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COURSE OBJECTIVE The objective of the course is to help the students understand the nature of business ethics and issues in corporate governance and its application to the International corporate scene. Course Composition 1. Ethics and Indian Culture (12 Hrs) Ethics, Morals & Values, Concepts of Utilitarianism and Universalism Theory of rights, theory of Justice ; The Nature of Ethics in Management Business Standards and Values; Value Orientation of the Firm; Indian Culture; Philosophical foundations of Indian ethics; Ethical values as depicted in Ancient Indian texts; Empirical versus eternal ethics 2. Problems in Business Ethics (10 Hrs) Environmental Pollution & Society Marketing Ethics (in Products, Pricing, Promotion and Place) and Consumer protection Ethics in Human Resources management (Recruitment and promotion policies, Working Conditions, Down Sizing Workforce), Ethical issues at the top management, Ethics in financial markets and investor protection Ethical responsibility towards competitors and business partners. 3. Work Ethics and Human Dignity (05 Hrs) Concept of Work ethics; Ethical decision-making process; Corporate Social Responsibility; Ethical Interfaces in public and private sectors. Ethical principles from the contemporary corporate world. Human Dignity: Meeting stake holders, expectations, Competitiveness and fair trade practices, Employee Wellness, International Importance of integrity, and Avoidance of corrupt practices. 4. Ethics in International Business (9 Hrs) Normative and Relative Ethics, Concepts and Choice, Legal Compliances, Sarbanes Oxley Act (SOX), Home and Host Countrys regulations and Compulsions of international agencies; Maintenance of ecological balance, Sustainable Development. 5. Corporate Governance (14 Hrs) Corporate Governance as a strategic alternative; Concept of Corporate Governance; Governance chain; Shareholders, stakeholders and governing bodies; Rights of creditors and lenders; Relations with clients. Change of ownership; Information disclosure ethical considerations. Corporate culture and ethics; Emerging dimensions in E-governance. Note: A Case study may be an integral part of the semester examination question paper, carrying at least 20% weight age.
PRESCRIBED READINGS: 1. Velasquez, M. G.; Business Ethics: Concepts and Cases; Prentice Hall of India; 2005 2. Monks, R. / Minow, N. ; Corporate Governance ; Blackwell; 2008 3. Dr R P Banerjee, Ethics in Business and Management; Himalaya Publication; 2005 3. S.K. Chakraborty, Values and Ethics in Management; Sanctum Books; 2001 RECOMMENDED READINGS: 1. ICMR; Business Ethics & Corporate Governance 2. Gerry Johnson, Kevan Scholes, Richard Whittington; Exploring Corporate Strategy; Pearson Publications; 2006


To make the students aware of the role of entrepreneurial spirit in the economic development of a country, to inculcate in them the entrepreneurial skills in order to become job-creators. COURSE COMPOSITION 1. FOUNDATION (10 Hrs)

Concept of Entrepreneurship and the Industrial / Services backdrop in Indian Economy. Early developments in India and the current scenario. Gender And Entrepreneurship. Role of Entrepreneurship in economic development. Entrepreneurship and Environment. Entrepreneurship after Globalization in India. Essentials of a successful Entrepreneur. 2. THEORIES OF ENTREPRENEURSHIP (08 Hrs)

Theories by Schumpeter, Ducker, Kirby, McClelland, Weber, Hagen, Cochran. Modern Resource based theory. 3. CREATING, STARTING AND MANAGING THE VENTURE (12 Hrs)

Business Idea: its generation and feasibility. Environmental considerations. Project Idea and Business Plan. Marketing Plan. Financial Plan. Organizational Plan. Sources of Capital. Informal risk capital and Venture Capital. Debt Financing. Business Valuation. Creating an exit plan 4. ENTREPRENEURIAL DEVELOPMENT AND INDIA (7 Hrs)

Institutional financing in India. Support to small entrepreneurs role of NSIC, SISI, NABARD, SIDBI etc. Role of Khadi and Village Industries. Governmental Incentives and latest policies (including tax concessions, SEZs etc.). Role of ancillaries. 5. ENTREPRENEURSHIP AMONGST WOMEN (5 Hrs) Women Entrepreneurship as agents of social change, Evolution and Growth, Networking, Special Packages for Women Entrepreneurs in India, Self-help Groups. Rural Women Entrepreneurs. Note: A Case study may be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED READINGS: 1. David H. Holt, Entrepreneurship: New Venture Creation,1991, PHI 2. Hisrich Robert D., & Peters Michael P., Entrepreneurship, 2006, Irwin/mcgraw-hill 3. Kaplan Jack M., Patterns of Entrepreneurship , John Wiley & Sons (March 2006) 4. Desai Vasant, Dynamics of Entrepreneurial Development and Management, (2007), Himalaya Publishing House 5. Khanka S.S., Entrepreneurial Development (2010), S. Chand & co. RECOMMENDED READINGS: 1. Innovation and Entrepreneurship Peter F. Drucker, (May 2006), Harpercollins Publishers. 2. Lead like an Entrepreneur Neal Thornberry, (Feb 2006), Mcgraw-hill Professional

PGDM FOURTH SEMESTER PF 403: DISSERTATION & Viva Voce Students are supposed to undertake research work on specific business organisations and perform a due diligent exercise of the company in the light of global competitiveness. This may include an in depth analysis of all-round performance of the company like financial and non financial performance, global marketing strategy, change management, international management practices etc. A mid-term evaluation would precede the final submission which would carry a certain percentage of marks as decided by the Institute. Guidelines for preparing for Dissertation (PF-405) of PGDM IV semester All PGDM students (Semester IV) are required to follow the guidelines given below for preparing the Dissertation (PF-405). Guidelines: Size:International standard paper size A4 (297x210mm) should be used. Page number:Page should be numbered consecutively and clearly. From declaration to list of abbreviation Roman numbers (e.g. i. ii) should be used. From main text to end of report Arabic numerals (1, 2) should be used. Margin:Top 1.0, Bottom 1.0 Left 1.5 Right 1.0 Line spacing:1.5 Font:Times new roman, size 10/12 for text, larger fonts may be used for headings & subheadings. Format of the Project: As enclosed Title cover page and Declaration format: As enclosed In- Text Citations: Any information derives from an external source of information - quotes, paraphrases, data, statistics, images, etc.- must be cited within the text of the paper. Bibliography/ References style: As per format given below. Books -Chakraborty, S.K. (1987), Managerial Effectiveness and Quality of Worklife: Indian Insights, New Delhi, TataMcGraw-Hill Publishing Co. Ltd. Article - Chakraborty, S.K. (1983), .The Giving Model and Corporate Excellence: A Field Report. Decision, Vol.20, No.2(Oct.), pp.219-224. Website - Complete Address, i.e., URL, along with date of accessing the website. www.shtr.org/dbr.html, July 2002. CD-ROM:All report should include soft copy on CD-ROM accompanied with thesis/report in pocket pasted on inside of back cover. Text:Before producing the final copies of a project report the candidate should ensure that all the spelling, grammar, punctuation and bibliography is complete and exact.

The Format of a Dissertation Title page PRELIMINARY PAGES Declaration Acknowledgements Contents List of tables & figures List of Abbreviations MAIN TEXT Chapter 1: Introduction Background Review of research studies Problem statement Research Objectives Hypotheses of study Research Methodology Sampling Design Research Design Data Collection Data Analysis Techniques to be used Limitations of the study Plan of the study 1 2 Page no. i ii iii iv v

Chapter 2: Review of research studies Chapter 3: Data analysis and results Chapter 4: Findings, conclusion, recommendations, and areas of future research End Appendices Questionnaire Bibliography/References

Sample of Title Page

Title of the Report

Report submitted in partial fulfilment of the requirement for the award of the degree of PGDM

Submitted By: Candidate name PGDM Semester IV (Major & Minor Specialization) Under the Guidance of: XYZ Faculty, DSPSR

Delhi School of Professional Studies and Research (Approved by AICTE, Ministry of HRD, Govt. of India, New Delhi, India)

Enroll. No.

Month, Year

Sample format of Declaration

This is to certify that Dissertation entitled which is submitted by me in partial fulfillment of the requirement for the award of PGDM to Delhi School of Professional Studies and Research, Delhi comprises only my original work and has not been submitted in part or full for any other degree or diploma of any university. If any material has been taken from an external source of information then it has been properly cited in text and duly acknowledged under references.


(XYZ) Supervisor


OBJECTIVE: The objective of this course is to develop enthusiastic leader with a global vision and holistic perspective. It will therefore include activities which stimulates analytical reasoning, analysis of the environment and personality development of students. COURSE COMPOSITION 1. News Analysis on a regular basis for awareness of environment (both global and domestic) 2. Group Discussion 3. Debates 4. Extempore 5. Individual Presentations 6. Group presentation on issues of general interest 7. Business games and puzzles 8. Mock Interviews 9. Best Practice series by Corporate Executives 10. Interactive session with eminent academicians 11. Workshop 12. Panel Discussion


To acquaint the students with the nuances of Service marketing as well as equipping them with the skills required for marketing goods and services to business or other organizations. COURSE COMPOSITION 1. Industrial Marketing (09 Hrs) Nature and scope of Industrial Marketing, Industrial Marketing VS. Consumer Marketing Buying Motives of Industrial consumer, Nature of Industrial Demand, Types & Attributes of Industrial Markets. 2. Industrial Marketing Mix (08 Hrs) Classification of Industrial Products, Determinants of Industrial Policy Mix, Industrial Pricing, Factors Influencing Channel Decision for Industrial Products, Channel Alternatives, Industrial Marketing Communications. 3. Services Marketing (08 Hrs) Definition of Special characteristics of services, Classification of services, Reasons for growth of service sector, Service Marketing Environment, 7 Ps of Marketing, Modern Trends in Service Marketing. 4. Service Quality and Customer Focus (10 Hrs) Determinants of Service Quality with Core Features , Factors Influencing Customer Satisfaction, Financial & Economic Effect of Services, The Integrated Gaps Model of Service quality. 5. Relationship Marketing (07 Hrs) The Concept of Relationship Marketing , Degree/level of Relationship Marketing , Applications of Relationship Marketing , Customer Acquisition & Retention Strategies, Service Recovery , IT Enabled Marketing /ITES. Note: A Case study may be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED READINGS: 1. Services Marketing - Zeithaml, Bitner, Gremler & Pandit, TMGH, 4th ed. 2. Hill, CROSS, Industrial Marketing, Industrial Marketing: Analysis, Planning, And Control, (2009), PHI 3. Govindrajan, Industrial Marketing , (2003), Vikas Publication House Pvt Ltd 4. Havaldar K K, Industrial Marketing, 3 e, Tata Mcgraw Hill Education 5. Rampal, Gupta : Services Marketing Shahjahan, Relationship Marketing RECOMMENDED READINGS: 1. Services Marketing, Woodruffe.H, 1998, Financial Times/ Prentice Hall 2. Christopher H. Lovelock, Jochen Wirtz; Services Marketing: People, Technology, Strategy, (2010), Prentice Hall

PGDM FOURTH SEMESTER PF411 International Marketing COURSE OBJECTIVE L -3 C-3 No. of Lectures- 42

The course aims at making students understand the concept and techniques of international marketing and train them to develop and implement plans and marketing strategies for entering into international markets and managing overseas operations. Course Composition: 1. International Marketing: (10 Hours) Meaning, Nature and Importance; International Marketing Orientation: E.P.R.G. Approach: An overview of the International Marketing Management Process; International Marketing Environment. International Market Segmentation and Positioning; Screening and Selection of Markets; International Market Entry Strategies: Exporting, licensing, Contract Manufacturing, Joint Venture M & A, Setting-up of Wholly Owned Subsidiaries Aboard, Strategic Alliances. 2. International Product and Pricing Strategies: (10 Hours) Product Designing: Product Standardization Vs. Adaptation; Managing Product Line, International Trade Product Life Cycle, New Product Development; Pricing for International Markets: Factors Affecting International Price Determination; Price Quotations and Terms of Sale. 3. Managing International Distribution and Promotion: (10 Hours) Distribution Channel Strategy International Distribution Channels, their Roles and Functions; Selection and Management of Overseas Agents; International Distribution Logistics; Planning for Trade Fairs and Exhibitions; International Promotion Mix Advertising and other Modes of Communication. 4. Emerging Trends in International Marketing: (12 Hours) Regionalism v/s Multilaterism; Trade Blocks; Important Grouping in the World; Legal Dimensions in International Marketing (Role of WTO); Marketing Research for Identifying Opportunities in International Markets. Note: A Case study may be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED READINGS: 1. Cateora, Philip R. and Graham John L. (2005). International Marketing. Tata McGraw- Hill. 2. Terpstra, Vern and Sarathy, Ravi (2000). International Marketing. The Dryden Press, Chicago. RECOMMENDED READINGS: 1. Keegan, Warren J. (7th Edition, 2002). Global Marketing Management. Pearson Education, New Delhi. 2. Kotabe Masaaki & Helsen Kristiaan (2nd Edition, 2001). Global Marketing Management. John Wiley & Sons (Asia) Pte Ltd. 3. Onkvisit, Sak and Shaw, John J. (2004). International Marketing: Analysis and Strategy, Prentice Hall. 4. Varshney, R. L. & Bhattacharya, B. (2001). International Marketing: An Indian Perspective. Sultan Chand, New Delhi.



L -3C-3 No. of Lectures- 42

To make students aware with the finer aspects of building and managing a team of effective sales force for addressing efficiently the distribution related objectives of business. COURSE COMPOSITION 1. Introduction (10 Hrs) Nature and Scope of Sales Management, Selling Process, Objectives of Personal Selling, Qualities of a Salesman, Sales Organisation Characteristics and Functions. 2. Theories of Selling (07 Hrs) Buyer Seller Dyads, AIDAS Theory, Behavioural Equation Theory, Negotiations in Selling. 3. Managing Sales Force & Controlling Sales Efforts (10 Hrs) Recruitment, Selection & Training of Sales Personnel, Motivation, Compensating the Sales Force, Sales Budget, Sales Quotas, Sales Territories, Sales Audit & Analysis. 4. Distribution Management & Logistics (10 Hrs) Role and Function of Distribution Channels,Retailing, Wholesaling, Distributor Selection and Management, Logistics, Functional Areas of Logistics Importance of Logistics Management, Factors affecting Logistics Choice, Elements of Distribution Logistics, In bound & Outbound Logistics, Models of Distribution, Warehousing Management, Role of IT in Logistics, integration of Sales and Distribution. 5. Ethics in Sales Management Definition, Ethical Issues in Sales Management, Benefits of Ethical Selling. (05 Hrs)

Note: A Case study will be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED READINGS: 1. Khan Matin, Sales and Distribution Management, Excel Books, edi. Paperback 2002 2. Gupta , S.L., Sales and Distribution Management, excel books, 2nd edition, paperback 2005 RECOMMENDED READINGS: 1. G Raghuram, N Rangaraj, Logistics and Supply Chain Management Macmillan Publishers India 2000 2. Still, Cundiff & Govoni, Sales Management, Pearson, 5th edition 3. Sontaki C.N. & Deshpande R.G., Salesmanship & Advertising, Kalyani Publishers


Multinational Corporations are keeping a hawk-eye on this huge potential of rural market. Therefore this course becomes more significant for the budding marketing professionals to learn to tap the rural markets. COURSE COMPOSITION 1. Rural Marketing: An Introduction (09 Hrs) Definition, Nature, Character and Potential of Rural Markets, Rural market Environment, Challenges and opportunities of rural marketing, Rural Consumer Behaviour Pattern and the 4Ps in rural context. 2. Value Offering (09 Hrs) Marketing of Consumer Durable and Non Durable Goods and services in the Rural Market, Importance of Branding, Perception and Positioning, Bases of Rural Market Segmentation, Classification of Agricultural Products, Agriculture Input Market, Rural Marketing Strategies. 3. Rural Pricing (07 Hrs) Determination of Agricultural Prices and Marketing Margins Role of Agricultural Price Commission, Role of State and Central Governments in pricing. 4. Rural Communication & Distribution Channels (09 Hrs) Promotions and personal Selling in Rural Markets, Role of Media and its usage in Rural Context, Planning of distribution channels in Rural markets, Commodity Markets in India, Problems of Agricultural Marketing in India, Role of Warehousing. 5. Marketing Agencies and Institutions (08 Hrs) Institutional Support for Rural Marketing, Nature, Scope and Role of Cooperative Marketing, Marketing of Products suited to Rural Environment. Note: A Case study will be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED READINGS: 1. Balram.D, Karminder. G, RURAL MARKETING: Concepts and Practices,(2007), TMH 2. Sanal Kumar V,Rural Marketing: Targeting the Non-urban Consumer, 2nd edition (2007), Sage Publications Pvt. Ltd 3. Habeeb K.S., Rural Marketing in India,2003, Saujanaya Books. 4. Ram Kishen Y., New Perspectives in Rural & Agricultural Marketing, 2002, Jaico Publishing House RECOMMENDED READINGS: 1. Ruth Heredia,The Amul India Story: Rural Renaissance Through Milk Coops ,(2004), TMH


Objectives: The course aims at equipping the students with market research tools & techniques; to make them understand the decision making models helping managerial decision making. Course Contents:
1. Meaning and importance of marketing research: Marketing information system -

Marketing decision support system. Research design Introduction to design of experiments/Exploratory, causative, conclusive and experimental designs.

(6 Hrs)

2. Marketing research p rocess: S ources and method of gathering marketin g

information - Respondents, Experiments, Simulation (as a source of Data (generations) and Panels. Measurement and scaling: Concept of measurement and scaling, Types of Scales Nominal Ordinal, Interval, and Ratio Scales - Thurstone's, Likerts, Guttmans, Semantic differential, Attitude scales. Reliability and validity of a scale. (9 Hrs) Decision Making Tools: Decision Theory Decision making under certainty/uncertainty, Risk and uncertainty. Criteria of Decision making-Pessimism, Realism, optimism, Report Equiprobable, EMV, EOL, Cost and value of information. Determination of EVPI. Utility as criteria of Decision Making.

Decision tree analysis - Decision Tree- Sequential decision making. Design of questionnaire-Chronbach alpha and other techniques, Different areas of Business, interview schedule, Sampling and Sample size determination. (10 Hrs) 4. Non-Parametric Statistics in Research; McNemar Sign Test --One and Two samples Run test, Wilcoxon Matched pairs test, Mann-Whitney, Kolmogorov, Simronov, Kruskal Wallis tests. Markov Analysis- Brand switching and loyalty, Transition probability matrix, Steady state probability. Multi -Variant analysis (18 Hrs) Multiple Regressions: (Numerical with two independent variables) Objectives, Concept, Statistics & managerial applications associated with: Cluster Analysis, Factor analysis, Discriminate (linear two group) analysis, Conjoint analysis.. MDS- Objectives_ Concept, Statistics and terms associated with MDS, Conducting MDS, and Determination of Number of dimensions, labeling the dimensions, Assumptions and limitations of MDS. (7 Hrs)

Different Marketing Models from Decision making Perspective: AIDA, Cognitive Response Model, ELK, GAPS Models measuring service quality (using SERVQUAL), Customer Satisfaction Measurement (CUST SAT), BAV Power Grid, Brand Resonance Model. EKB.
6. PRESCRIBED READING: 1. Malhotra, K. Naresh, Marketing Research-An applied orientation, 4" Edition, Pearson Prentice Hall of India. 2. Burns and Bust, 2006, "Marketing Research", 2 Edition, PHI 3. Green E. Paul, Tull S.Donald & Album, 2006, Gerald Research for Marketing Decisions, 6th Edition, PHI. 4. Cooper R. Donald & Schindler S. Pamela, 2006, "Business Research Methods", 9th Edition, McGraw Hill RECOMMENDED READING: 1. Zikmund , 2006, "Exploring MR'', Thomson, 9th Edition


Hair, Black, Statistics for Managers, 3 e , PHI



L -3 C-3 No. of Lectures- 42

Objectives: Liberalized economy has generated many opportunities of combining businesses to create wealth. The fundamental aim of the course is to prepare students to take advantage of the current scenario and understand how mergers, acquisition and corporate restructuring is implemented. Course Contents: 1. Introduction (08 Hrs)

Corporate Restructuring, Mergers and Its Types, Takeover, Kinds and modes of takeover, Demerger, Reverse Merger, Causes of Merger, Merger Failures, Premerger Strategies, Amalgamation and Accounting Standard (AS) 14: Accounting for Amalgamations 2. Regulatory Framework of Mergers& Takeovers in India (08 Hrs)

The Companies Act Regulations, Listing Agreement, SEBI (Substantial Acquisition of shares and takeovers) Regulations, 1997, Taxation Aspect of Mergers, Procedure for Mergers 3. Valuation of Business (10 Hrs)

Modes of Valuation: Earning based valuation and Asset based valuation, and Financing of Merger Exchange Ratio, Boot Strapping, Impact of Merger on Companies shareholders. 4. Defence against Hostile Takeover (08 Hrs)

Aggressive Tactics, Preventive Anti Takeover Defences , Active Anti Takeover Defences, friendly Takeover Negotiation, Leveraged Buy Out(LBO) and Management Buy Out (MBO) 5. HR and Cultural issues in Mergers (08 Hrs)

Reasons to consider HR Transformation, Impact of M & A on employees and Working Conditions and on Corporate and Society, Steps to handle HR Issue Note: A Case study will be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED READINGS: 1. J. Fred Westan (2004). Mergers and Acquisitions. Tata McGraw Hill. 2. Ramanujan, S. (2000). Mergers: The New Dimensions for Corporate Restructuring. Tata McGraw Hill. RECOMMENDED READINGS: 1. Harvard Business Review on Mergers and Acquisitions (2001). 2. Successful Mergers, Acquisitions, and Strategic Alliances: How to Bridge Corporate Cultures, Irene Rodgers. (2002) Tata McGraw Hill. 3. Depamphilis Donald (2010). Mergers Acquisitions and Other Restructuring Activities. Academics Press., Fifth Edition


Objective: The objective of the course is to impart knowledge to the students regarding problems faced and techniques used in investment decision making process. Course Contents: 1. Investment Environment (10 Hrs)

Investment _ Meaning and process of Investment Management , Speculation Investment Avenues in India, Money market & its instruments, New Issue Market, The Brokerage Business, Investment Companies, Market Indexes, Security Credit Ratings, Capital Market Reforms 2. Secondary Markets in India (08 Hrs)

The Stock Markets in India: Operations, Functions and Trading, Listing of Securities, Issue Management, SEBI, Market Indexes, 3. Valuation of Stocks and Bonds (10 Hrs)

Bond Valuation and Analysis, Preference Share Valuation and Analysis, Equity Shares, Dividend Policies and Decisions, Equity Valuation and Analysis, Government Securities, Non-Security Forms of Investment, Real Estate Investment. 4. Foreign Portfolio Investment in India (8 Hrs)

New Economic Policy and Foreign Portfolio Investment, Non-Resident Deposit, Depository Receipt (ADR, GDR and IDR): Players and Issue Mechanism, FCCB, FII and FDI, 5. Investment and Tax Planning. (6 Hrs)

Taxation of Dividend and Interest Income, Tax Deductions under section 80 of Income Tax Act, Capital Gains Taxation, Postal Investment, Taxation of NRIs and FIIS in India.
PRESCRIBED READINGS: 1. Amling, Frederic, Investment. Englewood Cliffs, New Jersey, Prentice Hall. 2. Avadhani, V. A. Investment Management, 3rd Edition, Himalaya, 2011 3. Bhalla, V. K. Investment Management, S. Chand & Company Ltd. 2010 RECOMMENDED READINGS: 1. Huang, Stanley S. C.and Randall, Maury R. Investment Analysis and Management. London, Allyn and Bacon, London. 2. Haugen, Robert A. Modern Investment Theory. Englewood Cliffs, New Jersey, Prentice Hall. 1996 3. Radcliffe, Robert C. Investment: Concepts, Analysis and Strategy, Addison-wesley (1994) 4. Sharpe, William F. Investment, New Delhi, Prentice Hall of India.2009 5. Francis, Jack Clark, Investments: Analysis in Management, McGraw Hill.


COURSE OBJECTIVE L -3 C-3 No. of Lectures- 45

To make the young finance publics aware of the objectives, strategies and policies pertaining to Financial Institutions and Services in India, especially in the present globalized era. COURSE COMPOSITION Financial Services: (07 Hrs) Concept and meaning. Classification Traditional and Modern activities; Fund-based and nonfund based activities. Financial Engineering Need for financial innovation; Model for new product development; new financial products and services. Current scenario and challenges to the financial services sector in India. Merchant Banking: (06 Hrs) Concept and evolution of merchant banking (MB) in India. SEBI (MB) Regulations, 1992. Functions of MBs underwriter, banker, broker, registrar, debenture trustee and portfolio manager. MBs activities and SEBI guidelines related to issue management. Mutual Funds and Venture Capital Financing: (06 Hrs) Introduction, Types, and Growth of Mutual Funds in India. Effectiveness of Mutual Funds. Introduction, Global Scene, VCF in India. Performance of VCF in India. Problems, Prospects and Implications in Indian Environment. Leasing and Hire-Purchasing: (10 Hrs) Leasing concept and classification. Financial rationale. Evolution of leasing industry in India. Product profile. Legal, tax and accounting aspects of leasing in India. Funding and regulatory aspects of leasing in India. Financial evaluation of leasing break-even lease rental. Gross yield based pricing. IRR based pricing. Negotiating lease rental. Assessment of lease related risks. Lease vs. buy decisions. Hire-purchase concept and characteristics. Legal and tax framework. Mathematics of hirepurchase. Financial evaluation of hire-purchase deals. Insurance: (06 Hrs) Definition and basic characteristics of insurance. Requirements of an insurable risk. Types of insurance. Benefits and Costs of insurance to society. Fundamental legal principles of insurance. Functions of insurer. IRDA and recent trends in insurance sector in India. Other financial services: (10 Hrs) Factoring and bill discounting concept, process and forms. Functions of a factor. Legal aspects of factoring and bill discounting. Financial evaluation of factorial services cost of factoring decision analysis for factor services. Factoring scenario in India. Credit rating concept and utility. Credit rating agencies in India and their performance. Financial dimensions of crediting rating methodology. Types of ratings and symbols. Debts Restructurinf and Securitisations. Note: A Case study may be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED BOOKS: 1. Machiraju, International Financial Markets & India, New Age International (2009)







2. Bhole, Financial Institutions & Markets, Tata Mcgraw Hill Education Private Limited (2009) 3. Batra, Financial Services & Markets , Deep & Deep Publications Pvt. Ltd. (2009)
RECOMMENDED BOOKS: 1. Batra/Bhatia, Management of Financial Services, Deep & Deep Publications, 1996 2. Khan, Financial Services, Tata Mcgraw Hill Education Private Limited (2011) 3. Mohana Rao, Financial Services Bhalla V.K., Management of Financial Services, Anmol Publisher (2010)


OBJECTIVE: The objective of the course is to provide the students and appreciation and use of concepts and techniques of financial management in relation to global financial market as well as financial transaction relating to international market. COURSE COMPOSITION 1. INTRODUCTION (04 Hrs) Concept, Scope and Importance of International Financial Management, International Financial Management v/s Domestic Financial Management. Role and responsibilities of International Financial Manager, Financial function in Global Context, Games from International Capital Flow. 2. BALANCE OF PAYMENT (04 Hrs) Components of Balance of Payment, Disequlibrium of Balance of Payment and measures to remove disequilibrium, Different Approaches of Adjustment of Balance of Payment. 3. INTERNATIONAL MONETARY SYSTEM & INTERNATIONAL FINANCIAL SYSTEM (10 Hrs) Phase of Development of International Monetary System Gold Standard and its features, Suspension of Gold Standard, Brettons Woods System of Exchange Rate, Exchange Rate Regime Since 1973, Floating rate regime, Limited Flexibility System, International Liquidity its bases. IMF Finding facility, Role of IMF in the post Bretton Woods World and Problem of Adjustment, An appraisal of Liquidity Promotion measures, European Monetary System, Economic Monetary Union (EIIU). 2. FOREIGN EXCHANGE MARKET (04 Hrs) Concept and distinctive features of Foreign Exchange Market, SPOT Market, Forward Market, Types of Transactions and Settlement Dates, Exchange rate Quotations and Arbitrage, Relationship between Forward rate and Future Sport rate, Foreign Exchange Market in India. 3. EXCHANGE RATE DETERMINATION AND FORECASTING (06 Hrs) Exchange rate and factors influencing it, Exchange rate Quotations, Forward Market Quotations, Relationship between Exchange Rates, inflation Rates and Interest Rate, Determination of Exchange Rate in Spot Market and in forward market, Need of Exchange Rate Forecasts, Techniques of Exchange Rate Forecasting, Forecast in a controlled Exchange. EXPOSURE AND RISK (08 Hrs) Nature of Exposures and Risk Transactions exposure, Transaction exposure and Operating exposure, According and Relationship of Transactions and Translation Exposure. Risk - Foreign Exchange and Interest Rates Risk and their management, Political risk and its management, Inflation risk and its impact. Financial Swaps Interest rate Swaps and Currency Swaps. PROJECT APPRISAL & CAPITAL BUDGETING (06 Hrs) Capital Budgeting for the multinational corporations, Multinational working capital Management. Short term Finance, Foreign Trade, International Cash Management, International Receivables & Inventory Management, International Investment Strategy, Forex Regulation & Control. Project Appraisal in International Context. Note: A Case study will be an integral part of the semester examination question paper, carrying at least 30% weightage.



PRESCRIBED READINGS: 1. V.K. Bhalla - International Financial Management, Anmol Publications, 2009 2. V.K. Taneja - Global Business Environment, Pacific Publication, 2011 3. Apte - International Financial Management, Tata Mcgraw Hill Education Private Limited, 2008

RECOMMENDED READINGS: 1. Jain - International Financial Management, Macmillan, 2001

2. Shapiro, A. C. - Multinational Financial Management, John Wiley, 1998

3. Varshney - International Financial Management, Sultan Chand, 2010


Objective: Recruitment and Selection is the foundation on which an organization builds upon. To inculcate and embed and the contemporary practices prevailing in the industry. 1. Job Analysis: (10 Hrs) Meaning and purpose. Methods of job analysis: job, analysis interviews, job analysis questionnaire, task analysis inventory, position analysis questionnaire, subject expert workshops, critical incident technique, F1eisclunann job analysis survey, functional job analysis, job element method, repertory grid, critical incident technique 2. Hiring Process: (12 Hrs) Hiring decision, Nature of hiring: regular, temporary, full time, part time, apprentice, contractual, and outsourcing. Existing post or new post to be created. Need analysis, cost analysis and job analysis. Hiring internally. Meaning and definition of internal recruitment. Advantages and disadvantages in terms of cost, time, quality and suitability. Sources of internal recruitment: - circulars, intranet advertisements, employee referrals. Appointment or promotion. Policy guidelines and union settlements. External Hiring. Meaning and definition of external recruitment. Sources of recruitment:advertisement, in news paper, TV/Radio, Internet, search on the internet, wanted signboards, consultants, employment exchange, campus recruitment, employee referrals and unsolicited applications. Advantages and disadvantages of the above sources in terms of cost, time, convenience, reach of the targeted population, and quality of applicant pool. Job advertisement: drafting, size and contents. Contents of public sector recruitment: single or multiple sources and choosing the best source. 3. Interviewing and Assessment: (12 Hrs) Screening the candidates: Application Forms: bio-data / resume / curriculum vitae and weighted application blanks: meaning definition, purpose, advantages and disadvantages taking a behavioral approach to recruitment: spotting personality patterns, making basic assumptions, predicting the future, strategy Vs. Technique. Pinning down what is needed: targeted interviewing, focusing on behaviour, assessing how person performs, assuming they have been hired. Identifying the ingredients of success: the winning candidates profile, challenges in the interview, the starting point, day to day execution, dealing with people, the inner person, additional characteristics. Studying the CV. Testing: Meaning, definition, purpose, advantages and disadvantages. Ability tests clerical ability test, mechanical ability test, mental ability test, physical ability test, personality assessment test, typing test, shorthand test, computer proficiency test. Interviewing: Planning the interview, Interview process - getting started, examining the 5 interview areas, examining the strengths & weaknesses, listening to what are being said, digging for behavioral gold, probing for specifics, spotting patterns, using an interview checklist, Allowing candidates to ask questions at the end, explaining the procedure of selection and concluding with a happy note, making the decision. Interview in public sector undertaking, statutory requirements.

4. Reference Checking and Verification: (08 Hrs) Reference checking & Appointment orders: meaning, definition and purpose. Verification of character, criminal antecedents, previous work behavior and education qualifications. Verification of community certificates in public sector companies Meaning, definition, and purpose. Statutory requirements (under the Shops and commercial establishments Act). Contents of appointment letter, hard copy or soft copy, method of delivery and retrieving the acknowledgement copy. Medical Examination & acceptance of offer for joining.
PRESCRIBED READINGS: 1. Human Resource Selection, Robert D. Gatewood & Hubert S. Feild, South western Cengage Learning, Mason, Ohio 2001 2. Staffing Organization, Herbert G. Heneman III, Timothy A. Judge, 5th Edition, McGraw Hill International RECOMMEDNED READINGS: 1. Employee Selection, Lilly M Berry, Thomson Publications 2. Hiring & keeping the best people, HBS Press 3. Human Resource Planning, Dipak Kumar Bhattacharyya, 2nd edition, Excel Books.


The objective of the course is to make the students develop the art or unlearning for thinking afresh to provide new solutions to the problems which can act as benchmarks for others to follow. Course Composition 1. Introduction: (06 Hrs) Concept, nature and process of planned change. Resistance to change. Emerging Horizons of Management in changing Environment. Concept of transformation vs. change. Transformational Leadership. Charismatic vs. Non-charismatic Leadership. 2. Leadership from Within: (06 Hrs) Concept, need and importance of developing leadership from within. Distinction between leadership from without and leadership from within. Steps for developing leadership from within. 3. Organisational Development (07 Hrs) Concept, Nature and Applications. Action Research and its applications. Organisational Development Interventions (Team, Individual and Structural). Future of Organisational Dynamics. Aligning HR to Business. 4. Turnaround Management: (10 Hrs) Definition of Sickness. Causes and Symptoms of Sickness. Prediction of sickness. Revival of sick unit - Role of BIFR, SICA, Financial Institutions. Behavioural, economic, and technical issues in Turnaround Management Learning from the success stories of organisations where turnaround management strategies have been adopted and sick or potentially sick companies have been turned around. 5. Business Process Reengineering as a tool of Managing Transformation: (07 Hrs) BPR An imperative for survival. The reengineering imperative in USA, the reengineering scenario in Europe, the reengineering imperative in India, Instances of reengineering in Indian organisations (Case studies). Five steps methodology to implement BPR. 6. Management of Transformation through New Technology and Innovations: (06 Hrs) Technological revolution adoption and adaptation of technology (problems of technology transfer). Innovative Technology autonomous vs. induced inventions. Management of New Technology in relation to organisational productivity and quality of work life. Learning experiences from real life case studies. Note: A Case study will be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED READINGS: 1. Kelly, James N. and Francis J. Gouillart, Transforming the Organisation, McGraw-Hill, New York, 2000 2. Mike Davidson, The Transformation Of Management, 2000 3.Sawhney, Mohan and Jeff Zabin, The Seven Steps to NIRVANA: Strategic Insights into e-Business Transformation, Tata McGraw-Hill, New Delh, 2001 4. Coulson - Thomas, C., Transforming the Company, London : Kogan Page, 2000. 5. Bender, Peter Urs, Leadership from Within, Macmillan India Ltd., Delhi, 1997. 6. Krishnamurti, J., Freedom From the Known, Krishnamurti Foundation, India, 2001. RECOMMENDED READINGS: 1. Mascarenhas Oswald A J, Business Transformation Strategies : The Strategic Leader As Innovation Manager,2011 2. Beardwell I. And L. Holden, Human Resource Management, 2 nd ed., Pitman, London, 1998. 3. Beumont, P. B., Human Resource Management, : Key Concepts and Skills, Sage, London, 1993

PGDM FOURTH SEMESTER PF 433: MANAGEMENT OF NEGOTIATION COURSE OBJECTIVE L -3 C-3 No. of Lectures- 42 To make the budding HR professionals thoroughly prepared to recognize negotiation situations so as to Plan, Implement, and Complete Successful Negotiations to maximize results. Course Composition 1. Negotiation fundamentals (04 Hrs) The nature of Negotiation, Strategy and Tactics of Distributive Bargaining, Integrative Negotiation, Negotiation Strategy and Planning. 2. Negotiation sub-processes (08 Hrs) Perception, Cognition and Emotion, Communication, Finding and using negotiation Power. Influence: Routes to Influence, Role of Receivers in Influence. Ethics in Negotiation. 3. Negotiation context (08 Hrs) Relationships in Negotiation: Key Elements in Managing Negotiations within Relationships. Parties in Negotiation. Coalitions, The nature of Multi-party negotiation. , Bipartism vs Tripartism, Collective Bargaining 4. Individual differences and Negotiation across cultures (08 Hrs) Gender and Negotiation, Male and Female Negotiators: Theoretical Perspectives, Personalities and Negotiations, Conflict Management Style, Social Value Orientation, Interpersonal Trust, Cross Culture Differences. 5. Resolving Differences (04 Hrs) Abilities in Negotiations, Behavioral Approach to differences among negotiators, Managing Difficult Negotiations.. 6. Trade Union Movement in India (10 Hrs) Meaning, Concepts, Functions, Types, Structure, Union Leadership, Managerial Unionism, Growth & Development of Trade Union Movement, Problems of Trade Union, Workers Education (Central Board of Workers Education) Note: A Case study may be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED BOOKS 1. Singh, B. D., Negotiation & Counselling: Text and Cases, Excel Books(2010) 2. Cohens, Negotiating Skill for Managers, McGraw-Hill, 2002 3. Sahu, R.K., Disciplinary Actions, Excel Publications, 2010 RECOMMENDED BOKS 1. Lewicki, Saunder & Barry, Negotiation, McGraw-Hill/Irwin; 6 edition (March 23, 2009) 2. Zartman I.W., The Negotiation Process: Theories and Applications, Sage Publications, Inc (August 1, 1978) 3. Fleming Peter, Negotiating in a Week, Arnold; Third Edition edition (Nov 25 2003)

PGDM FOURTH SEMESTER PF 434: HUMAN RESOURCE DEVELOPMENT COURSE OBJECTIVE L -3 C-3 No. of Lectures- 42 To acquaint the budding HR professionals with the underlying sciences, mechanics and the process of HRD so as to aid in organisational development and human development on the whole. Course Composition 1. Introduction (06 Hrs) Concept of HRD, Rationale and Assumptions, Managing Change through HRD, Corporate HRD, Concept of HRD Climate 2. Developing Human Resources (09 Hrs) Introduction to Orientation and Training, Managing Training Programme, Instructional Methods, Evaluation of Training and Development Programme, Career Planning and Development. 3. Managing Teams (08 Hrs) Pre-requisites for a Good Team, Psychological Dimensions of Team Work, Principles of Team Building, Approaches to Team Building, Evaluating Team Performance, Inhibiting Factors in Team Performance 4. Performance Management (10 Hrs) Organizational Model of Performance Management, Purposes of Performance Management, Performance Management Criteria, Behaviourial Approaches to Performance Management-Critical Incident Method, Behaviourial Anchored Rating Scale (BARS), Behaviourial Observational Scale (BOS), Assessment Centres- Characteristics, Designing an Assessment Centre, Assessment Centre Assignment. 5. Contemporary HRD Practices (09 Hrs) Talent Management, HRD Audit and Methods, Achieving Work Life Balance, Emotional Intelligence, Employer Branding, Integrating HRD with Technology, People Capability Maturity Model (PCMM), Industrial Relations and HRD, Future of HRD. Note: A Case study may be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED BOOKS: 1. Wendell French, Cicil, H.Bell,Jr, Veena Vohra, 2006, Organization Development, Pearson Education. 2. Wendell French, Cicil, H.Bell,Jr.(6e)2005, Organization Development Prentice Hall of India. RECOMMENDED BOOKS: 1. Thomas G. Cummings, Christopher G Worley, 2007, Organization Development and Change, 8th edition, Thomson 2. Bhatia S.K., Organisation Development and Transformation,Deep and Deep Publications Pvt. Ltd., 2010

PGDM FOURTH SEMESTER PF 435: PERFORMANCE MANAGEMENT L -3, C-3 NO. OF LECTURES- 42 OBJECTIVE: To enhance the managerial efficiency of the students in evaluating the performance of the workforce and suitably recognizing them through contemporary techniques. COURSE COMPOSITION 1. CONCEPTUAL APPROACH TO PERFORMANCE MANAGEMENT (07 Hrs) Need for Performance management in Indian organizations. Determinants of job performance: Person and system factors. Linkage between human resource strategy and organizational performance. Role of personality factors in job performance. Performance planning and role clarity. Key Performance Areas: Performance Targets - Components of effective Performance Management. Performance management cycles. Spangenbergs Integrated Model of performance. 2. PERFORMANCE APPRAISAL (10 Hrs) Need and methods for Performance Appraisal: Assessment center - psychometric tests - Leaderless group discussions - Management games Simulation exercises - Role Plays Self-appraisal - 360 Degree-appraisals - Rating-less appraisals for the future of performance management systems. Performance Review - Reengineering Performance Appraisal system - Performance analysis Performance review discussion Performance monitoring and feedback. 3. BENCH MARKING FOR EXCELLENCE IN PERFORMANCE (10 Hrs) Linkages Organizational excellence - Corporate Performance Management - EFQM Excellence Model Diagnostic bench-marking - Process bench-marking Bench-marking in the Indian industry Effectiveness of bench-marking - Experience based approach to bench-marking - New Performance Management Model - Process Management as a route to value beyond expectation and emotional surplus. 4. COMPETENCY MAPPING AS A PERFORMANCE MANAGEMENT TOOL (07 Hrs) Competency Mapping Building Competency Models - The McBer Generic Managerial Competency Model - Competency causal flow model - Factors affecting the human performance system Profiling competency framework for a particular role - Competency gap - Competency Assessment - Balanced Score Card framework - Making Performance Management Systems(PMS) and Appraisals Work. 5. DEVELOPING & DESIGNING PERFORMANCE MANAGEMENT SYSTEMS (08 Hrs) Designing Performance Aappraisal as a framework for Performance Management - A realistic model for Performance Management - Using PMS data for HR decisions and performance improvements PMS and Appraisal practices in India and other Asian countries - Policy and strategy initiatives in improving HR performance - Implementing and managing Performance Management The impact of Performance Management on line managers and employees. Note: A Case study will be an integral part of the semester examination question paper, carrying at least 30% weightage.
PRESCRIBED READINGS: 1. G K Suri, C S Venkata Ratnam, N K Gupta, 2004, Performance Measurement & Management-Excel Books Pvt Ltd. 2. Dinesh K Srinivastava, 2005, Strategies for performance Management Excel Books.

3. 4.

R.K. Sahu, Performance Management System, Excel Publications, 2006 R.K. Sahu, Competency Mapping, Excel Publications, 2009

RECOMMENDED READINGS: 1. T V Rao, 2006, Performance Management and Appraisal Systems Response Books. 2. Richard S Williams, 2006, Managing Employee Performance Thomson Publishers. 3. Agwnis, 2006, Performance Management Pearson


The course aims to impart skills and knowledge needed to manage the Customer Relationship function so as to gain competitive advantage through relationship marketing Course Content: 1. Introduction to CRM (08 Hrs) Introduction to CRM, Consider CRM in your business strategy, Initial CRM Considerations, Preparing for Technical Implementation. 2. The Customer Service/Sales Profile (12 Hrs) Why call it the customer Service /Sales Profile, Three levels of Sales and Services, Importance of the Organization and Business Processof the Organization, Shape of your customer Services and Sales Profile, CRM and your profile Tool for Capturing Customer Information. 3. Pre-Order Customer-Support Issue (10 Hrs) Online Visibility via Search Engines, Real time Access to Product Information, Inventory Integration, International Business, Shipping, Order Tracking. 4. Point of Order Customer- Support Issues (07 Hrs) Understanding Point of Order issues, Ensuring a Smooth Ordering Process, Providing an Intuitive Site Navigation Scheme. 5. Post Order Customer Support Issue: Tracking Order, Managing Relationship Through Conflict. (05 Hrs)

PRESCRIBED READINGS: 1. Kristin Anderson and Carol (Customer Relationship Management) Kerr(Tata Mcgraw-Hill), 2. Customer Relationship management, emerging concepts, tool and applications Jadish N Sheth, Atul Parvartiyar, G. Shainesh, Tata Mc Graw Hill, edi 2001 3. E-CRM: Business and system frontiers- M.P Jaiswal, Anjali Kaushik , Asian Books Pvt.Ltd., 2002, 254 RECOMMENDED READINGS: 1. Jeffrey Peel CRM, Digital press June 15, 2002 2. John W.Gosney and Thomas P. Boehn (Customer Relationship Management), Premier Press; 1st edition (2000) 3. 4 ED Peelen (Customer Relationship Management) May-2005 Pearson book


Objectives: The objective of this course is to acquaint the students with the international retailing when the world is going global and also acquaint them with other issues involved in the international retailing. COURSE COMPOSITION

(10 Hrs) International business, framework of international trade, International retailing and its growing importance, Merchandising, Communications, Pricing and location issues.

(12 Hrs) Differential ownership alternatives for retail institutions, Retail Franchising: Concept and Types of Franchising, Evolution of Franchising, The International Franchising Scene, Effect of franchising on the development of retailing and trade in developing markets, Franchisors-franchisee relationships.

(12 Hrs) Manufacturing/National brands, Private label brands, Premium branding, International sourcing, Costs associated with global sourcing decisions, Foreign currency fluctuations, Tariffs, Free trade zones and Retailing, Managerial issues associated with Global sourcing decisions, international vendor management.

(08 Hrs) Driving forces behind development of international retail operations, strategies and directions of international retail operations, Transfer of retail innovation across national boundaries, positioning retail operations in new markets.
PRESCRIBED BOOKS 1. Berman Barry, Evans Joel R.,(2010) Retail Management A Strategic Approach 2. Levy IM. And Weitz B.A (2009), Retailing Management, 5th ed., Tata McGraw Hill. 3. Gilbert David (2008), Retail Management, Pearson Publications 4. Dunne Patrick M., Lusch Robert F. and Griffith David A, Retailing, Cengage Learning, 4th Edition 5. Cox Roger and Brittain Paul - Retailing: An Introduction (Pearson Education, 5th Ed.) RECOMMENDED BOOKS 1. Vedmani G. Gibson - Retail Management - Functional Principles & Practice (Jaico Publications, 1st Ed.) 2. Newman and Cullen - Retailing (Cengage Learning, 1st Ed.)


To acquaint the students with the basics of proper management of shopping mall and to expose them to the various operations involved in the management of a shopping mall. COURSE COMPOSITION 1. Introduction (09 Hrs) Concept of shopping mall, Growth of malls in India, Mall positioning strategies, Strategic planning for malls. 2. Aspects in Mall Management (12 Hrs) Concepts in mall design, Factors influencing malls establishment, Recovery management, Aspects in finance, Human resources, Security and accounting, Legal compliances and issues, Measuring mall performance. 3. Mall Operations (11 Hrs) Store allocation, Leasing negotiations, Maintenance and repairs, Security and safety procedures and regulations, Operational activities, Footfalls measurement, Common area management. 4. Tenant Management (10 Hrs) Selection of anchor tenant, Tenant mix, Types of retail formats, Multiplexes, Food courts, Branded stores, Specialty stores, Hypermarkets, Supermarkets, Mall resource allocation, Owner- tenant relationship. Note: A Case study will be an integral part of the semester examination question paper, carrying at least 20% weightage.
PRESCRIBED BOOKS: 1. Barry Berman, Joel R. Evans: Retail Management A Strategic Approach 2. Levy, Weitz: Retail Management 3. A. J. Lamba: The Art of Retailing 4. David Gilbert: Retail Management RECOMMENDED BOOKS: 1. Vedmani G. Gibson - Retail Management - Functional Principles & Practice (Jaico Publications, 1stEd.) 2. Newman and Cullen - Retailing (Cengage Learning, 1st Ed.)


Objectives: This course is intended to expose the students to latest tools of front end design and its connectivity to databases. Course Contents: 1. Variable Declaration (10 Hrs) Built-in & User Defined data types, If-then-else expression, Print Statement, Arrays, Subroutine and Functions, Boolean Operators, Arithmetic Operators, Loops, Private and Public procedures. 2. Structure of VB program (10 Hrs) Forms & built in controls, Properties and events, Code Module, Common dialog Boxes, Error Handling, Classes, Control Arrays, MDI, SDI, Creating Help files, Adding Help files to VB project, using Windows API Functions, MAPI controls. 3. Database Interface (12 Hrs) Review of ANSI SQL, ODBC, Pass through ODBC, DAO, MS-Jet database Engine, Workspaces, Databases, Recordsets, Data bound controls, ActiveX controls, ADO, RDO. 4. Developer-2000 (10 Hrs) Connecting to Oracle Data Base, Elements of Oracle Data Base, Master-Details Forms, Layout Editor.
PRESCRIBED READINGS: 1. B. Reselman et al., Using Visual Basic 6, PHI. 2. B. Siler & J. Spotts, Using Visual Basic 6, PHI. RECOMMENDED READINGS: 1. E. Petroutsos, Mastering Visual Basic 6.0, BPB. 2. G. Perry, Teach Yourself Visual Basic 6 in 21 days, Techmedia. 3. M. Abbey, M. J. Corey, Oracle 9i: A Beginners Guide, TMH


Course contents: The course will be based on PF 451 Front End Design Tools and is part of it.


PF 453: Software Project Management


L -3C-3 No. of Lectures- 42

Objectives: To acquaint the students with the software project management concepts, techniques and issues related to implementation. Course Contents: 1. Software Product and Process (08 Hrs) Software Characteristics & Applications, Software Process, Software Process Models; Linear Sequential Model, Prototyping Model, RAD Model, Evolutionary Software Process Models, Software Development Process. 2. Software Project Planning and Scheduling (12 Hrs) Software Requirement, Software Requirements Specification, Requirements Validation, Software Design Principles, Software Project Estimation: Size Oriented, Function Oriented, Software Metrics, Software Cost Estimation, COCOMO Model, Project Scheduling, Software Staff & Personnel Planning, Rayleigh Curve, Software Team Organization & Control Structure. Project Monitoring & Control Techniques. 3. Software Quality Assurance & Configuration Management (12 Hrs) Software Quality, Software Quality Assurances, Software Testing, Formal Technical Reviews, ISO Software Quality Standards, Software Configuration Management, SCM Process, Configuration Audit. 4. Risk Management (10 Hrs) Software Risks, Reactive and Pro-active Risk Strategies, Risk Identification, Risk Projection, Risk Mitigation, Risk Monitoring and Management.
PRESCRIBED READINGS: 1. Roger. S. Pressman. Software Engineering: A Practioners Approach. McGraw Hill, New Delhi, Fifth Edition, 2001. 2. Aggarwal, K. K. & Singh, Yogesh Software Engineering. New Age International, 2005. 3. Bob Hughes and Mike Cotterell Software Project Management. Tata McGraw Hill, New Delhi, 2nd Edition, 2001. 4. Robert K. Wysocki, Robert Beck Jr. and David B. Crane. Effective Project Management. John Wiley & Sons, Singapore, Second Edition, 2002 RECOMMENDED READINGS: 1. Ivar Jacobson, Grady Booch and James Rumbaugh . The Unified Software Development Process. Pearson Education Asia, Singapore, 2000. 2. Walker Royce , Software Project Management: A Unified Framework. Pearson Education Asia, Singapore, First Edition, 2001. 3. Jack. R. Meredith and Samuel J. Mantel Jr, Project Management: A Managerial Approach. John Wiley & Sons, Singapore, Fourth Edition, 2002.


The purpose of the course is to familiarize students with the basics of global competitiveness and learn strategies to gain competitiveness in world markets. The course also aims at exposing the students to the forms and success ingredients of strategic alliances, which are fast emerging as basic tools for business success. Course Contents: Global Competitiveness: An Overview Macroeconomic and Business Strategy Perspective, Framework for Assessing Competitiveness Various Approaches; International and National Competitiveness Studies. (10 Hrs)

Developing Competitiveness Government Policy and Competitiveness, Role of Quality and Productivity in Achieving World Class Competitiveness; Attaining Competitiveness through Integrative Process Management; Science, Technology and Innovation Policy, Human Capital and Competitiveness, Role of Information Systems in Building Competitiveness, Industrial Clusters and Business Development, Strategic Management of Technology and Innovation. (15 Hrs)

Global Competitiveness of Indian Industry Status; Cause of Uncompetitiveness; Strategic Options for Building Competitiveness, Internationalization of Indian Business: Selected Case Studies of Globally Competitive Indian Companies. (10 Hrs)

Strategic Alliances Value creation in alliances strategy, Management of Strategic Alliances; Strategic Alliances in Indian Context. (07 Hrs)
PRESCRIBED READINGS: 1. Momaya Kiran (2001). International Competitiveness: Evaluation and Enhancement, Hindustan Publishing Corporation (India). 2. Burgleman Robert (2004). Strategic Management of Technology and Innovation, Tata McGraw Hill. RECOMMENDED READINGS: 1. Hamel G. and Prahlad C.K (1994). Competing for the future. Harvard Business Press. 2. IMD, World Competitiveness Year Book, Latest issue. 3. World Economic Forum, Global Competitiveness Report, Latest report.


The objective of the course is to provide a comprehensive analysis of the principles and practices of international Distribution and logistics. Course Contents:
1. Supply Chain Management

(10 Hrs)

Concepts, Issues in Supply Chain Management; Demand Volatility and information distortion, Managing networks and relationships; Sourcing Internationally, Subcontracting within an International Dimension, The Architecture of Physical distribution network in a Global Operation Approach, International Distribution Management: Types of Intermediaries, Channel Objectives and Constraints, Channel Selection and Management, Global Retailing, International Channel Innovation.
2. Logistics Framework

(10 Hrs)

Concept, Objective and Scope; Transportation, Warehousing, Inventory Management; Packing and Unitization; Control and Communication, Role of Information Technology in Logistics, Logistics service firms and third party logistics.
3. Logistics Network Design for Global Operations

(12 Hrs)

Global Logistics Network Configuration, Orienting International Facilities: Considerations and Framework, Trade-offs Associated with each approach, Mapping the different approaches, Capacity expansion issues; Information Management for global Logistics: The global LIS/LITS: capabilities and limitations, Characteristics of logistics information and telecommunications systems.
4. Performance Measurement and Evaluation in Global Logistics

(10 Hrs) Operations and logistics control: Key Activities Performance information, Measuring performance in functional integration, Measuring performance in Sectorial integration; Organisational structure for global logistics excellence; The Organizational Implications of Sectorial Logistics cooperation, The International factor in Global Organisations.
PRESCRIBED READINGS: 1. Bowersox, D. J., David, J & Cooper (2002). Supply Chain Logistic Management. Prentice Hall, New Delhi 2. Rushton, A., Oxley, J & Croucher, P (2nd Edition, 2000). Handbook of Logistics and Distribution Management. Kogan Page. 3. Simchi-Levi, David, Kamisnsky, Philip, and Simchi-Levi, Edith. (2nd Edition, 2004). Designing and Managing the Supply Chain: Concepts, Strategies and Case Studies. Irwin/McGraw Hill. RECOMMENDED READINGS: 1. Christopher Martin. (3rd Edition, 2004). Logistics & Supply Chain Management Creating Valueadding Networks. Pearson Education. 2. Ballou, R. H. (5th edition, 2004). Business Logistic Management. Prentice Hall, New Delhi. Students are also expected to use relevant journals:

1. 2. 3.

International Journal of Physical Distribution and Logistics Management Journal of Business Logistics International Journal of Logistics: Research and Applications.

PGDM- FOURTH SEMESTER PF 463: Foreign Language GERMAN FOR BUSINESS Course Code: PF-463 L-3 Credits-3 No of Lectures-42

Objectives: The Objective of the course is to provide the student with a Foreign Language Skill to manage preliminary international business transactions. Course Contents: Foreign Language Knowledge Related To:
1. Understand Simple Questions and Instructions. Reading: Understand Single Words and

Sentences but also Signposts, Signs and Posters. Speaking: Provide Short Information about the Job and the Person. Writing: Fill in Forms and Provide Information About Name, Address, Nationality etc. (10 Hrs)
2. Understand Information about the Person and the Work. Reading: Understand Simple Letters,

Appointments, Invitations and Information in Short Texts. Speaking: Answer Simple Questions About One's Working Field. Writing: Write Faxes and e-mails. (10 Hrs)
3. Understand Standard Information Related to the Working Field. Reading: Understand

Standard Letters and Texts about Working Processes and Product Descriptions. Speaking: Provide Information about the Job, the Departments, the Company, the Products and Processes in a Conversation or on the Phone. Writing: Answer Standard Inquiries, Make Quotations, Write Short Texts with a Familiar Content, Possibly Give Some Explanation and Answer Simple Questions. (10 Hrs)
4. Understand Complex Information Related to the Working Field in Meetings, Discussions and

at Presentations. Reading: Understand Reports and Contracts with a Company-related Content. Speaking: Describe and Explain Work Processes and Projects. Report on Meetings and Presentations. Explain Concepts and Clarify Misunderstandings. Writing: Write Formal Standard Letters and Texts about One's Field of Expertise. Explain a Graphic and Reflect the Content. (12 Hrs)