Master of Business Administration

(M.B.A.)

Prospectus (I to IV Semester) 2006 onwards

Department of Business Administration

A.P.S. UNIVERSITY REWA (M.P.) 486001
 Revised Ordinance 55
For the Degree of Master of Business Administration
Awadhesh Pratap Singh University, Rewa (M.P.)

1 The MASTER OF BUSINESS ADMINISTRATION (M.B.A.) Programme shall be a full-

time two-year programme of teaching and learning.
2 Only such candidate of any faculty of a statutory university who have secured at least
50 marks at the degree examination of the post- graduate examination shall be eligible
to apply for admission to M.B.A course through an Admission Test, conducted by the
university. The nature, scope and other necessary details of admission test and the
rules of the admission shall be such as may be decided and notified by the university
from time to time. Reservations and Relaxation may be made in a case of ST and ST
candidates as per the admission rules
3. The scheme of the examination and the scope of the studies in various subjects for
M8A Programme examination may be presented and notified in the prospectus for the
concerned examination by the university from time to time
4. English shall be the medium of the test, instructions and the examination.
5. MBA Previous and final Examination shall comprise a total of seven papers including
viva - voice test (sublet to change by the Board of studies). Every paper shall carry 70
marks. An extra 30 mark is allowed for internal assessment in each paper. The
viva-voice shall carry 100 marks
6. A candidate who has completed his regular course of studies in the university for one
academic semester may be admitted to MBA Previous. First Semester Examination.
7. A candidate who was passed the MBA Previous. First Semester Examination and has
completed a regular course of studies for the second semester may be admitted to the
MBA Previous. Second semester Examination
6. A Candidate who was passed the MBA Previous. Second Semester Examination and
ha completed a regular course of studies for the MBA Third semester may be admitted
to the MBA Final semester Examination
In order to pass MBA Previous and Final Examination a candidate must obtain In each
paper as well as in internal assessment a minimum of 36% marks an a minimum of 48%
in the aggregate Candidate obtaining between 48% and less than 60% in the aggregate
in the prev/Final shall be declared passed in the second Division. Candidate obtaining
60% and above in the aggregate shall be declared passed the first Division.
In the case of candidates appearing as Ex- Students. ma/Its assigned to class
participation and written assignment for each paper shall be carried over from the year
in which me candidate was a regular student.
10. Pending the declaration of result of the first semester (in previous and final) candidate*
may be allowed to persue provisionally the course of studies for the second semester in
their respective classes. However, if a candidate fails to pass in as many as throe
papers o! a particular semester he will be dropped. Those who fail only in one or two
papers will be given a chance to dear the rest of the paper along with the papers of sub
sequent semester Thus a candidate shall be given only one additional chance to dear
the backlog of the papers in which he/she has failed.
11 All the students will have to undergo sixty days practical training in an industrial/
commercial organisation of repute duly approved- by the director of the M8A Course.
They will have to submit a training report for evaluation to the Director of the MBA
Course within ninety days of the completion of their training. The training report will
carry 50 marks will from part of MBA (Final) semester Course
12 Matter not provided for in this ordinance shall be governed by the provision of general
ordinance. Matters not provided for oven in the general ordinances shall be governed
by order passed by the vice- chancellor either on a reference made to him or suo-moto.
 CURRICULUM

The MBA programme is a full time postgraduate degree course, spread over a period of two
years divided in to four semesters. Semester 1st deal with the basic foundation areas Viz.
Management Concept. Quantitative Aptitude Accounting for Managers. Managerial
Economics, Organisational Development Business Laws and Computers. Semester llnd deals
with the basic functional areas Viz. Finance. Marketing, Personnel. Operations an Information
Technology. At the end of the second semester the student have to under go a vocational
training of six week in any of the industrial/commercial establishment of repute and have to
submit a project report in duplicate (to be evaluate in the semester III in the department after
completing the training. Semester III & IV expose the student to four specialization areas out of
which the students is required to study a compulsory specialisation of Marketing Management
and select one optional specialisation with a few compulsory , papers. At the end of Semester
IV the students have to submit a Research Report in duplicate (to be evaluated by one
external and one internal examiner in the semester IV). on their area of specialization.

In all. the students have to study 28 papers (including 4 optional papers), in the complete
curriculum. The grand total of maximum marks is 3200.

At the end of I & IV semester the students have to give viva-voce on their curriculum (to be
evaluated by one external and one internal) and at the end of III semester the student has to
give viva-voce on their project study
 THE PROGRAMME

I The Master of Business Administration (MBA) is a two year full-time programme The
course structure and programme administration are as follows :

COURSE STRUCTURE
The programme has been organised in two years- First Year and Second Year, each year
comprising two semesters The list of papers offered during First Year and second Year of
the programme shall be as follows:

FIRST YEAR Semester -I

CP-101 Management Process
CP-102 Quantitative Methods
CP-103 Managerial Economics
CP-104 Environment and Management
CP-105 Managerial Skill Development
CP-106 Organisational Behaviour
CP-107 Accounting For Managers
CP-108 Computers Applications in Management

Semester - II
CP-201 Research Methodology
CP-202 International Business Environment & Management
CP-203 Human Resource Management
CP-204 Financial Management
CP-205 Marketing Management
CP-206 Production and Operations Management
CP-207 Organisational Effectiveness and Change
CP-208 Viva-voce (50 Marks) (on the papers of semester I & II)
CP-209 Computer Lab (50 Marks)

Summer Training
At the end of the second semester, all students will have to undergo summer training of
6-8 weeks with an industrial business or service organisation by taking up a project study
The condition of successfully completing the programme shall not be deemed to have
been satisfied unless a student undergoes summer training under the supervision of the
department in organisation as approved by the Department from time to time. Each
student will be required to submit a project report to the Department for the work
undertaken during this period within three weeks of the commencement of the third
semester for the purpose of evaluation in the third semester

SECOND YEAR
During Second Year, in addition to compulsory papers (including Marketing as specialization
paper) and project studies, a student shall have to choose any one elective group of
specialisation Three elective groups of specialisation (Finance. IT HRM) are offered out of
which the student will choose any one as optional paper Each area of specialization (group)
contains four papers.

Semester - III
CP-301 Operation Research
CP-302 Decision Support System and M.I.S
CP-303 Business Legislation
CP-304 Summer Training Project
CP-305 Consumer Behavior
CP-306 Sales and Distribution Management
[Plus two paper of elective specialisation]
Semester - IV
CP-401 Strategic Management
CP-402 Project Study (100 Marks)
CP-403 Viva-voce (100 Marks) (on paper of Semester III & IV)
CP-404 Advertising Management
CP-405 International Marketing
CP-406 Marketing of Services
(Plus two paper of elective specialisation]

OPTIONAL GROUPS
(Areas of Elective Specialisation)

From the following four optional group the student will choose any two as their area of
specialisation First two papers m each group will be taken in the III Semester while the
other two papers will be taken in the IV Semester

Financial Management
FM - 311 Security Analysis and Portfolio Management
FM - 312 International Financial Management
FM - 411 Project planning. Analysis and Management
FM - 412 Corporate Taxation

Information Technology Management

ITM - 321 Management Support System
ITM - 322 Data Base Management System
ITM - 421 System Analysis and Design
ITM - 422 RDBMS & SQL Concepts

Human Resource Management

HRM - 331 Management of Industrial Relations
HRM - 332 Human Resource Development Strategies and System
HRM - 431 Compensation Management
HRM - 432 Organisational Change and Intervention Strategies
 PROGRAMME ADMINISTRATION
Evaluation

(i) Each paper will carry 100 marks (Except papers CP-208 & CP-209) of which 30% of
marks win be for internal assessment and remaining percentage of marks for written
examination (except CP-208 & CP 403).
The duration of written examination for each paper shall be three hours.

(ii) The internal assessment marks shall be based on factors such as %

Class test 15 marks (each paper)
Class participation 10 marks (each paper)
Term paper 05 marks (each paper)

Note: The department reserves all the rights to make any necessary changes in the
internal assessment valuator system, as and when required without giving prior notice.

(iii) The Scheme of evaluation of project studies shall be as follows:

(a) For Paper CP-304. a project report based on the summer training will have to
be submitted with in three weeks from the commencement of third semester
(b) Paper CP-402. final project study shall commence from third semester and the
report should be submitted toward the end of fourth semester
The written part for each of the project studies shall account for 70% of the marks
and the viva-voce to be conduced by a duly constituted board for the remaining 30% of
marks

Promotion and Span Period

(a) The span period of the programme is four years from the date of registration in the
programme.
The minimum marks for passing the examination for each semester shall be 36% in
each paper and 48% in aggregate for all the courses of the semester.

(b) To be eligible for promotion to the second year of the programme, a student must clear
successfully at least 12 papers out of the 16 papers offered during first year of the
programme.

(c) The degree shall be awarded to successful students on the basis of the combined
results of first year and second year examinations as follows
Securing 60% and above Ist Division.
All other pass students llnd Division

(d) A student to be eligible for award of degree has to clear all the papers offered during
two-year programme within the span period In all. the students have to study 27 papers
(including 8 optional papers) in the complete curriculum The grand total of maximum
marks is 3200

Re-examination

Pending the declaration of the result of the first semester (in previous and final) candidates
may be allowed to persue provisionally the course of studies for the second semester in their
respective classes. However, if candidate fails to pass in as many as three papers of a
particular semester, he will be dropped Those who fail only in one or two papers will be given
a chance to clear the rest of the paper along with the paper of the subsequent semester
Thus, a candidate shall be given only one additional chance to clear the backlog of the
papers in which he/she has failed.
Attendance
No candidate shall be considered to have pursued a regular course unless he/she is certified
by the Head/Dean of the department/Faculty to have attended the three- fourths of the total
number of classroom sessions conducted in each semester curing his/her course of study.
Any student not complying with this requirement will not be allowed to appear in the semester
examination However, the head/Dean may condone the require percentage of attendance by
not more that 10 percent during a semester.

A student not allowed to appear in the preceding semester examination due to shortage of
attendance, may appear in the papers of the preceding semester along with the paper of the
current semester after making up the attendance shortfall. Remedial classes, how ever will
not be arranged by the department for the purpose

Pedagogy and Teaching schedule:

The pedagogy to be followed for this course is as under

♦ Regular class room lectures by the core faculty
♦ Use of audio-Visual Aides viz Overhead projector, videocassettes PA systems etc.
♦ Class participation through Class Seminars. Case Studies. Management Games.
Rote-Play Exercise. Business Quizzes. Personality Development Exercises, etc
♦ Organising work shops on Advertising, sates. Portfolio and conflict management
♦ Extension lectures by visiting faculties from the reputed institutes across the country.
♦ Interaction with the personalities from the corporate world

Industrial Visits and Tour in each session to ensure practical exposure and interactive
learning for the student
 COURSE STRUCTURE FOR MBA PROGRAMME AT A GLANCE
1st Semester 2nd Semester
101 Management Process 201 Research Methodology

102 Quantitative Methods 202 International Business & Environment

103 Managerial Economics 203 Human Resource Management

104 Environment Management 204 Financial Management

105 Management Skill Development 205 Marketing Management

106 Organisational Behaviour 206 Productions & Operations management

107 Accounting for Managers 207 Organisational Effectiveness and Change

108 Computer Application in Management 208 Comprehensive Viva Voce

209 Computer Lab Viva Voce

3rd Semester 4th Semester

301 Operations Research 401 Strategic Management

302 Decision Support Systems and 402 Project Study Viva Voce
Management Information System
303 Business Legislation 403 Comprehensive Viva Voce

304 Summer Training Project 404 Advertising Management

305 Consumer Behaviour 405 International Marketing

306 Sales and Distribution Management 406 Marketing Of Services

Elective* Elective*

311 Securities Analysis and Portfolio 411 Project Planning. Analysis &
Management Management
312 International Financial Management 412 Corporate Taxation

321 Management Support Systems 421 System Analysis and Design

322 Data Base Management Systems 422 RDBMS & SQL Concepts

331 Management of Industrial Relations 431 Compensation Management

332 Human Resource Development 432 Organisational Change & Intervention

Strategies

The students are required to take any two elective groups.

The students are to continue with those two elective groups already selected in III Semester
To be submitted in the areas/s of specialisation.
COMPULSORY COURSES - SEMESTER - I: CP - 101 TO CP - 108

CP-101 MANAGEMENT PROCESS

Objectives :
The objective of this paper is to familiarise the student with basic management concepts and
behavioral process in the organisation

Course contents :

UNIT I : Introduction.
Concept and significance of Management-: Management as a science or an art. Distinction
between Management and Administration Functional Management Principles of
Management Evolution of Management thought Classical School. Neo-Classical School &
Modern School.

UNIT II : Planning and Decision Making

Planning : Nature. Process. Types. Peoples & Significance Planning Vs Forecasting.
Objectives. Meaning. Characteristics. Types. & Importance of MBO Decision Making
Meaning & Significance, types, process, rationale & limitations

UNIT III : Organizing.

Concept & Process of Organizing. Organisation Structures & Design Departmentation:
Meaning. Needs and Considerations. Span of Management.
Authority. Power and Responsibility. Delegation of Authority Meaning. Advantages and
Limitations. Centralization and Decentralization of Authoriy.

UNIT IV : Direction. Motivation & Leadership.

Direction -Meaning .Principles and Techniques Motivation • Meaning. Significance and
Theories. Leadership- Concept, Theories and Styles, Leadership & decision making

UNIT V : Controlling & Co-ordination

Controlling - Meaning. Characteristics and Steps Prerequisites of effective control. Co-
ordination - Meaning Importance and Principles. Co-ordnation as an essence of management

Suggested readings

1. Koontz. ‘O'Donnell Essentials of Management

2. Terry and Frank Principles of Management
3. Drucker Peter Principles of Management
4. Prasad. LM Principles and Practice of Management
5. Narayan & Rao Principles of Management
6. Jain.J.K Principles of Management

List of Cases. Recent Articles and Specific References will be announced in the Classroom
at the lime of launching of the course.
 CP-102 QUANTITATIVE METHODS

Objectives :
The Objective of the course is to provide elementary knowledge of the concepts of
Quantitative Techniques and their application in business field .

Course contents:

UNIT I : Matrices.
Elementary introduction to Vectors & Determinants.
Matrices : Meaning, Definition, Kinds, Equality, Transpose and basic operations on matrices
Business Application of Matrices: Representation of data, Solution to the simultaneous
equations

UNIT II: Probability

Introduction, Basic terminologies, Simple problems related to addition, multiplication and
division of probability, Conditional probability.

UNIT III : Introduction to Statistics.

Arithmetic mean, Median, Mode and Weighted Average, Geometric Mean, Range, Quartile,
Percentile, Deciles, Mean Deviation, Standard Deviation, and coefficient of variation.

UNIT IV : Statistical Analysis (a).

Correlation and Regression Analysis, Scatter diagram and Karl Pearson’s Co-efficient of
Correlation. Index number : Quantity and Price Indexes. Fisher's Ideal index Number

UNIT V : Statistical Analysis (b).

Time series Analysis and Forecasting : Components of Time series. Measurement of trend
forecasting by Graphical, Moving average, and Least square methods.

Suggested Reading •
1. Levin Rechard I. Statistics for Management
2. Gupta. C B An Introduction to Statistics
3. Gupta S C Fundamentals of Statistics
4. Saka Business Statistics
5. Elhance DN Fundamentals of Statistics
6. Ray & Sharma Statistics
7. Raghavchari C. Business Mathematics
8. Gupta 4 Gupta Business Mathematics
9. Thukral J K Mathematics for Business Studies

List of Cases, recent articles and specific references will be announced in the Class Room at
the time of launching of the course.
 CP-103 MANAGERIAL ECONOMICS

Objectives:
The objective of this course is to acquaint the participants with concepts and techniques
used In Micro-Economics and to enable them to apply this knowledge in business decision
making. Emphasis is given to changes in the nature of business firms in the context of
Globalisation

Course content :

UNIT -1: Introduction to Managerial Economics.

Meaning, Scope, Relationship with other disciplines and its significance in decision making
process, Demand Analysis. Elasticity of Demand, Indifference Curve Analysis, Demand
Forecasting.

UNIT - II: Production Theory and Cost Analysis.

Production Theory: Short Period Production Function. The Law of Variable Proportions.
Long Period Production Function- The Law of Returns to Scale.
Cost Analysis - Cost Concept. Cost in Managerial Decisions.

UNIT . Ill: Theory of Firm & Market Structure

Theory of Firm - Profit maximisation. Sales maximisation, organisational slack, ownership
and control. Market Structure - Competition. Monopoly. Oligopoly, non - Price competition.

UNIT - IV : Employment Theory Si Business Cycle.

The Classical Theory of Employment, The Keynesian Theory of Employment, Business
Cycles, Phases, Govt. Policies and Impact on Society.

UNIT - V : Macro Economics Aggregates and Concepts.

Aggregate Consumption - Gross Domestic Savings. Gross Domestic Capital Formation,
GNP and GDP. WPI. CPI and Inflation - Employment - Balance of Payment - Money Supply
and Monetary Policy - Fiscal Policy, Concept and Measurement of National Income,
Determination of National Income.

Suggested Readings:
(a) Varshney & Maheshwari Managerial Economics
(b) Mehta, P. L Managerial Economics
(c) Sinha & Zachariah Principles of Economics
(d) Dean. Joel. Managerial Economics.
(e) Gopa. Krishna. D. A Study in Managerial Economics
(f) Jhingan. M. L. Micro Economic Theory
(g) Maheshwari K.L Managerial Economics

List of Cases, recent articles and specific references will be announced in the Class-Room at
the time of launching of the course
 CP -104. ENVIRONMENT MANAGEMENT

Objectives :
The aim of this paper is to acquaint the students with the Environmental factors and there
relevance in the Business and to expose them to the latest changes in the economic scene
of the country as well as the Global Business Scenario.

Course contents :

UNIT-1: Introduction.
Environment Management: Fundamentals - Sustainable Development. Environment and
Business Schools. Environmental Management System : EMS Standards. ISO - 14000.
Environment Auditing.

UNIT - II: Economic Environment.

Nature of Economic Environment, Economic Factors. Growth Strategies. Basic Economic
Systems, Economic Planning, Industrial Policy and Industrial Licensing in India. India's
New Economic Policy & Economic Development in India.

UNIT – III Technological Environment

Technology and Business. Micro Level Problems and Prospects. Status of Technology in
India. Technology Policy. Introduction to new managerial tool Viz. Six Sigma. Kaizaen.
Kazan, e-crm. Esop

UNIT - IV : Socio-cultural & Political Environment

Social Responsibility of Business, Social Audit, Culture and Business, State Intervention in
Business – Reasons, Types and Problems.

UNIT - V : Environmental Law

Acts, Patents, IPRS, Role of NGO's, PIL., Pollution & Waste Management, Air, Water, Land
Pollution, Trade in Wastes, Water, Forest & Bio-diversity Management : Water Resources,
Dams and their Role, Forest products and Trade.

Suggcstod Readings :
(a) Aswathappa. K. Business Environment for Strategic Management.
(b) Mistrra & Puri. Indian Economy.
(c) Dutt & Sundaram Indian Economy.
(d) Kuchal. S. C Industrial Economy in India.
Cherunilam. Franics Business and Environment
(e) Dhingra, I C Indian Economy.

List of Cases, recent articles and specific references will be announced in the Class-Room at
the time of launching of the course
 CP-105 MANAGEMENT SKILL DEVELOPMENT

Objectives :
The course is aimed at equipping the students with the necessary techniques and skills of
communication to inform others, inspire them and enlist their activities and willing
cooperation in the performance of their jobs.

Course Content

Unlt-I: Introduction
Definition and process of communication, Essentials of effective communication, Barriers to
communication. Communication networks. Rote of communication in organisational
effectiveness. Use of grapevines.

Unit-ll: Oral Communication

Public Speech- Composition. Principles. Speech delivery and speech skills. Interview- Pre-
planning for the interview, facing the Interview board. Group discussion- Qualities looked for
in GD'S. Do's & Don't's of GD's. Communication in committees, Seminars, Conferences.

Unit-Ill: Non-Verbal Communication

Importance of Non-Verbal Communication. Facial Expression. Postures. Body Movement.
Gestures. Eye Control. Haptlcs. etc. Listening- Differences between listening and hearing.
Listening Process & Types

Unit IV : Report Writing and Job Application

Structure of Reports. Preparatory steps to writing reports, use of illustrations and questions
Process of writing the report. Importance and functions of Job application letters. Drafting the
application,Preparation of curriculum vitae.

Unlt-V: Business Correspondence

Essentials of effective business correspondence, Structure of a Business letter, Forms of
Ietter layout. Types of business letters - Enquiries and replies, orders and their execution,
complaint and response letter, sale letter, Thanks letter etc.

Suggested Readings
1) Bowman. Joel P and Branchaw. Bernadine P 'Business Communication: From process
to product' 1987. Dryden Press. Chicago
2) Rodrigues M V. Effective Business Communication. 1992. Concept Publication Co. New
Delhi
3) Kothari C R Research Methodology

List of Cases, recent articles and specific references will be announced in the Class-room at
the time of launching of the course.
 CP : 106 ORGANISATIONAL BEHAVIOUR

Objectives:
The objectives are to impart an understanding of resource component in the process of
management and to develop an understanding of organisational and individual variants
which affect organisations, amongst the course participants.

Course content

Unit-1: Introduction
Concept of Organisational Behaviour, Contributing Disciplines to organisational Behaviour,
Background/Historical perspective and Framework of OB; OB in the Learning organisation.

Unit-2: Individual Behaviour

Perception, Perceptual Selectivity, Perceptual Organisation, Perceptual Distortion, Social
Perception and Impression Management, Personality- Concepts and Determinants.
Attitudes
and Values

Unit-3: Group Dynamics

Group Dynamics- Group Formation. Nature of groups. Group Norms, Reasons for joining
Groups. Types of Individual's Role in Group. Functions of Group Within Organisation.

Unlt-4: Stress Management

Stress Management- Meaning. Cause. Effect and Coping Strategies for Stress and
Interpersonal Behaviour.

Unlt-5: Other Issues

International Dimensions of Organisational Behaviour. Equal Employment Opportunities
and Managing Diversity in Organisation

Suggested Readings:
1. Gupta Rakesh, Organisational Behaviour. Ne-w Delhi. Kitab Mahal. 2001
2. Davis Keith. Organisational Behaviour. New Delhi. TMH. 1991
3. Robbins. S P. Organisational Behaviour. 7th ed.. New Delhi. PHI. 1996
4. Staw.. B M . Psychology Dimensions of Organisational Behaviour. 2nd ed.
Eaglewoods Cliffs. New Jeresy. Prentice Hall inc. 1995
5. Luthans Fred. Organisational Theory of Behaviour. PHI. New delhi. 1996
6. Shekharan Uma. Organisational Behaviour. Text & Cases. New delhi. TMH. 1989

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course.
 CP - 107 ACCOUNTING FOR MANAGERS

Objectives :
The basic purpose of this course is to develop an insight of postulates, principles and
techniques of accounting and utilisation of financial and accounting Information for planning,
decision making and control.

Course contents

UNIT-I: Basic Accounting Concepts.

Financial Accounting : Concept. Importance and scope. Generally accepted accounting
Principles. Preparation of Financial Statement with special reference to analysis of a balance
Sheet and Measurement of Business Income.

UNIT-II: Financial Statements.

Financial Statement Analysis. Funds Flow Analysis. The Statement of Cash Flows. Ratio
Analysis. Meaning. Importance and Limitations. Preparation of Various types of Statements

UNIT-III: Management Accounting

Management Accounting : Concept, Need, Importance and Scope. Cost Accounting,
Records and Process. Cost Ledger and Control Accounting. Reconciliation and Integration
Between financial and cost Accounting, Job and Process Costing.

UNIT-IV: Budgeting
Various Types of Budget and their Preparation. Master Budget. Flexible Budget, Budgetary
Control. Performance Budgeting. Zero Based Budgeting.

UNIT-V: Costing
Costing for Decision Making: Standard Costing and Variance analysis. Marginal Costing and
Absorption Costing.

Suggested Readings :
(a) Shukla.S.M. : Advance Accounting.
(b) Sharma & Gupta : Management Accounting.
(c) Jain & Narang. : Accountancy.
Guthmann : Analysis of Financial Statements
(d) Gupta R.L : Advanced Accountancy
(f) Pandey I. M : Case in Management Accounting
(g) Shukla & Grewal : Advanced Accountancy
(h) Monga. Ahuja & Sehgai : Advanced accountancy

List of Cases, recent articles and specific references wilt be announced in the Classroom at
the time of launching of the course
 CP-108 COMPUTER APPLICATION IN MANAGEMENT

Objective:
The objective of this course include developing an appreciation of different software and
hardware systems available in the industry among the participants and building up the
experience of the computer usage in the business organisation with the specific reference to
the commercial data processing systems

Course contents:

Unit-I: Introduction
Computers- An Introduction. Development of Computer. Components of Computer System:-
CPU, Input and Output Devices, Storage media. Computer Generation. Classification of
Computer Language. Overview of Number System

Unit-ll: Computer in Business

Computers in Business- An Introduction, Indian Computing Environment. Personal
Computers in Business.

Unit-Ill: PC Software
PC Software Package- Introduction To Operating System (DOS & Window) Word
Processing - Introduction & Features, Getting Started, Entering Text, Creating, Saving,
Opening and editing a Document, 'Select, Find, Replace, Cut, Copy and Paste Text.
Spreadsheet – introduction, Creation of spreadsheet Application, range, Formulae,
Functions, Auto fill, Cell Reference. Creating a PowerPoint Presentation on PC.

Unit IV: Software Development & Data Management

Software Development Life Cycle - File Design. Report Design, Data Files- Types &
Organisation. Master & Transaction File. Data base Management System - Data Processing.
Data Hierarchy & File Structure, Program Development Cycle.

Unit-V: Computer Network

Computer Network- LAN, WAN, MAN, Network Topology- Linear, Bus. Star, Ring and Tree.
Internet- Introductory Concept, Introduction to E-Mail, Telnet, FTP, Gopher, WWW.

Suggested Readings:
1. Burch John and Grudnitski Gary. Information System: Theory and Practice. 5th Ed
New York. John Wiley, 1989
2. David, van Over. Foundation of Business System. Fort Worth. Dryden. 1992
3. Eliason. A L. On-Line Business Computer Application. 2nd ed Chicago. Science
Research Associates. 1987.

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 COMPULSORY COURSES - SEMESTER - II: CP - 201 TO CP - 209.

CP-201: RESEARCH MEATHODOLOGY

OBJECTIVES
To equip the students with the basic understanding of the research methodology and to
provide an in sight in to the application of modern analytical tools and techniques for the
purpose of management decision making.
Course Content:

UNIT I: Introduction
Nature and Scope of Research Methodology. Problem Formulation and Statement of
Research Cost and Value of Information. Types of Research. Research objectives. Criteria
for a good research. Research organisation in India

UNIT II : Research Process.

Steps in the Process of Research. Research Design - Exploratory. Descriptive and
Experimental Research Designs. Sample Design - Steps in Sampling criteria for selecting a
sample procedure. Sampling method and sample size

UNIT III: Methods of Data Collection

Collection of Primary data : Observation, Interview and Questionnaire Method,
Questionnaire Design, Questionnaire vs Schedule, Attitude measurement techniques,
motivational research techniques.

UNIT IV : Methods of Data Representation & Analysis.

use of graphs, Charts and maps in data representation, Measures of Central Tendency and
dispersion, measures of relation ship, Statistical test. Advance Technique for data analysis
ANOVA, multivariate Analysis.

UNIT V : Research Report Preparation

Preparation of Research Report, Layout of Report, Preparatory steps in writing research.
Use of computers in research. Statistical Software package

Suggested Readings
1. Kothari C.R.. Research Methodology. Willy Eastern Limited. New Delhi1994
2. Bennet. Roger: Management Research. ILO. 1983
3. Gupta S P Statistical Methods. 30th ed. Sultan Chard. New Delhi. 2001

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP-202 : INTERNATIONAL BUSINESS ENVIRONMENT AND MANAGEMENT

OBJECTIVES
The primary Objective of this course is to acquaint the students to emerging global trends in
business environment

Course Content

UNIT I: Introduction
International Business: An overview - Types of International Business. The External
Environment; The Economic and Political Environment. The Human Culture Environment,
Influence on Trade and Investment Patterns.

UNIT II: Word Trade

Recent Word Trade and Foreign Investment Trends: Balance of Payments Accounts and
Word Economic growth & The Environment Theories of International Trade

UNIT III: International Finance

Word Financial Environment: Cross-national Cooperation and Agreements: Tariff and Non
Tariff Barriers, WTO, GATT, Regional Blocks.

UNIT IV : Financial Institutions

Word Financial Environment : Foreign Exchange Market Mechanism; Determinants of
Exchange Rates; Euro-Currency Market; Offshore Financial Centers; International Banks;
Non Banking Financial Service Firms; Stock Markets;

UNIT V : Global Issues & Perspectives

Global Competitiveness; Export Management; Licensing; Joint Ventures Technology and
Global Competition. Globalisation and Human Resources Development; Globalisation with
Social Responsibility: World Economic Growth and the Environment:

Suggested Roadings
1. Bhalla. V.K and S Shivaramu. International Business Environment and Business.
New Delhi. Anmol. 1995.
2 Bhalla. V.K International Economy: Liberalisation Process. New Delhi. Anmol. 1993.
3. Parks. Yoon and Zwick. Jack, International Banking in Theory and Practice New York.
Addision-Wesley 1985

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP - 203 ; HUMAN RESOURCE MANAGEMENT

Objectives
In a complex word of industry and business, organisational efficiency is largely dependent on
the contribution made by the members of the organisation. The Objectives of this course is to
sensitize students to the various facets of managing people and to create an understanding
of the various policies and practices of human resource management.

Course Content

UNITI: Introduction
Concepts and Perspectives on Human Resource Management; Human Resource
Management in a Changing Environment; Corporate Objectives and Human Resource
Planning; Career and Succession Planning; Job Analysis and Role Description;

UNIT II: Recruitment & Training.

Methods of Manpower Search; Attracting and Selecting Human Resources; Induction an
Socialisation; Manpower Training and Development; Performance- Appraisal and Potential
Evolution;.

UNIT III: Compensation

Job Evaluation, Wages and Salary Administration. Employee's Benefit Programmes. Groups
and Individual incentives and Fringe Benefits. Organisational Participation and Productivity
sharing.

UNIT IV : Managerial Skills

Introducing Change and its managerial problems. Discipline, Absenteeism and Employee
Turnover. Conflict Management. Grievance Handling

UNIT V : Industrial Relations.

Employee Welfare; Industrial Relations & Trade Unions ; Dispute Resolution & Grievance
Resolution & Grievance Management; Employee Empowerment.

Suggested Reading
1 Aswathappa K. Human Resources and Personnel Management Tata Mc Graw Hill,
New Delhi. 1997
2 De Cenzo. DA & Robins S.P. Human Resource Management 5th ed New York. John
Wiley. 1994
3 Monappa. A & Saiyadain M Personnel Management. 2nd ed New Delhi. Tata Mc
Graw Hill 1966
4 Mammoria C 8 Personnel Management. New Delhi. HPH. 1996

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP - 204 : FINANCIAL MANAGEMENT

Objectives
The purpose of this course is to acquaint the students with the broad framework of financial
decision making in a business unit

Course Content

UNIT I: Introduction
Aims and Objectives of Financial Management. Financial Analysis and Control;
Cost-Volume-profit Analysis; Valuation of a Firm, Financial Forecasting

UNIT II: Short Term Financing

Working Capital Management, Management of Cash and Market Securities. Management of
Accounts and Receivables. Inventory Management, short-term Loans - Intermediate Term.
Debt Financing Bank Financing

UNIT III : Capital Structure & Dividends

Capital Structure Decisions of the firm, Dividend and Valuation, Dividend Policy of the firm,
Dividend Decisions.

UNIT IV : Long Term Financing

Obtaining Long Term Funds externally, Long Term Debt, Preferred Stock and Common
Stock. Convertibles Securities and Warrants. Lease Financing.

UNIT V : Investment Decisions.

Methods of Capital Budgeting. Cost of Capital for Risky Investment. Multiple Risky
Investment. Portfolio Management

Suggest Readings
1 Bhalla, V.K Financial Management and Policy. New Delhi. Anmol. 1995
2 Hampton. John. Financial Decision Making Eaglewood Cliffs. New Jersey. Prentice
Hall Inc.. 1997
3 Van home. James C Finance Management and Policy, 10th ed. New Delhi Prentice
Hall of India. 1977

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP . 205 : MARKETING MANAGEMENT

Objectives
The purpose of this course is to develop and understanding of the underlying concepts
strategies and issues involved in the marketing of products and services

Course Contents

UNIT I: Introduction.
Basic Concepts and Approaches, Selling vs Marketing, Marketing Process, Marketing
System and Environment. Marketing Mix and Market Segmentation.

UNIT II: Consumer behaviour & Marketing research

Factor affecting Consumer's Behaviour viz Culture. Social Psychological and Personal.
Decision Making Process in buying. Concept and Component of MkIS. Marketing Research -
Meaning. Significance. Scope and Methods.

UNIT III: Product & Distribution

Product Mix, Product Classification. Product Life Cycle. Launching of a New Product,
Branding and Packaging, Types of Marketing Channels, Factors influencing Channel usage,
Channel management - Selection Cooperation and conflict management. Vertical Marketing.
Types of Middlemen their role in channel management.

UNIT IV : Pricing and Promotion.

Pricing methods and strategies. Factors influencing pricing. Promotion decisions - Promotion
Mix. Advertising. Sales Promotion. Publicity and Personal Selling

UNIT V : Specific Marketing Areas

Service Marketing, Rural Marketing, Social Marketing. Marketing for non profit organisation.
International Marketing

Suggested Readings
1. Stanton. William. J Fundamental of Marketing. New York. Mc Graw Hill 1994
2. Kotler. Philip and Armstrong. G Principles of Marketing. PHI New Delhi. 1997
3. Sontakki C.N, Marketing , Kalayani Publisher. 1995.

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP- 206 : PRODUCTION AND OPERATIONS MANAGEMENT

Objectives
T he course is designed to acquaint the students with decision making in Planning.
Scheduling and control of Production and Operation function in both manufacturing and
services; Productivity improvement in operations through layout engineering and quality
management etc effective and efficient flow, replenishment and control of materials with
reference to both manufacturing and services organisations

Course Content

UNIT I : Introductory Concept to Operations.

Nature and Scope of Production and Operations Management: Facility Location: Types of
Manufacturing systems & Layouts; Layout Planning and Analysis. Material Handling –
Principles, Equipments, Line Balancing - Problems

UNIT II : Operational Planning

Operations decisions- Production Planning and Control - In Mass Production - In Batch/Job
manufacturing Capacity Planning - Models.

UNIT III Process Planning.

Process Planning - Aggregate Planning – Scheduling - Maintenance Management
Concepts- Work Study. Method Study. Work Measurement. Work Sampling. Work
Environment - Industrial Safety

UNIT IV : Material Management

Material Management: An Overview of Material Management. Material Planning and
Inventory Control: JIT; Materials Planning Budgeting and Material Requirement planning;
Purchase management; Stores Management

UNIT V Quality Control.

Quality Assurance: Acceptance Sampling. Statistical process Control. TQM, ISO – 9000;
Maintenance; Safety Management

Suggested Reading.
1. Buffa. E S Modern Production Management., New York. John Wiley. 1987.
2 Chary S.N Production and Operations Management New Delhi. Tata McGraw Hill.
1989.
3 Chunawalla. Patel. Production and Operation Management HPH 1998

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP-207: ORGANISATIONAL EFFECTIVENESS AND CHANGE

Objectives
To familiarise the students with the basic organisational process to bring about
organisational effectiveness

Course Content

Unit I : Overview
Overview and Concept Of Organisational Change. Effectiveness and Development Forces
of Change. Resistance to Change. Process and Management of Change; Change Agents
Organisational Effectiveness- Concept, Approaches and Control.

Unit II : Organisational Climate and Culture

Organisational Climate- Concept & Impact. Organisational Culture – Characteristics, Types,
Uniformity and Creating and Sustaining Culture: Organisational Development Concept &
Process and Intervention

Unit III : Power and Politics and Organisational Conflict

Power and Politics- Meaning of Power and Political implication of Power. Process of
Empowerment; Organisational Conflict- Role and Management and Negotiation Skill

Unit IV Organisational Learning and Croativity

Organisational Learning – Concept, Theories of Learning and Behavior Modification.
Creativity and Innovation: The Process of Creativity, Techniques of Enhancing Creativity &
Killing Creativity

Unit V Other Issues

Business Ethics and Corporate Governance. Management of Gender issues, Cross Cultural
Dynamics.

Suggested Readings:
1 French. W.E and bell C H . Organisational Development. New Delhi PHI 1995
2 Kao. S R etc. Effective Organisations and Social Values. New Delhi, Sage. 1994
3 Robblns. S.P.. Organisational Behaviour. 7th ed New Delhi. PHI. 1996
4 Luthans. F.. Organisational Behaviour. 7th ed . New York. Mc Graw Hill
5 Mendonca. M and Kanungo R N. Work Motivation. New Delhi. Sage. 1994
6 Khandwalla. P N. Organisational Design For Excellence. New Delhi.. TMH 1992

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP - 208 VIVA VOCE
Viva-voce on the papers of MBA I & II Semester shall be organised at the end of the
semester (to be evaluated by one external and one internal examiner)

CP - 209 COMPUTER LAB

Viva-voce on the Computer shall be organized at the end of II semester (to be valuated by
one external and one internal examiner)
 COMPULSORY COURSES - SEMESTER: III - CP-301 TO CP - 306

CP - 301 : OPERATIONS RESEARCH

Objectives:
The objective of this paper is to give the students a firm grasp of quantitative techniques.
which are useful to them in the field of management, the emphasis is mainly laid on
Operational Research.

Course Content

UNIT I: Introduction to OR
Introduction. Nature. Scope and managerial Application. Methodology and Modeling in OR
Types of Models. Principles of Modeling in OR. Overview of various OR models used in
business.

UNIT II: Linear Programming.

Linear Programming. Introduction. Formulation. Graphical and Simplex Method for solving
LPP Maximisation & Minimisation Type Problems. Big in and Two Phase Methods

UNIT III: Operational Models

Transportation Problems: Formulation Basic Feasible solution and optimality test.
Assignment Problems: Minimisation types, constraints, unbalanced and maximisation type.
Monte Carlo's simulation (Elementary)

UNIT IV: Operational Network:

PERT & CPM : Basic concepts. Rules of Network constructs. Determination of critical path
Determination of float, Determination of Project completion time. Dynamic programming
(Elementary).

UNIT V : Operational Theories

Game Theory; Types of Game. Two person Zero Sum Game. Saddle point Dominance rule,
solution to 2x2, 2xn and mx2 games. Queuing theory: General Structure of a queuing
system Queuing Theory, Operating characteristics of a Queuing system. Simple problems
related to Queuing. Replacement theory. (Elementary concept)

Suggested Readings
1. Vohra N.D.. Quantitative Techniques in Management. New Delhi TMGH 1990.
2. Sharma SD . Operations Research
3. Sharma JK. Operational Research: Theory and Applications. New Delhi. Macmillian
India Ltd 1997.
4. Narag A S Linear programming and Decision Making. New Delhi. Sultan Chand
1995.

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP - 302 DECISION SUPPORT SYSTEMS AND MANAGEMENT INFORMATION
SYSTEM

Objective
The objective of the course is to develop the basic understanding of the decision support
system of the artificial intelligence for business organisation.

Course Contents

UNIT I : Introduction to MIS

Management Information System: Definitions; Basic Concepts Frameworks - Major Trends
in Technology. Applications of Information Technology. System & Design: System
Development initiative. Different Methodologies - life Cycle & prototype approach role of MIS
at various managerial levels, viz operational, planning and control.

UNIT II: Structure of MIS.

System Approach to MIS. Operating element of a MIS. MIS and Decision making, MIS
structure on the basis of Management activity and organisational functions. Synthesis of MIS
structure evaluation

UNIT III: Data Management & Information Handling.

Need of information: Level of Information handling; Characteristics of Information at various
control levels. Advantage of computerization; Data flow diagram, Data dictionary, Data Base
management and Word Processing; Electronic Spreadsheet and its managerial application

UNIT IV : Decision Support System (DSS)

Characteristics, Structure and Classes of DSS, DSS as an aid to Decision Making, Support
for intelligence, Design and choice, Decision Trees. Approaches to development of DSS

UNIT V : Managerial Applications of Computers

Use of Computers in Management functions. Viz Finance. Marketing. Operations etc.
Computer based Financial System: Financial analysis and Planning, Financial Management
Software, Computer based Inventory system: Computerised Inventory Management.
Inventory system, Design. Computer based HRM: System design Data requirement and use
of computers in HRM

Suggested Readings
1. David Olson Management Information System
2. Mudick. Ross Information Systems for Modern Management
3. Andrew P Decision Support System Engineering. Sage.

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP- 303: BUSINESS LEGISLATION

Objectives
The course is deseed to assist the students in understanding basic laws affecting the
operations of a business enterprise

Course Contents

UNIT I: Contract Act.

The Indian Contract Act. 1872: Essentials of Valid Contract, Void Agreements. Performance
of Contracts, Breach of Contract and Its remedies, Quasi-Contracts, Indemnity, Guarantee,
Contingency, Bailment and Agency.

UNIT II: Sales of Goods Act & Negotiable Instruments Act.

The Sale of Goods Act. 1930: Formation of a Contract, Right of Unpaid Seller. The
Negotiable Instruments Act. 1881: Nature and Types, Negotiation and Assignment,
Holder-in-Due Course, Dishonour and Discharge of a Negotiable Instrument

UNIT III: Introduction to Company Law.

The Companies Act 1956: Nature and Typos of Companies, Formation, Memorandum and
Articles of Association. Prospectus

UNIT IV : Share Capital

Allotment of Shares, Shares and Share Capital. Shares vs Debentures Membership.
Borrowing Powers. Management and Meetings, Accounts and Audit. Compromise
Arrangements and Reconstruction

UNIT V : Other Issues

Prevention of Oppression and Mismanagement, Winding UP, Consumer Protection Act and
Cyber Laws

Suggested Readings
1 Avtar Singh. Company Law. 11th ed Lucknow. Eastern. 1996
2. Gang & Chanda. Merchantile Law
3 Kapoor N D. Mercantile Law

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP - 304 : SUMMER TRAINING PROJECT

At the end of second semester all students will have to undergo summer training of 6 - 8
weeks with an industrial business or service organisation by taking up a project study.
 CP-305 : CONSUMER BEHAVIOUR
Objectives
The basic objectives of this course is to develop and understanding about the consumer
decision making process and its applications in marketing function of firms

Course Content

UNIT I: Introduction
Introduction to consumer Behaviour: Consumer Behaviour and Marketing Strategy;
Consumer involvement and Decision Making; Information Search Process; Evaluation
criteria and Decision Rules.

UNIT II: Motivation & Perception

Consumer Motivation: Need and Goals. Positive & Negative motivation. Dynamic Nature of
Motivation, Consumer perception; Conceptual Framework, Dynamics of Perception,
Consumer imaging.

UNIT III: Attitude & Personality

Consumer Attitude and Attitude Change; Influence of personality and self concept on Buying
Behaviour; Psychographics and Lifestyle: AlO & VALS Classification

UNIT IV : Influence on CB
Reference Group Influence; Diffusion of Innovation; Diffusion Process, Adoption Process,
Profile of Consumer Innovent and Opinion Leadership Family Decision Making, Family
functions an Family life style.

UNIT V : CB Models & Application

Models of Consumer Behaviour. Nicosia Model; Howard Sheth Model. Engel Blackwell Jullat
Model, Industrial Buying Behaviour; Consumer Behaviour Studies in India

Suggested Readings
1 Schiffman. LG and Kanuk. LL Consumer Behaviour New Delhi. PHI 1994
2 Mowen, John C. - Consumer Behaviour. New York. Mac Milan 1993
3 Engle JF etc Consumer Behaviour in Marketing. Engle wood Cliffts, New Jersey.
PHInc

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP-306 : SALES AND DISTRIBUTION MANAGEMENT

Objectives
The purpose of this paper is to acquaint the students with the concepts which are helpful in
developing a sound sales and distribution policy and in organising and managing sales force
and marketing channel

Course Content

UNIT I: Selling Process & Concepts.

Nature and Scope of sales management: Setting and Formulating Personal Selling
Objectives Sales Theories. Steps in Selling Process. Pre-requisite of a Good Sales
Personnel

UNIT II: Management of Sales Force

Recruiting and Selecting Sales Personnel; Developing and Conducting Sales Training
Programme. Designing and Administrating Compensation Plans; Supervision of Salesman.
Motivating Sales Personnel; Sales Meeting and Sales Contest.

UNIT III: Sales Planning & Evaluation

Process of Sales Planning. Designing Territories and Allocating Sales Efforts; Size and Type
of Sales Force. Objectives and Quotas for Sales Personnel; Developing and Managing Sales
Evaluation Programme.

UNIT IV : Channel Structure & Types

Structure and types of Marketing Channels. Functions of Intermediaries. Wholesaling.
Nature. Important. Classification & Sanging patterns. Retailing: Nature and Types. Store and
Non Store
retailing, strategic issues in retailing

UNIT V : Channel Planning

Channel Planning: Channel Integration. Intensity of Market Coverage. Selection of
Distribution channels. Behaviour of Channel Member. Legal issues in channel Management,
Emerging trend in Channel Management

Suggested Readings
1 Stanton. William J Management of Sales Force. Chicago. Irwin. 1995.
2 Johnson. E M etc. sales management: Concepts. Practices and Cases. New York,
John Wiley.1989
3 Anderson. R Professional Sales Management; Englewood Cliffs. New Jersey. PHInc.
1992

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
COMPULSORY COURSES - SEMESTER - IV : CP - 401 TO CP - 406

401: STRATEGIC MANAGEMENT

Objectives
The objective of this course is to impart an understanding of the comprehensive process of
top management of a business enterprise so as to develop the ability to analyse business
problems and provide an opportunity to experience the process of decision making.

Course Content

UNIT I : Introduction
Business Policy Nature, importance. Purpose & Objective. Concept of strategy. Mission
Policy; purpose Objective, Goal & Tactics; Strategic Management an Overview

UNIT II : Strategy Formulation

Environmental Appraisal – Mega, Micro & Relevant, organisational Appraisal, SWOT
Analysis POP, OCP & SAP profiles, Environment Scanning & Sources of Information.

UNIT III : Strategic Alternative & Choice

Various Strategic Alternative - Grand Modernisation, Diversification, Integration, Merger,
takeover, Joint Venture, Turn Around, Divestment & Liquidation, Strategic Choice and its
process.

UNIT - IV: Strategic Implementation.

Issues involved, Project & procedural implementation, Resources Allocation, Structural,
functional & behavioral Implementation

UNIT - V: Strategic Evaluation & Control.

The over View, Strategic and Operational Control, Techniques and Role of organisation
System

Suggested Readings
1. Kazmi Azhar. Business Policy. New Delhi. TMH. 1997.
2. Drucker P. Changing World of the Executive. New York. 1982
3. Prahalad CK. Competing for Future Boston. Harvard Business School Press. 1994

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP - 402 : PROJECT STUDY
The final project will be evaluated at the end of the fourth semester by the internal and
external examiners. This would be equivalent to the marks of the two papers.

C P - 4 0 3 : VIVA VOCE
A viva-voce on the papers of MBA III & IV Sem will be organised at the end of MBA IV Sem
(To evaluated by one External and One Internal Examiner).
 CP-404 : ADVERTISING MANAGEMENT

Objectives
The aim of the paper is to acquaint the students with concept, techniques and give
experience in the application of concept for developing an effective advertising programme.

Course Content

UNIT I: Introduction
Definition, Objectives, Functions and classification of advertising as a component of
Marketing Mix. Stimulating of Primary demand and Selective demand. DAGMAR approach

UNIT II: Advertising as Communication.

Process of marketing Communication, Advertising vs other forms of mass communication,
Communication Mix, Determination of Target Audience; Building of Advertising programme –
Message, Headlines, Copy, Logo, Illustration, Appeal, Layout: Campaign Planning; Copy
Testing, Pre Test & Post Test,. Ad Effectiveness.

UNIT III: Advertising Media

General and Special Characteristics of different media, Media Planning and Media strategy,
Media Tactics: Media Class. Vehicle, Option and timing Decision, Media Buying

UNIT IV : Advertising Organisation and Budgets

Advertising Agency - Function of a modern agency, functions of the advertising department
and advertising manager, Advertising Budget - Approaches and Procedure for determining
the Size of the budgets, characters of items to be charged to advertising.

UNIT V : Social & Economics Aspects of Advertising

Productive of Advertising - its contribution to economic development and standard of living,
its economic and social relevance, Ethics and truth in Advertising, Public Service Advertise

Suggested Readings
1. Aaker David a Advertising Management. 4th ed.. PHI New Delhi. 1985.
2. Ogilvy, David, lgilvy on Advertising London. Lonfman. qq983.
3. Sontakki, Advertising Management
4. Mohan M, Advertising Management

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP-405 : INTERNATIONAL MARKETING

Objectives
The basic objective of this course is to acquaint the students with environmental, procedural,
Institutional and decisional aspects of international marketing.

Course Contents

UNIT I : Introduction
International Marketing - Definition. Concept and Setting. Distinctions between International
trade. Marketing and Business; Economic Environment of International Marketing.
International Institutions - Word Bank. IMF. UNCTAD, WTO.

UNIT I I : Trade Barriers & Blocks

Fiscal and Non-fiscal Barriers. Non-tariff Barriers. Trading Partners - Bilateral Trade
Agreements, Commodity Agreements, Customs Union, Common Markets, Free Trade
Zones, Economic Communities.

UNIT III: Export Management

India and Word Trade. Import and Export Policy. Direction and Quantum of India's Exports;
Institutional Infrastructure for Export Promotion. Export Promotion Councils. Public Sector
Trading Agencies. ECGC.

UNIT IV: Export Procedures and Documentation

Procedure and Documents - Registration of Exporters. Export Quotations. Production and
Clearance of Goods for Exports. Shipping and transportation. Insurance. Negotiation of
Documents. Instruments of Payments-Open Account. Bills of Exchange; Letter of
Credit-Export Finance.

UNIT V : International Marketing Mix.

International Marketing Mix-Identification of Markets. Product Policy. International product
Life Cycle. Promotion Strategy. Pricing Strategy and Distribution Strategy.

Suggested Readings
1. Bhattacharya, Export Marketing: Strategies for Success. Global Business Press.
NewDelhi.1991
2. Rathore BS, Export Marketing
3. Varshney Bhattacharya, International Marketing

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 CP:406 MARKETING OF SERVICES

Objectives
The Objective of this course is to develop insight into emerging trends in the service sector in
developing economy and tackle issues involved in the management of services on national
basis.

Course Content

Unit I : Introduction
Service Marketing- Origin. Concept and Growth. I's of service marketing; Designing of
Service strategy in context to Indian Scene; Salient features of services; Significance of
service marketing

Unit-ll : Phases of Service Marketing

Emergence of service economy; Nature of services. Goods and Services marketing;
Marketing Challenges in service business Marketing Framework for service business.

Unit-Ill : Classification of Service Marketing - I

Service Classification : Banking- The concept of Bank and Insurance Marketing; Factors
governing customers psychology. Factors influencing the consumer behaviour; Market
segmentation; Marketing mix for banking and Insurance services.

Unit-IV : Classification of Services Marketing - Il

The concept of Transport, Tourism, Hotel and Hospital services and their marketing patterns.
The effecting isssues of their customers and Marketing Mix and Segmentation

Unit-V : Marketing issues of Services

Advertising-issues involved in advertisement: Branding and Packaging of services;
Relationship Marketing and CRM

Suggested Readings
1. Jha S.M : Services Marketing Himalay Publishing House. 1994.1st ed.

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 FINANCE AREA : FM

FM - 311 : SECURITIES ANALYSIS AND PORTFOLIO MANAGEMENT

Objectives

The objectives of this course is to impart knowledge to students regarding the theory and
practice of Security Analysis and practice of Portfolio Management.

Course Contents •

UNIT I: Investment Management

Investment - Return and Risk : Operations of Indian Stock Market: New Issue Market; Listing
of Securities: Cost of Investing in Securities; Mechanics of Investing; Markets and Brokers,
investment Companies. Market Indices and Return.

UNIT II: Security Analysis

Security Credit Ratings; Objective of Security Analysis; Investment Alternatives; Valuation
Theories of Fixed and Variable Income Securities; The Return to Risk and the Investment
Decision; Government Securities; Non Security Form of Investment.

UNIT III: Stock Market

Market Stock Market Analysis - Fundamental and Technical Approach. Efficient Market
Theory; Recent development in Indian Stock Market: Investment Instruments of the Money.
Derivatives - Contract. Future market & Hedging. Swap. Option pricing. Derivative markets in
India.

UNIT IV : Portfolio Management

Introduction to portfolio Management - An optimum portfolio - Selection Problem. Markowitz
Portfolio Theory. The Nature of Investment Risk MVC and Portfolio Selection. Portfolios of
Two Risky Securities. A Three Security Portfolio. The Efficient Frontier.

UNIT V : Managed Portfolios and Performance Measurements.

Sharpe Single Index Model; Application of Market Model in Portfolio Construction Capital
Assest Pricing Model. Constructing the Optimum Portfolio. Portfolio Investment Process:
Bond Portfolio Management Strategies; Investment Timing and Portfolio Performance
Evaluation: Corporate Portfolio Management in India

Suggested Readings
1 Bhalla. V.K . Investment Management: Security Analysis and Portfolio Management.
8th ed New Delhi. S Chand. 2001.
2 Fisher. Donald E and Jordan. Ronald j Security Analysis and Portfolio Management
6th ed. New Delhi. PHI 1995
3. Sharpe. William P etc. Investment. New Delhi. PHI 1997

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 FM - 312 : INTERNATIONAL FINANCIAL MANAGEMENT

Objectives
The objectives of this paper is to give students an overall view of the international financial
system and how multinational corporations operate.

Course Contents

UNIT I: Introduction
Meaning and Scope of International Finance, The Emerging Challenges, Recent Changes
in Global Financial Markets Risk Management & Wealth Maximisation. Foreign Exchange
Exposure & Risk

UNIT II: International Monetary System

Introduction. Exchange Rate Regimes. International Monetary Fund (IMF). The Problem of
Adjustment. The European Monetary System (EMS). Economic and Monetary Union (EMU)

UNIT III: Balance of Payment

Introduction. Accounting, principles in BOP. Valuation and Timing. Components of BOP.
Detail & Surplus in BOP. Exchange Rates. Interest Rates & Inflation Rates

UNIT IV : Foreign Exchange Market

Structure. Mechanics of Currency Trading. Types of Transactions and Settlement date.
Exchange Rates, Quotation & Arbitrage. Pricing of Short Date and Broken Date Contracts.
Foreign Exchange Market in India.

UNIT V : Short Term & Long Term Borrowing.

Short Term Borrowing: Introduction. Investment Pattern & Cash management. Long term
borrowing: Cost & Risk of Long Term Foreign Borrowings. Syndicated Loans. International
bonds. Risk and Return from Foreign Equity Investment Project Finance Leasing. Hire
Purchase and factoring.

Suggested Readings.
1. Bhalla. V.K. International Financial Management. 2nd ed.. New Delhi. Anmol. 2001.
2 Shapiro. Alan C. Multinational Financial Management. New Delhi. PHI 1995
3 Abdullah. F A Financial Management for Multinational Firm. Englewood Cliffs. New
Jersey. PH Inc.. 1987.

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 FM - 411: PROJECT PLANNING, ANALYSIS AND MANAGEMENT

Objective:
The basic purpose of this course is to understand the framework for evaluating Capital
expenditure Proposals, their planning & management in the review of the projects undertaken.

Course Contents

UNIT I Introduction
Generation arid Screening of Project idea; Capital Expenditure; Importance & Difficulties.

UNIT II Project Analysis

Market demand & situational analysis, technical analysis, analysis of project risk; firm risk &
market risk, social cost benefit analysis.

UNIT III Project Management

Multiple projects & constraints; Network Techniques for project management; Project Review &
Administrative- Aspects

UNIT IV Project Financing

Project Financing in India. problem of time & cost overrun in public sector enterprises in India

UNIT V Project Appraisal

Assessment of tax burden of various projects, making comparative analysis; Environmental
appraisal of projects- Financial & Technical Environment

Suggested readings
1. Chandra. Prasanna. Projects: Preparation, Appraisal. Budgeting & Implementation
2. Ahuja. G. K. & Gupta. Ravi. Systematic Approach to Income Tax. Allahabad. Bharat
Law House. 1997.
3. Bhalla V K. Modern Working Capital Management. New Delhi. Anmol. 1997
4. Bhalla V. K. Financial Management & Policy. II ed.. New Oe<hi. Anmol. 1998
5. Dhankar. Raj S. Financial Management of Public Sector Undertaking. New Delhi West
Ville, 1995

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 FM - 412 : CORPORATE TAXATION

Objective:
The objective of this course is to acquaint the participant with the implication of tax structure
and corporate profit planning in operational as well as strategic term.

Course Contents

UNIT I : Introduction
Basic Concepts of Income Tax, Residential Status of a company, Computation of income
under different heads of income. Set off and Carry forward of losses

UNIT II: Deduction & Exemptions

Filing of returns. Self assessment of Tax. Tax deduction at source. Tax rebates and relief.
Computation of Tax liability

UNIT III: Tax Planning

Meaning & Scope of Tax Planning, and Location of Under Taking. Types of activity.
Ownership pattern. Tax planning regarding Dividends Policy, issue of Bonus Shares.
Inter-corporate Dividends, and Transfers. Tax planning Relating to amalgamation and merger
of companies

UNIT IV : Tax considerations in respect of specific managerial decision.

Tax considerations in respect of specific managerial decision like Make or Buy. Own or Lease
Close or Continue Sale in Domestic Market or Exports. Replacement and Capital Budgeting
decisions etc.

UNIT V: Taxing and Strategic Alliances

Tax planning in respect of managerial remuneration. Foreign collaboration and joint ventures,
implications of avoidance of double taxation agreements

Suggested Readings
1. V Ahuja. GK & Gupta, Ravi Systematic Approach to Income Tax. Allahabad.
Bharat Law House. 1999
2. Singhania. VK Direct Taxes Law and Practices. Delhi. Taxman
3. Srinivas. EA Handbook of Corporate Tax Planning. New Delhi. TMGH 1986

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 INFORMATION TECHNOLOGY MANAGEMENT AREA : ITM

ITM - 321 : MANAGEMENT SUPPORT SYSTEMS

Objectives
This course has been designed lo develop on understanding of the concepts and application
of information Technology based Management Support System

Course Contents

UNIT I: Introduction
Overview of CBIS Applications. Decision Making Concepts - A Need for Decision Support;
Decision Modeling Exercises: Role of Decision Support Systems in Business

UNIT II:
Modeling in Decision Support Spread Sheet Software Systems as DSS Tool:

UNIT III: Functional Application

Models in various Functional Areas: Introduction to integrated Financial Planning System for
Financial Modeling, Group Decision Support System: Use of DSS Technology for Marketing
Finance Production and HRM

UNIT IV : Artificial Intelligence

Artificial Intelligence: Need and Application Al based Systems; Fuzzy Knowledge in Rule
Based Systems

UNIT V: Expert System.

Expert System Model for a Functional Area Expert System Shells: Working on an Expert
System Shell. Development of a Executive Information Systems and their Applications

Suggested readings
1 Bratko. Ivan. Prolog : Programming for Artificial Intelligence. 2nd ed California. Addison
- Wesley. 1990
2 Davis. Michael W Decision Support. Englewoods Cliffs. New Jersey. PHInc. 1988
3 Jayashankar R Decision Support Systems New Delhi. Tata McGraw Hill 1989

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 ITM - 322 : DATA BASE MANAGEMENT SYSTEMS

Objectives
This course has been designed to introduce the participants with the applications of systems
designed to manage the data resources of organisations It provides the participants an
opportunity to study the hands on implementation of a database in corporate environment.

Course Contents

UNIT I: Introduction
Data Base Management Models, Data Processing Concepts: Data Structures: File
processing and Access Methods

UNIT II: Evaluation & transaction

Evaluation of Commercially Available Software Systems with Managerial Emphasis on
Tradeoffs among Cost, Capacity, and Responsiveness Functions of Transaction Process
and their communications Interface with Database Management System

UNIT III: Data Processing

Distributes Data Processing Systems and a Need for database Environment for such a
System Physical Database Structure: Normalisation and Logical Design; Query Language
for Relational Database Management Systems; Structured Query Language

UNIT IV : Database Types

Distributed Data Base System: On-Line Data Bases Object Oriented Data Base: Managerial
issues Related to Data Base Management. Evaluation Criteria. Performance Analysis.

UNIT V: Data Recovery

Recovery Issues. Re-organisation Problems implementation and Maintenance issues;
Database Administration

Suggested Readings
1. Coad. Peter and Edward. Yourdon. Object-Oriented Analysis. 2nd ed. Eaglewood Cliff.
New Jersey. Yourdon Press. 1991
2. Kroenke. David M Database Processing Fundamentals. Design. Implementation 4th
ed. New York. McMillan. 1992.
3. Systems and Developers Manuals for an RDBMS such as Oracle

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 ITM - 421 : SYSTEM ANALYSIS AND DESIGN

Objectives
This course is aimed at developing an appreciation of Analysis and Design of computer
based commercial data processing systems

Course Contents.

UNIT I: Introduction
Overview of systems Analysis and Design; Software applications today - the changing
scenarios - Introduction to different methodologies and structured System Analysis - Problem
identification - Requirement analysis : Tools and techniques - Feasibility analysis -
Operational, technical and Economical Feasibility - Details of SDLC approach.

UNIT II: System Concept

Business Systems Concepts: System Development Life Cycle; Project Selection. Feasibility
Study, Tools for Analysis and Design of Business Systems: Methodologies Available; Need
for Structured Techniques; Structures Techniques Available System Requirement
Specification and Analysis

UNIT III: System Analysis Techniques

Data Flow Diagrams Data Dictionaries. Decision Analysis. Process organisation and
Intersections: Decision trees and tables; Normalization, Detail Design. Modulation; Module
Specification; File Design; Data Base Design. System Control

UNIT IV : Documentation & testing

Documentation Tools: Testing Techniques Available: System Controls System
Administration and Training; Hardware and Software Selection; Operating System Selection.
Performance and Acceptance Testing Criteria

Unit V : Project Management

Managing Data Processing in an Organisation; Data Processing Setup. Project Management
Techniques for Managing Software Projects

Suggested Readings
1. Awad. Elias M Systems Analysis and Design. 2nd ed. New Delhi. PHI 1990
2. Coad, Peter and Edward Yourdon, Object-Oriented Analysis 2nd ed Englewood Cliff.
New Jersey Yourdon Press 1991
3. Rajaraman. V Analysis and Design of information System. New Delhi. PHI. 1991

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 ITM - 422 : RDBMS & SQL CONCEPT

Objective
The students are to be provided basic understanding of the RDBMS & SQL and the skills to
make use of these in business organisations

Course Content

UNIT I : Introduction
RDBMS Introduction - Database and DBMS Software, Three Layered Architecture.
Advantage and Disadvantages of a Database, History.

UNIT II: Data Modelling

Data Modeling - Object Oriented and Record Based Models. E-R Model and E-R diagram
Examples and Exercise. Hierarchical Model. Network Model E.F. Codd’s 12 Rules for a
relational Database

UNIT III: Database Concepts

Database Concepts- Transaction Management. Properties of a Transaction Commit and
Rollback. Concurrency. Locking. Access Control. Data Integrity. Integrity Constraints.
Auditing; Backup end Recovery. Data Dictionary - System Catalogue

UNIT IV: Basic Database Operations

Introduction to Client- Server and ODBC connectivity. SQL: SQL Language DML commands –
Select,. Insert, Update, Delete - retrieving data, summarizing data, adding data to the database
updating data to the database and deleting data

UNIT V : Database questions

Simple queries - muse of WHERE, Arithmetic. Comparison and logical operators. ORDER
BY GROUP BY and Group Function. Multi table queries, Sub-queries. Views: DDL
Commands - Table and view Create, Alter, Drop Integrity Constraints Transaction
processing - Commit. Rollback, Savepoint.

Suggested Readings
1. Coleman Pat and Peter Dyson internets BPS Pub . Delhi. 1997.
2. Bayars Ivan Commercial application Dev. Using trade. BPB Pub . Delhi 1997
3. Rich Jason R. Starting an E-Commerce Business IDG Books. 2000

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 HUMAN RESOURCE MANAGEMENT AREA : HRM

HRM - 331 : MANAGEMENT OF INDUSTRIAL RELATIONS

Objectives
Organisational efficiency and performance are intricately interlinked with industrial relations.
This course is an attempt to appreciate the conceptual and practical aspects of industrial
relations at the micro and macro levels

Course Contents

UNIT I: Introduction
Industrial Relations Perspectives. Industrial Relations and The Emerging Socio-economic
Scenario. Industrial relations and the State; Legal framework of Industrial Relations

UNIT II: Trade Unionism

Role and Future of Trade Union: Trade Union and the Employee; trade Union and The
Management; Trade Union Act. 1926

UNIT III: Employee Grievance & Participation

Discipline and Grievance Management: Negotiation and Collective Settlements;
Participative Management and Co-ownership; Productive bargaining

UNIT IV: ILO& IR

Industrial unrest in India. ILO. India and ILO, Dunlop's Industrial Relations Model, Employee
Empowerment, Quality Management

UNIT V: IR & Laws

Industrial Disputes Act 1947, Contract Labour Act, Factories Act 1948, Industrial
Employment ( Standing Order) Act. 1946.

Suggested Readings
1 Das R P Management of Industrial Relations. Varanasi. Krishna Trading Corp . 2001
2 Agrawal SN Labour Relations Law in India
3 Taxmann Labour Laws. 1999
4 Monal Arora Industrial Relations Exel Books. 1997

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 HRM - 332 : HUMAN RESOURCE DEVELOPMENT

Objective
The purpose of this course is to facilitate on understanding of the concepts, methods and
strategies for HRD.

Course Contents

UNIT I: Introduction
Fields of HRD-Concept. Goals. HRO department and its function. HRD Climate and
Practices in India. Staffing HRD Function. Developing HR Strategies and their strategies in
India.

UNIT II: Enriching Employees

Training and Development - Needs, designing and administration of Training and Development
programmes, Training effectiveness and its evaluation method. Importance of feedback for Trainee
and Trainer.
Performance Appraisal. Nature and Methods of appraisal. Potential Appraisal - Its utilization
and implementation. Benchmarking. Career Planning. Job Change. Career Management.
New trends in Career Management. Counselling and Mentoring

UNIT Ill: HR with cross culture

Human and Cultural variables in Global organization, Cross cultural differences and
managerial Implications, HRM factor in Global Organisation - Leadership. Decision Making,
Communication and negotiation, Selection and Compensation Management. Emerging
trends in Global Business and consideration by HR - BPO, Off shoring

UNIT IV : Organisation for HRD

HRD SYSTEM: Design & Administration of HRD Systems: HRD for workers; HRD
intervention; HRD Approaches for coping with organisational Changes: Case Studies of
HRD in Indian Organisations

UNIT V : Human Resource Information System, Auditing & Accounting

HR information System – Introduction, Job Information and families, Job competency. HR
Audit. HR Report and research keeping mode. HR Accounting - Nature and Objective;
Models of HR Accounting and its prospects. Emerging issues

Suggested Readings
a. Rao. TV Alternative approaches & Strategies of Human Resources Development. Jaipur.
Rawat 1988
b. Pareek. U Managing Transitions. The HRD Response New Delhi. Tata McGraw Hill 1992
c. Dayal. Ishwar Successful Applications of HRD New Delhi NewConcepts.1996
d. Tripathi PC Personnel Management & IR

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
 HRM - 431 : COMPENSATION MANAGEMENT

Objectives
The course is designed to promote understanding of issues related to the compensation or
rewarding Human Resources in the corporate sector , Public services and other forms of
organisations and to impart skills in designing, analysing and restructuring reward
management system, policies and strategies

Course Content

UNIT I: Compensation Theories & practices

The Market forces of Demand and Supply : The concept of Demand for and Supply of Labour.
Effectiveness of the forces of Demand and Supply, Competitive Imperatives: Perfect and Imperfect
competition. Conceptual and Theoretical Understanding of Economic Theory related to the Reward
Management: Classical. Neo-Classical. and Modern theory. Demand and Supply theory. Competitive
theory. Productivity. Bench Marking.

UNIT II: Compensation Methods

Determination of Inter and intra-Industry Compensation Differentials. Internal and External
Equity in Compensation Systems; Understanding Tools Used in Designing. Improving and
implementing Compensation Packages

UNIT III: Compensation Packages

Compensation Design for Specific Type of Human Resources like Compensation of Chief
Executives, Senior Managers, R&D Staff etc Understanding Different Components of
Compensation Packages like Fringe Benefits, Incentives and Retirement Plans

UNIT IV : Wage Boards & Laws

Working of Different Institutions Related to Reward system like Wage Board, Pay
Commissions. Wage Laws- The Law of Minimum Wages. Payment of Wages

UNIT V: Special Provision

Employee Provident Fund & Misc Provision Act. 1952, Employee State Insurance Act. 1948,
Payment of Gratuity Act. 1972, Payment of Bonus Act. 1965, Maternity Benefit Act. 1961

Suggested Readings
1. Srivastava S C. Industrial Relations and Labour Laws New Delhi. Vikas. 1994.
2 Malhotra OP The Law of Industrial Disputes Vol. I & II Bombay N.M tripathi. 1985.
3 Seth DD. Industrial Disputes Act 1947. Vol. I & II Bombay. 1995

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course
HRM- 432 : ORGANISATIONAL CHANGE AND INTERVENTIONAL STRATEGIES

Objective
The objective of this paper is to prepare students as organisational change facilitator using
knowledge and techniques of behavioral science

Course Contents

UNIT I: Introduction
Organisation Change - An overview. Approaches to problem Diagnosis, some major
techniques of Planned Change Steps in OD. general OD Competencies. OD skills

UNIT II: O.D. Intervention - I

An overview of OD Interventions. Classification of OD, Team Interventions, Inter-Group and
third Party Peace Making interventions Training Experiences; Behaviour Modeling and Life.

UNIT III: O.D. Intervention - II

Comprehensive Interventions: Confrontation Meeting. Survey Feedback. Strategic
Management Activities and Grid OD, Structural interventions - Job Design. Job Enrichment,
MBO, Quality Circle. QWL. TQM, Parallel Learning Structure

UNIT IV : Key Consideration & Issue on OD

Issue in Consultant - Client Relationship. Power and Politics in OD. System Ramification
Resistance to Change, leadership and Labour Relations

UNIT V: Research on OD
Assessing effect of OD, Recent Development in research on OD, Future of OD. Condition of
optimal Success of OD

Suggested Readings
a. French W H and Bell CH . Organisational Development. New Delhi. PHI.1991
b. Bennies WG Organisational Development
c. Pareek U Managing Organisation Change.

List of Cases, recent articles and specific references will be announced in the Classroom at
the time of launching of the course