MBA Class of 2013 Sem 3 Course Handouts.pdf

Index S. No

Syllabus

Page No

1

Business Ethics and Corporate Governance

1

2

Business Strategy - I

7

3

B2B Marketing

10

4

Integrated Marketing Communications

15

5

Marketing Research

19

6

Product Management

23

7

Sales and Distribution Distributio n Management

28

8

Services Marketing

32

9

Customer Relationship Management

38

10

Online Marketing

45

11

Financial Services Marketing

50

12

Banking Management

54

13

Financial Risk Management

60

14

Financial Statement Analysis

65

15

International Finance and Trade

72

16

Investment Banking

76

17

Retail Banking

82

18

Security Analysis

98

19

Wealth Management

103

20

Financial Econometrics

108

21

Competency Mapping and Assessment

111

22

Human Resource Planning

116

23

Industrial Relations and Employment Laws

124

24

Performance Management and Reward Systems

128

25

Training and Development

136

26

Project Management

142

27

Supply Chain Management

146

28

Business Intelligence

151

Business Ethics & Corporate Governance Program: MBA Class of: 2013 Semester: III

Course Code: SL GM 602 Sessions: 33 Credits: 3

Course Objective To help students understand the nature of Business Ethics and issues in Corporate Governance and application of these very important aspects to the contemporary Indian scene

Text Book Book

AUTHOR / PUBLICATION

Business Ethics & Corporate Governance

A.C. Fernando, Pearson Education

Reference Books Books

Author / Publication

Business Ethics: Concepts and Cases

Manuel G. Velasquez, Pearson Education, 7th edition

Corporate Governance

Erik Banks, Macmillan, 2004

Detailed Syllabus S.No 1

Topic Business Ethics

Description Introduction to Business Ethics, Ethics, Morals & Values, Concepts of Utilitarianism and Universalism – Universalism  – Theory  Theory of rights, theory of Justice – Justice – Virtue  Virtue ethics – ethics – ethics  ethics of care – care – Law  Law and Ethics - The Nature of Ethics in Management- Business Standards and Values - Value Orientation of the Firm.

2

Typical Problems in

Environmental Pollution & Society - Marketing Ethics (in

Business Ethics

Products, Pricing, Promotion and Place) and Consumer protection – protection – Ethics  Ethics in Human Resources management (Recruitment and promotion policies, Working Conditions,, Down Sizing Workforce), Ethical issues at the top management, Ethics in financial markets and investor protection – protection – Ethical  Ethical responsibility towards competitors and

1

business partners. 3

Corporate Social

A Historical Perspective from Industrial Revolution to Social

Responsibility

Activism – Activism – Current  Current CSR practices of the firms in India and abroad.

4

Complexity of Ethical

Conflicts in decision making from ethical and economic point

Issues

of view- Ethical Dilemma - Solving ethical dilemma Managerial integrity and decision making.

5

Ethical Leadership

Personal Integrity and self development – development – wisdom  wisdom based leadership.

6

Corporate Governance

History of Corporate form and models - Corporate Objectives and goals, Ownership pattern – pattern – Issues  Issues in managing public limited firms – firms – Agency  Agency problems.

7

Nature & Evolution of

Global

and

National

Perspectives  –   –  Global

Corporate

Corporate Governance

Governance models - Anglo American and Relationship model (Germany, Japan and France)- Claims of Various Stakeholders Why governance  –   –  Changes in eighties - Cadbury Report, Hampel Report and OECD Committee Recommendations  – SOX Act.

8

Internal Corporate

Board of Directors— Directors— Functional Committees of Board; Code of

Governance

conduct, whistle blowers.

Mechanism 9

External Corporate

Regulators, Gate keepers, Institutional Investors, Corporate

Governance

raiders

Mechanism 10

Corporate Governance Ratings

11

Corporate Governance

corporate form in India 50s to 90s  –   –  developments in

in India

Corporate Governance in India in nineties and 2000s  –   –  CII, Kumaramangalam, Narayanamoorthy, Naresh Chandra, JJ Irani Committee reports  –   –  Legal and Regulatory Changes  – introduction and modification of Clause 49, - Corporate governance in practice in India

2

Session Plan Session

Topic

No. 1

Introduction to

Concepts

Case title along

Covered

with ref no.

Reading material

Introduction

Business Ethics 2

Introduction to

Ethical frameworks

Business Ethics

Ethical Frameworks for Management

Principles in

(HBS: 9 384 105)

Business

Chapter 2. Ethical

In Business Ethics: Concepts and Cases by M. G. Velasquez 3

Introduction to

Ethical frameworks

Same as above

Same as above

Ethics & values

2. Ethical Values of the

Same as above

Business Ethics 4

Introduction to Business Ethics

Murugappa Group: A Case Study ((ICFAI Journal of Corporate Governance, Vol. 8, No. 2)

5

Typical

Marketing ethics

3. On Weldon’s watch:

Chapter 4. Ethics

problems in

recalls at Johnson &

in Marketplace

Business Ethics

Johnson

In Business

(HBS: 9 311 029)

Ethics: Concepts and Cases by M.G. Velasquez

6

Typical

Ethics in

4. Martha McCaskey

problems in

Operations

(HBS 9 403 114)

Ethics & HR

5.Hitting the Wall: Nike &

Same as above

Business Ethics 7

Typical problems in

International Labour

Business Ethics

Practices

Same as above

(HBS 9 700 047) 8

Typical

Intellectual

6. Hollywood in India (A)

problems in

Property Issues

(HBS 9 711 017)

Ethics & business

Video Clip from the

Same as above

Business Ethics 9

10

Typical problems in

documentary ‘The

Business Ethics

Corporation’ 

Typical

Ethics, Business &

3

Three small videos related

Same as above

Same as above

problems in

Society

to Vedanta’s

Business Ethics 11

Corporate

Niyamgiri project 

CSR

7.State Grid: Corporate

 An Indian

Social

Social Responsibility

Perspective of

Responsibility

(HBS 9 410 141)

Corporate Social Responsibility in

HRM Review Jan 2008 12

13

Corporate

CSR Ratings

Karmayog’s Rating of CSR

Study of website

Social

activities of

www.karmayog.c

Responsibility

Indian firms

om

Complexity of

Role of business in

8.Royal Dutch Shell in

Ethical Dilemma:

Ethical issues

society

Nigeria (A)

Managerial View

(HBS 9 399 126)

In MBA Review Jan 2007

14

Complexity of

Individual vs. client

9. Exit Strategy (HBS N9

Ethical issues

and Organisation

311 075)

Same as above

conflicts 15

Complexity of

Ethical dilemma

Clipping from the Hindi

Ethical issues 16

Ethical

Same as above

movie ‘Corporate’ 

Ethics & leaders

leadership

10. Hewlett Packard

Role of Ethics in

company: CEO succession

Leadership:

in 2010 (HBS 9 411 056)

Leading by Setting Examples

in Effective Executive July 2005 17

CG: History of

Rationale for

11.Mergers &

 Agency Theory

Corporate form

Corporate

Acquisitions: legal

and Managerial

& models

Governance

context: basic framework

Rewards:

for Corporate Governance

Effective

(HBS 9 803 200)

Executive March 2003

18

CG: History of

Basic models

12. Note on Corporate

Corporate form

Governance Systems: US,

& models

Japan & Germany

Same as above

(HBS 9 292 012) 19

Corporate

CG in practice

13.Action Aid

Governance:

International

History of Corp.

(HBS 9 311 004)

form & models

4

Same as above

20

Nature &

CG, restructuring

14. Marriott Corporation

Chapter 1:

Evolution of

and responsibilities

(A)

Governance

Corporate

to stakeholders

(HBS 9 394 085)

Governance

Redefined in the

book titled Corporate Governance by Erik Banks

21

Nature &

Improving board

15.Measuring &

Evolution of

performance

improving performance of

Corporate

corporate boards using

Governance

Balanced Scorecard

Same as above

(HBS B 0303 D) 22

Nature &

The road ahead

16.The future of

Evolution of

Corporate Governance

Corporate

(HBS BEP 029)

Same as above

Governance 23 24

Internal CG

Managerial

17. A letter from prison

mechanisms

responsibility

(HBS 9 110 045)

Internal CG

Processes &

18.Accounting fraud at

mechanisms

changes to prevent

Worldcom

frauds 25

(HBS 9 104 071)

Internal CG

Internal decision

19. Internal governance &

mechanisms

making & oversight

control at Goldman Sachs (HBS 9 904 026)

26

External CG

Role of investors

20. The Hermitage Fund –

Chapter 3:

mechanisms

and the media

the media &CG in

External

Russia (HBS 9 703 010)

Governance Mechanisms

in the book titled Corporate Governance by Erik Banks 27

28

External CG

Steps taken

21.Corporate reforms in

mechanisms

institutionally to

the USA

improve CG

(HBS 9 304 091)

External CG

Challenges in

22. International

mechanisms

standardising

Accounting Standards

across

Board (IASB) at a

countries

crossroads (HSB 9 111 084)

5

Same as above

Same as above

29

CG Ratings

Presentation of

Corporate

group assignment

Governance Ratings: Saviour of the Stakeholders?

ICFAI Reader July 2004 30

CG Ratings

Presentation of

Same as above

group assignment

31

CG in India

Study of Indian CG

23.Company Governance

Revitalizing

practices

 –fulfilling broad mission &

Clause 49

purpose :What the India

Portfolio

way can teach us

Organizer Feb

(HBS 5821 BC)

2006 The Changing Face of Familyowned Business in India,

ICFAI Journal of Business Strategy , June 2004 32

CG in India

Study of Indian CG

Same as above

Same as above

An example of a

24.Corporate Governance

Same as above

proactive Indian

in Infosys (ICMR-

company

BECG038)

practices 33

CG in India

EVALUATION #

Component

Weightage

1

Class Participation

40% - 2 instalments of 20% each

2

End Term Exam

30%

3

Group presentation

20%

4

Individual assignment

10%

Total

100%

6

Business Strategy- I Program: MBA Class of: 2013 Semester: III

Course Code: SLGM611 Credits: 3 Session: 33

Course Objective: To introduce the concepts of Strategic planning, competitive advantage, strategy formulation and the process of strategy development.

Text Book Book Title Exploring Corporate Strategy

Author, Publication & Edition Kevan Scholes & Jerry Johnson, Prentice Hall of India

th

7  edition,

Reference Books Book Title Crafting and Executing Strategy-The Quest for Competitive Advantage Strategic Management

Author, Publication & Edition th Thompson, Strickland, Gamble and Jain. 14  Edition (2006,  – Tata McGraw Hill. John A Pearce II, Richard B Robinson JR, All India Traveller Bookseller, 2000

Competitive Strategy Competitive Advantage:

Michael E Porter, The Free Press, New York, 1980 Michael E Porter, The Free Press, New York, 1985

Detailed Syllabus S.No 1

Topic Introduction to Business Strategy

Description Contributions of Leading Management Gurus. The nature of strategy and strategic decisions  –  characteristics of strategic decisions  – levels of strategy  – vocabulary of strategy. Strategic Management  –  the strategic position  –  strategic choices  – strategy into action.

2

Understanding Strategy Development

Strategy Development Process in organizations, Intended & Emergent Strategies, Strategic planning systems  –logical incrementalism  –  the learning organization, multiple processes of strategy development. Strategic leadership, Strategic drift  – strategic management in uncertain conditions.

3

The Strategic Position

The environment  –  the Macro environment  –  the PESTEL framework – structural drivers of change – differential impact of

7

environmental influences  –  scenario building. Industries and sectors  –  sources of competition  –  the five forces framework  – the dynamics of competition  –  strategic groups. Organizational fields. Markets  –  market segments, Critical success factors. Opportunities and threats – strategic gaps – SWOT. 4

Strategic Capability

The strategic importance of resources  –  available resources  – threshold resources  –  unique resources, resources & competencies, capabilities, characteristics of capabilities, value chain and value activity network, activity maps.

5

Communicating organizational purposes Corporate level & International Strategy

Mission Statements  –  objectives, corporate values

6

strategic

leadership  –

: Identifying SBUs, the corporate portfolio growth share matrix – BCG, GE, The portfolio manager & synergy manager, Product – market diversity-related and unrelated diversification, international diversification and strategy. Product –market diversity-related and unrelated diversification, international diversification and strategy

Session plan Session No 1

Topic

Case Title, Source and page/case reference

Introduction to Business Strategy

What is strategy? By Michael E porter. (HBS article) Ice-Filli (HBS 705441) Boston Teacher Residency: Developing a strategy for long term impact. (HBS 309043). a)GE's Two-Decade Transformation: Jack Welch's Leadership (HBS-9399150) b) GE’s growth strategy: The immelt initiative (HBS-9306087); Bill Gates and Steve Jobs (HBS-9407028). The five competitive forces that shape strategyBy Michael E porter. (HBS article) a) Cola wars: Going global (HBS-9709451); b) Cola wars continue: Coke and Pepsi in 2010 (HBS-711462). b) Delta Airlines (A)-The low cost carrier threat. (HBS-9704403); Delta Airlines (B.(HBS-9704439) c) Teva Pharmaceutical Industries. (HBS707441) d) Global Wine War 2009: New World versus Old. (HBS 910405).

2 3 4-5

6 7-8

9-10

11 12

Understanding Strategy Development

The Strategic Position

8

Reading Material Chapter 1 (Text Book)

Chapter 11 (Text Book)

Chapter 2 (Text Book)

13 14

Strategic Capability

15 16-17

Communicating organizational purposes

18-20

21-22

Corporate level & International Strategy

23-24

TCS: The MCA 21 Project.(HBS-9609024) HNA Group: A miracle in Civil Aviation.(HBS9705426) Altech…Naturally. (HBS-9508033). Corporate Values & Mission Statements. Atlantis Paradise Island Resort casino: Improving performance with a new vision and Mission (HBS9810140). Google Inc. (HBS-910036) Apollo Hospitals: First world Healthcare at Emerging-Market prices.(HBS-9706440); China Construction America (A): The Road Ahead.(HBS-911408)

25-26 China Construction America (B): The Baha Mar Resort Deal.(HBS-911411) 27-28 House of Tata: Acquiring a Global footprint (HBS 9708446) 29-30 Arcor: Global Strategy And local turbulence (HBS-710407). 31-32 33

Wrap up session

Evaluation Plan #

Component

Weightage

1

Class Participation

40%

2

End Term Exam

30%

3

Group presentation

20%

4

Individual assignment

10%

Total

100%

9

Chapter 3 (Text Book)

Chapter 4 (Text Book)

B2B Marketing Program: MBA Class of : 2013 Semester: III

Course Code: SL MM 603 Sessions: 33 Credits 3

Course Objective: The course highlights the similarities between consumer goods and business to business marketing and explores in depth point of departure, particular attention is given to organizational buying behavior, market analysis, customer relationship management, supply chain management and ensuing adjustments required in marketing strategy elements used to reach organizational customers. The course presents a managerial rather than descriptive treatment of business marketing.

Text Book Book Title rd Business Marketing(3 Edition)

Author, Publication & Edition F.Robert Dwyer, John F. Tanner Tata McGraw Hill Edition 2008

Reference Books Book Title 1.Industrial Edition)

Marketing

(2

nd

2. Business Marketing

Author, Publication & Edition Robert R. Reeder, Edward G. Briety, Betty H. Reeder. Learning Private Limited

PHI

Michael D. Hutt, Thomas W. Spech 9 Edition, Cengage Learning

3. Industrial Marketing Edition)

(2

nd

Krishna K. Havaldar Tata McGraw Hill Publishing

Detailed Syllabus S No 1

Topic

Description

Introduction to Business Marketing

2

The Character Business Marketing

3

The Function

Different types of Business markets and the demand of business products and services. The importance of business markets and the various relationships and coordination Relationship Developmental process and effectiveness of price for coordinating business transactions to create value. Effective purchasing and materials management and various processes used to evaluate vendors and their offerings. The significance of purchasing philosophy and the various trends in purchasing.

of

Purchasing

10

4

Organizational Behavior

5

Market Opportunities: Current and Potential Customers Marketing Strategy

6 7

8

9

10

Buying

Weaving Marketing into the Fabric of the Firm Developing and Managing Products: What do customers want? Business Partnership Channels: Partnership for Customer Service

11

Creating Customer Dialogue Communicating via Advertising, Trade Shows and PR.

12

The One-to-One Media

13

Sales and Management

14

Pricing and Negotiating for Value

15

Evaluating Efforts

16

Customer Retention and Maximization

Sales

Marketing

Prominent Theories of Organizational buying behavior and the impact of risk. The sales strategies employed in organizational buying and the customer relationships. Customer research and segmenting business markets on various criteria and the evaluation of the potential of these segments. Key elements of a business strategy and nature of competitive advantage. Importance of Internal partnerships and the partnering process within an organization. Product Life Cycle Approach and the various stages of the product development process.

The various functions of a marketing channel, the role of the intermediaries and the Importance of managing channel relationships and coordinating channel activities. Understanding the process of customer relationship management. Various types of Advertising used by organizations and setting up an ideal marketing mix of sound public relations and trade show strategy. Essence of the various one-to-one media, their appeal and the synergies obtained by combining them in marketing communication programs. Role played by the sales’ strategic communication, various organizational structures used to manages sales and sales force performance evaluation. Designing frameworks for pricing decisions, key activities in pricing decision, role of inventory control and the various financial rudiments of pricing. Importance of Information and Control Systems and the various tools of control used in organizations. Managing customer relationships and customer retention.

11

Session Plan

Sessions Topic

Case Title, Source page/case referenceHBS cases / PID- product Id No.

and

Ring Medical (1), (2)

Introduction to business marketing

PID-589046 YOP:1983

(3),(4) Purchasing Function

(5),(6)

Market Opportunities and developing and managing products

Free Markets online PID: 598109 YOP: 1998

Reading Material

Ch.1,2 and 9. HBR article discussion “Blurring the lines, why it is time to rethink marketing by Yoram Wind PID: POT068

Ch 3

Emotiv Systems Inc: Its Thought that Count Ch. 5,8

PID: 510050 YOP: 2009

Ch.5 and HBR article discussion “Segmenting customers in mature industrial markets: an application” by V. Kasturi Rangan PID: 9594089

Color Kinetics 7

Market Opportunities

PID: 501077 YOP: 2001

(8),(9)

(10),(11)

Organizational buying behavior sales and Sales management

Siebel systems Anatomy of sale (A,B,C) PID: 503021, 503022, 503023 YOP:2000

Organizational Buying Behavior

-

12

Ch.4,13

HBR article discussion “Industrial buying behavior” by Raymond Corey PID: 9582117

Loctite Corporation PID: 9581006 YIP: 1980

Ch. 8

Bose Corporation : The JIT Program(A) PID: 694001 YOP: 1991

Ch. 2,3,7

(16),(17)

Developing and Managing Products

Precise Software Solutions PID: 503064 YOP: 1999

Ch. 8

(18),(19)

Developing and Managing Products

Signode Industries Inc. PID: 586059 YOP: 1982-84

Ch.8,14

(20),(21)

Business Marketing Channels

Atlas Copco A,B.C PID: 588004, 588020,588021 YOP: 1986

Ch. 9

(22),(23)

Business Marketing Channels

Centra Software PID: 9502099 YOP:2002

Ch. 9

HP Imaging Systems PID: 593080 YOP: 1994

Ch 9,13

Atlantic Computer PID: 2078 YOP: 2007

Ch. 14

(12),(13)

(14),(15)

(24),(25)

(26),(27)

Developing and Managing Products

Purchasing Function Character of Business Marketing Wearing Marketing into Fabric of the firm

Business Marketing Channels Sales and Sales Management

Pricing

13

(28),(29)

(30),(31)

31,32,33

Pricing

Communication Sales Management Business Channels Marketing Strategy Evaluating Marketing Efforts

Cumberland Metal Industries PID: 581004 YOP: 1985

Ch.11,14,19

Rohn Haas: New Product Marketing Strategy PID:9587005 YOP:1993

Ch. 15,11,9,6

HBR article discussion “Reverse Auctions Industrial Marketing” by Larry R. Semltzer

Reverse Auctions

Evaluation Plan CP Component

50

NCP Components

20

End Semester Exam Total

30 100

14

Integrated Marketing Communications Program: MBA Class of: 2013 Semester: III

Course Code: SL MM 605 Credits: 3 Session: 33

Course Objectives To enable students build a sound theoretical and practical understanding of Integrated Marketing Communication and its relevance in the current context . To enable students to create a fully Integrated Marketing Communications plan for a specified product or service offering. To enable students to grasp the importance of consumer behavior and objective targe t audience selection for effective communication strategies. Develop the ability to write effective creative and media briefs for communications campaigns. Learn to assess suitability of elements of the marketing communications mix for specified objectives. Build ability to analyze Marketing Communication Material wrt. past, current and future communication efforts. To build an appreciation for the new age media such as the mobile, web 1.0 and web 2.0 Critically evaluate strategic communication options and the implications of their implementation. Draw on academic articles and cases for better understanding of issues.

Text Book Book Title Advertising and Promotion

Author, Publication & Edition th George Belch, Michael Belch and Keyoor Purani, 7  Edition, Tata McGraw-Hill Publication Co.

Reference Books Book Title Principles of Advertising and IMC Integrated Advertising, Promotion, and Marketing Communication Advertising Management Marketing Communications: An Integrated Approach

Author, Publication, Edition nd Tom Duncan, 2  Edition, Tata McGrawhill nd Kenneth E. Clow and Donald Black, 2  Edition, Prentice Hall India Rajiv Batra, John G Myers and David Aaker, Pearson Education, 2002 th P.R. Smith and Jonathan Taylor, 4  Edition, Kogan Page, 2005

15

Detailed Syllabus S No

Topic

Description of topic

Role of Integrated Marketing Communication in Marketing, the Promotional Mix

What is integrated marketing communication? What communication tools are used by marketers to communicate? Why its role and importance in the marketing process? Situation Analysis. The process of Segmenting, target ing and positioning for developing right communication strategy. Duties performed by the ad agency. Various departments and its functions, managerial levels in ad agency. Support services and other special communication agency. Types of compensation to ad agency. Basic model of communication Role of source, message and channel factors in the communication process. Setting budgets on the basis of communication objectives Different ways of communication budgeting Role of creativity in advertising strategy The creative process Different advertising appeals and its role in creative strategy Creative tactics for different communication channels Deciding right choice of media based on target market and creative strategy Brand and Category Development index and its role in Media Strategy Types of Media Scheduling Setting media budget Role, Strategy and Evaluation of Broadcast Media Role, Strategy and Evaluation of Print Media Role, Strategy and Evaluation of other support media Role, Strategy and Evaluation of Direct Marketing Role, Strategy and Evaluation of Internet Media Role, Strategy and Evaluation of Sales Promotion Role, Strategy and Evaluation of Public Relations and Publicity and Personal Selling Measuring effectiveness of various advertising and promotional programs Methods of measuring effectiveness Deciding on when and how to take corrective steps Challenges involved in advertising brands across the globe

Role of Ad Agency

Communication Process

Budgeting

Creative Strategy

Media Strategy

Mix Functions

Control

International Advertising and Promotion

16

Role of culture in advertising Global Vs. Local advertising strategy Role of regulation bodies like FTC, FRA Deceptive advertising and its legal implications Advertising and its impact on culture Ethical advertising and considering its impact on society, culture and children.

Regulations and Ethics in Advertising

Session Plan S.No.

Session

Case

Topic 1

Situation Analysis, Communication Functions & Integration Segmenting, Targeting & Positioning   Branding

2

Readings 1-2

3-4

5 Agency Functions

3

Communication Process, Source Factors

4

6-7

8-9 Objective setting based on AIDA model, Hierarchy of Effects framework and DAGMAR

5

Media Strategy

3. Amelia Rogers at Tassani Communications {HBS, 1995: 9492-034} Role Plays, Advertisement, Creative Writing etc 4. Metabical: Positioning and Communication Strategy for new Weight Loss Drug {HBP Brief Case, 2010: 4240}

Chapter Reading: 1, 2 and 4

Chapter 3

Chapter 5 Urbany, Joel E and Davis, James H. “Strategic Insightsin three circles).” Harvard Business Review,

Chapter 6 and Chapter 7 10-11

5. Reliance Baking Soda: Optimizing Promotional Spending {HBP Brief Case, 2009: 4127}

Chapter 7 (Pgs. 275 – 304)

12-13

6. Suave (C) {HBS, 1994: 9-585019}

Chapter 10

Budgeting 6

1. Cunard Line Ltd: Managing Integrated Marketing Communications {HBS,1994: 9594-046} 2. Kingsford Charcoal {HBS,2006: 9-506-020}

17

7 Communication Strategy

8

13-14

7. PSI India: Will Balbir Pasha Help Fight Aids (A) and (B) {HBS, 2007: 9-507- 032}

15-16

8. Mountain Dew: Selecting New Creative {HBS, 2001: 9-502040}

17-18

9. Inside Intel Inside {HBS, 2005: 9-502-083}

19-20

10. Bank of America Sports Sponsorship {HBS, 2009: 9901406}

Mix Functions

9

10

11

International Communication Advertising Regulations, Social and Ethical aspects of advertising

Chapters 11 - 18

21-22

11. Hasbro Games – POX (A) and (B) {HBS, 2005: 9-505-046}

23-24

14. Online Marketing at Big Skinny {HBS, 20011: N9-911-033} 12. Chevron Corporation: Corporate Image Advertising {HBS, 1993: 9-591-005}

25 Control and Measurement

Chapter 6, 8 and9

26

27-28

29-31

13. MedNet.Com Confronts “Click Through” Competition {HBP Brief Case, 2007: 2066} 15. Hienken N.V: Global Branding and Advertising {HBS, 1998: 9-596015} Ad show-real, newspaper clippings, class activity

Chapter 19

Chapter 20

Chapter 21 & 22

Evaluation Plan Components

Weightage %

1

Class participation (Individual)

35 Marks

2

NCP (Mini Projects / Exercises/ Written Case Analysis/Test)

20 Marks

4

Final project (Group)

15 Marks

5

End Term (Individual)

30 Marks Total

18

100 Marks

Marketing Research Program: M.B.A Class of: 2013 Semester: III

Course Code: SL MM 601 Credits: 03 Session: 33

Course Objective Explores the role of marketing research in marketing management and demonstrate what marketing research can do for marketing decision-making. The course will develop the skills necessary to do independent marketing research (Problem Identification, Research Design, Data collection, Data analysis, and communicating research results). To do hands-on tasks to perfect their understanding of methods for collecting, analyzing, and summarizing data pertinent to solving marketing problems.

Text Book Book Title Marketing Research

Author, Publication & Edition Naresh K. Malhotra and Satyabhusan Dash, Pearson th Education, 6  Edition

Reference Books Book Title Marketing Research : Concepts & Cases

Author, Publication & Edition Rajendra Nargundkar, Tata Mcgraw Hill Education Private Limited

Marketing Research : A South Asian Perspective

G.A. Churchill Jr., D. Iacobucci, D. Israel, Cengage Learning, 2009

Detailed Syllabus S.No 1

Topic Introduction to marketing research and problem definition

2

Research Design

3

Data Collection Methods and Instruments

Description Role of marketing research Process of marketing research Problem Formulation Types of research Designs Exploratory research, Descriptive and Causal research Secondary and Primary data Collecting Primary Data Communication Methods – questionnaire Designing the questionnaire Designing the observation form Designing the discussion guide for qualitative studies

19

4

Sampling & Data collection

5

Qualitative Research Methods

6

Multivariate analysis Techniques

7

Marketing Engineering

Measurements and Scales Comparative and Non Comparative Scaling Techniques Sampling basics, Probability and Non Probability Sampling Sample Size determination Non sampling errors Response Rate its calculation and improvement Preparing data for analysis - Editing, Coding, handling missing values Introduction to analysis packages (SPSS/SAS) Group Interview, Focus Group Discussion Content Analysis Projective Techniques Multiple Linear Regression Three group Discriminant analysis Multinomial Logistic Regression Factor analysis Customer Value Assessment and Valuing Customers: Learning to Calculate Customer Lifetime Value Segmentation, and Targeting using Factor Analysis, Regression and Cluster Analysis Positioning using Perceptual Map New Product Design using Conjoint Analysis Product Forecasting using Bass Model & Assessor Resource Analysis

Session plan

Sessions No

Topic Details

Role of marketing research, Process of marketing 1

research and Problem Formulation

2

Research Design

3

Data Collection Methods and Instruments

Case Title / Source

TrueEarth Healthy Foods: Market Research for a New Product Introduction (HBS Brief Case no 4065) Marvel Enterprises Inc. (Abridged) (HBS Case no. N9-511-097) Harvard Graduate Student Housing Society (HBS Case no 9-505-059)

20

Readings / Source

Simulations /workshops Exercises /Role plays /Teaching Note /source

Malhotra Ch. 1,2,3

The Market Research Encyclopedia (EBSCO)

Malhotra Ch. 4

Malhotra, Ch. 7, 8, 9, 10.

4

5

Sampling Procedures, Sampling Size Determination, Field procedures and Non sampling Errors Qualitative Research Techniques I

6-8

Multiple Regression

9-10

Discriminant Analysis

11-12

Factor Analysis

13-14

Logistic Regression

16-17

18-19

21-23

Store 24(A): Managing Employee Retention (HBS Case no 9-602-096)

Malhotra, Ch. 11, 12, 13

Exercise/Faculty

Faculty Notes

Store 24(A): Managing Employee Retention (HBS Case no 9-602-096) Case 3.3 Kimberly –Clark: Competing Through Innovation (Naresh Malhotra pp. 798-804) Marketing Dilemma for Elan Jeans Brand (CDC Case) Product Convergence and Customer Segments (CDC Case)

Customer Value Assessment and Valuing Customers: Learning to Calculate Customer Lifetime Value Segmentation, and Targeting using Factor Analysis, Regression and Cluster Analysis Positioning using Perceptual Map MSA: The Software Company – Planning the AMAPS Product Line (HBS Case no. 9-590-069)

Malhotra, Ch. 18

Malhotra, Ch. 19

Malhotra , Ch. 20

Malhotra, Ch. 21

Malhotra, Ch. 22

Simulation (using ME Excel)

Malhotra, Ch. 22

Simulation (using ME Excel)

Malhotra Ch. 23

Simulation (using ME Excel)

Malhotra, Ch. 24

Simulation (using ME Excel)

24-26

New Product Design using Conjoint Analysis

27-29

Product Forcasting using Bass Model & Assessor

Malhotra, Ch 25

31-33

Resource Analysis

Malhotra, Ch 26

21

Exercise/Acti vity

Simulation (using ME Excel) Simulation (using ME Excel)

Evaluation Plan S No 1 2 3 4 5

Component Class Participation Projects Mid Term Test WAC1 + WAC 2 End Term

22

Weightage 30 20 10 10 30

Product Management Program: MBA Class of: 2013 Semester: III

Course Code: SL MM 610 Sessions: 33 Credits: 3

Course Objectives To equip students with advanced concepts and practices of modern product management and provide a basis for understanding different product related issues in marketing starting from new product development to product deletion strategies To understand branding & packaging issues and develop an overall idea about managing products and services effectively. To provide a platform for a holistic view of the product management function, with an objective of creating value and building customer satisfaction. The course also aims at enriching the students about product portfolio with an objective of building interdisciplinary approach to understanding marketing function.

Text Book Book Title Product Management

Author, Publication & Edition Donald R Lehmann and Russel S Winer, TMH Edition, 2010 Reprint

Reference Books Book Title 1. New Products Management

Author, Publication & Edition C. Merle Crawford & C. Anthony Di Benedetto, Mc Graw Hill

2. Product Strategy and Management

Micheal Baker and Susan Hart, Pearson, 2nd Edition

3. The Product Manager’s Hand Book

Linda Gorchels, TMH, 2012

23

Detailed Syllabus S.No 1

2

3

4

5

Topic

Kinds

of

Description

Marketing

Product focused, market focused and functionally focused

Organizations

organizations and their relevance

Interfaces, roles and

Various interfaces of product manager within and beyond

responsibilities

organization, emphasizing product management as an

of

Product Manager

interdisciplinary function

Marketing

Definition, 0bjectives, components of marketing plan, steps in

Planning

Process

marketing planning process

Defining Competitive

Various levels of competition, various empirical and non-

set

empirical methods for determining competition

Category

Porter’s five forces, aggregate market factors, SLEPT factors

Attractiveness Analysis

6

Competitor Analysis

Various methods to assess competitor’s current objectives and strategies. Sources of identifying information about competitors, competitors’ differential advantage analysis

7

Customer Analysis

Customer segmentation: criteria and methods, sources of customer value, customer purchase and usage patterns. Models to determine customer value

8

9

10

Market Potential and

Various methods to determine market potential and sales

Sales Forecasting

volume / value

Developing

Product positioning, brand equity, managing product over

Product

Strategy

product life cycle

New Products

Line extensions, brand extensions. Steps, ideas for new product development

11

Product decisions

Pricing, advertising, promotion decisions, channel management marketing.

24

Session Plan Session No.

1

Topics

Case title / Source HBS case PID  –Product ID no

Reading Material / Chapter(s) mapped from prescribed text

Kinds of marketing organizations and their relevance in different contexts

Bausch & Lomb: Regional Organization, PID:9-594-056

Ch.1

Interfaces of a Product Manager, Journal of Marketing, 2

Interfaces, roles and responsibilities of Product manager

1969, Vol 33, pp. 33 -36.

Research Papers(2) The Changing role of Product Manager, Journal of Marketing, 1975, Vol 39, pp. 3 -11.

3,4

5,6

7,8

9,10

Marketing planning process and control, defining competitive set Category attractiveness, customer analysis Defining competitive set, competitors' analysis Customer analysis, developing product strategy, product pricing decisions

Gillette Personal Care Division: Marketing Planning and Control, PID: 9-587-099

Ch. 2

net. Genesis, Inc PID: 9-500-009

Ch. 3, 5

Robert Mondavi and Wine industry PID: 9-302102

Ch. 4, 5

BioPure Corporation PID: 9-598-150

Ch. 6,8,10

Ch. 7

Ch. 7, 10

11, 12

Sales Forecasting

Forecasting the adoption of new product PID: 9-505-062

13,14

Product pricing and packaging decisions, market potential assessment and sales forecasting

Metabical pricing, packaging and demand forecasting for a New Weight Loss Drug PID: 4183

25

15, 16

Product Strategy: product positioning and Product life cycle concerns

Clean Edge Razor: Splitting hairs in Product Positioning PID: 4249

Ch. 8

17, 18,19

New product development, product channel and communication decisions

BioCon: Launching a new cancer drug in India PID: 9-508-026

Ch. 9, 10, 13

Product promotion decisions

Charles Schwab & Co. Inc: The “Talk to Chuck” Advertising Campaign PID: 9-507-005

Ch. 11

Heineken.N.V.: Global Branding and Advertising PID: 9-596-015

Ch. 8,11

Culinarian Cookware: Pondering Price Promotion PID: 4057

Ch. 12

Good Year: The Aquatred Launch PID: 9-500039

Ch. 13

20,21

22,23

24,25

26,27

28, 29

30,31

32,33

Marketing communication and brand building process Evaluating opportunities and risks of price promotion Managing channels: Channel conflict, challenges in maintaining multiple channels Marketing Metrics: Financial metrics, Marketing mix metrics

Giant Consumer Products: The Sales Promotion Resource Ch. 15, 16 Allocation Decision PID: 4131 Rosewood Hotels and Marketing Metrics: Resorts : Branding to increase Customer based profitability and Life time Ch. 14, 16 metrics Value PID: 2087 last sessions reserved for discussing contemporary developments in product management

26

Evaluation Plan Sl. No.

Component

Weightage

CP Components 1

First Evaluation

(after 11th session)

10

2

Second Evaluation (after 22nd session)

15

3

Third Evaluation

15

(after 33rd session)

NCP Components 4 5

Project

30

End Semester

30

Total

100

27

Sales & Distribution Management Program Class of Semester

MBA 2011-13 III

Course Code: SL MM 606 Credits: 3 Session: 33

Course Objective: To enable students understand the varied dimensions of Sales & Distribution Management in the context of a dynamic and evolving market environment. At the end of the course the student should be in a position to understand, analyze and interpret different dimensions of sales and distribution management and should be confident of facing a tough and challenging external environment independent of the industry he /she joins after t he MBA program.

Text Book Book Title

Author, Publication & Edition

Management of Sales Force

Spiro,Stanton, Rich –11  edition Tata McGraw Hill

Marketing Channels

Coughlan, Anderson, Arin, Stern and Ansary, 7  Edition, Prentice Hall of India

th

th

Reference Books Book Title

Author, Publication & Edition

Selling & Sales Management

David Jobber, Geoff Lancaster, Prentice Hall, 8  Edition

th

Detailed Syllabus Sl No.

Topic

Topic description / objective Sales Management

1.

Introduction to sales

2.

Role of the sales person

3.

Selling skills Recruiting and Selection of Sales force Sales Training Programs Motivating sales force through incentives and

4. 5. 6.

Introduce the topic of selling and sales management to the students To introduce the students to the role and importance of a sales person to the organization To impart basic selling skills to students ( 7 steps of selling) To highlight the process of recruitment and selection To highlight the importance of training sales force To discuss the different methods and formats of incentivizing the sales force and help students plan for

28

7. 8.

rewards Understanding the Sales Organization Setting sales quotas and forecasting

9.

Controlling the sales effort and control

10.

Sales Territory Management

programs in different contexts To understand different types of sales structures – the advantages and disadvantages To understand different types of quotas and ways and methods of implementing quotas To discuss ways and means of having a control on sales for ce in an organization. The benefits of having controls and optimizing resources Methods of dividing the market into territories

Distribution Management 11.

Introduction to distribution Management

12.

Selection of channels

13.

Motivating channel partners

14.

Logistics Management

15.

Wholesaling and Retailing

16.

Physical Transportation and Warehousing

To understand the basics of distribution management To understand the types of channels, key issues in distribution strategy To understand the factors affecting channel member performance and ways of motivating them Functional areas of logistics To understand the different facets of w holesaling and retailing To understand the impact of different players in the supply chain and logistics process

Session plan Session

Topic

No

Case Title, Source HBS code and page/case reference

Reading Material

Sales Management 1

Introduction to sales

2

Role of the sales person

3

Selling skills

Discussion of different sales roles during Summer internship (9) – 507-039 Dec 2006 The Effective Sales Executive Rosewood Hotels and Resorts, HBS Case / Demo on Personal Selling 2087 June 2007

29

Chapter 6, Text book 1 (page 170)

Chapter 6, Text book 1 (page 170) Chapter 1 and 6 from Text book 1 (page 1 and page 170)

4/5

Recruiting and Selection of Sales force

6

Sales Training Programs

7/8

Motivating sales force through incentives and rewards

9 /10

Understanding Organization

11 / 12

Setting sales forecasting

13 / 14

Controlling the sales effort and control

15/16

Sales Territory Management

the

quotas

Sales

and

Sales Force Integration at Fed Ex (A), HBS Case (9) – 506-029 Digital Think : Building a Sales Force, HBS Case (9) - 898  –  193 June 1999 Digital Think : Building a Sales Force, HBS Case

Page 288 (Text book 1)

DBK : The Power of Direct Sales, HBS Case 4284 April 2011 Digital Think : Building a Sales Force, HBS Case  – revisit S1 Corporation, HBS Case (9) – 597 – 044 July 1999 Class Group Exercise

Page 411, page 205 (Text book 1)

Page 366 (Text book 1)

Page 366 (Text book 1)

Page 366 (Text book 1)

Page 411, page 426 (Text book 1) Page 426, page 525 (Text book 1)

Distribution Management 16/17

18 - 20

21 - 22

Introduction to distribution Management, functions of chanels

Polaroid Corporation  – European Distribution System, HBS Case

Selection of channels

(9) – 695 – 038 July 1995 Rama Plastics, IBS Case

Motivating channel partners

23 - 24

Logistics Management

25 - 26

Wholesaling and Retailing

Page 1, page 29 (Ansary et al)

Page 43, page 77 (Ansary et al)

CLSDM / 048 Natureview Farm, HBS Page 109 (Ansary et al) Case 2073 June 2007 Nokia Telecommunications : Redesign of International Logistics (9)  –  996  –  006 Sept 1995 Stonewall Kitchen – HBS Case (9)  –  805  –  006 April 2006

30

Page 503 (Ansary et al)

Page 389, (Ansary)

436,

475

27 - 28

Physical Transportation and Warehousing

29 - 31

Root Beer Game – HBS Supply Chain Online Group based game Project presentations

32 - 33

Hariyali Kisan Bazar HBS Case (9)  –  508  –  012 April 2008 HBS Simulations

Group work presentations

Evaluation Plan S No 1. 2. 3. 4. 5.

Component Class Participation Group project Interim Quiz Root Beer Game End Examination Total

Weightage 40 10 5 15 30 100 marks

31

Page 503 (Ansary)

Lab activity

and Class presentations

Services Marketing Program: MBA Class of: 2013 Semester: III

Course Code: SL MM 604 Credits: 3 Session: 33

Course Objective To provide an in-depth appreciation and understanding of the unique challenges inherent in managing and delivering quality services. Participants will be introduced to and have the opportunity to work with tools and strategies that address these challenges. To develop an understanding of the ‘state of the art’ service management thinking. To promote a customer service-oriented mindset.

Text Book Book Title Services Marketing: Integrating Customer Focus across the Firm

Author, Publication & Edition Valarie Zeithmahl, Mary Jo Bitner, Dwayne D. Gremler and Ajay Pandit, Fifth Edition, 2011, Tata McGraw Hills

Reference Books Book Title Services Marketing – People, Technology, Strategy Marketing Services: Competing through Quality

Author, Publication & Edition Christopher Lovelock, Jochen Wirtz, Jayanta Chatterjee. Sixth edition, 2010, Pearson Leonard L. Berry and A. Parasuraman

Detailed Syllabus S.No

1

2

Topic

Description

Introduction to

Definition- Characteristics  –  Classification  –  Challenges in the

Services Marketing

Present Marketing Environment

Services Marketing

Understanding the extended marketing mix, the 7 P’s (Product,

Mix

Price, Place, Promotion, People, Process & Physical Evidence) Developing service concepts (core and supplementary)

32

3

Service Quality And

Integrating service quality and productivity strategies- Gaps

Measurement

Model – Measuring and improving quality – SERVQUAL Improving service productivity

4

5

Evaluating Success of

Customer-firm relationship- Service recovery  –  Role of CRM-

Service Offering

Wheel of loyalty

Understanding the

Consumer behavior – Consumer decision making processes -

Customer

Customer expectations and perceptions of services – Customer evaluation of service

6

Strategies for Services

Market segmentation for focused strategies - Search for

Marketing –

competitive advantage- Service attributes and levels- Positioning

Positioning &

to distinguish a brand

Differentiation 7

8

Service Development

New service development process – Basic service to potential

Design & Standards:

service – customer defined service standards

Delivering Services

Service process redesign - Blue Printing- Role of employees and customers in service delivery - Service leadership and cultureRole of intermediaries in distribution of services - Delivering services in cyberspace - Purpose and dimensions of physical evidence - Customer response to physical environments of online products.

9

Managing Service

Educating customers and promoting value proposition  –

Promise

Communications

mix  –  Challenges

and

opportunities

in

communicating services

10

Demand & Capacity

Yield management – Pricing strategies - Revenue management

11

Competitors Strategies

Competitor strategies- Organizing for change management and service leadership

33

Session plan Session No. 1

Topic Introduction to Services Marketing

Case Title, Source and Page/Case Reference Class Discussion : on the article: Four Things a service business get right.

Reading material (Text Book chapter reference) Chapter 1

Link: http://www.wealthcounselforums.co m/uploaded_files/speaker_bio/43/Fo urThingsServiceOrganizations.pdf

2

Service Quality Dimensions and Gap

Services Marketing Mix & Customer Evaluation of Services

3,4

Service Design and Service Standards

5

6,7

8,9

Service Process Design

Service Environment: Service Scape & Employee Management in Services Service Scape

10

Class Exercise : Students will be asked to identify indicators to measure service quality Gaps and Service Quality dimensions Case Discussion: Starbucks: Delivering Customer Service Product Code: HBS 504016-PDF-ENG; Publication Year: 2006 Industry: Retail (Non Alcoholic Beverages) Case Discussion : Bank of America (A) Product Code: HBS 603022-PDF-ENG Publication Year: 2002 Industry: Banking

Class Exercise : The students will be asked to develop a service blueprint keeping in mind customer centric standards Case Discussion : Four Seasons: "53 Properties, 24 Countries, 1 Philosophy" Product Code: HBS 803069-PDF-ENG; Publication Year: 2003 Industry: Hospitality (Hotels) Student Activity: Students will be asked to do a comparative analysis of servicescape of any two service providers

34

2,5

1,3,4,5

9,10

9,10,11

10,11,12

10

11,12

13,14

15

Customer Management in Services: Managing Customer promise

Service (Distribution) Outsourcing in B2B context

Service Delivery through Electronic Channels

Role of Intermediaries in Service Distribution

16

17

Role of Retailers in distribution of Agricultural Products (An Indian Perspective

Case Discussion: Haryali Kisaan Bazaaar: A Rural Business Initiative Product Code: HBS 508012-PDF-ENG Publication Year: 2008 Industry: Retail Services

Service Encounter

Video Session: Types of Service Encounters (by Ron Kaufman)

18 Service Failure and Recovery

19,20

Marketing Communication Mix in Services

21

Case Discussion : Zip Car: Influencing Consumer Behaviour Product Code: HBS 605054-PDF-ENG; Publication Year: 2005 Industry: Car Rental Case Discussion : Dell Computers (A): Field Service For corporate clients Product Code: HBS 603067-PDF-ENG Publication Year: 2007 Industry: Low end server related services Case Discussion : Alaska Airlines: For the same price, you get more… Product Code: HBS 800004-PDF-ENG Publication Year: 2000 Industry: Airlines Case Discussion: Distribution at American Airlines Product Code: HBS 909035-PDF-ENG Publication Year: 2009 Industry: Airlines

Video Session: Towering Inferno Movie Class Exercise : Sources of service failures and recovery strategies which can be used by a service provider Case Discussion : Museum of Fine Arts Boston/Fleet Financial Group Sponsorship of Monet in the 20th Century Product Code: HBS 502059-PDF-ENG; Publication Year: 2002 Industry: Arts &Entertainment.

35

13

1, 14

13, 14

13, 14

13, 14

9,7,

8

16

22,23

Role of Branding and Positioning of Services and Competitive Strategies

Case Discussion : Hilton Hotels: Brand Differentiation Through Customer Relationship management Product Code: HBS 9809029 - -PDFENG Publication Year: 2008 Industry: Hospitality

Role of Advertising in Services

Class Exercise: Students will be exposed to various ads by services providers and then will be asked to analyse its impact on service evaluation Case Discussion : Virgin Mobile: Pricing for the very first time Product Code: HBS 504028-PDF-ENG Publication Year: 2007 Industry: Telecommunication Case Discussion : Shouldice Hospital Ltd. Product Code: HBS 683068-PDF-ENG; Publication Year: 2003 Industry: Health Care Case Discussion : Calvetta Dining Services, Inc.A recipe for growth Product Code: HBS 800251-PDF-ENG; Publication Year: 2011 Industry: Hospitality (Dining) Case Discussion: Best Buy Inc: Customer Centricity Product Code: HBS 506055-PDF-ENG Publication Year: 2006 Industry: Retail Case Discussion : E Bay: The Customer Marketplace Product Code: HBS 602071-PDF-ENG Publication Year: 2006 Industry: Online Retail (Auction)

24

25,26

Pricing and Revenue Management In Services

27-28

Demand and Capacity Management in Services

29

Customer Relationship management in Services

30

Customer Centric Strategy in services

30

Managing Online (C2C) services

31-33

Yield Management in Services

16,18

16

17

9, 15

7,18

18

5

Simulation Exercise 15, 17

36

Evaluation Plan: S No 1 2 3 4

Component th th Class Participation (10,15 and 15 marks at the end of 10 , 15  and rd 33  session respectively) Written Case Assignments Term Project End Semester Examination

37

Weightage 40% 10% 20% 30%

Customer Relationship Management Program: MBA Class of: 2013 Semester: III

Course Code: SL MM 611 Sessions: 33 Credits: 3

Course Objective To obtain a holistic view of the different aspects of CRM To appreciate and understand new developments in this rapidly changing area of st udy.

Text Book BOOKS

AUTHOR / PUBLICATION

Customer Relationship Management

Ed Peelen – Pearson Publication

Reference Books Book

Author / Publication

1.Customer Relationship Management –  concepts & technologies 2.Customer relationship Management –  emerging concepts, tools, applications 3. Customer Relationship Management –  a strategic  perspective

n

1. Buttle, Francis (Butterworth-Heinemann) 2 edition

2.Sheth, Jagdish N., Parvatiyar, Atul and Shainesh, G (Tata McGraw Hill) 3. Shainesh, G and Sheth, Jagdish  N. (Macmillan)

Detailed Syllabus S.No 1

Topic Introduction

Description Definition of CRM, CRM as a business strategy, e lements of CRM, CRM processes and systems.

38

2

Strategy and

History of CRM, Dynamics of Customer Supplier Relationships,

Organization of CRM

Nature and context of CRM strategy, The relationship oriented organization.

3

Marketing Aspects of

Customer knowledge, privacy issues, communications and

CRM

multi-channels in CRM, the individualized customer proposition, Relationship policy.

4

Analytical CRM

Relationship data management, Data analysis and data mining, Segmentation and selection, Retention and cross-sell analysis, Effects of marketing activities, Reporting results.

5

Operational CRM

6

Collaborative CRM

7

CRM Subsystems

Call centre management, Internet and website, Direct mail

Contact Management, Campaign Management, Sales Force Automation

8

Choosing CRM Tools /

Short-listing prospective CRM vendors, setting evaluation

Software Package

criteria for the appropriate CRM package, selection CRM implementation.

9

CRM systems and

CRM systems, Implementation of CRM systems

Implementation 10

11

Applications in various

Applications in manufacturing, banking hospitality and

industries

telecom sectors

Ethical Issues in CRM

39

Session plan Session

Topic

No.

Case/ article title along

Reading material

with ref no.

1

Introduction

2

Elements of CRM

Cases at the end of Peelen chapters 1 and 2 - KLM & Logistics

Ed Peelen, Ch.1

1. After the sale is over Theodore Levitt (HBR, Sep – Oct 1983)

3

Relationship Marketing and history of CRM

Harrah’s CRM Strategy:

Ed Peelen, Ch.21.

CRM case book

Relationship marketing

(ICMR case- 2005)

and history of CRM: its roots & direction – Moler & Halinen(2000): Journal of Marketing Management

4

CRM as a process and a Business Strategy

5

CRM as a process and a Business Strategy

Case at the end of Peelen

Ed Peelen, Ch. 3

chapter 3- Orange Line Bancaja – developing customer intelligence(A) – HBS 9-107-055

6

CRM Frameworks

Canyon Ranch HBS 9-805-027

Ed Peelen, Ch.4

1) MIT Sloan Management Review (Fall 2006) – “Aligning the Organization with the Market” – George S. Day

7

Customer value & six markets model

8

CRM – marketing aspects

Case at the end of Peelen

Ed Peelen, Ch. 13

chapter 13- Proteq Direct CRM in B2C Markets

Ed Peelen, Ch. 4

HBS CMR 229

Payne and Holt (2001) “Diagnosing Customer

40

Value: Integrating the Value process and Relationship Marketing”– British Journal of Management 9

CRM – marketing aspects

Case at the end of Peelen

1.Quest for Customer

Ch.4 – Telecom Italia

Focus – Gulati and Oldroyd, HBR (April 2005) 2.Silo Busting – Gulati , HBR (May 2007)

10

Customer satisfaction

Case at the end of Peelen

Ed Peelen, Ch. 7

chapter 7 – Fokker Services

Do you want to Keep Your Customers Forever? Pine, Peppers and Rogers, HBR, 1995

11

Customer satisfaction

Hilton Hotels – brand differentiation through CRM HBS 9- 809-029

12

Customer Loyalty

Ed Peelen, Ch. 8

1.Why satisfied customers defect, HBR, 1993 2.Your Loyalty Program Is Betraying You, Nunes and Drèze, HBR 13

Customer Loyalty

Case at the end of Peelen

The Mismanagement of

chapter 8 - Idefix

Customer Loyalty, Reinartz, Werner, Kumar, V., Harvard Business Review, July 2002

14

Data Management & data mining

15

Data Management &

SAP White Paper on

Ed Peelen, Ch. 9

Analytical CRM

and 10

Cases at the end of Peelen chapters 9 & 10 –

41

data mining

Euro 2000 and BI & CRM

16

Analytical CRM

Amagansett Funds (A); HBS 9-606-005

17

Analytical CRM

Simulation / software

18

Analytical CRM

Simulation / software

19

Segmentation &

Case at the end of Peelen

Ed Peelen, Ch.11 The

chapter 11 – Garnier the

Right way to manage

Beauty bank

unprofitable customers,

Targeting

Mittal, Sarkees and Murshed, HBR, 2008 20

Customer Retention, Customer Analysis and

Case at the end of Peelen

Ed Peelen, Ch.12

chapter 12 – Cross selling

1.Rosenberg and Czepiel (1984) – A

Market Basket Analysis

Marketing Approach for Customer Retention – Journal of Consumer Marketing 2.HBR(May 2008) – Marketing when Customer Equity Matters  – Hanssens et al 21

Customer Lifetime

Simulation / software

Ed Peelen, Ch. 14

Rosewood Hotels and

Five predictive

Resorts: Branding to

imperatives for

Increase Customer

maximizing customer

Profitability and Lifetime

value”- SPSS report

Analysis

22

Customer Lifetime Analysis

Value: HBS 2087 23

Collaborative CRM

Accrue Software, Inc. HBS 9-701-057

24

Operational CRM

The customers’ revenge

Ed Peelen, Ch.

R 0712A 15, 16, 17

42

25

Operational CRM

Charles Schwab's Customer Focused EBusiness Strategy: ICMR, 2004

26

Operationalisation of CRM

27

Implementation issues

The Peppers & Rogers

Ed Peelen, Ch. 18

Group; HBS 9-500-096

They bought in. Now they want to bail out. HBS R0312A

28

Implementation issues

CRM Implementation Failure at Cigna Corp. CRM case book (ICMR, 2005)

29

Global issues in CRM

Bumrungrad's Global Services Marketing Strategy (ICMR, 2004)

30

Ethical issues in CRM

“Preventing the Premature Death of Relationship Marketing”, Fournier et al, HBR, JanFeb 1998

31

Future of CRM

Oracle vs. salesforce.com HBS 9-705-440

32

Guest lecture

33

Guest lecture

43

Ed Peelen, Ch.20

Evaluation Plan Component

Weight age (%)

Class participation

40 – in 3 instalments of 10, 15 & 15

Project

20

Assignment

10

End Term Test

30

Total

100

44

Online Marketing Program: MBA Class of: 2013 Semester: III

Course Code SL MM 625 Credits: 3 Session: 33

Course Objective The course aims to – 1. Provide an overview and understanding of internet based marketing wherein existing marketing concepts such as targeting, positioning, pricing and distribution are reengaged for emerging eplatforms. 2. Understanding how the technologies are harnessed to create new business models and platforms. 3. Provide an understanding of e-business strategies which deliver customer value. 4. Enable an understanding of how the internet platform can be harnessed as a powerful marketing tool based using internet-technologies and the new-age c apabilities it provides us. 5. Provide a hands-on understanding of how the internet can be used for building brands, driving traffic and increasing interaction and engagement. 6. Provide an experiential understanding of how to effectively use available internet-based tools for online analytics.

Text Book Book Title Online Marketing: A Customer-Led Approach

Author, Publication & Edition Richard Gay, Alan Charlesworth and Rita Esen, Oxford University Press, Indian Edition (Reprint 2012)

Reference Books Book Title

1

Author, Publication & Edition th

E- Marketing

Judy Strauss and Raymond Frost (2012) 6 edition, PHI

2

Internet Marketing

Mary Lou Roberts (2007), Cenage Learning, India

3 4

The Best digital Campaigns in the world:

Damian Ryan and Calvin Jones (2011), Kogan

Mastering the art of Customer Engagement

Page

Understanding Digital Marketing: Marketing

Damian Ryan and Calvin Jones (2009), Kogan

Strategies for engaging the digital generation

Page India

45

5

Working the Crowd: Social Media Marketing

Eileen Brown (2011), Viva Books Private Limited.

6

e-Commerce and Web Marketing

Ward A. Hanson and Kirthi Kalyanam (2009), Cenage Learning.

Detailed Syllabus S.No 1

Topic Introduction to online marketing

2

Strategy and models for the virtual world (Business Models)

3

Online marketing planning issues (Planning process)

4

Online marketing research (Research methods) Online buyer behaviour (Analytics and metrics)

5

6

SEO and Search engine marketing

7

Web-site development, design and content

8

Online Product

9

Online Pricing

10

Online Distribution

Description Overview of internet history; Ten C’s for internet marketing; Macro and micro environment in the modern economy impacted by and impacting business. Different types of e-business models such as advertising, sales, and referral and so on; Different online business categories based on levels of internet based processes such as brick & mortar, click & mortar etc., Other issues on business models and strategy, such as retailer’s strategic options as well as issues of payment and security. Adoption of internet for business processes; issues of e-business integration; impact of these changes on strate gic options; key stages, components and process in developing plan, value of the 4P’s and positioning strategy in online marketing. Internet as cost effective tool for market research activity; secondary and primary data sources; internet’s limitation as primary data source; comparison with offline methods. Understand additional dimensions of online buying behaviour; various buying option models; online buyer expectations; metrics and use of web-site visit data for analysis. Development of online search engines over time; Search engine marketing and need for optimisation; new revenue models based on search engine marketing and optimisation; key techniques of SEO and ranking of web-pages. Online trading models with focus in web-design; role of portals and community web-sites; development of web-site based on objectives; evaluation of web-sites; web-site copy and content. Product and augmented product concept and its application in ebusiness; product’s attribute and its implication for successful online marketing; mass customisation techniques using the internet; branding of online products. New influences of internet models impacting pricing; use of traditional pricing methods in online marketing; power of consumers and marketers in purchasing; new pricing models and their implications for marketers and consumers. Issues of channel management and influence of e-commerce on distribution; influence on value chain; fulfilment function in online relationships; benefits of e-procurement.

46

11

Online Communication

12

Permission marketing and online personalisation

13

Online Legal issues

Role of internet in communication process; using internet for advertising; email marketing; viral strategies; using internet communication for PR; newsletters; blogging; how internet can be used for integrating across multiple communication channels; Social media marketing. Online trust and relationship building, mass customisation and use of online CRM; opt-in and opt-out permission marketing and conceptual marketing model, levels of personalisation and their role in online marketing, role of te chnology and legislation in these developments. Key issues in online contract formation, appreciate the insecure nature of worldwide network, legal requirements for protecting personal data, e-payment systems for online transactions

Session plan Session No

Topic

Case Title, Source and page/case reference

1-2-3

Introduction to online marketing

4-5-6

Strategy and models for the virtual world (Business Models)

7-8-9

Online marketing planning issues (Planning process)

9-10-11

Online marketing research (Research methods) Online buyer behaviour

1. “Dell Online” (1999), HBS 9-598-116. Pgs. 27 2. “American Well: The Doctor will E-See you Now” (2011), HBS 9-510-061, Pgs. 28 1. “Hulu: An Evil Plot to Destroy the World” (2010), HBS, 9-510-005, Pgs. 29 2. “The NFL’s Digital Media Strategy” (2010), HBS 9-511-055, Pgs. 19 3. “Online Auction Markets” (2005), HBS 9-705411, Pgs. 4 Additional Reading – “A Staged Solution to Catch 22” (Nov, 2007) by Andrei Hagui and Thomas Eisenmann, HBR, 1. “Alibris” (2003), HBS 9-601-111, Pgs. 12 2. “Quantum Corporation: eSupplyChain Group” (2003), HBS 9-601-099, Pgs. 21 3. “Autobytel.com” (2005), HBS 9-500-01, Pgs. 21 Additional Reading – “Balancing Online and offline Marketing” (2012) HBS 9510-091, Pgs 16. 1. “Intelliseek” (2005), HBS 9-505-061, 22pgs 2. “Communispace” (2010), HBS 9-501-081, 15 pgs 3. “Porsche: The Cayenne Launch” (2011), HBS 9511-068, 22pgs 1. “Clust.com: Dream More, Pay Less” (2000), HBS 9-501-047 , 16pgs 2. “MercadoLibre.com” (2007), HBS 9-106-057 , 17pgs

12-13

47

Reading Material from Text Book (TB) TB Chapter 1

TB Chapter 2

TB Chapter 3

TB Chapter 4

TB Chapter 5

14-15-16

SEO and Search engine marketing

17-18

Web-site development, design and content

19 21

Online Product

22-23-24

Online Pricing

25-26

Online Distribution

27-28-2930

Online Communication

31

Permission marketing and online personalisation Online Legal issues

32

1.

“MedNet.com Confronts ‘Click-Through’ Competition” (2007), HBP Brief Case 2066, Pgs. 12 2. “Demand Media” (2011), HBS 9-511-043, Pgs 18 3. “Slankett: Responding to Snuggie’s  Market Entry” (2010), HBS 9-510-034, Pgs 13 Additional Reading – Des Laffey (2007) “Paid Search: An Innovation that Changed the Web” Business Horizons, 50, 211-218 1. “Tyrell Web developers Inc0 (A)& (B ” (2000), HBS 9-600-025/026, Pgs 1/3 (Exercise)

Mid-Term 1. “Freemarkets Online” (1999), HBS 9-598-109, Pgs 20 1. “Electronic Arts Introduces the Sims Online” (2003), HBS 9-503-008, Pgs.32 2. “Radiohead: Music at Your Own Price (A) & (B)” (2009), HBS 9-508-110/111, Pgs. 7/2 3. “HubSpot: Inbound Marketing and Web 2.0” (2011), HBS 9-509-049, Pgs.21 Additional Reading – “Pricing and Market Making on the Internet” (2000), HBS 9-500-065, Pgs. 20 1. “Arrow Electronics Inc.” (2007), HBS 9-598-022, Pgs. 20 2. “Online Music Distribution in the Post Napster World” (2005), HBS 9-502-093, Pgs.18 1. “BBVA Compass: Marketing Resource Allocation” (2011), HBS 9-511-096, Pgs. 16 2. “Online Restaurant Promotions” (2010), HBS 9909-034, Pgs.16 3. “UnMe Jeans: Branding in web 2.0” (2011), HBS 9-509-035, Pgs.27 4. “United Breaks Guitar” (2011), HBS 9-510-057, Pgs. 13 Additional Reading – “Communication Technology that’s Worth a Second Look” (2002), Harvard Management Communication Letter 1. “Bizrate.Com” (2001), HBS 9-501-024, Pgs.22.

Text Book Readings and Privacy issues  – FB and Google  – Discussion

48

TB Chapter 6

TB Chapter 8

TB Chapter 9 TB Chapter 10

TB Chapter 12

TB Chapter 11

TB Chapter 7

TB Chapter 13

33

Social Media Presentations

Additional Readings – Susan Frounier and Lara Lee (2009), “Getting Brand Communities Right”, Harvard Business Review “What’s the Deal with Living Social” (2012), HBS 9-512065, Pgs.18

Evaluation Plan S No 1 2 3 4 5

Component Class Participation Projects Test WAC End Term

Weightage 25 25 10 10 30

49

Project Presentations

Financial Services Marketing Program: MBA Class of: 2013 Semester: III

Course Code: SL MM 626 Credits: 3 Sessions: 33

Course Objective: • To provide an in-depth appreciation and understanding of the unique challenges inherent in managing and delivering quality financial services. Participants will be introduced to and have the opportunity to work with tools and strategies that address these challenges. •

To develop an understanding of the ‘state of the art’ financial service management thinking.

Text Book Book Title Financial Services Marketing: An International Guide to Principles and Practice

Author, Publication & Edition Christine T. Ennew and Nigel Waite, First edition, 2010, Elsevier.

Reference Books Book Title Services Marketing: Focus across the Firm

Integrating

Central Bank Management

Customer

Author, Publication & Edition Valarie Zeithmahl, Mary Jo Bitner, Dwayne D. Gremler and Ajay Pandit, Fifth Edition, 2011, Tata McGraw Hills Institute of Banking and Finance, 2005 Edition, McMillan

Detailed Syllabus: S. No. 1

Topic Overview of Marketing

Description Definition -Marketing versus Selling - Difference between marketing of products versus marketing of services – Characteristics of Services  – Services Marketing Mix

2

Overview of Financial

Banking – Insurance – Mutual Funds – Merchant Banking – Leasing -

Products/Services

Hire Purchase – Factoring – Forfeiting – Venture Capital – Financing  – Securitization – Mortgage etc.

3

Business Environment

Micro Environment – Macro Environment (PESTEL factors) – Porter’s Five Forces Model

4

Consumer Behaviour

Understanding the Buyer Behaviour  –  Needs, Wants, Purchasing Power  –  Perception about Financial Services  –  Evaluation of Alternatives- Purchase Decision – Importance of Service Encounter Post Purchase Evaluation – Demand and Supply of Financial Services

5

Market Segmentation,

Different Types of Segmentations  –  Matching Financial product

50

Targeting and Positioning

Benefits

with

Consumer

Needs  –  Perceptual

Mapping  –

Repositioning of Financial Product/Services 6

Services marketing Mix of

Salient Features and Differentiating features of following: Purchase,

Financial Products/Services

Lease, Hire Purchase  –  Factoring and Forfeiting- Mutual Funds  – Insurance  –  Securitization and Mortgage  –  Investment banking  – Financial Inclusion (Self Help Groups)

7

The Role of Regulatory

RBI- IRDA – SEBI – AMPHI – FINNDAI – NABARD

Bodies and Self-Regulatory Bodies in Financial Services Marketing 8

The Competitor Analysis

Competitive Strategies – Product/Service Differentiation – Lost Cost Leadership  –  Strategies of Market Leader  –  Strategies of Market Follower

9

Role of Technology in

CBS - Online Services  –  ATMs  – Remittance -

Financial Services

SWIFT etc

ECS/EFT/RTGS  –

Marketing 10

Service Quality

Service Quality Dimensions – Service Quality Gaps

11

Customer Relationship

Customer Acquisition, Customer Retention – Customer Satisfaction –

management Strategies

Customer Loyalty

Causes and Redressal of

Causes of Customer grievances – Services Recovery strategies

12

Customer Grievances

Session Plan S.No.

Case (HBS)

Session No.

Readings/ Chapters

1

Class Discussion

1

3

2

Class Discussion

2,3

1, 2

3

Case Discussion : The Deutsche Bank

4

4,6

5,6

7

7

8

8-13

9,10,11,12,13

14

1, 9,10,11,12,13

Product Code: 708044 – PDF – ENG Publication Year: 2008 4.

Case Discussion : To be finalized

5

Case Discussion : Pilgrim Bank: (A) Customer Profitability Product Code: 602104 – PDF – ENG Publication Year: 2005

6

Case Discussion: To be finalized (One in case of e ach of the above mentioned Financial Services)

7

Case Discussion: Yes Bank: Mainstream Development into Indian banking Product Code: 311063 – PDF – ENG Publication Year: 2010

51

8

Case Discussion: Prodential Securuties

15

1, 9,10,11,12,13

16

1, 9,10,11,12,13

17

1, 9,10,11,12,13

18,19

5

20

13,17

Product Code: 104008 – PDF – ENG Publication Year: 2005 9

Case Discussion: UBS and Auction Rate Securities Product Code: 209119 – PDF – ENG Publication Year: 2011

10

Case Discussion: Goldman Sachs: A Bank for all Seasons Product Code: 310055 – PDF – ENG Publication Year: 2006

11

Case Discussion : Commerce Bank Product Code: 603080 – PDF – ENG Publication Year: 2006

12

Case Discussion : Bank of America: Mobile Banking Product Code: 510063 – PDF – ENG Publication Year: 2010

13

Case Discussion: Fleet Financial Boston: Online Banking

13,17 21

Product Code: 601042 – PDF – ENG Publication Year: 2002 14

Case Discussion : State Bank of India: Transforming a

22

1, 5

23

15

24

11,17

25

17

26-28

14,16

State owned Giant Product Code: 511114 – PDF – ENG Publication Year: 2011 15

Case Discussion : Thomas Weisel Partners(A) Product Code: 800215 – PDF – ENG Publication Year: 2005

16

Case Discussion : Charles Schwab and Co. INC. Product Code: 507005 – PDF – ENG Publication Year: 2008

17

Case Discussion : Managing Diversity at Cityside Financial Services Product Code: 405047 – PDF – ENG Publication Year: 2006

18

Case Discussion : Customer Profitability and Customer Relationship management at RBC Financial Group Product Code: 102072 – PDF – ENG Publication Year: 2007

52

19

Case Discussion : Fraud Prevention at Omni Bank

29-30

Product Code: 602068 – PDF – ENG Publication Year: 2002

Evaluation Plan S.No.

Component

Weightage

1

Class participation

40 %

2

Written Analysis of Case

10 %

3

Project/ Test

20 %

4

End Term Examination

30 %

53

15

BANKING MANAGEMENT Program: MBA

Course Code: SL BK 605

Class of 2013

Credits: 3

Semester: III

Sessions: 33

Course Objective Introduction of financial sector reforms have drastically changed the structure of Indian banking and induced competition which has not only improved profitability and efficiency of banks but also led to innovation in products and services that banks provide. The objective of this course is to acquaint the students with the whole gamut of banking operations and also help them become a very successful bank manager, in case they choose banking as a career.

Text Book BOOK

AUTHOR / PUBLICATION

Bank Management and Financial Services (BMFS)

Rose, P.S and Hudgins, S.C, 2010. Tata McGraw-Hill, 7  Edition, New Delhi.

th

Reference Books BOOKS

AUTHOR / PUBLICATION

Banking Law & Practice

P N Varshney, S Chand & Sons

Financial Markets & Institutions Principles & Practice of Banking

Saunders & Cornett/3e, Tata McGraw-Hill IIBF, Mcmillan

Regulatory aspects of Banking

IIBF, Mcmillan

Web sources

www.rbi.org.in, www.iba.org.in, www.iibf.org.in, www.bis.org

Detailed Syllabus S.N 1

2

Topic

Description of Topics

Indian financial system

Nature and evolution, Role of financial system in economic development, Indian Financial systemStructure; (Financial markets, instruments, regulators and intermediaries)

Banking system in India

Origin, nature and structure, Types of Banks and their Functions,[Scheduled banks, Commercial banks, Public sector banks, private sector banks (Old and new generation banks), co-operative Banks, RRBs, Local area banks, NBFCs, Mutually aided co-operative societies],

54

RBI-the Central Bank- Structure, Role and Functions of RBI

3

Sources and uses of funds in banks

Basic structure of Bank Balance sheet

4

KYC norms of RBI

Customer Identification, Acceptance, Monitoring and Risk Management

5

6

Various types of customers

Deposit Products

7

Rights and duties of a banker

8

Banking activities

9

Negotiable Instruments

10

Cash / Liquidity Management in Banks

11

Credit Policy

Transaction

Individual, Joint, Special type of customers (minors, literates, Lunatics, Lunatics, Drunkards, Drunkards, Pardanashin Pardanashin ladies) ladies) HUF firms - companies - trusts - societies - Govt. and public bodies Contractual relationships for various banking transactions Types Deposit Products - services rendered by Banks, The procedure to open a deposit account, Nomination facility, Deposit insurance. Deduction of tax at source, Operational instructions like operations jointly, severally, letter of mandate, power of attorney etc. Renewal and Extension, premature extension of Deposits. Unclaimed Deposits, Settlement of death claims Calculation of Interest and TDS. Deposit mix, Importance of CASA deposits, Cost of Deposit, Fixation of Bench mark Prime lending Rate; and New Base Rate Me chanism Rights of a Bank-Lien, Setoff and appropriation; Duties of a Banker- Duty of Secrecy and Duty to honour cheques, Rights and obligations of a customer Retail banking, corporate banking, (Wholesale Banking); SME Banking, Rural Banking, Micro finance, Wealth management (Private banking), Treasury management, Cash management services, Merchant banking, International banking Negotiability vs. Transfer, Parties to a cheque,/B.E/Promissory Notes, salient features of a cheque, Crossings and endorsements, Payment and collection of Cheque, Duties and responsibilities of paying and collecting banker-protection available to paying and collecting banker, bouncing of cheques and their implications. Significance of liquidity in banking, Cash balance, CRR and SLR Credit policy of RBI, significance of credit policy for Banks, Exposure Norms, and Delegation of Powers. Credit culture

55

12

Lending Activities

13

Priority Sector Lending

14

Rural Banking and Micro Finance

15

SME Financing

16

17

Retail Banking

Corporate Banking

18

Merchant Banking

19

Non fund based activities

20

Technology in banking

21

Para Banking Services

22

Legal Aspects of Lending

23

Recovery Management

24

Recovery Process

Principles of lending, various credit products/ Facilities, Credit Appraisal, - Credit rating/ Credit scoring chart. Automated Credit appraisal mechanisms, Classification and Definition, Rural Credit Delivery mechanism- Commercial Banks/ RRBs/ LABs/Cooperative institutions, NABARD, Microfinance, Financial inclusion RRB, NABARD, Micro Credit, Financial services to micro entrepreneurs and small businesses Micro, Small, Medium enterprises  –   –  definition and classification, Working capital assessment- Nayak committee recommendations, Appraisal, monitoring, institutional / infrastrural support and nursing of sick industries Basics of retail banking Products and services, Deposit products, Personal, Consumer, Housing loans, Educational loans, Plastic money, Gold Loans etc Nature of corporate banking and recent developments, multiple banking arrangement, Consortium finance and loan syndication. Infrastructure finance - takeout financing Management of Public issues: Reasons for going public, and eligibility norms, Offer document and regulatory frame work for public issues (SEBI norms), marketing of issues and post issue activities. Letters of credit and types of LCs, Bank guarantees, Solvency certificates, etc. Core Banking -Teller Machines - Cash dispensers – dispensers – ATMs,  ATMs, Home banking (Corporate and personal), Electronic Payment systems ECS(Credit), ECS(Debit) ,EFT, RTGS, NEFT, Cheque truncation, MICR technology, Tele marketing/ Mobile Phone banking, DSA/DMA in Bank Marketing Remittance of funds: D.D/MT/PO, Collection of Cheques and Draft, Clearing House, Safe Deposit lockers and safe custody articles, Banc assurance, sale of mutual funds, IPO/FPO selling Documentation, stamping, execution, charge creation, charge registration, Limitation act Importance of recovery, repayment culture, prudential norms- Classification of Assets, Income recognition and provisioning, car, Securitization Nursing and Rehabilitation of loan accounts Preventive, Remedial and Legal Measures of Recovery: DRT, LOK ADALATS and SARFAESI Act.

56

25

Customer Service

26

Regulatory Frame Work

27

Emerging Trends in Banking

Goiporia Committee recommendations, Ombudsman scheme. Consumer Forums Provisions of RBI Act 1935, Banking Regulation Act 1949, Basel norms, Onsite and off site surveillance, statements and returns Recent developments in banking

Session Plan

S.N

Topic

Case

Session

Reading Material

1.

Indian financial system

Financial Market Structure(RBI)

1

Chap.1 from the text book (BMFS)

2.

Banking system in India

a. ICICI (A) (9-701-064-HBS) b. Evolution of Banking In India (RBI) c. RBI Brochure

2

Chap.3 from the text book (BMFS)

3.

Sources and uses of funds in banks

a. ICICI (A) (9-701-064-HBS) b. Balance sheet of a commercial commer cial bank

3

Chap.5 from the text book (BMFS)

4.

KYC norms of RBI

5.

Various types of customers

a. Central Bank- The ChexSystems(SM) QualiFile(R) Decision (9-208-029-HBS)

6.

Deposit Products

7.

Rights and duties of a banker

8.

Banking activities

9.

Negotiable Instruments

4 5

a. First National Bank's Golden Opportunity ( 9-208-072-HBS) b. U.S. Banking Panic of 1933 and Federal Deposit Insurance (9-799-077HBS) c. Not just Banking – Banking –Making Making a positive difference in customer’s life ( CLMM/087-IBSCRC) A new bank manager’s manager’s Dilemma ( CLMM/086 - IBSCRC) Note on the Banking Industry (9-311-011-HBS)

a. Cases Decided by Ombudsman b. Consumer Forum,

57

Master Circular on KYC Norms of RBI

6 &7

Chap.12 from the text book (BMFS)

8

A note on BankerCustomer Relationship (Note)

9

-

10-11

a. Technical note- Is Negotiable Instruments Act a Boon? b. Negotiability - a technical Note c. Negotiable Instruments Act-1881( RBI)

10.

Cash / Liquidity Management in Banks

11

Credit Policy

12

Lending Activities:

13

Priority Sector Lending

14

Rural Banking and Micro Finance

RBI Master Circulars on a. CRR/SLR b. Priority Sector Advances RBI Master Circulars on Exposure Norms a. Note on Bank Loans (9-291-026HBS) b. Making a Lending Decision(CLMISC/090-IBSCRC) YES BANK Mainstreaming Development into Indian Banking (9311-063-HBS) a. Mobile Banking for the Unbanked (9-511-049-HBS) b. Microfinance (RBI)

15

SME Financing

Gone Rural (9-211-016-HBS)

16

Retail Banking

17

Corporate Banking

18

Merchant Banking

19

Non fund based services

FleetBoston Financial Online Banking (9-601-042-HBS) Chase's Strategy for Syndicating the Hong Kong Disneyland Loan (B) (9-201-086-HBS) a. Motilal Oswal Financial Services Ltd. An IPO in India (9-807-095-HBS) b. Going Public. Adventures in Capital Markets (5382BC-HBS) a. The Export-Import Bank of the United States (9-211-032-HBS) b. Cases Decided by Ombudsman (RBI) RBI a. Information Technology and Innovation at Shinsei Bank (9-607-010-HBS)

12

Chap.11 from the text book (BMFS)

13

Credit Policy in Banks RBI

14

Chap.16 &17 from the text book (BMFS)

15

RBI Master Circular

16

RBI Document

17

RBI Master Circular

18

Chap.18 from the text book (BMFS)

19

-

20

-

21

a. Chap.14 from the text book (BMFS) b. Notes on Letter of Credit, Bank Guarantee

22

a. RBI Document b. Impact of Technology in Public Sector Banks (IIBF)

20

Technology in banking

21

Para Banking Services

a. Introduction to Mutual Funds (9-310-117-HBS) b. Cases Decided by Ombudsman (RBI)

23

RBI Master Circular

22

Legal Aspects of Lending

Cardinal Principles of Lending (CDC)

24

-

23

Recovery Management

24

Preventive, remedial and legal measures of

a. First National Bank of Westhaven (A) (9-262-005-HBS) b.KAMCO and the Cross-Border Securitization of Korean NP Loans (9-205-037-HBS) a. SureCut Shears, Inc.(9297-013-HBS)

25 & 26

27

58

Chap.9 from the text book (BMFS) Innovations in Recovery Management ( IIBF)

recovery

25

26

Customer Service

Regulatory Frame Work

27

Emerging Trends in Banking

28

Interim Tests

a. Commerce Bank(9-603-080-HBS) b. Customer Management Process Commerce Bank(1578BC-HBS) Banking in India- Issues and Challenges for the Future (BREP/026-IBSCRC) Customer Profitability and Customer Relationship Management at RBC Financial Group (Abridged) (9-102-072-HBS) NCP1, NCP2, and WAC

28

The Ombudsman Scheme- 2006 (RBI)

29

a. Supervision of the Indian Financial System (RBI) b. Chap.9 from the text book (BMFS)

30

-

3

Evaluation Plan Sr. No. 1 2 3 4.

Components Class participation Written Case Analysis (WAC) Interim Tests End Term Examination

59

Weightage 40 % 10 % 20 % 30%

Financial Risk Management Program: MBA

Course Code: SL FI 608

Class of 2013

Credits: 3

Semester: III

Sessions: 33

Course Objective This course gives students a working knowledge of derivative instruments and their applications in managing various types of financial risks. While doing so, students would understand the organizational aspects of those risk functions and their roles & responsibilities. The emphasis is on mechanics, properties and valuation of forwards, futures, options and swap instruments. In covering these instruments, cases, examples and notes would be sought from mar kets so as to provide a holistic view of the financial market structure i.e., currency, fixed income, equity and money market s. Cases discussed in the class would be contemporary in nature drawn from international experience.

Text Book

BOOK

AUTHOR / PUBLICATION

Options, Futures, and Other Derivatives, 8th Edition

Hull, John C. & Basu, S., Prentice-Hall of India, 2008.

Reference Books Author

Books/ Publication

Dubofsky, David A.

Derivatives : Valuation and Risk Management, Oxford Publication

Jorion, Phillip.

Handbook of Financial Risk Management , John Willey Publication.

Apte, P. G.

International Financial Management , 4th Edison, Tata McGraw Hill

60

Detailed Syllabus Sr. No

Topic

Description of Topics

1.

Introducing the course

Introduction to Financial Risk s and it’s management

2.

Introduction to Derivative

Forwards ,Futures ,Options : Put and Call , Swaps: Interest rate Swaps , Currency Swaps

Instruments 3.

Usages and Functions of Derivative Markets

4.

Option Pricing

Hedging: Commodity Price Risk Through Futures and Forwards and Equity portfolio Price Risk Management through index futures and options Arbitrage : Using Index futures

Binomial model Black Scholes Model

5.

Trading strategies involving options & futures

Bull spread/Bear spread/Butterfly spread Calendar spreads Straddle & Strangle

6.

The Greek Letters

Delta hedging Theta / Gamma / Vega / Rho

Interest Rate Derivatives

Swap FRAs Euro-Dollar Futures Bond Options Interest rate Caps and Floors Swaptions Hedging Interest Rate Derivatives Identifying Currency Risk Currency Risk Management through appropriate Derivative Instrument Currency Swap

7

Currency risk 8

Management

61

9.

CDS

CDS Valuing CDS Risk management from the perspective of investors and banks Risk Management Challenges through Credit derivatives

10

Weather Derivatives

Weather Derivatives: Review of Pricing issues

11

Value at Risk(VaR)

The VaR measure Historical Simulation Model building approach Monte Carlo simulation Stress Testing

12

Integrated Risk Management

Identifying Integrated Risks

Integrated Risk Management

Session Plan Sr.

Topic

CASE (HBS)

Session

No.

1.

No.

Introducing the course:

2.

Reading Material

Introduction to Derivative Instruments

Why Manage A Risk ( 9-294-107) - HBS Note Honeywell, Inc and Integrated Risk Management (9-200-036)

Introduction to Derivative Instruments (295141)

62

1

Chapters 1 from the Text Book (JCH)

2-4

Chapters 1,2 and 8 from JCH

3.

Usages

and

Functions

of

Derivative Markets

American Barrick Resources Corporation- Managing Gold Price Risk (9-293-128) Application For Financial Futures – 3 (9-286-109)

5-7

Chapter 3 and 5from JCH

Application For Financial Futures  – 5 (9-286-109) 4.

5.

Option Pricing

Trading strategies involving options futures

&

Valuing Stock Options in a Compensation Package (202117) Simulation Exercise (using Derivagem softwere)

8-10

The Keller Fund’s Investment Strategy (9-295-096) Simulation Exercise Derivagem softwere)

11-15

Option

Chapters 9,11 12 and 13 from JCH

Chapters 11 to 12 from JCH

(using

6.

16

-

Mid Semester Evaluation 7.

The Letters

Greek

Simulation Exercise Derivagem softwere)

(using

17-19 Chapter 12 and 17 from JCH

Interest 8

Rate

Derivatives

Student Educational Fund, Inc. (296046)

Loan

20-23 Chapters 7, 28 and 30 from JCH

The B.F.Goodrich-Rabobank Interest Rate Swap (9-284-080) 9.

Currency

risk

Management

Hedging Currency Risks at AIFS (9-205-026) Advising on Currency risk at ICICI Bank(9-205-074) Tiffany & Company  –  1993 (295047)

63

24-26 Chapter 15 from JCH

11.

CDS

27-28 Saginaw Pars Co. and General Motors Corpo- CDS (9-210-056)

12.

Weather Derivatives

13.

Value

at

Risk(VaR)

13. 14.

from JCH

Chapter25 from

the

29

Value – At- Risk (9-297-069)- HBS Note

30-31

Chapter 20 from JCH

32

-

33

Chapter34 from JCH

Subprime MeltdownAmerican Housing and Global financial Turmoil (9-708-042) A framework for Risk Management HBR, Nov-Dec 1994,

JCH

( Reprint No. 94604)

Evaluation Plan: Sr. No.

23

United Grain Growers Limited (A) (9-201-015)

End Semester Exam Integrated Risk Management

Chapter 22 and

Components

Weightage

1

Class participation (3 phases)

30 %

2

Written Case Analysis 1 & 2

10 %

3

Interim Tests (Mid and End Term)

30 %

4.

Final Examination

30%

64

Financial Statement Analysis Program : MBA Class of: 2013 Semester : III

Course Code : SL FI 611 Credits: 3 Sessions: 33

Course Objective To enable students to have an in-depth understanding of the various assets, liabilities, and equity that appears in the financial statements of a business entity. To enable students to understand, analyze and interpret the financial statements of all types of business entities. To enable students analyze and interpret the financial statements using ratio analysis and other tools and t echniques.

Text Book BOOK

AUTHOR / PUBLICATION

The Analysis and Use of Financial Statements

Gerald.I.White, Ashinpaul.C.Sondhi and Dov Fried - Wiley India Edition, 3rd Edition

Reference Books BOOKS

AUTHOR / PUBLICATION

Financial Accounting: Reporting &

Earl K.Stice & james D. Stice  – South Western CENGAGE

Analysis

Learning (Publication)

Analysis of Financial Statements

Charles H.Gibson  – South Western CENGAGE Learning (Publication)

Financial Statement Analysis

John J.Wild, K.R.Subramanyam & Robert F.Halsey - Tata McGraw Hills (Publication)

Analysis of FINANCIAL STATEMENTS

Leopold A.Bernstein & John J.Wild - Tata McGraw Hills (Publication)

65

Detailed Syllabus Sr.No. 1.

Topic Overview of Annual Report

Description of Topics Nature

and

objectives

of

Financial

Statements,

and Overview of Financial

Importance of Financial Statement Analysis, How to read

statement Analysis

Annual Report? Contents of Annual Report, How to use Financial Statements?, Form and content, Users of Financial Statements, Overview of tools and techniques, Use of financial data in forecasting, Use of financial data in valuation , Use of financial statement data in decision making.

2.

Financial Reporting and

Introduction to USGAAP, Introduction to International

Regulations

Financial Reporting Standards (IFRS & IAS), Adoption of IFRS

worldwide,

Indian

Accounting

Standards,

Applicability of Various Standards, Comparison and Harmonization with IFRS. 3.

Analysis of Cash Flows

Importance of Cash Flow Statement, Preparation of Statement of Cash Flows, Direct and indirect method of preparation, Cash Flow from Financing Activities, Cash Flow from Operations, Cash Flow from Investing Activities,

Analysis

of

Cash

Flow

information,

Relationship of Income and Cash Flows, Cash Flow classification issues. 4.

Analysis of Inventories

Inventory and Cost of goods sold, Importance of Inventory Valuation and its implications of Income Statement and Balance Sheet, LIFO vs FIFO vs Weighted Average, Income, Cash Flows and working capital effects of inventory valuation, change in method and its impact on financial statements, Inventory level and pricing in different types of business.

5.

Analysis of Fixed Assets

Capitalization vs Expensing conceptual and industry issues,

Valuation

and

implications,

Depreciation,

methods of depreciation, tangible and intangible assets, Valuation of Tangible and Intangible Assets, Methods Of Valuation, Fair Value Accounting, Reporting under IFRS, Amortization of Intangible Assets, Impairment of assets, Asset Revaluation.

66

6.

Income tax and accounting issues, deferred taxes,

Analysis of Income Taxes

temporary

vs

permanent

differences,

analysis

of

deferred income tax expense, analysis of deferred tax assets and liabilities, presentation and disclosure of deferred taxes, treatment of operating losses and valuation allowance. 7.

Choosing Equity financing, Issuance of stock - Common

Analysis of Equity

Stock, Preferred Stock, Cash Dividends, Stock Dividends, Stock Splits, Accounting for Stock Repurchases, and Reporting in Financial Statements. 8.

Analysis of Financing Liabilities

Analyzing Current liabilities, analyzing long term debt, debt with equity features, effects of changes in interest rates, Analysis and Impact of Current Liabilities and Long Term Liabilities on Income Statement and Balance Sheet.

9.

Leases and Off-Balance sheet debt

Incentive for leasing, lease classification , reporting by lessor and lessee, Accounting and Reporting of Operating lease, Finance lease, Off-balance sheet financing activities ,

Securitization

,

take

or

pay

and

throughput

arrangements, Impact of Operating and Financing Leases on Income Statement and Balance Sheet. 10.

Analysis of Intercorporate Investments

Investment in securities, Accounting, Reporting and Analysis of Investment in Associates, Investment in Joint Ventures, Accounting and Analysis of Investment under Cost Method, Market Method, lower of cost or market method, Equity Method, Fair Value Accounting for Investments , analyzing of investment performance.

11.

Analysis of Business

Meaning and definition of important terms, Types of

Combinations

Business

Combinations,

Consolidated

Financial

Statements, Inter - Company Transactions and profit confirmations,

Minority

Interest,

Consolidated

Net

Income and Consolidated Retained Earnings, Changes in Ownership, Consolidation and Reporting of Investment in Associates, and Consolidation and Reporting of interest in Joint Ventures, Push-Down Accounting. 12.

Foreign Currency Transactions

Effects of Accounting and Reporting of Foreign Currency Transactions,

Currency

Translations,

Methods

of

Translating Financial Statements of a Foreign Entity,

67

Impact of different methods on the Income Statement and Balance Sheet, Analyzing using information on Foreign Currency Transactions given in the Notes to Accounts. 13.

Financial Analysis using

Analyzing and Understanding a company using financial

Ratios

ratios as a summary tool, Investigating the information gained from analysis, Analysis of Firm Performance using Ratios,

Economic

Characteristics

and

Strategies,

Significance and Use of ratios for Valuation Purpose, Patterns of Ratio Disclosure and use, Comparison and Analysis of Various Ratios among different Industries. 14.

Measure of Performance

Introduction to EVA, Significance of EVA, components and

using EVA

mechanics of computing EVA, setting of EVA systems and difficulty in implementing.

15.

Quality of Earnings

Quality of Earnings and its significance in evaluating corporate Performance, Leverage provided by Generally Accepted Accounting Principles and Quality of Earnings.

16.

Window Dressing

Problems in Financial Statements, Understanding how and why income statement is manipulated and reworking profits, ethical issues in financial reporting, recent scandals in financial reporting.

17.

Analysis of Bank Financials

Preparation of bank financial statements and Regulatory Capital Calculations, Assets and Liabilities of a bank, Revenues and Expenses of a bank, Capital Adequacy Ratios , Fair Value Accounting,

Analysis of Banks

Performance. 18.

Comprehensive Financial

Financial Analysis, Comparative Analysis, appreciation of

Analysis and Valuation

Business Strategy and Analysis, Prospective Analysis and Valuation, and their interrelationship.

68

Session Plan S.

Topic

CASE

No. 1.

Session No

Overview of Annual Report and overview of Financial statement

a) Annual Report of Tata Steels 2009 -2010 b) HBS Note: Financial Statement Analysis (9-195177)

1&2

Financial Reporting and Regulations

3.

Analysis of Cash Flows

4.

Analysis of Inventories

5.

Analysis of Fixed Assets

Chapter 1 from Text Book (TB): Framework for Financial Statement

Analysis

2.

Reading Material

Analysis

a) The IASB at a Crossroads: The future of International Financial Reporting Standards HBS (9-111-084)

3

a)

4&5

Statement of Cash Flows – Three Examples HBS (9-193103) b) Ceres Gardening Company: Funding Growth in Organic Products HBS (4017) a) Merrimack Tractors and Mowers: LIFO or FIFO? HBS (3217) a)

Chapter 1 of TB: Framework for Financial Statement Analysis

Chapter 3 of TB: Analysis of Cash Flows

6

Chapter 6 of TB: Analysis of Inventories

Land Securities Group (A):

7, 8 ,

Chapter 7 of TB:

Choosing Cost or Fair Value

& 9

Analysis of Long-

on adoption of IFRS (HBS 9-

lived Assets: The

105-014)

Capitalisation

b) The Talbots, Inc. and Subsidiaries: Accounting for Goodwill (HBS 3254)

c) Depreciation at Delta Air Lines: The "Fresh Start"

Decision

Chapter 8: Analysis of Long – Lived

 Assets:

Analysis of Depreciation and

( HBS 4013)

Impairment

69

6.

Analysis of

a)

Income Taxes

Australian Vintage Ltd. ( HBS 9-111-034)

10&11

Chapter 9 of TB: Analysis of Income Taxes

Quiz 1

7.

Interim Test

Analysis of

12

a) Jimmy Fu and Moog, Inc:

Equity

13 &14

Understanding Shareholders’ Equity (HBS

8.

Analysis of

4203)

a) Kim Park (B): Liabilities (HBS

Financing

15

Analysis of Financing

9-110-018)

Liabilities 9.

10.

Leases and Off-

Liabilities

Balance sheet

Leasing Decision at Magnet Beauty Products.Inc.

debt

( HBS 9-111-039)

a)

Investments

16 & 17

Leases and Off –

18 &19

Chapter 13 of TB: Analysis of Inter-

a) HBS Note: Fair Value

corporate Investments

Accounting for Investments in Debt Securities (HBS

Chapter 11 of TB: Balance Sheet Debt

Analysis of Inter-corporate

Chapter 10 of TB:

9-209-134)

b) State Street Corporation (HBS 9-209-112) 11.

Analysis of

a)

Business Combinations 12.

Foreign

Keane’s Acquisition of Metro Information Services (A) ( HBS 9-103-042)

a) HBS Note : Accounting for

20 & 21

Chapter 14 of TB: Analysis of Business Combinations

22 &23

Chapter 15 of TB:

Currency

Foreign Operations (9-100-

Analysis of

Transactions

024)

Multinational

Cosmeticos de Espana, S.A

Operations

b)

(A) (HBS Quiz 2

9-111-019)

Interim Test 2

70

24

13.

Financial

a) Sears, Roebuck & Co. vs Wal-

Analysis using

Mart Stores.Inc. (HBS 9-101-

Ratios

011)

25, 26 & 27

Chapter 4 of TB: Foundations of Ratio and Financial Analysis

 b) The case of Unidentified Industries – 2006 (HBS 9-207096) 14.

Measure of

a) Vyaderm Pharmaceuticals

Performance

28

(HBS 9-101-019)

Additional Material will be provided

using EVA 15.

Quality of

a) Ford Motor Company:

Earnings

16.

Window Dressing

29

Quality of Earnings Growth

Analysis of Financial

Analysis (A) (HBS 9-104-

Statements: A

059)

synthesis

a) Accounting Fraud at

30

WorldCom (HBS 9-104-071)

17.

18.

Analysis of

a) Citigroup 2007: Financial

Bank

Reporting and Regulatory

Financials

Capital (HBS 9-111-041)

Comprehensiv

a) Boston Beer Company, Inc.

e Financial

(HBS

9-196-138)

Additional Material will be provided.

31

Additional Material will be provided.

32 & 33

Chapter 17 of TB : Analysis of Financial

Analysis and

Statements: A

Valuation

synthesis

EVALUATION PLAN S. No.

Chapter 17 of TB :

Components

Weightage

1

Class participation (3 phases)

40 %

2

Written Case Analysis 1 & 2

10 %

3

Interim Test ( 2 phases)

20 %

4.

Final Examination

30%

71

International Finance & Trade Program: MBA

Course Code: SL FI 602

Class of: 2013

Credits: 3

Semester : III

Sessions: 33

Course Objectives The course will help students understand how external sector movements translate to changes in the domestic economy. It will help the manager of an organization understand the global currency market movements and establish if any changes in these markets affect his organization. The course will help students make sense of global macroeconomic events and exchange rate dynamics. It sets the framework for the detailed issues in multinational financial management. The main focus of the course will be the financial implications of the rapid integration of national economies worldwide through trade, financial flows and technology spillovers upon the firm’s cross-border cross -border strategy. The course will assess the impact of economic and financial liberalization as well as structural reforms upon the foreign exchange and financial markets of both advanced and emerg ing market economies.

Textbook Book Title Multinational Management

Financial

Author , Publication and Edition th Alan C Shapiro, Wiley Publications, Publications, 8  Ed

Reference Reading Book Title International Finance International Financial Management International Financial Management International Economics Internet Resources

Author , Publication and Edition th Maurice Levi, Mc Graw Hill, 5  edition, Jeff Madura; Cengage Learning, ……..2008, th

Eun and Resnick, Tata McGraw Hill, 4  edition th

Carbaugh, Cengage Learning, 11  Edition www.voxeu.org www.rbi.org.in www.imf.org www.repec.org www.bloomberg.com www.bis.org

72

Detailed Syllabus Sl. No. 1

Topics Current Issues in International Finance and Trade, Theories of International Trade

2.

International Flows of Goods and Funds:

3.

IMF and the current international monetary system

4.

The Foreign Exchange Market

5.

Theories of Exchange Rate Determination & Exchange Rate Forecasting

6.

Forex Risk Management: tools & techniques

7.

Foreign Investment Analysis

8.

Int. Project Appraisal & Capital Budgeting

9.

International Financial Markets & Instruments

Description of Topics Trends in International Trade and Cross Border Financial flows, Absolute advantage /Comparative advantage /HeckscherOhlin/ Product life cycle theory of international Trade, Porter’s Theory of National Diamond  –   –  concept of sustainable competitive advantage Balance of Payments Accounting and related issues, Trade deficits, Current Account Deficits and related concerns, J-Curve and Economic Implications of strengthening/weakening of a currency, Capital movements and impact on BOP, Capital Account Convertibility and Forex Reserves and its Implications Evolution of IMS(Int. Monetary System), IMF’s role in the present situation, Current international financial system and European Monetary System, Alternative exchange rate systems: Gold Standard, Breton Woods System, Flexible and Fixed exchange rate system, Links between monetary systems and currency crises Function and Structure of Forex Market, Forex Market Participants and Spot & Forward Market Payment and settlement systems Purchasing Power Parity, Interest rate parity  –   –  Covered & Uncovered, Fisher Effect, BOP and Monetary Approach Approach and Portfolio Balance approach, Forecasting Exchange RatesEfficient Market Hypothesis, Fundamental Approach and Technical Approach Currency Derivatives - Forward Contracts, Futures, Options & Swaps, Transaction, and Translation Exposures – Exposures  – Measurement  Measurement & Management, Economic exposures: measure and management International Foreign Investment, Corporate Strategies and FDI, Advantages & Risks of International Investments, refinancing strategies of foreign investment Issues in Foreign Investment Analysis, Techniques used in international project appraisal such as APV, International Capital Structure and Cost of Capital, International CAPM and International capital budgeting Types of Markets and Instruments: Short term & Long term Financing, Cash Management in MNCs, why Cash management at MNC is so complex and issues and challenges of cash management at MNC, International capital markets, bond market, money market, market integration issues and challenges.

73

10.

WTO & Foreign Trade Policies

WTO roles, functions, functions, Trade Agreements; Trade Policies, Trade Blocks Terms of Trade and India

Session Plan Sessions 1.

2

Topics Current Issues in International Finance and Trade Theories of International Trade

3

4& 5

International Flows of Goods and Funds:

6 7&8

9 & 10 11 &12

2. The Economics gain From Trade [HBS 796183-PDF-ENG], 3. Finland 3. Finland and Nokia: Creating the World's Most Competitive Economy [HBS 702427-PDFENG] , 4. U.S. 4. U.S. Current Account Deficit [HBS 706002PDF-ENG] ,

Chap-2& 3 Car bough

Chap-5

5. Malaysia: Capital and Control [HBS 702040PDF-ENG], IMF and the current international monetary system: The Foreign Exchange Market

6. International Monetary Monetary Fund in Crisis [HBS 708035-PDF-ENG]

Chap 3

8. Foreign Exchange market and Transactions, [HBS 205016-PDF-ENG]

Chap.7

Theories of Exchange Rate Determination & Exchange Rate

10. Note 10. Note on Fundamental Parity Conditions [HBS 288016-PDF-ENG]

Chap 4

13& 14 15 & 16

Case/ product number 1. Credit crisis of 2008: An overview [HBS 110048-PDF-ENG] ,  ,

Text/ Ref Book Chap-2

Forecasting Simulation/Exercise Forex Risk Management: tools &

11. Hedging Currency Risk at AIFS [HBS 205026-PDF-ENG], 12. Foreign Exchange Hedging strategies at General Motors: Transactional and Translational Exposures [HBS 205095-PDFENG], 13. Grupo Sidek (A) [HBS 297022-PDF-ENG],

Chapters 8 11

20& 21

Foreign Analysis

15.The Refinancing of Shanghai General Motors (A) [204031-PDF-ENG]

Chap 15 & 16

22 & 23

Int. Project Appraisal & Capital Budgeting

16. Globalizing the Cost of Capital and Capital Budgeting at AES 17. Groupe 17. Groupe Ariel S.A.: Parity Conditions and Cross-Border Valuation 18. Belco Global Global Foods [HBS 211033-PDFENG]

Chap 14& 17

17 &18

19 Investment

24&25 26&27

International Financial Markets &

74

Chap-18 &19

Sessions 28 & 29

Topics Instruments:

30 &31

32 &33

Case/ product number 9. Innocents Abroad: Currencies and International Stock Returns [HBS 204141-PDF-ENG] , 19. Tax Motivated Film Financing at Rexford Studios HBS 203005-PDF-ENG

WTO, Trade Blocks and Foreign Trade Policies:

20. World Trade Organization [HBS 703015PDF-ENG]

Evaluation Plan Sl. No. 1 2. 3 4

Evaluation Components

Weightage

Class participation (3 Phase) Written Case Analysis (2 Phase) Interim test (2 Phase) End term Exam Total Weightage

35 10 25 30 100

75

Text/ Ref Book

Investment Banking Program: MBA Class of 2013 Semester: III

Course Code: SL BK 610 Credits: 3 Sessions: 33

Course Objective In spite of the recent turmoil in the IB industry, still it plays a dominant role in the areas of M&A deal structuring, corporate valuation, corporate advisory, and Public Issue management. The course is designed to familiarize students with field of investment banking and to make students understand various functions of investment banks. The contents of this course include financial markets, raising finance from domestic and international markets, merchant banking, corporate restructuring, valuation, Private equity funding, and Hedge fund operations. The recent developments in the field will be given due preference while delivering the course. Students are expected to have through knowledge of spreadsheets and all the fundamentals of finance.

Text Book

BOOK

AUTHOR / PUBLICATION

Introduction to Investment Banks, Hedge Funds & Private Equity

David P Stowel,(DPS) Elsevier

Reference Books BOOKS

AUTHOR / PUBLICATION

The Business of Investment Banking: A comprehensive overview.

Liaw, Thomas K., John Wiley & Sons, Inc. (2006).

Investment Banking: Valuation, Leveraged Buyouts, and Mergers & Acquisitions

Rosenbaum, Joshua & Pearl, Joshua., John Wiley & Sons, Inc. (2009).

76

Detailed Syllabus Session

Topic

No. 1

Introduction to the course, readings, and evaluation

2

Overview Investment Banking : Post-crisis global investment banking firms, the business of investment banking, Regulation of the securities industry in India and various other countries

3

Financings Capital market financings  –  Financing Considerations  –  Financing alternatives  – IPO & FPO - Role of IB  –  Distribution alternatives-IPO Valuation  –  Shelf registration – Green Shoe option

4

Mergers and Acquisitions The core of M&A  –  Credit rating and acquisition currency  –  Role of IBs  – Acquisitions  –  Due diligence and documentation  –  Alternative sale processes  – Corporate restructuring – Takeover defenses – Valuation –

5

Trading Client related trading - equity trading – FICC trading - Proprietary trading – Risk Monitoring and Control - International banking – Euro markets – Japan’s markets – China’s financial markets – Emerging financial markets -

6

Asset Management, Wealth Management & Research, and Credit Rating

7

Hedge Funds Overview  – composition of investors  – industry concentration  –  Performance – Financial innovation – Hedge fund investment strategies -

8

Private Equity & Venture Capital Overview – participants – financing bridges – secondary markets for private equity – management practices and productivity – value propositions for corporations - private equity as an alternative model for corporate governance

77

Leveraged d Buyout

9

LBO financial model – determining cash flow available for debt service – financial sponsor’s IRR determination

Session Plan Session

Topic

Case/Note/Article

No. 1

Readings (Text Book Reference)

Introduction

to

the

course,

Course Handout

readings, and evaluation Chapter 10 - DPS 2

Chapters 1 & 2 -

Overview Investment Banking : Post-crisis

global

investment

banking firms, the business of investment banking, Regulation

History of Investment Banking (Note) – HBSP – 9-902-168

DPS

of the securities industry in India and various other countries 3to 10

Financings Capital Financing

Chapter 3 – DPS

market

financings

Considerations

 –  –

Financing alternatives  –  IPO & FPO - Role of IB  –  Distribution alternatives-IPO Valuation – Shelf registration – Green Shoe option

The Initial Public Offering Process (Note) – HBSP – 200018 Freeport-McMoran: Financing an Acquisition  – DPS – Case No.3 - KEL345PDF-ENG United Parcel Service's IPO-HBSP-103015-PDFENG JAMES C. BRAU and STANLEY E. FAWCETT (2006), “ Initial Public Offerings: An Analysis of Theory and Practice”, JOURNAL OF FINANCE • VOL. LXI, NO.

78

11 to 14

Mergers and Acquisitions

Chapter 4 – DPS

The core of M&A  –  Credit rating and acquisition currency  –  Role of IBs  –  Acquisitions  –  Due diligence and documentation  – Alternative Corporate

sale

processes  –

restructuring

 –

Takeover defenses – Valuation –

The Best Deal Gillette Could Get: Procter and Gamble’s Acquisition of Gillette  –  DPS – Case No.4 - KEL183-PDF-ENG Acquisition of Consolidated Rail Corp. (A)  – HBSP - 298006-PDF-ENG Richard B. Robinson Jr. & John A. Pearce, Hostile Takeover Defenses That Maximize Shareholder Wealth - HBS- 107

15, 16, &17

Chapter 5 - DPS

Trading Client related trading - equity trading – FICC trading Proprietary trading – Risk Monitoring and Control -

Deutsche Bank: Finding Relative Value Trades 205059-PDF-ENG Securities Trading: Front, Middle, and Back Office 110070-PDF-ENG

International banking – Euro markets – Japan’s markets – China’s financial markets – Emerging financial markets 19, 20 & 21

Asset

Management,

Wealth

Management & Research, and Credit Rating

Note on the Asset Management Industry 311013 Private Capital and Public Policy: Standard & Poor's Sovereign Credit Ratings 705026-PDF-ENG

79

Chapter 6 & 7 - DPS

22, 23,

Hedge Funds

24, 25 & 26 Overview investors

 –  composition  – 

of

industry

concentration  –  Performance  – Financial innovation  –  Hedge fund investment strategies -

28 29 &

Private Equity & Venture Capital

30

Overview – participants – financing bridges – secondary

Kmart, Sears, and ESL: How a Hedge Fund became one of the World’s Largest Retailers – DPS – Case No.6 - KEL133-PDF-ENG A tale of two hedge funds: Magnetar and Peloton – DPS – Case No. 5- KEL402PDF-ENG Martingale Asset Management LP in 2008, 130/30 Funds, and a LowVolatility Strategy – HBSP 209047-PDF-ENG

Chapter 11, 12 &

Cerebrus and the U.S. Auto Industry – DPS – Case No. 10 - KEL315-PDF-ENG SpiffyTerm, Inc.: January 2000 – HBSP -SM86-PDFENG

Chapters 16, 18

Michel, Allen & Shaked, Israel. (1991). RJR Nabisco: A Case Study of a Complex Leveraged Buyout . The Financial Analysts Journal, Sept-Oct. The Toys “R” Us LBO – DPS - Case No. 9 - KEL168-PDFENG

Chapter 17 - DPS

15 – DPS

and 20 – DPS

markets for private equity – management practices and productivity – value propositions for corporations - private equity as an alternative model for corporate governance 31, 32&

Leveraged d Buyout

33

LBO financial model – determining cash flow available for debt service – financial sponsor’s IRR determination

80

Evaluation Plan Component

Description

Sessions

Weightage

1

WAC

10%

2

Class Test-2

18  & 27 session

3

Group Project

23 session

20%

4

Class Participation

Continuous

20%

5

End-Term examination

TBA

30%

th

th

rd

81

20%

Retail Banking Program : MBA Class of 2013 Semester : III

Course Code :SL BK 607 Credits: 3 Sessions: 33

Course Objective: The purpose of this course is to provide you with an essential exposure to the subject of Retail Banking. The Course is designed in such a way as to provide all the required inputs for a sound understanding of the nuances and dimension of Retail Banking in general and Retail Banking in India in particular. The Course attempts to throw much light on the topics of contemporary interest as well that of scholarly interest. Further, efforts are made to discuss suitable Case Studies relevant to the topics. The Course has the following objectives: To provide a managerial perspective by an understanding of the significance of Retail Banking, forces that drive retail banking, economics of retail explosion, banker-customer relationships and the liability side and assets side products of retail banking. To provide a detailed understanding about Plastic Money, Different Types of Plastic Money, Concept of a Credit Card, Distinction between Credit Card, Charge Card and Debit Card, Mechanics of a Credit Card Transaction, Credit Card as an Augmented Retail Financial Product, Credit Card Business in India and the Emerging Sc enario. To develop managerial skills by analyzing as to how the banks manage their consumption finance, vehicle finance, home finance under retail banking for profit maximization. To provide an in depth understanding about facilities management, remittances, payment and settlement systems, ancillary services, distribution services and retail banking channels. To familiarize with the concepts of e-banking, bank marketing, market segmentation, product management, sales and distribution management in the area of ret ail banking. To create awareness about promotion of bank products and services, pricing of bank products, personal banking relationship, banking customer profitability, customer service norms, and customer grievance redressal mechanism To create awareness about recent trends in retail banking and risks in retail banking. Lastly, to provide the student an understanding about the prevailing regulatory environment in the area of retail banking in India.

Text Book BOOK

AUTHOR / PUBLICATION

Retail Banking

IUP

82

Reference Books REFERENCE BOOKS The Future of Retail Banking

AUTHOR / PUBLICATION Joseph A Divanna, Palgrave Macmillan, 2004 Hugh Croxford et, al.

The Art of Better Retail Banking Achieving Excellence in Retail Banking Bank Management & Financial Services Marketing Financial Products Retail Banking

Retail Banking

Retail Banking Banking products and services Banking Principles & Operations

John Wiley & Sons, Ltd, 2005 Leichtfuss, Reinhold. John Wiley & Sons – 2003 Peter Rose and Sylvia C.Hudgins, Tata McGraw –Hill - 2010 IBS Center for Management Research, IBS Hyderabad

Keith Pond, Financial World Publishing, 2007, London, ISBN: 978-0-85297-777-4 IIBF Macmillan Publishers India, 2011, ISBN: 9780230330504 Palat Raghu, Cortland Rand Cosulting ISBN: 13- 9788189074043 IIBF, Indian Institute of Banking and Finance/2007 2nd edition, 2007, JBA code:19661 Gopinath, M. N. Snow White Publications / 2010, Mumbai ISBN: 978-81-8159-447-1

Detailed Syllabus Sr.

Topic

Description of Topics

No. 1.

Introduction to Retail Banking

Banking and its importance, Concept of Retail Banking, Main subsets of retail banking, Personal Loans, Housing Loans, Educational Loans, Gold Loans, Vehicle Loans, etc. Differences between retail banking, private banking and priority banking

83

2.

Retail Banking Significance

3.

Banker Customer Relationships

Importance of Retail Banking, Forces that drive retail banking, economics of retail explosion, Quality of life, consumption financing, life style lending, other sources of retail finance, Risk diversification tool Various types of customers, Banker customer relationships, Bankers rights, Lien, Set-Off, and appropriation, Banker’s Duties: Duty to honour cheques and Duty of Secrecy KYC Norms, Anti-Money Laundering (AML) / Combating of Financial Terrorism (CFT) - Standards, Precautions to be taken while opening the deposit accounts, Various types of retail customers, Documents to scrutinized while opening accounts, Nomination facility

4

Retail Banking Products - Liabilities

Assets and Liabilities of Retail Banking Liabilities Management in Retail Banking: Deposit Products, Demand Deposits, Time Deposits, Recurring Deposits, Certificate of Deposits, Term and Interest Rates of Deposits Liabilities Management in Retail Banking: Debit cards, ATMs, Net banking or E-Banking, Phone banking, Mobile banking, Bill payments

5

Retail Banking Products -Assets Decision Analysis

 Asset Management in Retail Banking: Plastic Money, Different Types of Plastic Money, Concept of a Credit Card, Distinction between Credit Card, Charge Card and Debit Card Mechanics of a Credit Card Transaction Credit Card as an Augmented Retail Financial Product Credit Card Business in India: The Emerging Scenario

Residential mortgage loans, auto finance, Personal loans, Consumer durable loans, Loans against equity shares, Loans for subscribing to Initial Public Offers (IPOs), Bill payment services, Mutual funds, Investment advisory services. Credit analysis and Credit Scoring and appraisal of Retail Loans

6

Consumption Finance

Consumer Loans, understanding the customer needs, designing the product, tenor and pricing of t he loan product, documentation and delivery

84

7

Vehicle Finance

Vehicle Loans, Auto finance, Norms in auto finance, RBI guidelines

8

Home Finance

Financing the home needs of individuals, Home Loans Market, RBI Guidelines,

9

Facilities Management

10

Remittances, Payment and Settlement Systems

11

Ancillary Services

12

Distribution Services

13

Retail Banking Channels

14

E-Banking

15

Bank Marketing

16

Market Segmentation

17

Product Management

18

19

20

Sales and Distribution management

Promotion of Bank Products and Services

Pricing of Bank Products

Payment and settlement systems in India and abroad Emerging New Systems – ECS, EFT, NEFT, RTGS, LERM, etc. Remittance channels Demand Drafts, Pay Orders, Mail Transfers, Telegraphic Transfers, Clearing House, High Value Clearing, MICR Clearing, National Clearing, Cheque truncation Lockers, Standing Instructions, Safe Custody of Articles, Demat Services, Cross country payments and collection of funds NRI, Person of Indian Origin, Bank Deposit Accounts for NRI, Preferential Interest rates, Expatriation and repatriation of funds, RBI guidelines, Baggage r ules, Outward remittance facilities to resident I ndians Sale of Mutual funds, Government Bond, Gold Coins, Bancassurance Branch Banking, Hub and Spoke banking, ATM, Tele Banking & Call Centres, Mobile banking, and Banking boutiques Organisation of E-Banking, Trends in E-banking, recent trends in e-banking, Online banking Kiosks, Virtual Branches, Advantages and Disadvantages Characteristics of Bank Products and Services, Product and Services Mix, Servuction Process Demographic segmentation, Geographic, behaviouristic and volume variables. Product space segmentation, Segmentation based on values and life style Customer needs assessments, Process of product management, Role of innovation in product design, Product positioning, Branding of Bank Products, feedback, promotions and schemes. Direct sales, strategy of marketing and sales in banks, relationship management, CRM, , Customer rete ntion, customer satisfaction, cross-selling, channel selection and empanelment of channel partners, monitoring a channel partner, integrity, Role of DSA and D MA Competitive strategies, Competitive advantage, Speed as a strategy, customer centric banking Different product pricing methods and strategies and their applicability to bank products and services. Cost of funds, PLR, BPLR, Base Rate calculations, Service Charges for various transactions

85

21

Personal Banking

22

Relationship Banking

23

Customer Profitability

Customer Service Norms, 24

Laws and Customer Grievance Redressal Mechanism

25

Recent Trends in Retail Banking

26

Risks in Retail Banking

27

Regulatory Environment

Concept of private banking, Private banking in Indian banking, Private Banking in new generation banks, HNIs, HNI products financial planning and financial advisory responsibilities, fiduciary role. Concept of relationship banking, Practices of Indian banks in relationship banking, significance of r elationship banking Customer profitability from online and offline customers, matching service levels to customer profit levels, channel use and customer profitability, Revenues and Cost-toserve, Managing customer profitability The Art of Customer Service, Customer Service, Customer Satisfaction and Customer delight, The services marketing triangle, Delivering the customer value, and satisfaction. Importance of Customer Service, Statutory obligations, Talwar and Goiporia Committee recommendations, Banking Ombudsman Scheme 2006, Consumer Protection Act Alternate delivery channels, customer relationship management Vs customer interaction management, technology as a differentiator , international trends and tools, regulatory aspects, microfinance, urban retail products and factoring How are banks affected by Risks, types o f risks faced by banks, impact of retail banking on bank’s risks profile, risk prone area, indicators of risk, risk m itigating measures, risk measurement, pricing of products based on risk profiles, management of risks in banks, verification of loanees, validation of ability or intention to pay, verification of loanees by internal agencies, process and time sc hedule, risks involved in various segments of retail loans, operational risks management strategies, provisioning norms, disaster recovery management, portfolio management, credit bureaus. Need for regulation in banking, internal regulation, RBI business facilitator ,model, external regulation, know capital allocation and risk management norms, end user monitoring, Basel norms, Sarbanes Oxley, business continuity management and AML.

86

Session Plan Session No.

Chapter

Case Title The Role of Retail Banking in the US

1

Introduction to Retail Banking Banking and its importance, Concept of Retail Banking, Main subsets of retail banking, Personal Loans, Housing Loans, Educational Loans, Gold Loans, Vehicle Loans, etc. Differences between retail banking, private banking and priority banking

Banking

Additional Reading Material

World Retail Banking Report-2009 – by Capgemini & Merril Lynch

Industry: Risk,

Source:

Return, and

http://www.capgemini.com/insights-

Industry Structure

and-resources/by-publication/worldretail-banking-report2011/?ftcnt=10121

Source: http://www.ny .frb.org/resear ch/epr/07v13n 3/hirtle/exesu m_hirt.html

ICICI in Retail Banking Source: Professional Banker, November 2007, IUP Publications

Retail FinanceA Comparison

2

Retail Banking – Significance Importance of Retail Banking, Forces that drive retail banking, economics of retail explosion, Quality of life, consumption financing, life style lending, other sources of retail finance, Risk diversification tool

Between India and China

RBI publication on (ICMR Case) Retail Banking - Opportunities and

Source:

Challenges

Icfai Reader, February 2007, IUP Publications

3

Banker Customer Relationships Various types of customers, Banker customer relationships, Bankers rights, Lien, Set-Off, and appropriation, Banker’s Duties: Duty to honour cheques and Duty of Secrecy

Technical Note on Banker Customer

Article: Banker-Customer Relationship

relations Source: (Developed by Course

http://student.fnu.ac.fj:82/Commerc

Instructor)

e/BNK502/Additional%20Readings/Ba

87

nk-Customer%20Diagram.pdf  KYC Norms, Anti-Money Laundering (AML) / Combating of Financial Terrorism (CFT) Standards, Precautions to be taken while opening the deposit accounts, Various types of retail

RBI Master

customers, Documents to

Circular –

scrutinized while opening

Know Your

accounts, Nomination facility

Customer (KYC) norms / AntiMoney Laundering

4

(AML) Source: http://www.rbi .org.in/scripts/ BS_ViewMaste rCirculardetails .aspx Reference Book:

Retail Banking Products Banking

5

- Liabilities Assets and Liabilities of Retail Banking Liabilities Management in Retail Banking: Deposit Products, Demand

products and

Deposits, Time Deposits,

of Banking and

Recurring Deposits, Certificate

Finance/2007

services By: IIBF Indian Institute

of Deposits, Term and Interest Rates of Deposits

2nd edition, 2007, JBA code:19661

6

Liabilities Management in Retail Banking: Debit cards, ATMs, Net banking

Technology in

or E-Banking, Phone banking,

A Case Study of

Banks

88

Note on “Bank Liability Products” (Developed by Course Instructor)

Mobile banking, Bill payments

HDFC Bank

(ICMR Case)

Retail Banking Products

7

8

-Assets Asset Management in Retail Banking: Plastic Money, Different Types of Plastic Money, Concept of a Credit Card, Distinction between Credit Card, Charge Card and Debit Card Mechanics of a Credit Card Transaction Credit Card as an Augmented Retail Financial Product Credit Card Business in India: The Emerging Scenario

American Express Card

HBS Case: 9509-027

RBI Master Circular on Credit Card Operations of banks Dated July 1, 2010 http://www.rbi.org.in/scripts/BS_Vie wMasterCirculardetails.aspx

 Asset Management in Retail Banking: Residential mortgage loans,

Technical Note

auto finance, Personal loans,

on Assets in

Banking products and services

Consumer durable loans, Loans

Retail Banking

By: IIBF

(Developed by

Indian Institute of Banking and

against equity shares, Loans for subscribing to Initial Public Offers (IPOs), Bill payment services, Mutual funds,

Reference Book:

Course

Finance/2007

Instructor) 2nd edition, 2007, JBA code:19661

Investment advisory services.

Reading Material on Credit Information Bureau

Technical Note

9

 Asset Management in Retail Banking: Credit analysis and Credit

on Credit

Scoring and appraisal of Retail

(Developed by

Loans

Course

Of India Limited By Fitch India

Scoring http://www.fitchindia.com/Fridays/CI BIFitchRatingsaug06.pdf 

Instructor) Credit Scoring Questions & Answers

89

A Fractal Whitepaper Source: fractalanalytics.com http://www.fractalanalytics.com/case studies_pdfs/fractal_analytics_credit_ scoring_questions_answers.pdf  Reading Material: The Status of Consumer Credit in India

10

Consumption Finance

Introduction to

Consumer Loans, understanding

Consumer

the customer needs, designing

Credit

http://www.cag.org.in/link/Status%2 0of%20Consumer.pdf 

the product, tenor and pricing of the loan product,

HBS Case: 9-

documentation and delivery

209-107

Format of Consumer credit application http://www.westsideford.net/index_ htm_files/Consumer_credit_app.pdf 

11

Internal Evaluation I

Article on Understanding Vehicle Financing

Technical Note

Vehicle Finance Vehicle Loans, 12

Auto finance, Norms in auto finance, RBI guidelines

Source:

on Vehicle

http://www.ftc.gov/bcp/edu/pubs/co

Finance by

nsumer/autos/aut04.pdf 

Banks (Developed by Course Instructor)

Vehicle Loan Hypothecation form http://www.southindianbank.com/Us erFiles/Forms/Vehicle%20LoanAgree ment.pdf 

90

RBI

13

Home Finance Financing the home needs of individuals, Home Loans Market, RBI Guidelines,

The American Dream

HBS Case: 9390-089

Master Circular on Housing Finance Dated July 1, 2010 http://www.rbi.org.in/scripts/BS_Vie wMasterCirculardetails.aspx

Technical Note on

RBI Note on Furnishing remitter details in pass book / pass sheet / account statement for credits received by customers through NEFT / NECS / ECS

14

Facilities Management Payment and settlement systems in India and abroad Emerging New Systems – ECS,

Electronic

EFT, NEFT, RTGS, LERM, etc.

Usage of RTGS

National Electronic Clearing Service

Remittance channels

and NEFT

(NECS) – Optimal Usage and

Funds Transfer

www.rbi.org.in

Infrastructure in India –

(Developed by Course

Expansion Source:

Instructor) www.rbi.org

Remittances, Payment and

15

CTS- 2010 Standards: Implementation

Settlement Systems Demand

Consumer

Drafts, Pay Orders, Mail

Payment

Transfers, Telegraphic Transfers,

Systems in US

Clearing House, High Value Clearing, MICR Clearing,

HBS Case: 9-

Reports available at

National Clearing, Cheque

909-006

http://www.npci.org.in/regulate.asp  x 

truncation

16

 – Guidance Note

Ancillary ServicesLockers, Standing Instructions, Safe Custody of Articles, Demat Services, Cross country payments and collection of funds NRI, Person of Indian Origin, Bank Deposit Accounts for NRI, Preferential Interest rates, Expatriation and repatriation of

RBI Master Circular of instructions relating to deposits held in FCNR(B) Accounts July 1, 2010 http://www.rbi

91

Technical Note on Ancillary Services (Developed by Course Instructor)

funds, RBI guidelines, Baggage

.org.in/scripts/

rules, Outward remittance

BS_ViewMaste

facilities to resident Indians

rCirculardetails .aspx

Technical Note on Distribution

17

Distribution Services Sale of

services by

Mutual funds, Government

Banks

An article on Bancassurance in India

Bond, Gold Coins, Bancassurance

(Developed by Course Instructor)

http://www.icai.org/resource_file/11 211p1348-51.pdf 

RBI Circular on Mobile Banking Transactions in India - Operative Guidelines for Banks

Retail Banking Channels Branch Banking, Hub and Spoke 18

Bank of

http://www.rbi.org.in/scripts/BS_Vie

America:

wMasterCirculardetails.aspx

banking, ATM, Tele Banking &

Mobile Banking

Call Centres, Mobile banking,

HBS Case: 9-

and Banking boutiques

510-063

RBI Circular on Mobile Branches and Mobile ATMs http://www.rbi.org.in/scripts/BS_Vie wMasterCirculardetails.aspx

RBI Report on Internet Banking E-Banking Organisation of E-

First Direct(A)

Source:

recent trends in e-banking,

HBS Case: 5-

www.rbi.org.in

Online banking Kiosks, Virtual

901-033

Banking, Trends in E-banking, 19

Branches, Advantages and Disadvantages

Legal Aspects of the Bank-Customer Relationship in Electronic Banking

Bank Marketing Characteristics 20

of Bank Products and Services, Product and Services Mix, Servuction Process

Citibank Launching Credit Card in Asia Pacific

HBS Case: 9-

92

A note on The service encounterPsychology of the Experience: The Missing Link in Service Science

595-026

http://www.almaden.ibm.com/asr/su mmit/papers/ucscchase.pdf 

A report on

21

Market Segmentation

Alpen Bank:

Demographic segmentation,

Launching the

Geographic, behaviouristic and

Credit Card in

volume variables. Product space

Romania

Source: http://ivythesis.typepad.com/term_p

segmentation, Segmentation based on values and life style

Market Segmentation at HSBC

HBS Case: 4559

aper_topics/2009/01/marketsegmentation-for-hsbc.html

Wharton Paper on Innovation in Retail Banking Source:

Product Management Customer needs assessments, Process of product management, Role of 22

innovation in product design, Product positioning, Branding of Bank Products, feedback,

Zopa: the

http://fic.wharton.upenn.edu/fic/pap

power of Peer

ers/97/9748.pdf 

to peer lending

HBS Case: 9709-469

promotions and schemes.

Article on Branding for Banks Source: http://www.prophet.com/downloads /articles/Branding%20for%20Banks% 20_%20Root.pdf 

Sales and Distribution managementDirect sales,

23

strategy of marketing and sales

ICICI Bank's

in banks, relationship

"Get up to

management, CRM, , Customer

100% Cash

retention, customer

Back" Offer

The Way Forward

channel selection and

IBS

http://www.oocities.org/goelrinku/PS

empanelment of channel

(ICMR)Case:

partners, monitoring a channel

FINC046

satisfaction, cross-selling,

partner, integrity, Role of DSA and DMA

93

Article: PSU Banks as a Distribution Channel –

UBanks.pdf 

24

Internal Evaluation II Article: Achieving Customer Centricity in

25

Promotion of Bank Products

Credit Suisse

and Services Competitive

(A)

strategies, Competitive advantage, Speed as a strategy,

HBS Case: 5-

customer centric banking

800-361

Retail Banking Source: http://www.tibco.com/multimedia/so lution-brief-achieving-customercentricity-in-retail-banking_tcm82434.pdf 

Article: Bank Products Source:

Pricing of Bank Products

26

http://www.channelone.com/pdf/20

Different product pricing

Economics of

methods and strategies and

Retail Banking

their applicability to bank

Note

products and services. Cost of funds, PLR, BPLR, Base Rate

HBS Case: 9-

calculations, Service Charges for

602-153

various transactions

09/bank_products.pdf 

Note on Pricing in the new Retail banking paradigm Source: http://www.finextra.com/Finextradownloads/featuredocs/SunTec_Prici ng%20in%20the%20new%20Retail%2 0banking%20paradigm.pdf 

Article:

Personal Banking Concept of private banking, Private banking in Indian banking, Private 27

Banking in new generation banks, HNIs, HNI products financial planning and financial

ABN-Amro’s Private Banking

Private banking horizon in India Source:

in India http://www.the-

(ICMR Case)

advisory responsibilities,

neutron.com/admin/upload/Private% 20Banking5d11868e-0163-4e26-

fiduciary role.

87bb-e42ce99067f2.pdf 

94

Internet

28

Relationship Banking Concept

Customer

of relationship banking,

Acquisition

Practices of Indian banks in

Strategy at

relationship banking,

Bankinter

significance of relationship banking

HBS Case: 9103-021

Customer ProfitabilityCustomer profitability from online and offline customers, matching 29

service levels to customer profit levels, channel use and customer profitability, Revenues and Cost-to-serve, Managing

Pilgrim Bank(A): Customer Profitability

HBS Case: 9602-104

customer profitability

Article: E-CRM In Indian Banks Source: http://www.delhibusinessreview.org/ v_2n1/dbrv2n1i.pdf 

Article on Investigating indicators of customer profitability in personal retail banking Source: http://www.hicbusiness.org/biz2003p roceedings/Ron%20Garland.pdf 

Customer Service Norms, Laws and Customer Grievance

Article:

Redressal MechanismThe Art of Customer Service, Customer

30

Customer Service

Service, Customer Satisfaction

Great Dakota

and Customer delight, The

Bank: Online

services marketing triangle,

Banking

Retail Banking Industry

and satisfaction. Importance of

HBS Case: 9-

Source:

Customer Service, Statutory

603-011

Strategies for the

Delivering the customer value,

http://www.genesyslab.com/private/

obligations, Talwar and Goiporia

active_docs/2275_ISG_US_RetailBank

Committee recommendations,

ing_screen.pdf 

Banking Ombudsman Scheme 2006, Consumer Protection Act

The retail banking industry in 2015-

Recent Trends in Retail BankingAlternate delivery channels, customer relationship management Vs customer 31

Trends and strategies to focus on and Bank of Ireland

develop,

(BOI): Internet Strategy

Source:

technology as a differentiator ,

HBS Case: 9-

http://www.emeraldinsight.com/jour

international trends and tools,

399-012

nals.htm?issn=0258-

interaction management,

regulatory aspects,

0543&volume=23&issue=6&articleid=

microfinance, urban retail

1602404&show=html

95

Page 32 J Strategic Direction J Vol. 23

products and factoring

No. 6 2007, Pp. 32-34, Q Emerald Group Publishing Limited, ISSN 02580543

Risks in Retail Banking  How are banks affected by Risks, types of risks faced by banks, impact of retail banking on bank’s risks profile, risk prone area, indicators of risk, risk mitigating measures, risk measurement, pricing of products based on risk profiles, management of risks in 32

banks, verification of loanees, validation of ability or intention to pay, verification of loanees by internal agencies, process and

Technical Note on Risks in

A Capco white paper: European retail banking credit risk:

Retail Banking

transforming past mistakes into

(Developed by

future profits

Course Instructor)

time schedule, risks involved in

http://www.capco.com/sites/all/files/ T1025_Capco_POV_Credit_Risk.pdf 

various segments of retail loans, operational risks management strategies, provisioning norms, disaster recovery management, portfolio management, credit bureaus.

Regulatory Environment  Need for regulation in banking, internal regulation, RBI business facilitator ,model, external 33

regulation, know capital

Technical Note on Regulatory environment in

RBI Master Circular on Customer

Retail Banking

Service in banks- dated July 1, 2010

allocation and risk management

in India

norms, end user monitoring,

(Developed by

Basel norms, Sarbanes Oxley, business continuity

Course Instructor)

management and AML.

96

http://www.rbi.org.in/scripts/BS_Vie wMasterCirculardetails.aspx

Evaluation Plan EVALUATION COMPONENT

WEIGHTAGE

1. Class Participation [CP]

30%

1. Written Quiz

10%

2. Written Case Analysis -1

5%

3. Project Work [Individual]

10%

4. Written Case Analysis - 2

5%

5. Term End Exam

30%

Total

100

97

Security Analysis Program: MBA Class of 2013 Semester: III

Course Code: SL FI 605 Credits: 3 Sessions: 33

Course Objective The fundamental objective of the course is aimed at providing a comprehensive perspective in the area of Security Analysis covering the markets for both fixed income securities and the share capital trading at primany and secondary markets. The course, while familiarizing the students with various techniques of valuation of both bonds and stocks under varying situations also seeks to equip them with the basics of derivative instruments like options and futures to help them reason out

investments issues for

themselves and thus be better prepared when making real world investment decisions which will in turn enhance their marketability in finance career.

Text Book

BOOK

AUTHOR / PUBLICATION

Investments

Bodie, Kane, Marcus and Mohanty, Tata McGraw Hill, 8th Edition

Reference Books BOOKS

AUTHOR / PUBLICATION

Investment Analysis & Portfolio Management

Reilly and Brown, Cengage Learning, India Edition, 8th Edition

Damodaran on Valuation

Aswath Damodaran, Wiley Finance, 2nd Edition

Detailed Syllabus Sr. No. 1.

Topic Investment Scenario

Description of Topics The Nature and forms of investments-Investment objectives (Security and non-security), importance of investment, understanding the investment decision process-the basis of investment decision, global investment arena, institutional investors, Securities markets in India, Derivative market, Financial

98

regulation, Development of stock market, Dematerialization of shares, surveillance of stock market. 2.

Risk and Return

.

Valuation of Fixed Income

Concept and component of Risk, security returns: measuring Ex-post and Ex-ante returns, systematic and unsystematic risk, benefits of diversification, Capital Asset Pricing Model Valuation of fixed income securities: present value

Investments

model, Different types of fixed income securities, YTM, duration, immunization and convexity of the bond, term structure of interest rates – rates –spot spot and forward rate. Valuation of convertible bonds and warrants.

4.

Economic Analysis

Demand and Supply shocks and GOI Policies: Monetary Policy Operations and Fiscal Policy Business Cycles: Economic Indicators

5.

Industry Analysis

Key characteristics of an industry: Industry life cycle, Sensitivity of Industry to Business Cycle, Techniques for evaluating relevant industry factors, Five forces model

6.

Company Analysis and Equity Valuation

Technical analysis

7

Theory of Efficient 8 9.

Market Hypothesis

Options and Futures

Analyzing Company’s Profitability, Forecasting of company’s earnings , P/E ratios, Discount models, free cash flow model, Balance Sheet Valuation-Book value method, adjusted book value method and liquidation value method, Relative Valuation Techniques Theory of technical analysis, Dow theory, Bar charts, Point and figure charts, contrary opinion theory, relative strength analysis, Moving average analysis, MACD, Oscillators, Elliot wave theory, Evaluation of technical analysis Efficient market hypothesis: weak, semi strong and strong forms of efficiency, efficiency, Random walk model model of market efficiency, Empirical test of EMH in Indian context Definitions of trading mechanism, difference between Futures and forwards, rationale of options, Put and calls options, Estimating payoffs of various combinations.

99

Session Plan Sr.

Topic

Session

CASE

No. 1.

Reading Material

No. Investment Scenario

a. ISMR Report-2011

1&2

BKMM: Chapter 1, 2, 3 & 4

www.nseindia.com/research/publicati

ISMR: Chapter 1

(Sec-2), and Chapter 2

ons

b. Securities and Exchange Board of India – India – Role  Role as a regulator (ICMR caseFINC/036 ) 2.

3.

Risk and return

a. Beta Management Company (HBS: 9-292-122)

Valuation of

a. Note a. Note on Bond Valuation and Returns

Fixed Income

(HBS:9-205-008)

Investments

3

BKMM : Chapter 5, 6 and 9

4 to 11

b. The Harvard Management Company and inflation-protected bonds (HBS: 9-201-053)

BKMM : Chapter 14, 15, 16

c. Arbitrage in Government Bond market

(HBS: 9-293-093)

d. RJR Nabisco Holdings capital capital Corporation – Corporation – 1991  1991 ( HBS: 9-292129) e. Note on Duration and convexity (HBS: 9-205-025)

4. Economic Analysis and Industry Analysis

f. Wells Fargo Convertible Bonds. (HBS:9-206-022) Interim Test - I

12

a. Economic survey of India & Budget-

13 to 14

Recent (Soft Copies to be provided) b. Finmin.nic.in c. The Pharmaceutical Pharmaceutical industry: industry: Challenges in the new century (HBS: 9703-489) d. Finding Information for industry industry analysis (HBS: 9-708-481)

100

BKMM : Chapter 17

5.

Company Analysis and Equity Valuation

a. Valuation Concepts: Evaluating opportunity b. What it’s worth? A General Manager guide to security valuation (HBS: 97305) c. Valuation of Air Thread Connections (HBS: 4263) d. Mercury Athletic: Valuing the opportunity ( HBS: 4050) e. Texas High-Speed Rail Corporation f. Internet Securities, Inc: Financing Growth ( HBS: 9-899-149) Interim Test - II

6. Theory of

a.

Efficient Market

Empirical analysis of various forms of market efficiency with live data

15 to 21 BKMM : Chapter 18 and 19

22 23 and

BKMM : Chapter 11

24

and 12

Hypothesis Technical 7

analysis

Demonstration of Chart Analysis http://www.taguide.com/kinds-ofcharts.html http://www.investopedia.com/univers a.

25 to 27 BKMM : Chapter 12 IUP: Chapter IX

ity/technical/techanalysis8.asp Interim Test -II 8.

Options and Futures

9.

28 29

a.

Financial Futures (HBS: 9-286-068)

Project

21 and 22 30 to 31

(Discussion) 32 and

Written Case Analysis 1 & 2

33

101

BKMM : Chapter 20,

Evaluation Plan Sr. No.

Components

Weightage

1

Class participation (3 phases)

30 %

2

Written Case Analysis 1 & 2

10 %

3

Interim Test

20 %

4

Project: (Report and Presentation)

10%

5

Final Examination

30%

102

Wealth Management Program: MBA Class of 2013 Semester: III

Course Code: Credits: 3 Sessions: 33

Course Objective Learning about wealth and its management, Identify the financial needs of HNIs, Building long term relationships and providing total solutions, Becoming familiar with the various asset classes., Client and Risk Profiling

Text Book BOOK Planning Your Personal Finances

AUTHOR / PUBLICATION th Joehnk, M.D , Billngsley, R.S, and Gitman, L.J , Cengage Learnng, 12 Edition, 2011, New Delhi

Reference Books BOOKS Personal Investment & Tax Planning Yearbook Wealth Management – Dun & Bradstreet-

AUTHOR / PUBLICATION N.J. Yasaswy McGraw-Hill Professional.

Rich dad Poor Dad

Robert Kiosaki

Cash Flow Quadrant E-Myth “Introduction to Financial Planning”

Robert Kiosaki Michael Gerber Indian Institute of Banking & Finance

The worldly Philosopher How to Save Income Tax through Tax Planning

Robert Hail burner R.N. Lakhotia

Detailed Syllabus S.N A 1

B 2

C 3

Topic Description of Topic Meaning of Wealth and Need for its management Introduction to Wealth Need for wealth management Management Global and Indian Scenario. What is wealth? Financial assets vs. Fixed assets, Assets Vs Income, Active Income Vs Passive Income. Wealth Management Approaches Principles of Investments Standard Approaches. DMAT a/cs. Different types of investments and their purpose. Different types of Equity and their suitability. Other types of asset classes viz. bank deps, bonds, mutual funds, gold, commodities Wealth Management for a Client Client Profiling and Lifestyle Steps in client profiling

103

Guide to Investing

4

5

6

D 7

8

9

E 10

11

12

13

Demographics gathering, Financial Information gathering, Need identification, current financial planning ( savings and investments) Distinction between HNWIs and mass affluent requirements. Financial Planning Process Need identification, Analysis, Time frames, Cash flows with respect to specific need satisfaction, Assessing the risk profile of the client, Different risks for different needs ( like essentially to be met and just wishes and dreams etc) Retirement Planning New scenario after retirement.Specific needs associated with retirement. Focus on new products like Reverse Mortgage Client Interaction, records Records maintenance, Communication with client, maintenance and reporting Investment assessment periodically and Change in approach based on changed scenarios and market realities. Asset re-balancing, Need rebalancing with respect to changed financial figures / realities Various Investment Products for Wealth Management Banking products Different Banking Products with a focus on what product is meant for what purpose and for whom it is mainly intended, The comparative risks and advantages and interest calculation procedures in each of these products. Other investments like NSCs, Provident Funds and Post office savings schemes, ULIPs and, ELSS, Mutual Funds Issues related to HNWIs and Why HNWI’s are not familiar with investment in new products like Investment scope for them. Equity, REITs, Private investment (but are more into Bank savings and Gold investments) New opportunities for Opportunities suitable for HNWIs like Hedge funds, Private Financing, investment Private Equity and Debt, Mezzanine Financing, Private Banking outside India, Structured products Returns on Investments Simple interest vs. compounded , Interest c alculation in banks, NPV, calculations Annuities calculations. Wealth Preservation Tax Planning Gift tax/Wealth Tax/, Applicability of Sec 64 of IT Act, Using Trusts and Estate Management to deal with this B rief mention of Section 80 C and D. AND Sec 80 G., Capital Gains tax planning and Section 10 of IT Act. Estate/Succession Planning Need for estate Planning, Different types of Co nveyance of Fixed and Conveyance of assets Assets Private Trusts Using Insurance Effectively.Different Insurance Plans that suit to INDIVIDUALS and their priority and what type of plan for what purpose. Focus about Annuity plans Client’s Wealth Management through Banks Wealth Management in Banks Bankers approach to WM clients. Different WM products, Handling prospective and existing clients. Cold calls Vs Hot calls, Expert clarifications and clinching new accounts. Cross selling of their products and even products for which they have agency. The services a WM official of a bank offers to his clients. The code of conduct as

104

F 14 15

G 16

17

18

well as records maintenance and Usage of C ustomer Relationship Management database for the purpose. Asset Classes and Asset Allocation Asset Allocation Asset classes. Different theories of asset allocation and Investment approaches. Portfolio Management Options Portfolio Management, Asset re-allocation and re-jig of investments. and Performance Periodic Review Measurement. Role of Financial Planner Role of Financial Planner Role with respect to his placement viz Bank employee with WM profile, As a Private FP - just advising, Private FP with making WM products and services available to his clients. Behavioral Skills for a Financial Situation Handling. Different and Tricky situations a Financial Planner Planner vis a vis dealing with may have to face while dealing with his customers vis a vis his role as clients. a A. Private Practitioner, B. Bank employee, C. Practicing FP with products offering and management of clients investments directly. Understanding Investor Relate this with Client Profiling and Lifestyle Guide to InvestingPsychology Project, Client Interaction, records maintenance and reporting periodically

Session Plan S. N

Chapter

A 1

Meaning of Wealth and Need for its management Introduction to 1.Laurence Longren: End game (HBS Case Wealth Management No :9-808-076) 2.J P Morgan Pvt Bank: Risk Management during the Financial Crisis (HBS Case No :9 311-003) Wealth Management Approaches Principles of 1.Introduction to Mutual Funds(HBS Investments Technical Note No :9-310-117) 2. AQR’s Momentum Funds(HBS Case No:9-211-025) Wealth Management for a Client Client Profiling and Class room Discussion Lifestyle Guide to Investing Financial Planning The Vanguard Group, Inc. in 2006 and Process target retirement funds. (HBS Case No :9-

B 2

C 3

4

Case

Sessions

105

Reading Material (Chap. No in the text book)

1

1

2&3

11, 12 & 13

4

5-8

1

207-129 Project with respect to a HNWI client and a salaried employee to meet their family needs as well as retirement planning.(Project work) New York Life and Immediate Annuities (HBS Case No:9-510-040) Class room Discussion

5

Retirement Planning

6

Client Interaction, records maintenance and reporting Various Investment Products for Wealth Management Banking products Note on the Asset Management Industry HBS Technical Note No: 9-311-013)

D 7 8

Issues related to HNWIs and Investment scope for them. New opportunities for investment

9

Returns on Investments calculations Wealth Preservation Tax Planning Class room Discussion Estate/Succession Class room Discussion Planning and Conveyance of assets Using Insurance The US Life Insurance Industry (HBS Case Effectively.No 9-310-091) Client’s Wealth Management through Banks Wealth Management 1. Barclays Global Investors and ETFs (HBS in Banks Case No 9-208-033) 2. Cresud S.A., Farmer or Real Estate Developer? (HBS Case No.9-211-011) Asset Classes and Asset Allocation Asset Allocation 1. Windward Investment Management (HBS Case No 9-211-0058) 2. The Hedge Fund Industry (HBS Technical Note No 9-208-126)

E 10 11

12

13

F 14

1.Gold in 2011. Bubble or safe haven asset (HBS Case No:9-211-095) 2.Farmland Investing (HBS Technical Note No:9-211-022) 3.Wells REIT II (HBS Case No:9-205-019) 4.Structuring Real Estate Deals: An Investor’s Perspective (HBS Case No:9208-066) 5. Risk and Reward in Venture Capital (HBS Case No. N9-811-036) 6.A note on Angel financing (HBS Case No. 9-298-083.) Tanishq – Positioning to capture the Indian women’s heart (HBS Case No. 9-507-025)

106

9

14

10

11& 12

4

13 & 14

15 &16

17-19 20&21

3 15

22

8, 9 & 10

23-25

26

11, 12 & 13

15

Portfolio Management Options and Performance Measurement.

G 16

Role of Financial Planner Role of Financial Class room Discussion Planner Behavioral Skills for a Class room Discussion Financial Planner vis a vis dealing with clients. Understanding 1.Behavioral Finance at J P Morgan (HBS Investor Psychology Case No 9-207-084) 2. Students Driven Discussion and specific cases/problems presentation. + DVD show Internal Tests NCP1, NCP-2, And WAC

17

18

Portfolio Revision (IBS-CRC Case) (Case yet to be up loaded)

Evaluation Plan S.N 1 2 3 4 5

Components Class participation Written Case Analysis Project (CP) Non Class Participation Final Examination

Weightage 30 % 10 % 10 % 20 % 30%

107

27

28 29

30

33

11, 12 & 13

Financial Econometrics Program: MBA

Course Code: Sl FI 617

Class of: 2013

Credits: 3

Semester : III

Sessions: 33

Course Objectives: The course intends to familiarise students with the principal techniques in Financial Econometrics. Moreover, the course aims to facilitate awareness in students of how these techniques can be used and applied on real data, and provide the necessary background to understand and critically assess empirical findings reported in the financial literature, as well as to carry out their own empirical research in the future.

Textbook Book Title Applied Econometric Time Series

Author , Publication and Edition th Walter Enders, Wiley Publications, 4  Ed

Reference Books Book Title Basic Econometrics

Author , Publication and Edition Damodar Gujrati, Macgraw-Hill Book Company, Fourth edition (DG) R. S. Tsay, 2005, Wiley Series in Probability and

Analysis of Financial Time Series

nd

Introductory Econometrics Asset Price Dynamics, Volatility, and Prediction The Econometrics of Financial Markets

Statistics, 2 edition (RT) nd J.M. Woolridge, Thomson, 2  Edition S. J. Taylor, 2005, Princeton University Press (ST) J. Y. Campbell, A. W. Lo, and A. C. MacKinlay, 1997, Princeton University Press (CLM)

Detailed Syllabus Sl. No. 1

Topics

Description of Topics Issues of Autocorrelation, Slope vs Elasticity

2

Introduction to Time Series Regression Intervention Analysis

3

Modeling Asset Returns – I

Definition, Distributional Properties – Theoretical and Empirical Characterization, Biases in returns – Survivorship bias and Microstructure induced biases, Univariate P redictability (Including Seasonality Adjustments)

Pure Jump, Pulse, Gradual and Prolonged Pulse

108

4

Modeling Asset Returns – II

5

Modeling Volatility

6

Modeling Spot Futures Linkages

6

Value at Risk

Primer on Asset Pricing Models & EMH, CAPM and its anomalies, Fama French 3 factor model Value Premium (Application of Panel Data Econometrics) Total Deviation v/s Semi Deviation, Properties of Volatility – Leptokurtic, Asymmetric & Clustering, Historical methods, Extreme Value Estimators, Implied Volatility (Black Scholes approach v/s The New CBOE approach), GARCH class models, Stochastic Volatility Models Cointegration and Error Correction Models, Dynamic Conditional Correlation, Regime Switching Models / Threshold Models, Multivariate GARCH models Traditional and Simulation based approaches

Session Plan No of

Topics

Applications

Text Book

Sessio

Reference

ns 1

Introduction to Time Series

Time Series: Beta Estimation, Growth Rate

Chap-1

Regression 2

Intervention Analysis

Calendar Effect, Event based Analysis

Chap-7

8

Modeling Asset Returns – I

Forecasting Stock and Index returns using

Chap-4

ARMA process, Seasonality adjustments (Airline model) 4

Modeling Asset Returns – II

Multi factor asset pricing Model (including

Chap 4.5

recent developments) 10

Modeling Volatility

Forecasting volatility for stocks, index and

Chap-3

exchange rates, Volatility Index (VIX) 6

Modeling Spot Futures Linkages

Estimating Hedge ratios, Comparison of

Chap-6

Time Invariant and Time Varying Hedge Ratios, Measuring the Spillover of volatility and information 2

Value at Risk

Application of VaR to Stocks / Exchange

Chap-6

rate

Total Sessions

109

33

Evaluation Sl. No. 1 2. 3

4

Evaluation Components Forecasting Prices

Weightage 5

Stock Selection

15

Volatility Index

10

Research Paper

40

End Term Examination

30

Total Weightage

100

110

Competency Mapping and Assessment Program: MBA Class of: 2013 Semester: III

Course Code: SLHR612 Sessions: 33 Credits: 3

Course Objective •

To Understand the Fundamental of Competency Management

•

To Experience the process of competency mapping and profiling

•

To learn the art of customization and institutionalization

•

To Aware of implementation pre- requisite and strategies

•

To Understand integration of competency profiling to other HR applications

Text Book BOOK

AUTHOR/PUBLICATION

Competence at work: Model for superior

Spencer & Spencer, Wiley India Pvt Ltd.

performance

Reference Books Book

Author/ Publication

360 degree feedback, competency mapping and

Radha R Sharma, Tata McGraw-Hill Publication

assessment centres Assessment Centres

Nitin Sawardekar, Sage Publication

Competency Based HRM

Tata McGraw-Hill Publication

The Handbook of Competency Mapping:

Seema Sanghi ,Sage Publications

Understanding, Designing and Implementing Competency Models in Organizations,

Detailed Syllabus Sr.No

Topic

1

Concept, Definition, Roles and characteristic of Competencies.

111

2

Defining competencies and types organizations, Context and Relevance

3

Competency management framework, strategic framework.

4

Developing a Competency Model, understanding job positions, general

5

Competency Framework and identification

6

Developing Competency models

7

Competencies, identification, assessment and development

8

Competency Assessment & Mapping, Role profiling

9

Competency Profiling, identifying task oriented competencies

10

Understanding difference between various competencies, the terms

11

Difference between development and assessment centre, assessment techniques

12

Competency Based performance Management, Performance evaluation

13

Competency based HR Systems

14

Integration of competency based HR System,

Session Plan Session No. 1 -2

Topic Concept, Definition, Roles and characteristic of Competencies.

Case/Article Title

Readings / Activity

Discussion on Concept derived through article 1) Competencies Alternative Frameworks for competitive advantage By: Robert Cardy, T.T. Selvarajan, Business Horizons 2006), 49, 235 -245 Source : Science Direct

3-4 Defining competencies and types organizations, Context and Relevance.

Discussion on Concept derived through article2) The Myth of the Generic Manager: New Personal Competencies for new management roles Christopher Bartlett & Sumantra Ghoshal (1997), California Mgmt Review, Vol. 40 (1) Source: EBSCO

112

5

6-7

Competency management framework, strategic framework.

Discussion on Concept derived through article 1) Human Resource Systems & Sustained Competitive Advantage: A Competency-Based Perspective Augustine A. Lado & Mary C. Wilson, The Academy of Management Review, Vol. 19, No. 4 (Oct., 1994), pp. 699 -727 Source: JSTOR

Developing a Competency Model, understanding job positions, general Competency Framework and identification

1) Lincoln Financial Group: Making LFD a reality (B) Source: HBS case Product Code: 9-508-029

10

Developing Competency models

11-12

Competencies, identification, assessment and development

Class room discussion derived through article: Human Resource Development and the Resource-Based Model of Core Competencies: Methods for Diagnosis and Assessment, Human Resource Development Review December 2008 vol. 7 no. 4 387-407 1) The very model of a Modern Senior Manager Product number: R0701X-PDF-ENG Source: HBR case

8-9

2) Lincoln Financial Group (C) Source HBS Case Product Code 9-508-030

13-14 Discussion on Concept derived through article: Mapping Distinctive Competencies: A Systemic Approach,C. Eden and F. Ackermann, The Journal of the Operational Research Society,Vol. 51, No. 1, Part Special Issue: OR and Strategy (Jan., 2000) (pp. 12-20) 15-16

Competency Assessment & Mapping, Role profiling

1) Coaching at Branco Azucarero de Cali (BAC) (A) Source: IESE Business School, University of Navarra, HBS site Product Code: IES140-PDF-ENG

113

17-18

Competency Profiling, identifying task oriented competencies

2) Coaching at Branco Azucarero de Cali (BAC) (B) Source: IESE Business School, University of Navarra, HBS site Product Code: IES141-PDF-ENG

19

3) Mapping Competencies By Ranade, Saidas; Tamara, Cassio; Castiblanco, Edgar; Serna, Anibal. Mechanical Engineering , Feb2010, Vol. 132 Issue 2, p30-34, 5p Source: EBSCO

20

NCP 1

21-22

23-27

28-29

30

Understanding difference between various competencies, the terms Difference between development and assessment centre, assessment techniques

Competency Based performance Management, Performance evaluation Competency based HR Systems

10%

Developing understanding about competencies vocabulary through quiz.

Understanding assessment centers through performing various roles

National Semiconductor’s India Design Centre HBR Case Product number: 404102-PDF-ENG 1) Case in Competency: Training need Assessment By: A. Thomas & A. Panchal, SCMS Journal of Indian Management, AprilJune, 2010. Source: EBSCO

114

Class Room Activity: Quiz on Competency Vocabulary

Team Activities: 1. Role Play: Competency mapping Exercise 2. Competency Assessment Exercise (worksheet), Gap Analysis. 3. Design and use of Different psychometric tests, analyses. 4. Understanding the difference between Assessment centre and development centre by the way of role play. Competency Based Performance Management, Performance Evaluation and Assessment.

Decision Making in Management Assessment Centre, R.B. Blackham and D. Smith The Journal of Operation Research Society, Vol 40, No.11(

Niv 1989) Source : JSTOR

31-32

Integration of competency based HR System,

Case Study: Shinsei bank: Developing an Integrated firm A and B HBR Case Product number: 407006-PDF-ENG Product number: 407103-PDF-ENG

33 

10%

NCP-2

Evaluation Components S No 1 2 3 4

1) From Job-Based to Competency-Based Organizations Edward E. Lawler III, Journal of Organizational Behavior, Vol. 15, No. 1 (Jan., 1994), pp. 3-15 Source: JSTOR 2) The Boundaryless Career: A Competency-Based Perspective (1994) Robert J. Defillippi & Michael B. Arthur, Journal of Organizational Behavior, Vol. 15, No. 4, pp. 307-324 Source: EBSCO 3) Competency based pay in the Manufacturing & Service Sectors (1997) Henry Jahja & B. Kleiner, Industrial Management, pp 2426 Source: EBSCO

Component

Weightage

Class participation NCP 1& 2 WAC End Semester Exam

40% 20% 10% 30%

115

Human Resource Planning Program: MBA

Course code: SLHR 601

Class of: 2013

Sessions: 33

Semester: III

Credits: 3

Course Objective To facilitate understanding of the purpose, process and applications of Human Resource Planning in the context of different organizational strategies. To create a critical appreciation and knowledge for understanding the determininants of HR requirements and means for meeting those requirements.

Textbook BOOK

AUTHOR/ PUBLICATION

Strategic Human Resource Planning

Monica Belcourt, Publishers: Thomson-Nelson

Reference Books Book

Author/ Publication

Handbook of Human Resource planning

Gordon McBeath

Managing Human Resources

Wayne Casio

Additional Readings suggested:

Human Resource Management Journal

116

Detailed Syllabus Sr.

Topic

Description of the topic

1

Introduction to HRP

2

HR Planning and Corporate Strategies

Definition and concept of HRP, benefits of HRP, HRP Process at sub-unit and organizational ( Macro and Micro) level, Human resource planning components – short range, mid

No.

range and long range. HR planning as a strategic process  –  employees as resources- goal attainment, linking HR processes to strategy, involvement in strategic planning process, strategic HR Planning Model, staffing system and business strategy fit -.

3

HR Forecasting

4

DemandForecasting Techniques

Factors influencing demand for HR, forecasting process, time horizons, Age profile analysis, determining net HR requirements. Factors incluencing supply. Various metnods, Ratio analysis, Index analysis  – executive judgment expert forecasts  –  Delphi technique- Nominal group technique  –  HR Budget and Staffing Table, Scenario forecasting, Job analysis. Meaning and Definition, Job analysis, Role analysis

Job Analysis process, Techniques of job analysis, Methods and practice of Job analysis, Competency Based Approach 5

Supply forcasting

Sources of supply  –  internal Vs external, skill and management inventory, Forecasting techniques- Markov Models, Vacancy model. HR retention programs  –  as an aid for supply of HR.

6

Career Planning

7

Succession Management

8

HRP in Restructuring

Definition, concepts stages of career development process and organizational HR policies, career Anchorsstages of growth and career, career planning process, Women related issues in HR planning. Succession management process and Management development programs, Objectives of MDP’s, Job Rotation, Auditing MDP’s Management development methods, challenges of succession management, replacement analysis. HRP issues in Mergers and Acquisitions

117

9

Staffing in International context

10

Outsourcing

11

Technology and HRP

12

Downsizing

13

HRMS

14

Recruitment:

Global managerial selection criteria, elements of crosscultural training, importance of Repatriation procedure, repatriation as career development Concepts, HR functions- outsourcing, rationale for outsourcing. Impact of out outsourcing on manpower needs, management of outsourcing. Costs of recruitment and replacement, Costing issues Occupational Transformation – Technology up- gradation and employment in Indian industries Meaning of downsizing and restructuring, HR issues in strategies, psychological contract, :High involvement’ HRM in down sizing, Labour relations issues, issues and implications , VRS, Educational training and Relocation content and modules The recruitment process – Internal/External – Advertisement- Importance of Application Blank- Truth in Hiring – Employer Branding – Issues relating cost of recruitment.

118

Session Plan S. No. 1

Session Plan 1

Topic /Module

Case

Introduction to HRP: Definition and

Excercises/Activities

----

concept of HRP, benefits of HRP, HRP Process at sub-unit and organizational ( Macro and Micro) level, 2

2,

HR

Planning

and

Corporate

Strategies: Human resource planning

Discussion on Corporate plan

components  –  short range, mid range 3&4

and long range. HR strategic

planning as a

process  –  employees

as

resources- goal attainment, linking HR processes to strategy, involvement in strategic

planning process, strategic

Case: The India Way: How India’s top business Leaders are

HR Planning Model, staffing system

Revolutioning

and business strategy fit -.

Management

Source: HBS – Premier ( HBP:6994ES)

4

5

HR Forecasting : Factors influencing demand for HR, forecasting process, time horizons, Age profile analysis, determining

net

HR

requirements.

Factors incluencing supply.

Case: Age diversity at Ashok Leyland Ltd. Narrowing the general gap. Source: CDC ( HRM 0065)

6,7

5

8,9

Demand Forecasting Techniques : Various metnods, Ratio analysis, Index analysis –  executive judgment - expert forecasts  –  Delphi technique- Nominal

119

Case: Planning in Professional Service Firms. Source: HBS – 9-903-085

GroupExercisePresentation: Leave Policy with reference to Human resource planning – implications of policy framework.

group technique  –  HR Budget and Staffing Table, Scenario forecasting, Job analysis. -

6

10, 11

Job Analysis : Meaning and Definition, Job analysis, Role analysis process, Techniques of job analysis, Methods and practice of Job analysis, Competency Based Approach

12

Supply forcasting : Sources of supply – internal

Vs

external,

management

inventory,

skill

and

Group Exercisepresentation: Analysis of Job requirements, Designing Job Description and Job specification.  – Job analysis as an important tool for HR forecasting and control.

Discussion on markov model, and skill inventory

Forecasting

techniques- Markov Models, Vacancy model

13,14 HR retention programs  –  as an aid for supply of HR.

Case: The Retantion of Talent – How to connect with young workers. Source: HBS (Excerpted from:Workforce Crisis. 2249BC) Case: Keeping the best - Why Retention mattersSource: HBS (Excerpted from: Manager’s Toolkit. 5085BC) Case: Microsoft CorporationBest Practices in HRM Source: ICMR – HROB/127.

15 7

16

Career Planning and Succession Management : Definition, concepts

120

Case: Midlife career: Career

stages of career development process and organizational HR policies, career Anchors-stages of growth and career, career planning process, Women related issues in HR planning.

17

18,

Succession management process and Management development programs, Objectives of MDP’s, Job Rotation, Auditing MDP’s Management development methods, challenges of succession management, replacement analysis.

stages and Managing confusions. Source: CDC

Case: Succession Planning at GE Source: ICMR –HROB/056

Succession planing Worksheet Source: HBS – 9899-023

19

8

20

NCP Test HRP in Restructuring:  HRP issues in Mergers and Acquisitions

9

21

Staffing

in

International

context :

Global managerial selection criteria, elements of cross-cultural training, importance of Repatriation procedure, repatriation as career development

Case: HR Restructuring at Lucent Technologies. Source: ICMR – HROB/055 Case: An International career Move. Source: Strategic HRP text book – page 320. By Monica Belcourt.

10

22

Outsourcing: Concepts, HR functionsoutsourcing, rationale for outsourcing.

Discussion on the importance of Outsourcing

Case: Impact

23,

of

manpower

out needs,

outsourcing

on

Contingent Workplace

management

of

Planning at Motorala

outsourcing. Costs of recruitment and replacement,

Costing

issues

of

replacement and retention.

121

Source: HBS  – 09902211

.

NCP Test

24

11

25

Technology and HRP: Occupational Transformation  –  Technology

up-

gradation and employment in Indian industries –

26 12

Downsizing  – Meaning of downsizing and

restructuring,

strategies,

HR

issues

psychological

in

sizing, Labour relations issues, issues and implications , VRS, Educational training and Relocation

13

28,29

HRMS – content and modules

14

30

Recruitment: The

recruitment

Internal/External

 – 

Discussion on downsizing – role of HR.

contract,

:High involvement’ HRM in down

27

Case: Toyota Motor company’s Toyota technical training institute in India. Source: ICMR- CLHR/003

Case: HumanResource Management System Reforms at Matsushita. Source: ICMR-HROB/028 Discussion on importance of HRMS. Case: HRMS at Canada Bread Limited Source: Strategic HRP- text book – by Monica Belcourt  – page 155.

process

 –

Discussion on application blank.

Advertisement-

Importance of Application Blank- Truth in Hiring  – Employer Branding  –  Issues relating cost of recruitment. Discussion on chapters. HBSP: Book chapters: The Hiring Process: Attracting the best people. Excerpted fromBook:

122

31,32

Hiring and keeping the best people) (ISBN-10:1-4221-0702-7) Beyond the Hiring Process: Details you need to know. (Excerpted from Book : Hiring and keeping the best people) Case: Recruitment Strategies: Exploring the Dimensions in the Indian Software Industry. Source: Asian Journal of Management cases. ( 4 (1),2007:5-25)

33

Evaluation Components S No 1 2 3

Component

Weightage

Class participation NCP End Semester Exam

40% 30% 30%

123

Industrial Relations & Employment Laws Program: MBA Class of: 2013 Semester: III

Course Code: SL HR 610 Sessions: 33 Credits: 3

Course Objectives The IR & EL course has following broad objectives. The course is designed to achieve the following learning objectives: a) b) c) d)

Provide a basic understanding understanding of labour-management Issues and practices. Understand and analyse how IR is vital to the organizational context. Analyse IR issues and develop the ability in students to to think about the trade-offs involved in the process Familiarise the theory and practice of IR and Employment laws.

Textbooks BOOK Industrial Relations An Handbook of Industrial Laws

AUTHOR/PUBLICATION VenkataRatnam, Oxford University press, 2006 N D Kapoor, S Chand, 2005

Reference books and Additional Readings BOOK Dynamics of Industrial Relations Industrial Relations Indian Journal of Industrial Relations Management & Labour Studies. Labour Law reporter

AUTHOR/ PUBLICATION Mamoria, Mamoria &Gankar, Himalaya,2005, th 15  Ed B.D. singh, Excel Books, 2004

Indian Journal of Labour Economics Economic & Political Weekly (Special supplement on Labour Human Capital

124

Detailed Syllabus Sr.No 1

Topic Industrial Relations

2

Trade Unionism

3

Collective Bargaining:

4

The Role of Government in Industrial Relations: Employee Grievance:

5 6

Discipline and Disciplinary Action:

7

Workers participation in Management Trade Union Act,1926 Industrial Disputes Act,1947 Factories Act,1948 ESI act,1948 Industrial Employment Standing orders Act,1946 PF Act,1952 Minimum Wages Act,1936 Payment of wages Act,1948

8 9 10 11 12 13 14 15

Description of the topic : Concept, Perspective and Organization,Globalisation and industrial relations Theoretical Foundations and legal Framework: Concept, History, objectives Functions, Approaches, types, Structure,trends and challenges Patterns,ProcessLegal framework, Negotiation, Stakeholders, Issues and concerns Philosophy, Types, Instruments and, means o f state intervention, Challenges. Causes, Consequences and redressal mechanism Concept,causes,consequences, Priniciple of Natural justice progressive disciplinary system Objectives,forms, stakeholder roles and WPM effectiveness Trade Union Act,1926 Industrial Disputes Act,1947 Factories Act,1948 ESI act,1948 Industrial Employment Standing orders Act,1946 PF Act,1952 Minimum Wages Act,1936 Payment of wages Act,1948

Session Plan Sessions 1-3

Topic Industrial Relations: Concept, Perspective and Organization,Globalisation and industrial relations

Case 1.Parental Impositions( Text book Case,pp56-58)

Readings 1.Venkata RatnamIndustrial relations, ChaptI,II&III(Text Book) 2. Labour, Class and economy:rethinking Trade union Struggle-Chakrabarti &Dhar,EPW,May 2008

125

4-10

11-12

13-15

Trade Unionism-Theoretical Foundations and legal Framework: Concept, History, objectives Functions, Approaches, types, Structure,trends and challenges

1.Merger Blues ( Text book Casepp 152-153) 2. IG Metal- a trade t rade union in Crisis(ICMR-HROB/084)

1.Venkata RatnamIndustrial relations, ChaptV,VI&VII(Text Book)

Collective Bargaining: Patterns,ProcessLegal framework, Negotiation, Stakeholders, Issues and concerns The Role of Government in Industrial Relations: Philosophy, Types, Instruments and, means of state intervention, Challenges.

1. Collective Bargaining: the GM – GM  – UAW  UAW deal(ICMRHROB/109)

1.Venkata RatnamIndustrial relations, ChaptVIII(Text Book)

1.Power Sector Reforms leave employees in the lurch(Text book case,pp-291-292)

1.Venkata RatnamIndustrial relations, ChaptIX(Text Book)

2.Economic Liberalisation, Work and DemocracyGooptu,EPW,May2007

2. Flexibility, Employment and Labour Market Reforms in IndiaSharma,EPW,May2006 16-17

Employee Grievance: Causes, Consequences and redressal mechanism

1.Venkata RatnamIndustrial relations, ChaptXIX(Text Book)

18-19

Discipline and Disciplinary Action:Concept,causes,consequences, Priniciple of Natural justice progressive disciplinary system Workers participation in Management:Objectives,forms, stakeholder roles and WPM effectiveness

1.Venkata RatnamIndustrial relations, ChaptXIX(Text Book)

20-21

1.Cases on Individual Enterprises(Text book case,pp 551-554)

1.Venkata RatnamIndustrial relations, ChaptXVIII(Text Book)

2. Globalisation and Labour-Roy Chowdhury, EPW,January2004 22

*Trade Union Act,1926

1.Supreme court judgment in case of Tamil Nadu government Employees Strike(Text Book Case,pp 102-106)

1.Venkata RatnamIndustrial relations, ChaptVI(Text Book)

23-24

*Industrial Disputes Act,1947

Labour Unrest at Honda Motorcycles and scooters India(ICMR,HROB 104)

1.Venkata RatnamIndustrial relations, ChaptXIV(Text Book)

126

25-26

*Factories Act,1948

Discussions / Judgments

27-28

*ESI act,1948

Discussion / Judgments

29-30

*Industrial Employment Standing orders Act,1946

Discussion / Judgments

31

*PF Act,1952

Discussion

32

*Minimum Wages Act,1936

Discussion / judgments

1.Venkata RatnamIndustrial relations, ChaptXIII(Text Book) 1.Venkata RatnamIndustrial relations, ChaptXVI(Text Book) 1.Venkata RatnamIndustrial relations, ChaptXI(Text Book) 1.Venkata RatnamIndustrial relations, ChaptXVI(Text Book) 1.Venkata RatnamIndustrial relations, ChaptXII(Text Book)

2. Impact of Trade Unions, Employment and Technology on WagesDhanaraj,EPW,Dec2009 33

*Payment of wages Act,1948

Discussion / judgments

Evaluation Components: 1

Class Participation

40%(CP1-10,CP2-15 & CP3-15)

2

Class Test

20% (CT1-10&CT2-10)

3

WAC

10%(WAC-I-10& WAC-II-10)

4

End Term

30%

127

1.Venkata RatnamIndustrial relations, ChaptXII(Text Book)

Performance Management & Reward Systems Program: MBA Class of: 2013 Semester: III

Course Code: SLHR607 Sessions: 33 Credits: 3

Course Objective Organizations strive to achieve their maximum potential by utilizing their human resources in the best way possible. At the same time, they have to design and implement rewards strategies for their employees so that they retain them and extract their best performance. This course is designed to provide a detailed understanding of various policies and practices, along with relevant conceptual knowledge which would equip the students to use them as successful managers in organizations.

Text Book Book nd Performance Management (2 Edition) th Compensation (9 Edition)

Publication -Herman Aguinis. Publisher: Pearson (2009 Milkovich, Newman & Venkata Ratnam. Publisher: Tata McGraw Hill Private Ltd (2010)

Reference Books Book Performance Management Compensation Management in a Knowledgeth Based World (10  Edition)-

Author/Publication Armstrong & Baron. Publisher: Jaico Publishing House (2010) Henderson. Publisher: Pearson (2009)

Detailed Syllabus Sr. no 1

Topic Introduction

2

Performance Management Process

Description of the Topic Performance ManagementConcept, Purposes , Characteristics and Approaches: Traditional and Modern Prerequisites, Planning, Execution, Assessment, Review, Renewal and Recontract

128

3

Performance Management System Implementation:

Approaches to Measurement: Trait/ Behavior/Results Measuring Results and Behavior, Gathering Performance Information Implementing Performance Management System Performance & Potential Appraisal

4

Performance Management and Employee Development:

5

Performance Management Skills:

6

Team Performance:

7

Foundations of Reward Management

Personal Development Plans Direct Supervisors’ Role 360 Degree Feedback System Coaching, Coaching Styles, Coaching Process, Performance Review Meetings Teams and Implications for Performance Management Purposes and Challenges Rewarding Team Performance Compensation and NonCompensation Dimensions Financial and Non-financial Rewards Developing Compensation Policies Developing Compensation Strategies Forces Influencing Development of Compensation Strategy, Aligning C&B Strategy with Business Strategy Guiding Principles

129

8

Developing Compensation System and Process:

9

Designing Variable Pay Plan for Rewarding Performance, Competence and Contribution

10

Integrating Compensation and Performance Management Systems:

130

Market Comparisons, Role of Work Analysis and Work Evaluation in Developing a Compensation System, Elements of ‘Cost to Company’ Developing Grade and Pay Level Structures Broad-banded Pay Structures Job-family Modeling Communicating & Implementing Pay Plans Variable Pay Philosophy Variable Pay Drivers Variable Pay Design & Implementation ESOP Contingent Pay: Skill-based Pay/ Competence-based Pay/Performance-based Pay Incentive Schemes, Bonus Schemes, Profit-sharing, Gain-sharing, Team Rewards Diagnosing the Current Situation, Preparing Compensation Revision Plans, Aligning changes to Internal and External Factors, Implementing and Communicating Revision Plans, Pensions, Tax-considerations, Executive Compensation, Innovations in Reward

Sessions Plan Sessions

Module & Topics

Case(s)

Additional Readings 1. Aguinis, Chapter-1 (Text Book)

1-3

1. Introduction Performance ManagementConcept, Purposes , Characteristics and Approaches: Traditional and Modern

1.Taj Hotel Group (9-403-004)

2. Playgrounds and Performance: Results Management at Kaboom (A,B,C) (9-306-031,9-306-055,9-306056)

2. “Performance Management from Multipurpose Perspectives: Taking Stock”-Holloway, International Journal of Productivity and Performance Management 58(4), 2009

3. “Seven Deadly Sins of Performance Management”Human Capital (January 2009)

1.Aguinis,Chapter-2 (Text Book)

4-7

2.Performance Management Process: Prerequisites, Planning, Execution, Assessment, Review, Renewal and Recontract

1.Performance Management at Intermountain Healthcare (9-609-103)

2. Assessing Managerial Talent at AT&T (A, B & C) (9-482-035,9-482-036,9-482037)

2. “Lessons from Experience: A new look at Performance Management System”T.V.Rao,Vikalpa,33(3),JulySept,2008

3. “Finding the Keys to Performance Management”Vickers et al, Employment Relations Today (Summer 2007) 4. “Corporate Performance Management” -Bourne et al, Measuring Business Excellence, 7(3), 2003

131

1.Aguinis,Chapter-3,4,5 & 6 (Text Book)

3.Performance Management System Implementation:

8-11

Approaches to Measurement: Trait/ Behavior/Results Measuring Results and Behavior, Gathering Performance Information

1. City of Charlotte (A&B) (9-199-036, 9-199-043)

2. Boston Lyric Opera (9-101-111)

Implementing Performance Management System Performance & Potential Appraisal

4. Performance Management and Employee Development:

12-14

Personal Development Plans Direct Supervisors’ Role 360 Degree Feedback System

2. “Towards Consistent Performance Management Systems”- Flapper et al, International Journal of Operations and Production Management, 16(7), 1996

3. “Performance Appraisal and True Performance”Cook, Journal of Managerial Psychology, 10 (7), 1995

1. Global talent Management at Novartis (9-708-486)

2. Making the Grade (A & B) (9-198-083,9-198-084)

1.Aguinis,Chapter-7 (Text Book)

2. “360 Degree Feedback and Performance Appraisal”-Lepsinger and Lucia, Training, 4 (9), 1997 3. “13 Common Mistakes Using 360 Degree Feedback”, Source: ‘Optima 360’

15-17

5. Performance Management Skills: Coaching, Coaching Styles, Coaching Process, Performance Review Meetings

1. Rob Parson at Morgan Stanley (A,B,C,D) (9-498-054,055,056,058) 2. a) Mathew A Hunter b) Mathew B Hunter (9-806-203,204)

132

1.Aguinis,Chapt-9(Text Book) 2. “Appraisal Politics: Revisiting from Assessor’s Perspective”- Dhiman & Singh, Vikalpa, 32(1),JanMarch,2007 3. “Manager as a Trainer, a Coach and a Mentor”Manikutty,Vikalpa,30(2),Apr il-June,2005

1.Aguinis,Chapter-11(Text Book)

6. Team Performance:

18-20

21

Teams and Implications for Performance Management Purposes and Challenges Rewarding Team Performance

(9-506-003)

2. “Strategic Performance Appraisal in Team-based Organizations: One Size Does Not Fit All”- Scott & Einstein, Academy of Management Executive, 15(2), 2001

Class Test 1

7. Foundations of Reward Management:

Compensation and NonCompensation Dimensions Financial and Non-financial Rewards 22-24

1. Eureka Forbes Ltd: Managing the Selling Effort

Developing Compensation Policies

1. Lyondell Petrochemical (9-498-028)

2. Belmont Industries (A,B,C,D) (9-301-016,017,018,019)

1.Milkovich et al- Chapter 1, 2, 3 (Text Book) 2. “Performance Pay…For Real” (Human Capital) 3. “Performance Pays”( Human Capital)

Developing Compensation Strategies Forces Influencing Development of Compensation Strategy, Aligning C&B Strategy with Business Strategy Guiding Principles

25-27

1. Milkovich et al-Chapter 4,5,6,7 & 8 (Text Book)

8. Developing Compensation System and Process:

Market Comparisons, Role of Work Analysis and Work Evaluation in Developing a Compensation System, Elements of ‘Cost to Company’

2. “From Grades to Bands” (Human Capital) 1. EFI Inc. (A,B,C) (9-508-044,045,046)

133

3. “Reap What You Sow: ROI on Reward?” (Human Capital)

Developing Grade and Pay Level Structures Broad-banded Pay Structures Job-family Modeling Communicating & Implementing Pay Plans

9. Designing Variable Pay Plan for Rewarding Performance, Competence and Contribution:

28-30

31-32

33

Variable Pay Philosophy Variable Pay Drivers Variable Pay Design & Implementation ESOP Contingent Pay: Skill-based Pay/ Competence-based Pay/Performance-based Pay Incentive Schemes, Bonus Schemes, Profit-sharing, Gain-sharing, Team Rewards

10. Integrating Compensation and Performance Management Systems: Diagnosing the Current Situation, Preparing Compensation Revision Plans, Aligning changes to Internal and External Factors, Implementing and Communicating Revision Plans, Pensions, Tax-considerations, Executive Compensation, Innovations in Reward Management

1. Milkovich et al- Chapter 9 & 10 (Text Book) 1. The Best-Laid Incentive Plans

2. “Compensation Strategy” (Human Capital)

(HBR-January 2003)

3. “Variable Pay Revisited” (Human Capital) 2. Performance Pay for MGOA Physicians (A,B,C) (9-904-028, 9-906-005, 9-906006)

4. “Why Incentive Plans Cannot Work”- Kohn , HBR, September-October 1993

1. “All For a Larger Slice of Cake” (Human Capital)

1. Executive Compensation at GE (A&B) (9-105-072, 9-105-070)

Class Test 2

134

2. “Changing Face of Rewards” (Human Capital) 3. “Will Pay Make Them Stay” (Human Capital)

Evaluation Plan S No 1 2 3

Component

Weightage

Class participation NCP End Semester Exam

40% 30% 30%

135

Training and Development Program: MBA

Course Code: SLHR601

Class Of: 2013

Sessions: 33

Semester: III

Credits: 3

Course Objective Develop an understanding of, and acquire skills to plan, design, execute, and evaluate a training/development program, Understand the organization context, and drivers to training/ development

program,

Experience

the

various

tools

and

techniques

used

to

deliver

training/development program, Be familiar with the learning theories, Be familiar with the role of the trainer.

Text Book BOOK th Employee Training and Development (4 Ed.),

AUTHOR/PUBLICATION Noe, R.A. 2010 , McGraw Hill

Reference Books Book Training in Organizations – Need assessment, development, and evaluation,

Author/Publication Goldstein, I.L., Ford, J.K. 2007 , Cengage Learning

Detailed Syllabus Sr.No 1

TOPIC Introduction to training

2

Assessment

3

Organizational support

4

Learning theories

Description of the topic need for training & development, differences of training & development, importance of training and development in organization Assessment phase, training & development phase, evaluation phase, training administrators, effective usage of instructions in training Organizational support for need assessment, organizational analysis, operational analysis/ requirement analysis, individual analysis, diagnostic meetings, training action plan ; Gagne’s; Bloom’s taxonomy, learning styles, stages of learning; learning principles; models for becoming learning organization; challenges to becoming learning organization; trainee readiness; trainee motivation to learn; motivational theories

136

5

Approaches

6

Role of Trainers

7

Evaluation

8

Training in various sectors

An overview, traditional instructional approaches, modern instructional approaches, Internal training versus External training Qualities of a good Trainers, Internal Trainer Vs External Training, Train the trainers Introduction to the evaluation process, introduction to the criteria development, choosing criteria measures, the evaluation criteria, phases of evaluation, experimental designs, internal & external training validity, models for evaluation, ROI on training Marketing, banking, BPO, IT, models for becoming learning organization, challenges to become learning organization etc

Session Plan Ses. No 1-2

3-4

Topic/syllabus Introduction to training, need for training & development, differences of training & development, importance of training and development in organization

Assessment phase, training & development phase, evaluation phase, training administrators, effective usage of instructions in training

Case 1. Calveta Dining Services Inc: A Recipe for Growth (James Haskett, Patricia Girardi, Ref. 4261-PDFENG; Harvard Business School Publishing) 2.Leading Change at Simmons (A)(Tiziana Casciaro, Amy Edmondson, 406046-PDF-ENG; Harvard Business School Publishing) 3.Developing first level leaders (Source: HBR, EBSCO) 4. Motorola U: When training becomes Education (William Wiggenhorn, Harvard Business School Press,

137

Readings Chapter 1. Introduction to training and Development (Employee Training and Development, Raymond Noe) Additional Reading: Chapter 1. The training context (Training in organizations 4e, Irwin L.Goldstein and J. Kevin Ford) 1B. Zheng, C., Hyland, P. 2007. Training practices of multi national companies in Asia. Journal of European Industrial Training, 31(6): 472-494

Chapter 2. Stategic training (Employee training and development, Raymond Noe, p.40-60) Additional Reading Chapter 2: A systematic approach to Training(Training in organizations 4e, Irwin L.Goldstein and J. Kevin Ford) 2A.Matsumoto. I.T., Thorpe, T. 2005. Developing a framework to measure organizational and employee skills

90413-PDF-ENG)

5-8

9-16

Organizational support for need assessment, organizational analysis, operational analysis/ requirement analysis, individual analysis, diagnostic meetings, training action plan

Learning theories; Gagne’s; Bloom’s taxonomy, learning styles, stages of learning; learning principles; models for becoming learning organization; challenges to becoming learning organization; trainee readiness; trainee motivation to learn; motivational theories

5.How GE teaches teams to lead change (HBR, Source: EBSCO)

development in a professional engineering design consultancy. Construction Innovation , 5: 53-66 Chapter 3: Need Assessment (Employee Training and Development, Raymond Noe)

Additional Reading: 6.Tanpin Kanri: Retail practices: Retail practice at Seven Eleven Japan; Rajiv Lal, Arpar Han, Source: Harvard Business School Press; 506002-PDF-ENG) Proposed Guest Lecture on Training Program Implementation 7.Learning from Customer Defection (Frederick Reichheld, Source: Harvard Business Review) 8.Ninth House elearning software (Amy Edmondson, Frances Frei, and Corey Hajim, Source: Harvard Business School, 601047-PDF-ENG) 9.Getting Participant Centered Learning to Work (Thomas Piper, James Heskitt, and Gustava Herrero; Source: Harvard Business School

138

3A.Schell, W.J. 2008. Building a knowledge management framework to overcome the challenges of developing engineering teams in financial services. Engineering Management Journal, 20(1): 3-9

Chapter 4:Learning: Theories and Program Design (Employee Training and Development, Raymond Noe) Additional Reading: 4A.Illeris, K. 2007. What do we actually mean by experiential learning? Human Resource Development Review , 6(1): 8495 4B.Yang, S. Joy, M. 2009. Designing ELearning Services: A case-study, iJAC  2(4): 35-43 4C.Tams, S. 2008. Self-directed social learning: the role of individual differences,  Journal of Management Development , 27(2): 196-213 4D.Georgellis, Y., Lange, T. 2007. Participation in continuous, on-the job training and the impact on job satisfaction: longitudinal evidence from the German labour market. International journal of Human Resource Management, 18(6): 969-985

Press, 805007PDF-ENG)

10.Organizational Learning and Purchase-Supply relations in Japan: Hitachi, Matsushita, and Toyota compared; Source: EBSCO/ California Management Review)

4E.Egan, T.M. 2008. The relevance of organizational sub culture for motivation to transfer learning. Human Resource Development Quarterly , 19(4): 299-322 4F. Approaches to Training and rd Development (3  Ed.; Dugan Laird, p.125-182)

11.MSpace: Group M’s interactive digital learning system aping social networks (ICMR)

18-24

An overview, traditional instructional approaches, modern instructional approaches, Internal training versus External training

12.Barbara Norris: Leading change in general surgery unit; Source: Harvard Business School, 409090PDF-ENG) 13.Training and Development: GE Way (Source: ICMR) 14.Wishart, N.A., Joyce, J.E., Robey, D.J. 1996. Redrawing the portrait of a learning organization: Inside knight-rider Inc (Source: JSTOR) 15.Case study of BELL E-Learning: Award-Winning,

139

Chapter 7. Traditional Training Methods Chapter 8. E-Learning and use of technology in training Chapter 9. Employee Development, (Employee Training and Development, Raymond Noe) Additional Reading: 5A.Palvia-Jha, S.C., Palvia, P.C.2008. The effectiveness of using computers for software training: An exploratory study. Journal of Information Systems Education, 18(4): 479-489

Interactive ELearning on a Non profit Budget (Marquart M., and Rizzi Jones, http: //www.i-jac.org, available on EBSCO) 16.Role Play as a Sales Training Tool; Larry Robinson; Harvard Business Review; 87310-PDF-ENG)

25-26

Role of Trainers, Qualities of a good Trainers, Internal Trainer Vs External Training, Train the trainers

Calveta Dining Services Inc: A Recipe for Growth (James Haskett, Patricia Girardi, Ref. 4261-PDFENG; Harvard Business School Publishing) Proposed Guest Lecture- role of Training Managers, Training Managers versus other functional managers in the organization, and training as a consulting project

Chapter 1. Introduction to employee training and development (p.29-32) Chapter 4. Learning: Theories and Program Design (p.136-138; Employee Training and Development, Raymond Noe) Additional Reading: 6A.Approaches to Training and rd Development (3  Ed.; Dugan Laird, p.21-36) 6B.Training strategy for implementing training (Martyn Sloman. P.231-253)

27-30

Introduction to the evaluation process, introduction to the criteria development, choosing criteria measures, the evaluation criteria, phases of evaluation, experimental

18. Assessing Managerial Talent at At&T; Source: Harvard Business School Press, Micheal Beer, Ellen Steen;

140

Chapter 6. Training Evaluation, (Employee Training and Development, Raymond Noe) Additional Reading: 7A.Movius, H., Susskind, L. Why training alone often fails. In Movius, H. &

designs, internal & external training validity, models for evaluation, ROI on training

482035-PDF-ENG)

Proposed Guest Lecture on Metrics  for Training Return on Investment

Susskind, L. Built to Win: Creating a world-class negotiating organization, Harvard Business Press

7B.Alvarez, K., Salas, E., Gorafano, C.M. 2004. An integrated model of tr aining evaluation and effectiveness. Human Resource Development Review , 3(4): 385-416 7C.Approaches to Training and rd Development (3  Ed.; Dugan Laird, p.221-279 Training strategy for implementing training (Martyn Sloman, p.175-204)

31-32

Training in various sectors including marketing, banking, BPO, IT, models for becoming learning organization, challenges to become learning organization etc

19. Diversity training at Toys “R” Inc (Source: ICMR) 20. Arcelor Mittal SA: English language training for global competitiveness (Source: ICMR)

Note: Internal Exam 1 and 2 will be conducted in the sessions 17 and 33 respectively

Evaluation plan: S No 1 2 3

Component

Weightage

Class participation NCP End Semester Exam

40% 30% 30%

141

Project Management Program Class of Semester

: : :

MBA 2013 III

Course Code: SLOM 607 Credits: 3 Session: 33

Course Objective This course helps students to explore all aspects of project management covering project identification, formulations, planning, scheduling, and control. It will enable students to acquire the concepts, tools & techniques of project management and to get an exposure to MS Project software.

Text Book Book Title

Author, Publication & Edition

Project Management for Business, Engineering

John M. Nicholas and Herman Steyn, Elsevier,

and Technology: Principles & Practice

2008, 3  Edition

rd

Reference Books Book Title Project Management: A Managerial Approach Project Management

Author, Publication & Edition Jack R. Meredith and Samuel J. Mantel, John th

Wiley & Sons, 2011, 8  Edition th

Dennis Lock. Gower, 2007, 9  Edition

Modern Project Management: Successfully Integrating Project Management Knowledge

Norman R. Howes, Amacom, 2001

Areas and Processes th

Project: Planning, Analysis, Selection, Financing,

Prasanna Chandra, Tata McGraw-Hill, 2009, 7

Implementation and Review

Edition

Successful Project Management Project Management: The Managerial Process

Jack Gido and James P. Clements, Ce ngage th

Learning, 2009, 4  Edition Clifford F. Gray and Erik W. Larson, Tata McGr awrd

Hill, 2008, 3  Edition

142

Detailed Syllabus S No 1

Topic Introduction Management

2

The Project Management Systems, Methodologies & Systems Development Cycle

3

Project Feasibility Study

4

Project Planning

5

Project Scheduling

6

PERT, CPM, Resource Allocation & GERT

7

Cost Estimation & Budgeting

8

Managing Risks in Projects

9

Project Control

10

Project Management Information Systems Project Evaluation, Reporting & Termination Project Organization Structure & Integration

11 12

13 14

to

Project

Managing Participation, Teamwork & Conflict Final Project Report Review

Description of topic Definition, functions, evolution of project management, classification of projects, project management in different environments Systems approach, system analysis, systems development, project feasibility, project life cycle, project appraisal, project contracting, the phases of systems development cycle Developing a project plan, market & technical analysis, financial analysis, evaluation of project proposals, risk analysis, sensitivity analysis, social cost benefit analysis Planning fundaments, project master plan, work breakdown structure & other tools of project planning, work packages, work organization structure & responsibilities, responsibility matrix Use of Gantt charts & network diagrams, activity of node diagrams, activity on arrow diagrams, the critical path, time based networks Tools & techniques for scheduling development, crashing of networks, time-cost relationship, resource levelling, multiple project scheduling, GERT Cost estimating process elements of budgeting, project cost accounting & management information systems, cost schedules & forecasts Risk concept & identification, risk assessment, risk priority, risk response planning, risk management methods Information monitoring, internal external project control, cost accounting systems for project control, control process, performance analysis, variance limits, issues in project control Computer-based tools, features of PMIS, using project management software (MS Project) Project reviews & reporting, closing the contract Requirements of project organizations, different structure & integration in large scale projects, roles of project manager & project team Leadership in project management, building teams, resolving conflicts

143

Session Plan S. No.

Topic

No. of Sessions

1

Introduction to Project Management

2

2

The Project Management Systems, Methodologies & Systems Development Cycle

4

3

Project Feasibility Study

4

4

Project Planning

2

5

Project Scheduling

3

6

PERT, CPM, Resource Allocation & GERT

2

7

Cost Estimation & Budgeting

2

8

Managing Risks in Projects

2

9

Project Control

2

10

Project Management Information Systems

4

11 12 13 14

Project Evaluation, Reporting & Termination Project Organization Structure & Integration Managing Participation, Teamwork & Conflict Final Project Report Review

Total

Case Disaster Recovery at Marshall Field’s (Text Book Case 1.1, pp. 28-29) Merger Integration of Bank of America  – The TrustWeb Project (HBS Case 9610-054) The AtekPC Project Management Office (HBS Case 9-308-049) Sakhalin-1 Project: Delivering Excellence in Project Execution (ICMR Case: OPER 093) Nighe An Tate & Lyle Sugar Company (Vietnam) (HBS Case 9-202-054) The Delhi Metro Project: Effective Project Management in the Indian Public Sector (ICMR Case: PROM 005) City Center (B) – Economics and Delivery (HBS Case N2-209-094) Reynold’s Space Constructors (HBS Case 9-675-017) The Chunnel Project (Text Book Case 8.2, pp. 330) Poland’s A2 Motorway (HBS Case 9202-030) Vertex Pharmaceuticals – R&D Portfolio Management (A) (HBS Case 9-604-101) The Cybersonic Project (Text Book Case 11.1, pp. 448-449) Supply Chain Management in L&T (ECC Division) (ICMR Case: OPER 045) MS Project software Demo

1 1 1

Reading Material Chapter 1

Chapter 2

Chapter 3 &4

Chapter 5 Chapter 6 Chapter 7 Chapter 8

Chapter 10

Chapter 11 -

-

Chapter 12

Salt Lake Organizing Committee: 2002 (HBS Case 9-604-092) Teradyne Corporation: The Jaguar Project (HBS Case 9-606-042)

Chapter 13 & 14

3

-

33

144

Chapter 15 -

Evaluation Plan S. No.

Components

Weightage

1

Class Participation-I

05%

2

Class Participation-II

10%

3

Class Participation-III

15%

4

Mid-Term Exam

20%

5

Interim Project Report

20%

6

Final Project Report

20%

7

End-Term Exam

30%

145

Supply Chain Management Program Class of Semester

: : :

MBA 2013 III

Course Code: SLOM 606 Credits: 3 Session: 33

Course Objective This course introduces the concept of supply chain management. It also provides an understanding of logistics while underlying the importance of supply chain management in different kinds of industries. This course provides an integrated view of purchasing, production, distribution and logistics function.

Text Book Book Title

Author, Publication & Edition David Simchi-Levi, Philip Kaminsky, Edith Simchi-

Designing and Managing the Supply Chain:

Levi and Ravi Shankar, Tata McGraw-Hill

Concepts, Strategies and Case Studies

Education (Special Indian Edition), New Delhi, rd

2008, 3  Edition

Reference Books Book Title

Author, Publication & Edition

Supply Chain Management: Strategy, Planning

Sunil Chopra, Peter Meindl and D.V. Kalra,

and Operation

Pearson Education, New Delhi, 2010, 4  Edition

Supply Chain Redesign: Transforming Supply

Robert B Handfield and Ernest L Nicholas, Jr.

Chains into Integrated Value Systems

Pearson Education, New Delhi, 2004

Logistics: An Introduction to Supply Chain

Donald Walters. Palgrave, Macmillan. New York,

Management

2003

Supply Chains: A Manager’s Guide

th

David A Taylor. Pearson Education, New Delhi, 2004

146

Detailed Syllabus S No

Topic Introduction to Supply Chain Management

Description of Topic What is supply chain?  –  The development chain  – Global optimization  –  Managing uncertainty and risk  – The evolution of supply chain management  –  The complexity – Key issues in supply chain management. Inventory Management and Introduction  –  Single stage inventory control  –  the economic lot size model, the effect of demand Risk Pooling uncertainty, single period models, initial inventory, multiple order opportunities, continuous review policy, variable lead times, periodic review policy, service level optimization  –  Risk pooling  –  Centralized versus decentralized systems  –  Managing inventory in the supply chain  –  Practical issues  –  Forecasting  –  judgement methods, market research methods, timeseries methods, causal methods, selecting the appropriate forecasting technique. Introduction  –  Network design  –  data collection, data Network Planning aggregation, transportation rates, mileage estimation, warehouse costs, warehouse capacities, potential warehouse locations, service level requirements, future demand, model and data validation, solution techniques, key features of a network configuration SCP  –  Inventory position and logistics coordination  – strategic safety stock, integrating inventory positioning and network design – Resource allocation. Introduction  –  The bullwhip effect  –  quantifying the The Value of Information bullwhip effect, the impact of centralized information on the bullwhip effect, methods for coping with the bullwhip effect  –  Information sharing and incentives  – Effective forecasts – Information for the coordination of systems  –  Location desired products  –  Lead time reduction  –  Information and supply chain trade-offs  – conflicting objectives in the supply chain, designing the supply chain for conflicting goals  – Decreasing marginal value of information. Introduction – Push, pull and push-pull systems  – pushSupply Chain Integration based supply chain, pull-based supply chain, push-pull supply chain, identifying the appropriate supply chain strategy, implementing a push-pull strategy  –  The impact of lead time  –  Demand-driven strategies  –  The impact of the internet on supply chain strategies. Introduction – Direct shipment distribution strategies – Distribution strategies Intermediate inventory storage point strategies  – traditional warehousing, cross-docking, inventory pooling  –  Transhipment  –  Selecting an appropriate

147

Strategic Alliances

Procurement Outsourcing Strategies

and

Global Logistics Management

and

Risk

Coordinated Product Supply Chain Design

and

Customer Value and Smart Pricing

strategy. Introduction  –  A framework for strategic alliances  – Third-party logistics  –  what is 3PL?, advantages and disadvantages of 3PL, 3PL issues and requirements, 3PL implementation issues  –  Retailer-Supplier Partnerships (RSP)  –  types of RSP, requirements for RSP, inventory ownership in RSP, issues in RSP implementation, steps in RSP implementation, advantages and disadvantages of RSP, successes and failures – Distributor integration – types of distributor integration, issues in distributor integration. Introduction  –  Outsourcing benefits and risks  – A framework for Buy/Make decisions  –  Procurement strategies – supplier footprint – E-Procurement. Introduction  –  global market forces, technological forces, global cost forces, political and economic forces  – Risk management  – many sources of risks, managing the unknown-unknown, managing global risks, requirements for global strategy implementation  – Issues in international supply chain management  – international versus regional products, local autonomy versus central control, miscellaneous dangers  – Regional differences in logistics  –  cultural differences, infrastructure, performance expectation and evaluation, information system availability, human resources. A general framework - Design for logistics  –  overview, economic packaging and transportation, concurrent and parallel processing, standardization, selecting a standardization strategy, importance considerations, the push-pull boundary  – Supplier integration into new product development  –  the spectrum of supplier integration  –  keys to effective supplier integration  – a “bookshelf” of technologies and suppliers –  Mass customization  –  what is mass customization?, making mass customization work, mass customization and supply chain management. Introduction to customer value  –  The dimensions of customer value  –  conformance to requirements, product selection, price and brand, value-added services, relationships and experiences, dimensions and achieving excellence  –  Introduction to smart pricing  – Price and demand  – Markdowns – Price differentiation  –  Revenue management  –  Smart pricing  –  differential pricing, dynamic pricing  –  Impact of the internet  – Caveats.

148

Information Technology and .: Introduction – The importance of business processes  – Goals of supply chain IT  – Supply chain management Business Processes system components  –  decision-support systems, IT for supply chain excellence – Sales and operations planning  –  Integrating supply chain information technology  – implementation of ERP and DSS, “best of breed” versus single-vendor ERP solutions. Local Issues in Supply Chain Introduction  –  Supply chain issues during natural disasters and other calamities – Supply chain issues for Management SMEs – Organized retail in India – Reverse logistics. Supply Chain Performance ICMR concept note on measuring the supply chain performance. Measurement

Session Plan S. No.

Topic

No. of Sessions

1

Introduction to Supply Chain Management

2

2

Inventory Management and Risk Pooling

3

3

Network Planning

2

4

The Value of Information

2

5

Supply Chain Integration

2

6

Distribution strategies

2

Case Global Supply Chain Management (Harvard Book Chapter) Rapid Fire Fulfillment at Zara (HBR R0411G) Sport Obermeyer Ltd (HBS Case 9-695022) Domino's India Logistics Management (ICMR Case: OPER 005)

The Bullwhip effect in Supply Chains (HBS Case SMR 029) Quantum Corporation: eSupply Chain Group (HBS Case 9-601-099) Amazon.com's European Distribution strategy (HBS Case 9-605-002)

Reading Material HBS BEP047 & Chapter 1 Chapter 2 Chapter 3 Chapter 5 Chapter 6 Chapter 7

Tom Muccio: Negotiating the P&G 7

Strategic Alliances

3

Relationship with Wal-Mart (HBS Case

Chapter 8

9-907-013)

8

Procurement and Outsourcing Strategies

2

Excel plc Supply Chain Management at Haus Mart (HBS Case 9-605-080)

Chapter 9

IKEA's Global Sourcing Challenge: Indian Rugs and Child Labor (HBS Case 9-906414)

9

Global Logistics and Risk Management

3

Fast Global & Entrepreneurial SCM Interview with Victor Fung (HBR R98507)

149

Chapter 10

10

11 12 13

14

Coordinated Product and Supply Chain Design Customer Value and Smart Pricing Information Technology and Business Processes Local Issues in Supply Chain Management Supply Chain Performance Measurement

Total

Hewlett-Packard Company DeskJet 3

Printer Supply Chain (A) (HBS Case GS3A)

2

The Great Rebate Runaround (Text Book Case, pp.414-417)

Chapter 12 & 13

2

CISCO Systems Inc: Implementing ERP (HBS Case 9-699-022)

Chapter 14

2

The ITC eChoupal Initiative (HBS Case 9604-016)

Chapter 16

3

Measuring the Supply Chain Performance (ICMR Concept Note) National Cranberry Cooperative (HBS Case 9-688-122)

OPER/CN0 09/1.0

33

Evaluation Plan S. No.

Components

Chapter 11

Weightage

1

Class Participation-I

10%

2

Class Participation-II

15%

3

Class Participation-III

15%

4

NCP

30%

5

Seemster End Exam

30%

150

Business Intelligence Program: MBA Class of: 2013 Semester : III

Course Code SL IT 609 Sessions: 33 Credits: 3

Objective To provide concepts & techniques of Data Mining Analysis Tools (DMAT) which are different from various statistical techniques. To equip the students with skills to perform data analysis and conclusions independently with special focus on Data Mining (DM) applications with SAS.

Text Book Book

AUTHOR / PUBLICATION

Data Mining Using SAS Enterprise Miner

Randall Matignon, John Wiley & Sons Inc,

Reference Books REFERENCE BOOKS

AUTHOR / PUBLICATION

Applied Multivariate Techniques

Sharma Subhash - John Wiley & Sons, 1996

Using Multivariate Statistics’

Tabachnick B.G. & Fidell L.S - Allyn & Bacon, 1996.

Multivariate Data

Hair J.F, Anderson R.E., Tatham R.L, Black W.C - Hair. Pearson Education, 2003.

Detailed Syllabus S No

Topic

Description of Topic

1

Introduction to Business Intelligence

Applications in Marketing and Customer Relationship Management: A Statistical perspective of Data Mining - Tasks performed with data mining - Applications of data mining – Concept of Learning, Knowledge discovery, Analytical Intelligence, Enterprise Intelligence

2

Examining Data using SAS

Basic Statistical concepts of measures of central tendency variance, kurtosis, skewness. Use of Histogram and Box Plots. Testing for normality using Q-Q Plots , Power transformations, Outlier detection, Handling missing values, Testing the assumptions of multivariate analysis-

151

BLUE - Assessing individual variables Vs variate Normality – Heteroscedasticity, autocorrelation & Multicollinearity – 3

Identification and solutions

absence of correlated errors - Important issues in data screening - Complete examples of data screening – Outlier analysis - Residual analysis – Generalized linear models –- Data partition into Training, validation and testing

4

SAS Programming

Basics of Programming - Data input through programming - Data Steps and Proc steps Simple SAS Programming – Construction of charts and plots using SAS steps

5

Logistic Regression

Concept of odds ratio - Wald’s confidence interval and construction – Concept of Concordant, discordant and tied pairs Basic concepts of logistic regre ssion - Logistic regression with only one categorical variable - Logistic regression and contingency table analysis - Logistic regression for combination of categorical and continuous independent variables – Stepwise backward and forward regression methods in multivariate logistic regression Comparison of logistic regression and discriminant analysis

6

Decision Trees

Introduction - Growing a decision tree - concept of logworth – algorithms chaid & cart importance of variable selection Test for choosing the best split – Pruning Extracting rules from trees - Alternate representations for decision trees - Decision trees in practice.

7

Time Series Forecasting

Stationarity non stationarity Exponential Smoothing ARIMA Models – (AR Process - Moving Average Process ARMA Process - Box Jenkins Methodology )

8

Artificial Neural Networks

History - Real Estate Appraisal – Concept of a link function - Neural Networks for Directed data Mining - Neural Net The Unit of a Neural Network - Feed-Forward Neural Networks - Back Propagation Heuristics for using FeedForward - Back Propagation Networks - Choosing the Training Set - Coverage of Values for All Features Number of Features - Size of Training Set - Number of Outputs - Preparing the Data - Features with Continuous Values - Features with Ordered, Discrete (Integer) Values - Features with categorical values - Other Types of Features - Interpreting the results - Neural Networks for Time series - Example: Finding Clusters - L essons Learned

9

Association Algorithms

Concept of support confidence lift and gain Defining Market Basket Analysis - Three Levels of Market Basket Data - Order Characteristic - Item Popularity - Tracking

152

Marketing Inventories - Clustering Product Usage Association Rules - Actionable Rules - Trivial Rules Inexplicable Rules - Building Association 10

Rules

Choosing the Right Set of Items - Product Hierarchies Help to Generalize Items - Virtual Items Go Beyond the Product Hierarchies - Data Quality Anonymous Versus Identified Generating Rules From All the Data - Calculating 11Confidence - Calculating Lift - The Negative Rule - The Problem of Big Data. Real life business applications of Business Intelligence - Student projects.

Session Plan S no

No of

Topic

Sessions

1

Introduction to BI

2

2

Examining Data (Enterprise Guide)

3

3

Exercises on Examining Data

2

4

SAS Programming

4

5

Logistic Regression

2

6

Exercises on LR

2

7

Decision Trees (DT) (Enterprise Miner)

3

8

Exercise on DT

2

9

Time Series Forecasting (TSFS)

3

10

Exercise on Time Series Forecasting

1

11

Artificial Neural Networks

3

12

Exercise on ANN

2

13

Association Rules

2

14

Exercise on Association Rules

1

15

Real life business applications of BI

1

Total

33

153