SEMESTER II

LIST OF CORE PAPERS

Title of the Paper Code

FINANCIAL MANAGEMENT MBAH020

MARKETING MANAGEMENT MBAH021

OPERATIONS MANAGEMENT MBAH022

HUMAN RESOURCES MANAGEMENT MBAH023

OPERATIONS RESEARCH MBAH024

RESEARCH METHODOLOGY MBAH025

MANAGEMENT INFORMATION SYSTEMS MBAH026

SELLING & NEGOTIATION SKILLS MBAH027

MINOR PROJECT MBAH028

OPERATION RESEARCH LAB (SOFTWARE BASED) MBAH029

CAREER DEVELOPMENT WORKSHOP MBAH029A

INDUSTRY INTERFACE PROGRAM – 1 MBAH029B

42
 FINANCIAL MANAGEMENT
COURSE CODE: MBAH020

OBJECTIVES:

• To know the various concept and sources of finance.

• To understand the various uses of finance.
• To familiarize oneself with the techniques used in financial management.

METHODOLOGY:
• Assignment
• Test after completion of each UNIT
• Class room lectures for all UNIT s
• To solve problem self-made with all features will be used
• Importance should be given for solving problems in each UNIT.

UNIT I: FINANCIAL MANAGEMENT

Importance of Finance; Meaning of Business Finance; Meaning of Financial
Management; Objectives of Financial Management; Scope of Financial management,
Role of Financial Manager in the Changing Scenario; Method of Financial Management;
Organization of the Finance Function; Importance of Financial Management. Tools of
Financial Management and Financial Forecasting, Financial Statement, Analysis and
Interpretation; Practical Problems.

UNIT II: FINANCIAL PLANNING

Meaning of Financial Planning; Pattern of Financing; Source of Finance; Security
Financing; Convertible Debentures; Internal Financing; Loan Financing; Public Deposits;
Bridge Financing; Loan Syndication, & Finance Decision, Leverage; Types of Leverage;
Significance of Operating Leverage, Financial Leverage and Composite Leverage;
Practical Problems

UNIT III: CAPITAL STRUCTURE

Meaning of Capital Structure; Capital Structure and Financial Structure; Pattern of Capital
Structure; Optimum Capital Structure; Capital Structure Theories, Determination of
Capital Structure; Financial Break Even Point and EPS Analysis, Capital Gearing and
Trading on Equity, Cost of Capital, Importance of Cost of Capital; Classification of Cost
of Capital; Determination of Cost of Capital, Capital Assets Pricing Model (CAPM) and
Weighted Average Cost of Capital (WACC), Practical Problems.

UINT - IV: WORKING CAPITAL MANAGEMENT

Concept of Working Capital Management; Need for Working Capital; Types of Working
Capital; Management of Working Capital, Projection of Working Capital, Conservative
Asset Policy, Aggressive Asset Policy, Risk Return Trade Off, Source of Working

43
 Capital; Management of Cash, Tools of Cash Management, Cash budget, Playing on Float,
Lock Box System; Management of Inventory, Tools of Inventory Management, ABC
Analysis, VED Analysis, EOQ Analysis, Perpetual Inventory System, Different Stock
Level and Management of Receivable and Factoring Management; Practical Problems

UNIT V: CAPITAL BUDGETING

Concept of Capital Budgeting, Importance of Capital Budgeting,
Characteristic of Capital Budgeting Decisions; Limitations of Capital Budgeting
Decisions;
Capital Budgeting Process; Capital Rationing. Capital Budgeting Techniques- Accounting
Rate of Return- ARR Method of Evaluation & Its Analysis; Payback Method of
Evaluation & Its Analysis; Internal Rate of Return- IRR Method of Evaluation & Its
Analysis; Net Present Value- NPV Method of Evaluation & Its Analysis; Profitability
Index- PI Method of Evaluation & Its Analysis, Dividend, Bonus, Right Shares, Theories
of Dividend, Types of Dividend, Determination of Dividend, Inflation; Inflation
Accounting; Capital Market and Money Market, Practical Problems.

Course Outcomes:
CO1: Define the term “Finance & Business Finance”, Describe objectives, scope, importance
& methods of Financial Management, recognize the organization of Finance Function and the
role of Financial Manager in Changing Scenario, demonstrates and apply the tools of Financial
Management in analyzing and Interpreting Financial Statements.
CO2: Demonstrates the term “Financial Planning”, recognize the pattern of financing and
sources of Finance, generalize the concepts such as Security Financing, Convertible
Debentures, Internal Financing, Loan Financing, Public Deposits, Bridge Financing, Loan
Syndication and Finance Decision, classify the types of leverages and compute the problems
related to Operating, Financial and Operating Leverage.
CO3: Describe Capital Structure, Distinguish Capital Structure from Financial Structure,
summarize Capital Structure Theories and apply it in determining capital structure of a Firm
CO4: Define the Term “Inventory Management”, apply its tools and technique to determine
average inventory utilized and required (It includes EOQ Analysis, ABC Analysis, VED
analysis etc.
CO5: Recognize and describe the concept of Capital Budgeting, Classify and apply tools and
techniques of Capital Budgeting such as ARR (Payback Period Method, NPV (Net Present
Value Method, ARR (Accounting Rate of Return, IRR).

44
CO-PO Mapping:

PO1 PO2 PO3 PO4 PO5 PSO1 PSO2

CO1 2 3 1 0 0 3 3

CO2 2 3 1 0 0 3 3

CO3 3 3 0 0 0 3 3

CO4 2 3 0 0 0 3 3

CO5 3 3 0 0 0 3 3

2.4 3 0.4 0 0 3 3

TEXT BOOKS:
1. Kapil Sheeba and Kapil Kanwal Nayan, FINANCIAL MANAGEMENT,
STRATEGY, IMPLEMENTATION & CONTROL, Pragati Prakashan
Publishers, Meeruti.
2. Khan MN. and Jain P.K: FINANCIAL MANAGEMENT, Tata McGraw-Hill co.
Ltd, New Delhi.
3. Pandey I.M.: FINANCIAL MANAGEMENT, Vikas Publishing House Pvt. Ltd,
New Delhi.
4. Prasanna Chandra: FINANCIAL MANAGEMENT, The McGraw-Hill Education
Ltd., New Delhi.
5. Maheshwari S.N.: FINANCIAL MANAGEMENT-PRINCIPLE AND
PRACTICE, Sultan Chand & Sons Pvt. Ltd., New Delhi.

REFERENCES:
1. Abdelsamad, M.: A GUIDE TO CAPITAL EXPENDITURE ANALYSIS, New
York, American Management Association, 1973
2. Beranack, W.: WORKING CAPITAL MANAGEMENT, Belmont, Wadsworth,
1968.
3. Bolten, S.E.: MANAGERIAL FINANCE, Boston, Houghton Mifflin co., 1976.
4. Heifert, E.H.: TECHNIQUES FOR FINANCIAL ANALYSIS, Homewood,
Irwin, 1967.

WEB SOURCES:
1. www.reoprtiunction.ocm
2. www.investorindia.com
3. www.fms.org
4. www.fmsfindia.org
5. www.financialmanagement.in

45
 MARKETING MANAGEMENT
COURSE CODE: MBAH021

OBJECTIVES:
• This is an introductory course that will help the learners acquire the vocabulary of
Marketing, understand how marketing strategies are shaped and stimulate the learner
to take up Marketing as a career or apply the learning to careers in other functional
areas.

METHODS
• Lectures for conceptual understanding, live cases, class discussions, reading and
sharing of marketing related articles, experiential exercises.
• Live Cases of existing companies and brands will form a part of the entire learning
process for understanding how marketing principles are applied in the local and global
contexts

SYLLABUS

UNIT I: Understanding marketing and the marketing process

The importance and scope of marketing Evolution of marketing: From transaction-based
to relationship marketing Fundamental marketing concepts Marketing and customer value
- The marketing environment (macro and micro), ethics and social responsibility
Marketing management process
Experiential Exercise: Identify a product and company and the environmental forces
shaping marketing strategies

UNIT II: Marketing planning, information and strategy

Strategic planning and the marketing process; Developing marketing plans Marketing
research and Decision support systems Understanding consumer behaviour – marketing
implications Market Segmentation, Targeting and Positioning Competitive strategies
Experiential Exercise: Take up a multi-product conglomerate and study the STP for their
brands in various markets. Learn how to make a Marketing Plan.

UNIT III: Developing the marketing mix: Product and Price

Product classifications, Product Mix Product management decisions, Product Life Cycle
Strategies New Product Development Pricing considerations and approaches (cost-based,
buyer based and competition-based), pricing strategies
Experiential Exercise: Introduce a hypothetical new product/service adding to the existing
product portfolio of a company and apply the principles of product policy and pricing

UNIT IV: Developing the marketing mix: Place and Promotion

Distribution channels and physical distribution – channel design decisions, channel

46
management decisions Retailing and wholesaling – Retail classification, retailer
marketing decisions, wholesaler marketing decisions Integrated marketing
communication and promotion strategy, Promotion mix
Experiential Exercise: Continue the exercise as above and apply the principles of channel
design and promotion mix decisions.

UNIT V: Marketing applied

Introduction to and the basic concepts of Industrial marketing, Services marketing, Rural
marketing, international marketing, marketing for non-profit organizations, marketing in
a connected world
Experiential Exercises and Live Cases

Course Outcomes
CO1: Define market opportunities by analyzing customers, competitors, collaborators,
context and the strength and weakness of a company
CO2: To develop effective marketing strategies to achieve organizational
objectives
CO3: To design, create and to maintain the Product and pricing strategy for developing
the business competencies.
CO4: To learn and decide place and promotion of Marketing practices
CO5: To apply marketing practices in varied corporate and geographic Scenarios.

CO-PO Mapping
PO1 PO2 PO3 PO4 PO5 PSO1 PSO2
CO1 3 3 2 3 0 3 3

CO2 3 3 2 1 3 3 3

CO3 0 2 0 3 0 3 3

CO4 3 3 0 0 0 3 3

CO5 3 3 2 2 0 3 3

2.4 2.8 1.2 1.8 0.6 3 3

Text books:
1. Kotler and Armstrong: Principles of Marketing Pearson Education ISBN-10
9789352865611
2. Kotler and Keller: Marketing Management 15th Edition (2017) Pearson Education
ISBN:9789332587403
3. Ramaswamy and Namakumari: Marketing Management: Global Perspective
Indian Context 5th Edition (2013) McGraw-Hill Education India Pvt. Ltd.

Reference books:
1. Cravens, Hills and Woodruff: MARKETING MANEGEMENT

47
 2. Pride and Ferrell: Marketing – Concepts and strategies (Indian adaptation) (Wiley-
DreamTech)
3. Stanton: Fundamentals of Marketing (McGraw-Hill)
4. Ramesh Kumar: MARKETING NUGGETS

NB: Latest editions of the books mentioned above are recommended.

48
 OPERATIONS MANAGEMENT
COURSE CODE: MBAH022

OBJECTIVES
• To understand the concepts and techniques of Operations Management
• To use the above for improving the Operational Productivity of Organizations.

UNIT I
Systems Concept of Production, Types of Production System, Productivity, World Class
Manufacturing. Process Planning & Design, Value Analysis/ Value Engineering, Make or
Buy Decision. Capacity Planning, Forecasting: Demand Patterns, Measures of
forecasting, Forecasting Models: Simple Moving Average Method, Weighted Moving
Average, Simple(single) Exponential Smoothing, Linear Regression, Delphi Method.

UNIT II
Facility Location: Factors influencing Plant Location, Break Even Analysis. Plant Layout
& Materials Handling: Classification of Layout, Advantages and Limitations of Process
Layout, Advantages and Limitations of Product Layout, Advantages and Limitations of
Group Technology Layout. Layout Design Procedures: Introduction to CRAFT, ALDEP
& CORELAP, Material Handling System, UNIT Load Concept, Material Handling
Principles, Classification of Materials Handling Equipment’s.
Line Balancing: Concept of Mass Production system, Objective of Assembly Line
Balancing, Rank Positional Weight Method.
Inventory Control: Review of Basic Models of Inventory, Quantity Discount Model,
Implementation of Inventory Systems, Introduction to P & Q system of Inventory

UNIT III
Nature of Aggregate Planning Decisions, Aggregate Planning Strategies, Aggregate
Planning Methods: Heuristic Method, Transportation Model for Aggregate Planning.
Material Requirement Planning: Product Structure/Bill of Materials(BOM), MRP
Concept
Single Machine Scheduling: Types of Scheduling, Concept of Single Machine
Scheduling, SPT Rule to Minimize Mean Flow Time, Minimizing Weighted Mean Flow
Time, EDD Rule to Minimize Maximum Lateness, Flow Shop Scheduling: Introduction,
Johnson's Problem, Extension of Johnson's Rule.

UNIT IV
Work Study: Method Study – Recording Techniques, Steps in Method Study, Principles
of Motion Economy, Time Study.
Quality Control: Introduction, need for Controlling Quality, Definition of a Quality
System, Classification of Quality Control Techniques, Control Charts, Control Charts for
Variable, Control Charts for Attributes, C-Chart, Acceptance Sampling: Operating
Characteristic Curve (O.C. Curve), Single Sampling Plan.

49
 UNIT V
Maintenance Planning and Control: Maintenance Objectives, Types of Maintenance,
Basic Reasons for Replacement (Need for Replacement), Group Replacement Vs
Individual Replacement – Trade-off.
Reliability: Reliability Improvement, Reliability Calculations for systems in series and
parallel, Just-in-Time Manufacturing: Introduction-Overview of JIT, Kanban Systems.

Course Outcomes
CO1: To prepare the students for leadership positions in the productions and service
industries.
CO2: To develops skills in problem solving, project management, communication, and
managing effectively in team-based work environments.
CO3: To understand the importance of an effective production and operations strategy to
an organization.
CO4: To gain an understanding and appreciation of the principles and applications
relevant to the planning, design, and operations of manufacturing/service firms.
CO5: To gain some ability to recognize situations in a production system environment
that suggests the use of certain quantitative methods to assist in decision making on
operations management and strategy.

CO-PO Mapping

PO1 PO2 PO3 PO4 PO5 PSO1 PSO2

CO1 0 0 1 1 0 2 3
CO2 1 0 0 2 0 1 1
CO3 1 0 0 0 0 2 2
CO4 0 0 0 1 0 3 3
CO5 0 0 0 1 2 1 1

0.4 0 0.2 1 0.4 1.8 2

TEXT BOOK:
1. Panneerselvam. R, PRODUCTION AND OPERATIONSMANAGEMENT, 3rd
Edition, PHI Learning, Delhi, 2013

REFERENCES
1. Joseph G. Monks: OPERATIONS MANAGEMENT - THEORY AND
PROBLEMS,
2. (McGraw Hill).
3. Everett E. Adam & Ronald J.
Ebert: PRODUCTION AND OPERATIONS MANAGEMENT,

50
 (Prentice Hall, 1994).
4. William J. Stevenson: PRODUCTION/OPERATIONS
MANAGEMENT, RichardIrwin.
5. Norman Gaither: PRODUCTION AND OPERATIONS MANAGEMENT, (The
6. Dryden Press).
7. Jack R. Meredith, THE MANAGEMENT OF OPERATION, (John Wiley &
Sons).
8. S.N.Chary, PRODUCTION AND OPERATIONS
MANAGEMENT, (Tata McGrawHill).
9. Jay Heizer & Barry Render: OPERATIONS
MANAGEMENT, Prentice Hall International, Inc.
2001, International Edition.

51
 HUMAN RESOURCES MANAGEMENT
COURSE CODE: MBAH023

OBJECTIVES:
• This subject provides the platform to the students of management to appreciate the
critical managerial functions, processes and tasks of HRM in an organization.
• To become sensitive to the HR Management Processes and to adopt conceptual
learning to real-life situations.
• To appreciate the methods and mechanics to bring out the best in people directing
their energies towards corporate goals with personal satisfaction.
• The Class-room interaction is supplemented by Feel HRM Visits, Case Study
presentation & Discussion and team-oriented sharing of knowledge inputs via c-
group.

METHODOLOGY:
• Consultative and participative involving role modeling and fieldwork, case studies,
role-plays, simulation exercises, group discussions and structured and unstructured
group work. Eminent competent professionals from HR and other industrial realms
will interact with the students besides the faculty.

UNIT I
INTRODUCTION TO HUMAN RESOURCES MANAGEMENT: Context and Concept
of People Management– Organization and Functions of the HR– HR Structure and
Strategy; Role of Government and Personnel Environment including that of MNCs.

UNIT II
HR PLANNING AND SELECTION: Human Resource Information System (HRIS),
Manpower Planning – Selection System including Induction – Performance and Potential
Appraisal; Coaching and Mentoring; HRM issues and practices in the context of
Outsourcing as a strategy and MNCs.

UNIT III
PERSONNEL DEVELOPMENT AND RETIREMENT: Training and Development –
Methods, Design & Evaluation of T & D Programs; Career Development – Promotions
and Transfers – Retirement and Other Separation Processes.

UNIT IV
FINANCIAL COMPENSATION, PRODUCTIVITY AND MORALE: - Principal
Compensation Issues & Management – Job Evaluation – Productivity, Employee Morale
and Motivation; Stress Management and Quality of Work Life.

UNIT V
CURRENT ISSUES AND TRENDS IN HRM: Creating Safer Workplaces, Diversity

52
 Management, Management of Multi-Generational workforce, Understanding
International Human Resource Management, Hybrid workplace management, E-HRM,
Green HRM, Workforce Analytics to improve business outcomes.

Course Outcomes

CO1: Define the meaning and definition of Human resource management context and concept
of people management in system perspective and classify the functions of HR and personnel
department- HR structure and strategy and by finding the role of Government and personnel
environment including that of MNC's

CO2: Demonstrate the Human resource information system HRIS, manpower planning-
Selection systems including induction system Explain performance appraisal and potential
appraisal, coaching and mentoring. Illustrate the HRM issues and practices in the context of
outsourcing as a strategy and MNC's

CO3: Describe the training and development- methods, Design and evaluation of training and
development Programmes Summarize career development- Promotions and transfers-
Personnel empowerment including delegation- Classify the Retirement and other separation
processes.

CO4: Measure principal Compensation issues and management - Job evaluation- Productivity_
Identify employee morale and motivation, Stress management and develop the strategies
Quality of work life.

CO5: Recognize and describe the concepts of trade unions- Managing conflicts- disciplinary
process- Collective bargaining - Measure the workers and management decision making- A
discussion on Concept, Mechanics and experience.

CO-PO Mapping

PO1 PO2 PO3 PO4 PO5 PSO1 PSO2

CO1 3 1 3 1 0 3 3
CO2 3 1 0 2 2 3 2
CO3 2 0 3 0 2 3 3
CO4 2 1 2 0 2 2 3
CO5 2 3 2 0 2 3 3
2.4 1.2 2 0.6 1.6 2.8 2.8

TEXT BOOKS:
1. Aswathappa, K. E. M. A. L. (2013). Human resource management: Text and cases.
Tata McGraw-Hill Education.
2. Mondy, R. W., & Noe, R. M. (2005). Human resource management. Pearson

53
 Educación.
3. Soundararajan, R., & Singh, K. (2016). Winning on HR analytics: Leveraging data
for competitive advantage. SAGE Publications India.
4. Subba Rao, P. (2006). Essentials of human resource management and industrial
relations. Text Cases and Games)., Himalaya Publishing House, (265-267).

REFERENCES:
1. Agrawal, S., & Puri, R. (2020). Green HRM: A Climate Conscious Route to Triple
Bottom Line. Sage Publications Pvt. Limited.
2. Boroughs, A., & Palmer, L. (2016). HR transformation technology: Delivering
systems to support the new HR model. Routledge.
3. Gratton, L. (2022). Redesigning Work: How to Transform Your Organization and
Make Hybrid Work for Everyone. MIT Press.
4. Renwick, D. W. (Ed.). (2018). Contemporary developments in green human
resource management research: towards sustainability in action? Routledge.
5. Ruel, H. J. M., Bondarouk, T., & Looise, J. C. (2004). E-HRM: innovation or
irritation? An exploration of web-based human resource management in large
companies. Lemma.
6. Schultz, C. (2015). Reinventing HR. eBook Partnership.
7. Thite, M. (Ed.). (2018). e-HRM: Digital approaches, directions & applications.
Routledge.
8. Ulrich, D., Younger, J., Brockbank, W., & Ulrich, M. (2012). HR from the outside
in: Six competencies for the future of human resources. McGraw Hill Professional.
9. Waddill, D. D. (2018). Digital HR: A guide to technology-enabled human
resources. Society For Human Resource Management.
10. Waters, S. D., Streets, V. N., McFarlane, L., & Johnson-Murray, R. (2018). The
practical guide to HR analytics: Using data to inform, transform, and empower HR
decisions. Society for Human Resource Management.

WEB RESOURCES:
1. http://forum.hrdiscussion.com/
2. http://network.hrmtoday.com/forum
3. http://www.citeman.com/11853-evolution-of-the-concept-of-hrm/
4. www.citeHR.com

54
 RESEARCH METHODOLOGY
COURSE CODE: MBAH025
[3 credit paper]
OBJECTIVES
• To enable the students to know about the information needs of Management.
• To introduce the concept of Scientific Research and the methods
of conductingScientific Enquiry.
• To enable them to conduct a Business Research Study and prepare the report.

METHODOLOGY
• The methodology is predominantly by lecture mode and case discussion,
complemented with a mini-project work. The students have to undertake a project
work in a topic of their interest and product, whereby apply the concepts studied in
the course.

UNIT I
Research – Meaning – importance and definition, Research in business, manager’s role
revisited, role of research, measures of a good research.
Research process – the manager-researcher relationship, defining research problem and
formulation of hypothesis, feasibility study and research proposal

UNIT II
Research Design – types of research design-exploratory, descriptive and experimental
studies. The sources and collection of data – primary and secondary data sources-
Sampling design – sampling procedures, types of sampling plans, sample size
determination, common sources of error in sampling and data collection

UNIT III
Attitudinal measurements and scales - Basic methods of collecting data – survey methods,
personal interviewing, telephone interviewing and self-administered surveys, instruments
for respondent communication – Questionnaire design.

UNIT IV
Analysis and interpretation of data: editing, coding and analysis of collected data- an
Introduction-Univariate [T-tests Z-Tests] / Bivariate [Correlation-Regression-Chi Square,
ANOVA]/ Multivariate Data analysis [Factor Analysis- Cluster Analysis-Multiple
Regression-Discriminate Analysis, - Conjoint Analysis]

UNIT IV
Presenting results, – written and oral reports – technical report, survey-based report
research report Criteria-Application of research in functional areas of business- Guidelines
for reviewing draft, Report format – Typing instructions, oral presentation

55
Course Outcomes:
CO1: Understand the Concepts of Research, research problems and explain the research
process
CO2: Outline the Various types of scale, Basics statistical measures& Probability
CO3: To learn the meaning of Hypothesis, non-parametric tests
CO4: To learn about the Multivariate Analysis- ANOVA and discriminate Analysis
CO5: To learn about the various types of reports, reports formatting - Typing Instructions-Oral
Presentations

CO-PO Mapping

PO1 PO2 PO3 PO4 PO5 PSO1 PSO2

CO1 3 3 3 3 0 2 3
CO2 3 3 3 3 0 1 3
CO3 3 3 3 3 0 3 3
CO4 3 3 3 3 0 1 3
CO5 3 2 3 3 0 3 3
3 2.8 3 3 0 2 3

Text Books:
1. Panneerselvam, R., RESEARCH METHODOLOGY, PHI Learning Pvt. Ltd., New
Delhi, 2004
2. Donald R, Cooper and Pamela S. Schindler, Business Research Methods, 6th edition,
Irwin/ McGraw Hill, 1998, New Delhi.

Reference Books:
1. Harper W. Boyd Jr., Ralph Westfall & Stanley F. Stasch, Marketing Research, Text
and Cases, 7th edition (AITBS, 1998), New Delhi.
2. Paul E.Green, Donald S. Tull, Gerald Albaum,, Research for Marketing Decisions,
5th edition, PHI, 1998, New Delhi.
3. Kothari C.R., Research Methodology, Methods & Techniques, New Delhi.
4. Aaker, David A Marketing research / David A Aaker, V Kumar and George S Day -
6th ed - New York: Wiley, 1998.
5. Malhotra, Naresh K Marketing research: an applied orientation - Englewood Cliffs:
Prentice Hall
6. Panneerselvam, R. (2012). Design and Analysis of Experiments, PHI, New Delhi
7. Wayne, Winston (2014). Microsoft Excel 2013: Data Analysis and Business
Modelling, Micro soft Press, Washington

56
 8. Christian Albright and Wayne L. Winston (2011). Business Analytics: Data Analysis
and Decision Making, Cengage Learning, New Delhi [5th Edition]

MAGAZINES & OTHER REFERENCES

1. www.emeraldinsight.com (A renowned research journal database)
2. www.ficci.com (Official web site of Federation of Indian chambers, Commerce and
Industry)
3. www.ibef.org(Official web site of India Brand Equity foundation, a subsidy of CII)
4. www.ncaer.org (National Council of Applied Economic Research – Govt. of India
data resource)

WEB RESOURCES:
1. www.stattutorials.com (Statistics tutorials including worked examples using
softwares like SPSS)
2. www.analyzemath.com/statistics.html (Statistics tutorials)
3. www.burns-stat.com/pages/tutorials.html (Statistics tutorials)
4. www.spss.com
5. www.search.ebscohost.com

57
 MANAGEMENT INFORMATION SYSTEMS
COURSE CODE: MBAH026

OBJECTIVES:
• To introduce the concepts of different business system
• To focus on different components of information systems and to plan, design and
develop such systems

METHODOLOGY:
• Power Point Presentation, Participative type classes, case study
• Assignments, test. Subject quiz, Factory visit and field study
• seminar, Game, Subject Video presentation
• Illustrative exercise

UNIT I
Foundations of Information Systems in Business: Foundation Concepts: Information
Systems in Business – Foundation Concepts: The Components of Information Systems
Competing with Information Technology: Fundamentals of Strategic Advantage – Using
Information Technology for Strategic Advantage.

UNIT II
Telecommunications and Networks: The Networked Enterprise Telecommunications
Network Alternatives
Electronic Business Systems: e-Business Systems – Functional Business Systems

UNIT III
Electronic Commerce Systems: Electronic Commerce Fundamentals – e-commerce
Applications and Issues
Enterprise Business Systems: Getting All the Geese Lined Up: Managing at the Enterprise
Level – Enterprise Resource Planning: The Business Backbone

UNIT IV
Decision Support Systems: Decision Support in Business – Artificial Intelligence
Technologies in Business
Developing Business/IT strategies:Planning Fundamentals – Implementation Challenges

UNIT V
DevelopingBusiness/IT Solutions: Developing Business Systems – Implementing
Business
Security and Ethical Challenges: Security, Ethical, and Societal Challenges of IT –
Security Management of Information Technology
Enterprise and Global Management of Information Technology – Management of
Information Technology – Managing Global IT

58
Course Outcomes:
CO1: Student can understand the foundation of information system in business with
competitive with information technology
CO2: Students understand about the various types of telecommunication networks and E
business systems
CO3: Students learned about the E commerce systems and E business functional systems
CO4: Students have learned about the decision support systems and IT strategies
CO5: Students learn about developing business/ IT, security and ethical challenges in IT

CO-PO Mapping:

PO1 PO2 PO3 PO4 PO5 PSO1 PSO2

CO1 3 1 0 2 0 1 0
CO2 3 2 3 2 0 1 3
CO3 2 1 2 3 1 2 2
CO4 1 2 3 2 1 3 1
CO5 3 3 3 2 2 3 2
2.4 1.8 2.2 2.2 0.8 2 1.6

TEXT BOOKS:
1. James A. O’Brien, George M Marakas and Ramesh Behl 2011. .......Management
Information Systems, Tata McGraw Hill Education Private Limited, New Delhi.
2. Kenneth C. Laudon and Jane P. Laudon, 2018. Management Information Systems,
Pearson Education, Noida

REFERENCES:
1. Ken J. Sousa, Effy Oz,2015. Management Information Systems, Cengage .. Learning
India Pvt. Ltd, Delhi.
2. McLeod, 2014. Management Information Systems, Pearson Education, Noida.
3. John McManus and Trevor Wood-Harper,2010. Information Systems Project
Management, Pearson Education, Noida.

WEB SOURCES:
1. www.startwright.com/virtual.htm
2. www.lamp.infosys.deakin.edu.au
3. www.mbsportal.bl.uk
4. www.ibm.com
5. www.infoworld.com

59
ILLUSTRATIVE EXERCISES:
1. Develop an original case for a MIS project in a government organization.
2. Develop an original case for a MIS project in a financial organization
3. Develop an original case for a MIS project in a hospital.
4. Develop an original case for a MIS project in an educational institution.
5. Develop an original case for a MIS project in a company manufacturing any product
6. Develop an original case for a MIS project in a hotel
7. Develop an original case for a MIS project in retail industry
8. Develop an original case for a MIS project in Telecommunication Industry

60
 SELLING & NEGOTIATION SKILLS WORKSHOP
COURSE CODE: MBAH027

OBJECTIVES:
• To appreciate the importance of persuasive communication in different
professional and organizational contexts, and its process and principles
• To enhance salesmanship in non-sales roles to generate greater buy-in among
different stakeholders
• To understand the principles and process of negotiation and conflict resolution in
the professional and business context

METHODOLOGY:
• Entirely experiential learning -based course. Briefings, case discussions, story-
telling, role-plays, business and social media content discussions

UNIT I: PERSUASIVE COMMUNICATION

Principles of persuasion – reciprocity, commitment or consistency, consensus or social
proof, authority, liking, scarcity and UNIT y
Patterns of persuasion – Steps in in-direct pattern of persuasion – Use of attention builders,
interest creators, resistance reducers and action motivators
Communicating negative news – Importance of getting a buy-in and goals in
communicating negative news – 4-step communication process for different
organizational contexts

UNIT II: SALESMANSHIP AND SELLING SKILLS

Selling as a professional skill to generate buy-in – Selling as a systematic, micro-process
to define the approach and organize the content
Organizing the ‘sales pitch’ for non-sales roles in different professional and organizational
contexts
Approaches to objection handling and to close the deal; utility of ‘trial close’

UNIT III: NEGOTIATION SKILLS

Types of negotiation – distributive and integrative, deal-making and dispute settlement
Components of negotiation – Strategy, process and behavior – Concepts of BATNA,
ZOPA and Negotiator’s dilemma; Cognitive bias and common mistakes in negotiation
Conflict resolution styles – Accommodation, Collaboration, Compromise, Avoidance and
Competition
Cross-cultural negotiation – Impact of cultural factors on negotiation

Course Outcomes:
CO1: The students would have understood the Personal Selling process – the attributes of a
good salesperson, knowledge, skill and attitude and the psychology of persuasion.
CO2: The students would have learnt to prepare the sales pitch, the steps in personal selling –

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the opening, need & problem identification, presentation and demonstration, objections
handling, closing the sale, follow up and after-sales service.
CO3: The students would have understood about the Phases of Negotiation and Conflict
Resolution skills.

CO-PO Mapping

PO1 PO2 PO3 PO4 PO5 PSO1 PSO2

CO1 2 3 3 1 0 1 3
CO2 2 3 2 2 0 1 3
CO3 2 3 2 1 3 2 2
2 3 2 1 1 1 3

REFERENCE BOOKS:
1. David Hoffeld, The Science of Selling: Proven strategies to make your pitch, influence
decisions (Penguin Random House), 2016
2. Deepak Malhotra and Max Bazerman, Negotiation Genius: How to overcome
obstacles and achieve brilliant results at the bargaining table and beyond, (Harvard
Business School Publishing), 2008

WEB RESOURCES:
1. https://www.influenceatwork.com/7-principles-of-persuasion/
2. https://www.richardson.com/blog/selling-skills-non-sales-roles/
3. https://www.kellogg.northwestern.edu/l/negotiation-skills-and-strategies.aspx
4. https://www.pon.harvard.edu/free-videos/

ILLUSTRATIVE EXERCISES:
• The continuous assessment is done based on components such as role play,
presentations, active classroom participation, Web 2.0-based assignments

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 OPERATIONS RESEARCH LAB (Using Software)
COURSE CODE: MBAH029

OBJECTIVES:
• To introduce various optimization techniques of operations research
• To apply Optimization Techniques and interpret solutions using software
• To facilitate the use of Quantitative Technique in various functional areas

METHODOLOGY
• The methodology is predominantly by Problem Solving, case analysis
complemented with lecture.

UNIT I
Stages of Development of Operations Research, Applications of Operations Research,
Limitations of Operations, Introduction to Linear Programming, Graphical Method,
Simplex Method, Duality and Sensitivity Analysis-Transportation Problem, Assignment
Problem- Project Management-CPM/PERT, Crashing of a Project network.

UNIT II
Inventory Control – Introduction to Inventory Management, Basic Deterministic Models,
Purchase Models, Manufacturing Models without Shortages and with Shortages. Dynamic
Programming, Capital Budgeting Problem, Shortest Path Problem, Reliability Problem,
Optimal subdividing Problems-Markov Analysis

UNIT III
Game Theory: Two Person Zero-sum Games, Graphical Solution of (2 × n) and (m × 2)
Games
Introduction to Queuing Theory, Basic Waiting Line Models: (M/M/1) :(GD/α/α),
(M/M/1): (GD/N/α), (M/M/C): (GD/α/α), (M/M/C): (GD/N/α), Introduction to queuing
system simulation – Introduction to Basic Replacement Analysis: Economic Life of an
Asset.

TEXT BOOKS:
1. Panneerselvam, R., OPERATIONS RESEARCH, PHI Learning Pvt. Ltd., New
Delhi, 2006.
2. Hillier and Lieberman, Introduction to Operations Research, Tata McGraw Hill,
New Delhi, 2021 (Eighth Edition).

REFERENCES:

1. J.K. Sharma. Operations Research – Theory and Applications. Trinity Press, New
Delhi, 2017.
2. Hamdy A. Taha, OPERATIONS RESEARCH – AN INTRODUCTION, Prentice

63
 Hall of India, New Delhi, 2004.
3. Frank S. Budrick, Dennis McLeay & Richard Mojena, PRINCIPLES OF
OPERATIONS RESEARCH FOR MANAGEMETN; II Ed., Richard D. Irwin Inc.,
1988.
4. Kanti Swarup, et al, Operations Research, Sultan Chand and Sons, New Delhi.

MAGAZINES & OTHER REFERENCES

1. www.or.pubs.informs.org (Popular Operations Research Journal)
2. www.emeraldinsight.com (A renowned research journal database)
3. www.search.ebscohost.com (A renowned research journal database)
4. www.springer.com (European Journal of Operations Research)

WEB RESOURCES:
1. www.universalteacherpublications.com (a website for OR Tutorial help)
2. http://www.mhhe.com/engcs/industrial/hillier/iortutorial/install/iordownload.htm
l (text book Publisher help site for students)
3. www.rosemaryroad.org/brady/oss_ieor.html (Open source software’s for
Operations Research)
4. http://ocw.mit.edu/courses/sloan-school-of-management/ (Open-source
courseware for OR, From MIT).
5. www2.lib.udel.edu/subj/opre/internet.htm (internet resources for Operations
Research)

ILLUSTRATIVE EXERCISE:
• The Internal mark is awarded based on the components.

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 CAREER DEVELOPMENT WORKSHOP
COURSE CODE: MBAH029A

Duration and Mode of Evaluation:

• Number Credits :2 Credit
• Number of Contact hours :30 Hours [30 Sessions]
• Maximum Marks :50
• Evaluation: Continuous Internal Assessment based on exercises

Learning Objectives:
• Understand Career development theories
• Acquaint with the major career assessment instruments and techniques.
• Identify the major sources of career, occupational information and develop a career
plan.
• Understanding career development programs.
• Engage in thoughtful academic, extracurricular, career and lifelong planning.
• Evaluate potential effects of career choices
• Implement appropriate resume writing
• Develop interview skills and Etiquette

Methodology:
• The methodology is predominantly by Activity based learning and incidental
exercises that includes Self-Study, Web-based Presentation, Forum Participation,
Class Reflection, Assignment on Self-Assessment, Collaborative and Crossover
Learning.

UNIT I: Career planning and development

Career Planning, Career Planning Process, Career Development: Theories and models of
career development, Portfolio (CPCP) and Key Assessment: Career Development Self-
Study, Strategies for assessing abilities, interests, values, personality, identifying and
using career information resources, facilitating skill development for career, assessment
tools and techniques of career planning, Self-awareness and self-assessment, Setting goals
and exploring opportunities and self-interests, Strong Interest Inventory (SII) assessment

UNIT II: Developing Professional Resume

An Introduction to the Resume, define resume and its purpose, types of resumes, key
components of resume, Gathering Information, Preparing Resume, draft a resume for
presentation, writing a cover letter, resumes in the Digital Age, Enhancing Your
Professional Resume.

65
 UNIT III: Interview Skills and Business Etiquette
Interview Preparation, Types of interviews, Pre- Interview, During Interview, Post-
Interview: Attitude & Effort, Body Language, Common Interview Questions, Closing the
Interview & Follow-Ups. Essentials of Business Etiquette, Strategies for Building a
Professional Image.

Text books:
1. Arthur, N., & McMahon, M. (Eds.). (2018). Contemporary theories of career
development: International perspectives. Routledge.
2. Sharf, R. S. (2010). Applying career development theory to counseling.
3. Reese, A. (2016). Career development: a human resource development perspective,
edited by Kimberly McDonald and Linda Hite, Abingdon, Routledge, 1st edition, 2016,
200 pp., (Vol. 99, Issue 2014).

Reference:
1. Lurie, A., Elko, K., & Muzio, E. G. (2012). Making It Work at Work : A Guide to Career
Development and Fulfillment (Collection).
2. Burtnett, F. (2014). Career errors: straight talk about the steps and missteps of career
development.
3. Richards Serena. (2015). Personal Development Plan: How to Guide for your Career,
find yourself, manage your life and Achieve Success: Career Secrets and Development
Techniques
4. Minor, F. J. (2014). Article: Introduction to the career planning process the career &
education planning process.
5. Bye, D. J. (2011). Guide to business etiquette. Reference Reviews.
6. Martin, J. S., & Chaney, L. H. (2012). Global business etiquette: A guide to
international communication and customs. ABC-CLIO.

Web resources:
1. https://www.managementstudyguide.com/importance-of-career-
development.htm
2. https://www.fredonia.edu/student-life/career-development-office/c-c1
3. https://www.canva.com/resumes/
4. https://hbr.org/1964/01/strategies-of-effective-interviewing
5. https://www.kent.ac.uk/careers/sk/skillstest.html
6. https://www.kent.ac.uk/careers/sk/decisionmaking.html
7. https://www.kent.ac.uk/careers/sk/skillsmap.html

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 INDUSTRY INTERFACE PROGRAM-1
COURSE CODE: MBAH029B
[2-Credit Paper- Workshop Mode]

OBJECTIVES
• To enable the students to know about basic concept of Management
• To understand about real-world business through interaction and direct visiting.

METHODOLOGY
• The methodology is predominantly through lecture series from eminent persons.
A workshop by field visits to various industries. Learning will be assessed through
management events.

UNIT I
Expert Lectures Series - Industry, NGOs and Government Organisations experts giving
fundamental and practical trends in Management

UNIT II
Industrial Visits – field study by visiting various industries, observing and understanding
concepts of management by interacting directly

UNIT III
Synergy– Man Meet event – a platform where learning through management events and
panel discussion.

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