III SEMESTER syllabus..

301: BUSINESS POLICY AND STRATEGIC MANAGEMENT

Objective: to enlighten the students with the Concepts and Practical applications of Business Policy and the Process of the Strategic Management Unit-1: Overview of Strategic Management of Strategic Management Business Policy and Strategic Management - Strategic Management Model Business Ethics and Strategic Management. Unit-II: Business Vision, Mission, Objectives Characteristics of Mission Statement Types of Strategies Integration strategies Intensive strategies Diversification strategies- Diversification strategies- Michael Porter Generic Strategies Unit-III: Strategic formulation: Environmental Analysis External and industry analysis Internal analysis Strategic analysis and choice Input stage Matching stage decision stage Cultural aspects of strategy choice.

Unit-IV: Strategic Implementation: The nature of strategic implementation resource allocation Strategy and structure Creating Supportive culture Implementing strategies in functional areas. Unit V: Strategy Evaluation: The nature of strategy evaluation Review and Control Characteristics of effective evaluation systems Criteria for strategy control Mechanism for strategic control.

(Case Study is compulsory in all Units) Suggested Books:

1. Hill & Jones, An Integrated Approach to Strategic Management, Cengage, ND 2. Glueck, William F. Strategic Management and Business Policy, New York McGraw Hill. 3. SukulLamesh, Business Policy and Strategic Management, Vikas, ND 4. Hugh McMillan- Strategic Management, Oxford University Press. 5. Budhiraja, S.B. and Athereya, MB.Cases in Strategic Management, Tata McGraw-Hill,ND 6. Hax A.C and Majluf, N.S. Strategic Management, Englewood Cliffs, New Jersey , Prentice Hall of India. 7. Mathur U.C. Strategic Management, Macmillan. 8. Gupta, Strategic Management, Premtice Hall of India. 9. PS Rao, Business Policy & Strategic Management, Himalaya, Mumbai .

CP 302: OPERATIONS RESEARCH.

Objective: to make the students familiar with principles and techniques of Operations Research and their applications in decision-making. Unit I: Importance and Scope of Operations Research Linear Programming Graphic Method Simplex Method Big-M Method Dual L.P. and Its Applications. Unit II: Transportation Problem Assignment Problem queuing Theory M/M/I and M/M/C Models. Unit III: Dynamic Programming Applications of D.P. (Capital Budgeting, Production Planning, Solving Linear Programming Problem) Integer Programming Branch and Bound Method. Unit IV : Game Theory Two Person Zero sum Games Pure Strategies Mixed Strategies Dominance Principle Graphic and Algebraic Method Linear Programming Approach Simulation Simulation Inventory and Waiting Lines. Unit V: Project Management PERT and CPM Crash Time Crash Cost Trade Off Resource Leveling and Resource Allocation Non-Linear Programming Model Formulation Graphic Method of Solving Simple Problems.

(Case Studies are compulsory in all units) Suggested Books:

1. Winston, Operations Research, Cengage, ND 2. Anand Sharma, Operations Research, Himalaya Publishing House, 3. Kalavarthy, S. Operations Research, Vikas Publishers House Pvt Ltd., 4. Mcleavey&Mojena, Principles of Operations Research for Management, AITBS publishers, 5. V.K.Kapoor, Operation Research Techniques for Management, Sultan Chand & Sons, 6. Richard Bronson &GovindasamiNaadimuthu, SCHAUMS OUTLINE OF THEORY & PROBLEMS OF
nd

Operations Research, 2 Ed., Tata McGraw-Hill Edition, 7. JK Sharma Operation Research Theory and Applications, MacMillan

CP 303: INTERNATIONAL BUSINESS..

Objective: The objective of this course is to acquaint the students to emerging global trends to business environment. Unit I: International Business: Significance, Free Trade Vs. Protection. Emerging Trends, Trade Barriers Trade Strategies. Unit II: Balance of Payments: Concept, Disequilibrium in BOP, Structural Cyclical and Monetary Disequilibrium, Methods of Correction; 1990 BOP Crisis. Unit III: Foreign Exchange Markets: Foreign Exchange Market Mechanism; Exchange Rate Determination, Convertibility of Rupee and its Implications. Unit IV:Globalisation: Role of Multinational Corporations Impact on India Role of GDRs, FIIs Export Promotion Zones Special Economic Zones. Unit V: International Liquidity: Problems of Liquidity; Role of IMF and IBRD in Managing International Liquidity Problems.

Suggested Books:
1. Crinkota, Ronkainen and Moffett, International Business, Cengage, New Delhi 2. Andrew Harrison International Business, Oxford University Press. 3. E. Bhattacharya: International Business, Excel Publications. 4. Francis Cherunilam, International Business: Text and Cases, Prentice Hall of India. 5. Sundaram& Black, International Business Environment The Text and Cases, Prentice Hall of India. 6. Taggart and Medrmott, The Essence of International Business, Prentice Hall of India. 7. Bhalla, V.K., & S. Sivaramu, International Business Environment and Business, Annual Publications. 8. Daniel John D and Redebough, Lee. H., International Business, Addision Wesley India.

MARKETING MANAGEMENT (SPECIALIZATION PAPERS) MM 304 CONSUMER BEHAVIOUR AND CUSTOMER

RELATIONSHIP MANAGEMENT ..
Objective:to enlighten the students with the Concepts and Practical applications of Consumer Bevaviour and CRM Unit-I : Introduction to the study of Consumer Behaviour Consumer and Marketing Strategy Determinants of Consumer Behaviour Profile of the Indian Consumer. Unit II : Perception Nature Perception and Marketing Strategy, Motivation Motivation Theories and Marketing Strategy Personality. Unit III : Attitude Measurement and Change Self Concept and Life Style Marketing, Influence of Social and Cultural factors on Consumer Behaviour Family, Reference groups, Cross Cultural Variations in Consumer Behaviour. Unit IV : Consumer Decision Process Problem Recognition Information Search Evaluation of alternatives and selection Post Purchase Behaviour Organizational buyer Behaviour Diffusion of Innovation. Unit V : Customer Relationship Management : Facets and Elements of CRF CRM Process Importance of CRM Planning and Managing CRM Programme Concept of Customer Loyalty Customer Value Assessment Customer Retention Strategies CRM in services. (Case Study is compulsory in all Units) Suggested Books:
1. Hawkins, Best, Coney: Consumer Behaviour Building Marketing Strategy, Tata McGraw Hill. 2. Lindquist &Sirgy, Consumer Behaviour, Cengage, New Delhi 3. N Gautam& K Jain, Consumer Behaviour, Wisdom, Delhi 4. Kazmi : Consumer Behaviour, Excel Publishers. 5. H.Peer Mohammed: Customer Relationship Management, Vikas, ND 6. Panwar, J.S. Beyond Consumer Marketing, Sage Response Books, New Delhi.
7. MukeshChaturvedi and AbhivanChaturvedi : Customer Relationship Management An Indian Perspective. Excel Books.

8. Deon Buyer Behaviour, Oxford University Press. 9. Henry Assael: Consumer Behaviour, Willey India, New Delhi.

MM 305: SALES AND DISTRIBUTION MANAGEMENT

Objective: to enlighten the students with the Concepts and Practical applications of Sales and Distribution Management. Unit I: Modern Trends in Sales Management Inter Departmental Relations Organization of Sales Department Different Types of Sales Organizations. Unit II : Analysis of Market Potential Sales Potential Sales Volume Forecasting Sales Different Techniques of Forecasting Sales Sales Budgets time and Territory Management Sales Quotas. Unit III : Recruitment Selection and Training of Salesmen Salesmens Compensation Plans Evaluation of Salesmens Performance Sales Control Research. Unit IV: Marketing Channels Structure and Functions Channel Design Selecting Channel Members Motivating Channel Members. Unit V: Channel Conflicts Reasons Managing Channel Conflicts Evaluating Channel Member Performance Supply Chain Management Managing Logistics.

(Case Studies are Compulsory)

Suggested Books:
1. PingaliVenugopal, Sales and Distribution Management: An Indian Perspective, Response Books, New Delhi. 2. AftabAlam Sales and Distribution Management, Wisdom Publication 3. Richard R.Stire, Edward W.Candiff and Norman, A.P.Gavani, Sales Management Decisions, Policies and Cases Prentice Hall. 4. Arun Mittal, Advertising & Sales Promotion, Wisdom,Delhi 5. Eugene. M.Johnson, David L.Kurty and Enirhard.E.Scheuing Sales Management, Concepts, Practices and Cases by McGraw Hill International. 6. S.L.Gupta, Sales and Distribution Management: Text and Cases, Excel Publishers. 7. Berg Rosenbloom Marketing Channels a Management View by the Dryden Press, Hinsdale, Illinois. 8. AuneT.Coughlan, Stern E.Ansary Marketing Channels, Prentice Hall of India. 9. Panda Sales & Distribution Management, Oxford University Press. 10. Matin Khan: Sales and Distribution Management, Excel Publishers.