LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI PGDM ( PT) Course code: 1101 Managerial Economics Academic Session:

2010-11 COURSE OBJECTIVES: The objective of this course is to: 1. Acquaint the students with basic economic principles and their applications in business decision making. 2. The emphasis is laid on integrating the theoretical concepts with practical applications. 3.On successful completion of the course the students would be able to develop a rational decision making perspective and analytical framework required for managerial decision making. COURSE CONTENTS Module No. Session No. 1 1-2 Topic & Readings Introduction to Managerial Economics 1. Economics and managerial decision making; Important Economic concepts and terms. 2. Concept of Economic profit and Accounting profit; 3. Economic goal of the firm and business decision making; Readings 1. Paul G. Keat & Philip K. Y. Young: Managerial Economics; 4th ed. chapter 1&2. 2. H. Craig Peterson & W.Cris Lewis; Managerial Economics; 3rd ed. chapter -1 3. Dominic Salvatore;Managerial Economics in a Global economy; 4th ed. chapter 1 Exercises: Terminology of Basic Concepts to be prepared by students. Caselet Two Wheeler Industry. Case lets on Economic and Accounting profit. Submission of 1-3 in session 3 1 Course Title: Instructor: Asha Tewari

Module No. 2 3-6

Session No./s

Topic & Readings Demand Analysis 1. Market demand, Market Supply, Market equilibrium. 2. Demand Concepts, types of demand, determinants of market demand, Consumer behaviour; 3. Demand analysis for various products and situations; Elasticity of demand, (price, income, cross price, advertising); Using elasticity in decision making process. Indifference curves and consumer behaviour. Readings 1. Paul G. Keat & Philip K. Y. Young: Managerial Economics; 4th ed. Chapter 3&4; 2. H. Craig Peterson &W. Cris Lewis; Managerial Economics; 3rd ed. Chapter-3. 3. Dominic Salvatore; Managerial Economics in a Global economy; 4th ed. Chapter 3. 4. Principles of Economics, 4th edition by N Gregory Mankiw- Ch 4, 5, 7, 21) Case Debora L. Spar, Supply and Demand in Infant Market place, HBR, February, 2006 Exercises Textlile demand in India-caselet on income and price elasticity. Exercises on Demand analysis (submission in next class). End term project on Product Analysis to be given.

7-10

Demand Forecasting /Applications Application of techniques of demand forecasting. Quailitative techniques and quantitative techniques Readings: 1. H. Craig Peterson &W. Cris Lewis; Managerial Economics; chapter-5 2. Dominic Salvatore; Managerial Economics in a Global economy; chapter-5 3. Sampath Mukherjee: Business Economics; Chapter 12 Presentation of End term projects Production and Cost Analysis 2

11-13

1. The Production- Function, short run and long run analysis. The importance of Production function in managerial decision making. 2. Cost concepts, short term and long term; CostOutput Relationships, Cost of multiple products, Returns to factor, Returns to scale. Economies of Scale-internal and external. 3. Economics of Scope. 4. Cost Volume Analysis-an economic perspective. Readings: 1. Paul G. Keat & Philip K. Y. Young: Managerial Economics; 4th ed. Chapter 7&8; 2. H. Craig Peterson &W. Cris Lewis; Managerial Economics; 3rd ed. Chapter-6,7; 3. Dominic Salvatore; Managerial Economics in a Global economy; Chapter-6, 7 Exercises: Caselet: Call centers: Applying the production function to a service Case Increasing Returns and the Business ,HBR, August 1996 5 14-16 Market Analysis Market Structures: Competition and market types in Economic analysis. Perfect and Pure Competition, Imperfect Competition, Monopoly, MonopolisticCompetition,Oligopoly. Basic features, pricing and output decisions under different kinds of competitive situations. Readings: 1. Paul G. Keat & Philip K. Y. Young: Managerial Economics; 4th ed. Chapter 9&10 2. H. Craig Peterson &W. Cris Lewis; Managerial Economics; 3rd ed. Chapter9,10 3. Dominic Salvatore; Managerial Economics in a Global economy; chapter-9,10 4. More, Pal & Gupta; Managerial Economics; 2nd ed, Chapter-5 Tata McGraw Hill Pub. Ltd. New Delhi Case 3 New World of

How to fight a price war-Akshay R. Rao, Mark E Bergen ,HBR March-April 2000 6 17 Market and Competitive Analysis Competitors and Competition .-Porters structural analysis model Reading: 1. Cherunilam Francis,business Environment-text and cases Review of progress of End term project. Case Robert S. Kaplan and David P. Norton, How to implement a New Strategy without disrupting your Organization, HBR, March, 2006 17-20 Pricing Practices Pricing of Multiple Products; Price Discrimination; Peak load pricing; Cost plus or Mark up pricing; Price Skimming; transfer pricing; Readings 1. H. Craig Peterson &W. Cris Lewis; Managerial Economics; 3rd ed. Chapter-12 2. Dominic Salvatore; Managerial Economics in a Global economy; chapter-11 Presentation of End term project

Self Study Topics Game Theory Indifference Curve Analysis PEDAGOGY The teaching methodology used in this course will be a judicious mix of lectures, numerical problems, caselets, assignments, discussions and presentations by the students. EVALUATION PARAMETERS The course will be evaluated on the following basis: End Term Examination: Internal Examination:

60 Marks 40 Marks

INTERNAL EVALUATION The internal evaluation of the students will be based on the following basis: Marks Attendance & class participation 5 Unannounced Test /quiz 10 4

 Article Review Group Assignment

10 15

LEARNING RESOURCES: 1. Recommended Readings: Managerial Economics in a Global economy; Dominic Salvatore; 3rd ed. Prentice Hall of India Managerial Economics-Text and Cases, P.L.Mehta , 4th Edition, S.Chand and sons Managerial Economics; Paul G. Keat & Philip K. Y. Young: 4th ed. Pearson Education Managerial Economics; H. Craig Peterson &W. Cris Lewis; 4th ed. Prentice-Hall of India, BV-New Delhi Managerial Economics;Suma Damodaran 2nd edition Oxford university press,New Delhi 2. Suggested Reading List 1. Managerial Economics in a Global Economy 4th ed. Salvatore Harcourt College Publishers, New Delhi 2. Modem Micro Economics; Koutsoyiannis A; 2nd ed. Macmillan Press, Hong Kong 3. Managerial Economics; More, Pal & Gupta: 2nd ed. Tata McGraw Hill Pub. Ltd. New Delhi 4. Managerial Economics; Samuelson W.F. & Marks S.T; The Dryden Press 3rd ed. 5. Introduction to Managerial Economics; Cassimatis P: Routledge 3rd edition. 6. Fundamentals of Managerial Economics; Hirschey M & Pappas J.L; 4th ed. Dryden Press. IMPORTANT Students, especially with non-economics background, are advised to consult the following dictionaries for enhancing the understanding of the concepts and terms used in managerial economics. These are available in the library at LBSIM. 1. The New Palgrave A Dictionary of Economics (Four Volumes) 2. Dictionary of Economics, Donal Rutherford 3. Macmillan Dictionary of Modern Economics INDIVIDUAL ASSIGNMENT Glossary of terms to be prepared Exercises a) Elasticity and Market Structure b) Production Analysis Exercises on Caselets GROUP ASSIGNMENT Real life Project on Economic Analysis for a product of choice. This project should be submitted in report form and presentations to be made as per the schedule given.

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Years (Full-Time) Post Graduate Diploma in Management (PGDM) GENERAL Trimester-I Course Code: 1102 Methods Course Title: Quantitative For Management Academic Session: 2010-11 COURSE OBJECTIVES: The primary objective of this course is to make the students familiar with basic statistical tools and techniques. These techniques assist specially in resolving complex problems serve as a valuable guide to the decision makers. COURSE CONTENTS Module 1-2 Session 1.1 Topic Introduction to Statistics 1.1.1 Statistics in Business 1.1.2 Functions of Statistics 1.1.3 Two major Divisions of Statistics 1.1.4 Types of Data 1.1.5 Data Measurement 1.1.6 Methods Of Data Collection 1.2 Descriptive Statistics: Tabular and Graphical Presentation 1.2.1 1.2.2 1.2.3 Case 1: 1.3 Compete with carry out. 7 Summarizing Qualitative Data Summarizing Quantitative Data Scatter Diagrams to Instructor: Shivani Bali

DiGiorno Pizza: Introducing a Frozen Pizza

Suggested Readings: 1. Chapter 1 & 2 of Anderson, Sweeny, Williams. 2. Chapter 1 & 2 of Naval Bajpai. 2 34 2.1 Descriptive Statistics: Numerical Measures 2.1.1 Measures of Central Tendency : Ungrouped Data 2.1.2 Measures of Variability: Ungrouped Data 2.1.3 Measures of Central Tendency and Variability: Grouped Data 2.1.4 Measures of Shape 2.2 Case 2: 2.3 Descriptive Statistics on the Computer Business Schools of Asia - Pacific Suggested Readings: 1. Chapter 3 of Anderson, Sweeny, Williams. 2. Chapter 3 & 4 of Naval Bajpai. 3 5-6 3.1 Probability 3.1.1 Concepts of Probability 3.1.2 Experiments and Sample Space 3.1.3 Assigning probabilities to Experimental Outcomes 3.1.4 Events and their Probabilities 3.1.5 Some basic Relationships of Probability 3.1.6 Conditional Probability 3.1.7 Bayes Theorem Case 3: 3.2 Gender Equity in the Workplace Suggested Readings: 1. Chapter 4 of Anderson, Sweeny, Williams. 2. Chapter 5 of Naval Bajpai.

78

4.1

Discrete Probability Distributions 4.1.1 4.1.2 4.1.3 4.1.4 Random Variables Discrete Random Variables Binomial Probability Distribution Poisson probability Distribution Continuous Random Variables Normal Probability Distribution Exponential Probability Distribution

4.2

Continuous Probability Distributions 4.2.1 4.2.2 4.2.3

4.3 Case 4: 4.4

Using Computer to Solve the above Probability Distributions

Titan Industries Ltd: Providing Real-Value to Customers Suggested Readings: 3. Chapter 5 & 6 of Anderson, Sweeny, Williams. 4. Chapter 6 & 7 of Naval Bajpai.

5.1

Sampling and Sampling Distributions 5.1.1 5.1.2 5.1.3 5.1.4 5.1.5 5.1.6 5.1.7 5.1.8 Reasons for sampling Sampling Frame Random Versus Non-Random Sampling Random Sampling Methods Non-Random Sampling Sampling Distribution Central Limit Theorem Sample distribution of Sample Proportion p

Suggested Readings: 5. Chapter 7 of Anderson, Sweeny, Williams. 6. Chapter 8 of Naval Bajpai. 6 10 6.1 Statistical Inference: Estimation for Single

Populations 6.1.1 Types of Estimates 9

6.1.2 Using the z Statistic for Estimating population Mean 6.1.3 Confidence Interval for Estimating Population Mean
when is Unknown

6.1.4 Estimating Population Mean Using the t Statistic 6.2 Using Computer for Estimation Suggested Readings: 1. Chapter 9 of Naval Bajpai. 7 11-12 7.1 Statistical Inference: Hypotheses Testing for 7.1.1 7.1.2 7.1.3 7.1.4 7.1.5 7.1.6 7.2 Case 5: Introduction Logic of Hypothesis Testing Two-Tailed and One-Tailed Tests of Hypothesis Type I and Type II Errors Hypothesis Testing for a Single Population Mean Hypothesis Testing for a Single population Mean

Single Populations

Using the z Statistic Using the t Statistic Using Computer for Hypotheses Testing 7.3 Ice Cream Market in India: Changing Tastes Suggested Readings: 1. Chapter 9 of Anderson, Sweeny, Williams. 2. Chapter 10 of Naval Bajpai. 8 13 8.1 Statistical Inference: Hypothesis Testing for 8.1.1 8.1.2 8.1.3 Hypotheses Testing for the Difference Between Two Population Means Using the z Statistic Hypotheses Testing for the Difference Between Two Population Means Using the z Statistic Statistical Inference About the Difference Between 10

Two Populations

The Means of two Related Populations (Matched Samples) 8.2 Case 6: Using Computer for Hypothesis Testing 8.3 Par, Inc.: Manufacturer of Golf Equipment Suggested Readings: 1. Chapter 10 of Anderson, Sweeny, Williams. 2. Chapter 11 of Naval Bajpai. 9 14-15 9.1 Analysis of Variance (ANOVA) and Goodness of Fit 9.1.1 Hypothesis Testing About Two Population Variances (F Distribution) 9.1.2 ANOVA Assumptions 9.1.3 ANOVA Test 9.1.4 Completely Randomized Design (One-Way ANOVA) 9.2 Case 7: 9.3 Using Computer for ANOVA Compensation for ID Professionals Suggested Readings: 1. Chapter 13 of Anderson, Sweeny, Williams. 2. Chapter 12 of Naval Bajpai. 10 16-18 10.1 Linear Regression and Correlation Analysis

10.1.1 The Coefficient of Correlation 10.1.2 The Coefficient of Determination 10.1.3 Testing the significance of Correlation Coefficient 10.1.4 Simple Linear Regression 10.1.5 Determining the Equation of a Regression Line 10.1.6 The Standard Error of Estimate 10.1.7 Assumptions Underlying Linear Regression 10.2 Multiple Regression and Correlation Analysis 11

10.2.1 Multiple Regression Analysis 10.2.2 Inferences in Multiple Linear Regression 10.2.3 Multiple Standard Error of Estimate 10.2.4 Assumptions about Multiple Regression And Correlation 10.2.5 The ANOVA Table 10.3 Case 8: Using Computer for Regression Analysis 10.4 Role Suggested Readings: 1. Chapter 14 & 15 of Anderson, Sweeny, Williams. 2. Chapter 14 & 15 of Naval Bajpai. 11 19-20 11.1 Forecasting Boom in the Indian Cement Industry: ACCs

11.1.1 Components of a Time Series 11.1.2 Smoothing Methods 11.1.3 Trend Projection 11.1.4 Trend and Seasonal Components 11.1.5 Regression Analysis 11.1.6 Qualitative Approches 11.2 Using Computer for Forecasting Suggested Readings: 1. Chapter 18 of Anderson, Sweeny, Williams. 2. Chapter 16 of Naval Bajpai. EVALUATION 1. Internal Assessment 40 Marks 10 Marks 20 Marks 10 Marks a) Test(s): b) Assignment(s)/Caselet(s) (4): c) Attendance and Class participation:

12

2. End Term Evaluation

60 Marks

PEDAGOGY Extensive Reading Assignments followed by discussions, exercises and case problems. READING LIST: 1. Statistics for Business and Economics, Anderson, Sweeny and Williams, Cengage Learning Publication, 2007. 2. Business Statistics, Naval Bajpai, Pearson Publication, 2010. 3. Business statistics for Contemporary Decision Making, Ken Black, Wiley India Publication, 2007. 4. Basic Statistics for Business and Economics Lind, Marchal, Wathen, McGraw Hill International Edition, 2006. 5. Statistics for Managers, Levine et al, PHI Publisher, 2008.

13

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full -Time Post Graduate Programme in Management Trimester I Course Code Management Academic Session Sharma. Course Objectives: The objective of this course is to develop competence among students to capture data, analyze trends, identify risks and seize opportunities. The students will master the tools that transform the information in spreadsheets, databases, and servers into faster, better business decisions. Students will learn important techniques like sorting, filtering, and querying data to perform sophisticated what-if scenarios analyze multidimensional data and create reports. Upon Completion of this course, students should be able to: Understand the sorts of business decisions data analysis can improve. Understand the basic data analysis concepts Use worksheet functions Understand how PivotTable and PivotChart reports make analysis of large amount of data easier. Create Access data pages to view and analyse data over the web Appreciate how OLAP makes the entry and storage of business transaction data easier and efficient Work with and interpret XML Data in Excel and Access Understand the Concept of Data Warehouse and Date Mining : 1103 : 20010-11 Course Title : Data Analysis and Instructor : Preetika Malhotra / Pallavi

Course Contents: Module No 1 No. of Sess ions 1-2 Topic Making Sense of Data 1.1 Types of Data 1.2 Data to Make Decisions 1.3 Data Analysis Strategy 1.4 Data Analysis Software and Features Basic Data Analysis Techniques 1.5 Sorting & Summarizing Data 1.6. Trending & Filtering Data 1.7 Formatting Data 1.8 Importing, Exporting, and Querying Data 14

1.9 Charting & Pivoting Data 1.10 Working with Data Lists 1.11 Relational and Multidimensional Data 1.12 XML data Readings: Cornell, Paul (2003). Chapter 1, Chapter 2

3-7

Analyzing Non-relational Data Analyzing Data with Microsoft Excel 2.1 Sorting and Filtering Data 2.2 Using Worksheet Functions 2.3 Applying Conditional Formatting 2.4 Working with Charts 2.5 Importing External Data 2.6 Querying External Data 2.7 Using the Analysis ToolPak 2.8 Using the Solver Add-In Analyzing Data with PivotTable and PivotChart 2.9 Understanding PivotTable and PivotChart Reports 2.10 Analyzing Data with PivotTable Reports 2.11 Analyzing Data with PivotChart Reports Readings: Reisner, Trudi (2003). Part-I to IV. Cornell, Paul (2003). Chapter 3, Chapter 4.

8-12

Analyzing Relational Data Introduction to Database 3.1 Data Models 3.2 Database languages Analyzing Data with Microsoft Access 3.3 Creating Table 3.4 Adding, deleting data 3.5 Connecting to External Data 3.6 Sorting and Filtering Data 3.7 Querying Data 3.8 Creating Reports 3.9 Analyzing Data with PivotTable and PivotChart Views Analyzing Data with Sql Server 2000 3.10 Introduction to Sql Server 3.11 Sorting and filtering data 3.12 Querying Data Readings: 15

Silberschatz and Kroth (2005). Chapter 1 Cornell, Paul (2003). Chapter 3, Chapter 5. Rankins, Ray, Jensen, Paul & Bertucci, Paul (2003), Chapter 1, 16. 4 13-14 Working with XML Data in Excel and Access 4.1 The Case for XML 4.2 Making Sense of XML Data 4.3 Analyzing XML Data with Microsoft Excel 4.4 Working with XML Data with Microsoft Access Reading: Cornell, Chapter 10 Data Warehouse And Data Mining Introduction 5.1 Escalating Need For Strategic Information 5.2 Operational Versus Decision Support Systems 5.3 Building Blocks of Data Warehouse 5.4 Defining Features 5.5 Data warehouse and Data Mart 5.6 Case For OLAP Analyzing OLAP Data With Microsoft Excel 5.7 Connecting To OLAP Data 5.8 Working With OLAP Data 5.9 Creating Offline Cubes Data Mining Basics 5.10 OLAP Versus Data Mining 5.11 Basic Data Mining Tasks 5.12 Data Mining Applications Readings: Cornell, Paul (2003). Chapter 7, Chapter 8. Ponniah, Paulraj(2003). Chapter 1, Chapter 2, Chapter 17 H. Dunham, Magraret(2003). Chapter 1. End-Term Project Presentations

15-18

6 Pedagogy:

19-20

Lectures, Lab Exercises, Assignment and End-Term Project. Evaluation Parameters: End Term Theory 30 marks Practical 30 marks Mid Term I 10 marks Mid Term II 10 marks Presentation 10 marks Attendance & Class participation 10 marks 16

Articles

Understanding the Data Around Us: Gathering and Analyzing Usage Data. By: BrooksKieffer, Jamene. D-Lib Magazine, Nov/Dec2007, Vol. 13 Issue 11/12, p1-1, 1p; (AN 28529301)

TEXT ANALYTICS: on the trail of business intelligence. By: Lamont, Judith. KM World, Nov2007, Vol. 16 Issue 10, p12-24, 3p, 1 illustration Conceptual approaches for defining data, information, and knowledge. By: Zins, Chaim. Journal of the American Society for information science & Technology, Feb2007, Vol. 58 Issue 4, p479-493, 15p

Readings: Cornell, Paul (2003). Accessing and analyzing Data with Microsoft Excel. USA: Microsoft Press. Reisner, Trudi (2003). Sams Teach Yourself Microsoft Office Excel 2003 in 24 Hours. Sams Publishing. Walkenbach, John (2007). Excel 2007 Bible. Wiley. Silberschatz, Kroth & Sudarshan (2005). Database System Concepts: McGraw Hill. Rankins, Ray, Jensen, Paul & Bertucci, Paul (2003). Microsoft SQL Server 2000 Unleashed. UK: Pearson Han, Jiawei, Kamber, Micheline (2006). Kaufmann Publishers. Matthew MacDonald (2007). Access 2007: For Starters, Pogue Press K. Cios, W. Pedrycz, R. Swiniarski, L. Kurgan (2007): Data Mining: A Knowledge Barrett, Karen C. (2008). SPSS for intermediate statistics use and interpretation. 3rd. New York, USA; Lawrence Erlbaum Associates. Ponniah, Paulraj(2003), Data Warehousing Fundamentals, Wiley. H. Dunham, Magraret(2003), Data Mining , Pearson. Data Mining: Concepts and Techniques. Morgan

Discovery, Springer

17

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full-Time Post Graduate Programme in Management TRIMESTER -I Course Code: 1104 Academic Session: 2010-11 COURSE OBJECTIVES: Managers have to constantly deal with financial reports and financial statements in order to extract relevant information specific to the problem at hand. This course aims to provide skills to the students so that they can prepare and interpret financial statements and reports pertaining to different aspects of business. The course will help them in understanding the various accounting standards in the global scenario and to trace the movement of funds from various sources to their uses. The aim is to enhance the understanding and analytical skills in the students so that they can interpret and analyze the financial transactions in depth. Course Title: Management Accounting- I Instructor: Shantanu Das

COURSE CONTENTS: Module No. 1. Session Topic & Readings No./ s 1-5 Financial Statements 1. Recording of Transactions 2. Classifying transactions 3. Summarizing transactions 4. Preparation of Financial Statements 5. Form of Financial Statements Case Study Dev Caf Chemalite Inc. (Stickney & Wiel) Readings : Anthony R.N. & Reece J.S. Narayanswamy R Quality of Earnings Ch. 1-4 Ch. 1-3 recognition

2.

6-8

6. Accounting policies relating to revenue Exercises Readings: 18

Anthony R.N. & Reece J.S. Horngren, Sundem

Ch. 5-7 Ch. 7,

7. Accounting policies relating to depreciation accounting, Case Study Bengal Aluminium Company (Narayanaswamy) Depreciation at Delta & Singapore Airlines (Stickney & Wiel) 8. Accounting policies relating to inventory valuation Case Study Giridhar Clothing Company (Narayanaswamy) Summit Distributors (Stickney & Wiel) Financial statements of corporate enterprises 9. Contents of annual report, relevant requirements. accounting standards and legal

3.

9-10

10. Consolidated Financial Statements Students have to bring annual reports of two different companies Readings : Anthony R.N. & Reece J.S 4. Ch. 12

11-15 Tools and techniques of analysis and interpretation of financial statements 11-12 Ratio Analysis Case Study 1 The Boston Beer Company (Polycopy) 13-14 Cash Flow Statement, Fund Flow Statement, Inter firm comparison & Trend Analysis Case Study Glaxo Smithkline consumer Health Care Ltd. (Rubzeh Bodhanwala) Individual Assignment on Annual Reports Readings: Anthony R.N. & Reece J.S. Ch. 11,13 Narayanaswamy R. Ch. 11,12 International Accounting Standards and GAAP

5.

15

6.

Readings: DSouza Dolphy Ch. 1 16-18 Accounting aspects of banking, insurance and Non-Profit Organisations 16. Banking companies 17. Insurance Companies 18. Non Profit Organisations 19

7.

Readings: Shukla & Grewal Ch.24-26 Singhvi & Bodhanwala Ch. 9 19-20 Contemporary Issues/Trends in Financial Accounting. Human Resource Accounting Inflation Accounting Social & Environmental Accounting EVA & MVA Readings: M.C Shukla, T.S Grewal & S.C Gupta Ch 31-32 Case Study: Infosys case on H. R Accounting (Polycopy) Case Study: TISCO case on Environmental Accounting (Polycopy)

Topic for Study:

Self

Articles: 1. How to Avoid getting lost in numbers, Harvard Business School Publishing, 1985 2. Biased Expectations: Can Accounting Tools lead to, rather than Prevent Executive mistakes? Knowledge@wharton , March 19, 2008. http://knowledge.wharton.upenn.edu/article.cfm? articleid=1922 3. Are Published Financial Statements really reliable? Laxmi Prasad, ICFAI Business School, 2007. 4. Do Internationl Financial Reporting Standards live upto their promise? Knowledge@wharton, November 28, 2007. http://knowledge.wharton.upenn.edu/article.cfm?articleid=1847 5. Accounting for intangibles: a tangible new responsibility, Suveera Gill, Management Accountant, July 2003 6. Is it time to get rid of EBITDA? Knowledge@wharton, November 6, 2002 http://knowledge.wharton.upenn.edu/article.cfm?articleid=661

7. Sarbanes Oxley Act (SOX) PEDAGOGY: Lecture-cum-discussion method will be used in the class besides solving numerical exercises and analysing cases. Additional exercises and cases will be distributed for practice purposes. 20

EVALUATION PARAMETERS: End Term Examination Assignments, Tests, Exercises& Case Discussions Internal Evaluation It will be based on the following components: Attendance, & Class Participation Unannounced Tests (two) Presentations & Case Discussion Assignments on Annual Reports LEARNING RESOURCES: (a) Recommended Readings:

60% 40%

10 (Individual) 10 (Individual) 10 (Groups) 10 (Groups)

1. Anthony R.N. and James S. Reece, Accounting Text & Cases, McGraw Education, 2003

Hill Higher

2. Horngren C.T., Sundem G.L. & Elliot J.A., Introduction to Financial Accounting, 8th Edition, Pearson Education 3. Narayanaswamy R., Financial Accounting, Prentice Hall Of India, 2nd Edition New Delhi, 2005 4. Stickney & Wiel, Financial Accounting: An Introduction to Concepts, Methods & Uses, 12th Edition, 2007, Thomson Publishers 5. Singhvi N.M. & Bodhanwala Ruzbeh. J, Management Accounting,PHI, 2006 6. Bhattacharya S.K. and Dearden J., Accounting for Management : Text and Cases, Vikas Publishing House, New Delhi, 1994 7. Helfert Erich A., Techniques of Financial Analysis- A guide to value creation, Mcgraw Hill, 2003 8. Ghosh, T.P. Financial Accounting for Managers. Taxamann's Allied Services (P) Ltd., Delhi, 2003. 9. Siegel Joel et al, GAAP 2000, Procedures, Prentice Hall, New Jersey, 2 000. Hand Book of Policies and

10. Shukla MC and Grewal T.S., Advanced Accounting, S. Chand & Company Ltd., New Delhi, 2003. 11. DSouza,Dolphy,Indian Commentary, Issues 2004. A/cing Standards & Solutions I & & II, GAAP Snow White,

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management Trimester- I Course code: 1105 Business Communication Academic Session: 20010-2011 Sharma/Ashavaree Das Course Title:

Instructors: Rashmi

COURSE OBJECTIVE Communication is the way management gets its job done and good managers are usually good communicators. Present day business world demands that the executives are not only highly skilled but also more articulate than any other professionals. In line with this scenario, the course will aim at exposing the students to the basics of communication fundamentals. It will help students hone up their receptive (listening and reading) as well as expressive (written and oral) communication skills. The students will be involved in writing and presenting a report directed towards a real audience based on a problem, situation, or need at a particular company or organization. The report--the final document in a series of assignments-- records primary and secondary research, draws conclusions based on that research, and offers useful recommendations based on the specific needs of the company. The purpose of the report is to solve a problem, address a situation, or fulfill a need in a real environment. The course also aims at exposing students to real-life situations in managing meetings, successful employment strategies and cross-cultural communication issues. The students will be involved in writing and presenting a report directed towards a real audience. The report records primary and secondary research, draws conclusions based on that research, and offers useful recommendations. Upon completion of this course, students should be able to: Text: Demonstrate improved interpersonal and group communication skills Design and communicate effective formal and informal messages Demonstrate improved persuasion and influencing skills Write winning proposals and reports Organize, conduct and participate in meetings effectively Develop sensitivity to Cross Cultural Communication Make effective business presentations with balanced media support

22

Herta Murphy, Herbert Hildebrandt, Jane Thomas. Effective Business Communications New Delhi, Tata McGraw-Hill, 2008 Courtland L. Bovee, John. V. Thill and Barbara E. Schatzman Business Communication Today. New Delhi, Pearson Education Asia, 2002. Session Plan Module No. I 1.1 1.2 1.3 Session No./s 1-2 Topic & Reading/s in the Polycopy

Communication Foundations Importance and Benefits of Effective Communication Components of Communication Concepts and Problems of Communication 2.1 7 Cs of Effective Communication 2.2 Communication and the Ethical Context Readings : How Important is Professionalism to Corporate Communication/ Carol F. Steiner The Communication Process/ Collins Barriers & Gateways to Communication/Rogers & Roethlisberger Good Communication that Blocks Learning/Argyris Communication Breakdown In class Activities Non-Verbal Communication Meta-communication and Para-language The language of Silence, Posture, Time & Space Body Language Readings: The Power of Body Language/Pande Read the Hidden Codes/Pande Body Talk (Video Film) In class Activities 3.1 Listening 4.1 Strategies for Improving Listening Skills Readings: Listening Until You Really Hear/Diana Booher Better Listening Skills; Create Stars(www.successcorners.com) In class Activities Activities & Role Play 23

3 3.2 3.3

Successful

2 5-6 The Writing Process 5.1 Analysing the Task 5.2 Anticipating the Audience 5.3 Cultivating the Yes View 5.4 Avoiding Gender Bias 5.5 Simplifying Language 5.6 Expressing Positively 6.1 The Appearance and Design of Different Business Messages Readings: Getting Back to the Basics For Better Business Writing/Fielden Audience Analysis/University of Charleston, WV: Communication Resource Center Clear Writing Means Clear Thinking Means/Swift What do you mean I cant Write?/Fielden In class Activities 3 7-8 Different Business Messages 7.1 Routine Letters and Goodwill Messages 7.2 Routine Memos and e-mail Messages (use of emoticons) 8.1 Persuasive Messages 8.2 Negative Messages Readings: Effective Writing: A Brief Manual of Style/Leonard and Gilsdorf Email Etiquette : Email Code of Conduct (www.successcorners.com) In class exercises Data (Access, Organization, & Documentation) Proposal Writing (Content & Structure) Readings: Technical Proposal Report Writing (Content & Structure) In-class Activities Readings: Orientation to Business Reports In class Activities -12

4 5 11

9 10-11

6 7

Productive Meetings Readings : Holding Your Own in Meetings, But Working as a Team Dan O Hair, Gustav Friedrich & Lynda Dee Dixon (2005). Strategic Communication in Business and the Professions. (Chapter 11) 13-14 Job Application Process 13.1 Writing resumes/ Written Job Presentation 13.2 Information gathering/ Reference checking before interview 24

12

 8 15

14.1 Interview Process 14.2 Follow-up Readings in the Polycopy: Interview and Personality Communications/ Das and Satpathy (2007) Planning a Successful Job Interview (ROLE-PLAY) Cross-Cultural Communication Readings: Challenges/ Marcelle E. DuPraw & Marya Axner, AMPU Guide The Effectiveness of Intercultural Business Communication and Business Judgment, Linda Beamer & Iris Varner (2001). Intercultural communication in the Global Workplace (Chapter 12) Case: The Case of the Floundering Expatriate

16 Interpersonal Communication Strategies (Effective Work Relationships and Employee-Communication Relationships) Readings: Dan O Hair, Gustav Friedrich & Lynda Dee Dixon (2005). Strategic Communication in Business and the Professions. (Chapter 7) Case: Toms of Maine 10 17 12.1 12.2 Presentation Skills 17.1 Preparation Developing the Material Delivery of the Talk

Readings: Principles of Effective Oral Business Presentations/Dulek & Fielden (1990) Presentation Skills (www.successcorners.com) Inclass: Impromptu Speeches 18 Corporate Communication Communication across hierarchies (upward/downward etc.) Social Networking Emerging areas (Computer Mediated Communication, Teleconferencing, Web-Assisted Technologies) Readings: What is Corporate Communication/ Van Riel and Fombrun (2007) The Myth of Full Disclosure: A Look at Organisational Communications/ Jeffery B. Idalene, Kesner and Thomas Lee Let the Response Fit the Scandal/Alice M. Tybout and Michael Roehm

11

12 19-20

Project Presentations (Communication Lab, and Feedback)

25

PEDAGOGY: Lectures, Cases, Role-plays, Communication Lab., Individual & Group Project Exercises and Presentations by Students.

The sessions will be a blend of interactive lectures and discussions and will be supplemented by case discussions and exercises. Presentations would be videographed and replayed in the class for effective analysis and feedback. Students should study the relevant chapters, articles and cases indicated under the topic and come prepared for discussion in the class

ASSIGNMENTS A series of assignments will prompt the students to appreciate the importance of various niceties involved in the working world from communication point of view. It allows them to sharpen their learning to be responsive to the requirements of different audiences, situations and purposes.

EVALUATION PARAMETERS:

End Term Examination - 60% Quizzes, Assignments & Report Writing/Presentation 40% Assignments: Report writing: Presentation: Class attendance/participation: 10 10 10 10

LEARNING RESOURCES: 26

1. Polycopy (in Library) 2. Recommended additional readings: Biswajit Das and Ipseeta Satpathy: Business Communication and Personality Development. New Delhi,Excel, 2007. Dan O Hair, Gustav Friedrich & Lynda Dee Dixon. Strategic Communication in Business and the Professions, 2005. Cees, B M van Riel and Charles J. Fombrun: Essentials of Corporate Communication. London, Routledge, 2007. John Doorley and Helio Fred Garcia: Reputation Management. London, Routledge,2007. Marry Ellen Guffey: Business Communication. Cincinnati, Thomson South Western, 2000. Paul A Argenti: Strategic Corporate Communication. New Delhi, Tata McGraw Hill, 2007. Pushp Lata and Sanjay Kumar: Communicate or Collapse. New Delhi, Prentice Hall, 2007 R.V. Lesikar & Marie.E. Flatley Basic Business Communication. New Delhi, TMH, 2002. Sandeep Deshmukh: Group Communication. New Delhi, Ane Books, 2008. Sandra D. Collins. Communication in a Virtual Organisation. New Delhi, Cengage, 2008.

3. Handouts and other reading materials will be provided as and when required. 4. Cases: The Floundering Expatriate, Toms of Maine

27

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT Two Year Full Time Post Graduate Program in Management Trimester I Course Code: 1106 Academic Session: 2010-2011 COURSE OBJECTIVES: The full course on Marketing Management is spread over two trimesters. It seeks to develop the student's basic analytical skills, conceptual abilities, and substantive knowledge of marketing in a variety of real-life marketing situations. The first part of the course during this trimester will expose students to: A broad overview of marketing as a discipline, the basic concepts, marketing practices, and terminology, and explore marketings relationship with other functions of the organization Understand the marketing environment, marketing information, basics of buyer behavior, how value is created and delivered to the customer and tools and techniques for market analysis particularly competitor analysis Various facets of market segmentation, differentiation and positioning, product, services and branding strategy, new product development and product lifecycles. An opportunity for presenting and defending their own analysis (both written and verbal), and for critically examining and discussing the analysis done by other fellow students. Course Title: Marketing Management-I Instructors: Smita Sharma/Joyeeta Chatterjee

COURSE CONTENTS Module 1 Marketing: Managing Profitable Customer Relationships Sessions 1-2

Understanding marketing, marketplace and customer needs Designing a customer-driven marketing strategy Preparing an integrated marketing plan & program Capturing value from customers The new marketing landscape Readings Kotler, Keller, Koshy, Jha, Chapter 1 Kotler & Armstrong, Chapter 1 Case: Nano- A Dream Car for the Poor, pg 667-683, Saxena Rajan, Marketing Management, TMH, 4th edition ______________________________________________________________________ Module 2 28 Sessions 3-4

Company and Marketing Strategy: Partnering to Build Customer Relationships Companywide strategic planning: Defining marketings role Marketing strategy and marketing mix Managing the marketing effort Measuring and managing return on marketing investment Readings Kotler, Keller, Koshy, Jha, Chapter 2 Kotler & Armstrong, Chapter 2 Case: Making Sure that Marketing Decisions Match the Business Strategy, pg 106-111, Marketing Management, Evans, Berman, Cengage Learning, 2008 Module 3 The Marketing Environment The companys microenvironment The companys macro environment Responding to the marketing environment Session 5

Readings Kotler, Keller, Koshy, Jha, Chapter 3 Kotler & Armstrong, Chapter 3 Cases: (i) Google, pg 82-86, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010 (ii) Prius: Leading a Wave of Hybrids, pg 92-93, Kotler & Armstrong, Principles of Marketing

Module 4 Managing Marketing Information

Session 6

Assessing marketing information needs, developing marketing information Marketing research Analyzing marketing information

Readings Kotler, Keller, Koshy, Jha, Chapter 4 Kotler& Armstrong, Chapter 4 Case: Enterprise Rent-a-Car: Measuring Service Quality, pg 124-126, Kotler & Armstrong, Principles of Marketing 29

Assignment: Data Monitor

Module 5 Consumer Markets and Consumer Buyer Behavior Characteristics affecting consumer behavior Types of buying decision behavior The buyer decision process The buyer decision process for new products Consumer behavior across international borders

Sessions 7-8

Readings Kotler, Keller, Koshy, Jha, Chapter 6 Kotler & Armstrong, Chapter 5 Case: The Gap, pg 209-213, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010 Review of the book, Why we Buy-The Science of Shopping, Paco Underhill

Module 6 Business Markets and Business Buyer Behavior Business markets Business buyer behavior Institutional and government markets Designing domestic quotations & tenders Readings Kotler, Keller, Koshy, Jha, Chapter 7

Session 9

Kotler & Armstrong, Chapter 6 Case: UPS versus FedEx versus DHL, pg 213-217, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010

Presentation of assignment on Consumer Behavior

Sessions 10-11

Module 7

Sessions 12-13

Customer-Driven Marketing Strategy: Creating Value for Target Customers 30

 Market segmentation Market Targeting Differentiation and Positioning Readings Kotler, Keller, Koshy, Jha, Chapter 8 Kotler & Armstrong, Chapter 7 Case: The New Beetle, Lal Rajiv, Harvard Business Publishing, Sep 2005

Module 8 Product, Services and Branding Strategy Understanding product Product and service decisions Branding strategy: Building strong brands Marketing of services

Sessions 14-15

Readings Kotler, Keller, Koshy, Jha, Chapter 10, 12, 13 Kotler & Armstrong, Chapter 8 Cases: (i) The Walt Disney Company, pg 331-334, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010 (ii) Nintendo versus Sony versus Microsoft, pg 334-338, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010

Module 9 New Product Development and Product Life-Cycle Strategies New product development strategy New product development process Managing new product development Disruptive innovation, virtual product development Product life-cycle strategies Additional product and service considerations Readings Kotler, Keller, Koshy, Jha, Chapter 11 31

Sessions 16-17

Kotler & Armstrong, Chapter 9 Case: TrueEarth Healthy Foods: Rangan Kasturi, Yong S, Harvard Business Publishing, Dec 2009

Real life Project Discussion and Presentations

Sessions 18-20

PEDAGOGY The course would have classroom sessions as well as field-based assignments to achieve the above objectives. The classroom sessions will include discussions and presentations by the students on the recommended readings, and assigned cases. Before attending each session, the students will be expected to study the readings assigned for the day, and discuss the case lets in their group. The readings will be discussed in the class, followed by presentations and discussions on the case. As field assignments are an important part of the learning process in this course, the students will be expected to devote considerable time in addition to their class sessions for carrying out such assignments. * In each class, there would be discussions over latest happenings in business & marketing, covering national as well as international boundaries. EVALUATION The course will be evaluated on the following basis: End Term Examination Internal Assessment Internal Evaluation Case Discussions Real Life Project Assignment Attendance and Participation

60 marks 40 marks 5 marks 15 marks 10 marks 10 marks

Internal evaluation will be done on a continuing basis and students will be informally briefed from time to time about their progress. Formal evaluation results may however be announced only in the middle and at the end of the trimester.

BASIC READINGS

Kotler P, Keller K, Koshy A and Jha M, Marketing Management, 12th edition 2009, Pearson Education Philip Kotler & Gary Armstrong, Principles of Marketing, 12th edition, 2009, Pearson Education Etzel, Walker, Stanton, Pandit, Marketing, 14th edition, 2010, Tata McGraw Hill 32

SUGGESTED READINGS V.S. Ramaswamy and Namakumari S, Marketing Management: Global Perspective, Indian Context, 4th edition 2009, Macmillan India. Rajan Saxena, Marketing Management, 4th edition, 2009, Tata McGraw Hill Marilyn A. Stone & John Desmond, Fundamentals of Marketing, Routledge, 2007 Arun Kumar & N Meenakshi, Marketing Management, 2nd edition, 2009, Vikas Publishing

Real Life Project 1. Industry Overview a. Industry size , last 2 yr sales , growths , important markets b. Changes in trends c. Macro influences d. Market Analysis i. Type of market-fragmented , few players ii. No of players -main players , other players iii. Priority markets 2. Organization Overview a. Organizational mission b. Macro and micro influences c. Categories / Businesses in which the organization operates d. How do the various lines of business stack up to the mission e. Largest Business / Category f. Competition Overview (of e ) i. No of players, main players , other players ii. Type of market- fragmented , few players iii. Competition benchmarks iv. Priority markets v. Last 2 years trends in competition, sales volume , market share, growth g. SWOT analysis

33

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full- Time Post Graduate Programme in Management Trimester - I Course Code: 1107 Course Title: Organizational Behaviour I Academic Session: 2010-11 Instructor: COURSE OBJECTIVES Organizational effectiveness depends largely on its ability to manage the human behaviour. A proper understanding of organizational dynamics and the various management concepts is essential for every manager. The objective of this paper is to familiarize the students with basic management concepts and behavioural processes that are at work in an organization. Upon completion of this course, the students should be able to: Explain and apply principles of organization theory Identify individual and organizational practices for managing workplace stress Understand group dynamics, and specifically the way individuals within a group work together to attain certain goals Explain relationship between attitudes and job satisfaction Explain how major personality attributes predict behavior at work Explain how perception affects the decision making process

Understand organizational culture and managing change in organizations

Describe and apply the principles of organizational behavior to developing effective relationships with others in workplace

COURSE CONTENTS Module No. I 1 Session Topic

Introduction to OB and Management Principles 1.1 Conceptual Framework 1.2 Challenges and Opportunities for OB 34

1.3 Managerial Implications 1.4 Evolution of Management Principles 1.4.1 Scientific Management Theories 1.4.2 Human Relations Approach 1.4.3 Systems Approach Readings: Koontz, H. & Weihrich, H. (2005): Chapter 8, pp. 199-219 Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 1 II 2-3 Principles of Learning 2.1 Classical Conditioning 2.2 Operant Conditioning 2.3 Observational Learning 2.4 Cognitive Learning 2.4 Use of Reward and Punishment Readings: . Slocum,J.W.& Hellriegel, D (2007) Fundamentals of OB Chapter 13 pp.364-388 Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 2 Pp 46-75 Greenberg, J. & Baron, R.A. (2008). Behavior in Organizations. Chapter 3. pp 88-131 Case Professional Sports: Rewarding and Punishing the Same Behavior. OB by Robbins (2009). Pp 73 III 4-6 Personality and Values 4.1 Determinants of Personality 4.2 Traits of Personality

4.3 Personality Attributes influencing OB 4.4 Importance and Types of Values 4.5 Values across cultures Readings: Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 4, Pp 108-153. Luthans, F. (2008). Organizational Behavior. Chapter 5 Pp. 125-156. Article Review: The Sales Personality? By Skyler, Heather. In Business. Mar 2008, Vol. 31. Issue 3, pp 46-47 Case Generous to a Fault. Behavior in Organizations by Greenberg and Baron. Pp 166. 35

IV

7-9

Perception and Individual Decision Making 7.1 Factors Influencing Perception 7.2 Attribution Theory 7.3 Frequently Used Shortcuts 7.4 Impression Management and Employee Impression Management Strategies 7.5 Individual Decision-making Readings Fundamentals of OB. Slocum,J.W.& Hellriegel, D (2007) Chapter 12 pp.338-362 Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 5, pp 154-189 Article Review Whats Holding Women Back? By Wellington, S; Kropf, M.B. & Gerkovich, P.R. Harvard Business Review. June 2003. pp.18-19.

V 10.1 10.2 10.3 10.4

10 Attitudes and Job Satisfaction Types of attitudes Theories of Attitudes Attitude Surveys Job Satisfaction Readings Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 3, Pp 79- 106 Case Texaco Yesterday vs. Today: Now, Only the Oil is Crude Behavior in Organizations by Greenberg and Baron. Pp 244 Article Envy at Work. By Tanya Menon & Leigh Thompson. Harvard Business Review. April 2010. pp 66-71.

VI

Self Study

Commitment Determinants of Commitment Work Environment & Organizational Commitment Readings: Tushman, M.M., OReilly, & Nadler, D. A. (2005); Chapter 6, pp. 406-425

VII 11.1 11.2 11.3 11.4 11.5

11-12 Group Dynamics Types of Groups Stages of Group Development Group Structure Group Decision Making Individual versus Group Decision Making 36

Readings Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 9, pp 308-345 Article Review The Hawthorne Experiments by Frederick J. Roethlisberger. Classic Readings in OB.3rd ed. By J. Steven Ott. Sandra Parke, Richard B.Simpson. Pp.142-150 VIII 13.1 13.2 13.3 13 Work Teams Difference between Groups and Teams Types of Teams Creating Effective Teams

Readings Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 10, pp 346 -377 Article Review Critical Success Factors for Creating Superb SelfManaging Teams by Ruth Wageman Classic Readings in OB. 3rd Ed. By J. StevenOtt., Sandra Parke, Richard B. Simpson. Pp.285-296 VIII 14.1 14.2 14.3 14-15 Organizational Structure Organizational Designs Emerging Design Options Difference in Organizational Structures Readings: Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter16, Pp 562-597 Cases: The Honda Case: Designing Managing Quality through Teams. J. Miller. Pp.201-206 Salomon: Fundamentals of OB. Slocum,J.W.& Hellriegel, D (2007) pp.93-94 IX 16.1 16.2 16.3 16.4 16.5 16.6 16-18 Power and Political Behavior Forms and sources of Power Consequences of Using Power Influence Tactics used in Organizations Political Behavior in Organizations Political strategies and Tactics Implications for Managers Readings Robbins, S. P.; Judge, T.A.; Sanghi.S (2009): Chapter 14, Pp 490 -527 Case: 37 for by Quality. Lawrence

The Politics of Backstabbing. OB by Robbins (2009) pp.522 Dress for Success. OB by Robbins (2009) pp.521 Article: Keeping your Colleagues Honest. By Mary C. Gentile. Harvard Business Review. March 2010. pp 106-110. X 19-20 Conflict and Negotiation 19.1 Nature of conflicts 19.2 Causes of Conflicts 19.3 Conflict Handling Styles 19.4 Negotiation in Conflict Management 19.5 Stages of Negotiation 19.6 Negotiation Strategies 19.7 Influences on negotiation Strategies 19.8 Negotiation across Cultures Readings Fundamentals of OB. Slocum,J.W.& Hellriegel, D (2007) Chapter 9 pp.246-275 Case Conflict in Close Quarters. OB by McShane, Glinow & Sharma. pp. 416-417

PEDAGOGY It will be a judicious mix of lectures, case analysis & discussion, article reviews, role plays, assignments & presentations by the students.

EVALUATION The course will be evaluated on the following basis: End-Term Examination: 60 Marks Internal Assessment: 40 Marks Internal Evaluation: Attendance & Class Participation: 10 Marks Unannounced test/quiz : 5 Marks Article Review : 5 Marks Live Projects (Group) : 10 Marks Exercises and Caselets : 10 Marks 38

READINGS Greenberg, J. & Baron, R.A. (2008). Behavior in Organizations (9th ed.). New Delhi: PHI Learning. Koontz, H. & Weihrich, New Delhi: TMH H. (2005). Management A Global Perspective.

Luthans, F. (2008). Organizational Behaviour (11th ed.). McGraw-Hill: Singapore. McShane, S.L.; Glinow, M.A.V. & Sharma, R.R. (2008). Organisational Behaviour. 4th Ed. Tata McGraw-Hill New Delhi. Mullins, L.J. (2007). Management and Organisational Behaviour. 7th Ed. Pearson Education. Pareek, U. (2008):Understanding Organizational Behaviour, 2nd Ed. Oxford Higher Education. Pierce, J.L. & Gardner, D.G. (2007). Management and Organisational Behaviour. 2nd Ed. Cengage Learning. Robbins, S. P. Judge, T.A. Sanghi, S (2009). Organizational Behaviour, 13th ed.. New Delhi: Pearson Education Slocum, J.W. & Hellriegel, D. (2007). Fundamentals of Organizational Behavior. New Delhi: Cengage

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI PGPM(FT) and PGPM(Finance) [CORE PAPER] Trimester- II Course code: 1201 Academic Session: 2010-11 Course : Economic Environment of Business Instructor: Megha Chandhiok

COURSE OBJECTIVES: As the world of business is becoming more dynamic and competitive, there is a growing need for managers to be critically aware of the events that are taking place in and around. Managers cant afford not to take note of various changes in the external economic conditions in which commerce and business takes place. In order to take appropriate business decisions in a dynamic country like India, the managers are required to have a clear understanding of certain basic concepts as well as their impact on business. The objective of this course is to: 1.Familiarise the students with the concepts of the macroeconomic environment of business. 39

2.Emphasis would be on the understanding of the key macro-economic variables and their usefulness in the decision making process in the evolving business environment 3. Attention will be more on some of the recent developments in the economic environment particularly in the Indian context. COURSE CONTENTS:

Module No. Session No./s Topics and Readings 1. 1-2 Business and its Environment 1.1 Forces shaping competitive business environment 1.2 Internal and External Environment 1.3 Economic and Non- economic environment of business 2.1 Macro-economic Variables influencing Business Readings Cherunilam - ch. 1 Misra &Puri- ch-1,2,3 2 3 Economic Systems 3.1 Market Economies vs. Planned Economies Readings Misra &Puri-ch 4 Cherunilam - ch. 4 3. 4-6 4.1 4.2 National Income Analysis: Concepts and Measurement Consumption Function, Investment Function, Concept of Multiplier and Accelerator 5.1 Aggregate Demand & Aggregate Supply 5.2 National Income Equilibrium 5.3 Inflationary & Deflationary gaps 6.1 Real Business cycles 6.2 Circular flow of Money/Income 6.3 Application of above in business and investment decisions

Readings Dornbusch & Fisher - ch. 5, 6, 7, 9 (Macroeconomics, 6th edition by N Gregory Mankiw- Ch 3, Ch13, Dornbush Ch1) Caselet on recovery of Indian real estate sector from Post-Recessionary phase.(Mc kenzie Global Institute) Numericals on measurement of National Income 4. 7-9 Management of the Economy 40

7.1

Demand Side Economics & Supply Side Economics 7.2 Economic Policies of the Government Influencing MacroEconomic Variables (Latest) 8.1 Fiscal Policy, Monetary Policy 9.1 Foreign Trade Policy etc. 9.2 Uses of macroeconomic and physical policies in business decision and assessment of business health

Readings Cherunilam - ch. 6, 7 Misra &Puri ch 13,14,26,27 5. 10-11 Globalisation 10.1 Globalisation of Indian businessdegree of openness in critical sectors like insurance etc 10.2 FDI- concepts, determinants 11.2 Advantages and Disadvantages of FDI 11.3 FDI v/s FIIs in India 6. 12 12.1 Objectives and strategies of 12th Five Year plan Misra &Puri ch 24 Cherunilam - ch. 31 7. 13-14 13.1 Second generation reforms-Corporate Governance, CSR, External sector and Capital account convertibility Readings Datt,ruddar-second generation reforms in India 8. 15-16 14.1 WTO and India-Does it have something More than green room negotiations for India 15.1 Provisions and implications, agenda for action for India Readings Cherunilam ch. 32, 34 Case Study: Airbus v/s Boeing, A case of counterveiling duties. 9. 17-20 Group Presentations 41

Note:Topics for the term paper, to be presented in the class, will also form the part of the courseNote:Topics content. Teacher will facilitate the learning process through interactive discussions INDIVIDUAL ASSIGNMENTS: ASSIGNMENTS: Class participation and interaction- Discussion in the class on the current issues related to the subject for 20-25 minutes during each Session. Each student has to participate actively in this exercise. For this the Students are advised to read regularly the following Newspapers and Magazines: Economic Times, Business World, Financial Express, Business Today, Business Line, Economic and Political Weekly, Business India, Business Standard etc. , Each student has to keep himself/herself updated on the issues related to: to: Monetary policy, disinvestments, FDI, Foreign Trade policy, fiscal policy, stock market, infrastructure, e-commerce, insurance, telecom, WTO etc. insurance, Tentative Topics for Group Assignment: Assignment: 1. Ten Years of Economic Reforms in India 2. Financial Sector Reforms in India 3. EXIM Policy in India Implication for Trade 4. New Economic Policy - Background & Challenges 5. Economic Planning in India Retrospect & Prospects 6. TRIPs- Implications for India 7. Infrastructure Development Indian Scenario 8. Disinvestment in India A critical Evaluation 9. WTO Provisions and Implications for India Final presentation is to be made in the class, the date for which will be announced afterwards. For further clarifications students are advised to contact the concerned teacher Submission Schedule: Presentation for the mid-term review: during the 7th Session Group Presentation in the class dates to be announced afterwards PEDAGOGY: Interactive-discussions, assignments, article reviews, quizzes, and term paper, apart from lectures, would form the core of the pedagogy EVALUATION: EVALUATION: End Term Evaluation Internal Evaluation Class participation & attendance 42 Marks 60 40 5

Article reviews (two) Term paper/project Quizzes/unannounced tests

10 15 10

REFERENCES: 1. Economic Survey, GOI Publication ,2010-11 2. Economic and Social Survey of India and Pacific, 2010 3. World Economic Indicators, 2010, World Bank Publication 4. World Development Report, 2010, World Bank Publication 5. World Economic Situation and Prospects, Un Publication, 2010 6. Human Development Report, UNDP 2010, Palgrave Macmillian 7. India Development Report, IGDIR, 2010 8. Economic Intelligence Services, Monthly Publication of CMIE. 9. Intelligence Services, Fortnightly Publication of PTI 10. Trade and Development Report Trade :Regional Cooperation for Development UN Publication, Academic Foundation, 2010 11. Dutt,Ruddar,Second Generation Reforms in India,Deep and Deep Publishers, New Delhi,2010 12. Adhikary M, Economic Environment of Business, Sultan Chand & Sons, New Delhi, 2003 13. Puri, V.K.,& Misra S.K. Economic Enviornment of Business, latest edition 14. Dornbusch, Fisher, & Startz, Macroeconomics, Tokyo, Mc Graw Hill, latest edition 15. Cherunilam Francis, Business Environment and Policy, Himalayan Publishing House, Delhi, 2010 16. Rangrajan C.,Perseptives on Indian Economy A Collection of Essays, UBSPD, 2010 17. Understanding the Problems of Indian Economy, Uma Kapila. , Sixth edition. New Delhi, Academic Foundation, 2010, 18. Structural Reforms In Industry, Banking And Finance A Case Study Of India, C. Rangarajan 19. The Indian Economy : Problems and Prospects, edited by Bimal Jalan. Reprint. New Delhi, Penguin, 2010, Websites www.sebi.gov.in www.rbi..org.in www.capitalmarket.com

43

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Years (Full-Time) Post Graduate Diploma in Management (PGDM) GENERAL & FINANCE Trimester-II Course Code: 1202 Academic Session: 2010-11 Course Title: Management Science Instructor Shivani Bali

OBJECTIVE The objective of the course is to develop an understanding of Basic management science techniques and their role in management decision making. Operations Research ( also known as Systems Approach to Management, Management Science, Quantitative Methods) can be viewed as a scientific approach that seeks to develop solutions to management decision problems for larger system optimization in business, industry, government and service organizations. COURSE CONTENTS Module 1 1 Session 1. Introduction to Management Science

1.1 Quantitative Approach to Decision Making 1.2 Models and Model Building 1.3 Examples of Business Problems for Modeling 1.4 Using Computers and Spreadsheet Models Suggested Readings 1. Chapter -1 of Anderson, Sweeny , Williams 2. Chapter -1 of N.D. Vohra

2-3

2. Linear Programming: Formulation and Graphic Solution 2.1 Structure of Linear Programming Model 2.2 A Simple Maximization Problem 2.3 Graphical Solution Procedures 2.4 A Simple Minimization Problem 44

2.5 Special Cases 2.6 Linear Programming Applications Case Galaxy Industries An Expansion Plan Suggested Readings 1. Chapter - 2 & 4 of Anderson, Sweeny, Williams 2. Chapter - 2 of N.D. Vohra 3 4-6 3. Linear Programming: The Simplex Method 3.1 Standard form of an LP Problem 3.2 Simplex Algorithm (Maximization Case) 3.3 Simplex Algorithm (Minimization Case) 3.4 Special Cases 3.5 Sensitivity Analysis 3.6 Duality Suggested Readings 1. Chapter -5 & 6of Anderson, Sweeny, Williams 2. Chapter -3& 4 of N.D. Vohra 4 7 4. Integer Linear Programming and Goal Programming Problem 4.1 Types of Linear Integer Programming Model 4.2 Using Computer to solve Integer Programming Model 4.3 Applications Involving 0-1 Variables 4.4 Goal Programming Case Sunset Beach Lifeguard Assignments Suggested Readings 1. Chapter -8 of Anderson, Sweeny, Williams 2. Chapter -7 of N.D. Vohra 5 8-9 5. Transportation Problem 45

5.1 Mathematical Model of Transportation Problem 5.2 Methods for Finding Initial Solution 5.3 Test for Optimality 5.4 Variations in Transportation Problem 5.5 Using Spreadsheet for solving Transportation Problem Suggested Readings 1. Chapter -7 of Anderson, Sweeny, Williams 2. Chapter -5 of N.D. Vohra 6 10 67. Assignment Problem 6.1 Mathematical Model of an Assignment Problem 6.2 Hungarian Methods of Assignment Problem 6.3 Variations of the Assignment Problem 6.4 Using Spreadsheet for solving Assignment Problem Case Prentice Hall, Inc. Suggested Readings 1. Chapter - 7 of Anderson, Sweeny, Williams 2. Chapter - 6 of N.D. Vohra 7 11-13 7. Project Scheduling: PERT/ CPM 7.1 Project Scheduling with Known Activity Times 7.2 Project Scheduling with Uncertain Activity Times 7.3 Considering Time-Cost Trade-Offs Case Klone Computers, Inc. Suggested Readings 1. Chapter -10 of Anderson, Sweeny, Williams 2. Chapter -12 of N.D. Vohra 8 14-15 8. Inventory Models 8.1 Economic Order Quantity (EOQ) Model 46

8.2 Economic Production Lot Size Model 8.3 Quantity Discounts for the EOQ Model Suggested Readings 1. Chapter -11 of Anderson, Sweeny, Williams 2. Chapter - 9 of N.D. Vohra 9 16 9. Queuing Models 9.1 Structure of a Waiting Line System 9.2 Some Queuing Models 9.3 Some General Relationships for Waiting Line Models Suggested Readings 1. Chapter -12 of Anderson, Sweeny, Williams 2. Chapter -10 of N.D. Vohra 10 17 10. Simulation Models 10.1 Introduction to Simulation Modelling 10.2 Monte Carlo Simulation 10.3 Simulation and inventory Analysis 10.4 Simulation of a Queuing Problem Suggested Readings 1. Chapter -13 of Anderson, Sweeny, Williams 2. Chapter -17 of N.D. Vohra 11 18-19 11 Decision Analysis 11.1 Problem Formulation 11.2 Decision-Making under Uncertainty 11.3 Decision Making under Risk Case 12 20 Tom Brown Investment Decision 12 Dynamic Programming 47

12.1 Overview of Dynamic Programming Pedagogy Extensive Reading Assignments followed by discussions, exercises and case problems. Evaluation Term End: Internal Assessment: 2. 4 Assignments: 3. One Surprise Test: 60 Marks 40 Marks 10 Marks 5 Marks each 10 Marks

1. Class Participation and Attendance:

Readings: Anderson, Sweeny & Williams, An Introduction to Management Science, Thomson SouthWestern, Eleventh Edition N.D. Vohra, Quantitative Techniques for Management, Tata McGraw Hill, Third Edition F.S. Hiller, G.J. Liberman, introduction to Operations Research, Tata Mc Graw Hill, 2008 Render, Stair, Hanna, Badri, Quantitative Analysis for Management, Prentice Hall, Tenth Edition

48

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full -Time Post Graduate Programme in Management Trimester II Course Code : 1203 Course Title : Management Information Systems (MIS) Instructor : Dr. Susheel Chhabra

Academic Session Course Objectives:

: 2010-11

The course introduces & familiarizes the current information system used by managers and its strategic advantages for enhancing the productivity of the individuals as well as the organisation. Course Contents: Modul 1 No. 01-04 of Topic MIS: Current Awareness for Executives 1.1.Changing Landscape of Management Information Systems Environment Traditional MIS to sophisticated ERP Systems 1.2.Latest hardware/software tools available for Managers 1.3.MIS Framework for an Organisation Book Readings: Laudon K.C. & Laudon, J.P. (2008) 11/E. Chapter 1& 2 OBrien James & Marakas George (2008) 8/E. Chapter 1,7-10 Case (s): Development of an MIS for Field Officer Managers of the North-western Insurance Company, p.438446, Murdick , Ross & Claggett (2009). Assignment: The students as per group(s) will be required to visit a business organisation and study how managers are using MIS in their departments. 49

The group(s) will submit a report which will be required to be presented in the class. 2 05-07 Using MIS for Strategic Advantage of a Company 2.1.An Introduction to Strategic Information Systems for Managers 2.2.Porters Competitive Forces Model 2.3.Information Systems Strategies for dealing with Competitive Forces Book Readings: Laudon K.C. & Laudon, J.P. (2008). Chapter 3 Case (s): Amazon.com: An Internet Giant Fine-Tunes its Strategy [p.107, Laudon K.C. & Laudon, J.P. (2008)] Assignment: The groups who have visited an organisation as per previous assignment will collect in detail the organisations vision, mission, objectives & culture to develop an MIS strategy for that organisation. The strategic document by each group will be expected to be presented in the class. (Separate module) 3 08-11 Enhancing Business Intelligence using Decision Support Systems

50

3.1 Business Intelligence: An Introduction 3.2 Decision Support System Architecture & Software 3.3 Group Decision Support Systems Book Readings: Laudon K.C. & Laudon, J.P. (2008). Chapter 12 Jaiswal, Mahadeo and Mital, Monika (2006). Chapter 8 Software Demonstration: Decision support application. Case(s): Maximizing the value of customer Interactions [p.441, Jaiswal, Mahadeo and Mital, Monika (2006)] systems for a business

12-15

Enhancing Business using MIS 4.1 Human Resource 4.2 Marketing 4.3 Accounting & Finance 4.4 Operations Book Readings:

Productivity

Laudon K.C. & Laudon, J.P. (2008). Chapter 2 Jaiswal, Mahadeo and Mital, Monika (2006). Chapter 5,6 Practical Demonstration: Practical demonstration of HR, Marketing, A/c & Finance & Operations Intranet / Portal of a business organisation. Case(s) 51

Information Systems for Integrated Human Resource and Financial Management [p.264, Jaiswal, Mahadeo and Mital, Monika (2006)] 5 17-18 Building Organizational Partnerships using Enterprise Information Systems 5.1. 5.2. 5.3. 5.4. 5.5. 5.6. Enterprise Systems: An Introduction Enterprise Resource Planning (ERP) Customer Relationship Management Supply Chain Management Knowledge Management An Integrated Commerce environment e-Commerce/M-

Book Readings: Jessup & Valacich (2009). Chapter-8 Laudon K.C. & Laudon, J.P. (2008). Chapter 11 Case(s): e-Enabling the air Transport Industry: Building Organizational Partnerships using Enterprise Information Systems, pp.357-359, Jessup & Valacich (2009) 6 19-20

Term End Project Presentations (The details of End Term Project & schedule will be circulated in the class)

Pedagogy: The pedagogy will consist of case studies, software demonstration, assignments, and end-term project. The sessions will be a blend of interactive sessions. The discussions and will be supplemented by case discussions, software demonstration, and assignments. Students should study the relevant chapters, articles and cases under various sessions and come prepared for discussion in the class. Evaluation Parameters End Term Examination Internal Evaluation 60% 40% 52

Case Study & Assignments Unannounced Quiz / Class Tests : End-Term Project Presentations : Class Performance / Attendance :

: 10 10 05

15

Readings: Laudon K.C. & Laudon, J.P. (2008). Management Information Systems: Managing the Digital Firm, 10/E, New Delhi: Prentice Hall. OBrien James 7 Marakas George (2008). Management Information Systems, New Delhi: Tata McGraw Hill. Special Indian Edition. Jessup & Valacich (2009). Information Systems Today. New Delhi: PHI Learning Private Limited. Murdick , Ross & Claggett (2009).Information Systems for Modern Management. New Delhi: PHI Learning Private Limited. Jaiswal, Mahadeo and Mital, Monika (2006). Management Information Systems, New Delhi: Oxford University Press.

53

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full -Time Post Graduate Programme in Management Trimester II Course Code: 1204 Academic Session Course Title :Management Accounting-II : 2010-11 Instructor :

COURSE OBJECTIVES: Managerial Accounting is playing an increasingly important role in business by providing managers with very useful tools for decision-making; profit planning, performance evaluation and control. The purpose of this course is to acquaint the students with these tools.

pon completion of this course, students should be able to:

Understand the concepts and tools of managerial accounting Understand and apply alternative costing information that can be used for decision-making. methods to in generate profit cost planning,

Understand the role of the internal accounting managerial performance evaluation, coordination and control.

system

OURSE CONTENTS: Session No./s 1-2 Topic & Readings 1. Basic concepts of Managerial Accounting, Informational need of management, interface between Financial, Cost and Managerial 2. reports and analysis. Readings: Horngren, Sundem & Stratton Ch.1 Williamson Hilton Ch.1 2. 3-6 3. Management Systems 4. Cost concepts & classification, 54 Ch.1 Preparing Management Accounting

Module No.

Accounting

Designing & Implementing Cost

5. Cost drivers and cost behaviour 6. Ascertaining cost & overhead application in job and process type industries Readings: Horngren, Foster & Datar Ch. 2 Williamson Ch. 2,3 Hilton Ch. 2-4

Real Life Project: Students have to study the cost management system of an enterprise and submit a report theron by the sixteenth session 7-8 Activity Based Costing System : 7. Rationale, Activities 8. Cost of activities, cost drivers Readings: Kaplan & Atkinson Ch. 4,5 Horngren, Foster & DatarCh. 4,5 Hilton Ch. 5,6 9-11 9. Absorption & Variable Costing 10. Cost-Volume Profit Analysis, single & multiple product situations 11. Cost analysis for pricing decisions, Short-run decision analysis and Relevant Costs Readings: Horngren, Foster & Datar Ch. 3 Williamson Ch. 10-13 Hilton Ch.7,8 Nigam, Sharma Ch. 1-3 (Part II) 12-14 Profit planning and control system 12. Approaches to Budgeting, Conventional Budgeting, Zero Base Budgeting & Performance Budgeting 13. Standard Costing, Variance Analysis and Performance Reporting 14. Benchmarking. Readings: Horngren, Foster & Datar Ch. 6-8 55

4.

Horngren, Sundem & Stratton Williamson Hilton 6. 15-17

Ch. 6-8 Ch. 14,15 Ch. 10,11

Accounting for Performance evaluation 15. Divisional Performance Measurement 16. Transfer Pricing 17. Responsibility Accounting Readings: Kaplan & Atkinson Ch. 9 Anthony & Reece Ch. 23,24 Williamson Ch. 18,19 Hilton Ch. 12,13 Horngren, Foster & DatarCh. 6, 25

18-20 18.1 18.2 18.3 19.1 19.2 19.3

Contemporary Issues Accounting Kaizen Cost Cost of Quality Customer Profitability Analysis Target Costing Back-flush Costing Balanced Scorecard 20.1 Life Cycle Costing 20.2 Cost Audit

In

Management

Readings: Horngren, Foster & Datar Ch.12,16, 20 Kaplan & Atkinson Ch. 6

Topics for Self Study 1. Cost Accounting and Cost Management in a JIT environment 2. Activity Based Costing in service industries 3. Flexible budgeting in an activity based costing framework 4. Distribution channel profitability PEDAGOGY: 56

The teaching methodology used in this course will be a judicious mix of lectures, numerical problems, case analysis and discussions, assignments and presentations by students. EVALUATION PARAMETERS : End Term Examination Assigments , Tests, Exercises 1. Real Life Project 2. Announced/Surprise Quizzes / Tests 3. Individual assignments/Term Paper 5. Attendance, Class Participation 10 05 10 -------40 60% 40% 15

LEARNING RESOURCES: (a) Recommended Readings: 1. Horngren, Charles T., Sundem Gary L. and Stratton, William D. Introduction to Management Accounting, 11th Edition, Prentice Hall of India, 1999 T., Foster, George and Datar, Srikant M. : Cost : A Managerial Emphasis, 10th Edition, Prentice Hall W: Managerial Accounting, McGraw Hill, New

2.

Horngren, Charles Accounting of India, 1999 Hilton, Ronald

3.

York, 1997.

4. 5. 6

Kaplan Roberts and Atkinson Anthony A. : Advanced Accounting, 3rd Edition, Prentice Hall International, 1998 Nigam, B.M. Lall and Sharma, Himalaya Publishing House, 1995. Williamson, Hall Of India,1998 Duncan, Cost G.L. & : Cost

Management and Control, Prentice

Analysis

Management

Accounting,

7.

Young, Mark S., Prentice Hall, 1997

Readings

in

Management

Accounting,

2nd

Edition

57

(b) Handouts and other reading materials will be provided as and when required.

58

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Post Graduate Diploma in Management (Full-Time)Trimester- II Course code: 1205 Academic Session: 2010-11 Course Title: Corporate Finance- I Instructor: Dr. Ashish Garg

COURSE OBJECTIVES The objective of this course is to acquaint the students with the broad framework of financial decision-making in an organisation through theory and case studies. It imparts how corporate managers analyze and resolve financial problems of the corporation. COURSE CONTENTS Module No. Session No./s 1 1 Topic & Readings Corporate Finance: Corporate Finance:Objectives, Profit Maximization. Wealth Maximization, Finance interface with other areas. Role or finance manager in changing environment, Agency Problems and Corporate Governance Readings Van Horne: chapter - 1 Brigham and Ehrhardt: chapter 1 Brealey, & Myers: chapter -I Time Value of Money: Time Value of Money: Future value of the single cash flow. Multiple flows, Annuity, Present value of single cash flow. Multiple cash flows, Perpetuity. Reading Van Horne: chapter - 2 Brealey, & Myers: chapter -2,3 Brigham and Ehrhardt: chapter 2 Aswath Damodaran: chapter - 3 Risk Return Analysis: Ex post return, Ex ante, return, Total risk, Systematic risk, un systematic risk, relationship between risk and return. Reading Van Horne: chapter - 3 Brealey, & Myers: chapter -7,8 Brigham and Ehrhardt: chapter 4,5 Aswath Damodaran: chapter - 6 Cost of capital: Cost of capital: concept, mechanism of estimating cost of capital, weighted average cost of capital using historical weights and market weights CAPM, Managerial implication. Reading 59

2 2

3 3-4

5-6

 5 7-8

Van Horne chapter 8 Brigham and Ehrhardt: chapter - 9 Brealey, & Myers: chapter -7 Aswath Damodaran: chapter 7,8 Case Study: Cost of Capital at Ameritrade Valuation of securities Valuation of equity shares,preference shares,debentures and other securities Reading Brigham and Ehrhardt: chapter 6,7 Damodaran A,: chapter 5 Capital Budgeting: Capital Expenditure Decisions: Capital budgeting process, estimating the cash flows Methods of budgeting Reading Van Horne: chapter -6 Brigham and Ehrhardt: chapter 10, 11 Brealey, & Myers: chapter -5,6,9,10,11,12 Damodaran: chapter-10,11 Case Study: Radio One, Inc. 13 Leverage: Operating leverage, Financial leverage, Total leverage, leverage and risk analysis. Reading Brealey, & Myers:chapter-17,18 Damodaran A: chapter-16,17,18 Case Study: Debt Policy at USTInc. 14-15 Capital structure Decisions: Theories of capital structure, EBIT-EPS Analysis, Deciding the mix. Readings Van Horne: chapter -9,10 Brigham and Ehrhardt: chapter 16,17 Brealey, & Myers: chapter -13,14 Damodaran A: chapter-19,20 Case Study: Pharmacyclics: Financing Research and Development Working Capital Management Concept; Estimating working capital requirement-component and mechanism, working capital financing in India Reading Van Horne: chapter -16 Brigham and Ehrhardt: chapter 22 60

9-12

16-17

 Brealey, & Myers: chapter - 30 Damodaran A: chapter-13 Case Study: Butler Lumber Company 10 18-20 Presentations

PEDAGOGY The teaching methodology used in this course will be judicious mix of lectures, numerical problems, case analysis and discussions, assignments and presentations by the students. Synergies are to be derived from guest lectures from the corporate professionals, technical seminars and workshops on contemporary and emerging areas in finance. Case analysis and discussions are strongly emphasized. EVALUATION PARAMETERS The course will be evaluated on the following basis: End Term Examination 60 marks Internal Assessment 40 marks INTERNAL EVALUATION The internal evaluation of the students will be based on the following basis: Individual assignment 10 Class test 10 Group Assignment 10 Case presentation and Submission 10 LEARNING RESOURCES: 1. Recommended readings: Recommended Readings Berk and DeMarzo, Financial Management, 2008 (First Edition), Pearson Education, India. Brealey, Richard & Myers. Stewart : Principles of Corporate Finance.2007 (Eight Edition), Tata McGraw Hill. Brigham and Ehrhardt, Financial Management: Text and Cases , 2009 (Third Edition). Thomson South West Publications. Chandra, Prasanna: Financial Management - Theory & Practice. 2008 (4th Edition), Tata McGraw Hill. Damodaran, Aswath : Corporate Finance - Theory & Practice. 2009 (Second Edition) John Wiley & Sons. Khan and Jain, Financial Management: Text, Problems and Cases, 2008 (Fifth Edition), McGraw Hill Publication, Delhi. Pandey, I.M. Financial Management, 2006 (Ninth Edition), Vikas Publications, India. Van Horne, James c.: Financial Management & Policy, 2009 (Twelfth Edition), Prentice Hall of India. Ross, Westerfield and Jaffe: Corporate Finance, 2008 (seventh Edition), Tata McGraw Hills, Delhi. Srivastava and Mishra, Financial Management, 2009, Oxford University Press. Cases: Srivastava and Mishra, Financial Management, 2009, Oxford University Press. Bruner, Robert F., Case Studies in Finance, 2008 (Fifth Edition), Tata McGraw Hills Publication, Delhi. 61

Kester, Ruback and Tufano, Case Problems in Finance, 2008 (12 th Edition), Tata McGraw Hills Publication, Delhi.

INDIVIDUAL ASSIGNMENTS Pick up a well known corporate person dealing in finance and discuss the financial decisions taken by him and the effect of those financial decisions in the overall growth of the company. GROUP ASSIGNMENTS Pick up a company and analyse the capital structure decisions in terms of cost of capital , capital structure models and impact of capital structure decision on the overall growth of the company. The submission date will be announced in the class.

62

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT Two Year Full Time Post Graduate Program in Management Trimester II Course Code: 1206 Academic Session: 2010-2011 Course Title: Marketing Management II Instructors: Smita Sharma/Joyeeta Chatterjee

OBJECTIVES This is the second part of the course on Marketing Management and seeks to further develop the student's basic analytical skills, conceptual abilities, and substantive knowledge of marketing in a variety of real-life marketing situations. This part of the course is expected to help students to: Design and develop programmes for other elements of the marketing mix including pricing, advertising, promotion, distribution and field sales management Get an overview of creating competitive advantage. Understand the global marketplace and global marketing environment. Explore contemporary issues in marketing Get an opportunity for presenting and defending their own analysis (both written and verbal), and for critically examining and discussing the analysis done by other fellow students. COURSE CONTENTS:

Module 1 Pricing Products: Understanding and Capturing Customer Value

Sessions 1-2

Understanding price Factors to consider when setting prices New-product pricing strategies Product mix pricing strategies Price-adjustment strategies Price changes, pricing strategies for channel members Readings Kotler, Keller, Koshy, Jha, Chapter 14 Kotler & Armstrong, Chapters 10-11 Cases: (i) Southwest Airlines, pg 399-402, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010 (ii) Dell, pg 402-405, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010 ______________________________________________________________________

63

Module 2 Marketing Channels and Supply Chain Management Nature and importance of marketing channels Channel behavior and organization Channel design decisions Channel management decisions Marketing logistics and supply chain management Readings Kotler, Keller, Koshy, Jha, Chapter 15 Kotler & Armstrong, Chapter 12

Session 3

Module 3 Retailing, Wholesaling & Physical Distribution Retailing concepts Wholesaling & Physical Distribution Readings Kotler, Keller, Koshy, Jha, Chapter 16

Sessions 4-5

Kotler & Armstrong, Chapter 13 Cases: (i) Fast food retailing in India-Raising the quality and service bar (Swapna Pradhan, Retailing Management, Text & Cases) (ii) Target, pg 503-507, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010 (iii) Costco versus Sams Club, pg 507-511, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010

Module 4

Session 6

Communicating Customer Value: Integrated Marketing Communications The promotion mix Integrated marketing communication 64

 Communication process, developing effective communication Setting the total promotion budget and mix Socially responsible marketing communication Readings Kotler, Keller, Koshy, Jha, Chapter 17 Kotler & Armstrong, Chapter 14 Case: The Hummer, pg 595-599, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010

Module 5 Advertising and Public Relations Role of advertising in marketing process Role and impact of public relations Readings Kotler, Keller, Koshy, Jha, Chapter 18

Session 7

Kotler & Armstrong, Chapter 15 Case: Coca-Cola Co. versus PepsiCo, pg 599-603, Marketing, Etzel, Walker, Stanton, Pandit, Tata McGraw Hill, Edition 2010

Module 6 Personal Selling and Sales Promotion Nature of personal selling Managing the sales force Supervising and motivating salespeople Personal selling process Sales promotion Readings Kotler, Keller, Koshy, Jha, Chapter 19

Session 8

Kotler & Armstrong, Chapter 16 Case: Segmenting the Sales Force, pg 524-529, Marketing Management, Evans, Berman, Cengage Learning, 2008 Session 9 Mid Term Review- Real life Project Discussion and Presentations (Written analysis of real life project for the modules studied till this date will have to be submitted within three days of this discussion)

65

Module 7 Direct and Online Marketing: Building Direct Customer Relationships

Session 10-11

Growth and benefits of direct marketing Forms of direct marketing, Issues in direct marketing Online marketing, promise and challenges Multilevel marketing, mobile marketing, social media marketing Readings Kotler, Keller, Koshy, Jha, Chapter 19 Kotler & Armstrong, Chapter 17 Article Review: Okazaki Shintaro, (2009)The tactical use of mobile marketing: How adolescents social networking can best shape brand extensions, Journal of Advertising Research, March 2009, pg 12-24

Module 8 Creating Competitive Advantage Competitor analysis Competitive strategies Balancing customer and competitor orientations Guerilla marketing, ambush marketing Marketing during recession

Sessions 12-13

Readings Kotler, Keller, Koshy, Jha, Chapter 9 Kotler & Armstrong, Chapter 18 Case: Bose: Competing by Being Truly Different, pg 536-538, Kotler & Armstrong, Principles of Marketing, 12e Article Review: Hot to Market in a Downturn, John A. Quelch and Katherine E. Jocz, Harvard Business Review, April 2009

Module 9 The Global Marketplace Global marketing environment Deciding which markets to enter and how Global marketing program Readings 66

Session 14

Kotler, Keller, Koshy, Jha, Chapter 21 Kotler & Armstrong, Chapter 19 Case: Wal-Mart takes on the world, pg 565-567, Kotler & Armstrong, Principles of Marketing, 12e

Module 10 Marketing Ethics and Social Responsibility Social criticisms of marketing Citizen and public actions to regulate marketing Business actions towards socially responsible marketing

Session 15

Readings Kotler, Keller, Koshy, Jha, Chapter 22 Kotler & Armstrong, Chapter 20 Case: Value Enhancement through CSR, pg 265-271, Marketing Practices in Developing Economy, PHI 2009 Module 11 Rural Marketing - Rural marketing environment consumer behavior marketing strategies marketing- Opportunities & challenges Readings Rural Marketing, Pradeep Kashyap & Siddhartha Raut, Biztantra 2010 Case: Rural Rural Rural Session 16

Term paper presentations End term project presentations

Sessions 17-18 Sessions 19-20

The case study/s will be provided from Harvard Business Press, Journals, Agencyfaqs & other sources as per the latest marketing trends. PEDAGOGY

67

The course would have classroom sessions as well as field-based assignments to achieve the above objectives. The classroom sessions will include discussions and presentations by the students on the recommended readings, and assigned cases. Before attending each session, the students will be expected to study the readings assigned for the day, and discuss the case lets in their group. The readings will be discussed in the class, followed by presentations and discussions on the case. As field assignments are an important part of the learning process in this course, the students will be expected to devote considerable time in addition to their class sessions for carrying out such assignments. * In each class, there would be discussions over latest happenings in business & marketing, covering national as well as international boundaries. * Contemporary Issues: Students are required to write a term paper on the one of the contemporary issues as listed below and submit the written write-up (approx. 20 pages) and make the presentation. Green marketing, Internet/mobile advertising, New techniques in Marketing Research, Brand/customer equity, Emerging retail formats in India, Experiential marketing, Rural distribution, Changing socio-economic customer profiles, Convergence & Marketing Communication adaptation by MNCs, Financial products selling, New technology for rural marketing EVALUATION The course will be evaluated on the following basis: End Term Examination 60 marks Internal Assessment 40 marks Internal Evaluation Term Paper 5 marks Case Discussions 10 marks Attendance and Participation 10 marks Real Life Project Presentations and Written Submissions 15 marks BASIC READINGS Kotler P, Keller K, Koshy A and Jha M, Marketing Management, 12th edition 2009, Pearson Education Philip Kotler & Gary Armstrong, Principles of Marketing, 12th edition, 2009, Pearson Education

Etzel, Walker, Stanton, Pandit, Marketing, 14th edition, 2010, Tata McGraw Hill

SUGGESTED READINGS

68

V.S. Ramaswamy and Namakumari S, Marketing Management: Global Perspective, Indian Context, 4th edition 2009, Macmillan India. Rajan Saxena, Marketing Management, 4th edition, 2009, Tata McGraw Hill Marilyn A. Stone & John Desmond, Fundamentals of Marketing, Routledge, 2007 Arun Kumar & N Meenakshi, Marketing Management, 1st edition, 2006, Vikas Publishing

Real Life Project Choose a sector and a company on which your group is required to study the following aspects: 3. 4. 5. 6. 7. 8. 9. Sector & organization overview Product strategy Brands and branding strategies Managing brands & brand equity Pricing strategies Managing mass communication & personal communication Channel Management

The study should be a mix of secondary & primary data collection.

69

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management Trimester - II Course Code: 1207 Course Title: Organizational Behaviour II Academic Session: 20010-11 Instructor: COURSE OBJECTIVES: Effective management of Human Resources is one of the prerequisites of a successful organisation, esp., in the present day context of an evolving changing and competitive environment. This course will provide understanding to the participants in understanding, predicting, and managing people at workplace through motivation, leadership, culture, performance management, career planning & development and stress management. COURSE CONTENTS: Module No. No. I 1-2 Motivation 1.1 Theories of Motivation 1.1.1 Theory X and Y 1.1.2 Maslows Hierarchy of Needs 1.1.3 Herzbergs Two-factor theory 1.1.4 McClellands Theory of Needs 1.1.5 Goal setting Theory and MBO programs 1.1.6 Reinforcement Theory 1.1.7 Equity Theory 1.1.8 Expectancy Theory 1.2 Implication of Motivational Theories on Human Behaviour in Organizations 1.3 Motivation & Job Satisfaction Readings: Luthans, F. (2008): Organisational Behaviour.Chapter 6 Robbins, S.P., Judge & Sanghi, Seema (2009): Organizational Behaviour. Chapter 6 Case Study: Keeping the Volunteers Working Hard at Amnesty International UK. Behavior in Organizations by Greenberg and Baron. Pp 285-286. S ess. Topic

70

Application of Motivation Concepts 3.1 Job Characteristics Model 3.2 Employee Recognition and Involvement Programs 3.3 Job Redesigning 3.4 Variable and Skill based pay 3.5 Flexible benefits Readings: Robbins, S.P., Judge & Sanghi, Seema (2009): Organizational Behaviour. Chapter 7 Leadership 4.1 Trait Theories 4.2 Behavioural Theories 4.2.1 Ohio State Studies 4.2.2 University of Michigan Studies 4.2.3 Managerial Grid 4.3 Contingency Theories 4.3.1 4.3.2 4.3.3 4.3.4 Fiedler Model Hersey and Blanchards Situational Theory LMX Theory Path-goal Theory

II

4-5

Readings: Robbins, S.P., Judge & Sanghi, Seema (2009): Organizational Behaviour. Chapter 12 Article Review: Leadership Lessons from India. By Peter Cappelli, Harbir Singh, Jitendra V. Singh, and Michael Useem. Harvard Business Review. March 2010. pp 86-95. 6 Emerging Issues in Leadership 6.1 Inspirational approaches 6.1.1 Charismatic Leadership 6.1.2 Transactional Leadership 6.1.3 Transformational Leadership 6.1.4 Servant leadership 6.2 Emotional Intelligence Readings: Robbins, S.P., Judge & Sanghi, Seema (2009): Chapter 13 Article Review: What Makes a Leader? By Daniel Goleman. Classic Readings in OB. 3rd ed. By J. Steven Ott. Sandra Parke, Richard B. Simpson. Pp. 97-103

71

III

7-8

Organisational Culture 7.1 Importance of Culture 7.2 Creating & Sustaining Culture 7.3 Managing Culture Readings: Robbins, S.P., Judge & Sanghi, Seema (2009): Chapter 17 Article Review: Smith, G. (2004). An evaluation of the corporate culture of Southwest Airlines. Measuring Business Excellence, 8(4): 26-33. Case Hilltons Transformation. OB by McShane, Glinow & Sharma. Pp 514- 516.

IV

9 Organisational Change 9.1 Forces for Change 9.2 Process of Change 9.3 Resistance to Change 9.4 Approaches to Managing Organizational Change Readings: Robbins, S.P., Judge & Sanghi, Seema (2009): Chapter 19 Article Review: Leading change: Why Transformation Efforts fail? John P. Kotter. Harvard Business Review, January 2007. Pp. 96-103 Decoding Resistance to Change. By Jeffrey D. Ford and Laurie W. Ford. Harvard Business Review. April 2009. pp 99-103 Stress Management 10.1 Sources of Stress 10.2 Consequences of Stress 19.1 Managing Stress Readings: Robbins, S.P., Judge & Sanghi, Seema (2009): Chapter 19. Article Review: Are You Working Too Hard? By Herbert Benson. Harvard Business Review. Nov. 2005. pp. 53-58. Pull the Plug on Stress by Bruce Cryer, Rolin McCraty, and Doc Childre. Harvard Business Review. July 2003. Pp. 102-107. Management of Human Resources at Workplace 11.1In a globally competitive business environment 11.2Challenges for HRM in changing environment Readings: Cascio, W.F. (2006): Managing Human Resources. Chapter 1 Dessler, G. & Varkkey,B (2009). Human Resource Management. Chapter 1 72

10

VI

11

Projects to be Given

73

VII

12-14

Performance Management & Potential Appraisal 12.1 Different forms of Appraisal 12.2 Methods of Performance Appraisals 12.3 Problems associated with appraisal systems 12.4 Performance Appraisal Practices in India 12.5 Potential attributes Reading: Cascio, W.F. (2006): Managing Human Resources. Chapter 9 Dessler, G.& Varkkey Biju (2009). Human Resource Management. Chapter 9. Cases: Executive Development & Performance. Human Resource Management by Jyothi, P. & Venkatesh. T. N. (2007). Pp. 251-256. Asian Coffee House. Cases in Human Resource Management by Rao, N. & Das, R.P. Pp. 69-71. Career Planning and Development 15.1 Roles in Career Planning and development 15.2 Innovative Corporate Career Development Initiatives 15.3 Career Management and Employee Commitment Readings: Dessler, G.& Varkkey Biju (2009). Human Resource Management. Chapter 10. Case The Mentor Relationship Turns Upside Down. HRM by Dessler and Varkkey. Pp 401-402. Succession Planning 17.1 Activities included in Succession Management 17.2 Causes of failure of Succession Planning Readings: Rao, VSP (2005). Human Resource Management. Chapter 11. Evaluating HR Effectiveness 18.1 Nature and Need for HR Evaluation 18.2 Approaches to Evaluation 18.3 Balanced Scorecard Readings: Jyothi, P. & Venkatesh. T. N. (2007). Human Resource Management. Chapter 18. Ashwathappa, K. Human Resource Management. Chapter 26. Final report Discussion and Presentation

15-16 VIII

17 IX

19-20 X

74

PEDAGOGY It will be a judicious mix of lectures, case analysis & discussion, article reviews, assignments & presentations by the students.

EVALUATION The course will be evaluated on the following basis: End-Term Examination: Internal Assessment: 60 Marks 40 Marks to be bifurcated as follows:

Internal Evaluation: Attendance & Class Participation: 10 Marks Unannounced test/quiz : 5 Marks Article Review : 5 Marks Live Projects (Group) : 10 Marks Exercises and Caselets : 10 Marks GROUP PROJECT GUIDELINES 1 Select an organisation with a well-established HRM department 2 Give organisation profile Study the human resource activity of the organisation in all the areas covered in the syllabus The emphasis is on group activity, whereby every member of the group has to be actively involved in the project READINGS Ashwathappa, K (2008). Human Resource Management, Tata McGraw Hill, New Delhi, Cascio, W. F. (2006), Managing Human Resources, 7th Ed., Tata McGraw Hill, New Delhi. Dessler, G and Varkkey Biju (2009). Human Resource Management (11th Ed.). Pearson Education Greenberg, J. & Baron, R.A. (2008). Behavior in Organizations (9th ed.). New Delhi: PHI Learning. Luthans, F. (2008). Organizational Behaviour (11th ed.). New Delhi: TMH. Mathis, R.L. & Jackson, J.H. (2005). Human Resource Management. 10th Ed. Cengage Learning, New Delhi. McShane, S.L. & Glinow, M.A.V. (2007). Organisational Behaviour. Ist Ed. Tata McGraw-Hill New Delhi. 75

3 4

Mullins, L.J. (2007). Management and Organisational Behaviour. 7th Ed. Pearson Education. Pareek, U. (2008):Understanding Organizational Behaviour, 2nd Ed. Oxford Higher Education. Pierce, J.L. & Gardner, D.G. (2007). Learning. Management and Organisational Behaviour. 2nd Ed. Cengage

Robbins, S.P., Judge & Sanghi, Seema (2009). Organizational Behaviour, 12th ed. Pearson Education, New Delhi. Saiyaddin, M.S. (2003). Human Resource Management, Tata McGraw Hill, New Delhi. Slocum & Hellriegel. (2007). Fundamentals of Organisational Behaviour. Ist Ed. Cengage Learning, New Delhi. Snell & Bohlander. (2007). Human Resource Management. 1st Ed. Cengage Learning.

76

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Program in Management Trimester III
Course Code: 1301 Title: Legal Aspects o Business (LAB)

Academic Session:

2010-2011

Faculty:

COURSE OBJECTIVES:
One of the most important and occurring part of a managers role is o take decisions. In this changing context of liberalization and globalization of the Indian economy, law has been an important consideration in decision-making process. This paper aims at familiarizing the students about bringing out the inter-relationship among diverse business aspects, including accounting, finance, marketing information systems economics and organization behavior. Thus, other paper is framed with an object6ive to bring out the linkages between law and other fields. In designing this course, the instructor has taken a view from the experience, that learning process of legal aspects for management students is very much different as compared to law students. Here, focus shall remain on management application rather on legal knowledge and provisions. Thu8s, everything in this subjects shall be applied and in a broader perspective. The course is broadly divided into 0fdour parts: Part I focuses on the Foundation of Business Law which is the black bone for the business laws. Part II covers the corporate laws including Companies Act, Competition Act etc. Part III coves the emerging but very important area on intellectual property rights. Part IV covers Banking Laws. Part V covers the taxation aspects including VAT, Service Taxes, Income Tax and Corporate Taxes in a managerial perspective.

Course Contents:
Part I: Foundation of Business Laws (9 Sessions)

1. Contracts: Offer, acceptance, consideration, contract, void and avoidable contract, performance and discharge of contract, and remedy for breach of contract etc. Suggested readings: i) Legal Aspects of Business- Pathak, Ch 1-5 ii) Indian Contract Act, 1872 (Bare Act) iii) Mercantial law- Gulshan & Kapoor, Ch-1

2. Sale of Goods: Sale, ownership and sale, sale by description, sample and examination, buyer beware and merchantability, transfer of property, privity and Sale of Goods. Suggested readings: i) Legal Aspeccts of Business-Pathak, Ch 6-9 ii) Sale of goods act, 1930 (Bare Act) 77

iii) Mercantile law- Gulshan & Kapoor, Ch-4 3. Learning Legal Text: Title, Preamble, table of Contents, Section, Rules, Enforcement and Violation of Law Suggested readings: Legal Aspects of Business- Pathak, Ch-14

4. (a) Consumer Protection Act: Consumer, Consumer Protection, Consumer Protection Act, Products of Competitors, Correctness of Representation, Assessing Loss o Business and Profits, Interim Injunction (b) Unfair Trade Practices: Holding o Contests and Schemes, Disparaging Products o Competitors, Correctness of Representation, Assessing Loss of Business and Profits, Interim Injunction Suggested readings: i)Legal Aspects of Business- Pathak, Ch-15-18 ii) Consumer protection,act.1986 Bare Act iii) Economic Laws by US Datey, Ch-9-11

PartII: Corporate Laws

(3 Sessions)

5. Company Law: Types, Promotion and Formation of Companies, Memorandum of Association, Articles of Association, Registration, Incorporation and Distinct Legal Identity, Objective of a Company, doctrine of Indoor Management, Capital of a Company, winding-up of a Company. Suggested readings: 6. i) Legal Aspects of Business- Pathak, Ch-19-22 ii)Patent Act; Copyright Act Trade Mark Act (Bare Acts)

Competition Act Purpose, Prohibition of anti-competitive agreements, Prohibition of abuse of dominant position, Combinations, Competition Commission of India i) Legal Aspects of Business-Pathak, Ch-23 (on Merger and Acquisition cases) ii) Business Law, gulshan S.S.-Ch-11 iii) Competition Act2002 (Bare Act)

Suggested readings

7. Securities Regulation; SCRA, Stock Exchanges Suggested readings: i) Legal Aspects of Business- Pathak, Ch-24

Part III: Intellectual Property Rights

(3 Sessions)

8. Intellectural Property Right: Property, Intellectual Property, Protection of Intellectual Property, Different Laws on IPR 9. Patents: Functioning of Patent Act, Right of Patentee, What can be Patented, Compulsory Licensing. 10. Copyright Protection: What can be Copyrighted, Who is the Owner of Copyright, Territorial Limitation, rights of Owner, Duration of Copyright protection, Broadcasting Reproduction Rights, Registration of Copyrights, Copyright Infringement 78

11. Trade Mark Protection: Trade Marks, Requirement for registration of a Mark, Non-user Clause, Registration in Foreign Marks, The New Trade Mark Act, Foreign Trade Marks Suggested readings: i) Legal Aspects of Business- Pathak, Ch 25-29 ii) Patent Act; Copyright Act; Trade Mark Act (Bare Acts) iii) Economic Laws byVS Datey, Ch-9

Part IV: Banking Laws

(2 Sessions)

12. Banking Law- Banking Regulation Act, Reserve Bank of India Act 13. Negotiable Instruments: Promissory Note, Bill of exchange, Cheque, Parties to Negotiable Instruments, Negotiation of Negotiable Instruments, Dishonor and discharge, Relation between a Bank and a Customer. Suggested readings: i) Legal Aspects of Business- Pathak, Ch-3031 ii) Business Law, Gu9lshan, S.S. Ch-9 iii) Negotiable Instruments Act, 1881 iv) Mercantile & Commercial laws, Rohini, Ch-24-27

Part VI: Self Study Topics

14. Law relating to Sales Tax 15. Law relating to Value Added Tax and Service Tax 16. Information technology and law (Suggested readings: (i) Pathak, Legal Aspects of Business, chapter 40 (ii) Cyber laws simplified , Vivck Sood (iii)Economic Laws by VS Datey, ch-10). 17. Foreign Exchange Management Act ( Suggested readings Economic Laws by VS Datey, Ch4, Business Law, Gulshan, S.S.-Ch-12) 18. Law relating to Income Tax 19. Special Contracts (Suggested readings: Pathak, Legal Aspects of Business, Chapter 10-15) 20. Environment Protection Act ( Sugested readings: Pathak, Legal Aspects of Business, Chapter 41) 21. Business & Fundamental Rights ( Suggested readings: Pathak, Legal Aspects of Business, Chapter-39) 22. Business and Criminal Liability ( Suggested readings: Pathak, Legal Aspects of Business, Chapter-42) 23. Indian Letgal System ( Suggested readings: Pathak, Legal Aspects of Business, Chapter -43) 24. Right to Information Act, 2005 ( Bare Act) 25. Arbitration and Conciliation Act. 1996 ( Suggested readings: kapoor, N.D. Elements of Mercantile Law, Part II, Chapter 7) 26. Law of Insolvency (Suggested readings: Kapoor, N.D. Elements of Mercantile Law , Part III) 27. Law of Insurance ( Suggested readings: Kapoor, N.D. Elements of Mercantile Law, Part II, Chapter 8)

Suggested Readings( Latest Editions Only):

1. A. Rosenorans, S.Divan& M.L. Noble, environmental Law and policy in India 2. Anantharaman, K.S. , Lectures on Company Law and MRTP 3. Bare Acts of the above laws (Freely downloadable http://www.helplinelaw.com/docs/bareact.shtml) 4. Datey, V.S.- Economic Laws 79

from:

5. Datey, V.S- Business and Corporate Laws 6. Datey, V.s.- Indirect Tax Laws 7. Gulshan, Consumer Protection Act 8. Gulshan, S.S., Business Law 9. Kapoor, N.D., Elements of Mercantile Law 10. Kuchhal M.C. Mercantile Law 11. Pathak, Akhileshwar, Legal Aspects of Business, Tata Megraw- Hill, 2nd Edition (Text Book) 12. Singh, Avtar, Principle of Mercantile Law 13. Singhania, V.K. Income Tax 14. Sood, Vivek, cyber law simplified 15. Students Guide to Econo9mic Laws,. Taxmann Publication 16. Students Guide to Mercantile and Commercial Laws, Taxmann Publication 17. Tulsian, P.C., Mercantile Laws 18. V. N. Shuklas Constitution of India For updating recent legal development and the emerging tend in the area of business law and management, participants are advised to consult the latest issues of legal journals, magazines, and the newspapers.

Pedagogy:
The course will focus to develop the concept and skills. The following paragraphs describe the pedagogy for each.

(a) Concept Development

Business law has its foundation in contract. It is no surprise that a teaching of business law begins with contract law. A good part of the business world is based on buying and selling. Thus law on sale of goods invariable follows contract law, as a specialized from of contract. Law dealing with unfair trade practices and consumer protection further build on contract and sale. These themes are foundations of business law as these apply to all business. Thus, the course would begin with contract law and move on to sale of goods, unfair trade practices and consumer protection. After the business laws, you will have the capacity to take up a set of legal text and detail it out on your own. Thus, hereafter, working with micro-level details would not be an efficient use of time. In addition, you start finding it to be repetitive. Instead, the course should expose the student to the organization principles of different sectors, fields and branches. This could be done in the next few sessions, over a wide range of topics. The instructors can choose them depending on the relevance and interest. The themes include intellectual property rights, including trademarks, patents and copyrights, Securities regulation, Banking Law and negotiable instruments, law and electronics medium,. Law and environment Taxation including income tax, sales tax, excise tax and service tax, Law and criminal labiality, Fundamental Rights and Business

(b) Skill development

80

A manager comes across legal texts like acts, rules, notifications, government orders, notices, contracts, court orders, judgment all the time in the course of his/her work. He must have the skill to read and understand legal texts, law informs all business practices and a manager has to be law literate. Thus, a core objective of the course is to bring out to you the organization of the hierarchy of legal texts, including acts, rules, notification and government order. You should acquire the skill to read these texts. In addition, you should understand that court judgments expand the meaning of legal texts. You should have the sill to read court judgments and give meaning to it in conjunction with legal texts. We would do this in the course of our journey from contract law to unfair trade practices. Instead of beginning with the law per se,. as mentioned earlier we shall impart the skill to student to read and understand legal texts. This would be a lifelong skill to follow all changes in the future in a law and understand legal provisions.

Evaluation Criteria*
Article review 5 Marks Individual Assignments 5 Marks Class Participation 10 Marks Quizzes/Surprise Test 10 Marks Presentations and Group Assignment 10 Marks Term-End Examination 60 Marks *Except Presentation and Group Assignment else are individual assessments.

Group Assignment
The course emphasize on the students learning of the conceptual foundation of law and the sills of reading and understanding legal texts. The presentation component at the end of the course is to encourage you to lead exploration on a theme and deploy the skills and concepts learnt in the course. You shall from groups of 4-5 and propose a topics for presentation. Experience shows that the students choose the following three kinds of topics. First, a business law issue/dispute being keenly discussed in the media and public spaced. Second, review of an Act not covered in the class. Third, discussion of an issue bringing together specific aspects from different Acts and court judgment. The groups shall, in consultation with the instructor, flash out the tentative interest in a workable proposal. A good proposal would have adequate exploration, engagement and study. Thereafter, the group does its research and makes the presentation to the class. Each presentation shall be for about 12 to 15 minutes.

81

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI POST GRADUATE DIPLOMA IN MANAGEMENT-TWO YEAR (FULL-TIME) TRIMESTER-III Course Code: 1302 Course Title: GEO-POLITICAL & SOCIAL ENVIRONMENT OF BUSINESS Instructor Megha Chandhiok

Academic Session: 2010-11

COURSE OBJECTIVES: Business decisions in general, and strategies in particular are influenced by the business environment, which makes up the opportunities for and threats to business. With the progressive liberalization and surging globalisation, business environment is increasingly becoming international in several dimensions even for local firms. Students should be able to: 1.Appreciate the changes in the global environment, particularly for the last one decade. 2. The emergence of regional trading blocs as a dampening factor for global trade. 3.Apprising students about geo-political and social factors, so that they are capable of identifying the changes that are occurring at international level, and have an impact on the trade and business at any location in the world. COURSE CONTENTS: Module No. Session No./s Topics and Readings 1. 1-2 1.1 Geo-political & Social Environment of Business Readings Cherunilam F. - Chap. 1 82

Nijman, J 2. 3-5

Chapter-1 and

Background to the subject (Conceptual Knowledge) 3.1 The great Power systems-Communism Capitalism(Introductory) 3.2 Imperialism, Nationalism, 3.3 The World Economy:1800 2000 4.1 The Two World Wars, Cold War, dtente 4.2 The Changing World Order 5.1 New International Economic Order (NIEO) Readings Goldstein J. S. Chap. 1 Ian Nijman Chap. 1, 2 Joan Eadleman Spero Chap. 10

3.

6-7

6.1

The International System of Power , Relation of currency and power. Politics Balance of Power, Power Distribution, Hegemony, Regional Alignments 7.1 Super Power Structure uni-polar, bio-polar World , 7.2 Multi-polarity and its prospects 7.3 Dollar v/s Euro debate Readings Goldstein J. S. Chap. 2 & 3 Jan Nijman Chap. 1 ClassDiscussion: a)Gulf War-I and Gulf War-II : Was Crude oil really the bone of contention

4.

8-10

International Economic Co-operation 8.1 Regional Economic Integration (Trade Blocs), 8.2 Types of Integration, Emergence and Expansion of Trade Blocs 10.1 NAFTA, EU 10.2 ASEAN, SAFTA Readings Cavusgil, Knight Chapter 8 Cateora, Graham Chapter 10 Class Discussion: Why BRIC nations do not form their own Trading Bloc?

5.

11-12

International Economic Institutions and their role in Global Business (also as puppets in the hands of different 83

superpowers) 10.1 WTO-Will G-20 work 11.1 World Bank in Global Business,IMF www.wto.org www.imf.org www.ibrd.org 6. 13-14 12.1 Multi-National Corporations Meaning, Importance & their Role in Global Business 13.1 MNCs in India Readings Chary S.N. Pages 23-44 Cateora, Graham Chapter-11 -A note on National Culture and Management will be distributed for class discussions on the 14th Session 7. 15-16 14.1 Social Environment of Business and its various Components 15.1 National Culture and Management 15.2 Social Responsibility of Business

Readings Cavusgil, Knight Chapter- 5,6 8. 17-20 Power Point Presentation of the End Term Project NOTE: Latest articles and reading material on the important topics will be distributed in the class Topics for Group Assignment ROLE OF MNCs IN THE CHANGING BUSINESS ENVIRONMENT INDIAS TRADE WITH WESTERN EUROPE: RETROSPECT AND PROSPECTS ROLE OF SUPER POWER IN THE EMERGING BUSINESS ENVIRONMENT NEW INTERNATIONAL ECONOMIC ORDER (NIEO): CHALLENGES FOR THE NEW MILLENNIUM GLOBALIZATION & CHILD LABOUR ISSUES SAARC- SUCCESS OR FAILURE IMPACT OF SOCIO- CULTURAL ENVIRONMENT ON BUSINESS DECISION MAKING INDO-CHINA RELATIONSHIP: POTENTIAL & PROSPECTS GEO-POLITICAL HAPPENINGS AND THEIR IMPACT ON GLOBAL BUSINESS WITH SPECIAL REFERENCE TO INDIA REGIONAL TRADING BLOCKS (WITH SPECIAL REFERENCE TO ASEAN) WTO, INDIA AND EMERGING AREAS OF TRADE DISAGREEMENTS IN WTO

84

PEDAGOGY Lectures, Discussions in the Class on regular basis on current issues and latest developments; Presentations by the students EVALUATION A) End Term Exam B) Internal assessment i) Group Assignment ii) Article Review iii) Attendance and Class Participation iv)Unannounced Test ASSIGNMENTS A) INDIVIDUAL Class participation and interaction- Discussion in the class on the current issues related to the subject for 20-25 minutes during each Session. Each student has to participate actively in this exercise. For this the Students are advised to read newspapers and magazines regularly B) GROUP End Term Project (one): Topics will be allocated during the second class of the trimester Review of the progress of the End Term Project- Power Point presentation will be done in the class on the day of the 9th Sessions REFERENCES: 1. Cavusgil, Knight, Riesenberger; International Business-Strategy, Management and new Realities(2009) 2. Cateora, Graham,Salwan; International Marketing (2010) 3. Krugman, Obstfeld; International Economics-Theory and Policy(2009) 4. Chary S.N., Elements of International Business(2006) 5. Cherunilam F., International Business Environment (2006) 6. Goldstein J. S., International Relations (2005) 7. Joan Eadleman Spero, The Politics of International Relations, (2001) 8. Clark, Ian, Globalization & Fragmentation, International Relations; in the 20th Century (1997) 9. Tuathail G. O., Critical Geopolitics (1996) 10. Jan Nijman, The Geopolitics of Power & Conflict: Superpower in the International System 1945 1992, (1993) 11. Nissanka, H.S.S., International Relations & Geopolitics (1997) 12. Krishan Gopal, Geopolitical Relations & Regional Cooperation (1996) 85 (Marks) 60 40 15 10 10 05

13. Todaro, Michael P., Economic Development (1998) 14. Khanna, V.N., International Relations (1998) 15. Ghai, U.R., International Politics (1999) 16. Demko G.J., Geopolitical Perspectives on the Twenty-first Century, (2001) 17. Chidambaram K, Alagappan V., Business Environment (2002) 18. Cherunilam F., Global Economy & Business Environment (2001) 19. Czinkota, Michael R. et al, Global Business (2001) 20. www.wto.org 21. www.imf.org 22. www.ibrd.org

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management Trimester - III Course Code: 1303 Academic Session: 2010-11 COURSE OBJECTIVES: Managing human capital in the new economy is a challenge all business professionals face. This course addresses that challenge by retaining its unique orientation to overall practicality and real-world Also, practical tips and suggestions are included in the course, which provide effective ways of dealing with problems in discipline, grievance, labour relations, and compensation administration. Upon completion of this course, the students will be able to: 1. Give an overview of the field of Human Resource Management (HRM), 86 Course Title: HRM Instructors: Bindu Chhabra/ Rashmi Sharma

2. 3. 4. 5. 6. 7.

Explain how the primary functions of HRM relate to each other and to the broader business strategy and describe the roles and responsibilities of HR professionals, Discuss how HRM has evolved over time and the emerging strategic role that HRM plays in modern organizations, Describe the role played by HRM in organizational change efforts, Demonstrate a practical understanding of HRM through practice exercises and case analyses, and Evaluate the value and appropriateness of HRM functions and programs within specific organizational settings. Understand the contemporary issues in HRM COURSE CONTENTS: Module Sess. Topic No. No./s I 1-2 Job Analysis & Design 1.1 Job Analysis : Concept, Process & Methods 1.2 Competency based job analysis 2.1 Job Description & Job Specification 2.2 Job design : Concept & Approaches 2.3 Factors affecting job design Readings: Aswathappa (2008) Human Resource & Personnel Management Ch. 5.

87

Bohlander & Snell ( 2007) : Managing Human Resources Ch 3. Dessler (2005) : Human Resource Management Ch 4. Case : Bohlander & Snell (2007), Job analysis and hiring decisions at Ovania Chemical, Pp. 706 710. Live Projects to be Given II 3-4 Human Resource Planning 3.1 HRP : Concept, Process & Significance 3.2 HRP issues 3.3 Forecasting Labour demand : Quantitative & qualitative methods 4.1 Forecasting Labour supply : Internal & External 4.2 Requisites for successful HRP 4.3 Models of HRP Readings: Ashwathappa (2008) : Human Resource & Personnel Management Ch. 4. Bohlander & Snell ( 2007) : Managing Human Resources Ch 4. Bratton & Gold (2007) : Human Resource Management Ch 6. III 5 Recruitment 5.1 Recruitment : Conceptual framework and important issues 5.2 Types & methods : Internal & external 5.3 Employee referrals 5.1 Evaluating recruitment effectiveness 5.2 Dejobbing 5.3 Recruiting Diverse Workforce Readings: Aswathappa (2008) : Human Resource & Personnel Management Ch. 6 Bohlander & Snell ( 2007) : Managing Human Resources Ch 4. Bratton & Gold (2007) : Human Resource Management Ch 7. Dessler & Varkkey (2009) : Human Resource Management Ch 2 Case: Carter Cleaning Company Getting Better Applicants ; Human Resource Management (11th edition) Gary Dessler, Biju Varkkey page 206 Selection & Interviewing 6.1 Selection : Concept and important issues 6.2 Role of HR and line managers in selection 6.3 Selection Process 6.4 Selection Methods & testing 7.1 Assessment centres 7.2 Selection Interviewing : Process & Types 7.3 Interviewing flaws & how to conduct an effective interview Readings: Bohlander & Snell ( 2007) : Managing Human Resources Ch 5. Bratton & Gold (2007) : Human Resource Management Ch 7 Article Review : 88

IV

6-7

8-9

Training and Development 8.1 Orientation 8.2 Training : Concept and process 8.3 Methods of training 9.1 Training delivery systems 9.2 Evaluation of training 9.3 Training in various Indian Companies 9.4 Development : Concept and approaches Readings: Bratton & Gold (2007) : Human Resource Management Ch 7. Bohlander & Snell ( 2007) : Managing Human Resources Ch 6. Dessler (2005) : Human Resource Management Ch 8. Case: Reinventing the Wheel at Apex Door Company; HRM(11th edition) Dessler, Varkkey, page 329-330

VI

10 -11 10.1 10.2 10.3 10.4 11.1 11.2 11.3 Managing Compensation Compensation: Overview, equity issues and types. Determinants of Compensation Job Evaluation : Concept & methods Job pricing Pay grades, pay ranges and wage curve Broad banding Competency-based Pay

Readings: Aswathappa (2008) : Human Resource & Personnel Management Ch. 11. Bohlander & Snell ( 2007) : Managing Human Resources Ch 9. Dessler (2005) : Human Resource Management Ch 11. Article Review: V A Ansari, Reforming the CEO compensation, Indian Management, Nov 2007, Pp. 54 57. VII 12-13 Establishing Strategic Pay Plans & Incentive Rewards 12.1 Strategic Reasons for Incentive Plans 12.2 Types of incentive plans 12.2.1 Individual 12.2.2 Group 12.2.3 Enterprise 13.1 Indirect compensation 13.2 Features & Benefits 13.3 Cafeteria plans 13.4 Administration of Benefits & Services . 89

Readings: Aswathappa (2008) : Human Resource & Personnel Management Ch. 12 Bohlander & Snell ( 2007) : Managing Human Resources Ch 9. Dessler (2005) : Human Resource Management Ch 12 VIII 14 Industrial Relations & Trade unions 14.1 14.2 14.3 14.4 14.5 Industrial relations Nature & importance Parties to IR Trade unions Concept & trade union movement in India

Readings: Aswathappa (2008) : Human Resource & Personnel Management Ch. 22. Bratton & Gold (2007) : Human Resource Management Ch 7. Bohlander & Snell (2007) : Managing Human Resources Ch 14.

IX

15 Organizational Exit 15.1 Reasons and strategic issues 15.2 Layoffs and strategies to avoid layoffs 15.3 Exit interview 15.4 Retention : Importance & strategies for retention Readings : Mello (2002) : Strategic Human Resource Management Ch 13. Case: Separation nightmare by V Rai. Human Capital, December 2005. Pp. 44-45, 47 16 International HRM 16.1 Concept and significance 16.2 Domestic HRM vs IHRM 16.3 International staffing 16.4 Training : process and design 16.5 Performance Management : Complexities & challenges 16.6 Managing Expatriation Readings: Ashwathappa (2005) : Human Resource & Personnel Management Ch. 28. Bohlander & Snell ( 2007) : Managing Human Resources Ch 12. Dessler (2005) : Human Resource Management Ch 17.

XII

17-18

Article Review: The Challenge of Managing Homecoming by Andrew Dutta and Pradeep Krishnatray. Indian Management, Feb 2006. Pp. 28-38. Contemporary Issues in HRM 90

XIII

19-20

17. Human Resource Information System : Application and Implementation 18 Corporate Blogging ; Issues, Implications and Effectiveness Report discussion and presentation

PEDAGOGY It will be a judicious mix of lectures, case analysis & discussion, article reviews, assignments & presentations by the students.

EVALUATION The course will be evaluated on the following basis: End-Term Examination: 60 Marks Internal Assessment: 40 Marks to be bifurcated as follows: Internal Evaluation Attendance & Class Participation: Article Review : Exercises and Caselets : Marks Live Projects (Group) : Presentation (Group)

10 Marks 05 Marks 05 10 Marks : 10 Marks

GROUP PROJECT GUIDELENES On the instructions of the instructor, identify 3 organizations with a well-established HRM department Conduct a primary study and try to understand the human resource activity of the organizations in all the areas covered in the syllabus Compare and contrast their HR practices & present a view on the best practices being followed in every functional area.

The emphasis is on group activity, whereby every member of the group has to be actively involved in the project READINGS ICMR Case studies in Human Resource Management, Vol III , 2004. Bratton & Gold, Human Resource Management : Theory & Practice, Pal grave Mac Millan, 2007. D.A. Decenzo & S.P. Robbins, Human Resource Management, John Wiley & Sons, Inc., 2001 edition 91

George W. Bohlander Edition , 2007.

Scott A. Snell Managing Human Resources, Thompson South Western 14th

Gary Dessler, Human Resource Management, Pearson Education, 2009 Jeffrey A Mello, Strategic Human Resource Management, International Thomson Computer Pres, 2002. Jyothi & Venkatesh, Human Resource Management, Oxford University Press, 2007. K Ashwathappa, Human Resource and Personnel Management, Tata McGraw Hill, New Delhi, 2008 edition Robert L. Mathis & John H. Jackson Human Resource Management, Thompson South Western, 12th Edition, 2008 Wayne F. Cascio, Managing Human Resources, Tata McGraw Hill, New Delhi, 2006 edition

92

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year (Full-Time) Post Graduate Diploma in Management Semester-III

Course Code: 1304 Academic Session: 2010-11

Course Title: Corporate Finance II Instructor: Dr. Ashish Garg

Course Objective - The purpose of this paper is to familiarize students with decision-making tools used by financial managers to analyze and resolve the opportunities and challenges an organization faces. It aims to cover certain topics already dealt with in CF-I, in greater detail, apart from introducing several advanced topics in corporate finance like derivatives, corporate restructuring and international finance. The course presupposes that students are conversant and are well versed on the issues already covered in the first part of this paper (CF I). Course Outline Module 1.Capital Budgeting Session No. 1 -4 Topic Capital Budgeting (4 Sessions) Nature, Importance and Types of Investment Decisions, Capital Budgeting Techniques (Cash Flow Based Measures and Accounting Information Based Measures), Why is NPV a better evaluation technique compared to IRR? Risk analysis in Capital Budgeting, Sensitivity and Scenario Analysis, Decision Tree Approach. Limitations of the NPV method, the Real Options Approach. Readings Van Horne: chapter 6,7 Brealey, & Myers: chapter -9,10,11,12 Brigham and Ehrhardt: chapter 10,11,12 Aswath Damodaran: chapter 10,11,12 Case Study: Compass Records Dividend Decision (2 Sessions) (Ir) Relevance debate, Theories on Dividends, Empirical studies on dividend paying behavior, Readings Brealey and Myers: chapter- 16 Damodaran A: chapter 20, 21 Van Horne: chapter -11 Brigham and Ehrhardt: chapter- 18 Case Study: Gainesboro Machine Tools Corporation Cash Management (1 Session) Importance of CM, Motives for holding cash, Cash planning, Managing cash collections and Disbursements, 93

2. Dividend Decisions

5-6

3. Cash Managem ent 7

Investing surplus cash I securities. Readings Van Horne: chapter - 14 Aswath Damodaran: chapter - 14 4.Accounts Receivabl es 8-9 Management of Accounts Receivable (2 Sessions) credit policy, variables in credit policy, monitoring receivables. Readings Van Horne: chapter - 15 Management of Inventory (1 Session) Motives of holding inventory, Inventory Management, deciding optimal level of inventory, EOQ Model,, Uncertainty and safety stocks, inventory monitoring and control. Readings Van Horne: chapter 15 Srivastava and Mishra 22 Pandey - 29 Market efficiency in the context of corporate finance (1 Session) Concept of Market efficiency (Rationality), Forms of market efficiency, efficient markets and its implications. Readings Bodie, Kane, Marcus, Mohanty-Chapter 12 Case Study: Bill Miller and Value Trust Leasing and Hire Purchase (1 Session) Readings Van Horne: chapter 18 Brealey, & Myers: chapter -26 Brigham and Ehrhardt: chapter 20 Case Study: Primus Automation Division 2002 Corporate Restructuring (Mergers or Acquisitions) (1 Session) Motives behind mergers, a cost benefit analysis of restructuring, mechanics of a merger, takeover battles and strategies Readings Van Horne: chapter 23,24 Brealey, & Myers: chapter -32,33 Brigham and Ehrhardt: chapter 25 Aswath Damodaran: chapter - 26 Financial Derivatives (1 Session) An Introduction Readings Brigham and Ehrhardt: chapter 23 94

5.Inventory Managem ent

10

6.

Market Efficiency

11

7.

Leasing and Hire Purchase

12-13

8. Corporate Restructu ring

14-15

9.

Financial Derivative s

16

10

Project Study Self Study Sources of finance

18-20

Aswath Damodaran: chapter - 27 Group Presentations Long-term sources of finance, hybrid instruments, Venture Capital Financing. Readings I M Pandey, Financial Management 8th ed, Vikas Publishing House, chapter - 28, 29, 31, Overview of Various Financial Services Khan, M.Y., Financial Services, Tata McGraw Hill International Financial Management - An Overview Readings Van Horne: chapter - 25 Brigham and Ehrhardt: chapter 26

Management of Financial Services International Financial Manageme nt

LEARNING RESOURCES: Recommended Readings Berk and DeMarzo, Financial Management, 2008 (First Edition), Pearson Education, India. Brealey, Richard & Myers. Stewart : Principles of Corporate Finance.2007 (Eight Edition), Tata McGraw Hill. Brigham and Ehrhardt, Financial Management: Text and Cases , 2009 (Third Edition). Thomson South West Publications. Chandra, Prasanna: Financial Management - Theory & Practice. 2008 (4th Edition), Tata McGraw Hill. Damodaran, Aswath : Corporate Finance - Theory & Practice. 2009 (Second Edition) John Wiley & Sons. Khan and Jain, Financial Management: Text, Problems and Cases, 2008 (Fifth Edition), McGraw Hill Publication, Delhi. Pandey, I.M. Financial Management, 2006 (Ninth Edition), Vikas Publications, India. Van Horne, James c.: Financial Management & Policy, 2009 (Twelfth Edition), Prentice Hall of India. Ross, Westerfield and Jaffe: Corporate Finance, 2008 (seventh Edition), Tata McGraw Hills, Delhi. Srivastava and Mishra, Financial Management, 2009, Oxford University Press. Cases: Srivastava and Mishra, Financial Management, 2009, Oxford University Press. Bruner, Robert F., Case Studies in Finance, 2008 (Fifth Edition), Tata McGraw Hills Publication, Delhi. Kester, Ruback and Tufano, Case Problems in Finance, 2008 (12 th Edition), Tata McGraw Hills Publication, Delhi. Pedagogy: The teaching methodology will be a mix of lectures, assignments, case analysis and discussion, problem sets, self study, projects, and presentations by students. 95

Evaluation: End term 60marks Internal Assessment 40marks 4. Individual Assignment 5. Group Assignment 6. Announced/Surprise Quizzes / Tests 4. Case solution and Discussion

10 10 10 10

Individual Assignment Pick up a company and analyse the dividend policy of the company for past 5 years with the help of the annual reports of the company. Group Assignment Pick up a sector, collect the financial statements of last 5 years of major companies in that sector and go for ratio analysis of those companies.

96

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full-Time Post Graduate Diploma in Management PGDM (TRIMESTER III) Course Code: 1305 Session: 2010-11 COURSE OBJECTIVE: The objective of this course is to provide the students an insight into the scope and extent of application of marketing research as an information providing activity for the purpose of management decision-making It is designed to equip the students with the basic understanding of research methodology and modern analytical tools. COURSE CONTENTS: Module No 1 Session No. /s 1-2 Topic & Reading/s 1.1 Nature and scope of marketing research 1.2 Role of Marketing Research in Marketing: Information Systems and Types of Research Readings Boyd Marketing Research Chapter 1 Malhotra, N. Marketing Research An Applied Orientation Chapter 1 2 3-4
2.1 Overview of research process. 2.2 Problem formulation & developing an approach. 2.3 Components of approach & research objectives.

Course Title: Marketing Research Instructor : Kirti Sharma

Readings Malhotra, N. Marketing Research An Applied Orientation Chapter 2 Case Study: Nike Sprints Ahead of the Competition, Yet Has A Long Way to Run 3.1 Types of research designs Exploratory, Descriptive & Causal (Experimental). 3.2 Designing the research project. 3.3 Potential sources of error- random sampling error and Non-sampling error. 97

5-7

Readings Malhotra, N. Marketing Research An Applied Orientation Chapter 3-7 4 8 -9 4.1 Scales of measurement Comparative Scaling and Non- comparative scaling techniques. 4.2 Questionnaire design for data collection and Scale Development Readings Malhotra, N. Marketing Research An Applied Orientation Chapter 8,9,10 Case Study: Candy is Dandy for Hershey 5 10- 11 Sampling : Design and procedures . 5.1 Sampling an introduction, 5.2 Sampling proceduresProbability and Nonprobability 5.3 Sampling techniques and sample size , complex sampling procedures. Readings Malhotra, N. Marketing Research An Applied Orientation Chapter 11 & 12 Boyd & Westfall - Chapter 10 6 12 - 13 Data collection and preparation 6.1 Frequency distribution, 6.2 Cross- Tabulation and Formulation of Hypothesis 6.3 Hypothesis Testing 6.4 T-test, Analysis of Variance and Covariance Readings Malhotra, N. Marketing Research An Applied Orientation Chapter 15, 16 Boyd & Westfall - Chapter 14 Case Study : Fragrances are Sweet but competition is bitter 7 14 7.1 Bivariate and multiple correlation and regression and its applications in various marketing 98

situations Readings Boyd & Westfall Chapter 15 Malhotra, N. Marketing Research An Applied Orientation Chapter 17 8 15 - 16 8.1 Applications of multivariate data analysis techniques like, factor analysis, cluster analysis, multidimensional scaling and conjoint analysis in marketing. 8.2 Logistic Regression Readings Malhotra, N. Marketing Research An Applied Orientation Chapter 18, 19, 20,21 Boyd & Westfall Chapter 16, 17 9 17 9.1 Marketing research and applications in the area of sales management , segmentation , product research test marketing & advertising research. Cases using SPSS & Exercises on Factor analysis, ANOVA. Readings Boyd & Westfall Chapter 19,20,21,22 8 18-19 Reporting research guidelines Presentation of data. Readings Malhotra, N. Marketing Research An Applied Orientation Chapter 22 End-Term Project Presentations findings , written report

10

20

PEDAGOGY: Lectures, Cases, Individual assignments, SPSS Practical exposure and presentations by students. The teaching in the sessions will comprise of interactive lectures and discussions on the given casestudies, and lectures. The main objective of the course being the application of earlier learnings in functional areas. The lectures will be restricted to integration aspects and on the concepts relevant to the case as the solutions to the theory and cases. Complete understanding of the key issues are desired only after substantial class debate and discussions i.e. learning from one another. Assignment should be submitted on time as per the instructions given in the class. 99

EVALUATION PAREMETERS: Marks End-term examination Internal evaluation Internal Evaluation will be based on Cases Project (group) Tests/ Quizzes Assignment (individual) Attendance & Class participation Articles: 1. Shannon Anderson, Lisa Klein Pearo and Sally K. Widener, Drivers of Service Satisfaction: Linking Customer Satisfaction to the Service Concept and Customer Characteristics, Journal of Service Research, Vol.10, 2008; p 365 2. Jham Vimi & Khan Kaleem Mohd, Customer satisfaction in the Indian banking sector: A Study, IIMB Management Review, March 2008: pp 84-93 3. Jamal Ahmad, Naser Kamal, Customer satisfaction and retail banking: an assessment of some of the key antecedents of customer satisfaction in retail banking, International Journal of Bank marketing, Vol.20, April 2002: pp146-160 4. Byung Chul Shine, Jongwon Park, And Robert S. Wyer Jr., Brand Synergy Effects In Multiple Brand Extensions, Journal Of Marketing Research Vol. XLIV (November 2007), 663670. 5. Martilla John A. & James John C., Importance-Performance Analysis, January 1977, pp. 77-79. Readings: 1. Aaker DA and Day GS Marketing Research John Wiley & Sons Inc. 7th Edition. 2. Boyd HW &Westfall R Marketing Research Text & Cases Richard D. Irwin Inc. 7 th Edition. 3. Burns A.C. and Bush R.F. Marketing Research Prentice Hall. 4. Malhotra N.K. Marketing Research : An Applied Orientation Pearson Education 4th Edition 100 Journal of Marketing, 10 10 05 05 10 60 40

5. Easwaran, S. and Singh, Sharmilla J. Marketing Research- Concepts, Practices, and Cases 6. Nargundkar Rajendra Marketing Research- Text and Cases, 3rd Edition 7. Hair, Joseph F, Marketing Research: Within a Changing Information Environment, 2nd Ed., New Delhi, Tata McGraw Hill, 2003.

Handouts and other reading materials will be provided as and when required.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year (Full-Time) Post Graduate Diploma in Management Trimester-III Course Code: 1306 Academic Session: 2010-11 Course Title: Operations Management Instructor:

COURSE OBJECTIVES: Facilitating students to understand the fundamental concepts and techniques necessary for attaining world-class performance in manufacturing and service operations while achieving corporate competitiveness. The course deals with the focus of the production system as it goes through from its berth-to-maturity in its life cycle. The key issues will be discussed under three broad areas in decision-making: the strategic decisions, tactical planning and operational planning and control decisions. COURSE CONTENTS: Module No. 1 1 Sessions Topic & Reading/s Readings: 2 2-3 Operations Management, Chase, Ch. 1-2 Russell & Taylor III, Ch.1 What is Operations Management ? Production System, Transformation Processes Difference in good and services Operations Strategy Operations Competitive Dimensions Order Winners and Qualifiers Strategic fit Fitting operational Activities to strategy Case discussion: South West Airlines

Introduction to Operations Management

Designing Operations Product design, Process Analysis and Process selection Process Analysis Product Design and Process Selection- Manufacturing -Product Design Process 102

-QFD -Process selection Product Design and Process Selection-services Readings: 4 Facility Location 5-6 Facility Layouts Readings: 3 7 Operations Management, Chase, Technical note 5, 10 Operations Management, Heizer & Render, Ch. 8 - 9 Operations Management, Russell & Taylor III, Ch. 5 Operations Management, Chase, Ch. 5-6 Operations Management, Heizer & Render, Ch. 5 Strategic importance of location Factor affecting location decisions Factor Rating method Centre of gravity method Transportation model Types of layout Product Layout: Assembly lines and line balancing Process and Cellular layouts Retail service layout Fixed position layout In-class exercises

Supply Chain Management Supply Chain Strategy What is Supply Chain? Measuring supply chain performance Supply Chain Design strategy Decision phases of a supply chain Readings: 8 Operations Management, Chase, Ch. 9 Supply Chain Management, Sunil Chopra, Ch. 1-2

Strategic Capacity Management Capacity Management in Operations Capacity Planning concepts Determining Capacity requirements Using decision trees to evaluate capacity alternatives In-class exercises 103

Readings: 9 Operations Management, Chase, Ch. 10 Operations Management, Heizer & Render, Supplement 7

Just-In-Time (JIT) and Lean systems JIT logic The Toyota Production system -Elimination of waste -Respect for people JIT Implementation requirements Case: Toyotas JIT Revolution Readings: Operations Management, Chase, Ch. 11 Operations Management, Russell & Taylor III, Ch. 11 Planning and Controlling the Supply Chain

4 10

Aggregate Sales and Operations Planning Overview of Sales and Operations planning Production planning strategies -Chase strategy -Level strategy In-class exercises Readings: Operations Management, Chase, Ch. 13 11 Materials Requirement planning (MRP) Master Production schedule Bill of materials (BOM) MRP system structure - Product structure tree - MRP schedule In class exercise Readings: Operations Management, Chase, Ch.15 Operations Management, Heizer & Render, Ch.14 Inventory Control Purpose of Inventory Inventory costs Independent versus Dependent demand Inventory systems Fixed-Order quantity models Fixed-Time period models Price break models ABC Analysis In-class exercises 104

12-13

Readings: Operations Management, Chase, Ch.14 Operations Management, Heizer & Render, Ch.12 Operations Management, Russell & Taylor III, Ch. 10 14 Operations Scheduling Priority rules Scheduling n jobs on one, two and m machines Gantt charts Personnel scheduling in services In-class exercises Readings: Operations Management, Chase, Ch.14 Operations Management, Heizer & Render, Ch.12 Operations Management, Russell & Taylor III, Ch. 10 Theory of Constraints (TOC) Goal of firm Performance measurements Bottlenecks and Capacity Constrained Resources Drum-Buffer-Rope Five Focusing Steps (FFS) for continuous improvement Group Presentations on TOC applications Readings: Operations Management, Chase, Ch.17 The Goal By Goldratt E.M.

15

Pedagogy & Evaluation The course will be taught in the way of lectures, discussions, case analyses, group presentations and class exercises. Team Formation In this class you will give presentation in a team of no more than four people. Teams of more than four cannot be accepted under any circumstances. Each team will be assigned a topic and a presentation of 20 minutes will be taken. EVALUATION PARAMETERS: End Term Examination Group presentations, Case discussions, test, and participation Group Presentations Class Participation / Attendance Case Discussions Tests 10% 10% 10% 10% 105 60% 40%

Cases: Copies of the cases will be provided in advance before the class while discussing the relevant module. LEARNING RESOURCES: Text Books Operations Management for Competitive Advantage, 11th ed. 2006, Chase Jacobs Aquilano, Tata Mc-Graw-Hill. Operations Management, Russell & Taylor III, 5th ed. 2005, Pearson Education. Operations Management, Heizer & Render, 8th ed. 2008, Pearson Education Supply Chain Management, Sunil Chopra, Pearson Education. Recommended additional readings: Goldratt, E.M. and Cox, J. (1992), The Goal, 3rd revised ed., Productivity and Quality Publishing Private Limited, Madras. Operations Management, Krajewski, Ritzman & Malhotra, 8th ed., Pearson Education. Operations Management, Gaither & Frazier, 9th ed., Thomson South-Western.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT PGPM (FULL- TIME) - TRIMESTER VI Course Code: 1307 Session: 2010-2011 OBJECTIVES The course presents the theories that serve as the background for analysis of ethical behavior in business. It provides opportunities for practical application of those theories to current business situations. The focus is on learning to identify act on ethical problems in the work organization. CONTENTS * Introduction to business ethics; Ethics in the world of business; Utilitarianism; Kantian ethics (Sessions-2) References Boatright, J.R. (2003): Ethics and the conduct of business Velasquez, M.G. (2002): Business Ethics- concepts and cases * Theories of moral reasoning & justice approaches (Sessions-1) References Boatright, J.R. (2003): Ethics and the conduct of business Velasquez, M.G. (2002): Business Ethics- concepts and cases * Corporate Social Responsibility (Sessions-1) References Boatright, J.R. (2003): Ethics and the conduct of business 107 Course Title: Business Ethics Instructor:

Velasquez, M.G. (2002): Business Ethics- concepts and cases Milton Friedman- social responsibility of business is to increase its profits Rogene A.Buchholz (1989): the evolution of corporate social responsibility * Whistle-blowing (Sessions-1) Boatright, J.R. (2003): Ethics and the conduct of business Velasquez, M.G. (2002): Business Ethics- concepts and cases Nader, R. (1972): The anatomy of whistle blowing James, G.G. (2001): Whistle blowing its moral justification Ethics and Management- Ethical issues in strategic management, Operations Management, Marketing Management, Financial Management & Human Resource Management (Sessions-1) References Boatright, J.R. (2003): Ethics and the conduct of business Velasquez, M.G. (2002): Business Ethics- concepts and cases Haretman Hoffman Kitson & Campbell Ethical Dilemas at Work (Sessions-1)

Boatright, J.R. (2003): Ethics and the conduct of business Velasquez, M.G. (2002): Business Ethics- concepts and cases Vedanta & Management (Sessions-1)

References Nalini,VC.Dave- Vedanta & Management * Extrracts fdrom Ramayan & Mahabarata (Sessions-1) METHODOLOGY The lectures & discussions, based on cases & incident4s bighlighting the practical business situations, classics from literature & films will be used as instruments for delivering the contents & will be announced in class.

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ASSIGNMENTS Group Assignments Each group shall be assigned an article/novel/case on ethical dilemmas. The drama/enactment should focus on the characters & the dilemmas faced by them bile taking ethical, moral & justice approaches. Tughlaq All my sons Values in Tension Satyadas Is business bluffing ethical Managing for organizational integrity The Parable of the Sadhu My experiments with truth Individual Assignments Any article review based on ethical principles & issues. EVALUATION The course will be evaluated on following basis End-term examination 60 Marks Internal Assessment 40 Marks which will be further bifurcated as Under: Internal evaluation Attendance & class participation. 10 Individual assignments. .5 Group assignments & projects .25 SUGGESTED READINGS Boatright, J.R. (2003): Ethics and the conduct of business Bhatia, S.K. (2003): Business Ethics & Managerial Values-Concepts issues & dilemmas in shaping ethical culture for competitive advantage of organizations. Deep & Deep Publications, New Delhi. Bradco, J.L. (1995): Business Ethics Role and Responsibilities. Irwin Publications. Chakraborty, S.K. (1998): Values & ethics for organizations-theory & practice; Oxford University Press, Delhi. Harman, L.P. (1998): Perspectives in Business Ethics, McGraw Hill Publications: Hoffman, W.M (1995): Business Ethics-Readings and cases in corporate morality.MeGraw Hill Publications. Kitson, A.C. (1996): The Ethical Organization. Macmillan. 109

Shaw, W.H. (1999): Business Ethics, Wordsworth. Sekhar, R.C. (1997): Ethical choices in business, Response Books, New Delhi. Sherlekar, S.A. (1998): Ethics in Management, Himalaya Mumbai. Velasquez, M.G. (2002): Business Ethics- concepts and cases

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI TWO-YEAR, FULL-TIME PGDM TRIMESTER IV Course Code: 2401 Academic Session: 2010-2011 Course Title: Strategic Management I

COURSE OBJECTIVES: The course on strategic management is designed to enable students: To develop a general management perspective by understanding an organization's strategic situation To help the students bring together all the functional skills that they have learned so far and critically examine an organization's external environment and internal working To experience sets of multifunctional problems that confront top management. To help students understand the concept of strategy and strategic management process both at business and corporate level To formulate various strategic options and evaluate them and select the most appropriate strategy To understand how to formulate their own useful "mental maps" of important issues, which organizations are likely to face and also the intricacies of implementation.

COURSE CONTENTS Module # Session # 1 1-3 Topic & Reading/s

Country Analysis: A framework to identify and evaluate the national business environment Strategic management process versus Functional strategies Country Analysis: A framework to identify and evaluate the national business environment by Prof I J Alexander Dyck HBS 9-797-092 Assignment: Map the analysis for India Readings: P Drucker, "The Theory of Business" HBR Sep-Oct 1994 M E Porter, "What is Strategy?" HBR Nov-Dec 1996 G Hamel, "Strategy as Revolution" HBR Jul-Aug 1996 Eisenhardt & Hull, "Strategy as Simple Rules" HBR Jan 2001 Mintzberg & Lampel, "Reflecting on the Strategy Process" SMR Spring 1999 4-5 Vision, Mission, Strategic Intent, Goals and Objectives Readings: Collins & Porras, "Building Your Company's Vision " HBR Sep-Oct 1996 Forest David & Fred David "It is time to redraft your mission statement " Journal of Business Strategy, Jan/Feb 2003 Hamel & Prahalad, "Strategic Intent" HBR May-June 1989 111

Thompson & Strickland, Ch 2 Johnson & Scholes, Ch 3

Case: Infosys Technologies Limited: Going Global Kavita Abraham and Sumantra Ghosal, in Sumantra Ghoshal et al (eds.) World Class in India, Penguin Books, 2002. 3 6-8 Strategic Management Tools & Models Readings: M E Porter, "The Five Competitive Forces That Shape Strategy?" HBR January 2008, pp.79-93 M E Porter, Competitive Advantage, New York, Free Press, 1985, Chapter 2 M E Porter, "The Competitive Advantage of Nations" HBR MarchApril 1990, pp.73-93 Brandenburger & Nalebuff, "The Right Game: Use Game Theory to Shape Strategy" HBR July-August 1995, pp.57-71 Ohmae, Kenichi, The Mind of Strategist; Kazmi, Azhar, Business Policy and Strategic Management, 2/e, New Delhi, Tata McGraw Hill, 2002, pp.252-262 Srinivasan, R, Strategic Management: The Indian Context, 2/e, New Delhi, Prentice Hall of India, 2005, pp.107-119 Bowman, Cliff, Strategic in Practice, Hertfordshire, Prentice Hall Europe, 1998, Chapter 2, pp.20-41 Johnson & Scholes, Ch 3 Evans & Wurster, "Strategy & The New Economy of Information" HBR Sep-Oct 1997

Case: Hindustan Lever Limited: Levers for Change Sumantra Ghosal and Charlotte Butler, in Sumantra Ghoshal et al (eds.) World Class in India, Penguin Books, 2002. 4 9-10 Environmental Analysis (Broad external environment including political, economic, social and technological factors affecting an industry and the organization within the industry will be assessed. Additionally, immediate external environment including industry/market, strategic group, competitors, complementors, substitutes, will include game theory and scenario planning) Readings: Evans & Wurster, "Strategy & The New Economy of Information" HBR Sep-Oct 1997 Fred David, Ch 3 Brandenburger & Nalebuff, The Right Game HBR Jul-Aug 1995 112

 P Schoemaker, Scenario Planning: A Tool for Strategic Thinking SMR Winter 1995 Thompson & Strickland, Ch 3 Johnson & Scholes, Ch 3 Porter (1980), Ch 1, 8, 10 Case: Inside Intel Inside; Young me Moon HBS 9-502-083 7 11-12 Internal Analysis: (Resources, capabilities and competencies including core competencies, and use of value chain and experience curve) Readings: Rayport & Sviokla, Exploiting the Virtual Value Chain HBR NovDec 1995 M E Porter, Strategy and the Internet - HBR Mar 2001 Fred David, Ch 4 Hamel & Prahalad, 9 & 10 Johnson & Scholes, Ch 4 Porter (1985), Ch 2 Case: Ranbaxy Laboratories Limited: From Vision to Action Ghoshal et al in Sumantra Ghoshal et al (eds.) World Class in India, Penguin Books, 2002. 8 13-14 Corporate Strategy & Portfolio Analysis: Readings: Campbell, Goold & Alexander, Corporate Strategy: The Quest HBR Mar-Apr 1995 Collis & Montgomery, Creating Corporate Advantage HBR MayJun 1998 Fred David, Ch 3 Hax & Majluf, 7, 8 & 9 Johnson & Scholes, Ch 6 Case: Unilevers Path to Growth Strategy: Is IT Working?by Arthur A. Thompson in Crafting and Executing Strategy (Thompson, Strickland, Gamble, and Jain, Tata Mc-Graw Hill, 2006). Hindustan Lever Limited: The Spirit of Entrepreneurship in the Big-Small Company by Gita Piramal, Sudeep Budhiraja, and Sumantra Ghoshal in Sumantra Ghoshal et al (eds.) World Class in India, Penguin Books, 2002. 9 15-16 Strategies in Globalizing Markets: Readings: Thompson & Strickland, Ch 6 Hitt, Ireland & Hoskisson, Ch 8 113

 Porter (1990), Ch 2, 3, 4 Note On Marketing Strategy; HBS 9-598-061 by Professor Robert J. Dolan Case: Apple INC. 2008 by David B. Yoffie and Michael Slind HBS N9-708480 10 17 Strategic Options, Evaluation and Choice: (Generic strategic alternatives, Exploring growth strategies and strategic clock/compass) Readings: Hax & Wilde, The Delta Model SMR Winter 1999 Karina Funk, Sustainability and Performance SMR Winter 2003 Jauch, Gupta & Gleuck, Ch 6 & 7 Thompson & Strickland, Ch 5, 10 Johnson & Scholes, Ch 7, 8 Bowman, Ch 2 Barney, Ch 5 Case: WIPRO Corporation: Balancing the Future Ramachandran, J. & Sumantra Ghosal in Sumantra Ghoshal et al (eds.) World Class in India, Penguin Books, 2002. 11 18-19 Strategic Implementation: Readings: Kaplan, Robert S & Norton, David P, The Balance Scorecard Measures that Drive Performance HBR Jan-Feb 1992, pp 71-79 Kaplan, Robert S & Norton, David P, Having Trouble with Strategy? Then Map It HBR Sept-Oct. 2000, pp 167-176 Kaplan, Robert S & Norton, David P, The Office of Strategic Management HBR Oct. 2005, pp 73-80 Kaplan, Robert S & Norton, David P, Measuring the Strategic Readiness of Intangible Assets Balance Scorecard Measures that Drive Performance HBR Feb 2004, pp 52-63 Kaplan, Robert S & Norton, David P, How to Implement a New Strategy without Disrupting your Organization HBR March 2006, pp 100-109 Kaplan, Robert S & Norton, David P, Using Balance Scorecard as a Strategic Management System HBR July-August 2007, pp 150-161 Kaplan, Robert S & Norton, David P, Mastering the Management System HBR Jan 2008, pp 62-77 Kaplan, Robert S & Norton, David P, The Balance Scorecard Measures that Drive Performance HBR Jan-Feb 1992, pp 71-79 Thompson & Strickland, Ch 12-13 Johnson & Scholes, Ch 10

114

Case: Hero Honda Motors (India) Ltd.: Is It Honda That Made It a Hero? By Kannan Ramaswamy, in in Crafting and Executing Strategy (Thompson, Strickland, Gamble, and Jain, Tata Mc-Graw Hill, 2006).

12 20 End Term Presentations: PEDAGOGY: The sessions will be a blend of interactive lectures and discussions on the given case and real life projects. Students are expected to study the readings and the relevant chapters indicated under each topic before coming to the class. The main objective of the course being the application of earlier learning in functional areas, the lectures will be restricted to integration aspects and on concepts relevant to the course. The solutions to theory, case and real life problems in this course are varied. A major objective of this course is to develop analytical skill in students. Students analyzing the given cases thoroughly and basing their discussions in the class on this analysis shall facilitate development of this skill. For a better understanding of case analysis, discussion and presentation, students are advised to read 'A Guide to Case Analysis" in Strategic Management by Thompson & Strickland or "How to Analyze a Business Policy case" in Strategic Management by Fred. R. David. EVALUATION: The course will be evaluated on the following basis: End Term Examination 60 marks Internal Assessment 40 marks Internal Evaluation Case Discussions and Written Submissions 10 marks Real Life Project Presentations and Written Submissions 15 marks Tests, individual assignments, quizzes etc. 5 marks Attendance and Participation 10 marks Internal evaluation will be done on a continuous basis and students will be informally briefed from time to time about their progress. Formal evaluation results may however be announced only in the middle and at the end of the trimester. BASIC READINGS: A A Thompson & A J Strickland: Strategic Management, 111, Tata McGraw Hill Publishing Co. Ltd. 13th Edition, 2003 G Johnson & K Scholes: Exploring Corporate Strategy, Prentice hall of India Ltd., 6th Edition, 2002 Fred R David: Strategic Management, Pearson Education 2003 G Hamel & C K Prahalad: Competing for the Future, Tata McGraw Hill Publishing Co. Ltd., 1994 M E Porter: Competitive Strategy, Free Press, 1980 M E Porter: Competitive Advantage, Free Press, 1985 M E Porter: Competitive Advantage of Nations, Free Press, 1990 115

A C Hax & N S Majluf: The Strategy Concept and Process H Mintzberg & J B Quinn: The Strategy Process T L Wheelen & J D Hunger: Strategic Management H Mintzberg, B Ahlstrand & J Lampbel: Strategy Safari P Ghemawat: Strategy and Business Landscape, Pearson Education, 2007 V S Ramaswamy & S. Namakumari: Strategic Planning J C Collins & J I Porras: Build to Last J Collins: Good to Great Sharon M Oster: Modern Competitor Analysis BJ. Nalebuff & A.M. Brandenburger: Co-optition R Das: Crafting the Strategy Azhar Kazmi: Business Policy and Strategic Management

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Lal Bahadur Shastri Institute of Management PGDM (Full-Time)-Trimester-V Course Code: 2502 Session: 2010-2011 Objectives The course is in continuation of the SM I course of Trimester IV. Specific objectives of the course would be: Identify and define different types of competence. Understand the importance of integrating strategy implementation and strategy formulation. Understand the different organizational structures used to implement different corporatelevel strategies and business level strategies Understand strategic role of leadership in determining organizations directions. Analyse the strategy evaluation and control process. Pedagogy The pedagogy will consist of lectures, discussions, team project, team case-study analysis and presentations. Text Books: Core Reading (1) Exploring Corporate Strategy, Seventh Edition, by Gerry Johnson, Kevan Scholes, Pearson Education, 2007 (2) Management of Strategy, Concepts & Cases, by Michael A. Hitt, R. Duane Ireland & Robert E. Hoskission (HIH), South Western, Thomson Learning (Indian Print), 2007. (3) Execution: The discipline of getting things done, by Larry Bossidy & Ram Charan, Crown Publishers, 2002. Course Content The Course Content is attached Module 1 Session 12 Course Content Topic and Special Reading Reading: 1. Best Practice-Strategic Initiatives, Upto Code: Does your companys conduct meet World Class standards. By Lynn Paine, Rohit Despande, Joshua D. Margolis & Kim Eric Betther.HBR, Dec 2005 2. What every CEO should know about creating new business. By David A. Garvin. HBR, July-August, 2004 3. Strategy Maps by Robert S. Kaplan & David P. Norton, 117 Course Title: Strategic Management-II

2 3 4

3 45 67

5 6

8 9 10

Excerpt from Ch 1 & 2 in Strategy Maps: Converting Intangible Assets into Tangible Outcomes, HBS Press, Boston 2004 SWOT Analysis: Relevance to corporate strategy Analysis of corporate strategies: stability strategies BCG Model and EVA model Analysis of corporate strategies: strategy for managing change Restructuring, Divestment, Turnaround strategy, Managing Radical change Special Reading 1. Ghoshal, S., and othes, Managing Radical Change, Panguin Books 2002 2. P. Hersp and T.A. Stewart Leading change when Business is Good HBR, December, 2004 Class Test Analysis of corporate strategies: Expansion strategies Diversification, integration, M & A Case: Tata Steels Acquisition of Corus, by V. Gupta and A. Harish ICMR Center for Management Research, 2010.

7 8

11 12 13

14 15

Mid-Term: Group Case Presentation Corporate level strategy, Business level strategy, Combination strategy, Case : ONGCs Growth Strategy , by V. Gupta and Aparna, Y. ICMR Center for Management Research, 2004. Competition, Competitive Advantage and SCA Porters Model, competitive position matrix, SCA Special Reading 1. A. Nag, Strategic Marketing, Macmillan India, 2008, chapters 12 and 13 2. Hunt, S.C. and Morgan, R.M The Comparative Advantage; theory of competition , Journal of Marketing, April, 1995 Strategy Implementation Structural implementation(formal and informal), functional implementation, behavioural implementation Case: Louis Gerstner- . The Man who turned IBM around. V. Gupta and K. Prashanth ICMR Center for Management Research, 2003.

10

16 17

11

18-1920

Strategy Evaluation and control Evaluation and Content process , evaluation criteria, balanced scorecard Class Session1. Building a Strategy focused Organization by Robert S. Kaplan & David P. Norton, HBR, Sep, 118

1999 2. Mastering a Management System by Robert S. Kaplan & David P. Norton , HBR, Jan 2008 3. Control in an age of empowerment by Robert Simons, HBR, March-April, 1995. Special Reading 1. Kaplan and Norton, Using the Balanced Scorecard as a strategic management system, HBR, JanuaryFebruary. 1996 2. Kaplan and Norton, Putting the Balanced Scorecard to Work, HBR, February, 2000 Presentations Evaluation: End Term Examination Internal Assessment Internal Evaluation Case Presentation Real Life Project Presentation Class Test Class Participation 60 marks 40 marks 10 marks 15 marks 10 marks 5 marks

Internal evaluation will be done on a continuous basis and students will be informally briefed from time to time about their progress. Formal evaluation results may however be announced only in the middle and at the end of the trimester PEDAGOGY: The sessions will be a blend of interactive lectures and discussions on the given case and real life projects. Students are expected to study the readings and the relevant chapters indicated under each topic before coming to the class. The main objective of the course being the application of earlier learning in functional areas, the lectures will be restricted to integration aspects and on concepts relevant to the course. The solutions to theory, case and real life problems in this course are varied. A major objective of this course is to develop analytical skill in students. Students analyzing the given cases thoroughly and basing their discussions in the class on this analysis shall facilitate development of this skill.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Program in Management Trimester VI Course Code: 2601 Academic Session:2010-2011 OBJECTIVES: Great organizations achieve sustainable growth and profits because they do what other organization dont building upon and leveraging their capital. The rationale behind this course iis the belief that excellence is a integral part of organization strategy & organizational strategy implementation entails performing practical management tasks aimed at making things happen. The speed of change encourages organizations to be driven by flexibility, new reward approaches culture change & sustained growth. These are a few issues that this course is going to address. INCIVIDUAL ASSIGEMENTS A book review has to be done and submitted by the 10th of February. The book review has to be of a book which traces the history of the organization ( structure, leadership, systems, strategy, work processes, operating environment, culture, shifts in technology etc.) Individual presentations of the book review shall take place for the 12th of February onwards. Title: Business History Faculty: Prof. G.L. Sharma/ Prof. S.P. Singh

GROUP ASSIGNMENTS Each group has to identify a business house/company & have to submit the names of the two companies in order of preference by 31st January to the undersigned. The synopsis of the project study (entire outline of the project & methodology) have to be submitted by the 2nd of February. Does the business house think of the society & the nation or are they basically concerned about profit generation only. What are the learnings of the project for the individual & the group.

EVALUATION Book Review Submission & Viva Project -30 -70

25- Viva 35- Written Report

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EVERY STUDENTS PRESENCE IN ALL THE PRESENTATIONS & VIVAS HELD IN DUE COURSE IS COMPULSORY PAILING WHICH HE/SHE MAY NOT BE PERMITTED FOR THE FINAL PRSENTATION. THE FINAL PRESENTATION IS TO BE MADE ON OHP FOR 15min. FOLLOWED BY individual & group VIVA ALL the group members should be in possession of articles, report, news clippings, CD, audio/video recording of the interview, photographs in lend authenticity to the field work done. Credit shall be given duly to hard working students and groups. Every group needs to have an interview with the top man in the organization, as be alone can shed light on how the organization evolved & stands presently.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT PGPM (FULL- TIME) - SEMESTER VI Course Code: 2603 Session: 2010-2011 Course Title: Social Marketing Instructor: Prof. Joyeeta Chatterjee

COURSE OBJECTIVE: The purpose of this course is to examine the issues of social responsibility in business and how marketing theory and techniques may be used to promote more environmentally and socially conscious business practices. The importance of this subject in India is evident. Social ills like alcoholism, bias against widows, irresponsible driving, and pollution are widespread. Seen from a marketing perspective, social marketing intends to bring about a change in the behavior of the effected group for the betterment of the society as a whole. Very few business schools in India have this course in their curriculum. LBSIM having taken a lead by introducing this course aims to: Inculcate among students (future managers and citizens) a sense of awareness and responsibility towards social issues To equip them for application of Marketing concepts & technologies in a formal and organized manner to tackle social issues.

COURSE CONTENTS: Module No 1 Session No. /s 1-2 Topic & Reading/s Introduction to Social Marketing 1.1 Social Marketing: Concepts, Examples 1.2 Nature and role of social campaigns: Idea, Attitude, Practices and Behavior, designing successful social marketing campaigns. 1.3 Effecting Social Change, Concept of ProductMarket Fit 1.4 Social Marketing Practices- India and abroad. 2.1 Social Marketing Research 3-4 Assignment: Exercise on collection of Social 122

Marketing Campaigns and their content analysis for change agents, target adopter and identification of issue. (Presentation using TVCs &

documentaries, print ads)

Article Review : 1. Health Communication, Social Marketing & Coke (Dr R Craig Lefebvre, 2006) 2. When is it Social Marketing? (Dr R Craig Lefebvre, 2006) 3. Graham, Dan J.; Graham, Judy F (2008) Improving media campaigns promoting physical activity: the underutilized role of gender. International Journal of Nonprofit & Voluntary Sector Marketing, Vol. 13 Issue 3, p205-213, 9p; DOI: 10.1002/nvsm.323; (AN 33995251) 4. Samu, Sridhar; Bhatnagar, Namita (2008) The efficacy of anti-smoking advertisements: the role of source, message and individual characteristics. International Journal of Nonprofit & Voluntary Sector Marketing, Aug2008, Vol. 13 Issue 3, p237250, 14p; DOI: 10.1002/nvsm.326; (AN 33995254) Readings Social Marketing-Philip Kotler, Roberto (Ch-1,2,3) Kotler, P., Roberto, Ned and Nancy Lee Social Marketing: Improving the Quality of Life(Ch 1 & 2) 2 5-6 Analyzing the Environment 5.1 Mapping the Social Marketing Environment 6.1 Target Adopters behavior 6.2 Adoption Process: Learn-Feel-Do Do-Feel-Learn Learn-Do-Feel Multipath Approach 6.3 Diffusion of Social Products 6.4 Segmentation, Targeting & Positioning 123

Case Study: Black Cat and AIDS: Misconception or Reality? Article Review : 1. Michael Rothschild, J.M. Summen (1999). Carrots, Sticks & Promises: A conceptual framework for the management of Public health and Social Issues Behaviour 2. Beetles, Andrea; Crane, Andrew (2008) Mapping out the field of gender and buyer-seller relationships: Developing a new perspective Journal of Marketing Management, Feb2005, Vol. 21 Issue 1/2, p231-250, 20p, 1 chart; (AN 16063054) Readings Social marketing Kotler, Roberto (Ch-4,5,6) 3 7-8 Real Life Project Presentation: Application of the concepts learnt so far to the social issue identified for the end-term project and also list three broad objectives for your social marketing campaign and for each one an example of a kind of behaviour you want to see in your target adopters. (Mid term evaluation- 1) 4 9-11 The Social Marketing Plan 9.1 Parts of Social Marketing Plan 10.1 Concept of Social Product : Types and Design 11.1 Distribution Channels for the Social Product : Distributing Tangible and Intangible, Managing Channel Conflict. 11.2 The costs of adoption: Method of price setting, managing non-monetary costs of adoption.; 11.3 Promotion of the social product : Mass communication, selective communication, personal communication 11.4 Attracting Human Resources : Staff, Volunteers & Board Members 11.5 Types of Social Marketing Funding, Sources of 124

funds Readings Social marketing Kotler, Roberto (Ch-7,8,9,10,11, 12) Case Study Social Communication: Using Star Power to Educate the Youth on HIV/ AIDS Article review: 1. Social Marketing in the Social Change Marketplace. By: Andreasen, Alan R.Journal of Public Policy & Marketing, Spring2002, Vol. 21 Issue 1, p3-13, 11p; (AN 6569473) 2. Planning a Social Marketing Program, 2008 3. Strategies for the Base of Pyramid, Lessons from Social Marketing, by Dr R Craig Lefebvre, BOP Markets & Strategies, November 2008, P 74- 79 (03M-2008) 5 12-13 Real Life Project Presentation :

Social Marketing Plan prepared for the social cause identified for the real life project.

(Mid term evaluation- 2) 6 14-15 Program Implementation & Control 14.1 Organizing & Implementation Issues- Role of Govt., Local Self Govt & NGOs in Social Marketing 14.2 Control & Evaluation of Social Programmes 15.1 Indias leading Social Marketers: PSI (Population Services International), HLFPPT (Hindustan Latex Family Planning 125

Promotion Trust) Readings Social Marketing- Kotler, 16,17,18,19 Case Study:

Roberto,

Chapters

1.Women Empowerment: A Case of Prabartana 2.Evolution of a Sustainable PPP Model in the BOP Market: Creating value for all Article Review: 1. Sylvia Pirani and Tonn Reizes, The Turning Point Social Marketing National Excellence Collaborative: Integrating Social Marketing Into Routine Public Health Practice J Public Health Management Practice, 2005, 11(2), 131- 138. 2. To profit or not to profit: Women Entrepreneurs in India Handy, Femida; Ranade, Bhagyashree; Kassam, Meenaz. Nonprofit Management & Leadership, Summer2007, Vol. 17 Issue 4, p383401, 19p, 3 charts; DOI: 10.1002/nml.159; (AN 25353917) 7 Pedagogy: 1. The core of this course revolves around the real life group project. Project titles are to be finalized by Session no. 2. (Unit 1 completion) 2. The sessions will be conducted in the form of a team of 3 or more students covering the topic of the day in 30 minutes. This will be followed by inputs by faculty, discussion and linkage with other chapters/ topics. 3. Lectures and Article reviews EVALUATION PAREMETERS: Internal Mid-term Evaluation of Project Final Presentation & Viva Voce Attendance & Class participation Article Reviews and Individual Assignment External Final Examination Readings: 126 50 marks 15 marks 15 marks 10 marks 10 marks 50 marks 16-20 Field Work & Real Life Project Presentation

1. Kotler, P., Roberto, Ned and Nancy Lee Social Marketing: Improving the Quality of Life Sage Publications 2nd edition. 2. Kotler, Philip and Roberto,Eduardo L. - Social marketing Strategies for Changing Public Behavior - The Free Press (Macmillan) -1989. 3. Andreasen, Alan R. - Marketing Social Change: Changing Behavior to Promote Health, Social Development, and the Environment - San Francisco: Jossey-Bass - 1995. 4. Khandwalla, Pradip N- Social Development: A New Role for the Organizational Sciences Sage Publications -1988. 5. India 2003 : A Reference Annual Publication Division, Ministry of Information & Broadcasting, Government of India 6. Development of Weaker Sections, Chandu Subba Rao, D. Francis, Rawat Publication: 2000. 7. Teber, Merlin A and Sushma Batra - Social Strains of Globalization in India - New Concepts Publishers -1996 http://socialmarketing.blogs.com/r_craiig_lefebvres_social/2009/01/the-change-we-need-new-waysof-thinking-about-social-issues.html

127

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI TWO-YEAR, FULL-TIME PGDM (FINANCE) TRIMESTER IV Course Code: 2402 Management Academic Session: 2010-2011 Course Title: Investment Analysis & Portfolio

COURSE OBJECTIVE The objective of this course is to introduce the student to both the theory and applications of Investment analysis and Portfolio management. The subject will give an in-depth insight into the techniques for valuation of securities and the management and control of portfolios of financial assets. Emphasis will be put on development of techniques that should be part of the tool kit of those interested in becoming professional investors and/or researchers in finance. The emphasis is laid on (1) Portfolio objectives, (2) Trade-off between risk & return, (3) Industry sector analysis, (4) Company analysis and valuation (5) Portfolio formation, (6) Performance evaluation and (7) Efficient transactions, COURSE CONTENTS Module 1. The Investme nt Spectru m Session 1-2 Topic/Reading 1.1 An overview of markets and instruments, various forms of investments, investment attributes, sources of investment uncertainties, approaches to investment decisionmaking. 1.2 Profile of Indian securities market, understanding trading systems in stock exchanges, rolling settlement, depository system and internet trading. Reading: Bodie, Kane, Marcus, Mohanty-Chapter 1, 2, 3, 4 Elton & Gruber-Chapter 1, 2, 3 Reilly, Frank K. & Brown, Keith C.- Chapter 1 Charles P. Jones(9th edition) -Chapter 1, 2,3, 4,5 www.bseindia.com www.nsdl.com www.nseindia.com www.icicidirect.com www.sebi.gov.in 2.1 Classification of risk, relationship between risk and return, Characteristic line, Capital Asset pricing Model 128

2.

Risk & Return

3-4

Module

Session

Topic/Reading 2.2 Arbitrage Pricing Theory, Single Index & multi factor Models. Reading: Elton & Gruber-Chapter 4, 5, 6, 7 Bodie, Kane, Marcus, Mohanty-Chapter 5, 6, 7, 8, 9, 10, 11, 12 Sharpe, Alexander & Bailey-Chapter 9, 10, 11 Strong , Robert A-Chapter 6, 7. Charles P. Jones(9th edition)- Chapter 6, 7, 8, 9 3.1 Efficient market theories, determinants of efficient market, strong, semi-strong and weak forms of market efficiency, Random Walk Theory, 3.2 Empirical validation of asset pricing models and market efficiency, behavioural aspect in financial market. Readings: Bodie, Kane, Marcus, Mohanty-Chapter 12 Elton & Gruber- Chapter 17 Sharpe, Alexander & Bailey-Chapter 4 Charles P. Jones(9th edition)-Chapter 12 4.1 Fixed Income Securities: Bond prices and yields, term structure and valuation, fixed income portfolio management. 4.2 Equity Shares: Valuation models. Readings: Charles P. Jones(9th edition)- Chapter 17, 18 Bodie, Kane, Marcus, Mohanty-Chapter 14, 15, 16 Sharpe, Alexander & Bailey-Chapter 5, 13, 14, 15 Strong, Robert A-Chapter 13, 16 Case Study: Warren F. Buffet Investment 2005 Case Study: GMO: The Value v/s Growth Dilemma 4.3 Fundamental analysis, Economy Industry Company framework Readings: Frank K. Reilly & Edgar A. Norton-Chapter 11, 12, 13 Bodie, Kane, Marcus, Mohanty-Chapter 17, 18, 19 Charles P. Jones(9th edition)-Chapter 11, 13, 14, 15 Case Study: Mascom Telecom Case Study: Generation Investment Management 4.4 Technical Analysis, basic tenets, tools, Dow theory, charts and trend lines, MACD and other models. 129

3.

Efficient Markets

5-6

4.

Security Analysis

7-10

11-12

13-14

Module

Session

Topic/Reading Readings TESTS OF TECHNICAL ANALYSIS IN INDIA. By: Sehgal, Sanjay; Gupta, Meenakshi. Vision (09722629), Jul2007, Vol. 11 Issue 3, p11-23, 13p, 6 charts; (AN 27024944) Donald E. Fischer & Ronald J. Jordan-Chapter 15 Charles P. Jones(9th edition)-Chapter 16 Case Study: TDL Electronics 4.5 Derivatives: Forward, Futures, Options and Swaps Nature, utility, risks and impact on portfolio choice Readings: Bodie, Kane, Marcus, Mohanty-Chapter 20, 21, 22, 23 Charles P. Jones(9th edition)- Chapter 19, 20 5.1 Portfolio construction, analysis, diversification and optimal portfolio choice, efficient frontier, Markowitz & Sharpe portfolio optimization 5.2 Portfolio evaluation and revision, Portfolio protection Readings: Elton & Gruber-Chapter 3, 8, 9 & 22 Sharpe, Alexander & Bailey-Chapter 6, 7, 8, 23, 24 Charles P. Jones(9th edition)- Chapter 21, 22 Bodie, Kane, Marcus, Mohanty-Chapter 24, 25, 26, 27 Strong, Robert A.-Chapter 21, 22, 23 6.1 Portfolio management practices in Indian & International context. Reading: Merbert B. Mayo-Chapter 22 6.2 Stock Market Indices Types, objectives, construction, revision, utility and limitations, growing role of floating index with special emphasis on Morgan Stanley Composite Index. Reading: Frank K. Reilly & Keith C. Brown-Chapter 5 6.3 Stock index futures and options, stock futures and options Reading Kolb, Robert-Chapter 7, 8, 16 6.4 Carry forward trading & its experience in Indian stock market 6.5 Bullions & Real Estate-Nature, significance and impact on portfolio choice. 130

15-16

5.

Portfolio Manage ment

17-20

6. Self Study

PEDAGOGY The teaching methodology is based on lectures, case studies, guest lecture on some current topics in this subject by some industry persons, active class participation through one major project on portfolio investment, real-life assignments involving thorough analysis and presentations. EVALUATION The course will be evaluated on the following basis: End Term Examination 60 marks Internal Assessment 40 marks INTERNAL EVALUATION The internal evaluation of the students will be based on the following basis: Course project 10 Individual assignments 10 Unannounced test / quiz 10 Group Assignment 10 SUGGESTED READINGS Bodie, Zvi; Kane, Alex; Marcus, Alan and Mohanty, Pitabas (2009), Tata McGraw Hill Chandra, Prasanna (2005), Investment Analysis and Portfolio Management, Tata McGraw Hill Elton, Edwin J. & Martin J. Gruber (2002), Modern Portfolio Theory & Investment Analysis, John Wiley. Fisher, Donald E. & Ronald J. Jordan (1995), Security Analysis & Portfolio Management, Prentice Hall of India. Gupta, L.C. (1997), Indias Stock Market Crisis, Society for Capital Market Research & Development. Jones, Charles P. (9th edition), Investments-Analysis and Management Reilly Frank K. & Keith C. Brown (2000), Investment Analysis & Portfolio Management, The Dryden Press Sharpe, William F, Gordan. J. Alexander, Jeffery V. Bailey (2002), Investments, Prentice Hall of India. Strong, Robert A. (2003), Portfolio Construction, Management & Protection, Thomson South Western College Publication Course Project (10 marks) There will be one major project dealing with asset allocation. All students will be working on this project throughout the term, with sections due intermittently. We will apply the portfolio choice and diversification theory from class to some actual real-life scenarios. Extensive use will be made of Excel. The project must be done in groups. A final version of the project write-up must be submitted at the end of the trimester. All the groups would undertake the portfolio exercise involving the following dimensions: Portfolio objectives, Asset allocation, Identification of universe, Selection of securities, Portfolio construction, Portfolio revision, Portfolio performance evaluation, Portfolio protection The final project report should contain all the above mentioned sections. Submission date shall be told in the class. DETAILS OF ASSIGNMENTS INDIVIDUAL ASSIGNMENTS 131

Individual Assignment 1: Article Review Each Student is required to review one article during the trimester. The article can be collected from any of the following journals or magazines: Economist Harvard Business Review Chartered Financial Analyst Finance India Applied Corporate Finance Vikalpa Journal of Finance Management Review Indian Journal of Financial & Research Decision Fortune India Vision The article review should be of around 1000 words and it should contain an executive summary of around 75 words. You are required to attach the copy of articles. Submission date will be told in the class Individual Assignment 2: Prepare a list of different investment avenues in Indian context highlighting the following characteristics: Return, Risk, Liquidity, Affordability, Other (e.g. taxability, optionality, etc.), This list should be updated as per the present market scenario. Submission date All the students should maintain this list as part of their course material and are required to bring the same in each class deadline will be told in the class. GROUP ASSIGNMENTS Group Project 1: Fundamental analysis of selected companies in a particular industry as assigned to the groups. This fundamental analysis should be carried out as per Economy Industry Company framework. Technical analysis of selected companies. These companies would remain the same for each group as have been covered for fundamental analysis. Submission date The exact date would be announced after discussion in the class. But all the students are required to keep it ready before discussion in the class as they need to present their findings.

132

Lal Bahadur Shastri Institute of Management, Delhi Two Year Full Time Post Graduate Programme in Management (Finance) Trimester VI Course code: 2602 Academic Session: 2010-11 OBJECTIVE The changes taking place in the financial services industry have far reaching effects on our local and global economies. In view of these changes,the course aims at providing an in-depth understanding of the financial services industry as it exists and the forces governing its future. The emphasis is laid on integrating the theoretical and practical framework to analyze the forces that shape current and future developments in the financial services industry. Financial services are discussed in detail with special reference to India. COURSE CONTENTS Module No. 1 Session No./s 1-2 Topic & Readings Service Industry in India Developments, Growth and Future prospects An Introduction; Financial Services Industry in transition, Financial services and Value Production, Asset Management, Information and Advisory Services, Financial Services and the Economy. Individual Assignment Article Review Announcement of Real Life Project Depository Institutions Commercial Banks Financial Sector Reforms. Role of RBI as Banking Regulator Universal Banking Debit and Credit Cards. CASE STUDY 3 7-10 Securities Firms and Merchant Banking. New Issue Management, Pricing of Securities, Merchant Banking, Bought out Deals, private Placement and Book Building, Loan Syndication and Syndicated Loans 133 Course : Instructor: Management of Financial Services Prof. Prem Sibbal

2.

3-6

CASE STUDY 4 11-12 Venture Capital Concept, stages of venture financing, criteria for appraisal, methods of evaluation. CASE STUDY 5 13-14 Factoring and Forfaiting, Concept and scope; need for factoring and forfaiting; bills discounting and factoring; GROUP PRESENTATIONS 6 15 Credit Rating Need for credit rating; Scope and Methodologies of credit rating for financial companies, banks and financial instruments; limitations. 7 16 Mutual Funds Structure and functions of Mutual funds; types of mutual funds. Performance evaluation of Mutual Funds Practical Problems and exercises 17 18 Leasing and Hire Purchase Case Study Insurance Services-Role Of Insurance Regulatory Development Authority Contemporary IssuesInternet Banking, Internet Trading in Securities Market Role of SEBI as regulator of Capital Markets. Marketing of Financial Services- Guest Lecture.

8 9

10

19

11

20

134

 Non bank financial companies Banc assurance Micro Finance Bought out Deals (BOD), Private placement Leasing and Hire Purchase. Securitization GROUP ASSIGNMENTS All the topics would be allocated to different groups andthey would visit the company and submit brief report one week prior to the date of presentation. Only after the clearance from the course teacher the presentation and discussion would be held in the class. PEDAGOGY The teaching methodology is based on active class participation and corporate interface through real life projects, group assignments and presentations supplemented by the discussion in the class. EVALUATION The course will be evaluated on the following basis: End Term Examination 60 marks Internal Assessment 40 marks INTERNAL EVALUATION The internal evaluation of the students will be based on the following basis: Attendance & Class participation 10 Individual assignment 10 Class test and quizzes 10 End term Project (Group) 10 ---40 SUGGESTED READINGS Tripathy, N.P., Financial Services,,Prentice Hall of India Limited Paul Justin, Padmalatha Suresh, Management of Banking and Financial Services, 2007, Pearson Education Agrawal, Peeush Ranjan,, Mutual Funds A Comprehensive Approach, Orient Law House Financial Services and Markets Dr. Punithavathy Pandian- Vikas Publishing House (P) Ltd. Perspectives on Financial Services Subhomoy Das- Allied Publishers(P) ltd Merchant Banking and Financial Services- Dr S. Gurusamy Mcgraw Hill Education-Vijay Nicole Imprints(P) Ltd Khan, M.Y., Financial Services, Tata McGraw Hill Agarwal, Sanjiv, Investors Guide to Stock Market, Bharat Law House Agarwal, Sanjiv, Guide to Indian Capital Market, Bharat Law House Pandey, I.M.,, Venture Capital The Indian Experience, Prentice Hall of India Saunders, Anthony, Financial Institution Management, Irwin McGraw-Hill, 3rd Edition Verma, J.C., Merchant Banking, Bharat Law House Pvt. Ltd. SEBI / RCI guidelines RBI Reports Indian Economic Survey CMIE Reports 135

There is no comprehensive book that covers all aspects of financial services. Students are required to update their knowledge of the subject through financial papers and business magazines. They may also refer to the following websites : www.sebi.gov.in www.rbi..org.in www.capitalmarket.com www.amfi.org INDIVIDUAL ASSIGNMENTS Article Review - Each student is required to review one article during the trimester. The article can be collected from any of the following journals or magazines : Economist CharteredFinancial analyst Fortune India Harvard Business Review Finance India Vikalpa Management Review Decision Vision Applied Corporate Finance Journal of Finance Indian Journal of Financial Research

The article review should be of around 1000 words and it should contain an executive summary of around 75 words. Term Paper Study on Pension Funds in India. Mergers & Acquisitions in banking sector/Mutual funds. NBFCS Lease financing in India GROUP ASSIGNMENTS Real Life Project on the topics assigned in the class. This project should be submitted in report form and it should cover: Conceptual background Operational mechanism Scenario in India and abroad Organization based study (as would be highlighted in the class) Submission date - Each project is going to be presented in the class therefore, submission date announcement would be made one week in advance. On an average, one group would be assigned two topics during the complete trimester. The topics assigned to different groups are given below. Group I - Depositories // Credit rating Group II - Universal Banking, Commercial Banking (Retailing) // Venture Capital Group III - New Issue management // Micro financing Group IV - Project appraisal by MB // Credit rating Group V - BOD, Private placement // Credit cards 136

Group VI - Book building // Securitization Group VII - Mutual funds // Internet banking, Stock trading Group VIII - Loan syndication & syndicated loans // Factoring &Forfaiting All the students are advised to visit the companies in respect of the topics assigned to them. They should be ready with at least one topic by 15th July., thereafter any students may be called for presentation with one day notice. The scope of these assignments would be discussed in the class. In case of any further clarification you may contact the undersigned.

137

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Post Graduate Diploma in Management (Finance) - 2 Year (Full Time) Course Trimester- VI Course code: 2601 Academic Session: 2010-11 Course: International Financial Management Instructor: Dr. Deepak Tandon

Introduction : This course aims at providing a conceptual framework within which key financial decisions of the multinational firm can be analyzed. It aims at providing an insight into operations and functioning of foreign exchange markets. The course exposes the students to various strategies of hedging foreign exchange exposure. It also exposes students to dealing room concepts and intricacies connected with Forex trading. This course aims at providing a conceptual framework within which key financial decisions of the multinational firm can be analyzed. It aims at providing an insight into operations and functioning of foreign exchange markets, calculation of the Card rates in Forex Transactions .Also, the course will explore all traditional areas of International finance including preshipment and post shipment finance management, Forex Risk Management and Hedging Tools, SWAPS, Forwards, and Forex Derivatives. The course exposes the students to global markets, instruments and various strategies of hedging for the maximization of the shareholders wealth, Dealing Room Concepts, New instruments in arbitrage, hedging in the asset and liability management have been incorporated to give the students a real feel of the Forex trading and the intricacies connected therewith. Learning Outcomes: On completion of the module, the students would have acquired an understanding of how investment and financing decisions of the MNC are taken. The students would be able to take quantified foreign currency management decisions. At the end of the course students will be able to have a specialization in the international finance areas. A clear understanding of the following areas will be grasped by the students: Overview of Forex Markets and Financial Management in a global context International System and Financial Markets An Overview . Exchange rate Mechanism and its working Empirics on Ready Rate mechanism Forward bookings, Cancellation , Rebooking SWAPS and their Modelling . Cross Rate applications Forms of foreign currency exposure ( economic, transaction and translation ) Internal and External hedging techniques Introduction to Forex Derivatives Capital Investment Decision making in the Forex Derivatives Arbitrage & Risk Management Short/Long Term borrowings (ADR/GDR) Liability Management in Forex areas International Capital Budgeting SESSION PLAN Sessio n Topic 138 Readings ( Text)

Multinational Financial Management in a Global Perspective-Trends in the International Trade . International Financial Markets :An Overview Carolina Valuation Model for a MNC for International Cash Flows (2 currencies and Multi Currencies )

ESM Chp 1 Madura Jeff, Internati onal Financia l Manage ment Chapter 1 ESM Chp 2 Madura Jeff, Internati onal Financia l Chapter 4,5 ESM Chp 4 Apte PG ,Internat ional Finance

2-3

Exchange Rate Mechanism and its Working : Purchase and Sales Transactions, Spot and Forward Transactions, Margins/SWAP points , FEDAI Rules ,Inter bank Quotations (Fineness of Quotations).Basis for Merchant rates Principal Types of Buying and Selling Rates Dealing Room Concepts NUMERICALS

4-5

Foreign Exchange Markets : A. Features, Extent, Participants, Functions, Size, B. Nostro , Vostro and Loro accounts and funding of accounts by A. D C. Characteristics of Global Foreign Exchange Markets, Spot and Forward Market, Relationship between Spot and Forward Rates D. Activities in the Forex Markets, Market Participants, Correspondent Banking. Indian Forex Market & its Structure, RBI and A.D Functions E. Implications of FEMA . Eligibilities to residents .Non Resident Bank Accounts (NRO+NRE +FCNR+RFC )

6-9

Exchange quotations in the International markets Forward Margin/Swap Points . Cross Rates and 139

Apte P.G., Internati

Chain Rule .Inter Bank Deals Cover deals ,Trading and Funding of Nostro accounts .Execution of Forward Contracts ,Cancellation,Early Extension,Overdue Forward Contracts . NUMERICALS

10-13

Exchange rate Risk Management : Foreign Exchange Exposures : Transaction ,Translation and Economic exposures .Methods of Translation(Current/Monetary/Nonmonetary/Te mporal/CurrentRates,,Economic Exposures (Unexpected Changes in Exchange rates /Real vs Nominal Exchange Rate /Impact of Cash flows/Managing Exposures . NUMERICALS

onal Finance: A Busines s Perspect ive (2008) Chapter 9 ESM Chp 8,9,10 Madura Jeff, Internati onal Financia l Manage ment Chapters 912. ESM Chp 5 ESM Chp 12 13 ClarkEphrai m Internationa l Financia l Manage ment . Chapter 21,22,23

14 15

Foreign Currency Derivatives : An Introduction to Currency Derivatives, Interest Rate & Currency Swaps, Currency Futures and Options Sourcing Debt & Equity Globally1 Medium & Long Term International FinancingEurocurrency Markets, Development Banks and Multilateral Lending Agencies, FCCBs/ ADRs/ GDRs/ FIIs Loan Syndication Guarantees

16-18

Short term Financing and Current Assets Management, Payment Methods and Short Term Credit, Inco terms, Documentary Collections, Documentary Credits Types of DCs and UCP 600 and ISBP , Transport Documents Short Term Export/ Import Financing Options(PC+PCFC+Export Guarantees +Bill Discounting +Overview of Forfaiting),ECGC 140

ESM Chapter 23 Referen ces+ Jeff Madura RBI master

Covers Available to Indian Corporates, GR/PP/SOFTEX/SDF Forms , reporting system R-Returns, Regulations relating to Imports 19-20 Multinational Capital Budgeting :Complexities of Budgeting for a Foreign Project ,subsidiary vs parent perspective ,Factors , Adjusting Project assessment for Risk., Real Option Analysis Mini case CarltonsChinese Market Entry

Circular s , ECM by FCD, RBI ESM Chapter 18 References Jeff Madura Chapter 14

PEDAGOGY In-depth analysis of real-world case studies//Numericals and arithmetic ability exposes students to a broad range of financial decisions covering numerous industries. All cases have been competed within the last two years. Students will be forced to make decisions that CFOs of multinational firms, country managers, portfolio investors, and entrepreneurs face when confronted with crossborder financial decisions.

EVALUATION The course will be evaluated on the following basis: End Term Examination 60 marks Internal Assessment 40 marks INTERNAL EVALUATION The internal evaluation of the students will be based on the following basis: Attendance & Class participation 10 Individual assignments 5 Unannounced test / quiz 15 Group Assignment 10 Books and References Readings Text Book Eiteman, Stonehill, Moffet: Multinational Business Finance (ESM)(2007) 10th edition Pearson education Madura Jeff, International Financial Management (2008),Cengage Learning Other Texts Shapiro, A C, Multinational Financial Management,Wiley India Pvt .Ltd Tandon D. --Forex and Risk Management Skylark Publications (2006) Siddaiah ,International Financial Management (2009),Pearson Education ClarkEphraim,International Financial Management (2009) Cengage Publications Supplementary Texts Smith Clifford W, Charles Smithson and D.Sykes Wilford, The Handbook of Financial 141

 2003.

Engineering J C Hull, Fundamentals of Futures and Options Markets (2003) Eun/Resnick: International Financial Management, Tata Mcgraw-Hill Kim & Kim: Global Corporate Finance, 6e, Blackhill. Krugman and Obstfeld: International Economics: Theory and Policy 6e, Pearson Levi, M.D: International Finance, Thompson Rajwade, A.V.: Foreign Exchange International Finance & Risk Management, Academy of Business Studies Vij M-International Financial Management (Excel books) ,2009

]To keep up with the world of international finance try the following Web sites: CNN Finance The Financial Times The Economist Bloomberg Reuters RBI site-Master Circulars and notifications http://www.emecklai.com/ Pedagogy The teaching methodology is a judicious blend of lectures, Practice Numericals and real life situation analysis and case discussion. INDIVIDUAL ASSIGNMENTS Individual Project 1: Article Review Each Student is required to review one article during the trimester. The article review should be of around 1000 words and it should contain an executive summary of around 75 words. You are required to attach the copy of articles. Submission date will be told in the class GROUP ASSIGNMENTS The Course consists of a paper on a topic of mutual agreement, which can be written individually or in groups of up to four members. Regular class preparation, attendance, and participation are required. Submission date shall be told in the class. ________________________________________________________________________

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143

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Post Graduate Diploma in Management (Finance) - 2 Year (Full Time) Course Trimester- VI Course code: 2633 Course : Financial Engineering Academic Session: 2009-10 Instructor This course is a sequel to Financial Derivative Securities. The emphasis here shifts from understanding and pricing simple derivative securities and their use in risk management to complex, multi-period derivative securities and engineering complex instruments out of traded contracts. The paper also deals at length on the valuation aspect of these instruments. The two main topic areas (in order covered) covered in this paper are: (1) derivatives and financial engineering and (2) real options Course Outline Module Session No. Financial 1-3 Engineer ing Topic Financial engineering processes and strategies including asset/liability management, hedging and related risk management techniques, corporate restructuring and LBO, other equity based strategies like dividend capture strategies, asset allocation, portfolio insurance, program trading etc. Marshall and Bansal (1992), Financial Engineering, a complete guide to Financial Innovations, Prentice Hall of India, Chapter 20, 21, 22. Exotic Options - Non-standard Options, Forward start options, Chooser options, Barrier options, Binary Options, Look back options, Compound options, Shout Options, Asian Options, other complex options and their valuation. Reference Hull, John C (2006). Options, Futures and Other Derivatives, Prentice Hall of India, 6e, Chapter 19 Multi period options-Caps, Floors, Collars, Captions, Swaptions; credit default swaps, total return swaps. Marshall and Bansal (1992), Financial Engineering, a complete guide to Financial Innovations, Prentice Hall of India, Chapter 15. Hull, John C (2006). Options, Futures and Other Derivatives, Prentice Hall of India, 6e, Chapter 27 Debt Market Innovations - including zero coupon securities, mortgage and asset backed securities, junk bonds; Equity and equity related products including equity options, warrants, index futures and options. Hybrid securities. Marshall and Bansal (1992), Financial Engineering, a complete guide to Financial 144

2.

Exotics Options

4-7

3. Over the counter products

8-12

2. Debt & Equity related products

13-15

Innovations, Prentice Hall of India, Chapter 16, 17, 18, 19 4. Real Options 16-18 Real Options - Real Option Examples, Review of NPV, WACC, and Options, Comparison of Real Option and NPV, approaches to investment decisions, project mapping. Deferral options, Abandonment options, Contraction options, Expansion options, Compound options, Switching options. References The Options Approach to Capital Investment Dixit & Pindyck, HBR, May-June 1995 Investment Opportunity as Real Option: Getting Started on the Number Luehrman, HBR, JulyAug, 1998 Real Option Primer: A Practical Synthesis of Concepts and Valuation Approaches Hevert, Journal of Applied Corporate Finance, Vol 14, No 2, Summer 2001 Option Pricing Theory and its Applications Damodaran (refer to server folder) Do Forgone Earnings Matter when Modeling and Valuing Real Options? A Black Scholes Teaching Exercise D Lander, Financial Practice and Education, Fall/Winter 2000 Estimating a Firms Cost of Capital: An Option Pricing Approach Hsia, Journal of Business Finance and Accounting, 18(2), January 1991 Uncertainty: The new rules of Strategy Amran and Kalutilaka, Journal of Business Studies, May-June 1999 Capturing the value of flexibility Amran and Howe, Strategic Finance, December 2002 Real Options and Strategic Decisions Copeland and Howe, Strategic Finance 2002 Real Options: Facts and Fantasy Damodaran (refer to server folder) The Promise and Perils of Real Options Damodaran (refer to server folder) What is not a Real Option: Considering Boundaries For the Application of Real Options to Business Strategy Adner and Levinthal, Academy of Management Review, 2004, Vol 29, No 1, 7485 Power point presentation on the topic assigned to various groups

Real Life Project Presentat ions

19-20

145

Text

Hull, John C (2006). Options, Futures and Other Derivatives, Prentice Hall of India, Fifth Edition Marshall and Bansal (1992), Financial Engineering, a complete guide to Financial Innovations, Prentice Hall of India

References Schwartz E S and Trigeorgis L (2001), edited Real Options and Investment under Uncertainty, Classical Readings and Recent Contribution, MIT Press Copeland T and Antikarov V (2001), Real Options A practitioners Guide, Texere Eales, B (2000), Financial Engineering, Macmillan Neftci S N (2005), Principles of Financial Engineering, Academic Press Mason et al (1995), Cases in Financial Engineering, Applied Studies in Financial Innovation, Prentice Hall, New Jersey Evaluation Internal Assessment - 40 marks End Term Examination 60 marks Project Presentations: Development of credit derivatives: implication on monetary policy & financial stability of a developing economy Developing debt market in India: review & prospects Application of financial engineering in Indian market: what are the tools & techniques Scope of exotic options in India: review & prospects Credit default swaps: relevance in todays financial crises

146

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT Two Year Full-Time Post Graduate Diploma in Management Trimester IV Course Code: 2411 Acquisitions Academic Session: 2010-11 Course: Corporate Restructuring, Mergers and Instructor : Prof. Prem Sibbal

Learning Objectives This course aims at imparting knowledge on various reasons for and the process of corporate restructuring particularly through mergers & acquisitions and its evaluation. Valuation of companies and post-merger integration has been given special focus. Session Plan Module 1. Introduction to Mergers and Acquisitions 1-3 Session Topic - Framework for Mergers & Acquisitions, Major types Of Mergers and Acquisitions - Motives and justification for mergers & acquisitions, - Concept of Synergy. Approaches to formulating Strategy. - M&A strategy - BCG, Value Chain, Porter Approach, Cost Benefit analysis of M and A - Diversification & Conglomerates, Restructuring Strategies. - Types of Restructuring, Strategic Alliance, Corporate Divestments and Disinvestments. Case Study. - Management Buyout (MBO), Leveraged Buyout (LBO), Cross- Border M & A. - Reverse Merger, spin-offs, Takeovers-hostile and friendly Defenses against hostile take over. . Case Study.. - Corporate Valuation - Valuation Problems, - ESOPS and valuation problems - Various methods (FCF, DCF, Valuation of Intangibles . -Exchange Ratio, Methods of Payment for M & A cash And Debt financing. Case Study.: GROUP PRESENTATION 147

2. Value Creation by restructuring 4-6

3. Executing restructuring process 7-9

4. Valuation

10-14

5. . Compliance With Legal requirements 6. Accounting and Tax Implications 7. Post-merger change management

15-16

- Due diligence-the purchase investigation, and related Processes. -Legal & Regulatory framework of M & A , SEBI Takeover Code.. - Accounting aspects for Mergers & Acquisitions . - Tax implications - Post-merger integration, - Human aspects, implications of organizational cultural Changes. -Financial and accounting systems after merger Case Study

17-18

19-20

Suggested Readings Compulsory: Mergers, Restructuring & Corporate Control by J. Fred Weston, Kwang S. Chung and Susan E. Hoag (Prentice Hall India) Takeovers, Restructuring and Corporate Governance by J. Fred Weston, Kwang S. Chung and Juan A. Siu (Prentice Hall) Valuation by Aswadh Damodaran (John Wiley) Financial Management- MY Khan and PK Jain Tata Mcgraw Hill. Mergers, Acquisitions and Takeovers- H.R. Machiraju ,New Age International(P) Ltd. Mergers, Acquisitions and Corporate Restructuring by Prasad g. Godbole-Vikas Publishing House(P) Ltd. Corporate Restructuring-Enhancing Shareholder Value Ranjan Das and Udyan Kumar Bose- Tata Mcgraw Hill . References: Mergers et.al Issues ,Implications and Case Laws by S.Ramanajum (Tata McGrow Hill) Mergers & Acquisitions of Companies by P. Mohan Rao (Deep & Deep) Readings in Mergers & Acquisitions by Patrick Vaughan (Blackwell) Corporate Finance: Theory & Practice by Aswath Damodaran ( John Wiley) Exploring Corporate Strategy by Garry Johnson & Kevan Scholes (Prentice Hall India) Cartwright, Sue and Cary L. Cooper (1996), Managing Mergers, Acquisitions and Strategic Alliances: Integrating People and Cultures,Butterworth- Heinemann Ltd., Second edition. Beckley, Peter J and Pervez N Ghauri (2002), International Mergers and Acquisitions- A Reader, Thomson. Case Studies on Mergers and Acquisitions (2004), ICFAI Center for Management Research. Advanced Corporate Finance Chandrasekhar Krishnamurti and S. Vishwanathan PHI Learning(P) Ltd. Mergers and Acquisitions from A to Z Andrew J Sherman and Milledge A Hart. 148

Valuation-Measuring and Managing the Value of Company Mckinsey and Co, Tom Copeland ,Tim Koller. Law and Practice of Mergers and acquisitions Jayant M Thakur Snow white Publishers Corporate Mergers, Amalgamations and Takeovers-J.C.Verma Bharat Publishing House

Evaluation Parameters Class Tests (2) Attendance Individual assignments Group assignments and presentation End term examination

10 marks 10 marks 10 marks 10 marks 60 marks

Pedagogy The teaching methodology is a judicious blend of lectures, real life situation analysis, case discussion and presentation by students of their project work and field study

149

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT Two Year Full-Time Post Graduate Diploma in Management Trimester IV Course Code: 2411 Acquisitions Academic Session: 2010-11 Course: Corporate Restructuring, Mergers and Instructor : Prof. Prem Sibbal

Learning Objectives This course aims at imparting knowledge on various reasons for and the process of corporate restructuring particularly through mergers & acquisitions and its evaluation. Valuation of companies and post-merger integration has been given special focus. Session Plan Module 1. Introduction to Mergers and Acquisitions 1-3 Session Topic - Framework for Mergers & Acquisitions, Major types Of Mergers and Acquisitions - Motives and justification for mergers & acquisitions, - Concept of Synergy. Approaches to formulating Strategy. - M&A strategy - BCG, Value Chain, Porter Approach, Cost Benefit analysis of M and A - Diversification & Conglomerates, Restructuring Strategies. - Types of Restructuring, Strategic Alliance, Corporate Divestments and Disinvestments. Case Study. - Management Buyout (MBO), Leveraged Buyout (LBO), Cross- Border M & A. - Reverse Merger, spin-offs, Takeovers-hostile and friendly Defenses against hostile take over. . Case Study.. - Corporate Valuation - Valuation Problems, - ESOPS and valuation problems - Various methods (FCF, DCF, Valuation of Intangibles . -Exchange Ratio, Methods of Payment for M & A cash And Debt financing. Case Study.: GROUP PRESENTATION 150

2. Value Creation by restructuring 4-6

3. Executing restructuring process 7-9

4. Valuation

10-14

5. . Compliance With Legal requirements 6. Accounting and Tax Implications 7. Post-merger change management

15-16

- Due diligence-the purchase investigation, and related Processes. -Legal & Regulatory framework of M & A , SEBI Takeover Code.. - Accounting aspects for Mergers & Acquisitions . - Tax implications - Post-merger integration, - Human aspects, implications of organizational cultural Changes. -Financial and accounting systems after merger Case Study

17-18

19-20

Suggested Readings Compulsory: Mergers, Restructuring & Corporate Control by J. Fred Weston, Kwang S. Chung and Susan E. Hoag (Prentice Hall India) Takeovers, Restructuring and Corporate Governance by J. Fred Weston, Kwang S. Chung and Juan A. Siu (Prentice Hall) Valuation by Aswadh Damodaran (John Wiley) Financial Management- MY Khan and PK Jain Tata Mcgraw Hill. Mergers, Acquisitions and Takeovers- H.R. Machiraju ,New Age International(P) Ltd. Mergers, Acquisitions and Corporate Restructuring by Prasad g. Godbole-Vikas Publishing House(P) Ltd. Corporate Restructuring-Enhancing Shareholder Value Ranjan Das and Udyan Kumar Bose- Tata Mcgraw Hill . References: Mergers et.al Issues ,Implications and Case Laws by S.Ramanajum (Tata McGrow Hill) Mergers & Acquisitions of Companies by P. Mohan Rao (Deep & Deep) Readings in Mergers & Acquisitions by Patrick Vaughan (Blackwell) Corporate Finance: Theory & Practice by Aswath Damodaran ( John Wiley) Exploring Corporate Strategy by Garry Johnson & Kevan Scholes (Prentice Hall India) Cartwright, Sue and Cary L. Cooper (1996), Managing Mergers, Acquisitions and Strategic Alliances: Integrating People and Cultures,Butterworth- Heinemann Ltd., Second edition. Beckley, Peter J and Pervez N Ghauri (2002), International Mergers and Acquisitions- A Reader, Thomson. Case Studies on Mergers and Acquisitions (2004), ICFAI Center for Management Research. Advanced Corporate Finance Chandrasekhar Krishnamurti and S. Vishwanathan PHI Learning(P) Ltd. Mergers and Acquisitions from A to Z Andrew J Sherman and Milledge A Hart. 151

Valuation-Measuring and Managing the Value of Company Mckinsey and Co, Tom Copeland ,Tim Koller. Law and Practice of Mergers and acquisitions Jayant M Thakur Snow white Publishers Corporate Mergers, Amalgamations and Takeovers-J.C.Verma Bharat Publishing House

Evaluation Parameters Class Tests (2) Attendance Individual assignments Group assignments and presentation End term examination

10 marks 10 marks 10 marks 10 marks 60 marks

Pedagogy The teaching methodology is a judicious blend of lectures, real life situation analysis, case discussion and presentation by students of their project work and field study

152

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management Trimester - IV Course Code: 202 Academic Session: 2010-11 COURSE OBJECTIVES: The course objectives include: Understanding the psychological processes that underlie consumer choices. To develop the understanding of the buyer decision making process, both individually and in groups. Studying characteristics of individual consumers such as demographics and behavioral variables. Assessing influences on the consumer from groups such as family, friends, reference groups, and society in general. Session 1- 3 Topic Consumer Behavior: Its Origin and strategic Applications 1.1. Consumer Behavior Concept 1.2. Importance of Consumer Behavior 1.3 Consumer Behavior & Marketing Management 2.1 Contemporary Dimensions of Consumer Behavior 2.2 Consumer Decision Making & Marketing Implications 3.1 Modeling Consumer Behavior 3.2 Customer value, satisfaction and retention 3.3 Consumer Research and Market segmentation Course Title: Consumer Behavior Faculty : Kirti Sharma

Chapter 1, 2 Schiffman & Kanuk Chapter 1, 2 S. Ramesh Kumar Case: 3.4 Call of the Mass Markets: The Indian Cell Phone Industry

4-5 Consumer Motivation 4.1 Motivation as a Psychological force 4.2 Dynamics of motivation 5.1 Types and Systems of needs 5.2 Measurement of motives Chapter 4 Schiffman & Kanuk Chapter 6 S. Ramesh Kumar 6.7 6.1 Personality and Consumer Behavior Theories of personality 153

6.2 Brand personality Indian brands 7.1 Self and Self-Image 7.2 Personality, Lifestyles (VALS) and Psychographics 7.3 Consumer Involvement and values Case: 7.4 Hello Starbucks!

Chapter 5 Schiffman & Kanuk Chapter 5 S. Ramesh Kumar 8-9 Consumer Perception 8.1 Elements of perception 8.2 Dynamics of Perception: Perceptual Mapping 9.1 Perception and Technological products 9.2 Marketing Implications Price, Retail, Advt. and Product / Chapter 6 Schiffman & Kanuk 10.11 Consumer Learning & Memory 10.1 Elements of Consumer Learning 10.2 Memory 11.1 The Concept of Conditioning and Reality 11.2 Building relationship programmes, Article Review: Gutman, J. Means-End Chains as Goal Hierarchies, Psychology & marketing. Chapter 7 Schiffman & Kanuk Chapter 4 S. Ramesh Kumar 12-13 12.1 Consumer Atitude Formation & Change Linkages in Attitude Formation 12.2 Tri-component Model 12.3 Standard Learning Hierarchy 13.1 Forming attitudes 13.2 Attitude Models, AIDA Model 13.3 Impact on Marketing Strategies

Package Design

Chapter 8 Schiffman & Kanuk Chapter 6 S. Ramesh Kumar Case 13.4 Wal-Mart Knows Its Customers

14-15

Consumers in Social & Cultural Settings

154

14.1 14.2 15.1 15.2 15.3

Characteristics of Culture Role of sub-culture Reference Group and Family influences Family Decision making and consumption related roles Social Class and Consumer Behavior Chapter 8 & 9 S. Ramesh Kumar Chapter 10, 11 Schiffman & Kanuk

Case

15.4

Digitization = Customization and

Article Review: Ramesh Kumar S., and Karan Bajaj (2002), Cultural Dimensions MNC Brands, A Study in the Indian Context, South Asian Journal of Management, Vol.9, Issue 3, July-Sept. 39-55. 16-17 Consumer Decision Making 16.1 Levels of Consumer Decision Making 16.2 Model of Consumers: Four Views of Decision Making 16.3 Consumer in Market place : Outlet choice, Shopping orientation and style 17.1 Relationship Marketing 17.2 Consumer Gifting Behavior Howard Sheth Model of Consumer Behaviour 17.3 The Impact of BLOGS

17.3 Case

Chapter 16 Schiffman & Kanuk 18 Consumer Influence & Innovation 18.1 Diffusing Product meanings Globally 18.2 Dynamics of Opinion Leadership Chapter 7 S. Ramesh Kumar, Article By Everett Rogers Everett M. Rogers 1976 article Case 19-20 18.3 We Have a Relationship We BLOG

Student Live- Project Presentations

PEDAGOGY:

155

Focus will be on interactive class lectures Case studies will be used extensively, dates for student presentations will be indicated in the class Brief student presentation on a regular basis to understand buying behavior in different categories (through article review) End term project for student groups in consultation with faculty. The focus is on having indepth understanding of the buying behavior in a particular category. Other project areas are: in depth analysis of cultural dimensions for MNC brands entry into India (e.g. Santro, Levi Strauss, Kellogg etc.). Also, projects may be given about the impact of celebrity usage in commercials

INTERNAL EVALUATION: Mid Term Test Live Project Case Study Presentation Article Review Presentation Class Participation / Attendance ARTICLE READINGS: 1. Bearden, William O., and Michael J. Etzel (1982), Reference Group Influence on Product and Brand Purchase Decisions, Journal of Consumer Research, Vol. 9 (2), pp.183194. 2. Kardes, Frank R. (1996), In Defense of Experimental Consumer Psychology, Journal of Consumer Psychology, 5 (3), 279296. 3. Understanding Attitudes Toward and Behaviors in Response to Product Placement A Consumer Socialization Framework 4. Federico de Gregorio and Yongjun Sung Journal of Advertising, vol. 39, no. 1 Spring 2010), pp. 8396. 5. S. Ratneshwar Allan D. Shocker June Cotte Rajendra K. Srivastava, Product, person, and purpose: Putting the consumer back into theories of dynamic market behaviour, Journal of Strategic Marketing ISSN 0965-254X print/ ISSN 1466-4488 online # 1999 Taylor & Francis Ltd 6. Peter C. Verhoef and Philip Hans Franses, Combining revealed and stated preferences to forecast customer behaviour: three case studies, International Journal of Market Research, Vol. 45 Quarter 4 pp.469 7. Richard P. Bagozzi & Utpal Dholakia, Goal Setting and Goal Striving in Consumer Behavior, Journal of Marketing, Vol. 63 (Special Issue 1999), pp.19-32 8. Sinha Piyush Kumar, Shopping Orientation in the Evolving Indian Market, Vikalpa, Vol.28 No.2 April to June 2003. 156 05 10 10 05 10

BOOK READINGS: Consumer Behavior, 2004, Schiffman & Kanuk (8th Ed), Pearson Consumer Behavior, 2002, Loudon & Della Bitta (4th Ed), McGraw Hill Conceptual issues in Consumer Behavior: The Indian Context, 2003, S. Ramesh Kumar, Pearson Consumer Behavior, 2004, Hawkins, Best & Coney (9th Ed), McGraw Hill Consumer Behavior, 2002, Michael Solomon (5th Ed), Prentice Hall Consumer Behavior, 2009, Blackwell, Miniard and Engel (5th Edn.), Cengage Learning

157

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI PGDM Trimester IV Course Code: 203 Academic Session: 2010-2011 COURSE OBJECTIVES: Services are becoming the dominant economic driver in the Indian economy and are critical for competitive advantage in companies from all industrial sectors. This course endeavors at enabling students to apply marketing concepts and principles to the unique challenges and opportunities of services marketing to create customer value. The basic aim of this course is to Introduce services marketing as a separate and distinct area of marketing thought and practice and help the students understand its powerful influence in competitive markets. Recognize the vital role that services play in the Indian economy and its future. Help students become proficient in analyzing and judging the merits of services marketing strategies and assist in making strategic decisions in both business and consumer service industries. Make students sensitive to the importance of integrating marketing, operations and human resource management for an effective service system. COURSE CONTENTS Module: 1 Sessions: 2 Understanding Service Markets, Products and Customers 1. Nature & Concept of Services Marketing; Distinctive Marketing Challenges of Services. 2. Building the Service Model- Planning, creating and branding of services, The Flower of Service. 158 Course Title: Marketing of Services Instructor: Prof. Joyeeta Chatterjee

3. Classifying Services. Service Marketing Mix and the extended Ps. Readings: A Marketing Approach to the Tourist Experience: Lena Massberg, Scandinavian Journal of Hospitality and Tourism, Vol. 7, No. 1, 59-75, 2007. Critical Incidents Study of Customer and Employee Service Encounters: Namhee Kim, Asia Pacific Business Review, Vol. 13, No. 1, 1-20, Jan. 2007.

Module: 2 Sessions: 2

Educating Customers and Promoting the Value Proposition 1. The Role of Marketing Communication, Communicating Services presents both challenges and opportunities, Integrated Service Marketing Communication 2. Positioning services in competitive markets Readings: The role of internal branding in the delivery of employee brand promise Punjaisri, Khanyapuss; Wilson, Alan. Journal of Brand Management, Sep2007, Vol. 15 Issue 1, p5770, 14p, 9 charts, 2 diagrams; DOI: 10.1057/palgrave.bm.2550110; (AN 26435842

Module: 3 Sessions: 2 Focus on Customers 1. Consumer Behaviour; Search, Experience and Credence attributes of services. 2. Managing customer expectations; Factors influencing customers expectations of service. Desired and Adequate service, Zone of Tolerance 3. Customer perception of services; Service Encounter, Service Quality Dimensions. Customer Satisfaction Readings: SSQSC: a tool to measure supplier Service Quality in Supply Chain: N. Seth, S.G. Deshmukh, Production Planning and Control, Vol. 17, No. 5, July 2006, 448-463 A review of strategic customer service management, By Novoa, Erving, G; Laurenceau, Myrna; Carraher, Shawn M; Allied Academic International Conference: Proceedings of the 159

Academy of Strategic Management (ASM), Oct 2009,Vol 8, Issue2, P25-29, 5p (AN 47108192) Satisfaction Strength and Customer Loyality: Murali Chandrashekaran, Journal of Marketing Research, Vol. XLIV, Feb. 2007, 153-163.

Module: 4 Sessions: 2 Understanding Customer Requirement: 1. Building Customer Relationships; Listening to Customers through Research; 2. Service Failure, Service Recovery Strategies and Empowerment ; Recovery Paradox.

Readings: Understanding Service Recovery Satisfaction from a Service Encounter Perspective: A Pilot Study: C. Bashaff S. A fr. Journal of Business Management 2007, 38 (2). Profitable relationships with key customers: how suppliers manage pricing and customer risk, By Ryals, Lynette, Journal of Strategic Marketing, June 2006, Vol 14, Issue 2, P 101-113 Antecedents to Complaint Behaviour: Beatriz Moliner Velazqnez, International Review of Retail Distribution and Consumer Research, Vol. 16, No. 5, pp 496-517, Dec. 2006.

Module: 5 Sessions: 2 Aligning Service Design and Standards 1. Service Innovation & Design, Physical Evidence & the Servicescape, Crafting the Service Environment Service Blueprinting. Customer Defined Standards 3. Role of Technology in Services; Readings: Combining Service Blueprint and FMEA for Service Design: Pao Tiao Chuang, The Service Industries Journal, Vol. 27, No. 2, March 2007, pp 91-104. Self-Service Technology and the Service Encounter: Amanda Beatson, The Service Industries Journal, Vol. 27, No. 1, Jan. 2007, pp 75-89

Module: 6 160

Session: 2 Delivering and Performing service: 1. Employees role in service delivery. 2. Customers role in service delivery, Managing demand and capacity 3. Co-creation; Crowd Sourcing Readings: Module: 7 Session: 2 Delivering Services through Intermediaries. 1. Role of Distribution in Services. Key Intermediaries for Service Delivery Distributing Services Through Physical and Electronic Channels 2. Channel Conflicts and Challenges of Distributing Services Readings: Boiling Frogs: Strategies for a manufacturer Adding a Direct Channel that Competes with the Traditional Channel: Kyle Cattani, Production and Operations Management, Vol. 15, No. 1, Spring 2006, pp 40-56. Improving service delivery through integrated quality initiatives: A case study. Hickey, J.; Siegel, J. IBM Systems Journal, 2008, Vol. 47 Issue 1, p167-178, 12p, 2 charts, 1 diagram; (AN 31317892) New Service Development (NSD): Role of Customer Contact Executives: K. R. Jayasimha, Rajendra Nargundkar and V. Murugaiah, VISION, Vol. 11, No. 2, April June 2007.

Module:8 Session 2 Implementing Profitable Strategies 1. Improving Service Quality and Productivity Strategies; 2. The GAPs Model-A Tool to Identify and Correct Service Quality Problems Readings: Measuring Retail Service Quality: An Empirical Assessment of the Instrument: Darshan Parikh, VIKALPA, Vol. 31, No. 2, April-June 2006. Implications of service quality gaps for strategy implementation: Cndido, Carlos J. F.; Morris, D. S.. Total Quality Management, Dec2001, Vol. 12 Issue 7, p825-833, 9p, 1 chart, 3 diagrams; DOI: 10.1080/09544120120095927; (AN 5911179) 161

Module: 9 Sessions: 2 New Perspective in Services New areas of services and their growth strategies; Sessions: 2 Service Sectors Study (Live Projects) Exposure to various growing Service Sectors: Banking, Insurance, Hospitality, Education, Telecom, Media, Entertainment, and Health Care. Live-Project, Group Presentations on various sectors of services

All groups are required to come prepared for presentation of the project duly submitted earlier. All presentations shall be followed by Question-Answer session in the class. Cases: The Annapoorna Dabbawalla Company Ltd. (ADC) (Ref: Services Marketing, Rajendra Nargundkar, 2nd Ed.) Jia Jaiwanti, A Service Consumer (Ref: Services Marketing- People, Technology, Strategy, Lovelock, Wirtz & Chatterjee, 2010, 6th Ed) Google: Searching for Success on the Web,(Ref: Marketing, Etzel, Walker, Stanton and Pandit, 2010, 14th Ed) Jollibee Foods Corporation (Ref: Services Marketing- People, Technology, Strategy, Lovelock, Wirtz & Chatterjee, 6th Ed) Giordano: Positioning for International Expansion (Ref: Services Marketing- People, Technology, Strategy, Lovelock, Wirtz & Chatterjee, 6th Ed) Home Solutions (India) Ltd- Kitchen Section, A Venture of Pantaloon Retail India Ltd A Future Group Idea

MakeMyTrip.com (Ref: Services Marketing- People, Technology, Strategy, Lovelock, Wirtz & Chatterjee, 6th Ed) Starbucks: Delivering Customer Service (Ref: Services Marketing, People, Technology, Strategy, Lovelock, Wirtz & Chatterjee,6th Ed) Incredible India: Atithi Devo Bhava (AFAQs) 162

IBIBO: Leveraging Social Media (AFAQs) Shouldice Hospital (RefL Services Marketing- People, Technology, Strategy, Loevlock, Wirtz & Chatterjee, 2010, 6th Ed) Indian Service Strategy Insight: Ginger Hotels Out of Home Format Advertising: Leading Innovation. (Ref: Services Marketing, Zethamal, Bitner, Gremler & Pandit, 4th Ed) Ed 2009)

Challenges for distribution strategy for fast food segment in India (Ref: Services Marketing, Operations & Management; Jauhari & Dutta, 1st

Physical Evidence A Case of KFC (Ref: Services Marketing, Operations & Management; Jauhari & Dutta, 1st Ed 2009) Ed 2009)

Indian Beauty Business: A Focus on Shahnaz Husain (Ref: Services Marketing, Operations & Management; Jauhari & Dutta, 1st

PEDAGOGY: Besides Lectures, the concepts shall be reinforced through class discussions of the assigned Cases / Readings/ Articles listed above. All students are required to read them in advance and come prepared for active participation and constant evaluation. Teaching shall be supplemented by Individual / Group assignments. Live project shall be assigned to each group to experience real life situation. Students are expected to pay regular visits to the service organization assigned and link the learning of each module to the real life situation. All group assignments / Projects shall be presented in the class to have the benefit of knowledge sharing. EVALUATION PARAMETERS: End Term Examination Assignments, Case discussions, test, and class participation Individual / Group Assignments Class Participation / Attendance Case Discussions / Quiz Live-Project LEARNING RESOURCES: 1. Recommended readings: 10 10 10 10 40% 60%

163

Services Marketing: Cristopher Lovelock, Jochen Wirtz and Jayanta Chatterjee: 6th Ed., 1st impression 2010, Pearson Education Asia. Services Marketing: Valarie A Zeithaml, Mary Jo Bitner, Dwayne D Gremier and Ajay Pandit, Tata McGraw-Hill Pub. Co., 4th Ed. 2008. Ed 2009

Services Marketing, Operations & Management; Jauhari & Dutta, 1st

Services Marketing, Cristopher Lovelock, Jochen Wirtz and Jayanta Chatterjee: 5th Ed., 2nd impression 2007, Pearson Education Asia. Services Marketing, Text and Cases: Rajendra Nargundkar, 2nd Ed.2006, Tata McGraw-Hill Pub. Services Marketing, Text and Cases, Harsh V Verma, Pearson Education Pub., 1st impression, 2008. Service Management: Operations, Strategy, and Information Technology, 5th Edition 2006, James Fitzsimmons, Tata McGraw-Hill Pub. Co. Services Marketing, 2e, Operation, Management and Strategy, Kenneth E Clow & David L Kurtz, 2nd edition 2006, Biztantra Pub. Service Management and Operations, Haksever, Render, Russell and Murdick, 2006 Ed. Essentials of Services Marketing, Concepts, Strategies and Cases, K Douglas Hoffman and John E G Bateson, 2nd Edition 2006, Harcourt College Pub.

2. Handouts and other reading materials will be provided as and when required. 3. List of cases: (The above mentioned cases shall be provided in the class as and when required)

164

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI PGDM (FULL- TIME) TRIMESTER VI Course Code: 204 Session: 2010-11 Course Title: INTERNATIONAL MARKETING Instructor: PRAVEEN GUPTA

COURSE OBJECTIVE: This course offers an in-depth study of the international marketing issues. The basic purpose is to acquaint the students with concepts and major dimensions related to international marketing, its behaviour and environment, and practices along with emerging issues in the field of global marketing operations. Module No 1 Session No./s 1-2 COURSE CONTENTS Topic & Reading/s Introduction to International Marketing 1.1 Nature and Concept 1.2 Domestic v/s International Marketing 1.3 Macro Economic View 1.4 Management Orientations in International Marketing 1.5 Dynamic Environment in International Trade 1.6 Trade Barriers, Easing Restrictions Case 1: Starbucks : Going Global Fast Readings Keegen, W.J. Global Marketing Management 7th Edition Chapter 1 Cateora, P.R. & Graham J. L. International Marketing 10th Edition - Chapter 1 2 3-6 The Global Marketing Environment 2.1Economic, Social, Cultural, Political & Legal 2.2 Economic Groupings: GATT, WTO, European Union, NAFTA Case 2:Marketing Microwave Ovens to a new Market Segment Readings: 165

Keegen, W.J. Global Marketing Management 7th Edition Chapter 2-4 Cateora, P.R. & Graham J. L. International Marketing 10th Edition - Chapter 2-7 3 7-8 Global Marketing Strategies 3.1Market Entry and Expansion Strategies. 3.2 Global Competition and Competitive Advantages Case 3: EURO DISNEY :Paris Readings: Keegen, W.J. Global Marketing Management 7th Edition Chapter 8 Cateora, P.R. & Graham J. L. International Marketing 10th Edition - Chapter 11 4 9-11 International Segmentation, Targeting and Positioning Strategy, Market Research. 4.1 Emerging Markets, 4.2 Strategies in emerging markets Case 4:Coca-cola Vs Pepsi : Indian Market Readings: Keegen, W.J. Global Marketing Management 7th Edition Chapter 7 5 6 12-15 16-17 Group Projects : Presentations International Marketing Mix Strategies 6.1 Product Design, Branding, Packaging, IPLC 6.2 Pricing Process & methods, Factors and Managerial Issues 6.3 Distribution Channels Logistics 6.4 Promotional Alternatives and their Scopes 6.5 Negotiations with partners, customers , regulators Readings: Keegen, W.J. Global Marketing Management 7th Edition Chapter 11-15 Cateora, P.R. & Graham J. L. International Marketing 10th Edition - Chapter 11-18 7 18-20 Instruments of Trade Policy Documentations Export Documents and Procedure (with reference to India) Khurana, P.K. - Export Management Galgotia Publishing Company. 166

Case 5 : Marketing to Bottom of the Pyramid PEDAGOGY: Teaching methodology will be a blend of several methods such as classroom lectures, case studies, assignments, and group projects and field surveys. EVALUATION PARAMETERS: Components Class Participation Assignments and Class Test Case Studies and Presentation Group Projects & Field Surveys End Term Examination Weightage ( in percentage) 10 10 10 10 60

SUGGESTED READINGS Keegan, W.J. - Global Marketing Management - Pearson Education Asia - 7th Edition, Crinkota, M.R. & L.A. Ronkainen - International Marketing - The Dryden Press. Cateora, P.R. & J.L. Graham - International Marketing, Tata McGraw- Hill - 10th Edition. Terpstra, V. and R. Sarathy - International Marketing - Thompson Press 8th Edition Khurana, P.K. Export Management Galgotia Publishing Company.

167

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT Two Year Full Time Post Graduate Program in Management TRIMESTER-IV Course Code: 205 Course Title: Advertising & Sales Promotion Mgmt Academic Session: 2010-11 Instructor: Smita Sharma ____________________________________________________________________ COURSE OBJECTIVES Advertising and sales promotion are essential components of the marketing strategy of most business firms. Expenditures on both have increased considerably over the last few years. Top Advertising agencies are vying with each other to establish their clients brand in the Indian market. Hence the need for a formal planning and a research base/input in this area. This course aims at inculcating among students, skills and traits for developing Ad campaigns and sales promotion plans based on systematic and formal planning as well as creativity and originality. Upon Completion of the course students are expected to: Appreciate the IMC perspective in Marketing. Be proficient in using data and information related to market as input and design advertising campaigns. Better understanding of Promotional tools. Appreciate the role of Advertisement in Brand Building. Develop capability to dissect and decipher various Advertisements in circulation in real life. COURSE CONTENTS: Module No. Session No. /s Topics & Readings ________________________________________________________________________ 1. Role of advertising Linkages with sales promotion Integrated marketing communication Advertising as a career Ad agencies, management of client servicing, client vs. agency relationship Emerging forms of agencies Trends in Indian advertising industry Advertising scenario- BRIC countries International issues in advertising, semanticity 1-3 Introduction and Overview Above the line/Below the line

Readings: Ch-1, 2, 3 Wells & Burnett, Ch 1, 2, 3, Batra & Myers, Ch-1, 4, Clow and Baack Case: The Pitch Process, Jethwaney J, Jain S, Advertising Mgmt, Oxford H. E. Indian Advertising: Turning Global, Jethwaney J, Jain S, Advertising Mgmt, Oxford H. E. Assignments: 168

Literature Review: Advertising localization overshadows standardization, Journal of Advertising Research, 42 (1) Jan- Feb 02 Topic for the live project will be decided in the first two classes and work on it should be started immediately. Topic for Self Study: - Social & Ethical issues in Marketing Communication ________________________________________________________________________ 2. 4 Objective setting and budgeting Understanding the Marketing Environment

Situation analysis and account planning Clarity on goals and objective Relevance of segmenting ,targeting positioning and consumer behavior to advertisement. Advertising and marketing communications budget Readings: (Ch-4, 5, 6, 7, Wells & Burnett, Ch-4, 5, 6, Batra & Myers, Ch- 4, Clow and Baack) Assignments: Literature Review: a) Estimating advertisement effectiveness on sales J A R, Vol-43, No-3.May-June02 ________________________________________________________________________ 3. 5 How Advertisement Works

Ad as a communication process AIDA Model, ELM Model Hierarchy of effects model EPIC Model Relationship between recall and persuasion. Feelings effect of advertisement Readings: (Ch-4, 7, 8, Batra & Myers, Ch-6, 7, Clow and Baack, Ch 5, Tom Duncan) Assignments: Literature Review: a) In defence of Hierarchy of effects: A rejoinder to Weilbacker JAR 42 (3) May-Jun 02 Gordon, Wendy. What Do Consumers Do Emotionally with Advertising Journal of Advertising Research, Mar2006, Vol. 46 Issue 1, p2-10 Topic for self study The Making of Ad -Gleanings from Subhash Ghosal ____________________________________________________________ 4. 6-8 Creative Strategy Advertising creativity Type of advertising appeals 169

Putting the strategy in writing Copywriting and its evaluation Layout & Execution Creative Brief, Story Board

Readings: (Ch-11, 12, 13, Wells & Burnett, Ch-12, 13, 14, Batra & Myers, Ch-6, 7, Clow and Baack) Assignment: Literature Review: What is creative to whom and why JAR 43(1), March03 ________________________________________________________________________ 9-10 Assignment Presentation ________________________________________________________________________ 5. 11-13 Advertising Media Media vehicles Reach & Effectiveness Electronics Print, Radio, Outdoor New media advertising, digital media Exploring unconventional media and comparison with traditional media Media Planning and buying

Readings: (Ch-8, 9, 10, Wells & Burnett, Ch-16, 17, Batra & Myers, Ch-8, Clow and Baack) Article Review: Michael Trusov, Randolph E. Bucklin, & Koen Pauwels. (2009), Effects of Wordof-Mouth versus Traditional Marketing: Findings from an Internet Social Networking Site, Journal of Marketing, Sep 09, pg 91-103 Dahlen Micael, Friberg Lars, Nilsson Erik, Long live creative media choice-the medium as a persistent brand cue, Journal of Advertising, vol. 38, no. 2 Case: When media advertises to gain mindshare- The case of new channels, Jethwaney J, Jain S, Advertising Mgmt, Oxford H. E. ______________________________________________________________________ 6 14 Evaluating and measuring the effectiveness of Advertising & IMC

Readings: Ch-7 Clow and Baack) Literature Review: A new model for measuring ad effectiveness JAR 42 (2) March- April02 ________________________________________________________________________ 7. 15- 16 Sales promotion Role of promotion in marketing strategy Consumer and trade promotion Benefits and drawbacks Sales promotion , internet and new media 170

 Sales promotion and direct marketing Event Marketing Readings: (Ch-15, 16, Wells & Burnett, Ch-9, 10, 11, 12, Clow and Baack) Literature Review: Is 75% of Sales promotion bumps due to brand switching? No only 33% is. JMR 38(1) Nov03. Assignment: Sales promotion strategies adopted by different companies in Indian scenario ________________________________________________________________________ 8. Public Relations, Sponsorship Programs PR tools Future media PR in brand building Role of PR in marketing mix Case Study: Indian Airlines change of identity to Indian, Advertising Mgmt., Jethwaney J, Jain S, Oxford H E , 2009 ____________________________________________________________________ 18-20 Final Presentation of Real Life Project 17

PEDAGOGY In addition to these lectures backed by case study and literature review, real life examples will be discussed by using commercials in different media i.e. TVCs, radio ads, print ads, outdoor advertising, etc. Real life presentations will be given by students in groups on the topic discussed with the instructor. Surprise quiz will be held to test the understanding of the student. END TERM PROJECT End Term project presentations on developing an Ad and Sales Promotion Campaign, the topics for which will be discussed with the instructor at the beginning of the session. EVALUATION PARAMETERS: End- Term Exam Internal Evaluation Assignment Case Presentation End-Term project Class Participation/ Attendance LEARNING RESOURCES 1. Recommended Readings: Belch George, Belch Michael, Purani Keyoor : Advertising and Promotion : An Integrated Marketing Communications Perspective, 7th edition, 2010, Tata McGraw Hill 171 60 % 40 %

10 (Group) 5 (Individual) 15 (Group) 10 (Individual)

Jethwaney Jaishri, Jain Shruti, Advertising Management, 2009, Oxford Higher Education Clow & Baack :Integrated Advertising, Sales and Marketing Communication, 3rd edition, PHI, 2009 Batra Rajiv, Myers and Aaker David : Advertising Management, 7th edition, 2009, Pearson Tom Duncan, Principles of Advertising & IMC, 2007, 2nd edition, Tata McGraw Hill Chunawalla, Sethia A : Foundations of Advertising Theory and management 7th edition, 2008, Himalaya Publishing House Wells, Burnett, Moriarty: Advertising Principles and practices , 8th edition, 2008, Pearson

2. Useful Websites www.agencyfaqs.com www.brandchannel.com www.magindia.com

172

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full- Time Post Graduate Diploma in Management Trimester V Course Code: 206 Academic Session: 2010-11 Course Title: Sales and Distribution Management Instructor:

Course Objective: This course seeks to provide the students with insights into basic functions of managing the sales force and distribution channels with the objective of maximizing the efficiency and effectiveness of the firms revenue generating arm. The course is primarily based in the Indian context supplemented by international experience wherever needed. The learning from this course will enhance the managerial decision making capabilities of the students in these areas. Module No. 1. Session No. /s 1 2 Topic & Readings Introduction to Sales & Distribution Management 1.1 Evolution of sales mgmt 1.2 Nature & importance of sales mgmt 1.3 Role & skills of modern sales managers 1.4 Types of sales mgrs/sales mgmt positions 1.5 Sales objectives, strategies & tactics 2.1 Emerging trends in sales mgmt 2.2 Linking sale & distribution mgmt 2.3 Role of intermediaries Personal Selling: Preparation & Process 3.1 Introduction: The psychology of selling 3.2 Buying decision process 3.3 Buying situations or types of purchases 3.4 Types of personal selling 4.1 Selling skills- communication, listening, Conflict resolution, negotiation, persuasion and objection handling 4.2 Selling process (for B2B & B2C) Readings: Professional selling Ingram et al (Module 1,2,3,4,5) Sales Management Ingram et al (Module 1, 2) Management of Sales Force Stanton et al (Ch-1) Case study: The Cornell Co (Stanton, Management of Sales Force Ch-1)

2.

3-4

173

3.

Planning the Sales Effort 5.1 Sales Planning 5.2 Sales Budgets 5.3 Estimating Market Potential and Forcasting Sales 5.4 Sales Quotas 5.5 Sales and Cost Analysis Readings: Management of Sales force -Stanton (Ch 7,8) Sales Management - Dalyrymple et al (Ch-6) Preparing groundwork for Managing sales force 6.1 Managing sales information Types of sales Information, Sales force automation techniques 6.2 Demand and Sales forecasting, Trend projection 6.3 Managing Sales territory Size, allocation and design 6.4 Marketing implications for territory design 6.5 Target setting Readings: Management of Sales force -Stanton (Ch 3,13, 15, 16) Sales Management - Dalyrymple et al (Ch-5,7,9) Case study: Matsushita Electric Corp (Stanton, Management of Sales Force Ch-2) Neptune Plumbing Co. (Stanton, Management of Sales Force Ch-15) Managing Sales Force 7.1What is Assessment centre, designing assessment centre and how is the assessment centre organized? 7.2 Training the Sales Force Objective, Training process, designing sales Training programme, art of persuasion 8.1 Deployment 8.2: Coaching and counseling wheel 8.3 Vacant territory management Case study: E-Collaborative Networks: A Case Study on the new role of the sales force Motivation and Compensation 9.1 Motivation Nature, importance, process of motivation, 9.2 Factors influencing motivation 9.3 Compensation Types of compensation plan, 9.4 Steps in designing the plan 9.5 Evaluation Types of performance appraisal. Improving the efficacy of sales Management. Readings: Management of Sales force Stanton et 4,5,6,7,8,9,10,12,17,18,19) Sales Management - Dalyrymple (Ch 15) Case Study: Evaluation of Telemarketing Reps. 174

4.

4.

7-8

5.

al

(Ch

(Stanton, Management of sales Force Ch-19) 6. 7. 10 11-12 Presentation on Management of Sales Force/Role Play Distribution An Introduction 11.1 Indian channel environment 11.2 Distribution channel Strategy setting objective, finalizing channel activity 12.1 Role of each channel member, organizing them, developing policy guidelines for day to day operations. 12.2 Marketing Logistics 12.3 Channel Integration 12.4 Channel Information System

Case study: Forecasting Demand with point of Sales Data A Case Study of Fashion Products 8. 13-14 Designing and Managing Distribution 13.1 Designing marketing channels- Different tiers and cost- revenue analysis of each. 13.2Branding of channels 14.1 Managing Channel member behavior, channel conflict 14.2 Long term inter firm relationship Physical distribution system 15.1 Physical distribution concept and objectives 16.1 Components of physical distribution, transportation, inventory management and control, warehousing, emerging concepts in supply chain management

9.

15-16

10

17-18 17.1 17.2 17.4 18.1

Channel institutions Retailing & wholesaling Urban/Rural retail formats 17.3 e-retailing & Cash-n-carry Technology in retailing Franchising- Concepts, opportunities 18.2 Multiplex Marketing and Distribution, NGO Marketing Case Study: Developing an effective Compensation Plan

11.

19-20

Real life project presentation

For sessions 11-18, refer to Marketing Channels by Coughlan, Anderson, Stern & Ansary 175

Pedagogy: The course will comprise of lectures and case discussions followed by role plays. Structured role plays will help students have the real feel of the selling situations. Article review of landmark articles will further add to the knowledge base of the students. Interaction with corporate will be encouraged to understand and appreciate real life problems in this area and develop real life cases. A viva-voce of the end term project will be conducted to analyze the understanding of the students. Additional Readings: Still, Cundiff & Giovanni: Sales Management, Decisions, Strategies and Cases PHI 2008. Ingram La forge et al : Sales Management Analysis and decision making Thomson press 5th ed. 2008 Vincentis De & Rockham : Rethinking the sales force, TMH 2008 Panda& Sahdev: Sales and Distribution Management, OUP Delhi 2008. Marketing channels Rossenblum Marketing channels Pelton Ziglar, Zig (2006). Selling 101: What Every Successful Sales Professional Needs to Know. New York: Nelson (Thomas) Publishers,U.S.. p. 96 pages. ISBN 978-0785264811. Ziglar, Zig (2007). Secrets of Closing the sale. Fleming H.Revell Co.

Article Reviews: Chanco Lawrence B1993 Sales Training: Status and needs Journal of Personal selling and sales management 13(4) pp81-86. Muczyk, Jan P and Gable, Myran 1987 Managing sales performance through a comprehensive P.A. system Journal of personal selling & sales Management May pp 41-52 Murtha, Kerry Rotenberg 1993 What common mistakes do your sales people Sales & marketing Management May pp 125-128 Frazier G L and Seth J 1985 An Attitude behavior framework for distribution channel Management, Journal of Marketing vol-49 pp70-78 Candice R. Hollenbeck, George M. Zinkhan, Warren French, And Ji Hee Song, ECollaborative Networks: A Case Study On The New Role Of The Sales Force, Journal Of Personal Selling & Sales Management, Vol. Xxix, No. 2 (Spring 2009), Pp. 125136. Bill Sichel, Forecasting Demand With Point Of Sales DataA Case Study Of Fashion Products, The Journal Of Business Forecasting, Winter 2008-2009 Case Study: Developing An Effective Compensation Plan, VELOCITY, 2008 Strategic Accounting Management Association.

Group Assignments: Role play on hard selling.

176

End Term Project on analyzing the sales organization, selling processes and distribution system in any one organization selected by the students at the beginning of the course. The evaluation will be done on the basis of presentation and viva-voce.

Evaluation Parameters: End term Examination Internal Evaluation End term Project 10 Case presentation 5 Class Test (Quiz) 5 Class participation 5 Class attendance 5 Role play 5 Individual assignment 5 - 60 % - 40%

177

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full- Time Post Graduate Diploma in Management Trimester V Course Code: 206 Academic Session: 2010-11 Course Title: Sales and Distribution Management Instructor:

Course Objective: This course seeks to provide the students with insights into basic functions of managing the sales force and distribution channels with the objective of maximizing the efficiency and effectiveness of the firms revenue generating arm. The course is primarily based in the Indian context supplemented by international experience wherever needed. The learning from this course will enhance the managerial decision making capabilities of the students in these areas. Module No. 1. Session No. /s 1 2 Topic & Readings Introduction to Sales & Distribution Management 1.6 Evolution of sales mgmt 1.7 Nature & importance of sales mgmt 1.8 Role & skills of modern sales managers 1.9 Types of sales mgrs/sales mgmt positions 1.10 Sales objectives, strategies & tactics 2.1 Emerging trends in sales mgmt 2.2 Linking sale & distribution mgmt 2.3 Role of intermediaries Personal Selling: Preparation & Process 3.1 Introduction: The psychology of selling 3.2 Buying decision process 3.3 Buying situations or types of purchases 3.4 Types of personal selling 4.1 Selling skills- communication, listening, Conflict resolution, negotiation, persuasion and objection handling 4.2 Selling process (for B2B & B2C) Readings: Professional selling Ingram et al (Module 1,2,3,4,5) Sales Management Ingram et al (Module 1, 2) Management of Sales Force Stanton et al (Ch-1) Case study: The Cornell Co (Stanton, Management of Sales Force Ch-1)

2.

3-4

178

3.

Planning the Sales Effort 5.1 Sales Planning 5.2 Sales Budgets 5.3 Estimating Market Potential and Forcasting Sales 5.4 Sales Quotas 5.5 Sales and Cost Analysis Readings: Management of Sales force -Stanton (Ch 7,8) Sales Management - Dalyrymple et al (Ch-6) Preparing groundwork for Managing sales force 6.1 Managing sales information Types of sales Information, Sales force automation techniques 6.2 Demand and Sales forecasting, Trend projection 6.3 Managing Sales territory Size, allocation and design 6.4 Marketing implications for territory design 6.5 Target setting Readings: Management of Sales force -Stanton (Ch 3,13, 15, 16) Sales Management - Dalyrymple et al (Ch-5,7,9) Case study: Matsushita Electric Corp (Stanton, Management of Sales Force Ch-2) Neptune Plumbing Co. (Stanton, Management of Sales Force Ch-15) Managing Sales Force 7.1What is Assessment centre, designing assessment centre and how is the assessment centre organized? 7.2 Training the Sales Force Objective, Training process, designing sales Training programme, art of persuasion 8.1 Deployment 8.2: Coaching and counseling wheel 8.3 Vacant territory management Case study: E-Collaborative Networks: A Case Study on the new role of the sales force Motivation and Compensation 9.1 Motivation Nature, importance, process of motivation, 9.2 Factors influencing motivation 9.3 Compensation Types of compensation plan, 9.4 Steps in designing the plan 9.5 Evaluation Types of performance appraisal. Improving the efficacy of sales Management. Readings: Management of Sales force Stanton et 4,5,6,7,8,9,10,12,17,18,19) Sales Management - Dalyrymple (Ch 15) Case Study: Evaluation of Telemarketing Reps. 179

4.

4.

7-8

6.

al

(Ch

(Stanton, Management of sales Force Ch-19) 6. 7. 10 11-12 Presentation on Management of Sales Force/Role Play Distribution An Introduction 11.1 Indian channel environment 11.2 Distribution channel Strategy setting objective, finalizing channel activity 12.1 Role of each channel member, organizing them, developing policy guidelines for day to day operations. 12.5 Marketing Logistics 12.6 Channel Integration 12.7 Channel Information System

Case study: Forecasting Demand with point of Sales Data A Case Study of Fashion Products 8. 13-14 Designing and Managing Distribution 13.2 Designing marketing channels- Different tiers and cost- revenue analysis of each. 13.2Branding of channels 14.1 Managing Channel member behavior, channel conflict 14.2 Long term inter firm relationship Physical distribution system 15.1 Physical distribution concept and objectives 16.1 Components of physical distribution, transportation, inventory management and control, warehousing, emerging concepts in supply chain management

9.

15-16

10

17-18 17.1 17.2 17.4 18.1

Channel institutions Retailing & wholesaling Urban/Rural retail formats 17.3 e-retailing & Cash-n-carry Technology in retailing Franchising- Concepts, opportunities 18.2 Multiplex Marketing and Distribution, NGO Marketing Case Study: Developing an effective Compensation Plan

11.

19-20

Real life project presentation

For sessions 11-18, refer to Marketing Channels by Coughlan, Anderson, Stern & Ansary 180

Pedagogy: The course will comprise of lectures and case discussions followed by role plays. Structured role plays will help students have the real feel of the selling situations. Article review of landmark articles will further add to the knowledge base of the students. Interaction with corporate will be encouraged to understand and appreciate real life problems in this area and develop real life cases. A viva-voce of the end term project will be conducted to analyze the understanding of the students. Additional Readings: Still, Cundiff & Giovanni: Sales Management, Decisions, Strategies and Cases PHI 2008. Ingram La forge et al : Sales Management Analysis and decision making Thomson press 5th ed. 2008 Vincentis De & Rockham : Rethinking the sales force, TMH 2008 Panda& Sahdev: Sales and Distribution Management, OUP Delhi 2008. Marketing channels Rossenblum Marketing channels Pelton Ziglar, Zig (2006). Selling 101: What Every Successful Sales Professional Needs to Know. New York: Nelson (Thomas) Publishers,U.S.. p. 96 pages. ISBN 978-0785264811. Ziglar, Zig (2007). Secrets of Closing the sale. Fleming H.Revell Co.

Article Reviews: Chanco Lawrence B1993 Sales Training: Status and needs Journal of Personal selling and sales management 13(4) pp81-86. Muczyk, Jan P and Gable, Myran 1987 Managing sales performance through a comprehensive P.A. system Journal of personal selling & sales Management May pp 41-52 Murtha, Kerry Rotenberg 1993 What common mistakes do your sales people Sales & marketing Management May pp 125-128 Frazier G L and Seth J 1985 An Attitude behavior framework for distribution channel Management, Journal of Marketing vol-49 pp70-78 Candice R. Hollenbeck, George M. Zinkhan, Warren French, And Ji Hee Song, ECollaborative Networks: A Case Study On The New Role Of The Sales Force, Journal Of Personal Selling & Sales Management, Vol. Xxix, No. 2 (Spring 2009), Pp. 125136. Bill Sichel, Forecasting Demand With Point Of Sales DataA Case Study Of Fashion Products, The Journal Of Business Forecasting, Winter 2008-2009 Case Study: Developing An Effective Compensation Plan, VELOCITY, 2008 Strategic Accounting Management Association.

Group Assignments: Role play on hard selling.

181

End Term Project on analyzing the sales organization, selling processes and distribution system in any one organization selected by the students at the beginning of the course. The evaluation will be done on the basis of presentation and viva-voce.

Evaluation Parameters: End term Examination Internal Evaluation End term Project 10 Case presentation 5 Class Test (Quiz) 5 Class participation 5 Class attendance 5 Role play 5 Individual assignment 5 - 60 % - 40%

182

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management Trimester - IV Course Code: 207 Academic Session: 2010-11 Course Title: Marketing to Business & Industry Instructor: PRAVEEN GUPTA

COURSE OBJECTIVES: Industrial Marketing or B2B Marketing has a wide coverage. The entire range of Financial, Advertising, Consulting or Security services sold to corporates fall within B2B Marketing. There are some unique characteristics in Business markets that demand special attention. These days Business Managers are continuously challenged by the forces that affect business demand, the composition of business markets, the nature of business buyers and their buying behavior. This course gives an opportunity to the students to integrate the learning from various marketing and strategy courses and apply them in the context of Business-toBusiness Marketing. MODULE 1 SESSION TOPIC Dimensions of Industrial Marketing 1.1 Nature of Industrial Marketing 1.2 Industrial Marketing V s. Consumer Marketing - Derived Demand, Complexity 1.3 A Rationale for Relationship Marketing 1.4 Market Structure 1.5 International Considerations 1.6 Economics of Industrial Demand 1.7 The resellers market 1.8 The Industrial Marketing Concept 1.9 Trends and Changes in Business Marketing Chapter I - Reeder, Brierty and Reeder Chapter 1 - Vitale and Giglierano Understanding Industrial markets 2.1 Types of Organizational Customers 2.2 Classifying Industrial Products 2.3Organizational Procurement Characteristics 2.4 Classifying the Business to Business Market Environment Chapter 2,3 - Reeder, Brierty and Reeder Chapter 2 - Vitale and Giglierano 3 5-6 Organizational Buying and Buyer Behavior 3.1 The Nature of Industrial Buying: Organizational Buying Activity 183

1-2

3-4

3.2 Purchasing contribution to the firm 3.3 Buying Models and Buying Center Concept 3.4 Inter Personal Dynamics of Industrial Buying Behavior 3.5 Influencers and Decision Makers Influence in Industrial Buying Process 3.6 Conflict Resolution in Decision Making 3.7 Value and Vendor Analysis 3.8 Trends in Purchasing Chapter 4, 5- Reeder, Brierty and Reeder Chapter 3 - Vitale and Giglierano 4 7-8 Strategy Formulation in the Industrial Market 4.1 Development of Strategic Plans 4.2 Strategic Planning Process 4.3 Developing Marketing Strategy 4.4 Performing Strategic Management in the Business to Business Company 4.5 Special Issues in Business Strategy 4.6 AMC / Warranty as Business Strategy Chapter 6 - Reeder, Brierty and Reeder 5 9-10 Market Analysis & Planning 5.1 Use of Marketing Decision Support Systems 5.2 Competitive Analysis 5.3 Forecasting markets 5.4Strategic Marketing-Concentrated Market and Niche Markets 5.5 CRM in B2B.

Chapter 7, 8 - Reeder, Brierty and Reeder Chapter 6, 7 - Vitale and Giglierano 11 6 12-13 Assignment Presentation/Test Formulating Channel Strategy 6.1 Industrial Distributors - Definition 6.2 Geographical Distribution 6.3 Size characteristics, operating characteristics 6.4Role of Sales Agent and their Drawbacks 6.5Choice of the Right Distributors ,Selection & Training 6.6Motivation,Monitoring ,Managing the distributors. 6.7Participation of the Other Channel Members in Industrial Distribution 6.8 Channel Logistics -Relationship of Logistics and Physical Distribution 6.9 Identifying the cost centers such as transportation and warehousing.

Chapter 11, 12 - Reeder, Brierty and Reeder Chapter 12 - Vitale and Giglierano 184

7 Mgmt 8

14-15 16-17

Field Visit to Industries covering Purchase Activity & Channel Pricing Strategies 8.1Price Determinants 8.2Factors that Influence the Pricing Strategies 8.3 Concept of Learning Curves 8.4 Pricing strategies 8.5 Competitive Bidding 8.6 Tendering Process

Chapter 16, 17 - Reeder, Brierty and Reeder Chapter 10 - Vitale and Giglierano 9 18-19 The Promotional Strategies 9.1 Advertising in Industrial Markets 9.2 Message Formulation 9.3 Policies, Media, Budgetary Support 9.4 Sales Promotion - Use of Sales Promotion in Industrial Markets 9.5 Trade Shows and Exhibitions Chapter 15 - Reeder, Brierty and Reeder Chapter 13 - Vitale and Giglierano 10 20 B2B e-Commerce 10.1 Evolution 10.2 Customers & Channels 10.3 e-procurements 10.4 Supply Chain Coordination

CASE STUDIES: (Source: Industrial Marketing, Reeder, Brierty & Reeder) CN Information Services Kruger-Montini Manufacturing Company Trans Europa Business Credit Parker Instruments Precision Parts Inc. Titan Controls Corp. The Top Plastics Company INTERNAL EVALUATION Project work 10 marks Assignment 5 marks Individual Presentation 5 marks Case Study 10 marks Class Participation & Attendance 10 marks RECOMMENDED BOOKS: 1. Industrial Marketing, Reeder, Brierty & Reeder, Prentice Hall India, 2006 Edition 2. Business to Business Marketing, Vitale & Giglierano, Thomson South Western, 185

2005 Edition 3. Industrial Marketing, Krishna Havaldar, Tata McGraw Hill, 2/e, 2004 4.Business Marketing: Connecting Strategy , Relationship & Learning , Dwyer & Tanner ,McGraw Hill International Edition ,2006

186

187

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT Two Year Full Time Post Graduate Programme in Management Trimester - V Course Code: 209 Academic Session: 2010-11 Course Title: Brand Management Instructor: Smita Sharma

COURSE OBJECTIVE Brands are one of the most valuable assets that firms have in modern competitive business environment. Even though they are intangible assets, creating & nurturing them poses significant challenges to the marketers today. The course will illustrate why brands are important, what they represent to consumers & how they should be managed. _______________________________________________________________________ ___ Sessions 1-2: Brands & Brand Management Brands vs. Products Why Do Brands Matter? Can Anything Be Branded? What Are The Strongest Brands? Branding Challenges and Opportunities the Brand Equity Concept Strategic Brand Management Process Reference: Chapter 1, Kevin Keller, Strategic Brand Management, Pearson, 2009 Case: Start of a Brand- Arvinds Original Denim (Successful Branding-Pran K Choudhary) _______________________________________________________________________ _ Session 3 Customer-Based Brand Equity Customer-Based Brand Equity Brand Equity as a Bridge What Makes a Brand Strong? Sources of Brand Equity How Do You Build a Strong Brand? Brand Building Implications References: Chapter 2, Kevin Keller, Strategic Brand Management, Pearson, 2009 Chapter 1, 2 David Aaker: Managing Brand Equity Chapter 13 Kellogg on Branding Case: Dockers: Creating a sub brand, Kellers Best Practice Cases in Branding _______________________________________________________________________ _

188 Sessions 4-5 - Creation of a New Brand - Brand Identity Prism - Brand Building Pentagon Five Steps References: Chapter 2 Jean Noel Kapferer: Strategic Brand Management Chapter 2: Parameswaran: Building Brand Value Cases: (i) How a company converts a commodity into a brand- Gujarat Ambuja Cement (ii) Diamonds as Brand- De beers (Successful Branding-Pran K Choudhary) ______________________________________________________________________ Session 6 Brand Positioning & Values Identifying and Establishing Brand Positioning Updating Positioning Over Time Defining and Establishing Brand Values Internal Branding References: Chapter 3, Kevin Keller, Strategic Brand Management, Pearson, 2009 Chapter 2 Brand Positioning: Subroto Sengupta Chapter 1 Kellogg on Branding Al Ries & Jack Trout Books on Positioning (Positioning The Battle for Your Mind, Marketing Warfare, 22 Immutable Laws of Branding, Focus, Differentiate or Die, The Origin of Brands etc.) Case: Introduction of an International Brand-Bacardi Brand repositioning- Keo Karpin Body Oil Successful Branding-Pran K Choudhary) __________________________________________________________________________ Session 7 Choosing Brand Elements to Build Brand Equity Brand Element Choice Criteria Brand Element Options & Tactics Putting it all together Reference: Chapter 4, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Case: Red Bull: Building brand equity in non-traditional ways, Kellers Best Practice Cases in Branding _______________________________________________________________________ Session 8 Designing Marketing Programs to Build Brand Equity New Perspectives on Marketing Product Strategy Pricing Strategy Channel Strategy

189 Reference: Chapter 5, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Integrating Marketing Communication to Build Brand Equity Information Processing Model of Communication Overview of Marketing Communication Options Developing Integrated Marketing Communication Programs

Reference: Chapter 6, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Case: Got Milk? Branding a Commodity, Kellers Best Practice Cases in Branding _______________________________________________________________________ Session 9 Leveraging Secondary Brand Knowledge to Build Brand Equity Conceptualizing the Leveraging Process Country-of-Origin and other Geographical Areas Channels of Distribution Co-Branding Ingredient Branding Licensing Celebrity Endorser Reference: Chapter 7, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Article Review: By: Wright, Owen; Frazer, Lorelle; Merrilees, Bill McCafe: The McDonald's co-branding experience, Journal of Brand Management, Jul 2007, Vol. 14 Issue 6, p442-457 _______________________________________________________________________ Session 10 Developing a Brand Equity Measurement & Management System The Brand Value Chain Designing Brand Tracking Studies Establishing a Brand Equity Management System Reference: Chapter 8, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Kevin Lane Keller, Brand Report Card, Harvard Business review, 2007 _______________________________________________________________________ Session 11 Measuring Sources of Brand Equity: Capturing Customer Mindset Qualitative Research Techniques Quantitative Research Techniques Reference: Chapter 9, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Measuring Outcomes of Brand Equity: Capturing Market Performance Comparative Methods Holistic Methods Reference: Chapter 10, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009

190 Case: MTV: Building Brand Resonance, Kellers Best Practice Cases in Branding ___________________________________________________________________________ Session 12 Designing and Implementing Branding Strategies Brand-Product Matrix Brand Hierarchy Designing a Branding Strategy

Reference: Chapter 11, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 __________________________________________________________________________

Session 13-14 Introducing and Naming New Products and Brand Extensions New Products and Brand Extensions Advantages of Brand Extensions Disadvantages of Brand Extensions Understanding How Consumers Evaluate Brand Extensions Evaluating Brand Extension Opportunities Extension Guidelines Based On Academic Research References: Chapter 12, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Chapter 9 David Aaker: Managing Brand Equity * Research literature on categorization process Cases: (i) Dettol The Key to Volume Sale (ii) Maggi Brand Extension (Successful Branding-Pran K Choudhary) _______________________________________________________________________ ___ Sessions 15-16 Managing Brands over Time Reinforcing Brands Revitalizing Brands Adjustments to the Brand Portfolio Brand Portfolio Rationalization

Reference: Chapter 13, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Article Review: Kevin Lane Keller, Managing brands for the long run: Brand reinforcement and revitalization strategies, California Management Review, vol 41, no. 3 spring 1999 Aaker A David, Prioritize Brands in the Portfolio, Harvard Business Press Case: Snapple: Revitalizing a Brand, Kellers Best Practice Cases in Branding _______________________________________________________________________ Session 17 Managing Brands over Geographical Boundaries and Market Segments

191 Rationale for Going International Advantages of Global Marketing Programs Disadvantages of Global Marketing Programs Standardization vs. Customization Global Brand Strategy Building Global Customer-Based Brand Equity References: Chapter 14, Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 Chapter 17 Kellogg on Branding Case: The Brand Face Off (HBR June 2003 Case Study) _______________________________________________________________________ Session 18 - Contemporary Issues in Branding The Power Of Cult Branding E-Brand Management Services Branding

Sensory Branding Brand manuals Brand Volatility Creative Destruction of Brands References: Chapter 7 Paul Temporal: Advanced Brand Management Chapter 10, 20 Kellogg on Branding Book Review: Brand Sense Martin Lindstrom __________________________________________________________________________ Sessions 19-20 End Term Project Presentations ______________________________________________________________________ Pedagogy Focus will be on interactive class lectures Case studies will be used extensively. Student presentation on a regular basis (based on brief agencyfaqs.com brand news articles or other quality articles) Internal Evaluation Class participation/Attendance: 10 marks Individual Presentation: Group Project on Brand Case Presentation: 10 marks Brand Audit Project 5 15 marks marks

Audit:

192 An essential ingredient of the course is the brand audit project. The idea behind the brand audit is to conduct an in-depth examination of a major brand of your choosing. Every team must study a different brand, and brands are assigned on a first come, first serve basis. The goal of the brand audit is to assess its sources of brand equity and suggest ways to improve and leverage that brand equity. Book Readings 1. Kevin Lane Keller, Strategic Brand Management, Pearson, 2009 2. Jean Noel Kapferer: Strategic Brand Management, Kogan Page, 2009 3. M.G. Parameswaran Building Brand Value, Tata McGraw Hill, 2008. 4. Pran K Choudhary, Successful Branding, 2001, Universities Press 5. Harsh Verma, Brand Management (Excel Books, 2004) 6. David Aaker, Brand Portfolio Strategy (New York: Free Press, 2004) 7. David Aaker, Building Strong Brands (New York: Free Press, 1995) 8. David Aaker, Managing Brand Equity (New York: Free Press, 1991) 9. Paul Temporal: Advanced Brand Management (John Wiley & Sons, 2002) 10. Ries & Trout, Positioning: The Battle For Your Mind, 20th Anniversary Edn. (McGraw Hill, 2000) 11. Y.L.R. Moorthi, Brand Management (Vikas Publishing, 2003) 12. Kellogg on Branding Northwestern University, 2006.

193 LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full-Time Post Graduate Programme in Management Trimester -V Course Code: 211 MARKETING Session: 2010-11 COURSE OBJECTIVE: This course has been designed to familiarize the students with the concept and domain of Rural Marketing (RM). This course would develop among budding managers sensitivity for rural marketing scenario and help them conceptualize appropriate marketing strategies and action plans and adapt learning of marketing concepts to RM context. Rural Markets in India have grown manifold. In fact there has been a virtual explosion in rural markets as far as many product categories are concerned. With urban markets getting saturated for a host of products, marketers are increasingly paying attention to rural markets. This course is designed to help the students in learning the typicalities of Rural Markets. Upon Completion of this course, students should be able to: Understand the changing profile of the rural consumer and its consumption pattern. Conceptualalize skills in designing product, price, distribution and promotional strategies for different classes of product targeted at rural consumers. Course Title: RURAL Instructor: Praveen Gupta

COURSE CONTENTS: Module No 1 Session No./ s 1-2 Topic & Reading/s Introduction 1.1 Rural Economy-Introduction 1.2 Scope of Rural Marketing 1.3 Business Environment in Rural India 1.4 Strategic Challenges 1.5 Rural Vs Urban Marketing 1.6 Backward to forward linkages Readings Text 1: Chapter 1 Text 2: Chapter 3 Assignment 1: Collect secondary data on: social and economic profile of rural population, size of rural

194 market. Case Study 1 : Emancipation of Rural India-The AMUL saga

3-5

2.1 Rural Marketing Definition, Characterstics 2.2 Rural marketing participants and their characteristics 2.3 Infrastructure-Transportation & Communication 2.4 Social Structure & Income distribution 2.5 Agriculture Status 2.6 Marketing Infrastructure: Warehousing Readings Text 1: Chapter 2 & 3 Text 2: Chapter 2 Case Study 2 Weikfield Agro Products Limited Assigmment 2: Characteristics of rural market environment in India

6-7

Rural Consumer Behavior 3.1 Key Factors influencing Rural Buying behavior. 3.2 Adaptation and modification of consumer decision. 3.3 Rise of consumerism 3.4 Age & stage of life style 3.5 Information & pre purchase evaluation Readings Text 1: Chapter 4 & 5 Text 2: Chapter 4 &5 Case study 3 : E- Choupal

8-9

Rural Market Research 4.1 Data Collection Method 4.2 Questionnaire design 4.3 Sampling 4.4 Attributes of a Rural Researcher Readings Text 1: Chapter 6 Text 2: Chapter 6

195 5 10-11 Rural marketing : Segmenting, Targeting and Positioning decisions Readings Case Study 4 : Efforts of HUL in Rural Marketing Text 1: Chapter 6 Text 2: Chapter 6 6 12-13 Advertising & Sales Promotion in Rural Marketing: 6.1 Advertising : Choice of Media, Message , 6.2 Sales Promotion : Different ways & means 6.3 Innovations in Advertisement & Promotions Readings Text 1: Chapter 7 Text 2: Chapter 7 Pricing Decision Readings Text 1: Chapter 8 Text 2: Chapter 8 8 15 Distribution Decisions 8.1 Managing Rural Sales Force 8.2 Innovations in Rural Distribution Article Review: Marketing of Fertilizers Case Study 5 : Hero Honda : Success in Rural Marketing Readings Text 1: Chapter 9 Text 2: Chapter 10 Product Strategy , Packaging Issues 9.1 Product concepts & classification 9.2 FMCG 9.3 Consumer Durables 9.4 Services Case study: 6 : Jaipur Rugs Readings Text 1: Chapter 10 Text 2: Chapter 9 Rural Marketing : Strategic Innovations 10.1 ICT role in rural distribution

14

16

10

17-19

196 10.2 Organized Retailing 10.3 Communications 10.4 Future of Rural Marketing 10.5 PPP 10.6 Microfinance 10.7 Mobile Penetration 10.8 Cases of RM Failures /Discussion of problems Assignment 3: Business opportunity in Rural India ; list strengths and weaknesses of the activity you wish to develop and suggest realistic strategy for leveraging strengths and overcoming weaknesses. Also develop a customer profile of the target market. Some decisions about the advertising and promotional plans. Readings Text 1: Chapter 11 & 12 Text 2: Chapter 7 - 10 End-Term Project Presentations

11 PEDAGOGY:

20

Lectures, Cases, article review, Individual assignments, group-project and presentations by students. The teaching in the sessions will comprise of interactive lectures and discussions on the given case-studies, article reviews and real-life project. The main objective of the course being the application of earlier learnings in functional areas. The lectures will be restricted to integration aspects and on the concepts relevant to the case as the solutions to the theory, case and real-life projects are varied. Complete understanding of the key issues are desired only after substantial class debate and discussions i.e. learning from one another. Assignment should be submitted at the end of respective session.

EVALUATION PAREMETERS: Marks End-term examination Internal evaluation Internal Evaluation will be based on Class Participation and attendance 10 60 40

197 Assignments Field Visit End term project (group) LEARNING RESOURCES: Text 1: Text 2: Kashyap,Pradeep and Raut, Siddhartha. The Rural Marketing Book- Text & Practice, New Delhi: Biztantra,2005-06. Krishnamachayulu, C.S.G. and Ramkrishnan, Lalitha. Rural Marketing Text and Cases, New Delhi, Pearson Education, 2003. 10 10 10

Other Readings: Cases in Rural Marketing Krishnamachayulu, C.S.G. and Ramkrishnan, Lalitha, New Delhi, Pearson Education Habeeb-ur Rehman, K.S.. Rural Marketing in India : Mumbai, Himalya Publishing House, , 2003. Ramkishen, Y., New Perspectives in Rural & Agricultural Marketing, Jaico Publishing House, 2004.

Handouts and other reading materials will be provided as and when required. LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management Trimester - IV Course Code: 513 Academic Session: 2010-11 Course Objective The principal objective of this course is to acquaint participants with key concepts and solutions in the design, operation, control and Management of supply chain as an integrated system. It also aims at sensitizing participants with how effective and efficient supply chains can facilitate in achievement of cost saving and market benefits based on the philosophy of extended enterprise. Topics Number of Session Module-1 Introduction Nature, Evaluation, Concepts of Supply Chain Management and its Contribution 2 Sessions D.K Agrawal., Edition 2010, Mcmillan Publishers Sunil Chopra, Peter Meindl, D.V Kalra By Pearson, 2006 Edition (Reprint 2009) Course Title: Supply Chain Management Faculty : Prof. S.K. Jain

198 Supply Chain Management By Janat shah By Pearson Education Article review: Sengupta, (2004), The top Ten Supply Chain Mistakes, Supply Chain Management review, July Project: Constitution of groups and finalization of real life project Module-2 Strategic Role of Supply Chain Management and its Perspective as a Value Chain, Supply Chain Effectiveness and Indian Infrastructure 2 Sessions Article Review: ANDERESON, BREITT, and FAVRE,(1997) The Seven Principles of Supply Chain Management, Supply Chain Management Review, April Module-3: Customer value, Customer services, Push Pull Strategy and Gap analysis and Measurement of customer service 2 Sessions Case Study: Reseller service standard in the automobile industry, Supply Chain management, D.K. Agarwal

Article Review: Haeckel and Nolan, (1996), "Managing by Wire: Using IT to Transform a Business from "Make-and-Sell" to "Sense-and-Respond, " Competing in the Information Age: Strategic Alignment in Practice, edited by Jerry N. Luflman, Oxford University Press, Inc. New York.

Madule-4 Inventory management

3 Sessions

Characteristic and function of inventory in SCM, EOQ, ABC & VED analysis. Vendor Managed Inventory (VMI) Bullwhip Effect, Effective demand forecasting and demand management including, JIT system, Reverse Logistics : Simchi-Levi et al. Chopra & Meindl: D..K Agrawal Janat Shah Article Review: I. Abernathy, Dunlop, Hammond, and David, (2000), "Control Your Inventory in a world of Lean Retailing" Harvard Business Review, November-December. 2. Lee, Padmanabhan and Whang (1997), "The Bullwhip Effect In Supply Chains, " Sloan Management Review/Spring. Module-5 Sourcing Strategies and Vendor Evaluation, Vendor Risk

199 Portfolio , Vendor Rating, Development, Procurement management

3 Sessions Tendering process and Transportation Article Review: "Strategic Supplier Segmentation: The Next Best Practice in Supply Chain," California management Review, October, 1998. Module -6: Warehousing and Transportation Chapter7,8 Supply Chain Management By D.K Agrawal

2 Sessions

Module7

Supply Chain Integration and Synchronization using Information Technology:

2 Sessions

Flow of information, goods and value across value chain; SCM system components; Coordinated product and supply. chain design; Role of supply chain information technology; IT infrastructure; Integrating supply chain information technology. Case Study: Integrated logistic management system, Page 590, Supply chain management, Sunil Chopra, Peter meindl Article Review: 1. Lee, (2000), "Creating Value through Supply Chain Integration," Supply Chain Management Review, September 2. BOWERSOX, CLOSS, and DRAYER, (2005) "The Digital Transformation: Technology and Beyond," Supply Chain Management Review January Case: Global capacity expansion of two Korean car makers

Module-8 Introduction, Dimension, and Tools of performance measurement, SCOR Model, Impediments to improve performance Efficient consumer response; Demand chain management;

2 Sessions

Article Review: 1. POIRIER and QUINN, (2003), "A Survey of Supply Chain Progress," Supply Chain Management Review September. 2. POIRIER and QUINN, (2004), "How Are We Doing?: A Survey of Supply Chain Progress," Supply Chain Management Review, November.

Presentation of Real Life project Public Distribution Supply Chain of cereals of Government of India (2 session)

Cases from Supply Chain Management by D.K Agrawal 1. Strategic Supply chain Management in Dynamic and emerging Business Scenario 2. Benchmarking Supply Chain practices in FMCG Industry 3. Is Retail Romance over? 4. Customer serviced strategy: An Audit of Indian Consumer durable Industry 5. Supply chain Management in Indian Auto Component Industry 6. Kurlon Limited 7. Vehicle Routing at Baroda Union 8. Managing Tendupatta Collection operations 9. Supply chain management at Dalmia Cement Ltd. 10. Marico Industries: mySAP Supply chain Management 11. Subhiksha : Managing Store operations PEDAGOGY: Besides Lectures, the concepts shall be reinforced through class discussions of the assigned Cases / Readings/ Articles listed above. All students are required to read them in advance and come prepared for active participation and constant evaluation. Teaching shall be supplemented by Individual / Group assignments. Live project shall be assigned to each group to experience real life situation. All group assignments / Projects shall be presented to have the benefit of knowledge sharing. EVALUATION PARAMETERS: End Term Examination Assignments, Case discussions, test, and participation Individual / Group Assignments Class Participation / Attendance Case Discussions / Mid-Term test Live-Project 10 10 10 10 60% 40%

The Teaching Methodology is blend of the following 201

approaches: 1. Interactive lectures 2. Case Studies 3. Assignments (Individual as well as Group) 4. Project* 5. Article review** * Real life project would be given at the start of the trimester. In the project, groups are required to study supply chain strategies and practices, process integration, relationships with supply chain participants and extent of use of infonnation technology. And all group assignments should be submitted with reference to the company under project study. Assignments will be submitted by participants in the first class of next module or as per schedules announced by the faculty. Projects will be colleted a week before the close of the trimester following viva-voce. Every class would start with question session on earlier discussions for about 10 minute. ** Seven research articles would be given during the trimester for review Apart from the topics outlined in the course content, there is profound emphasis on: . Awareness about recent trends in the supply chain management Scenario . a constant watch on Journals, Business Magazines etc.

Evaluation 1. End Term Written test 2. Class Term Test 2. Individual Assignments 3. Project 4. Active Class participation& attendence 6. Case Study TOTAL

Marks 60 5 5 15 10 5 100

Recommended Reading 1. Simchi-Levi, David et al (2007), "Designing & Managing the Supply Chain"Tata McGraw-Hill, Delhi . 2. Sunil Chopra & Peter Meindl, (2003) "Supply Chain Management" Pearson Education. 3. D.K. Agrawal, (2003) "Logistics & Supply Chain Management" MacMillan India Ltd. . 4. Arjan J Van Weele, (2000) "Purchasing & Supply Chain Management:Analysis, Planning And Practice" Thomson Learning, Vikas Publishing House 5. Westland & Clark (2001), "Global Electronic Commerce" Universities Press, Hydrabad.

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6. Coyle, Bardi, Langley, The Management of Business Logistics, Thompson, 2006 7. Kim Bowon, Mastering business in Asia Supply Chain Management, John Wiley, 2005 8. Shapiro Jeremy, Modelling the supply chain, Thomson, 2007 9. Bowersox, Closs, Cooper, Supply chain logistics management, McGraw Hill 2008 10. Deshmukh and Mohanthy, Supply Chain Management theories and practices Bitzantra, 2005

Supply Chain Management Readings 1. New prospects for corporate customers. By: Bielski, Lauren. ABA Banking Journal, Jan2008, Vol. 100 Issue 1, p41-43, 3p, 2c; (AN 28459392) 2. Balanced and synchronized ordering in supply chains. By: Ki Ling Cheung; Sheng Hao Zhang. IIE Transactions, Jan2008, Vol. 40 Issue 1, p1-11, 11p, 6 charts, 2 diagrams; DOI: 10.1080/07408170701245338; (AN 27394985) 3. LEVERAGE SUPPLY CHAIN INNOVATION. By: Krabbe, Mike. Industrial Engineer: IE, Dec2007, Vol. 39 Issue 12, p26-30, 5p, 5c; (AN 27583732) 4. Supply Chain Relationships and Contracts: The Impact of Repeated Interaction on Capacity Investment and Procurement. By: Taylor, Terry A.; Plambeck, Erica L.. Management Science, Oct2007, Vol. 53 Issue 10, p15771593, 17p, 2 graphs; (AN 27051328) 5. The Emerging Global Direct Distribution Business Model: Industry and Research Opportunities. By: Shong-Iee Ivan Su. Transportation Journal, Fall2007, Vol. 46 Issue 4, p58-65, 8p; (AN 27465060) 6. Supply Chain Issues in Knowledge-based Service Industries: Discussion. By: Shah, Janat. IIMB Management Review, Jun2007, Vol. 19 Issue 2, p173-188, 16p, 2 charts, 5 diagrams, 1 graph; (AN 25555337) 7. Optimal model for warehouse location and retailer allocation. By: Gill, Avninder; Ishaq Bhatti, M.. Applied Stochastic Models in Business & Industry, May/Jun2007, Vol. 23 Issue 3, p213-221, 9p, 2 charts, 2 diagrams; (AN 25200715) 8. Strategic Spot Trading in Supply Chains. By: Mendelson, Haim; Tunca, Tunay I.. Management Science, May2007, Vol. 53 Issue 5, p742-759, 18p, 1 diagram, 3 graphs; (AN 25049885) 9. The Strategic Perils of Delayed Differentiation. By: Anand, Krishnan S.; Girotra, Karan. Management Science, May2007, Vol. 53 Issue 5, p697-712, 16p, 9 charts, 4 diagrams, 4 graphs; (AN 25049635 10. HOW SOX and C-TPAT Impact Global Supply Chain Security. By: McGhee, Mitch; Giermanski, Jim. Strategic Finance, Apr2007, Vol. 88 Issue 10, p3338, 6p, 1 chart; (AN 24481988) 11. The Horizontal Scope of the Firm: Organizational Tradeoffs vs. BuyerSupplier Relationships. By: Chatain, Olivier; Zemsky, Peter. Management

203

Science, Apr2007, Vol. 53 Issue 4, p550-565, 16p, 6 charts, 3 graphs; (AN 24697682) 12. THE IMPACT OF CULTURE ON THE GENERATION OF TRUST IN GLOBAL SUPPLY CHAIN RELATIONSHIPS. By: Ueltschy, Linda C.; Ueltschy, Monique L.; Fachinelli, Ana Christina. Marketing Management Journal, Spring2007, Vol. 17 Issue 1, p15-26, 12p; (AN 25657488) 13. COMBINATORIAL AUCTION BASED COLLABORATIVE PROCUREMENT. By: Jin Ho Choi; Ingoo Han. Journal of Computer Information Systems, Spring2007, Vol. 47 Issue 3, p118-127, 10p; (AN 25144342) 14. Demand network alignment: aligning the physical, informational and relationship issues in supply chains. By: Kehoe, D. F.; Dani, S.; Sharifi, H.; Burns, N. D.; Backhouse, C. J.. International Journal of Production Research, 3/1/2007, Vol. 45 Issue 5, p1141-1160, 20p, 1 chart, 5 diagrams; DOI: 10.1080/00207540600635219; (AN 24155414) 15. INTERORGANIZATIONAL TIME-BASED POSTPONEMENT IN THE SUPPLY CHAIN. By: Garca-Dastugue, Sebastiin J.; Lambert, Douglas M.. Journal of Business Logistics, 2007, Vol. 28 Issue 1, p57-81, 25p; (AN 25259815) 16. Pushing Quality Improvement Along Supply Chains. By: Kaijie Zhu; Zhang, Rachel Q.; Fugee Tsung. Management Science, Mar2007, Vol. 53 Issue 3, p421-436, 16p, 1 diagram, 10 graphs; (AN 24444798) 17. A New Framework for Service Supply Chains. By: Baltacioglu, Tuncdan; Ada, Erhan; Kaplan, Melike D.; Yurt, Oznur; Kaplan, Y. Cem. Service Industries Journal, Mar2007, Vol. 27 Issue 2, p105-124, 20p, 3 diagrams; DOI: 10.1080/02642060601122629; (AN 24325582) 18. SUPPLY CHAIN COORDINATION WITH CONTRACTS GAME BETWEEN COMPLEMENTARY SUPPLIERS. By: DING, DING; CHEN, JIAN. International Journal of Information Technology & Decision Making, Mar2007, Vol. 6 Issue 1, p163-175, 13p, 1 chart, 3 diagrams, 1 graph; (AN 24498516) 19. Strategic Outsourcing Decisions for Manufacturers that Produce Partially Substitutable Products in a Quantity-Setting Duopoly Situation. By: Xiao, Tiaojun; Xia, Yusen; Zhang, G. Peter. Decision Sciences, Feb2007, Vol. 38 Issue 1, p81-106, 26p, 6 charts, 3 graphs; DOI: 10.1111/j.15405915.2007.00149.x; (AN 24500761) 20. The Severity of Supply Chain Disruptions: Design Characteristics and Mitigation Capabilities. By: Craighead, Christopher W.; Blackhurst, Jennifer; Rungtusanatham, M. Johnny; Handfield, Robert B.. Decision Sciences, Feb2007, Vol. 38 Issue 1, p131-156, 26p, 2 charts, 2 diagrams; DOI: 10.1111/j.1540-5915.2007.00151.x; (AN 24500759) 21. Dynamic Assortment with Demand Learning for Seasonal Consumer Goods. By: Caro, Felipe; Gallien, Jrmie. Management Science, Feb2007, Vol. 53 Issue 2, p276-292, 17p, 5 charts, 1 diagram, 1 illustration, 1 graph; (AN 24272627)

204

22. Supply chain management and environmental technologies: the role of integration. By: Vachon, S.; Klassen, R. D.. International Journal of Production Research, 1/15/2007, Vol. 45 Issue 2, p401-423, 23p, 5 charts, 1 diagram; DOI: 10.1080/00207540600597781; (AN 24155432) 23. INTRA-ORGANIZATIONAL PERSPECTIVES ON IT-ENABLED SUPPLY CHAINS. By: Singh, Nitin; Kee-hung Lai; Chen, T. C. E.. Communications of the ACM, Jan2007, Vol. 50 Issue 1, p59-65, 7p, 1 diagram; (AN 23617901) 24. Piloting RFID Along the Supply Chain: A Case Analysis. By: Loebbecke, Claudia. Electronic Markets, Jan2007, Vol. 17 Issue 1, p29-38, 10p, 1 chart, 3 diagrams; DOI: 10.1080/10196780601136773; (AN 24153807) 25. Establishment of a customer-oriented model for demand chain management. By: Ming-Hon Hwang; Hsin Rau. Human Systems Management, 2007, Vol. 26 Issue 1, p23-33, 11p, 4 charts, 2 diagrams; (AN 24417917) 26. Customer satisfaction measurement with neural network. By: Yao-Hung Hsieh; Lin, Chiuhsiang Joe; Chen, James C.. Human Systems Management, 2007, Vol. 26 Issue 1, p47-52, 6p, 7 charts, 1 diagram, 3 graphs; (AN 24417915) 27. A real-time mobile GIS based on the HBR-tree for location based services. By: Yun, Jae-Kwan; Kim, Dong-Oh; Hong, Dong-Suk; Kim, Moon Hae; Han, Ki-Joon. Computers & Industrial Engineering, Sep2006, Vol. 51 Issue 1, p5871, 14p; DOI: 10.1016/j.cie.2006.06.013; (AN 22581567) 28. INTEGRATING SUPPLIERS INTO NEW PRODUCT DEVELOPMENT. By: Handfield, Robert B.; Lawson, Benn. Research Technology Management, Sep/Oct2007, Vol. 50 Issue 5, p44-51, 8p; (AN 26482241) 29. Entrepreneurial Purchasing. By: Coulson-Thomas, Colin. Management Services, Spring2007, Vol. 51 Issue 1, p14-16, 3p; (AN 25188166)

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT Shastri Sadan, Sector III, R.K. Puram, New Delhi - 110022 Two-Year Full Time PGDM Program: Trimester V 213: Customer Relationship Management Academic Session: 2010-11 Faculty Member: PRAVEEN GUPTA

Objective: The purpose of this course is to provide the students with sufficient understanding of Customer Relationship Management specifically the theory and practices of customer relationship marketing (CRM) and their impact in an organization. This course would provide an understanding of:

205

a) The key psychological concepts of relationship marketing and its application; b) Various forms and types of relationship; c) The role of technology as enabler in CRM; d) The marketing strategies developed based on CRM; e) The current trend and development of CRM; f) Presenting and defending own analysis (both written and verbal).

COURSE CONTENTS: Module No 1 Session No./ s 1-3 Topic & Reading/s Introduction to CRM Fundamentals 1.1 1.2 Overview of the course, Introduction To C.R.M., Difference between transaction and CRM, 1.3 A Framework for Customer Relationship Management and Evolution, Organizational issues of CRM. 1.4 Importance of CRM, Interdisciplinary nature of CRM Book Readings: Chapter 1- Jagdish Seth and Atul Pravatiyar Chapter 1,2,3 - The Handbook of Key Customer Relationship Management, - Burnett Ken 2 4 -5 MODULE-II Psychological Underpinning of CRM Determinants and consequences of CRM, Success factors, Communication quality, style, and frequency in CRM, service quality, trust, commitment, satisfaction, loyalty, difference between satisfaction and loyalty and dissolution in CRM Book Readings: Chapters kept in library for reading- Secrets of CRM: Its all about how you make them feelBarner. James. G. Article Review: Mohr, J & Nevin, J.R. (1990), Communication

206

Strategies in Marketing theoretical Perspective, Marketing,

Channels: Journal

A of

Real life Project Discussion and Presentations No. Of Sessions 1 (Written analysis of real life project for the modules studied till this date will have to be submitted within three days of this discussion)

6 -8

MODULE-III

Relationship Economics

Cost of customer acquisition and retention, Economics of retention strategies, Validity of relationship economics - Sessions 1 (AM) Lifetime value and switching costs. - Sessions 1 (RK) Assignment: Write up on customer lifetime value Book Readings: Chapter 6,7- The Handbook of Key Customer Relationship Management, - Burnett Ken 4 9 - 11 MODULE-IV CRM IT enabled

Role of employee and Technology in CRM, Business Intelligence Systems Data Warehousing, Data mining, System Architecture, Integrating CRM into enterprise system, B2B e-CRM, Knowledge management, Comparison of e-CRM vendors. Role of Contact Centers , Economics of the contact centres, Campaign Management, Sales Force Automation, 207

Book Readings: Chapters: 1,2,3,4,9,11- e-CRM: Business and System Frontiers - Jaiswal M.P. and Kaushik Anjali Chapter 9- The Handbook of Key Customer Relationship Management, - Burnett Ken Case 2: Hewlett-Packard Assignment: Comparative analysis of e-CRM products Real life Project Discussion and Presentations (Written analysis of real life project for the modules studied till this date will have to be submitted within three days of this discussion) MODULE-V CRM Networks Sessions 1 (AM) Partner relationship management, Customer equity and customer selection in both the business-to-consumer and business-tobusiness markets, networks and strategic alliances, Life cycle of CRM, Types of CRM, External partnership, Internal partnership, Supplier relationship, Cooptation, Collaborative relationship 6 15 - 18 MODULE-VI Application of CRM

12 -14

Developing curriculum to enhance teaching of relationship marketing, Key Accounts Management, Enhancing leadership , team building, communications skills CRM strategies in Services economy, CRM in Banks, Airlines, Hotel Industry, Health care Industry , Telecom Industry , Financial Services Strategies in e-commerce, Future role of CRM Book Readings:

208

Chapters Kept in library-Customer Relationship Marketing - Shaniesh G. Chapters Kept in library - Relationship Marketing in Professional Services- Hallnen, A. Real life Project Discussion and Presentations No. Of Sessions 2 (Written analysis of real life project for the modules studied till this date will have to be submitted within three days of this discussion) 7 18 -20 Implementation of CRM , CRM Roadmap, Internal Marketing , Issues in Technical Solution in CRM, Operational issues, Budgeting for Attraction Vs Retention of customers, Learning from customer defections, Customer retention & Evaluation

PEDAGOGY The teaching methodology will be a mix of lectures, exercises, article review, quiz, test, term paper, case studies and real life project. The classroom sessions will include discussions and presentations by the students on the readings, cases, term paper, assignments, and real life project. EVALUATION Evaluation of performance will be based on class participation, written case report, one field research project, and end term exam as under: 1) End Term Examination 60 2) Internal 40 The internal evaluation of the student will be done on the following basis: -Attendance & Class participation 10 -Article Review and Case study/ assignments 10 -Real Life Project 15 -Quiz/test 5 Class attendance and participation Class attendance and participation in discussions are important parts of your learning and internal evaluation. Quality of your contributions is more important than 209

quantity. Be prepared to present your analysis and action in a concise, logical fashion. You should be able to refer to specific outside materials and/or case material to support your points. If you absolutely must miss a class, let me know in advance and submit a two page executive summary on the class lecture you missed. Article Review and Case study/ assignments Each student is expected to read the article or/ chapter individually before coming to the class. Also individually they should read the case, discuss with their group and come prepared individually for discussion in the class. All graded assignments will be returned to you the following week. This will provide timely feedback on your progress. The written assignment will involve the analysis and write-up of a case. Your conclusions should be fully justified, both quantitatively and qualitatively, as appropriate, using supporting exhibits. Exhibits should be placed at the end of the case, but do not count as part of the Three-Page Maximum. You will be graded on your decisions and how you justify them in light of the information that is available in the case. Equally important in determining your grade will be how you present your analysis, in terms of grammar, syntax, spelling, organization, and clarity. It is your responsibility for obtaining handouts, class notes, and assignments. If you are absent, arrangements need to be made with a classmate to obtain these materials. Caselets to be completed would be given to you during the course from time to time. TEXT BOOKS
1. Sheth N. Jagdish & Parvatiyar Atul (2002). Handbook of Relationship Marketing,

Sage Publications, New Delhi.

2. Greenberg Paul (2001) CRM at the speed of light, New York Tata Mc Graw

hill.
3. Jaiswal M.P. and Kaushik Anjali, (2002), e-CRM: Business and System

Frontiers, 1st edition, Asian Book Private Limited 4. Barner. James. G., (2000) Secrets of CRM: Its all about how you make them feel McGraw, NY. 5. Burnett Ken, (2001). The Handbook of Key Customer Relationship Management, Addison Welsey Longman (Singapore) Pte. Ltd. 6. Shaniesh G., (2001). Customer Relationship Marketing, Tata McGraw hill. 7. Hallnen, A. (1997), Relationship Marketing in Professional Services, London: Rouledge. 8. Newell, Frederick, Why CRM Doesnt Work How to win by Letting Customers Manage the Relationship, Kogan Page Ltd. (2003) 9. Anderson, Kristin & Carol Kerr, Customer Relationship Management, Mc Graw Hill, 2002. 10. G Shainesh & Jagdish N Sheth, Customer Relationship Management A Strategic PerspectiveMacmillan India Ltd, New Delhi

210

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full-Time Post Graduate Diploma in Management Trimester VI Course Code: 213 Academic Session: 2010-2011 COURSE OBJECTIVES: Retailing sector is vibrant and synonymous with high economic and social progress. In India, it is highly fragmented with less organised retailing but coming up in a big way. It has an access to a variety of products, freedom of choice and high Course Title: Retail & Franchising Instructor: S. K. Jain

211

levels of customer service. This course has been designed to equip student to squarely face the fierce retail competition and provide better value to the customer through modern concepts like franchising. The emphasis will be mainly to keep abreast with the latest happenings in the market by way of going through retail journals and reports about retail in the business newspapers. Further the stress will be visit various retail formats to imbibe the latest changes and understand ground realities.

212

COURSE CONTENTS: Module No. 1 1-3 Sessions Topic & Reading/s

Introduction to Retailing

Defining Retailing. The marketing Retail Equation. The global retail market. Retailing in the Indian context. 1. Case Discussions Case: Big Bazar- The route to the Indian Mass Market

Readings: Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Hill Co. Ltd. 2004 Ed. Art of Retailing, AJ Lamba, Tata McGraw Hill Co. Ltd Bajaj, Tuli & Srivastava, RM Ch.1-2-3 Majumder, S. 2002 FDI in Retailing: India as a super market Business Line, Tuesday, Sept. 17. Retailing Management by Michael Levy , Barton A Weitz and Ajay Pandit Live-Group Project Each group will be assigned a Live-Project on a Franchise. A detailed study of all the preassigned topics will be made at the franchisee premises and report duly submitted. There will be a group presentation on the scheduled date. Individual Assignment Review a recent article of significance in the area of retailing, not reviewed so far in any publication. 2 4-5 Evolution of retail in India, FDI in Retail, Key Sectors, Challenges faced by Indian Retail. Case: Fast Food Retailing In India Raising The Quality And Service Bar Readings:

213

Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Hill Co. Ltd. 2004 Ed. Bajaj, Tuli & Srivastava, Retail Management, Ch-2 3 6-7 Store Location Decesions Importance of Store Locations, Types of Locations , Steps Involved in choosing a location,Evaluating a Retail Location

Readings: Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Hill Co. Ltd. 2004 Ed. Bajaj, Tuli & Srivastava, Retail Management, Ch-2 4 8-9 The Evolution of Retail Formats, Theories of 98Retail Development, Retail Life Cycle, Classification of Retail Stores. Case: Shopping Malls in India : Survival of the fittest.

Readings: Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Bajaj, Tuli & Srivastava, RM Ch.6 David Gilbert, RMM, Ch.8 Lindquist, J. D. 1974-75,Meaning of Inage: A survey of Empirical and Hypothetical Evidence, Journal of Retailing, 50, pp. 29-38. 4 10-11 Retail Strategy 8. Importance of Strategy in Retail, Strategic planning process, The Retail Value Chain

Case Discussions

214

Case: Wal-Mart changes the game in India. A Paradigm Shift from Pyramid to New Multifaceted Consumer Class in India and its Impact on Organised Retailing

Readings: Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Hill Co. Ltd. Retailing Management by Michael Levy , Barton A Weitz and Ajay Pandit 5. 12 Private Labels The Concept of the private label, The process for the emergence of private labels, The process of private label creation

Readings: Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Hill Co. Ltd. Retailing Management by Michael Levy , Barton A Weitz and Ajay Pandit Case : The Private Label Maturity Model Creative Marketing in a changinh\g scenario by prof. Nirmalya Kumar 5 13-14 Retail Marketing and Communication 7. Retail marketing mix, Retail Communication mix, STP of a retail store, Relevance of Integrated marketing communication in retail. 8. Case Discussions Case: STP concept implementation for starting a new mall. Retail Newspaper Advertising Readings: Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Bajaj, Tuli & Srivastava, RM Ch.10-11 6 15 Servicing the Retail Customer

215

9. Customer service and its importance in retail, Gaps in customer service, Retail selling process and role of the retail sales person Readings: Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw 7 16 Retail Store Design and Visual Merchandising 10. Relationship between store image and store design, Components of Exterior and Interior store design, Considerations for selecting a Lay Out, Visual Merchandising in Retail Readings: Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Bajaj, Tuli & Srivastava, Retail Management, Ch-7, 8 8 17 Supply Chain Management in Retail Concept of SCM. Need of SCM, Issues Involved in Supply Chain Management Case : Lawson Sportswear 9 18 Franchising

Contemporary Articles appearing in India. 10 19-20 Presentations of the Real Life project and Book review of following It happen in India by Kishor Biyani Made In America by Sam Walton PEDAGOGY: Besides Lectures, the concepts shall be reinforced through class discussions of the assigned Cases / Readings/ Articles listed above. All students are required to read them in advance and come prepared for active participation and constant evaluation. Teaching shall be supplemented by Individual / Group assignments. Live project shall be assigned to each group to experience real life situation. All group assignments / Projects shall be presented to have the benefit of knowledge sharing.

216

EVALUATION PARAMETERS: End Term Examination Assignments, Case discussions, test, and participation Individual / Group Assignments Class Participation / Attendance Case Discussions / Mid-Term test Live-Project 10 10 10 10 60% 40%

LEARNING RESOURCES: 4. Recommended additional readings: Retailing Management, Text and Cases, Swapna Pradhan, Tata McGraw Hill Co. Ltd. Bajaj,Tuli & Srivastava, Retail Management, Oxford University Press David Gilbert, Retail Marketing Management, Prentice Hall Spinelli, Rosenberg & Birley, Franchising Pathway to Wealth Creation, Pearson Berman & Evans, Retail Management, Pearson A.J.Lamba, The Art of Retailing, Tata McGraw Hill, Levy & Weitz, Retailing Management, Tata McGraw Hill, Gibson G. Vedamani, Retail Management, Jaico Pub. House Pramod Khera, Franchising, Tata McGraw Hill Pub. Patrick, Robert & David, Retailing, Thomson Learning Inc.

5. Handouts and other reading materials will be provided as and when required.

6. Cases: 217

Pantaloon Retail India Ltd. Will the Megaplex Kill Off the Multiplex. Big Bazar: The Indian Wal-Mart Lands End: Enticing Millions of Customers to Shop Our Way. The Mall of America STP Implementation concept for starting a new mall Retail Newspaper Advertising

218

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management Course code: 702 Management Academic Session: 2010-2011 Trimester-VI Course Title: Cross Cultural

Instructor: Ashavaree Das

The increase in both diversity and globalization in business require that employees, especially managers, develop cross-cultural competence to work effectively in international assignments, on cross-cultural teams, with increasingly diverse customers and clients, and to effectively compete or collaborate with competitors, suppliers, partners, and relevant stakeholders, such as governments and other public bodies. Effective training and exposure to cultural differences around the world can help employees learn to be more successful in a variety of business settings. COURSE OBJECTIVES By the end of the course, it is hoped that students will be able to: Text: Beamer, L. & Varner, I. (2001). Intercultural Communication in the Global Workplace. New Delhi: Tata McGraw-Hill. Deresky, H. (2009). International Management: Managing across borders and cultures. Delhi: Pearson. explain the influence of a culture in the workplace describe formal structures of organization in a cultural context explain the applications of specific cultures to the management process describe the managerial process, tasks, and issues that arises from cultural differences

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Course Contents: Module I (Session 1-5) The Cultural Context of Global Management I. i. ii. II. i. ii. III. i. ii. 1. 2. 3. 4. Understanding the role of culture The Importance of learning about culture Responses to other cultures The Role of Language The Language Barrier Communicating with Non-native Speakers Cultural Models: Theoretical Frameworks Various worldviews (thinking and knowing/doing and achieving/self and society) Cultural Models Hofstedes Dimensions Project GLOBE Cultural Clusters Trompenaars Dimensions

Readings: Deresky, H. (2009). International Management: Managing across borders and cultures. Delhi: Pearson. (Chapter 3, 4). Beamer, L. & Varner, I. (2001). Intercultural Communication in the Global Workplace. New Delhi: Tata McGraw-Hill. (Chapter1, 2,3,4).

Article review: Earley, P.C. & Mosakowski, E. (2004). Cultural Intelligence. HBR Singh, N. (2004). From Cultural Models to Cultural Categories: A Framework for Cultural Analysis . Journal of American Academy of Business, pp 95-101 Experiential Exercises: Analysis of the English Football Premiership Team Role-Play Case Study: Elizabeth Visits GPCs French Subsidiary Trouble at Computex Corporation Module II (Session 6-11)

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Cross Cultural Interactions IV. a. b. c. d. e. f. V. VI. a. b. c. VII. Organization of Messages to Other Cultures Review of the Communication Model Routine Messages Persuasive Messages and Argumentation The Role and Force of Words Channels of Business Messages Communication Style Nonverbal Business Conventions Variable Rules of Engagement Authority Assertiveness/peacekeeping Hospitality Managing Multicultural Teams

Readings: Beamer, L. & Varner, I. (2001). Intercultural Communication in the Global Workplace. New Delhi: Tata McGraw-Hill. (Chapter 5,6,7).

Article review: Brett, J., Behfar, K., & Kern, M.C. (2006). Managing Multicultural Teams. HBR Ochieng,E.G. & Price, A.D.F. (2009). Managing cross-cultural communication in multicultural construction project teams: The case of Kenya and UK . International Journal of Project Management. Activity: Oriental Poker Face: Eastern Deception or Western Inscrutability? Exercise: BAFA BAFA (Simulation) Case Study: Moto - Coming to America

Module III (Session 12-14)

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International Negotiation: VIII. a. b. c. IX. a. b. Information, Decisions, and Solutions a. Business Information Gathering Decision Making Problem Solving and Conflict Resolution Intercultural Negotiation The negotiation process Negotiation Styles

Readings: Deresky, H. (2009). International Management: Managing across borders and cultures. Delhi: Pearson. (Chapter 5). Beamer, L. & Varner, I. (2001). Intercultural Communication in the Global Workplace. New Delhi: Tata McGraw-Hill. (Chapter8, 9). Article Review and Discussion: Gulbro, R.D. & Herbig, P. (2006). Cultural Differences in International Negotiation. International Journal of Value Based Management, pp265-273. Sebenius, J.K. (2002). The Hidden Challenges of Cross-border Negotiations. HBR Case Study: Guanxi in Jeopardy: Joint Venture Negotiations in China Mike and Nemichand: Cross-cultural negotiation Case

Module IV (Session 15-16) X. 1. Cultural Issues in Mergers and Acquisitions Joint-ventures, mergers, collaborations and strategic alliances acquisitions, technical

Readings: Deresky, H. (2009). International Management: Managing across borders and cultures. Delhi: Pearson. (Chapter 7). Bhattacharya, D.K. (2009). Cross Cultural Management: Text and Cases. Delhi: Prentice Hall. (Chapter 9).

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Case Study: NTT, Docomo Japan Acquisition by HINDALCO Alcatel Lucent

Module V (Session 17-18) XI. Legal and Governmental Considerations in Intercultural Business Situations Specific Legal Systems Dispute Settlement Labor Regulations Legal Considerations in Marketing Communication

1. 2. 3. 4.

Readings: Beamer, L. & Varner, I. (2001). Intercultural Communication in the Global Workplace. New Delhi: Tata McGraw-Hill. (Chapter 10). Case Study: Frigaliment Importing Company v. B.N.S International Sales Corporation

Session 19-20 PEDAGOGY: PEDAGOGY:

Presentations of Projects

Lectures, Cases, Role-plays, Individual & Group Project Exercises, Guest Lectures and Presentations by Students.

The sessions will be a blend of interactive lectures and discussions and will be supplemented by case discussions and exercises. Students should study the relevant chapters, articles and cases indicated under the topic and come prepared for discussion in the class.

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ASSIGNMENTS A series of assignments will prompt the students to appreciate the importance of various niceties involved in the working world from communication point of view. It allows them to sharpen their learning to be responsive to the requirements of different audiences, situations and purposes.

COURSE REQUIREMENTS AND EVALUATION (See Details Below) 1. Attendance and Class Participation: (5%) 2. Case Analyses (10%) 3. Analysis of Personal Culture: (5%) 4. Expatriate Manager Interview: (5%) 5. Integrative Term Project and Presentations: (15%) 6. End Term Examination (60%)

SUGGESTED READINGS: Walker,D., Walker, T. & Schmitz, J. (2003). Doing Business Internationally: The Guide To cross-Cultural Success. New York: McGraw-Hill Mead, R. (2005). International Management: Cross Cultural Dimensions. Cambridge: Blackwell Adler, N.J. & Gunderson, A. (2008). International Dimensions of Organizational Behavior. Mason, Ohio: Thompson French, R. (2008). Cross Cultural Management in Work Organizations . Hyderabad: University Press Bhattacharya, D.K. (2009). Cross-Cultural Management: Text and Cases. Delhi: Prentice Hall

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full- Time Post Graduate Programme in Management Course Code: 308 Trimester-VI

Course Title: High Performance Leadership in Organizations Academic Session: 2009-10 Instructors:

COURSE OBJCTIVE: The purpose of the course is to help the students learn as to how the leadership is practiced, while they gain insights and information to enhance their leadership skills. It would help students Upon successful completion of this course, the student will be able to: Discover his leadership roots and foundations, diagnose his leadership tasks, advance his leadership skills, and develop a personal leadership path that ensures inspiration and resilience Develop his own leadership style: learn effective dialogue, revitalize his vision and build on his strengths Demonstrate a fundamental understanding of leadership and the skill necessary for effective leadership Explain effective techniques and strategies for articulating a vision Outline the importance of setting goals Exhibit effective team skills and identify team building skills Discuss the roles of empowerment and delegation as an effective leadership skill Illustrate the role of a leader in initiating change and helping others to adjust to change Recognize the various types of conflict and ways to manage and/or create it Describe the complexities inherent in ethical leadership COURSE CONTENTS Module No. I Session No./s Topic & Reading/s 1.1 Introduction to Leadership New reality for todays organizations What is Leadership? Can organizations survive without leadership ? 1.2 Controversies about leadership and management 1.3 Approaches to leadership Trait Approach Behavioral Approach 225

2 sessions (1st, 2nd)

Contingency Approach Transformational Charismatic Level-5 leaders Servant leadership Nominated Leaders Situational Leaders 1.4 Leadership Development Through Experience Through Education and Training Readings: Ch. 1 2 & 3. The Leadership Experience by Richard L.Daft. Ch. 1, 3, 4 & 5. Leadership by Hughes, Ginnet & Curphy. Ch. 4. Leaders & The Leadership Process by Pierce and Newstrom Ch. 1,2 Leadership in Organizations by Gary Yukl Article Review Leadership Competencies for the Challenges in the Global Era: A Research Study. Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp 5-23 Cases Consolidated Products. The Leadership Experience by Richard Daft. Pp. 69-71 D.L. Woodside, Sunshine Snacks. The Leadership Experience by Richard Daft. Pp. 71-72 T-P Leadership Questionnaire: An Assessment of Style Assignment on the Group Project to be given

II

3 sessions (3rd,4th,5th) 2.1The Leader as an Individual Personality and Leadership Values and Attitudes ( Along cohorts) The cross cultural perspective 2.2Managerial and leadership Traits and skills Learning from Experience Listening & Communication skills Assertiveness Goal setting Delegating & empowerment Control Managing Conflict

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Improving Creativity Diagnosing performance problems in individuals and Group Anger management Forgiveness Compassion Mentoring 2.3Performance Leadership Skills 2.3.1 Emotional Intelligence 2.3.2 Leading with love vs. Leading with Fear 2.3.3 Trust and Morality 2.3.4 Motivation and Empowerment New competencies needed in contemporary times; cultural cointexts Readings: Ch.7. The Leadership Experience by Richard L.Daft. Ch. 12. & Part V.Leadership by Hughes, Ginnet & Curphy Problem Solving Styles: MBTI Transactional versus Transformational Leadership Ch. 4 The Leadership Experience by Richard L. Daft Case Narayana Murthy and Infosys. Case Studies in Human Resource Management.Vol.IV (2006) Hyderabad:ICFAI Center for Management Research. Pp 4-10 Case: South West Engineering Services. Leadership in Organizations by Gary Yukl. Pp. 336-338 Personal Assessment: Jungs Typology and the MyersBriggs Type Indicator

III 2 sessions (6th,7th,8th) Performance Leadership as a Competitive Advantage 3.1 What is Performance Leadership? 3.2 High performance culture 3.3 Performance Leadership Model Readings: Ch. 9, 10. High Performance Leadership by Graham Winter Ch.5, 6, 8. The Leadership Experience by Richard L.Daft.

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Execution: The Discipline of Getting Things Done by Larry Bossidy & Ram Charan (2002) Crown Business publishers Excercises Fish Bone Diagram Force Field Analysis Articles Review Enhancing Leadership effectiveness through Reflection. Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp 78-86. IV 3 sessions (9th,10th,11th) Direction 4.1 A sense of direction- Vision, Mission, Values, Goals and strategies, Execution 4.2 Influencing organization culture; Primary & secondry ways to influence culture 4.3 Designing and Leading a Learning Organisation 4.3.2From efficient performance to the Learning Organisation Readings: Ch. 4,12. High Performance Leadership by Graham Winter Ch. 10, Leadership in Organizations by Gary Yukl 4 Creation of culture through leadership: Creating and Imparting Vision and Strategic

Article Review Leadership Paradigm for High-performing Organisations. Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp 217-226 Case Dhirubhai Ambani and Reliance. Case Studies in Human Resource Management.Vol.IV (2006). Hyderabad: ICFAI Center for Management Research. Pp. 30-40

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V 3 sessions (12th,13th,14th) Leading Change in Organisations 5.1Diagnosis of need for change 5.1.2Systems Models for Organizational Diagnosis 5.2Change Processes 5.2.2 Stages in change process 5.3Changes in reaction to change 5.3.2 : Negotiation skills Readings : Ch. 10, Leadership in Organizations by Gary Yukl Article Review Ultimate office Products, Leadership in Organizations by Gary Yukl, 2006, pp 334-335 Article Review Learning to change, changing to Lead: A journey to Leadership Excellence. Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp 130-139 VI 2 sessions (15th, 16th) Developing Leadership Diversity 6.1Diversity Today 6.2 Global Diversity 6.3Leadership Initiatives Toward Organizational Diversity 6.4Leadership and the role of Gender 6.5 Leadership Solutions 6.6Team leadership 6.7Leading Virtual Teams Readings: Ch.11 The Leadership Experience by Richard L.Daft. Ch10, Leadership by Hughes, Ginnet & Curphy. Ch. 11. Leadership in Organizations by Gary Yukl

Article Review Nurturing fast-track Leaders. Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp181-191 VII 2 sessions ( 17th, 18th) Strategic Leadership by Executives 7.1Evolutionary Change and Strategic Leadership 7.2Competing Values and Strategic leadership 7.3Formulating Strategy 7.4Developing leader pipeline: Developing leaders for the future

Readings:

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Ch. 12. Leadership in Organizations by Gary Yukl Ch 7: Tichy, Noel, M. - The cycle of leadership (2002), Harper Business Beautiful mind by Sylvia Nasar (1998), Simon & Shuster Article Review Achieving and Maintaining Competitiveness in 21st Century: The Role of strategic leadership. Ireland R.D & Hitt M.A Academy of Management Executive. 2005, Vol. 19, No. 5 Case, Columbia Corporation. Leadership in Organizations by Gary Yukl. Pp. 400 VIII Excellence 1 sessions(19th )Ethical Leadership for Organisational 8.1General Conceptions of Ethical Leadership 8.2Personal Integrity and Ethical Leadership 8.3Promoting Ethics versus Opposing Unethical Practices 8.4Centrality of ethics to leadership 8.5Perspectives & Principles Readings: Northouse Ch. 14. Leadership in Organizations by Gary Yukl Ch. 13. Leadership, theory and Practiceb by Peter (2003) Response books Article Review Developing Competence in Values for Value-based Leadership at NTPC. Developing Leadership for the Global Era: HRD Perspectives and Initiatives, 2005. Pp 117-129. Case Madison, Jones, and Conklin. Learning in Organizations by Gary Yukl. Pp 456 Exercise: Developing a case on Ramalingam Raju ( SATYAM) X 1 sessions (20th ) Cases & future challenges

PEDAGOGY: The teaching methodology used in this course will be a judicious mix of lectures, case analysis & discussions, as well as presentations by the students. However, more emphasis will be laid on case analysis, assignments and project study. Cases are expected to be prepared within groups prior to the class.

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EVALUATION PARAMETERS: END TERM EXAMINATION Internal Assessment Attendance & Class Participation: 10 Marks Unannounced test/quiz : 5 Marks Article Review : 5 Marks Live Projects (Group) : 10 Marks Exercises and Caselets : 10 Marks 60% 40%

READINGS: Daft, R.L. (2005) The Leadership Experience. 2nd ed. Thomson Learning Hughes, Ginnet, Curphy (2005) Leadership: Enhancing the Lessons of experience. 3rd ed. McGraw Hill Jain,U; Pareek U; Shukla, M (2005) Developing Leadership for the Global Era: HRD Perspectives and Initiatives, New Delhi: Macmillan India Ltd. Jon L. Pierce & John W. Newstrom (2006). Leaders & the Leadership Process. McGraw Hill International Edition. Lussier & Achua. (2007) Effective Leadership. 3rd edition. Thomson Learning Roberto, M.A. (2006). Why Great Leaders dont take yes for an answer. Wharton School Publishing. Slater, R. (2002) Get Better or Get Beaten! 29 Leadership Secrets from GEs Jack Welch. Tata McGraw Hill. Winter, G (2003). High Performance Leadership. Singapore: John-Wiley & Sons . Yukl, G. ( 2008) Leadership in Organizations. 5th ed. Pearson Education

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LAL BAHADUR SHASTRI INSTITUTE MANAGEMENT DELHI POST GRADUATE DIPLOMA IN MANAGEMENT (PGDM) FULL-TIME MANAGEMENT OF INDUSTRIAL RELATIONS Course Code : 401 Academic Session: 2010-11. Singh Faculty: Dr Anupriya

Objective: This course aims to provide the basic knowledge of Industrial Relations dynamics both at micro and macro levels. It attempts to equip the students with the tools and theoretical framework required to understand and analyse the issues arising out of the complex relationship among the social partners - Government, Employer, and Trade Unions. Alongwith the understanding of Industrial relations at national level, students will also be given inputs on the emerging trends at International level.

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Module No. I

Session No./s 1-3

Topic Introduction to Industrial Relations 1.1 Conceptual framework of IR 1.2 Evolution 2.1 IR as a vital aspect of HRM 2.2 Parties to Industrial Relations 2.3 Importance of peaceful Industrial Relations 3.1 Indian Industrial Relations 3.2 International Industrial Relations. Readings: Aswathappa ( 2008) : Human Resource & Personnel Mgt, Ch 22. Bohlander & Snell ( 2007) : Managing Human Resources Ch 14. Kuruvilla & Erickson (2002) , Change and transformation in Asian Industrial Relations, Industrial relations, Vol 41, No. 2, Pp. 171 228. Sen Gupta, Anil K.; Sett, P.K.. (2000), Industrial relations law, employment security and collective bargaining in India: myths, realities and hopes, Industrial Relations Journal, Jun, Vol. 31 Issue 2, p144 153.

Article Review: Bhattacherjee, Debashish, The Evolution of Indian Industrial Relations: A Comparative Perspective, Industrial Relations Journal, Aug 2001, Vol. 32 Issue 3, Pp. 244 263. Live Projects to be given.

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II

4-6

Trade Unions 4.1 Unions as organizations 4.2 Evolution & Functions of trade unions 5 Types of Trade Unions 6.1 Factors affecting Indian Trade Unions 6.2 Trade unions : The new settings & challenges and how should trade unions respond. Readings: Venkataratnam (2006) : Industrial Relations Ch. 5,7. Aswathappa ( 2008) : Human Resource & Personnel Mgt Ch 23. Daniels (2007) : Employee Relations Ch 6. Case : Venkataratnam(2006), Andhra Pradesh State Road Trading Corporation, Ch 5.

III

7-10

Industrial Dispute and Dispute Resolutions 7.1 Cause and nature of disputes 7.2 Role of disputes in Industrial Relations 7.3 Machinery for investigation and settlement of industrial disputes. Readings: Aswathappa ( 2008) : Human Resource & Personnel Mgt Ch 24. Venkataratnam (2006) : Industrial Relations Ch. 14. Cases : Aswathappa ( 2008), In-flight food services company Ch 24. Debi S. Saini , Honda motorcycles and scooters India Limited (HMSI), VISION - The Journal of Business Perspective, Vol. 9, No. 4, October-December 2005, Pp. 71 81. Collective Bargaining 11 Meaning and scope 12 Characteristics and importance 13 Pre-conditions for effective collective bargaining 14 Process of collective bargaining. Readings: Daniels (2007) : Employee Relations Ch 8. Ivancewich (2007) : Human Resource Management Ch. 15. Venkataratnam (2006) : Industrial Relations Ch. 8. Case :

IV

11-14

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B D Singh (2004), Dilemma of Negotiation : A Case Study of Dolphin India Limited, Pp. 399 400. Article Review: George, Unionization and collective bargaining in India, Labour file, Jan Apr 2007, Pp. 77 81.

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Self Study

Employee grievance Meaning and scope Importance of managing grievance effectively Causes of grievance Model grievance procedures. Readings: Daniels ( 2007) : Employee Relations Ch. 9. Venkataratnam (2006) : Industrial Relations Ch. 19. Submission of real life projects. Industrial Discipline 15.1 Concept, objectives and types of discipline 15.2 Right of employer to enforce discipline 15.3 Mc Gregors Hot Stove Rule 16.1 Formal system of disciplinary procedure - Domestic enquiry process 16.2 General guidelines in administering discipline Readings: Ivancewich (2007) Human Resource Management Ch. 16. Daniels (2007) Employee Relations Ch 11. Venkataratnam (2006) : Industrial Relations Ch. 19. Case : B D Singh (2004), He asked me to pay up, Pp. 404 409.

VI

15-16

VII

17-18

Workers Participation in Management 17.1 Meaning and scope of workers participation in management 18.1 Forms of workers participation management 18.2 Benefits and preconditions for effective participation. Readings: Daniels (2007) Employee Relations Ch 11. Venkataratnam (2006) : Industrial Relations Ch. 18. Case : Crisis blown over, Aswathappa ( 2008), Ch 17, Pp. 411. Article review : Purushothaman, Moving a notch up, Indian Management, March 2008, Pp. 85 92. Group Presentation

VIII

19-20

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Pedagogy Lectures will be supplemented by case study analysis, live projects, and group discussions. The primary emphasis of this course is on live projects and case analysis.

Evaluation: End Term Examination Internal Evaluation

60 marks 40 marks to be bifurcated as below:

Internal Assessment: 1.Group Project 2.Case Analysis 3.Unannounced Test/quiz 4.Attendence & class participation 5. Article Review LIVE GROUP PROJECT GUIDELENES

10 marks 10 marks 05 marks 10 marks 05 marks

On the instructions of the instructor, identify 4 - 5 organisations with a wellestablished HRM department. Conduct a primary study and study the IR related activities of the organizations. Analyze and assess their IR problems and initiatives taken by them to solve the same. Identify benchmark practices in the sample of organizations studied.

The emphasis is on group activity, whereby every member of the group has to be actively involved in the project References Arun Monappa, Industrial Relations, Tata McGraw Hill, New Delhi, 2001 B D Singh, Industrial Relations and Labour Laws, Excel Books, 2008. B D Singh, Industrial Relations : Emerging Paradigms, Excel Books, 2004. C S Venkatratanam, Industrial relations, Oxford University Press, 2006. 237

Case Studies in Human Resource Management Vol V, ICFAI Management Research, 2006. E A Ramaswamy, Managing Human Resources A contemporary text, Oxford University Press, 2002. Ivancewich, Human Resource Management, Tata Mc Graw Hill, 2007 Kathy Daniels, Employee Relations in an organizational context, Jaico Publishing, 2007. S.K.Bhatia, International Practices in Industrial Relations, Deep and Deep Publications, 2003.

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Trimester V Course Code: 402 Academic Session: 2010-11 Sharma COURSE OBJECTIVES: The core objective is to familiarize students with various dimensions of compensation management viz. wage theories, factors determining wage fixation in organizations, monetary and non-monetary compensation etc. It would also help the students in understanding the strategic angle to compensation management - for attracting, retaining and motivating employees. Contemporary wage related issues would also be discussed as also the evolving compensation patterns in the Indian and global context. COURSE CONTENTS: Module No. I Session No./s 1-3 Title Course title: Compensation Management Faculty: Prof. Rashmi

II

4-6

Concept of Wage and Salary Administration 1.1 Foundations of Reward Management 1.2 Strategic perspective and understanding internal alignment, theories of Wages 1.3 Wage and Salary Administration at Macro Level 1.3.1 Wage Fixation Methods 1.3.2 Five Year Plans and Wage Policy 1.3.3 Legal Framework Readings: Ch. 1 M.Armstrong & H.Murlis Reward Management Ch. 2 Milkovich & Newman Compensation Assignment of Group Project Article Review : The Problem of Pay; Gallup, 2008 Job Evaluation 4.1 Job Based Structure

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III

7-8

Qualitative : 4.1.1 Ranking Method 4.1.2 Grading Method Quantitative : 4.1.3 Point and Factor Comparison Method 4.1.4 Position Analysis Questionnaire 4.1.5 Dept. Of Labour Procedure 4.2 Person Based Structure 4.2.1 Skill Analysis 4.2.2. Competency Analysis Readings: Ch.11 R.S.Dwivedi Managing Human Resources: Personnel Management In Indian Enterprises Ch. 4,5,6 Milkovich & Newman Case: Anand Piston Rings Ltd. A, B. Chadha Narendra K., Human Resource Management Issues Cases & Experential Exercises, Shri Sai Printographers, pp. 373-377

IV

External Wage Parity 7.1 External competitiveness 7.2 Competitive Pay Policy Altenatives 9-11 7.3 Designing Pay Levels, Mix and Pay Structures 7.4 Survey Design 7.5 Broad Banding 7.6 Market Pricing Readings: Ch. 11 R.S.Dwivedi Ch. 7,8 Milkovich & Newman Contingent Pay 9.1 Individual Contingent Pay 9.l.1 Performance-related pay 9.1.2 Competence-related pay 9.1.3 Contribution-related pay 9.1.4 Skill-based pay 9.1.5 Service-related Pay 9.2 Employee and Executive Share Schemes 9.3 Team Rewards 9.4 Gain Sharing and Profit Sharing

12-13

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Ch. 6

Readings: M.Armstrong & H.Murlis

Case Study: Caselet 4 Skill Based Pay. Case Studies in HRM Vol 1., ICFAI, 2005.pp. 289-290 VI 14-16 Article Review: Six Dangerous Myths About Pay; HBR May-June, 08 Submission of Group Project Employee Benefits and Services 12.1 Types 12.2 Cafeteria Plans/ Flexible Compensation Plan Readings: Ch. 17 Henderson Richard I, Compensation Management in a Knowledge Based World Ch. 7 M.Armstrong & H.Murlis

VI

17-18

VII

19-20

Special Aspects pf Compensation Management 14.1 Boardroom Pay 14.2 International Remuneration: 14.2.1 Managing Variations- Social & Cultural Contract 14.2.2 National System : Comparative Mindset (Japanese, German National System Strategic Comparison : Japan, Germany And U.S.) 14.3 Expatriate Pay 14.3 Elements 14.4 Balance Sheet Approach 14.5 Going Rate Approach 241

15

Mergers and Acquisition; Recession 16 Reward Policies for New, Startup, HighGrowth organisations Readings: Ch. 16 Henderson Richard I. Ch. 16 Milkovich & Newman Ch. 8 Armstrong & Murlis Reward Management Article Review : Best Practices for Designing New Compensation Plans; Sage Publications, 2008 Tax Planning Indian Context 17.1 Tax Implications of Employee compensation Package to Employer 17.2 Important Sections of Income Tax Rules 17.3 Tax Efficient Compensation Package Readings: Singh B.D. 2007 Compensation and Reward Management Chapter 10

Project Presentation

PEDAGOGY: Lecture will be supplemented by cases and group discussions. Students are expected to take individual and group assignments as part of learning strategy EVALUATION: End Term Examination 60marks Internal Evaluation 40marks (bifurcated as follows) : Attendance & Class Participation: 10 Marks

242

Exercises and Caselets Article Review Live Projects (Group) Group Presentation REFERENCES:

: 5 Marks : 5 Marks : 10 Marks : 10 Marks

Henderson RI(2006) Compensation Management in a Knowledge Based World (10th Edition), Pearson Education Subramanian K.N.,Wages In India, Tata McGraw Hills Bergman J.Thomas, Scarpallo V.G. & Hills F.S. Compensation Decision Making, Dryden Press Dunn J.D. & Rachal F.M., Wage and Salary Administration: Total Compensation System, Tata McGraw Hill Armstrong M. & Murlis H., Reward Management, Kogan Page Dwivedi R.S., Managing Human Resources: Personnel Management In Indian Enterprises, Galgotia Publishing Co. Venkatraman C.S., & Srivastava B.K., Personnel Management & Human Resources, Tata McGraw Hills Brown Duncan, Reward Strategies: From Intent To Impact, CIPD Publications Milkovich T. George & Newman J.M.,(2005). Compensation, Irwin Publication

Singh B.D. (2007). Compensation and Reward Management, Excel Books, New Delhi

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LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management TRIMESTERIV Course Code: 404 Legislation Academic Session: 2010-11 COURSE OBJECTIVES: The course is designed to help the students understand the working of various labour legislations, which are being applied at workplace. The students would also be able to appreciate the changes in labour legislations, which are required in view of the liberalized economic environment. Upon completion of this course, students should be able to: Understand the relevance of labour laws in the organization of the context. Appreciate the different labour laws as applicable in industries Appreciate the necessity of change in labour laws in view of liberalized economic environment. Course Title: Labour Instructor:

COURSE CONTENTS: Module Session No No. I 1-2 Topic Introduction 1.1 Objective 1.2 Scope and emergence of labour laws along with their socio-economic implications Readings: Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Pp 1-15 3-6 Industrial Relations Laws I 3.1 The Industrial Disputes Act, 1947 3.2 The Trade Unions Act, 1926 Readings: Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Chapter 1 and 3. Cases:

II

244

 III 7-8

Supreme Court Judgement in the Case of Tamil Nadu Government Staff Strike. Venkata Ratnam, C.S. (2006). Industrial Relations (2nd ed.) Pp 102-106. Unrest at Maruti. Venkata Ratnam, C.S. (2006). Industrial Relations (2nd ed.) 433-440.

Industrial Relations Laws II 7.1 Misconduct /Punishment 7.2 Discipline and disciplinary procedure Readings: Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Chapter 1 Cases: Dhan Singh Karki vs. Bureau of Indian standards and Another, Labour Law Reporter, January 2008 Motiwala & Natekar Mahalaxmi, Mumbai vs. Jhanlaram N. Wadekar and Another, Labour Law Reporter, January 2008 Conditions of work 9.1 The Industrial Employment Act, 1946 9.2 The Factories Act, 1948 Readings: Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Chapter 2 and 9 Case: T. Mukherjee and State of Jharkhand, Indian Factories and Labour reports, Vol. 115, November, 2007 Compensation 13.1 The Payment of Wages Act, 1936 13.2 The Minimum Wages Act, 1948 13.3 The Payment of Bonus Act, 1965 Readings: Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Chapter 8, 7 and 11 Cases: Shriram Centre and Others vs. State and Others, Labour Law Reporter, February 2008 Jangipur Sahkari Kraya Vikraya Samiti Ltd. Vs. State of U.P. and Others, Labour Law Reporter, December, 2007 Social, Security & Insurance 17.1 Workmans Compensation Act, 1923 245

IV

9-12

13-16

VI

17-20

17.2 Employees Provident Fund and Misc. Act 1952 17.3 Payment of Gratuity Act 1972 Readings: Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Chapter 8, 7 and 11 Cases: GMs Pension Fund Problems. Case studies in HRM. Volume III. The ICFAI Centre for Management Research, Hyedarabad, 2006 National Insurance Co. Ltd. Vs. Rekha, Labour Law Reporter, January, 2008 Asstt. Provident Fun Commissioner vs. Ashram Madhyamik (PF), Labour Law Reporter, December, 2007 Abdul Rowther vs. Appellate Authority under Payment of Gratuity, madurai and Others, Labour Law Reporter, December, 2007 Thiru Arooran Sugars Ltd. & Five Others vs. The Assistant Provident Fund Commissioner Employees Provident Fund Organisation, Trichirapalli & Another, Labour Law Reporter, December, 2007 PEDAGOGY: Lecture will be supplemented by cases and group discussions. Students are expected to take individual and group assignments as part of learning strategy. EVALUATION PARAMETERS: End Term Examination 60% Case discussion, assignments & tests 40% -

Attendance & Class Participation: 10 Marks Unannounced test/quiz : 5 Marks Article Review : 5 Marks Live Projects (Group) : 10 Marks Exercises and Caselets : 10 Marks READINGS: Chawla, J.S. (2004). All India Labour & Industrial Laws Digest, 1994-2004, S.L.R. Printing Press.

246

Garg, Ajay (2007). Nabhis Labour Laws. (22nd ed.), Nabhi Publications, New Delhi. Kumar, H.L. (2004). Digest of Labour Laws. (4th ed.) Universal Laws Publishing Co. Kumar, H.L. (2007). Employers Rights under Labour Laws.(3rd ed.). Universal Law Publication, New Delhi. Misra, S.N. (2007), S.K. Labour & Industrial Laws (23rd ed.), Central Law Publications. Sayeed, I.A. (2001). Labour Laws, Himalaya Publishing House, Delhi. Singh, B.D. (2007). Labour Laws for managers. (1st ed.), Excel Books, Delhi. Srivastava, S.K (2000). Industrial Relations & Labour Laws (4th ed), Vikas Publications, Delhi.

247

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT DELHI 405: Management Training: Process & Techniques Academic session: 2010-11 Objectives: With the emergence of new economic policy and restructuring of industry, Human Resource Development has become an important function. In the current competitive economy, those organizations that develop their employees skills and knowledge will survive and progress. Training and development is one of the ways to achieve this objective. This course aims to help students acquire the knowledge required for identification of training needs, various training methodologies, training tools and evaluating the effectiveness of the training programmes. The emphasis would also be on the contemporary learning in the area. Faculty:

CONTENTS: Module No. I Session No./s 1-2 Title Introduction 1.1 Training and Development 1.2 Rationale for training 1.3 Content of training 1.4 Changing organizations and training 1.5 Human resource function and training Readings: Ch.-1. Martyn Sloman.

248

Ch.-2. P.L. Rao Assignment of Real Life Group Project: II 3-5 Learning and Training 3.1 Principles of learning 3.2 Adult training 3.3 Programmed learning 3.4 Factors affecting the learning process 3.5 Models of training 3.5.1 Systematic model 3.5.2 Transition model 3.5.3 Ashridge Model. Readings: Ch.-4. P.L. Rao Ch- 3. Martyn Sloman Article Review: Cognitive style and learning strategies: some implications for training design: International Journal of Training and Development 1997 III 6-7 Strategic Training 6.1 The Strategic Training and Development Process 6.2 Organizational Characteristics that Influence Training 6.3 Training Needs in Different Strategies 6.4 Outsourcing Training Readings: Ch.-2. Employee Training and Development by Raymond Noe. Article Review Strategic Training and Development: A Gateway to Organizational Success. HR Magazine, Mar. 2008, Vol. 53. Issue 3, p 1-9 Assessment of Training Needs 8.1 Assessing training needs 8.2 Level of organizational need 8.3 Organizational analysis 8.4 Task analysis 8.5 Individual training needs analysis. Readings: Ch. 3 P.L. Rao Ch. 6 Joseph Prokopenko 249

IV

8-10

11-13

Article Review Shifting mindsets. By OConnor, John. e. learning age. Apr. 2006. P 14-17 Training Needs Assessment. By Cekada, Tracey L. Professional Safety, Mar 2010, Vol. 55 Issue 3, p28-33, Mid Term Evaluation of Live projects. Designing the Training Programme 11.1 Steps in Programme Design 11.2 Developing the training modules 11.3 Course contents 11.4 Training schedule 11.5 Time table 11.6 Objective of training programme 11.7 Targeted group and levels. Readings: Ch.-6 Rolf Lyton and Udia Pareek. Ch.-7. Joseph Prokopenko.

VI

14-16

Case: Training and Development at Godrej. Case Studies in Human Resource Management.Vol. I (2006). Hyderabad: ICFAI Center for Management Research. Training Methods 14.1 Passive and Active Training Methods 14.1.1 Advantages and disadvantages 14.1.2 Simulation methods 14.1.3 Case discussions 14.1.4 Group discussions 14.1.5 Role play 14.1.6 Management games 14.1.7 In basket exercises 14.2 Learning Organizations Readings: Ch.-6, 7. Mel Silberman Ch.-12,13 Joseph Prokopenko Case Studies: Employee Training and Development at Motorola. Case Studies in Human Resource Management.Vol. I (2006). Hyderabad: ICFAI Center for Management Research. Article Best Training Methods for Product Based training. By: Wickman, Lindsay Edmonds. Chief Learning Officer, Apr2008, Vol. 7 Issue 4, p32-36.

VII

17-18

250

Submission of Live Projects Evaluation of Training 17.1 Evaluation of the programme 17.2 Obtaining final question and concerns 17.3 Evaluating after training effectiveness 17.4 Promoting self-assessment. Readings: Ch.-8 Blanchard and Thacker Article Review: A New Way to Evaluate Learning and Training. By Patterson, Fiona. KM Review, Jul/Aug2003, Vol. 6 Issue 3, p20, 4p Case Enhancing the Credibility of the Training Function: Involving Line Managers in Sales Training. Employee Training and Development by Raymond Noe. Pp 466 Group Presentation

VIII

19-20

PEDAGOGY: The course emphasises on practical learning from live project, case discussions, roleplays, exercises and other training methods.

EVALUATION: End Term Examination Internal Evaluation 1. Live Projects & Presentation 2. Case Studies 3. Article Review 4. Test 5. Attendance & class participation READINGS:

60 marks 40 marks bifurcated as follows: 10 marks 10 marks 5 marks 5 marks 10 marks

Blanchard, P.N. and Thacker, J.W (2007): Effective Training: Systems, Strategies and Practices. New Delhi: Prentice Hall Joseph Prokopenko (2002): Management Development . ILO Publications

251

Laird, D (2003). Approaches to Training and Development. New Delhi:Rawat Publications Lyton, R and Pareek, U (2001): Training for development. Vistar Publications. Noe, R.A. (2008). Employee Training and Development. New Delhi: Tata McGraw Hill. O Connor; Bronner and Delaney (2003). Training for Organizations. Singapore: Thomson Learning Reid, M.A. and Barrington, H (2007). Training Interventions. Mumbai : Jaico Publishing House Silberman, M (2001): Active Training: A Hand Book of Techniques, Case examples and Tips. Ben Johnson Co. Ltd Sloman, M (2006) A Hand Book for Training Strategy. Jaico Publishing House Rao, P.L. (2000). HRD Through In-House Training. Indian Society For Training And Development .

252

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full- Time Post Graduate Programme in Management Trimester-IV

Course Code: 406 HRD Strategies & Systems Academic Session: 2010-11 Anupriya Singh COURSE OBJCTIVE:

Course Instructor:

Title: Dr.

The way we manage the people in our organisation needs to be aligned with our business strategies. The means for this alignment is human resource strategy - a directional plan for managing human resources that address important people related business issues. The purpose of this course is to equip the students with the skills required for effective implementation of people - intensive strategies that are rapidly becoming a primary source of competitive advantage Upon completion of this course, students should be able to: 1. Appreciate the importance of corporate strategic decision making for organizational effectiveness 2. Understand the new and emerging strategic role of HR 3. Appreciate the various strategic HR models 4. Understand the role of HR in change management process 5. Familiarize themselves with various contemporary HR issues COURSE CONTENTS: Module No. I Session No./s 1-3 Topic & Reading/s HRD & Strategic Approach to HR 1. HRD Conceptual framework 1.1 Definition 1.2 Link between Human Resources, Business Strategy & organizational performance. 1.3 Designing and implementing HRD systems 2. Strategic role of HR 2.1 Introduction to strategy

253

2.2

HRs strategic role 3. Aligning HR and business Strategy - An overview of the Process

Readings: Dhar (2008): Strategic Human Resource Management Ch 3. Schuler & Jackson (2003): Managing Human Resources Through Strategic Partnerships Ch 1. A K Sen Gupta, HRD in India : What is it?, Decision, Vol. 31, No. I, January - June, 2004, Pp. 145 176. A K Singh, HRD practices and philosophy of management in Indian organizations, Vikalpa, Vol 30, No. 2, April June 2005, Pp. 71 79. Article review : Becton, Bret & Schraeder, Mike, Strategic Human Resources Management, Journal for Quality & Participation, Jan 2009, Vol. 31 Issue 4, Pp.11-18. Case : Air National, Ch 2, Bratton & Gold (2007), Human Resource management, Pp 68-71. II 4-7 Strategic Response 4 5 Issues & Trends affecting the global business environment for HR 6 HRs new role orientation in the 21st century 7 Developing HR Strategies Readings: Ivancewich (2007) : Human Resource Management Ch. 15. Mello (2002) : Strategic Human Resource Management Ch 4. Schuler & Jackson (2003) : Managing Human Resources Through Strategic Partnerships Ch 2. Article review : Rao, T. V.; Varghese, Sumeet, Trends and challenges of developing human capital in India, Human Resource Development International, Feb 2009, Vol. 12 Issue 1, Pp. 15-34.

254

Live Project To Be Given III 8-11 HR Challenges : Competition, Change and Workforce Diversity 8&9 HR roles in building a competitive organization 8 Strategic management of human resources 9 Managing employee contribution Change Management 10.1 Kurt Lewins and Kotters 8 step model of change; 10. 2 HR Issues in change implementation Workplace diversity 11.1 Reasons & Importance of workplace diversity 11.2 Barriers Individual & organizational

10.

11.

Readings : Dhar (2008): Strategic Human Resource Management Ch 10. Schuler & Jackson (2003): Managing Human Resources Through Strategic Partnerships Ch 5. Li Aiqiang, The role of HR: Change Mentorship, Industrial Management, Jan 2009, Vol. 51 Issue 1, Pp. 26-30 Article review : A V Vedpuriswar, The power of differences, Indian Management, January 2008, Pp. 76 83. Case: Debi S Saini & Jyotsna Bhatnagar North Delhi Power Ltd.: Dynamics of Change, Vikalpa, Vol 30, No. 4, Oct - Dec 2005, Pp. 133 146. IV 12-15 12 Contemporary Topics Helping HR Play A Strategic Role 360 degree feedback 12.1 Objectives and application areas 12.2 Benefits of 360 degree feedback 12.3 Implementing a 360 degree feedback

255

system process & challenges 13-14 Role of HR Mergers and acquisitions 13 Mergers and acquisitions process and corresponding role of HR 14 HR issues and challenges in mergers and acquisitions 15 Competency mapping 15.1 Concept and role of competencies 15.2 Competency management framework 15.3 Competency identification, assessment & development Readings : Dhar (2008) : Strategic Human Resource Management Ch 7, 9. Schuler & Jackson (2003) : Managing Human Resources Through Strategic Partnerships Ch 6. Case : Bohlander, Snell and Sherman: Managing human resources (12th edition) 360 degree feedback at Johnson & Johnson, P. 352 16-17 Performance Management & Measuring Human Resources 16 Performance management 16.1 Conceptual framework 16.2 Performance management process 16.3 Designing a performance management system 17 Measuring HR contribution 17.1 Concept and significance of HR measurability 17.2 Improving the measurability of HR HR metrics 17.3 HR scorecard Readings : Dhar (2008) : : Strategic Human Resource Management Ch 7, 11. Ivancewich (2007) : Human Resource Management Ch. 9. Case :

256

Bratton & Gold (2007), Alpha Hotel, Pp. 556 557. Article review : Maximizing Human Capital, SHRM Research Quarterly, 2006 Dave Ulrich, Measuring human resources : An overview of practice and prescription. Human Resource Management, Fall 1997, Vol. 36, No. 3, Pp. 303-320. VI 18-20 Case Presentations

PEDAGOGY: The teaching methodology used in this course will be a judicious mix of lectures, case analysis & discussions, as well as presentations by the students. However, more emphasis will be laid on case analysis, assignments and project study. Cases are expected to be prepared within groups prior to the class. EVALUATION PARAMETERS: END TERM EXAMINATION Internal Assessment Assignment Projects Unannounced Test/quiz Case Presentation Attendance/Participation GROUP PROJECT GUIDELENES On the instructions of the instructor, identify 4 - 5 organizations with a wellestablished HRM department Conduct a primary study to understand the human resource activity of the organization. Also, analyze and assess the strategic HR initiatives taken by the organizations. Identify benchmark practices in the sample of organizations studied. 05 10 05 10 10 60% 40%

The emphasis is on group activity, whereby every member of the group has to be actively involved in the project

257

READINGS: Tanuja Agarwala, Strategic Human Resource Management, Oxford University Press, 2007 W.P. Anthony & K.M.Kacmar: Human Resource Management-A Strategic Approach, Dryden Publishers, 2000. Bratton & Gold, Human Resource Management : Theory & Practice, Pal grave Mac Millan, 2007. Chanda & S.Kabra: Human Resource Strategy-Architecture for Change, Sage Publications, 2002. Greenberg & Baron, Behaviour in Organizations, Prentice Hall, 2006 L. Gratton & V.H. Hailey: Strategic Human Resource Management, Oxford University Press, 2000. J.A.Petrick: Total Quality in Managing Human Resources, Vanity Book International, 2001. John M Ivancewich, Human Resource Management, Tata Mc Graw Hill, 2007. J.W.Walker, HR Strategy, McGraw Hill International, 2001 R L Dhar, Strategic Human Resource Management, Excel Books, 2008. Schuler & Jackson, Managing Human Resources Through Strategic Partnerships, Thomson South Western, 2003 T.Sadler: Human Resource Management-Developing A Strategic Approach, Kogan & Page, 2001. W.J. Rothwell & M.W. Taylor: Strategic Human Resource Leader, Jaico Publication, 2001. Wayne F Cascio, Managing Human Resources, Tata Mc Graw Hill, 2006

258

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Diploma in Management Trimester - VI Course Code: 502 Academic Session: 2010-11 Course Title: Advanced Material Management Instructor:

Objective The principal objective If this course is to familiarize participants with various facets of materials management and Its role in the business. It will develop skills necessary in the present dynamic environment. The course also aims at providing opportunity to understand the crucial Importance of materials management functions in the overall performance of corporate enterprises. Topics: Number of Session Module-l Introduction: 2 Sessions Materials: meaning and classification, Purchasing: meaning, types, Importance; role of purchasing in the value chain; New developments In purchasing , Chapter 1: Weele Chapter 1, 2: Monezka et al Project: Constitution of groups and finalization of real life project Caselet: Audi's Quality Compact Module-2 Purchasing Policy & Procedures: 2 Sessions Purchasing objectives, policy and process; interface of purchasing with corporate strategy; value chain and corporate strategy; Make or Buy decision; Transiting from Make-to-Stock to Build-to-Order strategy; purchasing portfolio analysis, lean manufacturing, purchasing and competitive advantage Chapter 3, 5, 7: Weele Chapter2, 4, 6, 7: Monezka etal Article Review: To be given in the class Assignment (individual): Contemporary 'trends of Purchasing in Indian Automobile Industry

259

Case: Vendors are the king maker Assignment (Group): Purchasing policy of firm that have been chosen for project

Module-3 Supplier Selection, Development & Measurement: 2 Sessions Strategic sourcing, Insourcing and outsourcing, Methods of supplier evaluation and Selection, supplier development Chapter 8, 11, 13: Weele Chapter 6, 7, 8, 9, 10: Monezka et al Article Review: Handfleld et al (1999), "Involving Suppliers in New Product Development, California management Review, Vol 42, No.1 Fall Assignment (individual): Vendor Portfolio Management Case: Sourcing & Commodity/Purchasing Family Strategy development (written submission also) Module-4 Negotiation, Managing Contracts & Relationships: 2 Sessions Negotiation framework, planning and power, rules of conduct and purchasing ethics, types pf contracts, supplier alliances, and relationships, vendor park . Chapter14: Weele Chapter 14, 15: Monezka et al Article Review: Kolb and Williams, (2001), "Breakthrough Bargaining," HBR, January Assignment (Group): Supplier Conflict & Relationships Management Class Test & Project evaluation Module-5 Inventory Management: 2 Sessions Impact of Inventory on overall performance of firms, MRP-I, DRP, MPS, CRP, MRP-II, JIT . Chapter 6: Agrawal Chapter 7: Chopra & Meindl , Assignment (Group): Inventory management policy of the firm Article Review: Pragman (1999), "JIT II: A Purchasing Concept for Reducing Lead Times In Time-based Competition, " Business Horizon, July-August Module-6 Managing Inventory Under Uncertainty: 4 Sessions

Reasons for uncertainty; safety stock, Optimum level of safety stock, Impact of supply and demand uncertainity,aggregation and replenishment policies on safety Inventory, Estimating and managing safety inventory in practice; QR; CR; and

260

VMI Chapter 8: Chopra & Meindl Article Review: 1. James et al (2000), "Vendor-Managed Inventory (VMI): A System Approach" Value Stream management, Chapter-14 . 2. Lee (2002), "Aligning Supply Chain Strategies with Product Uncertainties," CMR, spring

3. Agrawal et al (2004), "Optimizing Finished Goods Inventory across Demand Chain Under Uncertainly," Journal of International_ Business- and Economics, 2004. Case: Managing Inventories at ALKO Inc. Module-7 Infra-structural Issues of Material Management: 4 Sessions Importance of information, role of information technology in purchasing and material management, . IT infrastructure, e-procurement, storage decision, operation, layout and design, Material handling and protective packaging Chapter 4, 7, 9, 11: Agrawal. Chapter 11, 12, 14: Chopra & Meindl Article Review: To be given In the Class Assignment (individual): Radio Frequency Identification Technology and its impact on purchasing and inventory management

Viva-Voce of Project (1 session) Teaching Methodology: Everv Module will start witl. a brief presentation of article reviewed The Teaching Methodology is blend of the following approaches: . .' . 1. Interactive lectures 2. Case Studies. 3. Assignments (Individual as well as Group) 4. Project* 5. Article review** * Real life project would be given at the start of the trimester. In the project, groups are required to study purchasing mechanism and strategies, vendor performance

261

systems, inventory management and extent of use of Information technology. And all group assignments should be submitted with reference to the company under project study. Assignments will be submitted by students in the first class of next module or as per schedules announced by the faculty. Projects will be colleted a week before the dose of the trimester following Viva-voce. Every class would start with question session on earlier discussions for about 10 minute. ** Eight research articles would be given during the trimester for review

Apart from the topics outlined in the course content; there is profound emphasis on: . ' . 1. Awareness of the purchasing environment 2. Recent trends in the material management scenario 3. A constant watch on Journals, Business Magazines etc. Evaluation: 1. End Term Written test 2. Class Term Test . 3. Individual Assignments 4. Project 5: Active Class participation 6. Case Study. . TOTAL Recommended Reading: 60 5 15 10 5 100 . Marks 5

1. Arjan J Van Weele, (2000) "Purchasing & Supply Chain 658.7 WEE Management: Analysis, Planning And Practice" Thomson Learning, Vikas Publishing House 2. Monezka, Trent & Handfleld,(2002) "Purchasing & Supply Chain Management" 7th edition, Thomson South -Western, Singapore. 3. Sunil .Chopra; & Peter Meindl, (2001) "Supply Chain Management" Pearson Education. 4. D.K.Agrawal, (2003) "Logistics & Supply Chain Management" MacMillan India Ltd. . 262

5. Arnold .& Champman (2001) "Introduction to Materials Management", Pearson Education LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full-Time Post Graduate Diploma in Management Trimester V Course Code: 511 Course Title: Total Quality Management & Six Sigma Instructor: Prof. S. K. Jain

Academic Session: 2010-2011 COURSE OBJECTIVES:

The objective of this course is to make the students understand using quality as a competitive weapon. The focus of the entire teaching will be on the philosophy of total quality management stressing achievement of customer satisfaction, employee involvement, and continuous improvement. The course will basically have three elements, the philosophical element stressing the use of quality as an integrating force, the generic tools and the tools of the QC department. Six sigma teachings shall further train students learn methods of eliminating virtually all defects from companys products, processes and transactions.

263

COURSE CONTENTS: Module No. 1 1-3 Sessions Topic & Reading/s 1. Quality as a management Philosophy. Concept of Customer Driven Quality. 2. Employee Involvement. Customer satisfaction. Supplier Partnership 3. Leadership concepts The 7 Habits of Highly effective people By Stephen R. Covey 4. Barriers to TQM Cases: Chaotic Management, & Blind Alley of a CEO, Total Quality Management, S.K. Mandal Building quality through Quality at Gerber TQM By James R. Evans Total Quality Management, Dale H. Besterfield, Carol Basterfield-Michna Editon 2003 (reprint 2010) Published by Pearson Education Part 1 Total Quality, James R Evans, 2nd Indian Ed. 2005( Reprinted 2010), Ch 1, pp 1-29. Operations Management, Chase, Aquilano & Jacobs, Ch 6 Total Quality Management, R. Rama Krishnan Why Total Quality Management Programs Do not Persist: The Role of Management Quality and Implications for Leading a TQM Transformation; Michael Beer, Decision Sciences, Volume 34 Number 4, Fall 2003. Too Much or Too Little Ambiguity: The Language of Total Quality Management, Mihaela Kelemen, Journal of Management Studies 37:4. June 2000, 0022-2380. Management & Quality Conceptual Framework

Readings:

4-7

Evaluation of Quality Gurus, Deming, Juran

264

1) National and International Quality Awards. Deming 14 points, Juran Triology, The Deming Cycle. 2) PDSA cycle 5S, Kaizen concept & Methdology. 3) Improvement as management function. Innovation, Kaizen. Concept of Continuous Improvement, Quality Circles, Total Quality Control, JIT and other process improvement systems. Case Discussions. Cases: Readings: The Management and Control of Quality, James & William, Ch 3, Ch 4 Management Guide to Quality and Productivity, John Bicheno, Pt_1 OM Chase and Aquilano Ch 6, Ch. 4 MIT Sloan Management Review Summer 2001, Pg 20 A Team approach to Kaizen, Journal of Industrial Technology, Glenn Gee, Phil Mc Grath and Mahyar Izadi, (Fall 1996): pp 45-48. . 3 8-10 Setting Quality Standards 8. Performance Measures, Benchmarking Continuous Improvement, Re-engineering 9. ISO 9000 & 14000 Standards 10. Case Discussions Readings: TQM, Dale H Besterfield, Part 2 Ch 10, 18 OM, Chase & Aquilano Ch 6 Total Quality Management, R. Rama Krishnan Productivity and Quality, V. Upadhyay and others. for Art of Managing By S.K Mandal For whom the Bell Tolls! Case of the Rotary Compressor By James R. Evans

265

11-14

Measuring and Reinforcing Quality 11. Concept of Statistical Quality Control and its usages in controlling quality. 12. Flowcharts, Histograms, Pareto diagrams and Ishikawa Diagram, Poka- Yoke. 13. X bar charts, R charts and there usage and controlling quality. Interpretation of these charts. 14. Basic understanding of Process capability as related to statistical process control. Case Discussions 1. Statistic in Practice 1 & 2, Management, S. K. Mandal Exercises: Readings: Management and Control of Quality, James R Evans, Ch.13 OM, Roberta & Bernard Ch. 15 Quality Management, Howard Gitlow Part III, Ch. 5, 6, 7 & 8 Total Quality Management, R. Rama Krishnan Implementation of TQM in the Service Sector. Case Study, TQM by P N Mukherjee, pp 380 Sullivan, L.P. (1984), Reducing Variability: A New Approach to Quality: Quality Progress, July, pp 1521. Exercises on SPC, X bar and R Charts, P Charts Total quality

15-20

Six Sigma Systems 15. Introduction to six sigma and its Benefits. 16. Infrastructure of six sigma 17. Process power: the five steps of Six Sigma. Process management, leadership. 18. Putting people power into practice. Preparing Black Belt and other key roles 19. Advanced six sigma Quality tools, QFD, SPC, sigma DMAIC Methodology Six the infrastructure for six-sigma

Readings: The Ultimate Six Sigma: Keki R Bhote, 1st Ed. 2007, PHI. The Six Sigma Way Peter, Robert, Roland and Cavanagh (Pg: 11-13, 3536, 41-48, 51-65, 117-129, 335) Design for Six Sigma, C M Creveling, Slutsky and D Antis Total Quality Management, R. Rama Krishnan Quality Function Deployment- A Practitioners Approach, Brosset L James, and Milwaukee, WI: ASQC Quality Press, 1991. The Power of Six Sigma, Subir Chowdhury; Pearson Education (Singapore) Pte. Ltd 2001. Statistics in Practice 1. M/S REC Refrigeration Manufacturing Company

Cases: PEDAGOGY:

Besides Lectures, the concepts shall be reinforced through class discussions of the assigned Cases / Readings/ Articles listed above. All students are required to read them in advance and come prepared for active participation and constant evaluation. Teaching shall be supplemented by Individual / Group assignments. Live project shall be assigned to each group to experience real life situation. All group assignments / Projects shall be presented to have the benefit of knowledge sharing. EVALUATION PARAMETERS: End Term Examination Assignments, Case discussions, test, and participation Individual / Group Assignments Class Participation / Attendance Case Discussions / Mid-Term test Live-Project LEARNING RESOURCES: 7. Recommended additional readings: Total Quality Management: Dale H Besterfield, Glan and Mary, 3rd Asian Ed. 2004, Pearson Education. Total quality management, S. K. Mandal 10 10 10 10 60% 40%

Total Quality Management, P N Mukherjee, 1st Ed. 2006, PHI. Total Quality, Management, Organisation and Quality, 2nd ED. 2006, Thomson Pub. Total Quality Management, Principles and Practice, Dr. S K Mandal, 1 st Ed. 2005, Vikas Pub. House Ltd. Quality Management, Tools and Methods for improvement, 2nd ed. Howard Gitlow, Alan Oppenheium, Roso Oppenheium, Irwin The Management and Control of Quality, 4th ed., James R Evans, William M Lindsay, South Western College Pub. The Ultimate Six Sigma: Keki R Bhote, Indian reprint 2007, PHI. The Six Sigma Way, Peter S Pande, Robert P Neuman, Roland R Cavanagh, McGraw Hill Pub. Design for Six Sigma, C M Creveling, J L Slutsky, D Antis Jr., Pearson Ed. Total Quality Management , Second Edition, Nagrajan R.S, Arivalagar A.S.Published by New Age International (p) Ltd.

8. Handouts and other reading materials will be provided as and when required.

LAL BAHADUR SHASTRI INSTITUTE OF MANAGEMENT, DELHI Two Year Full Time Post Graduate Programme in Management Trimester - IV Course Code: 513 Academic Session: 2010-11 Course Objective The principal objective of this course is to acquaint participants with key concepts and solutions in the design, operation, control and Management of supply chain as an integrated system. It also aims at sensitizing participants with how effective and efficient supply chains can facilitate in achievement of cost saving and market benefits based on the philosophy of extended enterprise. Topics Number of Session Module-1 Introduction Nature, Evaluation, Concepts of Supply Chain Management and its Contribution 2 Sessions D.K Agrawal., Edition 2010, Mcmillan Publishers Sunil Chopra, Peter Meindl, D.V Kalra By Pearson, 2006 Edition (Reprint 2009) Supply Chain Management By Janat shah By Pearson Education Article review: Sengupta, (2004), The top Ten Supply Chain Mistakes, Supply Chain Management review, July Project: Constitution of groups and finalization of real life project Module-2 Strategic Role of Supply Chain Management and its Perspective as a Value Chain, Supply Chain Effectiveness and Indian Infrastructure 2 Sessions Article Review: ANDERESON, BREITT, and FAVRE,(1997) The Seven Principles of Supply Chain Management, Supply Chain Management Review, April Module-3: Customer value, Customer services, Push Pull Strategy and Gap analysis and Measurement of customer service 2 Sessions Case Study: Reseller service standard in the automobile industry, Supply Chain management, D.K. Agarwal Course Title: Supply Chain Management Faculty : Prof. S.K. Jain

Article Review: Haeckel and Nolan, (1996), "Managing by Wire: Using IT to Transform a

Business from "Make-and-Sell" to "Sense-and-Respond, " Competing in the Information Age: Strategic Alignment in Practice, edited by Jerry N. Luflman, Oxford University Press, Inc. New York.

Madule-4 Inventory management

3 Sessions

Characteristic and function of inventory in SCM, EOQ, ABC & VED analysis. Vendor Managed Inventory (VMI) Bullwhip Effect, Effective demand forecasting and demand management including, JIT system, Reverse Logistics : Simchi-Levi et al. Chopra & Meindl: D..K Agrawal Janat Shah Article Review: I. Abernathy, Dunlop, Hammond, and David, (2000), "Control Your Inventory in a world of Lean Retailing" Harvard Business Review, November-December. 2. Lee, Padmanabhan and Whang (1997), "The Bullwhip Effect In Supply Chains, " Sloan Management Review/Spring.

Module-5 Sourcing Strategies and Vendor Evaluation, Vendor Risk Portfolio , Vendor Rating, Development, Procurement management Sessions Tendering process and Transportation Article Review: "Strategic Supplier Segmentation: The Next Best Practice in Supply Chain," California management Review, October, 1998. Module -6: Warehousing and Transportation Chapter7,8 Supply Chain Management By D.K Agrawal 3

2 Sessions

Module7

Supply Chain Integration and Synchronization using Information Technology:

2 Sessions

Flow of information, goods and value across value chain; SCM system components; Coordinated product and supply. chain design; Role of supply chain information technology; IT infrastructure; Integrating supply chain information technology. Case Study: Integrated logistic management system, Page 590, Supply chain management, Sunil Chopra, Peter meindl Article Review: 1. Lee, (2000), "Creating Value through Supply Chain Integration," Supply Chain Management Review, September 2. BOWERSOX, CLOSS, and DRAYER, (2005) "The Digital Transformation: Technology and Beyond," Supply Chain Management Review January Case: Global capacity expansion of two Korean car makers

Module-8 Introduction, Dimension, and Tools of performance measurement, SCOR Model, Impediments to improve performance Efficient consumer response; Demand chain management;

2 Sessions

Article Review: 1. POIRIER and QUINN, (2003), "A Survey of Supply Chain Progress," Supply Chain Management Review September. 2. POIRIER and QUINN, (2004), "How Are We Doing?: A Survey of Supply Chain Progress," Supply Chain Management Review, November. Presentation of Real Life project Public Distribution Supply Chain of cereals of Government of India (2 session)

Cases from Supply Chain Management by D.K Agrawal 12. Strategic Supply chain Management in Dynamic and emerging Business Scenario 13. Benchmarking Supply Chain practices in FMCG Industry 14. Is Retail Romance over? 15. Customer serviced strategy: An Audit of Indian Consumer durable Industry 16. Supply chain Management in Indian Auto Component Industry 17. Kurlon Limited

18. Vehicle Routing at Baroda Union 19. Managing Tendupatta Collection operations 20. Supply chain management at Dalmia Cement Ltd. 21. Marico Industries: mySAP Supply chain Management 22. Subhiksha : Managing Store operations

PEDAGOGY: Besides Lectures, the concepts shall be reinforced through class discussions of the assigned Cases / Readings/ Articles listed above. All students are required to read them in advance and come prepared for active participation and constant evaluation. Teaching shall be supplemented by Individual / Group assignments. Live project shall be assigned to each group to experience real life situation. All group assignments / Projects shall be presented to have the benefit of knowledge sharing. EVALUATION PARAMETERS: End Term Examination Assignments, Case discussions, test, and participation Individual / Group Assignments Class Participation / Attendance Case Discussions / Mid-Term test Live-Project 10 10 10 10 60% 40%

The Teaching Methodology is blend of the following approaches: 1. Interactive lectures 2. Case Studies 3. Assignments (Individual as well as Group) 4. Project* 5. Article review** * Real life project would be given at the start of the trimester. In the project, groups are required to study supply chain strategies and practices, process integration, relationships with supply chain participants and extent of use of infonnation technology. And all group assignments should be submitted with reference to the company under project study. Assignments will be submitted by participants in the first class of next module or as per schedules announced by the faculty. Projects will be colleted a week before the close of the trimester following viva-voce. Every class would start with question session on earlier discussions for about 10 minute. ** Seven research articles would be given during the trimester for review Apart from the topics outlined in the course content, there is profound emphasis on: . Awareness about recent trends in the supply chain management Scenario . a constant watch on Journals, Business Magazines etc.

Evaluation 1. End Term Written test 2. Class Term Test 2. Individual Assignments 3. Project 4. Active Class participation& attendence 6. Case Study TOTAL

Marks 60 5 5 15 10 5 100

Recommended Reading 1. Simchi-Levi, David et al (2007), "Designing & Managing the Supply Chain"Tata McGraw-Hill, Delhi . 2. Sunil Chopra & Peter Meindl, (2003) "Supply Chain Management" Pearson Education. 3. D.K. Agrawal, (2003) "Logistics & Supply Chain Management" MacMillan India Ltd. . 4. Arjan J Van Weele, (2000) "Purchasing & Supply Chain Management:Analysis, Planning And Practice" Thomson Learning, Vikas Publishing House 5. Westland & Clark (2001), "Global Electronic Commerce" Universities Press, 273

Hydrabad. 6. Coyle, Bardi, Langley, The Management of Business Logistics, Thompson, 2006 7. Kim Bowon, Mastering business in Asia Supply Chain Management, John Wiley, 2005 8. Shapiro Jeremy, Modelling the supply chain, Thomson, 2007 9. Bowersox, Closs, Cooper, Supply chain logistics management, McGraw Hill 2008 10. Deshmukh and Mohanthy, Supply Chain Management theories and practices Bitzantra, 2005

Supply Chain Management Readings 30. New prospects for corporate customers. By: Bielski, Lauren. ABA Banking Journal, Jan2008, Vol. 100 Issue 1, p41-43, 3p, 2c; (AN 28459392) 31. Balanced and synchronized ordering in supply chains. By: Ki Ling Cheung; Sheng Hao Zhang. IIE Transactions, Jan2008, Vol. 40 Issue 1, p1-11, 11p, 6 charts, 2 diagrams; DOI: 10.1080/07408170701245338; (AN 27394985) 32. LEVERAGE SUPPLY CHAIN INNOVATION. By: Krabbe, Mike. Industrial Engineer: IE, Dec2007, Vol. 39 Issue 12, p26-30, 5p, 5c; (AN 27583732) 33. Supply Chain Relationships and Contracts: The Impact of Repeated Interaction on Capacity Investment and Procurement. By: Taylor, Terry A.; Plambeck, Erica L.. Management Science, Oct2007, Vol. 53 Issue 10, p15771593, 17p, 2 graphs; (AN 27051328) 34. The Emerging Global Direct Distribution Business Model: Industry and Research Opportunities. By: Shong-Iee Ivan Su. Transportation Journal, Fall2007, Vol. 46 Issue 4, p58-65, 8p; (AN 27465060) 35. Supply Chain Issues in Knowledge-based Service Industries: Discussion. By: Shah, Janat. IIMB Management Review, Jun2007, Vol. 19 Issue 2, p173-188, 16p, 2 charts, 5 diagrams, 1 graph; (AN 25555337) 36. Optimal model for warehouse location and retailer allocation. By: Gill, Avninder; Ishaq Bhatti, M.. Applied Stochastic Models in Business & Industry, May/Jun2007, Vol. 23 Issue 3, p213-221, 9p, 2 charts, 2 diagrams; (AN 25200715) 37. Strategic Spot Trading in Supply Chains. By: Mendelson, Haim; Tunca, Tunay I.. Management Science, May2007, Vol. 53 Issue 5, p742-759, 18p, 1 diagram, 3 graphs; (AN 25049885) 38. The Strategic Perils of Delayed Differentiation. By: Anand, Krishnan S.; Girotra, Karan. Management Science, May2007, Vol. 53 Issue 5, p697-712, 16p, 9 charts, 4 diagrams, 4 graphs; (AN 25049635 39. HOW SOX and C-TPAT Impact Global Supply Chain Security. By: McGhee, Mitch; Giermanski, Jim. Strategic Finance, Apr2007, Vol. 88 Issue 10, p3338, 6p, 1 chart; (AN 24481988) 40. The Horizontal Scope of the Firm: Organizational Tradeoffs vs. BuyerSupplier Relationships. By: Chatain, Olivier; Zemsky, Peter. Management 274

Science, Apr2007, Vol. 53 Issue 4, p550-565, 16p, 6 charts, 3 graphs; (AN 24697682) 41. THE IMPACT OF CULTURE ON THE GENERATION OF TRUST IN GLOBAL SUPPLY CHAIN RELATIONSHIPS. By: Ueltschy, Linda C.; Ueltschy, Monique L.; Fachinelli, Ana Christina. Marketing Management Journal, Spring2007, Vol. 17 Issue 1, p15-26, 12p; (AN 25657488) 42. COMBINATORIAL AUCTION BASED COLLABORATIVE PROCUREMENT. By: Jin Ho Choi; Ingoo Han. Journal of Computer Information Systems, Spring2007, Vol. 47 Issue 3, p118-127, 10p; (AN 25144342) 43. Demand network alignment: aligning the physical, informational and relationship issues in supply chains. By: Kehoe, D. F.; Dani, S.; Sharifi, H.; Burns, N. D.; Backhouse, C. J.. International Journal of Production Research, 3/1/2007, Vol. 45 Issue 5, p1141-1160, 20p, 1 chart, 5 diagrams; DOI: 10.1080/00207540600635219; (AN 24155414) 44. INTERORGANIZATIONAL TIME-BASED POSTPONEMENT IN THE SUPPLY CHAIN. By: Garca-Dastugue, Sebastiin J.; Lambert, Douglas M.. Journal of Business Logistics, 2007, Vol. 28 Issue 1, p57-81, 25p; (AN 25259815) 45. Pushing Quality Improvement Along Supply Chains. By: Kaijie Zhu; Zhang, Rachel Q.; Fugee Tsung. Management Science, Mar2007, Vol. 53 Issue 3, p421-436, 16p, 1 diagram, 10 graphs; (AN 24444798) 46. A New Framework for Service Supply Chains. By: Baltacioglu, Tuncdan; Ada, Erhan; Kaplan, Melike D.; Yurt, Oznur; Kaplan, Y. Cem. Service Industries Journal, Mar2007, Vol. 27 Issue 2, p105-124, 20p, 3 diagrams; DOI: 10.1080/02642060601122629; (AN 24325582) 47. SUPPLY CHAIN COORDINATION WITH CONTRACTS GAME BETWEEN COMPLEMENTARY SUPPLIERS. By: DING, DING; CHEN, JIAN. International Journal of Information Technology & Decision Making, Mar2007, Vol. 6 Issue 1, p163-175, 13p, 1 chart, 3 diagrams, 1 graph; (AN 24498516) 48. Strategic Outsourcing Decisions for Manufacturers that Produce Partially Substitutable Products in a Quantity-Setting Duopoly Situation. By: Xiao, Tiaojun; Xia, Yusen; Zhang, G. Peter. Decision Sciences, Feb2007, Vol. 38 Issue 1, p81-106, 26p, 6 charts, 3 graphs; DOI: 10.1111/j.15405915.2007.00149.x; (AN 24500761) 49. The Severity of Supply Chain Disruptions: Design Characteristics and Mitigation Capabilities. By: Craighead, Christopher W.; Blackhurst, Jennifer; Rungtusanatham, M. Johnny; Handfield, Robert B.. Decision Sciences, Feb2007, Vol. 38 Issue 1, p131-156, 26p, 2 charts, 2 diagrams; DOI: 10.1111/j.1540-5915.2007.00151.x; (AN 24500759) 50. Dynamic Assortment with Demand Learning for Seasonal Consumer Goods. By: Caro, Felipe; Gallien, Jrmie. Management Science, Feb2007, Vol. 53 Issue 2, p276-292, 17p, 5 charts, 1 diagram, 1 illustration, 1 graph; (AN 24272627)

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51. Supply chain management and environmental technologies: the role of integration. By: Vachon, S.; Klassen, R. D.. International Journal of Production Research, 1/15/2007, Vol. 45 Issue 2, p401-423, 23p, 5 charts, 1 diagram; DOI: 10.1080/00207540600597781; (AN 24155432) 52. INTRA-ORGANIZATIONAL PERSPECTIVES ON IT-ENABLED SUPPLY CHAINS. By: Singh, Nitin; Kee-hung Lai; Chen, T. C. E.. Communications of the ACM, Jan2007, Vol. 50 Issue 1, p59-65, 7p, 1 diagram; (AN 23617901) 53. Piloting RFID Along the Supply Chain: A Case Analysis. By: Loebbecke, Claudia. Electronic Markets, Jan2007, Vol. 17 Issue 1, p29-38, 10p, 1 chart, 3 diagrams; DOI: 10.1080/10196780601136773; (AN 24153807) 54. Establishment of a customer-oriented model for demand chain management. By: Ming-Hon Hwang; Hsin Rau. Human Systems Management, 2007, Vol. 26 Issue 1, p23-33, 11p, 4 charts, 2 diagrams; (AN 24417917) 55. Customer satisfaction measurement with neural network. By: Yao-Hung Hsieh; Lin, Chiuhsiang Joe; Chen, James C.. Human Systems Management, 2007, Vol. 26 Issue 1, p47-52, 6p, 7 charts, 1 diagram, 3 graphs; (AN 24417915) 56. A real-time mobile GIS based on the HBR-tree for location based services. By: Yun, Jae-Kwan; Kim, Dong-Oh; Hong, Dong-Suk; Kim, Moon Hae; Han, Ki-Joon. Computers & Industrial Engineering, Sep2006, Vol. 51 Issue 1, p5871, 14p; DOI: 10.1016/j.cie.2006.06.013; (AN 22581567) 57. INTEGRATING SUPPLIERS INTO NEW PRODUCT DEVELOPMENT. By: Handfield, Robert B.; Lawson, Benn. Research Technology Management, Sep/Oct2007, Vol. 50 Issue 5, p44-51, 8p; (AN 26482241) 58. Entrepreneurial Purchasing. By: Coulson-Thomas, Colin. Management Services, Spring2007, Vol. 51 Issue 1, p14-16, 3p; (AN 25188166)

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