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 Sarma
Note: Subjects for minor specialization are marked (*) under every discipline.
3. 401 : International Business
TOPIC
Sr.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. 402 :Business Ethics & Corporate Governance
Sr.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
6. 403 : Managing for Excellence
Sr.
Contents
No.
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 think
1
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 Intelligence
4
in creating Excellence : Emotional Literacy – a concept, Emotional
Intelligence Applied, Improving Emotional Literacy
7. Creating Excellence:
a) Startup – Organizing Strategy and culture,
b) Growth – Holding Strategy and culture together and Determining
5 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 process
6 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. Planning and Acquisition & Deploying
Sr.
TOPICS
No.
Job Analysis: Process and associated problems; Job Analysis Techniques,
1.
Competency based approaches
HR Forecasting Process: Forecasting Activity, Benefits of HR Forecasting; Key
2. 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, Nominal
3.
Group Technique, HR Budgets, Scenario Forecasting & Regression Analysis
HR Supply: Skills and Management Inventory, Succession and Replacement
4. Analysis, Markov Model, Linear programming; Movement Analysis, Vacancy
Model, HR supply and retention programs.
Matching Demand and Supply Forecasting: Tackling shortage, managing
5. 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 the
6.
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; Career
8. 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. Organization Design & Structure
Sr
TOPICS
.No
Organizations and Organization Theory - What is an organization; Organization
as System; Dimensions of Organization Design Evolution of Organization
1.
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 and
3. 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, mass
6.
production & continuous process and implications organization structure.
Routine tasks and complex tasks; task interdependence in mass production and
11. advanced manufacturing processes
Organizational Life cycle: Organizational birth – population ecology model;
Organizational growth – institutional theory & Greiner model; Organizational
7. 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 organization
8. 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. Organization Diagnostics & Development
Sr.
TOPICS
No
Introduction to OD: Definition of organizational development (OD ) History of
OD: The laboratory Training – The survey research and feedback – The
1.
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 of
3. 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 views
4. 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, use
5.
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. 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 projects
9.
– 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 of
10. 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. HR Information System
Sr.
TOPICS
No
Introduction to HRIS; Objective and Importance of Human Resource
Information System – Organizational benefits - HRIS modules and sub
1.
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 resources
2. 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 touch
3. 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 discussions
5.
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 deployment
6. 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. 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.
Total
Recommended Books:
HR Information Systems by Michael J. Kavanagh & Mohan Thite, Sage Publications
India Pvt. Ltd
16. HR Strategic Management
Sr.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. 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.
Total
Recommended Books:
Strategic HRM by Tanuja Agarwala, Oxford University Press
18. Global Human Resource Management
Sr.
TOPICS
No.
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. Rural Marketing
Sr.
TOPICS
No.
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 Index
2. 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 marketing
3. 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 markets
4. 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 strategy
7. 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. Strategic Marketing
Sr.
TOPICS
No.
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 and
1.
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 the
2.
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; Growth
3. 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 to
5. 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. 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; Strategic
7. 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 contingency
8.
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. Multi level Marketing
Sr.
No. TOPICS
Introduction to Multi Level Marketing: A definition of multilevel marketing and
related MLM resources. MLM Or A Pyramid Scheme? MLM opportunities and
1. 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; Competencies
2.
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. Model
3.
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 and
4. 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 Private
5. 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. 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; Dealer's Perspective – Consumer's 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
Total
Recommended 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. Marketing Operation
Sr. No. TOPIC
Creating Value:-4 C's -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. Project Marketing
Sr. 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. 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..
Total
Recommended 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. VIRTUAL MARKETING
No. Topics
1. 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 - "Moore's Law" and "Gilder's Law" - E-Marketplaces and
Economic Impacts
3. 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 consumer
6. Customer Experiences on the Web: The web's ‘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, Blogs
9. Legal and Ethical Issues: Privacy and Security Concerns - Electronic
Payment System - Different types of payment modes, e-cash, e-check, e-
money - E-Security – Firewalls
10. The Future of e Marketing.
Books Recommended:-
1. e-Service-New Directions in Theory & Practice: Roland T. Rust and P.K. Kannan
2. Prasad Gadkari’s Guide to E-Marketing
30. Project Infrastructure Finance
Sr.
TOPICS
No
Project Finance
Overview; Phases of capital expenditure decisions, generating and
1.
screening of project ideas.
Feasibility Analysis: Market and Demand analysis, Application of Demand
2. Forecasting techniques Technical Feasibility and Financial viability study,
Feasibility Report.
Appraisal Criteria: Components of Project Report / Market feasibility Internal
3. 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 the
5.
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 fixed
6.
assets and working capital by lending institutions.
7. Network Techniques like PERT &CPM.
Social Cost Benefit analysis; UNIDO Approach, Shadow pricing, economic
8.
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 government
12
partnerships issues, concern and challenges,
Generation of Ideas, feasibility study. Market and demand analysis, technical
13
analysis, financial analysis of Projects.
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 from
16
the state. Structured obligations and Escrow mechanisms
Allocation of risks, political and environmental issues and structuring special
17
purpose vehicle for specific projects.
Total
Recommended books :
Projects by Prasanna Chandra
32. Working Capital Management
Sr.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. Financial Modeling
Sr.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. Strategic Finance Management
Sr.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. Strategic Cost Management
Sr.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. Valuation
Sr.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. Software Product and Quality Management
Sr. 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. auditing.
Process Management : Define a process, need for processes, PDCA for
process – Planning processes(inventory, mapping, planning), Do
6
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. 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, respond
9
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.
Total
Recommended Books :
1) Software Quality by Martin, Ftringer Publication
2) Software Engineering by Roger Pressman, Tata McGraw Hill publishing
Company Pvt.Ltd
41. Information Security in business
Sr.
TOPICS
No.
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. Computer Architecture and System Security
a. Computer Organization and Configuration
i. Secure Systems Architecture
5
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 Detection
6 ii. Federal and State Computer Crime Laws
b. Computer Crime Investigation and Computer Forensics
c. Information Ethics
i. Computer Ethics
Application Program Security
7 a. Role-Based Access Control in Real Systems
b. Security Models for Object-Oriented Data Bases
Cryptography
8
a. Cryptography Applications and Uses
Computer Operations Security
9
a. Operator, Hardware, and Media Controls
Physical Security
a. Threats and Facility Requirements
10 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. IT & Telecom Management
Sr. 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
