Course summary: Business-to-Business (B2B) Marketing encompasses those management activities that enable a supplier firm to understand, create, and deliver value to businesses, governments, and other institutional customers. This course is designed to provide participants with a good understanding of the concepts of B2B market management and prepare them for the demands of the real world.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Witten), Ethical Responsibility
Area: MKT
Credits: 4
Term: IV
Course summary: Successful brand building has become one of the more potent tools of gaining long-term sustainable competitive advantage. Strong brands have, over the years, acquired the status of the most valuable intangible assets of a company. Brand Equity, though not overtly present in the balance sheet, represents potential value, which often far exceeds the total value of the tangible assets of a company. Besides, brands provide relative immunity from the inroads of competition and help create a loyal franchise for the products or the organization. In an increasingly complex world replete with mind-boggling choices, brands act as surrogates to guide consumers’ preferences and choices. Brands help to build sustained relationships with the consumers. Brands can be leveraged to gain preferred positions with the suppliers, channel intermediaries, opinion leaders, lobbyists and other publics. Strong brands lend endurance and permanence to an organization and protects it from market turbulences and uncertainties. Given that brands continue to be the biggest assets that can be owned by leading current and future organizations, this course on Brand Management gives an opportunity to current students of IIM Udaipur to develop a critical understanding of the processes and activities involved in building and managing successful brands. It has been well proven that at times of crises and market downturns (as caused by the recent Covid pandemic), and subsequent upturns, strong and innovative brands tend to be more resilient, and perform significantly better than weaker brands and overall categories.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Written), Ethical Responsibility
Course summary: We all work in an organization to create value; the compensation system determines how this value is distributed amongst those who directly contribute. A competitive compensation system attracts the right kind of employees to the organization, retains the right kind of talent, and motivates organizational members to put in efforts towards creating value for the stakeholders. A well-designed compensation system can ensure that executives feel a sense of equity when they compare themselves with others within and with the outside world. This sense of internal and external equity significantly contributes to an executive's satisfaction with their pay. In addition, a well-designed compensation system also ensures that appropriate value-creating behaviours are rewarded, enhancing overall value creation in the organization. As practising business leaders, compensation will be necessary to you in multiple ways. First, when you lead the business, you will be directly responsible for designing and managing an effective compensation system at that time. As a line manager responsible for a team of people, you will attract, assess, and motivate the people working under you. For line managers, the compensation of their subordinates is often a major topic of discussion during recruitment, performance appraisal, and systematic attempts to motivate their team to give their best. Hence, you must know enough about compensation policies and practices to adequately guide and support your employees. Finally, even if you chose to remain in a non-leadership (e.g. expert) role, as an employee (i.e., as an individual), you are likely to be impacted by your company's compensation policies and practices. Hence, it makes sense to understand these policies and procedures and their impact on the individual, the organization, and society.
Meets AACSB Program Level Goals: How pay decisions help the organisation, Knowledge to solve organisational compensation-related problems, Construct a compensation system
Area: OBHR
Credits: 2
Course summary: Consumers are the heart and soul of any business, and therefore, understanding consumer behaviour is the key to any successful business venture. Conversely, a lack of consumer insights has been the root cause of many business failures. While every entrepreneur, seller, and marketer is invariably also a consumer, understanding and predicting one's own marketplace behaviour and that of others is often trickier than it seems. As Thales once said, "The Most Difficult Thing in Life is to Know Yourself." In this course, students will uncover and understand several of their and others' idiosyncrasies as consumers, learn the underlying explanations of several commonly encountered consumer practices, discover the irrationalities consumers exhibit in the marketplace, and explore several persuasion and marketing tools and strategies practitioners use to tap these consumer irrationalities. This course focuses on understanding and predicting consumer behaviour by integrating theories from psychology, sociology, and economics. Emphasis will be on how marketers and policymakers can use consumer behavioural insights to their advantage and modify certain behaviours in consumers to enhance their well-being. This course is targeted at intellectually driven students interested in pursuing careers in general management, marketing, entrepreneurship, business consulting, media, and advertising, as well as not-for-profit marketing. The course has been designed to ensure that students learn most of the core concepts, theories, and tools in the class so that they can devote enough time ruminating on the concepts learnt discussing and applying them in the group projects when they return to their hostels. To this end, the pedagogy for this course would be a mix of traditional lectures, readings and case analyses, and experiential-learning-based in-class activities.
Meets AACSB Program Level Goals: Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Written), Ethical Responsibility
Course summary: This course gives you an insight into why consumers do what they do. We will delve into the psychological, social and cultural influences on human beings to draw this insight. Such an insight is crucial in addressing various marketing problems. It will also help you contribute towards consumer well-being, something that is gaining increasing importance in the world. Given that the world is technologically connected today (with the penetration of mobile phones in India reported to be inching towards 80%), we will also be flavouring the sessions (where applicable) with CB in today’s digital age.
Course summary: This course deals with analysis of fundamental and market information for corporate valuation. Students learn how to compute intrinsic, relative and contingent values of a firm. At the end of this course, students should have a good understanding of (i) value relevant information contained in financial statements (ii) techniques to estimate growth and cost of capital (iii) efficacy of alternative valuation models (iv) operating and financing strategies that impact firm value. The course will be taught from the perspective of a security analyst although the material covered will be relevant to the corporate financial analyst for evaluating acquisitions, restructurings, and other investments, and for calculating the value generated by strategy scenarios. By the end of the course, the student should feel competent in writing a thorough, convincing equity research report.
Area: FINAC
Course summary: The Corporate Valuation course is an elective course in finance and teaches students how to value companies.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Communication Skills (Written)
Course summary: Digital technologies are increasingly becoming ubiquitous and digitally enabled business models are proliferating. On the one hand, these technologies and business models have enabled emergence of many new Fortune-500 companies. On the other hand, they have had disruptive impacts on many established industries and established business models, and threatened the very survival of many conventional businesses and organizations. Organizations need to devise new strategies, modify their existing business models, and undergo strategic business transformations, in order to be able to take up new opportunities available in this emerging business landscape, and/or successfully respond to the existential threats posed by these business models. This course will allow students to learn how CEOs and top management teams integrate the understanding of digital technologies and digitally enabled business models with strategy making and business transformation process, in order to improve competitive advantage, enhance business performance, and improve economic sustainability of their enterprises. Conceptually the course insights are primarily rooted in the literature on Resource Based View (RBV), organizational capabilities, competitive strategy, competitive advantage, corporate strategy, strategic change, and management of change. The course will help students learn the following topics: (a) New ways of creating and capturing value through digitally enabled business models, (b) Enhancing customer and operational excellence through digitalization, (c) Responding to digital disruptions, (d) Competing by launching digitally enabled business models, (e) Leading and managing the processes of digital transformation, and (f) Developing new capabilities for enabling digital transformation.
Area: BPS
Course summary: M This course provides a comprehensive overview of the current issues and methodologies that are used in the recruitment and selection process. A strategic approach to recruitment and selection is emphasized, incorporating essential human resource planning components. Students would be able to experience the other side of the recruitment table, i.e., they would be able to experience the thinking patterns and actions of a recruiter/interviewer. This would help students to understand the intricacies of selection criteria and how the interviewer judges the candidate against those criteria /competencies during various stages of the selection process. Especially how the recruiter/interviewer assesses the candidate's behavioral actions (including body language) and how he/they understand whether the candidate is the right fit or not for the said job. By knowing these finer details of the other side of the table, students can prepare themselves for the job/placement and can avoid making such mistakes that go against them during the various stages of the selection process, especially during the interview process. This includes analyzing and shortlisting CVs, screening and analyzing technical and behavioral competencies of the candidates during an interview, probing techniques, interviewing techniques, and various other techniques that are being followed these days by the corporate world to get the right talent on board. Concentration will be on structured interview techniques with students designing effective situational and behavior description interview questions, scoring guides, and conducting interviews through role play. Practical applications of all material are assimilated through cases, experiential exercises, and games. By the end of this course, students will also acquire skills to conduct an effective behavior-based interview (a well-tested effective hiring methodology used widely by the best of the organizations in the world), which would be very well required by any HR manager.
Course summary: This is a foundational course in financial derivatives designed to equip students with basic knowledge of derivative instruments, including their structure, pricing, and usage. The course will primarily focus on forwards, futures, options, and swap contracts, particularly in the context of commodities, equity/equity indices, forex, and interest rates as underlying assets. Emphasis will be placed on pricing (and mispricing and strategies to capitalize on them) as well as the risk management function of derivatives. Students will also learn about recent instances of derivative misuse, thereby highlighting the associated risks of holding derivative positions. The learnings from this course will serve as a precursor to advanced courses on derivatives. The course will serve as a first step towards building a career in fields such as investment banking, treasury roles at banks and NBFCs, brokerage houses, and consulting. Typical roles include derivative analysts, sales, structuring, pricing, and validation of pricing models. It will also introduce students to the basics of hedging strategies for risk management roles at nonfinancial firms. The course content involves heavy use of quantitative methods and theoretical reasoning, and therefore requires students to have a strong mathematical orientation. That said, the emphasis will always be on developing the intuition behind the design and use of derivative instruments, rather than deriving models or proving theorems.
Course summary: Accounting is the language of business. The primary financial statements, namely, the Income Statement, the Balance Sheet, and the Cash Flow Statement, provide summarized financial information that may be used to form an opinion about the economic well-being of the entity. However, it may be helpful to go deeper into the financial statements and analyze them using additional qualitative and quantitative information in annual reports and analyst calls. Specifically, the course will focus on analyzing financial statements from an industry-specific perspective covering sectors such as Banking, Insurance, Information Technology, Pharmaceuticals, Start-Ups, etc. The course will also expound on the concept of earnings management, incentives for earnings management, and the modus-operandi of earnings management. Understanding the earnings management incentives and methods of earnings management will assist the participants in seeing through the reported numbers and assessing the quality thereof. Finally, the course will also introduce the participants to financial frauds and the importance of the internal control ecosystem in preventing frauds. Evaluating internal control robustness may be critical to ensure the reliability of the reported numbers.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Communication Skills (Oral)
Course summary: The course is designed to introduce students to Industrial Relations issues which enterprises face and how to tackle them by knowing and understanding the implications of the relevant Labor Laws. Labor Legislations impacting Industrial Relations can be divided in two broad areas: (i) Rights of Parties Legislation which includes industrial relations and (ii) Norms Legislation & Social Welfare Legislation which could have implications in industrial relations.
Course summary: This is an elective course in strategic management. The course aims to help students develop conceptual insights and analytical skills needed to understand and assess external drivers of superior performance of for-profit firms. Strategy scholars have proposed several explanations as to why some firms out-perform others, which can broadly be classified into two. The first set of explanations deal with external drivers of superior performance. The primary focus here is to understand how industry, competition, and the external environment in general, impact performance of firms. The second set of explanations look inside the firm and seek to explain superior performance through the differences in resources and distinctive capabilities that firms possess. The two explanations are complementary, and understanding of firm performance is not complete without considering both external and internal drivers. In this course, we shall focus on some of the external drivers of superior firm performance, keeping in mind that internal drivers are critical and not to be ignored. Our viewpoint will be that of the head of a single business firm or a line of business, who wishes to get battle-ready and stay battle-ready.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Communication Skills (Oral), Communication Skills (Written)
Course summary:Post-COVID 19, globally, businesses have been forced to adapt & change. This IMS course is intended to impart conceptual & practical understanding of what makes up International Marketing Strategy and gives insights and tools to the student to apply it in today’s changed World Business Environment. Apart from customer centric approach throughout the course, aspects of political, legal and cultural issues underpinning international sales & marketing strategic management also find deserving place in the course. Rather than teach principles of sales & marketing using international examples, the course explores those aspects which are unique to international business. Because the differences in marketing from country to country are less conceptual than environmental, the consistent focus is on the environment & on the modifications of thinking and practices occasioned by environmental differences. The environmental practical approach to International Marketing & Sales, as against a conceptual one, permits a truly worldwide orientation. This universal outlook permits consideration of selling and marketing goods from any one country to any other country or countries. Executives today are likely to be assigned to one continent today & another continent tomorrow, so they must not limit their thinking to one region. Even staff executives who never get away from the home office are often responsible for decisions affecting their company’s sales & marketing plans globally. The instructor brings in his multi-market and multi-product category global experience to stimulate practical applicability to sales and marketing strategy executions.
Course summary: This course is designed to introduce students to the fundamentals of portfolio theory and investment management.
Meets AACSB Program Level Goals: Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Written)
Course summary: This course is designed to provide an understanding of the strategy implementation dilemmas faced by the operating managers and their potential solutions.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Communication Skills (Written), Ethical Responsibility
Course summary: Banks are amongst the most well-known financial institutions across countries as they have access to public funds. They are also the most important financial institutions for all countries. Some banks are international in nature and operate seamlessly in many geographies across the globe. Banks range from being simple savings-loans companies to highly complex and sophisticated financial structures. They offer a range of financial products to retail, corporate, institutional and government clients. Banks are highly regulated in most jurisdictions. Despite significant competition offered by the new age fintech companies in the areas of payments, lending and foreign exchange, banks still dominate the arena of financial services. This course aims to deliver a working knowledge of how banks function, the products that they offer and regulations that they work within. As a part of the project work associated with the course, the annual report of a bank in India will be analysed by the students.
Meets AACSB Program Level Goals: Critical Thinking & Team Dynamics
Course summary: Marketing for Sustainable World is designed to concentrate on marketing theories and practices for developing a sustainable eco-system, both from the perspective of consumers and producers. It analyses an organization's opportunities to develop sustainability practices as they relate to the development of product, pricing, supply and distribution channels, promotion, and target markets. This course evaluates the role of marketing and marketers by examining how firms innovate, create value, reduce risk, and build sustainable thinking and processes into their marketing activities and strategies, as they respond to opportunities and threats that arise from both social, economic, and environmental change, and changing consumers attitudes and behaviour. To facilitate their learnings and to help them contextualize their understanding, the course offers diverse cases, hands on activities, and reference readings that will facilitate participants to critically appreciate and understand the subject and its real-world implications.
Course summary: The expectations of the corporates from the b-school students have changed significantly over the years. Students are expected to be “Industry Ready” from the day of joining. Apart from conceptual clarity on managerial courses, they also expect the students to have sufficient industry knowledge. According to recruiters, most students even from reputed b-schools are not aware of the basic dynamics of the industry. During the interview, most students could not answer some simple questions like below: What are the different business models followed in the industry? What are the operating metrics for measuring the industry performance? What are the Challenges/problems faced by the industry? On what basis the competition is happening? What are the key segments in the industry and the size and growth of each segment? What are the segmental changes happening in the industry?
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Team Dynamics
Course summary: Availability of data and abundance in computing power have led to advancement of highly computational machine/statistical learning methods and their applications in almost all areas of management. This course gives an applied overview of widely used analytic techniques. A wide array of supervised as well as unsupervised learning techniques are covered in the context of various functional areas of management such as marketing, finance, operations etc.
Area: OMQMIS
Course summary: Pricing, the only revenue generator of the 4Ps of marketing, is undoubtedly the most conspicuous element of a firm’s marketing strategy. In today’s digital environment, entry to middle-level managers make pricing decisions based on the pricing strategies defined by executives. Pricing is one element that balances cost, competition, customer, and context and impacts/ gets impacted by the segmentation, targeting, and positioning decisions. It involves understanding the supply side (e.g., cost) and the demand side (e.g., customer) of the value generation process. Pricing decisions are vital in generating and delivering value to the customer, thus impacting a firm’s overall future. Therefore, understanding the drivers of pricing is key to any managerial decision-making, regardless of the department where one works, be it in production, operations, finance, marketing, or sales. This course introduces students to various fundamentals of pricing from economics, psychology, behavioral economics, and marketing. It also exposes how the concepts are applied in various decision contexts and industries. The course has carefully selected cases that expose the students to multiple sectors, such as retail, FMCG, services, digital content, event management, pharma, B2B, and technology. It will also bring together concepts learned in prior marketing courses by showing how pricing decisions are taken along with product, service, product line, promotion, place, new product, and packaging decisions. It will equip students with tools, techniques, and analytics to evaluate pricing efficiency that can be used in real life. It also introduces advanced pricing techniques such as non-linear pricing, segmented pricing, pricing structures, and promotions that tie across various concepts and techniques learnt before. The course prepares the student to have a better understanding of how pricing concepts are used in practice. It will also leave them with a more precise conceptual foundation of the marketing concepts by linking the various strategic marketing decisions.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Team Dynamics, Communication Skills (Oral), Ethical Responsibility
Course summary: This course is designed to introduce students to the new world of private equity and venture capital.
Course summary: Customer needs are central to all organizational strategies and decisions. Firms satisfy Customer needs through Products (including Services). Sustained life in competitive markets involve understanding the market and environment, effectively managing existing product portfolios and continuously identifying and cashing in on new product opportunities. With the constant proliferation of products and brands, a significant business challenge relates to innovative product development and effective management of existing products. Keeping the above in mind, this course is about understanding thought behind creation of product strategy and product development.
Course summary: Project Management provides an overview of the project management knowledge areas and process groups. It emphasizes project definition, identification of project scope, project life cycle and project planning. Project Management uses case studies to examine best practices and common project management pitfalls.
Course summary: The course will introduce the student to techniques for optimizing revenue through right pricing, inventory allocation and demand forecasting.
Course summary: The Course on Sales & Distribution Management deals with all the activities undertaken to ensure that a product or service is delivered optimally to the customer. Right product at the right time at the right place with the right service to the right customer. The focus is more on products than services.
Course summary: This course examines the role of Sourcing and Procurement in contributing to the Strategy of the Business – it is a source of competitive advantage and has to be carefully utilized. About 60% of the value of sales is often contributed by bought out materials, services etc. Hence choices have to be made carefully and in a manner that supports business strategy. This course examines sourcing and procurements in this context.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Written), Domain Expertise
Course summary: These days, world leaders, including presidents and prime ministers of various countries, talk about supply chains. Supply chain management is a critical area of competitive advantage. Companies now compete for excellence in their supply chains. Supply chains are no longer perceived as expenses; instead, they are recognized as pivotal revenue drivers. However, enhancing the supply chain perspective from across organizational functions to across enterprise to across borders is a challenge. Effective management by collaboration and coordination across supply chain flows is as important as functional expertise. Understanding the basics of a supply chain is, therefore, more important than ever.
Course summary: The course on “Advanced Entrepreneurship” has been designed keeping in mind dual objectives. India’s demographic advantage has been a topic of discussion across the world. India has the largest productive age population. Aging population in most developed nations makes the situation even more interesting. This presents India with a unique opportunity to prosper and in the process improve all round living standards of its citizens. Whether this demographic advantage is truly a dividend or a disaster is dependent on how productively these young people filled with energy and hope are utilized. Hence, employment generation has become supremely important to the immediate future of India. Therefore, the first objective of the course is to help unleash Entrepreneurial spirit in management graduates to spot and solve problems and in the process create enormous value, wealth and employment. While some students launch successful entrepreneurial ventures, many take up key roles in reputed organizations. Most organizations admit that they are yet to realize the full potential of their employees and are increasingly seeking entrepreneurial spirits among their workforce. This course introduces students to the mindset, tools and environment required to harness the entrepreneurial spirit within an organization, also known as “Intrapreneurial” spirit. Therefore, objective of this course is also to help students learn the nuances of creating an environment of entrepreneurship within an organization enabling them to be far more effective corporate leaders.
Term: V
Course summary: This course plans to deal with some advanced statistical techniques and machine learning tools along with their mathematical foundation and application through statistical software. The methods are heavily used in real life by practitioners for extracting information from data and then making decision. The course will include techniques from both supervised and unsupervised data mining methods. Special emphasis is placed on extending the data mining techniques to Mining Textual and unstructured data.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Advanced programming, Ethical responsibilities
Course summary: Advanced Selling Skills and Management (ASSAM) will enable the student with conceptual and practical understanding of the critical skills and selling process to transform themselves into confident, competent and contributing executives regardless of roles they take up. This course will empower the student to accelerate in their careers leading to CXO roles. Various scientific studies have proven that the shortest way down the road to success in any business or profession is the ability to deal with people. Questioning techniques, objection handling, persuasion and influencing skills – covered in the course helps the participants to connect and build trust with people when they get into the real corporate world. A Gallop survey says “People are now spending about 40 percent of their time at work engaged in non-sales selling —persuading, influencing, and convincing others in ways that don’t involve anyone making a purchase. Hence this course is relevant for all participants regardless of whether they choose a sales & marketing career or not. Finally, the importance of ethics and challenges it throws in selling are effectively covered in the course.
Course summary: Corporate finance involves managing a company’s financial activities to maximize shareholder value through investment, financing, and dividend decisions. It operates within global and local financial systems that facilitate capital flow. Firms raise funds via equity or debt and return value to investors. Key decisions include where to invest, how to finance, and how to handle profits. Fixed income markets deal with various types of bonds, whose prices relate to yield to maturity. These markets are essential for investment and managing financial risks globally
Course summary: This course, Business Applications of Artificial Intelligence (BAAI), teaches basic concepts of artificial intelligence to students of management in a hands-on manner using real-world business application datasets. Today artificial intelligence (AI) is a commonly used tool set for businesses to guide decision making. This course seeks to educate students on what is AI and How AI works using a series of lectures and hand-on case studies, so that the students can appreciate the power of AI. The course also helps students differentiate between machine learning (ML) models and deep learning (DL) models (the more dominant models that define AI in today’s parlance). Understanding this new pool of deep learning models, will equip today’s managers to leverage AI in an informed manner to solve their business problems in organizations.
Course summary: The primary objective of this course is to empower participants with the ability to integrate considerations of direct taxation into the fabric of business decision-making processes. Taxation stands as a pivotal factor influencing a wide array of financial decisions, encompassing aspects such as financing, investment activities, and the distribution of profits. Moreover, it plays a crucial role in shaping various strategic and operational facets of business management. This includes, but is not limited to, choosing the optimal location for business operations, navigating the complexities of mergers and acquisitions, making informed decisions about technology adoption, and effectively managing human resources. Given the significant impact that taxation has on these areas, it is imperative for a manager to possess the acumen to thoroughly assess and understand the tax implications associated with various business choices. This understanding is not just limited to the immediate effects but also extends to how these decisions influence future cash flows. A manager's ability to evaluate these tax-related consequences is vital for making informed, strategic decisions that align with the long-term financial health and success of the organization. Therefore, this course is designed to equip managers with the necessary tools and knowledge to make tax-aware decisions that can substantially affect the trajectory and profitability of their business endeavors.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Communication Skills (Oral), Ethical Responsibility
Course summary: The CSE course is designed to give students a preview into what goes behind the scenes to develop and maintain a successful service/experience offering. Given the times we live in, just selling a commodity or even a more processed/refined tangible good is often insufficient to command a sustainable competitive advantage in the marketplace. Thus, many businesses start to sell services and experiences in an attempt to offer “something different” to their customers. Of course, not all businesses that claim to sell services and/or experiences are truly successful. This is because many such businesses try to just market something gimmicky without understanding how managing a service/experience business is fundamentally different than producing and selling commodities/goods. The CSE course will help students build this understanding and, thus, prepare them to successfully launch or revamp a service/experience offering and manage it profitably over time
Course summary: The role of a Product Manager (PM) has expanded significantly in scope over the last two decades. The role grew from managing products to managing services. It grew from managing physical to technology and digital products. Product Management strategies once confined mainly to businessto-consumer products are now being used for Business-to-Business products. From managing products that were primarily "pipeline," there is a need to manage platforms. Technology has started to play a significant role in the development of products and services. The digital era also saw the drastic reduction of product lifecycles, and PMs need to be nimble to meet the constantly changing landscape and customer needs. Concepts such as lean, agile and design thinking have risen to prominence. Today, the role of a PM is very diverse and confusing. A PM is expected to be an all-rounder who can multi-task while possessing specialist skills and knowledge. Companies have developed varying definitions and expectations of a PM. In some companies, the role continues to be market-focused; in others, there is a greater focus on technology skills. Terms such as Product Manager, Program Manager, Brand Manager, and Technology Product Manager are often used interchangeably. This course helps demystify all the above and helps define the role of a modern Product Manager and ties together all the skills and knowledge required to be an effective Product Manager in the digital era.
Course summary: The basic objective of the course is to introduce students firstly to the concept of risk and risk management. Then building on their existing understanding of corporate finance, derivatives and quantitative techniques, the course will introduce them to the concepts and practices around of risk identification, approaches for risk assessment and principles/techniques of risk mitigation/hedging. Accordingly, the course will be divided into four sections: i) Risk Identification ii) Risk Assessment iii) Risk Mitigation/Hedging iv) Role of Regulations v) Strategic Aspects of risk management. At the end of the course, the students would be ready to meaningfully engage and contribute to organizations, particularly financial institutions, to solve problems in risk management for Business Unit Heads, CFO, and CRO (Chief Risk Officer).
Course summary:Continuous flow of fund from savings unit to investment unit is one of the major prerequisites of sustainable economic growth. Tradition institutions like commercial banks, investment banks have been working in this arena, but the outcome of their activities is not adequate. Access to finance is one of the major challenges faced by common people across the globe. The problem is severely acute in the low income and middle-income country. Development on technological front in the form of ever-increasing affordability of internet penetration, accessibility of mobile telecom network, usage of social media by almost all sections of the population coupled with significant improvement in Artificial Intelligence (AI) and Machine Learning (ML) capability is ushering in new hope about the perennial solution of financial access to most of the population across the world. FinTech entities are spearheading this completely new initiative for last one decade. This course would provide students comprehensive insights about the role FinTech has played so far and the role FinTech is likely to play in the coming decade towards creation of inclusive financial system across the world.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Written), Functional Knowledge
Course summary: This course provides participants with a comprehensive understanding of the principles, strategies, and practices involved in driving and implementing innovation in today's dynamic business environment. Through theoretical concepts, practical case studies, and interactive discussions, participants will gain the knowledge and skills necessary to foster a culture of innovation, develop customer-centric products and services, and navigate the complexities of the new product development process. Topics covered include innovation strategy formulation, idea generation techniques, cultivating an entrepreneurial mindset, and financing innovation for growth. By the end of the course, participants will be equipped with a strategic toolkit to drive innovation, achieve sustainable growth, and stay ahead in an increasingly competitive marketplace.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Written)
Course summary: This course is designed to provide an overview of the consulting profession, with a subsequent coverage and emphasis on different types of management consulting, hard and soft skills required to be Consultant, consulting in different contexts and industries and how organizations benefit from consulting inputs. Effort will be placed to describe the scope of Consulting across a variety of Management functions and on developing proficiencies in a range of skills required to practice consulting. Consultants are most sought-after professionals when organisations require to evaluate and decide certain course of actions to help the organisations perform decidedly better. Consulting spans all disciplines of management, from Marketing to Operations to Human Resources to Information Technology. There is an ever-increasing need for Consultants in the Industry and the profession can be practiced as part of Consulting organisation or even as a freelancer.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Presentation), Ethical Responsibility
Course summary: With growing interest in potential emerging markets, rapidly changing industry structures, creative destruction created by new technologies, changing markets and consumers, shrinking product cycles, and rapid change in the institutional contexts of businesses, both formal and informal, it is becoming harder for a single firm to manage the uncertainty and complexity of the dynamic environment. Companies are finding protection through building internal and external relationships with buyers, suppliers, and competitors, building ecosystems and networks, by constantly reconfiguring internal capabilities and boundaries of the firms to generate and sustain their own competitive advantages and sustained performance. This calls for open-minded thinking to work with partners and competitors by building strategic alliances and merger& acquisitions to acquire resources and exploit opportunities together. Increasingly the managerial focus is shifting from managing only internal stakeholders to managing partners as well- shifting the locus of management from internal to external. To pull in competitive battles successfully to generate and sustain competitive advantage, strategic alliances are extremely important to be understood theoretically, creating and managing the alliances and Joint ventures become very important for every manager of both small and large businesses from different geographic contexts, industries, and time periods. This course fills that void by making the student learn how to strategically manage these ventures.
Course summary: Marketing managers take decisions with respect to segmentation, targeting, positioning, to offer products of value to customers. These decisions need to be based on understanding consumers, distribution channel members, and external entities in the environment, marketplace, channels, and media. The Marketing Analytics course attempts to equip students with Analytic Techniques for marketing decision making.
Meets AACSB Program Level Goals: Critical Thinking, Team Dynamics, Communication Skills (Written)
Course summary: Understand how a multi-sided platform business is different from conventional business, and what are the strategic challenges faced by an MSP business.
Course summary: The course is designed in a way to provide participants with a working knowledge of Public Relations through the prism of Reputation Management and how to leverage it. Anyone who attends this course should be able identify what the 6 elements of Corporate Reputation are and be able to appreciate how they enhance long term value creation. The course aims to give the participants a comprehensive understanding of the drivers of corporate reputation (as defined by Charles Fombrun and Cees Van Riel.).
Meets AACSB Program Level Goals: Ability to collaborate and drive integrated outcomes in Reputation Management, Critical Thinking esp. in the Context of Crisis Situations, Campaign Centric Communication Skills, Understanding the Different Dimensions of Corporate Reputation, Reinforcing the notion of Ethical Responsibility
Course summary: Retail in India has been evolving over the last decade from being largely unorganized to one which has attracted the major corporates like Reliance, Tatas, Birla's, Bharti Group etc. As a sector it comprises about one fourth of the Indian economy and impact many other industries including agriculture, FMCG and manufacturing. Retailing links producers to the consumers and hence it assumes a strategic importance in today’s competitive marketplace. Retail flourishes in the wealthy and populous regions of the world. The objective of this course is to critically analyze the retailing process, the environment within which it operates, and the institutions and functions that are preformed. Participants of this course would be able to understand and appreciate a wide array of issues, activities, and strategies that constitute the field of Retail Management.
Course summary: Potential in Rural Markets is not fully tapped and competition in urban markets is high. The opportunity for growth in many consumer products is from these markets. As future managers in the marketing function, the students need to be equipped to meet the challenges in emerging rural markets. The rural markets differ considerably from urban markets in respect of consumers, channels, and media and therefore managers need to be sensitized to the need of these markets. The course content includes: - Issues in Rural Marketing - Understanding rural consumers - Creating value in rural markets - Communicating in rural markets - Distribution in rural markets - Developing marketing strategy
Course summary: Supply chains have come a long way from being perceived as monotonous backend processes in companies to hogging the limelight during the Covid times. The realization seems to have suddenly dawned upon everyone that something called supply chain exists and is a very important thing to talk about! If the entire world is interested in supply chains, then clearly all MBA graduates must have a decent grasp of the concept of supply chain management (SCM). But the inadequacy of the contemporary relevance of outdated SCM teaching pedagogies makes it difficult for students to hit the ground running amidst all the uncertainty. This course will help the students develop their thought processes at an individual as well as team level for formulating and executing appropriate supply chain strategies in today’s highly digitalized world.
Course summary: The strategic leadership course explores the strategies of select Indian and foreign firms in the pursuit of advantages, opportunities, and ambition. The students get to examine the unconventional nature of these strategies that steered the firms to leadership position in their respective markets. Building on the concepts introduced in the core course in strategy, the course unpacks the logic undergirding these strategic choices. We underscore the cognitive aspects of decision-making. The course will prepare the students to navigate uncertainties and develop judgement. They will get an opportunity to debate contentious issues that they are likely to confront in leadership roles in organizations in future.
Course summary: Leaders attract followers by being active listeners. They do not get distracted and motivate their followers towards a common vision and purpose. In doing so they maintain transparency and showcase their mastery of persuasion. All this is the result of consciously strengthening their communicative aspects in a scientifically rigorous way, such as working on the ability to attract attention (through proper modulation of Voice, Motion, and Emotion), and being persuasive in nature (through appropriate framing). This course is focussed on sharpening such communicative aspects of leaders in the context of public speaking.
Meets AACSB Program Level Goals: Critical Thinking, Team Dynamics, Communication Skills (Oral)
Course summary: This Advanced Competitive Strategy course is focused on technology-intensive businesses. Technology-intensive businesses are the businesses that compete on developing and commercializing new technologies. For such businesses their competitive strategies are closely interwoven with their technology strategies. In recent times, many such businesses have disrupted conventional businesses through technology enabled new products, new services, and new business models. This has allowed these businesses to achieve enviable growth and capture enormous market power. By continuing investment in technology development, they promise to create new waves of disruption and extend their market power in future. A significant part of current public policy debates is focused on how to contain and regulate their powers and make them more accountable to the societal needs. This course will allow students to learn how to analyse and formulate competitive strategies for technology-intensive businesses. The course will focus on understanding the following: (i) how to blend technology strategy decisions with competitive strategies, (ii) how to create, sustain, and extend competitive advantage for technology-intensive businesses, (iii) how to commercialize technology-based offerings, and (iv) how to manage competitive interactions among the players competing in technology-intensive businesses. Learnings from this course may be applicable to technology-intensive large enterprises as well as technology-intensive new ventures. Apart from the above-mentioned conceptual learning opportunities, the course intends to provide valuable contextual learning opportunities to the students. All the cases selected for teaching this course are situated in rapidly co-evolving digital technology ecosystems. The course will allow the students an opportunity to understand these inter-connected technology domains from the view point of the technology players. Hence this course may be considered as an independent yet complementary course to my other elective course titled Digital Strategy and Digital Transformation (DSDT). The key contrast between the two courses is: ACS focuses on strategy making for technology disrupters (i.e., enterprises that develop and commercialize technologies), while DSDT focuses on strategy making for technologically disrupted (or enterprises that are users of digital technologies). The course is divided into three modules. The first module will focus on how to create and sustain competitive advantage in technology-intensive businesses. The second module will discuss importance of network effects, multi-sided platforms, ecosystems, and complementors for technology-intensive businesses. The third module will discuss various topics on technology commercialization and competitive interactions.
Term: VI
Course summary: Digital marketing is mainstream now. As per a recent report by PubMatic (https://pubmatic.com/reports/2020-global-ad-trends/), in 2019, for the first time, the digital ad spend in US market surpassed the traditional media ad spend. Digital is projected to be two-thirds of the total ad spend in US market by 2023, as per the same report. As per another recent report published by Dentshu, one of the globally leading ad agencies, the digital advertising industry grew by over 15% in India even in the year 2020 hit badly by the global pandemic. In almost the same period the traditional advertising industry declined by over 25% in India. (https://www.exchange4media.com/advertising-news/dentsu-e4m- report-digitaladvertising-grew-153-to-rs-15782-cr-in-2020-110686.html) Such reports clearly indicate that digital marketing will take a centre stage in marketing communication strategy for most leading brands. Aspiring marketing and brand managers today hence require to acquire a non-trivial knowledge of how digital marketing theories, techniques and tools can be applied to craft a comprehensive digital marketing strategy for their respective products and brands. This course is designed to equip the future marketing and brand managers in achieving the above objective.
Course summary: Through an introduction of various promotional tools and methods of advertising, this course aims to help student learn to integrate all elements of marketing communication to gain a better ROI.
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Area: Econ-DS
Course summary: Forecasts may be either subjective or objective. The objective approach to forecasting involves developing a model which is based past relationships between the variable to be forecast and the factors that are likely to affect it. Objective forecasting methods have several advantages over the subjective forecasting. They are not affected by what the subjective beliefs and nuances of the forecaster. Some of the objective forecasting methods can even include processes where the forecasting model learns from its past errors. In addition, these methods provide an objective basis for evaluating forecast accuracy and for developing confidence intervals for forecasts. This course concentrates on these objective methods of forecasting
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Course summary: This capstone exercise involves a compelling and engaging cross-functional business simulation in which students run a live dynamic business entity (company) against competition for multiple years. Exercise provides an opportunity to apply knowledge and skills learnt during the MBA program. It requires students to work effectively within the teams and apply analytical skills while integrating the knowledge across multiple disciplines.
Area: Program Committee
Course summary: The course ‘Operations Strategy’ aims to provide an integrated perspective of operations functions. With several case studies and examples from the real world, it illustrates four major aspects of the integrated perspective: (i) Inter-linkage of operations and operations related functions such as production, quality, procurement, logistics, distribution, maintenance, product design and engineering and process technology, among each other; (ii) Inter-linkage of operations function with other major functions such as HR, sales and marketing, R&D and finance; (iii) ‘Top-Down’ link between operations and strategy, in which operating systems are designed to fit with strategic objectives; and (iv) ‘Bottom-Up’ link between operations and strategy, in which certain operating capabilities – built over time – provide options that offer strategic advantage. The course discusses these perspectives through concrete operating strategies applied in different product-market contexts.
Meets AACSB Program Level Goals: To develop an understanding of knowledge and skills in key functional areas, To equip executives to become thought leaders in global context. To integrate and apply business knowledge, re-skill and refresh managers and enable further growth, To develop a global perspective, To equip participants with analytical and interpersonal skills and develop their leadership capabilities, To enable participants to be change agents in businesses across borders and cultures
Course summary: The relevance of the quote and its utility with suitable contextual variations largely explains the importance Customer Relationship Management (CRM) has gained and the massive following as the focus of Marketing shifted from Product Centricity to Customer Centricity. Further, path breaking research & studies on customer behaviour and their relationships with firms across geographies, have demonstrated the economic sense of retaining and mining existing customers in product and services markets in B2C and B2B landscapes. The spotlight is on various Customer Relationships, its management theories in the academic circles and the board rooms of companies large & small across the world. While the business world witnessed large scale implementations of CRM processes and associated technology solutions, there are clear winners and losers, with some of these organisations reaping the benefits and others losing out on account of misplaced expectations. Further, the outsourcing wave, which has caught the fancy of both the developing and developed nations, has led companies to embrace relationship orientation and develop suitable customer relationship strategies. The spotlight is on various Customer Relationships, its management theories in the academic circles and the board rooms of companies large & small across the world. While the business world witnessed large scale implementations of CRM processes and associated technology solutions, there are clear winners and losers, with some of these organisations reaping the benefits and others losing out on account of misplaced expectations. Further, the outsourcing wave, which has caught the fancy of both the developing and developed nations, has led companies to embrace relationship orientation and develop suitable customer relationship strategies. The in numerous products and service choices that the customers have and the multiple means and modes to access them have brought about considerable change in the way business are viewing their customers. The fast paced digital and social transformation coupled with enhanced e-commerce capabilities and innovative technology solutions are turning CRM on its head and reconstructing what it means to serve customers. The dynamic marketplace in the post Covid-19 world will continue to witness constant churn in the way’s businesses attract, retain, and exchange value with their chosen customers. The canvas of customers’ views of a business and business’s view of customers is of myriad hues. The paths that companies tread to navigate the competitive landscape will determine their relevance, longevity, and beneficial existence to multiple stakeholders, all based on the strength and depth of relationships they forge. Through this elective offering, an attempt is being made to equip students with tools, frameworks, concepts and disruptive ideas for engaging customers.
Meets AACSB Program Level Goals:Ability to integrate across business disciplines, Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Written), Ethical Responsibility
Course summary: Organizations today are competing on data. With technology supporting all the business processes and transactions, there has been a data explosion in the world around us. Organizations are frantically trying to extract value from the data that they are sitting on. Data warehousing techniques allow organizations to extract data from disparate data sources and transform it into actionable information. The ability to take data from a Data Warehouse, understand it, process it, extract value from it and visualize the data and communicate it, is going to be an important skill for managers. A data warehouse (DW) is a collection of corporate information and data derived from transactional systems and external data sources. It is designed to support business decisions by allowing data consolidation, analysis and reporting at different levels of aggregation. Data is populated into a Data Warehouse through the process of Extraction, Transformation and Loading (ETL). This course covers basic data warehousing concepts that can be used to create and manage data warehouses. Principles of data warehousing design, Star schema, fact tables and dimension tables will be examined. Data Visualization is the attempt to take information from a text format and present it in a picture in order to engage the visual senses of the viewer. The course also provides an introduction to the principles and techniques for data visualization using Tableau or Power BI, a leading Business Intelligence tools.
Meets AACSB Program Level Goals:Technical Knowledge, Management of Solution Development, Management of Information Technology, Identify appropriate data visualization techniques given requirements imposed by the data, Apply appropriate design principles in the creation of presentations and visualizations
Course summary: This course deals with an application software genre called Enterprise Resource Planning (ERP) systems, which provide integrated transaction processing and planning across several functions in an organization. Most such applications are available as packages. Successful implementation of an ERP package in an organization involves both technical and managerial challenges. This course is concerned with the role of user managers in implementing ERP: preparing the organization for ERP implementation, planning and managing the ERP implementation project, coping with organizational changes required to make the ERP work well, and managing post implementation issues. Out of the ten sessions that the course comprises of, five are case-based, and two are devoted to a workshop on Business Process Modelling (BPM). The course grade for participants will be based on surprise quizzes, the BPM workshop, and an end term examination.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Team Dynamics, Communication Skills (Oral)
Course summary: The course is aimed to equip students with tools to analyse time series data as well as learn methods for causal inference. These methods will enable students to tackle real-world problems quantitatively.
Course summary: Fixed income securities constitute a significant portion of the capital market and represent the entire money market. It is imperative for a student of Finance to get adequate exposure to this topic, from the perspective of a future career in Finance. Derivatives, fixed income products, and foreign exchange are inextricably linked and a student specializing in Finance should ensure that he or she gets adequate exposure to all these areas.
Course summary: During term 2 all participants underwent a course on Legal Aspects of Business (LAB). In this course topics related to Contracts, Sale of Goods, Negotiable Instruments & Documents, Bonds etc., were discussed. To further enhance this knowledge, an elective course titled Foreign Trade & Indirect Tax is being offered as an elective to focus and build competencies in the topics of Indirect Tax – GST, Customs, General Insurance, Role of Organizations involved in International Trade, Foreign Trade Policy (EXIM Policy), Procurement Pricing Decisions – Import or Indigenize, Understanding FTA’s and their benefits. This course would benefit students pursuing courses in Supply Chain, Sales, Marketing and Strategy. Important Note: This course was called GCK– General Commercial Knowledge from 2013 to 2022. I have changed the title as the old name did not reflect the actual content of the course offering
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Written), Ethical Responsibility:
Area:BPS
Course summary:Treasury function in an organization plays a critical role of ensuring efficient fund management. It gets all the more critical when funds become the raw material of the business, as in case of Banks. With further complexity added with regulatory supervision and requirements on banks, the treasurers’ role get quite demanding and challenging. This course delves deep into the treasury function, in general, and more specific to the banks. In addition to the aspects of fund management in both local currency and foreign currencies, this also covers the nuances of foreign exchange risk management, which is a challenging aspect normally for treasurers, given the risks and complexity involved. Also, considering that banks extend their foreign exchange risk advisory services to their corporate clients, this course covers the subject both from the bank and the corporate perspective, for better preparation to equip students to face real-life demands in treasury management.
Course summary: Game Theory is the branch of economics that studies strategic decision making. In the real world, individuals (be it consumers or producers) interact with each other, they take actions purposefully, their actions affect the actions taken by others, and their actions too are affected by what others do. This course analyzes problems like these both in static (one period) and dynamic (multiperiod)settings. The focus will remain on understanding the subject at an intuitive level; however, some mathematics is unavoidable. Familiarity with basic calculus is assumed. The course mostly deals with non-cooperative games, while we also briefly introduce the concept of cooperative games.
Course summary: This new course addresses an exciting and urgent theme in today’s businesses worldwide: “How do companies and managers cope with the business challenges posed by climate change and sustainability? How do they align their business strategies with “green” business principles in such a way that what is good for the world is also good for their bottom line?” Students are advised to opt for this subject only if they are serious about putting in the required hours of preparation and self-study before each session.
Meets AACSB Program Level Goals: Ability to integrate across business disciplines, Critical Thinking, Communication Skills (Oral), Communication Skills (Written), Ethical Responsibility
Course summary: The course starts with an introduction to the development and growth of the hedge fund industry in the United States. USA has been chosen since most of the financial engineering developed there. A discussion on the various star hedge fund managers ensues. This helps the students to understand the diversity of ideas that were used to create value for the investors. The most known strategies, using various financial instruments, are then discussed. The course includes case studies which help us understand the intricacies and challenges of successfully running hedge funds. Finally, the market infrastructure, risk management and regulation are explained. The current equivalent structures in the Indian capital markets are also touched upon.
Course summary: This course is designed to help students appreciate the tools and techniques consultants use to solve client problems. This is a highly interactive and hands-on course, where the students will practice data gathering, solution development, and communication of findings to the client sponsors by solving a case study. This course has been designed for (i) students who want to develop a consulting mindset, (ii) students who wish to build a career in consulting organizations, and (iii) early career consultants who want to hone their consulting skills.
Course summary: This course is designed to help students learn and become aware of the contemporary practices of logistics and supply chain design and management in a variety of industries in domestic and international contexts. It focuses on the new practices and tools that leading businesses are using to make their supply chains data driven, analytically smart, agile, customer focused, competitive, and environmentally sustainable.
Meets AACSB Program Level Goals: Integration, Critical Thinking, Team Dynamics, Communication Skills (Oral), Communication Skills (Written), Domain Expertise
Course summary: The course teaches students to apply key management learnings through an experiential learning pedagogy. Each module requires the students to first play a board game specifically chosen to deliver a key management concept. This will be followed by a debrief which will help students realize the importance of management concepts they have already learnt during the program.
Area: PC
Course summary: The MPB course will help you gain the requisite knowledge and skills for crafting, communicating, evaluating, and if required, reinventing the brand YOU. Contrary to the popular assumption, personal branding is NOT about creating a fake, outer identity for yourself just to impress the world around you. Like all brands, even your personal brand is likely to be successful only if it is seen as (and actually is) authentic to who you are. Your personal brand (irrespective of whether you manage it deliberately or not) plays an important role in almost all aspects of your personal and professional life – from finding a life partner to seeking a promotion at work, whether you are trying to secure new clients/dates or to switch jobs or to start your own entrepreneurial venture. A strong personal brand will help increase your chances of success in whatever you do by establishing your credibility and perceived value to the target audience/market. This course will provide a step-by-step guide to help you identify your unique strengths and capabilities for developing a compelling personal brand and ensuring that others recognize the powerful contributions you can make. This is course will build on some important fundamental concepts from diverse disciplines/fields such as Social Psychology, Communications, Organizational Behaviour, Marketing, and Strategy. While we will draw on several theoretical foundations, the focus of all the sessions will be on APPLYTING THE PERSONAL BRANDING CONCEPTS TO YOURSELF. So, please enroll for this course only if you are ready to go on a self-reflection journey to figure how you can become the best possible version of yourself and have the right appeal for your target audience.
Course summary: The global data science market was valued at USD 3.93 billion in 2019 by Grand View Research. This market is expected to grow at a compound annual growth rate of 26.9% for the next 6-8 years. The marketing and sales segment accounted for over 33% of the share – the primary reason for this is the insights into buyer’s persona, spends, buying budgets, etc. that data science offers. The role of a data scientist has featured in LinkedIn’s 2020 Emerging Job Report and it has seen over 37% annual growth in the US alone. According to a study by Analytics India Magazine, India alone has contributed 9.8% of global job openings. However, even after such promising outlook, firms face a big challenge to find the right candidate resulting in many of these jobs lying vacant. One of the biggest challenge firms face is finding individuals with a sound understanding of the business needs, an understanding of the data science methods (or data analysis techniques), and programming logic. With the vast amounts of data available to firms today, coupled with the ever-improving computing power, and the myriad of algorithms, it is increasingly important for marketers to understand how to connect these. This course aims to bring together the knowledge you need to model consumer and buyer preferences and predict marketplace behavior, so you can make informed business decisions. The course will use hands-on examples built with R, Python, and publicly available data sets and show how to solve a wide array of marketing problems. While the course will focus on marketing problems, the techniques used could be applied in other management fields too.
Course summary: Mergers, acquisitions, divestitures, and other corporate restructuring activities are devices widely used by firms and their stakeholders to further their strategic objectives. Planning and execution of such measures requires practitioners to bring together a wide range of skills and capabilities. The practitioner needs to understand the strategic rationales for pursuing such transactions, envision how the transaction would result in value creation, identify suitable targets accordingly, and value them. Equally important is the ability to execute such transactions, and this involves studying the target in detail, negotiating the transaction, financing it, documenting it, and completing the transaction. And then comes the all-important stage of integrating the acquired business’ operations such that the planned value creation is actually realized. All of this requires knowledge of relevant aspects of corporate finance, strategy, law, regulations, accounting, taxation, cultural aspects, and more. While having a finance bias, this course aims to provide participants with exposure to the subject from all these perspectives. The course involves use of qualitative and numerical analysis in equal measure. The content of the course would be relevant for participants considering careers in areas like management consulting, investment banking, strategy/ finance roles in corporates, and corporate banking.
Course summary: Whether we realize it or not, we negotiate every day. Business deals, salary and compensation packages, what price we pay for something we want, what movie we will watch, who cleans the kitchen… all of these are negotiations. Although negotiations are a ubiquitous part of our professional and personal lives, many people know little about the strategy and psychology of effective negotiations. How can we best achieve our goals, build and maintain strong relationships with others, and optimize mutual gains? Negotiation is the art and science of securing agreements between two or more parties who can improve their outcomes by working together. This course develops your negotiation skills by taking you through a series of simulations and debriefings that reveal the influence of various strategies, tactics, and processes in a wide range of contexts. Each simulation highlights essential concepts that explain performance in negotiation. The course addresses common problems that managers and professionals face during negotiations, and it is designed to complement the technical and diagnostic skills learned in other courses at IIM-U. Leaders need analytical skills to develop optimal solutions to problems, and they also need a broad array of negotiation skills to ensure those solutions are accepted and implemented. This award-winning course is inspired by the world’s first negotiation course originally developed at the Kellogg School of Management.
Course summary: Power is one of the fundamental ingredients of organizational life. Whether leaders, middle managers, or anyone else, we invariably use power to get things done. “Playing politics” is just a small subset of this. In our drive to achieve our goals, our engagement with power within and outside, organizations can be fraught with uncertainty. Effective leaders and managers are skilled in first understanding, and then developing and harnessing power to attain their goals with a fair degree of success. Further, the distribution of power and influence in organizations is also important. It can stifle or encourage innovation and efficiency (think of intra-corporate initiatives) and allow or prevent mistakes and crises (like systems of checks and balances that prevented some banks from overinvesting in risky assets during the recent financial crisis), particularly leading to (or help resolving) conflict. This course develops your ability to diagnose power dynamics, and your practical skills to navigate them, especially with respect to managing conflict within organizations.
Course summary: The course focuses on global retailers' challenges in navigating digital disruption, including strategy adaptation, customer engagement, retail operations, and omnichannel transformation.
Course summary: For long term sustainability, a business needs to compete in a dynamic marketplace. This involves planning a well-orchestrated marketing strategy for each of the firm’s products which takes into account the environment and competition to deliver value to its customers through the marketing mix. This course on Strategic Marketing: New Paradigms (SM) tries to develop participants’ skill in formulating and implementing an aligned marketing strategy in a competitive environment. The endeavor is to replace existing marketing paradigms given changing consumer requirements in a competitive marketplace with approaches better suited in technology-enabled environments.
Course summary: Theory of Constraints developed by Dr. Eliyahu Goldratt is a very useful methodology in improving profitability of businesses and enabling growth. The work of several practitioners of TOC has enriched the body of knowledge available for Managers. Due to the strong association of TOC with the book THE GOAL authored by Dr Goldratt, it is often thought of as an operations management philosophy. In reality the basic thinking process involved in TOC can be applied across situations – marketing, project management or to any system in general. The first half of the course exposes the participants to TOC’s breakthrough solutions in the areas of Manufacturing, Services, Accounting, Performance Measurement and Project Management developed. “Operations” has been chosen for this course to serve as the context for explaining various ideas and concepts of TOC. We will also briefly look at applications of TOC in other domains. By these applications we mean applications / solutions that have been developed by practitioners – this does not limit the validity or applicability of TOC to other situations. It is up to us as managers to adapt the thinking and precepts of TOC to different management problems and situations. The second half of the course introduces the participants to the Logical Thinking tools of TOC. The participants are introduced to the process of identifying the root cause of a given problem and then developing solutions for the same using a rigorous cause-and-effect analysis. In the process they learn how to develop a Current Reality Tree (CRT), Evaporating Cloud (EC), Future Reality Tree (FRT), Prerequisite Tree (PRT) and Transition Tree (TT) for a given real life problem. We also demonstrate the application of TOCTP in developing holistic solutions for complex real life systems
Meets AACSB Program Level Goals: breakthrough solutions in the areas of Manufacturing, Services, Accounting, Performance Measurement and Project Management developed etc, introduces the participants to the Logical Thinking tools of TOC.
*MKT: Marketing *OBHR: Organizational Behaviour and Human Resources *OMQMIS: Operations Management, Quantitative Methods and Information Systems *BPS: Business Policy and Strategy *Econ-DS: Economics and Development Studies *FINAC: Finance and Accounting *PC: As decided by Program Committee
Note: The specific courses offered may vary from year to year and are subjected to changes.
