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SYLLABUS
(2013-15)
Semester 1
Principles and Practices of management
Managerial Economics
Managerial Accounting in Management
Organizational Behaviour
Marketing Management
Quantitative Methods in Management
Computer Applications in Management
Managerial Oral Communication
Semester 2
Information Technology for Management
Advanced Financial Management
Production & Operations Management
Management Research Methodology
Human Resource Management
Business Environment
Managerial Written Communication and Personality Development
Contemporary issues and viva voce
Industrial Visit between 10th
and 15th
April during II Semester.
Summer Internship (Forty Five Days) After completion of II semester. (In the break
between 2nd
and 3rd
Semester.)
Semester 3 (Student to Select Four Course Subject from Major and Two Course
Subject from Minor Electives in This Semester)
Strategic Management and Social Capital
Business Laws
Summer Training Project Report
ELECTIVES
Finance
Security Analysis and Portfolio Management
Indian Financial System
Financial Decision Making
International Financial Management
Marketing
Sales and Distribution management
Product Management and Brand Building
Advertising Management
International Marketing
Human Resource
Organizational Development and Management of Change
Sourcing , Training and Development
Performance Management and Retention Strategies
Strategic Human Resource Management
Information Systems
Data Base Management System
System Analysis and Design
ERP
Business Process Re-engineering
Production and Operation
Materials Management
Total Quality Management
Operations Research
Supply Chain Management
Semester 4 (Student to Select Two Course Subject from Major and One Course
Subject from Minor Electives in This Semester)
On the Job Training (2months internship)
Managerial Ethics
Project Management
ELECTIVES Finance
Working Capital Management
Financial Derivatives
Actuarial Sciences
Marketing
Rural Marketing
Retail Marketing
Consumer Behavior and Market Research
Human Resource
Industrial Relations and Labor Laws
Knowledge Management
Compensation Management
Information Systems
Business Intelligence and Data Mining
IT strategy and E- Business
Information System Audit
Production and Operation
Production Planning and Control
Logistics Management
Service Operations Management
Team Assignments
Students usually get a chance to work in teams wherein they learn to work and adapt with
diverse workforce while working on specified assignments. Moreover, various managerial and
negotiation skills get fostered in the students.
Term Projects
During the semester, students undertake project(s) in each course. Herein, the students are
expected to research and analyze latest industry developments, incorporate theoretical concepts,
understand and propose innovative solutions to the business challenges.
The On the Job Training is a distinctive feature of the MBA programme at JECRC University.
After completing the course work in the first three semesters, the students are required to
undertake the training programme in the last semester which is the part of the overall curriculum.
Herein, all the students admitted get an opportunity to apply their classroom knowledge and
skills to real life problems. Salient features of On the Job Training program are:
6 months of structured and evaluative internship. Graduates work on real time projects in
domains of their area of interest.
Enhancement of business acumen through inculcation of team working skills, decision
making skills, interpersonal skills and leadership skills.
Insight into industries that grooms students for corporate culture.
The foundation level, advanced courses and electives in the first, second and third
semester respectively makes the JECRC University MBA graduates enviable assets as
managers.
Handsome stipends along with other perks, which include travel, accommodation etc.
Many graduates are offered Pre Placement Offers (PPOs) on completion.
In a nutshell, On the Job Training programme instutionalizes the essential link between
educational and professional worlds, and prepares JECRC University MBA students to face and
meet the challenges of the professional world before they graduate.
Summer Internships
After exhaustive learning in the first year, students undergo ninety days of summer internships.
The time spent provides students an insight of the industry and grooms them for corporate
culture. It also serves as an opportunity for them to streamline their area of interest and career
objectives. Though, summer internships are not the compulsory part of the MBA curriculum but
majority of the students take part and enhance their skills with necessary industry exposure.
I SEMESTER
Principles and Practices of Management
Unit-I:
Management an Overview, Management Defined, Functions of Management, Managerial Roles
and responsibilities, System and Contingency Approach for understanding organizations.
Management Thought-Classical Perspective, Scientific Management, Administrative
Management, Bureaucratic Management, Behavioral Perspective. Managerial processes,
functions, skills and rules in an organization, social responsibilities of Business.
Unit-II: Fundamentals of Planning - Objectives, Strategies, Policies, Decision making, Strategic
organizing design, line and staff authority and decentralization
Fundamentals of Organizing- Nature and purpose, departmentation, Span of Management.
Unit-III:
Direction-concept, Leadership- Meaning and Importance, transitions in leadership theories, trait
theories, behavioral theories, contingency theories, leadership styles and skills, managerial
culture and leadership. Coordination. Control- concept, nature and purpose, control technique,
control of overall performance, span of control.
Managerial Economics Unit-I:
Role of Economic Analysis in managerial decisions. Basic concepts; Objectives of Business
Firms and profit policies. Theories of Profit; Demand analysis and Demand Management w.r.t.
domestic and world markets. Determinants, estimation and managerial uses of elasticities of
demand. Demand forecasting. Supply function and market equilibrium analysis.
Unit-II: Cost concepts; cost function; Break-Even Analysis; Equilibrium Analysis of firm in an open
economy. Pricing and output under different market situations. Recent advances in Pricing
theory and practices. Production analysis and Input. Demand Functions. Project appraisal
techniques. Social cost benefit analysis. Investment decisions under risk and uncertainty.
Unit-III:
National Income concepts, their interrelationships. Inflation analysis; (Indian) Monetary System
and Banking Structure. Monetary policy analysis and its implications to industry. Issues of
economic development and planning. Managerial analysis of Indian Five Year Plans. Industrial
development planning and strategy. Regulation of industry and business. Industrial sickness.
Fiscal policy and its managerial implications. Business cycles and economic stabilisation.
Balance of payments, Exchange Rate. Analysis of Economic Survey and Government Budget.
Managerial Accounting in Management
Unit-I:
Financial Accounting – Concept, Importance and Scope. Generally accepted accounting
principles, Preparation of Financial Statements with special reference to analysis of a Balance
Sheet and Measurement of Business Income. Management Accounting – concept, need,
importance and scope. Cases and Problems
Unit-II:
Financial Statement Analysis- Concept, objectives and types. Ratio analysis- study of liquidity,
solvency and profitability ratios. Funds Flow Analysis – uses and preparation of funds flow
statement. Cash Flow Analysis – uses and preparation of cash flow statement. Cases and
Problems
Unit-III:
Cost Accounting – Records and Processes, Preparation of cost sheet. Marginal costing and
absorption costing. Marginal costing equation, Managerial application of marginal costing.
Break even analysis – Computation of breakeven point, margin of safety. Profit graphs. Cases
and Problems
Unit-IV:
Budgetary control-meaning, need, objectives, essentials of budgeting, different types of budgets;
Variance Analysis- Classification of variances, Material cost, Labour cost, Overhead cost
variances. Causes and Disposition of variances. Cases and Problems
Organisational Behavior
Unit I:
The nature and functions of an organization; meaning and systematic study of O.B; contribution
of behavioral sciences to O.B.; developing contingency model of O.B; OB in a global
perspective; Challenges and opportunities in OB. Nature of human behavior; Personality;
meaning; theories and determinants;
Unit II: Values, attitudes and job satisfaction; Perception – Meaning and definition, Perceptual
process, perceptual errors. Motivation, early theories of motivation; contemporary theories of
motivation; an integrative model of motivation; Motivational techniques for Indian managers.
Unit III:
Formation, classification, stages and group dynamics; Group decision making; teams and team
work; transactional analysis; Conflict and stress management: meaning, process, functional and
dysfunctional conflict, conflict handling, nature causes and consequences of stress. Management
of change: concept, Lewin‘s stages of change, forces of change, resistance to change, and
managing planned change.
Marketing Management
Unit I:
Introduction to Marketing function; genesis, the marketing concept. Marketing Management
System: objectives, its interfaces with other functions in the organisation. Environment of
Marketing- Economic Environment, Market: market segmentation. Consumer-buyer behaviour
models. Socio- cultural environment. Legal Environment. Ethical issues in marketing.
Unit II:
Marketing Strategy- Marketing planning and Marketing programming. The concept of marketing
mix, Product policy; the concept of product life cycle. New product decisions. Test marketing-
Pricing Management of distribution: channels of distribution. Advertising and production. The
concept of Unique Selling Proposition.
Unit III:
Implementation and Control. The marketing organization- alternative organization structures; the
concept of product management. Administration of the marketing programme: sales forecasting;
marketing and sales budgeting; sales management; management of sales force. Evaluation of
marketing performance; sales analysis; control of marketing effort; marketing audit.
Quantitative Methods in Management
Unit I
Role of quantitative methods and operations research for managerial decision making and
support. Role of mathematical models in problem formulation and solving. Structure of
decisions, statistical decision theory; decision making under uncertainty, risk, certainty. Decision
Trees; method, Game theory applications.
Unit II
Simplex technique; transportation, assignment. Mathematical Programming models formulation
and applications. Linear Programming- graphical problems.
Unit III
PERT and CPM. Queuing theory- M/M/1 and M/M/n model. Monte Carlo System Simulation
concepts and applications. Case Study applications and use of OR software packages.
Computer Applications in Management
Unit I:
Introduction to computers- definition, a simple model of computer, fundamental, technical and
commercial classification of computer. Characteristics of computer systems. Data representation
and application- input and output devices, Computer Memory, CPU, Types of Software -
Application software, System Software-Operating systems and types. Software‘s, Application
Software‘s Languages Windows and its applications-Windows Operating System. Elements of
Desktop, Application Window. Document Window, Special Indicators. File Handling in
Windows, Accessories MS Office and its application-MS Office Fundamentals & Components -
MS Word, MS Excel.MS Power Point, MS- Access.
Unit II:
Advantage and Disadvantage of IT Outsourcing, Telecommunication Concepts, Data
Transmission and OSI layers, Local Area Network (Ethernet, Token bus, Token ring) Wide Area
Network, TCP/IP fundamentals, Internet, Intranet, Extranet, The World-Wide Web. Data Base
Management System-Data Base Management System Objectives of Data Base. Advantages &
Disadvantages of DBMS.Hierarchical Model, Network Model, Relational Model. Normalization
Process, Advance Technologies in Data Base Technology. Object-Oriented DB,
Unit III:
Distributed DB, Client Server Systems
Managerial Oral Communication
Unit I:
To develop Oral Communication, Introduction-Self Introduction – News Reading – Story
Telling, Group Discussion – Presentation - Press Meet-Programme, Reviews – Presentation-
Meetings
Unit II:
To develop Oral Communication and Handling a Group, Personal Interview, Paper Presentation,
Speech, Group Discussion, Etiquette for Managers, Talk Shows, Movie Reviews, Article
Reviews, Book Review
II SEMESTER
Information Technology for Management
Unit I:
Information & System Concepts-Introduction --Concepts, Classification of Information, Methods
of Data & Information Collection, Value of Information, Organization and Information, System:
A Definition. Types of Systems, System Decomposition, Integration of Sub Systems, Elements
of a System, Human as an Information Processing System. International Business and IT.
Management Information System-MIS: Definition, Nature & Scope, MIS Characteristics,
Unit II:
Functions, Structure of MIS, Role of MIS, MIS as a Control System, Process of Management,
Application of MIS, ERP & IT‘s Benefits. Internet-Introduction to Internet, Why We Need
Internet, Internet Tools & Services, www, Internet in India, Security, Web Browser, Future of
Internet, E-Comm. an Introduction, E Business Fundamentals. New Information Technology:
Interconnection and networking, Multimedia, Neural Networks,
Unit III:
Artificial Intelligence, Executive Information System, Decision Support System (DSS) and
Expert Systems. Issues for Senior Management: Management Control, Management Issues,
Security Issues: Viruses, Worms and other creatures, I T issues for Management, Management in
a Technological Environment, the changing world of Information.
Advanced Financial Management
Unit I:
Aims and objectives of Financial Decisions. Time value of money, Integrated approach to
Corporate Financial Decisions. Effect of Taxes on Financial Decisions. Techniques of capital
budgeting decisions, Capital Budgeting Decisions under conditions of Risk and Uncertainty.
Unequal expected lives and investment outlays. Capital Asset Pricing Model: meaning,
Systematic and Unsystematic risk, calculation of Beta, CAPM and Cost of Equity Capital.
Business Valuation Cases and Problems.
Unit II:
Capital Structure Decisions, Operating and Financial Leverage, Optimum Capital Structure and
Capital Structure Theories, EBIT/EPS Analysis, Designing Capital Structure in practice. Cases
and Problems.
Unit III:
Divided Decisions: Dividend and Valuation- Walter‘s Model, Gordon‘s Model, Theory of
Irrelevance of Dividends (MM Approach). Types and Determinants of Dividend Policy. Internal
Financing and Dividend Policy. Stock Dividend (Bonus Shares) and Stock (Share) Splits. Lease
Decisions: Fundamentals of Leasing, Types of Leases, Financial framework for evaluating Lease
Versus Buy/Borrowing alternative. Break-even Lease Rental. Mergers Acquisition and corporate
restructuring Cases and Problems.
Production and Operations Management Unit I:
Operation Management-Introduction. Operation Research and operation strategy, forecasting
demand and linear regression, allocation of resources. Nature and Scope of Production
Management- process planning and design Facility Location; Types Manufacturing Systems &
Layouts; Layout Planning and Analysis Material Handling- Principals-Equipments, Line
Balancing-Problems Operations decisions-Production Planning and Control -In Mass Production
in Batch/Job Order Manufacturing. Capacity Planning -Models, Process Planning-Aggregate
Planning-Scheduling
Unit II:
Maintenance Management Concepts-Work Study, Method Study, Work Measurement, Work
Sampling Work Environment-Industrial Safety; Computer aided Manufacturing (CAM),
Artificial Intelligence & expert systems. Material Management -an Overview, production
control, storage and retrieval System. Inventory Control- JIT.
Unit III:
Concept of total Quality (TQ). International Quality Certification and other standards and their
applicability in design manufacturing Humanistic and Marketing Aspects of TQ. Total Quality of
services. Total Quality and safety. ERP and Business process engineering maintenance
Management, project management.
Management Research Methodology
Unit I:
Concept of Scientific Enquiry - Formulation of Research Problem Hypothesis Building. Review
of Literature, Research Design-Exploratory, Descriptive and Experimental research Design.
Qualitative Research Design. Data Collection -Sources, Constructing a questionnaire. The
Interview, Observation and Survey.
Unit II:
Sampling Decisions, Probability and Sampling. Introduction to probability theory; Measures of
central tendency and dispersion. Testing hypotheses, Parametric one sample test and two sample
tests, Level of Significance, Tables and Graphs, and using software for analysis Grouping and
displaying data to convey meaning.
Unit III: Non-Parametric methods - the sign test for paired data, the rank sums test. The mann-whittney U
test,chi-square test and analysis of variance, Simple regression and correlation, the one sample
Runs test, rank correlation. Attitude Measurement- Motivational Research, Focus Group;
Scaling Techniques- Socio Metric and Rating Scale, Scalograms, Internal Consistency Scales.
Report Writing Organization. Presentation, Bibliography and References.
Human Resources Management
Unit I:
Management of human resources- historical evolution of the field. Influences on the approach of
management of human resources. Line and staff components of human resource management.
Role of Human Resource management in a competitive business environment. Interpersonal
dynamics.
Unit II:
Building a task-person fit. Determining Human Resource requirements. Recruitment and
selection process. Training and Development. Job Evaluation, Team Building, Leadership.
Appraising employee performance. Wage and Salary Administration. Collective bargaining and
industrial relations, Quality of work life. Cost-Benefit analysis of HR functions. Safety, Health
and employee assistance programmes.
Unit III:
Grievances & Discipline, Unions & Associations, Collective bargaining, Participation, Job stress
counseling and mentoring, Human Resource accounting & Information system, Global reference
points of Human Resources Management.
Business Environment
Unit I:
Business Environment – Nature, Concept and Significance of Internal environment. Management
of organisational resources for developing effective internal organizational environment,
introducing organisational change when this equilibrium is found. External Environment-nature
and significance - Economic, Socio- Cultural, Political and Technological factors influencing
Unit II:
Business Environment - Changing role of Government - Structure of Indian Economy.
Economic environment-types of economic systems, impact of liberalization and privatization on
Indian economy. Critical evaluation of latest economic policies of India, role of Indian business
houses in the world. Multinational Corporations - Foreign Collaborations Political environment-
Types of political systems, role of political organisation of India to development of economy.
Unit III:
Social Responsibilities of Business - Business Ethics - Developing Ethical Business Habits -
Work Ethos in Indian Perspective - Indian Heritage - Relevance of values in Management.
Government of India‘s Commercial Banking, Exim and Technology policy, Approach to Foreign
direct Investment. Government policy regarding small sector enterprises.
Managerial Written Communication and Personality Development
Unit I:
To develop Written Communication, Internal & External, Agenda & minutes of the meeting,
Abstract / Summary of AGM speeches, Preparing tenders and quotations, Daily report - Weekly
Report - Monthly report - Quarterly Report and Annual Report, Press Report - TV Report -
Radio Report - Business Report - Use excels and develop a report Proposals - Web – Portals
Unit II:
What Makes A Winning Personality, Building Self – Esteem and Self – Confidence, Indicators
of a Positive & negative Self – Image, Looking Great and Attractive, Eye Contact and body
Language, Dressing and Make – up, Physical Fitness, Social Graces and Table, Manners in
Conversations , Developing a Win – Win Attitude , Positive Strokes, The Magic of
Affirmations, Becoming a Pro – Active and Responsible Adult, Ego States and Personality,
Difference Between Reactive and Pro – active Response, Discipline in Problem Solving
Contemporary issues and viva voce
III SEMESTER
Strategic Management and Social Capital
Unit I:
Introduction: Business policy-evolution of the concept. Difference between business policy and
strategic management. Corporate governance- concept, issues, models, evolution and
significance. Introduction to Strategic Management-Concept importance of strategic
Management, Strategy & Competitive Advantage, Strategy Planning & Decisions, strategic
Management Process. Top management perspective: Establishing company direction-developing
strategic vision, setting objectives and crafting a strategy-Internal & External Environment,
Formulating Long Term objective & Strategy, Strategic Analysis & Choice. Analyzing business
environment: Analysis of Business environment at 3 levels-Macro external environment
analysis, external environment analysis (Industry analysis and competitor analysis) porter‘s five
forces and competitor analysis framework, and firm level internal analysis. Identifying
alternative strategies: Grand strategies: stability, growth, retrenchment & combination strategies,
Generic strategies. Organization structures and strategy.
Unit II:
Competitive strategy and competitive advantage: Industry and competitive analysis, strategy and
competitive advantage, Principles of Competitive Advantage-Identifying Value Activities,
Competitive Scope and the Value Chain.
Unit III:
Social Capital-Social theory and social structure , Concept and characteristics ,concept of
bonding-bridging & linking : Putnam‘s theory ,A paradigm for social capital, Leveraging social
capital in Business set-up & NGO's ,Social capital in the organisation, Social capital outside the
organisation , Social capital, exchange and contribution, Social capital, intellectual capital and
the organizational advantage.
Business Law
Unit I:
Nature of Business law, Sources of Business law and their classification. Mercantile law, Statute
I Case law, Customs and Usage. Agreement and their legal obligations. Essential elements of a
valid contract, types of contact, Void and voidable contract. Unenforceable and illegal
agreements. Offer and acceptance over the telephone. Law of Arbitration-Definition of
Arbitration, Effect of an arbitration. Arbitration without Intervention of Court. Powers and duties
of Arbitrators.
Unit II:
Sale of Goods Act. Definition and essentials of a contract of sale, Distinction between sale and
agreement to sell, sale and hire purchase, sale distinguished from contract for work and labour.
Kinds of goods, perishable goods. Document to the title of goods. Rules regarding transfer of
property, Transfer of Title on sale. Rules regarding delivery of goods. Buyers rights against
seller, and unpaid seller's rights. Consumer protection act. Consumers rights, consumer's disputes
redressal agencies, consumer protection council.
Unit III:
Negotiable Instruments act. Definition and characteristic of Negotiable instrument. Liabilities of
Parties to Negotiable Instruments. Brief exposure to Company Law including incorporation of a
company - objects, registration, article of association, raising capital from public, company
management and reconstruction, amalgamation and winding up.
ELECTIVES Finance
Security Analysis and Portfolio Management
Unit I:
Investment Environment. Saving and Financial flows, Financial Intermediation, Investment in
Corporate Securities and other Investment Outlets, New Issue market and Secondary Markets,
Markets and Brokers. Sources of investment information. Tax incentives. Theoretical framework
for investment Decision. Forecasting of future earnings, Concepts of Sustainable Earnings,
Rating, Index. Interest Rate Structure and Yield to Maturity Curve. Regulatory Framework of
Securities Markets in India. Practical Problems.
Unit II:
Valuation of Securities. Valuation of Variable Income Securities (Equity Shares): Theory of
Valuation- Management Studies .Earnings and Dividend Model: Aggregate Economic Analysis,
Industry Analysis, Fundamental Analysis, Technical Analysis, Growth Shares, Under and
Overvalued Shares. Analysis of Fixed Income Securities like Preference Shares,
Debentures/Bonds and other Financial Instruments Convertible Bonds: Warrants and Options,
Practical Problems.
Unit III:
Portfolio Management. General principles. Measures of Risk and Return, Required Rate of
Return and CAPM Markkowitz Portfolio Theory. Efficient Capital Market Theory. Alternative
Efficient Market Hypotheses. Constructing the Optimum Portfolio. Practical Problems.
Indian Financial System
Unit I:
Overview of Indian Financial System. Role of Financial Markets in capital formation and
economic development; Indian Financial system- An overview. Commercial Banks and
Industrial Finance- evolving role. Reserve Bank of India as a Regulator of Banking System and
its other functions. Basel –I and Basel-II norms.
Unit II:
Markets. Money Market Organization in India nature, constituents and instruments. Industries
Securities Market in India: New Issue Market and Stock Exchange. Differences and similarities,
functions, methods of New Issues, Regulatory Framework and SEBI.
Unit III:
Mutual Funds, Insurance and others. Investment Policy and performance appraisal of Unit Trust
of India, Insurance Industry , IRDA Insurance Regulator . New Developments such as financial
instruments, Private foreign investments, case studies and problems.
Financial Decision Making
Unit I:
An Overview of the Financial System- Saving and Investment, Money, Inflation & Interest,
Banking and Non Banking Financial Intermediaries. Financial institutions and economic
development: nature and role of financial system: financial system and financial markets,
efficiency, stability, technology, government intervention in the financial system. Financial
Markets and Instruments- Money market and Capital Markets, Financial Instruments: REPO,
TBs, Equities, Bonds, Derivatives etc.
Unit II:
Characteristics of Financial Instruments: Liquidity, Maturity, Safety & Yield. Concept of
strategic decisions-changing global economic environment. Valuation of strategic options-
merger and acquisition. Pricing & Planning, Strategy, Diversification & Merger-The Indian
Cases.
Unit III:
Strategic decisions regarding financial services- Valuation of exchange rate mechanism, strategic
decisions regarding securitization factoring and forfeiting, value creation and value based
financial strategy. Analysis of enterprise – concept of valuation EVA, MVA, enterprise value.
Analysis of corporate financial models.
International Financial Management
Unit I:
Foreign Exchange Market and Risk Management: Environment of International Financial
Management: Balance of Payments. Means of International Payments, Foreign Exchange
Market, Currency Futures and Options Markets, Foreign Exchange Risk Management, Exchange
Risk, Political Risk, Interest Rate Risk, Measuring and Managing Foreign Exchange Exposure,
Practical Problems.
Unit II:
Financing of International Operations : Determination of Exchange Rate, Exchange Market and
Arbitrage, Exchange Rate Control, Financing of Exports and International Investments,
International Monetary Systems, European Monetary System, International monetary and
Financial Institutions, Practical Problems.
Unit III:
Financial Management of MNCs: Multinational Financial Management: Capital Budgeting
Decisions for Multinational Corporation, Financing Decisions- Cost of Capital and Financial
Structure, Working Capital Management and Control International Banking, International
Transfer Pricing, Cases and Problems.
Marketing
Sales and Distribution Management Unit I:
The Sales Management - Introduction to sales management and sales organization, Sales
function & policies, Personal selling - nature, scope & objectives, Formulating Personal selling
strategy. Planning the Sales Effort - Sales planning and Budgeting, Estimating Market Potential
and Sales forecasting, Setting the sales territory & quotas, Sales and cost Analysis.
Unit II:
Organizing and Directing the sales Force - Recurring and training sales personnel, Designing &
compensating sales Personnel, Motivating and Leading the sales force, Evaluating sales force
performance. Distribution Management - Managing marketing logistics & channels,
Unit III:
Channel Integration - VMS, HMS, Channel Management, and Marketing channel Policies &
legal issue. Channel Institutions & control, Wholesaling &- Retailing, Channel Information
systems, Managing & Evaluating Channel Performance Case & future trends in sales &
distribution Management
Product Management and Brand Building
Unit I:
The product in corporate life, Corporate and product objective, product management role,
responsibility, scope and functions, product strategy and policy, optimum product pattern/line
range.
Unit II:
New product development and launching. Challenge of change opportunity and risk-product
innovation, modification, addition and elimination product proposals-sources, generation,
processing and selection. Establishing techno-economic feasibility product testing and test
marketing. Developing the strategy and the plan. Implementing the plan, coordination and
control. Brand identity, Image, Equity, Brand Plan and Management, New Product Development
Process.
Unit III:
Organization for Product Management, Marketing manager product manager-brand manager
concept, approaches and organizational role, product manager- functions and tasks-tools and
techniques. Brand extensions, acquisitions, Brand value, Consumer insight.
Advertising Management
Unit I:
Mass communication theory and practices, marketing and promotion mix interrelationship and
interdependence advertising. Sales Promotion, Publicity and Public Relations- Scope,
Objectives, activities and creative role. Advertising, objectives tasks and process, market
segmentation and target audience- Message and copy development. Mass media, selection,
planning, budgeting and scheduling. Integrated programme and budget planning. Implementing
the programme, coordination and control.
Unit II:
Advertising Agencies in India, their services and terms, advertisement campaign development,
Agency selection and appointment; Agency Organization and operation, Getting the best of the
agency services. Analysis of effectiveness of advertisement and promotional campaign.
Unit III:
Why and when sales promotion support, Sales promotion activities; Consumer Oriented-Sales
channel Oriented-Sales staff oriented, Planning, budgeting, implementing and controlling
campaigns. Module III: Valuation and measurement of advertising and sales promotion
effectiveness, Company organization for advertising: sales manager, Sales Promotion Manager,
Market Development Manager- Role of Tasks, advertising ethics, economics and social
relevance. The Public Relations Activities, Public relations and mass media.
International Marketing
Unit I:
International marketing-its scope and tasks- world economy prospects and Challenges; India‘s
external trade. Analysis of export performance. Why all organizations cannot go global Shipping
terms and international trade terms. Information needs of exports. Costing and pricing in
international trade. Advantages and disadvantages of globalization.
Unit II:
Strategic export planning. Handling an export transaction. Export marketing Checklist; Selection
of Markets: Choosing Markets; Export pricing; Management of export logistics. Documentation
for export; processing of an export trade. Sales forecasting in international trade, Identifying
geographical territories for expansion. Cultural factors affecting business in global market.
Unit III:
Export credit system pre shipment and post- shipment, finance, medium and long term credit
financing; ECGC; Transportation and shipment of cargo; Marine insurance of cargo; procedure
for claiming rebate of excise duty. Import replenishment licensing procedures. Generalized
scheme of preferences. Sourcing and Transfer pricing mechanism. WTO related issues and IPR
related issues impacting global trade.
Human resource
Organizational Development and Management of Change
Unit I:
Process of Organization Development, Human process interventions, Techno-structural
Interventions, HRM interventions, Competitive and Collaborative Strategies, Organization
Transformation.
Unit II:
Process of change and organization theory and practice. Elements of change. Achieving
Systematic change. Domains of systematic change-strategy, technology, structure and people.
Planning for change.
Unit III:
Change and the use of power. Nature and sources of power. Leadership and change-
Transactional vs. Transformational change. Change cycle including participative and coerced
change. Resistance to change, change through behavior modification. Positive and negative
reinforcement. Training for change. Managing resistance. Implementing change. Adjustment to
change and organising for growth. Prerequisites and consequence of change. The change
Dynamics.
Sourcing, Training and Development:
Unit I:
HRP concepts, importance, objective, type of HR plan, HRP approaches, Process, HR
Forecasting: Concepts: Demand & Supply of manpower & methods of Forecasting. Recruitment:
Concept, Sources & Techniques, Selection: Concept & Process HRD, Concept system, HRD
matrixes climate, elements, Interventions. Career planning: concept, objective, process, Career
planning and Career development, Career planning Vs Succession planning., Career Anchors,
Succession Planning : concept & Process, Management Development Program . Job analysis:
meaning and definition, job analysis process, techniques of job analysis, methods and practice of
job analysis, competency based approach. Job Analysis in Human Resource Planning,
Recruitment and Selection.
Unit II:
Learning: Principles Of Learning, Theories of Learning, learning process; learning styles,
Andragogy .Training – concept and rationale; training process of stakeholders in training
programme; Organization and Management of training function; Training needs assessment-
organization analysis, operational analysis, person analysis; competency mapping. Designing the
training programme: process of learning in training programme- attributed and factors
influencing; training climate and pedagogy; developing training modules;
Unit III:
Training aids. Training methods and techniques, Trainers. Budgeting Of Training, Evaluation of
training-need for evaluation, principles of evaluation, criteria and approaches; return on
investment in training, process of calculating ROI in training; emerging trends in training and
development; new perspectives on training –cross culture training, e-learning
Performance Management and Retention Strategies
Unit I:
Performance Appraisal – A Conceptual Framework, Concept & Definitions of performance
appraisal, Objectives of performance appraisal: Process of performance appraisal, Performance
Appraisal vs Performance Management System, Concept of performance management, Process
& elements 0f performance management. Behavioral Performance Management - Learning
Theories; Principles of Learning: Reinforcement and Punishment, Role of Organizational
Reward Systems, Behavioral
Unit II:
Performance Management or OB Mod. Potential Appraisal & HRD - Meaning & objectives of
Potential Appraisal, Potential Appraisal & Performance Appraisal, Concept of HRD; Objectives
and challenges of HRD, D Mechanisms and HRD outcomes.
Performance Planning & Measuring Performance - Meaning & need or Performance Planning,
Planning Individual Performance, Principles of Measurement.; Classification of Performance
Measures, Measurement issues; Approaches &: tools to measure organizational performance,
Traditional and modern performance appraisal methods.
Unit III:
Competency Analysis and Competency Mapping - Meaning of competency, Competency
Analysis and Approaches to competency Analysis, Competency mapping ; Need development
and assessment of competency models, Competency and performance, Tools to identify the
competencies of the employees
Strategic Human Resource Management
Unit I:
Understanding Strategic HRM: Traditional vs. strategic HR, Typology of HR activities, ―best fit‖
approach vs. ―best practice‖ approach, HR strategy and the role of national context, sectoral
context, and organizational context on HR strategy and practices, investment perspective of
human resources. Aligning HR systems with business strategy:
Unit II:
Sustained competitive advantage - how HR adds
value to the firm - HR as scarce resource – non-substitutable resource, linking HRM practices to
organizational outcomes – assessing and reducing costs – behavioral impact of HR practices –
marginal utility models – auditing HR practices and department, linking strategy to HRM
practices – corporate HR philosophy and company wide HR standards – HRM leading strategy
formulation, alternative HR systems – universalistic – contingency – on figurational, congruence
and integrated HR systems.
Unit III:
HR Strategy in work force utilization: Efficient utilization of human resource – cross training
and flexible work assignment – work teams – non unionization, strategies for employee
shortages, strategies for employee surpluses. Strategies for performance and development:
Typology of performance types – marginal performers – under achievers – stars – solid citizens,
managing employee ability – recruitment and selection strategy typology, incentive alignment,
psychological contracting. Evaluating HR Function : Overview of evaluation – scope – strategic
impact – level of analysis – criteria – level of constituents – ethical dimensions, approaches to
evaluation – audit approach – analytical approach – quantitative and qualitative measures – out
come and process criteria, balanced score card perspective, bench marking,
Unit IV:
Accounting for HRM – purpose of measuring cost and benefits of HRM – approaches to HRM
performances – employee wastage and turnover rates – cost of absenteeism – measuring human
resource cost.HR Score card: HR as a strategic partner and measurement challenge, seven step
model for implementing HR strategic role, creating an HR score card, measuring HR alignment –
two dimensions of alignment – assessing internal and external alignment – systems alignment
map.
Information Technology
Database Management System
Unit-I
Introduction to Database: Organization of Database; Components of Database Management
Systems; Database & Database Users, Database Concepts & Architecture , Data Modeling Using
the Entity- Relationship Approach , Record Storage & Primary File Organizations , Index
Structures for Files.
Data Base Models: Entity-Relationship Model: Components of ER Model. ER Modeling
Symbols, Super Class and Sub class types; Network Data Model; Hierarchy Data Model;
Relational Data Model; Semantic Data Model; Advantages of DBMS.
Unit-II
Database Normalization: Keys, Relationships, First Normal Form., Functional dependencies,
Second Normal form, Third Normal Form, Boyce-Coded Normal form, Case study
Database Design: Normalization for Relational Databases, Decomposition of Relation Schemes,
Introduction to Data Mining & Data Warehousing, Knowledge Extraction through Data Mining.
Unit-III
System Implementation Techniques: Query Processing & Optimization, Transaction Processing
Concepts Structured Query Language, PL/SQL structure, Cursor, Triggers, Procedures, and
Functions & Package.
Introduction to SQL: SQL data types and literals, Types of SQL commands. SQL Operators and
their precedence, Tables-Create, Alter, Rename, Drop, Insert, Update, Delete, Queries and Sub-
queries, Arithmetic Operators, Range Searching, Pattern Matching, Viewing sorted Data, Joins,
Unions, Intersection, Minus. Aggregate functions, Group Functions, String Functions,
Conversion Functions, Security Management using grant, revoke and views
Advanced Data Models & Emerging Trends: Advanced Data Modeling Concepts, Object -
Oriented Databases, Distributed Databases & Client Server Architecture, XML.
System Analysis and Design
Unit-I
Introduction: System Definition and concepts, System Environments and Boundaries. Real-time
and distributed systems, Basic principles of successful systems, Structured System Analysis and
Design
Systems Analyst: Role and Need of Systems Analyst. Qualifications and responsibilities, System
Analysis as a Profession
System Development Life Cycle: Introduction to Systems Development Life Cycle
(SDLC),Various phases of SDLC: Study, Analysis, Design, Development, Implementation,
Maintenance
Unit-II
System Planning: Information gathering techniques: Interviews, Group Communication
Questionnaires, Presentations& Site Visits. Assessing Project Feasibility: Technical, Operational,
Economic, Cost Benefits Analysis, Schedule, legal and contractual, Political. Modem Methods
for determining system requirements
System Design and Modeling: Process Modeling, logical and physical design, Conceptual Data
Modeling: Entity Relationship Analysis, Entity-Relationship Modeling, DFDs, Concepts of
Normalization, Process Description: Structured English, Decision Tree, Decision Tables.
Documentation: Data Dictionary,
Input and Output: Classification of forms, Input/output forms design. User-interface design,
Graphical interfaces. Standards and guidelines for GUI design.
Unit-III
System Implementation and Maintenance: Planning considerations, Conversion methods,
procedures and controls, System acceptance criteria, System Evaluation and Performance and
Validation, Preparing User Manual, Maintenance Activities and Issues
System Testing and Quality Assurance: System Testing, The Nature of Test Data, The Test Plan:
Activity Network for System Testing, Quality Assurance, Trends in Testing Role of the Data
Processing Auditor: The Audit Trail.
Security, Disaster/ Recovery, and Ethics in System Development: System Security: Definitions.
Threats to System Security, Control Measure Development: ethics Codes and Standards of
Behavior.
Enterprise Resource Planning (ERP)
Unit-I
Enterprise Resource Planning An Overview, Enterprise – An Overview, Benefits of ERP, ERP
and Related Technologies, Business Process Reengineering (BPR), Data Warehousing, Data
Mining, OLAP, SCM.
ERP Implementation :ERP Implementation Lifecycle:Implementation Methodology Evaluation
and selection of ERP package, Project planning, Implementation team training & testing, End
user training & Going Live, Post Evaluation & Maintenance
Unit-II
ERP Business Modules : Business modules in an ERP Package, Finance, Manufacturing, Human
Resources, Plant Maintenance, Materials Management, Quality Management, Sales and
Distribution
The ERP Market :ERP Market Place, SAP AG, Peoplesoft, Baan, JD Edwards, Oracle, QAD,
SSA
Unit-III
ERP – Present And Future: Enterprise Application Integration – ERP and E-Business, ERP II –
Total quality management – Future Directions – Trends in ERP. Turbo Charge the ERP System,
EIA, ERP and e-Commerce, ERP and Internet, Future Directions
ERP Case Studies: Post implementation review of ERP Packages in Manufacturing, Services,
and other Organizations
Business Process Reengineering
Unit-I
Historical background: Nature, significance and rationale of business process reengineering
(BPR), Fundamentals of BPR.
Introduction to Business Process Re-engineering (BPR)-Meaning-Types-Process-Impetrative for
Survival-Strategic Approach-Implementing Business Process Re-engineering-Methodology and
Steps-Indian Scenario of Implementing BPR-Case Studies
Unit-II
Major issues in process redesign: Business vision and process objectives, Processes to be
redesigned, measuring existing processes, Role of information technology (IT) and identifying
IT levers.
Designing and building a prototype of the new process: BPR phases, Relationship between BPR
phases. Typical BPR activities within phases: Change management, Performance management,
and programme management.
Unit-III
BPR and Information Technology Process-People View and Perspectives-Empowering People
through IT-Managing Change in the Global Environment-BPR Rediscovering Indian Paradigm-
Need of Reengineering-Case Studies
BPR and continuous improvement: Co-ordination and complementary efforts, IT capabilities and
their organizational impacts, Implementation of BPR, Stages of implementation and critical
aspects, Case studies on BPR.
Total Quality Management (TQM) - Concept , Systems model of Quality, Deming's approach,
TQM as a business Strategy . BPR vs TQM
Production and operations
Materials management
Unit I
Introduction – scope of materials management – primary and secondary objectives – integrated
materials management – relation with other functional areas of organization. Organizing for
materials management – basis for forming organizations – conventional and modern approaches
to organizing materials management. Materials identification – classifying of materials –
codification of materials
– standardization – simplification and variety reduction of materials.
Unit II
Inventory control – techniques – FSN, VED, ABC – working capital management with reference
to inventory, Management of stores – location – different types of stores – methods of storing –
safety and security of materials – stores equipment – materials handling equipment – factors
affecting materials handling Stores issues and receipts – procedures – forms and policies in
stores transactions – stores accounting – stores organization – materials safety and security
Management of surplus obsolete and scrap materials – reasons for accumulation of surplus
obsolete and scrap materials – methods of disposal – regulations and procedures.
Unit III
Purchasing – planning purchasing materials – norms of vendor rating – CEI methodology,
Japanese industry – selection and development – purchasing procedures and methods – legal
aspects – insurance of materials – supply management – sources of supply – out sourcing.
Sub contracting – reasons for subcontracting – criteria for selecting sub contractors – rating –
factors affecting subcontract rate fixing – internal and external subcontract
Total quality management
Unit I
Definition of Quality, Dimensions of Quality, Quality Planning, Quality costs - Analysis
Techniques for Quality Costs, Basic concepts of Total Quality Management, Historical Review,
Principles of TQM, Leadership – Concepts, Role of Senior Management, Quality Council,
Quality Statements, Strategic Planning, Deming Philosophy, Barriers to TQM Implementation.
Unit II
Customer satisfaction – Customer Perception of Quality, Customer Complaints, Service Quality,
Customer Retention, Employee Involvement – Motivation, Empowerment, Teams, Recognition
and Reward, Performance Appraisal, Benefits, Continuous Process Improvement – Juran
Trilogy, PDSA Cycle, 5S, Kaizen, Supplier Partnership – Partnering, sourcing, Supplier
Selection, Supplier Rating, Relationship Development, Performance Measures – Basic Concepts,
Strategy, Performance Measure.
UnitIII
The seven tools of quality, Statistical Fundamentals – Measures of central Tendency and
Dispersion, Population and Sample, Normal Curve, Control Charts for variables and attributes,
Process capability, Concept of six sigma, New seven Management tools.
Operation Research
Unit I
Development – Definition– Characteristics and Phases – Types of models – operation Research
models– applications. ALLOCATION: Linear Programming Problem Formulation – Graphical
solution – Simplex method –Artificial variables techniques -Two–phase method, Big-M method
– Duality Principle. TRANSPORTATION PROBLEM – Formulation – Optimal solution,
unbalanced transportation problem –Degeneracy. Assignment problem – Formulation – Optimal
solution - Variants of Assignment Problem.
Unit II
SEQUENCING – Introduction – Flow –Shop sequencing – n jobs through two machines – n jobs
through three machines – Job shop sequencing – two jobs through ‗m‘ machines.
REPLACEMENT: Introduction – Replacement of items that deteriorate with time – when money
value is not counted and counted – Replacement of items that fail completely, group
replacement.
Unit III
THEORY OF GAMES, Introduction – Minimax (maximin) – Criterion and optimal strategy –
Solution of games with saddle points – Rectangular games without saddle points – 2 X 2 games
– dominance principle – m X 2 & 2 X n games -graphical method. WAITING LINES:
Introduction – Single Channel – Poisson arrivals – exponential service times – with infinite
population and finite population models– Multichannel – Poisson arrivals – exponential service
times with infinite population single channel Poisson arrivals.
Unit IV
INVENTORY : Introduction – Single item – Deterministic models – Purchase inventory models
with one price break and multiple price breaks – shortages are not allowed – Stochastic models –
demand may be discrete variable or continuous variable – Instantaneous production.
Instantaneous demand and continuous demand and no set up cost. SIMULATION: Definition –
Types of simulation models – phases of simulation– applications of simulation – Inventory and
Queuing problems – Advantages and Disadvantages – Simulation Languages.
Supply chain management
Unit I
Introduction: What is supply chain management – Global optimization – managing uncertainty –
Why supply chain management – key issues in supply chain management – supply chain
performance – achieving strategic fit? Logistics Network Configuration: Introduction – data
collection – data aggregation – Transportation rates – mileage estimation – warehouse costs –
warehouse capacities – potential warehouse locations – service level requirements – future
demand – model and data validation – solution techniques – heuristics and the need for exact
algorithm.
Unit II
Supply Chain Integration: Introduction – push, pull and push–pull systems – push – based supply
chains – pull – based supply chain – push-pull supply chain - identifying the appropriate supply
chain strategy – implementing a push-pull strategy – demand – driven – strategies – the impact
of the internet on supply chain strategies – distribution strategies – direct shipment – cross
docking – trans shipment – centralised versus decentralized control – central versus local
facilities.
Unit III
Customer value and supply chain management: Introduction – the dimensions of customer value
– conformance to requirements – product selection – price and brand – value added services –
relationships and experiences – strategic pricing – revenue management – customer value
measures – information technology and customer value.
Unit IV
Decision-support systems for supply chain management: Introduction – the challenges of
modeling – structure of decision support systems – input data – analytical tools – presentation
tools – supply chain decision – support systems.
IV SEMESTER
Managerial Ethics
Unit I:
Ethics in Business Historical perspective, culture and ethics in India, codes and culture.
Economics and the Environment: green business, Ethics and Competition. The ethical code,
social audit. A framework for analysis and action. The sphere of personal ethics: consequences,
rights and duties, virtue and character. Role of objectivity, practicability, judgement and
balancing acts. The individual and the corporation.
Unit II:
Ethical Responsibilities. Ethical responsibilities of economic agents: role obligations, obligation
to shareholder, rights and, obligations to customers, obligations to pay taxes. Environmental
protection. Corporate accountability, Ethical conflicts, concern for the locality, Attitude to
labour. Ethics and Government policies and laws.
Unit III:
Ethics in Functions. Ethical responsibilities of organizations Management Studies leader: power,
leadership. Obstacles to ethical conduct. Pressures for conformity. Evaluation and rewards. Job
pressures and issues. Organizational change. Ethics in use of Information technology. Intellectual
Property Rights. Ethics in Marketing. Ethics of advertising and sponsorship. Freedom Vs State
Control. Acquisitions and Mergers, Multinational decision making: Reconciling International
norms.
Project Management Unit I
Introduction to Project Management: Definition, functions, evolution of Project Management,
classification of projects, Project management in different environments. The Project
Management Systems, Methodologies & Systems Development Cycle: Systems approach,
systems analysis, systems development, project feasibility, project life cycle, project appraisal,
project contracting, the phases of system development life cycle.
Unit II
Project Feasibility Study: Developing a project plan, market and technical analysis, financial
analysis evaluation of project proposals, risk analysis, sensitivity analysis, and social cost benefit
analysis. Project Planning: Planning fundamentals, project master plan, work breakdown
structure & other tools of project planning, work packages project organization structures &
responsibilities, responsibility matrix.
Unit III
PERT, CPM, Resource allocation: Tools & techniques for scheduling development, crashing of
networks, time-cost relationship, and resource leveling multiple project scheduling. Cost
Estimating Budgeting : Cost estimating process elements of budgeting, project cost accounting
&management information systems, cost schedules & forecasts. Managing Risks in Projects:
Risk concept & identification, risk assessment, risk priority, risk response planning, risk
management methods.
Unit IV
Project Control: Information monitoring, internal & external project control, cost accounting
systems for project control, control process, performance analysis, variance limits, and issues in
project control. Project Management Information System: Computer based tools, features of
PMIS, using project management software, (MS Projects) Project Evaluation, Reporting &
Termination: Project reviews & reporting, closing the contract.
Electives
Finance
Working Capital Management
Unit I:
Nature and Financial of Working Capital. Nature of Working Capital, Trade-off between
Profitability and Risk, Determinants of Working Capital. Factoring as a Sources Finance.
Forecasting Working Capital requirements. Sources of financing Working Capital. Factoring as a
source of finance. Bank credit and working capital Finance. Approaches to determine Financing
Mix. Working Capital Leverage. Cases and Practical Problems.
Unit II:
Current Assets Management. Cash Management, Inventory Management, Receivables
Management. Cases and Practical Problems.
Unit III:
Analysis a Tools and New Development. Operating Cycle, Ratio Analysis, Funds flow Analysis
and Cash -Flow Statement as tools of Working Capital Management. Recent changes and new
developments. Practical Problems.
Financial Derivatives
Unit I:
Definition of Derivative Securities- Brief history of derivatives, Evolution of Commodity,
Currency, Stocks and Interest Rate Derivatives, Structure of derivative markets, forwards,
futures, options, swaps etc.Examples of more sophisticated derivatives: barrier options,
compound options, options on futures, swaptions, Underlying assets: equities, currencies,
commodities and interest rates. Reasons for trading: risk management, speculation and arbitrage.
Unit II:
Market Characteristics- Futures and Options contract specifications, underlying asset, contract
size, and delivery specifications. Marking to market using margin accounts. Familiarizing with
market quotes. Trading Strategies involving Options and Futures. Interest rate derivatives,
Contractual specification: floating and fixed rate. Valuation of interest rate derivatives.
Derivatives Pricing Theory- Option Pricing: Black-Scholes formula for option pricing: derivation
and properties. Volatility: estimated vs. implied, options on dividend-paying assets, warrants and
convertibles. Binomial models for option prices: definitions and terminology.
Unit III:
Continuous-Time Models. Futures Pricing: Pricing by arbitrage: relationship between futures and
spot price (cost of carry and reverse cost of carry), difference between futures and forward price,
futures on dividend-paying assets. Risk Analysis and Management- Risk Measurement and
Management Framework, Option's delta, gamma, Vega, theta, rho. Hedging with futures.
Derivatives Disclosure: Accounting Issues in Derivatives. Options and Futures Applications in
India- Structure of Indian stock markets and the operational efficiency of options and futures,
determination of the fair value of futures and options prices, Interactions between spot equity
trading and trading in derivatives.
Marketing
Consumer Behavior and Market Research
Unit I
Identifying and classifying customers, buying behavior, attitude of consumer, consumer
perception. Factors influencing buying behavior; Reference groups, opinion leaders, social
influences. Consumer behavior process; Understanding consumer motivation, personality and
self concept, learning, memory.
Unit II
Research concepts; exploratory , descriptive and conclusive research. The marketing decision
making process and the need of different types of research. Types of marketing problems and
type of marketing research activity. Sources of data; use and appraisal of existing information.
Unit III
Information from respondents, sampling design, scaling techniques and questionnaire design,
interviewing, mail surveys. Information from experiment, experimental design for marketing,
Motivational research, Advertising research, Analysis and reporting. Module III: Marketing
Information Systems, Structure and design, its role in planning and control; the place of
marketing research.
Rural Marketing Unit I
The objective of the course is to provide conceptual understanding on the Rural Marketing with
special reference to Indian context and develop skills required tor planning of Rural Products.
Rural Marketing : Characteristics and Dimensions of Rural Markets - Rural Market Profile -
Rural Market in India - Size and Scope - Environment and Emerging Profile of Rural Markets in
India - Constraints in Rural Marketing and strategy to overcome the constraints.
Unit II
Rural Market Behavior ~ Rural consumer dimensions - Rural Demand Dimension - Tapping the
Rural Markets - Rural Market Segmentation - Basis and Strategies - Consumer Behavior in Rural
Markets - Approach to Rural Markets of India - Marketing Research. Marketing Mix for Rural
Marketing - Product Planning for Rural Products - Pricing Methods and Strategies for Products
of Rural Markets Product Management in Rural Markets.
Unit III
Channels of Distribution : Distribution pattern and methods in rural markets - Special
characteristics of rural channels - Channel management in rural markets - Managing physical
distribution in rural markets - Storage, warehousing and transportation. Marketing
Communication in Rural Markets : Promotion as a component in marketing communication -
Advertising and sales promotion for rural markets - Major challenges in Media planning - Sales
force management in rural markets - Selecting the Media Mix - Evaluation of promotional
activities.
Retail management
Unit I
Introduction to Retail marketing – retail environment – the growing importance of retail industry.
Consumer behavior in the retail context - buying decision process – its implication for retail
management.
Unit II
Store lay out – design – Merchandising – private brands – national brands – merchandising
buying and handling Retail Marketing Mix – 4 Ps – Merchandise Management – Negotiating
Purchase.
Unit III
Consumerism and ethics in retailing – international retail structures – future of retailing
Human Resource Management
Industrial Relations and Labor Laws
Unit I:
Introduction of industrial relation and a systematic view of personnel. Labour Relations.
Introduction to Indian Trade Unionism. Industrial relations and conflict in industries.
Introduction of Labour Regulation Act, Factories Act, Trade Union Act, and Safety Act.
Unit II:
Role of Industrial Legislation. Introduction of Industrial Dispute Act. Different jurisdiction of
Labour Court. Issues in recognition of unions. Tribunal and national tribunal. Strategies for
resolving Industrial Conflict, Collective bargaining. Works committee and joint consultative
committee, Negotiation process.
Unit III:
Influence of Government regulations. Third party intervention in industrial disputes. Rules of
grievances. Discipline in Industry. Contribution of tripartite bodies. Labour Welfare Participative
Management. Workman‘s Compensation Act. Productivity in Industry. Healthy industrial
relations and economic development.
Knowledge Management
Unit I Introduction to Knowledge Management: Definition, evolution, need, drivers, scope, approaches in
Organizations, strategies in organizations, components and functions, understanding knowledge -
difference between data, information and knowledge, various types of knowledge viz. tacit and explicit, consequences of knowledge types on managing knowledge; factors Influencing KM, , knowledge sources,
and documentation. Learning organization: Concept. five components of learning organization, Process
of building Learning Organization, Importance in current scenario .
Unit II Essentials Of Knowledge Management, knowledge creation process, knowledge management techniques,
Knowledge creation process, systems and tools, organizational knowledge management: architecture and
implementation strategies, building the knowledge corporation and implementing knowledge
management in organization. Designing Strategy that encompasses a Knowledge Advantage, Knowledge management and culture.
Unit III
Knowledge management system life cycle, managing knowledge workers, - knowledge audit,
and knowledge management practices in organizations . KM: the Indian experience : Discussion
of Organization experimenting with KM & Problems Indian organization face with respect to
KM Futuristic KM: Knowledge Engineering, Theory of Computation, Data Structure.
Compensation Management
Unit I
Job Evaluation: Introduction and basic concept, Methods; Labour Market : Concept, Broad
Types of Labour Market ; National Wage Policy : Objectives, Concepts; Wage boards and Pay
Commissions, Laws related to wade administration in brief .ompensation- Concept, Wage
concepts, Wage theories , objectives, nature of compensation, types of compensations,
compensation responsibilities, Compensations Philosophies, compensation approaches, decision
about compensation, Role, Economic and Behavioural issues . Managing Compensation:
Unit II
Corporate Policy: Wage Determination, Pay Grade, and understanding inter and intra-industry
compensation differentials: Concept of Internal Equity, External Equity: Wage Surveys,
Designing pay structure and administrating compensation package; understanding different
components of compensation package like fringe benefits, incentives and retirement plans; Profit
Sharing plans, Stock Options, ESOPs, and pay for performance plans. Dearness Allowance :
Computation of CPI – Exercise; Pay Incentives – Concept; different kinds of wage incentives
plans and their application ; Pay for performance, competency based pay ; Bonus : Profit Bonus,
Evolution of the Concept, Method of Determining Bonus;
Unit III
Fringe Benefits: Underlying Principles, Different Kinds of Fringe Benefits . Concept of human
capital and its implications for compensating human resources, compensation of special group:
Corporate Directors, Chief Executives, Senior Managers; components of executive compensation
package; compensation of professionals and knowledge workers, R&D staff, sales compensation
plan, international compensation. Calculation of Income Tax implications while calculating the
income of an individual - Cost to the Company - Valuation of Perquisites - Taxability of various
components of salary and wages; Fixation of Tax Liability - Tax deduction at source -
Deductions and Tax Rebates to be considered while deciding tax deducted at source - Tax
Deduction Certificates.
Information technology
Business Intelligence and Data Mining Unit-I
Data Warehousing: Introduction and General Principle, On-line Transaction Processing (OLTP),
Data Warehouse (DW) Architecture Fundamentals, Data Mart, Approaches to Architecture, Top-
down, Centralized, Bottom-up, Architected
Data Warehouse Process: Technical and Business Meta Data, Meta Data Process, Data
Warehouse Design, Star and Snowflake Schemas, Online Analytical Processing (OLAP)
Architecture, Multidimensional Database (MDD), Data Cubes, ROLAP Data Model, MOLAP
Data Model, Logical Models for Multidimensional Information, Data Warehouse and Business
Strategy
Unit-II
Data Mining (DM): Fundamental Concepts, Architectural Aspects of Data Mining, Data Mining
Techniques, Data Mining Issues and Challenges.
Data Mining and Business Analytics: Data Mining Process and Methodology, SAS SEMMA
(Sample, Explore, Modify, Model Assess) Process and Methodology for Data Mining, Data
Mining for Process Improvement, Data Mining as a Research Tool, Data Mining for Marketing,
Data Mining for Customer Relationship Management,
Association Rules: Introduction and Overview, Discovering Association Rules, A Priori
Algorithm, Partition Algorithm, Incremental Algorithm, Border Algorithm, Association Rules
with item Constraints
Unit-III
Classification and Clustering: Introduction, Clustering Paradigms, Partitioning Algorithm, K-
means Clustering Algorithm, Hierarchical Clustering, Fuzzy c-means Algorithm, Categorical
Clustering Algorithm
Data Mining methods, tools and techniques: Regression, decision trees, neural networks,
clustering, market basket analysis, association rules, fuzzy inference systems, genetic algorithms,
and rough sets.
Advanced Mining Techniques: Web Mining (Web content Mining, Web usage Mining, Web
Structure Mining) and Mining for e-Business, Text Mining, etc.
DW and DM Applications: Business Intelligence, Customer Relationship Management with
Case Studies.
IT Strategy and E-business
Unit-I
Introduction of IT Strategy: Definition of IT Strategy, What is IT Alignment?, Causes of
misalignment, IT Strategy process, Forces that Shape Business Strategy, Analyzing the Impact of
IT on Strategic Decision Making, IT Evolution and its Implications for Business (Business—IT
Alignment)
Building the Networked Economy: Value Chain and Value Creation: The Notion of Value and
Value Creation is Examined in Relation to Value Chains and Business Processes.
E-business: Electronic Business, Electronic Commerce, Electronic Commerce Models, Types of
Electronic Commerce, Value Chains in Electronic Commerce, E-Commerce in India.
Unit-II
E-Business: e-businessArchitecture, Infrastructure, e-Business Design, e-Business Models
E-Strategy: Overview, Strategic Methods for developing E – commerce. Business Models &
Revenue Models over Internet, Emerging Trends in e-Business, e- Governance, Digital
Commerce, Mobile Commerce, Strategies for Business over Web, Internet based Business
Models.
Unit-III
IT Strategy and E-Business: Strategic impact of IT on E-business,
Managing IT Infrastructure for E- Business: IT Infrastructure and Strategic Alignment, Strategies
for Managing Diverse IT Infrastructures, Managing IT Outsourcing: Strategies for Managing
Outsourced Operations
Challenges and Opportunities in Assessing IT Payoff
Information Systems Audit
Unit-I
Introduction: Introduction to IS Audit ,Objectives, Need for control and audit of computers,
Effects of computers on internal controls, Effects of computer on auditing, foundations of
information systems auditing Conventional Auditing versus IS Audit, Responsibilities of IS
Auditor, Information System Audit and Control Association .
Framework of IS Audit: Information Systems Control Objectives, CobiT, ISACA, Indian
Standards in IS Auditing, Steps in IS Audit, Internal control and IS Audit: Control, control
framework IS control procedure.
Unit-II
Data Resource and Security Management Controls: Functions of DA and DBA, Data Repository
Systems, Control over the DA and DBA, Conducting a Security Program, Major security Threats
and remedial measures, Controls of last resort.
Operations Management and Quality assurance Controls: Computer Operations, Network
operations, data preparation and entry, Production control, File library, Management of
outsourced operations. QA functions, organizations considerations.
Unit-III
The Application Control Framework: Boundary Controls: Cryptographic controls, Access controls
and audit, Personal identification numbers, digital signatures, plastic cards, audit trail controls.
Input controls, Communication Controls,
Information security and Risk management: Information security Ethics and legal issues, Risk
Business risk, audit risk, security risk, continuity risk ,Risk Strategies, Risk Identification, Risk
Audit Software: Generalized audit software, industry specific audit software, high level
languages, utility software, expert systems, neural network software, specialized audit software,
control of audit software
Production & operation Management
PRODUCTION PLANNING AND CONTROL
Unit I
Objectives and benefits of planning and control-Functions of production control-Types of
production-job- batch and continuous-Product development and design-Marketing aspect -
Functional aspects-Operational aspect-Durability and dependability aspect aesthetic aspect.
Profit consideration-Standardization, Simplification & specialization- Break even analysis-
Economics of a new design.
Unit II
Method study, basic procedure-Selection-Recording of process - Critical analysis, Development -
Implementation - Micro motion and memo motion study – work measurement - Techniques of
work measurement - Time study - Production study - Work sampling - Synthesis from standard
data - Predetermined motion time standards.
Unit III
Product planning-Extending the original product information-Value analysis-Problems in lack of
product planning-Process planning and routing-Pre requisite information needed for process
planning-Steps in process planning-Quantity determination in batch production-Machine
capacity, balancing-Analysis of process capabilities in a multi product system.
Unit IV
Production Control Systems-Loading and scheduling-Master Scheduling-Scheduling rules-Gantt
charts-Perpetual loading-Basic scheduling problems - Line of balance – Flow production
scheduling-Batch production scheduling-Product sequencing – Production Control systems-
Periodic batch control-Material requirement planning kanban – Dispatching-Progress reporting
and expediting-Manufacturing lead time-Techniques for aligning completion times and due
dates.
Logistics Management
Unit I
Definition, concept, customer satisfaction, customer‘s Value Customer value creation
Organizing Logistics function Management of information in logistics functions
Measurement of performance of logistics Functions &functionaries Marketing & Logistics Mix
Marketing of logistics service-client identification, Market survey, customer care services.
Unit II
Development of transport through ages- Necessity of transport in industries and society In
general-types of transport available for carrying: passengers only (b) livestock only (c) Goods
only- (refrigerated/specialized vehicles)-what are the basic differences between these three types
of transports Transport and country‘s economy-transport and Pollution-transport and legal
aspect-transport and Energy consumption. Rail transport-history-all India network-types of
Goods train-Types of wagons vis-à-vis types of Goods carriage Procedure of booking goods-
papers used-freights and freight structure-release of goods at destination
Unit III
Insurance of goods in transit-insurance premium- Joint inspection-transshipment What is
Break-bulk and what are containers? Size-carrying capacity-utility-Concor-CFS and ICDs- Its
advantages-locations-working system-container Yard and container handling equipments. Third
Party Alliance, Activity based Costing & Logistics, Operations Research & Logistics Decision
making. The place of Logistics Management-present & future, Case Studies Multimodal
Transport System-Modal Characteristics Overview, Containerization of transport systems,
Phenomenon of Multimodalism, Multimodalism in India, Legal implications of multimodal
transport
Unit IV
Warehousing-need for knowledge-location of warehouse, Classes of warehouse, Designing of a
warehouse, size of a warehouse, Functions & operations of a warehouse-
consolidation,Breakbulk, Cross docking , Mixing, Assembly- Competitive advantage, production
support warehouse- ERP Definition of Third Party Logistics-Ingredients of
Logistics Partnership- 4PL service providers-Outsourcing-Risks of Outsourcing and risk
management, Relationship Management.
Services Operations Management
Unit I
Importance and role of Services -Nature of services -Service classification Service Package
Service Strategy -Internet strategies - Environmental strategies. New Service Development -
Designing the Service delivery system: Service Blue-printing - Managing Service Experience -
Front-office Back-office Interface - Service scape – Implication for Service Design.
Unit II
Service Quality- SERVQUAL, -Gap Model -Complaint management - Walk-through Audit -
Service Recovery - Service Guarantees - Service Encounter. Service operational planning and
control -Process Analysis - Process Simulation -Service Facility Location -Capacity
Management in Services – Queuing models - Waiting Lines – Simulation - Yield management.
Unit III
Inventory Management in Services – Retail Discounting Model - Newsvendor Model - Vehicle
Routing and Scheduling -Productivity and Performance measurement - Data Envelopment
Analysis (DEA) -Scoring System – Method for customer selection.
Recommended