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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI

PGDM ( PT)

Course code: 1101 Course Title: Managerial Economics

Academic Session: 2010-11 Instructor: Asha Tewari

COURSE OBJECTIVES:

The objective of this course is to:1. Acquaint the students with basic economic principles and their applications in business decision

making.2. The emphasis is laid on integrating the theoretical concepts with practical applications. 3.On

successful completion of the course the students would be able to develop a rational decision making perspective and analytical framework required for managerial decision making.

COURSE CONTENTSModule No. Session No. Topic & Readings

1 1-2 Introduction to Managerial Economics 1. Economics and managerial decision making;

Important Economic concepts and terms.2. Concept of Economic profit and Accounting profit; 3. Economic goal of the firm and business decision

making;Readings1. Paul G. Keat & Philip K. Y. Young: Managerial

Economics; 4th ed. chapter –1&2.

2. H. Craig Peterson & W.Cris Lewis; Managerial Economics; 3rd ed.

chapter -13. Dominic Salvatore;Managerial

Economics in a Global economy; 4th ed. chapter 1

Exercises: Terminology of Basic Concepts to be

prepared by students. Caselet Two Wheeler Industry. Case lets on Economic and Accounting

profit. Submission of 1-3 in session 3

Module No. Session No./s Topic & Readings1

2 3-6 Demand Analysis 1. Market demand, Market Supply, Market equilibrium.2. Demand Concepts, types of demand, determinants of

market demand, Consumer behaviour; 3. Demand analysis for various products and situations;

Elasticity of demand, (price, income, cross price, advertising); Using elasticity in decision making process. Indifference curves and consumer behaviour.

Readings1. Paul G. Keat & Philip K. Y. Young: Managerial

Economics; 4th ed. Chapter –3&4;

2. H. Craig Peterson &W. Cris Lewis; Managerial Economics; 3rd ed. Chapter-3.

3. Dominic Salvatore; Managerial Economics in a Global economy; 4th ed. Chapter –3.

4. Principles of Economics, 4th edition by N Gregory Mankiw- Ch 4, 5, 7, 21)

CaseDebora L. Spar, “Supply and

Demand in Infant Market place”, HBR, February, 2006

Exercises Textlile demand in India-caselet on income and price

elasticity. Exercises on Demand analysis (submission in next

class). End term project on Product Analysis to be given.

3 7-10 Demand Forecasting– /ApplicationsApplication of techniques of demand forecasting.Quailitative techniques and quantitative techniquesReadings:

1. H. Craig Peterson &W. Cris Lewis; Managerial Economics; chapter-5

2. Dominic Salvatore; Managerial Economics in a Global economy; chapter-5

3. Sampath Mukherjee: Business Economics; Chapter 12

Presentation of End term projects

4 11-13 Production and Cost Analysis1. The Production- Function, short run and long run

analysis. The importance of Production function in managerial decision making.

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2. Cost concepts, short term and long term; Cost-Output Relationships, Cost of multiple products, Returns to

factor, Returns to scale. Economies of Scale-internal and external.3. Economics of Scope.4. Cost Volume Analysis-an economic perspective.Readings:1. Paul G. Keat & Philip K. Y. Young: Managerial

Economics; 4th ed. Chapter –7&8; 2. H. Craig Peterson &W. Cris Lewis; Managerial

Economics; 3rd ed. Chapter-6,7;3. Dominic Salvatore; Managerial Economics in a

Global economy; Chapter-6, 7

Exercises: Caselet: Call centers: Applying the

production function to a service Case

Increasing Returns and the New World of Business ,HBR, August 1996

5 14-16 Market Analysis Market Structures: Competition and market

types in Economic analysis. Perfect and Pure Competition, Imperfect

Competition, Monopoly, MonopolisticCompetition,Oligopoly.

Basic features, pricing and output decisions under different kinds of competitive situations.

Readings:1. Paul G. Keat & Philip K. Y. Young: Managerial

Economics; 4th ed. Chapter –9&102. H. Craig Peterson &W. Cris Lewis; Managerial

Economics; 3rd ed. Chapter-9,10

3. Dominic Salvatore; Managerial Economics in a Global economy; chapter-9,10

4. More, Pal & Gupta; Managerial Economics; 2nd

ed, Chapter-5 Tata McGraw Hill Pub. Ltd. New DelhiCase

How to fight a price war-Akshay R. Rao, Mark E Bergen ,HBR March-April 2000

6 17 Market and Competitive Analysis Competitors and Competition .-Porter’s structural analysis model

Reading:3

1. Cherunilam Francis,business Environment-text and cases

Review of progress of End term project. Case

Robert S. Kaplan and David P. Norton, “How to implement a New Strategy without disrupting your Organization”, HBR, March, 2006

7 17-20 Pricing PracticesPricing of Multiple Products; Price Discrimination;

Peak load pricing; Cost plus or Mark up pricing; Price Skimming; transfer pricing;

Readings1. H. Craig Peterson &W. Cris Lewis; Managerial

Economics; 3rd ed. Chapter-12 2. Dominic Salvatore; Managerial Economics in a

Global economy; chapter-11Presentation of End term project

Self Study Topics

Game TheoryIndifference Curve Analysis

PEDAGOGYThe teaching methodology used in this course will be a judicious mix of lectures, numerical

problems, caselets, assignments, discussions and presentations by the students.

EVALUATION PARAMETERSThe course will be evaluated on the following basis:End Term Examination: 60 MarksInternal Examination: 40 Marks

INTERNAL EVALUATIONThe internal evaluation of the students will be based on the following basis:

Marks Attendance & class participation 5 Unannounced Test /quiz 10 Article Review 10 Group Assignment 15

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LEARNING RESOURCES:

1. Recommended Readings: Managerial Economics in a Global economy; Dominic Salvatore; 3rd ed. Prentice Hall of India Managerial Economics-Text and Cases, P.L.Mehta , 4th Edition, S.Chand and sons Managerial Economics; Paul G. Keat & Philip K. Y. Young: 4th ed. Pearson Education Managerial Economics; H. Craig Peterson &W. Cris Lewis; 4th ed. Prentice-Hall of India, BV-

New Delhi Managerial Economics;Suma Damodaran 2nd edition Oxford university press,New Delhi

2. Suggested Reading List1. Managerial Economics in a Global Economy 4th ed. Salvatore Harcourt College

Publishers, New Delhi2. Modem Micro Economics; Koutsoyiannis A; 2nd ed. Macmillan Press, Hong Kong3. Managerial Economics; More, Pal & Gupta: 2nd ed. Tata McGraw Hill Pub. Ltd. New

Delhi4. Managerial Economics; Samuelson W.F. & Marks S.T; The Dryden Press 3rd ed.5. Introduction to Managerial Economics; Cassimatis P: Routledge 3rd edition.6. Fundamentals of Managerial Economics; Hirschey M & Pappas J.L; 4th ed. Dryden Press.

IMPORTANT

Students, especially with non-economics background, are advised to consult the following dictionaries for enhancing the understanding of the concepts and terms used in managerial economics. These are available in the library at LBSIM.

1. The New Palgrave – A Dictionary of Economics (Four Volumes)2. Dictionary of Economics, Donal Rutherford3. Macmillan Dictionary of Modern Economics

INDIVIDUAL ASSIGNMENT Glossary of terms to be prepared Exercises

a) Elasticity and Market Structureb) Production Analysis

Exercises on Caselets

GROUP ASSIGNMENTReal life Project on Economic Analysis for a product of choice. This project should be submitted in report form and presentations to be made as per the schedule given.

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Two Years (Full-Time) Post Graduate Diploma in Management (PGDM)GENERAL

Trimester-I

Course Code: 1102 Course Title: Quantitative Methods

For Management

Academic Session: 2010-11 Instructor: Shivani Bali

COURSE OBJECTIVES:

The primary objective of this course is to make the students familiar with basic statistical tools and

techniques. These techniques assist specially in resolving complex problems serve as a valuable

guide to the decision makers.

COURSE CONTENTS

Module Session Topic

1 1 - 2 1.1 Introduction to Statistics

1.1.1 Statistics in Business

1.1.2 Functions of Statistics

1.1.3 Two major Divisions of Statistics

1.1.4 Types of Data

1.1.5 Data Measurement

1.1.6 Methods Of Data Collection

1.2 Descriptive Statistics: Tabular and Graphical

Presentation

1.2.1 Summarizing Qualitative Data

1.2.2 Summarizing Quantitative Data

1.2.3 Scatter Diagrams

Case 1: 1.3 DiGiorno Pizza: Introducing a Frozen Pizza to

Compete with carry – out.

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Suggested Readings:

1. Chapter 1 & 2 of Anderson, Sweeny, Williams.

2. Chapter 1 & 2 of Naval Bajpai.

2 3 – 4 2.1 Descriptive Statistics: Numerical Measures

2.1.1 Measures of Central Tendency : Ungrouped Data

2.1.2 Measures of Variability: Ungrouped Data

2.1.3 Measures of Central Tendency and Variability:

Grouped Data

2.1.4 Measures of Shape

2.2 Descriptive Statistics on the Computer

Case 2: 2.3 Business Schools of Asia - Pacific

Suggested Readings:

1. Chapter 3 of Anderson, Sweeny, Williams.


3 5-6 3.1 Probability

3.1.1 Concepts of Probability

3.1.2 Experiments and Sample Space

3.1.3 Assigning probabilities to Experimental Outcomes

3.1.4 Events and their Probabilities

3.1.5 Some basic Relationships of Probability

3.1.6 Conditional Probability

3.1.7 Baye’s Theorem

Case 3: 3.2 Gender Equity in the Workplace

Suggested Readings:


2. Chapter 5 of Naval Bajpai.

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4 7 – 8 4.1 Discrete Probability Distributions

4.1.1 Random Variables

4.1.2 Discrete Random Variables

4.1.3 Binomial Probability Distribution

4.1.4 Poisson probability Distribution

4.2 Continuous Probability Distributions

4.2.1 Continuous Random Variables

4.2.2 Normal Probability Distribution

4.2.3 Exponential Probability Distribution

4.3 Using Computer to Solve the above Probability Distributions

Case 4: 4.4 Titan Industries Ltd: Providing Real-Value to

Customers

Suggested Readings:



5 9 5.1 Sampling and Sampling Distributions

5.1.1 Reasons for sampling

5.1.2 Sampling Frame

5.1.3 Random Versus Non-Random Sampling

5.1.4 Random Sampling Methods

5.1.5 Non-Random Sampling

5.1.6 Sampling Distribution

5.1.7 Central Limit Theorem

5.1.8 Sample distribution of Sample Proportion

Suggested Readings:



6 10 6.1 Statistical Inference: Estimation for Single

Populations

6.1.1 Types of Estimates

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6.1.2 Using the z Statistic for Estimating population Mean

6.1.3 Confidence Interval for Estimating Population Mean

when is Unknown

6.1.4 Estimating Population Mean Using the t Statistic

6.2 Using Computer for Estimation

Suggested Readings:


7 11-12 7.1 Statistical Inference: Hypotheses Testing for

Single Populations

7.1.1 Introduction

7.1.2 Logic of Hypothesis Testing

7.1.3 Two-Tailed and One-Tailed Tests of Hypothesis

7.1.4 Type I and Type II Errors

7.1.5 Hypothesis Testing for a Single Population Mean

Using the z Statistic

7.1.6 Hypothesis Testing for a Single population Mean

Using the t Statistic

7.2 Using Computer for Hypotheses Testing

Case 5: 7.3 Ice Cream Market in India: Changing Tastes

Suggested Readings:



8 13 8.1 Statistical Inference: Hypothesis Testing for

Two Populations

8.1.1 Hypotheses Testing for the Difference Between Two

Population Means Using the z Statistic

8.1.2 Hypotheses Testing for the Difference Between Two

Population Means Using the z Statistic

8.1.3 Statistical Inference About the Difference Between

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The Means of two Related Populations (Matched Samples)

8.2 Using Computer for Hypothesis Testing

Case 6: 8.3 Par, Inc.: Manufacturer of Golf Equipment

Suggested Readings:



9 14-15 9.1 Analysis of Variance (ANOVA) and Goodness of Fit

9.1.1 Hypothesis Testing About Two Population Variances (F

Distribution)

9.1.2 ANOVA Assumptions

9.1.3 ANOVA Test

9.1.4 Completely Randomized Design (One-Way

ANOVA)

9.2 Using Computer for ANOVA

Case 7: 9.3 Compensation for ID Professionals

Suggested Readings:



10 16-18 10.1 Linear Regression and Correlation Analysis

10.1.1 The Coefficient of Correlation

10.1.2 The Coefficient of Determination

10.1.3 Testing the significance of Correlation

Coefficient

10.1.4 Simple Linear Regression

10.1.5 Determining the Equation of a Regression

Line

10.1.6 The Standard Error of Estimate

10.1.7 Assumptions Underlying Linear Regression

10.2 Multiple Regression and Correlation Analysis

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10.2.1 Multiple Regression Analysis

10.2.2 Inferences in Multiple Linear Regression

10.2.3 Multiple Standard Error of Estimate

10.2.4 Assumptions about Multiple Regression

And Correlation

10.2.5 The ANOVA Table

10.3 Using Computer for Regression Analysis

Case 8: 10.4 Boom in the Indian Cement Industry: ACC’s

Role

Suggested Readings:



11 19-20 11.1 Forecasting

11.1.1 Components of a Time Series

11.1.2 Smoothing Methods

11.1.3 Trend Projection

11.1.4 Trend and Seasonal Components

11.1.5 Regression Analysis

11.1.6 Qualitative Approches

11.2 Using Computer for Forecasting

Suggested Readings:



EVALUATION

1. Internal Assessment 40 Marks

a) Test(s): 10 Marks

b) Assignment(s)/Caselet(s) – (4): 20 Marks

c) Attendance and Class participation: 10 Marks

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2. End Term Evaluation 60 Marks

PEDAGOGY

Extensive Reading Assignments followed by discussions, exercises and case problems.

READING LIST:

1. “Statistics for Business and Economics”, Anderson, Sweeny and Williams, Cengage

Learning Publication, 2007.

2. “Business Statistics”, Naval Bajpai, Pearson Publication, 2010.

3. “Business statistics for Contemporary Decision Making”, Ken Black, Wiley India

Publication, 2007.

4. “Basic Statistics for Business and Economics” Lind, Marchal, Wathen, McGraw –Hill

International Edition, 2006.

5. “Statistics for Managers”, Levine et al, PHI Publisher, 2008.

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Two Year Full -Time Post Graduate Programme in Management

Trimester – I

Course Code : 1103 Course Title : Data Analysis and Management

Academic Session : 20010-11 Instructor : Preetika Malhotra / Pallavi Sharma.

Course Objectives:

The objective of this course is to develop competence among students to capture data, analyze trends, identify risks and seize opportunities. The students will master the tools that transform the information in spreadsheets, databases, and servers into faster, better business decisions. Students will learn important techniques like sorting, filtering, and querying data to perform sophisticated what-if scenarios analyze multidimensional data and create reports.

Upon Completion of this course, students should be able to:

Understand the sorts of business decisions data analysis can improve. Understand the basic data analysis concepts Use worksheet functions Understand how PivotTable and PivotChart reports make analysis of large amount of data easier. Create Access data pages to view and analyse data over the web Appreciate how OLAP makes the entry and storage of business transaction data easier and

efficient Work with and interpret XML Data in Excel and Access Understand the Concept of Data Warehouse and Date Mining

Course Contents:

Module No

No. of Sessions

Topic

1 1-2 Making Sense of Data 1.1 Types of Data 1.2 Data to Make Decisions 1.3 Data Analysis Strategy 1.4 Data Analysis Software and FeaturesBasic Data Analysis Techniques 1.5 Sorting & Summarizing Data 1.6. Trending & Filtering Data 1.7 Formatting Data 1.8 Importing, Exporting, and Querying Data 1.9 Charting & Pivoting Data

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1.10 Working with Data Lists 1.11 Relational and Multidimensional Data 1.12 XML data

Readings: Cornell, Paul (2003). Chapter 1, Chapter 2

2 3-7 Analyzing Non-relational Data Analyzing Data with Microsoft Excel 2.1 Sorting and Filtering Data 2.2 Using Worksheet Functions 2.3 Applying Conditional Formatting 2.4 Working with Charts 2.5 Importing External Data 2.6 Querying External Data 2.7 Using the Analysis ToolPak 2.8 Using the Solver Add-InAnalyzing Data with PivotTable and

PivotChart 2.9 Understanding PivotTable and PivotChart

Reports2.10 Analyzing Data with PivotTable Reports2.11 Analyzing Data with PivotChart Reports

Readings: Reisner, Trudi (2003). Part-I to IV.Cornell, Paul (2003). Chapter 3, Chapter 4.

3 8-12 Analyzing Relational Data Introduction to Database

3.1 Data Models 3.2 Database languages

Analyzing Data with Microsoft Access3.3 Creating Table

3.4 Adding, deleting data3.5 Connecting to External Data

3.6 Sorting and Filtering Data3.7 Querying Data3.8 Creating Reports3.9 Analyzing Data with PivotTable and PivotChart Views

Analyzing Data with Sql Server 2000 3.10 Introduction to Sql Server 3.11 Sorting and filtering data 3.12 Querying Data

Readings:Silberschatz and Kroth (2005). Chapter 1

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Cornell, Paul (2003). Chapter 3, Chapter 5.Rankins, Ray, Jensen, Paul & Bertucci, Paul

(2003), Chapter 1, 16.

4 13-14 Working with XML Data in Excel and Access4.1 The Case for XML

4.2 Making Sense of XML Data4.3 Analyzing XML Data with Microsoft Excel4.4 Working with XML Data with Microsoft

AccessReading: Cornell, Chapter 10

5 15-18 Data Warehouse And Data Mining Introduction

5.1 Escalating Need For Strategic Information5.2 Operational Versus Decision Support Systems5.3 Building Blocks of Data Warehouse 5.4 Defining Features5.5 Data warehouse and Data Mart 5.6 Case For OLAP

Analyzing OLAP Data With Microsoft Excel 5.7 Connecting To OLAP Data 5.8 Working With OLAP Data 5.9 Creating Offline Cubes Data Mining Basics

5.10 OLAP Versus Data Mining5.11 Basic Data Mining Tasks5.12 Data Mining Applications

Readings:Cornell, Paul (2003). Chapter 7, Chapter 8.Ponniah, Paulraj(2003). Chapter 1, Chapter 2,

Chapter 17H. Dunham, Magraret(2003). Chapter 1.

6 19-20 End-Term Project Presentations

Pedagogy:

Lectures, Lab Exercises, Assignment and End-Term Project.

Evaluation Parameters: End Term

Theory 30 marks Practical 30 marks

Mid Term I 10 marks Mid Term II 10 marks Presentation 10 marks Attendance & Class participation 10 marks

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Articles Understanding the Data Around Us: Gathering and Analyzing Usage Data. By: Brooks-Kieffer,

Jamene. D-Lib Magazine, Nov/Dec2007, Vol. 13 Issue 11/12, p1-1, 1p; (AN 28529301)

TEXT ANALYTICS: on the trail of business intelligence. By: Lamont, Judith. KM World,

Nov2007, Vol. 16 Issue 10, p12-24, 3p, 1 illustration

Conceptual approaches for defining data, information, and knowledge. By: Zins, Chaim. Journal

of the American Society for information science & Technology, Feb2007, Vol. 58 Issue 4, p479-

493, 15p

Readings:

Cornell, Paul (2003). Accessing and analyzing Data with Microsoft Excel. USA: Microsoft

Press.

Reisner, Trudi (2003). Sams Teach Yourself Microsoft Office Excel 2003 in 24 Hours. Sams

Publishing.

Walkenbach, John (2007). Excel 2007 Bible. Wiley.

Silberschatz, Kroth & Sudarshan (2005). Database System Concepts: McGraw Hill.

Rankins, Ray, Jensen, Paul & Bertucci, Paul (2003). Microsoft SQL Server 2000 Unleashed.

UK: Pearson

Han, Jiawei, Kamber, Micheline (2006). Data Mining: Concepts and Techniques. Morgan

Kaufmann Publishers.

Matthew MacDonald (2007). Access 2007: For Starters, Pogue Press

K. Cios, W. Pedrycz, R. Swiniarski, L. Kurgan (2007): Data Mining: A Knowledge

Discovery, Springer

Barrett, Karen C. (2008). SPSS for intermediate statistics use and interpretation. 3rd. New York,

USA; Lawrence Erlbaum Associates.

Ponniah, Paulraj(2003), Data Warehousing Fundamentals, Wiley.

H. Dunham, Magraret(2003), Data Mining , Pearson.

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Two Year Full-Time Post Graduate Programme in Management

TRIMESTER -I

Course Code: 1104 Course Title: Management Accounting- I

Academic Session: 2010-11 Instructor: Shantanu Das

COURSE OBJECTIVES:

Managers have to constantly deal with financial reports and financial statements in order to extract

relevant information specific to the problem at hand. This course aims to provide skills to the students so

that they can prepare and interpret financial statements and reports pertaining to different aspects of

business. The course will help them in understanding the various accounting standards in the global

scenario and to trace the movement of funds from various sources to their uses. The aim is to enhance

the understanding and analytical skills in the students so that they can interpret and analyze the financial

transactions in depth.

COURSE CONTENTS:

Module No.

Session No./s

Topic & Readings

1. 1-5 Financial Statements 1. Recording of Transactions2. Classifying transactions3. Summarizing transactions4. Preparation of Financial Statements5. Form of Financial Statements

Case Study Dev CaféChemalite Inc. (Stickney & Wiel)

Readings :Anthony R.N. & Reece J.S. Ch. 1-4Narayanswamy R Ch. 1-3

2. 6-8 Quality of Earnings

6. Accounting policies relating to revenue recognition

Exercises

Readings:

17

Anthony R.N. & Reece J.S. Ch. 5-7Horngren, Sundem Ch. 7,

7. Accounting policies relating to depreciation accounting, Case Study Bengal Aluminium Company (Narayanaswamy)

Depreciation at Delta & Singapore Airlines (Stickney & Wiel)

8. Accounting policies relating to inventory valuationCase Study Giridhar Clothing Company (Narayanaswamy)Summit Distributors (Stickney & Wiel)

3. 9-10 Financial statements of corporate enterprises

9. Contents of annual report, relevant accounting standards and legal requirements.

10. Consolidated Financial StatementsStudents have to bring annual reports of two different companies

Readings :Anthony R.N. & Reece J.S Ch. 12

4. 11-15 Tools and techniques of analysis and interpretation of financial statements

11-12 Ratio AnalysisCase Study 1 The Boston Beer Company (Polycopy)

13-14 Cash Flow Statement, Fund Flow Statement, Inter –firm

comparison & Trend Analysis

Case Study Glaxo Smithkline consumer Health Care Ltd. (Rubzeh Bodhanwala)

Individual Assignment on Annual ReportsReadings:Anthony R.N. & Reece J.S. Ch. 11,13Narayanaswamy R. Ch. 11,12

5. 15 International Accounting Standards and GAAP

Readings:D’Souza Dolphy Ch. 1

6. 16-18 Accounting aspects of banking, insurance and Non-Profit Organisations

16. Banking companies17. Insurance Companies18. Non – Profit Organisations

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Readings:Shukla & GrewalCh.24-26 Singhvi & Bodhanwala Ch. 9

7. 19-20 Contemporary Issues/Trends in Financial Accounting.Human Resource AccountingInflation AccountingSocial & Environmental AccountingEVA & MVA

Readings: M.C Shukla, T.S Grewal & S.C Gupta Ch 31-32

Case Study: Infosys case on H. R Accounting (Polycopy)Case Study: TISCO case on Environmental Accounting (Polycopy)

Topic for Self Study:

Articles:

1. “ How to Avoid getting lost in numbers”, Harvard Business School Publishing, 1985

2. “Biased Expectations: Can Accounting Tools lead to, rather than Prevent Executive mistakes? Knowledge@wharton , March 19, 2008. http://knowledge.wharton.upenn.edu/article.cfm?articleid=1922

3. “Are Published Financial Statements really reliable?” Laxmi Prasad, ICFAI Business School, 2007.

4. “Do Internationl Financial Reporting Standards live upto their promise?” Knowledge@wharton, November 28, 2007.

http://knowledge.wharton.upenn.edu/article.cfm?articleid=1847

5. Accounting for intangibles: a tangible new responsibility, Suveera Gill, Management Accountant, July 2003

6. “Is it time to get rid of EBITDA?” Knowledge@wharton, November 6, 2002


7. Sarbanes Oxley Act (SOX)

PEDAGOGY:

Lecture-cum-discussion method will be used in the class besides solving numerical exercises and analysing cases. Additional exercises and cases will be distributed for practice purposes.

EVALUATION PARAMETERS:19



End Term Examination 60%Assignments, Tests, Exercises& Case Discussions 40%

Internal EvaluationIt will be based on the following components:

Attendance, & Class Participation 10 (Individual)Unannounced Tests (two) 10 (Individual)Presentations & Case Discussion 10 (Groups)Assignments on Annual Reports 10 (Groups)

LEARNING RESOURCES:

(a) Recommended Readings:

1. Anthony R.N. and James S. Reece, Accounting Text & Cases, McGraw Hill Higher Education, 2003

2. Horngren C.T., Sundem G.L. & Elliot J.A., Introduction to Financial Accounting, 8th Edition, Pearson Education

3. Narayanaswamy R., Financial Accounting, Prentice Hall Of India, 2nd Edition New Delhi, 2005

4. Stickney & Wiel, Financial Accounting: An Introduction to Concepts, Methods & Uses, 12th Edition, 2007, Thomson Publishers

5. Singhvi N.M. & Bodhanwala Ruzbeh. J, Management Accounting,PHI, 2006

6. Bhattacharya S.K. and Dearden J., Accounting for Management : Text and Cases, Vikas Publishing House, New Delhi, 1994

7. Helfert Erich A., Techniques of Financial Analysis- A guide to value creation, Mcgraw Hill, 2003

8. Ghosh, T.P. Financial Accounting for Managers. Taxamann's Allied Services (P) Ltd., Delhi, 2003.

9. Siegel Joel et al, GAAP 2000, Hand Book of Policies and Procedures, Prentice Hall, New Jersey, 2 000.

10. Shukla MC and Grewal T.S., Advanced Accounting, S. Chand & Company Ltd., New Delhi, 2003.

11. D’Souza,Dolphy,Indian A/cing Standards & GAAP – Commentary, Issues & Solutions I & II, Snow White, 2004.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management Trimester- I

Course code: 1105 Course Title: Business Communication

Academic Session: 20010-2011 Instructors: Rashmi

Sharma/Ashavaree Das

COURSE OBJECTIVE

Communication is the way management gets its job done and good managers are usually good communicators. Present day business world demands that the executives are not only highly skilled but also more articulate than any other professionals. In line with this scenario, the course will aim at exposing the students to the basics of communication fundamentals. It will help students hone up their receptive (listening and reading) as well as expressive (written and oral) communication skills. The students will be involved in writing and presenting a report directed towards a real audience based on a problem, situation, or need at a particular company or organization. The report--the final document in a series of assignments-- records primary and secondary research, draws conclusions based on that research, and offers useful recommendations based on the specific needs of the company. The purpose of the report is to solve a problem, address a situation, or fulfill a need in a real environment.

The course also aims at exposing students to real-life situations in managing meetings, successful employment strategies and cross-cultural communication issues.

The students will be involved in writing and presenting a report directed towards a real audience. The report records primary and secondary research, draws conclusions based on that research, and offers useful recommendations.

Upon completion of this course, students should be able to:

Demonstrate improved interpersonal and group communication skills Design and communicate effective formal and informal messages Demonstrate improved persuasion and influencing skills Write winning proposals and reports Organize, conduct and participate in meetings effectively Develop sensitivity to Cross Cultural Communication Make effective business presentations with balanced media support

Text:

Herta Murphy, Herbert Hildebrandt, Jane Thomas. Effective Business Communications New Delhi, Tata McGraw-Hill, 2008

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http://www.mcgraw-hill.com.au/cgi-bin/same_author.pl?author=Jane+Thomas

http://www.mcgraw-hill.com.au/cgi-bin/same_author.pl?author=Herbert+Hildebrandt

http://www.mcgraw-hill.com.au/cgi-bin/same_author.pl?author=Herta+Murphy

Courtland L. Bovee, John. V. Thill and Barbara E. Schatzman Business Communication Today. New Delhi, Pearson Education Asia, 2002.

Session Plan

Module No. Session No./s Topic & Reading/s in the Polycopy

I 1-2 Communication Foundations1.1 Importance and Benefits of Effective Communication1.2 Components of Communication1.3 Concepts and Problems of Communication2.1 7 C’s of Effective Communication2.2 Communication and the Ethical Context

Readings : How Important is Professionalism to Corporate

Communication/ Carol F. Steiner The Communication Process/ Collins Barriers & Gateways to Communication/Rogers &

Roethlisberger Good Communication that Blocks Learning/Argyris Communication Breakdown

In class Activities

3 Non-Verbal Communication 3.1 Meta-communication and Para-language

3.2 The language of Silence, Posture, Time & Space3.3 Body Language

Readings: The Power of Body Language/Pande Read the Hidden Codes/Pande Body Talk (Video Film)

In class Activities

4 Listening 4.1 Strategies for Improving Listening Skills

Readings: Listening Until You Really Hear/Diana Booher Better Listening Skills; Create Successful

Stars(www.successcorners.com)In class Activities

Activities & Role Play

2 5-6 The Writing Process5.1 Analysing the Task5.2 Anticipating the Audience5.3 Cultivating the ‘Yes’ View

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http://www.successcorners.com/

5.4 Avoiding Gender Bias5.5 Simplifying Language5.6 Expressing Positively 6.1 The Appearance and Design of Different

Business MessagesReadings:

Getting Back to the Basics For Better Business Writing/Fielden Audience Analysis/University of Charleston, WV: Communication

Resource Center Clear Writing Means Clear Thinking Means…/Swift “What do you mean I can’t Write?”/Fielden

In class Activities

3 7-8 Different Business Messages7.1 Routine Letters and Goodwill Messages7.2 Routine Memos and e-mail Messages (use of emoticons) 8.1 Persuasive Messages8.2 Negative Messages

Readings: Effective Writing: A Brief Manual of Style/Leonard and Gilsdorf Email Etiquette : Email Code of Conduct (www.successcorners.com)

In class exercises

4 9 Data (Access, Organization, & Documentation)

5 10-11 Proposal Writing (Content & Structure) Readings:

Technical Proposal11 Report Writing (Content & Structure)

In-class Activities Readings: Orientation to Business Reports In class Activities

6 12 -12 Productive Meetings Readings : Holding Your Own in Meetings, But Working as a Team Dan O’ Hair, Gustav Friedrich & Lynda Dee Dixon (2005). Strategic

Communication in Business and the Professions. (Chapter 11)

7 13-14 Job Application Process 13.1 Writing resumes/ Written Job Presentation

13.2 Information gathering/ Reference checking before interview14.1 Interview Process14.2 Follow-up

Readings in the Polycopy: Interview and Personality Communications/ Das and Satpathy (2007) Planning a Successful Job Interview (ROLE-PLAY)

23


8 15 Cross-Cultural Communication

Readings: Challenges/ Marcelle E. DuPraw & Marya Axner, AMPU Guide The Effectiveness of Intercultural Business Communication and

Business Judgment, Linda Beamer & Iris Varner (2001). Intercultural communication in the Global Workplace (Chapter 12)

Case: The Case of the Floundering Expatriate

9 16 Interpersonal Communication Strategies (Effective Work Relationships and Employee-Communication Relationships)

Readings: Dan O’ Hair, Gustav Friedrich & Lynda Dee Dixon (2005). Strategic Communication in Business and the Professions. (Chapter 7)

Case: Tom’s of Maine

10 17 Presentation Skills 17.1 Preparation

12.1 Developing the Material12.2 Delivery of the Talk

Readings: Principles of Effective Oral Business Presentations/Dulek & Fielden (1990) Presentation Skills (www.successcorners.com)

Inclass: Impromptu Speeches

11 18 Corporate Communication Communication across hierarchies (upward/downward etc.) Social Networking Emerging areas (Computer Mediated Communication,

Teleconferencing, Web-Assisted Technologies)

Readings: What is Corporate Communication/ Van Riel and Fombrun (2007) ‘The Myth of Full Disclosure: A Look at Organisational

Communications’/ Jeffery B. Idalene, Kesner and Thomas Lee Let the Response Fit the Scandal/Alice M. Tybout and Michael

Roehm

12 19-20 Project Presentations (Communication Lab, and Feedback)

PEDAGOGY:

Lectures, Cases, Role-plays, Communication Lab., Individual & Group Project Exercises and

Presentations by Students.24


The sessions will be a blend of interactive lectures and discussions and will be supplemented by case

discussions and exercises. Presentations would be videographed and replayed in the class for

effective analysis and feedback. Students should study the relevant chapters, articles and cases

indicated under the topic and come prepared for discussion in the class

ASSIGNMENTS

A series of assignments will prompt the students to appreciate the importance of various niceties

involved in the working world from communication point of view. It allows them to sharpen

their learning to be responsive to the requirements of different audiences, situations and

purposes.

EVALUATION PARAMETERS:

End Term Examination - 60% Quizzes, Assignments & Report Writing/Presentation –40%

Assignments: 10Report writing: 10

Presentation: 10Class attendance/participation: 10

LEARNING RESOURCES:

1. Polycopy (in Library)

2. Recommended additional readings:

Biswajit Das and Ipseeta Satpathy: Business Communication and Personality Development. New Delhi,Excel, 2007.

Dan O’ Hair, Gustav Friedrich & Lynda Dee Dixon. Strategic Communication in Business and the Professions, 2005.

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Cees, B M van Riel and Charles J. Fombrun: Essentials of Corporate Communication. London, Routledge, 2007.

John Doorley and Helio Fred Garcia: Reputation Management. London, Routledge,2007. Marry Ellen Guffey: Business Communication. Cincinnati, Thomson South Western, 2000. Paul A Argenti: Strategic Corporate Communication. New Delhi, Tata McGraw -

Hill, 2007. Pushp Lata and Sanjay Kumar: Communicate or Collapse. New Delhi, Prentice Hall, 2007 R.V. Lesikar & Marie.E. Flatley Basic Business Communication. New Delhi, TMH, 2002. Sandeep Deshmukh: Group Communication. New Delhi, Ane Books, 2008. Sandra D. Collins. Communication in a Virtual Organisation. New Delhi, Cengage, 2008.

3. Handouts and other reading materials will be provided as and when required.4. Cases: The Floundering Expatriate, Toms of Maine

26

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT

Two Year Full Time Post Graduate Program in Management

Trimester – I

Course Code: 1106 Course Title: Marketing Management-IAcademic Session: 2010-2011 Instructors: Smita Sharma/Joyeeta Chatterjee

COURSE OBJECTIVES:

The full course on Marketing Management is spread over two trimesters. It seeks to develop the student's basic analytical skills, conceptual abilities, and substantive knowledge of marketing in a variety of real-life marketing situations.

The first part of the course during this trimester will expose students to: A broad overview of marketing as a discipline, the basic concepts, marketing practices, and

terminology, and explore marketing’s relationship with other functions of the organization Understand the marketing environment, marketing information, basics of buyer behavior, how value

is created and delivered to the customer and tools and techniques for market analysis particularly competitor analysis

Various facets of market segmentation, differentiation and positioning, product, services and branding strategy, new product development and product lifecycles.

An opportunity for presenting and defending their own analysis (both written and verbal), and for critically examining and discussing the analysis done by other fellow students.

COURSE CONTENTS

Module 1 Sessions 1-2Marketing: Managing Profitable Customer Relationships

Understanding marketing, marketplace and customer needs Designing a customer-driven marketing strategy Preparing an integrated marketing plan & program Capturing value from customers The new marketing landscapeReadings

Kotler, Keller, Koshy, Jha, Chapter 1Kotler & Armstrong, Chapter 1 Case: “Nano- A Dream Car for the Poor”, pg 667-683, Saxena Rajan, Marketing Management,

TMH, 4th edition

______________________________________________________________________

Module 2 Sessions 3-4

27

Company and Marketing Strategy: Partnering to Build Customer Relationships

Companywide strategic planning: Defining marketing’s role Marketing strategy and marketing mix Managing the marketing effort Measuring and managing return on marketing investment

ReadingsKotler, Keller, Koshy, Jha, Chapter 2

Kotler & Armstrong, Chapter 2

Case: “Making Sure that Marketing Decisions Match the Business Strategy”, pg 106-111, “Marketing Management”, Evans, Berman, Cengage Learning, 2008

Module 3 Session 5

The Marketing Environment

The company’s microenvironment The company’s macro environment Responding to the marketing environment

Readings

Kotler, Keller, Koshy, Jha, Chapter 3

Kotler & Armstrong, Chapter 3Cases: (i) Google, pg 82-86, “Marketing”, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill,

Edition 2010

(ii) Prius: Leading a Wave of Hybrids, pg 92-93, Kotler & Armstrong, Principles of Marketing

Module 4 Session 6

Managing Marketing Information

Assessing marketing information needs, developing marketing information Marketing research Analyzing marketing information

Readings


Kotler& Armstrong, Chapter 4Case: Enterprise Rent-a-Car: Measuring Service Quality, pg 124-126, Kotler & Armstrong,

Principles of Marketing

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Assignment: Data Monitor


Consumer Markets and Consumer Buyer Behavior

Characteristics affecting consumer behavior Types of buying decision behavior The buyer decision process The buyer decision process for new products Consumer behavior across international borders

Readings


Kotler & Armstrong, Chapter 5 Case: The Gap, pg 209-213, “Marketing”, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill,

Edition 2010

Review of the book, “Why we Buy-The Science of Shopping, Paco Underhill

Module 6 Session 9

Business Markets and Business Buyer Behavior

Business markets Business buyer behavior Institutional and government markets Designing domestic quotations & tendersReadings


Kotler & Armstrong, Chapter 6 Case: UPS versus FedEx versus DHL, pg 213-217, “Marketing”, Etzel, Walker, Stanton, Pandit,

Tata McGraw Hill, Edition 2010

Presentation of assignment on Consumer Behavior Sessions 10-11


Customer-Driven Marketing Strategy: Creating Value for Target Customers

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Market segmentation Market Targeting Differentiation and PositioningReadings


Kotler & Armstrong, Chapter 7 Case: “The New Beetle”, Lal Rajiv, Harvard Business Publishing, Sep 2005


Product, Services and Branding Strategy

Understanding product Product and service decisions Branding strategy: Building strong brands Marketing of services

Readings

Kotler, Keller, Koshy, Jha, Chapter 10, 12, 13

Kotler & Armstrong, Chapter 8 Cases: (i) The Walt Disney Company, pg 331-334, “Marketing”, Etzel, Walker, Stanton, Pandit,


(ii) Nintendo versus Sony versus Microsoft, pg 334-338, “Marketing”, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010


New Product Development and Product Life-Cycle Strategies

New product development strategy New product development process Managing new product development Disruptive innovation, virtual product development Product life-cycle strategies Additional product and service considerationsReadings


Kotler & Armstrong, Chapter 9 30

Case: TrueEarth Healthy Foods: Rangan Kasturi, Yong S, Harvard Business Publishing, Dec 2009

Real life Project Discussion and Presentations Sessions 18-20

PEDAGOGY

The course would have classroom sessions as well as field-based assignments to achieve the above objectives. The classroom sessions will include discussions and presentations by the students on the recommended readings, and assigned cases. Before attending each session, the students will be expected to study the readings assigned for the day, and discuss the case lets in their group. The readings will be discussed in the class, followed by presentations and discussions on the case.

As field assignments are an important part of the learning process in this course, the students will be expected to devote considerable time in addition to their class sessions for carrying out such assignments.

* In each class, there would be discussions over latest happenings in business & marketing, covering national as well as international boundaries.

EVALUATION The course will be evaluated on the following basis:End Term Examination 60 marksInternal Assessment 40 marks

Internal EvaluationCase Discussions 5 marks

Real Life Project 15 marksAssignment 10 marksAttendance and Participation 10 marks

Internal evaluation will be done on a continuing basis and students will be informally briefed from time to time about their progress. Formal evaluation results may however be announced only in the middle and at the end of the trimester.

BASIC READINGS

Kotler P, Keller K, Koshy A and Jha M, Marketing Management, 12 th edition 2009, Pearson Education

Philip Kotler & Gary Armstrong, Principles of Marketing, 12th edition, 2009, Pearson Education Etzel, Walker, Stanton, Pandit, Marketing, 14th edition, 2010, Tata McGraw Hill

31

SUGGESTED READINGS

V.S. Ramaswamy and Namakumari S, Marketing Management: Global Perspective, Indian Context, 4th edition 2009, Macmillan India.

Rajan Saxena, Marketing Management, 4th edition, 2009, Tata McGraw Hill Marilyn A. Stone & John Desmond, Fundamentals of Marketing, Rout- ledge, 2007 Arun Kumar & N Meenakshi, Marketing Management, 2nd edition, 2009, Vikas Publishing

Real Life Project

1. Industry Overviewa. Industry size , last 2 yr sales , growths , important markets b. Changes in trendsc. Macro influencesd. Market Analysis …

i. Type of market-fragmented , few players …ii. No of players -main players , other players

iii. Priority markets … 2. Organization Overview

a. Organizational missionb. Macro and micro influences …c. Categories / Businesses in which the organization operatesd. How do the various lines of business stack up to the missione. Largest Business / Categoryf. Competition Overview (of e ) …

i. No of players, main players , other playersii. Type of market- fragmented , few players …

iii. Competition benchmarksiv. Priority markets … v. Last 2 years trends in competition, sales volume , market share, growth

g. SWOT analysis

32

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHITwo Year Full- Time Post Graduate Programme in Management

Trimester - I

Course Code: 1107 Course Title: Organizational Behaviour IAcademic Session: 2010-11 Instructor:

COURSE OBJECTIVES

Organizational effectiveness depends largely on its ability to manage the human behaviour. A proper understanding of organizational dynamics and the various management concepts is essential for every manager. The objective of this paper is to familiarize the students with basic management concepts and behavioural processes that are at work in an organization.

Upon completion of this course, the students should be able to:

Explain and apply principles of organization theory Identify individual and organizational practices for managing workplace stress

Understand group dynamics, and specifically the way individuals within a group work together to attain certain goals

Explain relationship between attitudes and job satisfaction

Explain how major personality attributes predict behavior at work

Explain how perception affects the decision making processUnderstand organizational culture and managing change in organizationsDescribe and apply the principles of organizational behavior to developing effective relationships with others in workplaceCOURSE CONTENTS Module No. Session Topic I 1 Introduction to OB and Management Principles 1.1 Conceptual Framework1.2 Challenges and Opportunities for OB1.3 Managerial Implications1.4 Evolution of Management Principles1.4.1 Scientific Management Theories1.4.2 Human Relations Approach 1.4.3 Systems Approach Readings: Koontz, H. & Weihrich, H. (2005): Chapter 8, pp. 199-219 Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 1 II 2-3 Principles of Learning 2.1 Classical Conditioning 2.2 Operant Conditioning 2.3 Observational Learning 2.4 Cognitive Learning

2.4 Use of Reward and Punishment Readings: . Slocum,J.W.& Hellriegel, D (2007) Fundamentals of OB Chapter 13 pp.364-388 Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 2 Pp 46-75 Greenberg, J. & Baron, R.A. (2008). Behavior in Organizations. Chapter 3. pp 88-131 Case Professional Sports: Rewarding and Punishing the Same Behavior. OB by Robbins (2009). Pp 73 III 4-6 Personality and Values 4.1 Determinants of Personality 4.2 Traits of

33

Personality 4.3 Personality Attributes influencing OB Importance and Types of Values

4.4 Values across cultures Readings: Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 4, Pp 108-153. Luthans, F. (2008). Organizational Behavior. Chapter 5 Pp. 125-156. Article Review:

The Sales Personality? By Skyler, Heather. In Business.

Mar 2008, Vol. 31. Issue 3, pp 46-47Case

Generous to a Fault. Behavior in Organizations by Greenberg and Baron. Pp 166.

IV 7-9 Perception and Individual Decision Making7.1 Factors Influencing Perception

7.2 Attribution Theory7.3 Frequently Used Shortcuts7.4 Impression Management and Employee Impression Management Strategies7.5 Individual Decision-making

Readings Fundamentals of OB. Slocum,J.W.& Hellriegel, D (2007)

Chapter 12 pp.338-362 Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 5, pp 154-189

Article Review What’s Holding Women Back? By Wellington, S; Kropf, M.B. & Gerkovich, P.R. Harvard Business Review. June 2003. pp.18-19.

V 10 Attitudes and Job Satisfaction10.1 Types of attitudes10.2 Theories of Attitudes10.3 Attitude Surveys10.4 Job Satisfaction

Readings Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 3,

Pp 79- 106 Case

Texaco Yesterday vs. Today: Now, Only the Oil is Crude Behavior in Organizations by Greenberg and Baron. Pp 244 Article

Envy at Work. By Tanya Menon & Leigh Thompson. Harvard Business Review. April 2010. pp 66-71.

34

VI Self Study Commitment Determinants of Commitment Work Environment & Organizational Commitment Readings:

Tushman, M.M., O’Reilly, & Nadler, D. A. (2005);Chapter

6, pp. 406-425

VII 11-12 Group Dynamics11.1 Types of Groups11.2 Stages of Group Development11.3 Group Structure11.4 Group Decision Making11.5 Individual versus Group Decision Making

Readings Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter

9, pp 308-345 Article Review

The Hawthorne Experiments by Frederick J. Roethlisberger. Classic Readings in OB.3rd ed. By J. Steven Ott. Sandra Parke, Richard B.Simpson. Pp.142-150

VIII 13 Work Teams13.1 Difference between Groups and Teams13.2 Types of Teams13.3 Creating Effective Teams

Readings

Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 10, pp 346 -377 Article Review Critical Success Factors for Creating Superb Self- Managing Teams by Ruth Wageman Classic Readings in OB. 3rd Ed. By J. StevenOtt., Sandra Parke, Richard B. Simpson. Pp.285-296

VIII 14-15 Organizational Structure

14.1 Organizational Designs14.2 Emerging Design Options14.3 Difference in Organizational Structures

Readings:

Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter16, Pp 562-597 Cases:

The Honda Case: Designing for Quality. Managing Quality through Teams. by Lawrence J. Miller. Pp.201-206

35

Salomon: Fundamentals of OB. Slocum,J.W.& Hellriegel, D (2007) pp.93-94

IX 16-18 Power and Political Behavior 16.1 Forms and sources of Power16.2 Consequences of Using Power16.3 Influence Tactics used in Organizations16.4 Political Behavior in Organizations16.5 Political strategies and Tactics16.6 Implications for Managers

Readings Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 14, Pp 490 -527 Case:

The Politics of Backstabbing. OB by Robbins (2009) pp.522 Dress for Success. OB by Robbins (2009) pp.521

Article: Keeping your Colleagues Honest. By Mary C. Gentile. Harvard Business Review. March 2010. pp 106-110.

X 19-20 Conflict and Negotiation19.1 Nature of conflicts19.2 Causes of Conflicts19.3 Conflict Handling Styles19.4 Negotiation in Conflict Management19.5 Stages of Negotiation19.6 Negotiation Strategies19.7 Influences on negotiation Strategies19.8 Negotiation across Cultures

Readings Fundamentals of OB. Slocum,J.W.& Hellriegel, D (2007)

Chapter 9 pp.246-275 Case Conflict in Close Quarters. OB by McShane, Glinow & Sharma. pp. 416-417

PEDAGOGYIt will be a judicious mix of lectures, case analysis & discussion, article reviews, role plays, assignments

& presentations by the students.

EVALUATION

36

The course will be evaluated on the following basis: End-Term Examination: 60 Marks Internal Assessment: 40 Marks

Internal Evaluation:Attendance & Class Participation: 10 MarksUnannounced test/quiz : 5 MarksArticle Review : 5 MarksLive Projects (Group) : 10 MarksExercises and Caselets : 10 Marks

READINGS Greenberg, J. & Baron, R.A. (2008). Behavior in Organizations (9th ed.). New Delhi: PHI Learning.

Koontz, H. & Weihrich, H. (2005). Management A Global Perspective. New Delhi: TMH

Luthans, F. (2008). Organizational Behaviour (11th ed.). McGraw-Hill: Singapore.

McShane, S.L.; Glinow, M.A.V. & Sharma, R.R. (2008). Organisational Behaviour. 4th Ed. Tata McGraw-Hill New Delhi.

Mullins, L.J. (2007). Management and Organisational Behaviour. 7th Ed. Pearson Education.

Pareek, U. (2008):Understanding Organizational Behaviour, 2nd Ed. Oxford Higher Education.

Pierce, J.L. & Gardner, D.G. (2007). Management and Organisational Behaviour. 2nd Ed. Cengage Learning.

Robbins, S. P. Judge, T.A. Sanghi, S (2009). Organizational Behaviour, 13th ed.. New Delhi: Pearson Education

Slocum, J.W. & Hellriegel, D. (2007). Fundamentals of Organizational Behavior. New Delhi: Cengage

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI PGPM(FT) and PGPM(Finance) [CORE PAPER]

Trimester- II

Course code: 1201 Course : Economic Environment of BusinessAcademic Session: 2010-11 Instructor: Megha Chandhiok

37

COURSE OBJECTIVES:As the world of business is becoming more dynamic and competitive, there is a growing need for

managers to be critically aware of the events that are taking place in and around. Managers can’t afford not to take note of various changes in the external economic conditions in which commerce and business takes place. In order to take appropriate business decisions in a dynamic country like India, the managers are required to have a clear understanding of certain basic concepts as well as their impact on business.

The objective of this course is to:

1.Familiarise the students with the concepts of the macro–economic environment of business.

2.Emphasis would be on the understanding of the key macro-economic variables and their usefulness in the decision making process in the evolving business environment

3. Attention will be more on some of the recent developments in the economic environment particularly in the Indian context.

COURSE CONTENTS:

Module No. Session No./s Topics and Readings 1. 1-2 Business and its EnvironmentBusiness and its Environment

1.11.1 Forces shaping competitive business environment Forces shaping competitive business environment 1.21.2 Internal and External EnvironmentInternal and External Environment1.31.3 Economic and Non- economic environment of business Economic and Non- economic environment of business 2.12.1 Macro-economic Variables influencing BusinessMacro-economic Variables influencing Business

Readings Readings

Cherunilam - ch. 1Cherunilam - ch. 1Misra &Puri- ch-1,2,3Misra &Puri- ch-1,2,3

2 2 33 Economic Systems Economic Systems 3.13.1 Market Economies vs. Planned Economies Market Economies vs. Planned Economies

ReadingsReadingsMisra &Puri-ch 4Misra &Puri-ch 4Cherunilam - ch. 4Cherunilam - ch. 4

3.3. 4-64-6

4.14.1 National Income Analysis: Concepts and Measurement National Income Analysis: Concepts and Measurement 4.24.2 Consumption Function, Investment Function, Concept ofConsumption Function, Investment Function, Concept of

Multiplier and AcceleratorMultiplier and Accelerator5.15.1 Aggregate Demand & Aggregate SupplyAggregate Demand & Aggregate Supply5.25.2 National Income Equilibrium National Income Equilibrium 5.35.3 Inflationary & Deflationary gaps Inflationary & Deflationary gaps 6.16.1 Real Business cycles Real Business cycles 6.26.2 Circular flow of Money/Income Circular flow of Money/Income 6.36.3 Application of above in business and investment decisionsApplication of above in business and investment decisions

ReadingsReadings 38

Dornbusch & Fisher Dornbusch & Fisher - ch. 5, 6, 7, 9- ch. 5, 6, 7, 9 (Macroeconomics, 6 (Macroeconomics, 6thth edition by edition by N Gregory Mankiw- Ch 3, Ch13, Dornbush Ch1) N Gregory Mankiw- Ch 3, Ch13, Dornbush Ch1)Caselet on recovery of Indian real estate sector from Post-Recessionary phase.(Mc kenzie GlobalCaselet on recovery of Indian real estate sector from Post-Recessionary phase.(Mc kenzie Global

Institute)Institute)Numericals on measurement of National IncomeNumericals on measurement of National Income

4.4. 7-97-9 Management of the Economy Management of the Economy 7.17.1 Demand Side Economics Demand Side Economics & Supply Side Economics & Supply Side Economics 7.27.2 Economic Policies of the Government Influencing Macro-Economic Policies of the Government Influencing Macro-

Economic Variables (Latest)Economic Variables (Latest)8.18.1 Fiscal Policy, Monetary Policy Fiscal Policy, Monetary Policy 9.19.1 Foreign Trade Policy etc.Foreign Trade Policy etc.9.29.2 Uses of macroeconomic and physical policies in businessUses of macroeconomic and physical policies in business

decision and assessment of business healthdecision and assessment of business health

ReadingsReadings Cherunilam - ch. 6, 7Cherunilam - ch. 6, 7Misra &Puri –ch 13,14,26,27Misra &Puri –ch 13,14,26,27

5.5. 10-1110-11 GlobalisationGlobalisation 10.1 Globalisation of Indian business- 10.1 Globalisation of Indian business- degree of openness in critical sectors degree of openness in critical sectors like insurance etc like insurance etc 10.2 FDI- concepts, determinants 10.2 FDI- concepts, determinants 11.2 Advantages and Disadvantages of FDI 11.2 Advantages and Disadvantages of FDI 11.3 FDI v/s FIIs in India 11.3 FDI v/s FIIs in India

6.6. 121212.112.1 Objectives and strategies of 12Objectives and strategies of 12thth Five Year Five Year

plan plan

Misra &Puri – ch 24Misra &Puri – ch 24Cherunilam -Cherunilam - ch. 31ch. 31

7.7. 13-1413-14 13.113.1Second generation reforms-CorporateGovernance, CSR, External sector and Capital account convertibility

ReadingsReadings Datt,ruddar-second generation reforms in India Datt,ruddar-second generation reforms in India

8.8. 15-1615-16 14.1 14.1 WTO and India-Does it have something WTO and India-Does it have something More than green room negotiations for More than green room negotiations for IndiaIndia

15.115.1 Provisions and implications, agenda for action for IndiaProvisions and implications, agenda for action for India39

Readings Readings Cherunilam Cherunilam ch. 32, 34 ch. 32, 34

Case Study: Airbus v/s Boeing, A case of counterveiling duties.Case Study: Airbus v/s Boeing, A case of counterveiling duties.

9. 9. 17-2017-20Group Presentations Group Presentations

Note:Note:Topics for the term paper, to be presented in the class, will also form the part of the course-Topics for the term paper, to be presented in the class, will also form the part of the course-content. Teacher will facilitate the learning process through interactive discussionscontent. Teacher will facilitate the learning process through interactive discussions

INDIVIDUALINDIVIDUAL ASSIGNMENTS ASSIGNMENTS::

Class participation and interaction-Class participation and interaction- Discussion in the class on the current issues related to the Discussion in the class on the current issues related to the subject for 20-25 minutes during each Session. Each student has to participate actively in thissubject for 20-25 minutes during each Session. Each student has to participate actively in this exercise. For this the Students are advised to read regularly the following Newspapers andexercise. For this the Students are advised to read regularly the following Newspapers and Magazines:Magazines:

Economic Times, Business World, Financial Express, Business Today, Business Line, EconomicEconomic Times, Business World, Financial Express, Business Today, Business Line, Economic and Political Weekly, and Political Weekly, Business India, Business Standard etc., Business Standard etc.

Each student has to keep himself/herself Each student has to keep himself/herself updated on the issuesupdated on the issues related torelated to:: MonetaryMonetary

policy, disinvestments, FDI, Foreign Trade policy, fiscal policy, stock policy, disinvestments, FDI, Foreign Trade policy, fiscal policy, stock market, infrastructure, e-market, infrastructure, e-commerce, insurance, telecom, WTO etc.commerce, insurance, telecom, WTO etc.Tentative Topics for Group AssignmentTentative Topics for Group Assignment::Ten Years ofTen Years of Economic Reforms in IndiaEconomic Reforms in India

1.1. Financial Sector Reforms in IndiaFinancial Sector Reforms in India2.2. EXIM Policy in India – Implication for Trade EXIM Policy in India – Implication for Trade 3.3. New Economic Policy - Background & ChallengesNew Economic Policy - Background & Challenges4.4. Economic Planning in India – Retrospect & ProspectsEconomic Planning in India – Retrospect & Prospects5.5. TRIPs- Implications for India TRIPs- Implications for India 6.6. Infrastructure Development – Indian ScenarioInfrastructure Development – Indian Scenario7.7. Disinvestment in India – A critical EvaluationDisinvestment in India – A critical Evaluation8.8. WTO – Provisions and Implications for IndiaWTO – Provisions and Implications for India

Final presentationFinal presentation is to be made in the class, the date for which will be announced afterwards. For is to be made in the class, the date for which will be announced afterwards. For further clarifications students are advised to contact the concerned teacherfurther clarifications students are advised to contact the concerned teacher

Submission ScheduleSubmission Schedule : : Presentation for the mid-term review: during the 7Presentation for the mid-term review: during the 7thth Session Session Group Presentation in the class – dates to be announced afterwardsGroup Presentation in the class – dates to be announced afterwards

PEDAGOGY:PEDAGOGY:Interactive-discussions, assignments, article reviews, quizzes, and term paper, apart from lectures,Interactive-discussions, assignments, article reviews, quizzes, and term paper, apart from lectures,

would form the core of the pedagogywould form the core of the pedagogy

EVALUATIONEVALUATION:: MarksMarksEnd Term Evaluation End Term Evaluation 60 60Internal EvaluationInternal Evaluation 40 40

40

Class participation & attendance Class participation & attendance 55Article reviews (two) Article reviews (two) 1010Term paper/project Term paper/project 1515Quizzes/unannounced tests Quizzes/unannounced tests 1010

REFERENCES:REFERENCES:

1. Economic Survey, GOI Publication ,2010-112. Economic and Social Survey of India and Pacific, 20103. World Economic Indicators, 2010, World Bank Publication4. World Development Report, 2010, World Bank Publication5. World Economic Situation and Prospects, Un Publication, 20106. Human Development Report, UNDP 2010, Palgrave Macmillian7. India Development Report, IGDIR, 20108. Economic Intelligence Services, Monthly Publication of CMIE.9. Intelligence Services, Fortnightly Publication of PTI10. Trade and Development Report Trade :Regional Cooperation for Development UN Publication,

Academic Foundation, 201011. Dutt,Ruddar,Second Generation Reforms in India,Deep and Deep Publishers, New Delhi,201012.12. Adhikary M, Economic Environment of Business, Sultan Chand & Sons, New Delhi, 2003Adhikary M, Economic Environment of Business, Sultan Chand & Sons, New Delhi, 200313. Puri, V.K.,& Misra S.K. Economic Enviornment of Business, latest edition14.14. Dornbusch, Fisher, & Startz, Macroeconomics, Tokyo, Mc Graw Hill, latest editionDornbusch, Fisher, & Startz, Macroeconomics, Tokyo, Mc Graw Hill, latest edition15.15. Cherunilam Francis, Business Environment and Policy, Himalayan Publishing House, Delhi,Cherunilam Francis, Business Environment and Policy, Himalayan Publishing House, Delhi,

2010201016.16. Rangrajan C.,Perseptives on Indian Economy – A Collection of Essays, Rangrajan C.,Perseptives on Indian Economy – A Collection of Essays,

UBSPD, 2010 UBSPD, 201017. “Understanding the Problems of Indian Economy”, Uma Kapila. , Sixth edition. New Delhi,

Academic Foundation, 2010,18. “Structural Reforms In Industry, Banking And Finance A Case Study Of India”, C. Rangarajan19. “The Indian Economy : Problems and Prospects”, edited by Bimal Jalan. Reprint. New Delhi,

Penguin, 2010,

Websiteswww.sebi.gov.inwww.rbi..org.inwww.capitalmarket.com

41

http://www.capitalmarket.com/

http://www.sebi.gov.in/


Two Years (Full-Time) Post Graduate Diploma in Management (PGDM)GENERAL & FINANCE

Trimester-II

Course Code: 1202 Course Title: Management Science

Academic Session: 2010-11 Instructor – Shivani Bali

OBJECTIVE

The objective of the course is to develop an understanding of Basic management science techniques and their role in management decision making. Operations Research ( also known as Systems Approach to Management, Management Science, Quantitative Methods) can be viewed as a scientific approach that seeks to develop solutions to management decision problems for larger system optimization in business, industry, government and service organizations.

COURSE CONTENTS

Module Session 1. Introduction to Management Science

1 1 1.1 Quantitative Approach to Decision Making

1.2 Models and Model Building

1.3 Examples of Business Problems for Modeling

1.4 Using Computers and Spreadsheet Models

Suggested Readings

1. Chapter -1 of Anderson, Sweeny , Williams

2. Chapter -1 of N.D. Vohra

2 2-3 2. Linear Programming: Formulation and

Graphic Solution

2.1 Structure of Linear Programming Model

2.2 A Simple Maximization Problem

2.3 Graphical Solution Procedures

2.4 A Simple Minimization Problem

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2.5 Special Cases

2.6 Linear Programming Applications

Case Galaxy Industries – An Expansion Plan

Suggested Readings

1. Chapter - 2 & 4 of Anderson, Sweeny, Williams

2. Chapter - 2 of N.D. Vohra

3 4-6 3. Linear Programming: The Simplex Method

3.1 Standard form of an LP Problem

3.2 Simplex Algorithm (Maximization Case)

3.3 Simplex Algorithm (Minimization Case)

3.4 Special Cases

3.5 Sensitivity Analysis

3.6 Duality

Suggested Readings

1. Chapter -5 & 6of Anderson, Sweeny, Williams

2. Chapter -3& 4 of N.D. Vohra

4 7 4. Integer Linear Programming and Goal Programming

Problem

4.1 Types of Linear Integer Programming Model

4.2 Using Computer to solve Integer Programming Model

4.3 Applications Involving 0-1 Variables

4.4 Goal Programming

Case Sunset Beach Lifeguard Assignments

Suggested Readings

1. Chapter -8 of Anderson, Sweeny, Williams


5 8-9 5. Transportation Problem

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5.1 Mathematical Model of Transportation Problem

5.2 Methods for Finding Initial Solution

5.3 Test for Optimality

5.4 Variations in Transportation Problem

5.5 Using Spreadsheet for solving Transportation Problem

Suggested Readings



6 10 67. Assignment Problem

6.1 Mathematical Model of an Assignment Problem

6.2 Hungarian Methods of Assignment Problem

6.3 Variations of the Assignment Problem

6.4 Using Spreadsheet for solving Assignment Problem

Case Prentice Hall, Inc.

Suggested Readings

1. Chapter - 7 of Anderson, Sweeny, Williams


7 11-13 7. Project Scheduling: PERT/ CPM

7.1 Project Scheduling with Known Activity Times

7.2 Project Scheduling with Uncertain Activity Times

7.3 Considering Time-Cost Trade-Offs

Case Klone Computers, Inc.

Suggested Readings



8 14-15 8. Inventory Models

8.1 Economic Order Quantity (EOQ) Model

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8.2 Economic Production Lot Size Model

8.3 Quantity Discounts for the EOQ Model

Suggested Readings



9 16 9. Queuing Models

9.1 Structure of a Waiting Line System

9.2 Some Queuing Models

9.3 Some General Relationships for Waiting Line Models

Suggested Readings



10 17 10. Simulation Models

10.1 Introduction to Simulation Modelling

10.2 Monte Carlo Simulation

10.3 Simulation and inventory Analysis

10.4 Simulation of a Queuing Problem

Suggested Readings



11 18-19 11 Decision Analysis

11.1 Problem Formulation

11.2 Decision-Making under Uncertainty

11.3 Decision Making under Risk

Case Tom Brown Investment Decision

12 20 12 Dynamic Programming

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12.1 Overview of Dynamic Programming

Pedagogy

Extensive Reading Assignments followed by discussions, exercises and case problems.

Evaluation Term End: 60 Marks

Internal Assessment: 40 Marks

1. Class Participation and Attendance: 10 Marks

2. 4 Assignments: 5 Marks each

3. One Surprise Test: 10 Marks

Readings: Anderson, Sweeny & Williams, An Introduction to Management Science, Thomson South-

Western, Eleventh Edition

N.D. Vohra, Quantitative Techniques for Management, Tata McGraw Hill, Third Edition

F.S. Hiller, G.J. Liberman, introduction to Operations Research, Tata Mc Graw Hill, 2008

Render, Stair, Hanna, Badri, Quantitative Analysis for Management, Prentice Hall, Tenth

Edition

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Trimester – II

Course Code : 1203 Course Title : Management Information Systems (MIS)

Academic Session : 2010-11 Instructor : Dr. Susheel Chhabra

Course Objectives:

The course introduces & familiarizes the current information system used by managers and its strategic advantages for enhancing the productivity of the individuals as well as the organisation.

Course Contents:

Module No No. of Sessions

Topic

1 01-04

MIS: Current Awareness for Executives

1.1. Changing Landscape of Management Information Systems Environment – Traditional MIS to sophisticated ERP Systems

1.2. Latest hardware/software tools available for Managers

1.3. MIS Framework for an Organisation

Book Readings:

Laudon K.C. & Laudon, J.P. (2008) 11/E. Chapter 1& 2

O’Brien James & Marakas George (2008) 8/E. Chapter 1,7-10

Case (s):

Development of an MIS for Field Officer Managers of the North-western Insurance Company, p.438-446, Murdick , Ross & Claggett (2009).

Assignment:

The students as per group(s) will be required to visit a business organisation and study how managers are using MIS in their departments.

47

The group(s) will submit a report which will be required to be presented in the class.

2 05-07 Using MIS for Strategic Advantage of a Company

2.1. An Introduction to Strategic Information Systems for Managers

2.2. Porter’s Competitive Forces Model

2.3. Information Systems Strategies for dealing with Competitive Forces

Book Readings:

Laudon K.C. & Laudon, J.P. (2008). Chapter 3

Case (s):

Amazon.com: An Internet Giant Fine-Tunes its Strategy [p.107, Laudon K.C. & Laudon, J.P. (2008)]

Assignment:

The groups who have visited an organisation as per previous assignment will collect in detail the organisation’s vision, mission, objectives & culture to develop an MIS strategy for that organisation. The strategic document by each group will be expected to be presented in the class.

(Separate module)

3 08-11 Enhancing Business Intelligence using Decision Support Systems

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3.1 Business Intelligence: An Introduction

3.2 Decision Support System Architecture & Software

3.3 Group Decision Support Systems

Book Readings:


Jaiswal, Mahadeo and Mital, Monika (2006). Chapter 8

Software Demonstration:

Decision support systems for a business application.

Case(s):

Maximizing the value of customer Interactions [p.441, Jaiswal, Mahadeo and Mital, Monika (2006)]

4 12-15 Enhancing Business Productivity using MIS

4.1 Human Resource

4.2 Marketing

4.3 Accounting & Finance

4.4 Operations

Book Readings:


Jaiswal, Mahadeo and Mital, Monika (2006). Chapter 5,6

Practical Demonstration:

Practical demonstration of HR, Marketing, A/c & Finance & Operations Intranet / Portal of a business organisation.

Case(s)

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Information Systems for Integrated Human Resource and Financial Management [p.264, Jaiswal, Mahadeo and Mital, Monika (2006)]

5 17-18 Building Organizational Partnerships using

Enterprise Information Systems

5.1. Enterprise Systems: An Introduction

5.2. Enterprise Resource Planning (ERP)

5.3. Customer Relationship Management

5.4. Supply Chain Management

5.5. Knowledge Management

5.6. An Integrated e-Commerce/M-Commerce environment

Book Readings:

Jessup & Valacich (2009). Chapter-8


Case(s):

e-Enabling the air Transport Industry: Building Organizational Partnerships using Enterprise Information Systems, pp.357-359, Jessup & Valacich (2009)

6 19-20 Term End Project Presentations

(The details of End Term Project & schedule will be circulated in the class)

Pedagogy:

The pedagogy will consist of case studies, software demonstration, assignments, and end-term project.

The sessions will be a blend of interactive sessions. The discussions and will be supplemented by case discussions, software demonstration, and assignments. Students should study the relevant chapters, articles and cases under various sessions and come prepared for discussion in the class.

Evaluation Parameters

End Term Examination - 60%Internal Evaluation - 40%

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Case Study & Assignments : 15Unannounced Quiz / Class Tests : 10End-Term Project Presentations : 10 Class Performance / Attendance : 05

Readings:

Laudon K.C. & Laudon, J.P. (2008). Management Information Systems: Managing the Digital Firm, 10/E, New Delhi: Prentice Hall.

O’Brien James 7 Marakas George (2008). Management Information Systems, New Delhi: Tata McGraw Hill. Special Indian Edition.

Jessup & Valacich (2009). Information Systems Today. New Delhi: PHI Learning Private Limited.

Murdick , Ross & Claggett (2009).Information Systems for Modern Management. New Delhi: PHI Learning Private Limited.

Jaiswal, Mahadeo and Mital, Monika (2006). Management Information Systems, New Delhi: Oxford University Press.

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Trimester – II

Course Code: 1204 Course Title :Management Accounting-II

Academic Session : 2010-11 Instructor :

COURSE OBJECTIVES:

Managerial Accounting is playing an increasingly important role in business by providing managers with very useful tools for decision-making; profit planning, performance evaluation and control. The purpose of this course is to acquaint the students with these tools.


. Understand the concepts and tools of managerial accounting

. Understand and apply alternative costing methods to generate cost information that can be used for decision-making.

. Understand the role of the internal accounting system in profit planning, managerial performance evaluation, coordination and control.

COURSE CONTENTS:

Module No. Session No./s Topic & Readings

1 1-2 1. Basic concepts of Managerial Accounting, Informational need of management, interface between Financial, Cost and Managerial Accounting 2. Preparing Management Accounting reports and analysis.

Readings: Horngren, Sundem & Stratton Ch.1

Williamson Ch.1 Hilton Ch.1

2. 3-6 3. Designing & Implementing Cost Management Systems

4. Cost concepts & classification,

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5. Cost drivers and cost behaviour 6. Ascertaining cost & overhead application in job and process type industries Readings:

Horngren, Foster & Datar Ch. 2

Williamson Ch. 2,3

Hilton Ch. 2-4

Real Life Project: Students have to study the cost management system of an enterprise and submit a report theron by the sixteenth session

3. 7-8 Activity Based Costing System :

7. Rationale, Activities 8. Cost of activities, cost drivers

Readings: Kaplan & Atkinson Ch. 4,5 Horngren, Foster & DatarCh. 4,5 Hilton Ch. 5,6

4. 9-11 9. Absorption & Variable Costing 10. Cost-Volume –Profit Analysis,

single & multiple product situations 11. Cost analysis for pricing decisions, Short-run decision analysis and Relevant Costs

Readings: Horngren, Foster & Datar Ch. 3 Williamson Ch. 10-13 Hilton Ch.7,8 Nigam, Sharma Ch. 1-3 (Part II)

5. 12-14 Profit planning and control system

12. Approaches to Budgeting, Conventional Budgeting, Zero Base Budgeting & Performance Budgeting

13. Standard Costing, Variance Analysis and Performance Reporting 14. Benchmarking.

Readings: Horngren, Foster & Datar Ch. 6-8

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Horngren, Sundem & Stratton Ch. 6-8 Williamson Ch. 14,15 Hilton Ch. 10,11

6. 15-17 Accounting for Performance evaluation

15. Divisional Performance Measurement

16. Transfer Pricing 17. Responsibility Accounting

Readings: Kaplan & Atkinson Ch. 9

Anthony & Reece Ch. 23,24 Williamson Ch. 18,19 Hilton Ch. 12,13 Horngren, Foster & DatarCh. 6, 25

7 18-20 Contemporary Issues In Management Accounting

18.1 Kaizen Cost 18.2 Cost of Quality 18.3 Customer Profitability Analysis 19.1 Target Costing 19.2 Back-flush Costing 19.3 Balanced Scorecard

20.1 Life Cycle Costing 20.2 Cost Audit

Readings:

Horngren, Foster & Datar Ch.12,16, 20

Kaplan & Atkinson Ch. 6

Topics for Self Study

1. Cost Accounting and Cost Management in a JIT environment 2. Activity Based Costing in service industries

3. Flexible budgeting in an activity based costing framework

4. Distribution channel profitability

PEDAGOGY:

54

The teaching methodology used in this course will be a judicious mix of lectures, numerical problems, case analysis and discussions, assignments and presentations by students.

EVALUATION PARAMETERS :

End Term Examination 60%Assigments , Tests, Exercises 40%

1. Real Life Project 15

2. Announced/Surprise Quizzes / Tests 10

3. Individual assignments/Term Paper 05

5. Attendance, Class Participation 10 -------- 40

LEARNING RESOURCES:

(a) Recommended Readings:

1. Horngren, Charles T., Sundem Gary L. and Stratton, William D. Introduction to Management Accounting, 11th Edition, Prentice Hall of India, 1999

2. Horngren, Charles T., Foster, George and Datar, Srikant M. : Cost Accounting : A Managerial Emphasis, 10th Edition, Prentice Hall of India, 1999

3. Hilton, Ronald W: Managerial Accounting, McGraw Hill, New

York, 1997.

4. Kaplan Roberts and Atkinson Anthony A. : Advanced Management Accounting, 3rd Edition, Prentice Hall International, 1998

5. Nigam, B.M. Lall and Sharma, G.L. : Cost Analysis and Control, Himalaya Publishing House, 1995.

6 Williamson, Duncan, Cost & Management Accounting, Prentice

Hall Of India,1998

7. Young, Mark S., Readings in Management Accounting, 2nd Edition Prentice Hall, 1997

55

(b) Handouts and other reading materials will be provided as and when required.

56

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHITwo Year Post Graduate Diploma in Management (Full-Time)Trimester- II

Course code: 1205 Course Title: Corporate Finance- I

Academic Session: 2010-11 Instructor: Dr. Ashish Garg

COURSE OBJECTIVESThe objective of this course is to acquaint the students with the broad framework of financial

decision-making in an organisation through theory and case studies. It imparts how corporate managers analyze and resolve financial problems of the corporation.

COURSE CONTENTSModule No. Session No./s Topic & Readings 1 1 Corporate Finance:

Corporate Finance:Objectives, Profit Maximization. Wealth Maximization, Finance interface with other areas. Role or finance manager in changing environment, Agency Problems and Corporate Governance

Readings Van Horne: chapter - 1 Brigham and Ehrhardt: chapter – 1 Brealey, & Myers: chapter -I

2 2 Time Value of Money:

Time Value of Money: Future value of the single cash flow. Multiple flows, Annuity, Present value of single cash flow. Multiple cash flows, Perpetuity.

Reading Van Horne: chapter - 2 Brealey, & Myers: chapter -2,3 Brigham and Ehrhardt: chapter – 2 Aswath Damodaran: chapter - 3

3 3-4 Risk –Return Analysis: Ex post return, Ex ante, return, Total risk, Systematic risk, un

systematic risk, relationship between risk and return.Reading

Van Horne: chapter - 3 Brealey, & Myers: chapter -7,8 Brigham and Ehrhardt: chapter – 4,5 Aswath Damodaran: chapter - 6

4 5-6 Cost of capital: Cost of capital: concept, mechanism of estimating cost of capital,

weighted average cost of capital using historical weights and market weights CAPM, Managerial implication.

Reading Van Horne chapter 8

57

Brigham and Ehrhardt: chapter - 9 Brealey, & Myers: chapter -7 Aswath Damodaran: chapter – 7,8

Case Study: Cost of Capital at Ameritrade 5 7-8 Valuation of securities

Valuation of equity shares,preference shares,debentures and other securitiesReading

Brigham and Ehrhardt: chapter – 6,7 Damodaran A,: chapter 5

6 9-12 Capital Budgeting: Capital Expenditure Decisions: Capital budgeting

process, estimating the cash flows Methods of budgetingReading

Van Horne: chapter -6 Brigham and Ehrhardt: chapter – 10, 11 Brealey, & Myers: chapter -5,6,9,10,11,12 Damodaran: chapter-10,11

Case Study: Radio One, Inc.

7 13 Leverage: Operating leverage, Financial leverage, Total leverage, leverage and

risk analysis.Reading

Brealey, & Myers:chapter-17,18 Damodaran A: chapter-16,17,18

Case Study: Debt Policy at USTInc.

8 14-15 Capital structure Decisions: Theories of capital structure, EBIT-EPS Analysis, Deciding the mix.Readings

Van Horne: chapter -9,10 Brigham and Ehrhardt: chapter – 16,17 Brealey, & Myers: chapter -13,14 Damodaran A: chapter-19,20

Case Study: Pharmacyclics: Financing Research and Development

9 16-17 Working Capital ManagementConcept; Estimating working capital requirement-component and

mechanism, working capital financing in IndiaReading

Van Horne: chapter -16 Brigham and Ehrhardt: chapter – 22 Brealey, & Myers: chapter - 30 Damodaran A: chapter-13

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Case Study: Butler Lumber Company

10 18-20 Presentations

PEDAGOGYThe teaching methodology used in this course will be judicious mix of lectures, numerical problems,

case analysis and discussions, assignments and presentations by the students. Synergies are to be derived from guest lectures from the corporate professionals, technical seminars and workshops on contemporary and emerging areas in finance. Case analysis and discussions are strongly emphasized.

EVALUATION PARAMETERSThe course will be evaluated on the following basis:End Term Examination 60 marksInternal Assessment 40 marks

INTERNAL EVALUATIONThe internal evaluation of the students will be based on the following basis:Individual assignment 10Class test 10Group Assignment 10Case presentation and Submission 10

LEARNING RESOURCES:1. Recommended readings:

Recommended Readings Berk and DeMarzo, Financial Management, 2008 (First Edition), Pearson Education, India. Brealey, Richard & Myers. Stewart : Principles of Corporate Finance.2007 (Eight Edition), Tata

McGraw Hill. Brigham and Ehrhardt, Financial Management: Text and Cases , 2009 (Third Edition). Thomson

South West Publications. Chandra, Prasanna: Financial Management - Theory & Practice. 2008 (4th Edition), Tata

McGraw Hill. Damodaran, Aswath : Corporate Finance - Theory & Practice. 2009 (Second Edition) John

Wiley & Sons. Khan and Jain, Financial Management: Text, Problems and Cases, 2008 (Fifth Edition), McGraw

Hill Publication, Delhi. Pandey, I.M. Financial Management, 2006 (Ninth Edition), Vikas Publications, India. Van Horne, James c.: Financial Management & Policy, 2009 (Twelfth Edition), Prentice Hall of

India. Ross, Westerfield and Jaffe: Corporate Finance, 2008 (seventh Edition), Tata McGraw Hills,

Delhi. Srivastava and Mishra, Financial Management, 2009, Oxford University Press.Cases: Srivastava and Mishra, Financial Management, 2009, Oxford University Press. Bruner, Robert F., Case Studies in Finance, 2008 (Fifth Edition), Tata McGraw Hills

Publication, Delhi. Kester, Ruback and Tufano, Case Problems in Finance, 2008 (12 th Edition), Tata McGraw Hills

Publication, Delhi.

59

INDIVIDUAL ASSIGNMENTSPick up a well known corporate person dealing in finance and discuss the financial decisions taken

by him and the effect of those financial decisions in the overall growth of the company.

GROUP ASSIGNMENTSPick up a company and analyse the capital structure decisions in terms of cost of capital , capital

structure models and impact of capital structure decision on the overall growth of the company. The submission date will be announced in the class.

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Trimester – II

Course Code: 1206 Course Title: Marketing Management IIAcademic Session: 2010-2011 Instructors: Smita Sharma/Joyeeta Chatterjee

OBJECTIVESThis is the second part of the course on Marketing Management and seeks to further develop the

student's basic analytical skills, conceptual abilities, and substantive knowledge of marketing in a variety of real-life marketing situations.

This part of the course is expected to help students to: Design and develop programmes for other elements of the marketing mix including pricing,

advertising, promotion, distribution and field sales management Get an overview of creating competitive advantage. Understand the global marketplace and global marketing environment. Explore contemporary issues in marketing Get an opportunity for presenting and defending their own analysis (both written and verbal),

and for critically examining and discussing the analysis done by other fellow students.

COURSE CONTENTS:

Module 1 Sessions 1-2Pricing Products: Understanding and Capturing Customer Value

Understanding price Factors to consider when setting prices New-product pricing strategies Product mix pricing strategies Price-adjustment strategies Price changes, pricing strategies for channel membersReadings

Kotler, Keller, Koshy, Jha, Chapter 14Kotler & Armstrong, Chapters 10-11Cases: (i) Southwest Airlines, pg 399-402, “Marketing”, Etzel, Walker, Stanton, Pandit, Tata

McGraw Hill, Edition 2010

(ii) Dell, pg 402-405, “Marketing”, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010

______________________________________________________________________

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Module 2 Session 3

Marketing Channels and Supply Chain Management

Nature and importance of marketing channels Channel behavior and organization Channel design decisions Channel management decisions Marketing logistics and supply chain management

ReadingsKotler, Keller, Koshy, Jha, Chapter 15

Kotler & Armstrong, Chapter 12


Retailing, Wholesaling & Physical Distribution

Retailing concepts Wholesaling & Physical DistributionReadings


Kotler & Armstrong, Chapter 13Cases: (i) Fast food retailing in India-Raising the quality and service bar (Swapna Pradhan,

Retailing Management, Text & Cases)

(ii) Target, pg 503-507, “Marketing”, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010

(iii) Costco versus Sam’s Club, pg 507-511, “Marketing”, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010

Module 4 Session 6

Communicating Customer Value: Integrated Marketing Communications

The promotion mix Integrated marketing communication Communication process, developing effective communication

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Setting the total promotion budget and mix Socially responsible marketing communicationReadings


Kotler & Armstrong, Chapter 14Case: The Hummer, pg 595-599, “Marketing”, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill,

Edition 2010

Module 5 Session 7

Advertising and Public Relations

Role of advertising in marketing process Role and impact of public relationsReadings


Kotler & Armstrong, Chapter 15 Case: Coca-Cola Co. versus PepsiCo, pg 599-603, “Marketing”, Etzel, Walker, Stanton, Pandit,


Module 6 Session 8

Personal Selling and Sales Promotion

Nature of personal selling Managing the sales force Supervising and motivating salespeople Personal selling process Sales promotionReadings


Kotler & Armstrong, Chapter 16 Case: Segmenting the Sales Force, pg 524-529, “Marketing Management”, Evans, Berman,

Cengage Learning, 2008

Session 9 Mid Term Review- Real life Project Discussion and Presentations (Written analysis of real life project

for the modules studied till this date will have to be submitted within three days of this discussion)

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Module 7 Session 10-11

Direct and Online Marketing: Building Direct Customer Relationships

Growth and benefits of direct marketing Forms of direct marketing, Issues in direct marketing Online marketing, promise and challenges Multilevel marketing, mobile marketing, social media marketingReadings


Kotler & Armstrong, Chapter 17Article Review: Okazaki Shintaro, (2009)“The tactical use of mobile marketing: How adolescents’

social networking can best shape brand extensions”, Journal of Advertising Research, March 2009, pg 12-24


Creating Competitive Advantage

Competitor analysis Competitive strategies Balancing customer and competitor orientations Guerilla marketing, ambush marketing Marketing during recession

Readings


Kotler & Armstrong, Chapter 18 Case: “Bose: Competing by Being Truly Different”, pg 536-538, Kotler & Armstrong, Principles of

Marketing, 12eArticle Review: “Hot to Market in a Downturn”, John A. Quelch and Katherine E. Jocz, Harvard

Business Review, April 2009

Module 9 Session 14

The Global Marketplace

Global marketing environment Deciding which markets to enter and how Global marketing programReadings


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Kotler & Armstrong, Chapter 19 Case: “Wal-Mart takes on the world”, pg 565-567, Kotler & Armstrong, Principles of Marketing,

12e

Module 10 Session 15

Marketing Ethics and Social Responsibility

Social criticisms of marketing Citizen and public actions to regulate marketing Business actions towards socially responsible marketing

Readings


Kotler & Armstrong, Chapter 20 Case: “Value Enhancement through CSR”, pg 265-271, Marketing Practices in Developing

Economy, PHI 2009

Module 11 Session 16

Rural Marketing

- Rural marketing environment - Rural consumer behavior - Rural marketing strategies - Rural marketing- Opportunities & challenges

Readings

Rural Marketing, Pradeep Kashyap & Siddhartha Raut, Biztantra 2010 Case:

Term paper presentations Sessions 17-18

End term project presentations Sessions 19-20

The case study/s will be provided from Harvard Business Press, Journals, Agencyfaqs & other sources as per the latest marketing trends.

PEDAGOGY

The course would have classroom sessions as well as field-based assignments to achieve the above objectives. The classroom sessions will include discussions and presentations by the students on

65

the recommended readings, and assigned cases. Before attending each session, the students will be expected to study the readings assigned for the day, and discuss the case lets in their group. The readings will be discussed in the class, followed by presentations and discussions on the case.

As field assignments are an important part of the learning process in this course, the students will be expected to devote considerable time in addition to their class sessions for carrying out such assignments.

* In each class, there would be discussions over latest happenings in business & marketing, covering national as well as international boundaries.

* Contemporary Issues: Students are required to write a term paper on the one of the contemporary issues as listed below and submit the written write-up (approx. 20 pages) and make the presentation.

Green marketing, Internet/mobile advertising, New techniques in Marketing Research, Brand/customer equity, Emerging retail formats in India, Experiential marketing, Rural distribution, Changing socio-economic customer profiles, Convergence & Marketing Communication adaptation by MNCs, Financial products selling, New technology for rural marketing

EVALUATION

The course will be evaluated on the following basis:End Term Examination 60 marksInternal Assessment 40 marks

Internal EvaluationTerm Paper 5 marksCase Discussions 10 marksAttendance and Participation 10 marks

Real Life Project Presentations and Written Submissions 15 marks

BASIC READINGS

Kotler P, Keller K, Koshy A and Jha M, Marketing Management, 12 th edition 2009, Pearson Education

Philip Kotler & Gary Armstrong, Principles of Marketing, 12th edition, 2009, Pearson Education

Etzel, Walker, Stanton, Pandit, Marketing, 14th edition, 2010, Tata McGraw Hill

SUGGESTED READINGS

V.S. Ramaswamy and Namakumari S, Marketing Management: Global Perspective, Indian Context, 4th edition 2009, Macmillan India.

Rajan Saxena, Marketing Management, 4th edition, 2009, Tata McGraw Hill

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Marilyn A. Stone & John Desmond, Fundamentals of Marketing, Rout- ledge, 2007 Arun Kumar & N Meenakshi, Marketing Management, 1st edition, 2006, Vikas Publishing

Real Life Project

Choose a sector and a company on which your group is required to study the following aspects:

3. Sector & organization overview4. Product strategy 5. Brands and branding strategies6. Managing brands & brand equity 7. Pricing strategies 8. Managing mass communication & personal communication9. Channel Management

The study should be a mix of secondary & primary data collection.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHITwo Year Full Time Post Graduate Programme in Management

Trimester - II

Course Code: 1207 Course Title: Organizational Behaviour IIAcademic Session: 20010-11 Instructor:

COURSE OBJECTIVES:Effective management of Human Resources is one of the prerequisites of a successful organisation,

esp., in the present day context of an evolving changing and competitive environment. This course will provide understanding to the participants in understanding, predicting, and managing people at workplace through motivation, leadership, culture, performance management, career planning & development and stress management.

COURSE CONTENTS:

Module No.

I

Sess.

No.

1-2

Topic

Motivation

1.1 Theories of Motivation1.1.1 Theory X and Y1.1.2 Maslow’s Hierarchy of Needs1.1.3 Herzberg’s Two-factor theory1.1.4 McClelland’s Theory of Needs1.1.5 Goal setting Theory and MBO programs1.1.6 Reinforcement Theory 1.1.7 Equity Theory1.1.8 Expectancy Theory

1.2 Implication of Motivational Theories on Human Behaviour in Organizations

1.3 Motivation & Job Satisfaction Readings:Luthans, F. (2008): Organisational Behaviour.Chapter 6Robbins, S.P., Judge & Sanghi, Seema (2009): Organizational Behaviour.

Chapter 6Case Study:Keeping the Volunteers Working Hard at Amnesty International UK.

Behavior in Organizations by Greenberg and Baron. Pp 285-286.

3 Application of Motivation Concepts3.1 Job Characteristics Model

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II 4-5

6

3.2 Employee Recognition and Involvement Programs3.3 Job Redesigning3.4 Variable and Skill based pay3.5 Flexible benefits

Readings:Robbins, S.P., Judge & Sanghi, Seema (2009): Organizational Behaviour. Chapter 7

Leadership4.1 Trait Theories4.2 Behavioural Theories

4.2.1 Ohio State Studies4.2.2 University of Michigan Studies4.2.3 Managerial Grid

4.3 Contingency TheoriesFiedler Model4.3.1 Hersey and Blanchard’s Situational Theory4.3.2 LMX Theory4.3.3 Path-goal Theory

Readings:Robbins, S.P., Judge & Sanghi, Seema (2009): Organizational Behaviour. Chapter 12Article Review:Leadership Lessons from India. By Peter Cappelli, Harbir Singh, Jitendra V.Singh, and Michael Useem. Harvard Business Review. March 2010. pp 86-95.Emerging Issues in Leadership Inspirational approaches6.1.1 Charismatic Leadership6.1.2 Transactional Leadership6.1.3 Transformational Leadership6.1.4 Servant leadership

6.2 Emotional IntelligenceReadings:Robbins, S.P., Judge & Sanghi, Seema (2009): Chapter 13Article Review:What Makes a Leader? By Daniel Goleman. Classic Readings in OB. 3 rd ed. By J.

Steven Ott. Sandra Parke, Richard B. Simpson. Pp. 97-103

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III

IV

V

VI

7-8

9

10

11

Organisational Culture

7.1 Importance of Culture7.2 Creating & Sustaining Culture7.3 Managing Culture

Readings:Robbins, S.P., Judge & Sanghi, Seema (2009): Chapter 17Article Review:Smith, G. (2004). An evaluation of the corporate culture of Southwest Airlines.

Measuring Business Excellence, 8(4): 26-33.CaseHillton’s Transformation. OB by McShane, Glinow & Sharma. Pp 514- 516.

Organisational Change

9.1 Forces for Change9.2 Process of Change9.3 Resistance to Change 9.4 Approaches to Managing Organizational Change

Readings:Robbins, S.P., Judge & Sanghi, Seema (2009): Chapter 19Article Review: Leading change: Why Transformation Efforts fail? John P. Kotter. Harvard Business Review, January 2007. Pp. 96-103 Decoding Resistance to Change. By Jeffrey D. Ford and Laurie W. Ford. Harvard

Business Review. April 2009. pp 99-103

Stress Management

10.1 Sources of Stress10.2 Consequences of Stress19.1 Managing Stress

Readings:Robbins, S.P., Judge & Sanghi, Seema (2009): Chapter 19.Article Review:

Are You Working Too Hard? By Herbert Benson. Harvard Business Review. Nov. 2005. pp. 53-58.

Pull the Plug on Stress by Bruce Cryer, Rolin McCraty, and Doc Childre. Harvard Business Review. July 2003. Pp. 102-107.

Management of Human Resources at Workplace11.1 In a globally competitive business environmentChallenges for HRM in changing

environmentReadings:Cascio, W.F. (2006): Managing Human Resources. Chapter 1Dessler, G. & Varkkey,B (2009). Human Resource Management. Chapter 1

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Projects to be Given

71

VII

VIII

IX

X

12-

15-

17

19-

Performance Management & Potential Appraisal12.1 Different forms of Appraisal12.2 Methods of Performance Appraisals12.3 Problems associated with appraisal systems12.4 Performance Appraisal Practices in India12.5 Potential attributes

Reading:Cascio, W.F. (2006): Managing Human Resources. Chapter 9Dessler, G.& Varkkey Biju (2009). Human Resource Management. Chapter 9. Cases:

Executive Development & Performance. Human Resource Management by Jyothi, P. & Venkatesh. T. N. (2007). Pp. 251-256.

Asian Coffee House. Cases in Human Resource Management by Rao, N. & Das, R.P. Pp. 69-71.

Career Planning and Development15.1 Roles in Career Planning and development15.2 Innovative Corporate Career Development Initiatives15.3 Career Management and Employee Commitment

Readings: Dessler, G.& Varkkey Biju (2009). Human Resource Management. Chapter 10. CaseThe Mentor Relationship Turns Upside Down. HRM by Dessler and Varkkey. Pp

401-402.

Succession Planning17.1 Activities included in Succession Management17.2 Causes of failure of Succession Planning

Readings:Rao, VSP (2005). Human Resource Management. Chapter 11.

Evaluating HR Effectiveness18.1 Nature and Need for HR Evaluation18.2 Approaches to Evaluation18.3 Balanced Scorecard

Readings: Jyothi, P. & Venkatesh. T. N. (2007). Human Resource Management. Chapter 18. Ashwathappa, K. Human Resource Management. Chapter 26.

Final report Discussion and Presentation

72

PEDAGOGYIt will be a judicious mix of lectures, case analysis & discussion, article reviews, assignments &

presentations by the students.

EVALUATIONThe course will be evaluated on the following basis:

End-Term Examination: 60 MarksInternal Assessment: 40 Marks to be bifurcated as follows:

Internal Evaluation:Attendance & Class Participation: 10 MarksUnannounced test/quiz : 5 MarksArticle Review : 5 MarksLive Projects (Group) : 10 MarksExercises and Caselets : 10 Marks

GROUP PROJECT GUIDELINES

1 Select an organisation with a well-established HRM department2 Give organisation profile3 Study the human resource activity of the organisation in all the areas covered in the syllabus4 The emphasis is on group activity, whereby every member of the group has to be actively involved in the

project

READINGS

Ashwathappa, K (2008). Human Resource Management, Tata McGraw Hill, New Delhi,

Cascio, W. F. (2006), Managing Human Resources, 7th Ed., Tata McGraw Hill, New Delhi.

Dessler, G and Varkkey Biju (2009). Human Resource Management (11th Ed.). Pearson Education

Greenberg, J. & Baron, R.A. (2008). Behavior in Organizations (9th ed.). New Delhi: PHI Learning.

Luthans, F. (2008). Organizational Behaviour (11th ed.). New Delhi: TMH.

Mathis, R.L. & Jackson, J.H. (2005). Human Resource Management. 10th Ed. Cengage Learning, New Delhi.

McShane, S.L. & Glinow, M.A.V. (2007). Organisational Behaviour. Ist Ed. Tata McGraw-Hill New Delhi.

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Mullins, L.J. (2007). Management and Organisational Behaviour. 7th Ed. Pearson Education.

Pareek, U. (2008):Understanding Organizational Behaviour, 2nd Ed. Oxford Higher Education.

Pierce, J.L. & Gardner, D.G. (2007). Management and Organisational Behaviour. 2nd Ed. Cengage Learning.

Robbins, S.P., Judge & Sanghi, Seema (2009). Organizational Behaviour, 12th ed. Pearson Education, New Delhi.

Saiyaddin, M.S. (2003). Human Resource Management, Tata McGraw Hill, New Delhi.

Slocum & Hellriegel. (2007). Fundamentals of Organisational Behaviour. Ist Ed. Cengage Learning, New Delhi.

Snell & Bohlander. (2007). Human Resource Management. 1st Ed. Cengage Learning.

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Trimester –III

Course Code: 1301 Title: Legal Aspects o Business (LAB)Academic Session: 2010-2011 Faculty:

COURSE OBJECTIVES:

One of the most important and occurring part of a managers role is o take decisions. In this changing context of liberalization and globalization of the Indian economy, law has been an important consideration in decision-making process. This paper aims at familiarizing the students about bringing out the inter-relationship among diverse business aspects, including accounting, finance, marketing information systems economics and organization behavior. Thus, other paper is framed with an object6ive to bring out the linkages between law and other fields.

In designing this course, the instructor has taken a view from the experience, that learning process of legal aspects for management students is very much different as compared to law students. Here, focus shall remain on management application rather on legal knowledge and provisions. Thu8s, everything in this subjects shall be applied and in a broader perspective.

The course is broadly divided into 0fdour parts: Part I focuses on the Foundation of Business Law which is the black bone for the business laws. Part II covers the corporate laws including Companies Act, Competition Act etc. Part III coves the emerging but very important area on intellectual property rights. Part IV covers Banking Laws. Part V covers the taxation aspects including VAT, Service Taxes, Income Tax and Corporate Taxes in a managerial perspective.

Course Contents:

Part I: Foundation of Business Laws (9 Sessions)

1. Contracts: Offer, acceptance, consideration, contract, void and avoidable contract, performance and discharge of contract, and remedy for breach of contract etc.

Suggested readings: i) Legal Aspects of Business- Pathak, Ch 1-5ii) Indian Contract Act, 1872 (Bare Act)iii) Mercantial law- Gulshan & Kapoor, Ch-1

2. Sale of Goods: Sale, ownership and sale, sale by description, sample and examination, buyer beware and merchantability, transfer of property, privity and Sale of Goods.

Suggested readings: i) Legal Aspeccts of Business-Pathak, Ch 6-9ii) Sale of goods act, 1930 (Bare Act)

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iii) Mercantile law- Gulshan & Kapoor, Ch-4

3. Learning Legal Text: Title, Preamble, table of Contents, Section, Rules, Enforcement and Violation of Law

Suggested readings: Legal Aspects of Business- Pathak, Ch-14

4. (a) Consumer Protection Act: Consumer, Consumer Protection, Consumer Protection Act, Products of Competitors, Correctness of Representation, Assessing Loss o Business and Profits, Interim Injunction

(b) Unfair Trade Practices: Holding o Contests and Schemes, Disparaging Products o Competitors, Correctness of Representation, Assessing Loss of Business and Profits, Interim Injunction

Suggested readings: i)Legal Aspects of Business- Pathak, Ch-15-18ii) Consumer protection,act.1986 Bare Actiii) Economic Laws by US Datey, Ch-9-11

PartII: Corporate Laws (3 Sessions)

5. Company Law: Types, Promotion and Formation of Companies, Memorandum of Association, Articles of Association, Registration, Incorporation and Distinct Legal Identity, Objective of a Company, doctrine of Indoor Management, Capital of a Company, winding-up of a Company.

Suggested readings: i) Legal Aspects of Business- Pathak, Ch-19-22 ii)Patent Act; Copyright Act Trade Mark Act (Bare Acts)

6. Competition Act Purpose, Prohibition of anti-competitive agreements, Prohibition of abuse of dominant position, Combinations, Competition Commission of India

Suggested readings i) Legal Aspects of Business-Pathak, Ch-23 (on Merger and Acquisition cases) ii) Business Law, gulshan S.S.-Ch-11

iii) Competition Act2002 (Bare Act)

7. Securities Regulation; SCRA, Stock Exchanges Suggested readings: i) Legal Aspects of Business- Pathak, Ch-24

Part III: Intellectual Property Rights (3 Sessions)

8. Intellectural Property Right: Property, Intellectual Property, Protection of Intellectual Property, Different Laws on IPR

9. Patents: Functioning of Patent Act, Right of Patentee, What can be Patented, Compulsory Licensing.

10. Copyright Protection: What can be Copyrighted, Who is the Owner of Copyright, Territorial Limitation, rights of Owner, Duration of Copyright protection, Broadcasting Reproduction Rights, Registration of Copyrights, Copyright Infringement

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11. Trade Mark Protection: Trade Marks, Requirement for registration of a Mark, Non-user Clause, Registration in Foreign Marks, The New Trade Mark Act,

Foreign Trade MarksSuggested readings: i) Legal Aspects of Business- Pathak, Ch 25-29 ii) Patent Act; Copyright Act; Trade Mark Act (Bare Acts) iii) Economic Laws byVS Datey, Ch-9

Part IV: Banking Laws (2 Sessions)

12. Banking Law- Banking Regulation Act, Reserve Bank of India Act13. Negotiable Instruments: Promissory Note, Bill of exchange, Cheque, Parties to Negotiable

Instruments, Negotiation of Negotiable Instruments, Dishonor and discharge, Relation between a Bank and a Customer.

Suggested readings: i) Legal Aspects of Business- Pathak, Ch-3031ii) Business Law, Gu9lshan, S.S. –Ch-9

iii) Negotiable Instruments Act, 1881iv) Mercantile & Commercial laws, Rohini, Ch-24-27

Part VI: Self Study Topics _14. Law relating to Sales Tax15. Law relating to Value Added Tax and Service Tax16. Information technology and law (Suggested readings: (i) Pathak, Legal Aspects of Business,

chapter 40 (ii) Cyber laws simplified , Vivck Sood (iii)Economic Laws by VS Datey, ch-10).17. Foreign Exchange Management Act ( Suggested readings Economic Laws by VS Datey, Ch-4,

Business Law, Gulshan, S.S.-Ch-12)18. Law relating to Income Tax19. Special Contracts (Suggested readings: Pathak, Legal Aspects of Business, Chapter 10-15)20. Environment Protection Act ( Sugested readings: Pathak, Legal Aspects of Business, Chapter 41)21. Business & Fundamental Rights ( Suggested readings: Pathak, Legal Aspects of Business,

Chapter-39)22. Business and Criminal Liability ( Suggested readings: Pathak, Legal Aspects of Business,

Chapter-42)23. Indian Letgal System ( Suggested readings: Pathak, Legal Aspects of Business, Chapter -43)24. Right to Information Act, 2005 ( Bare Act)25. Arbitration and Conciliation Act. 1996 ( Suggested readings: kapoor, N.D. Elements of

Mercantile Law, Part II, Chapter 7)26. Law of Insolvency (Suggested readings: Kapoor, N.D. Elements of Mercantile Law , Part III)27. Law of Insurance ( Suggested readings: Kapoor, N.D. Elements of Mercantile Law, Part II,

Chapter 8)

Suggested Readings( Latest Editions Only):

1. A. Rosenorans, S.Divan& M.L. Noble, environmental Law and policy in India2. Anantharaman, K.S. , Lectures on Company Law and MRTP3. Bare Acts of the above laws (Freely downloadable from:

http://www.helplinelaw.com/docs/bareact.shtml)4. Datey, V.S.- Economic Laws5. Datey, V.S- Business and Corporate Laws

77

http://www.helplinelaw.com/docs/bareact.shtml

6. Datey, V.s.- Indirect Tax Laws7. Gulshan, Consumer Protection Act8. Gulshan, S.S., Business Law9. Kapoor, N.D., Elements of Mercantile Law10. Kuchhal M.C. Mercantile Law11. Pathak, Akhileshwar, Legal Aspects of Business, Tata Megraw- Hill, 2nd Edition (Text

Book)12. Singh, Avtar, Principle of Mercantile Law13. Singhania, V.K. Income Tax14. Sood, Vivek, cyber law simplified15. Student’s Guide to Econo9mic Laws,. Taxmann Publication16. Student’s Guide to Mercantile and Commercial Laws, Taxmann Publication17. Tulsian, P.C., Mercantile Laws18. V. N. Shukla’s Constitution of India

For updating recent legal development and the emerging tend in the area of business law and management, participants are advised to consult the latest issues of legal journals, magazines, and the newspapers.

Pedagogy:

The course will focus to develop the concept and skills. The following paragraphs describe the pedagogy for each.

(a) Concept Development

Business law has its foundation in contract. It is no surprise that a teaching of business law begins with contract law. A good part of the business world is based on buying and selling. Thus law on sale of goods invariable follows contract law, as a specialized from of contract. Law dealing with unfair trade practices and consumer protection further build on contract and sale. These themes are foundations of business law as these apply to all business. Thus, the course would begin with contract law and move on to sale of goods, unfair trade practices and consumer protection.

After the business laws, you will have the capacity to take up a set of legal text and detail it out on your own. Thus, hereafter, working with micro-level details would not be an efficient use of time. In addition, you start finding it to be repetitive. Instead, the course should expose the student to the organization principles of different sectors, fields and branches. This could be done in the next few sessions, over a wide range of topics. The instructors can choose them depending on the relevance and interest. The themes include intellectual property rights, including trademarks, patents and copyrights, Securities regulation, Banking Law and negotiable instruments, law and electronics medium,. Law and environment Taxation including income tax, sales tax, excise tax and service tax, Law and criminal labiality, Fundamental Rights and Business

(b) Skill development

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A manager comes across legal texts like acts, rules, notifications, government orders, notices, contracts, court orders, judgment all the time in the course of his/her work. He must have the skill to read and understand legal texts, law informs all business practices and a manager has to be law literate. Thus, a core objective of the course is to bring out to you the organization of the hierarchy of legal texts, including acts, rules, notification and government order. You should acquire the skill to read these texts. In addition, you should understand that court judgments expand the meaning of legal texts. You should have the sill to read court judgments and give meaning to it in conjunction with legal texts. We would do this in the course of our journey from contract law to unfair trade practices.

Instead of beginning with the law per se,. as mentioned earlier we shall impart the skill to student to read and understand legal texts. This would be a lifelong skill to follow all changes in the future in a law and understand legal provisions.

Evaluation Criteria*

Article review 5 MarksIndividual Assignments 5 MarksClass Participation 10 MarksQuizzes/Surprise Test 10 MarksPresentations and Group Assignment 10 MarksTerm-End Examination 60 Marks

*Except Presentation and Group Assignment else are individual assessments.

Group Assignment

The course emphasize on the students learning of the conceptual foundation of law and the sills of reading and understanding legal texts. The presentation component at the end of the course is to encourage you to lead exploration on a theme and deploy the skills and concepts learnt in the course. You shall from groups of 4-5 and propose a topics for presentation. Experience shows that the students choose the following three kinds of topics. First, a business law issue/dispute being keenly discussed in the media and public spaced. Second, review of an Act not covered in the class. Third, discussion of an issue bringing together specific aspects from different Acts and court judgment. The groups shall, in consultation with the instructor, flash out the tentative interest in a workable proposal. A good proposal would have adequate exploration, engagement and study. Thereafter, the group does its research and makes the presentation to the class. Each presentation shall be for about 12 to 15 minutes.

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POST GRADUATE DIPLOMA IN MANAGEMENT-TWO YEAR (FULL-TIME)TRIMESTER-III

Course Code: 1302 Course Title: GEO-POLITICAL & SOCIAL ENVIRONMENT OF BUSINESS

Academic Session: 2010-11 Instructor – Megha Chandhiok

COURSE OBJECTIVES:Business decisions in general, and strategies in particular are influenced by the business

environment, which makes up the opportunities for and threats to business. With the progressive liberalization and surging globalisation, business environment is increasingly becoming international in several dimensions even for local firms.

Students should be able to:1.Appreciate the changes in the global environment, particularly for the last one decade.2. The emergence of regional trading blocs as a dampening factor for global trade.3.Apprising students about geo-political and social factors, so that they are capable of identifying

the changes that are occurring at international level, and have an impact on the trade and business at any location in the world.

COURSE CONTENTS:Module No. Session No./s Topics and Readings

1. 1-2 1.11.1 Geo-political & Social Environment of Business

Readings Cherunilam F. - Chap. 1

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Nijman, J Chapter-1

2. 3-5 Background to the subject (Conceptual Knowledge)3.1 The great Power systems-Communism and

Capitalism(Introductory)3.2 Imperialism, Nationalism, 3.3 The World Economy:1800 –20004.1 The Two World Wars, Cold War, détente 4.2 The Changing World Order 5.1 New International Economic Order (NIEO)

Readings Goldstein J. S. Chap. 1

Ian Nijman Chap. 1, 2Joan Eadleman Spero Chap. 10

3. 6-7 6.1 The International System of Power , Relation of currency and power.

Politics– Balance of Power, Power Distribution, Hegemony, Regional Alignments

7.1 Super Power Structure – uni-polar, bio-polar World ,7.2 Multi-polarity and its prospects7.3 Dollar v/s Euro debate

ReadingsGoldstein J. S. Chap. 2 & 3Jan Nijman Chap. 1

ClassDiscussion:a)Gulf War-I and Gulf War-II : Was Crude oil really the bone of contention

4. 8-10 International Economic Co-operation 8.1 Regional Economic Integration (Trade Blocs), 8.2 Types of Integration, Emergence and

Expansion of Trade Blocs 10.1 NAFTA, EU10.2 ASEAN, SAFTA

Readings Cavusgil, Knight Chapter 8

Cateora, Graham Chapter 10 Class Discussion: Why BRIC nations do not form their own Trading Bloc?

5. 11-12 International Economic Institutions and their role in Global Business (also as puppets in the hands of different

81

superpowers)10.1 WTO-Will G-20 work 11.1 World Bank in Global Business,IMF

www.wto.orgwww.imf.orgwww.ibrd.org

6. 13-14 12.1 Multi-National Corporations – Meaning, Importance & their Role in Global Business

13.1 MNCs in India

Readings Chary S.N. Pages 23-44 Cateora, Graham Chapter-11

-A note on National Culture and Management will be distributed for class discussions on the 14th

Session

7. 15-16 14.1 Social Environment of Business and its various Components

15.1 National Culture and Management15.2 Social Responsibility of Business

Readings Cavusgil, Knight Chapter- 5,6

8. 17-20 Power Point Presentation of the End Term Project NOTE: Latest articles and reading material on the important topics will

be distributed in the class

Topics for Group Assignment1. ROLE OF MNCs IN THE CHANGING BUSINESS ENVIRONMENT2. INDIA’S TRADE WITH WESTERN EUROPE: RETROSPECT AND PROSPECTS3. ROLE OF SUPER POWER IN THE EMERGING BUSINESS ENVIRONMENT 4. NEW INTERNATIONAL ECONOMIC ORDER (NIEO): CHALLENGES FOR THE NEW

MILLENNIUM5. GLOBALIZATION & CHILD LABOUR – ISSUES 6. SAARC- SUCCESS OR FAILURE7. IMPACT OF SOCIO- CULTURAL ENVIRONMENT ON BUSINESS

DECISION MAKING8. INDO-CHINA RELATIONSHIP: POTENTIAL & PROSPECTS9. GEO-POLITICAL HAPPENINGS AND THEIR IMPACT ON GLOBAL

BUSINESS WITH SPECIAL REFERENCE TO INDIA10. REGIONAL TRADING BLOCKS (WITH SPECIAL REFERENCE TO ASEAN)11. WTO, INDIA AND EMERGING AREAS OF TRADE12. DISAGREEMENTS IN WTO

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http://www.ibrd.org/

http://www.imf.org/

http://www.wto.org/

PEDAGOGY

Lectures, Discussions in the Class on regular basis on current issues and latest developments; Presentations by the students

EVALUATION (Marks)A) End Term Exam 60B) Internal assessment 40

i) Group Assignment 15ii) Article Review 10iii) Attendance and Class Participation 10iv)Unannounced Test 05

ASSIGNMENTS

A) INDIVIDUAL – Class participation and interactionClass participation and interaction -- Discussion in the class on the Discussion in the class on the current issues related tocurrent issues related to

the subject for 20-25 minutesthe subject for 20-25 minutes during each Session. Each student has to participate actively in during each Session. Each student has to participate actively in this exercise. For this the Students are advised to read newspapers and magazines regularly this exercise. For this the Students are advised to read newspapers and magazines regularly

B) GROUP - End Term Project (one): Topics will be allocated during the second class of the trimester Review of the progress of the End Term Project- Power Point presentation will be done in

the class on the day of the 9th Sessions

REFERENCES:

1. Cavusgil, Knight, Riesenberger; International Business-Strategy, Management and new

Realities(2009)

2. Cateora, Graham,Salwan; International Marketing (2010)

3. Krugman, Obstfeld; International Economics-Theory and Policy(2009)

4. Chary S.N., Elements of International Business(2006)

5. Cherunilam F., International Business Environment (2006)

6. Goldstein J. S., International Relations (2005)

7. Joan Eadleman Spero, The Politics of International Relations, (2001)

8. Clark, Ian, Globalization & Fragmentation, International Relations; in the 20th Century (1997)

9. Tuathail G. O., Critical Geopolitics (1996)

10. Jan Nijman, The Geopolitics of Power & Conflict: Superpower in the International System 1945

– 1992, (1993)

11. Nissanka, H.S.S., International Relations & Geopolitics (1997)

12. Krishan Gopal, Geopolitical Relations & Regional Cooperation (1996)

13. Todaro, Michael P., Economic Development (1998)

14. Khanna, V.N., International Relations (1998)

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15. Ghai, U.R., International Politics (1999)

16. Demko G.J., Geopolitical Perspectives on the Twenty-first Century, (2001)

17. Chidambaram K, Alagappan V., Business Environment (2002)

18. Cherunilam F., Global Economy & Business Environment (2001)

19. Czinkota, Michael R. et al, Global Business (2001)

20. www.wto.org

21. www.imf.org

22. www.ibrd.org


Trimester - III

Course Code: 1303 Course Title: HRMAcademic Session: 2010-11 Instructors: Bindu Chhabra/ Rashmi Sharma

COURSE OBJECTIVES:

Managing human capital in the new economy is a challenge all business professionals face. This course addresses that challenge by retaining its unique orientation to overall practicality and real-world Also, practical tips and suggestions are included in the course, which provide effective ways of dealing with problems in discipline, grievance, labour relations, and compensation administration.

Upon completion of this course, the students will be able to:

1. Give an overview of the field of Human Resource Management (HRM),2. Explain how the primary functions of HRM relate to each other and to the broader business strategy and

describe the roles and responsibilities of HR professionals,3. Discuss how HRM has evolved over time and the emerging strategic role that HRM plays in modern

organizations,4. Describe the role played by HRM in organizational change efforts,

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http://www.imf.org/

http://www.wto.org/

5. Demonstrate a practical understanding of HRM through practice exercises and case analyses, and 6. Evaluate the value and appropriateness of HRM functions and programs within specific organizational

settings. 7. Understand the contemporary issues in HRM

COURSE CONTENTS:Module No.

Sess. No./s

Topic

I 1-2 Job Analysis & Design1.1 Job Analysis : Concept, Process & Methods1.2 Competency based job analysis

2.1 Job Description & Job Specification2.2 Job design : Concept & Approaches2.3 Factors affecting job designReadings:Aswathappa (2008) Human Resource & Personnel Management Ch. 5.

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II

III

IV

3 - 4

5

6-7

Bohlander & Snell ( 2007) : Managing Human Resources Ch 3.Dessler (2005) : Human Resource Management Ch 4. Case : Bohlander & Snell (2007), Job analysis and hiring decisions at Ovania Chemical,

Pp. 706 – 710. Live Projects to be Given

Human Resource Planning3.1 HRP : Concept, Process & Significance3.2 HRP issues3.3 Forecasting Labour demand : Quantitative & qualitative methods 4.1 Forecasting Labour supply : Internal & External4.2 Requisites for successful HRP4.3 Models of HRP Readings:Ashwathappa (2008) : Human Resource & Personnel Management Ch. 4.Bohlander & Snell ( 2007) : Managing Human Resources Ch 4.Bratton & Gold (2007) : Human Resource Management Ch 6.

Recruitment

5.1 Recruitment : Conceptual framework and important issues5.2 Types & methods : Internal & external5.3 Employee referrals5.1 Evaluating recruitment effectiveness5.2 Dejobbing5.3 Recruiting Diverse WorkforceReadings:Aswathappa (2008) : Human Resource & Personnel Management Ch.

6Bohlander & Snell ( 2007) : Managing Human Resources Ch 4.Bratton & Gold (2007) : Human Resource Management Ch 7.Dessler & Varkkey (2009) : Human Resource Management Ch 2Case:Carter Cleaning Company – Getting Better Applicants ; Human Resource Management(11th edition) Gary Dessler, Biju Varkkey page 206Selection & Interviewing6.1 Selection : Concept and important issues6.2 Role of HR and line managers in selection6.3 Selection ProcessSelection Methods & testing 7.1 Assessment centres7.2 Selection Interviewing : Process & Types7.3 Interviewing flaws & how to conduct an effective interviewReadings:Bohlander & Snell ( 2007) : Managing Human Resources Ch 5.Bratton & Gold (2007) : Human Resource Management Ch 7Article Review : Capelli, Talent management for the 21st century, Harvard Business Review,March 2008, Pp. 74 – 81.Case: Flexible Work Options. Cases in HRM. ICFAI. Pp.391-398Article Review:Gene power…go get it! Human Capital May 2003. Pp.20-25.

The right fit, Human Capital. Jan, 2008.Pp 48-50.

Interviewing candidates

6.1 Types of Interviews6.2 Flaws in interview process6.3 Conducting effective interview

Readings:Ch. 7 Human Resource Management by G. Dessler

86

V

VI

VII

8 - 9

10 -11

12-13

Training and Development8.1 Orientation8.2 Training : Concept and process 8.3 Methods of training9.1 Training delivery systems9.2 Evaluation of training9.3 Training in various Indian Companies9.4 Development : Concept and approachesReadings:Bratton & Gold (2007) : Human Resource Management Ch 7.Bohlander & Snell ( 2007) : Managing Human Resources Ch 6.Dessler (2005) : Human Resource Management Ch 8.

Case:Reinventing the Wheel at Apex Door Company; HRM(11th edition) Dessler,Varkkey, page 329-330

Managing Compensation10.1 Compensation: Overview, equity issues and types.10.2 Determinants of Compensation10.3 Job Evaluation : Concept & methods10.4 Job pricing 11.1 Pay grades, pay ranges and wage curve11.2 Broad banding 11.3 Competency-based Pay

Readings:Aswathappa (2008) : Human Resource & Personnel Management Ch. 11.Bohlander & Snell ( 2007) : Managing Human Resources Ch 9. Dessler (2005) : Human Resource Management Ch 11.

Article Review:V A Ansari, Reforming the CEO compensation, Indian Management, Nov 2007,

Pp. 54 – 57.

Establishing Strategic Pay Plans & Incentive Rewards

12.1 Strategic Reasons for Incentive Plans12.2 Types of incentive plans 12.2.1 Individual 12.2.2 Group 12.2.3 Enterprise13.1 Indirect compensation13.2 Features & Benefits13.3 Cafeteria plans13.4 Administration of Benefits & Services.

Readings:

88

VIII

IX

X

XII

XIII

14

15

16

17-18

19-20

Aswathappa (2008) : Human Resource & Personnel Management Ch. 12Bohlander & Snell ( 2007) : Managing Human Resources Ch 9.Dessler (2005) : Human Resource Management Ch 12

Industrial Relations & Trade unions

14.1 Industrial relations

14.2 Nature & importance14.3 Parties to IR14.4 Trade unions14.5 Concept & trade union movement in India

Readings:Aswathappa (2008) : Human Resource & Personnel Management Ch. 22.Bratton & Gold (2007) : Human Resource Management Ch 7.Bohlander & Snell (2007) : Managing Human Resources Ch 14.

Organizational Exit15.1 Reasons and strategic issues15.2 Layoffs and strategies to avoid layoffs15.3 Exit interview15.4 Retention : Importance & strategies for retention

Readings : Mello (2002) : Strategic Human Resource Management Ch 13.Case: Separation nightmare by V Rai. Human Capital, December 2005. Pp. 44-45, 47

International HRM16.1 Concept and significance 16.2 Domestic HRM vs IHRM 16.3 International staffing16.4 Training : process and design16.5 Performance Management : Complexities & challenges16.6 Managing Expatriation

Readings:Ashwathappa (2005) : Human Resource & Personnel Management Ch. 28.Bohlander & Snell ( 2007) : Managing Human Resources Ch 12.Dessler (2005) : Human Resource Management Ch 17.

Article Review:The Challenge of Managing Homecoming by Andrew Dutta and Pradeep

Krishnatray. Indian Management, Feb’ 2006. Pp. 28-38.Contemporary Issues in HRM

17. Human Resource Information System : Application and Implementation18 Corporate Blogging ; Issues, Implications and Effectiveness

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Report discussion and presentation

PEDAGOGY It will be a judicious mix of lectures, case analysis & discussion, article reviews, assignments & presentations by the students.EVALUATION The course will be evaluated on the following basis:End-Term Examination: 60 MarksInternal Assessment: 40 Marks to be bifurcated as follows: Internal EvaluationAttendance & Class Participation: 10 MarksArticle Review : 05 MarksExercises and Caselets : 05 MarksLive Projects (Group) : 10 MarksPresentation (Group) : 10 Marks GROUP PROJECT GUIDELENES

On the instructions of the instructor, identify 3 organizations with a well-established HRM department

Conduct a primary study and try to understand the human resource activity of the organizations in all the areas covered in the syllabus

Compare and contrast their HR practices & present a view on the best practices being followed in every functional area.

The emphasis is on group activity, whereby every member of the group has to be actively involved in the project

READINGS

ICMR Case studies in Human Resource Management, Vol III , 2004.

Bratton & Gold, Human Resource Management : Theory & Practice, Pal grave Mac Millan, 2007.

D.A. Decenzo & S.P. Robbins, Human Resource Management, John Wiley & Sons, Inc., 2001 edition

George W. Bohlander Scott A. Snell Managing Human Resources, Thompson South Western 14th Edition , 2007.

Gary Dessler, Human Resource Management, Pearson Education, 2009

Jeffrey A Mello, Strategic Human Resource Management, International Thomson Computer Pres, 2002.

Jyothi & Venkatesh, Human Resource Management, Oxford University Press, 2007.

K Ashwathappa, Human Resource and Personnel Management, Tata McGraw Hill, New Delhi, 2008 edition

Robert L. Mathis & John H. Jackson Human Resource Management, Thompson South Western, 12th Edition, 2008

Wayne F. Cascio, Managing Human Resources, Tata McGraw Hill, New Delhi, 2006 edition

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHITwo Year (Full-Time) Post Graduate Diploma in Management

Semester-III

Course Code: 1304 Course Title: Corporate Finance II

Academic Session: 2010-11 Instructor: Dr. Ashish Garg

Course Objective - The purpose of this paper is to familiarize students with decision-making tools used by financial managers to analyze and resolve the opportunities and challenges an organization faces. It aims to cover certain topics already dealt with in CF-I, in greater detail, apart from introducing several advanced topics in corporate finance like derivatives, corporate restructuring and international finance. The course presupposes that students are conversant and are well versed on the issues already covered in the first part of this paper (CF I).

Course Outline – Module Session

No.Topic

1.Capital Budgeting

1 -4 Capital Budgeting (4 Sessions)– Nature, Importance and Types of Investment Decisions, Capital Budgeting Techniques (Cash Flow Based Measures and Accounting Information Based Measures), Why is NPV a better evaluation technique compared to IRR? Risk analysis in Capital Budgeting, Sensitivity and Scenario Analysis, Decision Tree Approach. Limitations of the NPV method, the Real Options Approach.

Readings Van Horne: chapter – 6,7 Brealey, & Myers: chapter -9,10,11,12 Brigham and Ehrhardt: chapter – 10,11,12 Aswath Damodaran: chapter – 10,11,12

Case Study: Compass Records2. Dividend

Decisions5-6 Dividend Decision (2 Sessions)– (Ir) Relevance debate,

Theories on Dividends, Empirical studies on dividend paying behavior,

Readings Brealey and Myers: chapter- 16 Damodaran A: chapter 20, 21 Van Horne: chapter -11 Brigham and Ehrhardt: chapter- 18

Case Study: Gainesboro Machine Tools Corporation3. Cash

Management

7 Cash Management (1 Session)– Importance of CM, Motives for holding cash, Cash planning, Managing cash collections and Disbursements, Investing surplus cash I securities.

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Readings Van Horne: chapter - 14 Aswath Damodaran: chapter - 14

4.Accounts Receivables

8-9 Management of Accounts Receivable (2 Sessions)– credit policy, variables in credit policy, monitoring receivables.

Readings Van Horne: chapter - 15

5.Inventory Management

10 Management of Inventory (1 Session) – Motives of holding inventory, Inventory Management, deciding optimal level of inventory, EOQ Model,, Uncertainty and safety stocks, inventory monitoring and control.

Readings Van Horne: chapter – 15 Srivastava and Mishra – 22 Pandey - 29

6. Market Efficiency

11 Market efficiency in the context of corporate finance (1 Session)– Concept of Market efficiency (Rationality), Forms of market efficiency, efficient markets and its implications.

Readings Bodie, Kane, Marcus, Mohanty-Chapter 12

Case Study: Bill Miller and Value Trust7. Leasing

and Hire Purchase

12-13 Leasing and Hire Purchase (1 Session)Readings

Van Horne: chapter – 18 Brealey, & Myers: chapter -26 Brigham and Ehrhardt: chapter – 20

Case Study: Primus Automation Division 20028. Corporate

Restructuring

14-15 Corporate Restructuring (Mergers or Acquisitions) (1 Session)– Motives behind mergers, a cost benefit analysis of restructuring, mechanics of a merger, takeover battles and strategies

Readings Van Horne: chapter – 23,24 Brealey, & Myers: chapter -32,33 Brigham and Ehrhardt: chapter – 25 Aswath Damodaran: chapter - 26

9. Financial Derivatives

16 Financial Derivatives (1 Session)– An IntroductionReadings Brigham and Ehrhardt: chapter – 23Aswath Damodaran: chapter - 27

10 Project Study

18-20 Group Presentations

Self Study

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Sources of finance

Long-term sources of finance, hybrid instruments, Venture Capital Financing.

Readings I M Pandey, Financial Management 8th ed, Vikas

Publishing House, chapter - 28, 29, 31,Management

of Financial Services

Overview of Various Financial Services Khan, M.Y., Financial Services, Tata McGraw Hill

International Financial Management

International Financial Management - An OverviewReadings Van Horne: chapter - 25 Brigham and Ehrhardt: chapter – 26

LEARNING RESOURCES:Recommended Readings

Berk and DeMarzo, Financial Management, 2008 (First Edition), Pearson Education, India. Brealey, Richard & Myers. Stewart : Principles of Corporate Finance.2007 (Eight Edition), Tata

McGraw Hill. Brigham and Ehrhardt, Financial Management: Text and Cases , 2009 (Third Edition). Thomson

South West Publications. Chandra, Prasanna: Financial Management - Theory & Practice. 2008 (4th Edition), Tata

McGraw Hill. Damodaran, Aswath : Corporate Finance - Theory & Practice. 2009 (Second Edition) John

Wiley & Sons. Khan and Jain, Financial Management: Text, Problems and Cases, 2008 (Fifth Edition), McGraw

Hill Publication, Delhi. Pandey, I.M. Financial Management, 2006 (Ninth Edition), Vikas Publications, India. Van Horne, James c.: Financial Management & Policy, 2009 (Twelfth Edition), Prentice Hall of

India. Ross, Westerfield and Jaffe: Corporate Finance, 2008 (seventh Edition), Tata McGraw Hills,

Delhi. Srivastava and Mishra, Financial Management, 2009, Oxford University Press.Cases: Srivastava and Mishra, Financial Management, 2009, Oxford University Press. Bruner, Robert F., Case Studies in Finance, 2008 (Fifth Edition), Tata McGraw Hills

Publication, Delhi. Kester, Ruback and Tufano, Case Problems in Finance, 2008 (12 th Edition), Tata McGraw Hills

Publication, Delhi.

Pedagogy:The teaching methodology will be a mix of lectures, assignments, case analysis and discussion,

problem sets, self study, projects, and presentations by students.

Evaluation: End term 60marksInternal Assessment 40marks

4. Individual Assignment 105. Group Assignment 10

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6. Announced/Surprise Quizzes / Tests 104. Case solution and Discussion 10

Individual AssignmentPick up a company and analyse the dividend policy of the company for past 5 years with the help of

the annual reports of the company.

Group Assignment Pick up a sector, collect the financial statements of last 5 years of major companies in that sector and

go for ratio analysis of those companies.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHITwo Year Full-Time Post Graduate Diploma in Management

PGDM (TRIMESTER III)

Course Code: 1305 Course Title: Marketing Research

Session: 2010-11 Instructor : Kirti Sharma

COURSE OBJECTIVE:

The objective of this course is to provide the students an insight into the scope and extent of application of marketing research as an information providing activity for the purpose of management decision-making It is designed to equip the students with the basic understanding of research methodology and modern analytical tools.

COURSE CONTENTS:

Module No

Session No./s

Topic & Reading/s

1 1-2 1.1 Nature and scope of marketing research 1.2 Role of Marketing Research in Marketing:

Information Systems and Types of Research

ReadingsBoyd –Marketing Research – Chapter 1Malhotra, N. – Marketing Research – An Applied

Orientation – Chapter 1

2 3-4 2.1 Overview of research process.2.2 Problem formulation & developing an approach.2.3 Components of approach & research objectives.

Readings

Malhotra, N. – Marketing Research – An Applied Orientation – Chapter 2

Case Study: Nike Sprints Ahead of the Competition, Yet Has A Long Way to Run

3 5-7 3.1 Types of research designs – Exploratory, Descriptive & Causal (Experimental).

3.2 Designing the research project.

3.3 Potential sources of error- random sampling error and Non-sampling error.

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Readings

Malhotra, N. – Marketing Research – An Applied Orientation – Chapter 3-7

4 8 -9 4.1 Scales of measurement – Comparative Scaling and Non- comparative scaling techniques.

4.2 Questionnaire design for data collection and Scale Development

ReadingsMalhotra, N. – Marketing Research – An Applied

Orientation – Chapter 8,9,10

Case Study: Candy is Dandy for Hershey

5 10- 11 Sampling : Design and procedures .

5.1 Sampling an introduction, 5.2 Sampling procedures- Probability and

Nonprobability 5.3 Sampling techniques and sample size , complex

sampling procedures.

Readings

Malhotra, N. – Marketing Research – An Applied Orientation – Chapter 11 & 12

Boyd & Westfall - Chapter 10

6 12 - 13 Data collection and preparation

6.1 Frequency distribution, 6.2 Cross- Tabulation and Formulation of Hypothesis 6.3 Hypothesis Testing6.4 T-test, Analysis of Variance and Covariance

Readings

Malhotra, N. – Marketing Research – An Applied Orientation – Chapter 15, 16

Boyd & Westfall - Chapter 14

Case Study : Fragrances are Sweet but competition is bitter

7 14 7.1 Bivariate and multiple correlation and regression and its applications in various marketing

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situations

Readings

Boyd & Westfall –Chapter 15Malhotra, N. – Marketing Research – An Applied

Orientation – Chapter 17

8 15 - 16 8.1 Applications of multivariate data analysis techniques like, factor analysis, cluster analysis, multidimensional scaling and conjoint analysis in marketing.

8.2 Logistic Regression

Readings

Malhotra, N. – Marketing Research – An Applied Orientation – Chapter 18, 19, 20,21

Boyd & Westfall –Chapter 16, 17

9 17 9.1 Marketing research and applications in the area of sales management , segmentation , product research test marketing & advertising research.

9.2 Cases using SPSS & Exercises on Factor analysis, ANOVA.

Readings

Boyd & Westfall –Chapter 19,20,21,22

8 18-19 Reporting research findings , written report guidelines

Presentation of data.

Readings

Malhotra, N. – Marketing Research – An Applied Orientation – Chapter 22

10 20 End-Term Project Presentations

PEDAGOGY:Lectures, Cases, Individual assignments, SPSS Practical exposure and presentations by students. The teaching in the sessions will comprise of interactive lectures and discussions on the given case-

studies, and lectures. The main objective of the course being the application of earlier learnings in functional areas. The lectures will be restricted to integration aspects and on the concepts relevant to the case as the solutions to the theory and cases. Complete understanding of the key issues are desired only after substantial class debate and discussions i.e. learning from one another. Assignment should be submitted on time as per the instructions given in the class.

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EVALUATION PAREMETERS:Marks

End-term examination 60Internal evaluation 40

Internal Evaluation will be based on

Cases 10Project (group) 10Tests/ Quizzes 05Assignment (individual) 05Attendance & Class participation 10

Articles:

1. Shannon Anderson, Lisa Klein Pearo and Sally K. Widener, ‘Drivers of Service Satisfaction:

Linking Customer Satisfaction to the Service Concept and Customer Characteristics’, Journal of

Service Research, Vol.10, 2008; p 365

2. Jham Vimi & Khan Kaleem Mohd, “Customer satisfaction in the Indian banking sector: A

Study”, IIMB Management Review, March 2008: pp 84-93

3. Jamal Ahmad, Naser Kamal, “ Customer satisfaction and retail banking: an assessment of some

of the key antecedents of customer satisfaction in retail banking”, International Journal of Bank

marketing, Vol.20, April 2002: pp146-160

4. Byung Chul Shine, Jongwon Park, And Robert S. Wyer Jr., “Brand Synergy Effects In Multiple

Brand Extensions”, Journal Of Marketing Research

Vol. XLIV (November 2007), 663–670.

5. Martilla John A. & James John C., ‘Importance-Performance Analysis’, Journal of Marketing,

January 1977, pp. 77-79.

Readings:

1. Aaker DA and Day GS – Marketing Research – John Wiley & Sons Inc. – 7th Edition.

2. Boyd HW &Westfall R – Marketing Research – Text & Cases – Richard D. Irwin Inc. – 7 th

Edition.

3. Burns A.C. and Bush R.F. – Marketing Research – Prentice Hall.

4. Malhotra N.K. – Marketing Research : An Applied Orientation – Pearson Education – 4th Edition

5. Easwaran, S. and Singh, Sharmilla J. – Marketing Research- Concepts, Practices, and Cases98

6. Nargundkar Rajendra – Marketing Research- Text and Cases, 3rd Edition

7. Hair, Joseph F, ‘ Marketing Research: Within a Changing Information Environment’, 2nd Ed.,

New Delhi, Tata McGraw Hill, 2003.

Handouts and other reading materials will be provided as and when required.

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Two Year (Full-Time) Post Graduate Diploma in Management

Trimester-III

Course Code: 1306 Course Title: Operations Management

Academic Session: 2010-11 Instructor:

COURSE OBJECTIVES:

Facilitating students to understand the fundamental concepts and techniques necessary for attaining

world-class performance in manufacturing and service operations while achieving corporate

competitiveness. The course deals with the focus of the production system as it goes through

from its berth-to-maturity in its life cycle. The key issues will be discussed under three broad

areas in decision-making: the strategic decisions, tactical planning and operational planning and

control decisions.

COURSE CONTENTS:

Module No. Sessions Topic & Reading/s

1 1 Introduction to Operations Management

What is Operations Management ? Production System, Transformation Processes Difference in good and services Operations Strategy Operations Competitive Dimensions Order Winners and Qualifiers Strategic fit –Fitting operational Activities to strategy Case discussion: South West Airlines

Readings: Operations Management, Chase, Ch. 1-2 Russell & Taylor III, Ch.1

2 Designing Operations2-3 Product design, Process Analysis and Process selection

Process Analysis Product Design and Process Selection- Manufacturing-Product Design Process -QFD

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-Process selection Product Design and Process Selection-services

Readings: Operations Management, Chase, Ch. 5-6 Operations Management, Heizer & Render, Ch. 5

4 Facility Location Strategic importance of location Factor affecting location decisions Factor Rating method Centre of gravity method Transportation model

5-6 Facility Layouts Types of layout Product Layout: Assembly lines and line balancing Process and Cellular layouts Retail service layout Fixed position layout In-class exercises

Readings: Operations Management, Chase, Technical note 5, 10 Operations Management, Heizer & Render, Ch. 8 - 9 Operations Management, Russell & Taylor III, Ch. 5

3 Supply Chain Management

7 Supply Chain Strategy What is Supply Chain? Measuring supply chain performance Supply Chain Design strategy Decision phases of a supply chain

Readings: Operations Management, Chase, Ch. 9 Supply Chain Management, Sunil Chopra, Ch. 1-2

8 Strategic Capacity Management Capacity Management in Operations Capacity Planning concepts Determining Capacity requirements Using decision trees to evaluate capacity alternatives In-class exercises

Readings: Operations Management, Chase, Ch. 10 Operations Management, Heizer & Render, Supplement 7

101

9 Just-In-Time (JIT) and Lean systems JIT logic The Toyota Production system

-Elimination of waste-Respect for people

JIT Implementation requirements Case: Toyota’s JIT Revolution

Readings: Operations Management, Chase, Ch. 11 Operations Management, Russell & Taylor III, Ch. 11

4 Planning and Controlling the Supply Chain

10 Aggregate Sales and Operations Planning Overview of Sales and Operations planning Production planning strategies

-Chase strategy-Level strategy

In-class exercisesReadings:

Operations Management, Chase, Ch. 13

11 Materials Requirement planning (MRP) Master Production schedule Bill of materials (BOM) MRP system structure- Product structure tree- MRP schedule

In class exerciseReadings:

Operations Management, Chase, Ch.15 Operations Management, Heizer & Render, Ch.14

12-13 Inventory Control Purpose of Inventory Inventory costs Independent versus Dependent demand Inventory systems Fixed-Order quantity models Fixed-Time period models Price break models ABC Analysis In-class exercises

Readings: Operations Management, Chase, Ch.14 Operations Management, Heizer & Render, Ch.12 Operations Management, Russell & Taylor III, Ch. 10

14 Operations Scheduling Priority rules

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Scheduling n jobs on one, two and m machines Gantt charts Personnel scheduling in services In-class exercises

Readings: Operations Management, Chase, Ch.14 Operations Management, Heizer & Render, Ch.12 Operations Management, Russell & Taylor III, Ch. 10

15 Theory of Constraints (TOC) Goal of firm Performance measurements Bottlenecks and Capacity Constrained Resources Drum-Buffer-Rope Five Focusing Steps (FFS) for continuous improvement Group Presentations on TOC applications

Readings: Operations Management, Chase, Ch.17 “The Goal” By Goldratt E.M.

Pedagogy & Evaluation

The course will be taught in the way of lectures, discussions, case analyses, group presentations and

class exercises.

Team Formation

In this class you will give presentation in a team of no more than four people. Teams of more than four cannot be accepted under any circumstances. Each team will be assigned a topic and a presentation of 20 minutes will be taken.


End Term Examination 60% Group presentations, Case discussions, test, and participation 40%

Group Presentations 10%Class Participation / Attendance 10%Case Discussions 10%Tests 10%

Cases:

Copies of the cases will be provided in advance before the class while discussing the relevant module.

LEARNING RESOURCES:

Text Books

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Operations Management for Competitive Advantage, 11th ed. 2006, Chase – Jacobs – Aquilano, Tata Mc-Graw-Hill.

Operations Management, Russell & Taylor III, 5th ed. 2005, Pearson Education. Operations Management, Heizer & Render, 8th ed. 2008, Pearson Education Supply Chain Management, Sunil Chopra, Pearson Education.

Recommended additional readings: Goldratt, E.M. and Cox, J. (1992), The Goal, 3rd revised ed., Productivity and Quality Publishing

Private Limited, Madras. Operations Management, Krajewski, Ritzman & Malhotra, 8th ed., Pearson Education. Operations Management, Gaither & Frazier, 9th ed., Thomson South-Western.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENTPGPM (FULL- TIME) - TRIMESTER VI

Course Code: 1307 Course Title: Business Ethics Session: 2010-2011 Instructor:

OBJECTIVES

The course presents the theories that serve as the background for analysis of ethical behavior in business. It provides opportunities for practical application of those theories to current business situations. The focus is on learning to identify act on ethical problems in the work organization.

CONTENTS

* Introduction to business ethics; Ethics in the world of business;Utilitarianism; Kantian ethics

(Sessions-2)

ReferencesBoatright, J.R. (2003): Ethics and the conduct of businessVelasquez, M.G. (2002): Business Ethics- concepts and cases

* Theories of moral reasoning & justice approaches (Sessions-1)

ReferencesBoatright, J.R. (2003): Ethics and the conduct of businessVelasquez, M.G. (2002): Business Ethics- concepts and cases

* Corporate Social Responsibility (Sessions-1)ReferencesBoatright, J.R. (2003): Ethics and the conduct of businessVelasquez, M.G. (2002): Business Ethics- concepts and casesMilton Friedman- social responsibility of business is to increase its profitsRogene A.Buchholz (1989): the evolution of corporate social responsibility

* Whistle-blowing(Sessions-1)

Boatright, J.R. (2003): Ethics and the conduct of businessVelasquez, M.G. (2002): Business Ethics- concepts and casesNader, R. (1972): The anatomy of whistle blowingJames, G.G. (2001): Whistle blowing its moral justification

105

Ethics and Management- Ethical issues in strategic management, Operations Management, Marketing Management, Financial Management & Human Resource Management

(Sessions-1)

ReferencesBoatright, J.R. (2003): Ethics and the conduct of businessVelasquez, M.G. (2002): Business Ethics- concepts and casesHaretmanHoffmanKitson & Campbell

Ethical Dilemas at Work (Sessions-1)Boatright, J.R. (2003): Ethics and the conduct of businessVelasquez, M.G. (2002): Business Ethics- concepts and cases

Vedanta & Management(Sessions-1)

ReferencesNalini,VC.Dave- Vedanta & Management

* Extrracts fdrom Ramayan & Mahabarata (Sessions-1)

METHODOLOGY

The lectures & discussions, based on cases & incident4s bighlighting the practical business situations, classics from literature & films will be used as instruments for delivering the contents & will be announced in class.

106

ASSIGNMENTSGroup Assignments

Each group shall be assigned an article/novel/case on ethical dilemmas. The drama/enactment should focus on the characters & the dilemmas faced by them bile taking ethical, moral & justice approaches.

TughlaqAll my sonsValues in TensionSatyadasIs business bluffing ethicalManaging for organizational integrityThe Parable of the SadhuMy experiments with truth

Individual Assignments

Any article review based on ethical principles & issues.

EVALUATION

The course will be evaluated on following basisEnd-term examination 60 MarksInternal Assessment 40 Marks which will be further bifurcated as Under:

Internal evaluation

Attendance & class participation…………………. 10Individual assignments……………………………. .5Group assignments & projects …………………….25

SUGGESTED READINGS

Boatright, J.R. (2003): Ethics and the conduct of business

Bhatia, S.K. (2003): Business Ethics & Managerial Values-Concepts issues & dilemmas in shaping ethical culture for competitive advantage of organizations. Deep & Deep Publications, New Delhi.

Bradco, J.L. (1995): Business Ethics Role and Responsibilities. Irwin Publications.

Chakraborty, S.K. (1998): Values & ethics for organizations-theory & practice; Oxford University Press, Delhi.

Harman, L.P. (1998): Perspectives in Business Ethics, McGraw Hill Publications:

Hoffman, W.M (1995): Business Ethics-Readings and cases in corporate morality.MeGraw Hill Publications.

Kitson, A.C. (1996): The Ethical Organization. Macmillan.107

Shaw, W.H. (1999): Business Ethics, Wordsworth.

Sekhar, R.C. (1997): Ethical choices in business, Response Books, New Delhi.

Sherlekar, S.A. (1998): Ethics in Management, Himalaya Mumbai.

Velasquez, M.G. (2002): Business Ethics- concepts and cases

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHITWO-YEAR, FULL-TIME PGDM

TRIMESTER IV

Course Code: 2401 Course Title: Strategic Management IAcademic Session: 2010-2011

COURSE OBJECTIVES:The course on strategic management is designed to enable students:

To develop a general management perspective by understanding an organization's strategic situation

To help the students bring together all the functional skills that they have learned so far and critically examine an organization's external environment and internal working

To experience sets of multifunctional problems that confront top management. To help students understand the concept of strategy and strategic management process both at

business and corporate level To formulate various strategic options and evaluate them and select the most appropriate strategy To understand how to formulate their own useful "mental maps" of important issues, which

organizations are likely to face and also the intricacies of implementation.

COURSE CONTENTS

Module # Session # Topic & Reading/s

1 1-3 Country Analysis: A framework to identify and evaluate the national business environment Strategic management process versus Functional strategies

Country Analysis: A framework to identify and evaluate the national business environment by Prof I J Alexander Dyck HBS 9-797-092

Assignment: Map the analysis for India

Readings:

P Drucker, "The Theory of Business" – HBR Sep-Oct 1994 M E Porter, "What is Strategy?" – HBR Nov-Dec 1996 G Hamel, "Strategy as Revolution" – HBR Jul-Aug 1996 Eisenhardt & Hull, "Strategy as Simple Rules" – HBR Jan 2001 Mintzberg & Lampel, "Reflecting on the Strategy Process" – SMR

Spring 1999 2 4-5 Vision, Mission, Strategic Intent, Goals and Objectives

Readings: Collins & Porras, "Building Your Company's Vision " – HBR Sep-Oct

1996 Forest David & Fred David "It is time to redraft your mission

statement " – Journal of Business Strategy, Jan/Feb 2003 Hamel & Prahalad, "Strategic Intent" – HBR May-June 1989 Thompson & Strickland, Ch 2 Johnson & Scholes, Ch 3

109

Case: Infosys Technologies Limited: Going Global Kavita Abraham and Sumantra Ghosal, in Sumantra Ghoshal et al (eds.) World Class in India, Penguin Books, 2002.

3 6-8 Strategic Management Tools & ModelsReadings:

M E Porter, "The Five Competitive Forces That Shape Strategy?" – HBR January 2008, pp.79-93

M E Porter, Competitive Advantage, New York, Free Press, 1985, Chapter 2

M E Porter, "The Competitive Advantage of Nations" – HBR March-April 1990, pp.73-93

Brandenburger & Nalebuff, "The Right Game: Use Game Theory to Shape Strategy" – HBR July-August 1995, pp.57-71

Ohmae, Kenichi, The Mind of Strategist; Kazmi, Azhar, Business Policy and Strategic Management, 2/e, New

Delhi, Tata McGraw Hill, 2002, pp.252-262 Srinivasan, R, Strategic Management: The Indian Context, 2/e, New

Delhi, Prentice Hall of India, 2005, pp.107-119 Bowman, Cliff, Strategic in Practice, Hertfordshire, Prentice Hall

Europe, 1998, Chapter 2, pp.20-41 Johnson & Scholes, Ch 3 Evans & Wurster, "Strategy & The New Economy of Information" –

HBR Sep-Oct 1997

Case:Hindustan Lever Limited: Levers for Change Sumantra Ghosal and Charlotte

Butler, in Sumantra Ghoshal et al (eds.) World Class in India, Penguin Books, 2002.

4 9-10 Environmental Analysis (Broad external environment including political, economic, social and

technological factors affecting an industry and the organization within the industry will be assessed. Additionally, immediate external environment including industry/market, strategic group, competitors, complementors, substitutes, will include game theory and scenario planning)

Readings:

Evans & Wurster, "Strategy & The New Economy of Information" – HBR Sep-Oct 1997

Fred David, Ch 3 Brandenburger & Nalebuff, “The Right Game” – HBR Jul-Aug 1995 P Schoemaker, “Scenario Planning: A Tool for Strategic Thinking” –

SMR Winter 1995 Thompson & Strickland, Ch 3 Johnson & Scholes, Ch 3 Porter (1980), Ch 1, 8, 10

110

Case: Inside Intel Inside; Young me Moon HBS 9-502-083

7 11-12 Internal Analysis:(Resources, capabilities and competencies including core competencies, and

use of value chain and experience curve)Readings:

Rayport & Sviokla, “Exploiting the Virtual Value Chain” – HBR Nov-Dec 1995

M E Porter, “Strategy and the Internet” - HBR Mar 2001 Fred David, Ch 4 Hamel & Prahalad, 9 & 10 Johnson & Scholes, Ch 4 Porter (1985), Ch 2

Case: Ranbaxy Laboratories Limited: From Vision to Action Ghoshal et al in Sumantra Ghoshal et al (eds.) World Class in India, Penguin Books, 2002.

8 13-14 Corporate Strategy & Portfolio Analysis:Readings:

Campbell, Goold & Alexander, “Corporate Strategy: The Quest” – HBR Mar-Apr 1995

Collis & Montgomery, “Creating Corporate Advantage” – HBR May-Jun 1998

Fred David, Ch 3 Hax & Majluf, 7, 8 & 9

Johnson & Scholes, Ch 6

Case: Unilever’s Path to Growth Strategy: Is IT Working?by Arthur A. Thompson in Crafting and Executing Strategy (Thompson, Strickland, Gamble, and Jain, Tata Mc-Graw Hill, 2006).

Hindustan Lever Limited: The Spirit of Entrepreneurship in the Big-Small Company by Gita Piramal, Sudeep Budhiraja, and Sumantra Ghoshal in Sumantra Ghoshal et al (eds.) World Class in India, Penguin Books, 2002.

9 15-16 Strategies in Globalizing Markets:Readings:

Thompson & Strickland, Ch 6 Hitt, Ireland & Hoskisson, Ch 8 Porter (1990), Ch 2, 3, 4 Note On Marketing Strategy; HBS 9-598-061 by Professor Robert J.

Dolan

Case: Apple INC. 2008 by David B. Yoffie and Michael Slind HBS N9-708-480

111

10 17 Strategic Options, Evaluation and Choice:(Generic strategic alternatives, Exploring growth strategies and strategic

clock/compass)Readings:

Hax & Wilde, “The Delta Model” – SMR Winter 1999 Karina Funk, “Sustainability and Performance” – SMR Winter 2003 Jauch, Gupta & Gleuck, Ch 6 & 7 Thompson & Strickland, Ch 5, 10 Johnson & Scholes, Ch 7, 8 Bowman, Ch 2 Barney, Ch 5

Case: WIPRO Corporation: Balancing the FutureRamachandran, J. & Sumantra Ghosal in Sumantra Ghoshal et al (eds.) World

Class in India, Penguin Books, 2002.11 18-19 Strategic Implementation:

Readings:

Kaplan, Robert S & Norton, David P, “The Balance Scorecard Measures that Drive Performance” – HBR Jan-Feb 1992, pp 71-79

Kaplan, Robert S & Norton, David P, “Having Trouble with Strategy? Then Map It” – HBR Sept-Oct. 2000, pp 167-176

Kaplan, Robert S & Norton, David P, “The Office of Strategic Management” – HBR Oct. 2005, pp 73-80

Kaplan, Robert S & Norton, David P, “Measuring the Strategic Readiness of Intangible Assets Balance Scorecard Measures that Drive Performance” – HBR Feb 2004, pp 52-63

Kaplan, Robert S & Norton, David P, “How to Implement a New Strategy without Disrupting your Organization” – HBR March 2006, pp 100-109

Kaplan, Robert S & Norton, David P, “Using Balance Scorecard as a Strategic Management System” – HBR July-August 2007, pp 150-161

Kaplan, Robert S & Norton, David P, “Mastering the Management System” – HBR Jan 2008, pp 62-77

Kaplan, Robert S & Norton, David P, “The Balance Scorecard Measures that Drive Performance” – HBR Jan-Feb 1992, pp 71-79

Thompson & Strickland, Ch 12-13 Johnson & Scholes, Ch 10

Case: Hero Honda Motors (India) Ltd.: Is It Honda That Made It a Hero? By Kannan Ramaswamy, in in Crafting and Executing Strategy (Thompson, Strickland, Gamble, and Jain, Tata Mc-Graw Hill, 2006).

12 20 End Term Presentations:PEDAGOGY:The sessions will be a blend of interactive lectures and discussions on the given case and real life

projects. Students are expected to study the readings and the relevant chapters indicated under each topic before coming to the class.

112

The main objective of the course being the application of earlier learning in functional areas, the lectures will be restricted to integration aspects and on concepts relevant to the course. The solutions to theory, case and real life problems in this course are varied. A major objective of this course is to develop analytical skill in students. Students analyzing the given cases thoroughly and basing their discussions in the class on this analysis shall facilitate development of this skill.

For a better understanding of case analysis, discussion and presentation, students are advised to read 'A Guide to Case Analysis" in Strategic Management by Thompson & Strickland or "How to Analyze a Business Policy case" in Strategic Management by Fred. R. David.

EVALUATION:


Internal EvaluationCase Discussions and Written Submissions 10 marks

Real Life Project Presentations and Written Submissions 15 marksTests, individual assignments, quizzes etc. 5 marksAttendance and Participation 10 marks

Internal evaluation will be done on a continuous basis and students will be informally briefed from time to time about their progress. Formal evaluation results may however be announced only in the middle and at the end of the trimester.

BASIC READINGS:

A A Thompson & A J Strickland: Strategic Management, 111, Tata McGraw Hill Publishing Co. Ltd. 13th Edition, 2003

G Johnson & K Scholes: Exploring Corporate Strategy, Prentice hall of India Ltd., 6th Edition, 2002

Fred R David: Strategic Management, Pearson Education 2003 G Hamel & C K Prahalad: Competing for the Future, Tata McGraw Hill Publishing Co. Ltd.,

1994 M E Porter: Competitive Strategy, Free Press, 1980 M E Porter: Competitive Advantage, Free Press, 1985 M E Porter: Competitive Advantage of Nations, Free Press, 1990 A C Hax & N S Majluf: The Strategy Concept and Process H Mintzberg & J B Quinn: The Strategy Process T L Wheelen & J D Hunger: Strategic Management H Mintzberg, B Ahlstrand & J Lampbel: Strategy Safari P Ghemawat: Strategy and Business Landscape, Pearson Education, 2007 V S Ramaswamy & S. Namakumari: Strategic Planning J C Collins & J I Porras: Build to Last J Collins: Good to Great Sharon M Oster: Modern Competitor Analysis BJ. Nalebuff & A.M. Brandenburger: Co-optition R Das: Crafting the Strategy Azhar Kazmi: Business Policy and Strategic Management

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Lal Bahadur Shastri Institute of ManagementPGDM (Full-Time)-Trimester-V

Course Code: 2502 Course Title: Strategic Management-II

Session: 2010-2011

Objectives

The course is in continuation of the SM I course of Trimester IV.

Specific objectives of the course would be: Identify and define different types of competence. Understand the importance of integrating strategy implementation and strategy formulation. Understand the different organizational structures used to implement different corporate-level

strategies and business level strategies Understand strategic role of leadership in determining organizations directions. Analyse the strategy evaluation and control process.

Pedagogy

The pedagogy will consist of lectures, discussions, team project, team case-study analysis and presentations.

Text Books: Core Reading

(1) Exploring Corporate Strategy, Seventh Edition, by Gerry Johnson, Kevan Scholes, Pearson Education, 2007

(2) Management of Strategy, Concepts & Cases, by Michael A. Hitt, R. Duane Ireland & Robert E. Hoskission (HIH), South Western, Thomson Learning (Indian Print), 2007.

(3) Execution: The discipline of getting things done, by Larry Bossidy & Ram Charan, Crown Publishers, 2002.

Course Content

The Course Content is attachedCourse Content

Module Session Topic and Special Reading1 1 – 2 Reading:

1. Best Practice-Strategic Initiatives, Upto Code: Does your company’s conduct meet World Class standards. By Lynn Paine, Rohit Despande, Joshua D. Margolis & Kim Eric Betther.HBR, Dec 2005

2. What every CEO should know about creating new business. By David A. Garvin. HBR, July-August, 2004

3. Strategy Maps by Robert S. Kaplan & David P. Norton, Excerpt from Ch 1 & 2 in Strategy Maps: Converting

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Intangible Assets into Tangible Outcomes, HBS Press, Boston 2004

2 3 SWOT Analysis: Relevance to corporate strategy 3 4 – 5 Analysis of corporate strategies: stability strategies

BCG Model and EVA model4 6 – 7 Analysis of corporate strategies: strategy for managing change

Restructuring, Divestment, Turnaround strategy, Managing Radical change

Special Reading1. Ghoshal, S., and othes, Managing Radical Change, Panguin

Books 2002 2. P. Hersp and T.A. Stewart “Leading change when Business

is Good” HBR, December, 2004 5 8 Class Test6 9 – 10 Analysis of corporate strategies: Expansion strategies

Diversification, integration, M & A

Case: Tata Steel’s Acquisition of Corus, by V. Gupta and A. Harish ICMR Center for Management Research, 2010.

7 11 – 12 Mid-Term: Group Case Presentation8 13 Corporate level strategy, Business level strategy, Combination

strategy,Case : ONGC’s Growth Strategy , by V. Gupta and Aparna, Y.

ICMR Center for Management Research, 2004.9 14 – 15 Competition, Competitive Advantage and SCA

Porter’s Model, competitive position matrix, SCASpecial Reading1. A. Nag, Strategic Marketing, Macmillan India, 2008,

chapters 12 and 132. Hunt, S.C. and Morgan, R.M “The Comparative

Advantage; theory of competition” , Journal of Marketing, April, 1995

10 16 – 17 Strategy Implementation

Structural implementation(formal and informal), functional implementation, behavioural implementation

Case: Louis Gerstner- . The Man who turned IBM around. V. Gupta and K. Prashanth ICMR Center for Management

Research, 2003.

11 18-19-20

Strategy Evaluation and control Evaluation and Content process , evaluation criteria,

balanced scorecard Class Session-

1. Building a Strategy focused Organization by Robert S. Kaplan & David P. Norton, HBR, Sep, 1999

2. Mastering a Management System by Robert S.

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Kaplan & David P. Norton , HBR, Jan 20083. Control in an age of empowerment by Robert

Simons, HBR, March-April, 1995.

Special Reading1. Kaplan and Norton, “Using the Balanced Scorecard as a

strategic management system”, HBR, January-February. 1996

2. Kaplan and Norton, “Putting the Balanced Scorecard to Work”, HBR, February, 2000

Presentations

Evaluation:

End Term Examination 60 marksInternal Assessment 40 marks

Internal EvaluationCase Presentation 10 marks

Real Life Project Presentation 15 marksClass Test 10 marksClass Participation 5 marks

Internal evaluation will be done on a continuous basis and students will be informally briefed from time to time about their progress. Formal evaluation results may however be announced only in the middle and at the end of the trimester

PEDAGOGY:The sessions will be a blend of interactive lectures and discussions on the given case and real life

projects. Students are expected to study the readings and the relevant chapters indicated under each topic before coming to the class.

The main objective of the course being the application of earlier learning in functional areas, the lectures will be restricted to integration aspects and on concepts relevant to the course. The solutions to theory, case and real life problems in this course are varied. A major objective of this course is to develop analytical skill in students. Students analyzing the given cases thoroughly and basing their discussions in the class on this analysis shall facilitate development of this skill.

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Trimester – VI

Course Code: 2601 Title: Business HistoryAcademic Session:2010-2011 Faculty: Prof. G.L. Sharma/ Prof. S.P. Singh

OBJECTIVES:

Great organizations achieve sustainable growth and profits because they do what other organization don’t building upon and leveraging their capital. The rationale behind this course iis the belief that excellence is a integral part of organization strategy & organizational strategy implementation entails performing practical management tasks aimed at making things happen. The speed of change encourages organizations to be driven by flexibility, new reward approaches culture change & sustained growth. These are a few issues that this course is going to address.

INCIVIDUAL ASSIGEMENTS

A book review has to be done and submitted by the 10th of February. The book review has to be of a book which traces the history of the organization ( structure, leadership, systems, strategy, work processes, operating environment, culture, shifts in technology etc.)

Individual presentations of the book review shall take place for the 12th of February onwards.

GROUP ASSIGNMENTS

Each group has to identify a business house/company & have to submit the names of the two companies in order of preference by 31st January to the undersigned.

The synopsis of the project study (entire outline of the project & methodology) have to be submitted by the 2nd of February.

Does the business house think of the society & the nation or are they basically concerned about profit generation only.

What are the learning’s of the project for the individual & the group.

EVALUATION

Book Review Submission & Viva -30Project -70

25- Viva35- Written Report

EVERY STUDENT’S PRESENCE IN ALL THE PRESENTATIONS & VIVA’S HELD IN DUE COURSE IS COMPULSORY PAILING WHICH HE/SHE MAY NOT BE PERMITTED FOR THE FINAL PRSENTATION.

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THE FINAL PRESENTATION IS TO BE MADE ON OHP FOR 15min. FOLLOWED BY individual & group VIVA ALL the group members should be in possession of articles, report, news clippings, CD, audio/video recording of the interview, photographs in lend authenticity to the field work done. Credit shall be given duly to hard working students and groups. Every group needs to have an interview with the top man in the organization, as be alone can shed light on how the organization evolved & stands presently.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENTPGPM (FULL- TIME) - SEMESTER VI

Course Code: 2603 Course Title: Social Marketing Session: 2010-2011 Instructor: Prof. Joyeeta Chatterjee

COURSE OBJECTIVE:

The purpose of this course is to examine the issues of social responsibility in business and how marketing theory and techniques may be used to promote more environmentally and socially conscious business practices.

The importance of this subject in India is evident. Social ills like alcoholism, bias against widows, irresponsible driving, and pollution are widespread. Seen from a marketing perspective, social marketing intends to bring about a change in the behavior of the effected group for the betterment of the society as a whole.

Very few business schools in India have this course in their curriculum. LBSIM having taken a lead by introducing this course aims to:

Inculcate among students (future managers and citizens) a sense of awareness and responsibility towards social issues

To equip them for application of Marketing concepts & technologies in a formal and organized manner to tackle social issues.

COURSE CONTENTS:

Module No

Session No./s

Topic & Reading/s

1 1-2

3-4

Introduction to Social Marketing

1.1 Social Marketing: Concepts, Examples1.2 Nature and role of social campaigns: Idea, Attitude,

Practices and Behavior, designing successful social marketing campaigns.

1.3 Effecting Social Change, Concept of Product-Market Fit

1.4 Social Marketing Practices- India and abroad.2.1 Social Marketing Research

Assignment : Exercise on collection of Social

Marketing Campaigns and their content analysis

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for change agents, target adopter and identification

of issue. (Presentation using TVCs &

documentaries, print ads)

Article Review :

1. Health Communication, Social Marketing & Coke (Dr R Craig Lefebvre, 2006)

2. When is it Social Marketing? (Dr R Craig Lefebvre, 2006)

3. Graham, Dan J.; Graham, Judy F (2008) “Improving media campaigns promoting physical activity: the underutilized role of gender.” International Journal of Nonprofit & Voluntary Sector Marketing, Vol. 13 Issue 3, p205-213, 9p; DOI: 10.1002/nvsm.323; (AN 33995251)

4. Samu, Sridhar; Bhatnagar, Namita (2008) “The efficacy of anti-smoking advertisements: the role of source, message and individual characteristics.” International Journal of Nonprofit & Voluntary Sector Marketing, Aug2008, Vol. 13 Issue 3, p237-250, 14p; DOI: 10.1002/nvsm.326; (AN 33995254)

ReadingsSocial Marketing-Philip Kotler, Roberto (Ch-1,2,3)Kotler, P., Roberto, Ned and Nancy Lee – Social

Marketing: Improving the Quality of Life(Ch 1 & 2)

2 5-6 Analyzing the Environment

5.1 Mapping the Social Marketing Environment6.1 Target Adopters’ behavior6.2 Adoption Process: Learn-Feel-Do

Do-Feel-Learn Learn-Do-Feel Multipath Approach

6.3 Diffusion of Social Products6.4 Segmentation, Targeting & Positioning

Case Study: Black Cat and AIDS: Misconception or Reality?

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Article Review : 1. Michael Rothschild, J.M. Summen (1999).Carrots, Sticks & Promises: A conceptual framework

for the management of Public health and Social Issues Behaviour –

2. Beetles, Andrea; Crane, Andrew (2008) “Mapping out the field of gender and buyer-seller relationships: Developing a new perspective” Journal of Marketing Management, Feb2005, Vol. 21 Issue 1/2, p231-250, 20p, 1 chart; (AN 16063054)

Readings

Social marketing –Kotler, Roberto (Ch-4,5,6)

3 7-8 Real Life Project Presentation:

Application of the concepts learnt so far to the social issue identified for the end-term project and also list three broad objectives for your social marketing campaign and for each one an example of a kind of behaviour you want to see in your target adopters.

(Mid term evaluation- 1)

4 9-11 The Social Marketing Plan

9.1 Parts of Social Marketing Plan10.1 Concept of Social Product : Types and Design11.1 Distribution Channels for the Social Product : Distributing Tangible and Intangible, Managing Channel Conflict.11.2 The costs of adoption: Method of price setting, managing non-monetary costs of adoption.;

11.3 Promotion of the social product : Mass communication, selective communication, personal communication11.4 Attracting Human Resources : Staff, Volunteers

& Board Members11.5 Types of Social Marketing Funding, Sources of

funds

Readings121

Social marketing –Kotler, Roberto (Ch-7,8,9,10,11, 12)

Case Study

Social Communication: Using Star Power to Educate the Youth on HIV/ AIDS

Article review:

1. Social Marketing in the Social Change Marketplace. By: Andreasen, Alan R.Journal of Public Policy & Marketing, Spring2002, Vol. 21 Issue 1, p3-13, 11p; (AN 6569473)

2. Planning a Social Marketing Program, 20083. Strategies for the Base of Pyramid, Lessons from

Social Marketing, by Dr R Craig Lefebvre, BOP Markets & Strategies, November 2008, P 74- 79 (03M-2008)

5 12-13

Real Life Project Presentation :

‘Social Marketing Plan’ prepared for the social cause

identified for the real life project.

(Mid term evaluation- 2)

6 14-15 Program Implementation & Control

14.1 Organizing & Implementation Issues- Role of Govt., Local Self Govt & NGOs in Social Marketing

14.2 Control & Evaluation of Social Programmes

15.1 India’s leading Social Marketers: PSI (Population Services International),

HLFPPT (Hindustan Latex Family Planning Promotion Trust)

ReadingsSocial Marketing- Kotler, Roberto, Chapters

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http://web.ebscohost.com/ehost/viewarticle?data=dGJyMPPp44rp2%2FdV0%2Bnjisfk5Ie46bNRtKavSbSk63nn5KyP49i%2BTK2nrkewpq5Qnqi4SbKwskqet8s%2B8ujfhvHX4Yzn5eyB4rOrSq6mtFCuqLdJtJzqeezdu33snOJ6u9jzgKTq33%2B7t8w%2B3%2BS7TrOst0y1qaR%2B7ejrefKz5I3q4vJ99uoA&hid=106

16,17,18,19

Case Study:

1.Women Empowerment: A Case of Prabartana2.Evolution of a Sustainable PPP Model in the BOP

Market: Creating value for all

Article Review:

1. Sylvia Pirani and Tonn Reizes, ‘The Turning Point Social Marketing National Excellence Collaborative: Integrating Social Marketing Into Routine Public Health Practice’ J Public Health Management Practice, 2005, 11(2), 131- 138.

2. To profit or not to profit: Women Entrepreneurs in India Handy, Femida; Ranade, Bhagyashree; Kassam, Meenaz. Nonprofit Management & Leadership, Summer2007, Vol. 17 Issue 4, p383-401, 19p, 3 charts; DOI: 10.1002/nml.159; (AN 25353917)

7 16-20 Field Work & Real Life Project Presentation

Pedagogy:

1. The core of this course revolves around the real life group project. Project titles are to be finalized by Session no. 2. (Unit 1 completion)

2. The sessions will be conducted in the form of a team of 3 or more students covering the topic of the day in 30 minutes. This will be followed by inputs by faculty, discussion and linkage with other chapters/ topics.

3. Lectures and Article reviews

EVALUATION PAREMETERS:

Internal 50 marks Mid-term Evaluation of Project 15 marksFinal Presentation & Viva Voce 15 marksAttendance & Class participation 10 marksArticle Reviews and Individual Assignment 10 marks

External Final Examination 50 marks

Readings:

1. Kotler, P., Roberto, Ned and Nancy Lee – Social Marketing: Improving the Quality of Life – Sage Publications – 2nd edition.

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2. Kotler, Philip and Roberto,Eduardo L. - Social marketing – Strategies for Changing Public Behavior - The Free Press (Macmillan) -1989.

3. Andreasen, Alan R. - Marketing Social Change: Changing Behavior to Promote Health, Social Development, and the Environment - San Francisco: Jossey-Bass - 1995.

4. Khandwalla, Pradip N- Social Development: A New Role for the Organizational Sciences - Sage Publications -1988.

5. India 2003 : A Reference Annual Publication Division, Ministry of Information & Broadcasting, Government of India

6. “Development of Weaker Sections”, Chandu Subba Rao, D. Francis, Rawat Publication: 2000.

7. Teber, Merlin A and Sushma Batra - Social Strains of Globalization in India - New Concepts Publishers -1996

http://socialmarketing.blogs.com/r_craiig_lefebvres_social/2009/01/the-change-we-need-new-ways-of-thinking-about-social-issues.html

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHITWO-YEAR, FULL-TIME PGDM (FINANCE)

TRIMESTER IV

Course Code: 2402 Course Title: Investment Analysis & Portfolio Management

Academic Session: 2010-2011

COURSE OBJECTIVEThe objective of this course is to introduce the student to both the theory and applications of

Investment analysis and Portfolio management. The subject will give an in-depth insight into the techniques for valuation of securities and the management and control of portfolios of financial assets. Emphasis will be put on development of techniques that should be part of the tool kit of those interested in becoming professional investors and/or researchers in finance. The emphasis is laid on

(1) Portfolio objectives, (2) Trade-off between risk & return, (3) Industry sector analysis,(4) Company analysis and valuation (5) Portfolio formation,(6) Performance evaluation and(7) Efficient transactions,

COURSE CONTENTS

Module Session Topic/Reading

1. The Investment Spectrum

1-2 1.1 An overview of markets and instruments, various forms of investments, investment attributes, sources of investment uncertainties, approaches to investment decision–making.

1.2 Profile of Indian securities market, understanding trading systems in stock exchanges, rolling settlement, depository system and internet trading.

Reading: Bodie, Kane, Marcus, Mohanty-Chapter 1, 2, 3, 4 Elton & Gruber-Chapter 1, 2, 3 Reilly, Frank K. & Brown, Keith C.- Chapter 1 Charles P. Jones(9th edition) -Chapter 1, 2,3, 4,5 www.bseindia.com www.nsdl.com www.nseindia.com www.icicidirect.com www.sebi.gov.in

2. Risk & Return

3-4 2.1 Classification of risk, relationship between risk and return, Characteristic line, Capital Asset pricing Model

2.2 Arbitrage Pricing Theory, Single Index & multi 125


http://www.icicidirect.com/

http://www.nseindia.com/

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http://www.bseindia.com/


factor Models.Reading: Elton & Gruber-Chapter 4, 5, 6, 7 Bodie, Kane, Marcus, Mohanty-Chapter 5, 6, 7, 8, 9,

10, 11, 12 Sharpe, Alexander & Bailey-Chapter 9, 10, 11 Strong , Robert – A-Chapter 6, 7. Charles P. Jones(9th edition)- Chapter 6, 7, 8, 9

3. Efficient Markets

5-6 3.1 Efficient market theories, determinants of efficient market, strong, semi-strong and weak forms of market efficiency, Random Walk Theory,

3.2 Empirical validation of asset pricing models and market efficiency, behavioural aspect in financial market.

Readings: Bodie, Kane, Marcus, Mohanty-Chapter 12 Elton & Gruber- Chapter 17 Sharpe, Alexander & Bailey-Chapter 4 Charles P. Jones(9th edition)-Chapter 12

4. Security Analysis

7-10 4.1 Fixed Income Securities: Bond prices and yields, term structure and valuation, fixed income portfolio management.

4.2 Equity Shares: Valuation models.Readings: Charles P. Jones(9th edition)- Chapter 17, 18 Bodie, Kane, Marcus, Mohanty-Chapter 14, 15, 16 Sharpe, Alexander & Bailey-Chapter 5, 13, 14, 15 Strong, Robert – A-Chapter 13, 16

Case Study: Warren F. Buffet Investment 2005Case Study: GMO: The Value v/s Growth Dilemma

11-12 4.3 Fundamental analysis, Economy – Industry – Company framework Readings: Frank K. Reilly & Edgar A. Norton-Chapter 11, 12,

13 Bodie, Kane, Marcus, Mohanty-Chapter 17, 18, 19 Charles P. Jones(9th edition)-Chapter 11, 13, 14, 15Case Study: Mascom TelecomCase Study: Generation Investment Management

13-14 4.4 Technical Analysis, basic tenets, tools, Dow theory, charts and trend lines, MACD and other models.

Readings TESTS OF TECHNICAL ANALYSIS IN INDIA.

By: Sehgal, Sanjay; Gupta, Meenakshi. Vision (09722629), Jul2007, Vol. 11 Issue 3, p11-23, 13p, 6

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charts; (AN 27024944) Donald E. Fischer & Ronald J. Jordan-Chapter 15 Charles P. Jones(9th edition)-Chapter 16Case Study: TDL Electronics

15-16 4.5 Derivatives: Forward, Futures, Options and Swaps

Nature, utility, risks and impact on portfolio choice

Readings: Bodie, Kane, Marcus, Mohanty-Chapter 20, 21, 22,

23 Charles P. Jones(9th edition)- Chapter 19, 20

5. Portfolio Management

17-20 5.1 Portfolio construction, analysis, diversification and optimal portfolio choice, efficient frontier, Markowitz & Sharpe portfolio optimization

5.2 Portfolio evaluation and revision, Portfolio protection

Readings: Elton & Gruber-Chapter 3, 8, 9 & 22 Sharpe, Alexander & Bailey-Chapter 6, 7, 8, 23, 24 Charles P. Jones(9th edition)- Chapter 21, 22 Bodie, Kane, Marcus, Mohanty-Chapter 24, 25, 26,

27 Strong, Robert A.-Chapter 21, 22, 23

6. Self Study 6.1 Portfolio management practices in Indian & International context.

Reading: Merbert B. Mayo-Chapter 226.2 Stock Market IndicesTypes, objectives, construction, revision, utility and

limitations, growing role of floating index with special emphasis on Morgan Stanley Composite Index.

Reading: Frank K. Reilly & Keith C. Brown-Chapter – 56.3 Stock index futures and options, stock futures

and options Reading Kolb, Robert-Chapter – 7, 8, 166.4 Carry forward trading & its experience in Indian

stock market 6.5 Bullions & Real Estate-Nature, significance and

impact on portfolio choice.

PEDAGOGYThe teaching methodology is based on lectures, case studies, guest lecture on some current topics in

this subject by some industry persons, active class participation through one major project on portfolio investment, real-life assignments involving thorough analysis and presentations.

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EVALUATIONThe course will be evaluated on the following basis:End Term Examination 60 marksInternal Assessment 40 marks

INTERNAL EVALUATIONThe internal evaluation of the students will be based on the following basis:Course project 10Individual assignments 10 Unannounced test / quiz 10Group Assignment 10

SUGGESTED READINGS Bodie, Zvi; Kane, Alex; Marcus, Alan and Mohanty, Pitabas (2009), Tata McGraw Hill Chandra, Prasanna (2005), Investment Analysis and Portfolio Management, Tata McGraw Hill Elton, Edwin J. & Martin J. Gruber (2002), Modern Portfolio Theory & Investment Analysis,

John Wiley. Fisher, Donald E. & Ronald J. Jordan (1995), Security Analysis & Portfolio Management,

Prentice Hall of India. Gupta, L.C. (1997), India’s Stock Market Crisis, Society for Capital Market Research &

Development. Jones, Charles P. (9th edition), Investments-Analysis and Management Reilly Frank K. & Keith C. Brown (2000), Investment Analysis & Portfolio Management, The

Dryden Press Sharpe, William F, Gordan. J. Alexander, Jeffery V. Bailey (2002), Investments, Prentice Hall of

India. Strong, Robert A. (2003), Portfolio Construction, Management & Protection, Thomson South

Western College Publication

Course Project (10 marks) There will be one major project dealing with asset allocation. All students will be working on this

project throughout the term, with sections due intermittently. We will apply the portfolio choice and diversification theory from class to some actual real-life scenarios. Extensive use will be made of Excel. The project must be done in groups. A final version of the project write-up must be submitted at the end of the trimester. All the groups would undertake the portfolio exercise involving the following dimensions: Portfolio objectives, Asset allocation, Identification of universe, Selection of securities, Portfolio construction, Portfolio revision, Portfolio performance evaluation, Portfolio protection

The final project report should contain all the above – mentioned sections.Submission date – shall be told in the class.DETAILS OF ASSIGNMENTSINDIVIDUAL ASSIGNMENTSIndividual Assignment 1: Article Review – Each Student is required to review one article during

the trimester. The article can be collected from any of the following journals or magazines: Economist Harvard Business Review Chartered Financial Analyst Finance India Applied Corporate Finance Vikalpa Journal of Finance Management Review Indian Journal of Financial & Research Decision Fortune India Vision

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The article review should be of around 1000 words and it should contain an executive summary of around 75 words. You are required to attach the copy of articles.

Submission date – will be told in the classIndividual Assignment 2: Prepare a list of different investment avenues in Indian context

highlighting the following characteristics: Return, Risk, Liquidity, Affordability, Other (e.g. taxability, optionality, etc.), This list should be updated as per the present market scenario.

Submission date – All the students should maintain this list as part of their course material and are required to bring the same in each class – deadline will be told in the class.

GROUP ASSIGNMENTSGroup Project 1:Fundamental analysis of selected companies in a particular industry as assigned to the groups.

This fundamental analysis should be carried out as per Economy – Industry – Company framework.

Technical analysis of selected companies. These companies would remain the same for each group as have been covered for fundamental analysis.

Submission date – The exact date would be announced after discussion in the class. But all the students are required to keep it ready before discussion in the class as they need to present their findings.

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Lal Bahadur Shastri Institute of Management, DelhiTwo Year Full Time Post Graduate Programme in Management (Finance)

Trimester – VI

Course code: 2602 Course : Management of Financial ServicesAcademic Session: 2010-11 Instructor: Prof. Prem Sibbal

OBJECTIVE

The changes taking place in the financial services industry have far reaching effects on our local and global economies. In view of these changes,the course aims at providing an in-depth understanding of the financial services industry as it exists and the forces governing its future. The emphasis is laid on integrating the theoretical and practical framework to analyze the forces that shape current and future developments in the financial services industry. Financial services are discussed in detail with special reference to India.

COURSE CONTENTS Module No. Session No./s Topic & Readings

1 1-2 Service Industry in IndiaDevelopments, Growth and Future prospects –

An Introduction; Financial Services Industry in transition, Financial services and Value Production, Asset Management, Information and Advisory Services, Financial Services and the Economy.Individual Assignment - Article

Review Announcement of Real Life Project

2. 3-6 Depository Institutions Commercial Banks Financial Sector Reforms. Role of RBI as Banking Regulator

Universal BankingDebit and Credit Cards.

CASE STUDY

3 7-10 Securities Firms and Merchant Banking.

New Issue Management, Pricing of Securities, Merchant Banking, Bought out Deals, private Placement and Book Building, Loan Syndication and Syndicated Loans

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CASE STUDY

4 11-12 Venture Capital Concept, stages of venture financing, criteria for

appraisal, methods of evaluation.

CASE STUDY

5 13-14 Factoring and Forfaiting,Concept and scope; need for factoring and

forfaiting; bills discounting and factoring;

GROUP PRESENTATIONS

6 15 Credit Rating

Need for credit rating; Scope and Methodologies of credit rating for financial companies, banks and financial instruments; limitations.

7 16 Mutual FundsStructure and functions of Mutual funds; types

of mutual funds. Performance evaluationof Mutual Funds Practical Problems and exercises

8 17 Leasing and Hire Purchase Case Study

9 18 Insurance Services-Role Of Insurance Regulatory Development Authority

10 19 Contemporary Issues- Internet Banking, Internet Trading in Securities Market Role of SEBI as regulator of Capital Markets.

11 20 Marketing of Financial Services- Guest Lecture.

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Non bank financial companies Banc assurance Micro Finance Bought out Deals (BOD), Private placement Leasing and Hire Purchase. Securitization

GROUP ASSIGNMENTS All the topics would be allocated to different groups andthey would visit the company and submit brief report one week prior to the date of presentation. Only after the clearance from the course teacher the presentation and discussion would be held in the class.

PEDAGOGYThe teaching methodology is based on active class participation and corporate interface through real

life projects, group assignments and presentations supplemented by the discussion in the class.EVALUATION


INTERNAL EVALUATIONThe internal evaluation of the students will be based on the following basis:Attendance & Class participation 10Individual assignment 10Class test and quizzes 10 End term Project (Group) 10

----40

SUGGESTED READINGS

Tripathy, N.P., Financial Services,,Prentice Hall of India Limited Paul Justin, Padmalatha Suresh, Management of Banking and Financial Services, 2007, Pearson

Education Agrawal, Peeush Ranjan,, Mutual Funds – A Comprehensive Approach, Orient Law House Financial Services and Markets – Dr. Punithavathy Pandian- Vikas Publishing House (P) Ltd. Perspectives on Financial Services –Subhomoy Das- Allied Publishers(P) ltd Merchant Banking and Financial Services- Dr S. Gurusamy Mcgraw Hill Education-Vijay

Nicole Imprints(P) Ltd Khan, M.Y., Financial Services, Tata McGraw Hill Agarwal, Sanjiv, Investor’s Guide to Stock Market, Bharat Law House Agarwal, Sanjiv, Guide to Indian Capital Market, Bharat Law House Pandey, I.M.,, Venture Capital – The Indian Experience, Prentice Hall of India Saunders, Anthony, Financial Institution Management, Irwin McGraw-Hill, 3rd Edition Verma, J.C., Merchant Banking, Bharat Law House Pvt. Ltd. SEBI / RCI guidelines RBI Reports Indian Economic Survey CMIE Reports

There is no comprehensive book that covers all aspects of financial services. Students are required to update their knowledge of the subject through financial papers and business magazines. They may also refer to the following websites :

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www.sebi.gov.inwww.rbi..org.inwww.capitalmarket.comwww.amfi.org

INDIVIDUAL ASSIGNMENTS

Article Review - Each student is required to review one article during the trimester. The article can be collected from any of the following journals or magazines :

Economist CharteredFinancial analyst Fortune India Harvard Business Review Finance India Vikalpa

Management Review Decision Vision Applied Corporate Finance Journal of Finance Indian Journal of Financial Research

The article review should be of around 1000 words and it should contain an executive summary of around 75 words.

Term Paper Study on Pension Funds in India. Mergers & Acquisitions in banking sector/Mutual funds. NBFC’S Lease financing in India

GROUP ASSIGNMENTS

Real Life Project on the topics assigned in the class. This project should be submitted in report form and it should cover:

Conceptual background Operational mechanism Scenario in India and abroad Organization based study (as would be highlighted in the class)

Submission date - Each project is going to be presented in the class therefore, submission date announcement would be made one week in advance. On an average, one group would be assigned two topics during the complete trimester. The topics assigned to different groups are given below.

Group – I - Depositories // Credit ratingGroup – II - Universal Banking, Commercial Banking (Retailing) //

Venture Capital Group – III - New Issue management // Micro financingGroup – IV - Project appraisal by MB // Credit ratingGroup – V - BOD, Private placement // Credit cards Group – VI - Book building // SecuritizationGroup – VII - Mutual funds // Internet banking, Stock tradingGroup – VIII - Loan syndication & syndicated loans // Factoring &Forfaiting

All the students are advised to visit the companies in respect of the topics assigned to them. They should be ready with at least one topic by 15 th July., thereafter any students may be called for

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presentation with one day notice. The scope of these assignments would be discussed in the class. In case of any further clarification you may contact the undersigned.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHIPost Graduate Diploma in Management (Finance) - 2 Year (Full Time) Course

Trimester- VI

Course code: 2601 Course: International Financial ManagementAcademic Session: 2010-11 Instructor: Dr. Deepak Tandon

Introduction :This course aims at providing a conceptual framework within which key financial decisions of the

multinational firm can be analyzed. It aims at providing an insight into operations and functioning of foreign exchange markets. The course exposes the students to various strategies of hedging foreign exchange exposure. It also exposes students to dealing room concepts and intricacies connected with Forex trading. This course aims at providing a conceptual framework within which key financial decisions of the multinational firm can be analyzed. It aims at providing an insight into operations and functioning of foreign exchange markets, calculation of the Card rates in Forex Transactions .Also, the course will explore all traditional areas of International finance including preshipment and post shipment finance management, Forex Risk Management and Hedging Tools, SWAPS, Forwards, and Forex Derivatives. The course exposes the students to global markets, instruments and various strategies of hedging for the maximization of the shareholder’s wealth, Dealing Room Concepts, New instruments in arbitrage, hedging in the asset and liability management have been incorporated to give the students a real feel of the Forex trading and the intricacies connected therewith.

Learning Outcomes:

On completion of the module, the students would have acquired an understanding of how investment and financing decisions of the MNC are taken. The students would be able to take quantified foreign currency management decisions. At the end of the course students will be able to have a specialization in the international finance areas. A clear understanding of the following areas will be grasped by the students:

Overview of Forex Markets and Financial Management in a global context International System and Financial Markets –An Overview .

Exchange rate Mechanism and its working Empirics on Ready Rate mechanism Forward bookings, Cancellation , Rebooking

SWAPS and their Modelling . Cross Rate applications Forms of foreign currency exposure ( economic, transaction and translation ) Internal and External hedging techniques Introduction to Forex Derivatives Capital Investment Decision making in the Forex Derivatives Arbitrage & Risk Management Short/Long Term borrowings (ADR/GDR) Liability Management in Forex areas International Capital Budgeting

SESSION PLAN

Session

Topic Readings( Text)

1 Multinational Financial Management in a Global ESM 135

Perspective-Trends in the International Trade .

International Financial Markets :An Overview Carolina Valuation Model for a MNC for

International Cash Flows (2 currencies and Multi Currencies )

Chp 1

Madura Jeff, International Financial Management Chapter 1

2 - 3 Exchange Rate Mechanism and its Working : Purchase and Sales Transactions, Spot and Forward Transactions, Margins/SWAP points , FEDAI Rules ,Inter bank Quotations (Fineness of Quotations).Basis for Merchant rates – Principal Types of Buying and Selling Rates

Dealing Room Concepts NUMERICALS

ESM Chp 2

Madura Jeff, International Financial Chapter4,5

4-5 Foreign Exchange Markets :A. Features, Extent, Participants, Functions, Size,B. Nostro , Vostro and Loro accounts and

funding of accounts by A. D C. Characteristics of Global Foreign Exchange

Markets, Spot and Forward Market, Relationship between Spot and Forward Rates

D. Activities in the Forex Markets, Market Participants, Correspondent Banking. Indian Forex Market & its Structure, RBI and A.D Functions

E. Implications of FEMA . Eligibilities to residents .Non Resident Bank Accounts (NRO+NRE +FCNR+RFC )

ESM Chp 4

Apte PG ,International Finance

6-9 Exchange quotations in the International markets –Forward Margin/Swap Points . Cross Rates and Chain Rule .Inter Bank Deals – Cover deals ,Trading and Funding of Nostro accounts .Execution of Forward

Apte P.G., International Finance: A

136

Contracts ,Cancellation,Early Extension,Overdue Forward Contracts .

NUMERICALS

Business Perspective (2008)

Chapter 910-13 Exchange rate Risk Management :

Foreign Exchange Exposures : Transaction ,Translation and Economic exposures .Methods of Translation(Current/Monetary/Nonmonetary/Temporal/CurrentRates,,Economic Exposures (Unexpected Changes in Exchange rates /Real vs Nominal Exchange Rate /Impact of Cash flows/Managing Exposures .

NUMERICALS

ESM Chp 8,9,10

Madura Jeff, International Financial Management

Chapters 9-12.

14 Foreign Currency Derivatives : An Introduction to Currency Derivatives, Interest Rate & Currency Swaps, Currency Futures and Options

ESM Chp 5

15 Sourcing Debt & Equity Globally1 Medium & Long Term International Financing-Eurocurrency Markets, Development Banks and Multilateral Lending Agencies, FCCBs/ ADRs/ GDRs/ FIIsLoan Syndication Guarantees

ESM Chp 12 – 13

ClarkEphraim

International Financial Management . Chapter21,22,23

16-18 Short term Financing and Current Assets Management, Payment Methods and Short Term Credit, Inco terms, Documentary Collections, Documentary Credits Types of DCs and UCP 600 and ISBP , Transport Documents Short Term Export/ Import Financing Options(PC+PCFC+Export Guarantees +Bill Discounting +Overview of Forfaiting),ECGC Covers Available to Indian Corporates, GR/PP/SOFTEX/SDF Forms , reporting system

ESM

Chapter 23 References+

Jeff Madura RBI master

Circulars , ECM

137

–R-Returns, Regulations relating to Imports by FCD, RBI

19-20 Multinational Capital Budgeting :Complexities of Budgeting for a Foreign Project ,subsidiary vs parent perspective ,Factors , Adjusting Project assessment for Risk., Real Option Analysis

Mini case –Carlton’sChinese Market Entry

ESM Chapter 18

References Jeff Madura Chapter 14

PEDAGOGYIn-depth analysis of real-world case studies//Numericals and arithmetic ability exposes students to a

broad range of financial decisions covering numerous industries. All cases have been competed within the last two years. Students will be forced to make decisions that CFOs of multinational firms, country managers, portfolio investors, and entrepreneurs face when confronted with cross-border financial decisions.

EVALUATIONThe course will be evaluated on the following basis:End Term Examination 60 marksInternal Assessment 40 marks

INTERNAL EVALUATIONThe internal evaluation of the students will be based on the following basis:Attendance & Class participation 10Individual assignments 5Unannounced test / quiz 15Group Assignment 10

Books and References Readings

Text Book Eiteman, Stonehill, Moffet: Multinational Business Finance (ESM)(2007) 10th edition

Pearson education Madura Jeff, International Financial Management (2008),Cengage Learning

Other Texts Shapiro, A C, Multinational Financial Management,Wiley India Pvt .Ltd Tandon D. --Forex and Risk Management –Skylark Publications (2006) Siddaiah ,International Financial Management (2009),Pearson Education ClarkEphraim,International Financial Management (2009) Cengage Publications

Supplementary Texts Smith Clifford W, Charles Smithson and D.Sykes Wilford, The Handbook of Financial

Engineering J C Hull, Fundamentals of Futures and Options Markets (2003) Eun/Resnick: International Financial Management, Tata Mcgraw-Hill

138

Kim & Kim: Global Corporate Finance, 6e, Blackhill. Krugman and Obstfeld: International Economics: Theory and Policy 6e, Pearson Levi, M.D: International Finance, Thompson Rajwade, A.V.: Foreign Exchange International Finance & Risk Management, Academy of

Business Studies2003. Vij M-International Financial Management (Excel books) ,2009

]To keep up with the world of international finance try the following Web sites: CNN Finance The Financial Times The Economist Bloomberg Reuters RBI site-Master Circulars and notifications http://www.emecklai.com/

Pedagogy

The teaching methodology is a judicious blend of lectures, Practice Numericals and real life situation analysis and case discussion.

INDIVIDUAL ASSIGNMENTSIndividual Project 1: Article Review – Each Student is required to review one article during the

trimester. The article review should be of around 1000 words and it should contain an executive summary of around 75 words. You are required to attach the copy of articles.

Submission date – will be told in the class

GROUP ASSIGNMENTSThe Course consists of a paper on a topic of mutual agreement, which can be written individually or

in groups of up to four members. Regular class preparation, attendance, and participation are required.

Submission date – shall be told in the class.

________________________________________________________________________

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHIPost Graduate Diploma in Management (Finance) - 2 Year (Full Time) Course

Trimester- VI

Course code: 2633 Course : Financial EngineeringAcademic Session: 2009-10 InstructorThis course is a sequel to Financial Derivative Securities. The emphasis here shifts from

understanding and pricing simple derivative securities and their use in risk management to complex, multi-period derivative securities and engineering complex instruments out of traded contracts. The paper also deals at length on the valuation aspect of these instruments. The two main topic areas (in order covered) covered in this paper are: (1) derivatives and financial engineering and (2) real options

Course Outline – Module Session

No.Topic

Financial Engineering

1-3 Financial engineering processes and strategies – including asset/liability management, hedging and related risk management techniques, corporate restructuring and LBO, other equity based strategies like dividend capture strategies, asset allocation, portfolio insurance, program trading etc.

Marshall and Bansal (1992), Financial Engineering, a complete guide to Financial Innovations, Prentice Hall of India, Chapter – 20, 21, 22.

2. Exotics Options

4-7 Exotic Options - Non-standard Options, Forward start options, Chooser options, Barrier options, Binary Options, Look back options, Compound options, Shout Options, Asian Options, other complex options and their valuation.

Reference – Hull, John C (2006). Options, Futures and Other

Derivatives, Prentice Hall of India, 6e, Chapter 193. Over the

counter products

8-12 Multi period options-Caps, Floors, Collars, Captions, Swaptions; credit default swaps, total return swaps.

Marshall and Bansal (1992), Financial Engineering, a complete guide to Financial Innovations, Prentice Hall of India, Chapter –15.

Hull, John C (2006). Options, Futures and Other Derivatives, Prentice Hall of India, 6e, Chapter 27

2. Debt & Equity related products

13-15 Debt Market Innovations - including zero coupon securities, mortgage and asset backed securities, junk bonds; Equity and equity related products – including equity options, warrants, index futures and options. Hybrid securities.

Marshall and Bansal (1992), Financial Engineering, a complete guide to Financial Innovations, Prentice Hall of India, Chapter – 16, 17, 18, 19

140

4. Real Options

16-18 Real Options - Real Option Examples, Review of NPV, WACC, and Options, Comparison of Real Option and NPV, approaches to investment decisions, project mapping. Deferral options, Abandonment options, Contraction options, Expansion options, Compound options, Switching options.

References – The Options Approach to Capital Investment Dixit &

Pindyck, HBR, May-June 1995 Investment Opportunity as Real Option: Getting

Started on the Number Luehrman, HBR, July-Aug, 1998

Real Option Primer: A Practical Synthesis of Concepts and Valuation Approaches Hevert, Journal of Applied Corporate Finance, Vol 14, No 2, Summer 2001

Option Pricing Theory and its Applications Damodaran (refer to server folder)

Do Forgone Earnings Matter when Modeling and Valuing Real Options? A Black Scholes Teaching Exercise D Lander, Financial Practice and Education, Fall/Winter 2000

Estimating a Firms Cost of Capital: An Option Pricing Approach Hsia, Journal of Business Finance and Accounting, 18(2), January 1991

Uncertainty: The new rules of Strategy Amran and Kalutilaka, Journal of Business Studies, May-June 1999

Capturing the value of flexibility Amran and Howe, Strategic Finance, December 2002

Real Options and Strategic Decisions Copeland and Howe, Strategic Finance 2002

Real Options: Facts and Fantasy Damodaran (refer to server folder)

The Promise and Perils of Real Options Damodaran (refer to server folder)

What is not a Real Option: Considering Boundaries For the Application of Real Options to Business Strategy Adner and Levinthal, Academy of Management Review, 2004, Vol 29, No 1, 74-85

Real Life Project Presentations

19-20 Power point presentation on the topic assigned to various groups

Text Hull, John C (2006). Options, Futures and Other Derivatives, Prentice Hall of India, Fifth

Edition

141

Marshall and Bansal (1992), Financial Engineering, a complete guide to Financial Innovations, Prentice Hall of India

References Schwartz E S and Trigeorgis L (2001), edited Real Options and Investment under Uncertainty,

Classical Readings and Recent Contribution, MIT Press Copeland T and Antikarov V (2001), Real Options – A practitioner’s Guide, Texere Eales, B (2000), Financial Engineering, Macmillan Neftci S N (2005), Principles of Financial Engineering, Academic Press Mason et al (1995), Cases in Financial Engineering, Applied Studies in Financial Innovation,

Prentice Hall, New Jersey

EvaluationInternal Assessment - 40 marksEnd Term Examination – 60 marks

Project Presentations: Development of credit derivatives: implication on monetary policy & financial stability of a

developing economy Developing debt market in India: review & prospects Application of financial engineering in Indian market: what are the tools & techniques Scope of exotic options in India: review & prospects Credit default swaps: relevance in today’s financial crises

142

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENTTwo Year Full-Time Post Graduate Diploma in Management

Trimester – IV

Course Code: 2411 Course: Corporate Restructuring, Mergers and Acquisitions

Academic Session: 2010-11 Instructor : Prof. Prem Sibbal

Learning ObjectivesThis course aims at imparting knowledge on various reasons for and the process of corporate

restructuring particularly through mergers & acquisitions and its evaluation. Valuation of companies and post-merger integration has been given special focus.

Session Plan


1. Introduction to Mergers and Acquisitions

1-3

- Framework for Mergers & Acquisitions, Major types

Of Mergers and Acquisitions - Motives and justification for mergers &

acquisitions, - Concept of Synergy. Approaches to formulating Strategy. - M&A strategy - BCG, Value Chain, Porter

Approach, Cost –Benefit analysis of M and A

2. Value Creation by

restructuring4-6

- Diversification & Conglomerates, Restructuring Strategies. - Types of Restructuring, Strategic Alliance,

Corporate Divestments and Disinvestments. Case Study.

3. Executing restructuring

process7-9

- Management Buyout (MBO), Leveraged Buyout (LBO),

Cross- Border M & A. - Reverse Merger, spin-offs, Takeovers-hostile and

friendly Defenses against hostile take over. . Case Study..

4. Valuation

10-14

- Corporate Valuation - Valuation Problems, - ESOPS and valuation problems - Various methods (FCF, DCF, Valuation of

Intangibles . -Exchange Ratio, Methods of Payment for M & A –

cash And Debt financing. Case Study.: GROUP PRESENTATION

143

5. . Compliance With Legal

requirements 15-16

- Due diligence-the purchase investigation, and related

Processes. -Legal & Regulatory framework of M & A , SEBI Takeover Code..

6. Accounting and Tax

Implications 17-18

- Accounting aspects for Mergers & Acquisitions . - Tax implications

7. Post-merger change

management

19-20

- Post-merger integration, - Human aspects, implications of organizational

cultural Changes. -Financial and accounting systems after merger Case Study

Suggested ReadingsCompulsory: “Mergers, Restructuring & Corporate Control” by J. Fred Weston, Kwang S. Chung and Susan

E. Hoag (Prentice Hall India) “Takeovers, Restructuring and Corporate Governance” by J. Fred Weston, Kwang S. Chung and

Juan A. Siu (Prentice Hall) Valuation by Aswadh Damodaran (John Wiley) Financial Management- MY Khan and PK Jain Tata Mcgraw Hill. Mergers, Acquisitions and Takeovers- H.R. Machiraju ,New Age International(P) Ltd. Mergers, Acquisitions and Corporate Restructuring by Prasad g. Godbole-Vikas Publishing

House(P) Ltd. Corporate Restructuring-Enhancing Shareholder Value –Ranjan Das and Udyan Kumar Bose-

Tata Mcgraw Hill .

References: “Mergers et.al” Issues ,Implications and Case Laws by S.Ramanajum (Tata McGrow Hill) “Mergers & Acquisitions of Companies” by P. Mohan Rao (Deep & Deep) “Readings in Mergers & Acquisitions” by Patrick Vaughan (Blackwell) “Corporate Finance: Theory & Practice” by Aswath Damodaran ( John Wiley) “Exploring Corporate Strategy” by Garry Johnson & Kevan Scholes (Prentice Hall India) Cartwright, Sue and Cary L. Cooper (1996), Managing Mergers, Acquisitions and Strategic

Alliances: Integrating People and Cultures,Butterworth- Heinemann Ltd., Second edition. Beckley, Peter J and Pervez N Ghauri (2002), International Mergers and Acquisitions- A Reader,

Thomson. Case Studies on Mergers and Acquisitions (2004), ICFAI Center for

Management Research. Advanced Corporate Finance –Chandrasekhar Krishnamurti and S. Vishwanathan PHI

Learning(P) Ltd. Mergers and Acquisitions from A to Z –Andrew J Sherman and Milledge A Hart. Valuation-Measuring and Managing the Value of Company Mckinsey and Co, Tom

Copeland ,Tim Koller. Law and Practice of Mergers and acquisitions Jayant M Thakur Snow white Publishers

144

Corporate Mergers, Amalgamations and Takeovers-J.C.Verma –Bharat Publishing House

Evaluation ParametersClass Tests (2) 10 marksAttendance 10 marksIndividual assignments 10 marksGroup assignments and presentation 10 marks End term examination 60 marks

PedagogyThe teaching methodology is a judicious blend of lectures, real life situation analysis, case

discussion and presentation by students of their project work and field study

145

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENTTwo Year Full-Time Post Graduate Diploma in Management

Trimester – IV

Course Code: 2411 Course: Corporate Restructuring, Mergers and Acquisitions

Academic Session: 2010-11 Instructor : Prof. Prem Sibbal

Learning ObjectivesThis course aims at imparting knowledge on various reasons for and the process of corporate

restructuring particularly through mergers & acquisitions and its evaluation. Valuation of companies and post-merger integration has been given special focus.

Session Plan


1. Introduction to Mergers and Acquisitions

1-3

- Framework for Mergers & Acquisitions, Major types

Of Mergers and Acquisitions - Motives and justification for mergers &

acquisitions, - Concept of Synergy. Approaches to formulating Strategy. - M&A strategy - BCG, Value Chain, Porter

Approach, Cost –Benefit analysis of M and A

2. Value Creation by

restructuring4-6

- Diversification & Conglomerates, Restructuring Strategies. - Types of Restructuring, Strategic Alliance,

Corporate Divestments and Disinvestments. Case Study.

3. Executing restructuring

process7-9

- Management Buyout (MBO), Leveraged Buyout (LBO),

Cross- Border M & A. - Reverse Merger, spin-offs, Takeovers-hostile and

friendly Defenses against hostile take over. . Case Study..

4. Valuation

10-14

- Corporate Valuation - Valuation Problems, - ESOPS and valuation problems - Various methods (FCF, DCF, Valuation of

Intangibles . -Exchange Ratio, Methods of Payment for M & A –

cash And Debt financing. Case Study.: GROUP PRESENTATION

146

5. . Compliance With Legal

requirements 15-16

- Due diligence-the purchase investigation, and related

Processes. -Legal & Regulatory framework of M & A , SEBI Takeover Code..

6. Accounting and Tax

Implications 17-18

- Accounting aspects for Mergers & Acquisitions . - Tax implications

7. Post-merger change

management

19-20

- Post-merger integration, - Human aspects, implications of organizational

cultural Changes. -Financial and accounting systems after merger Case Study

Suggested ReadingsCompulsory: “Mergers, Restructuring & Corporate Control” by J. Fred Weston, Kwang S. Chung and Susan

E. Hoag (Prentice Hall India) “Takeovers, Restructuring and Corporate Governance” by J. Fred Weston, Kwang S. Chung and

Juan A. Siu (Prentice Hall) Valuation by Aswadh Damodaran (John Wiley) Financial Management- MY Khan and PK Jain Tata Mcgraw Hill. Mergers, Acquisitions and Takeovers- H.R. Machiraju ,New Age International(P) Ltd. Mergers, Acquisitions and Corporate Restructuring by Prasad g. Godbole-Vikas Publishing

House(P) Ltd. Corporate Restructuring-Enhancing Shareholder Value –Ranjan Das and Udyan Kumar Bose-

Tata Mcgraw Hill .

References: “Mergers et.al” Issues ,Implications and Case Laws by S.Ramanajum (Tata McGrow Hill) “Mergers & Acquisitions of Companies” by P. Mohan Rao (Deep & Deep) “Readings in Mergers & Acquisitions” by Patrick Vaughan (Blackwell) “Corporate Finance: Theory & Practice” by Aswath Damodaran ( John Wiley) “Exploring Corporate Strategy” by Garry Johnson & Kevan Scholes (Prentice Hall India) Cartwright, Sue and Cary L. Cooper (1996), Managing Mergers, Acquisitions and Strategic

Alliances: Integrating People and Cultures,Butterworth- Heinemann Ltd., Second edition. Beckley, Peter J and Pervez N Ghauri (2002), International Mergers and Acquisitions- A Reader,

Thomson. Case Studies on Mergers and Acquisitions (2004), ICFAI Center for

Management Research. Advanced Corporate Finance –Chandrasekhar Krishnamurti and S. Vishwanathan PHI

Learning(P) Ltd. Mergers and Acquisitions from A to Z –Andrew J Sherman and Milledge A Hart. Valuation-Measuring and Managing the Value of Company Mckinsey and Co, Tom

Copeland ,Tim Koller. Law and Practice of Mergers and acquisitions Jayant M Thakur Snow white Publishers

147

Corporate Mergers, Amalgamations and Takeovers-J.C.Verma –Bharat Publishing House

Evaluation ParametersClass Tests (2) 10 marksAttendance 10 marksIndividual assignments 10 marksGroup assignments and presentation 10 marks End term examination 60 marks

PedagogyThe teaching methodology is a judicious blend of lectures, real life situation analysis, case

discussion and presentation by students of their project work and field study

148


Two Year Full Time Post Graduate Programme in Management

Trimester - IV

Course Code: 202 Course Title: Consumer BehaviorAcademic Session: 2010-11 Faculty : Kirti Sharma

COURSE OBJECTIVES:

The course objectives include:

Understanding the psychological processes that underlie consumer choices. To develop the understanding of the buyer decision making process, both individually and in

groups.

Studying characteristics of individual consumers such as demographics and behavioral variables.

Assessing influences on the consumer from groups such as family, friends, reference groups, and society in general.

Session Topic

1 - 3 Consumer Behavior: Its Origin and strategic Applications1.1. Consumer Behavior Concept1.2. Importance of Consumer Behavior1.3 Consumer Behavior & Marketing Management2.1 Contemporary Dimensions of Consumer Behavior 2.2 Consumer Decision Making & Marketing Implications3.1 Modeling Consumer Behavior3.2 Customer value, satisfaction and retention3.3 Consumer Research and Market segmentation

Chapter 1, 2 – Schiffman & KanukChapter 1, 2 – S. Ramesh Kumar

Case: 3.4 Call of the Mass Markets: The Indian Cell Phone Industry

4-5 Consumer Motivation4.1 Motivation as a Psychological force 4.2 Dynamics of motivation

5.1 Types and Systems of needs5.2 Measurement of motives

Chapter 4 – Schiffman & KanukChapter 6 – S. Ramesh Kumar

6-7 Personality and Consumer Behavior6.1 Theories of personality6.2 Brand personality – Indian brands

149

http://en.wikipedia.org/wiki/Consumer

7.1 Self and Self-Image7.2 Personality, Lifestyles (VALS) and Psychographics 7.3 Consumer Involvement and values

Case: 7.4 Hello Starbucks!


8-9 Consumer Perception8.1 Elements of perception 8.2 Dynamics of Perception: Perceptual Mapping9.1 Perception and Technological products 9.2 Marketing Implications – Price, Retail, Advt. and Product / Package Design

Chapter 6 – Schiffman & Kanuk

10-11 Consumer Learning & Memory10.1 Elements of Consumer Learning10.2 Memory 11.1 The Concept of Conditioning and Reality 11.2 Building relationship programmes,

Article Review: Gutman, J. “Means-End Chains as Goal Hierarchies”, Psychology & marketing.


12-13 Consumer Atitude Formation & Change

12.1 Linkages in Attitude Formation 12.2 Tri-component Model 12.3 Standard Learning Hierarchy13.1 Forming attitudes13.2 Attitude Models, AIDA Model13.3 Impact on Marketing Strategies


Case 13.4 Wal-Mart Knows Its Customers

14-15 Consumers in Social & Cultural Settings

150

14.1 Characteristics of Culture 14.2 Role of sub-culture15.1 Reference Group and Family influences15.2 Family Decision making and consumption related roles15.3 Social Class and Consumer Behavior

Chapter 8 & 9 – S. Ramesh KumarChapter 10, 11 – Schiffman & Kanuk

Case 15.4 Digitization = Customization

Article Review: Ramesh Kumar S., and Karan Bajaj (2002), “Cultural Dimensions and MNC Brands, “A Study in the Indian Context”, South Asian

Journal of Management, Vol.9, Issue 3, July-Sept. 39-55.

16-17 Consumer Decision Making

16.1 Levels of Consumer Decision Making16.2 Model of Consumers: Four Views of Decision Making16.3 Consumer in Market place : Outlet choice, Shopping orientation and style17.1 Relationship Marketing17.2 Consumer Gifting Behavior

17.3 Howard Sheth Model of Consumer Behaviour

Case 17.3 The Impact of BLOGS Chapter 16 – Schiffman & Kanuk

18 Consumer Influence & Innovation18.1 Diffusing Product meanings Globally18.2 Dynamics of Opinion Leadership

Chapter 7 – S. Ramesh Kumar, Article By Everett RogersEverett M. Rogers 1976 article

Case 18.3 We Have a Relationship – We BLOG

19-20 Student Live- Project Presentations

PEDAGOGY:

151

Focus will be on interactive class lectures Case studies will be used extensively, dates for student presentations will be indicated in the

class Brief student presentation on a regular basis to understand buying behavior in different

categories (through article review) End term project for student groups in consultation with faculty. The focus is on having in-depth

understanding of the buying behavior in a particular category. Other project areas are: in depth analysis of cultural dimensions for MNC brands entry into India (e.g. Santro, Levi Strauss, Kellogg etc.). Also, projects may be given about the impact of celebrity usage in commercials

INTERNAL EVALUATION:

Mid Term Test 05Live Project 10Case Study Presentation 10Article Review Presentation 05Class Participation / Attendance 10

ARTICLE READINGS:

1. Bearden, William O., and Michael J. Etzel (1982), “Reference Group Influence on Product and Brand Purchase Decisions,”Journal of Consumer Research, Vol. 9 (2), pp.183–194.

2. Kardes, Frank R. (1996), “In Defense of Experimental Consumer Psychology,” Journal of Consumer Psychology, 5 (3), 279–296.

3. Understanding Attitudes Toward and Behaviors in Response to Product Placement A Consumer Socialization Framework

4. Federico de Gregorio and Yongjun Sung Journal of Advertising, vol. 39, no. 1 Spring 2010), pp. 83–96.

5. S. Ratneshwar Allan D. Shocker June Cotte Rajendra K. Srivastava, “Product, person, and purpose: Putting the consumer back into theories of dynamic market behaviour”, Journal of Strategic Marketing ISSN 0965-254X print/ ISSN 1466-4488 online # 1999 Taylor & Francis Ltd

6. Peter C. Verhoef and Philip Hans Franses, “Combining revealed and stated preferences to forecast customer behaviour: three case studies”, International Journal of Market Research, Vol. 45 Quarter 4 pp.469

7. Richard P. Bagozzi & Utpal Dholakia, “Goal Setting and Goal Striving in Consumer Behavior”, Journal of Marketing, Vol. 63 (Special Issue 1999), pp.19-32

8. Sinha Piyush Kumar, “Shopping Orientation in the Evolving Indian Market”, Vikalpa, Vol.28 No.2 April to June 2003.

152

BOOK READINGS:

Consumer Behavior, 2004, Schiffman & Kanuk (8th Ed), Pearson Consumer Behavior, 2002, Loudon & Della Bitta (4th Ed), McGraw Hill Conceptual issues in Consumer Behavior: The Indian Context, 2003, S. Ramesh Kumar, Pearson Consumer Behavior, 2004, Hawkins, Best & Coney (9th Ed), McGraw Hill Consumer Behavior, 2002, Michael Solomon (5th Ed), Prentice Hall Consumer Behavior, 2009, Blackwell, Miniard and Engel (5th Edn.), Cengage Learning

153

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHIPGDM Trimester IV

Course Code: 203 Course Title: Marketing of Services

Academic Session: 2010-2011 Instructor: Prof. Joyeeta Chatterjee

COURSE OBJECTIVES:

Services are becoming the dominant economic driver in the Indian economy and are critical for

competitive advantage in companies from all industrial sectors. This course endeavors at

enabling students to apply marketing concepts and principles to the unique challenges and

opportunities of services marketing to create customer value. The basic aim of this course is to

Introduce services marketing as a separate and distinct area of marketing thought and practice

and help the students understand its powerful influence in competitive markets.

Recognize the vital role that services play in the Indian economy and its future.

Help students become proficient in analyzing and judging the merits of services marketing

strategies and assist in making strategic decisions in both business and consumer service

industries.

Make students sensitive to the importance of integrating marketing, operations and human

resource management for an effective service system.

COURSE CONTENTS

Module: 1

Sessions: 2

Understanding Service Markets, Products and Customers

1. Nature & Concept of Services Marketing; Distinctive Marketing Challenges of Services. 2. Building the Service Model- Planning, creating and branding of services, The Flower of Service.

3. Classifying Services. Service Marketing Mix and the extended P’s. 154

Readings:

A Marketing Approach to the Tourist Experience: Lena Massberg, Scandinavian Journal of Hospitality and Tourism, Vol. 7, No. 1, 59-75, 2007.

Critical Incidents Study of Customer and Employee Service Encounters: Namhee Kim, Asia Pacific Business Review, Vol. 13, No. 1, 1-20, Jan. 2007.

Module: 2

Sessions: 2

Educating Customers and Promoting the Value Proposition

1. The Role of Marketing Communication, Communicating Services presents both challenges and opportunities, Integrated Service Marketing Communication

2. Positioning services in competitive markets

Readings:

The role of internal branding in the delivery of employee brand promise Punjaisri, Khanyapuss; Wilson, Alan. Journal of Brand Management, Sep2007, Vol. 15 Issue 1, p57-70, 14p, 9 charts, 2 diagrams; DOI: 10.1057/palgrave.bm.2550110; (AN 26435842

Module: 3

Sessions: 2

Focus on Customers

1. Consumer Behaviour; Search, Experience and Credence attributes of services.

2. Managing customer expectations; Factors influencing customers’ expectations of service. Desired and Adequate service, Zone of Tolerance

3. Customer perception of services; Service Encounter, Service Quality Dimensions. Customer Satisfaction

Readings:

SSQSC: a tool to measure supplier Service Quality in Supply Chain: N. Seth, S.G. Deshmukh, Production Planning and Control, Vol. 17, No. 5, July 2006, 448-463

A review of strategic customer service management, By Novoa, Erving, G; Laurenceau, Myrna; Carraher, Shawn M; Allied Academic International Conference: Proceedings of the Academy of Strategic Management (ASM), Oct 2009,Vol 8, Issue2, P25-29, 5p (AN 47108192)

Satisfaction Strength and Customer Loyality: Murali Chandrashekaran, Journal of Marketing Research, Vol. XLIV, Feb. 2007, 153-163.

155

Module: 4

Sessions: 2

Understanding Customer Requirement:

1. Building Customer Relationships; Listening to Customers through Research; 2. Service Failure, Service Recovery Strategies and Empowerment ; Recovery Paradox.

Readings:

Understanding Service Recovery Satisfaction from a Service Encounter Perspective: A Pilot Study: C. Bashaff S. A fr. Journal of Business Management 2007, 38 (2).

Profitable relationships with key customers: how suppliers manage pricing and customer risk, By Ryals, Lynette, Journal of Strategic Marketing, June 2006, Vol 14, Issue 2, P 101-113

Antecedents to Complaint Behaviour: Beatriz Moliner Velazqnez, International Review of Retail Distribution and Consumer Research, Vol. 16, No. 5, pp 496-517, Dec. 2006.

Module: 5

Sessions: 2

Aligning Service Design and Standards

1. Service Innovation & Design, Physical Evidence & the Servicescape, Crafting the Service Environment

Service Blueprinting. Customer Defined Standards

3. Role of Technology in Services;

Readings:

Combining Service Blueprint and FMEA for Service Design: Pao – Tiao Chuang, The Service Industries Journal, Vol. 27, No. 2, March 2007, pp 91-104.

Self-Service Technology and the Service Encounter: Amanda Beatson, The Service Industries Journal, Vol. 27, No. 1, Jan. 2007, pp 75-89

Module: 6

Session: 2

Delivering and Performing service: 1. Employees’ role in service delivery. 2. Customers’ role in service delivery, Managing demand and capacity

156

3. Co-creation; Crowd Sourcing

Readings: New Service Development (NSD): Role of Customer Contact Executives: K. R. Jayasimha,

Rajendra Nargundkar and V. Murugaiah, VISION, Vol. 11, No. 2, April – June 2007.

Module: 7

Session: 2

Delivering Services through Intermediaries.

1. Role of Distribution in Services. Key Intermediaries for Service DeliveryDistributing Services Through Physical and Electronic Channels2. Channel Conflicts and Challenges of Distributing Services

Readings:

Boiling Frogs: Strategies for a manufacturer Adding a Direct Channel that Competes with the Traditional Channel: Kyle Cattani, Production and Operations Management, Vol. 15, No. 1, Spring 2006, pp 40-56.

Improving service delivery through integrated quality initiatives: A case study. Hickey, J.; Siegel, J. IBM Systems Journal, 2008, Vol. 47 Issue 1, p167-178, 12p, 2 charts, 1 diagram; (AN 31317892)

Module:8

Session 2

Implementing Profitable Strategies1. Improving Service Quality and Productivity Strategies;2. The GAPs Model-A Tool to Identify and Correct Service Quality Problems

Readings:

Measuring Retail Service Quality: An Empirical Assessment of the Instrument: Darshan Parikh, VIKALPA, Vol. 31, No. 2, April-June 2006.

Implications of service quality gaps for strategy implementation: Cândido, Carlos J. F.; Morris, D. S.. Total Quality Management, Dec2001, Vol. 12 Issue 7, p825-833, 9p, 1 chart, 3 diagrams; DOI: 10.1080/09544120120095927; (AN 5911179)

Module: 9

Sessions: 2

New Perspective in Services 157

New areas of services and their growth strategies;

Sessions: 2

Service Sectors Study (Live Projects)

Exposure to various growing Service Sectors: Banking, Insurance, Hospitality, Education, Telecom, Media, Entertainment, and Health Care.

Live-Project, Group Presentations on various sectors of services

All groups are required to come prepared for presentation of the project duly submitted earlier. All presentations shall be followed by Question-Answer session in the class.

Cases:

The Annapoorna Dabbawalla Company Ltd. (ADC) (Ref: Services Marketing, Rajendra Nargundkar, 2nd Ed.)

Jia Jaiwanti, A Service Consumer (Ref: Services Marketing- People, Technology, Strategy, Lovelock, Wirtz & Chatterjee, 2010, 6th Ed)

Google: Searching for Success on the Web,(Ref: Marketing, Etzel, Walker, Stanton and Pandit, 2010, 14th Ed)

Jollibee Foods Corporation (Ref: Services Marketing- People, Technology, Strategy, Lovelock, Wirtz & Chatterjee, 6th Ed)

Giordano: Positioning for International Expansion (Ref: Services Marketing- People, Technology, Strategy, Lovelock, Wirtz & Chatterjee, 6th Ed)

Home Solutions (India) Ltd- Kitchen Section, A Venture of Pantaloon Retail India Ltd – A Future Group Idea

MakeMyTrip.com(Ref: Services Marketing- People, Technology, Strategy, Lovelock, Wirtz & Chatterjee, 6th Ed)

Starbucks: Delivering Customer Service (Ref: Services Marketing, People, Technology, Strategy, Lovelock, Wirtz & Chatterjee,6th Ed)

Incredible India: Atithi Devo Bhava (AFAQs)

IBIBO: Leveraging Social Media (AFAQs)

Shouldice Hospital (RefL Services Marketing- People, Technology, Strategy, Loevlock, Wirtz & Chatterjee, 2010, 6th Ed)

Indian Service Strategy Insight: Ginger Hotels – Out of Home Format Advertising: Leading Innovation. (Ref: Services Marketing, Zethamal, Bitner, Gremler & Pandit, 4th Ed)

158

Challenges for distribution strategy for fast food segment in India (Ref: Services Marketing, Operations & Management; Jauhari & Dutta, 1st Ed 2009)

Physical Evidence – A Case of KFC (Ref: Services Marketing, Operations & Management; Jauhari & Dutta, 1st Ed 2009)

Indian Beauty Business: A Focus on Shahnaz Husain (Ref: Services Marketing, Operations & Management; Jauhari & Dutta, 1st Ed 2009)

PEDAGOGY:Besides Lectures, the concepts shall be reinforced through class discussions of the assigned Cases /

Readings/ Articles listed above. All students are required to read them in advance and come prepared for active participation and constant evaluation.

Teaching shall be supplemented by Individual / Group assignments.

Live project shall be assigned to each group to experience real life situation. Students are expected to pay regular visits to the service organization assigned and link the learning of each module to the real life situation. All group assignments / Projects shall be presented in the class to have the benefit of knowledge sharing.


End Term Examination 60%

Assignments, Case discussions, test, and class participation 40%

Individual / Group Assignments 10

Class Participation / Attendance 10

Case Discussions / Quiz 10

Live-Project 10

LEARNING RESOURCES:

1. Recommended readings:

Services Marketing: Cristopher Lovelock, Jochen Wirtz and Jayanta Chatterjee: 6 th Ed., 1st

impression 2010, Pearson Education Asia.

Services Marketing: Valarie A Zeithaml, Mary Jo Bitner, Dwayne D Gremier and Ajay Pandit, Tata McGraw-Hill Pub. Co., 4th Ed. 2008.

Services Marketing, Operations & Management; Jauhari & Dutta, 1st Ed 2009

159

Services Marketing, Cristopher Lovelock, Jochen Wirtz and Jayanta Chatterjee: 5 th Ed., 2nd

impression 2007, Pearson Education Asia.

Services Marketing, Text and Cases: Rajendra Nargundkar, 2nd Ed.2006, Tata McGraw-Hill Pub.

Services Marketing, Text and Cases, Harsh V Verma, Pearson Education Pub., 1st impression, 2008.

Service Management: Operations, Strategy, and Information Technology, 5th Edition 2006, James Fitzsimmons, Tata McGraw-Hill Pub. Co.

Services Marketing, 2e, Operation, Management and Strategy, Kenneth E Clow & David L Kurtz, 2nd edition 2006, Biztantra Pub.

Service Management and Operations, Haksever, Render, Russell and Murdick, 2006 Ed.

Essentials of Services Marketing, Concepts, Strategies and Cases, K Douglas Hoffman and John E G Bateson, 2nd Edition 2006, Harcourt College Pub.

2. Handouts and other reading materials will be provided as and when required.

3. List of cases:

(The above mentioned cases shall be provided in the class as and when required)

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PGDM (FULL- TIME) – TRIMESTER VI

Course Code: 204 Course Title: INTERNATIONAL MARKETING

Session: 2010-11 Instructor: PRAVEEN GUPTA

COURSE OBJECTIVE:

This course offers an in-depth study of the international marketing issues. The basic purpose is to acquaint the students with concepts and major dimensions related to international marketing, its behaviour and environment, and practices along with emerging issues in the field of global marketing operations.

COURSE CONTENTSModule

NoSession

No./sTopic & Reading/s

1 1-2 Introduction to International Marketing1.1 Nature and Concept

1.2 Domestic v/s International Marketing

1.3 Macro Economic View

1.4 Management Orientations in International

Marketing

1.5 Dynamic Environment in International Trade

1.6 Trade Barriers, Easing Restrictions

Case 1: Starbucks : Going Global Fast

ReadingsKeegen, W.J. – Global Marketing Management – 7th

Edition – Chapter 1Cateora, P.R. & Graham J. L. – International Marketing –

10th Edition - Chapter 1

2 3-6 The Global Marketing Environment

2.1Economic, Social, Cultural, Political & Legal 2.2 Economic Groupings: GATT, WTO, European Union,

NAFTA

Case 2:Marketing Microwave Ovens to a new Market Segment

Readings:

161

Keegen, W.J. – Global Marketing Management – 7th

Edition – Chapter 2-4Cateora, P.R. & Graham J. L. – International Marketing 10th

Edition - Chapter 2-7

3 7-8 Global Marketing Strategies3.1Market Entry and Expansion Strategies.3.2 Global Competition and Competitive Advantages

Case 3: EURO DISNEY :Paris Readings:Keegen, W.J. – Global Marketing Management – 7th

Edition – Chapter 8Cateora, P.R. & Graham J. L. – International Marketing –

10th Edition - Chapter 11

4 9-11 International Segmentation, Targeting and Positioning Strategy, Market Research.

4.1 Emerging Markets, 4.2 Strategies in emerging markets

Case 4:Coca-cola Vs Pepsi : Indian MarketReadings:

Keegen, W.J. – Global Marketing Management – 7th

Edition – Chapter 7

5 12-15 Group Projects : Presentations

6 16-17 International Marketing Mix Strategies

6.1 Product Design, Branding, Packaging, IPLC6.2 Pricing Process & methods, Factors and Managerial

Issues 6.3 Distribution Channels Logistics6.4 Promotional Alternatives and their Scopes6.5 Negotiations with partners, customers , regulators

Readings:Keegen, W.J. – Global Marketing Management – 7th

Edition – Chapter 11-15Cateora, P.R. & Graham J. L. – International Marketing –

10th Edition - Chapter 11-18

7 18-20 Instruments of Trade Policy Documentations Export Documents and Procedure(with reference to India)Khurana, P.K. - Export Management – Galgotia Publishing

Company.Case 5 : Marketing to Bottom of the Pyramid

162

PEDAGOGY: Teaching methodology will be a blend of several methods such as classroom lectures, case studies, assignments, and group projects and field surveys.


Components Weightage ( in percentage)

Class Participation 10Assignments and Class Test 10Case Studies and Presentation 10Group Projects & Field Surveys 10End Term Examination 60

SUGGESTED READINGS

Keegan, W.J. - Global Marketing Management - Pearson Education Asia - 7th Edition,

Crinkota, M.R. & L.A. Ronkainen - International Marketing - The Dryden Press.

Cateora, P.R. & J.L. Graham - International Marketing, Tata McGraw- Hill - 10th Edition.

Terpstra, V. and R. Sarathy - International Marketing - Thompson Press – 8th Edition

Khurana, P.K. – Export Management – Galgotia Publishing Company.

163

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENTTwo Year Full Time Post Graduate Program in Management

TRIMESTER-IV

Course Code: 205 Course Title: Advertising & Sales Promotion Mgmt Academic Session: 2010-11 Instructor: Smita Sharma ____________________________________________________________________

COURSE OBJECTIVESAdvertising and sales promotion are essential components of the marketing strategy of most business

firms. Expenditures on both have increased considerably over the last few years. Top Advertising agencies are vying with each other to establish their client’s brand in the Indian market. Hence the need for a formal planning and a research base/input in this area.

This course aims at inculcating among students, skills and traits for developing Ad campaigns and sales promotion plans based on systematic and formal planning as well as creativity and originality.

Upon Completion of the course students are expected to: Appreciate the IMC perspective in Marketing. Be proficient in using data and information related to market as input and design advertising

campaigns. Better understanding of Promotional tools. Appreciate the role of Advertisement in Brand Building. Develop capability to dissect and decipher various Advertisements in circulation in real life.

COURSE CONTENTS:

Module No. Session No. /s Topics & Readings________________________________________________________________________

1. 1-3 Introduction and Overview Role of advertising Above the line/Below the line Linkages with sales promotion Integrated marketing communication Advertising as a career Ad agencies, management of client servicing, client vs.

agency relationship Emerging forms of agencies Trends in Indian advertising industry Advertising scenario- BRIC countries International issues in advertising, semanticity

Readings:Ch-1, 2, 3 Wells & Burnett, Ch 1, 2, 3, Batra & Myers, Ch-1, 4, Clow and BaackCase: “The Pitch Process”, Jethwaney J, Jain S, Advertising Mgmt, Oxford H. E. “ Indian Advertising: Turning Global”, Jethwaney J, Jain S, Advertising Mgmt, Oxford H. E.

Assignments:Literature Review: ‘Advertising localization overshadows standardization, ‘Journal of Advertising

Research, 42 (1) Jan- Feb ’02

164

Topic for the live project will be decided in the first two classes and work on it should be started

immediately.

Topic for Self Study: - Social & Ethical issues in Marketing Communication ________________________________________________________________________

2. 4 Understanding the Marketing Environment

Objective setting and budgeting Situation analysis and account planning Clarity on goals and objective Relevance of segmenting ,targeting

positioning and consumer behavior to advertisement. Advertising and marketing communications budget

Readings: (Ch-4, 5, 6, 7, Wells & Burnett, Ch-4, 5, 6, Batra & Myers, Ch- 4, Clow and Baack)

Assignments: Literature Review: a) ‘Estimating advertisement effectiveness on sales’ J A R, Vol-43, No-3.May-June’02________________________________________________________________________

3. 5 How Advertisement Works

Ad as a communication process AIDA Model, ELM Model Hierarchy of effects model EPIC Model Relationship between recall and

persuasion. Feelings effect of advertisement

Readings: (Ch-4, 7, 8, Batra & Myers, Ch-6, 7, Clow and Baack,Ch 5, Tom Duncan)Assignments: Literature Review: a) In defence of Hierarchy of effects: A rejoinder to Weilbacker JAR 42 (3) May-Jun ‘02Gordon, Wendy. “What Do Consumers Do Emotionally with Advertising” Journal of Advertising

Research, Mar2006, Vol. 46 Issue 1, p2-10 Topic for self study –‘The Making of Ad -Gleanings from Subhash Ghosal’

____________________________________________________________

4. 6-8 Creative Strategy

Advertising creativity Type of advertising appeals Putting the strategy in writing Copywriting and it’s evaluation Layout & Execution

165

http://web.ebscohost.com/ehost/viewarticle?data=dGJyMPPp44rp2%2FdV0%2Bnjisfk5Ie46bNRtKavSbSk63nn5KyP49i%2BTK2vrUquprY4r7CvUbiptji%2Fw6SM8Nfsi9%2FZ8oHt5Od8u6%2B1ULCtskuzqqSE3%2BTlVePkpHzgs%2BCN5pzyeeWzv2ak1%2BxVsKexS7eosEqk3O2K69fyVeTr6oTy2%2FaM&hid=120

Creative Brief, Story Board

Readings: (Ch-11, 12, 13, Wells & Burnett, Ch-12, 13, 14, Batra & Myers, Ch-6, 7, Clow and Baack)

Assignment:Literature Review:’ What is creative to whom and why’ JAR 43(1), March’03

________________________________________________________________________

9-10 Assignment Presentation ________________________________________________________________________

5. 11-13 Advertising Media

Media vehicles – Reach & Effectiveness Electronics Print, Radio, Outdoor New media advertising, digital media Exploring unconventional media and comparison with

traditional media Media Planning and buying

Readings: (Ch-8, 9, 10, Wells & Burnett, Ch-16, 17, Batra & Myers, Ch-8, Clow and Baack)Article Review: Michael Trusov, Randolph E. Bucklin, & Koen Pauwels. (2009), Effects of Word-

of-Mouth versus Traditional Marketing: Findings from an Internet Social Networking Site, Journal of Marketing, Sep 09, pg 91-103

Dahlen Micael, Friberg Lars, Nilsson Erik, “Long live creative media choice-the medium as a persistent brand cue”, Journal of Advertising, vol. 38, no. 2

Case: “When media advertises to gain mindshare”- The case of new channels”, Jethwaney J, Jain S, Advertising Mgmt, Oxford H. E.

______________________________________________________________________

6 14 Evaluating and measuring the effectiveness of Advertising & IMC Readings: Ch-7 Clow and Baack)Literature Review: ‘A new model for measuring ad effectiveness’ JAR 42 (2) March- April’02

________________________________________________________________________7. 15- 16 Sales promotion

Role of promotion in marketing strategy Consumer and trade promotion Benefits and drawbacks Sales promotion , internet and new media Sales promotion and direct marketing Event Marketing

Readings: (Ch-15, 16, Wells & Burnett, Ch-9, 10, 11, 12, Clow and Baack)Literature Review: ‘Is 75% of Sales promotion bumps due to brand switching? No only 33% is.’

JMR 38(1) Nov’03.166

Assignment: Sales promotion strategies adopted by different companies in Indian scenario________________________________________________________________________

8. 17 Public Relations, Sponsorship Programs

PR tools Future media PR in brand building Role of PR in marketing mix

Case Study: Indian Airlines’ change of identity to Indian, Advertising Mgmt., Jethwaney J, Jain S, Oxford H E , 2009

____________________________________________________________________

18-20 Final Presentation of Real Life Project

PEDAGOGY

In addition to these lectures backed by case study and literature review, real life examples will be discussed by using commercials in different media i.e. TVCs, radio ads, print ads, outdoor advertising, etc.

Real life presentations will be given by students in groups on the topic discussed with the instructor. Surprise quiz will be held to test the understanding of the student.

END TERM PROJECT

End –Term project presentations on developing an Ad and Sales Promotion Campaign, the topics for which will be discussed with the instructor at the beginning of the session.

EVALUATION PARAMETERS:End- Term Exam - 60 %

Internal Evaluation - 40 % Assignment 10 (Group) Case Presentation 5 (Individual) End-Term project 15 (Group) Class Participation/ Attendance 10 (Individual)

LEARNING RESOURCES

1. Recommended Readings:

Belch George, Belch Michael, Purani Keyoor : Advertising and Promotion : An Integrated Marketing Communications Perspective, 7th edition, 2010, Tata McGraw Hill

Jethwaney Jaishri, Jain Shruti, Advertising Management, 2009, Oxford Higher Education Clow & Baack :Integrated Advertising, Sales and Marketing Communication, 3rd edition, PHI,

2009 Batra Rajiv, Myers and Aaker David : Advertising Management, 7th edition, 2009, Pearson Tom Duncan, Principles of Advertising & IMC, 2007, 2nd edition, Tata McGraw Hill

167

Chunawalla, Sethia A : Foundations of Advertising Theory and management 7 th edition, 2008, Himalaya Publishing House

Wells, Burnett, Moriarty: Advertising –‘Principles and practices’ , 8th edition, 2008, Pearson

2. Useful Websites

www.agencyfaqs.comwww.brandchannel.comwww.magindia.com

168

http://www.brandchannel.com/

http://www.agencyfaqs.com/


Two Year Full- Time Post Graduate Diploma in ManagementTrimester – V

Course Code: 206 Course Title: Sales and Distribution ManagementAcademic Session: 2010-11 Instructor:

Course Objective: This course seeks to provide the students with insights into basic functions of managing the sales

force and distribution channels with the objective of maximizing the efficiency and effectiveness of the firm’s revenue generating arm. The course is primarily based in the Indian context supplemented by international experience wherever needed. The learning from this course will enhance the managerial decision making capabilities of the students in these areas.

Module No. Session No. /s Topic & Readings

1. 1 –2 Introduction to Sales & Distribution Management 1.1 Evolution of sales mgmt1.2 Nature & importance of sales mgmt1.3 Role & skills of modern sales managers1.4 Types of sales mgrs/sales mgmt positions1.5 Sales objectives, strategies & tactics

2.1 Emerging trends in sales mgmt2.2 Linking sale & distribution mgmt2.3 Role of intermediaries

2. 3-4 Personal Selling: Preparation & Process 3.1 Introduction: The psychology of selling3.2 Buying decision process

3.3 Buying situations or types of purchases 3.4 Types of personal selling

4.1 Selling skills- communication, listening, Conflict resolution, negotiation, persuasion and objection handling

4.2 Selling process (for B2B & B2C) Readings:

Professional selling – Ingram et al (Module 1,2,3,4,5) Sales Management – Ingram et al (Module 1, 2) Management of Sales Force – Stanton et al (Ch-1)

Case study: The Cornell Co (Stanton, Management of Sales Force Ch-1)

3. 5 Planning the Sales Effort5.1 Sales Planning5.2 Sales Budgets5.3 Estimating Market Potential and Forcasting Sales5.4 Sales Quotas5.5 Sales and Cost Analysis

Readings:169

Management of Sales force -Stanton (Ch –7,8) Sales Management - Dalyrymple et al (Ch-6)

4. 6 Preparing groundwork for Managing sales force 6.1 Managing sales information – Types of sales

Information, Sales force automation techniques6.2 Demand and Sales forecasting, Trend projection 6.3 Managing Sales territory – Size, allocation and design6.4 Marketing implications for territory design 6.5 Target setting

Readings: Management of Sales force -Stanton (Ch –3,13, 15, 16) Sales Management - Dalyrymple et al (Ch-5,7,9)

Case study: Matsushita Electric Corp (Stanton, Management of Sales Force Ch-2)

Neptune Plumbing Co. (Stanton, Management of Sales Force Ch-15)

4. 7-8 Managing Sales Force 7.1What is Assessment centre, designing assessment centre and how is the assessment centre organized?7.2 Training the Sales Force –Objective, Training process, designing sales Training programme, art of persuasion8.1 Deployment 8.2: Coaching and counseling wheel8.3 Vacant territory managementCase study: E-Collaborative Networks: A Case Study on the new role of the

sales force

5. 9 Motivation and Compensation 9.1 Motivation – Nature, importance,

process of motivation, 9.2 Factors influencing motivation 9.3 Compensation –Types of compensation plan, 9.4 Steps in designing the plan 9.5 Evaluation – Types of performance appraisal. Improving the efficacy of sales Management. Readings:

Management of Sales force – Stanton et al (Ch –4,5,6,7,8,9,10,12,17,18,19)

Sales Management - Dalyrymple (Ch –15) Case Study: Evaluation of Telemarketing Reps. (Stanton, Management of sales Force Ch-19)

6. 10 Presentation on Management of Sales Force/Role Play

7. 11-12 Distribution – An Introduction 11.1 Indian channel environment

11.2 Distribution channel Strategy – setting objective,170

finalizing channel activity 12.1 Role of each channel member, organizing them, developing policy guidelines for day to day operations.

12.2 Marketing Logistics12.3 Channel Integration12.4 Channel Information System

Case study: Forecasting Demand with point of Sales Data – A Case Study of Fashion Products

8. 13-14 Designing and Managing Distribution 13.1 Designing marketing channels- Different

tiers and cost- revenue analysis of each.13.2Branding of channels

14.1 Managing Channel member behavior, channel conflict

14.2 Long term inter firm relationship

9. 15-16 Physical distribution system

15.1 Physical distribution concept and objectives 16.1 Components of physical distribution, transportation, inventory management and

control, warehousing, emerging concepts in supply chain management

10 17-18 Channel institutions17.1 Retailing & wholesaling17.2 Urban/Rural retail formats 17.3 e-retailing & Cash-n-carry17.4 Technology in retailing18.1 Franchising- Concepts, opportunities18.2 Multiplex Marketing and Distribution, NGO Marketing

Case Study: Developing an effective Compensation Plan

11. 19-20 Real life project presentation

For sessions 11-18, refer to Marketing Channels by Coughlan, Anderson, Stern & Ansary

Pedagogy: The course will comprise of lectures and case discussions followed by role plays. Structured role plays will help students have the real feel of the selling situations. Article review of landmark articles will further add to the knowledge base of the students. Interaction with corporate will be encouraged to understand and appreciate real life problems in this area and develop real life cases. A viva-voce of the end term project will be conducted to analyze the understanding of the students.

171

Additional Readings:

Still, Cundiff & Giovanni: Sales Management, Decisions, Strategies and Cases PHI 2008. Ingram La forge et al : Sales Management – Analysis and decision making Thomson press 5 th

ed. 2008 Vincentis De & Rockham : Rethinking the sales force, TMH 2008 Panda& Sahdev: Sales and Distribution Management, OUP Delhi 2008. Marketing channels – Rossenblum Marketing channels – Pelton Ziglar, Zig (2006). Selling 101: What Every Successful Sales Professional Needs to Know. New

York: Nelson (Thomas) Publishers,U.S.. p. 96 pages. ISBN 978-0785264811. Ziglar, Zig (2007). Secrets of Closing the sale. Fleming H.Revell Co.

Article Reviews:

Chanco Lawrence B1993 Sales Training: Status and needs Journal of Personal selling and sales management 13(4) pp81-86.

Muczyk, Jan P and Gable, Myran 1987 Managing sales performance through a comprehensive P.A. system Journal of personal selling & sales Management May pp 41-52

Murtha, Kerry Rotenberg 1993 What common mistakes do your sales people Sales & marketing Management May pp 125-128

Frazier G L and Seth J 1985 An Attitude behavior framework for distribution channel Management, Journal of Marketing vol-49 pp70-78

Candice R. Hollenbeck, George M. Zinkhan, Warren French, And Ji Hee Song, “E-Collaborative Networks: A Case Study On The New Role Of The Sales Force”, Journal Of Personal Selling & Sales Management, Vol. Xxix, No. 2 (Spring 2009), Pp. 125–136.

Bill Sichel, “Forecasting Demand With Point Of Sales Data—A Case Study Of Fashion Products”, The Journal Of Business Forecasting, Winter 2008-2009

“Case Study: Developing An Effective Compensation Plan”, VELOCITY, 2008 Strategic Accounting Management Association.

Group Assignments:

Role play on hard selling. End Term Project on analyzing the sales organization, selling processes and distribution system

in any one organization selected by the students at the beginning of the course. The evaluation will be done on the basis of presentation and viva-voce.

Evaluation Parameters:

End term Examination - 60 %Internal Evaluation - 40%End term Project 10 Case presentation 5Class Test (Quiz) 5

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http://en.wikipedia.org/wiki/Special:BookSources/978-0785264811

http://en.wikipedia.org/wiki/International_Standard_Book_Number

Class participation 5Class attendance 5Role play 5Individual assignment 5

173


Two Year Full- Time Post Graduate Diploma in ManagementTrimester – V

Course Code: 206 Course Title: Sales and Distribution ManagementAcademic Session: 2010-11 Instructor:

Course Objective: This course seeks to provide the students with insights into basic functions of managing the sales

force and distribution channels with the objective of maximizing the efficiency and effectiveness of the firm’s revenue generating arm. The course is primarily based in the Indian context supplemented by international experience wherever needed. The learning from this course will enhance the managerial decision making capabilities of the students in these areas.

Module No. Session No. /s Topic & Readings

1. 1 –2 Introduction to Sales & Distribution Management 1.6 Evolution of sales mgmt1.7 Nature & importance of sales mgmt1.8 Role & skills of modern sales managers1.9 Types of sales mgrs/sales mgmt positions1.10 Sales objectives, strategies & tactics

2.1 Emerging trends in sales mgmt2.2 Linking sale & distribution mgmt2.3 Role of intermediaries

2. 3-4 Personal Selling: Preparation & Process 3.1 Introduction: The psychology of selling3.2 Buying decision process

3.3 Buying situations or types of purchases 3.4 Types of personal selling

4.1 Selling skills- communication, listening, Conflict resolution, negotiation, persuasion and objection handling

4.2 Selling process (for B2B & B2C) Readings:

Professional selling – Ingram et al (Module 1,2,3,4,5) Sales Management – Ingram et al (Module 1, 2) Management of Sales Force – Stanton et al (Ch-1)

Case study: The Cornell Co (Stanton, Management of Sales Force Ch-1)

3. 5 Planning the Sales Effort5.1 Sales Planning5.2 Sales Budgets5.3 Estimating Market Potential and Forcasting Sales5.4 Sales Quotas5.5 Sales and Cost Analysis

Readings:174

Management of Sales force -Stanton (Ch –7,8) Sales Management - Dalyrymple et al (Ch-6)

4. 6 Preparing groundwork for Managing sales force 6.1 Managing sales information – Types of sales

Information, Sales force automation techniques6.2 Demand and Sales forecasting, Trend projection 6.3 Managing Sales territory – Size, allocation and design6.4 Marketing implications for territory design 6.5 Target setting

Readings: Management of Sales force -Stanton (Ch –3,13, 15, 16) Sales Management - Dalyrymple et al (Ch-5,7,9)

Case study: Matsushita Electric Corp (Stanton, Management of Sales Force Ch-2)

Neptune Plumbing Co. (Stanton, Management of Sales Force Ch-15)

4. 7-8 Managing Sales Force 7.1What is Assessment centre, designing assessment centre and how is the assessment centre organized?7.2 Training the Sales Force –Objective, Training process, designing sales Training programme, art of persuasion8.1 Deployment 8.2: Coaching and counseling wheel8.3 Vacant territory managementCase study: E-Collaborative Networks: A Case Study on the new role of the

sales force

6. 9 Motivation and Compensation 9.1 Motivation – Nature, importance,

process of motivation, 9.2 Factors influencing motivation 9.3 Compensation –Types of compensation plan, 9.4 Steps in designing the plan 9.5 Evaluation – Types of performance appraisal. Improving the efficacy of sales Management. Readings:

Management of Sales force – Stanton et al (Ch –4,5,6,7,8,9,10,12,17,18,19)

Sales Management - Dalyrymple (Ch –15) Case Study: Evaluation of Telemarketing Reps. (Stanton, Management of sales Force Ch-19)

6. 10 Presentation on Management of Sales Force/Role Play

7. 11-12 Distribution – An Introduction 11.1 Indian channel environment

11.2 Distribution channel Strategy – setting objective,175

finalizing channel activity 12.1 Role of each channel member, organizing them, developing policy guidelines for day to day operations.

12.5 Marketing Logistics12.6 Channel Integration12.7 Channel Information System

Case study: Forecasting Demand with point of Sales Data – A Case Study of Fashion Products

8. 13-14 Designing and Managing Distribution 13.2 Designing marketing channels- Different

tiers and cost- revenue analysis of each.13.2Branding of channels

14.1 Managing Channel member behavior, channel conflict

14.2 Long term inter firm relationship

9. 15-16 Physical distribution system

15.1 Physical distribution concept and objectives 16.1 Components of physical distribution, transportation, inventory management and

control, warehousing, emerging concepts in supply chain management

10 17-18 Channel institutions17.1 Retailing & wholesaling17.2 Urban/Rural retail formats 17.3 e-retailing & Cash-n-carry17.4 Technology in retailing18.1 Franchising- Concepts, opportunities18.2 Multiplex Marketing and Distribution, NGO Marketing

Case Study: Developing an effective Compensation Plan

11. 19-20 Real life project presentation

For sessions 11-18, refer to Marketing Channels by Coughlan, Anderson, Stern & Ansary

Pedagogy: The course will comprise of lectures and case discussions followed by role plays. Structured role plays will help students have the real feel of the selling situations. Article review of landmark articles will further add to the knowledge base of the students. Interaction with corporate will be encouraged to understand and appreciate real life problems in this area and develop real life cases. A viva-voce of the end term project will be conducted to analyze the understanding of the students.

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Additional Readings:

Still, Cundiff & Giovanni: Sales Management, Decisions, Strategies and Cases PHI 2008. Ingram La forge et al : Sales Management – Analysis and decision making Thomson press 5 th

ed. 2008 Vincentis De & Rockham : Rethinking the sales force, TMH 2008 Panda& Sahdev: Sales and Distribution Management, OUP Delhi 2008. Marketing channels – Rossenblum Marketing channels – Pelton Ziglar, Zig (2006). Selling 101: What Every Successful Sales Professional Needs to Know. New

York: Nelson (Thomas) Publishers,U.S.. p. 96 pages. ISBN 978-0785264811. Ziglar, Zig (2007). Secrets of Closing the sale. Fleming H.Revell Co.

Article Reviews:

Chanco Lawrence B1993 Sales Training: Status and needs Journal of Personal selling and sales management 13(4) pp81-86.

Muczyk, Jan P and Gable, Myran 1987 Managing sales performance through a comprehensive P.A. system Journal of personal selling & sales Management May pp 41-52

Murtha, Kerry Rotenberg 1993 What common mistakes do your sales people Sales & marketing Management May pp 125-128

Frazier G L and Seth J 1985 An Attitude behavior framework for distribution channel Management, Journal of Marketing vol-49 pp70-78

Candice R. Hollenbeck, George M. Zinkhan, Warren French, And Ji Hee Song, “E-Collaborative Networks: A Case Study On The New Role Of The Sales Force”, Journal Of Personal Selling & Sales Management, Vol. Xxix, No. 2 (Spring 2009), Pp. 125–136.

Bill Sichel, “Forecasting Demand With Point Of Sales Data—A Case Study Of Fashion Products”, The Journal Of Business Forecasting, Winter 2008-2009

“Case Study: Developing An Effective Compensation Plan”, VELOCITY, 2008 Strategic Accounting Management Association.

Group Assignments:

Role play on hard selling. End Term Project on analyzing the sales organization, selling processes and distribution system

in any one organization selected by the students at the beginning of the course. The evaluation will be done on the basis of presentation and viva-voce.

Evaluation Parameters:

End term Examination - 60 %Internal Evaluation - 40%End term Project 10 Case presentation 5Class Test (Quiz) 5

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http://en.wikipedia.org/wiki/Special:BookSources/978-0785264811

http://en.wikipedia.org/wiki/International_Standard_Book_Number

Class participation 5Class attendance 5Role play 5Individual assignment 5

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management

Trimester - IV

Course Code: 207 Course Title: Marketing to Business & Industry Academic Session: 2010-11 Instructor: PRAVEEN GUPTA

COURSE OBJECTIVES: Industrial Marketing or B2B Marketing has a wide coverage. The entire range of Financial, Advertising, Consulting or Security services sold to corporates fall within B2B Marketing. There are some unique characteristics in Business markets that demand special attention. These days Business Managers are continuously challenged by the forces that

affect business demand, the composition of business markets, the nature of business buyers and their buying behavior. This course gives an opportunity to the students to integrate the learning

from various marketing and strategy courses and apply them in the context of Business-to-Business

Marketing.

MODULE SESSION TOPIC

1 1-2 Dimensions of Industrial Marketing 1.1 Nature of Industrial Marketing

1.2 Industrial Marketing V s. Consumer Marketing - Derived Demand,Complexity

1.3 A Rationale for Relationship Marketing1.4 Market Structure1.5 International Considerations1.6 Economics of Industrial Demand1.7 The resellers market1.8 The Industrial Marketing Concept1.9 Trends and Changes in Business Marketing

Chapter I - Reeder, Brierty and Reeder Chapter 1 - Vitale and Giglierano

2 3-4 Understanding Industrial markets2.1 Types of Organizational Customers

2.2 Classifying Industrial Products2.3Organizational Procurement Characteristics2.4 Classifying the Business to Business Market Environment

Chapter 2,3 - Reeder, Brierty and Reeder Chapter 2 - Vitale and Giglierano

3 5-6 Organizational Buying and Buyer Behavior

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3.1 The Nature of Industrial Buying: Organizational Buying Activity3.2 Purchasing contribution to the firm3.3 Buying Models and Buying Center Concept3.4 Inter Personal Dynamics of Industrial Buying Behavior

3.5 Influencers and Decision Makers Influence in Industrial Buying Process 3.6 Conflict Resolution in Decision Making

3.7 Value and Vendor Analysis3.8 Trends in Purchasing

Chapter 4, 5- Reeder, Brierty and ReederChapter 3 - Vitale and Giglierano

4 7-8 Strategy Formulation in the Industrial Market4.1 Development of Strategic Plans4.2 Strategic Planning Process4.3 Developing Marketing Strategy

4.4 Performing Strategic Management in the Business to Business Company 4.5 Special Issues in Business Strategy

4.6 AMC / Warranty as Business Strategy

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Chapter 6 - Reeder, Brierty and Reeder

5 9-10 Market Analysis & Planning5.1 Use of Marketing Decision Support Systems5.2 Competitive Analysis

5.3 Forecasting markets5.4Strategic Marketing-Concentrated Market and Niche Markets

5.5 CRM in B2B.

Chapter 7, 8 - Reeder, Brierty and Reeder Chapter 6, 7 - Vitale and Giglierano

11 Assignment Presentation/Test

6 12-13 Formulating Channel Strategy6.1 Industrial Distributors - Definition6.2 Geographical Distribution6.3 Size characteristics, operating characteristics6.4Role of Sales Agent and their Drawbacks

6.5Choice of the Right Distributors ,Selection & Training 6.6Motivation,Monitoring ,Managing the distributors.

6.7Participation of the Other Channel Members in Industrial Distribution

6.8 Channel Logistics -Relationship of Logistics and Physical Distribution

6.9 Identifying the cost centers such as transportation and warehousing.

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Chapter 11, 12 - Reeder, Brierty and Reeder Chapter 12 - Vitale and Giglierano

7 14-15 Field Visit to Industries covering Purchase Activity & Channel Mgmt

8 16-17 Pricing Strategies 8.1Price Determinants 8.2Factors that Influence the Pricing Strategies 8.3 Concept of Learning Curves 8.4 Pricing strategies 8.5 Competitive Bidding 8.6 Tendering Process

Chapter 16, 17 - Reeder, Brierty and Reeder

Chapter 10 - Vitale and Giglierano

9 18-19 The Promotional Strategies 9.1 Advertising in Industrial Markets

9.2 Message Formulation 9.3 Policies, Media, Budgetary Support 9.4 Sales Promotion - Use of Sales Promotion in Industrial

Markets 9.5 Trade Shows and Exhibitions

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Chapter 15 - Reeder, Brierty and Reeder Chapter 13 - Vitale and Giglierano

10 20 B2B e-Commerce 10.1 Evolution

10.2 Customers & Channels 10.3 e-procurements 10.4 Supply Chain Coordination

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CASE STUDIES: (Source: Industrial Marketing, Reeder, Brierty & Reeder) CN Information Services Kruger-Montini Manufacturing Company Trans Europa Business Credit Parker Instruments Precision Parts Inc. Titan Controls Corp. The Top Plastics Company INTERNAL EVALUATION

Project work 10 marks Assignment 5 marks Individual Presentation 5 marks Case Study 10 marks Class Participation & Attendance 10 marks

RECOMMENDED BOOKS:

1. Industrial Marketing, Reeder, Brierty & Reeder, Prentice Hall India, 2006 Edition 2. Business to Business Marketing, Vitale & Giglierano, Thomson South Western,

2005 Edition3. Industrial Marketing, Krishna Havaldar, Tata McGraw Hill, 2/e, 20044.Business Marketing: Connecting Strategy , Relationship & Learning , Dwyer &

Tanner ,McGraw Hill International Edition ,2006

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Trimester - V

Course Code: 209 Course Title: Brand Management Academic Session: 2010-11 Instructor: Smita Sharma

COURSE OBJECTIVEBrands are one of the most valuable assets that firms have in modern competitive

business environment. Even though they are intangible assets, creating & nurturing them poses significant challenges to the marketers today. The course will illustrate why brands are important, what they represent to consumers & how they should be managed.

__________________________________________________________________________

Sessions 1-2: Brands & Brand Management

Brands vs. Products Why Do Brands Matter? Can Anything Be Branded? What Are The Strongest Brands? Branding Challenges and Opportunities the Brand Equity Concept Strategic Brand Management Process

Reference: Chapter 1, Kevin Keller, Strategic Brand Management, Pearson, 2009Case: Start of a Brand- Arvind’s Original Denim (Successful Branding-Pran K

Choudhary)_______________________________________________________________________

_

Session 3 – Customer-Based Brand Equity

Customer-Based Brand Equity Brand Equity as a Bridge What Makes a Brand Strong? Sources of Brand Equity How Do You Build a Strong Brand? Brand Building Implications

References: Chapter 2, Kevin Keller, Strategic Brand Management, Pearson, 2009 Chapter 1, 2 – David Aaker: Managing Brand Equity Chapter 13 – Kellogg on Branding

Case: “Dockers: Creating a sub brand”, Keller’s Best Practice Cases in Branding_______________________________________________________________________

_

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Sessions 4-5 - Creation of a New Brand - Brand Identity Prism

- Brand Building Pentagon – Five Steps

References: Chapter 2 – Jean Noel Kapferer: Strategic Brand Management Chapter 2: Parameswaran: Building Brand Value

Cases: (i) How a company converts a commodity into a brand- Gujarat Ambuja Cement

(ii) Diamonds as Brand- De beers (Successful Branding-Pran K Choudhary)______________________________________________________________________

Session 6 – Brand Positioning & Values

Identifying and Establishing Brand Positioning Updating Positioning Over Time Defining and Establishing Brand Values Internal Branding

References: Chapter 3, Kevin Keller, Strategic Brand Management, Pearson, 2009 Chapter 2 – Brand Positioning: Subroto Sengupta

Chapter 1 – Kellogg on BrandingAl Ries & Jack Trout Books on Positioning (Positioning – The Battle for Your

Mind, Marketing Warfare, 22 Immutable Laws of Branding, Focus, Differentiate or Die, The Origin of Brands etc.)

Case: Introduction of an International Brand-Bacardi Brand repositioning- Keo Karpin Body Oil

Successful Branding-Pran K Choudhary)__________________________________________________________________________

Session 7 – Choosing Brand Elements to Build Brand Equity

Brand Element Choice Criteria Brand Element Options & Tactics Putting it all together

Reference: Chapter 4, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009Case: “Red Bull: Building brand equity in non-traditional ways”, Keller’s Best Practice

Cases in Branding_______________________________________________________________________ Session 8 – Designing Marketing Programs to Build Brand Equity

New Perspectives on Marketing Product Strategy Pricing Strategy

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Channel StrategyReference: Chapter 5, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009

Integrating Marketing Communication to Build Brand Equity

Information Processing Model of Communication Overview of Marketing Communication Options Developing Integrated Marketing Communication Programs

Reference: Chapter 6, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Case: “Got Milk? Branding a Commodity”, Keller’s Best Practice Cases in Branding

_______________________________________________________________________

Session 9 – Leveraging Secondary Brand Knowledge to Build Brand Equity

Conceptualizing the Leveraging Process Country-of-Origin and other Geographical Areas Channels of Distribution Co-Branding Ingredient Branding Licensing Celebrity Endorser

Reference: Chapter 7, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009Article Review: By: Wright, Owen; Frazer, Lorelle; Merrilees, Bill “McCafe: The

McDonald's co-branding experience”, Journal of Brand Management, Jul 2007, Vol. 14 Issue 6, p442-457

_______________________________________________________________________

Session 10 – Developing a Brand Equity Measurement & Management System

The Brand Value Chain Designing Brand Tracking Studies Establishing a Brand Equity Management System

Reference: Chapter 8, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Kevin Lane Keller, “Brand Report Card”, Harvard Business review, 2007

_______________________________________________________________________

Session 11 – Measuring Sources of Brand Equity: Capturing Customer Mindset

Qualitative Research Techniques Quantitative Research Techniques

Reference: Chapter 9, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009

Measuring Outcomes of Brand Equity: Capturing Market Performance

Comparative Methods Holistic Methods

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http://web.ebscohost.com/ehost/viewarticle?data=dGJyMPPp44rp2%2FdV0%2Bnjisfk5Ie46bNRtKavSbSk63nn5KyP49i%2BTK2vrUquprY4sbCuTLimtzi%2Fw6SM8Nfsi9%2FZ8oHt5Od8u6O1TLOmsU61rLY%2B6tfsf7vb7D7i2Lt6896kjN%2Fdu1nMnN%2BGu6izUbSmtE6unOSH8OPfjLvc84Tq6uOQ8gAA&hid=3

http://web.ebscohost.com/ehost/viewarticle?data=dGJyMPPp44rp2%2FdV0%2Bnjisfk5Ie46bNRtKavSbSk63nn5KyP49i%2BTK2vrUquprY4sbCuTLimtzi%2Fw6SM8Nfsi9%2FZ8oHt5Od8u6O1TLOmsU61rLY%2B6tfsf7vb7D7i2Lt6896kjN%2Fdu1nMnN%2BGu6izUbSmtE6unOSH8OPfjLvc84Tq6uOQ8gAA&hid=3

Reference: Chapter 10, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Case: “MTV: Building Brand Resonance”, Keller’s Best Practice Cases in Branding

___________________________________________________________________________

Session 12 – Designing and Implementing Branding Strategies

Brand-Product Matrix Brand Hierarchy Designing a Branding Strategy

Reference: Chapter 11, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009__________________________________________________________________________

Session 13-14 – Introducing and Naming New Products and Brand Extensions

New Products and Brand Extensions Advantages of Brand Extensions Disadvantages of Brand Extensions Understanding How Consumers Evaluate Brand Extensions Evaluating Brand Extension Opportunities Extension Guidelines Based On Academic Research

References: Chapter 12, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Chapter 9 – David Aaker: Managing Brand Equity* Research literature on categorization process

Cases: (i) Dettol –The Key to Volume Sale (ii) Maggi’ Brand Extension (Successful Branding-Pran K Choudhary)_______________________________________________________________________

___

Sessions 15-16 – Managing Brands over Time

Reinforcing Brands Revitalizing Brands Adjustments to the Brand Portfolio Brand Portfolio Rationalization

Reference: Chapter 13, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Article Review: Kevin Lane Keller, “Managing brands for the long run: Brand reinforcement and revitalization strategies”, California Management Review, vol 41,

no. 3 spring 1999 Aaker A David, “Prioritize Brands in the Portfolio”, Harvard Business Press Case: “Snapple: Revitalizing a Brand”, Keller’s Best Practice Cases in Branding_______________________________________________________________________

Session 17 – Managing Brands over Geographical Boundaries and Market Segments

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Rationale for Going International Advantages of Global Marketing Programs Disadvantages of Global Marketing Programs Standardization vs. Customization Global Brand Strategy Building Global Customer-Based Brand Equity

References: Chapter 14, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Chapter 17 – Kellogg on Branding Case: The Brand Face Off (HBR June 2003 Case Study)

_______________________________________________________________________ Session 18 - Contemporary Issues in Branding

The Power Of Cult Branding E-Brand Management Services Branding

Sensory Branding Brand manuals Brand Volatility Creative Destruction of Brands

References: Chapter 7 – Paul Temporal: Advanced Brand Management Chapter 10, 20 – Kellogg on Branding

Book Review: “Brand Sense – Martin Lindstrom” __________________________________________________________________________

Sessions 19-20 – End Term Project Presentations______________________________________________________________________

Pedagogy

Focus will be on interactive class lectures Case studies will be used extensively. Student presentation on a regular basis (based on brief agencyfaqs.com brand news

articles or other quality articles)

Internal Evaluation

Class participation/Attendance: 10 marksIndividual Presentation: 5 marks

Group Project on Brand Audit: 15 marks Case Presentation: 10 marks

Brand Audit Project

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An essential ingredient of the course is the brand audit project. The idea behind the brand audit is to conduct an in-depth examination of a major brand of your choosing. Every team must study a different brand, and brands are assigned on a “first come, first serve” basis. The goal of the brand audit is to assess its sources of brand equity and suggest ways to improve and leverage that brand equity.

Book Readings

1. Kevin Lane Keller, Strategic Brand Management, Pearson, 20092. Jean Noel Kapferer: Strategic Brand Management, Kogan Page, 20093. M.G. Parameswaran – Building Brand Value, Tata McGraw Hill, 2008.4. Pran K Choudhary, Successful Branding, 2001, Universities Press5. Harsh Verma, Brand Management (Excel Books, 2004)6. David Aaker, Brand Portfolio Strategy (New York: Free Press, 2004)7. David Aaker, Building Strong Brands (New York: Free Press, 1995)8. David Aaker, Managing Brand Equity (New York: Free Press, 1991)9. Paul Temporal: Advanced Brand Management (John Wiley & Sons, 2002)10. Ries & Trout, Positioning: The Battle For Your Mind, 20 th Anniversary Edn.

(McGraw Hill, 2000)11. Y.L.R. Moorthi, Brand Management (Vikas Publishing, 2003)12. Kellogg on Branding – Northwestern University, 2006.

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Two Year Full-Time Post Graduate Programme in Management Trimester -V

Course Code: 211 Course Title: RURAL MARKETING

Session: 2010-11 Instructor: Praveen Gupta

COURSE OBJECTIVE:

This course has been designed to familiarize the students with the concept and domain of Rural Marketing (RM). This course would develop among budding managers sensitivity for rural marketing scenario and help them conceptualize appropriate marketing strategies and action plans and adapt learning of marketing concepts to RM context. Rural Markets in India have grown manifold. In fact there has been a virtual explosion in rural markets as far as many product categories are concerned. With urban markets getting saturated for a host of products, marketers are increasingly paying attention to rural markets. This course is designed to help the students in learning the typicalities of Rural Markets.

Upon Completion of this course, students should be able to:

Understand the changing profile of the rural consumer and its consumption pattern.

Conceptualalize skills in designing product, price, distribution and promotional strategies for different classes of product targeted at rural consumers.

COURSE CONTENTS:

Module No

Session No./s

Topic & Reading/s

1 1-2 Introduction

1.1 Rural Economy-Introduction1.2 Scope of Rural Marketing1.3 Business Environment in Rural India 1.4 Strategic Challenges

1.5 Rural Vs Urban Marketing 1.6 Backward to forward linkages

ReadingsText 1: Chapter 1Text 2: Chapter 3

Assignment 1: Collect secondary data on: social and economic profile of rural population, size of rural

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market.

Case Study 1 : Emancipation of Rural India-The AMUL saga

2 3-5 2.1 Rural Marketing –Definition, Characterstics2.2 Rural marketing participants and their

characteristics2.3 Infrastructure-Transportation &

Communication2.4 Social Structure & Income distribution2.5 Agriculture Status2.6 Marketing Infrastructure: Warehousing

Readings

Text 1: Chapter 2 & 3Text 2: Chapter 2

Case Study 2 Weikfield Agro Products Limited

Assigmment 2: Characteristics of rural market environment in India

3 6-7 Rural Consumer Behavior

3.1 Key Factors influencing Rural Buying behavior.3.2 Adaptation and modification of consumer

decision.3.3 Rise of consumerism3.4 Age & stage of life style3.5 Information & pre purchase evaluation

ReadingsText 1: Chapter 4 & 5Text 2: Chapter 4 &5

Case study 3 : E- Choupal

4 8-9 Rural Market Research 4.1 Data Collection Method4.2 Questionnaire design4.3 Sampling4.4 Attributes of a Rural Researcher


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5 10-11 Rural marketing : Segmenting, Targeting and Positioning decisions

Readings

Case Study 4 : Efforts of HUL in Rural Marketing

Text 1: Chapter 6Text 2: Chapter 6

6 12-13 Advertising & Sales Promotion in Rural Marketing:6.1 Advertising : Choice of Media, Message , 6.2 Sales Promotion : Different ways & means6.3 Innovations in Advertisement & Promotions


7 14 Pricing Decision


8 15 Distribution Decisions8.1 Managing Rural Sales Force8.2 Innovations in Rural Distribution

Article Review: Marketing of FertilizersCase Study 5 : Hero Honda : Success in Rural

Marketing

Readings


9 16 Product Strategy , Packaging Issues9.1 Product concepts & classification9.2 FMCG 9.3 Consumer Durables9.4 Services

Case study: 6 : Jaipur Rugs

Readings


10 17-19 Rural Marketing : Strategic Innovations 10.1 ICT role in rural distribution

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10.2 Organized Retailing10.3 Communications 10.4 Future of Rural Marketing 10.5 PPP10.6 Microfinance10.7 Mobile Penetration10.8 Cases of RM Failures /Discussion of problems

Assignment 3: Business opportunity in Rural India ; list strengths and weaknesses of the activity you wish to develop and suggest realistic strategy for leveraging strengths and overcoming weaknesses. Also develop a customer profile of the target market. Some decisions about the advertising and promotional plans.

Readings

Text 1: Chapter 11 & 12Text 2: Chapter 7 - 10

11 20 End-Term Project Presentations

PEDAGOGY:

Lectures, Cases, article review, Individual assignments, group-project and presentations by students.

The teaching in the sessions will comprise of interactive lectures and discussions on the given case-studies, article reviews and real-life project. The main objective of the course being the application of earlier learnings in functional areas. The lectures will be restricted to integration aspects and on the concepts relevant to the case as the solutions to the theory, case and real-life projects are varied. Complete understanding of the key issues are desired only after substantial class debate and discussions i.e. learning from one another. Assignment should be submitted at the end of respective session.

EVALUATION PAREMETERS:

MarksEnd-term examination 60Internal evaluation 40

Internal Evaluation will be based on

Class Participation and attendance 10

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Assignments 10Field Visit 10End term project (group) 10

LEARNING RESOURCES:

Text 1: Kashyap,Pradeep and Raut, Siddhartha. The Rural Marketing Book- Text & Practice, New Delhi: Biztantra,2005-06.

Text 2: Krishnamachayulu, C.S.G. and Ramkrishnan, Lalitha. Rural Marketing – Text and Cases, New Delhi, Pearson Education, 2003.

Other Readings:

Cases in Rural Marketing – Krishnamachayulu, C.S.G. and Ramkrishnan, Lalitha, New Delhi, Pearson Education

Habeeb-ur Rehman, K.S.. Rural Marketing in India : Mumbai, Himalya Publishing House, , 2003.

Ramkishen, Y., New Perspectives in Rural & Agricultural Marketing, Jaico Publishing House, 2004.

Handouts and other reading materials will be provided as and when required.



Trimester - IV

Course Code: 513 Course Title: Supply Chain ManagementAcademic Session: 2010-11 Faculty : Prof. S.K. Jain

Course Objective

The principal objective of this course is to acquaint participants with key concepts and solutions in the design, operation, control and Management of supply chain as an integrated system. It also aims at sensitizing participants with how effective and efficient supply chains can facilitate in achievement of cost saving and market benefits based on the philosophy of extended enterprise.

Topics Number of Session

Module-1 Introduction Nature, Evaluation, Concepts of Supply Chain Management and it’s Contribution 2 Sessions

D.K Agrawal., Edition 2010, Mcmillan PublishersSunil Chopra, Peter Meindl, D.V Kalra By Pearson, 2006 Edition (Reprint 2009)Supply Chain Management By Janat shah By Pearson Education

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Article review: Sengupta, (2004), “The top Ten Supply Chain Mistakes, “Supply Chain Management review, July

Project: Constitution of groups and finalization of real life project

Module-2 Strategic Role of Supply Chain Management and it’s Perspective as a Value Chain, Supply Chain Effectiveness and Indian Infrastructure

2 Sessions

Article Review: ANDERESON, BREITT, and FAVRE,(1997) The Seven Principles of Supply Chain Management, Supply Chain Management Review, April

Module-3: Customer value, Customer services, Push Pull Strategy and Gap analysis and Measurement of customer service

2 Sessions

Case Study: Reseller service standard in the automobile industry, Supply Chain management, D.K. Agarwal

Article Review: Haeckel and Nolan, (1996), "Managing by Wire: Using IT to Transform a Business from "Make-and-Sell" to "Sense-and-Respond, " Competing in the Information Age: Strategic Alignment in Practice, edited by Jerry N. Luflman, Oxford University Press, Inc. New York.

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Madule-4 Inventory management 3 Sessions

Characteristic and function of inventory in SCM, EOQ, ABC & VED analysis. Vendor Managed Inventory (VMI) Bullwhip Effect, Effective demand forecasting and demand management including, JIT system, Reverse Logistics

: Simchi-Levi et al. Chopra & Meindl: D..K AgrawalJanat Shah

Article Review:I. Abernathy, Dunlop, Hammond, and David, (2000), "Control Your Inventory in a world of Lean Retailing" Harvard Business Review, November-December.

2. Lee, Padmanabhan and Whang (1997), "The Bullwhip Effect In Supply Chains, " Sloan Management Review/Spring.

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Module-5 Sourcing Strategies and Vendor Evaluation, Vendor Risk Portfolio , Vendor

Rating, Development, Procurement management 3 Sessions

Tendering process and Transportation

Article Review: "Strategic Supplier Segmentation: The Next Best Practice in Supply Chain," California management Review, October, 1998.

Module -6: Warehousing and TransportationChapter7,8 Supply Chain Management By D.K Agrawal 2 Sessions

Module-7

Supply Chain Integration and Synchronization usingInformation Technology: 2 Sessions

Flow of information, goods and value across value chain; SCM system components; Coordinated product and supply. chain design; Role of supply chain information technology; IT infrastructure; Integrating supply chain information technology.

Case Study: Integrated logistic management system, Page 590, Supply chain management, Sunil Chopra, Peter meindl

Article Review:1. Lee, (2000), "Creating Value through Supply Chain Integration," Supply Chain Management Review, September

2. BOWERSOX, CLOSS, and DRAYER, (2005) "The Digital Transformation: Technology and Beyond," Supply Chain Management Review January

Case: Global capacity expansion of two Korean car makers

Module-8 Introduction, Dimension, and Tools of

performance measurement, SCOR Model,

Impediments to improve performance

2 Sessions

Efficient consumer response; Demand chain management;

Article Review:1. POIRIER and QUINN, (2003), "A Survey of Supply Chain Progress,"

Supply Chain Management Review September. 2. POIRIER and QUINN, (2004), "How Are We Doing?: A Survey of Supply Chain Progress," Supply Chain Management Review, November.

Presentation of Real Life project Public Distribution Supply Chain of cereals of Government of India (2 session)

Cases from Supply Chain Management by D.K Agrawal

1. Strategic Supply chain Management in Dynamic and emerging Business

Scenario

2. Benchmarking Supply Chain practices in FMCG Industry

3. Is Retail Romance over?

4. Customer serviced strategy: An Audit of Indian Consumer durable Industry

5. Supply chain Management in Indian Auto Component Industry

6. Kurlon Limited

7. Vehicle Routing at Baroda Union

8. Managing Tendupatta Collection operations

9. Supply chain management at Dalmia Cement Ltd.

10. Marico Industries: mySAP Supply chain Management

11. Subhiksha : Managing Store operations

PEDAGOGY:

Besides Lectures, the concepts shall be reinforced through class discussions of the assigned Cases / Readings/ Articles listed above. All students are required to read them in advance and come prepared for active participation and constant evaluation. Teaching shall be supplemented by Individual / Group assignments. Live project shall be assigned to each group to experience real life situation. All group assignments / Projects shall be presented to have the benefit of knowledge sharing.


End Term Examination 60% Assignments, Case discussions, test, and participation 40%

Individual / Group Assignments 10Class Participation / Attendance 10Case Discussions / Mid-Term test 10Live-Project 10

The Teaching Methodology is blend of the following

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approaches: 1. Interactive lectures

2. Case Studies3. Assignments (Individual as well as Group)4. Project*5. Article review**

* Real life project would be given at the start of the trimester. In the project, groups are required to study supply chain strategies and practices, process integration, relationships with supply chain participants and extent of use of infonnation technology. And all group assignments should be submitted with reference to the company under project study. Assignments will be submitted by participants in the first class of next module or as per

schedules announced by the faculty. Projects will be colleted a week before the close of the trimester following viva-voce. Every class would start with question session on earlier discussions for about 10 minute.

** Seven research articles would be given during the trimester for review Apart from the topics outlined in the course content, there is profound emphasis on:. Awareness about recent trends in the supply chain managementScenario. a constant watch on Journals, Business Magazines etc.

Evaluation Marks

1. End Term Written test 60

2. Class Term Test 5 2. Individual Assignments 5 3. Project 15 4. Active Class participation& attendence 10

6. Case Study 5

TOTAL 100

Recommended Reading

1. Simchi-Levi, David et al (2007), "Designing & Managing the Supply Chain"TataMcGraw-Hill, Delhi .2. Sunil Chopra & Peter Meindl, (2003) "Supply Chain Management" Pearson Education.3. D.K. Agrawal, (2003) "Logistics & Supply Chain Management" MacMillan India Ltd. .

4. Arjan J Van Weele, (2000) "Purchasing & Supply Chain Management:Analysis, Planning And Practice" Thomson Learning, Vikas Publishing House

5. Westland & Clark (2001), "Global Electronic Commerce" Universities Press, Hydrabad.

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6. Coyle, Bardi, Langley, “ The Management of Business Logistics,” Thompson, 2006

7. Kim Bowon, “Mastering business in Asia – Supply Chain Management,” John Wiley, 2005

8. Shapiro Jeremy, “Modelling the supply chain,” Thomson, 20079. Bowersox, Closs, Cooper, “Supply chain logistics management,” McGraw Hill

200810. Deshmukh and Mohanthy, “Supply Chain Management – theories and practices’”

Bitzantra, 2005

Supply Chain Management – Readings 1. New prospects for corporate customers. By: Bielski, Lauren. ABA Banking

Journal, Jan2008, Vol. 100 Issue 1, p41-43, 3p, 2c; (AN 28459392)2. Balanced and synchronized ordering in supply chains. By: Ki Ling Cheung;

Sheng Hao Zhang. IIE Transactions, Jan2008, Vol. 40 Issue 1, p1-11, 11p, 6 charts, 2 diagrams; DOI: 10.1080/07408170701245338; (AN 27394985)

3. LEVERAGE SUPPLY CHAIN INNOVATION. By: Krabbe, Mike. Industrial Engineer: IE, Dec2007, Vol. 39 Issue 12, p26-30, 5p, 5c; (AN 27583732)

4. Supply Chain Relationships and Contracts: The Impact of Repeated Interaction on Capacity Investment and Procurement. By: Taylor, Terry A.; Plambeck, Erica L.. Management Science, Oct2007, Vol. 53 Issue 10, p1577-1593, 17p, 2 graphs; (AN 27051328)

5. The Emerging Global Direct Distribution Business Model: Industry and Research Opportunities. By: Shong-Iee Ivan Su. Transportation Journal, Fall2007, Vol. 46 Issue 4, p58-65, 8p; (AN 27465060)

6. Supply Chain Issues in Knowledge-based Service Industries: Discussion. By: Shah, Janat. IIMB Management Review, Jun2007, Vol. 19 Issue 2, p173-188, 16p, 2 charts, 5 diagrams, 1 graph; (AN 25555337)

7. Optimal model for warehouse location and retailer allocation. By: Gill, Avninder; Ishaq Bhatti, M.. Applied Stochastic Models in Business & Industry, May/Jun2007, Vol. 23 Issue 3, p213-221, 9p, 2 charts, 2 diagrams; (AN 25200715)

8. Strategic Spot Trading in Supply Chains. By: Mendelson, Haim; Tunca, Tunay I.. Management Science, May2007, Vol. 53 Issue 5, p742-759, 18p, 1 diagram, 3 graphs; (AN 25049885)

9. The Strategic Perils of Delayed Differentiation. By: Anand, Krishnan S.; Girotra, Karan. Management Science, May2007, Vol. 53 Issue 5, p697-712, 16p, 9 charts, 4 diagrams, 4 graphs; (AN 25049635

10. HOW SOX and C-TPAT Impact Global Supply Chain Security. By: McGhee, Mitch; Giermanski, Jim. Strategic Finance, Apr2007, Vol. 88 Issue 10, p33-38, 6p, 1 chart; (AN 24481988)

11. The Horizontal Scope of the Firm: Organizational Tradeoffs vs. Buyer-Supplier Relationships. By: Chatain, Olivier; Zemsky, Peter. Management Science, Apr2007, Vol. 53 Issue 4, p550-565, 16p, 6 charts, 3 graphs; (AN 24697682)

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12. THE IMPACT OF CULTURE ON THE GENERATION OF TRUST IN GLOBAL SUPPLY CHAIN RELATIONSHIPS. By: Ueltschy, Linda C.; Ueltschy, Monique L.; Fachinelli, Ana Christina. Marketing Management Journal, Spring2007, Vol. 17 Issue 1, p15-26, 12p; (AN 25657488)

13. COMBINATORIAL AUCTION BASED COLLABORATIVE PROCUREMENT. By: Jin Ho Choi; Ingoo Han. Journal of Computer Information Systems, Spring2007, Vol. 47 Issue 3, p118-127, 10p; (AN 25144342)

14. Demand network alignment: aligning the physical, informational and relationship issues in supply chains. By: Kehoe, D. F.; Dani, S.; Sharifi, H.; Burns, N. D.; Backhouse, C. J.. International Journal of Production Research, 3/1/2007, Vol. 45 Issue 5, p1141-1160, 20p, 1 chart, 5 diagrams; DOI: 10.1080/00207540600635219; (AN 24155414)

15. INTERORGANIZATIONAL TIME-BASED POSTPONEMENT IN THE SUPPLY CHAIN. By: García-Dastugue, Sebastiáin J.; Lambert, Douglas M.. Journal of Business Logistics, 2007, Vol. 28 Issue 1, p57-81, 25p; (AN 25259815)

16. Pushing Quality Improvement Along Supply Chains. By: Kaijie Zhu; Zhang, Rachel Q.; Fugee Tsung. Management Science, Mar2007, Vol. 53 Issue 3, p421-436, 16p, 1 diagram, 10 graphs; (AN 24444798)

17. A New Framework for Service Supply Chains. By: Baltacioglu, Tuncdan; Ada, Erhan; Kaplan, Melike D.; Yurt, Oznur; Kaplan, Y. Cem. Service Industries Journal, Mar2007, Vol. 27 Issue 2, p105-124, 20p, 3 diagrams; DOI: 10.1080/02642060601122629; (AN 24325582)

18. SUPPLY CHAIN COORDINATION WITH CONTRACTS GAME BETWEEN COMPLEMENTARY SUPPLIERS. By: DING, DING; CHEN, JIAN. International Journal of Information Technology & Decision Making, Mar2007, Vol. 6 Issue 1, p163-175, 13p, 1 chart, 3 diagrams, 1 graph; (AN 24498516)

19. Strategic Outsourcing Decisions for Manufacturers that Produce Partially Substitutable Products in a Quantity-Setting Duopoly Situation. By: Xiao, Tiaojun; Xia, Yusen; Zhang, G. Peter. Decision Sciences, Feb2007, Vol. 38 Issue 1, p81-106, 26p, 6 charts, 3 graphs; DOI: 10.1111/j.1540-5915.2007.00149.x; (AN 24500761)

20. The Severity of Supply Chain Disruptions: Design Characteristics and Mitigation Capabilities. By: Craighead, Christopher W.; Blackhurst, Jennifer; Rungtusanatham, M. Johnny; Handfield, Robert B.. Decision Sciences, Feb2007, Vol. 38 Issue 1, p131-156, 26p, 2 charts, 2 diagrams; DOI: 10.1111/j.1540-5915.2007.00151.x; (AN 24500759)

21. Dynamic Assortment with Demand Learning for Seasonal Consumer Goods. By: Caro, Felipe; Gallien, Jérémie. Management Science, Feb2007, Vol. 53 Issue 2, p276-292, 17p, 5 charts, 1 diagram, 1 illustration, 1 graph; (AN 24272627)

22. Supply chain management and environmental technologies: the role of integration. By: Vachon, S.; Klassen, R. D.. International Journal of Production Research, 1/15/2007, Vol. 45 Issue 2, p401-423, 23p, 5 charts, 1 diagram; DOI: 10.1080/00207540600597781; (AN 24155432)

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23. INTRA-ORGANIZATIONAL PERSPECTIVES ON IT-ENABLED SUPPLY CHAINS. By: Singh, Nitin; Kee-hung Lai; Chen, T. C. E.. Communications of the ACM, Jan2007, Vol. 50 Issue 1, p59-65, 7p, 1 diagram; (AN 23617901)

24. Piloting RFID Along the Supply Chain: A Case Analysis. By: Loebbecke, Claudia. Electronic Markets, Jan2007, Vol. 17 Issue 1, p29-38, 10p, 1 chart, 3 diagrams; DOI: 10.1080/10196780601136773; (AN 24153807)

25. Establishment of a customer-oriented model for demand chain management. By: Ming-Hon Hwang; Hsin Rau. Human Systems Management, 2007, Vol. 26 Issue 1, p23-33, 11p, 4 charts, 2 diagrams; (AN 24417917)

26. Customer satisfaction measurement with neural network. By: Yao-Hung Hsieh; Lin, Chiuhsiang Joe; Chen, James C.. Human Systems Management, 2007, Vol. 26 Issue 1, p47-52, 6p, 7 charts, 1 diagram, 3 graphs; (AN 24417915)

27. A real-time mobile GIS based on the HBR-tree for location based services. By: Yun, Jae-Kwan; Kim, Dong-Oh; Hong, Dong-Suk; Kim, Moon Hae; Han, Ki-Joon. Computers & Industrial Engineering, Sep2006, Vol. 51 Issue 1, p58-71, 14p; DOI: 10.1016/j.cie.2006.06.013; (AN 22581567)

28. INTEGRATING SUPPLIERS INTO NEW PRODUCT DEVELOPMENT. By: Handfield, Robert B.; Lawson, Benn. Research Technology Management, Sep/Oct2007, Vol. 50 Issue 5, p44-51, 8p; (AN 26482241)

29. Entrepreneurial Purchasing. By: Coulson-Thomas, Colin. Management Services, Spring2007, Vol. 51 Issue 1, p14-16, 3p; (AN 25188166)

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENTShastri Sadan, Sector –III, R.K. Puram, New Delhi - 110022

Two-Year Full Time PGDM Program: Trimester – V

213: Customer Relationship Management

Academic Session: 2010-11 Faculty Member: PRAVEEN GUPTA

Objective: The purpose of this course is to provide the students with sufficient understanding of

Customer Relationship Management specifically the theory and practices of customer relationship marketing (CRM) and their impact in an organization.

This course would provide an understanding of:a) The key psychological concepts of relationship marketing and its

application;b) Various forms and types of relationship;c) The role of technology as enabler in CRM;d) The marketing strategies developed based on CRM;e) The current trend and development of CRM;f) Presenting and defending own analysis (both written and verbal).

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COURSE CONTENTS:

Module No

Session No./s

Topic & Reading/s

1 1-3 Introduction to CRM Fundamentals

1.1 Overview of the course, 1.2 Introduction To C.R.M., Difference between

transaction and CRM, 1.3 A Framework for Customer Relationship

Management and Evolution, Organizational issues of CRM.

1.4 Importance of CRM, Interdisciplinary nature of CRM

Book Readings:

Chapter 1- Jagdish Seth and Atul PravatiyarChapter 1,2,3 - The Handbook of Key Customer

Relationship Management, - Burnett Ken

2 4 -5 MODULE-II Psychological Underpinning of CRM

Determinants and consequences of CRM, Success factors, Communication quality, style, and frequency in CRM, service quality, trust, commitment, satisfaction, loyalty, difference between satisfaction and loyalty and dissolution in CRM

Book Readings:

Chapters kept in library for reading- Secrets of CRM: Its all about how you make them feel- Barner. James. G.

Article Review: Mohr, J & Nevin, J.R. (1990), “Communication

Strategies in Marketing Channels: A theoretical Perspective, Journal of Marketing,

Real life Project Discussion and Presentations No. Of Sessions – 1

(Written analysis of real life project for the modules studied till this date will have to be

206

submitted within three days of this discussion)

3 6 -8 MODULE-III Relationship Economics

Cost of customer acquisition and retention, Economics of retention strategies, Validity of relationship economics - Sessions 1 (AM)

Lifetime value and switching costs.- Sessions 1 (RK)

Assignment:Write up on customer lifetime valueBook Readings:

Chapter 6,7- The Handbook of Key Customer


4 9 - 11 MODULE-IV IT enabled CRM

Role of employee and Technology in CRM, Business Intelligence Systems

Data Warehousing, Data mining, System Architecture, Integrating CRM into enterprise system, B2B e-CRM, Knowledge management, Comparison of e-CRM vendors. Role of Contact Centers , Economics of the contact centres, Campaign Management, Sales Force Automation,

Book Readings:

Chapters: 1,2,3,4,9,11- e-CRM: Business and System Frontiers - Jaiswal M.P. and Kaushik Anjali

Chapter 9- The Handbook of Key Customer


Case 2: Hewlett-Packard

207

Assignment: Comparative analysis of e-CRM products

Real life Project Discussion and Presentations (Written analysis of real life project for the

modules studied till this date will have to be submitted within three days of this discussion)

5 12 -14 MODULE-V CRM NetworksSessions 1 (AM)

Partner relationship management, Customer equity and customer selection in both the business-to-consumer and business-to-business markets, networks and strategic alliances, Life cycle of CRM, Types of CRM, External partnership, Internal partnership, Supplier relationship, Cooptation, Collaborative relationship

6 15 - 18 MODULE-VI Application of CRM

Developing curriculum to enhance teaching of relationship marketing, Key Accounts Management, Enhancing leadership , team building, communications skills

CRM strategies in Services economy, CRM in Banks, Airlines, Hotel Industry, Health care Industry , Telecom Industry , Financial Services

Strategies in e-commerce, Future role of CRMBook Readings:

Chapters Kept in library-Customer Relationship Marketing - Shaniesh G.

Chapters Kept in library - Relationship Marketing in Professional Services- Hallnen, A.

Real life Project Discussion and Presentations No. Of Sessions – 2

(Written analysis of real life project for the modules studied till this date will have to be submitted within three days of this

208

discussion)

7 18 -20 Implementation of CRM , CRM Roadmap, Internal Marketing , Issues in Technical Solution in CRM, Operational issues, Budgeting for Attraction Vs Retention of customers, Learning from customer defections, Customer retention & Evaluation

PEDAGOGYThe teaching methodology will be a mix of lectures, exercises, article review, quiz,

test, term paper, case studies and real life project. The classroom sessions will include discussions and presentations by the students on the readings, cases, term paper, assignments, and real life project.

EVALUATIONEvaluation of performance will be based on class participation, written case report,

one field research project, and end term exam as under:1) End Term Examination 602) Internal 40The internal evaluation of the student will be done on the following basis:

-Attendance & Class participation 10-Article Review and Case study/ assignments 10-Real Life Project 15-Quiz/test 5

Class attendance and participation Class attendance and participation in discussions are important parts of your learning

and internal evaluation. Quality of your contributions is more important than quantity. Be prepared to present your analysis and action in a concise, logical fashion. You should be able to refer to specific outside materials and/or case material to support your points. If you absolutely must miss a class, let me know in advance and submit a two page executive summary on the class lecture you missed.

Article Review and Case study/ assignments

Each student is expected to read the article or/ chapter individually before coming to the class. Also individually they should read the case, discuss with their group and come prepared individually for discussion in the class.

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All graded assignments will be returned to you the following week. This will provide timely feedback on your progress. The written assignment will involve the analysis and write-up of a case. Your conclusions should be fully justified, both quantitatively and qualitatively, as appropriate, using supporting exhibits. Exhibits should be placed at the end of the case, but do not count as part of the Three-Page Maximum. You will be graded on your decisions and how you justify them in light of the information that is available in the case. Equally important in determining your grade will be how you present your analysis, in terms of grammar, syntax, spelling, organization, and clarity. It is your responsibility for obtaining handouts, class notes, and assignments. If you are absent, arrangements need to be made with a classmate to obtain these materials. Caselets to be completed would be given to you during the course from time to time.

TEXT BOOKS

1. Sheth N. Jagdish & Parvatiyar Atul (2002). Handbook of Relationship Marketing, Sage Publications, New Delhi.

2. Greenberg Paul (2001) “CRM at the speed of light”, New York Tata Mc Graw hill.3. Jaiswal M.P. and Kaushik Anjali, (2002), “e-CRM: Business and System Frontiers”,

1st edition, Asian Book Private Limited4. Barner. James. G., (2000) ‘Secrets of CRM: Its all about how you make them feel’

McGraw, NY.5. Burnett Ken, (2001). The Handbook of Key Customer Relationship Management,

Addison Welsey Longman (Singapore) Pte. Ltd.6. Shaniesh G., (2001). Customer Relationship Marketing, Tata McGraw hill.7. Hallnen, A. (1997), Relationship Marketing in Professional Services, London:

Rouledge.8. Newell, Frederick, Why CRM Doesn’t Work – How to win by Letting Customers

Manage the Relationship, Kogan Page Ltd. (2003)9. Anderson, Kristin & Carol Kerr, Customer Relationship Management, Mc Graw Hill,

2002.10.G Shainesh & Jagdish N Sheth, “Customer Relationship Management –A

Strategic Perspective”Macmillan India Ltd, New Delhi

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Two Year Full-Time Post Graduate Diploma in Management

Trimester – VI

Course Code: 213 Course Title: Retail & Franchising

Academic Session: 2010-2011 Instructor: S. K. Jain

COURSE OBJECTIVES:

Retailing sector is vibrant and synonymous with high economic and social progress.

In India, it is highly fragmented with less organised retailing but coming up in a

big way. It has an access to a variety of products, freedom of choice and high

levels of customer service. This course has been designed to equip student to

squarely face the fierce retail competition and provide better value to the customer

through modern concepts like franchising.

The emphasis will be mainly to keep abreast with the latest happenings in the

market by way of going through retail journals and reports about retail in the

business newspapers. Further the stress will be visit various retail formats to

imbibe the latest changes and understand ground realities.

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COURSE CONTENTS:


1 1-3 Introduction to Retailing

1. Defining Retailing. The marketing – Retail Equation. The global retail market. Retailing in the Indian context.

2. Case Discussions

Case: Big Bazar- The route to the Indian Mass Market

Readings: Retailing Management, Text and Cases, Swapna

Pradhan, Tata McGraw Hill Co. Ltd. 2004 Ed. Art of Retailing, AJ Lamba, Tata McGraw Hill Co.

Ltd Bajaj, Tuli & Srivastava, RM Ch.1-2-3 Majumder, S. 2002 “FDI in Retailing: India as a

super market’ Business Line, Tuesday, Sept. 17. Retailing Management by Michael Levy , Barton

A Weitz and Ajay Pandit

Live-Group Project Each group will be assigned a Live-Project on a

Franchise. A detailed study of all the pre-assigned topics will be made at the franchisee premises and report duly submitted. There will be a group presentation on the scheduled date.

Individual Assignment Review a recent article of significance in the area of

retailing, not reviewed so far in any publication.

2 4-5 Evolution of retail in India, FDI in Retail, Key Sectors, Challenges faced by Indian Retail.

Case: Fast Food Retailing In India – Raising The Quality And Service Bar

Readings:

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Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Hill Co. Ltd. 2004 Ed.

Bajaj, Tuli & Srivastava, Retail Management, Ch-2

3 6-7 Store Location Decesions Importance of Store Locations, Types of Locations ,

Steps Involved in choosing a location,Evaluating a Retail Location


Pradhan, Tata McGraw Hill Co. Ltd. 2004 Ed. Bajaj, Tuli & Srivastava, Retail Management, Ch-2

4 8-9 The Evolution of Retail Formats, Theories of 98Retail Development, Retail Life Cycle, Classification of Retail Stores.

Case: Shopping Malls in India : Survival of the fittest.


Pradhan, Tata McGraw Bajaj, Tuli & Srivastava, RM Ch.6 David Gilbert, RMM, Ch.8 Lindquist, J. D. 1974-75,’Meaning of Inage: A

survey of Empirical and Hypothetical Evidence’, Journal of Retailing, 50, pp. 29-38.

4 10-11 Retail Strategy

8. Importance of Strategy in Retail, Strategic planning process,

The Retail Value Chain

Case Discussions

Case: Wal-Mart changes the game in India.

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A Paradigm Shift from Pyramid to New Multifaceted Consumer Class in India and its Impact on Organised Retailing


Pradhan, Tata McGraw Hill Co. Ltd. Retailing Management by Michael Levy , Barton A

Weitz and Ajay Pandit

5. 12 Private LabelsThe Concept of the private label, The process for the

emergence of private labels, The process of private label creation


Pradhan, Tata McGraw Hill Co. Ltd. Retailing Management by Michael Levy , Barton A

Weitz and Ajay PanditCase :

The Private Label Maturity Model Creative Marketing in a changinh\g scenario by

prof. Nirmalya Kumar

5 13-14 Retail Marketing and Communication

7. Retail marketing mix, Retail Communication mix, STP of a retail store, Relevance of Integrated marketing communication in retail.

8. Case Discussions

Case: STP concept implementation for starting a new

mall. Retail Newspaper Advertising


Pradhan, Tata McGraw Bajaj, Tuli & Srivastava, RM Ch.10-11

6 15 Servicing the Retail Customer

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9. Customer service and its importance in retail, Gaps in customer service, Retail selling process and role of the retail sales person


Pradhan, Tata McGraw

7 16 Retail Store Design and Visual Merchandising

10. Relationship between store image and store design, Components of Exterior and Interior store design, Considerations for selecting a Lay Out, Visual Merchandising in Retail


Pradhan, Tata McGraw Bajaj, Tuli & Srivastava, Retail Management, Ch-7,

8

8 17 Supply Chain Management in Retail

Concept of SCM. Need of SCM, Issues Involved in Supply Chain Management

Case : Lawson Sportswear

9 18 Franchising

Contemporary Articles appearing in India.10 19-20 Presentations of the Real Life project and Book review of

following -

It happen in India by Kishor Biyani Made In America by Sam Walton

PEDAGOGY:


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LEARNING RESOURCES:


Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Hill Co. Ltd.

Bajaj,Tuli & Srivastava, Retail Management, Oxford University Press

David Gilbert, Retail Marketing Management, Prentice Hall

Spinelli, Rosenberg & Birley, Franchising – Pathway to Wealth Creation, Pearson

Berman & Evans, Retail Management, Pearson

A.J.Lamba, The Art of Retailing, Tata McGraw Hill,

Levy & Weitz, Retailing Management, Tata McGraw Hill,

Gibson G. Vedamani, Retail Management, Jaico Pub. House

Pramod Khera, Franchising, Tata McGraw Hill Pub.

Patrick, Robert & David, Retailing, Thomson Learning Inc.


217

6. Cases:

Pantaloon Retail India Ltd.

Will the Megaplex Kill Off the Multiplex.

Big Bazar: The Indian Wal-Mart

Lands’ End: Enticing Millions of Customers to Shop Our Way.

The Mall of America

STP Implementation concept for starting a new mall

Retail Newspaper Advertising

218


Trimester-VI

Course code: 702 Course Title: Cross Cultural Management

Academic Session: 2010-2011 Instructor: Ashavaree Das

The increase in both diversity and globalization in business require that employees, especially managers, develop cross-cultural competence to work effectively in international assignments, on cross-cultural teams, with increasingly diverse customers and clients, and to effectively compete or collaborate with competitors, suppliers, partners, and relevant stakeholders, such as governments and other public bodies.

Effective training and exposure to cultural differences around the world can help employees learn to be more successful in a variety of business settings.

COURSE OBJECTIVES

By the end of the course, it is hoped that students will be able to:

explain the influence of a culture in the workplace describe formal structures of organization in a cultural context explain the applications of specific cultures to the management process describe the managerial process, tasks, and issues that arises from cultural

differences

Text:

Beamer, L. & Varner, I. (2001). Intercultural Communication in the Global Workplace. New Delhi: Tata McGraw-Hill.

Deresky, H. (2009). International Management: Managing across borders and cultures. Delhi: Pearson.

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Course Contents:

Module I (Session 1-5)

The Cultural Context of Global Management

I. Understanding the role of culturei. The Importance of learning about culture

ii. Responses to other cultures

II. The Role of Language i. The Language Barrier

ii. Communicating with Non-native Speakers

III. Cultural Models: Theoretical Frameworks i. Various worldviews (thinking and knowing/doing and

achieving/self and society)ii. Cultural Models

1. Hofstede’s Dimensions2. Project GLOBE3. Cultural Clusters4. Trompenaar’s Dimensions

Readings:

Deresky, H. (2009). International Management: Managing across borders and cultures. Delhi: Pearson. (Chapter 3, 4).

Beamer, L. & Varner, I. (2001). Intercultural Communication in the Global Workplace. New Delhi: Tata McGraw-Hill. (Chapter1, 2,3,4).

Article review: Earley, P.C. & Mosakowski, E. (2004). Cultural Intelligence. HBR Singh, N. (2004). From Cultural Models to Cultural Categories: A Framework

for Cultural Analysis . Journal of American Academy of Business, pp 95-101

Experiential Exercises: Analysis of the English Football Premiership Team Role-Play

Case Study: Elizabeth Visits GPC’s French Subsidiary Trouble at Computex Corporation

Module II (Session 6-11)

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Cross Cultural Interactions

IV. Organization of Messages to Other Culturesa. Review of the Communication Modelb. Routine Messagesc. Persuasive Messages and Argumentationd. The Role and Force of Wordse. Channels of Business Messagesf. Communication Style

V. Nonverbal Business Conventions

VI. Variable Rules of Engagement

a. Authorityb. Assertiveness/peacekeepingc. Hospitality

VII. Managing Multicultural Teams

Readings:

Beamer, L. & Varner, I. (2001). Intercultural Communication in the Global Workplace. New Delhi: Tata McGraw-Hill. (Chapter 5,6,7).

Article review: Brett, J., Behfar, K., & Kern, M.C. (2006). Managing Multicultural Teams. HBR Ochieng,E.G. & Price, A.D.F. (2009). Managing cross-cultural communication in

multicultural construction project teams: The case of Kenya and UK . International Journal of Project Management.

Activity: Oriental Poker Face: Eastern Deception or Western Inscrutability?Exercise: BAFA BAFA (Simulation)

Case Study: Moto - Coming to America

Module III (Session 12-14)

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International Negotiation:

VIII. Information, Decisions, and Solutionsa. a. Business Information Gatheringb. Decision Makingc. Problem Solving and Conflict Resolution

IX. Intercultural Negotiationa. The negotiation processb. Negotiation Styles

Readings: Deresky, H. (2009). International Management: Managing across borders and

cultures. Delhi: Pearson. (Chapter 5). Beamer, L. & Varner, I. (2001). Intercultural Communication in the Global

Workplace. New Delhi: Tata McGraw-Hill. (Chapter8, 9).

Article Review and Discussion: Gulbro, R.D. & Herbig, P. (2006). Cultural Differences in International

Negotiation. International Journal of Value Based Management, pp265-273. Sebenius, J.K. (2002). The Hidden Challenges of Cross-border Negotiations. HBR

Case Study: Guanxi in Jeopardy: Joint Venture Negotiations in China Mike and Nemichand: Cross-cultural negotiation Case

Module IV (Session 15-16)

X. Cultural Issues in Mergers and Acquisitions 1. Joint-ventures, mergers, acquisitions, technical

collaborations and strategic alliances

Readings:

Deresky, H. (2009). International Management: Managing across borders and cultures. Delhi: Pearson. (Chapter 7).

Bhattacharya, D.K. (2009). Cross Cultural Management: Text and Cases. Delhi: Prentice Hall. (Chapter 9).

Case Study: NTT, Docomo Japan

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Acquisition by HINDALCO Alcatel Lucent

Module V (Session 17-18)

XI. Legal and Governmental Considerations in Intercultural Business Situations

1. Specific Legal Systems2. Dispute Settlement3. Labor Regulations4. Legal Considerations in Marketing Communication

Readings: Beamer, L. & Varner, I. (2001). Intercultural Communication in the Global

Workplace. New Delhi: Tata McGraw-Hill. (Chapter 10).

Case Study: Frigaliment Importing Company v. B.N.S International Sales Corporation

Session 19-20 Presentations of Projects

PEDAGOGY:

PEDAGOGY:

Lectures, Cases, Role-plays, Individual & Group Project Exercises, Guest Lectures

and Presentations by Students.

The sessions will be a blend of interactive lectures and discussions and will be

supplemented by case discussions and exercises. Students should study the

relevant chapters, articles and cases indicated under the topic and come prepared

for discussion in the class.

ASSIGNMENTS

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A series of assignments will prompt the students to appreciate the importance of

various niceties involved in the working world from communication point of

view. It allows them to sharpen their learning to be responsive to the requirements

of different audiences, situations and purposes.

COURSE REQUIREMENTS AND EVALUATION (See Details Below)

1. Attendance and Class Participation: (5%)2. Case Analyses (10%)3. Analysis of Personal Culture: (5%)4. Expatriate Manager Interview: (5%)5. Integrative Term Project and Presentations: (15%) 6. End Term Examination (60%)

SUGGESTED READINGS:

Walker,D., Walker, T. & Schmitz, J. (2003). Doing Business Internationally: The Guide To cross-Cultural Success. New York: McGraw-Hill

Mead, R. (2005). International Management: Cross Cultural Dimensions. Cambridge: Blackwell

Adler, N.J. & Gunderson, A. (2008). International Dimensions of Organizational Behavior. Mason, Ohio: Thompson

French, R. (2008). Cross Cultural Management in Work Organizations . Hyderabad: University Press

Bhattacharya, D.K. (2009). Cross-Cultural Management: Text and Cases. Delhi: Prentice Hall

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Trimester-VICourse Code: 308

Course Title: High Performance Leadership in Organizations Academic Session: 2009-10 Instructors:

COURSE OBJCTIVE:The purpose of the course is to help the students learn as to how the leadership is

practiced, while they gain insights and information to enhance their leadership skills.

It would help studentsUpon successful completion of this course, the student will be able to:

Discover his leadership roots and foundations, diagnose his leadership tasks, advance his leadership skills, and develop a personal leadership path that ensures inspiration and resilience Develop his own leadership style: learn effective dialogue, revitalize his vision and build on his strengths

Demonstrate a fundamental understanding of leadership and the skill necessary for effective leadership

Explain effective techniques and strategies for articulating a vision Outline the importance of setting goals Exhibit effective team skills and identify team building skills Discuss the roles of empowerment and delegation as an effective leadership skill Illustrate the role of a leader in initiating change and helping others to adjust to change Recognize the various types of conflict and ways to manage and/or create it Describe the complexities inherent in ethical leadership

COURSE CONTENTS

Module No. Session No./s Topic & Reading/s

I 2 sessions (1st, 2nd) 1.1 Introduction to LeadershipNew reality for today’s organizationsWhat is Leadership? Can organizations survive

without leadership ? 1.2 Controversies about leadership and

management 1.3 Approaches to leadership

Trait ApproachBehavioral Approach

Contingency Approach Transformational

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CharismaticLevel-5 leadersServant leadership Nominated LeadersSituational Leaders

1.4 Leadership DevelopmentThrough ExperienceThrough Education and Training

Readings:Ch. 1 2 & 3. The Leadership Experience by Richard

L.Daft.Ch. 1, 3, 4 & 5. Leadership by Hughes, Ginnet & Curphy.Ch. 4. Leaders & The Leadership Process by Pierce and

Newstrom Ch. 1,2 Leadership in Organizations by Gary Yukl

Article Review

Leadership Competencies for the Challenges in the Global Era: A Research Study. Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp 5-23

CasesConsolidated Products. The Leadership Experience by

Richard Daft. Pp. 69-71D.L. Woodside, Sunshine Snacks. The Leadership

Experience by Richard Daft. Pp. 71-72T-P Leadership Questionnaire: An Assessment of Style

Assignment on the Group Project to be given

II 3 sessions (3rd,4th,5th) 2.1The Leader as an Individual

Personality and LeadershipValues and Attitudes ( Along cohorts)The cross cultural perspective

2.2Managerial and leadership Traits and skills Learning from Experience

Listening & Communication skills Assertiveness Goal setting Delegating & empowerment Control Managing Conflict Improving Creativity

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Diagnosing performance problems in individuals and Group

Anger management Forgiveness Compassion Mentoring

2.3Performance Leadership Skills2.3.1 Emotional Intelligence 2.3.2 Leading with love vs. Leading with Fear2.3.3 Trust and Morality2.3.4 Motivation and Empowerment

New competencies needed in contemporary times; cultural

cointextsReadings: Ch.7. The Leadership Experience by Richard L.Daft.Ch. 12. & Part V.Leadership by Hughes, Ginnet & CurphyProblem Solving Styles: MBTITransactional versus Transformational Leadership

Ch. 4 The Leadership Experience by Richard L. Daft

Case Narayana Murthy and Infosys. Case Studies in Human Resource Management.Vol.IV (2006) Hyderabad:ICFAI Center for Management Research. Pp 4-10 Case: South West Engineering Services. Leadership in

Organizations by Gary Yukl. Pp. 336-338 Personal Assessment: Jung’s Typology and the

Myers- Briggs Type Indicator

III 2 sessions (6th,7th,8th) Performance Leadership as a Competitive Advantage3.1 What is Performance Leadership?3.2 High performance culture3.3 Performance Leadership Model

Readings: Ch. 9, 10. High Performance Leadership by Graham WinterCh.5, 6, 8. The Leadership Experience by Richard L.Daft.

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Execution: The Discipline of Getting Things Done by Larry Bossidy & Ram Charan (2002) Crown Business publishers

ExcercisesFish Bone DiagramForce Field Analysis

Articles ReviewEnhancing Leadership effectiveness through Reflection.

Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp 78-86.

IV 3 sessions (9th,10th,11th) 4 Creation of culture through leadership: Creating and Imparting Vision and Strategic

Direction4.1 A sense of direction- Vision, Mission, Values, Goals

and strategies, Execution 4.2 Influencing organization culture; Primary & secondry

ways to influence culture 4.3 Designing and Leading a Learning Organisation

4.3.2From efficient performance to the Learning Organisation Readings: Ch. 4,12. High Performance Leadership by Graham Winter

Ch. 10, Leadership in Organizations by Gary Yukl

Article ReviewLeadership Paradigm for High-performing Organisations.

Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp 217-226

Case Dhirubhai Ambani and Reliance. Case Studies in

Human Resource Management.Vol.IV (2006). Hyderabad:

ICFAI Center for Management Research. Pp. 30-40

228

V 3 sessions (12th,13th,14th) Leading Change in Organisations 5.1Diagnosis of need for change

5.1.2Systems Models for Organizational Diagnosis 5.2Change Processes 5.2.2 Stages in change process 5.3Changes in reaction to change 5.3.2 : Negotiation skills

Readings : Ch. 10, Leadership in Organizations by Gary Yukl

Article Review Ultimate office Products, Leadership in Organizations by Gary Yukl, 2006, pp 334-335

Article ReviewLearning to change, changing to Lead: A journey to Leadership Excellence.

Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp 130-139

VI 2 sessions (15th, 16th) Developing Leadership Diversity

6.1Diversity Today6.2 Global Diversity6.3Leadership Initiatives Toward Organizational Diversity

6.4Leadership and the role of Gender 6.5 Leadership Solutions 6.6Team leadership 6.7Leading Virtual TeamsReadings: Ch.11 The Leadership Experience by Richard L.Daft. Ch10, Leadership by Hughes, Ginnet & Curphy.

Ch. 11. Leadership in Organizations by Gary Yukl

Article ReviewNurturing fast-track Leaders. Developing Leadership for the

Global Era: HRD Perspectives and Initiatives, 2005. Pp181-191

VII 2 sessions ( 17th, 18th) Strategic Leadership by Executives 7.1Evolutionary Change and Strategic Leadership 7.2Competing Values and Strategic leadership 7.3Formulating Strategy 7.4Developing leader pipeline: Developing leaders for

the future Readings:

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Ch. 12. Leadership in Organizations by Gary YuklCh 7: Tichy, Noel, M. - The cycle of leadership (2002),

Harper Business Beautiful mind by Sylvia Nasar (1998), Simon & Shuster

Article ReviewAchieving and Maintaining Competitiveness in 21st Century:

The Role of strategic leadership. Ireland R.D & Hitt M.A Academy of Management Executive. 2005, Vol. 19, No. 5

Case, Columbia Corporation. Leadership in Organizations by Gary Yukl. Pp. 400

VIII 1 sessions(19th )Ethical Leadership for Organisational Excellence

8.1General Conceptions of Ethical Leadership 8.2Personal Integrity and Ethical Leadership 8.3Promoting Ethics versus Opposing Unethical

Practices 8.4Centrality of ethics to leadership 8.5Perspectives & Principles Readings:

Ch. 14. Leadership in Organizations by Gary Yukl Ch. 13. Leadership, theory and Practiceb by Peter

Northouse (2003) Response books

Article ReviewDeveloping Competence in Values for Value-based Leadership

at NTPC. Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp 117-129.

CaseMadison, Jones, and Conklin. Learning in Organizations by

Gary Yukl. Pp 456Exercise: Developing a case on Ramalingam Raju ( SATYAM)

X 1 sessions (20th ) Cases & future challenges

PEDAGOGY:

The teaching methodology used in this course will be a judicious mix of lectures, case analysis & discussions, as well as presentations by the students. However, more emphasis will be laid on case analysis, assignments and project study. Cases are expected to be prepared within groups prior to the class.

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END TERM EXAMINATION - 60%Internal Assessment - 40%

Attendance & Class Participation: 10 MarksUnannounced test/quiz : 5 MarksArticle Review : 5 MarksLive Projects (Group) : 10 MarksExercises and Caselets : 10 Marks

READINGS:

Daft, R.L. (2005) The Leadership Experience. 2nd ed. Thomson Learning

Hughes, Ginnet, Curphy (2005) Leadership: Enhancing the Lessons of experience. 3rd

ed. McGraw Hill

Jain,U; Pareek U; Shukla, M (2005) Developing Leadership for the Global Era: HRD Perspectives and Initiatives, New Delhi: Macmillan India Ltd.

Jon L. Pierce & John W. Newstrom (2006). Leaders & the Leadership Process. Mc-Graw Hill International Edition.

Lussier & Achua. (2007) Effective Leadership. 3rd edition. Thomson Learning

Roberto, M.A. (2006). Why Great Leaders don’t take yes for an answer. Wharton School Publishing.

Slater, R. (2002) Get Better or Get Beaten! 29 Leadership Secrets from GEs Jack Welch. Tata McGraw Hill.

Winter, G (2003). High Performance Leadership. Singapore: John-Wiley & Sons .

Yukl, G. ( 2008) Leadership in Organizations. 5th ed. Pearson Education

231

LAL BAHADUR SHASTRI INSTITUTE MANAGEMENTDELHI

POST GRADUATE DIPLOMA IN MANAGEMENT (PGDM) – FULL-TIME

MANAGEMENT OF INDUSTRIAL RELATIONS

Course Code : 401Academic Session: 2010-11. Faculty: Dr Anupriya

Singh

Objective:This course aims to provide the basic knowledge of Industrial Relations dynamics -

both at micro and macro levels. It attempts to equip the students with the tools and theoretical framework required to understand and analyse the issues arising out of the complex relationship among the social partners - Government, Employer, and Trade Unions. Alongwith the understanding of Industrial relations at national level, students will also be given inputs on the emerging trends at International level.

ModuleNo.

I

SessionNo./s

1-3

Topic

Introduction to Industrial Relations 1.1 Conceptual framework of IR 1.2 Evolution 2.1 IR as a vital aspect of HRM 2.2 Parties to Industrial Relations 2.3 Importance of peaceful Industrial Relations 3.1 Indian Industrial Relations 3.2 International Industrial Relations.

Readings:Aswathappa ( 2008) : Human Resource & Personnel Mgt, Ch

22.

Bohlander & Snell ( 2007) : Managing Human Resources Ch 14.Kuruvilla & Erickson (2002) , Change and transformation in

Asian Industrial Relations, Industrial relations, Vol 41, No.

2, Pp. 171 – 228.

232

Sen Gupta, Anil K.; Sett, P.K.. (2000), Industrial relations law, employment security and collective bargaining in India: myths, realities and hopes, Industrial Relations Journal, Jun, Vol. 31 Issue 2, p144 – 153.

Article Review:Bhattacherjee, Debashish, The Evolution of Indian Industrial

Relations: A Comparative Perspective, Industrial Relations Journal, Aug 2001, Vol. 32 Issue 3, Pp. 244 – 263.

Live Projects to be given.II

III

IV

4 - 6

7-10

11-14

Trade Unions 4.1 Unions as organizations 4.2 Evolution & Functions of trade unions 5 Types of Trade Unions 6.1 Factors affecting Indian Trade Unions 6.2 Trade unions : The new settings & challenges and how should trade unions respond.Readings:Venkataratnam (2006) : Industrial Relations Ch. 5,7. Aswathappa ( 2008) : Human Resource & Personnel Mgt Ch 23.Daniels (2007) : Employee Relations Ch 6.

Case :Venkataratnam(2006), Andhra Pradesh State Road Trading

Corporation, Ch 5. Industrial Dispute and Dispute Resolutions

7.1 Cause and nature of disputes7.2 Role of disputes in Industrial Relations7.3 Machinery for investigation and settlement of industrial

disputes.Readings:Aswathappa ( 2008) : Human Resource & Personnel Mgt Ch 24.Venkataratnam (2006) : Industrial Relations Ch. 14.

Cases :

Aswathappa ( 2008), In-flight food services company Ch 24.

Debi S. Saini , Honda motorcycles and scooters India Limited (HMSI), VISION - The Journal of Business Perspective, Vol. 9, No. 4, October-December 2005, Pp. 71 – 81.

Collective Bargaining 11 Meaning and scope

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12 Characteristics and importance 13 Pre-conditions for effective collective bargaining 14 Process of collective bargaining.

Readings:Daniels (2007) : Employee Relations Ch 8.Ivancewich (2007) : Human Resource Management Ch. 15.Venkataratnam (2006) : Industrial Relations Ch. 8.

Case : B D Singh (2004), Dilemma of Negotiation : A Case Study of

Dolphin India Limited, Pp. 399 – 400.

Article Review: George, Unionization and collective bargaining in India, Labour

file, Jan – Apr 2007, Pp. 77 – 81.

SelfStudy

Employee grievance Meaning and scope Importance of managing grievance effectively Causes of grievance Model grievance procedures.

Readings:Daniels ( 2007) : Employee Relations Ch. 9.Venkataratnam (2006) : Industrial Relations Ch. 19.Submission of real life projects.

VI 15-16 Industrial Discipline 15.1 Concept, objectives and types of discipline 15.2 Right of employer to enforce discipline 15.3 Mc Gregor’s Hot Stove Rule 16.1 Formal system of disciplinary procedure - Domestic

enquiry process 16.2 General guidelines in administering disciplineReadings:Ivancewich (2007) Human Resource Management Ch. 16.Daniels (2007) Employee Relations Ch 11.Venkataratnam (2006) : Industrial Relations Ch. 19.

Case : B D Singh (2004), He asked me to pay up, Pp. 404 – 409.

VII 17-18 Worker’s Participation in Management

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17.1 Meaning and scope of workers’ participation in

management

18.1 Forms of workers’ participation management 18.2 Benefits and preconditions for effective participation.Readings: Daniels (2007) Employee Relations Ch 11.Venkataratnam (2006) : Industrial Relations Ch. 18.Case : Crisis blown over, Aswathappa ( 2008), Ch 17, Pp. 411.Article review : Purushothaman, Moving a notch up, Indian Management,

March 2008, Pp. 85 – 92.VIII 19-20 Group Presentation

Pedagogy

Lectures will be supplemented by case study analysis, live projects, and group

discussions. The primary emphasis of this course is on live projects and case

analysis.

Evaluation:End Term Examination 60 marksInternal Evaluation 40 marks to be bifurcated as below:

Internal Assessment: 1.Group Project 10 marks 2.Case Analysis 10 marks3.Unannounced Test/quiz 05 marks4.Attendence & class participation 10 marks

5. Article Review 05 marks

LIVE GROUP PROJECT GUIDELENES

On the instructions of the instructor, identify 4 - 5 organisations with a well-established HRM department.

235

Conduct a primary study and study the IR related activities of the organizations. Analyze and assess their IR problems and initiatives taken by them to solve the

same. Identify benchmark practices in the sample of organizations studied.


References

Arun Monappa, Industrial Relations, Tata McGraw Hill, New Delhi, 2001

B D Singh, Industrial Relations and Labour Laws, Excel Books, 2008.

B D Singh, Industrial Relations : Emerging Paradigms, Excel Books, 2004.

C S Venkatratanam, Industrial relations, Oxford University Press, 2006. Case Studies in Human Resource Management Vol V, ICFAI Management Research,

2006.

E A Ramaswamy, Managing Human Resources – A contemporary text, Oxford University Press, 2002.

Ivancewich, Human Resource Management, Tata Mc Graw Hill, 2007

Kathy Daniels, Employee Relations in an organizational context, Jaico Publishing, 2007.

S.K.Bhatia, International Practices in Industrial Relations, Deep and Deep Publications, 2003.

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Trimester V

Course Code: 402 Course title: Compensation Management

Academic Session: 2010-11 Faculty: Prof. Rashmi Sharma

COURSE OBJECTIVES:

The core objective is to familiarize students with various dimensions of compensation management viz. wage theories, factors determining wage fixation in organizations, monetary and non-monetary compensation etc. It would also help the students in understanding the strategic angle to compensation management - for attracting, retaining and motivating employees. Contemporary wage related issues would also be discussed as also the evolving compensation patterns in the Indian and global context.

COURSE CONTENTS:

ModuleNo.

SessionNo./s

Title

I

II

1-3

4-6

Concept of Wage and Salary Administration

1.1 Foundations of Reward Management1.2 Strategic perspective and

understanding internal alignment, theories of Wages

1.3 Wage and Salary Administration at Macro Level

1.3.1 Wage Fixation Methods1.3.2 Five Year Plans and Wage Policy1.3.3 Legal FrameworkReadings:

Ch. 1 M.Armstrong & H.Murlis Reward ManagementCh. 2 Milkovich & Newman Compensation

Assignment of Group Project

Article Review : The Problem of Pay; Gallup, 2008

Job Evaluation4.1 Job Based Structure

Qualitative :

237

III

IV

V

7-8

9-11

12-13

4.1.1 Ranking Method4.1.2 Grading MethodQuantitative :4.1.3 Point and Factor Comparison

Method4.1.4 Position Analysis Questionnaire4.1.5 Dept. Of Labour Procedure

4.2 Person Based Structure 4.2.1 Skill Analysis 4.2.2. Competency AnalysisReadings:Ch.11 R.S.Dwivedi Managing

Human Resources: Personnel Management In Indian Enterprises

Ch. 4,5,6 Milkovich & NewmanCase: Anand Piston Rings Ltd. A, B. Chadha

Narendra K., Human Resource Management Issues Cases & Experential Exercises, Shri Sai Printographers, pp. 373-377

External Wage Parity7.1 External competitiveness7.2 Competitive Pay Policy Altenatives7.3 Designing Pay Levels, Mix and Pay

Structures7.4 Survey Design7.5 Broad Banding7.6 Market Pricing

Readings: Ch. 11 R.S.Dwivedi

Ch. 7,8 Milkovich & Newman

Contingent Pay9.1 Individual Contingent Pay

9.l.1 Performance-related pay9.1.2 Competence-related pay9.1.3 Contribution-related pay9.1.4 Skill-based pay9.1.5 Service-related Pay9.2 Employee and Executive Share

Schemes9.3 Team Rewards9.4 Gain Sharing and Profit

Sharing Readings:

Ch. 6 M.Armstrong & H.Murlis

238

VI

VI

VII

14-16

17-18

19-20

Case Study:

Caselet 4 Skill Based Pay. Case Studies in HRM Vol 1., ICFAI, 2005.pp. 289-290

Article Review: Six Dangerous Myths About Pay;

HBR May-June, 08Submission of Group Project

Employee Benefits and Services12.1 Types 12.2 Cafeteria Plans/ Flexible

Compensation Plan

Readings:Ch. 17 Henderson Richard I,

Compensation Management in a Knowledge Based World

Ch. 7 M.Armstrong & H.Murlis

Special Aspects pf Compensation Management

14.1 Boardroom Pay14.2 International Remuneration:

14.2.1 Managing Variations- Social & Cultural

Contract 14.2.2 National System :

Comparative Mindset (Japanese, German

National System Strategic Comparison :

Japan, Germany And U.S.)14.3 Expatriate Pay 14.3 Elements 14.4 Balance Sheet Approach 14.5 Going Rate Approach15 Mergers and Acquisition;

Recession16 Reward Policies for New, Start-

239

up, High- Growth organisationsReadings:Ch. 16 Henderson Richard I.Ch. 16 Milkovich & NewmanCh. 8 Armstrong & Murlis ‘Reward

Management’Article Review : Best Practices for

Designing New Compensation Plans; Sage

Publications, 2008

Tax Planning – Indian Context17.1 Tax Implications of Employee

compensation Package to Employer

17.2 Important Sections of Income Tax Rules

17.3 Tax Efficient Compensation Package

Readings: Singh B.D. 2007 Compensation and

Reward Management Chapter 10

Project Presentation

PEDAGOGY:

Lecture will be supplemented by cases and group discussions. Students are expected to take individual and group assignments as part of learning strategy

EVALUATION:

End Term Examination 60marks Internal Evaluation 40marks (bifurcated as follows) :

Attendance & Class Participation: 10 MarksExercises and Caselets : 5 MarksArticle Review : 5 MarksLive Projects (Group) : 10 Marks

240

Group Presentation : 10 Marks

REFERENCES:

Henderson RI(2006) Compensation Management in a Knowledge Based World (10th Edition), Pearson Education

Subramanian K.N.,Wages In India, Tata McGraw Hills

Bergman J.Thomas, Scarpallo V.G. & Hills F.S. Compensation Decision Making, Dryden Press

Dunn J.D. & Rachal F.M., Wage and Salary Administration: Total Compensation System, Tata McGraw Hill

Armstrong M. & Murlis H., Reward Management, Kogan Page

Dwivedi R.S., Managing Human Resources: Personnel Management In Indian Enterprises, Galgotia Publishing Co.

Venkatraman C.S., & Srivastava B.K., Personnel Management & Human Resources, Tata McGraw Hills

Brown Duncan, Reward Strategies: From Intent To Impact, CIPD Publications

Milkovich T. George & Newman J.M.,(2005). Compensation, Irwin Publication

Singh B.D. (2007). Compensation and Reward Management, Excel Books, New Delhi

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TRIMESTER—IV

Course Code: 404 Course Title: Labour Legislation


COURSE OBJECTIVES:

The course is designed to help the students understand the working of various labour legislations, which are being applied at workplace. The students would also be able to appreciate the changes in labour legislations, which are required in view of the liberalized economic environment.


Understand the relevance of labour laws in the organization of the context. Appreciate the different labour laws as applicable in industries Appreciate the necessity of change in labour laws in view of liberalized economic

environment.

COURSE CONTENTS:

Module Session TopicNo No.

I 1-2 Introduction1.1 Objective1.2 Scope and emergence of labour laws along with their

socio-economic implications Readings:Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.),

Pp 1-15

II 3-6 Industrial Relations Laws I3.1 The Industrial Disputes Act, 19473.2 The Trade Unions Act, 1926

Readings:Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.),

Chapter 1 and 3.Cases:

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Supreme Court Judgement in the Case of Tamil Nadu Government Staff Strike. Venkata Ratnam, C.S. (2006). Industrial Relations (2nd ed.) Pp 102-106.

Unrest at Maruti. Venkata Ratnam, C.S. (2006). Industrial Relations (2nd ed.) 433-440.

III 7-8 Industrial Relations Laws II7.1 Misconduct /Punishment7.2 Discipline and disciplinary procedure Readings:

Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Chapter 1

Cases: Dhan Singh Karki vs. Bureau of Indian standards and

Another, Labour Law Reporter, January 2008 Motiwala & Natekar Mahalaxmi, Mumbai vs.

Jhanlaram N. Wadekar and Another, Labour Law Reporter, January 2008

IV 9-12 Conditions of work9.1 The Industrial Employment Act, 19469.2 The Factories Act, 1948Readings:

Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Chapter 2 and 9Case: T. Mukherjee and State of Jharkhand, Indian

Factories and Labour reports, Vol. 115, November, 2007

V 13-16 Compensation13.1 The Payment of Wages Act, 193613.2 The Minimum Wages Act, 194813.3 The Payment of Bonus Act, 1965Readings:

Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Chapter 8, 7 and 11

Cases: Shriram Centre and Others vs. State and Others,

Labour Law Reporter, February 2008 Jangipur Sahkari Kraya Vikraya Samiti Ltd. Vs. State

of U.P. and Others, Labour Law Reporter, December, 2007

VI 17-20 Social, Security & Insurance 17.1 Workman’s Compensation Act, 1923

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17.2 Employee’s Provident Fund and Misc. Act 195217.3 Payment of Gratuity Act 1972Readings:

Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Chapter 8, 7 and 11

Cases: GM’s Pension Fund Problems. Case studies in HRM.

Volume III. The ICFAI Centre for Management Research, Hyedarabad, 2006

National Insurance Co. Ltd. Vs. Rekha, Labour Law Reporter, January, 2008

Asstt. Provident Fun Commissioner vs. Ashram Madhyamik (PF), Labour Law Reporter, December, 2007

Abdul Rowther vs. Appellate Authority under Payment of Gratuity, madurai and Others, Labour Law Reporter, December, 2007

Thiru Arooran Sugars Ltd. & Five Others vs. The Assistant Provident Fund Commissioner Employees’ Provident Fund Organisation, Trichirapalli & Another, Labour Law Reporter, December, 2007

PEDAGOGY:

Lecture will be supplemented by cases and group discussions. Students are expected to take individual and group assignments as part of learning strategy.


End Term Examination -60%

Case discussion, assignments & tests -40%

Attendance & Class Participation: 10 MarksUnannounced test/quiz : 5 MarksArticle Review : 5 MarksLive Projects (Group) : 10 MarksExercises and Caselets : 10 Marks

READINGS:

Chawla, J.S. (2004). All India Labour & Industrial Laws Digest, 1994-2004, S.L.R. Printing Press.

244

Garg, Ajay (2007). Nabhi’s Labour Laws. (22nd ed.), Nabhi Publications, New Delhi.

Kumar, H.L. (2004). Digest of Labour Laws. (4th ed.) Universal Laws Publishing Co.

Kumar, H.L. (2007). Employer’s Rights under Labour Laws.(3rd ed.). Universal Law Publication, New Delhi.

Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Central Law Publications.

Sayeed, I.A. (2001). Labour Laws, Himalaya Publishing House, Delhi. Singh, B.D. (2007). Labour Laws for managers. (1st ed.), Excel Books, Delhi. Srivastava, S.K (2000). Industrial Relations & Labour Laws (4 th ed), Vikas

Publications, Delhi.

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DELHI

405: Management Training: Process & Techniques

Academic session: 2010-11 Faculty:

Objectives:

With the emergence of new economic policy and restructuring of industry, Human

Resource Development has become an important function. In the current

competitive economy, those organizations that develop their employee’s skills

and knowledge will survive and progress. Training and development is one of the

ways to achieve this objective. This course aims to help students acquire the

knowledge required for identification of training needs, various training

methodologies, training tools and evaluating the effectiveness of the training

programmes. The emphasis would also be on the contemporary learning in the

area.

CONTENTS:

ModuleNo.

I

SessionNo./s

1-2

Title

Introduction1.1 Training and Development1.2 Rationale for training1.3 Content of training1.4 Changing organizations and training1.5 Human resource function and training

Readings:Ch.-1. Martyn Sloman.

246

II

III

IV

3-5

6-7

8-10

Ch.-2. P.L. RaoAssignment of Real Life Group Project:

Learning and Training3.1 Principles of learning3.2 Adult training3.3 Programmed learning3.4 Factors affecting the learning process3.5 Models of training

3.5.1 Systematic model3.5.2 Transition model3.5.3 Ashridge Model.

Readings:Ch.-4. P.L. RaoCh- 3. Martyn SlomanArticle Review:

Cognitive style and learning strategies: some implications for training design: International Journal of Training and Development 1997

Strategic Training6.1 The Strategic Training and Development Process6.2 Organizational Characteristics that Influence Training6.3 Training Needs in Different Strategies6.4 Outsourcing Training

Readings:

Ch.-2. Employee Training and Development by Raymond Noe.

Article ReviewStrategic Training and Development: A Gateway to

Organizational Success. HR Magazine, Mar. 2008, Vol. 53. Issue 3, p 1-9

Assessment of Training Needs8.1 Assessing training needs8.2 Level of organizational need8.3 Organizational analysis8.4 Task analysis8.5 Individual training needs analysis.

Readings:Ch. 3 P.L. Rao

Ch. 6 Joseph Prokopenko

247

V

VI

VII

11-13

14-16

17-18

Article Review Shifting mindsets. By O’Connor, John. e. learning age. Apr.

2006. P 14-17Training Needs Assessment. By Cekada, Tracey L.

Professional Safety, Mar 2010, Vol. 55 Issue 3, p28-33, Mid Term Evaluation of Live projects.

Designing the Training Programme11.1 Steps in Programme Design11.2 Developing the training modules11.3 Course contents11.4 Training schedule11.5 Time table11.6 Objective of training programme11.7 Targeted group and levels.

Readings:Ch.-6 Rolf Lyton and Udia Pareek.Ch.-7. Joseph Prokopenko.

Case: Training and Development at Godrej. Case Studies in

Human Resource Management.Vol. I (2006). Hyderabad: ICFAI Center for Management Research.

Training Methods14.1 Passive and Active Training Methods

14.1.1 Advantages and disadvantages14.1.2 Simulation methods14.1.3 Case discussions14.1.4 Group discussions14.1.5 Role play14.1.6 Management games14.1.7 In basket exercises

14.2 Learning OrganizationsReadings:Ch.-6, 7. Mel Silberman Ch.-12,13 Joseph ProkopenkoCase Studies: Employee Training and Development at Motorola. Case

Studies in Human Resource Management.Vol. I (2006). Hyderabad: ICFAI Center for Management Research.

ArticleBest Training Methods for Product Based training. By:

Wickman, Lindsay Edmonds. Chief Learning Officer, Apr2008, Vol. 7 Issue 4, p32-36.

248

VIII 19-20

Submission of Live Projects

Evaluation of Training17.1 Evaluation of the programme17.2 Obtaining final question and concerns17.3 Evaluating after training effectiveness17.4 Promoting self-assessment.

Readings:Ch.-8 Blanchard and ThackerArticle Review: A New Way to Evaluate Learning and Training. By

Patterson, Fiona. KM Review, Jul/Aug2003, Vol. 6 Issue 3, p20, 4p

CaseEnhancing the Credibility of the Training Function:

Involving Line Managers in Sales Training. Employee Training and Development by Raymond Noe. Pp 466

Group Presentation

PEDAGOGY:

The course emphasises on practical learning from live project, case discussions, role-

plays, exercises and other training methods.

EVALUATION:End Term Examination 60 marksInternal Evaluation 40 marks bifurcated as follows:

1. Live Projects & Presentation 10 marks2. Case Studies 10 marks3. Article Review 5 marks4. Test 5 marks5. Attendance & class participation 10 marks

READINGS:

Blanchard, P.N. and Thacker, J.W (2007): Effective Training: Systems, Strategies and Practices. New Delhi: Prentice Hall

Joseph Prokopenko (2002): Management Development . ILO Publications

249

Laird, D (2003). Approaches to Training and Development. New Delhi:Rawat Publications

Lyton, R and Pareek, U (2001): Training for development. Vistar Publications.

Noe, R.A. (2008). Employee Training and Development. New Delhi: Tata McGraw Hill.

O’ Connor; Bronner and Delaney (2003). Training for Organizations. Singapore: Thomson Learning

Reid, M.A. and Barrington, H (2007). Training Interventions. Mumbai : Jaico Publishing House

Silberman, M (2001): Active Training: A Hand Book of Techniques, Case examples and Tips. Ben Johnson Co. Ltd

Sloman, M (2006) A Hand Book for Training Strategy. Jaico Publishing House

Rao, P.L. (2000). HRD Through In-House Training. Indian Society For Training And Development .

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Trimester-IV

Course Code: 406 Course Title: HRD Strategies & Systems

Academic Session: 2010-11 Instructor: Dr.

Anupriya Singh

COURSE OBJCTIVE:

The way we manage the people in our organisation needs to be aligned with our business strategies. The means for this alignment is human resource strategy - a directional plan for managing human resources that address important people related business issues. The purpose of this course is to equip the students with the skills required for effective implementation of people - intensive strategies that are rapidly becoming a primary source of competitive advantage


1. Appreciate the importance of corporate strategic decision making for organizational

effectiveness2. Understand the new and emerging strategic role of HR 3. Appreciate the various strategic HR models4. Understand the role of HR in change management process5. Familiarize themselves with various contemporary HR issues

COURSE CONTENTS:

Module No.

Session No./s

Topic & Reading/s

I 1-3 HRD & Strategic Approach to HR 1. HRD – Conceptual framework 1.1 Definition

1.2 Link between Human Resources, Business Strategy

& organizational performance. 1.3 Designing and implementing HRD systems 2. Strategic role of HR 2.1 Introduction to strategy

251

2.2 HR’s strategic role 3. Aligning HR and business Strategy - An

overview of the Process

Readings:Dhar (2008): Strategic Human Resource Management Ch 3.Schuler & Jackson (2003): Managing Human Resources

Through Strategic Partnerships Ch 1.

A K Sen Gupta, HRD in India : What is it?, Decision, Vol. 31, No. I, January - June, 2004, Pp. 145 – 176.

A K Singh, HRD practices and philosophy of management in Indian organizations, Vikalpa, Vol 30, No. 2, April – June 2005, Pp. 71 – 79.

Article review : Becton, Bret & Schraeder, Mike, Strategic Human Resources

Management, Journal for Quality & Participation, Jan 2009, Vol. 31 Issue 4, Pp.11-18.

Case : Air National, Ch 2, Bratton & Gold (2007), Human Resource

management, Pp 68-71.

II 4-7 Strategic Response

4 – 5 Issues & Trends affecting the global business environment for HR

6 HR’s new role orientation in the 21st century 7 Developing HR Strategies

Readings: Ivancewich (2007) : Human Resource Management Ch. 15.

Mello (2002) : Strategic Human Resource Management Ch 4. Schuler & Jackson (2003) : Managing Human Resources Through Strategic Partnerships Ch 2.

Article review : Rao, T. V.; Varghese, Sumeet, Trends and challenges

of developing human capital in India, Human Resource Development International, Feb 2009, Vol. 12 Issue 1, Pp. 15-34.

252

Live Project To Be Given

III 8-11 HR Challenges : Competition, Change and Workforce Diversity

8 & 9 HR roles in building a competitive organization 8 Strategic management of human resources 9 Managing employee contribution

10. Change Management10.1 Kurt Lewin’s and Kotter’s 8 step

model of change;10. 2 HR Issues in change implementation

11. Workplace diversity11.1 Reasons & Importance of workplace

diversity11.2 Barriers – Individual & organizational

Readings : Dhar (2008): Strategic Human Resource Management Ch 10.Schuler & Jackson (2003): Managing Human Resources

Through Strategic Partnerships Ch 5. Li Aiqiang, The role of HR: Change Mentorship,

Industrial Management, Jan 2009, Vol. 51 Issue 1, Pp. 26-30

Article review : A V Vedpuriswar, The power of differences, Indian

Management, January 2008, Pp. 76– 83.

Case: Debi S Saini & Jyotsna Bhatnagar North Delhi Power

Ltd.: Dynamics of Change, Vikalpa, Vol 30, No. 4, Oct - Dec 2005, Pp. 133 – 146.

IV

12-15 Contemporary Topics Helping HR Play A Strategic Role

12 360 degree feedback12.1 Objectives and application areas12.2 Benefits of 360 degree feedback

253

12.3 Implementing a 360 degree feedback system

– process & challenges13-14 Role of HR Mergers and acquisitions

13 Mergers and acquisitions process and corresponding role of HR14 HR issues and challenges in mergers and acquisitions

15 Competency mapping 15.1 Concept and role of competencies 15.2 Competency management framework 15.3 Competency identification, assessment

& development

Readings : Dhar (2008) : Strategic Human Resource Management Ch 7,

9.

Schuler & Jackson (2003) : Managing Human Resources Through Strategic Partnerships Ch 6.

Case : Bohlander, Snell and Sherman: Managing human resources

(12th edition) 360 degree feedback at Johnson & Johnson, P. 352

V 16-17 Performance Management & Measuring Human Resources

16 Performance management 16.1 Conceptual framework 16.2 Performance management process 16.3 Designing a performance management system

17 Measuring HR contribution 17.1 Concept and significance of HR measurability 17.2 Improving the measurability of HR -

HR metrics

17.3 HR scorecardReadings :

Dhar (2008) : : Strategic Human Resource Management Ch 7, 11.

Ivancewich (2007) : Human Resource Management Ch. 9.

254

Case : Bratton & Gold (2007), Alpha Hotel, Pp. 556 – 557.

Article review :

Maximizing Human Capital, SHRM Research Quarterly, 2006

Dave Ulrich, Measuring human resources : An overview of practice and prescription. Human Resource Management, Fall 1997, Vol. 36, No. 3, Pp. 303-320.

VI 18-20 Case Presentations

PEDAGOGY:

The teaching methodology used in this course will be a judicious mix of lectures, case analysis & discussions, as well as presentations by the students. However, more emphasis will be laid on case analysis, assignments and project study. Cases are expected to be prepared within groups prior to the class.


END TERM EXAMINATION - 60%Internal Assessment - 40%

Assignment 05 Projects 10 Unannounced Test/quiz 05 Case Presentation 10 Attendance/Participation 10

GROUP PROJECT GUIDELENES

On the instructions of the instructor, identify 4 - 5 organizations with a well-established HRM department

Conduct a primary study to understand the human resource activity of the organization. Also, analyze and assess the strategic HR initiatives taken by the organizations.

Identify benchmark practices in the sample of organizations’ studied.


255

READINGS:

Tanuja Agarwala, Strategic Human Resource Management, Oxford University Press, 2007

W.P. Anthony & K.M.Kacmar: Human Resource Management-A Strategic Approach, Dryden Publishers, 2000.

Bratton & Gold, Human Resource Management : Theory & Practice, Pal grave Mac Millan, 2007.

Chanda & S.Kabra: Human Resource Strategy-Architecture for Change, Sage Publications, 2002.

Greenberg & Baron, Behaviour in Organizations, Prentice Hall, 2006

L. Gratton & V.H. Hailey: Strategic Human Resource Management, Oxford University Press, 2000.

J.A.Petrick: Total Quality in Managing Human Resources, Vanity Book International, 2001.

John M Ivancewich, Human Resource Management, Tata Mc Graw Hill, 2007.

J.W.Walker, HR Strategy, McGraw Hill International, 2001

R L Dhar, Strategic Human Resource Management, Excel Books, 2008.

Schuler & Jackson, Managing Human Resources Through Strategic Partnerships, Thomson South Western, 2003

T.Sadler: Human Resource Management-Developing A Strategic Approach, Kogan & Page, 2001.

W.J. Rothwell & M.W. Taylor: Strategic Human Resource Leader, Jaico Publication, 2001.

Wayne F Cascio, Managing Human Resources, Tata Mc Graw Hill, 2006

256


Two Year Full Time Post Graduate Diploma in Management

Trimester - VI

Course Code: 502 Course Title: Advanced Material Management


ObjectiveThe principal objective If this course is to familiarize participants with various facets

of materials management and Its role in the business. It will develop skills necessary in the present dynamic environment. The course also aims at providing opportunity to understand the crucial Importance of materials management functions in the overall performance of corporate enterprises.

Topics: Number of Session

Module-l Introduction: 2 Sessions

Materials: meaning and classification, Purchasing: meaning, types, Importance; role of purchasing in the value chain; New developments

In purchasing ,

Chapter 1: Weele

Chapter 1, 2: Monezka et al

Project: Constitution of groups and finalization of real life project Caselet: Audi's Quality Compact

Module-2 Purchasing Policy & Procedures: 2 Sessions Purchasing objectives, policy and process; interface of purchasing with corporate

strategy; value chain and corporate strategy; Make or Buy decision; Transiting from Make-to-Stock to Build-to-Order strategy; purchasing portfolio analysis, lean manufacturing, purchasing and competitive advantage

Chapter 3, 5, 7: Weele

Chapter2, 4, 6, 7: Monezka etal

Article Review: To be given in the class

Assignment (individual): Contemporary 'trends of Purchasing in Indian Automobile

Industry

257

Case: Vendors are the king makerAssignment (Group): Purchasing policy of firm that have been chosen for project

Module-3 Supplier Selection, Development & Measurement:2 Sessions

Strategic sourcing, Insourcing and outsourcing, Methods of supplier evaluation and Selection, supplier developmentChapter 8, 11, 13: WeeleChapter 6, 7, 8, 9, 10: Monezka et alArticle Review: Handfleld et al (1999), "Involving Suppliers in New Product

Development,” California management Review, Vol 42, No.1 Fall Assignment (individual): Vendor Portfolio Management

Case: Sourcing & Commodity/Purchasing Family Strategy

development (written submission also)

Module-4 Negotiation, Managing Contracts & Relationships: 2

Sessions Negotiation framework, planning and power, rules of conduct and purchasing ethics, types pf contracts, supplier alliances, and relationships, vendor park .

Chapter14: WeeleChapter 14, 15: Monezka et alArticle Review: Kolb and Williams, (2001), "Breakthrough Bargaining," HBR,January Assignment (Group): Supplier Conflict & Relationships Management

Class Test & Project evaluation

Module-5 Inventory Management: 2 Sessions Impact of Inventory on overall performance of firms, MRP-I, DRP, MPS, CRP, MRP-II, JIT. Chapter 6: Agrawal Chapter 7: Chopra & Meindl ,

Assignment (Group): Inventory management policy of the firm Article Review: Pragman (1999), "JIT II: A Purchasing Concept for Reducing Lead Times In Time-based Competition, " Business Horizon, July-August

Module-6 Managing Inventory Under Uncertainty: 4 Sessions

Reasons for uncertainty; safety stock, Optimum level of safety stock, Impact of supply and demand uncertainity,aggregation and replenishment policies on safety Inventory, Estimating and managing safety inventory in practice; QR; CR; and

258

VMI

Chapter 8: Chopra & Meindl

Article Review: 1. James et al (2000), "Vendor-Managed Inventory (VMI): A System Approach"

Value Stream management, Chapter-14 .

2. Lee (2002), "Aligning Supply Chain Strategies with Product Uncertainties," CMR,

spring

3. Agrawal et al (2004), "Optimizing Finished Goods Inventory across Demand Chain Under Uncertainly," Journal of International_ Business- and Economics,

2004.

Case: Managing Inventories at ALKO Inc.

Module-7 Infra-structural Issues of Material Management: 4 SessionsImportance of information, role of information technology in purchasing and

material management, . IT infrastructure, e-procurement, storage decision, operation, layout and design, Material handling and protective packaging

Chapter 4, 7, 9, 11: Agrawal.Chapter 11, 12, 14: Chopra & Meindl Article Review: To be given In the ClassAssignment (individual): Radio Frequency Identification Technology and its impact

on purchasing and inventory management

Viva-Voce of Project (1 session)

Teaching Methodology:

Everv Module will start witl. a brief presentation of article reviewed

The Teaching Methodology is blend of the following approaches:. .' .

1. Interactive lectures 2. Case Studies. 3. Assignments (Individual as well as Group)

4. Project* 5. Article review**

* Real life project would be given at the start of the trimester. In the project, groups are required to study purchasing mechanism and strategies, vendor performance

259

systems, inventory management and extent of use of Information technology. And all group assignments should be submitted with reference to the company under project study. Assignments will be submitted by students in the first class of next module or as per schedules announced by the faculty. Projects will be colleted a week before the dose of the trimester following Viva-voce. Every class would start with question session on earlier discussions for about 10 minute.

** Eight research articles would be given during the trimester for review

Apart from the topics outlined in the course content; there is profound emphasis on: .' .

1. Awareness of the purchasing environment2. Recent trends in the material management scenario3. A constant watch on Journals, Business Magazines etc.

Evaluation: Marks

1. End Term Written test 60 2. Class Term Test 5

. 3. Individual Assignments 5 4. Project 15 .

5: Active Class participation 10 6. Case Study. 5

. TOTAL 100

Recommended Reading:

1. Arjan J Van Weele, (2000) "Purchasing & Supply Chain 658.7 WEE Management: Analysis, Planning And Practice" Thomson Learning, Vikas Publishing House

2. Monezka, Trent & Handfleld,(2002) "Purchasing & Supply Chain Management" 7th edition, Thomson South -Western, Singapore.

3. Sunil .Chopra; & Peter Meindl, (2001) "Supply Chain Management" Pearson Education.

4. D.K.Agrawal, (2003) "Logistics & Supply Chain Management" MacMillan India Ltd. .

260

5. Arnold .& Champman (2001) "Introduction to Materials Management", Pearson Education


Two Year Full-Time Post Graduate Diploma in Management

Trimester – V

Course Code: 511 Course Title: Total Quality Management & Six Sigma

Academic Session: 2010-2011 Instructor: Prof. S. K. Jain

COURSE OBJECTIVES:

The objective of this course is to make the students understand using quality as a

competitive weapon. The focus of the entire teaching will be on the philosophy of

total quality management stressing achievement of customer satisfaction,

employee involvement, and continuous improvement. The course will basically

have three elements, the philosophical element stressing the use of quality as an

integrating force, the generic tools and the tools of the QC department. Six

sigma teachings shall further train students learn methods of eliminating virtually

all defects from company’s products, processes and transactions.

261

COURSE CONTENTS:


1 1-3 Conceptual Framework

1. Quality as a management Philosophy. Concept of Customer Driven Quality.

2. Employee Involvement. Customer satisfaction. Supplier Partnership

3. Leadership concepts – The 7 Habits of Highly effective people By Stephen R. Covey

4. Barriers to TQM

Cases: Chaotic Management, & Blind Alley of a CEO,

Total Quality Management, S.K. Mandal Building quality through Quality at Gerber

TQM By James R. Evans

Readings: Total Quality Management, Dale H. Besterfield,

Carol Basterfield-Michna Editon 2003 (reprint 2010) Published by Pearson Education Part 1

Total Quality, James R Evans, 2nd Indian Ed. 2005( Reprinted 2010), Ch 1, pp 1-29.

Operations Management, Chase, Aquilano & Jacobs, Ch 6

Total Quality Management, R. Rama Krishnan “Why Total Quality Management Programs Do not

Persist: The Role of Management Quality and Implications for Leading a TQM Transformation”; Michael Beer, Decision Sciences, Volume 34 Number 4, Fall 2003.

“Too Much or Too Little Ambiguity: The Language of Total Quality Management”, Mihaela Kelemen, Journal of Management Studies 37:4. June 2000, 0022-2380.

2 4-7 Evaluation of Quality Management & Quality Gurus, Deming, Juran

1) National and International Quality Awards. Deming 14 points, Juran Triology, The Deming Cycle.

262

2) PDSA cycle 5S, Kaizen concept & Methdology.3) Improvement as management function. Innovation,

Kaizen. Concept of Continuous Improvement, Quality Circles, Total Quality Control, JIT and other process improvement systems. Case Discussions.

Cases: Art of Managing By S.K Mandal For whom the Bell Tolls! Case of the Rotary Compressor By James R. Evans

Readings: The Management and Control of Quality, James &

William, Ch 3, Ch 4 Management Guide to Quality and Productivity,

John Bicheno, Pt_1 OM Chase and Aquilano Ch 6, Ch. 4 MIT Sloan Management Review Summer 2001, Pg

20 A Team approach to Kaizen, Journal of Industrial

Technology, Glenn Gee, Phil Mc Grath and Mahyar Izadi, (Fall 1996): pp 45-48.

.

3 8-10 Setting Quality Standards

8. Performance Measures, Benchmarking for Continuous Improvement, Re-engineering

9. ISO 9000 & 14000 Standards10. Case Discussions

Readings: TQM, Dale H Besterfield, Part 2 Ch 10, 18 OM, Chase & Aquilano Ch 6 Total Quality Management, R. Rama Krishnan Productivity and Quality, V. Upadhyay and others.

263

4 11-14 Measuring and Reinforcing Quality

11. Concept of Statistical Quality Control and its usages in controlling quality.

12. Flowcharts, Histograms, Pareto diagrams and Ishikawa Diagram, Poka- Yoke.

13. X bar charts, R charts and there usage and controlling quality. Interpretation of these charts.

14. Basic understanding of Process capability as related to statistical process control.

Case Discussions1. Statistic in Practice 1 & 2, Total quality

Management, S. K. Mandal

Exercises: Exercises on SPC, ‘X bar’ and ‘R’ Charts, ‘P’ Charts

Readings: Management and Control of Quality, James R Evans,

Ch.13 OM, Roberta & Bernard Ch. 15 Quality Management, Howard Gitlow Part III, Ch. 5, 6, 7

& 8 Total Quality Management, R. Rama Krishnan Implementation of TQM in the Service Sector. Case

Study, TQM by P N Mukherjee, pp 380 Sullivan, L.P. (1984), Reducing Variability: A New

Approach to Quality: Quality Progress, July, pp 15-21.

5 15-20 Six Sigma Systems

15. Introduction to six sigma and its Benefits.

16. Infrastructure of six sigma

17. Process power: the five steps of Six Sigma. Process

management, the infrastructure for six-sigma leadership.

18. Putting people power into practice. Preparing Black Belt

and other key roles

19. Advanced six sigma Quality tools, QFD, SPC, Six

sigma DMAIC Methodology

Readings:

The Ultimate Six Sigma: Keki R Bhote, 1st Ed. 2007, PHI.

The Six Sigma Way Peter, Robert, Roland and Cavanagh (Pg: 11-13, 35-36,

41-48, 51-65, 117-129, 335) Design for Six Sigma, C M Creveling, Slutsky and D

Antis Total Quality Management, R. Rama Krishnan Quality Function Deployment- A Practitioner’s

Approach, Brosset L James, and Milwaukee, WI: ASQC Quality Press, 1991.

The Power of Six Sigma, Subir Chowdhury; Pearson Education (Singapore) Pte. Ltd 2001.

Cases: Statistics in Practice 1. M/S REC Refrigeration

Manufacturing Company

PEDAGOGY:





LEARNING RESOURCES:


Total Quality Management: Dale H Besterfield, Glan and Mary, 3rd Asian Ed. 2004, Pearson Education.

Total quality management, S. K. Mandal

Total Quality Management, P N Mukherjee, 1st Ed. 2006, PHI.

Total Quality, Management, Organisation and Quality, 2nd ED. 2006, Thomson Pub.

Total Quality Management, Principles and Practice, Dr. S K Mandal, 1 st Ed. 2005, Vikas Pub. House Ltd.

Quality Management, Tools and Methods for improvement, 2nd ed. Howard Gitlow, Alan Oppenheium, Roso Oppenheium, Irwin

The Management and Control of Quality, 4th ed., James R Evans, William M Lindsay, South – Western College Pub.

The Ultimate Six Sigma: Keki R Bhote, Indian reprint 2007, PHI.

The Six Sigma Way, Peter S Pande, Robert P Neuman, Roland R Cavanagh, McGraw Hill Pub.

Design for Six Sigma, C M Creveling, J L Slutsky, D Antis Jr., Pearson Ed.

Total Quality Management , Second Edition, Nagrajan R.S, Arivalagar A.S.- Published by New Age International (p) Ltd.




Trimester - IV

Course Code: 513 Course Title: Supply Chain ManagementAcademic Session: 2010-11 Faculty : Prof. S.K. Jain

Course Objective

The principal objective of this course is to acquaint participants with key concepts and solutions in the design, operation, control and Management of supply chain as an integrated system. It also aims at sensitizing participants with how effective and efficient supply chains can facilitate in achievement of cost saving and market benefits based on the philosophy of extended enterprise.

Topics Number of Session

Module-1 Introduction Nature, Evaluation, Concepts of Supply Chain Management and it’s Contribution 2 Sessions

D.K Agrawal., Edition 2010, Mcmillan PublishersSunil Chopra, Peter Meindl, D.V Kalra By Pearson, 2006 Edition (Reprint 2009)Supply Chain Management By Janat shah By Pearson Education

Article review: Sengupta, (2004), “The top Ten Supply Chain Mistakes, “Supply Chain Management review, July

Project: Constitution of groups and finalization of real life project

Module-2 Strategic Role of Supply Chain Management and it’s Perspective as a Value Chain, Supply Chain Effectiveness and Indian Infrastructure

2 Sessions

Article Review: ANDERESON, BREITT, and FAVRE,(1997) The Seven Principles of Supply Chain Management, Supply Chain Management Review, April

Module-3: Customer value, Customer services, Push Pull Strategy and Gap analysis and Measurement of customer service

2 Sessions

Case Study: Reseller service standard in the automobile industry, Supply Chain management, D.K. Agarwal

Article Review: Haeckel and Nolan, (1996), "Managing by Wire: Using IT to Transform a

Business from "Make-and-Sell" to "Sense-and-Respond, " Competing in the Information Age: Strategic Alignment in Practice, edited by Jerry N. Luflman, Oxford University Press, Inc. New York.

Madule-4 Inventory management 3 Sessions

Characteristic and function of inventory in SCM, EOQ, ABC & VED analysis. Vendor Managed Inventory (VMI) Bullwhip Effect, Effective demand forecasting and demand management including, JIT system, Reverse Logistics

: Simchi-Levi et al. Chopra & Meindl: D..K AgrawalJanat Shah

Article Review:I. Abernathy, Dunlop, Hammond, and David, (2000), "Control Your Inventory in a world of Lean Retailing" Harvard Business Review, November-December.

2. Lee, Padmanabhan and Whang (1997), "The Bullwhip Effect In Supply Chains, " Sloan Management Review/Spring.

Module-5 Sourcing Strategies and Vendor Evaluation, Vendor Risk Portfolio , Vendor

Rating, Development, Procurement management 3 Sessions

Tendering process and Transportation

Article Review: "Strategic Supplier Segmentation: The Next Best Practice in Supply Chain," California management Review, October, 1998.

Module -6: Warehousing and TransportationChapter7,8 Supply Chain Management By D.K Agrawal 2 Sessions

Module-7

Supply Chain Integration and Synchronization usingInformation Technology: 2 Sessions

Flow of information, goods and value across value chain; SCM system components; Coordinated product and supply. chain design; Role of supply chain information technology; IT infrastructure; Integrating supply chain information technology.

Case Study: Integrated logistic management system, Page 590, Supply chain management, Sunil Chopra, Peter meindl

Article Review:1. Lee, (2000), "Creating Value through Supply Chain Integration," Supply Chain Management Review, September

2. BOWERSOX, CLOSS, and DRAYER, (2005) "The Digital Transformation: Technology and Beyond," Supply Chain Management Review January

Case: Global capacity expansion of two Korean car makers

Module-8 Introduction, Dimension, and Tools of

performance measurement, SCOR Model,

Impediments to improve performance

2 Sessions

Efficient consumer response; Demand chain management;

Article Review:1. POIRIER and QUINN, (2003), "A Survey of Supply Chain Progress,"

Supply Chain Management Review September. 2. POIRIER and QUINN, (2004), "How Are We Doing?: A Survey of Supply Chain Progress," Supply Chain Management Review, November.

Presentation of Real Life project Public Distribution Supply Chain of cereals of Government of India (2 session)

Cases from Supply Chain Management by D.K Agrawal

12. Strategic Supply chain Management in Dynamic and emerging Business Scenario

13. Benchmarking Supply Chain practices in FMCG Industry

14. Is Retail Romance over?

15. Customer serviced strategy: An Audit of Indian Consumer durable Industry

16. Supply chain Management in Indian Auto Component Industry

17. Kurlon Limited

18. Vehicle Routing at Baroda Union

19. Managing Tendupatta Collection operations

20. Supply chain management at Dalmia Cement Ltd.

21. Marico Industries: mySAP Supply chain Management

22. Subhiksha : Managing Store operations

PEDAGOGY:





The Teaching Methodology is blend of the following approaches:

1. Interactive lectures2. Case Studies3. Assignments (Individual as well as Group)4. Project*5. Article review**

* Real life project would be given at the start of the trimester. In the project, groups are required to study supply chain strategies and practices, process integration, relationships with supply chain participants and extent of use of infonnation technology. And all group assignments should be submitted with reference to the company under project study. Assignments will be submitted by participants in the first class of next module or as per

schedules announced by the faculty. Projects will be colleted a week before the close of the trimester following viva-voce. Every class would start with question session on earlier discussions for about 10 minute.

** Seven research articles would be given during the trimester for review Apart from the topics outlined in the course content, there is profound emphasis on:. Awareness about recent trends in the supply chain managementScenario. a constant watch on Journals, Business Magazines etc.

Evaluation Marks

1. End Term Written test 60

2. Class Term Test 5 2. Individual Assignments 5 3. Project 15 4. Active Class participation& attendence 10

6. Case Study 5

TOTAL 100

Recommended Reading

1. Simchi-Levi, David et al (2007), "Designing & Managing the Supply Chain"TataMcGraw-Hill, Delhi .2. Sunil Chopra & Peter Meindl, (2003) "Supply Chain Management" Pearson Education.3. D.K. Agrawal, (2003) "Logistics & Supply Chain Management" MacMillan India Ltd. .

4. Arjan J Van Weele, (2000) "Purchasing & Supply Chain Management:Analysis, Planning And Practice" Thomson Learning, Vikas Publishing House

5. Westland & Clark (2001), "Global Electronic Commerce" Universities Press,

274

Hydrabad.6. Coyle, Bardi, Langley, “ The Management of Business Logistics,” Thompson,

20067. Kim Bowon, “Mastering business in Asia – Supply Chain Management,” John

Wiley, 20058. Shapiro Jeremy, “Modelling the supply chain,” Thomson, 20079. Bowersox, Closs, Cooper, “Supply chain logistics management,” McGraw Hill

200810. Deshmukh and Mohanthy, “Supply Chain Management – theories and practices’”

Bitzantra, 2005

Supply Chain Management – Readings 30. New prospects for corporate customers. By: Bielski, Lauren. ABA Banking

Journal, Jan2008, Vol. 100 Issue 1, p41-43, 3p, 2c; (AN 28459392)31. Balanced and synchronized ordering in supply chains. By: Ki Ling Cheung;

Sheng Hao Zhang. IIE Transactions, Jan2008, Vol. 40 Issue 1, p1-11, 11p, 6 charts, 2 diagrams; DOI: 10.1080/07408170701245338; (AN 27394985)

32. LEVERAGE SUPPLY CHAIN INNOVATION. By: Krabbe, Mike. Industrial Engineer: IE, Dec2007, Vol. 39 Issue 12, p26-30, 5p, 5c; (AN 27583732)

33. Supply Chain Relationships and Contracts: The Impact of Repeated Interaction on Capacity Investment and Procurement. By: Taylor, Terry A.; Plambeck, Erica L.. Management Science, Oct2007, Vol. 53 Issue 10, p1577-1593, 17p, 2 graphs; (AN 27051328)

34. The Emerging Global Direct Distribution Business Model: Industry and Research Opportunities. By: Shong-Iee Ivan Su. Transportation Journal, Fall2007, Vol. 46 Issue 4, p58-65, 8p; (AN 27465060)

35. Supply Chain Issues in Knowledge-based Service Industries: Discussion. By: Shah, Janat. IIMB Management Review, Jun2007, Vol. 19 Issue 2, p173-188, 16p, 2 charts, 5 diagrams, 1 graph; (AN 25555337)

36. Optimal model for warehouse location and retailer allocation. By: Gill, Avninder; Ishaq Bhatti, M.. Applied Stochastic Models in Business & Industry, May/Jun2007, Vol. 23 Issue 3, p213-221, 9p, 2 charts, 2 diagrams; (AN 25200715)

37. Strategic Spot Trading in Supply Chains. By: Mendelson, Haim; Tunca, Tunay I.. Management Science, May2007, Vol. 53 Issue 5, p742-759, 18p, 1 diagram, 3 graphs; (AN 25049885)

38. The Strategic Perils of Delayed Differentiation. By: Anand, Krishnan S.; Girotra, Karan. Management Science, May2007, Vol. 53 Issue 5, p697-712, 16p, 9 charts, 4 diagrams, 4 graphs; (AN 25049635

39. HOW SOX and C-TPAT Impact Global Supply Chain Security. By: McGhee, Mitch; Giermanski, Jim. Strategic Finance, Apr2007, Vol. 88 Issue 10, p33-38, 6p, 1 chart; (AN 24481988)

275

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40. The Horizontal Scope of the Firm: Organizational Tradeoffs vs. Buyer-Supplier Relationships. By: Chatain, Olivier; Zemsky, Peter. Management Science, Apr2007, Vol. 53 Issue 4, p550-565, 16p, 6 charts, 3 graphs; (AN 24697682)

41. THE IMPACT OF CULTURE ON THE GENERATION OF TRUST IN GLOBAL SUPPLY CHAIN RELATIONSHIPS. By: Ueltschy, Linda C.; Ueltschy, Monique L.; Fachinelli, Ana Christina. Marketing Management Journal, Spring2007, Vol. 17 Issue 1, p15-26, 12p; (AN 25657488)

42. COMBINATORIAL AUCTION BASED COLLABORATIVE PROCUREMENT. By: Jin Ho Choi; Ingoo Han. Journal of Computer Information Systems, Spring2007, Vol. 47 Issue 3, p118-127, 10p; (AN 25144342)

43. Demand network alignment: aligning the physical, informational and relationship issues in supply chains. By: Kehoe, D. F.; Dani, S.; Sharifi, H.; Burns, N. D.; Backhouse, C. J.. International Journal of Production Research, 3/1/2007, Vol. 45 Issue 5, p1141-1160, 20p, 1 chart, 5 diagrams; DOI: 10.1080/00207540600635219; (AN 24155414)

44. INTERORGANIZATIONAL TIME-BASED POSTPONEMENT IN THE SUPPLY CHAIN. By: García-Dastugue, Sebastiáin J.; Lambert, Douglas M.. Journal of Business Logistics, 2007, Vol. 28 Issue 1, p57-81, 25p; (AN 25259815)

45. Pushing Quality Improvement Along Supply Chains. By: Kaijie Zhu; Zhang, Rachel Q.; Fugee Tsung. Management Science, Mar2007, Vol. 53 Issue 3, p421-436, 16p, 1 diagram, 10 graphs; (AN 24444798)

46. A New Framework for Service Supply Chains. By: Baltacioglu, Tuncdan; Ada, Erhan; Kaplan, Melike D.; Yurt, Oznur; Kaplan, Y. Cem. Service Industries Journal, Mar2007, Vol. 27 Issue 2, p105-124, 20p, 3 diagrams; DOI: 10.1080/02642060601122629; (AN 24325582)

47. SUPPLY CHAIN COORDINATION WITH CONTRACTS GAME BETWEEN COMPLEMENTARY SUPPLIERS. By: DING, DING; CHEN, JIAN. International Journal of Information Technology & Decision Making, Mar2007, Vol. 6 Issue 1, p163-175, 13p, 1 chart, 3 diagrams, 1 graph; (AN 24498516)

48. Strategic Outsourcing Decisions for Manufacturers that Produce Partially Substitutable Products in a Quantity-Setting Duopoly Situation. By: Xiao, Tiaojun; Xia, Yusen; Zhang, G. Peter. Decision Sciences, Feb2007, Vol. 38 Issue 1, p81-106, 26p, 6 charts, 3 graphs; DOI: 10.1111/j.1540-5915.2007.00149.x; (AN 24500761)

49. The Severity of Supply Chain Disruptions: Design Characteristics and Mitigation Capabilities. By: Craighead, Christopher W.; Blackhurst, Jennifer; Rungtusanatham, M. Johnny; Handfield, Robert B.. Decision Sciences, Feb2007, Vol. 38 Issue 1, p131-156, 26p, 2 charts, 2 diagrams; DOI: 10.1111/j.1540-5915.2007.00151.x; (AN 24500759)

50. Dynamic Assortment with Demand Learning for Seasonal Consumer Goods. By: Caro, Felipe; Gallien, Jérémie. Management Science, Feb2007, Vol. 53 Issue 2, p276-292, 17p, 5 charts, 1 diagram, 1 illustration, 1 graph; (AN 24272627)

51. Supply chain management and environmental technologies: the role of integration. By: Vachon, S.; Klassen, R. D.. International Journal of Production

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Research, 1/15/2007, Vol. 45 Issue 2, p401-423, 23p, 5 charts, 1 diagram; DOI: 10.1080/00207540600597781; (AN 24155432)

52. INTRA-ORGANIZATIONAL PERSPECTIVES ON IT-ENABLED SUPPLY CHAINS. By: Singh, Nitin; Kee-hung Lai; Chen, T. C. E.. Communications of the ACM, Jan2007, Vol. 50 Issue 1, p59-65, 7p, 1 diagram; (AN 23617901)

53. Piloting RFID Along the Supply Chain: A Case Analysis. By: Loebbecke, Claudia. Electronic Markets, Jan2007, Vol. 17 Issue 1, p29-38, 10p, 1 chart, 3 diagrams; DOI: 10.1080/10196780601136773; (AN 24153807)

54. Establishment of a customer-oriented model for demand chain management. By: Ming-Hon Hwang; Hsin Rau. Human Systems Management, 2007, Vol. 26 Issue 1, p23-33, 11p, 4 charts, 2 diagrams; (AN 24417917)

55. Customer satisfaction measurement with neural network. By: Yao-Hung Hsieh; Lin, Chiuhsiang Joe; Chen, James C.. Human Systems Management, 2007, Vol. 26 Issue 1, p47-52, 6p, 7 charts, 1 diagram, 3 graphs; (AN 24417915)

56. A real-time mobile GIS based on the HBR-tree for location based services. By: Yun, Jae-Kwan; Kim, Dong-Oh; Hong, Dong-Suk; Kim, Moon Hae; Han, Ki-Joon. Computers & Industrial Engineering, Sep2006, Vol. 51 Issue 1, p58-71, 14p; DOI: 10.1016/j.cie.2006.06.013; (AN 22581567)

57. INTEGRATING SUPPLIERS INTO NEW PRODUCT DEVELOPMENT. By: Handfield, Robert B.; Lawson, Benn. Research Technology Management, Sep/Oct2007, Vol. 50 Issue 5, p44-51, 8p; (AN 26482241)

58. Entrepreneurial Purchasing. By: Coulson-Thomas, Colin. Management Services, Spring2007, Vol. 51 Issue 1, p14-16, 3p; (AN 25188166)

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