIES CHAP 9 Introduction to strategies of growth, stability and renewal.

Types of growth strategies – concentrated growth, product development, integration, diversification, international expansion (multi domestic approach, franchising, licensing and joint ventures).Types of renewal strategies – retrenchment and turnaround.

10. STRATEGIC ANALYSIS AND CHOICE CHAP 10 Strategic gap analyses, Portfolio analyses – BCG, GE, Product Market evolution matrix, experience curve, directional policy matrix, life cycle portfolio matrix. Grand Strategy Selection Matrix Behavioral Considerations affecting choice of strategy

11 IMPLEMENTING & OPERATIONALISING STRATEGIC CHOICE CHAP 11&12 Impact of structure, culture & leadership Functional strategies & their link with business level strategies

12. STRATEGIC CONTRL & EVALUATION CHAP 13 Strategic surveillance, special alert control & premise control Implementing control Introduction to operational control

NOTE: CASES WOULD BE UDERTAKEN COVERING THE COURSE

READING LIST:

1. J.A. Pearce & R.B. Robinson- Strategic Management Prentice Hall Publication2. P.K. Ghosh – Business Policy Strategic Planning Management, Sultan Chand3. Strickland – Strategic Management 4. Jausch & Glueck – Business Policy & Strategic Management

PAPER NO. -27

DESIGN AND MANAGEMENT OF INFORMATION SYSTEM

Introduction to management, Information and system. Requirement and receipt analysis of information. Information evaluation, prioritisation and characteristics. ABC, FNS and VED analysis for designing effective and economical information control system. Business Information systems, need of having IS, Introduction to business systems: payroll, Inventory Control, Financial Accounting, sales order processing, banks and manufacturing plants etc. evolution of IS, key components of IS, management of Information resources, process of Decision making and value of information, characteristics of effective IS, impact of IS on different management levels.

Design methodologies & Techniques: system development life cycle, various phases & user involvement: preliminary survey & feasibility study, system analysis, conceptual & detailed system design, implementation & devaluation, Systems Approach Management – use of tools like DFD, DD etc.. Cost benefit analysis for evaluating and selection of candidate information system.

Integrated Information systems in an organisation, use of Database for integration, across functional areas.

Modern trends in MIS. Selection of hardware and Software for the selected candidate system.

Introduction to Decision support systems, expert systems and Artificial Intelligence, Robotics.

Top management and MIS; Corporate planning for MIS, The MIS strategic grid; Growth of MIS in an organization; CSF theory for Information need analysis; Issues related to centralization and Decentralization of MIS, charge-out systems for MI services.

Security and hazard mitigation.

1. Murdick, Robert G. Ross, Joel E and claggert “Information systems for modern management”, prictice Hall.

2. Suresh K. Basandra: Management Information System 3. Lucas Henery C : Information system concepts for management. 4. Jeffry A. Hoffer, Joey F. Gworge, Joseph S. Valacich: Modern Systems Analysis & Design 5. Elias M. Awad: System Analysis and Design:

Classes Required: 4 Theory + Tutorial

PAPER NO. - 28 (M4)

ELEMENTS OF CONSUMER BEHAVIOUR

1. CONSUMER BEHAVIOR: NATURE, SCOPE & APPLICATION CHAP 1 Importance of Consumer Behavior in marketing decisions

Characteristics of Consumer Behavior Role of Consumer Research

2. MARKET SEGMENTATION CHAP 3

Bases of Segmentation VALS 2 Segmentation profile Targeting &Implementing Segmentation Strategies

3. CONSUMER NEEDS & MOTIVATION CHAP 4 Characteristics of Motivation Arousal of Motives Theories of Needs & Motivation : Maslow’s hierarchy of needs, McLelland’s APA Theory, Murray’s List of Psychogenic Needs, Bayton’s Classification of Motives Self Concept & its importance Types of involvement

4. PERSONALITY & CONSUMER BEHAVIOR CHAP 5 Importance of Personality Theories of Personality: Freudian Theory, Jungian Theory, Neo-Freudian Theory, Trait Theory, Theory of Self Images Role of self consciousness

5. CONSUMER PERCEPTION CHAP 6 Concept of Absolute Threshold Limit, Differential Threshold Limit & Subliminal Perception Perceptual Process: selection, organization & interpretation

6. LEARNING & CONSUMER INVOLVEMENT CHAP 7 Importance of learning on consumer behavior Learning Theories: Classical Conditioning, Instrumental Conditioning, Cognitive learning &

Involvement Theory

7. CONSUMER ATTITUDES CHAP 8 & 9 Formation of attitudes Functions performed by attitudes Models of Attitudes: Tri-component model, Multi-attribute model, Attitude towards Advertisement model, Attribution Theory

8. GROUP DYNAMICS & CONSUMER REFERENCE GROUPS CHAP 11 Different types of reference groups Factors affecting reference group influence Reference group influence on products & brands Application of reference groups

9. FAMILY & CONSUMER BEHAVIOR CHAP 12 Consumer Socialisation Process Consumer roles within a family Purchase influences and role played by children

Family Life Cycle

10. SOCIAL CLASS & CONSUMER BEHAVIOR CHAP 13 Determinants of social class Measuring & characteristics of social class

11. CULTURE & CONSUMER BEHAVIOR CHAP 14,15 &16 Characteristics of culture Core values held by society & their influence on consumer behavior Introduction to sub-cultural & cross-cultural influences

12. OPINION LEADERSHIP PROCESS CHAP 17 Characteristics & needs of opinion leaders & opinion receivers Interpersonal flow of communication

13. DIFFUSION OF INNOVATION CHAP 18 Definition of innovation Product characteristics influencing diffusion Resistance to innovation Adoption process

14. CONSUMER DECISION MAKING PROCESS CHAP 19 Process- Problem Recognition, Pre-purchase search influences, Information Evaluation, Purchase decision (Compensatory decision rule, Conjunctive decision Rule, Lexicographic rule, Affect Referral, Disjunctive rule) Post-purchase evaluation

*15. SITUATIONAL INFLUENCES CHAP 7 16. MODELS OF COSUMER DECISION MAKING (ANNEXURE) Nicosia Model, Howard-Sheth Model, Howard- Sheth Family Decision Making Model, Engel, Kollat & Blackwell Model, Sheth Newman Gross Model of Consumer values

NOTE: CASES & APPLICATION TO MARKETING WILL BE TAUGHT WITH RESPECT TO EACH TOPIC

READING LIST:

1. CONSUMER BEHAVIOR SCHIFFMAN & KANUK, PRENTICE HALL PUBLICATION2. *CONSUMER BEHAVIOR, ENGEL, BLACKWELL & MINIARD, THRYDEN PRESS

INTERNATIONAL EDITION

PAPER NO. - 28 (F4)

SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT

[Capital markets and Security Analysis Essential Prerequisite] 1. Futures & Options

(a) Options

Rationale of Futures & Options, put & call, option value determination, pricing strategies, Black Scholes model.

(b) Warrants & Convertable

(c) Futures

Stock index futures, portfolio strategies, Fixed Income securities, Long term securities.

2. Technical Analysis & the Efficient Market Theory (a) Technical Analysis -Market Indicators, Forecasting individual stock performance, charts.

(b) Efficient market theory -Random walk and Efficient market Hypothesis.

3. Portfolio Analysis -Traditional, Markowitz Optimisation, Diversification.

4. Portfolio Selection -Risk & Preferences, Simple Sharp portfolio optimisation, significance of Beta, Traditional portfolio selection.

5. Capital Market Theory -CAPM, Arbitrage pricing theory.

6. Managed Portfolios & their Evaluation -Type of mutual Funds, Advantage of managed portfolios. SEBI Guidelines relating to PMS.

7. The Effect of Taxes on Investment strategy -The tax structure, Capital Gains & Losses, After Tax Returns, Effect of Lockins, Effect of Taxes on securities prices.

8. Introduction to computerised portfolio analysis and options analysis.

9. Stock Exchange Game.

Readings

1. Security Analysis and Portfolio Management - Donald E Fischer and Ronald Jorden Text Book (Prentice Hall of India Pvt. Ltd. ) 2. ND Vohra & BR Bagri - Futures and Options 3. Indian Financial System - HR Machiraju4. Indian Financial System - MY Khan (if in print)

PAPER NO. - 29 (M5)

CREATIVE SELLING

TOPIC

1) Introduction - Sales management, personal selling & salesmanship C-2

- Personal selling & the marketing concept - Personal selling in a customer driven economy - Myths of selling

2) Sales person RB-1,2 - His functions, role in society C-6

- Quality of a successful sales person - Different selling situation

3a) Why people buy - Factors influencing customer behaviour RB-4

(Maslow’s hierarchy)- Social influences that shape buyer behaviour

(Family and reference group influence) - Buying motives (rational, emotional) - Product adoption cycle

b) Theories of selling

4) Methods of persuasion – Psychology of selling RB-5- Principles of contingency benefits - Principles of suggestions - Logical reasoning

5) Selling Process a) - Acquiring product information preapproach RB-8

- Knowing your product- Know your company- Know your competition

b) Identifying and qualifying prospects RB-6- Sources of prospects - Conditoins of qualification

c) Opening a sale (approach) RB-9- Methods of approaching - Making appointment

d) Progress of a sale (presentation) RB-10,11- Presentation styles - Presentation strategies

e) Sales demonstration RB-11- Importance of sales demonstration - What to demonstrate - Planning effective demonstrations - Use of sales tools

f) Handlling objections RB-12,13- Types of buyer problems/ objections - Determine hidden objections - General strategies for handling objections - Common types of objections - Specific mehtods of handling objections

g) Closing a sale RB-14- Closing techniques - Trial close

h) *SPIN selling (An introduction)

6) Retail selling - Selling process RB-15- Problems in retail selling

7) Industrial selling RB-17- Basic concept - Difference from retail selling

Readings

(1) Russel Beach (RB) selling – Principles & practices (2) Cundiff still (C) Sales Management (3) Jackson: Selling: The Personal force in Marketing (4) Kirpatrick & Russel: effective selling (5) H.W. Johnson: Creative Selling

VIDEOS (IN LIBRARY)

V-49- Selling to tough customer V-74- Effective selling V-84- How to sell

PAPER NO. 29 (F5)

CORPORATE TAXATION

Objectives :

Objectives of this course is to acquaint the students with the implications of tax structure and corporate profit planning in operational as well as strategic terms.

Detailed Curriculum

1. Residential status of a Company; computation of income under different heads of income; Set-off and carry forward of losses; Deductions from gross total income relating to companies and computation of tax liability of a domestic company.

2. Tax Planning Concepts :- Tax evasion, Tax avoidance, Tax Planning and Tax Management.

3. Tax Planning with reference to location, nature and form of organisation of new business (partnership firm vs. company).

4. Tax Planning relating to capital structure decision, dividend policy; inter-corporate dividend, bonus shares, own or lease, make or buy, sale of asset used for scientific research & Managerial Remuneration & Tax planning, Foreign collaboration & Joint Ventures.

5. Tax planning regarding amalgamation and demerger of Companies.

6. Double taxation relief.

7. Assessment procedure.

Text Books

1. Direct taxes : Law and Practice – V.K. Singhania2. Direct Tax Planning – Dr. S.P. Goel3. Corporate Tax Planning and Management – Ahuja & Gupta4. Direct Tax Planning – Dinkar Pagare