9 - MBA Course Outline 2014-15

Master of Business Administration 1
Course Curriculum (Session 2014-15)
Course Curriculum
Master of Business Administration
Session 2014-15
Institute of Business Management

ABOUT THE PROGRAM

Today's business environment is characterized by dynamic uncertainties and complexities, which
makes the work of managers and organizational leaders extremely challenging. Thus, those who
aspire to become organizational managers in today's business environment need to acquire
specialized knowledge, skills and attitude along with multi-tasking ability in order to understand
and analyze complex business situations. In pursuit of this goal, the MBA programme of GLA
University, nurtures leaders capable of making a difference in the corporate and service sectors
The MBA course employs various modes of teaching, learning and assessment that reflect in its
interdisciplinary approach. This integrated teaching allows understanding of the overlap and
interaction between the different business areas. This approach also allows the students to
develop multiple skills such as critical analysis, independent research, report writing, numerical
ability, working with real-life case studies, presentation skills and interpersonal skills through
group tasks. These skills further enable the students to take a full, active and responsible role
within the business community, whether this is through entrepreneurship, further study, or in
managerial role.
The system of dual-specialization enables the students to choose specializations from the fields
of Marketing, Finance, Human Resource, International Business, Information Technology,
Development, Retail, Operations and Strategic & Technological Management. An
integration of technology with the conventional teaching modes enables the students to acquire
well-developed understanding of management practices, knowledge and skills necessary to
grapple with the complexities of the modern business propositions.
The syllabus is directional in scope and permits the much desirable flexibility to keep pace with
the ever growing body of knowledge, experience and explorations in management education
with special emphasis towards the human side of enterprise. The course structures are carefully
designed so that students get an edge in dealing with diverse situations when they step into the
real corporate world.

Course Outline (Session 2014-15)

Business Communication
Course Code: MBA6107
Year: I
Trimester: I
Max. Hours: 30
Preamble: The course is aimed at equipping the students with necessary techniques and
skills of communication to inform inspire and enlist their activity and willing cooperation in
the performance of their jobs. This courses goal is to help you gain greater skill and
confidence to communicate effectively as a manager.
Objectives of the Course:
To enable students analyze communication situations and develop effective

communication strategies
To develop skills for communicate professionally and persuasively
To make students learn skills for successful formal and informal presentations
Communication at workplace: Understanding Corporate

communication, Objectives and Role of Communication, Process
of Communication, Channels and Types of Communication,
Communication Network, The Cs of Good Communication.
Verbal communication: Introduction, Oral and Written
communication- letter writing and report writing.
UNIT II Business Presentations: Elements of Business Presentation,
Visual & Audio aids in Presentation. Designing a Presentation,
Effective listening, and Technology Enabled Communication
Non- Verbal Communication:
Body language: concept, importance, kinesics and its various
elements: Eye Contact, Facial Expression, Gestures, Postures,
Proximics, Chronemics. Oculesics. Color as Non- verbal
UNIT III Communication,
Paralanguage: Concept, Importance, Elements/Parts of
Paralanguage: Voice, Word Stress, Pitch, Pause, Rate, Volume,
And Articulation.
UNIT I
(5 Sessions)
(5 Sessions)
(5 Sessions)
MID-TERM EXAMINATION
Employment Communication
UNIT IV
Group Discussions: Introduction, Concept, Purpose, Types of

Group Discussion Strategies to Succeed, Dos and Donts
Interview Skills: Introduction, Concept, Purpose, Types of
(5 Sessions)

UNIT V
Interview, Candidates Preparation/ Strategies to Succeed,

Employers Preparation, Dos and Donts.
Business Etiquettes: Introduction, Concept, Significance,
Exchanging Business Cards, Dinning Etiquettes, Telephonic
Etiquettes, netiquettes, Interacting with foreign clients.
(5 Sessions)
Group Communication
Media Management: Press Release, Press Report, Press
(5 Sessions)
Conferences, Public Speaking. Meetings, Negotiation, Nature
and Factors affecting Negotiation
Provision for presentations / assignments / case analysis in additional sessions
1 Session = 60 Minutes
UNIT VI
*
**
Text Books:
Lesikar, R. V., & Petitt, J. D. Jr. (2005). Business Communication: Skills for Empowering
the Internet Generation. 10th Edition. Tata McGraw-Hill Publication.
Reference Books:
Mohan, Krishna & Banerji M. (2008). Developing Communication Skills. Macmillan

Publishers India Ltd.
Sharma, R. C. & Mohan, K. (2002). Business Report Writing and Correspondence:

Practical Approach to Business and Technical Communication. 3rd Edition. Tata
McGraw-Hill Publication.
Chaturvedi, P. D., & Chaturvedi, M. (2007). Business Communication: Concepts, Cases

and Applications. Pearson Education.

Course Outline
Business Environment
Year: I
Trimester: I
Max. Hours: 30
Preamble: To provide an introduction to business and the economic environment within

which it operates, which has an increasingly important influence as free market policies are
pursued worldwide. Important economic principles will be explained and applied to provide
convincing explanations of current economic and business events. The consideration of issues
relating to policy towards business will encourage the development of students judgmental
skills. In addition, the concepts and knowledge learnt in this course will provide a firm basis
for the study of business strategy in future courses.
To develop the concept of the business organization operating within the parameters of the
internal and external environment.
To understand the place of business within the economic system and present some
important economic principles relevant to the behavior of business in response to changes
in the environment.
To impart knowledge about, and encourage awareness of, current issues, facts and events
in the local national and international business world.
Introduction to Business Environment: Concept, Significance,

Nature, Framework for Internal / External Environment
UNIT I Environmental Scanning: Meaning, Nature and Scope of (5 Sessions)
SWOT, ETOP, PESTL, Environmental impact matrix
Financial System & legal Environment
Indian financial System: Objectives, features & components;
UNIT II Money & Capital market, EXIM Policy, FEMA, Role of FII & (6 Sessions)
FDI.
RBI-Role and functions, Financial Sector reforms/banking
UNIT III structure reforms, Narasimhan Committee Recommendations, (4 Sessions)
Monetary and Fiscal Policy.
UNIT IV
UNIT V
Economic & Political Environment: Economic Systems and

Economic Planning (latest five year Plan in India), Industrial
Policy 1991, Policy for Small Scale Industry (MSME Act),
Competition Act 2002,
Technological Environment
Technology policy-Technology S Curve & Transfer Technology,
intellectual property right and patent law.
(5 Sessions)
(5 Sessions)

UNIT VI
*
**
International Environment
Introduction to balance of payment and balance of trade,
international Economic Institutes (WTO, World Bank, IMF).
(5 Sessions)

Text Books:
Aswathappa, K. (2010). Essentials of Business Environment. Himalaya Publishing

House.
Cherunilam, F. (2010). Business Environment. 18th edition. Himalaya Publishing House.
Paul, J. (2008). Business Environment. 3rd Edition. Tata McGraw-Hill Publication.
Reference Books:
Goyal, Dr. A. (2010). Environment For Managers. 1st edition. V.K (India) Enterprises.
Neelamegam, V. (2010). Business Environment. Vrinda Publications

Course Outline
Financial Accounting
Year: I
Trimester: I
Max. Hours: 30
Preamble: The prime motive of this course is to provide the student with a basic
understanding of financial accounting and enable the student to understand, analyze and
interpret financial statements for better decision making. The course is expected to make the
students financially literate.

By the end of this course, the student should be able to:
Understand the role and relevance of financial accounting in management.
Explore the various dimensions of financial accounting and their implications in financial
spectrum of a business entity.
Overview of Financial Accounting: Role, Functions, Users,
UNIT I Principles, Concept, Conventions, Accounting Cycle: Original
Book of Entry, Journal, Ledger and Trial Balance.
Preparation of Income Statement and Position Statement,
Manufacturing Account, Trading Account, , Profit & Loss
UNIT II Account, Profit & Loss Appropriation Account and Balance
Sheet (With Basic Adjustment).
Introduction to Financial Analysis: Role, Types, Tools,
Limitations
UNIT III Ratio Analysis: Types of Ratios, Profitability Ratio, Turnover
Ratio, Financial Ratio: Computation & Analysis
(5 Sessions)
(5 Sessions)
(5 Sessions)
Financial Statements Analysis-Common Size Statements,
(4 Sessions)
Comparative Statement & Trend Analysis
Preparation and Interpretation of Fund flow Statement
UNIT V Concept of fund flow, Statement of Change in Working Capital, (6 Sessions)
Fund from Operation, Fund Flow Statement
Preparation of Cash Flow Statement (As per AS 3)
Cash flow from Operating / Investing / Financing Activities
UNIT VI Direct or Indirect Method of preparation of Cash Flow
(5 Sessions)
Statement. Introduction to Triple Bottom Line Reporting.
*
**
UNIT IV

Text Books:
Tulsian, P. C. (2008). Financial Accounting. New Delhi: Pearson Education.
Reference Books:
Narayanaswami, R. (2009). Financial Accounting: Managerial Perspective. New Delhi:

Prentice Hall of India Private Limited.
Maheshwari, S. N., & Maheshwari, S. K. (2006). 4th Edition. An Introduction to

Accountancy. New Delhi: Vikas Publishing House Pvt. Ltd.
Neelakantan, Ramchandran & Kakani (2008). 2nd Edition. Financial Accounting for
Management. Tata McGraw-Hill Publishing Company Limited, New Delhi.
Journals:
Indian Journal of Finance
The IUP Journal of Accounting Research and Audit Practices

Course Outline
Managerial Economics
Year: I
Trimester: I
Max. Hours: 30
Preamble: The paper intends to make the students familiarize about the modern economic
theories and the managerial implications in to the business practices. This is also
conceptualizing to develop the macroscopic and microscopic vision of the students related to
economic practices in the economy. The paper will also help the student to use their resources
optimally and arrive at sound decision making on operational grounds.
To analyze & interpret fundamentals of economics.
To study the interrelationship in an open economic system.
To master a range of methods and techniques of strategic analysis and have a clear
appreciation of their theoretical and empirical foundations, range of applicability,
qualifications and limitations.
Overview: Economics background to management, Nature and

scope of Managerial Economics, Its relationship with other
UNIT I Disciplines,
Significance in Decision-Making and Fundamental Concepts,
Theory of Firm, Objectives of a Firm
Demand Analysis: Demand Theory, Law of demand and
Determinants of demand, Cardinal Utility Analysis
Indifference Curve: Indifference Curve Analysis, Revealed
UNIT II Preference Theory of Demand, Elasticity of Demand and its
Measurement Methods,
Demand Forecasting Demand Forecasting methods, Supply
Theory
Production: Production Concepts and Analysis, Production
Function,
UNIT III Characteristics of various Factors of Production; Laws of
Production, Short-Run, Long Run
Cost Analysis: Cost Concepts and Analysis, Empirical estimates
UNIT IV of Production and Costs, Short-run and Long-run Average Costs
Curves and its Analysis
Pricing Decisions: Pricing under different Market Structure,
Perfect and Imperfect (monopoly, monopolistic and oligopoly)
UNIT V markets,
Pricing strategies: Collusive and Non-Collusive Oligopoly
Baumol and Marris Models
(4 Sessions)
(6 Sessions)
(5 Sessions)
(4 Sessions)
(5 Sessions)

Macroeconomics: Science of Macroeconomics, Circular Flow

of Income & Products, National Income, Concept
Measurement of National Income: National Income
aggregates (GDP, GNP, NNP, NDP etc.) at Factor and Market
UNIT VI Prices, GDP-Changing trends in composition and the future,
(6 Sessions)
Money and Inflation
Consumption Function: Consumption function and Multiplier
& Accelerator Investment Function, Inflation, Unemployment &
Philips Curve
*
**
Text Books:
Geetika, Ghosh P., Choudhary R. P. (2009). Managerial Economics. Tata McGraw Hill
Publication.
Petersen, C. (2006). Managerial Economics. Pearson Education
Reference Books:
Ahuja H.L. Managerial Economics. S. Chand
Dornbusch, R. and Fischer, S. (2008). Macro Economics. 5th Edition. Tata McGraw Hill
Publication.
Thomas, R. C., Maurice, C. S., & Sarkar, S. (2010). Managerial Economics. 9th Edition.
Tata McGraw Hill Publication.
Dwevedi, D. N. (2009). Principles of Economics. Vikas Publication.
Patnaik, P. (1997). Macro Economics. Oxford University Press,
Rangarajan C. & Dholakia B.H. (2006). Principles of Macroeconomics. Tata McGraw

Hill Publication.

Course Outline
Principles & Practices of Management
Year: I
Trimester: I
Max. Hours: 30
Preamble: The course is aimed at equipping the students with necessary techniques and
skills of Basics of management and communication to inform inspire and enlist their activity
and willing cooperation in the performance of their jobs. This courses goal is to help to gain
greater skill and confidence to communicate effectively as a manager.
Evaluate and explore the basics of management and various dimensions of management
Analyze communication situations and develop effective communication strategies and

Communicate persuasively
Use visuals/graphics for impact and Make successful formal and informal presentations
Management: Concept, Nature, Importance; Management: Art

and Science, Management As a Profession, Management Vs.
Administration, Management Skills, And Levels of Management.
Evolution of Management: Early contributions, Taylor and
UNIT I Scientific Management, Fayols Administrative Management,
Bureaucracy, Hawthorne Experiments and Human Relations,
Social System Approach, Decision Theory Approach.
Social Responsibility of Managers and Ethics in Managing
Planning: Nature, Scope, Objectives, Types, Process, and
UNIT II Barriers to Effective Planning. Concept of planning premises,
Decision Making techniques.
Organizing: Concept, Forms of Organizational Structure,
UNIT III Departmentation, Span of Control, Delegation of Authority,
Authority & Responsibility.
Staffing: Meaning, objectives and process.
Elements of Staffing: Concepts of Manpower Planning, Job
UNIT IV Design, Recruitment & Selection, Training & Development,
Performance Appraisal
Directing: Concept of Direction and Supervision. Functions &
qualities of supervisor.
UNIT V Motivation: Concept, Maslows Theory, Herzbergs two factor
theory, Theory X & Theory Y.
(7 Sessions)
(4 Sessions)
(4 Sessions)
(5 Sessions)
(5 Sessions)
Leadership: Concept and Functions, Leadership style,

UNIT VI Leadership traits.
(5 Sessions)
Controlling: Concept, Types of Control, and its process.
*

**
Text Books:
Stoner, Freeman, & Gilbert, Jr. (2008).6th Edition. Management. Prentice Hall of India.
Harold, K. & Heinz, W. (2008). Essentials of Management. 5th Edition. Tata McGraw
Hill.
Reference Books:
Robbins & Coulter. (2007). Management. 9th Edition. Prentice Hall of India..
Robbins, S. P., & Decenzo, D. A. (2007). Fundamentals of Management: Essential

Concepts and Applications.6th Edition. Pearson Education.
Weihrich Heinz and Koontz Harold - Management: A Global and Entrepreneurial

Perspective (McGraw Hill, 12 Edition 2008)

Course Outline
Quantitative Techniques
Course Code:MBA6108
Year: I
Trimester: I
Max. Hours:
Preamble: Quantitative Technique is a scientific approach to managerial decision-making.

The successful use of Quantitative Technique for management would help the organization in
solving complex problems on time, with greater accuracy and in the most economical way.
To provide students with the understanding of role of quantitative techniques in business

decision making
To prepare a common platform for students for better understanding of statistical tools.
To familarize the students of different streams about different quantitaive techniques.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
UNIT VI
Introduction
Introduction of statistics, types of statistical methods, importance
,scope and limitations ,Data classification, tabulation and
representation
Measures of Central Tendency: Arithmetic Mean, Geometric
Mean, Harmonic Mean and Weighted Average, Median and
Mode
Measures of Dispersion: Range, Average Deviations, Standard
Deviation, Combined Standard Deviation and the Coefficient of
Variation
Skewness , Moments and Kurtosis : Introduction, measures
and applications
Correlation and Regression: Introduction, Correlation Analysis
Coefficient of Correlation, Regression, Estimation using,
egression lines, Multiple Regression and Partial and Multiple
Correlation (overview)
Probability: Basic concept, Three Types of Approaches to
Probability, Addition and Multiplication Theorems, Conditional
Probability and Baye's theorem.
Probability Distribution: Binomial Distribution, Poisson
Distribution and Normal Distribution, their Characteristics and
Applications in Business Management
Estimation and Confidence Interval: Introduction, point
estimation, confidence interval estimation, estimating sample
size
Introduction of SPSS and Practical Applications of Excel
(4Sessions)
(4 Sessions)
(7 Sessions)
(5 Sessions)
(5 Sessions)
(5 Sessions)

*
**

Text Books:
Sharma, J. K. (2010). Business Statistics. New Delhi: Pearson Education (P) Ltd.
Bali, N. P., Gupta, P. N., & Gandhi, C. P. (2008). Text Book of Quantitative Techniques.
New Delhi: Laxmi Publications (P) Ltd.
Reference Books:
Bajpai, N. (2001). Business Statistics. New Delhi: Pearson Education (P) Ltd.
Levin, R. I. (1997). Statistics for Management. New Delhi: Pearson Education (P) Ltd.
Hooda, R. P. (2003). Statistics for Business and Economics. New Delhi: Macmillan
Publication.
Beri, G. C. (2010). Business Statistics. New Delhi: Tata McGraw Hill Publishing
Company Ltd.
Gupta, S.C. (2006). Fundamentals of Statistics. New Delhi: Himalaya Publishing House.
Elhance, D.N. (2008). Fundamentals of Statistics. New Delhi: Kitab Mahal Distributors
New Delhi.
Suggested Journals:
Journal of Business and Economic & Economic Statistics

Journal of Statistical Software
Journal of American Statistical Association

Course Outline
Computer Applications in Management
Year: I
Trimester: I
Max. Hours:
Preamble: Computer applications in management are one of the essential elements of any
business course as it focuses on the technological aspects and provides a practical insight. It
helps the managers to adapt to fast technological changes so that they can keep them updated.
To provide hands on experience to students in using computers for data organization and
addressing business needs.
Through this course it is intended to familiarize the students of Management with the
computer hardware and softwares and their applications in various domains of the
management through studying softwares
UN
IT
I
UN
IT
II
UN
IT
III
Introduction
to
Computer
System:
Basic
Computer
Organization: Introduction, features and capabilities, components of computer
system, classification of computers; Applications of Computers in Business.
MS Word: Features, Creating, Saving and Opening Documents in Word
Advanced Features of MS Word, Find & Replace, Using Thesaurus, Using AutoMultiple Functions, Mail Merge, Handling Graphics, Tables & Charts.
(6
MS-Excel: Worksheet basics, creating worksheet, , heading information, data,
text, dates, alphanumeric values, Opening and moving around in an existing Sessio
worksheet, Toolbars and Menus, Working with single and multiple workbook.
ns)
Working with formulae & cell referencing, Auto sum, Coping formulae, Absolute
& relative addressing, Worksheet with ranges, formatting of worksheet,
Previewing & Printing worksheet, Graphs and charts, Database Creating and
Using macros,
MS Power Point: Creating slide show with animations.
Softwares : MS Word, MS power Point, MS Excel, Outlook, Internet
Introduction to Languages: Machine, Assembly and high level languages,
Compiler, Assembler and interpreter, Fourth generation and fifth generation
(5
languages.
Number System: Decimal, Binary, Octal, Hexadecimal and their Conversions
Sessio
Operating systems: Definition, Functions, Types and Classification
ns)
Software: Introduction; Types of software with examples Softwares : MS
Word, MS power Point, MS Excel, Internet
Computer Networks: Computer and communication networks, Evolution of
(4
computer networks, LAN, MAN, WAN, Network topologies , Modes of Data
communication
Sessio
Wired Media of Data communication: STP, UTP, Coaxial, Fiber optic wires
ns)
Internet: Overview of Internet, Functioning of Internet, Basic Services over

Internet like WWW, FTP, Telnet, etc. ISP, Web server, Web Browser, Domain
names, Email, Mail server, search engine, web portal, other internet common
terms
UNIT
IV
Database Management System: Overview of DBMS; Components of DBMS.

Concept, Characteristics, Objectives, Advantage & limitations, entity, attribute,
(4
schema, subschema, RDBMS, MS Access.
E-commerce: Introduction, Comparison between Traditional commerce and Sessio
E-commerce, Advantages & Disadvantages of e-commerce, Issues in
ns)
Implementing Electronic Commerce.
Accounting Information System :- Introduction to Accounting Packages:

(5
Preparation of vouchers, invoice and salary statements; maintenance of
UNIT
inventory records; maintenance of
Sessio
V Accounting books and final accounts; financial reports generation. Software
ns)
Wave Accounting
Human Resource Information System :-Use of various HR application 360
(6
Degree Feedback, Applicant Tracking, Attendance Tracking
UNIT
Marketing Information System:- Brand Management, Campaign Sessio
VI Management, Email Marketing, Mailroom Management, Contact Management
ns)
Softwares QuickBase, HRIS
*
**
Text Books:
Bharihoke, D. (2009). Fundamentals of Information Technology. New Delhi: Excel Books
Norton, P. (2006). Introduction to Computers. New Delhi: Tata McGraw Hill Publications
Ritendra Goel & D.N. Kakkar (2004). Computer Applications in Management. New Delhi: New
Age International (P) Ltd.
Reference Books:
Basandra, S. K. (2003). Computers Today. Greater Noida: Galgotia Publication Pvt. Ltd.
Leon, A., & Leon, M. (1989). Introduction to Computers. New Delhi: Vikas Publishing House
Pvt. Ltd.
Suggested Journals:
Information Technology and Management

Suggested Link:
http://www.capterra.com/accounting-and-finance-software

Course Outline
Business Law
Year: I
Trimester: II
Max. Hours: 30
Preamble: For running any enterprise there is a immense need of understanding the various
dynamics. It is not limited to understanding the surroundings of supplies, customers etc. but
also the law related to the every happening around in context of business. Because it is well
settled rule that Ignorance of Law is no excuse
To make the student aware about the basic act The Contract Act 1872 so that the fair
level of understanding can be developed.
Getting them acquainted with the other mercantile laws like Partnership, Sales of good,
Company Act and IT Act.
That how it will be like a package for all the aspirants to understand at least the entry
level complexities in Law by own.
Introduction:-Meaning of Law.
Contract Act, 1872
UNIT I
UNIT II
Definition of a Contract and its essentials, Formation of a valid

Contract - Offer and Acceptance, Consideration, Capacity to
Contract, Free consent, Legality of object, Breach of a Contract,
Damages for breach of a contract.
Quasi contracts, Contract of Indemnity and Guarantee, Bailment
and Pledge.
Consumer Protection Act 1986.
(8 Sessions)
(3 Sessions)
Sale of Good Act, 1930
UNIT III
Definition of a Contract of Sale, Conditions and Warranties,

Passing of Property, Right of Unpaid Seller against the Goods,
Remedies for Breach.
(4 Sessions)
Partnership Act, 1932
UNIT IV
Definition of Partnership and its essentials, Rights and Duties of

Partners Types of Partners, Minor as a partner, Doctrine of
Implied Authority, Registration of Firms, Dissolution of firms.
(4 Sessions)

Limited Liability Partnership: Meaning, Salient features and

Advantage.
Companies Act, 2013
UNIT V
Nature and Definition of a Company, Registration and

Incorporation, Memorandum of Association, Articles of
Association, Prospectus, Kinds of Companies, Directors:
Powers and duties, Meetings, Winding up.
(8 Sessions)
The Information Technology Act, 2000
Definition, Digital Signature, Electronic Governance,

Attribution, Acknowledgment and Dispatch of Electronic
UNIT VI Records, Secure Electronic Records and Secure Digital (3 Sessions)
Signatures, Regulation of Certifying Authorities, Digital
Signature Certificates, Duties of Subscribers, Penalties and
Offences.
*
**
Text Books:
Porwal,L.M. & Kumar, S.(2010) Business Law. N. Delhi, Virnda Publication Ltd
Kapoor,N.D. (2009). Elements of Merchantile Law. New Delhi: Sultan Chand & Sons.
Tulsian, P.C.(2006).Business law.New Delhi:Tata McGraw Hill Publishing Company

Ltd.
Reference books:
ICFAI University Press Hyderabad.(2005) ,Business Law .
Kuchhal, M.C.(2005). Business Law.New Delhi: Vikas Publishing House Pvt Ltd.
Gulshan, S.S.(2007).Business law.New Delhi: New Age International Pvt Ltd.
Related Bare Acts
Websites:
http://www.caclubindia.com
http://indiacode.nic.in
https://www.pwc.in
http://www.mca.gov.in

Course Outline
Corporate Relationship Management
Year: I
Trimester: II
Max. Hours: 30
Preamble: Business is best practiced only by developing good Corporate Relations with
various Stakeholders which includes Govt, Investors, Customers, Media and others. The
smooth functioning of Business is possible only with developing and maintaining good
relations with them. The overall objective of this course is to provide in depth knowledge on
designing and implementation of various CRM Strategies for the success of Business.

To make students aware of the basic fundamental issues of Corporate Relationship
Management,
To make students aware of the importance of CRM profession and various CRM
strategies for the success of an organization in todays competitive scenario, and
To help the students in development of necessary skills and qualities to pursue a
successful career in area of Public relation profession.
CRM fundamentals: Corporate Relationship and Customer
Relationship, Corporate Relations Practice, corporate relations
UNIT I professional, Duties and responsibilities,
CRM in India: Emergence of professionalism, CR Agencies-Growth
and Challenges
CRM process and practice: Environmental Scanning, Situational
Analysis-formal and informal research, development and
UNIT II implementation of communication plan, evaluation of impact
Communication, Negotiation & CRM: Communication and CRM,
Negotiation and CRM
Stakeholder Relationship Management: Importance and various
UNIT III groups of Stakeholders, Customer Relations, Dealer Relations,
Vendor Relations, Employee public Relations, Investor Relations.
Media Relations: Networking for good Media Relations, Media
Relation Norms, Holding Press Conference, measurement of success
UNIT IV CSR & Community Relations: CSR and Indian Tradition,
Objectives of Community Relations,CII initiatives, Community
Networking
Government Public Relations: Elections and Public Relations,
Objective of Govt. PR, Govt.PR Agencies, Government PR
UNIT V
Problems.
Lobbying and Corporate Advertising: Lobbying and Lobbyists,
(4 Sessions)
(5 Sessions)
(6 Sessions)
(5 Sessions)
(6 Sessions)

Pressure Groups of India, PR role in Lobbying, Corporate

Advertising and Public Relations
Corporate Image & Identity Management: corporate image- the
Indian scenario, Image Makers, PR role, Image Management Process
UNIT VI Event Management, Ethics & PR: Objectives of Special Events, (4 Sessions)
Organizing an Event, Ethics and PR Relations, some legal aspects,
Ethical Codes.
*
**
Text Book:
Iqbal S. Sachdeva (2009). Public Relations Principles and Practices. 1th Edition; Oxford
University Press
Reference Books:
Irv Schenkler & Tony Herrling. (2011). Guide to Media Relations. 92h Edition. Pearson
Prentice Hall Publication.
Thomson S & John S. (2006). Public Affairs in Practice-A Practical Guide to Lobbying.
Kogan Page Publication.
Suggested Journal:
Harvard Business Review
Academy of Management Review

Course Outline
Cost and Management Accounting
Course Code:MBA6203
Year: I
Trimester: II
Max. Hours: 30
Preamble: Managerial accounting is concerned with providing information to managersthat is, people inside an organization who direct and control its operation. Managerial
accounting is managers oriented therefore its study must be preceded by some understanding
of what managers do, the information managers need, and the general business environment.
This course introduces student to the fundamentals of management accounting. For better
managerial decision making its important for the student to understand these management cost
concept and their practical implications which can bring significant difference in their
managerial decision.
To familiarize the students with cost records/statements and principles underlying them
and to develop their skills in understanding and appreciating cost information.
To acquaint them in brief with cost and management accounting mechanics, process and
system, but emphasis is laid on sound concepts and their managerial implications.
To develop an appreciation about the utility of cost information as a vital input for
management information and decision making process.
Unit -I
Unit- II
UNIT- III
Unit- IV
Introduction to Cost Accounting

Role of Cost Accounting in Decision Making, Scope, Nature,
Functions, Types of Cost, Cost Accounting and Financial
Accounting
Elements of Cost - Materials, Labour and Overheads and their
Allocation and Apportionment, Preparation of Cost Sheet,
Methods of Costing.
Introduction and Application to Management Accounting
Scope, Nature, Functions of Management Accounting in
Managerial Decision Making.
Break Even Analysis: Marginal Costing versus Absorption
Costing, Cost-Volume-Profit Analysis and P/V Ratio Analysis and
their implications, Concept and uses of Contribution and
Breakeven Point and their analysis, Margin of Safety, Angle of
Incidence
Budgeting and Budgetary Control: Concept of Budget,
Budgeting and Budgetary Control, Types of Budget, Static and
Flexible Budgeting, Preparation of Cash Budget, Sales Budget,
Production Budget, Materials Budget, Capital Expenditure Budget
(4 Sessions)
(5 Sessions)
(6 Sessions)
(6 Sessions)

Unit- V
and Master Budget, Advantages and Limitations of Budgetary

Control. Zero Base Budgeting
Standard Costing and Variance Analysis: Concept of Standard
Costs, Establishing various Cost Standards, Calculation of
Material Variance, Labour Variance. Overhead variance.
(4 Sessions)
Recent Developments in Accounting:

Responsibility Accounting: Definition and Role, Centers of
Control,
Accounting for Price Level Changes: Inflation Accounting. (5 Sessions)
Unit -VI
Methods of Accounting for Changing Prices.
Concept of Transfer Pricing, Concept of Social Cost Benefit
Analysis.
*
**
Text Books:
Kishore, R. M. (2006). Advanced Management Accounting. New Delhi: Taxman.
Khan & Jain. (2004). Management Accounting. New Delhi: Tata McGraw Hill.
Reference Books:
Horngrene, Datar, & Foster. (2002). Introduction to Management Accounting. New

Delhi: Pearson Education.
Pandey, I. M. (2005).Management Accounting. New Delhi: Vikas Publication.
Suggested Journals:
The IUP Journal of Accounting Research & Audit Practices, IUP Publications,
Hyderabad.
Indian Journal of Finance, Satya Gilani Publication, New Delhi.

Course Outline
Organizational Behavior
Course Code:MBA6207
Year: I
Trimester: II
Max. Hours: 30
Preamble: Organizational behavior is a relatively young field of inquiry that studies what
people think, feel, and do in and around organizations. Organizations are groups of people
who work interdependently toward some purpose. OB concepts help us to predict and
understand organizational events, adopt more accurate theories of reality, and influence
organizational events.
Understand the various approaches of OB as applied in the organization.
Develop fundamental skills which they will need for understanding, diagnosing and
managing the organization, i.e., the human aspects of work organizations.
Able to get the theoretical and practical knowledge of various dimensions of individual
behavior.
It will help the students to recognize the differences and helps to see the value of
workforce diversity in present scenario.
Introduction to OB: Concept, Meaning & Importance of OB,

Levels of analysis.
Key Determinants: People, Structure, Technology and
Environment.
UNIT I
Multidisciplinary roots of OB: Psychology, Sociology,
Anthropology, Political Science, Economics.
Models of OB: Autocratic, Custodial, Supportive, and Collegial.
Emerging Challenges and opportunities for OB
Personality and Individual Differences: Concept and its nature,
Determinants of personality, Major personality attributes
UNIT II
influencing OB. The Big Five Model, MBTI Theory
Theories of Personality: Psychoanalytical, Trait & Type Theory.
Perception: Nature & Importance, Process of Perception,
Attribution Theory
Perceptual Errors: Halo effect, Selective Perception,
Stereotyping, First impression Error, Projection, Contrast Error,
Personal Effectiveness. Organizational applications of Perception
UNIT III
Learning: Concept, Nature and Factors affecting Learning
Theories: Classical Conditioning, Operant Conditioning, Cognitive
Learning Theory & Social Learning Theory.
Behavior Modification: Learning through reinforcement,
Reinforcement Strategies
(6 Sessions)
(5 Sessions)
(4 Sessions)

Motivation: Concept, Nature and Importance.
Individual Motivation Theories: Alderfers ERG Theory,
McClellands Achievement Motivation Theory, Vrooms
UNIT IV Expectancy Theory, Porter & Lawlers Model
Organizational Motivation
Concept, Group Motivation Theories Adams Equity Theory,
Goal Theory
Attitudes
Components of Attitude: Cognitive, Affective and Behavioral,
UNIT V Functions of Attitude.
Cognitive Dissonance Theory
Job Satisfaction: Factors and outcomes affecting Job Satisfaction
Organizational Power and politics: concept, basis of power,
power tactics, Factors contributing to organizational political
behavior.
UNIT VI
Organizational change: Importance, types of change, the change
process, Resistance to change, Managing change.
*
**
(6 Sessions)
(4 Sessions)
(5 Sessions)

Text Book:
Robbins, S.P. (2009). Organizational Behavior. New Delhi: Pearson Education.
Reference Books:
Newstorm, J. & David, K. (2007). Organizational Behavior, Human Behavior at Work.

New Delhi: Tata McGraw Hill Publication.
Greenberg, J. & Baron, R.A. (2005). Behavior in Organizations. New Delhi: Pearson
Education.
Singh, K. (2010). Organizational Behavior: Text and Cases. New Delhi: Pearson
Education
Luthans, F. (2005). Organizational Behavior. New Delhi: Tata McGraw Hill Publication
Suggested Journals:
The IUP Journal of Organizational Behavior- IUP Publications, Hyderabad
Abhigyan: Quest for Excellence; The Quest for Excellence- Foundation for
Organizational Research and Education, New Delhi

Vikalpa: The Journal for Decision Makers; Publication of the Indian Institute of
Management, Ahmedabad

Course Outline
Research Methodology
Course Code:MBA6208
Year: I
Trimester: II
Max. Hours: 30
Preamble: Research Methodology helps in realizing business objectives. In todays

competitive environment, doing good job is not enough, organizations need to excel in every
area to satisfy customers needs and wants. Organizations need to know even hidden needs of
the customers. Their tastes, preferences and attitudes are always changing, what they want
today, they may not want tomorrow. Thus, organizations should be well informed and they
should be always with the latest information. Research Methodology keeps them updated with
these information required for making relevant decisions.
To create scientific attitude towards solving a management problem and impart

knowledge about tools available for carrying out research
To introduce the basic concepts and need of research methodology that will help in data
analysis and preparation of reports.
To understand the use of research design and software in research.
Meaning, Objectives and Motivation in research; Types of

Research; Research Approaches; Research Process.
Research Design Definition, classification: Exploratoryqualitative techniques, secondary data analysis, experience survey,
UNIT II
focus groups, two stage design; Descriptive - cross sectional &
longitudinal and Causal research design.
Measurement and Scaling Techniques - Errors in Measurement,
Tests of Sound Measurement; Scaling and Scale Construction
Techniques
UNIT III Sampling- Introduction, Sampling, Complete Enumeration or
Census, Types of Sampling, Sampling Errors; Sampling Design Steps in Sample Design, Types of Sample Design, Sampling
Distributions.
UNIT I
(4 Sessions)
(6 Sessions)
(5 Sessions)
UNIT IV Types of data; Methods of Data collection- Questionnaire,

Interviews, Cases and Schedules.
(4 Sessions)
Exploratory data analysis - Validity and Reliability in research;

Testing of Hypotheses; overview of multivariate analysis.
(5 Sessions)
UNIT V
UNIT VI Interpretation of Data and Report Writing- Precautions in report
(6 Sessions)

writing, Creating a Database and its Use for Statistical Analysis,

Styles of Referencing, Plagiarism. Applications through SPSS.
*
**

Text Books:
Copper, Donald R. (2004). Business Research Method. New Delhi: Tata McGraw Hill
Publishing Company New Delhi.
Sekaran, U. (2008). Research Methods for Business: A Skill Building Approach. New
Delhi: John Wiley & Sons Inc. New Delhi.
Reference Books:
Zikmund, W. G. (2009). Business Research Method. Cengage Learning. New Delhi.
Collis, J., & Hussey, R. (2003). Business Research. Palgrave Macmillan, Hampshire.
Beri, G. C. (2005). Marketing Research. Tata McGraw-Hill Publication. New Delhi.
Bhattacharyya, D. K. (2004). Research Methodology. 1st Edition. Excel Book

Publication.
Kothari, C. R. (2004). Research Methodology. New Age International Publication. New

Delhi.

Course Outline
Business Statistics
Year: I
Trimester: II
Max. Hours: 30
Preamble: Statistical thinking enhances our understanding of how life works, allows control
over societal & business issues and helps individuals make informed decisions. Studying the
subject enhances the skills in understanding the business & industry problems and finding out
their solutions.
To provide students with the understanding of role of statistical techniques in business

research analysis.
To familiarize the students with various statistical and analytical tools so that they can
benefit from use of appropriate statistical techniques to Decision-Making situations.
UNIT I
Introduction
Analysis of Time series: Meaning, Utility, Components, Models,
Methods of Measuring Trend, how to Calculate and Eliminate
Trend , measurement of season effects
Index Numbers: Meaning, Uses, Problems in construction of

Index Numbers, Methods of Construction of Index Numbers,
UNIT II Quantity and Value Index, Tests of adequacy, Chain Base Index
Numbers , consumer price index
Tests of Hypotheses: meaning of hypothesis, test statistics and
their types, Significance Level,
Hypothesis Testing of
Proportions and Means and Differences between Means and
UNIT III Proportions (Large and Small Samples), Test based on Z- test, t
test and F -test
Analysis of Variance: Introduction, ANOVA approach ,
UNIT IV applications , one way classification and two way classification
for testing equality of treatment means.
Chi Square and Non-parametric Tests : Introduction,
advantages and limitations of non-parametric tests, chi-square
UNIT V test, Run test for randomness, Mann-Whitney U test, Wilcoxon
test and Kruskal Wallis test
Multivariate Analysis : Introduction, Multiple regression ,
UNIT VI discriminant analysis, MNOVA, SEM, conjoint , factor and
cluster analysis
*
Introduction of SPSS and practical application.
(6 Sessions)
(4 Sessions)
(5 Sessions)
(4 Sessions)
(5 Sessions)
(6Sessions)

**
Text Books:
Sharma, J. K. (2010). Business Statistics. New Delhi: Pearson Education (P) Ltd.
Bali, N. P., Gupta, P. N., & Gandhi, C. P. (2008). Text Book of Quantitative Techniques.
New Delhi: Laxmi Publications (P) Ltd.
Reference Books:
Bajpai, N. (2001). Business Statistics. New Delhi: Pearson Education (P) Ltd.
Levin, R. I. (1997). Statistics for Management. New Delhi: Pearson Education (P) Ltd.
Hooda, R. P. (2003). Statistics for Business and Economics. New Delhi: Macmillan
Publication.
Beri, G. C. (2010). Business Statistics. New Delhi: Tata McGraw Hill Publishing
Company Ltd.
Gupta, S.C. (2006). Fundamentals of Statistics. New Delhi: Himalaya Publishing House.
Elhance, D.N. (2008). Fundamentals of Statistics. New Delhi: Kitab Mahal Distributors
New Delhi.
Suggested Journals:
Journal of Business and Economic & Economic Statistics

Journal of Statistical Software
Journal of American Statistical Association

Course Outline
Management Information Systems
Year: I
Trimester: II
Max. Hours: 30
Preamble: MIS are business concepts in which the influence of information technology has
caused change. Management Information Systems aims to give students a practical and
theoretical background to the use of IT in the business world. It covers various business
initiatives and how technology supports these initiatives.
Provide the fundamentals associated with the management of information technology in a

business enterprise.
Provides an understanding of the Information Systems (IS) management framework of Ebusiness.
Provides insight on how to develop and implement enterprise-wide IT strategies,

initiatives and programs.
System Concept: Definition of Systems, Components of system,

Types of System, Concept of Data and Information
Information Systems: Definition of Information System,
UNIT I
(6 Sessions)
Classification of Information System, Operation support system,
Management Support System, Importance of Management
Information System
Management support system and classifications: Management
Information System, Decision Support Systems, Executive
UNIT II
(4 Sessions)
Information System, Knowledge Management Systems and Expert
System
Role of Management Information System: Competitive Strategy
UNIT III concept, Value Chain and Strategic IS, Business Process (5 Sessions)
Reengineering, Difference between Business Improvement and BPR
Developing MIS System (Part 1): System Development Life CycleUNIT IV Traditional approach and Prototyping approach, Feasibility Analysis, (5 Sessions)
System Analysis, System Design
Developing MIS System (Part 2): System Implementation,Testing,
UNIT V
(5 Sessions)
Documentation,Training,Conversion & Maintenance
Applications:Enterprise Resource Planning, Customer Relationship
UNIT VI Management. Security & Ethical challenges of IT. Ethical (5 Sessions)
Responsibilties Business Ethics , Technology Ethics.
*
**
Text Book:

OBrien, J. (2007). Management Information System. 8th Edition; Tata McGraw-Hill

Publication.
Reference Books:
Laudon & Laudon. (2007). Business Information System. 9th Edition. Tata McGraw-Hill
Publication.
Behl, R. (2006). Information Technology for Management. Tata McGraw-Hill

Publication.
Jawedkar, S. (2007). Management Information System. 3rd Edition. Tata McGraw-Hill

Publication.
David, W. (2008). Business Data Analysis using Excel. Oxford Publications.
Suggested Journal:
Journal of Information Systems
Journal of Cost Management
International Journal of Technology Management
International Journal of Management Information Systems

Course Outline
Human Resource Management
Year: I
Trimester: III
Max. Hours: 30
Preamble: Human Resource Management has wide application in industry. As human

beings are the most important asset of the organization, HRM guides us in their optimum
utilization. Right from the entry till the exit of human resource in the organization, they need to
be properly taken care of, guided and controlled if the organization is to get the best out of
them. This objective can be achieved with the knowledge of the subject. In fact, this subject
provides immense career opportunities in any type of industry as human being are the part &
parcel of each & every industry. The knowledge of this subject is the essential requirement of
every manager.
To develop a holistic understanding of Management of HR starting from procurement to

separation in an Organization.
Evolution of HRM: Personnel Management, HRM concept,

objectives, Functions. Personnel Management vs. Human resource
UNIT I
Management. Concept of HRD.
Trends and emerging issues in HRM.
Human Resource Planning: Concept of HRP, Process.
Job Analysis: Concept, Job Description, Job Specification, Concept
UNIT II
of HRIS, HR Accounting and HR Audit.
Talent Acquisition: Recruitment - Procedure, Methods and Sources,
Selection-Procedure and types of selection tests.
Training and Development: Key Issues in Training, Training Vs
Development, Challenges in Training, Managing the Training
(Assessment Phase, Implementation Phase and Evaluation Phase),
UNIT III
Different Methods of Training and Management Development.
Performance Management: traditional and modern techniques,
Identification of Key Performance Areas and Key Result Areas
UNIT IV
Ethical issues in performance appraisal. Concept of Potential
appraisal, Feedback mechanisms.
Compensation Management Concepts and Components-Job
UNIT V
Evaluation- Incentives, Benefits and employee welfare facilities.
Industrial relations- Concept: Grievance Procedure, collective
Bargaining, Workers participation in Management, IR Machinery for
UNIT VI handling disputes.
Retirement/Separation- Concept: Superannuation, Voluntary
Retirement Schemes, Resignation, Discharge, Dismissal, Suspension,
(4 Sessions)
(5 Sessions)
(6 Sessions)
(6 Sessions)
(5 Sessions)
(4 Sessions)

*
**
Layoff.
Text Book:
Rao, V.S.P. (2010). Human Resources Management. Excel Books. New Delhi.
Reference Books:
Flippo, E. B. (2008). Personnel Management. New Delhi: Tata McGraw-Hill

International Series.
Gomez, M. & Balkin. (2008). Managing Human Resources. Pearson Education. New
Delhi.
Rao, P. (2007). Essentials of Human Resources Management & IR. (3rd Edition).
Himalaya Publishing House. New Delhi.
Aswathappa, K. (2008). Human Resource management / Text & Cases. Tata McGrawHill Publication. New Delhi.
Aquinas, P.G. (2009). Human Resource Management. Vikas Publishing. New Delhi.
Ivancevich, John M. (2005). Human Resource Management. Tata McGraw-Hill

Publication. New Delhi.
Monappa, A., & Saiyadain, M. S. (2006). Personnel Management. Tata McGraw Hill
Publication. New Delhi.
Snell & Bholander. (2007). Human Resource Management. Cengage Learning. New
Delhi.
Journals:
Advances in Developing Human Resources, Sage Publication
Human Resource Development Review, Sage Publication
HBR (Harvard Business Review)

Course Outline
Marketing Management
Course Code: MBA 6310
Year: I
Trimester: III
Max. Hours: 30
Preamble: It is an introductory course designed to give students in business and other

disciplines an overview and understanding of the important role of marketing in
organizational success. Students will be introduced to all the significant uses and functions of
marketing. In addition to learning basic marketing techniques, students will learn to
appreciate why small, medium, and large organizations must develop a market and consumer
oriented focus if they are to succeed in the emerging competitive environment in India and
abroad.
To introduce students to the basics of marketing, dealing competition and familiarize

students with marketing mix decision.
To create awareness about the latest trends and developments in marketing and enhance
their problem-solving and decision-making abilities in strategic areas of marketing.
To get students to think as business & marketing professionals involved in the effort of a
modern day business organization.
Introduction: Importance and Scope of Marketing, Philosophies

of Marketing Management Elements of Marketing, Marketing Vs
UNIT I Selling, Consumer Markets and Industrial Markets. Marketing
Mix, Market Demand, Marketing Information System.
Consumer Buying Behaviour: Types, Process and Factors.
Market segmentation, Targeting and Positioning: Segmenting
UNIT II Consumer and Business Markets Bases, Purpose and Process,
Market Targeting, Positioning Nature and Importance,
Differentiating the Product
Product Decisions: New Product Planning and Development
Process, Failure of New Products.
UNIT III Product Life Cycle: Stages & Strategies.
Strategies for competition: Leaders, Challengers, Followers and
Nichers.
(5 Sessions)
(5 Sessions)
(5 Sessions)
UNIT IV
Product-Mix: Product Characteristics and Classification,

Product Differentiation, Product Hierarchy, Product System &
Mixes, Product line and length analysis, Packaging, Labeling,
Warrantees & Guarantees
(5 Sessions)

Pricing Decisions: Understanding Price, Setting the Price,

Adapting the Price, Initiating & Responding to Price Changes.
Promotion Mix: Advertising, Sales Promotion, Sales Promotion
UNIT V techniques, Personal Selling, Public Relations, Direct Marketing, (4 Sessions)
and Publicity, Factors in setting Promotion mix.
Channels of Distribution: Channel of Distribution for
Consumer/ Industrial Products, Functions Performed by Channel
Members, Channel design decisions.
Channel dynamics: Vertical Marketing Channel, Horizontal
UNIT VI
(6 Sessions)
Marketing Channel, Factors Affecting Channel Distribution,
Channel conflict Retailing/wholesaling: Functions and
Classifications.
New trends in Marketing Management
*
**
Text Books:
Kotler, P. (2007). Marketing Management, Analysis Planning, Implementation and

Control. 12th Edition. Pearson Education.
Kotler, P., & Keller, K. L. (2007). Marketing Management. 12th Edition. Pearson
Education.
Kotler, P., & Armstrong, G. (1999). Principles of Marketing. 12th Edition. Pearson
Education.
Reference Books:
Ramaswamy, V. S., & Namakumari, S. (2002). Marketing Management: Planning,

Implementation and Control: Global Perspective Indian Context. 3rd Edition. McMillan
Publication.
Kumar, A. & Meenakshi, N. (2008). Marketing Management. Vikas Publishing House
Czinkota & Kotabe. (2001). Marketing Management. 2nd Edition; Australia : Thomson
Learning
Saxena, R. (2003). Marketing Management. 3rd Edition. Tata McGraw-Hill Publication.
Journals:
Journals of Marketing Management by Westburn Publishers
Indian Journal of Marketing
Marketing Management JOURNAL
(www.indianjournalofmarketing.com)
(www.mmaglobal.org)

Course Outline
Financial Management
Year: I
Trimester: III
Max. Hours: 30
Preamble: Financial management entails planning for the future of a person or a business
enterprise to ensure a positive cash flow. It includes the administration and maintenance of
financial assets. Besides, financial management covers the process of identifying and
managing risks. From an organizational point of view, the process of financial management is
associated with financial planning and financial control.
To learn the financial tools needed to make business decisions.
To get a basic insight of corporate finance theory, but emphasizes the application of
theory to business decisions.
UNIT I
Overview of Financial Management:

Traditional and Modern Approach of Financial Management;
Objective: Profit vs. Wealth Maximization and EPS Maximization;
Functions of Financial Management; Risk and Return; Time Value
of Money
(5 Sessions)
UNIT II
Investment Decisions
Nature & Techniques of Capital Budgeting, Traditional Methods:
Payback Period Method, Average Rate of Return Method, TimeAdjusted Methods: Net Present Value, Internal Rate of Return
Method, Profitability Index Method, Discounted Payback Period
Method.
(6 Sessions)
Cost of Capital
Concept and Measurement of Cost of Capital, Debt vs. Equity. Cost
UNIT III of Equity, Cost of Preference shares, Cost of Retained Earnings.
Weighted Average Cost of Capital (WACC) and Marginal Cost of
Capital.
(4 Sessions)
UNIT IV Capital Structure Decisions:
(5 Sessions)

Capital Structure vs. Financial structure Capitalization.

Leverages: Financial Leverage, Operating Leverage and Composite
Leverage. EBIT-EPS Analysis, Indifference of Financial Leverage.
Theories The Modigliani Miller Theory A critical appraisal.
UNIT V
Dividend Decisions:
Dividends and Value of the Firm - Relevance of Dividends; Factors
determining Dividend Policy. Dividend & Valuation of the firmThe Basic Models: Walter Model and Gordon Model.
Business Valuation: Basics

Value Concept, Principles & Techniques of Valuation, Discounted
Cash Flow Valuation: Steps, Assumptions, Applications, Value
UNIT VI
Drivers; Relative Valuation: Steps, Applications, Valuation
Multiples, Value based Management
(6 Sessions)
(4 Sessions)
An overview of Working Capital Management

*
**

Text Books:
Kishore, R. M. (2008). Financial Management. 6th Edition. New Delhi: Taxmann

Publication.
Pandey, I. M. (2009). Financial Management. 9th Edition. New Delhi: Vikas Publishing
House.
Reference Books:
Khan, M. Y., & Jain, P. K. (2009). Financial Management. New Delhi: Tata McGrawHill Publication.
Chandra, P. (2009). Financial management. 7th Edition. New Delhi: Tata McGraw-Hill
Publication.
Brealey, M. (2002). Principle of Corporate Finance. 7th Edition. New Delhi: Tata
Maheswari, S. N. (2007). Financial Management. New Delhi: Vikas Publishers.
Journals:
The Quarterly Journal of Indian Institute of Finance

(http://www.financeindia.org/fi.htm)

Course Outline
International Business Management
Course Code:MBA6303
Year: I
Trimester: III
Max. Hours: 30
Preamble: The Primary objective of this course is to acquaint the students to emerging
global trends to business environment and introducing learners to the framework of
International Business. This course introduces students to the world of international business
and management by studying cultural influences, government and business structures in our
global economy.
To achieve a real understanding of the complexities, opportunities & creative challenges

of international business across time, space & cultures and recognize those factors which
distinguish the marketing mix for overseas markets as opposed to domestic markets.
To learn how to track & evaluate changes in world markets that effects the consumers
demand & shape of marketers strategies.
To identify & analyze ethical issues in international marketing affecting sustainable

development (green-marketing) & social justice in business and to create awareness
about the various bodies working on the international level for the promotional of
international trade & business.
UNIT I
UNIT II
UNIT-III
Conceptual Framework of International Business

History , Nature & Scope of International Business, Comparison
of Domestic Business and International Business, Reasons for
Growth of International Business, Stages of Internationalization,
EPRG Framework, Globalization , Multinational Corporations,
India and International Business.
Cross Cultural Communication, Effect of Environment on
International Business
International Business Theories
International Trade Theories : Mercantilism, Adam Smiths
Absolute Cost Advantage Theory, Ricardos Comparative Cost
Advantage Theory, Haberlers Opportunity Cost Theory, HecksherOhlin Theory.
Foreign Direct Investment (FDI) Theories: Market Imperfection
Approach, International Product Life Cycle Theory, Transaction
Cost Approach, The Eclectic Paradigm.
International Business Organization Structure
Importance of Organization Structure, Different forms of
Organization Structure- Vertical Organization Structure, Horizontal
Organization Structure, Matrix Structure, Synthesis: Strategy &
Architecture- Multidomestic Firm, International Firm, Global Firm,
Transnational Firm.
(4 Sessions)
(6 Sessions)
(5 Sessions)

International Business Risk: Country Risk Analysis,

Classification of Risk Involved- Political Risk, Socio-cultural Risk,
Economic Risk, Importance of Risk Analysis for International
Business. Regional economic integration, role of world bodies in
International business- WTO, IMF, World Bank
INTERNATIONAL STRATEGIC MANAGEMENT
Strategy in International Business, Pressures for Cost Reductions &
Local Responsiveness, Role of Strategic Management in
International Business,
Entry Decisions for International Business- Timing & Scale of
UNIT IV Entry, Mode of entry in Foreign Market- Exporting, Turnkey (6 Sessions)
Projects, Licensing, Franchising, , Joint Venture, Wholly Owned
Subsidiary by Green-Field Venture or Acquisition,
Competitive Strategies for International Business- International
Strategy, Multidomestic Strategy, Global Strategy, Transnational
Strategy.
International Financial Management
An Overview of International Financial Management- Emergence
of International Finance; Difference between Domestic Finance and
International Finance; Development of International Finance,
UNIT V International Monetary System, International Banking Services
(5 Sessions)
International Marketing Management
Overview of International Marketing- Framework of International
Marketing, Nature & Scope of International Marketing,
International Marketing Mix Elements.
International Human Resource
Importance of HR in International Business, Recruitment &
Selection in International Business,
UNIT VI Training & Development in International Business, Performance (4 Sessions)
Appraisal
Ethics and International Business
Ethical Business, Social Responsibility of International Business.
*
**
Text Books:
Hill, C.W. (2009). International Business. 5th Edition. New Delhi: Tata McGraw Hill.
Keegan, J. W. (2007). Global Marketing Management. 7th Edition. New Delhi: Pearson
Education.
Reference Books:

Daniel, J., & Lee, H. (2009). International Business Environment. 11th Edition. New
Delhi: Pearson Education.
Onkvisit, S., & Shaw, J. (2004). International Marketing. 3rd Edition. New Delhi:
Pearson Education.
Derskey, H. (2008). International Management. 4th Edition. New Delhi: Prentice Hall of
India.
Aswattapa, K. (2003). International Business. 3rd Edition. New Delhi: Tata McGraw
Hill.
Suggested Journals:
Global Business Review; International Management Institute, India.
Journal of World Economic Review; Serial Publications, India.
IUP journal o Intellectual Property rights; IUP, India.
Foreign Trade review; IIFT, India.

Course Outline
Operations Management
Year: I
Trimester: III Max. Hours: 30
Preamble: This course is designed to meet the requirements of students regarding

operations management, its emerging issues and practice applications in corporate world.
To enable in understanding the role and relevance of operations management.
To enable them to use these techniques for optimizing the manufacturing process of the
organization.
UNIT I
UNITII
UNIT III
UNIT IV
Introduction to Operation Management: Introduction,

Historical Evolution, Scope of Operation Management, Operating
System Classification,
Plant Location and Layout: Introduction and Managing Need for
Selecting a Suitable Location, Factors influencing Plant Location,
Location Models, Plant Layout, Classification of Layout, Design
of Product Layout, Design of Process Layout.
Material Handling: Introduction and Meaning, Objectives and
Principles of Material Handling, Selection of Material Handling
Equipments, Evaluation of Material Handling System, Material
Handling Equipments, Guidelines for Effective Utilization of
Material Handling Equipments,
Material Management: Introduction and Meaning of Material
Management, Scope of Material Management, Material Planning
and Control, Purchasing, Store management, Inventory Control,
Standardization, Simplification, Value Analysis, Ergonomics, JIT
Manufacturing.
Production Planning and Control: Introduction and Meaning,
Need for Production Planning and Control, Objective of
Production Planning and Control, Phase of Production Planning
and Control, Operation Planning and Schedule System, Aggregate
Planning, Master Production Schedule, Material Requirement
Planning, Capacity Planning, Routing, Scheduling.
Quality Control: Introduction, Quality, Inspection, Quality
Control, Statistical Quality Control, Quality Circle.
Work Study: Introduction, Productivity, Work Study, Method
Study: Motion Study, Work Measurement, Time Study
Quality Assurance and Certification: ISO 9000, ISO 9004,
ISO 14000 Series
(5 Sessions)
(4 Sessions)
(6 Sessions)
(6 Sessions)

Maintenance Management: Introduction and Meaning,

Objectives of Maintenance, Types of Maintenance, Maintenance
UNIT V
(4 Sessions)
Planning, Maintenance Scheduling, Total Quality Maintenance,
Total Productive Maintenance
Waste Management: Introduction and Meaning, Identification
and Control of Waste, Disposal of Scrap.
UNIT VI Automation: Introduction, Types of Automation, Computer (5 Sessions)
Integrated Manufacturing, Reason of Automation, Advantages of
Automation, Automation Strategies.
*
**
Text Books:
Everett, A. Ronald, J. & Ebert, J. (2007). Production and Operations Management:

Concepts, Models and Behavior. New Delhi: Prentice Hall of India Private Limited.
Bedi, K. (2010). Production and Operation Management. New Delhi: Oxford University
Press.
Reference Books:
Chary, S. N. (2010). Production and Operations Management. New Delhi: Tata

Chunawala & Patel. (2009). Production and Operation Management. Mumbai: Himalaya
Publishing House.
Goel, B. S. (2010). Production Operations Management. Meerut: Pragati Prakashan.
Suggested Journals:
International Journal of Operations and Productions Management
International Journal of Production Economics
International Journal of Production Research

Course Outline
Operations Research
Year: I
Trimester: III
Max. Hours: 30
Preamble: The Decision Making Body of any organization constitutes of Managers, who
work at different levels. Their ultimate goal is maximization wealth for the organization
through the optimum utilization of resources.
To enable in understanding the role and relevance of operations research in management.
To enable them to use these techniques optimizing the profitability and solving the
business problems of the organization.
Introduction of operation research, Scope, Nature and its

Applications in Decision Making.
Decision theory: Introduction, Types of Environment, Certainty,
UNIT I
(5 Sessions)
Uncertainty, Conflict and Risk, Payoff and Retreat Tables Decision
Rules One Stage Decision Making Problem and Multi Stage
Decision Making Problem: Decision Tree.
Linear programming: Mathematical Formulations of LP Models for
Product-Mix Problems; Slack and Surplus Variables, Standard form
UNIT II
(6 Sessions)
of LPP, Graphical method, Simplex Method and Big M method for
Solving LP Problems and Concept of Duality
Transportation problem: Various Method of finding Initial Basic
Feasible Solution; N-W Method, Least Cost Method, VAM Method,
UNIT III
(4 Sessions)
and Optimality; MODI Method, its Application
Assignment model: Algorithm and its Applications.
Game Theory: Concept of Game; Two-Person Zero-Sum Game;
Pure and Mixed Strategy Games; Saddle Point; Odds Method;
Dominance Method and Graphical Method for solving Mixed
UNIT IV Strategy Game
(7 Sessions)
Sequencing Problem: Johnsons Algorithm for n - Jobs and Two machines, n - Jobs and Three - Machines, Two - jobs and m Machines Problems.
Queuing Theory:
Characteristics of M/M/I Queue model;
Application of Poisson and Exponential Distribution in Estimating
UNIT V
(4 Sessions)
Arrival Rate and Service Rate; Applications of Queue Model for
Better Service to the Customers.
Project Management: Introduction, Rules for Drawing the Network
UNIT VI Diagrams, Application of CPM and PERT Techniques in Project
(4 Sessions)
Planning and Control.
*

**
Text Books:
Vohra, N. D. (2010). Quantitative Techniques in Management. New Delhi: Tata

Reference Books:
Sharma, J. K. (2006). Operations Research. New Delhi: Macmillan Publication.
Taha, H.A. (2008). Operations Research: An Introduction. New Delhi: Pearson

Education.
Swarup, K. (2008). Operations Research. New Delhi: Sultan Chand & Sons.
Sharma, S.D. (2005. Operations Research. Meerut: Kedar Nath Ram Nath.
Gupta, P. K., & Hira, D.S. (2008). Operations Research. New Delhi: S. Chand &
Company Ltd.
Suggested Journals:
Journal of Operations Research Society
European Journal of Operations Research
Asia Pacific Journal of Operations Research
International Journal of Operations Research

Course Outline
Technology and Innovation Management
Year: I Trimester: III
Max. Hours: 30
Preamble: Technology is today seen as an integral component of the global strategy for
economic growth. It is seen as a key driver of wealth creation, and the ability to respond to
change through technology is seen as a major competitive advantage. Executives are required
to understand technology needs of their companies and manage the integration of technology
into the workplace. All modernization in industries has depended on the skillful use of
technology, and innovation forms the basis of survival and growth of all companies. Success of
a business strategy is directly related to the correct identification of technology required for
the business (e.g. product design is a key technology requirement for manufacturing) and
correct analysis of the strategic options provided by the existing and emerging technologies.
The course focuses on different matters of importance related to Technology and Innovation
Management. A unit has been dedicated to understanding the scenario in India regarding
technology usage and development.
To enable students understand the importance of continuous innovation and effective

technology utilization in globalised economy.
To provide an overview of current developments in the field of technology and

innovation management in organizations.
To develop an understanding of laws and practices followed in India towards technology

management.
Creativity: Definition, Creative Process, Techniques for Creative

Problem Solving
Innovation: Difference between invention and innovation,
UNIT I sources
(4 Sessions)
of
innovation,
importance,
process
and
types/organizational dimensions of innovation, factors and
barriers affecting innovation in organisations
Technology: Concept and meaning of technology, Evolution and
growth of technology, Impact of technology on society and
business, Forms of technology: process technology and product
UNIT II technology.
(6 Sessions)
Innovation and Technology Management: significance of
management of technology process, R & D and Competitive
Advantage
Technology Forecasting: Technology Monitoring, Assessment
of competing Technologies
UNIT III Technology Strategy: Concept, Types, Key Principles,
(5 Sessions)
Framework for formulating technology strategy
Technology Development, Acquisition and Transfer, Technology

Absorption and Diffusion - Rate of Diffusion; Innovation Time

and Cost, Collaboration and Strategic Technological Alliances.
Managing Technology as a Strategic Asset, Human Aspects in
Technology Management: Integration of People and
UNIT IV Technology, Organizational and Psychological Factors,
(6 Sessions)
Organizational Structure.
Social Issues in Technology Management: Technological
UNIT V Change and Industrial Relations, Technology Assessment and
(4 Sessions)
Environmental Impact Analysis
Technological environment in India: Technology policy, role
of various government, organisations in development and
dissemination of technology (DST, CSIR etc). Laws regarding
UNIT VI protection of trade intellectual property rights, patents,
(5 Sessions)
trademarks, TRIPS and W.T.O. - its impact on Indian Economy.
Emerging perspectives on technology management
*
**
Text Books:
Betz, F. (1993). Strategic Technology Management. New York: McGraw-Hill.
Khalil, T. (1999) Management of Technology. New York: McGraw-Hill.
Reference Books:
Narayanan, V. K. (2007). Managing Technology and Innovation for Competitive Advantage. New
Delhi: Pearson Education Asia
Schilling. (2006). Strategic Management of Technological Innovation. New York: McGraw-Hill
Sullivan, N. (1995). Technology Transfer. New York: Cambridge University Press

Course Outline
BUSINESS ANALYSIS AND VALUATION
Year: II
Trimester: IV
Max. Hours: 30
Preamble: Corporate world in recent times has increasingly become more dynamic as
well as volatile. Globalization, enhanced IT capabilities, the all pervasive role of the
media, and growing awareness of investors have rendered the situation quite complex.
This subject attempts to give an insight into valuation approaches and align it along with
transactions, financings, taxation planning and compliance, ownership transition, and
planning and litigation support.
To enable the students with key issues in financial analysis and business valuation
An understanding of the importance of various assumptions underlying the valuation

models along with explanation of various business valuation techniques, with their pros and
cons
To develop an understanding of the valuation approaches for various with the help of application
of the concepts in real-life situations, with many examples.
Financial Statement: An Overview

Balance Sheet
Profit and Loss Account
UNIT I
Economic versus Accounting Profit
Statement of Changes in Financial Position
Financial Statement Analysis (I)
Users of Financial Analysis
Liquidity, Leverage and Profitability Analysis
UNIT II
Financial Ratios as Predictor of Failure
DuPont Analysis (Evaluation of a Firms Earning Power)
Financial Statement Analysis (II)
Comparative Statements Analysis
Trend Analysis
UNIT III
Intra-firm & Inter-firm Analysis
Analyzing Historical and Forecasting Future Performance
(4 Sessions)
(5 Sessions)
(6 Sessions)

Business Valuation: Basics

Concept of Value, Principles & Techniques of Valuation
Discounted Cash Flow Valuation: Steps, Assumptions,
Applications, Value Drivers
Relative Valuation: Steps, Applications, Advantages &
Disadvantages, Valuation Multiples
UNIT IV
(5 Sessions)
Impact of Different Stakeholders in terms of Business
Valuation
Priorities of Different Stakeholders in terms of Business
Valuation
Value based Management
Valuation of Assets and Liabilities (I)
Valuation of Fixed Assets
Valuation of Inventories
UNIT V
(5 Sessions)
Valuation of Financial Investments and Marketable
Securities
Valuation of Assets and Liabilities (II)
Valuation of Goodwill, Patents and Copyrights
Valuation of Brands
UNIT VI
(5 Sessions)
Valuation of Real Estate
Valuation of Liabilities
*
**
Text Books:
Prasanna Chandra. (2011), Corporate Valuation and Value Creation. (ISBN:

9780071078221). Tata McGraw Hill.
Reference Books:
Edward Nelling. (2011). Business Valuation Demystified. (ISBN: 9780071702744). Tata

McGraw Hill.
Robert Reilly, Jr., Robert Schweihs (2004). The Handbook of Business Valuation and
Intellectual Property Analysis. (ISBN: 9780071429672). Tata McGraw Hill.
Institute
of
Cost
and
Works
Accountants
of
(http://students.icwai.org/studies/studies/Bus_val_man.aspx)
India
Study
Material

Course Outline
Strategic Management
Year: II
Trimester: IV
Max. Hours: 30
Preamble: Strategic management is the core element of any business course as it acts like
glue that holds other business subjects together. It is the field of management designed to help
general managers improve the long-term competitive position of their organization. It is about
success and failure, both from an individual and organizational perspective. It can help
management trainee to master the corporate jungle and to achieve individual career aims. It
instills the habit of reaching an identified goal by developing the necessary competence and
seizing available opportunities. In short, an understanding of strategy enhances performance
and improves career prospects
To understand the nature of strategic management and its competitive and institutional
context
To appreciate the strengths and limitations of strategic analysis, and how it fits into the
overall strategy process
To master a range of methods and techniques of strategic analysis and have a clear
appreciation of their theoretical and empirical foundations, range of applicability,
qualifications and limitations.
Introduction to Strategic Management
Definition and importance of Strategic Management, Strategic
Management Process, Levels of Strategy
(6 Sessions)
UNIT I Strategic Intent: Hierarchy of Strategic Intent
Basic Concepts: Stretch, Leverage, Business Definition &
Model, Business Policy, emergent and realized strategy
Internal Environmental Analysis
The Resource Based View Of The Firm, VRIO Framework &
UNIT II Application, SWOT Analysis, Value chain analysis,
(4 Sessions)
Evaluating Firms Internal Capabilities,
External Environmental Analysis
Macro Environment, Industry analysis, Porters 5 Forces Model,
UNIT III Strategic Groups and Strategic Types, Imitation & Competitive
(5 Sessions)
Dynamics in an Industry
Strategy Formulation- Environment And Positioning School
Corporate Level Strategies: Portfolio Analysis BCG and GE
UNIT IV models, The Corporate Parent, Directional strategies types of
(6 Sessions)
strategies for Growth, Stability & Retrenchment
UNIT V Business Level Strategy: Porters Generic strategy model,
(5 Sessions)

Strategic Choice, Blue-Ocean Strategy

Strategy Implementation
Strategy Implementation and challenges, Structural, Cultural and
Functional aspects of Implementation - Strategic Management in
HR, Marketing, Finance, Operations, etc., McKinsey 7S Frame
work, Corporate Restructuring
Strategy Evaluation
Strategy Evaluation and Control, Developing Performance
UNIT VI Indicator-Balance Score Card, Delta Model, Porters Diamond (4 Sessions)
Model, Managing Strategic Change
*
**
Text Books:
Thompson, Strickland, Gamble & Jain. (2005). Crafting and Executing Strategy. 14th
Edition. New Delhi: Tata McGraw Hill Publication
Azhar, K. (2008). Business Policy and Strategic Management. New Delhi: Tata McGraw
Hill Publication.
Hamel, G. & Prahalad, C. K. (2003). Competing for the Future. Harvard Business
School.
Reference Books:
Johnson, & Scholes. (2006). Exploring Corporate Strategy. Prentice Hall India.
Hunger and Wheelen, (2004). Strategic Management. New Delhi: Pearson Education.
Galbraith, J.R. (2006). Strategy Implementation: The Role of Structure and Process. West
Publishing Company.
Macmillan, H. & Tampoe, M. (2005). Strategic Management. Oxford University Press.
Pearce II, Robinson Jr., & Mittal. (1999). Strategic Management: Formulation, Implementation
and Control. Tata McGraw Hill

Course Outline
Supply Chain Management
Year: II
Trimester: IV
Max. Hours: 30
Preamble: Supply Chain as a management discipline originated after use of logistics in the
military and later branched into the commercial sector as business logistics. Now, the hottest
topic in the commercial sector is supply chain management. This course examines the
historical evolution of management thought to its newest frontiersupply chain management,
reviews the emerging practices that define supply chain management in business applications,
and demonstrates that supply chain management is more than integrated logistics.
Understand the framework and fundamentals of Logistics & Supply Chain Management
as the foundation for building and sustaining high performance and effectiveness in the
organization.
Develop an understanding of the significance of Supply Chain Management to achieve

cost effective supply and distribution of goods & services to meet varying customer
demand.
Demonstrate the ability to analyze and apply critical thinking and learning skills related
to "real life" problems and situations.
Unit -I
Unit- II
UNIT- III
Unit- IV
Concept of Supply Chain Management- Evolution, Flows in

SCM, Process View of SCM, Drivers of SCM, Macro Process of
SCM, Value Chain Analysis, Supply Chain Decision Phases.
Supply Chain Performance: Competitive and Supply Chain
Strategies, Achieving Strategic Fit.
Forecasting in Supply Chain: Forecasting in Supply Chain,
Methods of Forecasting, Planning Supply and Demand in a Supply
Chain.
Inventory Management: Concept of Inventory, Types of
Inventory, Inventory Systems, Inventory Modeling: Deterministic
and
Probabilistic Models( Single Period Decision
Model).ABC/VED and other Inventory Control Techniques
Designing Distribution Network: Role of Distribution in Supply
Chain, Factors influencing Distribution Network Design, Design
Options for a Distribution Network, Role of Network Design in
Supply Chain,
Risk Management and Network Design
Logistics Management: Role of logistics in SCM, Difference
(5 Sessions)
(4 Sessions)
(6 Sessions)
(5 Sessions)

between SCM and Logistics, Logistics Costs, Logistics Models,

Bullwhip Effect, 3PL, 4PL.
Transportation Management: Role of Transportation in SCM,
Transportation Decisions, Push vs. Pull System, Cross Docking.
Purchasing Management: Meaning, Functions of Purchase
Department, Purchasing Policies.
Material Handling System Design and Decision: Warehousing,
Unit- V
(6 Sessions)
Store Management
Sourcing Decision: Role of Sourcing in Supply Chain, &
Outsourcing, Vendor Rating & Vendor Management
IT in SCM: Supply Chain Integration, Role of IT in SCM, EDI,
ERP, Internet and Intranet, Bar-coding, RFID
Unit -VI
(4 Sessions)
Development in SCM: Supply Chain Restructuring, Demand
Chain Management, Virtual Supply Chain Management.
*
**
Text Books:
Chopra, S., & Meindel, P. (2007). Supply Chain Management Strategy, Planning and
Operation. 3rd Edition. Pearson/PHI.
Reference Books:
Levi, S. D. et al. (2003). Second Edition. Designing and Managing the Supply Chain:
Concepts, Strategies and Case Studies. Tata McGraw-Hill.
Christopher, M. (2000). Second Edition. Logistics & Supply Chain Management:

Strategies for Reducing Cost & Improving Service. Pearson, India.
Shapiro, J. F. (2001). Modeling the Supply Chain. Duxbury.
Sople, Logistics Management. Pearson, India.
Agrawal, D. K. Supply Chain Management-Strategy, Cases & Best Practices. Macmillan.
Shah, J. Supply Chain Management- Text and Cases. Pearson, India.
Suggested Journals:
International Journal of Decision Making in Supply Chain & Logistics, Serials

Publications, New Delhi.
Supply Chain Management: An International Journal, Emerald.
Journal of Supply Chain Management, Wiley-Blackwell.
Supply Chain Forum: An International Journal, BEM ISLI.

Course Outline
Business to Business & E-Marketing
Year: II
Trimester: IV
Max. Hours:30
Preamble: B2B marketing throws up special challenges and opportunities to those who
serve market other than for personal consumption. Since the students get more exposed to B2C
situations, the course is intended to help students develop a greater understanding of
institutional markets, where are they , and how do they operate ,strategies to tap these markets
and serve them.
This course will provide the students with an analytical and technical framework to
understand the emerging world of e-Business. e-Business poses both a challenge and an
opportunity for managers. As a matter of competitive necessity, savvy managers must gain an
understanding of the rapidly changing technology and business models. They need to develop
a basic understanding of how electronic business differs from real business settings.

To prepare for a career in Business to Business Marketing
To expose the students to a variety of product-market situations in the Indian context
To share the concepts and frameworks which may be more relevant in industrial
marketing situations
Have a understanding of various data analysis techniques
Evaluating the opportunities and risk factors involved in conducting e-Business.
Identifying organizational processes and relationship that may have value added through
the application of an e business strategy

Assisting in the incorporation of an e-business strategy into the organizations goals and
objectives.
B2B Market, B2B Versus Consumer Marketing, Understanding

B2B Markets,
UNIT I
UNIT II
B2B Marketing Environment, Strategies for managing the B2B

marketing environment
Nature of Business Buying, Interpersonal dynamics of
organizational buying behavior, Accessing market opportunities,
Segmentation, targeting and positioning in B2B marketing
(4 Sessions)
(6 Sessions)

Developing product strategy, Strategic innovation and new

UNIT III product development, Marketing channels participants, Physical
distribution and customer service.
(5 Sessions)
Planning, Organizing and Controlling selling function,
UNIT IV Managing advertising, sales promotion and publicity strategy, (5 Sessions)
Pricing decision analysis
Introduction to E-Marketing. Mapping fundamental concepts of
Marketing, Strategy and Planning for E-Marketing, Models Of
UNIT V
(5 Sessions)
E-Marketing, Ethical and Legal Issues.
Internet of the future: Customerization.
Online Advertising: Display Advertising, Pay-Per-Click
UNIT VI Marketing, Email Marketing, Blogging, Podcasting, RSS, Social (5 Sessions)
and Business Networking, Product Opinion Sites. Forums.
*
**
Text Book:
Ghosh,P.K., Industrial Marketing, Oxford Publication

Kalakota,Ravi,E-Business, Delhi, India: Pearson Education.
Reference books:
Havaldar,K. Industrial Marketing, New Delhi, India: Tata McGraw Hill.

Vitale,P. Robert, Business to Business Marketing,Delhi,India:Thomson

Course Outline
Consumer Behaviour
Year: II
Trimester: IV
Max. Hours: 30
Preamble: Human behavior is very complex and difficult to predict. Marketers have always
been interested in knowing how consumers make their buying decisions regarding various
products. Who influence them and how. How do they respond to the various marketing stimuli
like advertisements, sales promotional offers, use of celebrities etc. offered by the marketers.
What are the latent motives behind the purchase of product. If these things are known to the
marketers it is possible to influence the consumers in favorable way.
This course will give knowledge about the determinants of consumer behavior which fall under
four main categories- cultural, social, personal and psychological. Insights from the industry
will help to understand the behavior of consumers. Developing marketing mix according to the
consumer behavior is the main motive behind this course.
To develop an understanding of consumer behavior from a variety of perspectives

(multicultural, interdisciplinary, etc.).
To develop an understanding of peoples' consumption-related behaviors and to develop
and evaluate marketing strategies intended to influence those behaviors.
To develop understanding of concepts in consumer behavior.
To develop ability to apply the concepts to strategic marketing decisions.
To develop ability to conduct research in consumer behavior.
Consumer Behavior Disciplines and applications of consumer

UNIT I behavior, Reasons for studying consumer behavior, Cultural
factors- Culture and Sub-culture, Core cultural values
Social factors- Social Class, life style profile and applications,
reference groups- Consumer related reference groups, Celebrity
UNIT II and other reference groups, Family- Functions and roles, Family
Life Cycle
Personal/Psychological factors:- Personality, self concept and life
UNIT III style, Motivation- Buying motives, learning and memory,
Information Processing models
(3 Sessions)
(6 Sessions)
(6 Sessions)
UNIT IV
Attitude formation and change, consumer loyalty towards

product, brand and stores, diffusion of innovation process,
(5 Sessions)

opinion leadership.
Consumer Decision Making Process: Problem Recognition and
marketing strategy, Information search- sources and
UNIT V implications, Evaluation of alternatives- evaluation criteria and (5 Sessions)
decision rules.
Purchasing Process and Outlet Selection, Purchase Behavior ,
Post-purchase Behavior, Models of Consumer Behavior,
UNIT VI
(5 Sessions)
Organizational/institutional Buying Behavior, intermediary
decision making
*
**
Text Books:
Schiffman Leon G. and Kanuk Leslie lazar- Consumer Behavoiur (Pearson/ Prentice
Hall, 9th Edition.
Reference Books:
Hawkins, Best and Coney- Consumer Behaviour (Tata Mc Graw Hill, 9TH Edition).
Loudon, David L. and Della Bitta, Albert J. - Consumer Behavior (Tata Mc Graw Hill,
4TH Edition).

Course Outline
Product and Brand Management
Year: II
Trimester: IV
Max. Hours: 30
Preamble: It is a course designed to give marketing students, an overview and

understanding of Brand management. It discusses various aspects about how a product is
developed as a brand in market. The second half of the course we discuss the role of the
various components & strategies in building a brand.
This course will attempt to understand various types of products in the product portfolio
of an organization. Developing new products and eliminating exiting products from the
portfolio will be examined. Why a marketer needs brand names and what is the need to
maintain brands equity
Product Management: Product Mix concepts, Product

Classification, Product Management: Product Development,
UNIT I Product focused organization; Market focused organization, (6 Sessions)
Factors influencing design of the product, Changes affecting
product management.
Product Market Strategies: Product Life Cycle Stages and
corresponding Strategies, Product Evaluation
Product
UNIT II Positioning: Concept, Product Differentiation, Positioning (5 Sessions)
Strategies, Preference Analysis, Benefit Segmentation
Brand Management: Brands Vs Products, Benefits of branding;
UNIT III Brand attributes, Significance of branding to consumers & firms, (4 Sessions)
Brand Elements
The Brand Equity concept, Brand Equity Models Brand Asset
Valuation, Aaker Model, BRANDZ, Brand Resonance. Brand
UNIT IV Building: Brand building blocks and implications, Measuring (6 Sessions)
Brand equity: Brand Value Chain and Brand Tracking, Brand
Equity Management System
Brand Positioning & Values: Brand Knowledge, Identifying
UNIT V and establishing Brand Positioning, Positioning Guidelines, (4 Sessions)
Brand Values and Brand mantras.
Designing & Sustaining Branding Strategies: Brand hierarchy,
Branding strategy, Brand extension and brand transfer,
UNIT VI Managing brand over time- Reinforcing Brands, Revitalizing (5 Sessions)
Brands, Co-branding, Celebrity endorsement, Brand Crisis.
*
**

Text Books:
Keller, K. L. (2004). Strategic Brand Management: Delhi: Pearson Education.

Kotler, P., Keller, K. L., Koshy, A., & Jha, M. (2007). Marketing Management. New
Delhi: Pearson Education
Reference Books:
Sengupta, S. (2006). Brand Positioning.

Majumdar, R. (2007). Product Management in India. Delhi: Prentice Hall of India
Kazmi, S. H. H. & Batra, S. K (2008). Advertising and Sales Promotion. New Delhi:
Excel Books.
Suggested Journals:
Indian Journal of Marketing- Associated Management Consultants

Journal of Marketing American Marketing Association
Journal of Marketing Management ICFAI University Press

Course Outline
Training & Development

Year: II
Trimester: IV Max. Hours: 30
Preamble: The efficiency of an organization depends directly on the capability and talent of
its personnel, and how motivated they are. Capability of a person depends on his ability to
work and the type of training he receives. While his personal capability is evaluated through
proper selection procedure, his training is taken care of by the organization after he has been
employed by the organization. Since training inputs may vary from on-the job experience to
off-the-job training, most of the organizations conduct skill based & specific training for their
employees. In Indian organizations, training and development activities have assumed high
importance in recent years because of their contributions to the achievement of organizational
objectives. The present course is designed to study the concepts and processes of training and
development.
To enable one to develop the necessary knowledge, skills and confidence for undertaking
training activities.
To develop an understanding of how to identify and assess training needs, and to develop,
plan, organize, deliver and evaluate the training programmes in an organisational setting.
To develop an understanding on various training & development solutions to improve

employee performance.
Human Resource Development: concept, need and importance of

HRD, evolution of HRD in India, nature of Training and
Development, training approaches, Need for Training , Types of
UNIT I Training, Aligning training function to business strategies,
training & development as source of competitive advantage,
Forces influencing working and learning.
Training Models, The Systematic Training Cycle, Methods of
Training Needs Assessment, Training Process, Design of
UNIT II Evaluation Programme, Determining Return on Investment,
Types and Methods of Training Evaluation
Employee Development: Approaches to employee development,
UNIT III the development planning process, company strategies for
providing development.
(5 Sessions)
(6 Sessions)
(4 Sessions)

UNIT IV
Employees career management, a model of career development,

role of employees, managers, and company in career
management, challenges in career management: dealing with
older workers.
(4 Sessions)
Introduction, characteristics, approaches and domains of

learning, Principles of Learning, Loops of learning, Learning
Process in training, Holistic approach to learning.
UNIT V Key attributes and factors influencing the learning process (6 Sessions)
during training.
Organizational learning: concept and need, practices and values
of learning organization, managers role in learning organization.
Special issues in Training & Development program: Train the
trainer, on line learning & computer based training, outsourcing
training, training for developing Creativity, Managing Change,
UNIT VI Leadership development, Team Playing , Effective (5 Sessions)
Communication,
Managing
Cultural Diversity,
Time
management, Ethical issues for training & Development
Professionals, future trends that will affect training.
*
**
Text Book:
Noe, A. R. (2008). Employee Training & Development. Tata McGraw-Hill Education.
Reference Books:
Deb, T. (2008). Training & Development- Concepts & Applications. Anes Books India
Krishnaveni, R. (2008). HRD- A researchers Perspective, Excel Book Publication.
Lall, M., & Sharma, S. (2009). Personal Growth and Training and Development. Excel
Book Publication.
Journals:
International Journal of Training and Development
International Journal of Training and Development.
Journal of Counseling and Development
Corporate Training: Pulse Check, Training

Course Outline
Leadership and Team Building
Year: II
Trimester: IV
Max. Hours: 30
Preamble: The leadership and team building course is designed to provide the student the
essentials of leadership and team building by developing the students ability to apply and
build skills using the leadership concepts studied. This course foundation is built on creating a
leadership vision, articulating this through effective communication, motivational skills, and
team building while helping students to identify and develop their leadership style.

After finishing this course the student will be able to:
Assess adequately preconditions for leadership and team-building.
Respect other people personality and take the full advantage of differences between
them as well as of their individual abilities and skills for the synergic effect.
Understand the conditions for formation and development of team co-operation.
Adopt crucial competences like Problem-solving, creativity, independence and
responsibility-taking.
Leadership: Concept, Introduction, meaning, definition,
Components of Leadership- Leader, Followers and situation,
Leadership myths.
Assessing leadership: Managerial incompetence, Leadership
UNIT I Talent Management system.
Measuring effects of Leadership: Superiors effectiveness &
performance ratings, subordinates rating of satisfaction,
organizational climate, morale, motivation and leadership
effectiveness, and Unit performance indices
Power, Influence and leadership: Sources of power, Power
acquisition for leadership, approaches to understanding power:
Emersons power dependence theory, Salancik & Pfieiffer
Strategic contingency Model, Mintzbergs Genesis of power
theory. Influence tactics.
UNIT II Leadership and values: Concept, forms of leadership, Moral
reasoning, Key work values, Stages of Leadership culture
development, Moral justification.
Organizational Politics: Concept, significance, Political
strategies: increasing power and exercising power.
Leadership Theories: Evolution of leadership theories, Basic
leadership models- Trait theory, Behavioral theories- Ohio State
UNIT III studies, University of Michigan Studies, Blake and Moutons
Managerial Grid, Contingency Models- Fiedlers Contingency
(4 Sessions)
(4 Sessions)
(7 Sessions)

Theory, Hersey and Blanchards Situational Leadership theory,

Contemporary theories- Servant leadership, transactional and
transformational leadership.
Leadership and Change: Concept, approaches to organizational
change.
Leadership traits: bright side of personality and dark side of
UNIT IV personality.
(5 Sessions)
Leadership skills: Basic and advanced skills.
Leadership styles: Lewins leadership styles. Behavioral,
charismatic, traditional and Situational leadership styles.
Groups Nature, Group Size, Stages of Group Development,
Group Roles, Group Norms, Group Cohesion.
Group Dynamics: Factors affecting group dynamics,
UNIT V Approaches- Proximity theory, Homans Interaction theory,
(6 Sessions)
Balance theory, Exchange theory.
Teams Types, Ginnetts Team Effectiveness Leadership
Model, Leadership prescription of the model.
Team Building: Stages in team building, Effective Team
Characteristics, Team building skills.
UNIT VI Team building interventions: Levels of Team Building
(4 Sessions)
interventions, types of interventions.
Building high performance teams: The Rocket Model.
*
**
Text Books:
Hughes, Ginnett, Curphy (2010) - Leadership, Enhancing The Lessons of Experience

(Tata Mc Graw Hill, 5th Ed.)
Reference Books:
Halder U (2010) - Leadership and Team Building (Oxford university Press, 2nd Ed.)
Yukl G (2007) - Leadership in Organisations (Pearson Education Ltd., 6th Ed.)
West Michael (2003) - Effective Team Work (Excel Books, 1st Ed.)
Sadler Philip (2007)- Leadership (Crest Publishing House)

Course Outline
Performance Management and Competency Mapping

Year: II
Preamble: Common approaches for this class include lecture, written assignments, presentations, and
small group & team exercises. The success of the course will depend upon students understanding of concepts
and the way they relate these with real life corporate. A proper methodology will be followed to make the
students aware about the emerging performance management and competency mapping issues.
Performance management and competency mapping is the most critical function and
strong determinant of organizational excellence.
To develop and appreciation skills essential for designing and instituting effective
performance management and competency management systems.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
UNIT VI
Introduction: Basic concept of performance and performance

management system, objectives, components, benefits, the
performance management model, approaches to performance
management and performance management process.
Role of Performance Management:-In Employee motivation,
Leadership, National culture, organizational culture.
Performance Appraisal: Need and methods for Performance
Appraisal: Assessment center, psychometric tests, Leaderless
group discussions, Management games, Simulation exercises,
Role Plays, Self-appraisal,360 Degree appraisal, BARS, Balance
score card, Performance analysis, Performance review discussion.
Competency: Concept, origin and development, factors
affecting competency, classification of competencies.
Competency mapping: Concept, process. Methods of
Competency Mapping: Critical incident technique, interview
technique and questionnaires.
Developing Competency Models: The Lanchester Model of
Managerial competency, the Transcultural Managerial
competencies.
Issues related to development of competency models, resistance
and recommendations.
Application of Competency Mapping: Competency based:
recruitment, selection, performance appraisal- performance
linked remuneration system, Training and development,
(5 Sessions)
(3 Sessions)
(7 Sessions)
(4 Sessions)
(4 Sessions)
(7 Sessions)

*
**
promotion and succession planning.

Text Book:
Deb Tapomoy (2009). Performance & Reward Management.,Ane Books Pvt. Ltd.
Reference Books:
Herman Aguinis (2009). Performance Management, Pearson Education.
T. V. Rao (2002). Appraising & Developing Managerial Performance, Excel Books
GaneshShermon (2004). Competency Based HRM, , TMH.
SeemaSanghi(2004). A Handbook of Competency Mapping, Response Books.
Radha R Sharma (2006). 360 Degree Feedback, Competency Mapping and Assessment
Centers, , TMH

Course Outline
Investment & Portfolio Management
Year: II
Trimester: IV
Max. Hours: 30
Preamble: The course is intended to develop familiarity with the theory and empirical
evidence related to investment analysis and portfolio management. An emphasis is placed on
understanding how an investment professional would allocate funds in an hypothetical
portfolio. Major topics include estimation of capital market parameters, trade-off between
risk and return, optimal portfolio selection, equilibrium asset pricing models, and
delegated portfolio management. Emphasis will be put on development of techniques that
should be part of the tool kit of those interested in becoming professional investors and/or
researchers in finance.
To develop an understanding of the investment alternatives that exists in the financial markets
To develop ways of analysis of different securities.
To instill in them the ability to construct and analyze a portfolio of investments.
Introduction:
The Investment Environment, Financial Markets, Investment
Alternatives, Trading Procedure
UNIT I Investment Approaches, Structure of Securities Market,
Participants in Security Market
Regulatory Mechanism: SEBI and its Guidelines; Investor
Protection
Concept and Measurement of Risk & Return.
Market Efficiency, Empirical Evidence on Security Returns.
UNIT II EMH & its implications for investment decision.
Adaptive Markets Hypothesis (AMH) as an Alternative to the
Efficient Market Hypothesis (EMH)
Valuation of Equity:
Nature of equity instruments, Equity Valuation Models.
Approaches to Equit y Valuat ion:
UNIT III Technical Approach: Overview of Concept & Tools Used
Fundamental Approach: Economy, Industry and Company
Analysis
Fixed Income Securities:
UNIT IV Nature of Bonds, Bond Prices and Yields, Term Structure of
Interest Rates, Managing Bond Portfolio, Bond Theorem
Portfolio Theory & Equilibrium in Capital Markets:
Portfolio Return & Risk, Efficient Frontier, Optimal Portfolio,
UNIT V Risk-less Lending & Borrowing, Optimal Risky Portfolio,
Capital Asset Pricing Model, Single-Index and Multifactor
(5 Sessions)
(4 Sessions)
(6 Sessions)
(3 Sessions)
(7 Sessions)

Models, Arbitrage Pricing Theory,

Portfolio Management: Portfolio Management Process,
Approaches to Portfolio Construction, Determinants of
Objectives, Choice of Asset Mix, Formulation of strategy,
UNIT VI Portfolio Execution, Portfolio Evaluation and Portfolio Revision. (5 Sessions)
Portfolio Management and Performance Evaluation:
Performance Evaluation of Existing Portfolio: Sharpe, Treynor,
Jenson, Fama Measures
*
**
Text Books:
Chandra, P. (2008). Investment Analysis & Portfolio Management. New Delhi: Tata
McGraw-Hill Company Limited.
Reference Books:
Bodie, Zvi, K., Alex, Marcus, Alan, J. & Pitabas, M. (2008). Investments. Tata McGrawHill Publishing Company Limited, New Delhi.
Jones, C. P. (2008). Investment Analysis & Management. New York: John Wiley &
Sons.
Sharpe, W. (2008). Investments. New Delhi: Prentice Hall India.
Fischer & Jordan (2008). Security Analysis & Portfolio Management. New Delhi:
Pearson Education.
Ranganatham & Madhumati (2008). Investment Analysis & Portfolio Management. New Delhi:
Pearson Education.
Kester, Ruback & Tufano (2007). Case problems in Finance. New Delhi: Tata McGrawHill.
Indian Securities Market Review (2009), www.nseindia.com.
The Fact Book (2009). www.nseindia.com.
Suggested Journals:
Journal of Fixed Income

Review of Derivatives Research
Case Folio: ICFAI
Portfolio Organizer, ICFAI
The Chartered Financial Analyst, ICFAI

Course Outline
Merger Acquisition and Corporate Restructuring
Year: II
Trimester: IV
Max. Hours: 30
evidence related to strategic alliances and various allied finance related issues. Major topics
include theories and motives behind M&A, Financial Engineering, Takeover Defenses,
Valuation of M&A, Pricing of M&A Deals, and Legal framework as to M&A in India.
Emphasis will be put on recent cases of corporate alliances and exploration of synergy
benefits of such deals to understand the relevance of M&A in global business environment.
To develop an understanding of the motives and modes of M&A in contemporary business

environment.
To enable the students to explore the valuation of M&A deals from finance perspective
To instill in them the ability to evaluate the benefits and costs of M&A deals.
Introduction
UNIT I
Business Alliances: Various Forms of Business Alliances,

Strategic Choice of Type of Business Alliance, Basic
Concepts in M&A, Forces driving M&A Activities, Types of
Merger, Motives behind Mergers, Theories of M&A,
Operating, Financial and Managerial Synergy of Mergers,
Merger Process, Legal Procedures, Major Challenges to
success of Mergers, Due Diligence
(4 Sessions)
Corporate Restructuring: Reasons, Broad Areas, Techniques,

Implications
Takeover Defenses
UNIT II
Defensive Operating Performance, Defensive Financial

Techniques, Restructuring and Financial Engineering, Antitakeover Charter Amendments, Other Board or Management
Methods, Post Acquisition Bid Techniques
(4 Sessions)
Valuation of M&A (I)
UNIT III
Valuation Approaches, Discounted Cash Flow Valuation,

Relative Valuation, Valuing Operating & Financial Synergy,
(7 Sessions)

Valuing Corporate Control, Share Exchange Ratio

Valuation of M&A (II)
Pricing of M&A Deals, Estimating Merger Gains and Costs,
Methods of Payment in Merger Transactions, Comparable
Companies or Transactions Approach
UNIT IV
(5 Sessions)
Key Financial Management Issues in M&A

Mergers as a Capital Budgeting Decision, Cost of Capital,
Financing the Mergers and Takeovers, Tax Planning for
M&A
UNIT V
(6 Sessions)
M&A Ethical and Legal Framework
UNIT VI
*
**
Ethical Issues of Merger and Take-over, Legal and

Regulatory Framework of M & A, Provisions of Companys
Act 1956, Indian Income Tax act 1961, SEBI Takeover Code,
Provisions of Competition Act
(4 Sessions)

TEXT BOOKS:
B Rajesh Kumar (2010). Mergers & Acquisitions: Text & Cases. McGraw Hill
Education.
Chandrashekar Krishna Murthy & Vishwanath S.R (2008). Merger Acquisitions &
Corporate Restructuring. Sage Publication.
REFERENCE BOOKS:
Ashwath Damodaran (2010). Corporate Finance Theory And Practice. John Wiley &
Sons
Ravindhar Vadapalli (2007). Mergers Acquisitions and Business Valuation; Excel books,
1/e
Sudi Sudarsanam (2003). Value Creation from Mergers and Acquisitions. Pearson
Education, 1/e
Weston, Mitchel And Mulherin (2003). Takeovers, Restructuring And Corporate
Governance. Pearson Education, 4/e

Ravi M. Kishore (2009). Financial Management. TaxMann Publications, 7th Edition
Course Outline
WORKING CAPITAL MANAGEMENT
Year: II
Trimester: IV
Max. Hours: 30
Preamble: Corporate world in recent times has increasingly become more dynamic as
well as volatile. Working capital management ensures a company has sufficient cash flow
in order to meet its short-term debt obligations and operating expenses. This course
attempts to enable students to explore various strategies and approaches for working
capital management in real scenario.
To enable the students with key issues in working capital management
To develop skills for interpretation business information and application of financial theory in
corporate investment decisions, with special emphasis on working capital management.
To develop an understanding of the working capital management approaches for various

components with the help of application of the concepts in real-life situations.
Introduction to Working Capital
UNIT I
Conceptual Framework, Operating Environment of Working

Capital, Determination of Working Capital Requirement,
Working Capital Policy - Aggressive & Defensive
(4 Sessions)
Management of Receivables
UNIT II
Receivables: Nature & cost of maintaining receivables, objectives

of receivables management, policies for managing accounts
receivables, determination of potential credit policy and its
implications
(5 Sessions)
Management of Cash and Marketable Securities

Cash: Motives for holding cash, objectives of cash management,
Cash Management Models
UNIT III
Cash Management: basic strategies, techniques and processes,

cash management practices in India
Marketable Securities: Concept, types, choice of securities;
(6 Sessions)

management practices
Management of Inventory
UNIT IV
Inventory: Need for monitoring & control of inventories,

objectives of inventory management, risks and costs associated
with inventories
(5 Sessions)
Inventory Management: Minimizing cost in inventory,

Techniques of Inventory Management
Working Capital Financing
UNIT V
Need and objectives of financing of working capital, cost-benefit

analysis of alternative strategies for financing working capital,
Pattern and sources of Working Capital Financing in India, with
reference to Government policies
(5 Sessions)
Working Capital Management: An Integrated View
UNIT VI
*
**
Liquidity vs. Profitability Trade-off, Payables Management,

Short-term International Financial Transactions, Integrating
Working Capital and Capital Investment Process
(5 Sessions)

Text Books:
Pandey, I. M. (2009). Financial Management. 9th Edition. New Delhi: Vikas Publishing
House.
Bhalla, V. K. (2011). Working Capital Management: Text and Cases. 13th Edition.
Anmol Publication Pvt. Ltd.
Reference Books:
Kishore, R. M. (2008). Financial Management. 6th Edition. New Delhi: Taxmann

Publication.
Khan, M. Y., & Jain, P. K. (2009). Financial Management. New Delhi: Tata McGrawHill Publication.
Rangarajan, K., Rangarajan, K., & Misra, A. (2006). Working Capital Management.
Excel Books India
Periasamy, P. (2011). Working Capital Management Theory & Practice. Himalaya
Publishing House.

Course Outline
Global Business Environment

Year: II
Trimester: IV
Max. Hours: 30
Preamble: International business has created a network of global links that bind countries,
institutions, and individuals with trade, financial markets, technology, and living standards.
International business: causes the flow of ideas, services, and capital across the world
offers consumers new choices permits the acquisition of a wider variety of products
facilitates the mobility of labor, capital, and technology provides challenging employment
opportunities reallocates resources, makes preferential choices, and shifts activities to a
global level What is International Business? International business consists of transactions
that are devised and carried out across national borders to satisfy the objectives of individuals,
companies, and organizations. International Business Questions How will an idea, good, or
service fit into the international market? Should trade or investment be used to enter a
foreign market? Should supplies be obtained domestically or abroad? What product
adjustments are necessary to be responsive to local conditions? What are the threats from
global competitors, and how can these threats be counteracted?
To explain the social, political and economic context of business.
To understand cross cultural management and different forms of business organization
To analyze emerging market multinationals
To understand liberalization and economic nationalism.
Introduction to International Business Environment: Social,

cultural and technological environment - Understanding the role
of culture communicating across cultures cross cultural
UNIT I negotiations and decision making. Political Environment foreign
legal environment, Foreign Corrupt Practices Act; Demographic
Environment Segmentation of the International Market.
International Economic Environment: International Monetary
System and Foreign Exchange Marketing: The PreUNIT II Bretton Woods period, breakdown of Bretton Wood system and
emergence of EMS, EU and EURO.
International Investment: Types and significance of foreign
investments factors affecting international investment growth
UNIT III and dispersion of FDI cross border mergers and acquisitions
foreign investment in India The New Policy EURO/ADR
issues M & A Indian companies going global.
(5 Sessions)
(5 Sessions)
(5 Sessions)

Global Integration and Regional groupings: Regional

integration and trade blocks Types of integration theory of
customs union, European union regional groupings
integration of developing countries SAARC, SAPTA, Bilateral
UNIT IV & Multi lateral contracts Economic institutions International (5 Sessions)
Monetary Funds (IMF) World Bank, Asian Development
Bank, UNCTAD, UNIDO, International Trade Centre, WTO,
GATT, GATS, TRIM, TRIPS.
Multi National Corporation : Multi National Corporation :
Definition and Meaning Importance and dominance of MNCs
Code of conduct MNCs in India Transfer of Technology
global competitiveness indicators of competitiveness UNIT V competitive advantage of nations Technology and Global (5 Sessions)
competitiveness. International Operations Global supply chain
management global manufacturing strategies factors
affecting international HRM and staffing policy International
negotiations international asset protection Protection of IPRs.
Country Risk Analysis: Country Risk Analysis; Classification
UNIT VI of Risk Involved- Political Risk, Socio-cultural Risk, Economic (5 Sessions)
Risk; Managing risk.
*
**
Text Books:
The International Business Environment by Anant K. Sundaram / J. Stewart BlackPrentice Hall
International
Lee
Business
Radebaugh,
environments
Daniel
and
Sulivan-
Operations
Pearson
John
Education,
Daniel,
10th
ed,
2004
Reference Books:
International Management Managing Across Borders and Cultures, Fourth Edition by

Helen Deresky PHI
Dynamics of successful International Business Negotiations by Robert T. Moran,

William G. Stripp JAICO

The International Environment of Business by Gerald M. Meier Oxford press, 2006
Course Outline
International Trade
Year: II
Trimester: IV
Max. Hours: 30
Preamble: This course is designed to give students a fundamental understanding of the

growing importance of trade in world economy. Increasing international trade is crucial to the
continuance of globalization. Without international trade, nations would be limited to the
goods and services produced within their own borders. A great increase in the importance of
international trade has brought the various parts of the world in to much closer economic
relations. Practically all countries governments seek to regulate foreign trade in the national
interest.
To explain the importance of international trade.
To understand the implications of international trade theories in modern era.
To understand the functioning of balance of payment.
To conceptualize the idea behind administered protection and economic integration.
To explain the dimensions of trade promotion measures.
To create awareness about the various bodies working on the international level for the
promotion of international trade.
INTRODUCTION TO INTERNATIONAL TRADE
International Trade: Concept and Definition, Growing
importance of trade in world economy , differences between
UNIT I domestic and international trade; Gains from trade; trade (4 Sessions)
equilibrium and determination of terms of trade; Government role
in foreign trade.
TRADE THEORIES AND BALANCE OF PAYMENTS
Classical Trade Theories: Absolute advantage theory,
Comparative advantage theory, Factor Proportion theory
International Trade Theories: Human capital approach theory,
Natural resource theory, Identical preferences theory, Strategic
UNIT II trade theory, International product life cycle theory
(7 Sessions)
Balance of Payment: Meaning, Balance of trade and balance of
payment, structure of balance of payment; equilibrium,
disequilibrium and adjustments; Different approaches to
adjustment.
ADMINISTERED PROTECTION AND INTERNATIONAL
UNIT III ECONOMIC INTEGRATION
(4 Sessions)

Trade Barriers: Free trade versus protection; tariff classification;

economic effects of tariff; tariff retaliation; export subsidies,
countervailing duties and anti-dumping duties, quota and other
non-tariff measures
International economic integration forms and levels; trade
creating and trade diverting effects of a custom union;
UNIT IV
(4 Sessions)
repercussions of regional economic groupings on the strategy of
international marketers.
TRADE PROMOTION MEASURES
Export assistance and promotion measures; EPCG scheme;
Import facilities; Duty exemption schemes; Duty drawback; Tax
UNIT V concessions; Marketing assistance; Role of export houses, (7 Sessions)
trading houses and state trading organizations; EPZs and SEZs;
import substitution; logic of state trading and canalized trade;
trade fairs and exhibition.
INTERNATIONAL ECONOMIC ORGANISATIONS
World Trade Organisation (WTO); International Monetary Fund
(IMF); International Bank for Reconstruction and Development
UNIT VI (IBRD);Organisation of Petroleum Exporting Countries (4 Sessions)
(OPEC) ;United Nations Conference on Trade and Development
(UNCTAD) ; North American Free Trade Area (NAFTA);
South Asian Association for Regional Cooperation (SAARC).
*
**
Text Books:
Hill C.W. (2009), International Business, Tata McGraw Hill (5th Edition) New Delhi.
Heller H.R(2009), International Trade, Prentice Hall of India, New Delhi
Reference Books:
Keegan J Warren,,Global Marketing Management, Pearson Education (7th Edition),

New DelhiOnkvisit, S & Shaw. J, , International Marketing, Pearson Education (3rd
Edition), New Delhi.
Aswattapa K, International Business, Tata McGraw Hill (3rd Edition) New Delhi.
Paul.Justin(2005):International Business, PHI, New Delhi
Varsheny R.L. and B. Bhattacharya: International Marketing Management, Sultan
Chand & Sons, New Delhi.
Rawat, M.S.: International Trade and Commerce,Deep & Deep Publications,New
Delhi
Subba Rao, P.: International Business,Himalaya Publishing House, Mumbai
Verma, M.L(2005): International Trade, Vikas Publishing House, New Delhi.

Suggested Journals :
Global Business Review; International Management Institute
Journal of World Economic Review; Serial Publications,India.
IUP journal of Intellectual property rights; IUP,India
Foreign trade review, IIFT

Course Outline
International Treaties & Conventions
Year: II
Trimester: IV
Max. Hours: 30
Preamble: International treaties and conventions is sub-part of international business.

Through this subject student will get exposure about international environment, international
treaties and conventions and role of theses treaties in international business prospective.
Through this subject, role of international laws in global environment can also be realized.

To prepare for a career in International Business
To expose the students about international treaties and conventions.
Have a understanding of international business environment.
UNIT I
The making of treaties

Entangled treaty and custom ,Methods of expressing consent to be
bound, Unilateral statements, Non-binding agreements, Object and
purpose of a treaty, International Treaties: Features and Importance
The Vienna Convention on the Law of Treaties
The observance, interpretation, and application of treaties

Internal law, Interpretation, Rights and obligations of third states,
Invalidity and violation of treaties
UNIT II Generally, Error, fraud, corruption and coercion, Ultra vires treaties,
Breach , War between the contracting parties , Termination by consent,
State succession
German Court: No Airline Shoot downs,
General principles, equity, judicial decisions, and highly qualified
publicists
The broad expanse of general principles ,Considerations of equity and
UNIT III humanity ,Judicial decisions ,International law scholars, Declarations
and resolutions of international organizations
Limits of Law, Prerogatives of Power
(4 Sessions)
(6 Sessions)
(5 Sessions)
UNIT IV
Conflicts between statutes and treaties

General principles, The last-in-time doctrine
The Legality of Using Force,
Constitutional limits on treaties
(5 Sessions)

Federalism and other constitutional prohibitions ,Self-executing and

non-self-executing treaties, Limitations concerning subject matter,
Interpretation and amendment,
Texas Executes Mexican Despite Objection,
The constitutional power to terminate treaties
General principles ,The ABM Treaty
Goldwater v. Carter,
UNIT V Statehood and recognition
(5 Sessions)
What is a state, Termination of recognition, Criteria, necessity and
effect of recognition
The World Courts Non-Opinion,
International Treaties and Conventions on Intellectual
Property
a)The Paris Convention for the Protection of Industrial Property
UNIT VI b)The Berne Convention for the Protection of Literary and Artistic
(5 Sessions)
Works
Implementation of international law in India: role of judiciary
*
**

Course Outline
Business Intelligence and Data Mining
Year: II
Trimester: IV
Max. Hours:30
Preamble: Data mining is not an intelligence tool or framework. Business Intelligence,

typically drawn from an enterprise data warehouse, is used to analyze and uncover information
about past performance on an aggregate level. Data warehousing and business intelligence
provide a method for users to anticipate future trends from analyzing past patterns in
organizational data. Data mining is more intuitive, allowing for increased insight beyond data
warehousing. An implementation of data mining in an organization will serve as a guide to
uncover inherent trends and tendencies in historical information, as well as allow for statistical
predictions, groupings and Classification of data.
It advances in data gathering, distribution and analysis have also created a need for an
application of intelligent data analysis techniques to solve business modeling problems.
Intelligent data analysis provides powerful and effective tools for problem solving in a
variety of business modeling tasks.
Introduction to Data Mining: Motivation for data mining, Data

UNIT I mining definitions and functionalities, classification of data (5 Sessions)
mining Systems, data mining task primitives
Integration of data mining systems with a database or a data ware
house, Major issues in data mining, Data preprocessing: why?,
UNIT II descriptive data summarization, data cleaning: missing values, (6 Sessions)
noisy data.
data integration and transformation, Data reduction: Data cube
UNIT III aggregation, dimensionality, reduction, numerosity reduction
(4 Sessions)
Mining frequent patterns, Associations and correlations: Market
basket Analysis, frequent items and association rules, frequent
UNIT IV pattern mining, efficient and scalable frequent itemset mining (5 Sessions)
methods
The Apriori Algorith for finding frequent Itemsets using
candidate Generation, Generating Association Rules for frequent
UNIT V itemsets, Frequent itemsets without Candidate generation using (5 Sessions)
FP tree
Data Mining for Business Intelligence Application: Data Mining
for applications like data mining for financial data analysis, retail
UNIT VI industry, telecommunication industry, biological data analysis (5 Sessions)
etc.
*
**

Text Books:
Jiwaei Han, M. K. (2008). Data Mining Concepts & Techniques. Elsevier.
Reference Book:
Dunham, M. H. (2008). Introduction to Data Mining. New Delhi: PHI.

Course Outline
Database Management System
Year: II
Trimester: IV
Max. Hours:30
Preamble: A Database Management System (DBMS) is a set of computer programs that

controls the creation, maintenance, and the use of a database. It allows organizations to place
control of database development in the hands of database administrators (DBAs) and other
specialists. A DBMS is a system software package that helps the use of integrated collection of
data records and files known as databases. It allows different user application programs to
easily access the same database. DBMSs may use any of a variety of database models, such as
the network model or relational model
.
To provide knowledge regarding how data is more secure in this as compared to flat file
systems.
How to manage data in the form of tables. In DBMS you can update/select/delete data or
records.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
UNIT VI
Introduction: An overview of database management system,

database system Vs file system, Database system concept and
architecture, data model schema and instances, data
independence, DDL, DML.
Data Modeling using the Entity Relationship Model:
ER model concepts, notation for ER diagram, mapping
constraints, keys, Concepts of Super Key, candidate key, primary
key, Generalization, aggregation, reduction of an ER diagrams to
tables.
Relational data Model and Language: Relational data model
concepts, integrity constraints, entity integrity, referential
integrity, Keys constraints, Domain constraints, relational
algebra.
Introduction on SQL: Characteristics of SQL, advantage of SQL.
SQL data type and literals. Types of SQL commands. SQL
operators and their procedure. Tables and views. Queries and sub
queries. Aggregate functions. Insert, update and delete
operations, Joins, Unions, Intersection, Minus.
Data Base Design & Normalization: Functional dependencies,
normal forms, first, second, third normal forms, loss less join
decompositions, normalization using FD, MVD, and JDs,
alternative approaches to database design.
Transaction Processing Concept: Transaction system, Testing of
serializability, serializability of schedules, conflict & view
serializable schedule, recoverability, Recovery from transaction
(5 Sessions)
(5 Sessions)
(5 Sessions)
(7 Sessions)
(4 Sessions)
(4 Sessions)

*
**
failures.
Text Books:
Date C J, An Introduction to Database Systems, Addision Wesley
Korth, Silbertz, Sudarshan, Database Concepts, McGraw Hill
Reference Book:
Ramkrishnan, Gehrke, Database Management System, McGraw Hill
Bipin C. Desai, An Introduction to Database Systems, Gagotia Publications
Majumdar & Bhattacharya, Database Management System, TMH

Course Outline
Internet Programming and Visual Basics

Year: II
Trimester: IV
Max. Hours: 30
students aware about Internet programming and visual basics.
To describe basic Internet Protocols.

Explain JAVA and HTML tools for Internet programming.
To enable students to get an idea about visual basic language.
.
INTRODUCTION TO WEB: Internet: Internetworking, Concepts,
Internet Protocol Addresses, WWW Pages & Browsing,

Security, Internet Applications, Analog & Digital Signals,
Bandwidth, Network Topology.
More About Web: Packet Transmission, Long Distance
communication, Network Applications. E-mail. URL,
UNIT II Domain Name System, Overview of HTTP,HTTP requestresponse, generation of dynamic web pages, cookies.
HTML, An Introduction, Basic HTML, Formatting and Fonts,
Commenting Code, Anchors, Backgrounds, images, Hyperlinks,
UNIT III Lists, Tables, Frames, simple HTML Forms,
XHTML. Introduction to dynamic HTML.
Introduction to Visual Basic
Event-driven Programming, Starting and Exiting VB,
Understand VB Environment, Project Explorer, Properties
UNIT IV Window, Toolbox, Form Layout Window, Property Pages,
Getting Help, Saving Project, Printing Project, Running
Applications.
UNIT I
UNIT V
How to code in Visual Basic:

Code Window, Naming Conventions, Variables ( all datatypes )
- Byte, Boolean, Integer, Long (long integer), Single (singleprecision floating point), Double (double-precision floating
point), Currency (scaled integer), Decimal, Date, Object, String
(5 Sessions)
(5 Sessions)
(5 Sessions)
(5 Sessions)
(5 Sessions)

(variable- length), String (fixed-length), Variant (with numbers),

Variant (with characters), User- defined (using type), Scope
(Global, Local, Static), Constants
UNIT VI
*
**
VISUAL BASICS: Functions and control statements

String Functions, Mathematical Functions, Date Functions, Data
type Conversion Functions.
Control Statement : IF and IIF Statement, Select Case
Statement, Do Statement, For Statement Exit Statement.
(5 Sessions)

Reference Books:
Deitel, Deitel and Nieto, Internet and World Wide Web How to program, Pearson
Education Publishers, 2000.

R. Krishnamoorthy & S. Prabhu, Internet and Java Programming, New Age
International Publishers, 2004.

Thomno A. Powell, The Complete Reference HTML and XHTML, fourth edition, Tata
McGraw Hill, 2003.

Course Outline
Finance in Retail Operations
Year: II
Trimester: IV
Max. Hours: 30
Preamble: Financial retailing gives more exposure of financial and accounting dimensions
apart from retail marketing practices. This knowledge will explore more opportunities apart
from marketing domain to financial domain that are still not explored. This course will create
awareness about the accounting procedures, cost concepts and working capital practices in
Retail Management.

To prepare for a career in Finance in Retail Operations
To share the concepts and frameworks of Financial Dimensions of Retailing
Have a understanding of various financial analysis techniques in Retail Operations
Practices.
Assisting in the incorporation of financial strategy in the retail organizations goals and
objectives.
UNIT I
Introduction, Merchandising Transactions - Income measurement

for a Merchandising company Revenue from sales - Cost of
goods sold -Operating expenses - Work sheet for Merchandising
Company Classified Financial Statements.
(5 Sessions)
UNIT II
Management of Debtors - Objectives - Credit standard norms

Credit analysis - Determination of credit policy - Management of
cash - Motives Cash planning and control - preparation of cash
budget in Retail Management
(5 Sessions)
Costing - Cost concepts - Cost classification CVP analysis UNIT III BEP calculation - Cost control - Cost reduction technique and
tools in Retail business
(5 Sessions)
UNIT IV
UNIT V
UNIT VI
Pricing the merchandise in Retail, Pricing Objective and
Policies; Interaction between Retailers pricing Objectives and
other Decisions; Specific Pricing Strategies; Basic Markup
Formulas; Markdown Management
Management of Working Capital - Meaning - Significance Types; Factors Determining working capital needs in retail
business - optimum working capital working capital cycle.
Financial Merchandise management, Inventory Valuation: The
Cost and Retail Methods of Accounting; Merchandise
(5 Sessions)
(5 Sessions)
(5 Sessions)

*
**
Forecasting and Budgeting; Unit Control System; Financial

Inventory Control. Financial Implications of Retail Strategy
Reference books:
Retail Management; Michael Levy, Barton A Weitz, & Ajay Pandit; The McGraw Hill
publications.
Retail Management, Chetan Bajaj, Rajnish Tuli, & Nidhi V Srivastava; Oxford
University Press.
Retail Management: A strategic approach, Barry Berman and Joel R. Evans; PrenticeHall, Inc.
Cost. Accounting: Principles and Practice; Manash Dutt; Pearson Education, India
Financial Management; S.N. Maheswari; Sultan Chand & Co. New Delhi

Course Outline
Fundamentals of Retail Management
Year: II
Trimester: IV
Max. Hours: 30
Preamble: This course will develop knowledge of contemporary retail management issues at
the strategic level and helps the students in analyzing the retailing works, specifically the key
activities and relationships. It also provides an academic underpinning to the above through
the application of retailing theory and research.
Understand effective methods and strategies required for retail management.
Understand how to utilize resources and techniques used in retail management.
Understand analysis of store location, merchandising, products and pricing.
Introduction to Retailing Definition and Concept, Functions of

Retailing, Significance of retail industry, Marketing retail
UNIT I equations, Marketing concepts applied to retailing, Driving (4 Sessions)
Forces for Retailing.
Understanding the Retail Consumers- The factors influencing
retail shopper, Consumer decision making process, changes in the
UNIT II Indian consumer, the use of market research as a tool for (5 Sessions)
understanding markets and consumers
Retail Formats and Theories- Theories of retail development,
Concept of retail life cycle, Classification of retail stores.
UNIT III Choosing a Store Location: types of locations, steps involving in (6 Sessions)
choosing a location, trade areas and their evaluation
Retail Merchandising- The concept of merchandising, the
evolution of merchandising function in retail, Store design and
UNIT IV Layout, The Store and its Image, The External Store, Internal (5 Sessions)
Store, Display, Visual Merchandising and Atmospherics
Managing Retail Business: HRM in retail, Retail Organization
and Operations Management, Financial Dimensions, Managing
UNIT V Retail Services. Service Characteristics, Branding, Perceptions (5 Sessions)
of Service Quality.
Retail in India: Evolution and Size of retail in India Drivers of
retail change in India, Foreign Direct Investment in retail
UNIT VI Challenges to retail developments in India.
(5 Sessions)
Global retail markets: Challenges and Threats in global retailing.
*

**
Text Books:
Berman B and Evans J.R - Retail Management (Pearson Education, 9th Ed.)
Reference Books:
Michael Levi M and Weitz BW - Retailing Management (Tata McGraw Hill, 5th Ed.)
Swapna Pradhan Retailing Management Text and Cases, Tata McGraw Hill 2nd
edition, 2004

Course Outline
Shoppers Behavior & Selling Skills
Year: II
Trimester: IV
Max. Hours: 30
Preamble: Shoppers behavior course will provide the understanding about different
consumers and their motives for shopping. This study will help in understanding consumers
and their opinion towards retailing in Indian context.
This course will provide the understanding about the concept and techniques of selling. This
will also enlighting the ethical issues in selling to develop customer satisfaction.

To prepare for a career in Retail business
To expose the students to with shoppers behaviors in Indian context in retailing
Outline the functions of selling in different contexts and introduce the concept of ethical
behavior in selling
Make candidates aware of factors influencing customers purchasing decisions
Have the knowledge of how to sell themselves
Introduction to the Study of Shoppers behaviour, dynamics of

shopping -
UNIT I
UNIT II
Demographics of shopping (Men, Women and Kids) factors

influencing Shoppers Behaviour - Shoppers Behaviour in Indian
Environment
Shopper Decision Making Process - Need/Problem
Recognition -Information Collection - outlet selection and
Purchase Alternative evaluation in shopping - Shopping Behavior
- Post of Purchase Behavior.
(4 Sessions)
(6 Sessions)
Influence of Culture, Cross Culture & Sub Culture on Shoppers

Behavior, Influences of Social class on Shopper's Behavior,
UNIT III Element of Perception -Learning-Attitude, Motivation and (5 Sessions)

Motives & Shoppers Behaviour
Shopper Delight - e-shopper Behaviour
UNIT IV
Functions of the sales role Satisfying the customer ,Closing the sale ,Helping the sales persons
organization achieve its objectives ,Retaining customers, Getting
referrals and repeat business
(5 Sessions)

UNIT V
UNIT VI
*
**
Roles of a sales person in a variety of selling situationsRetail sales ,Field sales ,Telemarketing, telephone sales support
Basic influences on customers buying behavior
The buying process, AIDA model,
Internal (personal) influences on buyer behaviour:
External influences on buyer behaviour: Marketing by competitors,
Opinion formers and other influencers
Identify sales activities in the sales cyclePre-Sale: Finding potential customers/prospecting, Making
appointments ,Preparation
Sale: Rapport building/ice-breaking ,Need/problem identification,
Presentation, Handling objections, Closing the sale
Post-Sale: Processing the order, Follow-up contact
Ethical selling-Truth, Honesty, Professionalism
(5 Sessions)
(5 Sessions)

Text Book:
Berman, Evans ,Retail Management, Pearson publication, New Delhi
Levy, Weitz, Pandit ,Retailing Management, TMH Publication,New Delhi
Still, Cundifts, Govani ,Sales Management, Pearson Publication,New Delhi
Sahu & Raut ,Salesmanship & Sales Management, Vikas publication
Reference books:
Paco Underhill : Why we buy - the ScienceofShopping, SIMON & SCHUSTER
Rockefeller Center, NewYork.

ICFAI: Retailing Sector, 1CFAI Press, Hyderabad, Andhra Pradesh.
S.Ramesh Kumar :Conceptual Issues in Consumer Behaviour, Pearson Education,
Delhi, India

Course Outline
Environmental Management for Rural Development
Year: II
Trimester: IV
Max. Hours: 30
Preamble: This paper introduces the students, coming from disparate backgrounds, to the
basics of Environmental Science. Major themes and issues confronting our present day
environment are introduced in this paper from a scientific perspective.
The paper also deals with the human dimension of development and environment. It aims to
provide adequate insight on management of natural resources by imparting training in tools
and methodologies of ecological and environmental economics.
Introduction to the principles and practices of environmental management.

Its ambit also covers the management of dry land agriculture.
Paper aims to equip students with basic skills required for dealing with land and water
management projects putting people at the centre stage.
Introduction to Environmental management

Self, Society, and Environment, Preservation vs. Conservation,
UNIT I Fundamental Causes of Environmental Problems, Opposing
Values and Viewpoints on the Environment, Literature and
the Environment
Environmental policy
Introduction to Public Policy, Environmental Policy/Politics,
UNIT II International Environmental Law, International Environmental
Politics.
Land management
Soil, formation processes and factors, physical, chemical and
biological composition and properties of soil, soil classification.
UNIT III Manures and fertilizers importance of organic matter for soil,
manure and compost preparation green manuring, use of
fertilizers, soil testing.
Water Management
Water : Importance source and various uses. Concept, principles
UNIT IV and practices of peoples friendly watershed management water
conservation factors influencing soil erosion and damages.
Forestry
Definition & classification; Definition of Forest General,
UNIT V Ecological and Legal classification of forests based on method of
regeneration, Age, composition, objects of management and
Legal status. Forest types of India. Extent, Role and importance
(3 Sessions)
(4 Sessions)
(8 Sessions)
(5 Sessions)
(6 Sessions)

of forests to rural/tribal people

Global issues in environmental management
Impact of human activities of developmental and non-ecoUNIT VI friendly technologies on environment. Global concern for
(4 Sessions)
Environment.
*
**
Text Books:
William Dudley: The Environment: Opposing Viewpoints. Opposing Viewpoints Series.

Greenhaven Press, 2001.
Reference Books:
Craig. J.R., Vaughan. D.J., Skinner. B.J., 1996, Resources of the Earth: origin, use, and
environmental impact, 2nd Ed. Prentice Hall, New Jersey.

Klee. G.A, 1991, Conservation of natural resources.. Prentice Hall Publ. Co., New Jersey.

Course Outline
Inclusive Growth for Sustainable Development
Year: II
Trimester: IV
Max. Hours: 30
evidence related to inclusive growth and sustainable development. Major topics include
gender equity, relevance of inclusive growth in economic development, policy framework,
market and non-market mechanism for inclusive growth and role of financial bodies for
inclusive growth. Emphasis will be put on live field cases of success stories of inclusive growth
in India.
To develop an understanding of relevance of inclusive growth for a developing economy
To enable the students to explore the various dimensions of sustainable development and
inclusive growth
Inclusive Growth
UNIT I
Meaning, Rationale, Need, Evolution of Inclusive Growth
Inclusiveness, Growth and Gender Equity
Inclusive Growth and Economic Development
Inclusive Growth Focus on Employment
(5 Sessions)
Inclusive Growth and Globalization
Inclusive Growth in India
UNIT II
Indias Growth : Past Performance and Future Prospects
Equity and Growth, Inclusion Dynamics of Gender Disparities
Financial Inclusion: A Step towards Inclusive Growth
(5 Sessions)
in India
SWOT Analysis of Inclusive Growth Initiatives
Policy Framework for Inclusive Growth in India
Expedition for Inclusive Growth : Continuity and Constraints

in Indian Economic Policies
UNIT III
Environment, Development and Inclusive Growth in India
Regulatory and Policy Framework for Inclusive Growth in

India
(5 Sessions)

The way forward: Good and inclusive growth policies tailored

to real-world challenges
Sustainable Development & Inclusive Growth
UNIT IV
Role of Inclusive Growth in Sustainable Development
Physical Capital: The role of Infrastructure in Inclusive Growth
Natural Capital: Managing resources for Sustainable Growth
(5 Sessions)
Inclusive Growth: Influencing Firms, Consumers, and Policy Makers

through Market and Nonmarket Mechanisms
Incentivizing: Providing effective market signals to spur green

growth
UNIT V
(5 Sessions)
Informing and nudging: Using information and framing to

influence economic actors
Imposing: Using rules and regulations
Inclusive Growth : The Role of Banks in Emerging Economies
UNIT VI
Microfinance: As a vehicle of Financial Inclusion
Rural Credit: A New Model of Credit Delivery for Inclusive
(5 Sessions)
Growth
*
**
Financial Innovation for Inclusive Growth

TEXT BOOKS:
Tandon B. B & Vasudeva P.K. (2010). Inclusive Growth and Sustainable Development: Ideal for
Indian Economy. Neha Publishers & Distributors. ISBN: 8184502621
World Bank Group (2012). Inclusive Green Growth: The Pathway to Sustainable Development.
World Bank Publications. ISBN: 0821395513
REFERENCE BOOKS:
Raj Kn Ashoka. (2010). Inclusive Growth. Orient Longman Limited. ISBN: 812503045X.
Katuri Nageswara Rao. (2009). Inclusive Growth: Global Perspective. ICFAI University Press. ISBN10, 8131424715.

Dholakia J R. (2008). Perspectives on Inclusive Growth in India. ICFAI University Press. ISBN:
8131415279
Course Outline
Non Government Organisations Management

Year: II
Trimester: IV
Max. Hours: 30
Preamble: The course would help students understand various development issues and how
the knowledge related to NGO management would help in resolving these issues. It would also
help in formulating strategies in various social contexts, in order to empower the
underprivileged sections of the society.
To introduce the students to NGO Sector and familiarize students with concept of NGOs and civil
society
To provide sound understanding of the issues faced by NGOs.
To reflect on the impact and implication of the management and organizational challenges faced
by NGOs.
To equip students to manage all aspects of NGO Manpower, Finance, Marketing and Project
Management.
Introduction, Evolution, Concept, Function and types of NGOs.

UNIT I Registration method of NGOs: As a Charitable Trust, Registered (5 Sessions)
Society and Company.
Memorandum Of Association , NGOs activities in modern
world, Strengths of NGO, Staffing and Funding of NGOs
UNIT II Economic, Investment and Political Activities of NGOs, (6 Sessions)
Dissolution of NGOs.
Tax laws for NGOs, General Scheme, Corpus donations,
Business income, Disqualification from Exemption, Tax
UNIT III
(4 Sessions)
deduction for Donors, Reporting foreign Contributions, and
Customs Duties.
The Indian Rural/Urban Development Strategy, CAPART, NGO
UNIT IV and Civil societies. Main potential Contributions of NGOs to (5 Sessions)
society, current barriers to NGOs
Marketing of Non-profit organizations:- Concept, Characteristic
of NPO, Marketing procedure of NPO, Models of social
UNIT V marketing, NGO Accountability & Global Governance, Internal (5 Sessions)
control and management practices
International Agencies supporting NGOs: UN Agencies, donor
Agencies, Asian Development Bank, World Bank. Premier NGO
UNIT VI of India: PRADHAN, RAMKRISHAN MISSION, DISHA, (5 Sessions)
SEVA MANDIR.
*

**
Text Books:
Ovasdi, J. M. (2009). Management of NGOs. 3rd Edition. New Delhi: Macmillan Publication.
Reference Books:
Mahajan, S. (2008). NGO Management. 1st Edition. New Delhi: Pearls Books Publication.
Jordan, L. & Tuijl, P. V. (2007). NGO Accountability Politics, principles and Management. 4th
Edition. Earthscan Publication. London.

Course Outline
Management of Innovation and R&D

Year: II
students aware about the emerging Innovation practices and research and development techniques.
To enable students understand the managerial aspects of innovation.

To develop skills for framing innovation strategies in organizations.
To develop understanding about how people and technology integrate in organization.
To understand the significance of research and development in the current scenario.
UNIT I
UNIT II
UNIT III
Introduction & Managerial aspects of Innovation function

Introduction, Components of Innovation, Types of Innovations,
Models of Innovation Processes, Evolution and characteristics of (5 Sessions)
Innovation Management, Key drivers of Innovation, Factors
influencing Innovation.
Organizing for Innovation : Introduction, Factors influencing
organizational design, Developing Innovation Strategy,
(4 Sessions)
Characteristics of creative organization, Framework for
innovation and creativity in the organization.
Technological Innovation: Competitive advantages through new
technologies: product development from scientific breakthrough
to marketable product Role of Government in Technology
(6 Sessions)
Development. Linkage between technology, development and
competition, Managing Intellectual Property.
Human Aspects in Technology Management: Integration of
People and Technology, Organizational and Psychological
Factors. Social Issues in Technology Management:
UNIT IV
(5 Sessions)
Technological Change and Industrial Relations, Technology
Assessment and Environmental Impact Analysis.
UNIT V
Research and Development Management

Introduction, Meaning, Objectives, Significance, Classification
of R&D according to R&D type, process phase, measurement
(5 Sessions)
level, purpose of measurement and measurement perspective.
Technology development approaches, Performance of R&D
management in Indian scenario.

UNIT VI
*
**
Financial Evaluation of R&D Projects

Introduction, Cost effectiveness of R&D,R&D financial
forecasts, Project selection,Evaluating R&D ventures,
Conflicting views of managers, Allocation of resources, R&D
(5 Sessions)
programme planning and control, Project management, Project
Planning and Control techniques.

Reference Books:
Managing Technological Innovation Twiss, B. -. Pitman.

Strategic Management of Technology & Innovation Burgelman, R.A., M.A. Madique,
and S.C. Wheelwright -. Irwin.
Strategic Management of Technological Innovation Schilling McGraw-Hill, 2nd ed.
Managing Technology and Innovation for Competitive Advantage V K Narayanan Pearson Education Asia
Handbook Of Technology Management Gaynor Mcgraw Hill

Course Outline
Technology Policy
Year: II
Trimester: IV
Max. Hours: 30
Preamble: The future depends on our ability to resist the imposition of technology which is
obsolete or unrelated to our specific requirements and of policies which tie us to systems which
serve the purposes of others rather than our own, and on our success in dealing with vested
interests in our organizations: governmental, economic, social and even intellectual, which
bind us to outmoded systems and institutions. This course will helps to understand the various
issues related to technology policy framing & its successful application in development of
sound technology and making the peoples life better.

This course is designed to enable students to:
Understand the concept and need of technology policy in developing country like
India.
Identify the various important issues related to policy formulation, implementation,

evaluation and control.
Appreciate the role of technology policy in development of best and cost effective
manufacturing methods.
Identify and evaluate the effectiveness of technology policy.

Introduction to Technology Policy
UNIT I
Understanding of the links between science, innovation and

technological change ,basic science policy, Need of a technology
policy, various components of technology policy, role of
innovation and technology progress in globalised economy,
developing research and development programs in crafting a
sound technology policy, role of policy makers in developing a
technology policy
(5 Sessions)
Technology policy implications in knowledge-based economy

The Essential Features of the New Knowledge-Driven Economy,
UNIT II Consequences for Innovation & Technology Policy, Policy
Priorities for the Knowledge-Driven Economy, Recent Changes
in our understanding of the Innovation Process and the Role of
Knowledge in technology policy making
The technology policy development process
UNIT III Formulation of technology policy, purpose and scope of
formulating a technology policy, precautions taking while
(5 Sessions)
(5 Sessions)

formulating technology policy, stakeholder involvement in

formulating a policy
Policy implementation process
UNIT IV
UNIT V
Need of an efficient technology policy implementation, role of

resources and timelines, Training, communication, proper
documentation in policy implementation, hurdles faced during
implementation process, policy implementation strategies
Technology Policy monitoring, evaluation and review
Identifying policy performance indicators, developing a
monitoring plan, scrutiny of documentation, records and reports,
and action planning and action plans, deciding the responsibility
and authority for monitoring process
New directions in research and technology policy
(5 Sessions)
(5 Sessions)
Modern research in innovation and technological change,

UNIT VI focusing on their implications for technology policy, the changed (5 Sessions)
policy environment, Conditions for Successful Technology
Policy in Developing Countries, identifying core policy issues,
investment
in
policy
development
for
developing
competitiveness
*
**
Text Books:
Foray Dominique , 2009, The New Economics of Technology Policy:, Edward
Elgar Publishing.
Reference Books:
Akhilesh, K.B. (Ed.) 2013, Emerging Dimensions of Technology Management,
Springer-Verlag.
Meissner, Dirk; Gokhberg, Leonid; Sokolov, Alexander (Eds.) 2013, Science,
technology and Innovation Policy for the Future, Springer-Verlag.

Course Outline
Advance Project Management
Year: II Trimester: IV
Max. Hours: 30
Preamble: Project consumes resources and project generates revenue. Hence projects are
the back bone of any economy. The range of activities that can be covered under the head
'Project' is so wide that it almost encompasses all economic activities. Project Management
deals with the identification of Project opportunities, formulation of profitable project profiles,
procurement of finance for the project implementation, scheduling of project activities in such
a way to complete the project with minimum cost possible cost/time, monitoring of the project
after its implementation.
Thus Project Management offers an interesting study of the resources utilization and is gaining
importance as a separate field of study, since the future lies in the optimum resource
utilization.
To develop human resources with the basic competence in and sound understanding of
the theory and practice of Project Management.
To introduce students to the purpose, principles, problems and challenges, concepts,

techniques and practice of the Project Management and its various facets: impart skills in
Project Planning, execution and control methods, introduce students to Project
Management Software and application
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
UNIT VI
Project Management in Retrospect:-Project Management as a

discipline, Project Management A vehicle for Value creation,
Role of a Project Manager
Linking Strategy to Project Management:- Project Selection
Techniques (Project Feasibility & Detailed Project), Project
Financing, Project Cost Management (EVM)
Advanced Concepts, Tools & Techniques: - Project Time
Management Techniques, Project Quality Management, TOC &
CCPM
Global Procurement & Managing relationships:- Procurement Management (including Global Procurement
Management), Managing Customers, contractors & subcontractors
Project Leadership & Managing Human Resource:- The
organizational & managerial control, Building the Project Team,
Leading Effective Teams, Motivation Theories Applications
Risk Management :- Concept of risk & risk management, Project
risks identification and their impact, probability matrix,
(4 Sessions)
(4 Sessions)
(7 Sessions)
(6 Sessions)
(4 Sessions)
(5 Sessions)

*
**
analyzing and prioritizing risks, planning of risk management,

risk register, risk responses, monitoring & control
Text Books:
Chandra, P. (2009). Project Management. New Delhi: New Age International (P) Ltd.
Publishers
Nagarajan, K. (2010). Project Management. New Delhi: New Age International (P) Ltd.
Publishers
Reference Books:
Choudhury, S. (2004). Project Management. New Delhi: Tata McGraw-Hill Publication.
Cleland, D. & Ireland, L. (2010). Project Management. New Delhi: Tata McGraw-Hill
Publication.
Heerkens, G. (2010). Project Management. New Delhi: Tata McGraw-Hill Publication.
Heerkens, G. (2010). Project Management: 24 Steps to Help You Master Any Project.
New Delhi: Tata McGraw-Hill Publication.
Horine, G. (2009). Absolute Beginner's Guide to Project Management. 2nd Edition. Que
Press
Newton, R. (2008). Project Management Step by Step: How to Plan and Manage a
Highly Successful Project. 1st Edition. FT Press.

Course Outline
Demand & Business Forecasting
Year: II
Preamble: This course provides an introduction to the functional area of production and
operations management, with special reference to forecasting. It includes various models for
forecasting models used in real world, which will be discussed with softwares.

Upon successful completion of this course, students would be able to:
Explain the importance of forecasting.
Explain the types of forecasting models.
Solve forecasting problems with softwares.
Concept, objective and classification of Business forecasting,

Characteristics of Good Forecast, forecasting accuracy,
UNIT I constrained forecast, Forecast Value Added (FAV) analysis,
Design of forecasting system. Concept of Demand forecasting,
Demand Volatility.
Models of Demand Forecasting: Extrapolative, Causal and
UNIT II Subjective judgmental models. Sources of data for forecasting.
Selection of forecasting method: Selection Tree.
Judgmental forecasting Method: Concept and scope. Tools:
UNIT III Executive opinions Delphi technique, Sales forces polling,
Consumer surveys.
(7 Sessions)
(5 Sessions)
(3 Sessions)
Extrapolative forecasting Method: Moving average, Exponential
Smoothing, time series, components extraction. Trend equation
UNIT IV analysis. ARIMA model and Box-Jenkins approaches of (5 Sessions)
forecasting.
Causal forecasting Method: Multiple regression model for
forecasting, using EXCEL and SPSS soft-wares. Focus
UNIT V Forecasting technique, Collaborative Planning Forecasting and (6 Sessions)
Replenishment (CPFR) model.
Forecasting errors: Concept of forecasting error, Sources of
UNIT VI errors, various measurements of forecasting error-RSFE, MFE, (4 Sessions)
MAD, MSE, MAPE, TS.
*
**

Text Books:
Bedi, Kanishka. (2007). Production & Operations Management. Oxford University

Press..
Reference Books:
Everet, Adam Jr. (2004).Production and Operations Management .Prentice-Hall.
Ashwathapa, K. & Shridhara, Bhat, K. (2007). Production and Operations Management.

Himalaya Publishing House
Chunawala & Patel. (2007) Production and Operations Management. Himalaya

Publishing House.
Mahadevan, B. (2008). Operations Management-Theory and Practice. Pearson Education.
R, Panneerselvam. (2005). Production and Operations Management. New Delhi: PHI
Case Studies:
Air Traffic Forecasting by Airbus
Bedi, Kanishka. (2011). Production & Operations Management (pp 686-692). Oxford
University Press.
Suggested Websites :
http://www.sciencedirect.com
http://www.emeraldinsight.com
http://fisher.osu.edu/jom
http://www.elsevier.com
http://www.poms.org

Course Outline
Operations Strategy
Year: II
Preamble: This course provides a framework to describe and formulate an operations

strategy , understand and evaluate the key decisions in operations that have a substantial
impact on a firm's competitive position. Thus, the word strategy has two connotations:
formulating an operational strategy (long-term plan) and making strategic (important)
operational decisions.. The course will also examine today's critical strategic issues such as
outsourcing and globalization. Beyond integration of manufacturing decisions with business
strategy, manufacturing and operations strategy emphasizes the concept of operations as a
source of competitive advantage. Using the broad notion of manufacturing, a company's
strength in manufacturing and operations can be the basis of competitive position. A
competitive advantage can accrue through superior product development, cost, quality,
features, etc.

Develop students' understanding of the strategic impact of operating decisions and the tradeoffs inherent in these choices.
Introduce students to the basic components of an operating strategy, including architecture,
systems, and process technology.
Provide analytical tools and conceptual frameworks for both assessing and designing
operating strategies that fit with broader competitive goals of the company.
Stimulate critical thinking about emerging concepts and ideas in the field of operations
strategy.
OPERATIONS STRATEGY & COMPETITIVENESS:
UNIT I
Operations Management in Modern ERA, operations Strategy-Concept,

The operations strategy matrix, Framework for Operations Strategy in
Manufacturing and Services. Operations performance objectives
(4 Sessions)
Measuring Operations Performance,
UNIT II
UNIT III
MANUFACTURING STRATEGY CONCEPTS: Manufacturing

Strategy(lean Manufacturing) , Capacity strategy-overall level of
operations capacity, Capacity change, Supply network strategyTraditional market-based supply, Partnership supply, Supply chain
instability, Network management-Coordination, matching supply
network strategy to market requirements
,
.
Process Technology strategy And Development & Improvement :
Suitable dimensions for characterizing process technology, Evaluating
process technology-Evaluating feasibility, Evaluating acceptability,
(5 Sessions)
(6 Sessions)

Evaluating market and resource acceptability, Evaluating vulnerability.
Improvement Strategy Process Improvement , Importance
performance mapping, The sand cone Theory
UNIT IV
UNIT V
UNIT VI
DEVELOPING OPERATIONS STRATEGY: Deploying

capabilities in the market ,The strategic importance of
product and service development, Product and service
(6 Sessions)
development as a process
Checking markets, Outcome of Market debate Order Winners,
Order Qualifiers.
SUSTAINABLE
ALIGNMENT FOR OPERATIONS
STRATEGY: Sustainable Alignment, Formulation models for
alignment, practical challenges of formulating operations
strategies, New approaches to operations-Waste elimination,
Business process Reengineering
Quality as strategic factor CAD/CAM/CIM, Delivering Value
to customer.
INFRASTRUCTURE DEVELOPMENT: operations

implementation, Implementation risk market and
operations performance becoming out of balance, Forms of
organisation structure
(4 Sessions)
(5 Sessions)
Importance, issues involved organizational issues operational

approaches to improving delivery system, controlling operations
**
Text Books:
Slack and Lewis. (2003). Operations Strategy. Prentice Hall.
Hill Irwin. (2002) Manufacturing Strategy. McGraw-Hill.
Miltenburg.(1995). Manufacturing Strategy: How to formulate and implement a winning
plan. Productivity Press.
Reference Books:
Hayes, Pisano and Upton. (2008)Strategic Operations: competing through capabilities .The
Free Press.
David Garvin. (2009)Operations Strategy. Prentice Hall.

Course Outline
Business Intelligence
Course Code: MBA 7482 Year: II
Trimester: IV
Max. Hours: 30
Preamble: Organizations rely on computer-based information systems for capturing, analyzing,

and distributing the information required to develop, implement, and evaluate corporate strategies
in all functional areas. Managing data as a corporate resource requires a deep understanding of
business processes and of the underlying structure of the data needed to support them.
Business Intelligence is a set of methodologies, processes, architectures, and technologies that
transform raw data into meaningful and useful information used to enable more effective strategic,
tactical, and operational insights and decision-making. The focus of this course is on concepts
central to the management of data resources and the development of business intelligence
capabilities.
COURSE OBJECTIVES:
UNIT I
UNIT II
UNIT III
To provide the student a solid understanding of modern information system.

To provide a basic understanding of the concept of business intelligence from both a
technical and a person/organization perspective.
To clarify the role of business intelligence to gain business advantages
Introduction
Introduction to Information Systems and Business Intelligence, business
pressures- response-support model, components, benefits and applications,
(5 Sessions)
business intelligence processes, costs, fitting BI with other technology
disciplines issues and future of Business intelligence
Business intelligence architectures
Business intelligence architectures, cycle of a business intelligence analysis,
Enabling factors in business intelligence projects, Development of a
(5 Sessions)
business intelligence system, successful Bi implementation, major tools and
techniques, Ethics and business intelligence
BI Concepts
Data Sources, ETL - Data Transfer Processes, Data Repositories, Final User
Tools
Definition of data warehouse, Data warehouse architecture and process, data
(5 Sessions)
warehousing - development, implementation, administration and security
issues, The role of mathematical models for decision making Data
Warehouse Processes - Query and Reporting, Executive Information
Systems (EIS)
UNIT IV
Data Mining
Fundamental Concepts, Data Mining process, Data Mining Techniques,
Data Mining Issues and Challenges, The Business Context of Data Mining
(5 Sessions)

UNIT V
UNIT VI
*
**
- Data Mining for Process Improvement, Marketing, Data Mining for

Customer Relationship Management, Data Mining as a Research Tool
BI and strategy
Business intelligence capabilities, BI tools and vendors, technologies
enabling business intelligence, BI implementation and integration issues,
Business Performance Management technologies and applications
Competitive Intelligence
Concept and importance, Factors influencing CI, sources of CI, framework
for competitive analysis, Market research as a source of CI, analysis and
verification of intelligence, ethical issues
(5 Sessions)
(5 Sessions)

Text Books:
Turban E, Sharda R (2007), Business Intelligence: A Managerial Approach, Pearson

Prentice Hall
Carlo Vercellis (2009), Business Intelligence: Data Mining and Optimization for
Decision Making, John Wiley and Sons

Course Outline
Marketing Research
Year: II
Trimester: V
Max. Hours: 30
Preamble: This course addresses the use of research tools as an aid in analysis and making
marketing decisions specifically, how the information used to make marketing decisions is
gathered and analyzed.
To introduce the student to marketing research.

To have understanding of the various research designs.
To be aware of the different sources of marketing data and the process of gathering such
data.
To prepare the student for conducting marketing research studies.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
UNIT VI
Introduction: Definition, Objective, Application and Limitation of

Marketing Research, Marketing Information System, Marketing
Research Process.
Research Design: Overview of Research Designs used in
marketing.
Primary and Secondary Data: Advantages & Disadvantages of
Primary Data & Secondary Data, Overview of Secondary Data,
literature review, sources available in India.
Introduction to basic Methods of Collecting Data like
Questionnaire Method and Observation Method, Process and
guidelines for preparation of Questionnaire.
Measurement and Scaling: Types of Scales, Difficulty of
Measurement, Sources of Error, Development of Marketing
Measures.
Introduction to selected Attitude Scales, Limitations of Attitude
Measurement.
Sampling: Introduction to Sample and population, Various
Techniques of Sampling, Problems associated with Sampling.
Data Processing and Analysis: Introduction to SPSS, coding and
feeding of data in SPSS.
Research designs- Descriptive, Causal, Exploratory and Data
Analysis through SPSS. Brief overview of multivariate data
analysis techniques and application of common techniques like
exploratory factor analysis, correlation and regression through
SPSS.
Report Preparation: Layout of Research Report.
Introduction to APA format of referencing for Books, Journal
papers, Newspaper, Internet Sources and Magazines.
(5 Sessions)
(5 Sessions)
(5 Sessions)
(5 Sessions)
(5 Sessions)
(5 Sessions)

*
**
Note:
a.
b.
c.
d.
e.

Relevant Case Studies should be discussed and presented in the class.

Practical problems should be discussed, analyzed and solved wherever applicable.
Students should be exposed to relevant softwares like SPSS.
A mini-project after completion of the second unit should be given to students in group of
There should be presentation and evaluation of the same in the class.
Text Book:
Malhotra & Dash. Marketing Research, Pearsons Education, New Delhi.

William G., Zikmund and Babin Barry J. Essence of Marketing Research, Cengage
Learning.
Reference books:
Beri, G.C. (2010). Market Research. New Delhi, India: Tata McGraw Hill.
Cooper, Donald, R., & Schindler, Pamela, S. (2007). Marketing Research: Concept and
Cases. New Delhi, India: Tata McGraw Hill.
Burns, Alvin, C., & Bush, Ronald, F. (2007). Marketing Research. Delhi, India: Pearson
Education.
Suggested Journals:
Journal of Marketing Research

International Journal of Research in Marketing

Course Outline
Sales and Distribution Management
Year: II
Trimester: V
Max. Hours: 30
Preamble: It is a course designed to give marketing students, an overview and

understanding of sales and distribution function in business and other disciplines. It discusses
various aspects of the sales function ranging from various sales organization structures to the
role of the sales manager in improving sales by hiring, training, motivating and leading the
sales force. The second half of the course deals with the distribution function and discusses
logistics and channel management.
Appreciating the inter-dependence and relationship amongst channels of distribution.

Understanding how sales and distribution fits into the big picture of marketing and how
these aspects can be combined to achieve organizational goals.
To analyze decision alternatives and planning and implementation of Sales and marketing
programs
To analyze selection, motivation of channel members and managing conflict.
Introduction to Sales Management, Difference between sales and

marketing, Styles of selling, Personal Selling and Process of
(5 Sessions)
UNIT I Personal Selling, Qualities of a Successful Salesman, and Goals
in Sales Management.
Analyzing Market Demand and Sales Potential, Preparation of
UNIT II
(5 Sessions)
Sales Budget, Sales Quota and Designing Sales Territories.
Sales Organization, Designing the Structure and Size of Sales
UNIT III
(5 Sessions)
Force, Recruitment and Selection of Sales Force
Motivating, Training and Compensating the Sales Force,
UNIT IV
(5 Sessions)
Evaluation and Analysis of sales force.
Distribution Channel: Introduction, importance, types, functions,
and design of Channels.
UNIT V
(5 Sessions)
Overview of Channel Management decisions, Channel conflict
and resolution.
International Channels of Distribution.
Major modes of transportation, Multimodal Transport SystemUNIT VI Overview, Containerization, Multimodalism in India.
(5 Sessions)
Third Party Logistics- Service providers, Risks of Outsourcing
and risk management.
*

**
Text Book:
Jobber, D. & Lancaster, G. (2008). Selling and Sales Management. New Delhi: Pearson
Education.
Still, Richard R., Cundiff, E. W. & Govoni, N. (2007). Sales Management Decision,
Strategies and Cases. New Delhi: Pearson Education/Prentice Hall of India.
Spiro, R., Stanton, W. and Rich, G. (2003). Management of a Sales Force. New Delhi:
McGraw Hill.
Reference Books:
Kapoor, S. K., & Kansal, P. (2006). Basics of Distribution Management. New Delhi:
Prentice Hall of India.
Rosenbloom, B. (2008). Marketing Channels: A Management View. New Delhi:
Thomson Learning.
Dalrymple, D. J., Cron, W. L. & Decarlo, T. (2005). Sales Management. New Delhi:
John Wiley & Sons (Asia) Pvt. Ltd.
Journals:
Journal of Sales Management and Personal Selling.

International Journal of Physical Distribution & Logistics Management

Course Outline
Rural Marketing Management
Year: II
Trimester: V
Max. Hours: 30
Preamble: The objective of the course is to provide conceptual understanding on the Rural
Marketing with special reference to Indian context and develop skills required for planning of
Rural Products. This course give immense opportunities to understand the rural sector
marketing strategies, and marketing of both agricultural and allied sector products in rural
areas.
To create awareness about the applicability of the concepts, techniques and processes
of marketing in rural context.
To familiarize with the special problems related to sales in rural markets.
To help understand the working of rural marketing institutions and agricultural
products.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
UNIT VI
Introduction to Rural Marketing: Rural Marketing : Definition,

Characteristics and Dimensions of Rural Markets , Image of
Indian Rural Marketing and Approach to Rural Markets of India,
Rural Market Profile, Rural Market in India, Size and Scope
,Environment of Rural Markets in India, Constraints in Rural
Marketing and strategy to overcome the constraints.
Rural Consumer Behaviour: Factors affecting Rural Consumer
Behaviour, Socio-cultural, Personal, Psychological Factors,
Buying Decision Process, Buying Behavior Pattern, Buying
Evaluation Procedure, Brand Loyalty, Innovation Adoption,
Challenge.
Rural Marketing Strategies:
Segmentation, Targeting,
Positioning for rural market, Product strategies, Pricing strategies,
Distribution strategies, Promotion strategies.
Rural Market Research: Rural Vs. Urban market research,
Marketing Research Process, Planning the rural research,
Research tools for rural market, Field procedures and rural
realities, Limitations & Challenges in Rural Marketing Research.
Rural Marketing Communication: Importance of Rural
Marketing Communication, Rural Communication Media, Types
of Rural Communication, Challenges of Rural Communication,
Ways to Achieve Effective Rural Communication.
Rural Marketing Network: Intermediaries in the Rural
Distribution Channel, Rural Marketing Institution, Corporate
Presence in Rural India, Problems in Agricultural Marketing,
(5 Sessions)
(3 Sessions)
(7 Sessions)
(4 Sessions)
(4 Sessions)
(7 Sessions)

*
**
Marketing of Agricultural Input and Non-farm Products, Role of

Government in Rural Marketing
Text Books:
Pandey, M., and Tewari, D.(2010) The Agribusiness Book: Analysing South Asia.
Lucknow. India: IBDC Publisher.
Gaikwad, V. R. (1973).A search for the Rural Consumerin New Opportunities in Indian
Agriculture. Indian Institute of Management, Ahmedabad: Wheeler Publishing.
Gopalaswamy, T.S. (2010) Rural Marketing: Enviroment, Problem and Strategies. New
Delhi, India: Vikas Publishing.
Velayudhan, S.K. (2011). Rural Marketing: Targeting the Non-urban Consumer. New
Delhi, India: Response Books.
Reference Books:
Philip Kotler: Marketing Management, Analysis, Planning Implementation and Control.
Barkar, J.W.: Agricultural Marketing, Oxford University Press, New York.
Jha, S.M. & Singh, L.P.: Marketing Management in Indian Perspective, Himalaya,
Bombay.
Jonathan Reuvid, Guide to Rural Business (Kogan Page) 2003.
Brown Ben, Practical Accounting for Farm and Rural Business (Lavoisier) 2003.
Suggested Journals:
Indian Journal of Marketing- Associated Management Consultants
Journal of Marketing Management ICFAI University Press

Course Outline
Change Management
Year: II
Trimester: V
Max. Hours:30
Preamble: Change management is a systematic approach to dealing with change, both from the
perspective of an organization and on the individual level. Successful adaptation to change is as crucial within
an organization as it is in the natural world. A proactive approach to dealing with change is at the core of all
HR activities in the contemporary business environment. This course is designed to help students understand the
common approaches to bring about planned changes into the organization and how best implementation can
be done through cultures, structures, leadership and other systems.
To enable students understand variety of approaches to managing organizational

change.
To make them acquire knowledge, skills and tools that enable a leader/organization to
facilitate change in a pro-active participative style.
Identifying the roles of change agent in the process of change within the organization,
examining the barriers to successful implementation, and demonstrate ability to
analyze internal and external threats.
UNDERSTANDING CHANGE
UNIT I
Organizational Change: Introduction, Types of change, Forces of

change: Internal and external, theoretical framework of
organizational change: life cycle theory, teleological theory,
dialectical theory, evolutionary theory.
(5 Sessions)
UNIT II
Perspectives on organizational change: Contingency and resource

dependence, population-ecology, institutional, evolutionary.
Strategic change, stakeholder and congruence analysis, PESTLE
analysis
(3 Sessions)
Organisation Development- overview, managing the OD process,

Action research, OD interventions types and expected results.
Recent approaches to OD and change
Models of change: Introduction, Classical and systems paradigm.
Process based change models: lewins model of change, planning
UNIT III model, model of change management process, Integrative model
for planned change, Scheins model of change.
Content Based models: the dissipative equilibrium model, Burke
Litwin model. Integration of change models: Leavitts model,
Nadler and Tushmans model and managing change model.
Punctuated equilibrium model
(7 Sessions)

IMPLEMENTING CHANGE
Resistance to organizational change: Concept, Nature, factors
contributing to resistance, mechanisms underlying resistance, the
UNIT IV behavioural elements, cognitive and affective processes, (4 Sessions)
suggestions to managing resistance to change.
Role of change agents and leadership: Introduction to change
agents, Role of HRD in managing change, level 5 leadership.
UNIT V Implementing organizational change: Introduction. Delta (5 Sessions)
technique, Skills for managing change, Strategy for organizing
change.
Organizational culture and change
Culture: Introduction, nature, levels, patterns of work culture.
Formal and informal components of organizational culture,
UNIT VI functions of organizational culture and change, researches on (6 Sessions)
cultural differences in organizations. Organizational culture
leadership and firm size. Emerging trends in organizational
culture.
END-TERM EXAMINATION
*
**
Text Book:
Change Management, concepts and applications, Radha R. Sharma,TMH

Managing organizational change, Palmer, Dunford, Akin, Tata Mc-Graw Hill edition
Reference Books:
Mirza S.Saiyadan, Organisational Behaviour,TMH, 2003, New Delhi.

Robert A Paton and James McCalman, Change Management: A Guide to Effective
Implementation 2/e.Response Books, New Delhi, 2000.
Sethi: Orgnisational Transformation Through Business Process Reengineering
Pearson Education.
Art Horn: Gifts of Leadership: Team Building through Focus and Empathy,
Macmillan India, 1998.
C.S.Venkataratnam: Negotiated Change -Collective Bargaining, Liberalisation and
Restructuring in India, Response Books, New Delhi, 2003.

Course Outline
Financial Derivatives
Year: II
Trimester: V
Max. Hours: 30
Preamble: Financial risk management has become one of the most important
aspects in recent times. With the advent of financial derivatives, this has become
relatively easy. At the same time, as financial derivatives work as double edged
weapons, a considerable large number of investors lost their money as they
wrongly used them. Hence there is a need to have a course on financial
derivatives to know how best they are used.
To make the students aware about various financial derivatives available
To evaluate how these financial derivatives are used to minimize risk
To learn how to formulate option trading strategies and execute them
To learn when to use a particular financial derivative
Derivat ives:
Definition and Origin of Derivatives
Type of Derivative Contracts: Forwards, Futures, Options &
Swap
UNIT I Participants in Derivative Market
Economic Function of Derivative Market Risk Management,
Market Efficiency, Price Discovery
Role of Derivatives in Hedging, Speculation & Arbitrage
Option Contracts:
Option Terminology, Comparison between Futures and Options,
Options Payoffs, Application of Payoffs
UNIT II Exotic Opt ions:
Asian, Bermudan, Compound, Binary, Barrier, Look back, Shout,
Chooser
Pricing o f Options: Variables affecting Price of Options,
UNIT III Binomial Model and Black-Scholes Model for Option Pricing
(5 Sessions)
(5 Sessions)
(5 Sessions)

Option Greeks: Delta, Gamma, Theta, Vega & Rho

Option Trading Strategies:
Long / Short Call, Long / Short Put, Covered Call / Put, Long /
UNIT IV Short Strangle, Long / Short Straddle, Collar, Spread, Long / (7 Sessions)
Short Call Butterfly, Long / Short Call Condor
Fundamentals o f Futures:
Difference between Forward & Futures, Futures Terminology,
UNIT V Margins, Daily Mark-to-Market and Final Settlement, Contango (5 Sessions)
and Backwardation
Payoff Matrix from Futures, Hedging with Futures
Swaps: Interest Rate Swaps & Currency Swaps
Credit Derivat ives: Credit Risk & Rating, Collateralized Debt
UNIT VI Obligations (CDO), Credit Default Swaps (CDS)
(5 Sessions)
Regulatory Framework of Derivative Markets
*
**
Text Books:
Hull, J.C. (2001). Options, Futures and Other Derivatives. New Delhi: Prentice Hall of
India Limited.
Reference Books:
Gupta S. L. (2010). Financial Derivatives. New Delhi: Prentice Hall of India Limited.
Arditti, F.D. (1996). Derivatives: A Comprehensive Resource for Options, Futures,
Interest Rate Swaps and Mortgage Securities, Washington, D.C.: Island Press.
Johnson, P.M. (1999). Derivatives: A Manager's Guide to the World's Most Powerful
Financial Instruments. USA: McGraw-Hill Professional
Kolb, R.W. & Overdahl, J.A. (2003). Financial Derivatives. New York: Wiley and Sons.
Miller, M.H. (1997). Merton Miller on Derivatives, New York: Wiley and Sons.
Somanathan (1998). Derivatives: Markets, Valuation, and Risk Management, New Delhi:
Tata McGraw-Hill
ISMR 2009, www.nseindia.com
Fact Book, www.nseindia.com
Derivatives Market Dealers Module, www.nseindia.com
Capital Market Dealers Module, www.nseindia.com
Suggested Journals:
Review of Finance

Review of Derivatives Research

Case Folio: ICFAI
Course Outline
Microfinance
Year: II
Trimester: V
Max. Hours: 30
Preamble: The subject intends to deliver the comprehensive knowledge of Microfinance in

Indian context with a lot of focus on its practical implication. The course intends to provide a
thorough knowledge of the concept of microfinance and how microfinance institutions work,
including the operational aspects of an SHG/ MFI and to build up the financial literacy of the
students aspiring careers in microfinance and SME sector.
To provide a thorough knowledge of the concept of microfinance and how microfinance

institutions work, including the operational aspects of an SHG/ MFI.
To build up the financial literacy of the students aspiring careers in microfinance and SME sector.
UNIT I
Perspectives of Microfinance:
Microfinance, Need of Microfinance, Evolution and Character of
Microfinance in India, Microfinance Product Portfolio, Key
Principles of Microfinance
Dilemmas in Contemporary Microfinance Functioning
Microfinance as a Tool for Development; India, MDGs and
Microfinance
(6 Sessions)
UNIT II
Microfinance Delivery Methodologies:

Self Help Group Model, Federated Self Help Group Model,
Association Model, Community Banking Model, Grameen Bank
Model, Cooperative / Mutually Aided Cooperative Model,
Rotating Savings and Credit Association (ROSCA), Non
Banking Finance Company (NBFC) Model (BASIX)
(5 Sessions)
Emerging Microfinance Issues:

UNIT III Legal and Regulatory Framework, Emerging Issues
Impact Assessments and Social Assessments of MFIs
(4 Sessions)

SHG-Bank Linkage Programme:

Overview, Evolution, Need, Models of Linkage between Banks
UNIT IV and Self-Help Groups, Impact, Progress, Promotional Initiatives,
Issues in SHG Bank Linkage Programme, Challenges
(3 Sessions)
Operational aspects of Micro Finance (I)

Accounting and Financial Reporting, Financial Analysis,
Revenue Model, Operating Costs and Efficiency, Products and
Services, Risk Management, Credit Bureaus and Credit Scoring
(6 Sessions)
Operational aspects of Micro Finance (II)

Basics of Banking, Priority Sector Norms of Lending,
UNIT VI Commercial Banks as Micro lenders, The Technological Base:
Payment Systems and Banking Software, Building the Market
for Investing in Microfinance
(6 Sessions)
UNIT V
*
**

Text Books:
Indian Institute of Banking and Finance. (2008). Micro-Finance: Perspectives and

Operations; Macmillan India Limited.
Panda D. K. (2009). Understanding Microfinance.; Wiley India Publication.
Reference Book:
Rhyne, E. (2009). Edition I. Microfinance for Bankers and Investors: Understanding the
Opportunities and Challenges of the Market at the Bottom of the Pyramid. Tata McGraw
Hill Publication, New Delhi.


Course Outline
Management of Financial Services & Institutions
Year: II
Trimester: V
Max. Hours: 30
Preamble: Finance is at the heart of corporate strategy. It provided the tools and language
which inform strategic choice, and prioritise which maximum shareholder value. For emerging
economies, financially educated students can help ensure that the financial sector marks an
effective contribution to real economic growth and poverty reduction.
This course will provide an insight of Indian Banking System, Mutual Fund Industry,
Insurance Industry and other financial institutions and services.
To give the students an sight into the principles, operational policies and practices of the
prominent Financial Markets and Institutions, their structure and functioning in the
changing economic scenario, and to make critical appraisal of the working of the specific
financial institutions of India.
Management of Commercial Banking Institutions (I):

Banking industry in India and its constituents, RBI introduction
UNIT I & major functions, commercial banks in the Emerging
Environment of Privatization and Globalization, Internet banking
and mobile banking.
Management of Commercial Banking Institutions (II):
Management of deposits of commercial banks, management of
UNIT II loans in commercial banks, Asset liability management,
Management of NPAs, Interest rate structure
Management of Financial Services:
Mutual Fund origin and growth of mutual fund, Constituents
UNIT III and management of Mutual Fund sponsors, trustees, AMCs and
custodian, Type of mutual fund schemes, benefits of mutual fund
as an investment option.
(5 Sessions)
(5 Sessions)
(5 Sessions)
Management of development Financial Institutions:
UNIT IV
Meaning and importance of development financial institutions.

IDBI, ICICI, IFCI, NABARD and SFCs introduction and
major objectives.
(5 Sessions)

Microfinance: Need, Evolution, Initiatives, Challenges, SHG

Bank Linkage Programme, Financial Inclusion
Micro Finance Institutions concept and services.
Merchant Banking and Venture Capital:
Merchant banking origin and development of merchant
banking in India. Importance of merchant bankers, guidelines of
UNIT V SEBI towards merchant banking.
(6 Sessions)
Venture Capital concept and importance of venture capital,
venture capital in India, guidelines for venture capital.
Management of NBFCs :
Non Banking Financial Institutions Activities and Role of
UNIT VI NBFC; Regulatory Framework of NBFC; Recent Development. (4 Sessions)
Leasing & Hire Purchase concept of lease & hire purchase,
lease vs. hire purchase, benefits to lesser and lessee.
*
**
Text Books:
Frank J. Fabozzi, F. Modigiliani, Foundation of Financial Markets & Institutions (Third

Edition), Pearson Education.
Meir Kohn, Financial Institutions & Markets, TATA McGraw Hill.
M Y Khan. Indian Financial System (Fourth Edition), TATA McGraw Hill.
Reference Books:
Bharti V Pathak. (2010). Indian Financial System. Pearson Publication

Course Outline
Tax Planning
Year: II
Trimester: V
Max. Hours: 30
Preamble: The subject intends to deliver the comprehensive knowledge of corporate

taxation in Indian context with a lot of focus on its practical implication. The tax system works
as an important mechanism for revenue generation of any economy. On the other hand, for
companies it is essential to explore the various taxation provisions to make the compliance of
norms along with minimizing the tax liability for the company as it forms an integral part of
the cost of deliverables. This course content comprises of corporate taxation system, taxonomy
and procedures in India. A global comparison of the taxation systems across the globe is also
included. Finally, outlook to Central Excise Duty, Customs Duty, Capital Gains Tax, Sales Tax
or Value Added Tax are also included to make it more relevant.
To provide students a comprehensive overview of the taxation system, procedures,

structures and their implications in terms of tax planning for individuals as well as
corporate
To develop analytical skills of students to acquaintance of the practical functioning of
taxation in corporate spectrum by extending the maximum practical exposure to students
Introduction to Taxation Basics

UNIT I
Introduction to Basic Tax Concepts

Evolution of Taxation System
Tax Planning, Tax Avoidance, and Tax Evasion
Residential Status of Assessee and its impact on Tax Liability
(4 Sessions)
Taxation for Individual (I)

UNIT II
UNIT III
Determinat ion of Taxable Inco me of Individual: Income from

Salary, Income from House Property, Income from Business or
Profession, Income from Capital Gains, and Income from Other
Sources
Taxation for Individual (II)

Deductions from Gross Total Income, Computation of Tax
(7 Sessions)
(4 Sessions)

Liability, Permanent Account Number, Filing of Return, e-filing

of return, Assessment of Individuals.
Corporate Taxation (I)

UNIT IV
Depreciation, Set off and Carry forward of Losses, Deductions

and Reliefs under Income Tax Act, Taxation Structure and
Taxonomy in India, TDS Rates and Rules.
(4 Sessions)
Corporate Taxation Procedure (II)

UNIT V
Determination of Tax Liability of Company, Minimum Alternate

Tax, Tax on Distributed Profits; Filing of Return and Procedure
of Assessment; Appeals, Revision and Rectification.
(5 Sessions)
An Outlook to Relevant Corporate Taxes

UNIT VI A Brief Insight of Central Excise Duty, Customs Duty, Value (6 Sessions)
Added Tax, Wealth Tax.
*
**

Text Books:
Singhania, V. K. & Singhania, M. (2010). Corporate Tax Planning and Business Tax
Procedures. Taxmann Publication, New Delhi.
Mehrotra, H. C. (2010). Corporate Tax Planning. Sahitya Bhawan Publication.
Reference Book:
Bhatia, H. L. (2011). Public Finance. 27th Edition. Vikas Publishing House.

Course Outline
Global Strategic Management

Year: II
Trimester: V
Max. Hours: 30
Preamble: This course is grounded on the fundamental principles of strategic management

and focuses on strategy making in business corporations. Globalization of business has led to
the emergence of global strategic management. A combination of strategic management and
international business will result in strategies for global cooperation. It examines the firms
international strategies, the nature and form of international business arrangements, to
determine if they fit within the firms overall global strategic position.
To appreciate the major concerns and strategies of international businesses.
To understand and reorient the process of strategic management in International context.
To clarify issues which are of paramount importance for competitiveness in International

business operations
Introduction to Global Strategic Management: benefits and
risks of single country strategy, dimensions of global strategy,
motives and reasons for internationalization of firms, basic
UNIT I components of global strategy, drivers for global strategic (5 Sessions)
perspectives, competing pressures for Cost Reductions & Local
Responsiveness, value creation in business
Strategic Planning for international business: International
strategic management process; Approaches in formulating and
UNIT II implementing strategy; developing a strategic planning model for (4 Sessions)
MNCs; Global strategy framework, Sources of competitive
advantage of global companies
Competitive Strategies for International Business: Strategic
roles of subsidiaries types of subsidiary level strategies, and
UNIT III roles of corporate parent; Entry Decisions for International (6 Sessions)
Business; Timing of Entry, Mode of entry in Foreign Marketadvantages and disadvantages and, risks vs control,
Strategic Alliances: Motives for strategic global alliances;
strategic value of an alliance; partner analysis; Selection &
UNIT IV Structure of Strategic Alliance; criteria for successful alliances;, (5 Sessions)
Advantages of Strategic Alliances, Disadvantages of Strategic
Alliances.
International strategies-Implementation: selection of foreign
UNIT V market, implementation through structure culture and leadership, (5 Sessions)

global strategy structure relationship

International strategies-Control : Control Systems and
Incentives-Type of Control Systems, Incentive Systems for
UNIT VI control; Role of legal structure in controlling; designing an (5 Sessions)
effective monitoring and control system, ethical management in
MNCs
*
**
Text Books:
Deresky, H., (2007), International Management-Managing across borders and cultures,

PHI New Delhi.
Lasserre, P., (2007), Global Strategic Management, Palgrave MacMillan, Hampshire
Reference Books:
Cullen J. B., Multinational Management A Strategic Approach, South-Western, Ohio.
Sindhwani T. N., The Global Business Game A Strategic Perspective , MacMillan,

New Delhi
Daniels J. D., International Business Environment and Operations, Pearson

Education, New
Delhi.
Sanyali, R.N., International Management- A Strategic Perspective, PHI, New Delhi
Clegg, S.R. (2006), Global Management Solutions, Sage Publications
Suggested Journals:
Global Business Review; International Management Institute
Journal of World Economic Review; Serial Publications, India.
IUP journal of Intellectual property rights; IUP, India
Foreign Trade Review, IIFT
Harvard Business Review

Course Outline
Export-Import Procedure and Documentation

Year: II
Trimester: V
Max. Hours: 30
Preamble: To make the student aware regarding the need, requirement and importance of
the export-import procedure and documentation to make them equip with the need and
requirement of industry.
The main objectives of this learning unit are to learn about different types of documents
used in international trade (import and export), which documents are usually required
by customs, the requirements for various documents and how to fill in these documents
correctly.
Analyzing the various classifications and requirements of export documents.
Learning what functions export documents perform.
Learning the different types of documents of origin that evidence the origin of goods.
Analyzing the various commercial and administrative documents.
UNIT I
UNIT II
Export Management- An Overview:

Introduction to Export management
Definition of Export, needs and benefits arising from
Export
Importance of Exports to India
Selecting of export market and product for export.
Direction of Exports from India
Trend in Indias Export.
Types of exporters
Reasons for Indias poor share in world trade
Institutional Infrastructure for Export promotion:
Institutions for financing exports- EXIM Bank. ECGC.
Commodity Boards. Export Promotion Councils.
IIFT, Federation of Indian Export Organisation.
Indian Council of Arbitration. Export Development
Authority.
Agricultural and Processed Foods Export Development
Authority
SIDBI
(6 Sessions)
(4 Sessions)

Export Procedures
Introduction , Stages in Export Procedure
Excise clearance procedure
Role of custom House Agents
Shipping and custom formalities
UNIT III
Marine Insurance
Negotiation of Export Documents
Realization of export proceeds
ISO 9000 certification
Export Documentation :
Defining Export Documentation :- Main Commercial
Documents and Additional Commercial Documents
UNIT IV
Means of export (sea, air, post, courier, ICD, etc) and
documentation required.
Instruments of payment and various Incoterms
Export Finance :
Pre-shipment Finance and Post-shipment Finance
UNIT V
Special Financial Facilities
Export Pricing, Mechanism of Price Fixation
(5 Sessions)
(5
Sessions)
(3 Sessions)
Import Management in a Developing Economy:

Import procurement, methods, and Import financing
Purchase contract, Import Canalization,
UNIT V
(7 Sessions)
Import under counter-trade,
Monitoring and follow up of import contracts.
*
**
Text Books:
Export Management (2010) by Khurana P.K., Galgotia Publications, New Delhi
Reference Books:
Export Management (2010) By T.A.S. Balagopal, Himalaya Publications, New Delhi
International Trade and Export Management (2010) By Dr.Francis Cherunilam,

Himalaya Publication, New Delhi.
Export Import Procedures & Documentation (2011) By By Jain Khushpat S.
Import/Export: How to Get Started in International Trade (2010) by Nelson C, Tata Mc

Grawhill, New Delhi.

EXPORT IMPORT MANAGEMENT(2010) By Paul Justin and Aserkar Rajiv, Oxford

Press, New Delhi.
Course Outline
International Logistics
Year: II
Trimester: V
Max. Hours: 30
Preamble: The Primary objective of the course is the presentation of international logistics
and its meaning for the transport. Students will learn about international supply chain
management, international logistics centers and the management of material.
New approaches for coordinating and working with suppliers and strategic partners in the
companys global supply chain
Aligning the incentives of the different players throughout the supply chain to develop
successful collaboration relationships
The scope of the procurement function: purchasing, supplier selection, evaluation and
management, and supply chain coordination
The role of logistics operators and 3PLs in the business and supply chain management:
justification of outsourcing projects in logistics, advantages and risks involved, required
steps for a successful transition to a logistics operator
Financial evaluation and supply chain metrics for management of the overall supply
chain.
Introduction to International Logistics:
Concepts, objectives and scope of logistics
Elements and importance of logistics
Relevance of logistics in international marketing
(4 Sessions)
UNIT I
Concept of International supply chain and logistics
Forms of Logistics management
Importance of Customer service in logistics
Types of Logistics :- Land, Sea and Air
Shipping Transportation structure and world sea trade
scenario:
Types of ships, shipping routes and Ship-liner and tramp
Organization of shipping company
Terminologies used in shipping industry.
UNIT II
(6 Sessions)
Classification & characteristics of shipping company
Volume and value of trade
Flags of convenience
Conference systems
Freight structure and practices :
Terminologies used in different freight structure
UNIT III
(5 Sessions)
Factors involved in ratemaking

Basis of freight rate structure

Various cost concepts involved in freight rates
Contracts of Affreightments
Types of sea freight rates: Linear and Tramp
Indian Shipping :
Shipping agents, freight forwarders and stevedore
Introduction, ports in India & Development in Indian
UNIT- IV
(4 Sessions)
Shipping.
Port Infrastructure development (PTI)
Shipping Association
Containerization :
Introduction to containerization
Concepts and types of container
UNIT V
(4 Sessions)
Inland Container Depot (ICD)
Indian container scenario
Problems and prospects of containerization
International Air Transport
and Information and
Technology role in International Logistics:
Concept and importance
Air cargo and tariff structure
International Air Transport Association (IATA).
UNIT VI
(7 Sessions)
Information and communication
Principles of Logistics Information
Logistics Information System Architecture
Logistics Information System Flow.
*
**
Text Books:
International Supply Chain Management (2010) by David A. Pierre, Cengage Learning,

New Delhi.
Reference Books:
International Logistics: Global Supply Chain Management (2010) By Long, Douglas,

Springer Publications, USA.
International Logistics Management (2010) By Misra Anuranjan and Tayal Anusha, AB
Publications, New Delhi.
A Logistics Approach to Supply Chain Managemen (1st Ed.) 2010, By Coyle J. John,
Langley John C., Gibson J. Brian, Novack A. Robert, Bardi J. Edward, Cengage
Publications, New Delhi
Suggested Journals :

Taylor And Francis :-International Journal of Logistics Research and Applications

Emerald :- International Journal of Logistics Management
Course Outline
Corporate Governances & Business Ethics
Course Code : MBA7504
Year: II Trimester: V Max. Hours: 30
Preamble: Corporate governance is a system of making Management accountable towards

the stakeholders for effective management of the companies. It is also concerned with the
morals, ethics, values, parameters, conduct and behaviour of the company and its
management. The importance of corporate governance lies in its contribution both to business
prosperity and to accountability. Good corporate governance is not just a matter of
prescribing particular corporate structures and complying with a number of hard and fast
rules - there is a need for broad principles, which can be applied to the varying circumstances
of individual companies. Understanding of Business Ethics provides a framework to maintain
fair practices, which build trust in the industry and help in long term growth of a company.
To provide an overview of current thinking and developments in the field of corporate

governance
To enable students critically examine the ethical dilemmas and to understand the
importance of ethical principles and governance in globalised economy.
To develop an understanding of ethics and values in the business community and their
relationship to corporate governance.
UNIT I
Corporate management: Understanding a corporate,

management vs. governance, corporate meetings,
Conceptual framework of corporate governance : Concept,
principles & need of Corporate Governance, Benefits of good
Corporate governance ,
Theories of Corporate Governance Agency Theory,
Stewardship Theory, Stakeholder Theory,
Models of Corporate governance the outsider & insider
model, US & UK ,Japanese and Indian model, Mechanism of
Corporate governance
(5 Sessions)

UNIT II
UNIT III
Corporate Governance Committees- Cadbury Committee on

CG1992, Hampel Committee 1995, Confederation of Indian
Industry (CII) 1996, Narayana Murthy Committee Report2003,
Dr. J.J.Irani Report on company Law 2005, Challenges & Future
of Corporate Governance in India.
Agents & Institutions in Corporate Governance -Role of
Board Of Directors (BOD), Roles, duties & Responsibilities of
Auditors, Auditors failures leading to corporate scams- The
Enron Debacle, Corporate governance in Indian banks,
Corporate Reporting, corporate Disclosure & Investors
Protection in India.
(5 Sessions)
(5 Sessions)
Corporate Social Responsibility-Concept, CSR and corporate
UNIT IV governance, CSR and business ethics, Drivers of CSR, (5 Sessions)
Environmental aspect of CSR, the Indian scene.
Business Ethics: values and ethics, benchmark of business
ethics, code of ethics for business managers, ethics committee,
UNIT V benefits from managing business ethics, developing a (5 Sessions)
comprehensive ethics programme.
Indian ethos and management learnings from religious scriptures
including Ramayan, Bhagwat Geeta and Bible etc.
UNIT VI Application of Ethics in various decision areas: ethical Issues (5 Sessions)
in marketing, operation, finance, human resource & Information
Technology.
*
**
Text Books:
Fernando, A.C. (2006),Corporate Governance: Principles Policies & Practices, Pearson

Education.
Reference books:
Mathur,U.C.,(2005),Corporate Governance & Business Ethics, Macmillian.
Christine,A.Mallin,(2008),Corporate Governance, Oxford.
Velasquez,(2007 ),Business Ethics: Concept & Cases, Prentice Hall.
Ferrel, L. and Ferrel, O.C.(2009), Business Ethics: A case perspective, Cengage learning.

Journals :
The ICFAI University Journal of corporate governance. www.iupindia.org
Journal of Human Values Management centre for Human values, IIM, Calcutta.
Course Outline
Project Management
Year: II Trimester: V
Max. Hours: 30
Preamble: Project consumes resources and project generates revenue. Hence projects are
the back bone of any economy. The range of activities that can be covered under the head
'Project' is so wide that it almost encompasses all economic activities. Project Management
deals with the identification of Project opportunities, formulation of profitable project profiles,
procurement of finance for the project implementation, scheduling of project activities in such
a way to complete the project with minimum cost possible cost/time, monitoring of the project
after its implementation.
Thus Project Management offers an interesting study of the resources utilization and is gaining
importance as a separate field of study, since the future lies in the optimum resource
utilization.
To develop human resources with the basic competence in and sound understanding of
the theory and practice of Project Management.
To introduce students to the purpose, principles, problems and challenges, concepts,

techniques and practice of the Project Management and its various facets: impart skills in
Project Planning, execution and control methods, introduce students to Project
Management Software and application
UNIT I
Project Management Overview

Project: Concept, Taxonomy, Project Development Cycle
Project Management: Project Management Concept & Phases,
Top Deliverables, Tools and Techniques for Project Management,
Role & Responsibility of Project Manager
(4 Sessions)
UNIT II
Project Initiation & Planning

Project Initiation: Project Idea Generation & Screening, Project
Rating Index, Market and Technical Analysis, Project Appraisal,
Cost Estimation, Project Financing
Project Planning: Project Scope Management, Identifying
Project Activities, Work Break Down Structure
(4 Sessions)

Project Analysis:
Situational Analysis and Specification of Objectives
UNIT III Conduct of Market Survey, Demand Forecasting, Uncertainties in
Demand Forecasting, Technical Analysis
Financial Estimates and Projections
(7 Sessions)
UNIT IV
Project Selection
Key Considerations in Project Selection
Risk Analys is in Projects: Sources, Measures and Perspectives
on Risk, Decision Tree Analysis, Sensitivity Analysis, Scenario
Analysis, Simulation Analysis, Break-Even Analysis, Hillier
Model,
Social Cost Benefit Analysis: Rationale for SCBA, UNIDO
Approach, Little-Mirrlees Approach
(6 Sessions)
UNIT V
Project Financing
Capital Structure, Sources of Short-term & Long-term Financing
Venture Capital, Raising Capital in International Markets
(4 Sessions)
Project Implementation
Project Planning & Control
UNIT VI Network Techniques for Project Management: CPM, PERT
(5 Sessions)
Post Completion Audits & Abandonment Analysis,
Human Aspects of Project Management
*
**
Text Books:
Chandra, P. (2009). Project Management. New Delhi: New Age International (P) Ltd.
Publishers
Nagarajan, K. (2010). Project Management. New Delhi: New Age International (P) Ltd.
Publishers
Reference Books:
Choudhury, S. (2004). Project Management. New Delhi: Tata McGraw-Hill Publication.
Cleland, D. & Ireland, L. (2010). Project Management. New Delhi: Tata McGraw-Hill
Publication.

Heerkens, G. (2010). Project Management. New Delhi: Tata McGraw-Hill Publication.
Heerkens, G. (2010). Project Management: 24 Steps to Help You Master Any Project.
New Delhi: Tata McGraw-Hill Publication.
Horine, G. (2009). Absolute Beginner's Guide to Project Management. 2nd Edition. Que
Press
Newton, R. (2008). Project Management Step by Step: How to Plan and Manage a
Highly Successful Project. 1st Edition. FT Press.

Course Outline
Industrial Relations and Trade Union
Year: II
Trimester: V
Max. Hours: 30
Preamble: Indian Industry is waking up to the challenges thrown in by market economy. To

survive in this highly competitive scenario, managers are being pressurized to improve quality,
to increase productivity , cut down waste and eliminate inefficiency. The collective efforts of
the employer and the employee assumed relevance in this context.
As the expression industrial relation and trade union by itself means relationship that emerges
out of day to day working and association of labor and management. The course aims to fulfill
the need for developing competency to handle IR issues.

To develop an understanding of the interaction pattern among labor, management and the
state.
To build awareness of critical issues in industrial relations and impart knowledge of the
contents of the labor laws to the stake holders.
UNIT I
UNIT II
UNIT III
Industrial Relations: Concept, Scope and Objectives,

Significance, Approaches, Principles of good industrial
relations, Role of State, Employers and the Unions in industrial
relation.
Trade Unionism and Industrial Relations: Labor movement,
Concepts ,Trade union movement, Development of trade
unionism in India, Functions and Problems of trade unions
The Trade Union Act, 1926
Definition of a trade union, Registration of trade union, rights
and privileges of a registered trade union, Duties and liabilities
of a registered trade union, regulations, penalties.
(5 Sessions)
(5 Sessions)
(5 Sessions)
UNIT IV
UNIT V
Industrial Disputes: Meaning, Causes and forms. Industrial

Relations machinery to solve industrial disputes: Works
Committee, Conciliation-Conciliation Officers--Board of
Conciliation Court of Enquiry, Arbitration, AdjudicationLabor Court-Industrial Tribunal - National Tribunal.
Workers Participation in Management: Evolution of
Concept, Objectives of W.P.M, Forms of Workers Participation
in India, Sachar Committee and Varma Committee on Workers
(6 Sessions)
(4 Sessions)

Participation. Necessary Conditions for effective working of

WPM,
Industrial relations in Major Industrialize Economies :An
Overview: Comparative study of Industrial relations in U.K,
UNIT VI Industrial relations in European Union, Industrial relations in (5 Sessions)
China, Industrial relations in Australia
*
**
Text Books:
Mamoria, C. B., Gankar, S.V., & Mamoria, S. (2010). 13th Edition. Dynamics of
Industrial Relations. New Delhi: Himalaya Publishing House..
Reference books:
Venkata, R. (2010). 13th Edition. Industrial Relations. New Delhi: Oxford University
Press.
Singh, B.D. (2010). Industrial Relations and Labour Laws. New Delhi: Excel Books.
Monappa, A. (2006). 1st Edition. Industrial Relations. New Delhi: Tata McGraw Hill
Publishing Company Ltd.

Singh,P.N.,& Kumar,N.(2010).Employee Relations Management. New Delhi: Pearson
Publication
Srivastava, S. C. (2003). 4th Edition. Industrial Relations and Labour Laws. New Delhi:
Vikas Publishing House Pvt. Ltd.
Journals :
Labor Law reporter.
The Indian Journal of Industrial Relations by Shri Ram Centre (for Industrial relation and
Human Resources), New Delhi Publication.


Course Outline
Managerial Counseling and Stress Management

Year: II
Trimester: V
Max. Hours: 30
Preamble: Stress affects just about every person, everyday of their lives. Many things can
cause stress and there are different ways of dealing with stress. The basic purpose of this
course is to assist individuals by providing an overview of the counselling processes and
techniques and creat a forum for practising the basic counselling skills. The course will also
help them to deal with stress and to make their own decision from among the choices available
to them for the purpose of enhancing their personal and professional effectiveness. This course
aims to understand the stress process and its relation to health issues and behavioural
effectiveness in organization.
Objectives of the course:
It aims to make the students clear about the role of managerial counseling at work place
in improving employees relations and their mental & physical health.
It aims to recognize the relationship of stress with individual performance and also to
study counseling as a therapy for stress free life.
UNIT I
Counseling Concept: Emergence and historical Development of

the Counseling Profession, Factors contributing to the emergence
of counseling, Types of counseling: goals and expectation,
Counseling process, evaluation of counseling and ethical issues.
Counseling and related fields: Psychotherapy, Clinical
Psychology, Hygiology. Modern trends in counseling.
Managerial Counseling at Work Place: Self-Development of

UNIT II Managers as Counsellors, Assertiveness and Interpersonal Skills
for Counsellors, Counselling Relationship, counseling outcomes.
Development of Counselling Skill: Introduction to the
Important Schools of Counselling, Psychoanalytic Foundations,
UNIT III Transactional Analysis, Gestalt Therapy, Rational Emotive
Therapy, Person-Centred Approach to Counselling, Nonverbal
Clues.
Selection of Counselling Strategies & Interventions in
Organisations: changing behaviour through Counselling,
empathy, Listening and responding, Effective Feedback,
UNIT IV
Performance Counselling, Counselling in Problem Situations,
Interpersonal Conflicts, Midlife Blues, Integration and Action
Plan.
Stress: types of stressors,purpose of stressors, long-term effects
UNIT V
(5 Sessions)
(4 Sessions)
(6 Sessions)
(5 Sessions)
(5 Sessions)

of stressors: physiological and psychological, specific

applications of stress as it relates to the workplace and different
target groups,Potential Sources of Stress at Work Place,
Relationship between Stress and Job Performance, Stress and
Personality.
Stress Management: Stress Management Model, Stress
UNIT VI Management Strategies: Individual and Organizational Coping (5 Sessions)
Strategies, Golden Principles to a Stress Free Life.
*
**
Text Book:
T1- Rao, S., & Narayana. (2006). Counseling and Guidance. New Delhi: Tata McGrawHill Publications.
Reference Books:
R1- Pareekh, U. (2007). Understanding Organization Behaviour. New Delhi: Oxford

Higher Education Publication.
R2- Singh, K. (2010). Organization Behaviour Text and Cases. New Delhi: Pearson
Publications.
R3- Decenzo, D. A., & Robbins, S. P. (2004). Personnel / Human Resource

Management. New Delhi: Prentice Hall India.
R4- Aswathappa, K. (2006). Human Resource Personnel Management. New Delhi: Tata
McGraw Hill.
Journals:
The IUP Journal of Organization Behaviour
HRD Review by The Academy of Human Resource Development

Course Outline
E-Business
Year: II
Trimester: V
Max. Hours:30
Preamble: This course will provide the students with an analytical and technical framework
to understand the emerging world of e-Business. E-Business poses both a challenge and an
opportunity for managers. As a matter of competitive necessity, savvy managers must gain an
understanding of the rapidly changing technology and business models. They need to develop
a basic understanding of how electronic business differs from real business setting. They
also need to acquire a hands-on knowledge of the underlying technological infrastructure in
order to have a clear idea of the business and organizations possibilities inherent in these
developments. This course will attempt to fill this need.
Evaluating the opportunities and risk factors involved in conducting e-Business.
Identify organizations processes and relationship that may have value added through the
application of an e-Business strategy.
Assisting in the incorporate of an e-business strategy into the organizations goal and
objectives.
Understanding the current state of e-business and the possible advantages and
disadvantages of an e-business strategy.
Aiding in the development of managerial e-business tactics and objectives for the
organizations supply chain management functions.
Exploring and explaining the legal and international implications of conducting eBusiness.
Analyzing and evaluating how the internet, e-business technologies, and e-business
concepts can assist an organize its goal and objectives.
Introduction, Background and Current Status, E-Business

(6 Sessions)
Architecture
Enabling Technologies, E-Business Infrastructure, e-Business
UNIT II
(4 Sessions)
Design, Capacity Planning, Performance Modeling
UNIT III e-Business Models, e-Marketing, e-CRM,
(5 Sessions)
UNIT IV e-Business Security / Payment Services, e-SCM, e-Procurement.
(5 Sessions)
UNIT V Knowledge Management, ERP, e-BusinessBackbone
(5 Sessions)
e-Business Strategy into action, Challenges, e-Transition and
UNIT VI Summary, Business Plan Presentation and Demonstration (5 Sessions)
Materialising e-Business: From idea to Realisation.
*
UNIT I

**
Text Books:
Dave Chaffey (2007). E-Business and E-Commerce Management Strategy, Implementation and
Practice . 4th Edition, Prentice Hall.
Daniel A. Menasc, Virgilio A. F. Almeida (2000). "Scaling for E-business: Technologies, Models,
Performance, and Capacity Planning" , Prentice Hall.
Reference Books:
Ravi Kalakota (2004) , "E-Business 2.0: Roadmap For Success" , 2nd Edition, Pearson Education
India.
Jawedkar, S. (2007). Management Information System. 3rd Edition. Tata McGraw-Hill Publication
Reference Journals:
Martin Utley and Dave Worthington Capacity PlanningR. Hall (ed.), Handbook of Healthcare System
Scheduling, International Series in Operations Research & Management Science 168, DOI:
10.1007/978-1-4614-1734-7_2, _ Springer Science+Business Media, LLC 2012
R. Amit And C. Zott Value Creation In E-Business Strategic Management Journal Strat. Mgmt. J., 2 :
493520 (2001) DOI: 10.1002/smj.187
Important Links:
http://www.kitkanpur.com/colleges/notes/erp_ch2.pdf
http://www.oracle.com/us/products/applications/best-pratce-email-market-wp-1560488.pdf
http://www.gs1.org/docs/mobile/GS1_Mobile_Com_Whitepaper.pdf
http://ifiptc8.org/asp/aspecis/20020067.pdf

Course Outline
Strategic Information System Planning
Year: II
Trimester: V
Max. Hours:30
Preamble: Strategic information systems planning (SISP) has been defined as the process of
identifying a portfolio of computer-based applications that will assist an organization in
executing its business plans and realizing its business goals. As a strategic plan, it includes
overarching vision, mission, and values statements for the department. SISP is an important
activity for helping information executives and top management identify strategic applications
and align IT with business needs.
To promote new and improved ways to solve technology problems without sacrificing
other guiding principles.
Helps students to implement new information services that represent value to customers.
Helps to incorporate metrics to measure performance and verify effectiveness of

information resources.
UNIT I
Key Issues in Information Systems Management and the role of

CIO, Analytical Framework for strategic IT initiatives, Value
chain analysis
(5 Sessions)
UNIT II
Sustaining competitive advantage by use of IT, Creativity,

Learning organizations, Managing in the Market Space
(4 Sessions)
National Information Infrastructure and IT Policy at the national

UNIT III level, planning for strategic IT resources, IS governance,
assessing ICT investments, development of information systems.
(6 Sessions)
UNIT IV
Role of Information Technology in business transformation
information partnerships. Managing the IT function, Outsourcing
IT function and Off-shoring.
(5 Sessions)
UNIT V
Knowledge Management Strategies, Evaluation and Risk

Management for Information Systems, Evaluating Business
Strategies and the use of Information Systems.
(4 Sessions)
UNIT VI
Enhancing decision making, The future of systems development,

Security and ethics: Protecting against intrusion and ensuring
system availability: Privacy issues; Legal and ethical issues.
(6 Sessions)
*
**


Text Books:
McNurlin, Barbara and Sprague, Ralph. (1998). Information Systems Management in
Practice. Upper Saddle River, NJ. Prentice Hall.
Strategic Information Management - Challenges and Strategies in Managing Information
System.
Reference Book:
Strategic Information Systems - Competition through Information Technologies.
Strategic Planning for Information Systems (Wiley Series in Information Systems).
Strategic Management and Information Systems: An Integrated Approach by Wendy
Robson.

Course Outline
System Analysis and Design/Business Modeling
Year: II
Trimester: V
Max. Hours:30
Preamble: This course provides an overview of various systems concepts, such as

characteristics and elements, in an organization. It also describes the various phases involved
in developing a new system and the role of the system analyst. Its discusses various steps and
tools used for gathering information that will be required for preliminary investigation. The
course identifies the types of feasibility analysis and the method to analyze the cost and benefit
of a project. Further, the course introduces the concept of system design and the
documentation tool required for the structured design of a system. Finally, the course
discusses the need and methods for system testing, quality assurance, project maintenance, and
software maintenance.
To promote the conceptual and skill based learning needed to understand the process of
analysing and designing information systems.
Understand the impact of information systems solutions in an organisation, both in terms

of the business and resources required to create them.
Systems Concept; Characteristics of a System; Elements of System;

Types of Systems; Decision Support, System; System Development
UNIT I
Life Cycle, Waterfall model, Iterative model, Prototype model,
Spiral model.
Phases of System development: Investigation, Analysis, Design,
UNIT II
Implementation, Post Implementation Review and Maintenance
Systems Planning and Investigation: Basis for Planning in Systems
Analysis - Dimensions of Planning, Initial Investigation, Needs
UNIT III
Identification, Determining the User's Information Requirements,
Feasibility Study, Feasibility Considerations
Steps in Feasibility Analysis - Feasibility Report, Tools of
UNIT IV Structured Analysis : Data Flow Diagram (DFD), Entity
Relationship Diagrams, Data Dictionary
UNIT V Process Modeling : Structured English, Decision Tree & Decision
(6 Sessions)
(4 Sessions)
(5 Sessions)
(5 Sessions)
(5 Sessions)

Table, Basics of Information Security, Types of Attacks, Viruses,

Virus Control, Hackers
Overview of Risks associated with Internet, Risk Management,
UNIT VI Disaster Recovery Plan, Managing Risk, Information Security (5 Sessions)
Policy, Creating a secure environment, Internet Security Standards
*
**
Text Books:
Elias, M.A. System Analysis and Design. Greater Noida: Galgotia Publication
Kenneth, E. K. & Kendall, J.K. System Analysis and Design. New Delhi: Prentice hall of
India
Reference Book:
Grienstein & Feinman. E-commerce Security, Risk Management and Control. New Delhi:
Tata Mc Graw Hill
Singh, B. Network Security. New Delhi: Prentice Hall of India

Course Outline
Legal Issue in Retails
Year: II
Trimester: V
Max. Hours: 30
Preamble:
The Primary objective of this course is to acquaint the students with the legal
requirements to be fulfilled in retail sector business. This course introduces students to various local
laws.

To make pupils aware of laws of land in retail sector so as to make them strong while
carrying out any responsibility in retail domain.
Definition of Retail, Importance of Law in Retail, Impact of non

compliance of law in retail on internal and external factors,
UNIT I Overview of The shops and establishments act, 1953, Standards (5 Sessions)
of Weight and Measures Act, 1976.
The Essential commodity act 1955, Agricultural produce market
UNIT II committee, Main features of The Payment of wages act 1936
(5 Sessions)
Main features of The provident fund act 1952
UNIT III Payment of Bonus Act, 1965, Minimum wages act
(5 Sessions)
Overview of Equal Remuneration act 1976, Overview of
UNIT IV Contract Labor Act,
(4 Sessions)
FDI Policy in India: Entry Options For Foreign Players prior to
FDI Policy, Franchise Agreements, Cash And Carry Wholesale
Trading, Strategic Licensing Agreements, Manufacturing and
UNIT V Wholly Owned Subsidiaries, Foreign Investors Concern (6 Sessions)
Regarding FDI Policy in India, Concerns for the Government for
only Partially Allowing FDI in Retail Sector ,
Overview of The Gratuity act 1972, Maternity act 1976,
UNIT VI Employees State Insurance Act, 1948
(5 Sessions)
*
**
Text Books:
Mamoria C.B., (2009). Dynamics of Industrial Relations. New Delhi Himalaya

Publishing House.
Reference Books:

Venkata Ratnam,C.S., (2010). Industrial Relation. 13th Edition. New Delhi: Oxford
University Press.
Srivastava,S,C., (2009). Industrial Relation and Labor Laws. 5th Edition. New Delhi:
Vikas Publication.
Suggested Journals:
Labor law reporter
Suggested websites:
www.indialawjournal.com

Course Outline
Retail Store Operation
Year: II
Trimester: V
Max. Hours: 30
Preamble: The retail operation is one of the most eminent tools aspiring the customers to
purchase the products offered by the retailers, influencing the perception formed by the
customer regarding the store, the products, services and staff. Consequently, the store itself
becomes an initial asset of the retail business and it plays a vital role in imbibing customer
satisfaction.
The subject aims to train student with practical retail skills and to motivate & foster
entrepreneurial spirit in them. By this subject students will have an understanding of the
mechanics of operating a retail store, sales and customer service and security, store
operations, handling cash, maintaining the store, and establishing policies and its procedures.
To develop the skill to manage store operations & make the store a profit centre.
To analyze the importance of customer service & practice it in real world.
UNIT I
Store basics: Store Operations: Nature, scope and significance of

store operations, Importance of store operations; Responsibilities
of store operations, Store maintenance, Grooming ,Cleanliness &
Hygiene,Instore Returns for Online Purchases, Space Selling,
Offer Updation,In Store Training, Trolley & Basket Management,
Fun Zone, Customer Entry Measurement, SM DM Briefing, Store
Notice Board
(5 Sessions)
UNIT II
Customer Services and Importance: Types of customer

services -Primary vs. complimentary services, Pre-transaction,
transaction and post-transaction, Services, Assessing customer
service expectations; customer life cycle analysis, Customer
Acquisition and Retention, Add on selling strategies, customer
loyalty and profitability of customer, Gift Wrapping, Baggage
Counter, In Store Communication, Free Gifts ,Gift Vouchers,
Customer Care Helpline, Home delivery system and its
management
(6 Sessions)
Store Operations: Deciding about store opening hour and days

policy, Parking and rest room services; Crche and cafeteria
Services, Shopping carts, trolley and elevator facilities, Consumer
UNIT III counseling and education, Trial facilities, Alteration, repair and
return services; Handling customer complaints and returns,
Statutory Record Maintenance, Unclaimed Baggage, Lost &
Found, Returnable Gate Pass.
(4 Sessions)

UNIT IV
Cash management: Cash Management: Billing/invoicing,

Cashiering Process, Cashiering Troubleshooting, Handling I-Doc
& Barcode Issue, Store Managers Discount payment and
checkout services, RFID, Customer credit services, Expense
control; Asset protection - Mechanism and control, Retail Audit
(6 Sessions)
UNIT V
Damages, Theft and Security: SIS concept and its

implementation, retail store Housekeeping & Security, Stock
Take Process, Shoplifting, Tagging Standards, Damage and
defective stock handling, Packaging and delivery services,
Mechanism for in store control and control of chain stores
(5 Sessions)
UNIT VI
Trash Management: Trash management Handling of scraps,

rejects, Perishables etc.Shrinkage, How to prevent shrinkage,
Avoiding Stock Damages, Stock in warding / Out warding,
Signage.
(4 Sessions)
*
**

Text Books:
Das, Abhijit.(2006). Mall Management with Case Studies. New Delhi: Taxmann.
Reference Book:
Berman, Barry & R, Joel. Evans. Retail Management; A Strategic Approach. New Delhi:
Pradhan, Swapan. Retailing Management- Text & Cases. New Delhi: Tata McGraw Hill
Bajaj, Chetan, Tuli, Rajnish & Srivastava, V. Nidhi. Retail Management. New Delhi: Oxford
University Press.
Lusch,F.Robert & Griffith, A.David. Retailing. New Delhi: Thomson Learning.

Course Outline
Store Design Layout and Visual Merchandising

Year: II
Trimester: V Max. Hours: 30
Preamble: SDLVM has been conceptualized to study retail management, particularly store
designing , visual merchandising. The paper insights the basic issues and challenges of
creating effective layouts, visual merchandise, store ambience to attract new set of consumers
and maximize the ROI.
To discuss the prevailing VM practices and training the students for more effective VM styles.
To provide an insight of store layouts, merchandising and display basics
To understand store planning.
UNIT I
Selection of Site for a Retail store: Store Location - Importance

of Location Decision, Selecting the Store Location, Evaluating
Specific Areas for Locations, evaluating a site for a Retail store,
Site Characteristics Site Evaluation & Site Selection.
(4 Sessions)
UNIT II
Trading Area Analysis: Trading Area Analysis (Catchment

Study), Trade Area Characteristics, Estimating Potential sales for
a store site Huffs Gravity model, Regression Analysis &
Analog approach, Negotiating a Lease Types & Terms of
Lease, Category of Merchandise to be sold in stores, Key
considerations in arranging merchandise for better movement &
Display in the store.
(5 Sessions)
Store Layout & Design: Objectives of a Good Store Design,

Types of Design (Circulation Patterns Grid, Loop, Racetrack,
Spine, Herringbone). Angles & Sightlines, Store Map, Store
UNIT III Exteriors (Marquee, Entrances, Door types, Walk Ways etc),
Store Interiors & Atmospherics (Lighting, Colors, Music &
Fragrance) Feature Areas, Space Planning.
(6 Sessions)
UNIT IV
UNIT V
Understanding Visual Merchandising & Display Basics: The
world of VM - History, Definition & Function, Image Mix, 10
Ways a Store can turn off its customers, Elements of Display,
Model-AIDCS-(All I Do Can Sell)-Is my display good, Display
& Design Basics, Principles of Design, Color Blocking,
Signages.
Store Planning & Fixtures: Store Planning & Fixtures-What is
store planning? Purpose of Planning Fixtures & Types of
Fixtures, Tips for Selecting & Planning Fixtures, Planograms-
(5 Sessions)
(5 Sessions)

Meaning & Purpose, Benefits, Implementation of a Planogram.

Merchandise Presentation- Meaning, Principles, Placement of
Merchandise & general Guidelines, Categories in Merchandise
presentation (Books, Stationery, Gift items, Shoes, Toys etc.),
Dominance Factor in Merchandise presentation, Cross
Merchandising, Presentation Techniques.
UNIT VI
Window Displays, VM-Hands On & Experiential Retail :

Window Display(WD)-Meaning, Scope & Designing process,
WD vis--vis Merchandise, WD-Types of Settings, Promotional
Vs Institutional display, WD-Elements of Construction , Styling
& its importance, Display Calendar, Handling the Mannequin,
Props, Lighting the Windows, Organizing an In-store event, VM
Tool Kit, Quality & Process in VM, SOPs.
(5 Sessions)
Experiential Retail - Brand Experience(Brand Centric to

Customer Centric), Experience Design Beyond VM.
*
**

Text Books:
Anuraag S. & Bhalla Swati, Visual Merchandising, New Delhi: Tata McGraw Hill, 2010.
Reference Book:
Levy Michael, & Weitz A Barton , Pandit A., Retailing Management, New Delhi: Tata
McGraw Hill, 5th reprint 2010.
Berman Barry & Evans Joel R., Retail Management; A Strategic Approach, New Delhi:
Prentice Hall of India, 2007
Martin M. Pegler; Visual Merchandising and Display, Fairchild Publications, 2006.

Course Outline
Developmental Projects and Impact assessment

Year: II
Trimester: V
Max. Hours: 30
Preamble: Developmental Projects and Impact assessment is an often under-recognized

component of our Environment System, which should consist a project which is developed
which an objective of long term sustainability and hence it impact assessment is a crucial
activity.
To know the process of developing a sustainable project.
To understand various financial issues relevant to development project.
To know various techniques of impact assessment of project.
UNI
TI
UNI
T II
UNI
T
III
The role of project formulation and appraisal in the Planning process- Methodology
for project identification and formulation: Preparation of Preliminary-studies,
Feasibility Reports and Detailed Project Reports. Appraisal of Project, Monitoring
of Projects- Reports: Review of project appraisal techniques adopted by financing
agencies
Financial cost-benefit analysis: cash flow techniques, Net present value, internal
rate of return. Benefit-cost ratio, etc., Exercises and case studies- Social costbenefit analysis: Tradeoff between efficiency and equity goals in project-appraisal,
measurement of direct and indirect costs and benefits in different sectors of-urban
and rural development
Risk and uncertainty in the project environment; sensitivity and profitability
analysis in the Indian context-Emerging trends in the decision making process with
respect to project appraisal and resource allocation at various levels of governmentLogical framework analysis
(5
Sessions
)
(5
Sessions
)
(5
Sessions
)
UNI
T
IV
UNI
TV
UNI
T
VI
*
**
Role of EIA in the Planning and decision making process- Definition and need,
evolution and objectives, tasks and scope- Methods of EIA; advantages and
limitations- Assessment of impacts on resources (Including air, water, flora and
fauna)
Assessment of impacts on Land use- Assessment of social and health impactsPublic Participation in EIA; definition and concepts, objectives, techniques,
advantages and limitation, PRA techniques.
Environmental policies and legislation: Legislative and environmental clearanc
e
procedures
in
India
and
other
countries,
sitting criteria
public participation, resettlement and rehabilitation.
(5
Sessions
)
(5
Sessions
)
(5
Sessions
)


Text Book:
Environmental Impact Assessment for Developing Countries: Asit K. Biswas.
Reference Book:
Environmental Impact Analysis Handbook
Environmental Impact Assessment
Air Pollution
Principles of Surface Water Quality Modelling and Control : R.V. Thomann and J. A. M
: G.J. Rau and C.D. Wooten
: L. Canter
: J.H. Seinfield
uller
Projects-Prasanna Chandra, Tata McGrahill Publication

Course Outline
Knowledge Management Techniques for Technology Management
Year: II
Trimester: V Max. Hours: 30
Preamble: This course aims to enable students to develop an appreciation and

understanding how such a technology can be put into practice on a significant commercial
scale. From an entrepreneurial perspective, the objective is for students to become effective in
managing all aspects of innovation and problem solving of the actual technology, and the
managing of people to elicit the best from the technology.

Appreciate the role of technology in the modern capitalist market economy
Understand the key aspects of intellectual property, complementary assets and

Commercialization strategies
Assess and develop the necessary critical factors in the introduction and management
of new technologies
Identify and evaluate opportunities for new technologies

Technology management concepts main technologies and their
characteristics. Technology and strategy, Distinctive
UNIT I technological competencies, Technology capability assessment,
Technology Management framework, Managerial functions of
TM.
Essentials of Knowledge Management, Learning organization:
components of learning organization, knowledge sources, and
documentation. Critical aspects of KM program, Strategic levers.
UNIT II Knowledge creation process and practices, knowledge
management tools and techniques- Infrastructure, Thinking,
Discovering, Organizing, Storing, Knowledge worker support.
Knowledge mismanagement.
Technology development and acquisition, forecasting, generation
and development.
Technology absorption and diffusion, absorption, assessment,
UNIT III evaluation, diffusion. Disruptive technologies.
System requirement and analysis. Technology Life Cycle,
Capability maturity model, Hype cycle.
(5 Sessions)
(5 Sessions)
(5 Sessions)
UNIT IV
Meeting technology needs for meeting competitiveness,

Application of knowledge for Technology strategy, road
mapping and technology portfolio.
Building the knowledge corporation and implementing
(5 Sessions)

knowledge management in organization, Knowledge based

techniques for TM- role of artificial intelligence techniques.
Technology and integrated KM, Factors Influencing KnowledgeBased Technology Management, knowledge maps locating and
UNIT V acquiring expert advice, technologies for knowledge sharing.
(5 Sessions)
Integrated systems and technologies, combining technology and
social aspects. Technology management in India.
Managing new generation technologies commercializing new
and innovative technologies invention innovation
intellectual property rights.
UNIT VI Competitive advantages through new technologies product
(5 Sessions)
development from scientific breakthrough to marketable
product. Technology leadership and followership, competing in
technology intensive industries- role of KM.
*
**
Text Books:
Knowledge Management- Elias M. Awad Hasan M. Ghazri, 2003, Pearson Education.

Handbook of Technology Management Gaynor, 1996, Tata Mcgraw Hill.
Reference Books:
Knowledge Management a resource book A Thohothathri Raman, 2004, Excel.

Knowledge Management Sudhir Warier, 2003, Vikas publications.
Leading with Knowledge, Madanmohan Rao, 2003, Tata Mc-Graw Hill.
Management of New Technologies for Global Competitiveness Christian N Madu,
1995, Jaico Publishing House.

[Course Outline
Management of Intellectual Property Rights
Year: II
Trimester: V
Max. Hours: 30
Preamble:
While running a business we usually come across with several inventions, innovations
and different news concept or business ideas. We also develop many models and frameworks which we
want to use for exclusive purpose. Sometimes it is observed that people invent new things and ideas but
due to lack of knowledge of the concept of intellectual property they do not understand its intellectual
value and later some other company acquire the exclusive rights to use it.
The Primary objective of this course is to acquaint the students to various intellectual property rights.
So when they will be in corporate they will be the key person to develop and manage intellectual
property.

To achieve a understanding of the complexities, opportunities in the field of intellectual

property
To learn how to register and acquire various IPs.
To develop the scientific temper and the spirit of inquiry and reform in students
Overview of Intellectual property rights: Concepts and Forms,

General Overview of Intellectual Property, Emerging Issues in
UNIT I Intellectual Property, Role of Intellectual Property in Growth and
Development, Intellectual Property Rights The Indian Scenario
Patents Law: Role of Patents in Promoting Invention, Innovation
and Technology, Paris Convention, Procedure for obtaining a
Patent, Patent Rights and Infringement
UNIT II Patent Cooperation Treaty (PCT) and Patent law Treaty (PLT)
Overview of Licensing and Assignment of Patents
Software Licensing, General public Licensing , Compulsory
Licensing
Trademark: Introduction to Trademarks, Trademark Assignment
and Licensing, International Treaties Affecting Trademarks, The
Madrid System.
UNIT III The Agreement on Trade Related Aspects of Intellectual Property
Rights, Importance of brands and the generation of goodwill
Trademark: A marketing tool , Trademark registration procedure,
Infringement of trademarks and Remedies available
Design Act And Geographical Act: Industrial Designs
UNIT IV Intellectual Property Rights for Layout Designs of Integrated
(4 Sessions)
(6 Sessions)
(5 Sessions)
(6 Sessions)

UNIT V
UNIT VI
*
**
Circuits , Concept of Industrial Designs

Registration of Designs
Piracy of registered designs and remedies
Geographical Indications,
IP in Cyber World, Impact of New Technology, Internet and
Domain Names, Domain Name Dispute Resolution, Use of
Marks on the Internet, Technology Advances and IPR, IP and
Biotechnology, Protection of Genetic Resources
Protection of Databases, Protection of Computer Software
IP Issues in Developing Countries, Protection of Traditional
Knowledge, Challenges and Opportunities for Developing
Countries, Economic Issues in IPR, Economic Benefits of IP
Protection
IP Management
Concept of IP Management
Valuation of Intellectual Property
Intellectual Property and Marketing
WIPO Copyright Treaty (WCT)
WIPO Performances and Phonograms Treaty (WPPT)
(5 Sessions)
(5 Sessions)

Text Books:
Satarkar,S.V, (2006) Intellectual Property Rights & Copyright.Delhi: Ess Ess Publications (ISBN:
8170003504
Sreedharan, Sunita K. (2008) An Introduction To Intellectual Asset Management.. New Delhi:

Wadhwa book company.
Reference Books:
Catherine Holland, Vito Canuso III (2010). Intellectual Property: Patents, Trademarks,
Copyrights and Trade Secrets. New Delhi: Mc Graw Hill
GANGULI, PRABUDDHA (2008) INTELLECTUAL PROPERTY RIGHTS. New Delhi: Mc

Graw Hill Aswattapa, K. (2003). International Business. 3rd Edition. New Delhi: Tata McGraw
Hill.
Suggested Journals:
Journal of Intellectual Property Law & Practice; Oxford University Press

International Journal of Intellectual Property Rights (IJIPR) (ISSN 0976-6529)
Course Outline
Advanced Inventory Control

Year: II
Trimester: V
Max. Hours: 30
Preamble: This course provides an insight to the functional area of inventory management,
as practiced in organizations. It includes various sophisticated tools and techniques for
managing the inventory. Students are required to make a review of fundamentals of inventory
management, supply chain management and business statistics.

After the completion of the course the students will be able to
Apply Probabilistic inventory models
Understand the management of special class items
Plan and control in multiechelon inventory system
UNIT I
Inventory Management: Inventory concept; need for inventory;

types of inventory, functions, use; Dependent and Independent
Demand
Strategic Inventory Management: Objectives and Importance of
the inventory management function in reference to Profitability,
Strategy, customer satisfaction and Competitive Advantage
Two bin inventory system, Production planning and inventory

management, Planning and control in multiechelon inventory
UNIT II management. Material management, Material planning and
handling, Purchasing function, Material Requirement Planning
Assumptions of Basic EOQ model, sensitivity analysis ,Economic
production quantity(EPQ), selection of carrying charges, fixed
UNIT III cost per replenishment, the exchange curve, Wagner-Whitin
method,Heurisitic approach for a variable demand pattern
(5 Sessions)
(5 Sessions)
(5 Sessions)
UNIT IV
UNIT V
Inventory Control Techniques: Inventory classification and its

use in controlling inventory, Setup time and inventory control,
safety stock determination, Strategies to: Reduce throughput
time, Reduce WIP, eliminate waste, and reduce inventory level
in service and manufacturing organizations
Management of special class items: Guidelines for control of A
(5 Sessions)
(5 Sessions)

items, determination of order point , order quantity , Coping with

nonstationarity.Control of C items with steady demand and with
declining demand.Style goods problem:Single item news vendor
problem, multiperiod news vendor problem
Coordinated replenishment : Single stoking location,selection of
replenishment quantities: Family of items ,probabilistic demand
UNIT VI :with and without quantity discount, Concept of Shipping (5 Sessions)
Consolidation
*
**
Text Books:
Inventory management and production planning and scheduling-Edward A. Silver, David

F. Pyke and Rein Peterson,Third edition John Wiley & Sons.
Reference Books:
Production Planning And Inventory Control - Seetharama L Narsimhan, Dennis W

McLeavy, Peter J Billington, Prentice Hall Of India Pvt Ltd,
Introduction To Materials Management, - J. R. Tony Arnold, Stephen N. Chapman Prentice Hall
Principles of Inventory and Materials Management - Richard J. Tersine, Prentice Hall

PTR
Essentials of Inventory Management - Max Muller, AMACOM/American Management

Association
Production And Inventory Control - J H Greene,Homewood III: Richard D Irwin
Materials Management A.R.Palit

Course Outline
Manufacturing System
Year: II
Trimester: V
Max. Hours: 30
Preamble:
The Course of manufacturing system aims to familiarize students with various

methods and models applied by experts in the industry. This Course will develop a skill in the
students with the help of which they can easily make their decisions taking into account the
availability of limited resources in the organization, for effective and efficient manufacturing.

Upon successful completion of this course, students would be able to:
Explain the importance of facility layouts.
Explain the production planning and control.

Understand computer aided process planning
UNIT I
UNIT II
UNIT III
INTRODUCTION TO MANUFACTURING SYSTEMS

Fundamentals of Manufacturing Systems Management , Different
types, Introduction to Cellular Manufacturing , Applications,
Unidirectional flow, Production Flow Analysis Capacity Planning,
Layout Management , ,Rank Order Clustering,.
Introduction to Just-in-time manufacturing, Cell control and JIT Basic
elements of JIT, Kanban systems,Critical success factors, Models in JIT
CONWIP.
Introduction to synchronous manufacturing, principles of SM
Scheduling in SM ,Drum Buffer Rope system, Product mix problem,
Statistical Fluctuations. Flexible Manufacturing System
(5 Sessions)
(5 Sessions)
(5 Sessions)
Inspection - Cent percent Inspection, Sample Inspection, Operation
UNIT IV
UNIT V
UNIT VI
Characteristics Curves, Statistical Quality Control Construction &

Interpretation of Control Charts (X-R, n, p, c, np) Introduction to Six
Sigma, (Numericals expected for Control Charts). Gap analysis for
service quality assessment
MATERIAL FLOW PATH ANALYSIS IN MANUFACTURING
Material handling function-Types of equipment used-conveyor
systems-Automated guided vehicle systems- Guiding and routingTraffic control and safety-Interfacing handling and storage with
manufacturing-design factors in material handling systems
COMPUTER AIDED PROCESS PLANNING SYSTEMS
Logical Design of Process Planning Implementation considerations
Manufacturing system components, production volume, No. of
production families CAM-I, CAPP, MIPLAN, APPAS,
AUTOPLAN and PRO, CPPP
(5 Sessions)
(5 Sessions)
(5 Sessions)

*
**

Reference Books:
G.Halevi And R.D.Weill, Principles of Process Planning, Chapman and Hall, Madras 1995.
M.P.Groover, Automatic Production System and Computer Integrated Manufacturing, Prentice
Hall, 1990.
Bary Hawkes, CAD/CAM Processes, 1990.

Evert E. Adams Jr and Donold J. Ebert, Production and Operation Management, Prentice Hall
of India, 1994
N.Chary, Production and Operations Management, 3rd Edition, Tata McGraw Hill, New
Delhi,1991

Course Outline
Total Quality Management
Year: II
Trimester: V
Max. Hours: 30
Preamble: "Use of various methods and recent developments of quality control (such as
QA/QC, Deming and TQM) are covered in detail. Quality in design and planning is stressed as
equally important to quality in the constructed project and quality in production of goods and
services" ...source: 2006-2007 Saint Martins catalog. This course familiarizes students with
quality control techniques, quality assurance issues and quality management methods.

To understand the Total Quality Management concept and principles and the various tools
available to achieve Total Quality Management.

To understand the statistical approach for quality control.
To create an awareness about the ISO and QS certification process and its need for the
industries.
UNIT I
UNIT II
UNIT III
INTRODUCTION: Definition of Quality, Types of quality, Relation

b/w quality &cost, Productivity. Quality Leadership and business
strategy, Dimensions of quality, Basic concept of TQM , Principles of
TQM, Quality Council ,Quality Costs Analysis& techniques for Cost
control of Quality, Barriers of TQM Implementation .
TQM PRINCIPLES: Deming Philosophy on quality ,JURAN
Trilogy,PDCA cycle ,Control of quality, control of Quality, quality
planning and sales income , Strategic Quality Management ,Designing
for quality--- Opportunity for improvement in product Design, ,
Improving effectiveness of Product Development Quality aspect for
manufacturing
ORGANISATION FOR QUALITY: Quality function , Coordination
of quality activities for cross Functional Aspects ,Developing a quality
culture , Standardization of Corporate wide Method for Cutting cost,
Role of Upper, Middle management and workforce & Quality Director
,Quality Circles , Employees and operators attitude for Quality
Improvement , Causes of operators errors and corrective methods .
(5 Sessions)
(5 Sessions)
(5 Sessions)
UNIT IV
UNIT V
STATISTICAL PROCESS CONTROL (SPC) : The seven tools of

quality, Statistical Fundamentals Measures of central Tendency and
Dispersion, Population and Sample, Normal Curve, Control Charts for
variables and attributes, Process capability, Concept of six sigma, New
seven Management tools.
TQM TOOLS:, PER Technique, PPA Analysis ,Taguchi Methods,
(5 Sessions)
(5 Sessions)

UNIT VI
Quality Function Deployment (QFD) House of Quality, QFD

Process, Benefits, Taguchi Quality Loss Function, Total Productive
Maintenance (TPM) Concept, Improvement Needs, FMEA Stages
of FMEA.
QUALITY SYSTEMS: Need for ISO 9000 and Other Quality
Systems, ISO 9000:2000 Quality System Elements, Implementation
of Quality System, Documentation, Quality Auditing, TS 16949, ISO
14000 Concept, Requirements and Benefits.
(5 Sessions)
**
Text Books:
Dale H.Besterfiled, et al., Total Quality Management, Pearson Education, Inc. 2003.
(Indian reprint 2004). ISBN 81-297-0260-6.
Reference Books:
James R.Evans & William M.Lidsay, The Management and Control of Quality, (5th
Edition), South-Western (Thomson Learning), 2002 (ISBN 0-324-06680-5).
Feigenbaum.A.V.
Total
Quality
Management,
McGraw-Hill,
1991.
Oakland.J.S. Total Quality Management, Butterworth Hcinemann Ltd., Oxford, 1989.

Narayana V. and Sreenivasan, N.S. Quality Management Concepts and Tasks, New Age
International 1996.
Zeiri. Total Quality Management for Engineers, Wood Head Publishers, 1991.
Lt. Gen. H.LaI, "Total Quality management", Wiley Eastern Limited, 1990. .
Greg Bounds. Beyond Total Quality Management. McGraw Hill, 1994. 3. Menon, H.G,
"TQM in New Product manufacturing", McGraw Hill 1992

Course Outline
Telecom Management
Year: II Trimester: V
Max. Hours: 30
Preamble:
Telecom Management has assumed a greater significance In the era of Information

Technology (IT) and Globalization. It satisfies the basic needs of people as well as gives impetus to
the economic growth and development of modern India. The telecom sector is growing at a tremendous
pace. India is among the few countries, which has realized the potential of Telecom and IT in the
process of Economic growth. To pace up the growth of Indian economy, the qualification of human
resources has to be prepared in advance. There is a dearth of trained workforce in telecom sector.
Telecom Management course will make you able to deal with the management of operation &
marketing of technologies with innovative ideas. The convergence has led to technology providers
shifting from proprietary to open systems, which in turn created ample employment opportunities for
equivalent manufacturers, suppliers and service providers and thus increased the need for trained
managers to manage these services.
The course of Telecom Management develop managers who would be able to understand
and appreciate both the critical technology related issues and their managerial
implications. After the completion of the course a candidate can absorb in
telecommunications, broadcasting, cable, and communication sector.
An Introduction of Telecom Industry, Basic Principles of

UNIT I Telecom Reading, Telecom Industry Analysis, Legal & Ethical
aspects
Telecom System in India, Sales and Marketing in Telecom,
Concepts of Mobile Technology, Call processing, An Introduction
UNIT II
of telecommunication Technology, Metering and Charging,
Network Competition
Introduction to telecom Management Inventory Budget
UNIT III Management & Protection; Services and cost optimization; contract
life cycle management; Service Provider relationship Management
Contract & Invoice Interpretation Monthly Recurring costs
Invoice (Voice Service, Data/Internet, (Wireless), Understanding
UNIT IV Usage Costs and related costs; contradicted terms; Using analysis
tools & templates. Contract Negotiation, Contract bye-cycle
management & Budget
UNIT V Invoice to contract analysis & validation validating; Invoice
(6 Sessions)
(4 Sessions)
(5 Sessions)
(6 Sessions)
(5 Sessions)

accuracy & validating service installations; Invoice error

correction, dispute resolution & service provider relationship
management.
Foreign Direct Investment of Telecommunications and WTOs
Basic Telecommunications Agreement.
UNIT VI
(4 Sessions)
Review of Global Telecom Markets : China, Hongkong, Europe,
USA
*
**
Case Study :
Organizational Restructuring of Telecommunications: From Monopoly to Competition, and to
the Bubble and Its burst (I)
Reading: Black, S.K. (2002) Telecommunications Law in the Internet Age, Morgan
Kaufmann Publishers: San Francisco, Chapter 1,2
Fransman, Martin Telecoms in the Internet Age: from boom to bust to--? Oxford University Press:
Oxford, 2002;
Organizational Restructuring of Telecommunications: From Monopoly to Competition, and to
the Bubble and Its burst (II)
Reading: Black, S.K. (2002) Telecommunications Law in the Internet Age, Morgan
Kaufmann Publishers: San Francisco, Chapter 1,2
Fransman, Martin Telecoms in the Internet Age: from boom to bust to--? Oxford University Press:
Oxford, 2002;
Regulation over network interconnection
Reading:
World
Bank
(2001)
Telecommunications
Regulation
http://www.infodev.org/content/library/detail/842, Module 3.1;3.2;3.4
Handbook
at

Course Outline
Advertising Management
Course Code:MBA7611
Year: II
Trimester: VI
Max. Hours: 30
Preamble: This course designed to give marketing students an overview and understanding
of the important role of advertising in organizational success. In addition this subject will try
to make the student familiar with the promotional tools in detail. The subject will emphasize
the advertising in the promotion mix specially the creation of the advertising message.
To provide an appreciation of the range of the tools available for marketing

communication
To familiarize the student with the practice of promoting market for products through
advertisements and sales promotion
To develop managerial perspective and an informed decision-making ability for effective
and efficient tackling of advertising situation and creativity.
Steps in Communication process, Factors in deciding Promotion

Mix. Promotion Mix Tools
UNIT I Sales Promotion: Role and process of Sales Promotion, (4 Sessions)
Techniques of Sales Promotion- Consumer and Trade Oriented.
Direct Marketing: Objectives, Strategies and Media, Public
UNIT II Relations and Publicity, Internet / Interactive Marketing
(4 Sessions)
Personal Selling: Scope, Role and Process
Advertising Management: Meaning, Evaluation of Advertising,
Objectives, Importance, Classification of Advertisement,
UNIT III Economic and Social Effects of Advertising, Organization of (7 Sessions)
Advertising Department, Department, Advertising Agency
Management, Campaign Planning.
Advertising media management: Print, Radio, TV, Cinema
UNIT IV outdoor and other forms- Advantages, Limitations, Availability, (5 Sessions)
Media Rates, Media Planning and Scheduling.
Advertising creativity: Advertising Copywriting for print and
UNIT V Broadcast Media-Principles, Styles, Advertising visualization (4 Sessions)
and Design production of Print, Broad and other advertisements.
Media strategy: setting and allocating media budget, media
scheduling, testing advertising effectiveness pre-testing and
UNIT VI post testing
(6 Sessions)
Advertising agencies: Organization and functioning, global
advertising, Advertising and society, advertising regulations.
*

**
Text Book:
Belch, G. E., & Belch, M. A. (2005). Advertising and Promotion. Delhi: Tata McGrawHill Publication.
Reference books:
Batra, R. & Myers, J. G. (2006). Advertising Management. Delhi: Prentice Hall of India.
Jethwaney, J., & Jain, S. (2006). Advertising Management. New Delhi: Oxford
University Press.
Wells, W., Burnett, J., & Moriarty, S. (2002). Advertising Principles and Practice. Delhi:

Course Outline
International Marketing
Year: II Trimester: VI
Max. Hours: 30
Preamble: Analysis of opportunities, distinctive characteristics, and emerging trends in

foreign markets, including exploration of alternative methods and strategies for entering
foreign markets; organizational planning and control; impact of social, cultural, economic,
and political differences; and competitive market development strategy. This is accomplished
through real life planning and implementation of an international marketing plan designed to
market a product or service in a foreign country or countries by the various reputed
international companies established in India.
To achieve an understanding of the complexities, opportunities & creative challenges of

marketing across time, space & cultures.
Recognize those factors which distinguish the marketing mix for overseas markets as
opposed to domestic markets.
To learn how to track & evaluate changes in world markets that affects the consumer
demand & shape of marketers strategies.
To develop expertise in assessing of marketing opportunities for all sizes & types of
companies.
To learn how to develop successful marketing strategies targeted at specific global

market segments.
To identify & analyze ethical issues in international marketing affecting sustainable

development (green-marketing) & social justice in business.
UNIT I
Global Marketing: An Overview: Definition of International

Marketing, International Dimensions of Marketing, Scope and
challenges of International marketing:- EPRG Framework,
Domestic
v/s
International,
Marketing,
Process
of
Internationalization, Benefits of International Marketing, Driving
& restraining forces.
(4 Sessions)
UNIT II
Political, Legal & Cultural Environment: Political

Environment: Political Systems, Political Risks, Indicators of
Political Risk, Analysis and Measures to minimize Political Risk,
Legal Systems, Legal Form of Organization, Multiplicity of Legal
Environment, Bribery, Branch v/s Subsidiary, Counterfeiting,
Gray Market
(6 Sessions)

Culture and its Characteristics, Influence of Culture on

Consumption, Thinking, Communication Process; Cultural
Universals.
International Marketing Planning: Marketing Research, Global
Marketing Information Sources, Marketing Information System,
Market Analysis, Marketing Strategies of US, EU & Japanese
UNIT III MNCs, Foreign Market Entry Strategies (Exporting, Licensing,
Joint Ventures, Strategic Alliances, Acquisitions Franchising,
Assembly Operations, Management Contracts, Turnkey
Operations, Free Trade Zones.
(5 Sessions)
UNIT IV
UNIT V
Product Policy and Planning: Product Design and

Standardization, Developing an International Product Line,
Foreign Product Diversification, International Branding
Decisions, International Packaging, International Warranties and
Services.
International Pricing Strategy: Role of Pricing, Price
Standardization, Pricing Decisions, Price Distortion, Transfer
Pricing, Counter Trade, INCO terms, Terms of Sale, Methods of
Financing and Means of Payment
(4 Sessions)
(5 Sessions)
International Channels of Distribution: Channel Members,

Channel Management, Retailing in International Scenario,
International Physical Distribution.
International Promotion Strategies: Promotion
Promotion and Communication, Personal Selling,
UNIT VI
Mix,
International Sales Negotiations
(6 Sessions)
International Advertising: Patterns of Global Advertising,

Global
Advertising
Regulations,
Advertising
Media,
Standardized International Advertising, Global e-marketing.
*
**

Text Books:
Warren, J. K. (2002). 7th Edition. Global Marketing Management. USA: Prentice Hall.
Cateora, P., & Graham, J. (2003). 11th Edition. International Marketing. USA: McGraw
Hill.
Varshney & Bhattacharya. (2005). 18th Edition. International Marketing. S Chand Publications.

Reference Books:
Ronkainen, Czinkota, & Michahel, R. (2002). Best Practices in International Marketing.

Fort Worth. Harcourt College.
Bradely, F. (2004). 2nd Edition. International Marketing, Strategy. Hemal Hempstead,
Prentice Hall.
Kotler, P. (2002). 2nd Edition. A Framework for Marketing Management. USA: Prentice
Hall.
Kotler, P., & Armstrong, G. (2008). 10th Edition. Principles of Marketing. Pearson
education.
Derskey, H. (2007). 4th Edition. International Management. New Delhi: Prentice Hall of
India.
Aswatthapa, K. (2006). 3rd Edition. International Business. New Delhi: Tata McGrawHill.
Suggested Journals:
Journal of International Marketing- American Marketing Association

International Marketing Review - Emerald
Journal of Global Marketing- Haworth Press, Inc.
Journal of International Marketing:- Institute of International Marketing
Journal of Global Marketing:- Routledge Imprint

Course Outline
Marketing of Service
Year: II
Trimester: VI
Max. Hours: 30
Preamble: This course provides an understanding of how marketing is practiced in service

organizations. The course examines the marketing in industries that deals basically in services,
along with the perspective of all organizations, recognition of the fact that service is an
integral part of the offerings of any organization, irrespective of the sector in which it
operates.
To understand what quality means in service delivery and how perceptions of service
quality are developed by customers
To appreciate the differences between services and physical goods and to understand how
these differences translate into strategic direction and explore the global perspective of
service marketing.
Introduction: Difference between Product and Services

UNIT I Marketing, Augmented Marketing Mix, Characteristics of
Services, Classification of Services.
Service Marketing System: Service Quality, Understanding
UNIT II Customer Expectations and Zone of Tolerance, Segmenting,
Targeting and Positioning of Services. Managing Perishability.
Services Marketing Mix:, Developing the Service Product/
UNIT III Intangible Product, Service Product Planning, Service Pricing
Strategy, Services Promotions, Services Distributions
(4 Sessions)
(6 Sessions)
(5 Sessions)
UNIT IV
UNIT V
UNIT VI
Delivering service: Role of Communication in Service

Marketing, People and Internal Communication, Process of
Operations and Delivery of Services, Service Recovery, Role of
Technology in Services Marketing.
CRM IN services: Relationship marketing, Customer
profitability segment, Relationship- tools and strategies, Use of
information technology for CRM
Marketing of Financial Services: Marketing Mix Strategies
with Special Reference to Credit Cards, Home Loans, Insurance
and Banking, Insurance Services.
Services in Global Perspective: International Marketing of
Services Recent Trends, Principal Driving Force in Global
Marketing of Services, Key Decisions in Global Marketing,
Services Strategy and Organizing for Global Marketing.
(5 Sessions)
(5 Sessions)
(5 Sessions)

*
**

Text Books:
Zeithaml, A., Valarie. & Bitner, Mary, Jo.(2008).Services Marketing.New Delhi, India
:Tata Mc Graw Hill.
Reference Books:
Rao, K. Ramamohan. (2006). Services Marketing. New Delhi India: Pearson Education.
Bhattacharjee, C. (2008). Services Marketing: Concepts, Planning & Implementation.
New Delhi India: Excel Books.
Lovelock, Christopher. & Wirtz, Jochen.(2007). Services Marketing: People,
Technology, Strategy. New Delhi India: Pearson Education.
Nargundkar, Rajendra. (2008). Services Marketing: Text & Cases. New Delhi, India:
TMH.
Journals:
Indian Journal of Marketing

Paradigm: Journal of Institute of mgmt.
International Journal of Internet Marketing
Journal of interactive marketing

Course Outline
Conflict Management & Negotiation
Year: II Trimester: VI Max. Hours: 30
Preamble: Conflict is ubiquitous, and it is essential for the manager to know how to manage
and resolve conflict effectively. Effective conflict management involves analyzing a conflict,
understanding the dynamics between the parties, considering the alternatives ways of
approaching it, and determining which approach is likely to be best.
Through the course readings, discussions and simulations, students will develop an
understanding of conflict dynamics and the art and science of negotiation. The course will be
an amalgam of the theoretical and the practical learnings, and will support students
understanding of his/her own relationship to conflict and negotiation and the ways she/he
typically deals with them.
To help the students in understanding the conflict dynamics in organizations,
To enable students to understand themselves and their reaction to conflict and to learn
techniques to manage conflict in their personal and professional lives.
To develop their negotiation skills to handle conflicting situations in life more

constructively.
UNIT I
UNIT II
Understanding conflict: Introduction and concept of conflict,

features, types, functional and dysfunctional aspects of conflict,
Perception of conflict: traditional, human relations and
interactions views of conflict, Sources of conflicts in
organization and industry.
Processes and Dynamics of conflict, levels of conflict, conflict
Continuum, effect of conflicts on individual and group
performance.
Conflict resolution: concept, methods: negotiation, mediation,
community building, advocacy, diplomacy and counseling,
managerial skills and competencies for effective conflict
resolution.
Strategy and management of conflict: Strategies for

interpersonal conflict resolutions, management of conflict, styles
UNIT III of conflict management -competing, accommodating and
avoiding, compromising and collaborating, self awareness for
conflict management.
(6 Sessions)
(4 Sessions)
(5 Sessions)

Managing Negotiation: Understanding negotiation, strategies

and Tactics of negotiation, negotiation process, approaches to
UNIT IV negotiation: the advocates approach, the win-win negotiators (5 Sessions)
approach & the new creative approach, common negotiation
mistakes, team negotiation, third party intervention.
Planning for negotiation: preparing a game plan, BATNA ,
Role of communication, emotions, perception and creativity in
negotiation ,
Cross-cultural dimension of negotiation: The Hosted model
UNIT V for understanding cultural differences in business management, (6 Sessions)
Understanding various Stakeholders & constituents involved in
negotiation process, interest map study: interest and position,
types of negotiators interest.
Managing negotiation in following contexts: cross functional
coordination, marketing relations-key strategies to manage
UNIT VI customers mindset, international business, labor-management (4 Sessions)
relations, business-social relations, Ethics and negotiation.
*
**
Text Books:
Singh, B.D. (2008). Managing Conflicts and Negotiation. New Delhi: Excel book
Publication.
Reference Books:
Corvette, B. A. B. (2009). Conflict Management: A Practical Guide to Developing

Negotiation Strategies. Pearson Education.
Steven, C. (2002). Negotiating Skills for Managers. Tata McGraw-Hill Publication.
Hill trop Jean-M, Udall Sheila. (2002). The Essence of Negotiation. Prentice Hall of India
Publication.
Stephen, R. P. (2000). Organizational Behavior. Prentice Hall of India Publication.
Luthans, F. (2005). Organizational Behavior. Tata McGraw-Hill Publication.
Stephen, R. P., & Sanghi S. (2007). Organizational Behavior. Pearson Prentice Hall of India
Publication.
Journals:
International Journal of Conflict Management, Published/Hosted by Emerald Insight. ISSN:

1044-4068.( www.journalseek.net, www.emeraldinsight.com) Friedman Raymond, Tidd
Simon, Vanderbilt University
The International Journal of Conflict Management 2000, Vol.11, No.1, pp. 32-55 1/23
The journal of conflict resolution, journal of the peace science society (international),
volume-54,number-2,april-2010 (http://jcr.sagepub.com)
The journal of conflict and security law, volume-15, issue-2, summer2010

(jcsl.oxfordjournals.org)

Course Outline
Organizational Development
Year: II
Trimester: VI
Max. Hours: 30
Preamble: This course is designed to provide in depth understanding of behavioral

interventions and enable the students to apply these interventions for building individual, team,
system, systems and process related competencies and helping organization to achieve peak
performance and become self sustaining.

Gain expertise, knowledge and skills in a growing field.
Learn how to apply processes and tools in your organization or practice.
Improve your career opportunities and competitive advantage.
Support an organization's success as a business partner and leader.

An introduction to organization Development:
UNIT I
UNIT II
Overview of organizational development: definitions, Field of

organizational development, Characteristics, change agent,
Assumptions And Values Underlying OD, Relevance of OD.
Foundations of OD:
Models and theories of planned change - Lewins change model,
Burke Litwin model, General model of planned change, Systems
theory, Participation and Empowerment, Teams and Team work,
Parallel learning structures, Applied behavioral Science - Action
Research as a process and an approach.
(4 Sessions)
(6 Sessions)
Managing the OD Process:

Diagnosis - The six-box model The action component , OD
UNIT III interventions and their nature, Classification of OD interventions ,
Planning choosing and implementing of an intervention strategy,
Evaluating and institutionalizing OD interventions
(5 Sessions)
UNIT IV
Human Process approaches: T-Groups, Process-consultation,

Third party intervention, Team interventions, Techniques used in
(5 Sessions)

team interventions: Role Analysis Technique, Role Negotiation

Technique, Responsibility Charting.
Organizational process approaches: Organization
confrontation, Inter-group Relations interventions, Grid OD.
Techno-structural interventions: Socio-technical System,
Quality Circles, Total Quality Management, Work Redesign.
UNIT V
Strategic Interventions: Organizational Transformation

through Business Process Reengineering, The Self-Design
Strategy, Organizational learning, Knowledge Management.
(5 Sessions)
The future and OD:
UNIT VI
*
**
Changing environment and fundamental strengths of OD,

implications of OD for the client, issues in consultant- client
relationship, ethical standards in OD.
(5 Sessions)

Text Books:
Kavita Singh, 2005, Organization Change & Development:, Excel Books
Reference Books:
Wendell French, Cicil, H.Bell,Jr, Veena Vohra, 2006, Organization Development,

Pearson Education.
Wendell French, Cicil, H.Bell,Jr.(6e)2005, Organization Development Prentice Hall
of India.
Thomas G.Cummings, Christopher G Worley, 2007, Organization Development and
Change, 8th edition, Thomson.

Course Outline
International and Strategic Dimensions of Human Resource
Year: II
Trimester: VI
Max. Hours: 30
Preamble: The objectives of this course are to explore the challenges posed by rapid
globalization of business, understand and analyze human resource issues for making effective
decisions in the contemporary business environment. The course will review the theories,
models and concepts developed in the areas of international management, Strategic HRM,
international & strategic organizational behavior, cross-cultural management, and study their
implications on international HRM practices.
.

Understand and apply the core aspects of human resource management in an

international context.
Enhance the ability to think strategically and understand the essentials of business and
organizations in order to manage change more effectively in the global business
environment.
Frame solutions to complex business problems
Improve skills of self-discipline, reflection, analysis, communication, and leadership.
Strategic HRM: An Introduction

Defining SHRM, development of concept, strategy and strategic
management, linking HR strategy with business strategy, need
UNIT I and importance of SHRM, foundations and theories of SHRM,
the concept of competitive advantage & human resources as a
source of sustainable competitive advantage, various dimensions
of Strategic HRM,
Strategic HRM implications
Strategizing the HR Process: Recruitment and retention strategies:
outsourcing recruitment, headhunting, assessment centers and
work life balances.
Reward and compensation strategies: skill based pay, broad
UNIT II banding, variable pay profit sharing and stock option plan,
executive compensation.
Training and developing strategies: cross-cultural training, multi
skilling, succession planning, Creating a learning organization,
performance management strategies.
Human aspects of strategic implementation
Organization culture, human side of mergers and acquisitions,
UNIT III organization power and politics, Managing ageing work force,
developing HR strategies for older workers , the changing role of
(5 Sessions)
(5 Sessions)
(5 Sessions)

HR, future challenges of HR,

Strategic HRM in India: Emerging Dimensions
International HRM
UNIT IV
UNIT V
Introduction & Overview; Approaches to IHRM; Differences

between Domestic & IHRM ,The emergence of International
Human Resource Management (IHRM),cultural differences and
HRM, Need for cultural training, Managing Human Resources in
an International Business.
International staffing policies
International Recruitment policy, international selection criteria,
factors influencing international recruitment and selection,
international training and development, , international
compensation and performance appraisal, Repatriation
International labor relations and challenges
(5 Sessions)
(5 Sessions)
International labor characteristics, labor relations, international (5 Sessions)

labor organization, challenges of international organizational
behavior, ethics in International HRM.
UNIT VI
*
**
Text Books:
Dhar, R.L.(2008),Strategic Human resource management, excel book publication, new

Delhi.
Peter J. Dowling, Denice E. Welch & Randall S. Schuler: International Human Resource
Management. Managing People in a Multinational Context, South-Western College
Publications, 3.ed, 1999
Reference Books:
Sharma, A. & Khandekar, A.(2010), Strategic human resource management, Response

books, New Delhi.
Rao, V.S.P. (2010), Human resource management,Excel books, New Delhi.
Mark Mendenhall & Gary Oddou: Readings and Cases in International Human Resource
Management, South-Western College Publications, 3.ed, 1999

Course Outline
Labour and Social Security Legislations
Year: II
Trimester: VI
Max. Hours: 30
Preamble: For running any enterprise there is a need of efficient handling of workforce.
While making policies, procedure one must keep in mind that what is the legal environment
accompanied with societal factors. This course will definitely help the budding managers in
their professional life.
To make aspirants understand the ground rules relating to labor laws

To equip the students with the working knowledge of various labor laws
Labour Welfare: Philosophy of Labour Welfare; Historical
Development of Labour welfare legislation; Health, Safety and
welfare measures under Factories Act, 1948;
(5 Sessions)
UNIT I
UNIT II
UNIT III
UNIT IV
Industrial Disputes Act 1947: Objectives, Authorities for

investigation and settlement of industrial dispute, illegal strike
and lock-out.
Law relating to wages and Bonus: Concepts of wages:
minimum wage, fair wage, living wage.
Payment of Wages Act, 1936: Regulation of payment of
wages; Authorized Deductions,
Minimum Wages Act, 1948: Objectives and constitutional
validity of the Act; procedure for fixation and revision of
minimum rates of wages exemptions and exceptions;
Payment of Bonus Act, 1965; Bonus - Its historical
background, present position and exemptions.
Legislation related to Social security: Protective provisions
under Equal Remuneration Act 1976 & Maternity Benefit Act
1961.
Social security against employment injury and other
contingencies : Concept and development of social security
measures; Employers liability to pay compensation for
employment injury; Legal protection:
Workmens Compensation Act, 1923 - Concept of accident
arising out of and in the course of the employment; Doctrine
(5 Sessions)
(5 Sessions)
(4 Sessions)

UNIT V
UNIT VI
*
**
of notional extension and doctrine of added peril; Total and

partial disablement; Quantum and method of distribution of
compensation.
Employees State Insurance Act, 1948: Benefits provided
under the Act; Employees State Insurance Fund and
Contributions; Machinery for the implementation of the Act;
ESI court and appeal to High Court.
Law relating to retirement benefits:
Employees Provident Fund and Miscellaneous Provisions
Act, 1952; Family Pension Scheme 1971 and Employees
Pension Scheme 1995;
(6 Sessions)
(5 Sessions)
Payment of Gratuity Act, 1972 Concept of gratuity;

Eligibility for payment of gratuity; Determination of gratuity;
Forfeiture of gratuity.
Text Books:
Kapoor, N. D. (2009). 30th Edition. Elements of Merchantile Law. New Delhi: Sultan
Chand & Sons.
Mamoria, C. B., Gankar, S.V., & Mamoria, S. (2010). 13th Edition. Dynamics of
Industrial Relations. New Delhi: Himalaya Publishing House..
Reference books:
Sinha, N. (2004). 1st Edition. Industrial Relations, Trade Unions and Labour Legislation.
New Delhi: Pearson Education.

Singh, B.D. (2010). Industrial Relations and Labour Laws. New Delhi: Excel Books.
rd
Kumar, H. L. (2006). 3 Edition. Labour Laws. New Delhi: Universal. Pvt. Ltd.
th
Srivastava, S.C.(2003). 4 Edition. Industrial Relations and Labour Laws. New Delhi:
Vikas Publishing House Pvt .Ltd

Singh,P.N.,& Kumar,N.(2010).Employee Relations Management. New Delhi: Pearson
Publication
Journals :
Labor Law reporter.

Course Outline
International Financial Management
Year: II
Trimester: VI
Max. Hours: 30
Preamble: This course is designed to develop an understanding of the foreign exchange

market and its working. It will help in understand the meaning and importance of hedging,
speculations, options, futures, financial swaps and forward transactions. Besides this it would
also facilitate short term and long term borrowing decisions.
To make the students understand financial management in global context.

To explain the foreign exchange market-major players, basic concepts, international
monetary system and contemporary practices.
To develop an insight into the meaning and increasing role of derivatives in the
international financial market and help students to make the short term and long term
financial decisions in the global market.
International E nterprise & Mult inat ional Financial Management:
The rise of Multinational Corporation, The Internationalization
of Business and Finance, The Scope of International Finance,
Distinguishing Features of International Finance
UNIT I
UNIT II
International Monetary System:

The Gold Standard, The Inter-war Years, The Bretton Woods
System, The Smithsonian Agreement, The Flexible Exchange
Rate Regime, Alternate Exchange Rate Systems
The Foreign Exchange Market:
Foreign Exchange Market and its Functions, Foreign Exchange
Rates, Arbitrage, The Spot Market, Cross Rates of Exchange,
Bid - Ask Spreads, The Forward Market, Interest Arbitrage
(4 Sessions)
(4 Sessions)
Theories of Foreign Exchange Rate Movement:

Purchasing Power Parity, International Fisher Effect, Interest
Rate Parity
Management of Foreign Exchange Risk:
Foreign Exchange Risk, Management of Translation,
Transaction, and Economic Exposures
UNIT III
Country Risk Analysis:

Measuring Political Risk, Economic and Political Factors
underlying Country Risk, Country Risk Analysis in International
Banking
(7 Sessions)

UNIT IV
UNIT V
UNIT VI
Financial Management of the Mult inat ional Firm:
Cost of Capital and Capital Structure of the Multinational Firm,
Multinational Capital Budgeting Application and
Interpretation, Multinational Cash Management, International
Taxation
Foreign Invest ment Analysis
International Portfolio Investment, Optimal International Asset
Allocation, Measuring Total Return from Portfolio Investing,
The International Capital Asset Pricing Model
Corporate Strategy and Foreign Direct Investment
Balance of Payments:
The International Flow of Goods, Services and Capital; Balance
of Payments Accounting, Balance of Payment Statements,
Coping with the Current Account Deficit
(6 Sessions)
(4 Sessions)
(5 Sessions)
Eurocurrency Market:
Domestic Issues vs. Euro Issues, International Bonds Market,
External Commercial Borrowings, Euro Debt, Foreign Currency
Convertible Bonds
**
Text Books:
Apte, P.G. (2006). International Financial Management. New Delhi: Tata McGraw-Hill
Company Limited.
Reference Books:
Eun C.S. & Resnick, B.G. (2007). International Financial Management, USA: McGrawHill.
Stonehill, A.I., Michael, H. & Moffet (1993). International Financial Management,
United Nations: United Nations Library on Transnational Corporations.
Madura, J. (2008). International Financial Management. USA: Cengage Learning,
Sharan, V. (2008). International Financial Management. New Delhi: PHI Learning Pvt.
Ltd.
Siddaiah, T. (2009). International Financial Management. Noida: Pearson Education
India.
Kevin (2009). Fundamentals of International Financial Management. New Delhi: PHI
Learning Pvt. Ltd.
Srinivasan, S.P. (2005). International Financial Management. Delhi: Dreamtech Press,

Eun, C. S. & Resnick, B.G. (2008). International Financial Management. New Delhi:
Tata McGraw-Hill.
Suggested Journals:
International Review of Finance

Case Folio: ICFAI
Portfolio Organizer, ICFAI
The Chartered Financial Analyst, ICFAI

Course Outline
Wealth Management & Personal Financial Planning
Course Code:MBA7633
Preamble: With the advent of so many financial products in the market, wealth
management has become a separate profession. To meet various investable financial
objectives, one has to have his personal financial planning ready. The main objective of this
course is to enable the students to formulate various strategies in managing wealth.
To enable in understanding the role and relevance of wealth management.
To enable them to use these techniques optimizing the profitability and attaining the
financial objectives of Individuals.
UNIT I
UNIT II
UNIT III
Personal Financial Planning: Introduction to PFP, Objectives of PFP,

Steps in Formulating PFP, PFP Strategies, Emergence of PFP in India.
Wealth Management: Evolution of Wealth Management, Wealth
Management and Personal, Financial Planning, Wealth Management
Service Providers, Ethics in Wealth, Management, RBI Regulations on
Wealth Management, Recent Developments in Wealth, Management
Investment planning: Ascertaining Investment objectives, Quantifying
Investment Objectives, Exploring Investment Options, Designing Investing
plans, Online Investment, Tracking and Reviewing Investment, Investment
on Tradable and Non-Tradable Securities.
(4 Sessions)
(5Sessions)
(6 Sessions)
UNIT IV
UNIT V
UNIT VI
*
**
Insurance Planning: Estimations and Quantification of Insurance

requirements, Products and Functioning of Life Insurance and Non-Life
Insurance Business, Choosing perfect Life Insurance Product, Non-Life
Insurance in Personal Financial Planning.
Retirement, Estate Planning: Rules and Regulations of New Pension
Scheme, Pension, Fund Regulatory Development Authority, Provident
Fund Organisation and its rules regulation on Management of Private
Provident Funds, Estate Planning, Estate Financing, Estate management
Tax Planning: Personal Tax Planning, Tax Computation , Products meant
for Tax Exemptions, Filing of Income Tax Returns
(5 Sessions)
(6 Sessions)
(4 Sessions)

Text Books:
1. Gitman et al., Personal Financial Planning, 11th e, South-Western College Pub, 2007
2. Keown, Arthur J., Personal Finance, Pearson Education
Reference Books:
The Citibank Guide to Building Personal Wealth, John Wiley and Sons
Suggested Journals:
Journal of Financial Planning and Wealth Management

Course Outline
Risk and Insurance Management
Year: II
Trimester: VI
Max. Hours: 30
evidence related to risk management and insurance. Major topics include risk identification,
risk assessment, risk measurement and risk management and various dimensions of insurance
contracts. Emphasis will be put on practical cases of corporate risk management and
exploration of the relevance of insurance in risk management. The paper will also enable
learner to acquaint with working knowledge of insurance.
To develop an understanding of risk management framework of a company.
To enable the students to explore the various techniques and methods for risk mitigation
To instill in them the ability to explore various dimensions of insurance as a risk management
tool.
UNIT I
UNIT II
UNIT III
An Overview of Risk and Risk Assessment
Risk and Uncertainty, Risk Management, Rationale for Risk

Management in Organizations, Risk Identification and
Measurement, Pooling Arrangements and Diversification of
Risk
Risk Assessment & Management; Risk analysis: Exposure of

physical assets, financial assets, and Human assets, Exposure
to legal liability
Risk Measurement Methods
Risk Control, Risk Management Decision Methods: Data

Organization and Analysis, Analysis Tools used in Corporate
Risk Management, Corporate Risk Management and
Shareholder Wealth, Value at Risk (VAR)-Measure, Historical
Simulation, Model Building Approach, Linear Approach,
Quadratic Model, Monte Carlo Simulation, Stress Testing and
Back Testing
Risk Management Framework:
Enterprise Risk Management: A Case Study, Risk

Retention/Reduction Decisions, Alternative Risk Transfer,
Tax, Regulatory, and Accounting Factors Affecting Corporate

Risk Management
Hedging Risk with Derivative Contracts: Options, Futures,

Forwards, Swaps
(4 Sessions)
(4 Sessions)
(7 Sessions)

UNIT IV
UNIT V
UNIT VI
*
**
Insurance Contracts
An Introduction to the Insurance Industry, Pricing of

Insurance, Insurance Regulation and Financial Assessment,
Legal Aspects of Insurance Contracts, Insurability of Risk,
Contractual Provisions, and Legal Doctrines, Insurance
Contract Analysis, Risk Pooling and Insurance including
Review of Probability Concepts, Corporate Risk Management
and Insurance
Life Insurance
Life Insurance: Principles of Life Insurance, Financial

Planning and Insurance, Life Insurance Products, Pensions and
Annuities, Risk Assessment & Underwriting, Premium
Setting, Product Development, Design and Evaluation,
Reinsurance, Claims Management, Legal Framework
General Insurance
General Insurance: Principles of General Insurance, General

Insurance Products (Fire, Motor & Health), Commercial
Insurance: Transport, Marine, Catastrophe, Liability, Product
Design, Development and evaluation
(5 Sessions)
(6 Sessions)
(4 Sessions)

TEXT BOOKS:
Scott Harrington, Gregory Niehaus. 2004. Risk Management & Insurance. Tata McGraw-Hill
Publications.
Rejda. 2003. Principles of Risk Mgmt. & Insurance. Pearson Education/PHI. 8/e.
REFERENCE BOOKS:
C. Arthur Williams, Jr., Peter Young, Michael Smith. 1998. Risk Management & Insurance. Tata
McGraw-Hill Publications.
Manish Bansal,Navneet Bansal. 2006. Derivatives & Financial Innovations. Tata McGraw-Hill
Publications.
John C. Hull. 2011. Options Futures & Other Derivatives. Pearson Education, 8/e.
Vohra, N.D. and Bagri, B.R. 2003. Options & Futures. Tata McGraw-Hill Publications. 2/e.
Dubofsky & Miller. 2005. Derivatives- Valuation & Risk Management. Oxford University Press.
Shulz Thomson. 2006. Risk Management & Derivative. Cengage Learning.
Chance. 2004. Introduction to Derivatives and Risk Management. Thomson Learning, 6/e.
Dorfman. 2004. Introduction to Risk Management & Insurance. Pearson/PHI.
Franklin Edwards. 1998. Options & Futures. Tata McGraw-Hill Publications, 1/e.
Robert W Kolb. 2007. Futures, Options and Swaps. Blackwell Publishing, 5/e.
Treishumann. 2007. Risk Management and Insurance. Thomson, 12 Ed.

Course Outline
Cross Cultural issues in International Management
Preamble: Cross Cultural issues have become subject matter of serious issues in managing
Organisations when they are going global. This is evident in the case of many failed Joint
Ventures of International giants from different cultures. The main objective of this subject is to
make the scholars to acquire the knowledge on issues related to Sources and troubleshooting
strategies in dealing with Cross Culture Management.
Provide the fundamentals associated with the comparative international management
Provides an understanding of the various strategies of comparative international

management.
Introduction to Cross-cultural Management: Meaning of Cross
UNIT I
UNIT II
Culture Management, Importance of Cross Cultural Management, Cross (4 Sessions)

Cultural issues in International Management, The Dimensions of Culture
Communication across Cultures: Importance of Communication in
Culture, Cultural Communication Mediums, Effective Communication
(6 Sessions)
styles in Cultures, Culture and Marketing: Role of Culture in
Marketing, Strategies in dealing with Culture in Marketing

National Cultures and Management: Introduction,
Methodological
UNIT III Dilemmas, The Ethic Approach, Cultural Clusters, The Emic Approach, (5 Sessions)
National Cultures and Cross-cultural Negotiations.
Motivation across Cultures: Equity in motivation, Influence of Culture
UNIT IV
UNIT V
UNIT VI
*
**
in Motivation, Strategies in Motivating Employees from Different Cultures

(6 Sessions)
Leadership and Culture: Dealing with Culture Shock, Role of Leader in
Leading Groups from Different Cultures.
Cultural Dimensions of HRM: Recruitment process and Culture, Group
Dynamics and Culture, Cross Culture Building, Managing Resistance to (5 Sessions)
New Culture, Importance of Cultural Diversity in HRM.
Managing Global Teams: Cultural Problems in Global Teams,
Strategies in Leading Global Teams, International Assignments and (4 Sessions)
Expatriate Management, The Global Manager.

Text Book:
Shobhana.M, (2011). Cross Cultural Management, Oxford University Press
Carla I. Koen. (2007). Comparative International Management. 8th Edition; Tata
Reference Books:

1. Ralph Johann, (2011). Cross Cultural Management, Grin Verlag Publication
Course Outline
Entrepreneurship Management
Year: II
Trimester: VI Max. Hours: 30
Preamble: The objectives of achieving sustained industrial development, regional growth,

and employment generation have always depended on entrepreneurial development. This
course would make students aware about the various aspects of entrepreneurship and instigate
them to become the budding entrepreneurs by analyzing how creative thinking and knowledge
could help them to become the master of their own. This course aims at instilling and
stimulating human urge for excellence by realizing individual potential for generating and
putting to use the inputs relevant to entrepreneurship. It will help to enrich the entrepreneurial
concepts that are linked with real life situations with the help of various practical examples.
To provide the basics conceptual framework on entrepreneurship development and

management of business enterprise.
To understanding the contribution of Small Scale Industries in the growth and

development of individual and the nation.
To acquaint students with the emerging challenges and concepts in the field of
entrepreneurship.
Introduction to Entrepreneurship: Definition of entrepreneur,

Schumpeters views, characteristics and types, functions,
difference between manager and entrepreneur, functions of an
UNIT I entrepreneur, entrepreneurial process, Entrepreneurial motivation,
Internal and External Factors affecting entrepreneurship, Barriers
to entrepreneurship, Intrapreneurship.
Entrepreneurship
Development;
EDP,
objectives,
entrepreneurship development cycle, entrepreneurial development
UNIT II model, phases of training.
Institutes engaged in EDPs NIESBUD, SIDO, SSIDCs etc.
Small and Medium enterprises: definitions, types,
UNIT III characteristics and problems, growth and role of SMEs in India,
incentives and subsidies by government for MSME.
(5 Sessions)
(5 Sessions)
(5 Sessions)
UNIT IV
Project: definition, types and importance, phases of project,

project identification, sources of idea generation, selection,
feasibility studies, formulation and project report, appraisal,
implementation, evaluation and control.
(5 Sessions)

Setting up a small business enterprise: identifying the business

opportunity- importance of creativity, opportunities in various
sectors, stages for setting up of a small enterprise
Business plan: meaning, Objectives, preparation.
Project financing: Capital structure, sources of funds, Venture
UNIT V capital, financial institutions SIDBI, IFCI
(5 Sessions)
Family entrepreneurship, Women entrepreneurship, International
UNIT VI
(5 Sessions)
entrepreneurship, Social entrepreneurship, Agripreneurship
*
**
Text Books:
Desai.Vasant (2008), Dynamics of Entrepreneurial Development and Management,

Mumbai: Himalaya Publishing House.
Reference Books:
Holt. (1998), Entrepreneurship: New Venture Creation, Prentice-Hall, New Delhi.
Charantimath,P.(2009),Entrepreneurship Development Small Business Enterprises,

Pearson Education, New Delhi.
Sahai,S.and Lall,M., (2008),Entrepreneurship, Excel Books, New Delhi.
Drucker,Peter F.(2009), Innovation & Entrepreneurship,Elsevier IndiaPvt Ltd.

Course Outline
Innovation for Sustainability
Year: II

Preamble: This course is designed to help students develop a rigorous understanding of corporate
sustainability and the role innovation plays in achieving it. Sustainability is a topic of growing interest to
corporations and investors all over the world. Every major company is grappling with the meaning and
application of sustainability in relation to its industry and business model. Similarly, more and more
institutional investors are incorporating sustainability into their resource allocation decision making
process. As a result we are seeing the emergence of a new view of the role of the corporation in society,
one that simultaneously meets shareholders and other stakeholders' objectives. Achieving sustainabilityfor corporations, investors, analysts, information intermediaries and other forms of organizations-often
requires innovations, both major and minor, in products, processes, and business models in order to
optimize both financial and nonfinancial (e.g., environmental, social, and governance [ESG]) outcomes.
Because the course is focused on sustainability, there is very little overlap with courses targeted on the
environment or corporate social responsibility specifically.
COURSE OBJECTIVES:
To develop an understanding of how sustainability can create value for a corporation by

addressing social challenges and opportunities, both for the corporation itself and its
customers. This can be through a lower cost structure, higher pricing and margins, greater
market share, faster growth, better risk management, and brand enhancement.
To explore how innovation in products, processes, and business models can improve both
financial and nonfinancial performance.
To understand the role various information intermediaries play in helping and
challenging companies to become more sustainable through innovation, and how
companies can effectively engage with them.
UNIT I
UNIT II
History
Defining sustainable development concept and evolution.
Environmental issues the growing awareness and need for
regulation.
The paradigm shift in doing business the triple bottom line
approach, business sustainability.
Corporate social and environmental responsibility
Sustainability Innovation in Business
Environmental challenges and business management issues.
Limits to conventional growth model. Markets, efficiency,
ecoefficiency.
Public good characteristics and externalities in environmental
management.
(5 Sessions)
(5 Sessions)

UNIT III
Framing Sustainability Innovation and Entrepreneurship

Dynamics of public, regulation and corporate self regulation
Defining sustainability innovation.

Basic corporate environmental strategies. Sustainable product
development.
(5 Sessions)

related to sustainability issues.

Managing creativity and innovation for business sustainability.
Evolutionary adaptation, paradigms and mindsets, core ideas
and
Metaconcepts. Practical frameworks and tools.
Entrepreneurship and Sustainability Innovation Analysis
Entrepreneurial process, systems thinking, molecular thinking,
weak ties, adaptive collaboration through value added networks.
UNIT IV
Social entrepreneurship and Innovation.
Analysis of how corporate leaders/businesses are approaching
sustainability innovation.
Energy and Climate
The industrial revolution and the role of human induced global
warming.
The energy scenario and the linkages to environmental
sustainability, climate change.
UNIT V
Global climate negotiations framework, the issues plaguing the
current talks between developed and developing nations.
Defining Sustainability Strategy. Future scenarios.
Elements
Going Green and Communicating Sustainability
What is Green? The pitfalls to avoid green washing.
Corporate sustainability initiatives. Challenges and
UNIT VI
opportunities
in supply chain and product development.
How to report on sustainability/CSR
*
**
(5 Sessions)
(5 Sessions)
(6 Sessions)

Text Books:
Andrea Larson (2010), Sustainability, Innovation, and Entrepreneurship ,Flat World

Knowledge
John Bessant, Joseph Tidd (2007), Innovation and entrepreneurship, , John Wiley and
Sons,
Wendy Stubbs , Development of A "Sustainability Business Model", , Lap Lambert

Academic Publishing, 2010

Course Outline
Data Communication Networks
Year: II
Trimester: VI
Max. Hours:
Preamble: This course will allow students to develop background knowledge as well as core
expertise in data communication and networking (DCN) technologies, which one of the fastest
growing industries in todays world. It forms an integral part of the modern Information and
Communications Technology (ICT) in any organizations. Starting from intranet/extranet in
small offices to the World Wide Web, principles of DCN plays an important role in designing
any modern telecom infrastructure.
To provide hands on experience to students in using computers networks for data

organization and addressing business needs with the help of communication.
To make students aware about networking devices used in organizations.
To familiarize students with data communication principles such as the OSI and TCP/IP
reference models and associated protocols, analogue and digital data transmission,
transmission media, signal encoding and digital data communications techniques, data
link flow and error control, multiplexing, circuit and packet switching.
UNIT I
Introduction to Data Communications, Components of Data

Communications, Digital Data Rates; Asynchronous and
Synchronous Data, Computer Network, Network Applications
(4 Sessions)
UNIT II
Types of signals: Amplitude Modulation; Frequency Modulation;

Phase Modulation; Pulse Code Modulation; PDM; Time Division
Multiple Access; Frequency Division Multiple Access; Code
Division Multiple Access
(6 Sessions)
Networking: Network Layer Local Area Network (LAN): LAN

UNIT III Components, Ethernet (IEEE 802.3), Token Ring (IEEE 802.5),
Selecting a LAN, Improving LAN Performance
UNIT IV
UNIT V
UNIT VI
Metropolitan Area Network (MAN) & Wide Area Network
(WAN): Circuit-switched and Packet-switched Services,
Improving MAN & WAN Performance
OSI Model; Broadcasting; Multicasting; Point-to-point
communication; IP Addressing, Concepts of Port; Socket; ATM;
Tunneling; Virtual Private Network
Mobile
Communication:
Applications
of
Mobile
(5 Sessions)
(5 Sessions)
(4 Sessions)
(6 Sessions)

*
**
Communication; Wireless Communication: Bandwidth,

Transmission Impairment, Interference, Terrestrial Microwave,
Broadcast Radio, Infrared & Light Waves.
Text Books:
Widjaja, L. G. (2000). Communication Networks. Tata McGraw Hill.
Reference Book:
Stallings, W. (2003). Data Computer Communication (7th ed.). Delhi: Pearson Education.

Course Outline
Software Management
Year: II
Trimester: VI
Max. Hours:
Preamble: A software development process is concerned primarily with the production

aspect of software development, as opposed to the technical aspect, such as software tools.
These processes exist primarily for supporting the management of software development, and
are generally skewed toward addressing business concerns. Many software development
processes can be run in a similar way to general project management processes.
Define and highlight importance of software project management.
Describe the software project management activities
Train software project managers and other individuals involved in software project
Planning and tracking and oversight in the implementation of the software project
management process.
Fundamentals of Software Project Management (SPM), Need

Identification, Vision and Scope document, Project Management
UNIT I Cycle, SPM Objectives, Management Spectrum, SPM (5 Sessions)
Framework, Software Project Planning, Planning Objectives,
Project Plan, Types of project plan
Structure of a Software Project Management Plan, Software
project estimation, Estimation methods, Estimation models,
UNIT II Decision process, Project Elements, Work Breakdown Structure (4 Sessions)
(WBS), Types of WBS, Functions, Activities and Tasks
Project Life Cycle and Product Life Cycle, Ways to Organize
UNIT III Personnel, Project schedule, Scheduling Objectives, Building the (6 Sessions)
project schedule, Network Diagrams: PERT, CPM, Bar Charts
Dimensions of Project Monitoring & Control, Budgeted Cost for
Work Scheduled (BCWS), Cost Performance Index (CPI),
UNIT IV Schedule Performance Index (SPI), Types of Review: (5 Sessions)
Inspections, Walkthroughs, Code Reviews
Testing Objectives, Testing Principles, Test Plans, Test Cases,
Types of Testing, Test Strategies, Testing Automation & Testing
UNIT V Tools, Concept of Software Quality, Software Quality (5 Sessions)
Attributes, Software Quality Metrics and Indicators
Software Configuration Management: Software Configuration
Items and tasks, Plan for Change, Change Control, Change
UNIT VI Requests Management, Version Control, Risk Management, (5 Sessions)
Risk Breakdown Structure (RBS)
*

**
Text Books:
Kelkar, S. A. Software Project Management. New Delhi: Prentice Hall India Publications.
Cotterell, M. Software Project Management. New Delhi: Tata McGraw-Hill Publication
Reference Book:
Royce. Software Project Management. New Delhi: Pearson Education
Conway, K. Software Project Management. New Dehi: Dreamtech Press

Course Outline
Retail Information Systems
Year: II
Trimester: VI
Max. Hours: 30
Preamble: These are the exciting days for the retail industry in India. Over the past decade,
organized retail has dramatically increased its share in total retail business. Large store
formats have altered the shopping experience for consumers and ushered in a new era in
retailing. While business houses rush in to capitalize on this burgeoning opportunity, young
professional too can gain from the new career opportunities in this sector. There are some
considerable differences between organized and unorganized retail like superior supply chain,
inventory management, people management, money management etc. However, at the heart of
all these differences lies Information Technology.
Today, Information Technology has become so pervasive that all professionals need to
acquaint themselves with its advances. There was a time one would immediately think of
engineers when one mentioned technology. That is no longer the case. Every retail
professional needs to understand the role played by technology in the work place.

To develop an understanding of technology being used in various functions of retail

industry.
To develop an understanding of Managerial Implications of that technology.
To understanding how technology can increase the efficiency & effectiveness of different
functions of retail.
UNIT I
UNIT II
UNIT III
Management Information Systems: Introduction, From data to

information, Functions of MIS, Old and New MIS,
Characteristics of a good MIS, Marketing Support System, Retail
Information System, Benefits of MIS to an Organization
IT at POS:
Hardware Cash Register, Computer based POS system, System
requirement to perform operations.
Software Introduction, Understanding EPoS Software,
Choosing between Bob & FIS, Functions of EPoS Software
Credit Cards: Introduction & History. Benefits and Shortcomings
with credit cards, Payment Mechanism, Other new age payment
mechanisms.
Automatic Identification & Data Capture: Introduction,
(3 Sessions)
(6 Sessions)
(6 Sessions)

Objectives of Auto ID & Data Capture, Bar Codes(UPC), RFID

Working & Usage
ERP: Introduction, Purpose, Benefits and Disadvantages to a
retailer, True Cost of Retail ERP, The ERP Paradox,
Customization of ERP to a specific retailer, system requirement
UNIT IV for a successful ERP implementation.
(6 Sessions)
CRM: Introduction, Purpose & Reasons for CRM, IT as a
facilitator in adopting CRM, CRM as a tool to gain competitive
advantage.
Data Mining: What is data mining? Reasons for its significance,
Working mechanism, Applications of data mining in Retail
management, Errors & Limitations and Privacy Concerns in data
mining, Technology needed for Data Mining.
UNIT V
(6 Sessions)
SCM: Introduction, Managing all components of Supply Chain,
Components of a Supply chain, Span of SCM and Control,
Objectives of IT in SCM, Reverse Logistics: A special case of
SCM.
E-Tailing: Introduction, The World of Electronic Retail,
Advantages & Shortcomings of e-tailing, Parties involved in eUNIT VI
(3 Sessions)
tailing, Attributes of an e-tail website, Issues influencing growth
of e-tailing in India,The Current Trends e-Retailing Statistics
*
**
Text Books:
Ajeet Khurana (2010). Information Technology for Retailing (Tata McGraw Hill
Education Private Limited, 1st Edition)
Reference Books:
OBrien (2007). Management Information Systems (Tata Mc Graw Hill Education

Private Limited, 7th Edition).
Laudon & Laudon (2004). Management Information Systems (Pearson Education Private
Limited, 8th Edition).

Course Outline
Retail Merchandising
Year: II
Trimester: VI
Max. Hours: 30
Preamble: Merchandising has evolved to become so much more than the buying & selling of
products. Today, no product should be purchased without a good idea to whom it will be sold,
when it will be sold, at which price it will be sold and at what location? Therefore, the role of
merchandisers in particular retail scenario is of prime importance as the merchandise has to
be made available as per the requirements of the customers. The course focuses to broaden
students practical & theoretical understanding in relation to retail buying, management &
merchandising.
To develop the appropriate retail competencies to handle Buying & Merchandising

function.
To impart insights of category management & merchandise knowledge.

Fundamentals of Merchandising : Concept of Merchandising,
UNIT I
Principles of Merchandising, Five Rights of Merchandising, Retail

store organization, Relationship of Merchandising to other functions,
Importance of Mathematics to buying & merchandising, Factors
Affecting Function of Buying, Merchandising Philosophy, Methods of
Buying
(5 Sessions)
Merchandise Planning: Merchandising Policies, Internal sources of

Buyers information, Merchandising Strategy, Process of Merchandise
Planning, Key concepts in Merchandising
UNIT II
(5 Sessions)
Merchandise planning process top down & bottom up, its steps, The
Range Plan, Six-month merchandise plan, Model stock plan, and the
buying plan
Developing Assortment plan &Sourcing: The Merchandise
Assortment, Assortment Planning, Increasing & Figuring Open-to-buy,
Determining Sales Curves for categories, Micro Merchandising,
Technology Tools and Merchandise Planning
UNIT III
The Concept of Sourcing, Selecting the Best Merchandising Resources,

Sources of Supply, The Resident buying office, The Phases in Sourcing,
Global Sourcing, Establishing vendor Relationships, Classification of
Resources.
(5 Sessions)
Pricing of Merchandise: The Concept of Price, Retail Objectives &
UNIT IV
pricing, Components of Retail Price, factors affecting price, Price

Consciousness, Price Lines & price Zones, Concept of MAP, Retail
Pricing Policies/Strategies, Adjustments to retail price, Comparison of
(5 Sessions)

Markups & Markdowns, Evaluating Merchandise Performance,
Concept of GMROI
Private Labels & Category Management: The Private Label,
UNIT V
The Market for private labels, Process of Private Label creation, The
buyers role in private label development.
(5 Sessions)
Concept of Category Management, Key Components of Category

management Framework, the Category Captain
Industry Insights in Merchandising: The Indian retail spectrum,
UNIT VI
*
**
Merchandising of categories like Consumer Durables, Food & Grocery

Products, Books and Apparels etc.
(5 Sessions)

Text Books:
Pradhan, Swapana. Retailing Merchandising; New Delhi: Tata McGraw Hill, 2010.
Reference Book:
Diamond Jay & Pintel Gerald. Retail Buying; New Delhi: Pearson Education, 2008
Esaterling, Flottman, Jernigan & Wuest. Merchandising Mathematics for retailing; New Delhi:
Pearson Education, 2008
Levy Michael, & Weitz A Barton , Pandit A., Retailing Management, New Delhi: Tata McGraw Hill,
5th reprint 2010.
Berman Barry & Evans Joel R., Retail Management; A Strategic Approach, New Delhi: Prentice Hall
of India, 2007

Course Outline
Retail Supply Chain Management & Vendor Development

Year: II
Trimester: VI
Max. Hours: 30
Preamble: Supply chain is an integral part of any organization. The role of Supply chain is
not only restricted within the distribution of goods but it is also playing a significant role in
service delivery. Therefore in todays highly competitive environment SC works as skeleton to
deliver the value to the ultimate users. This course puts emphasis on the fact that how SC can
be a key to success for a retail business and therefore the concepts of SC are analyzed from the
perspective of retail business.
To bring understanding among students regarding nature of Supply Chain in Retail

Business
To make aware regarding the various modes of transportation which can be used by a
retailer
To impart the understanding of the new development in retailing.
UNIT I
Introduction to retail Supply Chain Management: Introduction

to Retail Supply Chains, Participants in Retail Supply Chains,
Aligning the Supply Chain with Business Strategy, Strategic and
functional view of Retail supply chain. Supply chain metrics.
(5 Sessions)
UNIT II
Role of Pricing and Distribution in retail supply chain: Retail

Distribution and Replenishment mechanism, retail pricing and
impact of SC in pricing decisions. Green retailing and its impact
on retail supply chain management.
(4 Sessions)
Retail Transportation: Retail Transportation System:

Multimodal transportation, Modal Interfaces Inter-modal
UNIT III Systems Road/Rail/Sea ; Sea/Air; Road/Air ; Road/Rail ;
Sea/Road Inland Container Depot (ICD) & Container Freight
Station (CFS) Terminals, Reverse logistics.
(6 Sessions)
UNIT IV
UNIT V
Issues with Current retail Supply chain formats:

Structure of supply chain-Perishable items retailing,
Structure of supply chain- consumer durables retailing,
(5 Sessions)
Structure of supply chain- apparel retailing,
Introduction of Contemporary issue in SCM RFID, ERP.
Vendor Development and Strategic Sourcing: Concept of
Vendor Management, Procurement, and strategic sourcing, The (5 Sessions)
process of procurement, Negotiation and Principal of

Negotiation, Retail sourcing trends and managing the

relationship with suppliers, Issues involved in global sourcing,
Role of IT in sourcing (3PL and 4PL)
UNIT VI
*
**
Vendor Selection: Factors associated with Vendors selection,

Process of Vendors Selection. Models for vendor selection:
Categorical Plan method, cost ration method, weighted point
method. Advantages and disadvantages of single and multiple
vendor System.
(5 Sessions)

Text Books:
Ray, Rajesh.(2010).Supply Chain Management for Retailing. New Delhi.TMH.
Reference Book:
Chunawalla S.A.(2009).Production and Operations management. Himalya Publishing house.
Levy Michael , Weitz Barton A. ()Retailing Management. McGrawHill Publicaton
Bajaj, Chetan,.() Retail Managemen: Oxford University Press.
Christopher.(2006). Logistics Management.PHI.

Course Outline
Livelihood System and Promotion

Year: II
Trimester: VI
Max. Hours: 30
Preamble: The course aims to provide a theoretical, empirical and methodological

understanding of livelihood system and promotion development processes in India, with
emphasis on development of appropriate strategies for integrating livelihood concerns with
sustainable management of natural resources such as forest and water resources.
Concept of livelihoods and livelihood frameworks, livelihood assets, vulnerability context and
poverty
Livelihood interventions through policies, institutions and processes;
Applying the livelihood framework in natural resource management; and comparison and critique
of the frameworks.
An Introduction to Livelihood:
Livelihood, Need of Livelihood Promotion, Sustainable
Livelihood, The Challenge of Understanding Livelihood
Systems-A Historical Reference.
UNIT I Traditional & Modern, Rural & Urban Livelihood Systems,
Study of livelihood systems, The basis of the livelihood systems,
Livelihood orientation in response to changing poverty
paradigms.
Understanding Livelihoods in Rural India: Diversity,
Change and Exclusion.
Causes of Livelihood Change: Shocks, Trends and Cycles,
Short term Fluctuations in Livelihoods: Preparing for Shocks
UNIT II and Opportunities, Coping with Shocks
Long-term Trajectories: Accumulation or Impoverishment.
Household Trajectories: Virtuous and Vicious Circles.
Explaining Different Patterns of Household Change
An Introduction to Livelihood Interventions:
Livelihood Intervention, Evolution of Livelihood Intervention of
India Introduction
UNIT III Various Types of Livelihood Intervention: Spatial Interventions,
Segmental Interventions, Sectoral Interventions, and Holistic
Approaches to Livelihood Promotion
(5 Sessions)
(6 Sessions)
(4 Sessions)
Understanding Income Of The Household:
UNIT IV Enhancing Income from the Main Livelihood Activity, (4 Sessions)

Increasing Income in Diversified Portfolio of Subsistence

Livelihoods, Reducing Avoidable Expenditure
Framework for Analyzing Livelihood Intervention Choices:
Introduction, Elements of Design of Livelihood Intervention
Understanding the Internal Context of Intervention: Factor
UNIT V Conditions, Demand conditions, Industry Conditions, (6 Sessions)
Institutional conditions, Making Livelihood Intervention Design
Choices, Framing for Objectives, Nature of Intervention, Design
of Livelihood Activity.
Designing a Livelihood Intervention:
Looking for livelihood opportunities, Observing and
UNIT VI
(5 Sessions)
understanding the local economy, Selecting livelihood activities
suitable for the poor in the area, Deciding on Intervention
*
**
Text Books:
Mahajan, V., Datta S., & Thakur, G. (2001). A Resource Book for Livelihood Promotion.
BASIX
Phansalkar. (2003). Livelihood: Promoting Livelihood Enhancement. Sir Dorabji Tata

Trust, Mumbai
Reference Books:
ICRA Learning Resources. (1999). Livelihood Key Concepts.
DFID. (2001). Livelihood Framework Sustainable Livelihood guidance Sheets

Course Outline
Participatory Research Methods

Year: II
Trimester: VI
Max. Hours: 30
Preamble: The Participatory research works as an important mechanism for understanding

and identifying social phenomena of any community. This course content comprises of various
aspects of social research like introduction to social research methods, triangulation,
developing social imagination and various social research designs. A comparison of the
various systems across the globe evolved is also included.
To provide a guided tour of Social Research and To inculcate and improve skills in exploring
social dynamics related to various contemporary researchable issues
To explore the various participatory research designs, methodologies and various operational
tools.
Introduction to Participatory Research Basics:

Social Research: Introduction, Evolution, Need and Prospects
Foundations for Social Research Methods: Sociological
Positivism, Rules for Social Research, Triangulation;
UNIT I Developing a Sociological Imagination, Challenges to
Traditional Ways of Doing Social Science; Locating the Self in
Social Research
Ethical Concerns in Qualitative Research
Participatory / Social Research Designs (I)
UNIT II Quantitative Design: Survey Research, Statistical Surveys,
Reliability and Validity Analysis, Cluster Analysis
Participatory / Social Research Designs (II)
Qualitative Designs: Analytic Induction, Archival Research,
Content Analysis, Textual Analysis, Focus Group, Ethnography,
UNIT III Historical Method, Life History, Longitudinal Study,
Morphological Analysis, Semi-Structured Interview, Structured
Interview, Unstructured Interview
Participatory Research Methodologies (I)
Participant Observation and Individual Interviews;
Rapid Rural Appraisal (RRA): Principles, Techniques, QuickUNIT IV and-dirty methods
Participatory Rural Appraisal (PRA): Concept of Empowerment,
Respect, Localization, Enjoyment, Inclusiveness
Participatory Research Methodologies (II)
UNIT V Participatory Assessment, Participatory Baseline, Participatory
Monitoring, Participatory Evaluation (PAME)
(5 Sessions)
(4 Sessions)
(6 Sessions)
(5 Sessions)
(5 Sessions)

Appreciative Inquiry: Approach, Process, Principles

Process Documentation: Purpose, Process, Techniques and Best
Practices
An Insight of Operational Tools of Participatory / Social
Research
Group Meetings; Murals and Posters; Flannel Boards, Openended Stories; Unserialized Posters; Community Case Studies;
UNIT VI Historical Mapping, Community Environmental Assessment; (5 Sessions)
Survival Surveys; Participatory Action Research; Maps and
Mapping, Community Financial Accounts; SWOT Analysis;
Popular & Puppet Theatre; Community Directed Visual Images /
Tape Recordings / Videos
*
**
Text Books:
McIntyre, L. (2005). 10th Edition. Need to Know: Social Science Research Methods.
Tata McGraw Hill Publication.
Kristin, G. E. (2010). 2nd Edition. Qualitative Methods in Social Research. Tata McGraw
Hill Publication
Corby, B. (2010). Applying Research in Social Work Practices. Tata McGraw Hill
Publication
Reference Books:
Denscombe, M. (2004). Ground Rules for Social Research. Tata McGraw Hill
Publication
Newman, W. Social Research Methods: Qualitative and Quantitative. Pearson Education

India

Course Outline
Public Policy and Health

Year: II
Trimester: VI
Max. Hours: 30
Preamble: Public health is an often under-recognized component of our health system, yet
most improvements in life expectancy and other key markers of healthy populations which are
the result of effective public health programs. It is concerned with threats to the overall health
of a community based on population health analysis. This course will provide a framework for
developing and analyzing a range of health policy issues.
To develop an understanding of the public health policy.
To enable the students to interpret and apply health concept in day to day functioning.
To build awareness of certain important and critical issues in public health policy
Understanding the Concepts of Health

Community Health, Community Health Centre, Community
Mental Health Services, Urban Health Resource Centre, Online
UNIT I Health Communities
Public Health: Objectives, Public Health Programs, Public
Health System in India: Rural Health Care System in India,
Health Education, Role of Public Policy in Health
Health Care in India:
A Brief Overview, Health Care Infrastructure, Primary Services,
Central Government's Role, Issues: Disease-national centre of
Disease control, Global malaria Action Plan, The Global Fund to
UNIT II Fight AIDS.
Gender Ratio: Concept, Gender Imbalance, Fisher's Principle,
Types of Gender Ratio, Examples in Non human Species,
Factors affecting Gender Ratios
Major Determinants of Health:
The Changing Nature of Infectious Disease, Food, Trade and
UNIT III Health, Drains, Dustbins and Disease. Other Issues- PollutionMalnutrition, Water and Sanitation
Tobacco: A Public Health Emergency
(5 Sessions)
(6 Sessions)
(4 Sessions)
Population Health: The Role of Economic Inequality, The
Importance of Family Planning Programs, Population Health
UNIT IV Management, IT Challenges in enabling Population health
management.
(4 Sessions)

Principles of the Ethical Practice of Public health.

Correspondence of the ethical principles with the essential public
health services.
Health Planning in India:
National Cancer Control Program, National Aids Control
Program, Universal Immunization Program (UIP), National
UNIT V Health Policy, State Health Policy, Ministry of Health and (6 Sessions)
Family Welfare; National Urban Health Mission , National Rural
Health Mission
Role of International Agencies in Public Health
WHO (World Health Organization), UNICEF (United Nations
UNIT VI International Children's Emergency Fund), CRY (Child Rights (5 Sessions)
and You), CARE, RED Cross Society
*
**
Text Book:
Pomerleau, J., & McKee, M. (2006). Issues in Public Health. New Delhi: Tata McGraw
Hill.
Reference Book:
Michael, B. (2008). International Public Health Policy and Ethics. Series: International
Library of Ethics, Law, and the New Medicine, Vol. 42
Goodwin, N., Gruen, R., & Iles, V. (2006). Managing Health Services. New Delhi: Tata
McGraw Hill.
Buse, K., Mays, N., & Walt, G. (2006). Making Health Policy. New Delhi: Tata McGraw
Hill.
Macdowall, W., Bonell, C., & Davies, M. (2006). Health Promotion Practice. New
Delhi: Tata McGraw Hill.

Course Outline
Strategy Implementation and Control
Year: II
Trimester: VI
Max. Hours: 30
Preamble: Strategic management is the core element of any business course as it acts like
glue that holds other business subjects together. It is the field of management designed to help
general managers improve the long-term competitive position of their organization.
Apart from planning, which in itself is a challenging and comprehensive task, implementation
creates greater challenges, as a number of unfavourable forces may have to be managed. This
course aims to familiarize students with the enormous uncertainties and challenges of
executing strategies at various levels in the organization.
To understand the nature of strategy execution and its competitive and institutional
context
To know the challenges and risks associated with successful implementation of strategies.
To acquaint students with a range of methods of strategy execution, evalution and

controls.
The nature of strategy implementation
Concept Of Strategy Implementation, Strategy Implementation
And The Strategic Management Process, Mintzberg's Model, The
(5 Sessions)
UNIT I Relation Between Strategy Formulation And Strategy
Implemenation, A General Framework For Strategy
Implementation
Implementation approaches
The Concept Fit, The 7-s's Framework, Relationship Of
UNIT II Implementation To Life Cycle, Selecting An Implementation
(5 Sessions)
Approach, Strategy Implementation And Stakeholders, general
problems in implementation
Implementation in action
Developing programmes, budgets, and procedures, achieving
UNIT III synergy, designing jobs, resource allocation, managing conflict,
(5 Sessions)
managing resistance to change, creating a strategy-supportive
structure, culture and leadership.
Implementation at Corporate and Business level
The Concept Of The Center Of Gravity, Strategies Changes Integration, Diversification, Mergers, acquisitions and joint
UNIT IV ventures.
(5 Sessions)
Implementing Porter's Generic Strategies, Differentiation Versus
Low-cost Strategies
Strategy Implementation
UNIT V Implementing Strategies: Production/Operations Concerns, HR
(5 Sessions)

concerns, Marketing, Finance/Accounting, R&D, and MIS

Issues
Restructuring and Reengineering, execution in turbulent
environment concept of strategy incoherence, dissonance,
agility and resilience
Execution in international context
Strategy Evaluation and Control
Strategy Evaluation, Framework, Characteristics of an Effective
Evaluation System, Contingency Planning, Auditing, enterprise
UNIT VI risk management, Activity based costing.
(5 Sessions)
Measuring Performance at corporate and functional level,
Strategic Incentive Management
Control importance and types
*
**
Text Books:
Thompson, Strickland, Gamble & Jain. (2005). Crafting and Executing Strategy. 14th
Edition. New Delhi: Tata McGraw Hill Publication.
Azhar, K. (2008). Business Policy and Strategic Management. New Delhi: Tata McGraw
Hill Publication.
Galbraith, J.R. (2006). Strategy Implementation: The Role of Structure and Process. West
Publishing Company.
Reference Books:
Hamel, G. & Prahalad, C. K. (2003). Competing for the Future. Harvard Business
School.
Johnson, & Scholes. (2006). Exploring Corporate Strategy. Prentice Hall India.
Hunger and Wheelen, (2004). Strategic Management. New Delhi: Pearson Education.
Macmillan, H. & Tampoe, M. (2005). Strategic Management. Oxford University Press.
Pearce II, Robinson Jr., & Mittal. (1999). Strategic Management: Formulation, Implementation
and Control. Tata McGraw Hill

Course Outline
Technology Forecasting
Year: II
Trimester: VI
Max. Hours: 30
Preamble: In order to effectively prepare business strategies in the technologically fast-paced worlds
of e-commerce, information technology, and the global economy, it has become important for
companies and policy makers to look into the future with sophisticated models and techniques to
determine the course of technological change. The field of technological forecasting, more commonly
referred to as foresight studies, has emerged as an energetic and vibrant area of study and practice.
This course will provide an insight of technological forecasting with the implementation of some
sophisticated statistical tools. For bringing an adequate understanding of the subject students are
required to make review of regression and time series analysis

This course is designed to enable students:
To understand the key concepts and options in technology forecasting.
To understand models of technology forecasting.
To understand the assessment of technological forecasting.

Purpose and meaning of technology forecasting, characteristics of
a good forecast, methodological foundations, Method Selection ,
UNIT I common errors, Developing technological competencies and
creation of sustainable comparative advantages through
technology forecasting, benefits for technology transfer
Planning the Technology Forecast, forecasting project needs,
Organizing and Managing the Technology Forecast, Project
UNIT II Scheduling through PERT, PAC.
Technology Delivery System, stakeholder, societal and
institutional context, monitoring process and strategy
Sources of quantitative/qualitative data on technologies: Forecasts
based on human judgments and estimates, Historical
UNIT III analogies,Technology database: Patent searching, Bibliometric
analysis,
(5 Sessions)
(5 Sessions)
(5 Sessions)
UNIT IV
Forecasting the Market - Qualitative Techniques for Appraising

Market
Potential,
A
Quantitative
ApproachAdoption
and
Substitution., Macroeconomic Forecasting, General Equilibrium (5 Sessions)
Models, Institutional Arrangements and the Market, Linear
regression, Fitting time series data to general trend models,
growth and substitution curve models, Systems models

Critical success factors in technology forecasting, Impact

Assessment in Technology Forecasting concept and
UNIT V techniques, analysis of technological. Polical, social, economic (5 Sessions)
impact, Impact Evaluation,Cost-Benefit Analysis within and
outside the Organization methods, forecasting accuracy
Combining forecasts, Accounting for Risk and Uncertainty
within organization and outside,Technology Roadmapping,
UNIT VI Strategic Planning for Technology Implementation, uses in (5 Sessions)
manufacturing, Learning from Past Forecasts and Assessments
*
**
Reference Books:
Strategic Technology Management - Betz. F. - McGraw-Hill.

Management of Technology - Tarek Khalli -, McGraw-Hill.
Strategic Management of Technological Innovation - Schilling - McGraw-Hill, 2nd ed.
Handbook of Technology Management Gaynor, 1996, Tata McGraw Hill.
Forecasting and Management of technology - Alan Thomas
Management of New Technologies for Global Competitiveness Christian N Madu,
1995, Jaico Publishing House.

Course Outline
Management of Technology Transfer and Adoption
Year: II
Preamble:
This course examines the processes involved in transferring technologies from one
organization or culture to another. First, the broad concept of technology will be examined from
several viewpoints. These include the philosophy of technology, its conceptual organization, and the
technological method. Special emphasis will be placed on the change process and its relationship to the
diffusion of technology. Models that describe technology transfer and the vehicles that facilitate
technology transfer will then be considered. Special emphasis will be placed on the means used to
transfer technologies and the social, cultural, and technological problems that often result. The course
will conclude with the identification of strategies that can be used to facilitate successful technology
transfer and adoption.

This course is designed to enable students:
1. To understand the key concepts and options in technology commercialization.
2. To understand how to assess technologies for their commercialization potential.
3. To understand the steps that a technology goes through in the journey from the laboratory
to the marketplace.
4. To explore the roles that intellectual property protection and licensing play in the
commercialization process.
Purpose and meaning of technology transfer, Ways of technology
transfer, technology transfer process, technology transfer agents,
UNIT I constituents of technology transfer, factors affecting technology , (5 Sessions)
technology transfer checklist, benefits for technology transfer
Technology transfer team and their responsibility, Seven Cs for
the Successful Transfer - Context , Challenges : Shortfalls in
Technology Creation, Choice: Technology Needs Assessment,
UNIT II Existence of Viable Technology Alternatives, Functions of (5 Sessions)
Technology Assessment, Certainty - Ensuring Effective Use of
Analytical, Assessment and Other Decision Support Tools
Communication, Capacity : Fostering Innovation, Applied
Research and Development, Developing and Enhancing Human
UNIT III Capabilities, Commitment - Sustainable Markets for (5 Sessions)
Environmentally Sound Technologies
UNIT IV
Ensuring
Macroeconomic
Policy
Frameworks
Minimize (5 Sessions)

UNIT V
UNIT VI
*
**
uncertainties, Policy dimension and regulatory frameworks,

From technology transfer to technological learning capabilities,
Networking for Technology Acquisition and Transfer, Financial
aspects, structuring agreements
Impact of adoption of new technologies, Alternate models for
technology transfer, Techonology transfer : problems and
prospects, Knowledge and technology transfer grid
(5 Sessions)
Technology transfer as collaborative learning, Technology
diffusion and organizational learning
Patterns and Criticisms of TT, India and Technology Transfer:
Positions, Barriers and Options, Technology transfer
Agreements in India, international technology transfer process,
(5 Sessions)
Legal issues in technology transfer, Cross cultural issues

Text Books:
Technology Transfer: Strategic Management in Developing Countries-Goel Cohen, 2004,

Sage Publications Ltd.
Handbook of Technology Management Gaynor, 1996, Tata Mcgraw Hill.
Reference Books:
A Macro Perspective on Technology Transfer -Allan C. Reddy, 1996, Greenwood

Publishing Group
Global Perspectives on Technology Transfer and Commercialization- John Sibley Butler,
2011, Edward Elgar Publishing
Theory of Science and Technology Transfer and Applications- Siegeng Liu, 2009, Taylor
& Francis

Course Outline
Service Operations Management
Year: II
Trimester: VI
Max. Hours:
Preamble: In todays highly competitive era firms are using service as tool for differetntiation.It has
become very important to understand the nature of services and the ways to manage them effectively
and efficiently. In the same regard this course has been designed, which will cover various aspects of
service operations management. The students are required to review the fundamentals of Service
marketing as well as fundamentals of Operations management, so that they can easily assimilate the
subject matter.

After, completion of the course the students will be able to:
Understand the key concepts of service operation.

Analyze the process of service designing.
Understand various models of service quality
Introduction of service operations management, types of services
UNIT I and processes, service matrix , retail service layout:-service-scape (5 Sessions)
and ambient conditions , spatial layout and functionality.
New Service Development - Designing of Service delivery
UNIT II Mechanism: Service Blue-printing Management of Service
(5 Sessions)
Experience - Front-office Back-office Interface .
Service Quality: Concept, Models-GAP, SERVQUAL,
UNIT III SERVPERF - Gronroos model, Complaint management, Service
(5 Sessions)
Encounter, Service Recovery Service Guarantee.
Service designs:-Product line approach , Self service Approach ,
Personal Attention approach, Waiting line management-Queuing
UNIT IV system ,Waiting line models , Introduction to computer (7 Sessions)
simulation of waiting line.
Service supply chain models, service outsourcing , Inventory
UNIT V Management in Services, Productivity and Performance measurement, (5 Sessions)
IT enabled Customer Service: Call Centre Operations,
UNIT VI Webenabled Services, ERP enabled Services, Tele marketing.
(3 Sessions)
*
**
Reference Books:
Operations management Richard B. Chase TMH.

Production and operations management Kanishka Bedi -, Oxford

Production and operations management SN Chary TMH.
Service Operations Management: Improving Service Delivery Robert Johnston,
Pearson

Course Outline
Total Productivity Management
Year: II
Preamble: In todays highly competitive era fitness of firm is very significant as far as
manufacturing is concern. In this regard maintenance plays an important role.This course
provides a framework to understand the fundamentals of TPM. The course will also examine
today's critical strategic issues such as role of IT and HR in TPM.

To understand the Total Productive Management concept and principles and the various
tools available to achieve Total Productive Management.

To understand the role of IT in TPM .
UNIT I
UNIT II
Introduction of TPM: Definition and features ,Stages of TPM:

Preparation, Initial implementation stage, Full implementation
stage, Interlink-age of TPM with other functional departments.
Equipment effectiveness and types of losses ,suspension lossplant maintenance loss, productionadjustment loss , Downtime
loss ,equipment failure loss- process failure loss,Speed
loss,regularproduction loss-irregular production loss- Defect
Loss- Process defect loss,loss which caused byrework,overall
Equipment Effectiveness (OEE),TPM Principles and Zero
failures.
Introduction to jishu hozen (autonomous maintenance) ,stepsintial cleanup

preventive measures Preparing autonomous standards for TPM
autonomous
inspection
standardization
autonomous
UNIT III management,Institutionalize Jishu Hozen - Cause and
effectdiagram,ten kinds of human errors different kinds of
defects.
Introduction to Kaizen activities, Mode of failure, collection and
analysis of data, Sporadic and regular failures, causes for machine
UNIT IV deterioration, design inadequacies, Periodical and predictive
maintenance.
(3 Sessions)
(7 Sessions)
(5 Sessions)
(5 Sessions)

UNIT V
Introduction to Kbestu kaizen, defining the contributory

problem and collection of data, categorise loss plan , Hinhitsu
Hozen zero defect quality maintenance ,eight pillars of TPM five
principles of TPM
(5 Sessions)
Human factors in maintenance ,maintenance manuals

,maintenance staffing methods, queuing applications, simulation,
spare parts management, maintenance planning and scheduling
UNIT VI Condition Monitoring Techniques Vibration Monitoring, (5 Sessions)
Signature Analysis Wear Debris Monitoring Maintenance
Management Information System - Expert systems
Corrosion Monitoring and Control.
*
**
Text Books:
Dale H.Besterfiled, et al., Total Quality Management, Pearson Education, Inc. 2003.
(Indian reprint 2004). ISBN 81-297-0260-6.
Reference Books:
James R.Evans & William M.Lidsay, The Management and Control of Quality, (5th
Edition), South-Western (Thomson Learning), 2002 (ISBN 0-324-06680-5).
Feigenbaum.A.V.
Total
Quality
Management,
McGraw-Hill,
1991.
Oakland.J.S. Total Quality Management, Butterworth Hcinemann Ltd., Oxford, 1989.

Narayana V. and Sreenivasan, N.S. Quality Management Concepts and Tasks, New Age
International 1996.
Zeiri. Total Quality Management for Engineers, Wood Head Publishers, 1991.
Lt. Gen. H.LaI, "Total Quality management", Wiley Eastern Limited, 1990. .
Greg Bounds. Beyond Total Quality Management. McGraw Hill, 1994. 3. Menon, H.G,
"TQM in New Product manufacturing", McGraw Hill 1992

Course Outline
Purchase Management
Year: II
Trimester: VI
Max. Hours: 30
Preamble: Purchasing is an integral part of any organization. The role of purchasing is not
only limited to the procurement of materials but now a days it is also considered as a medium
for gaining competitive advantage. This course puts emphasis on the fact that how purchasing
can be a key to success for any organization.
To explain the social fundamentals of purchasing management.
To understand policies and procedures of purchasing
To understand the role of purchasing in strategic decision making
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
UNIT VI
The role of purchasing in business, relationship with other

departments,
procedures,
forms
and
records,
basic
policies/planning, organization, purchasing control, budgeting,
purchasing ethics/ public relations
Sourcing, quality, quality control, quantity determination, right
time, price, surplus materials
Purchasing capital equipment, contract buying, retail buying,
engineering and construction contracting, state and institutional
purchasing, international buying, make or buy, negotiations,
purchasing research/value analysis, measuring purchasing
performance.
Purchasing Function
Objectives, Scope and Importance,
Organisation for Purchasing, Centralisation vs. Decentralisation,
Delegation of Powers, Purchasing Cycle Elements and their
Importance, Purchase Policies and Procedures, 5Rs of
Purchasing and Related issues, Technical, Commercial and
Legal Aspects of Purchasing
Import Policy and Procedures Capital Goods and Project
Imports, Spares, Consumables and Components, Specific
Licensing Provisions, Project Buying and Related Aspects,
Vendor Rating and Source Location,
Negotiations in
Purchasing, Outsourcing Management
strategic purchasing management, the future of purchasing:
developing lean supply, partnership sourcing, network souring,
benchmarking, buying decision models, purchasing market
research, the role of information technology in purchasing and
(5 Sessions)
(5 Sessions)
(5 Sessions)
(5 Sessions)
(5 Sessions)
(5 Sessions)

the portfolio of purchasing skills..

*
**

Reference Books:
Monczka, Robert, Trent, Robert and Handfield, Robert, Purchasing and Supply Chain
Management, 3rd. Edition, Cincinnati, Ohio: Thomson South-Western College
Publishing, 2005.

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Master of Business Administration 1

Course Curriculum (Session 2014-15)

Master of Business Administration

Institute of Business Management

Master of Business Administration 2

ABOUT THE PROGRAM

Master of Business Administration 3

Course Outline (Session 2014-15)

Objectives of the Course:

To enable students analyze communication situations and develop effective

To develop skills for communicate professionally and persuasively

Communication at workplace: Understanding Corporate

Group Discussions: Introduction, Concept, Purpose, Types of

Master of Business Administration 4

Interview, Candidates Preparation/ Strategies to Succeed,

Mohan, Krishna & Banerji M. (2008). Developing Communication Skills. Macmillan

Sharma, R. C. & Mohan, K. (2002). Business Report Writing and Correspondence:

Chaturvedi, P. D., & Chaturvedi, M. (2007). Business Communication: Concepts, Cases

Master of Business Administration 5

Preamble: To provide an introduction to business and the economic environment within

Objectives of the Course:

Introduction to Business Environment: Concept, Significance,

Economic & Political Environment: Economic Systems and

Master of Business Administration 6

Provision for presentations / assignments / case analysis in additional sessions

Aswathappa, K. (2010). Essentials of Business Environment. Himalaya Publishing

Cherunilam, F. (2010). Business Environment. 18th edition. Himalaya Publishing House.

Paul, J. (2008). Business Environment. 3rd Edition. Tata McGraw-Hill Publication.

Neelamegam, V. (2010). Business Environment. Vrinda Publications

Master of Business Administration 7

Objectives of the Course:

Understand the role and relevance of financial accounting in management.

Master of Business Administration 8

Tulsian, P. C. (2008). Financial Accounting. New Delhi: Pearson Education.

Narayanaswami, R. (2009). Financial Accounting: Managerial Perspective. New Delhi:

Maheshwari, S. N., & Maheshwari, S. K. (2006). 4th Edition. An Introduction to

Indian Journal of Finance

The IUP Journal of Accounting Research and Audit Practices

Master of Business Administration 9

Objectives of the Course:

To analyze & interpret fundamentals of economics.

To study the interrelationship in an open economic system.

Overview: Economics background to management, Nature and

Master of Business Administration 10

Macroeconomics: Science of Macroeconomics, Circular Flow

Petersen, C. (2006). Managerial Economics. Pearson Education

Ahuja H.L. Managerial Economics. S. Chand

Dwevedi, D. N. (2009). Principles of Economics. Vikas Publication.

Patnaik, P. (1997). Macro Economics. Oxford University Press,

Rangarajan C. & Dholakia B.H. (2006). Principles of Macroeconomics. Tata McGraw

Master of Business Administration 11

Objectives of the Course:

Analyze communication situations and develop effective communication strategies and

Management: Concept, Nature, Importance; Management: Art

Leadership: Concept and Functions, Leadership style,

Master of Business Administration 12

Robbins, S. P., & Decenzo, D. A. (2007). Fundamentals of Management: Essential

Weihrich Heinz and Koontz Harold - Management: A Global and Entrepreneurial

Master of Business Administration 13

Preamble: Quantitative Technique is a scientific approach to managerial decision-making.

Objectives of the Course:

To provide students with the understanding of role of quantitative techniques in business

To familarize the students of different streams about different quantitaive techniques.

Master of Business Administration 14