PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 PROGRAMME STRUCTURE FOR PG C SNO 1. 2. 3. 4. 5.

. SUBJECT Business Policy & Competitive Strategy Executive Communication Organizational Development Business Ethics Entrepreneurship & Small Business Management SPECIALISATION: MARKETING 7. 8. 9. 10. 11. 12. Services Marketing Marketing Strategy International Marketing Marketing Research Distribution & Logistics Management B2B Marketing SPECIALISATION: HR MANAGEMENT 13. 14. 15. 16. 17. 18. Training & Development Group Dynamics Compensation Management Human Resource Planning Work Psychology Performance Management & Appraisal System SPECIALISATION: FINANCE 19. 20. 21. 22. Securities Analysis & Portfolio Management Insurance & Banking Management of Indian Financial Systems Mergers & Acquisitions 2 2 2 4 2 2 2 4 2 2 2 2 2 4 2 2 CREDITS 2 6 2 1 3

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 23. 24. Strategic Corporate Finance Multinational Business Finance & FOREX SPECIALISATION: MARKETING COMMUNICATION 25. 26. 27. 28. 29. 30. Advertising Creatives Direct Marketing & Communication Below the Line Promotions Marketing and Advertising Research Account Planning, Servicing and Management PR & Corporate Communication SPECIALISATION: INFORMATION TECHNLOGY 31. 32. 33. 34. 35. 36. Business Intelligence Strategic Innovation Management Strategies for Managing Networked Business ERP & CRM Consulting Implementation Technology & Strategic Consulting M-Commerce 2 2 2 4 2 2 2 2 2 4 2 2 2 2

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 BUSINESS POLICY & COMPETITIVE STRATEGY COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. DEFINING BUSINESS POLICY Definitions, Kottr, Glueck & Jauch, Kenneth Andrews, Porter Strategy formulation technique Discussion on planning for the present & future Demand forecasting techniques o Quantitative models: Averages, moving Trends, regression, factor analysis o Significance Tests: T-Test, Chi Square Test 2. CORPORATE LEVEL PLANNING Methods to define corporate mission oDruckers Model: Corporation definition, customers, value time relative position (Will and Should) as per Ansoffs Strategy Gap Identifying S.B.Us o Independence equation, management authority relevance Evaluating current business portfolio oGrowth share matrices, BCG, GE Generic strategies: Build, hold, harvest, divest w.r.t stars, question marks, cash Cows, dogs Identifying new growth areas oAnsoffs strategy gap revisited, integrative strategies: horizontal, vertical intensive, ansoffs Model: Diversification, concentric, horizontal, conglomerate 3. BUSINESS LEVEL PLANNING Defining business mission oDruckers model revisited oBusiness Definition, Customers, Value oTime Relative Position (Will and Should) as per Ansoffs Strategy Gap oRelevance of Specificity w.r.t Corporate Mission Statement Internal Environment Analysis o Core Competency Model of Prahlad o Filter Test for Determining Core Competencies o Filter Test for Determining Core in competencies External Environment Analysis oIndustry Analysis Framework of Porter oUnderstanding 5 forces and 5 entities: - Customers, Suppliers, Potential Threats, Substitutes, Competitors

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 oProportionality Quotients as Defined by Porter oBarriers to Entry: Barriers to Production, Barriers to Marketing Goal Formulation

oSales, Market Share, Cash Flows, Profits oRelevance of PLC oInvestment Center, Revenue Center, Cost Center, Profit Center, Cash Flow Center Strategy Formulation

oPorters Generic Strategies Cost Leadership: Comparison with Price Leadership, Emphasis on Production Differentiation: Quality, Service, Style, Technology Mutual Exclusivity of Generic Strategies Focus Strategies as a Choice Non-Focus Strategies as a Choice

Program Definition

oBlueprint for Action Implementation

oMcKinseys 7-S Framework: - Structure, Strategy, Systems, Staff, Style, Skills, Shared Values Feedback & Control 4. BUSINESS PROCESS RE-ENGINEERING Process Improvement Process Re-Structuring Process Re-Engineering Process Transformation

5. NEWER DIMENSION FOR STRATEGIC PLANNING AND IMPLEMENTATION Blue Ocean strategy

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 Balance score Card Competing for the future

RECOMMENDED BOOKS: AZHAR KAZMI: Business Policy and Strategic Management (2002:TMH) VIPIN GUPTA, Kamala Golla Kuta, and R. Srinivasan: Business Policy & Strategic Implementation (PHI: 2007) MICHAEL PORTER: Competitive Strategy L.R.JAUCH AND W.F.GLUECK: Business Policy and Strategic Management C.W.L. HILL AND G.R.JONES: Strategic Management :An Integral Approach VSP RAO AND V. HARIKRISHNA : Strategic Management :Text and Cases

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

EXECUTIVE COMMUNICATION: MENTORING COURSE DURATION: 72 HOURS PER SEMESTER COURSE CREDITS: 06 1. BUSINESS PRESENTATION What, and how of business presentation 2. PRESENTATION SESSION - 1 Students presentation (5 Minutes) Feedback by the faculty 3. COMMUNICATION ACTIVITY - 1 Facultys session on communication 4. PRESENTATION SESSION - 2 Students presentation (10 Minutes) Feedback by the faculty 5. COMMUNICATION ACTIVITY - 2 Facultys session on communication 6. AIDS TO COMMUNICATION Group activities Management games 7. PRESENTATION SESSION 3 Students presentation (15 Minutes) Feedback by the faculty 8. RESUME PREPARATION Ideal resume Resume writing exercise 9. PRESENTATION SESSION 4 Students presentation (30 Minutes)* (Note: This presentation shall be video recorded) Feedback 10. MONITORING OF PROGRESS Individual feedback sessions

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 This session will be judged by a 3 member panel consisting of excom faculty, senior excom faculty, and a member of SMG team. Excom faculty will provide feedback on students performance. Senior faculty will inturn assess the performance of excom faculty. The SMG team member will provide employability/placement index for the individual student.

NOTES:

An average PG level student at IIPM is expected to participate in the following exercises: - Individual Presentation - Debates - Practice interviews - Group discussion exercises - Miscellaneous sessions covering group based written, verbal, and non verbal communication exercises.

* Every student will be given a CD recording of his performances in sessions (meant to be recorded) during trimesters I & II. This will enable him to see his own transformation as a speaker. Besides, alongwith this CD, by the end of trimester II all the students will be provided personalized written feedback on their progress. REQUIRED READINGS This course is 100% hands on practice oriented one. Hence the students dont have to refer to any texts. However, the students are strongly advised to consult their mentor to obtain tips on how to further improve their presentation skills. Interested students may like to consult the book: Business Communication (by) LEHMAN, DUFRENE and SINHA (Cengage Publishing) for self enhancement in the field of Business Communication.

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

ORGANIZATIONAL DEVELOPMENT COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. OVERVIEW (2 HRS) Introduction to OD Nature of planned change 2. PROCESS OF ORGANIZATION DEVELOPMENT (6 HRS) Diagnostic process: Meaning and dimensions of diagnosis; groups and jobs diagnosis; collection and analysis of information; feeding back of information Designing interventions 3. HUMAN PROCESS INNTERVENTIONS (4 HRS) Individual, interpersonal, and group process approaches Organization process approach 4. TECHNOSTRUCTURAL INTERVENTION (4 HRS) Restructuring organization Employee involvement Work design 5. HRM INTERVENTIONS (4 HRS) Performance Management Developing and assisting members 6. STRATEGIC CHANGE INTERVENTION (4 HRS) Competitive and collaborative strategies Organizational transformation REQUIRED READINGS: CUMMINGS AND WORLEY: Organization Development and Change (Cengage:2005): Chs 1,2,5,6,7,8,9,12-20 BHUPEN SRIVASTAVA: Organization Design and Development (Biztantra) (Mainly for Indian case studies) IMPORTANT The faculty is advised to use the prescribed texts and give the teaching Indian orientation. In the examination the questions will pertain to Indian organizations.

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 The paper will contain Q1, case based, and Q2, definitions/concepts (15 in number) based. These will have to be compulsorily answered. In addition there will be 5 more questions out of which a student will answer 3. Thus the questions will have 1+1+5 (=7) questions out of which 1+1+3 (=5) will have to be attempted. BUSINESS ETHICS COURSE DURATION: 12 HOURS PER SEMESTER COURSE CREDIT: 01 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 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) FERNANDO: Business Ethics: An Indian perspective (Pearson:2009) IMPORTANT The faculty is strongly advised to follow the prescribed text books, supplemented with case studies currently appearing in various publications. The case study shall be Indian business based. The end term examination will be of 2 hours duration. It will carry 5 questions, including 1 case based question. The student will be required to answer 3 questions, 1 case based

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 (compulsory), 1 concepts/ definitions based (compulsory, about 10 terms) and one more out of the remaining 3 questions. Thus there will be 1+1+3 (=5) questions in the paper, out of which a student shall answer 1+1+1 (=3) of them. ENTREPRENEURSHIP & SMALL BUSINESS MANAGEMENT COURSE DURATION: 36 HOURS PER SEMESTER COURSE CREDITS: 03 A: ENTREPRENEURSHIP (Weightage: 75%) 1. ENTREPRENEURSHIP: CONCEPT, EVOLUTION, AND SCOPE (1 HR) Concept and evolution of entrepreneurship Corporate entrepreneurship Individual entrepreneurship: Part time, small and medium ventures 2. DEVELOPMENT OF ENTREPRENEURSHIP (4 HRS) Profile of an individual entrepreneur: Aptitude, skills, and knowledge set Entrepreneurial mindset: Creativity and innovation Profile of every individual students in terms of entrepreneurial traits 3. VENTURE PLANNING (6 HRS) Opportunity assessment Environment assessment Marketing research Financial analysis Business Plan 4. STARTING A VENTURE (6 HRS) Legal form of business: Merits and demerits of alternative forms Legal environment Sources of finance Buying a business & valuaing it Precommencement issues 5. RUNNING AN ENTERPRISE (4 HRS) Strategic planning Growth of an entrepreneurial venture: Organic & inorganic Operational dimensions of running the venture 6. RUNNING AN ENTERPRISE: SOME ISSUES (3 HRS) Networking Family business e-business

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 7. HARVESTING A BUSINESS (3 HRS) Valuating for harvesting (with numerical examples) Succession issues Dilution of stakes Preparing for, and actually, exiting a venture B. SMALL BUSINESS MANAGEMENT (WITH SPECIAL FOCUS ON INDIA) (Weightage: 25%) 8. SETTING UP SMALL BUSINESS IN INDIA (3 HRS) Registration and legal formalities Procurement of space, electricity and other utilities Preproduction contracts with vendors, suppliers, customers, etc Basic start up problems and their resolution 9. MANAGEMENT OF SMALL BUSINESS IN INDIA (3 HRS) Planning and organizing Financial planning and execution Marketing Management HR issues 10. MANAGEMENT OF GROWTH (3 HRS) Stabilisation strategies Growth strategies; crises of business growth Information technology and small business REQUIRED READINGS: ROBERT D HISRICH AND DEAN A SHEPHARD: Entrepreneurship (Mc Graw Hills: Latest edition) RAJEEV ROY: Entrepreneurship (OUP): Chs. 4,7,15 and 18 BUSINESS WORLD: The SME White Book 2011/12 (BW Publications:2011) All Chapters (Mandatory reading) IMPORTANT NOTES: The questions will be Indian business centric. The paper will be divided into 3 parts. Q1, case study based, will be compulsory.Q2, again compulsory, will have 15 definitions/concepts for the student to answer. In the section on Entrepreneurship there will be 3 questions out of which a student will answer 2. Then, finally, there will be 2 questions on small Business Management out of which a student will answer 1. In all 1+1+3+2 (=7) questions will be set, out of which a student will answer 1+1+2+1 (=5) questions.

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: MARKETING SERVICES MARKETING COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTRODUCTION TO SERVICES MARKETING Understanding services Nature of services marketing 2. SERVICES MARKETING AND CUSTOMER EXPERIENCE Consumer behaviour & search, experience, and credence traits Consumer decision making process; implications for service provider Customer expectation and perceptions Marketing research and customer needs identification 3. STRATEGIC ISSUES IN SERVICES MARKETING Market segmentation and targeting Differentiation and positioning of services Management of demand and capacity 4. MARKETING MIX FOR SERVICES Marketing mix elements Product: Service packaging Pricing of services Promotion of service Role of people factor Service processes Physical evidence and marketing 5. MAXIMIZATION OF SERVICES MARKETING POTENTIAL Relationship marketing Internal marketing RECOMMENDED BOOKS: LOVELOCK: Services Marketing MARY JO BITNER: Services Marketing

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: MARKETING MARKETING STRATEGY COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. CONCEPTS COMPETENCIES, ENVIRONMENT AND STRATEGY ALTERNATIVES Introduction Competence Environment Models Strategies 2. ANALYSIS FOR STRATEGY FORMULATION-1 Product management/ analysis Market analysis 3. ANALYSIS FOR STRATEGY FORMULATION-2 Customer Analysis Competitor Analysis 4. SEGMENTATION, TARGETING, POSITIONING (STP) Segments, niches, monopoly Segment invasion strategy Positioning and repositioning STP synergy and marketing strategy 5. SUSTAINABLE COMPETITIVE ADVANTAGE (SCA) Developing SCA Sources of SCA or strategic thrusts Competitive position matrix Synthesis: course consolidation and summarization of discussions, and, findings/learning RECOMMENDED BOOKS CAROL H. ANDERSON & JULIAN W. VINCZE: Strategic Marketing (Biztantra)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: MARKETING INTERNATIONAL MARKETING COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTERNATIONAL MARKETING: AN OVERVIEW The Scope and challenge of International Marketing The dynamic environment of international marketing Constituents of international environment 2. THE ENVIRONMENT OF GLOBAL MARKETS Geography and history: the foundations of cultural understanding; Cultural dynamics in assessing global markets Business customs in global marketing The political environment: A critical concern The international legal environment The economic environment 3. ASSESSING GLOBAL MARKET OPPORTUNITIES Developing global vision through market research Emerging markets and scope for marketing Multinational market regions & market groups Ranking of markets in terms of relative opportunities 4. DEVELOPING GLOBAL MARKET STRATEGIES Global marketing management: Planning and organization. Creating products for consumers in global markets Marketing Industrial products and services International distribution systems International Retailing Exporting and Logistics: Special issues for the smart business The global advertising and promotion effort. Personal selling and sales management Pricing for international markets 5. IMPLEMENTING GLOBAL MARKETING STRATEGIES Negotiating with international customers, partners, and regulator Organizational structure, system, and processes for delivering marketing program

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 RECOMMENDED BOOKS P K VASUDEVA: International Marketing (Excel: 2006) CZINKOTA & RONKAINEN: International Marketing (Cengage:2007) SPECIALIZATION: MARKETING MARKETING RESEARCH COURSE DURATION: 48 HOURS PER SEMESTER COURSE CREDITS: 04 1. INFORMATIONAL PERSPECTIVE AND ORGANIZATION Marketing research: Meaning, need, and scope Information and decision making Marketing information system Decision support systems Research process and research design Research data 2. MEASUREMENT TECHNIQUES IN M.R. The concept, scales, and components of measurement Questionnaire design Qualitative design. Attitude scales Interviews Mailed questionnaires Group discussions Focus groups Motivation/psychological research Shopping mall tests Web based research 3. SALES FORECASTING Importance of sales forecasting and its role in marketing research Consequences of incorrect forecasting Quantitative & qualitative aspects of forecasting 4. RESEARCH IN MARKETING MIX Product research testing Price research Distribution research Advertising and communication research 5. MARKETING RESEARCH REPORTS

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 Preparing written research reports and oral presentations Reading and interpreting research reports.

RECOMMENDED BOOKS GREEN, TULL, AND ALBAUM: Research for Marketing Decisions (PHI Learning) LUCK AND RUBIN: Marketing Research (PHI Learning) NARESH MALHOTRA: Marketing Research- An Applied Orientation (Pearson) ZIKMUND: Marketing Research (Cengage)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: MARKETING DISTRIBUTION AND LOGISTICS MANAGEMENT COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. DISTRIBUTION PLANNING AND CONTROL 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 2. DISTRIBUTION SYSTEM Physical distribution system: Various decision areas Modes of transport in India; their characteristics 3. LOGISTICS Logistics management: Meaning; functional areas of logistics; logistics integration for customer satisfaction 4. COST AND CUSTOMER MANAGEMENT Distribution costs and their management Customer service 5. SUPPLY CHAIN Supply chain management Integration of procurement and supply strategies RECOMMENDED BOOKS: CHOPRA, MEINDI, AND KALRA: Supply Chain Management(Pearson) R.H.BALLOU AND SAMIR K. SRIVASTAVA: Business Logistics/ Supply Chain Management(Pearson) SATISH C. ALLAWADI & RAKESH SINGH: Logistics Management (EEE) KAPOOR & KANSAL: Basics of Distribution Management: A Logistics Approach (PHI Learning) P. VENUGOPAL: Sales and Distribution Management (Sage Publications)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: MARKETING B 2 B MARKETING COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. B2B MARKETING: OVERVIEW Nature and scope of B2B marketing Basics of industrial marketing 2. UNDERSTANDING CUSTOMER & ITS ENVIRONMENT Organisational buying behaviour Organising for the buying function Managing buyer seller relationship Researching the business markets 3. ORGANISING THE MARKETING FUNCTION Market segmentation strategy Product decisions for industrial products Management of new industrial products Pricing strategy for new products Pricing strategy in a competitive environment 4. PROMOTING AND PLACING B2B PRODUCTS Communication for industrial markets Industrial products distribution Commercial aspects of industrial marketing Industrial selling 5. SPECIFIC MARKETING PROGRAMS Marketing of projects Marketing of industrial services RECOMMENDED BOOKS: P. K. GHOSH: Industrial Marketing (OUP): Relevant chapters only.

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: HR MANAGEMENT TRAINING AND DEVELOPMENT COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. TRAINING AND DEVELOPMENT: OVERVIEW Training and teaching Learning about management issues and concepts Principles of learning and development basic idea 2. TRAINING NEEDS Training needs classification; individual, occupational, and organizational level needs Identification of training needs 3. DESIGN OF A TRAINING PROGRAM AND ITS EXECUTION Training objectives Decision about content of training Training methods and choice of appropriate aids Parameters for assessment of training effectiveness Steps involved in conducting an effective training program 4. EVALUATION OF TRAINING Why evaluate? Methods for evaluation Criteria for evaluation 5. INVENTORY OF TRAINING METHODS Lecture Case analysis Role plays Business / management games & simulations Experiential learning, including outdoors Organizing / preparing training material, including A.V. aids RECOMMENDED BOOKS: LYNTON & PAREEK: Training for Development (Sage: 2nd edition) UDAY PAREEK: Training Instruments for OD & HRD

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 ROLF LVNTON AND UDAY PAREEK: Training For Organisational Transformation

SPECIALIZATION: HR MANAGEMENT GROUP DYNAMICS COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. UNDERSTANDING DYNAMICS OF WORK GROUPS AND WORK TEAMS Definition of work teams Importance of work teams Difference between work groups and work teams Types of work teams Effectiveness of work teams. Work groups: from the Hawthorne studies to work teams of the 1990s and beyond. Characteristics of work teams and essential requirements for the same Teams and Total quality management- Teams and workforce diversity. 2. GROUP PROCESSES & DYNAMICS ASSOCIATED WITH IT Communication patterns, leadership behavior power dynamics, and conflict interactions. Synergy Social Facilitation Effect. Relationship between interdependence of tasks, complexity of tasks and uncertainty of outcomes knowledge based tasks. 3. INFORMAL ORGANIZATIONS AND GROUP DYNAMICS Group member status and leadership Influence and power dynamics in virtual organizations Understanding behavioral patterns and likely conflicts Handling grapevine and rumor- perception errors: projection and halo effect Influencing informal organizations 4. NEGOTIATIONS AND GROUP DYNAMICS Interdependence Role of personality traits in negotiation Gender differences Cultural differences that affect group opinion 5. GROUP DYNAMICS WITH REFERENCE TO EMPOWERMENT AND PARTICIPATIVE PROCESSES

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 How do groups influence their members? Psychological analysis of social influence Majority influence as well as minority influence as well as between groups. How can groups be used to enhance psychological adjustment and well being? Response mechanics of members to group success and failures.

RECOMMENDED BOOKS DONCLSON FORSYTH: Group Dynamics (Woodworth) RODNEY W. NAPIER AND MATTI K. GERSTEND FELD: Groups: Theory and Practice (AITBS / Houghton Miffin)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: HR MANAGEMENT COMPENSATION MANAGEMENT COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. COMPENSATION PLANNING Introduction, Basic concept of compensation Classical theories on wages Elements of labour economics Establishing pay rates, Importance of an ideal compensation plan Broad branding Compensation plan and business strategy Devising a compensation plan Challenges affecting compensation 2. WAGE POLICY Concept of wage Wage policy in India; determinants of wage policy Impact of income tax on wage and salary administration Tools used for fixation on wages. Legislative framework in India 3. PAY PACKET- CONSTITUENTS Basic, D A, H R A, and other allowance, Perquisites, Fringe benefits. 4. PAY-FOR-PERFORMANCE & FINANCIAL INCENTIVES Meaning and definitions; Background and trends Pre-requisites of effective incentive system Scope of incentive schemes Types of incentives- group incentive plan, for indirect workers, for operations employees of managers and professionals, for sales persons Total compensation programs. 5. BENEFITS & SERVICE Why benefits and services? Types of employee benefits and service insurance, retirement, employee services benefit and others

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 Principles of Fringes, Significant benefits and services, the future of fringe benefits Guidelines to make benefit program more effective Benefits and employee leasing.

RECOMMENDED BOOKS: RICHARD I. HENDERSON: Compensation Management: Rewarding Performance (PHI) MILKOVICH, NEWMAN, & VENKATRATNAM: Compensation (TMH: 2009)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: HR MANANGEMENT HUMAN RESOURCE PLANNING COURSE DURATION: 48 HOURS PER SEMESTER COURSE CREDITS: 04 1. INTRODUCTION TO MANPOWER PLANNING Definition and scope Objectives, importance, benefits, and challenges involved. 2. MANPOWER PLANNING PROCEDURES System and procedures used Manpower data bank Norms, plans, and projections Forecast: Manpower supply and demand; reconciliation between the two Manpower budgeting Manpower acquisition and redeployment 3. ASSESSMENT OF MANPOWER REQUIREMENT Information required Manpower surveys; employment market information Labor market characteristics 4. MANAGING CAREERS Career planning and management Succession planning 5. UTILIZATION AND CONTROL Improving manpower utilization Wastage analysis, downsizing, and manpower control. RECOMMENDED BOOKS: DIPAK K. BHATTACHARYA: Human Resource Planning (Excel) GATEWOOD, FIELD & BARRICK: Human Resource Selection (Cengage: 2008)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: HR MANANGEMENT WORK PSYCHOLOGY COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. PSYCHOLOGICAL PROCESSES IN WORK CONTEXT Framework and bases Personality in work context Industrial psychological research 2. ENVRIONMENTAL PSYCHOLOGY AND ERGONOMICS Organizational psychology Environmental psychology Ergonomics 3. WORKPLACE DIVERSITY AND PSYCHOLOGICAL ADJUSTMENTS Work psychology well being, and adjustments Workplace diversity 4. INDUSTRIAL PSYCHOLOGY TESTING AND ASSESSMENT 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 Personnel psychology 5. INDIVIDUAL DIFFERENCES AND WORK PERFORMANCE Demographic, personality, and cultural factors contributing to individual differences Individual differences in the work context Individual differences in cognitive behaviours, personality traits, personal orientation, and emotional state Individual difference in goal striving, work motivation, and work satisfaction Individual differences and decision making behaviours

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 Individual differences and entrepreneurship Individual differences and organizational withdrawls

RECOMMENDED BOOKS: PAUL M. MUCHINSKY: Psychology Applied to Work (Hypergraphic press) MALTHEWMAN, ROSE, AND HETHERINGTON: Work Psychology : An Introduction to Human Behaviour (OUP) DUNANC SCHULTZ: Psychology and Work Today ( Pearson) PETER WARTSMAN: Psychology at Work JOHN ARNOLD, IVAN T.ROBERTSON, AND CARY L. COOPER: Work Psychology:Understanding Human Behaviour in The Workplace (Prentice Hall)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: HR MANANGEMENT PERFORMANCE MANAGEMENT & APPRAISAL SYSTEM COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTRODUCTION TO PERFORMANCE APPRAISAL Performance appraisal: Meaning, purpose, and scope Pros, Cons and reputation of performance appraisal Legal aspects of performance appraisal systems Performance planning 2. PERFORMANCE EXECUTION Performance execution: Meaning, and scope Performance execution & managerial and employee responsibilities Performance tracking Performance enhancement: Motivators 3. PERFORMANCE ASSESSMENT Appraisal of performance Review Appraisal forms Process 4. BUILDING PERFORMANCE EXCELLENCE 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 5. PERFORMANCE CONSELLING Objectives of counselling Conditions for effective counselling

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 Sequential process of performance counselling Making counselling effective

RECOMMENDED BOOKS: TV RAO: Performance Management & Appraisal System (Sage) SAKS: Performance Management through Training and Development (CIPD) MICHAEL ARMSTRONG: Performance Management (Kogan Page) TV RAO: 360 Degree Feedback and Performance Management System (Excel Books) MIKE WALTENS: The Performance Management Handbook (Jaico Publishing House)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: FINANCE SECURITIES ANALYSIS AND PORTFOLIO MANAGEMENT COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTRODUCTION TO INVESTMENT MANAGEMENT Investment Settings The Asset Allocation Decision Global Investment Global Asset Allocation: Analysis and Decision . Global Security Market: Analytical Decision Securities Markets Worldwide: Organization, functioning, and regulatory environment: 2. PORTFOLIO MANAGEMENT THEORIES AND PORTFOLIO CONSTRUCTION Markowitz Portfolio Theory Asset Pricing Models Market Portfolio Theory vs. Practice Portfolio construction 3. INVESTMENT CHOICES Bond valuation Derivative security analysis Real estate investment Money market investments 4. EVALUATION OF PORTFOLIO PERFORMANCE Portfolio performance: Required rate as benchmark Measures of evaluating performance a) Treynor Portfolio Performance Measure b) Sharpe Portfolio Performance Measure c) Jensen Portfolio Performance Measure d) Peer Group Comparison Factors affecting use of performance measures. 5. STOCKS SELECTION USING TECHNICAL INDICATORS Dow Theory

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 Japanese candlesticks Oscillators Moving averages MACD, RSI etc.

RECOMMENDED BOOKS: S.KEVIN: Security Analysis and Portfolio Management (PHI:2009) FISHER & JORDAN: Investment Management. AVADHANI: Security Analysis and Portfolio Management. . PUNEETHAVATHI & PANDIAN: Security Analysis and Portfolio Management. PRASANNA CHANDRA: Managing Investments

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: FINANCE INSURANCE AND BANKING COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. THE CONCEPTS AND PRINCIPLES OF INSURANCE

CONCEPTS Classification of Insurance Types of Life Insurance: Pure and Terms Types of General Insurance: Fire, Marine, Motor, Engineering, Aviation and Agricultural Insurance Professionals, Intermediaries and IRDA PRINCIPLES Utmost good faith Insurable Interest Material facts Indemnity Proximate cause Subrogation Contribution ACTURIAL PRINCIPLES Mortality Tables Physical and Moral Hazard Representations Warranties Risk appraisal & Risk Selection Underwriting 2. INSURANCE PRACTICES IN INDIA Life Insurance General Insurance Claims procedure

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 3. OVERVIEW OF INDIAN BANKING SYSTEM Structure of Indian Banking Sector Central Banking: Functions, New Developments and Changing Scenario Banking Sector Reforms Suggestions and implementation Negotiable Instruments Bank Rate; repo rate Prime Lending Rate Deposit Rates Credit-deposit ratio Non-Performing Assets Capital Adequacy Ratio Cash Reserve Requirements Statutory Liquidity Ratio Low vs. high interest rates International Scenario of interest Rate Movement 4. FINANCIAL STATEMENTS ANALYSIS OF BANKS: (2 HRS) (Key Performance Indicators for banks such as efficiency and expenses control ratio, liquidity, risk and profitability) Assessment of: Bank Liabilities Bank Assets Loan and Advances Income Statement CAMELS ratings 5. CREDIT PROCESS IN INDIAN BANKS Types of Credit Financial Appraisal for Credit Decision Standard Practices in appraisal process for working capital, capital expenditure, agriculture loans Loan Syndication Loan Pricing Credit risk Risk management RECOMMENDED BOOKS: JUSTIN PAUL AND PADMALATHA: Management of Banking and Financial Services (Perason) GEORGE E. REJDA: Principles of Risk Management and Insurance (Pearson) KC MISHRA & MANGALA BAKSHI: Insurance Business Environment and Insurance Company Operations (Cengage: 2009)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 KC MISHRA & C. S. KUMAR: Life Insurance Principles and Practice (Cengage: 2009) KC MISHRA & MANGALA BAKSHI: Legal & Regulatory Aspects of Business (Cengage: 2009) KC MISHRA & R. VENUGOPAL: Life Insurance Underwriting (Cengage: 2009) KC MISHRA & G E THOMAS: General Insurance Principles & Practice (Cengage: 2009) MANAS TRIPATHY, SIMITA MISHRA, & KC MISHRA: General Insurance Business Operations and Decision Making (Cengage: 2009) KC MISHRA & RC GURIA: Practical Approach to General Insurance Underwriting (Cengage: 2009)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: FINANCE MANAGEMENT OF INDIAN FINANCIAL SYSTEM COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTRODUCTION Financial system: Definition, constituents, functions Role of financial intermediaries in conduct and development of economy Financial institutions and markets Forces (local and international) affecting growth of financial system Positive features and short comings of IFS

2. VENTURE CAPITAL AND PRIVATE EQUITY Functions, significance and revenue streams for venture capitalists Trends in Venture Capital financing world-wide, and in India Role of private equity in financing of business Issues affecting PE Existing players, their functions and revenue steams 3. CORPORATE ADVISORY MERCHANT BANKING, M&A , RAISING OF CAPITAL Services and leading players Revenue streams and trends Primary market: Activities; participants (merchant bankers/lead managers, underwriters, primary dealers) Issues in primary market: IPOs performance; financing pattern in business cycle phases, book building vs. fixed pricing; green shoe option Regulatory framework for the segment Stock exchange: Role & functions; trading; clearing and settlement Issues involved: Demutualization; dematerialization; frauds; major innovations Indian debt market SEBI: Role; performance; effectiveness 4. CREDIT RATING AND ASSET MANAGEMENT Ratings and their importance Process of Ratings

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 Rating agencies: Credibility and reliability issues Mutual funds: Meaning; types; role in mobilization of funds; functioning; regulations Investment Banking: Basics; issues involved Hire purchase

5. FOREIGN CAPITAL Portfolio investment by FIIs Foreign direct investment External commercial borrowings Indian investments abroad Global financial crisis and India RECOMMENDED BOKS V. K. BHALLA: Management of financial services (Anmol publications: 2009) F.S. MISHKIN & F.S. EAKINS: Finacial Markets and Institutions (Pearson education: 2009) J. MADURA: Financial Markets and Institutions (Cengage:2009)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: FINANCE MERGERS & ACQUISITIONS COURSE DURATION: 48 HOURS PER SEMESTER COURSE CREDITS: 04 1. FORMS OF BUSINESS ALLIANCES Strategic choice of type of business alliance 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. Joint ventures and alliances 2. DEFINING AND SELECTING TARGET Pricing of mergers (Pricing the competitive bid for take- over) Negotiation/approach for merger Acquisition and take over contracting; implementation of M & A; managing postmerger issues 3. VALUING FIRMS AND THE DIFFERENT METHODS OF VALUATION 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 Financing the mergers and Take-overs Corporate restructuring divestment and abandonment 5. LEGAL ASPECTS OF M&A Legal aspects of mergers/amalgamation and acquisition; provisions of Companies Act; SEBI regulation; Takeover Code; schemes of amalgamation; court approvals

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 RECOMMEDNDED BOOKS: GAUGHAN: Mergers, Acquisition & Corporate Restructuring (John Wiley) SUDI SUDERSANAM: Creating Value from M&A (Pearson)

SPECIALIZATION: FINANCE STRATEGIC CORPORATE FINANCE COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTRODUCTION TO STRATEGIC FINANCE Business system and maximization of wealth of shareholders/stakeholders 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 Principles of investment decisions 2. MEASUREMENT OF RETURNS 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 3. CORPORATE FINANCING DECISIONS 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) Dividend payouts 4. BUSINESS DECISIONS AND BUSINESS VALUATION Basics of business valuation Discounted cash flow: Concept, variants, and measurement Real options Relative valuation Integrated business valuation 5. CORPORATE RESTRUCTURING AND CORPORATE FINANCE

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 Financial framework for Corporate Restructuring Corporate Debt Restructuring Mechanism PE and hybrid financing

RECOMMEDED BOOKS: ASHOK BANERJEE: Financial Management, EB PRASANNA CHANDRA: Fundamentals Financial Management, TMH JOHN WILD, SUBRANANYAM & ROBERT HALSEY: Financial Statement Analysis. TMH BREARLY AND MYERS: Financial Management TMH A. DAMODARAN: Applied Corporate Finance (John Wiley)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: FINANCE MULTINATIONAL BUSINESS FINANCE & FOREX MANAGEMENT COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. ESSENTIALS OF INTERNATIONAL FINANCE International finance: Issues & dimensions International finance: Nature, role International monetary/financial system Internationalization process; international financial flows, and balance of payments framework 2. CAPITAL IN MBF Capital structure Capital budgeting Working capital management 3. INTRODUCTION TO FOREIGN EXCHANGE Sources and Uses International exchange system and balance of payment (BoP) framework, International financial institutions , Basic glossary of foreign exchange market 4. FOREX MARKETS Regulatory framework Various kinds of instruments Different type of markets Working of Forex market 5. FOREIGN EXCHANGE RISK MANAGEMENT Introduction and need of risk management Types of risks and instruments to hedge forex risks - Currency futures and currency options - FX exposure and transaction risk - Market Risk - Counterparty Credit risk

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 - Settlement risk - Measurement Techniques and Management Practice Hedging products

RECOMMENDED BOOKS: MOFFETT, STONEHILL, EITEMAN: Study Guide for fundamentals of Multinational Finance (Addition Wesley: 2008) A. V. RAJWADE: Foreign Exchange International Finance and Risk Management (Universal Law Publishing Co. Pvt. Ltd)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: MARKETING COMMUNICATION ADVERTISING CREATIVES COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTRODUCTION Anatomy of an ad./ commercial: copy and layout; script: audio and video Communicating through the ad./commercial: Role of various elements 2. GETTING SET TO WRITE THE AD/COMMERCIAL Planning the ad copy / commercial Setting objectives (seeking attention to intention to buy) Sources of idea for commercial / ad words and visuals plus audio elements Content considerations: - Use of attributes, benefits, proof of delivery points - Use of human interest material and other extraneous devices - Highlighting of negative vs. positive benefits - Length vs. brevity considerations 3. COPY/SCRIPT APPROACHES: COMMUNICATION STRATEGUM: Communication strategum to - seek attention - arouse interest and create desire - convince the listener / viewer / reader - induce action (to know more / buy) 4. ACTUAL COPY/SCRIPT WRITING Beginning, main body, and the ending 5. SPECIFIC COPIES / SCRIPTS FOR Newspaper ads Magazine ads Mail order / other direct mailers Outdoors Radio

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 TV Online

RECOMMENDED BOOKS: BONNIE L. DREWNIARY & A.JEROME JEWLER: Creative Advertising GEORGE FELTON: Advertising Concept and Copy J. THOMAS RUSSELL AND W.RONALD LANE: Kleppner's Advertising Procedure WALLADERES: Craft of Copywriting SCHLEMMEN: Handbook of Advertising Art Production

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: MARKETING COMMUNICATION DIRECT MARKETING AND COMMUNICATION COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTRODUCTION: Meaning, relevance, and scope Direct marketing vs. direct selling 2. UNDERSTANDING BUYING BEHAVIOUR: Final consumer Institutional buyer Characterstics of buyer from direct seller Research for direct marketing

3. DIRECT MARKETING STRATEGY: STP approach to direct marketing Formulation of overall direct marketing strategy 4. DATABASE BUILDUP AND APPLICATIONS: Data collection and warehousing Data mining Database marketing 5. DIRECT MARKETING MEDIA AND CHANNELS: Mail order Tele marketing Multilevel marketing Online marketing RECOMMENDED BOOKS DIRECT MARKETING ASSOCIATION: D M Report (Annual) BOB STONE: Successful Direct Marketing Methods VASWAR DASGUPTA: Marketing Mantra: The Real Story of Direct Marketing in India DONNA FLUSS: Real Time Contact Centre Strategies STRAUSS & FROST: E-Marketing

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: MARKETING COMMUNICATION BELOW THE LINE PROMOTIONS COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. PROMOTIONAL MANAGEMENT : OVERVIEW Meaning, relevance and scope Planning a promotional campaign 2. SPONSORSHIPS AND EVENTS Sponsorships Event management 3. MERCHANDISING Meaning, types Visual merchandising 4. CONFERENCES AND EXHIBITIONS Meaning, relevance, types, and overall purpose Organizing conferences Participation in exhibitions 5. MEASUREMENT OF PROMOTIONAL PERFORMANCES What, when, and how of testing Measurement of effectiveness of various tools. RECOMMENDED BOOKS BELCH, BELCH, AND PURANI: Advertising & Promotion (Part V) O'GUINN, ALLEN, AND SEMENIK: Advertising Management, with Integrated Brand Promotion (Part V) TERENCE A. SHIMP: Advertising and Promotion, an IMC Approach ( Part IV and V) KAZMI AND BATRA: Advertising and Sales Promotion (Part VI and VII) CLOW AND BAACK: Integrated Advertising, Promotion, and Marketing

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: MARKETING COMMUNICATION MARKETING AND ADVERTISING RESEARCH COURSE DURATION: 48 HOURS PER SEMESTER COURSE CREDITS: 04 1. INFORMATIONAL PERSPECTIVE AND ORGANIZATION Marketing research: Meaning, need, and scope Information and decision making; M.I.S. Research process and research design Research data Techniques to collect information

2. RESEARCH IN MARKETING MIX Product research Price research Distribution research Communication research 3. 4. PRERESEARCH IN ADVERTISING Advertising research during pre and post release phases Creative development research Concept testing Pretesting the whole campaign POSTTESTING Techniques for post testing Measurement of effectiveness of advertising Limitations of research in advertising

5. PRESENTING RESEARCH Preparing written research reports and oral presentations Reading and interpreting research reports RECOMMENDED BOOKS: GREEN, TULL, AND ALBAUM: Research for Marketing Decisions (PHI Learning)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 JOHN PHILIP JONES: When Ads Work: New Proof that Advertising Triggers Sales(M.E. Sharpe Inc.) LUCK AND RUBIN: Marketing Research (PHI Learning) NARESH MALHOTRA: Marketing Research- An Applied Orientation (Pearson) ZIKMUND: Marketing Research (Cengage)

SPECIALIZATION: MARKETING COMMUNICATION ACCOUNT PLANNING, SERVICING AND MANAGEMENT COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. COMMUNICATION PLANNING AND EXECUTION Situation analysis Objective setting Message strategy Media strategy Execution

2. ACCOUNT PLANNING BASICS Meaning and scope of account planning Role, responsibilities, and tracts of an account planner Account servicing basics Overall account management 3. 4. 5. RESEARCH AND ACCOUNT PLANNING Strategic research Strategy document Message development research Research challenge ACCOUNT SERVICING Advertising agency and account servicing Role and responsibilities of client service team Client - agency relationship: services provided ACCOUNT MANAGEMENT Client brief Strategy formulation Strategic execution Evaluation

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 RECOMMENDED BOOKS: SANGEETA SHARMA & RAGHUVIR SINGH: Advertising Planning and Implementation(PHI Learning) TEJ K. BHATIA: Advertising and Marketing in Rural India (Macmillan Books) JOHN STEEL: Truth, Lies and Advertising- The Art of Account Planning (Wiley books) SUNIL GUPTA: Living on the Edge (Roli books) DON COWLEY: How to Plan Advertising (Abe Books) SPECIALIZATION: MARKETING COMMUNICATION PUBLIC RELATIONS AND CORPORATE COMMUNICATION COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. PUBLIC RELATIONS Meaning and scope Tools for P.R Planning of a P.R. activity Executing a P.R.campaign 2. CORPORATE COMMUNICATION Concept: Need, advantage, benefits Identification of public for corporate communication Corporate communication planning and execution

3. CORPORATE COMMUNICATION SETUP Functional interface within the organization Role of corporate communication department 4. EXTERNAL COMMUNICATION Media Training External functional interface with ad. Agency, PR agency, and other media Limitations of corporate communication

5. CORPORATE COMMUNICATION CASE STUDY Success stories Failure stories RECOMMENDED BOOKS: PHILIP LESLEY: Handbook of Public Relations (Jaico) SUSHIL BEHL: Making P.R. Work (Wheeler Publishing) SUBIR GHOSH: Public Relation Today (Rupa) CENTER & JACKSON: Public Relations Practices (Prentice Hall)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 LYNN UPSHAW: Truth: The New Rules for Marketing in a Skeptical World (AMACOM)

SPECIALIZATION: INFORMATION TECHNOLOGY BUSINESS INTELLIGENCE COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. BUSINESS INTELLIGENCE: INTRODUCTION Introduction to Business Intelligence Turbulent business environment and organizations survival and in such an environment (solving problems and exploiting opportunities excellence) Need for computerized support of managerial decision making Business intelligence (BI) methodology and concepts and their relation to DSS Major issues in implementing business intelligence 2. DATA WAREHOUSING AND AQUISITIONS Basic definitions and concepts of data warehouses Data warehousing architectures Processes used in developing and managing data warehouses Data warehousing operations Role of data warehouses in decision support Data integration and the extraction transformation, and load (ETL) processes Real-time (active) data warehousing Data warehouse administration and security issues 3. BUSINESS AND DATA ANALYTICS Business analytics (BA) and its importance to organizations Major BA methods and tools Online analytical processing (OLAP), data visualization, and Multidimensionality and decision making Advanced analysis methods Business Analytics and web Decision support system 4. DATA MINING FOR BUSINESS DECISIONS Data mining and its objectives and benefits

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 Different purposes and applications of data mining Different methods of data mining, especially clustering and decision tree models Use of some data mining software Process of data mining projects Data mining pitfalls and myths Text mining and its objectives and benefits Use of text mining in business applications Web mining and its objectives and benefits 5. BUSINESS PERFORMANCE MANAGEMENT Nature of business performance management (BPM) Closed-loop processes linking strategy to execution Best practices in planning and management reporting Difference between performance management and measurement Tools for BPM RECOMMENDED BOOKS TURBAN, SHARDA, ARONSON, AND PENG-LIANG: Decision Support and Business Intelligence System STAIR AND REYNOLDS: Principles of Information Systems STUART BARNES: Knowledge Management Systems S.A.KELKAR: Structured Systems Analysis & Design: A Concise Study M.H.ZUCK: Knowing and Strategy EFFY OZ: Management Information Systems

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012

SPECIALIZATION: INFORMATION TECHNOLOGY STRATEGIC INNOVATION MANAGEMENT COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTRODUCTION TO INNOVATION Basic Concepts Innovation in Context: What is Innovation? Culture and climate for innovation: Macro to business unit level 2. PROCESS OF INNOVATION MANAGEMENT Innovation Process Management; Need, significance, and challenges Actual process Process learning 3. SETTING THE TONE Creativity in innovation Design for Innovation 4. SCM AND INNOVATION Supply Chain Management and Innovation: Role significance and contribution of SCM for operational innovation 5. INFORMATION INPUTS AND INNOVATION Knowledge Management and Learning for Innovation RECOMMENDED BOOKS HBR: HBR on Innovation SHLOMO MAITAL & D.V.R.SESHADRI: Innovation Management- Strategies, Concepts and Tools CHATURVEDI, ASEEM KUMAR, & RAHUL: Managing Innovations and New Product Development:Concepts & Cases BERTRAND BELLON & WHITTINGTON: Competing Through Innovation

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 V.GOVINDARAJAN: Breakthrough Innovations ALLAN AFUAH: Strategic innovations

SPECIALIZATION: INFORMATION TECHNOLOGY STRATEGIES FOR MANAGING NETWORKED BUSINESSES COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INFORMATION SYSTEM: Core concept Infrastructure Computer networks Database management 2. INFORMATION SYSTEM Information systems for sales and marketing Information systems for HR Information systems for accounting & finance Enterprise Information systems 3. INFORMATION SYSTEMS PLANNING AND DEVELOPMENT Business system planning; organizing work Business and IT mapping Information engineering: architecture, development, prototyping, etc 4. INFORMATION SYSTEMS FOR BUSINESS EFFECTIVENESS Organizational performance and information system IT investment, application, and business effectiveness: linkages and management 5. I.S IMPLEMENTATION: CSF Information systems success models CSFs for IS implementation Successful implementation through change management RECOMMENDED BOOKS MAHADEO JAISWAL & MITTAL: Management Information System

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 EFFY OZ: Management Information Systems ANDREW TANNENBAUM : Computer Networks JAMES F. KURASE: Computer Networking: A Top Down Approach CRAIG ZACKER: Networking the Computer Systems

SPECIALIZATION: INFORMATION TECHNOLOGY ERP AND CRM CONSULTING & IMPLEMENTATION COURSE DURATION: 48 HOURS PER SEMESTER COURSE CREDITS: 04 1. INTRODUCTION TO ERP Meaning Various products available, including SAP ERP implementation: phases and problems faced Models of ERP 2. VERTICALS AND ERP Banking Retail Telecom Services Logistics Manufacturing 3. CRM STRATEGY Planning CRM implementation Understanding and measuring service quality Voice of customer 4. TECHNOLOGY FOR CRM Contact centre Frontdesk management CRM technology Customer data management 5. CRM MEASUREMENT What needs to be measured Consumer matrices

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 Application of the matrices

RECOMMENDED BOOKS: ASHIM RAJ SINGLA: Enterprise Resource Planning Rahul V. Altekar: Enterprise Resource Planning: Theory and Practice (Cenage) FJERMESTAD & ROMANO: Electronic Customer Relationship Management (AMIS) V.K.GARG & N.K.VENKITAKRISHNAN: ERPWare: ERP Implementation Frameworks (TMH) ALEXIS LEON: Enterprise Resource Planning (TMH) SPECIALIZATION: INFORMATION TECHNOLOGY TECHNOLOGY AND STRATEGIC CONSULTING COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTRODUCTION: What is technology Contribution of technology to business performance: Economic analysis Technological and performance enhancement 2. TECHNOLOGY AND VALUE CHAIN Concept of value chain and contribution of technology: Technology & competitive advantage Technology and value chain optimization 3. TECHNOLOGY SELECTION Technology scanning: Searching for window of opportunity Matching internal and external competencies Evaluation of risk vs. potential for success Short term vs. long term considerations 4. TECHNOLOGY ASSESSMENT Methodologies of technological assessment Problem issues in TA Organization and management of TA 5. ENTREPRENEURSHIP & TECHNOLOGY Web based entrepreneurship Websites and their potential in conducting business RECOMMENDED BOOKS: RANDEV MEHTA: Getting to Transformation (Macmillian)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 MOMAYA & SHARMA: New Business Paradigm : Global, Virtual, and Flexible (Thomson Learning) KATHLEEN R. ALLEN: Bringing New Technology to Market (Pearson) ANDERSON, BRAMORSKI, TESAR, AND GHOSH: Strategic Technology Management (Edited books) SAMEER KUMAR: Connective Technologies in the Supply Chain ( Auerbach Publications) WHITE: The Management of Technology and Innovation: A Strategic Approach (Cengage)

SPECIALIZATION: INFORMATION TECHNOLOGY M COMMERCE COURSE DURATION: 24 HOURS PER SEMESTER COURSE CREDITS: 02 1. INTRODUCTION Concept of commerce, e-commerce, and commerce through mobile screens Scope of m commerce in India vis a- vis. Other modes Obstacles in the path of m commerce in India 2. MOBILE COMMUNICATION Managerial perspective of mobile communication and mobile internet Business models and m commerce today; m commerce value chain 3. MOBILE COMMERCE IN INDIA Mobile ways in India; mobile industry Relevance and potential of mobile industry in urban and rural India 4. MOBILE INDUSTRY: POLICIES AND REGULATIONS Regulatory issues of m commerce Regulatory model of m commerce: Stakeholders perspective 5. SYSTEMS DYNAMICS The eco system of m commerce: Casual loops and impact of policies and regulation Mobile commerce: Present and future in India Wireless spectrum auctions Mobile security and payments RECOMMENDED BOOKS: NORMAN SADCH: M.Commerce: Technologies, Services, and Business Models (Wiley) DAVID WHITELEY: E- Commerce (TMH)

PGP_PG (C) _III_SEMESTER_SS_2011-13 RELEASE DATE: APRIL 2012 ELIAS M. AWAD: Electronic Commerce: From Vision to Fulfilment (Elias M Awad Books) P.T.JOSEPH: E-Commerce: An Indian Perspective (PHI Learning) RAVI KALAKOTE & ANDREW B. WHINSTON: Frontiers of Electronic Commerce (Wesley)