Syllabus

Course Code Course Name L T P Credit

CM3EG09 Supply Chain Management 3 0 0 3

Prerequisites :
Co-requisites :
Curriculum:

UNIT I : Introduction to Supply Chain Management –

Meaning, Definitions, Features, Functions, Objectives, Importance, and Significance of Supply Chain
(SC), Competitive and Supply Chain Strategies, Achieving Strategic Fit, Key issues of Supply Chain
Management.

UNIT II : Designing and Planning the Supply Chain Network –

Distribution – Basic Concept, Designing the Distribution Network, Distribution Networks in
Practice, Role of Distribution Network, Factors Influencing Distribution Network, Modelling for
Supply Chain.

UNIT III : Dynamics of Supply Chain –

Supply Chain Integration, Push-based, Pull-based and Push-Pull Based Supply Chain, Demand
Forecasting in a Supply Chain, Managing Inventory in Supply Chain Environment,
Transportations, Inventory, Warehousing, Managing logistics.

UNIT IV : Information Technology in the Supply Chain –

IT Framework – Customer Relationship Management, Internal Supply Chain Management –
Supplier Relationship Management, Transaction Management, Use of Best Practices and
Information Technology (IT) in Supply Chain Management, Lack of Supply Chain Coordination
and the Bullwhip Effect, Future of IT.

UNIT V : Dimensions of Logistics –

Macro and Micro Dimension to Logistics, Strategic Alliances, Third Party & Fourth Party
Logistics, Retailer-Supplier Partnerships (RSP), Supplier Evaluation & Selection, Logistics
Interfaces with other Areas, Approach to Analysing Logistics Systems, Factors Affecting the
Cost & Importance of Logistics.

Text Books:
1. 1. Ayers, J. B. (2006). Handbook of Supply Chain Management (2nd ed.).Florida: Auerbach
Publication.
2. Ballou, R. H., & Srivastava, S. K. (2008). Business logistics/supply chain management (5th ed.).
New Delhi: Pearson Education.
3. Chopra, S., & Meindl, P. (2007). Supply Chain Management: Strategy, Planning and Operation
(3rd ed.). New Delhi: Pearson Education.

Reference Books:
1. Mentzer, J. T. (2001). Supply chain management. New Delhi: Sage Publications.
2. Raghuram, G., & Rangaraj, N. (2000). Logistics and supply chain management: cases and
concepts. New Delhi: Macmillan.
3. Shah, J. (2009). Supply chain management: Text and cases. New Delhi
 Syllabus

Proposed Syllabus of Investment banking

Course Code Course Name L T P Credit

MS3EF10 3 0 0 3
Investment banking
Prerequisites: Nil

Co-requisites: Nil

Curriculum:

UNIT – I Introduction
Concept, Origin, Functions, Types, Growth, Institutional Structure, and Merchant Banking Services
in India, Difference between Commercial banks and investment
UNIT – II Regulations:
Regulation of the Capital Market- SEBI regulations for merchant bankers, brokers and sub brokers,
intermediaries and portfolio managers.
UNIT – III PUBLIC ISSUE MANAGEMENT
Meaning and types of issues, appointment and role of merchant banker in issue management, pre-
issue and post-issue management activities performed by merchant banks
Underwriting: Concept, Devolvement, Business model, underwriting in fixed price offers and
book-built offers.
UNIT – IV Factoring, Forfeiting and Securitization of debt
Factoring and Forfeiting: Origin, characteristics, types, benefits, difference between factoring and
forfeiting, growth of forfeiting in India, Factoring mechanism, advantages, Factoring and Forfeiting
in India.

Securitization of debt: Meaning, Features, Types of serializable assets, Benefits of

Securitization, Issues in Securitization.

UNIT – V Leasing and Hire Purchase:

Concept, Parties, Types of Lease, Difference between leasing and Hire Purchase, Legal
frameworks, Advantages and disadvantages of Leasing and Hire Purchase. (Theory only)

Text books:

1) Prasanna Chandra, : Project Preparation, Appraisal and Implementation’ Tata McGraw

Hill D)
2) S.Choudhury “Project Management” TATA McGraw Hill Publishing House, New Delhi, 2006
3) N.P. Agarwal, B.K. Mishra Project Management, Ramesh Book Depot, Jaipur 2006

Reference Books:

1) Prasanna Chandra “Projects, Planning, Analysis, Selection, Implementation and Review;” TATA
McGraw Hill Publishing House, New Delhi, 2008.
2) R.B.Khanna, “Project Management”, PHI Learning Private Limited, New Delhi, 2011.
3) Pitale, R.L: Project Appraisal Techniques, Oxford and IBH. Publishing Pvt. Ltd., New Delhi
1982.
Website:
https://nptel.ac.in/noc/

Syllabus
Course Code Course Name L T P Credit

MS3EF11 3 0 0 3
Basic International Finance
Prerequisites: Nil

Co-requisites: Nil

Curriculum

Unit I: Introduction
Concept of International trade, International Business, International Finance and differences
among them, motivation for International Finance. Theories of International trade,
International trade financing in India, Balance of payments (of India)

UNIT-II: International Monetary System

Different types of Exchange rate mechanisms- gold standard, gold exchange standard,
Bretton Woods System, Current monetary system, European Monetary Union. IMF and
World Bank

UNIT-III: Sources of International Finance & International Markets

Commercial Papers, International Bonds, LIBOR, Euro Bonds, Equity Finance, Process of
Issue of GDRs and ADRs, International Bank Transaction Cycle. Basic concepts of the
international money market.

UNIT-IV: International Capital Structure & Capital Budgeting

International capital structure, cost of capital, the capital structure of MNCs, cost of capital
in segmented versus integrated markets. Introduction of international capital budgeting,
adjusted present value model

UNIT-V: International Investment Management

International Portfolio Investment-Issues in Foreign Investment Analysis, International
Bond Investing, cost and benefits of Foreign Direct Investment, Strategies for Direct
Investment, Bond Investment & Portfolio Investment,

Text Books:

1. PG Apte, International Financial Management 5e, Tata Macgraw Hill

2. Siddaiah, International Financial Management, 1st Edition, Pearson Education
3. “International Financial Management”, Alan Shapiro, John Wiley & Sons Inc

Reference Books:
1. Global Finance, Eng, Lee, Maur, Addison Wesley Ltd.
2. Global Corporate Finance, Keith Pilbeam
3. Shapiro, Multinational Financial Management, , Wiley India
Websites:
1. https://www.adb.org/
2. https://www.wto.org/
3. www.imf.org/

Syllabus
 Proposed Syllabus of Strategic corporate finance

Course Code Course Name L T P Credit

MS3EF12 3 0 0 3
Strategic corporate finance

Prerequisites: Nil

Co-requisites: Nil

Curriculum

UNIT-1 Introduction:
Introduction to strategic corporate finance: Strategy Vs Planning, significance of strategy in
financial decisions, Different types of financial strategy for Shareholders Wealth
Maximization, overall corporate value addition and Economic Value Addition.

UNIT-2 Strategic Cost Management:

Traditional costing Vs Strategic Costing, Relevant costs Vs Irrelevant costs, Different types
of strategic costing and their relevance- Target Costing, Activity based Costing, Life Cycle
Costing, Quality Costing, Zero Based Budgeting, Strategic cost reduction techniques and
value chain analysis.

UNIT-3 Management Buy-outs & Buy-in:

Concept of Management Buy-outs, Features, methods, establishing feasibility of the buy-
out, LBO financing, Negotiating the main terms of the transaction with the vendor including
price and structure, Developing the business plan and financial forecasts in conjunction with
the buy-out team for submission to potential funders. Management Buy-ins- Concept and
meaning.

UNIT-4 Financial Distress and Restructuring:

Meaning of Bankruptcy, Factors leading to bankruptcy, symptoms and predictions of
bankruptcy, reorganization of distressed firms, liquidation of firms. Company disposals,
Exit strategy and most appropriate exit route.

UNIT-5 Strategic risk management:

Concept of strategic risk management, the substitutability of capital structure and risk
management choices, such as process control efforts, financial, physical, and operational
hedging, value-based management.

Text Books:
1. Aswath Damodaran: Corporate finance theory and practice; John willey sons, Inc
2. Jakhotia: Strategic Financial Management (Vikas Publication)
References:
1. AswathDamodaran: Strategic Risk Taking:A Framework for Risk Management ; Prentice
Hall
2. I M Pandey: Financial Management; Vikas Publishing House
3. Strategic Financial Management: Prasanna Chandra; McGraw Hill Education (India)
Private Limited
 Syllabus

Course Code Course Name L T P Credit

MS3EM07 3 0 0 3
Customer relationship Management
Prerequisites: Nil

Co-requisites: Nil

Curriculum
Unit-I: Introduction
Definitions - Concepts and Context of Relationship Management – Evolution of CRM
Transactional Vs Relationship Approach – CRM as a strategic marketing tool – CRM
significance to the stakeholders
Unit-II: Customer information Database
Customer information Database – Customer Profile Analysis - Customer perception,
Expectations analysis – Customer life cycle, Customer behavior in relationship
perspectives; individual and group customer’s - Customer life time value.
Unit-III: CRM Strategy and models
Elements of CRM – CRM Process – Strategies for Customer Acquisition – Retention and
Prevention of defection – Models of CRM – CRM road map for business applications.
Unit-IV: CRM Process
Strategic CRM planning process – Implementation issues – CRM Tools- Operational CRM,
Analytical CRM – Sales Intelligence CRM– Collaborative CRM, Call center management –
Role of CRM Managers.
Unit-V: CRM in IT

Technology Dimensions- E- CRM in Business, CRM: A changing Perspective, Features of

e-CRM, Advantages of e-CRM, Technologies of e-CRM, Voice Portals, Web Phones,
BOTs, Virtual Customer Representative.

Text books:
1. Kristin Anderson, Carol Kerr: Customer relationship management, McGraw-
Hill Professional
2. Federico Rajola: Customer Relationship Management: Organizational &
Technological Perspectives, Springer
3. Rajendra Kumar Sugandhi: Customer Relationship Management, New Age International

Reference Books:
1. Jim Catheart, The Eight Competencies of Relatioship selling, Macmillan India.
2. Assel, Consumer Behavior, Cengage Learning, 6th Edition. Kumar,
3. Customer Relationship Management - A Database Approach, Wiley India.

Syllabus
Course Code Course Name L T P Credit

MS3EM08 International Marketing 3 0 0 3

Prerequisites: Nil

Co-requisites: Nil

Curriculum
Unit I: Introduction to International Marketing
Meaning and definition of International Marketing, Nature, Importance, Scope and
Objectives of International Marketing, Domestic Marketing Versus International Marketing,
Process of International Marketing, Challenges and Opportunities in International
Marketing, Reason of entry in International Marketing, Recent trends in International
Marketing.

Unit-II: Entry in the International Markets

Concept of International Market Entry, Modes of International Market Entry- Indirect &
Direct Exports, Complementary Exporting, Offshore Services; Contractual Entry Modes-
International Licensing, International Franchising, Overseas Turnkey Projects, International
Management Contracts, Strategic Alliance, Factors affecting the selection of entry mode.

Unit- III: International Product Development and Distribution

Approaches for product development, Factors influencing product adaptation, Product
quality decision, Packaging & Labeling, PLC in International markets, Segmentation and
Positioning, International Branding Strategies, Types of International Distribution channels-
Indirect Channels, Direct Channels, Market Intermediaries.

Unit –IV: International Pricing Decisions

Pricing approaches for International markets- Cost- based pricing, Full cost pricing,
Marginal cost pricing, Market based pricing; Factors influencing pricing decisions in
International markets, Terms of payment in International market, Dumping, Grey
marketing, Types of grey marketing channels.

Unit-V: International Marketing Communications Decisions

Consumer response hierarchy models- AIDA model, Innovation adoption model; Process of
International marketing communication, Marketing communication strategies- Push
strategy and Pull strategy; Overview of International marketing communication-
Advertising, Direct Marketing, Direct mailing, Door-to-door marketing, Multi- level-
marketing, Personal Selling, International trade fairs, Sales Promotion, Public relations.

Text Books

1. Baack, D., Harris, E. and Baack, D., International Marketing, Sage Publications, 2012.
2. Joshi, R. Mohan, International Marketing, Oxford University Press, 16th Edition, 2012
3. Cateora, P., Graham, J. and Salwan, P., International Marketing, 13th Edition, Tata Mc-
Graw-Hill Education, 2008.

Reference Books
1. Global marketing management by Warren J Keepen
2. Global marketing management by Varshney and Bhattacharya.

One case study of each unit is supplemented in TLP

Websites:

Syllabus
 Proposed Syllabus of Service Marketing

Course Code Course Name L T P Credit

MS3EM09 Service Marketing 3 0 0 3

Prerequisites: Nil

Co-requisites: Nil

Curriculum
UNIT – I
Introduction to Service Marketing:
Meaning, Definition, components of service marketing, nature of services, characteristics of
services, classification of services, significance of service marketing, factors leading to a service
Economy, emergence of service economy, role of service sector in economy, international scenario,
role of WTO, service sector in India.
UNIT – II
Service Customer Behaviour:
Understanding customer as a decision maker, the decision-making perspective, customer purchases
involve risk, consumer decision process, customer expectations and types of expectations,
determinants of customer expectations,
UNIT – III
Service Marketing Mix:
Define service product, the product levels, product decision, pricing strategies and role of non-
monetary costs, Place: methods of distribution, Promotion: promotion objectives, planning the
promotion mix, additional dimension in services marketing - people, physical evidence and process.

UNIT – IV
Service Quality: Define quality, perspectives of quality, conformance quality and performance
quality, define service quality, quality dimensions, technical and functional quality, total perceived
quality, Service quality model: Gaps model, Quality measurement: Servqual model of service
quality assessment.
UNIT – V
Emerging Trend: Marketing mix and emerging trends of educational services, telecommunication
services, tourism & hospitality services and financial services.
Text Books:
1. H.V Verma.:Services Marketing: Text and Cases, Pearson Education, New Delhi
2. Valarie A. Zeithaml and Mary Jo Bitner: Services Marketing Tata McGraw Hill, New Delhi
3. John EG. Bateson & K. Douglas Hoffman: Services Marketing, Cengage Learning, New Delhi
Reference Books:
1. Kenneth E. clow and David L. Kurtz :Services Marketing, Operation, Management and Strategy,
Biztantra, New Delhi
2. Christian Gronroos: Service Management and Marketing, Wiley India, New Delhi
3. Vinnie Jauhari & KirtiDutta: Services Marketing,Operations and Management,Oxford University
Press.
Website:

www.nptel.ac.in/courses/110105038/

Syllabus

Proposed Syllabus of Sales Management & Merchandising

 Course Code Course Name L T P Credit

MS3EM10 Sales Management & 3 0 0 3

Merchandising

Prerequisites: Nil

Co-requisites: Nil

Curriculum

UNIT:1- Personal Selling:

Introduction to Sales management, nature & role of sales management, Personal selling,
Role of Personal selling in marketing mix, Personal Selling Process, Personal Selling
objectives.
UNIT: 2- Theories of Sales Management:
Theories of selling meaning, Buyer - Seller Dyads, Theories of selling - AIDAS Theory,
"Right set of circumstances" Theory, "Buying Formula" Theory, and Behavioral Equation
Theory of selling.
UNIT: 3- Planning, Distribution & Sales Force Management:
Sales Organization, Sales Forecasting, Sales Budgeting, Design of distribution channel,
Selection, Training, & Motivation of sales force.
UNIT:4- Concept of Retail Merchandising:
Meaning of Merchandising, Types of merchandise, Factors influencing merchandising,
Role and Responsibilities of Merchandisers, Merchandise Mix: Meaning.
UNIT: 5- Visual Merchandising:
Meaning of Visual Merchandising, Objectives of Visual Merchandising, Visual
Merchandising in India and its importance, Product Positioning and Visual Merchandising.

Text Books
1. Cundiff and Govni, Sales Management - Decisions, Strategy and Cases, New Delhi:
Prentice Hall of India, 1997.
2.Watuba R. Thomas ., Sales Management-Texts and Cases, Business Publication Inc.
3.Johnson, Kurtz and Scheving (1994). Sales Management, Concept Practice and Cases,
McGraw Hill NY.

Reference Books:
1. S. L. Gupta (2000). Sales and Distribution Management, New Delhi: Excel.
2. F. L. Lobo (1998). Sales and Distribution Management, New Delhi: Global Business
Press
3. . Tony Morgan: Visual Merchandising 2nd edition

Syllabus
Course Code Course Name L T P Credit

MS3EM11 3 0 0 3
Rural Marketing

Prerequisites: Nil
Co-requisites: Nil

Curriculum

Unit 1: RURAL MARKET – AN OVERVIEW

Introduction – Rural Markets in India – Products – Distribution – Communication –
Evolution of Rural Market - Rural Market Environment – Physical Environment – Socio
Cultural Environment – Political & Technological Environments.

Unit 2: CONSUMER BEHAVIOUR & SEGMENTATION IN RURAL MARKETS

Consumer Behaviour in Rural Market - Factors affecting rural consumer behavior -
Characteristics of Consumers in Rural Market – Segmentation – Targeting & Positioning–
Buying Process – Brand Loyalty.

Unit 3: PRODUCT & PRICING STRATEGIES IN RURAL MARKETS

Rural Market – Marketing Mix – 4P’s & 4A’s –Categories of Rural Product – Customized
Rural Products- Brand building in Rural Areas - Pricing – Internal & External influences-
Pricing Strategies and Approaches.

Unit 4: DISTRIBUTION & PROMOTION

Distribution in Rural Markets - Rural Market assessments- Channels of Distribution – Rural
Distribution Models; Distribution models of FMCG companies, Distribution models of
Durable companies- Emerging Distribution Models –Tools & Techniques of Promotion.

Unit 5: INNOVATIONS IN RURAL MARKETS

Role of Innovation in Rural Markets – ICT initiatives; ITC’s e- Choupal, n-Logue
Communication, Project I-Shakti, Gyandoot, TARAhaat, Grameen Sanchar Society –
Emergence of organized retailing – Future Trends of Rural Marketing

Text Books

1. KashyapPradeep, The Rural Marketing Book, Pearson Education Publications, 2012

2. Shipra Chawla, A textbook on Rural Marketing, Dominant Publishers And Distributors,
2007
3. Balram Dogra & Karminder Ghuman, “Rural Marketing Concepts & Practices”, Tata Mc-
Graw Hill Publishing Ltd., 2008

Reference Books
1. Pradeep Kashyap & Siddhartha Raut, The Rural Marketing Book, Biztantra Publications,
New Delhi, 2005
2. C.S.G Krishnamachiryulu & Lalitha Ramakrishnan, “ Rural Marketing Text and Cases”,
Pearson Education Publications, 2005
3. R.V. Badi & N.V. Badi, “Rural Marketing”, Himalaya Publishing House
One case study of each unit is supplemented in TLP

Websites:

Syllabus

Proposed Syllabus of Marketing Research

Course Code Course Name L T P Credit

MS3EM12 3 0 0 3
Marketing Research

UNIT 1: Marketing Research and Research Process:

Definition, Importance, Nature, Scope and Significance of Marketing Research, Characteristics of
Good Marketing Research, Marketing Research Process, Ethics in Marketing Research, Emerging
Applications of Marketing Research.

Unit II: Sources of Market Information:

Concept and Components of a Marketing Information System, Methods of Collecting Market
Information – Primary and Secondary Data Sources, Scientific methods in Marketing Research,
Difficulties in Applying Scientific Methods, Problems of Fit and Accuracy, Management Dilemma
(Problem) – Decision Problem, Research Problem, Hypothesis Statement, Position and Role of
Marketing Research Agencies in India.

Unit III: Marketing Research Techniques:

Market Development Research: Socio Cultural Trends, Demand Estimation Research, Test
Marketing, Basic Concepts of Segmentation Research, Motivation Research, Product Research,
Consumer Survey, and Sales Control Research.

Unit IV: Marketing Mix Research:

Concept Testing, Brand Equity Research, Brand Name Testing, Conjoint Analysis, Discriminant
Analysis, Multidimensional Scaling - Positioning and Pricing Research, Advertising Research –
Copy Testing, Readership Surveys and Viewer Ship Surveys, Ad Tracking, Viral Marketing
Research.

Unit V: Media Research and Marketing Research Report Preparation:

Concept, Various Techniques of Media Research – Copy Testing, Pre Testing and Post Testing,
Research Findings Reporting to the Management – Presentation of Written Research Reports,
Reading and Interpretation of Reports, Role of Computer in Research.

Text Books:

1. G.C. Beri (2012). Marketing Research (2nd Ed.). Tata McGraw Hill Publication – New
Delhi.
2. David A. Aaker, V. Kumar, and George S. Day (2000). Marketing Research (8th Ed.).
Wiley.
3. Naresh Malhotra. Marketing Research. Pearson.
Reference Books:

1. C.R. Kothari (2012). Research Methodology Methods and Techniques (5th Ed.). Wishwa
Prakasham Publications – New Delhi.
2. Cooper Schindler (2014). Marketing Research, Concept & Cases.
3. Churchill. Marketing Research: Methodological Foundations. Cengage Learning.

Web References
 1. https://books.google.co.in/books?
id=Cf1D0DvWXI8C&pg=PA776&lpg=PA776&dq=marketing+research+concept+
%26+cases+%E2%80%93+cooper+schindler&source=bl&ots=leLILE5

Syllabus
Course Code Course Name L T P Credit

MS3EH07 3 0 0 3
International HRM

Prerequisites: HRM
Co- requisites: Nil

Curriculum
Unit 1: Introduction of IHRM
Meaning & Scope of IHRM, Comparison of Domestic HRM & IHRM, HRM Practices in
different countries, HR Challenges at International Level.
Unit II: International staffing and Training & Development:
Staffing of multinationals, Recent Trends in International staffing, Training &
Development, Training Strategies, Expatriate Training, and Emerging Trends in Training
for competitive advantage.
Unit III: Performance Management in global context:
Factors influencing performance of expatriate, Steps in the global PMS, Issues in managing
performance in the global context, Challenges of International performance management.
Unit IV: International Compensation Management
Compensation objectives, Theories of compensation, Compensation strategy, components
of compensation, variables influencing compensation, Compensation packages,
Compensation Administration, Issues in international compensation.
. Unit V: Repatriation

Concept and meaning of Repatriation, Repatriation process, Challenges of repatriation,

Benefits from returnees, Managing repatriation, Tips for successful repatriation.

Texts Books:
1. K Aswathappa&Sadhna Dash-International Human Resource Management, Mc
GrawHill Education.
2. Tony Edwards, Chris rees: International Human Resource Management, Pearson,
latest edition.
3. IndraniMutsuddi: Managing Human Resources in the Global Context, New age
international publishers, latest edition

Reference Books:
1. International HRM -Anne-Wil Harzing, Joris Van Ruysseveldt- SAGE Publication
2. International HRM : A cross cultural Approach- Terence Jackson- SAGE
Publication
3. International HRM- Text & Cases- K Aswathappa- Paperback publisher
Websites:
1. eduoncloud.com
2. https://www.studynama.com
 Syllabus

Cre
Course Code Course Name L T P dit

MS3EH08 Organizational Development 3 0 0 3

Prerequisites: OD
Co- requisites: Nil

Curriculum

Unit I - Introduction:
Definition, features and objectives of organizational development; Importance of
organizational development; History of organizational development.
Unit II- Management of Organizational Development:
Process of organizational development. Theories of organizational development: action
research and different theories of planned change.
Unit III-OD Practitioners:
Consultant-client relationships; competencies of an effective OD practitioner; implications
for consultant behavior and power and politics; roles and skills of change agents.
Unit IV-OD interventions: meaning, types: HRM interventions, behavioral interventions,
intergroup interventions and techno-structure interventions; process of designing the
effective interventions.
Unit V- Future of organization development: trends in organizational development and
their impact on organizational development’s future; implication of OD’s future;
relationship with organization culture, values and ethics. OD intervention and ethics in OD
etc

Texts Books:
1. Srivastava Organization Design and Development: Concepts and Applications,
Wiley
2. Kavita Singh Organization Change and Development, Excel Books
3. Wendell L. French and Cecil N. Bell Jr., Organization Development Prentice Hall
Reference Books:
1. Cummings D T and Worli C.G. Theory of Organizational Development and
2. Change, engage Learning India pvt. Ltd.,New Delhi, 2015.
3. Singh Kavita, Organizational change and Development,Excel books, New Delhi ,
2012.
 Syllabus
Course Code Course Name L T P Credit

MS3EH09 HRD Audit 3 0 0 3

Prerequisites: Nil
Co- requisites: Nil

Curriculum:

Unit I: HRD Audit

Meaning and Concept, Need for HRD Audit, Designing HRD Audit Process, Parameters to be
Audited, Preventive and Corrective Actions, Role in Business Improvement, HRD and HR Audit,
Methodology and Limitations.

UNIT II: HRD styles and culture

OCTAPACE Culture, Importance of Top Management Styles in Building Culture, Auditing the
HRD Culture, Auditing the Style of Top Management, Current Structures and Structural
Alternatives.

Unit III: HRD Competencies

Competencies Needed, Challenges, Professionalism in HR, Myths and Realities of HRD, Auditing
HRD Competencies, HRD Audit instruments, individual interviews, Group interviews, Observation,
Human Resource Audit Questionnaire.

Unit IV: Audit and HR Scorecard

Introduction, How to Approach a Human Resource Scorecard, Understanding the Reason

for Implementing the Human Resource Scorecard, Maintaining Human Resource Scorecard
Framework, Measuring Human Resource Effectiveness – Human Resource Scorecard
Design, Balanced Scorecard.

Unit V: Areas for HR Audit

Audit of HR Planning, Audit of HR Development, Audit of Training, Audit of Industrial

Relations, Audit of Managerial Compliance, Audit of HR Climate, Audit of Corporate
Strategies, Workplace Policies and Practices.
Note: The cases of each unit are supplemented in the T L P.

Text Books:

1. T. V. Rao, HRD Audit: Evaluating the Human Resource Function for Business
Improvement, 2nd Edition, Sage publication Ltd.
2. Sibram Nisonko, HR Audit: Audit Your Most Precious Resources, Kindle Edition.
3. Arun Sekhri, Human Resource Planning and Audit, 1st Edition.

Reference Books:

1. T. V. Rao, HRD Score Card 2500: Based on HRD Audit, Sage publication Ltd.
2. T. V. Rao, Future of HRD, Macmillian Ltd.
3. R. S. Kalpan and D.P. Norton, The Balanced Score Card, Boston, MA: Harvard
Business School Press.

Websites:

1. http://www.hrdaudit.org
2. http://nptel.ac.in/courses/109105121/36
3. http://mhrd.gov.in

Syllabus
Course Code Course Name L T P Credit

MS3EH10 Human Resource Information System 3 0 0 3

Prerequisites: Nil
Co- requisites: Nil

Curriculum:

UNIT I : Introduction to HRIS

Concepts, Characteristics and Classification of Human Resource Information System: Role,

Functions & Types of Human Resource Information Systems, System Development, Managerial
Decision Making, HRIS Needs.

UNIT II : System Design and Implementation

H.R.I.S Planning & Designing, Hardware & Software of H.R.I.S. , Design Considerations, System
Feasibility, Implementation–Planning, Installation, Modification, Acceptance Tasking Maintaining
& Enhancing H.R.I.S, Standard Software and Customized Software - HRIS : An Investment.

UNIT III : HRIS Application

Application of HRIS in Employment Management, Compensation-Benefit, Training &

Development, Human Resource Planning, Grievance Redressal, Occupational Health & Safety and
Payroll. Survey of Software Packages for Human Resource Information System including ERP
Software such as SAP, Oracles Financials and Ramco’s Marshal - EHRM - Objectives -Advantages
& Disadvantages.

UNIT IV : Information Securities

Components of Information Security, Legal Requirements for Information Security, Threats to

Information Security, Role of HR in Information Security, Common Problems during IT Adoption
Efforts and Processes to Overcome. HRIS & Employee Legislation - An Integrated View of HRIS.

UNIT V : HRIS in different types of organizations

Human Resources Information Systems in large and small organizations: Cases & Exercises,
Packaged Human Resources Information Systems / Business Process Re-engineering, Emerging
Trends in HRIS.

Note: Each unit is supplemented by the case

Text Books:

1. Michael J. Kavanagh, Richard D. Johnson Human Resource Information System Sage

Publications
2. Satish M. Badgi Practical guide to Human Resource Information system. PHI learning Pvt.Ltd
3. Keen, Peter GW. Decision support system: An Organizational Perspective. Addison-Wesley
Reference Books

1. Walker, Alfred. Handbook of Human Resource Information Systems: Reshaping the

Human Resource Function with Technology. New York: McGraw-Hill, 1993.
2. Turba Efrin. Decision Support & Expert Systems - Management Perspective. Macmillan
3. Hcas M. Awad, Casico, Human Resource Management, An Information Systems
Approach, Reston Publishing

Websites

1. www.managementstudy.com
2. www.hrpayrollsystems.net
3. www.whatishumanresource.com
 Syllabus

Course Code Course Name L T P Credit

Leadership Skills and Change

3 0 0 3
MS3EH11 Management

Prerequisites: Nil
Co- requisites: Nil

Curriculum:

UNIT-I

Introduction of Leadership: Definition, meaning, attributes of a leader, importance of

leadership. Types of leaders, difference between leadership and management, factors
influencing the leadership behavior.
UNIT-II
Leadership Skills: meaning, skills of leadership, ways to develop leadership qualities;
leadership theories: trait theory, behavioral theory, contingency theory, and situational
theory, Styles of leadership; Autocratic, democratic and laissez-faire.
UNIT-III
Managing Change: Elements to change, types of change, Models of change: Lewin’s
change model and Force field analysis. Causes for change, Process of change management
and Principles of change management
UNIT-IV
Resistance to change: Managerial techniques to reduce resistance to change, Steps for
successful change management, Challenges in change management, Difference between
evolutionary change and revolutionary change.
UNIT-V
Leading people to change: Social identity of organizational system: how to investigate it,
Individual dimensions of the change process Individual reaction to the change process,
Groups dynamics in changing, Learning process, change , monitoring, A changing future –
preparing for progressive and continual change, Innovation and trends for the future.

Texts Books:
1. Radha R. Sharma, Change Management, Tata Mcgraw Hill, New Delhi
2. Stephen P. Robbins, Organization behaviour, Pearson Education, New Delhi
3. Haldar, U. K. Leadership and Teambuilding. New Delhi: Oxford University.

Reference Books:

1. Heighes, R. L. Leadership: Enhancing the Lessons of Empowering. New Delhi: Tata

McGraw
2. Hill. Swailes, S. Organizational Change. New Delhi: Prentice Hall International
3. Nilakant, V. and Ramnaryan, S., Managing Organizational Change, Response
Books, New Delhi
 Syllabus

Course Code Course Name L T P Credit

MS3EH12 3 0 0 3
Counselling and Negotiation skills for
Managers

Prerequisites: Nil
Co- requisites: Nil

Curriculum

UNIT 1- Counseling:
Meaning, Nature, Goals and Process of Counseling, Approaches to counseling, Importance of
counseling, Variables affecting the counseling process, Evaluation of counseling, Modern trends
in Counseling process.
UNIT 2 Negotiation:
Meaning, Nature, Process and types of Negotiation, Strategy and planning for negotiation,
Agenda setting, Bargaining, ZOPA, Expectations & Concessions, Compromise, Collaboration &
Multi-tasking, Seven pillars of negotiation.
UNIT 3 Communication and Negotiation:
Economical and Socio, Psychological dimensions of negotiation, Contextual nature of
negotiation, Role of communication in negotiation, Qualities & Skills of effective negotiation,
Interpersonal negotiation.
UNIT 4 Tactics for promoting a constructive negotiation climate:
Positions and interests in negotiations,4 negotiation scenarios: win-win, win-lose, lose-win, lose-
lose, The Thomas-Kilmann Conflict Mode Instrument in negotiations, Leigh Thompson’s 5
negotiation mental models
UNIT 5 Negotiation styles:
Persuasion techniques, Instruments of negotiations, The role of outside actors in negotiations:
the media and interest groups, Finalization: overcoming impasse, reaching an agreement, types
of agreements

Texts Books:
1. Cohen, S. Negotiation Skills for Managers. New Delhi: Tata Mc Graw Hill.
2. Rao, S. L. Negotiation Made Simple. New Delhi: Excel Books
3. Rao, S. N. Counseling and Guidance. New Delhi: Tata Mc Graw Hill

Reference Books:
1. Singh, K. Counselling Skills for Managers. New Delhi: PHI
2. Case Study: Role Negotiation at Bokaro Steel Plant (Understanding Organizational
Behaviour. By Udai
3. Pareek, Oxford, Second Edition Page 410-415)
 Syllabus

Proposed Syllabus of Cross Cultural Management

Course Code Course Name L T P Credit

MS3ET07 3 0 0 3
Cross Cultural Management

Prerequisites: Nil
Co- requisites: Nil

Curriculum

Unit I: Introduction
Determinants of Culture, Facets of culture, Levels of Culture, National Cultural dimensions in
the business context, the influence of National Culture on business culture, Business Cultures:
East and West, Emerging Business Culture in India.

Unit-II: Cultural Dimensions and Dilemmas

Value orientations and Dimensions, Cultural Shock, Reconciling cultural dilemmas, Culture and
Styles of Management: Management tasks and cultural values.

Unit- III: Cross Cultural Leadership and Decision Making

Cross Cultural Communication and Negotiation; Process and International Negotiation hurdles;
Human Resource Management in Global Organizations; Ethics in International Business;
Western and Eastern Management Thoughts in the Indian Context.

Unit –IV: Culture and Organizations

Culture and corporate structures, Culture and Leadership, Culture and Strategy, Cultural
Change in Organizations, Culture and marketing, Cultural Diversity.
Unit-V: Diversity at Work
Managing diversity: Causes of diversity, the paradox of diversity, diversity with special
reference to handicapped, women and aging people, intra company cultural difference in
employee motivation.

Text Books

1. Browaeys, M. J. & Roger, P. (2015).Understanding Cross-Cultural Management. New

Delhi: Pearson Education.
2. Thomas, D. C. (2014). Cross Cultural Management. New Delhi: Sage Publications.
3. Holdon, Nigel. (2012). Cross Cultural Management: Knowledge Management
Perspective. New Delhi: Prentice Hall.

Reference Books
1. Barlett, Christopher and Sumantra Ghoshal, Managing Across Borders: The
Transnational Solution, Harvard Business School Press, 1998.
2. Leaptrott, Nan, Rules of the Games: Global Business Protocol, Thomson Executive
Press, 1996.
3. Mary O’Hara-Deveraux and Robert Johnson, Global Work: Bridging Distance, Culture
and Time, Jossey Bass Publishers, San Francisco, USA, 1994.

One case study of each unit is supplemented in TLP

 Syllabus
Course Code Course Name L T P Credit
MS3ET08 Thrust Product & Market 3 0 0 3

Prerequisites: Nil
Co-requisites: Nil
Curriculum:
Unit-I Export of Agriculture & Agro-based products–
Their export performance, supply base, competitors, Marketing Strategies, Govt. policy and incentives
APEDA and its role in export promotion.

Unit-II Export of animal & sea

Sea based animal export , Marine products – their export performance, supply base, competitors,
Marketing Strategies, Govt. policy and incentives, MPEDA and its role in export promotion.

Unit-III Export of Textile

Jute & Garments– their export performance, supply base, competitors, Marketing Strategies, Govt. policy
and incentives EPC and its role in Export promotion.

Unit-IV Export of gem and jewellery

Export of chemicals and drugs – their export performance, supply base, competitors, Marketing
Strategies, Govt. policy and incentives, EPC and its role in Export promotion.

Unit-V Exports of Consumer durables

Handicrafts, Export of Software & Electronics – their export performance, supply base, competitors,
Marketing Strategies, Govt. policy and incentives, EPC and its role in Export promotion.

Text Books :
 1. Rathore B.S. Export Marketing – Himalaya Publishing
2. T.A.S. Balgopal ,Export Management – Himalaya Publishing

Reference Books:
1. Export-Import Policy of Govt. of India-Updated Circular
2. Verma and Agarwal, Export Management- Himalaya Publishing

Website:
1. http://elearning.nokomis.in
2. http://www.eepcindia.org/
3. www.commerce.nic.in
 Syllabus
Course Code Course Name L T P Credit
Risk Management & Settlement of Claims in
MS3ET09 Foreign Trade 3 0 0 3

Prerequisites: Nil
Co-requisites: Nil
Curriculum:
Unit-I- Introduction
Types of Risks –Definition Commercial risks, Political risks, Legal risks, Cargo risks, Credit
risks, Exchange fluctuation risk and their factors contributing risk.
Unit-II- Risk management in foreign trade
Risk Management – Marine insurance policy, Role of Export Credit and Guarantee Corporation
in covering various schemes. Financial, Guarantees , Overseas Investment Insurance.
Unit-III:Settlement of Claims-I
Settlement of claims, Conciliation: Definition, Significance and applicability. Its applicability
and role in settling foreign trade disputes.
Unit-IV Settlement of Claims - II:
Arbitration & International Arbitration: Definition, Significance and applicability. Its
applicability and role in settling foreign trade disputes.
Unit-V Settlement of Claims III:
Litigation & International Arbitration: Definition, Significance and applicability. Its applicability
and role in settling foreign trade disputes.
Text Books :
1. Dorfman Mark S. ,Risk Management & Insurance – Prentice Hall.
2. George E.Rejda Principles of Risk Management & Insurance –Pearson Education.
3. Harrington Niehaus Risk Management & Insurance- McGraw-Hill
Reference Books:
1 Varshney and Bhattacharya International Marketing Management – Sultan Chand and Sons
2. Rathore & Rathore Export Marketing – Himalaya Publishing.
3 Varma & Agarwal Foreign Trade Management - Himalaya Publishing.
Website:
https://nptel.ac.in/courses/11010503I- risk management and settlement
 Syllabus
Course Code Course Name L T P Credit
Global Logistics & Supply Chain
MS3ET10 Management 3 0 0 3

Prerequisites: Nil
Co-requisites: Nil
Curriculum:
Unit-I Logistics Management:
Concepts –Objectives- Importance – Elements of the logistic System – Marketing and logistic
mix – Logistics and marketing interface – Value-chain and production efficiency. Logistics
Outsourcing- Its drivers and benefits.
Unit-II Shipping Industry:
Types of ships – Shipping systems: linear, Tramp, conference, chartering, Baltic freight
exchange – Shipping intermediaries: agent, forwarder, brokers and others – containerization –
types of containers – ICDs – CFS – CONCOR. 09
Unit-III Air Transport
Air transport – Air freight – IATA – Cargo handling – Designing the International Information
system – system modules – Distribution and Transportation- Reverse logistics-Its challenges and
scope.
Unit-IV Supply chain:
Definition – scope and importance of supply chain – supply chain drivers and metrics - efficient
and responsive supply chain - Designing supply chain network: Distribution network – Factor
influencing distribution - Transportation decision in supply chain management
Unit-V Forecasting and planning in supply chain management
Pricing in supply chain management- Role of IT in supply chain management - co-ordination in
supply chain management, Supply Chain Integration- Push based and Pull based supply chain.
Text Books
1. Chopra S and P Meindl “Supply chain management: Strategy, planning and
operations” David P, “International Logistics” Biztantra, New Delhi, Pearson
Education.
2. Agrwal D K, Supply Chain Managemant - Strategy, Cases & Best Practices,
Macmillan Publishers.
3. Deshmukha S G. & Mohanty R P, Essential of Supply Chain Management, Jaico
Publishing House.

Reference Books

1. Donald J Bowersox Davi J Class” Logistics Management, Tata Mc.Graw Hill,New

Delhi, Pearson Education.
2. David Stewart ,”International Supply chain Management”, Cengage publications
3.Shah J. Supply chain management: Text and cases. New Delhi: Pearson Education.

Website:
4. https://nptel.ac.in/courses/110108056/- Global Logistics and Supply Chain
Management
 Syllabus
Course Code Course Name L T P Credit
MS3ET12 International Trade Policy & Procedures 3 0 0 3

Prerequisites: Nil
Co-requisites: Nil
Curriculum:
Unit-I Foreign trade policy 2015-20
Highlights of EXIM policy- impact of FT policy in various sectors of India- mainly -Agriculture
Sector, Service Sector, Industrial Sector and Micro Small and Medium Scale Sector.

Unit-II Merchandise Exports from India Scheme (MEIS)

About Scheme, Its Objectives, Common Provisions for MEIS as per current EXIM policy,
Difference between MEIS under Foreign Trade Policy 2015-2020 and the schemes under
Foreign Trade Policy 2009-2014.
Unit-III Service Exports from India Scheme (SEIS)
About Scheme, Its Objectives, Common Provisions for SEIS as per current EXIM policy.
Eligibility to claim SEIS scheme, Difference between SEIS under Foreign Trade Policy 2015-
2020 and the schemes under Foreign Trade Policy 2009-2014.
Unit-IV Export licensing procedures and formalities –Export price Quotations– Deemed
Exports – benefits – Categories of supply Role of Export Promotion in Export credits guarantee
Corporation (ECGC) – Export promotion councils (EPCS) & commodity Boards (CB) –Export
promotion schemes.

Unit-V Procedure for Registration of Importers

Categories of Importers – Importer Registration with regional licensing Authorities (IEC
Number, I – card and modification of particulars) import of capital Goods under EPCG scheme
(Export promotion capital Goods) – Duty Exemption / Remission scheme.

Text Books :
1. Ranganandachary A.V & Prabhakar Rao A.V, International Business –Himalaya Publishing
2. Mahajan M.L. Import do it yourself – Snow White Publication.
3. Varma & Agarwal Export Management - Himalaya Publishing.
Reference Books:
1. Foreign Trade Policy: Hand book of Export Procedure and Annual of the Ministry of
Commerce, Government of India.
2. Export and Import Manual, Nabhi Publications, New Delhi.
3. How to borrow from Banking and Financial Institutions - Nabhi Publication.

Website:
1. WWW.howtoexportimport.com
2. http://meisseis.com