Preamble - St. Teresa's College · abroad. They are also engaged in Customer Relationship Management (CRM). Marketing Job Outlook: The U.S. Bureau of Labor Statistics (BLS) predicted

Bachelor of Management Studies – International Business

St. Teresa’s College Auto o ous , Er akula

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Curriculum & Syllabus -2015 admission onwards

Preamble

The process of internationalization together with continuous technology improvements,

especially in the last three decades, has brought unprecedented flows of goods, services,

labour and capital across national boundaries. World trade has become increasingly

important, foreign direct investment is growing, and the competitive pressures on many

industries and firms have intensified. There are big challenges for companies which

operate internationally. They are becoming engaged in modes of business that are

different from those they are accustomed to domestically. Therefore, it is important to

develop a better understanding of how these multinational firms are managed and

controlled.

The Bachelor of Management Studies program with specialization in International

Business (BMS-IB) will enable students to understand how firms become and remain

international in scope. They will learn to apply management theories and techniques

important in an increasingly multinational business environment. New research

findings, case studies and comparative perspectives on the management of

internationally operating firms will help students to understand these issues in more

detail, and that the local adaptation of business and management concepts developed

elsewhere is crucial.

The program aims to prepare students for careers requiring global business awareness

and to develop skills required to work in internationally operating companies and

organizations. It provides the students with many opportunities, both to apply the

theoretical knowledge acquired during the modules, and to develop a more in-depth

understanding of common problems emerging in an international business

environment.



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Board of Advisors

Ajay Vidyasagar: Regional Director - Google; Ex COO, Sun Network; Ex President of Star India Pvt Ltd

Bala Subramanian N: COO, Board Director, Sresta Natural Products; Ex Demand Director, Pet Care for Mars India; Ex Sales Director Tropicana, PepsiCo

Niranjan Natarajan: Founder & Creative Director of Why Axis Advertising & Design; Ex creative director at JWT; Ex Creative Director at Grey Worldwide; Ex Creative Supervisor at Ogilvy

Prof. Balasubramanian: Director - GRG School of Management Studies; Ex Professor at TAPMI, Author of The Art of Business Leadership: Indian Experiences

R.Sundar: Director, Times Group; CEO, Timesjobs.com, Magicbricks.com, Simplymarry.com

Subhabrata Ghosh: Founder President & CEO - Celsius100°; Ex Director and COO - Saatchi & Saatchi; Ex Executive Director of Ogilvy; Ex General Manager at Rediffusion DY&R

Subramaniam P: DDB Mudra; RmKV

Venke Sharma: Vice-president, Network digital marketing at STAR TV; Ex head of digital - technical advisor at Leo Burnett Worldwide



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Graduate Attributes

A career in international business is especially suitable for people with an

entrepreneurial flair and those who have good communication skills. A career in

international business usually starts with a job opportunity in a multinational company

for most professionals where their job description may vary hugely according to their

education and skills.

The Bachelor of Management Studies with specialization in International Business

program aims at preparing students to succeed in the global business environment. The

program focuses on providing students with business concepts of the international

community. The coursework deals with management techniques that are applied to

overseas firms and corporations. Students develop understanding of what factors affect

a global firm. Topics studied include strategic planning, trade policies, culture

diversification, public policy, and marketing. The degree program enables students to

analyze the international market scenario, where they can skilfully recognize business

opportunities and learn how to exploit them profitably.

Where to Work - Industries to Consider

A career in international business can be established in many different industries such

as:

Imports

Exports

Operations

Marketing

Supply Chain Management

Direct Investment

Licensing

This list is just a small part of the whole field of international business.



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Occupations to Explore

As demand for high quality international business degree graduates increases, so too do

the salaries paid. It is pursued by professionals who intend to specialize in global

marketing and ongoing education of socio-economic and political factors which affect it.

The growth of international business has created a demand for people who have

knowledge of global markets. With an international business degree, you could work in

a number of positions in many different industries. Some common job titles for

international business degree holders include:

Management Analyst: Management analysts help to improve organizational

efficiency, reduce costs, and increase revenues. Companies who are interested in

expanding have a particular need for management analysts who can offer advice

on doing business foreign markets.

International Sales Representative: International sales representatives and

managers contact potential clients in foreign countries to sell products and

services. They may handle sales campaigns, sales contracts, and similar tasks.

Market Research: A market researcher oversees marketing policies. They also

help to research potential markets and plan marketing campaigns.

Entrepreneur : An international business degree can also assist a candidate

with entrepreneurial endeavours. The education that comes with this degree will

make it easier to do business in the global marketplace.

International Banking Officer: As an International Banking Officer or Associate one can see annual earnings of $ , to $ , or more depending on one s area of specialization. One could either be working in a domestic banking

institution with foreign accounts or foreign owed institutions who are licensed to

do business in that country. Work experience in this career can lead to many

other international positions such as managerial posts within finance

departments, or with global organizations such as the World Bank.

Cultural Advisers: Cultural Advisers work with international business people

who need varying degrees of instruction in foreign languages and cultures. These

professionals generally specialize in specific areas of business such as

technology, management, banking, law, media, or education. Cultural advisers

can also assist in market research for companies wishing to expand their market

overseas, and in foreign career placement.

International Financial Analyst: An international financial analyst monitors

and reports on finances for international operations. They may create budgets

and assist with strategic planning.



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There are also lots of job opportunities in India as well as in international companies.

The job titles include:

Account Manager

Brand Manager

Management Consultant

Business Development Manager

Export Manager

International Product Manager

Area Sales Manager

Industrial Development Analyst

Business Development Advisor

International Marketing Researcher

International Publicity Agent

International Trade Policy Advisor

International Trade Analyst

International Counsellor or Adviser

International Marketing Analyst

International Business Consultant



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List of Major Recruiters

This is the first batch of students taking up this specialized degree and therefore we don t have past experience or track record of actual employers. However, given the core

objective, the course designed and our understanding of the market need a shortlist of

potential employers:

Infosys

HCL Tech.

Himalaya

L & T

Jagran Prakashan

Hungama

Dabur

DDB Mudra

Flipkart.com

Radio Mirchi

ICICI

MakeMyTrip



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Objectives of the Programme

The following statistics highlight some highly encouraging trends in the International Business arena that are both burgeoning and creating huge employment opportunities for suitable candidates. The BMS International Business programme finds its relevance in exploiting the opportunities that these industries are providing.

Marketing: In Marketing, there lies enormous scope for the management graduates with International Business specialization. For boosting overseas sales, searching new business hubs and potential markets abroad, marketing professionals are desired by the export houses. The essential qualification includes; post graduate degree in IB with attitude to take challenges coupled with understanding of the world business environment. Knowledge of foreign language is an added advantage for these professionals. In addition to the above, international marketing executives suggest strategies based on marketing research and predict demand and potential buyers abroad. They are also engaged in Customer Relationship Management (CRM).

Marketing Job Outlook: The U.S. Bureau of Labor Statistics (BLS) predicted employment growth of 12% for marketing managers between 2008 and 2018.

Consultancy: Consultancy is one of the most sought after and remunerative career for international business professionals. An international business consultant is responsible for providing relevant and up-to-date information about various aspects of business development and market information for international companies. The international business consultant conveys information about foreign business investments, opportunities, competitive companies and even information about business practices and legal implications of owning a business in another country. International business consultants work for companies that are already in international markets or with companies that are planning international expansions or investments. Risk analysis and business analysis based on research is also a part of responsibility to international business consultant.

If one is knowledgeable in international trade legislation, negotiation and research in international trade, he/she will surely find suitable positions in WTO, UNCTAD, IMF, World Bank, Regional Trade Blocks and trade associations. Experts in commodity trade are also required for the posts catering to the needs of the exporters and importers. The persons with interest in legal affairs of international trade disputes ranging from patents, specific product and service categories related to geographical locations, multilateral and bilateral trade agreements, customs, tariffs and non tariff issues are much in demand to solve the legal disputes among countries. A degree in international business with law qualification is sufficient to grab the opportunity in this sector.

Consultancy Job Outlook: The Bureau of Labor Statistics projected job growth of more than 80% by 2018.

Entrepreneurship: Entrepreneurship is also one of the lucrative career options for the persons who desire to have their own export house for facilitating international trade



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practices. The professional having some experience in export-import documentation can establish their offices in SEZ sand export processing zones (EPZs) and provide services to the clients related to every aspect of procedural requirement of export and import.

Entrepreneurship Job Outlook: In 2011, the Global Entrepreneurship Monitor (GEM) conducted its 13th annual survey of the rate and profile of entrepreneurial activity around the globe. GEM interviewed over 140,000 adults (18–64 years of age) in 54 economies, spanning diverse geographies and a range of development levels. Based on this survey, GEM estimated that 388 million entrepreneurs were actively engaged in starting and running new businesses in 2011. And according to the Global Entrepreneurship and Successful Growth Strategies of Early-Stage Companies report, released by the World Economic Forum in collaboration with Stanford University and Endeavour Global, the top 1% of companies from among 380,000 companies reviewed across 10 countries contribute 44% of total revenue and 40% of total jobs while the top 5% contribute 72% of total revenue and 67% of total jobs.

Global Export:

International merchandise trade increased was US$58 billion in 1948 and grew by 258 times to 15 trillion in 2010

Total exports of goods and services as a percentage of GDP have increased steadily from 1960 to 2008

The value of world merchandise exports increased by 20% in . Asia s merchandise export volumes grew by 6% in 2011.



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The value of world exports of commercial services rose by 11% in 2011 to US$ 4,170 billion, exceeding pre-crisis levels of US$ 3,850 in 2008.

Growth of US services supply through affiliates in 2009 34% in India and 25% in China.

Global Retail Expansion:

While Europe faced another year of economic turmoil in 2011, developing countries forged full-speed ahead. With consumer confidence improving and spending increasing, global retailers continued their expansion into these markets. In the past five years, U.S. based Wal-Mart, France-based Carrefour, U.K.-based Tesco, and Germany-based Metro Group saw their revenues in developing countries grow 2.5 times faster than revenues in their home markets.

India: India (ranked 5th in global retail development in 2012) remains a high-potential market with accelerated retail growth of 15 to 20 % expected over the next five years. Growth is supported by strong macroeconomic conditions, including a 6 to 7 % rise in GDP, higher disposable incomes, and rapid urbanization. Yet, while the overall retail market contributes to 14 % of India's GDP, organized retail penetration remains low, at 5 to 6 percent, indicating room for growth.

In December 2011, limits for FDI in single-brand retail went up to 100 percent, with an added constraint that sourcing must be 30% local. There are no limits for multi-brand retail FDI, despite initial government proposals to bring it to 49 percent. The changing FDI climate provides an interesting dynamic to several international retailers' entry and expansion plans. Companies such as Gap, IKEA, and Abercrombie & Fitch are stepping up inquiries to enter the market, while others are seeking local partners. For example, LVMH has linked with local player Genesis Luxury Fashion in multi-brand retail.



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Growth in Media & Entertainment:

Social Media:

The two single biggest emerging markets in 2011 and 2012 were India and Indonesia according to eMarketer figures. In 2011 the two countries experienced a massive social network user growth of 51.5 % and 51.4 % respectively. Compare this to the US and UK markets, which grew by only 9.8 % and 9.9 percent.

In 2013 India and Indonesia are still expected to see the biggest growth, at 37.9 % and 28.8 % respectively. The established markets will pretty much plateau, with usage in the UK predicted to rise by 7 % and the U.S. by just 4.1%.

Advertising:

After a strong finish to 2011, media companies around the world saw their advertising revenues grow 3.8% to a total of US$479.9 billion in 2012. Overall global ad spend in Q1 2012 grew to $128 billion USD. Global consumer confidence increased five index points to 94 in Q1 2012, according to global consumer confidence findings from Nielsen.

E-Commerce:

While advertising represents about US$449 billion in advertising spending worldwide in 2012, e-commerce is a far more lucrative revenue-maker . IDATE projects e-commerce will represent € . trillion worldwide by , up from € billion in 2012.

http://www.emarketer.com/Article/Your-Social-Media-Strategy-Global/1009022



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Mobile Phone Subscriptions and Internet Users:

Mobile phone subscription penetration is growing and surpassing Internet penetration in many Asian countries. In India, mobile reach was 56.7 %, while Internet penetration was 7.6%.

Programme Outcomes

Upon successful completion of the BMS in International Business, graduates should be

able to:



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Develop policies and practices that are aligned with organizational goals & objectives in both domestic and global settings.

Critically evaluate a business situation to identify opportunities and constraints.

Demonstrate an understanding of the skills needed to manage global business functions by applying the knowledge gained within many management functions.

Develop, implement and monitor initiatives aimed towards improving the quality, effectiveness and efficiency of people, processes, functions or business units.

Develop cross-functional business processes to effectively utilize financial, human and capital resources to improve productivity, quality and customer satisfaction in a socially and ethically responsible way.

Foster a positive employee relations environment by designing and implementing programs and policies that value a diverse workforce.

Apply risk management techniques to specific business situations.

Develop metrics to track the performance of people, processes, functions or businesses.

Develop policies that are both legally compliant and ethically, culturally appropriate.

Communicate effectively in both domestic and international settings.

Apply human relations, organizational behaviour and leadership skills to the development of multidisciplinary teams.

Demonstrate essential employability skills including teamwork, creative thinking, communication and reasoning skills, and an ability to apply these skills in domestic as well as global contexts.



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Structure of Bachelor of Management Studies in International Business

The BMS International Business gives students a strong foundation in business

knowledge and skills in the first year, before focusing on the global marketplace in years

two and three.

Understanding the concept and principles of management, and how to apply them to

business scenarios and is one of the key courses in this programme, offering students

operational and cultural perspectives on the corporate world.

The BMS International Business will give a comprehensive understanding of core

business modules related to Management Concepts and Principles, Managerial

Economics, Quantitative Techniquens, Organizational Behaviour, Macro Economics,

Accounting, and International Business in year one. This will be complemented by

skills-based tests, assignments, and group activities.

In the second year, students will acquire a keen understanding of global business by

studying the core subjects such as Marketing, Finance, Human Relations, Branding,

EXIM, and Services Management. Students gain insights into internal and external

business environments. They will deepen their knowledge on internal company

processes. Communication will be thoroughly addressed, as it remains a major

challenge in business entities.

In the third year of the course, students continue their business management studies

with a strong focus on subjects covering essential skills such as Strategy, Business Law,

Salesmanship, Media, Ethics, Negotiation, Team Work and Cross Cultural Leadership,

Branding, International Marketing, and Consumer Psychology to enhance their

expertise. This phase provides an opportunity to broaden the students expertise in regard to leadership and strategic thinking.



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Teaching and Learning Strategies

The teaching and learning pattern allows students to progress at a pace suited to their

individual needs and to work on their own initiative in areas of interest. It aims to:

Introduce students to the techniques of researching, organising and presenting their work,

Stimulate logical thinking and critical analysis,

Develop a sense of responsibility for attaining the set objectives

The content of the course is founded on a sound theoretical basis and

includes experience-based and hands-on forms of learning such as case studies, project

work and assignments. An expert tutor team offers its support on both individual and a

group basis.

Vision and Mission of the Department Offering the Programme:

Vision:

To be the centre of Commerce and Management Education

Mission:

Moulding empowered, committed and socially responsible women leaders.



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Detailed Distribution of Courses for

Bachelor of Management Studies (BMS - IB)

Duration of the Course: 03 Years Full-time (06 semesters)

Se

me

ste

r

Course

Code Title of the Course

Cre

dits

Total

No.of

hrs/week Total

Hrs/Sem SA FA

1 CO1C01TB Accounting –I 4 3 72 20 80

CO1C02TB Management Concepts and Practices 4 3 72 20 80

CO1B01TB Managerial Economics 4 3 72 20 80

CO1B02TB Quantitative Techniques for Management 5 3 90 20 80

2 CO2C03TB Accounting-II 4 3 72 20 80

CO2C04TB Organizational Behaviour 4 3 72 20 80

CO2B03TB Applied Macro Economics 4 3 72 20 80

CO2B04TB International Business Environment 5 3 90 20 80

3 CO3C05TB Marketing Management 4 4 72 20 80

CO3C06TB Business Information System 4 4 72 20 80

CO3C07TB Financial Management 4 3 72 20 80

CO3C08TB Human Resource Management 4 3 72 20 80

CO3B05TB Branding, Innovation and Creativity 4 3 72 20 80

CO3B06TB Fundamentals of Foreign Trade 5 3 90 20 80

4

C04B07TB Business Research Methods 4 3 72 20 80

C04B08TB Fundamentals of Business Taxation 4 3 72 20 80

CO4C09TB Corporate Communication 4 3 72 20 80

CO4B09TB Services Management 4 3 72 20 80

CO4B10TB Introduction to Business and Brands 4 4 72 20 80

C04B11TB EXIM Procedures and Documentation 5 3 90 20 80

5 CO5C10TB Fundamentals of Strategy 3 3 54 20 80

CO5B12TB Business Law 3 3 54 20 80

CO5B13TB Enterprise Resource 4 3 72 20 80



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Project

All students have to start the project at the end of the 5th Semester which will be completed in the 6th Semester. There will be one teacher in-charge of the entire class. One teaching hour will be allotted to that teacher to familiarize the students with research methodology and project writing. One teacher in the department will supervise a group of five or six students in the project work. Students should identify their topics in consultation with the supervising teacher. Each department has the freedom to select the area of the project. Credit must be given to original contributions, so students should take care not to copy from other projects. The project report must be limited to 140 pages. There must be a bibliography at the end and prescribed methodology of research must be followed while writing the project report. The project report is to be spiral bound only. The last date published for submitting the projects is to be adhered to.

Distribution of Courses and Credits

The Bachelor of Management Studies in International Business includes (a) Common

Courses, (b) Core Courses and (c) Complementary Courses. No course shall carry more

than 5 credits.

Courses

There are 6 courses in 1st to 4th Semesters and 7 courses in 5th and 6th Semesters. 37

Courses in Six Semesters and additionally a Project is also must be completed by the end

of the 6th Semester. The Programme contains 20 Core Disciplinary Courses including

Project, 14 Complementary Courses and 4 Common Courses.

Planning

CO5C11TB Persuasion and Salesmanship 3 3 54 20 80

CO5B14TB Experiential Branding 4 3 72 20 80

CO5C12TB Mass Media 4 4 72 20 80

C05C13TB Creative Communication 4 4 72 20 80

6 CO6B15TB Business Ethics and Values 4 3 72 20 80

CO6C14TB Business Negotiation 3 3 54 20 80

CO6B16TB Team Work and Cross Cultural Leadership 3 3 54 20 80

CO6B17TB Digital Branding 3 3 54 20 80

CO6B18TB International Marketing 4 3 72 20 80

CO6B19TB Consumer Psychology 4 3 72 20 80

CO6B01PB Project Work 4 4 72 20 80



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Scheme of Courses

S.No. Course Work - Subject Area No.of courses

Credits

1 Common Courses 4 12

3 Discipline Core 19 58

2 Complementary Courses 14 46

4 Project 1 4

Total 120

Course Code

Every course in the programme is coded according to the following criteria. The first

two characters of the code indicates COMMERCE (C0) and the third numeric character

indicates the Semester, Fourth Character indicates the type of Course (A for Common

Course, B for Core/Elective, C for Complementary, D for Open Course), the fifth numeric

digits indicate the Course number, the sixth characters indicate type of course T for

Theory and P for Practical, and the Seventh character B for UG, M for PG.



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Scheme of the Core Courses

Course Code Title fo the Course No.of

Contact

Hrs./Week Cre

dit

Se

me

ste

r

Total

No.

of

Hrs.

CO1B01TB Managerial Economics 4 3 1 72

CO1B02TB Quantitative Techniques for Management 5 3 1 90

CO2B03TB Applied Macro Economics 4 3 2 72

CO2B04TB International Business Environment 5 3 2 90

CO3B05TB Branding, Innovation and Creativity 4 3 3 72

CO3B06TB Fundamentals of Foreign Trade 5 3 3 90

C04B07TB Business Research Methods 4 3 4 72

C04B08TB Fundamentals of Business Taxation 4 3 4 72

CO4B09TB Services Management 4 3 4 72

CO4B10TB Introduction to Business and Brands 4 4 4 72

C04B11TB EXIM Procedures and Documentation 5 3 4 90

CO5B12TB Business Law 3 3 5 54

CO5B13TB Enterprise Resource Planning 4 3 5 72

CO5B14TB Experiential Branding 4 3 5 72

CO6B15TB Business Ethics and Values 4 3 6 72

CO6B16TB Team Work and Cross Cultural

Leadership

3 3 6 54

CO6B17TB Digital Branding 3 3 6 54

CO6B18TB International Marketing 4 3 6 72



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Scheme of the Complementary Courses

Course Code Title fo the Course

No.of

Contact

Hrs./Week Credit Semester

Total No.

of Hrs.

CO1C01TB Accounting –I 4 3 1 72

CO1C02TB Management Concepts and Practices 4 3 1 72

CO2C03TB Accounting-II 4 3 2 72

CO2C04TB Organizational Behaviour 4 3 2 72

CO3C05TB Marketing Management 4 4 3 72

CO3C06TB Business Information System 4 4 3 72

CO3C07TB Financial Management 4 3 3 72

CO3C08TB Human Resource Management 4 3 3 72

CO4C09TB Corporate Communication 4 3 4 72

CO5C10TB Fundamentals of Strategy 3 3 5 54

CO5C11TB Persuasion and Salesmanship 3 3 5 54

CO5C12TB Mass Media 4 4 5 72

C05C13TB Creative Communication 4 4 5 72

CO6C14TB Business Negotiation 3 3 6 54

CO6B19TB Consumer Psychology 4 3 6 72

CO6B01PB Project Work 4 4 6 72



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EXAMINATIONS



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EXAMINATIONS

The evaluation of each course shall contain two parts – Sessional Assessment and Final Assessment. The Sessional and Final Assessments shall be made using a Mark- based Grading system based on a 7-point scale. Overall Sessional:Final ratio will be maintained as 20:80.

SESSIONAL ASSESSMENT The Sessional evaluation is to be done by continuous assessment of the following components. The components of the evaluation for theory and practical and their weights are as below.

I. Distribution of sessional marks:

a. For Theory Courses

Attendance - 5 marks

Assignment - 5 marks

Test paper - 10 marks

Total - 20marks

b. For Practicals

Attendance - 5 marks

Record - 5 marks

Test Paper - 10 marks

Total - 20 marks

II. Attendance Evaluation

A student should have a minimum of 75% attendance. Those who do not have the minimum requirement for attendance will not be allowed to appear for the Final Examinations. Marks for attendance:

90% - 100% - 5marks

85% - 89% - 4 marks

80% - 84% - 3 marks

75% - 79% - 2 marks

III. Assignment/Seminar/Viva

1st to 5th semesters - Assignment/Seminar

6th semester – Seminar only

IV. Test Paper

Average mark of two sessional examinations shall be taken.



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FINAL ASSESSMENT

The final examination of all semesters shall be conducted by the institution on the close of each semester. For reappearance/ improvement, students may appear along with the next batch.

Project Evaluation

The students should submit two copies of their project reports. Two internal examinations will be conducted by the department – one written examination on research methodology and one oral examination on the area of the project. There will be an external evaluation of the project, but there will be no viva-voce. Evaluation of Projects will be done in the college by external examiners deputed by the University. Plagiarism of any kind will be sternly dealt with. The weights for the project evaluation are distributed as follows:

The marks distribution for assessment of different components is as follow:

Sessional Evaluation:

Component Marks : 20

Punctuality 2

Innovativeness of Topic 2

Test Paper 8

Presentation and Viva Voce 8

Total 20

Final Evaluation:

Component Marks : 80

Significance and Scope 15

Research Methodology 25

Presentation of Report 40

Total 80

COMPUTATION OF CCPA

Grade and Grade Point is given to each course based on the percentage of marks obtained as follows:



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Percentage of

Marks

Grade Grade

Point

90 and above A+ - Outstanding 10

80-89 A - Excellent 9

70-79 B - Very Good 8

60-69 C - Good 7

50-59 D - Satisfactory 6

40-49 E - Adequate 5

Below 40 F - Failure 4

Note: Decimal are to be rounded to the next whole number CREDIT POINT AND CREDIT POINT AVERAGE

Credit Point (CP) of a course is calculated using the formula CP = C x GP, where C = Credit for the course; GP = Grade point

Semester Credit Point Average (SCPA) is calculated as

SCPA=

where TCP = Total Credit Point; TC = Total Credit

Grades for the different semesters / programme are given based on the corresponding SCPA on a 7-point scale as shown below:

SCPA Grade

Above 9 A+ - Outstanding

Above 8, but below or equal to 9 A - Excellent

Above 7, but below or equal to 8 B -Very Good

Above 6, but below or equal to 7 C - Good

Above 5, but below or equal to 6 D - Satisfactory

Above 4, but below or equal to 5 E - Adequate

4 or below F - Failure

Cumulative Credit Point Average for the programme is calculated as follows:

CCPA =

where TCP1…….., TCP6 are the Total Credit Points in each semester and TC1…….., TC6

are the Total Credits in each semester Note: A separate minimum of 30% marks each for Sessionals and Finals (for both theory and practical) and an aggregate minimum of 40 % is required for the pass of a course. For pass in a programme, a separate minimum of Grade E is required for all the individual courses. If a candidate secures F Grade for any one of the courses offered in a Semester/Programme only F grade will be awarded for that Semester/Programme until he/she improves this to E grade or above within the permitted period. Candidate who secures E grade and above will be eligible for higher studies.



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Pattern of Questions

Questions shall be set to assess knowledge acquired, application of knowledge in life situations, critical evaluation of knowledge and the ability to synthesize knowledge. The question setter shall ensure that questions covering all skills are set. He/She shall also submit a detailed scheme of evaluation along with the question paper.

The pattern of question for Common Courses, Core Courses and Complementary Courses offered are listed below:

a. The duration of examination is 3 hours.

b. Each question paper has four parts A, B, C and D.

c. Part A contains 6 questions of 1 mark each all of which the candidate

has to answer.

d. Part B contains 10 short answer type questions spanning the entire

syllabus and the candidate has to answer 7 questions. Each question

carries 2 marks.

e. Part C contains 8 problem type questions/short essays spanning the

entire syllabus and the candidate has to answer 5 questions. Each

question carries 6 marks. But for Open Courses, Part C contains short

essay type questions only.

f. Part D contains 4 essay type questions spanning the entire syllabus ad

the candidate has to answer 2 questions. Each question carries 15

marks.

g. The total mark for courses is 80.



25


SYLLABI OF CORE COURSES



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Course Code : CO1B01TB

Name of the Course: Managerial Economics Duration: One Semester Semester: 1 Total Lecture Hours: 72

Aim of the course: The objective of this subject is to acquaint the student with the basic Principles, tools and techniques of Economics and application of the same in the competitive business world

Course Overview and Context: The fundamental economic principles underlying the operation of modern businesses in market-based economies are investigated. Among the questions addressed are: How does the distinction between costs in the short and long run affect decisions? How do costs, demand, price, and profit relate? What factors determine the degree of competition in an industry? What pricing strategies are available to a firm? How can the use of game theory improve managers decisions? How do managers use regression analysis? How does market structure determine profitability?

Syllabus Content

Introduction to Managerial Economics

Meaning & Definition

Features of Managerial Economics

Scope of Managerial Economics

Objectives and practical uses of Managerial Economics

Role and Responsibilities of Business Economist to modern Business

Management.

Theory of Demand and Demand Forecasting

Meaning- determinants - demand schedule - demand curve.

Law of Demand- exceptions- shifts in demand and movements in demand.

Elasticity of demand- meaning- types.

Price elasticity of demand- meaning-degrees-measurement:

Total outlay- Point Method.

Income elasticity of demand

Cross elasticity of demand

Demand Forecasting- Meaning- levels- objective

Method of estimation-Survey Method and Statistical method

Forecasting for a new product

Theory of Consumption

Consumption - meaning, features –types.

Role of consumer under open and closed economy.

Theory of consumer Behaviour

Cardinal Approach: Gossen first law and second law.

Concept of consumer surplus

Ordinal approach – Hicks and Allen model.

Meaning of ICA properties - consumer s equilibrium.



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Concept of MRS– substitution effect- Income effect -price effects.

Concept of Engle s law

Theory of Production and Cost

Meaning of production function- classification- fixed factors-variable factors.

Law of variable proportion

Concept of Iso-quant and Iso-cost - producer s equilibrium. Managerial equilibrium- MRTS- optimal combination.

Economies of scale- meaning- Internal and External economies of scale.

Supply- meaning- determinants

Law of supply

Cost: Meaning- concepts-Computation of costs.

Market Structure

Revenue: Meaning- classification

Perfect competition- meaning- features- equilibrium price determination

simultaneous changes in demand and supply – importance of time element- short

run and long run equilibrium.

Imperfect competition –

o Monopoly- meaning- features- short and long run equilibrium – price and output

determination under Discriminating Monopoly.

o Oligopoly- meaning – features-kinked demand curve.

o Duopoly-meaning- features

Competencies of the course: C1. Understand the Meaning & Definition of Managerial Economics

C2. Understand the Theory of Demand and Demand Forecasting C3. Understand the Theory of Consumption C4. Understand the Theory of Production and Cost C5. Understand the Market Structure

Learning Resources

Textbook

1. Alfred William Stonier and Douglas Chalmers Hague, A Text of Economic Theory,

Fourth Edition, Wiley, 1972

References

1. M. L. Jhingan, International Economics, Fourth Edition, Vrinda Publication Pvt.

Limited, 1997.

2. Joel Dean, Managerial Economics, Second Edition, Prentice-Hall, 1951.

3. Varshney and Maheshwari: Managerial Economics, Fourth Edition, Sultan Chand,

2007



28


Blue Print - Question Paper

Module * Part A – 6/6 (1 Mark each)

Part B – 7/10 (2 Marks each)

Part C – 5/8 (6 Marks each)

Part D – 2/4 (15 Marks each)

1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks

BMS-IB CBCSS Exam

Semester 1

Core - CO1B01TB - MANAGERIAL ECONOMICS

Max marks: 80

Max time: 03 hrs

PART A

Answer any six questions

1. Define managerial economics.

2. Mention two characteristics of managerial economics.

3. Mentions two determinants of demand.

4. State the law of demand.

5. What is consumption? Mention its types.

6. What is Engle's curve?

6x1= 06 marks

PART B

Answer any seven questions

7. Define production function.

8. What is marginal rate of technical substitution?

9. What is envelop curve?

10. What is duopoly?

11. Why is Price=AR=MR under perfect competition?

12. Distinguish between economic theory and managerial practice.

13. Explain the concept of consumer surplus.

14. State and explain the law of supply.

15. Explain the importance of time-element in price-output determination under

perfect competition.

16. With the help of the following data adopting total quality method, find out

different degrees of price elasticity of demand and show the graphical

representation.



29


Price per unit (in Rs)

Quantity demanded (in Units)

20 900

18 1000

16 1125

20 900

18 1100

16 1300

20 900

18 950

16 1025

7x2= 14 marks

PART C

Answer any five questions 17. A manufacturer incurs a TFC of Rs.540 to product 7 units of a commodity. MC

is zero when output is zero. To product 7 units, he incurs MC of Rs.320, 200,

180, 120, 80, 120 and 200 respectively. Find out his TC, TVC, AFC, AVC and

AC.

18. Explain the roles and responsibilities of a managerial economist.

19. Explain different degrees of price elasticity of demand.

20. What are indifference curves? Explain the properties of indifference curve.

21. What are economies of scale? Explain various forms of internal and external

economies.

22. Explain the features of monopoly. How is price determined under

discriminatory monopoly?

5x6=30 marks

PART D

Answer any two questions

23. Explain price elasticity of demand.

24. Explain the Law of Diminishing Marginal Utility or Gossen's First Law .

25. Explain Economies of scale, its meaning and types.

26. Explain imperfect competition and its types.

2x15=30marks



30



Name of the Course: Quantitative Techniques for Management I Duration: One Semester Semester : 1

Total Lecture Hours: 90

Aim of the course: To provide basic knowledge of quantitative mathematical tools and its applications in business & management.

Course Overview and Context: Basic concepts of probability and statistics used in management are presented. Topics include data analysis and display, descriptive measures, random variables, probability distributions, inference, an introduction to analysis of variance and regression analysis, time series analysis, and statistical applications to quality control. Management applications using examples are emphasized.

Syllabus Content

Introduction & Organization of Data

Definition of Statistics

Functions

Limitations

Scope of statistics in Business

Industry and Economics

Concept of Data, Variable population, Sample

Concept of Classification of data - Types

Frequency distributions

Tabulation of Data

Parts of table

Requisites of a good table

Analysis of Uni-Variate Data

Measures of Central Tendency

Introduction, Types of Central Tendency Measures, qualities of good measure of

Central tendency

Arithmetic mean – Computation using Direct shortcut and step-deviation method,

problems on missing frequencies (one or two), properties of AM, problems on

combined Mean, corrected Mean

Weighted AM – Simple problems of Weighted AM

Median – computation for raw data, discrete and continuous data, problems on

missing frequencies

Mode – computation of mode for raw data, discrete and continuous data – for Uni-

modal distribution, problems on Grouping and analysis table

Measures of Dispersion

Introduction, Types of dispersion measures – concept absolute and relative

measures



31


Qualities of good measure of dispersion

Range – Concept and simple problems

Quartile deviation – computation of QD and its coefficient for raw, discrete and

continuous data

Standard Deviation – Computation of SD and its coefficient for raw, discrete and

continuous data

Time Series Analysis

Objectives and uses of Time series analysis

Components of Time series

Measurement of Trend by Moving averages method and Least squares method to

Linear.

Analysis of Bi Variate Data- Correlation

Correlation – Meaning & Types

Spearman s Rank correlation, Karl Pearson s co efficient of correlation, Probable error

Concurrent deviation method.

Analysis of Bi Variate Data- Regression

Regression – Meaning

Regression lines

Properties of Regression lines and regression coefficient

Related problems on regression lines and Regression coefficient

Competencies of the course: C1. Understand the Measures of Central Tendency

C2. Understand the Measures of Dispersion

C3. Understand the Time Series Analysis

C4. Understand the Analysis of Bi Variate Data- Correlation

C5. Understand the Analysis of Bi Variate Data- Regression

Learning Resources

Textbook

1. Sancheti D. C. & Kapoor V. K., Business Mathematics, Eleventh Edition, Sultan

Chand & Sons, 2012

References

1. V. K. Khanna, Qazi Zameeruddin, S. K. Bhambri, Business Mathematics, Second

Edition, Vikas Publishing House Pvt Limited, 2009

2. R. S. Soni, Essential Business Mathematics & Business Statistics, ANE Books, 2012

3. J. K. Singh, Business Mathematics, Second Edition, Himalaya Publishing House,



32


2012






1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks

BMS-IB CBCSS Exam

Semester - 1

Core - CO1B02TB - QUANTITATIVE TECHNIQUES FOR MANAGEMENT-I

Max marks: 80

Max time: 03 hrs

PART A


1. Calculate the Mean for the following data:

35, 28, 38, 15, 41, 51, 59, 65, 24

2. Explain the difference between Primary data and Secondary data.

3. If the standard deviation and coefficient of variation of a distribution are 10 kgs and 23% respectively. Find the Mean.

4. How letters of word Probability be arranged such that all vowels be together?

5. Explain Conditional Probability.

6. How Poisson Distribution is related with Binomial Distribution. 6x1= 06 marks

PART B


7. What is arithmetic mean, median and mode?

8. Write the formula for obtaining interval estimate of a population mean, σ-known case.

9. List the types of dispersion measures.

10. Find the value of test statistic given that .



33


11. What is Coefficient of Determination.

12. What is Standard Error.

13. The regression line of y on x is 5y-3x+6=0 and regression line of x on y is 6x-

3y+8=0. Find correlation coefficient.

14. What is limitation of Graphical Methods in LPP.

15. What is Correlation? List it types.

16. What is Regression?

7x2= 14 marks

PART C

Answer any five questions

17. The mean weight of 100 workers in a factory is 50.42kg. If the mean weight of

the men in the factory is 56 kg and that of the women is 47kg, find the number of

men and women in the factory.

18. Find the missing frequency from the following distribution of daily wages of

shops, given that the Median sale of shops is Rs 2400.

19. Find the Mean Deviation of the following set of numbers through Mean?

21, 14, 17, 9, 6, 13, 33, 15, 28, 21, 12, 38, 31, 32, 25

20. What are the steps in formulating a Linear Programming Problem (LPP)?

21. One card is drawn at random from a pack of 52 cards. What is the probability

that the card drawn is a face card (Jack, Queen and King only)?

22. The total marks given to ten ice-skaters in a competition were as follows:

Calculate the Spearman s Rank correlation coefficient between Judge 1 and Judge 2.

23. List the properties of Regression lines and regression coefficient.



34


24. List the objectives and uses of Time series analysis.

5x6=30 marks

PART D


25. A firm produces 3 products A, B and C. The profits are 3 paisa, 2 paisa and 4 paisa

respectively. The firm has 2 machines and given below is the required processing

time in minutes for each machines on each product

Machines D and E have 2000 and 2500 machine minutes respectively. The firm must manufacture A s, B and c but not more than A. Set an LP to maximize the total profit.

26. A company assigns 5 salesman to 5 districts in which it operates. Estimates of

sales revenue in thousands of rupees for each salesman in different district are

given in the table. In your opinion, what should be the placement of the sales

men if the objective is maximizing the expected sales revenue?

Salesmen District

D1 D2 D3 D4 D5

S1 40 46 48 36 48

*S2 48 32 36 29 44

S3 49 35 41 38 45

S4 30 46 49 44 44

S5 37 41 48 43 47

27. Calculate Karl Pearson s coefficient of correlation in the following series relating to cost of living and wages:



35


28. Brand Manager is concerned that her brand s share may be unevenly distributed throughout the country. In a survey in which the country was divided into 4

geographic regions, a random sampling of 100 consumers in each region was

surveyed, with the following results:

Calculate the sample chi-square test, state the null and alternate hypothesis and at @=5%, test whether brand share is the same across the four regions.

2x15=30marks


Name of the Course: Applied Macro Economics Duration: One Semester Semester : 2 Total Lecture Hours: 72

Aim of the course: To acquaint the students about the Macro Economic variables influencing business management and practices.

Course Overview and Context: A study of the patterns and fluctuations of growth of the aggregate level of economic activity in a modern complex society. Among the topics included are: the measurement and determination of national income; the nature and role of money and interest rates; inflation; the role of expectations; the role of trade; macro economic forecasting; alternative fiscal and monetary policies and their role in promoting stability and progress; and macro aspects of legislation.

Syllabus Content

Approaches to Economic Theory

Classical Vs. Modern Economic approach

Micro and Macro Meaning

Circular flow of Income-

Concept of National Income: GNP, NNP, GDP, NDP, PI, DPI, PCY

National Income at factor cost and Market price

Estimation of National income- Product-Income-Expenditure Met

Difficulties of Estimation

National income and economic welfare

Public Finance

Public Finance: Budget - Types

Public revenue - Tax and Non-tax



36


Public Expenditure- Heads of expenditure

Public Debt: Classification

Deficit financing - Taxable capacity - factors influencing taxable capacity

Macro Economic Environment

Meaning of Inflation - causes and effect

Cost push and demand pull inflation

Deflation – Meaning and causes

Phillips curve- stagflation- M1 and M3

Measures to control inflation - Role of Monetary policy

Fiscal policy- Instruments

Balance of Payments and Business Cycles

Meaning- Difference- Types

Component of BOP- Current and Capital Account

Unfavorable BOP- causes

Monetary and Non-Monetary Measures

Business cycle: Meaning- definition- features

Stages of Business Cycle

Effects and Measures to control cyclical fluctuation

Foreign Trade & Development

Role of External Trade in Economic Development

Terms of Trade: NBTOT - GBTOT

Exchange rate- spot and forward exchange rate

Foreign capital – Role of foreign aid – types

Competencies of the course: C1. Understand the Approaches to Economic Theory

C2. Understand the Public Finance

C3. Understand the Macro Economic Environment

C4. Understand the Balance of Payments and Business Cycles

C5. Understand the Foreign Trade & Development

Learning Resources

Textbook

1. M. L. Jhingan, International Economics, 6th edition, Vrinda Publications, 2009

References

1. Niravathi & C Ramani Nair, International Economics, 1stedition, Interline

Publishing Pvt Ltd, 2003.

2. Joel Dean, Managerial Economics, 1st edition, PHI Learning Private Limited, 2009.



37


3. Varsheney and Maheswari, Managerial Economics, 2nd edition, Prentice-Hall of

India Pvt.Ltd, 2005






1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks

BMS-IB CBCSS EXAM

Semester - 2

Core - CO2B03TB - APPLIED MACRO ECONOMICS

Max marks: 80

Max time: 03 hrs

PART A

Answer any six questions 1. Define Real and Nominal GNP?

2. Define Transfer Payment?

3. Define Budget?

4. Mention types of tax revenue sources?

5. Define Phillips curve?

6. Mention reasons for demand pull inflation?

6x1= 06 marks PART B


7. Define Balance of Payment?

8. Mention the features of Business Cycle?

9. Define Terms Of Trade?

10. What do you mean by Foreign Aid?

11. Write a short note on Output method of National Income calculation?

12. Briefly explain both planned and non planned expenditure of Public

expenditure?

13. Write a short note on Public Debt?



38


14. Briefly explain the phases of Business Cycle?

15. Write a short note on Demand pull and cost push Inflation?

16. Briefly explain the causes for disequilibrium of Balance of Payment?

7x2= 14 marks PART C

Answer any five questions 17. Write a short note of foreign capital and economic development? 18. Briefly explain the types of Foreign aid? 19. Explain the components of Budget? 20. State the causes and effects of inflation. 21. Explain Deflation and its causes. 22. State the measures to control inflation. 23. Explain the component of Balance of Payments. 24. Explain the stages of Business Cycle.

5x6=30 marks

PART D


25. Explain National Income and related concepts? 26. Explain how monetary policy instruments are used to control inflation? 27. Explain how foreign trade leads to economic growth? 28. Explain the measures to correct disequilibrium in Balance of Payment?

2x15=30marks



39



Name of the Course: International Business Environment Duration: One Semester Semester : 2 Total Lecture Hours: 90

Aim of the course: To acquaint the students with emerging issues in international business; to help students evaluate the impact of international business environment on foreign market operations of a firm.

Course Overview and Context: Explores the distinctive nature of business conducted beyond the boundary of the domestic market. Examines how firms reach multinational scale while exposed to the turbulence and complexity of international political and economic forces.

Syllabus Content

Introduction to International Business Environment Nature of International Business Environment, Theories of International Trade: Ricardo s Theory, Heckscher-Ohlin Theory, Economic Environment, Political and Regulatory Environment, Demographic Environment, Social, Cultural and Technological Environment Multinational Enterprises

Introduction to the concept of Multinational Enterprises, Meaning of International Corporations, Role and importance of Multi-national corporations in international business, Elements of Multinational Enterprise Strategy, Market Entry Mode Strategies, International Strategic Alliances, Cross-border Integration & Coordination, Knowledge Management, MNEs from Emerging Economies Regional Economic Grouping Evolution, structure and functions of:

o North Atlantic Free Trade Agreement (NAFTA)

o South Asian Association for Regional Cooperation (SAARC)

o European Union (E.U.)

o World Trade Organization (WTO)

Foreign Exchange Market

Introduction to Foreign Exchange Market, Meaning of Exchange Rate, Determination of Exchange rate – Fixed, Flexible and Managed, Implications of Foreign Exchange Market on International business, Foreign Exchange transaction mechanism (Option – forward contract – arbitrage – hedging and swaps), Pricing pattern, Trade, PPP, IRP, IFE, Portfolio, Balance, Demand and Supply Growth, BOP Monetary Approach, Management of foreign Exchange with special reference to India Emerging Developments in International Business International Marketing through Internet; Ecological concerns and international marketing ethics, Latest trends in International Business. Growing Emerging Markets, Demographic Shifts, Increased Competition, Slower Growth, Clean Technology, The age of relentless innovation – with external and internal focus, Sales growth predicted to be largely in emerging markets

Competencies of the course:



40


C1. Understand the International Business Environment

C2. Understand Multinational Enterprises

C3. Understand Regional Economic Groupings

C4. Understand the Foreign Exchange Market

C5. Understand the Emerging Developments in International Business

Learning Resources

Textbook

1. Charles Hill, Arun Kumar Jain, International Business – Competing in the Global

Market Place, Sixth Edition, Tata McGraw Hill, 2008

References

1. Miltiades Chacholiades, International Economics , Mc-Grew Hill Publishing Co,

New York. 1990

2. W. Charles Sawyer and Richard L. Sprinkle, International Economics, Third

Edition, Prentice Hall. 2009

3. ML Jhingan, International Economics, Vrinda Publication Pvt. Limited, 1997






1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



41


BMS-IB CBCSS Exam

Semester 2

Core - CO2B04TB - INTERNATIONAL BUSINESS ENVIRONMENT

Max time: 03 hrs Max marks: 80

PART A


1. Define Business? 2. Name any two Macro factors affecting business? 3. Define Factor Endowments? 4. Explain any two Market entry mode strategies? 5. Explain any two benefits of SAARC? 6. Explain EU in brief.



7. Define Fixed Foreign Exchange?

8. What is Socio Cultural environment?

9. Define SWAP?

10. What do you mean by Primary Market?

11. Name any two ecological concerns in International Business?

12. Explain Ricardo s Theory of international trade. 13. Explain the Economic Environment with respect to international business. 14. Briefly explain the market entry mode strategies of multinational corporations

(MNCs)

15. What does NAFTA, SAARC, EU, WTO stand for?

16. Explain Exchange Rate.

7x2= 14 marks

PART C

Answer any five questions 17. Write a note on NAFTA? 18. Explain Ricardo s theory of International Trade? 19. Explain the main objectives of MNC? 20. Write a note on Regional trade blocs? 21. Define Foreign Exchange & its types? 22. Explain main features of Emerging markets? 23. Explain the various Macro economic factors affecting business? 24. Write a note on the demographic shifts with respect to international business.

5x6=30 marks

PART D


25. What are the main Market Entry Mode Strategies? 26. Describe ecological concerns and international marketing ethics. 27. Write a note on various Financial instruments? 28. Explain Regional Economic Grouping? Elaborate on the main advantages &

functions of WTO?



42


2x15=30marks


Name of the Course: Branding, Innovation and Creativity Duration: One Semester Semester : 3 Total Lecture Hours: 72

Aim of the course: To enable students to identify, analyse, discuss and debate the wide range of perspectives concerning, branding, creativity and innovation in an organizational context.

Course Overview and Context: The course encourages you to consider the value of branding in today's competitive global environment, where organisations continue to compete in overcrowded markets. As consumers become more sophisticated and the plethora of products more similar, the need to differentiate through emotional attachment has become increasingly important.

Syllabus Content

Introduction to Brands The Concept of Brands, The Economic Importance of Brands, The Social and Political Aspects of Brands, Difference between Marketing and Branding, Changing Rules of Marketing and Branding in India, Digital Dimension, Consumer Activism, Leveraging Technology, Introduction to Brand Positioning, Fundamentals of Brand Positioning, First Movers, Mistakes in Brand Positioning, Introspection Understanding Innovation Understanding Innovation: the need for innovation in the service, manufacturing, public and other sectors, Creating Customer-focused Ideas: understanding customers hidden needs through enhanced methods for market research, People and Organization: building a culture of innovation, Developing an Innovation Strategy, Boosting Innovation Performance. The Innovation Process Managing the innovation process, Different types of innovation and their implications for businesses, Strategic management of innovation, Business model innovation, Technologies for innovation, Innovation in a globalized and networked world, Innovation in Services, User-driven innovation and co-creation. Introduction to Creativity Creativity and Creative Thinking, Designing Creative Organizational Cultures, Entrepreneurship and Creativity: Deriving meaning and making money from ideas, Emotional Intelligence and Creativity: Unleashing the creative power of the human mind, Marketing Creativity: Branding and Authenticity, Innovation strategy: open innovation, Managing innovation and change. Creativity Strategies

Brainstorming, Reverse Brainstorming, Lateral Thinking, Random Input, Analogy Technique, Forced Analogy, Mind Mapping, Metaphorical Thinking, Synectics, The Discontinuity Principle, Storyboarding, Lotus Blossom Technique, Assumption Smashing, Escapism Technique, Search and Reapply Technique, Idea Checklist, Attribute Listing, Morphological Charts

Competencies of the course: C1. Understand the Concept of Brands



43


C2. Understand the Difference between Marketing and Branding

C3. Understand Consumer Activism

C4. Understand Brand Positioning

C5. Understand Innovation

C6. Understand the Development of an Innovation Strategy

C7. Understand the Innovation Process

C8. Understand User-driven innovation and co-creation

C9. Understand the Different types of innovation

C10. Understand Creativity

C11. Understand Creativity and Creative Thinking

C12. Understand Emotional Intelligence and Creativity

C13. Understand Creativity Strategies.

Learning Resources

Textbook

1. Managing change, creativity & innovation, Dawson, Patrick Andriopoulos,

Constantine, Sage, 2014

References

1. Management and creativity: from creative industries to creative management,

Bilton, Chris, Blackwell Pub., 2007

2. Managing creativity: the dynamics of work and organization, Davis, Howard,

Scase, Richard, Open University Press, 2000

3. The creative economy: how people make money from ideas, Howkins, John,

Penguin, 2001

4. David Aaker. Brand Relevance – Making Competitors Irrelevant. Jossey Bass. 2011






1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



44


Course Code: CO3BO6TB Name of the Course: Fundamentals of Foreign Trade Duration: One Semester Semester : 3 Total Lecture Hours: 90

Aim of the course: To impart a clear understanding of framework of Export Import Trade, various documents related to procedures in exporting and importing, export shipment procedures, export finance and export incentives.

Course Overview and Context: Students considering going into business in an industry which emphasizes international operations need an understanding of international financial markets, institutions and instruments. An introductory foreign trade course explains returns to foreign investments in outside currency and in the stock and bond markets. It also covers foreign exchange risk forward markets, international capital flows and exchange rate fluctuations, as well as economic integration, strategic trade policy and protectionism. Students also learn about distribution issues, trade agreements and empirical concepts in applied trade analysis.

Syllabus Content

An Overview on Foreign Trade Importance - nature and scope of International business; Modes of entry into International Business. Internationalisation process and managerial implications.

Conducting Business in Multiple Countries

Framework for analyzing international business environment – Domestic, foreign and global environments and their impact on international business - UNESCO guidelines. Economic Integration and Agreements

Levels of Economic integration, NAFTA, SAFTA, ASEAN, EU and recent multilateral agreement in India s foreign trade. Joint Ventures and Foreign Collaborations

Joint Ventures and other forms for strategic alliances: Traditional and emerging reasons for forming strategic alliances: Pitfalls in strategic alliances; Making cross-cultural alliances work

Regulations for Foreign Trade India Laws and Regulations Governing International Business Transactions, Taxation of foreign income; Foreign investment; Setting up offices and branches abroad.

Competencies of the course: C1. Understand the nature and scope of International business

C2. Understand the Framework for analyzing international business environment

C3. Understand UNESCO guidelines

C4. Understand the global environments and their impact on international business

C5. Understand the Levels of Economic integration



45


C6. Understand the functioning of NAFTA, SAFTA, ASEAN, EU

C7. Understand Joint Ventures and Foreign Collaborations

C8. Understand Traditional and emerging reasons for forming strategic alliances

C9. Understand the Pitfalls in strategic alliances

C10. Understand the Regulations for Foreign Trade

Learning Resources

Textbook

1. Ghanshyam Sharma. (2010). International Trade Theory and Practice. Centrum

Press.

References

1. M.L. Varma. (2012). Foreign Trade Management. Government of India.

2. Vaish, M.C. (2002). Macro Economics. Vikas Publishing House

3. Daniels and Radebaugh : International Business






1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



46


Course Code : CO4B07TB Name of the Course: Business Research Methods Duration: One Semester Semester : 4 Total Lecture Hours: 72

Aim of the course: To teach the students how to constantly design and execute intelligent and innovative research studies to scan the environment; different forms of research and their relevance and application.

Course Overview and Context: Introduction to qualitative & quantitative research methods in organisational contexts. Exploratory, quasi-experimental, survey, evaluation & action research methods. Sampling theory. Research process & report writing. Ethics in business research.

Syllabus Content

Market Research: An Overview Market Research – An Overview, Introduction to Market Research The Market Research Plan, Divisions of Marketing Research, Marketing Research and Marketing Management, The Marketing Research Process, Commissioning Market Research, Research Brief, Developing the Research Plan

Types of Research

Types of Research, Quantitative Market Research, Qualitative Market Research, Types of Qualitative Market Research, Newer and Emerging Qualitative Researches, Observational Research, Types of Observational Research, Advantages and Disadvantages of Observational Research

Market Research Design Importance of Marketing Research in Business, Marketing Research and Decision Making, Quantitative Research Sampling, MR Measurement and Scaling, Measurement Techniques: Nominal Scale, Ordinal Scale, Interval Scale, Ratio Scale

Analysis of Data

Tabulation, Coding, Decoding, Report writing. Research and Insights Identifying Consumer Insights, Developing an Insight, Possible Sources of Insights, The Role of an Insight in Product Development and Marketing, New Trends in Marketing Research, Marketing Research Trends: Behavioural Science Based Approach, Economic and Competitive Pressures, Consumer Insight Groups

Competencies of the course: C1. Understand Market Research

C2. Understand the The Market Research Plan

C3. Understand the Divisions of Marketing Research

C4. Understand the Types of Research

C5. Understand Quantitative Market Research



47


C6. Understand Qualitative Market Research

C7. Understand Marketing Research and Decision Making

C8. Understand the Analysis of Data

C9. Identifying Consumer Insights

C10. Understand the Possible Sources of Insights

C11. Understand the New Trends in Marketing Research

Learning Resources

Textbook

1. Tony Proctor. (2005). Essentials of Marketing Research (4th ed.). Prentice Hall. References

1. S. K. Sarangi. (2009). Marketing Management. Asian Books Private Limited. 2. O.C. Ferrell, Michael. D. Hartline. (2008)Marketing Strategy. Cengage Learning. 3. Gary Armstrong, Michael Harker, Philip Kotler and Ross Brennan. (2009).

Marketing an Introduction. Prentice Hall.






1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



48



Name of the Course: Fundamentals of Business Taxation Duration: One Semester 3:0 Semester : 4 Total Lecture Hours: 72

Aim of the course: To help students evaluate the appropriateness of tax strategies for business situations and individual family situations. To understand the various taxation terminologies and tax characteristics of business forms.

Course Overview and Context: This course focuses on the income taxation and tax planning for individuals, introducing students to Indian income tax law. The basic treatment of other entities also is considered, including the taxation of corporations, partnerships, limited liability companies, trusts, and estates. In addition, a portion of the course is devoted to tax research, enabling students to appreciate the sources of tax law such as the Internal Revenue Code, regulations, administrative pronouncements, and case law.

Syllabus Content

Introduction to Taxation Introduction, Canons of Taxation, Types of Taxes, Definitions- Income, Person, Assesses, Assessment year, Pervious year, Agricultural Income(Theory Only). Exempted Incomes U/S 10. Capital and Revenue Income and expenditure, Residential Status and Incidence of Tax. Computation of Taxable Income under the different heads of Income. Income from Salary- Meaning of salary, Allowances, Perquisites, Deductions from salary. (Theory and Problems) Income from House Property - Basis of Chargeability, Annual Value, Self occupied and let out property- Deductions (Theory and Problems) Profits and Gains of Business & Profession -Definitions, Concepts, Practical Aspects - Deductions expressly allowed and disallowed (Theory only) Capital Gains - Chargeability-Definitions-Practical aspects - Cost of Improvement – Indexation - Short term and long term capital gains-Exemptions (Theory only) Income from other sources - Chargeability-Deductions-Amounts not deductible (Theory only)

Computation of Total Taxable Income of an Individual.

Gross total Income- deductions from GTI, Calculation of tax liability- (Rates applicable for respective Assessment year) Education cesses, Refund of tax. CST, Customs Act and Central Excise

Central Sales Tax / G.S.T (Goods & Services Tax)- Objects and basic scheme of CST act, Meaning – Dealer – Business – Sale – Goods – declared goods, Turnover, interstate and intra state sale . (Theory only) Customs Act - Meaning – Types of Custom Duties – Valuation for Customs Duty. (Theory only) Central Excise - Procedures relating to Levy, Valuation and Collection of Duty, Types of



49


Duty, Nature of Excise Duties. VAT and Service Tax Value Added Tax - Basic Concepts of Value Added Tax, Dealer, Registered Dealer, Sales, Turnover, Input VAT, Output VAT. (Theory only) Service Tax - Meaning and Definition, Features of Service Tax, Levy and Collection of Service Tax, ServiceTax Administration, Exemptions from Service Tax.(Theory only).

Competencies of the course: C1. Understand the Canons of Taxation

C2. Understand the Types of Taxes

C3. Understand the Computation of Taxable Income

C4. Understand the Computation of Income from Salary

C5. Understand the Computation of Income from House Property

C6. Understand the Computation of Capital Gains

C7. Understand the Computation of Profits and Gains of Business & Profession

C8. Understand the Computation of Indexation

C9. Understand the Computation of Gross total Income

C10. Understand CST, Customs Act and Central Excise

C11. Understand VAT and Service Tax

Learning Resources

Textbook

1. Singhania, Vinod K. (2014). Direct Taxes - Law and Practice. Taxmann

Publications.

References

1. Dr. Mehrotra and Dr. Goyal (2014). Direct Taxes – Law and Practice, Sahitya

Bhavan Publication.

2. Pagare, Dinakar. (2014). Law and Practice of Income Tax, Sultan Chand and sons.

3. Datey, V. S. (2014). Indirect Taxes – Law and Practice.






1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

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5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



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Name of the Course: Services Management Duration: One Semester Semester : 4 Total Lecture Hours: 72

Aim of the course: At the end of this subject, students will be able to familiarize with the uniqueness of the services characteristics and its marketing implications and to discuss measure and analyze several facets in the area of services marketing essential for the success of a service sector firm and with the various models and their applications.

Course Overview and Context: Concepts, Design, and Delivery explores the use of operations tools and perspectives in the service sector, including both for-profit and not-for-profit organizations. The course builds on conceptual frameworks and cases from a wide range of service operations, selected from health care, hospitality, Internet services, supply chain, transportation, retailing, food service, entertainment, financial services, humanitarian services, government services, and others.

Syllabus Content

Introduction to services

Concepts, contribution and reasons for the growth of services sector, difference in goods and service in marketing, myths about services, characteristics of services, concept of service marketing triangle, service marketing mix, GAP models of service quality. Marketing challenges in service industry.

Consumer behaviour in services

Search, Experience and Credence property, consumer expectation of services, two levels of expectation, Zone of tolerance, Factors influencing customer expectation of services. Customer perception of services-Factors that influence customer perception of service, Service encounters, Customer satisfaction, Strategies for influencing customer perception. Tourism, Hotel and Hospital Management

Introduction; Concept & Nature of Tourism; Significance & Impact of Tourism; Market Segmentation in Tourism; Tourism marketing Mix Management of Travel Services: Role of Travel Agencies & Travel Organization Tour Operations - Meaning and services. Management of Hotel Industry: Hotels; Facilities; The guest Cycle; classification of hotels; Introduction to Hospitals; Development of Hospitals; Facilities; Personnel; Administration; Hospital service extensions – Pharma. Understanding customer expectation through market research:

Key reasons for GAP 1, using marketing research to understand customer expectation, Types of service research, Building customer relationship through retention strategies –Relationship marketing, Evaluation of customer relationships, Benefits of customer relationship, levels of retention strategies, Market segmentation-Basis & targeting in services.



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Customer defined service standards:

Hard & Soft standards, process for developing customer defined standards Leadership Measurement system for market driven service performance-key reasons for GAP-2 service leadership- Creation of service vision and implementation, Service quality as profit strategy, Role of service quality In offensive and defensive marketing. Service design and positioning-Challenges of service design, new service development-types, stages. Service blue printing-Using & reading blue prints. Service positioning-positioning on the five dimensions of service quality, Service Recovery.

Competencies of the course: C1. Understand the difference between goods and service in marketing

C2. Understand the concept of service marketing triangle

C3. Understand the Marketing challenges in service industry

C4. Understand consumer expectation of services

C5. Understand the Zone of tolerance

C6. Understand the factors influencing customer expectation of services

C7. Understand Tourism, Hotel and Hospital Management industries

C8. Understand the Management of Travel Services

C9. Understand the Management of Hotel Industry

C10. Understand the types of service research

C11. Understand Relationship marketing

Learning Resources

Textbook

1. Dr. Shajahan. S, (2001) Service Marketing (Concept, Practices & Cases); Himalaya Publishing House; Mumbai; First Edition.

References

1. Christopher Lovelock, (2004) Services Marketing- Pearson Education, 2004 2. Valarie A Zeithmal & Mary Jo Bitner (2011), Services Marketing- 5/e, TMH. 3. Kenneth E Clow & David L. Kurtz, (2007) Services Marketing: Operation,

Management and Strategy-2/e, Biztantra.






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2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



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Course Code: CO4B10TB Name of the Course: Introduction to Business and Brands Duration: One Semester Semester : 4 Total Lecture Hours: 72

Aim of the course: The course addresses important branding decisions faced by a business. The purpose is to introduce students to important considerations in the understanding, crafting, measuring and management of brand strategies.

Course Overview and Context: In this course you will progress through a series of roles, from product assistant to group product manager, that give you the opportunity to experience what is is like to do product and brand management. Through interactive lectures, case discussions and assignments, you will learn how to conduct analysis and make decisions that face product managers in industry. This course covers consumer and business to business marketing, including brand strategy, new product introduction, pricing and product line profitability, distribution strategy, marketing communications integration, and brand/product portfolio management. Time is also spent on building effective internal, cross-functional and external customer and agency relationships. By progressing through case-based roles from product/brand assistant to group brand/product manager, you will learn the principles of product and brand management and understand what it is like, and what it takes, to be a successful marketing leader.

Syllabus Content

Introduction to Brands

Introduction to Brands and Market, Introduction to Brand concepts, Types of Marketing, Brand Foundation, The Foundations of Brand—Consumer Relationship.

Brand Identity and Positioning

Brand Equity, Brand Positioning, Brand Positioning Process, Product Positioning Process, Brand Positioning and the Consumer Mind, Brand Identity, Brand Identity v/s Corporate Identity, Visual Brand Identity, Logos, Colours, Modern Approach to Brand Colours, The Brand Base Line.

Brand Development

Brand Development, Brands: Its Personality, Image and Promise, Market Segmentation, Brand Positioning Statement, Emotional Motivators, Packaging, Functional Requirements of Packaging, Push Marketing vs. Pull Marketing.

Brand Management Strategies

Brand Management Strategies, Brand Promotion, Brand Portfolio, Brand Extension, Categorization Theory, Brand Extension, Sub Brand, Mother Brands, Umbrella Brand, Types of Marketing, Services Marketing, Global/International Marketing, International Market Selection.

http://www.doshdosh.com/push-marketing-vs-pull-marketing/



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New Trends in Branding

Branding – New Trends, Marketing Research, Qualitative Research, Qualitative versus Quantitative Approaches, Brand Myths and Icons, Brand Disaster and Management, Brand Revitalization, Brand Influence, The Impact of Technology and Internet and Social Networks, Search Engines Impact and Perception of Brands, Blog Impact on Brands, Future of Branding, The Role of the Brand in Social Media Marketing, Building Brand Awareness through New Media, Global and Local Brand Management.

Competencies of the course: C1. Understand Brands

C2. Understand Brand Foundation

C3. Understand Brand Equity

C4. Understand Brand Positioning

C5. Understand the Brand Positioning Process

C6. Understand Brand Identity

C7. Understand Brand Development

C8. Understand Brand Personality, Image and Promise

C9. Understand Brand Management Strategies

C10. Understand Brand Extension

C11. Understand the new trends in Branding

Learning Resources

Textbook

1. Tilde Heding, Charlotte F. Knudtzen and Mogens Bjerre. (2009). Brand

Management – Research. Routledge. References

1. Y. L. R. Moorthi. (2000). Brand Management – Indian Context. Vikas Publishing House.

2. Kevin Lane Keller, Ambi M. G. Parameswaran and Issac Jacob. Strategic Brand

Management. (3rd ed.). Pearson Education. 3. Sharad Sarin. (2011). Strategic Brand Management for B2B Markets. SAGE

publications Pvt Ltd.






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3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



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Name of the Course: EXIM Procedures and Documentation Duration: One Semester Semester : 4 Total Lecture Hours: 90

Aim of the course: To make the students to understand various Export-Import norms, procedures and documentation; and impart practical knowledge of the EXIM procedures.

Course Overview and Context: The program gives a foundation to participants who seek a career in international markets. The program focuses on international business practices; customs and policies and international issues such International Supply Chain Management, Marine Insurance, Export Import Documentation and Procedures, International Trade Barriers and Risk Management.

Syllabus Content

Export Import Business Export documentation; Foreign exchange regulations, Quality control and pre-shipment inspection, Export trade control, Commercial practices.

Licensing Procedures

Legal framework, Objective of EXIM policy; Policy overview – Facilities and restrictions; Getting started in export business.

Legal Implications

Legal framework in India – Overview of recent Foreign Trade policy , customs ACT and Excise Act and others.

Price and Payment Systems Credit risk management and payment terms; Main features of payment terms-Advance payment, open account, documentary collection, documentary credit – Documentary collection –DP and DA process and operation; Letter of credit and parties involved; Process of opening and advising LC, Types of LC; Process and operation. Post Shipment Documentation

Trade operations and documentation; Documentation areas and dimensions; Nature and Characteristic features of EXIM documents; EDI and documentation.

Competencies of the course: C1. Understand Export documentation

C2. Understand Foreign exchange regulations

C3. Understand Licensing Procedures

C4. Understand the Objective of EXIM policy

C5. Understand Legal Implications associated with export/import

C6. Understand the EXIM Legal framework in India

C7. Understand customs act, Excise Act and others

C8. Understand the Price and Payment Systems



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C9. Understand Post Shipment Documentation

C10. Understand the features of EXIM documents

C11. Understand the EDI and documentation

Learning Resources

Textbook

1. M.D. Jitendra, Export Procedures and Documentation, Rajat Publications, Delhi.

References

2. Pervin Wadia, Export Markets and Foreign Trade Management, Kanishka Publications, New Delhi.

3. Nabhi s Exporters Manual and Documentation. 4. Nabhi s New Import-Export Policy Procedures.






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2 1 2 2 1

3 1 2 2 1

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Marks 6 20 48 60

Total 134 Marks



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Course Code: CO5B12TB

Name of the Course: Business Law Duration: One Semester Semester : 5 Total Lecture Hours: 54

Aim of the course: At the end of this subject, student will be acquainted with practical

legal knowledge of general business law issues and topics to help become more

informed, sensitive and effective business leaders.

Course Overview and Context: Laws that define and govern businesses and corporations are explained in this course. Topics might include contracts, torts and product liability, employment law and government regulation. Ethics, environmental law, consumer protections and political and social forces that affect laws also might be reviewed.

Syllabus Content

Indian Contract Act, 1872

Meaning, Characteristics & Scope of the contract law, Elements of contract, Offer and

acceptance, Lawful consideration, Capacity to contract, Free Consent, Lawful object.

Discharge of contract including performance of contract. Breach of contract, contingent

contract, quasi contract. Contract of Indemnity and Guarantee. Contract of Bailment.

Contract of Agency.

Company Law

Introduction, Meaning and Definition, Corporate Personality, Stages of formation of a

Company: Company, Classification of Companies. Memorandum of Association, Articles

of Association Distinction between Memorandum and Articles. Prospectus and Other

Documents: Doctrine of Indoor Management, Shares, Debentures and Dividends:

Transfer and Transmission of shares, Directors, Meetings, Winding up. Amendments.

The Limited Liability Partnership Act, 2008

Salient features of LLP, Difference between LLP & Partnership, LLP & Company, Nature

of LLP, Partners & designated partners, Incorporation document, Incorporation by

Registration, Partners & their relations.

The Sale of Goods Act, 1930

Contract of sale, Meaning & difference between sale & agreement to sale; conditions &

warranties, Transfer of ownership in goods including sale by non- owners, Performance

of contract of sale, Unpaid seller- meaning & rights of an unpaid seller against the goods.

The information Technology Act, 2000

Definition, Digital signature, Electronic governance, Attribution, acknowledgement &

dispatch of electronic records, Regulation of certifying authorities, Digital signatures

certificates, Duties of subscribers, Penalties & adjudication, Appellate tribunal, offences

Competencies of the course: C1. Understand the Indian Contract Act, 1872



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C2. Understand Breach of contract

C3. Understand Company Law

C4. Understand the The Limited Liability Partnership Act, 2008

C5. Understand the Difference between LLP & Partnership

C6. Understand the Nature of LLP

C7. Understand the The Sale of Goods Act, 1930

C8. Understand the The information Technology Act, 2000

Learning Resources

Textbook

1. S. S. Gulshan and G. K. Kapoor (2009) Business Law.1st edition, New Age

International.

References

1. N. D. Kapoor, (2006) Elements of Mercantile Law.3rd edition, Sultan Chand and

Company.

2. Robert W. Emerson Business Law. st edition, Barron s Educational Series Inc.

3. Satyanarayana G (2009) Business Law.3rd edition, Apollo Publishers.






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2 1 2 2 1

3 1 2 2 1

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5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



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Name of the Course: Enterprise Resource Planning Duration: One Semester Semester : 5 Total Lecture Hours: 72

Aim of the course: Develop the skills and knowledge to support the implementation and maintenance of Enterprise Resource Planning (ERP) systems

Course Overview and Context: Fundamentals of enterprise resource planning (ERP) systems concepts, and the importance of integrated information systems in an organization. The focus of this course is on illustrating procurement, production, and sales business processes using ERP software.

Syllabus Content

Introduction to ERP

Evolution of ERP; what is ERP? Reasons for the Growth of ERP; Scenario and Justification of ERP in India; Evaluation of ERP; Various Modules of ERP; Advantage of ERP. An Overview of Enterprise An Overview of Enterprise

Integrated Management Information; Business Modeling; ERP for Small Business; ERP for Make to Order Companies; Business Process Mapping for ERP Module Design; Hardware Environment and its Selection for ERP Implementation. ERP and Related Technologies

Business Process Reengineering (BPR); Management Information System (MIS); Executive Information System (EIS); Decision support System (DSS); Supply Chain Management (SCM). ERP System

Introduction; Finance, Plant Maintenance, Quality Management, Materials Management. Introduction, SAP AG, Baan Company, Oracle Corporation, People Soft, JD Edwards World Solutions Company, System Software Associates, Inc. (SSA); QAD; A Comparative Assessment and Selection of ERP Packages and Modules. ERP Implementation Lifecycle

Issues in Implementing ERP Packages; Pre-evaluation Screening; Package Evaluation; Project Planning Phase; Gap Analysis; Reengineering; Configuration; Implementation; Team Training; Testing; Going Live; End-User Training; Post Implementation (Maintenance Mode).

Competencies of the course: C1. Understand what is ERP

C2. Understand the Modules of ERP

C3. Understand ERP and Related Technologies

C4. Understand Business Process Reengineering

C5. Understand Management Information System

C6. Understand Executive Information System

C7. Understand Decision support System

C8. Understand Supply Chain Management



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C9. Understand the ERP Implementation Lifecycle

C10. Understand the Issues in Implementing ERP Packages

C11. Understand Gap Analysis

C12. Understand Reengineering

C13. Understand ERP Post Implementation

Learning Resources

Textbook

1. Manufacturing Resource Planning (MRP II) with Introduction to ERP; SCM; an

CRM by Khalid Sheikh, Publisher: McGraw-Hill

References

1. The Impact of Enterprise Systems on Corporate Performance: A study of ERP,

SCM, and CRM System Implementations [An article from: Journal of Operations

Management] by K.B. Hendricks; V.R. Singhal; and J.K. Stratman, Publisher:

Elsevier

2. ERP and Supply Chain Management by Christian N. Madu, Publisher: CHI

3. Implementing SAP ERP Sales & Distribution by Glynn C. Williams, Publisher

McGraw-Hill






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2 1 2 2 1

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Marks 6 20 48 60

Total 134 Marks



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Name of the Course: Experiential Branding Duration: One Semester Semester : 5 Total Lecture Hours: 72

Aim of the course: To explore the concept, principles & practice of experiential marketing in the overall context of brand awareness, brand knowledge, brand experience & brand equity.

Course Overview and Context: The course is intended to deliver a good broad understanding of the Experiential Marketing industry and its best practice workings so that each individual s contribution to it is seen in context. A particular aim of the course is to give candidates a clear perspective of the theory and workings of the industry whatever their particular role in the process.

Syllabus Content

Introduction to Experiential Branding The role of Experiential Branding in a brand s marketing strategy and its communication mix. Also the implications of Experiential Branding vis-a-vis Experiential Marketing & Experiential Economy.

Experiential Branding and Brand Image and Brand Equity The evolution of brand building in the context of fundamental strategic trends in the market place. Select shifts in specific categories like FMCG, retail, technology, food, fashion etc. The increasing role of Experiential Branding in this regard---Global & Indian examples.

Experiential Branding in Retail The role of Retail in product trial & usage and its critical contribution to brand preference & building loyalty & advocacy. Examples across different types of retail----info tech, high end audio & video, apparel and other life style categories. The use of technology & mobile & WWW in generating brand experiences & w-o-m.

A frame work for orchestrating customer experience Types of customer experiences----sense; feel; think, feel, act, relate, believe & advocate. Recent Indian examples that illustrate this. Matching customer profiles & expectations vis-a-vis Experiential Branding.

Experiential Branding---a few strategic aspects

Organizing for optimum Experiential Branding. Marketing as a corporate competence. The entire eco-system involved in Experiential Branding---internal & external. Communication, Motivation & Alignment across the entire value chain. The moments of truth and customer experience. Setting expectations & customer experiences.

Competencies of the course: C1. Understand the Experiential Branding

C2. Understand the shifts in specific categories like FMCG, retail, technology, food, fashion

C3. Understand the the role of Retail in product trial & usage



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C4. Understand the the use of technology & mobile & WWW in generating brand experiences & w-o-m

C5. Understand the Types of customer experiences----sense; feel; think, feel, act, relate, believe & advocate

Learning Resources

Textbook

1. Bernd H. Schmitt, Experiential Marketing: How to Get Customers to Sense, Feel, Think, Act, Relate

References

1. Get Content Get Customers: Turn Prospects into Buyers with Content Marketing – Joe Pulizzi, McGraw-Hill, 2006 2. Guerrilla Advertising: Unconventional Brand Communication - Gavin Lucas and

Michael Dorrian, Laurence King Publishers,2006






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2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



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Name of the Course: Business Ethics and values Duration: One Semester Semester : 6 Total Lecture Hours: 72

Aim of the course: To help students comprehend the need for ethics and values in the business world; to help students develop the necessary etiquette for working within organisations.

Course Overview and Context: Our principle focus in this course will be the understanding and appreciation of a way of life in which money and profits play an important but certainly not exclusive role. At times this course will engage in constructive criticism of business life and practices; however its predominant focus will not be business' failures or evils, but rather its purposes and roles in society, the activities these purposes and roles define, the relationship these have and should have to our social community and to each of our lives.

Syllabus Content

Introduction to Ethics and Values Nature of Business Ethics and Values, Significance and types of values, Ethics and Religion, Culture and Ethics, Social culture and Individual Ethics, Factors Influencing Business Ethics, Ethics as strategy, Ethics of Great Philosophers – Albert.Z.Carr, Aristotle, Niccolo Machiavelli, Karl Marx, Suntzu :The art of war of Sun Tzu, Might-equals-right approach of Karl Marx

Ethical Decision Making

Ethical Decision Making, Difficulties in Ethical Decision Making, Power and Politics in organizations: Bases and sources of power, Coalitions, Managing Ethics: Ethics codes –Comparison of codes of Ethics, Codes of Conduct, codes of Practice, Ethics Programs, Kohlberg s Study and Business Ethics, Laws of Enforcing Ethical Conduct: Laws and Ethics, Justice –Theory of Natural Law, Law as a guide to Moral Choice, Role of the Government of India in Enforcing Ethical Behavior.

Ethics in Marketing and Accounting Ethics in Marketing –Product relative ethics, Competition Relative Ethics : Advertising as a process of competitive strategy, Piracy and predatory as a strategic choice, Ethics in Finance Accounting and Reporting, Insider Trading.

Introduction to Business Etiquette

Introduction to Business Etiquette, First Impression, Creating Professional Style and Presence, Building an Appropriate Work Wardrobe, Dress Codes, Personal Hygiene and Grooming, The Art of Meeting and Greeting, Body Language, Remembering Names, The Art of Making Conversations, Sparking A Conversation, Handling Office Conversations, Respecting Ethnic, Cultural, and Gender Differences, Improving Your Telephone Manners, Speaking and Listening on the Phone

Handling Diverse Environments Etiquette in a Diverse Business Environment, Working in a Diverse Environment, Respecting Physical Differences, Dealing with Specific Disabilities, Respecting Racial and Ethnic Differences, Respecting Gender Differences, Handling Conflicts Introduction, Workplace Dynamics, Handling Problem Personalities, Managing Conflicts, Business



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Communication and Other Etiquette, Etiquette at Major Events, Travel Etiquette, Women Travellers

Competencies of the course: C1. Understand the Nature of Business Ethics and Values

C2. Understand the Significance and types of values

C3. Understand the Ethics of Great Philosophers

C4. Understand Power and Politics in organizations

C5. Understand Ethics in Marketing and Accounting

C6. Understand Business Etiquette

C7. Creating Professional Style and Presence

C8. Understand the Art of Meeting and Greeting

C9. Understand Body Language

C10. Understand Etiquette in a Diverse Business Environment

C11. Understand how to handle Conflicts

Learning Resources

Textbook

1. Larry Johnson & Bob Phillips, Absolute Honesty: Building a Corporate Culture That Values Straight Talk and Rewards Integrity, AMACOM, 2003

References

1. Paul J. Zak and Michael C. Jensen, Moral Markets: The Critical Role of Values in the Economy, Princeton University Press, 2008

2. Daniel Freidman, Morals and Markets: An Evolutionary Account of the Modern World, Palgrave Macmillan, 2008






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3 1 2 2 1

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Marks 6 20 48 60

Total 134 Marks



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Name of the Course: Team work and Cross-Cultural Leadership Duration: One Semester Semester : 6 Total Lecture Hours: 54

Aim of the course: No management course can be complete without a detailed coverage of Leadership and its nuances. The subject of leadership---in conceptual form as well as its practice is one of the most crucial and must be studied by the students; the source and contours and practice of leadership; trends in leadership and its styles.

Course Overview and Context: This course will help students begin developing leadership skills. Various ideas about what leadership is, how it is practiced, and how it can be evaluated will be covered. Students will learn about the relevance of leadership to the work motivation of individuals, to the effectiveness of groups, and to overall performance of firms. Opportunities to assess and explore alternatives to their own leadership characteristics and styles will be provided.

Syllabus Content

Introduction to Teamwork

Teamwork and High-Performance Teams, Introduction to Teamwork, Factors Contributing to High-Performance Teamwork, Common Factors of High Performance Teams, Theoretical Framework, Characteristics, Features, or Attributes of Effectively Functioning Teams, Team Definition, Purpose, and Goals, Talent, Skills, and Ethics, Incentives, Motivation, and Efficacy, Leadership, Conflict and Communication, Power & Empowerment, Norms and Standards Leadership Theories

Theoretical Concepts of Leadership, Trait Theory, Behavioural Theory, Theory X and Theory Y, Other Theories on Leadership, Leadership Styles, Autocratic, Persuasive, Consultative, Democratic, Delegative Leadership. Leadership and Management

Leadership in Business Organizations, Dynamics between Leadership and Management, Leadership Qualities, Leadership Examples in Business World, Leadership Styles in India, Creating a Sense of Mission, Engaging through transparency and accountability, Empowering through communication, Invest on Training, Emotional Intelligence, Evaluating Emotional Intelligence, the Five Components of Emotional Intelligence at Work, Learning Emotional Intelligence. Learning Leadership, Critical Aspects of Leadership, How People Become Real Leaders, Planning, Trust, Connection, Empowerment, Priorities, Growth and Legacy, Leadership Techniques, Vision, Inspiration, Momentum, Preparing for Leadership, Creating Vision, Creating Inspiration, Generating Momentum, Leading and Managing Teams. Lessons from Leaders

Business Leadership, Leadership Lessons, Embrace change, Get Employees to Perform at High Levels, Hire the Right People, Stay True to Your Vision, Never Give Up, Lessons from Indian Business Leaders, Future of Leadership, Changes in Organizational Structures, Leaders for New Organizations, Leadership at All Levels, A New Paradigm of Leadership, Leader Integrator, Attitudes of Leaders. Global Leadership Perspective Historical and contemporary international events, trends and processes that affect global leadership, Analysing leadership theories in the context of globalization and



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leadership abroad, Universal characteristics of good and bad leadership, Explore and interpret ethical, cultural, societal, religious, political differences on the world stage that create differing perspectives of leadership, Effective leadership strategies used in various communities, organizations and groups in selected areas of the world, Compare and contrast perspectives of leadership within differing global contexts.

Competencies of the course: C1. Understand Teamwork

C2. Understand qualities of High-Performance Teams

C3. Understand the Theoretical Concepts of Leadership

C4. Understand Leadership in Business Organizations

C5. Understand Leadership Qualities

C6. Understand Emotional Intelligence

C7. Understand the Universal characteristics of good and bad leadership

C8. Understand Effective leadership strategies

C9. Understand Five Components of Emotional Intelligence at Work

C10. Understand the Critical Aspects of Leadership

Learning Resources

Textbook

1. Robert H. Palestini, (2009) Leadership Theory To Practice: A Game Plan For Success As A Leader: Rowman & Littlefield Education

References

1. Peter G Northouse Authentic Leadership Theory And Practice: Origins, Effects

And Leadership: Theory And Practice, 5/e, Sage South Asia,

2. William L. Gardner, Bruce J. Avolio, Fred O. (2005) Development - Walumbwa,Jai

Press(NY).

3. Roger Gill (2006) Theory znd Practice of Leadership, Sage Publications.






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Marks 6 20 48 60

Total 134 Marks



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Name of the Course: Digital Branding Duration: One Semester Semester : 6 Total Lecture Hours: 54

Aim of the course: Media is evolving and brand communication must keep pace. This will cover the innovations in this area. Given the power of media to influence beliefs, knowledge and attitudes, for brands and businesses, this is a vital link; it will also explore the latest trends in media & content; user generated content and its impact on media monetisation and the entire media business model.

Course Overview and Context: This course breaks down digital strategy to its fundamental core: Why does my business exist and why do my customers care? Students will walk away with a holistic and actionable understanding of the current digital landscape to drive success and growth for their business.

Syllabus Content

Introduction to Digital Branding

Benefits of Digital Display, Target Audience, Challenges of Digital Display, Campaign Objectives, Business Value, Campaign Budget, Running Effective Ads, Creative Formats, Ad Formats, Targeting, Ad Features, Tracking your Campaign, Ad Display Frequency, Optimizing the Campaign, Campaign Planning, Laws & Guidelines Content Marketing

What is Content Marketing?, Identifying Prospects, Writing Messages and Creating Content, Getting the Message into the Media, Content Essentials, Content Strategy, Idea Creation, Content Creation, Social Media Promotion, Traffic Generation, Content Auditing,

Consumer Generated Content

Definition and Insights on Consumer Generated Content, Do-It-Yourself (DIY) Advertising, Product Development, and Opportunities for Co-creation, and Four Building Blocks of Co-creation. Gamification

Gamification and the Fun Theory, Gamification and Major Brands, Five Elements of Gamification in a Branding Strategy, advergaming, Gamevertising, Principles of Gamification. The Future of Media

Scenario Planning, Interpreting Scenario, Dynamic Content Creation, Strategic Framework of the Future of Media, the Consumer/Creator Archetype, Revenue and Ad Aggregation, Distribution: Channels, Devices, and Mobility, Globalization and Localization, Intellectual Property and Media; Shifting Advertising Channels - Growth in Digital Advertising, Social Networks, Blogging Platforms, Drivers of Value, The Forces Shaping Media--Increasing Media Consumption, Fragmentation, Participation, Personalization, New Revenue Models, Generational Change, Increasing Bandwidth;

Competencies of the course: C1. Understand Digital Branding



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C2. Understand the Challenges of Digital Display

C3. Understand the concept of Running Effective Ads

C4. Understand the Creative Formats

C5. Understand the concept of Tracking the digital Campaign

C6. Understand the techniques of Optimizing the Campaign

C7. Understand Content Marketing

C8. Understand Content Essentials

C9. Understand the Content Strategy

C10. Understand Consumer Generated Content

C11. Understand Do-It-Yourself (DIY) Advertising

C12. Understand Gamification

C13. Understand the Elements of Gamification

C14. Understand the The Future of Media

Learning Resources

Textbook

1. Killer Web Content: (2006) Make The Sale, Deliver The Service, Build The Brand – Gerry McGovern,1/e, A & C Black.

References

1. Get Content Get Customers: Turn Prospects into Buyers with Content Marketing McGraw-Hill.

2. Joe Pulizzi, (2006) Guerrilla Advertising: Unconventional Brand Communication - Gavin Lucas and Michael Dorrian, Laurence King Publishers,2006






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Marks 6 20 48 60

Total 134 Marks



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Name of the Course: International Marketing Duration: One Semester Semester : 6 Total Lecture Hours: 72

Aim of the course: To familiarize the student to understand the international environment and policies and to enable the students to acquire necessary skills to deal in international market.

Course Overview and Context: This course is designed to provide students with a basic understanding of global marketing opportunities, key issues, and strategies. It introduces the main characteristics of international markets and addresses the impact of global environmental factors (economic, social, legal, and cultural) on marketing decisions such as market entry, product development, pricing, promotion, and distribution. The objective of the course is to help students acquire knowledge of major international marketing concepts and develop cross-cultural sensitivities and skills that would enable them to identify, analyze, and solve international marketing problems.

Syllabus Content

Introduction to International Marketing Concept of International Marketing and its scope, Objectives of International Marketing, Challenges and Opportunities in International Marketing, Underlying forces of International Marketing Channels, Reason of entry in International Marketing Policies related to International Marketing Recent Import Export Policies and Procedures, Facilities and Incentives relating to Export Business Regionalism v/s Multilaterism; Trade Blocks; Important Grouping in the World; Legal Dimensions in International Marketing (Role of WTO); Marketing Research for Identifying Opportunities in International Markets. Procedural Aspect Export Documentation, Preparing Export Document Shipping and Customer Clearance of goods. Processing/Manufacturing goods for Export and their inspection by Government Authorities Compulsory Quality Control and Pre-shipment Inspections, Excise Clearance, Insuring goods against marine risk, Marine Insurance, Submitting documents to Bank for purchase/Collection/ Negotiation under L/C. Export Credit Limit. International Marketing Strategy Rules for successful exporting, International Market Segment, Preliminaries for starting Export Business. Registration of Exporters, Sending/Exporting Samples. Appointing Overseas Agents obtaining a License (Export License) Pricing and Finance Strategy International Pricing Decisions and factors influencing these decisions. Uniform pricing Vs. Market by market pricing. Arranging Finance for Exports : Financial and fiscal incentives provided by the Government and Foreign exchange facilities by the R.B.I. and EXIM Bank. Institutional support from Government, Semi Government and Autonomous Organizations for Exporters Obtaining export credit Insurance. Exchange rates, Understanding foreign exchange rates and protection against their adverse movement.

Competencies of the course: C1. Understand the Concept of International Marketing and its scope



69


C2. Understand the Objectives of International Marketing

C3. Understand the Challenges and Opportunities in International Marketing

C4. Understand the Policies and Procedures of international marketing

C5. Understand Trade Blocks

C6. Understand the Legal Dimensions in International Marketing

C7. Understand Export Documentation

C8. Understand International Market Segmentation

C9. Understand International Pricing Decisions

Learning Resources

.M. Wahi and A.B. Kalkundribar. International Trade and Export Management.3.

International Marketing Management – Varshney and Bhattacharya

S.ShivaRamu - International Marketing Export Marketing.

S.S. Rathor, J.S. Rathor - International Marketing.

Douglas & Craig - Global Marketing Strategy.

Michael Vaz - Export Marketing.

Francis Cherunilam - Export Marketing.

B. Bhattacharya - Export Marketing.






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2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



70



Name of the Course: Consumer Psychology Duration: One Semester Semester : 6 Total Lecture Hours: 72

Aim of the course: Understanding Consumer Behaviour- Meaning and Concept of Consumer and Customer, Consumer Learning, Different Models in Consumer Behaviour, Consumer Decision making process-Concept of Consumer Decision; Levels of Consumer Decision Making; Consumer Decision Making Model, Changing Indian Consumer Behaviour-Drivers of Change; Changing Consumer Trends; Rural Consumer Behaviour; New Consumption Patterns, Organizational Buying Behaviour

Course Overview and Context: Its goal is to promote the link between experimental psychology and marketing. Only with knowledge of consumer psychology can you properly connect a corporate strategy with consumers

Syllabus Content

Overview of Consumer Behaviour

Understanding Consumer Behaviour- Meaning and Concept of Consumer and Customer, Consumer Learning, Different Models in Consumer Behaviour, Consumer Decision making process-Concept of Consumer Decision; Levels of Consumer Decision Making; Consumer Decision Making Model, Changing Indian Consumer Behaviour-Drivers of Change; Changing Consumer Trends; Rural Consumer Behaviour; New Consumption Patterns, Organizational Buying Behaviour. Factors Influencing Consumer Buying Decision

Influence of Culture on Consumer Behaviour-Concept of Culture; The measurement of Culture; Indian Core Values; Cultural aspects of emerging markets, Values, Lifestyles, and Psychographics- Impact of Values, Lifestyles and Psychographics on buying behaviour; Demographics, Lifestyles and Psychographics; Values and Value Systems, Group Influence on Consumption- Role of reference groups; Effect of reference groups on consumer decision making; Celebrity endorsements. Customer Loyalty Comprehension

Meaning and definition of customer loyalty, Significance of Customer Loyalty, Customer Loyalty Ladder, Loyalty Principles, Benefits of Customer Loyalty, Customer Loyalty and its relationship with customer satisfaction, Customer retention and Brand Loyalty, Factors affecting customer loyalty formation, Rai Srivastava model of customer loyalty formation, Drivers of Customer Loyalty. Customer Loyalty Outcomes

Characteristic Features of Behavioural Loyalty, Attitudinal Loyalty and Cognitive Loyalty, Role of Customer Loyalty outcomes in business decisions, Significance of Customer Loyalty for Marketers, Relationship Influencers of Customer Loyalty including factors mediating customer loyalty relationship with other relationship influencers, Customer Affinity, Customer Engagement.

Customer Loyalty Measurement and Application

Measuring Customer Loyalty, Customer Loyalty measurement models and scales, Influence of Service Quality on Customer Loyalty, Customer Loyalty in Retail Industry, Customer Loyalty in Banking and Insurance Industry, Customer Loyalty Application in Aviation Industry.




71


C1. Understand the Meaning and Concept of Consumer and Customer

C2. Understand Consumer Decision making process

C3. Understand the Changing Indian Consumer Behaviour

C4. Understand the Factors Influencing Consumer Buying Decision

C5. Understand the Meaning and definition of customer loyalty

C6. Understand the Significance of Customer Loyalty

C7. Understand the Characteristic Features of Behavioural Loyalty

C8. Understand Attitudinal Loyalty and Cognitive Loyalty

C9. Measuring Customer Loyalty

Learning Resources

Hawkins, Best, Coney: Consumer Behaviour Building Marketing Strategy, Tata

McGraw Hill

Mukesh Chaturvedi and Abhinav Chaturvedi: Customer Relationship

Management An Indian Perspective. Excel Books.

Panwar, J.S. Beyond Consumer Marketing, Sage Response Books, New Delhi.






1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



72


Syllabi of Complementary Courses



73


Course Code: CO1C01TB Name of the Course: Accounting –I Duration: One Semester Semester : 1 Total Lecture Hours: 72

Aim of the course: At the end of this Subject, students will be able to compute, interpret and appraise financial performance, financial position and adaptability as revealed by financial statement analysis, in particular by the use of financial and accounting ratios

Course Overview and Context: Accounting is the language of business. Learning this language is essential for anyone who must make decisions based on financial information. In this course, students will develop the technical skills needed to analyze financial statements and disclosures and will learn how accounting standards and managerial incentives affect the financial reporting process. The course focuses on understanding how economic events such as operating activities, corporate investments, and financing transactions are recorded in the three main financial statements (i.e., the income statement, balance sheet, and statement of cash flows).

Syllabus Content

Introduction to Accounts and Accounting Principles Introduction, Need for Accounting, History and Development of Accounting, Definitions and Functions of Accounting, Book-keeping and Accounting, Is Accounting a Science or an Art?, End Users of Accounting Information, Accounting and Other Disciplines. Objectives of Accounting, Branches of Accounting. The Institute of Chartered Accountants of India, Accounting Principles and Conventions, International Financial Reporting Standards – Brief Overview only. Journal, Ledger and Trial Balance Introduction, Journal, Rules of Debit and Credit, Compound Journal Entry, Opening Entry, Ledger, Posting, Rules Regarding Posting, Use the Words "To" and "By", Advantages of Ledger, Trial balance, Errors of Omission, Errors of Principle, Rectification of Errors, Preparation of the Trial Balance, Preparation of the Final Accounts, Suspense Account, Methods of Preparing Trial Balance. Income Statement/Profit and Loss account, Balance Sheet

Income Statement/Profit and Loss account: Introduction, Trading account- Gross Profit, Non cash expenditures, Expenses, Profit and Loss account- Net profit, Bottom line, Accrual accounting. Balance Sheet: Introduction, Asset, Liabilities, Profit and Loss Appropriation, Net Worth, Shareholder s Equity, Balance Sheet as an Indicator of Financial Position. Depreciation Methods

Introduction, Definition, Methods of Calculation – Written down Value method, Straight Line Methods, Block of Assets, Depreciation rates, Depreciation Tax Shield. Bank Reconciliation Statement. Accounts from Incomplete Records

Introduction, Types of Single Entry, Difference between double entry and single

entry.

Ascertainment of Profit /Loss from incomplete records.

Need for Conversion, Preparation of statement of affairs.

Distinction between Statement of Affairs and Balance Sheet.



74


Competencies of the course: C1. Understand Accounts and Accounting Principles

C2. Understand Journal, Ledger and Trial Balance

C3. Understand Income Statement/Profit and Loss account, Balance Sheet. C4. Understand Depreciation Methods C5. Understand Accounts from Incomplete Records

Learning Resources

Narayanswamy, Financial Accounting and Managerial Perspective, 4th edition, PHI

Learning, 2011

S. N. Maheshwari and S. K. Maheshwari, An Introduction to Accountancy, 8th

Edition, Vikas Publishing House, 2008.

R. L. Gupta and V. K. Gupta. Financial Accounting: Fundamentals, 5th edition,

Sultan, Chand Publishers, 2006.

Rajesh Agarwal and R Srinivasan, Accounting Made Easy, 3rd edition, McGraw

Hill, 2008.

Thomas R. Ittelson, Financial Statements: A Step-by-Step Guide to Understanding

and Creating Financial Reports, 1st edition, New Age International, 2009






1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks



75


BMS IB CBCSS EXAM

SEMESTER I

COMPLEMENTARY - CO1C01TB- ACCOUNTING - I

Max marks: 80

Max time: 03 hrs

PART A


1. Define Accounting.

2. Write any four objectives of Accounting?

3. What are the golden rules of Accounting?

4. Classify the following items into real, personal and nominal accounts.

a. Capital b. Purchases c. State Bank of India d. Cash

5. Explain Accounting Equation. 6. What do you mean by profit and loss account?

6x1= 06 marks

PART B


7. What is the treatment on following items in Trading and P&L Account?

Interest paid

Depreciation

Bad debts recovered

Carriage inward

1. Differentiate Current Assets and Fixed Assets.

2. Define depreciation.

3. What do you mean by Straight Line Method?

4. Name the types of single entry system.

5. Distinguish between statement of affairs and balance sheet.

6. What are the advantages of ledger?

7. What are the methods of preparing Trial Balance?

8. List the methods of Depreciation.

9. What is Depreciation Tax Shield?

7x2= 14 marks

PART C


10. What are the essential functions of accounting?

11. Write the classification of accounts.



76


12. Classify the following items into Personal, Real and Nominal Accounts.

a. Capital b. Sales

c. Machinery d. Outstanding salary

e. Cash f. Rent

g. Interest paid h. Canara Bank

i. Discount received j. Building

13. From following figures, prepare a trading account for the year ending 31st

December, 2013:

Stock on 1st January, 2013 10,000 Purchases 20,000 Returns outwards 1,000 Sales 40,000 Returns inwards 2,000 Stock on 31st December, 2013 5,000

14. When balance as per cash book is favourable.From the following details, make

out a bank reconciliation statementfor M/s.Srinivasan& Company as on

December 31, 2003 to find outthe balance as per pass book.

1) Cheques deposited but not yet collected by the bank 1500 2) Cheque issued to Mr.Raju has not yet been presented for

payment 2500

3) Bank charges debited in the pass book 200

4) Interest allowed by the bank 100 5) Insurance premium directly paid by the bank as per standing

instructions 500

6) Balance as per cash book 200

15. From the following particulars of Mr.Suresh who keeps his books under single

entry system, prepare statement of affairs.

Particulars Rs. Rs

Furniture 20,000 20,000

Stock 14,000 15,000

Debtors 12,000 14,000

Cash 1,000 3,000

Creditors 9,000 8,000

Outstanding salary 6,000 5,000

Investments 5,000 6,000

Outstanding intrest on investment 500

Loan from Mrs.Balaji 5,000



77


16. The following information provided by Mr.Prasad for the accounting year 2012

and 2013.

Particulars

As on

31.03.2012

As on

31.03.2013

Creditors 45,000 50,000

Furniture 5,000 5,000

Stock 50,000 46,000

Debtors 60,000 55,000

Cash at bank 3,000 4,000

Bills payable - 5,000

Motor car (30.6.2013) - 20,000

Sri Prasad was regularly transferring Rs.1,000 per month from business to his private

account. He has used food grains worth Rs.4,000 of business stock for his family

purposes.

You are required to ascertain profit or loss & redraft the statement of affairs as at

31.03.2013 after providing depreciation on furniture & motorcar at 10% per annum

each.Office rent of Rs.200 & Salary of clerk Rs.300 for December, 2013 was due but not

paid.

17. List the difference between Single-entry and Double-entry in bookkeeping.

5x6=30 marks

PART D


18. Explain different accounting concepts and accounting conventions.

19. Mr. Sujith commenced business on 1st January 2013. His transactions for the

month are given below. Journalize them.

a) Commenced business with cash Rs 10000

b) Deposited into bank Rs 5000

c) Purchased goods for cash Rs 3000

d) Sold goods for cash Rs 2500

e) Purchased goods from A on credit Rs 4000

f) Sold goods to Mr. B on credit Rs 4500

g) Withdrew from bank Rs 3000

h) Paid Mr. A on a/c Rs 2000

i) Received from B on a/c Rs 2500

j) Took loan from C Rs 5000

k) Gave a loan to Mr. D Rs 4000



78


l) Paid salaries Rs 1000

m) Received commission Rs 200

n) Cash withdrew from the business for personal use Rs 300

20. From the following Trial Balance of M/s.Santhosh& Sons, prepare trading and

profit and loss account for the year ending on 31st March 2013 and the balance

sheet as on the date:

Trial Balance as on 31st March 2013

Particulars Debit Credit

Rs. Rs.

Opening Stock (1.4.2012) 5,000

Purchases 16,750

Discount allowed 1,300

Wages 6,500

Sales 30,000

Salaries 2,000

Travelling expenses 400

Commission 425

Carriage inward 275

Administration expenses 105

Trade expenses 600

Interest 250

Building 5,000

Furniture 200

Debtors 4,250

Creditors 2,100

Capital 13,000

Cash 2,045

45,100 45,100 Stock on 31st March 2013 was Rs. 6,000. 21. Patkar Bros. acquired a machine on 1st October, 2010 at a cost of ` 14,000 and spent

` 1,000 on itsinstallation. Another machine was bought on 30th September 2011 for

Rs.10000. On 1st January 2012 the machinery purchased on 1st October 2010 was

sold for Rs.11,000. The firm writes off depreciation at 10% p.a. of the original cost

every year. The books are closed on 31st March every year. Show the Machinery

Account and Depreciation Account for the year 2010, 2011 and 2012.

2x15=30marks



79


Course Code : CO1C02TB Name of the Course: Management Concepts and Practices Duration: One Semester Semester : 1 Total Lecture Hours: 72

Aim of the course: To enable the students to understand the principles of management thought and applying the same in practice

Course Overview and Context: Historically, managers have considered decision making as an art; something learned by trial and error; something based on creativity, judgment, intuition, and experience. This course gives you a structured way of attacking a wide range of real problems, using data-driven analysis to guide decision-making. We will consider how to think about and manage uncertainty and risk, how to translate data about the business into useful insights, how to put value on various courses of action, and how to generally make informed decisions. The main focus of the course will be on modeling decisions in the spreadsheet environment, illustrated by applications from operations, finance, marketing, and human resources. The approaches and techniques for decision-making are useful throughout the firm, both within functional areas and for the essential management challenge of working across functional boundaries.

Syllabus Content

Introduction to Management

Introduction and Nature of Management

Definition & Meaning-By P. F. Drucker, Koontz O Donnel, S. George

Management as an Art, Science and Profession

Distinction between Administration and Management

Importance & Functions of Management.

Evolution of Management

Evolution of Management- Thought

Pre Scientific Management era

Scientific Management & Contribution of F. W. Taylor

Process Management & contribution of Henri Fayol

HR movement - Hawthrone experiments

Contributions of Behavioral scientists- Abraham Maslow, Peter Drukker, Douglas

Mc. Gregor

Planning and Decision Making

Nature & Definition of Planning- Koontz o Donnel, Hart, Alfred &Beaty

Importance and limitations

Planning process

Types of Plans- on the basis of use, functions, time (meaning only)

Meaning of Decision making

Steps in decision making

Types of decisions- Programmed-Non-programmed; Strategic-tactical,

Individual-Group, Policy-Operation, Organizational-Personal

Organizing & Departmentation

Meaning & Definition- Koontz O Donnell & McFarland

Organizing - Nature, Purpose & Principles



80


Types of Organization (Formal & Informal)

Types of Authority relationships- Line, Functional, Line& staff, Committees,

Meaning and types of Departmentation

Centralization and De-centralization (Meaning Only)

Elements of Directing, Co-ordination and Control

Meaning & Importance of Directing

Leadership: Meaning & Styles

Motivation: importance & Theories (Maslow, Herzberg. Mcgregor)

Communication- Meaning, Objectives & Types of communication

Meaning, Principles and techniques of Co- ordination

Meaning, Need & steps in Controlling

Competencies of the course: C1. Understand concept of Management and its Principles

C2. Understand the Evolution of Management

C3. Understand Planning and Decision Making in management.

C4. Understand the concepts of Organizing & Departmentation C5. Understand the Elements of Directing, Co-ordination and Control

Learning Resources

Textbook

1. Harold Koontz, Cyril O'Donnell, Management: A Book of Readings, Third Edition,

McGraw-Hill, 1972

References

1. Dr P. N. Reddy, Prof H R Appannaiah, P C Tripathi, Essentials of Management,

Eleventh Edition, Himalaya, 2004.

2. L. M. Prasad, Principles and Practice of Management. 7th Edition, Sultan Chand &

Sons, 2007.

3. R. Srinivasan and S. A. Chunawalla, Management: Principles and Practice, Second

Edition, Himalaya, 1983






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2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks

http://www.google.co.in/search?tbo=p&tbm=bks&q=inauthor:%22R.+Srinivasan%22&source=gbs_metadata_r&cad=3

http://www.google.co.in/search?tbo=p&tbm=bks&q=inauthor:%22S.+A.+Chunawalla%22&source=gbs_metadata_r&cad=3



81


BMS-IB CBCSS EXAM

SEMESTER - 1

COMPLEMENTARY - CO1C02TB - MANAGEMENT CONCEPTS AND PRACTICE

Max marks: 80

Max time: 03 hrs

PART A


1. Define management.

2. What is the principle of authority and responsibility?

3. What is formal communication?

4. Define decision making .

5. Mention the importance of departmentation (any two points).

6. Define control.

6x1= 06 marks

PART B


7. Distinguish between centralization and decentralization.

8. Briefly explain various features of management.

9. Explain scientific management.

10. Explain the various types of standing or repeated use plans.

11. Define leadership .

12. List the difference between co-ordination and cooperation.

13. What is strategy?

14. What is line-staff organization structure?

15. What is espirit-de-corps ?

16. What is interdisciplinary approach of management?

7x2= 14 marks

PART C


17. Explain the various steps in the process of control.

18. Explain different types of leadership.

19. Explain the principles of organization.

20. Comment on management as art, science, or profession.

21. Define motivation. Explain Maslow s theory of motivation.

22. What is human relation movement? Explain the Hawthrone experiments.

23. Discuss Fayol s principle of management.



82


24. Discuss Organizing – its nature, purpose & principles.

5x6=30 marks

PART D


25. Discuss the communication model in detail.

26. Explain the steps involved in managerial control.

27. Explain the types of Departmentation.

28. Explain the steps involved in decision making.

2x15=30marks

Course Code : CO2C03TB Name of the Course: Accounting-II Duration: One Semester Semester : 2 Total Lecture Hours: 72

Aim of the course: The objective of this Subject is to acquaint students with the accounting concepts, tools and techniques influencing business organizations.

Course Overview and Context: Introduction to the role of financial information in the decision-making. The objective is to investigate the use of business data in typical managerial functions such as planning, control, and making operational decisions

Syllabus Content

Consignment Accounts

Consignments – Features

Proforma invoice

Account sale

Delcredere Commission

Accounting treatment in the books of the consignor and the consignee

Valuation of consignment stock - Normal and abnormal loss

Invoice of goods at a price higher than cost price.

Hire-Purchase and Installment System

Introduction

Meaning

Hire Purchase Act 1972

Important Definitions, Hire Purchase Agreement- Hire Purchase Price, Cash

Price, Hire Purchase Charges, Net Hire Purchase Price, Net Cash Price.

Calculation of interest when both the cash price and the rate of interest are

given.

Calculation of interest when cash price is given but rate of interest is not given.



83


Calculation of interest when both the cash price and the rate of interest are not

given.

Calculation of cash price -Annuity Method

Calculation of amount of installment

Journal entries and Ledger accounts in the books of Hire Purchaser and Hire

vendor under Asset Accrual method.

Partnership Accounts - Introduction

Form of partnership firm - partnership Deed - Meaning and Impact.

Special features of partnership final accounts: Fixed v/s fluctuating capital accounts,

distribution of profit amongst partners.

Joint life Policy (only explanation relating to accounting entries of Joint life Policy.

Changes in partnership – Admission, retirement and death.

Admission of a Partner

Reconstitution of partnership - Admission of a partner.

Charges in P & L ratio of existing partners, Sacrifice ratio & Gain or benefit ratio.

Revaluation of Assets & Liabilities, Distribution of accumulated profit & Reserves.

Goodwill - Factors affecting valuation of goodwill and methods of valuation of

goodwill.

Retirement & Death of Partner

Calculation if gaining ratio, Difference between sacrifice and gaining ratio. Calculation of New Profit Sharing Ratio; revaluation of assets and liabilities, treatment of goodwill.

Competencies of the course: C1. Understand Consignment Accounts

C2. Understand Hire-Purchase and Instalment System

C3. Understand Partnership Accounts - Introduction

C4. Understand Admission of a Partner

C5. Understand Retirement & Death of Partner in accounting

Learning Resources

1. Dr. S. N. Maheswari, Financial Accounting, 4th edition, Vikas Publishers,

2010.

1. B. S. Raman, Financial Accounting, 4th Edition,United Publishers,1994.

2. Grewal and Gupta, Advanced Accounting, Third Edition, S Chand, 2008.

3. Radhaswamy and R.L. Gupta, Advanced Accounting, 4th Edition, Sultan

Chand & Sons, 2008



84







1 2 2 1 0

2 1 2 2 1

3 1 2 2 1

4 1 2 2 1

5 1 2 1 1

Marks 6 20 48 60

Total 134 Marks

BMS-IB CBCSS EXAM

SEMESTER II

COMPLEMENTARY - CO1C03TB - ACCOUNTING-II

Max marks: 80

Max time: 03 hrs

PART A


1. What is Del Cedere commission?

2. What is invoice price method?

3. State two features of hire purchase system?

4. What do you mean by net cash price?

5. What is interest suspense account?

6. Can a seller seize asset under installment system?



7. State any two features of installment system of sale.

8. What are the special aspects of Partnership Accounts?

9. What are the two methods by which the capital accounts of partners can be

maintained?

10. Explain Fluctuating Capital Method?

11. Explain sacrificing ratio?

12. Explain Goodwill.

13. What is Delcredere Commission?

14. What is partnership Deed?

15. What is Hire Purchase Agreement?

16. What is the difference between sacrifice and gaining ratio?



85


7x2= 14 marks PART C


17. MrYadesh of Mumbai consigned 74 bales of goods at Rs 100 per bale to Mr Kali of Kanpur on 1stFebuary 2014. 2.5% commission is allowed on sales. MrYadesh received two months acceptance of Rs 1000 from Mr Kali of Kanpur. Mr Kali spent Rs 20 for carriage and Rs 7 for unloading goods. Mr Kali sold 30 bales at Rs 120 per bale, 24 bales at Rs 125 paer bale and 20 bales at Rs 130 per bale. Prepare account sale.

18. Calculate the amount of interest included in each installment from the

following:- Cash Price Rs 6, 00,000 Down Payment: - Rs 1, 50,000 for hire purchase Three installment of Rs 2, 00,000 each payable at the end of each year.

19. Prepare interest suspense account in the books of the purchases under

installment system

Cash price of the asset Rs 50,000 Installment Price Rs 60,000 Interest to be apportioned in the ratio of 3:2:1 Date of purchase 1/4/2001 The books are closed on 31st March every year. The first payment is made at the end of the 1st year.

20. Neha and Parteek are partners, sharing profit in the ratio of 5 : 3. They admit

Nisha as a new partner for 1/6 share in profit. She acquires this share as 1/8 from Neha and 1/24 share from Parteek. Calculate the new profit sharing ratio and sacrificing ratio.

21. Maneesh and Mohan are partners in a firm. The partnership deed provided

that interest on drawings will be charged @ 6% p.a. During the year ended, December 31, 2002, Maneesh withdrew Rs.5, 000 in the beginning of each quarter and Mohan withdrew Rs. 5,000 at the end of each quarter. Calculate interest on the partners' drawings.

22. Tanu, Manu and Rena are partners sharing profits and losses in the ratio of = : : . Tanu retires and remaining partners decide to take Tanu s share in the

existing ratio i.e. 3: 2. Calculate the new ratio of Manu and Rena.

23. List the salient features of the Hire Purchase Act 1972.

24. On 1st January 2007, Menon purchased from home durables a washing

machine on installment system. The cash price of the machine was Rs. 29,800 and the payment was to be made as follows?



86


Rs. 8,000 was to be paid on signing the agreement and the balance in 3 installments of Rs. 8,000 each at the end of each year. 5% interest per annum i scharged by the sellers. Menon writes 10% depreciation per annum on diminishing balance method. Give ledger accounts in the books on both the parties.

5x6=30 marks

PART D


25. Rupesh informed the following particulars of his transaction relating to goods consigned to Manu for the year ended 31.12.2013: Goods sent (10,000 Kgs) Rs 1, 00,000

Rupesh expenses Rs 10,000 Manu expenses:- Freight and insurance Rs 2,000 Selling expenses Rs 5,000 Sold goods (8000 kgs) Rs 1, 12,000 Loss due to natural wastage (100 Kgs) Commission at 5% on gross sales. You are required to prepare consignment account.

26. Ques 2.Mr Rahul purchased two machine costing Rs 80,000 each from

MrTarun on 1.1.2000 on hire purchase system. The term of payments were as follows:-

Payment on delivery Rs 20,000 for each machinery was made. Reminder in three equal installments together with interest at 10 % p.a to be paid at the end of each year. MrRahul writes off depreciation at 25% p.a on diminishing balance method. Prepare ledger account in the books of Rahul.

27. Aakriti and Akash are partners sharing profits in the proportion of 3:2. The

undermentioned trial balance was extracted from their books on December 31, 2000.

Trial Balance as on December 31, 2000 Rs. Rs.

Aakriti's Capital 65,000 Akash's Capital 40,000 Aakriti's Drawings 4,000 Akash's Drawings 3,000 Goodwill 10,000 Plant and Machinery 40,000 Office Furniture 5,000 Purchases 85,000 Sales 1,60,000



87


Total c/f 1,47,000 2,65,000

Total b/f 1,47,000 2,65,000

Sundry Debtors 40,500

Sundry Creditors 14,510 Returns Inwards and Outwards 1,500 2,500 Rent 3,750

Postage and Telegrams 500

Advertising Expenditure 9,000

Opening stock 11,500

Cash in hand 16,000

Wages 14,000 Telephone Charges 500 Salaries to staff 12,250 Printing and Stationery 750 Commission 5,000 Travelling Expenses 2,000 Carriage Inwards 5,800 Motor Van 20,860 Bills payable 8,900

Total 2,90,910 2,90,910

You are required to prepare the Profit and Loss Account for the year ended

December 31, 2000 and Balance Sheet as at that date. The following adjustments are to

be made:

1. The value of stock on December 31, 2000 was Rs. 12,500.

2. Write off Rs. 250 from office furniture; 10% on plant and machinery and 20% on

motor van.

3. Create a provision of 5% on the sundry debtors for bad debts.

4. Write off 1/5th of the advertising expenses.

5. Partners are entitled to interest on capital @ 5% p.a. and Akash is entitled to a

salary of Rs. 1,800 p.a.

28. Manoj and Hema are partner sharing profit and

losses in the ratio of 7 : 3. On March 31,2006, their Balance Sheet was as follows:



88


Balance Sheet of Manoj and Hema

as on March 31,2006

Liabilities Amoun

t Assets Amoun

t (Rs.) (Rs.)

Capital : Bank 12,000

Manoj 88,0

0 Sundry Debtors 45,000

Hema 64,0

0 1,52,000 Bills Receivable 30,000 Sundry creditors 32,000 Stock 35,000

Bills Payable 38,000 Investment 13,000

Reserve 18,000 Machinery 40,000

Building 45,000

Goodwill 20,000

2,40,000 2,40,00

0 They admit Tarun into partnership on the following terms: (i) Stock is revalued at Rs.40,000. (ii) Building, Machinery and Investment are depreciated by 12%. (iii) Prepaid Insurance is Rs. 1,000. (iv) Tarun brings Rs.40, 000 as his capital and Rs. 12,000 for goodwill for 1/6 share of

profit of the firm. (v) Capital of the partners shall be proportionate to their profit sharing ratio.

Adjustment of Capitals to be made by Cash. Prepare Revaluation Account, Partners Capital Account, Cash Account and Balance Sheet of the new firm.

2x15=30marks



89


Course Code : CO2C04TB Name of the Course: Organizational Behaviour Duration: One Semester Semester : 2 Total Lecture Hours: 72

Aim of the course: To introduce the idea of how individual behaviour affects organizational behaviour and vice versa; to help the students understand the crucial role of people in any business and to explore different aspects of building this vital capability.

Course Overview and Context: This course introduces students to the basic tools and concepts needed to effectively manage "organizational behavior" (OB). A wide spectrum of contemporary OB Topics is reviewed, including: communication, learning, diversity, multiculturalism, teamwork, motivation, power, innovation, leadership, organizational design, and change. Learning occurs through a variety of activities such as case discussions, self-assessments, group exercises, role-playing, team projects, lectures, and training videos.

Syllabus Content

Introduction

Nature and scope of OB, Challenges and opportunities for OB, Organization Goals, Models of OB, Impact of Global and Cultural diversity on OB.

Individual Behaviour

Individual behaviour, Personality, Perception and its role in individual decision making, Learning, Motivation, Hierarchy of needs theory, Theory X and Y, Motivation- Hygine theory, Vrooms Expectancy theory.

Behaviour Dynamics Interpersonal behaviour, Communication, Transaction Analysis, The Johari Window, Leadership, Its Theories and Prevailing Leadership styles in Indian Organisations. Group Behaviour Definition and classification of Groups, Types of Group Structures, Group decision making, Teams Vs Groups, Contemporary issues in managing teams, Inter group problems in organizational group dynamics, Management of conflict.

Management of Change

Change and Organisational development, Resistance to change, Approaches to managing organizational change, Organisational effectiveness, Organisational culture, Power and Politics in Organisational Quality of work life, recent advances in OB.

Competencies of the course: C1. Understand the Nature and scope of OB

C2. Understand Behaviour Dynamics

C3. Understand Group Behaviour

C4. Understand the Change Management

Learning Resources

Textbook

1. K. Aswathappa, Organizational Behaviour, Himalaya Publications, Ninth Revised

and Enlarged Edition, 2011



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References

1. Fred Luthans, Organizational Behaviour, 12th Edition, Tata McGraw Hill

Publications, 2010

2. Seema Sanghi, Human Resource Management, First Edition, Macmillan India

Limited, 2012

3. Cynthia D. Fisher , Lyle F. Schoenfeldt , James B. Shaw, Human Resource

Management, Dreamtech Press, 2008






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Total 134 Marks

BMS – IB CBCSS EXAM

SEMESTER - 2

COMPLEMENTARY - CO2C04TB - ORGANIZATIONAL BEHAVIOUR

Max marks: 80

Max time: 03 hrs

PART A


1. What is the role of groups in OB model?

2. List any 4 challenges faced in OB field?

3. What are type theories?

4. What is perceptual selectivity?

5. What are the types of learning?

6. Discuss the extrinsic rewards.



7. Define Johari Window.

8. What is autocratic leadership?

9. What is group dynamics?

10. What are team functions?

11. Why work forces resist the change?



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12. What is an organizational conflict?

13. Briefly discuss the basic approaches in organization behavior.

14. Briefly explain the intrapsychic/psychoanalytic theory?

15. What is reinforcement? What the types of reinforcement?

16. Discuss the Trait theory of leadership.

7x2= 14 marks

PART C

Answer any five questions 17. Comment on techniques for improving group decision-making.

18. What are trigger points for change at micro and macro level?

19. Define learning. Make a comparison between cognitive and social learning

theories with suitable examples.

20. Explain Theory X and Y.

21. List the difference between Teams and Groups.

22. Explain Power and Politics in the context of an organization.

23. Explain Vrooms Expectancy theory.

24. Explain the steps in group decision making.

5x6=30 marks

PART D


25. What are prominent types of leaders/leadership styles are practiced in the

organizations? Write in brief about their merits and demerits.

26. Define Team. Write in brief about team dynamics and their contribution towards

the success of organizations? Give examples.

27. Define conflict. Write in brief about various types and how will you resolve

conflicts in organizations?

28. How will you use FFM theory to analyze an individual s personality?

2x15=30marks



92


Course Code : CO3C05TB Name of the Course: Marketing Management Duration: One Semester Semester : 3 Total Lecture Hours: 72

Aim of the course: To teach the students about the all-pervasive nature of markets and their transformation across decades; to expose the rational, sensory & emotional triggers in consumer buying & selling habits and to provide students with the latest information about marketing developments & practices as well as to inculcate managerial approach to marketing problems.

Course Overview and Context: An introduction to managerial decisions in the marketing area and approaches to making these decisions. Among the topics considered are the institutional framework of retail and industrial markets; buyer behavior; and product line, promotion, pricing, and distribution decisions and strategies. Impact and relevance of electronic markets are also considered.

Syllabus Content

Introduction to Marketing Management Introduction – Meaning and nature of marketing management, objectives and importance of marketing management, marketing concepts. Consumer Needs, Wants, and Consumer Insights: Introduction, Needs and Wants, Using Needs/Wants Insight in Marketing, Benefits Sought By Consumers, The Impact of Emotional Benefits, Consumer Insight, Possible Sources of Insights, Using Insights, Finding and Developing an Insight , The Role of an Insight in Product Development and Marketing.

Segmentation Targeting and Positioning (STP)

Market Segmentation and Product Positioning: Introduction, Market Segmentation, Market Targeting, Target Market Strategies, Product Positioning and Differentiation, Choosing a Differentiation and Positioning Strategy, Changing the Product Positioning, USPs

Marketing Mix: Product and Price Products and Services: Introduction, Levels of Product and Services, Classifications, Product and Service Decisions. Branding, New Product Development and Product Life Cycle (PLC), Services Marketing: The Nature and Characteristics of a Service, Marketing Strategies for Service Firms. Pricing: Introduction - factors influencing pricing decisions and Pricing Strategies. Marketing Mix: Promotion

Marketing Communication, Integrated Marketing Communications (IMC), and Promotion Mix Strategies – Push and Pull Strategy. Advertising and Public Relations, Personal Selling and Sales Promotion, Sales Promotion - Trade Shows, Trade Sales Promotion, Consumer Sales Promotion. Publicity and direct marketing - Direct Marketing, Benefits of Direct Marketing, Direct Marketing Channels, Public and Ethical Issues in Direct Marketing.



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Marketing Mix: Place (Distribution Channel)

Distribution Channels: Introduction, Type of Marketing Channel, Channel Motivation, Importance of Channel of Distribution, Multiple Channels Distribution, Retail, Levels of Service, Corporate Retailing, The New Retail Environment. New trends in the area of marketing.

Competencies of the course: C1. Understand the Meaning and nature of marketing management

C2. Understand the Segmentation Targeting and Positioning

C3. Understand the Marketing Mix: Product and Price

C4. Understand the Marketing Mix: Promotion

C5. Understand the Marketing Mix: Place (Distribution Channel)

Learning Resources

Textbook

1. Kotler, Philip and Armstrong. (2007). Principles of Marketing. (12th ed.). New

York: Pearson Education.

References

2. Ramaswamy and Namakumari. (2005). Marketing Management. Macmillan.

3. Arun Kumar and Meenakshi. (2007). Marketing Management. Vikas.

4. Lamb, Hair and Danniel. M. C. (2004). Marketing. (7th ed.). Thomson

5. Evans and Berman. (2005). Marketing. (2nd ed.). Biztantra

6. William M Pride and O C Ferrell. (2005). Marketing – Concepts (12th ed.).

Cengage Learning






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Course Code : CO3C06TB Name of the Course: Business Information System Duration: One Semester Semester : 3 Total Lecture Hours: 72

Aim of the course: At the end of this course, students will be able to apply advanced functions in Excel; to implement accounting procedure with the use of computers.

Course Overview and Context: It provides knowledge and skills in traditional business organization and management together with skills and abilities in the enabling and underlying technologies on which organisations are becoming more reliant.

Syllabus Content

Introduction to Excel

Excel Introduction, Excel 2010, Excel 2007 Introduction, Excel 2003 Introduction

Basic formulae: Entering and editing data, Creating and copying formulae, Creating functions easily

Formatting: Inserting/deleting rows/columns, Changing fonts, Colours and borders, Merging and aligning cells

Printing: Page break preview, Using page layout view, Headers and footers, Freezing print titles

Charts: Selecting data, Quick ways to create charts, Formatting your chart

Basic tables: Table styles, Using calculated columns, Header rows and total rows, Sorting and simple filtering

Advanced Excel 1

Using range names: Using IF conditional functions, Using VLOOKUP functions, Creating, sorting and filtering lists/tables of data, Creating pivot tables

Number formatting: Creating custom formats, The four parts of a format, Scaling numbers

Dates and times: How dates and times are stored, Useful date/time functions, Formatting dates and times

Advanced Excel 2

Conditional formatting: Creating/using cell rules, Data bars and colour sets, Styles and themes, How themes work, Using the default styles, Creating custom styles

Validation and protection: Setting cell validation, Protecting cells/worksheets, Grouping and outlining, Cell comments

Range names and absolute references: Absolute references ($ symbol), Fixing only the row/column, Creating range names, Labelling ranges automatically

Excel Functions

Excel Functions: Mathematical Functions, Text Functions, Logical & Reference Functions Date & Time Functions Financial Functions, Information Functions

IF and LOOKUP functions: The conditional (IF) function, Nested IFs are evil, Lookup tables

Basic tables: Table styles, Using calculated columns, Header rows and total rows,



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Sorting and simple filtering, Advanced Tables, Removing duplicates, Advanced filters, Creating table styles

Pivot tables: Creating pivot tables, Swapping rows, columns and pages, Grouping fields, Drill-down, Slicers, Pivot table slicers, Changing slicer properties

Charts: Selecting data, Quick ways to create charts, Formatting your chart, Advanced charts, Creating chart templates, Combination charts, Picture charts, Custom chart types, Regression and trendlines, Sparklines, Creating sparklines, Changing chart types, Formatting sparklines, Consolidation , Using formulae, Using arrays, Using data consolidation, Using pivot tables

Competencies of the course: C1. Understand the basics of Excel

C2. Understand using range names

C3. Understand Number formatting

C4. Understand Dates and times in Excel

C5. Understand Conditional formatting

C6. Understand Validation and protection

C7. Understand Excel Functions

Learning Resources

John Walkenbach, Excel 2010 Bible, Wiley, 1 edition, 2010

John Walkenbach, Excel 2007 Power Programming with VBA (Mr. Spreadsheet's Bookshelf) Wiley; PAP/CDR edition, 2007

Curtis Frye, Microsoft Excel 2010 (Step By Step), Microsoft Press; 1 edition, 2010






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96


Course Code : CO3C07TB Name of the Course: Financial Management Duration: One Semester Semester : 3 Total Lecture Hours: 72

Aim of the course: At the end of this subject, students will be familiar with financial management concepts and tools, its applicability in organizations like, profitability, optimum capital structure, capital cost, flow of working capital management, financial decisions, investment plan.

Course Overview and Context: The scope and objectives of corporate financial management are introduced along with the concept of the risk- return trade-off. The various sources of capital are discussed, along with their costs. Financial planning with special emphasis on the evaluation of capital projects and the management of working capital is considered. The implications of the efficient market hypothesis are considered throughout the course.

Syllabus Content

Introduction to Financial Management and Cost of Capital

Meaning and Evolution, Significance and Goals, Functions of a Financial Manager, Cost of Capital -Meaning, Cost of debt, preference and equity capital, weighted average cost of capital.

Cash Flow Statement and Leverages

Cash Flow Statement (AS-3) – Meaning, uses and preparation. Leverages – Operating leverage, financial leverage and Combined leverage, EPS analysis.

Investment Decision

Capital Budgeting – Meaning, evaluation of proposals – Payback period, NPV, ARR, IRR, Accept/reject decisions.

Management of Working Capital

Working Capital Policy - Overall Considerations-Importance of Working Capital Management, Operating Cycle Concept, Forecasting, Working Capital Requirement, Estimation of Working Capital.

Dividend Policy and Capital Structure

Meaning of dividend policy, factors influencing dividend policy, forms of dividend. Meaning of Capital Structure – Optional capital structure – factors determining capital structure.

Competencies of the course: C1. Understand the meaning of Financial Management and Cost of Capital

C2. Understand Cash Flow Statement and Leverages



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C3. Understand Investment Decisions

C4. Understand Management of Working Capital

C5. Understand the Dividend Policy and Capital Structure

Learning Resources

I. M. Pandey (2003), Financial Management, 10th edition, Vikas Publishing House.

Khan M. Y. and Jain P. K. (2008), Financial Management 3rd Edition, McGraw Hill.

Prasanna Chandra. (2007). Financial Management Theory and Practice. (7th ed.).

McGraw Hill.

Michael C. Ehrhardt and Eugene F. Brigham. (2008). Corporate Finance. (1st ed.).

South-Western Pub.






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Course Code: CO3C08TB Name of the Course: Human Resource Management Duration: One Semester Semester : 3 Total Lecture Hours: 72

Aim of the course: At the end of this subject, students will be able to familiarize with various aspects of human resource management strategies for better management of people in the organizations.

Course Overview and Context: This course will examine Human Resources from a strategic perspective, emphasizing the contribution of HR decisions to the development of a high performance organization. HRM will be treated as a dynamic system that enables organizations to cope more quickly and effectively with a rapidly changing environment. The course will emphasize those topics, such as reward systems, performance management and the selection and retention of high performance employees that confront managers in a variety of organizational roles. Emphasis will be given to the identification, evaluation and solution of specific HR problems facing managers with these responsibilities.

Syllabus Content

Introduction to Human Resource Management

Meaning - definitions, objectives and importance of HRM, functions of HRM–managerial functions – operative functions – nature and scope of HRM – HR manager. Role, qualification and qualities.

Human resource planning, Recruitment and Selection

Meaning and importance of human resource planning, benefits of human resource planning, Meaning of recruitment, selection, placement and training Methods of Recruitment and Selection - Uses of tests in selection, Problems involved in placement.

Training, Induction and HRM Strategies

Meaning of Training and Induction, Objective and purpose of induction, Need for training, benefits of training, Identification of training needs, methods of training.HRM Strategies - Human capital – emotional quotient –mentoring.

Promotion and Transfers

Meaning of promotion-Purposes and types – promotion policy – bases of promotion – seniority v/s merit– transfer, need –purposes –types of transfers- demotion –causes of demotion.

Performance Appraisal and compensation

Meaning - objectives of performance appraisal, 360-degree appraisal, other methods of performance appraisal and limitations. Principles - techniques of wage fixation, job evaluation, compensation -meaning of compensation, objectives and importance of compensation.



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Competencies of the course: C1. Understand the Meaning - definitions, objectives and importance of HRM

C2. Understand the Meaning of Training and Induction

C3. Understand the methods of training

C4. Understand HRM Strategies

C5. Understand human resource planning

C6. Understand Recruitment and Selection

C7. Understand the Meaning of promotion

C8. Understand promotion purposes and types

C9. Understand the types of transfers

Learning Resources

Aswathappa. (2010). Human Resource Management. Tata McGraw Hill Education.

P. Subba Rao. (2009). Personnel and Human Resource Management. Himalaya

Publishing House.

C.B.Gupta. (2014). Human Resource Management. Sultan chand and sons.

P. N. Reddy and H. R. Appannaiah. (2012). Personnel Management. Himalaya

Publishing House.






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100


Course Code: CO4C09TB Name of the Course: Corporate Communication Duration: One Semester Semester : 4 Total Lecture Hours: 72

Aim of the course: At the end of this course, students will be able to familiarize with business communication, types of communication, Business Correspondence, and Business Report Writing.

Course Overview and Context: The purpose of this course is to emphasize the importance of effective communication techniques in an organizational setting and to provide grounding in communication skills essential to success in the business world. Students will have the opportunity to understand leadership and communication strategies, and develop their business writing skills through several assignments and class activities. Focus will be placed on improving students ability to communicate clearly, logically and effectively.

Syllabus Content

Communication in Business

Introduction, Communication Process, Essentials of Business Communication, Barriers to Business Communication

Methods, Models and Theories of Communication

Models of communication, Shannon's Model of the communication Process, Derivative Models of the Communication Process, New Model of the Communication Process, Defining Communication Theories Types of Communication: Verbal Communication, Nonverbal Communication, Types of Communication Based on Style and Purpose

English Grammar

Remedial English - I: Parts of Speech (Nouns, Pronouns, Adjectives, Verbs, Adverbs, Prepositions, Conjunctions, and Interjections) Reading Skills – II: Sentences, Subject-Verb Agreement, Active and Passive Voice, Direct and Indirect Speech

Business Correspondence

Communication in an Organization: Types of Communication Meetings, Memo, Circulars and Notices Business Correspondence: General Rules for All Business Correspondence, Guidelines for the Basic Cover Letter, Guidelines for Information Interviewing, Networking Letters, Guidelines for Thank You Letters, Guidelines for Job Offer, Acceptance Letters, Guidelines for Letters Declining a Job Offer, Style in Business Correspondence

Business Report Writing

Cover Letters, Business Report Writing, The purpose of statistical studies, sample of business correspondence



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Competencies of the course: C1. Understand the importance of Communication in Business

C2. Understand the Communication Process

C3. Understand the Essentials of Business Communication

C4. Understand the Barriers to Business Communication

C5. Understand the Models of communication

C6. Understand Shannon's Model of the communication Process

C7. Understand the Types of Communication

C8. Understand Verbal Communication

C9. Understand Nonverbal Communication

C10. Understand Communication in an Organization

C11. Writing Memo, Circulars and Notices

C12. Understand Business Correspondence

C13. Understand Business Report Writing

Learning Resources

Gibson, J W and Hodgetts R M. (1990)Business Communication:Skills and Strategies. Harper and Row.

Bovee C L and Thill J V. (2009). Business Communication Today, (10th ed.). McGraw Hill.

Hall J A and Kapp M L (1992). Nonverbal Communication in Human Interaction,

(3rd ed.). Holt Rinehart and Winston.

Business Communication. ICMR Publications






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102


Course Code : CO5C10TB Name of the Course: Fundamentals of Strategy

Duration: One Semester Semester : 5 Total Lecture Hours: 54

Aim of the course: To train students to formulate strategies, and implement them to achieve organisational goals.

Course Overview and Context: A study of the processes of formulating and implementing business and corporate strategic plans and evaluating management strategic performance in complex business environments. Topics included are the corporate mission and objectives, industry analysis, competitive analysis, environmental analysis, business strategy, financial strategy, corporate portfolio planning, acquisitions and divestments, organizational implications, international strategy, and entrepreneurship.

Syllabus Content

Introduction to Strategic Management Introduction, Business Definition Introduction, Vision, Mission, Goals and Objectives, The Concept of Strategy, Introduction to Business Policy, Strategic Management Process, Levels of Strategy, Challenges to Strategic Management – The Indian Scenario. Appraising the Environment

Introduction, Characteristics of Environment, Internal versus External Environment, Environmental Scanning, Environmental Appraisal, Factors Affecting Environment Appraisal, Structuring Environment Appraisal, Identifying the Environmental Factors

Strategy Formulation Corporate-Level Strategies: Introduction, Strategic Alternatives and Reasons for Adopting Them, Concentration Strategies, Integration Strategies, Diversification Strategies Business-Level Strategies: Introduction, Factors that Determine Choice of Competitive Strategy, Generic Business Strategies, Cost Leadership, Differentiation, Focus Functional Strategies: Introduction, Concept of Core Competencies, Production Strategy, Research and Development Strategy, Human Resource Strategy

Strategy Implementation

Introduction, Structure and Strategy, Interaction between Structure and Strategy – A Case Study, Types of Organisational Structures, Stages of Development of Organisation, Structures for Strategies, Strategy and Leadership, Organisational Values and Strategy, Resource Allocation – A Vital Part of Strategy

Strategic Evaluation and Control Introduction, Strategic Evaluation, Strategic Control, Operational Control, Process of Operational Evaluation, Evaluation Techniques for Operational Control, Strategic Control Versus Operational Control Strategies in the Global Environment: Introduction, International Strategies, Types of International Strategies, Strategic Decisions in Internationalization, Advantages and Disadvantages of Internationalization, Cooperative Strategies, Joint Venture Strategies, Strategic Alliances



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Competencies of the course: C1. Understand the Concept of Strategy

C2. Understand the Strategic Management Process

C3. Understand the Challenges to Strategic Management

C4. Understand the Characteristics of Environment

C5. Understand difference between Internal versus External Environment

C6. Understand the concept of Environmental Appraisal

C7. Understand Corporate-Level Strategies

C8. Understand Business-Level Strategies

C9. Understand Functional Strategies

C10. Understand the process of Strategy Implementation

C11. Understand Strategic Control

Learning Resources

Azhar Kazmi. Strategic Management and Business Policy. Tata McGraw Hill Education Private Limited. 2008

Thomas L. Wheelen, J. David Hunger. Concepts in Strategic Management and Business Policy. Dorling Kindersley (India) Pvt. Ltd. 2010

B. Hiriyappa. Strategic Management and Business Policy. Wordclay. 2010

Vipin Gupta, Kamala Gollakoa, R. Srinivasan. Business Policy and Strategic Management – Concepts and Applications. Prentice-Hall of India Pvt Ltd. 2008

G.V. Satya Sekhar. Business Policy and Strategic Management. I. K. International Publishing House. 2010






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104


Course Code : CO5C11TB Name of the Course: Persuasion and Salesmanship Duration: One Semester Semester : 5 Total Lecture Hours: 54

Aim of the course: To help the students understand the crucial need to sell our ideas before they can become reality; selling ideas & concepts vs. products.

Course Overview and Context: Competitive advantage for sales people starts with utilizing their skills and knowledge necessary to manage negotiations, present benefits and close deals effectively. Participants of this program can level up their communication skills and use the right tools to persuade and negotiate effectively in every business situation, thereby successfully communicating with influence.

Syllabus Content

Principles and Frameworks of Persuasion Persuasion in Advertising, Advertising Strategy, History of Persuasion Theory,

Persuasion Tactics

Persuasion Techniques in Advertising, Ideas in Selling

Introduction to Salesmanship

Ideas as Products, Insights in Products, Six I s, Me First and Me Too, Evolution of Products: An Example, Four Parameters of Judging a Product Idea, Evaluating a Product, Evolution of New Products Introduction, Does Form Follow Function?, Evaluating New Product Ideas

Ideas in Selling

Experiential Marketing, Why Experiential Marketing?, Critical Considerations in Experiential Marketing, Successful Implementation of Experiential Marketing, Relationship Marketing, Role of Relationship Marketing in Salesmanship, Strategies to Build a Strong Customer Relationship, Personal Selling, Steps in Personal Selling, Prospecting, Approaching, Making the Presentation, Overcoming Objections, Closing the Sale, Follow-up, Selling Tactics, AIDA Approach, Foot in the Door Technique, Door-in-the-Face Technique, Low-Ball Technique, Add-On Sales Ideas, Cross-selling, Up-selling, Essential Attributes of Successful Salespersons

Ideas in Advertising

Ideas, Persuasion and Advertising, Integrated Marketing Communications (IMC), Designing an Effective Message, Right Media, Major Selling Idea, Creative Strategy, Ideas in Advertising, What is Creativity?, The Big Idea in Advertising, Why Creative Ideas are Important in Advertising?, Relevance, Originality, and Impact, The AIDA Model, Types of Adverting Ideas, Creative vs. Non-Creative Adverting Ideas, How to generate creative ideas?

Competencies of the course: C1. Understand the importance fo Persuasion in Advertising

C2. Understand Advertising Strategy

C3. Understand the History of Persuasion Theory

C4. Understand Persuasion Techniques



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C5. Understand Ideas in Selling C . Understand the Six I s

C7. Understand Experiential Marketing

C8. Understand the AIDA Approach

C9. Understand Personal Selling

C10. Understand Relationship Marketing

C11. Understand the Integrated Marketing Communications

Learning Resources

Robert Gravlin Cooper. Winning at New Products. Accelerating the process from

Idea to Launch. Addison-Wesley. 1993

Edward Patrick McGuire. Evaluating New Product Proposals. Conference Board. 1973

Charles Panati. Browser’s Book of Beginnings. Origins of everything under and including the Sun. Houghton Mifflin Company. 1984

Henry Petroski. The Evolution of Useful Things. First Vintage Books Edition. 1994






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106


Course Code: CO5C12TB Name of the Course: Mass Media Duration: One Semester Semester : 5 Total Lecture Hours: 72

Aim of the course: To educate students about the origins of media, their roles, the role in marketing communication and to understand the concepts of media planning, buying, operations and campaign management.

Course Overview and Context: It has been designed to provide students with a firm grounding in communication skills.· It aims to develop an ability for critical thinking and creativity and to give the students an opportunity to combine the theoretical curriculum with practical applications, through detailed research, lucid writing skills, oral presentation skills and a· mastery of various mass communications media in our global information age.

Syllabus Content

Fundamentals of Media and Communication What is a medium; The role of media in Marketing Communication; Different types of media and their unique characteristics; The usage of specific media customized based on product category, customer segment & the marketing task; Relationship between Media and Audience; Effects of Media on Audience; Content and Media.

Communication Models and Theories Different Communication Models and their evolution; Semiotics, Social Communication, Symbolic Communication, Media Theories, Cultivation Theory, Individual Differences Theory, Agenda Setting Theory, Public Opinion Theory etc. Recent thinking regarding communication & persuasion & influence and their implications for the strategic usage of media in marketing.

Types of Media The frame work for effective & efficient media usage; media objectives & strategy & evaluation criteria & media plans & media operations including buying & negotiations; campaign planning & review & course correction. media performance measures, current thinking regarding measurement, impact & cross media comparison including non-traditional options like retail; outdoor, mobile & www. Non-traditional media in depth

Retailing, Retail Branding, Retail as a Brand-Building Medium, What is Experience Retail, Direct Marketing, Channel marketing, Database Marketing, Personalized Marketing, Relationship Marketing, the evolution of outdoor; impact of technology on outdoor; multi-level marketing; personal selling, sales promotion & activation.

New Developments in Media Recent thinking in media---engagement planning & media; media audience fragmentation; Changing Patterns of Media Consumption Habits, media & content, User Generated Content, Cross-platform User Content, Branded Content, advertainment , integrated marketing communications; Integrated Media, Permission Marketing, Reality Marketing, Experiential Marketing, crowd sourcing; media as the new creative frontier.




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C1. Understand the Fundamentals of Media

C2. Understand the role of media in Marketing Communication

C3. Understand Different types of media

C4. Understand Different Communication Models

C5. Understand the frame work for effective & efficient media usage

C6. Understand media performance measures

C7. Understand Non-traditional media

C8. Understand Retailing

C9. Understand Direct Marketing

C10. Understand Database Marketing

C11. Understand Relationship Marketing

C12. Understand multi-level marketing

C13. Understand sales promotion & activation

C14. Understand the New Developments in Media

Learning Resources

Thomas de Zengotita. Mediated: How the Media Shapes Our World and the Way We Live in It. Bloomsbury USA. 2006.

Wm. David Sloan. Makers of the Media Mind: Journalism Educators and their Ideas. Routledge. 1990

Peter Sorlin. Mass-Media (Key Ideas). Routledge. 1994

Mike Edwards Key Ideas in Media. Nelson Thornes; New edition edition. 2003

David Ogilvy. Ogilvy on Advertising. Vintage; 1st Vintage Books ed edition.1985






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Course Code : C05C13TB Name of the Course: Creative Communication Duration: One Semester Semester : 5 Total Lecture Hours: 72

Aim of the course: To help students develop writing style, relate ideas to written expression, and familiarise with different forms of writing.

Course Overview and Context: The main objective of this programme is to develop students into high calibre professionals for creative careers in Marketing Communication.

Syllabus Content

Basic Principles of Writing Parts of Speech: Introduction, The English Language: A Brief History, Nouns, Verbs, Adjectives, Adverbs, Prepositions, Conjunctions, Interjections Sentences: Introduction, The Subject and the Predicate, Simple Sentences, Phrases and Clauses, Sentence Variety Music of Writing: Introduction, Voice, Lyricism, Melody, Rhythm

Effective Writing

Principles of Effective Communication: Introduction, Getting Started, Principles of Effective Writing, Coping with Political Correctness, Sensitive Not Hypersensitive, He, She, and Everybody Fundamentals of Effectively Persuading: Introduction, Fundamentals of Effective Persuasion, Tone of Voice, Tone Scale, Getting the Tone Right, Maintaining an Effective Tone The Effective Mailbox: Introduction, How to Write Effective Mails?, The Email Etiquette, How to Write a Letter?, Handling Some Common Kinds of Letters. Short Letters – The IN Thing Today

Writing that Exalts and Transforms Writing the Natural Way: Introduction, Letting the Writer Out, Two Ways of Knowing: Conscious and Unconscious, Clustering: the Doorway to your Unconscious Mind, Self Reflective Mind: Words and the Brain, The Two Hemispheres: Complementary Division of Labour Poetry: Introduction, Poetry Song Writing: Introduction, Writing the Commercial Song, Basics of a Song, The Words and Music Matrimony, Where to Find Ideas?, Formal Musical Training: An Essential or Not? Nature Writing: Introduction, Nature Writing

Writing that Entertains and Sells

The Big Idea: Introduction, What is a Big Idea?, Hero-worship the Product, Creativity: A Cult, Commercial Creativity How to Write Advertising Copy?: Introduction, Types of Ads – Copywriter s Perspective, Getting Down to Business, Creating Copy, Grammar and Syntax: A Necessity in Ads or Not, Pun and Humour: A Copywriter s Redemption, Hard Sell v/s Soft Sell, The Headline, The Ad, A Mentor s Checklist - Before, During and After Writing an Ad Writing Humour: Introduction, Steps to Writing Humour, Humour in Romance Writing, Humour in Fiction, What Can Give Your Work The Funny Edge?, Jokes and How to Joke



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Around, Black Humour, Unintentional Humour and Situation Comedy, Blue Humour Writing for Commercials and TV: Introduction, Writing Commercials, Basic Principles That You Need to Know to Write a Great Commercial, What is the Relationship between an Idea and a Story?, Scriptwriting for TV, TV Writing: A Class Apart But How?, Where Do Ideas Come From?, Basic Story Shape

Writing for the New Media Interactive Writing: An Introduction: Introduction, Interactivity and Interactive Writing, Intrinsic Interactivity – Media That Are Already Interactive, Media That Can Benefit from Interactivity, Linear Writing versus Interactive Writing Thinking and Writing Interactively: Introduction, How to Think Interactively?, To Tame the Wanderer, How to Plan to Write an Interactive Work?, Planning for Interactivity, Questions to be Answered before Writing for New Media The Grammar of Interactivity: Introduction, Cinematic Grammar, Interactive Nouns and Verbs, Elements of Interactive Grammar, The Writer s Grammar: Discoverability, Interactive Sentences Interactive Storytelling: Introduction, World of Computers versus World of Television, Web TV, Story Branching, Involving the Reader/User – Using the Second Person, Being Creative: Enrich the Title, Pitfalls

Competencies of the course: C1. Understand the Basic Principles of Writing

C2. Understand the Principles of Effective Communication

C3. Understand the Fundamentals of Effectively Persuading

C4. Understand the Writing that Exalts and Transforms

C5. Understand Writing the Natural Way

C6. Understand Poetry

C7. Understand Song Writing

C8. Understand the Writing that Entertains and Sells

C9. Understand the Big Idea

C10. Understand How to Write Advertising Copy?

C11. Understand Writing Humour

Learning Resources

Kenneth Roman and Joel Raphaelson. Writing that Works – How to Communicate Effectively in Business. Rupa & Co. 2000

Neil James. Writing at Work – How to write, clearly, effectively and professionally. Viva Books First South Asian Edition. 2008

William Carpenter. Principles of Effective Communication. Dept. of Agricultural Information, North Carolina State University at Raleigh, 1969

Ed Shewan. Applications of Grammar: Principles of Effective Communication. Christian Liberty Press. 2007



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Total 134 Marks



111


Course Code : CO6C14TB Name of the Course: Business Negotiation Duration: One Semester Semester : 6 Total Lecture Hours: 54

Aim of the course: To introduce students to the principles of the business negotiation,

to the existing socio-cultural differences in the international environment and their

influence on the strategy and tactics in the business negotiation with foreign partners in

different regions. Upon the completion of this course, students will be able to cope with

the main rules and approaches to the business negotiation and existing strategies and

tactics. They will have knowledge of the main cross-cultural differences and factors

influencing the international business negotiation and will be prepared to negotiate

with foreign partners considering existing specifics in different regions and countries.

Course Overview and Context: Introduction to the concepts necessary for effective negotiations. Emphasis is on the negotiation and bargaining skills essential for everyone.

Syllabus Content

Culture and its Definition

Culture - definition and characteristics. Cultural factors and specifics, their possible

consequences and influence on different aspects of business, Personality of a successful

negotiator. Process of negotiation - main attributes and stages, Preparation for and

planning of the business negotiation, Rules of effective persuasion. Breaking through

"culture shock", Problem of concessions, ways to break deadlocks, position of strength,

International negotiations - main aspects, comparison of different negotiate styles.

Definition and Process of Negotiation

Meaning - Negotiation Process, Environmental Context of International Negotiations,

Managing Negotiation and Conflict Ethics in International Negotiations, Decision-

Making, The Decision-Making Process, Internal and External Factors Implications for

Managers.

Tactics of Negotiation

Essentials of Negotiation, Negotiation Planning, Distributive Strategy/Tactics,

Integrative Strategy/Tactics, Developing a negotiation style, Establishing Trust-Building

Relationships, Power, Persuasion, Ethics, Creativity, Problem solving, Decision Traps,

Multiple Parties, Coalitions and Teams.

Negotiation and Decision Making

Process of negotiation and decision-making and their significance for multinational and

global corporations, Environmental context of international business negotiations and

the concept of multinational negotiating strength, Various patterns of negotiation and

conflict resolution in different national and cultural contexts, Influence of national and

cultural variations in decision-making.



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Problem of Culture in Negotiation

The problem of culture in negotiation and conflict resolution, Managing in multi-cultural

environments, Cultural variables and negotiation – general, Developing intercultural

effectiveness, Inter-group conflict resolution – theory and practice.

Competencies of the course: C1. Understand Culture - definition and characteristics

C2. Understand the influence of culture on different aspects of business

C3. Understand the Process of negotiation

C4. Understand breaking through "culture shock"

C5. Understand the Negotiation Process

C6. Understand the Tactics of Negotiation

C7. Understand Problem solving techniques

C8. Understand Decision Traps

C9. Understand the Negotiation and Decision Making process

Learning Resources

Black and Avruch. Culture and International Negotiations, in Jacquin-Berdal et al, eds. . Culture in World Politics; NY, St. Martin s Press. Sebenius.(2002). "The Hidden Challenge of Cross-Border Negotiations," p. 80,

Harvard Bus. Rev.

Thiederman. (1991). Bridging Cultural Barriers for Corporate Success: How to

Manage the Multicultural Work Force; NY, NY: Lexington Books.

Harris & Moran. (1998). Managing Cultural Differences, Third edition, Houston,

TX: Gulf Publishing Company.






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113


Course Code : CO6B01PB Name of the Course: Project Work Duration: One Semester Semester : 6 Total Lecture Hours: 72

Aim of the course: The end of the course project is meant to give the students a comprehensive exposure to the real business world in terms of the professional challenges as well as the personal aspects of etiquette, language, team work and overall effectiveness as operating managers.

Course Overview and Context: It will also give the students an opportunity to compare the theoretical principles learnt during the 1st three semesters vis-a-vis the real world of business. As far as possible the project will be arranged at companies whose businesses and challenges and priorities match those of the student though this cannot be guaranteed.