mody university of science & technology · school of management studies …a premier women...

SCHOOL OF MANAGEMENT STUDIES …A Premier Women B-School with Indian Ethos and Values

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MODY UNIVERSITY OF SCIENCE & TECHNOLOGY

(State University u/s 2/f of UGC Act 1956)

Curriculum Structure, Course Description, Text Books

and References

of

BACHELOR OF BUSINESS ADMINISTRATION

(with Specialization)

(2019-20 Batch onward)


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Programme: Bachelor of Business Administration (B. B. A.) (With Specialization)

Programme Level: Undergraduate Duration: Three Years (Six Semesters)

No. of Seats: 60

Main objectives of the new programmes are -

To provide in-depth knowledge to the students in a specific business area

To keep pace with the changing environment

To enhance the quality of placement for the students

To help them in choosing their area of specialization when pursue higher studies in future

BBA (MARKETING): BBA with Marketing specialization is a 3-year undergraduate programme

which aims at teaching students the basic and the most important marketing skills to promote, firms,

products and brands, and prepares them for the industry environment.

BBA (HUMAN RESOURCE MANAGEMENT): BBA with Human Resource Management

specialization is a 3-year undergraduate programme which aims at teaching students the skills to

ensure that a company’s most important asset—its human capital—is being nurtured and supported

through the creation and management of programs, policies, and procedures, and by fostering a

positive work environment through effective employee-employer relations.

BBA (FINANCIAL SERVICES): BBA with Financial Services specialization is a 3-year

undergraduate programme which aims at teaching students the various nuances of finance,

investments, risks and other financial products.

BBA (TOURISM MANAGEMENT): The BBA (Tourism Management) programme exposes

students to the different aspects of tourism and travel industry. Industrial tie-ups would provide a

platform for practical training of the students, so that they can be more confident to perform their jobs

and can be an asset to their organisations.

The curriculum of the first two years of the above programs have been aligned with the curriculum of

the first two years of the revised BBA programme.

In the third year, student would be free to choose any six elective courses from one of the four

Discipline Specific Electives (DSE’s) viz. Marketing Management, Human Resource Management,

Financial Services and Tourism Management.

The first batch of the programme in MUST is proposed to be admitted in the session 2019-2020.

Input Qualification:

Candidate should have passed 10+2 from a recognized Board with proficiency in English.

Evaluation Procedure:

All Rules and Regulations as provided in the Ordinances and Regulations of Undergraduate

Programmes shall be followed.


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Bachelor of Business Administration (With Specioalization) Programme Level: Undergraduate Duration: Three Years (Six

Semesters)

BBA (with Specialization)

Three-Year Programme Academic Curriculum (2019-20 onwards)

First Year

Au

tum

n S

emes

ter

Course

Code Course Title

Contact Hours

per Week

Cre

dit

s ETE

Duration

Hours

Weightage (%)

L T P CW MTE ETE

Core Courses

BS 111 Evolution of Indian Business 3 - - 3 3 25 25 50

BS 121 Principles of Management 3 - - 3 3 25 25 50

BS 131 Microeconomics 3 - - 3 3 25 25 50

BS 141 Statistics for Business Decisions 3 - - 3 3 25 25 50

Ability Enhancement Compulsory Courses

MDC 003 Environmental Studies 3 1 - 4 3 25 25 50

Generic Course

BS 151 Business and Corporate Laws 3 - - 3 3 25 25 50

Sub Total 18 1 - 19

GE 103 Proficiency (Non-Credit)

# 1

Sp

rin

g S

emes

ter

Course

Code Course Title

Contact Hours

per Week

Cre

dit

s ETE

Duration

Hours

Weightage (%)

L T P CW MTE ETE

Core Courses

BS 112 Organisational Behaviour 3 - - 3 3 25 25 50

BS 122 Macroeconomics 3 - - 3 3 25 25 50

BS 132 Marketing Management – I 3 - - 3 3 25 25 50

BS 142 Business Accounting 3 - - 3 3 25 25 50

Ability Enhancement Compulsory Courses

BC 152 Business Communication 3 - - 3 3 25 25 50

Generic Course

BS 152 Enterpreneurship Development 3 - - 3 3 25 25 50

Sub Total 18 - - 18


# 1


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Second Year

Au

tum

n S

emes

ter

Course

Code Course Title

Contact Hours

per Week

Cre

dit

s ETE

Duration

Hours

Weightage (%)

L T P CW MTE ETE

Core Courses

BS 211 Marketing Management – II 3 - - 3 3 25 25 50

BS 221 Human Resource Management – I 3 - - 3 3 25 25 50

BS 231 Management Accounting 3 - - 3 3 25 25 50

BS 241 Tourism Management 3 - - 3 3 25 25 50

Skill Enhancement Compulsory Courses

Foreign Language-I# 3 - - 3 3 25 25 50

Mody University Elective 3 - - 3 3 20 - 80

Generic Course

BS 251 Production and Operations

Management 3 - - 3

3 25

25 50

Sub Total 21 - - 21

GE 203 Proficiency (Non-Credit) # 1

Sp

rin

g S

emest

er

Course

Code Course Title

Contact Hours

per Week

Cre

dit

s ETE

Duration

Hours

Weightage (%)

L T P CW MTE ETE

Core Courses

BS 212 Human Resource Management – II 3 - - 3 3 25 25 50

BS 222 Business Research 3 - - 3 3 25 25 50

BS 232 Financial Management – I 3 - - 3 3 25 25 50

BS 242 Computer Applications in Business 3 - - 3 3 25 25 50

Skill Enhancement Course

Foreign Language-II# 3 - - 3 3 25 25 50

Mody University Elective* 3 - - 3 3 20 - 80

Generic Course

BS 252 Business Ethics and Corporate

Governance 3 - - 3 3 25 25

50

Sub Total 21 - - 21


# 1


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Third Year

Au

tum

n S

emes

ter

Course

Code Course Title

Contact Hours

per Week

Cre

dit

s ETE

Duration

Hours

Weightage (%)

L T P CW MTE ETE

BS 311 International Business 3 - - 3 3 25 25 50

BS 321 Quantitative Techniques for

Management 3 - - 3 3 25 25 50

BS 331 Financial Management – II 3 - - 3 3 25 25 50

Elective – I 3 - - 3 3 25 25 50

Elective – II

3 - - 3 3 25 25 50

Elective – III

3 - - 3 3 25 25 50

BS 341 Summer Internship Project** - - - 6 - - - 100

Sub Total 18 - - 24


# 1

Sp

rin

g S

emes

ter

Course

Code Course Title

Contact Hours

per Week

Cre

dit

s ETE

Durati

on

Hours

Weightage (%)

L T P CW MTE ETE

BS 312 E-Commerce 3 - - 3 3 25 25 50

BS 322 Project Management 3 - - 3 3 25 25 50

BS 332 Basics of Taxation 3 - - 3 3 25 25 50

Elective – IV 3 - - 3 3 25 25 50

Elective – V

3 - - 3 3 25 25 50

Elective – VI

3 - - 3 3 25 25 50

Sub Total 18 - - 18

Total Credits 114 1 - 121


# 1

CW: Course Work; MTE: Mid Term Examination; ETE : End Term Examination

# The university offers five foreign languages, i.e. Chinese, French, Japanese, German and Spanish, out of which a student

is required to select any one. There is no option of change once selected.

*The university offers CBCS (Mody University Elective)which a student require to select any one in one in autumn and one

in spring second year. **A student will go for Summer Internship after Second year and Evaluation of Summer Internship Project would comprise of Report and Viva-voce.


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DISCIPLINE SPECIFIC ELECTIVE COURSE@

: A Student would be free to choose any Six papers from

ONE group. The COURSE offers FOUR groups viz. Finance (DSE - I), Marketing (DSE - II) , Human

Resource (DSE - III) and Tourism (DSE –IV) S.No. Financial Services

(DSE-I)

Marketing

(DSE-II)

Human Resource

(DSE-III)

Tourism

(DSE-IV)

1. FS 311: International

Finance

MK 311: Advertising

and Brand

Management

HR 311: Recruitment and

Selection

TM 311: Geography

of Tourism

2. FS 321: Investment

Banking and Financial

Services

MK 321: Retail

Management HR 321: Performance

Management

TM 321: Travel

Agency and Tour

Operations

3. FS 331: Investment

Analysis and Portfolio

Management

MK 331: Marketing

of Services

HR 331: Labour

Legislation

TM 331: Tourism

Planning and

Development

4. FS 341: Strategic

Fianancial Management MK 341: International

Marketing

HR 341: Training

and Development

TM 341: Sales and

Marketing in

Tourism

5. FS 312: Financial

Institutions and Markets

MK 312: Personal

Selling and

Sales Force

Management

HR 312: Strategic

HRM

TM 312: Tourist

Behavior

6. FS 322: Tax Planning MK 322: Rural

Marketing

HR 322: Cross

Cultural HRM

TM 322: Destination

Marketing and

Management

7. FS 332: Derivatives and

Risk Management

MK 332: Distribution

and Supply Chain

Management

HR 332: Talent and

Knowledge

Management

TM 332:

International

Tourism

8. FS 342: Business

Analysis and Valuation

MK 342: Customer

Relationship

Management

HR 342: Negotiation Skills

for

Managers

TM 342: Event

Management

@A(n) discipline/elective course shall be offered only when a minimum of 10 students opt for it


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FIRST YEAR

AUTUMN SEMESTER

(Semester – I)


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BS 111 Evolution of Indian Business 3-0-0-3

Course Objective

To understand the irreducible complexity of organizing business in society and to highlight the importance of

strategic decisions by business actors in response to changing business context.

The study the business history in India provides an engaging account of the business methods and families that

makes Indian business what it is today.

Course Content

Indian business at the time of colonization: Early colonial rule and the fate of

indigenous merchants in different parts of India. The origins of Agency houses and their

failure in Calcutta in early nineteenth century, Indian partners and early entrepreneurial

initiatives, The maturation of the managing agency system and their decline in the

twentieth century. [07]

The Rise and Maturation of Indian Industry: The rise of Indian industry in Western

India—profits from opium trade and the rise of cotton textile industry in the second half

of the nineteenth century, British dominance of industry in Eastern India, Multinationals,

Agency houses and rise of Marwari industrialists in Eastern India in the early twentieth

century, The impact of two World Wars and the Great Depression on the rise of Indian

industry, Swadeshi enterprises and other challenges to British domination of business. [07]

Indigenous capital and the bazaar economy: Between traditional subsistence economy

and the modern European enclave economy, Traditional commission agencies (arhat) and

financial instruments (hundi). The cotemporary relevance of the concept of the bazaar

economy, Dominant business communities in colonial India—Parsees, Marwaris and

Nattukottai Chettiars. [08]

Independent India and the planning period: The conceptual division of the economy

into sectors and the place of private industry in economic planning, Growth of traditional

big business groups during the Nehru era, Development of capitalism, The story of

powerloom, The external environment -Sterling balances controversy and the loss of

access to capital for investment in the early plan period. The restrictions on private

business in late 1960s through 1970s and business response. [09]

Alternative models of business success: Case studies - Amul and the cooperative model,

Maruti and the state-initiated revolution in the automobile market, Industrial cluster in the

Tiruppur area, Evolution of Indian business groups in the post-reforms era, The salience

of family business, The rise of new industrial elites, Trends in industrial concentration,

History of the software industry. [08]

Text Books

1. Tripathi Dwijendra and Jumani Jyoti, “The Concise Oxford History of Indian Business”,

1st Edition, Oxford University Press, India.

References:

1. Piramal Gita, “Business Maharajas”, Penguin India.

2. Tripathi Dwijendra and Jumani Jyoti , “The Oxford History of Contemporary Indian

Business”, Oxford University Press.

3. Kudaisya M (ed), “The Oxford India Anthology of Business History”, Oxford University

Press, New Delhi.

Note: Latest edition of text book and references must be used.


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BS 121 Principles of Management 3-0-0-3

Course Objective

The objective of the course is to provide the student with an understanding of basic management concepts,

principles and practices.

Course Content

Introduction: Concept – Need for study; Managerial functions – An overview;

Coordination – Essence of management; Evolution of Management Thought – Classical,

Neo classical and Modern approaches, MBO, Emerging issues in management. [08]

Planning: Types of Plan, Objectives of Planning, Planning process, SWOT, Decision-

making – Concept, importance, Individual versus group decision making, Decision

making process, Techniques of decision making. [12]

Organising & Staffing: Concept and importance; Process of organizing – An overview,

span of management, line and staff authority, delegation of authority, centralization vs

decentralization; Formal and informal organization; Types of organization structure; Concept

and importance of staffing, Process of staffing. [12]

Directing and Controlling: Motivation – Concept, importance, intrinsic and extrinsic

motivation; Motivation theories – Maslow’s need hierarchy theory, Herzberg’s two factor

theory, McGregor’s Theory X and Theory Y, Ouchi’s Theory Z; Leadership – Concept,

importance; Theories of leadership – Likert theory, Blake and Mouton’s Grid theory,

Tannenbaum and Schmidt Leadership continuum; Controlling – Concept, process,

Principles of effective control, Major techniques of control. [07]

Text Books

1. Koontz, H. and Weihrich, H. “Essentials of Management”, Pearson Education.

2. Prasad, L.M., “Principles and Practices of Management”, S Chand and Sons, New Delhi

References:

1. Luthans, F., “Introduction to Management”, McGraw Hill.

2. Robbins, S. and Coulter, M.”Management”, Pearson Education.

3. Drucker P. F., “Practice of Management”, Mercury Books, London.

4. Griffin, R.W. “Management Principles and Application”, Cengage Learning

5. Louis, A.Allen. “Management and Organization”, Mc Graw Hill, Tokyo.



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BS 131 Microeconomics 3-0-0-3

Course Objective

To acquaint the students with the concepts of microeconomics dealing with consumer behaviour and producer

behaviour and also understand the behaviour of firms under different market structures

Course Content

Consumer Behaviour and Elasticity of Demand: Basic demand and supply analysis;

Elasticity of demand: price, income and cross elasticity, point elasticity and arc elasticity,

marginal revenue, average revenue and price elasticity of demand; Ordinal utility analysis

of consumer behaviour: Budget line and indifference curve, consumer equilibrium.

Income consumption curve and Engel curve, Price consumption curve and derivation of

demand curve, Income and Substitution Effects of a price change; Consumers’ Surplus;

Revealed Preference theory. [08]

Production and Cost: Total, average and marginal product curves, Three stages of

production, Production isoquants, marginal rate of technical substitution, economic region

of production, Isocost lines, optimal combination of resources, the expansion path, returns

to scale; Cost of Production - Concept of explicit costs, implicit costs and opportunity

costs of production, derivation of short run and long run cost curves. Economies and

Diseconomies of scale and the shape to the long run average cost. Learning curve and

economies of scope. [12]

Perfect Competition: Assumptions, Equilibrium of the firm and the industry in the short

run, Supply curve of firm and industry in the long run. Consumers’ and Producers’

Surplus and the efficiency of perfect competition. Welfare effects of an excise tax. [06]

Imperfect Competition: Monopolistic competition - price and output decision in the

short run and long run, monopolistic competition and economic efficiency.

Monopoly: Monopoly short run and long run equilibrium. Shifts in demand curve and the

absence of the supply curve. Measurement of monopoly power and the rule of thumb for

pricing. Comparison of pure competition and monopoly and the social costs of monopoly

power including deadweight loss. Degree of price discrimination.

Oligopoly and Interdependence: Cournot's duopoly model (with reaction curves), kinked

demand curve model, dominant firm price-leadership model, centralized cartels. [13]

Text Books

1. Dwivedi, D. N., “ Principles of Economics”, Vikas Publishing House New Delhi.

2. Deepashree, “Microeconomics-Theory & Applications”, Mc Graw Hill, New Delhi.

References:

1. Salvatore, Dominick, “Principles of Microeconomics”, Oxford International Student

Edition.

2. Gould, J.P., and Lazear, E.P., “Microeconomic Theory”, All India Traveller Bookseller,

New Delhi.

3. Pindyck, R.S., D. L. Rubinfeld and Mehta, P. L., “Microeconomics”, Pearson Education.

4. Koutsoyiannis A., “Modern micro-economics”, Macmillan New Delhi.

5. Stigler, G., “The Theory of price”, Prentice Hall Of India, New Delhi.



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BS 141 Statistics for Business Decisions 3-0-0-3

Course Objective

To familiarize students with the basic statistical tools used to summarize and analyze quantitative information for

decision making.

Course Content

Introduction to Statistics: Meaning, Definition, Scope, uses and limitations of statistics,

Collection of primary and secondary data, Classification and tabulation of data, Graphs of

frequency distribution and Curves. Measures of Central Tendency - arithmetic mean,

geometric mean and harmonic mean. Median and Mode (and other partition values

including quartiles, deciles, and percentiles). [10]

Measures of Dispersion: absolute and relative, Range, quartile deviation, mean

deviation, standard deviation, and their coefficients, Properties of standard

deviation/variance. Moments - Calculation and significance,Skewness: Meaning,

Measurement using Karl Pearson and Bowley’s measures; Concept of Kurtosis. [09]

Correlation Analysis - Meaning of Correlation: simple, multiple and partial; linear and

non-linear, Correlation and Causation, Scatter diagram, Pearson’s co-efficient of

correlation; Rank Correlation Regression Analysis - Principle of least squares and

regression lines, Regression equations and estimation; Properties of regression

coefficients; Relationship between Correlation and Regression. [13]

Index Numbers: Meaning and uses of index numbers. Construction of index numbers:

fixed and chain base: univariate and composite. Aggregative and average of relatives –

simple and weighted, Tests of adequacy of index numbers, Base shifting, splicing and

deflating, Problems in the construction of index numbers, Construction of consumer

price indices. Important share price indices, including BSE SENSEX and NSE NIFTY. [07]

Text Books

1. Vohra N. D., “Business Statistic"s”, McGraw Hill New Delhi

2. Gupta, S.P., and Archana Gupta., “Statistical Methods”, Sultan Chand and Sons, New

Delhi.

References:

1. Levin, Richard, David S. Rubin, Rastogi, and Siddiqui., “Statistics for Management”,

Pearson Education.

2. Berenson and Levine., “Basic Business Statistics: Concepts and Applications”, Pearson

Education.

3. Siegel Andrew F., “Practical Business Statistics”, McGraw Hill.

4. Spiegel M.D., “Theory and Problems of Statistics”, Schaum’s Outlines Series. McGraw

Hill Publishing Co.

5. Gupta, S.C., “Fundamentals of Statistics”, Himalaya Publishing House.

6. Anderson Sweeney and William, “Statistics for Students of Economics and Business”,

Cengage Learning.



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MDC 003 Environmental Studies 3-1-0-4

Course Objective

Environmental studies is one of the most important topics in the context of present civilization as the

present status of environment is precarious and if proper and timely precautionary measures are not

taken it has the potential to destroy many of the natural process that not only allows life to survive but

also thrive. The objective of the course is to provide the student with an understanding of environmental

issues.

Course Content

Environmental Science: Definition, scope and importance, Multidisciplinary nature. [02]

Ecology and Life Sustaining Process: Origin, evolution and diversification of life; natural

selection; levels of selection. Ecosystem structure, functions; nutrient cycles; biomes; habitat

ecology; primary and secondary productivity; Population ecology; metapopulation dynamics;

growth rates; density growth; niche concept; Species interactions:. Biodiversity and bio

conservation; genetic drift; biogeography and evolutionary ecology (Indian context only);

gene-environment interaction; Endangered and endemic species of India. [06]

Present civilization and its engine: Empowerment through Science and Technology: Its

power and its consequences. The strongest contemporary ideas of science and their

consequences on society. Industrial Civilization and its engine. Economics and its limitations:

meta economics Psychology: The Anatomy of Greed, Envy and Vanity (Freud‘s

Psychoanalytic perspective, Hans Selye Stress Model; Self-regulation techniques)

Unsustainable development. Traditional methods of protecting nature.

Suggested Case studies:

i) Cultural Basics of our Environmental Crisis:

ii) Ecofeminism [06]

Natural Resources (Renewable and Non-renewable Resources): Natural resources and

associated problems. Forest resources – Use and over-exploitation, Mining, Dams and their

effects on forest and tribal people. Water resources – Use and over-utilization of surface and

Ground Water, Mineral resources – Use and exploitation, Role of an individual in conservation

of natural resources.

Suggested Case Studies:

i) What has posterity ever done for me?

ii) Energy policy and further future: The identity problem [05]

The story of Commons: Definition, Causes, Effects and Control measures of Air Pollution,

Water Pollution, Soil Pollution, Marine Pollution, Noise Pollution and Thermal Pollution,

Nuclear hazards. Disaster management – Floods, water logging, salinity, Drought,

Earthquakes, Cyclones and Landslides.


i) The tragedy of commons:

ii) We all live in Bhopal

iii) The Silent Spring; [06]

Social Issues and the Environment: Urban problems related to Energy, Water conservation,

Rainwater Harvesting, Watershed management, Environmental ethics – Issues and possible

solutions, Climate change, Global Warming, Acid Rain, Ozone layer depletion, Nuclear

accidents and holocaust, Environmental Protection Laws in India. Population growth, variation

among nations. Population explosion—Family Welfare Programme. Environment and human

health. Human rights. Value education. Role of Information Technology in environment and


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human health.


i) Earth the Crowded Planet

ii) Famine Affluence and morality

iii) The world food supply

[06]

Protection and Prevention of Environment with Special intervention:

Environment Protection and the Law: Constitution Provisions Relating to Environment, Constitutional provisions about states

powers concerning acquisition, regulation and distribution of natural resources (water, forests,

mines, oil).

Primary Protective Laws: Environment Protection Act, 1986, Water (Prevention and Control) Act, 1974, Air (Prevention

and Control) Act, 1981, Forest Act, 1927, Forest Conservation Act, 1980, Biodiversity Act,

2002, National Environment Tribunal Act, 1995, National Environment Appellate Act 1997,

the Scheduled Tribes and Other Traditional Forest Dwellers (Recognition of Forest Rights)

Act, 2006, National Green Tribunal Act, 2010.

Secondary Laws:

Noise pollution regulations: Environment Impact Assessment (EIA), rules relating to waste

management (Solid wastes, hazardous wastes, bio-medical wastes, The Costal Regulation

Zone Notification). Role of information technology in environment and human health,

Greenhouse, its effect, remedies and international declaration related to it. [06]

Sustainable Development (Objective and Application): Introduction: Dysfunctional civilization, Vision of sustainable world, Satyagraha for

Conservation, Buddhist Attitude towards nature , Buddhists Economics

Case studies a. Management Sciences: Carbon Credits and Trading , green marketing and cause

related marketing

b. Science and Engineering Issues: Organic farming, Renewable energy.

c. Built Environments: Sustainable site planning, management of waste and its

reduction, Low energy building materials and its implications, embodied energy,

different case studies

d. Sustainable fashion: Online study of eco-fashion brands; how India can lead?

e. Judicial activism [11]

Field Trip & Report writing: (Any one of the following) i) Visit to renewable energy site

ii) Visit to biodiversity park

iii) Workshop on sustainable fashion

iv) Shekhawati and its environment

v) Morarka Foundation ( organic farms) Nawalgarh/ Piplantri village Rajsamand district [04]

Text Books

1. Cunningham William P. Saigo B Woodworth, Environmental Science: A Global

Concern, McGraw-Hill Higher Education; Sixth Edition

2. Odum E. P. Barret G.W “Fundamental of Ecology”, 5 th Edition Cengage

Learning.


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References:

1. S.C Shastri “Environmental Law”5th Ed EBC Explorer, India.

2. , C.T Morgan, R.A King, J.R. Weisz, J. R., & J. Schopler, “Introduction to

Psychology” International Student edition, Tata McGraw Hill, New Delhi.

3. E.F.Schumacher, Blond and Briggs, “Small is Beautiful: Economics as if

People Mattered” London.

4. Heywood V.H. & Watson R.T. 1995. “Global biodiversity assessment”,

Cambridge Univ. Press

5. “Our Common Future”, Report on World Commission on Environment and

Development United Nations Document.

6. Al Gore, “Dysfunctional Civilization: The Earth in Balance”, Houghton,

Mifflin.

7. Lester Brown, Christofer Favin, Sandra Postel, “Vision of a Sustainable

World”, The Worldwatch Reader, Ed Lester R. Brown New York

8. W.P. Pruden and S.H. Anderson, “Environmental Sciences”, Charles. E.,

Meredith Publication, NY, USA

Mongraphs for suggested Case Studies : 9. Cultural Basics of our Environmental Crisis: Lweis W. Moncrief, Science Vol

170,508-12 (1970)

10. Ecofeminism: Karen J Warren Environmental Ethics, Vol 12 (1990)

11. Satyagraha for Conservation : Awakening the spirit of Hinduism: O. P.

Dwivedi Ethics of Environment and Development, Edited by Engel and Engel,

Bellhaven Press, UK ( 1990)

12. Buddhist Attitude towards nature: Lily De Silva, The Buddhist Attitude

towards Nature, Ed: K.Sandell, Buddhist Publication Society, Sri Lanka (1987)

13. What has posterity ever done for me?: Robert Heilbroner, Times Magazine,

New York (1975)

14. Energy policy and further future: The identity problem: Derek Parfit, Energy

and the future , Eds MacLean and Brown, (1983)

15. The tragedy of commons: Grrettn Hardin, Science, 162 (1968)

16. We all live in Bhopal: George Bradford , Questing Technology, Freedom

Press, US (1988)

17. The Silent Spring: Rachel Carson, Houghton Mifflin Co, US (1962)

18. Earth the Crowded Planet: Tristram Coffin, The Washington Spectator, Vol

17.15 (1991)

19. Famine Affluence and Morality: Peter Singer, World Hunger and Moral

Obligation Ed William Aiken, Hugh, Lafollette, (1977)

20. The world food supply: Tristram Coffin, Washington Spectator, Vol 19.2,

1993



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BS 151 Business and Corporate Laws 3-0-0-3

Course Objective

The objective of the course is to impart basic knowledge of the important business and corporate laws

along with relevant case law.

Course Content

The Indian Contract Act, 1872: Contract – meaning, characteristics and kinds; Essentials

of valid contract - Offer and acceptance, consideration, contractual capacity, free consent,

legality of objects; Void agreements; Discharge of contract – modes of discharge including

breach and its remedies; Contingent contracts; Quasi – contracts; Contract of Indemnity

and Guarantee; Contract of Bailment; Contract of Pledge; Agency.

[14]

The Sale of Goods Act, 1930: Contract of sale, meaning and difference between sale and

agreement to sell; Conditions and warranties; Transfer of ownership in goods including

sale by non-owners; Performance of contract of sale; Unpaid seller – meaning and rights of

an unpaid seller against the goods and the buyer.

[06]

The Companies Act 2013: Meaning and types, Incorporation, Memorandum & Articles of

association, Prospectus, Issue of shares and bonus shares, rights issue, sweat equity, role of

directors,Appointment, qualifications; removal of directors, company meetings.

The Limited Liability Partnership Act, 2008: Meaning and nature of limited partnership,

formation, partners& their relations, extent and limitation of liability.

[12]

[02]

The Information Technology Act 2000: Definitions under the Act; Digital signature;

Electronic governance; Regulation of certifying authorities; Digital signatures certificates;

Duties of subscribers.

[05]

Text Books

1. Tulsian, P.C, “Business Law”, McGraw Hill, New Delhi.

2. Lee Reach, “Business Laws”, Oxford University Press, UK.

References:

1. Dr. Avatar Singh, “Company Law”, Eastern Book Company,

2. Datta, C.R. “ Company Law”, Lexis Nexis

3. Bare Acts, Circulars on Laws, Taxmans

4. Kuchhal. M.C., “Business Law”, Vikas Publishing House, New Delhi

5. Information Technology Rules 2000 with Information Technology Act 2000,

Taxmann Publications Pvt. Ltd., New Delhi.



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FIRST YEAR

SPRING SEMESTER

(Semester – II)


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BS 112 Organisational Behaviour 3-0-0-3

Course Objective

To change the way students think about and analyze behavior in organizations so that students become a

more thoughtful and effective employee, co-worker, and manager.

Course Content

Introduction: Organisational Theories - Classical, Neo-classical and

Contemporary. Organisational Behaviour: concepts, determinants, challenges and

Formal and Informal structures; Flat and Tall structures. Opportunities of OB.

Contributing disciplines of OB. Organizational Behaviour Models. Individual

Behaviour: Personality- Type A and B, Big Five personality types, Factors

influencing personality; Values and Attitudes- Concept and types of values:

Terminal value and Instrumental Value. Component of attitude, job related

attitudes, measurement of attitude; Learning - Concept and Learning theories and

reinforcement, Schedules of reinforcement; Perception and Emotions- Concept,

Perceptual process, Importance, Factors influencing perception, perceptual errors

and distortions, Emotional Intelligence. [15]

Group Decision making and Communication: Concept and nature of decision

making process, Individual versus group decision making. Nominal group

technique and Delphi technique. Communication and Feedback, Models of

Communication. Transactional Analysis, Johari Window. [05]

Motivation: Meaning and Importance of motivation, Theories- Vroom’s Valence

- Expectancy Theory, Intrinsic motivation by Ken Thomas .Behaviour

modification, Motivation and organisational effectiveness, Measurement of

motivation using standard questionnaire; Leadership, Power and Conflict:

Concept and theories, Styles of leadership, Behavioural approach, Situational

approach, Leadership effectiveness. Power and conflict. Bases of power, power

tactics; Sources of conflict, Conflict Resolution Strategies. [11]

Dynamics of Organisational Behaviour: Organisational Culture and climate-

Concept and determinants of organisational culture. Developing Organizational

culture. Organisational change- Importance, Stability vs. Change, Proactive vs

Reaction Change, Change Process, Managing Change. Individual and

organisational factors to stress; Work Stressors, Consequences of stress on

individual and organization; Prevention and Management of stress. [08]

Text Books

1. Stephen P. Robbins, Timothy A. Judge, and Vohra Neharika, “Organizational

Behavior”, 16th

Edition, New Delhi, Pearson Education.

2. John W. Slocum and Don Hellriegel, “Fundamentals of Organizational

Behavior”, 1st Edition, New Delhi, Thomson.

References:

1. Fred Luthans ,“Organizational Behavior-An Evidence-Based Approach”, 12th

Edition, New Delhi, McGraw Hill.

2. Margie Parikh and Rajen Gupta,“Organizational Behavior”, 1st Edition, New

Delhi, McGraw Hill.

3. Udai Pareek and Sushama Khanna, “Understanding Organizational Behavior”,

3rd

Edition, New Delhi, Oxford University Press.



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BS 122 Macroeconomics 3-0-0-3

Course Objective

To provide the student with knowledge of basic concepts of the macro economics and modern tools of

macro-economic analysis. Macroeconomics is concerned with the vital economic issues that determine

your own economic well-being as well as that of whole family and everyone you know.

Macroeconomics is the study of the major economic totals, or aggregates.

Course Content

Introduction: Concept and Variables of macroeconomics, Income, Expenditure and

The Circular flow, Components of expenditure. Consumption, Saving and Investment

and S-I approach, Multiplier (two sector) and Numerical. Static macro economic

analysis short and the long run – Determination of supply, Determination of demand,

and Conditions of equilibrium.

Meaning, Objective and Instruments of fiscal and monetary policy, AD-AS approach;

Determination of aggregate demand, Shifts in aggregate demand, Aggregate supply in

the short and long run, and Aggregate demand- Aggregate supply analysis. Economy in

the short run IS–LM framework. [12]

Inflation - Causes and Effect of rising and falling inflation, Demand pull and Cost push

inflation and Measures to control inflation, Inflation and interest rates, Social costs of

inflation. Unemployment – Natural rate of unemployment, Frictional and wait

unemployment. Labour market and its interaction with production system. Phillips

curve, Trade-off between inflation and unemployment, Sacrifice ratio, Role of

expectations adaptive and rational. [08]

Open economy – Flows of goods and capital, Saving and Investment in a small and a

large open economy, Exchange rates; Fixed and Flexible, Mundell – Fleming model

with fixed and flexible prices in a Small Open economy with fixed and with flexible

exchange rates, Interest rate differentials case of a Large economy. Balance of

payments, Trade balance, Current and Capital Account, Autonomous and

accommodating transactions and Measures to control disequilibrium on BOP. [11]

Behavioral Foundations- Investment – Determinants of business fixed investment,

Effect of tax, Determinants of residential investment and Inventory investment.

Demand for Money – Portfolio and transactions theories of demand for Real balances,

Interest and Income Elasticities of demand for real balances. Supply of money. [08]

Text Books 1. Dwivedi, D. N., “ Macroeconomics - Theory & Practice”, Tata McGraw Hill,

New Delhi.

2. Ahuja, H.L., “Business Economics”, S.Chand & Company, New Delhi.

References:

1. Dornbusch, Rudiger, and Stanley Fischer,”Macroeconomics”, McGraw-Hill. 2. Mankiw, N. Gregory, “Macroeconomics”, Macmillan Worth Publishers New

York, Hampshire,U.K. 3. Salvatore, Dominick. “International Economics”, John Wiley & Sons Singapore. 4. Branson, William H. Macroeconomic Theory and Policy. HarperCollins India

Pvt. Ltd. 5. Olivier Blanchard, “Macroeconomics”, Pearson Education, Inc. 6. Neils & Parker, “The Essence of Business Economics”,Prentice Hall Of India,

New Delhi.



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BS 132 Marketing Management - I 3-0-0-3

Course Objective

The objective of this course is to provide basic knowledge of concepts, principles, tools and

techniques of marketing.

Course Content

Introduction: Nature and Scope of Marketing, Importance of Marketing, The

Marketing Concept, Selling vs. Marketing, Marketing Mix. [07]

Marketing Environment: Micro-Environment, Macro-Environment—

Demographic, Economic, Natural, Technological, Politico-Legal and Socio-Cultural

Environments, Indian Marketing Environment. [07]

Buyer Behaviour and Market Segmentation: Factors influencing Buyer

Behaviour, Buying Decision Process, Profile and Features of Indian Consumers,

Market Segmentation- Meaning, Levels, Bases of Segmentation. [09]

Managing the Product: Product Planning, Product Mix, Deciding Product Policy,

Product Line Decisions, Product Differentiation, Brand Equity, Packaging, Labelling,

Concept of Product Life Cycle, New Product Development Process.

Pricing: Pricing Objectives, Factors influencing Pricing, Types of Pricing, Pricing

Procedure. [16]

Text Books

1. Kumar, Arun & N. Meenakshi, “Marketing Management”, Vikas Publishing

House.

2. Kotler, Philip; Keller, Kevin Lane; Koshy, Abraham, and Mithileshwar Jha,

“Marketing Management: A South Asian Perspective”, Pearson Education.

References:

1. Chhabra, T.N & Grover, S.K; Marketing Management, Dhanpat Rai & Co.,

New Delhi

2. Palmer, Adrian, “Introduction to Marketing”, Oxford University Press, UK

3. McCarthy, E. Jerome., and William D. Perreault, “Basic Marketing”, Richard

D. Irwin.

4. Majaro, Simon, “The Essence of Marketing”, Prentice Hall, New Delhi.

5. Ramaswamy & Namakumari; “Marketing Management”, Mc Millan, New

Delhi.



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BS 142 Business Accounting 3-0-0-3

Course Objective

To acquire conceptual knowledge of the financial accounting and to provide knowledge about the

techniques for preparing accounts in different business organizations.

Course Content

Theoritical Framework: Accounting as an information system, the users of financial

accounting information and their needs. Qualitative characteristics of accounting.

Functions, advantages and limitations of accounting. Branches of accounting. Bases of

accounting; cash basis and accrual basis. Generally Accepted Accounting Principles

and Conventions, Accounting Standard v/s International Accounting Standards.

Accounting Process: From recording of a business transaction to preparation of trial

balance including adjustments: Capital and Revenue expenditures & Receipts,

Depreciation, Preparation of Profit and Loss Account and Balance Sheet. (Sole

Proprietorship only). [12]

Sectional and Self-balancing System: Introduction, advantages and disadvantages,

scheme of entries (including effect and rectification of errors), transfer from one

ledger to another, contra balances in ledger, self balancing ledgers vs. sectional

balancing ledgers. [08]

Insurance Claims: Claims on account of loss of stock, loss of profit or consequential

loss, loss of fixed assets, application of average clause, self-insurance and co-

insurance, Entries in books of accounts, Workmen compensation insurance. [08]

Consignment Accounts: Important terms, Accounting records, Books of Consigner

and consignee, Valuation of unsold stock, loss of goods—normal and abnormal. Joint

Venture Accounts: Meaning of Joint Venture, Accounting records, Difference

between Joint Venture and Partnership, Joint Venture vs. Consignment. [11]

Text Books

1. Mohamed Hanif and Mukherjee Amitabha., “ Financial Accounting”,

McGraw Hill Education, New Delhi.

2. Maheshwari, S.N., and Maheshwari, S. K., “Financial Accounting”, Vikas

Publishing House, New Delhi.

References:

1. Anthony, R.N. and Reece, J.S., “Accounting Principles”, Richard Irvin Inc.

2. Lal, Jawahar., and Srivastava, Seema., “Financial Accounting Text &

Problems”, Himalaya Publishing House, New Delhi.

3. Tulsian, P.C., “ Financial Accounting”, Tata McGraw Hill, New Delhi.

4. Elliott, Barry., and Elliott, Jamie., “ Financial Reporting and Analysis”,

Prentice Hall International.

5. Horngren, Charles T., “ Introduction to Financial Accounting”, Pearson

Education.



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BC 152 Business Communication 3-0-0-3

Course Objective

To train students to enhance their skills in written as well as oral Communication through practical

conduct of this course. This course will help students in understanding the principles & techniques of

business communication.

Course Content

Introduction: Nature, Process and Importance of Communication, Types of

Communication (verbal & Non Verbal), Different forms of Communication. Barriers to

Communication: Linguistic Barriers, Psychological Barriers, Interpersonal Barriers,

Cultural Barriers, Physical Barriers, Organizational Barriers. Non-Verbal Aspects of

Communication: Body language, Kinesics, Proxemics, Para language. [10]

Business Correspondence: Letter Writing, presentation, Inviting quotations, Sending

quotations, Placing orders, Inviting tenders, Sales letters, claim & adjustment letters and

social correspondence, Memorandum, Inter -office Memo, Notices, Agenda, Minutes, Job

application letter, preparing the resume. Effective Listening: Principles of effective

listening, Factors affecting listening exercises, Oral, Written, Video sessions and Seminars. [10]

Report Writing: Identify the types of reports, define the basic format of a report, identify

the steps of report writing, write a report meeting the format requirements, determine the

process of writing a report, importance of including visuals such as tables, diagrams and

charts in writing report, apply citation rules (APA style documentation) in reports. [08]

Business language and presentation: Importance of Business language, Vocabulary

Words often confused, Words often misspelt, Common errors in English. Oral Presentation

Importance, Characteristics, Presentation Plan, Power point presentation, Visual aids.

Technology and Business Communication: Role, effects and advantages of technology

in Business Communication like email, text messaging, instant messaging and modern

techniques like video conferencing, social networking. Strategic importance of e-

communication. [11]

Text Books

1. Kaul, “Business Communication”, Prentice Hall, New Delhi.

2. Gupta, C.B., “Business Communication”, Sulthan Chand & Sons, New Delhi.

References:

1. Lesikar, R.V. & Flatley, M.E.; Basic Business Communication Skills for

Empowering the Internet Generation, Tata McGraw Hill Publishing Company

Ltd. New Delhi.

2. Bovee, and Thill, Business Communication Today, Pearson Education

3. Shirley, Taylor, Communication for Business, Pearson Education

4. Locker and Kaczmarek, Business Communication: Building Critical Skills,

TMH

5. Sharma, R.C., and Krishna Mohan, “Business Correspondence and Report

Writing”, Tata McGraw-Hill Publishing Company Limited, New Delhi.



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BS 152 Entrepreneurship Development 3-0-0-3

Course Objective

The purpose of the paper is to understanding about entrepreneurship and creative thinking and

behaviour for effectiveness at work and in life.

Course Content

Introduction: Entrepreneur—Definition, Types, Characteristics,

Entrepreneurship—Concept, Characteristics, Process, Theories of

Entrepreneurship, Entrepreneurial Motivation, Entrepreneurship vs.

Intrapreneurship, Women Entrepreneurship, Role of Entrepreneurs, Rural

Entrepreneurship—Role and Prospects. [08]

Entrepreneurship Development: Meaning, Objectives, Issues of

Entrepreneurship Development Programmes (EDP), EDP Organisations—

MDI, EDII, Industrial Sickness and Role of BIFR.

Incentives and Subsidies: Need, Objectives, Schemes and Advantages,

Institutional Finance to Entrepreneurs—SIDBI, NABARD, KVIC. [13]

Small-scale Industries: Concept, evolution, role, problems and prospects,

policies governing small-scale industries, organizational structure, ownership

pattern, export potential of small-scale industries. [10]

Project Identification and Financial Analysis: Meaning of project, project

identification, formulation, feasibility analysis, financial analysis-cost and

revenue estimates, techniques of financial analysis. [8]

Text Books

1. Khanka, S. S., “Entrepreneurial Development”; S. Chand & Co. Ltd., New

Delhi

2. Sudha, G. S., “Entrepreneurship and Small Business Development”; RBD

Publishing House, Jaipur.

References: 1. Mohanty, S. K., “Fundamentals of Entrepreneurship”; PHI Learning, New

Delhi

2. Desai, Vasant, “ Dynamics of Entrepreneurial Development and Management”,

Himalaya Publishing House, Mumbai.

3. Gupta, C B. & Shrinivasan, N.P., “Entrepreneurship Development in India”,

Sultan Chand & Sons, New Delhi.

4. Bhide, Amar V., “The Origin and Evolution of New Businesses”, Oxford

University Press, New York.

5. Kuratko and Rao, “Entrepreneurship: A South Asian Perspective”, Cengage

Learning.



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SECOND YEAR

AUTUMN SEMESTER

(Semester – III)


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BS 211 Marketing Management - II 3-0-0-3

Course Objective

To Identify cost and benefit of marketing channels, Importance of Communication, roles of advertising,

sales promotion, public relations, personal selling, direct marketing in the promotion mix and need for

marketing research.

Course Content

Marketing Channels: Types of Channels, Channel Functions, Logistics and

Physical Distributions- Objectives and Functional Areas of Physical Distribution,

Physical Distribution in the Indian Context.

[08]

Marketing Communication: Meaning and Importance, Communication

Objectives, Effective Communication, Communication Process.

[05]

Promotion Tools: Advertising- Meaning, Objectives, Types in Advertising

decisions, Planning and evaluation of Advertising Campaign, Trends in

Advertising in India, Personal Selling—Objectives, Functions and Principles,

Public Relations—Importance and Methods, Direct Marketing, Sales Promotion.

[11]

Marketing Research and Control: Need for Marketing Research, Marketing

Research Process, Techniques, Need and Tools of Control.

Marketing Challenges: Marketing in 21st Century, Impact of Globalization,

Technological Advances, Deregulation of Marketing in India. [15]

Text Books

1. Kumar, Arun and N. Meenakshi, “Marketing Management”, Vikas Publishing

House, New Delhi.

2. Kotler, Philip; Keller, Kevin Lane; Koshy, Abraham, and Mithileshwar Jha,

“Marketing Management: A South Asian Perspective”, Pearson Education.

References: 1. Chhabra, T.N & Grover, S.K; “Marketing Management”, Dhanpat Rai & Co., New

Delhi

2. Palmer, Adrian, “Introduction to Marketing”, Oxford University Press, UK

3. McCarthy, E. Jerome., and William D. Perreault, “Basic Marketing”, Richard D.

Irwin.

4. Majaro, Simon, “The Essence of Marketing”, Prentice Hall, New Delhi.

5. Ramaswamy & Namakumari; “Marketing Management”, Mc Millan, New Delhi.



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BS 221 Human Resource Management -I 3-0-0-3

Course Objective

To acquaint students with the techniques and principles to manage human resource of an organisation.

Course Content

Introduction: Concept, Scope, Objectives and Environment of HRM, Personnel

Management vs. HRM.

[10]

Acquisition of Human Resource: Human Resource Planning, Job Analysis, Job

Design, Recruitment Sources, Methods, Selection Process—Tests, Interviews.

[10]

Training and Development: Need, Objectives, Methods of Training, Evaluation and

Development Programmes.

[08]

Performance Appraisal: Concept, Objectives, Techniques of Performance

Appraisal and Limitations.

Compensation and Benefits: Job Evaluation- Concept, Process, Significance,

Components of Employee Compensation—Financial and non-financial.

[11]

Text Books

1. Aswathappa, K., “Human Resource Management”, Tata McGraw-Hill, New Delhi.

2. Decenzo, D.A. and Robbins, S. P., “Fundamentals of Human Resource

Management”, Wiley, India.

References: 1. Pande Sharon and Basak Swapnalekha (2012), “Human Resource Management-

Text and Cases”, 1st Edition, New Delhi, Pearson Education.

2. Mondy, A. W. and Noe, R. M., “Human Resource Management”, Pearson

Education.

3. Rao, V. S. P., "Human Resource Management: Text and Cases”, Excel Books.



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BS 231 Management Accounting 3-0-0-3

Course Objective

To provide the students knowledge about use of costing and financial data for planning,control and

decision making.

Course Content

Introduction: Meaning, Nature and Scope and functions of management accounting,

Role of management accounting in decision making, Management accounting vs.

Financial accounting, Tools and techniques of management accounting.Difference

between cost accounting and management accounting, cost control, cost reduction, cost

management. [08]

Standard costing and variance analysis: Meaning of standard cost and standard

costing: advantages, limitations and applications, Variance analysis – material, labour,

overhead and sales variances, Disposition of variances, Control ratios. [12]

Absorption versus variable costing: Distinctive features and income determination

Cost-Volume-Profit Analysis: Break-even analysis-algebraic and graphic methods.

Contribution / sales ratio, key factor. Margin of safety. Angle of incidence.

Determination of cost indifference point. [10]

Decision making: Costs for decision making, variable costing and differential analysis

as aids in making decisions – fixation of selling price, exploring new market, make or

buy, product mix, operate or shut down, seller process further. Responsibility

Accounting: Concept, Significance, Different Responsibility Centers, Divisional

Performance Measurement – Financial Measures. [09]

Text Books 1. Khan, M.Y. and P.K. Jain., “Management Accounting”, Tata McGraw Hill, Publishing

2. Lal, Jawahar., “Advanced Management Accounting- Text and Cases”, S. Chand & Co.,

New Delhi.

References: 1. Drury, Colin., “Management and Cost Accounting”, Thomson Learning.

2. Horngreen, Charles T., George Foster and Srikant M. Dattar., “Cost Accounting: A

Managerial Emphasis”, Prentice Hall of India Ltd., New Delhi.

3. Kalpan R.S. and Atkinson A.A., “Advanced Management Accounting”, Prentice Hall

India.

4. Anthony, Robert & Reece, et al, “Principles of Management Accounting”, Richard Irwin

Inc.

5. Pandey I.M., “Financial Management”, Vikas Publishing House, New Delhi.



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BS 214 Tourism Management 3-0-0-3

Course Objective To familiarize students with clear understanding on the fundamentals of Tourism and its allied activities.

Course Content

Development of Tourism Through Ages: Early and Medieval Period of Travel-

Modes of Transports and Accommodation, Renaissance and its Effects on Tourism,

Birth of Mass Tourism, Development of Modern Transport, Communication and

Accommodation Systems, Origin and Concept of Travel Intermediary Business, Old

and New Age Tourism. [07]

Tourism and Its Theories: Meaning and Definitions, Characteristics of Tourism,

Need for Measurement of Tourism, Interdisciplinary Approaches, Types & Forms of

Tourism, Different Tourism Systems- Leiper’s Geo-spatial Model, Mathieson & Wall,

Crompton’s Push and Pull Theory, Stanley Plog’s Allo-centric and Psyco-centric

Model of Destination Preferences. [08]

Travel Behaviour & Motivations: Origin of Travel Motivation, Meaning of

Motivation &Behaviour, Theory of Travel Motivations, Typology of Tourists,

Different Travel Motives, Tourist Centric Approach, Leisure Travel Motivations,

Tourist Decision-making Process, Lifestyle Pattern, Tourism Mindedness of People,

Tourism & Cultural Relationships, Cultural Exchanges, GIT, FIT & Affinity Group

Travel, Bilateral & Multilateral Tourism, Relationship between Human Life and

Travel, Growth of Social Tourism. [08]

Tourism Industry & Its Linkages: Meaning and Nature of Tourism Industry, Input

and Output of Tourism Industry, Tourism Industry Network- Direct, Indirect and

Support Services, Basic Components of Tourism -Transport- Accommodation-

Facilities & Amenities, , Horizontal and Vertical Integration in Tourism Business,

Tourism Business during Liberalization & Globalizations, Positive & Negative Impacts

of Tourism. [08]

Tourism Organizations: Roles and Functions of United Nations World Tourism

Organization (WTO), Pacific Asia Travel Association(PATA), World Tourism

&Travel Council (WTTC) - International Hotel Association (IHA), Ministry of

Tourism, Govt. of India, India Tourism Development Corporation (ITDC), Federation

of Hotel and Restaurants Associations of India (FHRAI). [08]

Text Books 1. Swain, S.K. & Mishra, J.M. Tourism Principles & Practices, Oxford University Press,

New Delhi.

2. Bhatia A.K., International Tourism Management, Sterling Publishers, New Delhi.

References: 1. Goeldner, C.R. & Brent Ritchie, J.R.Tourism, Principles, Practices, Philosophies. John

Wiley and Sons, New Jersey.

2. Page Stephen J. Brunt Paul, Busby Graham and Cornell .J. Tourism: Modern Synthesis.

Thomson Learning. London. U.K.

3. Gee, Chuck Y., James C. Makens,, and Dexter J.L. Choy. The Travel Industry, Van

Nostrand Reinhold, New York.

4. Michael M. Coltman. Introduction to Travel and Tourism- An International Approach,

Van Nostrand Reinhold, New York.



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Foreign Language – I 3-0-0-3

Offered by School of Liberal Arts

Mody University Elective 3-0-0-3

Offered by different Schools of University


Annexure – D

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BS 251 Production and Operations Management 3-0-0-3

Course Objective

This course introduces the students to the theory and practice of production management as a functional area in

the management of business enterprise.

Course Content

Introduction: Evolution, Need, Nature, Importance, Scope and Forecasting.

Plant Location and Utilities: Steps in Location, Location Models. Utilities—Lighting,

Ventilation, Air-conditioning, Sanitation, Noise Control. [07]

Plant Layout: Objectives of a good layout, Factors influencing layout, Principles of

layout, Types, Significance, Layout Tools and Techniques.

[05]

Job Design and Ergonomics: Objectives, Factors affecting Job design, Techniques of

Job design, Machine- Worker interaction, Ergonomics- Meaning and Applications.

[07]

Work Study: Definition, Importance, Benefits, Steps in work study. Method Study—

Objectives, Advantages, Factors facilitating Method Study, Method Study Procedure,

Recording Techniques, Motion Study—Importance, Principles, Work Measurement-

Time Study.

Quality Control: Definition, Importance, Quality Control Techniques, Statistical Quality

Control- Advantages, Types of Control Charts—X, R, p, σ, np, C, OC-curve, Total

Quality Management, Quality Circle.

[20]

Text Books 1. Aswathappa. K & Bhat, Shridhar. K; Production and Operations Management, Himalaya


2. Heizer Jay and Render Barry,“Production & Operations Management”, Pearson Edu.

References: 1. Goel, B.S; Production Operations Management, Pragati Prakashan, Meerut.

2. Adam & Ebert; Production and Operations Management, PHI, New Delhi.

3. Buffa & Sarin; Modern Production/Operation Management, John Wiley & Sons, New Delhi.

4. Production/Operations Management, MS-53 (IGNOU), New Delhi

5. Chase R B, Aquilano N J , Jacobs F R and Agarwal N, “Production & Operations

Management Manufacturing and Services”, Tata McGraw Hill



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SECOND YEAR

SPRING SEMESTER

(Semester – IV)


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BS 212 Human Resource Management - II 3-0-0-3

Course Objective

To explore contemporary knowledge and gain a conceptual understanding of industrial relations.

Course Content

Industrial Relations: Concept, Importance, Industrial Conflicts and Dispute Settlement

Machinery.

Trade Unions: Meaning, Importance of Unionship, Evolution of Trade Union Movement in

India, Union Problems, Measures to strengthen Trade Union, Employee welfare and Social

security measures.

[15]

Collective Bargaining: Concept, Process, Pre-requisites of Collective Bargaining, Collective

Bargaining vs. Negotiation Skills. [06]

Grievance Procedure and Discipline: Introduction, Objectives, Essential pre-requisites of

Grievance procedure, Disciplinary procedure.

[08]

Employee Participation: Objectives, Forms of Employee Participation.

International HRM: Dimensions, Domestic HRM and International HRM, Basic steps in

HRM, the expatriate problem.

[10]

Text Books 1. Rao, V.S.P.; Human Resource Management, Excel Books, New Delhi.

2. Decenzo, D.A. and Robbins, S. P., “Fundamentals of Human Resource Management”,

Wiley, India.

References: 1. Aswathappa; Human Resource Management, Tata McGraw Hill, New Delhi.

2. Rao, Subba P.; Human Resource Management and Industrial Relations, Himalaya


3. Mamoria, C. B.and Gankar, S. V.; Personnel Management, Himalaya Publishing House,

New Delhi.

4. Dessler Gary; Human Resource Management, Pearson Education, New Delhi.

5. Mondy, A. W. and Noe, R. M., “Human Resource Management”, Pearson Education.



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BS 222 Business Research 3-0-0-3

Course Objective

To provide an exposure to the students pertaining to the nature and extent of research orientation, which

they are expected to possess when they enter the industry as practitioners. To give them an

understanding of the basic techniques and tools of business research.

Course Content

Nature and Scope of Business Research: Role of Business Research in decision making.

Applications of Business Research. The Research process – Steps in the research process;

the research proposal; Problem Formulation: Management decision problem Vs. Business

Research problem.

[10]

Research Design: Exploratory, Descriptive, Causal. Secondary Data Research:

Advantages & Disadvantages of Secondary Data, Criteria for evaluating secondary

sources, secondary sources of data in Indian Context, Syndicated Research (in India)

[07]

Primary Data Collection: Survey Vs. Observations. Comparison of selfadministered,

telephone, mail, emails techniques. Qualitative Research Tools: Depth Interviews focus

groups and projective techniques; Measurement & Scaling: Primary scales of

Measurement-Nominal, Ordinal, Interval & Ratio. Scaling techniquespaired comparison,

rank order, constant sum, semantic differential, itemized ratings, Likert Scale;

Questionnaire-form & design.

[12]

Sampling: Sampling techniques, determination of sample size; Data Analysis: Z test

(mean, diff. of mean, diff. of proportion) t test (mean), paired t test, Chi square test, One

way ANOVA. Introduction to theoretical concept of Factor Analysis and Discriminant

Analysis.

[10]

Text Books 1. Cooper & Schindler, “Business Research Methods”, McGraw-Hill Education

2. Aaker, Kumar, Day, “ Marketing Research”, Wiley

References: 1. Zikmund, Babin& Carr, “Business Research Methods”, South-Western.

2. Churchill, “Marketing Research: Methodological Foundations”, Cengage Learning

3. NareshMalhotra, “Marketing Research”, Pearson

4. Deepak chawla and Neena Sondhi, “Research Methodology”



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BS 232 Financial Management – I 3-0-0-3

Course Objective

The objective of this course is to inform the students about the basic concepts offinancial management and

contemporary theory and policy in order to master the concepts, theories and technique of financial

management.

Course Content

Financial Management: Meaning, Concept and objectives, Scope and functions,

understanding markets and changing Environment of Business, Finance and other

discipline.

Financial Decisions: Long-term financing, Short-term Financing, Term Financing,

Venture capital.

[07]

Capital Structure: Theories—Net Income, Net Operating Income, Modigliani-Miller

Approach and Traditional Approach, Determinants of Capital Structure. [10]

Financial Analysis through Leverages: Operating and financial leverages, their

measure, Effects on profit, analyzing alternate financial plans, combined financial and

operating leverages, Indifference point.

[08]

Analysis of Financial Statements: Techniques of Financial Analysis, Ratio analysis,

Funds-Flow Analysis, Cash Flow Analysis.

Management of Working Capital: Nature and Significance of working capital,

Operating cycle and factors determining Working Capital requirements, Estimation of

Working Capital.

[14]

Text Books 1. Khan, M.Y. and P.K. Jain, Financial Management: Text and Problems, Tata McGraw

Hill

2. Pandey, I M. Financial Management, Vikas Publishing House, New Deli.

References: 1. Horne, Van; James C., John Wachowicz, “Fundamentals of Financial Management”,

Pearson Education

2. Ross, Stephen A., Westerfield, Randolph, and Jeffrey Jaffe, “Corporate Finance”, Tata

McGraw Hill

3. Srivastava, Rajiv, and Anil Mishra, “Financial Management”, Oxford University Press,

UK

4. Sharma, G.L., and Y.P. Singh., “Contemporary issues in Finance and Taxation”,

Academic Foundation Delhi

5. Chandra, P., “Financial Management-Theory and Practice”, Tata McGraw Hill



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BS 242 Computer Applications in Business 3-0-0-3

Course Objective

To provide computer skills and knowledge for commerce students and to enhance the student understands

of usefulness of information technology tools for business operations.

Course Content

Introduction: Introduction to Computer-Characteristics of Computers, The

Computer System, Parts of Computers); Computer H/W Setup, Configuration,

Networking, Mobile H/W Device and types wireless Networking; Operating

System- Introduction to Operating Systems, An overview of various Computer &

Mobile OS & Application (UN IX / Linux, DOS, Windows, Android, windows

mobile, iOS Like), Features of latest Windows Operating Systems & its

Management & Networking (Installation, backup, security, User control), Usage

of payment gateways. [08]

Introduction to essential tools: Introduction to facilities & commonly used

features of:

a) Word: Working with word document, Inserting, filling and formatting a table,

Mail Merge including linking with Access Database, Creating Macros -Sending E-

mail from Word Import / Export of files Converting Word Document to Web

Document, PDF files Hyperlinks; OLE Security features in MS-Word - Protection

of Documents - Password for Documents - Checking for viruses in macros,

referencing, creating bibliography, manage sources and citations, review

documents.

b) PowerPoint: Preparing Presentations,Slides,Handouts,Speaker’s Notes -

Outlines - Media Clips - Charts – Graphs, Adding the Transitions to the Slide

Show - Special effects in detail, - Setting Slide timings.

c) Excel: Creating a work book, Rearranging Worksheet, Organizing Charts and

graphs, Ranges and Functions & Formulae: Mathematical, Statistical Financial

Functions such as NPV (Net present value), Future value, IRR (Internal Rate of

Return), EMI (Equated Monthly Installments, Compounding Yearly, periodic and

monthly) - Auto Calculate Using Names in a Formula, Formula Editing, Macros,

Consolidation of Data & Data Analysis - Sorting List, Filter & More Filtering

Techniques - Consolidate data in multiple worksheets - What-if analysis, Goal

Seek Scenario Manager, Solver, Lookup Function - Sub Totals, Nested-IF,

Statistical Analysis; Data Validation & Protection - Create a drop-down list from a

range of cells - Apply data validation to cells - Copy data validation setting,

remove data validation - Find cell that have data validation, protect cell data, using

password to protect sheet and workbook. - Use validation to create dependent list;

Pivot table Reports & Pivot Chart Reports. [12]

Using MS Excel for Data Analysis & Reporting Features: Using spreadsheet for following purposes and making reports:

Loan & Lease statement

Ratio Analysis.

Payroll statements

Capital Budgeting

Depreciation Accounting

Graphical representation of data

Frequency distribution and its statistical parameters

Correlation and Regression [10]


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RDBMS Concepts & Access: RDBMS Concepts, Terminology, Models -

RDBMS, Data Modelling using ERD, DB Design using Normalization; Access

Creating Databases & Tables – An Introduction; Event Handling & Report

Generation; Using Macros; Using Queries through Case Study.

Structured Query Language (SQL): Introduction to Data Definition Language

Statements & Data Manipulation Language Statements (Creating Tables,

Selecting Data, Inserting Data, Updating Records, Dropping a Table, Querying

Database, Aggregating Data, Grouping, Ordering Data, Joining Tables etc.) &

Case Studies.

CAAT Tools: Capabilities & Importing Data from Accounting & other

Application Systems - An Introduction; Analytical Reports, Duplicates/ Gaps.

Sorting & Charting; Stratification, Summarization, Statistics & Aging - An

Introduction; Sampling, Macros and Audit Trail.

[09]

Text Books 1. Rajaraman, V., Introduction to Information Technology, PHI.

2. Hall, J.A., “Accounting Information System”, South-Western College Publishing.

References: 1. Boockholdt, J.L., “Accounting Information System: Transaction Processing and

Control”, Irwin Mcraw-Hill.

2. Gelinas, Ulric J., and Steve G. Sutton, Accounting Information System, South

Western Thomson Learning.



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Foreign Language – II 3-0-0-3

Offered by School of Liberal Arts

Mody University Elective 3-0-0-3

Offered by different Schools of University


Annexure – D

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BS 252 Business Ethics and Corporate Governance 3-0-0-3

Course Objective

The main objective of this course is to provide students with the basic skills concerning business ethics,

governance and corporate social responsibility. Additionally, students should understand the role of ethics,

corporate responsibility and sustainability in business activities and evaluate business practices in these fields.

Course Content

Introduction: Business Ethics, Business Values, Inner Consciousness, Ethical Theories

Indian Management Ethos : Basic Principles of Indian Ethos for Management, Ethics in

work life according to Bhagvad-Gita, Detached Involvement (Nishkam-Karma) and

Attached Involvement (Sakam-Karma),Kautilya and Management. Relevance of

Gandhian thought for the contemporary managers, Ethics and Corporate Excellence.

[12]

Corporate Social Responsibility: CSR in India, Social Responsibility of Business,

Social Responsibility of Business towards different groups, Promoting Value-based

Governance in organizations.

[10]

Corporate Governance: Introduction, Evolution of Corporate Governance and

development in India, Shareholder Rights, Overview of Corporate Governance Forums,

Corporate Governance and other stakeholders, Whistle- Blower Policies, Ombudsman.

[08]

Sustainability: Meaning, Scope, Sustainability Terminologies and Meanings, Corporate

Sustainability Reporting Frameworks- Global Reporting Initiative Guidelines, National

Voluntary Guidelines on Social, Environmental and Economic Responsibilities of

Business.

[09]

Text Books 1. Bob Tricker, Corporate Governance-Principles, Policies, and Practice (Indian Edition),

Oxford University Press, New Delhi.

2. Balasubramanian, N., “Corporate Governance and Stewardship”, Tata McGrawHill,

New Delhi

References: 1. Mallin, Christine A., Corporate Governance (Indian Edition), Oxford University Press,

New Delhi.

2. S.A. Sherlekar, Ethics in Management, Himalaya Publishing House, 2009

3. Beeslory, Michel and Evens, Corporate Social Responsibility, Taylor and Francis,

4. Bob Tricker, Corporate governance- Principles, policies and practices, Oxford

University Press.

5. W.H. Shaw, Business Ethics, Cengage Learning.



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THIRD YEAR

AUTUMN SEMESTER

(Semester – V)


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BS 311 International Business 3-0-0-3

Course Objective

An understanding of international business is essential for students in today's interdependent global

world. This course will provide students with the knowledge, skills, and abilities to understand the global

economic, political, cultural and social environment within which firms operate.

Course Content

Introduction: Nature of International Business, Need to study, Drivers of IB, IB

vs. Domestic Business, Routes of Globalization, Multinational Corporations.

[06]

Theories of Global Trade and Investment: Foreign Trade Policies, Trade

Theories, Foreign Direct Investment—Basic concepts, FDI in India.

[07]

Political Environment—Democracy, Totalitarianism, Political Risk.

Legal Environment—Systems of Law, International Disputes Resolution, Areas

of Concern for MNCs.

Technological Environment—Features of Technology, Impact of Technology,

Implications for MNCs, Issue of Technology Transfer.

Cultural Environment—Nature, Elements of Culture and their implications for IB

[15]

Economic Environment and International Financial Management: Income-

wise classification of countries, Economic Systems, Trade Barriers.

International Financial Management— Nature, FOREX Management, Balance of

Payments, International Financial Markets, Role of International Financial

Institutions— IMF, WB.

Major Regional Trading Institutions and Groups: WTO, SAARC, ASEAN,

EU, OPEC.

[11]

Text Books 1. Aswathappa, K.; International Business, Tata McGraw Hill, New Delhi.

References: 1. Cherunilam, Francis; International Business; Prentice Hall India, New Delhi.

2. Daniels, John D., Lee H. Radebaugh, Daniel P. Sullivan; International Business,

Pearson Education, New Delhi.

3. Hill, Charles W. L.; International Business, Tata McGraw Hill, New Delhi.

4. Vyuptakesh Sharan, International Business, 3rd Edition, Pearson Education in

South Asia, New Delhi.



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BS 321 Quantitative Techniques for Management 3-0-0-3

Course Objective

To apprise students with the construction of mathematical models for managerial decision situations and to use

computer software packages to obtain a solution wherever applicable. The emphasis is on understanding the

concepts, formulation and interpretation.

Course Content

Introduction: Meaning, Scope, Origin, Uses, Limitations and Techniques.

Linear Programming: Formulation of Linear Programming Problem, assumptions

underlying linear programming, Solution using graphical method and Simplex method.

[09]

Transportation Model: Concept, Transportation problem as a special case of linear

programming problem, Initial feasible solution, Optimal solution, Advantages and

Limitations, Different models. Assignment Model: Assignment problem as a variant of

transportation problem, Methods of solving assignment problems. Game Theory: Game

models, Two player zero sum game, payoff matrix, pure and mixed strategy, Method of

Saddle point for pure strategy, Algebraic method for mixed strategy with 2 x 2 Pay-off;

Dominance method, Graphical Techniques.

[10]

Queuing Theory: Characteristics of queuing system, Models of queuing systems,

Practical applications. Decision Making: Decision making under Risk and Uncertainty,

Pay-off table, Decision rules, Decision Tree. Replacement Problems: Types of

Replacement situations, Group Replacement Policy.

[10]

Network Analysis: Meaning and importance, Critical path, Float, Programme Evaluation

and Review Technique, Critical Path Method, Resource analysis and allocation, Crashing

of network. Simulation: Process of simulation, Monte Carlo technique, Advantages and

Disadvantages, Applications in queuing and Inventory problems.

[10]

Text Books 1. Vohra N.D., “Quantitative Techniques in Management”, Tata McGraw Hill, New Delhi.

2. Tulsian, Pandey, “Quantitative Techniques”, Pearson Education, New Delhi .

References: 1. Hira, D.S. and Gupta, P. K., “ Problems in Operation Research”, S. Chand, New Delhi

2. Khan and Jain, “Financial Service”s, Tata McGraw Hill

3. Hillier, F.S, Lieberman, G.J., Nag, B. and Basu, P., “Introduction to Opereation

Research”, Tata McGraw Hill Education Private Limited, New Delhi.

4. Hamdy A. Taha, “ Operation Research- An Introduction”, Pearson, Newjersey.

5. Veerbhadrappa, H., “ An Introduction to Operation Research”, New Age International

Publishers, New Delhi

6. Rajagopal, K., “ Operation Research”, PHI Learning Private Ltd., New Delhi.



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BS 331 Financial Management – II 3-0-0-3

Course Objective

The purpose of the course is to offer the students relevant, systematic, efficient and actual knowledge of financial

management that can be applied in practice with making financial decisions and resolving financial problems.

Course Content

Capital Budgeting: Nature of Investment decisions, Identifying relevant cash flows, cash

flows vs. accounting profit investment, Evaluation criteria, Payback period, Accounting

Rate of Return, Net Present Value, Internal Rate of Return, Profitability Index, NPV and

IRR comparison, Project selection under capital rationing.

[10]

Cost of Capital: Significance of cost of capital, Calculating cost of debt, Preference

shares, equity capital and retained earnings, Combined (weighted) cost of capital.

Dividend Policy Decision: Dividend and Valuation Theories.

[09]

Management of Cash: Introduction, objectives of cash management, motives for holding

cash, Cash management techniques and models.

Management of Receivables: Introduction, objectives, Credit policies Credit terms and

collection policies.

[10]

Management of Inventory: Introduction, objectives and techniques of inventory

management.

Marginal Costing and Managerial Techniques: Meaning, Difference between marginal

costing and absorption costing method, Break Even Analysis (with Break even chart and

Indifference point).

[10]

Text Books 1. Khan, M.Y. and P.K. Jain, Financial Management: Text and Problems, Tata McGraw

Hill

2. Pandey, I M. Financial Management, Vikas Publishing House, New Deli.

References: 1. Horne, Van; James C., John Wachowicz, “Fundamentals of Financial Management”,

Pearson Education

2. Ross, Stephen A., Westerfield, Randolph, and Jeffrey Jaffe, “Corporate Finance”, Tata

McGraw Hill

3. Srivastava, Rajiv, and Anil Mishra, “Financial Management”, Oxford University Press,

UK

4. Sharma, G.L., and Y.P. Singh., “Contemporary issues in Finance and Taxation”,

Academic Foundation Delhi

5. Chandra, P., “Financial Management-Theory and Practice”, Tata McGraw Hill



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THIRD YEAR

SPRING SEMESTER

(Semester – VI)


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BS 312 E-Commerce 3-0-0-3

Course Objective

The objectives of the course is to introduce the concept of electronic commerce, and to understand how

electronic commerce is affecting business enterprises, governments, consumers and people in general

Course Content

Introduction to E-commerce: Meaning and concept, Need for E-commerce,

Classification of E-commerce, Electronic vs. Traditional commerce, E-commerce and E-

business, Business applications of E-commerce, E-commerce as an electronic trading

System, Special features.

Network Infrastructure and Protocol: LAN, Ethernet, WAN, Internet, TCP/IP, DNS,

FTP, E-mail, WWW server, Web Browser, HTTP.

[10]

Electronic Payment System: Introduction, Online Payment System, Prepaid electronic

payment system, post paid electronic system, E-cheques, Debit and Credit Cards, Smart

Cards, E-purses. Credit and legal risk of e-payment system.

Website Design: Role of website in B2C E-commerce, website strategies and web-site

design principles, Push and pull technologies, Alternative methods of customer

communication.

[11]

Business to Business E-Commerce: Need and alternative of B2B E-commerce,

Technologies, EDI and paperless trading, EDI architecture, EDI standards, VANs, Costs

of EDI infrastructure, Features of EDI service arrangements, Internet-based EDI.

[10]

Securing Network Transaction: Security policy, Procedures and practices, Transaction

Security, Fireball, Cryptography Algorithm, Public Key Algorithm, Authentication

Protocol, Digital Signature, Site Security, E-Mail Security.

[08]

Text Books 1. Bharat Bhasker, “Electronic Commerce”, TMH, New Delhi

References: 1. David Whiteley, “E-Commerce”, TMH, New Delhi

2. Chandra T N, R.K. Suri, Sanjiv Verma, “E-Commerce New Vistas for Business”,Dhanpat Rai

& Co., New Delhi

3. Jim A. Carter, “Developing E-Commerce Systems”, PHI, New Delhi



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BS 322 Project Management 3-0-0-3

Course Objective

To enable the student to evolve a suitable framework for the preparation, appraisal, monitoring and control

and hedge risk of industrial project.

Course Content

Introduction: Objectives of Project, monitoring and control of investment

projects, role of strategic resource allocation, identification of investment and

project ideas. Feasibility / viability analysis.

[07]

Project Preparation: Marketing and demand analysis, Technical feasibility,;

financial planning; Estimation of fund requirements, sources of funds. Loan

syndication for the projects. Tax considerations in project preparation and the

legal aspects.

[11]

Project appraisal/selection: Business criterion of growth by: Investment

critieria, Project risk analysis ,social cost benefit analysis in public and private

sectors, investment criterion and choice of techniques. Estimation of shadow

prices and social discount rate.

[11]

Issues in Project Planning and Management: Networking techniques for

Project Management: PERT and CPM, Project Review and Adminsitrative

Aspects.

[10]

Text Books

1. Chandra. Prasanna, “Projects Planning.Analysis, Selection,Financing, Implementation,

and Review”,McGraw Hill.

2. Gray, Clifford .F. Project Management. McGraw Hill.

References:

1. Gopalakrishnan. P. and.Ramamurthy, V.E., “Text Book of Project Management”,

Macmillan India Ltd.

2. JyotsnaBapat, “Development Projects and critical theory of Environment”, Sage

Publication, New Delhi.

3. John M. Nicholas, “Project Management for Business and technology:Principles

and Practice”, Pearson Prentice Hall, New Delhi.

4. David I. Cleland, “Project Management: Strategic Design andimplementation”,

McGraw Hill Inc.



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BS 332 Basics of Taxation 3-0-0-3

Course Objective

To acquaint the students with basic principles underlying the provisions of direct and indirect tax laws

and to develop a broad understanding of the tax laws and accepted tax practices.

Course Content

Basic Concepts: Definitions, Basis of Charge, Residential Status, Scope of

Total Income - Exempted income

Heads Of Income: Income from Salaries, Income from House property,

Income from Business or Profession, Capital gains, Income from other

sources.

[15]

Total Income: Deemed income, Set off and Carry forward of losses

Deductions from Gross Total Income, Assessment of Individual, Tax

Deducted at Source, E-filing of return.

[07]

Central Excise and Customs: (a) Nature and Scope of Central Excise,

Important Terms and Definitions under the Central Excise Act and related

rules, General Procedure, CENVAT.

(b) Customs Act, 1962 and the related Rules, Circulars and Notifications;

Customs Tariff Act 1975 and the related Rules.

[06]

Central Sales Tax Act, 1956 and VAT: (a)Important terms and definitions

under Central Sales Tax Act, 1956—Nature and Scope of Central Sales Tax

Act, Provisions relating to inter-state sales, Sales inside a State, Sale/Purchase

in the course of Import and Export out of India.

(b) Meaning and need of VAT and related rules

Service Tax: Formation and functions of DGST, Existing schemes for levy,

assessment & collection of service tax and related rules

[11]

Text Books

1. Singhania, V.K. Student Guide to Income Tax. Taxmann Publications Pvt.

Ltd.

2. Ahuja Girish and Gupta Ravi: Practical approach to Income Tax, Wealth Tax

and Central Sales Tax; Bharat Law House Pvt. Ltd., New Delhi.

References:

1. Ahuja& Gupta. Simplified Approach to Income Tax Flair, Publications Pvt.

Ltd.

2. Mahesh Chandra &Shukla, D.C. Income Tax Law & Practice Pragati

Publications.

3. Goyal, S.P. Tax Planning and Management. SahityaBhawan Publications.



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FS 311 International Finance (DSE – I) 3-0-0-3

Course Objective

The objective of this paper is to equip the students with the techniques that can help them in managing the

financial issues in international environment. This course will help them to manage MNCs in more

effective manner.

Course Content

Introduction: concept of International trade, International Business, International

Finance and differences among them. Theories of International trade,International

trade financing in India, Balance of payments (of India).

Foreign Exchange Management: Forex market – Wholesale and Domestic market,

Quotationsdirect, indirect and cross currency; various kinds of transactions and their

settlement dates, forward rates, Swaps, Quotes for various kinds of Merchant

transactions; Early delivery, extension or cancellation of Forward contracts. Concept

of cryptocurrency.

[12]

Exchange Rate determination and Forecasting: Purchasing power parity and

Interest rate parity, relationship between Purchasing Power Parity (PPP) and Interest

Rate Parity theories (IRP), the Demand-Supply approach, the monetary approach,

the Asset approach, the portfolio balance approach, other models

[10]

Foreign Exchange Exposures: Transaction and Translation Exposure, Designing a

Hedging Strategy, Measuring and managing Economic Exposure- Foreign Exchange

Risk and Economic Exposure, Identifying Economic Exposure, Calculating

Economic Exposure, Operational Measure of Exchange Risk., Issue of global

depositary receipt (GDR), American depositary receipt (ADR), Euro bonds and

foreign bonds.

[08]

International Investment Management: International Portfolio Investment- Issues

in Foreign Investment Analysis, International Bond Investing, , International project

appraisal-Methods and Techniques; Multinational Working Capital Management:

Tools and techniques for International Working Capital Management, Current Asset

Management for the Multinational/International

[09]

Text Books 1. PG Apte, “International Finance”, Tata Mcgraw Hill

2. Alan C. Shapiro, “Multinational Financial Management”, Prentice Hall

References: 1. Maurice D. Levi, “International Finance- The Markets and Financial Management

of Multinational Business”, Mcgraw Hill

3. V.I.J Madhu “International Financial Management”, Excel book, New Delhi

4. Jeff Madura “International Financial Management” .- Cengage Learning



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FS 321 Investment Banking and Financial Services (DSE – I) 3-0-0-3

Course Objective

The objective of this paper is to know the different aspects of Investment banking, mergers and acquisition and

the detailed SEBI guidelines on issue management.

Course Content

Introduction: An Overview of Indian Financial System, Investment Banking in India,

Recent Developments and Challenges ahead, Institutional structure and Functions of

Investment/ Merchant Banking; SEBI guidelines for Merchant Bankers, Registration,

obligations and responsibilities of Lead Managers, Regulations regarding Continuance of

association of lead manager with an issue. [09]

Issue Management: Public Issue: classification of companies, eligibility, issue pricing,

promoter’s contribution, minimum public offer, prospectus, allotment, preferential

allotment, private placement, Book Building process, designing and pricing, Green Shoe

Option; Right Issue: promoter’s contribution, minimum subscription, advertisements,

contents of offer document, Bought out Deals, Post issue work and obligations, Investor

protection, Broker, sub broker and underwriters. De-mat accounts: introduction, merits

and limitations. [09]

Leasing and Hire Purchase : Concepts of leasing, types of leasing – financial and

operating lease, direct lease and sales and lease back, advantages and limitations of

leasing, Lease rental determination; Finance lease evaluation problems (only Lessee’s

angle), Hire Purchase interest and Instalment, difference between Hire Purchase and

Leasing, Choice criteria between Leasing and Hire Purchase mathematics of HP,

Factoring, forfaiting and its arrangement, Housing Finance : Meaning and rise of

housing finance in India, Fixing the amount of loan, re-pricing of a loan, floating vs. fixed

rate, Practical problems on housing finance. [11]

Venture Capital: Concept, history and evolution of VC, the venture investment process,

various steps in venture financing, incubation financing. Insurance: concept,

classification, principles of insurance, IRDA and different regulatory norms, operation of

General Insurance, Health Insurance, Life Insurance. Credit Ratings: Introduction, types

of credit rating, advantages and disadvantages of credit ratings, Credit rating agencies and

their methodology, International credit rating practices. Securitization: concept,

securitization as a funding mechanism, Traditional and non-traditional mortgages,

Graduated-payment mortgages (GPMs), PledgedAccount Mortgages (PAMs), Centralized

Mortgage obligations (CMOs), Securitization of nonmortgage assets, Securitization in

India. Latest innovations and technological integration in financial services. [10]

Text Books 1. M.Y.Khan, “Financial Services”, Tata McGraw –Hill.

2. Machiraju, “Indian Financial System”, Vikas Publishing House.

References: 1. J.C.Verma, “A Manual of Merchant Banking”, Bharath Publishing House.

2. K.Sriram, “Hand Book of Leasing, Hire Purchase and Factoring”, ICFAI, Hyderabad.

3. Ennew.C.Trevor Watkins and Mike Wright, “Marketing of Financial Services”,

Heinemann Professional



Annexure – D

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FS 331 Investment Analysis and Portfolio Management (DSE – I) 3-0-0-3

Course Objective

The aim of this course is to provide a conceptual framework for analysis from an investor’s perspective of

maximizing return on investment – a sound theoretical base with examples and references related to the Indian

financial system.

Course Content

Introduction to Investment Environment: Introduction, Investment Process, Criteria

for Investment, Types of Investors, Investment V/s Speculation V/s Gambling,

Investment Avenues, Factors Influencing Selection of Investment Alternatives

Capital Market in India: Introduction, Concepts of Investment Banks its Role and

Functions, Stock Market Index, The NASDAQ, SDL, NSDL, Benefits of Depository

Settlement, Online Share Trading and its Advantages, Concepts of Small cap, Large cap,

Midcap and Penny stocks

[10]

Security Analysis: Fundamental Analysis, Economic Analysis, Industry Analysis,

Company Analysis, Technical Analysis - Basic Principles of Technical Analysis.,

Theories: Dow Jones Theory, Elloit Wave Theory, Efficient Market Theory Uses of

Charts: Line Chart, Bar Chart, Candlestick Chart, Mathematical Indicators: Moving

Averages, Oscillators.

[10]

Portfolio Management: Meaning and Concept, Portfolio Management Process,

Objectives, Basic Principles, Factors affecting Investment Decisions in Portfolio

Management, Portfolio Strategy Mix, Portfolio Construction: Markowitz, Sharpe-Single

Index, and Multiple factor Model

[10]

Capital Asset Pricing Model: Assumptions of CAPM, CAPM Equation, Capital Market

Line, Security Market Line. Portfolio Performance Measurement: Meaning of Portfolio

Evaluation, Sharpe’s Ratio (Basic Problems), Treynor’s Ratio (Basic Problems), Jensen’s

Differential Returns (Basic Problems). Mutula Funds : Test Run ..

[09]

Text Books 1. Chandra, Prasanna, “Investment Analysis and Portfolio Management”, Tata McGraw

Hill.

2. Pandiyan, Punithavathy, “Security Analysis and Portfolio Management”, Vikas

Publications

References: 1. Fischer, D.E. and Jordan, R.J, “Security Analysis and Portfolio Management”, Pearson

Education

2. Sharpe, W.F., "Alexander, G.J. and Bailey, J, “Investments”, Prentice Hall of India

3. Singh, R., “Security Analysis and Portfolio Management”, Excel Books

4. Frank K Reilly and Keith C Brown, “Investment Analysis and Portfolio Management”,

Cengage India Pvt. Ltd.



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FS 341 Strategic Financial Management (DSE – I) 3-0-0-3

Course Objective

To acquaint the students with concepts of Financial management from strategic perspective and to familiarize

various Techniques and Models of Strategic Financial Management.

Course Content

Dividend Decision: Meaning and Forms of Dividend, Dividend-Modigliani and

Miller’s Approach, Walter Model, Gordon Model, Factors determining Dividend Policy,

Types of Dividend Policy [06]

Capital Budgeting: Risk and Uncertainty in Capital Budgeting, Risk Adjusted Cut off

Rate, Certainty Equivalent Method, Sensitivity Technique, Probability Technique,

Standard Deviation Method, Co-efficient of Variation Method, Decision Tree Analysis,

Construction of Decision Tree.

[08]

Capital Rationing: Meaning, Advantages, Disadvantages, Practical Problems [09]

Shareholder Value and Corporate Governance: Financial Goals and Strategy,

Shareholder Value Creation: EVA and MVA Approach, Theories of Corporate

Governance, Practices of Corporate Governance in India

[08]

Corporate Restructuring: Meaning, Types, Limitations of Merger, Amalgamation,

Acquisition, Takeover, Determination of Firm’s Value, Effect of Merger on EPS and

MPS, Pre Merger and Post Merger Impact.

[08]

Text Books 1. IM Pandey, Financial Management, Vikas Publishing House

2. Khan & Jain, Financial Management, Tata McGraw Hill, Delhi

References: 1. C. Paramasivan& T. Subramanian, Financial Management, New age International

Publisher

2. Van Horne &Wachowiz, Fundamentals of Financial Management, Prentice Hall

3. Prasanna Chandra, Strategic Financial Management, Tata McGraw Hill, Delhi



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FS 312 Financial Institutions and Markets (DSE-I) 3-0-0-3

Course Objective

The objective of this paper is to introduce students to the different aspects and components of financial

Institutions and financial markets. This will enable them to take the rational decision in financial environment.

Course Content

Structure of Indian Financial System: An overview of the Indian financial system,

financial sector reforms: context, need and objectives; major reforms in the last

decade;RBI and Functions, Role of RBI as a central banker; Products offered by Banks

and Financial Institutions (FI), Retail banking and corporate banking products. Universal

Banking: need, importance, trends and RBI guidelines, core banking solution (CBS);

RTGS and internet banking, NBFCs and its types; comparison between Banks and

NBFCs. [08]

Introduction to Financial Markets in India: Role and Importance of Financial Markets,

Types of Financial Markets: Money Market; Capital Market; Factors affecting Financial

Markets, Linkages Between Economy and Financial Markets, Integration of Indian

Financial Markets with Global Financial Markets, Primary and secondary market,

Currency Market, Debt Market- role and functions of these markets. Primary Market for

Corporate Securities in India: Issue of Corporate Securities: Public Issue through

Prospectus, Green shoe option, Offer for sale, Private Placement, Rights Issue, On-Line

IPO, Book Building of Shares, Disinvestment of PSU, Employees Stock Options,

Preferential Issue of Shares, Venture Capital, Private Equity, Performance of Primary

Market in India, Corporate Listings : Listing and Delisting of Corporate Stocks. [11]

Secondary Market in India: Introduction to Stock Markets, Regional and Modern Stock

Exchanges, International Stock Exchanges, Demutualization of exchanges, Comparison

between Standing Committee on Academic Matters dated 20.08.2018 Annexure No.-56

Bachelor of Management Studies University of Delhi 31 NSE and BSE, Raising of funds

in International Markets: American Depositary Receipt (ADRs) and global depositary

receipt (GDRs), foreign currency convertible bond (FCCB) and Euro Issues; Indian Stock

Indices and their construction, maintenance, adjustment for corporate actions (rights,

bonus and stock split;) on index with numerical, free float vs. full float methodology,

Classification of Securities to be included in the Index, Bulls and Bears in Stock Markets,

Factors influencing the movement of stock markets, indicators of maturity of stock

markets, Major Instruments traded in stock markets: Equity Shares, Debentures, Myths

attached to Investing in Stock Markets. Trading of securities on a stock exchange;

Selection of broker, capital and margin requirements of a broker, MTM and VAR

Margins, kinds of brokers, opening of an account to trade in securities, DEMAT System,

placing an order for purchase/sale of shares, margin trading and margin adjustment,

contract note and settlement of contracts, Algorithmic trading, Settlement mechanism at

BSE and NSE.

[10]

Money Markets and Debt Markets in India: Money Market: Meaning, role and

participants in money markets, Segments of money markets, Call Money Markets, Repos

and reverse Repo concepts, Treasury Bill Markets, Market for Commercial Paper,

Commercial Bills and Certificate of Deposit. Role of Securities Trading Corporation of

India (STCI) and Discount and Finance House of India (DFHI) in money market, Debt

Market: Introduction and meaning, Market for Government/Debt Securities in India,

Secondary market for government/debt securities, Oversubscription and devolvement of

Government Securities, Government securities issued by State Governments, Municipal

Bonds, Corporate Bonds vs. Government Bonds.

[10]


Annexure – D

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Text Books 1. Vohra N.D., “Quantitative Techniques in Management”, Tata McGraw Hill, New Delhi.

2. Tulsian, Pandey, “Quantitative Techniques”, Pearson Education, New Delhi .

References: 1. Hira, D.S. and Gupta, P. K., “ Problems in Operation Research”, S. Chand, New Delhi

2. Khan and Jain, “Financial Service”s, Tata McGraw Hill

3. Hillier, F.S, Lieberman, G.J., Nag, B. and Basu, P., “Introduction to Opereation

Research”, Tata McGraw Hill Education Private Limited, New Delhi.

4. Hamdy A. Taha, “ Operation Research- An Introduction”, Pearson, Newjersey.

5. Veerbhadrappa, H., “ An Introduction to Operation Research”, New Age International

Publishers, New Delhi

6. Rajagopal, K., “ Operation Research”, PHI Learning Private Ltd., New Delhi.



Annexure – D

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FS 322 Tax Planning 3-0-0-3

Course Objective

The objective of this course is to acquaint the students with the tax structure for individuals and corporates and

also its implications for planning.

Course Content

Income tax concepts: Previous Year, Assessment Year, Person, Assessee, Income

(including agricultural income), Residential Status and their incidence of tax, Gross Total

Income, Total Income; Income which do not form part of total income, Tax Evasion, Tax

Avoidance.

[07]

Computation of Income under the Head: Salary, House Property and Profits and gains

from Business or Profession. Computation of Income under the Head: Capital gains and

Income from other sources. [12]

Clubbing of Income: Set-off and carry-forward of losses , Deductions from gross total

income as applicable to an individual and Business Units; Computation of total income

and tax liability of an individual and Business Units, Procedure for assessment: E-filing

of return, Introduction to the concept of Goods and Services Tax (GST) and Direct Tax

Code (DTC).

[11]

Meaning of Tax Planning and Management: Nature, scope and justification of

corporate tax planning; Computation of taxable income and tax liability of companies:

Minimum Alternative Tax, Introduction to tax planning with reference to financial

decisions; tax planning with reference to amalgamation or de-merger of companies (only

theory)

[09]

Text Books

1. Singhania, V.K. Student Guide to Income Tax. Taxmann Publications Pvt. Ltd.

2. Ahuja& Gupta. Simplified Approach to Corporate Tax. Flair Publications Pvt. Ltd

References:

1. Ahuja& Gupta. Simplified Approach to Income Tax Flair, Publications Pvt. Ltd.

2. Mahesh Chandra &Shukla, D.C. Income Tax Law & Practice Pragati Publications.

3. Goyal, S.P. Tax Planning and Management. SahityaBhawan Publications.



Annexure – D

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FS 332 Derivatives and Risk Management (DSE – I) 3-0-0-3

Course Objective

The objective of this paper is to know the details of corporate finance and the strategies involved in the corporate

decisions. It will enable the students to steer the corporate issues and challenges in better manner.

Course Content

Introduction to Derivatives Market: Meaning, History & Origin, Elements of a

Derivative Contract, Factors Driving Growth of Derivatives Market, Types of

Derivatives, Types of Underlying Assets, Participants in Derivatives Market, Advantages

& Disadvantages of Trading in Derivatives Market, Current Volumes of Derivative Trade

in India, Difference between Forwards & Futures. [09]

Hedging: Speculation & Arbitrage using Futures, Long Hedge – Short Hedge, Cash &

Carry Arbitrage, Reverse Cash & Carry Arbitrage, Payoff Charts & Diagrams for Futures

Contract, Perfect & Imperfect Hedge. [10]

Futures: Futures Contract Specification, Terminologies, Concept of Convergence,

Relationship between Futures Price & Expected Spot Price, Basis & Basis Risk, Pricing

of Futures Contract, Cost of Carry Model [10]

Options: Options Contract Specifications, Terminologies, Call Option, Put Option,

Difference between Futures & Options, Trading of Options, Valuation of Options

Contract, Factors affecting Option Premium, Payoff Charts & Diagrams for Options

Contract, Basic Understanding of Option Strategies [10]

Types of Risk: Value at Risk, Methods of calculating VaR, Risk Management Measures ,

Types of Margins, SPAN Margin

Text Books 1. Srivastava.R; Dervatives and Risk Management, OUP, 2

nd Edition, 2017.

2. Hull, John C, and Basu S; Options, Futures, And Other Derivatives, Pearson, Delhi,

Pearson Publications, 10th ed

References: 1. Chance D.M; Introduction to Derivatives and Risk Management, South Western Cengage

Learning.

2. Sundaram and Das; Derivatives: Principles and Practice, McGraw Hill.



Annexure – D

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FS 342 Business Analysis and Valuation (DSE – I) 3-0-0-3

Course Objective

This Paper will enable the students to analyze the health of a company through their annual reports and will equip

them to understand what an asset is worth and what determines that value. It will also discuss the issues and

challenges faced during the valuation of assets especially in the conditions of uncertainties.

Course Content

Introduction: Understanding the different aspects of an Annual Report of a company;

Analysis of Corporate Financial Statements: Income statements and Balance sheets

through ratio analysis and analyzing the Chairman’s statement, Directors’ report,

management discussion and analysis, report on corporate governance, auditor’s report to

evaluate the financial soundness of the company.

[10]

Cash Flows Valuation: Non –Discounted :Firm cash flows, Earnings, Tax effect,

Reinvestment needs; Equity cash flows: Dividend, Forecasted Cash flows, terminal value

estimation approaches. Equity discounted cash Flow Models-Dividend discount models,

extensions of DDM; free cash flow to equity model.

[09]

Introduction to Valuation: Approaches to valuation, Discounted Cash Flow, Relative

Valuation, Role of valuation; Discounted Cash flow Valuation: Estimating discount rates,

cost of equity, cost of equity to cost of capital; Valuation of an asset with guaranteed cash

flows, introducing uncertainty into valuation (valuing an asset with default risk and equity

risk), valuing an asset with an infinite life.

[10]

Firm Valuation Models: Cost of capital approach, Adjusted present value approach,

EVA, Capital structure and firm value. Relative valuation-popularity and potential

pitfalls; reconciling relative and discounted cash flow valuation Equity Multiples; Value

Multiples; Valuation of different kinds of companies. Value of Synergy; operating and

financial synergy, Cash and tax benefits, debt capacity, Evidence on synergy, common

errors in valuing synergy; Valuing Real options.

[10]

Text Books 1. Chandra, P. (2011), “Corporate Valuation and Value Creation”, TMH

2. Damodran, A. (2014), “Applied Corporate Finance”, 4th Edition, New Delhi: John Wiley and

Sons.

References: 1. Ross, S.A., Westerfield, R.W., Jaffe, J. (2015), “Corporate Finance”, 11th Edition, New

Delhi: McGraw Hill Education.

2. Weston, Chung, and Hoag, “Mergers. Restructuring and Corporate Control”, Prentice

Hall of India



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MK 311 Advertising and Brand Management (DSE – II) 3-0-0-3

Course Objective

To equip the students with the nature, purpose and complex constructions in the planning and execution of a

successful advertising program. The course will expose student to issues in brand management, faced by firms

operating in competitive markets.

Course Content

Introduction: Advertising need and importance; growth of modern advertising;

advertising and the marketing mix; types and classification of advertisement;

advertising spiral; social and economic aspects of advertising; Marketing

communication models- AIDA, hierarchy of effect, innovation adoption model, action

first model, quick decision model; Planning framework of promotional strategy. [09]

Contd.: Exposure, salience, familiarity, low involvement, central route and peripheral

route and cognitive learning; positioning strategies ; Associating feelings with a brand;

Developing brand personality; creating copy strategies- Rational and emotional

approaches; selection of an endorser; creative strategy and style- brand image,

execution, USP, common touch and entertainment; message design strategy; format

and formulae for presentation of appeals (slice of life, testimonials, etc.); different

types of copy; art and layout of an advertisement- principles of design, layout stages,

difference in designing of television, audio and print advertisement.

[10]

Introduction to broadcast and non -broadcast media; Budgeting decision rule-

percentage of sales method, objective to task method, competitive parity, and all you

can afford; Key factors influencing media planning; Media decisions- media class,

media vehicle and media option; Scheduling- flighting, pulsing, and continuous

Importance and need for sales promotion; planning for consumer schemes and contests;

different types of consumer schemes.

[10]

Concept of a brand: brand evolution; branding challenges and opportunities; strategic

brand management process; Identifying and establishing brand positioning and values;

Brand building, brand positioning and values brand repositioning; Designing and

implementing brand strategies; brand extension; brand hierarchy-Kapferer. Brand

equity; brand personality; brand image; managing brands overtime.

[10]

Text Books 1. Chunawalla S.A. (2015), “Advertising and Sales Promotion Management”, Himalaya

Publishing House

2. Keller, K.L., Parameswaran, A.M.G. and Jacob, I., “Strategic Brand Management:

Building, Measuring and Managing Brand Equity”, Pearson Education India

References: 1. Kazmi, S.H.H and Batra, S., “Advertising and Sales Promotion Management”, Excel

Books.

2. Kapferer J N,” The new Strategic Brand Management: Creating and Sustaining Brand

Equity Long Term, Kogan Page.

3. Batra, R., Myers, J.G., and Aaker, D.A., “Advertising Management”, Prentice Hall.


Annexure – D

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MK 321 Retail Management (DSE – II) 3-0-0-3

Course Objective

The primary objective of the course is to have students develop marketing competencies in retailing and retail

consulting. The course is designed to prepare students for positions in the retail sector or positions in the retail

divisions of consulting companies. Besides learning more about retailing and retail consulting, the course is

designed to foster the development of the student’s critical and creative thinking skills.

Course Content

Introduction: Introduction to retailing, definition, characteristics, Evolution of

retailing in India, Retailing in India, Emerging trends in retailing, Factors Behind the

change of Indian retail industry. [11]

Retail Formats: Retail Sales by ownership, On the basis of Merchandise offered, non-

store Based retail mix and Non- traditional selling; Store Planning: Design and Layout,

Location Planning and its importance, retailing image mix, Effective Retail Space

Management, Floor Space Management. [15]

Retail Marketing: Advertising and Sales Promotion, Store Positioning, Retail

Marketing. Mix, CRM, Advertising in Retailing; Retail Merchandising: Buying

function, Markups and Markdown in merchandise management, shrinkage in retail

merchandise management. [12]

Merchandise Pricing: Concept of Merchandise Pricing, Pricing Options, Pricing

Strategies, Pricing Objectives, Types of Pricing; Retail Operation:

Elements/Components of Retail Store Operation, Store Administration, Store Manager

–Responsibilities, Inventory Management, Management of Receipts, Customer

Service, Management of Retail Outlet/Store, Store Maintenance, Store Security. [14]

Text Books 1. Harjit Singh, “Retail Management”, S. Chand Publication, New Delhi

2. Berman and Evarv, “Retail Management”, Prentice Hall

References: 1. Gibson G Vedamani, “Retail Management: Functional principles and practices”, Jaico

Publishing House

2. Cullen and Newman, “Retailing – Environment and Operations”, Cengage Learning

EMEA

3. Bajaj, Tuli and Srivastava, “Retail Management”, Oxford University Publications



Annexure – D

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MK 331 Marketing of Services (DSE – II) 3-0-0-3

Course Objective

The course is designed to equip students with the knowledge of marketing of all types of services.

Course Content

The emergence of service economy: contributory factors, consumption pattern

analysis, economic transformation unique aspects of services: goods, services,

products, managerial challenges. [08]

Marketing mix: concept of value and value drivers, extended framework Service

marketing system: production, marketing, human resources, sequential analysis.

Service system positioning: service delivery process, blueprinting Service buying

behaviour; difference in perspective, risk analysis, decision process. [11]

Service marketing: strategy; segmentation, targeting and positioning, market

innovation Competitive differentiation; competitive advantage and value chain

analysis [08]

Service quality: concept, technical and functional quality, Service quality models and

measurement Demand and supply imbalances management; challenges and strategies;

Service culture; managing by values, recovery and empowerment; Relationship

building: relationship marketing, bonding and life time value Service industries:

insurance, banking, air transportation, courier, education etc. [12]

Text Books 1. Shanker, R., “Services Marketing: The Indian perspective”, Excel Books

2. Fisk, R. P., Grove, S. J., and John, J. Interactive Services Marketing. New York.

Houghton Mifflin

References: 1. Glynn, W. J., and Barnes, J. G., “Understanding services management - Integrating

Marketing, Organizational Behaviour, Operations and Human Resources

Management”, Prentice Hall

2. Gronroos, C., “Service Management and Marketing - A Customer Relationship

Management Approach”, New York: John Wiley

3. Hoffman, K. D., and John, E. G. B., “Marketing of Services: Concepts, Strategies and

Cases”, Thomson-South Western

4. Lovelock, C. H.; “Service Marketing”, Prentice Hall, New Jersey.

5. Zeithaml, V. A. et al; “Services Marketing”, Tata McGraw Hill, New Delhi.



Annexure – D

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MK 341 International Marketing (DSE – II) 3-0-0-3

Course Objective

The course is designed to equip students with the knowledge of international marketing of all types of products

and services.

Course Content

Framework: Nature and Importance of International marketing – process of International

marketing, International dimensions of marketing and benefits of international marketing,

steps of development of the transnational corporation. Intra firm and environmental factors,

social, cultural, economic, political and legal aspects, Difference between domestic

marketing, multinational and international marketing.

[9]

International Marketing Decisions: Global marketing information system and research –

nature of marketing research, sources of information and marketing research – primary and

secondary global market segmentation, targeting and positioning. Foreign market entry

strategy – market analysis, export, licensing, joint ventures, Manufacturing, management

contracts turns key operations, acquisition and mergers, analysis of entry strategy.

Identifying foreign markets, market research overseas. Market entry.

[9]

Institutional Infrastructure: Global marketing mix – International product decision, what

is product development, product positioning, theory of IPLC, Product standardization and

product adaptation, branding and packaging, International pricing decision – role of price,

supply and demand, international channel decisions – importance and scope of channel

decision, direct and indirect selling channel sales and promotion, advertising.

[9]

Documentation: Introduction to Export documentation and procedures, framework, pre-

shipment and post shipment documents, Role of ITPO in export promotion, quality control

and pre-shipment inspection, Labelling/packing, Marking of consignments, Marine/cargo

insurance etc.

[12]

Text Books 1. Albaum, G. Strandskov, J. and Duerr, E. “International Marketing and Export

Management”. 7/E. Delhi: Pearson Education.

2. Keegan, W. and Green, M. “Global Marketing”. 4th ed. Delhi: Pearson.

References: 1. Melewar, T.C. and Gupta, S. “Strategic International Marketing”. Basingstoke: Palgrave-

Macmillan.

2. Czinkota, M.R. and Ronkainen, I.A. “International Marketing”. 10th ed. Delhi: South-

Western, Cengage Learning India Pvt. Ltd.

3. Hans Muhlbache, “International marketing-A global perspective”, Cengage Learning

4. Cateora, P.R., Graham, J.L. and Salwan, P. “International Marketing”. 13th ed. Delhi:

McGraw Hill.

5. Gillespie, K., Jeannet, J.P. and Hennessey, H.D. “International Marketing”. Delhi: Cengage

Learning.

6. Hollensen, S. and Banerjee, M. “Global Marketing”. 4th ed. Delhi: Pearson.

7. Onkvisit, S. and Shaw, J. “International Marketing: Strategy and Theory”. 5th ed. London:

Routledge.



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MK 312 Personal Selling and Sales Force Management (DSE – II) 3-0-0-3

Course Objective

To familiarize the students with the concept and practice of personal selling process, techniques and

methods in the modern organizational setting.

Course Content

An overview of personal selling; functions of a sales person, characteristics

of a sales person, Sales as a career.

[09]

Personal Selling situations; Theories: AIDAS, Right set of circumstances

theory, Buying formula theory; Why people buy?

[09]

Prospecting: Need and Methods; Pre approach: Sales Knowledge; Sales

presentation: methods, elements, the approach; Handling Objections:

categories and techniques; Closing the sale: techniques; Post sale follow up.

[11]

Controlling the Sales Effort: Administering the sales budget, Sales quota,

Sales

territory management:Sales territory concept, reasons for establishing sales

territories, procedure for setting up sales territories. Sales control and cost

analysis.

[10]

Text Books 1. Charles Futrell, “Fundamentals of Selling”, McGraw Hill

2. Still, Cundiff and Govani, “Sales Management”, Prentice Hall of India

References: 1. Panda T.K & Sahadev S. “Sales and Distribution Management”, 2/e, Oxford

University

Press.

2. Havaldar K & Cavale V. “Sales and Distribution Management”, Tata

McGraw-ND.



Annexure – D

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MK 322 Rural Marketing (DSE – II) 3-0-0-3

Course Objective

The main objective of this programme is to develop a strong foundation of applied knowledge, concepts,

approaches and analytical-skills in the participants for successful marketing of products and services

to rural consumers and users.

Course Content

Rural Marketing: Importance, Nature and Scope; Rural vs Urban Marketing;

Definition of Rural Area

Understanding Rural Marketing Environment: Geographical, Economic,

Socio-Cultural and Infrastructural Factors and their Influence on Marketing

Operations

[11]

Rural Consumer: Characteristics, Attitudes and Behaviour; Buying Patterns and

Influences; Segmenting Rural Markets

[06]

Rural Marketing Strategies: Product Planning for Rural Markets, Quality and

Size; Packaging and Branding Decisions; Pricing Decisions

Promotion and Distribution in Rural Markets: Media and Copy Decisions;

Distribution Channels and Logistics in Rural Markets

[13]

Marketing of Agricultural Products: Pricing and Distribution of Agricultural

Products; Role of Government and Organisations in Marketing of Agricultural

Products; Co-operative Marketing; Problems in Agricultural Marketing

[09]

Text Books 1. Kashyap, P.: “Rural Marketing”; Pearson, New Delhi.

2. Krishnamacharyulu, C. S.: “Rural Marketing – Text and Cases”; Pearson, New Delhi.

References: 1. Dogra, B. and Ghuman, K.: “Rural Marketing – Concepts and Practices”; TMH,

New Delhi.

2. Ramkishen, Y.: “New Perspectives in Rural and Agricultural Marketing”; Jaico


3. Rajagopal: “Management of Rural Business” Wheeler Publications, New Delhi.

4. Neelameghan S. “Marketing in India: Cases and Readings”; Vikas Publishing House,

New Delhi.

5. Gopalaswamy T. P.”Rural Marketing”; Wheeler Publishers, New Delhi.



Annexure – D

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MK 332 Distribution and Supply Chain Management (DSE – II) 3-0-0-3

Course Objective

This course would help students develop an understanding about the role of marketing channels,

distribution and supply chain, key issues of supply chain and the drivers of supply chain performance.

The course would acquaint the students with various concepts.

Course Content

The channel system: Rationale for marketing channel structures, Composition of

marketing channels, Channel Environment.

Distribution: Basic concept, Transportations, Inventory, Warehousing,

Managing logistics.

[10]

Concepts and importance: of a Supply Chain (SC), Key issues of Supply Chain

Management, Competitive and SC strategies, Achieving strategic fit. [09]

Dynamics of supply chain: Supply Chain Integration, Push-based, Pull-based

and Push-Pull based supply chain, Demand Forecasting in a Supply Chain,

Managing inventory in SC environment: Transportation in SC environment.

[10]

Strategic Alliances: Third party and fourth party logistics, Retailer- Supplier

partnerships (RSP), Supplier evaluation and selection, Use of best practices and

Information Technology (IT) in Supply Chain Management.

[10]

Text Books 1. Ayers, J. B., “Handbook of supply chain management”, Florida: Auerbach

Publication..

2. Chopra, S., and Meindl, P., “Supply chain management: Strategy, planning and

operation”, New Delhi: Pearson Education.

References: 1. Ballou, R. H., and Srivastava, S. K., “Business logistics/ supply chain

management”, (5th Edition). New Delhi: Pearson Education.

2. Raghuram, G., and Rangaraj, N., “Logistics and supply chain management: cases

and concepts”, New Delhi: Macmillan.

3. Shah, J., “Supply chain management: Text and cases”, New Delhi: Pearson

Education.

4. Simchi-Levi, D., Kaminsky, P, Simchi-Levi, E., and Shankar, R., “ Designing

and managing the supply chain”, New Delhi: Tata McGraw Hill.

5. Coyle, J. J., Bardi, L. J., and Langley, C. J., “The management of business

logistics,” USA: South-Western.

6. Dornier, P. P., Ernst, R., Fender, M., and Kouvelis, P., “Global Operations

Management and Logistics: Text and Cases”, New York: John Wiley and Sons.



Annexure – D

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MK 342 Customer Relationship Management (DSE – II) 3-0-0-

3

Course Objective

To understand the need and importance of maintaining a good customer relationship management system.

Course Content Introduction Definitions - Concepts and Context of relationship Management –

Evolution - Transactional Vs Relationship Approach – CRM as a strategic marketing tool

– CRM significance to the stakeholders. Acquiring customers - Customer loyalty and

optimizing customer relationships - success factors, the three levels of Service/ Sales

Profiling - Service Level Agreements (SLAs), creating and managing effective SLAs. [10]

Understanding Customers Customer information Database – Customer Profile

Analysis - Customer perception, Expectations analysis – Customer behavior in

relationship perspectives; individual and group customer’s - Customer lifetime value –

Selection of Profitable customer segments. CRM in Marketing - One-to-one Relationship

Marketing - Cross Selling & Up Selling - Customer Retention, Behaviour Prediction -

Customer Profitability & Value Modeling, - Channel Optimization - Event-based

marketing. - CRM and Customer Service - The Call Centre, Call Scripting - Customer

Satisfaction Measurement. [10]

CRM Structures Elements of CRM – CRM Process – Strategies for Customer

acquisition – Retention and Prevention of defection – Models of CRM – CRM road map

for business applications. Sales Force Automation - Sales Process, Activity, Contact-

Lead and Knowledge Management - Field Force Automation. - CRM links in e-Business

- E-Commerce and Customer Relationships on the Internet - Enterprise Resource

Planning (ERP), - Supply Chain Management (SCM), - Supplier Relationship

Management (SRM), - Partner relationship Management (PRM). [10]

CRM Planning And Implementation Strategic CRM planning process –

Implementation issues – CRM Tools- Analytical CRM – Operational CRM – Call center

management – Role of CRM Managers. CRM Implementation - Defining success factors

- Preparing a business plan requirements, justification and processes. - Choosing CRM

tools - Defining functionalities - Homegrown versus out-sourced approaches - Managing

customer relationships - conflict, complacency, Resetting the CRM strategy. Selling

CRM internally - CRM development Team - Scoping and prioritizing - Development and

delivery - Measurement.

[09]

Text Books 1. Shainesh, G., and Sheth, J.N. “Customer Relationships Management”, Strategic

Prespective, Macmillan India.

2. Rai, A.K. “Customer Relationship Management : Concepts and applications”, Prentice

Hall of India Private Limted, New Delhi.

References: 1. Mohamed, H.P. and Sahadevan, A. “Customer Relationship Management”, Vikas

Publishing

2. Catheart, J. “The Eight Competencies of Relationship selling”, Macmillan India

3. Shanmugasundaram, S. “Customer Relationship Management”, Prentice Hall of India

Private Limted, New Delhi, 2008

4. Buttle, F. (2010) “Customer Relationship Management: Concepts & Tools”, Elsevier.

5. Kumar, V. and Werner J. (2008) “Customer Relationship Management”, Wiley India.


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Recruitment and Selection (DSE – III)

HR 311 3-0-0-3

Course Objective

The process of identifying job performance dimensions that are the basis for knowledge, skills and

abilities required to perform the job assigned,

The process of assessing knowledge, skills and abilities required to perform the job assigned,

The process of incorporating knowledge, skills and abilities that are required for job performance, in

the recruitment and selection measures and,

The process of developing some of the assessment devices those aim at assessing the knowledge,

skills and abilities of the applicants in selection

Course Content

Concept of Recruitment: Meaning, Importance, Purpose, Factors governing

recruitment, Recruitment process, Sources of recruitment, Techniques of recruitment,

Philosophies of recruitment, Evaluation of recruitment. [06]

Job Analysis and Profile Matching: Nature, Process, Methods of collecting job data,

Potential problems with job analysis, Job design, Factors affecting job design, Job design

approaches, Contemporary issues in job design, Job specification. [07]

Screening the candidates: Application Forms: bio-data / resume / curriculum vitae and

weighted application blanks- Meaning and definition, Advantages and disadvantages,

Behavioral approach to recruitment - Spotting personality patterns, Making basic

assumptions, Predicting the future, Strategy Vs. Technique, Studying the CV. [07]

Selecting the Right Candidate: Nature of selection, Process, Testing concepts –

Reliability and validity, Employment law in India, Testing: Meaning, Definition,

Purpose, Advantages and disadvantages, Ability tests, Clerical ability test, Mechanical

ability test, Mental ability test, physical ability test, Personality assessment test, Typing

test, Shorthand test, Computer proficiency test.

Interviewing: Planning the interview, Interview process - getting started, examining the

interview areas, examining the strengths & weaknesses, Interview in public sector

undertaking, statutory requirements. [11]

Reference checking and Appointment orders: Meaning, definition and purpose,

Verification of character, Criminal antecedents, Previous work behavior and education

qualifications, Verification of community certificates, Statutory requirements (under the

Shops and commercial establishments Act), Contents of appointment letter, Hard copy

(or soft copy), Method of delivery and retrieving the acknowledgement copy, Medical

Examination and acceptance of offer for joining. [08]

Text Books 1. Bhattacharya Dipak Kumar, “Recruitment and Selection : Theories and Practices”, 1

st

Edition 2016, Cengage Learning India.

References: 1. Pandey Vaneeta and Prasad Veena, “Recruitment and Selection”, 1

st Edition 2015,

Himalaya Publishing House.

2. Rashmi TK, “Recruitment Management”, 1st Edition 2017, Himalaya Publishing House.



Annexure – D

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HR 321 Performance Management (DSE – III) 3-0-0-3

Course Objective

To equip students with comprehensive knowledge and practical skills to improve their ability for performance

appraisal in the organizations. It is particularly intended for future managers and supervisors who will conduct

the performance appraisal of their subordinates.

Course Content

Introduction: Concept, Significance, Objectives, Principles, Competitive advantage,

Linkage to other HR processes. [04]

Theoretical Framework: Goal Theory and its application, Control Theory and its

application, Social Cognitive Theory and its application, Justice Theory and its

application [06]

Performance Appraisal Process: Prerequisites, Performance planning, Performance

execution, Performance assessment, Performance review, Performance renewal, Methods

of Performance Appraisal - Designing performance appraisal form, Objective methods,

Individual methods, Multiple methods, Competency mapping, Common rating errors,

Elements of good performance appraisal system, Achieving effective performance

appraisal. [11]

Performance Management and Strategic Planning: Definition and purposes of

strategic planning, Process of linking performance management to the strategic plan,

Building support.

Performance Management Implementation: Strategies for effective implementation,

Factors affecting effective use of PM, Operationalizing change through PM, Building and

leading high performance team. [08]

Performance Management and Employee Development: Personal development plan,

Direct supervisor’s role, Assessment centers, 360-degree feedback system. [06]

Ethics in Performance Appraisal: Ethical issues and dilemmas in PM, Ethical strategies

in PM, Developing code of ethics in PM. [04]

Text Books 1. Aguinis, H. “Performance Management”, 3rd Edition, New Delhi: Pearson Education.

2. Bhattacharyya, D.K.“Performance Management Systems and Strategies”, 1st Edition,

New Delhi: Pearson Education.

References: 1. Armstrong, M.“Armstrong's Handbook of Performance Management”, New Delhi:

Kogan Page India.

2. Bagchi, S.N. “Performance Management”, 2nd Edition, New Delhi: Cengage Learning.

3. Rao, T.V. “Performance Management” - Towards Organizational Excellence”, 2nd

Edition, New Delhi: Sage Publishing.



Annexure – D

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HR 331 Labour Legislation (DSE – III) 3-0-0-3

Course Objective

To have a broad understanding of the legal principles governing the employment relationship at individual and

collective level. To familiarize the students to the practical problems inherent in the implementation of labor

statutes.

Course Content

The Factories Act, 1948; The Trade Unions Act, 1926 The Payment of Wages Act, 1936

The Minimum Wages Act, 1948; The Industrial Disputes Act, 1947

[09]

The Workmen’s Compensation Act, 1923; The Payment of Gratuity Act, 1972; The

Payment of Bonus Act, 1965; The Employee’s Provident Fund & Misc. Act, 1952

[10]

The Employees State Insurance Act, 1948; The Industrial Employment (Standing Orders)

Act, 1946; The Apprentices Act, 1961; The Equal Remuneration Act, 1976

[10]

The Maternity Benefit Act, 1961; Contract Labour Regulations and Abolition Act, 1970;

The Child Labour Prevention and Regulation Act, 1986 [10]

Text Books 1. Piyali Ghosh and Shefali Nandan (2015), “Industrial Relations and Labour Laws”, 1st

Edition, New Delhi, TATA McGraw Hill.

2. Sarma A.M (2015), “Industrial Relations and Labour Laws”, 2nd Edition, Mumbai,

Himalaya Publishing House, Mumbai.

References: 1. Arun Monappa, Ranjeet Nambudiri and Patturaja Selvaraj, “Industrial Relations and

Labour Laws”, 2nd Edition, New Delhi, TATA McGraw Hill.

2. Padhi P.K., “Labour and Industrial Laws”, 2nd Edition, New Delhi, PHI



Annexure – D

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HR 341 Training and Development (DSE – III) 3-0-0-3

Course Objective

To familiarize the students with the concept and practice of training and management development in the modern

organizational setting.

Course Content

Introduction: An overview of training, Role of training and development in HRD,

Opportunities and challenges for training, Training and organizational development,

Setting training objectives, Spiral model of training, Need to conduct Training Need

Analysis (TNA), TNA Model, Need assessment process - Organizational analysis, Person

analysis, Task analysis, Output of TNA, Approaches to TNA - Proactive TNA, Reactive

TNA. [10]

Designing training programs: Organizational constraints, training objectives,

facilitation of learning, facilitation of transfer; Post training: Training evaluation, Training

impact on individuals and organizations, Evaluating Programmes, Participants,

Objectives. [09]

Training methods: Lectures and demonstrations; Games and Simulations: Equipment

simulators, business games, In-basket technique. Case studies, role play, behaviour

modelling, Job instruction technique, apprenticeship, coaching, mentoring, experiential

training, vestibule training; Computer based training methods. [10]

Management development: concept, Strategies and management characteristics,

management development implications, Types of management development programs,

Development methods: Action learning, job rotation, executive development programs,

special job assignments, team building, coaching, mentoring. [10]

Text Books 1. Raymond A Noe, “Employee Training and Development”, 7

th Edition, McGraw Hill

India.

2. Lynton Rolf and Pareek Udai, “Training and Development”, Prentice Hall

References: 1. Blanchard P. Nick and Thacker James., “Effective Training, Systems, Strategies and

Practices”, Pearson

2. French Wendell, Bell Cecil and Vohra Veena, “Organisation Development, Behavioral

Science Interventions for Organisation Improvement”, Prentice Hall.



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HR 312 Strategic Human Resource Management (DSE – III) 3-0-0-3

Course Objective

This course will help the student to get exposure on Strategic Human Resource Management. Understand the

different strategies relating to human resource management.

Course Content

Human Resource functions in India – Emergence of Human Resource Management –

Distinctive features of human resource management – Strategic Human Resource

Management – Aligning human resource to corporate strategy [08]

Organization Socialization process – Mentoring – Organizational Culture –

Organizational Change – Human Resource Planning – Employee Resourcing –

Recruitment & Selection process Placement [09]

Performance Management – Performance Appraisal System – Reward & Performance

Management – Motivation – Job Redesign – Job Enlargement – Wage Structuring –

Wages & Salary policies – Legal frame work – Wage differentials – Job Evaluation –

Incentive Payment system – Payment by result. [12]

Training Methodologies – Management Development – Career Development –

Succession Planning – Welfare & Health – Industrial Relations – Concept, Scope &

Objectives – Changing Values & impact [10]

Text Books 1. Randy L. Desimone, Jon M. Werner – David M. Mathis, “Human Resource

Development”, Cengage Learning.

2. Paul Boselie. “Strategic Human Resource Management”. Tata McGraw Hill.

References: 1. Randall S Schuler and Susan E Jackson. “Strategic Human Resource Management”.

Wiley India. 2nd edition

2. Robert L. Mathis and John H. Jackson, “Human Resource Management”, Cengage

Learning.

3. Tanuja Agarwal, Strategic Human Resource Management, Oxford

Jeffrey A Mello, Strategic “Human Resource Management”, Cengage Learning,

Southwestern.

4. Monir Tayeb. “International Human Resource Management”. Oxford.

5. McLeod. “The Counsellor’s workbook”. Tata McGraw Hill.



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HR 322 Cross Cultural HRM (DSE – III) 3-0-0-3

Course Objective

To explore the concepts and techniques of the essential elements of cross cultural HRM and to enable the

students to recognise its critical issues. The course aims to understand HRM concerns in the cross cultural

scenario.

Course Content

Introduction to concepts of culture and nationality: Impact of culture on

international

business environment ,Hofsted’s approach ,advantages and disadvantages

PCN,TCN,HCN,Expatriate adjustment process,Impact of cultural issues on flexibility

and

work life balance. Recruitment and Selection, Approaches to multinational staffing.

[10]

Managing diversity: Diversity and organisational culture, Approaches to managing

diversity, Diversity management programme.Trainning: cross cultural training,

Cultural

assimilators, Diversity training. Cross cultural team building

[09]

Performance appraisal: Criteria for performance appraisal, Variables that influence

expatriate performance appraisal. Compensation: Objectives of expatriate

compensation plan .Approaches to expatriate compensation: Going rate approach,

Balance sheet approach .Cultural impact on compensation policy

[10]

Repatriation: Process, Causes of expatriate failure, Problems of repatriation. Cross

border Mergers and Acquisitions: HRM perspective

International industrial relations: Labour unions and MNC, Employee relations in

MNC, Response of labour unions to MNC.

[09]

Text Books 1. Dowling P.J and Engle Sr.A.D: “International HRM”, Thomson Learning.

2. Browaeys M.J and Price R: “Understanding cross cultural management”, Prentice

Hall.

References: 1. MausamiS.Bhattacharya and NilanjanSengupta: “International Human Resource

Management”, Excel Books.

2. Thomas.D.C: “Cross cultural Management essential concepts”, Sage Publication.

3. Lucas Rosemary and Lupton Ben: “Human resource management in International

Context”, Jaico publication house.

4. Schuler.R.S, Briscoe.D.R and Claus, “International Human Resource Management”,

Routledge New York.



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HR 332 Talent and Knowledge Management (DSE – III) 3-0-0-3

Course Objective

To prepare students for talent and knowledge management efforts in organisations .It aims at enabling students to

gain insights in concepts and application of talent and knowledge management in organizations. The course aims

at understanding basic elements, processes, approaches and strategies of managing talent and knowledge in

organisations.

Course Content

Meaning and importance of talent management, Talent management Grid, Creating

talent management system, Strategies of talent management. Competency model,

Competency mapping, Role of leaders in talent management, Talent management and

competitive advantage.

[09]

Elements of knowledge management, Advantages of knowledge management,

Knowledge management in learning organisations. Types of Knowledge: Tacit and

Explicit .Managing knowledge workers.

[08]

Knowledge management process, Approaches to knowledge management: Knowledge

management solutions, Knowledge creation, Knowledge sharing, Knowledge

dissemination, Knowledge management life cycle, Nonaka’s model of knowledge.

Knowledge capturing techniques: Brainstorming, Protocol analysis, Consensus decision

making, Repertory grid, Concept mapping.

[12]

Knowledge management strategies: Aligning individual needs with organisation, Reward

systems for knowledge management, Knowledge audit, Benchmarking, Balance score

card, Gap analysis.

[09]

Text Books 1. Lance A. Berger, Dorothy Berger: Talent management handbook, McGraw Hill New

York.

2. Cappeli Peter: Talent on Demand –Managing Talent in an age of uncertainty, Harvard

Business press.

References: 1. Awad.E.M and Ghaziri.H.M: “Knowledge management”, Pearson education

International.

2. Stuart Barnes: “Knowledge management system theory and practice”, Thomson learning.

3. Donald Hislop: “Knowledge management in organisations”, Oxford University press.

4. Sudhir Warier: “Knowledge management”, Vikas publishing house.

5. T. Raman: “Knowledge management” –a resource book, Excel books.



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HR 342 Negotiation Skills For Managers (DSE – III) 3-0-0-3

Course Objective

Understand significance of conflict and locate fertile areas for conflicts to resolve conflicts effectively.

Understanding the term negotiation and the processes involved in negotiation to know issues associated with

negotiation.

Learning strategy and tactics of distributive and integrative bargaining.

Sharpening negotiating skills in a variety of interpersonal and intergroup situations.

Course Content

Introduction: Nature of Negotiation and Conflicts, Dynamics of Negotiation and

Conflict management. [04]

Conflict Management: Levels of conflict, Sources of conflict [04]

Managing Conflict: Managing interpersonal conflict; Managing team and

organizational conflict; Conflict resolution process [06]

Negotiation: Types of negotiation-Distributive, Integrative, Attitudinal structuring

and Intra-organizational negotiation; Negotiation process-Preparation, Developing

and choosing a strategy, Opening moves, Bargaining and problem solving and

Closure and implementation. [10]

Two Party Distributive (Win-Lose) Negotiations: Introducing complexities,

Fundamental strategies and complexities [03]

Two Party Integrative (Win-Win) Negotiations: Key features of Integrative

negotiation process, Facilitating factors for successful Integrative negotiation,

Template design, evaluation and analysis. [03]

Many Party Negotiations: Group decisions, Consensus, Coalitions and Voting [03]

Behaviour of Successful Negotiator: Measuring your progress [03]

Negotiation Styles: Measuring your style with countering measures [03]

Text Books 1. Rout Eirene Leela and Omiko Nelson, “Corporate Conflict Management”, Prentice

Hall of India Private Limited, New Delhi, 2010

References: 1. Lewicki Roy J, Saunders David M and Barry Bruce, “Negotiation”, Fifth Edition, Tata

McGraw-Hill, 2010.

2. Corvette Barbara A Budjac, “Conflict Management: A Practical Guide to Developing

Negotiation Strategies”, Pearson Education, 2007.



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TM 311 Geography of Tourism (DSE – IV) 3-0-0-3

Course Objective : This paper is very unique for the budding tourism professionals to understand and to be

familiar with the global geography with reference to tourism.

Course Content

Introduction to Geography: Elements of Geography, Branches of Geography, Importance

of Geography in Tourism, World’s Climatic Zones, Latitude & Longitude. [07]

IATA Areas, Code and GMT Time: Areas, Sub Areas and Sub Regions As per

International Air Transport Organization (IATA), IATA Three Letter City Code, Two

Letter Airlines and Airport Code, International Date Line, Time Zones, Greenwich Mean

Time, Calculation of Local Time, Flying Time, Grounding Time, Elapsed Time, Daylight

Saving Time [11]

Planning Travel Itineraries, Qualifying the Customer, Planning Air Itineraries, Resources

for Research. [06]

Local Currencies around the World, Types of Local Currencies, Local Currencies &

Country Currency Codes [07]

Modes of Transport around the World, Development of World Transport Modes, Future

trends in Intercontinental Transport. [08]

Text Books 1. Burton, R. “Travel Geography”. Pitman Publishing, Marlow Essex.

2. Boniface B. & Cooper, C. “Worldwide Destinations: The Geography of Travel &

Tourism”. Oxford Butterworth Heinemann, London.

References: 1. Hall, M ,”Geography of Travel and Tourism”, Routledge, London.

2. C. Michael Hall & Stephen J. Page ,”The Geography of Tourism and Recreation-

Environment”, Place and Space. Third Edition, Routledge, London.

3. Robinson H.A. (1976), “Geography of Tourism”. Mac Donald & Evans Ltd.

4. “Travel Information Manual”, IATA, Netherlands, 2012. 5. World Atlas.



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TM 321 Travel Agency and Tour Operations (DSE – IV) 3-0-0-3

Course Objective : This paper is designed to provide description about the principles and practices in travel

agency and tour operation business and help the students make the career in modern travel trade.The student

should be able to understand the nature, structure and working of Travel Agency. Also the learner will be able

to comprehend the range of services provided by them and, highlights the intricacies involved in tourist

services.Recent trends and changes in travel agency and tour operations will help them to have updated

knowledge.

Course Content

Itinerary Planning : Itinerary and its importance, Types of Itineraries, Factors to keep

in mind while designing an Itinerary, Itineraries for Inbound and domestic tourists:-

Golden triangle, Rajasthan tour, kerela tour Popular outbound Itineraries of Singapore,

Malaysia, Thailand , Europe Tour, Australia Tour . [09]

Package Tours : Package tour and its components, Practical components of a standard

package tour Designing & Costing of a package tour [07]

Visas: Difference between Passport and Visa Types of Passport & Visa Preparing Visa

cases Formalities required for Various Visas like:- Schenegen, Dubai and Far East [07]

Forex : Basic overview of FOREX Forex Terminology- TCs, Cash currency, BTQ,

LERMS [07]

How To Set-Up a Travel Agency: IATA Rules and Regulations. Case Study

Discussion (Including the profile of the company, area of specialization, Tag Lines,

CEOs and Top shots) Thomas Cook, La Passage to India, Travelguru.com, BTA) [09]

Text Books 1. Kamra, K.K. and Chand, Mohinder , Basics of TourismTheory operation and Practice,

New Delhi: Kanishka Publishers, and distributors.

2. Mohinder Chand, “Travel Agency Management: An Introductory Text”. New

Delhi:Anmol Publications Pvt. Ltd. Swain.

3. S. K., & Mishra, J. M, “Tourism: Principles and Practices”. Oxford University Press.

4. Chand, M,”Travel Agency Management: An Introductory Text”Anmol Publications Pvt.

Ltd., New Delhi.

References: 1. Gee, Chuck and Y. Makens,”Professional Travel Agency Management”, New York:

Prentice Hall.

2. Goeldner, C. R., & Ritchie, J. B. “Tourism principles, practices”, philosophies. John

Wiley & Sons

3. Holloway, J.C.,”The Business of Tourism”, London: Person Education Limited.

4. Jafari, J. (Ed.). “Encyclopedia of tourism” Routledge.

5. Yale P.”The Business of Tour Operations” London: Pitman



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TM 331 Tourism Planning and Development (DSE – IV) 3-0-0-3

Course Objective: This paper aims to train and educate the students about importance of planning and

management of tourism destinations. To describe theories of tourism planning and development. To outline

different approaches to tourism planning. To describe the elements of a tourism policy model and how these

elements are used to form a tourism policy for a destination. To outline the tourism planning process and

different phases of that process. To analyze the tourism development of a destination.To explain different

strategies of managing tourism growth.

Course Content

Concepts of Tourism: Development policy, Definition & characteristics of policy,

Principles of policy formulation, Levels of tourism development policy, Stakeholders in

tourism development policy formulation. [07]

Tourism Development Planning: Definitions and Concepts of Tourism Planning,

Principles of Tourism planning (meaning, objective, types, characteristics etc), Key

Players in Tourism Development Planning. [08]

Stages of Tourism Development Planning: VMO (Vision, Mission & Objective

Formulation), Survey of the existing situations, Analysis & Synthesis Of the existing

situations, Plan formulation: developing strategies, Implementation, Monitoring and

Evaluation. [08]

Considerations in Tourism Development Policy and Planning: Environmental

Consideration, Economic Consideration, Community Consideration, Political

Consideration, Institutional Consideration, Facilities Standard Consideration. [08]

Case Studies: Understanding the success and failure factors of different cases around the

world. [08]

Text Books 1. Gunn, C.,”Tourism Planning: Basic, Concepts and Cases”, Cognizant Publication.

2. Swain, S.K. & Mishra, J.M., “Tourism Principles & Practices”. Oxford University

Press, New Delhi

References: 1. Morgan, N, Pritchard, A&Pride, R., “Destination Branding: Creating the Unique

Proposition”, Butterworth and Heinemann.

2. Butler, R.W. “Tourism Area Life Cycle: Applications and Modifications”, Channel View

Publications.

3. Tang, C.H. & Jones, E.E.,”Tourism SMEs, Service Quality and Destination

Competitiveness”, CABI Publishing.

4. Crouch, D.I. J.R. Ritchie, B.&Kossatz, H.G.”Competitive Destination: A Sustainable

Tourism Perspective”, CABI Publishing.

5. Inskeep, E., “Tourism Planning: An Integrated and Sustainable Development

Approach”.



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TM 341 Sales and Marketing in Tourism (DSE – IV) 3-0-0-3

Course Objective : Marketing is the core of any business activity today. It is therefore important for a

manager to understand the concepts of marketing and refer to same in managing, planning and controlling. The

objective of this course is to acquaint the participants with concepts and techniques used in marketing both at

micro and macro levels.

Course Content

Definition, Marketing Concepts: (Need, Want, Demand, TQM, Product, Customer

value, Customer satisfaction, Exchange &Transaction, Market), Difference between

marketing and Selling, Marketing Orientation (Product concept, Production concept,

Selling concept, Marketing concept , Societal marketing concept), Mordern marketing

concepts (Green marketing, Mobile marketing, Cross-cultural marketing, Web marketing

, Tele marketing , Relationship marketing, Buzz marketing) [08]

Measuring and forecasting tourism demand: Forecasting methods, Managing capacity

and demand. Market segmentation and positioning (STP). [07]

7 P’s of marketing: Product (Levels, Classification, Branding, Packaging, PLC), Place

(Distribution channels Definition, Why use intermediaries? How they add value? Channel

functions, Marketing intermediaries in hospitality industry) Price ( Definition, Marketing

strategies , Initiating price change ), Promotion ( Definition , Functions, Promotion mix –

Advertising , Sales Promotion , Personal Selling , Public Relations), People , Processes ,

Physical Evidence. [09]

Definition, sales person’s role: prospect management, Buying process, AIDA’s theory of

selling, personal selling process, closing strategies, function of sales management. [07]

Definition / Meaning, Need for public relations: The concept of public – internal /

external publics, Comparison between advertising, promotion, publicity and pr, PR tools

– media / non-media, PR Campaign, PR in Tourism . [08]

Text Books 1. Chowdhary, Nimit and Prakash, Monika, “A Textbook of Marketing of Services”. New

Delhi: Macmillan India Limited. (L)

2. Dasgupta, Devashish, “Tourism Marketing”. New Delhi: Pearson Education. (L)

References: 1. Middleton, Victor, “Marketing in Travel and Tourism”, 3/e. New Delhi: Butterworth-

Heinemann. (L)

2. Kotler, Philip, Bowen, John and Makens James, “Marketing for Hospitality and

Tourism”. New Delhi: Prentice Hall/ Pearson Education. (L)

3. Derek Taylor – “Hospitality Sales & Promotion Strategies for Success”, Reed

Educational & Professional Publishing Ltd.

5. Holloway, C & Plant, R.V. “Marketing for Tourism”, Pitmen publishing, London.

6. Cooper et al. – “Tourism; Principles and Practice”, Prentice Hall.



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TM 312 Tourist Behavior (DSE – IV) 3-0-0-3

Course Objective

This course is designed to help students understand tourist behavior, factors affecting tourist behavior,

destination image formation, travel decision model, evaluation of alternatives and tourist behavior modeling.

Course Content

Introduction to Tourist Behavior : Concepts of tourist behavior [07]

Factors Affecting Tourist Behavior : Cultural factors, Personality & Self-concept,

Perceived risks, Tourist self-image, Information & Tourist sources of communication,

Motivation, Attitude and Intention. [07]

Destination Image Formation: Mental image, Mental categorization and Destination

awareness. [07]

Travel Decision Model: Structural modeling, Decision Rule, Decision-making, Process

modeling. [06]

Evaluation of Alternatives: Perceived quality & Perceived value. [06]

Tourist behavior modeling: Pre-decision making, Post-visit evaluation, Future decision-

making. [06]

Text Books 1. Prasad, L.M. , “Organizational Behaviour”. New Delhi: Sultan Chand & Sons.

2. Stephen P., Robbins(2013, “Organizational Behaviour”. New Delhi: Prentice Hall of

India Pvt. Ltd

References: 1. Robbins Stephen P, De Cenzo David A.and Coulter Mary., “Fundamentals of

Management”. New Delhi: Prentice Hall of India.

2. Certo Samuel C. and CertoTervis., “Modern management: Concepts and Skills”. New

Delhi: Pearson Education.12th edition

3. Weihrich Heinz, Cannice Mark V and Koontz Harold, “Management- A global

entrepreneurial perspective”. New Delhi:Tata McGraw Hill

4. Hellriegel Don, Jackson Susan E. and Slocum John W, “Management- A competency

based approach”.Thompson South Western



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TM 322 Destination Marketing and Management (DSE – IV) 3-0-0-3

Course Objective

This paper presents the core competency of Indian Tourism to the students to be familiar with the places of

cultural tourism interest. The objective is to help students understand the significance of tourism resources of

India.

Course Content

Introduction to Destination marketing: Environment of Destination, Destination

marketing plan, Consumer buying Behavior . [08]

Case Studies: Golden Triangle, Pilgrimage Tourism, Cultural Tourism. [07]

Adventure Tourism, Incentive Travel, Health Tourism. [08]

Wildlife Tourism, Educational Tourism, Agro-Tourism/Rural Tourism, Beach Tourism,

Golf Tourism . [08]

Destination Product, Destination Pricing, Distribution Channel, Promotion [08]

Text Books 1. Basham.A.L, “The Wonder That Was India”.Rupa and Co., New Delhi

2. Sen,SailendraNath, “Textbook of Indian History and Culture”. Macmillan, New Delhi

References: 1. Gupta, S.P, “Cultural Tourism in India”. Indraprastha Museum of Art andArchaeology,

New Delhi.

2. Hussain.A.K , “The National Culture of India”. National Book Trust, New Delhi.

3. Jacob, R, “Indian Tourism Products”. Abhijeet publications.

4. Sahai, S. “Indian Architecture: Hindu Buddhist and Jain”. Prakash Books.

5. “The Gazette of India: History and Culture”, Vol.2, Publication Division, Ministry of

Information and Broadcasting, Government of India



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TM 332 International Tourism (DSE – IV) 3-0-0-3

Course Objective: This paper aims at providing an overview of global tourism trends along with

major places of tourist importance in different continents.

Course Content

Global Tourism: Past, Present and Future Trends, Critical issues Of World

Tourism, Understand the supply and demand of Tourist Travel, Reasons for

Tourism Flow patterns, Outline the evolution of International Travel and

transport developments that have affected tourism, Tourist Arrivals, Receipts &

GDP of First Ten Leading Countries , India’s Position in Global Tourism,

Factors Contributing to Growth of Global Tourism, Global Tourism by 2020,

Diversification of Emerging Tourism Products, New Competitive Global

Emerging Tourism Destinations, Changing Dimensions of Tourism Products.

[09]

The Role of the State in Tourism: National Tourism Organization, Department

of Tourism, India,ITDC, DGCA, AAI, FHRAI. [08]

Travel Industry Fairs : Participation Advantages- ITB, WTM, PATA Travel

Mart, ICCA

[07]

International Tourism Organizations: Need & Significance For

Organizations- UFTAA, WATA, ASTA, WTO, PATA & PATA Chapters,

IATA, ICAO, IHA.

[08]

Tourism Destinations of Asia, Africa, Europe, North America & South

America

[07]

Text Books 1. Bhatia A.K., “International Tourism Management,” Sterling Publishers, New

Delhi.

2. Swain, S.K. & Mishra, J.M, “Tourism: Principles & Practices”, Oxford

University Press, New Delhi.

References: 1. Reisinger Y, “International Tourism – Cultures and Behaviour”, Butterworth-

Heinemann, Oxford, UK.

2. William F. Theobald, W. “Global Tourism”, Elsevier Science, London

3. Cochrane, J. , “Asian Tourism Growth and Change”, Elsevier, London.

4. UN World Tourism, “Performance Indicators for Tourism Destinations in

Asia and the Pacific Region”, Business & Economics

5. Vellas François, “International Tourism: An Economic Perspectives”. St.

Martin's Press.



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TM 342 Event Management (DSE – IV) 3-0-0-3

Course Objective

The purpose of this course is to acquire an in-depth knowledge about the specialized field of "event

management" and to become familiar with management techniques and strategies required for successful

planning, promotion, implementation and evaluation of special events.

Course Content

Introduction to MICE: Components of MICE; evolution of meetings; incentives,

convention and expositions. [07]

Conference Market: The nature of conference markets; the demand for

conference facilities; role of travel agencies in the management of conferences. [07]

Meeting: Meeting planner/convention manager; organizing and planning

meetings; major attributes of meeting planners; types of meeting planners; types of

shows. [09]

IT Impact: Advancement of science and technology on conference business; trade

shows; exhibitions; incentives. [08]

Impact of Events: The impact of conventions on local and national communities.

emerging dimensions of convention business in India. ICBP. [08]

Text Books 1. Fenich, G.G. “Meetings, Expositions, Events and Conventions- An Introduction to

the Industry”. New Delhi: Pearson/Prentice Hall.

References: 1. Montgomery, R.J. and Strick, S.K., “Meetings Conventions and Expositions- An

Introduction to the Industry”. New York: Van Nostrand Reinhold.

2. Weirich, M.L. (1992). “Meetings and Conventions Management”. New York:

Delmar Publishers Inc.
