The BBA Program - Curriculum

ANNEXURE IV

The BBA Program Curriculum

FIRST YEAR - GROUP I 1. English-I (3 hours: 100 marks) Drama: Julius Caesar William Shakespeare Novel: Animal Farm George Orwell English Grammar: Functions and Usage of Parts of Speech Effective Writing Sentence: Components & Uses Direct and Indirect Speech Punctuation 2. IT & Systems-I (3 hours: 100 marks) PART I: INTRODUCTION TO INFORMATION TECHNOLOGY AND SYSTEMS CONCEPTS Foundations of Computer Systems: Evolution of Computer Systems: Generation of Computers Organization of the Computer Systems: Input Unit, Central Processing Unit, Arithmetic and Logic Unit, Control Unit, Multiple Processors, RISC, CISC, Output Unit, Storage Unit Types of Computer Systems: According to Purpose, According to Technology Used, According to Size and Capacity Peripheral Devices: Input Devices, Output Devices, Memory, Buses, Storage Devices Transforming Data into Information: Bits and Bytes, Number Systems for Data Representation. Operating Systems: Types of Operating Systems Tasks of an Operating System: Processor Management, Memory Management, Device Management, Application Programming Interface, User Interface Controlling Input/Output Processes Communication between User and Hardware System: Types of User Interfaces, Functions of User Interfaces - Commonly used Operating Systems: UNIX, MSDOS, Mac OS, Microsoft Windows 3.X, Microsoft Windows 95 and 98, Microsoft Windows CE, Microsoft Windows NT, Windows XP, Linux Enhancing the OS with Utility Software: File Fragmentation, Data Compression, Backup and Recovery Software, Antivirus Software. PART II NETWORKING Telecommunication Networks: Understanding the Telecommunication System : Quality of Service, Local Exchange Carriers, Long Distance Transmission Media, Standards and Regulations, Access Alternatives - Business Application of Telecommunications Components of a Telecommunication Networks: Terminals, Telecommunication Processors, Telecommunication Channels, Computers, Telecommunication Control Software Types of Telecommunication Networks: Wide Area Networks, Local Area Networks, Intranets and Extranets, Client/Server Networks Telecommunication Network Alternatives: Telecommunications Media, Telecommunication Processors, Telecommunication Software, Communication Channels Telecommunications and the Internet worked Enterprise. Computer Networks: Uses of Computer Networks: Networks for Companies, Networks for People Network Topologies: Star Networks, Ring Networks, Bus Networks Network Architectures and Protocols: The OSI Reference Model, TCP/IP Reference Model Switching Alternatives. PART III APPLICATIONS OF INFORMATION TECHNOLOGY FOR INDIVIDUAL & GROUP PRODUCTIVITY Foundations of Information Systems: Uses of Information Systems in Business: Transaction Processing System, Management Information System, Decision support System, Executive Information System, The Internet worked Enterprise, Globalization and Information Technology 21 Fundamentals of Information Systems: People Resources, Hardware Resources, Software Resources, Data Resources, Network Resources, Activities of Information System Systems Approach to Problem Solving: Defining the Problem, Developing Alternative Solution, Evaluating Alternative Solution, Selecting the Best Solution, Designing and Implementing a Solution, Post Implementation Review Developing Information System Solutions: The System Development Cycle, Starting the System Development Cycle, Cost Benefit Analysis, System Analysis, Business Analysis, Analysis of present System, Functional Requirement Analysis, System Design, User Interface, Data and Process Design, System Specification, Prototyping, Implementing a new Information System, Systems Maintenance, CASE, End User Development. Personal Productivity Software: Word Processing Software: Writing, Editing, Formatting, Saving and Printing Spreadsheet Software: Worksheet, Cell Formats, Using Formulas, Cell References, Relative and Absolute Cell References, Replication, Functions, Effective Worksheets, Microsoft Access, Spreadsheet Charts, Advances Features of Spreadsheets Presentation Graphics Software: Output Options, Templates, View Options, Slide Options, Making Effective Presentations Commercial programs, Freeware and Shareware. Group Support Facilities and Systems: Electronic Communication Tools: Electronic Mail, Internet Phone and Fax, Web Publishing Electronic Conferencing Tools: Teleconferencing, Data Conferencing, Audio Conferencing, Video Conferencing, Discussion Forums, Electronic Meeting Systems Workgroup support systems, Collaborative Work Management Tools: Calendaring and scheduling

The BBA Program - Curriculum tools, Task and Project management, Workflow Systems, Knowledge Management, Multimedia. PART IV APPLICATIONS OF INFORMATION TECHNOLOGY IN BUSINESS & MANAGEMENT Business Information Systems: Information Systems for Business Operation Transaction Processing Systems: Data Entry, Data Processing, Updating Database, Report Generation, Inquiry Processing Functional Information Systems Marketing Information Systems: Interactive Marketing, Sales Force Automation, Sales/Product Management, Advertising and Promotions, Market Research and Forecasting, Manufacturing Information Systems: Computer Integrated Manufacturing, Manufacturing Execution Systems, Process Control System Human Resource Information Systems: Staffing, Training and Development, Compensation Analysis Accounting Information Systems: Online Accounting Systems Financial Information Systems: Cash Management, Investment Management, Capital Budgeting, Financial Planning. Information Systems for Management: Management Information Systems: Definition of MIS, Evolution of MIS, Characteristics of MIS, Functions of MIS, Importance of MIS, Management Reporting System, Geographic Information System Decision Support Systems, Characteristics of DSS, Types of DSS, Using DSS Online Analytical Processing: Characteristics of OLAP, Benefits of OLAP, Data Warehousing, Data Mining Executive Information Systems: Characteristics of successful EIS Implementation, Guidelines for Preparing an Effective EIS, Artificial Intelligence Information Systems for Strategic Advantage: Improving business Processes, BPR, Becoming an Agile Competitor, Knowledge Management Systems, Using the Managing Information Technology: Managing Information Resources and Technologies: Strategic Management, Operational Management, Resource Management, Technology Management, Distributed Management Global Information Technology Management: Cultural, Political and Geoeconomic Challenges Information Technology and Organizational Needs: People, Tasks, Technology, Culture, Structure Planning for Change with IT: Strategic Information System planning, tactical and Operational planning Implementing Business Change with IT: Implementation Strategies Security and Control Issues : Implementation System control, Procedural Control, Facility Control Ethical and Social Dimensions of IT. PART V - E-COMMERCE & IT ENABLED SERVICES Internet and E-Commerce: Use of the Internet in Business: Communications and Collaboration, Interactive Marketing, Strategic Alliance Communication and Information Access: Electronic Mail, Internet Relay Chat, Internet Telephony, Internet Fax, Internet Paging, File Transfer Protocol, Usenet, World Wide Web Virtual Private Networks Fundamentals of E-Commerce: Business-to-Business Applications, Business-toConsumers Applications, Internal Business Processes Electronic Commerce Technologies: Electronic Data Interchange Electronic Payments and Securities: Electronic Funds Transfer. IT Enabled Services: IT Enabled Services An Overview - Scope and Applications of IT-Enabled Services BPO Call Centers ISPs Medical Transcription Data Processing Tools, Techniques and Infrastructure Required for Delivering IT-Enabled Services VPNs, Broadband Services, GIS, Voice over Internet Protocol, ELearning Portals Advantages for India in the IT Enabled Services Industry. YEAR I- GROUP B 3. Introduction to Management (3 hours: 100 marks) Part I Introduction To 22 Management Management: An Overview Definitions of Management - The Role of Management - Functions of Managers: Planning; Organizing; Staffing; Leading; Controlling Levels of Management: Top-Level Managers; Middle-Level Managers; First-Level Managers; Time Spent in Carrying Out Managerial Functions Management Skills and Organizational Hierarchy: Technical Skills; Human Skills; Conceptual Skills; Design Skills - Approaches to Management. Evolution of Management Thought Early Approaches to Management: Contributions of Robert Owen; Charles Babbage; Andrew Ure and Charles Dupin; Henry Robinson Towne; Assessing Preclassical Contributions - Classical Approach: Scientific Management; Administrative Theory; Bureaucratic Management - Behavioral Approach: Contributions of Mary Parker FolIet; Elton Mayo; Abraham Maslow; Douglas. McGregor; Chris Argyris Quantitative Approach: Management Science; Operations Management; Management Information Systems Modem Approaches to Management: Systems Theory; Contingency Theory -. Emerging Approaches in Management Thought. Social and Ethical Responsibilities of Management Social Responsibilities of Management - Arguments for and against Soc~ Responsibilities of Business ~ Social Stockholders: Shareholders; Employees; Customers; Creditors and Suppliers; Society; Government - Measuring Social Responsiveness: What should be Measured?; How to Measure SR? ..,; Managerial Ethics: Types of Managerial Ethics; Factors that Influence Ethical Behavior; Ethical Guidelines of Managers; Mechanisms for Ethic Management. PART II - PLANNING Fundamentals of Planning Definitions of Planning - Nature of Planning - Significance of Planning Types of Plans - Plans Based on Organizational Level; Plans Based. o~ Frequency of Use; Plans Based on

The BBA Program - Curriculum Time Frame - Steps in the Planning Process - Prerequisites for Effective Planning - Limitations of Planning. ' Objectives Nature of Objectives - Evolving Concepts in MBO - The Process of MBO: Steps in the MBO Process Benefits of MBO - Limitations of MBO Making MBO Effective. Strategies, Policies and Planning Premises Nature and Purpose of Strategies and Policies - The Three Levels of Strategy: Corporate-level Strategy; Business-level Strategy; Functionallevel Strategy,... Strategic Planning: Characteristics of Strategic Planning; Strategic Planning vs Operational Planning; Significance of Strategic Planning; Limitations of Strategic Planning; Strategic Planning Process - Competitive Analysis in Strategy formulation: Environmental Assessment; Organizational Assessment - Major Kinds of Strategies and Policies - Porter's Competitive Strategies: Overall Cost Leadership; Differentiation; Focus Strategy Implementation Effective Implementation of Strategy Planning Premises. Managerial Decision-making Significance and Limitations of Rational Decision-making Managers as Decision-makers: The Rational Model; Non-rational Models Decision making Process Types of Managerial Decisions: Programmed Decisions; Nonprogrammed Decisions - Decisionmaking Under Certainty, Uncertainty and Risk - Management Information System vs Decision Support System The Systems Approach to Decisionmaking - Group Decision-making: Forms of Group Decision-making Decision-making Techniques. PART III - ORGANIZING Fundamentals of Organizing Definitions of Organizing: Benefits of Organizing - Traditional Perspectives on Organizing: Challenges to the Traditional View of Organizations - Closed System vs Open System: Closed System View of Organizations; Open System View of Organizations - Formal vs Informal Organization - Span of Management: Tall vs Flat Structure; Factors Determining Effective Span Organizational Environment for Entrepreneuring and Intrapreneuring - The Process of Organizing: The Logic of Organizing; Some Misconceptions Prerequisites for Effective Organizing. Strategic Organization Design Designing Organizational Structures: An Overview - Major Structural Alternatives: Fundamental Structure; Divisional Structure; Hybrid Structure; Matrix Structure Other Bases for Departmentation: Departmentation by Simple Numbers; Departmentation by Time; Departmentation by Process or Equipment - Strategic Business Units - Choosing the Pattern of Departmentation. Line and Staff Authority and Decentralization Authority Defined - Power: Bases of Power - Line and Staff Relationships: Concept of Line and Staff; Functional Authority; Line and Staff Conflicts; Nature of Line and Staff Relationship; Avoidance of Line and Staff Conflict Centralization vs Decentralization - Delegation of Authority: Factors Affecting Delegation of Authority - Balance: The Key to Decentralization. Effective Organizing and Organizational Culture Avoiding Mistakes in Organizing by Planning: Planning for the Ideal; Modification for Human Factor; Advantages of Organization Planning Avoiding Organization Inflexibility Avoiding Conflict by Clarification: Organization Charts; Position Descriptions - Ensuring Understanding of Organization Structure - Organizational Culture. Part IV - Staffing Human Resource Management and Staffing Human Resource Management: An Overview: Human Resource Planning; Staffing; Training and Development; Performance Appraisal; Compensation Staffing Recruitment: Sources of Recruitment; The Recruitment Process Selection: The Selection Process - Socialization Process of 23 New Employees. Performance Appraisal and Career Strategy Significance of Appraisal - Formal vs Informal Appraisals - Performance Rating Methods: Behaviorally Anchored Rating Scales (BARS) Criteria for Appraising Managers: Appraising Managers Against Verifiable Objectives; Appraising Managers as Managers - Formulating Career Strategy. Organizational Change and Organization Development Organizational Change: Factors that lead to Organizational Change; Sources of Resistance to Change; Measures to Overcome Resistance to Change; Change Process - Planned Change Through Organization Development: The Objectives of OD - Organizational Development Process: Diagnosis; Intervention; Evaluation - Approaches-to Manager Development - On-the-Job Training; Internal and External Training Organizational Conflict: Sources of Conflict; Managing Conflict. Part V - Leading Managing and the Human Factor The Nature of People - Behavioral Models - From the RationalEconomic View to the Complex Person; Contrasting Views and Models of People; McGregor's Theory X and Theory Y; Three Managerial Models - Managerial Creativity: The Creative Process; Techniques to Enhance Creativity; The Creative Manager - Innovation and Entrepreneurship - Harmonizing Objectives: The Key to Leading. Motivating Employees for Job Performance Definitions and Meaning of Motivation - Classification of Motivation Theories: Content Theories of Motivation; Process Theories of Motivation Motivational Techniques: Rewards; Participation; Quality of Work Life (QWL); Job Enrichment - A Systems and Contingency Approach to Motivation. Leadership Definition and Meaning of Leadership - Key Elements of Leadership: Leadership Theories: Trait Theory of Leadership;

The BBA Program - Curriculum Behavioral Theories; Situational or Contingency Theories, Transformational Leadership Theory. Managing Communications Definitions of Communication Significance of Communication m Organizations - Communication Process - Communication Flows in an Organization: Downward Communication; Upward Communication; Crosswise Communication - Barriers to Communication - Gateways to Effective Communication. Part VI - Controlling The Control Function Planning and Controlling Importance of Controlling - Levels of Control: Strategic Control; Tactical Control; Operational Control - Basic Control Process - Types of Control: Controls based on Timing; Cybernetic and Noncybernetic Control - Requirements for Effective Controls. Control Techniques Major Control Systems - Financial Control: Financial Statements; Ratio Analysis - Budgetary Control: Responsibility Centers; Uses of Responsibility Centers - Quality Control - Inventory Control. Productivity and Operations Management Production and Productivity Productivity Problems and Measurement Operations Management and its Importance Operations Research for Planning, Controlling and Improving Productivity - Operations Research Methodology - Some Operations Research Techniques: Linear Programming; Inventory Control; Limitations of Operations Research Other Tools and Techniques for Improving Productivity: Time-event Networks; Value Engineering; Work Simplification; Quality Circles; Total Quality Management (TQM). Direct Control Versus Preventive Control Direct Control Versus Preventive Control - Direct Control: Causes of Negative Deviations from Standards; Questionable Assumptions Underlying Direct Control Preventive Control: Assumptions of the Principle of Preventive Control; Advantages of Preventive Control Management Audit and Enterprise Self-Audit: The Management Audit; The Certified Management Audit; The Enterprise Self-Audit. Management Information Systems Management Information: Meaning of Information; Attributes of Information; Information Needs of Managers - Components of an Information System: Hardware; Software; People; Data; Procedures Types of Information Systems: Transaction Processing Systems; Office Automation Systems; Decision Support Systems; Executive Support Systems - Management Information Systems: Evolution of MIS; Computers and MIS. Part VII - Expanding Horizon In Management International Management Reasons for going International International Management Functions: Planning; Organizing; Staffing; Leading; Controlling - Japanese Management and Theory .Z: Some Specific Japanese Management Practices; Japanese vs US Management Practices and Theory Z - Multinational Corporations: Orientations toward International Business; Advantages of Multinationals; Challenges for the Multinationals. Basics of Mathematics, simultaneous equations, permutations and combinations. Calculus. Interpolation and Extrapolation, Descriptive statistics. Index Numbers. Time Series. Linear Programming - The Graphical and Simplex Methods Linear programming and applications; Role of IT in Modern Business Enterprise - applications and Enterprise resource planning; Probability Concepts, Rules, Unconditional and Conditional Probability, Bayes Theorem. Decision Theory, Random variables and Probability Distribution. Sampling, Sampling Distribution, Central Limit Theorem. Statistical Inference-Point and Interval Estimation, Hypothesis Testing; Tests of Independence and goodness of fit, Analysis of Variance; Simple and Multiple Regression Analysis and Applications; Quality Control: 24 Statistical Process Control, x , R & P Charts; Simulation. 4. Accounting (3 hours: 100 marks) Introduction to Accounting: Need for Accounting Meaning for Accounting Meaning of Bookkeeping History of Accounting Definitions of Accountancy Objectives of Accounting Functions of Accounting Is Accounting a Science or an Art? Accounting and Other Sciences Distinction between Book-keeping and Accounting Importance of Accounting Branches of Accounting Advantages of Accounting Limitations of Accounting Basis of Accounting Few Basic Terms. Accounting Equation and Accounting Mechanics: Generally Accepted Accounting Principles Characteristics of Accounting Principles Accounting Concepts Accounting Conventions Accounting Standards Meaning of Accounting Equation Rules of Accounting Equation Effects of Business Transactions on Accounting Equation and Balance Sheet Journal Meaning, Proforma Points to be Noted while Journalizing Ledger Meaning, Proforma Ledger Posting, Balancing of Accounts Difference between Journal and Ledger Meaning of Trial Balance Limitations of a Trial Balance Preparation of a Trial Balance Errors, Location of Errors Meaning of Subsidiary Book Types of Subsidiary Books Reasons for Maintaining Subsidiary Books Cash Book and Its Types Purchases Book Purchases Return Book Sales Book Sales Return Book Bills Receivable Book Bills Payable Book Journal Proper. Bank Reconciliation Statement: Reasons for differences between Bank Balances as per Cash Book and Passbook The Bank Reconciliation Statement Advantages of Bank Reconciliation Statement. Bills of Exchange: Concept of Bills of Exchange and its Features Classification of Bills of Exchange Promissory Notes and its

The BBA Program - Curriculum Characteristics Journal Entries in the Books of Drawee and Drawer Concept of Acceptance, Endorsement, Dishonor and Renewal of Bills Accounting for Accommodation Bills. Depreciation, Provisions and Reserves: Meaning of Depreciation Causes, Need and Factors Influencing Depreciation Methods of Charging Depreciation. Accounting for Consignment: Meaning and Objective Consignment and Sale Important Terms to be Remembered (Pro forma Invoice, Delcredere Commission, Account Sales) Accounting Treatment in the Books of the Consignor Accounting Treatment in the Books of the Consignee. Trial Balance and Rectification of Errors: Preparation of Trial Balance from General Ledger Balances Meaning of Errors, their Identification and Rectification Effect of Errors on Profits. Final Accounts: Distinction between Capital and Revenue Expenditures of Receipts Preparation of Trading, Profit and Loss Accounting and Balance Sheet Closing Entries and Adjustment Entries. Partnership Accounts: Meaning of Partnership and its Features Partnership Deed Partnership Final Accounts Admission, Retirement and Death of a Partner Dissolution of Firm Insolvency of a Partner. Company Accounts: Meaning and Characteristics of a Company Kinds of Companies Difference between a Public Limited and Private Limited Company Formation of a Company Issue & Forfeiture of Shares Final Accounts of Companies. Financial Statement Analysis and Ratio Analysis: Meaning and Concept of Financial Analysis Types of Financial Analysis Procedure of Financial Statement Analysis Methods or Devices of Financial Analysis Comparative Income Statement Common Size Income Statement Common Size Balance Sheet Trend Analysis Limitation of Financial Analysis. Goals of Corporate Finance, Forms of business organization, Role of financial managers, Present Value and Future Value concepts, Required return and cost of capital, Cost of different sources of capital, WACC & MCC, Capital Structure Theories, Dividend Policy, Financial/Business Risk in terms of financial/ operational/combined leverage. Need for working capital, components of working capital, Short-term Financing Decision, Cash Management, Shortterm lending and borrowing, Estimating and Discounting the Project (Investment) Cash Flows, Capital Investment Decision and Investment Criteria, Managing foreign exchange exposure, Foreign project appraisal, Mergers & Acquisitions, Current Developments. YEAR I- GROUP III 5. Quantitative Methods (3 hours: 100 marks) Basics of Mathematics: Number System Performing Basic Operations on Polynomials Simultaneous Equations Theory of Indices Progressions Permutations and Combinations Logarithms Introduction to Statistics: Origin and Growth of Statistics Applications of Statistics Collection of Data Sampling: Census and Sample Method Theoretical Basis of Sampling Size of Sample Merits and Limitations of Sampling Sampling and Non-sampling Errors Classification and Tabulation of Data: Meaning and Objectives of Classification Types of Classification Formation of a Discrete and Continuous Frequency Distribution Tabulation of Data Parts of Table Rules of Tabulation Types of Tables. Diagrammatic and Graphic Presentation: Significance of Diagrams and Graphs Rules for Construction of Diagrams Types of Diagrams Graphs Techniques of Constructing Graphs Graphs of Frequency Distribution Limitations of Diagrams and Graphs Measures of Central Tendency: Meaning and Objectives of Averaging Requisites of Good 25 Average Types of Averages Geometric Mean Harmonic Mean Relationship Among the Averages Measure of Dispersion: Meaning of Dispersion Significance of Measuring Variance Properties of a Good Measure of Variance Methods of Studying Variance Variance Bienayme-Chebyshev Rule Coefficient of Variance Lorenz Curve Skewness: Meaning and type of Skewed Distribution Difference between Dispersion and Skewness Tests of Skewness Measure of Skewness Absolute and Relative Measure of Skewness Karl Pearsons Coefficient of Skewness Bowleys Coefficient of Skewness Kellys Coefficient of Skewness Correlation: Cause and Effect Significance of Correlation Types of Correlation Methods of Correlation Karl Pearsons Coefficient of Correlation Coefficient of Correlation and Probable Error Coefficient of Determination Rank Correlation Concurrent Deviation Regression Analysis: Uses of Regression Analysis Difference between Correlation and Regression Analysis Regression Line Regression Equations Regression Equation of X on Y Regression Equation of Y on X Deviations taken from Actual and Assumed Mean Graphical Regression Line Standard Error of Estimate Index Number: The Concept of Index Numbers Uses of Index Numbers Types of Index Numbers Aggregates Method of Constructing Index Number Value Index Numbers Average Relatives Method of Constructing Index Number Chain Index Numbers Tests for Consistency Consumer Price Index Number Time Series Analysis: Time Series Analysis Secular Trend Cyclical Variation Seasonal Variation Irregular Variation. Probability: The Concept of Probability The Venn Diagram Probability Rules Unconditional and Conditional Probability Bayes Theorem

The BBA Program - Curriculum Theoretical Distribution: Types of Random Variables Discrete Random Variable Continuous Random Variable Covariance Probability Distributions Linear Programming: The Graphical Method of Linear Programming The Simplex Method of Linear Programming Post Optimality Analysis Duality. 6. Introduction to Economics (3 hours: 100 marks) Introduction: Definition of Economics Methodology of Economics Distinction between Micro & Macro Economics Theory of Demand, Supply and Utility: Utility Analysis Law of Demand and Types of Demand Elasticity of Demand Law of Supply Elasticity of Supply Theory of Production and Cost: Laws of Production Different Concepts of Costs Economies and Dis-economies of Scale Market Structure and Pricing: Classification of Markets Perfect Competition Monopoly Monopolistic Competition Oligopoly Salient Features of Different Markets Pricing and Output Determination Choice under Uncertainty and Game Theory: Risk and Uncertainty in Demand Choices Different preferences towards Risk Insurance and Gambling Basic Concepts of Game Theory Theory of Distribution and Business Cycles: Theories of Distribution Theories of Rent Theories of wages Theories of Interest Theories of Profit Meaning and Phases of Business Cycles Causes and Stabilization policies of Business Cycles Economic System: Economic Systems Economic Planning in India Liberalization, Globalization and Privatization Introduction to National Income Accounting: National Income Accounting Economic Indicators Circular Flow of Income Macroeconomic Issues Macroeconomic Policies Economic Growth and Development Economic Stabilization Industrial Environment: Structural Characteristics of Indian Industries Industrial Policy Resolutions Public versus private sector Role of Heavy Industries Small-Scale and Cottage Industries Industrial Sickness Changing Scenario of Indian Industry Money and Banking: Meaning and Functions of Money Evolution and Functions of RBI Credit Creation and Money Multiplier Instruments of Monetary Policy Money and Inflation Financial System: Financial System Money Markets Securities and Exchange Board of India (SEBI) Commercial Banks Specialized Financial Institutions External Economic Environment: Indias Foreign Trade EXIM Policy Indias Balance of Payments Indian Government Policy towards Foreign Capital Foreign Exchange Market Transformation of Indian External Sector International Financial Institutions Indias External Debt New International Economic Order World Trade Organization. SECOND YEAR - GROUP IV 7. English-II (3 hours: 100 marks) An anthology of poetry & prose Poetry William Shakespeare: The Seven Ages of Man John Milton: On His Blindness John Keats: Ode on a Grecian Urn Alfred, Lord Tennyson: Ulysses Robert Frost: The Road Not Taken Rabindranath Tagore: Where the Mind is without Fear Sarojini Naidu: Palanquin Bearers Nissim Ezekiel: Night of the Scorpion Prose Charles Lamb: Dream Children: A Reverie Abraham Lincoln: Letter to His Sons Teacher Mahatma Gandhi: To Students OHenry: After Twenty Years P.G.Wodehouse: Bertie Changes His Mind Bertrand Russell: Is Happiness Still Possible? 26 J. Bronowski: Science and Society L.A.G.Strong: Reading for Pleasure Everyday English Chapter 1: Introducing the Basic Concepts Unit 1: Communicating Better I Unit II : Communicating Better II Unit III : Reference Skills Unit IV : Reading Skills Unit V : Writing - I Unit VI : Writing II Unit VII : Writing III Unit VIII : Presentation Skills Unit IX : Group Discussion and Interview Techniques Unit X : Telephone Conversations Unit XI : Conclusion Appendix I: Questionnaire Appendix II: Important Features of Spoken English Appendix III: Common Errors Appendix IV : Word Power 8. IT & Systems-II (3 hours: 100 marks) Single and Multi-User Operating Systems: Operating Systems and their Different Types Structures of Computer Systems and Operating Systems Process Management and Storage Management Input/Output Management and Disk Scheduling Distributed Processing Protection and Security Multi-user operating system: Unix and Unix shell utilities. Systems Approach: The Meaning of Systems Approach Systems Approach in Problem Solving System Development Life Cycle (SDLC) Computer-Aided Systems Engineering (CASE) End-User Development. Programming Languages: Program Design Tools Program Development Lifecycle Programming Languages Object Oriented Programming The C Language. Database Management Systems: The Traditional File Based Systems Database Approach Advantages and Disadvantages of Using DBMS Different Database Models Developing a Database Project Different Kinds of Database. Software Engineering: The Process of Software Development

The BBA Program - Curriculum Management of Software Projects Different System Models User Interface Design Critical Systems Software Testing Managing People and Work using CMM Framework. Enterprise Resource Planning and CRM: Enterprise Resource Planning and its Advantages Supply Chain Management Customer Relationship Management and its Advantages E-Commerce. Convergence of Technologies: The Concept of Convergence Impact of Convergence A Systematic Approach to Managing Convergence Challenges of ICT Revolution Emerging Technologies. SECOND YEAR - GROUP V 9. Business Law (3 hours: 100 marks) The Indian Contract Act, 1872 Nature of Contracts: Essential Elements of Valid Contract Classification of Contract. Offer and Acceptance : Offer and Conditions of Making an Offer Conditions of Acceptance Intention to Create Legal Relationship. Consideration : Kinds of Consideration Rules for Consideration Stranger to Contract. Capacity to Contract : Minor and Its Position in a Contract. Genuine and Free Consent : Coercion and Effect of Coercion Undue Influence Misrepresentation Fraud and Mistakes. Legality of Object : Unlawful Considerations and Illegal Object Agreements Opposed to Public Policy. Void Agreements : Agreements Void for Uncertainty Wagering Agreements or Wager Contingent Contracts. Performance of Contract : Essentials of a Valid Tender Time and Place of Performance Devolution of Joint Rights and Liabilities. Discharge of Contract : Different Modes of Discharge of Contract. Remedies for Breach of Contract : Alternatives for Injured Party in case of Breach of Contract. Quasi Contract : Types of Quasi Contracts Latest Amendments to the Indian Contract Act. Special Contracts : Contracts of Indemnity and Guarantee Bailment and Pledge Contract of Agency. The Sale of Goods Act, 1930 : Elements of Contract of Sale Conditions and Warranties Performance of Contract of Sale Rights of an Unpaid Seller. The Negotiable Instruments Act, 1881 : Characteristics and Kinds of Negotiable Instruments Parties to Negotiable Instruments. The Companies Act, 1956 Meaning and Nature of a Company : Meaning and Nature of a Company Features of a Company Meaning of Corporate Veil Distinctions between a Company and other Entities. Kinds of Companies : Private Companies and their Characteristics Public Companies and their Characteristics Various Classification of Companies. Registration and Incorporation : The Promoters of the Company The Procedure of Incorporation Memorandum of Association Articles of Association. Prospectus : Matters that have to be Stated in the Prospectus Liability for Misstatements in the Prospectus Penalties for Misrepresentation. Membership : Eligibility of a Member Modes of Acquiring Membership Termination of Membership Expulsion of Member. Share and Share Capital : Preference Shares and their Types Equity of Ordinary Shares Bonus Shares SEBI Guidelines for Raising Share Capital and Allotment Transfer and Transmission of Shares. Borrowings and Debentures : Borrowing, Methods of Borrowing Ultra Vires Borrowings Kinds of 27 Debentures Rights and Duties of Debenture holders. Directors : Eligibility of a Director Appointment of a Director Duties of a Director Liability of a Director Vacation of Office and Resignation of Director Remuneration of Directors Duties of Manager, Secretary and Managing Director. Meetings : Procedures and Requisite of Valid Meeting Kinds of Meetings Procedure to be followed in these Meetings. Divisible Profits and Dividends : Sources from which Dividend should be Paid Declaration of Dividends Treatment of Unclaimed and Unpaid Dividends. Winding Up : Winding up Proceedings by NCLT Commencing of Winding up Proceedings Consequences of Winding up. Industrial Law Factories Act, 1948 : Approval, Licensing and Registration of Factories Inspection of Factories Health, Safety and Welfare Provisions Regarding Wage Penalties and Procedure. The Workmens Compensation Act, 1923 : Scope and Coverage of the Act Rules regarding Workmens Compensation Act Amount of Compensation Distribution of Compensation. The Employees State Insurance Act, 1948 : Definitions of important terms Administration of the Scheme Finance and Audit Contributions, Benefits Adjudication of Disputes and Claims Penalties. Industrial Disputes Act 1947 : Industrial Disputes Meaning and Definitions Procedure for Settlement of Industrial Disputes Adjudication Machinery Award and Settlement Prohibition of Strikes and Lock-Outs Retrenchment. The Trade Unions Act, 1926 : Registration of Trade Union Rights and Privileges of a Registered Trade Union Duties

The BBA Program - Curriculum and Liabilities of a Registered Trade Union 10. Marketing Management (3 hours: 100 marks) Part I: Basics of Marketing Management Marketing: The Development of a Concept: Definition of Marketing, Concept of Exchange - Needs and Wants, Economic Utility. Evolution of Marketing - Production Era, Sales Era, Marketing Era. Marketing Concept - Societal Marketing Concept (SMC), Marketing Myopia, Marketing Dynamics. Company and Marketer Responses and Adjustments. Significance of Marketing. The Airline Industry, Banking Industry & Education. Structure of the Book. Delivering Values, Satisfaction and Retention: Business Components-Stakeholders, Processes, Resources, Organization. Customer Satisfaction. Concept of Value - Value Chain, Providing Value-Cost Balance, Value Delivery System. Attracting and Retaining Customers - Attracting Customers, Cost of Losing a Customer, Need for Retention. Structural Ties. Relationship Marketing. Marketing Environment: Competitive Forces - Types of Competitive Structures, Monitoring Competition. Macro Environmental Factors - Demographic Environment, Political Environment, Economic Environment, Socio-Cultural, Technology, Natural, Legal. Indian Business Environment and MNCs in India. Marketing Budgets and Costs: Marketing Cost Analysis Importance of Marketing Costs Analysis, Steps in Marketing Costs Analysis, Full Costs Versus Contribution Margin Approach. Customer Profitability Analysis Steps in Customer Profitability Analysis. Financial Situation Analysis - Financial Ratios. Contribution Analysis. Budgeting for the Sales Force Department. Production and Efficiency Learning Effect and Experience Curve. Part II: Analyzing Marketing Opportunities Understanding Consumer Behavior: Factors Influencing Consumer Buying Behavior Cultural Factors, Subculture, Social Class, Social Factors, Personal Factors, Psychological Factors. Buying Decisions - Buying Roles, Buying Behavior, Buying Decision Process - Problem Recognition, Information Search, Evaluation of Alternatives, Purchase Decision, Post Purchase Behavior. Organizational Markets and Organizational Buying Behavior: The Concept of Organizational Buying. Differences between Organizational Markets and Consumer Markets. Organizational Markets in India. Dimensions of Orgm.izational Buying. The Classification of Organizational Markets - Producer Markets, Reseller Markets, Government Markets, Institutional Markets. Factors Influencing Organizational Buying - Environmental Factors, Organizational Factors, Social Factors, Personal Factors. Participants in Organizational Buying. Procurement ProcessBuying, Supply Management Orientation. Stages of Buying Problem Recognition, General Need Recognition, Product Specification, Searching for Potential Suppliers, Value Analysis, Vendor Analysis, Order Routine Specification, Multiple Sourcing, Performance Review. Using Standard Industrial Classification Codes. Marketing Research, MkIS and Demand Forecasting: Meaning and Scope of Marketing Research. The Marketing Research Process Research Instruments, Data Collection Techniques. Barriers Between Marketing Researchers and Managerial Decision-Makers. The Importance of Ethical Marketing Research. Meaning & Scope of Marketing Information System (MkIS) - MkIS Components. Demand Forecast and Measurement. Market 28 Classification. The Concept of Market Demand for Marketing Market Potential, Company Demand, Company Sales Forecast, Sales Quota and Sales Budget. Current Demand Estimation, Future Demand Estimation. Market Segmentation and Market Targeting: Need for Segmenting Markets. Market Segmentation Levels. Segment Marketing, Individual Marketing, Niche Marketing, Local Marketing. The Selection of Segmentation Variables. Criteria for Segmenting Consumer Market. Criteria for Segmenting Organizational Markets. Effective Segmentation Measurable, Substantial, Accessible, Differentiable, Actionable. Target Market Selection Process Evaluating the Market Segments, Selecting the Market Segments, Other Considerations. Part III: Developing Marketing Strategies Strategic Planning Process in Marketing: Scope and Importance of Strategic Planning. Defining Strategic Market Planning Corporate and Divisional Strategic Planning. Corporate Mission. Establishment of SBUs - Resource Allocation to SBUs. Strategic Business Planning - Business Mission. Swot Analysis. Marketing Process - Value Delivery Sequence, Steps in The Planning Process, Analyzing The Marketing Opportunities, Developing Marketing Strategies, Planning Marketing Programs, Managing the Marketing Effort. Marketing Plan Contents, Executive Summary, Opportunity and Issue Analysis, Marketing Strategy, Action Programs, Projected Profit and Loss Statement, Controls. Marketing and Competitive Strategies: The Concept of Competitive Advantage. Porter's Five Forces Model - Barriers to Entry/Threat of New Entrants, Intensity of Rivalry Among Firms, Threat of Substitutes, Bargaining Power of Buyers, Bargaining Power of Suppliers. Analysis of Competitors - Classes of

The BBA Program - Curriculum Competitors, Identifying Competition, Analyzing Competition, Reaction Patterns. Porter's Generic Competitive Strategy - Cost Leadership Strategy, Differentiation Strategy, Focus Strategy, Generic Strategy Mix. Designing Competitive Strategies Market Leader Strategies, Market Challenger Strategies, Market Follower Strategies, Market Nicher Strategies. Competitive Intelligence System - Setting up the System, Data Collection, Analysis and Evaluation of Data, Information Communication and Response. Total Quality Management. Product and Product Lines: Product Personality - Nature of the Product, Product Hierarchy. Product Classification - Durability and Tangibility, Usage. Product Policy. Product Mix, Product Mix Strategies, Managing Product Lines. Product Life Cycle Introduction, Growth, Maturity, Decline. Product Differentiation and Positioning: Product Differentiation, Product Form, Design, Features, Product Quality, Durability. Service Differentiation, Personnel Differentiation, Channel Differentiation, Image Differentiation. Positioning. Part IV: Making Marketing Decisions New Product Development: Challenges in New Product Development. Organizing the Product Development Process Product Managers, Product Committees, Product Departments, Product Venture Teams, Stages of New Product Development - Idea Generation, Idea Screening, Concept Testing and Analysis, Product Development, Test Marketing, Commercialization. Branding and Packaging: Brand as a Concept, Value and Significance of a Brand, Types of Brands, Brand Challenges, Brand Equity, Selection of a Brand Name, Brand Strategy Decision, Line Extension, Brand Extension, Brand Rejuvenation, Brand Relaunch, Brand Proliferation, Multibrands, New Brand Name, Co Brands, New Developments in Brand Management. Packaging Importance of Packaging in Marketing, Packaging and Marketing Strategies. Labeling. Universal Product Codes. Pricing and Marketing: Significance and Importance of Price to a Marketer. Price and NonPrice Competition - Price Competition, Non-Price Competition. The Process of Setting Prices - Setting Pricing Objectives. Factors Affecting Demand Determination. Analyzing Competitors' Pricing. The Selection of a Pricing Method. The Selection of a Pricing Policy. Approaches to Price AdjustmentGeographical Pricing, Promotional Pricing, Discriminatory Pricing, Discounts and Allowances, Experience Curve Pricing, Product Mix Pricing. Effects of Price Changes - Buyers' Perceptions on the Price Changes, Competitors' Reactions. Channels of Marketing: Nature of Marketing Channels. Role of Marketing Channels. Channel Flow, Channel Levels, Service Sector Channels. Functions of Marketing Channels - Facilitating the Exchange Process, Alleviating Discrepancies, Standardizing Transactions, Matching Buyers and Sellers, Providing Customer Service. Designing Distribution Channels Analyzing Customer Expectations of Service Output, Formulating Objectives, Evaluation of Distribution Environment, Evaluating Channel Alternatives. Channel Management - Channel Member Selection, Channel Members' Training, Member Motivation and Evaluation. Modifying Channel Arrangement, Legal and Ethical Issues in Channel Management. Channel Dynamics Horizontal Marketing System, Vertical Marketing System. Multichannel Marketing System, Channels and Conflicts - Types of Channel Conflicts, Causes of Channel Conflicts, Managing Channel Conflicts. 29 Logistics and Wholesaling: Objectives of Market Logistics Delivering Customer Service, Reducing Total Distribution Costs, Reducing Cycle Time. Market Logistic Decisions - Order Processing, Inventory Management, Transportation. Functions of Warehousing - Types of Warehousing. Strategic Issues in Managing Logistics. Growth of Wholesaling - Classification of Wholesalers. Market Decisions Target Market, Price, Promotion, Place. Changing Patterns in Wholesaling - Wholesale Consolidation, Global Expansion. Retailing: Types of Retailers Ownership, The Extent of Product Lines Handled, Retailing Based on the Service Vs. Goods Retail Strategy Mix, Non-Store Based Retailing. Implications of Merchandising. Franchising - Major Types of Franchising, Advantages and Disadvantages of Franchising. Strategic Issues in Retailing Location, Store Image Decisions. Market Decisions - Product Assortment and Procurement, Service Mix and Retailing Environment. Global Trends in Retailing. Trends in Retailing in India. Part V: Management and Delivery of Marketing Programs Communication Mix in Marketing: Communication and Promotion Process - The Communication Process. Types of Communication Channels Personal Channels, Non-Personal Channels. Promotional Tools - Advertising, Sales Promotion, Publicity, Public Relations, Personal Selling, Direct Marketing. Developing a Communication Program - Target Audience Identification, Determination of Communication Objectives, Developing Marketing Communication Budget, Factors Influencing the Designing of Communication Message. Marketing Communication Mix Product Market Type, Pull-Push Strategy, The Product Life Cycle, Effectiveness of Advertising. Marketing Communication

The BBA Program - Curriculum Integration and Coordination. Future of Marketing Communication. Advertising, Sales Promotion and Public Relations: Benefits of Advertising. Developing an Advertising Program - Identify the Target Audience, Define the Objectives of Advertising Campaign, Set the Advertising Budget, Developing the Advertising Message, Selecting the Right Media, Evaluation of Advertising Effectiveness. Advertising Agencies - Ad Agencies in India. Sales Promotion - Purpose of Sales Promotion. Importance of Sales Promotion. Decisions in Sales Promotion, Consumer Sales Promotion Methods. Public Relations Marketing and PR, Major Decisions in PR, Major Tools of PR, Dealing with Unfavorable PR. Personal Selling and Sales Force Management: Nature and Importance of Personal Selling Types of Salespersons - Order Takers, Order Getters, Support Personnel. Personal Selling Process - Prospecting and Evaluating, PreApproach, Approach, Presentation, Handling Objections, Closing, Follow Up. Improving Personal Selling Efforts - Professional Training, Negotiations, Relationship Marketing. Sales Force Management - Establishing Sales Objectives, Fixing the Sales Quotas, Designing the Sales Force, Determining the Sales Force Size, Recruiting and Selecting Salespeople, Routing and Scheduling, Training Sales Personnel, Compensation, Evaluating the Sales Force, Motivating the Sales Force. Developing and Managing Marketing Department and Organization: Trends in Business Environment - Reengineering, Outsourcing, Benchmarking, Collaborating with Suppliers, Customer Relationships, Mergers, Globalizing, Downsizing, Focus, Empowering. Marketing Organization - Evolution of Marketing Department, The Designing of Marketing Organizations. Linkages with other Departments - Research and Development, Engineering, Manufacturing and Operations, Purchasing, Finance. Strategies for Organization Wide Marketing Orientation - Marketing Implementation. Evaluation and Control - Annual Plan Control, Sales Analysis, Market Share Analysis, Marketing Expense to Sales Analysis, Financial Analysis, Market Based Score Card Analysis, Profitability Control, Efficiency Control, Strategy Control. Global Marketing Strategies: Significance of Global Marketing. Selecting a Potential Market Regional Free Trade Zone, Evaluation of Potential Markets. The Impact of Environmental Forces on Global Marketing - Economic Environment, Political Environment, Social and Cultural Environment, Legal and Regulatory Environment, Technological Environment. Methods of Entering a New Market Direct Exports, Indirect Exports, Licensing, Joint Ventures, Internationalization Process. Types of Marketing Organization - Export Division, International Division, Global Organization. Developing Global Marketing Strategies Product Strategies, Promotion Strategies, Pricing Strategies, Place Strategies. Marketing Strategies of MNCs in India. Direct and Online Marketing: Nature and Scope of Direct Marketing. The Growth and Benefits of Direct Marketing. Database Marketing. Forms of Direct Marketing - Catalog Marketing, Telemarketing, Kiosk Marketing, Home Shopping, Other Media. Direct Marketing in India. The Growth of Online Marketing. Advantages and Disadvantages of Online Marketing. Developing Online Marketing Strategies. Online Advertising - Forums, Newsgroups, Bulletin Boards, Web Communities, E-Mails, Web Casting. Opportunities and Challenges in Online Marketing. Marketing of Services: Growing Importance of Services in Marketing. Bases for Service Classification - Classification on the 30 Basis of the Degree of Involvement of the Customer, Classification on the Basis of the Service Tangibility, Classification on the Basis of Skills and Expertise Required, Classification on the Basis of the Business Orientation of Service Provider, Classification on the Basis of the Type of end-user. Characteristics of Services Intangibility, Heterogeneity, Inseparability, Perishability. Developing Marketing Strategies for Services - Product, Pricing, Promotion, Distribution, People, Process, Physical Evidence. Managing Service Differentiation Offer, Delivery, Image. Managing Service Quality Strategic Concept, Commitment of the Top Management, High Standards, Monitoring Systems, Customer Complaints, Satisfying Employees. Managing Productivity. Product Support Service Management, After-Sales Service Strategy. Part-VI: Marketing Beyond Marketing of Organizations, Individuals, Places and' Ideas: Organization Marketing - Image Assessment, Image Planning and Control. Idea Marketing. Person Marketing. Place Marketing. Marketing Management: Ethical and Social Dimensions: Importance of Marketing Ethics. Social Impact of Marketing - Individual Customer, Society, Other Businesses. Social Regulations in Marketing Consumerism, Customer Rights, Consumer Protection Act, Bureau of Indian Standards, Competition Policy, Environmentalism, Public Action to Regulate Marketing. Business Regulations in Marketing Enlightened Marketing, Marketing Ethics, Corporate Code, Principles of Public Policy Towards Marketing. SECOND YEAR - GROUP VI 11. Financial Management (3 hours: 100 marks) Introduction to Financial Management: Nature and Importance of Finance Function Meaning and Scope of Financial Management Objectives of

The BBA Program - Curriculum Financial Management Role of the Finance Manager Interface of the Finance Function with other Functional Areas. Time Value of Money: What Time Value of Money Means? Why Money has Time Value? Process of Compounding Process of Discounting Future Value of Single Flow (lumpsum) Future Value of Multiple Flow Future Value of Annuity Present Value of Single Flow Present Value of Uneven Multiple Flow Present Value of Annuity. Concept and Measurement of Cost of Capital: Meaning of Cost of Capital Its Assumption and Importance of Cost of Capital Explicit and Implicit Costs Cost Associated with the Principal Source of Long-term Finance Concept of Weighted Average Cost of Capital Weighted Marginal Cost of Capital Schedule. Capital Structure, Cost of Capital and Valuation: Importance of Capital Structure Decision Factors affecting the Capital Structure Capital Structure Theories Assumption and Definition Net Income Approach Net Operating Income Approach Traditional Approach Modigiliani-Miller (MM) Approach. Leverage Analysis and Introduction to Risk and Return: Concept of Leverage Measure of Leverage Meaning of Operating Leverage Meaning of Financial Leverage EBIT-EPS Analysis Measure of Financial Leverage Combined Leverage. The Concepts of Risk and Return The Components of Return Measurement of Rate of Return The Relation between Risk and Expected Rate of Return. Capital Budgeting Principles and Techniques: Nature of the Capital Budgeting Decision - Importance and Difficulties of Capital Budgeting Decision Types of Capital Budgeting Decision Scanning and Identification of Investment Opportunities Criteria for Preliminary Screening Other steps of Project Management like Feasibility Study, Implementation and Performance Appraisal Introduction to Network Techniques for Project Planning and Control Principles underlying Measurement of Cost and Benefits - Preparing Cash Flow Projections for Projects Investment Evaluation Criteria. Working Capital Management: The Meaning of and Need for Working Capital Various Components of Current Assets and Current Liabilities Static vs Dynamic view of Working Capital Factors Affecting Composition of Working Capital Objective of Working Capital Management Liquidity vs. Profitability and Working Capital Policies Monitoring & Control of Working Capital. Funds Flow Statement: Meaning of Flow of Funds Objectives of Funds Flow Statement Advantages and Limitations of Funds Flow Statement Preparation of Funds Flow Statement Sources and Applications of Funds. Cash Flow Statement: Meaning of Cash Flow Statement Usefulness of Cash Flow Statement Classification of Cash Flows Preparation of Cash Flow Statement Differences between Cash Flow Statement and Funds Flow Statement Benefits and Limitations of Cash Flow Statement. Indian Financial System: Introduction to Indian Money Market Money Market Instruments Introduction to Capital Markets Primary and Secondary Debt Market Government Securities Market Primary, Secondary and Instruments Financial Institutions Reserve Bank of India and Its Functions Creation of Credit by Commercial Banks Introduction to Credit Cards Financial Sectors Reforms Privatization Classification of NBFCs. 12. HR Management (3 hours: 100 marks) Part I: Overview of Human Resource Management Introduction to HRM: Definition and Concept of Human Resource Management - History of Human Resource Management: Scientific Management Approach, Human 31 Relations Approach, Human Resources Approach - Functions of Human Resource Management : Managerial Functions, Operative Functions Human Resource Policies and Procedures - Emerging Role of Human Resource Management: Value of Human Resources - Role of HR Executives: The Service Provider, The Executive, The Facilitator, The Consultant, The Auditor - Challenges to HR Professionals: Worker Productivity, Quality Improvement, The Changing Attitude of Workforce, The Impact of the Government, Quality of Work Life, Technology and Training Strategic Human Resource Management. Organizational Structure and HRM: Organizational Structure and Human Resource Management Formal and Informal Organizations: Formal Organization, Informal Organization - Tall and Flat Organizational Structures Responsibility, Authority and Accountability: Responsibility, Authority, Accountability - Line and Staff Functions: Line and Staff Relationship, Line-Staff Conflict, Human Resource Management as a Line Responsibility, Human Resource Management as a Staff Function, The Role of Human Resource Department in an Organization - Human Resource Management in Harmony: Products and Human Resources, Production and Human Resources, Marketing and Human Resources, Management Techniques and Human Resources, Organizational Structure and Human Resources. International Human Resource Management: Concept of HRM Approaches to IHRM: Ethnocentric Approach, Polycentric Approach, Geocentric Approach - Features of IHRM: Increased Complexity of HR Activities, Cultural Awareness and Tolerance, Stronger Relationship with Employees and their Families, Different Expectations and Requirements of Employees Across Cultures, Management of Crosscultural Teams, Diluted Risk on the Business Front and Increased Risk on

The BBA Program - Curriculum the People Front - Importance of HRM - Factors Affecting IHRM: National Culture, Political Forces, Economic Forces, Market Forces, Technology Changes, Legal Forces, Labor Forces, Corporate CultureDifferent IHRM Activities Strategic IHRM. Part II: Employment of Human Resources Human Resource Planning: Definition of Human Resource Planning Objectives of Human Resource Planning: Human Resource Planning at Different Levels - The Process of Human Resource Planning: Assessing Current Human Resources and Making an Inventory, Forecasting, Matching the Inventory with Future Requirements Managing the Forecasted Demand! Surplus: Managing Future Demand, Managing Future Surplus, Dealing with Surplus Manpower - Growing Importance of Human Resource Planning: Current Trends. Job Analysis and Design: Concept of Job Analysis - Process of Job Analysis: Information Gathering, Job Specification Competency Determination, Developing a Job Description, Developing a Job Specification - Job Analysis Methods: Observation Method, Individual Interview Method, Group Interview Method, Questionnaire Method, Technical Conference Method, Diary Method, Functional Job Analysis, Position Analysis Questionnaire, Critical Incident Technique, Job Analysis Information: Job Description: Drafting and Maintaining Job Description - Job Specification Uses of Job Analysis: Employment, Organization Audit, Training and Development, Performance Appraisal, Promotion and Transfer, Preventing Dissatisfaction. Compensation Management, Health and Safety, Induction, Industrial Relations, Career Planning, Succession Planning - Issues in Job Analysis Industrial Relations, Career Planning, Succession Planning Issues in Job Analysis Concept of Job Design: Different Approaches to Job Design - Modem Management Techniques: Job Rotation, Job Enlargement, Job Enrichment, Some More Modem Management Techniques. Recruitment: Concept of Recruitment - Factors Affecting Recruitment: Organizational Factors, Environmental Factors - Recruitment Policy - Sources of Recruitment: Internal Search, External Sources Need for Flexible and Proactive Recruitment Policy - Evaluation of Recruitment Program Selection: Concept of Selection The Selection Process - Selection Method Standards: Reliability, Validity, Generalizability, Utility, Legality Application Forms: Evaluation of Application Forms., Ethical Issues in Application Form Design - Selection Tests: Intelligence Tests, Aptitude Tests, Achievement Tests, Situational Tests, Interest Tests, Personality Tests, Polygraph Tests, Graphology - Interviews: Preliminary Interview, Selection Interview, Decision Making Interview - The Interview Process: Preparation, Setting, Conduct of Interview, Choosing an Interview, Evaluation, Reference Checks, Medical Examinations - Placement. Socialization: Concept of Orientation- Objectives of Induction/Orientation - Role of Organizational Culture in Orientation: Roles, Values, Norms The Process of Socialization: Assumptions, Model of Socialization Process Different Socialization Strategies: Formal or Informal, Individual or Collective, Sequential or Non-sequential, Fixed or Variable, Tournament or Contest, Serial or Disjunctive, Investiture or Divestiture- Existing Employee Socialization. Part III: Management and Development of Human Resources Managing Careers: Concept of Career - Career Anchors: Autonomy, Security, Technical, General Management, Entrepreneurial Creativity, Service, Pure Challenge, Lifestyle - Elements of a Career Planning Programme: Individual Assessment and Need Analysis: 32 Organizational Assessment and Opportunity Analysis: Need Opportunity Alignment, Career Counselling - The Benefits of Career Planning to an Organization: Ensures Availability of Resources for Future, Enhances Organizational Ability to Attract and Retain Talent, Ensures Growth Opportunity for All, Handles Employee Frustration - The Benefits of Career Planning to an Individual Issues in Career Planning: Dual Family Careers, Low Ceiling Careers, Declining Opportunities, Career Stages, Restructuring, Career Plateaus, Work Family Issues Career Development Cycle: Exploration Stage, Establishment Stage, Maintenance Stage, Disengagement Stage - Career Objectives and the Career Path: Promotion, Transfer Model for Planned SelfDevelopment: Self Assessment, Opportunity Analysis, Decision Making, Leverage Network, Venture, Continuous Assessment Succession Planning: Continuity, Long-term perspective, Organizational Need Perspective, Turnover Management, Emphasis on Results. Performance Appraisal: Concept of Performance Appraisal Objectives of Performance Appraisal - The Appraisal Process - The Appraisers: Self Appraisal, Supervisors, Peers, Customers, Clients, Subordinates Performance Appraisal Methods: Management by Objectives, Graphic Rating Method, Work Standards Approach, Essay Appraisal, Critical Incident Method, Forced Choice Rating Method, Point Allocation Method, Ranking Method, Checklist, Behaviourally Anchored Rating Scale, 360 Degree Performance Appraisal, Team Appraisals, Balanced Scorecards - The Appraisal Interview: Challenges of Appraisal Interview Pitfalls in Performance Appraisal - Uses of Performance Appraisal, Ethics of Performance Appraisal. Employee Training and Management Development: Definition and Purpose of Training: Improving Employee Performance, Updating Employee Skills, A voiding Managerial Obsolescence, Preparing

The BBA Program - Curriculum for Promotion and Managerial Succession, Retaining and Motivating Employees, Creating an Efficient and Effective Organization - Assessing Training Needs - Areas of Training: Importance of Learning - Employee Training Methods: Onthe-Job Training, Off-the-Job Training Evaluation of the Training Programme - Training and Development - Concept of Management Development: Work Roles of Managers, Objectives of Management Development, Process of Management Development Management Development Methods: On-the-Job Development Methods, Off-the-Job Development Methods Evaluating a Management Development Programme. Compensation Management: Definition and Objectives of Job Evaluation: Objectives, Principles of Job Evaluation - Process of Job Evaluation Techniques of Job Evaluation: Non-Quantitative Techniques, Quantitative Methods Advantages of Job Evaluation Limitations of Job Evaluation Concept of Wage and Salary Administration: Principles Governing Compensation Administration, Purpose of Wage and Salary Administration, Concepts of Different Wages - Basic Wage Plans - Variable Compensation Executive Compensation - Wage Differentials - National Wage Policy - Theories and Surveys Governing Wage and Salary Administration Wage Fixing Institutions/Authorities - Concept of Rewards - Types of Incentive Plans: Short-term Plans, Long-Term Plans - Non Monetary Incentives - Guidelines for Effective Incentive Plans - Employee Benefits - Objectives of Employee Benefits History and Evolution of Benefits Programs: Some Modem Concepts in Employee Benefit Schemes. Occupational Safety and Health: Causes of Safety and Health Problems at the Work Place: Lack of Education and Training, Human Errors, Technical Errors, Psychological Problems, Occupational Hazards and Risks Provisions to Prevent Accidents at the .Work Place: Prerequisites for an Effective Safety and Health Policy, Accident Prevention in the Work Place - Stress and its Consequences on Employee Performance: Causes for Employee Stress, Handling Employee Stress, Avoiding Burnout Challenges in the Service Sector: Importance of Ergonomics. Part IV: Employee Relations Grievance Handling: Concept of Grievance - Causes of Grievance Need for a Grievance Redressal Procedure - Effective Grievance Redressal- Steps in a Grievance Redressal Procedure - Grievance Redressal Procedure in Unionized Organizations - Legislative Aspects of the Grievance Redressal Procedure in India Conflict Resolution. Disciplinary Action: Definition and Concept of Discipline - Aims and Objectives of Discipline - Forms and Types of Discipline - Acts of Indiscipline or Misconduct Principles of Maintaining Discipline: Mc Gregor's Red Hot Stove Rule Disciplinary Procedure - Approaches to Discipline: Preventive Discipline, Positive Discipline - Disciplinary Actions: Verbal Warning, Written Warning, Suspension, Demotion, Pay cut, Dismissal - Code of Discipline in Indian Industry: Industrial Employment Standing Orders Act. 1946. Trade Unions: Definition and Concept of Trade Unions: What Drives Workers to Join Trade Unions?- Characteristics of Trade Unions - Functions of Trade Unions Types of Trade Unions: Classification of Trade unions According to Purpose, Classification of Trade Unions According to Membership - Methodology Adopted by Trade Unions: Mutual Insurance, Collective Bargaining, Legal Enactments, Other Methods - Issues of Trade Unions: Uneven Growth of Unionism, Small Size of Unions, Financial Weakness, Multiplicity of Unions, Inter-Union Rivalry, Leadership Issue, Politics and Unions - Trade Unions and Globalization. Industrial Relations Collective Bargaining and Workers' 33 Participation in Management: Definition and Concept of Industrial Relations Approaches to Industrial Relations - The Different Roles in Industrial Relations: Employees, Trade Unions, The Management, The Government - Objectives of Industrial Relations - Industrial Disputes Prevention Machinery Concept of Collective Bargaining Features of Collective Bargaining: Groups, Levels, Flexibility, Win-win Situation, An Art and a Science Objectives of Collective Bargaining The Collective Bargaining Process: Preparation for Negotiation, Negotiation, Contract Administration - Concept of Workers' Participation in Management - Purpose of Workers' Participation - Workers' Participation in India Forms of Worker Participation in India: Factors Contributing to the Limited Success of the Workers Participation Schemes in Management in India, Conditions Necessary for Effective Working of the Scheme. Quality of Work Life: Definition and concept of Quality of Work LifeMethods to Improve QWL: Flextime, Flexiplace, Alternative Work Schedules, Part time Employment, Compressed Work Week, Job Enrichment, Job Rotation, Job Enlargement, Autonomous Work Groups I Self-managed Teams, Socio-Technical Systems - Benefits of QWL Programs - Challenges in Implementing QWL Programs. Quality Circles: Definition and Concept of Quality Circles Objectives of Quality Circles Development and Working of a Quality Circle - Problem Solving Techniques in Quality Circles: Brainstorming Sessions, Cause and-Effect or Fish Bone Diagrams, Sampling and Charting Methods - Solving Issues in Implementing Quality Circles. THIRD YEAR - GROUP VII 13. Current Affairs-I (3 hours: 100 marks) Coalition Governments: Emerging Trends in Indian Scenario: Evolution of the Multiparty System

The BBA Program - Curriculum Reasons for the Emergence of the Coalition Governments Beginning of Multiparty Governance and Coalition Era Coalition Governments Common Agenda National Democratic Alliance United Progressive Alliance Coalition Experiments: Challenges and Prospects Coalition Governments: Emerging Trends. Political Scenario in Border States: Conflict in Kashmir Insurgency in North-Eastern India. Indian Society: Issues and Challenges: Overview of Social Tensions in India Communalism Casteism Regionalism. Globalization and Indian Economy: Liberalization, Privatization and Globalization Agrarian Crisis Disinvestment Labor Reforms FDI, ECB, FII, and Forex Reserves Tax Reforms VAT Second Generation Reforms. Globalization and Emerging Opportunities: Growth of Service Sector in India Growth of Information Technology BPOs and Call Centers Emergence of Knowledge Economy Biotechnology in India Bioinformatics in India. Social Development: Role of State: India and Human Development Report-2004 Women Empowerment Literacy in India Unemployment and National Rural Employment Guarantee Act, 2004 Public Health in India. Infrastructure Development: Role of State: Investment Trends in Infrastructure: 1947-90 Foreign Investment in Infrastructure Private Participation. Environment and National Concern: Environmental Profile of India National Environmental Policy Scientific Breakthroughs Big Dams Environmental Concerns Disaster Management in India. River Water System: Issues and Priorities: River Water Scenario Legislative Mechanism Water Wars Inter-linking of Rivers Water Management Strategy. 14. Current Affairs-II (3 hours: 100 marks) United Nations Organization: Evolution and Significance of UN Objectives and Principles of UN The UN in the Post-Cold War Era Expansion of the UN Security Council India and UN India and UN in post-Cold War Era. Unipolar World Order: Disintegration of Soviet Union End of the Cold War New World Order (1991) Multipolar or Unipolar World? Post-Cold War World The Rise of the US US Foreign Policy Post-1990s Post-1990s: The Rise of the US and the Decline of the UN Post 9/11 Unipolar World. Global Terrorism: Globalization and Terrorism The Al Qaeda Attacks The American Response Coalition Against Terrorism Legacy of Global Terrorism. World Economic Growth: Trends in Global Economy US as Growth Engine of World Economy Role of EU, Japan, China in World Economic Affairs Emerging Economies Oil Prices and World Economy. Global Trade: Free Trade Transformation of GATT into WTO Developed vs. Developing Countries WTO Trade Blocks. Science and Technology: Stem Cells Research Human Genome Project Bioinformatics Pharma Research Nanotechnology Space Research Intellectual Property Rights and Developing Countries. Environment: The Threat of Global Warming The Need for NonConventional Energy Sources The Importance of Biodiversity The Menace of Deadly Diseases. THIRD YEAR - GROUP VIII 15. Operations Management (3 hours: 100 marks) Operations Management An Overview: Operations Management Decisions Historical Evolution of 34 Operations Management Computers and Advanced Operations Technology. Operations Strategy: Operations Strategy as a Competitive Weapon Elements of Operations Strategy Developing an Operations Strategy Forecasting Forecasting in Operations Forecasting Methods Selecting a Forecasting Method. Design of Production Processes: Process Planning and Design Major Factors Affecting Process Design Decisions Types of Process Designs Selecting the Type of Process Design. Facility Location and Layout: Importance of Location Factors Affecting the Location Decisions General Steps in Location Selection and Location Decision Process Location Evaluation Methods Facility Layout Basic Layout Formats Developing a Process Layout Developing a Product Layout Developing a Cellular Manufacturing Layout Japanese Approaches and Trends in Manufacturing Layouts Service Facility Layouts. Aggregate and Capacity Planning: Overview of Planning Activities The Aggregate Planning Process Strategies for Developing Aggregate Plans Aggregate Planning Techniques Master Production Schedule Implementing Aggregate Plans and Master Schedules Capacity Planning. Purchase Management and Inventory Control: Importance of Purchasing Organizing Purchasing Responsibilities of Purchase Manager Purchasing Process Duties of Buyers Make-or-Buy Analysis Ethics in Buying Inventory Control Inventory Cost and Systems Economic Order Quantity Model. Job Design and Work Measurement: Job Design Fundamentals Considerations in Job Design Work Environment Uses of Job Design Uses of Setting Work Standards Work Measurement Techniques. Enterprise Resource Planning: Evolution of ERP Business Process Reengineering Business Modeling

The BBA Program - Curriculum for ERP ERP Implementation ERP and Competitive Advantage. Supply Chain Management: Business Drivers in Supply Chain Management Principles of Supply Chain Management Forces Shaping Supply Chain Management Supply Chain Management Framework Customer Focus in Supply Chain Management Electronic Supply Chain Management. Operation Scheduling: Purpose of Scheduling Scheduling Methods Scheduling Activities Scheduling by Type of Operations Scheduling Techniques. Quality Management: The Strategic Role of Quality Role of Inspection in Quality Control The Cost of Quality Statistical Concepts in Quality Control Acceptance Plans Computers in Quality Control Concept of TQM. Maintenance Management: Necessity for Maintenance Management Types of Maintenance Economies of Maintenance Evaluation of Preventive Maintenance Policies Modern Approaches to Preventive Maintenance Recent trends in Maintenance. 16. Business Strategy (3 hours: 100 marks) Introduction to Strategic Management: Evolution of the Concept of Strategic Management Importance of Strategic Management Components of Strategic Management Levels of Strategy Planning Making Strategic Decisions. Strategic Management Process: The Process of Strategic Management Strategic Decision-making Practical Limitations of the Strategic Management Model. Company Mission and Vision: Vision Mission Statements Social Responsibility Stakeholders Approach to Social Responsibility Guidelines for a Socially Responsible Firm. Analysis of Business Environment: Remote Environment Planning Environment Social Environment Political Environment Economic Environment Legal Environment Operating Environment Environmental Scanning Five Forces Model Structural Analysis and Competitive Strategy Structural Analysis and Industry Definition Designing Opportunistic Strategies Formulation of Strategy. Analysis of Internal Environment: Value of Systematic Internal Assessment Strategy and Internal Analysis Analyzing Departments and Functions Analyzing Management The Human Side of Enterprise Quantitative Approach for Evaluating Internal Factors. Organizational Culture: Meaning of Culture Culture and the Organization Culture and Strategy Creation Culture and Organizational Structure Culture and Style of Management Culture and Power Determinants of Culture Aspects and Levels of Culture Change of Culture Culture and Values Cultural Influences on Organizational Life. Mergers, Acquisitions and Joint Ventures: Rationale for Mergers and Acquisitions Mergers and Industry Life Cycle Reasons for International Mergers and Acquisitions Joint Ventures in Business Strategy Rationale for Joint Ventures Reasons for Failure of Joint Ventures. Analysis of Choice: Criteria for Evaluating Strategic Alternatives Strategic Analysis at Corporate Level Strategic Analysis at Business Unit Level Behavioral Considerations Affecting Strategic Choice Contingency Approach to Strategic Choice. Long-term Objective and Strategy Formulation: Defining Objectives The Need for Objectives The Nature of Objectives Levels of Objectives: Strategic to Operating The Hierarchy of Objectives Grand Strategies Setting Long-term Objectives and Strategy Sets. Strategy Implementation and Monitoring: Identification of Annual Objectives Developing Functional Strategies Structural Considerations Organizational Structure and Systems Corporate Resource Planning Functional Resource Planning Allocation of Resources Strategic Controls 35 Operational Control Systems Reward Systems Crisis Management. Business Strategy: The Road Ahead: Defining Value Chain Value Chain and Buyer Value Competitive Scope and the Value Chain Value Chain and Industry Structure Value Chain and Organization Structure Change of Strategy and Organizational Change Forces and Types of Change Resistance to Change Strategies for Implementation and Change Role of the Strategist Global Competitiveness. THIRD YEAR - GROUP IX Elective - Capital Markets Capital Markets (3 hours: 100 marks) Investment Scenario: Concept of Investment Difference between Investment and Speculation Investment Objectives and Constraints Security and NonSecurity Forms of Investment Capital Markets Primary and Secondary Markets. Stock Market in India: Markets and their Functions Development of Securities Market in India Trading Procedure Listing of Securities Transfer and Transmission of Shares: Procedural Aspects Sources of Financial Information: Sources of Economic Data Sources of Market Data Sources of Company Data Sources of International Economic Data. Efficient Market Hypothesis: Concept of Efficiency of the Stock Markets Forms of EMH Empirical Tests of EMH in the Indian Market Description of Tests of EMH. Risk and Return: Concept of Risk and Return Reduction of Risk through Diversification Quantifying Portfolio Risk and Return Calculation of as a Measure of Risk Security Market Lines and its Applications. Bond Valuation: Bond Terminology Strategic Role of Bonds Bond

The BBA Program - Curriculum Types Bond Value Bond Returns Current yield, Yield to Maturity and Realized Yield Assumptions Underlying YTM Bond Price Theorems Accrued Interest Bonds Risks Default and Interest Rate Risks Determination of the Interest Rates Forecasting Interest Rate Trends Term Structure of Interest Rates Duration Bond Price Volatility Duration of Equity Immunization Analysis of Deep Discount Bonds Analysis of Convertible Bonds Analysis of Tax-Sheltered Fixed Investment Avenues. Fundamental Analysis: Objectives and Beliefs of Fundamental Analysis Concept of Intrinsic Value Importance of Economic Analysis Economic Forecasting Methods Importance of Industry Analysis Key Characteristics in an Industry Analysis Industry Life Cycle Techniques for Evaluating Relevant Industry Factors Company Analysis. Equity Stock Valuation Models: Dividend Capitalization Models Earnings Multiplier Model. Investment Management (3 hours: 100 marks) Introduction to Investment Management: Necessity of Investment Policy Inputs to a Policy Statement Investment Motives Risks in Investment Portfolio Management The Portfolio Management Process. Investment Environment: Implementing Investment Strategies Investment Objectives and Constraints of Different Types of Investors Psychology of Risk Significance of Behavioral Finance Individual Investors Institutional Investors Drivers of Investment Policies Setting Objectives for the Institutional Investors Investment Policies of the Institutional Investors Investment Management Mandate. Capital Market Theory: Markowitz Model and Efficiency Frontier Evolution of Capital Asset Pricing Model Dominant Portfolio Separation Theorem Capital Market Line CAPM Security Market Line Non-Standard Forms of CAPM Application of CML and CAPM. Arbitrage Pricing Theory: Arbitrage Pricing Model Arbitrage Mechanism Empirical Tests of APT Comparison of CAPM and APT Applications of APT. Asset Allocation: Policies and Procedures: Asset Allocation Process Types of Asset Allocation Asset Allocation Management Style Different Approaches to Asset Allocation Decision Various Asset Allocation Techniques. Portfolio Analysis: Components of Risk and Return Systematic and Unsystematic Risk Beta of a Portfolio Portfolio Diversification Marginal Productivity of Incremental Assets Perils of Excessive Diversification. Optimal Portfolio Selection: Concept of Indifference Curves Efficient Set Theorem Optimal Portfolio Selection Using Lagrangian Multiplier Using Sharpes Optimization Model. Portfolio Revision: Pitfalls to be Avoided in Portfolio Revision Portfolio Revision Techniques Practical Problems in Portfolio Revision Selection and Revision of Equity Portfolios. Measuring and Evaluating Portfolio Performance: Meaning and Importance of Portfolio Performance Measurement Measures of Return Buying the Index Approach Performance Attribution Analysis Monitoring Influence of Asset Allocation Decisions Performance Evaluation of the Portfolio Manager Evaluating Asset Class Managers Performance Evaluation when Options are included in a Portfolio. Elective - Banking Money and Banking (3 hours: 100 marks) Money: Kinds, Functions and Significance: Barter System What is Money? Evolution and Kinds of Money Money and Near Money Functions of Money in Modern Economy Money, Income, Wealth 36 and Finance: A Distinction Significance of Money in Capitalist Economy Defects of Money. Demand and Supply of Money and Theories of Interest: Demand for Money Supply of Money Factors Affecting Money Supply (M3) in India Reserve Money and the Money Multiplier in India Functions of the Rate of Interest The Classical Theory of Interest Liquidity Preference Theory of Interest Loanable Funds Theory of Interest Modern Theory of Interest. Inflation and Deflation: Types of Inflation Consequences of Inflation Control of Inflation Inflation in an Underdeveloped Economy Deflation Inflationary and Deflationary Gaps. Theory of Money and Prices: Measurement of the Value of Money: Index Number Quantity Theory of Money Transactions: Velocity of Money, Income Velocity of Money and the Level Prices Keynesian Theory of Money. Indian Money Markets: Money Market The Composition of the Indian Money Market Features and Weaknesses of the Indian Money Market The Reforms of the Indian Money Market The Bill Market in India. Monetary and Fiscal Policies and Employment: Monetary and Fiscal Policies Business Stabilization, Full Employment and Monetary Policy Fiscal Policy, Inflation and Full Employment. Financial Intermediation: The Importance of Savings in Economic Growth The Concept of Intermediation The Kinds of Intermediation The Concept of Financial Disintermediation Financial Intermediation in the Indian Context The Role of Credit Market in an Economy The Indian Credit Market Banking Operations and the Business of Banks in India. Indian Financial System: Structure and Functions: Financial System Role of Financial System in Economic Development Financial Markets Money Markets Debt Markets Capital Markets

The BBA Program - Curriculum Foreign Exchange Market Market Regulators. Principles of Banking: The Definition of the Banker and Customer The Relationship between Banker and a Customer Rights and Obligations of a Bank and Customer Different Types of Customers for a Bank The Concept of Bankers Book Evidence Act Principles of Good Lending for a Bank Commercial Banking: Functions of Commercial Banks Branch Banking vs. Unit Banking Universal Banking Investment Policy of Commercial Bank Bank Credit and Bank Deposits The Technique of Credit Creation Progress of Commercial Banking in India Credit Planning in India Evaluation of Commercial Banks. Rural Banking in India: Sources of Rural Finance Credit Delivery Mechanism in Rural Finance to Cooperative Agricultural and Rural Development Banks (CARDB) Regional Rural Banks (RRBS) Service Area Approach (SAA) National Bank for Agriculture and Rural Development (NABARD). Emerging Trends in Banking: The Basis for Reforms in the Indian Banking Sector The Regulatory Reforms in the Banking Sector The Consequences of Liberalization of the Banking Sector The Innovative Trends in Banking Products, Technology and Customer Service. Bank Management (3 hours: 100 marks) Introduction to Banking Industry: Origin and Evolution of Banking industry Structure of Banking Industry Review of Bank Functioning International perspective. Organizational Structure of Banks: The Organizational Design Process Design Dimensions Structural Configurations Forces Shaping Organizations Function Based Structure of Banking Companies Banking Structure in India Structure of International Banking Organization. Strategy Formulation and Business Planning in Banks: Problems and Threats for Banking Industry Strategic Analysis and Choice Generation of Strategic Alternatives and Choice Planning Exercises in Banks The Board of Directors and Strategic Management Manager and Strategy. Performance Measurement in Banks: Need for Performance Measurement Principles of Performance Measurement Aligning Performance Measures Throughout the Bank Types of Performance Measures Performance Measurement and the Executive Dashboard Operational Performance Measures Overcoming Implementation Obstacles and Challenges Performance Measures and Rewards. Customer Relationship Management in Banks: Customer and Customer Relationship Management (CRM) Customer Life Cycle Sales Force Automation Call Centers CRM Implementation Banking Regulation and Supervision: Banking Regulation and Supervision Banking Regulation Act 1949 Credit Market Role of RBI On-site Inspection and Off-site Monitoring in India Risk Based Supervision Regulations Review Authority. Corporate Governance in Banks: History of Corporate Governance Application of Corporate Governance to Banking Sector Code of Corporate Governance Basic Steps Taken for Implementation of Corporate Governance Corporate Governance and Indian Banks. Stakeholders and Their Expectations: Principles of Stakeholder Management Emergence of the Concept Changes in the Stakeholder Tradition Managing the Stakeholders Expectations Stakeholder Symbiosis The Special Case of Shareholder Value in Financial Institutions The Targets and Main Focus of the Shareholder Value and Stakeholder Approaches The Concept of Customer Satisfaction. 37 Managing Growth in Banks: The Indian Banking Scenario Measures for Growth Financial Ratios Analysis of Growth Challenges and Future Growth of Banks The Concept of Quality Providing Quality Service Quality Initiatives Best Practices for Customerservice Total Quality Management (TQM). Elective Advertising and Communications Advertising (3 hours: 100 marks) Integrated Marketing Communications (IMC) : Communication and IMC Programs Integrated Marketing Communications - IMC Plan - IMC Components -The Value of Plans Globally Integrated Marketing Communications Advertising Management: Overview of Advertising Management - The Role of Advertising in the IMC Process Company Activities in Advertising Management - Choosing an Advertising Agency - External Advertising Agencies - Choosing an Agency - Advertising Planning and Research - The Roles of Advertising Account Executives - The Roles of Creatives - Advertising Campaign Management - Communication Market Analysis - Communication and Advertising Objectives - The Communication Budget - Media Selection - The Creative Brief Advertising Design- Theoretical Frameworks and Types of Appeals: The Creative Brief Advertising Theory - Types of Advertising Appeals - The Structure of an Advertisement Advertising Design - Message Strategies and Executional Frameworks: Message Strategies Cognitive Strategies - Emotional Strategies - Executional Frameworks - Sources and Spokespersons Creating an Advertisement Advertising Effectiveness Advertising Media Selection: Media Strategy - Media Planning Advertising Objectives - Achieving Advertising Objectives - Gathering

The BBA Program - Curriculum Evidence of Success - Media Selection - Media Mix - Media Selection in Business-to-Business Markets. Communications (3 hours: 100 marks) (3 hours: 100 marks) Stimulus response approach, Need satisfaction approach, Problem situation approach Personal selling process: Prospecting, Pre-approach, Approach, Sales presentation, Handling objections/Sales resistance, Close, Post-sales follow-up Customer related issues in personal selling: Understanding customer types through different selling styles, Finding customers, Researching customers, Communicating effectively, Providing customer service, Creating customer satisfaction Automation in personal selling: Benefits of sales force automation. Part II: Planning the Sales Effort Sales Planning: The importance of sales planning: Better implementation of corporate plans, Provide a sense of direction, Focus on realistic objectives, Improve coordination, Facilitate control, Ensure healthy interpersonal relationships, Reduce uncertainty and risk Sales manager as planner and administrator: Sales manager as planner, Sales manager as administrator The sales planning process: Setting objectives, Determining operations to meet objectives, Organizing for action, Implementing, Measuring results against standards, Re-evaluating and control Causes of unsuccessful sales planning: Lack of awareness or understanding of important aspects, Absence of proper planning, Lack of systematic communication, Absence of sales force involvement Accuracy of sales planning. The Sales Organization: Role of a sales organization Basis for designing a sales organization Types of organizations: Formal and informal organizations, Vertical and horizontal organizations, Centralized and decentralized organizations, Line and staff organizations Types of sales force structure: Product-based sales force structure, Geographicbased sales force structure, Customer-based sales force structure, Combination-based sales force structure Sales culture: Role of sales culture in developing a sound sales organization.

Part I: The Sales Perspective

Introduction to Sales Management: Evolution of the sales concept Nature and role of selling Objectives of sales management Integrating sales and marketing management Environmental changes affecting sales management: Shorter product life cycle, Longer, More complex sales cycle, Reduced customer loyalty, Intense competition among manufacturing companies, Rising customer expectations, Increasing buyer expertise, Electronic revolution in communication, Entry of women in sales management. Sales Functions and Policies: Role of a sales manager Responsibilities of a sales manager: Hiring, Training, Coaching, Motivating, Setting targets and tracking the results, Recognizing and rewarding performance, Providing leads and sales support, Organizing the sales effort, Conducting sales meetings, Allocation of scarce resources Role of a sales executive Responsibilities of a sales executive: Identify potential customers from currently available databases, Identifying prospective accounts and deciding upon the priority and frequency of making calls, Deciding upon the selling approach, Administering the sales order, Service provider, Information gathering and reporting, Skill upgradation, Administrative responsibilities Policies that impact sales management: Sales-related policies pertaining to the product, Sales-related policies pertaining to distribution, Sales-related policies pertaining to pricing. Personal Selling: Buyer seller dyads Types of selling jobs: Sales development, Sales maintenance Sales force objectives Sales force strategies: Market access strategies, Account relationship strategy Theories of personal selling: AIDAS Theory, Buying formula theory of selling, Behavioral equation theory, Right set of circumstances theory Approaches to personal selling: 38

Trade Promotions: The Nature of

Trade Promotions - Types of Trade Promotions - Objectives of Trade Promotions - Concerns in Using Trade Promotions. Consumer Promotions: Coupons Premiums - Contests and Sweepstakes - Refunds and Rebates Sampling - Bonus Packs - PriceOffs - Other Issues in Promotions Programs - Planning for Consumer Promotions - Business-to-Business Programs - International Consumer Promotions Programs. Personal Selling, Database Marketing, and CRM: Personal Selling - Retail Sales - Retail Sales Presentations - Buyer-Seller Relationships - Business-to-Business Selling Process Trends in Business Selling - Personal Selling in International Markets - Database Marketing - Direct Marketing International Concerns in Direct Marketing - Permission Marketing Frequency Programs - Customer Relationship Management. Public Relations, Regulations, and Sponsorship Programs: The Public Relations Department and its Functions - Types of Stakeholders Public Relations Events - Damage Control - Social Responsibility Public Relations Tools - Regulating Marketing Communications - The Federal Trade Commission - Industry Regulation of Negative Marketing Practices - Sponsorship Marketing Event Marketing Internet Marketing: Who Uses the Internet? - Marketing Functions on the Internet - E-Commerce - ECommerce Initiatives - Business-toBusiness E-Commerce - IMC and the Internet - Direct Marketing on the Internet - Viral Marketing on the Internet - Internet Design Issues. Elective Marketing Introduction to Sales Management

The BBA Program - Curriculum Estimating Market Potential and Forecasting Sales: Importance of assessing market potential Need to determine market potential Analyzing market potential: Ability to buy, Willingness to buy Sources of data: Secondary sources, Primary sources Importance and uses of sales forecasts Sales forecasting methods: Qualitative methods, Quantitative methods Selecting a forecasting method: Accuracy, Costs, Type of data available, Requirements of the software, Experience of the company Criteria for effective forecasting: Accuracy, Plausibility, Durability, Flexibility, Availability of statistical indexes, Organizational participation, Demand patterns in the market for the product Difficulties associated with forecasting: Lack of adequate sales history, Lack of time, money and qualified personnel, Changing customer attitudes, Fashions and fads. Hiring and Training Sales Personnel: Recruitment and its importance Determining specific requirements of the sales personnel: Mental aptitude dimensions, Personality dimensions Sales personnel selection process: Sourcing the candidates, Screening the candidates, Selection test, Background check, Personal interview, Letters of recommendation, Physical examination, Making the employment offer Types of sales training: Initial sales training, Follow-up or refresher training, Training by the manufacturer to the distributors sales force, Training by the manufacturer to the customers Benefits of sales training Sales training programs: Designing the training program, Implementing the training program, Evaluating training programs. Part III: Directing the Sales Effort Leading the Sales Force: Nature of leadership Characteristics of an effective leader: Personal characteristics of the manager, Needs and motives, Bases of power, Past experience Leadership styles of sales managers: Traditional leadership styles, Modern leadership styles Skills essential for a leader: Delegation skills, Communication skills, Team-building skills, Administrative skills, Interpersonal skills. Motivating the Sales Force: Concept of motivation Motivational theories: Maslows hierarchy of needs theory, Herzbergs two-factor theory, Goal setting theory, Expectancy theory, Job design theories Motivation and productivity of the sales force Effect of personal characteristics on sales force motivation: Competitor, Achiever, Ego-driven, Serviceoriented Sales motivational mix Motivating the sales personnel at different stages of their career: Exploration stage, Establishment stage, Maintenance stage, Disengagement stage. Compensating Sales Personnel: Objectives of compensation plans: Balancing the needs of personnel, Managing effects of time Characteristics of compensation plans: Fairness to all, Flexibility, Provide incentive and motivation, Lead to direction of efforts towards company objectives, Ease of administration and comprehension Types of compensation plans: Straight salary, Straight commission plans, Combination salary plans Designing compensation plans: Determine specific objectives, Establish desired levels of earnings, Methods of payment Implementing compensation plans Sales contests: Planning sales contests, Evaluating sales contests Sales force expenses: Expense plans, Types of expense plans Fringe benefits: Elements in fringe benefit, Advantages of fringe benefits. Part IV: Controlling the Sales Effort Evaluating Sales Force Performance: Sales force performance - Determinants of sales force performance: Internal factors, External factors- Performance evaluation: Purpose and reasons, Who should evaluate, When to evaluate - Information sources for evaluation - Criteria for the evaluation of sales force performance 39 - Establishing performance standards Methods of sales force evaluation: Essays, Rating scales, Forced choice method, Ranking, New methods of evaluation - Monitoring and reviewing sales force performance. Sales Budgets: Purpose of sales budgets: Mechanism of control, Instrument of planning Benefits of budgeting: Improved planning, Better communication and coordination, Control and performance evaluation, Psychological benefits Types of budgets: Sales budget, Sellingexpense budget, Administrative budget & Profit budget Methods of budgeting for sales force: Affordability method, Percentage of sales method, Competitive parity method, Objective-and-task method, Return oriented method Requirements for successful budgeting: Involvement & support of top management, Flexibility in budgeting Developing a sales budget: Review and analysis of the situation, Identifying specific market opportunities and problems, Sales forecasting, Communicate sales goals and objectives, Preliminary allocation of resources, Preparing the budget, Getting approval for the budget Precautions in preparing sales budgets: Inability to project course of future events, Inability to gain acceptance, Involvement of time, Repudiation of the long term. Time and Territory Management: Time management and its importance: Better market coverage, Reduced selling costs, Improved customer service, More accurate evaluation of sales force personnel Territory management and its importance: Benefits of territory management Criteria for territory design: Sufficient potential, Reasonable size, Adequate coverage, Minimum impediments Methods for designing territories: Buildup method, Breakdown method, Incremental method Procedures for developing territories: Identify objectives and criteria for territory formation, Bases for developing territories, Assigning sales personnel to territories Operating the territory

The BBA Program - Curriculum management system: Routing, Scheduling. Sales Quotas: Importance of sales quotas: Provide performance targets, Provide standards, Provide control, Provide change of direction, Tool for motivating salespeople Types of sales quotas: Sales volume quotas, Profit quotas, Expense quotas, Activity quotas Characteristics of a good sales quota Methods of setting sales quotas: Quota setting processes Administering sales quotas: Minimizing acceptance problems, Managing and controlling people through quotas Limitations of sales quotas. Sales and Cost Analysis: Sales managers responsibility to ensure profits Nature of sales control: Objectives of sales control, The sales control process, Difficulties in sales control Sales analysis: Elements of sales analysis, Steps in sales analysis, Variations of Sales Analysis, Problems in sales analysis Sales audit: Elements of sales audit Marketing cost analysis: Types of costs, Procedure for cost analysis Marketing audit: Procedure for a marketing audit, Components of a marketing audit Profitability analysis: Break-even analysis, Capital budgeting tools Principles of analysis: Iceberg principle, 80-20 Principle, Cross-classifications. Part V: Global Sales Management and Ethical Issues in Sales Management International Sales Management: Role of the sales manager in the international market: Basic-level functions, Advanced level functions International sales and marketing opportunities Challenges in international sales management: Economic environment, Legal environment, Cultural environment Strategic issues for international sales and marketing: Marketing mix Adapt or Standardize? Obtaining international information, Entering overseas markets Structures for international sales organizations: Long-distance selling, Manufacturers representatives, Piggybacking, Intermediaries, Establishing direct sales force abroad International sales management practices: Recruitment of sales personnel, Selection of sales personnel, Training and development of sales personnel, Sales incentives and compensation. Ethical and Social Issues in Sales Management Ethics in business What is corporate social responsibility? Evolution of corporate social responsibility (CSR) Levels of social responsibility: Obeying the law, Meeting public expectations, Anticipating new social demands, Leading the way What influences ethical behavior: Individuals role, Organizations role Managements ethical responsibilities: Ethical issues facing a sales manager, Ethical issues facing a salesperson. Introduction to Marketing Research (3 hours: 100 marks) Planning the Research Design, Selection of Research Methods, Analyzing the Research Designs, Selection of Sampling Procedure, Data Collection, Evaluation and Analysis of Data, Presenting the Research Report. Part III: Building the Framework of Marketing Research Initiating the Marketing Research Process: Identification of Problem/opportunity Exploratory Research; Development of Objectives for the Research; Development of Hypothesis Hypothesis Testing; Value of Information Marketing Information System, Marketing Decision Support System. Planning the Research Design: Meaning of Marketing Research Design; Need for Research Design; Characteristics of a Good Research Design; Research Design Concepts; Types of Research Designs Exploratory Studies, Descriptive Studies, Causal Studies; Benefits of Research Design; Research Proposal. Measurement in Marketing Research: Importance of Measurement; Measurement Scales Nominal Scale, Ordinal Scale, Interval Scale, Ratio Scale; Criteria for Good Measurement Accuracy Reliability, Validity, Sensitivity, Generalizability, Relevance; Sources of Measurement Problems Respondent Associated Errors, Instrument Associated Errors, Situational Errors, Measurer as Error Source. Attitude Measurement in Marketing Research: Components of Attitude Cognitive Component, Affective Component, Behavioral Component; Importance of Attitude Measurement; Scales used to Measure Attitude Single Item Scales, Multi-Item Scales; Considerations in Selecting a Scale Balanced Versus Unbalanced Scales, Number of Categories, Odd or Even Number of Scale Categories, Forced Versus Unforced Choice. Selection of Research Methods and Analyzing the Research Design:

Part I: Basic Concepts of Marketing Research

Introduction to Marketing Research: Definition of Marketing Research; Scientific Thinking and Marketing Research; Relationship between Marketing and Marketing Research; Basic Research, Applied Research; Role of Marketing Research in Decision-Making Problem/Opportunity Identification, Problem/Opportunity Selection, Problem/Opportunity Resolution, Implementing The Course of Action; Scope of Marketing Research; Advantages and Limitations of Marketing Research, Advantages of Marketing Research, Limitations of Marketing Research. Part II: Framework of Marketing Research The Process of Marketing Research: Understanding the Marketing Research Process; The Process of Marketing Research; Steps in the Research Process Identification of the Problem/Opportunity, Development of Objectives for the Research, Development of Hypothesis, 40

The BBA Program - Curriculum Survey Research Nature of Survey Research, Factors determining the Selection of Survey Research; Experiment Nature of Experiments, Experimental Validity; Secondary Data Nature of Secondary Data, Primary Vs Secondary Data; Observation Studies Nature of Observation Studies, Types of Observation Studies, Analyzing the Research Designs; Criteria for Classification of Research Designs. Selection of Sampling Procedure: Basic Definitions and Concepts Population and Universe, Census, Sample and Sampling; Types of Sampling Probability Sampling Simple Random Sampling, Systematic Sampling, Stratified Random Sampling, Cluster Sampling; Non-Probability Sampling - Convenience Sampling, Quota Sampling, Judgment Sampling, Snowball Sampling; Steps in a Sampling Process - Defining the Target Population, Specifying the Sampling Frame, Specifying the Sampling Unit, Selection of the Sampling Method, Determination of Sample Size, Specifying the Sampling Plan, Executing the Sampling Plan. Questionnaire Design: Preliminary Decisions - Required Information, Target Respondents, Interviewing Technique; Response Format Open-ended Questions, Close-ended Questions; Question Wording; Questionnaire Sequence Lead-in Questions, Qualifying Questions, Warm-up Questions, Specific Questions, Demographic Questions; Questionnaire Pre-testing Revision and Final Draft. Data Collection: Importance of Data Collection; Data Collection Methods Secondary Data - Classification of Secondary Data, Advantages & Limitations of Secondary Data; Surveys Survey Methods, Advantages of Survey Research, Disadvantages of Survey Research; Experimentation Issues in Experimentation, Advantages and Limitations of Experimentation; Observation Methods Direct Observation, Contrived Observation, Content Analysis, Physical Trace Measures, Participant Observation, Behavior Recording Devices, Advantages and Disadvantages of Observation Methods; Qualitative Research Methods - Depth Interviews, Focus Groups, Projective Techniques. Evaluation and Analysis of Data: Evaluation of Data Validating and Editing; Pre-requisites for Analysis Coding; Pre-requisites for Analysis Data Entry; Simple Analysis Tabulation, One-Way Frequency Tabulation, Cross Tabulation; Data Mining. Advanced Data Analysis: Measures of Central Tendency Arithmetic Mean, Median, Mode; Hypothesis Testing Steps in Hypothesis Testing, Type I & Type II Errors; Correlation Analysis Scatter Diagram Method, Karl Pearsons Coefficient of Correlation, Spearmans Rank Correlation Coefficient, Method of Least Squares; Regression Analysis Regression Line, Method of Least Squares; Multivariate Analysis. Presenting the Research Report: Understanding Research Reports; Types of Research Reports Short reports, Long reports; Components of Reports - Prefatory Information, Introduction, Methodology, Findings, Conclusions and Recommendations, Appendices, Bibliography; Written Presentation; Oral Presentation; Visual Aids Tables, Charts and Graphs. Part IV: Applications of Marketing Research Marketing Research in Practice: Importance of Marketing Research for Organizations; Role of Marketing Research In New Product Development, In Segmenting the Markets, In Identifying the Needs of Customers, In Sales Forecasting and Estimating the Market Potential, In Analyzing the Satisfaction Levels of Customers, In Future Managerial Decisions; Advertising Research. Part V: Managing Marketing Research and Ethical Concerns Managing Marketing Research: Identifying the Need for Marketing Research; Resource Allocation for 41 Marketing Research; Selecting the Marketing Research Agency; Managing the Agency Client Relationship. Ethical Dimensions of Marketing Research: Making Ethical Decisions; Rights and Responsibilities of the Manager; Rights and Responsibilities of the Researcher; Ethical Treatment of Respondents Knowledge of Benefits, Protection against Deception, Right to Informed Consent, Right to Debriefing, Right to Privacy.