Core Papers

1. Principles of Management and Organizational Behaviour

UNIT IManagement : Science, Theory and Practice - The Evolution of Management Thought and the Patterns of Management Analysis - Management and Society : Social Responsibility and Ethics - Global and Comparative Management - The Basis of Global Management – Functions of Management-The Nature and Purpose of Planning - Objectives - Strategies, Policies and Planning Premises - Decision Making - Global Planning.

UNIT IIThe Nature of Organizing - Organizational Structure: Departmentation - Line/Staff Authority and Decentralization - Effective Organizing and Organizational Culture - Global Organizing. Co-ordination functions in Organisation - Human Factors and Motivation - Leadership - Committees and group Decision Making - Communication - Global Leading.

UNIT IIIThe System and Process of Controlling - Control Techniques and Information Technology - Global Controlling and Global Challenges – Direction Function – Significance.

UNIT IVOrganisational Behaviour : History - evoluation, Challenges & opportunities, contributing disciplines, management functions and relevance to Organisation Behaviour. Organizational Behaviour responses to Global and Cultural diversity. Personality - Determinents, structure, behaviour, assessment, psycho-analytical social learning, job-fit, trait theories. Emotions and Emotional Intelligence as a managerial tool. Attitudes - relationship with behaviour, sources, types, consistancy, work attitudes, values - importance, sources, types, ethics and types of management ethics. Perception - Process, Selection, Organisation Errors, Managerial implications of perception. Learning - classicial, operational and social cognitive approaches. Implications of learning on managerial performance.

UNIT VStress - Nature, sources, Effects, influence of personality, managing stress- Conflict - Management, Levels, Sources, bases, conflict resolution strategies, negotiation. Foundations of group behaviour : team decision making. Issues in Managing teams. Organisational change - Managing planned change. Resistance to change – Approaches to managing organisational change - Organisational Development - values - interventions, change management- Organisational culture - Dynamics, role and types of culture and corporate culture.

. Research Methods for Management

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Objective: This course presents the principles of management, emphasizing managerial functions and behavioral concepts and its practical applications in the organisation.

2. Research Methods for Management

UNIT IResearch - meaning - scope and significance - Types of research - Research Process - Characteristics of good research - Scientific method - Problems in research – Identifying research problem – concepts, constructs and theoretical framework.

UNIT IIHypothesis: meaning - sources - Types - formulation Research design - Types – case study - features of good design - measurement - meaning - need Errors in measurement - Tests of sound measurement Techniques of measurement - scaling Techniques - meaning - Types of scales - scale construction techniques.

UNIT IIISampling design - meaning - concepts - steps in sampling - criteria for good sample design - Types of sample designs - Probability and non-probability samples. Data collection:- Types of data - sources - Tools for data collection methods of data collection - constructing questionnaire - Pilot study - case study - Data processing:- coding – editing - and tabulation of data - Data analysis.

UNIT IVTest of Significance:- Assumptions about parametric and non-parametric tests. Parametric Test - T test, F Test and Z test - Non Parametric Test - U Test, Kruskal Wallis, sign test. Multivariate analysis-factor, cluster, MDS, Discriminant ananlysis. (NO Problems). SPSS and its applications.

UNIT VInterpretation - meaning - Techniques of interpretation - Report writing: - Significance - Report writing:- Steps in report writing - Layout of report - Types of reports – Oral presentation - executive summary - mechanics of writing research report – Precautions for writing report - Norms for using Tables, charts and diagrams - Appendix:- norms for using Index and Bibliography.

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Suggested Readings:

1. Koontz & Weirich, Essentials of Management, Tata McGraw Hill Publishing Company, New Delhi.2. Stoner, Freeman & Gilbert, Management, PHI, 6th Edition.3. Robbins.S.P., Fundamentals of Management, Pearson, 2003.4. Robbins.S. Organisational Behaviour, X edn., Prentice-Hall, India.5. Umasekaran, Organisational Behaviour.6. VSP Rao, V Hari Krishna – Management: Text and Cases, Excel Books

Objective: This course presents the basic concept of research design, hypotheses, sampling techniques, testing the significance and report writing.

3. Business Environment and Ethics

UNIT IBusiness environment - The concept and significance - constituents of business environment - Business and society, Business & ethics - Social responsibility - Environmental Pollution and control. Business and culture - Business and Government - Political system and its influence on business - Indian constitution - Directive Principles of State Policy.

UNIT IIManaging Ethics - Frame work of organizational ethic theories and sources, ethics across cultures, factors influencing business ethics, ethical decision making, ethical values and stakeholders, ethics and profit, Corporate governance Structure of boards, reforms in boards, compensation issues, ethical leadership for improved Corporate governance and better business education.

UNIT IIIGlobal management Issues MNCs Politics and Environment Multi national corporations and Government relationship, Business in Politics, Managing environmental quality, Ethics & Profit in Business.

UNIT IVFiscal Policy - Central finances and New fiscal policy - Direct and indirect Tax structure, VAT, MODVAT - Service Tax problems and reforms - Expenditure Tax - Public debts & deficit financing.

UNIT VLegal environment of business - Monopolies Restrective Trade Practices Act. Foreign Exchange Management Act-1 Securities and Exchange Board of India Act - Customs & Central Excise Act - Central & State Sales Tax – Consumer Protection Act Pattents Act - Competition Law.

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Suggested Readings:

1. Rao K.V. - Research methods for management and commerce – Sterling Publishers2. Zikmund - Business Research Methods3. Kothari C.R. - Research methodology4. Donald R.Cooper and Pamela S.Schindler - Business Research Methods – Tata McGraw Hill.5. Uma Sekaran - Research Methods for Business, Wiley Publications.

Objective: Business Environment and Ethics emphasizes on emerging trends in social, political, ethical and legal aspects affecting business decisions explaining the business environment concepts in significance along with the fiscal policy.

4. Introduction to Computers

Unit I: Introduction: Logical organization of a computer, memory, input-output devices, secondary storage devices, data representation, assembly language and machine language instructions.

Unit II: Human Computer Interface: User interface with the Operating System. Introduction to database: Concepts, objectives, advantages and limitations, entities, attributes, schema and subschema

Unit III: Network & Internet Technology: Introduction to computer networks, network topologies, communication devices and media, Internet as information resource, use of a web-browser, e-mail, designing websites using available tools.

Unit IV: Word Processing: MS Word, Word basics, Formatting texts and documents, working with heading and footnotes, tables and sorting, graphics, mail merge and macros.

Spreadsheets and their uses in business: Excel basics, rearranging worksheets, excel formatting techniques, chart features and working with graphics in excel.

Power Point: Basics, working with texts and graphics in power point. Delivering information with Microsoft Mail. E-Commerce Fundamentals, OLTP and OLAP

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Suggested Readings:

1. Adhikari M - Economic Environment of management2. Francis Cherunilam - Business Environment3. Pruti S. - Economic & Managerial Environment in India4. Shaikh Saleem – Business Environment, Pearson Education, 20065. Davis & Keith William C. Frederik - Business and society6. Amarchand D - Government and Business7. Mankard - Business Economics, Mac Millan.8. A.N.Agarwal - Indian Economy - Wishwa Prakashan9. Steiner & Steiner - Business Government and Society, McGraw Hill, 2003.10. Kitson.A and Campbell.R - The Ethical Organisation, Palgrave, 2001.

Objective: This course had been designed to develop fundamentals of computing for business activities. It includes all the basic details which are much relevant for business application.

5. Life Skills

LIFE SKILLS TRAINING – I

UNIT-I ♣ Communication- Interpersonal communication skills, Verbal/Nonverbal communication, Business

Communication, Definition, Nature, Scope, Purpose, Process of Communication, Functions of Communication, Uses of Communication, Media for Communication: Print media, Electronic media- Radio and Television

♣ Phonetics –Vowel Displacement, Stress, Intonation, Accent Neutralization ♣ Presentation Skills- Introduction, Choosing, developing presentation, use of audio visuals, platform skill

handling question

UNIT-II♣ English Language-Writing Skills & Verbal Skills, Email writing, Formal Letter writing, Précis writing,

Reading Comprehension, Vocabulary Exercises ♣ Social Skills- Telephone Etiquettes, Dining Etiquettes, Corporate Grooming

. UNIT-III

♣ Interview Skills- Types of Interview, Preparing for Interview, Negotiation skills ♣ Conflict Management, Time Management

UNIT-IV ♣ Personality Development; Confidence Building, Positive Attitude, Sympathy & Empathy♣ Concept of Spirituality/Self-actualization.

LIFE SKILLS TRAINING - II

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Objective: The objective of Life Skills & Corporate Communication is to change the attitude of students and make them aware of various skills that are required in the world of business.

Suggested Readings:

1. V. Rajaraman, Fundamentals of Computers, Prentice Hall of India, 20022. R. Hunt, J. Shelley, Computers and Commonsense, Prentice Hall of India, 2002A. Leon, M. Leon, Fundamentals of Information Technology, Leon Vikas, 20023. H.M. Deital, Visual Basic How to program, Pearson Education, 20014. Software manuals.

UNIT-I ♣ Team Building-Cooperation and Teamwork, Group dynamics Vs Group Think, Developing sense of

Brainstorming. ♣ Group discussion- Introduction, why GDs, types of GDs, GD process and choosing your role, role plays.

UNIT-II ♣ Decision-Making Skills- Evaluating future consequences of present actions for self and others ♣ Information- types of information-order, advise, suggestion, motivation, persuasion, warning and

education.

UNIT-III ♣ Critical thinking skills-Analyzing peer and media influences, Analyzing attitudes, values, social norms and

beliefs and factors affecting these, Identifying relevant information and information sources♣ Behavioral Skills- Concept of Senior/Subordinate Relationship

UNIT IV♣ Vocabulary-Phrases and Idioms, Commonly Confused Words, Word Exercises, Sentence Construction, ♣ Reading Skills- Art of Public Speaking, Reading passages and Exercises

LIFE SKILLS TRAINING – III

UNIT-I ♣ Self-Management Skills- Personal Hygiene, Health and Fitness♣ Relationship Management Analysis skills regarding the influence of values and attitudes of self and others

on motivation.

UNIT-II ♣ Self esteem/ confidence building skills-Self awareness skills including awareness of rights, influences,

values, attitudes, rights, strengths and weakness ♣ Goal setting skills-Self evaluation/ self assessment/ self monitoring skills

UNIT-III ♣ Managing Emotions- Emotional Intelligence ♣ Anger management-Dealing with grief and anxiety ,Coping skills for dealing with loss, abuse, trauma

UNIT-IV ♣ Stress management- Concept of Stress, Causes, Symptoms and Ways to overcome stress♣ Positive thinking-Relaxation techniques and exercises

LIFE SKILLS TRAINING- IV

UNIT-I ♣ Creative Thinking- Concept of Creative thinking, the need for creative thinking, how to encourage creative

thinking, the process of creative thinking, tools to develop creative thinking. ♣ Lateral Thinking- Concept, Role and Importance, Exercises

UNIT-II ♣ Introspection: Self analytical techniques on thoughts & emotions, physical health, work efficiency and

relationship with others♣ Mind-Body Connection: Beneficial influences on the body, techniques to improve your mental health.

UNIT-III

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♣ Leadership Skills- Defining leadership, Some leading business leaders and visionaries, Business women, How to learn from leaders

♣ Listening Skills- Effective listening techniques, Role of Audio Visual Aids, Exercises

UNIT IV♣ Essentials of Grammar I- Parts of Speech, Prepositions, Punctuation, Phonetics, Clauses, Spelling♣ Essentials of Grammar II- Figure of Speech/Narration, Metaphors & Similes, Gerunds, conditional

sentences

Specialisation Papers

(A) International Business

1. International Business Operations

UNIT IInternationalization of Operations, - International Operations Management - manufacturing, Make or Buy, Outsourcing. Location, Layout and work flow

UNIT IIProduction, Company Factors, Product factors, Strategic role of foreign factories Production, Quality, Productivity, The Toyota way, Beyond Toyota

UNIT IIILabour Laws, Factory act/ Labour, HR Practice, Variations in Operating, Practices, Benchmarking International Operations

UNIT IV

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Objectives: Business operations and its relevance to international business is an essential learning for students to develop skills to support multinational companies. This course caters the need of disseminating knowledge of international trade and its related operational activities

Suggested Reading:

1. Soft skills; know yourself & know the world; by Dr. K Alex published by S Chand Publication, 2. Business and Professional Communication; James. R. Di Sanza and Nancy J.Legge; PEARSON Education

International Operations-Critical Issues – International Operations Planning, - International Facilities Location, - International Sourcing & Logistics, Internationalization of Technology, International Technology Transfer, Management of Global Products

UNIT VInterfaces with other Functions, - Interface with Marketing, - Interface with R & D, - Interface with Communications, Joint Ventures, strategic alliances (Partnership and relationship management)

2. International Logistics & Supply Chain Management

UNIT IIntroduction- International Logistics and Supply chain management: meaning and objectives, importance in global economy , Characteristics of global supply chains,: Supply chain relationship to business performance, -Key tasks of logistics and supply chain managers, Role of Government in controlling international trade and its impact on Logistics and supply chain

UNIT II Transportation- Strategic importance of transport in global logistics, logistical objectives of transport, International Ocean Transportation, International Air Transportation, and International Land Transportation: types, characteristics and salient features, inter-modal transportation in international operations, factors influencing mode and carrier selection decision

UNIT IIIPlanning global supply chain- Planning the global supply chain, Network design for global supply chain management, Risk management in the global context, Measuring logistics cost and performance. Benchmarking the supply chain, Performance measurement and evaluation in global supply chains GLOBAL TRADE ENVIRONMENT: a. Global trade environment: various trade blocks/FTZ and their impact on supply chain management, Customs and Regulations, Trade Documentation, International Contracts, Terms of Trade, Term of Payment, International Currency, INCO terms, Logistical packaging, containerization.

UNIT IVInventory flow and modeling- Approaches to Inventory Management in Global Supply Chain Management; Distribution Resource Planning; Symptoms of poor Inventory Management, Modeling in Supply chain: inventory models, safety stock determination for service level, and lead time; forecasting models, routing problem

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Suggested Readings:

1. Schniederjans, M.J. – Operations Management in a Global Context2. Production and Operations Management, 2/e , K Bedi, OUP3. Flaherty, M.T. – Global Operations Management4. Dornier, P-P. et al. – Global Operations and Logistics5. Bartlett, C. A. & Ghoshal, S. – Transnational Management

Objective: When trade is required to be done across the boarders, supply chain and logistics adds to its importance. This course has been designed to disseminate all required details of international supply chain and logistics.

Coordination in supply chain- Importance of Coordination in Supply Chain, Bullwhip Effect, Effect of lack of Coordination on performance, Obstacles to Coordination, Strategies to achieve coordination, Building Strategic Partnership and Trust In Supply Chain

UNIT VInformation technology in supply chain- Role and Importance of IT in Supply Chain Management, IT solutions for Supply Chain Management, Supply Chain Information Technology in Practice

3. Foreign Trade Policy and Promotion

UNIT IInternational Trade: Theories of foreign trade – absolute and comparative advantage theories; Modern theory of trade – Hecksher- Ohlin theory; Terms of trade; Theory of international trade in services; Balance of payments and adjustment mechanism.

UNIT IICommercial Policy Instruments: Tariffs, quotas, anti dumping/countervailing duties; Technical standards; Exchange controls and other non-tariff measures.

UNIT IIIIndia’s Foreign Trade and Policy: Direction and composition of India’s foreign trade; Export – Import policy; Export promotion and institutional set – up; Deemed exports; Rupee convertibility; Indian Joint ventures abroad; Project and consultancy exports.

UNIT IV Instruments of Export Promotion: Export assistance and promotion measures; EPCG scheme; Import facilities; Duty exemption schemes; Duty drawback; Tax concessions; Marketing assistance; Role of export houses, trading houses and state trading organisations; EPZs and SEZs.

UNIT V Foreign Investment Policy: Policy and frame work for FDI in India; Policy on foreign collaborations and counter trade arrangements; Indian joint ventures abroad; Project and consultancy exports.

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Suggested Readings:

1. Douglas Long International Logistics: Global Supply Chain Management Springer- Verlag New York, LLC;2004

2. Philippe-Pierre Dornier, Panos Kouvelis, Michel Fender Global Operations and Logistics: Text and Cases Wiley, John & Sons, Incorporated 1998

3. Alan Branch Global Supply Chain Management in International Logistics Routledge 20074. Kent N. Gourdin Global Logistics Management: A Competitive Advantage for the New Millennium

Blackwell Publishing 2006

Objective: For every developing economy foreign trade plays a vital role to develop, so foreign trade policy and promotion activities as planned by government is required to be understood to optimize the returns in foreign trade. This course focuses upon details of trade policy and promotion to equip students to have effective strategy orientation for international business

4. Export-Import Procedures and Documentation

Unit IPolicy Framework for India’s Foreign Trade in Pre- and Post-liberalisation Era; Export-Import Policy, Infrastructural Support for India’s Foreign Trade: Policy Formulating, Consultative and Deliberative Bodies; Export Promotion Councils, Commodity Boards and Product Development Authorities; Support Organizations and Services - IIFT, ITPO, Export Inspection Agencies; Indian Council of Arbitration; FIEO, Commercial Representatives Abroad; State Governments and their Role in Trade Promotion; Canalization Policy and Role of Public Sector Organizations.

Unit IISetting up Export Company, IEC Number / RCMC from Export Promotion Council, Benefits and Costs. Export Sales Contracts - Terms / Conditions, Terms of Shipment, Processing of Export Order

Unit IIIDocumentation: Proforma Invoice, Commercial Invoices and its Attestation, Packing List, Inspection Certificate, Certificate of Origin, Shipping Bills, AR4 Form, Mate's Receipt, GR Form, Marine Insurance Policy, ECGC Policy, Bill of Exchange, Bank Realization Certificate, Bill of lading, Airway Bill, BSP Certificate / Spl Consular Invoice and other related documents.

Unit IVMethods and Terms of Payments for Exports; Cargo, Credit and Foreign Exchange Risks: Procedure for Filing Claims; Quality control and Pre-shipment Inspection; Excise and Custom Clearance; Export Incentives: Major Incentives and Procedures for Claiming them, Procurement for Exports - Planning and Methods of Procurement for Exports; Custom Clearance of Imports - Regulations and Procedures; Managing Risks

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Suggested Readings:

1. Gupta, R.K.: Anti-dumping and Countervailing Measures, Sage Publications, New Delhi.2. Nabhi’s Exporter’s Manual and Documentation, Nabhi Publication, New Delhi.3. Sodersten, B.O: International Economics, MacMillan, London.4. Varsheny R.L. and B. Bhattacharya: International Marketing Management, Sultan Chand & Sons,

New Delhi.5. Verma, M.L: International Trade, Commonwealth Publishers, Delhi.

Objective: Exports and imports are bounded to a number of regulations and each regulation brings importance to each document required for a successful trading across borders. It brings detailed information to enrich the student to develop in-depth understanding of procedures and documentation.

Involved in importing ; Duty Exemption Schemes : Objectives, Benefits, Procedures and Documentation; Schemes for Import of Capital Goods: Procedures for New/second Hand Capital Goods.

Unit VForeign Trade Financing and Insurance Schemes: Pre-and Post-shipment Export Credit Schemes, Import Financing Schemes; Role of EXIM Bank and Commercial Banks; Export Credit and Foreign Exchange Covers, Export Credit and Guarantee Corporation (ECGC), Financial Guarantees; Export / Trading/ Star trading/ Superstar Trading Houses: Objective Criteria and Benefits; Procedures and Documentation; Policy for EOU / FTZ / EPZ units:Objectives, Criteria and Benefits; Procedures and Documentation.

5. International Marketing

Unit IFramework of international marketing: Definition – scope and challenges – difference between international marketing and domestic marketing – the dynamic environment of international trade – transition from domestic to international markets – orientation of management and companies

Unit IIDeveloping a global vision through marketing research: Breadth and scope of international marketing research – problems in availability and use of secondary data – problems in gathering primary data – multicultural research – a special problem – research on internet – a new opportunity – estimating market demand – problems in analyzing and interpreting research information – responsibility for conducting marketing research – communicating with decision makers. Identifying foreign markets – classification based on demand – based on the stage of development – other bases for division of world markets

Unit IIIGlobal marketing management – planning and organization: Global perspective – global gateways – global marketing management – an old debate and a new view – planning for global markets – alternative market entry strategies – organizing for global competition Products and services for consumers: Quality – Green marketing and product development, products and culture – analyzing product components for adaptation– products for consumers in global markets, product development, product adaptation, product standardization, marketing consumer services globally – marketing of services, brands in international markets Products and services for businesses

Unit IVGlobal Pricing Framework, Pricing Basics, Marginal Cost Pricing and its importance, Transfer Pricing, Counter trade, Systems Pricing, Pricing and Positioning, price quotation – INCO terms – preparation of quotations. Promotion Decisions Promotions – international advertising – sales promotion in international markets – international advertising – direct mailing – personal selling – exhibition – generic promotions in international marketing

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Suggested Readings:

1. Foreign Trade Policy (2002- 2004). 2. Ram Paras (2004). Export: What, Where and How? Anupam Publications. 3. Export Manual 4. Indian Trade Journal

Objective: This course is planned to help a student to get acquainted with the detail basic required to explore international market, in targets to develop a global vision for marketing across the borders.

Unit VRecent trends in India's foreign trade: Institutional infrastructure for exports promotions in India – India's trade policy – exports assistance – exports documentation and procedures including different stages of documentation Globalization in India, Opportunities, Constraints and Initiatives India - A Hub for Globalization, Globalization in India - Post Liberalization, India’s Strengths, Strategies for Sustainable Competitive Advantage, Potential for Made in India, Major Globalization Initiatives from Indian Companies, WTO Regulations and their implications for India, Undesirable effects of globalization, Government Initiatives needed to foster globalization he future of global marketing: Six major changes in global marketing.

6. International Trade

Unit ITheory of International Trade: The pure theory of international trade – Theories of absolute advantage, comparative advantage and opportunity costs; Theorem of factor price equalization; -- Heckscher-Ohlin theory of trade.

Unit IITechnology & Growth: Role of dynamic factors, i.e., changes in tastes, technology and factor endowments in explaining the emergence of trade. The Rybczynski theorem – concept and policy implications of immiserizing growth; Causes of emergence and measurement of intra-industry trade and its impact on developing economies.

Unit IIIMeasurement of Gains: Measurement of gains from trade and their distribution; Concepts of terms of trade. Hypothesis of secular deterioration of terms of trade, its empirical relevance and policy implications for less developed countries; Trade as an engine of economic growth.

Unit IVTheory of Interventions: The Theory of Interventions (Tariffs, Quota and non-tariff barriers); Economic effects of tariffs and quota. The political economy of non-tariff barriers and the implications; nominal effective and optimum rates of tariffs-their measurement, impact and welfare implications Trade under imperfectly competitive market.

Unit V Balance of Payments: Meaning and components of balance of payments; Equilibrium and disequilibrium in the balance of payments; The process of adjustment under systems of gold standard, fixed exchange rates and flexible exchange rates; Expenditure-reducing the expenditure-switching policies and direct controls for adjustment; Policies for achieving internal and external equilibrium simultaneously under alternative exchange rate regimes.

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Suggested Readings:

1. International Marketing – Cateora, Graham – TMH 12/E, 20052. International Marketing – Varshney, Bhattacharya – S Chand3. Global Marketing Management – Warren Keegan – Pearson / PHI, 7/e4. Global Marketing, Johny K. Johannson, 4/e, TMH,5. International Marketing – Dana – Nicoleta, Lascu – Biztantra, 20036. International Marketing – Francis Cherunillam – HPH, 7/e, 2004

Objective: This course includes topics relevant to develop an understanding of international trade and related aspects which are important from the point of view of strategizing for trading activities

(B) Human Resource Management

1. Personnel Management Concepts

UNIT IPersonnel Management – Definition – concept – objectives – characteristics and qualities of a personnel manager – role of personnel man – system approach to personnel management – emerging role of personnel management – role of personnel mangers of tomorrow – personnel management in India.

UNIT IIPersonnel policies – aims and objectives – need for personnel policy – principles of personnel policies – types of personnel policies – procedures and programmes – personnel records and reports – personnel audit –personnel research – Meaning and Characteristics – types of research – Objectives of personnel research – Methods and tools of personnel research – Research Procedure – Sources of personnel research Information.

UNIT IIIHuman resource planning – need – benefits – process of human resource planning – man power plan component – determination of the quality of personnel – Job Diagnostic Survey – job analysis – technique of Job Analysis data – job description – Minnesota Job Description Rewards – role analysis and technique of Job Analysis data- job specification Management by Objectives – Work rules – recruitment process – sources of recruitment – methods – recruitment practices in India – Scientific selection – selection procedure and Process – HRIS – Human Capital Management – Human Resource Accounting.

UNIT IVEmployee training – distinction between training and development – importance of training – training methods – implementation of training – training evaluation – purpose and objectives of management development – need for executive development in Indian context – techniques of management development – performance appraisal – methods of performance appraisal – performance appraisal in Indian Industries.

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Suggested Readings:

1. Advanced International Trade: Theory and Evidence by Robert C. Feenstra

2. International trade, K Ashawthapa

Objective: To equip students with Human Resources Concepts

Performance Measurement purpose – Employee feedback and Development – equal employment Opportunity.

UNIT VThe wage determination process – wage administration rules – factors influencing wage and salary structure and administration – administration of wage and salaries – wage differential – wage differentials in India – determinants of incentives – types of rewards – wage incentive schemes in India - guidelines for effective incentive plans. Employee Benefits and Services – factors influencing Benefits and Services – Costs – Leisure – Employee Security – Old Age and Retirement Benefits – Safety Engineering.

2. Training and Development

UNIT ITraining for Development – Concept of Training and Development, Need for training, Importance of Training, Principles of Training and areas of training. Assessment of Training Needs, Training Methods – On the Job and Off Job Methods Training Techniques – Demonstration, Lecturers, Simulation Games, In basket Exercise, Films, Role Play, Simulation Games, Critical Incidents, T-group Electronic Training – Computer Based training, Electronic performance support system (EPSS), Distance and Internet Based Training – Tele-training, Video conferencing, Training via Internet, Learning portals.

UNIT IIManagement Development – needs, importance & Methods. Organizational Development Through Human Resource Development.

UNIT IIILearning Organization: Learning Curves and Linkage of Learning with Training and Learning Organization, Organizational Learning, Instruments on Learning Organization, Essentials for Developing a Learning Organization.

UNIT IVPerformance Appraisal – Definition, Objectives, Need for Appraisal, Essentials of performance appraisals and problems of performance appraisal, Methods of Performance Appraisal – Traditional and Modern Methods – Graphic Rating-Scale, Straight Ranking Method, Paired Comparison Method, Critical Incident Method, Group Appraisal, Counselling & Feedback Potential Appraisal – Confidential Methods, Behavioral Anchored Rating Scale (BARS), Assessment centers.

UNIT VManaging Careers: Career Planning, Factors affecting Career Choices; Career Stages, Career anchors, Need for Career Planning, Managing Promotions, Transfers & Demotions. Evaluation of Training: Purpose of Evaluation, Evaluation Process.

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Suggested Readings:

1. Personnel Management Text and Cases – C.B. Mamoria & S.V Gankar – Himalaya Publishing House.

2. Personnel Management & Industrial Relations – P.C. Tripathi – Sultan Chand & sons.3. Dynamic Personnel Administration – M.N. Rudrabasavaraj – Himalaya Publishing House.4. Personnel/Human Resource Management – S.K. Bhatia, Nirmal Singh-Deep & Dep Publications Pvt.

Ltd., New Delhi.

Objective: To give students pedagogy for Training & Development

3. Human Resource Development and Planning

UNIT IHRD – concept – meaning – philosophy – nature – need and significance. HRD – climate – goals – competencies – functions – areas. HRD as a system – HRD in changing scenario. HRSD – Contextual factors and Human Resource System designing. Role Analysis and HRSD-key performance areas, Critical Attributes, Role effectiveness, Role analysis methods.

UNIT IIHRD modules: Recruitment and selection – orientation and placement performance appraisal – training and development – promotion and motivation – career development. Performance appraisals and performance development – objectives of performance appraisal – The past and the future; Basic consideration in performance appraisal; Development oriented appraisal system. Interpersonal feedback and performance counselling.

UNIT IIIPotential Appraisal and Development. Career planning and Development – Quality of work life – quality circles – human capital development – philosophy and principles – practices – work force and people development - performance management – knowledge management.

UNIT IVTraining – conceptual framework for training; learning principles; Identification of training needs; Determination of training objectives; Training programme design; Training methods and their selection criteria; Evolution and Follow up training. Stress – definition – personality traits – emotional management – categories of stressors – identification of stress at various level – pre-requisites for zero stress – psychological stress – stress and human resource development.

UNIT VHRD challenges in 21st century – HR out sourcing – human resource audit – human response development – human resource accounting - future of HRD Organization.

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Suggested Readings:

1. Training Manual on Human Resource Management & Organizational Learning – V.N.Srivastava & Girdhar J.Ghyni.

2. Human Resource Management - Gary Dessler.3. Human Resource Management - Robbins4. Human Resource Management – P.Subba Rao5. Human Resource Management and Personnel Management –Aswathappa (Tata McGraw Hill, New Delhi.)

Objective: To help students understand Human Resource Development Process

4. Compensation Management

UNIT IWage & Salary Administration – Nature and Scope, Compensation, wage determination process, Factors Influencing wage and Salary Administration. Wage – Theories of Wages, Types of Wages – Time rate, piece rate, debt method, Wage differentials.

UNIT IIPlanning for Improved Competitiveness: Diagnosis and Bench Marking, Obtaining Commitment; Determination of Inter and Intra-industry Compensation Differentials, Internal and External Equity inCompensation Systems.

UNIT IIIIncentives and Fringe Benefits – Incentives – Definition, Types of Incentives, Individual incentives: Measured day Work, Piece work, standard hour, Gain sharing, its advantages and disadvantages, Organization Wide incentives – Scanlon Plan, Kaiser Plan, Profit sharing, Non-financial incentives, Fringe Benefits – Definition, Objectives, Types of Fringe Benefits Individual Group Variable Compensation: Pay for Performance, Pay by Seniority, Group Piece rate, Production sharing plan, Employee Profit sharing Employee stock ownership, Gain Sharing.

UNIT IVIncentives and Retirement plans: Basic Pay, Provisions for Dearness allowance – Calculation of total compensation package, various methods of compensating cost of living Neutralization factors. ExecutiveCompensation Plan, Retirement Plan.

UNIT VSocial Security Laws – Laws Relating to Workmen’s Compensation, Employee’s State Insurance, Provident Fund, Gratuity and Maternity Relief. Wages and Bonus Laws – The Law of Minimum Wages, Payment of Wages, Payment of Bonus. Objectives and scope of these Laws. Equal Remuneration Act Working of Different Institutions related to Reward system like Wage Boards, Pay Commissions. The Impact of fifth pay scale on Central and State Government.

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Suggested Readings:

1. T.V. Rao and Udai Parekh – Designing and Managing Human Resource System, Excel Books,

Oxford Publications.

2. V.S.P. Rao – Human Resource Development – Response books.

3. Kandula, S.R. – Strategic Human Resource Development – PHI.

Objective: To give students skills about compensation

5. Performance Management Systems and Strategies

UNIT IWhat is performance Management? Its linkage with other HR Systems Elements of Performance Management – Defining Performance, Facilitating Performance and Encouraging performance – Setting Goals & Targets – Responsibilities before, during, after Performance & Development - Planning – Monitoring and Appraising Performance (performance Appraisal) – What is Performance Appraisal – The Performance Appraisal system – Performance Appraisal methods – Errors and Biases in Performance Appraisal - Reducing biases / errors – Features of a effective system – Performance Counseling (What is it, What to do, What not to do)

UNIT IIPerformance management and compensation strategies – Job analysis, Job description, Job Employee benefits required by laws – Discretionary major employee benefits – Employee services, Health care, Lon term care- Requirements of an effective benefits programme – Concerns of management – Important issues in Executive compensation – International compensation.

UNIT IIIWhat is PfM, Process of PfM, PfM system, PfM Theatre, Pillars of PfM theatre – Planning Manager Performance & Development, Monitoring Manager Performance & Mentoring, Manager Development, Ongoing Performance Monitoring & Review, Mentoring and Management Development. Annual Stock taking – Stock taking Performance, Stocktaking Potential, Appraising for Recognition and Reward-Getting to grips –

UNIT IVPerformance Management and Organizational Change – Reward management and the Management of Change – Strategic Reward Management – Employee Relations and Involvement Strategies and the Management of Change – 360 Degree Feedback and Performance Management System – 360 Degree Feedback and Assessment Development Centers.

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Suggested Readings:

1. Managing Human Resource and P.M in Indian Enterprise – R.S. Dwivedi (Galgotia Publishing

Company, New Delhi).

2. Managing Human Resource – Wayne Cascio (Tata McGraw Hill, New Delhi).

3. Personal Management – Memoria & Gankar (Himalaya Publication)

4. Human Resource Management – S.S.Khanka – S.Chand & Company Ltd., New Delhi.

5. Human Resource Management and Personnel Management – Aswathappa (Tata McGraw Hill, New

Delhi).

Objective: To acquaint students with the principles of performance management.

UNIT VIssues and concerns in Performance Management. Cases relating to issues discussed in the previous units.

6. Organizational Development and Change

UNIT IOD – definition – history of OD – values, assumptions and beliefs in OD. OD – overview – foundations of OD – models and theories – systems theory participation and empowerment – teams and team work – parallel learning structures.

UNIT IIOD – interventions – classifications: teams interventions – inter group and third party peace making interventions – comprehensive OD interventions. Theory and Practice on change and changing; The Natureof Planned Change; The Nature of Client Systems: Group Dynamics, Inter-group Dynamics and Organizations as Systems.

UNIT IIIManaging the OD process – action research: a process and approach – history and varieties of action research. Operational Components of OD: Diagnostic, Action and Process – Maintenance Components.

UNIT IVImplementation and Assessment of OD. Implementation conditions for failure and success in OD efforts; Assessment of OD and change in organizational performance; The impact of OD Structure interventions and applicability of OD – training experiences – T-groups – behavioral modeling – life and career planning – coaching and mentoring – instrumental training.

UNIT VPower, Politics and OD – research on OD – future and OD. Some key considerations and issues in OD: Issues in consultant – client relationship; Mechanistic & Organic systems and contingency approach; The failure of OD.

18

Suggested Readings:

1. T.V. RAO, Performance Management and Appraisal Systems: HR Tools for Global Competitiveness, Response Books, New Delhi, 2004.

2. Premchada, Performance Management: It’s about Performance – Not just appraising, Macmillan, New Delhi, 2003 (Reprint-2005)

3. Srinivas Kandula, R., Strategic Human Resource Development, Prentice Hall of India, New Delhi, 2001.

4. T.V. Rao, Gopla Mahapatra, et all, 360 Degree Feedback and Performance Management System, Vol 2, TV Rao Learning Systems Pvt. Ltd., Excel Books, New Delhi, 2002, (Reprint 2006).

5. T.V, Rao and Nandhini Chawla, 360 Degree Feedback and Assessment & Development Centres, Vol 3, TV Rao Learning Systems Pvt. Ltd., Excel Books, New Delhi, 2005.

6. Adrian Thornhill, Phil Lewis, et all, Managing Change: A Human Resource Strategy Approach, Financial Times-Prentice Hall, Pearson Education, New Delhi, 2000.

Objective: To explain students how organizations change and how to manage it

(C)Finance

1. Indian Capital Market and Financial System

UNIT IIndian financial system – Structure and constituents of Indian financial system. Financial institutions – Financial markets – Financial instruments and Services - Financial System and economic development.

UNIT IIIndustrial Securities Market – Organization and Structure of Stock exchanges, Membership – Listing, Trading and Settlement – ordinary shares, preference shares and Bonds.

UNIT IIINew issue Market – Issue Mechanism – IPO, Rights issue, private placement – processes of Book – Building – Issue of Bonus Shares – Stock Options - functions of new issue market - Overview of Bond market in India.

UNIT IVMerchant Bankers and new issue market, Lead managers, underwriters, Bankers to an issue – Registrars and Share Transfer Agents _ Brokers to the issue – Debenture Trustees Their role and functions in new issue market - SEBI Guidelines.

UNIT VMarket for Futures, Options and other financial derivatives – Swaps - Warrants and Convertibles. Recent trends in derivative markets in India.

19

Suggested Readings:

1. Wendell I. French & Cecil H.Bell, Jr. – Organization Development – PHI.

2. French, Bell and Zawacki – Organization Development Theory, Practice and Research, Universal

Book Stall, Third Edition.

3. Rosabeth Moss Kanter, the change Masters, Simson & Schaster.

4. Daniel Robey, Carol A Sales – Designing Organizations – fourth edition.

5. Advian, Phil, Mike & Mark – Managing Change – FT & Prentice Hall.

6. Blake & McCanse – Leadership Dilemmas – Grid Solutions – GPC (Gulf).

Objective: To explain the structure and functioning of capital market in India.

2. Management of Financial Services

UNIT IFinancial services – Meaning – Types - Fund based and Fee based financial services - Non-Banking Financial Companies – Functions. Prudential Norms for NBFCs.

UNIT IILeasing and Hire-Purchase - Types of Lease - Financial Evaluation of a Lease – Cross Border Leasing - Contents of a lease agreement – Bills Discounting.

UNIT IIIFactoring – Meaning and Types; Credit rating – Rating Agencies - function – Rating Methodology – Venture Capital and Venture capital industry in India.

UNIT IVMerchant Banking – activities in new issue market - Managing issue of shares and bonds; Mutual Funds – mechanism – types of schemes – Mutual funds industry in India – recent developments.

UNIT VSecuritization and Financial Reconstruction and Enforcement of Security interest Act – regulations – Recent developments in the financial Services industry.

20

Suggested Readings:

1. M.Y.Khan: Indian Financial System, Fifth edition, Tata McGraw Hill.

2. L.M.Bhole: Financial Institutions and Markets, Fourth edition, Tata McGraw Hill

3. P.N.Varshney, D.K. Mittal: Indian Financial System, Fifth edition, Sultan Chand and sons.

4. H.R.Machiraju: Indian Financial System, Vikas Publishing House.

Objective: To describe the growth and functioning of financial service industry in India

3. Capital Budgeting and Financing Decisions

UNIT INature of Long term financial decisions – Sources of long term finance – public issue - institutional finance - innovative modes of financing

UNIT IIEstimation of cash flows – evaluation techniques – Project evaluation under risk and uncertainty – sensitivity analysis – certainty equivalent – Decision tree approach Risk adjusted discount rate approach – Analysis of non-financial aspects.

UNIT IIICapital Structure decisions – Cost of capital and capital structure determination optimum capital structure

UNIT IVLeverage – Types –operating and financial leverage – combined leverages

UNIT VFinancial forecasting – determination of the ratio between debt and equity

21

Suggested Readings:

1. M.Y.Khan, Financial Services, Edition, Tata McGraw Hill

2. Nalini Prava Tripathy, Financial Services, Prentice Hall of India

Objective: To provide a focus on capital expenditure appraisal methods

4. Working Capital Management

UNIT IWorking Capital Management – Theories and approaches – Ratio Analysis - Fund Flow and Cash Flow Analysis – Cash flow forecasting and Budgeting.

UNIT IIFinancing of working capital – Money market instruments – Bank Finance- Assessment and Appraisal – Managing corporate liquidity and financial flexibility

UNIT IIIReceivables Management – Cash Management – Inventory Management

UNIT IVInstruments of international money market – Euro notes – Euro commercial paper – MTNs and FRNs.

UNIT VWorking Capital Control and Banking policy – Committee recommendations on working capital – New system of assessment of working capital finance.

22

Suggested Readings:

1. Prasanna Chandra, Financial Management, Tata McGraw Hill

2. Pandey I.M, Financial Management

Objective: To educate the importance of working capital management concepts in corporate finance

5. Security Analysis and Portfolio Management

UNIT IInvestment - Meaning and process of Investment Management – Speculation Investment Avenues in India.

UNIT IIRisk and Return – Historical and Expected return – Measurement – Risk and its measurement – Systematic and Unsystematic risk – Types – Measurement and significance of Beta.

UNIT IIISecurity Valuation – Bond, Equity and preference share valuation – Yield to maturity- Bond value theorems.

UNIT IVFundamental and Technical Analysis – Economy, Industry and Company analysis – Tools for technical analysis.

UNIT VPortfolio Selection, performance evaluation and portfolio revision- Formula plans – Capital Asset Pricing Model (CAPM)

23

Suggested Readings:

1. V.K.Bhalla, Working Capital Management, Text and Cases, sixth edition, Anmol publications

2. Prasanna Chandra, Financial Management, Theory and Practice, Tata McGraw Hill

3. Pandey, Financial Management, Vikas Publishing Company

4. Khan and Jain, Financial Management, Tata McGraw hill

Objective: This course aims to expose the students to the concepts of investment Risks and securities and enable them to understand and utilize the tools available for analysis. It also stresses the need of portfolio management and its application.

6. INTERNATIONAL FINANCIAL MANAGEMENT

UNIT IIFM- Nature and Scope, IFM and Domestic financial management- Balance Of payments – significance- preparation of BOP statement – Link between BOP and the economy.

UNIT IIInternational Monetary System – Gold standard – IMF and World Bank Exchange Rate mechanism – factors influencing exchange rate – Purchasing power parity and Interest Rate parity theorems.

UNIT IIIForeign Exchange Market – Transactions – Spot, Forward, Futures, Options And Swaps – Arbitrage and speculation in Foreign exchange market.- Exchange arithmetic, Spread, premium and Discount.

UNIT IVForeign Exchange Exposure – managing transaction, translation and operating Exposure – Techniques for covering the foreign exchange risk - Internal and external techniques of risk.

UNIT VInternational financial market instruments – International Equities – ADR and GDR – Foreign Bond and euro-bond- Short-term and medium term instruments.

24

Suggested Readings:

1. Kevin.S. -Security Analysis and Portfolio Management -prentice hall of India

2. Prasanna Chandra- Investment analysis and portfolio management- second edition, Tata McGraw

Hill

3. Punithavathy Pandian- Security Analysis and portfolio management- Vikas Publishing

4. Investment Management- V.K.Bhalla

Objective: This course provides a clear understanding of IFM and emphasizes on the International Monetary system. It also provides knowledge on Foreign exchange and its significance in a developing economy.

(D)Marketing

1. Retail Marketing

UNIT IRetailing - An introduction: Definition, Functions, Importance, Types of retailing – Store and Non Store; Retailing in India - Current Scenario, Retailing from International perspectives; Consumer buying decision process - influencing factors, Consumer shopping behavior.

UNIT IIRetail planning - Purpose, method, structure and monitoring the plan; Retail brand management- positioning, personality, Types of brand, Brand and life cycle; Merchandise management - Meaning, Methods, Assortment and Inventory; Purchase negotiation, Supply channel and relationship, SCM principles, and retail logistics.

UNIT IIIRetail location decision - Trading area analysis, Types of location Site evaluation; Store design - layout and space management, Visual merchandising and displays; Retail pricing - approaches, influencing factors, Price sensitivity, and mark down policy.

UNIT IV25

Suggested Readings:

1. V.Sharan, International Financial Management, 4th edition, Prentice hall of India

2. Alan .c. Shapiro, International Financial Management, PHI

3. Levi, International Finance, McGraw Hill international series.

4. Adrian Buckley, Multinational Finance, PHI

Objective: This course introduces the student the basics of retail marketing

Retail promotion - setting objectives, Role of advertising, sales promotion, personal selling public relations and relationship marketing in retailing; Human resource issues and considerations; Customer service management.

UNIT VImpact of information technology in retailing - Integrated systems and Networking EDI, Bar Coding, Customer database management. Electronic retailing - Role of web, on line retailing, Factors to be considered in having a Web site, limitations of web and future trends; Consumerism and Ethics in retailing - Social and Green issues; Retail audit.

2. Advertising and Promotion Management

UNIT I Promotion mix & personal selling: Promotion Mix Tools, Steps in Communication process, Factors in deciding promotion mix. Personal selling - Sales force Design - objectives, strategy six, structure and compensation. Principles of Personal Selling - Salesmanship, steps in selling process, Negotiation - Models, Strategy & Tactics, Customer Relationship Management.

UNIT II Advertising management: Meaning, Objectives, Importance, Classification of advertisement, Economic and Social Effects of Advertising, Organisation of Advertising Department, Advertising Agency Management, Campaign Planning, Advertising Budget.

UNIT III Advertising media management- Types - Print, Radio, TV, Cinema Outdoor and other forms - Advantages, Limitations, Availability, Media Rates, Media Planning and Scheduling.

UNIT IV Advertising creativity- Advertising Copywriting for Print and Broadcast Media - Principles, Styles, Advertising Visualization and Design, Production of Print, Broadcast and other Advertisements, Evaluation of Advertising.

UNIT V Sales promotion and public relations - Sales promotion: Objectives, Tools, Planning, Implementation and Control, Evaluation of Sales Promotion. Public relations: Objectives, Tools, Media and Message, Evaluation of Public Relations.

26

Suggested Readings:

1. Berman and Evens, Retail Management, PHI.2. David Gilbert, Retail Management, Financial Time/Prentice Hall.3. Gibson Vedamani, Retail Management, Jaico Books.4. Levy & Weitz, Retail Management, Tata McGraw Hill.

Objective: This course aims at acquainting students with concepts and techniques of advertising management and to familiarize the student with the practice of promoting market for products through advertisements and sales promotion

3. Brand Management

UNIT IConcept of a brand – Evolution, perspectives, anatomy, types of brand names, brand name associations, Brands Vs Products, Advantages of Brands to consumers & firms. Brand elements: Components & choosing brand elements, Branding challenges & opportunities.

UNIT IIBrand positioning – Basic concepts – alternatives – risks – Brands & consumers – Strategies for positioning the brand for competitive advantage – Points of parity – Points of difference - Buying decision perspectives on consumer behaviour, Building a strong brand – Method & implications.

UNIT IIIBrand Image, image dimensions, brand associations & image, Brand identity – perspectives, levels, and prisms. Managing Brand image – stages – functional, symbolic & experiential brands. Brand Equity – Sources of Equity. Brand Equity models, Brand audits. Brand Loyalty & cult brands.

UNIT IVLeveraging Brands – Brand extensions, extendibility, merits & demerits, Line extensions, line trap – Co-branding & Licensing Brands. Reinforcing and Revitalisation of Brands – need, methods, Brand Architecture – product, line, range, umbrella & source endorsed brands. Brand Portfolio Management.

UNIT VBrand valuation – Methods of valuation, implications for buying & selling brands. Applications – Branding industrial products, services and Retailers – Building Brands online. Indianisation of Foreign brands & taking Indian brands global – issues & challenges.

27

Suggested Readings:

1. Promotion Management - John.J.Burnett - AITBS.2. Advertising - Theory & Practice - Vernon Fryburger - AITBS.3. Advertising Excellence - Bovee & Thill - Mc Graw Hill International.4. Advertising and Promotion: An Integrated Marketing Communications Perspective –5. George E Belch and Michael E Belch, 6th Edition, TMH, 20066. Sales Promotion - Tony Dakin.7. Sales Promotion - Julian Cummins.8. Successful Sales Promotion - Pran Chowdhry .et.al. - MacMillan9. Practical Public Relations - Sam Black - Universal Book.10. Managing Public Relations - Gruning and Hunt - CBS College Publising.

Objective: This course aims at acquainting students with concepts and techniques of brand management

4. Consumer Behaviour

UNIT IIntroduction to consumer Behavior - Diversity of consumer behavior - Concept and need for studying consumer behavior and marketing management,factors influencing consumer buying behaviour, consumer buying process

UNIT IIConsumer Modeling: The economic model - Learning model- psychoanalytic model – The sociological model- The Howard Sheth model of buying behavior - The Nicosia model- The Engel -Kollat-Blackwell Model. Individual Determinants of Consumer behavior- Perception, Meaning of perception- the perceptual process- Factor responsible for perceptual Distortion,.Learning -what is Learning?- components or elements of learning process.

UNIT IIIIndividual Determinant of Consumer Behavior-Personality- Meaning and Nature- Characteristics of Personality- Stages in the development of personality, personality influences and consumer behavior -self-concept or self-image. Attitude and behavior- The concept of Attitude-Relationship between Attitude and behavior- Factors involved in Attitude formation- Motivation- What is Motivation? Needs And goals- The Dynamic Characteristic of Motivation.

UNIT IVInfluence of Social class -Definition and meaning of social stratification -factors responsible for social stratification -characteristic features of social classes- Social influence on consumer behavior. Group Dynamics and Consumer Reference Groups- Definition and Meaning of Group- Reasons For formation of group -Types of Groups relevents to consumer behavior - Family life cycle- Friendship Group Formal social clubs-Shopping Friends groups- Work group-Reference group

UNIT VConsumer Satisfaction and Relationship Marketing- Customerisation- Working towards enhancing Customer satisfaction-Sources of customer dissatisfaction- Relationship marketing Meaning Understanding the economics of customer retention- Market emphasis in relationship marketing.

28

Suggested Readings:

1. Kevin Lane Keller, Strategic Brand Management, PHI/Pearson, New Delhi.2. Kapferer, Strategic Brand Management, Kogan Page, New Delhi.3. Harsh Varma, Brand Management, Excell Books, New Delhi.4. Majumdar, Product Management in India, PHI.5. Sengupta, Brand Positioning, Tata McGraw Hill.6. Rameshkumar, Managing Indian Brands, Vikas.7. Chandrasekar, Product Management, Himalaya.

Objective: To familiarize the students with a comprehensive understanding of the consumer and concepts relating to Consumer Behavior.

5. Logistics and Sales Management

UNIT IIntroduction to Logistics and competitive Strategy - Definition and Scope of Logistics – Functions & Objectives - Customer Value Chain - Service Phases and attributes - Value added logistics services - Role of logistics in Competitive strategy.

UNIT IIWarehousing and Materials Handling - Warehousing Functions - Types - Site Selection – Decision Model - Layout Design - Costing - Virtual Warehouse. Material Handling equipment and Systems - Role of Material Handling in Logistics. Material Storage Systems - principles - benefits - methods.

UNIT IIITransportation System - Evolution, Infrastructure and Networks. Freight Management – Route Planning - Containerization. Modal Characteristics, Inter-modal Operators and Transport Economies.Packaging- Design considerations, Material and Cost. Packaging as Unitisation. Consumer and Industrial Packaging.

UNIT IVCurrent Trends - Logistics Information Systems - Need, Characteristics and Design. E-Logistics - Structure and Operation. Logistics Resource Management. Automatic Identification Technologies. Warehouse Simulation. Reverse Logistics - Scope, design and as a competitive tool. Global Logistics - Operational and Strategic Issues. Strategic logistics Planning.

UNIT VSales management- Meaning and objectives of sales management, responsibilities of sales manager; role of sales manager as leader of sale force, sales management and marketing management relationship Salesmanship (8 hrs) Meaning, scope, importance and limitations ; Management of Sales (6 hrs) An introduction to retailing system, retailing definition, structure, retailing mix, retail store location, flow, retail pricing Objectives of sales forecasting; methods and procedures of sales forecasting

29

Suggested Readings:

1. Consumer Behavior in Indian Perspective - Sujua R. Nair Himalaya Publishing House

2. Marketing Management- William Stanton.

3. Marketing Management- Philip Kotler.

Objective: This course discusses the practices and principles of sales management. It also focuses on logistics.

6. INTERNATIONAL MARKETING

UNIT IInternational Marketing: Meaning, Nature and Importance; International Marketing Orientation: E.P.R.G. – Approach: An overview of the International Marketing Management Process; International Marketing Environment. International Market Segmentation and Positioning; Screening and Selection of Markets; International Market Entry Strategies: Exporting, licensing, Contract Manufacturing, Joint Venture M & A, Setting-up of Wholly Owned Subsidiaries Aboard,Strategic Alliances.

UNIT IIInternational Product and Pricing Strategies: Product Designing: Product Standardization Vs. Adaptation; Managing Product Line, International Trade Product Life Cycle, New Product Development; Pricing for International Markets: Factors Affecting International Price Determination; Price Quotations and Terms of Sale.

UNIT IIIManaging International Distribution and Promotion: Distribution Channel Strategy – International Distribution Channels, their Roles and Functions; Selection and Management of Overseas Agents; International Distribution Logistics; Planning for Trade Fairs and Exhibitions; International Promotion Mix – Advertising and other Modes of Communication.

UNIT IVIndia's Foreign Trade Policy -Direction and composition of India's foreign trade, export – import policy of current year -Export procedures and documentation -Export import procedures, Certificate related to shipments, documents related to payment, documents related to inspection, documents related to excisable goods

UNIT VEmerging Trends in International Marketing: Regionalism v/s Multilaterism; Trade Blocks; Important Grouping in the World; Legal Dimensions in International Marketing (Role of WTO); Marketing Research for Identifying Opportunities in International Markets.

30

Suggested Readings:

1. Sople Vinod V, Logistics Management - The Supply Chain Imperative, Pearson Education, Indian

Reprint 2004.

2. Ailawadi C Sathish & Rakesh Singh, Logistics Management, Prentice Hall India, 2005.

3. Coyle et al., The Management of Business Logistics, Thomson Learning, 7th Edition, 2004.

4. Sales Management Decision, Policy by R Still and Cundif Salesmanship by Upatric, CA

5. Bowersox Donald J, Logistical Management - The Integrated Supply ChainProcess Tata McGraw

Hill, 2000.

Objective: The course aims at making students understand the concept and techniques of international marketing and train them to develop and implement plans and marketing strategies for entering into international markets and managing overseas operations.

(E) Retail

1. Buyer Behaviour

UNIT IA Perspective on Buyer Behaviour- what is Buyer Behaviour- Buyer Behaviour – is Dynamic, Involves Interactions, Involves Exchanges Levels of Buyer Analysis: - Individual Buyer, Market Segments-Industries- Societies-Cognitive Process in Buyer Decision Making

UNIT IIBuyer Product Knowledge and Involvement: Buyers Product Knowledge: Products as Bundles of Attributes, Benefits and Value Satisfiers Means-End Chains-Developing Deeper Buyer Understanding- ZMET Approach to Buyer Knowledge-The ZMET Interview-The Means and Basis-For Involvements- Understanding Key Reasons for Purchase-Understanding Buyer-Product Relationship.

UNIT IIIAttention and Comprehension: Information: The Power of Advertising/Display-Exposure to information-marketing implications-Attention Processes: Variation, factors Influencing Attention- Marketing Implications-Comprehension: Variation/inferences during Comprehensions/Factors Influencing Comprehensions/Marketing Implications.

UNIT IVBuyer Behaviour and Marketing Strategy: Conditioning and Learning Processes-Influencing Buyer Behaviour-Environment-Cultural and cross Cultural Influences-reference Groups-Family-Market Segmentation and Product Positioning-buyer Behaviour and product Strategy/Promotions Strategy-Brand Endorsing-Pricing Strategy-Channel Strategy.

UNIT V

31

Suggested Readings:1. Cateora, Philip R. and Graham John L.(2005). International Marketing. Tata McGraw- Hill

Edition.2. Terpstra, Vern and Sarathy, Ravi (2000). International Marketing. The Dryden Press, Chicago.3. Keegan, Warren J. (7th Edition, 2002). Global Marketing Management. Pearson Education , New

Delhi.4. Kotabe Masaaki and Helsen Kristiaan (2nd Edition, 2001). Global Marketing Management. John

Wiley & Sons (Asia) Pte Ltd.5. Onkvisit, Sak and Shaw, John J. (2004). International Marketing: Analysis and Strategy, Edition,

Prentice Hall.3. Varshney, R. L. and Bhattacharya, B. (2001). International Marketing: An Indian Perspectives.

Sultan Chand, New Delhi.

Objective: To explain buyer behaviour

Buyer Behavior Theory Predict Retail Shopping Behavior-Major BB areas: demographics, lifestyle data, group and individual attributes. How do people shop given the time scarcity they experience? What are their attitudes towards shopping in store vs. online? Decision process and impulse purchases – research on ADD/ADHD and impulsive Buyer Behaviour

2. Retail Operations Management

UNIT IIntroduction to Retail: What is Retail?- Functions of a retailer-The Marketing-Retail equation-The Rise of the Retailer – Proximity to customer – Rise of consumerism-Global retail market- Challenges and opportunities-Empowered consumer-Technology enabled effectiveness-Evolution of Retail in India- Drivers of Retail change in India-Emergence of young earning india-Size of Retail in India: Clothing ,Textiles and Fashion accessories-Food And Food services-Books & Music, Communication accessories –Emerging Sectors-FDI in retail-Retail Realities : Beyond Urban Boundaries –Challenges to Retail Development in India – Threat of new entrants –Substitutes, Bargaining Power of suppliers and buyers, Intensity of rivalry

UNIT II The Evolution of Retail formats – Theories of retail development-Environmental, Cyclical and Conflict Theory-The Concept of life cycle in Retail-Innovation, accelerative growth- Maturity-Decline-Phases of growth in retail markets-Business models in retail-Classification based on ownership /Merchandise offered/Franchising /Non Store Retailing/Direct selling/Direct response marketing/Telemarketing/Fairs and Road Shows/Event Management/Automated Vending/kiosks/ The Cash & Carry/credit Marketing/Brand Management.

UNIT IIICRM : What is CRM-Common Misconceptions-Definition-Components off CRM-Defining CRM Concepts – Customer Life Cycle- B to B CRM- Understanding Goal of CRM-Using Customer touch points – Deciding who should lead the CRM Functions : Marketing/Sales/Customer Services/ Product Support-Channel and other partners-CRM Planning – Developing Strategy- Building CRM Component- Analyzing and Segmenting Customers-Taking it to Customers – Get Ready : Avoiding Common Barriers, GETSET: Organising for success and go: Developing your CRM strategy-CRM Building : Infrastructure, Information, Process, Technology, People – Managing quality information,Quality systems, Customer privacy.

UNIT IV

32

Objective: To explain channels of retail management

Suggested Readings:

1. J.Paul Peter and JERRY L.OLSON, Consumer Behaviour and marketing Strategy,Tata Mcgraw Hill,Newyork-2006.

2. Upinder Dhar and Sathish Dhar, New franklin of Management, Cases In Indian Context, Excel Books, NewDelhi

3. Alries, Focus, Harper Collins Business,1997,Ghargous.4. Del.I.Hawkins, Roger.J.Best, Kenneth.A.Coney, Consumer Behaviour,Building Marketing Strategy 9th

Edition, Tata Mcgraw Hill,NewDelhi5. Harrey Thompson, Who side My Customer?-Winning Strategies for Creating and Sustaining Customer

Loyalty, Pearson Education, NewDelhi-2005.6. S.Ramesh Kumar, Conceptual Issues in Consumer Behaviour,The 2nd edition,Pearson Education,Delhi-2003.

Distinctive characteristics service operations-Service Bench marking-Service strategy -Designing the service enterprise – Service quality-Service facility location-Managing service operations-Service-Supply relationships vehicle routing.

UNIT V Marketing channel systems – Concepts, participants, environment, behavioral process –Developing the marketing channel-Strategy, design, channel platform-Product/Pricing issues/ Parameters/ -Brand management-positioning and Repositioning – Franchising.

3. International Retailing

UNIT IInternational Mktg -Scope and Concepts of International Mktg.- International Marketing Environment - International Trade – Barriers and Facilitators- Regional Economic/Political Integration- Cultural Influences on International Marketing- International Marketing research- International Marketing Segmentation, Positioning- The Marketing Plan and Entry Mode Selection- Products and Services – Branding Decisions- International Product and Service Strategies- International Distribution and Logistics

UNIT IIInternational Retailing- Alternative conceptions of international retailing, definitions, interpretations and classification- Trends in the Internationalisation of retailing and evolution of international retailing - Motives for international retailing, the changing nature of boundaries –International- Where retailers internationalise, assessing the potential of retail markets - Methods of international retailing, accessing retail markets, the form of entry, joint ventures, franchising, acquisition etc. marketing planning for differing international and regional requirements

UNIT IIICompeting in Foreign Markets- Why Companies Expand into Foreign Markets- Cross- Country Differences in Cultural, Demographic and Market Conditions- Concept of Multi country Competition and Global Competition- Strategy Options for Entering and Competing in Foreign Markets- Quest for competitive Advantage in Foreign Markets-Profit Sanctuaries, Cross market Subsidization and Global; Strategic Offensives- Strategic Alliances and Joint Ventures with F Foreign partners.-Competing in Emerging Foreign Markets-Cross Border Strategic Alliances

UNIT IVRetail Structure- Enterprise Density- market Concentration- Product Sector- Innovation- Employment Structure- Merging Structure-Global Structure- Developing markets- Stages in development of International Operations- Export- Management Contracts- Franchising – Acquisition and Mergers – Organic Growth- Choice of Market Entry- Domestic Market- Retail Operations-Non Domestic market.- Retail Positioning and Brand Image- Measurement of Store Image –Open ended Techniques-Attitude Scaling Techniques-Multi Attribute model- Multi dimensional Scaling-Conjoint analysis

33

Objective: To explain channels of International retailing

Suggested Readings:

1. Swapna Pradhan, Retailing Management : Text and Cases. Tata McGraw hill, New Delhi- 2nd edition, 2006

2. M.Chael hevy and barton.A Weitz, Retail Management, Irwin Mcgraw hill,international editition,U.S,1798.

3. Bert Rosenbloom,Retail Marketing,Random House

UNIT VMarket Research- Segmentation- Targeting- Positioning – The Market Mix- Image- Product range- Format- Price- Location_ Distribution- Promotion-- Promotional Mix and Advertising- Publicity, PR, and Sales Promotion Strategies- Personal Selling and Sales Management- International Pricing Strategy- Developing and Controlling an Intl. Marketing Plan

4. Retail Planning

UNIT I Marketing: Retailing, Role, Relevance & Trends.-Retail Customer-Retail market segmentation & franchising-Relationship marketing in Retailing.-Retailing in banking and other financial services, mutual funds and Insurance-Quantitative methods in marketing.-Social Marketing in Retail management Strategic management: Retail in India.-Services marketing and management.-Brand Management- International / Strategies- Pricing -Advertising & sales promotion

UNIT II Operations: Retail location strategy-Product and Merchandise management-TQM-Mathematics / Statistics-EDP / MIS -Logistics & SCM-Security measures-Footfalls / computerized methods & non computerized methods-Visual / display methods -Merchandising & Management-Fashion designing Finance: Accounting Methods-Capex planning-Risks-Capex planning-Accounting Processes-Accounting software’s-WIP -Accounting methods-Strategic cost management-Management of Obsolete goods

UNIT III Human Resources: Retail organization- Laws involved in HR.- Motivation-Customer psychology- Training needs for employee-Top grading-Obstacles to Top grading- Astronomical Costs of Mis- Hires- Company killers and Company Derailers- recruitment Best Practices- How to Avoid Mis Hires- CIDS (Chronological in Depth Structure) based Model – Coaching to fix weakness-Interviews guide- Avoiding Legal Problems: Bulletproof Approach.

UNIT IV Legal & compliances: License-Contracts & Recovery-Legal Process-PF/ESIC & Exemptions-Food & Restaurants-PPF-IR – Law-Shops & establishments-IPR Patents, Copyright & Trademarks- Inclusion of Service Mark- Procedure and Duration of Registration-Collective Mark- Certification Mark- Procedureal Compliance for Establishing an Retail Store- Customer Rights- Consumer Protection Acts- -Unfair Trade Practices- -Holding of Contests and Schemes- Disparaging Products of Competitors- Correctness of Representation- The Standards of Weights and Measures Act – Procedures applicable for a Retail Store

UNIT V Mall Management:-Types of Various retail formats-Concepts in mall design-Factors influencing Malls establishments-Aspects in Finance-Aspects in security / accounting -Aspects in HR-Aspects in Quality management-Statistical methods used in measuring mall performance.

34

Objective: To evaluate, plan and choose channels of Retail distribution

Suggested Readings:

1. Nicolas Alexander International Retailing-Blackwell Business Publishers Ltd.2. Abbas J Ali Globalization of Business- Practice and Theory – Jaico Publishing House3. Margaret Bruce, Chistopher Moore, Grete Birtwistle International Retail Marketing: A Case

Study Approach

5. Retail Sales Technique & Promotions

UNIT IAdvertising Communications and Promotions- Effective Advertising: Understanding When, How, and Why Advertising Works- Marketing Objectives and Positioning- Target Audience Selection and Action Objectives- Communication Objectives- The Creative Strategy and Tactics- Media Strategy: The Reach Pattern and- Effective Frequency- The Creative Strategy and Tactics- Media Strategy: The Reach Pattern and- Effective Frequency- Campaign Tracking and Evaluation- Setting the Campaign Budget- Sales Promotions

UNIT IIPromotion Impact- on the Marketing Mix-On the Customer-Promotions and Integrated Marketing- Creating a Customer Relations- Characteristics of an Integrated Programme- Strategic Considerations- Promotions role- Overcoming barriers in Integrated Marketing-.

UNIT IIITactical Analysis –Strategic analysis to Promotion tactics- Objective Setting- Perspective on Strategy – Promotional tactical tool set –When and how to apply the right tactics-Built-traffic- Reach new customers- Trade users up- Introduce new products- Gain Product Display, Placement & Distribution- Stimulate repeat sales- Generate Brand loyalty-

UNIT IVSales promotion technique- Off the Self Offers- Joint Promotions- Price Promotions- Premium Promotions- Prize Promotions- How Promotion Affects Sales-Switching, Acceleration, and Deceleration- How Promotion Affects Sales- Acceleration, Repeat Purchasing, Consumption- Trade Dealing

UNIT VRetailer Promotions-Consumer Promotions (Coupons, Rebates, and Loyalty Programs)-Consumer Promotions (Loyalty Programs, Online, and Special Event Promotions)-Calculating Promotion Profitability-Trade Deals, Retailer Promotions, Coupons, Rebates-Measuring Promotion Effectiveness- Sales Promotion Strategy-Procter and Gamble’s Value Pricing Strategy-Sales Promotion Strategy

35

Objective: To learn promotion and sale of goods

Suggested Readings:

1. Retailing Management Text & Cases- Swapna Pradhan- The McGraw Hill Companies2. Retailing Management -Levy & Weitz- The McGraw Hill Companies3. Retail Management A Strategic Approach – Barry Berman & Joel R.Evans- The Prentice Hall of

India, New Delhi

6. Direct and Network Marketing

UNIT IIntroduction- The Scope of Direct Marketing- Business, Strategic and Direct Marketing Planning- The Impact of Databases- Consumer and Business Mailing Lists- The Offer- Magazines- Newspapers- TV/Radio- Telemarketing/Tele services-Overview of Internet Direct Marketing - E-Communications- Creating Print Advertising- Managing a Lead-Generation Program- Modeling for Business Decision Support

UNIT IIDirect and Digital Marketing- Modern integrated DM & interactive marketing -important role in marketing strategy -build and develop brands - customer acquisition, development and retention-Key principles of targeting, interaction, control and continuity-Three different business models - stand alone, integrated and support Catalysts of change in modern marketing -From distance selling to interactive marketing -Managing relationships across channels and media -The direct and interactive marketers' information system-Data-driven marketing planning

UNIT IIINetwork Marketing- Advantages and Disadvantages- Network Marketing Boom-Network Marketing Compensation Plan- Evaluating Network Marketing Opportunity Relationship Marketing – Introduction- Six Market Models-Managing Relationship with Buyers, Intermediaries and Customer – Segmentation and analysis of Customer market Domain- Customer Acquisition and Customer Retention –Strategic outsourcing- creating Successful alliances- Referral and Influence Marketing

UNIT IVCreating and implementing Relationship Marketing Strategies- Introduction- People-Processes- Proactive/ Personalized Service- What sort of Relationship for what sort of Customers- Relationship Marketing Plan- Relationship Management Chain- Value Proportions- Identifying appropriate customer value segments-Designing value delivery systems- Managing and Maintaining delivered satisfaction

UNIT VLegal Issues and Best Practice-Data Protection and Privacy, electronic communications and the Indian Directive, self-regulation and codes of practice- pitfalls and opportunities of international direct and interactive marketing- consumer and technological landscape of the future- Emerging Trends in Network Marketing- B2B, C2C, Planning, scheduling, negotiating and buying media on and offline- Core marketing technology components; data warehousing, business intelligence appliances, campaign management applications, sales force automation, customer interaction and contact centre applications, Data fusion- Network Marketing Success Stories India

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Objective: To explain options of marketing using 20th century medium and internet as an option of 21st century.

Suggested Readings:

1. Robert C. Blattberg & Scott A. Neslin - Sales Promotion: Concepts, Methods, and Strategies –Prentice Hall

2. Paul J Hydzic - Sales Promotion : Strategies That build brands-Illinouus Institute of Technology3. Kazmi& Sathish K Batra Advertising & Sales Promotions- Excel Books4. George e Belch & Michael A Belch- Advertising & Sales Promotions - An Integrated Marketing

Communications Perspective- Tata Mc Graw Hill

(F) Real Estate Management

1. Introduction to Real Estate Management

UNIT IReal Estate Scope; Classification of real estate activities and peculiarities; Factors affecting real estate market

UNIT IIRole of Government in real estate market; Statutory provisions, laws, rules and regulations application, land use controls in property development, registration and licensing requirements;UNIT IIIFunctions of real estate projects, risk management, facilities management, marketing/advertising, post construction management etc.; Interests in real estate;

UNIT IVDocumentation in real estate processes; Transfer of titles and title records; Real Estate appraisal and valuation; Role scope, working characteristics and principal functions of real estate participants and stakeholders; Real estate consultants and their activities; Types of agreements between the consultants and principal; knowledge base for assessment and forecasting the Real Estate market;

UNIT VRole and responsibilities of property managers; Real estate investment, sources and related issues; Code of ethics for Real Estate participants; Environmental issues related to Real Estate transactions; Closing the Real Estate transactions Good practices and managerial responsibilities. 

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Suggested Readings:

1. Stone, Bob, and Jacobs, Ron, Successful Direct Marketing Methods, 7th ed (2001), McGraw-Hill, New York, NY.

2. Dave Chaffey, Richard Mayer, Kevin Johnston, Fiona Ellis-Chadwick Internet Marketing: Strategy, Implementation and Practice

3. Brian Thomas and Matthew Housden - Direct Marketing in Practice4. Edward L. Nash- Direct Marketing: Strategy, Planning, Execution- The McGraw Hill Companies5. Shyam Sunder Kambhammettu -Network Marketing Concepts and Cases- Magnus School of6. Business, Hyderabad

Objective: The intent of the subject is to impart basic knowledge of all aspects related to management of Real Estate Management

2. Ethics for Real Estate Manager

UNIT IUnderstanding Ethics- Definition, history and development of ethics

UNIT IIEthical Issues in Real Estate- Foundations of ethical conflict, Classification of ethical issues, Ethical issues related to various areas of real estate business

UNIT IIIProfessional Practices in Real Estate - Objectives, Scope and responsibilities of Real Estate organization, various models for procurement of different service, standard consultancy agreement forms, fee structure, code of professional practice and ethics. Good practices and managerial responsibilities. Corporate governance and social responsibilities of a Real Estate organization towards different stockholders.

UNIT IVThe Impact of Environment on Ethical Decision Making- The Economic Dimension, The Legal Dimension, The Competitive Dimension, The Technological Dimension, The Societal Dimension

UNIT VEnvironmental Issues in Real Estate- Laws Applicable To Real Estate Development, Environmental Audit In Real Estate ; Carbon Trading In Real Estate Development; Energy ; Issues In Real Estate Development; Green Buildings.

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Suggested Readings:

1. Das, B. & Pani, A. K. 2005, Real Estate Market - New Economy New Business (First Edition), Excel Books, New Delhi.

Objective: This subject helps to understand the concept of ethics and to learn to apply ethics in the practice of real estate. It explains the need to have a code of ethics, to understand the conflict of interests, agency representation and responsibilities, statutory duties of a real estate professional etc.

3. Relationship Management

UNIT ICRM concepts- Acquiring customers, customer loyalty, and optimizing customer relationships. CRM defined: success factors, the three levels of Service/ Sales Profiling, Service Level Agreements (SLAs), creating and managing effective SLAs.UNIT IICRM in Real Estate- One-to-one Relationship Marketing, Cross Selling & Up Selling, Customer Retention, Behaviour Prediction, Customer Profitability & Value Modeling, Channel Optimization, Event-based marketing. CRM and Customer Service: The Call Centre, Call Scripting, Customer Satisfaction Measurement.

UNIT IIISales Force Automation in Real Estate Industry - Sales Process, Activity, Contact, Lead and Knowledge Management. Field Force Automation.

UNIT IVAnalytical CRM- Managing and sharing customer data - Customer information databases, Ethics and legalities of data use. Data Warehousing and Data Mining concepts. Data analysis: Market Basket Analysis (MBA), Click stream Analysis, Personalization and Collaborative Filtering.

UNIT VCRM Implementation- Defining success factors, preparing a business plan - requirements, justification, processes. Choosing CRM tools: Defining functionalities, Homegrown versus out-sourced approaches.Managing customer relationships: conflict, complacency, Resetting the CRM strategy. Selling CRM internally: CRM development Team, Scoping and prioritizing, Development and delivery, Measurement.

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Suggested Readings:

1. Carson D. (2003), “Communication and Professional Practice” Kaplan Publishing2. Pratt, S.P. Reilly, R.F. and Schweihs, R.P Valuing small business and Professional Practices,

McGraw Hill.

Objective: This subject is designed to give students a working knowledge of the concepts and practices of Customer Relationship Management (CRM) in the real estate business. This subject will emphasize on management of the customer experience and how to modify customer behavior using CRM.

4. HR Essentials for Real Estate Management

UNIT IHuman Resources Management-Introduction and Importance-Evolution –difference between Personnel Management and HRM- Strategic HRM- role of a HR Manager.

UNIT IIHuman Resources Planning-Objectives-Importance-HRP Process- Manpower Estimation-Job analysis-Job Description-Job Specififaction.Recruitment-Sources of Recruitment-Selection Process-Placement and Induction-Retention of Employees.

UNIT IIITraining and Development- Objectives and Needs-Training Process-Methods of Training –Tools and Aids-Evaluation of Training Programs.

UNIT IVPerformance Management System-Definition, Concepts and Ethics-Different methods of Performance Appraisal- Rating Errors-Competency management.

UNIT VCompensation Management –Concepts and Components-Job Evaluation-Incentives and Benefits.

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Suggested Readings:

1. Stanley A.Brown: CUSTOMER RELATIONSHIP MANAGEMENT, John Wiley & Sons, Canada,Ltd.

2. Jill Dyche: THE CRM HANDBOOK: A BUSINESS GUIDE TO CUSTOMER RELATIONSHIP MANAGEMENT, Addison Wesley Information technology Series.

3. Patrica 13. Ramaswamy, et al: HARVARD BUSINESS REVIEW ON CUSTOMER RELATIONSHIP MANAGEMENT

4. Kristin L. Anderson & Carol J Kerr: CUSTOMER RELATIONSHIP MANAGEMENT Bcrnd H Schmitt: CUSTOMER EXPERIENCE MANAGEMENT: A REVOLUTIONARY APPROACH TO CONNECTING WITH YOUR CUSTOMERS.

Objective: This subject aims to orient the student about Human Resource Management Concepts and facilitates his understanding of Human Resource Functions in the real estate industry.

5. Real Estate Financing and Valuation

UNIT IThe principle factors affecting the supply and demand for land and building; Principle types of landed property; the interest therein and the outgoings thereon. The valuer- his functions and responsibilities;

UNIT IIPrinciples governing the rates of interest for different types of property; calculation of rental values-net income-virtual rent; valuation for sale and purchase of freehold & leasehold properties;

UNIT IIIRental method of valuation, valuation on land & building basis, valuation for mortgage, valuation for acquisition, valuation for taxation of properties contemporary trends of valuation of property, compensation & betterment levy, dilapidation & depreciation; Easement rights and natural rights, the nature of arbitration and awards.

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Suggested Readings:

1. Personnel Management – C.B Mamoria2. Managing Human Resources - R.S. Dwiwedi3. Human Resources Management – Dr.P.C.Pardeshi4. Human Resources Management – Mirza & Zaiyadin5. Human Resources Management – L.M.Prasad6. Human Resources Management - Ashwathappa7. Managing Human Resources - Arun Monppa

Objective: In this subject students are provided with the methods and techniques of analyzing the need for commercial property financing, investment and development. The subject aims to ensure that property specialists are able to interact with other corporate finance related professionals.

Suggested Readings:

1. Kahr J. and Thomsett, M.C. (2005), R.E. Mkt valuation and analysis, Wiley Publishers2. Gelbtuch, H.C. Mackmin, D. and Milgrim, M.R., Real Estate Valuation in Global Markets

Amazon Books.

6. Site Management

UNIT ILand and Property Market- variations and their functioning. Actors, agents and their role in land and property markets. Concepts of Fringe, peri-urban and urban land and the role of actors, agents and other institutions in these markets.

UNIT IIContract Management - Model contract agreement form for PMCO; Dispute prevention and resolution methods; Supplier selection and procurement management; Bidding strategy and evaluation system; Evaluation of non-priced features in building contracts; Turnkey contract management, Contract management for lump sum contract, Contrast administration, Model agreement for cost plus contract, Preventive vigilance in construction projects, self-financing contract, defects and disputes in construction contracts, B.O.T. contracts.

UNIT IIIConstruction Technology - Prefabricated system for mass housing; Advanced construction technologies and material; Building failures and performance; Selection of construction equipments; Repair and rehabilitation technologies; Preliminary design of multistories buildings; Building substructures; Fast Track construction projects; Low cost housing technologies; Appropriate technologies for various geo climatic conditions.

UNIT IVConstruction Management - Construction monitoring models and methods; performance evaluation system and models; inventory planning and management; project management concepts tools and techniques; risk management; design management/ value engineering; management information systems; strategy management; coordination and interface management; safety management

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Objective: The intent of the subject is to disseminate knowledge about development of land through proper management techniques.

UNIT VBuilding Services - Lighting system and design, Noise control and acoustics, Passive design system in buildings, Retrofitting techniques for energy conservation, Infrastructure service systems and management, Building services coordination, Fire safety audit and evaluation system, Energy management and consumption norms, Building service interface and integration, Planning and integration of plumbing, electrical and air conditioning systems, Solid waste disposal management.

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