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GURU KASHI UNIVERSITYUNIVERSITY COLLEGE OF COMMERCE AND MANAGEMENT

Masters of Business Administration

PRINCIPLES & PRACTICES OF MANAGEMENT (202101)

Total Credits - 4 L T P 4 0 0

COURSE OBJECTIVE:The objective of this course is to expose the students to basic concepts of management and to enable them to gain appreciation for emerging ideas, techniques, procedures and practices in the field of management.

COURSE CONTENTS:Unit-IIntroduction: concept and nature of management; managerial competencies – communication, team work, planning and administrative, strategic and global competencies; evolution of management thoughts – traditional, behavioural, system, contingency and quality viewpointsUnit-IIPlanning, decision making and organizing: nature and elements of planning, planning types and models, planning in learning organizations; strategic planning – an overview; decision making process, models of decision-making, increasing participation in decision-making, decision-making creativity; basic issues in organizing – work specialization, chain of common delegation, decentralization, span of management, bases for departmentationUnit-IIILeading: recognition of human factor, motivation models / approaches; leadership styles/behaviours, personal characteristics of effective leaders, leadership development; leadership for learning organizationsUnit-IVManagement control, managerial ethics and social responsibility: management control – concept and process, overview of control techniques, effective control system; managerial ethics, factors affecting ethical choices; ethical dilemma; social responsibility; evaluating corporate social performance; managing company ethics and social responsibility

Suggested Readings:1. Robbins, S.P. and Decenzo, D.A. Fundamentals of Management, Pearson Education Asia,

New Delhi2. Hellreigel, Management, Thomson Learning, Bombay3. Koontz, H and Wechrich, H; Management, Tata McGraw Hill4. Stoner, J et. al, Management, New Delhi, PHI, New Delhi5. Robbins & Coulter, Management, PHI, New Delhi6. Satya Raju, Management – Text & Cases, PHI, New Delhi7. Richard L. Daft, Management, Thomson South-Western

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ORGANISATIONAL BEHAVIOUR (202102)


COURSE OBJECTIVE:This course aims to provide insights necessary to understand behavioural processes at individual, team and organizational level enable students to learn how to influence the human behaviour in organizations.

COURSE CONTENTS:Unit-I Organizational Behavior: What managers do, Definition of OB, contributing disciplines to OB, challenges and opportunities for OB. Foundations of Individual behaviour- biographical characteristics, ability, and learning. Values, Attitudes, Personality and Emotions, PerceptionUnit-II Motivation: Concept, Theories of Maslow, Herzberg, McClelland, Porter & Lawler Model, Application of Motivation Concept. Job Satisfaction Foundations of Group Behaviour: Group formation, development and structure, Group Processes, Group Decision- making Techniques, Work Teams.Unit-III Interpersonal Skill-Transactional analysis, Life Positions, Johari Window. Leadership: Concept, theories, styles and their application. Power and Politics in OrganizationUnit-IV Conflict Management, Stress Management, Crisis Management, Organizational Change & Development, Innovation, Creating a learning Organization, Organizational Culture, Organizational Effectiveness.

Suggested Readings:1. Nelson, Debra L and James C Quick, Organisational Behaviour, Thomson Learning2. Pareek, Udai, Understanding Organisational Behaviour, Oxford University Press, New Delhi3. Robbins, S.P., Organisational Behaviour, Prentice Hall of India, New Delhi4. Hellgiegel, D & J.W. Slocum, Organisational Behaviour, Thomson Learning5. McSchane, Organisation Behaviour, TMH, New Delhi6. Luthans, Fred, Organisational Behaviour, McGraw Hill, New York7. New Storm and Keith Davis, Organisation Behaviour, TMH, New Delhi

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ACCOUNTING FOR MANAGEMENT (202103)


COURSE OBJECTIVE:The objective of this course is to acquaint the students regarding various accounting concepts and its applications in managerial decision making.

COURSE CONTENTS:Unit-IFinancial Accounting- concept, importance and scope, accounting principles, journal, ledger, trial balance, depreciation (straight line and diminishing balance methods), preparation of final accounts with adjustments.Unit-IIFinancial Analysis-Concepts and objectives, Tools of Financial Analysis: trend analysis, common size statements, comparative statements, Introduction to ratio analysis, fund flow and cash flow statements (with additional information).Unit-IIICost accounting- meaning, importance, methods, techniques; classification of costs and cost sheet; inventory valuation; an elementary knowledge of activity based costing; Standard Costing & Break Even AnalysisUnit-IVManagement accounting- concept, need, importance and scope; Budgetary control- meaning, need, objectives, essentials of budgeting, different types of budgets; Responsibility Accounting

Suggested Readings:1. Singhal, A.K. and Ghosh Roy, H.J., Accounting for Managers, JBC Publishers and

Distributors, Ne w Delhi2. Pandey, I.M., Management Accounting, Vikas Publishing House, NewDelhi3. Horngren, Sundem and Stratton, Introduction to Management Accounting, Pearson Education,

New.Delhi.4. Anthony R.N. and Reece J.S.,Management Accounting Principles, Homewood, Illinois,

Richard D.Irwin, 1995.5. Hansen & Mowen, Cost Management, Thomson Learning6. Mittal, S.N., Management Accounting and Financial Management, Shree Mahavir Book

Depot, NewDelhi.7. Jain, S.P and Narang, K.L., Advanced Cost Accounting, Kalyani Publishers, Ludhiana.8. Khan, M.Y. and Jain, P.K., Management Accounting, TMH, NewDelhi.

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QUANTITATIVE TECHNIQUES (202104)


COURSE OBJECTIVE:The objective of this paper is to acquaint the students with various statistical tools and techniques used to business decision making.

COURSE CONTENTS:Unit-IMatrices And Determinants; Construction of frequency distributions and their analysis in the form of measures of central tendency and variations; types of measures, their relative merits, limitations and characteristics; Skewness: meaning and co-efficient of Skewness.Unit-IICorrelation analysis - meaning & types of correlation, Karl Pearson’s coefficient of correlation and spearman’s rank correlation; Regression analysis - meaning and two lines of regression; relationship between correlation and regression co-efficients. Time series analysis - measurement of trend and seasonal variations; time series and forecasting.Unit-IIIPermutation and Combinations; Probability: basic concepts and approaches, addition, multiplication and Bayes’ theorem. Probability distributions - meaning, types and applications, Binomial, Poisson and Normal distributions.Unit-IVSPSS & Ms Excel Functions for Stastics

Suggested Readings:1. Levin & Rubin, Statistics for Business, Prentice Hall of India, N.Delhi.2. Gupta S.P. & Gupta M.P. Business Statistics, Sultan Chand & Sons, Delhi.3. Anderson, Quantitative Methods in Business, Thomson Learning, Bombay.4. Anderson, Statistics for Business & Economics, Thomson Learning, Bombay.5. Chandan, J.S. An Introduction to Statistical Methods , Vikas Publishing House, New Delhi.6. Bhardwaj, R.S, Business Statistics, Excel Books, 20007. Gupta C.B. & Gupta, Vijay-Business Statistics, S.Chand & Co. Delhi.8. Kothari C.R., Quantitative Techniques, Vikas Publishing House, New Delhi9. Hooda.R.P., Statistics for Business & Economics, McMillan India Ltd.

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MANAGERIAL ECONOMICS (202105)


COURSE OBJECTIVE:The paper seeks to equip the students with the analytical tools of Economics and apply the same to rational managerial decision-making. It further seeks to develop economic way of thinking in dealing with practical business problems and challenges.

COURSE CONTENTS:Unit-INature and scope of managerial economics; nature of marginal analysis; alternative objectives of business firms; cardinal utility theory; indifference curve technique and the theory of consumer choice; consumer surplus; price, income and substitution effects; demand elasticities; demand estimation and forecasting; relationship between price elasticity and marginal revenue.Unit-IICost Analysis: Concept of cost and its types, cost output relationship in short and long period, supply curve; Iso-quant curves, Indifferences curves; Pricing analysis: Market structures, price determination under different market situations, price discrimination, selling costs, products differentiation, Various pricing methods, transfer pricing, break even analysis, profit planning. Unit-IIIProduct differentiation and price discrimination; price-output decision in multi-plant and multi-product firms; managerial theories of the firm; general pricing strategies; special pricing techniques – limit pricing, peak load pricing and transfer pricing; dumping analysis; pricing of public utilities.Unit-IVRisk analysis; investment and capital replacement decisions; locational choice of a firm; measures of national income; business cycles; operative aspects of macroeconomic policies.

Suggested Readings:1. Hirschey , Mark, Managerial Economics, Thomson Learning, Bangalore2. Monroe, Kent B., Pricing-Making Profitable Decisions, MacGraw-Hill, New York3. Keat, Paul B., and Philip K.Y. Young, Managerial Economics – Economic Tools for Today’s

Decision Makers, Pearson Education, Delhi4. Salvatore, Dominick, Managerial Economics in a Global Economy, Thomson Learning,

Hyderabad

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SEMINAR ON BUSINESS COMMUNICATION (202106)


COURSE OBJECTIVE:To acquaint the students with fundamentals of communication, help them honing oral, written and nonverbal communication skills and to transform their communication abilities.

COURSE CONTENTS:Unit-IMeaning and important of communication in business, the process of communication, models of communication, types of information-order, advise, suggestion, motivation, persuasion, warning and education; Channels of communication, their effectiveness, limitations; Media of communication, barriers of communication, approaches to effective communication, tools of communication, Diction, sentence, paragraph, punctuation and report writing; Oral communication: noise, barriers to communication; listening – listening process, types of listening, deterrents to listening process, essentials of good listening; telephonic communication.Unit-IIPresentation skills: prerequisites of effective presentation, format of presentation; Assertiveness – indicators of assertive behaviour, strategies of assertive behaviour; Communication skills for group discussion, interviews, seminar, symposia and conferences. Unit-IIINon verbal communication: gestures, handshakes, gazes, smiles, hand movements, style of working, voice modulations, body sport for interviews; business etiquettes: business dining, business manners of people of different cultures, managing customer careUnit-IVWritten communication: mechanics of writing, report writing, circulars, notices, memos, agenda and minutes; business correspondence – business letter format, style of letter arrangement, types of letters, telex manages, facsimiles, electronic mail; diary writing; developing resume

Suggested Reading:1. Kaul, Asha, Business Communication, PHI, New Delhi2. Kaul, Asha, Effective Business Communication, PHI, New Delhi3. Chaturvedi, P.D., and Mukesh Chaturvedi, Business Communication, Pearson Education4. McGrath, E.H., Basic Managerial Skills for All, PHI, New Delhi

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WORKSHOP ON COMPUTERS FOR MANAGEMENT (202107)


COURSE OBJECTIVE:Through this course it is intended to familiarize the students with the computer and software applications for data/file management, Presentations and exchange through net

COURSE CONTENTS:Unit-ICreating a new document with templates & Wizard, Word basics, Working with fonts, Paragraph Formatting, Indents, line space, Character Space, Page Formatting, Footnotes, Endnotes, Page Numbering, Page Set-Up, Printing Documents Header and Footer, Bullets and Numbering, Tabs, Symbols, Finding and Replacing Text, Spell Check and Grammar Check, Consulting Thesaurus, Inserting images and objects, Using Words Drawing Features, Inserting Tables – (Adding, deleting, modifying rows and columns - merging & splitting cells), Using formulas in tables, Converting text to table and vice-versa, , Mail Merge tool.Unit IIManaging Workbooks, Working with Worksheets, Cell Referencing (Absolute references, Mixed references), Ranges, Using Formulas and Functions; Formulas that Make Decisions (How the ‘if’ function works) Formatting Worksheets, Printing Worksheets, Creating and Editing Graphic Objects and Charts, Sorting Data, Filtering etc., Analyzing Data Using Pivot Tables, Performing What-If Analysis, Issuing Scenario Manager.Unit IIICreating new Presentations Using Auto Content Wizard, Using Template, Adding, Editing, Deleting, Copying, Slides, Applying Slide Design, Adding graphics, graphs, organization charts, Creating custom animations, Special Effects To Create Transition Slides, Adding Sounds To Slides, Using Action Buttons, Creating Slide Shows, Rehearsing Slide Timings.

Suggested Readings:1. Leon & Leon, Introduction to Computers, Vikas Publishing House, New Delhi.2. Saxena S., MS Office Xp for Everyone, Vikas Publishing House, New Delhi, 2007.3. June Jamrich Parsons, Computer Concepts 7th Edition, Thomson Learning, Bombay.4. Comer 4e, Computer networks and Internet, Pearson Education5. White, Data Communications & Computer Network, Thomson Learning, Bombay.

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BUSINESS ENVIRONMENT (202201)


COURSE OBJECTIVE:The objective of this course is to sensitize the students towards the overall business environment within which organization has to function and to provide insight to students of its implication for decision making in business organizations.

COURSE CONTENTS:Unit-IBusiness Environment:-Concept, Significance, Nature & Scope of business environment; Elements of business environment- micro & macro, environmental scanning & Monitoring; Political Environment , Importance of Indian constitution, Preamble, Constitutional hierarchy-legislature, executive, Judiciary, Fundamental rights, Fundamental duties.Unit-IIEconomic Environment:- Economic system, Five year plans, Meaning and various tools of Monetary & Fiscal policy, New industrial policy, New economic policy, Business cycles; Legal Environment, Main provision of company act, Export – Import policy (Exim Policy), FERA, FEMA, MRTP act, Licensing; Regulatory Bodies: SEBI, TRAI, IRDA, RBI,CLB.Unit-IIISocial Environment: - Corporate social responsibility, Business ethics , Cross culture Environment, Consumer Act; Environmental Protection act; Technological Environment, Impact of new technology, Problem of technology transfer.Unit-IVInternational Environment:-Overview of Brettenwoods conference: Origin, role &Functions of WTO, implications; origin & functions of IMF; Impact of FDI on Indian economy; Trade blocks &blocs, Liberalisation, Privatisation & globalisation, Pros and cons of Gobalisation for home country, Various Methods for going global.

Suggested Readings:1. Acharya, Shankar, India’s Macroeconomic Management in the Nineties, ICRIER, New Delhi.2. Aswathappa Essential of Business Environment, 7th Edition Himalaya3. Ahluwalia, I.J. and IMD Little, India’s Economic Reform and Development, Oxford

University Press, Delhi4. T.R jain, Micro Environment , V.K Publication , New5. Datt, R., Second Generation Economic Reforms in India, Deep and Deep, New Delhi6. Azhar Kazmi, Business Policy & Strategic management, Tata Mc Graw , 2nd 7. Sen Gupta, Government & Business , V.K Publication,6th

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FINANCIAL MANAGEMENT (202202)


COURSE OBJECTIVE:The objective of this course is to acquaint the students regarding financial management tools and techniques in financial decision making.

COURSE CONTENTS:Unit-IFinancial management- scope, finance functions and its organisation, objectives of financial management; time value of money; sources of long term finance.Unit-IIInvestment decisions: importance, difficulties, determining cash flows, methods of capital budgeting; risk analysis (risk adjusted discount rate method and certainty equivalent method); cost of different sources of raising capital; weighted average cost of capital.Unit-IIICapital structure decisions- financial and operating leverage; capital structure theories- NI, NOI, traditional and M-M theories; determinants of dividend policy and dividend models -Walter, Gordon & M.M. models.Unit-IVWorking Capital- meaning, need, determinants; estimation of working capital need; management of cash, inventory and receivables; Mergers & Acquisitions

Suggested Readings:1. Pandy, I.M., Financial Management, Vikas Publishing House, New Delhi2. Khan M.Y, and Jain P.K., Financial Management, Tata McGraw Hill, New Delhi3. Keown, Arthur J., Martin, John D., Petty, J. William and Scott, David F, Financial

Management, Pearson Education4. Chandra, Prasanna, Financial Management, TMH, New Delhi5. Van Horne, James C., Financial Management and Policy, Prentice Hall of India6. Brigham & Houston, Fundamentals of Financial Management, Thomson Learning, Bombay.7. Kishore, R., Financial Management, Taxman’s Publishing House, New Delhi

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MARKETING MANAGEMENT (202203)


COURSE OBJECTIVE:This course is designed to promote understanding of concepts, philosophies, processes and techniques of managing marketing operation and to develop a feel of the market place.

COURSE CONTENTS:Unit-INature and scope of marketing: corporate orientation towards marketplace; building and delivering customer value and satisfaction; retaining customers; Marketing Mix, marketing environment; marketing research and information system.Unit-IIAnalyzing consumer markets and buyer behaviour; analyzing business markets and business buying behaviour; market segmentation, positioning and targeting; tools of product differentiation; marketing strategies in the different stage of the product life cycle; Retail Marketing ConceptUnit-IIINew product development process; product mix and product line decisions; branding and packaging decisions; pricing strategies and programmes; managing marketing channels; wholesaling and retailing.Unit-IVAdvertising and sales promotion; public relations; personal selling; evaluation and control of marketing effort; web marketing; green marketing; reasons for and benefits of going international; entry strategies in international marketing.

Suggested Readings:1. Kotler Philip and Keller; Marketing Management; PHI, New Delhi2. Kotler, Philip, Kevin Keller, A. Koshy and M. Jha, Marketing Management in South Asian

Perspective , Pearson Education, New Delhi3. Kerin, Hartley, Berkowtz and Rudelius, Marketing, TMH, New Delhi4. Etzel, Michael J, Marketing: Concepts and Cases, TMH, New Delhi

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HUMAN RESOURCE MANAGEMENT (202204)


COURSE OBJECTIVE:The primary concern of this course is to develop an appreciation of effective management of human resources and to enable the students to meet HR challenges in present scenario.

COURSE CONTENTS:Unit-I:Strategic importance of HRM; objectives of HRM; challenges to HR professionals; role, responsibilities and competencies of HR professionals; HR department operations; human resource planning – objectives and process; human resource information system; Global HR or integration with ITUnit-IITalent acquisition: Job analysis, description, specification & job evaluation, recruitment and selection strategies, career planning and management, succession planning, socialization and induction of new employees; training and development, investment in training, training need assessment, designing and administering training programme; Career Planning & developmentUnit-IIIAppraising performance: developing and instituting performance appraisal system, assessment and development centres, potential appraisal; rewarding performance: linking rewards to organizational objectives, determine compensation structure, pay for performance and incentive plans, ESOP, executive compensation, designing and administering benefits and services; Industrial relations, Collective bargaining, incentives PlansUnit-IVQuality of work life (QWL): Meaning, origin, development and various approaches to QWL, techniques for improving QWL. Quality circles: concept, structure, role of management quality circles in India, Job satisfaction and morale. Health, Safety & Employee welfare; Counseling for effective Human Resource Development. Human Relations: definition, objectives & approaches to human relations, Employee grievances and discipline, participation & empowerment.

Suggested Readings:1. Ivanceivich, John M., Human Resource Management, Tata McGraw Hill, New Delhi2. Gomez. Megia, Luis, David Balkin, and Roberty Cardy, Managing Human Resources, Pearson

Education3. Dessler, Gary, Human Resource Management, Pearson Education4. Mathis, Robert, and John Jackson, Human Resource Management, Thomson Learning Inc.

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PRODUCTION AND OPERATIONS MANAGEMENT (202205)


COURSE OBJECTIVE:The objective of the subject is to explore the inter linkage between operations management and supply chain management. The course seeks to provide the key concepts and solutions in the design, operation, control and management of supply chains as integrated systems.

COURSE CONTENTS:Unit-IOperations Management – Concepts, Functions; Product Design & Development- Product Design and its Characteristics, Product Development Process (Technical); Product Development Techniques; Process Selection - Project, Job, Batch, Mass & Process types of Production Systems, Product- Process MixUnit-IIFacility Location – importance, Factors in Location Analysis, Location Analysis Techniques; Facility Layout – objectives, Advantages, Basic Types of Layouts; Capacity Planning – Concepts, Factors Affective Capacity; Planning, capacity Planning Decisions; Production Planning & Control (PPC) - Concepts, Objectives, Functions Unit-IIIMaterials Management- Concepts, Objectives; Functions Purchasing Management- Objectives, Functions, Methods, Procedure; Stores Management - Types of Stores, Functions, Coding Methods; Inventory Management – Concepts, Classification, Objectives, Factors Affecting Inventory Control Policy, Inventory Costs, Basic EOQ Model; Re-order Level, ABC AnalysisUnit-IVMaintenance Management – Concepts, Objectives, Functions, Types of Maintenance; Quality Management- Quality Concepts, Difference Between Inspection, Quality Control, Quality Assurances, Total Quality Management; Control Charts; acceptance Sampling, Six Sigma & Material Requirement Planning(MRP)

Suggested Readings:1. Nair, “Production & Operation Management” 1st, Tata McGraw Hill2. Adam & Ebert, “ Production & Operation Management” 5th, Prentice Hall, India3. Krajewski &Ritzman, “ Operations Management” 5th, Pearson4. Buffa & Sarin, “ Modern Production/Operations Management” 8th, John Wiley5. Chary, “Production & Operations Management” 2nd, Tata McGraw Hill

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BUSINESS RESEARCH METHODS (202206)


COURSE OBJECTIVE:The objective of this paper is to impart knowledge about various stages of the research processes and their application in decision making.

COURSE CONTENTS:Unit-IBusiness research: its concept, nature, scope, need and managerial value of business research; components of theory – definitions, concepts, constructs, variables, hypothesis, process of research and structure of research proposalUnit-IIResearch design– concept and types– exploratory, descriptive, diagnostic and experimental; sampling design, techniques, factors influencing sample size; measurement – concept, measurement scales – types and construction of scales and reliability and validity aspects in measurementUnit-IIIMethods of data collection – questionnaire/schedule, questionnaire designing, interview and observational methods; data analysis and interpretation, editing, coding, content analysis and tabulation; hypothesis testing – an overview of parametric and non-parametric tests (t, F, Z test and Chi-Square test).Unit-IVAn overview of dependent and interdependent methods (multiple regression, discriminant analysis, conjoint analysis, factor analysis, cluster analysis); ingredients and constructions of research report; procedure of preparation of reference and bibliography; INNOVA

Suggested Readings:1. Zikmund, Millian G., Business Research Methods , Thomson Learning , Bombay2. Cooper, Donald R- and Pamels Schindler, Business Research Methods , Tata McGraw Hills,

New Delhi3. Geode, Millian J. & Paul K. Hatl, Methods in Research, McGraw Hills, New Delhi4. Sekran, Uma, Business Research Method, Miley Education, Singapore5. Kothari, C.R., Research Methodology

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WORKSHOP ON INFORMATION TECHNOLOGY (202207)


COURSE OBJECTIVE:The primary objective of the course is to familiarize the students with technologies like networking and internet and to build skills in applying these technologies to various business processes

COURSE CONTENTS:Unit-IMS Access: Creating database, adding, deleting and moving records; Querying: creating, saving and editing; creating and using forms, creating and printing reports.Unit-IIInformation Technology: Introduction, New Developments, Information Systems, Software and data, application of IT in Business & Industry, Home, Education & Training, Entertainment & Arts, Science, Engineering and Math; Application of Information Technology.Unit-IIIIntroduction to Internet: Definition of networks, concepts of web page, website and web searching (browsing); Concepts of data transmission, half-duplex transmission, modems, client server computing; Introduction to TCP/IP reference models. Unit-IVHTML: Build a simple HTML document, tables, frames, links, adding multimedia documents, home page; Applications of networks in information sharing and dissemination: applications in banking, e governance, ticket reservation etc.Lab: Web Designing in HTML, Internet Surfing.

Suggested Readings:1. McKeown, Information Technology and the Networked Economy, Thomson Learning2. Forouzan , Data Communication & Networking, TMH, Delhi.3. Miller, Data and Network Communication, Vikas Publishing House, New Delhi.4. Tannenbaum, Computer Networks, PHI, Delhi.5. Hagg, Baltzan & Philips, Business Driven Technology, TMH, N. Delhi.6. Molly, Using HTML 4, PHI, Delhi.7. Comer, E. Douglas, Computer Networks and Internet 4e, Pearson Education, Delhi.

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OPERATIONS RESEARCH (202301)


COURSE OBJECTIVE:The objective of this paper is to acquaint the students with various quantitative techniques which are of great importance for quantitative decision-making.

COURSE CONTENTS:Unit-IOperations Research: Evolution, methodology and role in managerial decision making; Linear programming: Meaning, assumptions, advantages, scope and limitations; Formulation of problem and its solution by graphical and simplex methods; special cases in simplex method: infeasibility, degeneracy, unboundedness and multiple optimal solutions; duality.Unit-IITransportation problems including transshipment problems; Special cases in transportation problems: unbalanced problems, degeneracy, maximization objective and multiple optimal solutions; assignment problems including traveling salesman’s problem. Special cases in assignment problems: unbalanced problems, maximization objective and multiple optimal solutions.Unit-IIIPERT/CPM: Difference between PERT and CPM, network construction, calculating EST, EFT, LST, LFT and floats, probability considerations in PERT, time-cost trade-off. Decision theory: decision making under uncertainty and risk, Bayesian analysis, decision trees.Unit-IVGame theory, pure and mixed strategy games; principle of dominance; two person zero sum game; Replacement Models: Group Replacement, Individual Replacement; Sequencing: Concepts, Solutions of processing ‘n’ jobs through – ‘1’, ‘2’, ‘3’ and ‘m’ machines, Processing ‘2’ jobs through ‘m’ machines; Dynamic Programming Problems

Suggested Readings:1. Paneerselvam, Operations Research, Prentice Hall of India, N.Delhi.2. Taha, Operations Research: An Introduction, Prentice Hall of India, N.Delhi.3. Vohra, N.D.; Quantitative Techniques in Management; Tata McGraw Hill Publishing Company

Ltd., New Delhi.4. Kapoor, V.K., Operations Research; Sultan Chand & Sons, New Delhi.5. Sharma, J.K., Operations Research: Theory and Applications, Macmillan India Ltd, New Delhi.6. Kalavathy, Operations Research, Vikas Publishing House, New Delhi.

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MANAGEMENT INFORMATION SYSTEM (202302)


COURSE OBJECTIVE:This course will equip students with skills to analysis information requirements for managerial decision making.

COURSE CONTENTS:Unit-IData and Information. MIS- need and concepts, factors influencing MIS and characteristics of MIS. Technology of MIS. Structure of MIS. Decision Making and role of MIS. Data communication. Basic H/W required, Channel features and concept of Distributed Data bases Decision Support System: Overview, components and classification, steps in constructing a DSS, role in business, group decision support systemUnit-IIInformation system for strategic advantage, strategic role for information system, breaking business barriers, business process reengineering, improving business qualities. Unit-IIIPlanning for MIS; System Development Methodologies; Conceptual and detailed designs of MIS. Information system analysis and design, information SDLC, hardware and software acquisition, system testing, documentation and its tools, conversion methods.Unit-IVSystem implementation Strategies and process; System Evaluation and Maintenance. Applications – cross –functional MIWS; ERP; CRM; SCM; Transaction Processing; Artificial Intelligence technologies in business: neural network, fuzzy logic, virtual reality; Executive information system.

Suggested Readings:1. Jawadekar, Management Information Systems , TMH, N Delhi.2. Brien, James, Management Information System, Tata McGraw Hill, Delhi.3. Stair, Principles of Management System, Thomson Learning, Bombay.4. Mckeown, Information Technology and the Networked Economy, Thomson Learning,

Bombay.5. Brady, Cases in MIS , Thomson Learning, Bombay.6. Murdick & Ross, Management Information System, PHI, Delhi.7. Kanter, J., Management Information System, PHI, Delhi.

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CONSUMER BEHAVIOUR (202306)


COURSE OBJECTIVE:The subject explores the mysterious world of the consumer’s psyche and guidelines to the students to understand what makes consumers to purchase a particular product or avail a particular service

COURSE CONTENTS:Unit IIntroduction to Consumer Behaviour: Consumer Behavior: Scope, importance and interdisciplinary nature Consumer Research Process: Qualitative and Quantitative research Market Segmentation: Uses and bases of segmentation Evolution of Consumer Behaviour: Introduction to Consumer Decision Making Models: Howard-Sheth, Engell Kollat-Blackwell and Nicosia Models of consumer decision-makingUnit IIIndividual Determinants of Consumer Behaviour: Motivation: Nature and Types of Motives, Process of motivation, Types of Needs Personality: Theories, Product Personality, Self Concept, Vanity Consumer Perception: Concept and Elements of Perception, Consumer Imagery, Perceived Risk Consumer Learning: Behavioural and Cognitive Learning Theories Unit IIIExternal Influences on Consumer Behaviour Culture: Values and Norms, Characteristics and Affect on Consumer Behaviour, Types of sub culture, Cross cultural consumer behavior Group Dynamics and Reference Groups: Consumer relevant groups, Types of Family: Functions of family, Family decision making, Family Life Cycle Social Class: Categories, Measurement and Applications of Social ClassUnit IVConsumer Decision Making Process Personal Influence and Opinion Leadership: Process of Opinion Leadership, Profile of Opinion Leader, Opinion leadership and Firm’s Promotional StrategyDiffusion of innovations: Diffusion Process, Adoption Process, Profile of Consumer Innovator

Suggested Readings:1. Schiffman, L.G. and Kanuk, L.L., Consumer Behavior, Prentice Hall of India2. Loudon, D. and Bitta, D., Consumer Behaviour, Tata Mc Graw Hill3. Assael, H., Consumer Behaviour in Action, Cengage Learning Reference Books:4. Blackwell, R.D., Miniard, P.W. and Engel, J.F. , Consumer Behaviour, Thomson Learning

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MARKETING RESEARCH (202307)


COURSE OBJECTIVE:The basic objective of the subject is to find out the solutions of number of questions, that need to be answered and the number of decisions, that need to be made with respect to the choice of techniques to be used to solve a research problem.

COURSE CONTENTS:Unit-INature, Scope and Concept of Marketing Research, Marketing Research Process, Marketing Research and MIS, Marketing Decision Support Systems, Problem Analysis and Identification of MR Objectives, Sources of Information: Primary and Secondary DataUnit-IIResearch Process, Research Designs and their applications: Exploratory, Descriptive and Causal Research. Sampling Decisions: Basics, Methods/Techniques and Determination of Sample Size. Measurement Process: Measurement in Marketing, Difficulties in Measurement, Concepts of Validity and Reliability, Attitude Measurement: Importance of Attitude in Marketing, Nature of Attitudes and their MeasurementUnit-IIIScaling: Attitude Scaling Procedures, Thurston Scale, Likert Scale, Paired Comparison Scale, Semantic Differential Scale and Multi-Dimensional Scale (MDS) and Their Applications, Multivariate Analysis: Factor Analysis, Discriminant Analysis, Cluster Analysis and Conjoint Analysis.Unit-IVReport Writing and Presentations, Use of Statistical Package for Social Sciences (SPSS) in Marketing Research, Applications of Marketing Research: Demand Measurement and Forecasting, Product Research, Advertising Research, Distribution Research, Sales Control Research, Pricing Research, Motivation Research.

Suggested Readings:1. Iacabucci, “Marketing Research”, Thomson Publications, Mumbai, 2006.2. Kinner, T.C. and Taylor, J.R. “Marketing Research: An Applied Approach” McGraw-Hill,

New York, 5th Edition, 1995.3. Green, Tull and Album, “Research for Marketing Decision” Prentice-Hall of India, New Delhi,

7th Edition.4. Naresh Malhotra, “Marketing Research: Applied Orientation” Pearson5. Boyd, Westfall &Stasch, “Marketing Research” Education. AITBS

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PRODUCT & BRAND MANAGEMENT (202308)


COURSE OBJECTIVE: The Objective of this course is to impart in -depth knowledge to the students regarding the theory and practice of Product and Brand Management.

COURSE CONTENTS:UNIT-IProduct Concepts: Product Mix concepts, Product Classification. Product Planning: Marketing Plan, Portfolio Analysis, Market Potential and forecasting. Product Market Strategies. Product Life Cycle: Product Life Cycle Stages and corresponding Strategies, Product Evaluation.UNIT-IIProduct Positioning: Concept, Product Differentiation, Positioning Strategies, Preference Analysis, Benefit Segmentation. New Products: New Product Categories, Organization for Product Management. New Product Development Process: Concept Generation, Concept Screening, ConceptUNIT-IIITesting, Marketing Strategy Development, Product Development, Product Use Testing, Test Marketing & Product Launching. Designing the Offer: Perceptual Mapping, Conjoint Analysis, Pricing the Offer: Price Elasticity of Demand, Costs, Pricing Strategies. Concept of Product Testing. Test Marketing. Product Launch.UNIT-IVBranding Decisions: Branding Brand Name Brand Characteristics, Brand Strategy Decisions. Brand Image, Brand Identity, Brand Personality. Brand Positioning and Repositioning, Brand Equity Brand Building: Brand Building Process. Brand Licensing and Franchising. Packaging and Labeling

Suggested Reading:1. C.Merle Crawford, “New Product Management”2. Donald Lehmann, “Product Management”3. Subroto Sengupta, “Brand Positioning”4. William Moore, “Product Planning & Management”5. Ries & Trout, “Positioning: The Battle for your Mind”6. David A.Aaker, “ Managing Brand Equity”7. Urban, Hauser, and Dholakia, N., “Essentials of New Product Management”

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SOCIAL SECURITY & LABOUR WELFARE (202309)


COURSE OBJECTIVE:Understanding of the Social Security & Labour Welfare is important for the efficient decision making relating to human resource management and industrial relations. The course aims to provide an understanding, application and interpretation of the various labour laws and their implications for industrial relations and labour Issues.

COURSE CONTENTS:UNIT-IThe concept and scope of social security. Social assistance and social insuranceEvolution of social security. Law relating to social securityPayment of wages Act, 1936Minimum Wages Act, 1948UNIT-IIPayment of Bonus Act, 1965Workman’s Compensation Act, 1923Maternity Benefit Act 1961UNIT-IIIEmployees State Insurance Act, 1948Provident Fund & Miscellaneous Provisions Act, 1951Gratuity Act, 1972UNIT-IVI.L.O and social security The concept of labour welfare : definition, scope and objectives, welfare work and social work. Evolution of labour welfare, classification of welfare work, agencies for welfare work. Welfare activities of govt. of India; welfare work by trade unions Labour Welfare work by voluntary social organizations. Labour administration: agencies for administrating labour welfare laws in India

Suggested Readings:1. Hallen, “ Dynamic of Social Security”2. A.M.Sharma, “ Social Security & Labour Welfare” Himalaya Publishing House3. I.L.O., “ Social Security International Labour” Office4. T.N.Bhagoliwal, “ Economics of Labour & Social Welfare”5. B.D.Rawat, “ Labour Welfareism in India – Problems and Prospectus.”

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ORGANISATIONAL CHANGE AND DEVELOPMENT (202310)


COURSE OBJECTIVE:This course is designed to provide in depth understanding of behavioural interventions and enable the students to apply these intervention for building individual, team, systems and process related competencies and helping organizational to achieve peak performance and become self sustaining

COURSE CONTENTS:Unit-IOrganizational Change – meaning, nature, types; theories of planned change; Organizational Development – nature and characteristics; process of organizational developmentUnit-IIHuman Process Interventions – T-group, process consultation, third party interventions, team building; organizational confrontation meeting, coaching and mentoring, role focused interventionsUnit-IIITechno structural Interventions – restructuring organization, reengineering, employee involvement, work design; Strategic Interventions – Organization and environment relationships, organization transformation Unit-IVContemporary issues and applications – Organizational development in global context, organizational development in service sector, OD Practioners – role, competencies requirement, professional ethics and values and experiences; future trends in OD

Suggested Reading:1. Cummings, Thomas G. and Christopher G. Worley, Organisation Development and Change,

Thomson Learning2. Ramnarayan S., T.V. Rao and Kuldeep Singh, Organisation Development Interventions and

Strategies, Response Books, New Delhi3. French, Wendell L. and Lecil H. Bell, Organisation Development, PHI, New Delhi4. Chowdhury, Subir, Organisation 2IC, Pearson Education

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COMPENSATION MANAGEMENT (202311)


COURSE OBJECTIVE:This course is designed to promote understanding issues related to compensation in corporate sector and impart skills in designing, analysis and restructure compensation management system, policies and strategies

COURSE CONTENTS:Unit-IRole of compensation in organization: economic and behavioural theories related to compensation; strategic perspectives of compensation; compensation as motivational tool; compensation policyUnit-IIInternal and external equities in compensation system; determining the worth of jobs; understanding inter and intra-industry compensation differentials, designing pay structure and administering compensation package; understanding different components of compensation package like fringe benefits, incentives and retirement plans; pay for performance plansUnit-IIICompensation of special group: Corporate Directors, Chief Executives, Senior Managers; components of executive compensation package; compensation of professionals and knowledge workers, R&D staff, sales compensation plan, international compensation Unit-IVStatutory provisions governing different components of reward systems; working of different institutions related to reward system like wage boards, pay commissions, role of trade unions in compensation management; tax planning

Suggested Readings:1. Milkovich, George T and Newman J.M., Compensation, Tata McGraw Hill2. Henderson, R.O., Compensation Management, Pearson Education3. Martocchio, J.J., Strategic Compensation, Pearson Education4. Armstrong, M and Murlis H, Reward Management, Kogan Page, UK5. Singh, B.D., Compensation Reward Management, Excel Books, New Delhi

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SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT (202312)


COURSE OBJECTIVE:The objective of this paper is to acquaint the students about the investment decisions, Risks involved in them, theories of security valuation, fundamental and technical analysis and theories and concepts involved in portfolio management.

COURSE CONTENTS:Unit-IInvestment-Meaning, nature, process and alternatives; return and risk; Concept and components of total risk; Measuring historical and expected return and risk; systematic and unsystematic risk. Measurement of systematic risk.Unit-IIObjectives and benefits of investment analysis and security valuation ; theories of fixed and variable income securities; Efficient Market Theory; Fundamental Analysis - Economic, Industry and Company Analysis; Technical Analysis.Unit-IIIPortfolio – Meaning, advantages and selection; Selection Problems: Markowitz portfolio theory; expected return and standard deviation for portfolios; the efficient frontier; the efficient frontier and investor utility; the selection of the optimal portfolio; Sharpe single-index model; Capital Asset Pricing Model; Arbitrage Pricing Theory.Unit-IVBond portfolio management strategies – passive portfolio strategies, active management strategies; Portfolio revision – meaning, need, constraints and strategies; formula plans - constant-dollar-value plan, constant ratio plan, variable ratio plan; Portfolio performance evaluation: risk adjusted measures of performance.

Suggested Readings:1. Reiley & Brown, Investment Analysis & Portfolio Management, Thomson Learning, Bombay.2. Pandian, Security Analysis and Portfolio Management, Vikas Publishing House, New Delhi3. Sharpe, Alexander & Wiley, Investment.Prentice Hall of India, New Delhi.4. Alexander, Gorden J. and Bailey, Jeffery V., Investment analysis and Portfolio Management,

Dryden Press, Thomson Learning, Bombay.5. Bodie ZVI, Kane Alex, Marcus, Alan J and Mohanty, Pitabas, Investments, TMH, New Delhi,

2006.

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MANAGEMENT OF FINANCIAL INSTITUTIONS (202313)


COURSE OBJECTIVE:The basic objective of this course is to acquaint the students of finance with the working, performance and regulations of commercial banking, development finance, and investment finance and about the various risks faced by financial institutions.

COURSE CONTENTS:Unit –IFinancial Institutions in India: An overview, types and their role in economic development, Banking system in India: An overview, structure of Indian banks: public, private and foreign banks, their role and performance, Reserve Bank of India: Its functions and role as a central bank.Unit –IIDevelopment Banking in India: concept evolution, structure and promotional role. Micro-Financing: concept, models, and its role in poverty alleviation, Banking sector reforms in India.Unit –IIINon-Banking Finance Companies (NBFCs): Introduction, evolution, progress and growth, regulatory framework, problems and prospects, Insurance Industry in India: evolution, growth, insurance sector reforms. An overview of risks faced by FIs, types of risks: credit risk, liquidity risk, interest rate risk, market risk, foreign exchange risk, technology and operational risk.

Suggested Readings:1. Anthony Saunders and Marcia Million Cornett, Financial Markets and Institutions, Tata

McGraw-Hill Education Private Limited, 3rd Edition, 2009.2. L.M. Bhole, Financial Institutions and Markets, Tata McGraw-Hill Publishing Company

Limited, 5th Edition, 2009.3. R.M. Srivastava, Management of Indian Financial Institutions, Himalaya Publishing House,

Mumbai, 2008.4. Khan M.Y., Indian Financial System, Tata McGraw-Hill Publishing Company Limited, New

Delhi, 5th Edition, 2007.

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TAXATION LAWS AND PLANNING (202314)


COURSE OBJECTIVE:The objective of this course is to acquaint the students with tax laws and tax planning

COURSE CONTENTS:Unit-IBasic concepts of income tax, residential status and its incidence on tax liability, incomes exempt from tax; income from the had salary; income from house propertyUnit-IIProfits and gains of business and profession including depreciation; capital gains; income from other sourcesUnit-IIIClubbing of incomes, setting off and carrying forward of losses; general deductions from gross total income, assessment of individuals and companies, computation of tax liabilityUnit-IVTax planning/avoidance/evasion; tax planning with reference to managerial decisions – own or lease, make or buy, export or local, close or continue etc; tax planning in reference to employees’ remuneration; returns of income and assessment of income; deduction and collection of tax at source; income tax authorities and their powers

Suggested Readings:1. Singhania, V.K. and Singhania, Kapil, Direct Taxes Law and Practice, Taxman Publications2. Mahrotra & Goyal, Income Tax Law & Practice, Sahitya Bhawan Publications, Agra3. Singhania, V.K. and Singhania, Monica, Student Guide to Income Tax, Taxman Publications4. Singhania, V.K., Singhania, Kapil and Singhania, Monica, Direct Taxes Planning and

Management, Taxman Publications5. Lal, B.B., Direct Taxes, Pearson Education6. Study material of Institute of Company Secretaries of India

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Masters of Business AdministrationProgramming in C/C++ (202315)

Total Credits - 5 L T P 4 1 0Introduction to Program Development:

Defining the problem, designing the program, coding the program, testing and debugging the program, and implementing the program. Introduction to Algorithm and flowchart.

Overview of C: Brief history of C, comparison of C with other programming languages, general structure of a C program

Data Types, Operators & Expressions: Constants and variables, data types, declaring variables, storage classes, different types of expressions and their evaluation, conditional expression, assignment statement, enumerated data type, defining/creating data types, library functions, type casting.

Console Input/output: Standard input/output devices, unformatted input/output functions (character I/O functions and string I/O functions), formatted input/output functions (scanf( ) function and printf ( ) function).

Control Statements: Decision making using if, if , else, else if and switch statements, Looping using for, while and do , while statements, transferring program control using break and continue statements, programming examples to illustrate the use of these control statements.

Pointers: What is pointer? Why pointers? Declaring pointers, pointer to pointer, array of pointers, pointer to array.

Functions: Defining a function, local variables, return statement, invoking a function, specifying and passing arguments to a functions, function prototyping and use of header files, recursion.

Arrays & Strings: Introduction to arrays, declaring arrays, Types of Array, initializing arrays, processing of arrays, passing arrays as arguments to a function. Structure and Union: Defining and processing a structure, user defined data types, structure and pointers, passing structure to function, self-referential structure, union.C programming applications: Sorting (Bubble sort, Selection sort), Searching (Binary search, Linear Search).

References:

1. R.S. Salaria: Applications Programming in C, Khanna Book Publishing Co. (P) Ltd., Delhi.2. Byron Gotterfied: Programming in C, Tata McGraw Hill Publishing Company Ltd., Delhi.1. 3. Yashvant Kanetkar: Let Us C, BPB Publications, Delhi

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DATABASE MANAGEMENT SYSTEMS (202316)


COURSE CONTENTS:

Introduction: definition of data, uses & need of data in organizations.

Basic Concepts: Entities & their attributes, advantages & disadvantages of DBMS.

Data Models: The hierarchical model, the network model & the relational model.

Relational Databases: Relations, tupples, domains & keys, normalization – 1NF, 2NF, 3NF, BCNF

SQL: SQL Database creation & manipulation views & queries.

Data Protection: Recovery, concurrency, security & integrity.

Reference:1. James Martin : Principles of Database Management, PHI.2. Naveen Prakash : Introduction to Database Management, TMH.1. 3. Sanjay Saxena : A first course in Computers, Vikas Pub.

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Masters of Business AdministrationENTERPRISE RESOURCE PLANNING (ERP) (202317)


COURSE OBJECTIVE:To make the students able to participate in planning and implementation of advanced enterprise-wide systems and technologies in their career.

COURSE CONTENTS:Unit-IEnterprise Resources Planning: Evolution of ERP-MRP and MRP II - problems of system islands need for system integration and interface-early ERP Packages-ERP products and Markets - opportunities and problems in ERP selection and implementation; ERP implementation identifying RP benefits team formation-Consultant intervention-Selection ERP-Process of ERP implementation.Unit-IIManaging changes in IT organisation -Preparing IT infrastructure-Measuring benefits of ERP-Integrating with other systems: The emergence of reengineering concept- concept of business process rethinking of processes identification of re-engineering need-preparing for re-engineering -implementing change-change management-BPR & ERPUnit-IIISupply Chain Management: The concept of value chain differentiation between ERP and SCM- SCM for customer focus-nee and specificity of SCM. SCM scenario in India-products and markets of Sehl-issue in selection and implementation of SCM solution -CRM solutionsUnit-IVE- Business: Introduction to 1-Net technologies-Evolution of E-Commerce, EDI and E-Business - business opportunities basic and advanced business models on internet- internet banking and related technologies- security and privacy issues- technologies for E-Business. Future and Growth of E-Business's.

Suggested Readings:1. Langenalter, A. Gary, “Enterprise Resources Planning and Beyond” St. Lucie Press, USA, 1st

Edition, 2000.2. Alexis, Leon, “ERP Demystified”. Tata McGraw Hill, 1st Ed., 2000.3. Mahadeo Jaiswal and Ganesh Vanapalli, “Textbook of Enterprise Resource Planning”

Macmillan Publishers India, 2005.4. S Parthasarathy, “Enterprise Resource Planning- Managerial & Technical Perspective” New

Age International, 2007.

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STRATEGIC MANAGEMENT (202401)


COURSE OBJECTIVE:The objective of the course is to develop a holistic perspective of an organization and to enable the students to analyse the strategic situation facing the organization, to access strategic options available to the organization and to implement the strategic choices made by it.

COURSE CONTENTS:Unit-IStrategic Management Process: defining strategy, levels of approaches to strategic decision making, process of strategic management, roles of strategies, mission and objectives, strategic business unit, environment – concept, components and appraisalUnit-IIOrganization appraisal and strategy formulation: organizational dynamics and structuring organizational appraisal, SWOT analysis formulation – corporate level strategies and business strategies, strategy analysis and choice – the process, BCG matrix, GE matrix, SPACE approach, QSP matrix and strategic plan Unit-IIIStrategy implementation: aspects, structures, design and change; behavioural implementation – leadership, culture, value and ethicsUnit-IVFunctional implementation: functional strategies, plans and policies; marketing; financial, personal, operations, its plans and policies; strategic evaluation and control – an overview of strategic evaluation and control, techniques of strategic evaluation and control

Suggested Readings:1. Kazmi, Azhar, Business Policy and Strategic Management, Tata McGraw Hill Publishing

Company Ltd., New Delhi2. David, Fred R. Strategic Management – Concept and Cases, Pearson Education, Delhi3. Hitt, M.A., Ireland R.D. and Hos Kisson R.D., Strategic Management Competitiveness and

Globalisation; Thomson Asia Pvt. Ltd.4. Pearce II J A and Robinson Jr., R.B., Strategic Management – Strategy Formulation and

Implementation, AITBS Publishers and Distributors, Delhi

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PROJECT MANAGEMENT & ENTERPRENEURSHIP (202402)


COURSE OBJECTIVE:The objective of this paper is to acquaint the students about the project planning, appraisal and control and financing of infrastructure projects.

COURSE CONTENTS:Unit-IEntrepreneur: definition, characteristics and skills. Generating and screening of business ideas. Govt. support to entrepreneurs, Entering/buying and Exit/selling a business, Entrepreneurial finance: venture capital. Family business: Opportunities, and problems of small business in India. Unit-IIProject: Definition and characteristics. Demand analysis and technical analysis. Environment Impact Analysis, Managerial Appraisal. Unit-IIIEstimating project cost, Sources of finance, Preparation of projected financial statements: Cash Flow Statement, Income Statement and Balance Sheet. Project Investment Criteria. Unit-IVRisk analysis: Management risk, market risk, technical risk. Introduction to social benefit cost analysis, UNIDO and LM approach. Implementation: Project planning and control, project organization. Review and audit of Project cost and implementation time.

Suggested Readings:1. Roy, Rajeev; Entrepreneurship; Oxford University Press. 2. Chandra, Prasanna ; Projects: Planning, Analysis Selection, Financing, Implementation and

Review; Tata McGraw Hill.

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MARKETING OF SERVICES (202405)


COURSE OBJECTIVE:To understand the service product and key elements of services marketing mix. Another objective deals with managing the service delivery process and the implementation of services marketing

COURSE CONTENTS:Unit-IIntroduction to services marketing: role of services marketing; consumer behaviour in service encounters: customer interaction, purchase process, needs and expectations of customers; positioning services in competitive markets: search for competitive advantage; market segmentation, positioning vis-à-vis competitorsUnit-IICreating the service product: identifying and classifying supplementary services, planning and branding service products, new service development; designing communication mix: branding and communication; effective pricing, objectives and foundations for setting prices; distributing services: options for service delivery, place and time decisions, delivery in cyberspace, role of intermediariesUnit-IIIDesigning and managing service processes: service process redesign, customer misbehaviour; balancing demand and capacity: fluctuations in demand, capacity constrain, planning the service environment: consumer responses to and dimensions of service environment; managing people for service advantage: service leadership and cultureUnit-IVManaging relationship and building loyalty: customer-firm relationship, analyzing and managing customer base; customer management relationship system in services marketing; customer feedback and service recovery: customer complaining behaviour, principles and responses to effective service recovery, service quality and the gap model, measuring and improving service quality, defining, measuring and improving service productivity; organizing for service leadership: search for synergy in service management, creating a leading service organization

Suggested Readings:1. Lovelock, Christopher, Wirtz, Jocken and Chatterjee, Jayanta; services Marketing – People,

Technology, Strategy; Pearson Education; New Delhi2. Zeithaml, Valarie A. & Bitner, Mary Jo; Services Marketing – Integrating Customer Focus

Across the Firm; Tata McGraw Hill; New Delhi3. Rao, K. Rama Mohana; Services Marketing; Pearson Education; New Delhi4. Hoffman & Bateson; Essentials of Service Marketing; Thomson Asia Ptc. Ltd., New Delhi5. Rampal, M.K. & Gupta, S.L.; Services Marketing; Galgotia Publications; New Delhi6. Shanker, Ravi; Services Marketing – The Indian Perspective ; Excel Books; New Delhi

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Masters of Business AdministrationSALES & DISTRIBUTION MANAGEMENT (202406)


COURSE OBJECTIVE:The objective of the course is to familiarize students with theories, techniques and practices related to sales and distribution management

COURSE CONTENTS:Unit-IObjective of sales management; Personal selling objectives; theories of selling; personal selling process; size of sales force; social and ethical responsibilities in sales management; compensation and motivation of sales forceUnit-IISales meetings; sales contests; sales quotas; sales territories; evaluating and controlling the sales personnel; analysis of sales, costs and profitabilityUnit-IIIDistribution management and marketing mix; marketing channels; channel institutions – wholesaling and retailing; designing channel systemUnit-IVChannel management; channel information system; market logistics and supply chain management; international sales management

Suggested Reading:1. Havaldar, Krishna K.& Cavale, Vasant M.; Sales and Distribution Management; Tata

McGraw Hill, New Delhi2. Khan, Mateen; Sales and Distribution Management; Excel Books; New Delhi3. Still, Richard R., Cundiff, Edward W. & Govoni, Norman; Sales Management – Decision,

Strategies and Cases; Pearson Education/Prentice Hall of India; New Delhi4. Dalrymple, Douglas J.; Cron, William L. & Decarlo, Thomas; Sales Management; John Wiley

& Sons (Asia) Pvt. Ltd; New Delhi5. Futrell, Charles M.; Sales Management – Team work, Leadership and Technology; Thomson

Learning.; New Delhi6. Rosenbloom, Bert; Marketing Channels: A Management View; Thomson Learning; New

Delhi7. Stern, Louis W.; El-Ansary, Adel & Coughlan, Anne T.; Marketing Channels; Prentice Hall of

India/Pearson Education; New Delhi 8. Kapoor, Satish K. & Kansal, Purva; Basics of Distribution Management; Prentice Hall of

India; New Delhi9. Kapoor, Ramnik; Fundamentals of Sales Management; McMillan India Ltd; New Delhi

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RURAL MARKETING (202407)


COURSE OBJECTIVE:The Objective of the course is to explore the students to the rural market environment and the energing challenges in the globlisation of the economies.

COURSE CONTENTS:Unit-IRural Marketing: nature, definition, scope & importance in India. Size& structure of rural markets.Rural Socio-Economic environment and impact of urbanization, industrialization and globalization on rural communities. Rural Market Environment. Rural Demand and Rural Market Index. Rural Marketing and Problems in Rural Marketing. Unit-IIRural Marketing Strategies with special reference to: Rural Market segmentation. Product Strategies. Pricing Strategies. Distribution Strategies. Promotion Strategies . Marketing Communication in Rural Markets. Marketing Research. Unit-IIIProduct marketing & service marketing in rural India: product planning, communication media & message, distribution C channels, market research (with special reference to seeds, fertilizers, farm equipments, new techniques, agricultural output & other services.)Unit-IVMarketing of consumables & durables Marketing of agricultural produce: regulated markets, cooperative marketing & processing societies. Rural Industry: Marketing of rural industry, cottage industry, artisan products. Problems in rural marketing. Consumer education & consumer movement in rural India. Role of government & NGOs in rural marketing Economic of selling in rural markets. Formulation of rural marketing policies. case studies relating to rural marketing of successful companies.

Suggested Reading:1. Dogra Balram, “Rural Marketing: Concepts and Practices”, Tata Mc-Graw Hill, New Delhi2. Krishnamacharyulu Csg, Lalitha Ramakrishnan, “Cases in Rural Marketing”, Dorling

Kindersley (India) Pvt Ltd3. Ruchika Ramakrishnan, “Rural Marketing In India: Strategies And Challenges”, New

Century Publications, 2006.

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TRAINING AND DEVELOPMENT (202408)


COURSE OBJECTIVE:This course is designed to provide in depth understanding and enable the students to manage training processes and system for developing human resource of the organization

COURSE CONTENTS:Unit-ITraining – concept, and rationale; training process: role of stakeholders in training programme; Organization and Management of training function; Training needs assessment – organizational analysis, operational analysis, person analysis; competency mappingUnit-IIDesigning the training programme: process of learning in training programme – attributes and factors influencing; learning process; learning styles; training climate and pedagogy; developing training modules; Training aidsUnit-IIITraining methods and techniques – role playing, business games, in basket exercises, laboratory training; incidents and cases; seminars, syndicates and group discussion; lecture, programmed instructions; inspirational techniques – brainstorming, mind mapping, creative problem solvingUnit-IVEvaluation of training – need for evaluation, principles of evaluation, criteria and approaches; return on investment in training, process of calculating ROI in training; emerging trends in training and development; new perspectives on training – cross cultural training, e-learning, knowledge management

Suggested Readings:1. Agochia, Devendra, Every Trainer’s Handbook, New Delhi; Sage Publications2. De Simone, R.L. and Harris, D.M., Human Resource Development, Thomson Learning3. Sahu, R.K., Training for Development, Excel Books, New Delhi4. Blanchard, P Nick, and James W. Thacker, Effective Training – Systems, Strategies, and

Practices, Pearson Education, New Delhi5. Goldstein, Training in Organization, Thomson Learning, Bombay6. McGrath, Training for Life and Leadership in Industry, Prentice Hall of India, New Delhi

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ADVANCED INDUSTRIAL PSYCHOLOGY (202409)


COURSE OBJECTIVE:Industrial psychology is concerned with the study of workplace behavior. Industrial psychologists often apply research to increasing workplace productivity, selecting employees best suited for particular jobs and product testing.

COURSE CONTENTS:Unit –IPsychology: Nature and Scope, Psychology and Management, Industrial Psychology-nature and scope, Industrial Psychology and its relation with Sociology, Social Psychology, General Psychology and Management, with special reference to Personnel Management, Advertising and Marketing, Individual differences and behaviour, Human needs and their implications for a work organization, Psychology applied to advertising, Marketing and Consumer Behaviour.Unit-IIPersonnel Selection and importance of testing techniques, Psychological and Projective tests, Employees and Training Development, Performance Appraisal-Techniques and Problems, Job Satisfaction and its measurement, Creativity a work-element of creativity in leadership and decision making.Unit-IIIOrganisational Role Stress-managing stress, Burnout-causes, effect and coping, Gender biasness in Indian organizations, Women as a minority, Work Stress and women, Women as successful manager, Monotony, Boredom and Fatigue at work places, The Physical surroundings of work place-quality of work life.Unit IVAttitudes: Meaning, Characteristics, Factors that Influence Development of Attitudes, Implication for organization. Industrial Morale : Meaning, Characteristics, Factors that Influence Morale, Measures of Improving Morale. Monotony: Fatigue and Stress: Meaning, Impact, Causative Factors. Motivation: Meaning, Types, Applications in industry - MBO, Job design. Work Environment: The Arousal Hypothesis - Noise, Illumination, Color, Vibration,Miscellaneous Factors.

Suggested Readings:1. M.L. Blum & J.C., Industrial Psychology - Its CBS Naylor Theoretical & Social Foundations2. Ghosh & Ghorpade, Industrial Psychology, Himalaya3. Miner, Industrial/Organisation Psychology, Tata Mc Graw, Hill4. Schultz & Schultz, “Psychology & Work Today” Pearson5. Riggio, “Industrial/ Organisational Psychology” Prentice Hall6. Dubrin, “ Applying Pschology” Prentice Hall

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Masters of Business AdministrationINDUSTRIAL RELATIONS AND LABOR LEGISLATIONS (202410)


COURSE OBJECTIVE:The objective of this course is to sensitize and expose students to critical tasks, functions and issues of industrial relations and to gain insight into the dynamics of employee management relations on the different job situations.

COURSE CONTENTS:Unit-IIndustrial Relations: Concept, Scope, Objectives, emerging socio-economic and techno-economic profile; Impact of technological change on industrial relations; Role of State in managing industrial relations factors affecting industrial relations.Unit-IIILO and Trade Unions: Objectives and functions; Development of trade Union movement in India; Challenges of Trade Union movement; Forms of union; Trade Union response toward liberalization and change; Role and objectives of ILO. Prevention and settlement of disputes.Unit IIILabor Legislations: Objectives, forms and significance; Grievance handling legislations: Social security legislations, Regulatory legislations and protective and employment legislations; Harmony and disciplineUnit- IVCo-ownership management; Concept and significance; Involvement of workers with management processes; Strategic implementation of WPM; Collective bargaining and empowerment: role, methods and significance to quality management. Quality of worklife. The Trade unions Act, 1926 { with amendments },The Industrial Disputes Act, 1947 { with amendments },Factories Act { with amendments }

Suggested Readings:1. Ramaswamy, E. Managing Human Resources, Oxford University Press, New Delhi2. Venkataratnam, C.S. and Sinha, Pravin, Trade Union Challenges at the Designing of 21st

Centry, IIRA-Excel Books, New Delhi3. Monappa, A. Industrial Relations, Tata McGraw Hill, New Delhi4. Monappa, A. Managing Human Resources, Tata McGraw Hill, New Delhi5. Sinha, Sinha, Sakher, Industrial Relations, Trade Unions and Labour Legislations, Pearson

Education, New delhi6. Venkataratnam, C.S., Industrial Relations, Oxford University Press, New Delhi7. Dutta, S.K. Guide to Disciplinary Action, Tata McGraw Hill, New Delhi

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FINANCIAL SERVICES (202411)


COURSE OBJECTIVE:The objective of this paper is to acquaint the students about major financial services and institutions

COURSE CONTENTS:Unit-IFinancial Services: salient features, scope and problems; mutual funds; venture capital financing; regulatory and theoretical framework of leasing; issue management activities/procedures of merchant bankingUnit-IICredit rating; factoring and forfeiting; housing finance; merger/amalgamation and acquisition/takeover; debt securitization Unit-IIILeasing-concept and development of leasing, business difference between leasing & hire purchase, types of leasing business, advantages to lessor and lessee. Factoring - development of factoring types & importance, procedural aspects in factoring, financial aspects, prospects of factoring in India. Plastic Money — Concept and different forms of plastic money - credit and debit cards, pros And cons. Credit process followed by credit card organisations. Factors affecting utilisation of plastic money in India. Credit rating - the concept and objective of credit rating, various credit rating agencies in India and International credit rating agencies, factors affecting credit rating & procedural aspects.Unit IVVenture capital - concepts and characteristics of venture capital, venture capital in India, guidelines for venture capital. Call money market: introduction, meaning, participation, location, volume of call loans, call rates, recent developments. Treasury bill market-introduction, 91 days, 182 days treasury bill market, Commercial Bill market - introduction, bills of exchange, size of rnarket, schemes, rates, factors Behind imderdevelopmentr Market for CPs and CDs : introduction, interest rate determination, Discount market and market for financial guarantees. Depository: Introduction, Concept, depository participants, functioning of depository systems, demat, remat, process of switching over to depository systems, benefits, depository systems in India, SEBI regulation.

Suggested Readings:1. E.Gordon & K. Natarajan, “Financial Markets & Services” Himalaya Publishing House2. Lalit K.Bansal, “Merchant banking & Financial Services” Unistar Books Pvt Ltd.3. M.Y.Khan, “ Financial Services” Tata McGraw Hill4. H.R.Machiraju, “ Merchant banking – Principles & Practices” New Age International

Pvt.Ltd.5. L.M.Bhole, “Financial Institutions & Markets” Tata McGraw Hill

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WORKING CAPITAL MANAGEMENT (202412)


COURSE OBJECTIVE:The basic objective of this course is to acquaint the students with the concept of working capital, its overall management, the various constituents of working capital and their management, determining and financing working capital requirements.

COURSE CONTENTS:Unit-IWorking Capital Management: Introduction, Concept of working Capital ;importance of working capital, factors influencing W.C. requirements, operating cycle and cash cycle, levels of working capital investment, optimal level of W.C. investments, Overall W. C. policy. Planning of working capital investment: introduction, need, determinants, computation of working capital.Unit-IIFinancing and control of working capital-introduction, sources of finance including accruals, trade credit, W.C. Advance by commercial banks, regulation of bank finance, public deposits, ICDs, short term loans from Fls, right debentures for W.C., commercial papers and factoring. W.C. & banking policy (Tandon, Chore, Marathe committee reports.)Unit-IIICash management system: introduction, motive for holding cash and marketable securities; factors determining the cash balance, the cash system; managing the cash flow; types of collection systems, mailed payment collection system, other collection systems, Cash concentration strategies; disbursement tools, investment in marketable securities; types of marketable securities.Forecasting cash flows: introduction, methods of financial forecasting, forecasting daily cash flows, sources of uncertainly in cash forecasting, hedging cash balance uncertainties, hedging via interest rate, futures & options on futures.Unit-IVReceivable management: introduction, objectives, costs, benefits, credit policies, evaluation of the credit applicant, credit terms, collections from accounts receivable. Inventory management : introduction type of control required, cost of holding inventories, inventory control models, inventory control responsibility, other control devices, inventory management & evaluation.

Suggested Readings:1. V. K. Bhalla, “ Working Capital Management” Anmol Publications2. M.Y. Khan, “Financial Management “ Tata McGraw Hill3. James C. Van Horne, “ Financial Management” Person Education, Asia4. Prasanna Chandra, “Financial Management” Tata McGraw Hill

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BATCH 2013 ONWARDS



MANAGEMENT CONTROL SYSTEM (202413)


COURSE OBJECTIVE:The objective of this course is to develop the ability in the students to gain knowledge, insights and analytical skills related to how a firm’s manager can go about designing, implementing, and using planning and Control systems to implement firm’s strategies.

COURSE CONTENTS:Unit-IManagement Control System : Basic concepts, nature and scope. Designing the Control process and Managerial controls. Control environment Concept of goals and strategies. Behavioral considerations. Organisational Context of Management controls: formal and Informal control systems.Unit-IIResponsibility Centers: Revenue and expense centers, Profit centers, Investment centers. Transfer Pricing: Objectives and methods. Structure of Analysis, Measures of assets employed, EVA vs. ROIUnit-IIIBudgeting: Budget preparation, Types of budgets. Behavioral aspects of budgets. Variance analysis and reporting. Performance analysis and measurement. Impact on management compensation. Management Control of Multinational Companies.Unit-IVModern control methods :JIT, TQM and DSS. Control in service organizations.

Suggested Readings:1. Robert N.Anthony & Vijay Govindrajan, “Management Control Systems” Tata McGraw Hill2. Joseph A. Maciariello/Calvin J.Kirbi, “Management Control Systems” Prentice hall of India

Pvt. Ltd.3. P.Saravanavel, “ Management ControlSystems (Principles &Practice)” Himalaya Publishing

House4. Kenneth A.Merchant, “Modern Management Control Systems: Text & Cases” Pearson

Education Asia5. Horngren, Foster, Datar, “Cost Accounting” Prentice Hall India

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BATCH 2013 ONWARDS



E-COMMERCE & IT ENABLED SERVICE (202414)


COURSE OBJECTIVE:The objective of the course is to acquaint the students with the use of E—Commerce competing markets & Implementation of IT enabled services.

COURSE CONTENTS:Unit-IInternet Basics: What is internet. What Special About Internet? Dial Up Connection/Direct Connection; Slip Or PPP; WWW: The Client Site, Server Site, Web Pages in HTML, Environment Variables, Difference Between HTML and DHTML, ECOM and Portals. Internet Internals: Transmission Control Protocol/ Internet Protocol (TCP/IP), FTP, HTTP, WAIS (Wide Area Information Service), TELNET, Internet Addressing, IP Address, Electronic Mail Address, URL, E-Mail Basic. Domain Name System: Name for Machine, Flat Name Space, Hierarchical Names Internet Domain names, Domain Name Revolution.Unit-IIHTML (hypertext marking language) Basic HTML and tags, Language description, usability, static creation of HTML web pages. Creating tables, forms and their advantages.Unit-IIIASP (Active Server Pages) Introduction to ASP technology. How to create dynamic web pages. Understanding ASP objects model, processing data using session variables. What is the purpose of global asa file. Data base connectivity through ADO’s.Unit-IVE-Business models, BPO, Electronic Business system, E-Business security, Introduction to CMM Note: A team of two examiners will evaluate the Final Research Project.

Suggested Readings:1. Ravi Kalkota, “ Frontiers of E-Commerce” Addison Wesley2. K.Bajaj & D.Nag, “E-Commerce, The Cutting Edge of Business” Tata McGraw 3. Green Stein, “Electronic Commerce” Tata Mc Graw4. Pee Losuin & A Murphy, “Electronic Commerce” Jaico Pub

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BATCH 2013 ONWARDS



DATA WAREHOUSING AND DATA MINING (202415)


COURSE OBJECTIVE: The objective is to learnt the purpose for developing a data warehouse, including difference between operational and decision support system and to describe the architecture of a data warehouse; Understood project planning aspects of building a data warehouse; will be able to describe the purpose of data mining; Understood the knowledge discovery process.

COURSE CONTENTS:Unit I:Introduction – Data Mining – Functionalities – Classification of data mining systems – Major issues in data mining. Business Context of Data Mining Data Mining for process improvement, Data Mining as a research tool. Data Mining for marketing, Data Mining for customer relationship management; Data warehouse and OLAP technology for data mining: What is a data warehouse – A Multi dimensional model – Data Warehouse Architecture – Data Warehouse Implementation – Future development of Data cube technology.Unit II:Data preprocessing: Data cleaning – Data integration and transformation – Data reduction – Discretization and concept hierarchy generation. Data Mining Primitives: What defines a data mining tasks. Data Mining Tools:-Decision Trees; Neural Networks; Genetic Algorithms; Rough Sets and Fuzzy LogicUnit III: Mining Association Rules in Large Databases: Association rule mining – Mining single dimensional Boolean association rule from transactional databases Mining Multidimensional association rules from relational databases and data warehouses. MBA Information Systems-2011-12 & onwards -SDE Unit IV:Classification and Prediction: What is classification – Issues regarding classification- Classification by decision tree induction – Bayesian classification; Cluster Analysis: Types of data in cluster analysis – Categorization of major clustering methods – Partioning methods – Hierarchical Methods.

Suggested Readings:1. Jiawei Han, Micheline Kamber, Data Mining – Concepts and Techniques, Morgan Kaufmann

Publishers, First Edition, 2003. ISBN: 81-8147-049-4. 2. Michael J A Berry, Gordon S Linoff, Data Mining Techniques, Wiley Publishing inc, Second

Edition, 2004. ISBN: 81-265-0517-6. 3. Alex Berson, Stephen J.Smith, Data warehousing, data mining & OLAP, Tata McGraw Hill

Publications,2004 4. Sushmita Mitra, Tinku Acharya, Data mining – Multimedia, Soft computing and Bioinformatics,

John Wiley & Sons,2003.

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Masters of Business AdministrationINTRODUCTION TO COMPUTER NETWORKS (202416)


COURSE OBJECTIVE:The Objective of the course is to provide Skills, knowledge and application to be effective in network management including determining and confirming client business expectations and needs; creating scripts for networking; automating processes; supporting system software, system and software faults; maintaining ethical conduct; and managing simple projects. A number of other specialized technical skills are taught.

COURSE CONTENTS:Unit-INetwork and Networking: Basic & overview; Network protocols and standards – OSI, TCP, IP, FTP, TELENET, AIM, WAP etc. Satellite Based Information Network. Network Services: Electronic Mail, File Transfer, Teleconferencing, Computer-Mediated Conferencing, Facsimile Transmission, Tele Text, videotext, etc. ISDN and Intelligent Network Security.Unit-IIIntroduction to data communication, analog Vs Digital Communication, Band Width limitation, data rate of a channel, Error detection and correction; nature of errors, parity check, CRC, hamming code, Modulation; Multiplexing: SDM, FDM, TDM, STDM.Unit-IIIIntroduction to computer networks and application; network hardware, network software, OSI reference model, TCP/IP model, network standardization, physical layer: circuit switching, packet switching, message switching, terminal handling, telephone system, modems, connections, transmission media.Unit-IVInternet working, Network layer in Internet IP Protocol, IP Address, TCP/ IP Service Model, TCP Connection management.

Suggested Readings:1. A.S.Tannenbaum, “Computer Network” Prentice Hall2. D.E.Cormer, “Computer Networks and Internet” Addison Wesley3. D.E.Cormer &D.L Stevens, “Inter networking with TCP-IP Design, Implemenation and

Internals, Vol-2 Prentice Hall4. D.Bertsekas &R.Gallagar, “Data networks” Prentice Hall5. W.R. Stevens, “UNIX Network Programming” Prentice Hall

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