RUKMINI DEVI INSTITUTE OF ADVANCED STUDIES

(Affiliated to G.G.S. Indraprastha University, Delhi)

Madhuban Chowk, Rohini, Delhi – 110 085

Curriculum Planner
(Aug – Dec 2010)

Classes: Monday to Saturday

MBA 3rd Semester

Batch: 2009 – 2011

Class Coordinators: Ms. Sonika Bhoj (Sec – A)

Ms. Arpital Kaul (Sec – B)

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Subject : Management of International Business
Paper Code : MS - 203
Class : MBA, Semester – III
Faculty : Prof. (Dr.) Ashish Chandra

Course Description
This is a beginner's course in International Business and shall cover the basics.
Participants are expected to follow up on this course depending on their areas of interest
in the electives that may be offered at a later stage. International Business has some
unique characteristics, which makes it different from others subject in one way or
another. Each International Business activity has a specific business implication.

The course aims to systematically study the International Business concepts, their
implications and finally its scope and role in business. The aim is to develop
International Business skill sets to tackle business & marketing applications under
different International business situations in different circumstances.

Learning Objectives
The objective of this course is to enable the students to manage business when the
Organizations are exposed to international business environment. The various objectives
are:
• To explore and understand the different challenges existing in International
Business
• To gain an understanding of the theories and concepts of International Business
• To understand, how to apply International Business concepts in the real world
• To Analyze the Internaitonal Business Environment
• To understand various International Business Strategies

Methodology
It will include selected readings and consumer behaviour cases. The pedagogy would be
a combination of lecture sessions and case discussions. The course participants are
expected to read all the background readings before coming to class so that they can
effectively participate in classroom discussion. It is expected that all participants must
sufficiently be knowledgeable enough to discuss meaningfully in class to internalize the
various nuances in the consumer behaviour concepts.

Before starting up with a new unit/topic, an introduction session will be taken to make
the students aware about the importance of studying a particular unit/topic. During the
initial brainstorming session of few minutes, I will try to collect as many ideas and
views as the students have (regardless of the fact that they are right or wrong) regarding

3
 the nature and importance or any other related aspect of the topic. This is basically an
attempt to open the two-way sharing channel with the class and a sincere effort to
thread everyone together and make them a part of the discussion as an interactive
audience. Besides, an idea will be given regarding the weight age of the whole unit in
the university examinations. This encourages student interest in a particular topic and
they realize the relative importance of the unit.

Session/Lecture Plan

Sessions
Units Readings/
Topics To Be Covered Chapters
/ Hours Books

Nature and scope of

International Management

1. Introduction to International
Business. B1 Chapter 1
1.1 Introduction
1.2 Evolution and
Development of
International Business B2 Chapter 1
1.3 Factors leading to growth in
International Business
1.4 Modes of International
Business B3 Chapter 1
1.5 Why companies engage in
International Business
UNIT I
1.6 Significance of International
Nature and scope of 12 Business B4 Chapter 1
International Hours
2. Concept and Definition of
Management International Management
2.1 Introduction of B5 Chapter 1
International Management
2.2 Applying Thinking behind
International Management
2.3 Globalization B6 Chapter 1
2.4 Competitive Management
in International
Management
B2 Chapter 2
3. Reasons for Going
International
3.1 Internationalisation
3.2 To expand Sales
3.3 Explore source of
production

4
 3.4 Expanding market and B3 Chapter 3
finding new market

4. International Entry Modes;

Their Advantages and
Disadvantages B6 Chapter 9
4.1 Determinant of Entry Mode
4.2 Trade Mode
4.3 Contractual Entry Mode
and FDI.

5. Strategy in the
Internationalization of B1 Chapter 8
Business
5.1 Internationalization
Strategies
5.2 Planning and
organizational structure
5.3 Process of Control

6. Global Challenges; Entry B5 Chapter 6

Barriers
6.1 Global Technology
Management
6.2 Instruments of Trade
Control
6.3 Non Tariff Barriers
6.4 Tariff Barriers

7. India’s Attractiveness for

International Business
7.1 Trade policies of
International Business
7.2 Free Trade Vs. Protection
7.3 Economic Indicators
7.4 Forms of Economic system

8. Issues and Trends in

International Business
8.1 Prevailing Economic
Scenario
8.2 Social Structure
8.3 Ethical & Religious systems
8.4 Cultural Change &
Education
12 Environment Facing Business
B4 Chapter 2

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 UNIT- II Hours 9. Cultural Environment facing
Business
Environment Facing 9.1 Difference in cultural B2 Chapter 6
Business Environment
9.2 Managing cultural diversity

10. Managing Diversity B1 Chapter 6

within and Across Culture
10.1 Ethics & social
Responsibility
10.2 Competitive environment B6 Chapter 4
and Diverse culture

11. Hofstede Study and

Edward T. Hall Study B3 Chapter
10
12. Cultural Adaptation
through Sensitivity
Training
12.1 Cultural Awareness
12.2 Identification and
Dynamics of cultutre B4
12.3 Behavioral practices Chapter 8
affecting business
12.4 Social stratification system
12.5 work motivation and
sensitivity training
12.6 Information and Task
processing
communication B6
12.7 Cultural Imperialism and Chapter 9
strategies for Instituting
Change

13. Political, Legal, Economic,

Ecological and B2
Technological Facing Chapter
Business and their 11
Management
13.1 Political Environment
13.2 Legal Environment
13.3 Legal Issues in
International Business
13.4 Intellectual Property
Rights
Formulating Strategy for
International Management

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 14. Strategy as a Concept
11 14.1 Strategy of International
UNIT-III Hours Business
14.2 Firm as a value chain
Formulating Strategy 14.3 Global Integration versus
for International Local Responsiveness
Management 14.4 Strategy Types:
• International strategy
• Multidomestic Strategy
• Global strategy Chapter 8
• Transnational Startegy B1
&
15. Implementing Global
Strategy Chapter
15.1 Pressures of Global 11
Integration
15.2 Labor cost and Location
Decision
15.3 Value Chains and Change

16. Emerging Models of

Strategic Management in
International Context
16.1 Strategy and the Firm
16.2 Profiting from Global
Expansion
16.3 Pressures for Cost
Responsiveness
B3
16.4 Pressures for local
Chapter
Responsiveness
10
17. Achieving and
Sustaining
International
Competitive
Advantage

17.1 International
Competitiveness
17.2 Market Identification
and demand
estimation
17.3 Product
competitiveness
17.4 Process

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 Competitiveness

18. International Strategic

Alliances, Global
Mergers and
Acquisition

18.1 Global and cross

border alliances
18.2 Guidelines for
successful Alliances
18.3 Strategic
Implementation
18.4 Government and
Cultural Influences on
Strategic
Implementation
18.5 Hostile Takeover
Organizing and Controlling
for International
Competitiveness
B6 Chapter
19. International Human 13 & 14
Resource Management-
concept and Dimensions
19.1 Complexities of
International firms
19.2 Staffing Policy
UNIT-IV 19.3 The process of
Recruitment and
Organizing and Training
10 B5
Controlling for 19.4 Management of Chapter
International Hours Industrial Relations 10
Competitiveness 19.5 Strategic Function of
International Human
Resource Management

20. Human Resource Issues in

Developing and
Maintaining an Effective
Work Force B5
20.1 Ethnocentric Approach
20.2 Polycentric Approach Chapter
20.3 Geocentric Approach 17
20.4 Technical Competence

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 20.6 Cultural Sensitivity

21. Leadership Issues;

Motivation. B1
21.1 Managing Repatriation
21.2 Relationship Between
MNEs and labor Chapter
22. Basic Models for B2 21 & 22
Organization Design in
Context of Global Chapter
Dimensions 17

23. Future of International

Management in the East,
Global Operations
Management.

23.1 Location for production

23.2 Management of
Inventory
23.3 Sourcing of Inputs
23.4 International Services
Revision, if required as there would be continuous revision
Revision 2 hrs. and feedback from the students on previous topic(s) before
starting up next topic(s).

Case Discussions

The following cases would be discussed in class:

From Book: Deresky (2003). International Management: Managing across boarders and
culture. Pearson Education.
1) FedEx versus UPS: Competing with contrasting Strategies in China. (Page No.325)
2) Pepsi’s Entry into India: A lesson in Globalisation (Page No.334)
3) Management of Human Assets at Infosys (Setting: India) (Page No.453)
4) A first time Expariate’s Experience in a joint venture in China (Page No.476)

From Book: Daniels, Radebaugh, Sullivan (2007). International Business. Environments

and Operations. Pearson Education.

5) Disney Theme Park (Page No.27)

6) The Java Lounge : Adjusting to Saudi Arabian Culture. (Page No.43)
7) McDonald’s and Russia’s Economic Transition (Page No.113)
8) Zara: Value Creation in the Global Apparel Industry (Page No.345)

Cases would be given one week before it is taken up in class. Participants are advised to
thoroughly analyze the case prior to coming to class. Case will be discussed in detailed

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in the class and finally any participant may be invited to present the case summery to
the whole class.

Suggested Readings
B1
Sharan Vyuptakesh, (2008), International Business, Pearson Education.

B2
Daniels, John D. and Radebaugh Lee H, (2005), International Business, Wiley India.

B3
Hill, Charles W.L., (2005), International Business, Tata McGraw Hill.

B4
Thakur M., Burton & Gene E, (2002), International Management, Tata McGraw Hill.

B5
Lasserre Philippe, (2005), Global Strategic Management, Palgrave McMillan.

B6
Hodgetts R. and Luthens F, (2003), International Management, McGraw Hill Inc.

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 RUKMINI DEVI INSTITUTE OF ADVANCED STUDIES
2A and 2 B, Phase I, MADHUBAN CHOWK, ROHINI, DELHI-85

Paper Code: MS-205

Paper Title: Information System Management
Faculty: Ms. Shivani Raheja

Courser Objective: Objective of the course is to teach management students about the
importance of Information Systems. Students should know how information systems are
designed and implemented in the various companies. This course also aims to let the
management students learn about new technologies in the IT industry and how data is
collected and processed.

DETAILED TEACHING PLAN

UNIT TOPIC No. of Reference Books Chapter/Pa

NO. Hours ges
required
UNIT-1 1. Meaning and Role of 1 B -1 Chapter 1,2
Information Systems. 3
2. Types of Information Systems:
a. Operations Support B -2 Chapter 1,2
Systems,
b. Management Support 3 B-3 Chapter 1,2
Systems.
c. Expert Systems, and
d. Knowledge Management 2 B -4 Chapter 1,2
Systems. 1
3. Information Systems for 1
Strategic Management:
a. Competitive Strategy
Concepts,
b. Strategic Role of
Information Systems.
4. Integrating Information Systems
with Business Strategy
5. Value Chain Analysis
6. Strategic Information Systems
Framework.
UNIT-2 7. Planning for Information 2 B -1 Chapter
Systems: 2 11,12,14,15

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UNIT TOPIC No. of Reference Books Chapter/Pa
NO. Hours ges
required
a. Identification of 2
Applications, 5
b. Business Planning B -2 Chapter 9,
Systems and 10,11
c. Critical Success Factors, 2 B -3
8. Method of Identifying Chapter
Applications, 2 5,7,10
9. Risks in Information Systems.
10. Resource Requirements for
Information Systems:
a. Hardware and Capacity
Planning,
b. Software Needs,
11. Procurement Options – Make or
Buy decisions,
12. Outsourcing as an Option.
UNIT-3 13. Emerging Concepts and Issues in 2 B–1
Information Systems: 2
14. Supply Chain Management, 2
15. Customer Relationship 2
Management, 6
16. ERP.
17. Introduction to Data ”
Warehousing:
a. The Compelling Need for
data warehousing
b. Escalating Need for
strategic information,
c. Failures of Past decision-
support systems,
operational versus
decision-support systems, 6 B–1 Chapter 6
d. Data warehousing – the
only viable solution, data 6
warehouse defined
e. Data warehouse –
i. The building
Blocks
ii. Defining
Features,
iii. Data warehouses
and
iv. Data marts,

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UNIT TOPIC No. of Reference Books Chapter/Pa
NO. Hours ges
required
v. Overview of the
components,
metadata in the
data warehouse
18. Data Mining and its
Applications,
a. What is Data Mining,
b. Data Mining Defined,
c. The knowledge discovery
process,
d. OLAP versus data
mining,
e. data mining and the data
warehouse,
19. Emerging Concepts in
Information System Design and
Application.
a. Introduction to Agile
Technology used in IT
Industry
UNIT-4 20. Research Project: Examination 10
of Current Issues Exploration of
the Actual or Expected Impact
on Employees, Industry or
Government, Presentation of
available Alternatives if
Applicable,

REFERENCE BOOKS:
B -1 Kenneth, Laudon and Jane Laudon (2005). MIS: Managing the Digital Firm.
B -2 James, A. O’Brien (2005). Introductio n to Information Systems
B – 3 Jawadekar, W. S. (2004). Management Information Systems
B -4 Turban, E., McLean, E. and Wetherbe, J. (2001). Information Technology for
Management: Making Connections for Strategic Advantage

TERM PAPER – Each student will have to prepare a term paper. Groups of five will be
formed in the first week. The topics chosen will have to be submitted 17 August 2010.
Upon approval of the topic the term paper preparation will commence and fortnightly
progress report will be taken. The first draft of the term paper will have to be submitted
by September 15, 2010, second draft after improvement by 20th October 2010 and the
final paper by 15th November 2010. Each stage will have marks on a continuous
comprehensive evaluation basis.

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 RUKMINI DEVI INSTITUTE OF ADVANCED STUDIES
2A and 2 B, Phase I, MADHUBAN CHOWK, ROHINI
DELHI-85

Course Name: Entrepreneurship & Small Business Development

Course Code: MS 207
Students Targeted: MBA 3rd Semester
Name of Faculty: Ms. Shivani Raheja

Course Objective:
This course aims at encouraging and developing the entrepreneurial skills of the students.
The Course Aims at Instituting Entrepreneurship Skills in the Students by giving an overview
of who the entrepreneurs are and what competences are needed to become an Entrepreneur or
Entrepreneur. The Course aims at giving insights into the Management of Small Family
Business, based on 3S Model: Stimulate Sustain and Support so that a spirit of
Entrepreneurship can be inculcated among the student participants.

Course Outcome:
At the conclusion of the course, students should:
1. Have a clear understanding of the environment in which small firms operate and how it
impacts on them;
2. Have a clear understanding of how small firms develop, grow and, in particular, how the
role of the entrepreneur changes;
3. Have a clear understanding of the nature of entrepreneurship;
4. Have a sound knowledge of the functional areas of management that are necessary to
start-up and grow a business;
5. Have a sound knowledge of the sources of information and advice that are available to
help in the startup and growth of a business;
6. Have a sound knowledge of the sources of finance that are available for start-ups and
growth businesses;
7. Have a clear understanding of the growth strategies available to small firms and their pros
and cons;
8. Have developed a range of applied management skills in a holistic way.

S.No. Unit Topic No. of Reference Book/s Chapter/s

No. Hours Pages
1. I Entrepreneurship 14 B1
1. Entrepreneur: Concept & Hours Ch – 2
Definitions
2. Entrepreneurship & Economic
Development Ch - 4
3. Classification & Types of
Entrepreneur Ch - 3
4. Entrepreneurial Competencies
5. Factor Affecting Entrepreneurial
Growth : Economic, Non-

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 Economic Factors Ch – 13
6. EDP Programmes Ch – 14
7. Entrepreneurial Training Ch – 3
8. Traits/Qualities of an Ch – 5
Entrepreneur
9. Manager Vs. Entrepreneur
Ch – 7
Apart from the syllabus, topics to be Ch – 8
covered:
1. Growth of Entrepreneurs Ch – 10
2. Nature & Importance of
Entrepreneurs Ch – 15
3. Entrepreneurship: Concept &
Definition Ch - 49
4. Institutions in Aid of
Entrepreneurship Development
5. Problems of Entrepreneurship
2. II Opportunity Identification & Project 14
Selection: Hours
1. Entrepreneurial Opportunity B1 Ch – 17, 18
Search And Identification
2. Criteria to Select a Project
3. Conducting Feasibility Studies
4. Project Finalization
5. Sources of Information
(Finance)
B2 Ch – 5
Apart from the syllabus, topics to be
covered:
1. Barriers to Entrepreneurship
3. III Small Enterprise & Enterprise 14
Launching Formalities: Hours
1. Definition of Small Scale
2. Rationale
3. Objective Notes
4. Scope
5. Role of SSI in Economic
Development of India
6. SSI Registration
7. NOC from Pollution Board
8. Machinery & Equipment Ch - 23
Selection B1
9. Project Report Preparation Ch – 21
10. Specimen of Project Report Ch – 20
11. Project Planning & Scheduling
using Networking Techniques
of PERT/CPM Ch – 22
12. Methods of Project Appraisal
Ch – 50
Apart from syllabus mentioned: B1
1. Sickness in Small Scale
Industries – Reasons &
Remedies
4. IV Role of Support Institutions & 14
Management of Small Business: Hours
1. Director of Industries Notes

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 2. DIC

3. SIDO(Small Industrial B2 Pg 365-370

Development Organization)
4. IFCI B1 Pg 494-497
5. NABARD Pg 497-500
6. SIDBI Pg 500-505
7. LIC Pg 505-506
8. State Industrial Development Pg 509-510
Corporation (SIDC)
9. SISI (Small Industries Service
Institute)
10. NSIC B1 Pg 507-509
11. NIESBUD Pg 214-215
12. State Financial Corporation B2 Pg 510-514
13. SIC (Standard Industrial
Classification)
14. Marketing Management B1 Ch - 11
15. Production Management Ch – 12
16. Finance Management Ch – 13
17. Human Resource Management Ch - 15
18. Export Marketing Ch – 44
5. CASE STUDIES
1. Satyam and GE
2. Darshan Enterprises
3. Air Asia
4. Mithailite

5. Project Planning – A Case

Study
6. Case Study of a Small Scale
Unit

Notes:
1. B1 - Desai, Vasant (2009), The Dynamics of Entrepreneurial Development &
Management, Himalaya Publishing House
B2 - Taneja, Satish & Gupta S.L. (2005) Entrepreneur Development New
Venture Creation, Galgotia Publishing Co
Notes - Notes will be provided from other sources like internet, magazines, etc.
2. Class Tests will be held after every Unit is complete. In case a unit has 2 Parts, then the
class test will be held as per the importance of the topics covered.
3. Presentations & Assignments will be given every second and fourth week, so that the
students have time to prepare during the Weekend.
4. The above teaching plan is a tentative schedule. It is likely to change with effect from
class schedule and other extra activities.
5. It is recommended to study from latest editions of the books mentioned, if available.

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Subject : Consumer Behaviour
Paper Code : MS - 209
Class : MBA, Semester – III
Specialization : Marketing
Faculty : Prof. (Dr.) Ashish Chandra

Course Description
The course introduces a wide range of behavioral concepts, and explores the strategic
implications of customer behavior for marketers. The course challenges students to
explore the realities and implications of buyer behavior in traditional and e-commerce
markets. Key to the course is demonstrating how an understanding of buyer behavior
can help to improve strategic decision making.

Learning Objectives
This course aims at enabling students to understand the process of consumer behavior,
the various external and internal factors that influence consumer behaviour and to apply
this understanding to the development of marketing strategy. The various objectives are:
• To gain an understanding of the theories and concepts of buyer behavior
• To apply buyer behavior concepts to what customers do in "the real world"
• To improve skills in the research and analysis of customer segments, demand, and
market potential
• To utilize knowledge of buyer behavior to enhance strategic decision making

Methodology
It will include selected readings and consumer behaviour cases. The pedagogy would be
a combination of lecture sessions and case discussions. The course participants are
expected to read all the background readings before coming to class so that they can
effectively participate in classroom discussion. It is expected that all participants must
sufficiently be knowledgeable enough to discuss meaningfully in class to internalize the
various nuances in the consumer behaviour concepts.

Before starting up with a new unit/topic, an introduction session will be taken to make
the students aware about the importance of studying a particular unit/topic. During the
initial brainstorming session of few minutes, I will try to collect as many ideas and
views as the students have (regardless of the fact that they are right or wrong) regarding
the nature and importance or any other related aspect of the topic. This is basically an
attempt to open the two-way sharing channel with the class and a sincere effort to
thread everyone together and make them a part of the discussion as an interactive
audience. Besides, an idea is given regarding the weight age of the whole unit/ each
topic in the university examinations.

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Session/Lecture Plan

Session
Readings
Units s/ Topics to be Covered Chapters
/ Books
Hours
1. Introduction to Consumer Behavior B1 Chapter 1
Perspectives toward the study of CB
Scope and Relevance of Consumer
Behavior Studies;
B2 Chapter 1
1.1 Perspectives on acquisition behavior
• Decision-making
• Experiential:
• Behavioral B3 Chapter 1
&
1.2 Exchange Chapter 2
• Resources of exchange
• Two models of exchange
• Homans' basic exchange equation B1 Chapter 2
• Equity theory

1.3 Consumer Information Processing B2 Chapter 3

• THE EXPOSURE STAGE
• Selective exposure
UNIT I • Sensation
• Absolute threshold
• Subliminal perception
Introduction B3 Chapter 9
12 • Weber's Law
to Consumer
Behavior Hours • Consumer Adaptation
• THE ATTENTION STAGE
• Types of Attention
• THE COMPREHENSION STAGE
1.4 Social influence - compliance
techniques

1.5 Consumer Involvement and

Influences on consumer behavior
1.6 Buying Decision Process;
1.7 Basic Model of Consumer Behavior;
• An Early Model of Consumer
Behavior
• EKB Model of Consumer Behavior
• Howard-Sheth Model of Consumer B4 Chapter –
Behavior 15
• Bettman’s Model of Information
Processing
• HCB Model of Consumer Behavior
1.8 Problem Recognition – Methods of
Problem Solving;
1.9 Information Search,

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 • Alternative Evaluation and Selection,
• Outlet Selection and Purchase,
• Post Purchase Behavior and
Customer Satisfaction,
• Role of Involvement.
2. Individual Determinants of B2 Chapter 3
Consumer Behaviour:

2.1 Role of Motivation; B3 Chapter 6

• Multiple motives
• Maslow's hierarchy of needs B2 Chapter 6
• Mcclelland's three needs theory

2.2 Personality and Self Concept;

UNIT- II B3 Chapter 4
• Consumer demographic profile
Individual • consumer psychological profile
Determinant 10 B2 Chapter 7
• Problems with social and
s of Hours psychological measures
Consumer
Behaviour
2.3 Attention and Perception;
B4 Chapter 03
Consumer Learning; Behavioral
Learning, Two schools of thought-
Cognitive & Behavioural B1 Chapter 8

2.4 Consumer Attitudes – Formation and

Change; B2 Chapter 8
2.5 Consumer Values and Lifestyles.

3. External Determinants of Consumer B2 Chapter 4

Behavior:
3.1 Influence of Culture and Subculture;
Sub cultural influences
3.2 Social Class;
• Social class system
• Problems in the use of social class
3.3 Status crystallization B3 Chapter 11
3.4 Reference Groups and Family B1 Chapter 8
UNIT-III 08 Influences
Hours • Group influence
• aspiration group
• Dissociative group
• Conformity
• Social comparison
• Word of mouth (WOM)
communications
B2 Chapter 11
• Opinion leaders

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 3.5 Diffusion of Innovations
• Continuous innovation
• Dynamic continuous innovation
• Discontinuous innovation
• Categories of product adopters

4. Models of Consumer Behavior; B2 Chapter12

4.1 Researching Consumer Behavior;

B1 Chapter 10
4.2 Online Customer Behavior.

UNIT-IV
5 B2 Chapter 15
Case Studies
Hours & 16

B1 Chapter 13
& 14

B3 Chapter 10
Revision, if required as there would be continuous revision and
Revision 2 hrs. feedback from the students on previous topic(s) before starting up
next topic(s).

V. Suggested Readings

B 1 : Schiffman L.G. and Kanuk L.L., Consumer Behaviour, 9th Edition, Prentice
Hall of India, New Delhi.

B2 :Assel Henry, (2005), Consumer Behaviour: A Strategic Approach, Biztantra,

New Delhi.

B3: Paco Underhill, Simon & Schuster, (2000), Why We Buy: The Science of
Shopping.

B4 : J. Paul Peter and Jerry C. Olson, Irwin, (1999), Consumer Behavior and
Marketing Strategy, McGraw-Hill.

20
Subject: Sales & Distribution Management
Paper Code: MS – 211
Class: MBA, Semester – III
Specialization: Marketing
Faculty : Dr. Vikash Dahiya

Course Description
Effective Sales & Distribution Management is critical to the success of any firm in the
highly competitive market environment present globally and emerging in India.

Sales do not simply happen. Marketing Professionals need to devote much effort to
ensure that sales do happen and in appropriately satisfactory numbers and value
terms. Often what is not available and has no distribution reach – does not get sold.

Marketing Professionals are cognizant of the close relationship between Sales and
Distribution management. Both are critical to each other, and to the company success
in relevant target market. Both need to be managed well (often together) and are both
relevant to the making of an efficient and effective marketing efforts. Strongly
recommended for all, would be business professionals.

The course attempts to empower Marketers in crucial areas of Sales & Distribution
Management. The course equips the Marketing Professional to tackle strategic
decision making as well as routine tasks in Sales & Distribution Network.

Learning Objectives:
The course aims to impart skills and knowledge needed to manage sales force and
distribution function so as to gain competitive advantage. As a successful marketer,
the sales and distribution function needs to be properly managed, this incorporates
understanding of various concepts, which the course aims to provide to the student
participants.

1. To provide a basic understanding of the critical importance of Sales & Distribution

Management – Role, Concepts, Theory, and Applications in current day business
efforts.
2. To develop among students the specialized knowledge of the various components
of Sales & Distribution Management.

21
3. To Integrate Theory & Applications concerning discharge of managerial
responsibilities viz-a-viz Sales & Distribution Management – Concepts & Practices
current in India Business Environment.
4. To get students to think as Business & Marketing Professionals involved in the
effort of modern day business organization where Sales & Distribution
understanding plays a crucial role.
5. To understand the process of strategic planning in sales including selection of
markets and retail formats
6. To learn the various roles and responsibilities associated with Managing Sales
Operations.

Methodology
The pedagogy would be a combination of lecture sessions and case discussions.
The course participants are expected to read all the background readings before
coming to class so that they can effectively participate in classroom discussions.
It is expected that all participants must sufficiently be knowledgeable enough to
discuss meaningfully in class to internalize the various nuance in the Sales &
Distribution Management concepts.

Before starting up with a new unit/topic, an introduction session will be taken to

aware the students about the importance of studying a particular unit/topic.
During the initial brainstorming session of few minutes, the instructor/ faculty
will try to collect as many ideas and views as the students have (regardless of the
fact that they are right or wrong) regarding the nature and importance or any other
related aspect of the topic. This is basically an attempt to open the two-way
sharing channel with the class and a sincere effort to thread everyone together
and make them a part of the discussion as an interactive audience.

Session/Lecture Plan

Chapters &
Unit Topics To Be Covered No. of Hours Books
Pages
• The Sales Management B1 Chapter 1
Function – Scope and
Importance;
UNIT I • Personal Selling Process
and Approaches
Introduction • Value Proposition –
to Sales Customer Value Creation
Management • Types of selling – 9 hrs.
B2 Chapter 1
Alternative Sales Structures:
• Network Marketing
• Mail order selling
• Elements of direct
marketing

22
 • Telemarketing
• System selling B4 Ch 1& Ch 2
• The selling process –
Strategies and Styles
• The Evolving Face of B3
Personal Selling, Chapter3
• Sales Organization
Structure
• Formulating sales B2
objectives Chapter2
• Sales forecasting
• Estimating market and
Sales Potential
• Role of Salesperson:
Responsibility Cross
• Functional Linkages –
Lifetime Customer Concept. B1
Chapter 2
• Diversity of Personal
Selling Situation
Theories of Selling Prospecting
B1
• Sales Forecasting;
Chapter - 15
• Sales Territory Design
• Management of Accounts
Receivables.
• Sales Resistance
• Coordination of Selling with
Other Departments.
Closing Sales
• Sales Force Job Analysis B2 Chapter 2
and Description;
• Recruiting and Selecting
Sales Personnel
• Size of the sales force, B4 Chapter 6
• Sales organization based
on customer, geography,
product and combinations
• Planning and Conduct of B3 Chapter 4
Sales Training Programs
UNIT- II • Current trends- sales
Sales Force training programs and
Management:
8 Hours
motivating the sales force.
• Training Sales Personnel; B1 Chapter 7
• Motivating the Sales Force
• Sales force compensation,
• Sales incentives and sales
force evaluation B2 Chapter 03
• Controlling the sales effort
• Ethical and Legal Issues in
Sales Management;
B4 Chapter 8
• Evaluating Sales

23
 Performance
• Estimation of Sales Force –
Workload, Breakdown and
Incremental Analysis
• sales quotas, sales
territories, sales audit

• Role and Function of B3 Chapter 4

Intermediaries;
• Selection and Motivation
of Intermediaries
• Physical distribution and
logistic management
• Logistic system analysis
• Organisation control
• Transportation
• Routing – Operation plans
• Participants in the physical
distribution function, B4 Chapter 6
• The environment of
UNIT-III.
physical Distribution
• Channel Design strategies B1 Chapter 11
Distribution
and structures,
Planning and 8 Hours
• Selecting channel
Control:
members,
B2 Chapter 8
• Setting distribution
objectives and tasks
• Target markets and
channel design strategies.
• Distribution Analysis;
B4 Chapter 11
• Control and Management;
• Channel Dynamics –
Vertical Marketing Systems;
• Horizontal Marketing B2 Chapter 5
Systems;
• Multichannel Marketing
Systems;
• Channel Conflict and
Management.
• Physical Distribution B2 Chapter12
UNIT-IV System – Decision Areas;
• Different Modes of
Transport in India; Their
Characteristics; 8 Hours Chapter 10
Distribution
• Distribution Costs; B1
System and
• Control and Customer
Logistics; B4 Chapter 15, 16
Service;
• Logistics Introduction –
Functional Areas of B2 Chapter 13, 14
Logistics;

24
 • Logistics Integration for B1 Chapter 10
Customer Satisfaction; B2 Chapter 8,9
• Supply Chain
Management (SCM);
• Integration of Sales and
Distribution Strategy; Case
Studies.

Suggested Text Book:

B1. Still, R. R. & Cundiff, E. W., Govoni, N. A. P. (2003). Sales Management. Prentice
Hall of India, Delhi.

B2. Coughlan A.T., Anderson E., Stern L.W and Ansary A.E. (2001), Marketing
Channels, Pearson Education.

B3. Stanton, William J. etc. (2001). Management of Sales Force. Irwin, Chicago.

B4. Spiro, R. (2004), Management of a Sales Force, 11th Edition, Pearson Education.

B5. Sales and Distribution Management By Krishna K. Havaldar

25
 Detailed Teaching Plan
Course Name: Services Marketing
Course Code: MS 215
Students Targeted: MBA 3rd Semester
Name of Faculty: Dr. Vikas Dahiya

Objectives of the course: This course aims at enabling students to apply marketing
concepts and principles to the unique challenges and opportunities of services marketing
to create customer value.

Aim of the course: The objective of this course is to emphasize how service
organizations are different in many respects from manufacturing businesses. It requires a
distinctive approach to planning and implementing marketing strategy.

TEACHING PLAN
S.No. Unit Topic No. of Reference Chapter/s
No. Hours Book/s Pages
1. I Introduction to Services 9 B1 PPT &
Marketing Hours Chapter 1
1. Distinctive Aspects of
Sales & service Marketing
2. Developing Framework
for analyzing services
3. Importance of Services
Sector
4. Classification of Services
5. Services Marketing
Process
6. Tangibility Service
Spectrum
7. Characteristics of Service
8. Case Study

2. II Customers buying 10 B1 PPT &

Considerations and Behavior: Hours Chapter
1. Search, Experience & 2, 3 & 5
Credence

26
 2. Defining and Measuring
Service Quality
3. GAPs Model
4. Defining and Measuring
Customer Satisfaction
5. Service Recovery
6. Targeting Customers and
Building Relationship
7. Positioning a Service in
the Market Place
8. Customer perception
9. Service Encounters
3. III Services Marketing Mix: 9 B1 PPT &
1. P’s of Marketing Hours Chapter
2. Services Design and 8-13
Development
3. Service Blueprinting
4. Physical Evidence and
Servicescape
5. Developing Pricing
Strategies
6. Communicating and
Promoting Services
7. Developing and Managing
the Customer-Service
function
8. Employee and Customer
Role in Service Delivery
9. Organizing and
Implementing the
Marketing Effort
4. IV Marketing Applications in 6 PPT
Select Service Industries: Hours
1. Hospitality Services
2. Tourism Services
3. Banking Services
4. Health and Insurance
Services
5. Challenges, Issue &
Trends in above industries
6. Current Affairs
7. Case Studies

B1:- Service Marketing, Zeithmal, Valarie A, Mitner, Mary Jo, Gremler, Dwayne D,
Pandit Ajay, Tata McGraw-Hill, 4th Edition

27
 RUKMINI DEVI INSTITUTE OF ADVANCED STUDIES
2A and 2 B, Phase I, MADHUBAN CHOWK, ROHINI
DELHI-85

Course Name: International Financial Management

Course Code: MS 217
Students Targeted: MBA 3rd Semester
Name of Faculty: Mrs.Upasana Diwan

Aim of the course:

The aim of this course is to provide students with a deep understanding of financial
management issues in a global setting. The course aims to help students develop
analytical tools that incorporate key international considerations into fundamental
financial decisions. It provides opportunities to build the skills needed to create and
capture value across borders.

How will it help MBA students?

IFM is intended for students who will be involved in cross-border investment and
financing decisions as multinational firm managers, transaction advisors (investment
bankers, commercial bankers, or consultants), or investors (research analysts or money
managers). Students seeking to reinforce the foundations of finance with particular
attention to issues related to international finance and economics would also benefit from
this subject.

TEACHING PLAN

S.No. Unit Topic No. of Reference Chapter/s

No. Hours Book/s Pages
1. I Global Financial
Environment Overview: 7 B1 Ch.1-5
1.International Financial
Management:
2.Overview
-Introduction
-Theoretical developments in
IFM
-International financial
markets
-Domestic capital markets
and their linkages

28
 -Foreign financial markets
-Euro market
-Role of international
financial manager
1.2 International Monetary
System
-Gold standard
-Free floating currencies
between the wars
-Bretton woods
-International Monetary
Fund and its role
1.3 European Monetary System
-Introduction
-Organization of the
European System of Central
Banks
1.4 International Financial
System and Capital Flows
-Introduction
-Role of Financial Markets
-Impact of Globalization
1.5 Balance of Payments
-Introduction
-Concept and methods of
BOP
-Uses and Trends in BOP
-Difference between BOP
Data and Customs Data

2. II Foreign Exchange Market: 9 B1 Ch – 6

-Introduction
-Markets and Market
Participants
-Foreign Exchange
Transactions
-Exchange Rate Quotation
and Arbitrage
-Spot and Forward
-Foreign Exchange Market in
India
3. III Exchange Rate 10 B1 Ch-7,8,9,10
Determination:
3.1Managing Exchange Rates
and Forex Reserves
- Introduction

29
 -Three Tier structure in India
-Exchange Rate System
-Foreign Exchange Reserves
3.2 Exchange Rate Theories
-Purchasing Power Parity
Theory Ch - 23
-Interest Rate Parity
-International Fisher Effect Ch – 21
-Determination of Exchange Ch – 20
Rate
-Theory of Demand and
Supply Ch – 22
3.3 Currency Futures and
Options Ch – 50
-Introduction
-Currency Futures
-Currency Option Pricing
-Hedging Currency Positions
-Implications for Managers
3.4 International Swap Market
-Introduction
-Basic Swap Structure
-Swap Risk and Exposure
-How to reduce Swap Risk?
3.5 Problems
4. IV Foreign Investment Decision: 9 B1 Ch 24-29
4.1Foreign Investment in India
- Recent Trends
- Foreign Direct Investment
- Foreign Portfolio
Investment
4.2 Multinational Capital
Budgeting
-Basic Framework
-Issues in Foreign Investment
Analysis
-Exchange Rate Change and
Inflation
-Political and Economic Risk
Analysis
-Project Evaluation Criteria
-Methods of Project
Evaluation
-Problems
4.3Cost of Capital and capital
Structure of the

30
 multinational firm
-Introduction
-Optimal Capital Structure
-Cost of capital theory and
methods
-Illustrative Problems

B1: International Financial Management, By: V.K. Bhalla

31
 RUKMINI DEVI INSTITUTE OF ADVANCED STUDIES
2A and 2 B, Phase I, MADHUBAN CHOWK, ROHINI
DELHI-85

Course Name: Financial Markets & Institutions

Course Code: MS 219
Students Targeted: MBA 3rd Semester
Name of Faculty: CA. Mr. Amit Kumar Gupta

Course Objective: The objective of the course is to prepare students for today’s dynamic
financial environment. The scope comprises the diversity of financial instruments and
institutions, and the latest developments and issues from the financial arena - domestic as
well as international. The purpose of the course material is to apply general finance
concepts specifically to the management of financial institutions. We will examine the
evolving structure and role of financial markets and financial institutions in providing
financial intermediary services to the economy in the dynamic Information Age.
Attention will be given to financial markets in the context of intense global competition,
increased capital mobility and global harmonization due to the recent domestic and
international deregulation of financial intermediaries. Additionally, the various forms of
risks faced by financial intermediaries will be covered, with an emphasis on the risk
management techniques available to managers of financial institutions like commercial
banks.

Course Outcome:
Upon completion of the course students should be able to:
1. Understand what a financial system is and does, and the distinct functions of each
component
2. Understand some important financial instruments
3. Understand the relationship among assets, agents, and institutions
4. Critically evaluate the institutions and instruments of modern financial activity.

S.No. Unit Topic No. of Reference Book/s Chapter/s

No. Hours Pages
1. I Financial Markets in India: 12 B2
10. Indian Money Markets & Recent Hours
Reforms Ch – 4, 5
11. Call & Money Market Ch – 16
12. Treasury Bill Market Ch – 17
13. Commercial Bill Market Ch – 18
14. Markets for Commercial Paper Ch – 19
& Certificate of Deposits
15. Recent Development in Capital From
Markets in India Internet
16. Role of SEBI Ch – 7
17. Merchant Banking B1 Ch – 19
18. Venture Capital Handouts

32
2. II Financial & Banking Institutions: 12 B1
6. Role, Meaning & Importance of Hours Ch – 12
Financial Institutions& Banks in From
the Emerging New Environment Internet
of Privatisation & Globalisation
7. Funds Flow Analysis
8. Interest Rate Analysis Ch – 20
9. Yield Curve Notes
10. Risk & Inflation Notes
11. Management of Commercial B2. Ch – 8
Banks Notes
12. Credit Gaps & Credit Rating Ch – 8
13. Consortium Loaning Notes
14. Maximum Permissible Banking
Finance
15. Loan Pricing B1 Ch – 10
16. Narasimham Committee Report Notes
17. Non Performing Assets
18. Asset Classification
19. Income Recognition
Provisioning & Capital
Adequacy Norms
20. Disinvestment
3. III Investment Trust Companies: 10 B1
13. Economies of Investment Trust Hours Ch – 18
Companies
14. Mutual Funds
15. A Detailed Critical Appraisal of
UTI in the Indian Financial
System
4. IV NBFC: 08 B1
19. Activities & Role of NBFC Hours Ch – 17
20. Regulatory Framework of NBFC
21. Recent Development

Notes:
• B1 - Gupta, Shashi K Financial Institutions & Markets, Kalyani Publishers
• B2 - Bhole, L.M. (2005) Financial Institutions & Markets, 4th Edition, Tata McGraw
Hills Publishing Co. Ltd
• Notes - Notes will be searched from various other sources of information like internet,
journals
• Class Tests will be held after every Unit is complete. In case a unit has 2 Parts, then the
class test will be held as per the importance of the topics covered.
• Presentations & Assignments will be given every second and fourth week, so that the
students have time to prepare during the Weekend.
• The above teaching plan is a tentative schedule. It is likely to change with effect from
class schedule and other extra activities.
• It is recommended to study from latest editions of the books mentioned, if available.

33
 Detailed Teaching Plan (Aug.- Dec. 2010)
Paper Code: MS 221
Paper Title: Security Analysis And Investment Management
Faculty Name: CA Amit Kumar Gupta

Objectives of the course:

The basic objective of the course is to acquaint the students in respect to the investment
decisions related to financial assets, the risks and the returns involved, to make aware
about the functioning of securities market alongside the theories and concepts involved in
portfolio management.

Aim of the course:

To acquaint student with the knowledge and expertise of handling real life situations
related to the subject.
TEACHING PLAN

S.No. Unit Topic No. of Reference Chapter/s

No. Hours Book/s Pages
1. I Topic 1
Investment
1) Meaning,
2) Nature and Scope, 3 Chapter 1
B1
3) Decision Process;
4) Environment
Topic 2
Investment Risks
Chapter 1
1) Interest Risk,
2
2) Market Risk, B1
3) Inflation Risk,
4) Default Risk, etc
Topic 3 1
Valuation of Securities. Chapter 5
Topic 4 1 B1
Notion of Dominance.
Test 1
2. II Topic5
Techniques of Risk Measurement 2 B1 Chapter 1
1) Meaning

34
 2) Types
3) Measurement +
4) Techniques Chapter 11
Topic 6
Beta Concept 2 B1 Chapter 11
1) Classification of Beta
2) Geared and Ungeared Beta
3) Project Beta
4) Portfolio Beta
Topic 7 ¼ hr B1
Securities Market line Chapter 11
Topic 8 ¼ hr B1
Capital Market Line Chapter 11
Topic 9
Portfolio Revision 1 B1 Chapter 31
Topic 10
½ hr
Portfolio Reconstruction. B1 Chapter 16
Test 1
3. III Topic 11 B1 Chapter 17
Security Analysis 2
Fundamental Analysis
1) Meaning
2) Factors
3) Applications
Topic 12 B1 Chapter 18
Economy and Industry Analysis 2
1) Meaning
2) Factors
3) Applications
Topic 13
Company Analysis B1 Chapter 19
1
1) Meaning
2) Factors
3) Applications
Topic 14
Technical Analysis 2 B1 Chapter 21
1) Meaning
2) Factors
3) Applications
Topic 15
Efficient Market Hypothesis
2 B1 Chapter 11
1) Meaning
2) Factors
3) Applications
Topic 16 B1 Chapter 1
Dow Jones Theory 2

35
 1) Meaning
2) Factors +
3) Applications Chapter 11
Topic 17
Measurement of Systematic and 2
B1 Chapter 31
Unsystematic Risk
1) Meaning
2) Factors
3) Applications

Test 1
4. IV Topic 18 4
Portfolio Chapter 32
1) Portfolio Analysis
2) Portfolio Selection
Topic 19 4 Chapter 31
Portfolio Theories
1) Markowitz Model
2) CapitalAssets Pricing Model.
Topic 20
1 Chapter 31
Portfolio Revision
Topic 21
Performance Evaluation of 4
Managed Portfolios.
1) Sharp Ratio Chapter 36
2) Treynor Ratio
3) Jensen’s Alpha. 1
Test

Text Books:
B1. Bhalla, V.K. (9th ed., 2003). Investment Management; Security Analysis and Portfolio
Management. S. Chand & Co. Ltd.
B2. Chandra Prasanna (2002). Investment Analysis and Portfolio Management. Tata
McGraw Hill,New Delhi.49
Reference Books:
B1. Punithavathy, Pandian (2003). Security Analysis and Portfolio Management. Vikas
Publishing House.
B2. Avdhani, V.A. (6th ed., 2003). Security Analysis and Portfolio Management. Himalaya
Publishing House.

36
 RUKMINI DEVI INSTITUTE OF ADVANCED STUDIES
2A and 2 B, Phase I, MADHUBAN CHOWK, ROHINI
DELHI-85

Course Name : Industrial Relations and Labour Laws.

Course Code : MS 227
Course : MBA III Sem.
Name of Faculty: Mrs.Sonika Bhoj

Objective of the Course :

The Management of employees, both individually and collectively, remains a central
feature of organizational life. This course is an attempt to understand the conceptual and
practical aspects of employee relations at the macro and micro levels.
Keeping in mind the need of the subject; class notes, case studies and exercises shall be
attached in the subject file as the lectures progress.

TEACHING PLAN

S.No. Unit Topic No. of Reference Book/s Chapter/s

No. Hours Pages
1. I 1. Introduction to Industrial 1hr B1 Chapter 2
Relations:
a. Concept of IR-Definition,
importance, characteristics &
scope.
2. The dynamic context of IR: 2hr Hand outs Hand outs
a. Globalization and the National J1 Page18-21
Economy,
b. Responses to Competitive
c. Pressures.
d. Changes in employment
e. Practices.
3. The Actors in employee
relations : 1hr Hand outs Hand outs
a. Management, Unions and state
Government
4 . Role of trade Union in Industrial 2hr B1 Chapter 5
Relation
Case study of Heavy Industries
Ltd. 1hr
2. II 5. Interactions & Outcomes in 2hrs B2. Chapter 27
Industrial Relations:
a. Introduction

37
 b. Workers Participation in
management.
c. Concept, Objective & Forms
& handling of misconduct.
6. Ethical Codes & IR
7. Discipline & Grievance 1 hr B3 Chapter 16
Management: 3 hr. B1 Chapter 14
a. Forms of misconduct.
b. Causes of misconduct. B3 Chapter 15
c. Concept & nature of discipline
d. Code of discipline
e. Concept & nature of emp.
Grievances
f. Grievance procedure in Indian
Industry
Case study : A worried CEO
8. Collective Bargaining:
a. Concept, Significance 3 hr B1 Chapter 17
b. Functions of collective
c. Bargaining
d. Procedure of Negotiation
e. Trends & Growth of
f. Collective Bargaining. in India
g. Obstacles to collective
h. Bargaining in India.
Case Study of BHEL, Bangalore 1 hr
3. III 9. Legal Framework of Industrial 3 hr B4 Chapter 7
Relations:
a. Concept of Industrial Dispute
b. causes of industrial disputes. B1 Chapter 9
c. Impact of I .D.
d. Industrial Unrest in India B5 Chapter 10
Strike situation –case study on 1 hr
escorts
10. Settlement Machinery : 3 hrs B3 Chapter 11
a. Concept
b. ID settlement machinery: Chapter 20,
c. Conciliation, Arbitration & 21,22
Adjudication
11. Legislation: 2 hr. B3 Chapter 23
a. The Trade Unions Act
1926:Concept, Objective , Hand Outs Hand outs
scope of the Act.
b. Registration of TU B5 Chapter 8
c. Duties and liabilities of TU
d. Rights and privileges of TU
e. Dissolutions of TU

38
 f. Name of the few TUs in India
12. Industrial Dispute Act 1947 2 hr. B5 Chapter 9
a. Objective, scope , coverage.
b. Industrial Disputes. Hand Outs Hand Outs.
c. Constituting works committee
d. Illigal strikes and Lockouts
e. Unfair labour practices.
f. Grievance settlement Authority
Case Study
13. The Factory’s Act 1948 2 hr B1 Chapter 26
a. Definitions , objective ,scope
b. Inspection of factory Hand Outs Hand Outs
c. Health & safety of workers
d. employment for an adult
14. The Maternity Benefits Act 2 hr B1 Chapter 30
1961
a. Concept , Objective & Hand Outs Hand Outs
b. Applicability, definition
c. Maternity benefits.
d. Leave and nursing breaks.
4. IV 15. Industrial Relations & the 2 hr B4 Chapter 13
Emerging Scenario:
a. Industrial Relations & B3 Chapter 32
Technological Change
b. Concept of technological
changes
c. Employee responses to tech.
changes:- impact of
rationalization and Automation B3 Chapter 33
in India
16. International Labor
3 hr B4 Chapter 14
Organization (ILO):
a. Concept & Structure of ILO
b. Impact of the ILO on the
Indian Labour scene Hand Outs Hand Outs
c. Procedure of membership
d. Finance of the ILO Hand outs Hand outs
17. Managing Without Unions
a. Union less management 2 hr
b. Group Discussion NP 1 Times
18. The Future Direction of Ascent first
Industrial Relations. 2 hr page HR
a. Future Challenges Download
b. Difficulties between Unions and
management

Notes:
B1 : Industrial Relations(Concept& Issues) by T.N.Chabbra & R.K.Suri

39
B2 : IR&LL (S.C.Srivastav)
B3 : Dynamics of IR by ( Memoria & Gankar)
B4 : I.R. by Arun Monnappa
B5 : I R.&C.B. by Nirmal singh &Bhatiah
J1 : Personnel Today Journal April-June 2009, vol.xxx+1
NP 1 : Times Ascent first page HR Download.

Syllabus will be supplemented by relevant case study, Articles and ppts.

40
 Detailed Teaching Plan (Aug.- Dec. 2010)
Paper Code: MS 229
Paper Title: Training & Development Systems & Practices
Faculty Name: Ms. Arpita Kaul
Course: MBA
Keeping in mind the need of the subject; class notes, case studies and exercises should be
attached in the subject file as the lectures progress.

Objectives of the course: This course aims at educating students on importance of

training needs and issue of human resource development in organization. The persons
involved in up rating management skills pose issues of design and delivery and review of
training requirements, which also stands the objective of the given course.

Aim of the course: This course helps students to conduct training need analysis, design,
conduct and evaluate training programmes.

DETAILED TEACHING PLAN

S.No. Unit Topic No. of Reference Chapter/s
No. Hours Book/s Pages
1. I Introduction 10 B1
1. The changing organizations
2. HR Functions Ch1
3. Training Functions
4. Models of Training
5. The Learning Organization Ch2
6. Training as Consultancy
7. Understanding Learning Concepts
8. Training and lifetime education
2. II Training Needs Analysis 10 B2 Ch 4
1. The Process and Approaches of
TNA
2. Team Work for Conducting
3. Training Needs Analysis
4. TNA and Training Process
Design.

41
3. III Training Design & Evaluation 12
1. Understanding and Developing B2 Ch5
Objectives
2. Facilitation of training with focus on
trainee (Motivation of trainee,
reinforcement, goal-communication etc.) Ch6
3. Training with focus on training design Ch7
(learning environment, pre-training
communication etc.)
4. Facilitation of transfer with focus on
organization intervention
5. Training Methods
6. Implementation & Evaluation of
Training
4. IV Management Development 10
1. Approaches
2. Sources of Knowledge
3. Types of management
development
4. EDP

Note : Students will be asked to prepare presentations on the courseware and ten marks
assessment will be based on the presentation, material and skills. Students will also be
asked to prepare a training manual on the topic of their choice and ten marks assessment
will be based on that. Case studies, role plays & activities will be taken up as and when
required.

Books
B1 : Sloman, Martin (1996). A handbook of training strategy. Mumbai, India, Jaico Publishing
House.
B2 : Blanchard, P.Nick & Thacker James W. Effective(2004) Training Systems, Strategies, and
Practices. Second Edition.New Delhi, India.Prentice Hall of India Private Limited
B3 : Indian Journal of Training and Development
B4 : Turner David((1995).Role Plays: A sourcebook of activities. First Edition. New Delhi, India.
Viva Books Private Limited

42
 Detailed Teaching Plan (Aug.- Dec. 2010)
Paper Code: MS 229
Paper Title: Performance Appraisal & Management
Faculty Name: Ms. Arpita Kaul
Course: MBA
Keeping in mind the need of the subject; class notes, case studies and exercises should be
attached in the subject file as the lectures progress.

Objectives of the course: This course aims at educating students on importance of

training needs and issue of human resource development in organization. The persons
involved in up rating management skills pose issues of design and delivery and review of
training requirements, which also stands the objective of the given course.

Aim of the course: This course helps students to conduct training need analysis, design,
conduct and evaluate training programmes.
TEACHING PLAN
S.No. Unit Topic No. of Reference Book/s Chapter/s
No. Hours Pages
1. I Introduction to Performance 12
Management & Performance
Appraisal :
B1 Ch9
1. Foundations of Performance
B2 Ch 10
Appraisal & Performance Ch4
Management Process Ch 4
B3
2. Model of PM and its
application
3. Philosophy behind PM & its B4 Ch 8
uses
4. Application of PM B3 Ch12

2. II Various Aspects of Performance 10

Appraisal : B3
1. Identifying & Measuring
B1 Ch 15
Employee Performance
2. Uses of PM B2
B3
3. Who conducts appraisal Ch 11
Journals,
4. 360 degree magazines and Ch9

43
 5. E- HR net Ch18
6. Methods for appraising B2 Ch 10
performance

3. III Performance Audit : 10

1. Developing B1 Ch9
performance standards B3 Ch 16
2. Conducting Ch19
performance review &
pm documentation
3. Potential Appraisal
4. IV Feedback counseling and 10 B3
coaching : B5
1. Ongoing Mentoring and Journals, Ch 20
protégé development magazines and
2. Annual Stocktaking net
B3
3. Performance related pay Ch 13
Magazines,
4. Appraising for rewards & journals and net
recognition

Note : Students will be asked to prepare presentations on the courseware and ten marks
assessment will be based on the presentation, material and skills. Students will also be
asked to prepare An assignment on the topic and ten marks assessment will be based on
that. Case studies, role plays & activities will be taken up as and when required.

Books :
B1: Dessler, Gary & Varkkey, Biju(2009).Human Resource Management.Eleventh
Edition. Delhi. Prentice Hall
B2 : DeCenzo, David A. & Robbins Stephen P.(2006).Fundamentals of Human resource
Management. Eight Edition. Delhi. Wiley India
B3: Armstrong, Michael & Baron Angelina. Performance Management.Delhi. Jaico
Publishing House
B4: Dwivedi R.S..(1997). Managing Human Resources. Delhi.Galgotia Publishing
Company.
B5: Rao,T.V. (2004).Performance management and appraisal systems.delhi.Response
Books

44
 RUKMINI DEVI INSTITUTE OF ADVANCED STUDIES
2A and 2 B, Phase I, MADHUBAN CHOWK, ROHINI
DELHI-85
Course Name: International Business Environment
Course Code: MS 241
Students Targeted: MBA 3rd Semester
Name of Faculty: Ms. Deepti Laroia

Objectives: The purpose of the course is to familiarize students with various

environmental factors and forces that affect a firm’s overseas operations and learn to
manage international business.

Aim: Business decisions in general and strategies in particular are influenced by the
business environment - those external factors like the economic, political/regulatory,
social/demographic, technological and natural factors which make up the opportunities
for and threats to business. That formulation of strategy is some times defined as
establishing a proper firm-environment fit highlights the importance to Management of a
thorough understanding of the business environment. With the progressive liberalization
and surging globalisation, business environment is increasingly becoming international in
several dimensions even for local firms.

TEACHING PLAN

UNIT TOPIC No. of Reference Chapter/s

S.NO. NO. Hours Book/s Pages
1. 1 International Business and 10hrs
Environment:
1.1 An Interface; World
Trade in Goods and B1
Services
1.2 Major Trends and Chapter-1
Developments B2
1.3 Framework for
Understanding
International Business
Environment:
1.4 Analysis of Physical,
Demographic,
Economic, Socio-
cultural, Political,
Legal and
Technological
Environment of a

45
 Foreign Country
1.5 Legal Framework of
International Business:
1.6 Nature and
Complexities; Code
and Common Laws and
their Implications to
Business;
1.7 International Business
Contract – Legal
Provisions;
1.8 International Sales
Agreements Rights and
Duties of Agents and
Distributors.
1.9 Case: McDonald’s
and Russia’s
Economic Transition
2. 2 Global Trading Environment: 8hrs B1 Chapter-6,7
2.1 Liberalization of
World Trade. FDI
2.2 FDI Impact on the
Economy B2
2.3 Multinationals and their
Economic Impact;
2.4 Political and Legal
Impact of Multinational
Corporations;
2.5 Strategies for Dealing
with Multinations;
2.6 Technology Transfer –
Importance and Types,
2.7 Issues in Transfer of
Technology to
Developing Countries.
3. 3 International Financial 8hrs
Environment:
3.1 Foreign Investment –
Types and Flows; B1 Chapter-10
3.2 Asian Model,
3.3 Monetary System-
Exchange Rate
Mechanism and
Arrangements
3.4 Movements in Foreign
Exchange Rates
3.5 Impact on Trade and
Investment Flows

46
 3.6 Global Capital Markets
3.7 Euro Currency.

4. 4 International Economic 7hrs B1 Chapter-2,3

Institutions and Regional
Economic Groups:
4.1 IMF, World Bank, B2
MIGA, UNCTAD and
WTO; ATC, GSP and
4.2 International
Commodity
Agreements.
4.3 ICA Forms and their
Functioning
4.4 Multilateralism Vs.
Regionalism; EU,
NAFTA, ASEAN,
SAFTA
4.5 Regional Economic
Groupings
4.6 Case Study: Wal-
Mart de Mexico

Note:
1. Current issues will be discussed relating to International Business Environment
2. Assignments will be given on current issues relating to the subject.

Books:
B1: International Business Environment by Dr Francis Cherunilam
B2: Daniels, John D. and Radebaugh, Lee H. International Business

47
 RUKMINI DEVI INSTITUTE OF ADVANCED STUDIES
2A and 2 B, Phase I, MADHUBAN CHOWK, ROHINI
DELHI-85

Course Name: International Economics

Course Code: MS 247
Students Targeted: MBA 3rd Semester
Name of Faculty: Ms. Deepti Laroia

Objectives: The basic objective of this course is to acquaint the students with the
concepts, techniques and policies in the field of International Economics to understand
the dynamics of International Trade.

TEACHING PLAN

S.NO. UNIT TOPIC No. of Reference Chapter/s

NO. Hours Book/s Pages

1. 1 International Trade Theory: 12hrs B1

B2
1. Introduction to B3
International Economics,
2. Law of Comparative
Advantage,
3. Standard Trade Model, Chapter-
4. Factor Endowments and
5. Heckscher Ohlin Theory 1-6
6. Economies of Scale,
Imperfect Competition
and International Trade
7. Case Study: Indian
Cashew Processing
Industry
2. 2 International Trade Policy: 10hrs Chapter-
1. Tariffs and Non-tariff B1
Barriers in International 8-10
Trade Handouts
2. Economic Integration –
Custom Unions and Free
Trade Areas

3. 3 Balance of Payments and 10hrs

Exchange Rates: Chapter-13-15
B1

48
 1. Balance of Payments,
2. Foreign Exchange B4
Chapter-25
Markets and Handouts
3. Exchange Rates, Chapter-24
4. Determination of
Exchange Rates.
4. 4 Open-Economy 10hrs
Macroeconomics:
1. The Price Adjustment
B1
Mechanisms with Flexible Chapter-
and Fixed Exchange
16-18
Rates, B4
2. Income Adjustment Chapter-25
Mechanism and Synthesis
of Automatic
Adjustments,
3. Other Adjustment
Policies.

Books:
B1 : International Economics by Salvatore Dominicks . International Economics. John
Wiley Sons, Inc
B2: Mannur, H. G. (2003). International Economics, Second Edition, Vikas Publishing
House, New Delhi.
B3: Krugman, Paul and Maurice Obstfeld (2004). International Economics. New York,
Addison Wesley.
B4: International Economics. John Wiley Sons, Inc.Macroeconomics by D.N. Dwivedi

49
________________________________________________________________________

General Guidelines

All the students have to follow these guidelines. Serious action will be taken against
defaulter.
1. Immediately after ringing of the bell, the students should be in their respective classes
as per the time table.
2. The students need to come in formal dress every day. (White shirt and black
trousers). Denim is not allowed.
3. Attendance and formal uniform are compulsory during industrial visits, guest
lecturers and seminars.
4. All the students are advised to follow the norms laid down by the University
regarding attendance/exams and evaluation. The details of the same can be obtained
either from the University website or the Examination-in-Charge.
5. Norms and standards displayed in the library, computer lab and on the notice boards
should be followed.
6. During free time, students can sit either in the library or use common room facilities.
However, they are not allowed to be in the library/common room, if they have their
classes.
7. The students are not permitted to roam about in the corridors, staircases and lawns.
8. Mobile phones must be switched off in class rooms, library and computer labs.
9. The students should not disturb academic and professional environment of the
Institute.
10. Class representatives’ instructions should be followed.
11. The students are not allowed to go to the terrace of the institute building.

50
12. Students are not allowed to enter the faculty rooms; in case they want to see any
faculty member they should take prior appointment. All the students every where in
the institute are under watch thru CCTV display and recording.
13. Ragging in any form is a punishable offence. Any student involved in ragging will be
rusticated and FIR will be lodged against such students. In case fresher face any
ragging related problem, they can contact Class Coordinator, Administrative Officer,
any Faculty Member, Dean or Director immediately.
14. The students must carry identity cards with them to be produced on demand by the
authorities of the institute and they should not indulge in unnecessary arguments with
the staff members.
15. Causing damage to the institute property and facilitating entry of outsiders are
publishable acts.
16. The students should throw remnants of eatable and garbage in the dustbins only.
17. For any query/clarification, the concerned course-coordinator or subject faculty can
be contacted.
18. For any grievances suggestions the student should contact the concerned class
coordinator or drop them in the suggestion box.
19. All the students are strictly advised to attend the classes. No student will be permitted
during ongoing classes in Library, Computer Labs, Canteen, Common Room,
Tutorial Room or Corridors etc. Defaulters will be fined Rs.100/- for each default.
For more than 2 defaults, action will be taken as per rules.

51
________________________________________________________________________

Library Rules

1. The institute library is open to all the students and staff of RDIAS. The Library is
meant to be used for academic and reference study. Students shall have to apply
for the membership on prescribed application form available in the library on
request.
2. Each member will be issued an identity card on which two books can be issued.
Identity card is not transferable. The students himself/herself will be responsible
for misuse of his/her card.
3. Loss of identity/library card must be reported to the librarian immediately. New
Card will be issued against payment of fine of Rs. 100/-. The member shall
continue to be responsible for any misuse/ implication due to loss of his/her card.
4. All users must maintain absolute silence in the library. Members indulging in
conversation, consultation, or creating any disturbance in the library will be
summarily expelled from the library.
5. All users are not allowed to bring their personal books, mobile phone or
belongings in the library otherwise a minimum fine of Rs. 100 shall be charged.
6. Every student has to show his/her identity card at the entrance and signed in the
users register.
7. Before entering the library ensures that your mobile is switched off/silent mode
otherwise a minimum fine of Rs. 100 shall be charged.
8. In case any student keeps his mobile in ringing tone and if it rings in the library it
would be taken as a serious offence and stern action will be taken against him/her.

52
9. Misbehavior with the library staff, stealing or damaging books, journals,
magazines etc. shall be considered an offence for which strict disciplinary action
will be taken against the defaulter.
10. The Librarian reserves the right to recall any book issued to the borrower even
prior to the due date, if necessary.
11. Each book shall be issued for a maximum of seven days only at a time. No books
shall be reissued for more than one time consecutively.
12. All library books must be returned on the circulation counter on or before due
date. For late return prescribed fine will be payable at the rate of Rs. 5/- per day.
Habitual/ regular defaulter may be barred from getting books issued.
13. For books lost, marked, disfigured, or damaged will have to be replaced or double
the price of the book/periodical/newspaper as on record will have to be paid by
the borrower.
14. In case of any other property damage the defaulter will have to make the good the
loss.
15. Facility for photocopying is available on cost within the Institute.
16. At the end of the every academic semester/session students will have to return all
the books issued to him/her and obtain a no dues certificate from the librarian. All
the books must be returned by the last working day of the
semester/commencement of the preparatory holidays (Whichever is later), failing
which the user will be charged Rs. 5/- (Rupees five only) per book for each day of
delayed period.
17. While borrowing a book it is his/her responsibility to ensure that the book is in
good condition and any damage to the book should be brought to the notice of the
librarian before the book is issued. In case any damage/disfigurement is noticed at
the time of the receipt of books he/she will have to replace the book or will pay
double the price of the book(s).
18. Students are strictly advised not to keep their valuables like Cash, Jewellery,
Mobile etc. in the library property shelves. In case of lost the institute will not be
responsible for the same.

53
18. Dossiers & Handouts issued to faculty members only for one day and should be
returned on the same day
19. Project works are not to be issued to faculty as well as students. These are for
reference in the library only
20. No body is allowed to consume eatables and to take water bottles inside the
library premises (Except Library Staff)
21. Periodicals are not to be issued to any student. Students can borrow periodicals
only for photocopy purpose and should be returned on the same day.
22. Faculty members can issue the old issues of periodicals for a week and new issues
of periodicals will not be issued to any body. Faculty can borrow new issues of
periodicals only for photocopy purpose
23. Maximum number of two CDs will be issued at a time to students and Faculty.
24. Students & Faculty members are allowed to borrow Question papers & Syllabus
for photocopy purpose and should be returned on the same day
25. Specimen copies of book are only for reference. Faculty can borrow one specimen
copy of book at a time.

54
________________________________________________________________________

Computer Lab Rules

1. The students are advised to inspect their computers at the beginning of the class to see
that they are in proper working condition.
2. The students should use the computer labs only when the facilities are being
supervised.
3. The students should not allow others to use their assigned class computers during the
class and ensure that before leaving the classroom their work area is clean as well as
in order in all respects.
4. The students are not supposed to enter the control panel or BIOS of the computer or
run a window explorer program. They should not examine or alter any computer
operating system, change any control panel settings or BIOS setting.
5. Mobile phones must be switched off in the lab and the defaulter would be imposed
minimum fine of Rs.100/- at least or/ and any disciplinary action deemed fit by the
institute can also be taken.
6. Food or beverages are not allowed in computer labs. Consumables and belongings
should be left in the lab cabins provided for the purpose on their own risk.
7. The behavior in the labs must be conducive to academic pursuits. Use of internet for
non-academic pursuits is not permissible. Playing computer games, rude behavior,
loud music, etc., are not allowed.
8. Damage caused by any student in the computer labs will have to be compensated by
the student(s).
9. The students should not use the floppy/CD/pen-drive without permission of lab In-
charge or instructor.

55
10. Students should maintain decorum in the lab. Any misconduct shall be strictly dealt
with.
11. The students are instructed not to delete, erase or alter any files, folders, icons,
shortcuts or computer applications. They should not save, copy or download any file
outside the scope of class assignments onto class computers or onto the computer
network without instructor’s permission.
12. The students are advised not to disconnect, tamper with or move any computer,
computer parts (not even a mouse or mouse pad), or connect cables without
instructor’s prior permission.
13. The students should not use computers other than the assigned one, for the class
work.

56
________________________________________________________________________

List of Holidays

S.No. Name of the holiday Date according to Day of the week

Gregorian Calendar
1 Independence Day 15th August Sunday
2 Rakshabandhan 24th August Tuesday
3 Janamashtami 02nd September Thursday
4 Idu’l Fitr 11th September Saturday
5 Mahatama Gandhi’s Birthday 02nd October Saturday
6 Maharishi Valmiki’s Birthday 22nd October Friday
7 Diwali (Deepavali) 05th November Friday
8 Idu’l Zuha (Bakrid) 17th November Wednesday
9 Guru Nanak’s Birthday 21st November Sunday
10 Muharram 17th December Friday
11 Christmas Day 25th December Saturday

57