STRATEGIC MANAGEMENT - II

Objectives
The students should be able to formulate and implement corporate and business level strategies
across the industries.
Course Contents
Unit- I

External Growth Strategies and Restructuring Strategies

Unit-II

International Strategy

Unit-III

Business Level Cooperative Strategy

Corporate Level Cooperative Strategy
International Cooperative Strategy
Network cooperative strategy

Corporate Governance

Unit-V

International business Level Strategy

International Level Corporate Level Strategy

Cooperative Strategy

Unit-IV

Mergers, Acquisitions, Strategic Alliances, Joint Venture, Takeovers

Restructuring: Downsizing, Downscoping, Leveraged buyouts

Separation of Ownership and Management Control

Board of Directors
International Corporate Governance
Governance Mechanisms and Ethical Behavior

Strategy Implementation

Organization structure and design

Strategic Leadership
Resource allocation and control
Managing strategic change

Suggested Reading:
1.

Johnson Gerry and Scholes Kevan, Exploring Corporate Strategy, Forth Edition, Prentice Hall of
India

2.

Pearce John A-11, Richard B, Robinson Jr., Strategic Management, Strategy Formulation and
Evaluation

3.

Hitt, Ireland & Hoskisson, Strategic Management, Thomson Press

4.

Hill and Jones, Strategic Management: An Integrated Approach, Sixth Edition, Biztantra Publication

5.

Pihs & Lei, Strategic Management, Thomson Press

6.

Arthua Sharplin, Strategic Management, Tata MacGraw Hill

The list of cases and specific references including recent articles will be announced in the class.

ENTREPRENEURSHIP DEVELOPMENT
Objectives
The course aims to provide an overview of the philosophy of entrepreneurship, motivate
participants to consider Entrepreneurship as a career, to become a job seeker, and to create a
paradigm shift in the minds of the participants towards entrepreneurial managers rather than
conventional managers. The course is designed to simulate the real life activities of
entrepreneurs in the start up age of a new venture. Building on the above concept the course
aims to provide the skills to start and build enterprise, implement it successfully and manage its
transition to a full fledged business entity.
Course Contents
Unit-I

The Nascent Entrepreneur

Unit-II

Opportunity Recognition

Unit-III

Feasibility study
Developing business plan
Business plan appraisal

Start-up Factors

Unit-V

Mental Sequences in Idea Development

Go/No-Go Decisions
Preliminary Screening Questions
Alternative Competitive Entry Wedges

Writing Business Plan

Unit-IV

Self assessment
Motivations to start a business
The Entrepreneur Personality

Entry barriers and firm positioning

Comparison of a large and small start up
Technology absorption
Networking with Industries and Institutions
Case Study of Global Start-up
Impact of Industry Structure on New Ventures Performance

Marketing / Finance and HR Functions in New Ventures

Venture capital for SMEs: A review

Term loan/working capital financing
Preparation of advance proposals and model feasibility reports
Sources of finance, patent, information
Innovative recruitment
Retention strategies for new start-ups and SMEs

Unit-VI

Stages of Growth in entrepreneurial ventures

Unit-VII

Intrapreneurship

Unit-VIII

The middle manager and innovator

Changing face of family business
Replacing the founder, exploding the myth of entrepreneurs disease
Family business and multiple levels of conflict
Successor development: Impact of timing and Mode of Entry

Franchising

Unit-IX

Stages of growth model

Business crisis
Barriers to small firm growth
Factors in continued entrepreneurship in small firms
International entrepreneurship

Women & minority entrepreneurs

Govt. Policies for development of new entrepreneurship with special reference

to MNC challenge

Case Studies

Suggested Readings:
1.

Dollinger Marc J, Entrepreneurship: Strategies and Resources, III Ed., 1995, Irwin Press

2.

Hisrich Robert D and Peters Michael P, Entrepreneurship, V Ed., TMH New Delhi

3.

Kuratko Donald F and Hodgetts Richard M. Entrepreneurship: A Contemporary Approach,

Harcourt College Publisher.

4.

Zimmerer and Scarborough, Entrepreneurship and New Venture Formation. Prentice Hall

5.

Timmons Jeffry A, New Venture Creation: Entrepreneurship for the Twenty First Century,
Irwin

6.

Holt David H. Entrepreneurship: New Venture Creation, PHI, New Delhi, 1998

7.

Vesper Kar; H, New Venture Strategies, Prentice Hall NJ

The list of cases and specific references including recent articles will be announced in the class.

BRAND MANAGEMENT

Objectives
The aim of the paper is to acquaint the students with concepts, techniques and give experience in
the application of concepts of Brand Management.
Course Contents
Unit-I

Concept of a Brand

Unit-II

Defining Brand Equity

Unit-III

Cost-based Methods
Price-based Methods
Customer-based Brand Equity

Brand Identity, Image and Personality

Unit-IV

Brand Evolution
Brand Perspectives
Anatomy of a Brand
Brand and Products
Concept of Market Redefinition

Creation & Evaluation of Brand

Important of Brand Personality
Emotion-centered Definitions
Brand Image
Brand Image and Celebrity
Brand Image and Imagery
Brand Image and User Status
Brand Image and Brand

Brand Positioning

Differentiating Brand from Competitors

Positioning
Repositioning
Increasing Relevance to Consumer
Increasing Occasions for Use
Search for a Viable Position
Making the Brand Serious
Falling Sales
Making the Brand Contemporary

Unit-V

Brand Extension

Line Branding and Range Branding

Types of Brand Extension
Need for Three-fold classification
Need for Brand Extension
Pros and Cons of Brand Extension
What to Extend into Parent-extension Image Fit Classic Paradox of Brand
Extension
Image-related Extensions
Examples of Image-related Extensions

Suggested Reading:
1.

Choudhary Pran K., Successful Branding, University Press (India)

2.

Kap Ferer Jean-Noel, Strategic Brand Management, Global Business Press

3.

Mourthi Y.L.R. Brand Management, Vikas Publication House

4.

Sengupta Subroto, Brand Positioning Strategies for Competitive Advantage, Tata McGraw Hill

5.

Verma Dr. Harsh Vardhan, Brand Management, Excel Publication

6.

Aaker David A. and John Philip Jones, Building Strong Brands, Free Press Publication

The list of cases and specific references including recent articles will be announced in the class.

CONTEMPORARY ISSUES IN MARKETING

Objectives
Course is designed to make participants understand the concept, operations and strategies of
Retail as well as Rural Marketing. Against the background of relationship marketing aiming at
building and sustaining customer loyalty this course also focus on emerging concepts of
E-commerce, Green Marketing, etc.
Part-A
Unit-I

Perspectives on Retailing

Unit-II

Current Issues in Marketing

Unit-III

Role, Functions and Significance of Retailing

Types & Formats of Retail
Customer buying behavior
Retail market Segmentation and Positioning
Strategic retail planning process
Retail location strategy Site selection & market selection process
Category Management
Visual Merchandising

Green Marketing
Viral Marketing
Ambush Marketing
Internet Marketing / e-Retailing
Gorilla Marketing
Mobile, Kiosks, etc.

Relationship Marketing and CRM

Defining relationship, loyalty, retention, relationship marketing and CRM

Relationship marketing and customer database
Identifying CRM needs and role of market research
Integrating strategies, channels, media and campaign planning, process and
procedures
CRM in marketing customer service

Part-B
Unit-IV

Social Marketing: Nature, Role and Scope

Social Marketing Basics, Nature and role of social campaign.

The Social Marketing Mix and the Social Marketing Process

Unit-V

Rural Marketing Strategies

Product and services in rural marketing

Value offerings
Product and price as strategic variables
Product profile or specific product such as fertilizers
Seeds, pesticides and other durables
Price issues
Distribution strategies
Communication and Sales Management issues.

Suggested Readings:
1.

Levy & Weitz, Retailing Management, Tata McGraw Hill, 2002

2.

Strauss Judy, eMarketing

3.

Greenhern Paul, CRM at The Speed of Light

4.

Kotler Philip, Marketing for Nonprofit Organisations (New Delhi: Prentice Hall, 1999)

5.

Rajagopal, Rural Marketing: Development Policy, Planning and Practice (Jaipur: Rawat, 2001)

6.

Singh Sukhpal, Rural Marketing Management (Delhi: Vikas, 2001)

7.

Velayudan Sanal Kumar, Rural Marketing: Targeting the non-urban consumer (New Delhi:
Response, 2002)

8.

Krishnamacharyulu C.S.G. & Ramakrishnan I Rural Marketing: Text & Cases (Delhi: Pearson,
2002)

The list of cases and specific references including recent articles will be announced in the class.

INDUSTRIAL MARKETING MANAGEMENT

Objectives
The objective is to provide complete knowledge of Industrial Markets, their process of buying and
the distinguishing factors as compared to consumer markets. Students should be able to
appreciate the differences and formulate strategies for industrial marketing.
Course Contents
Unit-I

Introduction

Unit-II

Nature of demand in Industrial & Business Market

Unit-III

Organizational buying process

Business marketing process synchronization with business customers buying
process
Factors influencing business buying behavior
Buying situations and Buygrid Framework
Buying Center
Types of Purchasing Organizations, goals and functions
Buying motives
Purchasing System and practices
Business buyer behavior models
Evaluating Vendor Capability, Performance, Vendor Analysis

Segmentation of Industrial & Business Markets

Unit-V

Direct and derived demands

Characteristics of demand in Business Market
Implications of demand characteristics on business Marketing Strtegy
Whiplash effect
Sales forecasting

The Organizational Buying Behavior Process & Segmentation

Unit-IV

The Business Marketing overview

Differentiating Business Marketing from Consumer Marketing

Bases of Segmentation, Macro and Micro

Nested approach
Positioning approaches for business marketing

Competition and cooperation in Business markets

Competitive forces and their determinants

Existing rivalries, new entrants, power of suppliers and buyers
Voluntary cooperation
Mandated collaboration
Competitive strategies

Unit-VI

Business Product Strategy

Unit-VII

Business Pricing Strategy

Unit-VIII

Business Place strategy vs consumer place strategy

Business Distribution channels
Distributors, Responsibilities, Classifications
Manufacturers Representative
Other Business Middleman
Channel partner selection, motivation and performance evaluatiom
Channel conflict Management
Business logistics decisions
Third-party Logistics

Business Marketing Communication Strategy

Unit-X

Business pricing vs consumer pricing

Business pricing objects and strategic decisions
Leasing in business pricing
Competitive bidding in business markets

Business Marketing Channels and Logistics

Unit-IX

Business product decisions vs consumer product decisions

Business Product classification
Product objectives and policies
Quest for innovation and risk analysis
New Product Development Process and Adoption Process
Importance of Technology in business market
MRO services as business opportunity

Business market promotion vs consumer market promotion

Business market communication mix
Importance of PR and Publicity in image-building, relationship management and
crisis management
Personal Selling process and skills
Business market negotiation process and skills
Trade Fairs, exhibitions and Road-shows

Business Marketing Relationship Strategy

Types of relationships
Relationship marketing process
Managing buyer-seller relationship and its profitability
Managing business with Govt. as a customer

Suggested Readings:
1.

Hill R.M., Alexender R.S. & Cross J.S., Business Marketing, AITBS

2.

Hutt & Speh. Business Marketing

3.

Banting, Business Marketing

The list of cases and specific references including recent articles will be announced in the class.

FINANCIAL DERIVATIVES

Objectives
Options, futures and other derivative securities are the fastest growing segments of the financial
markets. The purpose of this course is to provide the conceptual basis for the valuation and use
of futures and options in risk management.
Course Contents
Unit-I

Introduction

Unit-II

Futures

Unit-III

Concept & Nature, Evolution, Features

Types of Financial Swaps: Currency Swap, Interest Rate Swap, Equity Swap
Swap Pricing

Credit Derivates

Unit-VI

Options features, types, terminology

Basic Options Positions and their Payoff
Options strategies for hedging spreading etc.
Option pricing models Binomial and Black & Scholes

Swaps

Unit-V

Financial Future contract, Types, Evolution, Functions, Traders/Operators

Future Pricing: Theories and Characteristics
Forward Market: Pricing and Trading Mechanism

Options

Unit-IV

Introduction to Derivatives, Characteristics and Types

Basics of Derivatives, History of Derivatives, Uses
Structure of Derivative Markets, Forwards, Futures, Options, Swaps: Introduction

Concept, Features and Types

Credit Risk: Concept, Assessment, Management
Credit Derivative Instruments, Benefits
Credit Derivatives in India

Financial Derivatives Indian Scenario

Financial Derivatives Market in India and its Regulation

Development and Emerging Trends

10

Suggested Reading:
1.

Redhead Keith, Financial derivatives: An introduction to futures, forwards, options and

swaps

2.

Vohra N. D and Bagri B R. Future and options

3.

Hull J.C., Options, Features and Other Derivatives

4.

Rustagi R.P., Investment Analysis and Portfolio Management

5.

S.L. Gupta, Financial Derivatives: Theory, Concepts & Problems, PHI

The list of cases and specific references including recent articles will be announced in the class.

11

FINANCIAL STATEMENT ANALYSIS AND CREDIT APPRAISAL

Objectives
This course is designed to prepare students to interpret and analyze financial
statements effectively. It explores in greater depth financial reporting topics introduced in the core
course in financial accounting and also examines additional topics not covered in that course.
The view point is that of the user of financial statements. This course is designed primarily for
students who expect to be intensive users of financial statements as part of their professional
responsibilities.
The pre-requisites for this course are the core course in financial accounting and the core course
in managerial accounting.
Course Contents
Unit-I

Pedagogical View: What is Financial Statement Analysis?

Learning Objectives:
1. Overview of financial reporting and financial statement analysis
2. Understand most effective means of mastering course
Overview of Financial Reporting
Financial Statement: Objectives and importance, limitations, elements, scope
and information served by financial statement.
Profit & Loss Accounting: Objectives, nature, need, component Analysis of P&L
Account.
Balance Sheet: Functions, uses, relationship between Balance sheet and P&L
A/c, component Analysis of Balance sheet.

Unit-II

A View on Analysis

Balance Sheet Analysis Asset Analysis, Income Statement Analysis

Pro-forma Earnings
Profitability Analysis - Using ROA and ROCE
ROA and its Components
ROCE and relating ROA to ROCE
Risk Analysis
Equity Analysis
Financial Statement Analysis: Objectives & Procedure
Standards for comparisons

Past Performance of a firm

Industry standards/Bench marks

Sources of information
Role of financial analyst
Limitations of Financial Statement Analysis

12

Unit-III

Techniques of Analysis

Unit-IV

Comparative Financial Statement

Common size statement
Ratio Analysis
Trend Analysis
Inter Firm Comparison
Intra Firm Comparison
Window Dressing

The Annual Report

Content of the annual report, Quality of Financial Reporting, Reporting regulation

in India for different types of entities, Director report and auditors report

Window Dressing
Problems in Financial Statements, Window Dressing, Understanding how income
statement is manipulated and reworking profits, ethical issues in financial
reporting, recent scandals in financial reporting
Auditing and Corporate Governance
American model of corporate governance, German model of corporate
governance, Japanese model of corporate governance, Corporate governance in
India, Audit committee, corporate governance failure at Enron, Issues in internal
audit, Sarbanes Oxley Act.
Unit-V

Application of Financial statement in Credit Appraisal

Evaluation of Management Risk

Assessment of Limits ( Credit )
Duration of Credit
Fixing Limits : Value & Duration
Exercises and Case Studies

Suggested Reading:
1.

Gerald I. White, Ashwinpaul C. Sondhi, Dov Fried, The analysis and use of Financial Statements

2.

Charles H Gibson, Financial Reporting Analysis

3.

Stephen H Penman, Financial Statement Analysis & Security Valuation

4.

Prasanna Chandra, Fundamental of Financial Management

5.

I.M. Pandey & Ramesh Bhat, Cases in Financial Management

6.

Rajiv Srivastava & Anil Misra, Financial Management, Oxford University Press

The list of cases and specific references including recent articles will be announced in the class.

13

CORPORATE TAX PLANNING

Objectives
To provide working knowledge of various tool of corporate tax planning and provide insight into
various devices available to minimize the corporate tax bill. After completion of the syllabus
student should be able to appreciate enormous amount of activities in direct taxes being
undertaken by Finance Ministry to provide stable and equitable platform to all industries and how
corporate undertakings diverts the flow of new investment in tax lucrative zones.
Course Contents
Unit I

Concept of tax planning and Corporate taxation

Unit II

Form of organization

Unit III

Tax considerations in respect of specific managerial decisions like Make or Buy,

Own or Lease, Close or Continue, Sale in Domestic Markets or Exports.
Tax planning with reference to capital structure decisions, dividend policy and
bonus shares. Merger & Acquisition & Joint Venture

Remuneration Planning

Unit VI

Tax planning in respect of place where business should be located and nature of
goods produced or services rendered by the assessee. Practical application of
such provisions through real life case studies, TDS

Specific managerial and financial decisions

Unit V

Tax planning with respect to various form of organization.

Location and Nature of business

Unit IV

Concepts relating to Tax planning, Tax Avoidance and Tax Evasion and its
application in present business scenario
Brief overview of residential status, latest computational provisions of capital
gains.
Tax planning regarding computation of business or professional income.
Tax rates applicable to corporate assessee, Meaning of company and
computation of tax liability.
Minimum Alternate Tax on Companies and its practical applications, Special
Provisions relating to Tax on Distributed Profits of Domestic Companies.
Tax planning in respect of fringe benefits tax.

Case studies on planning of salary packages or employees on different

managerial positions so as to minimize the tax bill. Deduction available in
respect of remuneration in the hands of employer. Impact of fringe benefits tax..

Tax Management

Penalties and Prosecutions, Appeals and Revisions.

14

Suggested Reading:
1.

Income-tax Act, 1961 as awarded up-to-date

2.

Income tax Rules (Latest Edition)

3.

Master guide to Income-tax Act, Taxman Publications (Pvt.) Ltd.

4.

Palkhiwala, N.A. and Palkhiwala, B.A.:

The Law and Practice of Income Tax, Vol. 1, N.M.

Tripathy Pvt. Ltd. Bombay

The list of cases and specific references including recent articles will be announced in the class.

15

CONTEMPORARY ISSUES IN HUMAN RESOURCE MANAGEMENT

Objectives
The objective of this course is to familiarize the students with some of the current and emerging
HR issues which are likely to be confronted with in modern organizations.

Course Contents
Unit-I

Introduction

Unit-II

Balance Score Card

Unit-III

Factors generating workplace stress

Employee burnout
Stress coping strategies

Knowledge Management

Unit-V

Measures of BSC
The four perspectives
Advantages and disadvantages of BSC
HR Scorecard

Stress Management

Unit-IV

Paradigm shift in HR Practices

Harward model of HRM
Ten C model of HRM
Toyota model of HRM
PCMM
People side of Kaizen

Knowledge work vs Traditional Work

Ten principles of KM
Twelve step model for implementation of KM
Knowledge management tolls
Five types of knowledge transfer

HR Outsourcing

HRM Outsourcing: Research, trends & strategies

Advantages and Disadvantages of HR outsourcing

16

Suggested Readings:
1.

Chanda Ashok and Kabra Shilpa, Human Resource Strategy, Response Books, A Division of
Sage Publications, New Delhi / Thousand Oaks / London

2.

Balaji C, Chandrasekhar S. and Dutta Rajan (Editors), Leading Change Through Human
Resources Towards A Globally Competitive India.

Tata McGraw-Hill Publishing

Company Limited, New Delhi

3.

Gibson, Rowan (Editor), Rethinking The Future, Nicholas Brealey Publishing, London

4.

Grove, Andrew S., Only The Paranoid Survive How to Exploit The Crisis Points That
Challenge Every Company and Career, Currency Books, Doubleday, a division of Bantam
Doubleday Dell Publishing Group, Inc.

5.

Hamel, Gary and Prahalad C.K., Competing for the Future. Harvard Business School Press,
Boston, Massachusetts

6.

Lucia, Antoinette D., The Art and Science of Competency Models

7.

Rothwell, William J., Effective Succession Planning: Ensuring Leadership Continuity And
Building Talent From Within

8.

Shukla, Madhukar, Competing Through Knowledge Building A Learning Organisation,

Response Books, A Divison of Sage Publications, New Delhi / Thousand Oaks / London

9.

Tannenbaum, Scott I., Alliger, George M., Knowledge Management: Clarifying The Key
Issues

10.

Tichy Noel and Stratford Sherman, Control Your Destiny Or Someone Else Will Lessons
In Mastering Change, Currency Books, Doubleday, adivision of Bantam Doubleday Dell
Publishing Group, Inc.

11.

Thornhill Adrian and Lewis Phil, Managing Change: A Human Resource Strategy Approach,
Prentice Hall

12.

Varkkey Biju, Parasher Pradnya and Brahma Gautam (Editors).

Human Resource

Management Changing Roles, Changing Goals, Excel Books, New Delhi

The list of cases and specific references including recent articles will be announced in the class.

17

ORGANIZATIONAL CHANGE & DEVELOPMENT

Objectives
The objective of the course is to provide a conceptual input of meaning, characteristics,
processes & influences of Organizational Development & Change Management.
The course also intends to impart skill sets through experiential learning.
The course gives various OD theoretical frameworks in detail which provides comprehensive
overview of human capital from the perspective of improving organizational system in context to
larger environment and the role of change in organization at individual, group and process levels.

Course Contents
Unit-I

Organization Change & Models of Change

Unit-II

Change & its Impact

Unit-III

How people are effected by change

How people react to change
Minimizing Resistance to change
Change & the person
Change & the Manager

Overview of Organizational Development and the OD Practioner

Unit-IV

Importance of Change
Forces of Change
Organization Change: some determining factors
Types of Change
Strategic Change: Background
Case Study
Lewins Change Model
Action Research Model
Positive Model
Comparisons of Change Models

OD: Understanding the concept, its relevance and evolution

Productivity & QWL: Background
Who is the OD Practitioner
Competencies of Effective OD Practitioner
Role of OD Practitioner

Diagnostics Strategies & Skills

Introduction
Diagnostics Models
Diagnostics Skills
Methods of obtaining Diagnostics information
The Change agent
Client-Consultant relations in OD

18

Unit-V

Power, Politics & Ethics in OD

Unit-VI

OD Interventions: An Introduction & Designing

Unit-VII

Definition of OD Intervention
Selecting an OD Intervention
What are effecting Interventions
How to Design Effective Interventions
Contingencies related to Change situations
Contingencies related to the target of Change
Classifications of OD Intervention
OD Personal & Interpersonal Intervention
Role Plays

OD Team and Intergroup Development Interventions, Structural Interventions

Unit-VIII

Team Development Intervention

Intergroup Development Intervention
Job Design
Quality of work life
Quality Circles
MBO and Appraisal
The Collateral Organization

Comprehensive Interventions

Unit-IX

Power and control issues in Organizations

Concepts of Organization Politics
Ethics in OD

Confirmation Meetings
Survey Feedback
System 4 Management
Grid OD Program
Learning Organizations

Future of OD

The Senges Approach

Nonaka & Takeuchis Approach
The Reality Checklist
Seven steps of Initiating Organizational Learning

Suggested Readings:
1.

Kavita Singh, Organization Change & Development, Excel Books

2.

Wendell L. French and Cecil N. Bell Jr., Organization Development, New Delhi, Prentice Hall, 5th Ed., 1999

3.

Thomas G. Cummings and Christopher G. Worley (2002), Organizational Development and

Change, Edition 7, Thompson Learning-India, New Delhi

4.

Ramnarayana S., Rao T.V., Singh K., Organization Development: Interentions & Strategies

5.

Ghosal Sumantra, Managing radical Changes, Viking Pengiun India

The list of cases and specific references including recent articles will be announced in the class.

19

STRATEGIC HUMAN RESOURCE MANAGEMENT

Objectives
To make students understand human resource management from strategic point of view. It
makes students learn formulation and implementation of human resource policy at the strategic
level.
To understand the paradigm shift in the management of human resources.
Course Contents
Unit-I

The Strategic Approach

Unit-II

The Strategic Approach to HRM - Overview of HRM, Integrating HR strategy with

corporate and functional strategies, strategy formulation
External Environment for HR, Role of HR in strategy formulation

Strategies for Human Resource Acquisition and Placement

Strategic HR planning and staffing - nature of HR planning, Job analysis,

conducting a job analysis
Job design strategic guidelines, strategies for recruitment and selection
Recruitment Methods
Selection process, strategies for effective recruiting and selection

Strategic Management Models

Unit-III

Strategies for Maximizing Human Resource Productivity

Unit-IV

Contribution of Mintzberg, Johnson & Soholes, Whittington, Hamel etc.

Strategy and ethics in management

Training and Development Orientation, Training and Development Methods,

Evaluation of T&D
Strategies for Effective performance appraisal systems Performance Appraisal
Objectives, PA
Process, Types of Performance Appraisal Methods, Strategy and the
performance appraisal
Strategic Performance Management

Strategies for Maintaining Human Resources

Strategies for improving health and safety

Managing the problem employee
Building a good disciplinary climate

Suggested Readings:
1.

William P. Anthony, Pamela L. Perreve & K. Michael, Kacimar, Strategic Human Resource
Management, The Dryden Press

2.

Charles and Greer, Strategic Human Resource Management, Pearson Education

3.

Srinivas R. Kandula, Strategic Human Resource Development, Prentice Hall of India Pvt. Ltd.

The list of cases and specific references including recent articles will be announced in the class.

20

EXPORT AND IMPORT MANAGEMENT

Objectives
Competitiveness in international business is by effective export marketing strategies and through
efficient global sourcing of right quality products and services at competitive prices with
accelerated pace of globalization and trade liberalization including in India. The span and depth of
sources of supply have widened and deepened. The challenge to the global manager is to
understand various aspects of the process, procedure, rules and regulations of managing
international business to fulfill the corporate goal. The course seeks to empower the students with
the knowledge and techniques of managing international business of exports & imports.
Course Contents
Unit-I

International Business Execution - Overview

Unit-II

Export Operations & Documentation

Unit-III

EXIM Policy, Foreign Trade Policy

Trade Finance, Exports Pre shipment / Post shipment
Credit Risk Management Covering from EC6C
Duty Draw Back
Transit Risk Management, Marine Insurance

Managing Export / Import Clearance

Unit-VI

Various Payment systems,

International Trade Terms (INCOTERM)
Letters of Credit , Types, Process, Negotiation
Laws relating to Letter of Credit

Exports Management

Unit-V

Export documentation, types of documentation, B/L, Bill of Exchange

Types and elements of export contract
Processing of export order

Managing Payment System

Unit-IV

International Business execution differentiation with domestic execution

Documentation in International Trade
Registration of exporter, obtaining IEC, RCMC

Custom clearance of Exports

Custom clearance of Imports
Excise clearance

Exchange Regulations

Indian Government Exchange Control Regulations

Regulation under FERA / FEMA
Foreign Exposure Risk Management

21

Unit-VII

Global Sourcing

Globalization, expanding global sourcing & Regulatory aspects

Rational & benefits of world wide sourcing
Importance of Indian Economy

Suggested Readings:
1.

Branch Alan, International Purchasing and Management, Thomson Learning

2.

Monczka, Trent and Handfield, Purchasing and Supply Chain Management, South Western
College Publishing

3.

Bug Alan Branch, International Purchasing and Management , Thompson learning

4.

Foreign Trade Policy and Procedures (Latest)

5.

Export Management, Oxford Publishing

6.

How to Exports, Nabhi Publishing

7.

How to Import, Nabhi Publishing

8.

Export Import Management by Justin Paul Oxford Publication

The list of cases and specific references including recent articles will be announced in the class.

22