Detailed Syllabus

Detailed Syllabus – The Class of 2012 Second

Semester
 Marketing Management–II

Class of : 2012 Academic Year : First

Course Code : SL MM 502 Semester : II
Credit : 3 Sessions : 33
Learning Objectives

After completing the course the student will be able to:

• Describe promotion, pricing, and branding decisions in marketing.

• Explain strategic planning & marketing process.
• Analyze the importance of competition and competitive strategies in marketing.
• Evaluate the ethics in marketing.
• Discuss marketing trends.
REFERENCE BOOKS AUTHOR / PUBLICATION
th
Marketing Management,13 e Kotler, Philip, et. al., Pearson
Marketing Management IUP
Marketing Management : Global Perspective Ramaswamy, V S / Namakumari, S. Macmilian
Indian Context, 4th e India Limited - 2009
th
o Marketing, 13 e Etzel, Michael J et al. McGraw-Hill/Irwin
Global Marketing Management, 7th e Keegan, Warren J. Prentice Hall of India
Managing Brand Equity, illustrated edition Aaker, David A. Free Press - 1991

Detailed Syllabus: Objectives - Pricing Approaches - Cost-based

Pricing - Buyer-based Pricing - Competition-
Customer databases and database
based Pricing - New Product Pricing Strategies -
marketing: Customer Databases- Data
Product-mix Pricing Strategies - Price
warehouses and Data Minning
Adjustment Strategies - Price Changes. –
Promotion Decisions: Concept of Setting the price – initiating and responding to
Communication and Promotion-mix - price changes, price bidding.
Communication Process - Audience - Objective
- Designing the Measures - The Promotion
Direct and Online Marketing: Growth of
Budget - The Promotion-mix - Evaluating the
direct marketing - Customer database and direct
Promotion- Advertising Decisions - Publicity
marketing - Channels of direct marketing -
and Sales Promotion - Objectives - Tools -
Online marketing -Internet and E-commerce.
Program - Pre-testing - Implementing -
Evaluating - Principles of Personnel Selling, Brand Decisions: Packaging and Labeling
Social Media Marketing Decisions, and product decisions with emphasis
on e-branding.
.Pricing Decisions: Internal and External
Factors Affecting Pricing Decisions - Pricing Global Marketing: Economics of International
Marketing - Global Markets - Export Marketing

Detailed Syllabus – The Class of 2012 Second Semester

Strategies - Government Support.
Rural Marketing: Concept – building
relationship with rural customers- Role of
Banks, FMCG, Insurance sectors in rural
markets in India.
Strategic Planning and The Marketing
Process: The Strategic Planning Process :
Defining the Company Mission, Objectives and
Roles - The Corporate SWOT - Designing the
Business Portfolio - Planning Functional
Strategies- Developing a marketing plan-
Innovation, Development of Google / internet
strategy, importance of creating platforms. The
Marketing Management Process: Target
Consumers - Developing the Marketing Mix -
Managing the Marketing Effort
o Music world Redifining the Indian
music retailing
• Creating Competitive Advantage
o Zee Telefilms’ Competitive
Strategies
• Branding
Maggi Brand in India
• Pricing decisions
o Air Deccan India’s first lowcost
airlines
o Pricing policies at Satyam Infoway
• Direct and Online Marketing
o LG India: Direct Selling Microwave
Ovens

Creating Competitive Advantage: Competitor • Global Marketing

Analysis - Identifying the Company's • IKEA’s Global Marketing Strategy
Competitors - Determining Competitor's
Objectives - Identifying the Competitor's • Promotion decisions
Strengths and Weaknesses - Estimating o Lenovo Building a global Brand
Competitor's Reaction Patterns - Selecting
Competitors to Attack and Avoid o Naming a Pharma Brand- A Product
Managers dilemma
Competitive Strategies: - Competitive
Positions - Leader Strategies - Challenger o Harnessing the power of Online
Strategies - Market-follower Strategies - Niche social communities
Strategies - Balancing Customer and • Marketing Organization, Responsibility
Competition Orientations, competitive arena and Ethics in Marketing
mapping.
o Race Specific Drug “ Bidil”
Responsibility and Ethics in Marketing:
o (Source: Case Studies in Management
Social Criticism and Responsibility of
Marketing - Environmental Factors in Volume V and VII)
Marketing Management - Consumerism and
Suggested Schedule of Sessions
Consumer Protection Laws in India.
Marketing Trends: Buzz Marketing, Ambush No. of
Topic
Marketing. Guerilla Advertising, Bottom of Sessions
Pyramid Marketing, Marketing control & Customer Databases & Database
Marketing Audit, Green Marketing. 2
Marketing
Promotion Decisions
5
Cases (including case discussion)

• Strategic Planning and Marketing Pricing Decisions

4
Process (including case discussion)
Direct and Online Marketing 2

Detailed Syllabus – The Class of 2012 Second

Semester
(including case discussion) Creating Competitive Advantage
4
(including case discussion)
Branding Decisions 2
Competitive Strategies 2
Global Marketing
1
(including case discussion) Responsibility and Ethics in
Marketing 2
Rural marketing 2
(including case discussion)
Strategic Planning and The
Marketing Trends 3
Marketing Process 4
(including case discussion) Total 33

Financial Management II

Class of : 2012 Academic Year : First

Course Code : SL FI 502 Semester : II
Credit : 3 Sessions : 33

Learning Objective
After completing the course the student will be able to
● Explain financial Analysis
● Evaluate capital budgeting decisions
● Explain Capital Structure
● Assess the dividend decisions
● Describe working capital management

REFERENCE BOOKS AUTHOR / PUBLICATION

Financial Management Financial Management – IM Pandey- TMH
Financial Management IUP
th
Financial Management: Theory & Practice, 9 e Eugene F Brigham et al. The Dryden Press -
1999
Principles of Corporate Finance, 8th e MYERS, BREALEY. Tata Mcgraw-Hill - 2007

Financial Management and Policy, 12th e
th
Essentials of Corporate Finance, 6 e
Fundamentals of Financial Management, 4th e
th
Financial Management , 9 e
Corporate Financial Management:
An Introduction, 3rd e
Financial Management , 7th e
James C Van Horne. Prentice-Hall, India
Stephen A. Ross et al. McGraw Hill Publishing
- 2007
Chandra, Prasanna. Tata McGraw-Hill - 2005
IM Pandey Vikas Publishing House Pvt Ltd
Besant,Raj. Tata McGraw-Hill - 2002
Ravi M. Kishore. Taxmann's - 2009

Detailed Syllabus – The Class of 2012 Second Semester

Corporate Finance: Theory and Practice, 2nd e
Detailed Syllabus
Financial Forecasting: Sales Forecast
-Preparation of Pro-Forma Income Statement
and Balance Sheet - Growth and External
Funds Requirement - EFR
Leverage: Measuring and analyzing the
implications of Leverage - Operating Leverage,
Financial Leverage and Total Leverage.
Capital Structure Theories: Net Income
Approach - Net Operating Income Approach
-Traditional Approach - Modigliani-Miller
Model (MM), Miller Model - Criticisms of MM
and Miller Models - Financial Distress &
Agency Cost - Asymmetric Information Theory.
Capital Structure Policy: Business & Financial
Risk - A Total Risk Perspective - Business &
Financial Risk - A Market Risk Perspective
-Determinants of Capital Structure Decision
-Approach to Estimating the Target Capital
Structure - Variations in Capital Structures,
EBIT / EPS Analysis and ROI / ROE Analysis
Dividend Policy: Traditional Position - Walter
Model - Gordon Model - Miller-Modigliani
Position - and Rational Expectations Model.
Estimation of Working Capital Needs:
Objectives of Working Capital (Conservative vs
Aggressive Policies), Static vs Dynamic View
of Working Capital - Factors Affecting the
Composition of Working Capital
Independence among Components of Working
Capital - Operating Cycle Approach to Working
Capital.
Inventory Management: Nature of Inventory
and its Role in Working Capital - Purpose of
Inventories - Types and Costs of Inventory
-Inventory Management Techniques - Pricing of
Investments - Inventory Planning and Control.
Receivables Management: Purpose of
Receivables - Cost of Maintaining Receivables
- Credit Policy Variables (Credit Standard,
Credit Period, Cash Discount, Collection
Program), Credit Evaluation - and Monitoring
Receivables.
Detailed Syllabus – The Class of 2012
Semester
Damodaran, Aswath. Wiley - 2001)
Financing Current Assets: Behaviours of
Current Assets and Pattern of Financing
-Accruals - Trade Credit - Provisions - Short-
Term Bank Finance - Public Deposits,
Commercial Paper - Factoring
Treasury Management And Control - Cash
Management: Meaning of Cash - Need for and
Objectives of Cash Management - Cash
Forecasting and Budgets - Cash Reports - and
Efficient Cash Management. Multinational
Financial Management-Needs of Importer,
Needs of Exporter in terms of Foreign exchange
-Bid ask rates, Spot -TT buying - selling
-Forward rates- Cross rates roll of Banks/Forex
dealers
Introduction to Cost Concepts: Interface of
Financial Accounting with Cost Accounting,
Cost- Types of costs- Historical Costs, Future
Costs, Standard Costs, Period Cost, Prime Cost,
Direct & Indirect Cost, Opportunity Cost,
Imputed Cost, Programmed Cost, Joint Cost,
Sunk Cost, Discretionary Cost, Out of - Pocket
Cost, Differential Cost, Capacity Cost,
Conversion Cost, Committed Cost- Cost Unit
-Cost Center.
Cost Accounting: Cost accumulation - cost
object - cost assignment - cost classification
-cost tracing - cost allocation - cost application
-cost driver - variable cost and fixed cost -
costs in financial statements - mechanics of cost
accumulation - cost behaviour and cost
estimation - techniques of costing.
Preparation of Cost sheet: Prime Cost,
Overheads, Cost sheet
Cost -Volume -Profit Analysis: The
Relationship of Costs and Profits with Volumes
- Use of CVP Analysis - Marginal Costing
-Marginal Costing and Absorption Costing
Distinguished - Break-even Point
Contribution Margin Approach.
Decisions involving Alternate choices: Nature
of managerial decision making - characteristics
of cost for decision making - concept of
differential costs - decision to make or buy
-decision to accept a special order - decision to
drop a product line - decision regarding
Second
equipment replacement - decision regarding No. of
selling or further processing. Topic
Sessions
Current Developments Dividend Policy 1
Cases and Exercises Cases on Dividend Policy 1
• Hero Honda’s Dividend Policy Estimation of Working Capital Needs 2
(including case discussion)
• Intel: Managing Working Capital
Inventory Management 2
• Dressen (Abridged) (A)
Receivables Management 2
• Allied Irish Banks: The Currency Cases on Working Capital 2
Derivatives Fiasco Management, Inventory Management
• The Fall of United Western Bank and Receivables Management
(Source: Case Studies in Management Financing Current Assets (including 2
Volume VIII) case discussion)
Treasury Management And Control 1
Suggested Schedule of Sessions
(including case discussion)
No. of Introduction to Cost Concepts 1
Topic
Sessions Cost Accounting 2
Financial Forecasting (including case Preparation of Cost sheet 2
3
discussion)
Cost -Volume -Profit Analysis 2
Leverage 2
Decisions involving Alternate choices 3
Capital Structure Theories and Policy 3
Current Development 1
Cases on Capital Structure Theories
1 Total 33
and Capital Structure Policy

Detailed Syllabus – The Class of 2012 Second Semester

 Operations Management

Class of : 2012 Academic Year : First

Course Code : SL OP 502 Semester : II
Credit : 3 Sessions : 33

Learning Objective
After completing the course the student will be able to

• Describe operations strategy and competitiveness

• Explain process analysis and product design
• Design manufacturing process selection, and service process selection
• Explain terms like Inventory control, Material requirement planning, and supply chain strategy
• Evaluate the importance of TQM in Operations Management
• Discuss project management.
REFERENCE BOOKS AUTHOR / PUBLICATION
Operations and Supply Management Richard B. Chase – 12ed - TMH
Operations Management IUP
Operations Management – An Integrated Goods James R Evans & David A. Collier, Thomson
and Services Approach, Indian Edition South-Western
Operations Management Strategy and Analysis, Krajewski,Lee J. et al. Pearson Education India
7th e
Production And Operations Management, 8th e Gaither, Norman / Fraizer, Greg. Thomson –
Southwestern - 1999
Operations Management, 4th e Russel / Taylor . Pearson Education India

Detailed Syllabus Product Design: Designing for the Customer –

Introduction: The Field of Operations
Management, Production Systems, OM in the
Organizational Chart, Operations as Service,
Historical Development of OM, Current Issues
in Operations Management.
Operations Strategy and Competitiveness:
Operations Strategy, Operations Competitive
Dimensions, The Corporate Strategy Design
Process, Strategic Fit-Fitting Operational
Activities to Strategy, Productivity
Measurement.
Process Analysis: Process Analysis, Process
Flowcharting, Types of Processes, Measuring
Process Performance, Process Analysis-
Examples, Process Throughput Time Reduction
Quality Function Deployment, Value Analysis,
value Engineering, Designing Products for
Manufacture and Assembly, Measuring Product
Development Performance
Manufacturing Process Selection and Design:
Process Selection – Types of Processes, Process
Flow Structure, Product-Process Matrix
Service Process Selection and Design: The
Nature of Services, an Operational
Classification of Service, Applying Behavioral
Science to Service Encounters, Designing
Service Organizations, Structuring the Service
Encounter, Service-System Design Matrix,
Service Blueprinting and Fail-Safing
Facility Location: Plant location methods-

Detailed Syllabus – The Class of 2012 Second

Semester
Factor rating, Transportation Method (only JIT/Lean Implementation Requirements,
formulation), Centroid method, Locating service JIT/Lean in Services
facilities
Project Management: Introduction,
Facility Layout: Basic Production Layout Structuring Projects, Work Breakdown
Formats, Process Layout (CRAFT) Product Structure, Network-Planning Models, Time
Layout (Assembly Line Balancing), Group Cost Models, Managing Resources
Technology (Cellular) Layout, Fixed-Position
Layout, Retail Service Layout, Office Layout. Cases and Exercises
Waiting Line Management: Economics of • Mass Customization: The BMW Way
Waiting Line Problem, The Queuing System, • The Making of Xbox 360
waiting line methods (MM1 Model in detail)
• Forefront Manufacturing: Production
Strategic Capacity Management: Capacity Processes and Change Management in
Management in Operations, Capacity Planning Mainland China
Concepts, Capacity Planning, Planning Service • The Delhi Metro Project: Effective Project
Capacity Management in the Indian Public Sector
Aggregate Sales and Operations Planning: • Quality and Safety Practices at Lego
Overview of Sales and Operations Planning • Six Sigma at Motorola
Activities, The Aggregate Operations Plan, • Taiichi Ohno and the Toyota Production
Aggregate Planning Techniques System
Inventory Control: Definition of Inventory, • Zara’s Supply Chain Management
Purposes of Inventory, Inventory Costs, Practices
Independent versus Dependent Demand,
(Source: Case Studies in Management
Inventory Systems, Fixed -Order Quantity
Volume VIII)
Models, Fixed-Time Period Models, Selective
Control, including ABC, VED Classifications,
Suggested Schedule of Sessions
Optional Replenishment System, 2-Bin system
Materials Requirement Planning: Where No. of
Topic
MRP Can Be Used, Master Production Sessions
Schedule, Material Requirements Planning Introduction 1
System Structure, MRP Examples
Operations Strategy and 2
Supply Chain Strategy: Supply Chain Drivers, Competitiveness (including case
Supply Chain Strategy, Measuring Supply discussion)
Chain Performance, Push Strategy/Pull
Process Analysis (including case 1
Strategy/Push-Pull Strategy, Bullwhip Effect,
discussion)
Outsourcing, Design for Logistics, Global
Sourcing, Mass Customization. Product Design 1
Total Quality Management: Evolution of Manufacturing Process Selection and 1
TQM: Quality Specification and Quality Costs, Design (including case discussion)
Six-Sigma Quality, The Shingo System: Fail- Service Process Selection and Design 2
Safe, ISO 9000, ISO 14000 (including case discussion)
Just-In-Time and Lean Systems: JIT/Lean Facility Location 1
Logic, The Toyota Production System,
Elimination of waste, Value Stream Mapping, Facility Layout 2

Detailed Syllabus – The Class of 2012 Second Semester

 No. of No. of
Topic Topic
Sessions Sessions
Waiting Line Management 1 case discussion)
Strategic Capacity Management 1 Total Quality Management 3
(including case discussion) (including case discussion)
Aggregate Sales and Operations 2 Just-In-Time and Lean Systems 2
Planning (including case discussion)
Project Management (including case 3
Inventory Control 2 discussion)
Materials Requirement Planning 2 Case Discussions 4
Supply Chain Strategy (including 2 Total 33

Detailed Syllabus – The Class of 2012 Second

Semester
 Human Resource Management

Class of : 2012 Academic Year : First

Course Code : SL HR 502 Semester : II
Credit : 3 Sessions : 33

Learning Objective
After completing the course the student will be able to

•Analyse the workforce at the managerial and non-managerial level

•Explain job Analysis & Design
•Design planning of Human Resources for an organization
•Explain recruitment and selection process
•Describe performance and potential appraisal
•Appreciate Employee Training and Management Development
•Write his/her own career development plan
• Explain employee relations, collective bargaining and grievance handling
REFERENCE BOOKS AUTHOR / PUBLICATION
Human Resource Management Robert L. Mathis, John H. Jackson – 10ed -
Pearson
Human Resource Management IUP
rd
Personnel/Human Resource Management, 3 e Decenzo, David A. / Robbins, Stephen P.
Prentice Hall of India
Managing Human Resources, 13th e Bohlander / Snell. Thomson - 2004
th
Human Resource Management, 10 e Ivancevich, John M. Tata Mcgraw-Hill - 2007
Cases & Exercises in Human Resource Stevens, George E. McGraw-Hill/Irwin - 1995
Management, 6th e
A Handbook of Human Resource Management Armstrong, Micheal. Kogan Page - 2006
Practice -10th e
Human Resource Management - Text and Aswathappa, K. Tata Mcgraw-Hill - 2007
Cases, 5th e
Human Resource Management, 6th e Noe, Raymond A et al. Mcgraw-Hill - 2007

Detailed Syllabus Globalization and its impact on HR- IT Systems

and HR
Introduction to HRM: Role of HR Executives-
HRM Functions– Challenges of Human Job Analysis and Design: Concept of Job
Resource Management–New Challenges for HR Analysis and Design, Role analysis –Methods of
Executives. Job analysis - Job Description - Job
Specification – Modern Management
Human Resource Management at Work: Techniques: Job rotation – job enlargement –
Line Vs Staff Authority – Structure and
Organizational Chart of HR Department.

Detailed Syllabus – The Class of 2012 Second Semester

Job enrichment. Managing the dejobbed world,
Competency mapping.
Human Resource Planning (HRP): Definition
– Need and Importance of HRP- Process of
HRP–Levels and Types of HRP – Forecasting
Demand for employees- Forecasting supply for
employees-Balancing supply and demand
considerations- HRP Model, Rightsizing
Recruitment and Selection Process:
Definition and concept of Recruitment - Factors
Affecting Recruitment – Sources of
recruitment– Information technology and HR
recruiting on the net (e-Recruitment) -Methods
and Techniques of recruitment Selection
Process- Person Job Fit - Person Organization
Fit –Elements of Selection Process - Steps in the
Selection Procedure – Various types of Tests –
Selection Interview: Methods and Process
(including reference check and medical
examination) - Placement and induction-
Competency testing systems
Performance and Potential Appraisal:
Concept of performance management and
performance appraisal - Objectives of
Performance Appraisal - The Appraisal Process
- Traditional Methods and Modern Methods of
Appraisal, (including MBO, 360 degree,
Assessment Centre, Balance Scorecard, etc) –
Appraisers: Manager / supervisor, Self,
Subordinate, Peer, Team and Customer-Pitfalls
in Performance Appraisal – Potential appraisal
Employee Training and Management
Development: Importance and objectives -
Distinction between Training and Development
– Principles of Learning – e-Learning,
Competency Mapping – Assessment Center,
Types of training and development – Training
need analysis - Systematic approach to Training
and Development – Evaluation of Training
Managing Careers: Concept – Career stages
-Career Anchors – Career Development Cycle –
Benefits of career planning to individual as well
as organization - Internal mobility: promotions,
transfers, Separation and Succession planning,
downshifting.
Detailed Syllabus – The Class of 2012
Semester
Compensation Management: Objectives -
Methods of Job evaluation – Factors
determining compensation and pay rates –
Current trends in compensation- Pricing
managerial and professional jobs. Minimum
wages Act, Types of pay structures
Wage and Salary Administration - Nature and
Purpose Minimum Wage, Fair Wage, Living
Wage - Basic Kinds of Wage Plans - Elements
of a Good Wage Plan, Rewards and Incentives -
Short-term Plans - Long-term Wage Incentive
Plans - Requisite Guidelines for Effective
Incentive Plans - Non-monetary Incentives -
Employee Stock Ownership Plans, Payment of
Bonus Act, Payment of Gratuity Act
Employee Relations and Collective
Bargaining: Concept and purpose Industrial
Relations - Collective Bargaining - Types –
Process - Pre-requisites - Issues Involved -
Worker Participation in Management, Trade
Unions, Trade Union Act, Industrial Disputes
Act, Factories Act, Workmen’s Compensation
Act.
Grievance Handling: Definition of Grievance -
Causes/Sources of Grievances - Grievance
Redressal Machinery - Model Grievance
Procedure Legislative Aspects of the Grievance
Redressal Procedure in India. Domestic enquiry,
Discipline and disciplinary actions – Dismissal
and Discharge of an employee-Trade Unions.
Quality of Work Life – Emerging Trends:
The Concept of Quality of Work Life (QWL) -
Strategies for Improving QWL, Family
integration processes
Emerging (Recent) Trends in Human
Resource Management: Talent Management -
PCMM- Entrepreneurship (Intrapreneurship),
QWL, E-HRM, GHRM, QHRM
Cases
• Starbucks’ Human Resource Management
Policies and the Growth Challenge
Second
• Human Resource Management: Best No. of
Practices in Infosys Technologies Topic
Sessions
• Recruitment and Selection Human Resource Planning (including 2
case discussion)
• Employee Training and Development at
Motorola Recruitment & Selection (including 2
case discussion)
• Leadership Development at Goldman Test, Interviews, Placement and 3
Sachs Induction (including case discussion)
• Disney: Succession Problems in the Magic Performance and Potential appraisal 3
Kingdom? (including case discussion)
• ‘Employees First, Customers Second’: Employee Training and Management 3
Wegmans’ Work Culture Development

• Genentech’s Work Culture and Practices Managing Careers (including case 2

discussion)
• Racial Discrimination at FedEx
Corporation Compensation Management 2
Wage and Salary Administration 2
• Diversity and Talent Management Rewards and Incentives
Practices at IBM
Employee relations and collective 2
(Source:Case Studies in Management Bargaining (including case
Volume VII) discussion)
Suggested Schedule of Sessions Grievance Handling 2
(including case discussion)
No. of
Topic Discipline and Disciplinary Action 1
Sessions
Introduction to HRM & HRM at 3 Quality of work life 1
Work (including case discussion) Emerging trends in HRM 3
Job analysis and design 2 Total 33

Detailed Syllabus – The Class of 2012 Second Semester

 Macroeconomics & Business Environment

Class of : 2012 Academic Year : First

Course Code : SL EC 502 Semester : II
Credit : 3 Sessions : 33

Learning Objective
After completing the course the student will be able to

• Understand and explain the economic environment

• Explain determination of equilibrium income and general equilibrium
• Analyse business cycles, and price instability banking systems
• Discuss fiscal policy
• Evaluate open economy frame work

REFERENCE BOOKS AUTHOR / PUBLICATION

Macroeconomics Dornbush, Rudiger/ Fischer, Stanley/
Stanz, Richard – 7ed - TMH
Macroeconomics IUP
Global Business Environment IUP
th
Macroeconomics, 10 e Dornbusch, Rudiger et al. Mcgraw Hill - 2008
Macroeconomics, 2nd e Farmer, Roger E.A. Thomson South Western -
2002
Macroeconomic Analysis, 4th e Shapiro, Edward. Harcourt Brace Jovanovich -
1978
Macroeconomics, 18th e Samuelson, Paul Anthony et al. Irwin/mcgraw-
hill - 2004
Macroeconomics Delong, J. Bradford. Mcgraw Hills
Economic Survey 2007-08 Ministry of Finance, Govt. of India, OUP - 2008

Detailed Syllabus Aggregate Demand and Aggregate Supply-

Meaning of AD and AS curves
Introduction to Economic Analysis:
Microeconomics Vs. Macroeconomics, Goals of Determination of Equilibrium Income-
Macroeconomic policy, Objectives and Components of aggregate Demand,
Instruments of Macroeconomics Consumption function, Marginal propensity to
Consume, Determinants of Consumption,
Measuring National output / Income: Concept Saving function, Investment function,
of national product, Variants of national Determinants of Investment, Government
product, Methods of measuring national Income spending, Net exports
and problems of measuring, Real Vs Nominal,
Price indices and its applications Product market - Shifts in AD, Concept of

Detailed Syllabus – The Class of 2012 Second

Semester
multiplier - simple multiplier, investment Cases
multiplier, multiplier in the presence of taxes
and balanced budget, foreign trade multiplier, Macroeconomics
Money market - Functions of money, Demand • India: Before and After VAT
for money and supply of money- Determination
of interest rates, Real vs. nominal interest rate, • Should Energy be Subsidized?
Hicks –Hansen Model: IS –LM analysis, • The Indian Economy: Dealing with
Deriving aggregate demand curve Inflation
Aggregate Supply - Demand function for • Softwood Lumber Dispute between
labour, supply function of labour, Labour Canada and the USA
market equilibrium under classical and
Keynesian models • The US-China Exchange Rate Stand-Off

General equilibrium using AD curve and AS Business Environment

curve • Hungary’s Reform Process
Economic Instability and Fluctuations: • Gazprom - Naftogaz Ukrainy Dispute:
Business or Politics?
Business Cycles: Features of business cycle,
Business cycle theories • The South African Economy: Coping with
the Legacy of Apartheid
Unemployment: Types of unemployment:
Okun’s Law, Impact of unemployment (Source:Case Studies in Management
Volume IX)
Price Instability: Types of inflation, Economic
impacts of inflation, Price in the AD-AS
framework, The Phillips Curve,
Monetary policy and the role of banking
systems- Deposit creation, Balance sheet of a
central bank, Measures of monetary and Suggested Schedule of Sessions
liquidity aggregates, Money multiplier,
Instruments of money supply control, No. of
Determination of money supply Topic
Sessions
Fiscal policy - Fiscal instruments, Tax Overview of Macroeconomics 1
structure, Laffer curve, Types of deficits, Fiscal
policy and stabilization, Public debt, Crowding Measuring National Income/output 4
-out effect. AD and AS curves – an introduction 1
Open Economy Framework: International Vs. Aggregate Demand and multiplier 2
domestic trade, Theories of International Trade,
Protectionism and WTO, Issues related to tariff, Product market equilibrium 2
Determination of Exchange Rate, Floating Money market equilibrium 2
exchange rate, Fixed exchange rate, Balance of
Payments. Globalization and Global imbalance. Aggregate supply 2
Business Environment in Indian context- General equilibrium using AD and 1
Growth phases, Evolution of institutional AS curves
framework - emphasis on planning, public and Economic instability and fluctuations 1
private sector, Recent policy measures- – Business cycles
monetary fiscal, foreign trade and technology.

Detailed Syllabus – The Class of 2012 Second Semester

 No. of No. of
Topic Topic
Sessions Sessions
Unemployment and price instability 2 Open economic framework 3
(including case discussion)
Case on The Indian Economy: 1
Dealing with Inflation Case on The US-China Exchange 1
Rate Stand-Off
Monetary policy and the role banking 3
system (including case discussion) Business environment in Indian 4
context
Fiscal policy and instruments 3
(including case discussion) Total 33

Detailed Syllabus – The Class of 2012 Second

Semester
 Business Research Methods
Class of : 2012
Course Code : SL RM 502
Credit : 2
Learning Objective
After completing the course the student will be able to:
• Explain-what is research, its relevance and significance in business.
• Formulate research design.
• Discuss data preparation.
• Identify the use of bivariate and multivariate analysis and apply in a business situation.
• Use statistical package for data analysis.
REFERENCE BOOKS
Business Research Methods, 7e
Business Research Methods
Business Research Methods
Research Methods
Research for Managers: How to Use Survey in
Management Decision - Making Survey, 2e
Statistics for Management
Detailed Syllabus
Introduction to Research: Meaning &
definition of Research – Relevance and
significance of Research in business – Types
of Research – Research problems – Evolution
of Research – Overview of Research
methodology
Research Process: Introduction – Theoretical
Framework – Research Hypotheses
Research Design: Introduction- Nature of
and Classification of design – Developing an
appropriate research design - Experimental
Research Design - Randomized Design, Latin
Square Design and Factorial Design- Basic
principles, types of experimental design -
validity - external and internal
Scales and Measurements: Measurements –
Types of measurements –Different Scales –
Comparison between different scales –
Characteristics – Validity – Different
Academic Year : First
Semester : II
Sessions : 33
AUTHOR / PUBLICATION
William G Zikmund, Cingage
IUP
Donald R.Cooper and Ramela S.Schindler, Tata
McGraw Hill
Donald H.McBurney, Cingage
Hutton, P. Basingstoke, Macmillan (1990).
Richard I. Levin,David.S. Rubin, Prentice Hall
India Pvt Ltd.
Methods of measurement – Developing
Scales – Classification of scales – Rating
Scales – Attitude Scales – Thurston scale–
Likert scale– Semantic Differential scale –
Types of Errors in measurement – Test of
Reliability –Measures of Stability – Threats to
Reliability
Survey Research: Introduction– Purpose –
Methods of data collection - Interviews,
observation, schedule, Questionnaire - other
methods of data collection - Panel research,
warranty cards, Pantry audit and consumer
panel- Mechanical Devices – Projective
Techniques – Sociometry
Data Preparation: Data Coding, Data
Cleaning, Identification Outlier, Handling
Missing Values
Bivariate analysis: bivariate correlation
regression ,assumptions in the regression
model,tests of significance for the correlation
and regression coefficients.
Multivariate Analysis and use of statistical o (Source: Case Studies in
packages: Introduction - Nature and Management
techniques of Multivariate Analysis – Volume VIII)
Analysis of dependence - Multiple
Regression. Assumptions in the regression
model, dummy variable treatment, testing of
goodness of fit of the model and Discriminant
Analysis. Analysis of interdependence - Suggested Schedule of Sessions
Factor analysis and Cluster analysis -
No. of
Application of Major software packages. Topic
Sessions
Non-parametric tests- introduction, Sign Introduction to research 2
Test, Rank Sum Test, Mann-Whitney U Test,
Kruskal Wallis Test, Rank Correlation with Research processes 2
use of SPSS Research design 3
Report writing: types of reports – planning (including experimental research)
and organizing a research project, Harvard Scales and measurements 2
system of referencing – Bibliography –
Survey research, data preparation 3
footnotes – checklist - evaluation of report.
for statistical analysis use of
statistical packages
Cases and Exercises
Bivariate analysis-bivariate 4
• Renaming Computer Power Group correlation and regression including
• Allen Solly: Entering the Indian SPSS exercise on correlation and
Women’s Western Wear Market regression
• Market Research in Insurance Introduction to Multivariate analysis 1
• The Launch of New Coke
• Marketing Research at P&G
• Launching the Scorpio Multiple Regression (including 5
• Quantitative Research or Qualitative exercises)
Research: A Dilemma Discriminant analysis (including 3
• Retail Research in India exercises)
• Consumer Research in an Age of
Cynicism Factor Analysis (including 3
exercises)
• Telephonic Interview in Business
Research Cluster analysis (including 2
• HLL Vs Amul: Heating up the Ice exercises)
Cream Market 2
Non-parametric tests(including
• Improving the Quality of Business
exercises)
Research
• Importance of Analysis & Reporting Report writing 1
• Consumer Research at Kiran Music Total Sessions 33
• Focus Groups in Business Research

Class of 2012 Second Semester

 Enterprise-wide Information Systems

Class of : 2012 Academic Year : First

Course Code : SL IT 502 Semester : II
Credit : 3 Sessions : 33

Learning Objective
After completing the course the student will be able to

• Explain organizational business processes integrating with IT enabled applications

• Design MIS for the organization
• Explain Enterprise Resource Planning
• Explain IT applications with respect to supply chain, CRM, e-governance

REFERENCE BOOKS AUTHOR / PUBLICATION

Information Technology in Management IUP

Information Systems Today, 2nd e Leonard Jessup, Joseph Valacich, PHI

Management Information Systems IUP

ERP Strategy Vinod Kumar Garg, Bharat Vakharia, Jaico

Concepts in Enterprise Resource Planning Brady, Monk and Wagner – Thomson Learning

Enterprise SOA: Designing IT for Business Dan Woods and Thomson Mattern – O’Reilley
Innovation

Supply Chain Management Chopra and Meindl

CRM at the Speed of Light Green Berg, Paul – TMH

The CRM Handbook Jill Dyche

ERP Demystified Alexis Leon, Wiley Publications

Detailed Syllabus Basic Normal Forms (restricted up to 3 NF),

Process View of Organization: Introduction
to Business Process, Problems of functional
division, Business Process Re-engineering,
Process redesign and mapping
Approaches to Process Improvement:
Kaizen, TQM, Comparing BPR and other
approaches-TQM, Kaizen
Database Management: Basic concepts,
Data Models, Advantages of Database
Approach, Overview of E-R Modeling, Data
Flow Modelling, Entity, Attributes,
Relationships, key Concepts, Normalization,
overview of SQL.
Information System Development:
Database design process, building Databases
(lab sessions with available database) -
Implementation and Presentation of MIS -
Forms, Queries and Reports. (The projects are
to be chosen in relevant industry areas and to
be implemented using MS Access / similar
Database packages).Enterprise Resource
Planning: Operational advantages of
enterprise wide applications, Overview of
Finance & Accounting, Manufacturing, Sales
& Distribution, HR modules.
Supply Chain Applications: Overview of
No. of
Supply and Demand Chains, SCM Topic
Sessions
Framework, Introduction to Supplier
Relationship Management (SRM), Business
Process View of Organization 3
case for SCM, Integration of SCM with
legacy applications and ERP, RFID in SCM
and how it aids in Business process re-design Approaches to Process 1
and optimization Improvement

CRM Applications: Introduction to CRM Information System Development 4

Applications, Growth of CRM Applications,
CRM as an enabler of Customer Centric Structured Analysis and System
4
Strategy, Design

e-governance: Increasing use of IT for Building Databases (lab sessions) 4

governance of civic services
Outsourcing: Outsourcing of business Project Execution 5
processes
Enterprise Resource planning 4
Integration among enterprise solutions:
Integration of ERP, SCM and CRM Supply Chain Application 1
applications
Case Discussion on SCM 1
Trend: (a) ERP, SCM and CRM popular
package (b) Architectures – Multi tier CRM Applications 1
Applications
Case Discussion on CRM 1
Cases
Application
Faculty will identify appropriate cases.
E-governance 1
Project
Faculty will be identifying appropriate mini Outsourcing 1
projects to be done by the students, out-side
the class room. Students are required to do at Integration among enterprise 1
least one project using Microsoft Access solutions like ERP, SCM and CRM
tools.
Architectures Multi tier 1
Suggested Schedule of Sessions Applications

Total 33

Class of 2012 Second Semester

 Legal Environment of Business

Class of : 2012 Academic Year : First

Course Code : SL GM 502 Semester : II
Credit : 3 Sessions : 33

Learning Objective
After completing the course the student will be able to

• List business contracts and important clauses in corporate & commercial agreements
• Explain Acts related to Financial Service
• Understand cyber law and its application
• Discuss environment protection and business obligations
• Analyse Alternative Dispute Resolution Mechanisms
REFERENCE BOOKS AUTHOR / PUBLICATION
Legal Environment of Business IUP
Students Guide To Company Law: University Majumdar,AK / Kapoor, GK. Taxmann
Edition Publications - 2005

Student's Guide to Income Tax – 40th e Dr Singhania, V K /Dr Singhania, Monica.

Company Law & Secretarial Practice
Income Tax Law & Practice
Elements of Mercantile Law
Nabhi's manual of SEBI : Guidelines on
capital issues merchant banking and mutual
funds
Mercantile Law
nd
Banking Law and Practice, 22 e
Law Relating To Information Technology:
Cyber Laws
Taxmann Publications - 2009
Kapoor, N D. Sultan Chand & Sons - 2008
Gaur, VP / Narang, DP. Kalyani Publishers -
2008
Kapoor, N D. Sultan Chand & Sons - 1999
Nabhi Publications - 1993
Singh, Avatar. Eastern Book Company - 2006
Varshney, PN. Sultan Chand & Sons - 2009
Satya, Prasad Tvr. Asia Law House - 2001

Detailed Syllabus • Types of Contracts – Valid Contracts –

Introduction to Legal Environment
Meaning of Law – Purpose of Law – Sources of
Law – Classification of Law – Torts – National
and International Law – Evolution of Mercantile
/ Business Law – International Business Law –
Justice Delivery System in India.
Business Contracts
• Legal Elements of Contracts – Parties –
Offer – Acceptance – Consideration
Voidable Contracts – Breach of Contracts
and Remedies – Payment of Damages
• Contracts of Agency – Rights and Duties
of Principal and Agent – Termination of
Agency
• Special Contracts – Guarantee /
Indemnity / Letter of Credit / Lien / Set
Off
• Important Clauses in Corporate & -
Commercial Agreements
- Description of Parties – Recitals of
Subject – Consideration – Covenants
and Undertakings – Signatures and
Attestation – Endorsement and
Supplement Deeds – Stamp Duty and
Registration – Applicable Law – Force
Majeure – Notice – Arbitration.
• Employer and Employee Contracts
- Conditions – Obligations –
Termination – Liquidated damages –
Data Privacy – Confidentiality –
Indemnification.
Non-Corporate Business Entities
• Legal Formalities and Registration –
Rights and Liabilities of Members – Sole
Proprietorship – Partnership – society
• Limited Liability Partnership Firms (LLPs)
– Hindu Undivided Family (HUF).
• Insolvency – Acts of Insolvency –
Consequences.
Law Relating To Corporate Business Entities
• Advantages of a Corporate Entity – Salient
Features of a Company – Lifting the
Corporate Veil – Types of Companies –
Difference between Private and Public
Companies
• Incorporation of a Company – Documents
of Incorporation
• Raising of Capital from Public –
Prospectus – SEBI Guidelines.
• Share Capital and Allotment
• Transfer of Shares – Buyback of Shares –
Dividend on Shares.
• Company Management – Qualifications
for Appointment of Directors – Duties and
Liabilities of Director
- Meetings and Resolutions
- Board Meetings – Statutory Meetings
- Annual General Meeting –
Extraordinary General Meeting
- Voting- Proxy
Class of 2012
Resolutions.
- Reconstruction and Amalgamation
- Mergers and Acquisitions
- Winding up
Property Law for Business
• Classification of Property – Moveable and
Immovable Property / Tangible and
Intangible Assets
• Sale and Agreement to Sell – Rights and
Duties of Seller and Buyer – Rights of
Unpaid Seller (Sale of Goods Act)
• Borrowing against Property as Security
- Hypothecation / Pledge of Current
Assets – Rights and Liabilities of
Parties
- Mortgage of Immovable Property
- Registration of Charges by
Companies
• Hire Purchase / Lease of Property
• Exchange / Gift / Assignment of Property
• Intellectual Property Rights
- Classification – Protection of IPR
Law against infringement –
Remedies.
Business and Tax Laws
Classification of Taxes – Income Tax – Wealth
Tax – Excise Customs Duty – Sales Tax – VAT
– Service Tax.
Financial Services – Legal and Regulatory
Environment
• Banking – Regulation of Banking in India –
RBI & Banking Regulations Act
- Negotiable Instruments Act
- Kinds of Negotiable Instruments –
Special Characteristics – Cheques –
Crossing of Cheques – Endorsements
- Banker’s Duties and Liabilities for
Collection and Payment of Cheques
- Dishonor of Cheques – Liabilities of
Parties and Penalties
Second Semester
 - SARFAESI Act – Salient Features –
Execution.
• Insurance
- Essential Elements of Insurance
Contracts
- Principles of Insurance – Insurable
Interest – Indemnity – Causa Proxima
– Risk – Mitigation of Loss –
Subrogation – Contribution –
Reinsurance – Double Insurance.
- Standard Clauses in Insurance
Policies – Fire Insurance – Marine
Insurance – Liability Insurance.
- IRDA – Role and Functions
• Trading of Securities – Market Regulation
by Companies Act – Securities Contracts
Regulation – SEBI – Stock Exchanges –
Depositories.
Business Transactions and Cyber Law
Application of IT Act, 2000 to Contracts and
Transactions
Digital Signature and Authentication
Electronic Records
Cyber Offences and Penalties.
Competition and Consumer Protection
• Consumer Protection Law in India –
Redressal Procedure
• Competition Law in India – Prohibition of
Anti-competitive Agreements and Abuse
of Dominant Position
• Restrictive and Unfair Trade Practices
• Product Liability
• Public Interest Litigation in India
• Class Action Suits in US.
Environment Protection and Business
Obligations
• Types of Pollution
• Rule of Strict Liability and Absolute
Liability
• Applicability of Criminal Law
• Environmental Legislations in India – An
Overview.
Alternative Dispute Resolution Mechanisms
(ADR)
• Alternative Dispute resolution
Mechanisms
• Arbitration and Conciliation Law in India.
Cases
Faculty will be handling eight or more cases.
• Nuisance Must Happen!
• Overseas Liability for Credit Card Issuers
• Can Advertisements Create a Contract?
• Contracts over Telephone
• But …… Minor is an Innocent!
• Identity Crisis in Contracts
• Unilateral Mistake and Blind Belief
• Stranger to Contract
• Confusion over Subject
of • Claim beyond Sight
• VRS: Is It a Right of the Employee?
• Agreeing under Pressure
• Is a Bank Guarantee More than a Normal
Guarantee?
• Proof of Agency: Whose Burden?
• Letter of Credit and Sale
• Can there be a Pledge by Documents?
• Implied Authority of Partners
• Salomon and Salomon: Is One and the
Same?
• Is a Company a Citizen?
• Do Workmen Have a Stake in the
Company?
• “Monsoon Wedding”: Only by Invitation
• Harsh Truths in Software Piracy
• Recognize Profit: Ignore Loss!
• Purchase of Business vs. Purchase of
Property
• Over Flowing Cash: Is it a Losing
Business?
• Dishonour of Cheque: Jeopardy of a Joint No. of
Account Holder Topic
Sessions
• Stop Payment Cannot Save Criminal Non-Corporate Business Entities 2
Action? (including case discussion)
• Should Insurer Compensate Loss from Law Relating to Corporate 6
Riots? Business Entities (including case
• Manipulating Public Issue: Is it a Fraud? discussion)
• Know Your Customer Property Law for Business 5
(including case discussion)
• Invasion of Privacy over Internet
Business and Tax Laws (including 2
• Car Parking in Hotel Premises at Risk case discussion)
• Seeds Fail the Farmer Financial Services – Legal and 5
• Trade and Environment: Conflict and Regulatory Environment
Compatibility (including case discussion)
• Arbitration Clause is Enough to Arbitrate Business Transactions and Cyber 1
Law (including case discussion)
(Source:Case Studies in Management
Volume IX) Competition and Consumer 2
Protection (including case
discussion)
Suggested Schedule of Sessions Environment Protection and 1
Business Obligations (including
No. of
Topic case discussion)
Sessions
Alternative Dispute Resolution 1
Introduction to Legal Environment 2
Mechanisms (including case
(including case discussion)
discussion)
Business Contracts (including case 6
Total 33
discussion)

Class of 2012 Second Semester

 Soft Skills – I

Class of : 2012 Academic : First

Year
Course Code : SLMS 502 Semester : II
Credit : 3 Sessions : 33

Learning Objectives

After completing the course the student will be able to:

• Describe his/her own behavior, and evaluate the changes required to modify his/her behavior to assess the
personality development.
• Explain the importance of interpersonal relations and formulate acceptable behavior towards other students.
• Explain the synergetic effect by working in teams, and differentiate between working in teams and working alone.

REFERENCE BOOK AUTHOR/PUBLICATION

Stress Management IUP
Emotional Intelligence IUP
Born to win James & Jongeward- Perseus Books
Leadership Skills for Managers Marlene Caroselli - McGraw- Hill Professional
Personality Development John Aurther - Lotus Press
Soft Skills at Work Beverly Amer, Cengage
Working with Emotional Intelligence Daniel Goleman- Bantam Books
101 Ways to improve your communication skills Jo Condrill, Bennie Bough- Goal Minds Publisher
Working in Teams Sandy Pokras, Cengage
Stress Management Jonathan C. Smith, Springer Publishing Company
Conflict management- Resolving Disagreement at Herbert S. Kindler, Thomson/Course Technology
Work place
Games Trainer Play- Experiential Learning New Storm & Scannel- Tata McGraw-Hill
Exercises
More Games Trainer Play- Experiential Learning New Storm & Scannel- Tata McGraw-Hill
Exercises

During Soft Skills-I, the students are exposed to building skills. This module mainly focuses on how
three modules-Module-I: Self Assessment & to work in teams.
Development, Module-II: Interpersonal Relations
Necessarily, the student will understand the
and Module-III: Working in Teams.
importance of working in a team by coping with
Module–I includes values, perception, attitude & stress induced during working with people, by
personality, self-esteem, motivation and creativity. creating an acceptable environment for taking
This module assesses the core behaviors of the right decisions, resolving conflicts. Team
student and he/she will understand what should be building skills are of paramount importance in
acceptable behavior in a social environment. The order to manage a team in a corporate. The
student will get right feedback from time to time student will learn how to lead and be a good
which ensures development of his/her personality. team player.
Module – II includes topics such as communication Therefore, all three modules are necessary to
skills, assertive skills, receiving & giving feedback transform a student into prospective budding
and emotional intelligence. This module essentially manager in the corporate. Methodology used to
focuses on interpersonal relations assuring his/her impart these skills totally is basing on
acceptable behavior in a group. The student finds experiential learning by employing tools-
the relevance of being in a group and appreciates psychometric analysis, games, activities,
the collaborative behavior with other students of structured experience, small group discussions,
the group. role play, video films, experience sharing and
immediate feedback (from the Faculty and co-
Module – III include topics of stress management, students).
conflict management & decision making, and team
 Assessment of the students will be carried out student is encouraged to see the improvement
during all the sessions. Assessment and grading in his/her overall transformation.
should be very transparent by which the

Detailed Syllabus – The Class of 2012 Second Semester

 MODULE I – SELF ASSESSMENT & DEVELOPMENT
Learning Outcome: At the end of this Module the student will be
expected, with in the context of class room situation, to demonstrate and
evaluate the use of self assessment for the purpose of improved
behavior. The student will be encouraged to assess the development in
him / her.
No. of
S Methodolo Assessment Assessment for
Contents Sessi
# gy Criteria Grading
ons

Values: • The student will a) The faculty will

demonstrate the observe the
• Influence of Psychometri evidences of number of
moral, ethical, c
1 2 positive demonstrated
social , and Analysis/Act reinforcement in evidences of
relational values ivity order to improve positive
on individual
his / her behavior reinforcement
behavior
continuously. for
Perception: improvement
of behavior of
• Influence of • These evidences the student.
perception on will show his / her
other people. understanding of
How perceptions the principles of b) At the end of
Game/Activi
2 of others on the 2 positive the module a
ty
individual create reinforcement in situation is
first impression? behavior. given to all the
students to
• How perception
reference the
affects social
• With in the contents
interaction?
classroom covered in the
Attitude & situation these module.
Personality: evidences are
appropriate and
• What is your contextual. c) The students
attitude? How are graded
does this affect basing on
social • The student will be correlating ‘a’
Psychometri
interaction? How able to evaluate and ‘b’.
c Analysis/
3 an attitude 3 the impact of his /
Structured
influences the her own actions
Experience
personality? and consequences Grade
• What are your of these evidences Matching of
personality traits? ‘
How do they help a’ & ‘b’
in social A
interactions? above 81%

Self Esteem B 71%

- 80%
• How do you see C 61%
yourself? How do - 70%
you relate to Psychometri
4 others (self 2 c Analysis / D 51%
image)? Role Play - 60%
E <
• Your social
50%
status. How
others see you?

5 Motivation: 2 Game/Activi
ty
• What motivates
you?
• Gaining insight
into own motive
 patterns.
• Relationship
between
motivation and
behavior.

Creativity:
Psychometri
• Are you creative? c Analysis /
6 1 Structured
• What are your
Experience
blocks of
Activity/
creativity?

Total 12

Detailed Syllabus – The Class of 2012 Second Semester

 MODULE II – INTERPERSONAL RELATIONS
Learning Outcome: At the end of this Module with in the class room
situation, the student is expected to demonstrate the improved
interpersonal relations by way of good communication, assertive and,
influencing behavior and also acceptable behavior to other students.
No. of
S Methodol
Contents Sessio Assessment Criteria Assessment for Grading
# ogy
ns

Communication: • The student will be a) The faculty will peg the

• Ability to listen and
understand another
person
• Sensitivity to other
than verbal modes
1 3
of communication
• Body Language-
personal
communication style
• Interpersonal
communication
Assertive Skills:
• Are you assertive or
aggressive or
submissive?
2
• What is Art of saying 2 Analysis / •
‘No’?
• How does
assertiveness
influence on
interpersonal
relationship?
Receiving & Giving
Feedback:
• Giving negative
feedback
• Giving constructive /
positive feedback
• Handling negative
feedback
3 2
• Receiving positive
feedback
• Receiving negative
feedback
• Defensive/controllin
g behavior while
receiving negative
feedback
able to demonstrate behavioral (thought,
the evidences of feeling, and action)
interaction with other indicators related to
Game /
students while interpersonal relations
Role play /
discussing and others while conducting games
Psychomet
also demonstrate the / activities etc against
ric
acceptability towards each student with in the
Analysis
him. class room situation.
• The evidences show b) A *situation is given to
that the student all the students at the
understands that end of this module to
how interpersonal demonstrate the
relations can be interpersonal skills and
achieved. they are instructed to
Psychomet submit report on this.
ric
The student will be
During the process the
faculty observes each
Activity / able to analyze and student on the
Videos/ evaluate the interpersonal relation
importance of skills.
interpersonal
relations. He / She
assess the ways and c) The students are
means of achieving graded basing on
interpersonal correlating ‘a’ and ‘b’.
relations.
Grade Matching of
‘a’ & ‘b’
A above 81%
B 71% - 80%
Activity /
C 61% - 70%
Game/T-
Group D 51% - 60%
E < 50%

4 Emotional 2 Activity /
Intelligence: Game
• What are your
emotions?
• Feelings: Knowing,
acknowledging,
identifying,
accepting, reflecting
 on, forecasting.
• Emotional literacy:
ability to express
feelings
• Empathy
• Social Skills

Total 9

*Situation – a game or an activity or a role play

Detailed Syllabus – The Class of 2012 Second Semester

 MODULE III – WORKING IN TEAMS

Learning Outcome: At the end of this Module the student will be

expected, with in the context of class room situation, to demonstrate
collaborative efforts with other students. He / She will be expected to
demonstrate resolving the issues and problems while working in teams.
The student is in a position to analyze, discuss and explain the issues
during the class room activities.

No. of
S Methodol Assessment Assessment for
Contents Sessi
# ogy Criteria Grading
ons

Conflict Management • With in the class a) The faculty

& Decision Making: room situation, will record
• How do you deal with the student will the
Conflicts? be able to behavioral
demonstrate, indicators of
• What is conflict Psychome collaboration each student
resolution? tric with other demonstratin
Analysis / students. He / g the
• Making Decisions
1 4 Activity / She reinforcement
- Developing Videos / demonstrates of working in
Alternatives Game / complementary teams while
Role play/ role during the conducting
- Assessing the games or
classroom
alternatives activities etc.
activities.
• Choosing the best
alternative for
• The evidences b) At the end of
decision making
show that the the module at
Stress Management: students least 2
understand and *situations
• What is your source
analyze the are given to
of stress?
benefits accrued all the
• Coping with stress from team students,
• Do you get work working. during which
Psychome the faculty
related Stress? tric will observe /
2 • Managing Stress 4 Analysis / • The student will record the
Activity / be able to demonstratio
- Relaxing Training
assess the n of skills of
- Breathing advantage of working in
- Meditation being team teams.
- Bio feedback member rather
than working
- Time alone. c) The students
Management are graded
basing on
3 Team Building Skills: 4 Psychome correlating ‘a’
• How teams are tric and ‘b’.
developed? Analysis /
• How to lead a team? Game /
Grade
• Developing an Role play/
Matching of
individual potential.
‘a’
• Role & contribution
& ‘b’
of a team
• Team leaders
A
- Roles? above 81%
- Qualities?
B 71%
- Leader & - 80%
subordinate
relationship? C 61%
 - Delegating for
results?
- 70%
D 51%
- 60%
Total 12

*Situation – a game or an activity or a role play

Detailed Syllabus – The Class of 2012 Second Semester