Arvind Leo Pereira

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Content on this site is what I like reading about, it is a compendium of links.
 

My First Book

 

 

Disclaimer: All contents in this site are my personal opinions. Decisions based on data analysis depend upon interpretation, as social sciences deals with less rational behavior from the consumer & employees, emotional influence need not always precede logic. Luck, logistics, choice & taste etc… play a role in the outcomes. This content is based on personal work and interpretations. Users are advised to observe personal discretion in using content.  Content is not intended to be used on commercial scale for commercial activity.  It is part of my personal learning and observations.

 

This is a Non Fiction content

 

List of tools to Analyze data and help managers take decisions:

 

 

 

Tools of analysis

 

1.0 Financial tools

 

1.1 Cash flow,

1.2 Fund Flow-(credit items are taken),

1.3 Ratio Analysis Example-PV ratio= (sales/contribution),

1.31 Balance sheet (B/s) Ratios,

1.32 Profitability Ratios,

1.33 Capital Ratios,

1.34 Activity Ratios (Inventory Turnover ratio, Receivables turnover, Payables turnover, working capital turnover, fixed assets turnover ratio),

1.35 Liquidity Analysis-Current ratio, Quick ratio=cash + marketable securities +accounts receivable (no BP)/current liabilities,

1.36 Cash ratio, cash +marketable securities/current liabilities, cash flow from operation ratios, cash flow from operation/current liabilities, Total Debt to total capital ratio, gearing ratio,

1.37 Equity to total capital ratio,

1.38 Debt to Equity ratio,

1.39 Fixed charge coverage ratio,

1.4 Gross margin=Gross profit/sales, operating margin=operating income/sales, 

1.5 Common size statement,

1.6 BEP (Breakeven point/analysis),

1.7 Income statement analysis,

1.8 YOY (Year of year, quarter by quarter),

1.9 Annual reports.

 

2.0 Tools from Economics

PLC (Product life cycle),

IPLC (International Product life cycle),

Demand forecast.

 

3.0 Costing tools

Marginal cost analysis,

Unit costing.

 

  

4.0 Statistical techniques

Pareto (80/20),

Fish bone,

Brain storm,

6 sigma,

Probability,

Hypothesis testing,

Chi test=relationship between two variables, (if the sample is not either normal, poison, binomial, N>50, n>5), 

T-test =small samples,

F-test=tests the variance of two independent samples (Annova), 

Z-test=big samples N>30,

LP (linear programming),

PERT (Program [or Project] Evaluation and Review Technique),

CPM (Critical Path Method),

Theory of games/Game theory,

Simulation.

Explanation as to when to use these tools:  The events considered must be mutually exclusive and have total probability 1. A simple example is the hypothesis that an ordinary six-sided die is "fair", i.e., all six outcomes are equally likely to occur. Chi-square is used to assess two types of comparison: tests of goodness of fit and tests of independence. A test of goodness of fit establishes whether or not an observed frequency distribution differs from a theoretical distribution. 

This link below shows how to use T-test in SPSS, 

http://www.slideshare.net/ay17071951/data-analysis-using-spss-t-test-presentation

T-test used when a statistical test involving means of normal populations with unknown standard deviations; small samples are used.

Statistical regression - the relation between selected values of any variable say X and observed values of any variable say Y (from which the most probable value of Y can be predicted for any value of X), i.e. If X and Y are variables which are related, as X changes, Y too will change, but in what proportion? Or will Y reduce as X increases?  

Logistic regression: The description of the nature of the relationship between two or more variables; it is concerned with the problem of describing or estimating the value of the dependent variable on the basis of one or more independent variables. 

 

 

5.0 OR/OM tools (Operations Research & Operations Management)

Assignment model,

Annova,

Rank co relation,

KP (Karl Pearson's method of ranking),

Spearmen's,

Time series,

De seasonalise,

Trend projection,

Force field analysis,

Moving averages,

Delphi.

 

 

6.0 Marketing Tools

Positioning,

Perceptual gaps,

Identification of core areas,

Does economies of scale make sense, (in case mergers are on the cards?)

Suppliers position- is it consolidated or fragmented, refer to a Software by the name "smart Businesses”

Comparative position,

Perceptual maps,

Customer requirements:  gaps between Management perceptions i.e. such as quality specification gaps or delivery gaps

Our capabilities mapping

Which markets to operate in,

Besides what we do, what others competitors do?

Which we don't' –these will become gaps,

Segregation of market from product and

Customer point of view,

Market size,

Where do they others competitors focus-IPR etc..,

How complete is the offering, growth rates, what do secondary sources state about us such as -press releases, analysts’ reports,

Who is the identified competition, i.e, product form (coke Versus Beer) or in the place/rank form 1 versus 2, 4 versus 5, 6....

Market research (secondary to know more),

Whether consolidation helps,

Common practices such centralization and

Cost cutting measures commonly adopted,

Consolidation of vendor (backward integration) - do we have a vendor data base,

Has the influencer in a decision process being reached effectively (if not efficiently -is cost of reach considered) -Efficiency of reach

Count of errors in any process versus effective processes -finish the o/p i.e. no of pieces within time span,

  Initiators contact,

  Buyer bargaining power,

  User,

  Payer influences on decision,

  Market research for more information,

  Changes in the industry,

  What are the relative strengths (SWOT) and

  Areas where competitors are good, their patents, and any product line where they have domination, VERSUS our SWOT,

  The kind of approaches, (LG-rural Versus Samsung-urban),

  Do they use any data base?

  Software’s, to be organized,

  Strategies of the competition,

  Margins the competitors work on, and

  Eventually markets, margins per product line per region, is there a possibility for creation of a new market, as this is easier to convert non users to users, than to make product changes or fight for competitors Customers,

  Ansoff matrix,

  Will any JV help?

  Are strategic partnership of any use, in terms of ROI?

  M&A,

  Will Diversification help?

  Any issues with (our) manuals,

  Service,

  Accessories,

  Delivery of all the above,

  Warranty attractiveness,

  Sales force mix and

  HR mix,

  Gestation period for decisions, -HP Carly quit and revenues exceeded Dell’s,

 

4 Cs

Customer solution

Customer cost

Convenience

Communication

 7s strategy-(things that are hard to change and soft and easier to change) 

Skill-soft

Shared values-soft

System-hard-tracking systems need to be in place

Structure-hard

Style-soft

Staff-soft

4Ps

Product bundling-packaging-positioning-branding-quality-updates and Customer's opinion-

Price

Place-handling,

Promo

+ 4 more Ps

Physical evidence

Processes and procedures-training gaps-Customers & employee
People

Patriotism

 

Margins (ROI-rate of returns) in a market-example 100cc bikes when compared to >100<250, {250< x>100},

What is the kind of investment required to enter newer markets,

Entry and exit barriers,

Legal issues,

Are there any culture issues (Customers and employees),

Talk to competitor's Customer,

Especially a lost Customer,

Industry scenario and organization SWOT,

Client/Customer analysis

(How he/she functions),

Features of clients-

Purchasing function- is it centralized?

Orientation- production/engineering dominated/financial

Market-delivery time-Quality standardization

Kind of relationship-nature of industry-

Prefer leasing-service contract- or sealed bidding

Service contract-system Purchases

Industry size-

Company size-

Location-

What technology do we focus on-& our competitors

User status in terms of technology (medium-hi-low),

Service requirement-Customer needs few/more services-

Urgency-application in our product-size of order-

Similarity in values-

Attitude towards risk-loyalty based/oriented.

Price-Oriented Customers,  

Limit quantity Purchased,

Allow no refunds

Make no adjustments

Provide no services

Purchasing Orientations- Buying

Procurement

Supply chain management

Product-Related Purchasing Processes-Routine products

Leverage products

Strategic products

Bottleneck products

E-Procurement,

(For a recommendation format see Boston Consulting Group formats)

Price in comparison with competitors & PLC, and all other Ps,

Environment,

Changing society,

Technology,

Politico/legal challenges,

Demographic features of Customer, 

How does the Customer use it?

Where does he buy it from?

When Customers buy

How Customers choose

Why they prefer a product

How they respond to marketing programs

Will they buy it (again)? Re-Purchase

Focus on city size, 

Social class,

Psycho graphics and

Lifestyle of Customer,

All these parameters with weighted

Satisfaction surveys,

Complaints box,

Various uses of the same product,

Importance of those uses,

Customer attitudes groups: 

Convenience oriented,

Enthusiastic,

Disinterested,

Decorator,

When was the last usage of the product?

Competitor analysis, and

Sources of ideas to be considered -

Customers,

Employees,

Vendors,

Ad agencies,

Investment Banks,

Consultants,

Brokers,

Distributors,

Research firms,

Tele calling agencies,

Trade shows,

Competitors &

Their patents, 

We compete for not only in the product form but for the same budget of the Customer,

Competition analysis: diet coke versus other colas, versus video rentals-

To realize the potential of

Distributors,

Retailers, 

Sales persons, 

Identify organization strength in terms of resources, 

Capabilities (competencies), 

Patents, etc..., 

Compatibility issues, 

How fast you expand on local soil, and foreign soil, 

At moments of truth – how is the sales mix, 

Make or buy process as per competence, 

Production is as per demand-unutilized capacity for contract manufacturing,  

Branding, 

Warranty, 

Getting our old Customer itself, 

Economies of scale, 

Manage growth consistently 

Structured analysis,

Product or concept, 

Name, 

Product 

Path of positioning - earlier and now, 

Features, 

Benefits,

Product development-

Sales force-

Customer-perception of the product-FGD (focus) -innovator-follower

Environment-PEST

Purchase behavior-low involvement-lifestyle

Discretionary Income (disposable-necessary expenses),

How will the competitors react?

Competition here is not only direct but alternate goods (diet Pepsi has beer & video library as competition against it)-competition is for the budget of money and not the form of product alone.

Margins for each market, nations in which they operate-GDP, macro-economic factors, World Bank report, & Dun and Bradstreet publications (e.g. Expenses Orter's guide) ex: Price Waterhouse publications,

Is the offering too similar to the competitors -at least any positioning different? 

If we want to enter newer markets -do we have entry barriers? 

Check supplier strength in that Market-could be geographically different, 

Are the competitors bundling (package deals), 

Sale process-

Lead generation-

Qualification-presentation

Follow up 

Software help-

Collections-

CRM-

Data base entries-

Analyze the data base-

Select Customer-

Target-

Build metrics-

Privacy-

Personal attention to big players-

Single contact, 

Customer location, 

History, 

Likes, 

Status, (active/inactive/payer), 

Needs, 

Future needs, 

Sometimes deleting Customer makes sense, 

Selling off business with low ROI, and ending product line,  

Is upgrading easy on the product-dummy connections-

Compatible with other products of competitors, 

Make or buy decisions, 

Competitor may be providing services, 

Scope to integrate two or more of our products, -example: an administration software with patent administration software,

A rethink of the cost structure, costing techniques, -traditional costing, and target cost,

Structured way of analysis -

Customer analysis, 

Competition analysis, 

Market analysis,

Lean (value add versus non value add activities to be removed), 

Inventory controls, 

Does interviewing the employees of our suppliers help? 

Service contractors, -engineers,

You understand the way they work, 

New avenues of advertising -on net & cell phones etc...,

Checking Cross elasticity options- substitutes, 

Products which move through marts - observe the percentage of shelf space, product placement, and in-store promotions. 

If sales is growing faster in volume than revenue, then it is harmful, for B2C products 

Does the retailer have dedicated sales persons? 

Does the product placement cater to the average height of the Customer, Product placement in malls - If the user's/buyer/payer's average height (women or children for example) depending on the products target Customer, 

Nearer to the entry of the chain store,

To better understand consumer behavior, we might conduct market research, possibly through focus groups, 

Customer observation, and 

Price sensitivity studies. Are there mechanisms to find when stock out happens?

Frequent shopper program, 

Where consumers accumulate points that entitle them to future discounts on merchandise. 

offering fewer product lines, so that it can consolidate its buying power and negotiate prices with suppliers that are competitive, strategy is a long term plan or set of actions which guides and aligns each activity in the organization towards the businesses’ model,

BCG guide line: Potential acquisitions Industry threats Market opportunity

Customers Competitors Projected Profitability

Pricing International expansion Promotion

Store growth Potential entrants Cost structure

Toy suppliers Process re-engineering Implementation

Organizational effectiveness    

When the organizations has multiple offerings or is thinking of multiple offering, is there any overlap in Customers, 

What do Customer like? 

Is your client in the traditional Markets or virtual, if your client is not in traditional, then what feature can make or stimulate the experience, shop outlay or layout versus the competitor, 

See BCG (Boston Consulting Group) last lap or end there are a sequence of questions,

Sell the brand of the name of the train, ex: Shatabdi express being renamed as Kurkure express for a price - pricing - auction, ticket backs i.e. back of train tickets and bus tickets used as ad space,

Tools such as ConfirmIt, SPSS, SAS, 

Oracle enterprise applications – education and research

Crystal Xcelcius tool

eSPEC

Galaxy explorer

GEMINI application

Job Spec capture

Local Lineups application

Npower application

- Market Research - QPSMR
- Market Research - Quantum MR tool
- Market Research - Advisor Interactive tool
- Market Research - Item Master Database - Portal
- Market Research - iSIGHTS
- Market Research - CASE (Consumer &Shopper Explorer)application
- Market Research - eCLIPSE application
- Market Research - Nitro
- Market Research - NRSP Set up- Market Research - TV Labeling application
- Market Research -
SIRVAL Elements

 

 

7.0 Costing tools

ABC-inventory, ABC -activity based,

Absorption,

Product costing (for each product line),

Batch costing,

Contract costing,

Process costing,

Job costing,

Hybrid Costing (Similar conversion activities different materials),

Operation Costing (High-volume production of several products lines differing in some ways),

Activity Cost Pool-Assigns product costs on a single volume related base,

Identify cost drivers,

High cost items,

Cost variance analysis=standard costs (forecasted) & actuals-y the variance, (Size of variance

Dollar amount (Amount parameter)

Percentage of standard

Recurring variances

Trends

Controllability

Favorable variances), have contingencies been built in the system, structure of ratios: Liquidity ratios

Solvency ratios

Turnover ratios

Profitability ratios

Equity-related ratios,

 

 

8.0 Strategy Tools

   

Identification of core areas,

Does economies of scale make sense, (in case mergers are on the cards?)

Whether consolidation helps,

Consolidation of vendor (backward integration) - do we have a vendor data base,

Will any JV help?

Are strategic partnership of any use, in terms of ROI?

M&A,

Will Diversification help?

If there is an entry into any new Market then it needs to be lowest-cost method of entry, 

If labor costs are high does it make sense to outsource?

Their economies of operation, 

Sometimes Purchases could be for the sake of building synergies-strategy and as investments-

You should know when to pull out in that case, and

When to buy, 

Look for overlaps in systems,

Solutions (solutions) in the IT area,

Having fewer suppliers,

Will redesigning of the product decrease overlaps, 

Risks of newer competition 

Risks of imitation 

Nature of Markets- concentrated, versus spread,

Changes in the assembly line, -subassembly lines,

Can the players come together and fund elections, or bargain with government,

Risk analysis as in, risk to imitation of businesses’ model or competency

Competition arising from new competition 

 

9.0 Inventory tools

Exercise methods such as back order inventory methods,

If the costs of inventory are hi, JIT, and other best practices,

If vendors are using common process-anything common, they can integrate ops to gain advantage,

Vendors may have supplier overlap,

5s of quality tools, spic and span,

Has the organization used tools such as MDSS-Market decision support sys, MKIS-Market info sys, ERP, MRP?

 

 

10.0 Management tools

People's co-operation, make the CEO talk to the branch heads about the effectiveness to each branch,

Ownership structure changes things-franchisee of retail formats too help,

For better efforts,

Superstores in rural markets served mainly by mom-and-pop stores and small discount retailers.

As you grow more clout with suppliers, you begin to buy out other discount retailers and convert their stores to your format.

Size of the existing store,

Local real estate costs,-will leasing help,

Does contract labor help,

 

11.0 Procurement tools 

Virtual ordering-like Cisco, Compare sales of one channel versus another, store versus store Walmart Versus Foodworld, (branch versus branch) volumes (units Versus Amount), and percentages

How fast is the environment changing?

Should the businesses’ model change accordingly?

Should the top Management change accordingly?

 

 

12.0 Marketing Research Process:

Step 1

Research Purpose

Problem or opportunity analysis

Which problems or opportunities are anticipated?

What is the scope of the problems and the possible reasons?

Evaluation of decision alternatives

What are the alternatives being studied?

What are the criteria for choosing among the alternatives?

Research users

Who are the decision makers?

Step 2

Research Objective

A statement, in as precise terminology as possible, of what information is needed

Research Question

Hypothesis Development

Research Boundaries

Typical questions at this stage are:

 - Should we rely on secondary sources such as the census?

 - Which is more appropriate, an exploratory research with group discussions or a field survey?

 - Is a mail, telephone, fax, or personal interview survey better for this problem?

Sampling

Type of Population

Question Form

Question Content

Response Rate

Costs

Available Facilities

Length of Data Collection

The specifics of measurements


Case discussed:

Walmart's Mexico adventure

Issues Walmart faced-low per capita –Purchasing power

Infrastructure for logistics –ports were adding to Walmart's woes

Selection of merchandise- snow skates in Mexico Wal-Mart

Language labels in English for Spanish speaking people

Currency crisis 4% depreciation per annum versus 45% rise in prices, against peso and dollar

System issues –excess inventory was replenished first -inventory system was built that manner

Government Red tape

Stock market optimism due to currency becoming cheaper outflow was more so they pegged it against a free float-lost 40% value

Recession

Tough imports due to exchange rates being high

NAFTA free trade agreement–cheaper jobs were created

 

 

Select a niche and operate there,

Check S&P rating,

Errors on methods-

Marketing budgets are generally a percentage on sales – which is wrong -as revenues go down your ads get lesser. 

Competitors may be at different stage- introductory industry phase versus mature- so promo budgets will be different, this matter needs to get incorporated in the corporate strategy of your organization.

Say if women customers are your objective-selling women’s’ apparel- you want that up by 20%, so as per target, how to decide how much part of the budget will go to that segment, - answer is funneling -

How many are my existing Customers-how many are women,

How many I want -?

How many people do I talk to-?

Where are they located?

Out of every 5 people who walks into my store 1 buys-therefore how many should come in,

How will you go to the place-where they are located?

If there is an academic institution specific for girls in countries such as India-do I promo it in front of the gate of such institutions,

Slow and transparent elevators-use the funds u saved on a hi speed elevator for the budgets,

Use the following concepts from management

    * Abell’s Framework for defining the businesses’

    * Porter's Five Forces model

    * Strategic Groups

    * Stages in the Industry Life Cycle

    * Role of Macro Economic Environment

    * National Competitive Advantage

    * Roots of Competitive Advantage

    * The Value Chain

    * Return on Invested Capital –cost of goods sold/sales, Selling, General & Administrative Expenses /sales, R&D/sales, Working Capital/sales, PPE/sales (sales of goods & admin, PPE-plant property & equipment)

    * Economies of Scale & Learning Effects

Cost goes down versus a new curve is created blow the cost line

    * Sequential and Parallel Development Process

 Identification-concept-product-process-commercialization’s-done

    * The dynamics of businesses’ level strategy

  How each element affects others-done

    * Focused Versus Differentiation strategies

Are you catering to just one kind of Customer, -done?

    * Market Development and Customer Groups

    * The Chasm

    * Non Price Competitive Strategies proliferation-ex SUV sunglasses to go with it, etc...

Ancillary industries and their support, 

Take DuPont

1 implementation

2 funding

3 identify qualified suppliers - if u want to try outsourcing -u have a choice between  an organization of 200 people and 1000 -the 1k people organization makes more sense -as per industry standards

4 segmentation

5 if you are a product/process manager- focus areas are either cost cut, increase revenues, energy conservation, industrial relations, productivity improvement, organization restructuring, counselling,

6 the solution must match the capabilities and needs (long & short term)

7 steps: mission & objective should be kept in mind,

Market research,

1.       Segment,

2.       Plan,

3.       Organize,

4.       Promote,

5.       Implement,

6.       Collect data, &

7.       Modify accordingly,

Observe hit rates when it comes to promotional choices,

For example, the perception of ‘Clean’ as per mechanics is different from what the manager thinks- you need to show your employees what you conceive, communicate thru their language, translation of manufacturing would be difficult,

Name of your organization should be easy to pronounce, if the name does not give up anything unique in meaning or idea then sales does not get effected badly but this is another parameter which needs to be looked into, consumers/ employees will not initiate a search into the uniqueness of your offering

Reward to employees - give them for example an operating system on which they work

Question the following aspects while communicating with the customer and while producing

What is being satisfied?  

Who is being satisfied?

How are they being satisfied?

Issues with metrics,

Method of measurement,

Consistency with inspectors (two and more and same inspector),

Compensation plan,

Economic conditions,

Industrial average,

Weight age in metrics,

Distribution issues-on time,

Margins,

Projects can be done right from vendors place to Customer- through six sigma,

Process improvements and best practices,

Outsourcing of production,

Sourcing,

Distribution, customer care,

Servicing,

Support,

Forecasting issues,

Policies,

Relationship

CRM databases,

Is franchising model better, e

Eliminated redundancies,

Lean methods (non-value add),

Where is the breakeven point (BEP),

Increase sales force,

Supply chain -reaching on time,

Patent ourselves,

Using tax haven,

SEZs,

Using best practices,

Sales to Customer- distribution,

Whole sellers, (YOY, MOM) - relationship issues,

Investing will be low medium or high as Market share and Market growth

Habitual behavior, cooker versus microwave,

 

 

 

13.0 Operations tools 

5S

Japanese Term

 English Equivalent

 Meaning in Japanese Context

 

Seiri

 Tidiness

 Throw away all rubbish and unrelated materials in the workplace

 

Seiton

 Orderliness

 Set everything in proper place for quick retrieval and storage

 

Seiso

 Cleanliness

 Clean the workplace; everyone should be a janitor

 

Seiketsu

 Standardization

 Standardize the way of maintaining cleanliness

 

Shitsuke

 Discipline

 Practice 'Five S' daily - make it a way of life; this also means 'commitment'

 

 

Mckinsey’s 3 ideas

Mutually exclusiveness of options

The Elevator Test and the 7 S Framework which is discussed later in this paper as well.

 

 

 

14.0 HR tools

Performance Management tools

 

 

 

 

15. Retail tools

  • food
  • fashion
  • fun
  • film

 

16. IT tools and IT consulting

  • The market is filled with several ERPs that can enable data mining, presentation. The big four have recommended ERPs such as SAP which has an excellent interfacing capability, the finance (FICO) integrates very well with sales and distribution (SD) modules, Materials management (MM) modules,  Plant maintenance (PM) modules, Human resource (HR) modules, security (GRC),   Enterprise Controlling (EC), Treasury, Investment Management (IM), Logistics Information System, Production Planning (PP), Quality Management
    (QM), Businesses Warehousing (BW), Industry Solutions (IS)-for Industries specific solutions, Customer Service (CS), Cross Application Components, Project Systems, Customer Relationship Management(CRM), Product Life Cycle Management, Supply Chain Management(SCM), Netweaver, Supplier Relationship Management(SRM).
  • In the IT field there are many types of IT consulting this is currently being practiced by the big four and organizations like IBM, Cap Gemini and Accenture as well, organizations such as Infosys are trying to make a mark in the consulting space by acquiring consulting organizations such as Lodstone.

END of content

Books to be read: "a small consultant’s survival kit

Must search on the net: Institute of management consultants of India,

More books Arthur N Turner- Management consultants in India, Businesses India June 7-20 archives '82,

Survey of Management consultants, views of Management consultants in India MDI

Colonel Nirmal Singh, consultancy method & styles experience & choice in the Indian setting- edition - Management consultants of India

India adopts Management consultants, journal of Management consultants

Christo lovelock, services Market, cases and reading –New Jersey Prentice hall

Stewart a Washburn "does your client know what u r do” journal of Management consultants

Brian smith Market of Management consultant’s journal of Management consultants

David H master journal - existing clients

David B Norris a Market checklist for consultant’s journal

Sam W Barcus 3, 4 dilemmas in selling consultants services journal

James R Hick man consultant’s primer for personal selling

PP Dixit “a small consultants, survival kit" journal of Management consultants vol4 #4 

 Rhonda Abrams- ALL BOOKS

 

 

Bibliography and Referencing

 

Philip Kotler, Kevin Lane Keller 13th edition Marketing management, Prentice Hall, Pearson Publication

Peter Ferdinand Drucker, The Practice of Management (2005), HarperCollins Publishers

ND Vohra, Quantitative Techniques In Management, Publisher: Tata McGraw-Hill 3rd edition

Harvard Businesses School Publishing, Literature, 2008

Management Game – Carnegie Mellon University, Tepper Businesses School Literature, 2008 

Financial Management Theory And Practice, Prasanna Chandra, 7e (Paperback - 2008), Tata McGraw Hill Publishing Company Limited

Marketing Research by David A. Aaker, V. Kumar, George S. Day, 9th edition, Publisher: John Wiley & Sons Inc.

Essentials of Organizational Behavior, 9th edition, Prentice Hall, Pearson Publication, Stephen P. Robbins / Tim Judge.

50 companies That Changed The World, Howard Rothman, Mary Scott. Career Press Inc.2001
Managing Human Resources, 5th edition,  Luis Gomez-Mejia,
David Balkin, Robert Cardy, Prentice Hall, Pearson Publication
The New Managerial Economics - William Boyes, Houghton Mifflin Company 9th edition
Basic Businesses Communication – 10th edition, Lesikar and Flatley, Tata McGraw Hill Publishing Company Limited
Integrated Retail Management by James R. Ogden & Denise T. Ogden, Wiley India Pvt Ltd, 2nd edition
Managerial Accounts – 7th edition. Ronald W. Hilton, Cornell University, Irwin/McGraw-Hill
Businesses  Statistics - JK Sharma- Pearson, 2th edition
Financial Management 9th edition  IM Pandey, Vikas Publishing House Pvt Ltd,
Consumer Behavior - Henry Assael, Houghton Mifflin College Div, 1st edition
Economic Environment - SK Misra, Puri Vk, Himalaya Publishing House, 2nd edition
CK Prahlad, The Fortune at the Bottom of the Pyramid, Wharton School Publishing.
Thomas Friedman, The World is Flat, Farrar, Straus and Giroux; 1st edition (April 5, 2005)
Excerpts from Pankaj Ghemavat's, Refining Global Strategy, Strategy and the Businesses Landscape, Games Businesses  Play, Commitment. Barnes & Noble
In Conversation with Dr. Ramesh G Tagat, former Professor at IIM Bangalore
Introduction Financial Accounting, Charles T Horngren, Gary L. Sundem, John A. Elliott, Donna Philbrick, Dorling Kindersley (India) Pvt Ltd, 8th edition
Howard Mentor Series E learning materials, Managerial Skill Development
Prof. A. K. Chaudhari, Indian Statistical Institute, Literature, 2008

Sales Management 6e, Charles Futrell, South-Western Publisher http://futrell-www.tamu.edu/
C.W Hill, G.R.Jones, Strategic Management an Integrated approach, 6th edition, McGraw-Hill
C.W. Hill & A.K Jain, International Businesses , Tata McGraw-Hill,
P.J. Fitzgerald, Selmond on Jurisprudence           
Integrated advertising, Promotion & Marketing Communication, Kenneth E. Clow, Donald E. Baack, Prentice Hall, Pearson Publication,  3rd edition
Rural Marketing, Pradeep Kashyap & Siddarth Rout, 2nd edition, Sage
Financial Management, M.Y Khan
Financial information control system, Antony & Govind Rajan
Multinational Finance Management, Alan C. Shapiro
Financial Statement Analysis & Valuation, Wild, Subramaniam, Halsey
Financial Services, M.A. Khan
Mergers Re structuring & Corporate Control, Weston. F.
Strategic Finance Management, Dr. Prasana Chandra
Product Management by Donald R Lehman, Russel S Winer, Tata-McGraw Hill 3rd edition
India 2020 APJ Abdul Kalam, YS Rajan, Penguin Publications
Mission India APJ Abdul Kalam, YS Rajan, Penguin Publications
Services Marketing, 3e, Tata McGraw Hill, Valerie A Zeithmal, Mary Jo Bitner
Industrial Marketing Analysis, Planning and Control, 2nd edition, Prentice Hall, Robert R Reeder, Edward G Briety, Betty H Reeder  

Good Place to find eBooks,

 

http://www.unhabitat.org/list.asp?typeid=15&catid=254&start=91&page=4 

http://books.google.co.in/books?id=7cYOAAAAQAAJ&pg=PA220&lpg=PA220&dq=marketing+alternatives&source=bl&ots=zHBWss7vOj&sig=LphKWxm1BMUM4AA7PHGPWvhCsk4&hl=en&ei=fN7QSYauLNCNkAX5x73vCQ&sa=X&oi=book_result&resnum=4&ct=result#PPA206,M1

http://books.google.co.in/books?uid=8297740492292933293
http://www.theadulteducationcenter.com/Links/links.htm#rub   

http://www.themarketinganalysts.com/Sample%20Strategic%20Marketing%20Plan%20Outline.pdf
http://en.wikipedia.org/wiki/Businesses _performance_management
http://en.wikipedia.org/wiki/Benchmarking

http://www.loreofwizards.com/chapters.html    

http://www.slideshare.net/divinvarghese