VI Trimester Subjects

1. E Commerce (Prof. Hemanth Kumar S) MARKETING 2. Services Marketing (Prof. S N Murthy) 3. Rural Marketing (Prof. L Surendra) 1. Compensation and Benefits( Ms. Renu Kotian) 2. Performance Appraisal and Competency Mapping (Ms. Payal Roy) HR

1. Financial Markets & Instruments (Prof. Divakar Naidu B) FINANCE 2. Merchant Banking & Financial Services (Prof. Kiran Bindu)

1. Software Engineering (Prof. Achutha V) OPERATIONS & IT 2. Production Planning and Control (Prof. G S Vijaya)

Dr. Easwaran Iyer Dean

E-COMMERCE
Learning Outcomes: y At the end of the course students will be able to demonstrate the knowledge, theories and concepts underlying e-commerce. y Apply e-commerce theory & concepts to the practices of e-marketing in "the real world" and explain current challenges and issues in e-commerce. Module 1: Introduction to Electronic Commerce Introduction - Traditional and Electronic commerce, Economic forces and ECommerce, Value chain, Evaluation of business opportunities using E-Commerce. Technology infrastructure The internet, intranet, extranet and WWW (commercial use of the internet), Networks, Protocols, Markup languages, Types of internet connections. Module 2: Revenue models and Marketing on the web Understanding & Developing Revenue models for Selling, Transition on the web, Strategic issues, Creating an effective web presence, Usability, Communication on the web. Strategies for Marketing on the web, communicating with market segments, Segmentation and relationship intensity. Advertising and email marketing on the web, TCRM, Brand management on the web, Search engine posting and domain names. Module 3: Strategies for E-Commerce in B2B Major activities in B2B environment, EDI and the Internet, Supply Chain Management, E-Marketplace and portals. Web Auctions Overview, Related businesses, Virtual community and Portal strategies. Module 4: Issues relating to E-Commerce and Business Environment International, Legal, Ethical and Taxation issues, Payment systems for E-Commerce, Planning E-Commerce initiatives, Strategies for developing E-commerce websites, Managing E-Commerce implementation. Module 5: E-Commerce Technologies & Security threats Web server: hardware and software, Specific E-Commerce software, Security issues in E-Commerce and prevention, US Government Regulations & Encryption Indian Information Technology Act 2000. Text Books : Gary P Schneider, Electronic Commerce Fourth Annual Edition, Thomson Publications Reference Books: 1. Kalakota Whinston, Frontiers of Electronic Commerce, Pearson Education Press S Jaiswal, Doing Business on the Internet E-Commerce, Galgotia Publications

Services Marketing
Learning Objectives 1. To understand and gain insights into key issues in marketing of services and how it differs from marketing of goods 2. To understand the importance of customers and their role in service design and delivery 3. To understand the elements of services marketing mix 4. To enable students to apply concepts an principles learnt in a given services marketing situation Syllabus Contents: Module 1: Introduction to Services Marketing Unique characteristics of services, growth of service industries, differences in goods vs. services marketing, extended marketing mix for services, Gaps model of service quality; Module 2 : Customer Expectations Types of service expectations, factors that influence customer expectations of service, managing customer expectations Module 3: Customer perceptions of Service Customer perception and satisfaction, Service quality, service encounters, relationship strategies for influencing customer perceptions Module 4 : Marketing Research in Services Criteria for effective services marketing research, Types of services research, analyzing and interpreting services research Module 5 : Customer Relationship Management in services Relationship marketing goals and benefits, lifetime value of a customer, retention strategies, service recovery importance and strategies Text Book 1. Zeithaml, Valarie A; Bitner, Mary Jo. Serives Marketing: Integrating Customer Focus. Tata McGraw Hill Reference Books 1. Lovelock, Christopher; Wirtz, Jochen. Services Marketing: People, Technology, Strategy. Pearson Education

Rural Marketing Module 1:

Rural economy; Rural marketing vs urban marketing; Rural marketing ins and outs; Rural Market indices; Rural and agricultural market structure

Module 2:
Rural market segmentation; Marketing research in Rural Marketing; Marketing farm products; APMC; Cooperative movement in agri-sector

Module 3:
Marketing of consumer goods to rural market, agro-chemicals, fertilizers, seeds, tractors, agricultural implements

Module 4:
Rural Credit and Financing, Role of NABARD, Microfinancing, Risk Management in Agrisector; Agri-sector's impact in country's overall economy

Module 5:
Agricultural and food processing; scope for international agricultural trade; International logistics; Agricultural education, research and training; e-Choupal

Suggested Books: Text Book: 1. Rural Marketing by Balram Dogra and Karminder Ghuman Reference Books: 1. Rural Marketing by Krishnamacharyalu and Lalitha Ramakrishnan 2. Rural Marketing by Pradeep Kashyap and Siddhartha Raut

COMPENSATION & BENIFITS

Learning Outcomes: To make the participants understand the concepts in compensation and apply them in the current business environment. Syllabus Content: Module 1 y Compensation; Objective of compensation y External and internal influences on compensation y Compensation and motivation; Compensation decisions Module 2: y Compensation methods and policies; Job evaluation; Determination of individual pay; Methods of payment; y Issues in compensation administration; Compensating managerial and professional jobs Module 3: y Employee Benefits and services; Diagnostic approach to benefits and services; Mandated benefits programs; Voluntary benefits; Income in retirement y Employee services; Flexible benefits plans and reimbursement accounts; Managing an effective benefits programme; Role of incentive schemes positive and negative Module 4 y Contemporary issues in compensation; Compensation issues in software firms; Compensation issues in BPOs; Compensation issues in Services; y ESOPs practices and issues; Pay for Performance --applications y Person -based structures Module 5 y Compensation management in a knowledge based world. References: 1. Milkovich and NewmannCompensationTata McGraw hill (add two copies) 2. Richard .I. HendersonCompensation management in a knowledge based world.Pearson education 3. Employee reward-Michael ArmstrongUniversities pressMats No; 27 2105 4. Rethinking incentives and reward management; Innovative reward systems for the changing workplaceThomas Wilson-Tata McGraw Hill Mats:81 4183 5. The completed guide to executive compensationBruce R ElligTata McGraw Hill Mats 81 4294 6. Harvard Business review on compensation-Harvard Press-Mats 81 2665 7. Job evaluation; Michael Armstrong and others; Kogan Page;2006 8. Facing the future; Indian pension systems; David Hatton and R vaidyanathan and others.TMH;2007

Performance Appraisal and Competency Mapping

PERFORMANCE MANAGEMENT

MODULE 1 Introduction: Definition of performance characteristics of an ideal PM systems, Performance management process, performance management and strategic Planning. 3 hrs MODULE 2 Performance appraisal system implementation: Defining performance, Determinants of performance, performance dimensions, approaches to measuring performance, diagnosing the causes of poor performance, Differentiating task from contextual performance, choosing a performance Measurement approach. Measuring results and behaviours, gathering performance information, Conducting Staff Appraisals: Introduction, need, skills required, the role of the appraiser, job description & job specification, appraisal methods, raters errors, data collection, conducting an appraisal interview, follow up & Validation. 6 hrs MODULE 3 Performance management & employee development: 360 degree feed back as a developmental tool, performance management & reward systems: performance linked Remuneration system, performance linked career planning & promotion Policy 6 hrs MODULE 4 Performance Consulting: Concept, the need for performance consulting, role of the performance consulting, designing and using performance Relationship maps, contracting for performance consulting services. 3 hrs

COMPETENCY MAPPING MODULE 5 Competency method in Human Resource Management- Features of Competency methods, historical development, definitions, approaches to Mapping. Competency mapping procedures and steps. 3 hrs

MODULE 6 Methods of data collection for mapping.-observation, repertory grid, critical incidence technique, expert panels, surveys, automated expert system, job task analysis, behavioral event interview. 6 hrs

MODULE 7 Developing competency models from raw data- data recording, analyzing the data, content analysis of verbal expression, validating the competency models. 3 hrs

RECOMMENDED BOOKS: 1. Performance Management, Herman Aguinis, Pearson Education, 2007. 2. The Talent Management Hand Book, Lance A. Berger & Dorothy R. Berger, Tata Mc-Graw Hill REFERENCE BOOKS: 1. Appraising & Developing Managerial Performance-.T. V. Rao, Excel Books 2. 360 degree feedback & assessment & development Centres, Volume I, II and III, TV Rao, Et all, Excel Books Competency Based HRM, Ganesh Shermon, TMH, 1st Edition, 2004

Financial Markets and Instruments

Learning outcome: y y y To equip students to understand the national / international scenarios emerging in Financial Markets and Instruments To expose students to the financial services both regulatory and promotional contributing to the economic development To enable students understand an integral scenario of all financial markets and related instruments

Module I: Equity Investments y y y y Introduction to financial markets

Readings: Financial Markets & Instruments, Chapter 1, Jeff Madura, Thomson Publishing

Organisation and functioning of Capital Market (including SEBI)

Readings: Indian Financial System, Chapter 6-9, MY Khan, TMH

Capital Markets Indexes and Benchmarks Fundamental Analysis

Module II: Money Markets & Debt Markets y Organisation and functioning of Money Markets (including role of RBI)
Readings: Indian Financial System, Chapter 10, MY Khan, TMH

Treasury Management in Corporates: Overview and instruments used (MMMFs, Commercial Paper etc.,)
Readings: Indian Financial System, Chapter 10, MY Khan, TMH

Fixed income securities

Readings: Indian Financial System, Chapter 17, MY Khan, TMH

Module III: Derivatives y Derivative Markets and Instruments

Readings: Indian Financial System, Chapter 17, MY Khan, TMH

Commodity Markets and Commodity Derivatives

Module IV: Operations of Non-Bank Entities y y y y Stock Broking

Readings: Financial Services, Chapter 15, MY Khan, TMH

Merchant Banking
Readings: Financial Services, Chapter 11-13, MY Khan, TMH

Insurance operation
Readings: Financial Services, Chapter 9, MY Khan, TMH

Pension Funds and PFs operation

Readings: Financial Instruments & Markets, Chapter 10, LM Bhole, TMH Financial Markets & Instruments, Chapter 26, Jeff Madura, Thomson Publishing

Module V: Alternative Investments y y y y Real Estate Investment Companies (Mutual Funds)

Readings: Indian Financial System, Chapter 15, MY Khan, TMH: Financial Markets & Instruments, Chapter 2, Jeff Madura, Thomson Publishing

Venture Capital
Readings: Financial Services, Chapter 10, MY Khan, TMH:

Hedge Funds
Readings: Financial Markets & Instruments, Chapter 23, Jeff Madura, Thomson Publishing

MERCHANT BANKING & FINANCIAL SERVICES

Module I Merchant Banking-- Nature of services, structure of merchant banking firms, Financial Markets: Capital markets--Money market. Forex markets, Linkages between the markets, SEBI guidelines for merchant bankers, Issue Management--equity issues, rights issues, debenture issues, Book building, Private placement: Pre issue and post issue activities-- Raising of capital from international markets: Loan syndication, ADRs, GDRs, EDRs, ECB, IDR Design of Capital structurepricing of issues. Module II Financial services: fund based and fee based services; Credit rating: Definition: Process of credit rating of financial instruments: Depositary services: role of depositoriesa brief discussion on performance of NSDL and CSDL. Stock Broking Services including SEBI guidelines: Module III Venture capital and Private Equity Module IV Lease financingmeaning and types, historical perspective, present legislative frameworks of leasing, lease & taxes. Lease evaluation form lessor and lessees point of view, Hire Purchasing, Bills Discounting, Factoring, Forfeiting, Consumer finance, credit cards, vehicle financing and consumer durable financing Module V Securitization of debt: Meaning, Features, Special Purpose Vehicle, Pass Through Certificate & mechanism, reverse mortgages, Mortgage-Backed Securities (MBS), Asset-Backed Securities, Valuing Mortgage-Backed and Asset-Backed Securities, Marketing of Financial Services Conceptual framework distribution pricing promotion attracting & retaining customers segmentation positioning development and launching of new products behavioral profile of customers.

Software Engineering

Module 1:

Overview

6 Hrs

Introduction: FAQ's about software engineering, Professional and ethical responsibility. Socio-Technical systems: Emergent system properties; Systems engineering; Organizations, people and computer systems; Legacy systems.

Module 2:

Requirements

6 Hrs

Software Requirements: Functional and Non-functional requirements; User requirements; System requirements; Interface specification; The software requirements document. Requirements Engineering Processes: Feasibility studies; Requirements elicitation and analysis; Requirements validation; Requirements management.

Module 3:
development.

Development

6 Hrs

Rapid Software Development: Agile methods; Extreme programming; Rapid application

Software Evolution: Program evolution dynamics; Software maintenance; Evolution Processes; Legacy system evolution

Module 4:

Verification and Validation

7 Hrs

Verification and Validation: Planning; Software inspections; automated static analysis; Verification and formal methods. Software testing: System testing; Component testing; Test case design; Test automation.

Module 5:

People-Management

5 Hrs

Managing People: Selecting staff; Motivating people; Managing people; The People Capability Maturity Model Text Books: 1. Ian Sommerville: Software Engineering, 8th Edition, Person Education Ltd., 2007. 2. Roger.S.Pressman: Software Engineering-A Practitioners approach, 7th Edition, McGraw-Hill, 2007. Reference Books: 1. Software Project Management, A Concise Study, S.A. Kelkar, Revised Edition, Prentice-Hall India, 2003 2. Software Project Management in Practice, Pankaj Jalote, Pearson Education, 2002

Production Planning & Control