Core Papers

1. Principles of Management and Organizational Behaviour

Objective: This course presents the principles of management, emphasizing managerial functions and
behavioral concepts and its practical applications in the organisation.
UNIT I Management : Science, Theory and Practice - The Evolution of Management Thought and the Patterns of Management Analysis - Management and Society : Social Responsibility and Ethics - Global and Comparative Management - The Basis of Global Management Functions of Management-The Nature and Purpose of Planning - Objectives Strategies, Policies and Planning Premises - Decision Making - Global Planning. UNIT II The Nature of Organizing - Organizational Structure: Departmentation - Line/Staff Authority and Decentralization Effective Organizing and Organizational Culture - Global Organizing. Co-ordination functions in Organisation Human Factors and Motivation - Leadership - Committees and group Decision Making - Communication - Global Leading. UNIT III The System and Process of Controlling - Control Techniques and Information Technology - Global Controlling and Global Challenges Direction Function Significance. UNIT IV Organisational Behaviour : History - evoluation, Challenges & opportunities, contributing disciplines, management functions and relevance to Organisation Behaviour. Organizational Behaviour responses to Global and Cultural diversity. Personality - Determinents, structure, behaviour, assessment, psycho-analytical social learning, job-fit, trait theories. Emotions and Emotional Intelligence as a managerial tool. Attitudes - relationship with behaviour, sources, types, consistancy, work attitudes, values - importance, sources, types, ethics and types of management ethics. Perception - Process, Selection, Organisation Errors, Managerial implications of perception. Learning - classicial, operational and social cognitive approaches. Implications of learning on managerial performance. UNIT V Stress - Nature, sources, Effects, influence of personality, managing stress- Conflict - Management, Levels, Sources, bases, conflict resolution strategies, negotiation. Foundations of group behaviour : team decision making. Issues in Managing teams. Organisational change - Managing planned change. Resistance to change Approaches to managing organisational change - Organisational Development - values - interventions, change management- Organisational culture - Dynamics, role and types of culture and corporate culture.

Research Methods for Management

Suggested Readings:
1. 2. 3. 4. 5. 6. Koontz & Weirich, Essentials of Management, Tata McGraw Hill Publishing Company, New Delhi. Stoner, Freeman & Gilbert, Management, PHI, 6th Edition. Robbins.S.P., Fundamentals of Management, Pearson, 2003. Robbins.S. Organisational Behaviour, X edn., Prentice-Hall, India. Umasekaran, Organisational Behaviour. VSP Rao, V Hari Krishna Management: Text and Cases, Excel Books 1

2.

Research Methods for Management

Objective: This course presents the basic concept of research design, hypotheses, sampling techniques,
testing the significance and report writing.
UNIT I Research - meaning - scope and significance - Types of research - Research Process - Characteristics of good research - Scientific method - Problems in research Identifying research problem concepts, constructs and theoretical framework. UNIT II Hypothesis: meaning - sources - Types - formulation Research design - Types case study - features of good design measurement - meaning - need Errors in measurement - Tests of sound measurement Techniques of measurement scaling Techniques - meaning - Types of scales - scale construction techniques. UNIT III Sampling design - meaning - concepts - steps in sampling - criteria for good sample design - Types of sample designs Probability and non-probability samples. Data collection:- Types of data - sources - Tools for data collection methods of data collection - constructing questionnaire - Pilot study - case study - Data processing:- coding editing - and tabulation of data - Data analysis. UNIT IV Test of Significance:- Assumptions about parametric and non-parametric tests. Parametric Test - T test, F Test and Z test - Non Parametric Test - U Test, Kruskal Wallis, sign test. Multivariate analysis-factor, cluster, MDS, Discriminant ananlysis. (NO Problems). SPSS and its applications. UNIT V Interpretation - meaning - Techniques of interpretation - Report writing: - Significance - Report writing:- Steps in report writing - Layout of report - Types of reports Oral presentation - executive summary - mechanics of writing research report Precautions for writing report - Norms for using Tables, charts and diagrams - Appendix:- norms for using Index and Bibliography.

Suggested Readings:
1. 2. 3. 4. 5. Rao K.V. - Research methods for management and commerce Sterling Publishers Zikmund - Business Research Methods Kothari C.R. - Research methodology Donald R.Cooper and Pamela S.Schindler - Business Research Methods Tata McGraw Hill. Uma Sekaran - Research Methods for Business, Wiley Publications.

3.

Business Environment and Ethics

Objective: Business Environment and Ethics emphasizes on emerging trends in social, political, ethical
and legal aspects affecting business decisions explaining the business environment concepts in 2 significance along with the fiscal policy.

UNIT I Business environment - The concept and significance - constituents of business environment - Business and society, Business & ethics - Social responsibility - Environmental Pollution and control. Business and culture - Business and Government - Political system and its influence on business - Indian constitution - Directive Principles of State Policy. UNIT II Managing Ethics - Frame work of organizational ethic theories and sources, ethics across cultures, factors influencing business ethics, ethical decision making, ethical values and stakeholders, ethics and profit, Corporate governance Structure of boards, reforms in boards, compensation issues, ethical leadership for improved Corporate governance and better business education. UNIT III Global management Issues MNCs Politics and Environment Multi national corporations and Government relationship, Business in Politics, Managing environmental quality, Ethics & Profit in Business. UNIT IV Fiscal Policy - Central finances and New fiscal policy - Direct and indirect Tax structure, VAT, MODVAT - Service Tax problems and reforms - Expenditure Tax - Public debts & deficit financing. UNIT V Legal environment of business - Monopolies Restrective Trade Practices Act. Foreign Exchange Management Act-1 Securities and Exchange Board of India Act - Customs & Central Excise Act - Central & State Sales Tax Consumer Protection Act Pattents Act - Competition Law.

Suggested Readings:
1. Adhikari M - Economic Environment of management 2. Francis Cherunilam - Business Environment 3. Pruti S. - Economic & Managerial Environment in India 4. Shaikh Saleem Business Environment, Pearson Education, 2006 5. Davis & Keith William C. Frederik - Business and society 6. Amarchand D - Government and Business 7. Mankard - Business Economics, Mac Millan. 8. A.N.Agarwal - Indian Economy - Wishwa Prakashan 9. Steiner & Steiner - Business Government and Society, McGraw Hill, 2003. 10. Kitson.A and Campbell.R - The Ethical Organisation, Palgrave, 2001.

4.

Introduction to Computers

Objective: This course had been designed to develop fundamentals of computing for business activities. It
includes all the basic details which are much relevant for business application.

Unit I: Introduction: Logical organization of a computer, memory, input-output devices, secondary storage devices, data representation, assembly language and machine language instructions. Unit II: Human Computer Interface: User interface with the Operating System. Introduction to database: Concepts, objectives, advantages and limitations, entities, attributes, schema and subschema Unit III: Network & Internet Technology: Introduction to computer networks, network topologies, communication devices and media, Internet as information resource, use of a web-browser, e-mail, designing websites using available tools. Unit IV: Word Processing: MS Word, Word basics, Formatting texts and documents, working with heading and footnotes, tables and sorting, graphics, mail merge and macros. Spreadsheets and their uses in business: Excel basics, rearranging worksheets, excel formatting techniques, chart features and working with graphics in excel. Power Point: Basics, working with texts and graphics in power point. Delivering information with Microsoft Mail. ECommerce Fundamentals, OLTP and OLAP

Suggested Readings:
1. 2. A. 3. 4. V. Rajaraman, Fundamentals of Computers, Prentice Hall of India, 2002 R. Hunt, J. Shelley, Computers and Commonsense, Prentice Hall of India, 2002 Leon, M. Leon, Fundamentals of Information Technology, Leon Vikas, 2002 H.M. Deital, Visual Basic How to program, Pearson Education, 2001 Software manuals.

5.

Life Skills

Objective: The objective of Life Skills & Corporate Communication is to change the attitude of students
and make them aware of various skills that are required in the world of business. LIFE SKILLS TRAINING I
UNIT-I

 Communication- Interpersonal communication skills, Verbal/Nonverbal communication, Business Communication, Definition, Nature, Scope, Purpose, Process of Communication, Functions of Communication, Uses of Communication, Media for Communication: Print media, Electronic mediaRadio and Television Phonetics Vowel Displacement, Stress, Intonation, Accent Neutralization Presentation Skills- Introduction, Choosing, developing presentation, use of audio visuals, platform skill handling question UNIT-II English Language-Writing Skills & Verbal Skills, Email writing, Formal Letter writing, Prcis writing, Reading Comprehension, Vocabulary Exercises Social Skills- Telephone Etiquettes, Dining Etiquettes, Corporate Grooming . UNIT-III Interview Skills- Types of Interview, Preparing for Interview, Negotiation skills Conflict Management, Time Management UNIT-IV Personality Development; Confidence Building, Positive Attitude, Sympathy & Empathy Concept of Spirituality/Self-actualization.

LIFE SKILLS TRAINING - II

UNIT-I Team Building-Cooperation and Teamwork, Group dynamics Vs Group Think, Developing sense of Brainstorming. Group discussion- Introduction, why GDs, types of GDs, GD process and choosing your role, role plays. UNIT-II Decision-Making Skills- Evaluating future consequences of present actions for self and others Information- types of information-order, advise, suggestion, motivation, persuasion, warning and education. UNIT-III Critical thinking skills-Analyzing peer and media influences, Analyzing attitudes, values, social norms and beliefs and factors affecting these, Identifying relevant information and information sources Behavioral Skills- Concept of Senior/Subordinate Relationship UNIT IV Vocabulary-Phrases and Idioms, Commonly Confused Words, Word Exercises, Sentence Construction, Reading Skills- Art of Public Speaking, Reading passages and Exercises LIFE SKILLS TRAINING III UNIT-I Self-Management Skills- Personal Hygiene, Health and Fitness Relationship Management Analysis skills regarding the influence of values and attitudes of self and others on motivation. UNIT-II Self esteem/ confidence building skills-Self awareness skills including awareness of rights, influences, values, attitudes, rights, strengths and weakness Goal setting skills-Self evaluation/ self assessment/ self monitoring skills

UNIT-III Managing Emotions- Emotional Intelligence Anger management-Dealing with grief and anxiety ,Coping skills for dealing with loss, abuse, trauma UNIT-IV Stress management- Concept of Stress, Causes, Symptoms and Ways to overcome stress Positive thinking-Relaxation techniques and exercises LIFE SKILLS TRAINING- IV UNIT-I Creative Thinking- Concept of Creative thinking, the need for creative thinking, how to encourage creative thinking, the process of creative thinking, tools to develop creative thinking. Lateral Thinking- Concept, Role and Importance, Exercises UNIT-II Introspection: Self analytical techniques on thoughts & emotions, physical health, work efficiency and relationship with others Mind-Body Connection: Beneficial influences on the body, techniques to improve your mental health. UNIT-III Leadership Skills- Defining leadership, Some leading business leaders and visionaries, Business women, How to learn from leaders Listening Skills- Effective listening techniques, Role of Audio Visual Aids, Exercises UNIT IV Essentials of Grammar I- Parts of Speech, Prepositions, Punctuation, Phonetics, Clauses, Spelling Essentials of Grammar II- Figure of Speech/Narration, Metaphors & Similes, Gerunds, conditional sentences

Suggested Reading:
1. Soft skills; know yourself & know the world; by Dr. K Alex published by S Chand Publication, 2. Business and Professional Communication; James. R. Di Sanza and Nancy J.Legge; PEARSON Education

Specialisation Papers
(A)
1.

International Business
International Business Operations

Objectives: Business operations and its relevance to international business is an essential learning for
students to develop skills to support multinational companies. This course caters the need of disseminating knowledge of international trade and its related operational activities 6

UNIT I Internationalization of Operations, - International Operations Management - manufacturing, Make or Buy, Outsourcing. Location, Layout and work flow UNIT II Production, Company Factors, Product factors, Strategic role of foreign factories Production, Quality, Productivity, The Toyota way, Beyond Toyota UNIT III Labour Laws, Factory act/ Labour, HR Practice, Variations in Operating, Practices, Benchmarking International Operations UNIT IV International Operations-Critical Issues International Operations Planning, - International Facilities Location, International Sourcing & Logistics, Internationalization of Technology, International Technology Transfer, Management of Global Products UNIT V Interfaces with other Functions, - Interface with Marketing, - Interface with R & D, - Interface with Communications, Joint Ventures, strategic alliances (Partnership and relationship management)

Suggested Readings:
1. 2. 3. 4. 5. Schniederjans, M.J. Operations Management in a Global Context Production and Operations Management, 2/e , K Bedi, OUP Flaherty, M.T. Global Operations Management Dornier, P-P. et al. Global Operations and Logistics Bartlett, C. A. & Ghoshal, S. Transnational Management

2.

International Logistics & Supply Chain Management

Objective: When trade is required to be done across the boarders, supply chain and logistics adds to its
importance. This course has been designed to disseminate all required details of international supply chain and logistics.
UNIT I Introduction- International Logistics and Supply chain management: meaning and objectives, importance in global economy , Characteristics of global supply chains,: Supply chain relationship to business performance, -Key tasks of logistics and supply chain managers, Role of Government in controlling international trade and its impact on Logistics and supply chain UNIT II Transportation- Strategic importance of transport in global logistics, logistical objectives of transport, International Ocean Transportation, International Air Transportation, and International Land Transportation: types, characteristics and salient features, inter-modal transportation in international operations, factors influencing mode and carrier selection decision UNIT III

Planning global supply chain- Planning the global supply chain, Network design for global supply chain management, Risk management in the global context, Measuring logistics cost and performance. Benchmarking the supply chain, Performance measurement and evaluation in global supply chains GLOBAL TRADE ENVIRONMENT: a. Global trade environment: various trade blocks/FTZ and their impact on supply chain management, Customs and Regulations, Trade Documentation, International Contracts, Terms of Trade, Term of Payment, International Currency, INCO terms, Logistical packaging, containerization. UNIT IV Inventory flow and modeling- Approaches to Inventory Management in Global Supply Chain Management; Distribution Resource Planning; Symptoms of poor Inventory Management, Modeling in Supply chain: inventory models, safety stock determination for service level, and lead time; forecasting models, routing problem Coordination in supply chain- Importance of Coordination in Supply Chain, Bullwhip Effect, Effect of lack of Coordination on performance, Obstacles to Coordination, Strategies to achieve coordination, Building Strategic Partnership and Trust In Supply Chain UNIT V Information technology in supply chain- Role and Importance of IT in Supply Chain Management, IT solutions for Supply Chain Management, Supply Chain Information Technology in Practice

Suggested Readings:
1. Douglas Long International Logistics: Global Supply Chain Management Springer- Verlag New York, LLC;2004 2. Philippe-Pierre Dornier, Panos Kouvelis, Michel Fender Global Operations and Logistics: Text and Cases Wiley, John & Sons, Incorporated 1998 3. Alan Branch Global Supply Chain Management in International Logistics Routledge 2007 4. Kent N. Gourdin Global Logistics Management: A Competitive Advantage for the New Millennium Blackwell Publishing 2006

3.

Foreign Trade Policy and Promotion

Objective: For every developing economy foreign trade plays a vital role to develop, so foreign trade
policy and promotion activities as planned by government is required to be understood to optimize the returns in foreign trade. This course focuses upon details of trade policy and promotion to equip students to have effective strategy orientation for international business
UNIT I International Trade: Theories of foreign trade absolute and comparative advantage theories; Modern theory of trade Hecksher- Ohlin theory; Terms of trade; Theory of international trade in services; Balance of payments and adjustment mechanism. UNIT II Commercial Policy Instruments: Tariffs, quotas, anti dumping/countervailing duties; Technical standards; Exchange controls and other non-tariff measures. UNIT III Indias Foreign Trade and Policy: Direction and composition of Indias foreign trade; Export Import policy; Export promotion and institutional set up; Deemed exports; Rupee convertibility; Indian Joint ventures abroad; Project and consultancy exports. UNIT IV

Instruments of Export Promotion: Export assistance and promotion measures; EPCG scheme; Import facilities; Duty exemption schemes; Duty drawback; Tax concessions; Marketing assistance; Role of export houses, trading houses and state trading organisations; EPZs and SEZs. UNIT V Foreign Investment Policy: Policy and frame work for FDI in India; Policy on foreign collaborations and counter trade arrangements; Indian joint ventures abroad; Project and consultancy exports.

Suggested Readings:
1. 2. 3. 4. Gupta, R.K.: Anti-dumping and Countervailing Measures, Sage Publications, New Delhi. Nabhis Exporters Manual and Documentation, Nabhi Publication, New Delhi. Sodersten, B.O: International Economics, MacMillan, London. Varsheny R.L. and B. Bhattacharya: International Marketing Management, Sultan Chand & Sons, New Delhi. 5. Verma, M.L: International Trade, Commonwealth Publishers, Delhi.

4.

Export-Import Procedures and Documentation

Objective: Exports and imports are bounded to a number of regulations and each regulation brings
importance to each document required for a successful trading across borders. It brings detailed information to enrich the student to develop in-depth understanding of procedures and Unit I Policy documentation.
Framework for Indias Foreign Trade in Pre- and Post-liberalisation Era; Export-Import Policy, Infrastructural Support for Indias Foreign Trade: Policy Formulating, Consultative and Deliberative Bodies; Export Promotion Councils, Commodity Boards and Product Development Authorities; Support Organizations and Services - IIFT, ITPO, Export Inspection Agencies; Indian Council of Arbitration; FIEO, Commercial Representatives Abroad; State Governments and their Role in Trade Promotion; Canalization Policy and Role of Public Sector Organizations. Unit II Setting up Export Company, IEC Number / RCMC from Export Promotion Council, Benefits and Costs. Export Sales Contracts - Terms / Conditions, Terms of Shipment, Processing of Export Order Unit III Documentation: Proforma Invoice, Commercial Invoices and its Attestation, Packing List, Inspection Certificate, Certificate of Origin, Shipping Bills, AR4 Form, Mate's Receipt, GR Form, Marine Insurance Policy, ECGC Policy, Bill of Exchange, Bank Realization Certificate, Bill of lading, Airway Bill, BSP Certificate / Spl Consular Invoice and other related documents. Unit IV

Methods and Terms of Payments for Exports; Cargo, Credit and Foreign Exchange Risks: Procedure for Filing Claims; Quality control and Pre-shipment Inspection; Excise and Custom Clearance; Export Incentives: Major Incentives and Procedures for Claiming them, Procurement for Exports - Planning and Methods of Procurement for Exports; Custom Clearance of Imports - Regulations and Procedures; Managing Risks Involved in importing ; Duty Exemption Schemes : Objectives, Benefits, Procedures and Documentation; Schemes for Import of Capital Goods: Procedures for New/second Hand Capital Goods. Unit V Foreign Trade Financing and Insurance Schemes: Pre-and Post-shipment Export Credit Schemes, Import Financing Schemes; Role of EXIM Bank and Commercial Banks; Export Credit and Foreign Exchange Covers, Export Credit and Guarantee Corporation (ECGC), Financial Guarantees; Export / Trading/ Star trading/ Superstar Trading Houses: Objective Criteria and Benefits; Procedures and Documentation; Policy for EOU / FTZ / EPZ units:Objectives, Criteria and Benefits; Procedures and Documentation.

Suggested Readings:
1. 2. 3. 4. Foreign Trade Policy (2002- 2004). Ram Paras (2004). Export: What, Where and How? Anupam Publications. Export Manual Indian Trade Journal

5.

International Marketing

Objective: This course is planned to help a student to get acquainted with the detail basic required to
explore international market, in targets to develop a global vision for marketing across the borders.

Unit I Framework of international marketing: Definition scope and challenges difference between international marketing and domestic marketing the dynamic environment of international trade transition from domestic to international markets orientation of management and companies Unit II Developing a global vision through marketing research: Breadth and scope of international marketing research problems in availability and use of secondary data problems in gathering primary data multicultural research a special problem research on internet a new opportunity estimating market demand problems in analyzing and interpreting research information responsibility for conducting marketing research communicating with decision makers. Identifying foreign markets classification based on demand based on the stage of development other bases for division of world markets Unit III Global marketing management planning and organization: Global perspective global gateways global marketing management an old debate and a new view planning for global markets alternative market entry strategies organizing for global competition Products and services for consumers: Quality Green marketing and product development, products and culture analyzing product components for adaptation products for consumers in global markets, product development, product adaptation, product standardization, marketing consumer services globally marketing of services, brands in international markets Products and services for businesses Unit IV Global Pricing Framework, Pricing Basics, Marginal Cost Pricing and its importance, Transfer Pricing, Counter trade, Systems Pricing, Pricing and Positioning, price quotation INCO terms preparation of quotations. Promotion

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Decisions Promotions international advertising sales promotion in international markets international advertising direct mailing personal selling exhibition generic promotions in international marketing Unit V Recent trends in India's foreign trade: Institutional infrastructure for exports promotions in India India's trade policy exports assistance exports documentation and procedures including different stages of documentation Globalization in India, Opportunities, Constraints and Initiatives India - A Hub for Globalization, Globalization in India - Post Liberalization, Indias Strengths, Strategies for Sustainable Competitive Advantage, Potential for Made in India, Major Globalization Initiatives from Indian Companies, WTO Regulations and their implications for India, Undesirable effects of globalization, Government Initiatives needed to foster globalization he future of global marketing: Six major changes in global marketing.

Suggested Readings: 1. 2. 3. 4. 5. 6. International Marketing Cateora, Graham TMH 12/E, 2005 International Marketing Varshney, Bhattacharya S Chand Global Marketing Management Warren Keegan Pearson / PHI, 7/e Global Marketing, Johny K. Johannson, 4/e, TMH, International Marketing Dana Nicoleta, Lascu Biztantra, 2003 International Marketing Francis Cherunillam HPH, 7/e, 2004

6.

International Trade

Objective: This course includes topics relevant to develop an understanding of international trade and
related aspects which are important from the point of view of strategizing for trading activities
Unit I Theory of International Trade: The pure theory of international trade Theories of absolute advantage, comparative advantage and opportunity costs; Theorem of factor price equalization; -- Heckscher-Ohlin theory of trade. Unit II Technology & Growth: Role of dynamic factors, i.e., changes in tastes, technology and factor endowments in explaining the emergence of trade. The Rybczynski theorem concept and policy implications of immiserizing growth; Causes of emergence and measurement of intra-industry trade and its impact on developing economies. Unit III Measurement of Gains: Measurement of gains from trade and their distribution; Concepts of terms of trade. Hypothesis of secular deterioration of terms of trade, its empirical relevance and policy implications for less developed countries; Trade as an engine of economic growth. Unit IV Theory of Interventions: The Theory of Interventions (Tariffs, Quota and non-tariff barriers); Economic effects of tariffs and quota. The political economy of non-tariff barriers and the implications; nominal effective and optimum rates of tariffs-their measurement, impact and welfare implications Trade under imperfectly competitive market. Unit V Balance of Payments: Meaning and components of balance of payments; Equilibrium and disequilibrium in the balance of payments; The process of adjustment under systems of gold standard, fixed exchange rates and flexible exchange rates; Expenditure-reducing the expenditure-switching policies and direct controls for adjustment; Policies for achieving internal and external equilibrium simultaneously under alternative exchange rate regimes.

11

Suggested Readings:
1. Advanced International Trade: Theory and Evidence by Robert C. Feenstra 2. International trade, K Ashawthapa

(B) Human Resource Management

1. Personnel Management Concepts

Objective: To equip students with Human Resources Concepts

UNIT I Personnel Management Definition concept objectives characteristics and qualities of a personnel manager role of personnel man system approach to personnel management emerging role of personnel management role of personnel mangers of tomorrow personnel management in India. UNIT II Personnel policies aims and objectives need for personnel policy principles of personnel policies types of personnel policies procedures and programmes personnel records and reports personnel audit personnel research Meaning and Characteristics types of research Objectives of personnel research Methods and tools of personnel research Research Procedure Sources of personnel research Information. UNIT III Human resource planning need benefits process of human resource planning man power plan component determination of the quality of personnel Job Diagnostic Survey job analysis technique of Job Analysis data job description Minnesota Job Description Rewards role analysis and technique of Job Analysis data- job specification Management by Objectives Work rules recruitment process sources of recruitment methods recruitment practices in India Scientific selection selection procedure and Process HRIS Human Capital Management Human Resource Accounting. UNIT IV Employee training distinction between training and development importance of training training methods implementation of training training evaluation purpose and objectives of management development need for executive development in Indian context techniques of management development performance appraisal methods of performance appraisal performance appraisal in Indian Industries. Performance Measurement purpose Employee feedback and Development equal employment Opportunity. UNIT V

12

The wage determination process wage administration rules factors influencing wage and salary structure and administration administration of wage and salaries wage differential wage differentials in India determinants of incentives types of rewards wage incentive schemes in India - guidelines for effective incentive plans. Employee Benefits and Services factors influencing Benefits and Services Costs Leisure Employee Security Old Age and Retirement Benefits Safety Engineering.

Suggested Readings:
1. Personnel Management Text and Cases C.B. Mamoria & S.V Gankar Himalaya Publishing House. 2. Personnel Management & Industrial Relations P.C. Tripathi Sultan Chand & sons. 3. Dynamic Personnel Administration M.N. Rudrabasavaraj Himalaya Publishing House. 4. Personnel/Human Resource Management S.K. Bhatia, Nirmal Singh-Deep & Dep Publications Pvt. Ltd., New Delhi.

2.

Training and Development

Objective: To give students pedagogy for Training & Development

UNIT I Training for Development Concept of Training and Development, Need for training, Importance of Training, Principles of Training and areas of training. Assessment of Training Needs, Training Methods On the Job and Off Job Methods Training Techniques Demonstration, Lecturers, Simulation Games, In basket Exercise, Films, Role Play, Simulation Games, Critical Incidents, T-group Electronic Training Computer Based training, Electronic performance support system (EPSS), Distance and Internet Based Training Tele-training, Video conferencing, Training via Internet, Learning portals. UNIT II Management Development needs, importance & Methods. Organizational Development Through Human Resource Development. UNIT III Learning Organization: Learning Curves and Linkage of Learning with Training and Learning Organization, Organizational Learning, Instruments on Learning Organization, Essentials for Developing a Learning Organization. UNIT IV Performance Appraisal Definition, Objectives, Need for Appraisal, Essentials of performance appraisals and problems of performance appraisal, Methods of Performance Appraisal Traditional and Modern Methods Graphic Rating-Scale, Straight Ranking Method, Paired Comparison Method, Critical Incident Method, Group Appraisal, Counselling & Feedback Potential Appraisal Confidential Methods, Behavioral Anchored Rating Scale (BARS), Assessment centers. UNIT V Managing Careers: Career Planning, Factors affecting Career Choices; Career Stages, Career anchors, Need for Career Planning, Managing Promotions, Transfers & Demotions. Evaluation of Training: Purpose of Evaluation, Evaluation Process.

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Suggested Readings:
1. Training Manual on Human Resource Management & Organizational Learning V.N.Srivastava & 2. 3. 4.
5. Girdhar J.Ghyni. Human Resource Management - Gary Dessler. Human Resource Management - Robbins Human Resource Management P.Subba Rao Human Resource Management and Personnel Management Aswathappa (Tata McGraw Hill, New Delhi.)

3.

Human Resource Development and Planning

Objective: To help students understand Human Resource Development Process
UNIT I HRD concept meaning philosophy nature need and significance. HRD climate goals competencies functions areas. HRD as a system HRD in changing scenario. HRSD Contextual factors and Human Resource System designing. Role Analysis and HRSD-key performance areas, Critical Attributes, Role effectiveness, Role analysis methods. UNIT II HRD modules: Recruitment and selection orientation and placement performance appraisal training and development promotion and motivation career development. Performance appraisals and performance development objectives of performance appraisal The past and the future; Basic consideration in performance appraisal; Development oriented appraisal system. Interpersonal feedback and performance counselling. UNIT III Potential Appraisal and Development. Career planning and Development Quality of work life quality circles human capital development philosophy and principles practices work force and people development performance management knowledge management. UNIT IV Training conceptual framework for training; learning principles; Identification of training needs; Determination of training objectives; Training programme design; Training methods and their selection criteria; Evolution and Follow up training. Stress definition personality traits emotional management categories of stressors identification of stress at various level pre-requisites for zero stress psychological stress stress and human resource development. UNIT V HRD challenges in 21st century HR out sourcing human resource audit human response development human resource accounting - future of HRD Organization.

Suggested Readings:
1. T.V. Rao and Udai Parekh Designing and Managing Human Resource System, Excel Books, Oxford Publications. 2. V.S.P. Rao Human Resource Development Response books. 3. Kandula, S.R. Strategic Human Resource Development PHI. 14

4.

Compensation Management

Objective: To give students skills about compensation

UNIT I Wage & Salary Administration Nature and Scope, Compensation, wage determination process, Factors Influencing wage and Salary Administration. Wage Theories of Wages, Types of Wages Time rate, piece rate, debt method, Wage differentials. UNIT II Planning for Improved Competitiveness: Diagnosis and Bench Marking, Obtaining Commitment; Determination of Inter and Intra-industry Compensation Differentials, Internal and External Equity in Compensation Systems. UNIT III Incentives and Fringe Benefits Incentives Definition, Types of Incentives, Individual incentives: Measured day Work, Piece work, standard hour, Gain sharing, its advantages and disadvantages, Organization Wide incentives Scanlon Plan, Kaiser Plan, Profit sharing, Non-financial incentives, Fringe Benefits Definition, Objectives, Types of Fringe Benefits Individual Group Variable Compensation: Pay for Performance, Pay by Seniority, Group Piece rate, Production sharing plan, Employee Profit sharing Employee stock ownership, Gain Sharing. UNIT IV Incentives and Retirement plans: Basic Pay, Provisions for Dearness allowance Calculation of total compensation package, various methods of compensating cost of living Neutralization factors. Executive Compensation Plan, Retirement Plan. UNIT V Social Security Laws Laws Relating to Workmens Compensation, Employees State Insurance, Provident Fund, Gratuity and Maternity Relief. Wages and Bonus Laws The Law of Minimum Wages, Payment of Wages, Payment of Bonus. Objectives and scope of these Laws. Equal Remuneration Act Working of Different Institutions related to Reward system like Wage Boards, Pay Commissions. The Impact of fifth pay scale on Central and State Government.

Suggested Readings:
1. Managing Human Resource and P.M in Indian Enterprise R.S. Dwivedi (Galgotia Publishing Company, New Delhi). 2. Managing Human Resource Wayne Cascio (Tata McGraw Hill, New Delhi). 3. Personal Management Memoria & Gankar (Himalaya Publication) 4. Human Resource Management S.S.Khanka S.Chand & Company Ltd., New Delhi. 5. Human Resource Management and Personnel Management Aswathappa (Tata McGraw Hill, New Delhi).

5.

Performance Management Systems and Strategies

Objective: To acquaint students with the principles of performance management.
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UNIT I What is performance Management? Its linkage with other HR Systems Elements of Performance Management Defining Performance, Facilitating Performance and Encouraging performance Setting Goals & Targets Responsibilities before, during, after Performance & Development - Planning Monitoring and Appraising Performance (performance Appraisal) What is Performance Appraisal The Performance Appraisal system Performance Appraisal methods Errors and Biases in Performance Appraisal - Reducing biases / errors Features of a effective system Performance Counseling (What is it, What to do, What not to do) UNIT II Performance management and compensation strategies Job analysis, Job description, Job Employee benefits required by laws Discretionary major employee benefits Employee services, Health care, Lon term care- Requirements of an effective benefits programme Concerns of management Important issues in Executive compensation International compensation. UNIT III What is PfM, Process of PfM, PfM system, PfM Theatre, Pillars of PfM theatre Planning Manager Performance & Development, Monitoring Manager Performance & Mentoring, Manager Development, Ongoing Performance Monitoring & Review, Mentoring and Management Development. Annual Stock taking Stock taking Performance, Stocktaking Potential, Appraising for Recognition and Reward-Getting to grips UNIT IV Performance Management and Organizational Change Reward management and the Management of Change Strategic Reward Management Employee Relations and Involvement Strategies and the Management of Change 360 Degree Feedback and Performance Management System 360 Degree Feedback and Assessment Development Centers. UNIT V Issues and concerns in Performance Management. Cases relating to issues discussed in the previous units.

Suggested Readings:
1. T.V. RAO, Performance Management and Appraisal Systems: HR Tools for Global Competitiveness, Response Books, New Delhi, 2004. 2. Premchada, Performance Management: Its about Performance Not just appraising, Macmillan, New Delhi, 2003 (Reprint-2005) 3. Srinivas Kandula, R., Strategic Human Resource Development, Prentice Hall of India, New Delhi, 2001. 4. T.V. Rao, Gopla Mahapatra, et all, 360 Degree Feedback and Performance Management System, Vol 2, TV Rao Learning Systems Pvt. Ltd., Excel Books, New Delhi, 2002, (Reprint 2006). 5. T.V, Rao and Nandhini Chawla, 360 Degree Feedback and Assessment & Development Centres, Vol 3, TV Rao Learning Systems Pvt. Ltd., Excel Books, New Delhi, 2005. 6. Adrian Thornhill, Phil Lewis, et all, Managing Change: A Human Resource Strategy Approach, Financial Times-Prentice Hall, Pearson Education, New Delhi, 2000.

6.
Objective:
UNIT I

Organizational Development and Change

To explain students how organizations change and how to manage it

16

OD definition history of OD values, assumptions and beliefs in OD. OD overview foundations of OD models and theories systems theory participation and empowerment teams and team work parallel learning structures. UNIT II OD interventions classifications: teams interventions inter group and third party peace making interventions comprehensive OD interventions. Theory and Practice on change and changing; The Nature of Planned Change; The Nature of Client Systems: Group Dynamics, Inter-group Dynamics and Organizations as Systems. UNIT III Managing the OD process action research: a process and approach history and varieties of action research. Operational Components of OD: Diagnostic, Action and Process Maintenance Components. UNIT IV Implementation and Assessment of OD. Implementation conditions for failure and success in OD efforts; Assessment of OD and change in organizational performance; The impact of OD Structure interventions and applicability of OD training experiences T-groups behavioral modeling life and career planning coaching and mentoring instrumental training. UNIT V Power, Politics and OD research on OD future and OD. Some key considerations and issues in OD: Issues in consultant client relationship; Mechanistic & Organic systems and contingency approach; The failure of OD.

Suggested Readings:
1. Wendell I. French & Cecil H.Bell, Jr. Organization Development PHI. 2. French, Bell and Zawacki Organization Development Theory, Practice and Research, Universal Book Stall, Third Edition. 3. Rosabeth Moss Kanter, the change Masters, Simson & Schaster. 4. Daniel Robey, Carol A Sales Designing Organizations fourth edition. 5. Advian, Phil, Mike & Mark Managing Change FT & Prentice Hall. 6. Blake & McCanse Leadership Dilemmas Grid Solutions GPC (Gulf).

(C) Finance
1. Indian Capital Market and Financial System

Objective: To explain the structure and functioning of capital market in India.

UNIT I Indian financial system Structure and constituents of Indian financial system. Financial institutions Financial markets Financial instruments and Services - Financial System and economic development. UNIT II

17

Industrial Securities Market Organization and Structure of Stock exchanges, Membership Listing, Trading and Settlement ordinary shares, preference shares and Bonds. UNIT III New issue Market Issue Mechanism IPO, Rights issue, private placement processes of Book Building Issue of Bonus Shares Stock Options - functions of new issue market - Overview of Bond market in India. UNIT IV Merchant Bankers and new issue market, Lead managers, underwriters, Bankers to an issue Registrars and Share Transfer Agents _ Brokers to the issue Debenture Trustees Their role and functions in new issue market - SEBI Guidelines. UNIT V Market for Futures, Options and other financial derivatives Swaps - Warrants and Convertibles. Recent trends in derivative markets in India.

Suggested Readings:
1. M.Y.Khan: Indian Financial System, Fifth edition, Tata McGraw Hill. 2. L.M.Bhole: Financial Institutions and Markets, Fourth edition, Tata McGraw Hill 3. P.N.Varshney, D.K. Mittal: Indian Financial System, Fifth edition, Sultan Chand and sons. 4. H.R.Machiraju: Indian Financial System, Vikas Publishing House.

2.

Management of Financial Services

Objective: To describe the growth and functioning of financial service industry in India

UNIT I Financial services Meaning Types - Fund based and Fee based financial services - Non-Banking Financial Companies Functions. Prudential Norms for NBFCs. UNIT II Leasing and Hire-Purchase - Types of Lease - Financial Evaluation of a Lease Cross Border Leasing - Contents of a lease agreement Bills Discounting. UNIT III

18

Factoring Meaning and Types; Credit rating Rating Agencies - function Rating Methodology Venture Capital and Venture capital industry in India. UNIT IV Merchant Banking activities in new issue market - Managing issue of shares and bonds; Mutual Funds mechanism types of schemes Mutual funds industry in India recent developments. UNIT V Securitization and Financial Reconstruction and Enforcement of Security interest Act regulations Recent developments in the financial Services industry.

Suggested Readings:
1. M.Y.Khan, Financial Services, Edition, Tata McGraw Hill 2. Nalini Prava Tripathy, Financial Services, Prentice Hall of India

3.

Capital Budgeting and Financing Decisions

Objective: To provide a focus on capital expenditure appraisal methods

UNIT I Nature of Long term financial decisions Sources of long term finance public issue - institutional finance innovative modes of financing UNIT II Estimation of cash flows evaluation techniques Project evaluation under risk and uncertainty sensitivity analysis certainty equivalent Decision tree approach Risk adjusted discount rate approach Analysis of non-financial aspects. UNIT III

19

Capital Structure decisions Cost of capital and capital structure determination optimum capital structure UNIT IV Leverage Types operating and financial leverage combined leverages UNIT V Financial forecasting determination of the ratio between debt and equity

Suggested Readings:
1. Prasanna Chandra, Financial Management, Tata McGraw Hill 2. Pandey I.M, Financial Management

4.

Working Capital Management

Objective: To educate the importance of working capital management concepts in corporate finance
UNIT I Working Capital Management Theories and approaches Ratio Analysis - Fund Flow and Cash Flow Analysis Cash flow forecasting and Budgeting. UNIT II Financing of working capital Money market instruments Bank Finance- Assessment and Appraisal Managing corporate liquidity and financial flexibility UNIT III Receivables Management Cash Management Inventory Management UNIT IV Instruments of international money market Euro notes Euro commercial paper MTNs and FRNs.

20

UNIT V Working Capital Control and Banking policy Committee recommendations on working capital New system of assessment of working capital finance.

Suggested Readings:
1. V.K.Bhalla, Working Capital Management, Text and Cases, sixth edition, Anmol publications 2. Prasanna Chandra, Financial Management, Theory and Practice, Tata McGraw Hill 3. Pandey, Financial Management, Vikas Publishing Company 4. Khan and Jain, Financial Management, Tata McGraw hill

5.

Security Analysis and Portfolio Management

Objective: This course aims to expose the students to the concepts of investment Risks and securities and
enable them to understand and utilize the tools available for analysis. It also stresses the need of portfolio management and its application.

UNIT I Investment - Meaning and process of Investment Management Speculation Investment Avenues in India. UNIT II Risk and Return Historical and Expected return Measurement Risk and its measurement Systematic and Unsystematic risk Types Measurement and significance of Beta. UNIT III Security Valuation Bond, Equity and preference share valuation Yield to maturity- Bond value theorems. UNIT IV Fundamental and Technical Analysis Economy, Industry and Company analysis Tools for technical analysis.

21

UNIT V Portfolio Selection, performance evaluation and portfolio revision- Formula plans Capital Asset Pricing Model (CAPM)

Suggested Readings:
1. Kevin.S. -Security Analysis and Portfolio Management -prentice hall of India 2. Prasanna Chandra- Investment analysis and portfolio management- second edition, Tata McGraw Hill 3. Punithavathy Pandian- Security Analysis and portfolio management- Vikas Publishing 4. Investment Management- V.K.Bhalla

6.

INTERNATIONAL FINANCIAL MANAGEMENT

Objective: This course provides a clear understanding of IFM and emphasizes on the International
Monetary system. It also provides knowledge on Foreign exchange and its significance in a developing economy.
UNIT I IFM- Nature and Scope, IFM and Domestic financial management- Balance Of payments significance- preparation of BOP statement Link between BOP and the economy. UNIT II International Monetary System Gold standard IMF and World Bank Exchange Rate mechanism factors influencing exchange rate Purchasing power parity and Interest Rate parity theorems. UNIT III Foreign Exchange Market Transactions Spot, Forward, Futures, Options And Swaps Arbitrage and speculation in Foreign exchange market.- Exchange arithmetic, Spread, premium and Discount. UNIT IV Foreign Exchange Exposure managing transaction, translation and operating Exposure Techniques for covering the foreign exchange risk - Internal and external techniques of risk. UNIT V International financial market instruments International Equities ADR and GDR Foreign Bond and euro-bondShort-term and medium term instruments.

Suggested Readings:
1. V.Sharan, International Financial Management, 4th edition, Prentice hall of India 2. Alan .c. Shapiro, International Financial Management, PHI 3. Levi, International Finance, McGraw Hill international series. 4. Adrian Buckley, Multinational Finance, PHI 22

(D) Marketing
1. Retail Marketing

Objective: This course introduces the student the basics of retail marketing

UNIT I Retailing - An introduction: Definition, Functions, Importance, Types of retailing Store and Non Store; Retailing in India - Current Scenario, Retailing from International perspectives; Consumer buying decision process - influencing factors, Consumer shopping behavior. UNIT II Retail planning - Purpose, method, structure and monitoring the plan; Retail brand management- positioning, personality, Types of brand, Brand and life cycle; Merchandise management - Meaning, Methods, Assortment and Inventory; Purchase negotiation, Supply channel and relationship, SCM principles, and retail logistics. UNIT III Retail location decision - Trading area analysis, Types of location Site evaluation; Store design - layout and space management, Visual merchandising and displays; Retail pricing - approaches, influencing factors, Price sensitivity, and mark down policy. UNIT IV Retail promotion - setting objectives, Role of advertising, sales promotion, personal selling public relations and relationship marketing in retailing; Human resource issues and considerations; Customer service management. UNIT V Impact of information technology in retailing - Integrated systems and Networking EDI, Bar Coding, Customer database management. Electronic retailing - Role of web, on line retailing, Factors to be considered in having a Web site, limitations of web and future trends; Consumerism and Ethics in retailing - Social and Green issues; Retail audit.

23

Suggested Readings:
1. 2. 3. 4. Berman and Evens, Retail Management, PHI. David Gilbert, Retail Management, Financial Time/Prentice Hall. Gibson Vedamani, Retail Management, Jaico Books. Levy & Weitz, Retail Management, Tata McGraw Hill.

2.

Advertising and Promotion Management

Objective: This course aims at acquainting students with concepts and techniques of advertising
management and to familiarize the student with the practice of promoting market for products through advertisements and sales promotion
UNIT I Promotion mix & personal selling: Promotion Mix Tools, Steps in Communication process, Factors in deciding promotion mix. Personal selling - Sales force Design - objectives, strategy six, structure and compensation. Principles of Personal Selling - Salesmanship, steps in selling process, Negotiation - Models, Strategy & Tactics, Customer Relationship Management. UNIT II Advertising management: Meaning, Objectives, Importance, Classification of advertisement, Economic and Social Effects of Advertising, Organisation of Advertising Department, Advertising Agency Management, Campaign Planning, Advertising Budget. UNIT III Advertising media management- Types - Print, Radio, TV, Cinema Outdoor and other forms - Advantages, Limitations, Availability, Media Rates, Media Planning and Scheduling. UNIT IV Advertising creativity- Advertising Copywriting for Print and Broadcast Media - Principles, Styles, Advertising Visualization and Design, Production of Print, Broadcast and other Advertisements, Evaluation of Advertising. UNIT V Sales promotion and public relations - Sales promotion: Objectives, Tools, Planning, Implementation and Control, Evaluation of Sales Promotion. Public relations: Objectives, Tools, Media and Message, Evaluation of Public Relations.

24

Suggested Readings:
1. Promotion Management - John.J.Burnett - AITBS. 2. Advertising - Theory & Practice - Vernon Fryburger - AITBS. 3. Advertising Excellence - Bovee & Thill - Mc Graw Hill International. 4. Advertising and Promotion: An Integrated Marketing Communications Perspective 5. George E Belch and Michael E Belch, 6th Edition, TMH, 2006 6. Sales Promotion - Tony Dakin. 7. Sales Promotion - Julian Cummins. 8. Successful Sales Promotion - Pran Chowdhry .et.al. - MacMillan 9. Practical Public Relations - Sam Black - Universal Book. 10. Managing Public Relations - Gruning and Hunt - CBS College Publising.

3.

Brand Management

Objective: This course aims at acquainting students with concepts and techniques of brand management
UNIT I Concept of a brand Evolution, perspectives, anatomy, types of brand names, brand name associations, Brands Vs Products, Advantages of Brands to consumers & firms. Brand elements: Components & choosing brand elements, Branding challenges & opportunities. UNIT II Brand positioning Basic concepts alternatives risks Brands & consumers Strategies for positioning the brand for competitive advantage Points of parity Points of difference - Buying decision perspectives on consumer behaviour, Building a strong brand Method & implications. UNIT III Brand Image, image dimensions, brand associations & image, Brand identity perspectives, levels, and prisms. Managing Brand image stages functional, symbolic & experiential brands. Brand Equity Sources of Equity. Brand Equity models, Brand audits. Brand Loyalty & cult brands. UNIT IV Leveraging Brands Brand extensions, extendibility, merits & demerits, Line extensions, line trap Co-branding & Licensing Brands. Reinforcing and Revitalisation of Brands need, methods, Brand Architecture product, line, range, umbrella & source endorsed brands. Brand Portfolio Management. UNIT V Brand valuation Methods of valuation, implications for buying & selling brands. Applications Branding industrial products, services and Retailers Building Brands online. Indianisation of Foreign brands & taking Indian brands global issues & challenges.

25

Suggested Readings:
1. 2. 3. 4. 5. 6. 7. Kevin Lane Keller, Strategic Brand Management, PHI/Pearson, New Delhi. Kapferer, Strategic Brand Management, Kogan Page, New Delhi. Harsh Varma, Brand Management, Excell Books, New Delhi. Majumdar, Product Management in India, PHI. Sengupta, Brand Positioning, Tata McGraw Hill. Rameshkumar, Managing Indian Brands, Vikas. Chandrasekar, Product Management, Himalaya.

4.

Consumer Behaviour

Objective: To familiarize the students with a comprehensive understanding of the consumer and concepts relating to Consumer Behavior.
UNIT I Introduction to consumer Behavior - Diversity of consumer behavior - Concept and need for studying consumer behavior and marketing management,factors influencing consumer buying behaviour, consumer buying process UNIT II Consumer Modeling: The economic model - Learning model- psychoanalytic model The sociological model- The Howard Sheth model of buying behavior - The Nicosia model- The Engel -Kollat-Blackwell Model. Individual Determinants of Consumer behavior- Perception, Meaning of perception- the perceptual process- Factor responsible for perceptual Distortion,.Learning -what is Learning?- components or elements of learning process. UNIT III Individual Determinant of Consumer Behavior-Personality- Meaning and Nature- Characteristics of PersonalityStages in the development of personality, personality influences and consumer behavior -self-concept or self-image. Attitude and behavior- The concept of Attitude-Relationship between Attitude and behavior- Factors involved in Attitude formation- Motivation- What is Motivation? Needs And goals- The Dynamic Characteristic of Motivation. UNIT IV Influence of Social class -Definition and meaning of social stratification -factors responsible for social stratification -characteristic features of social classes- Social influence on consumer behavior. Group Dynamics and Consumer Reference Groups- Definition and Meaning of Group- Reasons For formation of group -Types of Groups relevents to consumer behavior - Family life cycle- Friendship Group Formal social clubs-Shopping Friends groups- Work groupReference group UNIT V Consumer Satisfaction and Relationship Marketing- Customerisation- Working towards enhancing Customer satisfaction-Sources of customer dissatisfaction- Relationship marketing Meaning Understanding the economics of

customer retention- Market emphasis in relationship marketing.

26

Suggested Readings:
1. Consumer Behavior in Indian Perspective - Sujua R. Nair Himalaya Publishing House 2. Marketing Management- William Stanton. 3. Marketing Management- Philip Kotler.

5.
Objective: logistics.

Logistics and Sales Management

This course discusses the practices and principles of sales management. It also focuses on

UNIT I Introduction to Logistics and competitive Strategy - Definition and Scope of Logistics Functions & Objectives Customer Value Chain - Service Phases and attributes - Value added logistics services - Role of logistics in Competitive strategy. UNIT II Warehousing and Materials Handling - Warehousing Functions - Types - Site Selection Decision Model - Layout Design - Costing - Virtual Warehouse. Material Handling equipment and Systems - Role of Material Handling in Logistics. Material Storage Systems - principles - benefits - methods. UNIT III Transportation System - Evolution, Infrastructure and Networks. Freight Management Route Planning Containerization. Modal Characteristics, Inter-modal Operators and Transport Economies.Packaging- Design considerations, Material and Cost. Packaging as Unitisation. Consumer and Industrial Packaging. UNIT IV Current Trends - Logistics Information Systems - Need, Characteristics and Design. E-Logistics - Structure and Operation. Logistics Resource Management. Automatic Identification Technologies. Warehouse Simulation. Reverse Logistics - Scope, design and as a competitive tool. Global Logistics - Operational and Strategic Issues. Strategic logistics Planning. UNIT V Sales management- Meaning and objectives of sales management, responsibilities of sales manager; role of sales manager as leader of sale force, sales management and marketing management relationship Salesmanship (8 hrs) Meaning, scope, importance and limitations ; Management of Sales (6 hrs) An introduction to retailing system, retailing definition, structure, retailing mix, retail store location, flow, retail pricing Objectives of sales forecasting; methods and procedures of sales forecasting

Suggested Readings:
1. Sople Vinod V, Logistics Management - The Supply Chain Imperative, Pearson Education, Indian Reprint 2004. 2. Ailawadi C Sathish & Rakesh Singh, Logistics Management, Prentice Hall India, 2005. 3. Coyle et al., The Management of Business Logistics, Thomson Learning, 7th Edition, 2004. 4. Sales Management Decision, Policy by R Still and Cundif Salesmanship by Upatric, CA 5. Bowersox Donald J, Logistical Management - The Integrated Supply ChainProcess Tata McGraw Hill, 2000. 27

6.

INTERNATIONAL MARKETING

Objective: The course aims at making students understand the concept and techniques of international marketing and train them to develop and implement plans and marketing strategies for entering into international markets and managing overseas operations.
UNIT I International Marketing: Meaning, Nature and Importance; International Marketing Orientation: E.P.R.G. Approach: An overview of the International Marketing Management Process; International Marketing Environment. International Market Segmentation and Positioning; Screening and Selection of Markets; International Market Entry Strategies: Exporting, licensing, Contract Manufacturing, Joint Venture M & A, Setting-up of Wholly Owned Subsidiaries Aboard, Strategic Alliances. UNIT II International Product and Pricing Strategies: Product Designing: Product Standardization Vs. Adaptation; Managing Product Line, International Trade Product Life Cycle, New Product Development; Pricing for International Markets: Factors Affecting International Price Determination; Price Quotations and Terms of Sale. UNIT III Managing International Distribution and Promotion: Distribution Channel Strategy International Distribution Channels, their Roles and Functions; Selection and Management of Overseas Agents; International Distribution Logistics; Planning for Trade Fairs and Exhibitions; International Promotion Mix Advertising and other Modes of Communication. UNIT IV India's Foreign Trade Policy -Direction and composition of India's foreign trade, export import policy of current year -Export procedures and documentation -Export import procedures, Certificate related to shipments, documents related to payment, documents related to inspection, documents related to excisable goods UNIT V Emerging Trends in International Marketing: Regionalism v/s Multilaterism; Trade Blocks; Important Grouping in the World; Legal Dimensions in International Marketing (Role of WTO); Marketing Research for Identifying Opportunities in International Markets.

Suggested Readings: 1. Cateora, Philip R. and Graham John L.(2005). International Marketing. Tata McGraw- Hill Edition. 2. Terpstra, Vern and Sarathy, Ravi (2000). International Marketing. The Dryden Press, Chicago. 3. Keegan, Warren J. (7th Edition, 2002). Global Marketing Management. Pearson Education , New Delhi. 4. Kotabe Masaaki and Helsen Kristiaan (2nd Edition, 2001). Global Marketing Management. John Wiley & Sons (Asia) Pte Ltd. 5. Onkvisit, Sak and Shaw, John J. (2004). International Marketing: Analysis and Strategy, Edition, Prentice Hall. 3. Varshney, R. L. and Bhattacharya, B. (2001). International Marketing: An Indian Perspectives. Sultan Chand, New Delhi.

(E) Retail
28

1.
Objective: To explain buyer behaviour

Buyer Behaviour

UNIT I A Perspective on Buyer Behaviour- what is Buyer Behaviour- Buyer Behaviour is Dynamic, Involves Interactions, Involves Exchanges Levels of Buyer Analysis: - Individual Buyer, Market Segments-Industries- Societies-Cognitive Process in Buyer Decision Making UNIT II Buyer Product Knowledge and Involvement: Buyers Product Knowledge: Products as Bundles of Attributes, Benefits and Value Satisfiers Means-End Chains-Developing Deeper Buyer Understanding- ZMET Approach to Buyer Knowledge-The ZMET Interview-The Means and Basis-For Involvements- Understanding Key Reasons for PurchaseUnderstanding Buyer-Product Relationship. UNIT III Attention and Comprehension: Information: The Power of Advertising/Display-Exposure to information-marketing implications-Attention Processes: Variation, factors Influencing Attention- Marketing Implications-Comprehension: Variation/inferences during Comprehensions/Factors Influencing Comprehensions/Marketing Implications. UNIT IV Buyer Behaviour and Marketing Strategy: Conditioning and Learning Processes-Influencing Buyer BehaviourEnvironment-Cultural and cross Cultural Influences-reference Groups-Family-Market Segmentation and Product Positioning-buyer Behaviour and product Strategy/Promotions Strategy-Brand Endorsing-Pricing Strategy-Channel Strategy. UNIT V Buyer Behavior Theory Predict Retail Shopping Behavior-Major BB areas: demographics, lifestyle data, group and individual attributes. How do people shop given the time scarcity they experience? What are their attitudes towards shopping in store vs. online? Decision process and impulse purchases research on ADD/ADHD and impulsive Buyer Behaviour

Suggested Readings:
1. J.Paul Peter and JERRY L.OLSON, Consumer Behaviour and marketing Strategy,Tata Mcgraw Hill,Newyork-2006. 2. Upinder Dhar and Sathish Dhar, New franklin of Management, Cases In Indian Context, Excel Books, NewDelhi 3. Alries, Focus, Harper Collins Business,1997,Ghargous. 4. Del.I.Hawkins, Roger.J.Best, Kenneth.A.Coney, Consumer Behaviour,Building Marketing Strategy 9th Edition, Tata Mcgraw Hill,NewDelhi 5. Harrey Thompson, Who side My Customer?-Winning Strategies for Creating and Sustaining Customer Loyalty, Pearson Education, NewDelhi-2005. 6. S.Ramesh Kumar, Conceptual Issues in Consumer Behaviour,The 2nd edition,Pearson Education,Delhi2003.

2.

Retail Operations Management

Objective: To explain channels of retail management

29

UNIT I Introduction to Retail: What is Retail?- Functions of a retailer-The Marketing-Retail equation-The Rise of the Retailer Proximity to customer Rise of consumerism-Global retail market- Challenges and opportunities-Empowered consumer-Technology enabled effectiveness-Evolution of Retail in India- Drivers of Retail change in India-Emergence of young earning india-Size of Retail in India: Clothing ,Textiles and Fashion accessories-Food And Food servicesBooks & Music, Communication accessories Emerging Sectors-FDI in retail-Retail Realities : Beyond Urban Boundaries Challenges to Retail Development in India Threat of new entrants Substitutes, Bargaining Power of suppliers and buyers, Intensity of rivalry UNIT II The Evolution of Retail formats Theories of retail development-Environmental, Cyclical and Conflict Theory-The Concept of life cycle in Retail-Innovation, accelerative growth- Maturity-Decline-Phases of growth in retail marketsBusiness models in retail-Classification based on ownership /Merchandise offered/Franchising /Non Store Retailing/Direct selling/Direct response marketing/Telemarketing/Fairs and Road Shows/Event Management/Automated Vending/kiosks/ The Cash & Carry/credit Marketing/Brand Management. UNIT III CRM : What is CRM-Common Misconceptions-Definition-Components off CRM-Defining CRM Concepts Customer Life Cycle- B to B CRM- Understanding Goal of CRM-Using Customer touch points Deciding who should lead the CRM Functions : Marketing/Sales/Customer Services/ Product Support-Channel and other partnersCRM Planning Developing Strategy- Building CRM Component- Analyzing and Segmenting Customers-Taking it to Customers Get Ready : Avoiding Common Barriers, GETSET: Organising for success and go: Developing your CRM strategy-CRM Building : Infrastructure, Information, Process, Technology, People Managing quality information,Quality systems, Customer privacy. UNIT IV Distinctive characteristics service operations-Service Bench marking-Service strategy -Designing the service enterprise Service quality-Service facility location-Managing service operations-Service-Supply relationships vehicle routing. UNIT V Marketing channel systems Concepts, participants, environment, behavioral process Developing the marketing channel-Strategy, design, channel platform-Product/Pricing issues/ Parameters/ -Brand management-positioning and Repositioning Franchising.

Suggested Readings:
1. Swapna Pradhan, Retailing Management : Text and Cases. Tata McGraw hill, New Delhi- 2nd edition, 2006 2. M.Chael hevy and barton.A Weitz, Retail Management, Irwin Mcgraw hill,international editition,U.S,1798. 3. Bert Rosenbloom,Retail Marketing,Random House

3.
Objective:

International Retailing

To explain channels of International retailing

UNIT I International Mktg -Scope and Concepts of International Mktg.- International Marketing Environment - International Trade Barriers and Facilitators- Regional Economic/Political Integration- Cultural Influences on International

30

Marketing- International Marketing research- International Marketing Segmentation, Positioning- The Marketing Plan and Entry Mode Selection- Products and Services Branding Decisions- International Product and Service StrategiesInternational Distribution and Logistics UNIT II International Retailing- Alternative conceptions of international retailing, definitions, interpretations and classificationTrends in the Internationalisation of retailing and evolution of international retailing - Motives for international retailing, the changing nature of boundaries International- Where retailers internationalise, assessing the potential of retail markets - Methods of international retailing, accessing retail markets, the form of entry, joint ventures, franchising, acquisition etc. marketing planning for differing international and regional requirements UNIT III Competing in Foreign Markets- Why Companies Expand into Foreign Markets- Cross- Country Differences in Cultural, Demographic and Market Conditions- Concept of Multi country Competition and Global CompetitionStrategy Options for Entering and Competing in Foreign Markets- Quest for competitive Advantage in Foreign Markets-Profit Sanctuaries, Cross market Subsidization and Global; Strategic Offensives- Strategic Alliances and Joint Ventures with F Foreign partners.-Competing in Emerging Foreign Markets-Cross Border Strategic Alliances UNIT IV Retail Structure- Enterprise Density- market Concentration- Product Sector- Innovation- Employment StructureMerging Structure-Global Structure- Developing markets- Stages in development of International Operations- ExportManagement Contracts- Franchising Acquisition and Mergers Organic Growth- Choice of Market Entry- Domestic Market- Retail Operations-Non Domestic market.- Retail Positioning and Brand Image- Measurement of Store Image Open ended Techniques-Attitude Scaling Techniques-Multi Attribute model- Multi dimensional Scaling-Conjoint analysis UNIT V Market Research- Segmentation- Targeting- Positioning The Market Mix- Image- Product range- Format- PriceLocation_ Distribution- Promotion-- Promotional Mix and Advertising- Publicity, PR, and Sales Promotion StrategiesPersonal Selling and Sales Management- International Pricing Strategy- Developing and Controlling an Intl. Marketing Plan

Suggested Readings:

4.

1. Nicolas Alexander International Retailing-Blackwell Business Publishers Ltd. 2. Abbas J Ali Globalization of Business- Practice and Theory Jaico Publishing House 3. Margaret Bruce, Chistopher Moore, Grete Birtwistle International Retail Marketing: A Case Study Approach

Retail

Planning
Objective: To evaluate, plan and choose channels of Retail distribution
UNIT I Marketing: Retailing, Role, Relevance & Trends.-Retail Customer-Retail market segmentation & franchisingRelationship marketing in Retailing.-Retailing in banking and other financial services, mutual funds and InsuranceQuantitative methods in marketing.-Social Marketing in Retail management Strategic management: Retail in India.Services marketing and management.-Brand Management- International / Strategies- Pricing -Advertising & sales promotion

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UNIT II Operations: Retail location strategy-Product and Merchandise management-TQM-Mathematics / Statistics-EDP / MIS -Logistics & SCM-Security measures-Footfalls / computerized methods & non computerized methods-Visual / display methods -Merchandising & Management-Fashion designing Finance: Accounting Methods-Capex planning-RisksCapex planning-Accounting Processes-Accounting softwares-WIP -Accounting methods-Strategic cost managementManagement of Obsolete goods UNIT III Human Resources: Retail organization- Laws involved in HR.- Motivation-Customer psychology- Training needs for employee-Top grading-Obstacles to Top grading- Astronomical Costs of Mis- Hires- Company killers and Company Derailers- recruitment Best Practices- How to Avoid Mis Hires- CIDS (Chronological in Depth Structure) based Model Coaching to fix weakness-Interviews guide- Avoiding Legal Problems: Bulletproof Approach. UNIT IV Legal & compliances: License-Contracts & Recovery-Legal Process-PF/ESIC & Exemptions-Food & RestaurantsPPF-IR Law-Shops & establishments-IPR Patents, Copyright & Trademarks- Inclusion of Service Mark- Procedure and Duration of Registration-Collective Mark- Certification Mark- Procedureal Compliance for Establishing an Retail Store- Customer Rights- Consumer Protection Acts- -Unfair Trade Practices- -Holding of Contests and SchemesDisparaging Products of Competitors- Correctness of Representation- The Standards of Weights and Measures Act Procedures applicable for a Retail Store UNIT V Mall Management:-Types of Various retail formats-Concepts in mall design-Factors influencing Malls establishmentsAspects in Finance-Aspects in security / accounting -Aspects in HR-Aspects in Quality management-Statistical methods used in measuring mall performance.

Suggested Readings:
1. Retailing Management Text & Cases- Swapna Pradhan- The McGraw Hill Companies 2. Retailing Management -Levy & Weitz- The McGraw Hill Companies 3. Retail Management A Strategic Approach Barry Berman & Joel R.Evans- The Prentice Hall of India, New Delhi

5.
Objective:

Retail Sales Technique & Promotions

To learn promotion and sale of goods

UNIT I Advertising Communications and Promotions- Effective Advertising: Understanding When, How, and Why Advertising Works- Marketing Objectives and Positioning- Target Audience Selection and Action ObjectivesCommunication Objectives- The Creative Strategy and Tactics- Media Strategy: The Reach Pattern and- Effective Frequency- The Creative Strategy and Tactics- Media Strategy: The Reach Pattern and- Effective FrequencyCampaign Tracking and Evaluation- Setting the Campaign Budget- Sales Promotions UNIT II Promotion Impact- on the Marketing Mix-On the Customer-Promotions and Integrated Marketing- Creating a Customer Relations- Characteristics of an Integrated Programme- Strategic Considerations- Promotions roleOvercoming barriers in Integrated Marketing-.

32

UNIT III Tactical Analysis Strategic analysis to Promotion tactics- Objective Setting- Perspective on Strategy Promotional tactical tool set When and how to apply the right tactics-Built-traffic- Reach new customers- Trade users upIntroduce new products- Gain Product Display, Placement & Distribution- Stimulate repeat sales- Generate Brand loyaltyUNIT IV Sales promotion technique- Off the Self Offers- Joint Promotions- Price Promotions- Premium Promotions- Prize Promotions- How Promotion Affects Sales-Switching, Acceleration, and Deceleration- How Promotion Affects SalesAcceleration, Repeat Purchasing, Consumption- Trade Dealing UNIT V Retailer Promotions-Consumer Promotions (Coupons, Rebates, and Loyalty Programs)-Consumer Promotions (Loyalty Programs, Online, and Special Event Promotions)-Calculating Promotion Profitability-Trade Deals, Retailer Promotions, Coupons, Rebates-Measuring Promotion Effectiveness- Sales Promotion Strategy-Procter and Gambles Value Pricing Strategy-Sales Promotion Strategy

Suggested Readings:
1. Robert C. Blattberg & Scott A. Neslin - Sales Promotion: Concepts, Methods, and Strategies Prentice Hall 2. Paul J Hydzic - Sales Promotion : Strategies That build brands-Illinouus Institute of Technology 3. Kazmi& Sathish K Batra Advertising & Sales Promotions- Excel Books 4. George e Belch & Michael A Belch- Advertising & Sales Promotions - An Integrated Marketing Communications Perspective- Tata Mc Graw Hill

6.
Objective: century.

Direct and Network Marketing

To explain options of marketing using 20th century medium and internet as an option of 21st

UNIT I Introduction- The Scope of Direct Marketing- Business, Strategic and Direct Marketing Planning- The Impact of Databases- Consumer and Business Mailing Lists- The Offer- Magazines- Newspapers- TV/RadioTelemarketing/Tele services-Overview of Internet Direct Marketing - E-Communications- Creating Print AdvertisingManaging a Lead-Generation Program- Modeling for Business Decision Support UNIT II Direct and Digital Marketing- Modern integrated DM & interactive marketing -important role in marketing strategy -build and develop brands - customer acquisition, development and retention-Key principles of targeting, interaction, control and continuity-Three different business models - stand alone, integrated and support Catalysts of change in modern marketing -From distance selling to interactive marketing -Managing relationships across channels and media -The direct and interactive marketers' information system-Data-driven marketing planning UNIT III Network Marketing- Advantages and Disadvantages- Network Marketing Boom-Network Marketing Compensation Plan- Evaluating Network Marketing Opportunity Relationship Marketing Introduction- Six Market ModelsManaging Relationship with Buyers, Intermediaries and Customer Segmentation and analysis of Customer market Domain- Customer Acquisition and Customer Retention Strategic outsourcing- creating Successful alliancesReferral and Influence Marketing

33

UNIT IV Creating and implementing Relationship Marketing Strategies- Introduction- People-Processes- Proactive/ Personalized Service- What sort of Relationship for what sort of Customers- Relationship Marketing PlanRelationship Management Chain- Value Proportions- Identifying appropriate customer value segments-Designing value delivery systems- Managing and Maintaining delivered satisfaction UNIT V Legal Issues and Best Practice-Data Protection and Privacy, electronic communications and the Indian Directive, selfregulation and codes of practice- pitfalls and opportunities of international direct and interactive marketing- consumer and technological landscape of the future- Emerging Trends in Network Marketing- B2B, C2C, Planning, scheduling, negotiating and buying media on and offline- Core marketing technology components; data warehousing, business intelligence appliances, campaign management applications, sales force automation, customer interaction and contact centre applications, Data fusion- Network Marketing Success Stories India

Suggested Readings:
1. Stone, Bob, and Jacobs, Ron, Successful Direct Marketing Methods, 7th ed (2001), McGraw-Hill, New York, NY. 2. Dave Chaffey, Richard Mayer, Kevin Johnston, Fiona Ellis-Chadwick Internet Marketing: Strategy, Implementation and Practice 3. Brian Thomas and Matthew Housden - Direct Marketing in Practice 4. Edward L. Nash- Direct Marketing: Strategy, Planning, Execution- The McGraw Hill Companies 5. Shyam Sunder Kambhammettu -Network Marketing Concepts and Cases- Magnus School of 6. Business, Hyderabad

(F) Real Estate Management

1. Introduction to Real Estate Management

Objective: The intent of the subject is to impart basic knowledge of all aspects related to management of Real Estate Management
UNIT I Real Estate Scope; Classification of real estate activities and peculiarities; Factors affecting real estate market UNIT II Role of Government in real estate market; Statutory provisions, laws, rules and regulations application, land use controls in property development, registration and licensing requirements; UNIT III Functions of real estate projects, risk management, facilities management, marketing/advertising, post construction management etc.; Interests in real estate; UNIT IV Documentation in real estate processes; Transfer of titles and title records; Real Estate appraisal and valuation; Role scope, working characteristics and principal functions of real estate participants and stakeholders; Real estate consultants and their activities; Types of agreements between the consultants and principal; knowledge base for assessment and forecasting the Real Estate market; UNIT V

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Role and responsibilities of property managers; Real estate investment, sources and related issues; Code of ethics for Real Estate participants; Environmental issues related to Real Estate transactions; Closing the Real Estate

transactions Good practices and managerial responsibilities.

Suggested Readings: 1. Das, B. & Pani, A. K. 2005, Real Estate Market - New Economy New Business (First Edition), Excel Books, New Delhi.

2.

Ethics for Real Estate Manager

Objective: This subject helps to understand the concept of ethics and to learn to apply ethics in the practice
of real estate. It explains the need to have a code of ethics, to understand the conflict of interests, agency representation and responsibilities, statutory duties of a real estate professional etc.

UNIT I Understanding Ethics- Definition, history and development of ethics UNIT II Ethical Issues in Real Estate- Foundations of ethical conflict, Classification of ethical issues, Ethical issues related to various areas of real estate business UNIT III Professional Practices in Real Estate - Objectives, Scope and responsibilities of Real Estate organization, various models for procurement of different service, standard consultancy agreement forms, fee structure, code of professional practice and ethics. Good practices and managerial responsibilities. Corporate governance and social responsibilities of a Real Estate organization towards different stockholders. UNIT IV The Impact of Environment on Ethical Decision Making- The Economic Dimension, The Legal Dimension, The Competitive Dimension, The Technological Dimension, The Societal Dimension UNIT V Environmental Issues in Real Estate- Laws Applicable To Real Estate Development, Environmental Audit In Real Estate ; Carbon Trading In Real Estate Development; Energy ; Issues In Real Estate Development; Green Buildings.

Suggested Readings:
1. Carson D. (2003), Communication and Professional Practice Kaplan Publishing 2. Pratt, S.P. Reilly, R.F. and Schweihs, R.P Valuing small business and Professional Practices, McGraw Hill. 35

3.

Relationship Management

Objective: This subject is designed to give students a working knowledge of the concepts and practices of
Customer Relationship Management (CRM) in the real estate business. This subject will emphasize on management of the customer experience and how to modify customer behavior using CRM.
UNIT I CRM concepts- Acquiring customers, customer loyalty, and optimizing customer relationships. CRM defined: success factors, the three levels of Service/ Sales Profiling, Service Level Agreements (SLAs), creating and managing effective SLAs. UNIT II CRM in Real Estate- One-to-one Relationship Marketing, Cross Selling & Up Selling, Customer Retention, Behaviour Prediction, Customer Profitability & Value Modeling, Channel Optimization, Event-based marketing. CRM and Customer Service: The Call Centre, Call Scripting, Customer Satisfaction Measurement. UNIT III Sales Force Automation in Real Estate Industry - Sales Process, Activity, Contact, Lead and Knowledge Management. Field Force Automation. UNIT IV Analytical CRM- Managing and sharing customer data - Customer information databases, Ethics and legalities of data use. Data Warehousing and Data Mining concepts. Data analysis: Market Basket Analysis (MBA), Click stream Analysis, Personalization and Collaborative Filtering. UNIT V CRM Implementation- Defining success factors, preparing a business plan - requirements, justification, processes. Choosing CRM tools: Defining functionalities, Homegrown versus out-sourced approaches. Managing customer relationships: conflict, complacency, Resetting the CRM strategy. Selling CRM internally: CRM development Team, Scoping and prioritizing, Development and delivery, Measurement.

Suggested Readings:
1. Stanley A.Brown: CUSTOMER RELATIONSHIP MANAGEMENT, John Wiley & Sons, Canada,Ltd. 2. Jill Dyche: THE CRM HANDBOOK: A BUSINESS GUIDE TO CUSTOMER RELATIONSHIP MANAGEMENT, Addison Wesley Information technology Series. 3. Patrica 13. Ramaswamy, et al: HARVARD BUSINESS REVIEW ON CUSTOMER RELATIONSHIP MANAGEMENT 4. Kristin L. Anderson & Carol J Kerr: CUSTOMER RELATIONSHIP MANAGEMENT Bcrnd H Schmitt: CUSTOMER EXPERIENCE MANAGEMENT: A REVOLUTIONARY APPROACH TO CONNECTING WITH YOUR CUSTOMERS. 36

4.

HR Essentials for Real Estate Management

Objective: This subject aims to orient the student about Human Resource Management Concepts and
facilitates his understanding of Human Resource Functions in the real estate industry.
UNIT I Human Resources Management-Introduction and Importance-Evolution difference between Personnel Management and HRM- Strategic HRM- role of a HR Manager. UNIT II Human Resources Planning-Objectives-Importance-HRP Process- Manpower Estimation-Job analysis-Job Description-Job Specififaction.Recruitment-Sources of Recruitment-Selection Process-Placement and InductionRetention of Employees. UNIT III Training and Development- Objectives and Needs-Training Process-Methods of Training Tools and AidsEvaluation of Training Programs. UNIT IV Performance Management System-Definition, Concepts and Ethics-Different methods of Performance AppraisalRating Errors-Competency management. UNIT V Compensation Management Concepts and Components-Job Evaluation-Incentives and Benefits.

Suggested Readings:
1. 2. 3. 4. 5. 6. 7. Personnel Management C.B Mamoria Managing Human Resources - R.S. Dwiwedi Human Resources Management Dr.P.C.Pardeshi Human Resources Management Mirza & Zaiyadin Human Resources Management L.M.Prasad Human Resources Management - Ashwathappa Managing Human Resources - Arun Monppa

5.

Real Estate Financing and Valuation

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Objective: In this subject students are provided with the methods and techniques of analyzing the need for commercial property financing, investment and development. The subject aims to ensure that property specialists are able to interact with other corporate finance related professionals.
UNIT I The principle factors affecting the supply and demand for land and building; Principle types of landed property; the interest therein and the outgoings thereon. The valuer- his functions and responsibilities; UNIT II Principles governing the rates of interest for different types of property; calculation of rental values-net income-virtual rent; valuation for sale and purchase of freehold & leasehold properties; UNIT III Rental method of valuation, valuation on land & building basis, valuation for mortgage, valuation for acquisition, valuation for taxation of properties contemporary trends of valuation of property, compensation & betterment levy, dilapidation & depreciation; Easement rights and natural rights, the nature of arbitration and awards.

Suggested Readings:
1. Kahr J. and Thomsett, M.C. (2005), R.E. Mkt valuation and analysis, Wiley Publishers 2. Gelbtuch, H.C. Mackmin, D. and Milgrim, M.R., Real Estate Valuation in Global Markets Amazon Books.

6.

Site Management

Objective: The intent of the subject is to disseminate knowledge about development of land through proper management techniques.
UNIT I

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Land and Property Market- variations and their functioning. Actors, agents and their role in land and property markets. Concepts of Fringe, peri-urban and urban land and the role of actors, agents and other institutions in these markets. UNIT II Contract Management - Model contract agreement form for PMCO; Dispute prevention and resolution methods; Supplier selection and procurement management; Bidding strategy and evaluation system; Evaluation of non-priced features in building contracts; Turnkey contract management, Contract management for lump sum contract, Contrast administration, Model agreement for cost plus contract, Preventive vigilance in construction projects, self-financing contract, defects and disputes in construction contracts, B.O.T. contracts. UNIT III Construction Technology - Prefabricated system for mass housing; Advanced construction technologies and material; Building failures and performance; Selection of construction equipments; Repair and rehabilitation technologies; Preliminary design of multistories buildings; Building substructures; Fast Track construction projects; Low cost housing technologies; Appropriate technologies for various geo climatic conditions. UNIT IV Construction Management - Construction monitoring models and methods; performance evaluation system and models; inventory planning and management; project management concepts tools and techniques; risk management; design management/ value engineering; management information systems; strategy management; coordination and interface management; safety management UNIT V Building Services - Lighting system and design, Noise control and acoustics, Passive design system in buildings, Retrofitting techniques for energy conservation, Infrastructure service systems and management, Building services coordination, Fire safety audit and evaluation system, Energy management and consumption norms, Building service interface and integration, Planning and integration of plumbing, electrical and air conditioning systems, Solid waste disposal management.

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