view syllabus - tumkur university
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1. TITLE OF THE PROGRAMME:
The Course shall be called Master of Business Administration which is abbreviated as M.B.A.
2. OBJECTIVE:
The Broad Objective of the M.B.A. (Master of Business Administration) Programme is to impart
Professional Education and Training in various aspects of Modern Management to the students and
provide them with opportunities to develop conceptual and analytical skills and foster attitudes
essential for their development into competent and effective Professional Managers.
3. DURATION OF THE COURSE:
3.1 The M.B.A. Course shall be of two - years duration extended over four semesters.
3.2 Each Semester will have Sixteen weeks of course worked plus two examination weeks.
3.3 The students will undergo a Project during the course of the 3rd Semester in the 2nd year.
3.4 The students shall be allowed a maximum of 4 years of duration to become eligible for the
award of M.B.A. Degree which he / she shall have to register, once again, as a fresh candidate,
with the syllabus and regulations that may prevail at that time.
4. ELIGIBILITY FOR ADMISSION:
4.1 Candidates who have passed Bachelor's Degree (10+2+3) or Master's Degree Examination of
this University or any other recognized University, in any subject in Commerce, Management,
Arts, Social Science, Sciences, Engineering / Technology or equivalent and have secured not less
than 50% of marks (45% for SC / ST candidates) at the Bachelor's Examination at the aggregate
are eligible for admission to this Course.
4.2 Candidates who have passed Bachelor's / Master's Degree through the Correspondence Course
of this University or any other University recognized by law are exempt from 10+2+3 condition of
eligibility. However, all the conditions stated above in Para 4.1 are applicable.
4.3 Candidates having less than 50% (less than 45% for SC/ST) in aggregate in the Bachelor's
degree level, though securing more than 50% at the Master's level are not eligible.
4.4 Every candidate should take entrance test conducted either by the University or any other
agency nominated by the Government for the purpose. The marks secured at the entrance test shall
alone be the basis for admission.
5. ATTENDANCE, LEAVE, PROGRESS AND CONDUCT:
5.1 Each Paper in a Semester shall be taken as a Unit for the purpose of calculating the attendance.
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5.2 Students shall attend such lecture classes, seminars and practical work during each semester as
the institution may prescribe.
5.3 A student shall be considered to have completed a semester's course, if he / she have attended
75% of the number of working period in each of the subject prescribed for the course during the
Semester and if his / her conduct and progress are satisfactory.
5.4 Students who fail to comply with the said regulations will not be allowed to take the
examination.
6. COURSE OF STUDY AND SCHEME OF EXAMINATION:
6.1 The course of study and the scheme of examination shall comprise of the subjects prescribed
from time to time. The Course of study prescribed is as below.
PART- I (First Year) First Semester
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
501 Management Process and Organizational Behaviour 4 3 25 75 100
502 Financial Accounting 4 3 25 75 100
503 Quantitative Techniques for Managerial Decisions 4 3 25 75 100
504 Managerial Communication 4 3 25 75 100
505 Computer Applications in Management 4 3 25 75 100
506 Managerial Economics 4 3 25 75 100
507 Business Environment 4 3 25 75 100
Total 175 525 700
Second Semester
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
601 Financial Management 4 3 25 75 100
602 Marketing Management 4 3 25 75 100
603 Research Methodology 4 3 25 75 100
604 Production and Operations Management 4 3 25 75 100
605 Business Legislation 4 3 25 75 100
606 Human Resource Management 4 3 25 75 100
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607 Strategic Management 4 3 25 75 100
Total 175 525 700
PART – II (Second Year) – Dual Specialization a) Major and Minor Electives opted in III Sem shall be the reverse in IV Sem b) In both specializations 600 marks each, total 1,200 marks in the second year. Third Semester Core Papers
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
701 Entrepreneurship Development 4 3 25 75 100
702 Operations Research 4 3 25 75 100
Elective - HR Major
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
703H Compensation and Reward
Management 4 3 25 75 100
704H Human Resource Development
Systems 4 3 25 75 100
705H Leadership and Team Building 4 3 25 75 100
706H Industrial Relations and Labour
Laws 4 3 25 75 100
Minor
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
707H Compensation and Reward
Management 4 3 25 75 100
708H Industrial Relations and Labour
Laws 4 3 25 75 100
Finance Major
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
703F Corporate Finance 4 3 25 75 100
704F Financial Markets and Services 4 3 25 75 100
705F Security Analysis and Portfolio
Management 4 3 25 75 100
4
706F International Financial
Management 4 3 25 75 100
Minor
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
707F Security Analysis and Portfolio
Management 4 3 25 75 100
708F International Financial
Management 4 3 25 75 100
Marketing
Major
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
703M E-Supply Chain Management 4 3 25 75 100
704M Industrial Marketing 4 3 25 75 100
705M Product and Brand Management 4 3 25 75 100
706M Advertising and Media
Management 4 3 25 75 100
Minor Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
707M E-Supply Chain Management 4 3 25 75 100
708M Advertising and Media
Management
4 3 25 75 100
709 Summer Training Project
(Dissertation Study)
Viva Dissertation Total
50 150 200
Total 250 750 1000
Fourth Semester
Core Papers
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
5
801 International Business
Environment 4 3 25 75 100
802 Business Ethics and Corporate
Governance 4 3 25 75 100
Elective – HR Major
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
803H International HRM 4 3 25 75 100
804H Performance Management and Competency Mapping 4 3 25 75 100
805H Strategic HRM 4 3 25 75 100
806H Organizational Change and
Intervention Strategy 4 3 25 75 100
Minor
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
807H International HRM 4 3 25 75 100
808H Performance Management and Competency Mapping 4 3 25 75 100
Finance
Major
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
803F Fiscal Policies and Taxation
Management 4 3 25 75 100
804F Financial Derivatives and Risk
Management 4 3 25 75 100
805F Mergers and Acquisitions 4 3 25 75 100
806F Project Management 4 3 25 75 100
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Minor
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
807F Fiscal Policies and Taxation
Management 4 3 25 75 100
808F Mergers and Acquisitions 4 3 25 75 100
Marketing
Major
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
803M International Marketing 4 3 25 75 100
804M Rural Marketing 4 3 25 75 100
805M Services Marketing 4 3 25 75 100
806M Consumer Behavior and
Marketing Research 4 3 25 75 100
Minor
Paper Code
Title of the Paper Teaching hrs per week
Exam Duration
I.A. Semester
End Exam
Total Marks
807M Rural Marketing 4 3 25 75 100
808M Consumer Behavior and
Marketing Research 4 3 25 75 100
Total 200 600 800
Summary Programme Structure
Sem Total Papers Internal Marks Sem end exam Total Marks
I Sem 7 175 525 700
II Sem 7 175 525 700
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III Sem 8 200 600 800
Viva and Dissertation 50 150 200
IV Sem 8 200 600 800
Grand Total 800 2400 3200
6.2 A student shall select two of the electives in the third semester as major & minor (4 papers & 2
papers) consisting of 600 marks & this dual specialization shall reverse in the fourth semester.
6.3 Each Answer script at the University Examination shall be evaluated by two independent
examiners one of them shall be the person who has imparted instruction in that paper, provided he
has put in 5 years of minimum teaching experience at the Post Graduate level. The 2nd examiner
may be drawn from other Universities; on the condition of eligibility to evaluate the paper remains
the same.
If there is a difference of 20% or more marks between the two evaluations, it should be sent to
broad evaluation, whose award is final. In other cases the average of two evaluations shall be final.
6.4 Each candidate should undertake a project work on a management problem relating to the field
of his specialization, and he /she shall do the work under the supervision of a guide. The Project
Report, in three computer printed copies, shall be submitted through the Guide to the University
(through the institute) before the commencement of the theory examinations of 3rd Semester. A
teacher who has put in two years of teaching experience at the Post Graduate level shall be eligible
to be a Guide. The Report shall be evaluated by two examiners - one internal, and another external
(drawn from other Universities). The average award shall be final. There shall be viva voce
examination at the end of the 3rd Semester and the examination board constituted by the
University shall conduct the same, whose average award shall be final. For the purpose of
workload to the teachers, every 10 projects guided shall be taken as one paper of the course of
study.
7. INTERNAL ASSESSMENT:
Each theory course shall have an internal assessment component of 25 marks per paper. The
breakup of the internal assessment shall be as follows:
A. Internal test 10 Marks
B. Assignment/seminar 5 Marks
C. Industrial visit report (at least 2 visits per semester)/Seminar 5 Marks
D. Attendance 5 Marks
8. PROVISION FOR REPEATERS:
8.1 The candidate is allowed to carry all previous un-cleared papers of any semester to the
subsequent semester / semesters.
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8.2 Such candidates who have failed / remained absent / opt to improve one or more papers
(Theory Papers) hence forth called Repeaters, shall appear / improve in such papers during the two
immediate successive examinations when conducted. Examination for odd / even semesters shall
be conducted respectively, at the end of odd/even semester (odd with odd and even with even). A
candidate who seeks improvement should surrender the marks already secured in the particular
paper/ papers and marks card (s) of that semester. Improvement is allowed only in theory papers.
There is no provision for improvement in project work, internal assessment, and project viva. A
candidate is permitted to apply for improvement in any paper of the particular semester whenever
applications are called for the examination of that semester.
9. CRITERIA FOR THE AWARD OF DEGREE:
9.1 A candidate is declared to have passed M.B.A. Examination if he / she secure not less than
40% of the total marks in each paper, excluding internal assessment, and 50% at the aggregate
including internal assessment, in each semester.
9.2 Project work carries 200 marks of which 150 for Project Report evaluation and 50 for viva.
9.3 When a candidate reappears for failed papers, the internal assessment marks, originally secured
by him / she will be carried forward. There is no provision for improvement of internal assessment
marks.
10. CLASSIFICATION OF SUCCESSFUL CANDIDATES:
10.1 Candidate(s) who obtain 70% and above marks in aggregate in all the papers and complete
the examination in all the 4 semesters in the 1st appearance will be declared as FIRST CLASS
WITH DISTINCTION.
10.2 Candidate(s) who obtain 60% and above but less than 70% marks in the aggregate in all the
papers taken together and complete the examination in all semesters in 1st appearance shall be
placed in FIRST CLASS.
10.3 Candidate(s) who obtain 50% & above less than 60% marks in aggregate in all the papers
taken together and complete the examination in all semesters in 1st appearance shall be placed in
SECOND CLASS.
10.4 Candidate(s) who obtain 50% and above Marks in the aggregate in all the papers taken
together and complete the examination in more than one appearance in a semester shall be placed
in PASS CLASS.
10.5 Only the Candidates who have passed each of the semester examination at 1st appearance
shall be eligible for the award of Ranks. The first FIVE Ranks shall be notified.
11. GENERAL
The General Rules of Gracing as is vogue in the University for the other Post Graduate courses
shall also apply for this M.B.A. Course as well. In all the disputes, and interpretation of rules, the
decisions of the Vice Chancellor of the University shall be final.
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12. MBA PROJECT WORK (GUIDELINES FOR PROJECT-CUM-DISSERTATION
STUDY) THIS IS:
An organizational research-oriented dissertation study.
To focus the whole organization emphasizing on a specific management problem of any
specific department.
May also be a case study focusing on any specific issue.
Can be a search to evolve a new management theory.
Can be an Industry survey focusing on specific problem.
The expected outcome should provide practical solutions to the problem studied.
IN CASE OF:
Experimental research=hypotheses testing is necessary
Exploratory/formulative research = formulating a problem for more precise
investigation/discovery of ideas.
Descriptive research = Studying the respondents using hypotheses. May also be a fact
finding approach generalizing a cross-sectional study.
Ex-Post-Facto research: An empirical enquiry for situations already occurred by testing
hypotheses.
TIME SCHEDULE (Tentative)
Commencement of Project = After completion of 2nd Sem exam
Duration of Project work = 2 months.
Commencement of 3rd Sem class = Soon after the end of project work.
1st Project Evaluation Meeting = To be decided by the Programme Director
2nd Project Evaluation Meeting = To be decided by the Programme Director
Submission of final Dissertation = Before the commencement of 3rd Sem exam
REPORT STRUCTURE
Hard bound
Dissertation size should be around 100 pages, may be more
Font size = 12 (Tahoma) / 14 (Times New Roman)
1.5 line spacing
A4 size executive bond paper
PROJECT FRAMEWORK
Study of basic organizational details, structure and functions = 15 days
Problem diagnosis and statement formulation, data collection, analysis and interpretation =
30days
Preparation of draft report and checking with the company guide and collecting the project
completion letter from them = 15 days
PROBLEM IDENTIFICATION AND SYNOPSIS PREPARATION:
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The synopsis (about 2-3 pages) has to be submitted to the faculty guide and consultation completed
before the completion of 2nd Sem exam. At this stage, tentative title of the project may be
formulated to be finalized after starting the project work.
SYNOPSIS FORMAT:
Background of the study
Statement of the problem
Objectives of the study
Hypotheses to be tested
Study methodology
Type of Study
Date and its source
Sample method and size
Data collection tools
Tools to be used for data analysis
Limitations of the study
Expectations from the study
Chapter Scheme
HOW DO YOU GO AHEAD WITH YOUR PROJECT WORK ?
Discuss with the HR department / contact person and find out who should be your
organization guide
Learn the working environment, culture, dynamics
Study organization's literature, organogram, job functions and product /service details
Assess organizational performance and the departmental functions
Review the vision - mission - objectives and goals and finalize problem statement
Complete SWOT analysis
Confine to a management problem / finalize problem statement and go ahead with the
research study.
Prepare questionnaire, collect data and analyze and interpret
Collect published details, analyze and arrive at a conclusion
Draft Suggestions / Recommendations.
DOS AND DON'TS:
Finalize each day's task at the end and make notes
Take up the assignment/works given to you by the organization during the project duration
Make an objective assessment of everything
Never criticize anything/anybody and never indulge in saying anything wrong, also don't
interfere in their process of work
Never be too appreciative or too critical of the organization and don't involve in their
politics; try to observe the reality and learn.
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CONTENTS OF THE DISSERTATION:
Title and Inner page = Same
Page 2/3 : Certificates by Principal and Guide
Page 4 : Certificate by Company/ Organization
Page 5 : Declaration
Page 6 : Acknowledgement
Page 7 : Contents (Chapterization)
Page 8/9 : List of Tables and Graphs with page number
Executive Summary
CHAPTERIZATION
Chapter I: Introduction
Section A: About the subject - meaning, terms defined, importance, relevant aspects
justifying the title of the study.
Section B : Industry / Company Profile - History, growth and prospects of Industry
Inception of the company, nature, operation, organization structure, management,
product/service profile, market, workforce, financial details, future prospects and growth.
Chapter II: Review of literature
This is a critical part of the research, focusing on past literature in the topic, provides a base for the
present study, gives direction for future study, serves to narrow down the problem itself and
techniques to be used and proves that the researcher is well - conversant with the topic.
Chapter III: Research Design
Title of the Study
Statement of the Problem
Objectives of the Study
Scope of the Study
Limitations of the Study
Research Methodology
Type of Study
Data to be used and its source
Data collection tools
Sampling method and sample size
Statistical tools used for data analysis
Hypotheses to be tested (if any)
Chapter IV: Organizational Review
Organizational structure
Operational divisions and its review
HR Policies and innovations
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Workforce structure
Specific department / problem - focused study
Chapter V: Data Analysis and Interpretation
Tabular Presentation of data
Concept - Analysis - Interpretation
Graphical Presentation
Hypotheses testing
Chapter VI: SWOT Analysis
Vision - Mission
Objectives and goals
SWOT Analysis
Chapter VII: Summary of Findings and Conclusions
Objectives of the study
Findings of the Study ( Hypotheses - wise)
Conclusions (so as to justifying the objectives)
Chapter VIII: Suggestions and Recommendations:
Suggestions ( Based on findings and conclusions)
Recommendations (Give specific, practical and value-based recommendations)
APPENDIXES:
Copy of the Schedule / Questionnaire
Useful organizational details (if any)
Bibliography
Example of Bibliography:
Kotler, Philip, Marketing Management - Analysis, planning Implementation and Control,
Prentice - Hall of India, New Delhi, 1996
Drucker, P, The Coming of the New Organization, Harvard Business, reviews Vol. 10, No.
2, January 2000, PP-1-5
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FORMATS
A) TITLE / INNER PAGE
The Dissertation on
“.............................................. (Topic)................................................”
Submitted to Tumkur University in partial fulfillment of requirements for the award of the degree of
“Master of Business Administration"
By
"Name of the Student"
Reg. No. .......................
Under the guidance of
“Name of Guide"
Institute Logo
Institute Name & Address
B) DECLARATION
I ..(Name of Student) ........, hereby declare that the contents of this dissertation entitled "......
(Topic) ............... "are the outcome of my original research work. Further, this report has not been
submitted to any Institution or University for award of any degree.
Place ............. (Signature)
Date ..............
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(Name)
C) CERTIFICATE BY THE GUIDE
This is to certify that the dissertation entitled "........... (Topic) ............. " is an original research
work undertaken by ....... (Name of Student) ........... in partial fulfillment of MBA Course
requirement of Tumkur University. Throughout the process of research study, the candidate has
worked under my direct supervision and guidance.
Place ............. (Signature)
Date ..............
(Name of Guide)
DETAILED SUBJECT - WISE SYLLABUS
FIRST SEMESTER
(501) MANAGEMENT PROCESS AND ORGANIZATIONAL BEHAVIOUR
Unit 1
Management - Introduction, definition, nature, purpose and functions, level and types of managers.
Manager/Non - manager, Managerial Roles. Essential Managerial Skills, Key Personal
characteristics for Managerial success. Evolution and various schools of management thoughts,
continuing management themes-quality and performance excellence, global awareness, learning
organization, characteristics of 21st century executives. Social responsibility of managers.
Unit 2
Planning meaning and nature, types and steps in planning process Objectives: meaning, setting and
managing objectives - MBO method: concept and process of managing by objective. Strategies:
definition, levels of strategies, its importance in an organization. Policies: meaning, formulation of
policies. Programs: meaning, nature. Planning premises: concept, developing effective planning
premises. Decision making, steps in decision making, approaches to decision making, types and
various techniques used for decision making.
Unit 3
Organizing: organizing as managerial function-Organization structure, formal and informal
organization. Traditional Organization structures-functional, divisional and matrix structure
directions in organizational structures-team structure, network structure, boundary less structure,
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organizing trends and practices-chain of command, unity of command, span of control, delegation
and empowerment, decentralization and use of staff, organizational design and organizational
configuration.
Unit 4
Leading as a function of management, leadership and vision, leadership traits, classic leadership
styles, leaders behavior - likert's four systems, managerial grid. Overlapping role of leader and
managers. The organizational context of communication, directions of communications, channels
of communication, barriers to communication. Motivation and rewards and performance.
Hierarchy of need theory and two factors theory. Integrated model of motivation. Controlling-
control function in management, the basic control process. Types of control-feed forward,
concurrent and feedback controls, factors in control effectiveness.
Unit 5
Organizational behavior : Introduction, definition, goals, elements, historical development of
organizational behavior, fundamental concepts, contributing disciplines to OB, models, social
systems and organizational culture, international dimensions, limitations and future of OB.
Individual behaviors: Introduction, foundation of individual behavior. Personality: Personality
attributes influencing OB Perception. Emotions: Meaning and types. Attitudes: definition, sources
of attitudes, types of attitudes, cognitive dissonance theory, from concepts to skills, changing
attitudes, work related attitudes. Values: definition, importance of values, sources of our value
systems, types of values, loyalty and ethical behavior. Learning: definition and theories. Behavior
in the organization: Interpersonal behavior, Conflict in Organizations: nature of conflict, levels of
conflict, conflict management styles. Group dynamics: types of groups, meetings, teamwork,
stages of group formation. Employee stress: forms, causes, implications, approaches to stress
management. OB with respect to private companies, public companies and MNCs at individual
level, group level and organizations culture.
Books Recommended:
1. Management - J.R. Schermerhorn Jr. Wiley India, New Delhi
2. Management - Concepts and Cases -V.S.P. Rao, Excel Books
3. Management - A Global and Enterpreneurial Perspective – Harold Koontz, Heinz Weihrich
TMH. Management - Stephen P. Robbins, M. Caulter, Pearson, PHI
4. Management - Ricky W. Griffin, Eighth Edition, Biztantra
5. Fundamentals of management-Stephen P Robbins et all, Pearson Publications
6. Organizational Behaviour - Stephen P Robbins, Timothy A. Judge, Seema Sanghi- Pearson
Education, PHI.
7. Organization Behaviour - Steven L Mc Shane, Mary Ann Von Gilnow and Radha R Sharma,
TMH.
8. Organizational Behaviour- P.G. Aquinas, Excel Books.
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9. Organizational Behaviour- Fred Luthans, Mc-Graw Hill International
10. Understanding Organizational Behaviour - Uday Parek ; Oxford Press
11. Management and Organizational Behaviour, Laurie J Mullins, Pearson education
(502) FINANCIAL ACCOUNTING
Unit 1
Financial Accounting-concept, conventions, importance, principles, GAAP's, accounting systems-
journals- subsidiary books-preparation of financial statements under double entry system
Unit 2
Disclosure of information, Indian accounting standards-human resource accounting-fixed assets
and depreciation accounting-inventory valuation
Unit 3
Analysis of financial statement-different tools-ratio analysis-trend analysis-Du point analysis,
EBDIT, EBIT, EDT, EAT, EPS, DPS, P/E ratio, ROLE, RONW, NV, and entity value
Unit 4
Marginal costing-short-term decision making, budgetary control-zero based budgeting-
performance budgeting - standard costing; cost control and cost reduction
Unit 5
Statement of changes in funds - fund flow statement - cash flow statement.
Books Recommended:
1. Accounting for management, Lyrich, TMH
2. Financial Acconting - P.C. Tulsian, TMH
3. Accounting for managers - Jawaherlal, HPH, Bangalore
4. Corporate Accounting - S.N. Maheswari, Vikas Publishing
5. Cost Accounting - Jain and Narang, Kalyani Publishers
6. Management Accounting - J. Made gowda, HPH
(503) QUANTITATIVE TECHNIQUES FOR MANAGERIAL DECISIONS
Unit 1
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Arithmetic Progression, GP business problems, Matrix, Ad joint, determinants, Inverse and their
applications, calculus, derivations, maxima and minima, business problem, break-even problems,
integration, definite and indefinite integrals and business problems.
Unit 2
Mean, Median, mode, mean deviation, standard deviation, quartile deviation, percentiles,
coefficient of variation, skewness, problems on missing frequencies, managerial application.
Unit 3
Correlation, Rank Correlation, regression, least square method, forecasting, time series analysis,
index number, X - square distributions (Chi - square distribution), Association of attributes, T-
distribution, Z-test.
Unit 4
Probability: Addition theorems, multiplication theorems, conditional probability, Bayes theorems,
problems, random numbers, mean and variance of probability, distribution, Bernoulli’s, Binomial,
Poisson, exponential, normal distributions, problems. Joint probability distribution and problems.
Unit 5
Statistical Quality Control: Setting up a control procedure - X chart, R chart, α - chart, C - chart,
fraction defective, types of acceptance sampling plan, selection of a sampling plan, construction of
an OC curve (operation character curve), AQL and LTPD, Ideal OC curve and typical OC curve.
Books Recommended:
1. Business Statistics - S P Gupta and M P Gupta, Kitab Mahal Publication, Allahabad
2. Statistical Methods - Dr. S P Gupta, Sulthan Chand and Sons, Educational Publishers, New
Delhi
3. Mathematics and Statistics - Raghavachari
4. QT - for managerial decisions - Dr. C.R. Reddy, HPH
5. QT for Managers - Dr. H S Anitha, Managal Deep Publishers
6. Statistics For Management- Levin Richard and Rubin David
(504) MANAGERIAL COMMUNICATION
Unit 1
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Role of Communication - Defining and Classifying Communication - purpose of communication -
process of communication - characteristics of successful communication - importance of
communication in management - communication structure in organization, communication in
crises. Oral communication: What is oral communication - principles of successful oral
communication - Barriers to communication - effective listening - non verbal communication.
Written communication: Purpose of writing - Clarity in writing-principles of effective writing-
approaching the writing process systematically. Pre writing-writing, revising, specific writing
features, electronic writing process.
Unit 2
Business letters - Introduction to business letter - Writing routine and persuasive letters, Interview
letters, appointment letters, Retrenchment letters, Resignation letters, Bank correspondence,
Insurance correspondence.
Positive and negative message – writing memos - what is a report purpose, kinds and objectives of
report, writing reports
Unit 3
Case Method of Learning: Understanding the case method of learning - different types of cases -
overcoming the difficulties of the case method-reading a case properly (previewing, skimming,
reading, scanning) - case analysis approaches (systems, behavioral, decision, strategy) - analyzing
the case - dos and don'ts for case preparation. Presentations - what is a presentation - elements of
presentation - designing a presentation.
Unit 4
Negotiation: What is a negotiation - nature and need for negotiation - factors affecting negotiation
- stages of negotiation process - negotiation strategies - Employment communication: Introduction
- writing CVs, Group Discussions - Interview Skills. Group Communication: Purpose of Meetings
- Common Complaints about meetings - Planning Meetings – Objectives – Participants – Timing -
Venue - Lading Meetings - Media management - The Press release - designing the content -
critique, video press releases - press conference - need, location, time, media interviews – seminars
– workshops - conferences.
Unit 5
Advanced Visual Support for Business Presentations : Principles of Graphic excellence - types of
visuals – tables - Pie Graphs - media selection - preparation and usage - impact of technological
advancements on communication - Communication networks - Internet, Intranet, E-mails, SMS,
teleconferencing, and video conferencing. Speeches - Profile of a sound speaker, what are the
characteristics of a sound speech. Planning to speak-A few models. Communicative competence.
Vocabulary grammar-remedial English. Customer focus and their communication, modes of
communication with customers.
Books Recommended:
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1. Business Communication: Concepts, Cases and Applications: PD Chaturvedi & Mukesh
Chaturvedi, Person Education.
2. Business Communication, Process and Product -Mary Ellen Guffey-Thomson Learning.
3. Basic Communication, Lesiker Flastley -TMH.
4. Advanced Business communication - Penrose, Rasberry, Myers-Thomson Learning.
5. Excellence in Business Communication - Bovee, thill – Pearson Education.
6. Communication skills for effective management - Owen Hargie, David Dickson, Dennis
Tourish, Palgrave
7. Business Communication Strategies: Mathukutty M.Monipally, TMH
8. Contemporary Business Communication: Scot Ober, Biztantra
9. Communication in Organizations: Dalmer Fisher, Jaico Publishers
10. Business Communication - Krizan, Merrier, Jones Thomson Learning
(505) COMPUTER APPLICATIONS IN MANAGEMENT
Unit 1
Information System in Business: Aims and objectives, importance of information technology and
information systems, factors influencing the system development effort, strategic information
systems, planning corporate data management, business process re-engineering, the technical
environment, paradigms, models and methodologies, socio behavioral development, supporting
tools, quality assurance project management, resource constraints, end users-systems
developments.
Unit 2
Information Technology Concept: Hardware: input, processing and output devices, software:
system and application software: system software, application software, organizing data and
information: data base management system, OLTP, OLAP, analytical processing system,
traditional and Real-time database system, data flow diagrams, client-server environments,
telecommunications and networks, the internet, intranet, and extranets, security analysis, firewell
applications and components.
Unit 3
Business Information Systems: e-commerce, e-business transaction processing and enterprise
resource planning system, information and decision support systems, executive information
systems, specified business information system, expert system for activated sludge process, term
paper about rules forward chaining, backward chaining, searching, libraries.
20
Unit 4
Systems Developments: System investigation and analysis, principles and objectives of systems
planning, role of system analyst, competitive advantage: creative and critical analysis, performance
objectives, cost objectives, web based systems development, SDLC's business process re-
engineering. End-user systems, development life cycle, factors effecting systems development
success, maturity based on the capability maturity model(CMM), object-oriented systems
development, systems investigation and feasibility analysis, systems development and enterprise
resource planning, CRM systems design, implementation, maintenance and review.
Unit 5
Information System in Business and Society: Security, privacy and ethical issues in information
systems and internet. Ethical issues; intellectual property rights, electronic monitoring of
employees, data utilization, and morality in information system usage. Culture issue: assimilation
of emerging technologies, development trust, power asymmetry, policy implementation, and social
environments: human interaction issues: and retainment of technical personnel, motivation,
leadership, social presence, and organizational champions of information systems.
Relationship issues: development partnership, virtual teams, group cohesiveness, collaboration,
group facilitation, networking and buyer-supplier linkages. Security issues: misuse of date,
virus/worm creation, intranet abuse, data protection, fraud with systems use, and standards and
regulations.
Practice session: MS-office, presentation techniques, technical documentation and value
proposition, commercial documentation and IT costing methodologies, IT in banking, healthcare,
agriculture, real-estates, manufacturing, IT business overseas.
Books Recommended:
1. Avison & Fitzgerald Information Systems Development-Methodologies, Techniques and Tools,
Mcgraw Hill.
2. Avison And Wood-Harper Multi View-An Exploration In Information Systems Development,
Mcgraw Hill
3. Checkland, Systems Thinking Systems Practice- Wiley, Chichester
4. Checkland And Scholes, Soft Systems Methodology in Action Wiley, Chichester
5. Dqavenpost, Process Innovation- Re-engineering Work Through IT, Harvard Business School,
Boston.
(506) MANAGERIAL ECONOMICS
Unit 1
Nature, Scope and significance of managerial economics: Concepts of managerial economics,
opportunity cost, incremental principles, time perspective, discounting and equi-marginal
21
principles, decision making process in managerial economics. Firm-objectives and theories
(Managerial theories). Firm and industry.
Unit 2
Demand Analysis: Meaning and types of demand, law of demand, exception to the law of demand.
Elasticity of demand -price, income and cross elasticity, measures of elasticity of demand, use of
elasticities in business decision making. Demand forecasting - meaning, methods and
significations.
Unit 3
Production and Cost Analysis: Basic concepts, production function with one and two variable
inputs, laws of return to scale, least cost combination of inputs, economics and diseconomies of
scale. Cost concepts-short run and long run, cost curves, law of supply and derivation of supply
curves, elasticity of supply.
Unit 4
Market Analysis : Meaning and types of market, price and output determination under various
market structure-perfect competition, monopoly, monopolistic and oligopoly. Pricing policies:
pricing strategies-penetration, skimming and loss leader pricing.
Unit 5
Profit Analysis: Concepts, nature and measurement of profits, break even analysis - meaning,
assumptions and determination of break even analysis.
Books Recommended:
1. Managerial Economics - Dominick Salwatore, Thomson
2. Managerial Economics - D.N. Dwivedi, Vikas
3. Managerial Economics - Gupta & Mote, TMH
4. Managerial Economics- Theory And Application - D M Mithani, HPH
5. Managerial Economics - Analysis And Cases - Haynes, William Warren Etal, Himalaya
6. Managerial Economics - Varshney And Maheshwari, Sultan Chand.
(507) BUSINESS ENVIRONMENT
Unit 1
22
Business Environment: Environment Scanning-meaning, nature and scope, economic and non
economic environment, integration between internal and external environment, an overview of
political, social, culture, legal, technological and global environment, industrial policies of post
1991. Determinants and major issues of developments.
Unit 2
Economic structure of India: Economic planning of India-transition from mixed economy to
market economy, outline of public and private sector, characteristics and contribution of industrial,
service and agricultural sector to Indian economy, regional and sectoral imbalance.
Unit 3
Monetary and Fiscal system of India: Monetary policy - objectives, credit control tools, fiscal
policy - objectives, budget, direct and indirect taxes. The role of RBI in regulating banking sector,
Indian Financial system - money market and capital market - stock exchanging (BSC and NSC)
and stock market reforms in India. Industrial finance in India -role of development financial
institutions and commercial banks and NBFC's. The problems of fiscal deficit.
Unit 4
National income Accounting: Concept of GDP, national income, per capital income, national
income accounting-estimation, trends, methods (income, product and expenditure) and difficulties
of measurement in India, circulation/flow of income, business cycle and business forecasting.
Unit 5
International Business Environment: India is a player in international market place-its position and
prospects, issues in intellectual property rights (IPR) affecting Indian trade, WTO, MNC's, TNC's,
FDI in Indian investment in foreign countries. An overview of FEMA.
Books Recommended:
1. Economic Environment- Mishra & Puri, HPH
2. Indian Economy- R Rudder Dutta & KPM Sudram, Sultan Chand
3. Economics For Management Texts and Cases- Mishra & Puri, HPH
4. Business Environment- Suresh Bedi, Excel
5. Essentials of Business Environments- K. Ashwathappa, HPH
6. Business Environment- Justin paul, TMH
SECOND SEMESTER
(601) FINANCIAL MANAGEMENT
23
Unit 1
Introduction, scope of financial management-evolution of financial management-goals of financial
management-financial planning, financial decision area-organization for financial management.
Unit 2
Basic techniques of financial management-time value of money-valuation of shares-risk and return
of portfolios, CAPM
Unit 3
Capital structure decisions-measures of leverage, effects of leverage, leverage and valuation,
theories of capital structure: NI, NOI, traditional approach, MM theory-leverage and value of
firms, EBIT, EPS analysis-factors effecting capital structure-source of finance.
Unit 4
Investment decision: Capital budgeting methods, non-discounted and time adjusted methods, risk
and uncertainty in capital budgeting-options in capital budgeting.
Unit 5
Working capital management-principles of working capital-factors affecting-receivable, cash,
inventories management, working capital leverage, financing current assets.
Books Recommended:
1. Financial Management- Prasanna Chandra, TMH
2. Financial Management- I.M. Pandey, Vikas Publishing House, New Delhi
3. Financial Management- Khan and Jain
4. Financial Management and Policy - James C. Vanttorn
5. Financial Management - S.K. Benerjee S. Chand
(602) MARKETING MANAGEMENT
Unit 1
Introduction to marketing and marketing management, marketing management philosophies,
marketing concept-strategic management and marketing process-marketing environment-consumer
markets and buying behavior-market segmentation and targeting and positioning marketing mix.
Unit 2
24
Product decision - concept of a product - product mix decision - brand decision - new product
development strategies - product life cycle strategies - branding, packing, labeling.
Unit 3
Price decision - pricing objective-pricing strategies - pricing policies and constraints - different
pricing methods, product line pricing and new product pricing.
Unit 4
Channel decision-nature of marketing channel-types of channel flow-channel functions-channel
co-operation, conflict and competition-direct marketing-telemarketing-e-marketing-internet
shopping.
Unit 5
Promotion decision-promotion mix-advertising decision, advertising objective-advertising
campaign-advertisement effectiveness-sales promotions strategies, sales force decisions, selection,
training, compensation and control, consumer protection-awareness of consumer rights in the
market place and publicity.
Books Recommended:
1. Philip Kotler: Marketing Management: Analysis, Planning And Control, PHI
2. Cundiff, Still & Govoni : Fundamental of Morden Marketing, PHI
3. Ramaswamy V S & Namakumari S: Marketing Management - Planning, Implementation and
Control, Macmillan
4. Michael J. Etzel, Marketing, TMH
5. William O Bearden, Marketing principles and perspectives, International Edition.
(603) RESEARCH METHODOLOGY
Unit 1
Research, fundamental and terminology, importance of research in management decisions, types of
research methods. Elements of research process with definitions and examples. Research proposal
(Synopsis)
Unit 2
25
Review of literature, research design, types of research design, exploratory studies, descriptive
studies, casual studies, experience survey statement of the problem, scope of the study and case
studies on each topic.
Unit 3
Sampling, methods of sampling, sampling frame, probability and non probability methods and
different types, methods of data collection in detail, hypothesis and its construction, procedure of
testing hypothesis, Type I and II Errors. One-tailed and two-tailed test, construction of
questionnaire. Attitude measurement scales and its construction.
Unit 4
Data presentation and analysis, data editing, coding, tabulation, preliminary analysis, Statistical
analysis, Interpretation, F-test, ANOVA, one way and two way classification, H-test. Introduction
to all parametric and non parametric tests. Findings, suggestions, conclusion and SWOT analysis.
Unit 5
Report writing and presentation, report components, writing the draft, presenting statistics and
graphs, oral presentation, final report and footnotes, preliminary pages, bibliography, annexure.
Books Recommended:
1. Business Research Method - V K Sachdeva, HPH
2. Battacharya D K, Research Methodology, Excel
3. Cooper R Donald and Shindler, Business Research Methods, TMH
4. Gupta S P, Statistical Methods, Kitab Mahal
5. Kothari C R, Research Methodology, New Age International
(604) PRODUCTION AND OPERATIONS MANAGEMENT
Unit 1
Introduction, Operations Strategy and Demand Forecasting: Evolution of POM and Scientific
Management, Production system, Decision Making in POM and Competitive advantage, Global
Business Conditions, Recent Trends in POM. Nature and Process of Strategic Management,
Elements of Operations Strategy, Role of Operations Management in Strategic Management,
Operations Strategy in Services Need for Forecasting in Operations Management, Qualitative and
Quantitative Methods of Forecasting, Monitoring and Controlling the Forecasts.
Unit 2
26
Production Process and Services Design and Operations: Designing of Product, Factors
Influencing the product design, process design and planning, Types of Process designs, Selection
of Process among alternatives. Long Range Capacity Planning, Facility Location, Facility Layout,
Manufacture Facility Layouts, Service Facility Layout.
Unit 3
Production and Services Planning, Control and project Management: Production, Planning and
control functions, Aggregate Planning, Capacity Planning, Resource Requirement Planning, MRP,
CRP, Master Production Scheduling, Types of PPC. Product-Focused and Process-Focused
operations, Scheduling customer-as-participant Service Operations, Customer-as-Product Service.
Introduction to CPM and PERT, Comparison of PERT and CPM, Scheduling and Control Charts,
Crashing CPM Networks.
Unit 4
Materials and Inventory Planning and Management: Objectives of Inventories, Q and P System,
ABC Analysis, EOQ and uncertainty, Concepts of SCM, Process of SCM, Purchasing Process,
Purchase Policies and vendor Ratings, Make or Buy Analysis, Introduction to e-business,
Concepts and Benefits of JIT.
Unit 5
Quality and Maintenance Management: Definition of Quality, Traditional Quality Management,
Statistical Quality Control, Central limit theorem, Total Quality Management, Control Charts,
Acceptance Plans and Criteria, Quality Control and Management in Services, ISO 9000 Standards.
Repair programs, Preventive Maintenance.
Books Recommended:
1. Production and Operations Management, by K. Aswathappa and K Shridhara Bhat, HPH
2. Operations Management by Norman Gaither and Greg Frazier, South Western Cengage
Learning
3. Production and Operation Management, Everctt Adam Jy.
Ronald, Ebert, PHI
4. Production and Operation Management, R Panneer Salvam, PHI
5. Production and Operation Management, Chary S.N, TMH
(605) BUSINESS LEGISLATION
Unit 1
Introduction-Overview of Business laws in India-sources of law and interpretation of law. The
Constitution of India with special reference to economic principles enshrined in the constitution-
decision by the Supreme Court.
27
Unit 2
The contract Act-features and problems-The consumer protection Act-features, issues and court
decisions, Sales: Indian Sales of Goods Act-Brief Review-International Sales Contract United
Nations conventions and contracts in the sale of International Sale of Goods (C.I.S.G.), The
Depositories Act 1996, Information Technology Act 2000, WTO and related topics, Indian
Partnership Act, Negotiable Instruments Act.
Unit 3
Company Law: All topics except winding up (with judicial pronouncements).
Unit 4
FEMA, FERA and Intellectual Property Laws.
Unit 5
Environmental Laws, Right To Information (RTI) Act
Books Recommended:
1. Elements of Mercantile Law : N.D. Kapoor; Sulthan Chand & Sons.
2. Lectures on company law : S.M. Shah
3. Bare acts of: FEMA, FCRA, DEPOSITORS ACT, I.T. ACT, ENVIRONMENT PROTECTION,
RTI ACT
4. Company law and practice : A.K. Mazundar and Dr. G.K. Kapoor, Taxmann Publication.
(606) HUMAN RESOURCE MANAGEMENT
Unit 1
Introduction - meaning - objectives - functions of HRM - scope and activities in HRM - H.R.
Manager - qualities and qualification - challenges before HR in modern organization - global HR
manager - Emerging issues in HR.
Unit 2
28
Human resource management policies - objectives-needs - principles - essentials and
classifications of HR policies - man power planning – definition - qualitative and quantitative
aspects of man power planning, job analysis - job description and job specification.
Unit 3
Recruitment-Process – sources - recruitment organization - HR outsourcing-techniques of
recruitment - selection process - steps - psychological testing - recruitment and selection practices
in Indian Industries - training-need assessment-methods of training - training evaluation methods -
development.
Unit 4
Performance appraisal-meaning-need and methods-potential performance appraisal-modern
methods, promotions and transfers-performance appraisal in India-wage and salary administration-
executive pay components-international remuneration.
Unit 5
Problems before HR - absenteeism - labour turnover - alcoholism - drug abuse - harassment at
work place - stress management - trade union-industrial disputes - challenges before HR - talent
attraction - nurturing - retention and management - human resource accounting - HR scorecard -
worklife balancing.
Books Recommended:
1. HUMAN RESOURSE MANAGEMENT - Prospective for New Era-Debi S Saini-University of
Delhi.
2. Liberalization And HRM - Arun Monnappa, TMH
3. Managing People in New Economy - Mohan Thite Sage
4. Armstonge M-A Hand Book of Performance Management Pratice - London - Kogan Express.
5. Casio - Managing Human Resource - TMH
6. Dessler, Human Resource Management.
7. Personnel and HRM - Subba Rao P, HPH
8. HRM and Cases - VSP Rao, Excel
9. PM and IR - Nair and Nair, S Chand
(607) STRATEGIC MANAGEMENT
Unit 1
29
Strategic Management-An Introduction-Evolution of business policy as a discipline-Concept of
strategic management-Characteristics of strategic management-Defining strategy, Strategy
formulation-stakeholders in business-Vision, mission and purpose-Business definition, objectives
and goals-Environmental appraisal-Types of strategies-Guidelines for crafting successful business
strategies.
Unit 2
Tailoring strategy to fit specific industry, Strategic analysis and choice-Environmental Threat and
Opportunity Profile (ETOP)-Organizational Capability Profile-Strategic Advantage Profile-
Corporate Portfolio Analysis - SWOT Analysis-Synergy and Dysergy-GAP Analysis-Porter's Five
Forces Model of competition-Mc Kinsey's 7s Framework - GE 9 Cell Model - Distinctive
competitiveness - Selection of matrix.
Unit 3
Strategy implementation - Issues in implementation - Project Implementation - Procedural
implementation - Resource Allocation - Budgets - Organization Structure - Matching structure and
strategy - Behavioral issue - Leadership style - Corporate culture - Values - power- Social
responsibilities - Ethics - Building a capable organization - Functional issues - Functional plans
and policies - Financial, Marketing, Operations and Personnel plans and policies, Strategy
Evaluation - Importance - Symptoms of malfunctioning of strategy - Organization anarchies -
Operations Control and Strategic Control - Measurement of performance - Analyzing variances -
Role of organizational systems in evaluation.
Unit 4
New Business Models and strategies for Internet Economy - Shaping characteristics of E-
Commerce environment - E-Commerce Business Model and Strategies - Internet Strategies for
Traditional Business - Key success factors in E-Commerce.
Unit 5
Cases on Strategic management: A minimum of 10 cases encompassing the above topics to be
analyzed and discussed in the class. Cases to be incorporated in the Question Papers.
Books Recommended:
1. Business Policy - Azhar Kazmi
2. Strategic Management - Concepts and Cases - Arthur A. Thompson Jr. and A.J. Strickland
3. Management Policy and Strategic Management (Concepts, Skills and Practices) - R.M.
Shrivastava', PHI
4. Business Policy and Strategic Management - P. Subba Rao, HPH
5. Strategic Management - John A Pearce and Robinson
6. Strategy & Business Landscape - Pankaj Ghemawat
30
7. Strategic Planning Formulation of Corporate Strategy -
Ramaswamy
8. Strategic Management and Business Policy, Lawrence, Mc Graw Hill
9. Strategic Management, TV Rao, Excel
THIRD SEMESTER (CORE PAPERS)
(701) ENTREPRENEURSHIP DEVELOPMENT
Unit 1
Entrepreneur: Meaning of Entrepreneur; Evolution of the Concept: Functions of an Entrepreneur,
Types of entrepreneur. Entrepreneur - an emerging class, Concept of Entrepreneurship - Evolution
of Entrepreneurship; Development of Entrepreneurship; the entrepreneurial Culture ; Stages in
entrepreneurial Process. Creativity and Innovation: Creativity, Exercises on Creativity, Source of
New Idea, Ideas into Opportunities. Creative problem solving: Heuristics, Brainstorming,
Synaptic, Value Analysis, Innovation and Entrepreneurship: Profits and Innovation,
Globalizations. Modules of Innovation, Sources and Transfer of Innovation, Why Innovate, What
Innovation, How to Innovate, Who Innovates.
Unit 2
Business Planning Process: Meaning of business plan, Business plan process, Advantages of
business planning, Marketing plan, production / operations plan, Organizational plan, financial
Plan, Final Project report with feasibility study, preparing a model project report for starting a new
venture. Institutions supporting entrepreneurs. Small industry financing developing countries, A
brief overview of financial institutions in India, Central level and state level Institutions, SIDBI,
NABARD, IDBI, SIDO, Indian Institute of Entrepreneurship, DIC, Single window, Latest
Industrial Policy of Government of India.
Unit 3
Family Business : Importance of family business, types, history, responsibilities and rights of
shareholders of a family business, Succession in family business, Pitfalls of the family business,
Strategies for improving the capability of family business, Improving family business
performance.
Unit 4
International Entrepreneurship Opportunities: The nature of international entrepreneurship,
Importance of international business to the firm, International versus domestic entrepreneurship,
Stages of economic development, Entrepreneurship entry into international business, exporting,
Direct foreign investment, barriers to international trade.
Unit 5
31
Informal risk capital and venture capital: Informal risk capital market, venture capital, nature and
overview, venture capital process, locating venture capitalists, approaching venture capitalists.
Managing growth: Using external parties to help grow a business, franchising, advantages and
limitations, investing in a franchise, joint ventures - types, acquisitions and mergers
Books Recommended:
1. Poornima Charandmadi Entrepreneurship Development – Small Business Enterprise, Pearson
Education
2. Robert D Hisrich Michael P Peters Dean A Shepherd, Entrepreneurship, 6th Edition, The Mc
Graw-Hill Companies.
3. Dr Mathew Manimala, Entrepreneurship theory at crossroads, Biztantra
4. Vasanth Desai, Entrepreneurial Development and Management, Himalaya Publishing House
5. Maddhurima Lall, Shikha Sahai, Entrepreneurship, Excel Books
6. Kurakro, Entrepreneurship - Principles and Practices, 7th Edition, Thomson publication.
(702) OPERATIONS RESEARCH
Unit 1
Introduction: Introduction to operations research, concepts and scope, phases in OR. Introduction
to LLP. Mathematical model formulation. Solving the LLP by simplex, Big-M and Graphical
methods, duality, Sensitive analysis, Simple problems pertaining to maximization and
minimization problems to be solved.
Unit 2
Assignment and transportation:
a. Assignment problems: Standard, minimization and balanced, maximization and balanced.
unbalanced problems, problems with restrictions and special problems.
b. Transportation problems: Initial solution by : Row minima, column minima, least cost, North
West Corner and VAM methods and optimum solution to transportation problems are to be solved.
Unit 3
Replacement and maintenance analysis: Introduction, determining the Economic life of the assets -
when money value is not considered, when money value is considered and when the equipment
fails suddenly. Production Scheduling: Introduction, Single machine Scheduling, Johnson's
algorithm for n jobs and two machines, solving the problems pertaining to n jobs two machines, n-
jobs and 3-machines, n-jobs and m-machines, graphical methods of solving 2-jobs and m-
machines.
32
Unit 4
Game theory: Introduction, games with pure strategies, games with mixes strategies, Dominance
property, Graphical, sub grouping and algebraic methods of solving the problems. Project
Management: Introduction to Activity, Event, Project, Network, PERT and CPM, Drawing the
network, finding the critical path, duration of the project, probability of completing the project in
due date, calculation of floats. Simple problems on crashing the duration of the project, resource
leveling and resource allocation techniques.
Unit 5
Simulation and queuing theory: Application of simulation techniques Monte Carlo techniques.
Characteristics of queuing theory, solution to queuing models.
M/M/1 : FIFIO //, M/M/1 : FIFO/N/, M/M/C : FIFO //
Decision theory: Introduction, decision under certainty, decision under uncertainty, decision under
risk.
Books Recommended:
1. Operations Research - Theory and Applications, J.K. Sharma, Macmillan
2. Operation Research - Applications and Algorithms, Wayne L Winston Thomson
3. Operation Research - Prema kumar Gupta and D.S. Hira, Sultan Chand
4. Operation Research - AM Natarajan, P Balasubramannian etal, Pearson
5. Operation Research - An Introduction, Hamdy A Tha, PHI
6. Production and Operations Management, K Ashwathappa and Sridhar Bhat, HPH
ELECTIVE: HR
(703H) COMPENSATION AND REWARD MANAGEMENT
Unit 1
Wage concept and issues: Introduction - Nature and significance of wage and salary administration
- Essentials - Concepts - Multi dimensional approach - Wage issues - problems - Criteria - Wage
Factors in Labor market - wage survey, wage comparison - wage studies - Indian context.
Unit 2
Job evolution and payment system : Job evaluation - concepts - process-methods of job evaluation-
issues in Indian wage policy - wage payment system - choices in payment system - changes in
payment system - payment system in different countries - wage rate and compensation in India -
methods of wage fixation in India-issues and constraints in wage determination in India-
compensation package in public sector- Enterprises in India.
Unit 3
33
Incentives and fringe benefits: Nature and role of incentives-individuals incentive systems,
organization-wide incentives system, classification of incentive schemes, perspectives as
incentives in India - the fallacy of group financial incentives - corporate stories from India -
perspective of fringe benefits in India.
Unit 4
Labour legislation : Payment of wages act 1936, the minimum wages Act 1948 - the payment of
bonus act 1965-the equal remuneration Act 1976
Unit 5
Employee / Executive compensation : Compensation issue - administration - pay determination -
pay survey - pay structure - pay compensation - future trends - Approaches to executive
compensation - compensation system - compensation planning and administration - trends -
International Executives remuneration issues.
Books Recommended:
1. A Hand Book of Salary Remuneration Management - Armstrong Michal and Merles, Heless
Reward.
2. A Hand Book of Wage and Salary Administration, Micros, Reckion
3. Rydrabhasavaraj .M.N. : Wage and Salary Administration, HPH
4. VSP Rao, Human Resource Management Compensation Prospects, Excel Books.
5. A.M. Sarma, Industrial Jurisprudance and Labour Legislation HPH.
6. Employees share Labour Costs, Copeman, George.
7. Wage and Salary Administration, Bergers, Lenar .R
8. International Remuneration Management, Leakpock .R
(704 H) HUMAN RESOURCE DEVELOPMENT SYSTEMS
Unit 1
Evolution And Concept of HRD System: Concepts, Role of HRD Professionals, HRD Climate and
its element, HRD Matrix, HRD Function, HRD Process, Role of Line Managers and Supervisors in
HRD.
Unit 2
34
Assessing Organizational HRD : Needs, Assessing HRD needs, Task Analysis, Persons Analysis,
Organizational Analysis, HRD Process models, Training v/s HRD, HRD Interventions, Designing
and implementing HRD Programme.
Unit 3
Implementing HRD Programme: On the job, JIT, Designing job rotation, job enrichment, job
enlargement, coaching, mentoring & empowerment, Creating HRD environment, Evaluation
framework, collecting data for evaluation, research design issues concerning evaluation, assessing
impact of HRD.
Unit 4
Employment and HRD: Organizational Culture & HRD, workforce diversity & HRD, Labour
Market changes, Equal Employment opportunity, adapting demographic changes & gender issues,
HRD Experience, Indian Corporate Level.
Unit 5
Human Resource Information System: HR Accounting & Audit and HRD
Books Recommended:
1. Winner M John & De Simone L Randy, Human Resource Development, Thomson
2. Desimone & Harries, Human Resouce Development, Thomson Learning
3. Pareek & T.V. Rao, Designing And Managing HR System
4. Biswanath Ghosh, HRD & Management, Vikas Publication
5. Srinivas R. Kandula, Strategic HRD, PHI
6. Dr. B.K. Bhattacharyya - HRD, HPH
(705H) LEADERSHIP AND TEAM BUILDING
Unit 1
Leadership - meaning-objectives-importance and roles of leadership-mutual influence of leaders
and follower effectiveness of leaders - leader v/s manager-traits and qualities of a good leaders -
leader skill - emerging issues in leadership.
Unit 2
35
Leadership styles - managerial grid-leadership theories-traditional, modern, behavioral and
leadership styles based on modern theories- followership styles-A new approach-How to matches
followership approach with leadership styles-leadership lessons from live examples.
Unit 3
Leadership and global business - outstanding leaders, transformational leaders, responsible leaders
and thought leadership - Team leadership - psychodynamic approach - women and leadership -
culture and leadership -leadership ethics - leadership games.
Unit 4
Foundation of group behavior- Groups definitions, features - formation - types of groups - group
norms - structure and group leadership. Formal and informal groups.
Unit 5
Team building - teams - meaning - objectives - teams v/s groups- types of team - how to create
effective teams - team compensation - managing highly diversified teams - creativity and team
works - building highly performed team - team leaders and challenges - global teams - team
building activities, initiative games and problem solving exercise. Time Management details.
Books Recommended:
1. Leadership Theory and Practices - Peter G Northhouse, Western Michigan University.
2. Leadership Games - Experimental Learning For Organizational Development - Stephan S
Kaagan - Respouse Book
3. Building smart Teams - Road Map to High Performance - Carol A Beatlybrenda A Barker
Scott.
4. Teams Monk Best-6000 Team Members And Leaders - Tell what It Takes to Succeed - Frank
La Fasto, Carl Larison- University of Denver.
5. Essentials of Team Building - Dan Madura and Don Glover.
6. Stephan .P. Robins - Organizational Behaviour TMH
7. Employee Development - Rosemary Harrison Universities Press (1) Ltd Hyderabad
8. Trap the Time and Set yourself Free-Brigadier Narinder Sapra, Excel
(706H) INDUSTRIAL RELATIONS AND LABOR LAWS
Unit 1
Industrial relations : Meaning, objectives, importance, functions. Industrial relations concept,
evolution of industrial relation - industrial unrest - the state and industrial relations policy.
Unit 2
36
Trade union act - 1926 - meaning, why do workers join unions, types of trade unions, trade unions
movement in India. Problems of trade unions - Functions of trade unions, measures to strengthen
trade unions - Discipline and disciplinary action, laws relating to discharge, misconduct and
domestic enquiry.
Unit 3
Industrial disputes act 1947 : Definition, causes of industrial disputes and types of industrial
disputes. Prevention of industrial disputes, settlement of industrial disputes, Industrial disputes act
- conditions to strikes, lockouts and laws relating to standing orders, 1946 - Factories Act of 1948.
Unit 4
Workman's compensation act 1923 : Definition, amount of compensation. Employee state
insurance act 1948, definition, benefits.
Unit 5
Workers Participation in Management - concept of empowerment - Collective Bargaining -
Definition, importance, Prerequisite of Collective Bargaining, Union bargaining process, Types of
bargaining, functions of Collective Bargaining. Collective Bargaining in India.
Books Recommended :
1. B D Singh - Industrial Relation
2. Mamoria & Mamoria- Dynamics of Industrial Relations In India, HPH
3. Industrial Relation, Arun Monappa, TMH
4. Industrial Relation, Mishra, HPH
5. All the Bare Acts Relating to the Above
ELECTIVE : FINANCE
(703F) CORPORATE FINANCE
Unit 1
Overview of financial management - decisions, objectives, agency problem, business ethics, social
responsibility, finance function organization, role of financial managers, financial system, financial
statements, analysis of financial statements, planning and forecasting.
Unit 2
Time value of money, valuation of financial assets, risk and return, portfolio theory and asset
pricing models, options, capital budgeting, techniques, risk analysis in capital budgeting, cost of
capital, long term finance.
37
Unit 3
Capital structure decisions and firm value, dividend policy and firm value, Leasing and hire
purchase, working capital management, cash inventory and receivables.
Unit 4
Dividend decisions
Unit 5
Case studies and presentations
Books Recommonded :
1. Financial Management: Prasanna Chandra: Tata Mcgraw-Hill Publishing co. Ltd.
2. Financial Management: I M Pandey - Vikas Publishing House P Ltd.
3. Business Finance -Pierson, Brown, Easton, Howard Pinder -Mc Graw Hill International
Edition.
4. Financial Management - S K Gupta and R K Sharma, Kalyani Publishers
5. Financial Management - Khan and Jain.
(704F) FINANCIAL MARKETS AND SERVICES
Unit 1
Financial system in India : Concepts, financial assets, intermediaries, classification of market,
money market, call market, treasury bills market, short term loan market, foreign exchange market,
financial systems and economic development, commercial bills, operation bills, discount market,
acceptance market, money market instruments - commercial papers, certificate of deposit,
Interbank participation certificate, Repo instrument, structure of Indian money market. Recent
developments.
Unit 2
Securities and exchange board of India, capital issues, controller of capital issues, malpractice,
deficiencies in the market, SBEI objectives, guidelines, primary market, secondary market, terms
associated with book building, OTCEI, OTC, NSE, stock exchange.
Unit 3
38
System, process, SBEI regulation act, NSDL, Benefits of Depositary service, drawbacks, remedial
measures, Financial services.
Unit 4
Meaning, classification, non fund based activities, innovative financial instruments, challenges
fixing financial service sector, hire purchase, leasing financial rationale, evolution of Indian
leasing industry, product profile, legal tax and accounting aspects of leasing in India. Financial
evaluation of leasing, Break even lease rental, Negotiation lease rental, concepts of gross yield and
on yield, Gross yield based pricing, IRR based pricing, lease v/s buy decision, assessment of lease
related risks, Hire purchase concepts and characteristics.
Unit 5
Venture capital financing : concept and features, need, relevance and development of venture
capital funds, structure and regulatory frame work of venture capital financing in India, Investment
process and evaluation - conventional valuation method, the first Chicago method, revenue
multiplier method, investments nurturing methodologies-valuation of venture capital portfolio,
performance of TDICI and other venture capital firms in India, exist strategies of venture capital
financing for VCF development in India.
Factoring and Bill Discounting: Concept, process and forms , functions of a factor, legal aspects,
financial evaluation of factorial services, cost of factoring, decision analysis for factor services-
factoring scenario in India; Credit rating : concept and utility of ratings, credit rating agencies in
India and their performance, financial dimensions of credit rating methodology-types of rating and
symbols; securitization of debt: meaning, features, special purpose vehicle, pass through certificate
and mechanism.
Books Recommended :
1. Management of Financial Institution, Alexandar Rabicheck, Allen B Coleman, Driden Press,
USA
2. Financial Institutions and Markets, Meir Kohn, TMH
3. Financial Services, M.Y. Khan, TMH
4. Financial Markets and Institutions, CM Bhole, HPH
5. Indian Financial Systems, M.Y. Khan, Vikas Publishing
(705F) SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT
Unit 1
Introduction to securities and Investment – concept - Investment v/s Speculation - Investment
objectives - Investment decision process - Sources of investment information - Investment
constraints - Investment strategies during economic growth and recession.
39
Unit 2
Risk and Return - Expected return - Historical return - systematic and unsystematic risk - Beta Co-
efficient - CAPM - SML - CML - Factor model and Arbitrage pricing theory.
Unit 3
Security analysis - Fundamental analysis - Economic analysis - Economic forecasting, Indicators -
Industry analysis - Company analysis - Technical analysis - Efficient market hypothesis.
Unit 4
Valuation of securities - Fixed Income Securities - Return on Bonds - Current yield - Approximate
yield to maturity – YTM - Capitalization of Income Method - bond theorems, valuation of equity
stock, capitalization of dividends, growth conditions - PE approach-Price indicators, volume
indicators.
Unit 5
Measuring portfolio performance: Mutual funds - Types and schemes, regulatory frame work,
performance NAV concept-Resource mobilized problems and prospects of mutual funds in India,
Measures of portfolio performance - reward to variability and reward to volatility. Derivatives-
concept and types – forward, futures, options and swaps, risk - return dimensions of derivatives,
derivatives as instruments for risk management.
Books Recommended :
1. Security Analysis and Portfolio Management- Fisher and Jordan, PHI
2. Investment Management- V.K. Bhalla S Chand
3. Security analysis- Graham and Dodd MGh
4. Security Analysis and Portfolio Management - V.A. Avadhani, HPH
5. Investments- Sharpe WF. Alexander, GJ PHI
6. Investment Analysis and Management- Francis, TMH
(706F) INTERNATIONAL FINANCIAL MANAGEMENT
Unit 1
International Financial Environment, Growth of MNEs, Financial Management in multinational
Setting; International financial System - historical overview, Parity conditions PPP.
Unit 2
FE Market, spot and forward, futures and options, exchange rate determination, BOP, Theories of
exchange rates, alternative exchange rate regimes. FE risk exposures, measurement and
40
management, Hedging risk and exposure, International Portfolio Investment, Capital Budgeting in
global context, International Capital Markets, Euro currency market, emerging Asian Financial
Markets, Instruments in Capital and Money markets, Euro issues, ADR, GDR, FCCBs, syndicated
loans, cash management systems, Letters of Credit, financing by Govt. export agencies.
Unit 3
Basic Provision of - (Bare Acts), Foreign Exchange Management Act 1999, Foreign Contribution
Regulation Act 1976.
Unit 4
Basic Provision of Foreign Trade Policy (Import-Export Policy), Basic Import Export Procedures.
Unit 5
Case studies and Presentations.
Books Recommended :
1. International Fnancial Management - PG Apte, TM Hill Edn.
2. Foreign Exchange Arithmetic- C Jeevanandam - Sultan Chand & Sons.
3. Multinational Financial Management- Alan C Shapiro, John Wiley Edn.
4. Multinational Business Finance- David K Eeitman Arithur I Stonehill, Michael H Moffett -
Pearson Education Edition.
5. Bare Acts of FEMA 1999, FERA 1976, and Basic Policy Booklet of Foreign Trade Policy.
ELECTIVE : MARKETING
(703M) E-SUPPLY CHAIN MANANGEMENT
Unit 1
Building blocks, performance measures decisions : Building blocks of a supply chain network,
performance, Measures, Decisions in the supply chain world, Models for supply chain decision
making, includes - large corporations and SMEs and (code) of IT and telecommunication.
Unit 2
Supply chain inventory management-Economic Order Quantity models, reorder point models,
multiechelon inventory system.
Unit 3
Mechanical foundations of supply chain solutions-use of stochastic models and combinatorial
optimization in: supply chain planning, supply chain facilities layout, capacity planning, inventory
41
optimization, dynamic routing and scheduling, understanding the “internals” of industry best
practices solutions, six-sigma concepts, web based solutions.
Unit 4
Internet technologies and electronic commerce in SCM - Relation to ERP, e - Procurement, e -
Logistics, internet Auctions, e-Markets. Electronic business process optimization, business objects
in SCM.
Unit 5
Industry solutions, case studies, online - payment systems, security issues, buyers - suppliers
relationship. IT requirement mapping, Competitive Advantage, Quality Standards, e - SCM
solutions vendors product vendors and their functionalities / features.
Books Recommended:
1. W.J. Hopp and M.L. Spearman. Factory Physics: Foundations of Manufacturing Management.
Irwin Mcgraw-Hill.
2. N. Viswanadham, Analysis of Manufacturing Enterprises. Kluwer Academic Publishers
3. Sridhar Tayur, Ram Ganeshan, Michael Magazine (Editors). Quantitative Models for Supply
Chain Management. Kluwer Academic Publishers.
4. R.B. Handfield and E.L. Nochols, Jr. Introduction to Supply Chain Management, PHI.
5. N. Vishwanadham and Y. Narahari. Performance Modeling Of Automated Manufacturing
Systems, PHI.
6. Sunil Chopra and Peter Meindel, Supply chain management: Strategy, Planning and Operation,
PHI.
7. Jeremy F.Shapiro, Modeling the Supply chain, Duxbury, Thomson Learning.
8. David Simchi Levi, Philip Kaminsky, and Edith Simchi Levi, Designing and Managing the
Supply Chain: Concepts, Strategies and Case studies, Irwin McGraw Hill.
(704M) INDUSTRIAL MARKETING
Unit 1
Nature of business marketing: Definition, meaning, scope of industrial marketing. Difference
between consumer marketing and business marketing. Business markets, products, environment.
42
Types of organizational customers, classification and characteristics of industrial products,
purchasing practices of business customers, Environmental Analysis in industrial marketing.
Unit 2
Organizational buying and buying behavior: Organizational buying decision process, buying
situation, buying grid framework, buying centre roles, buying centers, models of organizational
buying behavior. Buyer – seller relationship: buyer and sales representative interaction,
Relationship marketing, sales presentation, Negotiation, reciprocity, dealing with customers’
customer, Customer service, Management of major and national account. Relationship marketing,
managing buyer-seller relationship, Customer Relationship Management, Defining E-commerce,
key elements supporting E-commerce Internal Strategy Implementation. Concept of supply chain
management, Strategic Role of logistics, Business to Logistical management.
Unit 3
Marketing research and marketing intelligence: Nature, scope, Marketing Research Process,
Industrial Marketing Intelligence Systems. Strategic planning implementation and controlling in
industrial marketing. Role of marketing in strategic planning, strategic planning at corporate
level: strategic planning process at business unit level; developing industrial marketing plans,
industrial market segmentation, target marketing and positioning.
Unit 4
Product strategies and new product development, Distribution channels and marketing logistics,
pricing strategies and policies.
Unit 5
Business communication- programme, industrial advertising, Media – Promotion – Trade shows,
seminars, demonstrations, role of direct marketing – online marketing, telemarketing, direct mail,
publicity and public relations. Business – to – Business selling – characters, team selling
approach, solution – oriented effort, infra-preneurial philosophy. Selling structure, sale force, sale
coverage, sustaining customer relationships.
Books Recommended:
1. Michael Dhutt Thomas W Spen, A strategic view of Industrial and organizational Markets,
Homson Publication.
2. Krishna K Havaldar, IM
3. James C Anderson, James A Narus, Business Marketing Management, Pearson Education
4. Richard Hill, Alexander Rosph and James S Cross, IM, AITBS
(705M) PRODUCT AND BRAND MANAGEMENT
Unit 1
43
Product concept: product mix concepts, product classification – product planning – Marketing
plan, portfolio analysis, Market potential and forecasting – product market strategies – product life
stages and corresponding strategies, product evaluation.
Unit 2
Product positioning: concept, product differentiation, positioning strategies, preference analysis,
benefit segmentation - New products – New product categories, organization for product
management, prototyping, new ISO 9000 SEI CMM, Six Sigma Standards.
Unit 3
Understanding brands: brands v/s products, benefits of branding, brand attributes, significance of
branding to consumers and firms, selection brand names.
Unit 4
Brand awareness – Types of brand awareness, brand image – types of associations, brand identity
and brand personality, brand positioning, creating core brand values; Bringing brand to life:
Growing sustaining Brand equity – customer based brand equity, source of brand equity: managing
brands: Building branding strategies, brand extension, brand licensing and franchising, Global
branding.
Unit 5
Global branding – Global brands, global brand planning system, Global brand leadership, cross
country synergy.
Books Recommended:
1. Keller, Kevin Lane, Strategic Brand Management: Building, Measuring and Managing
Brand Equity.
2. Donald Lehmann, Product Management, Tata Mc Graw Hill.
3. Urban, Hauser and Dholakia, N Essentials of New Product Management.
4. S.A. Chunawalla, “Brand Management”, Himalaya Publications.
5. U.C.Mathur, Brand Management Text & Cases, Macmillan.
6. Keller Kevin Lane, Strategic Brand Management – Building, Measuring and Managing,
Brand Equity, PHI
(706 M) ADVERTISING AND MEDIA MANAGEMENT
Unit 1
Advertising: Definition, Importance, Objective, Functions, types, origin and growth. Advertising
and society - Advertisement and children, Advertisement and stereotyping, Social and cultural
consequences, Ethics in advertisement and regulatory aspects of advertisement.
Unit 2
44
Advertising department - Importance, functions. Advertising Agency - functions, types of
agencies, agency-client relationship, agency selection, agency remuneration. Advertising Budget -
DAGMAR approach, various budgeting methods. Media Planning - Developing media plan, media
class decisions - print, electronic. And others, Reach and Frequency, Scheduling and Timing
decisions, Problem encountered.
Unit 3
Advertising message - Message strategy, essential message objectives. Copy writing - copy writing
plan, copy writing for print media, copy writing for cyberspace, copy writing for broadcast
advertisement, the copy approval process. Advertising appeal - Appeal meaning and importance.
Advertising Layout - Layout meaning and importance and components of layout.
Unit 4
Integrated marketing communication - Role of IMC in marketing process, IMC planning model,
communication process, marketing and communication process - advertising, direct marketing,
interactive / internet marketing, sales promotion, publicity / public relations, personal selling.
Unit 5
Direct Marketing – features, function, advantage and disadvantage. Promotion - meaning,
importance, drawbacks, push pull strategy. Public relation / publicity - meaning, objective, PR
strategies, goals of publicity. Corporate advertisement - Role, types, limitations, publicity V/s
Public relation
Books Recommended:
1. Advertising and Promotions IMC Perspectives, Belch and Belch - TMH
2. O'Guinn, Alien, Serpenik, Advertising and integrated Brand Promotion, Thomson Learning
3. S.A.Chunawalla - Foundation of Advertising - Theory and Practice - HPH
4. Advertising 'An IMC Perspective' - S. N. Murthy/U.Bhojanna - Excel
5 Advertising and sales promotions, Batra and Kazmi, Excel.
FOURTH SEMESTER (CORE PAPERS)
(801) INTERNATIONAL BUSINESS ENVIRONMENT
Unit 1
International Business Environment - Globalization - Forces, Meaning, dimensions and stages in
Globalization - Kenchi Ohmae Model - Introduction to theories of International Trade by Adam
Smith, Ricardo and Ohlin & Heckler - Trading Environment of International Trade - Tariff and
Non-tariff Barriers - trade Blocks - Rise of new economies like Japan, South East Asia and China.
. .
Unit 2
Country Risk Analysis - Political, Social and Economic - Cultural and Ethical practices -
Responsibilities of International Business - Economic crisis of Brazil, Mexico, India, South
East Asia and Argentina. Managing Multinational Enterprises - Problems and Potential -
45
Multinational Service Organizations – Indian companies becoming Multinational - Potential,
Need and Problems.
Unit 3
Introduction to International Financial Management - Balance of Trade and Balance of Payment -
International Monetary Fund, Asian Development Bank and World Bank - Financial Markets and
Instruments – Introduction to Export and Import Finance - Methods of payment in International
Trade. Bilateral and multilateral trade laws - General Agreement on Trade and Tariffs, (GATT),
World Trade Organization - Seattle and Doha round of talks – Dispute settlement mechanism
under WTO - Problems of Patent Laws – International convention on competitiveness.
Unit 4
International Marketing - Entry strategies - Market selection – Barriers.
Unit 5
Global sourcing and its impact on Indian Industry - Globalization and internal reform process -
India's competitive advantage in industries like IT, Textiles, Gems & Jewelers etc. - Potential and
threats.
Books Recommended:
1. International Business Environment - Sundaram and Black
2. International Business Environment - Bhalla and Raju
3. International Financial Management - P.G.Apte
4. International Business - Francis Cherulinam
5. International Business - Rao and Rangachari
6. Export Management - Rathod
7. Global Business Today - Charles Hill
8. International Business - Charles Hill
9. International Business Environment & Operations - John D.Daniels
(802) BUSINESS ETHICS AND CORPORATE GOVERNANCE
Unit I
Overview of business ethics, definition, meaning, needs and benefits of business ethics.
Relationship between business and ethics. Arguments for and against business ethics. Frame
work of ethical decision making- individual factor, organization factor.
Unit 2
Chanakya on management, broader ethical issues in the society, managing ethics code of conduct,
training and law enforcing ethical conduct. Discrimination - utility, rights and justices.
Unit 3
Indians and Indian management, towards holistic management, inspirational motivation theory.
Unit 4
46
Applied ethics in HR, marketing, mergers and acquisitions, finance, production, ethics in global
business, global values, the multinational corporation and various ethical issues, cross cultural,
cross religion.
Unit 5
Corporate Social Responsibility: Social responsibility of business, changing views of
management's responsibility. Arguments for social responsibility. Social responsibility of business
towards different groups. Corporate Governance: Meaning, accountability issues of corporate
governance. Importance of corporate governance, board objectives and strategies, board structure,
performance evaluation of board, training and development of directors.
Books Recommended:
1. Gopalaswamy - Corporate Governance
2. Prasad - Corporate Governance
3. P S Bajaj, Raj Agarawal - Business Ethics, Biztrantra
4. C V Baxi, Corporate Governance, Excel
5. Oc Ferrell - Business Ethics
ELECTIVE: HR
(803H) INTERNATIONAL HUMAN RESOURCE MANAGEMENT
Unit 1
International organization – approaches to the study of comparative employment policy – The
institutionalist perspective, functions - Globalization and HRM; Internationalization of
business - types of global business - Impact of inter country differences on HRM. CEO's
compensation in the global perspective - Parameters to determine the compensation and fringe
benefits of CEO's and work force - Skilled and unskilled. Successful Expatriate management in
the global perspective. Status of women workers and minority workers in the global scenario.
Unit 2
International staffing - policies and practices - techniques and sources of global recruitment.
Selection process - global labour market differences - Global compensation - Typical expatriate
compensations components, balanced sheet application, global application. Managerial transfers;
Global Management Development - Techniques - Management qualifications and characteristics,
Motivation and retention of talent - Techniques and strategies, rewards, incentives, promotion,
safety and security, 360 degree feedback - International adjustments repatriation.
Unit 3
Globalization of business and HR - factors affecting Global HR management, legal, political,
economic and cultural factors, Staffing global assignment - types and essentials of foreign
assignments, foreign assignments failure, causes, success, essentials, pre-departure orientation,
and training, methods of cross cultural training, repatriation.
Unit 4
Comparative Labor Relations - International Pressures on National Practices - Multinational
Ownership and collective bargaining - Quality circles - Participative Management, global labour
47
management relations - sexual harassment relations globally, workers consultation regulation,
global health, safety and security.
Unit 5
HRM Practices in different countries - USA, UK, Japan, West Germany and Russia. Innovative
Management techniques and their influences. HRM in Global Organization - Ethics in
International business - Western and Eastern Management thoughts in the Indian context.
Books Recommended:
1. Ian Board Well, Len Holden - Human Resource Management
2. Gary Dessler - Human Resource Management
3. Price Watch - Cranfield ,Study On HRM Practice In Uropf
4. Michael Armstrong - HRM
5. Korth - International Business Environment and Management, PHI. 6. Heenan And Perimntter - Multinational Organization Development, Addison Wesley .
7. Subba Rao P - International Business Text And Cases - HPH.
8. Schaffer Richard Et.A; International Business Law And Its Environment, West Publishing Co.
9. Sundaram Anant K And Black Steward J, The International Business Environment, PHI
10. Bartlette Christopher A And Ghoshal, Transnational Management, Irwin / McGraw Hill.
(804H) PERFORMANCE MANAGEMENT AND COMPETENCY MAPPING
Unit 1
Introduction: Definition of performance Management, the performance management contribution,
dangers of poorly implemented PM systems, aims and role of PM Systems, characteristics of an
ideal PM systems, performance management process, performance management and strategic
planning.
Unit 2
Performance appraisal system implementation: Defining performance, determinants of
performance, performance dimensions, approaches to measuring performance, diagnosing the
causes of poor performance, differentiating task from contextual performance, choosing a
performance measurement approach. Measuring results and behaviors, gathering performance
information, implementing performance management system. Conducting Staff Appraisals:
Introduction, need, skills required, the role of the appraiser, job description and job
specification, appraisal methods, data collection, conducting an appraisal interview, follow up
and validation, present thoughts and future directions.
Unit 3
Performance management and employee development: Personal Development plans, 360 degree
feed back as a developmental tool, performance management & reward systems: performance
linked remuneration system, performance linked career planning & promotion policy, Performance
Consulting: Concept, the need for performance consulting, role of the performance consulting,
designing and using performance relationship maps, contracting for performance consulting
services, organizing performance improvement department.
48
Unit 4
Competency method in Human Resource Management - Features of competency methods,
historical development, definitions, approaches to mapping and case studies in competency
mapping. Competency mapping procedures and steps - business strategies, performance criteria,
criteria sampling, tools for data collection, data analysis, validating the competency models, short
cut method, mapping future jobs and single incumbent jobs, using competency profiles in HR
decisions.
Unit 5
Methods of data collection for mapping - observation, repertory grid, critical incidence technique,
expert panels, surveys, automated expert system, job task analysis, behavioral event interview
Developing competency models from raw data - data recording, analyzing the data, content
analysis of verbal expression, validating the competency models.
Books Recommended:
1. Performance Management. Herman Aguinis, Pearson Education.
2. The Talent Management Hand Book, Lance A. Berger & Dorothy R. Berger, TMH
3. Appraising & Developing Managerial Performance-T. V. Rao, Excel Books
4. 360 Degree Feedback & Assessment & Development Centres, Volume I, Ii And lii, T V Rao,
Etal, Excel
5. Performance Management. Dixit Varsha, Vrinda Publications Ltd.
6. Competency Based HRM, Ganesh Shermon, TMH
7. A Handbook of Competency Mapping - Seema Sangvi, Response Books
8. Competence at Work By Lyle M. Spencer, Signe M. Spencer. John Wiley and Sons Inc
9. 360 Degree Feedback, Competency Mapping and Assessment Centers, Radha R Sharma, TMH
(805H) STRATEGIC HUMAN RESOURCE MANAGEMENT
Unit 1
Introduction to Strategic HRM : Definition, need and importance - Introduction to business and
corporate strategies - Integrating HR strategies with business strategies - Developing HR plans and
policies- Human Resource Environment. Technology and structure – Work force diversity -
Demographic changes - Temporary contract labour - Global environment - Global competition -
Global sourcing of labour - WTO and labour standards.
Unit 2
Recruitment and retention strategies- Online recruitment - Employee referrals - Recruitment
process outsourcing - Head hunting - Executive education - Flexi timing - Telecommuting -
Quality of work life -Work - life balance - Employee empowerment - Employee involvement -
Autonomous work teams. Training and Development Strategies. Creating learning organization -
Competency mapping – Multi skilling - Succession planning - Cross cultural training
Unit 3
Performance Management strategies – Defining key result areas (KRA) - Result based
performance - Linking performance to pay - Merit based promotions, Reward and Compensation
Strategies, Performance based pay - Skill based pay - Team based pay - Broad banding – profit
sharing - Executive compensation - Variable pay.
49
Unit 4
Retrenchment strategies – Downsizing - voluntary retirement schemes (VRS) - HR Outsourcing -
Early retirement plans - Project based employment. Human Aspects of Strategy implementation,
Behavioral issues in strategic implementation - Matching culture with strategy - Human side of
mergers and acquisitions - Leadership, power and politics - Employee morale - Personal values
and business ethics.
Unit 5 '
Global HR Strategies - Introduction to global HR strategies - Developing HR as a value added
function.
Books Recommended:
1. Strategic HRM - Jeffery Mello, Thompson publication, New Delhi
2. Strategic HRM - Charles Greer, Pearson education Asia , New Delhi
3. Strategic HRM - Michael Armstrong, Kogan page, London
4. Strategic HRM - Agrwal, Oxford University press, New Delhi
5. Human Resource Management - Garry desseler, PHI, New Delhi .
(806H) ORGANIZATIONAL CHANGE AND INTERVENTION STRATEGY
Unit 1
ORGANISATION DEVELOPMENT - Introduction, History of OD, Values, Assumptions &
Beliefs in OD, Theory and Management of OD, Managing the OD process, Action research & OD.
Unit 2
ORGANISATION DEVELOPMENT - Overview of Organization Development Intervention,
Types of Interventions, Resistance to Organizational Change, Culture & Change process, Power &
politics and Organization Development, Cultural change strategies, Corporate reorganization &
sub-culture management.
Unit 3
ORGANISATIONAL CHANGE – Challenges of change, Process of change, Transformational
change Managing Organizational Transformation.
Unit 4
BEHAVIOURAL IMPLICATIONS OF CHANGE - The manifest, latent & paradoxical
consequences of change, Resigned behavioural compliance, Reaction to Downsizing &
Delayering, Managing uncertainty & ambiguity.
Unit 5
INTERVENTION STRATEGIES - Structural, Technological & Process factors in intervention,
Advantages & limitations of change technologies, Associated leadership models, Leadership &
change process, Leadership & emotional knowledge strategies, Achieving congruence of
personnel, structure and culture
Books Recommended:
50
1. “We
ndell. L. French and Cecil. H. Bell, Jr and Robert. A. Zawackic”, Organization Development
and Transformation, TMH
2. “We
ndell. L. French and Cecil. H. Bell, Jr”, Organization Development, Prentice Hall of India
3. “Dr.
Bhupen and Srivastava”, Organization Design and Development, Biztantra.
4. “Ed
ward D. Hess” The Road to Organic Growth”, TMH.
5. “Dr.
B. Rathan Reddy”, Team Development and Leadership, Jaico Book.
6. "Nim
it Chowdhary and Bhagwati.P.Sarawat", Organisation Culture & HumanTalent, Macmillan.
7. “M S
Muralidharan", Intelligent Manager, and books.
8. "Kav
ita Singh", Organization change & Development, Excel books.
9. "Kav
ita Singh", Organization change & Development, Excel books
10. "Gar
eth.R.Janes", Organisational Theory, Design & Change, Pearson Education.
ELECTIVE: FINANCE
(803F) FISCAL POLICIES AND TAXATION MANAGEMENT
Unit 1
Direct and indirect taxation – Income tax Act 1961 - Basic concepts, residence, source of income,
accrual, deemed accrual, income tax total exemption, income under the head "salaries", and
income from house property.
Unit 2
Profits and gains of business or profession, capital gains, income from other sources.
Unit 3
Income of other persons included in assessee's total income, self-off and carry-forward of losses,
deductions from total income. '
Unit 4 •
Wealth Tax Act: Entire Act with basic provisions, basic case laws and simple applications.
Unit 5
Elements of Excise Act, Customs Act, VAT and Service Tax Act.
Books Recommended:
1. Direct Taxes Law And Practice - Dr. Vinod Singhania And Dr Kapil Singhania -Taxmann
51
2. Indirect Taxes Law And Practice - V.S.Datey Taxman
3. Financial Acts of Relevant Financial Years
4. Income Tax Law And Practice, T N Manoharan
5. Guide To Tax Planning, R N Lakhotia
(804F) FINANCIAL DERIVATIVES AND RISK MANAGEMENT
Unit 1
Financial derivatives: Introduction, Definitions, features of financial derivatives. Types -
Profile of derivatives markets - uses of derivatives - Critiques of derivatives - Myths about
derivatives.
Unit 2
Regulation of Financial Derivatives - Structure of the market - Securities listing and groupings-
Trading systems - Badla system in Indian stock market - Partial volume equilibrium - Ban on
Badla system - Revised carry forward @ Revised Badla system- Derivatives Regulations in Indian
stock market - genesis of regulations in Indian stock market - Risk containment in Indian
Derivative market.
Unit 3
An overview of risk, Risk identification, risk insurance and management - Principles of insurance
and insurance contraction - Risk management and Insurance Industry - Selection and
Implementation of risk management - Techniques using insurance. The structure of insurance
industry and players - Ecarancs of insurance business - Value chain analysis - regulation of
Insurance and IRDA.
Unit 4
Management / Insurance companies - Functions and organization of insurers- Product design and
development – Underwriting Claims Management - Insurance pricing - insurance marketing -
Insurance intermediaries - Financial management in insurance industry - information technology in
insurance industry.
Unit 5
Risk management using futures and forwards – SWAPS - currency swaps - Valuation of currency
Swaps - Risk management using options - Factors Affecting options. Pricing, risk assessment
and management - Risk analysis, exposure of physical assets - Financial Assets and human Assets,
Exposure to legal liability - Risk management measurement and control. Emerging trends in
International Risk Management.
Books Recommended:
1. Financial Derivatives - S.L.Guptval, PHI
2. Securities Market in India - Krishnan Bal And Natra, Kanughkal Publisher - New Delhi
3. Derivatives Securities - Tumbull And Jarrow, Thomson.
4. Financial Derivatives – Kolb, Robert W, Johnwileg, Newgovle
5. Derivatives - Sananatian, TMH
6. Introduction To Risk Management - P.K.Gupta, HPH
7. Risk Management And Insurance - William Smith And Young, MGH
8. Options And Futures- Dubofsky, M G H
52
9. International Risk And Insurance - Skipper, MGH
(805F) MERGERS AND ACQUISITIONS
Unit 1 (Theoretical Background)
Forms of Corporate Restructuring, effects on concentration, Theory of the firm and corporate
Activity, Strategy, diversification and Mergers, Merger Types and Characteristics, Corporate
Finance framework, Increasing the value of the organization. Theory of mergers and tender offers.
Unit 2 (Theoretical Background, continued)
Timing of merger activity, Methods of payment and leverage, joint ventures, ESOPs, going private
and leveraged buy-outs. International Mergers and Restructuring, Share Repurchase and
exchanges, corporate control mechanisms, takeover defenses.
Unit3
Legal Aspects of Restructuring:
Companies Act, SEBI Buy back Regulations, SEBI takeover Code, cause 40 A, 40 B of listing
Agreements, SEBI Delisting guidelines, Accounting and Taxation Aspects.
Unit 4
Funding and valuation in Restructuring, Funding of Acquisition, LBO and going private,
valuation of Target companies, problems and comprehensive examples.
Unit 5
Cases and Presentations (Current Case Studies in Indian Environment)
Books Recommended:
1. Mergers, Restructuring and Corporate Control - Fred Weston, Kwang Chung, Susan Hoag.,
PHI
2. Mergers, Acquisitions and Corporate Restructuring - Prasad G Godbole, Vikas Publishing
3. Financial Management - Prasanna Chandra, TMH.
4. Valuation for Mergers Buyouts & Restructuring - Enrique R Arzac, Wiley India Edn.
5. Capital Restructuring: Merger, Acquisition and other Forms, Bhagavan Das, Devdas
Rakshit and Satya Swaroop Debasish, HPH.
(806F) PROJECT MANAGEMENT
Unit 1
Introduction and project life cycle – project definition, need for project management, compare
and contrast the role of project managers in organizational environment. Project Life Cycle ,
Explain the roles of systems analysis and system, segments in the life cycle of a project. Scope
and Time Management - Project scope, definition, screening of projects, functional analysis and
specifications of objectives, characteristics of scope, work Breakdown structure, demand
53
forecasting, uncertainties in demand forecasting, mapping and sequencing of activities,
Development of project schedule, Controlling and schedule.
Unit 2
Change management, deliverables management, event and quality management, sponsor
agreement and supplier management, tracking and control, technical environment management,
work plan management.
Unit 3
Project implementation plan and communication management - PERT and CPM model,
Determination of the critical path. Base lining of project, project tracking and control, Re-Base
lining and project scope redefinition. Definition of stakeholders, identifying the stakeholders.
Planning for communication, Reporting of Project Progress and Performance, Reporting of
Administrative and other statutory to stakeholders.
Unit 4
Project Financial Estimates and Projections - Resource planning, cost estimates, Means of finance,
Projected cash flow statement . The value of money, estimating present and Future value of money,
cost of Equity, Weighted A v e rage Cost of Capital, flotation coast and cost of capital. Financing
of projects, Venture capital (VC) and regulation of VC industry in India.
Unit 5
Risk analysis, quality Management and project closure - Definition of risk, Risk Planning,
Identifying potential Risks. Qualitative and Quantitative, Risk Analysis, break-even Analysis,
Hiller model, simulation Analysis. Creating Quality Assurance and Quality Control at every
phases of project. Project closure and communication, Ethics, rnorals and values of project
closure, Post completion Audits and Project postmortem analysis and documentation.
Books Recommenced:
1. Project Management, Prasanna Chandra,TMH
2. A Guide To T he Project Management Body Of Knowledge (PMBOK Guide)
3 Software Project Management, Press man and Pankaj Jalote
ELECTIVE: MARKETING
(803 M) INTERNATIONAL MARKETING
Unit 1
Framework of international marketing: Definition - scope and challenges - difference between
international marketing and domestic marketing - the dynamic environment of international trade -
transition from domestic to international markets - orientation of management and companies.
Global e-marketing: The Death of Distance, communications, Targeting the individual customers,
relationship marketing, interactivity, Speed to market, living in an age of technical discontinuities,
new technologies change the rules of competition, components of the electronic value chain.
Unit 2
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Developing a global vision through marketing research: Breadth and scope of international
marketing research - problems in availability and use of secondary data - problems in gathering
primary data - multicultural research – a special problem - research on internet - a new opportunity
- estimating market demand - problems in analyzing and interpreting research information -
responsibility for conducting marketing research - communicating with decision makers.
Identifying foreign markets - classification based on demand - based on the stage of development -
other bases for division of world markets.
Social and Cultural Environment: Basic aspects of society and culture, Approaches to cultural
factors, impact of social and cultural environment on Marketing Industrial and Consumer Products.
Global marketing management – Marketing and organization, global perspective – global
gateways – global marketing management – an old debate and a new view – planning regional
markets – alternative market entry strategies – organizing for global competition.
Unit 3
Product and service for consumers quality – green marketing and product development, products
and culture – analyzing product components for adaptation – products for consumers in global
market, product development, product standardization, marketing consumer services globally –
marketing of services, brands of international markets. Product and services for business demand
in global business to business markets – quality and global standards – business services – trade
shows crucial part of business to business marketing- relationship markets in business to business
context licensing, strategic alliances, FDI: Introduction, licensing, strategic alliances,
manufacturing subsidiaries, entry modes and marketing control, optimal entry strategies. Global
distribution- Introduction, distribution as competitive advantage, rationalizing local channels,
wholesaling, retailing, global logistics, parallel distribution, Global Channel Design International
retailing Internationa1 expansion of retailers - international retailing defined - retail format -
variations in different markets-general merchandise: retailing - issues in international retailing.
Unit 4
Pricing decisions: Global Pricing Framework, Pricing Basics, Marginal Cost Pricing and its
importance, Transfer Pricing, Counter trade, Systems Pricing, Pricing and Positioning, price
quotation - INCO terms - preparation of quotations. Promotion Decisions - Promotions -
international advertising - sales promotion in international markets — international advertising -
direct mailing - personal selling - exhibition - generic promotions in international marketing.
Unit 5
The future of global marketing: Six major changes in global marketing, Case studies.
Books Recommended:
1. International Marketing - Cateora. Graham - TMH
2. International Marketing - Varshney, Bhattacharya - S Chand
3. Global marketing Management - Warren Keegan - Pearson / PHI,
4. Global Marketing, Johny K. johannson, TMH,
5. International Marketing - Dana - Nicoleta, Lascu - Biztantra
6. International marketing – Francis Cherunillam – HPH
7. Global Marketing Strategies, Jean-Pierre Jeannet, Biztantra
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8. International Marketing: Analysis And Strategy - Sak Onkvisit, Johnshaw - Biztantra,
9. International Marketing - Rakesh Mohan Joshi - Oxford
10. International Marketing - Michael Czinkota, Illka A Ronkainen - Thomson
1 1 . International Marketing - R Srinivasan - PHI
12. International Logistics - Pierre David - Biztantra
13. International Management: A Strategic perspective. John B. Cullen & K Praveen Parboteeah,
Thomson.
(804M) RURAL MARKETING
Unit 1
Introduction: Definition and scope of rural marketing, nature and classification of rural market,
Rural V/s Urban markets. Rural market environment - Population, literacy level, occupation,
income generation, expenditure pattern, land distribution, Land use pattern, Infrastructure
facilities, rural credit institutions, rural retail outlets, rural areas requirement and rural demand,
rural market index.
Unit 2
Rural Consumers Characteristics and Behaviour: Age and stages of the life cycle, occupation,
income, economic circumstances, lifestyle, personality and Brand belief, information search and
pre-purchase evaluation. Models of consumer buying behaviors, Factors affecting consumer
behavior - Social, Economic, technological and political factors.
Unit 3
Rural Marketing Strategies: Segmentation strategy- Basis and Approaches, product strategy,
concept and classification, pricing strategy, concepts, objectives and approaches, promotion
strategy-classification and promotional campaigns. Distribution strategy - Channels. Public
distribution System, distribution models of FMCG companies and durable companies. Rural
branding- Brand building, brand spectrum and brand loyalty, fake brands in rural india.
Unit 4
Financial services in rural marketing: Need for credit, rural credit situation, types of credit,
sources of rural credit – NABARD, Commercial Banks, cooperative Banks, RRB's and
unorganized sources. Government Intervention in marketing system- Regulated markets.
Unit 5
Research and the future of rural marketing: Focused marketing strategies, market research,
market intelligence, Rural vertical, Retail and IT models. Rural Managers, Glamorise Rural
marketing, public - private partnership, e-rural marketing, foreign Trade in rural products -
Exports, Imports and APED A.
Books Recommended:
1. Rural Marketing - R V Badi and N. V. Badi
2. Rural Marketing Environment - Problems and strategies - T.P.Gopalaswamy
3. Rural Marketing - CSG Krishnacharyulu and Lalita Ramakrishnan
4. The Rural Marketing- Pradeep Khasyap and Siddharth P.Raut.
5. Rural Marketing in India-K.S.Habeeb-ur-Rahman.
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6. Rural Marketing- Sukhpal Singh
7. Agricultural Marketing in India- Archarya
8. Advertising and Marketing in Rural India- Tej. K. Bhatia
(805M) SERVICES MARKETING ;
Unit 1
Marketing Of Services – Introduction - Growth of the service sector - The concept of service-
Difference in goods and service in marketing - Characteristics of service - Classification of
services - Designing the service - Blueprinting, using Technology, Developing human Resources,
building service Aspiration.
Unit 2
Marketing Mix In Service Marketing - The seven Ps - product decisions, pricing strategies and
tactics, promotion of services and placing or Distribution methods of services - Additional
Dimension in service marketing - People, Physical Evidence and process.
Unit 3
Strategic Marketing Management For Services - Matching Demand and supply through capacity
planning and segmentation - Internal Marketing of a service- External versus internal orientation
of service strategy. CONSUMER BEHAVIOUR AND SERVICES - Evaluation of consumer
dissatisfaction, service perception and their implication to marketers.
Unit 4
Delivering Quality Service - Causes of service - Quality Gaps: The customer expectations versus
perceived service Gap, Factors and Techniques to resolve this Gap - Gaps in service - Quality
Standards, Factors and solutions - The service performance Gap - Key Factors and Strategies for
closing the gap - External communication to the customer: the promise versus delivery gap -
Developing Appropriate and effective communication about service Quality.
Unit 5
Marketing of Services with Special Reference To: Financial Services, Health Services, Hospitality
Services including Travel, hotels and Tourism. Professional Services, Public Utility Services,
Communication Services, Educational Services.
Books Recommended:
1. Zelthaml & Mary Jo Bitner – Services Marketing – MGH
2. Christopher H. Lovelock – Services Marketing: People, Technology, Strategy – Pearson
3. Zelthaml, Parasuraman and Berry – Delivering Quality Service – The Free Press, MacMillan
4. Aurhian Rayne – The essence of marketing – New Delhi – PHI
5. Audrey Gilmore – Services Marketing and Management – Response Books – Sage Publn.
6. Ron Zemke & Dick Schaaf – The Service Edge.
7. Raghu & Vasanthi Venugopal – Service Marketing.
(806M) CONSUMER BEHAVIOUR AND MARKETING RESEARCH
57
Unit 1
Introduction: Meaning and definition, difference between consumer and customer, development of
the marketing concept, segmentation, targeting, positioning, the marketing mix, marketing ethics
and social responsibility, social and societal marketing concepts, consumer movement in India,
rights of the consumer, responsibility of the consumer in India, benefits of consumerism.
Role of research in understanding consumer behavior: Consumer research: Consumer research
paradigms process. Input – process- output model of consumer behavior – levels of consumer
decision making – complex decision making or extensive problem solving model, low involvement
decision making or limited problem solving model, routinised response behavior, four views of
consumer decision making (economic, passive, cognitive, emotional) situational influences.
Individual influences on consumer behavior: Basics of motivation, needs, goals, positive and
negative motivation, rational v/s emotional motives, motivation process, arousal of motives,
selection of goals, motivation theories and marketing strategy, basics of personality, theories of
personality and marketing strategy (Freudian Theory, Neo-Freudian Theory, Trait Theory),
applications of personality concepts in marketing, basics of perception and marketing implications,
elements of perception, dynamics of perception.
Unit 2
Individual influences on consumer behavior:
A) Lear
ning
B) Attit
ude
C) Persu
asive Communication
External influences on consumer behavior:
A) Socia
l Class
B) Cultu
re and Sub-culture
Unit 3
CRM and On-line decision making: Customer Relationship Management, meaning and
significance of CRM, types of CRM (operational, collaborative, analytical), strategies for building
relationship marketing, CRM v/s customer retention, CRM process – benefits, CRM process for
marketing organizations, brand switching behavior, e-CRM – Meaning, importance of e-CRM,
difference between CRM and e-CRM, On-line Decision Making: meaning and steps, case studies
in Indian context only.
Unit 4
The Marketing Research System: Definition, basic and applied research, research process – types
of research – steps in MR process – research design – data sources – Marketing Information
System. Sampling: Sample size – sampling errors. Measurement and causality – factors in
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measurement – concepts of validity and reliability – attitude measurement – scaling procedures –
casual designs – four design procedures.
Unit 5
Data Instruments – data collecting methods – field operations – errors and difficulties – data
processing, coding and editing, data analysis – univariate , bivariate, multivariate – Hypothesis
testing – Descriptive and Inferential statistics – Anova, Ancova, Manova, Factor, luster,
Discriminate analysis – report writing – presentation of data – diagrammatic – Pareto analysis –
Ishikawa diagrams.
Books Recommended: Consumer Behavior – Leon Schiffman, Lesslie Lazar Kanuk, Pearson
Consumer Behavior – Hawkins, Best, Coney, TMH
Consumer Behavior in Indian Perspective – Suja Nair, HPH
Consumer Behavior – Satish K Batra & S H H Kazmi, Excel
Customer Relationship Management – Peeru Ahamed & Sagadevan, Vikas Publishing
Customer Behavior – A Managerial Perspective – Sheth, Mittal, Thomson
CRM – Alok Kumar, Chhabi Sinha, Biztantra
Consumer Behavior – Henry Assael, Thomson
Marketing Research - An applied orientation, Naresh K. Malhotra, Pearson
Marketing Research – Aaker, Kumar & Day, John Willey & Sons.