Final HBS MBA Regulations & Syllabus As Per Bos 2017

Hyderabad Business School
GITAM University
(Deemed to be University, Estd. u/s 3 of the UGC Act, 1956)
*VISAKHAPATNAM *HYDERABAD *BENGALURU
Accredited by NAAC with ‘A’ Grade
REGULATIONS & SYLLABUS
MBA Programme
Program Code: HMPRBA
(W.e.f. 2017-2018 admitted batch)
www.gitam.edu, www.ghbs.in
Master of Business Administration (MBA)
A Two Year Full Time Trimester Programme
Programme Code: HMPRBA
Introduction
Hyderabad Business School, a constituent of GITAM University, offers a two year full
time Master of Business Administration (MBA) Programme. This programme aims at
building managerial competence among students by providing a theoretical foundation as
well as a practical orientation towards Management. Thus they are not only equipped to
perform as effective managers but also to shoulder greater responsibilities in the future as
they move up the hierarchy.
This programme is unique in that it helps students in developing a comprehensive view

of Management through a trimester system, in which the courses are handled in depth
and students are evaluated continuously on various dimensions. Learning is facilitated
through a mix of classroom interactions, case studies, project work, and business games.
The curriculum lays the foundation for a conceptual and analytical understanding of
national and international management practices. This programme is designed to blend
current management theory and practice with emerging trends in the field of
management with the aim of molding the students into competent, responsible and
visionary managers. The course content is constantly updated to be in tune with the
emerging trends in the management practices all over the world.
OBJECTIVES OF THE PROGRAMME:
The broad objective of the programme is to provide a world-class quality professional

education in management. More specific objectives are:
i. To expose the students to social, economic, political, technological and ecological

environments of modern society and their characteristic values
ii. To mould the students to become effective global managers in the competitive
environment
iii. To develop a portfolio of skills among students for them to become effective
leaders
iv. To provide conceptual and practical knowledge necessary for a challenging career
v. To inculcate entrepreneurial skills among students for creating and managing their
own enterprise
vi. To mould students into socially responsible citizens
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REGULATIONS & SYLLABUS
1.0 STRUCTURE OF THE PROGRAMME

The MBA Programme is designed keeping in mind the objectives stated earlier and
structured by including courses on various aspects of Management. This entails an in-
depth study of 25 core courses in the three trimesters of the first year.
In the second year, a student is required to opt for specialization in two functional areas.
A student must study six courses in each specialization in IV & V trimesters put together,
that is, three courses in each specialization in each trimester. In the VI trimester the
student has to do a major project work of ten weeks’ duration.
Choice Based Credit System (CBCS):
Choice Based Credit System (CBCS) is continued based on UGC guidelines in order to
promote:
 Student Centered Learning

 Cafeteria approach
 Students to learn courses of their choice
 Learn at their own pace
 Inter-disciplinary learning
Scheme of CBCS
 In the first year for all the trimesters, in addition to the core papers, a student has
a choice to select two courses out of three courses in the I Trimester and two out
of four for II & III trimester offered as part of CBCS.
 In the second year, six specializations are offered and the students have the
choice to select any two specializations.
 Within the specialization, there are six courses each in every specialization in IV
& V trimester of which the student can choose three courses from each
specialization offered as part of CBCS.
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SCHEME OF INSTRUCTION
Master of Business Administration (MBA)
Programme Code: HBA
(With effect from the Admitted Batch of 2017-2018)
TRIMESTER I:
S. No. Code No. Title of the Course Sessions Credits Marks Total
Lec Pra CA TEA
HBA 701 Principles and Practice of 2 2 40 60 100
1
Management
HBA 704 Business Laws 2 2 40 60 100
2
3 HBA 707 Managerial Economics 2 2 40 60 100
HBA 710 Written Analysis & 2 2 40 60 100
4
Communication
5 HBA 713 Accounting for Management 3 3 40 60 100
6 HBA 716 Quantitative Methods 3 3 40 60 100
Choose any two from the following courses
7 HBA 719 Business Environment 2 2 40 60 100
HBA 722 Indian Ethos & Values in 2 2 40 60 100
8
Management
9 HBA 725 IT for Managers 1 2 1+1 40 40+20* 100
Total 17 1 18 320 480 800
* Practicals carry 20 Marks CA- Continuous Assessment, TEA- Trimester End Assessment
TRIMESTER II:
S. No. Code No. Title of the Course Session Credits Marks Total
CA TEA
1 HBA 702 Financial Management I 3 3 40 60 100
2 HBA 705 Organizational Behaviour 2 2 40 60 100
3 HBA 708 Business Communication 2 2 40 60 100
4 HBA 711 Operations Management 3 3 40 60 100
5 HBA 714 Marketing Management I 3 3 40 60 100
HBA 717 Human Resource 3 3 40 60 100
6
Management
HBA 720 Corporate Governance & 2 2 40 60 100
7
Business Ethics
8 HBA 723 Research Methodology 2 2 40 60 100
9 HBA 726 Innovation and Creativity 2 2 40 60 100
HBA 729 Business Information 2 2 40 60 100
10
Systems
Total 20 20 320 480 800
TRIMESTER III:
S. Code No. Title of the Course Sessions Credits Marks Total

No Lec Pra CA TEA
.
1 HBA 703 Operations Research 3 3 40 60 100
4
2 HBA 706 Entrepreneurship Development 2 2 40 60 100
HBA 709 Fundamentals of Business 2 2 40 60 100
3
Analytics
4 HBA 712 Supply Chain Management 3 3 40 60 100
5 HBA 715 Marketing Management II 3 3 40 60 100
6 HBA 718 Financial Management II 3 3 40 60 100
7 HBA 791 Soft Skills 1 2 2 100 100
HBA 792 Viva-Voce on courses in all 2 100 100
8
three trimesters
9 HBA 721 Managerial Communication 2 2 40 60 100
10 HBA 724 Project Management 2 2 40 60 100
HBA 727 Management of Public & 2 2 40 60 100
11
Private Partnership
12 HBA 730 Principles of Yogic Practices 2 2 40 60 100
Total 21 1 24 420 580 1000
SPECIALIZATION COURSES
The students are required to choose Two specialization groups from the Six
specialization groups offered during IV & V Trimesters. The student has to take 6
courses (three from each Specialization)
TRIMESTER IV COURSE STRUCTURE

Marks
S.No Code No. Title of the Course Sessions Credits CA TEA Total
H-XX-841
1 Specialization 1 3 3 40 60 100
H-XX-842 Specialization 1
2 3 3 40 60 100
3 3 3 40 60 100
H-XX-844
5 3 3 40 60 100
6 3 3 40 60 100
H-XX-841
6 3 3 40 60 100
7 3 3 40 60 100
8 3 3 40 60 100
9 3 3 40 60 100
10 3 3 40 60 100
5
HBA 891 International
11 Business 2 2 40 60 100
Environment
9 HBA 892 Business Games 2 2 50 - 50
HBA 893 Minor Project (8 4 100 100
10
Weeks)
Total 22 26 330 520 850
TRIMESTER V COURSE STRUCTURE
S.No. Code No. Title of the Course Sessions Credits Marks Total
CA TEA
1 H-XX-847 Specialization 1 3 3 40 60 100
13 HBA - 894 Strategic 2 2 40 60 100
Management
14 HBA-895 Soft Skills 2 2 100 - 100
15 HBA- 896 Comprehensive Viva - 3 - 150 150
Voce
Total 22 25 380 570 950
FOLLOWING ARE THE SPECIALIZATION GROUPS:

A. FINANCE (Choose Three courses)
IV TRIMESTER COURSES
S. Marks
No. Code No. Title of the Course Sessions Credit CA TEA Total
s
1 HFM 841 Advanced Financial Statement
3 3 40 60 100
Analysis
2 HFM 842 Investment Management 3 3 40 60 100
3 HFM 843 Corporate Restructuring and
3 3 40 60 100
Valuation
4 HFM 844 Banking Theory and Practice 3 3 40 60 100
5 HFM 845 Credit Risk Management 3 3 40 60 100
6 HFM 846 International Financial Reporting
3 3 40 60 100
Standards
Total 9 9 120 180 300
V. TRIMESTER COURSES (Choose three courses)

6
Marks
S. Code No. Title of the Course Sessions Credits Total
No. CA TEA
7 HFM 847 Financial Engineering & Risk
3 3 40 60 100
Management
8 HFM 848 International Banking and
3 3 40 60 100
Finance
9 HFM 849 Derivatives 3 3 40 40+20* 100
10 HFM 850 Banking Technology
3 3 40 60 100
Management
11 HFM 851 Financial Planning and Wealth
3 3 40 60 100
Management
12 HFM 852 Financial & Credit Analysis 3 3 40 60 100
Total 9 9 120 180 300
* Practicals carry 20 Marks
B. HUMAN RESOURCE MANAGEMENT

IV. TRIMESTER COURSES (Choose three courses)
CA TEA
HHR 841 Human Resource
1 3 3 40 60 100
Development
HHR 842 Compensation
2 3 3 40 60 100
Management
3 HHR 843 Global HRM 3 3 40 60 100
4 HHR 844 Human Resource Planning
3 3 40 60 100
& Staffing
5 HHR 845 Human Resource
3 3 40 60 100
Information Systems
6 HHR 846 Performance Management 3 3 40 60 100
Total 9 9 120 180 300
V. TRIMESTER COURSES(Choose three courses)
S. No. Code No. Title of the Course Sessio Credits Marks Total
ns CA TEA
7 HHR 847 Employment Laws 3 3 40 60 100
8 HHR 848 Industrial Relations 3 3 40 60 100
HHR 849 Strategic Human Resource
9 3 3 40 60 100
Management
10 HHR 850 Recruitment & Selection 3 3 40 60 100
11 HHR 851 Learning & Development 3 3 40 60 100
12 HHR 852 Leadership & Team
3 3 40 60 100
Building
9 9 120 180 300
C. INTERNATIONAL BUSINESS(Choose three courses)

IV. TRIMESTER COURSES
7
CA TEA
1 HIB 841 International Business Laws 3 3 40 60 100
HIB 842 Management of Multi
2 3 3 40 60 100
National Corporations
HIB 843 Cross Cultural Business
3 3 3 40 60 100
Management
4 HIB 844 Global Marketing
3 3 40 60 100
Management
5 HIB 845 International Trade Logistics 3 3 40 60 100
6 HIB 846 WTO and India 3 3 40 60 100
Total 9 9 120 180 300
CA TEA
HIB 847 International Trade and
7 3 3 40 60 100
Policy
HIB 848 Exim Policy and
8 3 3 40 60 100
Documentation
HIB 849 Global Strategic
9 3 3 40 60 100
Management
10 HIB 850 Forex Management and
3 3 40 60 100
Currency Derivatives
11 HIB 851 International Business
Communication & IT in 3 3 40 60 100
Global Business
12 HIB 852 Global HRM 3 3 40 60 100
Total 9 9 120 180 300
D. MARKETING MANAGEMENT
CA TEA
HMM 841 Sales and Distribution
1 3 3 40 60 100
Management
2 HMM 842 Consumer Behavior 3 3 40 60 100
HMM 843 Customer Relationship
3 3 3 40 60 100
Management
4 HMM 844 Rural Marketing 3 3 40 60 100
5 HMM 845 Hospitality Marketing 3 3 40 60 100
6 HMM 846 Digital Marketing 3 3 40 60 100
Total 9 9 120 180 300

S.No Code No. Title of the Course Session Credits Marks Total
8
CA TEA
7 HMM 847 Services Marketing 3 3 40 60 100
8 HMM 848 Retail Management 3 3 40 60 100
9 HMM 849 Global Marketing 3 3 40 60 100
10 HMM 850 Product & Brand
3 3 40 60 100
Management
11 HMM 851 Marketing Research 3 3 40 60 100
12 HMM 852 B-to-B Marketing 3 3 40 60 100
Total 9 9 120 180 300
E. OPERATIONS AND SUPPLY CHAIN MANAGEMENT

CA TEA
1 HOM 841 Manufacturing Planning and
3 3 40 60 100
Control for SCM
2 HOM 842 Logistics Management 3 3 40 60 100
3 HOM 843 Improving Business Process 3 3 40 60 100
4 HOM 844 Technology Management 3 3 40 60 100
5 HOM 845 EXIM Management 3 3 40 60 100
6 HOM 846 E-Business 3 3 40 60 100
Total 9 9 120 180 300
V. TRIMESTER COURSES (Choose three courses)
S. No. Code No. Title of the Course Session Credits Marks Total
s CA TEA
7 HOM 847 Services Operations
3 3 40 60 100
Management
8 HOM 848 Supply Management 3 3 40 60 100
9 HOM 849 Quantitative Methods in
3 3 40 60 100
SCM
10 HOM 850 Operations Strategy 3 3 40 60 100
11 HOM 851 Total Quality Management 3 3 40 60 100
12 HOM 852 Supply Chain
Management- Planning and 3 3 40 60 100
Execution
Total 9 9 120 180 300
F. BUSINESS ANALYTICS (Choose any three)

IV. TRIMESTER COURSES
CA TEA
HBS 841 Business Analytics for
1 3 3 40 60 100
Managers
HBS 842 E-Commerce and Web
2 3 3 40 60 100
Analytics
HBS 843 Corporate Intelligence
3 3 3 40 60 100
and Decision Making
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4 HBS 844 Predictive Analytics 3 3 40 60 100
5 HBS 845 Digital Analytics 3 3 40 60 100
6 HBS 846 Cloud Computing 3 3 40 60 100
Total 9 9 120 180 300
V TRIMESTER COURSES (Choose any three)
CA TEA
7 HBS 847 Big Data Big Analytics 3 3 40 60 100
HBS 848 Data Mining for
8 3 3 40 60 100
Business Intelligence
9 HBS 849 Marketing Analytics 3 3 40 60 100
10 HBS 850 Data Science for
3 3 40 60 100
Business
11 HBS 851 Data Analysis &
3 3 40 60 100
Modeling
12 HBS 852 Enterprise Analytics 3 3 40 60 100
Total 9 9 120 180 300
VI. TRIMESTER
MAJOR PROJECT WORK FOR 10 WEEKS

Marks
S. No. Code No. Title of the Course Credits Internal External Total
1. HBA- 897 Project Seminar 6 100 - 100
2. HBA -898 Project Evaluation* 2 100 100
Total
8 100 100 200
* Project Report Evaluation is double valuation by internal and external examiners for 100
marks and average marks shall be taken into consideration.
2.0 CREDIT BASED SYSTEM

2.1 The course content of individual subjects (theory as well as practicals / tutorials) is
expressed in terms of a specified number of credits. The number of credits as
assigned to a subject depends on the number of contact hours (lectures & tutorials)
per week.
2.2 In general, credits are assigned to the courses based on the following contact periods
per week per trimester.
N lecture sessions per week= N Credits
Two periods of practical’s = 1 Credit
[[
Three or more periods of practical’s = 2 Credits
2.3 The curriculum of MBA programme is designed to have a total of 121 credits for the
award of MBA degree. A student is deemed to have successfully completed a
particular trimester’s programme of study when the student earns all the credits of
that trimester and has no ‘F’ grade in any subject of that trimester.
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3.0 MEDIUM AND METHOD OF INSTRUCTION
The medium of instruction (including examinations and project reports) shall be English.
The method of instruction shall comprise of class room lectures, guest lectures,
presentations, role plays, group discussions, seminars, quiz, situational analysis, debates,
case analysis, etc.
4.0 ATTENDANCE REQUIREMENTS
4.1 A student whose attendance is less than 75 % in all the courses put together in any
Trimester will not be permitted to attend the Trimester-end examination and he/she will
not be promoted generally to register for subsequent Trimester of study. The student has
to repeat the Trimester.
4.2 However, the Vice-chancellor on the recommendation of the Principal/ Director of
the Institute may condone the shortage of attendance to the student whose attendance is
between 66 % and 74 % on genuine medical grounds and on payment of prescribed fee.
4.3 A student whose attendance is less than 66 % has to repeat the programme by paying
stipulated fee along with the juniors.
4.4 A student who is absent for or failed in regular Trimester-end examination, will be
allowed to appear for the same examination along with his/her juniors.
5. 0 EVALUATION PROCESS AND EXAMINATIONS
5.1 The assessment of students’ performance in each course will be based on continuous
internal evaluation and trimester-end examination. The marks for each of the components
of assessment are as follows:
ASSESSMENT PROCEDURE
S. Component of Marks Type of Assessment Scheme of Examination
No assessment allotted
(i) Mid Trimester examination: 15 marks.
40 (ii) Two surprise subject related Quizzes :
Continuous 5 marks each = 10/ or Situational Role
evaluation play for 10 marks
(iii) Classroom Participation: One or
more of the following:
Seminars/Presentations/Case Discussions/
Workshops / Group
Discussions/Assignments/surprise quiz etc
Trimester-end : 15 marks
1 examination* The trimester-end examination in theory
subjects: 60 marks.
60 Note: In case of courses having practicals,
Total the theory examination will be for 40
marks and practical exam for 20 marks.
100
Minor Project Project Evaluation (i) 60 marks for Project Report.
2 100
(Eight weeks) (ii) 40 marks for its presentation.
Major Project Project Evaluation (i) 100 marks for Project Report
3 200
(Ten weeks) (ii) 100 marks for Project Seminar.
Viva Voce(At Viva on all the courses of study and
4 the end of III 100 Viva Voce industrial visits up to III trimester
Trimester)
Comprehensive Viva on all the courses of study and
5 Viva (At the end 150 Viva Voce industrial visits up to V trimester
of V Trimester)
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Scores secured in the Best two out of three tests shall be
6 Soft Skills 100 objective type tests considered for 100 marks.
Business Games Performance during Scores secured in the Business Games
7 50 the Business Games shall be considered for 50 marks.
Sessions
*The faculty shall incorporate the trimester-end examination model paper in the course
outline which is to be submitted at the beginning of the Term. Any change in the scheme
of valuation proposed and discussed with students would be communicated to the
programme coordinator.
5.2 SEMINARS, PRESENTATIONS, WORKSHOPS, CASE DISCUSSIONS, AND

ASSIGNMENTS
In the case of class room presentations, each student has to prepare a write up on a topic
given by the course instructor concerned and present the same in the class room. Sub-
topics of a broad topic may be assigned to different teams for seminars.
In respect of case discussion, the total class will be divided into a number of small groups
and asked to discuss and present individually on a chosen topic.
The performance of students in a workshop facilitated by the course instructor or an

external resource person on a topic relevant to a course will be assessed through a test at
the end of the workshop.
For purpose of continuous assessment the course instructor may also assign written tasks
on topics relevant to his/her course.
5.3 VIVA-VOCE & PROJECT SEMINAR:

The Viva-voce shall be conducted at the end of III and V trimesters, and Project Seminar
at the end of the VI trimester. The contents and marks for each Viva-voce/Project Seminar
shall be as follows:
III TRIMESTER END

Viva voce on the course of study and industrial visits of all three trimesters: 100 marks.
V TRIMESTER END
Comprehensive Viva on all the courses of study, industrial visits, during courses up to V
trimester: 150 marks.
VI TRIMESTER END
Project Seminar : 100 Marks
Project Evaluation : 100 Marks
6.0 INTERACTION WITH INDUSTRY

In order to make the programme more relevant, close interaction with industry shall be
arranged through the following means:
6.1 GUEST AND VISITING FACULTY

Senior Executives from industry shall be invited periodically to serve as guest and visiting
faculty. At least two guest lectures by industry professionals shall be arranged in each
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trimester. Attendance for guest lecture is compulsory. The student should submit a report
on each guest lecture to the faculty member concerned.
6.2 INDUSTRIAL VISITS

Students shall make not less than one industrial visit in each trimester. A brief account of
these visits shall be prepared and produced at the time of the viva-voce to be held at the
end of III and V Trimesters.
6.3 MINOR PROJECT

The students have to undertake a minor project during summer vacation at the end of first
year for eight weeks and should submit the report on it.
6.4 INTERNSHIP (MAJOR PROJECT)

Students shall undergo practical training in an organization for a minimum period of 10
weeks. The student has to undergo practical training in all the functional areas of the
organization and then concentrate on a particular topic for preparing the Major Project
Report under the supervision of one of the senior executives of the organization and one of
the faculty members as the project guide. The report incorporating observations, findings
and suggestions related to the field of training shall be submitted within two weeks after
the completion of the training. The major project report shall be accompanied by a
certificate of practical training obtained from the organization concerned.
7.0 PROFESSIONAL DEVELOPMENT COURSES

Apart from the Core Courses, the following are the Professional Development Courses
offered for the benefit of the students. Among these, the Bridge Course, BEC, and Campus
to Corporate Training are non-credit courses, while Soft Skills and Business Games carry
credits as described below.
7.1. BRIDGE COURSE

A Bridge Course, which is a non-credit course, is compulsory for all students admitted to
the Programme. It is offered at the beginning of the first trimester and is meant for
familiarizing the students, drawn from various graduate programmes, to the basic
background knowledge for management studies. The duration of the Bridge Course is 30
hours. The sessions in this course are handled by guest faculty from industry as well as the
core faculty of the institute.
7.2. BUSINESS ENGLISH CERTIFICATE (BEC)

Reading, writing, listening and speaking skills in Business English are imparted through
training sessions preparing the students for Business English Certificate examination
conducted by the University of Cambridge. The certification is internationally valid. No
separate credits are granted by the institute for BEC.
7.3. CAMPUS TO CORPORATE TRAINING

Students shall undergo compulsory training for 100 hours spread across a trimester in
employability skills. The training is meant for honing the skills of students to make them
industry-ready and thus aid good placements, and does not carry any credits.
7.4. CURRENT BUSINESS AFFAIRS
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Every theory course will necessarily integrate an evaluation component such as assignment
or presentation or group discussion on a topic current and relevant to the course in
question. Students are encouraged to go through business periodicals, journals and
reference books to gather knowledge about current business affairs in the particular course.
7.5 SOFT SKILLS

Evaluation is based on scores secured in the tests conducted by the trainer after each
session. Best two scores out of three shall be considered for 100 marks.
Students are required to secure minimum 40 marks out of maximum 100 marks. Instant
examination will be conducted for failed candidates.
7.6 BUSINESS GAMES

Evaluation is based on scores secured in the tests conducted by the trainer after each
session. Best two scores out of three shall be considered for 50 marks. Instant examination
will be conducted for failed candidates.
8.0 TRIMESTER-END EXAMINATION PATTERN

The duration of each examination shall be three hours. In case of courses having practicals,
the duration of the theory exam shall be for two hours and for Practical
examination it shall be for 90 minutes.
A. The following shall be the structure of the question papers of different courses
with exception of courses mentioned other than problem papers and computer
papers without practicals. All questions should be application oriented
S. No. Pattern Marks
Section A : Five one page answer questions
5 X 2 = 10
1. (Five out of eight to be answered, at least one question from each
Marks
unit)
Section B : Five short essay type questions 5 X 8 = 40
2.
(Either or choice questions from each unit) Marks
Section C : One Caselet 1 X 10 =10
3.
( not more than 200 words) Marks
Total 60 Marks
B. The following shall be the structure of question paper for courses with numerical
problems (Quantitative Courses). All questions should be application oriented
S.No. Pattern Marks
Section A : Five one page answer questions
5 X 3 = 15
1. (Five out of Eight to be answered, at least one question from each
Marks
unit).
Section B : Five essay type questions 5 X 9 = 45
2.
(Either or choice Questions from each unit) Marks
Total 60 Marks
C. The following shall be the structure of question paper for Computer related courses
having praticals.
S.No. Pattern Marks
Section A : Ten Objective type questions 10 X 1= 10
1.
(All questions are compulsory). Marks
2. Section B : Five short Essay type questions 5 X 6 = 30
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(Either or choice Questions from each unit) Marks
3. Practicals 20 Marks
Total 60 Marks
D. The following shall be the structure of the question papers of courses on

Communication (Written Analysis and Communication, and Business Communication).
All questions should be application oriented
S. No. Pattern Marks
1. Section A : Five objective type questions 5X1=5
Marks
2. Section B : Four one page answer questions 4 X 2 ½ = 10
(Four out of seven to be answered). Marks
3. Section C: Five short essay type questions 5 X 7 = 35
4. Section D : One Caselet 1 X 10 =10
( not more than 200 words) Marks
Total 60 Marks
E. The following shall be the structure of question paper for theory courses without case
studies. All questions should be application oriented
S.No. Pattern Marks
Section A : Five one page answer questions 5 X 3= 15
1.
(Five out of Eight to be answered). Marks
Section B : Five essay type questions 5 X 9 = 45
2.
Total 60 Marks
9.0 GRADING SYSTEM
9.1Based on the students’ performance during a given trimester, a final grade will be
awarded at the end of the trimester in each course. The grades and the corresponding
grade points are as given in the below table.
Grades & Grade Points

S. No. Grade Grade points Absolute Marks
1 O 10 90 and above
2 A+ 9 80-89
3 A 8 70-79
4 B+ 7 60-69
5 B 6 50 – 59
6 C 5 40-49
7 F Failed, 0 Less than 40
9.2 A student who earns a minimum of 5 grade points (C grade) in a course is declared to
have successfully completed the course, and is deemed to have earned the credits
assigned to that course.
9.3 The minimum of 24 marks in case of theory papers without practicals and minimum of
16 marks in case of theory papers with practicals to be secured in each paper at the
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trimester end examination in order to pass the course. The minimum pass percentage in
case of practical examinations shall be 40%.
9.4 In case of courses like Soft Skills and Business Games/Workshops, and for Project
Reports and Viva-Voce/Project Seminar/Project presentation, the minimum pass
percentage shall be 40%.
10.0 GRADE POINT AVERAGE

10.1 A Grade Point Average (GPA) for the trimester will be calculated according to the
formula:
Σ [C x G]
GPA = ----------------
ΣC
Where
C = number of credits for the course,
G = grade points obtained by the student in the course.
10.2 Grade Point Average (GPA) is awarded to those candidates who pass in all the
subjects of the trimester.
10.3 To arrive at Cumulative Grade Point Average (CGPA), a similar formula is used
considering the student’s performance in all the courses taken in all the trimesters
completed up to the particular point of time.
10.4 The requirement of CGPA for a student to be declared to have passed on the
successful completion of the MBA programme and for the declaration of the class is
as shown in the table below:
CGPA required for award of Degree

Distinction ≥ 8.0*
First Class ≥ 7.0
Second Class ≥ 6.0
Pass ≥ 5.0
* In addition to the required CGPA of 8.0, the student must have necessarily passed
all the courses of every trimester in the first attempt.
11. EVALUATION:
With regard to the term–end examinations, the answer scripts will be returned to the
students after the letter grades have been approved by the results committee. If a
student has any query on the grade awarded, the student may within one week of
award of the Grade, approach the course teacher with a request. If the aggrieved
student is still unconvinced with the evaluation, an appeal may be made in writing
to the student grievance redressal committee for re-valuation. The total process
shall be completed within a week.
12.0 REAPPEARANCE
12.1 A Student who has secured ‘F’ Grade in any theory course of any trimester shall
have to reappear for the trimester end examination of that course in the following
year.
16
12.2 A student who has secured ‘F’ Grade in Project work shall have to improve his
report and reappear for viva-voce of project work at the time of special
examination.
12.3 A student who has secured ‘F’ Grade in Practicals shall have to reappear for
Special Examination.
13. SPECIAL EXAMINATION

A student who has completed the stipulated period of study for the MBA
programme and still having failure grade (‘F’) in not more than 3 theory courses
excluding practical examination and Project Viva voce, may be permitted to
appear for the special examination, which shall be conducted in the summer
vacation at the end of the last academic year.
14. IMPROVEMENT OF GRADES:

The candidates will be permitted to re-appear course wise along with their juniors
for any Trimester end examination to improve their grades and class within the six
trimesters. However, the eligibility to reappear for improvement of grades is
subject to the rules of the university with regard to this system.
15.0 ELIGIBILITY FOR AWARD OF THE MBA DEGREE
15.1 DURATION OF THE PROGRAMME:

A student is ordinarily expected to complete the MBA programme in six
trimesters of two years. However a student may complete the programme in not
more than four years including study period. However the above regulation may
be relaxed by the Vice Chancellor in individual cases for cogent and sufficient
reasons.
15.2 A student shall be eligible for award of the MBA degree if he/she fulfils the
following conditions:
a) Registered and successfully completed all the courses and projects.
b) Successfully acquired the minimum required credits as specified in the
curriculum within the stipulated time.
c) Has no dues to the Institute, hostels, Libraries, NCC / NSS etc, and
d) No disciplinary action is pending against him / her.
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SYLLABUS
MASTER OF BUSINESS ADMINISTRATION (MBA)
TRIMESTER I
S.No. Code No. Title of the Course
1. HBA 701 Principles and Practice of Management
2. HBA 704 Business Laws
3. HBA 707 Managerial Economics
4. HBA 710 Written Analysis & Communication
5. HBA 713 Accounting For Management
6. HBA 716 Quantitative Methods
7. HBA 719 Business Environment
8. HBA 722 Indian Ethos & Values in Management
HBA 725 IT for Managers

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MBA I TRIMESTER
HBA 701: PRINCIPLES AND PRACTICE OF MANAGEMENT
The objective of this course is to enable the students to understand the
fundamental principles and the practice of management. This will form foundation
to study other functional areas of management.
UNIT-I: Introduction to Management- Management Thought – Functions and

Principles of Management; Corporate social responsibility.
UNIT-II: Planning- Planning Premises, Types and Steps in Planning - Decision

making and forecasting, Steps in Decision making - Management by objectives
(MBO) and Decision Tree Analysis.
UNIT-III: Organizing- Structure, Types of Organizations, Principles of

Organizing, Delegation, and Decentralization of Authority - Line and Staff
functions.
UNIT-IV: Leading- Leadership, Styles of leadership, Theories of Leadership -

Blake and Moutons Managerial Grid - Motivation, Process, Maslow’s, McGregor
and Hertzberg Theories of Motivation.
UNIT-V: Controlling - Importance, Process of Controlling - Making controlling

effective – Techniques of Controlling.
Caselet (Not Exceeding 200 Words)
Activity: Discussion on contribution of various management gurus
Text Book
Heinz Weihrich, Mark V Cannice & Harold Koontz., Management: a Global and
Entrepreneurial Perspective. Tata McGraw-Hill Publishing Company. New Delhi: 2010.
Reference Books
1. Balasubrahmanian. N. Management Perspectives. New Delhi: McMillan India Ltd,
2007.
2. Burton, Gene & Thakur Manab. Management Today: Principles and Practice. New
Delhi:TMH, 2004.
Journals
1. Business Today, The India Today Group, New Delhi
2. Business World, ABP Pvt Ltd, New Delhi
3. GITAM Journal of Management, GIM, GITAM University, Visakhapatnam
4. Harvard Business Review, Harvard Business School Publishing Co. USA
5. Indian Management, AIMA, New Delhi
6. Vikalpa, IIM, Ahmedabad
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MBA I TRIMESTER
HBA 704: BUSINESS LAWS
The objective of this course is to impart to the students the legal aspects of
business transactions in general and specifically to acquaint them with the salient
features of the essential Indian acts that deal with business.
UNIT-I: Contract Act – Kinds of Contract – Essentials of a Contract – Offer and

Acceptance – Free Consent – Capacity of the Parties – Consideration – Legality of
Object – Performance of contract – discharge of contract – Quasi Contract.
UNIT-II: Sale of Goods Act – Sale and Agreement to Sell – Conditions and
Warranties – Transfer of Property – Rights of Unpaid Seller – Law of Agency –
Definition – Kinds of Agents – Creation of Agency – Rights and Duties of agent
and principal – Termination of Agency.
UNIT-III: Salient features of RTI, Consumer Protection Act, Cyber Law,

Intellectual Property Rights.
UNIT-IV: The Negotiable Instruments Act, 1881: Types of Negotiable

Instruments – Parties (Holders and Holder on due course) – Endorsement – Kinds
of Endorsement - Discharge - Modes of Discharge.
UNIT-V: Company Law – Kinds of companies – Formation and Incorporation of

a Company – Memorandum of Association – Articles of Association – Prospectus
– Winding up of a Company.
Caselet (Not Exceeding 200 words)
Activity: Study the prospectus of a company and report on how it complies with
acts.
Text Book
Kapoor, N.D.. Elements of Mercantile Law. New Delhi: Sultan Chand, 2012.
References Books
1. Avatar Singh. Principles of Mercantile Law. Lucknow: Eastern Book Company.
2007.
2. Gulshan & G.K. Kapoor. Business Law. New Delhi: New Age Publishers, 2005.
Journals
1. GITAM Journal of Management, GITAM University, Visakhapatnam
2. ICFAI Journal of Business Laws, ICFAI University Press, Hyderabad
3. ILJ Indian law journal New Delhi
4. The Journal of Law and Society New Delhi
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MBA I TRIMESTER
HBA 707: MANAGERIAL ECONOMICS
The objective of this course is to introduce to the students microeconomic

analysis, which is useful for management decision-making, and to enhance their
understanding of major concepts of managerial economics.
UNIT-I: Managerial Economics – Nature and scope of Managerial Economics –

Theories of a firm: Objectives, Traditional & Behavioral Theories.
UNIT-II: Demand and Supply Analysis – Determinants of Demand - Law of

Demand - Demand Schedule – Determinants of Supply – Elasticity of demand –
Types of Elasticity of demand - Demand forecasting: Methods to forecast demand
for old product & new product.
UNIT-III: Production Analysis – Production functions – Law of variable

proportion – Returns to scale – Isoquants and Isocost curves and expansion path –
Production functions; Cobb-Douglas, CES.
UNIT-IV: Cost Analysis – Introduction to Cost concepts – Different types of

costs, Long run and short run cost curves – Pricing methods based on costs.
UNIT-V: Market Analysis – Basis for classification of Markets - Price and

Output determination under Perfect Competition, Monopoly, Monopolistic,
oligopoly Markets.

Text Book
Dwivedi, D.N. Managerial Economics. New Delhi: Vikas Publications, 2007.
Reference Books
1. Christopher, R. Thomas & S. Charles. Managerial Economics. New Delhi:TMH,
2007.
2. Mihtani, D.M. Managerial Economics. Mumbai: Himalaya Publishing House, 2007.
3. Brickley, James, Clifford W. Smith & Jerold Zimmerman. Managerial Economics.
New York: McGraw-Hill, 2007.
Journals
1. Economic and Political Weekly, A Sameekha Trust Publication, Mumbai
3. Indian Economic Journal, Academic Foundation, New Delhi
4. The Economist, The Economist Newspaper Ltd., Singapore
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MBA I TRIMESTER
HBA 710: WRITTEN ANALYSIS & COMMUNICATION
The objective of this course is to train the student in skillful use of language in
communicating ideas in various forms writing employed in business transactions
and sensitize him/her to the conventions and dynamics of such writing.
UNIT-I: Importance of language skills – Relationship between reading and

writing skills - Basics of grammar – Common errors – Formal and informal
expressions
UNIT-II: Using right words for effectiveness - Forming correct sentences –

Types of sentences and their rhetorical purpose – Construction of effective
paragraphs – Unity and harmony of ideas – Synthesis and analysis of ideas –
Precis and the art of condensation.
UNIT-III: Writing e-mails: Neutral, Persuasive and Negative; Basic e-mail

etiquette; Writing memos and other internal correspondence
UNIT-IV: Writing letters – Types of business letters – Situation-specific letters;

Writing short reports - E-mail reports
UNIT-V: Basics format of writing college reports and longer reports - Resume
writing and covering letters
[Note: Each unit is to be taught through one teaching session followed by

approximately four practice and evaluation sessions.]
Text Book
Mukerjee, Hory Sankar. Business Communication: Connecting at Work. New Delhi:
OUP, 2012.
Reference Books
1. Courtland L Bovee, John V. Thill, & Abha Chatterjee, Business Communication
Today. Tenth Edition. New Delhi: Pearson, 2013.
2. K.K. Ramachandran, Lakshmi, Kartik, M. Krishna Kumar, Business Communication,
MacMillan India Ltd., 2007.
3. Shirley Taylor. Communication for Business, Pearson Education, 2007.
4. Herta A Murphy, Herbert W Hildebrandt, Jane P Thomas. Effective Business
Communication. The McGraw-Hill Company, New Delhi, 2008.
Journals
1. Business Communication Quarterly, Association for Business Communication, New
York.
2. Journal of Technical Writing and Communication, Charles H Sides, Baywood
Publication, New York.
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MBA I TRIMESTER
HBA 713: ACCOUNTING FOR MANAGEMENT
The objective of the course is to equip the students with financial accounting
concepts and methods from a managerial perspective, and enable them to analyze
financial statements, and various techniques and methods of costing, cost control
and cost management.
UNIT-I: Accounting – Nature, Scope and Significance of Accounting - Principles

of accounting – concepts and conventions of Accounting – users of accounting
information – branches of accounting – GAAP.
UNIT-II: Processing of Transactions - Double entry system – process of recording

transactions - preparation of Ledgers - objectives and methods of Trial Balance -
preparation of Trial Balance. Preparation of Financial Statements – Preparation of
trading account – Profit and Loss Account – Balance Sheet – Accounting Equation
– Accounting treatment of adjustments. (With Numerical Problems)
UNIT-III: Ratio Analysis - Meaning and Types of Ratios – Ratios measuring

short term solvency and long term solvency – Turnover Ratios – Profitability
Ratios – Interpretation of ratios - Managerial uses and limitations of Ratio
Analysis. (With Numerical Problems)
UNIT-IV Elements of costs- Nature and Scope of Cost Accounting – Types of

Direct and Indirect Preparation of Cost Sheet – classification of costs – prime cost
– works cost – cost of production – cost of sales – Preparation of Cost sheet for
special work orders.
UNIT-V : Application of Break Even Analysis – Decision involving alternative

choices – Make or buy Decisions – Exploring New Markets – Determination of
sales mix – addition or deletion of a product.
(A Workshop will be organized by an external organization for a minimum of

3 days on Applications of Financial Tally Package which carries 10 marks
included in internal assessment in place of class room participation).
Text Book
Shanna, Shashi K.Gupta., Management Accounting. Kalyani Publishers. New Delhi:
2010.
Reference Books
1. Hanif and Mukarjee., Financial Accounting. Tata Mcgraw Hills Ltd. New Delhi:
2011.
Journals
Finance India, Indian Institute of Finance, New Delhi.
1. GITAM Journal of Management, GIM, GITAM University, Visakhapatnam.
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MBA I TRIMESTER
HBA 716: QUANTITATIVE METHODS
The objective of this course is to enable the student to appreciate the role of
quantitative methods in business decision making in solving management
problems and in improving quantitative reasoning skills
UNIT-I: Measures of Central tendency & Dispersion; Measures of location –

Mean Median, Mode, Geometric Mean, Harmonic Mean, Measures of dispersion –
range, Quartile Deviation, Mean Deviation, Variance, Standard Deviation,
Coefficient of variation
UNIT-II: Forecasting Techniques- Simple Linear Regression, Different methods

to construct regression equations. Correlation; Meaning, Determination of
correlation co-efficient, rank correlation
UNIT-III: Time series: components of Time series, measurement of trend;

Freehand curve, semi averages, moving averages, least squares method.
UNIT-IV: Probability: Permutations & Combinations – Definition of Probability,

Addition & Multiplication Rules, Baye’s Theorem and its application.
UNIT-V: Theoretical Distributions: Binomial, Poisson and Normal Distributions
Problems in all the above Units

Text Book
P. N. Arora, Sumeet Arora, and S. Arora, Comprehensive Statistical Methods, New
Delhi: S. Chand &Co Pvt Ltd, 2013.
Reference Books
1. Levine, Stephan, Krehbiel & Berebson. Statistics for Managers-Using Microsoft
Excel. New Delhi: Prentice-Hall India Private Limited, 2007.
2. Levin Richard I. & David S. Rubin. Statistics for Management. New Delhi: Prentice-
Hall of India Private Limited, 2007
3. Srivastava, T.N. & Shailaja Rego., Statistics for Management New Delhi: Tata
McGraw-Hill Publishing Company Limited, 2008
4. Srivastava, U.K., G.V. Shenoy & S.C. Sharma. Quantitative Techniques for
Managerial Decisions. New Delhi: New Age International (P) Limited. 2005
Journals
1. International Journal of Operations and Quantitative Management, College of
Business, Prairie View A&M University, USA.
2. Journal of Applied Mathematics and Stochastic Analysis, Hindawi Publishing
Corporation, Florida Institute of Technology, USA.
3. Journal of Applied Quantitative Methods, Association for Development through
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MBA I TRIMESTER
HBA 719: BUSINESS ENVIRONMENT
The objective of this course is to make students understand the basic facets of
Indian business environment and to acquaint them with the emerging issues in
business particularly at the national level in the light of the New Economic
Policies.
UNIT-I: Business environment - Overview – Concept and Significance- Kinds of

environment – Economic, Political, Legal, Social and Technological environment
–Influence on Business.
UNIT-II: Theoretical Frame work and Functioning of the Economy: Economic

system types – Objectives of five year Planning – LPG policy in India.
UNIT-III: Industrial Policy statement of the government –New industrial

policy1991 - Competition Act – MNCs.
UNIT-IV: Behavioral and Technical Function: Consumption Function-

Components of Consumption – Investment Function - Components of Investment
-Keynesian IS-LM Framework.
UNIT-V: Economic Concepts and Policies: National Income: Definition –

Concepts - Measurement –Monetary and Fiscal policy – Business cycles –Theories
– Phases.
Activity: Select an industry and study the impact of LPG policy

Text Books
1. Gupta, G.S. Macro Economics - Theory and Application. New Delhi: Tata-Mc Graw
Hill Publishing, 2007.
2. Cherunilam, S Francis. Business Environment. Mumbai: Himalaya Publishing House,
2011.
Reference Books
1. Rangarajan. C & BH. Dholakia. Managerial Economics. New Delhi: Tata McGraw-
Hill Publishing. 2006.
2. Misra & Puri. Indian Economy. New Delhi: Himalaya Publishing House, 2006
Journals
1. Business World, ABP Pvt. Ltd, New Delhi
3. Indian Management, AIMA, New Delhi
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MBA I TRIMESTER
HBA 722: INDIAN ETHOS & VALUES IN MANAGEMENT
The objective of this course is to expose students to Indian ethos and inculcate
Indian values in order to mould students into ethical management graduates.
UNIT-I: Work Ethos, Values and Ethics - Model of Management in the Indian
Socio –Political Environment.
UNIT-II: Indian insight into TQP - Values based management Problems relating
to Stress in Corporate Management – Indian Perspective - Concepts of IQ, EQ,
LQ, NQ, and SQ.
UNIT-III: Need for values in global change- Indian perspective - Values for
Managers; Holistic Approach for Managers in Decision Making; Secular Vs
Spiritual Values in Management.
UNIT-IV: Personality, Personal Growth and Lessons from Ancient Indian

Educational System; Science and Human Values – Total Quality Leadership.
UNIT-V: Lessons from Emerging Trends in Indian Ethos – Relevance of

Gandhian Thought for the contemporary managers – Self Awareness.
Activity: Comparative study of personal values that govern approaches to

management in India and outside.
Text Book
Chakraborty. S.K. Foundations of Managerial Work – Contributions from Indian
Thought, Himalaya Publishing House, 1998.
Reference Books
1. Khandelwal, N.M. Indian Ethos and Values for Managers. New Delhi: Himalaya
Publishing House, 2011
2. Sadri, Business Ethics: Concepts & Cases. New Delhi: TMH, 1998.
3. Chakraborty. S.K. Management Effectiveness and Quality of Work Life: Indian
Insights. New Delhi: TMH, 1987.
4. Chakraborty. S.K. Management by Values. New Delhi: Oxford University Press,
1991.
Journals
1. Journal of Human Values, Sage Publications
2. Vikalpa, Indian Institute of Management, Ahmedabad
3. The Journal of Value management, New Delhi
4. The Journal of the Society for Business Ethics
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MBA I TRIMESTER
HBA 725 IT FOR MANAGERS
The objective of the course is to make the students understand the importance of
improving work productivity by using data analysis tools like MS-Excel for
business decision making. The course is designed based on industry requirements,
expectations and with an aim to improve the chances of selection for job
interviews.
Unit I
Computers Fundamentals: Evolution, Components, Schematic diagram,
Characteristics, Classification, Applications, limitations; Computer Architecture:
CPU, memory (Types); Computer Peripherals: Input & Output devices;
Computer Software: Systems Software (OS and its various types, Dos, Windows,
LINUX/UNIX, vi editor, other System Software, Utilities), Application Software.
Unit II
Computer Networks: Introduction to Data Communication, Classifications,
Transmission Medias, Network Devices, Data Switching Techniques,
Communication Protocols, SPX/IPX, TCP/IP, OSI Model, telecommunication
technologies:1G, 2G, 3G, 4G etc.
Unit III
Internet in Business: Basics, Applications/Tools/Services of Internet and how
they work, Web 2.0: An Overview: Search Engines, Social Networking, Blogs,
Wikis, Virtual Communities, Video Sharing, Podcasting, Web 2.0 for Business
Advantage, Internet Security: Issues and concerns, Security Threats, Security
Measures, Privacy and Ethical issues and concerns.
Unit IV
Computing Environments: Ubiquitous/Pervasive Computing, Client-Server
Computing, Green Computing, Grid Computing, Utility Computing , Cloud
Computing, Distributed Computing, Cluster Computing, Parallel Computing ,
Computing Applications and Other emerging IT issues: Office applications,
Multimedia applications, Graphics applications, Mobile applications, Computer
VIRUS/Antivirus.
Unit V
MS Office practice: MS Word: MS Word basics, document formatting, working
with tables, mail merge etc.,
MS Excel: Spreadsheet basics, Working with MS Excel Workbook, Worksheet
management, Entering Data in Worksheet, Working with Formulas, Using
functions: Math and Statistical, Logical, Search, Date and Time, Database
functions, Data Tabulation, Filtering and Sorting, Graphs and Charts etc.,
MS Power Point: Presentation basics, Working with Slides, Animation effects, Transitions etc.
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Books Suggested:
1. Microsoft Excel 2013 Data Analysis and Business Modeling by Wayne Winston
2. Introduction to Computers, Peter Norton, TMH Publication.
3. Introduction to Computer Science. ITL Education Solutions Ltd, Pearson
Education
4. Microsoft Office 2016 Step by Step by Joan Lambert and Curtis Frye
5. John Walkenbech, Microsoft Excel 2013: Bible, Wiley India Edition.
6. Dodge, Stinson -Microsoft Office Excel 2007 Inside Out ,PHI
7. Jacobson-Microsoft Office Excel 2007 Visual Basic for Applications Step by Step,
PHI
8. Gary B Shelly, Thomas J Cashman, Microsoft Office Word: 2007, Complete
Concepts and Techniques.
Magazines & Journals

1. Data Quest, New Delhi
2. Computers Today, New Delhi
3. Information Technology, New Delhi.
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TRIMESTER II
1. HBA 702 Financial Management I
2. HBA 705 Organizational Behaviour
3. HBA 708 Business Communication
4. HBA 711 Operations Management
5. HBA 714 Marketing Management I
6. HBA 717 Human Resource Management
7. HBA 720 Corporate Governance & Business

Ethics
8. HBA 723 Research Methodology
9 HBA 726 Innovation and Creativity
10 HBA 729 Business Information Systems
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MBA II TRIMESTER
HBA 702: FINANCIAL MANAGEMENT – I
The objective of this course is to familiarize the students with the basic concepts of
Financial Management and to enhance their decision making skills.
UNIT-I: Nature of Financial Management: Nature – Objectives – Scope-

Functions of Financial Management – Profit maximization versus wealth
maximization – Financial forecasting – Financial Planning
UNIT-II: Time Value of Money: Techniques of Time value of money –Effective

Rate of Interest –Future Value of Series of Payments-Compound Value of an
annuity -Discounting or Present value technique Present value of a series of
payments - Present Value of an Annuity practical applications of time value
techniques Interest rate problems valuation problems
UNIT-III: Financial Statement Analysis- : Funds flow analysis – Statement of

funds from operations – preparation of Funds flow statement. Cash flow analysis –
Statement of cash from operations – preparation of Cash Flow Statements (With
Numerical Problems)
UNIT-IV: Investment Decision: Basics of Capital Budgeting - Appraisal and

Evaluation of Long Term Investment Proposals – Methods of Capital Budgeting-
Traditional methods: Pay Back Method - Accounting Rate of Return –
Discounting Methods - Internal Rate of Return - Net Present Value - Profitability
Index.
UNIT-V: Cost of capital Cost of Debt - Cost of Preference Capital - Cost of

Equity Share and CAPM - Cost of Retained Earnings - Weighted Average Cost of
Capital
Activity: Select a company and observe its Funds Flow and Cash Flow statements
Text Book
J.C. Van Horne., Fundamentals of Financial Management. Pearson Education. New
Delhi: 2010.
Reference Books
1. I.M. Pandey., Financial Management. Vikas Publications Print. New Delhi: 2009.
2. M.Y. Khan & P.K. Jain., Financial Management. Tata McGraw Hill. New Delhi:
2010
Journals
1. Chartered Financial Analyst - ICFAI - Hyderabad.
2. GITAM Journal of Management, Visakhapatnam.
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MBA II TRIMESTER
HBA 705: ORGANIZATIONAL BEHAVIOUR
The objective of this course is to understand Organizational Behavior and
appreciate the foundations of individual and group behavior.
UNIT-I: Introduction - Organizational Behavior – Nature – Management

Functions – Management Roles – Management Skills – Systematic Study;
Foundations of Individual Behavior-Attitudes – Types of Attitudes.
UNIT-II: Perception and Motivation - Perception - Factors – Motivation – Nature;

Theories of Motivation – Hierarchy Needs Theory – Two-Factor Theory –
Expectancy Theory; Applications of Motivation.
UNIT-III: Foundations of Group Behavior - Groups – Nature – Classification;

Stages of Group Development – Group Structure – Group Decision-Making –
Groups & Teams; Leadership – Nature – Theories – Trait Theories – Behavioral
Theories – Contingency Theories.
UNIT-IV: Organizational Structure – Nature – Work Specialization –

Departmentalization – Chain of Command – Span of Control – Centralization and
Decentralization; Organizational Designs – The Simple Structure – The
Bureaucracy – The Matrix Structure – The Team Structure – The Virtual
Organization – The Boundary less Organization.
UNIT-V: Organizational Culture and Change Management - Organizational

Culture – Nature – Cultures Functions - Approaches to Managing Organizational
Change – Lewin’s Model – Kotter’s Plan for Implementing Change –
Organizational Development Techniques.
Activity: A Management Game on Group Dynamics “Win As Much As You Can”
Text Book
Robbins, Stephen & Sanghi S., Organizational Behavior. Pearson Education. 2010.
Reference Books
1. Mullins, Laurie J. Management and Organizational Behavior. New Delhi: Oxford
Publishers, 2007.
2. McShane & Von Glinow. Organizational Behavior. New Delhi: McGraw-Hill, 2008.
3. Udai Pareek. Organizational Behavior. New Delhi: Oxford Publishers, 2008.
Journals
1. Business Manager, Alwar
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MBA II TRIMESTER
HBA 708: BUSINESS COMMUNICATION
The objective of this course is to equip the student with listening and speaking
skills most relevant to business contexts and transactions, and to groom him/her in
behavioral patterns appropriate to the global corporate context.
UNIT-I: Basics of business etiquette – Personal grooming and dressing for the
occasion – Etiquette in the context of globalization of economy and cultural
diversity
UNIT-II: Listening skills – Characteristics of a good listener – Listening and

leadership – Sensitivity to diversity of speech acts and language use
UNIT-III: Speaking with confidence – Public speaking and small talk –

Mechanics of speech: Accent and Vocabulary
UNIT-IV: Presentation skills – Preparing and making a presentation – Sensitivity

to audience – Using technology to enhance effectiveness
UNIT-V: Effective performance in Group discussions and interviews – Tips on

searching and applying for the right job
[Note: Each unit is taught through one teaching session followed by

approximately four practice sessions.]
Text Book
Mukerjee, Hory Sankar. Business Communication: Connecting at Work. New Delhi:
OUP, 2012.
Reference Books
1. Courtland L Bovee, John V. Thill, & Abha Chatterjee, Business Communication
Today. Tenth Edition. New Delhi: Pearson, 2013.
2. K.K. Ramachandran, Lakshmi, Kartik, M. Krishna Kumar, Business Communication,
MacMillan India Ltd., 2007.
3. Shirley Taylor. Communication for Business, Pearson Education, 2007.
4. Herta A Murphy, Herbert W Hildebrandt, Jane P Thomas. Effective Business
Communication. The McGraw-Hill Company, New Delhi, 2008.
Journals
1. Business Communication Quarterly, Association for Business Communication, New
York.
2. Journal of Technical Writing and Communication, Charles H Sides, Baywood
Publication, New York.
3. International Journal of Analysis of Written Communication and Research
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MBA II TRIMESTER
HBA 711OPERATIONS MANAGEMENT

The objective of this course is to enable the student to understand the basic
principles and techniques of Operations Management.
UNIT-I:-Introduction and Operations Strategy:-Introduction to operations
management, Production processes, Manufacturing and service operations,
Operations strategy formulation.
UNIT-II:-Operations Design:-Long range capacity planning, Facility location,
Facility layout, Product development, Process design.
UNIT-III:-Operations Planning:-Demand forecasting, Time series methods,
Aggregate planning, Master production scheduling, Resources requirement
planning.
UNIT-IV:-Operations Control:- Shop floor planning and control, Quality
Management, Materials management, Materials planning and control.
UNIT-V:-Advanced Topics:-Maintenance management, Lean management, Just-
in-time (JIT), Sustainability.
Text Book: B. Mahadevan Operations Management: Theory and Practice, 3rd Edition,
Pearson. 2015.
References:
1. Buffa, S.Elewood, Sarin, K, Rakesh.,Modern Production. John Wiley & Sons. 2006.
2. Lee, J., K., Ritzman,L.,P., and Malhotra,M.,K., Operations Management, 9th edition,
Prentice Hall, 2009 Russel,
3. K. Aswathappa, K. Sridhara Bhatt., Production and Operations Management, 2nd
edition, Himalaya Publications, 2015
Journals
1. International Journal of Operations and Quantitative Management, USA
2. Journal of Applied Mathematics and Stochastic Analysis, Hindawi
3. Journal of Operations and supply chain management.
4. International Journal of Supply Chain and Operations Resilience
5. Journal of Operations Management
6. Journal of supply chain management
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MBA II TRIMESTER
HBA 714: MARKETING MANAGEMENT- I
The objective of this course is to provide the student with an overview of
marketing concepts and principles, and enable them to apply the key concepts to
practical business situations.
UNIT-I: Introduction to Marketing – Nature, Scope & Importance of Marketing –

Core Concepts of Marketing - Business orientations towards Marketing –
Customer Value.
Case
UNIT-II: Marketing Environment – Analyzing Macro & Micro environment –

Segmenting, Targeting & Positioning (STP) – Marketing research – Marketing
Information Systems
Case
UNIT-III: Consumer Behavior – Consumer Buying Behavior Types – Factors

influencing consumer Buying Behavior – Stages in consumer buying process –
Organizational Buying – Participants and steps in an Industrial buying process
– Buying roles and buying centers.
Case
UNIT-IV: Elements of the Marketing Mix – Marketing Strategy – Product Mix

management – New Product Development – Product Life Cycle- Brand Decisions.
Case
UNIT-V Developing Strategies and Plans - Portfolio Analysis – BCG – GE

Models – Laws affecting Marketing - Strategies for dealing with competition
Case
Activity: Develop Marketing Strategy for a product of your choice.
Text Book
Kotler, Philip & Kevin Lane Keller, Marketing Management. New Delhi: Pearson India,
2011.
Reference Books
1. Kotler, Philip. Principles of Marketing. New Delhi: Prentice Hall, 2006.
2. Etzel. Marketing: Concepts & Cases. 13th Edition. New Delhi: Tata Mc Graw-
Hill, 2008.
3. Kerin, Hartley & Rudelius. Marketing – The Core. 1st Edition. New York:
McGraw-Hill, 2008.
4. Ramaswamy & Namakumari, Marketing Management – Text & Cases. 7th
Edition. New Delhi: Tata McGraw-Hill, 2010.
Journals
GITAM Journal of Management, GIM, GITAM University, Visakhapatnam
Vikalpa, IIM, Ahmedabad
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MBA II TRIMESTER
HBA 717: HUMAN RESOURCE MANAGEMENT
The objective of this course is to acquaint the students with the concepts and
functions of human resource management.
UNIT-I: HRM: Introduction - HR Planning: Strategic and Human Resource

Planning, HR Planning process - Job Analysis and Design: Uses of Job analysis,
Job design, Job redesign, HR Information systems, Assessment of HR
requirements, HR Functions and Policies
UNIT-II: Staffing: The Recruitment Process-The selection process-Induction and

Placement
UNIT-III: HRD: Introduction-Performance Appraisal and Management - Training

& Development-Career Planning & Development- Organizational Development –
Employee Engagement
UNIT-IV: Compensation Management-Wage & Salary Administration-Fringe

Benefits-Incentives-Social Security Measures-Job Evaluation system
UNIT IV: Integration: Quality of work life, Quality circles, Industrial Relations,
Industrial Disputes and causes, remedial measures, Collective Bargaining. The
management of conflict: Sources of grievances, the grievance procedure,
Guidelines for handling grievances- Maintenance of HR
Activity: Select a company and study the recruitment process
Text Book
Flippo, Edwin B., Personnel Management. New Delhi: Tata McGraw-Hill Publishing
Co, 2007.
Reference Books
1. Dessler., Human Resource Management. New Delhi: Pearson Education, 2007.
2. H. John Bernardin., Human Resource Management. New York: McGraw Hill Pub.,
2007.
3. John M Ivancevich., Human Resource Management. New York: McGraw Hill Pub.,
2007.
Journals
1. Harvard Business Review, Harvard Business School Publication Co., USA.
2. HRM Review, The ICFAI University Press, Hyderabad.
3. Human Capital, HR Information Services, New Delhi.
4. GITAM Journal of Management, GITAM University, Visakhapatnam.
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MBA II TRIMESTER
HBA 720: CORPORATE GOVERNANCE & BUSINESS ETHICS
The objective of this course is to make the students understand the various issues
relating to governance of corporate organizations, and protecting the interests of
the stakeholders.
UNIT-I: Introduction - Corporation - Definition and Characteristics - History of

Corporate form and models -- Corporate Objectives - Corporations and
Government - Governance - Corporate Governance - Definition – Perspectives.
UNIT-II: Theoretical Foundations of Corporate Governance: Notion of Conflict

of Interest - Property Rights Theory - Nexus of Contracts - Agency Theory - Berle
and Means' Theory - Concept of separation of ownership and control -
Shareholder-Stakeholder Debate.
UNIT-III: Pillars of Governance in Organizations: Owners - Ownership Structure

– Types of Owners - Ownership vs. Control - Board of Directors - Types of
Directors – Board Roles and Board Attributes -- Board Committees --- Executive
Management - Role of CEO - Succession Planning - Managerial Myopia --
Institutional Investors - Types, Categories, Features and Role.
UNIT-IV: Work Ethos, Values and Ethics - Model of Management in the Indian
Socio –Political Environment. Need for values in global change- Indian
perspective - Values for Managers; Holistic Approach for Managers in Decision
Making
UNIT-V: Business Ethics and CSR: Corporation as a Social Institution -

Accountability and Sustainability - Relevance of Triple Bottom Line Reporting to
CSR - Codes of Conduct; Applications of ethical theories to decision making -
Ethical issues related to employment, healthcare, and advertisement.

Activity: Explore the various models of Corporate Governance and select the company
of your choice and submit a write up on their Corporate Governance Practices.
Text Book
Praveen B Malla, Corporate Governance: Concept, Evolution and India Story,
Routledge, 2010.
Sadri, Business Ethics: Concepts & Cases. New Delhi: TMH, 1998
Reference Books
1. Robert Monks and Nell Minow, Corporate Governance, Wiley Publications
Journals
1. GITAM Journal of Management, GITAM University
2. Indian Journal of Commerce, IGNOU, New Delhi.
36
MBA II TRIMESTER
HBA 723: RESEARCH METHODOLOGY
The objective of this course is to familiarize the students with the concepts and the
techniques of Research Methodology applicable to business arena.
UNIT-I: Introduction - Importance of Research, Types of research, Research

Process-Problem Identification-Formulation-Classification, Concept and
Construction of Hypothesis- Steps in Testing Hypothesis.
UNIT–II: Research Design – Meaning, Purpose and Principles –Types of

Research Design- Exploratory – Descriptive – Experimental, Data Collection-
Sources of Data-Methods of Data Collection-Questionnaire Design and Pre
Testing of Questionnaire.
UNIT–III: Sampling & Sampling Designs- Determination of Sample Size-Census

Survey Vs Sample Survey-Advantages of Sampling – Sampling Methods-
Probability Sampling-Non Probability Sampling.
UNIT–IV: Data Tabulation-Analysis and Interpretation: Editing, Decoding and

Classification of Data-Preparation of Tables-Analysis of Data - Scaling
Techniques - Graphic and Diagrammatic Representation of Data.
UNIT-V: Types of Reports- Contents of Report-Formats of Reports-Presentation

of Reports.
Text Book
Kothari, C.R., Research Methodology – Methods and Techniques. New Delhi: New Age
International Publishers, 2014.
Reference Books
1. Boyd, Westfall and Stouch. Marketing Research: Text and Cases. New Delhi: All
India Travel Book Sellers. 2005.
2. Brayman, Research Methods. New Delhi: Oxford University Press, 2005.
3. Krishnaswami, O.R., Methodology of Research in Social Sciences. Mumbai:
Himalaya Publishing House, 2006.
Journals
1. Electronic Journal of Business Research Methods, Cass School of Business, City
University London, UK.
3. International Journal of Social Research Methodology, Thomas Coram Research
Unit, Institute of Education, London, UK
4. Journal of Management Research, Faculty of Management Studies, University of
Delhi, New Delhi.
37
MBA II TRIMESTER
HBA 726: INNOVATION AND CREATIVITY
Innovation Management and to enhance their knowledge on Innovation
Management.
UNIT-I: Fundamentals of Innovation – Drivers of Innovation – Characteristics of

Innovation – Models of Innovation.
UNIT-II: Innovation Life Cycle – Capturing Organizational Knowledge –

Knowledge Transfer Process – Collaboration vs. Co-creation – New
Product/Service Development – Executive Sponsorship.
UNIT-III: Measures of Innovation – Factors Mediating Innovation – Assessing

Innovation Impact – Innovation Diffusion.
UNIT-IV: Innovation and Entrepreneurship – Financing Entrepreneurial

Innovation – Protection of Entrepreneurial Rents – Strategic Alliances and
Networks – IP issues
UNIT-V: Innovation Culture within Organizations – Government’s role in

promoting Innovation – Implementing Innovation.
Activity: Select a company and observe innovation management practices.
Text Book
Joe Tidd and John Besant, Managing Innovation, Wiley, 2009.
Reference Books
1. Allan Afuah, Innovation Management: Strategies, Implementation and Profits, Oxford
University Press, 2003.
2. Shlomo Maital and D VR Seshadri, Innovation Management: Strategies, Concepts and
Tools for Growth and Profit, Response Books, 2007.
3. J E Ettlie, Managing Technology Innovation, John Wiley & Sons, 2000.
4. C. Christensen, The Innovator's Dilemma, HBS, 1997.
Journals
1. European Journal of Innovation Management.
2. International Journal of Innovation Management.
3. Creativity and Innovation Management.
4. Economics of Innovation and New Technology.
5. Industry and Innovation.
38
MBA II TRIMESTER
HBA 729 BUSINESS INFORMATION SYSTEMS
This course is designed to teach the fundamentals underlying the design, implementation,
control, evaluation, and strategic use of modern, computer-based ISs for business data
processing. While some of the effort will be devoted to make understand the impact of IT
in different functional areas the major emphasis will be on the managerial and strategic
aspects of information technology. Nevertheless the course attempts to make a clear
understanding on current issues like data security, business process re-engineering and
social and ethical concerns of IT industry.
Unit I
Managing the Digital Firm: The Role of Information Systems, Strategic Business
Objectives of IS, Perspectives on IS, Dimensions of IS, Contemporary Approaches
Info Systems, Organizations and Strategy: Organizations & Info Systems, How IS
Impacts Organizations & Business Firms, Using IS to Achieve Competitive
Advantage, Management Issues. Case studies, Developing IS Solutions: Overview
of Systems Analysis and Design
Unit II
Usage of Information Systems: Business Processes & Information Systems
(Functional Perspective), Types of Info Systems: Transaction Processing System,
OLTP, Decision Support System: Definition, Characteristics, Benefits,
Limitations, Components, Types Decision Making and Decision Makers: Herbert
Simons Model, Rational and Bounded Rationality of Decision Making, GDSS,
Executive Information Systems, AI and Expert Systems.
Case Studies
Unit III
Information Systems in Marketing, Manufacturing, HRM, Accounting and
Finance. Case Studies. Enterprise Systems: An Overview of ERP. Case Studies.
Knowledge Management Systems: Knowledge Management and Collaboration
Unit IV
Database Management Systems: Database; types of Database, components of a
Database system. DBMS, components of DBMS; DBMS language, Advantage and
limitations of Database, Database models.
Unit V
IS Security, Privacy, Ethics and Social Issues and concerns: IS Security, IS
Privacy, Ethical and Social Issues. Case Studies.
Text Books:
1. Management Information Systems, Laudon, Laudon, Pearson Education / PHI.
Reference Books:
1. Ralph M. Stair, George, W. Reynolds, Principles of Information Systems: A
managerial approach
39
2. Blumenthal, MIS: A framework for Planning and Control, Englewood Cliffs, PH
1. Management Information Systems, James O’Brein, TMH Publication.
2. Management Information Systems, Davis & Olson, TMH Publication
3. Management Information System, Jaiswal&Mital, Oxford University Press
4. Management Information Systems- Strategy and Action, Parker, C.S.
LAB:
MS Excel: Database Functions, Sorting, Auto filter, Subtotal, PIVOT Tables
Introduction to MS Access/ Oracle or MySQL.:
Working with SQL: Simple Queries, Learning Basic DDL and DML Commands.
a) DDL: Create, Alter, Drop, Truncate, View commands.
b) DML: Insert, Select, update, Delete commands.
40
TRIMESTER III
1. HBA 703 Operations Research
2. HBA 706 Entrepreneurship Development
3. HBA 709 Fundamentals of Business Analytics
4. HBA 712 Supply Chain Management
5. HBA 715 Marketing Management II
6. HBA 718 Financial Management II
7 HBA 791 Soft Skills
8 HBA 792 Viva – Voce on Courses in all three Trimesters
9 HBA 721 Managerial Communication
10 HBA 724 Project Management
11. HBA 727 Management of Public & Private Partnership
12. HBA 730 Principles of Yogic Practices
41
TRIMESTER III
HBA 703: OPERATIONS RESEARCH
The objective of this course is to use mathematical techniques to obtain the best
possible solution to optimization problems involving limited resources.
UNIT-I: Introduction - Nature of Operations Research, Management Applications

of Operations Research, Main characteristics of Operations Research, Scope of
Operations Research, Role of Operations Research in Decision Making.
UNIT-II: Linear Programming Problem - Introduction, Mathematical Formulation

of LPP – Solutions: graphical &simplex.
UNIT-III: Transportation and Assignment - Introduction to Transportation,

Problems, Procedures of finding Basic Feasible and Optimal solution – NW corner
rule , Minimum cost method ,Vogel’s Approximation, MODI method, Stepping
Stone Method, Assignment Problem: Introduction, Solving of Assignment
problem by Hungarian Algorithm.
UNIT-IV: Game Theory and Decision Theory - Game theory: Introduction, Two
Person Zero Sum Games, Pure Strategies, Mixed Strategies, Dominance Principle,
Decision theory: decision under certainty and uncertainty.
UNIT-V: Simulation and Queuing Theory: Types of simulation – random

variable-Monte-Carlo technique. Queuing Theory: Introduction – Queuing System
– Queuing Models (M/M/I) (∞/FCFS), (M/M/I) (N/FCFS)
Problems in all the above Units
Text Book
Srinivasan, G. Operations Research - Principles & Applications. New Delhi: Prentice-
Hall India, 2007
Reference Books
1. Sharma, S.D. Operations Research. Meerut: Kedar Nath Ram Nath & Co, 2006.
2. Franks S. Buknick Mcleavey & Richard Mojena., Principles of Operation
Research for Management. New Delhi: AITBS Publishers, 2002.
3. Hillier, Frederick S. & Gerald J. Lieberman. Introduction to Operations Research-
Concepts and Cases. New Delhi: Tata Mc Graw-Hill, 2007
Journals
2. International Journal of Operations and Quantitative Management, College of
Business, Prairie View A&M University , USA
3. Journal of Applied Statistics, Rout ledge, Taylor & Francis Group , UK
4. The European Journal of Operational Research (EJOR)
5. International Journal of Mathematics in Operational Research (IJMOR)
42
MBA III TRIMESTER
HBA 706: ENTREPRENEURSHIP DEVELOPMENT
The objective of this course is to acquaint students with different dimensions and
skills of entrepreneurship. The course also throws light on the opportunities and
financial resources available for the establishment of business enterprises.
UNIT-I: Entrepreneurship: Introduction – Concepts – Characteristics – Factors –

Theories of Entrepreneurship - Development of Entrepreneurship in India.
UNIT-II: Business Plan- Sources of New Ideas-Identification of opportunities and

preparation of business plan - Product Planning and development process -
Preparation of feasibility report – Significance of sunrise industries in developing
economy like India.
UNIT-III: Opportunities available under promotional schemes for SME sector for
new entrepreneurs-Promotional schemes of NABARD and SIDBI for starting new
enterprises-Analysis and appraisal of promotional schemes and preparation of
MOU for sanction.
UNIT-IV: Financing and Promotion: Government Financial Support – State and

Central Government – Financial Institutions - Role of central and state
government institutions in promoting Entrepreneurship in India-EDP.
UNIT-V: MSME: Importance -Opportunities - Issues - Role of RBI, and other

Developmental Financial Institutions - NABARD, SIDBI, SFC, SIDC’s, SISDCS -
in promotion of MSME’s.

Activity: Preparation of Feasibility Report on selected industries, Development of
New Business Ideas.
Text Book
Desai, Vasanth. Dynamics of Entrepreneurial Development and Management. Mumbai:
Himalaya Publishing House, 2011.
Reference Books
1. Sahay, A. & V Sharma, Entrepreneurship and New Venture Creation. New Delhi:
Excel Books, 2008.
2. Hisrich, Peters, Shepherd, Entrepreneurship. New Delhi: Tata McGraw-Hill, 2007.
Journals
1. Business India, New Delhi.
2. Economic and Political Weekly, Mumbai.
E-Journals
1. Small Business Economics
43
MBA III TRIMESTER
HBA 709: FUNDAMENTALS OF BUSINESS ANALYTICS
The Proposed course allows students to identify, evaluate, and capture business
analytic opportunities that create value. The course focuses on how to use data, to
develop insights and predictive capabilities using data integration and data
modeling. The course provides a platform, for students to learn the challenges that
can arise in implementing analytical approaches within an organization.
Unit I
The Business Demand for Data, Information, and Analytics:
The Data and Information Deluge, the analytics Deluge, Data Vs Actionable
information, Data Capture Vs information Analysis, the 5 C’s of Data, Common
Terminology
What are Data?, Kinds of Data, Distinction between Data, Information,
Knowledge and Wisdom.
Unit II
Decision Making and Business Analytics: The Decision Making Process, DSS, BI,
OLTP Vs OLAP, Data Models for OLTP and OLAP, Multidimensional Modeling,
Schemas for Multidimensional Data Models
Unit III
Data Warehousing: Data warehouse, Data Marts, OLAP Cubes
Data Integration: Data Integrity, ETL, Data Virtualization, Data Profiling and Data
Quality
Unit - IV
Enterprise Reporting: Definitions and Concepts, Visualization and BPM Data
Visualization and Visual Analytics, Dashboards, Understanding Business
Performance Management, KPI, Balance Scorecards
Unit- V
Data Science, Business Analytics, BIG Data and Cloud Computing: Definition,
Importance, Scope of: Data Science, Business Analytics, BIG Data and Cloud
Computing, Business Analytics from Creation to Consumption of Analytics,
Visualizing Data, competitive advantage of BA, advantages, challenges,
applications of BA, What Technology is Available? , Types of BA, Emerging
Trends and Future Impacts of BA.
Text Books:
R N Prasad &SeemaAcharya: Fundametals of Business Analytics, Wiley India.
Sahil Raj: Business Analytics, CENGAGE Learning
E-Journals
1. http://www.igi-global.com/journal/international-journal-business-analytics-
ijban/67141
2. http://www.palgrave-journals.com/jma/journal/v1/n2/full/jma20138a.html
3. http://www.palgrave-journals.com/jma/journal/v1/n2/full/jma20134a.html
44
MBA III TRIMESTER
HBA 712: SUPPLY CHAIN MANAGEMENT
The objective of this course is to enable the student to understand the basic
principles and techniques of Supply Chain Management.
UNIT-I: - Supply Chain Strategic Framework: - Introduction to supply chain,
Supply chain performance, Drivers of supply chain.
UNIT-II: - Supply Chain Network Design:-Distribution network design, Supply

network design, Globalization and off-shoring.
UNIT-III: - Supply Chain Inventory Management:-Cycle inventory, Safety

inventory, optimal product availability.
UNIT-IV:- Supply Chain Drivers:- Sourcing, Pricing and Revenue Management,

Information Technology in supply chain, Coordination, Bullwhip effect, CPFR,
ECR, VMI, Continuous replenishment .
UNIT-V:- SCM–Advance Topics:- Transportation Networks, Reverse logistics,

Green supply chains, Humanitarian supply chains, Supply Chain Risk
Management, Supply Chain Analytics.
Text Book: Sunil Chopra, Peter Meindl, D.V. Kalra Supply Chain Management –
Strategy, Planning and Operation, 6th Edition, Pearson.
References:
1. Buffa, S.Elewood, Sarin, K, Rakesh, Modern Production. John Wiley & Sons.
2006.
2. Lee, J., K., Ritzman,L.,P., and Malhotra,M.,K., Operations Management, 9th
edition, Prentice Hall, 2009
3. Russell R.,S., and Taylor B.,W.,Operations Management: Creating Value Along
the Supply Chain, 7thedition, Wiley, 2010
Journals
45
MBA III TRIMESTER
HBA 715: MARKETING MANAGEMENT - II
The objective of this course is to provide the student with an overview of
marketing concepts and principles, and enable them to apply the key concepts to
practical business situations.
UNIT-I: Developing Pricing Strategies – Meaning and importance of price –

Capturing the price gap – psychological aspects of price – Pricing objectives –
Setting the price – role of costs – Pricing strategies and tactics.
Case
UNIT-II: Designing Channels of Distribution – The importance of channels –

Channel functions – Factors affecting channel design – Channel options and
design – Channel Power and Management – Modern retail formats
Case
UNIT-III: Designing and Managing Integrated Marketing Communications –

The role of IMC – Developing effective communications and deciding on the
communication mix – Managing mass communications - Advertising management
– Media decisions – Types of sales promotions – Marketing Public relations
Case
UNIT-IV: Audience Analysis in Advertising – Media Planning – Media Mix

Decisions – Developing Media Strategy – Creative Strategy and Copy Writing –
Different Types of Appeals – Layout Design.
Case
UNIT-V: Managing Personal communications – The personal selling process -

Designing and managing the sales force – Direct marketing process, methods and
benefits.
Case
Text Book
Kotler, Philip & Kevin Lane Keller, Marketing Management. New Delhi: Pearson India,
2011.
Reference Books
1. Kotler, Philip. Principles of Marketing. New Delhi: Prentice Hall, 2006.
2. Etzel. Marketing: Concepts & Cases. 13th Edition. New Delhi: Tata Mc Graw-
Hill, 2008.
3. Kerin, Hartley & Rudelius. Marketing – The Core. 1st Edition. New York:
McGraw-Hill, 2008.
4. Ramaswamy & Namakumari, Marketing Management – Text & Cases. 7th
Edition. New Delhi: Tata McGraw-Hill, 2010.
Journals
2. Vikalpa, IIM, Ahmadabad
46
III TRIMESTER
HBA 718: FINANCIAL MANAGEMENT – II
Financial Management and to enhance their decision making skills.
UNIT-I: Leverages –Measurement of leverages effects of operating and financial

leverage on profit analyzing alternate financial plans combined financial and
operating leverages
UNIT-II: Capital structure theories: Traditional and MM hypothesis without taxes

and with taxes Determining capital structure in practice
UNIT-III: Dividend Policy: Issues in dividend decisions Walter’s model

Gordon’s model MM-Hypothesis, forms of Dividend Stable Dividend – Dividend
Theories - Factors Influencing Dividend Policy – Issues in Dividend Policy -
Bonus Shares.
UNIT-IV: Working Capital Management: Concept of Working Capital -

Determinants of Working Capital – Calculating Operating Cycle period and
confirmation of working capital requirements, – Computation of Working Capital
Requirements
UNIT-V Management of cash receivables and Inventory: Motive for holding

cash – objectives cash management strategies - Receivable Management
objectives credit procedure for individual accounts inventory management
objectives - Inventory management techniques EOQ Re order point ABC analysis.
Activity: Select a company and observe capital structure
Text Book
J.C. Van Horne., Fundamentals of Financial Management. Pearson Education. New
Delhi: 2010.
Reference Books
1. I.M. Pandey., Financial Management. Vikas Publications Print. New Delhi: 2009.
2. M.Y. Khan & P.K. Jain., Financial Management. Tata McGraw Hill. New Delhi:
2010
3. S.N. Maheswari., Financial Management. Sultan Publications. New Delhi: 2006
Journals
1. Chartered Financial Analyst - ICFAI - Hyderabad.
2. GITAM Journal of Management, Visakhapatnam.
3. Journal of Accounting and Finance - Research Development Association, Jaipur.
47
MBA III TRIMESTER
HBA 791: SOFT SKILLS (SS)
INTRODUCTION
This course is designed keeping in mind the industry expectations and with the aim to
improve the chances of selection in the job interviews and also succeed in the first job.
The first module on Soft Skills is focused on Communication, Creativity, Presentation
Skills, Business Etiquette, Working in a team, selling skills etc., while the second phase
focuses employability skills namely Group Discussions,. Resume Writing, Grooming,
Interview skills etc.
COURSE OBJECTIVES
To provide students with
1) Skills required for effective functioning as manager/executive
2) Skills required for succeeding in job interviews.
TEACHING METHODS
ACTIVITY 1: The student is required to view select Video CDs, one per each week and
make note of it.
ACTIVITY 2: Workshop for three days conducted by external agencies on soft skills to
train and assess in few selective areas of soft skills.
ACTIVITY 3: Based on the scores in diagnostic test, the students will either appear for
foundation course in English Language or Book Review.
CLASS SESSIONS
a. Two periods per week is scheduled to view the video CDs in the language Lab
b. Three day Workshop will be organized during the trimester.
c. Two hours period for two days a week is arranged alternatively for item 3
mentioned above.
ASSESSMENT
ACTIVITY 1: Based on the content delivered through Video CD, objective test is
conducted at the end of each session. There will be descriptive written test on any of the
10 CDs watched. Maximum score is 40 marks.
The break-up for valuation is as follows:
I. Test scores at the end of each session: 50%

II. Attendance: 25%
III. Trimester end descriptive test: 25%
ACTIVITY 2: Two best scores out of three scores awarded during three days of soft
skills training program is considered. Maximum Marks awarded is 20. The evaluation
may be subjective or objective on the skill that is being imparted.
ACTIVITY 3: For Foundation course in English language, the assessment is for

maximum marks 40. The break-up for valuation is as follows:
I. Class Participation: 25%
48
II. Written Test (3) scores: 50%
III. Oral test scores: 25%
OR
For Book review, the assessment is for maximum marks 40. The break-up for valuation
is as follows:
I. Written Assignment*: 75%
II. Oral Presentation: 25%
 The student should submit the written assignment not exceeding 1500 words. The
content should be typed and submitted before the due date.
 The oral presentation should be made using PPT (not exceeding 5-10 slides)
49
MBA III TRIMESTER
HBA 721: MANAGERIAL COMMUNICATION
The objective of this course is to enable students to understand the dynamics
communication in an organization, how interpersonal relationships impact on
interpersonal communication and to gain a perspective on the Management
process and its dependence on communication.
UNIT-I: Communication and Management – The Paradox of Human

Communication – The Management Process and Communication- Communication
as a process - Achieving effectiveness in Human Communication;
UNIT-II: Management of Interpersonal Communication – Intrapersonal

Foundations for Communication – Motivation; Perception; Emotions.
UNIT-III: Models for Understanding Interpersonal Relationships- Models -

Exchange Theory; Johari Window; Transactional Analysis.
UNIT-IV: Barriers – Power Differences - Language - Defensiveness - Gateways –

Interpersonal Trust - Listening - Feedback - Nonverbal Communication –
Nondirective Counseling.
UNIT-V: Interpersonal Influence - Interpersonal Influence – The Influence

Process – Resistance to Change – Organizational Limitations to Interpersonal
Influence;

Activity: Role plays based on gateways to effective communication & other
concepts
Text Book
Wofford, Jerry C., Edwin A. Gerloff & Robert C. Cummins, Organizational
Communication – The Keystone to Managerial Effectiveness. New York: McGraw-Hill,
1977.
Reference Books
1. Courtland L Bovee, , John V. Thill, & Mukesh Chaturvedi, Business Communication
Today, Ninth Edition, New Delhi: Pearson, 2011.
2. Lesikar & Flatley. Basic Business Communication – Skills for Empowering the
Internet Generation. 9th Edition, New York: McGraw-Hill, 2007.
3. Monippally, M M., Business Communication Strategies. New York: McGraw-Hill,
2006.
Journals
2. Harvard Business Review, Harvard Business Publishing Co., USA.
50
MBA III TRIMESTER
HBA 724: PROJECT MANAGEMENT
The objective of this course is to make the students understand various stages in a
project, developing project plan, identifying and utilizing resources to accomplish
project completion on schedule and within budget.
UNIT-I
Concept of project: Basic concepts, classification, characteristics of project,
Project life cycle, Project management, Tools & Techniques of project
management, project organization (Theory only)
UNIT-II
Project identification: Identification, generation of ideas, SWOT analysis,
Preliminary screening, project rating index. Market & Demand Analysis:
Collection of data, market survey, market planning, market environment, project
risk analysis, demand forecasting techniques (Theory only)
UNIT-III
Technical Analysis: selection of technology, material input and utilities, plant
capacity, location & site, machinery and equipment, structures and civil work,
environmental aspects, project charts and layouts, PERT, CPM. (Including
Problems)
UNIT-IV
Financial Estimation: Project cost, source of finance, cost of production, Financial
Analysis: Characteristics of financial statement, Working Capital, Project income
statement, projected profitability. Investment Evaluation: Investment decision rule,
techniques of evaluation, payback period, accounting rate of return, Internal rate of
return, discounted payback period. (Theory only)
UNIT-V
Social Cost Benefit Analysis: Concept of social cost benefit, significance of
SCBA, Approach to SCBA, Project Implementation: Schedule of project
implementation, Project Planning, Project Control, Human aspects of project
management, team building, and high performance team(Theory only)
Text Book
Prasanna Chandra, Projects - planning, analysis, implementation and control, Tata Mc
Graw Hill, New Delhi
References
1. Marwah - Project Management Wiley Dreamtech
Journals
1. GITAM Journal of Management, GITAM University
51
MBA III TRIMESTER
HBA 727: MANAGEMENT OF PUBLIC & PRIVATE PARTNERSHIP
The objective of the course is to provide the students with an overview of the
Public and Private participation, and enable them to appreciate its impact on
economy.
UNIT-I: Rationale – Kinds of PPP – Regulation
UNIT-II: Tendering Process – Negotiations for property acquisition –

Procurement – Project financing
UNIT-III: Service Pricing – Social Costs – Welfare Implications – Government

Concessions.
UNIT-IV: Monitoring and Evaluating PPP – PPP Disputes and Dispute

Resolution Mechanisms.
UNIT-V: Sectoral Studies of PPP – Electricity – Telecommunication, Roads,

Infrastructure Projects – India and Global experience.
Caselet (not exceeding 200 words)
Activity: Study and prepare a report on PPP model in any sector of your choice.
Text Book
Grimsey, Darrin & Mervyn K Lewis, Public Private Partnerships: The Worldwide
Revolution in Infrastructure Provision and Project Finance, Edward Elgar Publishing,
2007.
Reference Books
1. Bult-Speiring, Mirjam & Geert Dewulf. Strategic Issues in Public-Private
Partnerships: An International Perspective. Wiley-Blackwell, 2007.
2. Yescombe, E. R. Public-Private Partnerships: Principles of Policy and Finance.
Butterworth-Heinemann, 2007.
Journals
1. The European Public Private Partnership Law Review, Lexxion Publishers, Berlin.
2. Journal on Public and Private Partnerships, International Finance Corporation,
World Bank Group.
3. The International Journal of Public-Private Partnerships, U.K.
4. The PPP Journal, U.K.
52
MBA III TRIMESTER
HBA 730: PRINCIPLES OF YOGIC PRACTICES
The objective of the course is to understand the significance of yoga and practice
of yoga as a means of stress management
UNIT-I: Meaning and definition of yoga – Scope of Yoga - Aims and Objectives
of Yoga – Misconception about yoga – schools of yoga. -Historical perspective on
Yoga –Yoga before the time of Patanjali: (Indus valley civilization, Vedas,
Brahmnas, Upanishads, Epics, Puranas) - Samkhya and yoga – Buddhism and
yoga – Jainism and yoga
UNIT-II: Concept of Yogic Practices – Kinds of Yogic Practices; Asana,

Pranayama, Kriya, Mudra, Bandha, Dhyana. Asana: Definition, Scope and
Limitations of Asanas – Classification of Asanas – Meditative Asanas –
Relaxative Asanas – Cultural Asanas: Standing, Sitting, Supine, & Prone – Step by
Step Performance of Asanas – Safety Measures and Precautions while performing
Asanas.
UNIT-III: Pranayama: Meaning – Different Phases in Pranayama Practice: Puraka

(Inhalation), Kumbhaka (Retention) and Recaka (Exhalation) – Breathing Ratio in
Pranayama Practice – Major Pranas: Apana, samana, udana vyana, & prana – Upa
Pranas: naga, koorma, krikara, devadatta, & dhananjaya – Safety Measures and
Precautions.
UNIT-IV: Contemporary yoga – research in Yoga- contribution of different yoga

instutions like Kaivalyadhama of Lonavala, Bihar School Of Yoga and Swami
Vivekananda Yoga Anusandhana Snmasthana– modern trends and development in
the field of Yoga.
UNIT-V: Meaning & concept of Meditation – Yogic practices and physical

exercise. Yoga Practices and Other Systems of Exercises – Asanas Vs. Muscular
Exercises – Pranayama Vs Deep Breathing Exercises – Importance of Nerve
Culture in Yoga - Yoga and Competition – Yoga and Modern Education
Text Book
Swami Vishnu – Devananda: The complete Illustrated Book of Yoga, Harmony Books,
a division of crown publishers, New York 10022.
REFERENCES BOOKS:
1. Yoga as Depth – Psychology and Para – Psychology (vol – I ): Historical
Background by Dr C.T. Kenghe, Bharata Manisha, Varanasi, India 1976.
2. Georyfeuer, Tent Book of Yoga – stein, Rider and company, London 1975.
3. Dr. P. Mariayyah: Suriyanamaskar, Jaya Publishing House, Perunthurai, Erode.
53
SECOND YEAR
B. SPECIALIZATION COURSES
The students shall study dual specialization in IV and V Trimesters. Each student has to
select two specializations from the given list during IV & V trimesters. Following is the
Course Structure for IV Trimester.
TRIMESTER –IV

FINANCE
1. HFM 841 Advanced Financial Statement Analysis
2. HFM 842 Investment Management
3. HFM 843 Corporate Restructuring and Valuation
4. HFM 844 Banking Theory and Practice
5. HFM 845 Credit Risk Management

6. HFM 846 International Financial Reporting Standards
HR
7. HHR 841 Human Resource Development
8. HHR 842 Compensation Management
9. HHR 843 Global HRM
10. HHR 844 Human Resource Planning & Staffing
11. HHR 845 Human Resource Information Systems
12. HHR 846 Performance Management
INTERNATIONAL BUSINESS
13. HIB 841 International Business Laws
14. HIB 842 Management of Multinational Corporations
15. HIB 843 Cross Cultural Business Management
16. HIB 844 Global Marketing Management
17. HIB 845 International Trade Logistics
18. HIB 846 WTO & India
MARKETING
19. HMM 841 Sales & Distribution Management
20. HMM 842 Consumer Behavior
21. HMM 843 Customer Relationship Management
22. HMM 844 Rural Marketing
23. HMM 845 Hospitality Marketing
24. HMM 846 Digital Marketing
54
OPERATIONS AND SUPPLY CHAIN MANAGEMENT
25. HOM 841 Manufacturing Planning and Control for SCM
26. HOM 842 Logistics Management
27. HOM 843 Improving Business Process
28. HOM 844 Technology Management
29. HOM 845 EXIM Management
30 HOM 846 E-Business

BUSINESS ANALYTICS
31 HBS 841 Business Analytics for Managers
32 HBS 842 E-Commerce and Web Analytics
33. HBS 843 Corporate Intelligence and Decision Making
34. HBS 844 Predictive Analytics
35. HBS 845 Digital Analytics
36. HBS 846 Cloud Computing
37 HBA 891 International Business Environment

38. HBA 892 Business Games
55
MBA IV TRIMESTER
HFM 841: ADVANCED FINANCIAL STATEMENT ANALYSIS
This subject provides a broad framework for using financial statements to
evaluate a firm’s business operations and to predict its future condition. This
course will help students interpret financial statements to gain insights into
firms’ performance.
UNIT-I : Scope of FSA, Major Financial statements & Other Sources of
Information, FSA Framework, Income Statement: Revenue Recognition,
Expense Recognition, Non-recurring items & Non-operating items
UNIT-II:, Common-size Income statement, Comprehensive Income, IS ratios

Balance sheet: Components & format of BS, Current & Non-current
classification, Liquidity based presentation, Current Assets & Current
Liabilities, Long term Assets, Non-Current Liabilities, Equity, Common-size
analysis of Balance Sheet, Cash flow Statement.
UNIT-III : Ratio Analysis - Turnover ratios, Profitability ratios, Leverage

ratios, Liquidity ratios, Solvency ratios, Inventory valuation methods –LIFO,
FIFO, WA, Specific identification; Periodic & Perpetual Inventory systems,
UNIT-IV: Income taxes - Deferred Taxes-DTL & DTA, Valuation allowance,

Temporary differences vs. Permanent differences, Non-current Liabilities -
Long term & Short Term, Leases – Operating & Capital Lease.
UNIT-V: - Analysis of Inter-corporate Investments - Investment in

securities- Mark-to-market, HTM, Available for sale; Analysis of Marketable
securities, Foreign Currency Translations - Effects of exchange rates on
Financial statements, Temporal method & All-current method, Illustration.
Quality of Earnings - Financial reporting quality, Red flags & Accounting
warning signs, Accounting scandals.
Text Book
Gerald I. White, Ashwinpaul C. Sondhi, Dov Fried The Analysis And Use Of Financial
Statements.
Reference Books
1. Financial Statement Analysis, Thomas Plenborg, Pearson Publications.
2. Mark Holtzman, Interpreting and Analyzing Finnacial Statements, Pearson
Publications.
Journals
1. GITAM Journal of Management, GITAM University.
2. Indian Journal of Commerce, IGNOU, New Delhi.
3. The Journal of Value management, New Delhi.
56
MBA IV TRIMESTER
HFM 842: INVESTMENT MANAGEMENT
The objective of this course is to impart to the students the knowledge on basic
aspects of security analysis and portfolio management.
UNIT-I: Investment - Objectives and Risk - Investment Vs. Specialization Vs.

Gambling - Securitized Investments and Non-securitized Investments – calculation
of indices – BSE Sensex and NSE Nifty.
UNIT-II: Valuation of Securities - Valuation of Bonds - Bond Intrinsic Value -

Valuation of Shares - Equity Valuation Models - Intrinsic Value - Market Value.
(NP)
UNIT-III: Fundamental Analysis - Industry Analysis - Investments in Industry -

Company Analysis.
UNIT-IV: Technical Analysis – Concept and Tools of Technical Analysis.

Technical Analysis Vs. Fundamental Analysis – efficient Market Theory
UNIT-V: Portfolio Management – Introduction - Selection of Optimal Portfolio -

Market Portfolio- Markowitz Model - Efficient Portfolio - Efficient Frontier –
Sharpe Index Model -Capital Asset Pricing Model (NP)
(A workshop will be organized by external organization for minimum of 3

days on online stock market operations and portfolio management).
Text Book
Fisher & Jordon., Security Analysis and Portfolio Management. Tata McGraw-Hill. New
Delhi: 2010.
Reference Books
1. Gangadhar & Ramesh Babu., Investment Management. Anmol Publications (P) Ltd.
New Delhi: 2008.
2. P. Pandian., Security Analysis & Portfolio Management. Vikas Publishing House (P)
Ltd. New Delhi: 2008.
3. V.K. Bhalla., Investment Management. S.Chand. New Delhi: 2009.
4. V.N.S. Raman., Investment Principles & Techniques. Vikas Publishing House (P)
Ltd., New Delhi: 2007
Journals
1. Finance India, New Delhi
3. Journal of Financial Management and Research
4. Journal of Accounting and Finance, Jaipur.
57
MBA IV TRIMESTER
HFM 843: CORPORATE RESTRUCTURING AND VALUATION
The objective of this course is to enable the students to understand the financing
strategies in valuation and mergers in corporate entities.
UNIT-I: Strategy Formulation –Financial Strategy for Capital Structure- Strategy

for Shareholders Value Maximization - Market to Book Value – Economic Value
Added (NP)
UNIT-II: Merger and Acquisition Strategy- Merger Process - Corporate

restructuring – Types Of Business Combinations – Motives and Benefits of
Mergers and Acquisitions - Legal Framework –Strategies in Mergers and
Acquisitions – Human Capital Synergies (Theory only)
UNIT-III: Cross border acquisitions, Financing of mergers, Leveraged Buy-outs,

Management Buy-Outs - Impact of Mergers and Acquisitions on Stakeholders –
Causes for Failure of Mergers and Acquisitions (Theory only)
UNIT-IV: Financial Implication of Mergers and Acquisitions - Significance of

share exchange ratio – Significance of P/E ratio and EPS analysis – illustrations
(NP)
UNIT-V: Takeovers –Introduction – kinds of takeovers – motives behind

takeovers – Defensive Strategies-Sell offs- Spin offs – Buybacks - Golden
Parachutes – Green Mails – Poison Pills – White knights - Financial Implications –
SEBI guidelines for Takeovers (Theory only)
Case Let (Not exceeding 200 words)
Text Book
I. Prasanna Chandra, Financial Management, Tata McGraw Hill, New Delhi, 2006.
Reference
1. J.C. Van Horn, Financial Management, Pearson Education, New Delhi, 2005
2. Marshal Bansal, Financial Engineering Prentice Hall, New Delhi, 2005.
3. P. N. Khandawalla, Corporate Turnarounds, Mergers, Restructuring & Corporate
Control,
Weston et al, New Delhi, 2005.
4. I.M.Pandey, Financial Management, Vikas Publishers, New Delhi, 2006.
Journals
2. Journal of Management Accounting and Research, Jaipur.
3. Financial Management Review, Mumbai.
58
MBA IV TRIMESTER
HFM 844: BANKING THEORY & PRACTICE
The objective of this paper is to make the students aware of the principles and
practice of banking.
UNIT-I: Introduction Concept and Definition of Banking Relationship between

Banker and Customer - Evolution of Banking in India - Functions of Commercial
Banks - Types of Banks.
UNIT-II: Regulatory Framework - The Reserve Bank of India Act 1934 -

Banking Regulation Act 1949-Functions and Powers of RBI - Maintenance of
Liquid Assets / Reserve Funds / Cash Reserves / Statutory Reserves - CRR - SLR -
Guidelines and their impact on Banks.
UNIT-III: Credit and Investment Management: Instruments and classification of

Credit - Credit Appraisal Techniques - Recommendations of Various Committees
on Credit -Tandon Committee Norms- Credit Monitoring Arrangement - Case
Laws on COPRA and OMBUDSMAN.
UNIT-IV: Investment (Portfolio) Management by Banks - Balance Sheet - SWOT

Analysis: Shifts in Policy Perceptions - CAMEL Rating - Framework for
Improving Balance Sheets - Spread Management - Management of Balance Sheet
Activities.
UNIT-V: Recent Trends in Banking: Branch Expansion - Banking Liquidation,

Amalgamations and Mergers Rural Banking - Priority Sector Lending - Social
Banking - Bancassurance - Community Banking - Tele- Banking - e-Banking -
Innovations in Risk Management in Banking Sector.
Activity: Observe recent trends in Banking and analyze bank performance
Text Book
Maheswari, S N and Maheswari S K. Banking- Law & Practice. New Delhi: Kalyani
Publishers, 2008.
Reference Books
1. Joshi, Vasant C & Vinay V Joshi. Managing Indian Banks: The Challenges Ahead.
New Delhi: Response Books, 2008.
Journals
1. Journal of Banking & Finance
2. International Journal of Banking, Accounting and Finance (IJBAAF)
59
MBA IV TRIMESTER
HFM 845: CREDIT RISK MANAGEMENT
The objective of this course is to acquaint the student with credit risk management
among Indian Banks.
UNIT-I: Needs for risk management in Banks – Basel I Accord- Banking

supervision –Basel Accord II. Credit process – operational practices and credit
environment – lending objectives- credit selection process – Transaction Risk
exposure- Financial products in the extension of Business credit.
UNIT-II: Identification and understanding various types of risks: financial risks

and non financial company specific risk- Risk evaluation- fundamentals of credit
analysis credit rating systems. Loan classification. Debt recovery tools
UNIT-III: Credit risk measurement ratio for credit analysis - Cash flow analysis -
Quantitative models/ sensitivity and simulation- finding the certainty levels-
expected default frequency value at risk
UNIT-IV: Financial Distress models and methodology Bankruptcy risk/ credit

portfolio management optimizing three variables of share holders value, cost of
capital and credit Grade – MC Kinsey valuation Model how do international
Banks price loans.
UNIT-V: Credit Derivatives – Pricing and Mechanism International swaps and

Derivatives Association ISDA) standard – credit default swaps – Total returns
swaps- Regulatory concerns of credit derivatives –balance sheet analysis of
different banks as a case analysis.
Activity: Select any banking company and analyze its non-performing assets
Text Book
Colquitt, Joetta. Credit Risk Management. New York: McGraw-Hill, 2010.
Reference Books
1. Kendall, Robin. Risk Management for Executives: A Practical Approach to
Controlling Business Risks. London: FT Pitman Publishers, 2009.
2. Vijaya Bhaskar P & Mahapatra B. Derivatives Simplified: An Introduction to Risk
Management. New Delhi: Response Books, 2010.
Journals
2. The Journal of Credit Risk
3. The Journal of Investment strategies
60
MBA IV TRIMESTER
HFM 846: INTERNATIONAL FINANCIAL REPORTING STANDARDS
The objective of this course is to impart to students the basic aspects of the recent
techniques in the area of financial reporting system.
UNIT-I: Introduction: Overview and development of accounting standards in

India - Need of Convergence to IFRS - Differences between IFRS and Indian
GAAP
UNIT-II: Basic Principles of recognition of revenues IAS 18 – Sale of goods,

Rendering of services, Interest, royalties & Dividends.
UNIT-III: Recognition and measurement of Intangible assets, acquired intangible

assets and internally generated - IAS 38.
UNIT-IV: Recognition and measurement of Provisions, Contingent Liabilities and

Contingent Assets - IAS 37.
UNIT-V: Hedging under currency risk, Financial Instrument recognition and
measurement– IAS 39.
Case let (Not Exceeding 200 Words)
Activity: Select a company and bring out the differences between Indian
Accounting Standards and IFRS
Text Book
Kaur, Jasmine, IFRS: A Practical Approach, New Delhi: Tata McGraw-Hill, 2011.
Reference Books
1. Dr.A.L. Saini, IFRS for India, Snow White Publications.2011
2. Kamal Garg, Accounting Standards and IFRS, Bharat Law house.2010
3. A.L. Saini, International Financial Reporting Standards (IFRS) US-GAAP,UK-
GAAP and Indian-GAAP 2011
4. Kamal Garg. Accounting Standards and IFRS. Bharat Law House 2010
Journals
1. Journal of Accounting Research
2. Journal of Accountancy
3. The Chartered accountant Journal
4. The Journal of IFRS/US GAAP
61
MBA IV TRIMESTER
HHR 841: HUMAN RESOURCE DEVELOPMENT
The objective of this course is to provide the students with a basic understanding
of the concepts, strategies and systems of human resource development in
organizations.
UNIT-I: Human Resource Development: Concept, origin and need for Human
Resource Development; Macro and Micro Perspectives of Human Resource
Development; Approaches to Human Resource Development; Systems Approach
to Human Resource Development; Contribution of Sub-systems to organizational
performance; HRD Matrix.
UNIT-II: Interventions of Human Resource Development: Performance

Management, Performance Appraisal, Potential appraisal, Coaching, Counseling
and Mentoring, Career Planning and Development; Organizational Development
process; Organizational Development interventions.
UNIT-III: Training and Development: Need for training; Concept of Learning and
Learning principles; Training Process; Training Need Analysis; Training methods;
Evaluation of Training; Methods of Evaluation; Executive Development.
UNIT IV: HRD in Practice: Human Resource Development Experiences in Indian

Public and Private Sector Indian Industries; Human Resource Development in
Government and Service Sectors; Human Resource Development in Voluntary
Organizations.
UNIT-V: Human Resource Development Profession: HRD as a Profession;

Duties and Responsibilities of HRD Manager; Organization of Human Resource
Development function; Human Resource Development Audit, Future of Human
Resource Development.

Activity: Draw the distinction between training and development and study the
identification of training needs in an organization
Text Book
T V.Rao. Readings in Human Resource Development. Oxford IBH Publishing Ltd. New
Delhi: 2008.
Reference Books
1. Rao, T.V.(et.al): HRD in the New Economic Environment, Tata McGraw-Hill
Pub.Pvt,Ltd., New Delhi , 2003.
Journals
1. HRD Network Journal
62
MBA IV TRIMESTER
HHR 842: COMPENSATION MANAGEMENT
The objective of this course is to train the HR students in the process of
Compensation and Reward Management.
UNIT-I: Introduction: Nature of compensation - Types of compensations,

compensation responsibilities. Compensation system design issues:
Compensations Philosophies, compensation approaches, decision about
compensation, compensation - Base to pay - Individual Vs Team rewards,
Perceptions of pay Fairness -Legal constraints on pay systems.
UNIT-II: Managing Compensation: Strategic Compensation planning,

determining compensation-the wage mix, Development of a Base Pay System: Job
evaluation systems, the compensation structure- Wage and salary surveys, the
wage curve, pay grades and rate ranges, Compensation as a retention strategy
UNIT-III: Variable Pay and Executive Compensation: Strategic reasons for

Incentive plans, administering incentive plans, Individual incentive plans-
Piecework, Standard hour plan, Bonuses, Merit Pay, Group incentive plans- Team
compensation, Gain sharing incentive Plans, Enterprise incentive plans
UNIT-IV: Unit Profit Sharing plans, Stock Options, ESOPs, executive

compensation elements of executive compensation and its management,
International compensation Management.
UNIT-V : Managing Employee Benefits: Benefits- meaning, strategic

perspectives on benefits-goals for benefits, benefits need analysis, funding
benefits, benchmarking benefit schemes, nature and types of benefits, Employee
benefits programs- security benefits, retirement security benefits, health care
benefits, time-off benefits, creating a work life setting
Activity: Select an organization of your choice and study various methods of
compensation
Text Books
1. BD Singh. Compensation & Reward Management, Excel Books, 2009
2. George T. Milkovich, Jerry M. Newman & Barry A. Gerhart, Compensation,
McGraw-Hill, 2010
Reference Books
1. Joseph J. Martocchio, Strategic Compensation, Pearson Education, 2004
Journals
1. Compensation & Benefits Review-The Journal of Total Compensation Strategies
2. Journal of Educational Administration
63
MBA IV TRIMESTER
HHR 843: GLOBAL HUMAN RESOURCE MANAGEMENT
The objective of this course is to equip the students with basic concepts of Global
Human Resource Management including various HR processes and high-
performance Human Resource practices.
UNIT-I: International Human Resource Management - Concept, Scope and

Significances; Approaches to International Human Resource Management;
Differences between domestic and International HR activities; Organizational
Structure of Multinational Corporations;
UNIT-II: Recruitment and Selection Criteria for International Assignments;

Culture – Theories of Culture and its impact on organizations.
UNIT-III: Training and Development in Global Scenario; Methods of Training;

Management Development in International assignments; Process of Expatriation
and Repatriation
UNIT-IV: Compensation; Multinational Corporations and Compensation System;

Performance Management in MNCs
UNIT-V: Labour Relations in Multinational Corporations; Issues and Challenges

of IHRM.
Activity: Select a company of your choice and study Recruitment and Selection
Criteria for International Assignments
Text Book
Peter J. Dowling, Denice E. Welch. International Human Resource Management.
Thomson. New Delhi: 2006.
Reference Books
1. Anne-Wil Harzing Joriz Van Ruysseveldt., International Human Resource
Management. Sage Publications. New Delhi: 2006.
2. Charles M. Vance Yongsun Paik. Managing a Global Workforce. Prentice – Hall.
New Delhi: 2007.
3. Gary P. Ferraro. The Cultural Dimension of International Business. Pearson
Education.2007.
Journals
1. Harvard Business Review, Harvard Business School Publication Co., USA
3. Journal of Cross Cultural Management
64
MBA IV TRIMESTER
HHR 844: HUMAN RESOURCE PLANNING & STAFFING
The objective of the course is to develop among students an understanding of the
concepts, policies, strategies and practices of Human Resource planning and
staffing.
UNIT-I: Introduction to Human Resource Planning – Objectives, Significance –

Demand Forecasting and Process of HRP.
UNIT-II: Job Analysis, Description and Job Evaluation – Job Rotation, Promotion
and Transfer.
UNIT-III: Strategic Human Resource Planning – HRIS – Career and Succession

Planning.
UNIT-IV: Staffing Concept, Objectives and Significance – Recruitment, Sources,

Types and Recent Trends in Recruitment Practices.
UNIT-V: Selection – Importance, Types of Selection – Process of Selection –

Placement and Induction.
Activity: Study the induction programme by selecting a company of your choice

Text Book
Bhattacharyya, Dipak Kumar. Human Resource Planning. New Delhi: Excel Books,
2009.
Reference Books
1. Cascio. Managing Human Resources. New Delhi: McGraw-Hill. 2006.
2. Saiyadain, Mirza S & Tripti Pande Desai. Emerging Issues in Human Resource
Management. New Delhi: Excel Books, 2007.
3. Noe & Raymond. Fundamentals of Human Resources 2/e. New Delhi: McGraw-Hill,
2005.
4. Jyothi, P. & D.N. Venkatesh. Human Resource Management. New Delhi: Oxford
University Press, 2006.
Journals
1. Harvard Business Review, Boston, USA
2. Indian Management, New Delhi
3. Indian Journal of Industrialization, New Delhi
4. Indian Journal of Training & Development, New Delhi
5. Vikalpa, IIM, Ahmedabad
65
MBA IV TRIMESTER
HHR 845: HUMAN RESOURCE INFORMATION SYSTEM
The objective of this course is to enable the students to understand the importance
of packaged solutions in HR domain.
UNIT-I: Introduction: Data & Information needs for HR Manager; Sources of
Data; Role of ITES in HRM; IT for HR Managers; Concept, Structure, &
Mechanics of HRIS; Programming Dimensions & HR Manager; Survey of
software packages for Human Resource Information System including ERP
Software such as SAP, Oracles Financials
UNIT-II: Data Management for HRIS: Data Formats, Entry Procedure & Process;
Data Storage & Retrieval; Transaction Processing, Office Automation and
Information Processing & Control Functions; Design of HRIS: Relevance of
Decision Making Concepts for Information System Design; HRM Needs Analysis
– Concept & Mechanics; Standard Software and Customized Software;
UNIT-III: HR Management Process & HRIS: Modules on MPP, Recruitment,
Selection, Placement; Module on PA System; T & D Module; Module on Pay &
related dimensions; Planning & Control; Information System’s support for
Planning & Control;
UNIT-IV: HR Management Process II & HRIS: Organization Structure & Related
Management Processes including authority & Responsibility Flows, and
Communication Process; Behavioral Patterns of HR & other Managers and their
place in information processing for decision making;
UNIT-V: Security, Size & Style of Organizations & HRIS: Security of Data and
operations of HRIS Modules; Common problems during IT adoption efforts and
Processes to overcome? Orientation & Training Modules for HR & other
functionaries

Activity: Visit SAP and Oracle enterprise solutions websites and compare their
HR modules. Write a note.
Text Book
C.S.V. Murthy. Managing Information Systems: Text and Applications, Himalaya
Publications, 2011
Reference Books
1. Dr. Michael , The Agenda: What Every Business Must Do to Dominate the Decade,
Hammer, Hammer and Company, One Cambridge Center, Cambridge, MA, 02142
2. Michael Armstrong , A Handbook of Human Resource Management Practice, Kogan
Page
Journals
1. Human Resource Management Journal
66
MBA IV TRIMESTER
HHR 846: PERFORMANCE MANAGEMENT
The objective of the course is to enable the students to understand Performance
Management as a method to measure and improve the effectiveness of people in
the workplace.
UNIT-I: Performance Management: Concept and Objectives – Prerequisites –

Principles and Characteristics – Dimensions of Performance Management –
Factors affecting Performance Management – Performance Management Vs.
Performance Appraisal.
UNIT-II: Performance Management Model – Importance – Performance

Management System (PMS) - Introduction – Strategies - Assessment of
Performance Needs – Objectives– Characteristics – Goal setting Theory – Goal
Setting Levels; corporate and individual – Expectancy Theory.
UNIT-III: Performance Management Process: – Prerequisites – Performance

Planning – Key Result Areas – Key Performance Areas.
UNIT-IV: Performance Managing: Objectives – Importance – Characteristics –

Process - Need for Performance Standard – Performance
Measurement/Assessment – Review – Need for employee development – Methods
of Development – Couching – Counseling and Mentoring
UNIT-V: Integrated Performance Management and the concept of maturity

alignment - 360 degree appraisal - Balance Score Card – Competency Mapping –
High Performance Teams: Concept – Characteristics – Determinants – Building
and Leading High Performance Teams.

Activity: Critically evaluate the Process of Performance Appraisal by Selecting an
Organization of your choice
Text Book
A. S. Kohli & T.Deb. Performance Management. Oxford University Press. New Delhi:
2008
Reference Books
1. Herman Aguinis., Performance Management. Pearson. New Delhi: 2008.
2. Kurt Verweire & Lutgartvan Denberghe., Integrated Performance Management. Sage
Publications. New Delhi: 2005.
Journals
1. Harvard Business Review New Delhi
2. HRM Review, Hyderabad
3. GITAM Journal of management, Visakhapatnam
67
MBA IV TRIMESTER
HIB 841: INTERNATIONAL BUSINESS LAWS
The objective of the course is to introduce the students with various aspects of
international law for facilitating international trade and in specific international
sales, IPR’s, taxation and dispute resolution.
UNIT-I: Introduction to Law: Meaning of Law, Law and Society, Systems of

Law, Development of Law, Sources of Law, Legal Environment of International
Business.
UNIT-II: International Business Law: Law relating to international trade in India,

International Sales Contract, Contracts related to Credit, carriage and insurance,
international legal conventions, conflict of Laws and Contracts, contracts retailing
to consultancy and technology transfer - Joint ventures, FDI.
UNIT-III: Intellectual Property Law: Law relating to Intellectual property –

copyright, patent, trade mark and designs, emerging Law and international
commitments, Impact of Law and trade contracts.
UNIT-IV: International Litigation and dispute Resolution: Provisions in

contracts- Litigation- Jurisdiction – applicable Law, recognition Enforcement,
ADRs – Types, International Conventions, and Law in India, Process and
Procedure for settlement of Disputes
UNIT-V: International Taxation and other matters: Indian Law Governing

taxation of foreign income, avoidance of double taxation treaties, anti dumping
and countervailing duties, product liability, environmental law and international
sales.
Activity: Select an industry and study the impact of TRIPS on it.
Text Books
1. Motiwal O.P, International Trade Law and Practice. Bhowmik and Company, New
Delhi 2009
Reference Books
1. Leo D’arcy, Carole Murray and Barbara Clave Schmitthoff. Export Trade The Law
and Practice of International Trade Sweet & Maxwell Limited, 2011
2. Richard Schaffer and others, International Business Law and its Environment South
western Cengage learning, USA, 2009
Journals
1. Foreign Trade Review, IIFT, New Delhi
68
MBA IV TRIMESTER
HIB 842: MANAGEMENT OF MULTINATIONAL CORPORATIONS
The objective of the course is to provide to the students an understanding of the
different management styles that are relevant for managing and framing strategies
for MNCs.
UNIT-I: International Management: Trends, challenges and opportunities;
Different schools of thought of international management.
UNIT-II: Growth and Development of MNCs: Role and Significance of MNCs –

Pattern of Growth – Country of Origin – Different Management Styles – Strategic
Issues involved.
UNIT-III: Comparative Management : Importance and scope; Methods of

comparative management; management styles and practices in US, Japan, China,
Korea, India; Organizational design and structure of international corporations;
Locus of decision making; Headquarter and subsidiary relations in international
firms.
UNIT-IV: International Business Strategy: Creating strategy for international

business; Management of production, Services technology and operations;
Marketing financial, legal and political dimensions; Ethics and social
responsibility of business. Strategic Alliances: Acquisitions and mergers;
Management of joint ventures and other international strategic alliances.
UNIT-V: Indian Perspectives and Policy: Internationalization of Indian business

firms and their operations abroad; International Mergers and Acquisitions.
Changing government policy on entry of FIIs.
Activity: Study the management practices of Indian firms and U.S firms and bring
out the differences
Text Book
Christoppher Bartlett and Sumantra Ghoshal, Transnational Management: Text and
Cases. Tata McGraw-Hill, New Delhi, 2011
Reference Books
1. Arvind V. Phatak, Rabi S. Bhagat, Roger Kashlak, International Management:
Managing in a Diverse and Dynamic Global Environment Tata McGraw Hill, New
Delhi, 2009
Journals
69
MBA IV TRIMESTER
HIB 843: CROSS CULTURAL BUSINESS MANAGEMENT
The objective of this course is to enable the students to appreciate the relevance of
culture in management of MNCs and the key areas to be focused in negotiating
with different countries.
UNIT-I: Introduction: Concept of Culture for a Business Context. Importance of

culture, Cross-cultural management: Perspectives on cross cultural management
Cross-cultural competence: concept and framework.
UNIT-II: Culture and Global Management. Cultural issues in globalization.

Emerging trends in the area of cross cultural management studies with special
reference to globalization and its impact.
UNIT-III: Elements & Processes of Communication across Cultures;

Communication Strategy for/ of an Indian MNC and Foreign MNC High
Performance Winning Teams and Cultures; Culture Implications for team
building.
UNIT-IV: Cross Culture – Negotiation & Decision Making: Process of

Negotiation and Needed Skills & Knowledge, Getting to know each other:
understanding the work culture of countries, Profiling of: U.S.A, France,
Germany, Japan, China and Korea.
UNIT-V: Corporate Culture: The nature of organizational cultures diagnosing the

as-is condition; designing the strategy for a culture change building; successful
implementation of culture phase; measurement of ongoing improvement.

Activity: Select one Indian firm and an MNC of the same industry and study its
performance
Text Book
Deresky Helen, International Management: Managing Across borders and Cultures,
Prentice hall, Noida, 2008
Reference Books
1. Marie- Joelle, Browaeys, Understanding Cross – Cultural Management, Pearson,
2010
2. Madhavan Shobhana, Cross Cultural Management, Oxford University Press, New
Delhi, 2011.
Journals
1. International Journal of cross cultural management.
2. Cross Cultural Management: An International Journal
3. European Journal of Cross-Cultural Competence and Management
70
MBA IV TRIMESTER
HIB 844: GLOBAL MARKETING MANAGEMENT
The objective of the course is to provide the students an understanding of the
importance of brand management, Market segmentation & advertising, for framing
strategies for international markets.
UNIT-I: Global Marketing Strategies: Market Selection, Entry & Expansion
Strategies - International Marketing Research, Decision Making Process for
International Markets Marketing Strategies of MNCs, Marketing Channels and
Distribution Decisions, International Retailing.
UNIT-II: Product Strategy for International Markets: Standardization v/s.
Adaptation in International markets, Managing products in International Markets,
Building brands in International Markets, Brand Equity, Positioning and
Repositioning in International Markets, Pricing Strategies, Promotion Strategies,
Global e-Marketing.
UNIT-III: Introduction to Brand Management- Historical Evolution of Branding-
Brand names and its basis- Application of Branding –Management’s Philosophy &
Brand-Maslow’s hierarchy of needs- Brand functions- Branding Products-
Branding services –CRM in Brand Management- Brand loyalty- True brand
loyalty - Spurious Brand Loyalty- Brand Equity- Customer Based Brand Equity.
UNIT-IV: Segmentation & its usage in Advertising - Market Targeting and
Positioning Brands across Borders - Brand Building- Positioning Maps-choosing a
Positioning-Communicating and Delivering the chosen Positioning-Integrated
Marketing Communications to Build Brand- Modern International Brand Building
Strategies
UNIT-V: Brand Extensions-Brand Extension fit-Brand Ambassador & Celebrity
Endorsements in Brand Building- Brand co-creation- Managing Brands Over
Time- Managing Brands across Geographical Boundaries- Finance based brand
equity- Measuring brand equity-Role of advertisements in Brand Building.
Activity: Select an international brand and study its marketing strategies.
Text Books
1. U C Mathur, Brand Management Text & cases Macmillan publishers India ltd, 2006
2. Jean-Pierre Jennet & H.David Hennessey., Global Marketing Strategies, Wiley India.
New Delhi, 2005.
Reference Books
1. Aaker, David A., Building Strong Brands, Free Press, New York, 2011
Journals
71
MBA IV TRIMESTER
HIB 845: INTERNATIONAL TRADE LOGISTICS
The objective of this course is to familiarize the students with the concepts of
International transportation, Ware housing and practical applications of
international trade logistics.
UNIT-I : Marketing Logistics: Concept, Significance and Objectives, Relevance

of Logistics in International Business; System Elements; Key Logistics Functions,
Supply Chain Management: Principles of SCM; Difference between SCM and
Logistics; SCM for Improved Customer Service and Enhanced global
Competitiveness.
UNIT-II : International Transportation: International Transport System, Choice of

Mode – Rail, Road, Air and Sea – Evolution and Perspectives of Indian Shipping
Industry; Problems UN Convention on Shipping, Freight Structure and Practices;
Linear Operations; Tramp Operations Chartering Principles and Practices – Air
Transportation Advantages; Carrier-consignee Liabilities, Total Cost Concept.
UNIT-III: Ware Housing: Inventory Management – Concepts and Application;

Significance and Types of Ware Housing Facilities; Total Cost Approach –
Containerization: CPS and Inland Container Depots, Dry Ports, Multi Model
Transportation and CONCOR; Problems and Prospects.
UNIT-IV: Role of Ports: Port Organization and Management Responsibilities of

Port Trust, Growth and Status of Ports in India, Carriage of Goods – Legal
Aspects; Port Services Pricing.
UNIT-V : Role of Intermediaries: Shipping Agents; C & F Agents, Ship Owner
and Shipper Consultation Arrangements; Stevedores and Long Shore man –
Freight Forwarders; Cargo Booking Centers; Terminal Operators.
Activity: Select a port and study its management.
Text Book
David Pierre, Stewart Richard, International Logistics – The Management of
International Trade Operations, Cengage, USA, 2010.
Reference Books
1. Mangan John, Lalwani Chandra, Butcher Tim, Global Logistics & Supply Chain
Management, John Wiley & sons, UK, 2008
Journals
1. The Journal of Commerce
2. Commercial Carrier Journal
3. Material Handling & Logistics Magazine
72
MBA IV TRIMESTER
HIB 846: WTO AND INDIA
The objective of this course is impart to the students an understanding of the
provisions of GATT while exposing them to the mechanism of WTO with
reference to the Indian environment of International trade.
UNIT-I: Evolution of GATT, GATT – Provisions – Its Working; GATT 1994 –

Uruguay Round-Protocol to the GATT 1994.
UNIT-II: W.T.O. Establishment of W.T.O. – Organization Structure – Functions

of W.T.O. – Principles of W.T.O. Dispute Settlement Body and Trade Policy
Review Body.
UNIT-III: W.T.O. Agreements, Trade Related Intellectual Property Rights

(TRIPS), Trade Related Investment Measures (TRIMS) Multi Lateral Agreements
on Investments.
UNIT-IV : Agreement on Trade in Services, Issues relating to E-Commerce,

Removal of Quantitative Restrictions, Agreement on Textiles and Clothing, Effect
on Agriculture, Effect on Pharmaceutical Industry, Effect on Other Products like
Leather Products, Gems and Jewellery etc.
UNIT-V : W.T.O. Dispute Settlement Mechanism – Council for Trade in Goods,

Council for Trade in Services, Council for Trade Related Aspects, W.T.O. and
Anti-Dumping Measures – Types of Dumping - Objectives, Effects of Dumping
on Importing and Exporting Countries, Various Anti-Dumping Measures.
Activity: Select an industry and study the impact of WTO
Text Book
Thakur Kumar Anil, WTO & India, Deep & Deep Publications, New Delhi, 2007
Reference Books
1. M.B.Rao, W.T.O. and International Trade, Vikas Publishing house, Noida, 2001.
2. Krugman R Paul, Maurice Obstfeld, International Economics – Theory & Policy,
Dorling Kindersley, India, 2009
Journals
1. The World Trade Review
2. The Global Studies Journal
3. European Journal of International Law
73
MBA IV TRIMESTER
HMM 841: SALES AND DISTRIBUTION MANAGEMENT
of Sales Management and various methods of sales and distribution.
UNIT-I: Role of Sales Management in Marketing Management, Recent trends in

Sales Management – Selling Process, Theories and Functions of Sales
Management.
UNIT-II: Sales Organization, Type of sales Organizational Structures, Analysis of

Market and Sales Potential, Sales Quotas, Sales Territories and Sales Budgets.
UNIT-III: Management of Sales Force, Training, Motivating, Compensating and

Evaluating Sales Force,
UNIT-IV: Marketing Channels, Structure and Functions, Channel Design,

Selecting and Motivating Channel Members, Evaluating Channel, Member
Performance.
UNIT-V: Channel Conflicts, Reasons, Managing Channel Conflicts.
Activity: A field Visit to the channel partner and report writing on its structure and
design
Text Book
Krishna K Havaldar, & Vasant M Cavale., Sales and Distribution Management. The
McGraw-Hill Companies. 2008.
Reference Books
1. Eugene. M.Johnson, David L.Kurty and Ebirhard E.Scheuing., Sales Management.
McGraw Hill International.
2. Matin Khan, Sales Management. Excel Books.
3. Richard R.Still, Edeard W.Cundiff and Norman A.P.Govani., Sales Management
Decisions, Policies and Cases. Prentice Hall. 2008.
4. S.L.Gupta., Sales and Distribution Management. Excel Books.
Journals
2. Journal of Marketing
3. Journal of Marketing Research, International Management Institute, New Delhi
74
MBA IV TRIMESTER
HMM 842: CONSUMER BEHAVIOUR
The objective of this course is to develop an understanding on consumer behavior,
characteristics, purchase decision-making process, customer relations and its
application to marketing strategy.
UNIT-I: Introduction to the Study of Consumer Behaviour – Determinants of

Consumer Behaviour – Profile of the Indian Consumer.
UNIT-II: Perception – Nature of perception – perception and Marketing Strategy;

Motivation – Motivation Theory and Marketing Strategy; Personality and
Emotion.
UNIT-III: Learning and Consumer Behaviour- Behavioural Learning Theories-

Classical Conditioning, Instrumental Conditioning, Cognitive Learning Theory,
Involvement Theory.
UNIT-IV: Attitude Measurement and Change; Self Concept and Life Style
Marketing; Influence of Social and Cultural Factors on Consumer Behaviour –
Family, Reference Groups, Cross Cultural Variations in Consumer Behaviour.
UNIT-V: Consumer Decisions Process – Problem Recognition – Information

Search – Evaluation Alternative and Selection – Post Purchase Behaviour –
Organizational Buyer Behaviour.
Activity: Each student need to share his/her experiences for any product as
consumer using the frame work of consumer behavior.
Text Book
Leon G. Schiffiman and Leslie Hazer Kanuk., Consumer Behaviour. Pearson Education
2008
Reference Books
1. Henry Assael., Consumer Behaviour. Willey India. New Delhi.
2. Jagadish N. Seth, Atul Parvatirao and G. Shainesh., Customer Relationship
Management: Emerging Concepts, tools and applications. Tata Mc Graw Hill
Publications. New Delhi: 2001.
Journals
1. Consumer Behaviour
4. Journal of Brand Management, ICFAI
75
MBA IV TRIMESTER
HMM 843: CUSTOMER RELATIONSHIP MANAGEMENT
The objective of this paper is to provide tools and techniques along with an
understanding to the student as to how to manage relationship with customers
enhance Lifetime Value of Customers.
Unit I Introduction to CRM- Meaning of CRM, Evolution of relationship marketing, Types
of CRM, CRM Models (Gartner’s Model, IDIC Model, Payne’s Model)
Unit II Customer Loyalty and Retention- Customer retention, Customer Value, Customer
Lifetime value, Acquisitions of customer; Cost and Benefit Analysis of CRM, CRM usage in
different industry verticals
Unit III Technology and CRM- E-CRM, Differences between CRM and E-CRM,
Introduction to data warehousing and data mining; Applications of data warehousing and data
mining; CRM Software’s available in the market, Evaluation of the software solutions available.
Unit IV CRM implementation- Hard and soft benefits of implementation of CRM,

Framework to implement CRM, Choosing an appropriate CRM solution, Integration of CRM
with ERP, ROI on CRM
Unit V Assessment of CRM- Measuring ROI of CRM, Challenges in CRM adoption,

Reasons for CRM failure
Caselet: (Not exceeding 200 words)
Activity: Prepare a report on CRM technology and practice of any firm
Text Book:
N.H. Mullick, Customer relationship Management, Oxford University Press- 2016
Reference books:
1. William G. Zikmund, Raymond McLeod, Faye W. Gilbert, “Customer Relationship

Management”, John Wiley & Sons, Singapore
2. Shainesh, G., Jagdish N Sheth,”Customer Relationship Management: A Strategic
Perspective”, Macmillan India Ltd.
3. Gosney, Customer Relationship Management, Prentice Hall, 2000
4. Ken Burnett, Customer Relationship Management, Pearson Education, 2001
5. John W. Goshney and Thomas P. Boehm, Customer Relationship Management
Essentials, Thomson Lear
76
MBA IV TRIMESTER
HMM 844: RURAL MARKETING
The objective of this course is to expose students to the emerging trends in rural
marketing and to enable them to understand the environment in which the firms operate
and enabling the students to apply the key concepts to practical business situations.
UNIT-I: Introduction: Components of rural markets, classification of rural markets, rural

vs. urban markets. Rural marketing environment – Demographic factors - Social factors,
Technological Factors, Economic Factors, Political Factors
UNIT-II: - Rural Consumer Behaviour: Consumer buying behaviour models, Factors

affecting Consumer Behaviour - Characteristics of Rural consumer-, -Rural Marketing
Strategies: Segmentation - Targeting- Positioning.
UNIT-III: Product Strategy - Introduction, Marketing Mix Challenges, Rural Product

Categories – Fast moving Consumer goods, Consumer Durables, Agriculture Goods,
Services - Branding in Rural India- Brand building in Rural India.
UNIT-IV: Distribution Strategy: Channels of Distribution, Evolution of Rural

Distribution Systems- Wholesaling, Rural Retail System, Vans, Rural Mobile Traders:
The last Mile Distribution, Haats/Shandies, Public Distribution System, Co-operative
Societies Behaviour of the Channel, Prevalent Rural Distribution Models - Emerging
Distribution Models- Corporate –SHG Linkage, Satellite Distribution, Syndicated
Distribution, ITC’s Distribution Model, Petrol pumps and Extension counters, Barefoot
agents, Agricultural agents, Agricultural input dealers, Other channels.
UNIT-V: Communication strategy: Challenges in Rural Communication, A view of

Communication Process - Profiling the Target Audience, Creating advertisement for
rural audiences rural media- Mass media, Non-Conventional Media, Personalised media,
Rural Media
Caselet (Not exceeding 200 words)
Activity: Prepare a report on successful rural marketing strategies of select firms.
Text Book
C G Krishnamacharyulu, Lalitha Ramakrishnan. Rural Marketing. Pearson Education
2010
Reference Books
1. Pradeep Kashyap & Siddhartha Raut- Rural Marketing Biztantra
2. T.P. Gopal Swamy - Rural Marketing - Vikas Publishing House,2/e
3. Balaram Dogra & Karminder Ghuman - Rural Marketing, TMH,1/e
Journals
77
MBA IV TRIMESTER
HMM 845: HOSPITALITY MARKETING
The objective of this course is to enable students to appreciate the emerging trends
in hospitality and to hone distinctive managerial skills for hospitality organization
and management.
UNIT-I: Introduction: hospitality service – the distinguishing factor; tourism

marketing; growth in hospitality service; 8P’s of hospitality and travel marketing;
Marketing hospitality and challenges in hospitality sales.
UNIT-II: Hospitality planning and management; Controllable and uncontrollable

factors; Segmenting, positioning and channels of distribution.
UNIT-III: Market segmentation-concept, relevance to hospitality industry, market

segment groups; the importance of distribution channels.
UNIT-IV: PLC strategies, new product developments, product mix and product
line decisions, branding and packaging, price setting-objectives, factors and
methods.
UNIT-V: Hospitality markets: Defining the customer, Market opportunities,

consumer behaviour: Sales, customer service, advertising and promotion
Destination marketing: Electronic and web based: Forces that will impact the
future.

Activity: Prepare a report on successful hospitality marketing strategies of select firms.
Text Book
Robert D. Reid and David C. Bojanaic. Hospitality Marketing. John Wiley and Sons
2009
References
1. Mathews. Hospitality Marketing. Pointer Publications
2. David Bowie and Francis Buttle,.Hospitality Marketing. Elsevier, 2004
3. Philip Kotler. Marketing for Hospitality and Tourism. Pearson Education Asia, 2008
4. Bhat. Hospitality Marketing. Commonwealth publishers
Journals
78
MBA IV TRIMESTER
HMM 846: DIGITAL MARKETING
The present course helps students understand how to create consumer demand by
using the power of the interconnected, interactive web. While marketing creates
and satisfies demand, digital marketing drives the creation of demand using the
power of Internet. Students learn the methodologies related to digital marketing
and also understand how such methodologies help firms pinpoint the success of
campaigns.
UNIT-I: Marketing and the Internet

Introduction-History of the Internet-Internet and Marketing-Meaning and Purpose
of Digital Marketing-Building Blocks of marketing strategy-Creating a digital
marketing strategy-Importance of Market Research-Online Research
Methodologies- Content Marketing Strategy-Strategic building blocks-Content
Creation- Content Channel distribution
UNIT-II: Search Marketing

Introduction- Search Engine optimization (SEO)- SEO and key phrases- Search
engine friendly website-Link popularity-SEO benefits and challenges-Search
Advertising-Bidding and ranking for search ads-Setting up a search advertising
campaign-Online Advertising- Running ads online-Targeting and Optimising-
Affiliate Marketing and Video Marketing-The future of online advertising.
UNIT-III: Social Media Channels

Introduction- Creating a social media strategy -Social networking-Social media
channels- Content Creation-Bookmarking and aggregating-Tracking social media
campaigns- Social media risks and challenges-Using social media to solve
business challenges
UNIT-IV: Email and Mobile Marketing

Introduction-Email marketing-Email strategy and planning-Mobile Marketing-
Role of mobile in personal communication-Mobile messaging channels-Mobile
commerce-Mobile Analytics
UNIT-V: Data Analytics and Optimisation

Introduction- Working with data-Tracking and collecting data-Analysing data-
Conversion optimisation-Designing tests, Web Analytics
Text Book
eMarketing: The Essential Guide to Marketing in a Digital World,5th Edition, Rob
Stokes, ISBN 978-0-620-50266-5
References
Damian Ryan and Calvin Jones Understanding Digital Marketing: Marketing Strategies
for Engaging the Digital Generation,
79
MBA IV TRIMESTER
HOM 841: MANUFACTURING PLANNING AND CONTROL FOR
SCM
Manufacturing Planning & Control for Supply Chain Management is a
comprehensive course covering both basic and advanced concepts and applications
for students. The course provides students an understanding of supply chain
planning and control key elements and decision tools that assist in effective
planning and execution.
UNIT-I: - Manufacturing Planning and Control (MPC):- MPC system defined and
Framework-Sales Operations Planning:-Sales and operations planning in the firm
and its process-Advanced sales and operations planning:-Mathematical
Programming approaches.
UNIT-II: - Master Production Scheduling (MPS):-MPS activity, Master

Production scheduling –Assemble –to-order Environment-Master Production
Schedule stability-Managing MPS.
UNIT-III: - Material Resource Planning (MRP):- MRP in manufacturing planning

and control-Record processing-Technical Issues-Using the MRP system-Advanced
MRP:- Determining manufacturing order quantities-Buffering Concepts.
UNIT-IV: - Capacity planning:-Role of Capacity planning in MPC systems-

Capacity planning and control techniques-Scheduling capacity and material
simultaneously- Management and capacity planning/utilization.
UNIT-V: - Production Activity Control: - Framework for Production activity
control-techniques-Advanced Scheduling:-Basic scheduling-Advanced
procedures-Just-in-Time in Manufacturing Planning and Control-Example-
Applications-Managerial implications.
Text Book
F. Robert Jacobs, William L. Berry, D. Clay Whybark, Thomas E. Vollman,
Manufacturing Planning and Control for Supply Chain Management APICS/CPIM
Certification Edition
References
1. Douglas M. Lambert : Supply Chain Management - Processes, Partnerships,
Performance : 3rd ed., Douglas M. Lambert, Editor Copyright – 2008
2. John T Mentzer: Supply Chain Management, Sage Publications, 2008 Donal Waters:
Global Logistics, Kogan Page, 2009
3. F. Robert Jacobs, William L. Berry, D. Clay Whybark, Thomas E. Vollman,
Journals
80
MBA IV TRIMESTER
HOM 842: LOGISTICS MANAGEMENT
This course provides students an overview of logistics management in
organizations based on the concept of supply chain management (SCM) and make
them understand the several strategic, tactical, and operational techniques used in
improving the distribution of goods and services by companies worldwide.
UNIT-I: - Logistical operations integration:-The work of Logistics, Integrated
logistics, Operating objectives, Logistical Performance cycles-Demand
Forecasting: - General Forecast considerations, the forecast process, Forecast
techniques
UNIT-II: - Inventory - Strategy and Management: - Inventory Strategy:-
Inventory functionality and principles, Definitions, Inventory cost & impact,
Inventory planning Accommodating uncertainty, Inventory Management: -
Inventory management policies, Reactive/Planned inventory systems, Distribution
requirement planning, Management Processes
UNIT-III: - Transportation - Infrastructure and Management:-
Transportation Infrastructure:-Transport functionality and principles, Transport
modes & carriers, suppliers of transportation services –Transportation
Management:- Basic transport economics and Pricing , Transport Decision
Making
UNIT-IV: - Warehousing - Management and Material Handling:- Warehouse
Management:- Storage functionality and principles, warehouse strategy, layout &
operations -Material Handling:-, Material handling, considerations, equipment &
automated handling
UNIT-V: Packaging and Information: - Packaging:- Perspectives, Damage
protection, Material handling efficiency/utility, channel integration, Alternative
materials, Information:-Information functionality LIS and principles, Information
architecture, bar coding & EDI
Text Book
Bowersox and Closs, Logistical Management, the integrated Supply Chain Process,
TMH
Reference
1. Sunil Chopra and Peter Meindl: Supply chain Management: Strategy, Planning and
Operation, Third edition, Pearson, 2009.
2. Martin Christopher : Logistics & Supply Chain Management: creating value-adding
networks, FT Press / Prentice Hall / Pearson Education, 2005,
Journals:
81
MBA IV TRIMESTER
HOM 843: IMPROVING BUSINESS PROCESSES
The Course will help the students understand how organizations optimize their
underlying processes to achieve more efficient results. It focuses on designing and
managing business processes to support the strategic objectives of the
organization.
UNIT-I. Operations Strategy & Management, Competencies that support Firm

strategy and tradeoffs to be managed, Operations frontier, Strategic Fit, Process
view of Organizations, VCAP Framework
UNIT-II. Process Mapping, Workflow, Key Process Flow Measures, Little s Law,
Introduction to throughput accounting, Linkage between Operational and Financial
Measures.
UNIT-III. Flow time Analysis, Throughput , Managerial levers to reduce flow
time and improve throughput, Critical path, Work content of activities, Capacity
Analysis, Bottleneck resources, Resource view of operations
UNIT-IV. Inventory control, Managerial levers to reduce inventory, Flow
measures under variability, Safety inventory, Safety capacity, Safety time, Service
operations, Introduction to queuing
UNIT-V. Process variability, Process control, Control charts, Capability of
processes, Lean Management, Six Sigma, Implementing a continuous
Improvement project
Text Book:
Managing Business Process Flows – Ravi Anupindi & Sunil Chopra
Journals:
7. Supply Chain Management: An International Journal; Emerald Insight.
8. Journal of Business Logistics
10. Supply Chain Management Review
11. Journal of Purchasing and Supply Management
82
MBA IV TRIMESTER
HOM 844TECHNOLOGY MANAGEMENT
The objective of the course is to expose students to the importance of technology
in conduct of business and its skillful management for optimum results.
UNIT-I: Technology Management; Concept and meaning of technology;

evolution and growth of technology - Role and significance of management of
technology - Forms of technology – Process technology and Product Technology.
UNIT-II: Technology Forecasting and Strategy; Exploratory Forecasting –

Institutive Forecasting; Extrapolation, Growth curves, Technology Monitoring;
Normative Forecasting- Relevance Tree, Morphological Analysis, Mission Flow
Diagram; concept of technology strategy; types of technology strategy, key
principles; framework for formulating technology strategy; overview of
technology forecasting techniques and applications.
UNIT-III: Technology Assessment; Technology choice; technological leadership;

technological followership; technology acquisition; meaning and concepts
innovation and creativity; Innovation management.
UNIT-IV: Technology Diffusion and absorption; rate of technology diffusion;

innovation time and innovation cost; speed of technology diffusion; technology
absorption; management in adoption and implementation of new technologies.
UNIT-V: Technology Transfer Management; Technology transfer process;

outsourcing strategic issues; Joint ventures; technology sourcing; Human aspects
and social issues in technology management.
Text Book
Tarek Khalil. Management of Technology—The Key to Competitiveness and Wealth
Creation, McGraw Hill, Boston, 2009.
Reference Books
1. V.K.Narayanan: Managing Technology and Innovation for Competitive Advantage,
Pearson Education, 2009.
2. Norma Harison and Samson, Technology management – Text and cases, TMH, 2009
3. Shane, Technology Strategy for Managers and Entrepreneurs, Pearson, 2009.
4. White, The Management of Technology & Innovation, Cengage,2009
Journals
2. Indian Journal of Science and Technology, Chennai.
3. Information Technology, New Delhi.
4. Data Quest, New Delhi.
83
MBA IV TRIMESTER
HOM 845: EXIM MANAGEMENT
The objective of this course is to help students understand the importance of
documentation in Export-Import activities and to expose them to various rules and
regulations applicable thereon.
UNIT-I: Export documentation framework, Need and importance of

documentation, Study of different documents, A step-by-step approach in export
cargo shipment.
UNIT-II: Imports, Regulations, Open General and Special Licenses.
UNIT-III: Customs Act 1962, Customs Tariff, Rules of origin, Valuation,

Assessment, Harmonization, Role of Kyoto Convention in Trade, Facilitation,
Workshop on customs duty.
UNIT-IV: Import Clearance: Documents, CHA, A step-by-step approach to clear

imported cargo.
UNIT-V: Trading Houses: Export and trading houses schemes- criteria,

procedures and documentation for EOU/FTZ/EPZ/SEZ units.
Activity: Group Assignment followed by presentation of the concerned subject

topic.
Text Book
P.K.Khurana, Export Management, Galgotia Publications, 2007.
Reference Books
1. Justin Paul, Rajiv Aserkar; Export Import Management; Oxford Publications.
2. Thomas A. Cook, Rennie Alston, Kelly Raia; Mastering import & export
management; TMH.2009
3. Usha Kiran Rai; Export-import and Logistics Management; PHI Learning.2007
4. Belay Seyoum; Export-Import Theory, Practices, and Procedures, Second Edition
5. C.Rama Gopal; Export Import Procedures - Documentation and Logistics; New Age
International.
Journals
1. GITAM Journal of Management, Visakhapatnam
2. Journal of Commerce.
3. Journal of Institute of Export.
84
MBA IV TRIMESTER
HOM 846: E-BUSINESS
The objective of this course is to provide the students with a basic knowledge
about E-Commerce trends in Electronic Commerce and get an overview of M-
commerce.
UNIT-I: Introduction to E-Commerce – Definitions –- Types of E-Commerce-

Benefits of E-Commerce – Limitations of E-Commerce, Models of E-Commerce –
B2C, B2B, C2C, Characteristics of Each Model
UNIT-II: Electronic Market Structure – Business Model of Electronic Marketing

– Procedure for Internet Shopping: Consumer Perspective – B2C- Characteristics
of Internet Surfers- Service in Cyberspace, Advertising in E- Commerce –
Methods and Strategies
UNIT-III: Financial Transaction through EC - Electronic Payment Systems –

Security schemes in Electronic Payment Systems – Electronic Credit Card System,
Broker Based Services - Trading Stocks Online – Cyber banking and Personal
Finance
UNIT-IV: EC Strategy– Strategic Planning for EC: Industry and Competitive

Analysis-Strategy Formulation – Critical Success Factors for EC- A Value
Analysis Approach – Return on Investment and Risk Analysis – EC Strategy in
Action.
UNIT-V: Introduction to M-Commerce – Importance of M-Commerce, M-

Commerce Value Chain, M- Commerce Services, Trends in M-Commerce

Activity: Write a report on the various e commerce models used in online business
transactions
Text Book
Efraim Turban, David King, Jae Lee, Dennis Viehland, Electronic Commerce: A
Managerial Perspective. Pearson Education, New Delhi: 2008.
Reference Books
1. Bhaskar, Bharat., E-Commerce. Tata Mc-Graw Hill. New Delhi: 2006.
2. C.S.V Murty., E-commerce. Concepts, Models, Strategies, Himalaya Publishing
house. 2008.
3. David Whitley., E-Commerce. Tata Mc-Graw Hill. New Delhi: 2007.
Journals
1. Computers Today, New Delhi
2. Data Quest, New Delhi
85
MBA IV TRIMESTER
HBS 841: BUSINESS ANALYTICS FOR MANAGERS
The objective of the course is to make students understand the importance of
Business Analytics and its application to analyze data effectively to drive rapid,
precise and profitable decisions to provide strategic advantage for business firms.
Students will learn to identify, evaluate and capture business analytic opportunities
that create value.
UNIT-I:Introduction to Business Analytics:The Paradigm shift-Data-to-Insight-

Business Intelligence-to-Business Analytics-Levels of Intelligence- The Business
Analytics Cycle-Objective- Data-Introduction to Analytic Tools and Methods-
Implementation- Requirements for Integrating Business Analytics.
UNIT-II: Data Mining and Data Analytics-Data Mining in a Nut Shell-

Introduction to Data Mining-Predictive Analytics-Forecasting-Optimization-
Simulation-Data Mining to Data Analytics-Network Analytics-Text Analytics.
UNIT-III: Descriptive, Predictive and Prescriptive Analytics- Introduction-

Understanding Analytics-Identifying right type of Analytics-Operational benefits
of data analytics.
UNIT-IV: Customer Analytics- Introduction- Knowing Thy Customer- Targeting

Customers-Predicting Customer Behavior- Gaining Competitive Advantage.
UNIT-V: Social and Operational Analytics-Introduction-Customer Satisfaction-

Mining Online Buzz-Inventory Management-Marketing Optimization-Predictive
Maintenance-Human Resources and Workforce Management.
Lab:
Developing Business Models using: MS EXCEL, SPSS and XL Miner
Text Book
David RoiHardoon and GalitShmueli Getting Started with Business Analytics: Insightful
Decision Making, , CRC Press.
Reference Books
1. R.N.Prasad and SeemaAcharyaFundamentals of Business Anlytics, , Wiley
Publications
2. Jiawei Han, Michelin Kamber, Jian Pei Data Mining: Concepts and Techniques,
3rd Edition, , Morgan Kaufmann Publishers.
3. Alex Berson, Stephen Smith Data Warehousing, Data Mining & OLAP, 3rd
Edition, , Tata McGraw Hill, India.
E-Journals
1.http://www.dashboardinsight.com/articles/new-concepts-in-business-
intelligence/unstructured-data-101-practical-application.aspx
2. http://www.webopedia.com/T E R M/E/ E R P.html
86
MBA IV TRIMESTER
HBS 842: E-COMMERCE AND WEB ANALYTICS
The proposed course provides a platform for students to understand how online
marketing space is undergoing a constant shift with the rise of new technologies,
services and increased marketing tactics. Students learn how web analytics adds
value to e-commerce sites enabling firms to make faster and better decisions.
UNIT-I: Overview of Electronic Commerce-Electronic Markets and Information

Systems-Business Models-Benefits and Limitations of Electronic Commerce-E-
market Places
UNIT-II: Internet Consumer Retailing-E-tailing Business Models-Online Travel

and Tourism-Job Market-Real Estate, Insurance and Stock Trading-Online
Security.
UNIT-III: Market Research and Advertisement- Consumer Decision Making

Process-Internet Marketing-Web Advertising-Software Agents in Marketing and
Advertising
UNIT-IV: Electronic Payment Systems-The Payment Revolution-Smart Cards- E-

Checking-B2B Electronic Payments.
UNIT-V: Introduction to Web Analytics-History of Web Analytics-Data

Collection-Search Analytics-E-mail and Multi Channel Marketing-Website
Experimentation and Testing.
Text Book
Efraim Turban, David King, Jae Lee Electronic Commerce: A Managerial Perspective, ,
Pearson Education, 4th Edition.
E-Journals
1. http://www.journals.elsevier.com/electronic-commerce-research-and-applications/
2. http://www.emeraldinsight.com/doi/abs/10.1108/17440081211222618
3. http://www.emarketingandcommerce.com/section/e-commerce
87
MBA IV TRIMESTER
HBS 843: CORPORATE INTELLIGENCE AND
DECISION MAKING
The proposed course allows students to have keen understanding of the
contemporary developments in the application, tools and techniques in the area of
business intelligence. The course provides an experiential learning, featuring
through discussion of concepts and application of analytics cases that explain how
business firms manage their data and derive useful knowledge for efficient
decision making.
UNIT-I: Introduction to Decision Making-Data Information and Knowledge-

Decision Support Systems- Representation of Decision Making Process-
Developing a Decision Support System.
UNIT-II: Data Warehousing-Introduction-Data Warehouse Architecture-Cubes

and multidimensional Analysis-Mathematical Models
UNIT-III: Data Mining-Data Preparation-Data Exploration-Regression-Time

Series-Classification-Association
UNIT-IV: Business Intelligence and Technology-Target Databases-Data

Warehouses-Marts and Stores-Building a solid Corporate Intelligence Structure.
UNIT-V: Business Intelligence Applications-Marketing Models-Logistic and

Production Models-Data Envelopment Analysis.
Text Book
Carlo Vercellis, Business Intelligence: Data Mining and Optimization for Decision
Making, Wiley Publications.
E-Journals
1. http://www.palgrave-journals.com/ejis/journal/v23/n4/full/ejis201417a.html
2.http://www.bizjournals.com/bizjournals/how-to/technology/2013/02/trust-your-web-
analytics-for-better.html?page=all
88
MBA IV TRIMESTER
HBS 844: PREDICTIVE ANALYTICS
The proposed course provides a platform for the students to understand how
organizations must leverage their data to better understand their customers to
remain competitive. The course provides various tools and techniques of
predictive analytics involving real world business data to optimize business
performance to a variety of levels of Industries.
Unit I
Overview of Predictive Analytics: What is Predictive Modeling? Supervised and
Unsupervised Learning, Parametric and Non-Parametric Models, BI, Predictive
Analytics Vs BI, Predictive Analytics Vs Statistics, Predictive Analytics Vs Data
Mining, Who uses Predictive Analytics? Challenges in using Predictive Modeling.
Unit II
Predictive Analytics processing steps: Business Understanding, Defining data for
Predictive Modeling, Defining the Target Variable, Defining measures of Success
for Predictive Modeling, doing Predictive Modeling Out-of-order, Case Studies.
Understanding the Predictive Analytics Life Cycle
Unit III
Data Understanding: Single Variable Summaries, Data Visualization: in one
dimension, in two or more dimensions, Data Preparation: Variable Cleaning,
Feature Creation, Example.
Item Sets and Association Rules: Terminology, Parameter Settings, How the data
is organized, Measures of interesting rules, Deploying Association Rules,
Problems with Association Rules.
Unit IV
Descriptive Modeling: Data Preparation Issues, Principle Component Analysis
(PCA), Clustering algorithms, Interpreting Cluster Models.
Unit V
Predictive Modeling: Decision Trees, Logistic Regression, Neural Networks, K-
Nearest Neighbour, Naïve Bayes, Linear Regression, Assessing Predictive Models,
a predictive modeling approach to text mining, Model Deployment:
Considerations, Cases Studies of Predictive Analytics in HR, Marketing, Health
Care, Sports etc.
Text book
1. Alberto Cordoba, Understanding the Predictive Analytics Lifecycle (Wiley
and SAS Business Series)
2. Dean Abbott, Applied Predictive Analytics: Principles and Techniques for
the Professional Data Analyst
3. Jac Fitz-enz and John Mattox II, Predictive Analytics for Human Resources
(Wiley and SAS Business Series)
4. Vince Reynolds, Analytics: Data Analytics for Business Insights, Predictive
Analysis, Statistics and More.
89
MBA IV TRIMESTER
HBS 845: DIGITAL ANALYTICS
The proposed course allows students to understand how Analytics can be applied
to create new incremental value for business with the digital experiences from
website, social networks, and mobile applications. Students learn the concepts of
building a digital analytics organization that considers analyses as part of the
decision making process.
UNIT-I: Introduction to Digital Analytics- Creating Business Value-Definition-

Digital Analytics for Big Data-Analytics Value Chain.
UNIT-II: Building an Analytics Organization-Selecting Analytics Tool-Tool

Deployment-Methods and Techniques for Digital Analysis.
UNIT-III: Digital Data-Business and Technical Definitions-Planning-Collecting-

Data Governance-Testing and Verifying Data.
UNIT-IV: Optimization and Testing-Creating a Testing Plan-Multivariate

Testing-Types of optimization testing-Digital Data Science.
UNIT-V: Competitive Intelligence-Types-Tools and Methods-Process for Digital

Competitive Intelligence-Integration of Digital Behavior and Competitive
Intelligence.
Text Book:
Judah Philips, Building a Digital Analytics Organization, Pearson Education Ltd.
Journals:
1. www.digitalanalyticsjournal.com/
2. www.digitalanalyticsassociation.org/peer_reviewed_journals
3. www.analytics-magazine.org/
90
MBA IV TRIMESTER
HBS 846: CLOUD COMPUTING
The proposed course allows students to get familiarized with various dimensions
of cloud computing including evolution, fundamentals and benefits with respect to
the current industry trends. The course provides a platform for identification of
business requirements for choosing cloud providers and an architectural approach
to design cloud solution for the industry.
UNIT-I: Introduction to Distributed computing- Traditional Utilities- Creation of

Internet- Computing Trends and Evolution-Next Big Thing: The “Cloud”.
UNIT-II: Introduction to Cloud Computing-Definition-Properties and

characteristics of cloud computing-Benefits-Organizational scenario of cloud-
Cloud Architecture-Cloud supporting services.
UNIT-III: Cloud Providers-Benefits of cloud infrastructure providers-Set up

procedure-Comparison of platform service providers-Virtualization.
UNIT-IV: Databases and File Systems in cloud-Cloud security-Data migration

and streaming-Performance monitoring in cloud.
UNIT-V: Private cloud computing platforms-Cloud Content Delivery Network

(CDN) services-Mobile Cloud Computing-Cloud Analytics.
Text Book:
Rishabh Sharma Cloud Computing-Fundamentals, Industry Approach and Trends, Wiley
Publications.
Journals:
1. www.journalofcloudcomputing.com/
2. www.cloudcomputing.ieee.org/publications
91
MBA IV TRIMESTER
HBA 891: INTERNATIONAL BUSINESS ENVIRONMENT
The objective of this course is to introduce students to the contemporary issues in
Global Business that illustrates the unique challenges faced by managers in the
global business environment and to assist students to develop a truly global
perspective.
UNIT-I: Globalization – Introduction to the field of Global Business,

Significance, Nature and Scope of Global Business, Modes of Global business –
Global Business Environment- Social, Cultural, Economic, Political and
Ecological factors
UNIT-II: Theories of International Trade, Trading Environment of International

Trade - Free Trade Vs Protection- Tariff and Non-tariff Barriers –Trade Blocks.
UNIT-III: Balance of Payment: Concept, Components of BOP, Disequilibrium in

BOP – Causes for disequilibrium and Methods to correct the disequilibrium in
Balance of Payment.
UNIT-IV: Foreign Exchange Market: Nature of transactions in foreign exchange

market and types of players, Exchange rate determination, Convertibility of rupee
– Euro currency market.
UNIT-V: World Trade Organization – Objectives, Organization Structure and

Functioning, WTO and India, International liquidity: Problems of liquidity;
International Financial institutions - IMF, IBRD, IFC, ADB – Their role in
managing international liquidity problems.
Case Let (Not Exceeding 200 Words)
Text Books
Daniel, John D and Rdebangh, Lee H., International Business. 6th ed., Addision
Wesley. New York: 2007.
Reference
1. Bhall, V.K. and S. Shivaramu., International Business Environment and Business.
New Delhi: 2003.
2. Charles W. L. Hill, Irwin., International Business. 3rd Edition, McGraw- Hill: 2000.
3. Francis Cherunilam., International Business Environment. Himalaya Publishing
House: 2008.
Journals
92
TRIMESTER –V

FINANCE
1. HFM 847 Financial Engineering & Risk Management
2. HFM 848 International Banking and Finance
3. HFM 849 Derivatives
4. HFM 850 Banking Technology management
5. HFM 851 Financial Planning and Wealth Management
6. HFM 852 Financial & Credit Analysis

HR
7. HHR 847 Employment Laws
8. HHR 848 Industrial Relations
9. HHR 849 Strategic Human Resource Management
10. HHR 850 Recruitment & Selection
11. HHR 851 Learning & Development
12. HHR 852 Leadership & Team Building
INTERNATIONAL BSUINESS
13. HIB 847 International Trade and Policy
14. HIB 848 EXIM Policy and Documentation
15. HIB 849 Global Strategic Management
16. HIB 850 Forex Management and Currency Derivatives
HIB 851 International Business Communication & IT in
17.
Global Business
18. HIB 852 Global HRM
MARKETING
19. HMM 847 Services Marketing
20. HMM 848 Retail Management
21. HMM 849 Global Marketing
HMM 850 Product & Brand Management
22.
23. HMM 851 Marketing Research

24. HMM 852 B-to-B Marketing
OPERATIONS AND SUPPLY CHAIN MANAGEMENT
93
25. HOM 847 Service Operations Management
26. HOM 848 Supply Management
27. HOM 849 Quantitative Methods in SCM
28. HOM 850 Operations Strategy
29. HOM 851 Total Quality Management
HOM 852 Supply Chain Management Planning &
30.
Execution
BUSINESS ANALYTICS
31. HBS 847 Big Data Big Analytics
32. HBS 848 Data Mining for Business Intelligence
33. HBS 849 Marketing Analytics
34. HBS 850 Data Science for Business
35. HBS 851 Data Analysis And Modeling
36. HBS 852 Enterprise Analytics
37. HBA 894 Strategic Management

38. HBA-895 Soft Skills
39. HBA 896 Comprehensive Viva Voce
94
MBA V TRIMESTER
HFM-847:FINANCIAL ENGINEERING & RISK MANAGEMENT
The objective of this course is to familiarize the students with recent techniques in
the area of finance, in general and financial instruments in particular. This subject
is intended for in depth understanding of identifying needs of investors and
designing new financial instruments.
UNIT-I: Introduction to Financial Engineering- Scope- Tools- Financial

Engineering Vs. Financial Analysis- Factors contributing to the growth of
financial engineering.- Advances in Financial theory- Innovative Products of the
Last twenty years- present changing scenario of securities industry.
UNIT-II: The Physical Tools of Financial Engineer- Product Development- A

Model for New Product development- directions- design-testing-instrument
preview.- Equity and Equity related instruments- Equity options- Equity Warrants-
Subscription rights- Index futures and index options- foreign securities-Valuation
of Equities
UNIT-III: Recent Debt Market Innovations- Zero coupon securities-

Repo/reverse market- Junk Bonds- Fixed vs. Floating rates of interest-Reverse
Floating rate Debt-Valuation of Bonds.
UNIT-IV: Measuring Risk and Return- Rates of return – before and after taxes-
Investment Horizons- Risk- Portfolio considerations- risk aversion and portfolio
analysis- Risk less asset-Managing Risk.-Managing risk –Asset Liability
Management.
UNIT-V: Risk Management Techniques- Hedging – Hedge Ratios- Uses-Cost of

Hedging- Building block analysis approach to Hedging- Look Back Options-
Option linked loan-Overall collateralization.

Activity: Study recent debt and equity instruments in the financial market and
submit a report.
Text Book
Marshall, F. Financial Engineering – A Complete Guide to Financial Innovation. New
Delhi: Prentice Hall India, 2009.
References Books
Pandey, I.M. Financial Management. New Delhi: Vikas Publishers, 2010.
Journals
95
Finance India, New Delhi
MBA V TRIMESTER
HFM 848: INTERNATIONAL BANKING AND FINANCE
The objective of this course is to familiarize the student with International Banking
and Finance.
UNIT-I: International Monetary and Financial System: Importance of

international finance; Bretton woods conference and afterwards, IMF and the
World Bank; European monetary system - meaning and scope.
UNIT-II: Balance of Payment and International Linkages: Balance of payments

and its components; International flow of goods, services and capital; Copying
with current account deficit.
UNIT-III: Foreign Exchange Markets: Determining exchange rates; Fixed and

flexible exchange rate system; Exchange rate theories; Participants in the foreign
exchange markets; Foreign exchange market - cash and spot markets; Exchange
rate quotes.
UNIT-IV: : Management of Currency Exposure- Measurement of Exposure and

Risk- Managing transaction exposure- Operating Exposure- Short-term Financial
management in Multinational corporation.
UNIT-V: Regulatory Framework for International Banking – Regulation,

Deregulation, Reregulation (International Monetary system), Regulatory arbitrage:
Birth of Offshore Banking- Basel Concordat – Capital Adequacy Ratios- Loan
Loss Provisioning – Assessment of Country/Sovereign Risk – Country Risk
Management.
Activity: Study recent foreign exchange fluctuations and causes

Text Book
Prakash G. Apte, International Finance. Tata McGraw-Hill Publication. New
Delhi:2011.
References Books
1. Madhu Vij. International Financial Management. Excel Books. New Delhi:2009.
2. P.G.Apte. International Financial Management. Tata McGraw Hill Publishing. New
Delhi: 2009.
3. V.A. Avadhani. International Financial Management. Himalaya Publishing house.
New Delhi: 2009.
Journals
96
2. Global Business Review, New Delhi
MBA V TRIMESTER
HFM 849: DERIVATIVES
The objective of this course is to impart the knowledge on basic aspects of
Financial Derivatives to students.
UNIT-I: Introduction to Financial derivatives: Meaning – Need - Growth and

types of financial derivatives in India. Derivative Markets participants - Functions
and Regulatory Frame work of derivatives trading in India.
UNIT-II: Forwards: Meaning- Need – Features – Types - Trading - Pricing of

Forwards
UNIT-III Futures: Meaning- Need – Features – Types - Trading - Pricing of

Forwards – Forwards Vs Futures.
UNIT-IV: Options – Meaning- Need – Features – Types - Trading - Option

pricing models Black –Scholes Model and Binominal Approach – Options vs
Futures
UNIT-V: Swaps: Meaning- Need – Features – Types – Trading-pricing methods.
(A work shop will be organized by external organization for minimum of 3

days on online stock market operations and portfolio management.)

Text Book
S.L. Gupta, Financial Derivatives- Theory, Concepts and Problems, Prentice Hall of
India. 2010.
Reference Books
1. Hull C. John., Options, Futures and Other Derivatives, Pearson Education. New
Delhi.
2. Read Head, Financial Derivatives: An Introduction to Future, Forward, Option.
Prentice Hall of India.
3. Sunil K Parameswaran., Futures Markets: Theory and practice, Tata Mc-Graw Hill,
New Delhi.
Journals
1. Journal of Financial Management and Research
2. Journal of Accounting and Finance, Jaipur.
3. Journal of Applied Finance, Hyderabad.
4. Indian Journal of Commerce, New Delhi.
5. Finance India, New Delhi.
97
MBA V TRIMESTER
HFM 850: BANKING TECHNOLOGY MANAGEMENT
The objective of this course is to familiarize the student with Banking technology
and management.
UNIT-I: Branch Operation and Core Banking: Introduction and evolution of Bank
Management - Technological impact in banking operations - Total branch
computerization - Concept of opportunities - Centralized banking concept -
Opportunities, challenges and implementation
UNIT-II: Delivery Channels: Overview of delivery channels - Automated Teller

Machine - Phone Banking - Call Centers - Internet Banking - Mobile Banking -
Payment Gateways - Card Technologies - MICR - Electronic clearing
UNIT-III: Back Office Operations: Bank back office management - Inter branch
reconciliation - Treasury management - Forex operations - Risk management -
Data centre management - Network management - Knowledge management -
MIS/DSS./EIS - Customer Relationships Management CRM
UNIT-IV: Interbank payment system:- Interface with payment system network -

Structured financial messaging system - Electronic fund transfer – RTGS -
Negotiated dealing systems and Securities Settlement systems - Electronic money
- E cheques
UNIT-V: Database Security Requirements: Reliability and integrity - Sensitive

data inferences - Multilevel databases - Multilevel security - Security in networks
- Threats in networks - Network security controls - Firewalls - Intrusion detection -
Secure E Mail.
Activity: Study recent technology management by banking companies.
Text Book
Vasudeva. E Banking. Common Wealth Publishers, New Delhi 2010
Reference Books
1. Turban Rainier Potter. Information Technology. John Wiley & Sons Inc.
2. Banking Technology. Indian Institute of Bankers publication
3. Jaotab SS and Choubey NSE. Indian Banking in Electronic Era. Sarup and Sons,
New Delhi 2008.
Journals
1. Journal of Financial Services Research
98
MBA V TRIMESTER
HFM 851: FINANCIAL PLANNING & WEALTH MANAGEMENT
The objective of this course is to acquaint the student with financial planning and
wealth management.
UNIT-I: Introduction to Financial Planning. Difference between Financial

Planning, Wealth Management & Private Banking. Financial Planning- Desired
skills of a Financial Planner. Comprehensive Financial Planning. Formats of a
written Financial Planning.
UNIT-II: Personal Budgeting, Savings and Expenditure Planning, Liability (Debt)

Planning and Contingency Planning Time Value of Money.
UNIT-IV: Insurance Planning, Life Insurance & General Insurance Products.

Retirement Planning and Products of Retirement Planning, Retirement Planning
using Insurance Products, Mutual Funds, ETFs etc. Personal Investment Planning
– Asset Allocation Process, Money Market instruments, Debt & Equity Markets,
UNIT-V: Wealth Management Philosophy, Wealth Creation Concepts. Ethical

Standards in Financial Planning and Wealth Management Profession. Numericals
on Financial Planning & Wealth Management Case Studies
Activity: Select an Insurance company and study recent insurance products

introduced
Text Book
Dun & Bradstreet Wealth Management. Tata McGraw Hill Publishing Company Ltd,
2009
Reference Books
1. Madhu Sinha. Financial Planning a Ready Reckoner. 2008
2. Clifford Pistolese. Lifespan Investing, Building the Best Portfolio for every stage of
your life. Tata McGraw Hill, 2008
3. Duncan Hughes. Fund and Asset Management. Infinity Books, 2008
4. Kapoor, Dlaby & Hughes, Personal Finance. Tata McGraw Hill, 2008
Journals
2. The Journal of Wealth Management
3. The Journal of Private Wealth Management
4. The Journal of Financial Management
99
MBA V TRIMESTER
HFM 852: FINANCIAL AND CREDIT ANALYSIS
The objective of this course is to familiarize the student with credit analysis.
UNIT-I: Over view of Credit Analysis – Objectives, Tools and Techniques,

Lending Process, Financial Statement Analysis –I, Ratio Analysis, Cash Flow and
Funds Flow Analysis.
UNIT-II: Financial Statement Analysis –II, Equal Size Statement Analysis, Trend
Analysis, Sensitivity Analysis, Decision Tree, Simulation, EVA & MVA Analysis
etc., Non-financial Analysis – Economy Analysis, Industry Analysis, Company
Analysis, Promoters, Technology
etc.
UNIT-III: Loan Appraisals : Purpose, End-use, Security, Documentation,

Repayment Schedule, Monitoring, Loan Recovery Process, Appraisals of Working
Capital, Term Loans, Project Finance, Housing Loans, Consumer Loans, Car
Loans, Loans to SME Sector, Agricultural Loans.
UNIT-IV: Loan Securitization, Asset Classification, Income Recognition and

Provisioning norms, Problem Loans, Concept of Sustainable Debt, Loan
Restructuring, Loan Write-offs. Debt-Equity Swap, Debt-Asset Swap,
UNIT-V: Investment Analysis and Valuation: Security Analysis, Equity /

Enterprise / Business Valuation. Managing Bank’s Investment Portfolio, Cost
Analysis and other forms of Financial Analysis, Case Studies.
Activity: Select a company and analyze financial position by using ratios

Text Book
Leopold A Bernstein & John J Wild. Analysis of Financial Statements. Tata McGraw
Hill, 2009
Reference Books
1. R A Brealey and S C Myers. Financing and Risk Management, Tata McGraw hill,
2009
2. J Berk and P. DeMarzo. Financial Management. Pearson education, 2008
3. A L Day. Mastering Financial Modelling in Microsoft Excel. Pearson, 2007
Journals
1. The Journal of Credit Risk Management
100
3. Asia Financial Planning Journal
MBA V TRIMESTER
HHR 847: EMPLOYMENT LAWS
The objective of this course is to impart to the students the importance, and scope
of labour legislation and its role in the industry.
UNIT-I: Industrial Jurisprudence, Principles of labour legislation, Role of ILO
UNIT-II: The Industrial Disputes Act 1947, The Employment standing orders
Act, The Trade Unions Act 1926
UNIT-III: The Workmen’s Compensation Act 1923, The Employees State

Insurance Act 1948, The Provident Funds and Miscellaneous Provisions Act 1952,
The Payment of Gratuity Act
UNIT-IV: The Payment of Bonus Act 1965, The Minimum Wages Act 1948, The
Payment of Wages Act 1936
UNIT-V: The Factories Act 1948
Activity: Select an Organization and study the role of trade unions
Text Book
P.K. Padhi. Industrial & Labour Laws. Prentice – Hall of India: 2007.
References Books
1. Malik, P.L., Industrial Law. Eastern Book Company.Lucknow:2007.
2. Goswami V.G., Labor and Industrial Relations Law. Central Law
Agency.Alahabad:2006.
3. Sharma A.M., Industrial Jurisprudence. Himalaya Pub. House. New Delhi:2007.
4. Mishra S.N., Labor and Industrial Laws. Central Law Publishing. Allabad: 2006.
5. Sinha, P.R.N., Industrial Relations and Labor Legislations. Oxford and IB H
Publishing co. New Delhi: 2005.
Journals
1. Labour Law Reporter
2. Labour Law Journal
101
MBA V TRIMESTER
HHR 848: INDUSTRIAL RELATIONS
The objective of the course is to impart to the students the various techniques and
practices for maintaining harmonious relations in the organizations.
UNIT -I: Industrial relations concept and scope – Importance of IR – Key actors
in IR - Approaches to IR - Factors affecting IR – Prerequisites for successful IR
UNIT-II: Trade union concept – Functions of Trade unions in India – Problems of

Trade unions and their role in IR – Employers organizations, functions and their
role in IR – The role of state in IR and different types of interventions– Code of
discipline and its objectives – Code of conduct – Unfair labour practices.
UNIT-III: Grievance concept - Causes - Managing grievances and grievance

redressel procedure – Industrial conflicts/disputes – Classification of Industrial
disputes – causes and consequences – Methods of resolution of conflicts/disputes
– Conciliation – Arbitration – Adjudication - Dispute settlement Machinery -
Managing discipline- Process of Domestic enquiry
UNIT-IV: Collective bargaining(CB) - concept – Main features of CB – Pre-

requisites of CB – CB at different levels - Workers participation in management
and its objectives – Levels and forms of participation – Joint management
committees and their functions - Tripartisiam-ILC and SLC –Labours advisory
boards- ILO
UNIT-V: IR strategy –Globalization and IR –Technology and IR and Emerging

trends in IR
Activity: Select a company of your choice and study the workers participation in
decision making
Text Book
Memoria & Mamoria. Dynamics of Industrial Relations. Himalaya Publishing House.
Mumbai: 2008.
Reference Books
1. Sarma.A.M., Industrial Relations. Himalaya Publishing House. Mumbai: 2005.
2. Venkataratnam.C.S., Industrial Relations. Oxford University Press. New Delhi:
2006.
Journals
102
3. ICFAI Journal of Management, Hyderabad.
MBA V TRIMESTER
HHR 849: STRATEGIC HUMAN RESOURCE MANAGEMENT
The objective of this course is to equip the students with basic concepts of
Strategic Human Resource Management including various HR processes and high-
UNIT-I : Introduction: Definition of SHRM, Need and Importance of SHRM;

Human resources as a sources of competitive advantage; Traditional HR Vs.
Strategic HR, Barriers to strategic HR, Types of Strategies – Corporate Strategy,
Business strategy and HR Strategy.
UNIT-II : Integration of HR Strategy : Integration of HR Strategy with corporate

and business strategies; Different approaches to integration; the 5-P model for
linking people with strategic needs of business; Role of HRM in strategy
formulation and implementation; HR as a Strategic partner;
UNIT-III: HR Environment and Strategic HR Processes: Impact of Technology,

Changing nature of work, demographic changes, workforce diversity etc., on HR;
HR Planning, Strategic issues in staffing; Performance Management: Meaning and
need for performance management, performance appraisal systems and their
limitations.
UNIT-IV: Training and Development Strategies : Cross – cultural training,

Multi–skilling, Succession Planning; Creating a learning organization;
Strategically oriented compensation and reward systems: Skill – based pay broad
banding , variable pay, profit sharing, employee stock option plans, executive
compensation.
UNIT-V: Systems of high – performance human resource practices; Human

resource Evaluation; Measures of Evaluation; HR Audit.
Activity: Take a company and study various HR strategies implemented in it

Text Book
Jeffrey A. Mellow, Strategic Human Resource Management. Thomson South Western,
Singapore: 2008.
Reference Books
1. Charles R. Greer., Strategic Human Resource Management – A General Managerial
Approach. Pearson Education (Singapore) Pvt. Ltd.
Journals
1. Harvard Business Review, Harvard Business School Publication Co., USA.
103
2. Personnel Today.
MBA V TRIMESTER
HHR 850: RECRUITMENT & SELECTION
The objective of this study is to enable the student to specialize in the process of
Recruitment and Selection with a special focus on pre-employment tests and
measuring competencies.
UNIT-I: Recruitment Challenges- How to make recruitment efforts succeed,

Workers Expectations- Recruitment Sources, Proactive and reactive recruitment,
Innovative recruitment sources, Electronic Recruitment, Electronic resumes,
Career web sites, International electronic recruitment electronic Web sources.
UNIT-II: Interviewing, Job descriptions, Reviewing the application and résumé,

Planning basic questions, Competency Based questions, Key competency
category, competency based lead-ins, Generic competency Questions, Additional
types of questions, Probing questions, Questioning techniques to avoid, Encourage
applicant to talk, Providing talk.
UNIT-III: Pre-employment Testing, testing advantages and disadvantages, test

validation, testing categories, Computer based testing, Background check policy,
reference check, Guidelines for releasing and obtaining Information.
UNIT-IV: Ability Tests- Mental Ability, effects of practice and coaching,

Mechanical ability test, Personality Measurement Test, Personality Assessment-
Performance tests and, Use of performance test, Assessment Center-Integrity
Testing Drug testing, Graphology.
UNIT-V: Recruitment and Selection Practices Abroad - Case Studies
Activity: Select a company and study the selection process
Text Books
1. Phillips. Strategic Staffing, Pearson, 2009.
2. Daine Arthur. Recruiting, Interviewing, Selecting & Orienting New Employee, PHI,
4/e, 2007.
References
1. Robert Edenborough: Assessment Methods in Recruitment, Selection and
Performance, Kogan, 2006.
2. Sanjay Srivastava: Case Studies in HRM, Excel, 2009.
Journals:
1. Journal of Applied Psychology
2. Journal of Training & Practice in Professional Psychology
104
MBA V TRIMESTER
HHR 851: LEARNING & DEVELOPMENT
The objective of this course is to acquaint the HR students with the process of
Learning and Development.
UNIT-I: Introduction To Training Concept: Definition, Meaning, Need for

Training, Importance of Training, Objectives of Training, Concepts of Education,
Training And Development, Overview of Training Functions, Types of Training
UNIT-II: Process of Training: Steps in Training, Identification of Job

Competencies, Criteria for Identifying Training Needs (Person Analysis, Task
Analysis, Organization Analysis), Assessment of Training Needs, Methods and
Process of Needs
UNIT-III: Designing And Implementing a Training Program: Trainer

Identification, Methods and Techniques of Training, Designing a Training Module
(Cross Cultural, Leadership, Training The Trainer, Change), Management
Development Program, Budgeting of Training.
UNIT-IV: Evaluation of Training Program: Kirkpatrick Model of Evaluation,

CIRO Model, Cost-Benefit Analysis, ROI of Training.
UNIT-V: Learning: Principles of Learning, Theories of Learning, Reinforcement

Theory, Social Learning Theory, Andragogy, Resistance to Training, Technology
in Training: CBT, Multimedia Training, E-Learning/Online Learning, Distance
Learning.
Activity: Select a company of your choice and study training and development
strategies
Text Books
1. Raymond Noe. Employee Training And Development. McGraw-Hill International,
2009
2. Devendra Agochia. Every Trainers Handbook. Sage Publications Pvt. Ltd, 2009
Reference Books
1. Radha Sharma. 360 Degree Feedback, Competency Mapping And Assessment Centre,
Tata McGraw-Hill, 2004
2. S.K. Bhatia ,Training And Development, Deep & Deep Publications, 2009
Journals
1. International Journal of Training and Development
2. Indian Journal for Training and Development
105
MBA V TRIMESTER
HHR 852: LEADERSHIP & TEAM BUILDING
The objective of this course is to provide a conceptual understanding of leadership
and team building to the students.
UNIT-I: Leadership – Meaning - Concepts and Myths about Leadership -

Components of Leadership- Leader, Followers and situation - Assessing
Leadership & Measuring its effects.
UNIT-II: Focus on the Leader – Power and Influence - Leadership and Values.
Leadership Traits - Leadership Behaviour - Contingency Theories of Leadership -
Leadership and Change.
UNIT-III: Leadership Skills – Basic Leadership Skills, Building Technical

Competency, Advanced Leadership Skills, Team, Building for Work Teams,
Building High Performance Teams.
UNIT-IV: Basics of Teams and Team Building- Team Building Activities- Types
of Teams- Leading, Facilitating and Motivating Teams - Evaluating Team
Performance - Corporate Team Building
UNIT-V: Groups, Teams and Their Leadership. Groups – Nature, Group Size,
Stages of Group Development, Group Roles, Group Norms, Group Cohesion.
Teams – Effective Team Characteristics and Team Building, Ginnetts Team
Effectiveness Leadership Model.
Activity: Select the company of your choice and study the leadership style of a
CEO
Text Books
Andrew J. DuBrin, Leadership: Research Findings, Practice and skills, Biztantra, 2008
Reference Books
1. Hughes, Ginnett, Curphy - Leadership, Enhancing the Lessons of Experience Tata
McGraw-Hill, 5th Ed.
2. Yukl G - Leadership in Organisations, Pearson, 6th Ed.
3. West Michael - Effective Team Work, Excel Books, 1st Ed.
4. Sadler Philip – Leadership, Crest Publishing House
Journals
1. Leadership & Organization Development Journal
2. Journal of Management Development
3. International Journal of Business Management and Leadership
106
MBA V TRIMESTER
HIB 847: INTERNATIONAL TRADE AND POLICY
The objective of the paper is to enable the student to understand various theories
underlying international trade, and policies that influence it.
UNIT-I: International Trade: Theories of foreign trade – absolute and comparative

advantage theories; Modern theory of trade – Hecksher- Ohlin theory; Terms of
trade; Theory of international trade in services; Balance of payments and
adjustment mechanism.
UNIT-II: Commercial Policy Instruments: Tariffs, quotas, anti

dumping/countervailing duties; Technical standards; Exchange controls and other
non-tariff measures.
UNIT-III: India’s Foreign Trade and Policy: Direction and composition of India’s
foreign trade; Export – Import policy; Export promotion and institutional set – up;
Deemed exports; Rupee convertibility; Indian Joint ventures abroad; Project and
consultancy exports.
UNIT-IV: Theory of Economic Integration-Customs Union-Features-Regional

Integration Agreements-Growth - Arguments for and against regionalism-
Regionalism versus multilateralism- Regional groupings-NAFTA-EU-Recent
developments, .with focus on India-ASEAN Free Trade Agreement.
UNIT-V: Foreign Investment Policy: Policy and frame work for FDI in India;
Policy on foreign collaborations and counter trade arrangements; Indian joint
ventures abroad; Project and consultancy exports
Activity: Study FDI flows in India and analyze the influence of liberalization on
FDI flows
Text Book
Verma, M.L. International Trade, Vikas Publishing House, Delhi, 1995.
Reference Books
1. Love Patrick, Ralph Lattimore, International Trade: Free, Fair and Open, OECD,
Paris, 2009
2. Vaish. M.C; Sudama Singh, International Economics, Oxford Press, New Delhi, 2006
Journals
1. International Trade Journal
2. European Business Review
107
MBA V TRIMESTER
HIB 848: EXIM POLICY AND DOCUMENTATION
The objective of the paper is to introduce the student to export & import procedure
& documentation, and incentives that can be availed in export trade.
UNIT -I: Introduction: Export documentation, Foreign exchange regulations; ISO

9000 series and other internationally accepted quality certificates; quality control
and pre-shipment inspection.
UNIT -II: Export Procedures: : Export licensing policy General excise clearances;
Role of clearing and forwarding agents; shipment of export cargo; Export credit;
export credit guarantee; duty draw backs. EXIM Policy review.
UNIT-III: Import procedures: Import licensing policy; actual user licensing;

Import-export pass book; Capital goods licensing; export houses and trading
houses.
UNIT-IV: Export Incentives: Overview of export incentives-EPCG, Duty

drawbacks, duty exemption schemes, tax incentives; procedures and
documentation.
UNIT-V: Trading Houses: Export and trading houses schemes- criteria,

procedures and documentation for EOU/FTZ/EPZ/SEZ units.
Activity: Study the criteria for ISO 9000 certification
Text Books
1. Justin Paul, Rajiv Aserkar, Export import management, Oxford Press, New Delhi,
2008
2. Mustafa A, Foreign Trade Finance & Finance Documentation, University Science
Press, New Delhi, 2010
Reference Books
1. Cherian and Parab: Export Marketing, Himalaya Publishing House, New Delhi, 2008.
2. Jain Khusapat. Exports Imports Procedure And Documentation, Himalaya Publishing
House, New Delhi, 2009.
Journal
1. Foreign Trade Review by IIFT New Delhi
2. Global Vista, GIIB
3. The Journal of International Trade and Economic Development
108
MBA V TRIMESTER
HIB 849: GLOBAL STRATEGIC MANAGEMENT
The objective of the course is to make the students aware of the global
development trends & environment and provide necessary inputs for global
strategic management.
UNIT-I: Introduction to Globalization - Global development and trends: A

management perspective - Cultural awareness and implications, Cross-cultural
management - Global strategic skills - Team-building skills - Organization skills -
Communication skills – Culture - Cultural dimension- Cross cultural research
findings - Cross cultural transitions - The global manager
UNIT-II: Managing a Global Environment - Assessing the political, economic,

legal and technological environment – Global business environment – Trading
blocs - work force diversity - Global managers role - Political environment –
Political risk and its assessment, outsourcing and off shoring, ethics and social
responsibility around the world - Corporate social responsibility.
UNIT-III: The cultural context of global management Meaning and dimensions of

culture - Understanding the role of culture - Culture and its effects on organization
- Managing across cultures - Organizational cultures and diversity -
Communicating across cultures, cross cultural negotiation and decision making.
UNIT-IV: International strategic management - Strategic planning - Formulating

strategy - International functional strategies - Managing political risk and
negotiations - Organizing international operations – Organizational structure -
Decision making and control systems
UNIT-V: Developing a Global Management Cadre Preparation - Adaptation and

repatriation - Global management teams - Role of women in international
management - Global multiculturism - Managing diversity - Working within local
labour relations systems

Activity: Select an MNC and study the global strategy of the organization
Text Books
1. Steers & Nordon, Managing in Global Economy, PHI, New Delhi, 2006
Reference Books
1. Richard Mead, International Management -Cross cultural dimensions, Blackwell
Publishers, US, 2005.
109
Journals
1. Journal of Global Strategic Management
MBA V TRIMESTER
HIB 850: FOREX MANAGEMENT AND CURRENCY DERIVATIVES
The objective of the course is to provide the student with a broad perspective on
different systems of exchange rate in general, and determination of exchange rates,
dealings in Forex market, and currency derivative in particular.
UNIT-I: The Foreign exchange market: Organization- Spot Vs Forward markets –

Bid and ask rates – Interbank quotations – Cross rates – Merchant rates – Role of
RBI.
UNIT-II: International Monetary System: Evolution, Gold Standard, Bretton

Woods system, the flexible exchange rate regime, the current exchange rate
arrangements, the Economic and Monetary Union (EMU).
UNIT-III: Exchange Rates: Measuring exchange rate movements, Factors

influencing exchange rates. Government influence on exchange rates –
International arbitrage and interest rate parity. Relationship between inflation,
interest rates and exchange rates – Purchasing Power Parity – International Fisher
Effect.
UNIT-IV: Foreign exchange transactions – Purchase and sale transactions – Spot

Vs Forward transactions – Forward margins – Interbank deals – cover deals –
Trading – Swap deals – Arbitrage operations – Factors determining forward
margins.
UNIT-V: Currency Derivatives – Currency Forwards – Currency Futures –

Currency options – Exchange traded transactions – Financial swaps – Forward rate
agreements – Interest rate options.
Activity: Study the changes in exchange rate of dollar and pound in recent times
Text Book
P.G.Apte, International Financial Management, Tata McGraw-Hill, New Delhi, 2006.
Reference Books
1. Alan C Shapiro: Multinational Financial Management, Prentice Hall, New Delhi,
2009.
2. Jeff Madura, International Financial Management, South Western Cengage learning,
USA, 2009
Journals
110
3. Global Business Review, International Management Institute, New Delhi
MBA V TRIMESTER
HIB 851: INTERNATIONAL BUSINESS COMMUNICATION & INFORMATION
TECHNOLOGY IN GLOBAL BUSINESS
The objective of the course is to make the student aware of the patterns of
international communication and basics of IT.
UNIT-I: Introduction to International business communication: Languages in

business communication, universal systems, contrasting cultural values, cultural
shock, language and business communication. Issues of environment and
technology in business organization
UNIT-II: Oral and non-verbal communication, written communication pattern,

global etiquette, business and social customs, non verbal communications.
UNIT-III: Inter-cultural negotiation process, intercultural negotiation strategies.
UNIT-IV: E-Commerce: Definition – Business applications – Market research

and customer support infrastructure, payments and other support-E-business-E-
markets-E-payments-Enterprise application integration-ERP-CRM-B2B-B2C –
Consumer Oriented E-Com-Network, infrastructure for E-Com.
UNIT-V: Tools for Managers: Managing information system experience and

Using Information technology for management tasks – Updating knowledge day-
to-day in business – Data warehousing – Data Mining (DM) and knowledge data
discovery – Document Management – Digital Libraries – DM techniques and data
visualization.

Activity: Select an MNC and study the communication flow in the organization
Text Books
1. Lillian H Chaney, Jeanette S Martin. Intercultural Business Communication, PHI,
New Delhi, 2007.
2. Leo Jones, Richard Alexander. New International Business English, Cambridge
University Press, Singapore, 2006
Reference Books
1. John Mattock, Cross Cultural Communication – Essential Guide to International
Business, Kogan Page, UK, 2003.
2. Murphy A Harta, Herbert W Hilderbrandt, Jane P Thomas Effective Business
Communication, Tata McGraw Hill, New Delhi, 2009
Journals
111
1. International Journal of Communication
MBA V TRIMESTER
HIB 852: GLOBAL HUMAN RESOURCE MANAGEMENT
The objective of this course is to equip the students with basic concepts of Global
Human Resource Management including various HR processes and high-
UNIT-I: International Human Resource Management - Concept, Scope and

Significances; Approaches to International Human Resource Management;
Differences between domestic and International HR activities; Organizational
Structure of Multinational Corporations.
UNIT-II: Recruitment and Selection Criteria for International Assignments;

Culture – Theories of Culture and its impact on organizations
UNIT-III: Training and Development; Methods of Training; Management

Development in International assignments; Process of Repatriation
UNIT-IV: Compensation; Multinational Corporations and Compensation System;

Performance Management in MNCs
UNIT-V: Labour Relations in Multinational Corporations; Issues and Challenges

of IHRM.

Activity: Study the training and development in MNC’s
Text Books
1. Peter J. Dowling, Denice E. Welch., International Human Resource Management.
Thomson. India: 2006.
2. K. Aswathappa, Sadhna Dash., International Human Resource Management, Tata Mc
Graw – Hill, New Delhi, 2007.
Reference Books
1. Anne-Wil Harzing Joriz Van Ruysseveldt., International Human Resource
Management, Sage Publications. New Delhi: 2006.
2. Charles M. Vance Yongsun Paik., Managing a Global Workforce, Prentice – Hall.
New Delhi: 2010
Journals
3. Journal of Cross Cultural Management
4. HRM Review, ICFAI University Press, Hyderabad
5. Human Capital
112
MBA V TRIMESTER
HMM 847: SERVICES MARKETING
The objective of this course is to develop insights among students about the
emerging trends in service and to nurture distinctive managerial skills for service
organization and management.
UNIT-I: Importance of service marketing - Distinction between goods and

services marketing - Service characteristics – Growth of Services Sector in India.
UNIT-II: Consumer behavior in services - Services market segmentation -

Demand management Services Strategy- Service Triangle – Marketing Mix.
UNIT-III: The basic service package - New service development – Service

Branding and Positioning- Pricing Objectives and Strategies – Service
Distribution.
UNIT-IV: Physical evidence of services – Internal marketing – External

marketing – Interactive marketing.
UNIT-V: Service Quality management – Gap model, SERVQUAL, Total Quality

Services Marketing – Service failures and Recovery strategies.

Activity: Develop a marketing strategy for a service organization.
Text Book
K. Rama Mohan Rao, Services Marketing, Pearson, 2010
Reference Books
1. Valarie .A.Zeithml & Mary Jo Bitner., Services. McGraw-Hill Publishing Inc. 2008.
2. Christopher Lovelock., Services Marketing. Pearson education.
3. Christian Gronroos., Services Management and Marketing. McMillan Inc.
4. Harsh V. Verma., Services Marketing Text & Cases. Pearson Education.
5. Hoffman & Bateson., Marketing of Services. Cengage Learning.
Journals
2. Journal of Marketing Management, ICFAI
3. Marketing Theory
4. Indian Journal of Marketing
5. The Brand Reporter
6. The Journal of Service Research
113
MBA V TRIMESTER
HMM 848: RETAIL MANAGEMENT
The objective of this course is to acquaint the students with the concepts of
retailing and create an understanding of retail management.
UNIT-I:-Introduction to Retailing- Social and Economic significance, Functions
of retailers, Retailing Structures, Distribution Channels, Retail Management
Decision Process, Food and General Merchandise Retailers, Types of Ownership,
Services Retailing.
UNIT-II:- Retail Channels- Multichannel Retailing Benefits and Challenges,
Retail Location Types, Legal Considerations, Retail Site Evaluation, Trade Area
Characteristics, Store Sales Estimation.
UNIT-III:-Merchandise Management- Merchandise Planning Process
Merchandise Planning Performance Analysis, Brand Alternatives, National Brand
and Private Label Merchandise Buying Process, Pricing Strategies, Markdowns,
Pricing Techniques.
UNIT-IV:-Store Management– Responsibilities, Recruitment Selection
Motivation and Compensation of Store Employees, Shrinkage, Store Layout, Store
Design Objectives and Elements, Space Management, Visual Merchandising,
Customer Service strategic Advantage, Gaps Model, Service Recovery.
UNIT-V:- Retail Market Strategy- Strategic Retail Planning Process, Retail
Communication Mix, Communication Methods, Planning Retail Communication
Program, Information Systems and Supply Chain Management in Retail, Product
and Information flows, Distribution Centres, System Design Issues, EDI, CPFR,
RFID.
Case Let (Not Exceeding 200 Words)
Text Book
Levy, Weitz & Ajay Pandit, Retailing Management. 8th Edition, Tata McGraw Hill: 2012
References
1. Berman & Evans., Retail Management – A Strategic Approach. Prentice Hall of India.
Tenth edition
2. Roger Cox & Paul Britain., Retailing an Introduction. Pearson Education. Fifth
edition. 2006
3. S A Chunawalla., Contours of Retailing Management. Himalaya Publishing House.
FirstEdition 2006
Journals
2. Global Business Review, International Management Institute, New Delhi.
3. Management Review, IIM, Bangalore
114
MBA V TRIMESTER
HMM 849: GLOBAL MARKETING
The objective of this course is to make the students well versed with Marketing in
the global scenario to understand the environment in which the global companies
operate, and the importance of market research and various strategies applicable to
global markets.
UNIT-I: Globalisation: Scope and Objectives – Multinational Corporations –

Entry strategies-Environmental factors effecting global business: Economic
Environment- Cultural Environment- Political Environment- Legal Environment –
Regional Integration.
UNIT-II: Perspectives of Global Markets: Global Marketing Research and

Information-Information Requirements of Global Markets- Organization for
Global Market Research-Global Marketing Information System
UNIT-III: Segmenting the Global Market- Segmenting Basis and Process-

Global Markets and Criteria for Grouping Countries.
UNIT-IV: Global Marketing Decisions: Product Policy and Planning- Global

Pricing Strategies- Global Channels of Distribution.
UNIT-V: Global Advertising- Multinational Sales Management and Foreign

Sales Promotion- Export Procedure and Documentation- Special Economic Zones.
Activity: Prepare a report on global marketing strategy of any global firm.
Text Book:
Warren J.Keegan., Global Marketing Management. Pearson Prentice Hall. 2010.
Reference Books
1. Jean-Pierre Jennet & H.David Hennessey., Global Marketing Strategies. Wiley India.
New Delhi.
2. Kiefer Lee, Steve Carter., Global Marketing Management. Oxford University Press.
3. Vasudev., International Marketing, Excel Publications.
4. Subhash C.Jain., International Marketing Management.
Journals
2. Global Business Review, International Management Institute, New Delhi
3. Journal of World Economic Review
4. International Journal of Cross Cultural Management.
5. International Journal of Global Business And Competition
6. Global CEO
115
MBA V TRIMESTER
HMM 850: PRODUCT & BRAND MANAGEMENT
To understand the Product management, Product Mix methods and methods of managing brands
and strategies for brand management. To establish and sustain brands successfully that leads to
extensions.
UNIT – 1: PRODUCT MANAGEMENT
Product management –changes affecting product management, marketing organisation-defining
the competitive set-category attractiveness analysis-competitive analysis-customer analysis.
UNIT – II – PRODUCT MIX
Product Mix, product line, packaging, branding, Product Modification and Deletion,
Development (NPD), Theories of NPD, Generic, Product Development Process, Product
Launching, Test marketing, planning annual Strategy / budget.
UNIT – III: BRAND MANAGEMENT
Brand History – Brand success – Basic understanding of brands – concept and process –
significance of a brand – brand mark and trade mark – different types of brands – selecting a
brand name – function of a brand - branding, decisions - Brand extensions – Role of Brand
Manager.
UNIT- IV: BRANDING CONCEPTS
Aaker Brand identity – Brand images – brand personality – Brand equity – Aaker Brand
Equity measurement.
UNIT – V: BRANDING PRODUCTS AND SERVICES
Branding in Consumer products – Industrial products- personal branding – Branding service
sector.
Text Books:
1. Kevin Lane Keller, Strategic Brand Management, Building, Measuring and Managing,
Prentice Hall, 3rd Edition
2. David A. Aaker, Building Strong Brands. Simon and Schuster UK Ltd 2002
3. Moorthy YLR, Brand Management – 1 Edition, Vikas Publishing House 2012.
4. Tapan K Panda, Product & Brand Management, Oxford University press 2016.
REFERENCES:
1. Lan Batey, Asian Branding – A Great way tofly, PHI, Singapore 2012.
2. Paul Tmepoal, Branding in Asia, John Willy, 2000.
3. Ramesh Kumar, Managing Indian Brands, Vikas Publication, India, 2002
4. Jagdeep Kapoor, Brandex, Biztrana, India, 2005.
5. Mahim Sagar, Deepali Singh , D.P, Agarwal, Achintya Gupta – Brand Management
Anebooks Pvt. Ltd – (2009)
116
MBA V TRIMESTER
HMM 851: MARKETING RESEARCH
The objective of this course is to familiarize the students with the concepts and
techniques of Marketing Research applicable to business arena.
UNIT-I: Introduction: Need – Scope – Growth – Limitations – Marketing

Research Agencies – Ethical Issues in Marketing Research.
UNIT–II: Marketing Research Process: Types of Marketing Research – The

Stages in Research Process – Qualitative Research Tools.
UNIT–III: Testing of Hypothesis: Null Hypothesis – Alternative hypothesis –

procedure of testing of hypothesis – Large sample analysis; single mean,
proportion, difference between means & proportions, Type-I & Type-II Errors.
UNIT-IV: Small Sample Analysis: Small sample test; t-test, Chi-square, F-test,
ANOVA - One-way classification and two-way classification.
UNIT–V: Multivariate Analysis: Nature – Classification – Multiple linear

regression – Non-linear regression – Discriminating analysis – Factor analysis –
Cluster analysis.
Note: Problems only from Units III & IV
Caselet (not exceeding 200 words)

Text Book
Zikmund & Babin, Market Research. New Delhi: South-Western Cengage Learning,
2007.
Reference Books
1. Levine, Stephan, Krehbiel & Berebson. Statistics for Managers-using Microsoft
Excel. New Delhi: Prentice-Hall, 2007.
2. Levin Richard I. & David S. Rubin., Statistics for Management. New Delhi: Prentice-
Hall, 2007.
Journals
1. Electronic Journal of Business Research Methods, Cass School of Business, City
University London, UK.
2. International Journal of Social Research Methodology, Thomas Coram Research
Unit, Institute of Education, London, UK
3. Journal of Management Research, Faculty of Management Studies, University of
Delhi, New Delhi.
117
MBA V TRIMESTER
HMM 852: B-TO-B MARKETING
of B to B Marketing and various methods of B 2 B Marketing.
UNIT-I: Introduction: Derived demand and joint demand - Differences between
B2B and B2C marketing- Classifying industrial products -Industrial buying
Evaluating suppliers.
UNIT-II: Industrial buying and buying behavior: Objectives of organizational

buying -Buying situations and buying centre- Seth’s model of industrial buying
UNIT-III: Industrial marketing research: Uses and differences with consumer

research Business intelligence: Implications and application Segmenting -
Targeting and positioning: Key characteristics
UNIT-IV: Marketing channels Role of intermediaries Participants in industrial

distribution - Selling on the internet - E commerce Conflict management
Importance of SCM for B2B marketers - B2B exchanges
UNIT-V: Advertisements in B2B markets: Industrial promotions and trade

shows E advertising for industrial marketers Industrial selling: Key features Key
account management Workload analysis and time management.
Activity: Visit B-to-B Marketer and list out key success factors for B-to-B
Marketing.
Text Book
Hory Sankar Mukerjee, Industrial Marketing. Excel Publications 2009
Reference Books
1. PK Ghosh, Industrial Marketing: OUP
2. Reeder and Breirty, Industrial Marketing: Analysis, planning and control: PHI
Learning
3. Hutt and Speh, B 2 B Marketing: South Western Publishing House
Journals
118
. MBA V TRIMESTER
HOM 847: SERVICE OPERATIONS MANAGEMENT
This course addresses the strategic and operational aspects of managing service
systems. In addition to discussing the design and operational control of service
operations, specific issues pertaining to certain sectors of the service industry are
also addressed.
UNIT-I:-Introduction to Service Operations; Role of Services in Economy;

-Nature of services-the Service concept-Customers and relationships-Managing
supply relationships -Global trends in Services Sector; Changing paradigms in
Competitiveness of services;
UNIT-II:-Service Strategy-developing an overall vision for the service

system-Developing a service strategy- service culture
UNIT-III:-Service delivery design-Implications for Service Delivery

Design-service Processes; service People, Resource utilization;
Performance measurement-Linking operations decisions to business performance
UNIT-IV:-Managing Supply and demand-Managing Waiting lines-Queuing

Theory Applications in Service Systems- Capacity issues in service systems-
Forecasting Demand for services;
UNIT-V:-Global Services Delivery Models in Practice in IT/ITES and

Financial Sectors; Risk & Security issues in Financial Services Sector; Role
of technology; Services Management in various sectors
Text Book:
Robert, Graham Clark. Service Operations Management: Improving Service Delivery,
2/e. Pearson Education.
Reference Books:
B002885VD8
1. Fitzsimmons, J.A. and Fitzsimmons, M.J. Service Management, Mc
Graw Hill International Edition (2006).
2. David W Parker, Service operations Mangement-the total experience
3. Bill Hollins,Sadie shinkins, Managing Service operations-Design and Implementation,
Sage Publications
Journals:
119
MBA V TRIMESTER
HOM 848: SUPPLY MANAGEMENT
The objective of this course is to familiarize the students the critical importance of
strategic sourcing for firms practicing the principles of supply chain management.
UNIT-I:-Purchasing:-Perspective on purchasing-the evolution of purchasing-
purchasing and supply management (PSM)-Purchasing structure and design:-
Purchasing as a functional department-cross functional purchasing-Divisional,
centralized and Decentralization purchasing structures
UNIT-II:-Purchasing procedures- Purchasing Factors:-Supplier Relationships:-
Relationship purchasing-Models of supplier relationships. Innovation-Purchasing
and new product development-Early supplier involvement (ESI)-Supplier
development
UNIT-III:-Sourcing and the management of suppliers:-Sourcing and its
process-Analysis of market conditions-E-Sourcing-Locating suppliers-Supplier
appraisal assessments-Supplier approval and evaluating supplier Performance-
Sourcing decisions-buying situation-Buying at the right price:-Supplier
considerations in pricing agreements-pricing models-price analysis
UNIT-IV:-Approaches to Supply:-Capital equipment- New or used equipment-
financing the acquisition of capital equipment—selecting supplier of capital
equipment & total cost of acquisition (TCO)-Purchasing of services-Buying from
overseas:-Motives and difficulties when buying from overseas-Incoterms
UNIT-V:-Negotiation:-approaches to negotiation-content and factors in
negotiation-Process-effective negotiation-Negotiation ethics-Support tools:-
Tendering and procedures-Debriefing-Post tender negotiation (PTN)
Text Book
Kenneth Lysons and Brian Farrington, Purchasing and Supply Chain Management, 7th
Ed, Pearson Education
Reference
1. Burt, Dobbler, Starling, World Class Supply Management, TMH, 7th ed.2010
Journals
120
HOM 849: QUANTITATIVE METHODS FOR OSCM
The course aims to help students acquire skills in the usage of quantitative models
to make data driven decisions and will provide students with a thorough grounding
of the quantitative techniques and frameworks required to make optimal choices
and tradeoffs in a structured way.
UNIT-I. Introduction to Modeling,Descriptive, Prescriptive and Predictive

Analytics, Measures of Uncertainty, Linear Programing, Optimization&
Sensitivity Analysis
UNIT-II. Solving Linear Programing problems in a Spreadsheet & Applications –

Forecasting, Optimal Product Mix, Network Analysis, Aggregate Planning
UNIT-III. Optimization & Sensitivity Analysis & Applications – Newsvendor

problem, Probabilistic Inventory Models
UNIT-IV. Introduction to Simulation Techniques & Regression Analysis, Monte

Carlo Simulation, Risk Analysis
UNIT-V. Simulation Techniques & Regression Analysis Applications –

Commodity buying, Muti source purchasing, Risk pooling techniques, Making
Optimal Tradeoffs in the Supply Chain
Text Book:
1. Spreadsheet Modeling & Decision Analysis: A Practical Introduction to
Business Analytics - Cliff T. Ragsdale
2. Matching Supply with Demand: An Introduction to Operations Management
- Gerard Cachon, Christian Terwiesch ( For Applications in Supply Chain)
Journals
121
MBA V TRIMESTER
HOM 850: OPERATIONS STRATEGY
The main objective of this course is to introduce the concepts of operations
strategy to students and show how an operations strategy can contribute to the
sustainable competitiveness of the business.
UNIT I:-Operations strategy: - Role of operations in business strategy- Content

of operations strategy-operations strategy matrix-Operations performance
objectives-Importance-Trade-offs-operations focus.
UNIT-II: -Strategy- Capacity & Supply Network:-Operations capacity-
Capacity change and location of capacity- supply network strategy, Network
behaviour and Management-
UNIT-III:-Process technology strategy and improvement:-process technology-
scalability-coupling-evaluation-Improvement-Importance-performance mapping –
Developing operations capabilities
UNIT-IV:-Operations strategy Implementation: Product and service
development- Implementation Purpose –Point of entry& Process in organisation
context
UNIT-V:-Globalization of Operations strategies: - Framework for globalization
process-TQM-Lean operations-Business Process Reengineering-Enterprise
Resource Planning-Six sigma
Text Book: Nigel Slack & Michael Lewis, Operations Strategy, 2nd Edition, Pearson
Education
Reference
1. Phillipe-Pierre Dornier, Ricardo Ernst, Michel Fender, Panos Kouvelies. Global
Operations and Logistics: Text and Cases, John Wiley & Sons, 2008
2. Donald J.Bowersox and David J.Closs: Logistical Management: The Integrated
Supply Chain Process, TMH, 2006.
4. John T Mentzer: Supply Chain Management, Sage Publications, 2008
5. Donal Waters: Global Logistics, Kogan Page, 2009
7. Slack, Chambers and Johnston, Operations Management,5th e FT Prentice Hall.2007
Journals:
7. Supply Chain Management: An International Journal; Emerald Insight
122
MBA V TRIMESTER
HOM 851: TOTAL QUALITY MANAGEMENT
This course is divided into two modules: one offers the overview of Total Quality
Management and, the other of, Six Sigma Process.
TOTAL QUALITY MANAGEMENT MODULE

UNIT-I: Introduction to Quality: Evolution of TQM, TQM Framework, TQM
Implementation, TQM-Benefits and Obstacles.
UNIT-II: Quality Management Philosophies: Deming Philosophy, Juran

Philosophy, Crosby Philosophy, Comparison of Quality Philosophies, Other
Quality Philosophers- A.V. Feigenbaum, Kaoru Ishikawa, Genichi Taguchi
UNIT-III: Quality Management Tools: Benchmarking FMEA, Poka Yoke, Five S,

Quality Circle, Quality Function Deployment (QFD), Taguchi’s Robust Design,
Total Productive Maintenance, Force Field analysis, “Tree & Matrix Diagram
Text Book
John S. Oakland, Total Quality Management e text with cases, 3rd Edition, Elsevier,
2011.
Reference Book
Ron Basu, Implementing Quality: A Practical Guide to Tools and Techniques, Thomson
Learning.
SIX SIGMA PROCESS MODULE
UNIT-IV: The origins of Six Sigma; The three primary elements; Customers,
Processes, employees – Additional elements – Participant within Six Sigma; Goals
of the Six Sigma; Six Sigma: Theory and practice; The nature of Quality: The
tactics of quality- Getting from concept to Quality; The Measure Phase – The
Improve Phase – The Control Phase – Applying DMAIC
UNIT-V: Product and Service Defects: Measuring variance- Variance and
improvement testing; Critical to Quality (CTC) Measurements; Improving Process
Systems: Forms of Visual process planning; Elements of the Flow chart; The
Narrative/Process document; The graphic/Narrative document; Exceptions and
Rules: Efficiency Vs Cost;

Activity: Group Assignment followed by presentation of Six Sigma implementation in
an organization.
Text Book: Michael C Thomsett., Getting Started in Six Sigma – A Practical Working
Guide. John Wiley & Sons.2010
Reference Book: Forrest W. Breyfogle III Implementing Six Sigma – Smarter Solution
Using Statistical methods- 2nd Edition. John Wileyand Sons.2010
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MBA V TRIMESTER
HOM 852: SUPPLY CHAIN MANAGEMENT - PLANNING AND
EXECUTION
The objective of this paper is to acquaint the students with importance of

Logistics, role and contributions in current business environment and to enable
them to understand the effectiveness of Supply Chain management in global
environment
Supply Chain Planning

UNIT-I:-Physical distribution: - Importance-Architecture of physical
distribution-Logistics service firms and third party logistics-
UNIT-II: -Global supply Chain Management: - Demand Volatility, information,

Distortion and Bullwhip effect-Uncertainties in global supply chain-vertical
integration issues-Supply Chain Risk Management
UNIT-III:-Logistics Network Design:-Network configuration-and Trade-offs-

Orienting International facilities:-considerations and Framework-capacity
expansion issues
Supply Chain Execution
UNIT-IV: -Information Management: - Capabilities and Limitations-Logistics

Information and Telecommunications system (LITS)-Logistics organisation and its
relationships to LITS
UNIT-V:-Performance Measurement and Evaluation:-Performance

information-measure performance in functional integration &Sectorial integration
Text Book:
Phillipe-Pierre Dornier, Ricardo Ernst, Michel Fender, Panos Kouvelies. Global
Operations and Logistics: Text and Cases, John Wiley & Sons, 2008.
References
1. Sunil Chopra and Peter Meindl: Supply chain Management: Strategy, Planning and
Operation, Third edition, Pearson, 2009.
2. Martin Christopher : Logistics & Supply Chain Management: creating value-adding
networks, FT Press / Prentice Hall / Pearson Education, 2005,
3. Donald J.Bowersox and David J.Closs: Logistical Management: The Integrated
Supply Chain Process, TMH, 2006.
Journals:
124
MBA V TRIMESTER
BIG DATA BIG ANALYTICS
This course allows students to learn the capabilities required to analyze complex
data sets quickly. Students understand trends in big data and how they impact the
business world. Business cases explain how big data methodologies allow
companies to effectively gather data that they need and gain critical insights.
UNIT-I: Understanding BIG Data: Business Motivation and Drivers for BIG Data
adoption: Digitization, Data Science, Social Media, Cloud Computing, IOT,
Conceptualizing Data: Data, Kinds of Data, Data-Information-Knowledge-
Wisdom, Databases and Data Infrastructures, Small VsBig Data. Big Data: its
Importance, Enablers and Sources of Big Data-Expanding Universe of
Unstructured Data-Database Marketers-Social Intelligence-
UNIT-II:BIG Data Technology- BIG Data Processing Concepts: Data Processing
Parallel Vs Distributive Vs Real-Time, HADOOP, Big Data Computation: MAP
and REDUCE Tasks, A MAPREDUCE Example, Open Source Technology, The
Cloud and Big Data-Software as a Service-Crowd sourcing Analytics. Case
Studies.
UNIT-III: Big Data Technology- BIG Data Storage Concepts and Technologies:
Big Data Computing platforms: Clusters or Grids, Big Data File Systems: HDFS,
On-Disk storage and In-memory storage devices, NoSQL Database, Big Data
Computational Limitations, Big Data emerging technologies.
UNIT-IV:Big Data Analysis Techniques: Qualitative Vs Quantitative, Statistical
Analysis, Data Mining, Machine Learning: Supervised Machine Learning
(Classification), Unsupervised Machine Learning (Clustering).
UNIT-V: Data Privacy and Ethics.Big Data in Health Care, Retail, Outlier and
Fraud Detection, Calculating Risk in Marketing.
Text Book
1. MichealMinelli, AmbigaDhiraj Big Data Big Analytic: Emerging Business
Intelligence and Analytic Trends, Wiley CIO Series.
2. Bernard Marr,Big Data: Using SMART Big Data, Analytics and Metrics To
Make Better Decisions and Improve Performance
3. Judith Hurwitz and Alan Nugent, Big Data For Dummies
4. Vince Reynolds Big Data For Beginners: Understanding SMART Big Data,
Data Mining & Data Analytics For improved Business Performance, Life
Decisions & More! ITIL
E-Journals
1. http://www.journals.elsevier.com/big-data-research/
2. http://iveybusinessjournal.com/topics/strategy/why-big-data-is-the-new-
competitive-advantage
3. http://hipore.com/ijbd/
4. http://www.analytics-magazine.org/
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MBA V TRIMESTER
HBS 848: DATA MINING FOR BUSINESS INTELLIGENCE
The proposed course is aimed at making students understand how data mining
methodologies can be used to develop an efficient business intelligence decision
support system for the purpose of data analysis and support for business decisions.
Practical applications of MS-Excel with XLMiner addin allows students to
interpret various data sets and acquire the skills to better analyze data.
UNIT-I: Introduction to Data Mining- Application areas of Data Mining-Origins

of Data Mining-Supervised and Unsupervised Learning-Steps in Data Mining-
Building a Model-Using Excel for Data Mining.
UNIT-II: Data Exploration and Dimension Reduction-Data Visualization-Basic

Charts-Multidimensional visualization-Data Summaries- Correlation Analysis-
Principal Component Analysis-Dimension Reduction Using Regression Models
and Regression Trees.
UNIT-III: Prediction and Classification Methods-Introduction- Explanatory vs

Predictive Modeling k-Nearest Neighbors-Classification and Regression Trees.
UNIT-IV: Mining Relationships-Introduction-Discovering Association Rules in

Transaction Databases-Candidate Rules- Selecting Strong Rules.
UNIT-V: Forecasting Time Series-Introduction-Forecasting methods in business-

Time Series Components-Data Partitioning.
Text Book:
Galit Schmueli, Nitin R.Patel, Peter C.Bruce Data Mining for Business Intelligence:
Concepts, Techniques and Applications in MS-Excel with XL Miner, Wiley Publications.
Journals
1. http://www.worldscientific.com/doi/abs/10.1142/S0219649210002541
2. http://www.inderscience.com/jhome.php?jcode=IJBIDM
3. http://www.researchgate.net/journal/1743-
8195_International_Journal_of_Business_Intelligence_and_Data_Mining
126
MBA V TRIMESTER
HBS 849: MARKETING ANALYTICS
The objective of the course is to provide platform for students to understand the
processes and technologies that enable marketers to evaluate the success of their
marketing initiatives by measuring performance using important business metrics
to really know how marketing programs are really performing. The course also
illustrates the benefits of using simple and low-cost tools like MS-Excel for
performing data driven business analytics.
UNIT-I: Introduction to Marketing Analytics-Summarizing Marketing Data-Using

Pivot for Slicing and Dicing, Working with Excel charts, Using Functions.
UNIT-II: Pricing and Forecasting- Introduction- Estimating Demand Curves

Using Solver- Price Bundling- Nonlinear Pricing-Revenue Management-Simple
Linear Regression- Multiple Regression to Forecast sales- Correlation-Using
Neural Networks.
UNIT-III: Customer Analytics-Introduction-Conjoint Analysis-Logistic

Regression, Discrete Choice Analysis-Analyzing Customer value to a Business-
Monte Carlo Simulation and Decision Making-Allocation of Marketing Resources.
UNIT-IV: Retailing, Advertising & Market Research: Introduction-Market Basket

Analysis and Lift-Optimizing Direct Mail Campaigns-Forecasting Sales Using
Data Points- Measuring Advertising Effectiveness-PPC Online Advertising-
Working with Principal Component Analysis(PCA)-Multidimensional
Scaling(MDS)-One-way ANOVA-Two-way ANOVA.
UNIT-V: Internet and Social Marketing-Introduction to Networks-Summarizing

Network Structure-Viral Marketing-Text Mining and applications.
Text Book
Wayne L.Winston, Marketing Analytics: Data-Driven Techniques with Microsoft Excel,
Wiley Publications.
Journals
1. http://www.emeraldinsight.com/doi/abs/10.1108/17505930710734125
2. http://www.researchgate.net/journal/2050-3318_Journal_of_Marketing_Analytics
3. http://www.msi.org/articles/the-power-of-marketing-analytics/
127
MBA V TRIMESTER
HBS 850: DATA SCIENCE FOR BUSINESS
The proposed course allows students to learn the principles, processes and
techniques for understanding analysis of data using data science. The course
focuses on concepts of Data Driven Decision making and its importance in
allowing business firms to make efficient decisions based on the analysis of data.
UNIT-I: Introduction to Data Analytic Thinking-Data Ubiquity-Data Driven

Decision Making-Data Science and Engineering-Data Processing and Big Data.
UNIT-II: Business Problems and Data Science Solutions-Supervised versus

Unsupervised Methods-Data Mining Process-Data and Business Understanding-
Data Preparation and Modeling-Model Evaluation and Deployment
UNIT-III: Introduction to Predictive Modeling-Models Induction and Prediction-

Supervised Segmentation-Visualizing Segmentations.
UNIT-IV: Fitting Model to Data-Mathematical Functions-Linear Discriminant

Functions-Nearest Neighbors for Predictive Modeling-Issues with Nearest-
Neighbor Methods.
UNIT-V: Visualizing Model Performance-Introduction to Ranking-Working with

Profit Curves-Lift Curves-Performance Analytics-Application of Baye’s Rule
Text Book
Foster Provost & Tom Fawcett, Data Science for Business, O’Reilly Publishing 2013.
Journals
1. http://emeraldgrouppublishing.com/imds.htm
2. http://www.jds-online.com/
3. http://www.springer.com/computer/information+systems+and+applications/journ
al/13688?cm_mmc=sgw-_-ps-_-journal-_-13688
128
MBA V TRIMESTER
HBS 851: DATA ANALYSIS AND MODELING
The proposed course provides a platform for students to understand the need for
business data modeling that forms the key for efficient decision making. The
course allows students to learn the concepts of various types of data analysis using
statistical tools and methods for understanding the complex data characteristics.
UNIT-I: Introduction to Data Analysis- Data Analytics for Management-Data

collection - primary and secondary-Preparing Data Sheet & Data Processing-Data
Summarization: Tabulation, Cross Tabulation-Frequency distribution-Analysis of
variance.
UNIT-II: Understanding Volatility and Correlation- Principal Component

Analysis-Moving Average Models.
Unit-III: Modeling Market Risk- Covariance Matrices-Time Series Models-

Forecasting High Frequency Data.
Unit-IV: Statistical Models-Linear Regression-Statistical Inference-Residual

Analysis-Data Problems- Multivariate Data Analysis -Prediction.
Unit-V: Data Analytics at work- Data Management: validation and cleaning-

Working with Clients- Presentation and report writing.
Text Book:
Alexander Carol, Market Models: A Guide to Data Analysis, Wiley India Pvt Ltd.
Journals:
1. www.journals.elsevier.com/computational-statistics-and-data-analysis/
2. www.sciencedirect.com/science/journal/
129
MBA V TRIMESTER
HBS 852: ENTERPRISE ANALYTICS
The proposed course familiarizes students with the role of analytics in enterprises.
Students learn the concepts of how business firms manage their online data by
employing analytics across the enterprise; evaluate ROI and asses how analytics
brings to the light the role of human in the success of the enterprise.
UNIT-I: Overview of Analytics-Traditional BI-Types of Analytics-ROI in

Analytics-Teradata method of Evaluating Analytics.
UNIT-II: Applications of Analytics-Managing proprietary data-Analytics on web

data-Measuring Online Engagement.
UNIT-III: Technologies for Analytics-Business Decisions in Operations-Time to

Business Impact-Data Considerations-Compliance Issues.
UNIT-IV: Analytical Technology and Business User-Staged Data-Premises and

product based Data-Specialized Vendors-Analytical Apps.
UNIT-V: Human side of Analytics-Organizing Analysts-Goals of Analytics

Organization-Analytical Ecosystem-Governance for Analytics.
Text Book:
Thomas Davenport, Enterprise Analytics, FT Press.
Journals:
1. www.decisionanalyticsjournal.com.
2. www.searchenginejournal.com/managing-enterprise-seo.
130
HBA 894: STRATEGIC MANAGEMENT
The objective of this course is to acquaint students with the concepts, methods and
tools of strategic management and their application in industry.
UNIT-I: Strategic Management-Basic process of strategic management; Benefits

and limitations of strategic management; Goals and objectives, Business Vision,
Mission and Objectives.
UNIT-II: Environment and Resources Analysis: Environmental Analysis, Industry

and Competitive Analysis, the External Factor Evaluation (EFE) Matrix,
Competitive Profile Matrix (CPM), Internal Analysis; Internal Factor Evaluation
(IFE) Matrix, Porter’s Five Forces Model, SWOT Analysis and VRIO framework.
UNIT-III: Strategy Formulation: Porters Value chain - Generic competitive

strategies - Portfolio Analysis and its limitation - BCG matrix and GE matrix -
Building competitive advantage for a firm - Strategy versus tactics and making a
Strategic Choice - ‘Blue Ocean Strategy’.
UNIT-IV: Strategy Implementation and Control: Corporate Strategy - Business

Strategy - Functional Strategy and Global Strategy - Issues in Strategy
Implementation and Balanced Score Card.
UNIT-V: Corporate Governance and Corporate Social Responsibility in Strategic

Management.

Activities: Formulate the goals, objectives, vision and mission of the company
you wish to start in the near future. Apply the Porters five force model to an Indian
Business. Apply the BCG matrix for the products of an Indian company. Prepare a
Balanced Scorecard for the organization of your choice. A study on the CSR
initiatives taken by some major corporates.
Text Book
Kazmi, Azhar. Business Policy and Strategic Management. New Delhi: Tata McGraw-
Hill, 2008.
Reference Books
1. David, Fred R. Strategic Management. New Delhi: Prentice Hall, 2007.
2. Porter, Michel. Competitive Strategy. New York: Harvard University Press, 2007.
Journals
1. Harvard Business Review, Harvard University
2. International Journal of Applied Strategic Management.
3. International Journal of Strategic Management
131
MBA V TRIMESTER
HBA-895: SOFT SKILLS
INTRODUCTION
This course is designed keeping in mind the industry expectations and with the aim to
improve the chances of selection in the job interviews and also succeed in the first job.
The first module on Soft Skills is focused on Communication, Creativity, Presentation
Skills, Business Etiquette, Working in a team, selling skills etc., while the second phase
focuses employability skills namely Group Discussions,. Resume Writing, Grooming,
Interview skills etc.
COURSE OBJECTIVES
To provide students with
1) Skills required for effective functioning as manager/executive
2) Skills required for succeeding in job interviews.
TEACHING METHODS
ACTIVITY 1: The student is required to view selective Video CDs, one per each week
and make note of it.
ACTIVITY 2: Workshop for three days conducted by external agencies on soft skills to
train and assess in few selective areas of soft skills.
ACTIVITY 3: Based on the scores in diagnostic test, the students will either appear for
foundation course in English Language or Book Review.
CLASS SESSIONS
a. Two periods per week is scheduled to view the video CDs in the language Lab
b. Three day Workshop will be organized during the trimester.
C.Two hours period for two days a week is arranged alternatively for item 3
mentioned above.
ASSESSMENT
ACTIVITY 1: Based on the content delivered through Video CD, objective test is
conducted at the end of each session. There will be descriptive written test on any of the
10 CDs watched. Maximum score is 40 marks. The break-up for valuation is as follows:
IV. Test scores at the end of each session: 50%

V. Attendance: 25%
VI. Trimester end descriptive test: 25%
ACTIVITY 2: Two best scores out of three scores awarded during three days of soft
skills training program is considered. Maximum Marks awarded is 10. The evaluation
may be subjective or objective on the skill that is being imparted.
ACTIVITY 3:
For Foundation course in English language, the assessment is for maximum marks of 20.
The break-up for valuation is as follows:
132
I. Class Participation: 25%
II. Written Test (3) scores: 50%
III.Oral test scores: 25%
OR
For Book review, the assessment is for maximum marks of 20. The break-up for
valuation is as follows:
I. Written Assignment*: 75%

II.Oral Presentation: 25%
 The student should submit the written assignment not exceeding 1500 words. The
content should be typed and submitted before the due date.
 The oral presentation should be made using PPT (not exceeding 5-10 slides)
133

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Hyderabad Business School

REGULATIONS & SYLLABUS

This programme is unique in that it helps students in developing a comprehensive view

OBJECTIVES OF THE PROGRAMME:

The broad objective of the programme is to provide a world-class quality professional

i. To expose the students to social, economic, political, technological and ecological

1.0 STRUCTURE OF THE PROGRAMME

Choice Based Credit System (CBCS):

 Student Centered Learning

S. Code No. Title of the Course Sessions Credits Marks Total

TRIMESTER IV COURSE STRUCTURE

FOLLOWING ARE THE SPECIALIZATION GROUPS:

V. TRIMESTER COURSES (Choose three courses)

B. HUMAN RESOURCE MANAGEMENT

V. TRIMESTER COURSES(Choose three courses)

C. INTERNATIONAL BUSINESS(Choose three courses)

V. TRIMESTER COURSES(Choose three courses)

V. TRIMESTER COURSES(Choose three courses)

E. OPERATIONS AND SUPPLY CHAIN MANAGEMENT

V. TRIMESTER COURSES (Choose three courses)

F. BUSINESS ANALYTICS (Choose any three)

V TRIMESTER COURSES (Choose any three)

MAJOR PROJECT WORK FOR 10 WEEKS

2.0 CREDIT BASED SYSTEM

5.2 SEMINARS, PRESENTATIONS, WORKSHOPS, CASE DISCUSSIONS, AND

The performance of students in a workshop facilitated by the course instructor or an

5.3 VIVA-VOCE & PROJECT SEMINAR:

III TRIMESTER END

6.0 INTERACTION WITH INDUSTRY

6.1 GUEST AND VISITING FACULTY

6.2 INDUSTRIAL VISITS

6.3 MINOR PROJECT

6.4 INTERNSHIP (MAJOR PROJECT)

7.0 PROFESSIONAL DEVELOPMENT COURSES

7.1. BRIDGE COURSE

7.2. BUSINESS ENGLISH CERTIFICATE (BEC)

7.3. CAMPUS TO CORPORATE TRAINING

7.4. CURRENT BUSINESS AFFAIRS

7.5 SOFT SKILLS

7.6 BUSINESS GAMES

8.0 TRIMESTER-END EXAMINATION PATTERN

D. The following shall be the structure of the question papers of courses on

9.0 GRADING SYSTEM

Grades & Grade Points

10.0 GRADE POINT AVERAGE

CGPA required for award of Degree

13. SPECIAL EXAMINATION

14. IMPROVEMENT OF GRADES:

15.1 DURATION OF THE PROGRAMME:

1. HBA 701 Principles and Practice of Management

2. HBA 704 Business Laws

3. HBA 707 Managerial Economics

4. HBA 710 Written Analysis & Communication

5. HBA 713 Accounting For Management

6. HBA 716 Quantitative Methods

Choose any two from the following courses

7. HBA 719 Business Environment

8. HBA 722 Indian Ethos & Values in Management

HBA 725 IT for Managers

UNIT-I: Introduction to Management- Management Thought – Functions and

UNIT-II: Planning- Planning Premises, Types and Steps in Planning - Decision

UNIT-III: Organizing- Structure, Types of Organizations, Principles of

UNIT-IV: Leading- Leadership, Styles of leadership, Theories of Leadership -