Mirpur University of Science & Technology (MUST)

MUST Business School

Mirpur Azad Jammu & Kashmir

MBS Phone No: 05827-961113

Scheme of Study for BBA-Bachelors of Business Administration

Code Course Title Credit Hours
First Semester
BBA-111 Principles of Accountings 3
BBA-112 IT in Business 3
BBA-113 Pak. Studies/ Islamic Studies 3
BBA-114 Introduction to Psychology 3
BBA-115 Freshman English-I 3
BBA-116 Business Mathematics-I 3
Total Credit Hours 18
Second Semester
BBA-121 Micro Economics 3
BBA-122 Business Mathematics-II 3
BBA-123 Business Ethics 3
BBA-124 Financial Accounting 3
BBA-125 Freshman English-II 3
Total Credit Hours 15
Third Semester
BBA-231 Principles of Marketing 3
BBA-232 Macro Economics 3
BBA-233 Introduction to Sociology 3
BBA-234 Business Statistics-I 3
BBA-235 Business Communication 3
 Total Credit Hours 15
Fourth Semester
BBA-241 Research Methods & Report Writing 3
BBA-242 Principles of Management 3
BBA-243 Marketing Management 3
BBA-244 Business Finance 3
BBA-245 Business Statistics-II 3
Total Credit Hours 15
Fifth Semester
BBA-351 Cost Accounting 3
BBA-352 Human Resource Management 3
BBA-353 Organizational Behavior 3
BBA-354 Financial Management 3
BBA-355 Business Law 3
Total Credit Hours 15
Sixth Semester
BBA-361 Financial Institutions 3
BBA-362 Consumer Behavior 3
BBA-363 Money & Banking 3
BBA-364 Elective-I 3
BBA-365 Elective-II 3
Total Credit Hours 15
Seventh Semester
BBA-471 Strategic Management 3
BBA-472 Operations Management 3
BBA-473 Managerial Accounting 3
BBA-474 Elective-III 3
BBA-475 Elective-IV 3
Total Credit Hours 15
Eighth Semester
BBA-481 Project 6
BBA-482 Entrepreneurship 3
BBA-483 Total Quality Management 3
BBA-484 Elective-V 3
BBA-485 Elective-VI 3
Total Credit Hours 18
Grand Total Credit Hours 126

Director
MBS
 Methods of Evaluation

METHOD OF LEARNING AND CONTACT HOURS

A variety of techniques will be used to enhance your learning for this course. These include face-
to-face lecture, discussion, exams, cases, in-class group activities, and internet research and guest
speaker sessions. You are expected to come to every session prepared based on provided
material. Weekly contact of this course is 3 hours.
ASSESSMENT ITEMS AND WEIGHTS
Students will have several opportunities to demonstrate their knowledge and understanding of
the subject material taught in the class. Though much of the learning is actually achieved in-
class, students are expected to complete certain assignment, quizzes, and mini projects to pass
the subject. Students will be assessed according to the following criteria.
I. Mid Term Examination (30%)
Midterm exam will consist of applied questions, multiple choice and case studies/scenario
Analysis.
II. Final Examination (50%)
The final exam will consist of application of concepts in terms of numerical, MCQ, case study,
and questions on guest speaker sessions (if any)
III. Internals (20%)
Internal marks comprises of the following
a. Quizzes
During the semester, at least two quizzes will be given to the class. There will be no retake for
those who missed the quiz.
b. Project/ Topic / Case Study Presentation
Class will be divided in to reasonable syndicates for case studies / topic presentation/ class
project. Each syndicate will present the case / topic according to the recommended format.
QUALITY ASSURANCE
The completion of the course evaluation survey is mandatory and will be carried before the start
of the final exam. The findings of the survey are used in improving the course as well as its
delivery. The survey is conducted by quality enhancement cell of the university and is
anonymous.
 BBA
Course structure

Semester-I
Course Code Course Title Credit Hours
BBA-111 Principles of Accountings 3
BBA-112 IT in Business 3
BBA-113 Pak. Studies/ Islamic Studies 3
BBA-114 Introduction to Psychology 3
BBA-115 Freshman English-I 3
BBA-116 Business Mathematics-I 3

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit Hours: 03
Course Code: BBA-111
Course Name: Principles of Accounting

COURSE DESCRIPTION/OBJECTIVES
The primary aim of Principles of Accounting is to provide students with an introduction to the
process and functions of financial reporting. Whilst a large proportion of the course is aimed at
understanding accounting as a process, taking a preparers‟ perspective, we will also seek to
develop an understanding of the importance of the role of accounting in today‘s society.
LEARNING OUTCOMES
After studying this course the student will be able to understand:
1. The language of accounting and financial reporting;
2. Complete Accounting Cycle
3. Preparation and the role of Journal, Ledger and subsidiary books
4. Preparation of balance sheet, profit and loss account and cash flow statement.
 Weeks Course Contents
Week Introduction: Purpose and Nature of Accounting, Importance of Accounting,
1&2 Accounting vs. Accountancy, Various areas of Accounting, Forms of Business
enterprises, Accounting Information users, GAAP, Accounting Systems. Accounting
Terminology.
Week Recording Business Transactions: Types of Accounts. Debit & Credit Rules. Book
3,4,5,6 keeping, Book keeping vs. Accounting. Accounting equation. Entry, Types of Entry,
Narration. Journal, Ledger, Trial Balance.
Week –7 Measuring of Business Income: Preparation of Income Statement, Statement of
Owner‘s Equity. Adjusting Process. Preparation of Balance Sheet, Closing Entries.
Preparation of Work sheet.
MID TERM
Week Controlling Accounts & Subsidiary Ledger Accounts. Special Journal for
9,10 Purchase & Sales, Purchase Returns & Sales Returns. Cash Receipts and Cash
Payment Journal, Accounts Receivables & Accounts Payables
Week Control of Cash Transactions and Bank Reconciliation Statement. Cash Book
11,12,13 (Single, Double & Treble column), Petty Cash Book, Cash Book and Cash Account.
Bank Reconciliation Statement.
Week Capital & Revenue: Capital & Revenue Expenditures, Capital & Revenue Receipts,
14&15 Capital & Revenue Profits, Capital & Revenue Losses.
Week- 16 Presentation Session
Final Examination

RECOMMENDED TEXT BOOKS:

1. Robert F.Meigs and Walter B.Meigs: Accounting: The Basis for Business Decisions,
McGraw Hill, Inc.
2. Frankwood: Business Accounting-I, Business Accounting-II
3. M.A.Ghani, Principles of Accounting.
4. Accounting : Sohail Afzal.
 Mirpur University of Science & Technology (MUST)
Must Business School

Discipline: BBA
Credit Hours: 03
Course Code: BBA-112
Course Name: IT in Business

COURSE DISCRIPTION
The progress in Information Technology (IT) has been very rapid: new concepts and
technologies are constantly emerging and are leading to the development of new products and
innovative applications. IT is also expected to fuel development of next generation technologies
in other disciplines. IT has become a critical tool for economic, business and social development
and will play a pivotal and catalytic role in our nation's progress.
LEARNING OUTCOMES
Through this course, students will be able:
1. To know and understand the working of Computers, its Peripheral Devices; differentiate
between Multi-Tasking and Multi Processing. Learn basic principles of using Windows
operation system. Be able to understand the basics of networking, its emerging technologies.
As the technology changes day by day and improves every day it is becoming almost
impossible for a person to accomplish any task without help of computer. In general, develop
an intuitive sense of how computers work and how they can be used to make their academic
and professional life work more efficient.

2. To Increase productivity through the utilization of Microsoft Office applications such as

Word, Excel, PowerPoint and Outlook, with greater efficiency. This course will help them
master their skills in these commonly used commercial and professional software‘s including
MIS & ERP‘s.

Weeks Course Contents

Week Introduction to Computer:
1&2 Definition of Computers, Types of Computers, Generation of Computers.
Week Hardware: Hardware components and peripherals.
3&4 Software: Introduction and function of systems software, Application Packages,
 Level of languages
Week 5 Windows – XP: Introduction and concept of Operating Systems, Function
Accessories
Week 6 MS – Word: Introduction to Word Processing. Inserting, deleting text, save and
exit file, open and close file, copy and paste text. Find and replace contents, bold,
underline, italic, font and font size, paragraph settings, bullets and numbering,
border and shading, columns, tab setting, change case, header and footer, print
preview and print, insert page, page break, date and time, spelling and grammar,
mail merge, tables, insert/delete column and row.
Week 7 MS –Excel: Introduction to spreadsheets, inserting data in a worksheet, save and
exit file, open and close, cut copy and paste the data, formatting, cell, column,
bold, italic, underline, font and font size, borders. Formula writing, print preview
and print, insert: cell, row, column, pictures, full and filter data, generating charts,
spell checker, find and replace.
MID TERM
Week MS – Power Point: Creating a basic presentation, building presentation,
9 & 10 modifying visual elements, formatting and checking text, inserting objects,
applying transitions,. Preparing handouts and slides for display.
MS – Access: Introduction to database, designing database files, commands in
Week database, working with file, brows and edit, sort, indexing and filter printing and
11 & 12 reporting, set command and functions, data importing and exporting, link with the
files.
Week  Files and Data Basics
13,14,15  Internet Basics
 E-Commerce
 Information Systems importance in Business
 E-Banking
Week- 16 Presentation Session
Final Examination
RECOMMENDED / REFERENCE BOOKS
1. Introduction to Computer by Peter Norton,
2. Mastering Microsoft Office 2000 by Gini Courter , Anneth Marquis Professional Edition
3. Computer Fundamentals Concepts, Systems & Applications, by P.K. Sinha
4. Fundamentals Concepts of Computer System by Asiya Sultan & Amena Nudrat.

Mirpur University of Sciences & Technology

MUST Business School

Discipline: BBA
Credit hours: 03
Course code: BBA-113
Course Name: Islamic studies & Pak-studies

Course Description:
The course will focus attention upon the creation of Pakistan examining its several essential and
other elements to understand its foundation and later on its function as a state system.
LEARNING OUTCOMES:
During the course, among other things, students will be able to
1. Understand the Ideology of Pakistan
2. Understand with clarity the several issues in its formation
3. Learn about the creation of Pakistan and several problems which were faced by the
new nation
4. Learn about socio-political and economic development
5. Learn about the political and constitutional development of the country
6. Be acquainted with the foreign relations of Pakistan

COURSE CONTENTS:
WEEKS COURSE CONTENTS
Week-1 Ideology of Pakistan, Pakistan Ideology
Historical perspective of Pakistan Ideology
Week-2 Aligarh movement, Establishment of Pakistan, Land of Pakistan
Week-3 Geographic boundaries of Pakistan, Resources of Pakistan
Division of Assets, Ayub Khan‘s era, Creation of Bangladesh.
Week-4 Butto‘s reforms, Zia‘s era, Social structure of Pakistan, Literacy in Pakistan,
Agriculture of Pakistan
Week-5 Industries of Pakistan, Foreign policy of Pakistan
Week-6 Pakistan and the Muslim World
Week-7 Pakistan and ECO, Pakistan and India
MID TERM
RECOMMANDED / REFERENCE BOOKS:
1. Ikrame Rabbani: Pakistan Studies
2. Dr. Javaid Iqbal: Ideology of Pakistan, Ferozsons, Rawalpindi

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-114
Course Name: Introduction to Psychology

Course Description:
This course will introduce you to the fundamental principles of psychology. It has been designed
not only to provide students with the tools necessary for the study of psychology but to present
with a sampling of the major areas of psychology research. The course begins with a short
overview of how psychology developed as an academic discipline and an introduction to a
number of the principle methodologies most commonly developed in its study. The subsequent
units are arranged around broad areas of research including emotions, development, memory and
motivation etc.
Learning Outcomes:
Upon successful completion of this course, you will be able to:
 Identify the steps of the scientific method and explain how this method applies to
psychological research methodology and statistical analyses;
 Demonstrate an understanding of the general history of the field of psychology;
 Explain the nature versus nurture argument and the current status of thinking regarding
gene-environment interaction;
 Identify the basic components and mechanisms of the major biological systems often
studied in psychology; and
 Demonstrate an understanding of the basic findings within a variety of areas of
psychology, including: Sensation and perception, Learning and memory, Emotion,
Development, Social psychology.
 COURSE CONTENTS

Weeks Course Contents

Week Introduction to Psychology
1,2&3
 Nature and Application of Psychology with special reference to
Pakistan.
 Historical Background and Schools of Psychology (A Brief
Survey)
Week Methods of Psychology
4&5
 Observation
 Case History Method
 Experimental Method
 Survey Method
 Interviewing Techniques
Week Biological Basis of Behavior
6&7
 Neuron: Structure and Functions
 Central Nervous System and Peripheral Nervous System
 Endocrine Glands
MID TERM
Week Sensation, Perception and Attention
9&10
 Sensation
Characteristics and Major Functions of Different Sensations
 Vision: Structure and functions of the Eye.
 (ii) Audition: Structure and functions of the Ear.
Week 11&12  Perception
 Nature of Perception
 Factors of Perception: Subjective, Objective and Social
 Kinds of Perception:
Spatial Perception (Perception of Depth and Distance)
Temporal Perception; Auditory Perception
Week  Attention
13,14&15
 Factors, Subjective and Objective
  Span of Attention
 Fluctuation of Attention
 (iv) Distraction of Attention (Causes and Control)
Week- 16 Presentation Session
Final Examination

RECOMMENDED BOOKS
1. Atkinson R. C., & Smith E. E. (2000). Introduction to psychology (13th ed.).Harcourt Brace
College Publishers.
2. Fernald, L. D., & Fernald, P. S. (2005). Introduction to psychology. USA: WMC Brown
Publishers.
3. Lahey, B. B. (2004). Psychology: An introduction (8th ed.). McGraw-Hill Companies, Inc.

Mirpur University of Science & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-115
Course Name: Freshman English-1

COURSE DESCRIPTION
This course has been designed to propel students to seek development of their basic linguistic skills
through appreciation of English grammar and composition. This course provides the students
Language skills for effective communication, organizational communication, the writing process,
designing business documents, writing business correspondence, preparing reports, proposals,
manuals and presentation, preparing employment and administrative messages, business
terminology for marketing and trade, communicating with the customer
INDENTED LEARNING OUTCOMES
1. By the end of this course it is expected that the student will be able to:
2. To further develop student‘s skills in reading, writing, speaking and thinking.
3. To develop students „understanding and appreciation of English language and its use in
effective communication and literature.
4. To develop student understands and appreciation of essay writing, short stories and will
develop ability to evaluate and understand written material.
5. To develop effective business communication skills and enhance presentation skills.
Weeks Course Contents
Week – 1 Grammar review
Week – 2 Vocabulary Development
Week – 3 Pronunciation
Week – 4 Drills
Week – 5 The psychology of effective communication
Week – 6 Principle of communication psychology
Week – 7 Report writing Presentation
MID TERM
Week – 9 The need for business report
Week – 10 Effective reading skills development, Book reading, Research paper reading
Week – 11 Informational report
Week – 12 Analytical reports
Week – 13 Writing headings and sub-headings
Week – 14 Using visual aid
Week – 15 Proof reading
Week- 16 Presentation Session
Final Examination

RECOMMENDED TEXT BOOKS:

1. Bov‘ee D. Philips: Business Communication today
2. Stewart, Zimiber& Clark: Business English & Communication
REFERENCE TEXT BOOKS:
1. Himstreet&Batty:Business Communication
2. Kitty O Locker: Business & Administrative communication
3. Practical English Usage
 Mirpur University of Sciences & Technology
MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-116
Course Name: Business Mathematics-I

COURSE DISCRIPTION:
This course is built upon the mathematical concepts, principles and techniques that are useful in
business management. The main objectives of the course are to enhance students‟ competency in
application of mathematical concepts in solving business management problems and to improve
their level of quantitative approach.
LEARNING OUTCOME
Upon the successful completion of this course, you should be able to:
1. Mathematical Function
2. Building and solving linear and quadratic equations
3. Types of functions
4. Matrices and its applications
5. Determinants and its applications
COURSE CONTENTS

Weeks Course Contents

Week Functions: Domain and Range Considerations, Restricted Domain and Range,
1&2
Multivariate Functions, Types of Functions, Constant Functions, Linear Functions,
Quadratic Functions, Cubic Functions, Polynomial Function, Rational Functions,
(Application of the above functions in Business)
Week Revenue, Cost and Profit Application: Revenue Applications, Cost Applications, Profit
3&4
Applications, Graphical representation of Functions, Graphing Functions in two
Dimensions
Week –5 Two- Variable Systems of Equations: Graphical Analysis, Slope- Intercept Relations,
Graphical Solutions
Week Linear Programming: Requirements (properties) of an LP problem, Basic assumptions
6&7
of an LP-Problem, General formulation of LP Problems, Some examples to formulate of
 LP Problems, Solution of LP Problems, Explanation of the Graphical Method, Solving
maximization Problems by using graphic method, Solving minimization Problems by
using graphic method
MID TERM
Week Matrix algebra: Introduction, Matrix addition and subtraction, Matrix multiplication,
9&10
Determinant of matrix, Solution of linear equation by inverse of a matrix
Week 11&12 Marginal Approach to Profit Maximization: Marginal Revenue, Marginal Cost, Break
- Even Models, Break Even Analysis
Week 13&14 Integral Calculus: Revenue and Cost Functions, Rules of Integration Applications
Exponential and Logarithmic Functions: Application of Exponential Functions,
Logarithms and logarithmic Functions
Week – 15 Interest and its Computation: Simple Interest, Compound Interest, The Power of
Compound Growth, Single Payment Computation, Compound Amount, Present Value,
Other Application Of the Compound Amount Formula, Effective Interest Rates
Week- 16 Presentation Session
Final Examination

RECOMMENDED TEXT BOOKS

1. Applied Mathematics For Business, Economics, And The Social Sciences, Frank S. Bud
Nick, (Fourth Edition).
2. Business Mathematics, Mirza Mohammad Hassan And Mohammad Ali Mirza.
REFERENCE Books:
1. Modren Mathematics With Applications To Business And The Social Sciences, Ruric E.
Wheeler And W.D.Peeples,Jr(Fourth Edition).
Semester-II
Course Code Course Title Credit Hours
BBA-121 Micro Economics 3
BBA-122 Business Mathematics-II 3
BBA-123 Business Ethics 3
BBA-124 Financial Accounting 3
BBA-125 Freshman English-II 3

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-121
Course Name: Micro Economics

COURSE DESCRIPTION
This course begins with a general introduction to economic ideas and methods and then proceeds
to focus on microeconomic issues. The course aims at providing the students a solid
understanding of basic microeconomic theories and the ability to apply those tools and ideas in
real world. Main objective of the course is to equip the students with a solid knowledge,
techniques of measurement, understanding with real world examples and practical application of
Micro Economic issues and to enable them to demonstrate their ability to apply economic theory
to a range of economic problems and effectively communicate their analysis.

LEARNING OUTCOMES
After studying this course the student will be able to understand:
1. Economy, factor of productions and their scarcity of resources
2. Determinants, factors and law of demand and supply
3. Analyze the effect of market structure on firm behavior
4. Micro economic variables and their classification
WEEKS Course Contents
1 Introduction
Basic Concept of economics , Definition of Economics,
Factors of Production, Types of Economies
2&3 Scarcity Problem
The Economic Problem of Scarcity, Limited Resources and Goods, Goals of
Market Oriented Economy, Concepts of Graph in Economics
4&5 Basic Elements of Supply and Demand
Definition of Demand, Law of Demand, Assumptions, Limitations, Shifts in
Demand, Curve, Individual and market Demand, Determinants of Demand,
Elasticity of Demand, Income Elasticity, Price Elasticity, Cross Elasticity,
Determinants of Elasticity.
Definition of Supply, Law of Supply, Assumptions, Limitation, Shifts in Supply
curve Determinants of Supply, Market Equilibrium, The Effects of Demand Shift
on Equilibrium, The Effect of Supply shifts on Equilibrium
6&7 Demand and Consumer Behavior
Introduction, Utility, Law of Diminishing Marginal Utility, Law of Equal and
Marginal Utility, Indifference Curve Approach, It‘s Shape, Assumptions, Budget
constraint, Income And Substitution Effects of a consumer
MID TERM
9 Analysis of Cost
Introduction, Total cost, Fixed Cost, Variable Cost, Marginal Cost, Average Cost,
Average Fixed and Variable Cost
10&11 Behavior of Perfect Competitive Markets
Markets, Kinds of markets, Behavior of Perfectly Competitive Market, Conditions
of Perfectly Competitive Market, Long and short Run Analysis and Short Comings.
12 Monopolistic competition
Monopoly, Conditions of Monopoly, Long Run and Short Run Analysis,
Monopolistic Competition, Oligopoly Markets, Duopoly Markets, Conditions of
Oligopoly Markets and Duopoly Markets, Long Run and Short Run Analysis
 13 Factor Pricing
Introduction, Marginal Productivity theory, Explanations and Assumptions, Factors
of Production
14 Labor Market
Introduction, Efficiency of Labor, Demand for Labor, Supply of Labor
15 Land and Capital
Characteristics of Land, Productivity of Land, Extensive Cultivation, Intensive
Cultivation, Capital, Forms of capital, Productivity of Capital, Capital Formation
Week- 16 Presentation Session
Final Examination

RECOMMENDEDBOOKS:
1. Samuelson Pual and Nordhaus W.D ― Economics‖ Latest Edition, McGraw Hill
2. McConnel and Brue ―Economics ―Latest Edition‖ McRraw Hill.
3. G.P Gould and Ferguson ―Microeconomics Theory‖ Latest Edition.
4. HabibullahVaseer ―Elements of Economics‖ Latest Edition.
TEXT/REFERENCE BOOKS
1. David M. Winch, Micro Economics: Problems and Solutions, Oxford University Press.
(Latest Edition)
2. Mc Connell & Brue, Economic 15th Edition., McGraw Hill, INC
3. Muhammad Hussain Choudhry, Economic Theory Volume 1, Caravan Book House,
Lahore 2002.

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 122
Course name: Business Mathematics II

COURSE DESCRIPTION
The scope of the course is to see the horizon of Mathematics & Statistics application in business
and financial affairs. The course stresses business applications using arithmetic, algebra, and
ratio-proportion and graphing.
Applications include payroll, cost-volume-profit analysis and merchandising mathematics. The
course also includes Statistical Representation of Data, Correlation, Time Series and Exponential
Smoothing, Elementary Probability and Probability Distributions. This course stresses logical
reasoning and problem solving skills.
INDENTED LEARNING OUTCOMES
At the conclusion of this course, the student should be able to:
1. Apply arithmetic and algebraic skills to everyday business problems.
2. Use ratio, proportion and percent in the solution of business problems.
3. Solve business problems involving commercial discount, markup and markdown.
4. Solve systems of linear equations graphically and algebraically and apply to cost volume
profit analysis.

COURSE CONTENTS
Weeks Course Contents
Week – 1 Set Theory, Types of sets Rate, Ratio, proportion, percentage, Interest,
depreciate and fraction
Week – 2 System of Linear Equations and its Applications Solution of Linear system of
equations as well as solution by graphically method
Week 3 & 4 Linear equations & Quadratic Equations with applications
Week 5 & 6 Equations reducible to quadratic equations Nature of the Roots
Week –7 Slopes, distance between two points , Writing of the Linear Equation
Slope-Intercept Form Slope and Point formula
MID TERM
Week – 9 Maturity value, Find the maturity value of a loan. Find the principal, rate, or
time using the simple interest formula
Week – 10 Applications of Matrices in Business, properties of determinants , Solution of
equations by various methods by using matrices, Gauss Jordan Elimination
Method
Week 11 & 12 Differentiation, Various rules of derivatives
Week – 13 Sequence & series
Week – 14 Trade and Cash Discounts, Annuities and Sinking Funds
Week – 15 Basic Rules of Counting‘s , Factorial, Expansion of Binomial Theorems
Week- 16 Presentation Session
Final Examination

Recommended/Reference Books

1. Cheryl Cleaves, Business Maths, Pearson (Latest Edition)

2. Burton, Shelton, Business Maths using Excel, South-Western Cengage Learning
3. Budnick, Mathematics for Business Economics and Social Science.

Mirpur University of Sciences & Technology

MUST Business School

Discipline: BBA
Credit hours: 03
Course code: BBA-123
Course name: Business Ethics

COURSE DESCRIPTION:
The course ―Business Ethics‖ will cover the various dimensions of the term ‗ethics‘, particularly
focusing on its application in the business world. Touching briefly on the philosophical
perspective of business ethics, the course will cover ethics at three broad levels- the individual,
the organizational and the global. Special emphasis will also be laid on identifying how business
ethics contributes to improved organizational performance. A brief glimpse of how various
functional practices promote ethical conduct will also be explored. In addition to this, an attempt
will be made at enhancing the students‘ awareness and decision-making skills needed to
contribute to responsible business conduct. The students learn the characteristics of ethical issues
in business. They become acquainted with the theoretical basis of business ethics: stakeholder-
theory, theories of responsibility and normative ethical theory, intercultural ethics; as well as
with theories and practices on the implementation of business ethics. This course introduces
contemporary and controversial ethical issues facing the business community. Topics include
moral reasoning, moral dilemmas, law and morality, equity, justice and fairness, ethical
standards, and moral development. Upon completion, students should be able to demonstrate an
 understanding of their moral responsibilities and obligations as members of the workforce and
society.
LEARNING OUTCOMES
At the end of the course, student should be able to:
1. Make ethical decisions.
2. Identify how ethical decisions affect various stakeholders
3. Generate ideas for programs and practices to solve ethical problems.
4. Use a variety of philosophical frameworks to explore ethical dilemmas.
5. Critically assess ethical arguments relevant to such issues.
6. Discuss the implications of some of the major ethical issues facing business and society
Course Contents
WEEK TOPICS
Week Introduction to Business Ethics: Ethics, Business Ethics, Why are ethics in business
1-2 & 3 important.
Ethical issues in Business: Foundation of Ethical Conflict, Classifications of Ethical ,
Issues, Ethical Issues Related to Participants and Functional Areas of Business,
Recognizing an Ethical Issue Applying Moral Philosophies to Business Ethics: Moral
Philosophy Defined, Moral Philosophy Perspectives
Week – 4 Social Responsibility: The Economic Dimension, The legal Dimension, The Ethical
Dimension, The Philanthropic Dimension.
Week An Ethical Decision-Making Framework: Ethical Issue Intensity, Individual Factors:
5-6 Stages of Cognitive Moral Development, Corporate Culture, Significant others,
Opportunity.
Week Business Ethics Evaluations and Intentions, Using the Ethical Decision-Making
7 Framework to Improve Ethical Decisions
MID TERM
Week - How the Organization Influences Ethical Decision Making: Organizational Structure
9-10 and Business Ethics, The role of Corporate Culture in Ethical Decision-Making, Group
Dimensions of Organizational Structure and Culture, Implications of Organizational
Relationships for Ethical Decisions
 WEEK TOPICS
Week 11- The Influence of Significant Others in the Organization: Interpersonal Relationships
12 in organizations, Organizational Pressures and Significant Others, Leadership,
Significant others and Ethical Behavior in Business. The Role of Opportunity and
Conflict: Opportunity, Conflict
Week Development of an Effective Ethics Program: An Effective Ethical Compliance,
13,14&15 Program, Codes of Ethics and Compliance Standards, High-Level Manager‘s
Responsibility for Ethical Compliance Programs and the Delegation of Authority,
Effective Communication of Ethical Standards, Establishing Systems to Monitor, Audit,
and Enforce Ethical Standards, Continuous Improvement of the Ethical Compliance
Program, The Influence of Personal Values in Business Ethics Programs, The Ethical
Compliance Audit
Week- 16 Presentation Session
FINAL EXAMINATION

RECOMMANDED BOOK:
1. Ferrell, O.C., and Fraedrich, John, Ethical Decision Making and Cases, New York: Houghton
Miffli.

Mirpur University of Sciences & Technology

MUST Business School

Discipline: BBA
Credit hours: 03
Course code: BBA-124
Course name: Financial Accounting

COURSE DESCRIPTION
Financial Accounting refers to information describing the financial resources, obligations, and
activities of an economic entity. The term financial position is used to describe an entity‘s
financial resources and obligations at one point in time, and the term results of operations is used
to describe its financial activities during the year.
Financial Accounting information is designed primarily to assist investors and creditors in
deciding where to place their scarce investment resources. Such decisions are important to
society, as they determine which industries and companies and even countries will receive the
financial resources necessary for growth, and which will not. Many other decision makers also
make use of financial accounting information. A company‘s manager and employees constantly
need such information in order to run and control business operations.

LEARNING OUTCOMES
After studying this course the student will be able to understand:

1. This course will enable the students to combine practice and theoretical knowledge of
financial accounting.
2. The students of this course will be active learners and develop awareness of emerging
trends in financial accounting,
3. The course will provide decision making skills to the students in the financial analysis
context,
4. The students of this course will have the ability to identify and analyze financial
accounting problems and opportunities in real life situations.

Weeks Course Contents

Week Accounting Concepts: (Review)
1&2 GAAP, The Consistency Principle, The Disclosure Principle, Materiality Principle,
Conservatism Principal etc, International Accounting Standards-Overview.
Week Partnership Accounts:
3&4 Introduction, Types of partners, Formation of Partnership, Partnership Deed,
Admission & Liquidation, Division of Income.
Week Corporation Accounting:
5,6,7 Introduction, Formation of Corporation, Types of Capital ,Types of Shares/Stock &
Debentures/Bond, Accounting process for issue of shares and Debentures,
Preparation of Corporation‘s Balance Sheet.
MID TERM
Week Statement of Cash Flow:
 9&10 Introduction & Purpose, Classification of Cash Flow, Preparation of Cash Flow
Statement.
Week Plant Assets & Depreciation:
11&12 Categories of Plant Assets. Depreciation, Causes of Depreciation, Depreciation,
Depletion and Amortization. Methods of Depreciation: Straight line Method,
Diminishing balance method, sum of years digit method, Double declining balance
method.
Week Inventories:
13,14,15 Introduction, Types of Inventories.
Inventory costing Methods:
LIFO, FIFO, AVERAGE
Week- 16 Presentation Session
Final Examination

RECOMMENDED / REFERENCE BOOKS:

1. Robert F. Meigs and Walter B. Meigs: Accounting: The Basis for Business Decisions,
McGraw Hill, Inc.
2. Eric G. Flamholtz, Diana TroikFlamholtz, Michael A.Diamond: Principle of
Accounting, Macmillan Publishing Co. New York
3. Frankwood, Business Accounting-I and Business Accounting-II
4. M.A.Ghani, Principles of Accounting.
5. Fundamentals of Accounting, Aftab Ahmed

Mirpur University of Sciences & Technology

MUST Business School

Discipline: BBA
Credit hours: 03
Course code: BBA-125
Course name: Freshman English-II

COURSE DESCRIPTION/OBJECTIVE
This course aims at helping students develop a positive, constructive and practical approach to
effective written and oral communication in business and professional settings.
Audience awareness, developing a design, handling questions and answers, personal presence,
style and body language are some other aspects that will be discuses
INDENTED LEARNING OUTCOMES
By the end of this course it is expected that the student will be able to:
1. Communicate in clear, concise correspondence to meet the diverse needs and multiple
purposes of business and social communication situations. Presentations, interviews, meetings
and conferences are an integral part of any professional environment. Well-prepared and well-
executed presentations leave an indelible impression on superiors, peers and subordinates alike.
2. Students will learn to use graphics, audio-visual aids and audience handouts in an effective
manner
COURSE CONTENTS
Weeks Course Contents
Week – 1 Paragraph Writing
Week – 2 Comprehensions& Précis Writing
Week – 3 Dialogue Writing & Discussions and Presentations
Week – 4 Importance of web sites in business
Week – 5 How to launch a product
Week – Political influences on the banking sector of Pakistan
6&7 Fate of luck which plays important role in our industry
MID TERM
Week – 9 Proof Reading & Letters& Paragraphs
Week – 10 Articles
Week – 11 How to make your sentences alive?
Week – 12 What is emphasis?& Emphasis by Weight
Week – 13 Grammatical Weight& Emphasis by Position
Week – 14 Emphasis by Separation and Isolation
Week – 15 Emphasis by Repetition
Week- 16 Presentation Session
Final Examination
RECOMANDED BOOKS:
1. Business Communications by Wills
2. Exploring the World of English by Saadat Ali Shah.3. Business Opportunities by Vicky Hollet
REFERENCE BOOKS:
1. Practical English Usage
Semester-III
Course Code Course Title Credit Hours
BBA-231 Principles of Marketing 3
BBA-232 Macro Economics 3
BBA-233 Introduction to Sociology 3
BBA-234 Business Statistics-I 3
BBA-235 Business Communication 3

Mirpur University of Sciences & Technology

MUST Business School

Discipline: BBA
Credit hours: 03
Course code: BBA-231
Course name: Principles of Marketing

COURSE DESCRIPTION
This course is designed to introduce basic principles and foundations of marketing with respect
to a business organization. This course focuses on developing an understanding of key marketing
concepts. Moreover, the objective of the course is to impart the conceptual knowledge tactical
marketing mix decisions. Further it will provide the student with a comprehensive framework to
evaluate marketing decisions and to create successful marketing initiatives.

LEARNING OUTCOMES
The students completing the course should be able to:
1. Understand the consumers and the marketplace.
2. Understand the marketing mix and its applicability in marketing decisions.
3. Understand the functions of marketing communication and discuss social responsibility and
ethics in marketing.
WEEKS Course Contents
1 Understanding Marketing and Marketing Process
What is marketing? Marketplace and customer‘s needs Basic functions of
marketing, Importance of marketing
2&3 Marketing Strategy: Building strong customers relationship
Defining marketing role, Marketing strategy and marketing Mix, Managing the
marketing efforts.
4&5 Consumer Buying Behavior.
What influence consumers behavior, Types of buying decision behavior, The
buying decision process, The buying decision process for new products
6&7 Business markets and Business Buyers’ Behavior
Business markets, Business buying behavior, Stages in business buying process,
Institutional and government markets
MID TERM
9 Market Segmentation, Targeting and positioning for competitive advantage
Market Segmentation, Market Targeting, Differentiation and positioning
10 Product and Services Marketing Strategies.
What is product and service, Level of product and services, Product and services
classification, Product and services decision, Services marketing
11 New Product Development and Product Life Cycle Strategies.
New product development strategies, New product development process, Product
life cycle strategies
12 Developing pricing Strategies
What is price? Setting price, Price adjustment strategies, New-product pricing
strategies, Price changes,
13 Marketing channels and Supply Chain Management.
Nature and importance of marketing channels, Various marketing channels,
Channel design decision, Channel management decision
14 Retailing and Wholesaling
Types of retailers, Retailers marketing decision, The future of retailing, Types of
 wholesaling, Wholesalers marketing decision, Trends in wholesaling
15 Integrated Marketing Communication.
The marketing communication mix, A view of communication process, Steps in
developing effective communication, Socially responsible marketing
communication
16 Advertising and Public Relations.
Setting advertising objectives, Types of advertising, The advertising decision
process, The role and impact of public relation, Major public relation tools
Final Examination

Recommended/ Reference Books:

1. Michael J.E. Brvce J. Walker William J. Stanton ―PRINCIPLES OF MARKETING‖
2. McGraw Hill (11th Edition 1997)
3. K. Philip and Gray Arms, ‖The Principles of Marketing‖
4. Thomas C. Kinnear, Kenneth L-Bern Hardt, ―PRINCIPLES OF MARKETING‖
5. Kathleem A. Krentler, Honper Collin College Publishers(4th Edition)

Mirpur University of Sciences & Technology

MUST Business School

Discipline: BBA
Credit hours: 03
Course code: BBA-232
Course name: Macro Economics

COURSE DESCRIPTION
This course begins with a general introduction to economic ideas and methods and focus on
macroeconomic issues and limitation of macroeconomics, The course aims at providing the
students a solid understanding of basic macroeconomic concepts such as GDP and NNP etc.
Main objective of the course is to equip the students with a solid knowledge and to enable them
to demonstrate their ability to apply economic theory to a range of economic problems and
effectively communicate their analysis. This course also includes taxation, budget, fiscal policy,
international trade and balance of payment.
LEARNING OUTCOMES
After studying this course the student will be able to understand:
1. Main issues in macroeconomic
2. Limitation of macroeconomic
3. Concept of national income and interrelationship
4. Difficulties in the measurement of national income and determinants of National Income
5. Taxation, budget, fiscal policy, international trade and balance of payment.

WEEKS Course Contents

1.2&3 What is Macro Economics? Main issues in Macro Economics. Limitation of
Macro Economic. Interdependence of Macro Economic. Concepts of National
Income and their Interrelationship. (A) Gross domestic products (GDP).
Components of GDP (B) Gross National Products. (C) Net National Products
(NNP). Problems in Measuring GDP. (E) Personal Income. (F) Disposable
Personal Income. Methods of Computing National Income. Difficulties in the
Measurement of National Income. Determinants of National Income. Personal
Income.
4&5 The Role of the State in Economic Affairs. Functions of a Modern State. Public
Finance. Public Finance Versus Private Finance. Divisions of Public Finance.
Public Expenditure. Principles of Public Expenditure. Public Expenditure and
National Income.
6&7 Sources of Public Revenue. Types of Taxes. Essentials of a Good Tax System.
Principle of Taxation. Proportional Versus Progressive Taxation. Direct and
Indirect Taxation. Diffusion Theory of taxation.
8 MID TERM
9&10 What is Federal Budget? What is National Debt? Classification of National Debt.
Short Term and Long Term Loans. Different Forms of State Borrowing. Methods
of Paying Public Debt. Deficits Financing.
11 What is Fiscal policy? Objectives of Fiscal Policy. Principal Weapons of Fiscal
Policy. Fiscal Policy with Reference to Underdeveloped Countries.
 12 Role of State in Islam. The Institution of Zakat. Difference Between Zakat and a
Tax. Impact of Zakat on Production and Distribution.
13 What is Commercial Policy? The objectives of the Moderns Commercial Policy.
Instruments of Commercial Policy. Barriers to Foreign Trade.
14 Theory of International Trade. Foreign Trade and National income. The origin
and Purpose of International Trade. The theory of Comparative Cost. Modern
Theory of International Trade. Advantages and Disadvantages of International
Trade.
15 The balance of Payments. Presentation of International Balance of Payments.
Equilibrium of Balance of Payments. Correction of Disequilibrium in the Balance
of Payments.
Week- 16 Presentation Session
Final Examination

TEXT/REFERENCE BOOKS
1. Economics by Professor M. Saeed Nasir principal (Retired) Government College of
Commerce, FAISALABAD.
2. Muhammad Hussain Choudhry, Economic Theory Volume 1, Caravan Book House,
Lahore 2002

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 233
Course Name: Introduction to Sociology

COURSE DISCRIPTION
Sociology is the systematic and scientific study of human behavior in social setup. Sociology
studies culture, government institutions, economic system and how these systems affect the
human behavior. Business management students cannot efficiently handle the various managerial
problems unless they have some background in sociology. The scope of sociology is an ever
 expanding phenomenon and a basic course in this field will help us to improve the quality of our
lives and establishes a society based upon justice and equity.
LEARNING OUTCOMES
1. To make the students aware of recent trends in sociological thought.
2. To prepare people of this area to serve as intellectual resource base in this region
3. To enable the students to apply sociological knowledge for the economic and social
betterment of Pakistan
4. To develop high quality professionals and social scientists that the committed to pursuit
of excellence, and are endowed with vision, courage, and dedication.
Weeks Course Contents
Week – 1 Introduction to Sociology: Meaning, Definition and Scope of Sociology,
Utility/Importance of Sociology, Sociology as Science, Relationship of Sociology with
other Social Sciences
Week – 2 Role of Sociologists: As a research Scientists, As a Policy Consultants, As a Teachers, As
a Business Person
Society: Meaning and Definition of Society, Characteristics of Society, Types of Society,
Basis of Society
Week – 3 The Culture: Definition of Culture, Types of Culture, Culture and Society, Social and
Cultural Change, Characteristics of Culture
Week – 4 Methods of Study: Cross Sectional Study, Longitudinal Study, Laboratory Study, Field
Study, Observational Study
Week – 5 Social Stratification: Definition of Social Stratification, Types of Social Stratification,
Classes, Definition of Class, General Classification of Class, Sociological Classification of
Class, Caste, Definition of Caste, Characteristics of Caste, Difference between Class and
Caste
Week – 6 Social Groups: Definition and Functions, Types of Groups, In and out groups, Primary
and Secondary groups, Reference Groups, Formal and Informal Groups and Pressure
Groups.
Week – 7 Social Mobility: Definition of Mobility, Types of Mobility, Horizontal Mobility, Vertical
Mobility, Zero Mobility, Territorial Mobility/ Geographical, Different Factor Favorable to
Social Mobility
 MID TERM
Week – 9 Social Institutions: Definition of Social Intuition, Elements of Social Intuition, Functions
of Social Institution
Week – 10 Family Institution: Definition of Family, Characteristics of Family, Types/Classification
of Families, Functions of Family Institution
Week – 11 Religious Institutions: Definition, Components of Religion, Beliefs, Symbols, Rituals,
Sacred Objects, Functions of Religion, Religion of the World, Christianity, Judaism,
Hinduism, Buddhism, Confucianism, Islam
Week – 12 Economic Institution: Definition of Economic Institution, Structure of Economic
Institution, Characteristics of Economic Institution, Functions of Economic Institution
Week – 13 Political Institution: Definition of Political Institution, Structure of Political Institution,
Formal and Informal, Main Branches of Govt Judiciary, Executives, Legislation
Week – 14 Educational Institution: Definition of Educational Institutions, Structure of Educational
Institutions, Formal and Informal Education, Educational System
Week – 15 Sociology of Pakistan: Characteristics, Social Problems of Pakistan, Poverty as social
problem, Crime as social problem, Pollution as Social Problem, Population Explosion as
Social Problem, Urbanization as Social Problem
Week- 16 Presentation Session
Final Examination

RECOMMENDED TEXT BOOKS

1. Sociology-Paul B. Horton. And Chester L.Hunt. 6th Edition
2. Sociology- John Macionis
REFERENCE TEXT BOOKS
1. Down To Earth Sociology- James Henslin
2. Sociology C. N. Shankar Rao
3. Sociology And Social Problems -- Prof. Abdul Hamid Taga

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 234
Course name: Business Statistics-I
 COURSE DESCRIPTION
The main objectives of the course are to enhance students‟ competency in application of
statistics to solve business management problems and to improve their level of quantitative
sophistication for further advanced business analysis.
LEARNING OUTCOMES
At the conclusion of this course, the student will be:
1. Data description and data presentation in a business environment;
2. Measures of Central Tendency
3. Measure of Relative Dispersion
4. Use of index numbers
5. Basic probability concepts and probability distributions as an aid to business decision
making.

Weeks Course Contents

Week What is Statistics?
1&2 Introduction to Statistics, Key Statistical Concept, Practical Application, How managers
use Statistics
Week Collection and Presentation of data
3&4 Types of Data, Collection of Primary and Secondary Data, Presentation of Data,
Frequency Distribution, Stem and Leaf Diagram, Graphical Techniques for Quantitative
data, Scatter diagrams, Pie Charts, Bar Charts and Line Charts
Week Numerical Descriptive Measures
5&6 Measures of Central Location, Measures of Variability, Interpreting the Standard
Deviation and Coefficient of Variation, Measures of Moments and Skewnes
Week – 7 Index Numbers
Simple and Composite Index Numbers, Main Steps in the Construction of Index
Numbers of whole sale Prices, Fixed Base Method and Chain Base Method, Weighted
and Un-weighted Index Numbers, Quantity Index Numbers
MID TERM
Week Simple Regression and Correlation
9&10 Simple Regression, Deterministic and Probabilistic Models, Simple Linear Regression
 Model, Standard Deviation of Regression Estimate, Correlation, Pearson Product
Moment Correlation Coefficient
Probability
Week Introduction, Assigning Probabilities to events, Conditional Probability , Rules of
11&12 Probability, Independent and Dependent Events
Week Random Variables and Probability Distributions
13,14,15 Introduction, Distribution Function, Discrete and Continuous Random Variables and its
Density Functions, Binomial and Poisson probability Distributions, Normal Probability
Distribution
Week- Presentation Session
16
Final Examination

RECOMMENDED/ REFERENCE BOOKS:

1. Introduction to Statistical Theory, Part 1, by Prof. Sher Muhammad Chaudhry.(2009
Edition)
2. Basic Statistics for Business and Economics by Earlk. Bown And Martin Starr
3. Introduction to Business Statistics 2004 Edition, Shamim Khan, Research and
Development Center Peshawar
4. Spiegel, M.R. Schiller, J.L and Sirinivasan, R.L. (2000) ―Probability and Statistics‖ 2nd
ed. Schaums Outlines Series. McGraw Hill. N.Y.

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 235
Course name: Business Communication

COURSE DESCRIPTION
In this rapidly changing world communication has become very vital and important. Every time
we have to contact each other for many reasons and without communication either for ourselves
or on the behalf of the organization we cannot make progress in any sphere of life.
Communication plays a major role in all human activity. It is part of our culture. Within the
 business community, public and private organizations, and the professions communication is
associated with the more specific activities of interacting, informing, instructing and persuading.
People who possess demonstrable skills in these activities are employed, prized and promoted. If
businesses are to survive in an increasingly competitive and information-oriented environment
they will need trained. Communicators, who can speak, write and interact with others efficiently,
effectively and professionally. This course is intended to provide participants with advanced
understanding of the concepts and principles of professional business communication and to
support the development of their skills in interpersonal, spoken and business related
communications through practice and feedback.
LEARNING OUTCOMES
Upon successful completion of this course, students are expected to have improved their:
1. Level of self-awareness and understanding of how self-awareness influences communication.
2. Analytical ability in relation to business communication.
3. Ability to communicate with others and in particular their conflict resolution and negotiation
Skills.
4. Ability to communicate as a member of a team and identify and resolve communication
Problems in teams. Understanding of communication patterns in organizations
Weeks Course Contents
Week The art of listening, The importance of listening
1&2 Improving listening efficiency
Effect of listening on other communication skill
Week Listening & Job Success, Practice, Ready to respond every question.
3&4 Meeting & Conference Participation: Qualities of effective speaking, Creating favorable
impression, Enunciation, pronunciation
Week Interviewing: What is interview?, Physical and mental preparation, Knowing your
5&6 abilities, Getting information about company, Body language, What to do during
interview, Kinds of interview, Follow up communication
Application Packages: Resume writing, Chronological resumes, Skills resumes.
Week – 7 Preparing different resume for different jobs, What do your employer wants to
Know about you, Covering letter, What should be there in covering letter?
MID TERM
 Week Planning & Writing: Business letter format & letter styled, Arrangement styles of letters,
9&10 Punctuation styles for business letters, A final word
Week The Psychology of Effective Communication: Principles of Communication Psychology.
11&12
Week What do we know about Human Behavior, Non-verbal communication, Promoting
13,14,15 Goodwill, Stimulating desired reaction?
Week- 16 Presentation Session
Final Examination

RECOMMANDED / REFERENCE BOOKS:

1. Bov‘ee D. Philips: Business Communication Today
2. Himstreet& Batty: Business Communication
3. Kitty O Locker: Business & Administrative communication.• Stewart, Zimiber & Clark:
Business English & Communication
4. Murphy: Business Communication
Semester-IV
Course Code Course Title Credit Hours
BBA-241 Research Methods & Report Writing 3
BBA-242 Principles of Management 3
BBA-243 Marketing Management 3
BBA-244 Business Finance 3
BBA-245 Business Statistics-II 3

Mirpur University Of Sciences And Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 241
Course name: Research Methods & Report Writing

COURSE DESCRIPTION

The aim of this course is to provide the students with an insight into the process and
management of Business Research. Students will be exposed to different business scenarios in
which research becomes a vital tool and to a wide range of approaches used in Research
Management. Knowing and understanding the systematic process will help in the development
of necessary skills of research, management and what kind of issues /limitations are faced by
organizations during this process. Through this subject the students will sharpen their skills for
developing a research plan, planning and managing data collection, qualitative and quantitative
data analysis, fundamentals of statistics, report writing and publishing research.

LEARNING OUTCOMES
At the end of this course, the students should be able to
1. To have the knowledge of the key terms and concepts in the business research process.
2. To enable the students to analyze business situations and apply basic qualitative skills to
solve business problems and developing effective strategies.
3. To enable the students understand all the steps of Research Methodology and its application
to real life business research situation.
4. To understand the scientific research process and awareness of various research dimensions.
5. To identify problem areas in the organization and to conduct research to help solve these
problems.
6. To establish a strong understanding of both qualitative and quantitative research approaches.

Weeks Course Contents

Week INTRODUCTION
1-3 Research, Definition, Characteristics, Types, the Need for Research, Business
Research, Definition, Characteristics, Types and Need of Research in Business, who
does the Research? Where and why Study Research?
Week RESEARCH PROBLEM
4&5 Problem, research problem, definition, causes, types, formulation. The Theoretical
Framework, its Components. The Variables of research problem, Executive Summary,
Main Body, Summary and Conclusions, Plan of Action.
Week HYPOTHESIS
4&5 Definition, Types and Needs of Hypothesis. The Development of Hypothesis. The
Stages in its Development. Hypothesis Testing with Quantities and Qualitative Data.
Week – RESEARCH DESIGN
6&7 The Research Process the Research Design, Definition, Features, Functions and
Components Difference b/w Research Design, Proposal & Plan. Sampling and Sample
Definition, Features Types and Needs Population, Universe, Element and Sample
Types of Sample/Sampling the Probability and Non Probability Sampling
MID TERM
Week RESEARCH INSTRUMENTS
9&10 The Research Process: Research Instruments. Research Survey sample census Surveys
and Pilot Surveys. Data Definition, Nature and Types Primary and Secondary Data.
The Research Process Data Collection Sources, Methods and Settings. Interview
Definition, Nature Features Types, Importance of Data Collection Methods Types of
Interview and Their Respective Units and Demerits
 Week DATA COLLECTION METHODS
11&12 Questionnaire, Definition, Nature and Importance. Types of Question and Their
Respective Merits and Demerits. Data Collection Methods Observation, Definition,
Features Types and Importance. Different Types of Observation and their Respective
Merits and Demerits.
Week STATISTACAL TOOLS
13-15 Statistical Terms and Test Used in Business Research Description Statistics. Measures
of Central Tendency and Dispersion Frequencies Data Analysis and Interpretation
Data Completion, Processing Editing, Coding, Representation. Data Analysis,
Programming Validity and Reliability Data Interpretation Research Report Definition
Components, types Research Report Format Title, Table of Contents, Introduction
Week – 16 Group Presentations
Final Examination

Recommended / Reference Books

1. Research Mythology for Business, --- Umma Sekaran, 2nd Edition Johni Wrley Sons Inc.
New York Year 2000
2. Saunders, M., Lewis, P., & Thornhill, A. (2009). Research methods for business students.
Pearson education.
3. Introduction To Buiness Research--- Prof: Fazli Wahid, 2003 Additions, Research and
Development Center Peshawar

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 242
Course name: Principles of Management

COURSE DESCRIPTION
Principles of Management is an introductory course and is required for all business majors. This
course explains the relationships between organizational mission, goals and objectives and their
successful achievement. It will clarify the significance and necessity of managing an
organization. Management will reveal understanding of various organizational processes and
behaviors and the theories associated with them. This course will help students to conceptualize
about how internal and external environment shape organizations and their responses. Principles
of management demonstrates critical thinking skills in identifying ethical, global, and
diversity issues in planning, organizing, controlling and leading functions of management. It will
help students understand organizational design and structural issues.
LEARNING OUTCOMES

At the conclusion of this course, the student should be able to:

1. How organizations are managed.
2. Understand the principles and theories of management in local and international settings.
3. Integrate several of the disciplines studied.
4. Demonstrates critical thinking skills in identifying ethical, global, and diversity issues in
planning, organizing, controlling and leading functions of management
5. Demonstrate empirical investigative skills by producing an in-depth analysis of a management
situation.
WEEKS Course Contents
Definitions of Management, Management Process,
An Overview of
1 Characteristics of Management, Difference between
Management
Management and Administration. Organization and its types.
Functions of Management- Planning, Organizing, Staffing,
Functions, Roles, Leading, Controlling. Other Functions of Management, Roles
types, skills and of Management in organizations, Types of Management
2&3
challenges of (Scope of Responsibility and Management Levels),
Management Managerial Skills development, Contemporary Management
Challenges.
Historical background of Management: Classical Approach-
Principles of Scientific Management (Taylor‘s principles), General
4&5
Management Administrative (Fayol‘s principles). Quantitative Approach.
Behavioral Approach-Hawthorne Studies, Organizational
 behavior. Contemporary approaches- System approach,
Contingency approach.
Nature of Management as an art, Management as a Science,
Management, Management as a Profession. Evaluating Organization
6,7 Environment and Environment and its Types and Understanding
Strategic Organizational Culture. Strategic Management, Process and
Management types of Strategies (Generic and Directional).
MID TERM
Definitions of Goals and Plans, Reasons for the importance
Planning
of Goals, Essentials of a good Plan, Steps in Organizational
(Organizational
9 Planning Process, Characteristics of Effective Goals, Levels
Goals and Plans)
and Types of Goals and Plans, Planning time frames, and
Management By Objective.
Importance and Process of Decision Making, Problem and
its Types, Decision and its Types, Conditions of Decision
Decision Making Making, Rational Decision Making Process, Group Decision
10&11 & Organizing Making Formats and Tools for Effective Group Decision
Making. Foundations of Organization Structure: The Vertical
and Horizontal structure and elements. Key elements in
organizational Design.
What is strategic Management, Why is strategic management
Strategic important, The strategic management process-Organizations
12 Management current mission, External analysis, Internal analysis,
Formulating strategies, Implementing strategies, Evaluating
results.
Human Resource Management process, HR Planning,
Definition of Staffing, Sources of Recruitment, Steps in
Staffing Selection Process, Orientation and Socialization, Training
13
and Development, Compensation Management, Employee
Evaluation, Employee Movement and Replacement, Exit
Interviews.
 Directing / Definition of Directing, Function and Importance of
Direction, Directing, Definition of Leader and Leadership, Traits/
14
Leadership and Qualities of a Successful Leader, Leadership Theories,
Power Leadership Styles, Power, Types and Sources of Power.
Meaning and Process, Financial and Non-Financial
Incentives, Herzberg's Two Factor Theory, Maslow‘s Need
Priority Model, Expectancy Theory, Goal-Setting Theory,
Motivation &
15 & 16 Alderfer's ERG Theory, Adam's Equity Theory, Theory X
Controlling
and Theory Y.
Definition of Controlling, Types and Levels of Controlling.
The control process.
Final Examination

Recommended/ Reference Books:

1. Management By Courtland L. Bovee, John V. Thill, Marian Burk Wood, George P.
Dovel, International Edition, McGraw-Hill Inc.
2. Robbins, S. P., & Coulter, M. (2007). Principles of management. Prentice Hall Inc.
3. Terry, Prentice Hall USA ―Principles and Practice of Management‖ (1998 Edition)
4. P.F. Duck Ker, Macmillion, London, ―Practice of Management‖(1997 Edition)
5. Prof. Fazli Wahid IBMS/CS Agricultural University Peshawar ―Fundamentals of
Management‖ (2004 Edition)

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 243
Course name: Marketing Management

COURSE DESCRIPTION
This course is concerned with the development, evaluation, and implementation of marketing
management in present day environments. The course deals primarily with an in-depth analysis
of a variety of concepts, theories, facts, analytical procedures, techniques, and models. In
implementing marketing management strategies the actors and activities may differ but a
systematic framework and understanding of marketing management and strategy helps to design
and implement the appropriate program? Accordingly the students will develop a solid
foundation of the fundamental marketing decision-making tools and management of all of the
elements of the marketing plan.
LEARNING OUTCOMES
At the end of the course the students should be able to:
1. Understand the nature and purpose of marketing in business.
2. Application of marketing concepts in different types of the business environments.
3. Understand the internal and external environment and decision making in both environments.
4. Determination of the market demand and development of the corporate strategy to fulfill this
demand.
5. Apply and practice the concepts of marketing in the marketplace within the ethical standards
of cultural diversity, religion and mankind.

Weeks Course Contents

Week-1 Understanding marketing management
What is marketing management? Functions of marketing management.
Scope of marketing management, Evolution of marketing management, Develop
culture value and relationships through marketing, Customer perceived value,
monitoring satisfaction.
Week-2 Scanning the marketing environment
Analyzing the macro environment, Needs and trends, Identifying the major forces,
Demographic environment, Social-culture environment, Economic environment,
Natural environment, Technological, Political-legal, and Influence of these forces over
marketing decisions.
Linking marketing and corporate strategies
Developing marketing strategies and plans, The value delivery process, The value
chain process, Core competencies, Central role of strategic planning, Define corporate
 or business mission, Establishing strategic business units/ SWOT analysis, Marketing
innovation.
Week-3 Consumer behavior
What influence consumer behavior , Cultural factors, Social factors, Personal factors,
Psychological factors
Week-4 Organizational markets
Business markets v/s consumer markets, Market structure and demand, Institutional
markets, Government markets
Week – 5 Turning marketing information in action
Definition, Gathering information, Marketing database system, Marketing intelligence,
Marketing research process, Steps involve in marketing research
Week – 6 Identifying market segments& targets
Levels of market segmentation, Segment marketing, Niche marketing, Local
marketing, Bases for segmenting consumer markets, geographic, demographic,
psychographic, behavioral. Market targeting, Effective segmentation criteria,
Evaluating & selecting the market segments, Additional considerations
Week – 7 Developing new products
New product options, Make or buy, Types of new product, Challenges in new product
development , The innovation imperative, New product success, New product failure,
Organizational arrangements., Budgeting for new product development, Organizing
new product development
MID TERM
Week – 9 Managing products and brands
Concept development and testing, Marketing strategy development, Product
development ,Market testing, Commercialization, The consumer adoption process,
Stages, Factors influencing the adoption process
Week – 10 Designing and managing marketing channels
The importance of channels, Channel development, Developing distribution channels
,Roles of marketing channels, Channel management decisions, Channel integration and
system
Week – 11 Wholesaling & Retailing
Trends in wholesaling, Types of retailers, The retail environment, Marketing decisions
Week – 12 Integrated marketing communication and direct marketing
The role of marketing communications, Marketing communication, brand equity and
sales. The communication process model, Select the communication channels,
Deciding on the market communication mix
Advertising, sales promotion and public relations
Week-13 Developing and managing advertising program, Setting objectives, Deciding the
advertising budget, Deciding media and measuring effectiveness, Sales promotion,
Objectives, Major decisions, Public relations, Marketing public relations, Major
decisions in marketing public relations
Week-14 Personal selling and sales management
Principles of personal selling, The six steps, Sales force structure, Sales force size,
Managing sales force, Recruiting and selecting representivities, Training and
supervising, Monitoring, evaluating
Week -15 Building the price foundation
Arriving the price foundation, Setting the price
Step:1 selecting the price objective, Step;2 determining demand, Step:3 estimating
costs, Step:4 analyzing competitors, Step:5 selection pricing model, Step:6 selecting
final price, Adopting price
Week – 16 Group Presentations
Final Examination

RECOMMENDED / REFERENCE BOOKS

1. Philip Kotler Kevin lane kller,ArahamKoshey, 13th edition
2. Mc-Graw Hill,Co,11th edition
3. Marketing management; by Peter R Dickson,2nd edition.
4. Marketing a strategic approach; McColl-Kennedy&Kiel
 Mirpur University of Sciences & Technology
MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 244
Course name: Business Finance

COURSE DESCRIPTION
This is a foundation course in finance, designed to develop the ability to use basic tools of
analysis required by financial managers. The objective of this course is to enable student to
understand the role of financial management in today‘s world, to learn the nature and workings
of financial markets by acquiring skills in valuation techniques. Aim of the course is to give an
overview and understanding of the characteristics of long term
Learning Outcomes
On completion of the course, students will be able to understand:
1. Role of finance manager and functions of business finance.
2. The basics form of financial statements.
3. Money, its value with respect to time, tools and techniques of time value of money for
investing decisions.
4. Risk and return for investments and portfolio management.
5. Capital structure and concept of cost of capital.
6. Types of Loan, lease and cash management

Weeks Course Contents

Week-1 INTRODUCTION
The concepts of Business and Finance, An overview of Financial Management, The
Financial System and environment, An overview of Financial Markets, Interest Rates
and its determinants, An overview of Financial Statements
Week THE TIME VALUE OF MONEY
2&3 Concepts of the Time Value of Money, Relationship to the Capital Outlay Decision,
Future Value of a Single Cash Flow, Future Value of an Annuity , Present Value of a
 Single Cash Flow, Present Value of an Annuity
Week- MODE OF FINANCING
4&5 Short term Financing, Term Financing, Long Term Financing, Financial planning /
forecasting, Need for Financial Planning, Steps in Financial Planning, Limitations of
Financial Planning
Week – RISK AND RETURN
6&7 The concept of Risk, Risk Aversion, The Risk - Return relationship, The Types of
Risks Firms Encounter
MID TERM
Week WORKING CAPITAL MANAGEMENT
9&10 Overall Consideration of Working Capital, Characteristics of Current Assets
Week FACTORS INFLUENCING WORKING CAPITAL REQUIREMENTS
11&12 Nature of Business, Seasonality of Operations, Production Policy, Supply Conditions,
Market Conditions, Working Capital Policy, Operating Cycle Analysis :
Week
CASH MANAGEMENT: Cash in Narrow and Broad Sense, Motives for Holding
13&14
Cash, Monitoring Cash Collections and Disbursements, Cash Management Strategies,
Lock - Box System and Concentration Banking System
Week – 15 TERM LOANS AND LEASES
Term loans, provisions of loan agreements, Equipment financing, lease financing,
Evaluating lease financing in relation to debt financing, Accounting treatment of
leases.
Week – 16 Group Presentations
Final Examination

RECOMMENDED/ REFERENCE BOOKS

1. Financial management t.jgahagher and j.d.andrew, jr, mcgraw hill 1997

2. Foundation of financial management---geoffrey a. Hirt, richard d. Irwin, inc. Stanley b.
Block, 1997.
3. Fundamental of financial management, eugene f. Brighjan seventh edition.
 4. Fundamental of financial management, jamesc.vanhorne
5. Fundamental of financial management, rameshrao

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 245
Course name: Business Statistics-II

COURSE DESCRIPTION
The scope of the course is to see the horizon of Statistics application in business and financial
affairs. The course stresses business applications using arithmetic, and ratio-proportion and
graphing.
The course also includes Statistical Representation of Data, Correlation, Time Series and
Exponential Smoothing, Elementary Probability and Probability Distributions. This course
stresses logical reasoning and problem solving skills.
INDENTED LEARNING OUTCOMES
At the conclusion of this course, the student should be able to:
1. Apply Statistical Representation of Data, Correlation, Time Series and Exponential Smoothing
methods in business decision making
2. Use elementary probability theory and knowledge about probability distributions in
enveloping profitable business strategies.
Weeks Course Contents
Week SAMPLING AND SAMPLING DISTRIBUTION
1-3  Population and Sample
 Parameters and Estimators
 Reasons for Sampling
 Random Sampling
 Stratifies Random Sampling, allocation method
 Systematic Sampling
  Cluster Sampling
 Sampling Distributions
Week  Estimation
4&5  Types of estimation
 Point & interval estimation
 Confidence interval about single population mean
Week TESTING OF HYPOTHESIS
4&5  The rationale of Hypothesis Testing
 Type of Errors , Steps for Testing Hypothesis
Week –  Testing Hypothesis about One Mean using Z-test
6&7  Testing Hypothesis about One Mean using t-test
 Testing Hypothesis about population proportion
 Paired -test
Goodness of Fit Contingency
MID TERM
Week  Introduction to Time Series
9&10  Components of Time Series
 Measures of Trend and Seasonal Variation
Week  Introduction to ANOVA
11&12  One way ANOVA
 Two way ANOVA
 (4) Application of ANOVA
Week Rank correlation
13-15
Week – 16 Group Presentations
Final Examination

Text Books:
1. Mansfield, E., Statistics for Business & Economics: Methods and Applications.
2. Danier, W. W., Terrell, J. C., Business Statistics: Basic Concepts and Methodology
3. Ronald E. Walpole, Raymond H. Myers Probability & Statistics 9th Edition
4. Douglas A L. Marchal and Wathen Staristical Techniques in Business and Economics
13th Edition
5. Richard L. S. Rubin Statistics for Management 7th Edition
Semester-V
Course Code Course Title Credit Hours
BBA-351 Cost Accounting 3
BBA-352 Human Resource Management 3
BBA-353 Organizational Behavior 3
BBA-354 Financial Management 3
BBA-355 Business Law 3

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 351
Course name: Cost Accounting

COURSE DESCRIPTION/OBJECTIVE
The purpose of this course is to acquaint the students with basic concept of cost accounting,
which enable them to use the accounting information system in an industrial and business
environment. The course includes basic cost accounting cycle, cost classification and Cost
accumulation procedures. The Course deals with examining Cost Accounting as a tool for
providing information for manufacturing, internal reporting, external reporting as well as for
managerial decision making. The broad course objectives are to help students to understand the
central concepts of Cost Accounting, the methods of conducting data analysis preparation of
reports for managerial decision making.
LEARNING OUTCOMES
After studying this course student will be able to understand:
1. Determining Costs: Of course, the overall objective of cost accounting is to find out what
your products and/or jobs cost you to make or provide.
2. Control: Improving efficiency by controlling and reducing costs. To control the budget
through classification and analysis is to control the costs.
 3. Information: Knowing raw material stock levels, the work in progress, and the amount of
finished goods is information provided through cost accounting that can be used
immediately by management.
4. Increasing Efficiencies: The efficiency of any operation is only truly measured by the sum
of its parts. As chaos shows, inefficiency in one area must eventually cause inefficiency in
others. Cost accounting brings an understanding of the level of efficiency (or inefficiency)
in all areas of manufacturing operations.
5. Determine the Selling Price: Through the detailed information provided by good cost
accounting, you can find out an optimum selling price for your product and/or service under
differing variables (seasonal, economic, distribution, etc.).
6. Operations Management: Where are your direct and in-direct costs being eaten up and why?
With cost accounting, you can tweak operations policies to enhance the profitability of the
work produced.
7. Cost accounting provides the opportunity for frequent production cost reviews, especially
as they correlate with production output in relative terms. Again, routine cost accountings
financials help realize the continuous improvement that reduces costs.

WEEK TOPICS
Week 1&2 Introduction
The Nature and Concept of Cost Accounting, Classification of Cost. Financial and Cost
Accounting differences, Product Cost Accumulation System and its Features
Week 3&4 Financial Statements:
Advantages and objectives of cost Accounting, cost elements, Cost and Expense, cost
center, cost unit, cost object. Cost of goods sold, Income statement
Week -5 Methods of costing :
Job order costing, process costing, Contract costing, Batch costing, Standard costing,
Marginal costing, Total costing,
Week - Process Costing
6&7 Characteristics of Process Costing, Procedure of Process Costing, Cost of Production
Report, Equivalent Production, Unit Cost for Material, Labor and F.O.H, Normal Loss of
Unit
WEEK TOPICS
Week -8 Controlling and Costing of Material
&9 Procedure for Material Procurement and Use, Material Costing Method, FIFO Method,
LIFO, Average Methods,
MID TERM
Week - Job order costing :
10&11 Introduction of job order costing, Job cost sheet , Cost Accounting Cycle , Job order
costing vs Process costing
Week- Cost Audit:
12&13 Meaning of cost audit, Types of cost audit, objectives of cost audit, advantages of cost
audit, functions of cost auditor, rights of cost auditor, duties of cost auditor, cost audit vs.
financial audit, Qualification and disqualification of Cost auditor, Qualified and
unqualified report, Cost audit report,
Week-14 FOH Variance:
Analysis of variance, Spending& efficiency variance, overall variance. Material purchase
and usage variance, price variance, Labour variance
Week-15 Labour cost-Costing & Accounting :
Material control-Determining & Minimizing Cost: Different Levels of Inventory,
Ordering Point, Minimum Level, Maximum Level, Average Stock Level, Danger Level,
Economic Order Quantity, Factors Influencing the Different Levels of Inventory
Week-16 Presentation Session

RECOMMENDED / REFERENCE BOOKS:

1. Cost Accounting By Matz & Usry
2. Cost Accounting By Jain Narang
3. Cost Accounting By Dr. Zahid Mehmood
 Mirpur University of Sciences & Technology
MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 352
Course name: Human Resource Management

COURSE DESCRIPTION
Organizations succeed through efficient and effective use of resources; central to the resources is
human resources. It is therefore imperative to know how organization maintain & retain its
human resources. The course is designed to give students insight of theoretical perspective,
concepts, issues and practices in human resource management. This course is basically designed
to provide students the basic understanding of key HRM functions, which include HR planning,
recruitment & selection, compensation, performance evaluation, and training & development.
Since human resource provides a competitive advantage that ultimately has a vital role in success
and effectiveness of any organization, this course emphasizes on the understanding of the basic
concepts of managing human resource and their applications in today‘s organizations. The
course is designed to help the students understand if western human resource management
theories and practices have any relevance to the local settings. The course will also discuss the
Islamic perspective of managing human resource.
LEARNING OUTCOMES
At the end of this course, students should be able to:
1. Determine a comprehensive knowledge of the activities and decisions that inform the
employment relationship and management including recruitment, selection, training, health
and safety, employment laws, motivation, and productivity of employees.
2. Relationship between HRM theories with practical life and diverse culture.
3. Understand the different phases of HR process like planning, recruitment, selection, training,
development, compensation, reward, compensation, bargain and negotiation.
Weeks Course Contents
Week THE DYNAMIC ENVIRONMENT OF HRM
1&2 Introduction to Human Resource Management, Objectives of Human Resource
Management. How technology affects HRM practices. Workforce diversity, The labor
 supply, continuous improvement programs, employee involvement.
Week FUNDAMENTALS OF HRM
3&4 The HRM Functions- Staffing, Training and development, Motivation, Maintenance.
Why is HRM important to an organization? How external influences affect HRM.
Equal Employment opportunities
Laws affecting discriminatory practices. Guarding against discrimination practices.
Employment rights legislation and HRM implications.
Week – 5 STAFFING- Human Resource Planning and Job Analysis
An organizational framework. Job analysis. Job analysis methods. Purpose of Job
analysis.
Week – 6 Recruiting
Recruiting goals. Recruiting sources. The selection process- Initial screening,
completing application form, Employment test, Comprehensive interviews,
Background investigation, Conditional job offers, Medical/Physical examination, Job
offers. Key elements of successful predictors.
Week – 7 TRAINING AND DEVELOPMENT-Socializing, Orienting and Developing
employees.
Socialization. Assumptions of employees socialization. The Socialization process. The
purpose of employees orientation.
Employee training. Training methods. Employee Development. Employee
Development methods.
MID TERM
Week – 9, ESTABLISHING THE PERFORMANCE MANGEMENT SYSTEM
10 Performance management systems. Performance management and EEO. The appraisal
process. Appraisal methods. Factors that can distort appraisals. Creating more effective
performance management systems. The international performance appraisals.
Week – Establishing Rewards and Pay Plans
11,12 Intrinsic vs Extrinsic rewards. Financial vs Non-financial rewards. Job evaluation
methods. Establishing the pay structure. Executive compensation programs.
International compensation.
Week – 13 Employee Benefits
Introduction. Contemporary benefit offerings. Legally required beefs. Voluntary
benefits. Retirement benefits. Paid time off.
Week – 14 Ensuring a safe and healthy work environment
Introduction. The occupational safety and Health Act. Job safety programs.
Maintaining a healthy work environment. Employee assistance programs. International
safety and health.
Labor Management Environments
Week-15 Understanding labor management and collective bargaining. Why employee join
unions. Labor legislation.
Collective bargaining. The collective bargaining process. International labor relations.
Week – 16 Group Presentations
Final Examination

RECOMMENDED / REFERENCE BOOKS

1. Fundamentals of Human Resource management by David A. De Cenzo, Stephen P
Robbins

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 353
Course name: Organizational Behavior

COURSE DESCRIPTION
This course is designed to introduce the students to basic mechanics and dynamics of
organizations which mainly emphasize the relationships between organizations and people in
term of their perception, motivation, background differences and the ways they behave in
organization.
In general terms, the goal of this course is to facilitate improvements in managerial and
organizational effectiveness through an understanding and appreciation of the field of
organizational behavior. Our efforts will focus on important variables and dynamics at three
levels: individual, group and organizational. At the individual level we will examine individual
behavior and differences, learning, perception, personality, motivation and stress. At the second
level we will study group and inter groups/behavior creativity and team decision making. Power,
conflict, leadership and communication. At the organizational level we will review the basics of
organizational culture, organizational change and development, structure and design and
employment relationship and career management. Throughout the course we will integrate the
potential moderating efforts of relevant cross-cultural variables on managerial perceptions.
LEARNING OUTCOMES
Upon completion of this course, students should be able to:
1. Understand the components of individual behavior and group behaviors in the organizational
context.
2. Understand the relevance of the OB theories and practices, emphasized by Western texts, in
local settings.
3. Understand the Islamic perspective of understanding and directing human behaviour towards
achievement of goals.
4. Understand the causes of job dissatisfaction and stress as well as methods of improving job
satisfaction and dealing with stress.
5. Analyze the impact of individuals and team behavior on organizational productivity.
6. Evaluate the impact of organizational structure, design, culture and change.
7. Synthesize various theories of motivation and leadership and understand their application to
workplace.
Weeks Course Contents
Week- INTRODUCTION TO ORGANIZATION BEHAVIOR
1&2 Introduction to the nature and study of Organization Behavior, Disciplines that
contribute to the Organization Behavior Field, Historical Background of Organization
Behavior, Challenges and opportunities of Organization Behavior, Theoretical
foundation of Organization Behavior and an Evidence-Based Approach
Week- PERCEPTION
3&4 The Nature and Impact of Perception, Sensation versus Perception, Sub Processes of
Perception, Perceptual Selectivity and errors, Factors affecting Perception (Perceiver,
 Target, Situation and their characteristics), Attribution theory, its part and errors,
Impression Management, The Process of Impression Management, Strategies and
Practice Session
Week- PERSONALITY
5&6 Personality: Determinants of Personality, the Myers-Briggs Type Indicator (MBTI),
Big Five Personality Model, Other Personality traits, Practice session to find out
personality traits
Week- ATTITUDES
7&8 The Nature and Dimensions of Attitudes, Components of Attitude, Behaviors and
Attitudes, Barriers towards changing Attitudes and Ways of changing Attitudes,
Discussion Session on whether attitude follow behavior or behavior follow attitude,
Work-Related Attitudes (Job Satisfaction-Factors affecting Job Satisfaction, Responses
towards Job Dissatisfaction, Job Involvement, Organizational Commitment and its
types And Organizational Citizenship Behaviors)
MID TERM
Week – STRESS
9&10 The Meaning of Stress, Causes of Stress - Extra Organizational Stressors ,
Organizational Stressors, Group Stressors, Individual Stressors, Types of Stress,
Effects of Stress (Physiological, Psychological and Behavioral), Coping strategies of
Stress (Individual and Organizational level)
Week – CONFLICT AND NEGOTIATION
11&12 Conflict, School of thoughts about Conflict, Types of Conflict (Functional and
Dysfunctional), Levels of Conflict (Intrapersonal, Interpersonal and Intergroup
conflicts and their types), Conflict Management Styles (Conflict Handling Model)
Negotiation, Framing and Reframing, Causes for Failure of Negotiation, Traditional
and Modern techniques of Negotiation.
Week – 13 LEARNING PROCESS
Theories of Learning, Principles of Learning- Punishment and Reinforcement
POWER AND POLITICS
Week – 14 The Meaning of Power, Power and Influence, Types of Power, Political strategies to
 acquire Power

Week – 15 MOTIVATION NEEDS & PROCESSES

The Meaning of Motivation, Primary Motives, Secondary Motives, Theories of
Motivation- Maslow‘s Need Hierarchy Theory, Herzberg‘s Two Factors Theory,
Adlerfer‘s ERG Theory, Vroom's Expectancy Theory, Adams' Equity Theory, Locke's
Goal-Setting Theory
Week –16 Group Presentations
Final Examination

Recommended Books:-
1. Organizational Behavior—Fred Luthans, 8th Edition, Irwin , McGraw Hill Publishers (Latest
Edition).
2. Organizational Behavior—Stephen P. Robbins, 9th Edition, New Jersay, Prentice- Hall
(Latest Edition).

Mirpur University of Sciences & Technology

MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 354
Course name: Financial Management

COURSE DESCRIPTION
The module aims at building competence in corporate finance further by extending the coverage
in Business Finance module to include three more of the finance functions – financial planning
and control, working capital management and financing sources. It continues to emphasize on
strategic decision making techniques that best serve the interests of shareholders, which is to
maximize the value of the company. Specific objectives include developing an understanding of
the time value of money; using financial statements in decision making; and understanding the
nature of financial markets, the cost of capital, valuation of stocks and bonds, management of
short-term assets, short-term and long-term financing, capital markets, and multinational
financial management.
 LEARNING OUTCOMES
The student should be able to:
1. Describe and evaluate the basic features of financial markets
2. Identify the basic components of nominal interest rates and use them to make expected return
comparisons among assets
3. Apply time value of money concepts to complex cash flow scenarios
4. Price bonds and other fixed-income financial assets
5. Understand the basics of the term structure of interest rates and the yield curve
6. Determine the fundamental price for common stock, using the constant-growth dividend
discount model
7. Use the Capital Asset Pricing Model to quantify the risk-return tradeoff
8. Determine a firm‘s weighted average cost of capital
9. Evaluate alternative techniques for analyzing project opportunities and budgeting capital
10. Apply the net present value criterion to complex capital budgeting problems
WEEK TOPICS
Week The Role of Financial Management
1-2 Introduction, What is Financial Management? The Goal of the Firm, Organization of the
Financial Management Function, The Tax Environment, The Financial Environment
Week The Time Value of Money an Overview
3-4 The Interest Rate, Simple Interest, Compound Interest, Compounding More Than Once a
Year, Amortizing a Loan
The Valuation of Long Term Securities
Distinctions Among Valuation Concepts, Bond Valuation, Bonds With a Finite Maturity,
Preferred Stock Valuation, Common Stock Valuation, Rates of Return (or Yields)
Week Financial Statement Analysis
5-6 Financial Statements, A Possible Framework for Analysis, Balance Sheet Ratios
Financial Planning and Forecasting
Cash-Flow Forecasting, Range of Cash-Flow Estimates
Forecasting Financial Statements, Statement of Cash flows
Cash and Marketable Securities Management
Motives for Holding Cash, Speeding Up Cash Receipts, Slowing Down Cash Payouts,
WEEK TOPICS
Electronic Commerce, Outsourcing, Cash Balances to Maintain, Investment in
Marketable Securities
Week Accounts Receivable Management
7 Credit and Collection Policies
Analyzing the Credit Applicant
MID TERM
Week Capital Budgeting
9-10 The Basics of Capital Budgeting, The Concept of Capital Budgeting, Capital Budgeting
Process, Capital Budgeting Decision Making, The Pay Back Method ,The Net Present
Value Method, The Internal Rate of Return Method
Week Cost of Capital/Capital Structure
11-12 Creation of Value, Overall Cost of Capital of the Firm
Project-Specific and Group-Specific Required Rate of Return
Week Operating and Financial Leverage
13-14 Operating Leverage, Financial Leverage, Total Leverage, Cash-flow Ability to Service
Debt
Week-15 Receivables Management
Credit Policy , Credit Policy Variables, Credit Standards, Credit Period, Cash Discount,
Collection Programmed, Credit Evaluation, The Three C‘s of a Credit Applicant,
Analysis of the Three C‘s , Credit Granting Decisions, Control of Receivables
Week – 16 Group Presentation
FINAL EXAMINATION

Recommended/ Reference Books

1. Financial Management --- T.J Gahagher And J.D.Andrew, Jr, Mcgraw Hill 1997.
2. Foundation of Financial Management---Geoffrey A. Hirt, Richard D. Irwin, Inc. Stanley
B. Block, 1997.
3. Fundamentals Of Financial Management, Prasanna Chandra, Tata Mcgraw-Hill
Publishing Company Limited, New Delhi
4. Fundamentals Of Financial Management James C. Venhorne.
 Mirpur University of Sciences & Technology
MUST Business School
Discipline: BBA
Credit hours: 03
Course code: BBA 355
Course name: Business Law

COURSE DESCRIPTION
The course objective is to enable the students to have a sound grasp of the fundamentals of
Commercial Law, particularly of those aspects which a businessman encounters in the
performance of his professional obligations. This subject aims at introduction with the legal
terminologies, judicial system of Pakistan and detailed familiarization of the students with the
basic principles of the law of contract which is the mother of all business laws. It will further
introduce with the concepts of partnership law, the sales of goods and the negotiable instruments.
LEARNING OBJECTIVES
1. To enable the students to know the legal requirement of the business
2. To make them understand how the different form of the businesses get registered
3. To give them the idea of requirement of law and it understanding in terms of contract,
pledge, guarantee, negotiable instruments etc.
4. To know the process of filing business cases and the right of customers

WEEK TOPICS
Week LAW OF CONTRACT
1-2 Contract Act
Definition of Contract, Agreement, Enforceability, Essentials of Contract. Difference
between agreement and Contract. Kinds of valid Contract, According to Enforceability,
According to Formation, According to Performance.
Week Offer and Acceptance
3 Offer- Meaning and Definition, Essentials of Valid offer, Revocation/Termination of
Offer.
Acceptance- Meaning and definition, Essentials of Valid Acceptance, Communication
of Offer/ Acceptance and Revocation.
WEEK TOPICS
Week Performance of contract
4 Performance of single promise. Performance of Joint promise.
Breach of Contract
Meaning and Definition, Remedies to an aggrieved party, Quantum meruit, Specific
performance and injunction.
Week LAW OF PARTNERSHIP
5-6 Meaning and Definition, Kind of partners, Advantages and disadvantages, Partnership
deed, Duties, rights and liabilities of partners, Admission of a new Partner, Dissolution
of Firm.
Week LAW OF SALE OF GOODS
7 Contract of Sale, Difference between Sale and Agreement to Sell, Types of Goods,
Unpaid Seller, Rights of Unpaid seller.
MID TERM
Week LAW OF NEGOTIABLE INSTRUMENTS
9-10 Meaning and Definition, Promissory Note-Essentials, Specimen of Pro-Note, Bill of
Exchange-Essentials, Specimen of Bill of Exchange. Cheque- Types of cheque,
Specimen of Cheque
Week LAW OF CARRIAGE OF GOODS
11 Carriage of Goods by Land- Common Carriers, Rights, Duties and Liabilities of
common carriers, private Carriers, Difference between private carriers and common
carriers. Railway as carriers- Responsibility of Railway Administration
Week-12 Carriage of Goods by Sea- Contract of Affreightment.
Carriage of Goods by Air- Documents of Carriage.
Week LAW OF LABOUR
13-14 Industrial Relations Act 2012, Registration of trade unions, Application for registration,
Requirements of Registration, Entitlement of Registration, Cancellation of registration.
Payment of wages. Rules regarding responsibility for payment of wages.
Week-15 Factory Workers
Health of workers, Safety of Workers, Working Hours, Child worker, Women worker.
 WEEK TOPICS
Week – 16 Group Presentation
FINAL EXAMINATION

RECOMMENDED/ REFERENCE BOOKS

1. Business Law, Khalid Mehmood Cheema, Revised Edition 2018.
2. Mercantile Law, I.R Hashmi
3. Mercantile Law, M.C. Shukla
4. Latest Acts And Publications
Semester-VI
Course Code Course Title Credit Hours
BBA-361 Financial Institutions 3
BBA-362 Consumer Behavior 3
BBA-363 Money & Banking 3
BBA-364 Elective-I 3
BBA-365 Elective-II 3

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-361
Course Name: FINANCIAL INSTITUTIONS

COURSE DESCRIPTION:
The purpose of the course is to orient the students to the financial institutions and their working
and Management. The course is designed at undergraduate level where the students will be
taught about the types and working of financial institutions. It is designed to introduce and
analyze the structure and functions of the financial system. The module first provides an
overview of the financial system, focusing on its main components, functions and operations;
determination of interest rates and valuation of cash flows. Secondly, it covers financial markets
including money markets, bond markets, mortgage markets, stock markets and derivatives
markets. Thirdly, it introduces the basic elements financial institutions and their role in corporate
finance and in the economy. The module therefore, is intended to enable students to understand
the general functions and main features of important financial markets and institutions, and to be
familiar with the structure and dynamics of the financial system in Pakistan and at international
level.
LEARNING OUTCOMES. On completion of the course the students shall be able to
demonstrate an understanding of the subject matter and financial environments, not only in
Pakistan but in the outside developed financial world.
 1. To critically examine the salient features of financial system and institutional framework.
2. To understand the financial instruments and the cash flow implications of various
products.
3. To understand the regulatory framework, the world regulatory architecture shaping up.
The strength and weaknesses of some of the regulations.
WEEK TOPICS
Week 1-2 Introduction: The Field of Finance, The role of the finance Manager, The basic
financial goals of the firm
Week 3-5 The Financial System: Surplus Economic Units, Deficit Economic Units,
Securities/ Financial Assets, The Major Economic Systems, Capitalism,
Communism, The Islamic Economic System
Types of Financial institutions: Commercial Bank, Importance of Commercial
Banks, Functions of Commercial Banks
Week 6-7 Financial Markets:
Debt & Equity Market, Money and Capital Market, The Primary Market, The
Secondary Market, The Money Market, The Capital Market, Security
Exchanges, The Over-the-Counter (OTC) Market, Market Efficiency, Securities
in the financial market place, Securities in the money market, Treasury bills,
Commercial paper , Future Markets, Euro Dollars, Bankers‘ acceptance, Stocks
,Bonds, Bond terminologies and types, Treasury notes and bonds, Corporate
bonds, Corporate stock, Common stock, Preferred stock
MID TERM
Week 9-10 Non-Banking Financial Intermediaries
Investment Bankers, Brokers, Dealers, Mutual Fund Companies
Week 11 Central Bank
Functions of Central Bank, Credit control, State Bank of Pakistan, Constitution ,
Function of State Bank, Principles of Note Issue
Week 12-13 Specialized Financial Institutions in Pakistan: Small Medium Enterprises,
Industrial development Bank of Pakistan, Investment Corporation of Pakistan,
National investment trust, International Financial Institutions, World Bank, IMF
 WEEK TOPICS
Week 14-15 Security Firms and Investments Banks: Services Offered by Securities Firm
and Investment Banks. Main Activities, Investment banking, Trading, Investing
M & A, Private Equity, Venture Capital and other services.
Week- 16 Presentation Session
FINAL EXAMINATION

RECOMMENDED / REFERNCE BOOKS:

1. Financial Management (Principles and Practice), Timothy J. Gallagher & Joseph D.
Andrew, Jr., Prentice Hall (Latest Edition).
2. Money and Banking in Pakistan, S.A.Meenai, Oxford University Press Karachi. (Latest
Edition).
3. Principles of Money, Banking and Financial Institutions Lawrence-S- Ritter and Willion-
L-Silber (8th Edition) Harper Collins Publishers, New York.
4. Financial Markets, Institutions and Money-Fredericl-S-Mishken (5th Edition) Harper
Collins Publisher, New York.

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-362
Course Name: CONSUMER BEHAVIOR

Course Description:
Consumer Behavior is designed for students who have some basic knowledge of marketing. The
subject is aimed to develop students‘ conceptual and theoretical understanding of behavioral
aspects of consumers and their strategic implications to marketers. Consumer Behavior is a
course designed to enhance students understanding of how and why consumers purchase (or do
not purchase) goods and services. It will combine both the theoretical concepts of consumer
behavior and its application for marketing strategies related to private, public and non-profit
sections. At the conceptual level it will seek to present and integrated framework around which
major areas of consumer behavior can be understood and applied. This course will explore and
identify market identities and various sources of influence with the way consumers think and
learn from market related information. The knowledge and understanding gained from this
course can be utilized in the market place to make rational decisions to satisfy consumer needs
and wants and remain loyal to products.
LEARNING OUTCOMES
At the end of the course the students should be able to:
1. identify the major individual, social and cultural factors that affect consumers‘ decision
making process
2. explain and analyze the major stages which consumers usually go through when making a
consumption-related decision;
3. Understand the essence of how consumers make decisions and assess the relevant
implications for marketing practitioners.
4. Studying this subject will also help develop students‘ critical thinking, appreciation of cross-
cultural differences, and oral and written communication skills.

WEEK TOPICS
Week Introduction:
1-2 Definition and objectives of Consumer Behavior, Application of CB to Marketing. Using
customer satisfaction as the base; Evolution and development of consumer behavior and
the role of consumer research; Consumer Research and the research process and
collecting data; Measuring customer satisfaction in product and service marketing; The
consumer decision making process.
Week Consumer and Market Segmentation:
3&4 Alternative Market Strategies, Demographic Segmentation, Usage Segmentation,
Benefits Segmentation, Product Positioning
Week Environmental Influence on CB:
 WEEK TOPICS
5-7 Family, Culture and Sub-culture, Social class, Reference group, Adoption and Diffusion
of Innovation
MID TERM
Week Consumer Decision of CB:
9-10 Problem Recognition, Information Search and Evaluation, Purchase Process, Post
purchase Behavior
Week Organizational Buying Behavior:
11-12 Nature of Organizational Buying, Influence on Organizational Buying Behavior,
Organizational Buying Decision.
Consumer Innovation And Adaptation Process.
Week- 13- Social and cultural Dimensions of consumer behavior_ an introduction. Reference
14 groups and family; Reference groups and its influence on consumer behaviour; Family
influences on consumer behavior including socialization process as part of the family life
cycle; Social class, its variants and measure
Week- 15- Consumer influence and the diffusion process- The opinion leader; Adoption process
16 and information source; Post Purchase Dissonance; Customer satisfactions and
commitment; Models of consumer behavior an integrative framework; Consumer
Decision making and beyond to Consumer Relationship Marketing.
FINAL EXAMINATION

Reference Books:
1. Consumer Behavior: Building Marketing Strategy, Hawkins, D.I., Best, R.J. and Coney,
K.A. TATA McGraw-Hill Ed, New Dehli.
2. Hanna, N., Wozniak, R., & Hanna, M. (2001). Consumer behavior: An applied approach.
 Mirpur University of Science & Technology (MUST)
Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-363
Course Name: MONEY AND BANKING

COURSE DESCRIPTION/OBJECTIVES:
In the wake of recent financial crisis, monetary system has grown out of historical circumstances.
Economic analysis convinces us that to some extent our institutions cannot be other than what
they are. For example, we may not have to use paper currency, but clearly some kind of medium
of exchange is essential to run any economic system. Once conventions establish themselves as
institutions, they dictate what purposes in fact can be served. An important objective of this
course is to investigate the principal financial institutions involved in our macro economy.
This course provides an overall perspective on the monetary and financial institutions. Monetary
institutions can only be understood if one knows the magnitudes of the economic variables
associated with them.
LEARNING OUTCOMES
By the end of this course it is expected that the student will be able to understand:
1. The concept of the money, money demand & supply
2. Monetary theories the impact of monetary variables on real variables
3. The role of central bank and Instruments of monetary policy
4. The concept of trade deficit, exchange rates, and the impact of capital inflows (and
capital outflows)
5. The Islamic perspective on money and banking

WEEK WISE COURSE CONTENTS

WEEK TOPICS
Week 1-2 Introduction: Barter System, Difficulties in Barter System, Definition of Money, Types
of Money, Functions of Money, Evolution of the Payments System.
 WEEK TOPICS
Week 3-4 The demand for Money: Quantity theory of Money
a. Fisher Version
b. Cambridge Version
Keyness Liquidity Preference theory:
a. Transaction demand
b. Precautionary Demand
c. Speculation Demand
d. Friedman‘s Modern Quantity Theory of Money
e. Distinguishing between the Friedman‘s and Keyness Theory.
Week 5-6 Inflation, Deflation, stagflation
Inflation, Causes of inflation, Remedies of inflation. Deflation. Stagflation. Kinds of
inflation. Inflation in Pakistan. Devaluation of money.
Week 7 Trade Cycles
Meaning of trade cycle/Business cycle. Phases of business cycle.
MID TERM
Week 9-10 Central Banking:
Definition, Function of Central Bank, Role of Central Bank in Developing Countries.
State Bank of Pakistan- Functions of SBP. Role of SBP in economic development.
Week 11- Commercial Banking: Definition, Types of Commercial Banks, Functions of Banks.
12 Commercial Banking in Pakistan- Growth of banking in Pakistan, National bank of
Pakistan (NBP). Functions of Zarai Taraqiati Bank limited (ZTBL). Functions of
Industrial Development Bank of Pakistan (IDBP)
Week 13 Accounts of customers:
Current Account, Profit and loss sharing saving account, Fixed or term deposit account,
Foreign currency account, Joint account.
Week 14- The International Monetary Fund:
15 The Origin of IMF, Functions of the Fund, Pakistan and the IMF
The World Bank:
Introduction, History of world bank, Functions of world bank, Share capital of world
bank.
WEEK TOPICS
Week-16 Presentation Session
FINAL EXAMINATION

RECOMMENDED BOOKS:

1. Money, Banking and Finance by M. Saeed Nasir

2. Money, Banking and Financial Markets by Mshkin, Latest Edition
3. Money and Bankingby M. Irshad
 Semester-VII
Course Code Course Title Credit Hours
BBA-471 Strategic Management 3
BBA-472 Operations Management 3
BBA-473 Managerial Accounting 3
BBA-474 Elective-III 3
BBA-475 Elective-IV 3

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-471
Course Name: Strategic Management

COURSE DESCRIPTION
The Objective of this course is to help the students for their understanding about strategic
management and its importance in Business decision. This course increase the student abilities
for solving a complex problem, comprehensive cases suggest alternative course function and
present well supported recommendation for future action.

LEARNING OUTCOMES
At the conclusion of this course, the student should able to:
1. Providing recapitulations and summaries;
2. Making observations that integrate concepts and discussions;
3. Citing relevant personal examples;
4. Asking key questions that lead to revealing discussions;
5. Engaging in devil's advocacy;
6. Disagreeing with the instructor when the difference of opinion serves as both counterpoint
and a way of exploring all sides of a concept, issue, or practice;
7. Presenting one of his/her thought items to the class;
8. Working with others to come to a common understanding of topics -- in and out of the
classroom;
9. Offering a different and unique, but relevant insight into the issue;
10. Moving the discussion forward with a concrete example to generate a deeper, richer
appreciation of the conceptual issue; and
11. Transcending the ―I feel‖ syndrome, meaning your comment is embedded in some
conceptual or experiential framework.
WEEKS Course Contents
1-2 Introductory Lecture
―The Dynamics of Business and Economics‖
3-4 Ethical Business Policy and Strategy
Business Ethics and Social Responsibility
5-6 Business in a Borderless World
7-8 Managing Unionized Employees‖
In-Class Handout: ―Labor Relations in a Global Context
MID TERM
9-10 Managing Human Resources
The Nature of Management
11-12 Organization, Teamwork, and Communication
Motivating the Workforce
13-14 Customer-Driven Marketing
Dimensions of Marketing Strategy
15 Accounting and Financial Statements
Money and the Financial System
16 Financial Management and Securities Markets
Final Examination

Recommended/ Reference Books:

1. Paperback O. C. Ferrell and Geoffrey Hirt. Business: A Changing World.
 2. Wheelen, T. L., & Hunger, J. D. (2011). Concepts in strategic management and business
policy. Pearson Education India.

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-472
Course Name: OPERATIONS MANAGEMENT

COURSE DESCRIPTION
This course provides a focus on the strategic importance of operations and production
management before moving to consider managerial processes, value creation and transformation
processes in an operational context. Operational and production management issues in
manufacturing and services are considered, together with the challenges associated with
managing projects and the operations of complex business models such as the supply chain.
Throughout the course effective information management is presented as an enabler of
successful operations. The main objectives of the course are to introduce the field of
production/operations management. Topics to be covered represent a bland of concepts from
industrial engineering, cost accounting, general management, quantitative methods and statistics.
This will include some operations as well as strategic issues such as: applied forecasting,
aggregate planning, scheduling, shop floor control, total quality management, inventory
management, and facility layout and project management.
LEARNING OUTCOME
1. Students can appraise the nature of operations management in a given situation.
2. Students can explain quality management, and apply quality management techniques to
improve operations in a given situation.
3. Students can select and justify appropriate facilities to ensure efficient provision of a product.
4. Students can discuss the role of project management, and apply appropriate project
management techniques in a given situation.
5. Students can discuss performance management and determine appropriate performance
measures for an operations system.
 6. Students can understand capacity management, apply techniques relating to resource
planning, and recommend appropriate actions in a given situation.
7. Students can apply an understanding of supply chain management, inventory management
and materials management to given situations.

Weekly distribution of course contents

WEEK TOPICS
Week Introduction of Operation Management
1-2 The Operations Function, Other functions of Marketing, Finance, Supporting functions
and Interdependence of functions, Providing Products and Services, Manufacturing and
non-Manufacturing Operation, Challenges to Service Operation
Week – 3 Manager’s Role in Operations
Activities and Skills and Operations Manager for Success, Operation Strategy, Strategy
Provides Focus, Strategy Formulation, Internal and External Conditions, Different
Operations and Different Strategies, Operations is a Vital Element in Strategy, Strategy
Decisions for Operation, Positioning, Application and other Strategy
Week Product Design, an Important Strategy Factor
4-5 Product Design, in Manufacturing and, Non-Manufacturing Operations, Aggregate
Capacity Planning
Week Plan and Forecasts
6-7 Strategies for Non-Uniform Demand, Approaches to Aggregate Planning, Bottom-up
Aggregate Planning, Production, Detected Scheduling and Resource Planning, Top-down
Aggregate Planning, Selecting an Aggregate Planning Horizon, New Product Design,
Origin of New Product, Product Life-Cycle, Research and Development and its
Organization, Designing Products, Services and New Product Design, Origin of New
Product, Product Life-Cycle, Research and Development Process
MID TERM
Week Flexible Manufacturing System
9-10 Designing Services and Service Process, Service Process Matrix, Scheduling and
Controlling Manufacturing Operations, Moving from Plan to Reality, The Nature Job-
 WEEK TOPICS
Shop Manufacturing, Job Shop Scheduling and Production Control, Production Activity
Control with MRP, Production Control for Repetitive Manufacturing
Week Just-In-Time Production
11,12 & 13 Uniform Production Rate, The Kanab System, Small Lot Sizes, Quick and Inexpensive
Setup, Multi Skilled Workers and Flexible Facilities, Quality, Maintenance and System,
Layout Planning and Concept, Types of Manufacturing and Service Operations, Basic
Layouts, Developing the Product Layout Model and Behavior, Facility Location, The
Importance of Location
Competition, Cost and Hidden Effects
Location, Decisions, and Systems View, Location Factors, Markets-Related, Tangible
Cost and Intangible Factor
Week- 16 Presentation Session
FINAL EXAMINATION

RECOMMENDED BOOKS:
1. Production and Operations Management, James-B-Dilworth, (3rd Edition) McGraw Hill
Corporation.
2. Production and Operations Management, Everte, Adams-Jr and Ronald-J-Ebert edition
McGraw Hill Corporation.
3. Modern Production/Operations Management, Elwood-S-Buffa and Rakesh-K-Sarin (8th
Edition) Welly.

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-473
Course Name: Managerial Accounting
Course Description:
This course is an introduction to the fundamental concepts of managerial accounting appropriate
for all organizations. Students will study information from the entity‘s accounting system
relevant to decisions made by internal managers, as distinguished from information relevant to
users who are external to the company. The emphasis is on the identification and assignment of
product costs, operation budgeting and planning, costs control, and management decision
making. Topics include product costing methodologies, cost behavior, operational and capital
budgeting, and performance evaluation.
Learning Outcomes:
After studying all materials and resources presented in the course, the student will be able to:
1. Identify the role and scope of financial and managerial accounting and the use of accounting
information in the decision making process of managers.
2. Define operation and capital budgeting, and explain its role in planning, control and decision
making.
3. Prepare an operating budget, identify its major components, and explain the interrelationships
among its carious components.
4. Explain methods of performance evaluation.
5. Use appropriate financial information to make operational decisions.
6. Demonstrate use of accounting data in the areas of product costing, cost behavior, cost control,
and operational and capital budgeting for management decisions.

WEEK WISE DISTRIBUTION OF COURSE CONTENTS

Weeks Course Contents
Week 1&2 Managerial Accounting and the Business Environment:
Definition of Managerial Accounting , Line & Staff Authority , Types of fixed cost,
Customer value propositions ,Financial vs Management accounting, Theory of
constraint, Just in time production, Pull vs push production system, Six Sigma Lean
production, Cost terms ,concepts & classifications
Week 3&4 Cost-Volume-Profit and Break even analysis
Cost-volume-profit analysis: Assumptions of CVP analysis, Some application of
CVP concepts, break-even point, contribution margin, Margin of safety, Profit
 targets, Break even chart, Contribution break even chart, Profit volume
chart....Exercises
Week 5&6 Marginal and Total Costing:
Purpose of costing, absorption costing, Advantages and disadvantages of Absorption
costing, Marginal costing, Marginal cost, Advantages and disadvantages of Marginal
costing, Marginal and Absorption costing profit statement, Reconciling the
profit...Exercises
Week 7&8 Cost Behavior Analysis
Cost behavior and estimation: Cost behavior patterns, High & low point method,
Regression analysis,...Exercises
By Product and Joint Product Costing
Meaning of joint and by product, Difficulties in Costing by Product and Joint
Product, Nature of By Product, Methods of by Products and Joint Products,
Characteristics of Joint Products... Exercises
MID TERM
Week 9&10 Variances Analysis:
Standard Costing &Variance analysis
Usefulness of standard cost, Standard cost and variance analysis cycle
Direct material standards. Direct labour Standards. Manufacturing overhead
standards..
Direct Material variances, Direct Labour variances, FOH variances...
Exercises
Week 11 Relevant cost Analysis:
Relevant cost of Material, Relevant cost of labour, Relevant costs for
overhead...Exercises
Week Incremental Analysis:
12&13 The concept of relevant cost information
Opportunity costs
Sunk costs versus out of pocket costs
Incremental Analysis in common business decisions
 Production constraints decisions ,Make or buy and outsourcing decisions, Factors
affecting the ―make or buy‖ and out sourcing decisions
Sell, Scrap or Rebuild decisions, joint products Decisions, Special order decisions,
One-off contract decisions. Identify limiting factor, limiting factor and shadow
prices,..Exercises

Week14&15 Capital Budgeting-Basic Investment Appraisal Techniques:

Process of Investment decision making, Capital investment Appraisal, The payback
period, ARR, NPV, IRR
Budget and types of Budget
Zero base budget, Activity based budget, Incremental budget, Master budget,
Functional budget, Flexible budget...
Usefulness and problems of different types of Budget......
Exercises
Week –16 Activity based costing, Target costing, Through put accounting, Life cycle costing.
Exercises...
Group Presentations

RECOMMENDED BOOKS:-
3. Managerial Accounting—H.Garrison, W. Noreen 12th Edition.
4. Management Accounting-Study Text by Kaplan
5. Financial and Managerial Accounting---Williams,Haka,Bettner
6. Performance Management ...A study text for ACCA
 Semester-VIII
Course Code Course Title Credit Hours
BBA-481 Project 6
BBA-482 Entrepreneurship 3
BBA-483 Total Quality Management 3
BBA-484 Elective-V 3
BBA-485 Elective-VI 3

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-482
Course Name: ENTREPRENEURSHIP

COURSE DESCRIPTION

The objective of the course is too elucidating the role of creativity, entrepreneurial and
innovative business activities and their management, within a domestic and global environment.
The course aims to engender critical analytical skills, creative problem solving in the
development and evaluation of new venture ideas while understanding both the opportunities and
constraints faced by entrepreneurs. This course facilitates development of skills in
conceptualizing, developing, and implementing advertising programs consistent with a
formulated marketing strategy. The framework of advertising is used to expose students to
various concepts, tools, and techniques utilized in making better advertising decision by
competing in a comprehensive project. This course is about learning of risk and failure and
growing from it. It is about learning to forge one‘s ideas into workable business concepts,
commit them to paper, and flesh them out into a reasonable form that can be tested to see if it
could stand up to the demands of the market. The students must write at a top level, argue the
 potential of their ideas, and convince investors that their ideas are worth being born in the
marketplace.
LEARNING OUTCOMES
After completing this course, the participants should be able to:
1. Develop an idea for a new venture;
2. Research its potential and understand the risks associated;
3. Undertake marketing, positioning, and customer development;
4. Prepare an analysis of the financial requirements and build a financial strategy for the new
venture, including incremental appreciation of the equity base;
5. Plan for the execution and management of all the relevant functional areas of new venture
including operations, supply chain, information systems, and human resources etc.
6. Identify and prepare legal documents, IP policy, contracts, etc. and
7. Develop a comprehensive business plan for their venture

Weekly distribution of course

Weeks Course Contents
Week- 1 Defining Entrepreneurship:
Creation economic organization, dimensions of entrepreneurship.
Week The Macro Environment for Entrepreneurship: process of environmental
2&3 analysis, sources of opportunities, industry and market structure.
Week The Competitive Environment: the perfect competition model, industry analysis,
4&5 buyer power, supplier power, the threats of substitutes, entry barriers, rivalry between
firms, competitor‘s analysis.
Week – 6 The International Environment: the macro environment of international
&7 entrepreneurship, international entrepreneurial strategies, international organization
behavior.
MID TERM
Week-9 Business Plan and Entrepreneurial Strategy: entry wedges, resource based
strategies, strategy and industrial environment
Week-10 Marketing New Ventures: the marketing of entrepreneurship interface, marketing
concepts and orientation, marketing strategy and sales forecasting.
Week-11 Element of New Ventures: creating the organization
Week SME Definition: Importance of SME, SME in Pakistan
12 &13
Week Best Quality Management Practice in SME: customer relation management in
14 &15 SME.
Strategies of success of SME: The Business plan. Case study, Practical plan and
Implementation
Week – 16 Group Presentations
Final Examination

RECOMMENDED / REFERENCE BOOKS

1. Small Business Management A Case Study Approach, Devid Stokes, Latest Edition.
2. Mare J.Dollinger Entrepreneurship: Strategies and Resources. Austen Press.

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-483
Course Name: Total Quality Management

Course Description:
The aim of Total Quality Management is to define all aspects of quality, and to explain its
importance in organizations. It details the key components of quality management and its
relevance to organizations producing goods and services. It focuses on the different views of
quality and stands for some of the latest ways in which organization can incorporate quality to its
goods and services. It helps the organization regardless of its size and business nature within its
domain.
Learning Outcomes:
 Explain quality from a management point of view.
 Know how to implement and manage quality programs in your own environment.
 Appreciate the necessity for a quality focus for the successful performance of modern
organizations.
 Describe that implementing a quality program must include the process of continuous
improvement and life long learning.
 Appreciate how your own specialist areas are able to and are required to contribute to the
quality management processes in an organization, may it be manufacturing, services,
government, education, healthcare or an NGO.

Weeks Course Contents

Week-1,2 Overview of Quality Management, Themes of the New Paradigm, Total Quality
Management and Global Competitive Advantage. The Concept Of Customer Value,
Why Focus on Quality? Total Quality Management, Total Organization Excellence and
Systems Thinking.
Week-3,4 Integrating People and Processes for Performance, RATER for Products, Services and
Artifacts,
· Fundamentals of Total Quality, Globally Accepted Principles of Total Quality
and Need of New Strategy for Global Competitiveness,
· Bringing Quality through Discussions and Meetings about Planning for Quality,
· Leaders in Quality Revolution and Defining Quality,
14 Points of Deming Philosophy, Deming Cycle and The Juran Quality, Juran and
Crosby concept on Quality.
Week – Quality is Free, Crosby‘s Costs of Quality, Costs of Quality and Return on Quality,
5,6,7 Overview of Total Quality Approaches, and Business Excellence Models.
· BQA, EFQM (EQA) and International ISO-9000 QMS, Designing Organizations
for Quality, ISO 9001(2000) and ISO 9004(2000), a Consistent Pair for Total Quality,
Developing ISO 9001(2000) QMS for Q Certification:ISO-9001 QMS,
Documentation,
· ISO-9001(2000) QMS: Clause #5, Management Responsibility,
· ISO-9001(2000) QMS: Clause #6, Resources Management,
· ISO-9001(2000) QMS: Clause #7, Product Realization and Customer Related
Processes, ISO-9001(2000) QMS: Clause #7, Control of Production and Services,
 Production and service operations,
· ISO-9001(2000) QMS: Clause # 8 Measurement, Analysis and, Improvement,
Preventive and Corrective Actions,
· Benefits and Barriers in Installing ISO-9001 QMS,
MID TERM
Week – Creating Business Excellence in Pakistani Organizations,
9.10 · Control Mechanisms for Creating Quality at Strategic, Tactical and Big Q and
Small q.
· Leadership for Quality, Strategic Planning for Quality and New Management
Advanced Quality

Week – Planning Tools, Hoshin Kanri and Policy Deployment.

11,12 · Balance Scorecards, QFD and other Improvement Tools.
· Implementing a TQ Strategy, Basic SQC improvement Tools,
· Analysis: How is TQ being implemented? A Dialogue with a Multinational
Manufacturing Company Quality Manager

Cause and Effect Model and Run, Charts for Quality Improvement? Understanding
Week- SPC for Continual Quality Improvement, SPC with Examples,
13,14 · Statistical Thinking for Process Improvement to bring Quality in Products and
Services,
· An Interview of the CEO, Head IT, HR, and Quality Engineering of a CMMI
Level 5 Pakistani IT Company,
Week -15 Importance of Teamwork Culture for TQM,
· Understanding Empowerment for TQM.
· Focusing on Customer Suppliers Relationships, Innovation, Knowledge
Management and Learning Organization.
Week – 16 Group Presentations
Final Examination
 Recommended Books:
1. Management and Control of Quality: J R Evans & W N Lindsay, Sixth Edition, South-
Western College Pub.
2. Total Quality Management: Prof Dr Nawar Khan, NUST publishing Islamabad
 ACCOUNTING & FINANCE

Course Code Title Credit Hrs.

BBA-360 Advanced Financial Accounting 3

BBA-367 Auditing Theory & Practice 3
BBA-370 Investment Banking and Financial Services 3
BBA-368 Analysis of Financial Statements 3
BBA-369 International Finance 3
BBA-478 Taxation Management 3
BBA-477 Corporate Finance 3
BBA-470 Investment Analysis and Portfolio Management 3
BBA-479 Financial Markets 3
BBA-480 Risk Management 3
BBA-486 Islamic Banking 3

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-360
Course Name: Advanced Financial Accounting

Course Description:
This course covers advanced financial reporting issues and accounting methods for company
accounting. It introduces different types of inter-entity relationships and related accounting
issues and accounting treatments. Students will learn how to prepare, read, analyse and evaluate
the consolidated financial statements based on the guidelines provided under the relevant
Accounting Standards. Students are required to undertake a research project where students will
develop skills to research a wide variety of information sources including the relevant Act and
Australian Accounting Standards and to integrate the research output with their theoretical and
technical knowledge to understand and analyse issues in relation to business combinations.

Learning Outcomes:
On successful completion of this course, students will be able to:
1. Identify and describe different types of inter-entity relationships based on relevant Australian
Accounting Standards.

3. Discuss and solve accounting issues that arise from inter-entity relationships.

2. Explain the consolidation process and prepare consolidated financial statements based on
relevant accounting Standards.

4. Demonstrate the ability to perform complex accounting techniques and methods as required by
the relevant accounting standards.

5. Read and analyse consolidated financial statements including accounting policies and other
information disclosures.

Weeks Course Contents

Week 1&2  Company Financial Statements :
 Introduction
 Trading Account
 Profit & Loss Account
 Profit & Loss Appropriation Account
 Dividend
 Reserves
 Long term investment
 Balance Sheet
 Exercises
Week 3&4 Analysis of Accounting Ratios
 Meaning of Ratio
 Significance of ratio
 Classification of ratios
 Analysis of short term financial position
 Activity ratios/Efficiency ratios
 Profitability ratios
 Solvency ratios
 Return on investment ratios
 Limitation of accounting ratios
 Exercises
Week 5&6  Statement of Cash Flows :
 Introduction
 Cash and cash equivalents
 Operating Activities
 Investing Activities
 Financing Activities
 Direct Method
 Indirect Method
 Exercises

Week 7&8 Accounting for Construction Contracts:

 Meaning and nature of contract
 Kinds of contracts
 Preparation of contract account
 Retention Money
 Contract cost
 Contract Revenue
 Work certified and work uncertified
Exercises
MID TERM
Week 9&10 Accounting for Leases :
 Meaning of lease
 Classification of lease
 Finance and operating lease
 Features of lease
 Methods of determining a lease type
 Minimum lease payment
 Inception of lease
 Lease term
 Net investment in the lease
 Gross investment in the lease
 Unearned finance income
 Exercises
Week 11 Joint Stock company :
 Introduction and important concepts
 Share capital
 Issuance of shares...over & under subscription
 Issue of share at par,at premium,at Discount
 Exercises
Bonus Issue and Right Issue:
Introduction
 Accounting treatment of Bonus issue and Right issue
Debenture:
Introduction
 Redemption of Debenture at par,discount ,premium
 Cum-interest and Ex-interest concepts
 Exercises
Week 12&13 Liquidation of Companies &
Consignment Accounts
 Introduction
 Important terms and concepts
 Journal entries in the books of
 consignor and consignee
 Valuation of unsold stock
 Loss of stock
 Invoicing goods
 Introduction of Liquidation
 Liquidation & Insolvency
 Modes of winding up
 Members and Creditors voluntary winding up
 Official Liquidator
 Liquidator ‘s final statement of Account
Exercises
Week14&15 Accounting for Amalgamation , Absorption and Reconstruction
 Meaning of amalgamation
 Why companies do amalgamation ?
 Purchase consideration
 Absorption
 External reconstruction
 Exercises

Week –16 Hire Purchase Accounting

 Introduction
 Accounting treatment of Hire purchase transactions
Branch Accounts
 Introduction
 Exercises
Presentations
Final Examination

TEXT/REFERENCES BOOKS
1. Advance Accounts .....M.C. Shukla & S.C. Gupta
2. Modern Accountancy.....A.Mukherjee & M.Hanif
3. Frank Wood‟s: Business Accounting 2, Eleventh Edition
4. Advance Accounts .....Sohail Afzal, M.A Ghani
5. IFRS by Javid H. Zubari
 Mirpur University of Science & Technology (MUST)
Must Business School
Scheme of Study for BBA 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-370
Course Name: Investment Banking

The main objective of this course is to provide students with the required skills of credit analysis
and for using the different techniques of credit analysis which they need during their university
study and future careers. It builds upon the knowledge and skills they acquired through previous
finance courses. The course covers the practical aspects of operations of investment banking,
credit approval process, understanding of securities against each credit facility, different
evaluation techniques for approving or rejecting the credit facilities, understanding of prudential
regulations.
LEARNING OUTCOMES
 After the successful complication of this course, students will able to:
 Understanding of securities against credit facilities.
 Familiarize with credit approval process.
 Learn to understand credit policy contents of the banks.
 Learn to understand the prudential regulations of corporate and consumer financing.
 Learn to manage banks funds.
 Understanding investment functions of the banks
 Understanding risk analysis, cash flow analysis and financial statement analysis
Weeks Course Contents
Week Introduction: Types of Finances, Principles of Lending, Five C‘s of Credit
1&2 Porter‘s Five Forces
Week Forms of Lending, Securities for Advances, Risk Analysis, Financial Analysis,
3,4,5,6 Cash Flow Analysis.
Week –7 Loan Approval Process, Financial statements of a bank, measuring and
evaluating
MID TERM
 Week Bank Performance, The Investment Functions In Banking, Managing Bank
9,10,11 Sources of Funds
Week Prudential Regulations, Prudential for Corporate/Commercial, Investment
12,13 Banking
Week 14&15 Project Financing, Syndicate Financing
Week- 16 Presentation Session
Final Examination

RECOMMENDED TEXT BOOKS:

5. S K Bagachi: Credit Risk Management
6. Guiliano Ianotta: Investment Banking
7. Peter S. Rose: Commercial bank management

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA (Hons) 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-368
Course Name: FINANCIAL STATEMENTS ANALYSIS

COURSE DESCRIPTION
The financial statement analysis course is designed to prepare future managers to effectively
analyze, interpret, and evaluate an entity‘s financial statements and related information (e.g.,
attestation reports). The entities subject to analysis will be both private (e.g., owner managed)
and public (e.g., where the firm‘s securities trade on a stock exchange) and will be drawn from a
wide variety of different industries. Tools for interpreting cash flow patterns, for recognizing
trends in financial performance (ratio analysis), and for firm valuation will be discussed. The
importance for any organization of creating an effective financial reporting strategy will also be
examined. The course will also expose students to future trends in financial reporting, both
national and international.
LEARNING OUTCOME
At the completion of this course student will be able to;
1. Understand the financial statements in depth and detail
2. Do the horizontal, vertical and common size analysis of the company to determine its
financial health, performance and expected future.
3. Understand the GAAP and IFRS rules and regulations regarding reporting of financial
statements.
4. Make and forecast Projected financial statement
5. Develop and understand the Notes to the accounts
6. Determine the company`s liquidity, profitability, solvency, productivity, asset utilization,
position
Weekly Class Plan
WEEK TOPICS
Week 1-3 Introduction to Financial Statements: Nature, Meaning, Objectives, Limitation and
Uses, What is Financial Statement Analysis, Advantage, Limitation, Relation between
financial statements and financial statement analysis, Sources of information for
financial statement analysis, Internal source, External source, Steps to analyzing
financial statements
Week 4-5 Techniques of Financial Statement Analysis, Instruments of analysis, Types of
analysis, Tools and techniques of analysis
Week 6-7 Ratio Analysis: Short term solvency/liquidity analysis, Analysis of capital structure,
Profitability ratios showing rate of return on investment, Activity analysis/ asset
management analysis, Stock market related ratios, Profit margin on sales, Return on
investment
MID TERM
Week 9-11 Cash Flow Statement Analysis: Concept and preparation of cash flow statement, Cash
flow ratios, Analyzing cash flow statement, Objectives of analyzing cash flow statement
 WEEK TOPICS
Week 12-14 Income Statement Analysis: Need for income statement analysis, Various income
statements formats, Classification of income statement analysis, Statement of retained
earnings and shareholder equity
Week-15 Limitation of Financial Statement Analysis: GAAP Formation and its policies,
GAAP Inadequacies, Limitation of financial statement
Week-16 Presentation Session
FINAL EXAMINATION

Reference Books
1. Financial statement analysis by Gokul Sinha published in 2009
2. Financial statement analysis by Charles J. Woeful
3. Analysis of financial statements by Pamela P, Peterson and Frank J. Fabozzi
4. Financial Statement Analysis by John J.Wild, K.R.Subramanyam, Robert F

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA
Discipline: BBA
Credit hours: 03
Course code: BBA-369
Course Name: International Finance

COURSE DESCRIPTION:
The course is offered to orient the students with the understandings of the financial institutions
and their working in international capital markets. We will examine the patterns and the
mechanisms of international trade and international finance. Further, it introduces the students to
the structure and functions of the financial systems and offers a practical perspective on the
workings of these financial institutions.
LEARNING OUTCOMES
On completion of the course the students shall be able to demonstrate an understanding of the
subject matter and financial environments.
1. Have a general knowledge of international economics. Describe the main questions in
international economics and the main components of international trade and international
finance. Explain the impact of each key component; and analyze the critique of the applicability
of models.

2. Apply the international economic concepts, principles, and models to analyze global
phenomena and relevant policy debates, conduct economic analysis of the world economy and
society, and carry out independently applied research on international economic problems.
3. Analyze qualitatively and quantitatively basic international trade and finance problems, apply
your knowledge to practical situations and make wise economic decisions, and adapt to changes
in business and social environments and professional requirements.
4. Locate, gather, and organize information using appropriate information technology and
systems.

WEEKS Course Contents

1 International trade and gains from trade; The Ricardian model

2&3 The specific factors model and the standard trade model
4,5&6 Globalization and inequality
7&8 The transfer problem
MID TERM
9&10 Trade policy - Tariffs
A case study of trade policy
11&12 Inter-temporal trade and the current account
Current account adjustment and real exchange rates (with application to the
Pakistan current account deficit)
The Foreign exchange market and currency speculation
13&14 Money and exchange rates, PPP, and the real exchange rate
The Mundell-Fleming model and exchange rate regimes
15&16 Financial crises and currency crises
Final Examination
 Recommended/ Reference Books:
 Madura, Jeff, Financial Markets and Institution, South-Western
 FINANCIAL MARKETS, INSTITUTIONS AND MONEY- Fredericl-S-Mishken
(5th Edition) Harper Collins Publisher, New York.
 Giddens, Anthony. Runaway world: how globalization is reshaping our lives,
Routledge. (2000)
 Kremer, Michael, and Eric Maskin. "Globalization and Inequality." October 2006.

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-478
Course Name: Taxation Management

Course Objectives:
1. To familiarize the students with the Income and Sales Tax Laws in Pakistan.
2. To introduce to students the important elements and aspects of tax system and
authorities and their limits.
3. To equip the students with necessary skills to deal with the situations concerning the
field of taxation.
COURSE CONTENTS:
WEEK TOPICS
Week 1-2 Introduction and scope of Income Tax Law in Pakistan. Definitions and Terminologies
Exclusions from total income, Reduction in tax liability, Exemption from specific
provisions of income tax ordinance 2001.
Week 3-4 Distinction between capital and revenue items of expenditures. Tests for different of
capital and revenue receipts.Tests for differentiating capital and revenue expenditures.
Capital loss.
Week 5-6 Income from Salary, Scope of salary income. Allowances and relieves under the
Ordinance. Types of provident fund, treatment of provident fund, the sixth schedule,
 WEEK TOPICS
employer‘s contribution of approved gratuity fund deduction from income, gratuity fund
deduction from income, gratuity fund and schemes. Computation of income tax payable
from salaried persons.
Week 7 Income from business and profession Terms used. Considerations governing taxation of
business profits. Maintenance of accounts on mercantile or cash basis. Income
chargeability under income tax law on income from business. Principles of computation
of taxable profits, allowable deductions. Deduction for computing business income,
significant changes introduced by the ordinance. Non-admissible expense. Bad-debts.
MID TERM
Week 9-10 Income from property tax on agriculture income. Calculation of ALV. Allowable
deduction from income from property. Set-off and carry forward of losses.
Types of Losses. Rules for set-off and carry forward. Penalties, offenses, appeals and
prosecutions.
Week 11-12 Income tax authorities their appointments adducties and the limitation and powers.
Income from other sources. Deduction for computing income from other sources.
Capital gains. Exchange gain/losses, income deemed to accure or arise.
Week 13 Tax accountings and assessment cycle, procedure filling of return. Power to grant
extension of time for filling the return, assessment procedure, provisional assessment,
notes for production of books of accounts, evidence, etc. Assessment on the basis of
return, wealth statement, simplification of assessment of procedure, payment of tax
before assessment, changes in tax withholding and collection of tax. Withholding tax
rates under section 50(6) collection of tax on demand, recovery of tax. Recovery of
arrears/ refunds demand, refund and tax credit, persons
Week-14 entitled to claim refund in certain case, income tax refunds,penalties, enhanced tax rates
for higher slabs of income, first schedule rates of income tax for individuals,
unregistered firms, association of persons and Hindu individuals. Deferred taxation and
its treatment.
Week-15 Assessment of individual salaried and non-salaried person. Self-assessment scheme.
Appeals Practical Problems Introduction and scope of sales tax. Definitions and
terminologies. Sales tax authorities. Book Keeping and invoicing requirements.
 WEEK TOPICS
Furnishing of Return of Sales Tax. Appeals. Practical Problems.

FINAL EXAMINATION

RECOMMENDED TEXT
1. Mughal, Muhammad Muazzam, Income Tax-Principles and Practice, Syed Mobin &
Co.Lahore.
2. Mughal, Muhammad Muazaam, Sales Tax, Syed Mobin & Co. Lahore.
Further Reading:
1. Mehboob, Sheikh , Taxation, latest edition

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA (Hons) 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-477
Course Name: CORPORATE FINANCE

COURSE DESCRIPTION
The objective of this course is to provide a thorough introduction to the fundamental principles
of asset valuation and financing in competitive financial markets. The course examines the
important issues in corporate finance from a perspective of financial managers who need to make
significant investment and financing decisions. We start with the NPV rule, which leads us to the
valuation of debt and equity. We then investigate the efficient market hypothesis and examine
the Capital Asset Pricing Model (CAPM) and the portfolio theories in such a market. We also
learn to use the NPV rule to justify capital investment decisions. Option pricing will be the last
step in our venture into the world of corporate finance. While this course is not designed to teach
an abstract mathematical theory of modern financial economics, a basic theoretical
understanding of various topics is essential to competent analysis and intellectual discussion.
Furthermore, in examining issues in portfolio diversification, knowledge of basic statistics and
spreadsheets will be essential and assumed. Prerequisite: Statistics. Co-requisite: Financial
Accounting and/or Managerial Economics.
LEARNING OUTCOMES
At the end of this course students will be able;
1. To evaluate and formulate effective working capital polices to be cash efficient in day to day
operations.
2. To make effective use of financial resources available to an organization.
3. To evaluate various alternatives available to acquire fixed assets.
4. To make use of computer applications in financial management issues.
5. To develop and analyses the pro-forma financial statements and also the sensitivity and
scenario analysis for decision making.
6. To increase your confidence to participate in financial decision making.
COURSE OUTLINES AND WEEKLY CLASS PLAN

WEEK TOPICS
Week 1-2 Introduction to Corporate Finance: What is Corporate Finance?, The balance
sheet model of the firm, Capital Structure, The financial Manager, Corporate
securities as contingent claims on total firm values, The corporate firm, Case
study: Making a decision to become a corporation, Goals of the corporation firm,
Financial Markets.
Week 3-5 Time Value of Money: Future value and compound interest, Present values,
Multiple cash flows ,Level cash flows: Perpetuities and Annuities, Inflation and
the time value of money, Case Study
Week 6-7 Valuation of Securities: Bonds Characteristics, Bond prices and yields, Stocks
and the stock market, Book values, liquidation value and market value, Valuing
common stock
Simplifying the dividend discount model, Growth stocks and income stocks, Case
study
MID TERM
Week 9-10 Net Present Value and Other Investment Criteria: Net present value, Other
 WEEK TOPICS
investment criteria, Capital Rationing, Case study
Week 11-13 Project Analysis: How firm organize the investment process, Some ―what-if
questions‖
Break even analysis, Real options and the value of flexibility, Sensitivity analysis
Case study
Week 14 Financial Leverage and Capital Structure: The capital structure question, The
effect of financial leverage, Capital structure and the cost of equity capital,
Corporate taxes and capital structure, Bankruptcy cost, Optimal capital structure,
Observed capital structure, Case study
Week 15 Mergers, Acquisitions and Corporate Control: The market for corporate
control
Primary contest, Mergers and Acquisitions, Leveraged Buyouts, Divestitures and
spin-offs, Sensible Motives for Mergers, Leveraged Buyouts, The Benefits and
Cost of Merger. Case study
Week- 16 Presentation Session
FINAL EXAMINATION

Reference Books
1. Brealey Mayers Marcus, Fundamentals of Corporate Finance, McGraw-Hill
2. Ross Westerfield Jordan, Essential of Corporate Finance, McGraw-Hill
3. Madura, Jeff, International Corporate Finance, Thomson

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA (Hons) 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-470
Course Name: INVESTMENT AND PORTFOLIO MANAGEMENT

COURSE DESCRIPTION
This course introduces risk-return concepts, debt and equity securities, and options and futures
contracts. The course uses a Portfolio Project to evaluate the array of financial instrument
investment alternatives and their risk profile. Participants analyze expected return characteristics,
individually and in combination within a portfolio. Different investment strategies and valuation
models are used to understand basic investment principles and practices.
Upon completing this course, successful students will be able to: Gain a firm grasp of theoretical
concepts underlying modern portfolio theory, Understand and apply theoretical concepts to real-
world investment analysis, Learn about and evaluate investment alternatives, their risks, and
their expected return characteristics, Discuss investment strategies and valuation models while
applying them to sample client situations and Calculate various measures of investment risk and
return used in portfolio analysis and construction; understand methods of evaluating investment
results.
LEARNING OUTCOME
At the end of this course students will be able;
1. To know the investment outlets and returns expectation to those investment opportunities.
2. To know the risk and return estimation
3. To know what are the fundamentals of portfolio making
4. To know how to hedge the funds to save from systematic losses
5. To develop the portfolio with multiple assets
6. To know how indexes are formed and how they gets weight in stock, bond and commodity
markets
7. To identify the technical and fundamental investment trend of the stock markets

COURSE OUTLINES AND WEEKLY CLASS PLAN

WEEK TOPICS
Week 1-2 Understanding Investments: The nature of investment, The importance of studying
investments, Understanding the investment decision process, Important considerations
in the investment decision process
Week 3-4 Investment Alternatives: Organizing financial assets, Non marketable financial assets,
Money and Capital markets securities, Fixed income securities, Derivative securities
Week 5-6 Investment Companies: What is an investment company?, Types of investment
 WEEK TOPICS
companies, Major types of mutual funds, Investment indirectly

Week 7 Financial Market: Importance of financial market, Primary markets, Secondary

markets
MID TERM
Week 9-10 How Securities are traded: Brokerage transactions, How order works, Investor‘s
protection in the securities markets, Margin and short selling
Week 11-12 The Returns and Risks : Risk and Return , Measuring risk and return, Realized returns
and risks from investing, Estimating security return and risk, Portfolio return and risk,
Analyzing portfolio risk calculating portfolio risk
Week 13-15 Portfolio Selection: Building a portfolio, Use the Markowitz portfolio selection model,
Consider borrowing and lending possibilities, Choose the final portfolio based on
preferences, The separation theorem, Case studies
Week-16 Presentation Session
FINAL EXAMINATION

Reference Books
1. Investments Analysis and management (10th E) by Charles P.Jones
2. Investment (5th E) by Robert C. Radcliffe

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-479
Course Name: FINANCIAL MARKETS

COURSE DESCRIPTION:
The purpose of the course is to orient the students to the financial institutions and their working
and Management. The course is designed at undergraduate level where the students will be
taught about the types and working of financial institutions. It is designed to introduce and
analyze the structure and functions of the financial system. The module first provides an
overview of the financial system, focusing on its main components, functions and operations;
determination of interest rates and valuation of cash flows. Secondly, it covers financial markets
including money markets, bond markets, mortgage markets, stock markets and derivatives
markets. Thirdly, it introduces the basic elements financial institutions and their role in corporate
finance and in the economy. The module therefore, is intended to enable students to understand
the general functions and main features of important financial markets and institutions, and to be
familiar with the structure and dynamics of the financial system in Pakistan and at international
level.
LEARNING OUTCOMES
On completion of the course the students shall be able to demonstrate an understanding of the
subject matter and financial environments, not only in Pakistan but in the outside developed
financial world.
4. To critically examine the salient features of financial system and institutional framework.
5. To understand the financial instruments and the cash flow implications of various
products.
6. To understand the regulatory framework, the world regulatory architecture shaping up.
The strength and weaknesses of some of the regulations.

WEEK TOPICS
Week 1-2 Introduction: The Field of Finance, The role of the finance Manager, The basic
financial goals of the firm
Week 3-5 The Financial System: Surplus Economic Units, Deficit Economic Units,
Securities/ Financial Assets, The Major Economic Systems, Capitalism,
Communism, The Islamic Economic System
Types of Financial institutions: Commercial Bank, Importance of Commercial
Banks, Functions of Commercial Banks
Week 6-7 Financial Markets:
Debt & Equity Market, Money and Capital Market, The Primary Market, The
 WEEK TOPICS
Secondary Market, The Money Market, The Capital Market, Security
Exchanges, The Over-the-Counter (OTC) Market, Market Efficiency, Securities
in the financial market place, Securities in the money market, Treasury bills,
Commercial paper , Future Markets, Euro Dollars, Bankers‘ acceptance, Stocks
,Bonds, Bond terminologies and types, Treasury notes and bonds, Corporate
bonds, Corporate stock, Common stock, Preferred stock
MID TERM
Week 9-10 Non-Banking Financial Intermediaries
Investment Bankers, Brokers, Dealers, Mutual Fund Companies
Week 11 Central Bank
Functions of Central Bank, Credit control, State Bank of Pakistan, Constitution ,
Function of State Bank, Principles of Note Issue
Week 12-13 Specialized Financial Institutions in Pakistan: Small Medium Enterprises,
Industrial development Bank of Pakistan, Investment Corporation of Pakistan,
National investment trust, International Financial Institutions, World Bank, IMF
Week 14-15 Security Firms and Investments Banks: Services Offered by Securities Firm
and Investment Banks. Main Activities, Investment banking, Trading, Investing
M & A, Private Equity, Venture Capital and other services.
Week- 16 Presentation Session
FINAL EXAMINATION

RECOMMENDED / REFERNCE BOOKS:

5. Financial Management (Principles and Practice), Timothy J. Gallagher & Joseph D.
Andrew, Jr., Prentice Hall (Latest Edition).
6. Money and Banking in Pakistan, S.A.Meenai, Oxford University Press Karachi. (Latest
Edition).
7. Principles of Money, Banking and Financial Institutions Lawrence-S- Ritter and Willion-
L-Silber (8th Edition) Harper Collins Publishers, New York.
 8. Financial Markets, Institutions and Money-Fredericl-S-Mishken (5th Edition) Harper
Collins Publisher, New York.

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA (Hons) 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-486
Course Name: ISLAMIC BANKING

COURSE DESCRIPTION
This introductory course is designed to teach delegates the principles of Islamic Banking and to
highlight the differences between Islamic and conventional banking. It explores the different
products and services commonly found in both the GCC and the Islamic market globally and it
assesses the relative advantages and disadvantages of each. By the end of the course delegates
will have a full understanding of the products and principals involved in Islamic Banking and
how they differ from Western banking models.
LEARNING OUTCOME
At the end of this course students will be to know;
1. What is Islamic Banking and how it‘s different from conventional commercial banking.
2. What are tools, instruments; their formation and use take place in Islamic banking sector.
3. How sharia and fiqa justify Islamic banking instruments
4. Is there any future of Islamic baking and how it can be fully opted in Pakistani banking
sector in its true spirit
5. Distinguish between the similar products of Islamic and commercial banking but with
different formulation and implementation policies.
6. How interest free economy can eliminate the income huge gaps.

COURSE OUTLINES AND WEEKLY CLASS PLAN

WEEK TOPICS
 WEEK TOPICS
Week 1 A Brief Overview of Economic Systems, Capitalism, Communism, Islamic Economic
System

Week 2 The Islamic Economic System, Factors of Production in Islam, The Objectives of the
Distribution of Wealth in Islam

Week 3 Riba, Usury, Interest , Introduction, Historical Background, Nature & Meaning,
Prohibition of Riba, Riba in the Quran, Riba in Hadith, Riba in Fiqh

Week 4 Rationale of Prohibition of Riba, Arguments in Favor of Interest , Arguments against

Interest , Analysis of the Arguments in Favor of & Against Interest
Week 5 Interest free Banking System, Objections, Reservations, Evaluation of the Objections &
Reservations
Week 6 Islamic Banking, Philosophy, DevelopmentAreas of Operations, None Fund Based
Transactions, Investment Activities, Social Activities, Financing under Profit and Loss
Sharing System, Potential of Islamic Banks
Week 7 Islamic Modes of Financing: Musharakah, Definition of Musharakah, The Basic Rules
of Musharakah, The Management of Musharakah, Basic Rules of Distribution of Profit
and Loss
MID TERM
Week 9 Powers and Rights of Partners and Musharakah, Termination of Musharakah,
Termination of Musharakah without Closing the Business, Distinction between Interest
Based Financing and Musharakah
Week 10 Mudarabah: Definition, Types of Mudarabah, Difference between Mudarabah and
Musharakah, Investment, Mudarabah Expenses, Distribution of Profit and Loss, Roles
of Mudarib, Termination of Mudarabah
Week 11 Diminishing Musharakah, Meaning and Concept, Uses of Diminishing Musharakah
Week 12 Murabaha: Definition, Difference between Murabaha and Sale, Issues in Murabaha,
Basic Mistakes in Murabaha Financing, Bai‘ Muajjal
 WEEK TOPICS
Week 13 Salam and Istisna: Salam, Purpose of Use, Conditions of Salam, Parallel Salam, Istisna
Concept of Istisna, Difference between Istisna and Salam, Istisna as a Mode of
Financing
Week 14 Ijarah (Leasing), Basic Rules, Lease as a Mode of financing, Difference between
Murabaha and Leasing, Expenses Consequent to Ownership, Lessee as Ameen,
IjarahWaIqtina
Week 15 Applications of Islamic Financing, Project Financing, Working Capital Financing,
Import Financing, Export Financing
Week- 16 Presentation Session
FINAL EXAMINATION

Reference Books
1. Islamic Banking -Shahid Hassan Siddiqui, Published-Royal Book Company Karachi.
(1994).
2. AN INTRODUCTION TO ISLAMIC FINANCE – Muhammad Taqi Usmani,Idaratual
Marrif Karachi. (1999).
3. ISLAMIC BANKING-Dr. Muhammad Imran Ashraf Usmani Published- Darul Ishaat
Karachi Edition (2002).
 MARKETING

Course Code Title Credit Hrs.

BBA-488 Advertising 3
BBA-489 Strategic Marketing 3
BBA-490 Export Marketing 3
BBA-491 Social Marketing 3
BBA-492 International Marketing 3
BBA-493 Sales Management 3
BBA-494 Brand Management 3
BBA-495 Seminars in Marketing 3

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA
Discipline: BBA
Credit hours: 03
Course code: BBA-488
Course Name: Advertising Sales Management

Course description and objectives

This course is designed to give students a working knowledge and appreciation of what sales
management is and how it is actually carried out in the field. This course should be of special
interest to those who have practiced sales management or plan to do so in future. This course
helps gain understanding of how to direct sales force in all of its functions from selling to their
management and direction in the field. It is a leadership role in the real sense. Sales managers
lead by example. They are supposed to solve all problems of the sales people in their official and
even personal domains. Sales managers are the link between the organization the sales persons.
They watch the interest of both sides with each other

Learning outcomes
 Course participants will be able to go to the industry with confidence.

 They will not be strangers to the concepts of sales management and selling.
  If they have been or want to be involved in sales management or selling, this course will
serve as excellent base to start with.

 They will also be used to all the jargon of the sales function.

 If they are not in selling they will be better able to appreciate what sales people are doing
and be in much better position to deal with them.

WEEKS Course Contents

1&2 Jobs of sales management
3 Careers in professional Selling and Sales Management
4 Evolution of Professional Selling
5&6 Preliminary Steps in the Selling Process
7&8 Advanced Steps in the Selling Process
MID TERM
9&10 Territory Development and Time Management
11 Sales Management Environment
12&13 Sales Management Planning
Sales Forecasting
Sales Budgeting
14 Organization of the Sales Force
Sales Personnel Planning and Recruiting
Sales Personnel Selection Process
Sales Training and Development
15 Sales Leadership and Supervision
Sales Incentives
16 Sales Compensation
Final Examination

Recommended/ Reference Books:

 Rossiter, J. R., & Percy, L. (1987). Advertising and promotion management. McGraw-
Hill Book Company.
  Churchill, G. A., Ford, N. M., Walker, O. C., Johnston, M. W., & Tanner, J. F.
(2000). Sales force management. Chicago: Irwin/McGraw-Hill

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA (Hons) 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-492
Course Name: INTERNATIONAL MARKETING

COURSE DESCRIPTION
This course is designed for the students of business administration in order to specialize them in
the field of international Marketing and to understand about the scope and challenges of
international marketing, culture Dynamics, Political Environment and Developing Global
Marketing Strategies. After qualifying this course the students will be able to understand
business activities across international borders. Emphasis is placed on the analytical Processes in
International marketing Decisions, As well as Knowledge of Tools and Practices for structuring
and controlling marketing Programs related to International Business. This course is designed to
provide students with insights into the nature and environment perspectives of marketing across
national boundaries and with those with in foreign countries.
LEARNING OUTCOMES
Through the analysis of the case situation and the presentation of ideas to business and industry
professionals (judges), the participants will develop or reinforce the following areas in relation
to international marketing:
1. Demonstrating the application of international marketing and management principles and
techniques to the business environment
2. Analyzing business situations, organizing thoughts and identifying solutions as a team
3. Developing a marketing strategy using a complete marketing mix (product, price,
promotion, place)
4. Demonstrating knowledge/understanding of customer/client needs
5. Developing a complete international marketing plan of action
 6. Organizing and communicating ideas and concepts effectively
7. Accomplishing objectives as a team

COURSE OUTLINES AND WEEKLY CLASS PLAN

WEEK TOPICS
Week 1 The Scope and Challenges of Intl. Marketing: Difference between Global &
Domestic Marketing, International Marketing Task, The importance of world trade,
Opportunities and challenges in international marketing
Week 2 International trade institutions and trade policy: The international market place, The
historical dimension, The importance of trade and investment, Transnational institutions
affecting world trade
Week 3 The Cultural Environment: Cultural Knowledge, Elements of culture, Sources of
culture knowledge
Week 4 The economic environment: Market characteristic, The effect of economic
environment on social development, Regional economic integration

Week 5 The Political-legal Environment: Home country political environment, Host country
political environment, Stability Of Govt. Policies, Political Risk In Global Business.

Week 6 International marketing intelligence: Needs, benefits and objective of research, The
secondary research process, Primary research process, The international marketing
information system
Week 7 Multinational Market Regions And Market Groups: Patterns of Multinational
Cooperation, Global Market and Multinational Market Groups, The European
Community, Marketing Mix Implications, Asia Pacific Rim:, Association of South
Asian Nations (ASEAN), Eastern Europe:, The Commonwealth of Independence States
(CIS)
MID TERM
Week 9 Developing Global Marketing Strategies: Global Marketing Management, Alternative
Market-Entry Strategies.
 WEEK TOPICS
Week 10 The Export process and Export intermediaries Licensing and Franchising:
Why go global, Internationalization stages, Export intermediaries, Licensing and
Franchising
Week 11 Global strategic planning, Global marketing, The strategic planning process

Week 12 International product policy: and new product development: Product variable,
Product characteristic, New product development, Product testing, Foreign market
choices: matching product to market
Week 13 International marketing of services: Services vs Products, the role of international
services in the world economy, International trade problems in services
Week 14 Channel and distribution strategies: Foreign market entry, Foreign market channels
and global logistics, What is international logistic, Supply-chain management
Week 15 Global promotion strategies: Planning promotion campaigns, Constraints on
international advertising, other promotional elements, Marketing mix as a promotion
Week- 16 Presentation Session

FINAL EXAMINATION

REFERENCE BOOKS
1. International Marketing- Ccateora & G.K (1999) 11th Edition Irwin M.G. Hill.
2. International Marketing by Vern Terpstra and Ravi Sarathy. (2000) 8th Edition South-
western
3. International Global Marketing- Grahm. Meloan (1998), Publishers Irwin McGraw Hill.
4. International Marketing by Michael R. Czinkota and Ilkka A. Ronkainen (2002 update).
South-western
 Mirpur University of Science & Technology (MUST)
Must Business School
Scheme of Study for BBA (Hons) 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-493
Course Name: SALES MANAGEMENT

COURSE DESCRIPTION
The course objective is to study the various aspects of the sales management process. Specific
activities of interest will be how sales managers develop and execute plans for creating customer
satisfaction by developing the selling function, strategic sales planning, building a sales program,
and controlling the sales force.

LEARNING OUTCOMES
After studying this chapter you will be able to:-
1. Identify clearly the differences between the functions of marketing and sales
2. Describe various marketing and sales approaches
3. Describe the marketing mix and the sales management model
4. Identify the various functions of a sales manager and his/her objectives

WEEKLY CLASS PLAN

WEEK TOPICS
Week 1-2 The Job of Sales Management : The Nature of Personal Selling , Personal Selling in
the Marketing Mix, Dimensions of Sales Management
Week 3 Preliminary Steps in the Selling Process :Prospecting , Qualifying Prospects ,
Preparing
Week 4 Advanced Steps in Selling Process :Convincing the Prospect, Handling Objections,
Closing, Follow Up
Week 5 Territory Development : Sales Territory Design, Procedure for Developing Territories
Week 6 Sales Management Environment : Coping with Environmental Changes, The Social
 WEEK TOPICS
and Cultural Environment, The Competitive Environment

Week 7 Sales Management Planning: The nature and importance of sales planning, Sales
planning in the corporate context, Information for sales planning
MID TERM
Week 9 The Sale Management Planning Process: Setting Sales Objectives , Formulating Sales
Strategies
Week 10 Sales Forecasting: Importance of Sales Forecasting , Sales Quotas and Budgets , Sales
Forecasting Concepts
Week 11 Sales Forecasting Procedures, Estimating market and sales potentials, Information
Sources
Week 12 Sales Budgeting : Types of Budget , Determining the Budget level
Week 13 Sales Personnel Planning and Recruiting : Analyzing Sales Personnel Needs ,
Sources of Sales Recruits
Sales Training and Development: Training and the Salesperson‘s Career Cycle
,Designing a Formal Sales Training Program , Training Techniques

Week 14 Sales Leadership and Supervision : Selected View of Sales Motivation, The Essence
of Sales Leadership , Sales Leadership and Coordination
Week 15 Sales Compensation: Criteria for Sound Compensation Plan , Developing a
Compensation Plan
Week- 16 Presentation Session
FINAL EXAMINATION

REFERENCE BOOKS
1. Eugene m. Jhonson Rovid L. Kurtz E. Scherumg. Sales Management Second Edition 1994,
Mc.Graw-Hill Publishers.
2. Rople E. Adverson, Joseph F. Haw Jr, Ajam J. Bush. Professional Sales Management
Second Edition 1992, Mc. (3raw-HiIl Publishers.
3. David L. Kurtz, H. Robert Dodge, Professional Selling, Sixth Edition Irwin Publishers 1991
 4. Doughtas j. Sairymple, Sales Management Third Edition 1988 Wiley International
Publishers
5. Leslie W. Rodger Statistics for Marketing, McGraw-Hill Publishers 1984
6. Reten J. Youdale. Managing Your Sales, Office Business: Books Lts. UK. 1974

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA (Hons) 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-494
Course Name: BRAND MANAGEMENT

COURSE DESCRIPTION
Brand management discusses the role of the brand manager, how brands are managed to create
brand equity, how marketers measure and track performance, and how analytics are used to grow
businesses. The course also explores planning: how brand managers employ business reviews
and marketing plans to drive their businesses forward.
LEARNING OUTCOME
At the end of this course students will be able;
1. To explore the concept of branding: its nature, scope, characteristics and value.
2. To understand the relationship between consumers and brands and the cognitive
processes used for decoding and interpreting brand values and personality.
3. To appreciate the brand as a strategic device within the wider context of marketing and
corporate strategy.
4. To consider the implications of Brand equity.
5. To establish criteria for 'good management practice' to develop and maintain sustainable
brands.
6. To explore the opportunities for Brand extension and positioning.
7. To explore the impact of globalization on brand strategy
WEEKLY CLASS PLAN
 WEEK TOPICS
Week 1-2 Introduction to course
Week 3-4 Brands and brand management (Ch 1).
Week 5-7 Identifying and establishing brand positioning and values.
MID TERM
Week 9-10 Planning and implementing marketing brand marketing programs
(Chapters 4 and 5)
Week 11-12 Planning and implementing marketing brand marketing programs … continued
(Chapters 6 and 7)
Week 13-14 Measuring brand performance (Chapters 8, 9 and 10)
Week-15 Growing and sustaining brand equity (Chapters 11 and 12).

Week-16 Presentation Session

FINAL EXAMINATION

REFERENCE BOOKS
1- Keller, Kevin Lane (1999), "Brand mantras: rationale, criteria and examples," Journal of
Marketing Management, 15, 43-51.

2- (1999), "Managing brands for the long run: brand reinforcement and revitalization
strategies," California Management Review, 41 (3), 102-24.

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA
Discipline: BBA
Credit hours: 03
Course code: BBA-495
Course Name: Seminars in Marketing
Course Description and Objectives

The broad purpose of this course is to develop the student‘s knowledge, skills, and abilities as a
marketing scholar. Introduce key marketing ideas and phenomena. Develop students' skills in
marketing analysis and planning. Provide a forum (both written and oral) for presenting and
defending recommendations and critically examining and discussing those of others. An
emphasis is placed on theory and practice that draws on market research, competitive analysis,
and marketing science.
Learning outcomes
Upon completion of this course:
 The student should have improved his or her written and verbal communication and
analytical skills and feel comfortable discussing theoretical and methodological issues in
a scholarly manner.

 The student will also gain an appreciation of the development of marketing knowledge in
a range of topic areas.

 Along the way the student will also learn about the institutions, systems, and practices
found in academic marketing as well as the research process.

WEEKS Course Contents

1&2 Introductions and Course Overview;
Doing Research for Knowledge
Development in Marketing
3&4 Identifying Viable Research Topics;
What is a Contribution? Seminal
Contributions, Extensions and
Replications; Developing and Stating
Research Questions; Establishing
Research Scope
5 Theory, Method, and Validity in
Scholarly Marketing Research; Research
Programs and Generalization of
Findings; Falsifiable Propositions,
Testable Hypotheses, and Empirical
Conjectures
6 Developing Theories of Marketing
Management and Marketing Strategy
 7 Marketing Strategy: Theories of Market
Segmentation and Marketing
Information
8 Research on Branded Variants and
Assortment Effects
MID TERM
9,10&11 Testing Theories of Marketing
Management and Marketing Strategy
12 Marketing Organization and Marketing
Channels: Contingency, Production,
Agency, and Transaction Cost Theories
13 Topics in Theory and Research on
Product and Service
Innovation
14 Student Paper Proposal Presentations
15&16 Approaches to Understanding Pro
Final Examination

Recommended/ Reference Books:

 Dinnie, K. (2010). Nation branding. Routledge.

 Schreiber, D. A., & Berge, Z. L. (1998). Distance Training: How Innovative

Organizations Are Using Technology To Maximize Learning and Meet Business
Objectives. Jossey-Bass Business and Management Series. Jossey-Bass Publishers, 350
Sansome Street, San Francisco, CA 94104.
 HUMAN RESOURCE MANAGEMENT & MANAGEMENT
Course
Title Credit Hrs.
Code
BBA-496 Management of Public Enterprises 3
BBA-497 Conflict Management 3
BBA-498 Change and Innovation Management 3
BBA-499 Training & Development 3
BBA-356 Seminars in Human Resource Management 3
BBA-357 Recruitment and Selection 3
BBA-358 Compensation and Benefits Management 3
BBA-359 Industrial Relations Management 3
BBA-246 Human Resource Development 3
BBA-247 Occupational Health and Safety 3
BBA-248 International Business 3
BBA-249 Strategic Human Resource Management 3

Mirpur University of Science & Technology (MUST)

. Must Business School
Scheme of Study for BBA
Discipline: BBA
Credit hours: 03
Course code: BBA-498
Course Name: Change and Innovation Management

COURSE DESCRIPTION
Organizations move through a number of identifiable stages as they grow and develop. In some
cases these changes are planned, in others they are unplanned. Sometimes the forces for change
come from within the organization and at other times they will be caused by external forces or
influences. The need for organizations to meet and to cope with changing conditions requires
innovation, creativity and flexibility. This course will help develop the skills and knowledge
required to promote the use and implementation of innovative work practices to effect change
and manage changes so there is minimal work place disruption.
LEARNING OUTCOMES
Upon completing this course, students will be able to:
1. Understand the role of change in organizational success.
2. Develop the skills needed to support innovation and improvement.
3. Develop the planning skills needed to introduce and implement positive change.
4. Use consultative processes to reduce the barriers to change.
5. Analyze and evaluate problems associated with change.
6. Manage the stress associated with change.
7. Monitor the outcomes of change.

WEEKS Course Contents

1-3 Acknowledge Identify the two main general types of reaction to change
reactions to Identify your reactions and inhibitions in change-related
change situations
Cultivate attitudes open and favorable to change
Identify the barriers to change, especially those caused by
new production processes and
Standards
4-6 Apply the 4 steps Overcome obstacles and eliminate passivity
of a successful Use creative and efficient solutions
change Combine flexibility and determination in action
Develop your ability to take constructive risks
7-9 Guide team Develop your abilities to lead change
members in the Cultivate attitudes favorable to a successful outcome
change process Support and guide employees in the change process
Increase confidence and commitment in team members
faced with change
10-12 Adopt effective Distinguish between goals, objectives, strategies and means
strategies to Increase your individual leeway inside an organizational
successfully change process
implement change Act effectively according to your level of power
 MID TERM
13-14 Manage change Communicate an effective and vibrant vision of change
with your staff Avoid the extremes of under and over commitment
15-16 Develop your judgment and refine your perception
Support and rally those who mistrust change because of
negative past experiences
Final Examination

Recommended/ Reference Books:

1. Paton, R. A., & McCalman, J. (2008). Change management: A guide to effective
implementation. Sage.
2. Hiatt, J., & Creasey, T. J. (2003). Change Management: the people side of change.
Prosci.

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA (Hons) 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-499
Course Name: TRAINING AND DEVELOPMENT

COURSE DESCRIPTION
Training and development in organizations is usually defined as planned activities directed at
enhancing the learning of job-relevant knowledge, skills and attitudes by members or employees
of the organization. Almost invariably, the goal is to improve on-the-job performance so as to
enhance the overall effectiveness of the organization and/or to increase the likelihood that
organizational goals will be reached. This course will familiarize students with the training and
development function. Topics covered in this course will include: training needs assessment, the
development of Specific training objectives, the planning and delivery of instruction, relevant
learning principles, and the Development and implementation of criteria and procedures for
evaluation of training. Thus the course provides a general framework for examining and revising
existing training programs and for establishing New, viable training programs. In addition,
special training topics will be explored based on students' Interests.

LEARNING OUTCOMES
On completion of this course, students will be able to:
1. Explain and discuss the fundamental concepts, principles and theories of training and
development.
2. Identify the importance of the training and development function to the strategic decisions
of organizations.
3. Develop cost-effective training programs and design effective training sites for
organizations.
4. Evaluate and apply appropriate training methods to different organization contexts.

Weekly Class Plan

WEEK TOPICS
Week 1-2 The Training and Development Process
Week 3-4 Organization Learning
Week 5-6 The Need Analysis Process
Week 7 Training Design
MID TERM
Week 9 Off The-Job Training Methods

Week 10 On The Job Training Methods

Week 11 Technology Based Training Methods
Week 12 Training Implementation and Delivery
Week 13 The Cost And Benefits Of Training
Week 14 Training Evaluation and Training Programs
Week 15 Management Development &Training Trends And Best Practices
 WEEK TOPICS
Week- 16 Presentation Session

FINAL EXAMINATION

REFERENCE BOOKS
1. Effective Training, By P Nick Blanchard, James W Thacker 3rd Edition
2. Performance Management Through Training And Development By
Saks.Haccoun.Belcourt, India Edition

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA (Hons) 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-357
Course Name: RECRUITMENT AND SELECTION

COURSE DESCRIPTION
Effective Recruitment and Selection is important as part of a manager‘s role and to the success of
an organization. This course provides learners with an increased understanding of the
recruitment and selection process. It outlines the 6 stages of effective recruitment and provides
learners with information on how to make recruitment and selection processes work for them. On
completion of this course, learners will be able to describe a variety of selection methods,
including their advantages and disadvantages and also understand the impact of legislation on the
recruitment and selection process.
LEARNING OUTCOME
At the end of this course student will;
1. understand why it is important to adopt sound recruitment and selection practices
2. be able to identify the constraints and opportunities presented by legislation in this area and
be prepared to keep up to date with forthcoming changes
3. appreciate the need for rigorous HR planning and job analysis as a starting point for the
whole recruitment and selection process
4. be able to choose appropriate sources of recruitment and methods of selection, depending on
the nature of a vacancy, and be willing to evaluate the outcome of your decisions
5. Be able to identify the factors needed to ensure an effective induction process that meets
organizational and individual needs.
6. be more able to anticipate and plan for the demand for new employees
7. be better placed to find suitable sources of employees in the labour market

COURSE OUTLINES AND WEEKLY CLASS PLAN

WEEK TOPICS
Week 1-3 Introduction and Overview of R&S: Introduction To Course, Human Resource
Management Functions, What is Organizational Entry, Four Phases of Organizational
Entry, Difference between Recruitment and Selection, The Generic process of
Recruitment and Selection, What is Job Description & Job Specification, Importance of
Job Description and Job Specification in Recruitment & Selection, Recruitment and
Selection Specialist role in organizations, MBTI personality type of R&S Specialist.

Week 4-6 Recruitment Administration: Methods of Recruitment, Merits and Demerits of

Various Recruitment Methods, How to prepare newspaper job ads, Electronic
Recruitment, Professional Networking and Recruitment, Recruitment Process
Outsourcing, Recruitment and its options
Week 7 Selection Administration: Selection Devices and Selection Decision Outcomes,
Psychometric Testing (Personality and Motivational, Driver Tests) of Job Candidates,
What is Job Interview all about?, Types of Job Interviews, Preparation areas before
conducting Interviews, Interview Process, Questioning Techniques during Interviews
Evaluating the Candidates, Questions should avoid, Interpreting Body Language of
Interviewees, How to avoid Common Interviewing Mistakes?, How to involve line
mangers in selection process?
MID TERM
Week 9-10 Orientation of New Employees: What is New Employee Orientation?, Areas to be
 WEEK TOPICS
Covered in Orientation, Process of Orientation, Role of Orientation, Successful
Orientation Program (Orientation Vs. Integration), Evaluating the Success of an
Orientation Program, Cyberspace Orientation
Week 11-13 R&S Policy, Procedures and Documents: What is Policy? HR Policies? R&S Policy?,
How to write R&S Policy and Procedures?, Documents use in whole Recruitment and
Selection process(Form and Letters), How to design R&S administrative process, Forms
and Letters, Automation in Recruitment Administrative Process.
Week 14-15 Measurements in Recruitment & Selection: Cost per Hire, Time taken to fill a job
vacancy, Staff-turnover Cost by Recruitment Source, Internal Hire Probability
Return on Investment (ROI) calculations of Employer, Branding
Week- 16 Presentation Session
FINAL EXAMINATION

REFERENCE BOOKS
1. Heneman, H. G. III, & Judge, T. A. (2003). Staffing Organizations, 4th ed. Boston:
McGraw-Hill Irwin.
2. Kaplan, R. M., &Saccuzzo, D. P. (1989). Psychological testing: Principles, applications,
and issues. Belmont, CA: Wadsworth.

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA
Discipline: BBA
Credit hours: 03
Course code: BBA-358
Course Name: Compensation And Benefit Management

Course description and objectives

This course examines the full range of compensation topics with emphasis on how compensation
systems will likely impact productivity, equity, and the firm's ability to recruit and keep highly
skilled and motivated employees. Topics include: job description, analysis and evaluation
systems; equity issues and requirements; design and use of wage and salary surveys;
performance, merit and incentive pay systems; statutory and no- statutory employee benefit
packages and systems; and administration of compensation systems.
LEARNING OUTCOMES
Upon successful completion of this course, the student will:
1. Design and maintain a pay system that is consistent for employees within the organization
(internal consistency).
2. Design a pay structure that will ensure the firm is competitive with other similar firms
(external competitiveness), and conduct a market survey to determine appropriate pay levels.
3. Identify and describe a variety of reward systems used to determine individual pay levels.
4. Identify and describe typical employee benefits components and systems, and describe in
detail those that are legally required.
5. Implement and administer a compensation system according to the firm's policies and the legal
requirements.
WEEKS Course Contents
1-2 Introduction to Compensation Management
 Introduction
 Objectives of Compensation
 Theories of Wage Determination
 Types of Wages
3 Economic Theories and Compensation Management
 Introduction
 Economic Theories
 Economic Theories and Employee Compensation
 Trade-offs and Employee Compensation
 Valuation of Employee Compensation
4 Employee Benefits
 Introduction
 Non-monetary Benefits
 Tax Obligations on Employee Benefits
  Types of Employee Benefits
 Statutory Employee Benefits
 Deferred Compensation Plans
5 Employee Motivation and Compensation
 Introduction
 Objectives of Motivation
 Theories of Motivation
6-7 Compensation Management and Job Design
 Job Design
 Strategies and Techniques of Job Design
 Components of Job Design
 Job Analysis
 Job Description
Midterms Examination
WEEK-9 Compensation Management and Job Evaluation
 Job Evaluation- Job Evaluation Techniques, Limitations of Job Evaluation
 Job Assessment
 Alternate Methods of Job Assessment- Work Study, Method Study
10 Performance-related Compensation
 Introduction
 Compensation Management and PMS
11 Team-based Compensation
 Introduction
 Team-based Compensation - Employee Evaluation System, Group
Incentive Plans, Gain sharing Plan, Problems in Rewarding Teams
 Effective Design of Team-based Compensation
12-13 Executive Compensation
 Components of Executive Compensation
 Transparency in Executive Compensation
 Executive Compensation Theories
 14-15 Managing Rewards
 Definition and Concepts of Rewards
 Differences between Compensation and Rewards
 Rewards and Recognition Policy
 Ethical Issues in Rewards and Recognition
Final Examination

Recommended/ Reference Books

 Compensation Management Book by Dipak Kumar Bhattacharyya, 2009

 Compensation Management by Er Soni Shyam Singh

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA (Hons) 4 years

Credit hours: 03
Course code: BBA-359
Course Name: INDUSTRIAL RELATIONS MANAGEMENT

COURSE DESCRIPTION
The course contents are to examine and analyze employee‘s management relation and to create
awareness among the employees about rules, and acts of Industrial Relations.
LEARNING OUTCOME
By the end of this course, students should be able to:
1. Show an understanding of the dynamic nature and various perspectives of the employment
relationship
2. Analyze, synthesize and apply conceptual frameworks to workplace issues
3. Demonstrate knowledge of the interaction between global employment issues and the local
employment relations environment
4. Articulate knowledge and critical thinking about HRM and IR issues in a clear professional
manner, orally in a group environment and in formal written form

COURSE OUTLINES AND WEEKLY CLASS PLAN

WEEK TOPICS
Week 1-2 Employees and Industrial Relation
Week 3-4 Significance of Industrial Relation
Week 5 Islamic perspective of industrial relations
Week 6-7 Employee communication in IR
MID TERM
Week 9 Collective bargaining
Week 10 Promotions
Week 11 Industrial grievance
Week 12 Occupational health and safety act
Week 13 Discipline and Employee Rights in IR
Week 14 Wages and Salary Administration procedures, time study, rate setting
Week 15 Industrial Relation Acts and Ordinances in Pakistan

Week- 16 Presentation Session

FINAL EXAMINATION

REFERENCE BOOKS
1. Ali, Hamid, (1998) The Enactment of Industrial Relation, Karachi: Labor Law Publisher,
1998
2. Kannan, S. (1996) Industrial and Labour Law Procedure, New Delhi: UK Publishers.
3. Bhargava, V.B. (1996) Industrial & Labour Law, Lucknow: Vinod Law Publications.
4. Armstrong, M, (1994) Strategies for Human Resource Management, New York: Mac
Graw Hill.
 Mirpur University of Science & Technology (MUST)
Must Business School
Scheme of Study for BBA (Hons) 4 years
Discipline: BBA
Credit hours: 03
Course code: BBA-246
Course Name: HUMAN RESOURCE DEVELOPMENT (HRD)

COURSE DESCRIPTION
This course will enable students to critically understand the role of human resource development
in enhancing performance within their own institutions and societies. Emphasis is placed on how
HRD can support economic and social advancement by improving public services, and in
building capabilities within individuals, organizations and communities to effectively cope with
change. The subject aims to develop students' critical appreciation of globalization processes,
policy initiatives and development management plans to support skills development and human
capabilities, including development issues associated with eradicating gender inequalities,
fostering human well-being and maintaining sustainable livelihoods.

LEARNING OUTCOME
By the end of the course students will be able to:
1. Explain and demonstrate an understanding of the contribution of HRD in an organization
2. Link among HRP, Recruitment, Placement and HRD
3. Show an ability to decide learning and training needs
4. Develop the skill, education and ability inventory of employee
5. Provide competence in design and delivery of learning.
WEEKLY CLASS PLAN
WEEK TOPICS
Week 1-2 Introduction To Human Resource Development: The Evolution Of Human Resource
Development, The Relationship Between Human Resource, Human Resource
Development Function, Roles And Competencies Of An HRD Professional, Challenges
To Organization To HRD Professionals
Week 3-4 Influences on Employee Behavior: Model Of Employee Behavior, External Influences
 WEEK TOPICS
on Employer Behavior, Motivation: A Fundamental Internal, Other External Factor That
Influence
Week 5 Assessing HRD Needs: Strategic/Organizational Analysis, Task Analysis, Personal
Analysis, Prioritizing HRD Needs
Week 6 Designing Effective HRD Programs: Defining the Objective of the HRD Intervention,
Selecting the Trainer, Preparing a Lesson Plan, Selecting Training Methods And Media
, Preparing Training Materials, Scheduling the HRD Program
Week 7 Evaluating HRD Program : The Purpose of HRD Evolution, Models and Frameworks
of Evolution, Data Collection for HRD Evolution, Research Design, Ethical Issue
Concerning Program
MID TERM
Week 9 Skills and Technical Training : Basic Workplace Competencies, Basic Skills /
Literacy Program, Technical Training, Interpersonal Skills Training, Role of Labor
Union in Skills and Technical, Professional Development and Education
Week 10 Coaching and Performance Management: The Need for Coaching, Definition for
Coaching, Coaching to improve Poor Performance
Week 11 Employee Counseling and Wellness Services: An Overview of Employee Counseling
Program, Employee Assistance Program, Stress Management Intervention, Employee
Wellness and Health Promotion Programs, Issues in Employee Counseling
Week 12 Career Management and Development: Defining Carrere Concepts, Stage of Life and
Career Development, Models of Career Development
Week 13-14 Management Development: Describing the Managers Job: Management Roles and
Competencies, Making Management Development Strategic
Week 15 HRD and Diversity: Diversity Training And Beyond :Organizational Culture,
Adapting to Demographic Changes, Crosse – Cultural Education and Training
Programs, Human Resource Programs
Week- 16 Presentation Session
FINAL EXAMINATION
REFERENCE BOOKS
1. William B. Werther & Keith Davis ―Human Resource & Personnel‖McGraw Hill.
2. Bernardin & Russell, McGraw Hill. (Latest Edition)
3. Fred Luthans. Organizational Behavior McGraw Hill, (Latest Edition)
4. Organizational Behavior, Robert Kreitner & Angelokinicki, Latest Edition, IR

Mirpur University of Science & Technology (MUST)

Must Business School
Scheme of Study for BBA
Discipline: BBA
Credit hours: 03
Course code: BBA-248
Course Name: International Business

COURSE DESCRIPTION

This course provides the manager's perspective in the fields of international payments,
international trade, and analyzing investments. Emphasis is given to the materials and concepts
that illuminate the strategies, structure, practices, and effects of multinational enterprises. The
topics to be covered are: The Nature of International Business Management; Marketing to
Customers with Diverse Cultural Backgrounds; Operations in Diverse Political and Legal
Environments; Finance in the International Marketplace; Human Resources and Employees of
Diverse Cultural Backgrounds; and Strategy and Structure of International or Global Enterprises.

LEARNING OUTCOMES
1. Discuss the nature and dimensions of international business.
2. Explain international trade theory.
3. Explain the international financial system.
4. Discuss the character of multinational business.

WEEKS Course Contents

 1&2 FUNDAMENTALS OF GLOBALIZATION
Discuss the emerging global economy, Discuss the changing demographics of the
global economy, Discuss the magnitude and growth of world trade, Explain the
globalization debate, Discuss Managing in the global marketplace
3, 4&5 COUNTRY DIFFERENCES
Explain national differences in political economy. Describe the different political,
economic, legal systems, Discuss national security, protectionism, domestic
employment, economic, development, and balance of trade equilibrium as an
influence on trade, regulation, Discuss the determinants of economic development,
Discuss contemporary issues of international trade, Describe various states in
transition ,Discuss the implications for business, Describe differences in culture,
including social structure, religion, language, and education.
6, 7& 8 INTERNATIONAL TRADE AND INVESTMENT
Explain mercantilism, absolute and comparative advantage, Explain the Heckscher-
Ohlin Theory, Explain the product life cycle theory, Explain the new trade theory,
Discuss balance of payments, Explain the global trading system, Describe the
instruments of trade policy, Describe the development of the global trading system,
Discuss foreign direct investment in the world economy, Discuss regional
economic integration, Describe the levels of economic integration, Discuss the
advantages and disadvantages of regional integration
MID TERM
9, 10, THE GLOBAL MONEY SYSTEM
11,&12 Describe the functions and nature of the foreign exchange market, Discuss the
factors that determine the exchange rates, Describe the gold standard and the
Bretton Woods system, Discuss the collapse of the fixed exchange, Discuss the
floating exchange rate system
13, 14, COMPETING IN A GLOBAL MARKET PLACE
15& 16 Discuss market strategy and the firm, Discuss the strategic choices and alliances in
the global market, Describe the modes to enter foreign markets, Discuss selecting
an entry mode, Describe the potential gains and losses of exporting, Describe
product development in the global market, Discuss distribution, communication and
 pricing strategies, Discuss global operations management, Describe manufacturing
and materials management, Discuss factors that determine where to manufacture,
Explore the advantages of making or buying the product, Describe the ethnocentric,
polycentric, and geocentric approach to resource management, Describe the
expatriate problem, Discuss the training and management development, Consider
compensation and performance appraisal issues.
Final Examination
Recommended/ Reference Books:
1. International Management: Culture Strategy & Behavior Edition:7thAuthor:Hodgetts,
Luthans, Doh Publisher: McGraw Hill

Mirpur University of Science & Technology (MUST)

Must Business School
Discipline: BBA
Credit hours: 03
Course code: BBA-249
Course Name: Strategic Human Resource Management

COURSE DESCRIPTION
This course views managing human resources as a strategic organization asset that supports
competitive advantage and major strategic objectives. It positions HRM as an integral partner in
a firm's strategic planning and implementation, in terms of external environmental and internal
exigencies. It focuses on HR planning and strategies and their applications in HR programs and
processes. Students also learn how to develop alignment among vision, strategy and values in the
development of a paradigm based upon competencies required for enhancing the business results
of a company or government agency.
LEARNING OUTCOMES
Exit Competencies:

1. Create a plan to convince executives to invest significantly in human assets.

2. Identify and define the processes of strategic management.
3. Assess how strategic HRM impacts the business results of a company or government
agency.
4. Discuss the relationship between human resource planning and HRM strategy.
5. Develop an approach to designing work systems based upon efficiency and strategic
choice.
6. Design a training program to ensure managers who are trained will make the correct
choices.

WEEK TOPICS
Week 1-3 Strategic Human Resource Management
Introduction to Strategic Human Resource Management.
Functions of Human Resource Management- Staffing, Training and Development,
Motivation, Maintenance.
Objectives of Strategic Human Resource Management. How technology affects HRM
practices. Workforce diversity, The labor supply, continuous improvement programs,
employee involvement.
Week 4 Social Responsibility and Human Resource Management
 Workforce demographic changes and diversity
 Ethical behavior
Week 5 Strategic Management
 Models of strategy
 The process of strategic Management- Mission statement, Analysis of
Environment, Organization self-assessment, Establishing goals and objectives,
setting strategy.
 Corporate strategies
Week 6 The Evolving/Strategic Role of Human Resource Management
 Strategic HR Versus Traditional HR
 Barriers to strategic HR
 Outsourcing and Revamping HR
Week 7 Human Resource Planning
 Objectives of Human Resource Planning
 WEEK TOPICS
 Types of Planning
 Mentoring
MID TERM
Week 9-10 Implementation of Strategic Human Resource Management
Staffing- Recruiting
 Temporary Versus Permanent Employees
 When and how Extensively to recruit
 Methods of recruiting
Selection
 Interviewing
 Testing
Week 11-12 Training and Development
 Benefits of Training and Development
 Planning and strategizing training
 Organizational Development
 Integrating training with performance management systems and Compensation
Week 13 Performance Management and Feedback
 Use of system
 What to evaluate
 How to evaluate
 Measures of evaluation
Week 14 Compensation
 Equity- Internal equity, external equity, individual equity
 Legal issues in compensation
 Executive compensation
Week 15 Employee separation and Retention Management
 Reduction in force
 Turnover
 Retirement
 WEEK TOPICS
Week- 16 Presentation Session
FINAL EXAMINATION

Recommended Books:
 Strategic Human Resource Management - 3.Edition – 2014 Jeffrey A. Mello
 Greer, C. R. (2001). Strategic human resource management.
 DeCenzo, D. A., Robbins, S. P., & Verhulst, S. L. (2016). Fundamentals of Human
Resource Management, Binder Ready Version. John Wiley & Sons.