dr.sns rajalakshmi college of arts and science …drsnsrcas.ac.in/mba/mba.pdfd epartment of...

Dr.SNS Rajalakshmi College of Arts and Science (Autonomous),

Coimbatore-641049

Department Of Management Studies [MBA]

Semester I

Contact Hours/Week: 04 Core: Theory – 1 Credits: 04

16PBA101: MANAGEMENT PRACTICE AND EXECUTIVE

COMMUNICATION

Objectives:

1. To understand management functions and principles.

2. To learn the scientific decision making process and problem solving techniques.

3. To learnt the modern trends in management process.

4. To equip students with advanced skill sets needed for effective business writing

Pre requisite:

Knowledge in Management concepts and Executive Communication

Unit I [8+2 hours]

Evolution of Management thought & Global management

CASE:1 Managerial Style -Managing the Hewlett Packard Way

CASE:2 Managerial Effectiveness –External Environment

Management : science, theory and practice - the evolution of management

thought and the patterns of management analysis : Elton Mayo, Henry Fayol,

F.W.Taylor, Amritya Sen, C.K.Prahald, M.Porter- management and society : the

external environment, social responsibility and ethics - global and comparative

management - the basis of global management.

Activities:

Individual Activity-Think about some companies you know well. Do they

possess the characteristics of excellent enterprises? Can they be considered

excellent companies?

Group discussion- make a list of potential problems or influences that

management experience in each of the sub-roles.

Group presentation- identify the corporate social responsibilities and ethics

followed by successful organisations in the current environment.

Unit II [8+2 hours]

Functions of Management

CASE: 1 Delegation of Authority & Responsibility

CASE: 2 Principles of Good Organizing

Functions of Management: Nature and purpose of planning-types of plans.

Nature of organizing – staffing- Co-ordination functions in organization - human

factors and motivation - leadership - System and process of controlling - control

techniques.

Activities:

Individual Presentation-List the business or management functions of an

organization and identify the main business functions for a specific

organization.

Case study in organization and delegation


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Role play in leadership

Unit III [9+2 hours]

Dimensions in management and the impact of global issues.

CASE:1 Rationale Decision making at Sunlight Industries Limited

CASE:2 Functions of Manager in facing management complexities

New dimensions in management- core values of business- management

complexities- impact of global issues on management.

Activities:

Case study

Group discussion related to impact of global issues on management

Individual activity-Identify the core values and complexities faced by MNC‘s

in today‘s scenario.

Unit IV [10+2 hours]

Concepts in Executive Communication

CASE: 1 Effective Communication at a Departmental store

CASE: 2 Work team Communication at McDonalds

Communication basics – Business Communication – components – Types –

formal communication network – Work team communication – variables – goal –

conflict resolution – non – verbal communication – Cross cultural communication –

Business meetings – Business Etiquette. Understanding Corporate Communication –

Employee Communication – Managing Government Relations – Writing for Media

and Media Relations-Corporate Communication in Brand Promotion – Financial

Communication – Crises Communication.

Activities:

Group discussion with examples how media advertisements exploit the human

weakness of dress and appearance.

Case study related to business communication

Role play in Business Etiquette

Unit V [10+2 hours]

CASE: 1 ABC company’s recruitment process

CASE: 2 Job Application Letter

Report writing: Characterizing & business reports – Types and forms &

reports –Business Presentation: Written and oral presentation – work – team

presentation – Delivering the business presentation -visual aids – career planning –

preparing Resume – job applications – preparation for a job interview – follow-up.

Activities:

Individual activity-Preparing job application letter.

Role Play in conducting job interview

Group Activity-Create an outline in report writing-As a group, create an

outline for your report that consists of a list of contents and/or a paragraph

explaining what each section will be about.

Text books:


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1. Harold Koontz & Heinz Weirich, Essentials of Management, Tata Mc Graw

Hill, 7th

edition, 2008. (Unit I, II and III)

2. Lesiker & Flat lay, Basic Business communication, Tata Mc Graw Hill, 10th

edition, 2005.(Unit IV & V)

Reference Books :

1. Weirich, Mark V Cannice & Koontz, Management - A Global and

Entrepreneur Perspective, McGraw Hill, 12th

edition, 1994

2. VSP Rao, V Hari Krishna – Management: Text and Cases, Excel Books, I

Edition, 2008

3. Scot Ober, Contemporary business communication, fifth edition, biztantra,

2000.


Semester I


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Contact Hours/Week: 04 Core: Theory – 2 Credits: 04

16PBA102: ORGANIZATIONAL BEHAVIOR

Objectives

To learn the organizational behaviors, culture, conflict resolution.

To understand about the organizational structure and its design

Pre-requisite:

Basic Knowledge in concepts of Organizational Behavior

Unit I [9+2 hours]

Current issues in Organizational Behavior

CASE:1 Difficult Transitions at Reece Enterprises

CASE: 2 Managing Global and Workforce Diversity at American Auto

Suppliers

Organizations as work settings, organizational behavior and management‘

learning about organizational behavior current issues in organizational behavior- high

performance organizations, multiculturalism and diversity, ethics and social

responsibility, issues and transitions in the new workplace organizational behavior

across cultures global context of organizational behavior cultures and cross-cultural

understanding cultural diversity and people at work a global view of organizational

learning.

Activities:

Field Visit-To plan an organizational visit and to observe the work settings

Group Presentation-to identify the high performance organizations and to

know about the multiculturalism and to submit a report.

Group discussion about the organizational learning

Unit II [8+2 hours]

Individual Behavior and Performance

CASE:1 Foundations of Individual Behavior & Differing Perceptions at

Clarkston Industries

CASE: 2 Need-Based Perspectives on Motivation More Than a

Paycheck at National Home Manufacturers

Individual behavior and performance: personality and individual differences

personality, personality differences, values and attitudes individual differences and

diversity. cognitive abilities: intelligence creativity and problem solving the

perception process, common perceptual distortions, managing perceptions attribution

theory. motivation: content and process theories of work motivation, reinforcement:

classical operant and social learning theories

Activities:

Identify the hidden personalities in you (students) and list it.

Identify any two personalities and find out the values they posses


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Among the motivation theories which motivation preferred by you and

reason out.


Group Dynamics and Teamwork

CASE:1 Group Dynamics-A Difficult Task Force

CASE:2 Using Teams in Organization Teams at Evans RV Wholesale

Supply and Distribution Company?

Group dynamics and teamwork: how groups work, groups in organizations,

stages of group, foundations of group performance, decision making in groups. teams

and teamwork. team building, improving team processes, teams in the high

performance workplace leadership theories and emerging leadership perspectives

power and politics: power and influence, power. formal authority and obedience

empowerment, organizational politics

Activities: [Group Activities]

Plan group activities identify and analyze the different stages of groups.

Identify the KPA‘s of your team.

Identify how power influenced in your group.

Unit IV [9+2 hours]

Conflict Management& Negotiation

CASE: 1Job Design, Employee Participation, and Alternative Work

Arrangements based on conflicts Enriching Jobs at Standard Decoy

CASE: 2 Managing Stress and the Work-Life Balance

Conflict and negotiation conflict in organizations, conflict management, negotiation:

negotiation strategies, how to be an effective negotiator, manager as a negotiator

change in organizations planned change strategies resistance to change over coming

resistance to change innovation in organizations dynamics of stress and managing job

stress.

Activities:

Debate-Identify a conflict in the organization which is an issue.

Group activity-Choose one organization and identify what are the planned

changes? [At least 2]

Individual Presentation-Out of your organization experience identify what

are your dynamics of stress.

Unit V [9+2 hours]

Organizational Structure and Design

CASE: 1 Dimensions of Organization Structure -Changing the Rules at

Cosmo Plastics

CASE: 2 Organization Culture- Surviving Plant World’s Hard Times

Organizational structure and design: strategy and goals of organizations basic

attributes of organizations, organizing and coordinating work, bureaucracy and

beyond, strategy and organizational design, information technology and

organizational design, environment and organizational design organizational culture

understanding organizational cultures, managing organizational culture,

organizational development: nature scope objectives and intervention strategies


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Activities:

Choose one organization and identify their basic attributes.

Discuss about the organizational culture in the identified organization.

Out of your experiences state the reasons why organization has to go in for

organizational development.

Text books:

1. Schermerhorn et.al ―Organizational Behaviour‖, Wiley India - 9th student

edition.

2. Newstrom Organizational Behaviour:Human behavior at work 12th edn.Tata

McGraw Hill 2007

Reference Books:

1. Robbins et.al Organizational Behaviour Prentice Hall India 12th edition.

2. Luthans Fred et.al Organizational Behaviour Tata McGraw Hill India 10th

edition.

3. Helliregal Slocum, Woodman, Organisational Behaviour, IX edn., Thomson

learning.

4. Umasekaran, Organisational Behaviour, Tata McGraw Hill.

5. Robbins S.P., Concepts contrivances and applications, Prentice Hall.

6. McShane & Glinow, Organisational Behaviour, Tata McGraw Hill.


Semester I

Contact Hours/Week: 04 Core Theory – 3 Credits: 04


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16PBA103: ECONOMICS FOR MANAGERS

Objectives:

1. To learn profit policies, planning and problem solving techniques.

2. To learn inflation, deflation and balance of payment on national income.

Pre-requisite:

To know about the demand and supply conditions under different market

structures.

Unit I [10+2 hours]

Fundamental concepts of Managerial Economics.

CASE: 1 Elastic and Inelastic Demand &Draw the demand and supply

curves

CASE: 2 Demands and Supply Analysis

Managerial Economics - meaning, nature and scope - Managerial Economics

and business decision making - Role of Managerial Economist - Fundamental

concepts of Managerial Economics. Demand Analysis - meaning, determinants and

types of demand - Elasticity of demand.

Activities:

Group Discussion on ―Demand Curve always Slopes downwards‖

―Managerial economics is the integration of economic theory with business

practice for the purpose of facilitating decision making and forward planning

by management‖- Group of Students are assigned to take up with the current

scenario.

Role play- to become a Managerial Economist

Unit II [10+2 hours]

Supply & Production functions

CASE :1 Production Decisions at Flipkart

CASE : 2 Analyzing cost-output relationship in Indian process foods

business

Supply meaning and determinants - production decisions - production

functions - Isoquants, Expansion path - Cobb-Douglas function. Cost concepts - cost -

output relationship - Economies and diseconomies of scale – cost functions.

Activities:

Group activity to analyze the applications of Cobb-Douglas Production

Function.

Group Discussion on ―there is a positive relationship between price and

quantity supplied‖

Groups to be assigned to determine Economies and diseconomies of scale of a

production unit.


Market structure

CASE:1 Pricing Strategies- The Indian Audio Market


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CASE:2 Market Entry Strategy And Expansion at the Netherlands-based

Swedish company IKEA

Market structure - characteristics - Pricing and output decisions - methods of

pricing - differential pricing - Government intervention and pricing.

Activities:

Group Discussion on ― a perfectly competitive firm earn only normal profit in

the Long run‖

Task students: ―You are working for a large automobile manufacturer who is

facing low sales in recent past. You have been asked to design a pricing

strategy for a situation. What will you do?‖

Practice to students regarding how Price and Output levels are determined in

Short run and Long run by the Monopoly firm.

Unit IV [9+2 hours]

Profit planning and forecasting

CASE : 1 Analyze the Financial Efficiency of the Business

CASE : 2 Balance of Payments and Inflationary Movement

Profit - Meaning and nature - Profit policies - Profit planning and forecasting -

Cost volume profit analysis - Investment analysis.

Activities:

Group of students are to be assigned to Apply Cost Volume Profit Analysis for

profit planning of an Investment Organization.

Separate groups to be presented various pricing strategies adopted by firms to

meet with their competitive rivals

Group industries to analyze the impact of investment analysis

Unit V [7+2 hours]

National Income & Monetary and Fiscal Policies

CASE 1: Demand forecast& pricing

CASE 2: Monetary and Fiscal Policy

National Income - Business cycle - inflation and deflation - balance of

payments - Monetary and Fiscal Policies

Activities:

Groups Discussion on various phases of Business Cycle, and its‘ causes of

Business Cycle

Role Play to become a Managerial Economist and establish linkages between

business cycles and rational expectations?

Debate on: Which of monetary and fiscal measures do you think are more

effective in controlling inflation? Give logic support of your answer.

Text Book:

1. Joel Dean - Managerial Economics, Prentice Hall/Pearson.

2. Rangarajan - Principles of Macro Economics, Tata McGraw Hill.


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Reference Books :

1. Atmanand, Managerial Economics, Excel, 2001.

2. Athmanand.R., Managerial Economics, Excel, 2002, New Delhi.

3. Mankar.V.G., Business Economics, Macmillan, Business Book, 1999.


Semester I

Contact Hours/Week: 04 CORE THEORY – 4 Credits: 04

16PBA104: FINANCIAL AND MANAGEMENT ACCOUNTING


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Objective:

To enable the students to understand the accounting concepts to work out

problems in the financial statement analysis and cost accounting

Pre-requisite:

Basic Knowledge in Fundamentals of Accounting concepts

Unit I [9+2 hours]

Financial Accounting

CASE: 1- Preparation of Trading and Profit & Loss account and the

Balance sheet

CASE: 2- Prepare Trading and Profit & Loss Account and Balance Sheet

Financial Accounting: Definition-Concept and conventions- Contents of profit

and loss account and Balance Sheet of companies – Depreciation: Concept and

methods (theory) – Preparation of final accounts (simple problems).

Activities:

List out the purpose of preparing trading account in a company.

When you prepare profit and loss account what are the principles to be

followed.

Bring out the points when you explain the classification of assets

Liabilities of Balance sheet.


Financial Statement Analysis

CASE: 1- Ratio Analysis

CASE: 2- Calculate Return on Investment

Financial Statement Analysis- Meaning – Objectives- Rearranging Financial

Statements for Analysis – Techniques of Financial Statement Analysis : Comparative

Statement Analysis, Common Size Statements, Trend Analysis – Ratio Analysis –

Classification of Ratio – Problems on computation and interpretation of Accounting

Ratios – Du Pont Analysis – Advantages – Disadvantages of Ratio Analysis

Activities:

Make a comparative study of the ratios discussed in the chapter by going to

the web site of two manufacturing companies of your choice. Your analysis

must cover at least three latest years.

Down load the latest financial statements of Reliance Industries Limited from

their web site and make the profitability ratio analysis for last five years.

Down load the latest financial statements of Tata Industries Limited from their

web site and make the profitability ratio analysis for last five years.


Fund Flow and Cash Flow Statement Analysis

CASE: 1 Prepare Fund flow statement

CASE: 2 Prepare a Cash Flow Statement


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Fund Flow Statement Analysis – Preparation of Statement of change in

working capital – Computation of fund from operation and preparation of fund flow

statement – Cash flow statement: computation of cash from operations – Preparation

of cash flow statement- Distinction between Fund flow statements and cash flow

statement- Advantages of Fund flow statement and Cash flow statement

Activities:

―Every enterprise must necessarily prepare and present a statement of cash

flows‖. Discuss it in the classroom.

―The nature/type of enterprise can change altogether the category into

which a particular activity may be classified.‖ Do you agree? Illustrate your

answer.

In the long run, is it more important for a business to have positive cash

flows from its operating activities, investing activities, or financing activities?

Why? Give your opinion.

Unit IV [9+2 hours]

Cost Accounting

CASE:1 Prepare a statement showing the price to be quoted to give the

same percentage of net profit on turnover

CASE: 2 Preparation of break-even sales volume

Cost Accounting – Distinction of Financial Accounting and Cost Accounting –

Cost Terminology: Cost, Cost centre, Cost unit – Elements of cost – Preparation of

Cost Sheet – Marginal Costing: Concepts – Break Even Point Analysis, Contribution,

PV Ratio, Margin of Safety – Problems on Applications of Break Even concept.

Activities:

―Every enterprise must necessarily prepare cost sheet‖. Discuss it in the

classroom.

Calculate Prime Cost, Factory Cost, Cost of Production, Cost of Sales and

Profit

from the following details:

Direct Materials Rs. 10,000

Direct Labour Rs. 4,000

Direct Expenses Rs. 500

Factory Expenses Rs. 1,500

Administrative Expenses Rs. 1,000

Selling Expenses Rs. 300

Sales Rs. 20,000

From the following information relating to Quick Standard Ltd., you are

required to find out (a) P.V. ratio (b) Breakeven point (c) Profit (d) Margin of

safety

Total Fixed Costs Rs. 4,500


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Total Variable cost 7,500

Total sales 15,000

Unit V [9+2 hours]

Budgeting and budget control

CASE: 1 Calculate the incremental profit

CASE: 2 Effect on motivation of adopting the labor standard

Budget – Budgeting and budget control – Types of Budgets – Preparation of

Flexible and fixed budgets, Master budget and Cash budget.

60% of the questions shall be problems

40% of the questions shall be theory based

Activities:

Larsen Ltd., plans to sell 1,10,000 units of a certain product line in the first

fiscal quarter, 1,20,000 units in the second quarter, 1,30,000 units in the third

quarter and 1,50,000 units in the fourth quarter and 1,40,000 units in the first

quarter of the following year. At the beginning of the first quarter of the

current year, there are 14,000 units of product in stock. At the end of each

quarter, the company plans to have an inventory equal to one-fifth of the sales

for the next fiscal quarter. How many units must be manufactured in each

quarter of the current year?

The Sales Director of a manufacturing company reports that next year he

expects to sell 50,000 units of a particular product. The production Manager

consults the Storekeeper and casts his figure as follows: Two kinds of raw

materials A and B are required for manufacturing the product. Each unit of the

product requires 2 units of A and 3 units of B. The estimated opening balances

at the commencement of the next year are:

Finished product : 10,000 units

Raw Materials: 12,000 units;

B: 15,000 units

The desirable closing balances at the end of the next year are:

Finished product 14,000 units,

A: 13,000 units

B: 16,000 units

Prepare Production Budget and Materials Purchase Budget for the next year.

3. Identify the essential requisites for successful implementation of a budgetary

control system in a manufacturing company.


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Text book:

Pandey I.M, Financial Management, vikas publications,2010

Reference Books:

1. Ramachandran.N., Ram Kumar Kakan, ―Financial Accounting for Management‖,

The TATA Mc Graw Hill Publishing Company Ltd, New Delhi, 2006

2. Ronald W Hilton, Michael N Maher, Frank H Shelto, ―Cost Management

strategies for Business Decision‖ The TATA McGraw Hill Publishing Company

Ltd, New Delhi, 2004

3. Maheswari.S.N, ―Principles of Management Accounting‖, Sultan Chand and sons

Limited, New Delhi

4. Gerald I White, Ashinpaul C.Sondhi, Dov Fried, ―The Analysis and Use Financial

Statements‖, Wiley Student Edition, Third Edition, new Delhi 2004


Semester I


16PBA105: QUANTITATIVE METHODS FOR MANAGEMENT

Objectives:


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On successful completion of course the students should know concept of

correlation and regression, probability and various distributions.

Develop the skills from index number s and trend analysis.

To understand various tests of significance ,differentiation and integration

through different problems.

Unit I [9+2 hours]

Measures of central tendency, dispersion , correlation and regression

CASE 1: From the prices of shares X and Y state which share is more stable

in value.

CASE 2: Correlation Coefficient

Data Analysis – Uni-Variate – ungrouped and grouped data measures of central

Tendencies, measures of dispersion – C V percentages (problem related to business

applications). Bivariate– correlation and regression – problems related to business

applications

Activities:

Applications of measures of central tendency , correlation and regression –

group discussion.

A Research Review on nature of problem from coefficient of variations.

An assignment on various measures of dispersion, correlation and

regression.

UNIT II [9+2 hours]

Probability – theoretical probability distributions

CASE 1: Probability

CASE 2: Poisson distribution

Definitions – addition and multiplication Rules (only statements) – simple

business application problems – probability distribution – expected value concept ––

Binomial, Poison and Normal – Simple problems applied to business.

Activities:

A Case study on Binomial, Poison distributions

A Research Review Binomial, Poison and Normal distributions.

An assignment on simple problems from Probability.

UNIT III [9+2 hours]

Index number and Time series analysis.

CASE 1: Index Number

CASE 2: Least Squares to Fit a Straight Line

Basic concept of index numbers – simple and weighted index numbers –

concept of weights - types of index numbers – Business index number – CPT, WPI,

Sensex, Niffy, Production Index, Time series – variations in Time Series for business

forecasting,fitting straight line by method of least square.

Activities:

A Case study on Trend .

A Research Review on variations in time series.


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An assignment on types of index number .

UNIT IV [9+2 hours]

Test of Hypothesis

CASE 1: Chi square test

CASE 2: Large sample and small sample test

Hypothesis testing- Large sample test , small sample test-t test Proportion and

Mean – Testing –. Chi-Square Tests

Activities:

A Case study on large sample and small sample test.

A Research Review on Chi-Square Tests

An assignment on simple problems based on t-test.

UNIT V [9+2 hours]

Differentiation and integration

CASE 1:Application of differentiation and integration

CASE 2: Revenue function and Demand function.

Basic Concept of differentiation – integration – Optimization concepts – use

of differentiation for optimization of business problem- Optimization

Activities:

A Case study on application of differentiation and integration.

A Research Review on optimization.

An assignment on simple problem from differentiation and integration.

Text Books:

1. Statistics for Management – Richard L Levin & Daid S Rubin

2. Statistical Methods – S P Gupta

Reference Books:

1. Statistics – R.S.N.Pillai and Bagavathi.V

2. Business Mathematics – Sanchetti & Kapoor.

Questions : 80% of the questions shall be problems and 20% of the questions

shall be theory based


Semester I


16PBA106: COMPANY LAW AND CORPORATE GOVERNANCE

Objective:


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To enable students to acquire the knowledge of company law and the

importance of corporate governance while transacting business.

Pre-requisite:

Basic Knowledge in the procedures involved in the formation of companies

and issues related to corporate governance.

Unit-1 [8+2 hours]

CASE 1: Inspection under the Companies Act, 2013.

CASE 2: Board Resolution

Meaning of Company, essential characteristics, Formation of Company form

of Organizations – Prospectus – contents – statement in lieu of prospectus. Allotment

of securities – Public offer – Private Placement. Shares and Debentures – Meaning –

Types – share certificate – its objects and effects – transfer of shares. Further issue of

shares – alteration of share capital. Acceptance of deposits by companies – Red

herring prospectus.

ACTIVITIES:

Advise: XYZ Ltd. wants to maintain its books of account on cash basis.

Mr. X is a director of several companies. He has approached the following

companies in which he is a director for financial help to start his own personal

business.

An Audit Committee of a Public Limited Company constituted under section

177 of the Companies Act, 2013 submitted its report of its recommendation to

the Board. The Board, however, did not accept the recommendations. In the

light of the situation, analyze whether:

Unit II [9+2 hours]

CASE 1: Annual general meeting

CASE 2: Articles of Association

Management and Administration – Register of members. Declaration in

respect of beneficial interest in any share - Annual return – Annual general meeting -

Notice. Resolution, Minutes – Inspection of documents – Reports – Applicability of

law to one person company – Declaration and payment of Dividend.

ACTIVITIES:

State whether the acts done by the Board meeting be invalid if it was found

afterwards that there was some defect in the appointment of directors or any

person acting as a director?

XYZ Company Ltd. in its annual general meeting appointed all its directors by

passing one single resolution. No objection was made to the resolution.

Examine the validity of appointment of directors explaining the relevant

provisions of the Companies Act, 2013. Will it make any difference, if XYZ


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Company was a private company?

Can a company pay compensation to its directors for loss of office? Explain

briefly the relevant provisions of the Companies Act, 2013 in this regard?


CASE 1: Action taken by the C.G. under the Co Act, 2013

CASE 2: Validity of payment under Co Act, 2013

Accounts of Companies – Audits and Auditors. Director – Qualification and

Disqualification – Appointment – Removal –Remuneration – Powers, Duties and

Liabilities. Meetings – kinds- procedure – voting. Prevention of Oppression and

Mismanagement. Winding up – Meaning - Modes of Winding Up - Winding up

proceedings- Appointment of liquidator, powers and duties of official liquidator.

ACTIVITIES:

Mr. Raj, a director of POL Ltd., submitted his resignation from the post of

director to the Board of Directors on 30th

June, 2014 and obtained a receipt

therefore on the same day. The Board of Directors of POL Ltd. neither

accepted the resignation nor did it file the required form with the Registrar of

Companies. You are required to state whether Mr. Raj ceases to be the

Director of POL Ltd. and if yes, since when?

Mr. Stubborn is a director of Doubtful Industries Ltd. He along with other two

directors has been running the Company for the past twenty years without

declaring any dividends or giving any benefit to the shareholders. Frustrated

by this, some shareholders are desirous of giving notice to pass a resolution

with the support of other shareholders for his removal as a director in the

Annual General Meeting of the Company to be held in the month of

December of 2014. State the procedure to be followed for the removal of Mr.

Stubborn as a director and the right of Mr. Stubborn to defend his position.

The Board of directors of ABC Ltd. met thrice in the year 2014 and the 4th

Meeting, though called, could not be held for want of quorum. Examine with

reference to the relevant provisions of the Companies Act, 2013, whether any

provisions of the Companies Act, 2013 have been contravened?

Unit IV [9+2 hours]

CASE 1:Requirement under Co Act, 2013 to give effect to the proposal.

CASE 2: Provision of the Co Act, 2013.

Corporate Governance- Concept of Corporate Governance , Issues in

Corporate Governance, Nature and Evaluation of corporate Governance – Global and

National Prospective Business Ethics and Corporate Governance, Why Governance?-

Obligations towards various stakeholders Business Standards and Values –

Anticipating & Avoiding unethical Consequences Selecting Ethical Goals – Value

Orientation of the Firm. Administering & Reporting of Corporate Governance in India

– SEBI Regulations – Model; report on Corporate Governance in India.

ACTIVITIES:


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A director goes abroad for a period of more than 3 months and an alternate

director has been appointed in his place under section 161(2). During the

period of absence of the original director, a board meeting was called. In this

connection, with reference to the provisions of the Companies Act, 2013,

advise whom should the notice of Board meeting be given to the ―original

director‖ or to the ―alternate director‖?

Some urgent items are left over in the agenda of Board meeting which

concluded and decision cannot be deferred till its next meeting. Advice the

company about how the resolution shall be passed now.

Out of the powers exercisable by the Board under section 179, the board wants

to delegate to the Managing Director of the company the power to borrow

monies otherwise than on debentures. Advise whether such a delegation is

possible? Would your answer be different, if the delegation is given to the

manager or any other principal officer including a branch officer of the

company?

Unit – V [9+2 hours]

CASE 1: Validity of payment of Remuneration

CASE 2: Corporate Governance-payment of compensation

Corporate Governance – Global Scenario: Corporate governance – Global

Practices – Cadbury Report, OECD Committee Recommendations & SEBI

Committee Recommendations – Corporate governance Role & responsibilities of

Directors and Shareholders. Dilemmas facing directors – Defining Good Corporate

Conduct – Increasing Expectation from Directors.

ACTIVITIES:

A Managing Director was authorized by the Board to borrow money on a

Promissory Note. State in this connection whether borrowing on a promissory

note is within the powers of the directors.

MNC Ltd., a company, whose paid up capital was `4.00 Crores, has issued

rights shares in the ratio of 1:1. The said company is listed with Mumbai

Stock Exchange. Whether the company is required to appoint any Audit

Committee and if yes, draft a suitable Board Resolution to appoint an Audit

committee covering the aspects as provided in the Companies Act, 2013.

Explain how the provisions of the Companies Act, 2013 relating to Audit

Committee will help in achieving some of the objectives of Corporate

Governance.

Test Books:

1.N.D. Kapoor, ―Business Law‖, Sultan Chand & Sons, New Delhi 2005.

2.Corporate Governance & Accountability Wiley Latest Edition R2 Subhash Chandra

Das

3. Gower L.C.B, ―Principles of Modern Company Law‖, Steven & Sons, London.

4. Ramaiya A, ―Guide to the Companies Act‖, Wadhwa & Co., Nagpur

5. Singh Avtar, ― Company Law‖, Eastern Book Co., Lucknow


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6. A. C. Fernando (AC) Corporate Governance Pearson Education Solomon Aris

Solomon

7. Corporate Governance in India PHI Learning Latest Edition R3 Robert A. G.

Monks

Nell Minow

8. Corporate Governance Wiley Fourth / Latest Edition R4 Swami (Dr.) Parthasarathy

9. Corporate Governance- Principles, Mechanisms & Practice Biztantra Latest Edition


Semester II

Contact Hours/Week: 04 Core Theory -7 Credits: 04

16PBA107: PRODUCTION AND OPERATIONS MANAGEMENT

Objectives:

This course provides an introduction to the concepts and analytical methods

that are useful in understanding the fundamentals of different types of

production and operations decisions.

Prerequisites: A Basic knowledge in production is needed

Unit I [8+2 hours]


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Introduction to Production:Concept of production – Objectives – Scope of

Production and Operations Management – Historical Development. Production

System : Classification of production system, Types – Plant Location: Factors

influencing plant location. Plant Layout: Objectives – Classification of layout.

Unit II [9+2 hours]

Production Planning and Control:Objectives – Aggregate Planning – Master

production schedule (MPS) – Material Requirement planning (MRP) – MRP II –

Capacity Planning (CRP)


Inventory Management and Control: Types of Inventory – Stock levels –

Models of Inventory: Purchase model and manufacturing model. Modern Inventory

System: Introduction to JIT and KANBAN.


Inspection and Quality Control: Types of Inspection – Control Charts – Total

Quality Management: Concept , Features – KAIZEN Model and 7 Quality Control

Tools – Recent Concepts in Quality Control: Introduction to Six Sigma –

Approaches – Benefits and Types.

UNIT V [9+2 hours]

Maintenance: Objectives – Types - Work Study: Objectives – Method

Study: Steps – Recording Techniques – Selection – Examine. Time Study: Steps in

time study –

Work Sampling : Concepts – Steps.

Text Books:

1. William J. Stevenson, 2012, Operations Management Theory and Practice,

McGraw Hill, 11th

Edition

2. Pannerselvam, 2012, Production and Operations Management,PH: New Delhi,

3rd

Edition.

Reference Books:

1. Mahadevan. B, Operations Management Theory and Practice 11 Edition, 2007

2. Richard B. Chase, Ravishankar, F. Robert Jacobs, Nicholas J. Aquilano,

Operations and Supply Management, Tata McGraw Hill, 12th

Edition, 2010.

3. Saxena B, 1996, Operations Management Tata McGraw Hill, 2th

Edition

4. Aswathappa,K and K.ShridharaBhat, 2004, Production and Operations

Management 1ST

Edition., Himalaya, New Delhi.


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Semester II


16PBA108: MARKETING FOR EXECUTIVES

Objectives:

To understand the marketing concepts and tasks in the global economy.

To learn the buyer behavior and factors influencing the buyer behaviour.

To understand the marketing communication process and mix along with the

marketing

Channels.


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Prerequisites:

Knowledge about the Marketing and its Environment

Unit I [7+2 hours]

Introduction to Marketing

CASE - 1 E.ANHEUSER & CO.ST.LOUIS: Marketing Task

CASE - 2

Euro Disney : Marketing Environment

Introduction – approaches to the study of marketing – marketing

management -philosophies of marketing management - the marketing task – goals of

marketing systems.-Gathering information and Scanning the Marketing Environment

Demographic Environment – Economic Environment – Ecological Environment –

Technological environment – political environment – cultural environment

ACTIVITIES:

Class Discussion : broad shifts in marketing.

Debate : consumer markets, business markets and global markets

PPT : List out the components of different Environments

Unit II [9+2 hours]

Consumer Markets and Buying Behavior

CASE: 1 Michale Dell: Customer Loyalty

CASE: 2 Master of the Online Supermall: Marketing Strategies and Plans

Creating customer value, satisfaction, loyalty - Consumer markets and buying

behaviour, buying population – buying decision – buying participants – buying

influences – buying process. Analyzing business markets-Developing marketing

strategies and plans

ACTIVITIES:

Class Discussion: Lifetime value of customers (CLV).

Concept Development : Quantitative formulation .

Creating Awareness: maximized CLV


Market Segmentation

CASE: 1 HSBSC: Markey segmentation

CASE: 2 Indian Refrigerator Market : Brand Positioning

Market segmentation targeting and Positioning, Marketing Mix.-Dealing with

competition -Product planning and policy – new product development – product life

cycle – BCG Matrix – Product branding, brand positioning, Packaging and service-

Designing and managing services.

ACTIVITIES:

Class Discussion :New product development.

Debate : New products should always target new adopters.

Group Discussion:New products should always target the broadest market

possible.


Pricing and Marketing Channels

CASE: 1 Dynamic pricing : smart pricing?


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CASE : 2 Sachin and Virag :Physical Distribution

Pricing – setting of price – initiating price changes – responding to price

changes – discount structure. Marketing channel and physical distribution – channel

design – Channel management – channels-modification – retailing – wholesaling

ACTIVITIES:

Team Work: Pick an industry. Classify firms according to the four different

roles they might play: leader, challenger, follower, or nicher. How would you

characterize the nature of competition? Do the firms follow the principles

described in the chapter?

Concept understanding: Value pricing

Knowledge Sharing: Hostile reaction during a price increase

Unit V [9+2 hours]

Integrated Marketing Communications

CASE: 1 Volkswagen: Sales Promotion

CASE: 2 Sara Lee Meats (SLM) : Global Markets

Designing and managing integrated marketing communications -Introduction

to advertisement, sales promotion and public relations- publicity-personal selling-

direct marketing and Electronic marketing tapping into global markets

ACTIVITIES:

Class room discussion: Blooming of Advertisement with examples.

Promotional Activity In campus :Sales promotion

Knowledge Sharing :Personal selling

Text Books :

1. Philip Kotler and Gary Armstrong, ―Principles of Marketing‖,12th

Edition, Prentice Hall of India, 2008

2. Gupta C B, Rajan Nair N, ―Marketing Management‖ Sultan Chand &

sons 2009

Reference Books:

3. Kotler Philip, Keller K L, Koshy, Jha ―Marketing Management‖, 13th

Edition, Prentice Hall of India, New Delhi, 2009

4. Michael J. Etzel, Bruce J.Walker and William J.Stanton, ―Marketing‖,

McGraw-Hill, 2008

5. V.S.Ramaswamy, S. Namakumari, ―Marketing Management‖, 4th

Edition, Macmillan 2009


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Semester II


16PBA109: FINANCIAL MANAGEMENT

Objectives:

To understand the role of Financial Management and its functions in the

day to day management of the organization.

To understand the various concepts used in financial management for

effective decision making.


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Prerequisites:

A Basic knowledge about Accounting Concepts

Unit I [8+2 hours]

Overview of Financial Management

Case: 1 M/sVithal Enterprises: Finance functions

Case: 2 A Rapidly-Growing Distribution Company Struggling To

Survive Due To An Array Of Financial Issues

Financial Management: An Overview – Nature & Scope - Finance Functions -

Goals of Financial Management - Financial Manager‘s Role -Agency Problems,

Agency Cost

ACTIVITIES:

Team Work: Assigning groups to assess each other in finance knowledge

among students forum..

Role Play: Identify the role of finance manager in a company.

Class room Discussion: Identify the Goals of financial management

Unit II [7+2 hours]

Sources of Finance

Case: 1 Wannaburger Background : Sources of Finance

Case:2 A Technology Start-Up Company Headed By An

Inexperienced CEO That Needed To Raise Significant Equity Capital

Sources of finance: Long term finance -Ordinary shares, Right Issue of Equity

shares, Preference Shares, Debentures, Term Loan, Asset Based Financing- Hire

purchase, Leasing, Venture Capital Financing. Short term finance - Trade Credit,

Bank Credit, Bill Discounting, Commercial paper

ACTIVITIES:

Group Discussion: Sources of finance

Knowledge Sharing: In what ways can a company acquire fund in what

proportion.

Creating Awareness: Availing short and long term funds.


Indian Financial System

Case: 1 Abra Axle Company: Future Value

Case: 2 An E-Commerce Start-Up Company In Need Of Accounting

Expertise

Unit III

Indian financial system- Time value of money: Concept - Future Value-

Present Value – Single cash flows, Annuity, Uneven cash flows, Multi Period,


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Continuous and Infinite -time value of money: (Applications): Bonds Valuation And

Yield - Valuation of Preference Shares -Valuation of Ordinary Shares – single growth

& multiple stage model. Real time applications.

ACTIVITIES:

Group activities: identify and analyze the present value of money.

Online Share Trading: Identify the value of preference shares of particular

company.

Creating Awareness: Cash flow method.


Cost of Capital

Case:1 ABC Company: Financial Leverage

Case: 2 A Biotech Start-Up Company That Needed To Raise

Capital

Cost of capital: Concept -Determining Component Cost of Capital -Weighted

Average Cost of Capital -Weighted Marginal Cost of Capital-Capital Structure -

Financial Leverage - Operating Leverage – combined leverage - Analyzing alternative

financial plans - Concepts and Problems.-Capital Structure Theories

ACTIVITIES:

PPT : Cost of capital

Group Discussion: Capital structures

Forum discussion: Theories of capital structure

Unit V [10+2 hours]

Investment Decision

Case: 1 Investment Proposal : Capital Budgeting

Case: 2 Arbitrage: Dividend Decision

Investment decision: Capital Budgeting Decisions - Evaluation of Capital

Budgeting -discounted & Non discounted Cash Flows Methods – Problems -

DIVIDEND DECISION Dividend theories-Dividend Policy –Objectives Of Dividend

Policy – Practical Consideration In Dividend Policy - Bonus issues– Stock splits –

Reverse splits – Share buy-back - Right issue

ACTIVITIES:

PPT: Capital budgeting.

Class Room Discussion: Dividend policy

Awareness creation: Out of your experiences state the reasons why

organization has to go in for Bonus issue and Right issue.

Text Books:

1. Khan M.Y. & Jain P.K., ―Financial Management‖ – Text, Problem and cases,

5th edition, Tata McGraw-Hill, New Delhi, 2008.

2. Myers Brealey, ―Principles of Corporate Finance‖, Eighth Edition, Tata

McGraw-Hill, New Delhi,2007

3. Pandey IM, ―Financial Management‖, Ninth Edition, Vikas Publishing House

P Ltd, 2005


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4. Prasanna Chandra, ―Financial Management‖, Sixth Edition., Tata McGraw-

Hill, New Delhi, 2004

5. Ross S.A, Westerfield R.W, Jordan B.D, ―Fundamentals of Corporate

Finance‖, Eighth Edition, Tata McGraw-Hill, New Delhi, 2008

Reference Books:

1. Myers Brealey, ―Principles of Corporate Finance‖, Eighth Edition, Tata

McGraw-Hill, New Delhi,2007

2. Pandey IM, ―Financial Management‖, Ninth Edition, Vikas Publishing House

P Ltd, 2005

3. Prasanna Chandra, ―Financial Management‖, Sixth Edition., Tata McGraw-

Hill, New Delhi, 2004

4. Ross S.A, Westerfield R.W, Jordan B.D, ―Fundamentals of Corporate

Finance‖, Eighth Edition, Tata McGraw-Hill, New Delhi, 2008


Semester II


16PBA110: HUMAN RESOURCE MANAGEMENT

Objective:

To understand the Human resource concepts and role played by them in

the organization.

Prerequisite:

The student has to be familiar with HR concepts

Unit I [8+2 hours]

Concepts of HRM

Case: 1 Sales Training : HRM current scenario


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Case: 2 Amalgamated Intercontinental: Role of Globalization

Nature and Scope of Human Resource Management: Meaning and Definition

of HRM, Objectives and Functions of HRM, HRM in a Changing Environment, Role

of Globalization in Human Resource Management

Activities:

“Human Resource Management as a Tool for Attaining High

Productivity in Service Sectors”- Group of students to be assigned to

collect the Mechanisms adopted in Private Sector Organizations to attain

High Productivity

First-hands on experience of the business and working culture of an

organization, students are required to collect an organization‘s HRM Practices

Role Play: ―when a student being a Human Resource Manager of an IT-

Enabled Industry‖


Human Resource Planning

Case: 1 Job Evaluation Redesign at Bayer Group: Job Analysis

Case: 2 Selection Process: Hindustan Liver Limited

Human Resource Planning: Job analysis – Job description – Job specification -

Competency Profiling Recruitment – Induction – Selection – Placement Wage and

Salary administration: Principles and techniques of wage fixation, job evaluation,

incentive schemes

Activities:

Organizational Visit: To plan an organizational visit and to study the

recruitment procedures followed in the organization

Group Activity: A group of students has to identify the selection process

adopted in the organization and they have to present a report.

Group Discussion: Group discussion about the Principles and techniques of

wage fixation


Performance Appraisal

Case: 1 Performance Appraisal Policies

Case: 2 Downsizing: Blues All Over the World

Performance Appraisal: Process, Methods, factors that distort appraisal,

methods to improve performance, Performance Appraisal Vs. Potential Appraisal-

Training and Development: Principles of Learning, Objectives, Types and Methods of

Training

Activities:

Class Discussion : Methods of Performance Appraisal

Team Activity: Identify any two personalities and find out difference

between the Potential Appraisal and Performance Appraisal

Group Activity: Training and Development process.


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Unit IV [7+2 hours]

Management development

Case: 1 Employee Benefit

Case: 2 Employee Assistance Programs

Management development: Meaning, Scope and Objectives Work

environment and conditions of employment – fatigue – safety – accident prevention

accident record Industrial Relations


Assigning groups to assess the work environment adopted in an organization

Role Play:Identify the stage of Fatigue among the employees in the

organization.

Group Activity: Collect the Industrial Relations Record maintained in an

organization

Unit V [10+2 hours]

International HRM

Case: 1 Candian Company : Model of HRM

Case: 2 Consumers Confound Marketers : Linking of HRM

International HRM : Model, variables that outline differences between local

and international HRM approaches to HRM, Linking HRM to international expansion

strategies.


Assigning groups to collect the International scenario in HRM

Group Activity: Globalization in HRM practices of a selected organization.

Industrial Visit: International expansion strategies [MNC Companies]

Text Books:

1. V.S.P. Rao ‗Human Resource Management- Text and Cases‘ Second Edition,

Excel Books, 2007

2. Dessler, Gary and BijuVarkkey, Human Resource Management 11th ed.

Pearson Education Inc (India), 2009

Reference Books:

1. Aswathappa K, ―Human Resource Management – Text and Cases‖, Tata

McGraw Hill, 2008

2. Decenzo A. David and Robbins P. Robbins, ―Human Resource Management‖,

John Wiley and Sons, Inc, MA, 7th edition, 2004

3. Dowling, Peter.J, Welch, Denice E, International Human Resource

Management, Excel Books (Thomson learning), 4th edition, 2007


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Semester II


16PBA111: QUANTITATIVE TECHNIQUES

Objectives :

To enable the students to learn the techniques of OR and respected

management and their application in business management.

On successful completion of course the students should know

methodology and limitation of quantitative techniques and mathematical

formation, information linear programming problems from graphical

solution and simplex method

Develop the skills from transportation and assignment problem, Network

analysis and time cost optimization. Student should understand the waiting

line models and simulation techniques involved in solving different

problem

Prerequisite:


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A basic knowledge in mathematical formulation is required

Unit I [10+2 hours]

CASE : 1 ―Quantifying the elements of a decision problem is the easy part,

the hard part is solving the model‖, Do you agree? Why or why not?

CASE : 2 ―Operations Research is an aid for the executive in making his

decisions based on scientific method analysis‖ Discuss the above statement in brief.

Introduction-Application of Quantitative techniques- methodology of

quantitative approach-Determining of the nature of problem –Formulation of

Mathematical Model-Validation of model –Solution and implementation

Activities:

Applications of Quantitative techniques – group discussion.

A Research Review on nature of problem from quantitative techniques.

An assignment on various models.

Unit II [9+2 hours]

CASE : 1 Food Stuffs A And B

CASE : 2 TYPE A AND B

Linear Programming – formulation – graphical solution –Simplex method –

Big –M method –Duality-Application in Management –Computer solution of

LP problems

Activities:

A Case study on formulation of LPP.

A Research Review Big-M method.

An assignment on simple problems from LPP.


Case: 1 Project X, Y, Z

Case: 2 Small Machine Shop

Transportation problems –North West corner –Least cost-VAM-MODI

method degeneracy –Hungarian method-Seles man routing problem-

Application in management-Computer solution of TP problem.

Activities:

A Case study on transportation problem.

A Research Review on optimum solution of TP.

An assignment on Assignment and Sales man routing problem.

Unit IV [8+2 hours]

Case : 1 Network

Case : 2 Normal Time And Crash Time

Waiting line models-Structure of waiting line system –single server –

Poisson Queuing models-Infinite capacity –Computer based problem solving

Simulation –Formulation ,running and performance appraisal of simulation models-

simple problems and Demand problems –Computer based problem solving.


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Activities:

A Case study on Waiting line models.

A Research Review on simulation

An assignment on single server waiting model and problems on

simulation.

Unit V [9+2 hours]

CASE: 1 Estimate

CASE: 2Normal Times and Crash Time

Queuing Theory and Simulation.

Waiting line models-Structure of waiting line system –single server –Poisson

Queuing models-Infinite capacity –Computer based problem solving Simulation –

Formulation ,running and performance appraisal of simulation models- simple

problems and Demand problems –Computer based problem solving.

Activities:

A Case study on Waiting line models.

A Research Review on simulation

An assignment on single server waiting model and problems on

simulation.

Text Books:

1. HamdyA.Taha, ―Operative Research – An Introduction‖, Pearson

Education, New Delhi, 7th Edition, 2004

2. Barry Render, Ralph M. Stair Jr., ―Quantitative Analysis for

Management‖, Pearson Education, New Delhi, 9th edition, 2006.

3. Jaisankar S, ―Quantitative Techniques for Management", Excel Books

Pvt. Ltd, New Delhi, 2005.

Reference Books:

1. 1.Srivastava U K, Shenoy G V, Sharma S C, ―Quantitative Techniques for

Managerial Decisions‖, New AgeInternational Pvt. Ltd., 2nd edition,2002.

2. Levin, R.I., Rubin, D, Quantitative approaches to Management, McGraw Hill

Co. Ltd, 5th edition


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Semester II


16PBA112: RESEARCH METHODS FOR MANAGEMENT

Objectives:

To understand the scope and significance of research in business decisions.

To understand sampling techniques along with hypothesis testing.

To understand various scaling techniques and measurement scales

Prerequisite:

Basic Knowledge in Research Process

Unit I [8+2 hours]

Research Concepts

CASE : 1 Management Institute: Process of Research

CASE : 2 Rama Store: Identifying Research Problem


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Research - meaning - scope and significance - Types of research - Research

Process - Characteristics of good research - Scientific method - Problems in research

– Identifying research problem – concepts, constructs and theoretical framework.

Activities:

Case study

Group Activity- Under what circumstances stratified random sampling is

considered appropriate? How would you select such a sample? Explain by

means of an example.

Individual Presentation –― Empirical research creates so many problems for

the researchers‖. Each student must highlight the problems that are usually

faced by young researchers by selecting specific areas of their choice.

Unit II [9+2 hours]

Hypothesis

CASE: 1 M/s Apple India Limited: Research Design

CASE: 2 Butamal kirorimal : Errors in measurement

Hypothesis:- meaning - sources - Types - formulation Research design - Types

- case study - features of good design - measurement - meaning - need Errors in

measurement - Tests of sound measurement Techniques of measurement - scaling

Techniques - meaning - Types of scales - scale construction techniques.

Activities:

Individual presentation -Design a suitable scale for measuring the attitude of

workers towards their jobs and work environment

Case study in developing research design.

Rating and ranking scales: develop few questions to ascertain people‘s liking

or disliking towards any product of your choice.


Sampling Design& Data Collection

CASE: 1 Establishing A New Hotel : Parametric Test

CASE : 2 Questionnaire : Applications of SPSS

Sampling design - meaning - concepts - steps in sampling - criteria for good

sample design - Types of sample designs - Probability and non-probability samples.

Data collection:- Types of data - sources - Tools for data collection methods of data

collection – constructing questionnaire - Pilot study - case study - Data processing:-

coding - editing - and tabulation of data - Data analysis.

Activities:

1. Group Activity- Interpret the results of factor analysis done on the following

questions to determine why people work in an organization. The interpretation

would involve the following:

a) Interpret the rotated solutions and name the factors.

b) Calculate the eigenvalues of each factor.

c) Calculate the communalities for each variable.


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d) What is the contribution of the identified factors towards the total

variance?

1. Table I: KMO Bartlett‘s Test

Kaiser- mayer-Olkin Measure of sampling Adequacy .698

Bartlett‘s Test of Sphericity Approx. Chi-Square 1267.330

d.f 15

Sig. .000

Table II: Rotated Component Matrix

Attributes Component 1 Component 2

Add to image of the company -.028 .221

I enjoy working in the company .928 .194

My Company is well respected .976 .142

The fellow workers are helpful .376 .902

Team working is recognized by the company .375 .903

We have a very relaxed working atmosphere in the

company

.953 .145


Test of Significance

CASE : 1 Antimalarial Campaign: Z test

CASE : 2 Specimen Of Copper Wires: t test

Test - T test, F Test and Z test - Non Parametric Test - U Test, Kruskal

Wallis, sign test. Multivariate analysis-factor, cluster, MDS, Discriminate analysis.

(NO Problems). SPSS and its applications.

Activities:

Case study in parametric and non-parametric tests.

Data Analysis using the Application of SPSS

Group Activity- Interpret the results of factor analysis done on the

following questions to determine why people work in an organization.

Unit V [8+2 hours]

Report Writing

CASE : 1 Online Research Report: Steps in Report Writing

CASE : 2 Visual Representations: Presentation of Report

Interpretation - meaning - Techniques of interpretation - Report writing:-

Significance - Report writing:- Steps in report writing - Layout of report - Types of

reports – Oral presentation - executive summary - mechanics of writing research

report - Precautions for writing report - Norms for using Tables, charts and diagrams -

Appendix:- norms for using Index and Bibliography.

Activities:


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Find a technical and business report from your library or on the internet and

examine the contents of the report against what has been discussed in the

chapter. What deviations did you find from the stated structure ? What do you

think could have been the reason for this?

There are a number of sites available for educating a researcher on making

presentations. Study the methodology suggested by these and prepare a

presentation of not more than 20 minutes to share with your classmates.

Case study in report writing.

Text Book:

C.R.Kothari, Research Methodology Methods & Techniques, New Age

International Publishers, New Delhi, 2nd

Edition 2004

Reference Books:

Rao K.V.Research methods for management and commerce – sterling

Uma Sekaran, Research Methods for Business, Wiley India Publications, 4th

Edition - 2009.

Donald R.Cooper and Pamela S.Schindler - Business Research Methods - Tata

McGraw Hill,2007

Naresh K Malhotra – Marketing Research: An Applied Orientation, Pearson

Education, 4th

Edition, 2004


Semester III


16PBA113: STRATEGIC MANAGEMENT

Objective:

To integrate knowledge gained in various functional areas to make business

decisions, from the general manager's point of view in the global and Indian

context.

Pre-requisite:

Basic Knowledge in Business Environment and Marketing Management

Unit I [10+2 hours]

Corporate Strategic Planning


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CASE-I: Kinder-Care Learning Centers – case study

CASE-II: GETTING IT RIGHT AT McDonalds – case study

Corporate Strategic Planning - Mission - Vision of the firm - Development,

maintenance and the role of leader - Hierarchal levels of planning - Strategic planning

process. Strategic management Practice in India. Competitive advantage of Nations

and its implication on Indian Business

ACTIVITIES:

Is argued that middle managers should be involved in strategic management?

What are main benefits for involving them in strategy-making? What roles do

middle managers‘ play in relation to the management of strategy? How can

middle managers increase their influence on strategy? Give examples(s) to

support your argument.

People are at the art of the strategies .In your opinion, how human resources

can enable the success of strategy? And how human resources should be

managed to enable the strategy success for the business organization

―Strategy is a blueprint indicating the courses of action to achieve the desired

objectives.‖ Explain in the light of this statement the concept of strategy and

describe the steps and approaches of strategic planning.

Unit II [8+2 hours]

Environment Analysis & Internal Analysis of Firm

CASE-I: Sagar ratna hotel – case study

CASE-II: Dr.Sukumar case - study

Environment Analysis & Internal Analysis of Firm: General environment

scanning, competitive & environment analysis - to identify opportunities & threat -

Assessing internal environment through functional approach and value chain -

identifying critical success factors - to identify the strength & weakness - SWOT audit

- core competence - Stockholders' expectations, Scenario-planning - industry analysis.

ACTIVITIES:

Conceptually, strategy of a firm consists of two inseparable parts: business

strategy and corporate strategy.(a) Distinguish between business strategy and

corporate strategy. (b) Identify the key elements considered to develop and

formulate such master strategy.

Describe the concepts of organizational culture and the culture web. Explain

how these concepts can influence the process of strategic management. Give

example to support your argument.


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State that a company configures its strategy making process to reduce agency

problem that potentially exists between stock holders and managers


Strategy Formulaion

CASE-I: DD Ltd – case study

CASE-II: Royal Drug Research Laboratory – case study

Strategy Formulation: Generic strategies - Grand strategies - Strategies of

leading Indian companies - The role of diversification - limits - means and

forms. Strategic management for small organisations, non-profit organisations

and large multi product and multiple market organizations

ACTIVITIES:

―Innovation management involves innovation generation and innovation

diffusion‖-Discuss the statement and discuss the type of growth avenues

available at different stages of an innovation

―Strategic management process for non-profit organization differ with other

organization‖- discuss

Highlight the role of technology & innovation in strategic management with

example


Tools for Strategy

CASE-I: Meters ltd – case study

CASE-II: Tangy spices Ltd – case study

Tools of Strategy: Planning and evaluation: Competitive cost dynamics -

experience curve - BCG approach - cash flow implication -IA-BS matrix - A.D.Littles

Life-cycle approach to strategic planning - Business portfolio balancing - Assessment

of economic contribution of strategy - Strategic funds programming.

ACTIVITIES:

"This is an era of mergers and acquisitions" - Elaborate this statement by

discussing strategies adopted for mergers and acquisitions.

Logical instrumentalism is widely used by organizations to develop [e its

strategy. Explain the term ―logical instrumentalism‖ describe the major steps

(or characteristics) involved when it is used for strategy development. Give an

example illustrate your understanding?


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Enumerate the different stages of organizational life cycle and highlight the

suitable strategies of each stage

Unit V [8+2 hours]

Strategy Implication and Control

CASE-I: Sahni Auto Industries – case study

CASE-II: BB Ltd – case study

Strategy implication & Control: Various approaches to implementation of

strategy - Matching organisation structure with strategy - 7S model - Strategic control

process - Du Pont's control model and other Quantitative and Qualitative tools -

Balanced score card - M.Porter's approach for Globalisation - Future of Strategic

Management.

ACTIVITIES:

Implementing a strategy successful depends on selecting the right combination

of organization structure, control system and culture explain

Assuming that an automobile industry is interested in implementing certain

strategies in the present cutthroat competition, what plans and programmes

could it undertake?

Describe the effect of globalization on strategic management and explain in

detail the balanced scorecard technique

Text Book:

1. Pearce & Robinson, Strategic Management, All Indian Travellors N D.

Reference Books:

2. 1, A.C.Hax and NS, Strategic Management: An Integrative Perspective,

Majifu, Prentice Hall.

3. Michael Porter, Competitive strategies.

4. John A Pearce II and Richard B Robinson, ―Strategic Management:

Formulation, Implementation and Control‖, 9th Edition, TMH, 2007

5. Michael Porter, Competitive Advantage of Nations.

6. Samul C. Certo and J.Paul Peter, Strategic Management, Second Edn.

Concepts & Application, McGraw Hill.

7. Gregory G.Dess and Alex Miller, Strategic Management, McGraw Hill.

8. Gerry Johnson & Kevan scholes, Exploring Corporate Strategy: Text & Cases,

Prentice Hall India.

9. Jauch.L., Rajive Gupta & William.F.Glueck, Business Policy and Strategic

Management, Frank Bros&Co., 2003.

10. Fred R.David, Strategic Management Concepts & Cases, Pearson, 2003.


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11. R.Srinivasan, Strategic Management, II edition, Prentice Hall of India, New

Delhi.


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Semester I

Contact Hours/Week: 02 Core: Laboratory – 1 Credits: 04

16PBA301 : COMPUTER APPLICATIONS IN MANAGEMENT

Objectives:

To introduce the concepts of information technology and their application in

management decision making

To familiarize with the Components of a Computer - Hardware and Software

– Operations Systems – Directories and File properties.

Unit I [10 hours]

MS Word and MS Power Point

Word: Create, Modify and Save Word Document, Manipulate Tabs and

Margins, Insert

Comments, Bookmarks, Create and Edit Styles. Merge Documents, Create and

Modify

Tables, Sort Records, Using Pictures and Charts, Mail Merge, Generate Labels.

PowerPoint: Creating Presentations, Hyperlink, Apply Design Template, Slide

Transitions,

Custom Animation, Speaker Notes, Print Handouts, Screen Navigation Tools.

Unit II [8 hours]

MS Excel

Excel: Create, Modify and Save a Spreadsheet, Using Templates, Using

Multiple

Workbooks, Formatting Numbers, Report Manager, Computations in Cells, Summary

Functions, Conditional Formats, Appearance/ Format of Text and Numbers in Cells,

Sorts,

Data Filters , Create Graphs and Charts ,Modify Charts.

Unit III [10 hours]

Excel for Managers

Max functions- SUM, COUNT, IF, AVERAGE-MAX ,MIN-SIDDEV,VAR-

ABS,EXP,INT-LOG 10 AND LOG-ROUND ,SQRT-calculate simple and compound

interest- use auto sum-perform sort and filter-alphabets, numeric- conditional

formatting using logical( IF /AND/OR/NOT)-execute financial functions( PMP/FV,

NPER/RATE)-pivot tables- group pivot table items, multilevel pivot table frequency

distribution, pivot chart- basic concepts related with user defined macros by

automating recording a macro.


Coimbatore-641049

Unit IV [10 hours]

MS Access

Access: Create Database, Table Relationship, Primary Key, Modify Field

Properties, Findand Sort Records, Data Types, Create and Modify Forms, Enter

Records Using Form,

Delete Records From Table, Control Toolbox , Calculated Control, Apply and

Remove

Filters, Create Calculated Field , Create Report, Format Properties , Query.

Unit V [7 hours]

Tally

Creating Company, Group Ledger, Voucher, Journal, Contra, Sales,

Purchases, Credit Note, Debit Note, Receipt, Payment, Report Generation.

. Reference Books:

1. OFFICE 2000 Complete – BPB

2. Windows 98 Complete – BPB

3. Windows 98 6 in one by Jane Calabria and Dorothy Burke – PHI

4. Using Microsoft Office 2000 by Ed, Bott – PHI

5. Enterprise Resource planning (ERP): Text and case studies by Murthy, C S V,

HPH

6. Teach yourself SAP in 24 hours by George Anderson; Danielle Larocca -

Pearson Education

7. Photoshop 7 Basic Skills 1 for Windows by Element K Press



Coimbatore-641049

Semester II

Contact Hours/Week: 02 Core: Laboratory – 2 Credits: 04

16PBA302: DATA ANALYSIS FOR DECISION MAKING

Objective:

To enable the students to have an insight into basic statistical techniques using

SPSS package

Unit I [7 hours]

Data Entry and Data view

Unit II [10 hours]

Mean, Median, Mode, Standard Deviation, Co-efficient of variations Cross

table Analysis, Percentage Analysis

Unit III [10 hours]

Correlation and Regression

Dependent vs. Independent Variables, Concept of Bivariate Data, Correlation

Coefficient (Pearson and Spearman‟s Rank Correlation), Interpretation of Covariance

and Correlation as Measures of Association between Variables, Simple Linear

Regression

Unit IV [10 hours]

Parametric Tests

z- Test, t-test (One Sample and Two Sample) and ANOVA (One Way) -

Theory and the Computations of ANOVA

Unit V [8 hours]

Non Parametric Tests

Chi-Square Test: Goodness of Fit Test, Test of Independence of Attributes,

Mann-Whitney U Test, Wilcox on Signed Rank Test, and Kruskal-Wallis Test

Text Books:

1. Statistics for Management”, New Delhi: Cengage Learning (Thompson),

2009.

Reference Books:

1. R.I. Levin and D S.Rubin, “Statistics for Management”, New Delhi:

Prentice Hall of India, 2008.

2. Ronald E Walpole, Raymond H Myers, Sharon L Myers, and Keying Ye,

“Probability and Statistics for Engineering and Scientists”, Noida: Pearson

Education, 2004.

3. P. R.Hooda, ―Statistics for Business and Economics‖, New Delhi: Tata

McGraw Hill, 2007.



Coimbatore-641049

Semester III

Contact Hours/Week: 04 Elective : Theory Credits: 04

16PBA201: PRODUCT AND BRAND MANAGEMENT

Objectives:

To enable the students to understand the importance of product concepts and

product market strategies.

To enable them to know about the positioning strategies and new product

development.

To equip them with the benefits of branding and the importance of brand

equity.

Pre-Requisite:

Basic Knowledge in Product Management decision and Brand Management

Unit I [9+2 hours]

Product Concepts: Product Planning

CASE 1 Product strategies & Product Management decision

CASE 2 Process of designing the positioning strategy for the product.

Marketing Plan, Portfolio Analysis, Market Potential and forecasting Product

Market Strategies. Product Positioning: -New Products: New Product Categories,

Organization for Product Management.

Activities:

Preparing a Product Plan- Launch a new product of your own where you will

be able to strategically position your product, convince your internal and

external customers and leverage your competitive advantage in the

marketplace.

Group presentation-product positioning and market strategies

Field work –Analyse the reasons for Success & failure of some new products

in the market.

Unit II [8+2 hours]

Brands

CASE 1 Steps taken to Rename the product

CASE 2 Brand Building.

Brands Vs Products, Elements of Brand- Steps in Brand building- Benefits of

branding; Brand attributes, Significance of branding to consumers & firms-selecting

brand names. Brand Awareness-Types of Brand Awareness, Brand Image- Types of

Associations, Brand Identity, Brand Personality, Brand Positioning, Creating Core

Brand Values; Bringing Brand to life.

Activities:

Field trip - students will visit top duty free stores where luxury cosmetics and

perfume brands are sold and understand how each booth or store is designed

and decorated to reflect brand identity.


Coimbatore-641049

Group Presentation –Identify few brands which are familiar and created a

core value among the consumers with examples.

Business Quiz in branding.


Brand valuation

CASE 1 Decision related to reference group behaviour

CASE 2 Market analysis

Consumer/Customer perception compared with competitors- Consumer/

Customer Market mapping and analyses, size share and growth. Royalty Analyses,

Supply Chain Price points and Profitability Analysis- Cost Approach- Market

Approach- Income Approach

Activities:

Case study in consumer decision making behaviour

Group Presentation –mapping the competitors according to their performance

with reference to any product.

Debate- Which is the best approach for brand valuation.

Unit IV [9+2 hours]

Brand equity

CASE 1 Assessment of target customers

CASE 2 Brand Equity

Growing, sustaining Brand equity- Customer Based Brand Equity, Sources of

Brand Equity; Managing Brands

Activities:

Case study related to Brand Equity

Group Presentation-Take a real time example of how companies are managing

brands.

Discussion in the sources of brand equity.

Unit V [10+2 hours]

Designing and Interpreting Branding strategies:

CASE 1 Global Branding

CASE 2 Branding strategy

Building Branding Strategies, Brand Extensions, Brand Licensing and

Franchising, Global Branding. Brand Product Matrix-Brand Hierarchy-designing

brand strategies- Managing Brands overtime, Geographic boundary and segments.

Activities:

Individual Activity: Omega international is planning to introduce a hair gel for

male in the Indian market. Assume that you are appointed as the brand

manager. Design the brand elements for hair gel.

Group presentation in brand extension with real time examples.


Coimbatore-641049

Debate-Suppose you were asked to develop and launch a brand of jeans in the

Indian market what branding strategies will you follow in managing the brand

overtime.

TEXT BOOKS:

1. Donald Lehmann, Product Management, Tata Mc Graw Hill.

2. Keller, Kevin Lane, Strategic Brand Management : Building, Measuring

and Managing Brand Equity, Tata Mac Graw Hill

REFERENCE BOOKS:

1.Urban, Hauser, and Dholakia, N.Essentials of New Product Management,

Tata Mc Graw Hill.

2. Murphy, John, Brand Strategy, Cambridge, The Director Books

3. Nichololas Ind, Living the Brand, Tata Mc Graw Hill.

4. C.Merle Crawford ,New Product Management

5. Harsh V.Verma, Brand Management, New Delhi, Excel Books.


Semester III

Contact Hours/Week: 04 Elective: Theory Credits: 04

16PBA202: RETAIL AND SERVICES MARKETING


Coimbatore-641049

Objectives:

To enable the students to understand the importance of retail and

services marketing

To equip them effectively to use service dimensions for maintaining

better customer relations

Pre-Requisite:

Knowledge in Retailing strategy and challenges in services marketing

Unit I [10+2 hours]

Introduction &Overview of Retailing

CASE1 McDonald’s Ultimate Retailing

CASE2 Viveks –Retailing strategy

Introduction &Overview of Retailing, Classification of retailing units, and

Strategic Planning in Retailing: Retail Strategy – Mission –Goals, Retail

Atmospherics, Establishing and Maintaining a Retail Image: Elements of Retail

Atmospherics – Design Interiors, Exterior, Layout, Display, Décor.

Activities:

Group presentation in Store design and layout - exterior and interior store

design and layout - for comprehensive store planning to achieve success in

a competitive environment with real time examples.

Discussion-Design the retail marketing strategy for launching an e- retail

store for traditional gold jewellery to tap NRI customers.

Debate-Different types of retail format existing in your city and give details

regarding their retail mix.

Unit II [9+2 hours]

Merchandise Management

CASE 1 Wal-Mart Discount Store

CASE 2 Sales Promotion Methods Adopted by the Globus Design Hub

Developing and Implementing Merchandising Plans, Depth and Width of

Assortment, Reduced Inventory Costs and Stock out, Category Management, Retail

Pricing, Advertising and Promotion.

Activities:

Individual Activity-Identify the stages of merchandise planning and

management giving the examples of the following :a) Grocery shops near your

home/apartment b) A departmental store.

Group presentation- Select two leading department stores in your city and

compare their pricing strategy for their respective private label products.

Debate –the promotion strategy of three franchisee in food and fashion

category.


SCM & IT in Retail Management

CASE 1 Zara's Supply Chain Management Practices

CASE 2 Threats for the Indian retail industry.


Coimbatore-641049

SCM & IT in Retail Management, Feasibility Study on Setting (Locating)

New Retail Unit.

Activities:

Choose a logistic retailer of your choice and analyse his logistic culture and

strategic choice.

Group presentation-Selection of location is a significant task. Interview a

retailer in your locality to identify the decision factors used by him or her to

analyse the suitability of the site for locating the store.

Business Quiz in Retail Management.

Unit IV [8+2 hours]

Services Marketing

CASE 1 Future strategies of PPP HOTEL

CASE 2 Multiplex Pricing

Introduction to services marketing - Trends & Opportunities – Understanding

the service experience – Concepts in service product - Pricing of services –

Distribution of services.

Activities:

Group presentation-Trace the growth of any two services industries in your

neighbourhood and analyse the factors that have influenced their growth.

Trace the lifecycle concept for the products of the following services, as

experience in your place of residence: Personal care (saloons,body

slimming),Fast-food restaurants, computer education.

3.Debate in developing pricing strategies for different types of services.

Unit V [8+2 hours]

Service Environments

CASE 1 Microsoft Inc. USA- The World Leader in Software

CASE 2 HOTEL SNOW VIEW-Value Added services.

Communication for services – Designing Service environments – Designing

Customer Service Processes – Managing Service personnel – Understanding service

quality.

Activities:

Using a public sector organisation of your choice, give examples of the

methods by which the organisation can seek to manage service quality.

Group Activity-Prepare a purchase process with a flowchart for the following

services: a) Railway Journey Reservation b) Hotel rooms c) Courier parcel d)

Garment purchase.

Think of a service where high level of customer participation is necessary for

the service to be successful( e.g., health club, educational setting, weight loss,

tution centers) .Interview a service provider in such an organisation to find out

what strategies the provider uses to encourage effective customer

participation.

Text Books:


Coimbatore-641049

1.Pradhan, Swapna, ―Retailing Management – Text and cases‖, Tata –

McGraw Hill, Delhi

2.Christopher H. Lovelock, Jochen Wirtz, and Hean Keh, Services Marketing:

Pearson Publication.

Reference Books:

1.Ogden R & Ogden T, ―Integrated Retail Management‖ Wiley India Pvt. Ltd,

New Delhi

2.Levy M, ―Retailing Management‖ Tata – McGraw Hill, Delhi

3.Valarie Zeithaml and Mary Jo Bitner , Services Marketing, 2nd

ed., Tata

McGraw Hill

4.Christopher H. Lovelock, Jochen Wirtz, and Hean Keh, Services Marketing:

Pearson Publication.


Semester III

Contact Hours/Week: 04 Elective : Theory Credits: 04

16PBA203: MARKETING RESEARCH


Coimbatore-641049

Objectives:

To enable the students to understand the importance of marketing research

To equip them with applications of marketing research in various fields

Pre-Requisite:

Knowledge in marketing research , Product Research, Sales Control Research,

Advertising Research and ethical issues.

Unit I [8+2 hours]

Marketing Research – An Introduction

CASE 1 Developing TIL communications strategy and its marketing

campaign

CASE 2 King Kites (KK) Marketing Research Process

Conceptual Frame Work – Historical Development, Nature – Scope –

Importance – Relationship with other Disciplines – Consumer and Industrial

Marketing Research – Organization of Marketing Research Department. Marketing

Research Process : Steps in Marketing Research – Problem Definition – Research

Design – Field Work – Data Analysis – Report Preparation – Characteristics of Good

Marketing Research – Marketing Research Plan

Activities:

Discussion: ―Although aspects of marketing may have existed sporadically for

thousands of years, it is a fact that modern marketing was born only in the

beginning of the twentieth century‖

Group Presentation: ―As a Marketing Researcher how would you draft

Marketing Research Process, Present with an emerging Brand‖.

Role Play: act as an Market Analyst for a New Product

Unit II [9+2 hours]

Product Research

Case : 1 High Fashion Wear Research Proposal

Case : 2 Market Research Companies Run Out Of Information

New Product Research – Idea Generation, Idea Screening – Concept

Development and Testing, Business Analysis, Product Development, Test Marketing,

Commercialization – Product Life Cycle Research – Product – Mix Research

Activities:

Discussion: ―Every phases of Product Life Cycle Research is Most Import in

Marketing Research‖

Presentation: How New Product Research is essential in Marketing Research?

Present your view points in a New Product which is ready to Market?

Role Play: Commercialization of a Fashion Product


Sales Control Research :


Coimbatore-641049

CASE :1 DEVELOPING THE PRODUCT : TENSATOR THE

INNOVATOR

CASE :2 COMPLACENCY CAN BE THE BIGGEST ENEMY OF

RETAILERS

Sales Forecasting – Sales Analysis – Sales Potential – Methods for

Developing Marketing Potentials – Direct Data Methods, Corollary Data Method –

Use of Surveys to Determine Potentials

Activities:

Discussion: Why Advertising Research is necessary for an Organisation? How

to measure the effectiveness of Advertising Research?

Presentation: Advertising Research how would you apply for an electronic

Product

Role Play: As an Advertizing Professional Which Media you will select to

conduct a Research for Eco- Friendly Products?


Advertising Research :

CASE : 1 FREE FLIGHTS PROMOTION ENDS IN DISASTER

CASE : 2 Advertising Effectiveness Research

Advertising Content Research, Advertising Media Research, Advertising

Effectiveness Research

Activities:

Debate: Whether Advertising Research is necessary for an Organisation? It is

Real or Providing Exaggerated Information?

Action: Measure the effectiveness of Advertisement of a FMCG- Company.

Industrial Visit: to an Organization which is involved in more Advertising for

promoting its Brand.

Unit V [9+2 hours]

Ethics in Marketing Research :

CASE : 1 Bharti’s future in the prepaid card market

CASE : 2 Direct-to-consumer (DTC) Drug Advertising - Harmful or

Helpful?

Treatment of Respondents, Buyers & Researchers – International Code of

Marketing Research Practice- Segmentation research

Activities:

Task:Identify the principal benefits to customers which derive from a mobile

phone. What differences are likely to exist between market segments?

Presentation: Is a strong brand identity on its own a source of sustainable

competitive advantage? To what extent must this be backed up by real product

features?

Debate: Are goods different to services in the way that a distinction is made

between features and benefits?

Text Book:


Coimbatore-641049

1. Beri, G.C. ―Marketing Research‖, fourth Edition, Tata McGraw-Hill

Publication Ltd., New Delhi, 2008

Reference Books:

1. Cooper and Schindler, ―Marketing Research- Concepts and cases‖, Tata

Mcgraw Hill, New Delhi, 2006.

2. Naresh K Malhotra. ‖Marketing Research‖ ,Pearson education, fifth edition,

New Delhi, 2007.

3. Rajendra Nargunkar, ―Marketing Research- Text and cases‖, third edition,

Tata Mcgraw Hill, New Delhi, 2008.

4. Shao Zhou, ―Marketing Research-Indian Edition‖, Cengage Learning, New

Delhi 2008.


Semester III


16PBA204: CONSUMER BEHAVIOUR


Coimbatore-641049

Objectives:

To enable the students to understand the basics of Consumer Behaviour.

To give insight to them on the various external and internal influences

on Consumer Behaviour.

To let them understand how consumers make purchase decisions.

Pre-Requisite:

Basic knowledge in Consumer purchasing decisions and the influence of

external forces in buying behaviour.

Unit I [9+2 hours]

Introduction to Consumer Behaviour

CASE 1 TATA major player in the branded salt category

CASE 2 Consumer Behaviour towards new brand of computer

Meaning, Definition, Concepts. Marketing Strategy and Consumer Behaviour.

Approaches to the Study of Consumer Behaviour.

Activities:

Debate-Compare the marketing concept with the societal marketing

concept. Do you think marketers should adopt the societal marketing

concept? In which industries does the immediate adoption of such a

concept is necessary?

Group discussion-Select a product, brand or service that you bought or

used because it was particularly suitable for your needs. Would you say

the development of this product or service was guided by the marketing

concept?

Case Analysis related to marketing strategy and consumer behaviour.

Unit II [8+2 hours]

Internal Influences on Consumer Behaviour

CASE 1 TATA major player in the branded salt category

CASE 2 Consumer Behaviour towards new brand of computer

Consumer Motivation, Personality, Perception, Learning, Attitude.

Activities:

Presentation- How do your clothing preferences differ from those of your

friends? What personality differences might explain why your preferences are

different from those of other people?

Case Analysis related to consumer motivation & attitude.

Discussion-Make a list of jingles for products and services which you can

recall? Can your friend recall these jingles? How would you explain the

differences between the two patterns of recall?



Coimbatore-641049

External Influences on Consumer Behaviour

CASE 1 Role of marketing strategies in creating and maintaining (or

modifying) cultural meanings

CASE 2 The Flynn Effect

Reference Groups, Family, Social Class, Culture, Sub Culture, Marketing

Communications, Personal Influence and Opinion Leadership.

Activities:

Individual Activity- Find a magazine advertisement for a consumer product

that uses an expert as a reference group appeal and an –other ad that features a

top corporate executive. What impact do you feel each reference group has on

consumers? Why?

Think of a recent major purchase your family has made. Analyse the roles

performed by the various family members in terms of the following

consumption roles :influencers, gatekeepers, deciders, buyers, preparers, users

,maintainers, and disposers

Role play –Influence of Family members in purchasing behaviours.

Unit IV [9+2 hours]

Decision Process and Post-purchase Behaviour

CASE 1 Pleasant Company-Pricing strategies

CASE 2 Tri-State Telephone: Critical trends

Consumer Decision Making Process, Diffusion of Innovations. Post Purchase

Behaviour: Post Purchase Dissonance, Product Use, Product Disposition, Purchase

Evaluation and Consumer Satisfaction.

Activities:

Group Activity- Find an advertisement for a new product. Identify the

psychological, sociological and cultural factors that may influence consumers‘

decisions regarding the purchase of this product. In your opinion will this

product succeed or fail in the marketplace?

Role play in Decision making and Post-purchase behaviour.

Case analysis.

Unit V [10+2 hours]

Organizational Buyer Behaviour

CASE 1 Exposure, Attention and Comprehension on the Internet

CASE 2 Peapod Online Grocery-2003

On-line Buyer Behaviour, Consumer Research, Profile of Indian Consumers,

Changing Consumer Behaviour.

Activities:

Individual Activity-Analyse the on-line buying behaviour among the

consumers by developing a questionnaire to measure the attitudes of the

consumers.


Coimbatore-641049

Debate in changing behaviour of consumers.

Group Presentation-Give an example of what you believe to be an unethical

marketing practice. How can this practice be stopped through government

regulations? Can the industry stop this practice? If so, how?

Text book :

1. Schiffman G and Leslie Lazar Kanuk, ―Consumer Behaviour‖ Pearson

Education, New Delhi: 9th Edition - 2006.

Reference book :

1. Jay D Lindquist., and M Joseph Sirgy., ―Shopper, Buyer & Consumer

Behaviour‖, Biztantra Publication, New Delhi: 2005.

2. David L Loudon and Albert J Della Bitta, ―Consumer Behaviour‖, Tata

McGraw Hill, New Delhi: 4th Edition - 2006.

3. Shetth and Mittal, ―Consumer Behaviour, A Managerial Perspective‖,

Thomson South Western, Singapore: 2nd Edition - 2006.

4. Del I Hawkins, Roger J Best, Kenneth A Coney, and Amit Mookerjee.,

―Consumer Behaviour‖ Tata McGraw Hill, New Delhi: 9th Edition - 2007.


Semester III


16PBA205: LABOUR LAW


Coimbatore-641049

Objectives:

To enable the students to understand the labour legislations

To help the students in understanding the respective Laws.

To familiarize the student in practical application of labour laws in

Organization.

Pre-requisite:

Basic Knowledge in Human Resource Management- Industrial Relations

Unit I [10+2 hours]

The Apprentices Act, 1961

Case :1

An engineering company engaged a person as an apprentice under Apprentices

Act, 1961 for training in a designated trade.

Case: 2

Hindu Jea Band ,M/s.Jaipur vs. Regional Director , Employees State

Insurance Corporation,

Meaning and Key expressions: Apprentice, Establishment, Graduate or

Technician apprentice, Industry, Technician vocational) apprentice, Trade apprentice,

Worker-child

Eligibility and Qualifications-Obligation of Employer in engaging apprentice

Child Labour (Prohibition and Regulation) Act, 1986:- Key Definition: Child Labour,

Establishment, Family, and Workshop – Prohibition of employment of children-

Regulation of Conditions of work of children permitted to work – Statutory

Compliances by the occupier

The Contract Labour (Regulations and Abolition)Act 1930: Applicability- Non-

applicability- contracting out- Key Definitions: Contract labour- Contractor-

Establishment- Principal Employer- Wages- Workmen. Registration of

Establishments: procedure for employer- Procedure for Contractor. Statutory

Compliances

Activities:

Group of Students are assigned apply the provisions relating to health and

welfare under factories Act in a factory involved in Production

Give a Presentation on statutory compliances on contribution under the

Employees state Insurance Act.

Debate: Lay – off, Retrenchment and closure in certain establishment

required, not required.

Unit II [9+2 hours]

The Employees Provident Funds and Miscellaneous Provisions Act, 1952

Case:1 Lack of work/discontinuance of a function. Special issue: Employer‘s

selection criteria to lay off an employee.


Coimbatore-641049

Case: 2

Sunil Pawar is a worker in the Production Department

The Employees Provident Funds and Miscellaneous Provisions Act, 1952:

Applicability- Non-applicability- Exemption from applicability- Excluded employees.

Key Definitions: Employee, Contractors Employees, Basic Wages:- Production

Bonus, Incentive Payment, Leave Encashment, Inam, All allowances except HRA,

Back wages, Occupier- Members of Fund- Contributions- Statutory Compliances by

employer: Declaration of Employees details, Payment of Contribution, Contribution

Cards, supply of Pass books, Returns- Rights/ Benefits to employees-

Payment/Withdrawal of PF amount

The Employee State Insurance Act, 1948: Applicability/ Coverage-Exemption from

applicability, Meaning of Key expressions: Contribution, Dependent, Employment

Injury, Occupational Disease, Employee, exempted Employees, Immediate Employer,

Occupier, Permanent partial Disablement, Permanent Total Disablement, Principal

Employer, Temporary Disablement, Wages. Registration of factories and

establishments: procedure for registration. Identity Cards - Contributions- Benefits.

Statutory Compliances by Principal Employer- Returns and Registers

Activities:

Bring out the provisions relating to working hours of adults under Factories

Act.

Present about total and partial Disablement and occupational disease

Present the Provisions relating to rights to payment of maternity benefit


The Factories Act, 1948

Case: 1

Alleged reason for dismissal: Poor work performance. Actual reason for

Dismissal:

Discrimination. Special issue: Double jurisdiction (other redress). The case of

Kim Draper

Case : 2The Sona and Rupa Company manufacture of wooden toys of various

kinds;

The Factories Act, 1948: Applicability, Exemption from applicability- Key

expressions: Hazardous process, Worker, Factory, Occupier. Requirements for

starting a factory- Working hours- Overtime- Annual Leave with wages- Provisions

for Health- Provisions for Safety- Provisions relating to welfare- Provisions relating

to women workers-Rights of workers-Registers and Returns

The Industrial Disputes Act, 1947: Applicability- Key concepts:- Appropriate

Government, Award, Conciliation Proceedings, Continuous service,

Closure(Procedure for Closure) , Industry, Industrial Dispute, Lock out, Lay-off,

Retrenchment : Termination (Procedure for Termination), Strike, Settlement,

Workman, Wages. Representation of Parties: Workmen, Employers, Officer, Legal

practitioners- contraventions and Penalties.

Activities:


Coimbatore-641049

Bring out the provisions relating to working hours of adults under Factories

Act.

Present about total and partial Disablement and occupational disease

Present the Provisions relating to rights to payment of maternity benefit


The Maternity Benefit Act, 1961

Case: 1

Downsizing Blues All Over the World

The job markets across the world

Case: 2

Lessons from the 'Downsizing Best Practices' Companies based on the

Provisions of Minimum Wages Act

The Maternity Benefit Act, 1961: Applicability- Exemption from the Act-

Maternity Benefits: Computation- Eligibility- Contract workers- computation of

wages and maternity benefits-Medical Bonus- Leave for miscarriage, tubectomy.

Rights and obligation of employer / women employee

The Minimum Wages Act, 1948: Applicability- Meaning of key expressions:- Wages,

Employees. Minimum Wages: components-Competent authority to fix minimum-

Basis for fixing minimum rates of wages. Payment of Minimum wages: Mode of

payment- Time and conditions- Hours of work. Benefits for Employer. List of

statutory compliances by employer.

The Payment of Bonus Act, 1965: Applicability and non-applicability- Key

expressions:- Bonus, Accounting year, Salary or wages, Establishment, Employee.

Eligibility:- Criteria-Suspension eligibility-Lay off eligibility, Maternity Leave

eligibility, Seasonal employees eligibility, Contract labour eligibility, Teachers

eligibility. Bonus under the Act: Minimum- Maximum-Mode of Payment-

Computation- Amounts/ sums deductable from bonus- Statutory compliances by the

employers.

Activities:

Discussion: child and bonded labour in India and suggest measures to solve

these problems.

Debate : ―The employer is liable to pay compensation under the Workmen‘s

Compensation Act, 1923, if personal injury caused to a workman by accident

arising out of and in the course of employment‖.

Role Play: As a dispute settlement body following the mechanism under

Industrial Disputes Act

Unit V [7+2 hours]

The Payment of Gratuity Act, 1972

Case : 1

Philips india‘s SALT LAKE FACTORY the labour problem of Philips India

Ltd


Coimbatore-641049

Case :2 Netscape‘s work culture-Minimum Wages Act and Payment of Bonus

Act to this case

Case :3

Peter Wallace had been employed for 25 years by a federal Crown corporation

when he was permanently laid off with six months‘ severance pay.

The Payment of Gratuity Act, 1972: Applicability- Exemption for

applicability- Meaning of key expressions:- Employee, Family, Wages, Continuous

Service. Nomination Procedure- Payment of Gratuity : Eligibility-Computation-

procedure for payment- Mode of Payment. Forfeiture of gratuity : procedure-

attachment- Responsibilities and liabilities of employers. The Payment of Wages Act,

1936: Applicability- Key expressions:- Wages. Procedure for recovery of wages-

Deduction of wages: Permissible deductions- Procedure for effecting deductions for

loss or damage-penal deductions for collective absence-Deductions towards

perquisites/amenities/house accommodation-Deductions toward advances-Duties and

liabilities of employers. The Workmen‘s Compensation Act, 1923: Applicability- Key

expressions:- Dependent, Partial Disablement, Workmen, Wages, Total Disablement.

Accident: out of employment-in in the course of employment-Doctrine of notional

extension. Compensation: Liability of the employer-Occupational Diseases-

Computation procedure- Claim Procedure-Compensation for accident abroad-

Obligations of the employer- Returns and Registers

Activities

Presentation: Procedure for fixing, revising and payment of minimum wages

Discussion: on Employer‘s Liability for Compensation under Workmen

Compensation Act.

Debate: on Eligibility for Payment of Gratuity

Text Book:

1.Labour Laws By S.D Poori & Sandeep Poori . Snow White Publications Pvt

Ltd, Mumbai, Editin 2011

Reference Books:

1. Pylee P V and A Simon George, ―Industrial relations and personnel

Management‖, Vikas Publishing House Pvt Ltd., New Delhi , 1995

2. Subramanian V, ―The Industrial Disputes Act 1947‖, Madras Book Agency,

1995.

3. Bulchandani K R, ―Industrial relations & Personnel Management‖, 2nd ed.,

Himalaya Publishing House, 1981.

4. Subramanian V, ―The Factories Act 1984‖, Madras Book Agency, 1994.

5. Subramani P N, Rajendran G, ―Human Resources Management and

Industrial Relations‖, Himalaya Publishing House, New Delhi, 2001.


Semester III


16PBA206: MANAGEMENT SYSTEM AND CERTIFICATION


Coimbatore-641049

Objective :

Aims to understand and operate the Integrated Management System, and on

different Managements Systems, such as Quality, Environment and Social

Responsibility

Pre-requisite:

Basic Knowledge in Human Resource Management – Total Quality

Management

Unit I [8+2 hours]

Assurance Statement quality in environmental, social and sustainability

reporting

CASE:1 Do Conflicts Affect a Company‘s Corporate Social Responsibility

Policy?

CASE:2 Leadership and Influence Processes : The Struggle for Power at

Ramsey Electronics

Assurance Statement quality in environmental, social and sustainability

reporting: Need for, quality, Environment & Social Responsibility - Principles:

Customer Focus, Leadership, Involvement of people, process, System approach to

management, Continual improvement, Factual approach to decision making, Mutual

Benefits.

Activities:

The students have to identify any one organization that take initiatives to

Corporate Social Responsibility [CSR] and list out their initiatives.

Identify the organizations which is customer focusing

Students should do a presentation how system approach to management is

followed in organizations.


Quality Assurance Audit

CASE: 1

Environmental management: A key driver for ACO in reducing costs and

increasing efficiency and profits

CASE: 2

Wage & Salary Program

Quality Assurance Audit - International Organization for Standardization-

ISO 9001: 2008 : Scope, Normative Reference, Terms & Definitions, Quality

Management System, Management Responsibility, Resource Management , Product

Realization, Measurement Analysis And Improvement

Activities:

Choose an organization and go through their ISO Manual and give a

presentation.

How resource management done in organizations make an observation

And give a presentation?

http://www.yourparttimehrmanager.com/wage-and-salary-program/


Coimbatore-641049

How measurement analysis and improvement done in organizations make a

study and submit a report.


Environmental Audit

CASE 1: Environmental Case Study: The Meadows at Mystic Lake –

Combining Cultural and Environmental Issues

CASE 2: In this problem-based learning case, three housemates in an

environmentally-themed college house debate the pros and cons of compact

fluorescent lamps (CFLs) over incandescent lamps

Environmental audit: ISO 14001: 2004 – Scope, Normative Standards,

Definitions- EMS Requirements And Main Elements: .General Requirements,

Environment Policy, Plan, Environment Size, Legal and Other Requirements Aim

and Objectives,., Environment Management Program Or Programs Practices And

Operation Control And Corrective Action, Management Review

Activities:

Identify one organization study about the Environmental Audit and make a

presentation

List out the environmental policy of the identified organization

Elucidate the reasons and debate session will be conducted whether it is

necessary or not to conduct Environment Management Program

Unit IV [9+2 hours]

Social Audit.

CASE: 1 Mukta Gadaba : Child labor

CASE : 2 General Motors Corporation : Collective Bargaining

Clauses for SA 8000: Child Labor- . Forced and Compulsory Labor -. Health

and Safety - Freedom of Association And Right To Collective Bargaining-

Discrimination- Disciplinary Practices , Working Hours , Remuneration.

Activities:

List out the activities related to child labour by each student

List out the rights for Collective Bargaining by conducting a debate

Discuss about the Disciplinary practices in organizations in a GD.

Unit V [8+2 hours]

Standard Institutes

CASE:1 IP Policies Are Almost Always Limited to ―Essential‖ or

―Necessary‖ Patent–Not ―Relevant IP‖


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CASE: 2 Udaipur has faced water scarcity from its inception, due to its

geographical location. The Hindu monarchs who ruled the city built an array

of artificial lakes to ensure regular water supply for their subjects

Other standard institutes: American National Standards, Institute (ANAS),

Deutsches Institute for Norming, (NIN), German Institute for Standardization (DIN)

British Standards Institution (BSI), Canadian Standards Association European

Committee for Standardization( CEN), Commonwealth of Independent States (CIS)

set of Standards (GOST), International Classification Standards, International Electro

technical Commission (IEC) and ISO/IEC Standards, , International Healthcare

accreditation, International Telecommunication Union (ITU), Institute for

Environmental Sciences and Technology (IEST)

Activities:

Identify the standard Institutes and their functionaries at least two

List out the formalities for International Healthcare Accreditation

Whether Institute for Environmental Sciences and Technology needed or not

discuss through debate.


Semester III



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16PBA207: TRAINING AND DEVELOPMENT

Objectives:

To enable the students to Identify Training Needs.

To help the students in understanding Training methods.

To familiarize the students in pedagogical approaches for Management

Development.

Pre-requisite:

Basic Knowledge in Human Resource Management- Human Resource

Planning

Unit I [9+2 hours]

Introduction to Training and Development

Case : I Sunil Pawar is a worker in the Production Department- Effectiveness

of Training and Development

Case : 2 The Sona and Rupa Company manufactured wooden toys of various

kinds; job dimension was most influenced by new system of group regulated

speed

Introduction to Training and Development Scope, Importance, Challenges,

Systematic Approach, Process, Principle of Learning, Evolving Training

Policy.

Activities:

Draft a short-term process utilizing a systematic and organized procedure by

which non-managerial personnel acquire technical knowledge and skills for

an automobile Industry.

Discussion: People are essential Factors of Production .In your opinion, how

human resources can be trained to the success of organizational

Development?

Presentation: Present the Principle of Learning and Evolving Training Policy

based on an Organization

Unit II [9+2 hours]

Environment Analysis

Case: 1 Modern Industries Limited (MIL) in Bangalore is an automobile

ancillary industry-Organizational Analysis of this case

Case : 2 An young MD was full of new ideas. He wanted to revitalise the

company from all aspects and diversify into high technology areas- right on

the part of the Chairman to protect the senior employees, thereby causing

problem to the new MD

Training and Development Needs Organizational Analysis, Requirements

Analysis – Task and Knowledge, Skill, Ability and Personal Analysis,

Learning Environment and Methods.


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Activities:

Briefly outline the steps involved in conducting a training programme in a

systematic way to a Production sector

Discussion: on Management Development Programme and Evaluate its

suitability in developing middle level managers.

Role Play: a trainee for HR department of an MNC- to analyze what

Knowledge, Skill, Ability and Personal Analysis required


Training Systems

Case : 1 Ram Lal was recruited directly by the Kanpur Textile Mills as a

temporary spinning supervisor perfect doff-control setting as seen by the

Assistant Spinning Master and the Factory Manager which has not been

maintained.

Case: 2 BizBank (BB) - the recruitment difficulties that BB could experience

in year 1 and the role of External Agency.

Training Systems Designing Training Programmes. Training Methods,

Training Centers, Role of External Agency, Training for Change, Resistance

in Training, Developing Effective Trainers.

Activities:

Discussion about Training Methods

Presentation about Training for change

Discuss about the Effective Trainers

Unit IV Methods of Development [10+2 hours]

Case : 1 Job Evaluation Redesign at Bayer Group

Case : 2 XYZ Career Dilemma

Approaches to Management Development Methods of Development,

Designing Development Programme, Team Building Exercises, Management

Games.

Activities:

Discussion: What skills and competencies do HR professionals need to add

more values to the Team Building Exercises ? How might these competencies

and skills change in the future?

Presentation: Conducting Management Development Programme to an

Organization

Unit V [9+2 hours]

Evaluation

Case:1 Job Evaluation Redesign at Bayer Group

Case : 2 Scottish CVA – oil and gas sector services company the case to solve

Emerging Issues in Training and Development


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Evaluation of Training and Development Criteria, Problems, Steps in

Evaluation, Emerging Issues in Training and Development in India.

Activities:

How far do you agree with the management that Training and Development

should be offered to employees?

Discussion:

If you were the HR manager, how would you evaluate Training and

Development ?. Presentation:

What modifications would you suggest in the Training and Development

system of the company?

Text Books:

1. Irwin L Goldstein and Kevin Ford J, Training in Organizations, New Delhi:

Thomson Publishing, 2005.

2. Biswajiet Pattanayak, Human Resource Training, New Delhi: Wheeler

Publishing, 2005.

3. Craig Robert, Training and Development Handbook, New York: McGraw

Hill, 2005.

Reference Books:

1. Randy L Desimone and John M Werner, Human Resource Development,

New Delhi: Thomson Publishing, 2007.

2. Mathis Jackson, Human Resource Management, New Delhi: Thomson

Publishing, 2008. Regulation -2010 116


Semester III


16PBA208: HUMAN RESOURCE DEVELOPMENT AND SCORE CARD


Coimbatore-641049

Objectives:

To offer wide knowledge on HR auditing and measurement metrics

To create awareness on the importance of quantitative HR practices

To enable the participants to develop and implement a score card for HRD

practices in an oraganisation

Pre-requisite:

Basic Knowledge in Human Resource Management- Performance Appraisal

Systems

Unit I [10+2 hours]

Introduction to HR Audit

CASE: 1 Suppose you have been appointed as the HR Manager of a newly

established organization with more than 1000 employees of different

categories. Outline the policies you would put in place and give your rationale

for each.

CASE: 2 Case of Satish- a Sales Manager for Industrial Products Company in

City branch

HR as a strategic partner-what is HR audit-need for HR audit in an

organization-HRD systems-What can an audit do to an organization?-

measurement challenges

Activities:

“Human Resource Development as a Tool for Attaining High

Productivity in Service Sectors”- Group of students to be assigned to

collect the Mechanisms adopted in Private Sector Organizations to attain

High Productivity.

To gather first-hand experience of the business and working culture of an

organization, students are required to collect an organization‘s HRD Practices.

Role Play: ―when a student being a Human Resource Manager of an IT-

Enabled Industry‖

Unit II [9+2 hours]

The seven step process

CASE: 1 ―Money cannot motivate all people under all circumstances‖. Case

Analysis

CASE: 2 Adam, fresh from school was a newly recruited HR practitioner-

Case of a HR practitioner

Measuring HRs strategic influence-auditing of HR systems: man power

planning- recruitment-performance management-competency mapping-career

planning-job rotation-training and development – leadership development

Activities:

To plan an organizational visit and to study the recruitment procedures

followed in the organization.


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A group of students has to identify the job rotation adopted in the organization

and they have to present a report.

Organizing a group discussion about the Leadership development.


Assessment System

CASE: 1 Case of Thomas Chan hung up the telephone - the vice-president of

software engineering at Advanced Photonics Inc. (API)

CASE: 2 Case Review of IT, Telecom and other service sector industries the

contemporary labour issues and to discuss the relevance of trade unions in the

current context.

Rationale of assessment system- creating a HR scorecard-competency scores-

octapace values-total HRD scores-cost benefit analysis of HR interventions

Activities:

Evaluating Performance of the employees of an organization using the

methods of Score card.

Identify octapace values and total HRD scores.

Group of student is assigned to assess the cost benefit analysis of HR

interventions

Unit IV [8+2 hours]

Principles and measurement

CASE: 1 Brinannia : Diversification Plans.

CASE: 2 MPD : Training Evaluation

Principles of good measurement-tools for measuring HR alignment: audit

questionnaires-self renewal systems- assessment and development centers-

checklist-competency mapping-HR climate survey-competencies check list

Activities:

Assigning groups to assess the self renewal system in an organization

Identify the tools for measuring HR alignment among the employees in the

organization.

Prepare the check list and competency mapping Record in an organization to

know the capabilities of employees.

Unit V [10+2 hours]

Competencies and implementation

CASE: 1 The personnel office of Prashant chemicals limited

CASE: 2 A New Concern for Human Resource Managers: Whistle-Blowing

Competency requirements of HR professionals-assessment of competencies-

formula for acceptance element- successful implementation-implementing

strategies: building acceptance element-applying lessons of change.


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Activities:

Assigning groups to collect the International scenario in HRD

Groups are allocated to find out the Effects of Globalization in HRD practices

of a selected organization.

Industrial Visit to an Organization where International expansion strategies are

followed.

Text book:

1) Rao.T.V [2008] HRD score card 2500: Based on HR audit 1st edition

response books, India

Reference Book

1)Brian E.Becker,Mark A.Huselid& david Ulrich[2001] The HR score card:

Linking people, strategy and performance[1st edition],Harvard business press,

USA


Semester III


16 PBA209: INVESTMENT/ TREASURY AND RISK MANAGEMENT

Objectives:

To be familiar with Investment Management


Coimbatore-641049

To study about the Capital Markets

Prerequisite:

Basic knowledge in Investment Management needed

Unit I [10+2 hours]

Introduction to treasury management

Case:1 Case study on evolving role of Treasury as profit centre

Case:2 Case study on Capital market in india

Introduction to treasury management – Objectives – Concept – Functions

of integrated treasury –Process of Globalization – Evolving role of Treasury as profit

centre - Organization of treasury. Treasury products – Short term funds and

investment management –Financial marketing – Money market – Capital market –

Call money – Government securities – REPOs – Certificate of deposits –

Rediscounting bills - Commercial papers – Foreign Exchange Markets & treasury –

Linkage of domestic operations with foreign operations.

Activities:

As you are a finance manager of company, explain the development in the

treasury operations

As you are a finance manager of company, discuss the need for revaluation in

treasury operations

As you are a finance manager of company, explain the objectives and structure

of treasury and elaborate the need for internal and external audit

As you are finance manager of company, Illustrate the global scenario of

treasury operations

Unit II [9+2 hours]

Liquidity planning and managing cash assets

Case:1 Case study on Measurement of liquidity

Case:2 Case study on Liquidity planning

Liquidity planning and managing cash assets – Measurement of liquidity –

Objectives of cash management - Reserve with Central banks – Managing float –

Managing correspondent balances – Liquidity planning – Traditional liquidity

measures

Activities:

As you are a finance manager of company, critically examine the process of

elimination of exposure

As you are finance manager of company, Enumerate and explain the

objectives and functions of money market

As you are a finance manager of company, explain the role of the RBI as the

currency authority of the nations


Risk Management

Case:1 Case study on Risk identification, measurement, monitoring and

control

Case:2 Case study on Types of risks


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Risk Management: Introduction – Definition of risk and risk management –

Risk management process – Risk identification, measurement, monitoring and control

– Types of risks – Business risk - Credit risk - Market risk - Earning risk - Liquidity

risk - Operational risk - Control risk - Capital.

Interest rate risk and management – Factors influencing interest rates –

Theories on interest rates – Liquidity Adjustment Facility (LAF) – Fixed income

securities – pricing – Valuation - Yield on fixed income securities – Bond theorems –

Interest rate risk – Duration and immunization – Bond Portfolio Management

.Measuring interest rate risk with Gap and earning sensitivity – Duration GAPanalysis

– Simulation technique.

Activities:

As the treasury head of a non-banking finance company, how you chalk out an

effective portfolio for the company

As you are a finance manager of company, elaborate the deficiency of bill

market in India

As you are a finance manager of company, bring out the salient features of the

industrial policy of the government of India in the past-reform period.

Unit IV [9+2 hours]

Financial futures

Case: 1 Case study on Cross currency swaps

Case:2 Case study on Floors and Complex swaps for managing interest rate

risk

Financial futures – Forwards - FRA and interest rate swaps – Cross currency

swaps – Options – Caps - Floors and Complex swaps for managing interest rate risk –

Foreign Exchange risk management using derivatives.

Activities:

As you are a finance manager of company, what is SLR how it influences the

treasury operations of a bank

As you are a finance manager of company, analyze the challenges to be faced

by a firm in cash management in the present day context.

As you are finance manager of company, List out and explain the legal issues

in accounting for treasury operations

Unit V [8+2 hours]

Credit Risk

Case: 1 Case study on Credit rate portfolio management

Case: 2 Case study on Asset liability management in banks

Credit risk – Management in banks – Credit risk rating – Credit rate portfolio

management – Asset liability management in banks – Asset liability management –

Bank Balance Sheet – Components of assets/ liabilities and their management – ALM

implementation –RBIguidelines.

Activities:

As you are finance manager of company, List out and explain the various

segment of foreign exchange market


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As you are a finance manager of company, explain the importance and scope

of accounts receivable management

As you are a finance manager of company, discuss the procedure of preparing

a fund flow statement

Text Books:

1. IIBF. ―Risk Management‖ Macmillan, New Delhi.

2. Bhaskaran, R. ―An Introduction to Fund and Investment Management in

Banks‖ Bankers Institute of Rural development, Lucknow.

Reference Books:

1. IIBF, ―Bank Financial Management‖

2. Bagchi, S.K. ―Credit Risk Management.‖ Jaico Publishing House, Mumbai.

3. Rose, Peter. ―Commercial Bank Management‖ 5th Edition, Texas A & M

University College Station.

4. Chance. ―Introduction to Derivatives & Risk Management‖ Thomson

Learning, New Delhi


Semester III


16 PBA210: WORKING CAPITAL MANAGEMENT

Objectives:

To know the importance of working capital management

To understand the factors that affects the working capital of the firm


Coimbatore-641049

To utilize the techniques available for cash management, receivables

management and inventory management

Prerequisite:

Basic Knowledge in Working Capital Management

Unit I [9+2 hours]

Working Capital Policy

Case: 1 DAN BARNES-SKI COMPANY- Operating and Cash Conversion

Cycle

Case:2 Prepare a statement in column form showing the working capital

requirements

Working Capital Policy: Concepts of Working Capital ,Components of

Current Assets, Permanent and Variable Working Capital, Determinants of Working

Capital, Estimating Working Capital Needs, Currents Assets Financing Policy,

Operating and Cash Conversion Cycle.

Activities:

―Inadequate working capital is disastrous; whereas redundant working

capital is a criminal waste.‖ In light of this statement, analyze carefully

the working capital situation in Indian Company.

The most important challenge for a finance manager in working capital

management is to find an optimum mix and level of currents and current

liabilities. Elucidate the statement.

Working Capital decisions deal with decisions ensuring an optimum mix

and level of current assets and current liabilities.' Elucidate the

statement.

Unit II Cash Management [9+2 hours]

Case:1 DAN BARNES-SKI COMPANY- cash needs

Case:2 G Ltd - Statement of Working capital

Cash Management: Facets of Cash Management, Motives for Holding Cash,

Factors Determining Cash Needs, Cash Budgeting, and Long – term Cash

Forecasting, Managing Cash Collections and Disbursements, Optimal Cash

Balance, Investment of Surplus Cash.

Activities:

“Efficient cash management will aim at maximizing the cash inflows and

showing cash outflows‖ Discuss

As you are finance manager, what is optimum cash balance and how can it be

arrived at?


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As you are finance manager, Explain briefly cash management? What are the

motives of holding cash?


Receivables Management

Case;1 DAN BARNES-SKI COMPANY- Credit Policy

Case:2 Ram Ltd-Collection Policy

Receivables Management: Objectives, Credit Policy: Nature and Goals,

Optimum Credit Policy, Credit Policy Variables, Credit Evaluation, Credit Granting

Decisions, Collection Policy, Factoring.

Activities:

Credit policy is of significant importance with respect to receivables

management of a firm. Comment

―Receivables forecasting is important for the proper management of

receivables.‖ Discuss.

As you are finance manager, explain the various problems associated with

management of receivables in an organization.


Inventory Management

Case:1 DAN BARNES-SKI COMPANY- Find various cost

Case:2 Jackson Electricals- Find EOQ

Inventory Management: Nature of Inventories, Need to Hold Inventories,

Objectives of Inventory Management, Inventory Management Techniques, Analysis

of Investment in Inventory, Inventory Control Systems.

ACTIVITIES:

As you are inventory manager, Discuss as to why Inventory management is

important explaining the items of stock kept by a manufacturing company.

A manufacture of refrigerator purchases 3200 units of certain component from

a supplier. His annual usages are 3200 units. The cost of placing the order is

Rs.100 and the cost of carrying one unit for a year is Rs.16 Calculate EOQ.

As you are inventory manager, explain the ABC analysis in practical and

describe its advantages?

Unit V [9+2 hours]

Working Capital Finance

Case:1 DAN BARNES-SKI COMPANY- Find the trade credit for financing

of company


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Case:2 Sethal Ltd – Analyse the Term finance

Working Capital Finance: Accruals, Trade Credit and other current

liabilities, Working Capital Advance by Commercial Banks, Regulation of Bank

Finance, Public Deposits, Inter-corporate Deposits, Short-term Loans from Financial

Institutions, Commercial Paper.

Activities:

Senter Corp. sells its goods with terms of 2/10 EOM, net 30. What is the

implicit (effective) cost of the trade credit?

If a firm has a constant requirement of working capital throughout the year,

which of the three financing plans is preferable? Why?

Discuss the main forms of working capital advance by banks. What is the kind

of security required by them?

Text Books:

1. I. M. Pandey, Financial Management, Noida: Vikas Publishing House

Private Ltd, 2010.

2. Prasanna Chandra, Fundamentals of Financial Management, New Delhi:

Tata McGraw Hill, 2007.

Reference Books:

1. V. K. Bhalla, Working Capital Management: Text and Cases, New Delhi:

Anmol Publisher, 2008.

2. M .Y. Khan and P. K. Jain, Financial Management - Text, Problems and

Cases, New Delhi: Tata McGraw Hill, 2009

3. Hrishikesh Bhattacharya, Working Capital Management: Strategies and

Techniques, New Delhi: Prentice Hall of India Private Ltd, 2009.


Semester III

Contact Hours/Week: 04 Elective: Theory

Credits: 04

16 PBA211: MERGERS, ACQUISITIONS AND RESTRUCTURING

Objectives:

To understand Mergers and Acquisitions as a powerful tool to

build new generation companies to compete successfully on a global basis.

This course describes how Mergers and Acquisitions are financed.

To know the corporate restructuring process in the business world.


Coimbatore-641049

Prerequisite :

A basic knowledge in Corporate restructuring is needed

Unit I [9+2 hours]

Introduction to Mergers

Case :1 BMW AG - The Rover Company

Case 2: Kraft‘s Takeover of Cadbury

Meaning, Need and Objectives of Mergers, Acquisitions, Meaning Basic

Difference Between Mergers and Acquisition, SEBI Guidelines, Legal Frame Work.

Activities:

Presentation on general conditions of buy back of shares

Valuing SIFY'S Acquisition of India World

Discussion: Tata Tetley - Managing the Tetley Acquisition

Unit II [7+2 hours]

Types and Process

Case :1 Kraft‘s Takeover of Cadbury

Case :2 Tata & Corus A Case of Acquisition

Types of Mergers, Acquisitions & Takeovers, Process of Mergers and

Acquisitions, Value Creation.

Activities:

Presentation on various types of mergers and acquisition with corporate

examples

Group Discussion: Discuss the reasons for failure of Acquisition

Industrial Visit: to a Corporate where Mergers, Acquisitions & Takeovers

were happened.


Funding

Case :1 Oracle's Acquisition of Peoplesoft

Case : 2 Mergers and Acquisitions Glencore and Xstrata Finance

Funding of Mergers and Acquisitions, Financing Techniques, Various Sources

of Financing.

Activities :

Presentation on various sources of funds used in domestic acquisition

Discussion on general obligations of the acquirer and the board of the target

company

List out the sources of Financing


Pre Merger and Post Merger of Firms

Case : 1 Tata Tetley: Managing the Tetley Acquisition

Case : 2 ADIDAs and Reebok Two Mega Brands


Coimbatore-641049

Determining Pre Merger and Post Merger Values of the Firms- Valuation of

Shares, Ascertaining the Benefits to the Stakeholders of both the Firms out of Mergers

and Acquisition, Problems Faced During Mergers, Acquisitions & Takeovers.

Activities:

1.A proposal is underway to acquire Target Ltd. by Astha Ltd. Relevant financing

information regarding both the companies is given below:

Astha Ltd Target Ltd

Earnings after tax (Rs.)

Equity Shares (Rs)

P/E ratio

Market price per share (Rs.)

36,00,000

9,00,000

10

30

7,20,000

2,40,000

7

14

1) Calculate EPS of the two companies

2) If share exchange ratio is according to the EPS of the two companies, calculate the

number of shares to be issued to the shareholders of Target Ltd.

3) Calculate the EPS of Astha Ltd., after acquisition

Unit V [9+2 hours]

Introduction to Restructuring

Case :1 Procter and Gamble Merger with Gillette

Case: 2 Sony-Columbia Pictures: Lessons from A Cross Border Acquisition

Need and Objectives of Restructuring, Process of Restructuring, The Impact of

Restructuring on the Value of the Firm.

Activities:

Present the legal procedure to be followed in Mergers and Acquisition.

Discuss the SEBI provisions relating to Buy Back of shares with a Corporate

example

Debate on impact of M&A on shareholders and on society

Text Books:

1. Mergers & Acquisitions Weston, Fred. McGraw Hill 2001

2. The Complete Guide to Mergers and Acquisitions: Process Tools to Support

M&A Integration at Every Level, 2nd edition Galpin, Timothy J/Herndon,

Mark. JosseyBass 2007

Reference Books:

1. Chandrashekar, Krishnamurti, and S.R.Vishwanath, Merger, Acquisitions

and Corporate Restructuring, New Delhi: Sage publication, 2009.

2. S. Shiva Ramu, Corporate Growth through Mergers and Acquisitions,

Virginia: Landmark Ltd, 2009.

3. A. Gaugham Patrick, Mergers, Acquisitions and Corporate Restructuring,

Singapore: John Wiley, 2009.


Coimbatore-641049

4. Fred J Weston, Kwang S. Chung, and Susan E. Hoag, Mergers,

Restructuring and Corporate Control, New Delhi: PHI Learning Private Ltd,

2009.


Semester III


16 PBA212: SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT

Objectives:

To familiarize the students importance of equity research and different types

of markets and its impact on economic development

To enable them to have an in-depth knowledge about analysis and valuation of

securities in financial decision making markets, stock exchanges, organization


Coimbatore-641049

and functions, listing of securities, mechanism of trading ,sources of

information.

Prerequisite:

A basic knowledge in Markets

Unit I [10+2 hours]

Securities

Case : 1 CC is a large public limited company that manufactures a wide range

of chocolate bars. Case to discuss the factors that CC should consider in

making a decision on whether or not to become a more ethical business

Case : 2 Hitachi Co Ltd., case to find out the value of the share and when

Present Value of the Shares is high and possibilities for Investment.

Securities – types, shares, debentures and their characteristics – primary and

secondary markets, stock exchanges, organization and functions, listing of securities,

mechanism of trading – sources of information.

Activities:

Discussion on various investment avenues for Investors

Visit to a Stock market to know ―the Trading Mechanisms‖

Debate on: How are the fluctuations in the stock prices are to be forecasted?

Unit II [8+2 hours]

valuation of Securities

Case : 1 Arisya Ltd., Co has paid a dividend of Rs.5.00 per share last year.

The growth in the dividends is expected to be 5% per annum. Case to

determine the estimated market price of the equity share if growth rate of

dividend i) rises to 10 % and ii) falls to 2% iii) Find the present market price

of the share, if required rate of return of the investor is 15%.

Case: 2 Mr.Narain has invested in two securities NCC Ltd & Tata Steels Ltd.,

Case to find out the expected return and Risk from the securities

Valuation of Securities: Equity – Bonds and Debentures – Capital Asset

pricing model, arbitrage pricing theory.

Activities:

Task on How would you evaluate a security with the help of CAPM Theory

Separate Groups assigned to present the application of Valuation Techniques

for any two stocks.

Role Play: a Stock Broker Providing Guide lines to the Investors


Economic Analysis


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Case : 1 Analyzing the Company‘s Financial Position through the following

Ratios: L&T Company Pvt. Ltd

Case: 2 The Coors Brewing Company (Coors) a regionalized brewer within

the United States, specializing in high-quality Softdrinks through by virtue of

its source water selection, Case to trace out Industry Analysis and Company

Analysis

Economic Analysis - Economic forecasting and stock Investment Decisions –

Forecasting

techniques. Industry Analysis - Industry classifications. Economy and Industry

Analysis - Industry life cycle - Evaluating Industry relevant factors - External industry

information sources.

Activities:

Visit to an Organization to know the Industrial Scenario

―Industry life cycle exhibits the status of the industry and gives the clues to

entry and exit for investors‖- Elucidate

Group of students are assigned to present Security Price Fluctuations of

various companies Forecasting techniques

Unit IV [8+2 hours]

Company Analysis

Case: 1 XYZ Co., :Company Analysis

Case : 2 Zenith Ltd., and Acer Ltd : Forecasting

Company Analysis: Measuring Earnings - Forecasting Earnings - Applied

valuation techniques - Graham and Dodds investor ratios - value investing. Technical

Analysis: Fundamental Analysis Vs Technical Analysis – Dow theory - Charting

methods – Market Indicators - Trend - Trend reversals - Patterns - Oscillators - ROC -

Momentum - MACD–RSI.

Activities:

Separate Groups assigned to present the usage of Charting methods for any

two stocks.

Role Play: a Company Analyzer - Providing Guide lines to the Investors

Group of students are assigned to present Security Price Fluctuations of

various companies Using Indicators

Unit V [9+2 hours]

Portfolio Analysis

Case: 1 INVESTMENT

Case: 2 BM Real Estates

Portfolio Analysis - meaning and importance of portfolios – Portfolios

selection and construction - Performance evaluation – Measures of return – formula

plans – rupee cost averaging – risk adjusted measure of performance.


Coimbatore-641049

Activities:

Debate: ―Why should the investor adopt the formula plans?‖

Discussion: How does Constant Rupee Plan helpful to an Investor

Presentation on ―Utility Curves are useful in the estimation of Cut-off

rates in Portfolio Selection”.

Text Book:

1. Reilly & Brown, Investment Analysis & Portfolio Management , New

Delhi: Thomson Publications, 2009 8th Edition

Reference Book:

1. Chandra Prasanna, Investment Analysis and Portfolio Management, New

Delhi: Tata McGraw – Hill Publications, (2008


Semester III


16 PBA213: EVENT TOURISM

Objective:

The purpose of this course is to acquire an in-depth knowledge about the

specialized field of "Event Management" and to become familiar with

management techniques and strategies required for successful planning,

promotion, implementation and evaluation of special events


Coimbatore-641049

Unit I [9+2 hours]

Conceptual Foundation

Case-I: case study on impact of event management

Case-II: case on marketing of events to tourists

Conceptual foundations of events; Major characteristics; Five C‘s of event

management Conceptualization, Costing, Canvassing, Customization, Carrying out;

Advantages of events- to the Organizer, Event Planner, Participants, Economy and

Society; Broad classification of Events.

Activities:

Discuss the advantages and dis-advantages of Events?

Prepare a costing for birthday event for 200 pax?

Group discussion on importance of ICT?

Unit II [8+2 hours]

Introduction to MICE

Case-I: case study on Event Organisation

Case-II: case on special events to tourists

Introduction to MICE: Evolution of MICE industry; Components of MICE;

Economic and social significance of MICE. Introduction to professional meeting

planning- definition, types and roles; associate, corporate & independent meeting

planners; TA‘s and TO‘s as meeting planner; Convention visitor Bureaus – functions,

structure and funding sources.

Activities:

Discuss the advantages and dis-advantages of MICE?

Organise professional meeting planning?

Group discussion on Travel agent?


Event Venues

Case-I: case study on conference venues

Case-II: case on project planning and development

Events venues: concept and types; Conference venues- facilities, check-in and

check-out procedures, requirements; conference room lay-outs; Convention manager;

inter-related venues; project planning and development. Introduction to conference

facilities in India. Role and functions of ICPB and ICCA.

Activities:

Discuss the advantages and dis-advantages of conference venues?

Draw the conference room layout?

Group discussion on conference facilities in India?



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Tradeshows and Exhibitions



Trade shows and exhibitions/expositions: types of shows, benefits of

exhibitions, participant decision-making process. Contract negotiations– principles;

negotiation with hotels, airlines and ground handlers.

Activities:

Organize trade shows in your place and what are the negatives and positives in

your place

Group discuss on types of shows, benefits of exhibitions

Share the experience on the trade show

Unit V [8+2 hours]

Incentive Tours



Incentive tour- characteristics, its organizing and special requirements. Latest

meeting technologies - Video conferencing and Information Communication

Technology (ICT). Factors including ICT affecting future of events business. Human

resource requirements.

Activities:

Brief data on your home town festival celebration like no of people from

own place, out of station, how many day celebration…

Weather casting on festival season and other common days

What the knowledge about the ICT in home town.

Text Books:

1. Coleman, Lee & Frankle (1991), Powerhouse Conferences. Educational

Institute of AH & MA.

2. Hoyle, Dorf & Jones (1995), Meaning conventions & Group business.

Educational institute of AH & MA.

3. Montogmery, R.J. 1994, ―Meeting, Conventions and Expositions : VNR, New

York

4. Hoyle, L.H., TJA Jones (1995) ―Managing Conventions and Group Business‖,

Educational Institute of AM & MA

5.Event Management in leisure & tourism – David Watt

6. Coleman, Lee & Frankle (1991), Powerhouse Conferences. Educational

Institute of AH & MA.

7. Hoyle, Dorf & Jones (1995), Meaning conventions & Group business.

Educational institute of AH & MA.


Coimbatore-641049


Semester III


16 PBA214: TOURISM PLANNING AND MARKETING MANAGEMENT

Objectives:

The course attempts to define and understand marketing principles in general

and their relevance in the case of Tourism and Travel Industry. It throws

sufficient focus on the market research in Tourism, market surveys and their

methods and techniques and places pertinent emphasis on the role and

significance of Public Relations.


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Unit I [10+2 hours]

Conceptual Framework

Case – 1: Case on Financial resources for tourism

Case – 2: Case on foreign exchange earnings

A Conceptual Framework for Marketing Management: The Concept of

Marketing and Tourism; Approach to Tourism Marketing; Sovereignty of Consumer;

the Components of Marketing Mix

Marketing Management for Tourism:' Product marketing' and 'tourism marketing';

Differentiation between the two concept; the Concept of Tourism Product

Development; Pricing of different packages; Promotional Technique; Principal-

Agency Relationship.

Activities:

Analysis with 10 members in your area What is there mode of transport ?while

they travelling out of station how many days spent for it

Discussed What are the promotional techniques in tourism planning?

Group discussion about Marketing research in tourism

Unit II [8+2 hours]

Research in Tourism

Case – 1: Case on socio-cultural and environmental effects of tourism

Case – 2: Case on demand-led' marketing approach

Marketing Research in tourism — Objectives and Scope - Techniques of

Marketing Research; Desk Research; Field Investigations, Check-List; Questionnaire;

Presentation of Research Findings; Use of the Research Findings.

Activities: Write about the tourist places in Coimbatore & mock play of marketing on it.

Explain about innovative tourism in India& marketing concept on it

Write about the steps to be taken to improve the tourists flow in Tamilnadu


Linkages

Case – 1: Case on cultural heritage

Case – 2: Case on challenges faced by cultural tourism

Linkage of Tourism Marketing: Market Segmentation; Product Positioning;

Inter-relationship; in tourism and travel marketing between accommodation, transport,

travel and tour sectors and governments; Tourism Products and their formulations;

Marketing Mix and Product Market Strategy. Significance of' Sources of Information';

Journals; Periodicals; Magazines; Newspapers; Directories, Guide-books; Maps;

Documentation; Indexing etc. in Tourism, Travel and Transportation.

Activities:


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Write the article in your college Magazines about tourism marketing in

20lines

Take newspaper cuttings of new innovative ideas in tour

advertisement.

Group Discussion about Tourism market segmentation


Tourism Surveys

Case – 1: Case on tourist policy

Case – 2: Case on EXPO 98

Tourism Surveys; Methods and Techniques; Methodologies adopted for

determination of tourist arrival figures; Methodology adopted by the Department of

Tourism; Reliability of the Tourist Arrival figures: Limitations of the Methodology.

Methodology adopted by the Reserve Bank of India in determining foreign exchange

earnings from the Services Sector; Methodology adopted for determining

International Tourism Receipts; Estimation of Tourism Receipts made by the

Department of Tourism; Methodology of the Foreign Tourist Expenditure; Pattern and

Change.

Activities:

What are the methodologies in survey? Discuss

Draw the approximate calculation for expenditure of 10 days trip for

Switzerland

Group discussion about Money Exchanges for foreigners.

Unit V [8+2 hours]

Communication Mix

Case – 1: Role on mass marketing

Case – 2: Case on marketing and planning

Communication mix - Definition; Components of the communication mix;

Communication-mix in Tourism and Travel Markets. The concept of Opinion Leader;

Role of Air India, Indian Missions, Travel Agents, Indian Airlines, Vayudoot, Indian

Railways, India Tourism Development Corporation in Tourism Marketing; Special

Arrangements to boost Tourism Markets; Impact Assessment. The Concept of Public

Relations, Significance of PR, Methods and Techniques of PR; Agencies and

Management of Tourism; Role of various Promotional Units and specific strategies in

developing international tourism in India.

Activities:

Role play on public relation officer in five star hotel, foreign guest who last

his passport- handle the situation.

Explain through PPT The concept of public relation in tourism development

corporation.

Group Discussion about communication mix in Tourism and Travel Agents


Coimbatore-641049


Semester III


16 PBA215: MANAGEMENT OF TRAVEL AGENCY AND TOUR

OPERATIONS

[

Objectives:

The course gives sufficient exposure to the prevalent procedures and

processing style in aspects of tourism, (ravels and tours management. It gives details

regarding basic rudiments of procedures adopted by agencies in the specific fields and

focuses on -the prescribed requirements by the administrative and bureaucratic

machinery looking after specific aspects of tourism and allied activities. Management

becomes meaningless if one does not care for the requirements of the profession. It

exposes the students to the inner working mechanism of the tour operators and travel

agency.

Unit I [8+2 hours]


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Travel Agency

Case – 1: Case on CRM

Case – 2: Case on promotions on travel packages

Definition and Scope of a Travel Agency - Definition of a Tour Operator -

History and Present Status of Travel Agency System - Procedure for approval of

Travel Agency and Tour Operator

Activities:

Collect the list of travel agents in Coimbatore?

Students in groups have to visit different travel agents

Get the details of different packages offered by travel agents

Unit II [9+2 hours]

Travel agents and Tour Operators

Case – 1: Case on customer satisfaction in travel agent

Case – 2: Case on tourism product

Main Functions of travel Agents and Tour Operators Ticketing, Itinerary

Preparation, and Marketing of Tourism Packages - Organisational Structure of a

Travel Agency and Tour Operator.

Activities:

Collect 2 or 3 itinerary preparation like Brouchure , pamphlets for 10

days tour from coimbatotre to Malaysia , from different travel agents

Do the role play of Tour operator (known details about travels)

Collect the data no of travel agency in your locality which have TATA

certified


Linkages of Tour operators

Case – 1: Case on tourist manager

Case – 2: Case on strategies of customer service

Travel Agency and Tour Operators; Linkages and Arrangements with Hotels,

Airlines and Transport Agencies

Activities:

Get the 2 weeks training in the travel desk in the three star hotel

List out the linkages with travel Agent and hotels

Group discussion on Father of travel agent Thomas cook


On the Job Training

Case – 1: Case on members relationship

Case – 2: Case on marketers problem

On-the-Job Training in Travel Business and Need of Professionalization of

Travel Business - A Study of incentives to Travel Agencies and Legal

Responsibilities of Travel Agencies


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Activities:

As a group, if you start the travel agents what is the Legal Document

has to prepare?

Prepare a trip, income and expenses for 2 days with 60 pax from

coimbatore to Ooty

Group Discussion - Is Development of tourism in tamilnadu is

Developed or Not?

Unit V [9+2 hours]

Indian Tourism

Case – 1: Case on web based frequency

Case – 2: Case on analysis the situation of the company

Management of India Tourism Development Corporation. Management of

State Tourism Development Corporations, Management of Airlines—Indian Airlines,

Air India, Vayudoot and Pawasi Bans.

Activities:

Group discussion on India tourism Development

List out few International air lines

Discuss -tourist place in India

Suggested Reading:

1. Ignacy, Sacks, Pattern of Public Sector in Underdeveloped Economies,

Bombay, 1954.

2. Mathur, B.A., Public Enterprises in Perspective, Orient Longman Ltd., New

Delhi, 1973.

3. Narayan, Laxmi, Principles and Practices of Public Enterprises

Management, S. Chand & Company, New Delhi, 1980.

4. Saihe, Vacant, Restructuring of Public Sector in India, Vika», New Delhi,

1989.

5. Middkton, V.T.C., Marketing in Travel and Tourism, Heinemann, Oxford,

1988.

6. Negi, J.M.S.. Tourism and Hoteliering ; A World-wide Industry, Gitanjali

Publishing House, New Delhi, 1982.

7. Negi. J.MS., OECD. Tourism in OE CD Member Countries, Paris, 1967.

8. Gunn, C.A., Tourism Planning (2nd ed.) , Taylor and Frencis, New York,

1988.

9. Bhatia, A K., Tourism Development : Principles and Practices, Stcriiog,

New Delhi, 1986.

10 Seth, Pran Nath, Successful Tourism Management, Sterling, New Delhi.


Coimbatore-641049


Semester III


16 PBA216: TOURISM PRODUCTS OF INDIA

Objectives:

India being the destination for a diverse group of people and nationalities has

to perform m the interest of many lakhs of international tourists. - It has to be

a multiple package to be sold to those who come with some perceptions,

images and planning. This course intends to develop a focus on the various

aspects of tourism and travel management in India. It exposes the richness of

Indian ambience—both natural and anthropological in nature.

Unit I [8+2 hours]

Tourism Product

Case – 1: Case on tour packages

Case – 2: Case on pilgrimage destination in India

Definition of Tourism Product; Different Types of Tourism products; Nature

and and Characteristics of Tourism Products. Tourism Products of India and their

Typology,; Seasonability of India's Tourism Products; Diversities in India's Tourism

Products and their appeal.


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Cultural Tourism: India’s glimpse of India's architectural history; Evolution of

India's architecture; Significance of India's architecture; Medieval Architecture of

Mughal India. India's Cultural

Heritage: The meaning of 'culture' and 'heritage'. Cultural heritage of India; Forms of

Cultural Tourism in India; Diversification of India's Cultural Tourism; Fairs and

Festival*; Festivals of India abroad and Festivals of other countries in India

Activities:

What are the historical monuments in India? Discuss

Indian dances history to be collected and discuss

Group discussion on Fairs and festivel in your home towm

Unit II [9+2 hours]

Historical Monuments

Case – 1: Case on special incentive in tourism industry

Case – 2: Case on employment in tourism

India’s Historical Monuments: Explanation of India's Historical

Monuments, incorporating the ancient, medieval and modern monuments, depicting

the different architectural styles adopted over the ages; Spatial and Regional

Dimensions; Regions and Regionalism. Performing Arts of India; Forms and Types of

Performing Arts; Placement of Dances and their evolution; Concentration and the

facilities available for learning Indian dances- the Folklores of India

Schools of Indian Music: Different Schools of Indian Music; the status of Indian

Vocal and Instrumental Music; the great Musicians of India and their appeal; Indian

Music Abroad and Impact in West, Indian Museums, Art Galleries and Libraries and

their location, assets and characteristics.

Activities:

Write about the tourist places in Coimbatore

Explain about innovative tourism in India

Write about the steps to be taken to improve the tourists flow in Tamilnadu


Nature based Tourism

Case – 1: Case on Goa tourism

Case – 2: Case on challenges faced by tourists in India

Nature-based Tourism:

(i) Wildlife Tourism and National Parks: Survey of India's flora and fauna; Types

of flora and fauna in India; Wildlife Sanctuaries, National Parks and National Marine

Parks; Wildlife reserves and tourism promotion; Guide lines an d Predicaments for

Wildlife tourism; Problems of coordination and preservation.

(ii)Trekking and Mountaineering: Definitions of Trekking and Mountaineering;

Identification of Trekking routes; Infrastructure and facilities available for

Mountaineering.


Coimbatore-641049

Activities:

Share the experience which you visit with your family or friends of

Zoo or Wildlife Sanctuaries.

Discuss what are the infrastructure require in your tourist place

Group discussion on Coimbatore interest places

Unit IV [9+2 hours]

Himalayan Tourism

Case – 1: Case on tour operators

Case – 2: Case on tourism awareness

Himalayan Tourism: Nature and Scope of Himalayan Tourism; Hill Resorts

and their Camping Capacities; Characteristics of Himalayas; Himalayan Ecology;

Packages and Cooperation among Himalayan Stales in promoting Tourism.

Desert Tourism: India's main desert areas; Geological structure of India's deserts;

Development of Desert Tourism as an Adventure; Present Facilities available for

Desert Tourism; Future Prospects of Desert Tourism in India.

Activities:

Discuss on India desert areas

Present the power point on Geological Structure of India‘s desert

Group discussion on India tourism development?

Unit V [10+2 hours]

Different Tourism

Case – 1: Case on safety and security of tourists

Case – 2: Case on rural tourism

Beach Tourism : Beaches of India; Special Features of India's Beaches; Case

Study of one or two Beaches; Island Tourism :Characteristics of an Island; India's

(Experience in Island Tourism; Case Study of Andamans and Nicobar Islands. Nature

and Scope of Adventure Tourism in India; Types of Adventure Tourism; Thrust Areas

of Adventure Tourism; Trends in Adventure Tourism; Future Prospects of Adventure

Tourism in India.

Sports and Youth Tourism : Characteristics of Sports and Youth Tourism; Measures

taken for Youth Tourism; Major Sporting events at annual feature; Problems and

Prospects of Sports and Youth Tourism in India; Role of Youth Conferences in

promoting Tourism. Present status of the Souvenir Industry of India; Distribution of

Souvenir Shops and Establishments in major Tourist Spots; Management of Souvenir

Shops within Hotels. The concept of Dutyfree Shops; Management and Control Duty

Free Shops in India; Mechanics of a Duty Free Shop; Major items stocked by Duty

Free Shops as a means to promote Tourism; Future Projections of the

Growth of Duty Free Shops. Future Planning and Prospects—Theme Parks,

Specialised Fairs and Safaris, etc.

Activities: 1) Do you (students) attend any sports tourism, what are the difficulties faced on it?


Coimbatore-641049

2) Do you (students) use facilities in YMCA When you travel outside of city or country

3) Group Discussion on summer trips on theme parks

Text Books:

1. Sheshadri, A.,India‘s Wildlife, Universal-Publishers,—New Delhi, 1985.

2. Basham, A.L., A Cultural History of India, 1988.

Reference books:

1. Armington, S., Trekking in Himalayas, Universal Publishers, 1984.

2. Panola, T.S.. Joshi, B.K., Development of Hill Areas, Bombay. 1983.

3. Singh, Tejvir (ed ), Integrated Mountain Development,Himalayan Books,

1985.

And references suggested for courses on Geography of Tourism, and Indian

History, Society and Culture.


Semester III


16 PBA217: BUSINESS INTELLIGENCE

Objectives :

To design and develop reports and dash boards utilizing key performance

indicators managers can use to improve day-to-day business operations

To learn how to plan and implement Business Intelligence development

projects

To Know the administrative and deployment scenarios and issues in Business

Intelligence

Prerequisite :

A Basic knowledge required Business Intelligence

Unit I [9+2 hours]

Introduction To Business Intelligence

Components and Architecture – previewing the future of Business Intelligence

– Business Intelligence Systems : Functional Area of Business Intelligence Tools –

Query Tools and Reporting


Coimbatore-641049

Unit II [9+2 hours]

Project Planning

Collecting User Requirements – Requirements - Gathering Techniques –

Prioritizing and Validating Business Intelligence Requirements – Changing

Requirements . Resource Planning : Project Resources – Project Tasks – Risk

Management and Mitigation – Cost- justifying Business Intelligence solutions and

measuring success.


Data Management

Reports and ad hoc queries – Analyze OLAP data – Data Visualization: Data

Grouping and Sorting – Filtering Report – Adding Calculations to Reports –

Conditional formatting - Adding Summary lines to Reports

Unit IV [9+2 hours]

Charting Techniques

List – Cross Tabs – Statistics – Chart – Map – Drilling the Data – Drill- up,

drill – down, Drill- through capabilities – Creating Dash Boards – Dashboards and

score cards development – Metadata models

Unit V [9+2 hours]

Business Insights

Data Interpretation techniques – Report Generation: Run or schedule report –

different output forms – PDF, excel,csv.xml etc. BI Deployment, Administration and

Security: BI Architecture Alternatives, Phased and Incremental BI roadmap, System

Sizing, Measurements and Dependencies.

Text Book:

1. Efrain Turban, Ramesh Shrada and DursunDelan (2014), Decision support

and Business Intelligence Systems, Pearson

Reference Books:

1. Rajiv Sabherwal and Imra Becerra – Fernandez (2010), Business Intelligence

. Wiley Publications

2. Swain Scheps (2011), Business Intelligence for Dummies, Wiley

Publications

3. Arshad Khan (2012) Business intelligence and Dafe Warehousing

Simplified, Mercury learning and Information LLC.


Coimbatore-641049


Semester III


16 PBA218: BUSINESS PROCESS MANAGEMENT

Objectives :

To be familiar with the Business Process Management Modeling and Analysis

Applications of BPM in various sectors

Unit I [10+2 hours]

BPM Concepts – A Brief History Of Process ;The Process Perspective

;Process Management ; Process Modeling ;Process Analysis; Business Process

Management Framework; Business Process Management System(Bpms); Bpm Vs

Bpms; When To Choose A Bpms; Aligning It And Business; Components And

Structure Of A Bpms; Enterprise Process Management Planning ; Key Skills , Roles

And Responsibilities

.Unit II [10+2 hours]

Business Process Modeling & Analysis :Creating A Process-Driven Culture;

Change Management Tools; Process Discovery And Process Diagram ; Creating A

Discovery Map; Process Diagram; Capturing Process Details ;Analyzing The Process

By Using Bpm Methodology; Conducting A Playback Of The Process Diagram;

Process Value-Add Analysis; Analyzing The As-Is Is Process By Value-Add

Analysis; Using A Priority Matrix As A Roadmap For Process Improvement; Key

Performance Indicators (Kips).


Architecting Complex Process Applications :Data And System Architecture,

Advanced Routing, Integrating With External Systems, Building Stylish, High-


Coimbatore-641049

Performing User Interfaces; Managing Complex Task And Process Interactions ;

Visibility Through Dashboards And Reports.

Unit IV [7+2 hours]

Bpm As Enabler Of Soa Concepts ; Benefits; Key Components Of Soa

;Application Frontends; Basic Services; The Value Of An Esb ; Using A Repository;

Increased Agility For The Business.

Unit V [10+2 hours]

Experiments: Creation Of Process Model For Banking Industry: Retail

Banking Liability Product, Retail Banking Loan , Opening A Company Current

Account, Corporate Lending . Creation Of Process Model For Insurance Industry:

Life Insurance Policy Assurance, Health Insurance Claim Settlement To Cash Less

Scheme , Fire Insurance Claim Settlement , Fraud Detection In Auto Claims.

Text Book:

Bpm (Business Process In Cloud – Bpaas) By Ibm Ice Publicatons

Reference Books:

1. Combing Business Process Management And Enterprise Architecture For Better

Outcomes (IBM Redbook)

2. Building Ibm Business Process Management Solutions Using Websphere V7 And

Business Space (IBM Redbook)

3. Websphere Business Process Management V6.2 Production Topologies (IBM

Redbook)


Coimbatore-641049


Semester III


16 PBA219: MARKET ANALYTICS

Objectives :

This Course Aims To Develop Capabilities Required For Quantitatively

Assessing Marketing Programs And Valuing Customers By Choosing

Appropriate Marketing Metrics

To Enable Intelligent Marketing Decisions.

Prerequisite:

To be familiar with the Marketing Environment

Unit I [10+2 hours]

The New Marketing Decision Environment

CASE: 1APPLE IPAD: Marketing Environment

CASE: GITANJALI GROUP: Shared Experiences

The New Marketing Decision Environment: Trends That Favor Marketing

Engineering, Examples Of Marketing Engineering Success . Tools For Marketing

Engineering: Market Response Models : Types , Dynamic Effects , Market Share

&Competition Models, Shared Experience &Qualitative Models, Evaluating

&Benefiting From Marketing Engineering Models.

Activities:

Class room Activity: Marketing Scenario

Group Discussion: Marketing Industries

Exhibiting in a group : Marketing Engineering Models

Unit II [9+2 hours]


Coimbatore-641049

The Customer Value Assessment

CASE : 1 Petrobras: Drilling in Troubled Waters? : Customer Value

CASE: 2 High Fashion Wear: Preference Mapping

The Customer Value Assessment: The Concept Of Customer Value, Valuing

Customer Lifetime Value. Approaches To Measuring Customer Value: Objective

Measures, Perceptual Measures, Behavioral Measures. Segmentation Analysis: The

Stp Approach, Segmentation Research, Reducing Data With Factor Analysis ,

Developing Measure Of Association , Identifying And Removing Outliers. Targeting

Individual Customers: Demographic Sorting,Choices Modeling .Positioning

Through Brand Linkage , Perceptual Maps , Combining Perceptual And Preference

Mapping.

Activities:

Group Activity : Customer values

PPT : Segmentation Research

In a group take an example of a product and do Perceptual and Preference

Mapping


Forecasting Method

CASE: 1 Sun drop Cooking Oil: Product Analysis

CASE: 2 Beautiful Just the Way You Are, Finds Ogilvy: New Product

Design

Forecasting Methods: Judgmental, Market And Product Analysis Methods,

Time-Series Methods, Product Life Cycle. New Product Forecasting: The Bass

Method, The Pre-Test Market Forecasting And Assessor Model. New Product

Design: Conjoint Analysis, How To Conduct Conjoint Analysis , Strengths And

Limitations.

ACTIVITIES:

Group Activity : Judgmental, Market and Product Analysis

Role Play: PLC

Product Testing: Imagine a product on your own and do Pre-Test in the

marketing

Unit IV [8+2 hours]

Marketing Mix

CASE: 1 A -maize-ing Retail Marketing: Cost and Demand Approaches

CASE: 2 'The Nirma Story': Sales Promotion

Marketing Mix: Pricing Decision: Cost &Demand Oriented Approaches.

Resource Allocation &Promotion Mix : Advertising And Impersonal Marketing

Communication , Sales Force Decisions, Sales Promotion Types &Effects.

ACTIVITIES:

Individual Activity: Cost & Demand oriented Approaches

Group Discussion : Impersonal Marketing Communication

Brain Storming :Sales promotion apart from the existing


Coimbatore-641049

Unit V [8+2 hours]

Marketing Engineering

CASE : 1 PARLE Bisleri Ltd.: Web Services

CASE: 2 Revamping Rasna - A Marketing Overhaul Saga

Marketing Engineering: Golden Rule S, Insights For Better Implementation.

Future Of Marketing Engineering : Online Analytical Processing (Olap),Models

Offered As Web Services, Intelligent Marketing System, Simulations, Groupware For

Decision Support, Improved Model Outputs.

ACTIVITIES:

Class Room Discussion: golden rule for better improvement and

implementation of Marketing Engineering

Debate : Web Services

List out the opinions for Improved Model Outpts.

Text Book:

1. Gary L.Lilien, Arvind Rangaswamy, Arnaud De Bruyn, 2013,

Principles Of Marketing Engineering , 2 Nd

Edition. Decision Pro, Inc.

Reference Books:

1. Stephan Sorger, 2013, Marketing Analytics: Strategic Models And Metrics,

1st

Edition, Createspace Independent Publishing.

2. Wayne L Winston, 2014, Marketing Analytics: Data Driven Techniques

With Microsoft Excel,1st

Edition, Wiley.


Coimbatore-641049


Semester III


16 PBA220: HUMAN RESOURCE ANALYTICS

Objectives:

To provide the students understanding of concepts, tools and techniques of HR

Analytics that could be applied to make human resource management

evidence based.

To forecast the budget for HR Costs

To know about Data communication with visuals

Prerequisite:

A Basic knowledge in Human Resource

Unit I [8+2 hours]

CASE :1 The Client Problem : HR Metrics

CASE :2 Transitions Group: HR Frameworks

Introduction to HR Analytics: Evolution of HR Analytics; HR Metrics and HR

Analytics; Intuition versus

Analytical thinking; HRMS/HRIS and data sources; Analytics frameworks.

Activities:

1. PPT : e evolution of HR Analytics

2. Class Discussion : HR Metrics

3. List out the data sources for HRIS

Unit II [9+2 hours]

HR Initiatives

CASE: 1 Bata India : Workforce Segmentation

CASE: 2 Toyota Kirloskar Motor Private Limited : HR Metrics

Creating Business Understanding for HR Initiatives: Workforce segmentation

and search for critical job roles; Statistical and Causation; Linking HR measures to

business results; choosing the right measures for score cards; Identifying and using

key HR Metrics.


Coimbatore-641049

Activities:

PPT: HR Initiatives

Group Discussion : HR measures

List out the Key HR Metrics


Forecasting Budget

CASE: 1 Microsoft: Forecasting Budget

CASE : 2 'Indian Airlines': Training and Development

Forecasting Budget Numbers for HR Costs: Workforce planning including

internal mobility and career pathing; training and development requirement

forecasting and measuring the value and results of improvement initiatives;

optimizing selection and promotion decisions.

Activities:

Group Discussion :HR Costs

General Discussion :Training and development is it important.

Debate :List out the reasons for optimizing selection and promotion decisions

through a debate.

Unit IV [9+2 hours]

Predictive modeling in HR

CASE: 1 PAC Resources: Employee Retention

CASE: 2 Kim Wong: Scenario Planning

Predictive modeling in HR: Employee retention and turnover; workforce

productivity and performance scenario planning.

Activities:

Group Discussion : Employee Retention.

Debate on work force productivity

Case discussion : Performance

Unit V [9+2 hours]

Communicating with data and visuals

CASE:1 A Scientist & An Artist: Data Requirements

CASE: 2 Fixing Payroll Problems: A TQM Case Study in Human

Resources

Communicating with data and visuals: Data requirements; identifying data

needs and gathering data; HR data quality, validity and consistency; Using historical

data; Data exploration; Data visualization; Association between variables; Insights

from reports; Root cause analysis of HR issues.

Activities:

Group Discussion: data requirements.

Debate: Data Exploration.

Team work :Discuss insights about reports in a team.

Text Books:


Coimbatore-641049

1. V.S.P. Rao ‗Human Resource Management- Text and Cases‘ Second

Edition, Excel Books, 2007

2. Dessler, Gary and BijuVarkkey, Human Resource Management 11th ed.

Pearson Education Inc (India), 2009

Reference Books:

1. Aswathappa K, ―Human Resource Management – Text and Cases‖, Tata

McGraw Hill, 2008

2. Decenzo A. David and Robbins P. Robbins, ―Human Resource

Management‖, John Wiley and Sons, Inc, MA, 7th edition, 2004

3. Dowling, Peter.J, Welch, Denice E, International Human Resource

Management, Excel Books (Thomson learning), 4th edition, 2007.


Semester IV


16 PBA221: INTERNATIONAL MARKETING

Objectives:

To give insights to the students about the growing importance of international

operations and multinational corporations.

To equip the core concepts within the global environment, including

international trade, economic, cultural, political, legal & regulatory factors that

influence an organization‘s success.

To enable the students to effectively and systematically analyze the various

facets of the international market entry strategies and to undertake market

research.

Pre-Requisite:

Knowledge in international environment and marketing strategies and issues

related to product management and branding.

Unit I [10+2 hours]

Introduction-International Marketing

CASE 1 Lifebuoy Transforms from masculine to Family Soap

CASE 2 Export Marketing

Concepts, Importance, Need, Domestic vs. International Marketing,

Opportunities and Challenges, Process of Internationalization, Management

Orientations.

Activities:

Assignment on Differences between International and Domestic Business.

Case study in opportunities and challenges in international markets.

Compare and Contrast top 10 countries dealing in exports.

Unit II [8+2 hours]


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Global Marketing Environment

CASE 1 World’s largest retailing company-Wal-Mart Inc

CASE 2 China: racing ahead or catching up?

The Economic Environment, The Social and Cultural Environment –

Political, Legal and Regulatory Environment, Technological Environment,

Transnational Institutions Affecting World Trade

Activities:

Group discussion in the impact of social and cultural environment on the

marketing of industrial products.

Case study

Group work- Prepare a presentation on ‗Which company is transnational?‘


International Market Strategy

CASE 1 Market Research

CASE 2 Foreign market entry strategies

Market Entry and Expansion Strategies, Market Research, Understanding

Global Customers, STP, Strategic planning.

Activities:

Case study in market entry strategies

Group Discussion in market research process

Groups of 4-6 students must select a consumer durable and locate a market

within India and plan a research methodology to obtain the demand in the

selected region.

Unit IV [9+2 hours]

Marketing Mix

CASE 1 Free flights promotion ends in disaster

CASE 2 Tommy Hilfiger strategies in branding and pricing

Product Adaptation, Export Pricing Policy, Marketing Communication,

Distribution Management

Activities:

Group activity- Examine the export pricing method used by a or a group of

companies and make recommendations for improvements. Explain why you

recommended these changes.

Case study in pricing and sales promotion.

Using the Internet to scan and search for international business opportunities.

This can be a company study or report. Ideally students can do their research

on the internet and interview representatives of companies that have used the

internet to expand internationally.

Unit V [10+2 hours]

Issues : Product Management and Branding


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CASE 1 Branding & Product Standardisation

CASE 2 IKEA built a strong brand in the global market.

Issues : Product Management and Branding, Global Services, Global Pricing,

Global Logistics Management, Global Promotion Strategies

Activities:

Case study in Product management and Branding

Group discussion related to the issues and problems in global logistics

management

Identify several products that you think could be marketed in a variety of

foreign markets with little customization. Identify other products that would

clearly require customization.

Text Book :

1.Michael R.Czinkota and Ilkka A.Ronkainen, International Marketing, New

Delhi: Thomson Southwestern, 2007.

Reference Book:

1. Francis Cherunilam ,International Business Environment, New Delhi: Tata

McGraw Hill.

2. Warren J. Keegan, Global Marketing Management, New Delhi: Prentice-

Hall India, 2006.

3. Johny K. Johansson, Global Marketing, New Delhi: Tata McGraw Hill,

2008.

4. P.K. Vasudeva, International Marketing, New Delhi: Excel Books, 2006.


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Semester IV


16 PBA222: SALES FORCE MANAGEMENT

Objectives:

To introduce students with Sales Force Management and its importance in CRM

To equip the students with behavioral knowledge of sales force management

Pre-Requisite:

Basic knowledge in the operations of Sales Force Management

Unit I [10+2 hours]

Introduction to Sales Force Management, Formulation of a sales program:

Case 1 Consumer Behaviour at Martin Incorp

Case2 Mephisto Products' approach to sales and marketing

Sales force management in Twenty first Century - What is involved in sales

management – Environmental factors impact success in selling- Process of selling and

buying - Stages in selling process - Organisational Buying decision stages

Activities:

Group Discussion- Principles and Procedures involved in sales process

Individual Activity- What procedures will you follow while selling any

product

Case Analysis related to buying behaviour.


Linking Strategies and the sales role in the era of CRM, Organising the sales

effort:

Case 1 Cultural Dimensions related to strategy of Hamam

Case 2 Concepts of Consumer Learning and Perception at HSBC

Introduction to CRM - Process of strategy development - Personal Selling role in

marketing, its relationship - Purpose of sales organization - Horizontal Structure of sales

force - Vertical structure of sales force


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Activities :

Individual presentation-Management of Enquiry and conversion into sales.

Group Activity- Strategies for retaining customers and maintaining

relationship in a any service industry of your choice.

Case analysis in the process of strategy development.


Role of Information is Sales Management, Sales force performance:

Behavior, Role and Satisfaction:

Case 1 Cyrus Formulations: The Case for Sales Force Planning

Case 2 Behaviour and Role of Sales Person

Methods of sales forecasting - Purpose and characteristics of Sales Quotas -

Determining the sales force - Sales analysis and Managerial Decision Making - Role of

salesperson - Stages Developing the sales person‘s role - Role of conflict and Ambiguity

Activites:

Discussion- Behaviour and roles played by a salesperson

Presentation-Preparation of sales analysis report (daily, weekly, monthly) for

an automobile industry (Two/four wheelers)

Case analysis

Unit IV [8+2 hours]

Sales force performance: Motivating the sales force, Criteria for selecting

the sales force:

Case 1 HR Practices of the Container Store

Case 2 Baskin Robbins - Sales Strategy for India

The Psychological process of Motivation - Impact of a salesperson‘s Personal –

Characteristics on motivation - Career Stages and Salesperson Motivation - Determinants

of successful sales performance - Characteristics of successful salespeople - Job specific

determinants of good sales performance

Activities:

Group discussion- What is the need for motivating sales persons. Briefly

explain the use of major motivation theories that could be applied for

motivation of sales persons. What are the common motivators used?

Role Play in determining the performance of a sales personnel while selling

the products to the consumers.

Case analysis in Motivating the salespersons.

Unit V [8+2 hours]

Sales force Recruitment, Selection, Objectives and evaluation, Salesperson

Compensation and Incentives:

Case 1 Constructing a sales force transformation

Case 2 Coaching A Sales Team


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Recruitment of sales force - Selection Procedure - Sales training and its

objectives – Development of sales training programs - Overview of compensation and

incentives - Sales Contest - Non-Financial rewards - Making compensation and

incentive programs

Activities:

Group Discussion –major considerations while doing recruitment and

selection of sales persons.( Assume any industry or business of your choice

Individual Activity-Devise a sales compensation plan for any organisation of

your choice.

Group Presentation in development of sales training programs.

Textbook:

1. Mark W.Johnston and Greg.W.Marshall, ―Sales Force Management‖, 8th

Edition, Tata McGraw Hill Edition, 2007.

Reference Book:

1.Spiro, Stanton and Rich, ―Management of Sales force ‖, 11th

Edition, Tata

McGraw Hill Edition, 2003.


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Semester IV


16 PBA223: INTEGRATED MARKETING COMMUNICATION

Objectives:

To deliver to students an insight about the creative field in marketing

communications and prepare them for careers in the areas of marketing

communications

To enable the students acquire an understanding of the concepts and

meanings of marketing communication strategies

To enable students get a feel of the creative industry and how it must be

balanced by adequate marketing support

Pre-Requisite:

Basic Knowledge in Advertising Management

Unit I [7+2 hours]

THE FIELD OF ADVERTISING MANAGEMENT

Case 1 Beautiful Just the Way You Are, Finds Ogilvy

Case 2 Promotional methods for Microwave oven

The advertiser-Facilitating Institutions-Perspectives on Advertising.

Advertising Agencies Functions, Types of Agencies, Agency-Client

relationship-selection-Agency remuneration- Indian Ad Agencies

Activities:

Group Activity

Identifying one advertising agency by each group and their nature of work

Identifying the different types of activities undertaken by them.

The Agency-Client relationship maintained by the advertising were identified

and it has to be listed

Unit II [8+2 hours]

ADVERTISING PLANNING & DECISION MAKING

CASE:1 Sales Promotion Plan

CASE :2 Internet Advertising


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Marketing Strategy-The marketing plan-The advertising plan- Social, legal,

global factors Objective setting Integrated Marketing Communications Advertising

and non-advertising elements of communication mix-meaning and organizing for

IMC Setting goals and objectives Sales as an objective-Operational objectives-

Advertising response variables-the DAGMAR ap buying decision process proach

Determinants of Advertising Strategy Advertising & Consumer Behaviour

Segmentation and Target Market Developing segmentation Strategy, Target market

selection, determining the positioning strategy, Brand positioning, Repositioning -

Consumer decision making process, Advertising Strategy research

Activities:

Group has to identify the marketing plan of the advertising group.

Each group has to identify how far ‗sales as an objective‘ is true.

Identify how brand positioning, repositioning and consumer decision making

process done in the advertising agencies.


MESSAGE STRATEGY

CASE: 1 Starbucks - Selling Experience

CASE: 2 Buying Decision Process

Attention and comprehension :Attention – Recall – Interpretation –

Comprehension-Understanding benefit based attitudes Attitude levels-Identifying

important attributes or-benefits- Segmentation using attitude structure Associating

feelings with the Brand Importance and intensity of feelings Transformational

advertising, Rossiter Percy Grid, Attitude toward the advertisement. Message Tactics-

Creative Approaches Rational and Emotional Approaches-Usage of an Endorser-

Distraction Effects, Creative Concept research The Art of Copywriting The creative

process – copywriting- Illustrating-Layout, Creative styles-Execution and Content

Audio-Visual creative execution Developing concept for commercials, Formats for

Radio and TV, Mechanics of production Advertising Copy testing and Diagnosis--

Copy testing strategy-Diagnostic Copy tests- Selection of copy test Media Strategy

& Tactics- Media Planning - Advertising Budgeting Decision, Media Class decisions-

Print, Electronic and others, Reach and Frequency, Media vehicles decision-Media

option decisions, scheduling and timing decisions. Indian Media Scene Media

options, Readership and Circulation Data. Internet advertising Overview, Nature and

concept of Internet Advertising, Web site-its establishment, Measuring results

Activities:

Each student has to identify the advertisement most liked by them and them

and why they liked and the reasons for recalling.

Identify any two advertisements and list out the media they are advertising and

their pros and cons.

Identify the significance of Internet Advertising and identify the reasons why

they advertise through web sites.


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EVENTS, SPONSORSHIPS, POP & ADVERTISING

CASE:1 Perfetti Van Melle's marketing strategy for Alpenliebe in India.

CASE:2 The Revival Of The Iconic Royal Enfield

Objectives and Concepts, Planning and Budgeting, Implementation and

Evaluation-benefits and drawbacks - Packaging and Labeling Sales Promotion

Importance and Purpose, Major Sales promotional tools and techniques- Sales

promotions directed at Consumers, Manufacturers‘ promotions and Retailers‘

Promotions, Evaluation, Risks, Regulation Direct Marketing Role of Direct

Marketing, Concepts of Direct marketing; Techniques of DM- Database marketing,

Direct Mail, Telemarketing, Direct Response advertising, Infomercials Public

Relations, Corporate Advertising and Publicity Objectives for Public relations,

Strategies and Tools of Public relations, Scope, objectives and types of corporate

advertising

Activities:

1. List out the reasons why advertisers go for the identified Advertising

Company.

2. Identify the products and the company which are into direct marketing.

3. ‗Corporate Advertising‘ is important cite out with at least one example.

Unit V [10+2 hours]

REGULATION OF ADVERTISING

CASE:1 Growth of CavinKare from a small regional player into a

national player in the FMCG market in India

CASE:2 Strategies Adopted By Philip Morris

Need and nature of Regulation, Government and non government regulation,

The socio, cultural and ethical aspects

Activities:

Group presentation-Take one advertisement and identify how the

advertisement is tracked.

Debate-List out the regulations related to the advertisement

Identify one advertisement and find out the socio, cultural and ethical aspects

related to the advertisement.

Text Book:

1.O‘Guin, Advertising & Integrated Brand Promotion, Cengage Publications

Reference Books:

1. O‘ Guinn, Allen, Semenik, , Advertising and Integrated Brand Promotion,

New Delhi:

Thomson Learning Publications,(2005)

2. Belch & Belch, Advertising Management, Tata McGraw-Hill Publications,

(2002)

3. Batra Rajeev, Myers John G, Aaker David A, Advertising Management,

New Delhi:

PHI Publications, (2001)


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4. Rossister and Percy, Advertising Communications & Promotion

Management, New

Delhi: McGraw Hill International Publications, (1998)

5. Mohan Manendra, , Advertising Management, New Delhi :Tata

McGraw- Hill International Publications, 17th Edition (2002)


Semester IV


16 PBA224: CUSTOMER RELATIONSHIP MANAGEMENT

Objectives:

To enable the students to understand the importance and business value of

maintaining long term relationship with customers.

To enable them to know about the building blocks of customer relations.

To equip them to effectively use information system for maintaining better

customer relations.

Pre-Requisite:

Knowledge in the concepts of CRM

Unit I [9+2 hours]

Introduction to CRM

CASE 1 Importance of CRM

CASE 2 The Giant Nano-Making History of Birth

CRM, Meaning, Importance, Dimensions. CRM and Marketing, CRM

Marketing Initiatives. Understanding Customers Sensors.

Activities:

Group Discussion in understanding customer‘s sensors

Case Analysis in understanding CRM

Group presentation –Drive marketing strategies for any product or service

industry in maintaining better customer relations.

Unit II [8+2 hours]

Measuring Customer Satisfaction


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CASE 1 Discrimination on Health Grounds

CASE 2 Conduct a survey using structured questionnaire for

measuring consumers opinion.

Importance, Factors, Measurement, Methods. Customer Delight. Loyalty and

Retention: Loyalty, Loyalty and Satisfaction, Drivers, Breakers, Reclamation,

Retention Strategies.

Activities:

Group Discussion on Customer Retention and processes involved in retention

Debate – Roles and responsibilities of a CDM (Customer delight manager)

Case analysis


Complaint Management

CASE 1 Knowledge of Product Characteristics

CASE 2 After Sales Service

Complaints, Reasons, Advantages, Classification. Complaint Management

System: Benefits, Feedback, After Sales Service. Complaint Management In Services.

Activities:

Group presentation – discuss a real time example out of your experience – any

problems faced while undertaking a service

Role play in complaint management system

Field work – visiting any restaurants or automobile service centre to know

about the complaint management system.


CRM Technology Environment

CASE 1 IT Enabled Customer Relationship Management

CASE 2 Capturing Customer Information

CRM Technology Environment, Capturing Customer Information, Data

Warehousing. Managing Customer Information: Strategies, Tools.

Activities:

Group Discussion – role of data warehousing and data mining in CRM

Case analysis in Capturing Customer Information

Debate in managing customer information‘s.

Unit V [9+2 hours]

CRM Programme


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CASE 1 T-Mobile: Learning Culture

CASE 2 Korean Management

CRM Business Plan, Requirements, Cost Factors, Business Process, CRM

Development Team, Implementation, Road Map

Activities:

Case analysis

Debate

Group Discussion-Develop a CRM Business plan for any industry of your

choice

Text Book :

1. Sugandhi R K., ―Customer Relationship Management‖, New Age

International Publishers, New Delhi: 1st Edition - 2006.

Reference Books :

1. Jill Dyche., ―The CRM Handbook - A Business Guide to Customer

Relationship Management‖, Pearson Education, New Delhi: 3rd Edition –

2007.

2. Jagdish N Sheth., AtulParvathiyar, and Shainesh., ―Customer Relationship

Management,Emerging Concepts Tools and Applications, Tata McGraw Hill,

New Delhi: 5th Edition- 2004,

3. Donna Knapp., ―A Guide to Customer Service Skills for the Help Desk

Professional‖,Thomson South Western, Singapore: 2nd Edition - 2002.

4. ClardiaImhoff, Lisa Loftis, and Jonathan G Geifer., ―Building Customer

CentricEnterprise‖, Wiley Publications, Singapore: 2001.


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Semester IV


16 PBA225: CREATIVITY AND DECISION MAKING

Objectives:

1.To create awareness on managerial creativity and decision making

2.To understand the various techniques to enhancing it for effective decision

making in and organisation.

3.To familaries with Creative Management Practices in day –to-day

Organizational Development.

Pre-requisite:

Basic Knowledge in Human Resource Management and Organizational

Behaviour

Unit I [10+2 hours]

Creativity

Case: 1 Applying creativity to the sports- , Olympic athletes: Skater Sonja

Henie and high jumper Dick Fosbury

Case:2 Understanding issues related to Netherlands-based Swedish company

IKEA's market entry strategy and the expansion strategies by adopting

Creative Marketing Techniques.


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Definition and importance. Various forms of management creativity –

Creative Intelligence: Model of creative intelligence, problem sensitivity, problem

restructuring, flexibility guessing, Elaboration, Originality and thinking patterns.

Activities:

Discussion: ―Creativity is the act of turning new and imaginative ideas into

reality‖ – Analyze the Forms of Creativity with examples

Debate: ―Model of Creative Intelligence is Essential for Business

Development‖.

Presentation: ―A product is creative when it is (a) novel and (b) appropriate. A

novel product is original not predictable‖- stimulate further ideas to create an

innovative product. Distinguish creativity and innovation with practical

examples

Unit II [9+2 hours]

Creativity and Managerial Roles

Case: 1 Lifebuoy Creatively Transforms from masculine to Family Soap-

Strategic Decisions creatively taken for the market in rural India

Case: 2 TIL, a joint venture between the Tata Group and the Tamil Nadu

Industrial Development Corporation- communications using Creative

Marketing Practices and its strategy for marketing campaign for sub brands

Strategic roles, operational roles, leadership and staff development roles,

human relations role. Traits needed for managerial creativity; various mental

blocks to creativity and strategies for unblocking.

Activities:

Discussion: " Important management innovations that just did not make the

lists: business process reengineering, employee stock ownership plans, and

accounting management".

Debate: “Beliefs that only special, talented people are creative-and you have

to be born that way- diminish our confidence in our creative abilities”.

Presentation: Mintzberg's Managerial Roles, apply the models with

appropriate illustration.


Techniques of Creativity and Decision Making

Case: 1 RWE power is a leading energy company in the UK, its‘

responsibility to extend the capabilities of its employees

Case : 2 NEW LINE IN MOBILE PHONES- information search techniques

Decision-making: Simon‘s Model; Creativity techniques: Problem

decomposition, information search techniques, techniques of assumption

variation, unblocking techniques, mutual stimulation and instigation

technique, fusion technique. Role of divergent and convergent thinking in

decision-making process.

Activities:

Discussion: The inspiration for a creative solution usually comes from a

conflict in the domain


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Debate: “Problem decomposition and information search techniques‖ are the

Creativity techniques adopted in the modern organizations”.

Presentation: the techniques for improving the Creative Process

Unit IV [9+2 hours]

Creative Management Practices

Case :1 HR Restructuring - The Coca Cola & Dabur Way: The Leader

Humbled

Case: 2 Prathamesh Steel (Pvt.) Ltd. Creative Management Practices

Creative HRM practices, growth strategies, creative management of

operations, creative marketing management, creative management of product design;

innovative organisation to execute these practices, some Indian examples.

Activities:

Discussion: Major elements that can encourage creativity: training,

expectations, resources, recognition, hope, opportunity and reward

Debate: “A Typology of Management Innovations as a Function of

Consumer Value Chain”.

Role Play: Assume yourself as a marketing manager of a leading automobile

industry, how would you draft the policies for increase its‘ sales through

implementation of creative marketing management.

Unit V [9+2 hours]

Inciters of Organizational Creativity and decision Making

Case: 1 Career Dilemma : Creativity

Case: 2 Change Management @ICICI- Decision Making

Various mechanisms that stimulate organizational creativity – Creative

overloading, benchmarking, Knowledge discovery, mind mapping, creative thinking

network, stakeholders councils and reverse brainstorming, etc.

Activities:

Discussion: Some of the Creative techniques are widely used by commercial

organizations including ‗Research & Development

Debate: “Mind-mapping is an extension of brainstorming. It is a graphical

technique that encourages thinking on both sides of the brain, visually displays

the various relationships between ideas, and improves the ability to view the

problem from many sides”.

Presentation: Draft a blueprint of Innovation as New Inputs in terms of

Stakeholders councils and reverse brainstorming

Text Book:

1) Corporate Creativity by Pradip N. Khandwalla, Tata Mc Graw Hill

Publishing Company Ltd.

Reference Books:


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1) Fourth Eye : Excellence through Creativity by Pradip N. Khandwalla,

Wheeler Publishing, New Delhi.

2) Innovation and Creativity: Psychological and Organizational Strategies by

West, Michael A and Chichester, James L (eds) New York: Wiley.

3) Handbook of Creativity by Steinberg, Robert (ed) Cambridge University

Press.


Semester IV


16 PBA226: STRATEGIC HUMAN RESOURCE MANAGEMENT

Objectives:

The key objective is to understand the strategic importance of HRM. The

syllabus is designed in such a way that the student can relate HRM issues to

the strategy level

To understand the relationship between top level strategy and human resource

management. Post Graduate Department of Business Administration

curriculum 156

To enhance the student‘s skill by making him aware of strategic dimension of

Human Resource decisions.

Pre-requisite:

Basic Knowledge in Human Resource Management and Strategic

Management

Unit I [8+2 hours]

Introduction to HR

Case : 1 Dr. Sukumar inherited his father‘s Dey‘s Lab in Delhi in 1995. Till

2002, he owned 4 labs in the National Capital Region (NCR).

Case: 2 SHR Function

Importance of Human Resources at organizations. Human Resources in

relationship to top management goals, Company strategy, and organization

culture.

Activities:


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Is argued that middle managers should be involved in strategic management?

What are main benefits for involving them in strategy-making? What roles do

middle managers‘ play in relation to the management of strategy? How can

middle managers increase their influence on strategy? Give examples(s) to

support your argument

Discussion: People are at the art of the strategies .In your opinion, how human

resources can enable the success of strategy? And how human resources

should be managed to enable the strategy success for the business organization

Presentation: Strategy is a blueprint indicating the courses of action to

achieve the desired objectives.‖ Present in the light of this statement the

concept of strategy and describe the steps and approaches of strategic

planning.


Strategy Formulation

CASE: 1 DD is the India‘s premier public service broadcaster with more than

1,000 transmitters covering 90% of the country‘s population across an

estimated 70 million homes. It has more than 20,000 employees managing its

metro and regional channels.

CASE: 2

Indian managers follow different set of values while dealing with their

subordinates, colleagues and bosses. A manager becomes a dictator while

dealing with his subordinates whereas he may be a jovial colleague among

peers. But when facing his boss he is willing to go to any extent to appease

him.

Strategy Formulation. Theoretical Foundations, International Strategy, Human

Resource Contributions to strategy.

Activities:

List out the important International Strategy

Discussion: On the concepts of International Strategy and the culture web.

Explain how these concepts can influence the process of strategic Human

Resource management

Presentation: Trace out that environmental analysis which are necessary in

strategic Human Resource management


HR Planning

CASE: 1 Meters Limited is a company engaged in the designing,

manufacturing, and marketing of instruments like speed meters, oil pressure

gauges, and so on, that are fitted into two and four wheelers.

Case: 2 Scottish CVA – Oil and Gas Sector Services company £3m sales –

Defeating a Winding up Petition.


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Human Resource Planning The Strategic Role, Management Issues. Selecting

forecasting Techniques, Forecasting supply of Human Resources, Forecasting

Demand for Human Resources.

Activities:

What are the general management issues discuss in the class?

Discussion: ―Innovation management involves innovation generation and

innovation diffusion‖-Discuss the forecasting Techniques and avenues

available at different stages of Strategic Human Resource Planning

Presentation: Strategic human resource management process for non-profit

organization differs with other organization‖- discuss

Unit IV [9+2 hours]

IMPLEMENATION

CASE: 1 Tangy spices Ltd, the countries‘ biggest spices marketer has decided

to launch a hostile bid for Italy‘s major spice marketer Chilliano.

CASE: 2 The Netherlands-based Swedish company IKEA, was the largest

furniture retailer in the world with its presence in 44 countries around the

globe – in countries like the US, the UK, Russia, the Euro region, Japan,

China, Australia, etc.

Strategy Implementation: Workforce Utilization and Employment Practices.

Efficient utilization of Human Resources, Dealing with employee strategies,

selection of employees, Dealing with employee surplus, Special

implementation challenges. Functional Strategy Implementation: Reward &

Development systems. Strategically oriented performance measurement

systems, Compensation systems, Employee Development.

Activities:

1.Discussion: Logical instrumentalism is widely used by organizations to

develop its strategy.

the term ―logical instrumentalism‖ describe the major steps (or characteristics)

involved when it is used for strategy Implementation

Presentation: Prepare a report about different stages of Workforce Utilization

and Employment Practices and highlight the suitable strategies of each stage

Unit V [8+2 hours]

Evaluation

CASE: 1 BB Ltd. is a business organized as three divisions and head office.

The divisions are based on market groupings, which are retail, wholesale and

Government.

CASE: 2 Amul's Diversification Strategy

Human Resource Evaluation - Overview of Evaluation, Approaches to

Evaluation, Evaluating strategic contributions of Traditional Areas, Emerging

Areas.

Activities:


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Assuming that an automobile industry is interested in implementing certain

strategies in the present cutthroat competition, what plans and programmes

could it undertake in Evaluating strategic contributions of Human resources?

Discussion: on the effect of globalization on strategic human resource

management and explain with the balanced scorecard technique

Conduct a debate in Emerging Areas in HR.

Text Book

1.Jeoffery Mello, Strategic Human Resource Managemnt, Cengage , 2009

Reference Books

1.Charles.R.Greer, Strategic Human Resource Management, Pearson

Education,2009

2.Fred.K.Faulkes, Strategic Human Resource Management,Prentice,Hall,2010.

3.Rajib Lochan Dhar, Strategic Human resource Management, Excel Books

2009


Semester IV


16 PBA227: ORGANIZATIONAL CHANGE AND DEVELOPMENT

Objectves:

To create awareness on Organizational change and development.

To understand the various Perspectives on Organizational Change Models.

To familiarizes with OD Intervention Types

Prerequisite:

Organization Change and Development knowledge is needed

Unit I [7+2 hours]

Organizational Change

CASE: 1 In 1995 Ford Motor Company announced a major reorganization

called "Ford 2 000". The idea, championed by Chairman and CEO, Alex

Trotman and Vice Chairman Edward E. Hagenlacker,

CASE: 2 Resistance to Change Victor is the head of a division in a state

agency.

Forces, Types, Frameworks, Process. Resistance to Change, Overcoming

Resistance.

Activities:

Case study in resistance to change

Individual Activity- Identifying changes in an established organization and

presenting the success and failures faced during such changes.


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Group discussion in analyzing the factors resisting change among the

employees with real time examples.


Perspectives on Organizational Change

CASE : 1 Mr. Anand occupies No. 2 position in the Corporate Planning

Department of multi-product company having a turnover of more than Rs. 900

crores and operating in a high technology (hi-tech) industry.

CASE: 2 A company's organizational culture plays a vital role in its success.

A company's culture helps it attract the best talent available in the industry.

Models, Integration, Need for Change- Environmental Pressures,

Organizational Pressures - Organizational Culture and Change

Activities:

Group activity- Discuss the impact of organization culture with real time

examples

Case study

Debate


Change Management

CASE : 1 INSIDE TRACK: Hearts and minds set for recovery

CASE : 2 An HR Director asked us to help resolve conflict between the HR

and Finance departments. While acknowledging that personality differences

existed between the two Dept.

Diagnosis for Change, Modeling Organizations, Component Analysis,

Diagnosing Readiness, Organization Development Approaches.

Activities:

Group discussion in OD approaches

Develop a model of your own for diagnosing change for an organization.

Case discussion


OD Intervention

CASE : 1 Dinesh, a machine operator, worked as a mechanist for Ganesh, the

supervisor. Ganesh told Dinesh to pick up some trash that had fallen from

Dinesh‘s work area, and Dinesh replied.

CASE: 2 Mr. Krishna Rao’s Confusion

Mr. Krishna Rao was utterly baffled. He took over office four months ago and

has since initiated several changes all of which are good.

Types: Human Process, Techno Structural, Human Resource Management,

Strategic Change, Designing Interventions.


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Activiies:

Imagine yourself as a change agents and describe the changes that you will

bring in the organization development intervention

Case study

Role play

Unit V [9+2 hours]

Implementing Change

CASE: 1 Organizational Change: Case Study of General Motors

CASE: 2 The managing director of a well established textile manufacturing

unit plan to introduce new imported machines and modern methods of

production. The workers in the factory numbering around 2000 are fearful of

the change brought out and hence resisted in many ways.

Strategies for Communicating, Implementation Process: Approaches, Change

Agents, Managing Skills, Consolidating Change, Evaluation, Emerging

Trends

Activities:

As an OD consultant of a large size manufacturing unit, which model will you

adopt to bring out a transformational change? Explain and justify. Case study

Group presentation given to the students to discuss about the strategies for

communicating change and the implementation process undertaken in an

MNC

Text Books :

1.Radha R Sharma, Change Management, New Delhi: Tata McGraw Hill,

2007.

2 .S.K.Bhatia,Management of Change and Organisation Development, New

Delhi: Deep & Deep Publications Pvt Ltd

Reference Books:

1. Ian Palmer, Richard Dunford and Gide Akin, Managing Organizational

Change, New Delhi: Tata McGraw Hill, 2006.

2. G. Thomas, Cummings and Christopher G. Woreley, Organizational

Development and Change, OH: Thomson South Western, Mason, 2005.

3. Wendell L French, Cecil H Bell and Robert A Zawaki, Organization

Development and Transformation, New Delhi: Tata McGraw Hill of India,

2008.


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Semester IV


16 PBA228: COMPENSATION MANAGEMENT

Objectives:

The course intends to enhance the knowledge and skill of students in

understanding and employing performance management system effectively in

an enterprise. The students will be able to

1) Comprehend the performance management system, process and

implementation

2) Integrate the concepts, skills and ethics in performance management

3) Review the concepts in international perspective with reference to MNCs

4) Enhance their skill in decision making that influences business strategy and

career development

Pre-requisite:

Basic Knowledge in Human Resource Management- Performance

Measurement Systems

Unit I [9+2 hours]

Performance Management

Case: 1 Employee Benefit:

Assume that you are a part of the HR team assigned by Chetan and Maya to

survey the present range to benefits offered by Apex Financial services.

Case: 2 A large, well known Candian company had found full depreciation of

the equipment which was used to make specialized automobile companies for

north-American automobile producers.


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Performance Management – Concept, Characteristics, Objectives, Principles,

Importance, Determinants of Job Performance

Activities:

Discussion: "Remuneration is important for inducement and motivation of

workers for higher efficiency and greater output" in this senario, which

principles of Wage/ Salary Fixation are followed?

Presentation: Draft the criteria and techniques for Performance Management.

Role Play: Place yourself in the role of a HR manager; relate the trend

observed in HRM and analyze the Determinants of Job Performance .


Compensation Management

Case:1 Career Dilemma

XYZ Ltd. has obtained a license for manufacturing state of the art machinery

in India. The company is having a proven track record of three decades in

marketing, sales, service and refurbishing of similar equipment imported from

the collaborator.

Case: 2 Amrit Electrical is a family owned company of approximately 250

employees. Mr. Rajesh Khaitan recently took over as president of the

company.

Compensation Management - Concept - Forms of pay - Pay Model -

Strategic Choices - Developing a Total Compensation Strategy - Internal

Alignment of Compensation Strategy - Internal Structures and Shapes.

Activities:

Discussion: Name an organization with which you are familiar. How is its

Internal Structures and Shapes different from the organizational culture

discussed in HRM?

Presentation: Illustrate the concept of Compensation Management.

What is the role of Human Resource Management in a modern organization

for developing its human resources consistent with Developing a Total

Compensation Strategy?


Skill Analysis

Case: 1 Bata India's HR Problems

Case : 2 Performance Appraisal Policies: Berkely Investments is a reputed

finance company having 15 branches in different part of the country.

Job Analysis - Job Evaluation - Skill Plans - Skill Analysis – Competency -

Competency Analysis - External Competitiveness - Designing Pay Levels -

Pay Mix and Pay Structures - Pay for Performance Plans


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Activities:

Discussion: ―Smaller Organizations do not need job analysis for their jobs

because most of their employees conduct numerous activities, too far-reaching

for a standard job analysis‖.

Presentation: ―Job Rotation, Job Enlargement and Job Enrichment are simply

attempts by managers to avoid individuals at work‖. Comment

Case Analysis – 360 Degree Performance Appraisal

Unit IV [9+2 hours]

Retirement Benefits

Case: 1 The first and the most important problem in wage and salary

administration is the establishment of base compensation for the job. This

problem is enormously complicated by such factors as Supply and Demand,

Labor organization, the firm‘s ability to pay, Variations in productivity and

cost of living, Government legislation, Including CIVICS RIGHTS ACT.

Case:2 MTB PRIVATE LIMITED

It was established in the year 1961. It is a manufacturing company which is

mainly into weaving cloth, bleaching, dying & finishing. The total employee

strength of the company is around 400. It is the 2nd largest cloth

manufacturing company in Nashik. There are mainly 2 types of labour-force:

Benefit determination process - Statutory Benefits - Health Care, Employee

Welfare - Retirement Benefits.

Activities:

Discussion: If you were the chairman of a company, what considerations

would you required judgment on the following employment issues: a)Hiring of

relatives of employees? b)Promotion from within vs selecting the best from

outside? c)Hiring physically challenged persons? d) How for do you determine

the benefits to them?

Presentation: Which principles of Wage/ Salary Fixation are applicable for

Indian Industries?

List out the retirement benefits and its benefits.

Unit V [8+2 hours]

Case:1 Horror Stories In India Bharat Opthalmic Glasses : Compensation

Case: 2 Wage Policy In India, Minimum Wage, Fair Wage And Living wage

Compensation of Special Groups - International Pay Systems - Government

and Legal Issues in Compensation - Public Sector Pay

Activities:

Industrial Visit to an Organization to understand Pay Systems followed for

different work groups.


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Discussion: ―Management should down-play job skills & leadership abilities

and emphasize the ethical issues in managerial decision making while

determining Compensation of Special Groups‖

Presentation on Government and Legal Issues in Compensation in the

developing sectors

Text Book

1. Kohli, A.S. and Deb, T. (2009). Performance Management, 2/e; New

Delhi: Jaico Publishing

Reference Books:

1. Herman, Aguinis (2009). Performance Management, 2/e; Pearson Education,

New Delhi

2. Rao, T.V. (2008). Performance Management and Appraisal System, New

Delhi: Sage Publications


Semester IV


16 PBA229: STRATEGIC COST MANAGEMENT

Objectives:

To provide students with a conceptual and analytical framework of strategic

cost management.

To enable the students to build further on the concepts which were learnt

through traditional valuation techniques.

To gain working knowledge of the role of costing data in decision making

process & control

Unit I [10+2 hours]

Cost Concepts

Case:1 XYZ Co Ltd has received an enquiry for the supply of 100 units of steel

chairs. The cost are estimated , the case to prepare a statement showing the price

to be fixes under:-

(a) Total Cost Method using (i) 25% on the total cost and (ii) 30% on Selling

(b) Marginal Cost Method , assuming a p/v ratio of 30%

Case: 2 Assuming that the rated capacity of the factory is 50,000 units what

should be the most profitable level of output?

Cost Concepts: Cost Classification – Costing system – objectives of cost

Accounting System – Cost Techniques in Managerial decisions i.e Relevant Cost,

Differential cost, Incremental Cost, Opportunity cost, Sunk cost (theory & case)


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Activities:

Debate: Relevant cost differ between alternatives, on the contrary, irrelevant

costs are not affected by the decision whatever alternative is chosen‖. Do you

agree with these statements? If so fetch out the concept of relevancy of cost by

citing three examples each of relevant costs and non-relevant costs

―The opportunity cost is represented by the foregone potential benefit from the

best rejected course of action

Presentation: Assume that Mr.R, a retail trader, finds at the beginning of an

accounting year that there is a stock o Rs.10,000 (at cost) o maxi skirts which

are outdated and have to be sold as scrap (Alternative I) or Rs.2,000 or remark

them incurring a cost of Rs.5,000 and sell at Rs.8,000 (Alternative II ).

You are required to - (a) prepare a statement showing net profit or loss or

each alternative, for decision making and (b) to prepare a statement under

relevant cost approach to make decision by the management

Unit II [9+2 hours]

Decision Making

CASE: 1 Present the following information to show to the management

(i) The Marginal product cost and the contribution per unit

(ii) The total contribution and profits resulting from each of the following

sales mixture

(iii) The proposed sales mixes to earn a profit of Rs.250 and Rs.300 with

total sales of A and B being 300 units

Case: 2 (Acceptance or rejection of an offer). Chair Manufacturing Ltd.,

Decision making: Important factors in Marginal Costing Decisions i.e Pricing

decisions under special circumstances, Make or Buy decisions, Shut down or

Continue decision, Export Vs Local Sale Decision. Expand or Contract

Decisions, Product Mix Decisions. (Only Cases)

Activities:

1.A departmental store owner is thinking of changing the decision based on

their objectives or goals. In order to produce desired result what should be

investigated before final decision is made

2.Debate: X co Ltd purchases a component A at a price of Rs.18 per unit. The

management decides to manufacture the component at a marginal cost of

Rs.12 per unit with a processing time 4 hours in a particular machine.

State whether the decision of the management is correct –

(a) When there is spare capacity in the machine

(b) When the machine is at present working to the full capacity by manufacturing

another product M with selling price Rs.200, marginal cost 110 and processing

time 40 hours.


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Is the decision of the management correct?

3.Discussion: A machine manufactures 10,000 units of a part at a total cost of

Rs.21 of which Rs.18 is variable. This part is readily available in the market at

Rs.19 per unit. If the part is purchased from the market then the machine can

either be utilized to manufacture a component in same quantity contributing Rs.2

per component or it can be hired out at Rs.21,000. Recommend which of the

alternative is profitable?


Only Case Analysis

Case: 1 The city hospital has to analyze and solve the various complaints of

the patients, which are submitted to the Head Nurse Office. In order to analyze

the complaints and claims we use the Pareto Diagram.

Case: 2 The Total cost of 1,000 units of a product is Rs.91,000. The capital

employed is: Fixed Capital Rs.20,000 and Variable capital 25% of sales. The

desired return on capital employed is 20%. Calculate the selling price per unit

based on Return On Investment (ROI).

Case : 3 The Management of X Ltd. is trying to decide the selling piece of a

new product. Market Research has indicated that demand for the product,

which has a marginal cost of Rs. 12 per unit, would be 8,000 units p.a. at a

price of Rs. 20, but the demand would fall by 40 units for each additional

increase of Re. 0.50 in the price. You are required to set the price for

maximizing profits.

Decisional Areas: (Only Cases)

Pricing of a finished Product i.e Cost Plus Pricing, Rate of Return pricing,

variable cost pricing, competitive pricing, Incremental pricing 2. Pareto

Analysis 3. Own or Lease 4. Sell or further process 5. Marketing decisions

Activities :

1.Debate:

―Is Cost plus pricing is a more valuable tool‖ . If so bring out your points in

favour .If not bring your points against cost plus pricing.

2.Discussion: XY Co.Ltd has budgeted to make 40,000 units of its product A

whose variable cost per unit is Rs.6 and budgeted fixed cost Rs.80,000. The

financial director of XY Co Ltd. has suggested that a profit margin 25% on

full cost should be charged on the products. The marketing director has

challenged the wisdom of this suggestion, and has furnished the following

demand schedule –

Price per unit (Rs) Demand (units)


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9 32,000

10 29,000

11 26,500

12 24,000

13 20,000

You are required to suggest –

(a) What would be the profit for this year if a full cost plus price was charged


Standard Costing

Case: 1 Labour Variances

Case : 2 Standard Costing

Standard Costing: Types of Standards, Setting up of standards, Advantages

and Criticism of Standard Costing – Control through variances. (theory &

Case)

Activities:

Illustrate the importance of computing the labour variance with examples

Debate: Do standard costs represent a separate type of cost system? At what

level should the standards be set?

Present the possible causes for material price variance and material usage

variance in standard costing. Also bring out the remedial measures

Unit V [8+2 hours]

Transfer Pricing

Case: 1 ABC Pvt. Ltd,

Case : 2 Cost Accounting

Transfer Pricing, Target costing, Life Style Costing, Activity Based Costing

(only theory).

Activities:

Furnish an overview of activity based costing and indicate the impact of the

same in ascertaining cost of products or services.

Presentation: Give the impact of target costing on profitability and also list

out the companies that implement Target costing

Discussion: Discuss the role of cost accountant in a target costing

environment.

Text Books:

1. Advanced Cost Accounting and Cost Systems by V.K.Saxena & C.D.

Vashist ; Sultan Chand & Sons Publishers.

2. Advances Cost Accounting by S.P. Jain & K. L. Narang; Kalyani Publishers

3. Cost Management by The Institute of Charted Accountants of India.


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Refrence Books:

1.Sharplin, ‗Strategic Management‘; McGraw Hill

2.Weston J.Fred & E.F.Brigham ‗ Managerial Finance‘; Drydon Press

3.James. C. Van Horne, ‗Financial Management and Policy‘, Prentice Hall of

India (p) Ltd.,

4.M.Y.Khan, ‗Financial Services‘, Tata McGraw Hill – 3rd Edition.

5.Richard A.Brealey and StewatC.Myers, ‗Principles of Corporate Finance‘

Tata McGraw Hill.

6.Pradip M.Khandwalla, ‗Innovative Corporate Turnarounds‘, Saga

Publications, New Delhi.

7.Pradip M.Khandwalla, ‗The fourth Eye‘, Saga Publications, New Delhi.

Khar baunder O.P. and Stallworthy E.A, ‗Company Resource: How to Manage

a Business Turnaround‘ (Heinemann, London).


Semester IV


16 PBA230: INTERNATIONAL FINANCIAL MANAGEMENT

Objectives:

To provide students with a conceptual framework of how financial

decisions are undertaken in a multinational company.

To familiarize students with unique economic factors that challenge a

financial manager in the international context

Prerequisite:

A Basic International Financial Management information needed with

regular updations

Unit I [9+2 hours]

Introduction

Case:1 Case study on International Monetary system

Case:2 Case study on Balance of Payments

Introduction to International Financial Management: The environment –

the nature of international risk exposure – International Monetary system -

determination of exchange rates Balance of Payments- – Interest parity –

international fisher effect

Activities:

As you are a finance manager of company, discuss the nature and scope

on international financial management and explain IFM with domestic

financial management

As you are a finance manager of company, give a clear statement about

Balance of payment and its approaches


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As you are a finance manager of company, explain Different theories of

exchange rate determination

Unit II [9+2 hours]

Foreign Exchange Market

Case-1 Case study on Currency futures and Options

Case-2 Case study speculation on Foreign exchange market

Foreign exchange market: Functions – Participants - currency derivatives –

Forwards –Swaps – Currency futures and Options – Interest rate futures –

speculation

Activities:

As you are a finance manager of company, explain how are transactions

finalized in the market for currency futures?

As you are a finance manager of company, Discuss on the different technique

of forecasting exchange rate

As you are a finance manager of company, give a clear statement about

Different methods of translation arrive at different sizes of translation

exposure


Foreign Exchange Risk Management

Case: 1 Case study on Hedging in Foreign Exchange Risk Management

Case: 2 Case study on managing interest rate exposure

Foreign Exchange Risk Management: Measuring and managing accounting

exposure –transaction exposure – translation exposure – Hedging – measuring and

managing economic exposure - managing operating exposure – managing interest rate

exposure

Activities:

As you are a finance manager of company, elaborate on the short-term and

medium term finance market instruments

As you are a finance manager of company, explain the effect of measures

taken to rectify the deficit balance of payment positions on imports and

exports

As you are a finance manager of company, explain the functions and working

of the World Bank. Discuss the usefulness of IBRD in facilitating and

promoting long-term investment

Unit IV [9+2 hours]

International Investment Decisions

Case: 1 Case study on Cost of capital of foreign investment

Case:2 Case study on International Working Capital Management

International Investment decisions: Cost of capital of foreign investment –

International Working Capital Management. Short term financial markets -

Eurodollars – Eurocurrencies -Cash management and market efficiency, Long


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term financial markets. Portfolio Investment - Financing of international

operations. Interaction of Investments and Financing decisions.

Activities:

As you are finance manager of company, explain the Purchasing power parity

theory

As you are a finance manager of company, Features of foreign exchange rate

As you are a finance manager of company, explain the spot, forward and

features prices in the foreign exchange market with an examples

Unit V [10+2 hours]

An overview of foreign trade and foreign exchange

Case:1 Case study on export and import- financing and Documents

Case:2 Case study on Exchange rate arrangement in India

An overview of foreign trade and foreign exchange: Meaning-types-

financing of foreign trade-banks and institutional finance- - -export and import-

financing and Documents- letter of credit-types-foreign exchange and foreign

exchange markets-players and dealers in foreign exchange-volume and dynamics of

foreign exchange. Management of foreign exchange instruments - money market and

capital market –Exchange rate arrangement in India- foreign trade contracts: terms

and documentation managing of foreign exchange reserves-an outline of FEMA and

foreign exchange management in India.

Activities:

As you are a finance manager of company, Explain currency swaps and

interest rate swap with suitable examples

As you are a finance manager of company, explain the features of foreign

bond and euro bond

As you are a finance manager of company, critically examine interest rate

parity theory with the help of suitable examples

Text Books:

1. Eietemanetal David K., Multinational Business Finance, Pearson Education.

2. Vij Madhu, International Financial Management, New Delhi: Excel Books,

2006

3. Madura Jeff, International Financial Management, South – Western –

Thomson Learning.

Reference Books:

1. Apte Prakash G., Global Business Finance, Tata McGraw – Hill.

2. Eun /Resnick, International financial management, Tata McGraw–HILL,

2nd Edition

3. Bharadwaj H.P., Foreign exchange handbook, Wheeler Publishing,(1994)

4. Sharan Vyuptakesh, International Financial Management, New Delhi: PHI

Learning Pvt Ltd Publications, 2009

5. Apte P G, , International Financial Management, New Delhi: Tata McGraw

Hills Publications, 2008


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6. Shapiro Alan C, Multinational Financial Management, New Delhi : Wiley

India Pvt Ltd, 2008


Semester IV


16 PBA231: CAPITAL MARKET AND FINANCIAL SERVICES

Objectives:

This is designed to provide a basic understanding on functioning of

various institutions offering financial services.

It also equips the students in handling various work areas of these

institutions

Prerequisites: To know various financial services offered

Unit I [9+2 hours]

Scope of Financial Services

Case: 1 case on Growth of Indian financial services

Case:2 case on Legal and regulatory framework of financial services

Scope of Financial Services: An overview of Financial Services – Economic

Environment – Macro Economic aggregates and policies financial services and

economic environment – Legal and regulatory framework – Securities Contracts

(Regulations) Act.

Activities:

Financial system Indian Financial system

Macro & micro economic environment and the influence of financial services

Global importance of Financial services Indian context of Financial services

Unit II [9+2 hours]

Instruments in CapitalMarket


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Case:1 Case study on Capital Market Instruments

Case:2 Case Study on The present scenario of Indian Financial institutions

Instruments in Capital Market: Financial Institutions – Other players in the

financial sector – An overview of financial markets – Capital markets and capital

markets and capital market instruments – Money market and money market

instruments – Government Securities market Foreign exchange market – International

financial markets – Derivative Securities – Introduction to SWAPs.

Activities:

what do you mean by Derivatives? Give an example.

What do you understand by Securities Market? What are the different types of

securities market?

What do you understand by Money Market? Give an example.


Merchant Banking

Case:1 Case Study on Merchant banking in India

Case:2 Case study on various types of mutual funds

Merchant Banking: Merchant Banking: Appraisal of projects. Designing

Capital Structure and instruments – Issue pricing; Preparation of Prospectus; Selection

of Registrars, Advertising Consultants etc., Advertising Strategies; Underwriting

Arrangements and placement with Fis, Mutual Funds, Fiis, etc: Issue Marketing:

Brokers and Investors meet – NRI Marketing: Issue Management – Dealing with

Bankers to the issue, Underwriters and Brokers to the issue; Allotment- Finalisation

and other post issue Activities.

Activities:

Tell me a company you would invest in and why.

Tell me how would you value a company? Which tools are most effective in

this area?

Types of Mutual fund Mutual fund companies in India

Unit IV [8+2 hours]

Fund Based Activities

Case: 1 Case on leasing finance

Case: 2 Case on Venture Capital

Fund Based Activities: Introduction to leasing – Legal Aspects – Tax aspects

lease evaluation from lessee‘s point of view- lease evaluation from the lessor‘s point

of view – Accounting and reporting for leases – Funding of leases – Import leasing

and cross border leasing – Lease structuring and lease agreement – Concept and

features of hire purchase transaction – Flat and effective rates of interest – Difference

between hire purchase and a lease. Factoring – Introduction and features – legal

aspects – Cost of factoring recent development in the Indian context – Factoring Vs.

Bill discounting – Consumer finance – Credit cards – Financing schemes for

consumer durables. Venture Capital – Concept – Concept and characteristics –


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Evaluation of new project ideas and technology – innovation – venture capital

industry in India – Venture capital schemes and guidelines – tax and legal aspects –

Entrepreneur profiles – Mutual funds credit rating – CRISIL, ICRA.

Activities:

What is the problem in which those who desire to borrow funds may plan to

use them for risky projects?

In particular Operating and Financial Lease

Venture capital in India and its functions

Unit V [10+2 hours]

Role of Stock Exchange

Case: 1 Case on Functions of Stock exchange in India

Case:2 Case on Listing of securities

Role of Stock Exchanges: Organisation and Functions of stock exchanges in

India – Trading in stock exchange – Listing of Securities – Regulations and control of

stock exchanges in India – OTC Exchange of India.

Activities:

What are the advantages and disadvantages of an IPO?

What do you understand by Stock market indices? Name the major stock

market indices.

What is the difference between Bombay Stock Exchange and National Stock

Exchange?

Text Books:

1. Dr. Gurusamy S, Financial Markets and Institutions, Tata McGraw Hill, 2nd

Edition

2. Dr. Gurusamy S, Indian Financial System, Tata McGraw Hill

Reference Books:

1. Khan M Y, Financial Services, Tata McGraw Hill Publications, 5th Edition

2. Bhalla V.K., Management Of Financial Services, New Delhi: Anmol

Publications Pvt. Ltd., First Edition

3. Srivastava R.M., Financial Management, Himalaya Publishing

4. Subramaniam P, Investment Banking

5. Bhole, , Financial Institution and Markets, Tata McGraw Hill Publications,

3rd Edition


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Semester IV


16 PBA232: BANKING AND INSURANCE

Objectives:

This is designed to provide a basic understanding on functioning of

banking and insurance sector.

It also equips the students in handling various regulations and rules

related to these sectors.

Prerequisite:

Basic knowledge in operating functions of Banking and Insurance is

needed

Unit I [9+2 hours]

Case: 1 Mr. R.K. Mishra - trading company

Cases: 2 Mr and Mrs A - managing their debts

Introduction to Banking Business-Brief History of Banking, Banking and

Customer relationship, Bank deposits

Activities:

Have students open a real savings account at the local bank or credit

union.

Have students create a spreadsheet that will track their deposits and

withdrawals and provide them with an account balance. Allow them to

ignore service fees which are often based on the number of transactions a

customer makes per month or the balance in a savings account.

Have students engage in role-playing as individuals and customer service

representatives at a financial institution.

Unit II [8+2 hours]

Structure of commercial banks in India

Case: 1 Mr and Mrs N - share of the losses.

Case: 2 The Case of an E-Banking Information System

Structure of commercial banks in India – RBI, Commercial Banks, Public

sector Banks, Private Sector Banks, Regional Banks, Cooperative banks and

Foreign Banks. Recent developments in Banking sector-E-Banking, ATM,


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ECS, EFT, Tele-banking, Electronic Cheques, Credit, Smart & Debit Cards

and Risk in E- Banking

ACTIVITIES:

Review banks and credit unions relative to providing services, receiving

deposits, and making loans. Discuss the services offered: checking and savings

accounts, certificates of deposit, overdraft protection, ATM cards and access

points, check cards, mortgages loans, credit cards, account service fees, and

other services. Have students place a check mark in the column of the

financial institution that provides the services listed in the following table.

Have students complete the signature card required when opening a checking

and savings account. The students may make up their own account number.

Have each student complete a deposit slip for both a checking and savings

account. The students can make up their own account numbers.


Negotiable Instruments

Case:1 Negotiable instrument-CASE STUDY

Case: 2 Bill exchange OF EXCHAGE – CASE STUDY

Negotiable Instruments - Meaning, Types, Cheque, Bills of Exchange and

Promissory Notes, Features of Negotiable Instruments. Crossing and

Endorsement - Meaning and Types

Activities:

Mr. A Developed a shopping mall at Mumbai at the request of Mr.B who is a

municipal corporater.Mr. C makes agreement to pay Rs. 2,50,000. Mr. A

accept the proposal of Mr. C. Is this an agreement or a contract justify your

answer.

There is a constant quarrel between Ankita and Aniket due to which there is a

marital discord between two. As a part of settlement the husband agrees to pay

sum of Rs. 50,000 per month as maintenance allowance of his wife. Provided

she stays separately. Does the wife has a claim to get that amount.

X in consideration of Rs. 5,00,000 from Y agrees to murder Z while borrows

the money from K who knowingly lends money to Y can K recover this

amount.

Unit IV [9+2 hours]

Introduction to Insurance

Case: 1 Shri P. Hari (Late) CASE ON LIFE INSURANCE

Case: 2 When Mr F CASE ON LIFE INSURANCE

Introduction to Insurance – Meaning definition – Nature and functions –

Types of Insurance – Role and importance of insurance - Principles of

insurance classification of Insurance Life Insurance – Meaning – Kinds of

policies and plans – Types of Life Insurance products Health Insurance –

Individual and group insurance products – Medi claim policies – its benefits

Activities:


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To plan an organizational visit and to know the insurance

A group of students has to identify the kinds of policies and characteristics of

policies

Organizing a group discussion to know the insurance thoroughly

Unit V [9+2 hours]

General Insurance

Case:1 Mr H was a self-employed plumber- CASE STUDT ON GENERAL

INSURANCE

Case: 2 Mr G CASE STUDT ON GENERAL INSURANCE

General Insurance – Marine, Fire, Motor and Miscellaneous Insurance –

Insurance marketing–Network and customer service. Miscellaneous- Property

Insurance Building Insurance –Flood, Earthquake, Burglary, Cattle Insurance

– Insurance Intermediaries-Banc-assurance

Activities:

I

dentify the hidden knowledge in you About General Insurance and list it.

Identify any good insurance company and find out their offering benefits.

Act as an Insurance agent to sell the policies.

Text Book:

1.Elements of Banking and Insurance –Jyotsma Sethi& Nishwan Bhatia,PHI

Learning Private Limited

Reference Books:

1. M.N.Mishra – Insurance Principles and Practices.

2. G.S.Panda – Principles and Practices of Insurance

3. Tannans - Banking Law and Practice in India

4. Sayers R.S. - Modern Banking

5. Maheshwari S.N. - Banking Law and Practice


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Semester IV


16 PBA233: FOOD AND BEVERAGE MANAGEMENT

[

Goal of the Course: This course provides sufficient information about food and

beverage management

Objectives:

To learn the management of Material Requirement Process including the

selection of material suppliers, procurement, storage, pricing the material issue

and cost estimation.

To learn the dynamics of restaurant industry.

To define the important elements of successful food service and understand

the significance of menu .

Unit I [10+2 hours]

Introduction

Case – 1: Case on qualitative pricing strategy

Case – 2: Case on case management

Food & Beverage Management: Introduction - Food & Beverage function -

Responsibilities & objectives of F&B department - Constraints of food & beverage

management - Cost & market orientation (Cost structure & profitability, demand for

product, capital intensity, nature of the product). The meal / drink experience: Food &

drink, variety in menu choice, level of service, value for money, interior design,

atmosphere & mood, expectation & identification, location / accessibility and staff.

Activities:

Comparative study on 2 or 3 restaurants in your locality Food and Drink

Varity in menu choice.

Compare the interior design of 2 or 3 restaurants in your locality?

Group discussion on Food and beverage cost control

Unit II [9+2 hours]

Purchasing

Case – 1: Case on quantitative menu pricing


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Case – 2: Case on value of customers

Purchasing: The nature of purchasing - The main duties of purchase manager -

Importance of purchase functions - The purchasing procedure - The selection

of a supplier - supplier rating - Aids to purchasing - The purchasing of food &

beverages -Standard purchase specification: Meaning & objective - The

purchase specification for food & beverages. Receiving: Objective - Receiving

procedure - Receiving of expensive commodities -Returnable containers -

Blind receiving - Dispatch to stores or user department -Clerical procedures &

forms used

ACTIVITIES:

Analysis Interviews Che£!owner interviews Beyond details specific to the

operation discussed in other areas ofthis analysis, much of the time spent

interviewing the che£!owner was devoted to gaining an understanding ofthe

motivation(s) for opening the business, goals for the operation, and the

parameters established for defining success.

Q: You've been in the business long enough to know all that running a

restaurant entails. What prompted you to open your own restaurant?

Group discussion on Purchasing procedure of Food and beverages.

Collect 2or 3 quotations for price of Dairy products


Storing and Issuing

Case – 1: Case on promotional paralysis in marketing

Case – 2: Case on food and beverage cost

Storing & issuing: Storing & issuing of food & beverages. Stock taking of

food & beverages - Stock turnover - Stock levels. Food control: Objectives of

food cost control - The essentials of a control system - Calculation of food cost

- Methods of food control -Food. control check list - Obstacles to food cost

control.

Beverage Control: Objectives of beverage control - Calculation of beverage

cost - Methods of beverage control - Beverage control checklist.

Activities:

Take inventory in your department restaurant , check the shortage of stock.

Collect data for last five years in your restaurant inventory.

Group discussion on Obstacles to food cost control

Unit IV [9+2 hours]

Elements of Cost

Case – 1: Case on marketing department

Case – 2: Case on restaurant sales

Elements of cost: Cost defined, basic concepts of profit, control aspect, pricing

aspects. Cost dynamics: Fixed & variable costs - Break even charts - Turn

over & unit costs. Variance analysis: Standard cost - Standard costing - Cost


Coimbatore-641049

Variances - Material Variances - Overhead variances - Labour variances -

Fixed overhead variances - Sales variance.

Activities:

Discuss the marketing process in the F&B Management

What is the Difference between over head variance and labour variance?

Group discussion on Storing and Issuing.

Unit V [9+2 hours]

Functions of Catering Banquets

Case – 1: Case on target intervention

Case – 2: Case on communication

FUNCTION CATERING BANQUETS History, Types, Organization of

Banquet department, Duties & responsibilities Sales, Booking procedure,

Banquet menus BANQUET PROTOCOL Space Area requirement, Table

plans/arrangement, Misc-en-place, Service, Toasting, INFORMAL

BANQUET Reception, Cocktail parties, Convention, Seminar, Exhibition,

Fashion shows, Trade Fair, Wedding, Outdoor catering BUFFETS

Introduction, Factors to plan buffets, Area requirement,. Planning and

organization Sequence of food, Menu planning, Types of Buffet, Display, Sit

down, Fork, Finger, Cold Buffet, Breakfast Buffets, Equipment, Supplies,

Check list

Activities:

In 20 pax Board room meeting , What are the service you will provide from

the morning to till the evening , compile a menu, and amount charges for that.

Group discussion on Banquet charges is quite high from normal function.

Draw the lay out for 1000 pax seating capacity - seminar

Text Books:

1) Food & Beverage Management - Bernard Davis & Sally Stone – ELBS,

Butterworth-Heinmenn Publishers 5th

Edition 2012

2) Food & Beverage Management –Jack D. Ninemeier, 3rd

Edition Education

Institutes 2000

Reference Books :

1) Food Cost Control - Richard Kotas & Bernard Davis - International Text

Book Company, 1976 revised edition.

2) Cost Accounting, Principles & Practice - S.P. Jain & K.L. Narang - Kalyani

Publishers.

3) Food & Beverage Operations, Cost control & System Management -

Charles Levinson, Prentice Hall Engelwood Cliffs, New Jersey 07632, 2nd

Edition 1989.

4) Food and Beverage management, Linacra House, Jordan Hill, Oxford

OX2BDP.

5)Food & Beverage Management - Bernard Davis, Andrew Lookwood &

Sally Stone – ELBS, Butterworth-Heinmenn Publishers 3rd

Edition 2006


Coimbatore-641049


Semester III


16 PBA234: ACCOMODATION AND OPERATIONS MANAGEMENT

Goal of the Course: This Course gives awareness about accommodation and

operations management.

Objectives:

To design the layout of the accommodation

To enhance the soft skill required for salesmanship

To deal with visitors/guests complaints,

To understand evaluation process of operations

Unit I [8+2 hours]

Importance of Set up

Case- 1: case on Level of service

Case-2: case on customer satisfaction

Organisation, setup and importance of FO& HK: A) Lay out and working

organization, coordination process B) Brief introduction to its nature of room

division C) Vitality of proper front staff, theory and applicability.

Activities:

Plan group activities identify and analyze the front office staff job

specification?

Group discussion on types of rooms in hotel?

Analyses the attitude of front office staff?


Salesmanship

Case -1: case on office Management

Case- 2: case on front office

Salesmanship: A) Communication skills B) Developing Salesmanship C) Up

selling and Techniques. D) Role of reservation department in sales E) Selling

for a full house in lean business season. F) Housekeeping sales

Activities:

Do the role play of reservationist blocking of group booking

Handle the situation if rooms are not available?


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How will you convert the standard room sales in to deuxe room sales?What

are upselling techniques followed?


Guest Relations

Case-I: case on financial analysis

Case- II: case on Promotional strategies

Analysis of guest relations complaints: A) Effect of complaints on brand

image and revenue, B. Analysis of complaints, C. methods of resolving them

D) follow up system.

Activities:

If room is not clean properly Guest raise the complaint to you, how will you

handle the situation?

Visit one medium sized travel agency and one large size agency. Visualize

differences in the departmentalization.

Identify how power influenced in your group.


Planning and Evaluating Operaions

Case-I: case on home stay

Case-II: case ‗Explain about Recruit a friend‘ bonuses

Planning and evaluating operations: Planning , organizing, controlling,

staffing, leading, coordinating, budgeting) Establishing room rates, methods)

Evaluating operation , daily operations report_ occupancy report- room

revenue analysis- income statement. Rooms‘ income statement.

Activities:

Collect advertisements of leading travel agencies promoting tourist

destinations.

Prepare a list of tourist attractions at some of the leading tourist destinations

and try to rate them according to interest generated by each advertisement

Planning , organizing, controlling, staffing, leading of room division

management.

Unit V [9+2 hours]

Managerial Skills

Case-I: case on skill on employees

Case – 2: Case on room division

Managerial skills for room division management: Room division

management function- planning, organizing, coordinatingstaffing, controlling

and evaluating, importance of leadership.

Activities:

Out of your organization experience identify what are your dynamics of stress.


Coimbatore-641049

Out of your experiences state the reasons why organization has must bring out

the managerial skills

Discussed unskilled person will select in the recruitment.

Text Books:

1. Principles of Front Office Operations- Sue Bakers et al., Thomson Asia Pvt.

Ltd. Publishers, 2nd

edition, 2003.

2. The Professional HouseKeeper – T.Schneider & Georgina Tucker, Van

Nostrand Reinheld, New York, 3rd

edition, 1989.

Reference Books:

1. Front Office Management - Dr.B.K. Chakaravarthi, S.B.Nangia, APH

Publishing Corporation, ISBN, 2006.

2. Front Office Training Manual – Bernard Davis, Andrew Look food, 2005.

3. Managing Front Office operations -Michael Kasavana

4. Professional Hospitality, an introduction- Wagen/ Lynnvander:

5. Front Office Operations; J.Bardi- Colin Dix:

6. Hotel Front Office Management-:

7. Front Office procedures, social skills and Management.

8. Hotel, Hostel & Hospital Housekeeping- Branson

9. Hotel Front office Training manual - Sudhir.Andrews, Tata Mc Graw Hill,

35th

Reprint 2004.

10. Professional management of House Keeping Operations- Wiley

11. Housekeeping Management for Hotels- Hienemann

12. Managing House Keeping Operations- M.Kappa


Coimbatore-641049


Semester III


16 PBA235: FAST FOOD OPERATONS AND MANAGEMENT

Goal of the Course: This course gives practical approach in fast food

operations and management.

Objectives:

To understand the recent customers behavior and their choices of various

food habits.

To learn the various sales techniques used in fast food operations.

Unit I [9+2 hours]

Introduction to Fast Food

Case – 1: Case on Consumers attitudes towards advertising

Case – 2: Case on Supply Chain Management

Introduction Fast food Operation & management: The Fast Food Business:

A Brief History, Types of Operation, Consumer Pattern. Managing Fast food

Operation: What is Management, A practical approach Marketing & the

control.

Activities

Identify the students interested in fast food in your class room.

Group discussion on social Awareness of fast food as good for health or not?

Explain or share the views of the sales of fast food

Unit II [8+2 hours]

Social Concern & management:

Case – 1: Case on dis-advantages of fast food

Case – 2: Case on advantages of fast food chain

A Few Definitions, Responsibilities in today Fast food Market, off-Hour sale

Service to different age group, Changing patterns, Health concern . Food

groups Fast Food Nation, Junk food,Super Size Me ,Western pattern diet

,Chew on This ,List of fast food restaurants ,Slow Food

Activities:

Discuss the difference between Fast food and Indian food

Share the views of too much of junk food will cause health problems for

children

List out fast food restaurant in your area


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Operation

Case – 1: Case on brand name

Case – 2: Case on MNC restrictions in India

Types of-Equipments, A Guest oriented approach, Method of service, Billing

methods, Planning of Menu. Product Control, Cash Control, Role of

international popular cuisine in Fast food. Filling stations, Street vendors and

concessions Cuisine, Variants.

Activities

Role Play of street vendors of serving of fast food.

Compile a menu in fast food restaurant for Dinner

Group discussion on cash control and product control in fast food operation


Selling Techniques

Case – 1: Case on Mc donalds experience

Case – 2: Case on fast food kitchen

Selling Techniques: A Service orientation, Establishing Service standards,

basic Selling Procedure, Handling service problems, Techniques & strategies

Activities

Explain the role of international popular cuisine in fast food?

Mock role play of food service method in fast food?

Group Discussions on History of fast food

Unit V [10+2 hours]

Case Studies – Fast Foods

Case – 1: Case on combo meal

Case – 2: Case on warehousing

Case studies on the following Reputed fast foods : History, Products &

operating Procedures of McDonald's, Domino's Pizza, Pizza Corner, Pizza

Hut.

Activities

Discuss the menu card pricelist for McDonald‘s And KFC?

Collect the Data for the Door delivery of McDonald‘s in your area for one

week

Find out no of students likes the fast food or not

Text Book:

1. Fast Food Operations, Mohit Agarwal, Alpha Publications, 2000.


Coimbatore-641049

Reference Books:

1) Profitable Food & Beverage Management - Richard Kotas & Chandana

Jayawardena - Hodder & Stoughton.

2) Food Cost Control - Richard Kotas & Bernard Davis - International Text

Book Company.

3) Food Costing & Budgeting - Boardman – Heinneman

4) Fast Food operations & their Management – Stephen D. Ball

5) Fast food operations – Peter Bertram


Coimbatore-641049


Semester IV


16 PBA236: FOOD SERVICES FACILITIES AND PLANNING

Goal of the Course:

This courses will make the budding managers to plan the food service

facilities which will make them to run the operations more effectively

Objectives:.

To Plans for new construction, renovation or remodeling of food service

facilities

To Provide adequate facilities to promote good personal hygiene among food

service personnel.

Unit I [9+2 hours]

Food service facilities planning: Introduction, Design & layout.

Planning: Characteristics, scope, objectives, facilitating production, materials

handling, space utilization, maintenance and cleaning, cost control, investment

in equipment; labour utilization, supervision, flexibility.

Unit II [9+2 hours]

The planning process: Preliminary planning information, prospectus,

commissioning planners, developing the concept, equipment requirements,

space requirements, developing preliminary plans, preparation of final plans,

preparing specifications, bidding & awarding contracts, constructions.

Preparing the prospectus: Importance, customer & user characteristics,

development of the menu, service, atmosphere, operational

characteristics. The feasibility study: Importance, the market survey, site

analysis, cost estimates, operating capital, projected income.


Functional planning: Functions, concepts of flow, functional requirements,

receiving, storage, preparation, cooking, baking, serving, dishwashing, pot &

pan washing, waste disposal, other requirements.

Planning the atmosphere: Atmosphere & mood, color, lighting, acoustics,

noise and music, climate control, furnishings, exterior design, advertising &

public relations.

Unit IV [9+2 hours]

Work place design: Developing work places, work place environment,

concepts of motion economy, materials handling, designing safe work places.


Coimbatore-641049

Equipment requirements: Methods, equipments check list, broilers, griddles,

ovens, ranges, steam-jacketed kettles, steamers, ware washing equipments.

Waste disposals, equipment selection.

Unit V [9+2 hours]

Space requirements: Introduction, space estimates, total facility size, dining

areas, production areas, space calculations, receiving area, storage areas,

serving areas dining areas.Layout facilities: Space arrangement, flow, other

criteria for layout, layout configurations, relationship charts for layout, layout

guides, layout of storage areas, layout of main cooking areas, layout of

preparation areas, layout of serving areas, layout of dishwashing areas.

Text book:

1. Food Service Facilities Planning, Edward A Kazarian, John Wiley & Sons,

3rd

edition, 1989.

Reference book:

1. How to Plan & Operate a Restaurant - Dukas.P - Hayden book Co.

2. Profitable Food & Beverage Management Planning - Green E.F., Drake

G.G. and Sweeney F.J -- Hayden book Co.



Coimbatore-641049

Semester IV


16 PBA237: PREDICTIVE AND ADVANCED ANALYTICS

Objectives:

To learn, how to develop models to predict

categorical and continuous outcomes, using such techniques as neural

networks, decision trees, logistic regression, support vector machines, and

Bayesian network models.

To know the use of the binary classifier and

numeric predictor nodes to automate model selection.

To advice on when and how to use each model

Also learn how to combine two or more models to

improve prediction

Prerequisite:

Knowledge in data transformation

Unit I [8+2 hours]

Introduction

Predictive Analytics – Data Transformation : Extent of Missing Data,

Segmentation – Outlier detection – Variable transformations – variable

derivation – variable selection – Automated Data – preparation – Combining

data files – data restructring

Unit II [8+2 hours]

Logistic Regression

Selecting Regression Inputs – Optimizing Regression Complexity –

Transforming Inputs :Continuous and Categorical Inputs – Polynomial

Regressions.


Decision Tree

Cultivating Decision Trees – Pruning a Decision Tree – Autonomous Tree

Growth – Neural Networks: Introduction – Input Selection.

Unit IV [9+2 hours]

Clustering

Model development – Model Validation and Model deployment – Market

Basket Analysis: Model development – Model Validation and Model

deployment

Unit V [10+2 hours]


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Model Assessment and Implementation

Model Validation – Determining Model Accuracy – Comparing and

Combining Models – Evaluation Charts for Model Comparison – Automating

Models for Categorical Targets –Concept – Model Development and Model

Evaluation- Automating Models for Continuous Targets.

Text Book:

1.Bruce Ratner, Statistical and Machine- Learning Data Mining, CRC Press, 2011

Reference Books:

2.sWu and Stephen Coggeshall, Foundations of Predictive Analytics, CRC Press,

2012


Semester IV


Coimbatore-641049


16 PBA238: ENTERPRISE RESOURCE PLANNING

Objectives

To understand the basics of ERP and its Architecture

To learn the basic modules of ERP and Business Processes

To create an awareness with regard to application of ERP in Enterprises and

Open Source ERP

Prerequisite:

Knowledge in integrated management system

Unit I [8+2 hours]

Introduction to ERP systems

ERP - An overview, Enterprise - An overview, Client–Server Architecture,

ERP as integrated management system, ERP Benefits.

Unit II [8+2 hours]

Technology

Concepts, ERP architecture -2 Tier & 3 Tier architectures, 3 Layers

presentation layer, application layer, database layer.


ERP Package Selection &Implementation

Open ERP and Commercial ERP, Evaluation and selection of ERP, ERP

implementation, key success factors.


ERP Modules

Basic ERP Modules & its Business Process: CRM, Costing & Controlling,

Financial accounting, Asset accounting, Sales and Distribution, Production

Planning, Material Management, e-Commerce & Banking and HRD.

Unit V [9+2 hours]

Application

Basic Customization, Open ERP Exercises (Real life industry based problems)

& ERP Case Studies (Real life industry based problems).

Activities:

Create Database and find out the Presentation layer

Sort out the key success factors of ERP

CRM – and its ERP Modules

Text Books:


Coimbatore-641049

1. Grant Norris, James R. Hurley, Kenneth M. Hartley, John R. Dunleavy,

John D. Balls, and John Dunleavy, ―E-Business and ERP: Transforming the

Enterprise‖, New

2. Marianne Bradford, ―Modern ERP: Select, Implement & Use Today‘s

Advanced Business Systems‖, Chattanooga: H & M Books, 2008.

Delhi: Wiley Publication, 2000.

3. Daniel E. O‟Leary, ―Enterprise Resource Planning Systems: Systems, Life

Cycle, Electronic Commerce, and Risk‖, New Delhi: Cambridge University

Press, 2000.

4. Thomas F. Wallace and Michael H. Kremzar, ―ERP: Making It Happen:

The Implementers‘ Guide to Success with Enterprise Resource Planning‖,

New Delhi: Wiley Publication, 2001.

5. Bret Wagner and Ellen Monk, ―Enterprise Resource Planning‖, New Delhi:

Cengage Learning, 2006.

E- Books

1.Open ERP: a modern approach to integrated business management based on

a free open Source software system, www:openerp.com/book


Semester IV



Coimbatore-641049

16 PBA239: FINANCE ANALYTICS

Objectives:

To ensure regular and adequate supply of funds to the concern.

To ensure adequate returns to the shareholders which will depend upon the

earning capacity, market price of the share, expectations of the shareholders.

To ensure optimum funds utilization. Once the funds are procured, they should

be utilized in maximum possible way at least cost.

To ensure safety on investment, i.e, funds should be invested in safe ventures

so that adequate rate of return can be achieved.

Prerequisites:

Basic Knowledge about Finance Statement

Unit I [9+2 hours]

Financial Statement

CASE : 1 M/sVithal Enterprises: Components of Financial Statements

CASE: 2 Wannaburger: Horizontal Format

Financial Statement – Components – Construction – Vertical Format – Horizontal

Format

Activities:

Group Discussion: Financial Statement.

Debate :Financial Components

PPT : Vertical Format and Horizontal Format

Unit II [8+2 hours]

Solvency and Profitability Analysis

CASE : 1 Abra Axle Company: Long Term Solvency

CASE: 2 ABC Company: Estimating Trend

Solvency and Profitability Analysis – Long Term Solvency – Short Term

Solvency – Capital Structure – Application of Funds – Estimating the trend

Activities:

Group Presentation: Components

Debate : Short Term Solvency

Group presentation : Application of Funds


Long Term Projects

CASE: 1 Investment Proposal: Project phases

CASE: 2 ABC Company: Task Scheduling

Analysis of Long Term Projects – Project Phases – Scheduling – Compute

Phase Scheduling – Compute Task Scheduling

Activities:

PPT :Short term and long term projects in a group.

Debate : Project Phases

Group Discussion: Task scheduling


Coimbatore-641049


Credit Risk Analytics in financial services

CASE: 1 Apple Inc.: Risk

CASE: 2 Calmex: National Credits

Credit Risk Analytics in financial services:

Agriculture Credit – Counter Party Credit Risk – Country Risk – General

Credit – Retail Credit – Risk Management – Shared National Credits

Activities:

Bank Visit :Risks involved.

PPT : Llist out its components

Class Discussion:National Credits

Unit V [9+2 hours]

Analytics Fraud Risk Analysis

CASE: 1 TATA MOTORS : Credit Fraud Detection

CASE: 2 Cheque related Fraud Cases

Analytics Fraud Risk Analysis

Credit Card Fraud Detection – Fraud Detection Techniques – Frauds in

Insurance Sector – Fraud Management in Banking - Insurance Fraud

Analytics.

Activities:

Debate : Credit Card Fraud Detection

PPT :List out the techniques for Fraud Detection

Group Discussion : Insurance Fraud

Text Books:

1. Basis of Accounting & Information Processing Larry M.Walther,

Christopher .J.Skousen

2. Strategic Financial Management Robert Alan Hill

Reference Books:

1. The Accounting Cycle Larry M. Walther, Christopher. J. Skousen

2. Strategic Financial Management Robert Alan Hill


Semester IV


16 PBA240: OPERATIONAL ANALYTICS


Coimbatore-641049

Objectives:

To give an insight about the importance of supply analytics and applications.

Handle the available business information/data more efficiently.

Prerequisites:

Students must be familiar with Supply Chain , Customer Relationship,

Inventory, Transportation

Unit I [9+2 hours]

Introduction to Supply Chain Analytics:

Definition, relevance and scope Supply Chain Analytics, recent trends in

Supply Chain Analytics

Unit II [9+2 hours]

Overview of Supply Chain Models and Modeling Systems:

Descriptive models, Optimization modes, off-the shelf modeling system

(SLIM), Supply chain operations reference model (SCOR), The network

KEIRETSU, Nature-Inspired Intelligence in Supply Chain Management


Application of Supply Chain Models

A Calibration Model Establishes Position and Performance Gap, Models for

Purchasing, Procurement, and Strategic Sourcing, Logistics Models from

Manufacturing to Accepted Delivery, Models for Forecasting, Demand

Management and Capacity Planning, Models for Order Management and

Inventory Management Models for Sales and Operations Planning, Models for

Supplier Relationship Management, Models for Customer Relationship

Management,

Unit IV [9+2 hours]

Inventory and Transportation Management

Inventory aggregation Models -Dynamic Lot sizing Methods - Multi-Echelon

Inventory models - Aggregate Inventory system and LIMIT - Transportation

Network Models : Notion of Graphs, Minimal Spanning Tree, Shortest Path

Algorithms - Maximal Flow Problems - Multistage Transshipment

Unit V [9+2 hours]

A Look at Future State of Supply Chain Modeling:

Recent developments in theory technology and practices. Future developments

and expected improvement in efficiency levels and operational simplicity -

Risk Analysis in Supply Chain - Measuring transit risks, supply risks,

delivering risks - Risk pooling strategies

Text Books:

1.Sunil Chopra and Peter Mendel – Supply Chain Management: Strategy,

Planning and Operation – Prentice Hall – 2014

Reference Books:


Coimbatore-641049

1.Jeremy Chopra and Peter Mendel – Modeling the Supply Chain- Duxbury

Thomson Learning 2014

2.D.Simchi – Levi P.Kaminsky , E.Simchi – Levi and Ravi Shankar –

Designing and Manageing the Supply Chain concepts – McGraw Hill

Supply Chain Optimization through Segmentation and Analytics – Gerhard J

Plenert


Semester IV

Contact Hours/Week: 04 Elective: Theory – (Self Study) Credits: 04

16 PBA241: MALL MANAGEMENT


Coimbatore-641049

Objective:

To acquaint the students with the basics of proper management of

shopping mall and expose them to the various operations involved in the

management of a shopping mall

Unit I

Store management

Responsibilities of store manage- Store security, - Parking Space Problem at

Retail Centers- Store Record and Accounting System- Coding System, Material

Handling in Stores- Mall Management- Factor influencing Mall establishment.

Unit II

Shopping Mall

Introduction-Concepts of shopping mall-Growth of mall in India-Mall positioning

strategies-Strategies planning for malls.

Unit III

Mall Management

Aspects in Mall Management-Concepts in mall design-factors influencing malls‘

establishment –Recovery management, Aspects in finance-Human resource-

Security and accounting-Legal compliances and issues-Measuring mall

performance.

Unit IV

Mall Operations

Store allocation-Leasing negotiations-Maintenance and repairs-Security and safety

producers and regulations-Operational activities-Footfalls measurement-Common

area management.

Unit V

Tenant management

Selection of anchor tenant –Tenant mix-Types of retail format-Multiplexs-Food

courts-Branded stores- Speciality stores-Hypermarkets-Supermarkets-Mall

resource allocation-Owner-tenant relationship.

Text Books:

1. Barry Berman , Joel R. Events: Retail Management A Strategic Approach.

2. Levy , Weitz: Retail Management

Reference Books :

1. A.J.Lamba: The Art of Retailing

2. David Gilbert :Retail Management


Semester IV


16 PBA242: PERFORMANCE MANAGEMENT


Coimbatore-641049

Objective:

The objective of the course is to appraise the students about the importance

of managing the performance of employees in the organization.

Unit I

Performance Management: Definition-purpose-principles of performance

management- concerns- scope- Ethical considerations of performance

management.

Unit II

Performance Planning: Strategic Planning-Tactical Planning- upward

communication in performance goals- performance dimensions

Unit III

Performance Measurement: Objectives-Process of measurement-

performance criteria- Method of Appraisals- Techniques of Measurements-

Individuals &Groups involved in measurements – Biases in measurements-

Benefits of performance Measurements – Computer Aided Performance

Appraisal Programme (CAPA)

Unit IV

Performance Review: Significance- Interview skill and behavior- Pre

Interview Preparation – Conducting the interview- Errors in performance

Appraisal, Develop performance improvement Plan, Feedback and

Performance Counseling.

Unit V

Performance Improvement: Appraising for Recognition & Reward-

identifying the performance gaps- creating conditions for improving

performance- Performance improvements strategies – Ongoing Mentoring and

protégé development.

Text Books:

1. Henderson, R.I.1984, Performance appraisal, Prentice Hall: New Jersey.

2. Armstrong, M 2009, 12 th Edition Human Resource Management Practice,

Kogan: New Delhi.

Reference Books:

1. Michael, Armstrong, 1999, Performance Management, Kogan Page: New

Delhi

2. Chadha, P.2003, and Performance Management: it‘s About Performing-

Not Just Appraising, McMillan: New Delhi.


Semester IV



Coimbatore-641049

16 PBA243: EMERGING BA- SOCIAL, WEB, MOBILE ANALYTICS AND

BIG DATA ANALYTICS

Objectives:

This course aims to develop an understanding the use of business analytics

in industries like banking, insurance, retail& consumer products, media&

communication. Students get in depth knowledge with case studies the

impact of business analytics and intricate details about its use in the major

industrial domains.

Unit I

Introduction to Web & social Analytics : Overview of web& social media.

Need of using analytics, web analytics technical requirements. Social media

environment, impact of social media on business, How to leverage social

media for better services, current analytics platforms, opensource vs licensed

platform, choosing right specifications & optimal solution

Unit II

Relevant Data & its collection: participating with people centric approach,

organizing for social media, choosing focused data sources & social networks,

collecting and understanding social media data, leveraged qualitative data by

understanding social media enabled emerging user research, online surveys.

Unit III

KPIs/ metrics : Understand the discipline of social analytics, Aligning social

objectives with business goals, identify common social business objectives,

developing KPIs, standard vs critical metrics. Bounce rate, exit rate,

conversion rate, engagement, strategically aligned KPIs, tactics to find out the

beast track KPIs. Measuring macro and micro conversions, quantify economic

value, measuring success for non-ecommerce and B2B websites.

Unit IV

Manage Web& Social media with analytics: Explore & evaluate –

Dashboard, Relationships, sentiments, Evolving topics, Reports, Content

creation and tracking, competitive intelligence analysis, website traffic

analysis, search keyword analysis, audience identification and segment

analysis, optimizing social media strategy, social media enabled audit,

understand signals and potential.

Unit V

Big Data Concepts: What is Big Data, Velocity, and Variety- why its

important, risks of big data, need of big data, structure of big data- exploring

big data, filtering big data, the need for standards- big data and analytics,

adoption architecture, benefits and barriers, trends for big data analytics.

Text book:

1. Social media metrics: Mobile Analytics to focus on by Lesile poston from

social media metrics for dummies


Coimbatore-641049

Reference Books:

1. Big data, big analytics: emerging Business Intelligence and Analytic Trends

for Today‘s Businesses By Michael Minelli, Michele chambers, AmbigaDhiraj

2. Web Analytics 2.0: The Art of Online Accountability and Science of

Customer Centricity by AvinashKaushik

3. Web Analytics: An Hour a Day by AvinashKaushik

How to Measure Social Media: A Step-By-Step Guide to Developing and Assessing

Social Media ROI by Nichole Kelly


Semester IV


16 PBA244: EXPORT IMPORT PROCEDURE


Coimbatore-641049

Objectives:

To know the Registration Formalities for Exporting

To be familiar with the Export and Import Documentation

To know the about the Institutional Framework for Import and Exports

Unit I

Preliminaries for Exports and Imports

Meaning and Definition of Export – Classification – Strategy and Preparation

for Export Marketing – Export Marketing Organizations – Registration

Formalities – IEC – RCMC – Export Licensing – Selection of Export Product

– Identification of Markets – Methods of Exporting – Pricing Quotations –

Payment Terms – Letter of Credit.

Liberalization of Imports – Negative List for Imports – Categories of

Importers – Special Schemes for Importers

Unit II

Export Import Documentation

Aligned Documentation System – Commercial Invoice – Shipping Bill –

Certificate of Origin – Consular Invoice – Mate‘s Receipt – Bill of Lading –

GR Form – ISO 9000 – Procedure for obtaining ISO 9000 – BIS 14000

Certification – Types of Marine Insurance Policies.Import Documents –

Transport Documents – Bill to Entry – Certificate of Inspection – Certificate

of Measurements – Freight Declaration.

Unit III

Export-Import Procedure

Steps in Export Procedure – Export Contract – Forward Cover – Export

Finance – Institutional framework for Export Finance – Excise Clearance –

Pre-shipment Inspection – Methods of Pre-shipment Inspection – Marine

Insurance – Role of Clearing and Forwarding Agents – Shipping and Customs

Formalities – Customs EDI System – Negotiation of Documents – Realization

of Exports Proceeds.

Unit IV

Pre-Import Procedure

Steps in Import Procedure – Legal Dimensions of Import Procedure –

Customs Formalities for Imports – Warehousing of Imported goods –

Exchange Control Provisions for Imports – Retirement of Export Documents.

Unit V

Policy and Institutional Framework for Exports and Imports

Foreign Trade Policy – Highlights – Special Focus Initiatives – Duty

Drawback – Deemed Exports – ASIDE – MAI & MDA – Star Export Houses

http://www.bms.co.in/certificate-of-origin/


Coimbatore-641049

– Town of Export Excellence – EPCG Scheme – Incentives for Exporters.

Export Promotion Councils-Commodity Boards – FIEO – IIFT – EOUs –

SEZs – ITPO – ECGC – EXIM Bank.

Text Books:

1.Export Marketing, TAS Balagopal , Himalaya Publishing House

2.Export Documentation and Procedures, , Nabhi Publications, New Delhi

3.International Marketing Management, R.L. Varshney, Sultan Chand

4.International Marketing, Terpstra, Holt Saunders

5.International Business, Concept, Environment and Strategy, Sharan V.,

6.Export Management, D.C. Kapoor, Vikas Publishing House

Reference books :

1. Handbook of Import-Export Procedures – Ministry of Commerce -

Government of India, New Delhi

2.Export: What, Where and How, Paras Ram, Anupam Publishers, Delhi

3.Exports – Do it Yourself, Mahajan M.I., Snow White Publications, New

Delhi

4.Import – Do it Yourself, M. I. Mahajan, Snow White Publications, New

Delhi


Open (Inter-disciplinary) Elective Courses

16 PBA0001: PERSONALITY DEVELOPMENT

http://www.bms.co.in/ministry-of-commerce/


Coimbatore-641049

Objectives:

To understand the basic concept of personality

To study the major Personality Attributes

To involve students in the personality development process

To develop overall personality of students

Unit I [8 hours]

Personality

Meaning of personality - Personality Determinants - Personality Traits- Why

so much attention on Personality traits? - Sixteen Primary Personality Traits -

The Myers-Briggs Type Indicator (MBTI) -The Big Five Model - Big Five

Personality Factors and Performance

Unit II [8 hours]

Attributes of personality

Major Personality Attributes - Locus of Control- Machiavellianism,

Self-Esteem, Self Monitoring- Risk Taking- Type A Personality, Type B

Personality.

Unit III [8 hours]

Achieving Personality Fit

Achieving Personality Fit : • Person-Job Fit , • Person-Organization Fit

Unit IV [8 hours]

Study of Renowned Personalities

Some International Personalities and National Personalities 1.Dr APJ Abdul

Kalam 2. Ratan Tata 3. N.Narayan Murthi 4. Swami Vivekanand 5. Ch.

Shivaji Maharaj 6. Mahatma Gandhi

Unit V [8 hours]

Personality Development Exercise

Personality Development Exercise: Make small exercises for personality

development through available resources such as – Mirror, Audio recording,

Video shooting, photography etc.

Text Books:

1. Organizational Behavior, Stephen Robbins, 9th Ed., Prentice Hall

International Inc., 2009

Reference Books:

1.Human Behavior at Work, Keith Davis, 2008

2. Organizational Behavior, Fred Luthans,2008

3. Human Behavior at work, Davis and New storm,2009

4. Organizational Behavior, K. Aswathappa, Evaluation pattern for Module

No. 308,2007



16 PBA0002: CORPORATE COMMUNICATION


Coimbatore-641049

Objective:

The objective of this paper is to develop effective business communication

skills among the students.

Unit I [8 hours]

Business Communication

Introducing Business Communication-Definitions, concept, objectives,

importance, limitations of Communication, communication models and

processes, principles of effective communication-, Barriers to Communication

& Remedies

Unit II [8 hours]

Corporate Communication

Formal and Informal communication networks - Methods and Channels of

Communication: Methods of Communication-Merits and Demerits &Channels

of Communication in the Organisation and their Types, Merits & Demerits

Unit III [8 hours]

Communication basics

Components – Types – formal communication network – Work team

communication – variables – goal – conflict resolution – non – verbal

communication – Cross cultural communication – Business meetings –

Business Etiquette -Principles of effective

Unit IV [9 hours]

Employee Communication

Understanding Corporate Communication – Employee Communication –

Managing Government Relations – Writing for Media and Media Relations-

Corporate Communication in Brand Promotion – Financial Communication –

Crises Communication.

Unit V [9 hours]

Report writing

Characterizing & business reports – Types and forms & reports –Business

Presentation: Written and oral presentation – work – team presentation –

Delivering the business presentation -visual aids – career planning – preparing

Resume – job applications – preparation for a job interview – follow-up.

Text books:

1. Harold Koontz & Heinz Weirich, Essentials of Management, Tata Mc Graw

Hill, 7th

edition, 2008. (Unit I, II and III)

2. Lesiker & Flat lay, Basic Business communication, Tata Mc Graw Hill, 10th

edition, 2005.(Unit IV & V)


Coimbatore-641049

listening.

Reference Books :

1. Weirich, Mark V Cannice & Koontz, Management - A Global and

Entrepreneur Perspective, McGraw Hill, 12th

edition, 2004

2.VSP Rao, V Hari Krishna – Management: Text and Cases, Excel Books, I

Edition, 2008

3. Scot Ober, Contemporary business communication, fifth edition, biztantra,

2000.



16 PBA0003: BUSINESS ENVIRONMNET AND ETHICS


Coimbatore-641049

Objectives:

To understand the history and impact of international business

To learn the definition of international business

To recognize the growth of global linkages today.

To appreciate the opportunities and challenges offered by international

business.Need for Inter

Unit I [8 hours]

Business environment - The concept and significance - constituents of

business environment - Business and society , Business & ethics - Social

responsibility - Business and culture- Business and Government

Unit II [8 hours]

Economic roles of the state and govt., Economic planning in India, Industrial

policy resolution in India, Indian economic policies, disinvestment policy,

taxation policy.

Unit III [8 hours]

Globalization – Introduction to the field of Global Business, Significance,

Nature and Scope of Global Business, Modes of Global business – Global

Business Environment

Unit IV [9 hours]

Ethics in Business: Corporate Code of Ethics- Environment - Accountability

– Responsibility- Leadership - Diversity Corporate Social Responsibility.

Arguments For and against Business Ethics; Strategic Planning and corporate

social Responsibility; Corporate Philanthropy

Unit V [7 hours]

Cases of corruption- corporate Scandals- Whistle Blowing- Insider Trading-

Discrimination- Advertising-Consumer Rights .

Text Books:

1. 1.Daniel, John D and Rdebangh, Lee H. International Business, 6h ed., New

York, Addision Wesley, 2007.

2. Dr.F.C.Sharma, Business Values & Ethics – Shree Mahavir Book Depot, Nai

Sarak, New Delhi.

Reference Books:

1. Michael R. Czinkota, Iikka A. Ronkainen & Michael H.

Moffett., International Business, Cengage Learning, 2008.


Coimbatore-641049

2. Bhall, V.K. and S. Shivaramu, International Business Environment

and Business, New Delhi, Anmol, 2003

3. Charles W. L. Hill, Irwin , International Business, 3rd Edition,

McGraw-Hill, 2000

4. Francis Cherunilam, International Business Environment,

Himalaya Publishing House, 2008.

5. K.Aswathappa, International Business, Tata Mc-Graw Hill

Publishing Company Ltd., New Delhi, 2004

6. Roger Benett, International Business, Pearson Education, New

Delhi, 2006

7. S. Shiva Ramu, Globalisation and Indian Liberalisation, South

Asia Publication, New Delhi,2007.



16 PBA0004: SOCIAL ENTREPRENEURSHIP AND BUSINESS

LEADERSHIP


Coimbatore-641049

Objectives :

To enable the students to learn the importance of social entrepreneurship

and influence of leadership in business.

To make students understand the different dimensions of entrepreneurship

and to inculcate the spirit of entrepreneurship in students.

Unit I [8 hours]

Concept of Entrepreneurship

Meaning - Types - Qualities of an Entrepreneur - Classification of

Entrepreneurs - Factors influencing Entrepreneurship - Functions of

Entrepreneurs- Economic development and entrepreneurial growth Role of

entrepreneur in economic growth - Strategic approaches in the changing

economic scenario for small scale Entrepreneurs –Networking, Niche play,

Geographic concentration, Franchising / Dealership – Development of Women

Entrepreneurship.

Unit II [8 hours]

Small Scale Industries

Importance of small scale industries - Definition - Contribution to national

economy - Classification of small scale units - Cottage, tiny, village, ancillary,

KVIC. Industrial Estates - Concept, infrastructure for small business units.

Procedures in setting of small scale units – Licensing - Registration -

Financing – Working capital - Financing institutions

Unit III [8 hours]

Role of Business in Society

Economic Role and Social Impact of Business – Entrepreneur‘s Role-

Background & Characteristics-Leadership and Self Awareness Leadership

Styles –Leadership styles followed in Indian organizations - Components of

Leadership – Leaders Foundations of Leadership Thought Contemporary

Leadership Theories.

Unit IV [7 hours]

Culture and Leadership

Culture-Culture Constrains- Enhancement of Leaders – Essential Leadership

Skills – Problem Solving and Decision Making – Visionary Leadership –

Understanding Team Work and Leadership.

Unit V [9 hours]

Business plan

Description of business – short and long term goals – SWOT analysis: Product

or services – Administrative plan – Marketing plan: Market analysis –

Marketing strategies – Implementation – Financial Documents: Cash flow

statement – Break even analysis – Balance sheet – supportive documents:


Coimbatore-641049

Personal resume – Owners financial statement - Letter of reference – other

documents.

Text Books:

1. S.S.Khanka, Entrepreneurial Development, S.Chand & Company Ltd, 2008

(Unit I,II).

2. Srinivasan N.P. Entrepreneurial Development, Sultan Chand & Sons, 6th

edition, 1999(Unit I,II,III).

3. Nitin Nohria and Rakesh Khurana Handbook of Leadership Theory and

Practice by Kindle Edition 2010 (Unit IV& V)

Reference books:

1. Robert D. Hisrich, Michale P. Peters, Dean A Shepherd, Entrepreneurship,

Tata Mc Graw Hill Co. Ltd., 6th

edition, 2008.

2. C.B. Gupta & S.S. Khanka, Entrepreneurship and Small Business, Sultan

Chand & Sons Company Ltd. New Delhi, 1st edition, 2008.

3. Peter G. Northouse, Leadership: Theory and Practice.

4. Bruce R. Barringer, R. Duane Ireland, Entrepreneurship Successfully

launching new ventures, Dorling Kindersley Indian Pvt. Ltd., 3rd

edition, 2011.

5. Ryszard Praszkier and Andrzej Nowak, Social Entrepreneurship: Theory

and Practice, 2011 Kindle Edition

http://www.junglee.com/Handbook-Leadership-Theory-Practice-ebook/dp/B003B65X8O/ref=sr_1_4?s=books&ie=UTF8&qid=1372846106&sr=1-4&keywords=business+leadership+theories



http://www.junglee.com/mn/search/junglee/ref=dp_atf_sr_byline?ie=UTF8&search-alias=stripbooks&field-author=Peter%20G.%20Northouse

http://www.amazon.in/Social-Entrepreneurship-Practice-Ryszard-Praszkier/dp/0521149789/ref=sr_1_4?s=books&ie=UTF8&qid=1372912457&sr=1-4&keywords=social+entrepreneurship

