Syllabus for sem 4


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Syllabus for sem 4

  1. 1. INDEX Sr. Subject Subject Nomenclature Name of the Guide No Code COMMON SUBJECTS 1 401 International Business Prof. Venkat Business Ethics and Corporate 2 402 Prof. Ashok Soman Governance 3 403 Managing for Excellence Prof. Ashok Soman SPECIALIZATION : MARKETING MANAGEMENT 4 *MK010 Rural Marketing Prof. Sanjeev Kulkarni 5 MK011 Strategic Marketing Prof. Sanjeev Kulkarni 6 *MK012 Multi level Marketing Prof. Sanjeev Kulkarni 7 MK013 Marketing Operation Prof. Samir Mondal 8 MK014 Project Marketing Prof. Venkat 9 *MK015 Virtual Marketing Prof. Venkat SPECIALIZATION : HUMAN RESOURCE MANAGEMENT 10 *H010 Planning and Acquisition & Deploying Prof. Samir mondal 11 H011 Organization Design & Structure Prof. Samir mondal Organization Diagnostics & 12 *H012 Prof. Samir mondal Development 13 *H013 HR Information System Prof. Aarthy Pandit 14 H014 HR Strategic Management Prof. Aarthy Pandit 15 H015 Global Human Resource Management Prof. Aarthy Pandit SPECIALIZATION : FINANCE MANAGEMENT 16 F010 Project Infrastructure Finance Prof. Prasad Bhat 17 *F011 Working Capital Management Prof. Pranav Nagpurkar 18 F012 Financial Modeling Prof. Pranav Nagpurkar 19 *F013 Strategic Finance Management Prof. Prasad Bhat 20 *F014 Strategic Cost Management Prof. Pranav Nagpurkar 21 F015 Valuation Prof. Pranav Nagpurkar SPECIALIZATION : INFORMATION TECHNOLOGY MANAGEMENT Software Product and Quality 22 *IT012 Prof. Aarthy Pandit Management 23 *IT013 Information Security in business Prof. Harshada Sarma 24 *IT014 IT & Telecom Management Prof. Harshada SarmaNote: Subjects for minor specialization are marked (*) under every discipline.
  3. 3. 401 : International Business TOPICSr.No. 1. Growth of International Business: Globalization, its Effects, Benefits & Costs, Multinationals; Firm-specific and location-specific advantages, Role of MNC’s in developing countries. 2. Environment of international business: economic, political, legal and cultural environment, Scenario analysis & country-wide-risks of investments decisions. 3. International business Competitive strategies: Porter’s model: Prahalad and Doz’s strategy model, Foreign Direct Investment, Joint Ventures, and Foreign Institutional Investment. 4. International Organisation and control: Organisational structures: Control Procedures: Location of decision-making, Role of Subsidiaries, Organisational Control, Bartlett & Ghoshal’s Model of TNCs. 5. International Trade: Theories of International Trade-Absolute Advantage Theory, Comparative Cost Theory, Opportunity Cost Theory, Hecksher-Ohlin Theory, Vernon’s Theory of International Product Life Cycle. 6. Balance of trade and balance of payments: Constituents of Capital Account and Current Account, reasons and Remedies for Adverse Balance of Payment. Convertibility of Capital Account. 7. Foreign exchange; Theories of Foreign Exchange rate determination-Mint Parity Theory, Purchasing Power Parity Theory, Balance of Payment Theory, Interest Rate Parity Theory, Role of world bodies like World Bank, IMF, IBRD and WTO in International Trade, Critical issues in trade world bodies like World Bank, IMF, IBRD and WTO in International Trade, Critical issues in trade. Total Recommended Books: 1) International Business by Ashwathappa, Tata Mc-Graw Hill Publication. 2) International Business by Paul J., Prentice Hall Publication
  4. 4. 402 :Business Ethics & Corporate GovernanceSr.No Topics . Business Ethics: Importance of Ethics in Business, Traditional Theories; Application of Traditional Theories to Modern Businesses. Overview of Ethics 1 Value Systems, Trusteeship Management- Gandhi an Philosophy of Wealth Management. Business and Society: Changing concepts and objectives of Business, Responsive Management, Corporate Social policy, Management by Values, 2 Social responsibility and profitability, Forces inducing Social Responsibility. Social responsibilities of Business Organization. Basic Framework of Normative Ethics: Ethics and Decision Making, Ethical Aspects Corporate Policy, Morality and Rationality in Organization, Moral 3 Relationship between Individual and Organization. Making Moral Decisions. Conflict between personal values and organizational goals. Corporate culture, Consumerism and Ethics: Consumer Rights, Exploitation of consumers, Consumer Protection, U.N. guidelines for Consumer Protection, Consumer 4 Protection and Consumerism in India, Ethics in Advertising, Woman in Advertising. Responsibilities of Advertising Agencies Ethics in Business Disciplines: Ethics and HRM, Ethics and Marketing, Ethics in 5 Finance and Accounting, Ethical implications of Technology. Ethics and Information Technology. Business ethics and Environment Management: Basics of Environment, Environment pollution, Ozone Depletion, Global Climate change, Air Pollution, 6 Water Pollution, and Waste Management. Environmental Regulations; WTO environmental provisions, Environmental Regulation in India, Environment Protection. Corporate Governance: Meaning, Importance, prerequisites, regulatory and 7 voluntary actions, 8 Models and Mechanisms of Corporate Governance 9 Codes and laws of Corporate Governance 10 Corporate Governance in India: Corporate scandals and best practices
  5. 5. TotalRecommended Books:Business Ethics : Concept and Practices By Prof. S. Krishna and Dr. B.H. Agalgatti, Niralipublication
  6. 6. 403 : Managing for ExcellenceSr. ContentsNo. What is Excellence? The foundation of Excellence – a) Strategy (Customer, Competitors and Company) and culture (Commitment, Competence and Consistency) b) Using strategic Thinking, The essence of strategic Thinking, How to think1 strategically , Replacing Planning with strategic thinking c) Culture Awareness and Culture Building, Assessing an Organization’s Culture d) How to match strategy and culture Leadership : a) Role of Individual Leaders in Creating Excellence b) Leadership Styles- Charismatic Leadership, Transformational Leadership,2 Visionary Leadership c) Contemporary Issues in Leadership – Emotional, Intelligence And Leadership, Team Leadership, Cross-cultural Leadership. Necessary Skills to achieve Excellence : a) Creative Insight – Importance of insight in selecting the successful strategy, How to become a Insightful executive; b) Sensitivity – Importance of Sensitivity in Initiating Strong Cultures, How to become a sensitive executive; c) Vision – Importance of Vision in uniting Strategy and culture, How to become a visionary executive,3 d) Versatility – Importance of Versatility in converting Threats into opportunities, How to become a versatile executive, e) Focus – Importance of Focus in exploiting the change, How to become a focused executive, f) Patience – Importance of patience in lasting the excellence, How to become a Patient Executive. g) Positive Thinking – Benefits of Positive Thinking, Steps To building a positive attitude. Emotional Intelligence: Importance of Emotions and Emotional Intelligence4 in creating Excellence : Emotional Literacy – a concept, Emotional Intelligence Applied, Improving Emotional Literacy
  7. 7. Creating Excellence: a) Startup – Organizing Strategy and culture, b) Growth – Holding Strategy and culture together and Determining5 Appropriate Strategy, c) Crisis – Radically Altering Strategy and culture, d) Evolution – Fine tuning strategy and culture i.e. Carefully Evolving strategy – Culture Alloy. Creating Excellence in the process: a) TQM – Objectives, procedure b) ISO series – an overview, c) Quality Standards d) Kaizen way of thinking –Usefulness of Kaizen in managing for Excellence – e) Six Sigma – Concept, a tool to make improvements in all operations within a process6 f) Stages of six sigma implementation – Discover, Decide, Organize, Initialize, Deploy, Sustain, g) Six areas fundamental in improving a company’s Excellence – Process improvements, Product and Service improvements, Investor Relations, Design Methodology, Supplier improvement, Training and Recruiting h) Studying minimum one international company that achieved an excellence and sustained growth with the help of application of Six Sigma Strategy – (e.g.General Electric, Polaroid Corporation, Allied Signals etc.) Total Recommended Books: 1. Achieving Managerial Excellence by S.K.Bhattacharya; S.G.Wasani, Macmillan India Ltd. Publication 2. Creating Excellence by Craig R.Hickman & Michael A. Silva; George Allen & Unwin
  9. 9. Planning and Acquisition & DeployingSr. TOPICSNo. Job Analysis: Process and associated problems; Job Analysis Techniques,1. Competency based approaches HR Forecasting Process: Forecasting Activity, Benefits of HR Forecasting; Key2. Personnel Analyses; Environmental and Organizational factors affecting HR Forecasting; Forecasting Time Horizons and determine net HR requirements. HR Demand: Trend Analysis, Expert Forecasts, Delphi Technique, Nominal3. Group Technique, HR Budgets, Scenario Forecasting & Regression Analysis HR Supply: Skills and Management Inventory, Succession and Replacement4. Analysis, Markov Model, Linear programming; Movement Analysis, Vacancy Model, HR supply and retention programs. Matching Demand and Supply Forecasting: Tackling shortage, managing5. surpluses, maintains bench strength; Out sourcing decisions, contracting and negotiating outsourcing assignments HR Acquisition: External and Internal influence on staffing; Methods and sources of recruitment- Internal & External; methods of selection and the6. selection process; alternatives to permanent hires; Recruitment & Selection processes and policies, Job fit analysis Succession Management: Importance and evolution of succession management; Succession Management Process and associated soft spots;7. Employee role in succession management; Deriving a succession plan and implementation of the same. Career Planning: Contemporary career notions; Career stages; Career8. Planning and Development; Designing and Implementation of Career Management Systems Total Recommended Books: Personal Human Resource Management by David A. De cenzo and Stephen P. Robbins.
  10. 10. Organization Design & StructureSr TOPICS.No Organizations and Organization Theory - What is an organization; Organization as System; Dimensions of Organization Design Evolution of Organization1. Theory & Design Role of Organization Theory and Design Organizational Purpose and Structural Design Organizational Strategies and design Organizational Effectiveness: How value is created- Organizational Structure, Culture, Design and Change; Importance of Organization Design and Structure;2. Consequences of poor design; Managing effectiveness through various approaches: External Resources, Internal Systems & Technical Approach – Measurement of effectiveness Basic Challenges in Organization Design: Differentiation- Horizontal & Vertical; Integration and integration mechanisms; Balancing between Integration and3. Differentiation; Balancing between centralization and de-centralization; Balancing standardization and flexibilities; Mechanistic and Organic Organization structures Authority and Control- Emergence of Hierarchy; Size and height, problems with tall organizations; Ideal hierarchy level, chain of command & span of control;4. Control factors affecting hierarchy through differentiation, centralization and standardization; Bureaucracy advantages and MBO – Implications on Designing Organization Structure Types of Structures: Functional, Divisional & Multi divisional around product or markets, Geographic structure; Matrix structure (product or functional matrix) multi divisional matrix structure; Network structure; Conglomerate Structure;5. Boundary less structures; Hybrid Structures- Advantage and disadvantages of each and their perspectives in terms of Specialization and Coordination in designing structure. Organization Design, competencies and technology: Technical complexity and its impact on organization effectiveness. Technologies in small batch, mass6. production & continuous process and implications organization structure. Routine tasks and complex tasks; task interdependence in mass production and
  11. 11. advanced manufacturing processes Organizational Life cycle: Organizational birth – population ecology model; Organizational growth – institutional theory & Greiner model; Organizational7. decline and death; Organizational change – deciding on change targets, forces for and restraining change; evolutionary and revolutionary changes; Managing change through Organization Development processes Managing Organizational Conflict, Power and Politics: Understanding meaning of organizational conflict, power and politics; Pondy,s model of organization8. conflict; Conflict resolution strategies; understanding sources of organization power; use of power leading to politics; costs and benefits of organization politics. Total Recommended Books: Organization Theory, Structure, Design and applications by Stephen P. Robbins and Mary Mathew, Pearson Publication
  12. 12. Organization Diagnostics & DevelopmentSr. TOPICSNo Introduction to OD: Definition of organizational development (OD ) History of OD: The laboratory Training – The survey research and feedback – The1. action research – Socio technical and socio-clinical parallels – Extent of application Underlying Assumptions and Values: Assumptions about people as individuals – Assumptions about people in group and about leadership –2. Assumptions about people in organizational systems – Assumptions that relate to values in the client organization – Values and belief system of behavioral scientist change agents. Relevant Systems Concepts: The concept of system – Organizations described in systems terminology – Relevance to OD Operational Components: The nature of OD Overview of the operational components of3. OD – The diagnostic component: Diagnosing the system and its process – The action component: Intervening in the client system – The process – maintenance component: Maintaining and managing the OD process – OD action research and analysis of discrepancies. Characteristics and Foundations of the OD Process: The Nature of OD: OD is an ongoing interactive process – OD is a form of applied behavioral science – OD is a normative-re-educative strategy of changing – OD views4. organizations from a systems approach – OD is a data –based approach to planned change – OD is experience based – OD emphasizes goal setting and planning – OD activities focus on intact work teams – OD uses participative / empowerment model. Action research and OD: A brief introduction to action research – Action research as a process – Action research as an approach – The history, use5. and varieties of action research – When and how to use action research in OD. OD Interventions – An overview: A definition of OD interventions – A brief word about the nature of OD interventions – The major families of OD interventions – some classification schemata for OD interventions Team Interventions: Teams and work groups: Strategic units of organizations –6. Team building interventions – The family group diagnostic meeting – Role analysis technique interventions – A role negotiation technique – Responsibility charting – The force field analysis technique – Agestalt orientation to team building. Intergroup interventions and third-party peacemaking interventions: Intergroup team- Building interventions – process consultation interventions –7. Third-party peacemaking interventions – Sensitivity-Training Laboratories – Transactional analysis – Behavior modeling – Life and career planning interventions- Organization mirror interventions.
  13. 13. Comprehensive Interventions: The Confrontation meeting – Strategic management activities – Survey feedback – Rensis Likert’s system &8. management – Grid organization development – The contingency theory of Lawrence and Lorsch. Structural Interventions and OD: Suggested Criteria for Congruency – In congruency With OD – Job design – Quality circles – MBO and Appraisal – Socio technical systems and work restructuring – Quality of work life projects9. – The collateral organization: A task force with a difference – Physical settings and OD – Similarities and differences between OD and selected structural interventions. Issues in Consultant – Client Relationships: Defining the client system – The trust issue – The nature of the consultants expertise – Other dimensions of10. the initial “ contract “ - Diagnosis and appropriate interventions – Depth of intervention – On being absorbed by the culture – Action Research and the OD process – Implications of OD for the client Total Recommended Books: Organization Development by Wendell, L. French, Cecil H. Bell Jr., Veena Vohra, Pearson publication
  14. 14. HR Information SystemSr. TOPICSNo Introduction to HRIS; Objective and Importance of Human Resource Information System – Organizational benefits - HRIS modules and sub1. modules and points of integration; advantages of a fully integrated Human Resource Information System Information linkages to an integrated HRIS: Corporate objectives, values, processes, procedures, Products, technology, customers, market, competition; Processes, systems, policies and procedures in the human resources2. management process with Specific linkages to recruitment, selection and induction, information – personal, professional and potential. Salary, benefits, medical, financial, family etc. Integration of attrition, development, retention, deployment and separation aspects and its decision criteria through HRIS. Methods of information collection and collation. Design of Forms & formats for capturing, storing & retrieving data. Creating the logical process flows and the flow charts. Defining the input points and the other human touch3. points. Principles of HRIS data creation, storage and retrieval. Interfacing with organizational IT System and exchange of data and information between HRIS and the IT backbone in the organization. Ensuring data fidelity, selective usage, access policies and data input rights. HRIS sub- systems/ modules; their creation, data maintenance and integration for interfacing with other modules and organizational IT system. HR processes and their linkages covering Recruitment & Selection, Induction – Post induction, Compensation and Benefits information system. Welfare benefits, insurance and legal inputs and information systems.4. Learning & development information inputs and systems. Performance related information – inputs and system. Competency profiling, competency development related inputs and information systems leading to provisions for Talent Management. Separation related information system. Knowledge and understanding of the popular Software supporting Human Resource Information System. Introduction and modules wise discussions5. relating to HR modules in SAP ; People-soft.; Available solutions for HRIS for relatively smaller companies in India Strategic evaluation of the Human Resource Information System deployment6. and interface to other IT based organizational systems for appropriate data collection, analysis and usage in HRM. The change management aspects in introduction of HRIS in respect of employees.
  15. 15. Case studies of HRIS applications in leading organizations in the world. 7. Progress of HRIS usages in India. Innovations in HRIS – state of the art deployment of HRIS with specific emphasis in India. TotalRecommended Books:HR Information Systems by Michael J. Kavanagh & Mohan Thite, Sage PublicationsIndia Pvt. Ltd
  16. 16. HR Strategic ManagementSr.No TOPICS Strategic HRM: Aim of SHRM – Models of strategic HRM – Resources based HR Strategy – Approaches to development of HR Strategies – 1. Approaches to achieving strategic fit. Cascading Corporate Strategies to HR strategies Aligning HR with Strategy: Linking HR processes to strategy; Business 2. Unit Strategy: Evaluating HR function for business improvement; Characteristics of an effective HRM Strategy; Strategic HR Planning Model Human Resources Environment: A brief overview; Human resources in Knowledge economy; Changing scenario in human resources availability, performance orientation and skill sets; Changing needs of organization in 3. HR capabilities, capacity and deliverables; changing supply demand equation; changing needs in work orientation, team configurations and leadership HR Strategies-formulation & Implementation: Fundamental process conditions – Strategic frameworks-models for developing strategic-key 4. business issues – implementing HR Strategies – Formulating HR Strategy – Content of HR Strategy Corporate issues achieving integration. Human Resources Evaluation: Background, Definition and overview; HRM and firm’s performance; Rationale for HR Evaluation; Measures for HR 5. Performance; Approaches to HR Evaluation; HR Audit and linkage to Organizational Performance HR Linkage to Organizational Competence Needs: Organizational Competence needs, connecting to competencies at Individual levels; 6. Linking organization Values & CSFs to competency frameworks; Integrated view of Organizational Development through systems and competency building frameworks HR Linkage to Organizational Performance Needs: Organizational Performance needs, connecting to Performance at Individual levels; 7. Cascading of organizational Goals; Balanced scorecard framework; Linking performance measures at individual levels to organizational measures Organization Learning: Reorientation from Training and Development to broader scope of learning and development; Integration individual 8. development process to organizational development needs. An integrated approach between Performance Management, Competency Management and Learning and Development
  17. 17. Strategic HR and HR Systems and Processes: Linking all HR processes and systems covering PMS, CMS, L&D, Compensation and benefits,9. Recruitment and Selection, Career Development, Succession Planning, etc. to Corporate Strategies. TotalRecommended Books:Strategic HRM by Tanuja Agarwala, Oxford University Press
  18. 18. Global Human Resource ManagementSr. TOPICSNo.1. Introduction: Concept and Objectives of Human Resource Management: Traditional and Modern perspectives in HRM. Themes in HRM; Contemporary Global trends in HRM.2. International Context of HRM: Cross National differences in personnel and organizations; Cultural factor in Human resource policies; Complexities and issues in managing human Resource across countries; International HRM department and functions; Models of International HRM.3. International Staffing: Recruitment – Sources of international human resource power; Selection strategies for overseas assignments; International transfers; Problems of repatriation of overseas expatriates and strategies to tackle these problems.4. Compensation in International Perspective: Factors, Package, methods and trends; Motivation in cross-cultural context.5. Training and Development: Training and development for expatriates; training and development for international staff.6. Direction, Supervision and control: Issues and strategies for directing and supervising in International context: Enhancing interpersonal communication; Performance appraisal – Criteria and process’; International control mechanism.7. International HRM and Industrial Relations: A framework for International Industrial relations: Employees participation – Practices in various countries.8. Designing Organization: for Dynamic International Environment; Human resource aspects in acquisitions and mergers. Challenges to International human resource managers. Total Recommended Books: Human Resource Management by K. Ashwathappa, Tata McGraw Hill publishing Company Pvt.Ltd
  20. 20. Rural MarketingSr. TOPICSNo.1. Rural Environment & Economy: Development Exercise; Rural urban disparities; Policies and government interventions; Rural impact of reforms processes. New opportunities and newer markets. Income generation and expenditure patterns; Literacy levels and infrastructure facilities; Indicators for Rural Market Index2. Rural Marketing: Introduction; the new discipline; Concept and scope; Nature of rural markets; Taxonomy of rural markets; attractiveness of rural markets; Rural vs urban marketing; value added implications of rural marketing3. Rural Consumer Behavior: Internal and external stimuli; Challenges and Models of consumer behavior; Buying- characteristics, decision process, evaluation process, behavior patterns; Brand recognition and brand loyalty in the rural markets4. Rural Marketing Information systems: Concepts and significance Market research techniques in the rural environment; Marketing intelligence and internal reporting; Decision support systems for rural marketing;5. Selecting and attracting markets: Introduction, concepts and processes; Segmentation and degree of segmentation; guidelines and bases for segmentation; Targeting and positioning;6. Rural marketing Strategies: Product concepts and classifications; Product mix decisions and competitive product strategies; Pricing strategies and policies; Promotion strategies – promotion mix based on profiling the right audience; promotional campaigns for the rural audience. Communicating in the rural landscape; operationalizing communications strategy7. Rural distribution: Selection of channels and locations; The coverage strategy; logistics in rural distribution; Impact of the growing economy in new distribution channels evolution;8. Role of Cooperative Institutions in Rural Marketing: Cooperatives and organizations; Structure and types of Cooperative Organizations; Impact of Cooperatives in rural marketing; study of eChoupals in India Total Recommended Books : Rural Marketing by Badi and Badi
  21. 21. Strategic MarketingSr. TOPICSNo. Introduction to planning and control The Management Process – The Relationships Between Marketing Planning and Corporate Planning – The Basis of Planning and Control: The Cycle of Control and the Nature and1. Role of Strategic, Tactical and Contingency. Planning Management: The Contribution of Market Research to each stage of the Planning Process. Approaches to the Assessment of the Value and Validity of Data. The Marketing Audit / Situation Analysis Environmental analysis (PEST ) - Industry Analysis; Competitor Analysis ( Porter’s models ) – Customer Analysis ( segmentation, positioning, buying behavior ) - Financial Analysis – P & L and the balance sheet, case flow, ratio analysis – Review of the2. marketing planning process and marketing mix – The SWOT analysis. Critical factor for success – Sales, profit and technological forecasting. Approaches to reviewing marketing effectiveness and measuring marketing capability – Marketing Growth strategies ( Ansoff, Boston, Porter, etc) : Growth strategies; Market penetration strategies of existing markets; Market and Product development strategies; Growth through new products; Growth3. through diversification or vertcal integration; Core product concept; PIMS; experience curves; the growth matrix and gap analysis – The bases of competitive advantage and the contribution of the value chain to improving margins. Issues of customer care. Strategic direction and Strategy formulation: Missions and objectives – Structural market and environmental analysis. Market segmentation ,4. targeting and positioning.The formulation of marketing strategy: The development of a meaningful and sustainable competitive stance; models of portfolio analysis; Strategic choice and evaluation The strategic and tactical management of the marketing mix and each of its constituent elements – the dimensions of relationship marketing. The resource implications of mix decisions – Sources of funds – The application of financial and nonfinancial criteria to5. choice evaluation. Buying behavior models; diffusion of innovation; experimentation; test marketing; competitive response modeling; matrix analysis; Marketing Research Decisions Types of marketing research – Information specifications and justifications – Methods of data collection – The marketing research plan – The marketing information system
  22. 22. Strategic implementation and control: Basic control concepts and their application throughout the planning and implementation process – problem areas and organizational considerations: the role of internal marketing.6. Management controls: budget, programming and scheduling; networks; performance evaluation; ratio analysis; corrective responses; benchmarking – Collaborative Strategies: Overall logic of strategic collaboration; Strategic7. alliances and partnerships; relationship marketing; brand leveraging;network marketing; Customer service as strategic focus & measuring and monitoring of customer satisfaction Marketing Planning and Control Decisions The comprehensive marketing plan; The connectivity to Corporate Plan; Nature and content of marketing plan including the mix, budgets, action schedules and contingency8. planning. Financial Feasibility studies and risk evaluation Implications of the marketing plan: Cost, cash flow, working capital investment Putting strategies to action Total Recommended Books : Strategic Marketing by David Acker
  23. 23. Multi level MarketingSr.No. TOPICS Introduction to Multi Level Marketing: A definition of multilevel marketing and related MLM resources. MLM Or A Pyramid Scheme? MLM opportunities and1. pyramid schemes difference between a legitimate MLM opportunity and a pyramid. MLM or Network Marketing Opportunity - The Relationships Between Multi level Marketing and Network Marketing Multi-Level Marketing; Study of Relationship Marketing; Network Marketing; Consumer Direct Marketing; Seller Assisted Marketing; Process of setting up a multi- level marketing; Recruiting multi level promotion network; Competencies2. and skills required; Criteria for selection of MLM participants; Legal issues and provisions of competition act in multi level marketing; Methods for evaluating a network/ MLM opportunity; Multilevel Marketing as a Business. Network Marketing as a Social Network: Network Theory Properties of Networks; Degree distribution: Network Dynamics: Dynamics on the network: Social Networks (1) Structural: (2) Resources (3) Normative: (4) Dynamics: Models of Networks: (1) Random networks: (2) Scale-free networks: (3) Hierarchical networks- Network Marketing as a Scale-Free Network. Model3. Construction: The Model; Modelling Scale-Free Networks; Modelling Network Marketing Structure Running the Model Assessment of the Model Network Marketing. Diffusion Process; Structure Growth and Diffusion network - growing process diffusion of products or services, Understanding Growth and Diffusion of NMOs Organisational Structure in Multi level marketing; Simplification of the Criteria for a Better Understanding ; The Radius of Activities; Hierarchies and4. Differentiation of Tasks; Symbols and Legend; Common Features of multi level marketing as Distinguished from the Standard Case of the Purchase; Offer and Demand; Strategies to Initiate Business. Recruitment & Compensation: Methods of Recruitment; Remuneration Systems; Marketing Structure as a Means of Personnel Recruitment; Transparency of the Remuneration and Career Perspectives; Controlling Systems; The Private5. Sphere; Performance and Counter-performance; Selling into the System . Massive actions and results through lead generation; being a responsible sponsor and sponsoring MLM Business; MLM & Relationship Marketing; Mistakes that can kill a MLM Network;
  24. 24. MLM Growth strategies: Growth strategies; Market penetration strategies of existing markets; Role of penetration in creating the MLM structure and 6. operational zing the same; The bases of competitive advantage and the contribution of the value chain to improving margins. Issues of customer care. Multi Level Marketing; Contractual Relations between Company and 7. Dealer/Sponsor ; Monitoring and Surveillance – Relationship between Dealers and Consumers; Dealers Perspective – Consumers Perspective – Relationship between Sponsor and Dealer ; Snowball/Pyramid System - The Structure and the Business Practices of the Systems MLM Planning and Control: The comprehensive MLM plan; The connectivity to Organizational objectives; Nature and content MLM plan including the mix, 8. budgets, action schedules and contingency planning. Financial Feasibility studies and risk evaluation; Implications of the MLM plan: Cost, cash flow, working capital investment TotalRecommended Books : 1) Wave 3: The New Era In Network Marketing - Publisher - Prima Life - by Poe Richard 2) Network Marketing For Dummies by Zigler Zig
  25. 25. Marketing OperationSr. No. TOPIC Creating Value:-4 Cs -Customer Solution, Customer Cost, 1. Convenience and Communication, Choosing the Customers Market positioning, determining your place in the marketplace 2. and communication Communicating Value - Understanding the difference between 3. goals and objectives and ensuring they are SMART Situation analysis - SWOT and PEST analyses to determine the 4. present health of the organization. Going to Market – Channel Specification, Capturing Value – 5. Pricing, a value based approach. 6. Brands and Branding. Managing customers for profit – Customer Management, 7. Managing Customers for profit, Sustaining Value Total Recommended Books : Marketing Management by Rajivlal and John A. Quelch, V. Kasturi Rangan, Tata McGraw Hill Publication
  26. 26. Project MarketingSr. No. TOPICS Project Marketing: Introduction; the new discipline; Concept and scope; 1. Nature of markets; Characteristics of customer and markets; assessing attractiveness of markets; value added implications of project marketing Project Environment & Economy: Project & product marketing differences. Policies and government interventions; Impact of reforms processes. New 2. opportunities and newer markets. Income generation and expenditure patterns; Literacy levels and infrastructure facilities; Selecting and attracting markets: Introduction, concepts and processes; industry-proven demographic, consumer expenditure, demographics, business data and lifestyle segmentation. Segmentation and degree of 3. segmentation; guidelines and bases for segmentation; Targeting and positioning; identify new opportunities and maximize their investments, powerful customer segmentation systems; implement effective target marketing; increase foot traffic, find buyers & plan promotions. Project marketing strategies: Concepts and classifications of products of the project; Product mix decisions and competitive product strategies; Pricing strategies and policies; Promotion strategies – promotion mix 4. based on profiling the right audience; promotional campaigns for the target audience. Communicating in the project landscape; operational zing communications strategy Competitive Strategy and Real Estate Marketing: Real estate as an industry & whole sector of the economy; Industry analysis; many distinct businesses, developing shopping malls, putting up prime downtown commercial space, and brokerage. Different economic logic for each; 5. terms of its fundamental attractiveness. Position within the industry. Competitive environment and sustainable competitive advantage Income builders versus investment builders. Modifications in the nature of contracts, the structure of deals, and deal making. Expanding market share by uncovering hot spots of opportunity; Optimizing network based on demand in the market, Creating strong project portfolios by accurately assessing values. Uncovering the right 6. retailer mix for the project outcomes; develop projects where there is high demand and a strong buyer base; Maximize returns from project investments with reliable marketing strategies
  27. 27. Customer and Relationships: Managing customer relationships; Defining and Segmentations on customer expectations and building operational 7. plans to exceed them; Affording customer service, satisfaction, service quality and confidence; Managing customer perceptions Going beyond Standard Marketing: The conventional marketing channels--major newspapers and magazines, trade press, and trade 8. shows--are important, but an open-source project has other ways to reach potential users and developers, including newsgroups, mailing lists, webzines, and weblogs etc.. TotalRecommended Books : 1) Project Marketing: Beyond Competitive Bidding by Bernard Cova (Author), Pervez Ghauri (Author), Robert Salle (Author) 2) Project Management in New Product Development by Bruce Barkley
  28. 28. VIRTUAL MARKETINGNo. Topics1. E Business Fundamentals: Internet Basics: Internet, Intranet, Extranet, Portals, Web and Wireless. Concept of e-Business & e-Marketing. Markets (including B2C, B2B and C2C)2. The Virtual Value Chain: Marketplace vs. Market space - Visibility, Mirroring Capability and New Customer Relationships - The Network Economy - "Moores Law" and "Gilders Law" - E-Marketplaces and Economic Impacts3. Consumer Behavior on the Internet: Demographic, geographic, psychographic and behavioral factors important to e-Marketing. Motivations for shopping on the net -attributes of online shopping.4. Information for Competitive Marketing Advantage: Marketing Research on the Net - Using Data Tools to Enhance Performance & for marketing intelligence.5. The Internet Marketing Mix: Continuum of purely virtual to purely physical products- Product in the Internet Marketing Mix - presenting product online, building a brand – Price in the Internet Marketing Mix - Importance of price competitiveness to e-Business - Place in the Internet Marketing Mix : the importance of fulfillment, logistical considerations- Promotion in the Internet Marketing Mix - reaching the e consumer6. Customer Experiences on the Web: The webs ‘unique capabilities’ – Interactive communications with customers for - organizational learning, service capability, convenience.7. e-Customer Relationship Management: The Economics of e-Loyalty – The importance of trust - The importance of focusing on the "right" customers – Price rational vs. price obsessive consumers, loyalists vs. butterflies - Upselling and crossselling. Relationship Capital – eCRM - Internet strategies facilitating CRM – including personalization, collaborative filtering, data mining, data warehousing and real-time profiling. Introduction to Operational, Collaborative, Analytical CRM.8. Virtual Communities: Building Partnerships through Community - User- Generated Content, Blogs9. Legal and Ethical Issues: Privacy and Security Concerns - Electronic Payment System - Different types of payment modes, e-cash, e-check, e- money - E-Security – Firewalls10. The Future of e Marketing.Books Recommended:-1. e-Service-New Directions in Theory & Practice: Roland T. Rust and P.K. Kannan2. Prasad Gadkari’s Guide to E-Marketing
  30. 30. Project Infrastructure FinanceSr. TOPICSNo Project Finance Overview; Phases of capital expenditure decisions, generating and1. screening of project ideas. Feasibility Analysis: Market and Demand analysis, Application of Demand2. Forecasting techniques Technical Feasibility and Financial viability study, Feasibility Report. Appraisal Criteria: Components of Project Report / Market feasibility Internal3. rate of return, Benefit Cost Ratio. Payback period. Accounting Rate IRR, Ranking conflict, When IRR & NPV agree and when they differ. Risk Analysis: Types of Project risk, Measures of risk, Sensitivity analysis,4. Scenario analysis, Monte Carlo simulation, Decision tree analysis. Project Cash Flow: Incremental principle , Long term funds approach, Exclusion of financing costs principle, post tax principle, components of the5. cash flow stream, cash flow relating to: long term funds, equity, total funds, biases in cash flow estimates. Means of Finance: Examination of different schemes for financing fixed6. assets and working capital by lending institutions.7. Network Techniques like PERT &CPM. Social Cost Benefit analysis; UNIDO Approach, Shadow pricing, economic8. rate of return, domestic resource cost.9. Study of Project Finance Application of Financial Institution. Infrastructure Finance State policy and infrastructure: Identification of projects. Fiscal incentives,10 ECBs for infrastructure, etc.11 Issues in creating a regulatory framework. Key operators in infrastructure development; private public government12 partnerships issues, concern and challenges, Generation of Ideas, feasibility study. Market and demand analysis, technical13 analysis, financial analysis of Projects.
  31. 31. 14 Evaluation of projects and means of finance.15 Overview of the issues in infrastructure development. Structuring and Pricing Methods for infrastructure. Counter guarantees from16 the state. Structured obligations and Escrow mechanisms Allocation of risks, political and environmental issues and structuring special17 purpose vehicle for specific projects. Total Recommended books : Projects by Prasanna Chandra
  32. 32. Working Capital ManagementSr.No. Topics Working Capital Management: introduction, concept of working capital ;importance of working capital, factors influencing W.C. requirements, 1 operating cycle and cash cycle, levels of working capital investment, optimal level of W.C. investments. Overall W.C. policy. Planning of working capital investment: introduction, need, determinants, computation of working capital. Financing and control of working capital- introduction, sources of finance including accruals, trade credit, W.C. 2 advance by commercial banks, regulation of bank finance, public deposits, ICDs, short term loans from FIs, right debentures for W.C., commercial papers and factoring. W.C. & banking policy (Tandon, Chore, Marathe committee reports.) Cash management system: introduction, motives for holding cash and marketable securities; factors determining the cash balance, the cash system; managing the cash flow; types of collection systems, mailed 3 payment collection system, other collection systems. Cash concentration strategies; disbursement tools, investment in marketable securities; types of marketable securities. Forecasting cash flows: introduction, methods of financial forecasting, forecasting daily cash flows, sources of uncertainly in cash forecasting, 4 hedging cash balance uncertainties, hedging via interest rate, futures & options on futures. Receivable management: introduction, objectives, costs, benefits, credit 5. policies, evaluation of the credit applicant, credit terms, collections from accounts receivable. Inventory management: introduction, type of control required, cost of 6. holding inventories, inventory control models, inventory control responsibility, other control devices, inventory management & evaluation. Total Recommended books : Finance Management by I.M.Pandey
  33. 33. Financial ModelingSr.No Topic 1. Introduction to Financial Modeling Time Value of Money: Present value computations of single & multiple Cash flows; Future value computations of single & multiple Cash 2. flows; Net Present Value; Internal Rate of Return (IRR); Loan Amortization Table plotting Leasing: Conceptual understanding Leasing terms & calculations; Rationale behind Lease versus Buy options of an asset; Calculations 3. after accounting for Residual Value; Computations of monthly Lease Rentals Capital Budgeting: Choosing a Discount Rate; Applying NPV & IRR criterion for Project Evaluation; Financial Calculations relating to Capital Budgeting Principles; 4. Financial Calculation involving Depreciation & Tax Shields Case Study solving involving end to end Capital Budgeting process Capital Budgeting Advanced: Funding Cost as Discount Rate; Weighted Average Cost of Capital (WACC) ;Lease versus Purchase 5. after accounting for Tax & No Tax scenarios ; Scenarios involving Levered & Unlevered Investments; Gordon Dividend Model (or Dividend Discount Model) Financial Planning Model Design: Concepts & Understanding of Free Cash Flows; Financial Model development involving Fee Cash Flows; 6. Analysis of Income & Balance Sheet Statements ; Valuation of Firm Analysis; Discounted Cash Flow Techniques Total Recommended books : Financial Modeling by Simon Benninga
  34. 34. Strategic Finance ManagementSr.No. TOPIC Conceptual Framework: Meaning of SFM; Evaluation of costs and 1. benefits; Reasons for managing business financially; Strategy & strategist; 9-s model for SFM. Compensation Management: Need of compensation management; Types 2. of employees & compensation strategy; Design of wage policy; Negotiations; Design and implementation of VRS; Implications of FBT. Financial Aspects of Supply Chain Management strategy with respect to following areas :Vendor management; Purchasing; Inventory control and 3. its techniques; Distribution Management; Relationship with dealers; Product pricing; Marketing cost analysis Corporate Valuation: Reasons for valuation of business enterprise; Different Approaches to enterprise valuation 4. a. Market Related Valuation-At replacement cost and realizable value. b. future cash flows; C. Market Capitalization; d. Economic value added approach. Overview of financial engineering: Meaning; Benchmarking practices; Innovative sources of Finance; a. Off balance sheet financing; b. Versatile 5. bonds; c. Junk Bonds; d. Vendor Finance; e. Co operative federation. Funding strategies, monitoring and assessment; Programs and policies to reward various stake holders. 6. Financial Restructuring : Ethical Aspects: Ethical Dilemma faced by Financial Managers. Need for corporate social responsibility; Corporate governance; a. 7. Recommendations of Kumar Mangalam Birla Committee; b. Recommendations of Narayanan Murthi Committee; Financial Restructuring a. Need. Total Recommended books : Strategic finance management by Jakhotiya
  35. 35. Strategic Cost ManagementSr.No. TOPIC 1. Meaning, nature and significance of strategic Cost Management 2. Value Analysis and value addition 3. Activity based costing 4. Waste Management-Scraps, defectives etc. 5. Method study and work study 6. Cost benefit analysis, Profit planning. 7. Role of Budgetary control and standard costing in profit planning. 8. Productivity improvement- Various tools and techniques including Kaizen and Six Sigma. 9. Brand building-cost implications of brand building. 10. Supply chain Management- Cost implications. Total Recommended books : 1) Strategic Cost Management by Foster 2) Cost Management by Ravi M. Kishor
  36. 36. ValuationSr.No Topics 1. Shareholders Value Maximization and Corporate Strategy Financial Statement Analysis; Estimation of Cash Flows; 2. Estimation of discount rates; 3. Special Cases in Valuation: Cyclical firms, firms in financial distress; private firms, technology firms etc 4. Different valuation models & their application in real world, Overall Business Valuation for Acquisition decisions, Valuation of 5. Intangibles, EVA Vs. MVA, Brand valuation. Total Recommended books : 1) Valuation by Mckinsey (written by four authors working in Mckinsey) an excellent book) 2) Valuation by Ashwath Damodaram
  38. 38. Software Product and Quality ManagementSr. No. TOPICS Quality Principles / Concepts: Definitions of Quality, Quality Attributes. Producer’s & Customer’s view of quality, Quality Concepts: Product Quality & Process Quality, Cost of quality, Plan-Do-Check-Act, 1 Benchmarking, Continuous improvement, Best Practices, Quality Objectives, Quality Assurance vs. Quality Control, Quality Pioneers: The contributions made by Deming , Juran , Crosby. SDLC concepts from Quality approach: Roles / Responsibilities: Requirements, Design, Interfaces, Build and Install, Maintenance. 2 Various types of Projects, Role of SQA in the various types of projects. The "V" Concept of Software Development Quality Models & standards: Purpose of a Quality Model, Types of models, Model Selection Process, Need for Baseline Assessments and measurable goals and objectives, Using Models for Assessment and Baselines. Industry Quality Models : a. Software Engineering Institute’s Capability Maturity Model b. ISO 9000:2000 3 c. The Quality Assurance Institute’s Approach to Quality Implementation d. Following model can be covered in brief: Kaizen, Malcolm Baldrige National Quality Award, ISO 12207, The Institute of Electrical Electronics Engineers (IEEE) Standards , BS7799 Quality Management : Management’s Quality Directives , Vision, Values, Quality Policy, Quality Ownership, Quality Management Techniques, Approaches ,Implement quality models, principles, Strategic quality plans, Cultural Change, Quality Training, Building 4 support for quality Various teams/functions related to Quality in the organizations : Software Engineering Process Group (SEPG), Software Quality Assurance team, Metrics team, Internal Auditing team, Process training team, Independent Testing Team. Quality Assurance: Establishing quality function, IT quality plan, Quality tools-selecting and using tools, Management Tools(Pareto chart, cause 5 and effect diagram, run charts), Problem Identification Tools ( flow charts, check sheets, brainstorming, benchmarking), Problem Analysis Tools (histograms, force field analysis). Applying Quality Assurance to IT Technologies and IT Technical Practices, Quality assurance and internal
  39. 39. auditing. Process Management : Define a process, need for processes, PDCA for process – Planning processes(inventory, mapping, planning), Do6 processes (definition, control), Check process(measurement), Act process ( process improvement) Quality Control : (Ensuring Product Quality) System of Internal Control - Internal System Controls like Management Controls, Application Controls, Quality Control Verification and Validation : Verification Methods (Reviews, Walkthroughs, Inspections, Requirements Tracing, Phase-End Reviews), Sample checklists which are used to review/inspect the various SDLC documents such as Requirements Review Checklist, Design Review Checklist, Code Review Checklist. Validation Methods : Test Concepts : Testing techniques ( white box (logic driven), black box (data driven), Incremental (top-down and bottom-up), and regression), Test stages ( Unit,7 integration, system, user acceptance), Testing methods. (Methods of types such as unit/program, performance (subsets include volume and stress, security, and controls) and recovery), Regression testing (Verification that current changes have not adversely affected previous functionality), Independent testing, System acceptance (Testing of the system to demonstrate system compliance with user requirements) Test Program Development : Test plan, Test Cases, Procedures, Test Data, Test Scripts, Test Completion Criteria ( Code coverage, Risk , Error rate), Test Automation, Testing tools and Defect Tracking tools, configuration management tool (only introduction which covers the various features of the Test Automation tool)
  40. 40. Software configuration Management : Change Control / Version Control Defect Management - Defect Recording, Tracking, Correction and Reporting.8 Corrective Action on Defects. IT Auditing Coordination - Knowledge of IT audit function and how to effectively coordinate with work schedules; response to implementation of IT audit recommendations; and joint projects with the IT audit section of the organization’s internal auditing department. Risk Management: Define, classify, identify, analyze, prioritize, respond9 to, resolve, monitor, and manage risk. Measures & metrics: Need for measures, Characteristics of measures and methods. The definitions and concepts, Complexity measurements, Software size measurements ( such as lines of code, function points),10 Effort variance, Schedule Variance, Cost Variance, Defect measurements, Customer Quality Evaluation Measurement Methods, Customer satisfaction measurement using customer survey forms and adherence to Service Level Agreement. TotalRecommended Books : 1) Software Quality by Martin, Ftringer Publication 2) Software Engineering by Roger Pressman, Tata McGraw Hill publishing Company Pvt.Ltd
  41. 41. Information Security in businessSr. TOPICSNo. Access Control : a. Access Control Principles and Objectives i. Types of Information Security Controls ii. Purposes of Information Security Management b. Access Control Issues 1 i. Biometric Identification ii. Technology and Privacy Collision iii. Relational Data Base Access Controls Using SQL c. Access Control Administration i. Implementation of Access Controls Communications Security a. Telecommunications Security Objectives, Threats, and Countermeasures 2 b. Network Security i. Security Model for Networks and the Internet ii. An Introduction to LAN/WAN Security iii. Internet Firewalls Risk Management and Business Continuity Planning a. Risk Analysis & Assessment b. Business Continuity Planning 3 i. Business Continuity in Distributed Environments c. Distributed Systems BCP i. The Business Impact Assessment Process Policy, Standards, and Organization a. Information Classification b. Security Awareness 4 i. Information Warfare c. Organization Architecture i. Enterprise Security Architecture d. Policy Development
  42. 42. Computer Architecture and System Security a. Computer Organization and Configuration i. Secure Systems Architecture5 b. Microcomputer and LAN Security c. System Security i. Systems Integrity Engineering Law, Investigation, and Ethics a. Legal and Regulatory Issues i. Computer Abuse Methods and Detection6 ii. Federal and State Computer Crime Laws b. Computer Crime Investigation and Computer Forensics c. Information Ethics i. Computer Ethics Application Program Security7 a. Role-Based Access Control in Real Systems b. Security Models for Object-Oriented Data Bases Cryptography8 a. Cryptography Applications and Uses Computer Operations Security9 a. Operator, Hardware, and Media Controls Physical Security a. Threats and Facility Requirements10 b. Personnel Physical Access Control i. Information Security and Personnel Practices c. Microcomputer Physical Security Total Recommended Books : 1) Cryptography and Network Security in Business by Atul Kahate , Tata McGraw Hill Publication
  43. 43. IT & Telecom ManagementSr. No. TOPICS 1 The scenario of telecom in India. 2 Privatization in Telecom helped the growth in India. 3 Factors in New telecom Policy. 4 Growth drivers in Telecom Sector. 5 Unified Licensing. 6 Seven basic concepts of Integration & B2B integration. 8 Business Process management. 9 Business Process Optimization. 10 Process Integration, Integration Segments. 11 E-Strategy. 12 Challenges for Change in Telecom Sector 13 IP telephony deployment scenario. 14 Security issues in Multimedia and VOIP. 15 Access Technologies 16 Telecom Reforms. Total Recommended Books : 1) Understanding Telecom Management by Vinayshil Gautam and Sanjay, Concept Publisher