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DELHI SCHOOL OF MANAGEMENT
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A TECHNOLOGICAL UNIVERSITY
DELHI
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Course Curriculum for MBA 2 Years Full Time Program

Semester Subjects Comprehensive Viva* Total Hours/ week

I 28 credits 4 credits 32 28
II 28 credits 4 credits 32 28
Summer Training
III 28 credits 4 credits 32 28
Project
IV 24 credits 8 credits 32 24
Total 128
* Based on the self study/ activities, participation in events/ attending the invited lectures and overall
learning of the subjects and concepts.

Semester I

SM-101 Management Process and Organizational 4 Credits 4-0-0

Behaviour
SM-102 Financial Accounting 4 Credits 4-0-0
SM-103 Marketing Management 4 Credits 4-0-0
SM-104 Managerial Economics 4 Credits 4-0-0
SM-105 Quantitative Methods 4 Credits 4-0-0
SM-106 Production and Operations Management 4 Credits 4-0-0
SM-107 Business Communication 2 Credits 2-0-0
SM-108 Computer Applications in Management 2 Credits 0-0-2
SM-109 Comprehensive Viva Voce 4 Credits

Total 32 28 Hrs/
Credits week
Semester II

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SM-201 Human Resource Management 4 Credits 4-0-0
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g Financial Management
SM-202 4 Credits 4-0-0
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w.SM-203 Marketing Research 4 Credits 4-0-0
ww SM-204 Economic Environment of Business 4 Credits 4-0-0
SM-205 Knowledge and Technology Management 3 Credits 3-0-0
SM-206 Supply Chain Management 3 Credits 3-0-0
SM-207 Information Technology Management 3 Credits 3-0-0
SM-208 Business and Corporate Law 3 Credits 3-0-0
SM-209 Comprehensive Viva Voce 4 Credits

Total 32 Credits 28 Hrs/ week

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A g III
Semester
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ww SM-301 Corporate Evolution and Strategic Management 4 Credits 4-0-0
SM-302 International Business Environment 4 Credits 4-0-0
SM-303 Foreign Language 4 Credits 4-0-0
4 Electives from any one Group (A or B or C) (4X4 ) 16 Credits 16-0-0
SM-308 Summer Internship 4 Credits

Total 32 Credits 28 Hrs/ week

Semester IV

SM-401 Project Management 4 Credits 4-0-0

SM-402 Corporate Governance 4 Credits 4-0-0
4 Electives from any one Group (D or E or F) (4X4) 16 Credits 16-0-0
SM-407 Project 8 Credits

Total 32 Credits 24 Hrs/ week

Elective List -I

Group A Knowledge and Technology Management

Group B Supply Chain Management
Group C Information Technology Management

Elective List -II

Group D Marketing Management

Group E Financial Management
Group F Organizational Behavior and Human Resource Management

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LISTl
g OF ELECTIVES
A
w.A-KNOWLEDGE AND TECHNOLOGY MANAGEMENT
ww SMA-01 Management Information System
SMA-02 Internet Business Models and Business Strategies
SMA-03: IT Enabled Services Management
SMA-04 ERP Implementation
SMA-05 Data Base Management
SMA-06 Telecommunication for Business
SMA-07 Mobile commerce and Security
SMA-08 Knowledge management and Innovation
SMA-09 Software Project and Quality management
SMA-10 Business Process Reengineering
SMA-11 E-Business and E- Commerce
SMA-12 Sectorial Application and Emerging Issues in KTM

B-SUPPLY CHAIN MANAGEMENT

SMB-01Total Quality Management

SMB-02 International Logistics Management
SMB-03 Retail Management
SMB-04 Transportation Management
SMB-05 Service Operations Management
SMB-06 Customers Relationship Management
SMB-07 Business Process Re-engineering
SMB-08 IT in Supply Chain Management
SMB-09 Sectorial Application of SCM
SMB-10 Emerging Issues in SCM

C-INFORMATION TECHNOLOGY MANAGEMENT

SMC-01 Strategic telecommunication Management

SMC-02 Data warehousing and Database Management
SMC-03 Business System Analysis and Design
SMC-04 Knowledge Management & Innovation
SMC-05 Managing Software Exports
SMC-06 Mobile Commerce & Security
SMC-07 BPR and ERP Implementation
SMC-08 E-Governance
SMC-09 Telecommunications for Business
SMC-10 Business Process Re-engineering
SMC-11 Sectorial Application of ITM
SMC-12 Emerging Issues in ITM

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D- MARKETING MANAGEMENT
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g Retail and distribution and Management
SMD-01 International marketing management
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SMD-02
w.SMD-03 Marketing of Services
ww SMD-04 Advertising and Brand Management
SMD-05 Rural and Social Marketing
SMD-06 Promotion Management and Business to Business Marketing
SMD-07 Consumer Behavior
SMD-08 Customer Relationship Management

E- FINANCIAL MANAGEMENT
SME-01Security analysis and portfolio Management
SME-02 Mergers, Acquisition and Corporate restructuring
SME-03 International Business Taxation
SME-04 International Financial Management
SME-05 Investment Banking
SME-06 Futures, Options and Risk Management
SME-07 International Accounting Practices
SME-08 Project Appraisal and Finance
SME-09 Commodity and Price Risk management
SME-10 Managing Financial institutions and Markets
SME 11 Econometric and Financial Modeling
SME-12 Sectorial Application and Emerging Issues in FM

F-ORGANIZATION BEHAVIOUR AND HUMAN RESOURCE MANAGEMENT

SMF 01 Management of Industrial relations & Labour Legislation
SMF-02 Compensation Management
SMF-03 Organizational Change and Intervention Strategies
SMF-04 Human Resource Development: Strategies and Systems
SMF-05 Cross Cultural and Global Human Resource Management
SMF-06 Manpower Development for Technological change & Performance Management
SMF-07 Management of Training and development
SMF-08 Interpersonal processes and Counseling skills for Managers

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Semester I
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g Management Process and Organizational Behaviour
SM-101 4-0-0
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w.Management: Definition, The evolution of management thought, Functions and skills of a manager.
ww Managing activities- Planning: need for planning, types of planning, and the elements of planning;
Managerial decision making- types of managerial decisions, steps in decision-making process;
Organizing- organizational design, six key elements of organizational design, types of organizational
design, organizational structure; Controlling- nature of control in organizations, types of control, steps
in control in process.
Organizational behavior: Foundations of individual behavior, Personality, Perception, Learning,Values,
Attitudes, Motivation, Interpersonal Dynamics, Group Dynamics; Leadership, Management of conflict
and negotiation.

Organisational culture; Organisational change: nature and forces of change, resistance to change: and
management of resistance to change; Work stress: sources and consequences of stress and its
management.

SM- 102 Financial Accounting 4-0-0

Accounting principles underlying preparation of financial statements; Preparation of financial
statements- a synoptic view; Managerial uses of financial data; Techniques of financial analysis-
Ratio analysis; Cash-flow statement; Cases and Problems.
Cost concepts; Cost-Volume-Profit (CVP) relationship and profit planning; Budgeting; Full costing and
variable costing methods; Cost analysis for Decision- Making; Standard costing and variance analysis;
Cases and Problems.
Long-term investment decisions: Developing relevant data, Time value of money, Cost of capital,
Determination of working capital, Techniques of capital budgeting decisions, Capital rationing; Cases
and Problems.

SM-103 Marketing Management 4-0-0

Introduction to marketing function; genesis, the marketing concepts, Marketing Management systems-
objectives, its interfaces with other functions in the organization, The concept of marketing mix, Types
of Goods
Environment of marketing- political environment, economic environment, Legal, social and cultural
environment
Market segmentation, Industrial Marketing, Service Marketing and International Marketing, Consumer
buying behavior, Ethical issues in marketing
Marketing strategy- Marketing planning and Marketing programming, Product policy; the concept of
product life cycle, New product decisions, Test marketing, Pricing Policy & Strategies

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Management of distribution- channels of distribution, Advertising and promotions, the concept of
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unique selling proposition, Implementation and control, the marketing organization
A forecasting,
.Demand
w Marketing audit. Budgeting, Management of Sales Force and Evaluation of Performance,

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SM-104 Managerial Economics 4-0-0

Micro versus Macroeconomics; Theory of consumer behavior and demand; Consumer preferences;
Indifference curve; Consumer equilibrium; Demand function; Income and substitution effects;
The Slutsky equation; Market demand; Elasticities; Average and marginal revenue; Revealed
preference theory of firm; Production functions; Law of variable proportions; Laws of return to scale;
Isoquants; Input substitution; Equilibrium of the firm; Expansion path; Cost function; Theory of costs;
Short Run and long run costs; Shape of LAC; Economies and diseconomies of scale;
Market equilibrium under perfect competition; Equilibrium under alternative forms of market;
Monopoly- pure and discriminating; Monopolistic competition; Oligopoly.

SM-105 Quantitative Methods 4-0-0

Nature and role of statistics in management, Measures of central tendency and dispersion, Introduction
to probability theory, Probability distributions - continuous and discrete; Sampling distributions,
Estimation and hypothesis testing; t-test; ANOVA; Chi-square test; Non-parametric tests; Correlation
and regression analysis, Applications of statistical packages.

Decision Theory, Game Theory, Markov Chains.

Linear Programming- formulation and applications, solution through graphical method and Simplex
methods

Transportation, assignment and transshipment problems

Integer Programming-formulation and solution, Non-Linear Programming, Dynamic Programming

Multiple Criteria Decision making; Goal programming.

Project scheduling- PERT and CPM. Queuing theory. Monte Carlo Simulation- concepts and
applications. Case Studies and use of OR software packages.

SM- 106 Productions and Operations Management 4-0-0

Introduction to operations management- role, scope and interface with marketing, finance, strategy;
Types of production systems, Concepts of productivity, competitiveness, Decisions in POM, Case
Study
Demand forecasting, Time Series, Regression Analysis and Qualitative techniques, Forecast Error Case
study
Work Study, Work Measurement, Activity Sampling, MOST, Ergonomics, Learning Curve.

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g Design
Product and Process Selection, Service Design, Outsourcing, Make buy decision, Value
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w.Engineering, QFD, Concurrent Engineering

ww Facility Planning- location, layout; Line balancing; Analytical tools and techniques for facility planning
and design.
Aggregate planning; Operations scheduling
Project Management, CPM, PERT, Slacks, Project crashing, Resource Leveling
Total Quality Management (TQM), Statistical Process Control (SPC); Acceptance Sampling, Six-
sigma, ISO 9000, Maintenance management, JIT, FMS, MIS, Simulation, Role of IT in manufacturing,
Case studies.

SM-107 Business Communication 2-0-0

Communication Process: Model of the communication process, Types of Organizational
Communication, Channels of Communication, Objectives of Business Communication, Principles of
Effective Communications (7 C’s of Communication), Barriers in communication
Oral Communication: Making effective presentations, Meeting, Interview, Listening
Written Communication: E-mails, Memorandums, Business Letters, Writing different types of
business messages, Direct request, Good-news and neutral messages, Bad-news messages, persuasive
requests
Reports: Definition, essentials of good reports, classification of reports, different sections of short and
long reports.
Non-Verbal Communication: importance of non-verbal communication: Kinesics, Proxemics,
Hepatics, Chronemics, Paralanguage, Artifacts

SM-108 Computer Application in Management 0-0-2

Introduction to OS- DOS, WINDOWS, Computer Applications in Decision Making, Scientific

Research and Business Organization, Working with Word Processing and Graphics Packages;
Familiarity with Spread Sheet and Data base Packages; Introduction to special packages for Business
Administration, Case studies

SM-109 Comprehensive Viva Voce

Based on the self study/ activities, participation in events/ attending the invited lectures and overall
learning of the subjects and concepts.

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Semester II
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A g Human Resource Management
SM-201 4-0-0
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ww Human Resources Systems- Historical Evolution of the field; Role of Human Resource management in
a competitive business environment; Factors influencing Human Resource Management; Strategic
Human Resource Management.

Job analysis, Determining Human Resource Requirements; Hiring and Developing Human Resources,
Competency mapping; Talent Management, Performance appraisal.

Compensation management; Labor Laws, Collective bargaining and Industrial Relations; Quality of
worklife; Safety and Health, Employee Welfare, Employee Assistance Programmes, Separation,
Attrition, Human Resource Auditing, Human Resource Accounting, International Human Resources
Management.

SM-202 Financial Management 4-0-0

Aims and objectives of Financial Decisions, Integrated approach to Corporate Financial Decisions,
Effect of Taxes on Financial Decisions, Capital Budgeting Decisions under conditions of Risk and
Uncertainty. Unequal expected lives and investment outlays. Capital Asset Pricing Model: meaning,
Systematic and Unsystematic risk, calculation of Beta, CAPM and Cost of Equity Capital. Business
Valuation Cases and Problems.

Capital Structure Decisions: Operating and Financial Leverage, Optimum Capital Structure and Capital
Structure Theories, EBIT/EPS Analysis, Designing Capital Structure in practice. Cases and Problems.

Divided Decisions- Dividend and Valuation- Walter’s Model, Gordon’s Model, Theory of Irrelevance
of Dividends (MM Approach), Types and Determinants of Dividend Policy. Internal Financing and
Dividend Policy Stock Dividend (Bonus Shares) and Stock (Share) Splits. Lease Decisions:
Fundamentals of Leasing, Types of Leases, Financial framework for evaluating Lease Versus
Buy/Borrowing alternative. Mergers Acquisition and corporate restructuring Cases and Problems

SM-203 Marketing Research 4-0-0

Various Market Research concepts; process, exploratory, descriptive and conclusive research; The
marketing decision- making process and the need of different types of research; Types of marketing
problems and type of marketing research activity; Sources of data; use and appraisal of existing
information, primary and secondary data.
Information from respondents, sampling design, scaling techniques and questionnaire design,
interviewing, various methods of survey/ data collection; Information from experiment, experimental
design for marketing, Models, Sources of Errors, Motivational research, Advertising research, Analysis
and final reporting.
Marketing Information Systems; Organization Structure and design, its role in planning and control; the
place of marketing research, Attitude Measurement.

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SM-204 Economic Environment of Business 4-0-0

A g economic problems. National income accounting. Expenditure and income approaches to GNP.
Major
w.Measuring inflation and unemployment. Determination of the equilibrium level of income.
ww Consumption function. Investment demand. Aggregate demand and equilibrium output. The multiplier
process. Government sector. Fiscal policy. Tax receipts and Transfer payments. Foreign spending.
Money, interest and income. Functions of money. Definition of money. Reserve Bank of India and
Commercial Banks. Creation of money. The instruments of monetary
control. The demand for money. Investment expenditure and rate of interest. The IS curve. Money
market and the LM curve. Liquidity trap. The IS-LM model. Derivation of the aggregate demand curve.
Monetary and fiscal polices. Keynesian versus monetarist views. The aggregate supply function:
Keynesian and classical. Inflation and unemployment. Stagflation. The Phillips curve. The long-run
Phillips curve. Inflation expectations. The rational expectations.

SM-205 Knowledge and Technology Management 3-0-0

Introduction to Knowledge Management: Essential components of KM model, Analyzing current

knowledge state, Formulating a mix of knowledge assets and communities of practice, Knowledge
Management deployment, KM projects, Seizing opportunities and avoiding costs.
Building Knowledge Assets and Capturing expertise, Differentiating between tacit and explicit
knowledge, Uncovering tacit knowledge, Sources of knowledge, Compiling knowledge assets,
Facilitating communities of practice, Knowledge community: Formation,
Creating Strategies for Success: Generating a KM-specific vision, Integrating organizational and
business goals with KM, Choosing the right KM techniques, Adapting to company culture
KM audit, Overcoming barriers and pitfalls, KM strategy, Knowledge Management Implementation
and measuring the value of KM, Knowledge Management Maturity models, Delivering a successful
project
Understanding technology: definition, Key concepts, role, importance, need. History of technological
developments, Technology-Management integration, Life cycle approach to technology management.
Technology innovation process.
Technology forecasting and assessment. Technology flow and diffusion. Evaluating technology,
technology planning and strategy, Strategic potential of new technology. Environment impact study.
Factors promoting technology acquisition. Flexibility in Technology Management. Technology transfer
and absorption, Modes of global technology transfer.

SM-206 Supply Chain Management 3-0-0

Perspective of Supply Chain Management, Concept of Strategic fit, Classification of SCs

Inventory management in Deterministic and uncertain environment, Classification of inventory

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g (DRP),
Aggregate Planning, Material Requirements Planning (MRP); MRPII, Distribution requirements
A
w.planning Just-In-Time (JIT), Theory of Constrains.

ww Vendor selection, rating, Supply management, Inbound logistics, Outsourcing

Distribution management, Network design, warehouse management, Risk Pooling
Aspects of Integration, flexibility and agility in SC, Smart Pricing
Role of IT in SCM, ERP, e-Business, e-Commerce, Bullwhip effect,
Performance Measurement System in SCM. Balance Scorecard, SCORE
Case Study, Supply Chain games.

SM-207 Information Technology Management 3-0-0

Information Systems: Concepts, Definitions, Classification and Types, IS success factors; Outsourcing;
Systems Development Process (SDLC), Web Site Management; Managing Data: Exposure to Data
Modeling, Databases and Warehousing; Introduction to SQL;

Overview of e-commerce and e-governance (concepts, classification, issues, challenges); IT and

Business Process Re-engineering;
Leveraging IT for Collaboration: Enabling IT infrastructure (Overview of networks, www, data centres,
XML, Groupware, web services, etc. Enterprise Systems, IT enabled Supply Chains; Managing IT
Security; IT strategic alignment, Porter’s competitive forces model, Competitive advantage through IT.

SM-208 Business and Corporate Law 3-0-0

Indian Contract Act, 1872: Evolution of business Laws, Essentials of a contract, consideration, void,
voidable contracts, Discharge of contracts, remedies to a breach of contract and Quasi contracts.
Sale of Goods Act, 1930: Sale, Agreement to sell, Goods, conditions and warranties, transfer of
ownership in goods, Auctions sale.
Negotiable Instruments Act, 1881: Promissory note, bill of exchange, Cheque, Crossing and
Bouncing of cheques.
Introduction to IPRs’ (Intellectual Property Right): Brief reference to copy rights, Trade marks and
Patent.
Company Act, 1956: Company and its features, Promotion and Formation of a company, online
registration of companies, Types of companies, Memorandum and Articles of Association, Prospectus,
Shares and share capital, shareholders meetings, Directors their appointment, share Qualification, No.
of Directorships, Powers and Duties, Compulsory winding up of a company.
Consumer Protection Act, 1986: Consumer, their Protection, unfair trade practice, Redressal
machinery.

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SM-209 Comprehensive Viva Voce
a
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g onof the self study/ activities, participation in events/ attending the invited lectures and overall
A
w.learning the subjects and concepts.

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SEMESTER III
SM-301 Corporate Evolution and Strategic Management 4 Credits 4-0-0

Business strategy, competitive advantage, internal context, organization design, organization and
competitive advantage

SWOT: external context, industry analysis, the spectrum of competition and Niche market, competition
in concentrated market, entry and the advantage of incumbency, creating and capturing value in the
chain

Strategic management in a changing environment, strategy in markets with demand side increasing
returns

Globalization and strategy, corporate strategy, Managing for value in a multi business company
The strategy process, applying game theory to strategic management, case presentation.

SM-302 International Business Environment 4 Credits 4-0-0

International Business and Environment: World Trade in Goods and Services – Major Trends and
Developments; Framework for Understanding International Business Environment: Analysis of
Physical, Demographic, Economic, Socio-cultural, Political, Legal and Technological Environment of a
Foreign Country, Legal Framework of International Business: Key Issues in International Business.
Socio-cultural, economic and political forces facing business.

Global Trading Environment: Liberalization of World Trade. FDI and their Impact on the Economy,
Multinationals and their Economic Impact; Political and Legal Impact of Multinational Corporations;
Strategies for Dealing with Multinations; Technology Transfer – Importance and Types, Issues in
Transfer of Technology to Developing Countries.

International Financial Environment: Foreign Investment – Types and Flows, Monetary System-
Exchange Rate Mechanism and Arrangements, Movements in Foreign Exchange Rates and Impact on
Trade and Investment Flows, Global Capital Markets, Euro Currency.

International Economic Institutions and Regional Economic Groups: IMF, World Bank, MIGA,
UNCTAD and WTO; ATC, GSP and International Commodity Agreements. Forms and their
Functioning: Multilateralism Vs. Regionalism; EU, NAFTA, ASEAN, SAFTA APEC and other
Regional Economic Groupings.

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A g Foreign Language
SM-303 4 Credits 4-0-0
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ww Language such as French, Japanese, German will be covered. Basics of communication and syntax and
semantics related to foreign language Verbal and written communication, simple constructs and case
studies, Video/audio based Exercises

4 Electives from any one Group (A or B or C) 4 Credits Each

SEMESTER IV

SM-401 Project Management 4 Credits 4-0-0

Project Management Principles and Strategies, key concepts and principles in project management
to describe the roles and responsibilities of the project manager, Definition of project and project
management, project life – cycle

Planning the project, project planning process , project charter and project plan, work breakdown
structure (WBS) techniques,, project structuring and organization.

Estimating Project Costs, organize project activities, resource and time constraints, final project
schedule manually or by using automated tools. Activity sequencing, precedence network diagram,
critical path method, program evaluation and review techniques, project scheduling, basics of
scheduling.

Executing the Project, basic needs and requirement of project execution, project tracking and control
elements, factor contribute to successful project control.

SM-402 Corporate Governance

Introduction: CSR, CSR – A New Paradigm

Globalization and CSR, Phases and Generations of CSR, Theories of CSR and Need of CSR, Pyramid
of CSR, Models and Promotion of CSR.

Measuring the impact of CSR, Steps and Implementation, Collaboration Continuum, Case Study.

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4 Electives from any one Group (D or E or F) 4 Credits Each

A gl
w .ELECTIVES
ww A-KNOWLEDGE AND TECHNOLOGY MANAGEMENT

SMA-01 Management Information System

Introduction: MIS and information systems; Management support system and classifications.

Role of MIS: Strategic advantage with MIS; Systems approach to problem solving; Business Process
Reengineering (BPR); Internet worked enterprise in MIS: Internet, Intranet, Extranet; Enterprise
communication and collaboration

Decision support systems: MIS support for decision making; Decision support systems; Tools of
business support systems: what if analysis, sensitivity analysis, goal seek analysis, optimization
analysis, data mining for decision support

Developing MIS systems: System Development Cycle; System Analysis; System Design (DFD and
ER diagrams)

Applications: Cross-functional MIS; ERP; CRM; SCM; Transaction processing; Artificial intelligent
technologies in business: neural network, fuzzy logic, genetic algorithm, virtual reality; Executive
Information System; Expert Support Systems; Security and Ethical challenges

SMA-02 Internet Business Models and Business Strategies

Introduction to E-Commerce and its impact on organization, economy, Porter’s framework in the new
economy, Value chain, virtual value chain, Extracting value out of the value chain :(Amazon publishing
industry case)

Economics of information, impact on strategy ;Value proposition, business models and revenue
models on the web ;Business models, components, dynamic and appraisal

Value configuration and the internet; Market opportunity analysis, customer interface, market
communication

Strategy formulation and implementation for online firms, BMG online, ford, dell, eBay,
egghead.com, priceline.com, yahoo, MicroAge, wells, Fargo online, Charles schwb, Merryl Lynch etc.

Comprehensive overview and case discussion of impact of internet on various industries Banking,
Travel, Insurance, Automobiles, Health care, advertising, telecom, retail etc.

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SMA-03: IT Enabled Services Management
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A A Conceptual Framework, Strategic Planning for Services, Services Marketing Mix,
w .Service:

ww Customer Behavior and Services, STP Strategies in Service Marketing, Service Delivery Process,
Information Technology and Service Management, IT Enabled Services: Strategic Framework,

Overview of IT Enabled Service: Call Centre, Medical Transcription, Data Processing and Back
Office Operation,

Web Enabled Education, Content Development and Multimedia Animation, GIS Services. Ventures in
IT Enabled Services and Business Process Outsourcing,

IT Enabled Services: Banking, Insurance. IT Enabled Customer Interaction Services, Call Centre. IT
Services: Enterprises Wide Integration, Networking Services, Database Management Services, IT
Consulting Services.

Measuring Service Quality and Satisfaction, Customer Relationship Management, Web Enabled
Services, Health Care Services, Travel and Tourism Services, Hospitality Services, Telecom Services,
Transportation Services, Infrastructure Services.

SMA-04 ERP Implementation

Introduction: ERP Concepts - Enterprise System – Evolution of ERP – Tangible and Intangible
Benefits – Emerging Trends in ERP adoption – ERP Implementation Stages – case study.

Pre-Implementation Stage: Need Analysis – Competitive Environment Analysis – Gap Analysis –

Cost Elements – Feasibility Analysis – ERP Module –ERP Industries verticals – ERP Architecture –
ERP Software – SAP – Baan – IFS – Oracle – People Soft Comparison of ERP Software – ERP
Package Evaluation Criteria – Package Life Cycle – Request for Information – Functional Requirement
Specification – Request for Proposal – Vendor Selection – ERP Consultants – Case Studies.
Implementation: Business Process Reengineering Concepts – Reengineering and Process
Improvement – BPR Steps – AS-IS and TO – BE Analysis – Modelling Business Process – Successful
BPR – Reengineering – Organisational Readies – Implementation Approaches.

Project Management: Project Team – Steering Committee – Project Manager – Functional Team – IS
Team – Security Specialists. Project Deliverables – Change Management – System Integration –
Systems Integrations Standards – Middleware Development – Forward And Reverse Engineering –ERP
Infrastructure Planning – System Architecture.

Post implementation: Organisational Transformational Model of ES Success – Cross Functional.

Organizational and Industrial Impacts. Measuring Business Benefits – Balanced Score Card Method –
ABCD Checklist Framework – Capability Maturity Framework – case study.

SMA-05 Data Base Management

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Introduction to Database; Organization of Database; Components of Database Management Systems;
Data Models; Entity-Relationship Model; Network Data Model; Hierarchy Data Model; Semantic Data
w .Model; Advantages Of DBMS
ww Basic File Structure Indexed: Sequential; Hashing and File Organization; Relational Data Model;
Relational Calculus; Tuple Calculus System; Structured English Query Language; Algebraic
Operations

Relational Database Design: Integrity Constraints; Functional Dependencies; Normalization; Physical

Database Design; Decomposition Of Relation Schemes; Query Processing And Optimization SQL
Queries; SQL; Oracle Lab; The Client / Server Database Environment

Object Oriented Data Models; Network and Hierarchy Models; Security; Data Warehousing; Data
and Database Administration; Distributed Databases.

SMA-06 Telecommunication for Business

Types of signals: AM; FM; PM; PCM; PDM; TDMA; FDMA; SDMA; CDMA; ASK; FSK; PSK
Features: Error detection and correction codes; Hamming codes; cyclic codes; Data compression.

LAN topologies: Workstation; Server; Cables; Types of Ethernet; Broadband and base-band; Optical
Fibers; Network Interface Card, Networks and accessories: LAN, MAN, WAN; Hub; Bridges;
Switches; Routers; Gateways Cell Relay; Frame Relay; FDDI; ISDN; B-ISDN

Services provided: Services; Protocols; Service Access Points; OSI Model; Broadcasting;
Multicasting; Point-to-point communication; IP Addressing Concepts: Concepts of Port; Socket; ATM;
Tunneling; Network Address Translation; Virtual Private Network

Network Operating systems: UNIX; Linux; Windows; Novell Netware; Communication: Mobile
communication; Applications of mobile communications; Wireless communication Technologies:
Wireless technologies; Wireless LAN; WAP; XML; XML script.

SMA-07 Mobile Commerce and Security

Introduction: Generations of mobile computing, Spectrum allocation, Standard Bodies, Players in the
Wireless Space, three tier architecture of mobile computing, Mobile Computing through Internet, Basic
cellular system, concept of frequency reuse channels, hand-off mechanism, cell splitting

GSM & GPRS : GSM features and Architecture , Network Aspects in GSM ,GSM Frequency
Allocation, Mobility management, hand-off mechanisms, cell splitting, Security issues used in GSM,
GPRS features and architecture, network operations, data services in GPRS, applications and
limitations, SMS and MMS services architecture and operation details

Emerging Telecommunication Technologies : Introduction, bluetooth, EDGE, UMTS, Wireless

Broadband (WiMAX), Mobile IP, Java Card, WLAN, Ad-hoc Networks, Sensor Networks, Spread

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Spectrum technology, CDMA, Third generation networks and applications, WAP: Model, architecture
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& protocol stack.
A Issues in Mobile Computing : Introduction, Information security, Security techniques and
w .Security
ww Algorithms, security Protocols, Public Key Infrastructure, Trust, Security Models, Security Frameworks
for Mobile Environment

M-Commerce : Introduction to m-commerce :Emerging applications, different players in m-

commerce, m-commerce life cycle Mobile financial services, mobile entertainment services, and
proactive service management.

Management of mobile commerce services : Content development and distribution to hand-held

devices, content caching, pricing of mobile commerce services The emerging issues in mobile
commerce : The role of emerging wireless LANs and 3G/4G wireless networks, personalized content
management, implementation challenges in m-commerce, futuristic m-commerce services.

SMA-08 Knowledge Management and Innovation

Introduction: Definition, evolution, need, drivers, scope, approaches in Organizations, strategies in

organizations, components and functions, understanding knowledge; Learning organization: five
components of learning organization, knowledge sources, and documentation.

Essentials Of Knowledge Management, knowledge creation process, knowledge management

techniques, Knowledge creation process, organizational knowledge management architecture and
implementation strategies, building the knowledge corporation and implementing knowledge
management in organization.

Knowledge management system life cycle, managing knowledge workers, knowledge audit, and
knowledge management practices in organizations, Global dimension to Knowledge management,
Environment Scanning and KM, Knowledge Mapping, India: a Knowledge Society, few case studies.

Innovation: Meaning, Innovation and Invention, Types and Sources of Innovation, Process of
Innovation, Technology innovation process, innovation in corporation/enterprise, innovation in
research, strategies of innovation and developing new business.

SMA-09 Software Project and Quality management

Introduction: Product life Cycle, Project Life Cycle Models for software and Process Models.

Project Management Processes and Activities: Project Initiation, Project Planning and Tracking,
Project Closure.

Engineering Activities: Software requirement gathering, estimation, design and development phase,
Project management in the testing and maintenance phase.

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Introduction to Software Quality: Software Quality Views & Standards – Fundamental measures,
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size, efforts defects. Software quality metrics, complexity metrics. Defect Identification and removal
efficiency. Function Points – Benchmarking for software quality.
w .
ww Software Quality Assurance: Reliability models for Software quality – ISO 9000 for software quality
– CMM, CMMI, PCMM, PSP and COCOMO – TQM for Software quality.

SMA-10 Business Process Reengineering

Introduction to BPR, Nature, significance and rationale of Business Process Reengineering,

Reengineering scenarios in major countries, Problems issues, scope and trends in BPR, Implementing
BPR: Methodology and steps, IT enabled reengineering.

Strategic aspects of BPR, BPR and Total Quality Management, The paradigm of Mass customization,
managing organizational change, Transforming/ Reinventing the enterprise, Team building,
Measurement issues in BPR, Operational aspects of BPR, Case studies of success as well as failure.

People view, empowering people, reengineering management. Issues of purpose, culture, process and
performance, and people,Change and Management of BPR

SMA-11 E-Business and E- Commerce

Introduction to E-Commerce, Forces Driving E-Commerce, Impact of E-Commerce, E-Commerce
for Competitive Advantage, Classification of E-Commerce, Application of E-Commerce Technology,
Business Models, Framework of E-Commerce., Business to Business, Business to Customer, Customer
to Customer, etc. LAN, WAN, Internet, Intranet, Extranet, TCP/IP, Domain names, FTP applications,
WWW, HTTP, Web Browsers, HTML, XML

Securing Business on Network: Security Policy, Procedures and Practices, Site Security, Firewalls,
Securing Web Service, Transaction Security, Cryptographic techniques, Public Key Trust
Infrastructure, Digital Signatures, Security protocols for Web Commerce, Electronic Payment
Systems: Online Electronic Payment Systems, Prepaid and Post Paid Electronic Payment Systems,
Internet Advertising, Models of Internet advertising.

Launching Your E business- Marketing an E-Business, Search Engines and Directories, CRM in E-
commerce, Building a Corporate Website: Practical issues on servers and Application Software,
Corporate Web Site Management issues, E-commerce legal issues and Cyber laws, E-commerce and
WTO

SMA-12

Sectorial Application and Emerging Issues in KTM

(as decided by the faculty)

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Elective-B S
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A Total Quality Management
SMB-01
w .
ww INTRODUCTION: Definition of Quality, Dimensions of Quality, Quality Planning, Quality costs -
Analysis Techniques for Quality Costs, Basic concepts of Total Quality Management, Historical
Review, Principles of TQM, Leadership – Concepts, Role of Senior Management, Quality Council,
Quality Statements, Strategic Planning, Deming Philosophy, Barriers to TQM Implementation.

TQM PRINCIPLES: Customer satisfaction – Customer Perception of Quality, Customer Complaints,

Service Quality, Customer Retention, Employee Involvement – Motivation, Empowerment, Teams,
Recognition and Reward, Performance Appraisal, Benefits, Continuous Process Improvement – Juran
Trilogy, PDSA Cycle, 5S, Kaizen, Supplier Partnership – Partnering, sourcing, Supplier Selection,
Supplier Rating, Relationship Development, Performance Measures – Basic Concepts, Strategy,
Performance Measure.

STATISTICAL PROCESS CONTROL (SPC): The seven tools of quality, Statistical Fundamentals
– Measures of central Tendency and Dispersion, Population and Sample, Normal Curve, Control Charts
for variables and attributes, Process capability, Concept of six sigma, New seven Management tools.

TQM TOOLS: Benchmarking – Reasons to Benchmark, Benchmarking Process, Quality Function

Deployment (QFD) – House of Quality, QFD Process, Benefits, Taguchi Quality Loss Function, Total
Productive Maintenance (TPM) – Concept, Improvement Needs, FMEA – Stages of FMEA.

QUALITY SYSTEMS: Need for ISO 9000 and Other Quality Systems, ISO 9000:2000 Quality
System – Elements, Implementation of Quality System, Documentation, Quality Auditing, TS 16949,
ISO 14000 – Concept, Requirements and Benefits.

SMB-02 International Logistics Management

INTRODUCTION: 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.

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, intermodal transportation in international
operations, factors influencing mode and carrier selection decision

OUTSOURCING AND LOGISTICS SERVICE PROVIDERS: Intermediaries and Alliances in

Global Logistics, Meaning of 3 PL and 4 PL service providers, role in Global logistics, types of
services, considerations for hiring 3PL and 4 PL service providers. Concept and need of outsourcing,
determinants for outsourcing decisions, role of outsourcing in global supply chain management.

CUSTOMER SERVICE: The marketing and logistics interface, customer service and customer
retention, Service driven logistics systems, customer service priorities and standards, customer service
strategy.
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PLANNING 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
w .performance. Benchmarking the supply chain, Performance measurement and evaluation in global
ww 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.

NETWORK DESIGN : Decisions in Network design-strategic importance, location of plant,

warehouse, facilities; capacity and number of warehouses: Factors influencing network design
decisions.

INVENTORY 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.

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.

INFORMATION TECHNLOGY IN SUPPLY CHAIN: Role and Importance of IT in Supply Chain

Management, IT solutions for Supply Chain Management, Supply Chain Information Technology in
Practice.

PERFORMANCE MEASUREMENT AND TRENDS: Dimensions of Performance Metrics,

Approaches/tools for Performance Measurement, Measuring logistics cost and performance.
Benchmarking the supply chain, Performance measurement and evaluation in global supply chains,
Impediments to improve Performance, Trends in International supply chain management.

SMB-03 Retail Management

Retail Management: Introduction, meaning, Characteristics, Retail industry in India, role of retailing
Trends in Retailing, Emergence of organisations of retailing, Retail Location and Layout plan, careers
in Retailing.

Retail Market segmentation: Introduction to Market segment, Criteria for effective segmentation,
Dimensions of segmentation, customer profiles.

Retailing Channels: Products and merchandise management, structure, nature and channel, criteria for
selection of suppliers. Channel choice, product movement, Merchandising plans, Store management.

Retail Pricing: Factors and pricing, Retail pricing strategies, Retail promotion strategies, Retail sales
promotion, publicity.

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Relationship Marketing in Retailing: Management of Relationship, Evaluation of Relationship
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Marketing, Relationship, Marketing Strategies, Retail Research and Retail Audits Case studies in Indian
context only.
w .
ww SMB-04 Transportation Management

Introduction to transportation management, transportation and supply chain economy, Transportation

regulation and public policy, motor carriers, Railroads, Domestic water carriers, Intermodal and special
carriers.

International transportation, costing and pricing in transportation, Relationship management,

Information management and technologies, Shipper/Carriers network strategies, Security and Culture.

SMB -05 Service Operations Management.

Introduction to Services Management: Service economy – evolution and growth of service sector –
nature and scope of services – characteristics – classification – service market potential – expanded
marketing mix for services – service quality – introduction to gaps model and SERVQUAL dimensions.

Focus on Customers: Assessing service marketing opportunities – customer expectations and

perceptions of services – customer behaviour specific to usage of services – markets segmentation –
market targeting and selection.

Service Design: Levels of service product – Service life cycle – new service development – service
blueprinting – physical evidence and service scape – competitive differentiation of services – service
positioning strategies – developing positioning maps – pricing of services – methods and specific
issues.

Service Delivery: People in services – service process- distributing service direct distribution, channel
function, channels selection, impact of information technology – designing communications mix for
promoting services – building service customer relationships and service recovery – role of internal
marketing in service delivery.

Marketing Strategies for different services: Formulating service marketing strategies for health,
hospitality, tourism, logistics, financial, information technology, educational, entertainment and public
utility services.

SMB-06 Customer Relationship Management

Same as SMD-08

SMB-07 Business Process Reengineering

Same as SMA-10

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g IT in Supply Chain Management
SMB-08
A
w.Introduction: Global Supply Chain Strategy, impact of globalization on supply chain management.
ww Logistics and Inventory management: Managing Product Mix for Short Life Products and
Forecasting Error Measurement

Supplier Coordination, Supply Contracts and Options

Inventory Modeling for Replenishment Systems

Supply Chain Simulation, application of frameworks and mathematical modeling tools to supply
chain management problems.

Supply Chain Sourcing and Channel Strategy, Supply Chain Integration - Application of RFID

IT Adoption and Maintenance in SC, Explore leading-edge use of information technology in supply
chain integration, impact of the Internet on distribution and back-end supply chain processes.

SMB-09 Sectorial Application of SCM

(as decided by the faculty)
SMB-10 Emerging Issues in SCM
(as decided by the faculty)

C-INFORMATION TECHNOLOGY MANAGEMENT

SMC 01: Strategic Telecommunications Management

Telecom Technology Systems Evolution: Recent Developments in Telecom Industry, Regulation &
Liberalization policy. Techno-managerial aspects of telecommunication, role of the telecommunication
managers in a dynamic environment.

Economic perspectives of Telecom Systems: Role of telecommunications in socio-economic

development; new technologies and services for international telecommunications; business application
of global networks. Regional prospectus on development of Telecom.

Business perspectives of Telecom Management: The business of telecommunication;

telecommunication as a facilitating infrastructure for economic development of the country, technical
survey of the ways and means that voice, data and video traffic are moved long distances, data network,
the telephone system.Telecom marketing, building brand equity for competitive advantage, Customer
care, total service quality management, preparing for the new millennium managing change and people
development.

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Policy perspectives issues: Issues of the monopolization and deregulation of telecom, national
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telecom policy, various institutions/ organizations like telecom regulatory authority etc; conveyance.
Telecom service costing, economic evaluation of telecom projects, telecom project financing.
w .
ww Current and Emerging perspectives Issues in Telecom Management: Current emerging issues and
implications for the industry, Indian markets, policy issues, capacity building, problems, challenges of
growth.

SMC-02 Data Warehousing and Data Base Management

Concept of Data warehouse, Uses of Data warehouse, Justifying a Data warehouse, Contents of Data
warehouse, Data Warehouse design approaches, Relational Data Warehouse, Multi Dimensional
Database structures,

ETL: Data extraction, Transformation, Cleansing, Loading, Data Mart, Data Warehouse Information
flows, Metadata.

Analyzing the contents of a data warehouse: Online analytical processing (OLAP).

Hardware and Software Tools, Concepts of Data Mining,Using Data warehouse for: Business
Intelligence and CRM.
Introduction to Database; Organization of Database; Components of Database Management Systems;
Data Models; Entity-Relationship Model; Network Data Model; Hierarchy Data Model; Semantic Data
Model; Advantages Of DBMS

Basic File Structure Indexed: Sequential; Hashing and File Organization; Relational Data Model;
Relational Calculus; Tuple Calculus System; Structured English Query Language; Algebraic
Operations

Relational Database Design: Integrity Constraints; Functional Dependencies; Normalization; Physical

Database Design; Decomposition Of Relation Schemes; Query Processing And Optimization SQL
Queries; SQL; The Client / Server Database Environment

Object Oriented Data Models; Network and Hierarchy Models; Security; Data Warehousing; Data
and Database Administration; Distributed Databases.

SMC03- Business Systems Analysis and Design

Information System Building Blocks, System Analysis: Fact finding Techniques for Requirement
Analysis, Modeling System Requirements with Use Cases, Data Modeling and analysis, Process
Modeling, Re-engineering Business Processes, Object-Oriented Analysis and Modeling using UML,
Application Architecture and Modeling, Database Design, user interface design and prototyping,
Object-Oriented Design and Modeling using UML, Implementing and Maintaining System.

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SMC-04 Knowledge Management and Innovation
gl
A as SMA-08
Same
w .
ww SMC-05 Software Project and Quality Management
Same as SMA-09

SMC-06 Mobile commerce and security

Same as SMA-07

SMC-07 BPR and ERP Implementation

Introduction to BPR, Nature, significance and rationale of Business Process Reengineering,
Reengineering scenarios in major countries, Problems issues, scope and trends in BPR, Implementing
BPR: Methodology and steps, IT enabled reengineering.
Introduction: ERP Concepts - Enterprise System, Evolution of ERP, Tangible and Intangible
Benefits, Emerging Trends in ERP adoption, ERP Implementation Stages, case study.

Pre-Implementation Stage: Need Analysis, Competitive Environment Analysis, Gap Analysis, Cost
Elements, Feasibility Analysis, ERP Module, ERP Software, SAP, Baan, Oracle, People Soft
Comparison of ERP Softwares, ERP Package Evaluation Criteria, Package Life Cycle, case Studies.

Project Management: Project Team and Change Management.

Post implementation: Post implementation Success, Cross Functional. Organizational and Industrial
Impacts. Measuring Business Benefits, case study.

SMC-08 e-Governance
(as decided by the faculty)

SMC-09 Telecommunications for Business

Same as SMA-06

SMC-10 Business process reengineering

Same as SMA-10

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A g Sectorial Application of ITM
SMC-11
w.
ww (as decided by the faculty)

SMB-12 Emerging Issues in ITM

(as decided by the faculty)

ELECTIVE –D MARKETING MANAGEMENT

SMD-01 International marketing management

International 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.
International 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.
Managing 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.

Emerging 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.

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ww SMD-02 Retail and distribution and Management

Definition, importance and scope of Retailing: Evolution of Retail Competition,- The Wheel of
Retailing, the Accordion, The Retail Life Cycle; Emerging Trends in Retailing; The Retail Scenario in
India; Retail Formats.
Information Gathering in Retailing; Retail Strategic Planning and Operation Management; Retail
Financial Strategy; Target Market Selection and Retail
Location; Store Design and Layout; Visual Merchandising and Displays.

Merchandise Planning, Buying and Handling; Merchandise Pricing; Retail Communication Mix;
Promotional Strategy; Retail Human Resources Management; Customer Service, The GAPs Model,
Customer Relationship Management.
Retail Management Information Systems; Retail Audits; Online Retailing; Global Retailing; Legal
and Ethical Issues in Retailing

SMD-03 Marketing of Services

Introduction to Services Marketing: Growing Importance of Services Sector; Meaning and Nature of
Services; Classification of Services and Marketing Implications; Services Marketing Process.
Understanding Customers buying Considerations and Behaviour; Customer Expectations and
Perceptions; Defining and Measuring Service Quality (Servequal and Servepref); GAPs Model;
Defining and Measuring Customer Satisfaction, Service Recovery.
Services Marketing Mix: Services Design and Development; Service Blueprinting; Service Process;
Physical Evidence and Servicescape; Pricing of services; Services Distribution Management; Managing
the Integrated Services Communication Mix; Managing Service Personnel; Employee and Customer
Role in Service Delivery.
Marketing Applications in Select Service Industries: Hospitality Services, Tourism Services,
Banking Services; Health and Insurance Services.

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SMD-04 Advertising and Brand Management

A gl to Advertisement: Concept and definition of advertisement – Social, Economic and

w .Introduction

ww Legal Implications of Advertisement – setting advertisement objective – Ad. Agencies – selection and
remuneration – advertisement campaign.
Advertisement Media: Media plan – type and choice criteria – reach and frequency of advertisements-
cost of advertisements related to sales – media strategy and scheduling.
Design and Execution of Advertisement: Message development – different types of advertisement –
layout – design appeal – copy structure – advertisement production – print – Radio. T.V. and web
advertisement – Media Research – testing validity and reliability of ads – measuring impact of
advertisements.
Brand-concept: Nature and Importance of Brand; Brand vs. Generics, Brand Life Cycle, Brand Name
and Brand Management;
Brand Identity: Conceiving, Planning and Executing (Aaker Model), Brand Loyalty, Measures of
Loyalty; Brand Equity: Concepts and Measures of Brand Equity-Cost, Price and Consumer Based
Methods; Sustaining Brand Equity; Brand Personality: Definition of Brand Personality, Measures of
Personality, Formulation of Brand Personality; Brand Image Vs Brand Personality.
Brand Positioning: Concepts and Definitions, Repositioning, Celebrity Endorsement, Brand
Extension; Differential Advantage: Strategies for Competitive Advantage, Brand Pyramid; Branding in
different sectors; Role of Information in Brand Management; Role of e- communities in Brand
Management.

SMD-05 Rural and Social Marketing

Rural Marketing Introduction: Definition; Myths and Reality of Rural Markets; Characteristics of
Rural People; Rural market Environment; Rural Infrastructure; Problems of Rural Marketing as regards
Product Positioning; Distributions; Language; Media; Transport etc. Challenges for Rural Marketing
Rural Marketing Strategies: Rural Market Segmentation; Product Strategies; Pricing Strategies;
Promotion Strategies; Distributor Strategies; Rural Marketing Research; Role of IT in Rural Marketing
(e-Chaupals etc.) with few case studies; Marketing of Rural and Cottage Industry Products. Future of
Rural Marketing in India.
Foundation of Social Marketing: Definition; Nature and Scope; Social Marketing Challenges;
Conceptual Framework of Social Marketing; Need for Social Marketing.

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Social Marketing Strategies and Applications: Social Markets Segmentation; Product Strategies;
l
g Mix; Pricing Strategies; Promoter Strategies: Role of Govt. and NGO’s in Social Marketing;
Marketing
A
w.Social Marketing; Applied in Family Planning; Medicare; Small Savings; AIDS Prevention
ww
SMD-06 Promotion Management and Business to Business Marketing

Introductions / Overview: What is B2B, Character of B2B, Character of B2B.

B2B Purchase Function: Org. Buyer Behavior, Market Opportunities in B2B, Marketing Strategy in
B2B, Marketing Strategy in B2B, Weaving Marketing into the Fabric of the firm.
Managing B2B Products: Pricing & Negotiations, Channels, Communicating with Customers (IMC).
Advertising, Trade, and PR,One-to-One Media, Sales and Sales Management,Project Presentation
Introduction to Sales Promotion: Scope and role of sale promotion – definition – objective sales
promotion sales promotion techniques – trade oriented and consumer oriented.
Sales Promotion Campaign: Sales promotion – Requirement identification – designing of sales
promotion campaign – involvement of salesmen and dealers – out sourcing sales promotion national
and international promotion strategies – Integrated promotion – Coordination within the various
promotion techniques – online sales promotions.

SMD-07 Consumer Behavior

Introduction to consumer behavior –Definition of consumer behavior, applications of consumer

behaviour -Consumer behavior and marketing strategy, Consumer research-Primary and secondary
methods-tools used-survey, focus groups, personal interviews, projective techniques, Consumer
segmentation-bases of segmentation-demographic, behavioural benefit; Consumer modeling-Economic
model-psychoanalytical model – sociological model-

Influence 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 relevant to consumer behaviour information

Individual determinants-Perception-factors in perception- meaning of perception- perceptual process-

factors responsible for perceptual distortion, Learning- Weber’s law-Classical conditioning-operant
conditioning-marketing implications- Components of learning process, Personality and emotion,
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Personality –meaning and nature – characteristics of personality- stages in the development of
l
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personality-
A
w.Motivation – needs - goals- dynamic characteristics of motivation – consumer imagery and perceived
ww risk, hard core behavioural perspective-social learning perspective-cognitive approach-biological
approach-rational expectations psychoanalytical perspective-Maslow’s hierarchy of needs- Properties
of motivation- Three main types of conflicts- Attitudes-definition beliefs- affect- behavioural intention-
attitude changing strategies.

Self concept, situational influences and lifestyle-overview, Consumer decision making process,

Consumption and post purchase behaviour: Consumer satisfaction concept, cognitive dissonance,
consumer delight, Consumer Value, Consumer Value Delivery Strategies, Competitive advantage
through customer value Information – Customer value determination process - Measuring customer
satisfaction.

SMD-08 Customer Relationship Management

Introduction: Definition of CRM, CRM as a business strategy, elements of CRM, CRM processes and
systems.
Strategy and Organization of CRM: History of CRM, Dynamics of Customer Supplier Relationships,
Nature and context of CRM strategy, The relationship oriented organization.
Marketing Aspects of CRM: Customer knowledge, privacy issues, communications and multi-
channels in CRM, the individualized customer proposition, Relationship policy.
Analytical CRM: Relationship data management, Data analysis and data mining, Segmentation and
selection, Retention and crosssell analysis, Effects of marketing activities, Reporting results.
Operational CRM: Call centre management, Internet and website, Direct mail.
Collaborative CRM/CRM Subsystems: Contact Management, Campaign Management, Sales Force
Automation.
Choosing CRM Tools / Software Package: Shortlisting prospective CRM vendors, setting evaluation
criteria for the appropriate CRM package, selection CRM implementation.
CRM systems and Implementation: CRM systems, Implementation of CRM systems, Ethical Issues
in CRM

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GroupaE:
g l
A
.SME -01 Security analysis and portfolio management
w w
w Introduction: Concepts of investment- Financial and non-financial forms of investment – Objectives
of financial investment, investment methods – Security and non-security forms of investment – Sources
of investment information- Investment Instruments.

Financial markets : primary and secondary markets – major players and instruments in secondary
market - Functioning of stock exchanges, trading and settlement procedures at NSE & BSE.. Stock
markets guidelines on primary & secondary markets. ). Behaviour of stock market prices, implications
of efficiency market hypothesis for security analysis and portfolio management.

Valuation of securities: bond and fixed income instruments valuation –bond pricing theorems,
duration of bond and immunisation of interest risk, term structure of interest rate, determination of yield
curves, valuation of equity and preference shares (Dividend capitalisation & CAPM)

Risk : Analysis of risk & return, concept of total risk, factors contributing to total risk, systematic and
unsystematic risk, default risk, interest rate risk, market risk, management risk, purchasing power risk.
Risk & risk aversion. Capital allocation between risky & risk free assets-Utility analysis,

Fundamental & Technical Analysis of equity stock. Concept of intrinsic value. Objectives and
beliefs of fundamental analysts. Economy-Industry- Company framework, Economic analysis and
forecasting. Theory of Technical analysis, points and figures chart, bar chart, contrary opinions theory,
confidence index RSA, RSI, Moving average analysis, Japanese Candlesticks.

Modern portfolio theory :Asset allocation decision. Dominant & Efficient portfolio simple
diversification, Markowitz diversification model, selecting an optimal portfolio – Sharpe single index
model. Determination of corner portfolio. Process of portfolio management – International
Diversification.

Portfolio performance evaluation: Sharp & Treynor & Jensen’s measure. Portfolio revision – Active
and passive strategies & formula plans in portfolio revision. Mutual funds- types, performance
evaluation of mutual funds, functions of Asset Management Companies.

SME-02 Mergers, Acquisitions & Corporate restructuring

Mergers: in the nature of acquisitions and amalgamations. types of merger – motives behind mergers –
theories of mergers – operating, financial and managerial synergy of mergers – value creation in
horizontal, vertical and conglomerate mergers – internal and external change forces contributing to M
& A activities M & A – A strategic perspective- industry life cycle and product life cycle analysis in
M&A decision, strategic approaches to M&A- SWOT analysis, BCG matrix, Porter’s Five forces
model

Corporate restructuring: Different methods of restructuring – joint ventures – sell off and spin off –

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divestitures – equity carve out – leveraged buy outs (LBO) – management buy outs – master limited
a
gl
partnerships – employee stock ownership plans (ESOP)
A
w .Merger Process: Dynamics of M&A process- identification of targets negotiation-
ww closing the deal. Five-stage model – due diligence (detailed discussion).Process of merger integration –
organizational and human aspects –managerial challenges of M & A

Valuation: valuation approaches –discounted cash flow valuation – relative valuation – valuing
operating and financial synergy – valuing corporate control – valuing of LBO Methods of financing
mergers – cash offer, share exchange ratio – mergers as a capital budgeting decision

Accounting for amalgamation : pooling of interest method, purchase method – procedure laid down
under Indian companies act of 1956 Takeovers, types, hostile takeover approaches, Takeover defenses
– financial defensive measures – Coercive offers and defense – anti-takeover amendments – poison pill
defense Legal and regulatory frame work of M & A – provisions of company’s act 1956, Indian Income
Tax act 1961 – SEBI takeover code, Provisions of Competition Act.

SME-03 International Business taxation

Legal Framework of International Business: Nature and complexities; Code and common laws and
their implications to business; International business contract – legal provisions; Payments terms;
International sales agreements; Rights and duties of agents and distributors.
Regulatory Framework and Taxation : Electronic Commerce – Cross Border Transactions – On-line
Financial Transfers – Legal Safeguards – International Business Taxation – Tax Laws – Multilateral
and Bi-lateral treaties – Sharing of Tax revenues.

Indian Laws and Regulations Governing International Transactions: FEMA; Taxation of foreign
income; Foreign investments; Setting up offices and branches abroad; Restrictions on trade in
endangered species and other commodities.

SME-04 International Financial Management

Foreign Exchange Market and Risk Managing Financial Institutions. Practical Problems.

Financial Management of MNCs. Multinational Financial Management: Capital Budgeting Decisions

for Multinational Corporation, Financing Decisions- Cost of Capital and Financial Structure, Working
Capital Management and Control International Banking, International Transfer Pricing. Cases and
Problems.

Relevant current and Emerging Issues in International Finance.

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SME-05 Investment Banking
gl
A Traded
Essentials of the Equity/Stock Market: -The new issue market/Initial Public Offerings (IPOs) -
w .Publicly Markets: Factors affecting the secondary trading market, stock exchanges, market
ww indices, liquidity and volatility issues -Corporate effects on stock pricing, price/earnings ratios, book
value, valuation based on expectations vs historical reporting -External and international economic
effects on stock market values, liquidity and volatility -Fundamentals of stock market technical analysis
-Private Equity/Venture Capital and Direct Investment.

Essentials of the Fixed Income/Bond Market -Differences between stocks/equity and bonds/credit
markets -Fundamentals and mathematics of the credit, fixed income/bond market -Corporate credit and
economic impacts on bond markets, interest rates, yields and credit pricing spreads, Investment Grade
vs Non Investment Grade (High Yield/Junk Bonds) -Fundamentals of the workings of the credit
markets -Convertible Bonds and Asset Backed Securities -Trading, Positioning, Underwriting and
Distribution -Rating Agencies.

Essentials and interrelationship between and among Issuers/Borrowers,

Intermediaries/Underwriters and Investors for the equity and bond markets-Individual investors -
Institutional Investors, banks, mutual funds, investment managers, pension funds, insurance companies,
and hedge funds -Devising and analyzing an investment strategy.

Legal/Regulatory Compliance, Risk Management and Back Office -Ethics, insider trading, corporate
governance, fiduciary responsibilities -Compliance and Regulatory Environment -Credit, Market,
Operations/Processing Risk Management -Documentation, Transaction Processing, Financial Control
and Reporting .

SME-06 Futures , Options and Risk Management

Fundamentals of derivatives: Basics of hedging credit, currency and interest rate risks -Difference
between hedging and speculation -Devising and analyzing a borrowing and hedging strategy -Hedge
Funds vs Fund Managers/Mutual Funds
Forwards and Futures; Option fundamentals: calls, puts, and underlying; Hedging with Futures,
Option Positions and Strategies; Binomial and Black-Scholes Option Valuation. Introduction to Interest
Rate Derivatives; Credit Risk; Credit Derivatives
Risk management: objective of Risk management, Credit Risk Measurement and Management,
Operational and Integrated Risk Management Identifying types of risk, management of translation,
transaction and economic exposure. Quantifying risk and Hedging techniques.

SME-07 International Accounting Practices

Introduction – Causes of international differences – some major differences in financial reporting,
International classification of financial reporting – international harmonization of accounting – the
requirements of international accounting standards.

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Financial reporting in USA, UK, Australia and France, Financial reporting in Germany, Netherlands,
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Japan and Third world, countries with special emphasis on legal issues, accounting standards and,
consolidation of accounts.
w .Issues in International accounting – Consolidation – foreign currency translation – segmental
ww reporting – foreign exchange risk management.

Harmonization in Financial reporting ,Standardization and Harmonization , role of international

accounting bodies (IASC) in harmonization.

Multinational Transfer Pricing – Objectives of transfer pricing – selecting a transfer price – internal
revenue code and transfer pricing.

Ethical issues in international accounting – Incidence and implications of window dressing (cases)

SME-08 Project Appraisal and Finance

An Overview of Project Finance: Introduction to project finance and overview of the project finance
market, project life cycle and its impact on the feasibility, A study of World Bank Project Reports
Project Initiation and Resource Allocation: The Importance of a Proper Allocation of Resources,
Process of Resource Allocation at the Corporate Level, Process of Resource Allocation at the Business
Unit Level, Generation of Project Ideas and Creativity.

Market And Demand Analysis: Identification of the Target market, choice of the Market Strategy,
Projection of Demand using Primary Data and Secondary Data, Projection of Demand using Qualitative
Models.

Technical Analysis: Selection of Appropriate Technology, Acquisition of Technology, Process of

Procurement of Materials, Choice of a Good Location for the Project, Design of the Layout of the
Facilities at the Project Site.

Financial projections: The Cost of the Project, The Means of Finance, Estimation of Working Capital,
Profitability Estimations, Balance Sheet Projections, Projections of Sources and Uses of Funds.

Environmental Appraisal of Projects: Meaning of Environment and Pollution, Pollution Created by

Different Industries, Methods of Preventing Pollution, Environmental Regulations in India,
Environmental Impact Assessment for Projects.

Social Cost Benefit Analysis: The Rationale for SCBA, Different Approaches to SCBA, methodology
of SCBA followed by Financial Institutions, Public Sector Investment in India. Structuring Projects:
How project structures create value, Application of Portfolio Theories to Capital Budgeting.

Valuing Projects: Appraising a Project by Discounting and Non-Discounting Criteria, Appraising

Projects with Special Features, FCF Approach, ERR Approach, Real Options – Issues in valuing long
term projects, Managing Project Risks: How risk management creates value in project finance.

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SME-09 Commodity and Price risk Management

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Commodity Spot Market: Importance and need – Types of Commodity market – Structure
w .Categories of Commodity Markets Agricultural Commodity Market: Overview – Grain Market – Soft
ww Commodities – Livestock and Citrus fruits – Technical Analysis of Agricultural Commodity Metal
Market : Structure of Metal Market (London Metal Exchange) – Industrial Metal – Precious Metal–
Characteristics of Metal Prices – Metal Life Cycle and Convenience yield – Technical Analysis of
Metal Commodity Energy Market: World Oil Market – Role of OPEC & Political factors influencing
pricing – Price setting of crude oil cargo – Refined product market – Natural Gas market – Spot,
Futures and Options – Electricity Market – Technical Analysis of Energy Commodity.

Instruments & Investment Strategies: Commodity Swaps, Swaption, Swing contracts and Real
options: Swaps – Swaption.

Weather and Commodity market: Weather Derivatives – Weather and Agriculture derivative –
Weather and Crude Oil.

Ways of investment in Commodities: Commodity, the new asset class – Inflation and commodity
prices – Diversification – Commodity Indexes and funds (Exchange Traded Funds, Pension Funds)

SME-10 Managing Financial institutions and Markets

Financial Institutions and Economic Development: Nature and Role of Financial System: Financial
System and Financial Markets, Efficiency, Stability, Technology, Government Intervention in the
Financial System.

Central Banking and Monetary Policy: Central Banking Functions, Money Creation: Process and
control, Monetary Policy.[Will also cover an overview of Money, Prices, Exchange Rates, and Interest
Rates: Monetary Expansion, Interest Rates and Exchange Rates, Monetary Expansion and Prices, Real
and Nominal Values, Inflation and Interest Rates, Inflation and Exchange Rates, The Indian Financial
System: Introduction, The Pre 1951 Period, The Post 1951 period, The Indian Financial System: The
Emerging Horizon.

The Indian Financial System: Introduction, Evolution of Modern Commercial Banks: Evolution of
Bank Assets, Liabilities and Activities, Banking Structure, Matching Revenues and Costs of
Commercial Banks, Recovery of Advances and Documentation. Capital Adequacy, Accounting Policies
and related matters, Directed Investments and Credit Programs and Interest Rates, Methods and
Procedures in Banks, Regulation and Supervision of the Financial Sector, Treasury and Risk
Management in Banks, Marketing of Bank Services, Relationship Banking and Innovations.

Fundamentals of the Foreign Exchange Markets; -How the spot and forward foreign exchange
markets work -Basics of currency and cross border risks -Cross border funding and hedging.

International Banking: Offshore Banking, Multinational Banking, Banking Consolidation. Finance

Companies – The Evolution of Finance Companies, The Present Status and the Micro Finance and its
importance in Rural Economy. Insurance Companies: Economics of Insurance, The Insurance Industry
and its Regulation, LIC and GIC. Development Banks/ Recent Trends Current Developments:
eBanking
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SME -11 Econometrics and Financial Model ling

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w .Spefication of models; estimation of single equation economics models and related problems ;
ww autocorrelation; heterrosceasticity; multi-collinearity; interpretation; forecasting and verification ;
estimation methods and problems in simulations equation systems.

Creation of models in Excel; corporate finance models, portfolio models ; option- pricing model ,
bonds – modeling the term structure.
Introduction to VBA/Matlab.

SME-12 Sectorial Applications and Emerging Issues in Finance

(as decided by the faculty)

Group F: Organizational Behavior and Human Resource Management

SMF 01 Management of Industrial relations & Labour Legislation

Industrial Relation Management: Concept- Evaluation – Background of industrial Relations in India-

Influencing factors of IR in enterprise and the consequences. Economic, Social and Political
environments: Employment Structure – Social Partnership – Wider approaches to industrial relation –
Labour Market.
Trade Union: Introduction – Definition and objective – growth of Trade Union in India-trade Unions
Act, 1926 and Legal framework-Union recognition-Union Problems-Employees Association-
introduction, Objective Membership, Financial Status.The changing role of trade unions in selected
European countries, Trade unions and political relations; The role of the state: International industrial
relations and political structures Legal and contractual implications in selected European countries,
Economic & social constraints from a global perspective. Public and private industrial relations.
Quality of Work Life: Workers’ Participation in Management – Worker’s Participation in India, shop
floor, Plant Level, Board Level – Workers’ Welfare in India scenario- Collective bargaining concepts &
Characteristics – Promoting peace.
Wage and Salary administration: Nature & Significance of wage, salary administration, essentials-
Minimum wage – Fair wage, Real wage, Incentive & fringe benefits, Issues and Constraints in Wage
Determination in India.

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Social Security: introduction and types, Social Security in India, Health and Occupational safety
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g – Salient features of Workmen Compensation Act and Employees’ State Insurance Act
programs
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w.relating to social security – Workers’ education objectives – Rewarding.
ww Industrial Disputes: Meaning, nature and scope of industrial disputes – Cases and Consequences of
Industrial Disputes – Prevention and Settlement of industrial disputes in India. Employee Grievances:
Causes of grievances – Conciliation, Arbitration and Adjudication procedural aspects for Settlement of
Grievances – Standing Orders – Code Discipline.
Comparative Industrial Relations :Varieties of Capitalism and Industrial relationship systems:
Historical backdrop to industrial relations, The emergence of modern industrial relations, Comparative
models of industrial relations in selected European countries.
Labor laws : Labor Welfare: Concept-Objectives-scope-Need –Voluntary welfare measures-Statutory
welfare measures-Labour-Welfare funds. Child Labour –Female Labour –Contract Labour –
Construction Labour- Agricultural Labour-Disabled-Social security-Implications. Factories Act,
1948,Payment of wages Act 1936, The minimum wages Act -1948, The industrial disputes Act
1947, The Employees Provident Fund & Misc. Act 1952

SMF-02 Compensation Management

Introduction: Compensation meaning, objectives, nature of compensation, types of compensations,

compensation responsibilities.
Compensation system design issues: Compensations Philosophies, compensation approaches,
decision about compensation, compensation- base to pay, individual Vs team rewards, Perceptions of
pay Fairness, legal constraints on pay systems.
Managing Compensation: Strategic Compensation planning, determining compensation-the wage
mix, Development of a Base Pay System: Job evaluation systems, the compensation structure- Wage
and salary surveys, the wage curve, pay grades and rate ranges, preparing salary matrix, government
regulation on compensation, fixing pay, significant compensation issues, Compensation as a retention
strategy
Variable Pay and Executive Compensation: Strategic reasons for Incentive plans, administering
incentive plans, Individual incentive plans-Piecework, Standard hour plan, Bonuses, Merit Pay, Group
incentive plans- Team compensation, Gain sharing incentive Plans, Enterprise incentive plans- Profit

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Sharing plans, Stock Options, ESOPs, executive compensation elements of executive compensation and
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its management, International compensation Management.

w.Managing Employee Benefits: Benefits- meaning, strategic perspectives on benefits-goals for

w w benefits, benefits need analysis, funding benefits, benchmarking benefit schemes, nature and types of
benefits, Employee benefits programs- security benefits, retirement security benefits, health care
benefits, time-off benefits, benefits administration, employee benefits required by law, discretionary
major employee benefits, creating a work life setting, employee services- designing a benefits package.

SMF-03 Organizational Change and Intervention Strategies

Organizational Development (OD): Introduction, History of OD, Values, Assumptions & Beliefs in
OD, Theory and Management of OD, Managing the OD process, Action research & OD.
Organizational Change: Challenges of change, Process of change, Transformational change, Managing
Organizational Transformation.
Organizational Development Intervention: Overview of Organisation Development Intervention,
Types of Interventions, Resistance to Organisational change.
Culture & Change process: Power & politics and Organisation Development, Cultural change
strategies, Corporate reorganization & sub culture management.
Behavioural implications of change: The manifest, latent & paradoxical consequences of change,
Resigned behavioural compliance, Reaction to Downsizing & Delayering, Managing uncertainty &
ambiguity.
Intervention Strategies: Structural, Technological & Process factors in intervention, Advantages &
limitations of change technologies, Associated leadership models, Leadership & change process,
Leadership & emotional knowledge strategies, Achieving congruence of personnal, structure& culture.

SMF-04 Human Resource Development: Strategies and Systems

Understanding Strategic HRM: Traditional Vs strategic HR, Typology of HR activities, ‘Best fit’
approach Vs ‘Best practice’ approach, HR strategy and the role of national context, sectoral context and
organizational context on HR strategy and practices, Investment perspective of human resources. HR
Strategy Formulation: Brief overview of strategic planning and planning in SBUs, HR Strategy and HR

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Planning, HR Strategy in Multinational, Global and Transnational companies, HR contributions to
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g -competitive intelligence -resource reallocation decisions
strategy
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w.Aligning HR Systems with business strategy: Sustained competitive advantage – how HR adds value
ww to the firm - HR as scarce resource - inimitable resource - non-substitutable resource, HRM leading
strategy formulation, Alternative HR systems -universalistic- contingency - configurational,
Congruence and Integrated HR systems, Designing congruent HR systems.
HR Strategy in workforce utilization: Efficient utilization of Human resource - cross training and
flexible work assignment - work teams - non-unionization, Strategies for employee shortages,
Strategies for employee surpluses.
HR strategy for training and development: Benefits, planning and strategizing training, integrated
learning with performance management system and compensation.
HR Strategy in Global Economy: Strategy and structure of divisionalized company, HR implications
of divisionalization - forms of control - HRM in corporate office, HR implications of mergers and
acquisitions - employee expectations - consequences of acquisitions on HR practices.
High Performance Work Practices: Individual high performance practices, limitations of individual
HPWP, Systems of HPWP - skill system - motivating system, Individual practices Vs systems of
practices, Universal practices Vs contingency perspectives.
Strategic HRM in emerging HR issues: HR Strategy in workforce diversity - virtual teams - flexitime
and telecommuting - HR outsourcing - contingent and temporary workers - Global sourcing of labor,
Expatriation and repatriation management in global HRM, Gender discrimination and Glass ceiling
effect, Employee engagement strategies, Talent management and retention.

SMF-05 Cross Cultural and Global Human Resource Management

International Organization: Approaches to the study of comparative employment, policy,

Convergence theory, The cultural approach, The institutionalist perspective.
International HRM Models: Poole’s adaptation of the Harvard model, The Brewster and Bournois
model of International HRM, International HRM, Problems of International Research.
Internationalization of HR Activities: Types of International Business, inter country Differences
affecting HRM, causes for International assignments failure. Limitations and advantages of host
country nationals (HCN). Parent country nationals (PCN)& Third country national (TCN) :
International Staffing Policy, Selecting International Managers, Adaptability & Screening, Managing
Knowledge Workers.

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Understanding Culture: Organisation culture & National culture, Cross – culture Theories, Cross –
l
g Business Communication & Behaviour, Culture & Organisational Performance.
Culture
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w.Training &Maintaining International Compensation: Training for Expatriate Managers, National
ww Differences in Compensation, Factors Influencing International Compensation, Components of
Remuneration Package.
Performance appraisal of International Manager: Expatriate Performance Management,
Repatriation, International Labour relations, Problems and solutions.
Human Resource Management in Europe & USA: The European community and origin
&development, Controversy-Euroscelerosis or social dumping, Recent History and contemporary
development in post Communist, Eastern European Management & Labour relations, Human resource
Management and USA, Roots of American HRM & its wider impact of HRM.
Human Resource Management and Japan: Some innovative Japanese Management techniques, such
as just in time theory, quality circles and Kaizen, Influence of Japanese Management Practices on
Western Employment practices

SMF-06 Manpower Development for Technological change & Performance

Management
Manpower Management in the 21st Century; Environmental Context of Human Resource
Management; The Emerging Profile of Human Resources; Special Features of New Technology;
Concept and Process of Technological Innovation; Organizational Implications of Technological
Change; Human Resource Implications of Technological Change; Performance/Potential Evaluation in
the Context of New Technology; Technology Transfer with Human Face.
Globalisation, Technology and Human Resource Issues , Technology and Culture , Technology
Management ,Changing Technology and New Leadership Skills , Economic Theory of Choice and
Employee Benefits , Training and Development , Innovation and New Technology , New age tools like:
Balanced Scorecard, HR Scorecard, Competency Mapping and Knowledge Management for New-age
Technology, ; New issues in Manpower Training and Career Development
Performance Management – concepts and issues, definiition, performance, principles, role of
performance management in organisation. Framework and key factors to successful performance
system.

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Evaluating HR function: Overview of evaluation - scope - strategic impact - level of analysis - Criteria -
l
g of Constituents - ethical dimensions, Approaches to evaluation - audit approach - analytical
Level
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w.approach - quantitative and qualitative measures - outcome and process criteria, Balanced Scorecard
ww perspective, Benchmarking, Accounting for HRM -
HR Scorecard: Creating an HR Scorecard, Measuring HR alignment -2 dimensions of alignment -
assessing internal and external alignment - Systems alignment Map. 7 step Model for implementing
HR’s strategic role.

SMF-07 Management of Training and development

Introduction: The Changing Organizations, HR and the Training Functions, Models of Training;
Systematic Model, The Transitional Model, The Learning Organisation, Training as Consultancy,
Understanding Learning Concepts. T & D to Lifetime Education.
Training Needs Analysis: The Process and Approaches of TNA, Team Work for Conducting Training
Needs Analysis, TNA and Training Process Design .
Training Design & Evaluation: Understanding & Developing the Objectives of Training, Facilitation
of Training with Focus on Trainee (Motivation of Trainee, Reinforcement, Goalsetting), Training with
Focus on Training Design (Learning Environment, Pre-training Communication etc.) Facilitation of
Transfer with Focus on Organization Intervention (Supervisor Support, Peer Support, Trainer Support,
Reward Systems, Climate etc.) Selecting the trainer and preparing a lesson plan, skills of an effective
Trainer, Programme methods and techniques. Implementation and Evaluation of Training Programme.
Levels of Evaluation, CIPP Model, CIRO model, Training Audit and Cost Analysis
Management Development: Approaches to Management Development, Sources of Knowledge / Skill
acquisition, Types of management Development Programmes. EDP’s / Seminars and Conferences,
Symposia.
Emerging Trends in Training : New learning interventions, Technology in training-CBT- multimedia
training, e- learning/online learning- distance learning, competency based Training, Assessment
Centres.

SMF-08 Interpersonal processes and Counseling skills for Managers

Managerial Process: Nature of Management , functions of managers , leadership and managerial
effectiveness, Managerial conflict .

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Interpersonal Process: Interpersonal communication, Interpersonal feedback, Interpersonal behavior
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influence relationships, Interpersonal style.
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w.Group Process: An overview of group formation, Group development and effectiveness, formal and
ww informal groups, reasons for formation of groups, theories of group , group behavior .
Group Dynamics: Managing group and inter-group dynamics, group cohesiveness, Managerial roles in
group decision making process.
Introduction to Counseling, Definition & Need, Counseling, Psychotherapy and Instruction,
Approaches to Counseling, Goals of Counseling, Counseling Process.
Counseling Procedures: The Counseling Environment, Intake , Referral procedures, Guidelines for
effective counseling, Advanced skills in Counseling, Action strategies.
Counseling Skills, Verbal & Non- Verbal communication, Listening Barriers, Counselor’ Qualities,
Core conditions of Counseling.
Role of Conflict in Counseling: Values of counseling, Counseling service, Manager counselor.
Organisational Application of Counseling Skills. Change management, Down sizing, Mentoring,
Team Management / Conflict Resolution, Crisis / Trauma.
Problem Subordinates: Identifying problem subordinates, Types of problem subordinates, Dealing
with problem subordinates.
Ethics in Counseling: Ethical Principles, Common Ethical Violations.

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