DSPSR Syl.

Scheme of Examination
&
Syllabi
POST GRADUATE DIPLOMA IN MANAGEMENT

(PGDM FULL-TIME)
For
Academic Session 2009-2011
Delhi School of Professional Studies & Research

9, Institutional Area, Sector 25, Rohini (phase III)
Delhi 110085(INDIA)
Course Structure for DSPSR-PGDM FT 7

DELHI SCHOOL OF PROFESSIONAL STUDIES & RESEARCH
POST GRADUATE DIPLOMA IN MANAGEMENT (Full-Time)
Criteria for Internal Assessment
The internal assessment of the students (out of 40 marks) shall be as per the criteria given
below:
1. Attendence, class participation and Involvement in the Conferences, Seminars, Guest

Lectures, etc.
15 marks
2. Projects / Assignments 15 marks
3. Individual Presentations 10 marks
All students must specialize in one major and one minor area. Five Papers should be offered from the major area, and three
papers from the minor area of specialization.
Three elective papers shall be offered in the third semester, for major and two elective papers in the third semester from the
minor area of specialisation.
In Fourth Semester two elective papers shall be offered from the area selected for major specialization & one elective paper
from the area selected for minor specialization.
Total Credits = 111

To obtain the diploma a student shall require at least 106 credits.

POST GRADUATE DIPLOMA IN MANAGEMENT (Full - Time)
FIRST SEMESTER
Code No PAPER L T/P CREDITS

PF 101 Management Principles & Practices 4 4
PF 102 Business Environment 4 4
PF 103 Managerial Economics 4 4
PF 104 Research Methodology & Statistical Methods 4 4
PF 105 Managerial Accounting 4 4
PF 106 Business Communication 4 4
PF 107 IT for Managers 3 3
PF 108 IT for Managers Lab 2 1
PF 109 Managerial Skill Development 2 2
Total 29 2 30

POST GRADUATE DIPLOMA IN MANAGEMENT (Full - Time)
SECOND SEMESTER
PF 201 Organizational Behaviour 4 4
PF 202 Human Resource Management 4 4
PF 203 Marketing Management 4 4
PF 204 Operations Management 4 4
PF 205 Financial Management 4 4
PF 206 Quantitative Techniques for Business Decisions 4 4
PF 207 Information System Management 4 4
PF 208 Minor Project (Research Paper Writing) 2 2
Total 28 2 30


THIRD SEMESTER

Summer Training Project Reports
PF 301 3 3
Corporate Planning & Strategic Management 4
PF 302 4
Management of International Business
PF 303 4 4
Elective - I
3 3
Elective - II
3 3
Elective - III
3 3
Elective - IV
3 3
Elective - V
3 3
Total
23 3 26
List of Electives
1. MARKETING
a) PF 311 – Consumer Behaviour (3 credits)
b) PF 312 – Integrated Marketing Communication (3 credits)
c) PF 313 - Retail Management (3 credits)
2. FINANCE
a) PF 321 – Corporate Tax Planning (3 credits)
b) PF 322 – Risk Management and Derivatives (3 credits)
c) PF 323 – Security Analysis & Portfolio Management (3 credits)
3. HUMAN RESOURCE MANAGMENT

a) PF 331 - Strategic Human Resource Management (3 credits)
b) PF 332 – Labor Legislations (3 credits)
c) PF 333 – Compensation & Reward Management (3 credits)
4. RETAIL MANAGEMENT
a) PF 341 – Retail Buying & Merchandising (3 credits)
b) PF 342 – Retail Display & Floor Management (3 credits)
c) PF 343 – Supply Chain Management & Logistics (3 credits)
d) PF 344 – Global Retailing (3 credits)
5. INFORMATION TECHNOLOGY & SYSTEM

a) PF 351 – Enterprise Resource Planning (3 credits)
b) PF 352 – Network Applications & Management (3 credits)
c) PF 353 – Database Management Systems (2 credits)
d) PF 354 – Lab based on Database Management Systems (1 credit)

6. GLOBAL BUSINESS MANAGEMENT
a) PF 361 - International Business Environment (3 credits)

b) PF 362 - Export, Import Policies, Procedures, and Documentation (3 credits)
c) PF 363 - WTO and Intellectual Property Rights (3 credits)

FOURTH SEMESTER
Code No. PAPER L T/P CREDITS
PF 401 Business Ethics & Corporate Governance 4 4
PF 402 Entrepreneurship 4 4
PF 403 Dissertation & Viva Voce 8
Elective - I 3 3
Elective - II 3 3
Elective - III 3 3
Total 17 25
List of Electives
1. MARKETING
a. PF 411 – Industrial & Services Marketing (3 credits)
b. PF 412 – Sales & Distribution Management (3 credits)
c. PF 413 - Rural Marketing (3 credits)
2. FINANCE
a. PF 421 – Mergers, Acquisition & Corporate Restructuring (3 credits)
b. PF 422 – Investment Management (3 credits)
c. PF 423 – Management of Financial Services (3 credits)
3. HUMAN RESOURCE MANAGMENT

a. PF 431 – Management of Negotiation (3 credits)
b. PF 432 – Management of Transformation (3 credits)
c. PF 433 – Human Resource Development (3 credits)
4. RETAIL MANAGMENT
a. PF 441 – Customer Relationship Management (3 credits)
b. PF 442 – Brand Building & Product Management (3 credits)
c. PF 443 – Mall Management (3 credits)
5. INFORMATION TECHNOLOGY & SYSTEM

a. PF 451 – Front End Design Tools (3 credits)
b. PF 452 – Front End Design Tools Lab
(This paper is based on PF451 and is part of it) (1 credit)
c. PF 453 –Software Project Management (2 credits)
6. GLOBAL BUSINESS MANAGEMENT

a. PF 461 - Global Competitiveness and Strategic Alliances (3 Credits)
b. PF 462 - Distribution and Logistics for International Business (3 Credits)
c. PF 463 - Foreign Language (3 Credits)

PGDM FIRST SEMESTER
PF101: MANAGEMENT PRINCIPLES AND PRACTICES
COURSE OBJECTIVE L -4 C-4 No. of Lectures- 56
To acquaint the students with the fundamental principles in Management which are necessary to
perform the desired functions in an organization, product or service oriented, satisfactorily.
Course Composition
1. FUNDAMENTALS (12 Hrs)
Definition, Nature, Purpose and Scope of Management; its functions and processes. Development of
Management Thoughts. Significant Contributors. Approaches: Bureaucratic, Systems, Administrative,
Scientific and Contingency.
2. PLANNING (10Hrs)
Concept, Nature and Importance of Planning. Types of Planning. Steps in Planning Process Barriers to
effective Planning. Management by Objective (MBO).
3. ORGANISING (12 Hrs)
Concept and Importance. Concept of Organization Structure. Departmentation. Span of Management.

Delegation of Authority. Centralization versus Decentralization, Empowerment. Importance of Staffing
in Organizations – an overview.
4. LEADING (10Hrs)
Concept of Leading. Concept of Leadership, Functions of Leaders, Qualities of a Good Leader-The

Great man Theory, Styles of Leadership and Theories of Leadership. Concept of Motivation. Relevance
of Communication.
5. CONTROLLING (12 Hrs)
Concept and Importance of Control. Types of Control. Control Mechanisms. Management by Exception
(MBE). Requisites for effective Control System. Resistance to Control.
Note : A Case study will be an integral part of the semester examination question paper, carrying at least 20%
weightage.
RECOMMENDED BOOKS:
1. Koontz & Weihrich, Management – A Global Perspective

2. Koontz & Weihrich, Essentials of Management
3. Robbins & Coulter: Management
4. Stoner, Freeman & Gilbert, Management
5. Gupta C.B., Management
6. Prasad L.M, Management

PGDM FIRST SEMESTER
PF102: BUSINESS ENVIRONMENT
To familiarize the students with various aspects of global business environment and help them in developing
better understanding of factors affecting international business.
COURSE COMPOSITION
1. Business Concept: Definition, Nature of Business, Characteristics of Business, Scope of

Business, Types of Business, 21st Century Business and Business Critics (6 Hours)
2. Elements of Indian Law and Judicial System : Law of Contract – Formation, Vitiating
Elements, Performance and Discharge of Contract; Law of Partnership and Sale of Goods Act;
Negotiable Instruments Act, 1881; Company Law – Types of Companies, Incorporation of a
Company, Memorandum and Articles of Association; Prominent Labour Laws and a Brief
Description of Regulatory Provisions. (18 Hours)
3. Regulatory Business Laws: Industrial and Licensing policy (Latest), Foreign Exchange
Management Act, Consumer protection Act, Environment Protection Acts, Competition Law.
(12 Hours)
4. New Economic Environment: Liberalization, Privatization and Globalization of Indian
Economy, Trends and Issues. (10 Hours)
5. Monetary and Fiscal Environment: Securities and Exchange Board of India (SEBI) and
investors’ protection, Monetary and fiscal policies. (10 Hours)
Text Books:
1. Aswathappa, K. (2008). Himalaya Publishing House (10th Edition)
2. Maheshwari, S.N. and Maheshwari, S.K. (2005). A Manual of Business Law, Himalaya
Publishing House, New Delhi (Latest Edition).
3. Bedi, Suresh. Business Environment (2004). Excel Books, New Delhi
4. Tulsian, P.C. Business Law (2004). Tata McGraw – Hill, New Delhi.
Reference Books:
1. Tuteja, S.K. (1998). Law for Managers. Sultan Chand and Sons, New Delhi.
2. Bulchandani, K.R. (1st Edition 1999). Business Law for Management. Himalaya Publishing
House, New Delhi.
3. Economic Survey, Govt. of India – Latest Issue.
4. Monthly Bulletin, Reserve Bank of India, Mumbai

PGDM FIRST SEMESTER
PF103: MANAGERIAL ECONOMICS
To make the students familiar with those elements of Economics which are necessary to discharge their
decision-making functions in order to maintain a judicious balance between cost and revenue.
Course Composition
1. INTRODUCTION (12Hrs)
Nature and Scope of Managerial Economics. Fundamental Principles, Marginalism and Equi-
marginalism. Opportunity Costs of Business Decisions. Time Perspective. Risk and Uncertainty. Risk
versus Returns. Role of Economists.
2. DEMAND ANALYSIS (12Hrs)

Meaning of Demand. Law of Demand. Elasticity of Demand. Utility as a basis of Consumer Demand.
Cardinal Utility approach. Consumer Equilibrium. Ordinal Utility approach. Indifference Curves.
(Elementary Study only) Market Demand – its types and determinants. Demand forecasting.
3. PRODUCTION AND COST (10 Hrs)
Concept of Production and Production Function. Optimal Input Combinations – Law of Variable
Proportions, Returns to Scale. Concept of Cost. Cost Classification. Cost-output relationship in Short
and Long-runs.
4. MARKET STRUCTURE AND PRICING (12 Hrs)
Market Structure. Perfect and Imperfect Competitions. Pricing under such conditions. Monopoly,
Monopsony and Monopolistic Competition. Oligopoly and Duopoly – models of Oligopoly, Price
Leadership & Cartel. Pricing Methods (Cost-plus, Marginal Cost, Going rate, transfer).
5. PROFIT (08Hrs)
Concept of Profit. Accounting Profit and Economic Profit. Profit Functions. Profit Theories (Walker,
Clark, Hawley, Knight and Schumpeter). Profit Maximization.
RECOMMENDED BOOKS:
1. Varshney, Maheshwari, Managerial Economics

2. Dwivedi D.N., Managerial Economics
3. Adhikari M., Business Economics
4. Atmanand, Business Economics
5. Mehta P.L., Managerial Economics
6. Pertersen & Lewis, Managerial Economics
7. Mithani D.M., Managerial Economics

PGDM FIRST SEMESTER
PF104: RESEARCH METHODOLOGY AND STATISTICAL METHODS
To make the students aware of the fundamentals of research and its necessity in solving a business
problem in all functional areas of Management.
Course Composition
1. RESEARCH - PLANNING AND DESIGN (10 Hrs)
Meaning and Importance of Research. Research Classifications. Steps involved in a Research Process.
Planning a Research. Selection of a Research problem. Problem Formulation. Research Design.
2. SAMPLING, DATA COLLECTION (16 Hrs)
Basics of Sampling. Features of a Good Sample Sampling Techniques. Sample Size. Features of a Good
sample.. Limitations of Sampling. Data – meaning, importance and sources. Primary versus Secondary
Data. Data Collection Methods. Construction of Questionnaires and Schedules.
3. DATA ANALYSIS, INTERPRETAION, REPORT WRITING AND PRESENTATION (12 Hrs)
Data Editing and Coding, Tabulation, Hypothesis Testing, Analysis of Variance (ANOVA), Report
Preparation, Types of Report, Significance of Report Writing and Presentation.
4. CONCEPTS OF STATISTICS & MEASURES OF CENTRAL TENDENCY & VARIATION (10 Hrs)
Concepts of Statistics and its Business applications in Managerial Decision-making. Mean, Median and
Mode. Dispersion – significance and techniques of its measurement. Standard Deviation. Sigma Limits
– Coefficient of Variation. Skewness and Kurtosis (Basic theoretical elements only).
5. PROBABILITY AND THEORETICAL DISTRIBUTIONS (08 Hrs)
Probability and its usage in Business decisions. Addition and Multiplication theorems. Bayesian
theorem. Simple Problems on Binomial, Poisson and Normal Distributions.
RECOMMENDED BOOKS:
1. Krishnaswamy O.R., Methodology of Research in Social Sciences

2. Cooper Schindler, Business Research Methods
3. Kothari C.R., Research Methodology
4. Michael V.P., Research Methodology in Management
5. Levin, Rubin, Statistics for Management
6. Gupta S.P., Statistical Methods
7. Bharadwaj R.S., Business Statistics

PGDM FIRST SEMESTER
PF 105: MANAGERIAL ACCOUNTING
COURSE OBJECTIVE L -4 C-4 No. of Lectures - 56
To acquaint the students with the basic principles and procedures of accounting, financial statements
and the tools and techniques of financial analysis so that they are able to interpret accounting
information for the purposes of managerial decision-making.
COURSE COMPOSITION
1. Nature of Accounting Information: Scope of Accounting, Accounting concepts, Principles &
Standards, Accounting Cycle, Journalisation, Subsidiary Books; Ledger Posting, Preparation of
Trial Balance, Rectification of Error. Classification of Capital and Revenue. Fixed Assets and
Depreciation Accounting. Preparation of Final Accounts, Manufacturing Account; Trading
Account, Profit and Loss Account; Balance Sheet (with adjustments), Reports to be Annexed.
(14 Hours)
2. Cost Accounting: Objectives, Classification of Cost, Preparation of Cost Sheet, Material Cost
Accounting, Perpetual Inventory Control, Inventory Valuation, EOQ, ABC Analysis, Setting of
Reorder Level, Maximum Level, Minimum Level, Labour Cost Accounting, Remuneration and
Incentive Schemes. Overhead Cost Allocations, Over and under Absorption. Job and Contract
Costing, Operating Costing (Transportation, Powerhouse, Hospitals), Reconciliation of Financial
and Cost Accounting (14 Hours)
3. Performance Evaluation Techniques: Introduction to Budgeting and Budgetary Control;
Performance Budgeting; Classification of Budget; Standard Costing and Variance Analysis;
Balanced Scorecard; Responsibility Accounting. (14 Hours)
4. Decision Making Techniques: Cost Volume Profit Analysis; Management Accounting for
Decision Making and Control; EVA and Performance Measurement; Introduction to Activity
Base Costing, Targeting Costing, Life Cycle Costing; Uniform Costing. (14 Hours)
RECOMMENDED BOOKS:
1. Grewal T.S., Introduction to Accountancy

2. Jain S.P. & Narang K.L., Advanced Accounting
3. Shukla M. C. & Grewal T.S., Advanced Accounts
4. Pillai R.S.N.,& Bhagvathi., Accounting for Management
5. Mayer John N., Financial Statement Analysis
6. Shukla S.M., Advanced Accounting
7. Tulsian P.C. , Accounting for Managers

PGDM FIRST SEMESTER
PF106 Business Communication
COURSE OBJECTIVE L -4 C-4 No. of Lectures - 56
Objectives: To train students to enhance their skills in written as well as oral Communication through
practical conduct of this course. This course will help students in understanding the principles &
techniques of business communication.
Course Contents:
1. Theory of Communication: (10 Hrs)
Nature, Importance and Role of Communication; The Communication Process; Barriers and Gateways
to Communication.
2. Forms of Communication (15 Hrs)
(a) Written Communication: Principles of Effective Written Communication; Commercial

Letters, Report Writing, Speech Writing, Preparing Minutes of Meetings; Executive Summary of
Documents
(b) Non-verbal Communication
(c) Oral Communication: Art of Public Speaking, Effective Listening
3. Applications of Communication (14 Hrs)
(a) Writing a Summer Project Report

(b) Writing CVs & Application Letters
(c) Group Discussions & Interviews
(d) The Employment Interview
4. Important Parameters in Communication (10 Hrs)
(a) The Cross Cultural Dimensions of Business Communication

(b) Technology and Communication
(c) Ethical & Legal Issues in Business Communication
(d) Mass Communication: Mass Communication & Promotion Strategies, Advertisements,
Publicity, and Press Releases. Media Mix, Public Relations, Newsletters.
5. Business Negotiation: Negotiation Process & its Management (07 Hrs)
Recommended Books:
1. Scot, O. (2004). Contemporary Business Communication. Biztantra, New Delhi.
2. Lesikar, R.V. & Flatley, M.E. (2005). Basic Business Communication Skills for Empowering the
Internet Generation. Tata McGraw Hill Publishing Company Ltd. New Delhi.
3. Ludlow, R. & Panton, F. (1998). The Essence of Effective Communications. Prentice Hall of
India Pvt. Ltd.

PGDM FIRST SEMESTER
PF 107: IT for Managers
Objectives: The primary objective of this course is to familiarize the student with basic concepts of
information technology and their applications to business processes.
1. Computer Hardware and Number System: (10 Hrs)

CPU, Logic Gates, Computer Memory, Computer Hierarchy, Input Technologies, Output
Technologies. Number System and Arithmetic: Binary, Octal and Hexadecimal Number System, Binary
Arithmetic, Boolean Algebra.
2. Computer Software: (12 Hrs)

Application and System Software, Programming Languages and their Classification, Assemblers,
Compilers and Interpreters. Operating Systems- Functions of Operating Systems, Types of Operating
Systems (Batch Processing, Multitasking, Multiprogramming and Real time Systems) DBMS:
Traditional File Environment, Database Management Systems Concepts, Data Models, ER Modeling,
Constraints, SQL queries.
3. Telecommunication and Networks: (12Hrs)

Types of Telecommunication Networks, Telecommunications Media, Network Topologies, Network
Architectures-The OSI Model. The Internet, Intranet and Extranets: Operation of the Internet, Services
provided by Internet, World Wide Web. Creating Web Pages using HTML, Intranets and Extranets.
4. Functional and Enterprise Systems: (8 Hrs)

Management Information Systems, Transaction Processing Information Systems, Accounting and
Finance Systems, Marketing and Sales Systems, Production and Operation Management Systems,
Human Resources Management Systems.
Recommended Books :
1. Turban, Rainer and Potter (2003). Introduction to information technology. John Wiley and sons.
2. Sinha, P.K., Priti Sinha (2002). Foundation of computing. BPB Publications.
3. James, A. O’Brien (2005). Introduction to Information Systems. TMH
4. Norton, P. (2001). Introduction to computers. TMH
5. Rajaraman, V. (2004). Introduction to Information Technology. PHI.
6. Ram, B. (2003). Computer Fundamentals. New Age Publications

PGDM FIRST SEMESTER
PF 108 IT for Managers Lab
L -0 P-2 Credit1
Lab will be based on Operating System Commands, Basic HTML Tags, and SQL Queries.

PGDM FIRST SEMESTER
PF 109 Managerial Skill Development
L -75 P-2 Credit 2
It will consist of News Analysis, Group Discussion, Mock Interviews, Book Review
and the performance of the students will be assessed by the concerned Class
Coordinator. It will form a part of Personal Contact Forum (PCF) and will be
treated as a part of daily activity.

PGDM SECOND SEMESTER
PF 201: ORGANISATIONAL BEHAVIOUR
To provide the students with an insight into the complexities of human behavior in general and in the
organizational context in particular so as to enable them to deal this delicate issue with maturity and
pragmatism.
COURSE COMPOSITION
1. FOUNDATION OF ORGANISATIONAL BEHAVIOUR (8 Hrs)
Concept, Key Elements, Nature, Scope and Importance of studying OB, Interdisciplinary nature of OB,
Anchors of OB.
2. INDIVIDUAL BEHAVIOUR AND LEARNING (11 Hrs)
Individual Behavior & Performance, Principles of Learning in Organization, Role of Learning in

Determining individual behavior and performance. Learning through observation experiences MARS.
3. EMPLOYEE MOTIVATION (10 Hrs)
Content Theories of Motivation (Maslow's, Alderfer's, Herzberg's, McClelland's). Process Theories,

Expectancy and Equity Theories. Applied Motivation Practices.
4. INTERPERSONAL BEHAVIOUR (12Hrs )
Perception-Definitions and Importance, Perceptual Process, Stereotyping, Attribution Theory, Johari

Window, Improving Perceptions. Transactional Analysis and its usage in OB.
5. TEAM-DYNAMICS AND ORGANISATIONAL PROCESS (15 Hrs)
Team-Meaning and types, Effective Team Building, Team Norms and Roles, Team Cohesiveness.
Organisational Change, Forces of Change, Resistance to Change, Lewin's Force Field Analysis Model.
Note: A Case study will be an integral part of the semester examination question paper, carrying at least 20%
weightage.
RECOMMENDED BOOKS
1. McShane & Glinow Von, Organisational Behaviour

2. Robbins S, Organisational Behaviour
3. Luthans F, Organisational Behaviour
4. Moorhead & Griffin, Organisational Behaviour
5. Kiniki & Kreitner, Organisational Behaviour
6. Aswathapa K, Organisational Behaviour
7. Jones Gareth, Organisational Behaviour

PF 202: HUMAN RESOURCE MANAGEMENT
To acquaint the students with the framework of the most crucial resource – Human beings, in
organizations so as to make them understand their role in managing global organizations.
Course Composition
1. INTRODUCTION (10 Hrs)
Definitions, Nature, Scope, Issues and Challenges for Human Resource (HR) in the knowledge based
economy. Strategic Framework of HR. Emergence of New People Management (NPM).
2. HUMAN RESOURCE PLANNING (10 Hrs)
Meaning, Importance, Benefits and Process of Human Resource Planning (HRP). Requisites for
successful HRP, barriers to HRP. Job Design. Job Analysis. Job Description. Job Specification.
3. PROCUREMENT & DEVELOPMENT OF H.R (12 Hrs)
Concepts related to Recruitment, Selection, Placement, Induction. Recruitment at Campus. Recruitment

in the Corporate sectors – methodologies involved. Modern perspectives in training the HR. Important
Training Techniques. Management Development. Role of Mentors in managing HR.
4. CAREER AND PERFORMANCE MANAGEMENT (15Hrs)
Issues in managing Career. Career design. Role of Counsellors. Management of performance. Job
evaluation. Performance Appraisal – Meaning, Benefits and Techniques. Managing organizational Exit.
Horizontal & Vertical moment. Compensation Management : An Overview
5. CONTEMPORARY ISSUES IN HRM (8 Hrs)
Legal and financial dimensions in HRM. Managing Workforce diversity in a globally competitive
environment.
Note : A Case study will be an integral part of the semester examination question paper, carrying at
least 20% weightage.
RECOMMENDED BOOKS:
1. Aswathapa, Human Resource and Personnel Management

2. Rao V.S.P., Human Resource Management
3. Rao P.G., Human Resource Management
4. Cascio, Managing Human Resources
5. Bhattacharya, Human Resource Management
6. Gomez, Balkin, Cardy, Managing Human Resources

PF 203: MARKETING MANAGEMENT
To familiarize the participants with the various fundamental issues involved in and related to the
value-exchange processes, that have since emerged as the most significant functional area the
organizations & societies are willing to address.
Course Composition
1. Marketing Fundamentals (12 Hrs)

Nature, Tasks and Philosophies of Marketing; Marketing Environment – micro & macro elements,
concept of Business Ecosystem; Marketing Ethics. Marketing Strategies; Marketing Mix; Unique Selling
Proposition (USP) and other competitive advantage; Marketing Information System; Basics of
Marketing Research; Market Segmentation, Targeting and Positioning; Marketing Audit.
2. Managing the Product (8 Hrs)

Meaning and concepts of Product; Distinguishing aspects of Products & services; Product Line; Product
Mix; New Product Development Process; Product Life Cycle; Consumer Adoption Process.
3. Channels of Distribution (8 Hrs)

Physical Distribution – Nature, Objectives and Elements; Nature and Functions of Channels, Channel
Flows; Channel Design Decisions; Vertical Marketing Systems.
4. Managing the Price (5 Hrs)

Pricing objectives, Factors influencing Pricing; Pricing Methods / Strategies.
5. Managing Promotions (6 Hrs)

Promotional Mix; Effective Advertising Communication; Personal Selling; Sales Promotion; Publicity &
Public Relations.
6. Buyer Behaviour (5 Hrs)

Meaning and Importance, Determinants and Consumer Behaviour, Buying Decision Process, Industrial
Buyer Behaviour.
7. Global Marketing (6 Hrs)

Distinction between Global and Domestic Marketing, Institutional and Policy Framework, Procedural
Aspects.
8. Contemporary Issues in Marketing (6 Hrs)

E-marketing; Direct Marketing; Multi Level Marketing; Viral Marketing; Referral marketing; Green
Marketing.
Note: A Case study may be an integral part of the semester examination question paper, carrying at least 20%
weightage.
RECOMMENDED BOOKS
1. Kotler Philip, Marketing Management
2. Ramaswami & Namakumari, Marketing Management
3. Stanton William J., Fundamentals of Marketing
4. Kotler & Armstrong, Principles of Marketing
5. Neelmegham, Marketing in India – Cases & Readings
6. Rampal & Gupta, Cases & Simulations in Marketing Management

PF 204: OPERATIONS MANAGEMENT
To familiarize the students with the basic elements of Operations Management which may be of
immense value to them in improving their managerial decisions aiming at higher efficiency and
productivity of the organisation.
Course Composition
1. INTRODUCTION (8 Hrs)
Nature and Significance of Operations Management, Operations Management in the overall Business
Strategy. Types of Production Processes. Duties and Responsibilities of the Operations Manager.
2. PLANT LOCATION / LAYOUT & MATERIALS HANDLING (12 Hrs)
Factors determining location of a Plant. Different Location Models Factor Rating Model and Point
Rating Model. Plant Layout and Objectives. Product Layout Vs. Process Layout – their advantages and
disadvantages. Nature, scope, and importance of Materials Handling.
3. WORK STUDY & PLANT MAINTENANCE (14 Hrs)
Objectives and Importance of Work Study Definition & objective of Method study. Motion & Times
Study Steps involved in Work Study. Determination of Standard Time. Objectives and Scope of
Maintenance Management Breakdown Maintenance and Preventive Maintenance - their Advantages
and Disadvantages.
4. NETWORK DIAGRAMMING & INVENTORY MANAGEMENT (14 Hrs)
Network diagram, necessity of network diagram, rules for construction of Network Diagram, CPM &
PERT. Objectives of Inventory Management and Inventory Control. Planning and Designing of
Inventory System – P and Q Systems. Inventory Control Techniques – ABC, VED Techniques.
Economic Order Quantity (EOQ), Inventory Costs, Materials Requirement Planning (MRP).
5. QUALITY CONTROL (08Hrs)
Nature, Organisation for quality control, Quality control techniques, Statistical Quality Control, Control
Charts, Acceptance Sampling.
RECOMMENDED BOOKS
1. Buffa, Modern Production/Operations Management

2. Ashwathapa K & , Production and Operations Management
3. Bedi Kanishka & Bhat Shridhar Production and Operations Management
4. Chase, Jacobs, Aquilano, Operations Management for Competitive Advantage
5. Banerjee, Operations Management & Control
6. Chary, Productions and Operations Management
7. Panneerselvam, Production & Operations Management
8. Hill, The Essence of Operations Management

PF 205: FINANCIAL MANAGEMENT
To familiarise the participants with fundamental concepts, principles and tools of financial
management for equipping them with a strong pertinent base in managing day to day affairs in the
financial sector of our economy.
COURSE COMPOSITION
1. Introduction (10 Hrs)

Concept, Objective, Nature and Functions of Financial Management. Profit Maximization v/s Wealth
Maximization, Time Value of money, Financial Management in Government Companies.
2. Capital Structure & Cost of Capital (12 Hrs)
Concept & Criteria’s for determining the pattern of Capital Structure, Factors influencing the pattern
of Capital Structure, Capital Structure theories, Types of Capital, Weighted Average Cost of Capital,
Cost of Debt, Equity and Retained Earnings, Aggregate Cost of Capital, Sources of Financing,
Valuation of bond and shares.
3. Investment Decision (12 Hrs)

Risk-Return Analysis, Leverage and CVP Analysis Process and Principles of Capital Budgeting.
Appraisal criteria: Payback Period, NVP, IRR and Cost-Benefit Ratio. Working Capital Management;
Concept and Classification, Factors influencing the level of Working Capital, Practical Problems in
Working Capital Management, Working Capital Financing.
4. Dividend (10Hrs)
Dividend Policy, Different approaches regarding Dividend - Walter Model, Gordon Model and
Modigliani - Miller Model, Relevancy and Irrelevancy of Dividend Decisions, Share split and Buyback
of shares
5. Financial Innovations (12 Hrs)

Introduction, Spot Market, Forward Contract, Futures Contract, Options, Financial Derivatives,
Hedging, Swap — their applications in Business world. An overview of Factoring, Credit Rating,
Venture Capital, Mutual Fund.
Notes: A case study would be an integrate part of the question-paper, carrying about 20% weightage.
Recommended Books:
1. Pandey I.M., Financial Management
2. Van Horne, Fundamentals of Financial Management
3. Kishore R.M., Financial Management
4. Mclaney, Business Finance
5. Chandra P, Financial Management
6. Rustagi R.P., Financial Management
7. Khan and Jain, Financial Management

PF 206: QUANTITATIVE TECHNIQUES FOR BUSINESS DECISIONS
To acquaint the students with the fundamentals of available managerial quantitative tools and
techniques so that they may apply statistical analysis and operations research techniques needed in
decision-making in the corporate sector.
Course Composition
1. CORRELATION AND REGRESSION ANALYSIS (08 Hrs)
Meaning, Significance and Usage of Correlation and Regression Analyses. Coefficient of Correlation –
methods of calculation (Pearson and Spearman methods). Regression Equations
2. TIME-SERIES AND INDEX NUMBERS (12 Hrs)
Fundamentals of Time-Series. Trend Analysis. Methods of Time Series Analysis. Meaning significance
and uses of Index Numbers . Price and Quantity Index numbers. Fixed Base and Chain Base Index
numbers. Fisher’s Ideal Index Number.
3. HYPOTHESIS TESTING (10 Hrs)
Hypothesis formulation. Null hypothesis and Level of Significance. Type I and II Errors, Large Sample
Tests, Student’s t-test, and Chi-square test. Analysis of Variance (ANOVA). Simple problems
4. LINEAR PROGRAMMING AND TRANSPORTATION (8 Hrs)
Linear Programming (LP). Graphical and Simplex Methods. Duality in LP problems. Transportation
Problems (NWCM, LCM and VAM Techniques).
5. QUEUING, ASSIGNMENT & REPLACEMENT THEORIES (10 Hrs)

Concept of Queuing. M/M/I Model. Replacement theory. and Assignment (Hungarian Method).
Simple problems. Algorithms for different job and machine combinations. Simple Problems.
6. DECISION AND GAME THEORY (8 Hrs)
Concept and applications of Decision and Game Theory. Two person Zero-sum games. Maximin and
Minimax principles. Saddle point
RECOMMENDED BOOKS
1. Levin, Rubin, Statistics for Management
2. Gupta S.P., Statistical Methods
3. Bharadwaj, Business Statistics
4. Beri G.C., Statistics for Management
5. Kapoor V.K., Operations Research
6. Taha, Operations Research
7. Kanti Swaroop, Operations Research

PF 207: INFORMATION SYSTEM MANAGEMENT

To make the budding management professionals aware of the usage of Information Technology in
everyday managerial activities in order to enhance and empower their decision-making skills and
presentations.
Course Composition
1. Information Systems (15Hrs)
Data and Information, Characteristics of Information, Importance of Information for Managers.

Information needs and Managerial levels, Evolution of Computerized Information Systems, Process of
Information Generation, Adding values to Information. Role of Information Systems in modern
business management . Information Management as Business function.
2. Computer Applications in Information Management (14 Hrs)
Computer Based Information Systems(CBIS), Basic Hardware and Software Requirements for
Implementing CBIS , Office Tools : Word processors , Spreadsheets and Presentation tools , Using
Statistical packages for statistical operations and analysis , Components of CBIS and their types , MIS,
Information Systems and Managerial Decision Making ,Decision Support Systems ,Executive
Information Systems, Expert Systems.
3. Information System Design (08 Hrs)
IS Design methodologies and approaches, Structured and Object Oriented approach, Information
System Development Lifecycle (ISDLC), Waterfall Model, The ‘V’ Model.
4. Business Information Storage and Reterival (10 Hrs)
Introduction to database and Database Mgt. System (DBMS), Client-Server Architecture ,Use of DBMS
in a Managerial Setup, Database Administrator, Data warehouses and Data Marts , Data Mining in
Information Management, OLAP(On-Line Analytical Processing).
5. Modern Business Information Management Trends (09 Hrs)
E-Business , E-Commerce , M-Commerce , Electronic Payment System ( EPS) , Online Banking, Online
Auctions and Trading , E-CRM and E-SCM framework , IT in Government Organization, E-governance.
RECOMMENDED BOOKS:
1. Murdick,Ross, Clagett, Information System for Modern Management.

2. Kanter J, Managing with Information.
3. Lucey, Management Information Systems.
4. Kroenke, Business Information Systems.
5. Turban, Information Technology for Management.
6. Anderson P, Management Information Systems.
7. Jawadekar, Management Information Systems.

PF 208: Minor Project (Research Paper Writing)

COURSE OBJECTIVE L -0 C-2 No. of Lecture 0
Guidelines for preparing minor project (PF-208) of PGDM – II semester
All the students of PGDM – II semester are required to follow the guidelines given
below for preparing the project report.
Guidelines:
Size: International standard paper size A4 (297x210mm) should be used.
Page number: Page should be numbered consecutively and clearly. From declaration to list
of abbreviation Roman numbers (e.g. i. ii…) should be used. From main text to end of report
Arabic numerals (1, 2…) should be used.
Margin: Top 1.0”, Bottom 1.0” Left 1.5” Right 1.0”
Line spacing: Single
Font: Times new roman, size 10/12 for text, larger fonts may be used for headings &
subheadings.
Format of the Project: As enclosed
Title cover page and Declaration format: As enclosed
In- Text Citations: Any information derives from an external source of information - quotes,
paraphrases, data, statistics, images, etc.- must be cited within the text of the paper.
Bibliography/ References style: As enclosed
CD-ROM: All report should include soft copy on CD-ROM accompanied with thesis/report
in pocket pasted on inside of back cover.
Text: Before producing the final copies of a project report the candidate should ensure that
all the spelling, grammar, punctuation and bibliography is complete and exact.
All the students will submit their Minor Project Report (Research Paper Writing) within a
period of one month in the institute.

The Format of a Research Project
Title page
I) PRELIMINARY PAGES Page no.

• Declaration i
• Acknowledgements ii
• Contents iii
• List of tables & figures iv
• List of Abbreviations v
II) MAIN TEXT

• Introduction
• Background 1
• Review of research studies 2
• Problem statement
• Research Objectives
• Hypotheses of study
• Research Methodology
– Sampling Design
– Research Design
– Data Collection
– Data Analysis Techniques to be used
• Limitations of the study
• Data analysis and results
• Findings, conclusion, recommendations, and areas of future research
III) End
• Appendices
• Questionnaire
• Bibliography/References

Sample of Title Page
Title of the Report
Report submitted in partial fulfillment of the requirement for the

degree of PGDM
Under the Supervision of
XYZ
By
ABC
To
Delhi School of Professional Studies and Research

(Approved by AICTE)
9, Institutional Area, Sector-25, Rohini Phase-III
Delhi
Month Year

Sample format of Declaration
This is to certify that Report entitled “…………………………”which is submitted by me in

partial fulfillment of the requirement for the award of PGDM to Delhi School of Professional
Studies and Research, Delhi comprises only my original work and has not been submitted in
part or full for any other degree or diploma of any university. If any material has been taken
from an external source of information then it has been properly cited in text and duly
acknowledged under references.
(ABC)
(XYZ)
Supervisor

PGDM THIRD SEMESTER
PF 301: SUMMER-TRAINING PROJECT
A 6-8 weeks Summer Training in a Corporate Organization is mandatory for all students
towards partial fulfillment of the requirements for the Two-Year (F/T) PGDM pragrammes as
prescribed by the AICTE. Each student shall have to undergo training in the months of
May – June for the aforesaid duration under a Guide from the Organization granting this
facility to the trainee. A Faculty Supervisor too shall be allotted by the Course Coordinator /
Mentor for consultation by the students in the hours of need. The topic of the Summer Project
would be allotted by the Organization as per its requirements.
After completion of the Summer Training Project, a report shall have to be immediately
submitted to the organisation concerned in normal circumstances. However, the report to be
submitted at the Institute for evaluation purposes needs to be structured as per the Guidelines
provided by the Faculty Supervisor / Training and Placement Cell. The Report needs to be
computer-typed covering various heads in about 100 – 150 pages and must be HARD-BOUND
which will be submitted to the Institute in DUPLICATE (2 copies). Normally, the reports must
be complete by August-end.

PGDM THIRD SEMESTER
PF 302: CORPORATE PLANNING AND STRATEGIC MANAGEMENT
To familiarize the students with the concepts, tools and techniques of Strategic Management so as to
make them a competent problem-solver in the time of market twists and turns.
COURSE COMPOSITION
1. CORPORATE PLANNING 10Hrs)
Concept. Different Approaches. Process. Vision, Mission, Objectives and Goals. Long-range, Medium-
range and Short-range planning. Planning pitfalls.
2. STRATEGIC MANAGEMENT FOUNDATION (10 Hrs)
Strategic Levels. Fundamental Model of Strategic Management. Strategic Fit and Stretch. Strategic
Management – contextual differences. Schools of Strategic Process.
3. STRATEGIC ANALYSIS (14 Hrs)
Environmental Analysis (PESTLE, Porter’s Diamond, Structural Analysis, Life Cycle Model, Strategic
Group Analysis, Market Segmentation, Directional Policy Matrix). Strategic alternatives. Resource and
Strategic capability (Resource Audit, Value Chain Analysis, Portfolio Analyses). Culture and
Stakeholders’ expectations.
4. STRATEGIC CHOICE (14 Hrs)
Generic Strategies (Cost-based Leadership, Differentiation, Focus). Bowman’s Strategic Clock.

Corporate Parenting. A Framework for Competitor Analysis (Competitors’ Response Profile). Strategic
Options, Evaluation and Selection (Suitability, Feasibility and Acceptability).
5. STRATEGIC IMPLEMENTATION AND CONTROL (8Hrs)
Organisational structure and design as a part of strategy. Corporate renewal. Strategic Control (Premise
control, Implementation Control, Strategic Surveillance and Special Alert control). Managing Strategic
change.
Note : A Case study may be an integral part of the semester examination question paper, carrying at least 20%
weightage
RECOMMENDED BOOKS
1. Johnson, Scholes, Exploring Corporate Strategy

2. Kazmi Azhar, Business Policy and Strategic Management
3. Prasad L.M., Business Policy and Strategic Management
4. Subba Rao P., Business Policy and Strategic Management
5. Pearce & Robinson, Strategic Management
6. Thompson & Strickland, Strategic Management
7. Porter Michel E., Competitive Strategy

PGDM THIRD SEMESTER
PF 303: MANAGEMENT OF INTERNATIONAL BUSINESS
The objective of this course is to enable the students to manage business when Organisations are
exposed to international business environment.
COURSE COMPOSITION
1.Nature and scope of International Management (12 Hrs)
Introduction to International Business ,Concept and Definition of International Management : Reasons

for going international , Internatiional Entry modes. Their advantages and disadvantages, strategy in
the internationalization of Business, Global Challenges: Entry Barriers, India’s Attractiveness for
International Business
2. Environment facing Business (06 Hrs)
Cultural Environment facing Business, Managing Diversity within and Across Culture, Hofstede Study,
Edward T Hall Study, cultural adaptation through Sensitivity Training Political, Legal, Economic,
Ecological and Technological facing Business and their Management.
3. Formulating Strategy for International Management (18Hrs)
Strategy as a concept, Implementing Global Strategy, Emerging Models of Strategic Management in

International Context , Achieving and sustaining , International Competitive Advantage, International
Strategic Alliances, Global Mergersw and Acquisition.
4. Organisizing and Controlling for International Competitiveness (18 Hrs)

Human Resource Management concept and dimensions, Human Resource issues in Developing and
Maintaining and Effective Work force , Leadership issues ; Basic Models for organization design in
Context of Global Dimension: Future of International Management in the East : Global Operation
Management.
RECOMMENDED BOOKS
1. Thakur M Burton & Gnee E (2002) International Management , Tata McGraw Hill
2. Hodgefts R and Luthens F (2003) International Management Mc Graw Hill Inc
3. Deresky (2003) International Management : Managing across boarders and culture, Pearson
Education

PGDM THIRD SEMESTER
PF311: CONSUMER BEHAVIOUR

COURSE OBJECTIVE L -3C-3 No. of Lectures- 42
To make the participants aware of different dimensions of the consumer psyche in respect to buying
behaviour with a view to understand & identify the relevant market more efficiently and to design a
corroborated marketing programme for drawing added gains.
COURSE COMPOSITION
1. Understanding Consumer Behaviour (10 Hrs)
Fundamental Concept, Interdisciplinary nature, Approaches to study of Consumer behaviour,

Consumer Behavior vs. Organizational Buying Behaviour, Buying Motives, Motivation Research :
Meaning , Importance & Techniques.
2. Consumer Decision Making (10 Hrs)
Levels of Consumer Decision- making, Models of Consumer Decision –making, Major components of
Consumer Decision- make Process
3. Individual Determinants of Consumer Behaviour (6 Hrs)
Personality, Perception, Learning-Behavioural and Cognitive Theories, Attitude
4. Broad factors Influencing Consumer Decision Making (10Hrs)
Psychographic and Lifestyle Analysis, Groups and their types, Social Class, Family, Reference Group ,
Opinion Leadership, Buying Roles and Decision -Making .
5. Consumerism (6 Hrs)
Introduction, Reasons behind rise of consumerism, The Indian Consumer, Consumerism in India, The
1986 Consumer Protection Act.
RECOMMENDED BOOKS
1. Schiffman Leon Gr. & Kanuk Leslie Lazar., Consumer Behavior

2. Hawkins, Best & Carey, Consumer Behavior
3. London David L. & Bitta Albert J. Deller, Consumer Behavior
4. Dr. Gupta S.L. & Pal Sunita, Consumer Behavior an Indian Perspective
5. Nair R.Suja, Consumer Behavior & Marketing Research
6. Khan Matin, Consumer Behavior

PGDM THIRD SEMESTER
PF 312: INTEGRATED MARKETING COMMUNICATIONS
To explain the various pertinent issues of one of the most important business ingredients – the
conglomeration of marketing communications, with special emphasis on advertising – its business &
creative profiles, in order to enable the participants to effectively address the relevant challenges and
opportunities of the corporate world.
Course Composition
Nature & Importance of Marketing Communications, Promotion-mix, Integration of Marketing
Communications, Models of Persuasive Communication.
2. Advertising – A profile (08Hrs)
Nature, Functions, Types, Economic & Social implications, Advertising Agencies – Types, Structure,
Working and Compensation, Advertising Ethics & ASCI.
3. Advertising Creativity (10 Hrs)
Concept, Ad Layout – Stages and Principles, Ad Copy and Visualization – Types, Elements,
Development of Messages, Various ad formats, Appeals & Selling Propositions; cultural impact on ad
creativity.
4 .Ad Campaign Management (07 Hrs)
Planning, Objective Setting (DAGMAR), Ad Budget, Ad Routing & Scheduling, Testing and
Effectiveness.
5. Advertising Media (08 Hrs)
Press, Radio, Television, Outdoor and other types with Merits and Demerits; Media Planning, Strategy
and Evaluation; Indian Media Scene.
6. Public Relations, Publicity & Sales Promotion (05 Hrs)

Definitions, Nature, Scope, Objectives, Functions and Tools of PR; Corporate Advertising; Sales
Promotion Techniques.
weightage.
RECOMMENDED BOOKS
1. Kotler Philip, Marketing Management

2. Rayudu, Communication
3. David Aaker A., Batra Rajeev & Hyers John Cr., Advertising Management
4. Otto Kleppher : Advertising Procedure
5. Dr. Rayudu C., Balan K.R., Public Relations and Communication
6. Chunawalla S.A. & Sethia K.C., Foundations of Advertising
7. John J. Burnett : Promotion Management

PGDM THIRD SEMESTER
PF 313: RETAIL MANAGEMENT
This nascent area vows to dominate the arena of consumer exchange with a glorious pace .The paper aims to
equip the participants with the needful academic package so as to make them truly conversant with the dynamics
of retail marketing.
COURSE COMPOSITION
1.An Introduction to Retailing (06 Hrs)
What is retailing? Retailer’s role in the distribution channel, Functions performed by retailers, Types of
retailers, Nonstore retail formats, Services retailing, Types of ownership.
2. Store Layout and Floor Management (06 Hrs)
Principles of store layout, Types of design, Grid Layout, Race track layout, Free form layout, Feature
areas, End caps, Promotional aisle, Free standing fixtures and Mannequins, Windows. Types of
displays.
3. Merchandise Presentation Techniques (08 Hrs)
Location of Departments, Location of Merchandise within departments, Idea oriented presentation,

Style oriented presentation, Colour presentation, Price lining, Visual merchandising, Frontal
presentation, Fixtures.
4. Retail Pricing Strategy (08 Hrs)
External factors affecting a retail price strategy, Developing a retail price strategy, Retail objectives and
pricing, Broad pricing policy, Price strategy, Implementation of price strategy, Price adjustments.
5. Retail Communications (08 Hrs)
Using communication programmes to develop brands and build customer loyalty, Methods of
communicating with customers, Planning the retail communication process.
6. Retailing in India (06 Hrs)
The present Indian retail scenario, Factors affecting retailing in India, Benefits of organised retailing,
Retailing opportunities in India.
weightage.
Recommended Books
1. Berman Barry, Evans Joel R., Retail Management A Strategic Approach.

2. Levy, Weitz, Retail Management.
3. Gilbert David, Retail Management.

PGDM THIRD SEMESTER
PF321: CORPORATE TAX PLANNING
Objective: The basic objective of this course is to provide an in-depth insight into the concept of
corporate tax planning and to equip the students with a reasonable knowledge of tax planning devices.
The focus is exclusively on income tax.
Course Contents:
Introductory: (8Hrs)
Definitions, Residential status, Heads of Income, Computation of Taxable Income
Taxation of Companies: (12Hrs)

Special Provisions in Computation of Profits from Business, Deductions
from Gross Total Income, Amalgamations of Companies and fiscal Incentives, Minimum Alternate
Tax on Companies, Special Provisions relating to Tax on Distributed Profits of Domestic Companies.
Tax Planning: (12Hrs)
Concepts relating to Tax Avoidance and Tax Evasion, Tax Planning with reference to:
Location of Undertaking, Type of Activity, Ownership Pattern, Dividend Policy, Issue of Bonus
Shares, Inter Corporate Dividends and Transfers, Tax Planning relating to: Amalgamations and
Mergers of Companies. Tax considerations in respect of specific managerial decisions like Make or
Buy, Own or Lease, Close or Continue, Sale in Domestic Markets or Exports, Capital Budgeting
Decisions, Managerial Remuneration, Foreign Collaboration and Joint Ventures.
Tax Management: (10 Hrs)

Filing of Returns and Assessments, Penalties and Prosecutions, Appeals and
Revisions, Advance Tax, TDS, Advance Rulings, Avoidance of Double Taxation Agreements.
Textbooks:
1. Ahuja, G. K. & Gupta, Ravi, Systematic Approach to Income Tax. Allahabad, Bharat Law
House.
2. Bhagwati Prasad, Direct Taxes Law & Practice, Wishwa Prakashan.
3. Kanga, J. B. and Palkhivala, N. A., Income Tax, Bombay, N. M. Tripathi.
4. Singhania, V.K. Direct Taxes: Law and Practices. Delhi, Taxman.
5. Srinivas E. A., Handbook of Corporate Tax Planning, New Delhi, Tata McGraw Hill.

PGDM THIRD SEMESTER
PF 322: RISK MANAGEMENT AND DERIVATIVES

Management of risk is necessary in today's highly leveraged and increasingly competitive global economy. Using
advanced quantitative methods and path-breaking concepts of strategic planning and responsible risk
management, this subject will acquaint the students with the complex world of Risk Management.
COURSE COMPOSITION
1. Introduction: (08 Hrs)
Concept of risk, types of risk, Measurement of risk, Measuring effect of price risk. Management of Risk:
Insurance, Asset/Liability Management. Hedging, size and cost of Hedge. Measuring cost of Hedge.
2. Futures: (08 Hrs)
Concept and Types of Futures, Purpose of Futures Markets, Overview of Futures Market Reading the futures
price, Futures price and Expectations, Functions of Future markets
3. Options: (10 Hrs)
Meaning and Type of Options. Categorization of Options. Hedging with options: Zero-cost options, Delta
Hedging with options. Options pay-offs and Options Strategies. Black-Scholes model for options pricing. Put-call
Parity. Synthetic options.
4. Swaps and Other Hybrid Instruments: (07 Hrs)
Meaning and types of swap, Swap Facilitators, Benefits of Swap, Economic Analysis of Swap and Application of
swaps. Mortgage Derivatives, Treasury Bills and Credit Derivatives.
5. Introduction to Financial Engineering: (09 Hrs)
Scope of Financial Engineering, Tools of Financial Engineering. Financial Engineering versus Financial Analysis,
Productizing the solutions, Factors contributing to the growth of Financial Engineering: Environmental and Intra
Firm Factors. Hybrid and Synthetic Securities.
weightage.
RECOMMENDED BOOKS
1. Somnathan T.V, Derivatives

2. Arditti Fred.P, Derivatives
3. Redhead, Financial Derivatives
4. Rose & Marquis, Money and Capital Markets
5. Marshall & Bansal, Financial Engineering
6. Vohra N.D., & Bagai, Futures and Options Strong A. Robert, Derivatives and Introduction

PGDM THIRD SEMESTER
PF 323: SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT

To acquaint the students with the theories and practices of Security Analysis and prevailing scenario in
the security markets in the important countries like U.S.A., European Union and Japan, in general, and
India in particular.
COURSE COMPOSITION
1. Introduction to Securities: (07 Hrs)
Concept of Investment, Investment Objectives, Investment Vs. Speculation, Investment Vs. Gambling,
Investment Process, Type of Investors. Investment Categories: Debt Investment, Govt. Debt and
Securities, Equity Investment, Long and Short-term Private issues.
2. Markets for Securities: (10 Hrs)
Primary Market – Pricing of New Issues, Important Parties Involved in A New Issue. Secondary Market
– Functions of Stock Exchanges, Participants, National Stock Exchange, Bombay Stock Exchange,
Important Sock Exchanges of The World (NYSE, Tokyo Stock Exchange & Hong Kong Stock Exchange).
3. Risk and Return: (08 Hrs)
Concept of Risk and Return, Components of Investment Risk, Interest Rate Risk, Market Risk, Inflation
Risk, Management Risk, Liquidity Risk, Business Risk and Financial Risk. Security Valuation - Fixed
Income Securities, Preference Shares and Equity Shares. Practical Problems on Risk & Return Analysis
and Valuation of Securities.
4. Analysis: (10 Hrs)
Common Stock Analysis - Fundamental and Technical Analysis. Economy Analysis - Analysis of
Macro-Economic Factors, Economic Forecasting. Industry Analysis - Industry Life-Cycle Analysis,
Structure and Characteristics of Industry etc. Company Analysis - Financial Analysis, Size and
Ranking, Growth Record, Quality of Management etc. Technical Analysis - Dow Theory, Market
Indicators, Individual Security Analysis, Chartism etc. Random-walk Model.
5. Portfolio Management: (07 Hrs)
Concept, Effects of Combining Securities - Two and Three Securities Case. Concept of Diversification,
Markowitz Risk-Return Optimization, Sharpe Index Model, Capital Market Theory - Capital Asset
Pricing Model (CAPM).
weightage.
RECOMMENDED BOOKS
1. Fischer & Jordan, Security Analysis & Portfolio Management

2. Avadhani, V. A., Security Analysis and Portfolio Management
3. Bhalla, V. K., Investment Management
4. Pandian, P., Security Analysis & Portfolio Management
5. Brealy Richard, Portfolio Theory and Practice
6. Farrell, Guide to Portfolio Management Harington D.R., Modern Portfolio Theory

PGDM THIRD SEMESTER
PF331: STRATEGIC HUMAN RESOURCE MANAGEMENT
To develop the perspective of strategic human resource management and to understand human
resource management from a systemic, strategic point of view
COURSE COMPOSITION
The Concept of Strategy; The Concept of HRM, Strategic role of HRM, HR Strategies to increase firm
performance, The Process of Strategic HRM.
2. Strategic Human Resource Management Practices (09Hrs)
Formulating and Implementing HR Strategy; Strategic HRM in Action; The Strategic Contribution of
HRM to Organizational Success; The Strategic role of the HR Function
3. Organizational strategies (07 Hrs)
Strategies for Organizational Development; Strategies for Culture Management; Change Management
Strategies; Strategies for Developing the Employment Relationship, HR and the internationalization of
business.
4. Functional Strategies (10 Hrs)
Strategies for Managing Performance; Strategic Human Resource Development; Reward Strategy;
Employee Relations Strategy; Selections, Training and Maintaining International Employees.
5. Strategic Issues (08 Hrs)
SHRM: Aligning HR with Corporate Strategy; Repatriation Process, Corporate Ethics, Values and
SHRM, Trends affecting strategic HRM, Competencies of HR professional in a SHRM scenario.
weightage.
RECOMMENDED BOOKS
1. Gary Dessler, Human Resource Management
2. Greer Charles R. Strategic Human Resource Management
3. Gomez Luis R., Mejja, Balkin David B. & Cardy Robert L., Managing Human Resources.
4. Dowling Peter J., Denice E. Welch, Randall S. Schuler, International Human Resource
Management
5. Jeffrey A. Mello, Strategic Human Resource Management

PGDM THIRD SEMESTER
PF332: LABOUR LEGISLATIONS

To further enhance the knowledge base of students pursuing HR in the field of Labour Laws, so as to
enable them to make the best decisions honoring the rule of the land.
Course Composition
1. FACTORIES ACT, 1948 (10 Hrs)
Definitions, Inspection of Factories, Health of Workers, Safety, Provisions relating to Hazardous

Processes, Welfare, Working hours of Adult, Employment of Women, Young Persons and Annual
Leave.
2. TRADE UNION ACT, 1926 (08 Hrs)
Definitions, Registration of Trade Unions, Change of Name and Amalgamation, Previlages of a

Registered Trade Unions, Funds of Trade Unions, Miscellaneous Provisions.
3. Payment of Bonus Act, 1965 (07 Hrs)
Scope and Application. Definitions, Calculation of Bonus, Eligibility for Bonus Payment. Special
Provisions. Audit, Penalties and Offences.
4. EPF and Miscellaneous Provisions Act, 1952 & Employees' State Insurance Act, 1948 (09 Hrs)
Introduction, Applications, Definitions, Schemes under the Act. Objectives, Applications, Definitions,
Administration, Medical Benefit Council. Employees' Insurance Courts. Various Benefits.
5. Payment of Gratuity Act, 1972 & The Maternity Benefit Act, 1961 (08 Hrs)
Payment, Exemption, Nomination, Determination and Recovery. Definitions, Prohibition of

Employment, Maternity Benefits, Leave, Nursing Breaks, Protection of Beneficiaries.
weightage.
Recommended Books
1. Taxmann, Labour Laws

2. Bare Acts (on each of the above units)
3. S. N. Mishra, Labour and Industrial Law
4. N. D. Kapoor,: Mercantile Law
5. Chabbra & Suri, Industrial Relation

PGDM THIRD SEMESTER
PF333: COMPENSATION AND REWARD MANAGEMENT
To make the budding HR professional understand the nuances of the crucial issue of Compensation
and Reward Management under the company policy and legal framework so as to retain employee
commitment.
Course Composition
1. Compensation (09 Hrs)
Concept, Objectives, Dimensions, Role and Structure of Contemporary Managerial Compensation.

Economic and Behavioral Issues in Compensation. Framework of Compensation Policy (Macro and
Micro). Divergent Perspectives of Management and Labour. Compensation in Knowledge-based
economy.
2. Compensation Structure (10 Hrs)
Pay Packet Composition (Basic Wage, DA, Incentive, Statutory Bonus, Allowances, Fringe Benefits and
Social Security). Modern Trends of Pay Packets. Pay Commissions & Wage Boards. Job Evaluation and
Internal Equity, its linkage with wage. External Equity and Pay Surveys. Provisions as per Workmen's
Compensation Act, 1923, Minimum Wages Act, 1948 and Payment of Wages Act, 1936.Person based
structures; Skill Plans, Skill Analysis.
3. Compensation Strategies (08 Hrs)
Aligning Compensation with Corporate Strategy. Competency based Compensation. Compensation

and Performance expectations. Basic principles governing successful compensation strategy-Indian
Cases. Compensation as retention strategy.
4. Reward based Compensation Management (08 Hrs)
Introduction, Forms and Choice of Performance linked Reward System. Designing such a system.
Integrated Incentive Scheme - A Review. Incentives for Blue and White Collars. Stock options.
Allowances and Benefits. Benefit Options; Legally required benefits, Retirement and Saving Plan
Payments.
5. Emerging Issues (07Hrs)
Tax Planning and Tax Avoidance. FBT, Tax Planning for Employee Compensation. Comparative
International Compensation. Future Trends in Compensation and Reward Management.
weightage.
RECOMMENDED BOOKS
1. Bhatia: New Compensation Management in Changing Environment.

2. Henderson: Compensation Management in a Knowledge-based World
3. Milkovich &Newman: Compensation Management
4. Belchar: Wage & Salary Administration
5. Gupta: Managerial and Executive Remuneration in India
6. Sarma: Understanding Wage System
7. Alka Gupta: Wage and Salary Administration in India
8. Subramaniam: Wages in India

PGDM THIRD SEMESTER
PF341 - RETAIL BUYING AND MERCHANDISING
To acquaint the students with the basic procedures of Retail Buying and Merchandising and also the
Management of Vendors.
COURSE COMPOSITION
1. Retail Buying (06 Hrs)
Buying organization formats and processes, Staple merchandise buying systems, Open to buy,
Computer assisted ordering, Elements of retail buying.
2. Retail Merchandising (10 Hrs)
Definition and importance of merchandising, Merchandise planning, Item selection, Types of

merchandise, Sources of merchandise, The assortment planning process, Variety, Assortment, Product
availability, Allocating merchandise to stores, Implementing merchandise plans.
3. Category Management (09 Hrs)
Definition and impact, Elements of category management, Developing category plans, Benefits of
category management, Framework of implementation, Logistics in Retailing. Concept of distribution
centre.
4. Vendor Management (09 Hrs)
Types of vendors, Distributor- manufacturer comparison, Factors of vendor identification, Connecting

with vendors, Vendor negotiations, Establishing and maintaining strategic relationships with vendors.
5. Retail Pricing Strategy (08 Hrs)
External factors affecting a retail price strategy, Developing a retail price strategy, Retail objectives and
pricing, Broad pricing policy, Price strategy, Implementation of price strategy, Price adjustments.
weightage.
RECOMMENDED BOOKS
1. Barry Berman, Joel R. Evans.: Retail Management A Strategic Approach

2. Levy, Weitz.: Retail Management
3. A. J. Lamba : The Art of Retailing
4. David Gilbert : Retail Management

PGDM THIRD SEMESTER
PF342: RETAIL DISPLAY AND FLOOR MANAGEMENT
To expose the students to the importance of proper display and floor management in the modern day
retail trade and to acquaint them with various merchandise presentation techniques.
COURSE COMPOSITION
1. Objectives of Good Store Design (09 Hrs)
Consistency of design with image and strategy, Design and consumer behaviour, Costs versus value,
Flexibility in store design, Principles of good store design.
2. Store Layout and Floor Management (09 Hrs)
Principles of store layout, Types of design, Grid Layout, Race track layout, Free form layout, Feature
areas, End caps, Promotional aisle, Free standing fixtures and Mannequins, Windows. Types of
displays.
3. Space Planning (08 Hrs)
Location of Departments, Location of Merchandise within departments, Planograms, Leveraging Space,

In store kiosks.
4. Merchandise Presentation Techniques (09 Hrs)
Idea oriented presentation, Style oriented presentation, Colour presentation, Price lining, Visual
merchandising, Frontal presentation, Fixtures.
5. Store Atmospherics (08Hrs)
Visual communications, Use of lighting, Colour, Music, Scent, Importance of Atmospherics.
weightage.
RECOMMENDED BOOKS
1. Barry Berman, Joel R. Evans : Retail Management A Strategic Approach

2. Levy, Weitz : Retail Management

PGDM THIRD SEMESTER
PF343: SUPPLY CHAIN MANAGEMENT & LOGISTICS
To acquaint the students with the basic principles of Supply Chain Management and Logistics so that
they can understand the importance of an efficient supply chain in the modern day scenario and can
become better managers of logistics and inventory.
COURSE COMPOSITION
1. Introduction (06 Hrs )
Basic Concept & Philosophy of Supply Chain Management, Essential features, Key issues in SCM,
Benefits.
2. Inventory Management (08 Hrs)
Concept, Various costs associated with inventory, Various EOQ models, Buffer stock (trade off between
stock out / working capital cost), Leave time reduction, Re-order point, Re-order level fixation,
Numerical problem solving, ABC Analysis, SDE, VED Analysis.
3. Purchasing & Vendor management (10Hrs)
Centralized and decentralized purchasing, Functions of purchase department and purchase policies.
Use of mathematical models for vendor rating and evaluation, Single vendor concept, Management of
stores, Accounting for materials, Just-In-Time & Kanvan System of Inventory management.
4. Logistics Management (08 Hrs)
Logistics as part of SCM, Logistics costs, Different models, Logistics sub-system, Inbound and
outbound logistics, Bullwhip effect in logistics, Outbound logistics-distribution and warehousing
management.
5. Recent Issues in SCM (10 Hrs)
Role of Computer / IT in Supply Chain Management, CRM Vs SCM, Benchmarking- concept, features
and implementation, Outsourcing-basic concept, Value addition in SCM, Concept of demand chain
management
weightage.
RECOMMENDED BOOKS
1. G. Raghuram: Logistics and supply chain management

2. Emiko Bonafield: Harnessing value in the supply chain
3. Dr. Gopal Krishnan: Material Management review
4. R.G. Koragaonkar: JIT Manufacturing
5. B.S. Sahay: Supply Chain Management

PGDM THIRD SEMESTER
PT 344: Global Retailing
COURSE OBJECTIVE L: 4, C: 4, No. of Lectures: 42
Objectives: The objective of this course is to acquaint the students with the international retailing
when the world is going global and also acquaint them with other issues involved in the international
retailing.
COURSE COMPOSITION
1. INTERNATIONAL RETAILING AND TRADE (10 Hrs)
International business, framework of international trade, International retailing and its
growing importance, Merchandising, Communications, Pricing and location issues.
2. MODES OF INTERNATIONAL RETAILING (12 Hrs)

Differential ownership alternatives for retail institutions, Retail Franchising: Concept and
Types of Franchising, Evolution of Franchising, The International Franchising Scene, Effect of
franchising on the development of retailing and trade in developing markets, Franchisors-
franchisee relationships.
3. INTERNATIONAL SOURCING DECISIONS (12 Hrs)

Manufacturing/National brands, Private label brands, Premium branding, International
sourcing, Costs associated with global sourcing decisions, Foreign currency fluctuations,
Tariffs, Free trade zones and Retailing, Managerial issues associated with Global sourcing
decisions, international vendor management.
4. ISSUES IN INTERNATIONAL RETAIL MANAGMENT (08 Hrs)

Driving forces behind development of international retail operations, strategies and
directions of international retail operations, Transfer of retail innovation across national
boundaries, positioning retail operations in new markets.
REFERENCE BOOKS:
1. Barry Berman, Joel R.Evans: Retail Management : A strategic Approach
2. Levy, Weitz: Retail Management
4. A.J. Lamba: The Art of Retailing

PGDM THIRD SEMESTER
PF351: ENTERPRISE RESOURCE PLANNING
Objectives: This course aims at providing overall knowledge regarding the concepts and structure
of ERP systems and imparts necessary managerial skills for ERP implementation in a business
enterprise.
Course Contents:
1. An Overview, Features of ERP, MIS Integration, ERP drivers, Trends in ERP, ERP in India. (8 Hrs)
2. ERP: System Perspective: (12 Hrs)

Management Information System, Operations Support System, DSS, Transaction Processing System,
Network Structure of ERP System, ERP Work flow, Process modeling for ERP Systems,
Communication in ERP Systems, OLTP, (On Line Transaction Processing), OLAP (On Line Analytical
Processing), Enterprise Integration Application Tools for ERP.
3.ERP: Resource Management Perspective: (12 Hrs)

Business Modules in ERP Packages, Finance, Production, Human Resource, Plant Maintenance,
Materials Management, Quality Management,
Sales and Distribution, Resource Management, Business Process Reengineering, Relationship
between ERP & BPR, ERP Implementation Life Cycle, Implementation methodology, ERP
Project Management & Monitoring.
4. ERP: Key Issues: (10 Hrs)

ERP and E-Commerce, ERP Culture, ERP and CRM, ERP and SCM, ERP Selection Issues, ERP in Public
Sector Enterprises, Pre and Post Implementation Issues, ERP
Vendors, Key ERP Consultants in India, Future Directions in ERP.
Recommended Books:
1. Langenalter, A. Gary (1st Edition, 2000). Enterprise Resources Planning and Beyond. St. Lucie Press,
USA.
2. Imhoff, C. Loftis Lisa & Geiger, G. Jonathan (Ist Edition, 2001). Building the Customer Centric
Enterprise. John Wiley & Sons.
3. Shankar, Ravi & Jaiswal, S. (Ist Edition, 1999). Enterprise Resource Planning. Galgotia
Publications.
4. Diwan, Parag & Sharma, Sunil (Ist Edition, 1999). Enterprise Resource Planning: A Manager’s Guide.
Excel Books.
1. Alexis, Leon (Ist Edition, 2000). ERP Demystified. Tata McGraw Hill.
2. Garg, V.K. and Venket, Krishna, N.K., (Ist edition, 1997). ERP Concepts and Practices. PHI
Publications.
3. Sadagopan, S. (Ist Edition, 1999). ERP: A Managerial perspective. Tata McGraw Hill.

PGDM THIRD SEMESTER
PF352: NETWORK APPLICATIONS AND MANAGEMENT
Objectives: The course aims to combine the fundamental concepts of data communications and
networking with emphasis on business applications.
Course Contents:
1. Data Communication Concepts and Applications: (10 Hrs)

Introduction to Data Communications, Components of Data Communications, Trends in Computer
Communications and Networking, Network Applications.
2. Fundamentals of Data Communications and Networking: (10 Hrs)

Physical Layer: Architectures, Devices and Circuits, and Data Transmission. Data Link Layer: Media
Access Control, Error Control in Networks.
3. Networking: (10 Hrs)

Network Layer: Network Protocols, Network Addressing and Routing. Local Area Network (LAN):
LAN Components, Ethernet (IEEE 802.3), Token Ring (IEEE 802.5), Selecting a LAN, Improving LAN
Performance. Back Bone Networks: Backbone Network Components, Fast Ethernet, FDDI.
Metropolitan Area Network (MAN) & Wide Area Network (WAN): Dialed Circuit Services, Dedicated
Circuit Services, Circuit-switched and Packet-switched Services, Improving MAN & WAN
Performance.
4. Network Management:. (12 Hrs)

Design of Business Networks, Network Management, and Network Security
Text Books:
1. Jerry, FitzGerald and Alan, Dennis (2002). Business Data Communications & Networking. John
Wiley & Sons.
2. Tanenbaum, A. S. (2004). Computer Networks. Pearson Education.
3. David A Stamper (2003). Business Data Communications. Addison Wesley.
4. Stallings, W. (2002). Data and Computer Communications. Prentice Hall of India.

PGDM THIRD SEMESTER
PF353 DATABASE MANAGEMENT SYSTEMS

Objectives: This course will help students to understand how databases can be used to store an
organization’s information.
Course Contents:
1. Purpose, Advantages and Disadvantages of DBMS, (04 Hrs)

Data Models, Schemas and Instances, DBMS Architecture and Data Independence, Types of DBMS –
Hierarchical, Network, Relational, Object-oriented and Object relational.
2. ER-Model (10 Hrs)

– Basic concepts, Design Issues, Mapping Constraints, Keys, E-R Diagram, Design of an E-R Database
Schema, Reduction of E-R Schema to Tables. SQL: Background, Basic Structure, Set Operations,
Aggregate Functions, Null Values, Nested Sub Queries,DerivedRelations, Views, Modification of
Database, Joined Relations, Data Definition
Language, Domain Constraints, Referential Integrity.
3. Oracle: (10 Hrs)

Basic Architecture, Data Definition, Data Manipulation (LIKE Operator, String Commands, Numeric
Function, Date Function, Translate and Decode Function), Introduction to PL/SQL (Conditional, Logic,
Loops, Go to Statements, Exceptional Handling, Triggers,
Procedures, Functions, Cursor, LOB’s).
4. Structure of Relational Databases, (08 Hrs)

Relational Algebra, Functional Dependencies, Normal forms NF1, NF2, NF3 and BCNF, Multivalued
Dependencies and Fourth Normal Form, Join Dependencies and Fifth Normal Form. Transaction,
Concurrency: ACID Properties, Transaction State, Locks, Deadlock Condition, Two- Phase Locking
protocol.
Text Books:
1. Silberschatz, A. H. F. Korth, Sudarshan, S. (2002). Database system concepts. McGraw-Hill.

2. Koch, G. & Loney, K. (2002). Oracle 9i The complete reference. TMH.
3. R. Elmsari & S. D. Navathe (2004). Fundamentals of database systems. Addison Wesley.
4. Bipin C. Desai (2000). Introduction to Database Management System. Galgotia Publication.
5. C. J. Date (2003). An introduction to database systems. Pearson Education.

PGDM THIRD SEMESTER
PF353 LAB BASED ON DATABASE MANAGEMENT SYSTEMS
COURSE OBJECTIVE L -0 P-2 No. of Lecture 01
Course Content: this course will be based on PF 353 Database Management Systems Course
and is part of it.

PGDM THIRD SEMESTER
PF 361: Global Business Management
International Business Environment
Course Code: PF-361 L-3 Credits – 3
Objectives: The purpose of the course is to familiarise students with various environmental
factors and forces that affect a firm’s overseas operations and learn to manage international
business.
Course Contents:
1. International Business and Environment: An Interface; World Trade in Goods and Services
–Major Trends and Developments; Framework for Understanding International Business
Environment: Analysis of Physical, Demographic, Economic, Socio-cultural, Political, Legal and
Technological Environment of a Foreign Country, Legal Framework of International Business:
Nature and Complexities; Code and Common Laws and their Implications to Business;
International Business Contract – Legal Provisions; International Sales Agreements, Rights
andDuties of Agents and Distributors. (12 Hours)
2. Global Trading Environment: Liberalization of World Trade. FDI and their Impact on the
Economy, Multinationals and their Economic Impact; Political and Legal Impact of Multinational
Corporations; Strategies for Dealing with Multinationals; Technology Transfer – Importance and
Types, Issues in Transfer of Technology to Developing Countries.
(10 Hours)
3. International Financial Environment: Foreign Investment – Types and Flows; Asian Model,
Monetary System- Exchange Rate Mechanism and Arrangements, Movements in Foreign
Exchange Rates and Impact on Trade and Investment Flows, Global Capital Markets,
EuroCurrency. (10 Hours)
4. International Economic Institutions and Regional Economic Groups: IMF, World Bank,
MIGA, UNCTAD and WTO; ATC, GSP and International Commodity Agreements. Forms and
their Functioning: Multilateralism Vs Regionalism; EU, NAFTA, ASEAN, SAFTA and other
Regional Economic Groupings. (10 Hours)
weightage.
Text Books:
1. Daniels, John D. and Radebaugh, Lee H. (2004). International Business: Environment and
Operations. 8th Edition, Pearson Education.
2. Charles, W. L. Hill (5th Edition, 2005). International Business: Competing in the Global
Marketplace. Tata McGraw Hill.
Reference Books:
1. Deresky (2003). International Management: Managing Across Boarders and Culture. Pearson
Education.
2. Paul, J (2004). International Business. Prentice-Hall.
3. Aswathappa (2005). International Business. Tata McGraw Hill.

PGDM THIRD SEMESTER
PF 362: Export-Import Policy, Procedures and Documentation
Course Code: PF-362 L-3 Credits - 3

Objectives: The purpose of this course is to familiarize students with policy, procedures and
documentation relating to foreign trade operations, and to train them to handle the export-import
business.
Course Contents:
1. Policy Framework for India’s Foreign Trade in Pre- and Post-liberalisation Era; Export-Import
Policy, Infrastructural Support for India’s Foreign Trade: Policy Formulating, Consultative and
Deliberative Bodies; Export Promotion Councils, Commodity Boards and Product Development
Authorities; Support Organizations and Services – IIFT, ITPO, Export Inspection Agencies;
Indian Council of Arbitration; FIEO, Commercial Representatives Abroad; State Governments
and their Role in Trade Promotion; Canalization Policy and Role of Public Sector Organizations.
(10 Hours)
2. (a) Setting up Export Company, IEC Number / RCMC from Export Promotion Council,
Benefits and Costs. Export Sales Contracts - Terms / Conditions, Terms of Shipment, Processing
of Export Order (5 Hours)
(b)Documentation : Proforma Invoice, Commercial Invoices and its Attestation, Packing List,
Inspection Certificate, Certificate of Origin, Shipping Bills, AR4 Form, Mate's Receipt, GR
Form, Marine Insurance Policy, ECGC Policy, Bill of Exchange, Bank Realization Certificate,
Bill of lading, Airway Bill, BSP Certificate / Spl Consular Invoice and other related documents.
(07 Hours)
3. Methods and Terms of Payments for Exports; Cargo, Credit and Foreign Exchange Risks:
Procedure for Filing Claims; Quality control and Pre-shipment Inspection; Excise and Custom
Clearance; Export Incentives: Major Incentives and Procedures for Claiming them, Procurement
for Exports – Planning and Methods of Procurement for Exports; Custom Clearance of Imports –
Regulations and Procedures; Managing Risks Involved in importing ; Duty Exemption Schemes :
Objectives, Benefits, Procedures and Documentation; Schemes for Import of Capital Goods:
Procedures for New/second Hand Capital Goods.
(10 Hours)
4. Foreign Trade Financing and Insurance Schemes: Pre-and Post-shipment Export Credit
Schemes, Import Financing Schemes; Role of EXIM Bank and Commercial Banks; Export Credit
and Foreign Exchange Covers, Export Credit and Guarantee Corporation (ECGC), Financial
Guarantees; Export / Trading/ Star trading/ Superstar Trading Houses : Objective Criteria and
Benefits; Procedures and Documentation; Policy for EOU / FTZ / EPZ units : Objectives, Criteria
and Benefits; Procedures and Documentation. (10 Hours)
Text Books:
1. Foreign Trade Policy (2002-2004).
2. Ram Paras (2004). Export: What, Where and How? Anupam Publications.
Reference Books:
1. IMPEX Times, various issues.
2. Export Manual
3. Indian Trade Journal

PGDM THIRD SEMESTER
PF 363: WTO and Intellectual Property Rights
Course Code: PF-363 L-3 Credits - 3

Objectives: The course is intended to sensitize the students about the importance of WTO and
Intellectual property in the global economy.
Course Contents:
1. GATT and Evolution of World Trade Organization (WTO), Role of WTO in International
Trade, Main Features of WTO, New Issues in WTO:Environment, Investment, Competition
Policy, Government Procurement, Trade Facilitation, Electronic Commerce, Social Clause,
Labour Standards; Implementation and Implication. (10 Hours)
2. General Introduction in the Intellectual Property Law: The Notion of Intellectual Property,
Historical Background, The Main Fields of Intellectual Property, Industrial Property Law:
Inventions, Industrial Creations Characterized by Relative Novelty (innovations), know-how,
Industrial Designs and Models, Utility Models, Layout-designs of Semiconductor Integrated
Circuits (semiconductor chips), Plant Varieties, Trademarks, Geographical Indications,
Tradenames, Emblems, Other Distinctive Signs; Scientific Discoveries, Neighbouring Rights.
(10 Hours)
3. IPR and Economic Development, Copyright Law ("Rights of Authors"), Correlation of
Intellectual Property Law with Unfair Competition, Common Features of the Intellectual Property
Rights, Legal Nature of the Intellectual Property Rights, Position of the Intellectual Property Law
in the Legal System. (10 Hours)
4. International Protection of Intellectual Property: The World Intellectual Property Organization,
The Agreement on Trade-Related Aspects of Intellectual Property Rights ("TRIPS"), The Paris
Convention for the Protection of Industrial Property, The Patent Cooperation Treaty, The Hague
Agreement Concerning the Deposit of Industrial Designs, The International Convention for the
Protection of New Varieties of Plants, The Budapest Treaty on the International Recognition of
the Deposit of Microorganisms, The Madrid Agreement Concerning the International
Registration of Trademarks and the Protocol Relating to the Madrid Agreement, The Trademark
Law Treaty, The Berne Convention for the Protection of Literary and Artistic Works, The Rome
International Convention for the Protection of Performers, Producers of Phonograms and
Broadcasting Organizations, The Geneva Convention for the Protection of Producers of
Phonograms Against Unauthorized Duplications of their Phonograms. (12 Hours)
Text Books:
1. Das Bhagirath Lal (2003). The WTO and the Multilateral Trading System:Past, present and
future,Third World Network and Zen Books.
2. David Rainbridge (2003). Intellectual Property. Pearson Education.
Reference Books:
1. Maskus Keith E. (2000). Intellectual Property Right in the global economy. Institute for
International Economies, Washington.
2. Ganguli, Prabudha (2001). IPR-unleashing the Knowledge Economy. Tata McGraw-Hill
Publishing Co. Ltd.
3. Ramappa, T. (2000). Intellectual property rights under WTO: Task before India. Wheeler
Publishing.

PGDM FOURTH SEMESTER
PF 401: BUSINESS ETHICS AND CORPORATE GOVERNANCE
To integrate the human values and corporate work-ethics with emerging principles of management so
as to provide the student with a greater rationality in decision-making process.
Course Composition
1. FOUNDATION (15Hrs)
Concept and emergence of Ethics. Its relevance in the Business sphere. Ethics and Morality. Ethics and
Values. Need for value-driven management. Indian Culture, wisdom and corporate work-life – A
review. Ethics and materialism.
2. WORK ETHICS (14 Hrs)
Concept of Work ethics, profession and the manager – a holistic approach. Ethical decision-making.
Corporate Social Responsibility. Ethical Interfaces in public and private sectors.
3. INDIAN ETHICS (11 Hrs)
Philosophical foundations of Indian ethics. Ethical values as depicted in Ancient Indian texts. Empirical
versus eternal ethics. Ethical principles from the contemporary corporate world.
4. CORPORATE GOVERNANCE (16 Hrs)
Corporate Governance as a strategic alternative. Concept of Corporate Governance. Governance chain.

Shareholders, stakeholders and governing bodies. Rights of creditors and lenders. Relations with
clients. Change of ownership. Information disclosure – ethical considerations. Corporate culture and
ethics. Emerging dimensions in E-governance.
weightage.
RECOMMENDED BOOKS
1. Sherlekar, Management
2. Banerjee, Ethics in Business and Management
3. Chakravarty, Values and Ethics in Management
4. Dave, Vedant and Management
5. Johnson, Scholes, Exploring Corporate Strategy
6. Singh, Corporate Governance
7. Arya, Tandon, Corporate Governance Weston, Siu, Johnson, Corporate Governance

PF 402: ENTREPRENEURSHIP
To make the students aware of the role of entrepreneurial spirit in the economic development of a country, to
inculcate in them the entrepreneurial skills in order to become job-creators.
COURSE COMPOSITION
1. FOUNDATION (12 Hrs)
Concept of Entrepreneurship and the Industrial / Services backdrop in Indian Economy. Early developments in
India and the current scenario. Gender And Entrepreneurship. Role of Entrepreneurship in economic development.
Entrepreneurship and Environment. Entrepreneurship after Globalization in India. Essentials of a successful
Entrepreneur.
2. THEORIES OF ENTREPRENEURSHIP 06 Hrs)
Theories by Schumpeter, Ducker, Kirby, McClelland, Weber, Hagen, Cochran. Modern Resource based theory.
3. CREATING, STARTING AND MANAGING THE VENTURE (15 Hrs)
Business Idea: its generation and feasibility. Environmental considerations. Project Idea and Business Plan.
Marketing Plan. Financial Plan. Organizational Plan. Sources of Capital. Informal risk capital and Venture
Capital. Debt Financing. Business Valuation. Creating an exit plan
4. ENTREPRENEURSHIP AMONGST WOMEN (10Hrs)
Women Entrepreneurs as agents of social change. Evolution and Growth. Networking. Special packages for
women entrepreneurs in India. Self-help groups. Rural Women Entrepreneurs.
5. ENTREPRENEURIAL DEVELOPMENT AND INDIA (15 Hrs)
Institutional financing in India. Support to small entrepreneurs – role of NSIC, SISI, NABARD, SIDBI etc. Role
of Khadi and Village Industries. Governmental Incentives and latest policies (including tax concessions, SEZs
etc.). Role of ancillaries.
weightage.
RECOMMENDED BOOKS
1. Badi R.V., Badi N.V., Entrepreneurship

2. Hisrich Robert D., & Peters Michael P., Entrepreneurship
3. Kaplan Jack M., Patterns of Entrepreneurship
4. Desai Vasant, Dynamics of Entrepreneurial Development and Management
5. Khanka S.S., Entrepreneurial Development

PF 403: DISSERTATION & Viva – Voce
Students are supposed to undertake research work on specific business organisations and perform a
due diligent exercise of the company in the light of global competitiveness. This may include an in
depth analysis of all-round performance of the company like financial and non financial performance,
global marketing strategy, change management, international management practices etc.
A mid-term evaluation would precede the final submission which would carry a certain percentage of
marks as decided by the Institute.
Guidelines for preparing for Dissertation (PF-403) of PGDM– IV semester
All PGDM students (Semester IV) are required to follow the guidelines given below for
preparing the Dissertation (PF-403).
Guidelines:
Size: International standard paper size A4 (297x210mm) should be used.
Page number: Page should be numbered consecutively and clearly. From declaration to list of
abbreviation Roman numbers (e.g. i. ii…) should be used. From main text to end of report Arabic
numerals (1, 2…) should be used.
Margin: Top 1.0”, Bottom 1.0” Left 1.5” Right 1.0”

Line spacing: 1.5
Font: Times new roman, size 10/12 for text, larger fonts may be used for headings & subheadings.
Format of the Project: As enclosed
Title cover page and Declaration format: As enclosed
In- Text Citations: Any information derives from an external source of information - quotes,
paraphrases, data, statistics, images, etc.- must be cited within the text of the paper.
Bibliography/ References style: As enclosed

CD-ROM: All report should include soft copy on CD-ROM accompanied with thesis/report in
pocket pasted on inside of back cover.
Text: Before producing the final copies of a project report the candidate should ensure that all the
spelling, grammar, punctuation and bibliography is complete and exact.

The Format of a Dissertation
Title page
II) PRELIMINARY PAGES Page no.

• Declaration i
• Acknowledgements ii
• Contents iii
• List of tables & figures iv
• List of Abbreviations v
III) MAIN TEXT

Chapter 1: Introduction
• Background 1
• Review of research studies 2
• Problem statement
• Research Objectives
• Hypotheses of study
• Research Methodology
– Sampling Design
– Research Design
– Data Collection
– Data Analysis Techniques to be used
• Limitations of the study
• Plan of the study
Chapter 2: Review of research studies
Chapter 3: Data analysis and results
Chapter 4: Findings, conclusion, recommendations, and areas of future research
IV) End
• Appendices
• Questionnaire
• Bibliography/References

Sample of Title Page
Title of the Report
Report submitted in partial fulfilment of the requirement for the

degree of PGDM
Under the Supervision of
XYZ
By
ABC
To
Delhi School of Professional Studies and Research

(Approved by AICTE)
9, Institutional Area, Sector-25, Rohini Phase-III
Delhi
Month Year

Sample format of Declaration
This is to certify that Dissertation entitled “…………………………”which is submitted by

me in partial fulfillment of the requirement for the award of PGDM to Delhi School of
Professional Studies and Research, Delhi comprises only my original work and has not been
submitted in part or full for any other degree or diploma of any university. If any material has
been taken from an external source of information then it has been properly cited in text and
duly acknowledged under references.
(ABC)
(XYZ)
Supervisor

PF411 –INDUSTRIAL & SERVICES MARKETING
To adequately acquaint the students with the nuances of Service marketing as well as equipping them
with the skills required for marketing goods and services to business or other organizations.
COURSE COMPOSITION
1.Industrial Marketing (09 Hrs)

Nature and scope of Industrial Marketing, Industrial Marketing VS. Consumer Marketing Buying
Motives of Industrial consumer, Nature of Industrial Demand, Types & Attributes of Industrial
Markets.
2.Industrial Marketing Mix (08 Hrs)

Classification of Industrial Products, Determinants of Industrial Policy Mix, Industrial Pricing, Factors
Influencing Channel Decision for Industrial Products, Channel Alternatives, Industrial Marketing
Communications.
3.Services Marketing (08 Hrs)

Definition of Special characteristics of services, Classification of services, Reasons for growth of service
sector, Service Marketing Environment, 7 P’s of Marketing, Modern Trends in Service Marketing.
4.Service Quality and Customer Focus (10 Hrs)

Determinants of Service Quality with Core Features , Factors Influencing Customer Satisfaction,
Financial & Economic Effect of Services, The Integrated Gaps Model of Service quality.
5.Relationship Marketing (07 Hrs)

The Concept of Relationship Marketing , Degree/level of Relationship Marketing , Applications of
Relationship Marketing , Customer Acquisition & Retention Strategies, Service Recovery , IT Enabled
Marketing /ITES.
weightage.
RECOMMENDED BOOKS
1. Reeder, Industrial Marketing

2. Hill, CROSS, Industrial Marketing
3. Govindrajan, Industrial Marketing
4. Havaldar, Industrial Marketing
5. Woodruffle, Services Marketing
6. Zeithmal, Services Marketing
7. Rampal, Gupta : Services Marketing Shahjahan, Relationship Marketing

PF 412: SALES & DISTRIBUTION MANAGEMENT
To make students aware with the finer aspects of building and managing a team of effective sales force
for addressing efficiently the distribution related objectives of business.
COURSE COMPOSITION
Nature and Scope of Sales Management, Selling Process, Objectives of Personal Selling, Qualities of a
Salesman, Sales Organisation – Characteristics and Functions.
2. Theories of Selling (07 Hrs)
Buyer Seller Dyads, AIDAS Theory, Behavioural Equation Theory, Negotiations in Selling.
3. Managing Sales Force & Controlling Sales Efforts (10 Hrs)
Recruitment, Selection & Training of Sales Personnel, Motivation, Compensating the Sales Force, Sales
Budget, Sales Quotas, Sales Territories, Sales Audit & Analysis.
4. Distribution Management & Logistics (10 Hrs)
Retailing, Wholesaling, Distributor Selection and Management, Logistics, Importance of Logistics

Management, Factors affecting Logistics Choice, Elements of Distribution Logistics, In bound &
Outbound Logistics, Models of Distribution, Warehousing Management, Role of IT in Logistics.
5. Ethics in Sales Management (05 Hrs)
Definition, Ethical Issues in Sales Management, Benefits of Ethical Selling.
weightage.
RECOMMENDED BOOKS
1. Still, Cundiff & Govoni, Sales Management

2. Khan Matin, Sales and Distribution Management
3. Gupta , Sales and Distribution Management
4. G. Raghuram, Logistics and Supply Chain Management Sontaki C.N. & Deshpande R.G.,
Salesmanship & Advertising

PF413: RURAL MARKETING
More than three-fourth of the Indian market exist in rural areas. Multinational Corporations are
keeping a hawk-eye on this huge Indian market, hence, this course-package becomes more significant
for the budding marketing professionals of a globalized age to sincerely imbibe the pertinent academic
impacts in order to improve India’s economic standing plus ameliorating the pace of business returns.
COURSE COMPOSITION
1. Rural Marketing: An Introduction (09 Hrs)
Definition, Nature, Character and Potential of Rural Markets, Rural market Environment, Challenges
and opportunities of rural marketing, Rural Consumer Behaviour Pattern and the 4Ps in rural context.
2. Value Offering (09 Hrs)
Marketing of Consumer Durable and Non Durable Goods and services in the Rural Market, Importance
of Branding, Perception and Positioning, Bases of Rural Market Segmentation, Classification of
Agricultural Products, Agriculture Input Market, Rural Marketing Strategies.
3. Rural Pricing (07 Hrs)
Determination of Agricultural Prices and Marketing Margins Role of Agricultural Price Commission,
Role of State and Central Governments in pricing.
4. Rural Communication & Distribution Channels (09 Hrs)
Promotions and personal Selling in Rural Markets, Role of Media and its usage in Rural Context,
Planning of distribution channels in Rural markets, Commodity Markets in India, Problems of
Agricultural Marketing in India, Role of Warehousing.
5. Marketing Agencies and Institutions (08 Hrs)
Institutional Support for Rural Marketing, Nature, Scope and Role of Cooperative Marketing,
Marketing of Products suited to Rural Environment.
weightage.
RECOMMENDED BOOKS
1. Badi R.V., Badi N. V., Rural Marketing

2. Velayudhon Sanal Kumar, Rural Marketing
3. Singh Sukhpal, Rural Marketing Management
4. Kamat & Krishnamurthi, Rural Marketing
5. Habeeb K.S., Rural Marketing in India Ram Kishen Y., New Perspectives in Rural & Agricultural
Marketing

PF421: MERGERS, ACQUISITIONS & CORPORATE RESTURCTURING

Objectives: Liberalized economy has generated many opportunities of combining businesses to create
wealth. The fundamental aim of the course is to prepare students to take advantage of the current
scenario and understand how mergers, acquisition and corporate restructuring is implemented.
Course Contents:
1. Legal Aspects of Mergers (10 Hrs)
Amalgamation and, Acquisition/Labour, Provisions of Companies Act, Regulation by SEBI, Takeover
Code: Scheme of Amalgamation, Approval from Court, Corporate Governance and its current scenario,
Acquisition Process
2. Valuation of a Business; (10 Hrs)

Methods of Valuation – Cashflow Basis, Earning Potential Basis, Growth Rate, Market Price etc.
Motives for Merger; Financial Evaluation, Types of Mergers.
3. Computation of Impact on EPS (10 Hrs)

Market Price, Determination of Exchange Ratio, Impact of Variation in Growth of the Firms, MBO,
LBO, Boot Strapping; Financing of Merger.
4. Defence Against Hostile Takeover (12 Hrs)

Poisson Pill, Bear Hug, Greenmail, Pacman. Post Merger H.R. and Cultural Issues. Criteria for
Negotiating for Friendly Takeover.
weightage.
Text Books:
1. J. Fred Westan (2001). Mergers and Acquisitions. Tata McGraw Hill.
2. Ramanujan, S. (2000). Mergers: The New Dimensions for Corporate Restructuring. Tata McGraw Hill.
Reference Books:
1. Harvard Business Review on Mergers and Acquisitions (2001).
2. Successful Mergers, Acquisitions, and Strategic Alliances: How to Bridge Corporate Cultures,
Irene Rodgers. (2002) Tata McGraw Hill.
3. Depamphilis Donald (2001). Mergers Acquisitions and Other Restructuring Activities.
Academics Press.

PF422: INVESTMENT MANAGEMENT
Objective: The objective of the course is to impart knowledge to the students regarding problems faced
and techniques used in investment decision making process.
Course Contents:
1. Investment Environment (12Hrs)

Objectives and Risk, The Stock Markets in India, New Issue Market, Listing of Securities, The Brokerage
Business, Investment Companies, Market Indexes, Security Credit Ratings, Capital Market Reforms
2. Investment venues: (14 Hrs)

Bond Valuation and Analysis, Preference Share Valuation and Analysis, Equity Shares, Dividend
Policies and Decisions, Equity Valuation and Analysis, Government Securities, Non-Security Forms of
Investment, Real Estate Investment, Principal Investment Instruments of the Money Market
3. Financial Derivatives (12Hrs)

Options Futures, Swaps, Convertible Securities, Warrants
4. Foreign Investment in India (7 Hrs)

Emerging Trends and Policy Developments
5. Investment and Tax Planning. (7 Hrs)
Suggested Readings:
1. Amling, Frederic, Investment. Englewood Cliffs, New Jersey, Prentice Hall.
2. Avadhani, V. A. Investment Management, 3rd Edition, Himalaya.
3. Bhalla, V. K. Investment Management, S. Chand & Company Ltd.
4. Huang, Stanley S. C.and Randall, Maury R. Investment Analysis and Management. London, Allyn
and Bacon, London.
5. Haugen, Robert H. Modern Investment Theory. Englewood Cliffs, New Jersey, Prentice Hall.
6. Radcliffe, Robert C. Investment: Cocnepts, Analysis and Strategy, Scott, Foresman.
7. Sharpe, William F. etc. Investment, New Delhi, Prentice Hall of India.
8. Francis, Jack Clark, Investments: Analysis an Management, McGraw Hill.

PF 423: MANAGEMENT OF FINANCIAL SERVICES
To make the young finance publics aware of the objectives, strategies and policies pertaining to
Financial Institutions and Services in India, especially in the present globalized era.
COURSE COMPOSITION
Overview of Financial System with reference to India. Its functioning, Financial Instruments, Financial
Institutions. Financial Markets: Emerging Trends, SEBI, Stock Market Operations.
2. Leasing (08Hrs)
Introduction. Concepts and Types of Leasing. Benefits of Leasing. Leasing as a Source of Finance. Legal
Perspectives in Leasing. Practical Problems on Leasing.
3. Mutual Funds (08 Hrs)
Introduction, Types, and Growth of Mutual Funds in India. Effectiveness of Mutual Funds.
4. Venture Capital Financing (07Hrs)
Introduction, Global Scene, VCF in India. Performance of VCF in India. Problems, Prospects and
Implications in Indian Environment.
5. Contemporary Issues (09 Hrs)
Concept and Overview of Forfeiting, Factoring, Commercial Paper, Credit Rating, Hire Purchase
Financing, Private Banking, Insurance Services, Debt Securitization and Credit Cards.
weightage.
RECOMMENDED BOOKS
1. Mashiraju, International Financial Markets & India

2. Bhole, Financial Institutions & Markets
3. Batra, Financial Services & Markets
4. Batra/Bhatia, Management of Financial Services
5. Khan, Financial Services
6. Mohana Rao, Financial Services Bhalla V.K., Management of Financial Services

PF 431: MANAGEMENT OF NEGOTIATION
To make the budding HR professionals thoroughly prepared to recognize negotiation situations so as to

Plan, Implement, and Complete Successful Negotiations to maximize results.
Course Composition
1. Negotiation fundamentals (08 Hrs)
The nature of Negotiation, Strategy and Tactics of Distributive Bargaining, Integrative Negotiation,
Negotiation Strategy and Planning.
2. Negotiation sub-processes (10 Hrs)
Perception, Cognition and Emotion, Communication, Finding and using negotiation Power. Influence:
Routes to Influence, Role of Receivers in Influence. Ethics in Negotiation.
3. Negotiation context (09 Hrs)
Relationships in Negotiation: Key Elements in Managing Negotiations within Relationships. Parties in

Negotiation. Coalitions, The nature of Multi-party negotiation.
4. Individual differences and Negotiation across cultures (09 Hrs)
Gender and Negotiation, Male and Female Negotiators: Theoretical Perspectives, Personalities and
Negotiations, Conflict Management Style, Social Value Orientation, Interpersonal Trust.
5. Resolving Differences (06 Hrs)
Abilities in Negotiations, Behavioral Approach to differences among negotiators, Managing Difficult

Negotiations..
weightage.
RECOMMENDED BOKS
1. Cohens, Negotiating Skill for Managers.
2. Spangle M.L. & Isenhart M.W., Negotiation
3. Lewicki, Saunder & Barry, Negotiation
4. Donaldson, T & Werhane P, Ethical Issues in Business
5. Dono Hue & Kolt, Managing Interpersonal Conflict
6. Zartman I.W., The Negotiation Process: Theories and Applications
7. Fleming Peter, Negotiating in a Week

PF 432: Management of Transformation
The objective of the course is to make the students develop the art or unlearning for thinking afresh to
provide new solutions to the problems which can act as benchmarks for others to follow.
Course Composition
1. Introduction: (06 Hrs)
Concept, nature and process of planned change. Resistance to change. Emerging Horizons of
Management in changing Environment. Concept of transformation vs. change. Transformational
Leadership. Charismatic vs. Non-charismatic Leadership.
2. Leadership from Within: (06 Hrs)

Concept, need and importance of developing leadership from within. Distinction between leadership
from without and leadership from within. Steps for developing leadership from within.
3. Organisational Development (07 Hrs)

Concept, Nature and Applications. Action Research and its applications. Organisational Development
Interventions (Team, Individual and Structural). Future of Organisational Dynamics. Aligning HR to
Business.
4. Turnaround Management: (10 Hrs)
Definition of Sickness. Causes and Symptoms of Sickness. Prediction of sickness. Revival of sick unit -
Role of BIFR, SICA, Financial Institutions. Behavioural, economic, and technical issues in Turnaround
Management Learning from the success stories of organisations where turnaround management
strategies have been adopted and sick or potentially sick companies have been turned around.
5. Business Process Reengineering as a tool of Managing Transformation: (07 Hrs)
BPR – An imperative for survival. The reengineering imperative in USA, the reengineering scenario in
Europe, the reengineering imperative in India, Instances of reengineering in Indian organisations (Case
studies). Five steps methodology to implement BPR.
6. Management of Transformation through New Technology and Innovations: (06 Hrs)
Technological revolution – adoption and adaptation of technology (problems of technology transfer).

Innovative Technology – autonomous vs. induced inventions. Management of New Technology in
relation to organisational productivity and quality of work life. Learning experiences from real life case
studies.
weightage.
Suggested Readings:
1. Kelly, James N. and Francis J. Gouillart, Transforming the Organisation, McGraw-Hill, New York,
1995.
2. Sawhney, Mohan and Jeff Zabin, The Seven Steps to NIRVANA: Strategic Insights into e-Business
Transformation, Tata McGraw-Hill, New Delhi.
3. Coulson - Thomas, C., Transforming the Company, London : Kogan Page, 1992.
4. Bender, Peter Urs, Leadership from Within, Macmillan India Ltd., Delhi, 1997.
5. Krishnamurti, J., Freedom From the Known, Krishnamurti Foundation, India, 1997.

6. Sai Baba, Satya Shri, Mahavakya on Leadership, Sri Sathya Sai Book & Publications Trust, Andhra
Pradesh, India, 1993.
7. French/Bell, Organisational Development
8. Beckhard, Organisational Development - Strategies & Models
9. Hammer, M. and J. Champy, Reengineering the Corporation, Nicholas Brearley Publishing, London.
10. Jayaraman, M.S., Ganesh Natarajan and A. V. Rangaramanujan, Business Process Reengineering,
Tata McGraw-Hill Publishing Co. Ltd., New Delhi, 1996.
11. CCTA, BPR in the Public Sector : An Overview of Business Process Re-engineering, HMSO, London.
12. Peppard, Joe and Philip Rowland, The Essence of Business Process Re-engineering, Prentice-Hall of
India Private Ltd., New Delhi, 1997.
13. Johansson, Henry J., et.al., Business Process Reengineering: Breakpoint Strategies for Market
Dominance, John Wiley and Sons, England, 1994.
14. Rose, H. and R. Cambridge King, Technology Management & Development Planning, Kanishka
Publications, New Delhi, 1996.
15. Noori, H. and Radford, Readings and Cases in Management of New Technology, Prentice Hall, New
York, 1990. Whitekar, D. H., Managing Innovations, Cambridge University Press, Cambridge, 1990.

PF 433: Human Resource Development
to acquaint the budding HR professionals with the underlying sciences, mechanics and the process of
HRD so as to aid in organisational development and human development on the whole.
Course Composition
1. Introduction (06Hrs)
Concept of HRD, Rationale and Assumptions, Managing Change through HRD, Corporate HRD,
Concept of HRD Climate
2. Developing Human Resources (09 Hrs)

Introduction to Orientation and Training, Managing Training Programme, Instructional Methods,
Evaluation of Training and Development Programme, Career Planning and Development.
3. Managing Teams (08 Hrs)
Pre-requisites for a Good Team, Psychological Dimensions of Team Work, Principles of Team Building,
Approaches to Team Building, Evaluating Team Performance, Inhibiting Factors in Team Performance
4. Performance Management (10 Hrs)

Organizational Model of Performance Management, Purposes of Performance Management,
Performance Management Criteria, Behaviourial Approaches to Performance Management-Critical
Incident Method, Behaviourial Anchored Rating Scale (BARS), Behaviourial Observational Scale (BOS),
Assessment Centres- Characteristics, Designing an Assessment Centre, Assessment Centre Assignment.
5. Contemporary HRD Practices (09 Hrs)

Talent Management, HRD Audit and Methods, Achieving Work Life Balance, Emotional Intelligence,
Employer Branding, Integrating HRD with Technology, People Capability Maturity Model (PCMM)
weightage.
RECOMMENDED BOOKS
1. Hollenbeck et al : Human Resource Management-Gaining a Competitive Advantage
2. Anthony et al : Human Resource Management- A Strategic Approach
3. Ivancevich : Human Resource Management
4. Mathis, Jackson : Human Resource Management
5. Nicky Hayes : Managing Teams-A Strategy for Success
6. Berger , Berger : Talent Management Handbook
7. Biswajeet Pattanayak : Corporate HRD
8. J Leslie Mckeown : Retaining Top Employees
9. Nitin Sawardekar : Assessment Centres
10. Bill Curtis/William E Hefley/Sally A Miller: People Capability Maturity Model-Guidelines for
Improving the Work Force

PGDM- FOURTH SEMESTER
PF 441 - CUSTOMER RELATIONSHIP MANAGEMENT
To acquaint the students with the basic principles and procedures of Customer Relationship
Management and to make them familiar with the tools that modern organisations use for maintaining
Customer Relationship.
COURSE COMPOSITION
1. Introduction (09Hrs)
CRM: Definition, CRM framework, CRM benefits and challenges, Building customer relationship,
Customer interaction management (CIM), Customer insight activities, Strategic data analysis.
2. CRM Application (09 Hrs)
CRM in marketing, Customer supplier relationship, Sharing customer data in value chain, Customer
management, Intelligent supply, Customer value management (CVM), Tools for customer
management.
3. Organization Planning and Evaluation (10 Hrs)
CRM implementing, Organization programme planning, Team selection and Management, Evaluation
of CRM, Risk Assessment of CRM, Check list of CRM, CRM success and failure.
4. Implementation and Tools (06 Hrs)
Commercial tools for implementing CRM, Role of IT in CRM
5. Case Study (08 Hrs)
Case Studies of the industries namely: services (hotel and travel), finance (banking and insurance),
manufacturing, consumer goods, and cellular mobiles, medical and other industries.
RECOMMENDED BOOKS
1. Customer Relationship management-Stanley Brown

2. Customer relationship Management-Bryan Bergeron
3. E-CRM: Business and system frontiers- M.P Jaiswal, Anjali Kaushik
4. Customer Relationship management, emerging concepts, tool and applications – Jadish N Sheth,
Atul Parvartiyar, G. Shainesh.

PGDM-RM FOURTH SEMESTER
PF 442: BRAND BUILDING AND PRODUCT MANAGEMENT
To make the students aware of the basic principles and procedures of Brand Building and Product
Management and to further make them familiar with branding programmes and ways to manage the
brands over time.
COURSE COMPOSITION
What is a brand? Importance of branding, Branding challenges and opportunities.
2. Brand Equity (8 Hrs)
Concept of brand equity, Sources of brand equity, Elements of brand equity, Designing marketing
programmes to build brand equity, Integrating marketing communications to build brand equity.
3. Implementing Branding Programmes (10 Hrs)
The brand product matrix, Introducing and naming new products & brand extensions, Methods of
brand extensions, Advantages and disadvantages of extensions, Co branding, Licensing and Celebrity
endorsements.
4. Managing Brands Over Time (05 Hrs)
Brand positioning, Brand values, Reinforcing brands, Adjustments in brand portfolio.
5. Managing Product Lines and Brands (10 Hrs)
The product and the product mix, Product levels, Product hierarchy, Product classifications, Product
mix, Product line decisions, Product mix analysis, Brand decisions, Brand building decisions, Brand
name decisions, Brand strategy decisions.
6. Measuring Brand Performance (04 Hrs)
Measuring sources of brand equity, Capturing customer mindset.
weightage.
RECOMMENDED BOOKS
1. Kevin Lane Keller : Strategic Brand Management-Building, Measuring, and Managing Brand Equity
2. Philip Kotler : Marketing Management (Millennium Edition)
3. YLR Moorthy : Brand Management
4. Panda : Building brands in the Indian market
5. Chunawalla : Compendium of Brand Management

PGDM-RM FOURTH SEMESTER
PF443 - MALL MANAGEMENT
To acquaint the students with the basics of proper management of shopping mall and to expose them to
the various operations involved in the management of a shopping mall.
COURSE COMPOSITION
Concept of shopping mall, Growth of malls in India, Mall positioning strategies, Strategic planning for
malls.
2. Aspects in Mall Management (12 Hrs)
Concepts in mall design, Factors influencing malls’ establishment, Recovery management, Aspects in
finance, Human resources, Security and accounting, Legal compliances and issues, Measuring mall
performance.
3. Mall Operations (11 Hrs)
Store allocation, Leasing negotiations, Maintenance and repairs, Security and safety procedures and
regulations, Operational activities, Footfalls measurement, Common area management.
4. Tenant Management (10 Hrs)
Selection of anchor tenant, Tenant mix, Types of retail formats, Multiplexes, Food courts, Branded
stores, Speciality stores, Hypermarkets, Supermarkets, Mall resource allocation, Owner- tenant
relationship.
weightage.
BOOKS RECOMMENDED
1. Barry Berman, Joel R. Evans : Retail Management A Strategic Approach

2. Levy, Weitz : Retail Management
3. A. J. Lamba : The Art of Retailing

PF451 FRONT END DESIGN TOOLS
Objectives: This course is intended to expose the students to latest tools of front end design and its
connectivity to databases.
Course Contents:
1. Variable Declaration: (10 Hrs)
Built-in & User Defined data types, If-then-else expression, Print Statement, Arrays, Subroutine and
Functions, Boolean Operators, Arithmetic Operators, Loops, Private and Public procedures.
2. Structure of VB program: (10 Hrs)
Forms & built in controls, Properties and events, Code Module,

Common dialog Boxes, Error Handling, Classes, Control Arrays, MDI, SDI, Creating Help files, Adding
Help files to VB project, using Windows API Functions, MAPI controls.
3. Database Interface: (12 Hrs)
Review of ANSI SQL, ODBC, Pass through ODBC, DAO, MS-Jet database Engine, Workspaces,
Databases, Recordsets, Data bound controls, ActiveX controls, ADO, RDO.
4. Developer-2000: (10 Hrs)
Connecting to Oracle Data Base, Elements of Oracle Data Base, Master-Details Forms, Layout Editor.
Recommended Books:
1. B. Reselman et al., “Using Visual Basic 6”, PHI.

2. B. Siler & J. Spotts, “Using Visual Basic 6”, PHI.
3. E. Petroutsos, “Mastering Visual Basic 6.0”, BPB.
4. G. Perry, “Teach Yourself Visual Basic 6 in 21 days”, Techmedia.
5. M. Abbey, M. J. Corey, “Oracle 9i: A Beginners Guide”, TMH

PF 452: Front End Design Tools Lab.
Course contents: The course will be based on PF 451 Front End Design Tools and is part of it.

PF 453: Software Project Management

Objectives: To acquaint the students with the software project management concepts, techniques and
issues related to implementation.
Course Contents:
1. Software Product and Process: (8Hrs)
Software Characteristics & Applications, Software Process, Software Process Models; Linear Sequential
Model, Prototyping Model, RAD Model, Evolutionary Software Process Models, Software
Development Process.
2. Software Project Planning and Scheduling: (12 Hrs)
Software Requirement, Software Requirements Specification, Requirements Validation, Software

Design Principles, Software Project Estimation: Size Oriented, Function Oriented, Software Metrics,
Software Cost Estimation, COCOMO Model, Project Scheduling, Software Staff & Personnel Planning,
Rayleigh Curve, Software Team Organization & Control Structure. Project Monitoring & Control
Techniques.
3. Software Quality Assurance & Configuration Management: (12 Hrs)
Software Quality, Software Quality Assurances, Software Testing, Formal Technical Reviews, ISO
Software Quality Standards, Software Configuration Management, SCM Process, Configuration Audit.
4. Risk Management: (10 Hrs)

Software Risks, Reactive and Pro-active Risk Strategies, Risk
Identification, Risk Projection, Risk Mitigation, Risk Monitoring and Management.
Recommended Books:
1. Roger. S. Pressman (2001). Software Engineering: A Practioner’s Approach. McGraw
Hill, New Delhi, Fifth Edition.
2. Aggarwal, K. K. & Singh, Yogesh (2005). Software Engineering. New Age International.
3. Walker Royce (2001). Software Project Management: A Unified Framework. Pearson
Education Asia, Singapore, First Edition.
4. Bob Hughes and Mike Cotterell (2001). Software Project Management. Tata McGraw Hill,
New Delhi, Second Edition.
5. Ivar Jacobson, Grady Booch and James Rumbaugh (2000). The Unified Software Development
Process. Pearson Education Asia, Singapore.
6. Jack. R. Meredith and Samuel J. Mantel Jr. (2002). Project Management: A Managerial
Approach. John Wiley & Sons, Singapore, Fourth Edition.
7. Robert K. Wysocki, Robert Beck Jr. and David B. Crane (2002). Effective Project Management. John
Wiley & Sons, Singapore, Second Edition

Global Business Management
PF 461: Global Competitiveness and Strategic Alliances
L-3 Credits-3
Objectives: The purpose of the course is to familiarize students with the basics of global
competitiveness and learn strategies to gain competitiveness in world markets. The course also
aims at exposing the students to the forms and success ingredients of strategic alliances, which
are fast emerging as basic tools for business success.
Course Contents:
1. Global Competitiveness: An Overview – Macroeconomic and Business Strategy Perspective,
Framework for Assessing Competitiveness – Various Approaches; International and National
Competitiveness Studies. (10 Hours)
2. Developing Competitiveness –Government Policy and Competitiveness, Role of Quality and
Productivity in Achieving World Class Competitiveness; Attaining Competitiveness through
Integrative Process Management; Science, Technology and Innovation Policy, Human Capital
and Competitiveness, Role of Information Systems in Building Competitiveness, Industrial
Clusters and Business Development, Strategic Management of Technology and Innovation. (15
Hours)
3. Global Competitiveness of Indian Industry – Status; Cause of Uncompetitiveness; Strategic
Options for Building Competitiveness, Internationalization of Indian Business: Selected Case
Studies of Globally Competitive Indian Companies. (10 Hours)
4. Strategic Alliances – Value creation in alliances strategy, Management of Strategic Alliances;
Strategic Alliances in Indian Context. (07 Hours)
Text Books:
1. Momaya Kiran (2001). International Competitiveness: Evaluation and Enhancement,
Hindustan Publishing Corporation (India).
2. Burgleman Robert (2004). Strategic Management of Technology and Innovation, Tata
McGraw Hill.
References Books:
1. Hamel G. and Prahlad C.K (1994). Competing for the future. Harvard Business Press.
2. IMD, World Competitiveness Year Book, Latest issue.
3. World Economic Forum, Global Competitiveness Report, Latest report.

PF 462: Distribution and Logistics for International Business
L-3 Credits-3
Objectives: The objective of the course is to provide a comprehensive analysis of the principles
and practices of international Distribution and logistics.
Course Contents:
1. Supply Chain Management - Concepts, Issues in Supply Chain Management; Demand
Volatility and information distortion, Managing networks and relationships; Sourcing
Internationally, Subcontracting within an International Dimension, The Architecture of Physical
distribution network in a Global Operation Approach, International Distribution Management:
Types of Intermediaries, Channel Objectives and Constraints, Channel Selection and
Management, Global Retailing, International Channel Innovation. (10 Hours)
2. Logistics Framework – Concept, Objective and Scope; Transportation, Warehousing,

Inventory Management; Packing and Unitization; Control and Communication, Role of
Information Technology in Logistics, Logistics service firms and third party logistics. (10 Hours)
3. Logistics Network Design for Global Operations: Global Logistics Network Configuration,
Orienting International Facilities: Considerations and Framework, Trade-offs Associated with
each approach, Mapping the different approaches, Capacity expansion issues; Information
Management for global Logistics: The global LIS/LITS: capabilities and limitations,
Characteristics of logistics information and telecommunications systems. (12 Hours)
4. Performance Measurement and Evaluation in Global Logistics: Operations and logistics

control: Key Activities Performance information, Measuring performance in functional
integration, Measuring performance in Sectorial integration; Organisational structure for global
logistics excellence; The Organizational Implications of Sectorial Logistics cooperation, The
International factor in Global Organisations. (10 Hours)
Text Books:
1. Rushton, A., Oxley, J & Croucher, P (2nd Edition, 2000). Handbook of Logistics and
Distribution
Management. Kogan Page.
2. Simchi-Levi, David, Kamisnsky, Philip, and Simchi-Levi, Edith. (2nd Edition, 2004).
Designing and Managing the Supply Chain: Concepts, Strategies and Case Studies.
Irwin/McGraw Hill.
Reference Books:
1. Christopher Martin. (3rd Edition , 2004). Logistics & Supply Chain Management Creating
Valueadding Networks. Pearson Education.
2. Ballou, R. H. (5th edition, 2004). Business Logistic Management. Prentice Hall, New Delhi.
3. Bowersox, D. J., David, J & Cooper (2002). Supply Chain Logistic Management. Prentice
Hall, New Delhi.
Students are also expected to use relevant journals:
1. International Journal of Physical Distribution and Logistics Management
2. Journal of Business Logistics
3. International Journal of Logistics: Research and Applications.

PF 463: Foreign Language
German for Business
Course Code: PF-463 L-3 Credits-3
Objectives: The Objective of the course is to provide the student with a Foreign Language Skill
to manage preliminary international business transactions.
Course Contents: Foreign Language Knowledge Related To:

1. Listening: Understand Simple Questions and Instructions. Reading: Understand Single Words
and Sentences but also Signposts, Signs and Posters. Speaking: Provide Short Information about
the Job and the Person. Writing: Fill in Forms and Provide Information About Name, Address,
Nationality etc. (10 Hours)
2. Listening: Understand Information about the Person and the Work. Reading: Understand
Simple Letters, Appointments, Invitations and Information in Short Texts. Speaking: Answer
Simple Questions About One's Working Field. Writing: Write Faxes and e-mails (10 Hours)
3. Listening: Understand Standard Information Related to the Working Field. Reading:

Understand Standard Letters and Texts about Working Processes and Product Descriptions.
Speaking: Provide Information about the Job, the Departments, the Company, the Products and
Processes in a Conversation or on the Phone. Writing: Answer Standard Inquiries, Make
Quotations, Write Short Texts with a Familiar Content, Possibly Give Some Explanation and
Answer Simple Questions. (10 Hours)
4. Listening: Understand Complex Information Related to the Working Field in Meetings,

Discussions and at Presentations. Reading: Understand Reports and Contracts with a Company-
related Content. Speaking: Describe and Explain Work Processes and Projects. Report on
Meetings and Presentations. Explain Concepts and Clarify Misunderstandings. Writing: Write
Formal Standard Letters and Texts about One's Field of Expertise. Explain a Graphic and Reflect
the Content.
(12 Hours)

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Scheme of Examination

POST GRADUATE DIPLOMA IN MANAGEMENT

Academic Session 2009-2011

Delhi School of Professional Studies & Research

Course Structure for DSPSR-PGDM FT 7

POST GRADUATE DIPLOMA IN MANAGEMENT (Full-Time)

Criteria for Internal Assessment

1. Attendence, class participation and Involvement in the Conferences, Seminars, Guest

2. Projects / Assignments 15 marks

3. Individual Presentations 10 marks

Total Credits = 111

Course Structure for DSPSR-PGDM FT 8

POST GRADUATE DIPLOMA IN MANAGEMENT (Full - Time)

Code No PAPER L T/P CREDITS

PF 102 Business Environment 4 4

PF 103 Managerial Economics 4 4

PF 104 Research Methodology & Statistical Methods 4 4

PF 105 Managerial Accounting 4 4

PF 106 Business Communication 4 4

PF 107 IT for Managers 3 3

PF 108 IT for Managers Lab 2 1

PF 109 Managerial Skill Development 2 2

Course Structure for DSPSR-PGDM FT 9

POST GRADUATE DIPLOMA IN MANAGEMENT (Full - Time)

Code No PAPER L T/P CREDITS

PF 201 Organizational Behaviour 4 4

PF 202 Human Resource Management 4 4

PF 203 Marketing Management 4 4

PF 204 Operations Management 4 4

PF 205 Financial Management 4 4

PF 206 Quantitative Techniques for Business Decisions 4 4

PF 207 Information System Management 4 4

PF 208 Minor Project (Research Paper Writing) 2 2

Course Structure for DSPSR-PGDM FT 10

POST GRADUATE DIPLOMA IN MANAGEMENT (Full-Time)

Code No PAPER L T/P CREDITS

3. HUMAN RESOURCE MANAGMENT

5. INFORMATION TECHNOLOGY & SYSTEM

Course Structure for DSPSR-PGDM FT 11

a) PF 361 - International Business Environment (3 credits)

Course Structure for DSPSR-PGDM FT 12

POST GRADUATE DIPLOMA IN MANAGEMENT (Full-Time)

Code No. PAPER L T/P CREDITS

PF 401 Business Ethics & Corporate Governance 4 4

PF 403 Dissertation & Viva Voce 8

3. HUMAN RESOURCE MANAGMENT

5. INFORMATION TECHNOLOGY & SYSTEM

6. GLOBAL BUSINESS MANAGEMENT

Course Structure for DSPSR-PGDM FT 13

PF101: MANAGEMENT PRINCIPLES AND PRACTICES

COURSE OBJECTIVE L -4 C-4 No. of Lectures- 56

1. FUNDAMENTALS (12 Hrs)

3. ORGANISING (12 Hrs)

Concept and Importance. Concept of Organization Structure. Departmentation. Span of Management.

Concept of Leading. Concept of Leadership, Functions of Leaders, Qualities of a Good Leader-The

5. CONTROLLING (12 Hrs)

1. Koontz & Weihrich, Management – A Global Perspective

Course Structure for DSPSR-PGDM FT 14

1. Business Concept: Definition, Nature of Business, Characteristics of Business, Scope of

Course Structure for DSPSR-PGDM FT 15

PF103: MANAGERIAL ECONOMICS

COURSE OBJECTIVE L -4 C-4 No. of Lectures- 56

2. DEMAND ANALYSIS (12Hrs)