Market Orientation in India Financing & Marketing Implications Pradeep Gopalakrishna P.V. Viswanath FIN 680D/ FIN 360A MAR 680V/ MAR 356E/ INB 670C Fall 2008

Course Focus This course will look at the evolution of companies in India as the country moves towards being a more open and market-oriented economy. We will look at the changing financial framework in which these firms operate; how it has helped, hindered and changed firms' strategies. In particular we will look at the move from a planned economy to an economy driven by consumer and investor needs and demands

Course Focus We will also look at how India is preparing to be a future economic power, including the challenges and opportunities facing Indian leaders. Infrastructure, both financial and physical will be addressed. Students will visit firms in several industries, financial institutions, cultural and historical sites, and business schools.

Topics General Introduction –India – History and Culture –India -- Economy Themes –Economic Resurgence post-1991 –RTI Financial Infrastructure –Visits: National Stock Exchange, Reserve Bank of India –Companies: Goldman Sachs, Bharat Heavy Electricals (BHEL)

Topics Physical Infrastructure –Visits: Federation of Indian Export Organizations, Special Economic Zone: Mindspace –Companies: Jet Air Marketing –Companies: Mode Research/ GFK Research (Mkt Research), Dentsu (Ad Agency)

Topics: Industry Studies Retail –Visits: Pantaloon, Subhiksha Aviation –Companies: Jet Airways IT/ BPO –Companies: TCS, Infosys Manufacturing –BHEL

Visits Bombay –National Stock Exchange –Reserve Bank of India –Federation of Indian Export Organizations –Jet Airways –Mode Research/ GFK Research (Mktg. Research) –Pantaloon (fashion outlets and other retail)

Visits Bangalore –Infosys –Tata Consulting Services (TCS) –Goldman Sachs –Subhiksha –BHEL –Dentsu Advertising –Indian Institute of Mgmt/ Technology (IIM/ IIT)

Course Structure We will have online discussions based on texts throughout the term. In addition, we will, tentatively, have five in-class meetings: Oct. 6 Oct. 27 Nov. 10 Nov. 24 Dec. 1

Course Requirements Participation in Online Discussions Report on a topic of choice (to be selected with me) and powerpoint presentation on Dec. 1 (for graduate students only) Brief write-up (about two pages) on the trip as a whole plus more focused descriptions of two specific visits, not in the same industry/area (two pages per visit).

Bombay: Gateway of India

Marine Drive: Queen ’ s Necklace

Bombay: Ganesh Chaturthi

Bangalore: Temple Procession

Bangalore Street

Bangalore: State Legislature