ENTREPRENEURSHIP DEVELOPMENT (CP-401)

Course Contents Significance of Entrepreneur in Economic Development; Economic, Social and psychological need for entrepreneurship; Characteristics, qualities and pre – requisites of entrepreneur; The function of the entrepreneur in economic development of a Country; Methods and procedures to start and expand one’s own business; Life cycle of new business and relationship with large enterprises; Achievement motivation;Environmental Factors affecting success of a new business; Reasons for the failure and visible problems for business. Feasibility Study – Preparation of Feasibility Reports : Selection of factory location, Demand Analysis,Market potential measurement, Capital saving and project costing, Working capital requirements, profit and tax planning; Economic, Technical, Financial and Managerial Feasibility of Project. Govt. support to new enterprise; Incentives; source of Finance; Role of Govt. and Promotional agencies in entrepreneurship development. Enterpreneurship Development Programmes; Role of various institutions in developing entrepreneurship inIndia (A brief description only). Suggested Reading: 1. Cliffton, Davis S and Fyfie, David E.: “Project Feasibility Analysis” . 1977 John Wiley, New York. 2. Desai, A.N. : “Entrepreneur & Environment”. 1990. Ashish, New Delhi. 3. Drucker, Peter : “Innovation and Enterpreneurship”, 1985 Heinemann, London. 4. Jain Rajiv. : “Planning a Small Scale Industry : A Guide to Entrepreneurs”. 1984. S.S. Books, Delhi. 5. Kumar, S.A. : “Entrepreneurship in Small Industry”. 1990, Discovery, New Delhi. 6. McClelland, DC and Winter, WG. : “Motivating Econimic Achievement”. 1969. Free Press, New York. 7. Pareek, Udai and Venkateswara Rao, T. : “Developing Enterpreneurship – A Handbook on Learning Systems”, 1978, Learning Systems, Delhi. Perscribed Books- S.L. Gupta, Arun Mittal of International Book House Pvt. Ltd. Enterpreneurship Development Dr. Bhawna Bhatnagar, Ankur Budhiraja of Vayu Education of India ED & Small Business Mgmt E. Gordon, K. Natarajan entrepreneurship development, Himalaya Publishing House Desai, A.N. : “Entrepreneur & Environment”. 1990. Ashish, New Delhi.

EVALUATION SCHEME

MBA IV SEMESTER

Paper Code: CP-401 Nomenclature: Entrepreneurship Development Max. Marks: 100 External: 70 Internal : 30 Time: 3Hours

Assignment-1

Ques-1 What is meant by Entrepreneur? What are the features & functions of an Entrepreneur? Ques-2 Explain the role & importance of entrepreneur in economic development. Ques-3 Discuss socio-economic origin of entrepreneurship. Ques-4 Explain the term Women Entrepreneur.

Assignment-2

Ques-1 Explain various steps/ procedure to start a business. OR “Entrepreneurship is a process of giving birth to an enterprise”. Discuss. Ques-2 What are the major problems with SSI these days? Suggest measures to make SSI successful in India? Ques-3 What is meant by Entrepreneurial Motivation? Is it necessary for a successful entrepreneur? OR Explain need/ importance of Entrepreneurial Motivation. Ques-4 What do you mean by Environment? What constitute environmental factors & how they affect setting-up of an enterprise by an entrepreneur? Ques-5 Explain Life-cycle of new business.

Assignment-3 Ques-1 Define Working Capital. Distinguish between Gross & Net Working Capital. Discuss determinants of Working Capital requirements of an enterprise. Ques-2 Define the Concept of Profit Planning. Explain their various steps in preparation of profit plan those are used by an entrepreneur. Ques-3 Explain the steps involved in the appraisal of project. OR Explain Economic, Technical, Financial & Managerial aspects of Project Appraisal. Ques-4 Explain the important factors which must be taken into consideration while selecting a location for setting up of a factory. Ques-5 Explain the process of conducting market appraisal of a project.

Assignment-4

Ques-1 Explain various source of finance in detail. Ques-2 “ EDP is a process of grooming entrepreneurs.” Explain its phases. OR What do you mean by EDP? Explain its phases & process. Ques-3 Explain various institutes working for the development of entrepreneurship. Ques-4 Critically evaluate the role of govt & other promotional agencies in ED in India.

INTERNATIONAL FINANCIAL MANAGEMENT ( FM-402)

Course contents Finance function in multinational firm; Institutional structure of international financial markets; cost and availability of international financial flows; international financial instruments. International Working capital Management; Aspects of international cash management; international receivables management; securitization of receivables, International investment: factors and benefits; direct and portfolio investment; international CAPM; Capital budgeting for foreign direct investment; assessing and managing political risk. International aspects of raising capital; determining financial structure of foreign subsidiaries of MNCs; financial choices for an MNC and its foreign affiliates; cost and risks of financing. Suggested Reading:

1. Maurice D. Levi: International Finance, McGraw Hill, NY. 2. A Buckley: Multinational Finance, Prentice – Hall, N. Delhi.

3. P.G. Apte: International Financial Management, TATA McGraw Hills, New Delhi

4. A.C. Shapro: Multinational Financial Management Prentice Hall, N. Delhi.

Prescribed Books:

1. A.C. Shapro: Multinational Financial Management Prentice Hall, N. Delhi 2. International Financial Management : V.Sharan

Evaluation Scheme MBA-IV SEMESTER

Paper Code: FM-402 Nomenclature: International Financial Management Max Marks. 100

External: 70 Internal: 30 Time: 3Hours

ASSIGNMENT –I

1. What are the main financial functions? How is finance function organized in a multinational firm?

2. What are the important international financial instruments? Explain risk return characteristics of these instruments?

3. Distinguish between Multinational Corporation and Transnational Corporations.

4. Distinguish between Straight Bonds and Floating Rate Notes?

5. What is the procedure of issuing EURO equities?

ASSIGNMENT –II

1. What is working capital management? Explain the main issues of international working capital management?

2. Describe the concept of Leads and Lags?

3. What should be the shape of optimal receivables policy?

ASSIGNMENT –III

1. What is Capital Budgeting? How do you compute the Cash Flows in International Capital Budgeting?

2. What is Foreign Direct Investment? Explain the factors effecting FDI.

3. What are the different forms of Political Risk?

4. Distinguish between Micro and Macro Political Risk?

5. How is risk integrated in Capital Budgeting?

ASSIGNMENT –IV

1. What are the International aspects of raising capital? Explain factors affecting the financial structure of multinational corporations.

2. Explain the financial choices for MNC and its foreign affiliates, cost and risk of financing.

Management of Financial Services(FM-405)

Course contents Financial Services : Meaning, Nature and Types. Leasing : Concept, Classification, Accounting, Legal and Tax Aspects of Leasing; Financial Evaluation of leasing. Factoring : Meaning, Characteristics and Types of Factoring arrangements, Factoring in India, Factoring vs. Forfeiting. Hire Purchase Finance and Consumer Credit : Conceptual FrameWork; Legal Aspects; Taxation; Accounting and Reporting; Financial Evaluation of Hire Purchase Finance, Features of Consumer Credit. Housing Finance : Introduction, NHB’s Housing Finance Companies Directions, Prudential Norms, Housing Finance Schemes. Credit Rating: Meaning and Types; Benefits of Credit rating to investors and companies. Credit Rating Agencies; Objectives and Functions. Credit Cards: Concept and Significance; Types of Credit Cards, Credit Card Business in India. Book Building: Concept and Mechanism of Book Building; Significance and Benefits of Book Building. Bought Out Deals: Meaning and Nature; Mechanisms of Bought out Deals; Advantages; The Present Scenario. Securitisation: Concept, Mode, Mechanism and Beneficiaries of Securitisation; Securitisation in India. Depository system; Benefits of depository; Depository system in India. Venture Capital : Meaning, Modes of Financing. Role and Functions of Merchant Bankers.

Suggested Reading :

1. Khan, M.Y.: Management of Financial Services, McGraw Hill, 2001. 2. Gordan, E and K. Natrajan : Emerging Scenario of Financial Services. Himalaya Publishing House, 1997. 3. Meidan, Arthur Brennet, M. : Option Pricing: Theory & Applications, Toronto, Lexington Books, 1983. 4. Kim, Suk and Kim, Seung : Global Corporate Finance: Text and cases, 2ed., Miami Florida, Kotb, 1993. The list of case and specific references including recent articles will be announced in the class at the time of launching of the course

Evaluation Scheme

MBA IV SEMESTER Paper Code: FM- 405 Nomenclature: Management of Financial Services Max Marks. 100 External : 70 Internal : 30 Time: 3Hours

Assignment No. 1

1. Discuss briefly the significance and limitations of leasing. 2. Give a brief account of the important aspects of (i) Lease documentation and (ii)

Lease Agreement.

3. How does sales tax affect a leasing transaction?

4. Explain briefly the net present value of leasing (NPV(L)) /net advantage of leasing (NAL) as the decision –Criterion for lease evaluation from the lesses’ perspective.

Assignment No. 2

1. Discuss the main characteristics of hire-purchase. How does it differ from (a) installment payment, and (b) finance lease.

2. Briefly explain the main provisions of the sales of goods act as are applicable to a

hire-purchase transaction.

3. Explain briefly the mechanism of factoring.

4. What are the functions of a factoring?

5. Discuss briefly the various forms of factoring.

6. Write a brief note on the contents of a factoring agreement.

7. Compare and contrast factoring with forfeiting and bill discounting.

Assignment No. 3

1. Write briefly note on the national housing bank as the apex housing finance institution in India.

2. What are main elements of the NHB guidelines for extending equity support to

HFCs.

3. Explain briefly the main feature of NHB’s directions to housing finance companies relating to :

a. Acceptance of public deposits b. Prudential norms c. Auditors Report

Assignment No. 4

1. Discuss briefly the distinguishing features of venture capital financing as against other capital investments.

2. Discuss the process of selecting an investment in venture capital financing.

3. What are the main areas of focus of the aftercare stage of venture capital

financing? 4. Describe the main features of SEBI regulations relating to credit rating agencies.

5. Discuss the steps followed by the credit rating agencies in the rating process.

Project Management ( FM-406)

Course Contents Generation and Screening of Project Idea; Capital Expenditure; Importance and Difficulties; Market Demand and Situational Analysis; Technical Analysis; Financial Analysis; Analysis of Project Risks; Firm Risk and Market Risk; Social Cost and Benefit Analysis; Multiple Projects and Constraints; Network Techniques for Project Management; Project Review and Administrative Aspects; Project Financing in India; Problem of Tiem and Cost Overrun in Pubic Sector Enterprises in India; Assessment of the Tax Burden; Environment Appraisal of Projects. Suggested Reading: 1. w. Ahuja, G.K. & Gupta, Ravi : Systematic Approach to Income Tax, Allahabd, Bharat Law Hose ,1997. 2. Bhalla, V.K. : Financial Management and Policy, 2nd ed., New Delhi, Anmol, 1998. 3. Chandra, Prasanna : Projects : Preparation, Appraisal, Budgeting and Implementation, 3rd ed., New Delhi, Tata McGraw Hill, 1987. 4. Dhankar, Raj S.: Financial Management of Public Sector Undertakings. New Delhi, Westville, 1995. Perscribed Book 1. Chandra, Prasanna : Projects : Preparation, Appraisal, Budgeting and Implementation, Tata McGraw Hill, 1987

EVALUATION SCHEME MBA-IV SEM

Paper Code: FM-406 Nomenclature: Project Management Max Marks: 100 External: 70 Internal: 30 Time: 3Hours

Assignment-1

Ques-1 What is meant by Capital Budgeting? Discuss various phases of Capital Budgeting. Ques-2 What can a firm do to stimulate the flow of project ideas? Give your opinion as to how a project manager can screen the project ideas. Ques-3 Explain the process of conducting market appraisal of a project. Ques-4 Explain key steps in sample survey.

Assignment-2

Ques-1 Discuss the steps involved in technical analysis of a project. Ques-2 Explain various types of risks associated with projects. Explain any two Techniques of analysis of project risk. Ques-3 Explain the components of cost of project. Discuss them in detail. Ques-4 Explain the following terms-

(a) Risk-Free Rate (b) IRR.

Assignment-3

Ques-1 Discuss the principal source of discrepancy between social cost & benefit on one hand & monetary cost & benefit on other hand. Ques-2 What are the five stages of appraisal in UNIDO APPROACH as described in the guide to practical project appraisal? Ques-3 Explain the process of PERT & CPM in detail. Ques-4 Differentiate between PERT & CPM. Ques-5 What needs to be done o identify potential investment opportunities? Ques-6 Why should post-audit of projects be done?

Assignment-4

Ques-1 Explain the term- EIA & EIS. Ques-2 Explain various means of financing a project. Ques-3 Explain methodology for conducting an EIS study? Ques-4 What is cost over run of the projects?

PORTFOLIO MANAGEMENT (FM-407)

Course Contents Introduction – Meaning, Need, risk & return determination of a portfolio, Markowitz portfolio theory, Sharp simple index model and APT; Optimal portfolio : selection & problems; Efficient Frontier; Meaning & Construction ad investors utility; Efficient frontier (i) risk – free and (ii) risky lending and borrowing, leveraged portfolio; market portfolio; capital market line; CAPM; security market line; characteristic line; Portfolio revision – Meaning, need and constraints; formula plan; constant – dollar – value plan, constant ratio plan, variable ratio plan. Bond portfolio management strategies – passive portfolio strategies, active portfolio strategies; portfolio performance evaluation, risk adjusted performance measures. Suggested Reading

1. Alexander, Gordon J. and Sharpe, William F. : Fundamentals of Investment, Englewood Cliffs, New Jersey, Prentice Hall Inc.

2. Kevin: Portfolio Management, Prentice Hall of India, New Delhi.

3. Sharpe: Investments, Prentice Hall of India, New Delhi.

4. Strong: Portfolio Management, Thomson Learning, Bombay.

5. Elton, Edwin J. and Gruber, Martin J.: Modern Portfolio Theory and Investment

Analysis, New York, John-Wiley.

6. Reily, Frank K.: Investment Analysis and Portfolio Management, Dryden Press

7. Fischer Donald E. and Jordan, Renold J.: Security Analysis and Portfolio Management. Prescribed Books

1. Kevin: Portfolio Management, Prentice Hall of India, New Delhi. 2. Portfolio Management: V.K. Bhalla

Evaluation Scheme

MBA- IV SEMESTER

Paper Code: FM-407 Nomenclature: Portfolio Management

Max Marks. 100 External: 70 Internal: 30 Time: 3Hours

ASSIGNMENT –I

1. What is portfolio management? What are the needs and phases of portfolio management?

2. What are the key assumptions made by Markowitz about Asset selection behavior?

3. What is meant by optimal portfolio? How is it defined?

4. Describe the Sharpe Index Model. How do you interpret Alpha and Beta in the model?

5. Write a detailed note on Arbitrage Pricing Theory?

ASSIGNMENT –II

1. Explain the nature of a risk return in different curves?

2. Define the term risk premium?

3. Define the term Beta?

ASSIGNMENT –III

1. What are the advantages of adopting CAPM Model in the Portfolio Management?

2. Distinguish between Security Market Line and Capital Market Line?

3. What is meant by Portfolio Revision?

4. Describe major constraints in Portfolio Revision?

5. “Formula Plans help the investors to overcome being emotionally attached to the stock” Explain?

ASSIGNMENT –IV

1. Define Bond Portfolio Management?

2. What are the various strategies of Bond Portfolio Management?

3. Explain how the Passive Portfolio Management is different from Active Portfolio Management strategies?

4. Describe the different situation where evaluation of Performance of portfolio becomes necessary?

5. What are the Risk Adjusted Return measure? Give two examples.

MANAGEMENT TRAINING AND DEVELOPMENT (HRM-403) Course contents Training Process – an overview; role responsibilities and challenges to training manager organization and management of training function; Training needs assessment and action research; Instructional objectives and lesson planning; learning process; Training climate and pedagogy; Training methods and techniques; Training aids; Training communication: Training evaluation; Training and development in India. Suggested readings 1. Beunet, Roger ed. Improving Training Effectiveness. Aldershot, 1988. 2. Buckley R & Caple, Jim. The Theory & Practice of Training, London, Kogan & Page. 1995. 3. Lynton, R. Pareek, U. Training for Development. 2nd ed. Vol. I, Vol-II, Vistaar, New Delhi, 1990 4. Pepper, Allan D. Managing the Training and Development Function. Aldershot, Gower, 1984. 5. Rae, L. How to measure Training Effectiveness. Aldershot Gorwer, 1986. 6. Reid, M A etc. training Interventions: Managing Employee Development. 3rd ed. IPM, London, 1992. 7. Senge, P. The Fifth Discipline; The art and practice of the learning organization, Century London. 1992 . 8. Sahu RK, ” Management Training for Development” Excel Publication. The list of cases and specific references including recent articles will be announced in the class at the time launching of the course.

EVALUATION SCHEME MBA IV SEMESTER

Paper Code: HRM-403 Nomenclature: Management Training and Development Max. Marks: 100 External: 70 Internal : 30

ASSIGNMENT-1 Q1. What are the various roles, Responsibilities and challenges of training manager? Q2. Explain various models of training. Q3. What do you mean by training need assessment? Explain the various techniques of training need assessment.

ASSIGNMENT-2

Q1Explain the various steps involved in designing training and development program. . Q2What is learning? Explain the various domains and theories of learning. Q3Explain the various types of training methods. Q4What do you mean by training evaluation. Explain various models of training evaluation.

ASSIGNMENT-3 Q1 What do you mean by lesson plan? Explain the steps involved in preparing a lesson plan. Q2What is organizational climate. Discuss the essentials and type of organizational climate. Q3 Write a short note on pedagogy. Q4Write a short note on Action Research.

ASSIGNMENT-4

Q1.What are various types of training aids used by the trainer? Q2Explain the organizational set-up required for training. Q3 Explain the various domains of instructional objectives. Q4 Write a short note on current status of training and development India

HUMAN RESOURCE DEVELOPMENT:STRATEGIES&SYSTEMS

(HRM-405)

Course contents UNIT I:

Field of HRD - Concepts, goals, challenges, HRD climate and practices in India;

UNIT II:

Staffing HRD function; Developing HR strategies;

UNIT III:

HRD system design principles; Design & administration of select HRD systems;

UNIT IV:

HRD for workers; HRD intervention; HRD approaches for coping with organizational

changes.

Suggested readings 1. Dayal, Ishwar. Successful Application of HRD. New concepts, New Delhi. 1996.

2. Dayal Ishwar. Designing HRD Systems. Concept, New Delhi, 1993.

3. Kohli, Uddesh & Sinha, Dharni P. HRD - Global Challanges & Strategies in 2000 AD

ISTD,New Delhi. 1995.

4. Maheshwari, B L. & Sinha Dharni P. Management of Change Through HRD. TATA

McGraw Hill, New Delhi, 1991.

5. Pareek, U. etc. Managing Transactions: The HRD Response. Tata McGraw hill. New

Delhi, 1992.

6. Rao, TV etc. alternative Approaches & Strategies of Human Resource Development.

Rawat, Jaipur, 1988.

7. Silver, DN HRD: The Indian Experience. India, New Delhi, 1991.

8. Tripathi RC, “HRD” Sultan Publication.

9. Gupta Santosh & Deep Sachin Gupta, “Human Resource Development” Publications.

10. Subbarao P., “Human Resource Development” HPH.

11. Kaushal H., “Human Resource Development” McMillan.

12. Kundala Sarinivas R., “Human Resource Development & Management” PHI.

EVALUATION SCHEME

MBA-IV SEMESTER

Paper Code: HRM-405

Nomenclature: Human Resource Strategies and Systems

Maximum Marks: 100

External Assessment: 70

Internal Assessment: 30

Time: 3 hours

Assignment No:1 1. Write in detail about the instruments/mechanisms used to facilitate Human

resource development

2. Explain the concept of Human resource development. Discuss goals and

objectives of HRD and bring out potential benefits of HRD and also describe

prerequisites for effective HRD process.

3. Elaborate the climate of HRD in India. Also explain the HRD practices .

4. Write short notes:

(a) Manpower planning

(b) Career planning

(c) Job description

(d) Difference between training & OD.

(e) Potential appraisal

(f) Resistance to change

(g) Management by objectives

Assignment No: 2 1. What is the main objective of HRD department? Writ e about its various tasks.

How can HRD be used for organizational effectiveness? Give suggestions.

2. Discuss in detail various approaches to HRD and also bring out prerequisites for

HR professionals to use any HRD approach.

3. What do you understand by the term ‘HRD for workers’? What are self-

development programmes (SDPs)? And how these are useful for the development

of workers, and also bring out HRD techniques for workers.

4. Write short notes:

a. Manpower demand & supply forecasting

b. Sensitivity training

c. Retention of talented work force in originations

d. Quality of work life

e. HRIS

f. Exit interviews

Assignment No:3

1. Describe the points to be remembered in designing a new Human resource

development system. What things should be incorporated in an HRD plan

2. Write a detailed note on design and administration of new HRD systems.

3. What do you mean by organizational change? Describe various approaches of

HRD for management of organizational change

4. Explain how will you design, implement/ administer and evaluate a selected HRD

system for Indian public sector organization.

5. Write short notes:

(a) Performance management

(b) HRD Climate

(c) Organizational change

Assignment 4:

1. Is management development essentially a part of effective personnel policy? Give

reasons.

2. Distinguish training from development. Write in detail about sensitivity training.

3. Discuss training and development as Major H.R. Strategic mechanism and also

express your views on how T & D can be used for sustainable development

4. Write short notes:

a. Potential appraisal

b. Quality circles

c. Work place competencies

d. Employees assistance programmes (EAPs)

Global Human Resource Management(HRM-406)

Course Contents

Human and cultural variables in global organizations; Cultures in organizations and

Hofstede’s study; Structural evolution of global organizations; Cross cultural leadership;

motivation and decision making; Cross cultural communication and negotiation; Human

Resource management in global organizations; selection, source criteria for international

assignment; Compensation and appraisal system.

Suggested Reading: 1. Adler, N. J.: International Dimensions of Organizational Behaviour, Kent pub. , Boston, 1991. 2. Bartlett, C and Ghoshal, S. : Transnational Management: Text, Cases and Readings in Cross Border Management, Irwin, Chicago, 1995. 3. Dowling, P. J. etc,. : International Dimensions of Human Resource Management, 2nd Ed. Wadsworth, California, 1994. 4. Hofstede, G.: Cultures Consequence: International Difference in Work Related Values. 2nd Edition, Sage, London, 2001. 5. Marcis, D and Puffer, S. M. : Management International: Cases, Exercises and Readings, West Publishing, St. Paul, 1994. 6. Mead, R.: International Management: Cross Cultural Dimensions, Blackwell, Cambridge, 1994. Prescribed Book: International management: Dr. P. Subarao: Himalaya Publication.

Evaluation Scheme

MBA-IV SEMESTER

Paper Code: HRM-406 Nomenclature: Global Human Resource Management Maximum marks: 100 External: 70 Internal: 30 Time: 3 Hrs

Assignment No: 1

Q.No.1: Explain the human and cultural variables in Global organizations. Q.No. 2: What do you mean by a Global organization? Q.No.3: Define culture of an organization. Q.No.4: Differentiate between Domestic HRM & International HRM. Q.No.5: What role HR managers play in dealing with culture differences?

Assignment No: 2

Q.No.1: Explain the culture difference as given by Hofstede. Q.No.2: How does a organization evolve? Q.No.3: Explain the term Structural Evolution of Global organization. Q.No.4: What is the role played by leaders in international/global management?

Assignment No:3

Q.No.1: How can be the employees motivated to take up international assignment? Q.No.2: What is the process of Decision making in global organization? Q.No.3: How is the process of communication different in international organization from domestic organization? Q.No.4: What are the negotiation techniques used in global organization?

Assignment No:4

Q.No.1: What factors should be kept in mind while selecting employees for international assignment? Q.No.2: What are the source criteria for international assignment? Q.No.3: Write a detailed note on compensation management in global organization. Q.No.4: What is process of appraisal for employees in international organization.

INTERNATIONAL MARKETING(MM-401)

Course contents Unit-I

1. International Marketing: Definitions, nature, scope and benefits; reasons and

motivations underlying.

2. International Trade and International Business; basic modes for entry; process of

International Marketing.

3. Domestic Marketing versus International Marketing.

Unit-II

1. International Marketing Environment, WTO Framework and International

Marketing.

2. Factors influencing International Market selection and segmentation, Selection

strategies.

3. International Marketing Planning and Control.

Unit-III

1. International Marketing Mix: International product policy and planning

International product mix.

2. Branding, labeling, packaging and organization of product warranties and

services.

3. International pricing policies strategies, the process of price setting, pricing

decisions, information for pricing decisions.

Unit-III

1. International Advertising: International advertising strategy, elements of

advertising strategy, Media strategy.

2. International Distribution Management,International Distribution Channels,

3. International Distribution Policy, selecting distribution channels.

Suggested Books 1. R.L.Varshney and B. Bhattacharya: International Marketing; Sultan Chand

Publication 2. Subash C Jain :International Marketing ; South Western

EVALUATION SCHEME M.B.A IV SEMESTER

Paper Code:MM-401

Nomenclature: International Marketing

Maximum Marks : 100

External Assessment: 70

Internal Assessment: 30

ASSIGNMENT- I

Questions:-

1. Define international marketing. Why is it essential for a company to master the art

of international marketing in the present competitive times?

2. What are the different modes of entry into the International market? What are the

relative advantages and disadvantages of each mode?

3. Discuss the role and main functions of World trade Organisation (WTO)/

What factors make conducting international marketing research more difficult

than domestic marketing research

4. Differentiated between

a. International business and International Trade.

b. Domestic and international marketing

c.

5. Why should a firm enter international business? Give example of each reason.

6. Why should international marketing be considered as a separate field of study

even though marketing decisions in both domestic and international markets are

basically the same?

7. Define international marketing. And also explain its nature and scope.

ASSIGNMENT- II

Questions:-

1. What type of planning is mainly conducted by overseas subsidiaries? What input

does the parent cooperation supposedly provide in their planning efforts.

2. Explain the factors influencing the international market selection.

3. Define and explain the international market selection strategies.

4. What factors affect an organization structure in the context of international

marketing?

5. How can a product portfolio frame work apply in the international strategy

planning process?

ASSIGNMENT- III

Questions:-

1. Discuss the perspectives of international product planning.

2. Explain the importance of the pricing decision in the international context

3. What role does corporate management play in price setting for international

markets?

4. What factors will you take into account while setting prices for the international

markets?

5. Write short notes on the following in global context;

(a) International Packaging

(b) International warranties and Services

(c) Labeling

6. Describe the role of international product warranties and services.

7. What alternative strategies can a company adopt to brand its international

products?

8. Compare various branding alternatives for international markets.

ASSIGNMENT- IV

Questions:-

1. Compare the merits of alternative international channels of distribution.

2. Explain the international channel selection process.

3. Compare the pros and cons of using standardized versus localized advertising.

4. Discuss the development and availability of international media.

5. Describe the steps in an international advertising program

.

6. Explain the role of advertising agencies internationally.

7. List the various steps for developing an international advertising program.

8. How will you be selecting channels of distribution for international markets?

9. What factors argue for an internationally standardized approach to advertising?

Industrial Marketing (MM-402)

Course contents: Nature and scope of International Marketing: Differences between Industrial Marketing and consumer marketing; understanding Industrial Markets; Organizational Customers; Classifying Industrial products; nature of demand in Industrial Markets; Industrial Buyer Behavior; Industrial Purchasing System: Industrial Marketing Research: Industrial Marketing Strategy: Strategic planning. Assessing Marketing Opportunities, segmentation of Industrial Markets, Product Positioning: Product Decision and Strategies; Industrial Services; Industrial Pricing: Price Determinants, Pricing Policies, Pricing Decisions, Formulating Channel Strategy; Logistics Management; Industrial Marketing Communication: Sales force Management, Advertising and sales promotion. Suggested readings:

1. Reader Robert R. Industrial Marketing Analysis, Planning and control Englewood Cliffs, New Jersey, Prentice Hal Inc. 1991. 2. Vitale; Business to Business Marketing; Thomson Learning, Mumbai. 3. Havalder Krishna K, Industrial Marketing, TMH, New Delhi. 4. Corey E Raymond, Industrial Marketing: Cases and concepts, 3rd ed. Englewood cliffs, New Jersey Prentice Hall Inc. 1983. 5. Gross AC Business Marketing Boston, Houghton Mifflin, 1993. 6. Hill, Richard etc. Industrial Marketing. Homewood Illinois, Richard D. Irwin, 1975. 7. Webster, FE. Industrial Marketing Strategy, 2nd ed. New York John Wiley, 1979. 8. Alexender S. Ralph cross – Industrial Marketing. 9. Reeder Robert R., “Industrial Marketing” PHI.

Evaluation Scheme

MBA-IV SEMESTER

Paper Code:MM-402 Nomenclature: Industrial Marketing Max Marks. 100 External : 70 Internal : 30 Time: 3Hours .

Assignment No. 1

1. Explain the main difference between consumer and industrial marketing. 2. Industrial marketing is more complex than consumer marketing. Do you agree

with this statement? Explain your answer. 3. What are the types of industrial customer? 4. Describe the classification of industrial products and services. 5. In what manner the purchasing practices in government organizations differ in

comparison to commercial enterprises in private sector?

Assignment No. 2

1. Describe the all phases in buying decision process. 2. Describe the following models:

a. The Webster and Wind model b. The Sheth Model

3. Explain the scope of industrial marketing research. 4. What do you mean by Industrial Marketing Intelligence System? Explain its

concept and components. 5. What do you mean by market segmentation? Explain the procedure followed for

market segmentation. 6. What are the different criteria used for selection of segmentation variables?

Assignment No. 3

1. Explain the term Positioning. What is the main procedure for developing a 2. Positioning strategy.

3. Explain the all factors demanding change in product strategy. 4. Explain Industrial Product Life-Cycle and Strategies. 5. Explain briefly all shapes of Product Life Cycle for Industrial Products. 6. What are the factors whose are responsible for Success and Failure of New

Industrial Product? 7. Explain briefly the process of New-Product Development.

Assignment No. 4

1. What are the factor affecting the nature of Industrial Channels?

2. Describe all types of Industrial middlemen/intermediaries.

3. Explain all the major steps involved in the selling process of Industrial

products.

4. Which factors has to consider in pricing decision of industrial product.?

5. Explain: (i) BCG Model: Growth-Share Matrix (ii) GE Model: Business Screen Matrix

Direct Marketing (MM-404)

Course Contents UNIT I: Direct Marketing : Definition, scope and importance of direct marketing ; Direct Marketing Modes – Tele-Marketing, Catalogue Marketing Network Marketing, Data-base Marketing, Changing face of Direct Marketing. UNIT II: Elements of Direct Marketing: Planning a direct marketing programe; Direct Marketing and developing new business; Guidelines for effective direct marketing – likely pitfalls, rules for success. Institutional Direct Marketing: Industrial Direct Marketing; Retail Direct Marketing; Dealer – identified direct marketing. Segmentation and Target Marketing; Marketing Mix for Direct Marketing; Product, price, Place and promotion strategies. UNIT III: Direct Marketing Operations : Planning direct marketing campaign; Communication for direct marketing; Media planning; Fulfilment and customer service – receiving and processing orders, inventory and warehousing decision, and customer service. UNIT IV: Tools and Techniques : Role of information technology in direct marketing; Developing customer data base; cost analysis and cost control of direct marketing; Evaluation effectiveness of Direct marketing. Application of Direct Marketing: Financial services marketing, Fund raising; Customer loyalty programmes. Suggested Reading 1. McDonald, William J. : Direct Marketing, TMH, New Delhi, 1998. 2. Bird Dryayton : Common Sense Direct Marketing, Kogan Page, London. 3. Bob Stone : Successful Direct Marketing Methods, NTC, Chicage. 4. Edward, Nash : The Direct Marketing Handbook, Tata McGraw Hill, New Delhi. 5. Edward, Nash : Direct Marketing, TMH, New Delhi, 1992. 6. Roberts, M.L. and P.D. Berger : Direct Marketing Management, Prentice Hall, New Jersey. 7. Stone, Martin, Derek Davies and Alison Bond : Direct Hit, Macmilian, New Delhi.

EVALUATION SCHEME

MBA IV semester Paper Code: MM-404

Nomenclature : Direct Marketing

Maximum Marks: 100

External Assessment: 70

Internal Assessment 30

Time : 3 Hours

Assignment – 1

1. Define Direct Marketing .Describe benefits, scope and drawbacks of Direct Marketing.

2. Elucidate the modes of Direct Marketing.

3. Write short on: Customer Loyalty programme. Fund Raising

4. What are the elements of Direct Marketing. 5. Explain the guidelines for effective Direct Marketing. 6. How will you evaluate the effectiveness of Direct Marketing. 7. What are the channels of direct marketing in current scenario.

Assignment – 2

1. Write short notes on:

a. International Direct Marketing. b. Industrial direct Marketing. c. Retailer Direct Marketing. d. Database marketing e. Network marketing

2. Explain the Financial Services of Marketing Mix.

3. Explain and elaborate the marketing mix which are used for direct marketing. 4. Explain the STP’s of Direct Marketing . 5. Explain industrial direct marketing. List out the differences between consumer

and industrial marketing .what are the strategy components of industrial marketing.

Assignment – 3

1. Explain the role of media planning in direct marketing. What are the factors that

affects media planning. Or

What are the steps involved in media planning. 2. Differentiate between industrial markets and consumer markets 3. Explain industrial marketing strategies. What its components.

4. Explain the operations of direct marketing in detail. 5. Explain in detail the process of direct marketing programme. What are the uses

and importance of marketing plan?

6. Explain direct marketing budget and cost control

Assignment – 4

1. What do you mean by retail direct marketing? What are retailer strategy and marketing mix. Explain the organized and unorganized sector in retailing.

2. Explain the standard direct mail package.

3. What do you mean by customer services? Explain. Discuss various factors affecting

receiving end order purchase.

4. Explain the role of inventory and warehousing in direct marketing.

5. Explain the salient features of financial services. How direct marketing tools and techniques are applied in financial services marketing? Explain in detail.