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MBA – III Semester

SCHOOL OF COMMERCE & MANAGEMENT M.B.A REGULAR PROGRAMME SYLLABUS III SEMESTER The following papers are proposed for approval by the Chairman, BOS 301. 302. 303. 304. Management Information Systems (MIS) Entrepreneurship Logistics & Supply Chain Management Project Report

Human Resource:
HR HR HR HR HR HR 305. 306. 307. 308. 309. 310. Human Resource Development Organisational Development Strategic Human Resource Management Industrial Relations Performance Management Leadership & Change Management


305. 306. 307. 308. 309. 310.

Security Analysis and Portfolio Management Strategic Financial Management Financial Markets and Institutions Management of Financial Services Management Control Systems Risk and Insurance Management


305. 306. 307. 308. 309. 310.

Strategic Marketing Management Consumer Behaviour Services Marketing Customer Relationship Management Retail Management Sales and Distribution Management (HEAD)

MBA – III Semester

Unit – I: Introduction to MIS – Importance of information for management decisions – Systems Approach and Information – System Development – Information System Architecture – Quantitative Techniques and Management Information Systems interfacing. Physical design of computer sub-systems. Database design, File design, input, output and procedure design and system security. MIS development – process – system development – System Life cycle method – Structured Development method, and prototype method – Soft ware development.

Unit – II:

Unit – III: Information Systems – Computers in Management – MIS Office automation – Decision Support System – Expert system. Unit – IV: Implementation, Evaluation and maintenance of MIS – Pitfalls in MIS development. Unit-V: System modeling for MIS. problem solving. System engineering methodology for MIS

Reference Book: 1. A.Senn – Analysis and Design of Information Systems 2. Gordan Davis – Management Information Systems, McGraw Hill 3. C.S.V. Murthy – Management Information Systems Text & applications, Himalaya Publishing House, Mumbai.


Venture Capital etc. Himalaya Publishing House. New Delhi. Entrepreneurship development programs – the concept of entrepreneurial development – Need for training and Development – Need and objectives of EDPS – Course contents and curriculum of EDPS – Phases of EDPS. “Dynamics of Entrepreneurial Development and Management”. ICICI. Identification of entrepreneurial talents – Innovation. ENTREPRENEURSHIP Unit-I: Entrepreneurship – Definition. 2007. Factors affecting entrepreneurial growth – Economic Factors – Non-economic factors Government actions – Problems of Entrepreneurs. Unit-II: Unit-III: Unit-IV: Unit-V: Suggested Book: 1. Institutional support to entrepreneurs – NSIC – SIDO-SSIB – SSICS – SISI – DICS – TCOs. 4. Industrial Estates. Poornima. Chand & Co. SFC. M Charantimath. Scope and Importance – Role of entrepreneurship in economic development. 2007. 1997 – Macmillan Publishers India Ltd. Marketing and Financial viability as the Chief requisites. (HEAD) . SIDBI. Khanka. The cultural and Social Environment – Characteristics of entrepreneur – Functions of Entrepreneur. Pearson Education. Specialized institutes. SIDC. Vasanta Desai. 3. S. Gupta – “Entrepreneurship Perspective and Paradigms”. Women Entrepreneurship. Role of the government in motivating and developing entrepreneurship. Ltd. S. EXIM Bank.S. 2.MBA – III Semester 302. IFCI. LIC. Institutional finance to entrepreneurs – IDBI. Entrepreneurial Development.. Entrepreneurial Development and Small Business Enterprises. UTI. Mumbai.Concept and functions of women entrepreneur – Growth of women entrepreneurs – Development of women entrepreneurs – Problems of Women entrepreneurs. IRBI. 2006.

Customer Service Dimension: The marketing and logistics interface Customer service and customer retention – Service – driven logistics systems – Basic service capability – Increasing customer expectations – Value added services – Customer satisfaction and success – Time based logistics – Case studies. London 1993.MBA – III Semester 303. Supply Chain Management. New Delhi 2007. Donald J. 2003. Sunil Chopra and Peter Meindl. TMH. 3. Macmillan. Sahay. Pitman. LOGISTICS & SUPPLY CHAIN MANAGEMENT Unit–I: Logistics and Competitive Strategy: Competitive Advantage – Gaining Competitive Advantage through logistics – The Mission of Logistics Management – Integrated supply chains – Supply chain and Competitive Performance – The changing logistics environment – Models in Logistics Management – Logistics to Supply Chain Management – Focus areas in Supply Chain Management – Performance Measures for SCM. Supply Chain Management for Global Competitiveness. New Delhi. (HEAD) . 2/e. 4. Mentzer. 2003.S. Supply chain Management: Strategy. Logistical Management: The Integrated Supply Chain Process. Logistics and Supply Chain Management.Bowersox and David J. Planning and Operation. Response Books. Logistics System Design: Logistics positioning – Logistics reengineering – reengineering procedure – logistics environmental assessment – time based logistics – alternative logistics strategies – strategic integration – logistics time-based control techniques. Measuring Logistics Costs and Performance: The concept of Total Cost Analysis – Principles of logistics costing – Logistics and the bottom line – Impact of Logistics on shareholder value – customer profitability analysis – direct product profitability – cost drivers and activity – based costing. 5. New Delhi 2002. Sup Jhon T.Closs. Martin Christopher. Logistics and Supply Chain relationships: Benchmarking the logistics process and SCM operations – Mapping the supply chain processes – Supplier and distributor benchmarking – Setting benchmarking priorities – identifying logistics performance indicators – Channel structure – Economics of distribution – channel relationships – logistics service alliances. Unit–II: Unit–III: Unit-IV: Unit–V: Reference Books: 1.495/2. B. Pearson Education. Rs.

Srinivas Kandula. Jossey Bass Publishers. Privatisation and Globalisation and their impact on Human Resource Development – Technological development and Human Resource Development. Response Books. Performance Management and appraisal systems. 2.. New Delhi. San Francisco. Tripathi PC. Sultan Chand & Co. 3. Unit – IV: HRD Process – Role of Training and Retraining – Empowerment of people – Strength of Organisational Structure – Leadership – Organisational Communication – Total Quality Management and Productivity Improvement – Organisational Culture and Climate. T. Unit-V: Human Resource Accounting and Audit – Economic Liberalisation. Text & Games”. Carlene Reinhart. 2001. “Human Resource Development”. Rao. Reference Books: 1. HUMAN RESOURCE DEVELOPMENT Unit – I: Definition and Evolution of Human Resource Development – Basic principles and assumptions – Philosophy and approaches to HRD – differences and interface of HRD with Personnel Management and Human Resource Management. 1988. “Effective Human Resource Development”. “Human Resource Development – Cases. (HEAD) . Unit – II: Unit – III: Strategic process interventions for HRD: Non Governmental Organisations – Decentralisation and Enhancing participation – Mobilising resources – Enhancing co-ordination – Professionalism in organisations – Cross Cultural Management and Diversity Management – Organisational Health – Education – Campus Development. 4. Neal E Chalofskey. New Delhi-2007. HRD Strategic Interventions: Human Resources Planning and Selection – Training & Development – Appraisal and Counseling – Career Planning and Development – Organisational Development – Organisational Socialization – Quality of Work Life – Quality Circles.MBA – III Semester HR 305.V.

Reference Books: 1.V.MBA – III Semester HR 306. Organisation DevelopmentIntervention and Strategies-Response Books. Kuldeep Singh. Politics and OD – Research in OD – The Future and of OD. Prentice Hall of India New Delhi. Concept and Importance – Types of Changes – Planned OC – Techniques and Methods. “Changing Organisations”. ORGANISATIONAL DEVELOPMENT Unit – I: Organisation Development (OD) – History of OD – Importance and Need for OD – Values and Assumptions – Beliefs in OD. 1986. Methods and Techniques of overcoming Resistance – Problems in Implementing Change. Unit – IV: Organisation Change (OC) – Evolution. Organization Change & Development. 4. “Organisation Development”. T. (HEAD) . McGraw Hill Book Company. Warren Bennis. 2005. S. OD Interventions – Team Interventions – Intergroup and Third Party Peace Making Interventions – Comprehensive Interventions – Structural Interventions – Training Experiences. 2. 3. Excel Books. OC and Consultation Process – Process and Techniques of Consultation – Role of Consultant – Change Agent – Meaning and the Role. Kavitha Singh. Unit – II: Unit – III: Key Considerations and Issues – Issues in Consultation – Client Relationships – System ramifications – Power. Ramanarayana. Rao. New York. Unit-V: Dynamics of Resistance to Change – Meaning of Resistance – Implementation of Change. French and Bell. Theory and Management of OD – Foundations of OD – Managing the OD process – Action Research and OD. 2006.

Thomson South-Western. 2003. Sustainable Global Competitive Advantage. Strategic Human Resource Management. HR Strategies to increase firm performance – Investment perspectives of HR: Investment Consideration. Luis R. Pearson Education. investment practices for improved Retention. (HEAD) . Managing Human Resources. Investments job secure work course. New Delhi. Training and maintaining International Employees. Gary Dessler. Compensation trends. 2002. Peter J. Human Resource Management. Issues related to double taxation. Globally Competent Managers. International Human Resource Management. 4. Flexible work arrangement. STRATEGIC HUMAN RESOURCE MANAGEMENT Unit – I: Strategic role of HRM : Planning and Implementing Strategic HR policies. Unit – IV: Managing Global Human Resources: HR and the internationalization of business. Managing Strategic Organizational Renewal: Managing Change and OD. Improving International Assignments through selections. Denice E. PHI. Randall S. Establishing periods. Unit – II: Unit – III: Establishing Strategic Pay Plans: Determining periods. Objectives of International Compensation. David B. PHI. 2001. instituting TQM programmes. Global and Transnational Strategies: Strategic Alliances. Creating Team based organizations. Pricing Managerial and Professional jobs. Cases. 2. Dowling.Greer. Approaches to International Compensation. Location of Production Facilities – Repatriation Process – Case studies. 3. Charles R.MBA – III Semester HR 307. investments in Training and Development.Cardy.Schuler.Welch.Balking and Robert L.Gomez-Mejia. HR and BPR. Developing International Staff and Multinational Teams. Suggested Books: 1. 2003. Nontraditional investment Approaches. Unit – V: Multinational.

Tata McGraw Hill – 1985. Mumbai. Workers’ Safety and Welfare. Employee Grievances and Discipline. Dale Yoder: Personnel Management and Industrial Relations. Employee safety and welfare programmes. Concept of Productivity-linked Bonus. Mechanism for fixation of Minimum wages under the minimum wages Act. Himalaya Publishing House. . Process of holding Domestic Enquiry. Concept of Fair Wage. “Industrial Relations”. 2. Arun Monappa: Industrial Relations. Minimum Bonus. Industrial Employment (Standing Orders) Act. Wage policy and Regulations. Machinery for Redressal of employees’ Grievances. Collective Bargaining – Concept and characteristics of Collective Bargaining. Role of Collective Bargaining in promoting industrial amity and peace. Salient features of Factories Act concerning Social Security of workers programmes in India. Causative factors contributing to their ineffective functioning and failure in India.MBA – III Semester HR 308. Composition and the working of works committees and joint management councils. Trade Union leadership and linkage of trade unions with political parties. 3. Bonus-Basic concept of Bonus. Framework for prevention and settlement of Industrial disputes under the Industrial Disputes Act. Trade Union Act. Concept of Wage – Statutory mechanism and framework as envisaged under the Payment of Wages Act. Problems and Issues involved in Collective Bargaining. Extent of success of collective bargaining process. Unit–II: Unit–III: Unit–IV: Unit–V: Suggested Books: 1. Code of Discipline-basic provisions. International Labour Organisation – Its programmes. Evolution and growth of IR in India Factors influencing IR in India. Subba Rao P. 2008. Mechanism for determination and payment of Bonus under the Bonus Act. Workers’ participation: Methods and Techniques of Workers involvement and participation. INDUSTRIAL RELATIONS Unit–I: Industrial Relations – Basis concept and philosophy of IR. The problem of Trade Union Recognition and Government Policy. Industrial Disputes – Causative and remedial factors. Causes of Industrial Disputes. Prentice Hall of India – 1992. Standing orders.

Role of personality factors in job performance. 2005. Unit – II: Unit – III: Bench marking for excellence in performance: Linkages – Organizational excellence – Corporate Performance Management – EFQM Excellence Model – Diagnostic bench-marking – Process benchmarking – Bench-marking in the Indian industry – Effectiveness of bench-marking – Experience based approach to bench-marking – New performance management model – Process Management as a route to value beyond expectation and emotional surplus.K. Performance Appraisal: Need and methods for performance appraisal: Assessment center – psychometric tests – Leaderless group discussions – Management games – Simulation exercises – Role Plays – Self-appraisal – 3600 appraisals – Rating-less appraisals for performance management systems. Suggested Books: 1. Venkataratnam. 2004. Performance Review – Re-engineering performance appraisal system – Performance analysis – Performance review discussion – Performance monitoring and feedback. Ltd. Unit – IV: Competency mapping as a performance management tool: Competency mapping – Building Competency models – The McBer Generic competency model – Competency casual flow model – Factors affecting the human performance system – Profiling competency framework for a particular role – Competency gap – Competency Assessment – Balanced Score Card framework – Making Performance Management Systems (PMS) and Appraisals Work. Dinesh K Srinivastava. PERFORMANCE MANAGEMENT Unit – I: Conceptual Approach to Performance Management: Need for Performance management in Indian organizations.K. G. Suri.S. Key performance Areas: Performance Targets – Components of effective Performance Management. 2. Strategies for performance management – Excel books.. . Unit – V: Developing and Designing Performance Management Systems: Designing Performance Appraisal as a framework for performance management – A realistic model for performance management – Using PMS data for HR decisions and performance improvements – PMS and Appraisal practices in India and other Asian countries – Policy and strategy initiatives in improving HR performance – Implementing and managing performance management – The impact of Performance Management on line managers and employees.MBA – III Semester (HEAD) HR 309. C. Performance planning and role clarity. Determinants of job performance: Linkage between human resource strategy and organizational performance. Performance Measurement and Management – Excel Books Pvt. Gupta. N. Performance management cycles.

Rao et al. 7. Richard S Williams. Two and Three). 360 Degrees Feedback and Performance Management System (Volumes One. appraising and Developing Managerial Performance. Managing Employee Performance – Thomson Publishers. T.Rao. 2006. Performance Management – Pearson. (Ed.V.V.MBA – III Semester 3.Rao. 2006 Performance Planning and Appraisal – Tata McGraw Hills. Editor Mike Walter. 9. 2006. T. T. (HEAD) . 4. 2006 Performance Management and Appraisal Systems – Response Books. 6. Agwnis. Excel Books. 2006. Redesigning Performance Appraisal System – Tata McGraw Hills. Performance Management – Macmillan India Ltd. Prem Chadha. 2006 The Performance Management Hand Book: Jaico Publishing House. Rao 1999. 10.) 2006. 8. 11.V. 2006.V. Excel Books. King P. 5. T.

. . Effective leadership behaviors and attitudes – Super leadership – Situational influences on effective leadership behaviour – leadership styles – Situational leadership. Leadership development.Andraw – All India publishers and Distributors Ltd. .. 6. Realities and Challenges – Debra L Nelson. Types of change – Incremental change – Radical change – Participative change – Directive change. Institutionalizing creativity and Suggested Books: 1. Organisational Behaviour – Foundations.1990. Organisational Behaviour – Richard Pettinger – MacMillan . Unit – V: Managing creativity and innovation. S.Response Books.MBA – III Semester HR 310. Girdon Curphy – McGraw Hill – 1999. LEADERSHIP AND CHANGE MANAGEMENT Unit – I: Nature and importance of leadership – Leadership roles – Leadership motives – Leadership as a process – the complexities of leadership – Measures of success and failure – Guidelines for leadership. Managing Organisational Change – V. Cases in leadership. James Campbell – West Publishing Company – 1990. Unit – IV: Organisational change – Nature of change – Sources of change – Impact of change on organisations – Resistance to change.Neelakanth. Visionary leader as change agent. Leadership – Richard Hughes. succession and the future – Leadership development programmes – Evaluation of leadership development efforts. Ramnarayan. Mentoring – Mentoring in Indian Organisations. New Delhi – 2000. Organisational design for change – Approach to effective organisational design – Key roles in organisational change. 5. Ethics and Organisational Integrity – Lynn Sharp Paine – McGraw Hill – 1997. 3. Leader’s role in shaping and reinforcing culture –assessing organisational culture – Organisational culture inventory – Kilman – Saseon culture gap survey – Triangulation Developing a global organisational culture – Developing an ethical Organisational culture – Fostering a learning culture in organisations.1985. Leadership of quality and technology – Leadership practices that foster Total Quality Management. 2. Leadership – Dubrin J. innovation. 4. Perspectives on change – Contingency Perspective – Resource dependence Perspective – Population ecology Perspective – Institutional perspective. Robert Ginnett. Unit – II: Unit – III: Formation and maintenance of Organizational culture – The cultural web – Cultural influences and cultural management – Cultural factors influencing leadership practice.

MBA – III Semester (HEAD) .

“Security Analysis and Portfolio Management”. Preethi Singh. “Investment Management”. Ronald J. Himalaya Publishing House. SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT Unit – I: Investment – Objectives. McGraw Hill Book Company. Channels of Investment – Investment and speculation process of investment. Industry and Company analysis and Technical analysis. Donald E. 2. risk classification – Systematic risk – unsystematic risk – Standard deviation – Variance – Correlation Coefficient – Beta – Calculating expected return and risk. New York. 3. Jordan. Unit-V: Portfolio selection – efficient frontier – Utility. Jack Clark Frances. Risk – risk factors. Prentice Hall of India (P) Ltd. Nature. (HEAD) . Fundamental analysis – Economy. Reference Books: 1.. Unit – II: Unit – III: Valuation – approaches of valuation – Bond valuation – Preference share Valuation – Common stock valuation. New Delhi. Pricing model.Fisher. Traditional view – Diversification – Modern Portfolio models – Markowitz model – Sharpe single index model. Mumbai. Unit – IV: Portfolio – Process of Portfolio Management. Capital Asst. “Investment Analysis and Management”.MBA – III Semester FM 305. objectives and functions of mutual funds. Return – measurement of return – Traditional techniques – Holding period – Statistical methods – Probability distribution – Calculation of expected return. Capital Markets – Stock Exchanges – BSE – NSE – OTCEI – Trading in stock exchanges – New issue market. functions and optional portfolio – Evaluation of Portfolio Performance – Mutual funds – Concept.

Design. Vertical and Conglomerate Mergers-Characteristics. . Takeover Defenses: Financial Defenses measures. Management compensation. Characteristics of high risk firms and methods of reducing corporate risk. Mckinsey approach. Causes and process – Methods – Aggregation. Concept and rationale of social cost benefit analysis (SCBA). Alignment of interest. Capital Rationing – Concept. Cross border acquisitions – the role of exchange rates and takeover process. A model for new product development – Directions. weighted index. Retionale for shareholder wealth maximization. Marakon approach. targeted share repurchase. Sell-off and divestitures – types and motives. Corporate governance. Unit – V: Designing New Financial Instruments: Need – Environmental factors and intra-firm factors. Value based management systems. market expertise and desire to deal with a single party. Risk management – not avoidance – is the objective. information and signaling. Restructuring: Joint Ventures – financing and evaluation – rationale and role of JVS.MBA – III Semester FM 306. probability index. stand still agreements. Valuation problems of M&A. strategic reactions by targets. market access. coercive offers and defense. position pill defense. regulatory/policy constraints. External reporting – regulatory requirements regarding disclosure and transparency. Pricing efficiency. Capital Budgeting Strategy: Multiple investments and risk management – Simulation and portfolio approaches. Treatment of external costs & benefits in investment decisions. Unit – IV: Management of Risk: Product-Market and Capital-Market risks. Unit – II: Unit – III: Mergers and acquisitions: Types – Horizontal. business unit and desk level risk. regulatory frame work. Adjusted book value methods. Allocating resources to divisions. Evaluation of managerial option to expand. Timing of merger activity. market power and tax considerations. postpone and abandon projects. Total risk matters. BCG approach. testing and introduction. the free cost flow hypothesis. postponement index. STRATEGIC FINANCIAL MANAGEMENT Unit – I: Corporate Valuation and Value Based Management: Methods of corporate valuation: Discounted Cash Flow method. contract. Comparable Company method. Issuermotivation-Arbitrage transactions and non-arbitrage transactions. instrument preview Motivations. Theories of mergers – efficiency theories. the trade off between costs and political instability. Reasons for failure. incremental. agency problems and managerialism. Risk reporting: Internal reporting – corporate. Agency considerations. Alcar approach. explanations and rationale. Capital budgeting growth Bond refunding.

E.Chew Jr. Restructuring and Corporate Control. 3. Butter Worth & Heinemann – 1996. and their valuation. Marc Lore & Lev Borodovsky. Blackwell Finance – 1992.. (HEAD) . William H. Weston J. Stern & Donald H. McGraw Hill – 1996. Joel M. 6. PHI – 1996.F. PHI – 1996. Tata McGraw Hill – 2000.S. Prasanna Chandra. Beaver & George Parker. Risk Management: Problems and Solutions. Financial Engineering. Mergers. Marshal J.MBA – III Semester Innovation products in the Indian markets – Warrants.. 4. The professionals Hand book of Financial Risk Management. Suggested books: 1. Chung K. The Revolution in Corporate Finance. Hoge S. Convertibles etc.K. 5.F. Bansal V. 2. Financial Management.

LIC & GIC. credit rating. Delhi 2. An update on the performance of IDBI. The problems of competition. Avadhani: Investment and Securities Markets in India. Bhole. Khan. Portfolio Managers. Development Finance Vs.M. Company Law provisions. Delhi. Factoring definition. L. evaluation and forfeiting. pension plans today. post-issue activities. 3. Efficiency and the Structure of the Insurance Industry’ Pension funds.Indian Financial System. Life Insurance.M. control by RBI and SEBI. IFCI and SFCs. The Insurance Industry and its regulation. advantages. Reinsurance. spreads and NPAs. Debenture Trustees. Fee-based/Advisory services: Stock broking. venture capital financing. Unit-V: Operations: Financial Assets/Instruments Rights issues. Tata Mc Graw Hill. Unit – II: Unit – III: Insurance: The Economics of Insurance. The Non-Banking Financial Institutions: Evolution. Reference Books: 1. interest rates. The Banking Institutions: Commercial banks – the public and the private sectors – structure and comparative performance. Financial Markets and Institutions. Delhi. bills discounting. Consumer credit and hire purchase finance. The Financial Institutions: A brief historical perspective. The factors affecting the stability of the Financial System. housing finance. functions. Financial Intermediaries and Financial Innovation. Underwriting. ICICI. FINANCIAL MARKETS AND INSTITUTIONS Unit – I: The basic theoretical Framework: The Financial System and its technology.Y. Tata Mc Graw Hill. Merchant Banking: Funtions and activites.MBA – III Semester FM 307. Publications. The regulatory framework: SEBI and Regulation of Primary and Secondary Markets. Bankers to an Issue. RBI-Central Banking. (HEAD) . Universal Banking. Unit – IV: Financial Services: Asset fund based Financial services – Lease finance. Bank capital – adequacy norms and capital market support. issue of Equity shares – pre-issue activity. issue of Debentures.

MANAGEMENT OF FINANCIAL SERVICES Unit – I: Financial System in India: Nature and functions of financial system – structure of financial system.MBA – III Semester FM 308. Portfolio management services – rules and regulations – method of operation SEBI norms. promotional role of financial system – financial services and management – macro economic management – activity analysis – Financial intermediation – money market and its characteristics – Discount and Finance House and its operations – Stock markets – Capital markets – unorganized financial system – Bullion market – Banks as financial intermediaries Deposits and loaning services – safeguards against risks – reforms in banking sector. New Delhi. Himalaya Publishing House. Avadhani VA. 3. “Industrial Finance” S. New Delhi. (HEAD) . Khan MY. 5. R. “Marketing of Financial Services”... Mumbai. Unit – V: Financial markets: New issue markets and problems – methods of floatation – cost of floatation – primary market problems – Money markets and instruments – Bill market – Discount and finance house of India – money market instruments – Stock markets – recognizerd stock exchanges – functions of stock exchanges – regulations on trading – measures to promote healthy stock markets – Government securities market. “Financial Institutions and Markets”. Non banking financial companies and their services: Importance of NBFCs in India – RBI Directives to NBFCs surveillance of SEBI-Types of non-banking financial services – Merchant banking – Issue market and other services – corporate advisory services – functions of merchant banks – SEBI guide lines on merchant banking – Mutual funds – types modus operandi of mutual funds – SEBI guide lines – steps to popularize mutual funds in India – Venture capital funds in India – financing agencies – policy initiatives – problems faced by mutual funds. problems of leasing companies Housing finance companies – sources of funds – lending norms HUDCO. ICRA. “Indian Financial Systems” Theory and practice. 4. Viswanatham.M. Chand & Company. Nidhis – Credit rating services limitations – CRISIL. Robert O. – – – – Unit – II: Unit – III: Financial Services in India: Lease. SHFCs. Tata McGraw Hill Co.Edmester “Financial Institutions Markets and Management”. HDFC – Chit funds. New Delhi. L. Bhole. Suggested Books: 1. Vikas Publishing Company. CARE. 2. Hire purchase – types of leases advantages – lease Vs hire purchase. Unit – IV: Issue management services: Registrars to the issue and issue management services – appointment of registrars to the issue – role of registrars during the currency of the issue – Undertaking services – SEBI regulations – rights and obligations of underwriters – legal provisions – types of underwriting agreements – underwriting agencies in India – Marketing of issues – SEBI code of advertisement – mailing agents etc.

Goal Congruence .r.Benchmarking and Total Cost Management Transfer Pricing (Market based and Cost Based) .Approaches to budgeting w. 10th Ed. Internal Audit and Cost Audit . Long Range Planning . Management Control and Operational Control . Management Control Systems. Responsibility Centers . Financial Management .Principles and Objectives Unit–II: Unit–III: Unit–IV: Unit–V: Books Recommended: 1.t.Tandon 3.Expense Centers.Return on Investment.Engineered.K.Converting corporate vision into a long-range plan .t. Engineered and Discretionary costs .Input Output Relationship Introduction to Audit Function as a control tool covering Financial Audit.B.Types of Responsibility Centers .Relating system to organizational objectives .Management Audit .r.Strategic Planning.Bhar 4. Balance Score Card (Rock Water's Model).MBA – III Semester FM 309.Cybernetic Paradigm of Grissinger Functions of the Controller.N.Related numerical problems .Kirby 5. . Profit Centers and Investment Centers . Capital Budgeting and Ratio Analysis as a tool to management performance measurement Management Control Systems in Service Sector vis-à-vis in Manufacturing Sector Financial and Non-financial performance measures w.Prasanna Chandra (HEAD) . Management Control Systems . Economic Value Added.Budgetary Control as a tool for Management Control Systems . MANAGEMENT CONTROL SYSTEMS Unit–I: Characteristics of Management Control System .B.Anthony and Govindrajan 2. Discretionary and Committed Costs . Practical Auditing . Cost Accounting .Evolution of control systems in an organization .

Bond pricing. 2/e 5. option pricing. Tata McGraw Hill Education New Delhi. one step binomial model. Reducing exposure to Credit risk. Historical default experience.Commodity futures. Historical simulation. Commodity derivatives: commodity futures market-exchanges for commodity futures in India. factors affecting option pricing – call and put options on dividend and non-dividend paying stocks put-call parity-mechanics of options. Arbitrage profits in options.options on futures – interest rate options. Jr. Risk Management using Options: Types of options. financial assets. Hedging & Trading strategies involving options. Credit default swaps.MBA – III Semester FM 310. Monte Carlo simulation. McGraw-Hill/Irwin.Risk analysis: Exposure of physical assets. 8th edition 4. Tata McGraw Hill Education New Delhi 2004 2.Valuation & Risk Management”.. Forward markets. Dubofsky & Miller. Smith. Swaps: Mechanics of interest rate swaps – volatility of interest rate swaps –currency swaps –valuation of currency swaps. Farward rate agreements (FRA). linear approach. Hedging using futures -specification of futures . valuation of option: basic model. Risk assessment & Management. Zero rates. Michael L.stock options. Scott and Niehaus R. Interest rate derivatives (Black model). Risk management and insurance.options on stock index. Total return swaps. option Greeks. Determining Zero rates. and Human assets. Mark. Value at Risk (VAR)-Measure. Risk Management & Insurance. Model building approach. Unit–II: Unit–III: Unit–IV: Unit–V: Credit risk-Bond prices and the probability of default. Dorfman S. Arthur C Williams. 2005 3. Gregory. “Options & Futures”. valuation of long and short forward contract. Risk identification and Risk Evaluation. Black and Scholes analysis. Farward rules. Treasury bond & Treasury note futures. Peter C Young. stress testing and back testing Suggested Books: 1. Insurance and Management: Introduction to Risk and Insurance. New Delhi. Quadratic model. New Delhi. 2004/05. Oxford University Press. commissions and regulation of commodities traded – trading and settlements – physical delivery of commodities. Mechanics of buying &selling futures. C. Harrington E. Interest rate markets-Type of rates. “Derivatives. Risk identification. RISK AND INSURANCE MANAGEMENT Unit–I: Overview of Risk. Exposure to legal liability. introduction to risk management and insurance Prentice hall of India. Risk Management using futures and forwards differences-valuation of futures. Risk Management and control. Vohra & Bagri. Concept of exoctic option. . Risk. Collateralized debt obligation. Credit spread options. Margins. Index futures interest rate futuresarbitrage opportunities.

Marketing Management: Analysis. Piercy Marketing Strategy.MBA – III Semester (HEAD) MM 305. McKinsey’s 7s framework for analyzing and improving organizational effectiveness. Marketing Strategy Case Studies . Brand Strategies in FMCG markets.(One contemporary case study to be incorporated in the question paper) One case study on each of the strategy initiatives (Product.Cravens. GAP Analysis – Competitive Analysis – Porter’s 5 forces Model of competition. 2. Strategic Marketing analysis – SWOT Analysis. Industrial. Mission. TMH Ed. & Services. Promotion and Distribution as well as People.Boyd Walker. Process & Physical Evidence) for different business sectors. Contingency / alternative strategic planning. GE 9 Cell Model as basic foundation of Strategic Marketing. STRATEGIC MARKETING MANAGEMENT Unit–I: Strategic Marketing Management – Objectives & concept of Strategic Marketing Management . Hurdles in the implementation of marketing strategy. Marketing strategies for IT and ITES industries. Marketing Strategy Implementation – Integration of Marketing Strategies and their application to different business sectors – FMCG. Planning & Control: . BCG Matrix. . 3. Specific strategy initiatives – New product development and introduction strategies. Price. Mullins Larrech (HEAD) .Strategy Formulation – Vision. Unit–II: Unit–III: Unit–IV: Unit–V: Suggested Books: 1. Planned or unplanned strategy withdrawals / obsolescence.Phillip Kotler Business Policy & Strategic Management – Azar Kazmi Strategic Marketing-David W. Rural and export marketing strategies. Nigel F. 4. Marketing Strategy Evaluation – Marketing Audits & their scope – Measurement of Marketing Performance and its feedback to next year’s marketing strategy formulation. Objectives and Goals of business and their relationship with Strategic Marketing Management.

EKB Model. Leon G. 2002. Consumer Disputes Redressal Forum. economic. Personal influence and opinion leadership process. New Delhi.Nair. Michael R. CONSUMER BEHAVIOUR Unit–I: Consumer Behaviour – Meaning – Need for studying Consumer behaviour – problems in buyer behaviour study – social science and buyer behaviour – buyer behaviour models – buying motives. Webster and Wind Model and Sheth Industrial Buyer Behaviour Model. . 4. Prentice Hall of India. Consumer Behaviour. Central Consumer Protection Council. Howard Model. repeat purchase – Consumer spatial behaviour-consumption analysis-product usage rates-expenditure pattern. 3. family. Individual influencing factors – product perception. consumer safety. legislative responses to consumerism and marketer responses to consumer issues. Unit–II: Unit–III: Unit–IV: Unit–V: Suggested Books: 1. Diffusion of innovations. buying habits and buying process . influence of culture. learning attitude personality – Social and cultural setting: Reference groups. New Delhi. Models of Buyer Behaviour.Schiffman & Lestic Lazer Karnuk. TMH. 2003. environmental concerns. sub-cultural and cross-cultural aspects. Consumer Disputes Redressal Agencies. Individual influence. consumer privacy. 4/e. consumer information. 2. psychographic.MBA – III Semester MM 306. Consumer Decision making process. Conceptual Issues in Consumer Behaviour: The Indian Context. New Delhi. National Consumer Disputes Redressal Commission. Howard-Sheth Model.Solomon. 5. Consumerism: The roots of consumerism. Pearson Education. Suja R. 2003. David L Loudon and Albert J Della Bitta. 5/3. “Consumer Behaviour(text and cases)”. language.Factors influencing consumer behaviour – social. social class. Consumer Protection: Consumer Protection Act 1986. status etc. Consumer Behaviour. State Consumer Protection Councils. group influence – influence of Religion-culture. Kumar. consumer Decision Making Process-New Product purchase. “Consumer Behaviour” Prentice Hall of India.

S Chand Publishers. New Delhi. Services Marketing. SERVICES MARKETING Unit – I: Introduction to Services Marketing: Importance and characteristics of Services: Growth of Services Sector. PHI Publishers. Delhi. Maxwell Macmillan. Valeri Zeithmal and Mary Jo Bunter: Services Marketing. 7. Excel Books. Unit – IV: Service Distribution – Managing Physical Evidence – Internal Marketing. Tata McGraw Hill. (HEAD) . New Delhi.Rama Mohana Rao: Services Marketing. 5. 2. 9. Pearson Education. Balaji. Services Marketing & Management. Ravi Shankar. Himalaya Publishers. Services Marketing & Management. B. Suggested Books: 1. 8. Consumer Behaviour in Services – Market Segmentation and Services Positioning – Service Demand Management – Designing and Managing Service Product. New Delhi. Christopher Lovelock: Services Marketing. Services in the Indian Economy – Services Strategy. Sage Publishers. R. Unit – II: Unit – III: Service Quality Management: Service Quality Audit – GAP Model of Service Quality – Total quality Services Marketing – Service Excellence – Pricing of Services – Pricing Strategies Linked to Value Perceptions. New Delhi. Audrey Gilmore. Services Marketing. New Delhi. Christian Gronrose: Services Management and Marketing. K. Pearson Education. 6. New Delhi. Unit – V: External Marketing: Word of Mouth Communication. 4. 3. Interactive Marketing: Management of Moments of Truth – Service Deficiencies – Consumer Grievance and Recovery Strategies.MBA – III Semester (HEAD) MM 307. Services Marketing. Srinivasan. SM Jha. New Delhi.

New Delhi – 2002 Gosney. Brown.D Berger: Direct Marketing Management. Johwilly and Sons. al. Dealing with difficult situations: Imparting bad news – Closing accounts – Exit strategies. Understanding service quality: Technical quality: product knowledge – Functional quality – Determinants of service quality. Stanly – Customer Relationship Management. Prentice Hall . 4. 5. Merlin and Neil Woodrock: Relationship Marketing. Managing customer contact strategies: Face-to-face –Telephone – Post/email – Internet. Canada 2001. Tata McGraw Hill Publishing Co.. Managing customer communications. Managing Customer Relationships: Understanding and managing customer expectations. (HEAD) . Developing customer confidence. economic. Understanding Customers: Consumer Behaviour principles – Organizational buyer behaviour – Retail and business customer profiling – Relationship life cycles – Understanding and evaluating customer business plans. Dyche Jill – The CRM Handbook A Business Guide to CRM. Identifying cost effective external information sources: Published data – Using the Internet – Market research. Kogan Page. ethical. New Delhi. Information Gathering Collation. Stone.L and P. Building relationships by adding value to customers cost effectively. Unit-II: Unit-III: Unit-IV: Unit-V: Developing CRM strategy: The role of CRM in business strategy. Using internal information sources: Using customer data – Data warehousing and data mining – Segmentation and targeting. Roberts. Planning and making persuasive presentations. Boehm: Customer Relationship Management Essentials. Jagdish N. competitive and social environment. Prentice Hall. et.MBA – III Semester MM 308. New Delhi. and Thomas P. London. CUSTOMER RELATIONSHIP MANAGEMENT Unit-I: Concepts and Context of CRM: Definition – Importance – CRM as part of a customer service quality – The business environment of CRM: legal.: Customer Relationship Management. 6. Pearson Education Asia. A. John W. New Jersey. Measuring performance of CRM: Setting standards – Customer satisfaction – Portfolio profitability. Analysis and Evaluation: Principles of customer research. Seth. Suggested Readings: 1. M. 3. 2.

4. Retailing Management – A Strategic Approach. RETAIL MANAGEMENT Unit – I: Unit – II: Introduction to the world of Retailing: Advent of retailing – Functions of retailing – Types of retailing – Customer buying behaviour. Pearson Education. AIPD. prompt delivery.MBA – III Semester MM 309. Unit – V: Retailing in India: The present Indian retail scenario – Factors affecting retailing in India – Region wise analysis of Indian retailing – Retailing opportunities in India. 3. 1st Ed. Merchandize Management: Merchandize planning – Sources of merchandize – Category Management – Buying systems to stores – Allocation of merchandize. Levy and Weitz. Thomson Learning. Andrew J Newmann and Petes cullen. Gresham Retailing Management. CRM in retail management. 1997 1st . 2003. Suggested Books: 1.Lamba. TMH. Retailing Strategy: Target market and Retail format – Growth strategies – Strategic retail planning process – Factors to be considered for retail planning. George H Lucas. TMH. 6. 8th Ed. 2002. The art of Retailing. A. Retailing Management 1st Ed. Gilbert. Unit – IV: Location strategies: Shopping centers – Freestanding sites – Location and retail strategies – Factors affecting the demand for a region or trade area – Factors affecting the attractiveness of a site. Unit – III: Pricing and Communication Strategies in Retailing: Retailing pricing strategies – Approaches for setting pricing – Pricing adjustments – Using price to stimulate retail sales – Promoting the merchandise – Implementing an advertising plan. 5. Barry Berman Joel and R Evans. Pearson Education. customer satisfaction after sales service etc. (HEAD) . 2003 2. Robert P Bugh and Larry G. Retail Marketing Management.J. 5th Ed. Retailing Management. 2003.

publicity and supplementary media objectives and types of consumer and trade promotions. Creative execution: Attention and structure of Advertisements. functions and Relationships. Unit – V: Sales promotion. A model of communication effects. Rossiter and Percy: Advertising Communications and Promotion Management. Sales Management: Recruiting. creative execution tactics for low and high involvement persuasion. Batra. 2. Stern louis and E1-Ansary hrdel: Marketing Channels Prentice International Edition. Myers and Aaker: Advertising Management. Bovi and Thill: Advertising for Excellence. Direct marketing. Training. Channel design and Management decisions. Vertical. Enyel woold cliff – 1999. Ron Hasty and James Reardon: Retail Management. 6. PHI – 1988. Horizontal and Multi channel Marketing Systems. McGraw Hill International Edition – 1997. Cundiff and Govani: Sales Management. Strategy: Sales Planning. Media strategy and implementation. McGraw Hill-1980. 4. Compensating. Sales budgets quotas and sales territories. McGraw Hill International Editions – 1988. Still. specialty advertising and e-marketing publicity and media. Physical distribution strategic issues and key decisions in retailing and wholesaling. Personal Selling and Salesmanship. Evaluating and Supervising Sales force. Role of different elements of promotion mix in marketing communication.MBA – III Semester MM 310. (HEAD) . Sales Management. Unit – II: Unit – III: Unit – IV: Marketing Channels: Structure. Yellow pages. Motivating. Personal Selling – Objectives. 5. 3. Suggested Books: 1. Advertising planning and Decision Making – Advertising objectives. Creative strategy: The creative idea. Selecting. PHI – 1999. SALES AND DISTRIBUTION MANAGEMENT Unit – I: The Marketing Communication Process – Integrated Marketing Communication Strategy.

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