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PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011

PROGRAMME STRUCTURE

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Subject
Marketing Research Production Management & TQM Rural & Social Marketing Retail Management Business Ethics Distribution Management CRM Business to Business Marketing Digital Marketing HR & PERSONNEL MANAGEMENT ELECTIVES Strategic HR Work Psychology Performance Management & Appraisal System International HRM FINACIAL MANAGEMENT ELECTIVES Mergers & Acquisitions Strategic Corporate Finance Derivatives, Options & Futures Project Appraisal Multinational Business Finance

Credits
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PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 MARKETING RESEARCH COURSE DURATION: 2 HRS PER WEEK FOR 12 WEEKS COURSE CREDIT: 02 1. MANAGEMENT INFORMATION FOR MARKETING DECISIONS (3 HRS) Information & its uses in marketing decisions: Types of decisions (strategic operational, tactical); information to support the decision; data needed by marketing manager with their sources (sales records, budgets for sales and marketing, reports on performance of various business segments / product groups; sales forecasts; casting data; published MR reports; in house marketing research; commissioned MR; electronic data); questions needed to be answered before information system is designed; steps involved in preparing information system (select, record, examine, develop, implement, maintain); data, information, and intelligence; decision making and information/data. Forecasting: Market forecasts data needed (sales, market, demographic, economic, quantitative); sales forecasts; preliminary idea about methods of forecasting. Marketing I.S: Meaning; classification; planning systems; control systems; marketing research systems; scanning and external monitoring systems. Marketing Research: Marketing research; market research; marketing research activities, buyer behavior, research in 4Ps; stages involved in M.R. Data: Meaning; sources (internal and external) for marketing intelligence; databases and technology; types of data (hard-specific) soft unstructured. Cost and Value of information: Cost; benefit; value. 2. FORECASTING (3 HRS) What and why of Forecasts: Meaning; need for forecasting accuracy in forecasting; types: macro, meso, micro. Time Frames: short, medium, and long term; forecasting market demand. Forecasting and Marketing Decisions: Areas of forecasting; relevance for marketing. Methods: Sensitivity analysis; expert opinion, trend extrapolation; trend correlation; econometric modeling; cross impact analysis; multiple scenario, demand/hazard forecasting; qualitative methods (expert opinion, jury method; decision tree) network planning and forecasting. 3. MARKET INTELLIGENCE (3 HRS) Marketing Information system: Meaning; value of good information; outline of marketing I.S; various uses: monitoring of environment, determination of customer attitude; monitoring of competitive behavior; reduction in financial risk; coordination of marketing and sales plan;

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 target promotional activities; evaluation of alternative decisions; measurement of performance. (If the students have already studied this subsection, it may be skipped) Competitor Analysis: Competitor intelligence; scope; identification of competitors; 5 forces model of Porter to understand competition within the industry; competitor strengths and weaknesses; data sources for competitor analysis; setting up a competitor intelligence system. Benchmarking: Customer service audit; preparation of customer service index; accounting for customers. 4. CONDUCTING MARKETING RESEARCH (6 HRS) Application Areas: Marketing research; market research; segmentation and market research; consumer market research; customer profiling; product research; price research; placement research; promotion research Advantages and limitations Sampling: What is a sample; why use a sample; how to take it (random sampling, deductive reasoning, inductive reasoning; samples and population, characteristics of population); sampling process; analysis of collected information; errors to avoid. Data Collection: Methods (survey, observation, experimentation, simulation); Interviews (meaning; types), projective techniques; group interviews; synetics, questionnaire (designing & administration); shopping mall surveys; observations; panel research; experimental research. 5. PROCESSING AND ANALYSING DATA (6 HRS) Purpose Editing

o Field Editing o Central Editing Coding & interpreting Data o Coding rules o Code-Book Construction o Coding Closed Questions o Coding Open Questions

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 o Dont Know Responses Data Analysis Approach o Frequency tables, Bar charts, Pie charts o Histograms o Stem & Leaf Displays o Box plots o Transformation Cross Tabulation

Non-parametric Measures of Association o Measures for Nominal Data o Measures for Ordinal Data

Multivariate Analysis o Selecting the right multi-variate technique o Dependency Techniques o Multiple Techniques o Discriminate Analysis o MANOVA o Factor Analysis o Cluster Analysis o Conjoint Analysis

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Determinant Analysis 6. RESEARCH REPORTS & PRESENTATION (2 HRS) Reporting research findings Findings, conclusions, and recommendations. Preparation of written reports and oral presentations Interpreting research reports 7. COMMISSIONING MARKET INTELLIGENCE (1HR) Engaging an external agency for research: why? How to select an external MR agency Briefing and dealing with the agency. REQUIRED READING NARESH MALHOTRA: Marketing Research: an Applied Orientation (Pearson)

PRODUCTION MANAGEMENT & TQM COURSE DURATION: 2 HRS PER WEEK FOR 12 WEEKS COURSE CREDITS: 2 SECTION A: PRODUCTION (AND OPERATIONS) MANAGEMENT (2/3 RD WEIGHTAGE) 1. MANAGING OPERATIONS (2 HRS) Nature and scope of production/operation management Relationship with other functional areas

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Standardisation and simplification Reliability and redundancy Value engineering Ergonomic considerations Product (and service) design for differentiation

2. PROCESS DESIGNING (5 HRS) Types of production systems and layouts Capacity requirements planning Facilities, location and influencing factors; evaluation of alternatives JIT, FMS, and Group Technology 3. PRODUCTIVITY AND WORK STUDY (5 HRS) Method study: Basic procedure, charts, diagram Work measurement & Time study Work sampling, learning curve, production standards Aggregate production planning; heuristic methods 4. PROCESS CONTROL (4 HRS) Inventory management: Basic concepts; selective inventory control models; ordering systems. Material requirement planning; operations scheduling: Meaning, dynamic and static scheduling Process control and acceptance sampling Maintenance: facilities; TPM SECTION B: TOTAL QUALITY MANAGEMENT (1/3RD WEIGHTAGE) 5. NATURE AND SCOPE (4 HRS) Introduction to total quality Framework for organizational quality Statistical quality control 6. TOTAL QUALITY AND BUSINESS ORGANIZATION (4 HRS) Quality in customer supplier relationships Designing organizations for quality Designing, controlling, and improving organizational processes Tools and techniques for total quality Quality management systems REQUIRED READINGS: UPENDRA KACHRU: Production & Operations Management Text and Cases (Excel Books: 2007 Edition)

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 JAMES R. EVANS: Total Quality (Cengage: 2005): Chs. 1,2,4,5,6, and7 S.N. CHARY: Production and operations management (TMH)

RURAL AND SOCIAL MARKETING COURSE DURATION: 1 HR PER WEEK FOR 12 WEEKS COURSE CREDIT: 01 SECTION A: RURAL MARKETING 1. INTRODUCTION (1 HR) Definition; myths and realities of rural markets Characteristics of rural customer: Demographic and economic profile Rural market environment, including infrastructure

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Rural marketing and the 4 Ps: Problem areas Challenges of rural marketing

2. RURAL CONSUMER (1 HR) Rural market research Consumer behavior STP approach 3. STRATEGIES (4 HRS) Product strategies Pricing strategies Promotional strategies Placement strategies Innovations in rural marketing Future of rural marketing in India. SECTION B: SOCIAL MARKETING 4. BASIC ORIENTATION TO SOCIAL MARKETING (1 HR) Meaning & scope Planning process for social marketing Success formulae in social marketing field 5. ENVIRONMENT FOR SOCIAL MARKETING (1 HR) Researching for social marketing Mapping the internal and external environment Target audience and its readiness 6. STRATEGIES FOR SOCIAL MARKETING (4 HRS) Setting objectives and goals Desired positioning Creating a product platform Monetary and non-monetary incentives and disincentives Making access convenient and pleasant Developing the place strategy Promotional strategy REQUIRED READINGS PRADEEP KASHYAP & S. RAUT: The Rural Marketing Book (Biztantra) PHILIP KOTLER & NANCY R. LEE: Social Marketing: Influencing Behaviors For Good (Sage Publications )

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011

RETAIL MANAGEMENT COURSE DURATION: 1 HR PER WEEK FOR 12 WEEKS COURSE CREDIT: 1 1. BASICS OF RETAILING (2 HRS) Definition, scope, and importance; organized vs. unorganized retailing; retail competition Retail life cycle Emerging trends in retailing Retail formats; retailing formats in India Retailing scenario in India

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Evaluation criteria / ratios for retail effort

2. RETAIL PLANNING (3 HRS) Information gathering and strategic planning; operation management Retail financial strategy Target market selection and retail location Store design and layout Visual merchandising and display 3. RETAIL MARKETING & MERCHANDISING (4 HRS) Merchandise planning, buying and handling Pricing, promotional, and communication MIX Customer service; gaps model; CRM 4. RETAIL MANAGEMENT INFORMATION SYSTEMS (2 HRS) Role of Technology in retailing MIS: Meaning and scope in retail Retail audits 5. NEW RETAILING FORMATS (1 HR) Direct selling Online retailing REQUIRED READINGS LEVY & WEITZ: Retailing Management (TMH: Latest Edition) ET CDs on Retailing IMAGES YEAR BOOK ON RETAILING 2010/11

BUSINESS ETHICS COURSE DURATION: 1 HR PER WEEK FOR 12 WEEKS COURSE CREDIT: 1 1. INTRODUCTION (1 HR) Business functioning and ethical dilemmas in management Unethical behaviour and conduct at individual, group, and corporate level 2. INDIVIDUAL ETHICS (2 HRS) Ethics in corporate strategy

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Ethical dilemmas and value clarification for future managers

3. GROUP ETHICS (2 HRS) Ethical attitudes of Indian managers Managers facing unethical management 4. CORPORATE ETHICS (2 HRS) Ethics and company philosophies Corporate social responsibility 5. APPLICATIONS (5 HRS) Ethics in marketing research and marketing strategy Ethics in finance: Tax planning; financial disclosures Ethics in information technology and systems usage Ethics and human resources management Environmental ethics (Faculty should use Indian case studies for this unit) REQUIRED READINGS MANUEL G. VELASQUEZ: Business Ethics: Concepts and Cases (Pearson: Latest Edition) P. S. BAJAJ & RAJ AGGRAWAL: Business Ethics (Biztantra)

DISTRIBUTION MANAGEMENT COURSE DURATION: 1 HR PER WEEK FOR 12 WEEKS COURSE CREDIT: 1 1. DISTRIBUTION PLANNING AND CONTROL (4 HRS) Role and function of intermediaries; their selection and motivation Distribution analysis, control, and management Channel dynamics: VMS, HMS, multichannel marketing system Channel conflict and their management

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 2. DISTRIBUTION SYSTEM AND LOGISTICS (6 HRS) Physical distribution system: Various decision areas Modes of transport in India; their characteristics Logistics management: Meaning; functional areas of logistics; logistics integration for customer satisfaction Distribution costs management and customer service Supply chain management 3. INTEGRATION OF SALES AND DISTRIBUTION STRATEGIES (2 HRS) Customer Orientation and the sales management Customer orientation and distribution management Alignment of two types of strategies REQUIRED READINGS: COUGHLAN, ANDERSON, STERN, AND EL-ANSARY: Marketing channels (PHI: Latest edition). Relevant chapters For Indian perspective also read: - S.L.GUPTA: Sales and Distribution Management (Excel) - P.VENUGOPAL: Sales and Distribution Management (Response)

CUSTOMER RELATIONSHIP MANAGEMENT COURSE DURATION: 1 HR PER WEEK FOR 12 WEEKS COURSE CREDIT: 1 1. INTRODUCTION TO CRM (1 HR) Concept of satisfaction, dissatisfaction, and delight Starting point: Customer needs identification; meeting the needs; exceeding expectations: transactional marketing to relational marketing

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 2. UNDERSTANDING AND DEFINING THE INTERNAL CUSTOMER (2 HRS) The triangle of marketing: internal, external, and interactive marketing Internal customer philosophy: Understanding internal customer needs, teamwork, and employee care Involvement of employees in serving the external customer better 3. CUSTOMER ACQUISITION, MAINTENANCE, AND ENHANCEMENT (3 HRS) Understanding changing customer needs, behaviour, and expectations Provision of service in a competitive environment Permission marketing and CRM Retention management strategies Attrition management 4. CUSTOMER RELATIONSHIP MANAGEMENT PROCESS (2 HRS) Technology as enabler Data warehousing and data mining E CRM solutions 5. BUILDING AND DELIVERING A CRM PROGRAM (4 HRS) Setting up of CRM program objectives Estimation of resource needs, including finances Program delivery logistics: call centre, internet, web, etc. REQUIRED READINGS: S. SHAJAHAN: Relationship Marketing (TMH) G. SHAINESH & JAGDISH N. SHETH: Customer Relationship Management (Macmillan)

BUSINESS TO BUSINESS (B2B) MARKETING COURSE DURATION: 1 HR PER WEEK FOR 12 WEEKS COURSE CREDIT: 01 1. B2B MARKETING: OVERVIEW (1 HR) Nature and scope of B2B marketing Basics of industrial marketing Difference between consumer marketing and industrial marketing

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 2. UNDERSTANDING CUSTOMER & ITS ENVIRONMENT (3 HRS) Organisational buying behaviour Organising for the buying function Managing buyer seller relationship Researching the industrial markets 3. ORGANISING THE MARKETING FUNCTION (8 HRS) Market segmentation strategy Product decisions for industrial products Management of new industrial products Pricing strategy for new products Pricing strategy in a competitive environment Communication for industrial markets Industrial products distribution Commercial aspects of industrial marketing Industrial selling REQUIRED READING P. K. GHOSH: Industrial Marketing (OUP): Relevant chapters only.

H. R & PERSONNEL MANAGEMENT ELECTIVE STRATEGIC HUMAN RESOURCE MANAGEMENT COURSE DURATION: 4 HRS PER WEEK FOR 12 WEEKS COURSE CREDITS: 4 1. OVERVIEW OF SHRM (2 HRS) Concept of people as strategic assets; value chain and role of HR Strategy and HR planning the linkages between the two HRM challenges of the 21st century

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 2. ALIGNMENT OF HUMAN RESOURCES TO STRATEGY (5 HRS) Migration from HRM to SHRM; comparison and contrast between the two Barriers to SHRM Roles of SHRM Economics of HRM: Cost benefit analysis; employee value; human capital accounting 3. HRM AND ORGANIZATIONAL STRATEGIES (5 HRS) Corporate strategy and HR Business strategy and HR Environmental (external and internal) context of HR: PEST, diversity, demographics, internal resources, etc. as factor dictating HRM 4. WORK SYSTEMS (5 HRS) Designing of work systems: Approaches Redesigning work systems and organizations O.D: Processes; dimension; influencing factors Organizational structure: Types of structures and their relevance and shortcomings. Emerging trends: Telecommuting; contract working; temps, etc 5. FORECASTING H.R. DEMAND AND SUPPLY (5 HRS) Forecasts of external and internal H.R. supplies: Meaning; techniques available; limitations of forecasts Strategic considerations involved: develop or procure; investment in training Demand forecasting: Methods; strategic issues involved; limitation of forecasts 6. STRATEGIC ISSUES IN LEADERSHIP (5 HRS) Management of workforce diversity (age, gender, culture) Succession planning Family owned and professional businesses Influx of technology and leadership issues 7. MAINTENANCE OF HUMAN RESOURCES (4 HRS) Employee safety and health: Building organizational effectiveness related to safety and health; implementation of safety and health controls Training strategies for health and safety Financial implications of health and safety issues: compensation, production loss, employee turnover, product safety, and marketing issues. 8. EMPLOYEE SEPARATION AND DOWNSIZING (5 HRS) Concept, types, and management of separation Downsizing: Meaning, kinds, and process Downsizing vs. outsourcing Termination strategies, redeployment, and retraining

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 9. SHRM ISSUES IN M&A (4 HRS) Management of HR during M&A: Due diligence, manpower plan, communication, retention Integration: HR integration, cultural integration Organizational culture and M&A: Significance of culture during mergers; role of HR department 10. OUTSOURCING (4 HRS) Concept; outsourcing vs. consulting; outsourcing vs. jobbing; types of outsourcing Reasons for outsourcing: Strategic, tactical, and transformational Criteria for outsourcing Practising outsourcing 11. HR AND INFORMATIONAL TECHNOLOGY (4 HRS) Linkage between HR & IT: Impact Various technologies affecting HRM: Interactive voice recording, CD-ROM, Laser disc, networks, www, RDBMS, groupware, etc. Human resource information systems Application softwares for HRM Important Note: Ideally, SHRM includes Recruitment, Staffing, T&D, Compensation, Performance related issues as well. These dont find a mention here since they have been covered elsewhere. REQUIRED READING CHARLES R. GREER: Strategic Human Resource Management A General Managerial Approach (Pearson) OR MILLMORE, LEWIS, SAUNDERS, THORNHILL & MORROW: Strategic HRD (PHI) OR TANUJA AGARWALA: strategic HRM (OUP) H. R & PERSONNEL MANAGEMENT ELECTIVE WORK PSYCHOLOGY COURSE DURATION: 4 HRS PER WEEK FOR 12 WEEKS COURSE CREDITS: 04 1. PSYCHOLOGICAL PROCESSES IN WORK CONTEXT (4 HRS) Framework of work psychology; methodology to understand it Biological basis of human behaviour at work

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Development, learning, perception, cognition, motivation, attitude formation, and action Attraction and application Aggression and conflict at workplace Working in groups

2. PERSONALITY IN WORK CONTEXT (4 HRS) Personality: Meaning; dimensions; psychodynamic, behaviouristic, dimensional, humanistic / phenomenological and cognitive perspective Psychopathology Work adjustment 3. INDUSTRIAL PSYCHOLOGICAL RESEARCH (4 HRS) Industrial Psychology: Foundations; research methods involved Descriptive statistics: Central tendencies, dispersions, correlation, regression, distributions Inferential statistics: Sampling distribution and hypothesis testing Practical application of statistical tools for conducting psychological research 4. ORGANIZATIONAL PSYCHOLOGY (4 HRS) Individual as the focus of organizational working Group behaviour Organizational processes and dynamics 5. ENVIRONMENTAL PSYCHOLOGY (4 HRS) Environmental perception, cognition, and attitudes Environmental stressors; relevance of territorial, private, and personal space to environmental behaviour 6. PSYCHOLOGICAL ADJUSTMENTS IN THE WORK CONTEXT (4 HRS) Work and psychological well being Work life balance and its work psychology implications Work maladjustment & psychological adjustments Work dysfunctions and other work related & organizational adjustments problems Strategies to manage and promote organizational and employee well being; individual methods to promote the psychological health in workplace 7. WORKPLACE DIVERSITY (4 HRS) The diversity mosaic: Meaning and sources National culture and functioning of organization Role of an individual in diversity Prerequisites for the effective functioning of a diverse force Promotion of diversity to enhance organizational performance Management of diversity to preserve performance 8. INDUSTRIAL PSYCHOLOGY TESTING AND ASSESSMENT (8 HRS)

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Psychological testing: Meaning, scope, and effectiveness Principles involved: Norms and meaning of test scores, reliability, validity, and item analysis Ability testing: Individual tests; tests for special populations; group testing Personality testing: Self assessment personality inventories; measurement of interests and attitudes; projection techniques Application of testing; ethical and social considerations involved

9. PERSONNEL PSYCHOLOGY (8 HRS) Criteria: Standards for decision making, job analysis, job evaluation Predictors: Psychological tests and inventories, interviews, assessment centres, etc. Personnel decision: A model of personnel decisions, recruitment, selection, placement, training and development (see the note below as well) 10. INDIVIDUAL DIFFERENCES AND WORK PERFORMANCE (4 HRS) Demographic, personality, and cultural factors contributing to individual differences Individual differences in the work context Individual difference in goal striving, work motivation, and work satisfaction Individual differences and decision making behaviours Individual differences and organizational withdrawls Important: Ideally topics like Learning, career management, group dynamics, etc. are also covered under work psychology. But these find a suitable coverage elsewhere in our credit courses. Hence their exclusion here. REQUIRED READINGS SCHULTZ: Psychology and Work Today (Pearson) MATTHEWMAN, ROSE, AND HETHERINGTON: Work Psychology: An Introduction to Human Behaviour in the workplace (OUP: 2009)

H. R & PERSONNEL MANAGEMENT ELECTIVE PERFORMANCE MANAGEMENT & APPRAISAL SYSTEM COURSE DURATION: 4 HRS PER WEEK FOR 12 WEEKS COURSE CREDITS: 04 1. INTRODUCTION TO PERFORMANCE APPRAISAL (4 HRS) Performance appraisal: Meaning, purpose, and scope Pros, Cons and reputation of performance appraisal

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Legal aspects of performance appraisal systems Performance coaching and performance appraisal

2. PERFORMANCE PLANNING (4 HRS) Performance planning: Definition Performance planning and managers as well as employees responsibilities The performance planning meeting Results versus behaviours Determining key job responsibilities Goal setting & goal statement; SMART objectives Performance management system: Definition and workforce processes, viz., career planning, compensation management, and separation planning 3. PERFORMANCE EXECUTION (4 HRS) Performance execution: Meaning, and scope Performance execution & managerial and employee responsibilities Performance tracking Performance enhancement: Motivators 4. PERFORMANCE ASSESSMENT (8 HRS) Role of performance assessment; responsibilities of employee, manager, and top management Performance assessment: Ensuring reliability and validity Performance appraisal: Self, 3600 , web based Evaluating the appraisals Avoidances of biases in appraisal process Rating scales and rating errors Extenuating circumstances Appraisal reports 5. PERFORMANCE REVIEW (6 HRS) Tools and techniques for review Roles of employee and manager in review process Process of review; cares to be taken Tricky situations during review Closure of review process 6. THE PERFORMANCE APPRAISAL (6 HRS) Determination of core competencies & job analysis before appraisal Designing of appraisal format and form Ratings and weightage of various yardstick Interpretation of scores Methods of Appraisal: Straight ranking, paired comparison, critical incident, behaviorally anchored rating scale, MBO

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Reasons for failure of performance appraisal

7. THE PERFORMANCE APPRAISAL PROCESS (6 HRS) Designing and establishment of process Stakeholder expectations Management training requirements for performance appraisals Maintaining and monitoring the appraisal system Inter-and intra-rater reliability 8. BUILDING PERFORMANCE EXCELLENCE (6 HRS) Factors leading to excellence in work Creating development plans that work for the employees Management and employee responsibilities in development Using the job as part of the development process Problem employees Identifying gaps between desired and actual performance Getting a buy in to change Documenting change discussions Attitude and attendance problems 9. PERFORMANCE COUNSELING (4 HRS) Objectives of counseling Conditions for effective counseling Sequential process of performance counseling Making counseling effective REQUIRED READING T V RAO: Performance management and Appraisal Systems (Response) HERMAN AGUINIS: Performance Management (Pearson Education) 2007 TV RAO & OTHERS: 360 Degree Feedback and Assessment, Vol-I,II, and III (Excel)

H. R & PERSONNEL MANAGEMENT ELECTIVE INTERNATIONAL HUMAN RESOURCE MANAGEMENT COURSE DURATION: 2 HRS PER WEEK FOR 12 WEEKS COURSE CREDITS: 02 1. INTRODUCTION TO IHRM (3 HRS) Meaning and scope; reasons for going global

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Difference between domestic HRM and IHRM Forces of change and global work environment Organizational dynamics and IHRM: Role of culture in international HRM, culture and employee management issues, organization processes in IHRM, linking HR to international operations Challenges of IHRM International HRIS

2. THE ORGANIZATIONAL CONTEXT (2 HRS) Introduction; path to global status Control mechanism in an organization: Formal (reporting, structure, etc) and informal (culture, etc) Mode of operation of a firm in international context 3. IHRM: RECRUITMENT, SELECTION, AND TRANSFERS (4 HRS) Issues in staff selection Staffing and international allocation of human resources Approaches to staffing: Ethnocentrism, polycentrism, geocentrism, regiocentrism Transfer to staff for international business activities: International assignments Expatriates and their roles Role of non expatriates Corporate HR Recruitment, selection, and staffing in international context: International managers (parent country nationals, host country nationals, third country nationals); recruitment methods and selection criteria and techniques for international workforce. Selection criteria Issue of female expatriates Performance of expatriates: Influencing factors 4. TRAINING AND DEVELOPMENT (2 HRS) Scope of T&D in IHRM Role of expatriate training Components of effective pre departure training programs Effective of pre departure training Development of staff through international assignments

5. COMPENSATION (3 HRS) International compensation: Forms, factors influencing, compensation practices, social security systems. Objectives of international compensation Key components of an international compensation program Approaches to international compensation

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Global compensation: Emerging issues

6. RE-ENTRY AND CAREER ISSUES (2 HRS) The repatriation process Individual reaction to re-entry Multinational responses Designing a repatriation program 7. GLOBAL HR ISSUES (3 HRS) HRM in the host country context Standardization and adaptation of work practices Retaining, developing, and retrenching staff HR implications of language standardization Monitoring the HR practices of host country subcontractors 8. PERFORMANCE MANAGEMENT (3 HRS) Introduction: Performance appraisal and management Multinational performance management Performance management of international employees, expatriates, third, and host country employees Performance appraisal of international employees Appraisal of host country nationals (HCN) employees Issues and challenges in international performance management 9. NEW DEVELOPMENTS & IHRM (2 HRS) HR and global organizational capability HR and business process outsourcing Managing HR from a distance REQUIRED READINGS: PETER J. DOWLING & DANICE E. WELCH: International HRM (Cengage Learning) OR BREWSTER, SPARROW & VERNON: International HRM (Mc Graw Hill: 2007)

FINANCIAL MANAGEMENT ELECTIVE MERGER & ACQUISITIONS COURSE DURATION: 3 HRS PER WEEK FOR 12 WEEKS COURSE CREDITS: 3 1. FORMS OF BUSINESS ALLIANCES (7 HRS) Strategic choice of type of business alliance

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Merger and acquisition and take-over Introduction to restructuring problems; types of mergers; reasons for M & A; vertical, horizontal, conglomerate, concentric mergers. History of mergers the first to the fourth wave and causes thereof. The strategic Process Theories of mergers and tender offering financial synergy and managerial synergy.

2. DEFINING AND SELECTING TARGET (5 HRS) Pricing of mergers (Pricing the competitive bid for take- over) Negotiation/approach for merger Acquisition and take over contracting; implementation of M & A; managing post-merger issues 3. VALUING FIRMS AND THE DIFFERENT METHODS OF VALUATION (7 HRS) Product life cycle effect on valuation. Corporate and financial restructuring Divestiture Mechanism, process and techniques legalities involved in M & A and takeover Ethical issues of merger and take-over 4. ACCOUNTING FOR MERGERS (5 HRS) Financing the mergers and Take-overs Corporate restructuring divestment and abandonment 5. JOINT VENTURE AND ALLIANCES (7 HRS) Leveraged buyout Share repurchase. Takeover defences International take over and restructuring The M & A process Implementation and management guides for Mergers & Acquisitions. 6. LEGAL ASPECTS OF M&A (5 HRS) Legal aspects of mergers/amalgamation and acquisition; provisions of Companies Act; SEBI regulation; Takeover Code; schemes of amalgamation; court approvals Note: The subject will be taught with the help of case studies from the Indian corporate world. REQUIRED READINGS: GAUGHAN: Mergers, Acquisition & Corporate Restructuring (John Wiley) SUDI SUDERSANAM: Creating Value from M&A (Pearson)

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011

FINANCIAL MANAGEMENT ELECTIVE STRATEGIC CORPORATE FINANCE COURSE DURATION: 3 HRS PER WEEK FOR 12 WEEKS COURSE CREDITS: 3 1. INTRODUCTION TO STRATEGIC FINANCE (3 HRS) Business system and maximization of wealth of shareholders/stakeholders

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Objective function of a business entity: wealth maximization for the shareholders and/or stakeholders Corporate governance issue: Principal agency problem Share holders marginal and average

2. PRINCIPLES OF INVESTMENT DECISION (5 HRS) Risk and hurdle rates Risk measurement of equity (cost of equity) Risk management of debt (cost of debt) Cost of capital overall 3. MEASUREMENT OF RETURNS (4 HRS) Investment decisions: strategic and tactical roadmap for companies Capital budgeting: Concepts; decision making, including risk analysis Inflation and capital budgeting Economic value added (EVA): Concept and measurement in India companies 4. CORPORATE FINANCING DECISIONS (7 HRS) Corporate life cycle approach Corporate debt: Benefits and costs Optimal capital structure Issues in designing capital structure (profitability & liquidity, control & tax tax planning, maneuverability) Transition from prevailing capital structure to optimum mix (debt plus equity) 5. DECISION ABOUT DIVIDEND PAYOUTS (5 HRS) Relevance/irrelevance of dividends Dividend policy trends in India Legal, procedural, and tax aspects 6. BUSINESS DECISIONS AND BUSINESS VALUATION (7 HRS) Basics of business valuation Discounted cash flow: Concept, variants, and measurement Real options Relative valuation Integrated business valuation 7. CORPORATE RESTRUCTURING AND CORPORATE FINANCE (5 HRS) Financial framework for Corporate Restructuring Corporate Debt Restructuring Mechanism PE and hybrid financing REQUIRED READING A. DAMODARAN : Applied Corporate Finance (John Wiley)

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011

FINANCIAL MANAGEMENT ELECTIVE DERIVATIVE, OPTIONS & FUTURES COURSE DURATION: 3 HRS PER WEEK FOR 12 WEEKS COURSE CREDITS: 3 1. INTRODUCTION TO DERIVATIVES (3 HRS)

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Definition, Products Participants and functions (types of members) Types of derivatives Exchange-traded vs. OTC derivatives markets. Derivatives market at NSE (including turnover)

2. MARKET INDEX (3 HRS) Index number: Concept and construction Desirable attributes of an Index Types of indexes The S&P CNX Nifty; Concept; components Applications of Index for decision making 3. FUTURES AND OPTIONS (4 HRS) Forward contracts; Meaning Limitations of forward markets Futures: Concept; distinction between futures and forward contracts Options: Meaning and terminology; distinction between futures and options Index derivatives 4. PRICING OF FUTURES (2 HRS) Index futures Stock futures with and without dividends Commodity futures 5. APPLICATION OF FUTURES & OPTIONS (4 HRS) Payoff for derivatives contracts (futures and options) Difference between trading of securities and trading of futures on individual securities Use of futures (Only simple strategies of hedging, speculation and arbitrage) 1. Index futures 2. Stock futures Use of options (Only simple strategies of hedging, speculation and arbitrage) 1. Index options 2. Stock options 6. SWAPS (4 HRS) 1. Interest rate swaps: Meaning, mechanics, and valuation 2. Swap quotes and LIBOR zero rates 3. Currency swaps: Meaning and valuation 7. TRADING STRATEGIES INVOLVING OPTIONS (2 HRS) Strategies involving a single option and a stock Spreads

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 Combinations

8. INTRODUCTION TO BINOMIAL TREES (4 HRS) One step binomial model Risk neutral valuation Two step binomial tress A put example Extension of the basic tree approach 9. THE GREEK LETTERS (2 HRS) Delta Theta Gamma Vega Rho Their use and interpretation 10. THE BLACK SCHOLES MODEL (4 HRS) Lognormal property of stock prices The distribution of the rate of return The expected return Volatility of returns Concept and derivation of Black Scholes equation Implied volatility 11. CREDIT DERIVATIVES (4 HRS) Credit default swaps Total return swaps Credit spread options Collateralized debt obligations Adjusting derivative prices for default risk REQUIRED READINGS JOHN C. HULL: Options, Futures and Other Derivatives (PHI: 2006) VOHRA & BAGRI: Futures & Options (TMH)

FINANCIAL MANAGEMENT ELECTIVE PROJECT APPRAISAL COURSE DURATION: 2 HRS PER WEEK FOR 12 WEEKS COURSE CREDITS: 02

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 1. MANAGEMENT OF PROJECTS (2 HRS) Definition of a project; need for project management; project life style Project selection and criteria of choice; project selection models Project charter, scope, planning and scope for their modification 2. IDEATION STAGE (2 HRS) Idea generation, environment scanning, corporate appraisal, and profit potential Porter model Scouting for project ideas and their preliminary screening Project rating based on various criteria 3. MARKET AND DEMAND ANALYSIS (2 HRS) Market appraisal through secondary information Market surveys Demand forecasting 4. TECHNICAL ANALYSIS (2 HRS) Manufacturing process/technology Project mix, plant capacity, location, and site Machinery & equipment, civil works Environmental considerations Project charts and layouts 5. PROJECT COSTING AND FINANCE (6 HRS) Cost of project Sources of finance Production and sales estimates; cost of production Working capital requirement and sources Estimates of working results, including profitability projections Cash flow projections and projected balance sheet 6. PROJECT SELECTION (6 HRS) The time value of money Investment criteria Overall cost of capital Risk analysis: Measurement of risk; sensitivity analysis; simulation; decision tree 7. PROJECT SCHEDULING / NETWORK TECHNIQUES (4 HRS) Development of project network and time estimation CPM and PERT analysis; float time; crashing of activities Cost analysis of resource allocation REQUIRED READING

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 PRASANNA CHANDRA: Project Planning, Analysis, Financing, Implementation, and Review (TMH)

FINANCIAL MANAGEMENT ELECTIVE MULTINATIONAL BUSINESS FINANCE COURSE DURATION: 3 HRS PER WEEK FOR 12 WEEKS

PGP_ISBE-A_SS_ IV_SEMESTER_2010 12 RELEASE DATE: SEPTEMBER 2011 COURSE CREDITS: 3 1. ESSENTIALS OF INTERNATIONAL FINANCE (8 HRS) International finance: Issues & dimensions International finance: Nature, role International monetary/financial system, including important institutions. Internationalization process; international financial flows, and balance of payments framework 2. CAPITAL STRUCTURE IN MBF (8 HRS) 2. Issues of capital structure in MNCs with spl. ref. to desire to control strategic stake, sovereign fund financing, PE financing (Govt. perspective) 3. Instruments to raise capital (ADRs/ GDRs/ IDRs/ ECBs/ Euro issues and related issues; hedge funds) 3. FOREIGN EXCHANGE RISK MANAGEMENT (4 HRS) Financial accounting and foreign exchange Managing accounting exposure Measuring economic exposure & managing it Fair value accounting with spl ref. to scandals & Accounting standard (AS-16) 4. MULTINATIONAL CAPITAL BUDGETING (8 HRS) International portfolio investment; including diversification Capital budgeting for the MNC Cost of capital for foreign investment Managing of political risk 5. MULTINATIONAL WORKING CAPITAL MANAGEMENT (8 HRS) Short term financing Financing of foreign trade Current asset management for the MNC Multinational financial system REQUIRED READINGS MOFFETT, STONEHILL, EITEMAN: Study Guide for fundamentals of Multinational Finance (Addition Wesley: 2008)

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