305 (A) :- Advance marketing Research & consumer Behavior

Unit No.:- 1. Data Analysis

1.1 Regression Analysis

1.2 Discriminate analysis

1.3 Factor analysis

1.4 Cluster Analysis

1.5 Conjoint Analysis

1.6 Multidimensional Scaling

Unit No.:- 2. Specific Research Application

2.1. Continuous marketing Research

2.2. Test Marketing

2.3. Advertisement research

2.4. Industrial Marketing Research

2.5. Overseas Marketing Research

2.6. Marketing Research for service

2.7. Market Segmentation & brand Positioning

Unit no.:-3. The Consumer Culture

3.1. Regional, Ethnic & Religious influences on Consumer Behavior

3.2. Social Class Influences on consumer Behavior

3.3. Age, Gender & Household Influences Consumer Behavior

3.4. References Group & social Influence

3.5. Psychographics Value, Personality, Life Style

Unit no.4:- Consumer as a Decision maker

4.1. Individual Decision-Making

 4.2. Buying & Disposing

4.3. Organizational & Household Decision Making

Unit no.5:- Consumer Behavior Outcomes

5.1. Symbolic Consumer Behavior

5.2. Adoption Résistance & Diffusion of Innovation

References Books-

1) Marketing Research – Luck & Rubbin- Prentice Hall India

2) Marketing Research- Tull & Hawkins- Prentice Hall India

3) Marketing Research- Peter chismal- MC Graw Hill

4) Marketing Research- Rajwendra Nargudkar –MC Graw Hill

5) Marketing Research- G. C. Beri- Tata MC Graw Hill

6) Marketing Research- Text & cases, Boyd. Westfall & Stasch

7) Consumer Behavior- Schifiman & Kanuk- Prentice Hall India

8) Consumer Behavior- Michael soloman- Prentice Hall India
9) Consumer Behavior- Hoyer- Macinnis Houghton Miffion Co. & All
india Publisher & distributor
10)Consumer Behavior- Enges- Blackwell & Miniard, The Dryden
Press
11)Consumer Behavior & Marketing Action- Henaery Assael-south
Western college Publishing.

306(A)- Promotion Management

Unit no.1.:- Introduction to Promoting

1.1.Basic concept of promotion 7 communication

1.2. Fundamentals of Advertising

1.3. Advertising Planning and Decision Making

1.4. Market Analysis- Segmentation & Targeting

Unit No.2.:- Creating Advertisements & Commercials

2.1. Creative Copywriting

2.2. Creative Art Direction

2.3. Creative Production: Print media

2.4. Creative Production: Electronic media

Unit No.3.:- Advertising Media

3.1. Media Planning and Selection

3.2. Print media

3.3. Electronic media

3.4. Direct Mail, outdoor, transit and Supplementary media

3.5. Internet media

Unit No.4.:- Direct Marketing

4.1. The Growh of direct marketing

4.2. The benefits of direct marketing

4.3. Integrated direct marketing

4.4. Major channels of direct marketing

4.5. Other media for direct response marketing

Unit No.5.:- Sales Promotion

5.1. Purpose of sales promotion

5.2. levels of sales promotion

5.3. Sales promotion tools

5.4. Evaluation of sales Promotion Campaign

5.5. Major Discussion in sales Promotion

Unit No.6:- Public Relation

6.1. Corporate Identity

 6.2. Public relation tools

6.3. Major decision in marketing public relations

Unit No. 7:- Personal Selling

7.1. Theories of Selling

7.2. Personal Selling Process

7.3. Principals of personal selling

References Books.

1)

307(A)- Strategic Marketing

Unit No.1:- Service Marketing

1.1. Foundation of Management of Services Marketing

1.2. Application of services marketing tourism Hotel Consultancy

marketing etc.

Unit No.2:- rural Marketing

2.1. Profile of rural marketing

2.2. Profile of rural consumers

2.3 Rural Marketing Strategies

Unit No.3.:- Agriculture Marketing

3.1. Agriculture Marketing

3.2. New rends in Indian Agriculture

 3.3 Globalization & Agriculture

Unit no.4.:- Social Marketing

4.1. Foundation Social Marketing

4.2. Application of Social Marketing e.g. Social Advertising

Marketing family Planning etc.

Unit No.5.:- strategic Brand Management

5.1. Bran equity

5.2. brand extension

5.3. Brand personality

5.4. Brand repositioning

5.5 Brand Building tools

5.6. Major Branding decisions

Unit no.6.:- Modern retailing

6.1. International retailing

6.2. Future of retailing

Unit no.7:- Supply chain Management

7.1. Understanding Supply chain

7.2. Supply chain performance: Achieving Strategic fit & Scope.

7.3. Information Technology in supply chain.

7.4. E-Business & Supply chain.

Unit no. 8.:- Internet marketing & E-Commerce

8.1. Introduction to Internet Marketing

8.2. Introducing to E-Commerce

Reference Book.
 305 (B) Personnel Administration & Labour welfare

Unit No.1:- Personnel Administration

1.1. Meaning, nature, objectives & scope

1.2. Historical perspective of personnel Administration

1.3. Functions of personnel Administration

1.4. Personnel Policy- Objectives of Personnel Policy, Essentials of

a sound personnel policy.+

1.5. Personnel Administration in India.

Unit No.2:- Labour Welfare

2.1. Objectives & scope

2.2. Role of Welfare Officer

2.3 Welfare Administration in India

2.4. Duties of Welfare Officer Statutory and Non-Statutory

Unit No.3:- Career Planning and Development

3.1. Career Planning- Concept, key terms, need, process

3.2. Career Development

3.3 Career Management

Unit No.4.:- Internal Mobility & Separations-

4.1. Promotion- Types, Purpose, Policy

4.2. Transfer- Need, Policy, Types.

4.3. Demotion- Causes, Policy

 4.4 Separation- Retirement, Registration, Layoff , Retrenchment,
Dismissal.

Unit No.5.:- Maintenance & Retention.

5.1. Job Evaluation- Objectives, Procedure, methods, advantages &

drawbacks

5.2. Objectives of wage and salary administration, principals of

wage and salary administration,

components of wage and salary .

5.3. Incentives & Benefits- Rationale and types of incentives.

Rationale and types of benefits.

5.4. Empowerment- Approaches forms, overview of employee

empowerment in India.

5.5. Workers’ Participation in Management- rationale, Objectives

forms, review of workers

participation in Management in India.

5.6. Social Security- concept, Scope, types Social Security measure

India.

Reference Books-

1) Human Resource Management by S.S.Khanka; S. Chand & Co. ld. New

Delhi.

2) Human Resource Management by Gary Dressler, Prentice Hall India

LTd., New Delhi.

3) Personnel & Human Resource Management By A. M. Sarma, Himalaya

Publishing House, Mumbai.

4) Personnel Management by C. B. Mamoria, Himalaya Publishing House,

Mumbai.
 306 (B) Industrial Relations & Trade Union

Unit No.1:- Industrial Relations:

Concept, scope objectives, importance; developing sound

industrial relations; industrial relations inn India; New economic Policy
and Industrial Relations; International Labour Organization and
Industrial relations in India.

Unit No. 2.:- Industrial Disputes.

2.1 Forms of Industrial Dispute

2.2. Causes of Industrial Dispute

2.3. Industrial disputes in India

2.4. Consequences of Industrial Disputes

2.5. Prevention of Industrial Disputes

Unit No.3:-Grievance procedure:-

3.1. Steps in grievance settlement; grievance machinery.

3.2. Mediation- Types and essentials of mediation

3.3. Conciliation –Types; Preliminary steps towards conciliation;

Conciliation Officer- Qualities of a

Conciliator, role, role of conciliators conciliation procedure.

3.4. Arbitration – types. Procedure.

3.5. Adjudication- Types, here tire system of adjudication.

Unit No.4.:- Collective Bargaining-

4.1. Objectives & importance

4.2. Bargaining Strategies

4.3 Bargaining Process

4.4. Essentials of Collective Bargaining.

Unit No.5:- Negotiation Process-

5.1. Preparation for negotiation

5.2. Importance of negotiation

5.3. Negotiation Strategies

5.4. Qualities of a good negotiator.

Unit No.6:- Trade Unionism

6.1. Types, role & importance

6.2. Recognition of trade union

6.3. Trade union Movement in India

6.4. Problem of trade unions in India

Reference Books-

1) Dynamics of Industrial Relations by C. B. Mamoria; Himalaya

Publishing House, Mumbai.

2) Personnel Management by C. B. Mamoria; Himalaya Publishing

House, Mumbai

3) Human Resource Management by S. S. Khanka; S. chand & co. Ltd.

New Delhi.
 307 (B) Labour Economic & Costing

Unit No.1.:- Labour Economics-

1.1. Nature , scope and Importance

1.2. Labour Market, Mobility of labour supply and demand

1.3. Role of Workers in developing economy.

Unit No.2:- Wages.

2.1 Theories of wages- Subsistence Theory, Standard of living
theory, residual claimant theory,
Wage Fund Theory, Marginal productivity theory, Exploitation
theory. Demand & Supply Theory,
bargaining Theory.
2.2. Methods of Wage Payment- Time & Piece Systems of Wage
payment, their merits and
demerits.
2.3 Minimum Wages, fair Wages & Living Wages,.
2.4. Determinants of rational wage policy
2.5. Wage policy & Principles, Wage analysis
Unit No.3:- Labour Costing-
3.1. Labour cost, Computation and control
3.2. Cost and causes of labour turnover
3.3 Cost of training labour
3.4. Work study, time study, labour productivity
3.5 Time keeping, time booking, documentation of wages
3.6. Treatment of overtime, idle time, night shift allowance, leave
pay
3.7. Computation of labour cost per production hour/ machine
hour
3.8 preparation of pay rolls
Unit No.4.:- Exit Policy & impact of Globalization on-
4.1. Employment
4.2 Industrial relations
 4.3 Trade Union
4.4 Necessity of learning new skills & technologies
Unit No.5:- Industrial Hygiene
5.1 Working environment, Effect on job performance
5.2. Factors in work environment. Lighting, Temperature,
Humidity, Noise, Dust, Fumes &
Radiation.
Recommend Books-
1) Labour Economics Principles problems & practices by Jiwitesh kr,
Singh. Deep & Deep Publications (P)Ltd. New Delhi.
2) Industrial & Labour Relations by R. A. Lester. Introduction To
Labour Economics by O.W. Phelps.

305(C) Financial Management

Unit No.1:- Environment of Business Finance –

1.1 Modern Approach to financial Management, Investment
decisions, Finance Decisions and
dividend decisions.
1.2.Financial Management vs. Accounting function.
1.3. Financial Objectives of a firm.
1.4. Finaancial forcasting techniques.
Unit no.2.:- Cost of Capital
Cost of Equity, Retained earnings. Preference shares debt :
foreign currency bonds. Weighted
average cost of capital, opportunity cost of capital and
Marginal cost of capital.
Unit no.3:- Project Management
3.1. Types of Project; New concepts in financing and extension of
projects.
3.2. Feasibility study report; Selection of project location and
project site : tax consideration in
Project investment decisions.
 3.3. contents of project report.
3.4. Broad aspects of appraisal- financial. Technical, economic and
management competence.
3.5. Social cost benefit analysis of project.
3.6. Capital rationing.
3.7. Impact of price level changes on financial decisions.
3.8. Risk analysis in capital budgeting.
Unit no.4:- Sources of company finance-
4.1. shares, right shares, bonus shares, debentures, Deposits
Commercial papers. Certificate of
Deposits (CDS). Euro Issues GRD,ADR & FCCB,
Relevant SEBI guidelines.
4.2. Leasing, Hire purchase and consumer finance- Type of lease;
Tax Considerations: setting lease
rates ; Evaluation of financial lease ; difference
between leasing and Hire purchase.
4.3. Venture Capital Financing- stages in Venture in financing;
development of Venture capital in
India; Venture capital Investment process ; Methods
of Venture Financing.
4.4. Working capital Finance.
Unit No. 5:- Derivative Securities-
5.1. Forward Market- forward contracts on constant dividend yield,
Interest paying assets and
Commodities.
5.2. future contract- Types- Determination of future price ;
Participants in future markets ; features of future contract ;
Stock index futures- pricing of stock
; index futures, Heading with stock index futures ;
Derivative Market in India ; Futures vs.
Forward Markets.
5.3. Options – Types ; features ; how option works ; facts
determining Option price l Black - schools
option pricing model ; Index options Exotic options.
5.4. Swaps, Currency Swaps, Interest rate Swaps, Commodity
Swaps. Equity Swaps, Their valuation.
5.5. Factoring, forfeiting, margin trading.
Unit no 6:- Corporate Governance as regards to financial Management
Books Recommended
1) Essentials of financial Management by Georage E. Pinvhes.

306(C) Financial Management

Unit No.1.:- Capital Market:

1.1. Growth of Indian Capital Market. Stock Exchanges in India-
over the counter Exchange of India (OTCET) ; National stock
Exchange of India ; (NSE) ; working of India stock exchanges:
Stock exchange terminology.
1.2. Credit rating analysis
1.3. Mutual Funds
1.4. Merchant Bankers.
1.5. Depositories and scrip less trading.
1.6. Book Building process.

Unit No.2.:- Dividend policies and Decisions

2.1. Types of dividends
2.2. Short term and long term dividend policy.
2.3. Factors affecting dividend decisions.
2.4. Legal and procedural considerations.
2.5. Dividends theories.

Unit no.3:- Security Valuation

3.1. Equity Valuation- Dividend Discount Model (DDM) Zero
Growth model, constant Growth Models
based on price- earning rations. Analysis Best
Estimate (ABE), Random Valuation Model, Relative
Strength Model, Group Rotation Model, Multifactor
Model. Market Anomaly Model. Capital
Asset Pricing Model (CAPM).
3.2. Bond Valuation- bon price- yields and Interest rate ; Bonds
With a maturity period and
 perpetuity ; price change and Bond Maturity /bond
immunization.
3.3. Preference share valuations- preference share yield : planning
or Holding period return, yield to the call date.

Unit no.4:- Portfolio Management

4.1 Factors influencing Selection of investment.
4.2. Risk and Uncertainty-Types ; Diversification and risk
measurement of portfolio risk; Benefits of Diversification.
4.3. Investment Strategies; Matrix Approach in Investment
decisions.
4.4. SEBI (Portfolio Managers) Rules 1993 & SEBI (Portfolio
Managers) Regulations 1993.

Unit no.5:- Mergers & Acquisitions

5.1. Types ; Methods of Payment in Mergers & Acquisitions.
5.2. Steps in mergers; Tax benefits
5.3. Relevant SEBI guidelines.

Unit No.6:- Corporate Restructuring

6.1. Techniques of corporation restructuring.
6.2. Strategies for restructuring.
6.3. Financial reorganization & Leverage buy out.
Books Recommended
1)
307(C) Financial Management

Unit no. 1:- direct taxes.

1.1. Income Tax Act 1961.

1.2. Concepts of Assesses. Previous Year, Assessment Year,.

Residential Status of Company, income person,

incidence of tax

1.3. Heads of income

1.4. Income from salary

 1.5. Income from house property

1.6. Computation of income from business and profession

1.7. Capital Gains

1.8. Set of and forward of losses (sec 70,79 )

1.9. Deductions from Gross total income- computation of Tax.

1.10.Taxation of Companies- Minimum Alternative Tax.

Unit No. 2:- Indirect Taxes.

2.1. Central Sale Tax Act, 1956.

2.2. Conceptual study of Board provisions of central excise and

salts act. 1944. Central excise

tariff Act, 1985. In-depth study is not expected concept

of duly drawback, MODVAT,

2.3. Conceptual study of Board provisions of customs Act 1962 &

custom Tariff Act 75.

Books.

1) Students Guide to Income Tax By Dr. Vinod K. singhania.

Business Regulatory system-I

Unit No.1:- The Contract Act.1872:

1.1 Introduction Meaning, definition & Essential of contract

1.2 Classification of contracts.
 1.3 Terms in contracts viz. Consideration, capacity o contract &
Flaw in consent.
1.4 Wagering agreement & Contingent Contracts-Introduction &
difference between Wagering Agreement & Contingent
Contract
1.5 Provision of Quasi- Contracts.
1.6 Various provisions regarding Discharge of Contracts.
Unit No.2: Contracts of Indemnity & Guarantee

2.1. Indemnity (Meaning, Definition, Rights of Indemnity holder &

Indemnifier)

2.2. Guarantee (Meaning & Definition)

(a) Surety’s right

(b) Discharge of Surety

Unit No.3. The Law of Agency

3.1. Meaning, Definition & Nature of Agency

(a) Rules & Test of Agency

(b) Distinction between Agent & servant

3.2. Creation of Agency

3.3 Kinds of Agents

3.4. Meaning of Sub agent, Substitutes agent & Pretended Agent

3.5 Delegation of authority by an Agent

3.6. Rights & Duties of an Agent

3.7. Rights & Duties of Principal

3.8 Termination of an Agency

Unit No.4:- The sales of Goods Act,1930.

4.1. Introduction & Essentials of “Contract of Sale

(a) Definition, comparison of “sale” & “ Agreement of Sale”

(b) Various kinds of Goods

 (c ) Comparison between “sale” &”Hire Purchase”

4.2. Conditions & Warrantees

(a) Introduction to Conditions & Warrantees

(b) Doctrine of “Caveat Emptor”

4.3 Transfer of Property & its significance

4.4. Transfer of title 7 its exceptions

4.5. Performance of Contract of sale

4.6. Remedial Measures

(a) Buyer’s Breach =Seller’s (Unpaid Seller & its right)

(b) Seller’s breach= Buyer’s right

(c ) Auction sell (Meaning & Rules)

Unit No.5 The Negotiable Instrument Act, 1881:

5.1. Introduction, Definition & Characteristics

5.2. Main Negotiable Instrument –(Introduction & Definition)- viz,

Hundi,

Promissory, Note Bill of Exchange & Cheque.

5.3. Parties of Negotiable Instrument-Holder & Holder in due

course

5.4 Discharge & Dis- honor of Negotiable Instrument

.
 305 (F) Operations And Material Management

Unit no.1:- (a) Material Management.

Function of material management, importance of material
management. Concept of
integrated Definition and scope of integrated materials
concept Advantage of
integrated materials Management concept.
(b) Organizational structure for materials management
Conventional and modern approach, organization based on
commodities, location and
function, Relation of materials management with other
department of the organization.
Unit no.2:- (a) Materials Research
Definition, scope, need and importance of materials research
Organization for materials research. Techniques and reporting.
(b)Materials planning & budgeting
Definition & importance of materials research. Factors which
affect materials planning. Techniques of materials planning
Guidelines for effective and reliable materials planning.
Preparation of materials budget, purpose of preparing materials
budget & budgetary control.
Unit no.3:- (a) Evaluation of materials
The need and organization for evaluation-mere reporting
Questionnaire, Policy
decisions, various rations pertaining materials
management.
(b) Materials management in India, vendor and vendor
selection
Training development and rating of vendor, different methods
vendor rating.
Unit no.4:- (a) Nature and scope of production operation mgt.
Nature of production; production as a system, production as
an organization function,
decision making in production, importance of
production function, scope of production
 and operation Management. Responsibilities of
production manager.
Unit no.5:- (a) Role and importance of p.p.c. in various
manufacturing systems:
Function of p.p.c. capacity planning factors affecting capacity
planning, capacity
planning procedure. Aggregate planning methods.
Unit no.6:- (a) Plant Maintenance meaning and definition scope,
importance;
Objective of maintenance management; area of maintenance;
methods of maintenance
Management.
Books Recommended
1) Materials management an integrated approach by p. Gopikrishan
and M. Sudersen (PHI)
2) Materials management by M.M.Varma, Sultan chand and sons.
3) Production and operations management by K. Aswathappa and K.
Shridharan Bhat, Himalaya Publishing House.
4) Production and operation management by Chunwala & patel
(Himalaya publishing house.)

306 (F) Operations And Material Management

Unit no.1. Purchasing Organization

What is purchasing? Purchasing as a basic function,
importance of purchasing objectives and organization of purchasing,
functions of purchase executive, purchasing principle, procedure and
systems. The Principles of right purchasing, price forecasting.
Techniques of price forecasting A purchase budget, purchasing methods.
Unit no.2:- (a) International purchasing
Need for international purchasing procedure, nature of
documents for international
purchasing .
 (b) Import Substitution
Meaning of import substitution. Role of government in import
substitution. Role of
R & D in import substitution. Problems in import
substitution.
Unit no.3:- Negotiation
Objectives of negotiation, when to negotiate. The buyers role in
negotiation, negotiation
process, preparation, four phases of face to face
negotiation, university applicable
negotiating techniques.
Unit no.4:- Product design and process design
Product design product life cycle, process design, evaluation of
process design.
Unit no.5:- Plant Location
Location theories , freedom of location, errors in selection,
steps in location, relative
importance of location factors, Rural Vs Urban location
mode.
Unit No.6:- Plan layout
Principles of layout, Layout tools and techniques. Materials
Handling Scope, importance,
Objectives of material handling and material handling
principles, material handling
equipment, factors affecting selection of material
handling equipment.
Unit no. 7:- Use of computer in production and operations
management

Books Recommended:
1) Purchasing and Supply management by Donald W. Dobler & David
N. Burt Taxal McGraw- Hill Publishing Co. Ltd.
2) Material Management - An integrated approach by P.
Gopalkrishnam & M. Sundersen.
3) Production & Operation Management y K. A. &K.
4) Materials Management by M. M. Verma by Sultan Chand & Sons.
5) Production & operation Management by P. Rama Murthy.
 307(F) Operations And Material Management

Unit no. 1:- Stores Managements

Purpose of stores, location and layout stores systems and
procedures continuous stock
verification, Store accounting, costing of receipt of materials,
costing of issue of production,
stock verification, Periodic verification continues verification.
Unit no.2:- Obsolete, surplus & Scrap Management:-
Identification control of obsolete, surplus, & scrap, disposal of these
items.
Unit no.3:- Value Analysis & Value Engineering
Origin, definition and scope, objectives & uses of value analysis
value analysis procedure,
phases of value analysis.
Unit no.4:- Quality Control:
Nature of origination for quality control, quality control techniques,
acceptance sampling,
advantages of Q.C. type of quality control chars, construction of
control charts for variables &
attributes, AOQ & OC curves, types of sampling plan. Total quality
managing quality circles.
Unit No.5:- Ergonomics definition, machine system types of
displays.
Types of control manual material handling of work place and
working conditions.
Books Recommended
1) Purchasing and supply management by Donald & Dobler and David
N. Burt, Tata McGraw- Hill Publishing Comp.
2) Material management: by M.M. Varma, Sultan Chand & Sons.
3) Material management in integrated approach by P. Gopikrushna &
M. Sudershan PHI
4) Production and operation management: By P. Rama Murthy. New
Age International publishers.
5) Statistical Quality control by juran.