Batch of 2009-'11

FACULTY OF MANAGEMENT STUDIES
MASTER OF BUSINESS ADMINISTRATION (MBA)
BATCH OF 2009- ‘11
STUDY SCHEME AND DETAILED SYLLABUS
Manav Rachna International University (FMS) Batch of 2009-‘11

STUDY SCHEME IN BRIEF
Semester No. of papers/ courses No. of credits

Core Electives
I 8 - 24
II 8 - 24
III 5 8 36
IV 5 8 39

SEMESTER I
Course Name Course Code Credits Marks Marks
(Internal (Final
evaluation) exams.)
CP101 3 30 70
Fundamentals of Management
CP102 3 30 70
Organizational Behavior
Quantitative Methods CP103 3 30 70
Managerial Economics CP104 3 30 70
Environment and CP105 3 30 70

Management
Principles of Marketing CP106 3 30 70
Accounting For Managers CP107 3 30 70
Information Technology in CP108 3 30 70

Management

SEMESTER II
(Internal (Final
evaluation) exams.)
Organization Restructuring & CP201 3 30 70
Development
Human Resources CP202 3 30 70

Management
Financial Management CP203 3 30 70
Production and Operations CP204 3 30 70

Management
Research Methodology CP205 3 30 70
International Environment and CP206 3 30 70

Management
Business Laws CP207 3 30 70
Indian Ethos and values CP208 3 30 70

SEMESTER III
Core papers
(Internal (Final
evaluation) exams.)
Entrepreneurship Management CP301 3 50 50
Strategic Analysis & CP302 3 50 50

Management
Business Communication CP303 3 50 50
Behaviourial Skills* CP304 3 100 -
Foreign Language CP305 Non- credit 50 50
*Evaluation will be done on the basis of journal (50) and viva- voce (50)
Electives
Area: Marketing
(Internal (Final
evaluation) exams.)
Consumer Behaviour ELMK301 3 50 50
Marketing of Services ELMK302 3 50 50
Sales & Distribution ELMK303 3 50 50

Management
Industrial Marketing ELMK304 3 50 50

Area: Human Resource Management
(Internal (Final
evaluation) exams.)
Performance Management ELHR301 3 50 50
Systems
HR Planning & ELHR302 3 50 50

Development
Industrial Relations and ELHR303 3 50 50

Legal Framework governing
Human Relations
Organization Restructuring ELHR304 3 50 50

& Development
Area: Finance
(Internal (Final
evaluation) exams.)
Management of Financial ELFN301 3 50 50
Institutions
Financial Derivatives ELFN302 3 50 50
Security Analysis & Portfolio ELFN303 3 50 50

Management
International Financial ELFN304 3 50 50

Management

Area: Information Systems
(Internal (Final
evaluation) exams.)
E-Commerce ELIS301 3 50 50
Relational Database ELIS302 3 50 50

Management
Data Communication & ELIS303 3 50 50

Network
Data Mining & Warehousing ELIS304 3 50 50
Area: International Business
(Internal (Final
evaluation) exams.)
Foreign Trade Policy & ELIB301 3 50 50
Import Management
International Marketing ELIB302 3 50 50
Trade Finance and ELIB303 3 50 50

Foreign Exchange
Management
International Trading ELIB304 3 50 50
Operations & Practices

SEMESTER IV
Core papers
(Internal (Final
evaluation) exams.)
Management Information CP401 3 50 50
Systems
Project Work** CP402 6 100 -
Business Communication CP403 3 50 50
Behaviourial Skills* CP404 3 100 -
Foreign Language CP405 Non- credit 50 50
*Evaluation will be done on the basis of journal (50) and viva- voce (50)
**Evaluation will be on the basis of project report and presentation
Electives
Area: Marketing
(Internal (Final
evaluation) exams.)
Internet Marketing ELMK401 3 50 50
Customer Relationship ELMK402 3 50 50

Management
Advertising & Brand ELMK403 3 50 50

Management
Rural Marketing ELMK404 3 50 50

Area: Human Resource Management
(Internal (Final
evaluation) exams.)
International HR & Cross ELHR401 3 50 50
Cultural Management
Compensation Management ELHR402 3 50 50

and Retention
Recruitment, Selection, ELHR403 3 50 50

Training & Development
Managing Creativity and ELHR404 3 50 50

Building Learning
Organizations
Area: Finance
(Internal (Final
evaluation) exams.)
Project Planning, Financing ELFN401 3 50 50
& Management
Management of Financial ELFN402 3 50 50

Services
Strategic Financial ELFN403 3 50 50

Management
Corporate Tax Planning ELFN404 3 50 50

Area: Information Systems
(Internal (Final
evaluation) exams.)
System Analysis & Design ELIS401 3 50 50
Software Project ELIS402 3 50 50

Management
Information Systems & ELIS403 3 50 50

Business Intelligence
Systems
Enterprise Resource ELIS404 3 50 50

Planning
Area: International Business
(Internal (Final
evaluation) exams.)
Logistics & Supply Chain ELIB401 3 50 50
Management
Commodity Trading ELIB402 3 50 50
Regional Business Policies ELIB403 3 50 50
Legal Aspects of ELIB404 3 50 50

International Business

DETAILED SYLLABUS
SEMESTER I
CP 101: Fundamentals of Management
Module I
Management: Science, theory and practice. Evoluation of Management thought,

contribution of F.W. Taylor, Fayol, Etton Mayo and Max Waber, Management and
Society. Global and Comparative Management.
Module II
Planning: Nature and Purpose. Objective, Strategies, Policies, Forecasting, M.B.O.,

Essentials of Effective Planning.
Module III
Organization : Nature of organizing and Entrepreneur organization structure. Line and

staff, Centralization V/s Decentralization. Effective organizing and organization,
Learning Organisation.
Module IV
Controlling : System and Process of controlling, Control Techniques, Committees –

Nature, reasons for using committees, uses and misuses of committees.
Module V
Decision Making : The search and evaluation of alternatives, creativity and innovation,
programmed and non-programmed decisions.
Module VI
Communication : Process, Barriers, types. Effective communication.

Suggested Readings :
 Weirich and Koontz – Management : A Global Perspective Mc Graw Hill.
 Ivoncevich, Donnely – Management : Principles and Functions Richard D. Irwin.
 J.S. Chandan – Management : Concepts and strategies, Vikas Publishing.
 Samual C. Certo & S. Trawis Certo – Modern Management, Person Publishing.

CP 102: Organizational Behaviour
Module I
Organisational Behaviour – Concept, Significance and historical background,

Individual Behaviour – Nature and Causes, Perception- Perceptual Process and
Selectivity, Perceptual Errors, Personality – Theories, dimensions, Contributing Factors,
values, Attitudes, Learning.
Module II
Motivation : Nature and significance, content and process theories of motivation.

Marlow's hierarchy of needs, McClleland's theory, Expectancy, equity, goal setting and
life cycle theory.
Module III
Group Behaviour : Factors affecting group behaviour, stages of group development,

formal and informal groups. Functional and disfunctional conflict.
Module IV
Leadership and Influence process, Trait, Behavioural and situational theories of

leadership. Emotional Intelligence and leader.
Module V
Stress : Sources, Individual level stressors, organisational level stressors, stress

management. Conflict – Nature, functional and dis-functional conflict, levels, strategies
for resolving personal, intra group and inter group conflict.
 Robbins, S.P. – Organisational Behaviour, New Delhi, Prentice Hall of India.
 Chandan, Jit.S. – Organisational Behaviour, New Delhi, Vikas Publishing House.
 McShare and Clinow – Organisational Behaviuor, New Delhi, Tata McGraw Hill.

CP 103: Quantitative Methods
Module I
Mathematical basis of managerial decision : Functions-Applications of Functions-Some

special Functions. A.P. & G.P. and their managerial application, Matrices, Markov
Chains & their applications.
Module II
Frequency Distribution and their Analysis; Measures of Central Tendency, Standard
Deviation, Variance, Correlation and Regression Analysis, Time Series Analysis and
Forecasting
Module III
Probability Theory and Probability Distributions - Binomial, Poisson, Normal and
Exponential, ANOVA.
Module IV
Linear Programming - Basic Concepts, Model Formulation, Solution Methods, Duality;
Introduction to some Basic Quantitative Methods Packages.
Suggested Readings
 Chadha, N. K. Statistics for Behavioral and Social Scientists, Reliance Publishing House,
Delhi,1996
 Gupta, S P and Gupta M P. Business Statistics. New Delhi, Sultan Chand, 1997.
 Kazmier, L J and Pohl, N F. Basic Statistics for Business and Economics. New York,
McGraw Hill, 1988.
 Levin Richard I and Rubin David S. Statistics for Management. New Jersey, Prentice
Hall Inc., 1995.
 Narag, A S. Linear Programming and Decision Making. New Delhi, Sultan Chand,
1995.
 Sharma, J.K. Fundamentals of Operations Research, Macmillan, New Delhi,2001
 Terry, Sineich. Business Statistics by Examples. London, Collier Mac Millian
Publishers, 1990.

CP 104: Managerial Economics
Module I
Scope, Concepts and Techniques of Managerial Economics - Nature of business decision-

making, marginal analysis, optimisation; Demand Function ; Law of Demand – Utility
Concept, Cardinal and Ordinal Approach, Income and Substitution effect, Elasticity of
Demand : Price Elesticity, Income Elasticity, Cross Elasticity Advertising Elasticity.
Module II
Demand forecasts; Production Function Concept, Isoquants, Equilibrium, Law of

Variable Proportion, Law of Returns to scale, Cost Function, Types of Costs, Theory of
Firm - profit maximisation, sales maximisation.
Module III
Market Structure – Concept of Equilibrium, Perfect Competitions, Monopoly, Oligopoly,

Theoretical Concept of pricing Policies in Practice Non Price Competition.
Module IV
Macro Economics Aggregates and Concepts -GNP and GDP-Aggregate Consumption-

Gross Domestic Balance Of Payments-Money Policy, Fiscal Policy, Concept and
Measurement of National Income; Determination of National Income, Money multiplier
Effect.
Suggested Readings
 Adhikary, M. Business Economics., New Delhi, Excel Books, 2000.

 Baumol, W J. Economic Theory and Operations Analysis. 3rd ed., New Delhi, Prentice
Hall Inc., 1996.
 Chopra, 0.P. Managerial Economics. New Delhi Tata McGraw Hill 1985.
 Keat, Paul G & Philips K. Y. Young, Managerial Economics, Prentice Hail, New Jersey,
1996.
 Koutsoyiannis, A. Modem Micro Economics. New York, Macmillan, 1991.
 Milgrom, P and Roberts J. Economics, Organization and Management. Englewood
Cliffs, New Jersey, Prentice Hall Inc., 1992.

CP 105: Environment and Management
Module I
Environmental Management : Fundamentals-Sustainable Development, Implications of

human population growth, Limits to growth, Environment and Business Schools; Energy
Management: Fundamentals -Fossil Fuels use, Energy production and trade, Energy
Balance.
Module II
Ecosystem Concepts: Basic Concepts and their application in Business, Industrial

Ecology and Recycling Industry; Environmental Management System: EMS Standards,
ISO 14000. Environmental Auditing. Clearance/Permissions for establishing industry.
Module III
Environmental Management & valuation : Environmental Accounting, Economics -

Environmental Taxes Shifts, Green Funding, Corporate Mergers, Environmental Ethics;
Environmental Management Trade and Environmental Managemental, Debt and
Environment, GATT / WTO Provisions; Environmental Laws: Acts, Patents, IPRS, Role
of NGO'S, PIL.
Module IV
Pollution & Waste Management -Air, Water, Land Pollution, Trade in Wastes; Water,
Forest & Biodiversity Management: Water Resources, Dams and their role; Forest
products and Trade. Role of Biodiversity in International Trade; Approaches to
Corporate Ethics; Bio-ethics.
Suggested Readings
 Uberoi, N.K.; Environmental Management, Excel Books, A-45, Naraina Phase-1, New
Delhi, 2000
 Pandey,G.N.: Environmental Management, Vikas Publishing House New Delhi,1997
 Gupta, N. Dass: Environmental Accounting, Wheeler Publishing, 19, K.G. Marg, New
Delhi, 1997
 Mohanty, S.K.: Environment & Pollution Law Manual, Universal Law Publishing, G.T.
Karnal Road, New Delhi,1996
 Harley, Nick : Environmental Economics, MacMillan India Ltd., Ansari Road, New
Delhi,1997
 Kolstad, Charles D.: Environmental Economics, Oxford University Press, 2000

CP 106: Principles of Marketing
Module I
Marketing Development of Concept : Marketing Definition, concepts, functions and

significance, Delivering Customer Values and Satisfaction, Value Chain, Marketing Mix.
Module II
Marketing Environment, Micro-Environment : The Company; Suppliers;

Intermediaries; Customers; Competitors; Public; Macro Environmental Factors -
Demographic Environment; Political Environment; Economic Environment, Socio -
Cultural Environment; Technology; Natural; Legal Environment
Module III
Understanding Consumer Buying Behavior Factors : Factors affecting it and purchase

decision process, Organizational Markets and Organizational Buying Behavior: The
Concepts of Organizational Buying, Factors Influencing Organizational Buying and
Stages of Buying
Module IV
Market Segmentation and Market Targeting, Product Differentiation and Positioning,

Ethical dimensions
Module V
Strategic Planning Process in Marketing: Scope and Importance of Strategic Planning,

Establishment of SBUs: Resource Allocation to SBUs; The BCG Competitive Advantage
Matrix, General Electric Model; SWOT analysis, Marketing and Competitive Strategies:
The Concept of Competitive Advantage: Porter's Five Forces Model; Analysis of
Competitors, Designing Competitive Strategies
 Marketing Management (13th Edition) by Philip Kotler, Kevin Keller, Publisher :

Prentice Hall; 13 edition (March 6, 2008)
 Marketing Management (11th Edition) by Philip Kotler, Publisher: Prentice Hall.

 Principles of Marketing, Philip Kotler and Gary Armstrong IPearson Education
 Fundamentals of Marketing, William J, Stanton and Charles Futrell I Tata McGraw Hill,
New York
 Marketing, Warren J Kaeegan, Sandra E Moriarty & Thomas.R.Duncan I Prentice Hall
 Experiential Marketing - How to Get Customers to Sense, Feel, Think, Act. and Relate to
Your Company and Brands, Free Press
 The Brand Mindset : Five Essential Strategies for Building Brand Advantage Through
out Your Company by Duane E. Knapp, Christopher W. Hart , Copyright @ 1993 by
Daniel Burrus. Reprinted by permission of Harpei Collins Publishers, Inc.
 Marketing Management Planning, Implementation & Control, V.S Ramasamy &

S.Namakumary / McMillan India Ltd.

CP 107: Accounting for Managers
Module I
Financial Accounting - Concept, Importance and Scope, Generally Accepted Accounting

Principles, Preparation of Financial Statements with special reference to analysis of a
Balance Sheet and Measurement of Business Income ; Management Accounting - Concept,
Need, Importance and Scope, Inventory Valuation and Depreciation.
Module II
Financial Statement Analysis, Ratio analysis, Funds Flow Analysis, Cash Flows analysis.
Module III
Cost Accounting - Cost, Cost Classifications, Cost Sheet, Cost Accounting, Records and
Processes, Cost Ledger and Control Accounts, Reconciliation and Integration between
Financial and Cost Accounts; Overhead Cost and Control ; Costing for Decision-Making,
Marginal Costing and Breakeven analysis, Absorption Costing.
Module IV
Budget and Budgetary Control, Performance Budgeting, Zero-Base Budgeting; Standard

Costing and Variance Analysis - Material Labour and Overheads, Elementary Knowledge of
Job and Process Costing.
Suggested Readings
 Anthony R N and Reece J S. Accounting Principles, 6th ed., Homewood, Illinois, Richard
D. Irwin, 1995.
 Bhattacharya S K and Dearden J. Accounting for Management Text and Cases. New Delhi,
Vikas, 1996.
 Heitger, L E and Matulich, Serge. Financial Accounting. New York, Mc-Graw Hill, 1990.
 Hingorani, N L. and Ramanathan, A R. Management Accounting. 5th ed., New Delhi,
Sultan Chand, 1992.
 Horngren, Charles etc. Principles of Financial and Management Accounting. Englewood
Cliffs, New Jersey, Prentice Hall Inc., 1994.
 Needles, Belverd, etc. Financial and Managerial Accounting. Boston, Houghton Miffin
Company, 1994.
 Vij, Madhu. Financial and Management Accounting. New Delhi, Anmol Publications,
1997.

CP 108: Information Technology and Management
Module I
Computers - An Introduction - Computers in Business; Components of a Computer

System; Generations of Computers and Computer Languages; Personal Computers in
Business, Artificial Intelligence (AI), AI Tools – An Overview, Indian Computing
Environment – Its Strength and Weaknesses.
Module II
PC-Software Packages - An Introduction ,Disk Operating System and Windows; Word

Processing Software. Introduction to a spreadsheet software; Creation of spreadsheet
applications; Range, Formula, Functions, Data Base Functions in spreadsheet; Graphics
on Spreadsheet. Presentation Graphics, Creating a Presentation on a PC.
Module III
Data Files Types/Organizations; Master & Transaction File; Relevance of Data Base
Management Systems and Integration of Applications; Basics of Data Processing; Data
Hierarchy & Data File Structures. Application Portfolio Development. Management of
Data Processing Systems in Business Organisation. Models of Data Processing, Software
Development Process.
Module IV
Flow Charting; Input-Process-Output Analysis; Report Generation & Label Generation;

Programming Concepts; Use of Files in Programming. Presentation. Data
Communications; Networking - LAN & WANS, E-commerce, E-Banking.
 Burch, John and Grudnitski Gary. Information Systems: Theory and Practice. 5th ed.,
New York, John Wiley, 1989.
 David, Van Over. Foundations of Business Systems. Fort Worth, Dryden, 1992.
 Eliason, A L. On-line Business Computer Applications. 2nd ed., Chicago, Science
Research Associates, 1987.
 Estrada, Susan. Connecting to the Internet. Sebastopol, C A, O'Reilly, 1993.
 John, Moss Jones. Automating Managers: the Implications of Information Technology
for Managers. London, Pinter, 1990.
 Long, L. Computers, Englewwod Cliffs, New Jersey, Prentice Hall Inc., 1986.
 Summer, M. Computers Concepts and Uses. 2nd ed., Englewood Cliffs, New Jersey,
Prentice Hall Inc., 1988.

SEMESTER II
CP 201: Organization Restructuring and Development
Module I
Organization Development : definition, characteristics and underlying assumptions

and values of OD, Assumptions about people, Organizational Diagnosis Tools and
techniques : questionnaire, interview, workshops and task forces.
Module II
Nature of OD interventions : comprehensive intervention, confrontation meeting,

survey feed back, Grid OD. Structural Intervention – Job Design, Quality Circles,
Socio technical systems, MBO & appraisal Parallel learning organizations, Team
interventions – Role Negotiation Techniques.
Module III
Characteristics of High performance teams, self managed team, work cultural and
ethics, quality of work life, developing and managing self-personal effectiveness.
Module IV
Change in organization – understanding change, Factors influencing change, forced

field analysis, Managing Resistance to change, Developing Change agents, Analyzing
and Organizing work – Need Approaches, Problems associated with work
organization.
 Wendell L. French & Cecil H Bell Jr. Organization Development.

 Alderfer : Organization Development.
 B.I.I. McGroth : S.J. Basic Managerial Skills for all.
 Hatwood I. Meril and Elizabeth Mating : Developing Executive Skills.
 Terry Eatnsworth : Developing Executive Talent – A practical guide.
 Kiran Sethi : Executive Training for Management.
 TAA Latif – Training for Management.
 Bernard Taylor and Gordon Lippit ( Ed.) Management Development and Training Hand
Book.
 S. Neelmegham : Management Development : new Perspective and Viewpoints.
 Robert D Smither, John M Houston, Sandra D. Mclntire.
 Kavita Singh: Organisation changes in Development, Excel books, New
Delhi.
 Cumming & working Organisational Development & change, Thompson Press.

CP 202: Human Resource Management
Module I
Concepts and Perspectives on Human Resource Management; Human Resource Management

in a Changing Environment.
Module II
Corporate Objectives and Human Resource Planning; Career and Succession Planning; Job
Analysis and Role Description; Methods of Manpower Search; Attracting and Selecting
Human Resources.
Module II
Induction and Socialisation; Manpower Training and Development; Performance Appraisal

and Potential Evaluation; Job Evaluation & Wage Determination.
Module IV
Employee Welfare; Industrial Relations & Trade Unions; Dispute Resolution & Grievance
Management; Employee Empowerment.
Suggested Readings
 Aswathappa,K. Human Resource and Personnel Management Tata Mc Graw Hill, New
Delhi, 1 997
 De Cenzo, D A & Robbins S P. Human Resource Management. 5th ed., New York, John
Wiley, 1994.
 Guy, V & Mattock J. The New International Manager. London, Kogan Page, 1993.
 Holloway, J. ed. Performance Measurement and Evaluation. New Delhi, Page, 1995.
 Monappa, A. & Saiyadain M. Personnel Management. 2nd ed., New Delhi, Tata Mc-Graw-
Hill, 1966.
 Stone, Lloyed and Leslie W.Rue, Human Resource and Personnel Management Richard D.
Irwin, Illinois, 1984.

CP 203: Financial Management
Module I
Aims and Objectives of Financial Management; Time value of Money : Instruments of

Long Term Finance. Cost of Different Sources of Raising Capital, Weighted Average Cost
of Capital.
Module II
Operating and Financial Leverage. Valuation and Capital Structure Decisions ; Capital
Structure Theories, Optimum Capital Structure, Economics Value Added.
Module III
Methods of Capital Budgeting : Analysis of Risk in Capital Budgeting. Internal Financing

and Dividend Policy : Financial Modelling. Use of Excel for Financial Decision Making.
Module IV
Working Capital Concept Nature and Scope. Determinants of Working Capital Instruments
of Short term Financing Management of Working Capital - Cash, Receivable and Inventory
Management.
Suggested Readings:
 Archer, Stephen H. etc. Financial Management. New York, John Wiley, 1990.
 Bhalla, V K. Financial Management and Policy. 2" ed., New Delhi, Anmol, 1998.
 Brealey, Richard A. and Myers Stewart C. Principles of Corporate Finance. 5th ed., New
Delhi, McGraw Hill, 1996.
 Hampton, John. Financial Decision Making. Englewood Cliffs, New Jersey, Prentice Hall
Inc., 1997.
 Van Horne, James C. Financial Management and Policy. 1 Oth ed., New Delhi, Prentice
Hall of India, 1997.
 Winger, Bernard and Mohan, Nancy. Principles of Financial Management. New York,
Macmillan Publishing Company, 1991.

CP 204: Production and Operations Management
Module I
Nature and Scope of Production. Operations Management decision. types of

Manufacturing Systems. Production Planning and Control : An Overview Facilities
Location, Facilities Layout.
Module II
(a) Aggregate Planning – MRP (b) Scheduling (c) Line Balancing. Capacity Planning (a)
Work Study, Method Study, Work Measurement, Maintenance Management. Industrial
Safety. Supply Chain Management. Enable supply Chain Management Supply Chain
Management Models.
Module III
Material Management : An Overview. Material Handling Equipment. Line Balancing

Problems. Operation Decision. MRP and Budgeting. Purchasing and Stores Management.
Inventory Control. Concept of Quality and Quality Assurance. Statistical Process Control
(Acceptance Sampling ISO 9000. Total Quality Management (TQM). Six Sigma.
Module IV
Sensitivity Analysis : Integer Programming. Branch and Bound Algorithm. Goal

Programming (Formulation Only). Transportation and Assignment models, Queuing
Theory, Game Theory. Inventory Management Techniques. PERT/CPM : Decision
Theory and Decision Trees, Simulation.
Suggested Readings:
 Adam, E E & Ebert, RJ. Production and Operations Management. 6th ed., New Delhi,
Prentice Hall of India, 1995.
 Amrine Harold T. etc. Manufacturing Organisation and Management. Englewood Cliffs,

New Jersey, Prentice Hall Inc., 1993.
 Buffa, E S. Modem Production Management. New York, John Wiley, 1987.
 Chary, S N. Production and Operations Management. New Delhi, Tata McGraw Hill,
1989.

 Dobler, Donald W and Lee, Lamar. Purchasing and Materials Management. New York,
McGraw Hill, 1984.
 Dilworth, James B. Operations Management: Design, Planning and Control for

Manufacturing & Services. Singapore, McGraw Hill, 1992.
 Moore, FG and Hendrick, T E. Productionl Operations Management. Homewood, Illinois,

Richard D. Irwin, 1992.

CP 205: Research Methodology
Module I
Nature and Scope of Research Methodology; Problem Formulation and Statement of
Research Objectives; Value and Cost of Information - Bayesian Decision Theory;
Organization Structure of Research.
Module II
Research Process; Research Designs - Exploratory, Descriptive and Experimental

Research Designs; Methods of Data Collection - Observational and Survey Methods.
Module III
Questionnaire Design; Attitude Measurement Techniques; Motivational Research

Techniques; Administration of Surveys; Sample Design; Selecting an Appropriate
Statistical Technique; Field work and Tabulation of Data.
Module IV
Analysis of Data -; Use of SPSS and other Statistical Software Packages; Advanced
Techniques for Data Analysis - ANOVA, Discriminant Analysis, Factor Analysis,
Conjoint Analysis, Multidimensional Scaling and Clustering Methods; Research
Applications.
Suggested Readings:
 Andrews, F.M. and S.B. Withey Social Indicators of Well Being, Plenum Press,NY,1976
 Bennet, Roger: Management Research, I LO, 1 983
 Fowler,Floyd J.Jr., Survey Methods, 2" ed., Sage Pub., 1993
 Fox, J.A.and P.E. Tracy: Randomized Response: A Method of Sensitive Surveys, Sage Pub.,
1986
 Gupta,S.P. Statistical Methods, 30" ed,, Sultan Chand,New Delhi,2001

 Golden,-Biddle,Koren and Karen D.Locke: Composing Qualitative Research, Sage Pub.,
1997
 Salkind, Neilj. Exploring Research, 3rd ed., Prentice-Hail, NJ, 1997

CP206: International Environment and Management
Module I
International Business: An overview - Types of International Business; The External

Environment; The Economic and Political Environment, The Human Cultural
Environment; Influence on Trade and Investment Patterns; Recent World Trade and
Foreign Investment Trends; Balance of Payments Accounts and Macroeconomic
Management; Theories and Institutions.
Module II
Trade and Investment - Government Influence on Trade Investment; Determination of

Trading Partner's Independence, Interdependence and Dependence; World Financial
Environment; Cross-national Cooperation and Agreements; Tariff and Non-Tariff Barriers,
WTO, Regional Blocks; International production; Internationalisation of Service Firms ;
Operation Management in International Firms.
Module III
World Financial Environment: Foreign Exchange Market Mechanism; Determinants of

Exchange Rates; Euro-currency Market; Global Strategic Management : International
Marketing.
Module IV
An overview of Licensing Joint Ventures Technology and Global Competition,

Globalisation and Human Resource Development; Globalisation with Social
Responsibility; World Economic Growth and the Environment; Country Evaluation and
Selection; Intemational Business Diplomacy: Negotiating an International Business, Issues
in Asset Protection, Intellectual Property Rights; Multilateral Settlements; Consortium
Approaches (External Idea only)
Suggested Readings:
 Alworth, Julian S. The Finance, Investment and Taxation Decisions of Multinationals.

London, Basil Blackwell, 1988.
 Bhalla, V K and S. Shivaramu. International Business Environment and Business. New

Delhi, Anmol, 1995.
 Daniel, John D and Radebangh, Lee H International Business. 5th ed., New York, Addision
Wesley, 1989.

 Eiteman, D K and Stopnehill, Al. Multinational Business Finance. New York, Addision
Wesley, 1986.
 Johnston, R B. The Economics of the Euromarket: History, Theory and Practice. New York,
Macmillan, 1983.
 Parks, Yoon and Zwick, Jack. International Banking in Theory and Practice. New York,
Addison-Wesley, 1985.

CP 207: Business Laws
Module I
The Indian Contract Act, 1872: Essentials of a Valid Contract. Void Agreements.
Performance of Contracts. Breach of Contract and its Remedies. Quasi-Contracts.
Module II
The Sale of Goods Act, 1930 : Formation of a Contract. Rights of an Unpaid Seller.
Consumer Protection Act and Cyber Laws.
Module III
The Negotiable Instruments Act, 1881: Nature and Types. Negotiation and Assignment.
Holder-in-Due Course, Dishonour and Discharge of a Negotiable Instrument. Arbitration;
The Companies Act, 1956.
Module IV
Nature and Types of Companies. Formation. Memorandum and Articles of Association.

Prospectus Allotment of Shares. Shares and Share Capital. Membership. Borrowing
Powers. Management and Meetings. Accounts and Audit. Compromise Arrangements and
Reconstruction. Prevention of Oppression and Mismanagement. Winding Up.
Suggested Readings:
 Avtar Singh. Company Law. 1 1 th ed. Lucknow, Eastern, 1996.
 Khergamwala, J S. The Negotiable Instrument Acts. Bombay, N.M. Tripathi, 1980.
 Ramaiya, A. Guide to the Companies Act. Nagpur, Wadhwa, 1992.
 Shah, S M. Lectures on Company Law. Bombay, N.M. Tripathi, 1990.
 Tuteja, S K. Business Law For Managers. New Delhi, Sultan Chand, 1998.

CP 208: Indian Ethos and Values
Module I
Model of Management in the Indian Socio-Political Environment; Work Ethos; Indian

Heritage in Production and Consumption; Indian Insight into TQM; Problems Relating to
Stress in Corporate
Module II
Management - Indian Perspective; Teaching Ethics; Trans-cultural Human Values in

Management Education; Relevance of Values in Management.
Module III
Need for Values in Global Change - Indian Perspective; Values for Managers; Holistic
Approach for Managers in Decision Making; Secular Versus Spiritual Values in
Management.
Module IV
Personal Growth and Lessons from Ancient Indian Educational System; Science and Human
Values.
Suggested Readings:
 Chakraborty, S.K.: Foundations of Managerial Work - Contributions from Indian Thought,

Himalaya Publishing House Delhi 1998
 ------------ : Management Effectiveness and Quality of Work-life - Indian Insights, Tata

McGraw Hill Publishing Company, New Delhi.1987
 ------------ : Management by Values, Oxford University Press,1991
 Drucker, P : Managing in Turbulent Times, Pan Books London 1983
 Kumar, S and N.K. Uberoi : Managing Secularism in the New Millennium, Excel Books
2000
 Griffiths, B. The Marriage of East and West, Coiling, London 1985

 Gandhi, M.K.: The Story of My Experiment with Truth, Navjivan Publishing House,
Ahmedabad, 1972 The list of cases and specific references including recent articles will be
announced in the class at the time of launching of the course.

SEMESTER III
Core papers
CP 301: Entrepreneurship Management
Module I
The Entrepreneurial Development Perspective
1. Concepts of Entrepreneurship Development

2. Evolution of the concept of Entrepreneur
3. Entrepreneur Vs. Intrapreneur, Entrepreneur Vs. Entrepreneurship, Entrepreneur Vs. Manager
4. Attributes and Characteristics of a successful Entrepreneur
5. Role of Entrepreneur in Indian economy and developing economies with reference to Self-
Employment Development
6. Entrepreneurial Culture
Module II
Creating Entrepreneurial Venture
1. Business Planning Process

2. Environmental Analysis - Search and Scanning
3. Identifying problems and opportunities
4. Defining Business Idea
5. Basic Government Procedures to be complied with
Module III
Project Management
1. Technical, Financial, Marketing, Personnel and Management Feasibility

2. Estimating and Financing funds requirement - Schemes offered by various commercial banks
and financial institutions like IDBI, ICICI, SIDBI, SFCs
3. Venture Capital Funding
Module IV
Entrepreneurship Development and Government

1. Role of Central Government and State Government in promoting Entrepreneurship -
Introduction to various incentives, subsidies and grants - Export Oriented Units - Fiscal and Tax
concessions available
2. Role of following agencies in the Entrepreneurship Development - District Industries Centers

(DIC), Small Industries Service Institute (SISI), Entrepreneurship Development Institute of India
(EDII), National Institute of Entrepreneurship & Small Business Development (NIESBUD),
National Entrepreneurship Development Board (NEDB)
Module V
Why do Entrepreneurs fail - The FOUR Entrepreneurial Pitfalls (Peter Drucker)
Module VI
Women Entrepreneurs
1. Reasons for Low / No Women Entrepreneurs
2. Role, Problems and Prospects
Suggested readings:
 Dynamics of Entrepreneurial development and management by Vasant Desai.
 Kuratko, DF and Hodgets, RM, Entrepreneurship: A Contemporary Approach, (5th
Edition), 2001.
 Holt, DH, Entrepreneurship – New Venture Creation, Englewood Cliffs, NJ, Prentice-
hall, Inc.
 R. Hisrich and M.P Peters: Entrepreneurship

CP 302: Strategic Analysis & Management
Module I
Introduction
Introduction to planning, evolution of strategic Management, Concept of Corporate Strategy,

Patterns of Strategy Development, levels of Strategy.
Module II
Role of environment on strategy
Change in business environment consequent to economic reform, industrial policy, trade policy,
macro reform, MNC’s role, financial services, private sector.
Module III
Mission, Vision and Business Definition
Module IV
Strategic Analysis
Environmental Threat and Opportunity Profile (ETOP), Industry Analysis, Strategic Advantage
Profile (SAP), Competitor analysis, market analysis, environmental analysis and dealing with
uncertainty, scenario analysis and SWOT Analysis.
Module V
Globalization and Ethical issues and their impact on strategy
Concept of Multinational, Global, International, Transactional companies. The role of global

village concept in strategy formulation. An introduction to corporate ethics, Why firms should
make ethical choices.
Suggested readings:
 Strategic Management and Business Policy-Azhar Kazmi (McGraw Hill)

 Crafting and Executing Strategy-Arthur A.Thompson, Jr,A.J. Strickland (McGraw Hill)
 Strategic Planning Formulation of Corporate Strategy-VS Ramaswamy, S Namakumari

CP 303: Business Communication
Module I
Listening: types, strategy and improving listening skills; Nonverbal Communication
Module II
Presentation Skills: audience analysis, designing & delivering oral presentations; managing
stage-fright and anxiety, visual aids, presenting reports, handling and managing queries and
responses;
Module III
Employment Interviews: understanding the process, preparing for the interview, answering and
following-up strategies;
Module IV
Managing Meetings – Writing agenda and minutes; Case Studies
Strategy & Management in Communication: managing reputation, media relations and

advertising, and crisis/change communication.
Suggested readings:
 ‘Basic Business Communication: Skills for Empowering the Internet Generation with
Student’; 2009; Lesiker, Raymond, Flatley; McGraw Hill (At least 20 copies)
 ‘Foundations of Business Communication: An Integrative Approach; 2009; Dona J.
Young; Tata McGraw Hill
 ‘Business Communication for Managers’; 2004; Penrose, Rasberry, Myers; Thomson
 Business Communication Today’; 2008; Bovee, Thill and Schatzman; Pearson
Education; LPE; Delhi (At least 20 copies)
 Business Communication; Meenakshi Raman and Prakash Singh, 2006, Oxford
University Press (At least 20 copies)
 Contemporary Business Communication’, Scot Ober, 2004, Biztantara (At least 20
copies)
 ‘The Power of Corporate Communication, Paul Argenti & Janis Forman, 2003, Tata
McGraw Hill
 Communicating in Business & Professional Settings, M. S Hanna & G L Wilson,
1998, McGraw Hill

CP 304: Behavioural Skills
Module I
Teams: An Overview
Team Design Features: team vs. group
Effective Team Mission and Vision
Life Cycle of a Project Team
Rationale of a Team, Goal Analysis and Team Roles
Module II
Team & Sociometry
Patterns of Interaction in a Team
Sociometry: Method of studying attractions and repulsions in groups
Construction of sociogram for studying interpersonal relations in a Team
Module III
Team Building
Types and Development of Team Building
Stages of team growth
Team performance curve
Profiling your Team: Internal & External Dynamics
Team Strategies for organizational vision
Team communication
Module IV
Team Leadership & Conflict Management
Leadership styles in organizations
Self Authorized team leadership
Causes of team conflict
Conflict management strategies
Stress and Coping in teams
Module V
Global Teams and Universal Values
Management by values
Pragmatic spirituality in life and organization
Building global teams through universal human values
Learning based on project work on Scriptures like Ramayana, Mahabharata, Gita etc.
Module VI
End-of-Semester Appraisal
Viva based on personal journal

Assessment of Behavioral change as a result of training
Exit Level Rating by Self and Observer
Suggested readings:
 Organizational Behaviour, Davis, K.

 Hoover, Judhith D. Effective Small Group and Team Communication, 2002,Harcourt
College Publishers
 LaFasto and Larson: When Teams Work Best, 2001, Response Books (Sage), New Delhi
 Dick, Mc Cann & Margerison, Charles: Team Management, 1992 Edition, viva books
 J William Pfeiffer (ed.) Theories and Models in Applied Behavioural Science, Vol 2, Group
(1996); Pfeiffer & Company
 Smither Robert D.; The Psychology of Work and Human Performance, 1994, Harper Collins
College Publishers

CP 305: Foreign Language
Module I
Verbs
Different forms of verbs: present continuos verbs etc
Module II
More Adverbs and adverbial expressions
Module III
Counters
Learning to count different shaped objects,
Module IV
Tenses
Past tense, Past continuous tense.
Module V
Comparison
Comparative and Superlative degree
Module VI
Wishes and desires
Expressing desire to buy, hold, possess. Usage in negative sentences as well.

Comparative degree, Superlative degree.
Module VII
Appointment
Over phone, formal and informal etc.

ELECTIVES
ELMK301: Consumer Behaviour
Module I
Consumer Buying Decision Process, Market segmentation, Lifestyle marketing
Module II
Consumer as an Individual, Motivation, Needs, Goals, Personality, Self and Self Images,
Perception, Imagery, Learning, Cues, Response, Reinforcement, Behavioral Learning and
Cognitive Learning Theory, Brand Loyalty and Attitude, Attitude Formation and Change
Module III
Group Dynamics and Reference Groups, Family Decision Making, Social Class, Culture,
Subculture
Module IV
Consumer influence, Personal Influence and Opinion Leadership Process, Diffusions of
Innovations, Adoption Process
Suggested readings:
 Consumer Behavior, 10/E -Pearson Publishing, Leon Schiffman, Leslie Kanuk
 Consumer Behavior (SIE): Building Marketing Strategy, 9/e, Del I Hawkins, University of
Oregon, Roger J Best, University of Oregon, Kenneth A Coney, Late of Arizona State
University, Amit Mookerjee, Indian Institute of Management, Lucknow

ELMK302: Marketing of Services
Module I
Understanding Services
Marketing of Services: An Overview; Evolution of Services Marketing; Concepts and Issues;
Services Characteristics; Growth and importance of Services in the National Economy;
Conceptual Framework for Marketing of Services; The service experience as a process;
Understanding Services: Service Encounters, Service Systems, Critical Incidents ; Service
Encounters: service systems, critical incidents; s
Module II
Understanding Customers
Understanding Services and their Buying Behavior in Services; Customer Exceptions, Needs and
Perceptions; Segments and Targeting Customers; Focus on Customers; Service Failure; Service
Recovery; Handling Customer Complaints; Customers Relationship Management; Customer
Relationships in the Market Place; Customer Retention Strategies; Understanding and Measuring
Customer Satisfaction and Service Quality; The Return on Quality; Moments of Truth
Module III
The Service Marketing Mix
Marketing of Services: Positioning of Service; Search for Competitive Advantage; Developing
Positioning Maps.
Marketing of Services: Creating Services and Service Blueprinting; Planning, Creation,

Blueprinting and Branding of Services; Marketing of Services: Pricing Strategies; Pricing
Strategies: Planning and Implementation; Marketing of Services: Promotions Strategies,
Developing Communication Mix; Customer Education; Developing Communication Mix;
Planning and Managing Service Delivery; Options for Service Delivery; Place and Time
Decision; Creating Value through Service Quality & Productivity Improvement; Demand
Management in Services;
Measuring and Managing Capacity; Strategies for Managing Demand.

Module IV
Strategic Issues in Management of Services
Strategic Issues in Services Marketing; Internal Marketing; Managing Service Employees;
Motivating Employees.
Global Strategies for Services; Services in the Global Economy; Strategies for Trans-national
Services; Harnessing Technology to Enhance Value in Services; Applying Technology to
Services; Marketing Implications of the Internet
Module V
Services Marketing: Some Application Areas; Marketing Financial Services; Marketing Retail;
Marketing Banking Services: Some New Developments; Group Project Presentations.
Suggested readings:
 “Services Marketing: Integrating Customer Focus Across the Firm” (3rd edition)
By Valarie A. Zeithaml & Mary Jo Bitner (Publishers: Tata McGraw Hill)
 “Services Marketing: People, Technology, Strategy”, (5th edition)

By Christopher Lovelock, Jochen Wirtz, Jayanta Chatterjee (Publishers: Pearson
Education)
 “Services Marketing: The Indian Perspective”,

By Ravi Shankar (Publishers: Excel Books)
 “Services Marketing: Text & Cases” (2nd edition)

By Rajendra Nargundkar (Publishers: Tata McGraw Hill)
 “Marketing Services: Competing Through Quality”

By Leonard L Berry and A Parasuraman
 “Services Marketing”
By Helen Woodruffe

ELMK303: Sales and Distribution Management
Module I
Nature and Scope of Sales Management; Setting and Formulating Personal Selling
Objectives ; Recruiting and Selecting Sales Personnel; Developing and Conducting Sales
Training Programmes.
Module II
Designing and Administering Compensation Plans; Supervision of Salesmen; Motivating
Sales Personnel; Sales Meetings and Sales Contests; Designing Territories and Allocating
Sales Efforts ; Objectives and Quotas for sales personnel; Developing and Managing
Sales Evaluation Programme; Sales Cost and Cost Analysis.
Module III
An Overview of Marketing Channels. Their Structure, Functions and Relationships.
Channel Intermediaries-Wholesaling and Retailing ; Logistics of Distribution: channel
Planning; Organizational Patterns in Marketing Channels;
Module IV
Managing Marketing Channels; Marketing Channel Policies and Legal Issues;
Information System and Channel Management; Assessing performance of Marketing
Channels; International Marketing Channels.
Suggested readings:
 Building a Winning Sales Team – Gini Graham & Scott

 Sales Management Handbook – Forsyth Ptrick
 Professional Sales Management – Anderson, Hair and Bush
 Motivation and Job Satisfaction – M. D. Pestonjee
 Sales Management - Richard Rstill Edward W. Cundiff
 Sales Management – Thomos
 International Marketing – Robert Reed……..
 Industrial Marketing – Hichard M. Hill
 Strategies for selling-Gerald A.Michaelson
 Value added selling-Tom Reilly
 Sales Management with Personal Selling Salesmanship
 Channel Management –Stern – El Ansary
 Distribution Management – S. Eliton
 Sales and Distribution Management – S. L. Gupta
 Channel Management & Retail Management – Meenal Dhotre
 Marketing – Bovee, Thill
 Marketing Management – Philip Kotler

 Sales And Distribution Management Text And Cases-Krishna K.Havaldar, Vasant
M.Cavale

ELMK304: Industrial Marketing
Module I
Environment of industrial and consumer marketing, profile of an industrial buyer, industrial and
consumer marketing, organizational buying behaviour process and organizational buying
behaviour, commercial and institutional buying, Bidding, tendering, channel behaviour,
industrial establishment. OEM and impact on pricing policies.
Module II
The strategic perspective in industrial marketing, the GE matrix, Michael Porter’s generic
options theory, economies of scale Vs economies of scope and case discussion of Schulman
plastics.
Module III
Buyer seller interactions, sales culture overshadowing the marketing culture, interactive
transactions, organizational buying environment, individual Vs group decision making and
buying center influences. Assessing the market reach, fragmented markets and their implications
and industrial pricing the services component.
Module IV
Industrial marketing communications, advertising, publicity, sales promotion possibilities, the

role of exhibitions and domestic and international contacts, the marketing intelligence, role of
MIS and DSS functions and evaluating the marketing strategies and performances.
Module V
Marketing strategies, policy, sales management practices training, motivation and Examination.
Suggested readings:
 Industrial Marketing : Analysis, Planning & Control, 2e, Robert R Reeder,
Edward G Brierty & Betty H Reeder - Prentice-Hall, India
 Business Marketing Strategies – Cases, Concepts & Application, Shapino,
Kasturi Rangan & Modiati, Irwin McGraw Hill
 Business Marketing Management: A Strategic View of Industrial and
Organizational Markets, Hutt & Speh – South Western Educational
Publishing
 Industrial Marketing, 4e, Hill Richard, Alexander Rosph & Cross James S –
AITBS
 Business to Business Marketing, H Micheal Hayes & Per Jenster - Irwin/
McGraw-Hill
 Business Marketing, Naresh Malhotra
 Charles Futrell,ABC of Selling, AITBS,New Delhi.
 M. Govind Rajan, Industrial Marketing Management, Vikas
 Publishing House Pvt. Ltd., New Delhi.
 Bellur and Bekman, Sales Management, Himalaya, Mumbai.
 Sahu P.K. & K.C. Raut– Salesmanship & Sales Management, Vikas
 Publishing House, New Delhi.
 Francis Cherunilam– Industrial Marketing , Himalaya Publishing
 House, Mumbai.
 B. Berman & J.R. Evans : Retail Management– A Strategic Approach, PHI,
New Delhi.
 S. Nair : Retail Management, Himalaya Publishing House, Mumbai

ELHR301: Performance Management Systems
Module I
Overview of Performance Management
Employee Motivation & Needs (Vrooms & Adam theory of Motivation); Performance
Appraisal: The past & the future; Human Resource Development & Performance Appraisal;
Planning Performance & Role Clarity, Accountability and Effectiveness
Module II
Process of Performance Appraisal
Measuring Performance Appraisal – Objectives & Indicators; Methods of Appraisal –

Contemporary & Modern methods; Competency mapping & potential appraisal – Case studies;
Performance feedback & counseling
Module III
360 degree Feedback
Definition, methodology, advantages/disadvantages of Feedback, RSDR Model, Criteria for

success, Experiences in 360 appraisals.
Module IV
Performance Management in application
Performance Management and development; Performance Management and Pay; Creating High
Performance organization.
Module V
Emerging Concerns & Performance Management
Performance Management and ESOP; Indian experience in Performance Management; Appraisal

for future – going beyond tangible performance. Performance Management practices – Live
Projects
Suggested readings:
 Performance management– The

Michel Armstrong/ Jaico publishing house
new realities,
 A Handbook of Reward Michel Armstrong/ Kogan Page India Pvt.
Management Practice Ltd
 Performance Management and
T.V. Rao/ Response Books
Appraisal Systems
 Appraising & developing
T.V. Rao/ Excel Books
managerial performance
 Performance management–
Cardy, Robert. L
concepts, skills and exercises
 Managing individual
Aldwin, Kieran
performance
 Performance Management : Aubrey Daniels
Improving Quality Through
Positive Reinforcement
 Performance Management - A Robert Bacal

Briefcase Book
 The Complete Guide to BDick Grote

Performance Appraisal
 Effective Phrases for James Neal

Performance Appraisals : A
Guide to Successful Evaluation

ELHR302: HR Planning & Development
Module I
HR Planning
Objectives, Benefits, Advantages, Remediation & Problems
Module II
Tools, Methods & Techniques – Linkage of HR. Planning with other HR Functions, Recent
Trends in HR Planning. Job Analysis. HR Forecasting
Module III
The Concept of Strategic HRM
Strategic HRM, Aims of SHRM, Models of SHRM, SHRM and HR strategies.
Module IV
Introduction to Human Resource information system

Designing and Implementation of HRIS. Recruitment and selection, T & D, Performance
Appraisal, IR & Administration, Compensation Management
Module V
Introduction to Human Resource audit
Objective, Methodology, reasons for poor utilization and effectiveness. HR Functional Audit.
HR Effectiveness Audit. HRD Scorecard
Module VI: Career Planning and Succession Management
Suggested readings:
 Planning and Managing Human

Second Edition by William J. Rothwell,
Resources,
H. C. Kazanas
 Strategic Human Resource

Management: A General (2nd Edition) by Charles R. Greer
Managerial Approach

 The HR Scorecard: Linking Brian E. Becker, Mark A. Huselid, Dave
People, Strategy, and Ulrich
Performance
 Staffing the Contemporary

Organization : A Guide to Second Edition by Donald L. Caruth,
Planning, Recruiting, and Gail D. Handlogten
Selecting for Human Resource
Professionals
Jennifer Joy-Matthews, David
 Human resource development
Megginson,
 Human resource development: John P. Wilson
learning & training for
individuals & ...
 Human resource development: Francesco Sofo
perspectives, roles and practice
choices
 Human Resource Development Jon M. Werner, Randy L. DeSimone
 The human resource Pat Hargreaves, Peter Jarvis

development handbook

ELHR303: Industrial Relations and Legal Framework governing Human Relations
Module I
Industrial Relation – Conceptual framework.
Industrial Relations in India – Diversity in labour/market, state and sectoral. Industrial Relations
– Legal and changing scenario.
Module II
Trade Unions and institutional framework.
Trade unions during post liberalization. Trade Unions Act. Industrial disputes. Machinery for the
settlement of Industrial. Industrial employment disputes (Standing order)
Module III
Collective Bargaining: An overview
Workers participation in Management, concept, objectives, importance, forms of workers

participation in Management. Laws relating to various benefits for workers. Insurance and
wages.
Module IV
Discipline in Industrial Relations
Disciplinary system, causes of indiscipline, mode of discipline in industrial v/s industrial

indiscipline. Right to terminate – rights of workman u/s 11-A
Suggested readings:
 Industrial relations in India's

N. N. Chatterjee
developing economy
1.
 Industrial Relations, Trade Sinha

Unions, and Labour Legislation
- Page 19
1.
 Dynamics of trade unionism in Yellappagari Narayana Chetty

India: sociological approach -
1.

 Industrial relations: towards a
theory of negotiated Jerome Joseph
connectedness
1.
K. K. Jacob
 Industrial relations in public
sector
1.
 Industrial relations -
Arun Monappa - 1985
1.
 Employment relations in the

growing Asian economies - Page Anil Verma, Thomas A. Kochan, Russell
267 D. Lansbury
1.
 Labour, employment, and

industrial relations in India: ... T. S. Papola, P. P. Ghosh, Alakh N.
Sharma
1.
 Personnel management and

industrial relations N. Kumar, R. Mittal

ELHR304: Organization Restructuring & Development
Module I
Organizational Development: An Introduction
Nature, basic assumptions, Characteristics & techniques. Historical framework of

Organizational Development. The Lab training stem, The survey research and feedback
stem, The Action Research stem, Steps involved in Organizational Development, Role of
Managers, Factors affecting Organizational Development.
Module II
Typology of Organizational Development Interventions
Interventions designed at Individuals, Dyads/Triads, Team and Groups, Inter-group

Relations, Total organization, Weisboard Model.
Module III
Action Research & Organizational Design
Introduction to Action Research, Action Research as a Process and as an Approach,

Determinants of Organizational Design, Components of Organization Design,
Organization - The Environment Interface, Organizational Decision Making
Module IV
Organizational Development Interventions
Team Interventions, Inter-group Interventions, Comprehensive Interventions, Structural

Interventions, Issues in Consultant - Client Relationship; Power, Politics and
Organizational Development.
Module V: Change Management
Why Organization Change, Need for change, Factors causing change- Environmental,
Technological, Legal, Political, Social, &, Cultural factors of change, Models &
techniques involved in change management, Total Quality Management, Business
Process Reengineering, Guidelines for Facilitating change.
Module VI: Future of Organizational Development
Changing values, Cultural Models & theories of planed change, organizing for the Future,
Organizations as learning systems, and Implications for future managers.

Suggested readings:
 Organization development:
principles, processes, Gary N. McLean
performance
 Organization development: a
Joan V. Gallos
Jossey-Bass reader
 Organization development:
Robert T. Golembiewski
ideas and issues
Kavita Singh/ Excel Books

 Organization Development
 Organization development French and Bell/ Pearson
 Organization Development Zwack ,French and Bell/ Tata McGraw

Hill
 Organization development: S. Ramnarayan, T. Venkateswara Rao,
interventions and strategies Kuldeep Singh
 Organization development: Wyatt Warner Burke

principles and practices
 Organization development: its Warren G. Bennis
nature, origins, and prospects
 Organization development: Wendell L. French, Cecil H. Bell, Cecil
behavioral science interventions Bell
for ...

ELFN301: Management of Financial Institutions
Module I
Introduction
Financial institutions and economic development, Types of Money, Process of Capital

Formation, Technology of financial systems- Pooling, Netting, Credit substitution & Delegation.
Module II
Financial intermediaries
Understanding Financial Intermediaries- Commercial Banks, Central Bank, Cooperative Banks,

Banking system in USA & India, International Banking, Banking Operations, Retail and
Wholesale Banking, Near Banks, Bank assurance, Universal Banking, NBFC’s
Module III
Norms & Practices in the Banking Industry
Principles of Lending, Study of Borrowers, Balance Sheet Analysis, Project Appraisal Criteria,
Marketing of Bank Services, Prudential Norms- Narsimhan Committee Recommendations,
Performance Analysis of Banks, Regulatory Institutions RBI & SEBI, Banking Innovations,
Basle Committee Recommendations, CAR- Risk Weighted Assets and Risk Based Supervision,
Asset Liability Management in Commercial Banks
Module IV
Developmental Financial Institutions
Role of Developmental Banks in Industrial Financing, Resource Mobilization of Developmental

Banks, Project Examination by Developmental Banks.
Module V
Insurance Institutions
Role of Insurance companies in Industrial Financing, Life insurance & General insurance, New
developments in insurance as a sector in the Indian financial system
Suggested readings:
 Bhole L.M., “Financial Institutions and Markets- Structure Growth & Innovations,” Tata
McGraw Hill, New Delhi, 2006 4th Edition.s
 Fabozzi. Frank.J, Modigliani Franco, Jones Frank .J and Ferri Michael. G – “Foundations
of Financial Markets and Institutions,” Pearson Education Asia, New Delhi., 3 rd Edition
2002.
 Saunders Anthony and Cornett Marcia. M, “Financial Markets and Institutions – A
Modern Perspective,” Tata McGraw Hill Publishing House,New Delhi, 2004 Edition.
 Rose, Peter S. and Fraser, Donald R , “Financial Institutions” Ontario, Irwin Dorsey,
1985 Edition.
 Vij, Madhu , “ Management of Financial Institutions in India,” Anmol Publishing House,
New Delhi, 1991 Edition.
 Yeager, Fred C. and Seitz, Nail E , “Financial Institution Management: Text and Cases,”.
Englewood Cliffs, New Jersey, Prentice Hall Inc., 1989, 3rd Edition .
 Meir Kohn, “ Financial Institutions and Markets,” Tata McGraw Hill Publising
House,New Delhi, 1999 Edition.
 Srivastva R.M and Nigam Divya ,”Management of Indian Financial Institutions,”
Himalaya Pub. House, New Delhi, 2005 Edition.
 Khan M.Y, “ Indian Financial System, “, Tata McGraw Hill Publishing House, New
Delhi, 2000 5th Edition,.
 Fabozzi Frank . J Modigliani Franco, “Capital Markets (Institutions & Instruments),”
Prentice Hall of India, 2005 3rd Edition.
 Desai Vasa nt , “The Indian Financial System & Development innovating Success,”
Himalaya Publishing House, 2005.
 Machiraju HR, “ Indian Financial System ,” Vikas Publishing House,New Delhi, 2000
Edition.
 Varshney P.N.,. Mittal D.K, “ Indian Financial System,” Sutan Chand & Sons,New
Delhi, 2005 6th Edition.
 Mithani, D.M,”Money Banking International Trade,Finance,”Himalaya Publishing
House,Reprint 2000.
 Pathek, Bharti V,”Indian Financial System,” Pearson Education,New Delhi.
 Jain T.R,Khanna O.P,”Indian Financial System,” V.K Publications, New Delhi.

ELFN302: Financial Derivatives
Module I
Introduction
Changing Environment and Increasing Price Risks, Financial Engineering as a response to
Increased Risks, Types of Risks and Risk Management, Tools of Risk Management, Conceptual
and Physical Tools of Financial Engineering, Effect of Speculation and Arbitrage on Market
Efficiency, Derivative Market in India
Module II
Futures and Forwards
The Futures Markets, Buying and Selling Futures, Devising a Hedging Strategy Using Futures,
Stock Index Futures, Value at Risk, Short Term and Long Term Interest Rate Futures, Foreign
Currency Futures and Commodity Futures
Module III
Swaps
Structure of a Swap, Interest Rate Swaps, Currency of Swaps, Commodity Swaps, Other Swaps,
Credit Risk, Role of a Swap Dealer.
Module IV
Options
Options Markets; Properties of Stock Option Prices; Option Pricing Models – Binomial Model,
Black-Scholes; Model, Single Period Options – Calls and Puts, Payoff Diagrams of Simple and
Complex Option Strategies, Cash Settled Options, Multi-Period Options – Caps, Floors, Collars,
Captions, Swaptions and Compound options, Cross-currency Futures and Options.
Module V
Other Innovations
Debt Market Innovations, Mortgage Backed Securities, Hybrid Securities, Asset-Liability
Management, Corporate Restructuring and LBO.
Module VI
Recent Trends
Exotic Options, Synthetic Instruments, Developments in Equity-Based Strategies, Direct and
Cross Hedges, Future Trends and Issues in Financial Engineering.

Suggested readings:
 Introduction to Futures and Option Markets (John C Hull)

 Financial Engineering with Derivatives (Robert Klein, Jess Lederman)
 Financial Derivatives (S.S.S. Kumar)
 Derivatives (Philip Johnson)

ELFN303: Security Analysis & Portfolio Management
Module I
Environment of Investment
Process of Investment in Financial Assets, Salient Features & Operations of Stock Exchanges,
Trading Arrangements, Changing Scenario of Indian Stock Market with Emphasis on
Transparency, Efficiency of Indian markets.
Module II
Setting the Objectives
Risk and Return in the Context of Portfolio, Common Stock Valuation Models, Term Structure
of Interest Rates, Risks in Fixed Income Securities, Macaulay’s Duration.
Module III
Security Analysis
Fundamental Analysis – Economic & Industry Analysis, Concept of Business Cycles, Indicators
of Economic Prosperity, Industry Analysis, Company Analysis, Company Valuation, Technical
Analysis.
Module IV
Portfolio Construction & Optimization – Modern Portfolio Theory
Markowitz’s Risk-Return Optimization, Generating the Efficient Frontier, Single-Index Model,
Capital Asset Pricing Model, Motivation for Partitioning of Risk, Arbitrage Pricing Theory,
Module V
Portfolio Performance Examination & Revision
Managed Portfolios and Performance Examination - Sharpe’s, Treynor’s, Jensen’s and Fama’s
Performance Measures, Portfolio Revision - Portfolio Re-balancing and Upgrading, Mutual
Funds and their Portfolio Management Schemes.
Module VI
Advancements in Theory of Investment Management

Redington’s Immunization, Derivatives - Payoff patterns of elementary options and possibilities
of increased diversification.
Suggested readings:
 Chandra, P. 2002, Investment Analysis, Tata McGraw Hill

 Bhalla, V.K. 2001. Investment Management: Security Analysis & Portfolio Management,
S. Chand and Company, 8th Ed.
 Fischer, D.E. and Jordan, R.J. 1995, Security Analysis & Portfolio Management, Prentice
Hall of India
 Fuller, R. J. and Farrel, J.L. 1987, Modern Investment & Security Analysis, McGraw Hill
International.
 Sharpe & Alexander, Investments, Prentice Hall of India

ELFN304: International Financial Management
Module I
International Financial Environment
Finance function in global business scenario, International Monetary System, International
Financial Markets and Instruments, Balance of Payments, Recent Developments.
Module II
Foreign Exchange Markets
Spot and Forward Foreign Exchange Markets, Speculation and Arbitrage in Foreign Exchange
Markets and Implications of Market Efficiency, Currency Swaps, Currency Futures and Options.
Module III
Foreign Exchange Rate Determination
Theories of Exchange Rate Determination, Fundamental International Parity Conditions –
Purchasing Power and Interest Rate Parity, Forecasting Exchange Rates - Technical Forecasting,
Time Series Modelling, Fundamental Forecasting.
Module IV
Foreign Exchange Rate Exposure and Risk Management
Transaction, Translation and Operating Exposure, Exposure from Equity and Borrowing in
International Financial Markets, Hedging tools for Management of Transaction Exposure and
Interest Rate Exposure, Degree of Hedge.
Module V
Issues in Foreign Investments Analysis
Examination of International Investment Proposals, Discounted Cash Flow Analysis, Tax
Adjusted Present Value Approach, Political Risk Analysis, External Investment Decision –
Measuring Total Returns on Foreign Investments, Optimal International Asset Allocation.

Module VI
International Taxation and Regulatory Framework
International Tax Laws, Transfer Pricing – Arms Length Price, International Legal Procedures &
Norms
Suggested readings:
 Apte, P. G. 1995, International Financial Management, Tata McGraw Hill

 Errunza, V. R., Singh, D. and Srinivasan, T.S. 1994, International Business Finance,
Global Business Press.
 Seth, A.K. 2000, International Financial Management, Galgotia Publishing Company.
 Hull, J. C. 1999, Introduction to Futures and Options Markets, Prentice Hall of India

ELIS301: E- Commerce
Module I
Introduction to e-business
Electronic business, Electronic Commerce, Electronic Commerce models, Types of
Electronic Commerce, Value chains in Electronic Commerce, E-commerce in India,
World Wide Web, Internet Architecture, Internet Application, Web based tools for
electronic commerce, Intranet, Composition of Intranet, Business application on Intranet,
Extranets, Electronic Data Interchange, Components of EDI, EDI communication
Process.
Module II
Security Threats to e-business
Security Overview, Electronic Commerce Threats, Encryption, Cryptography, Public Key
and Private Key Cryptography, Digital Signatures, VPN, Digital Certificates, Security
protocols over public Networks: HTTP, SET, SSL, Firewall as Security Control, Public
Key Infrastructure (PKI) for security, prominent Cryptographic applications.
Module III
Electronic Payment system
Concept of Money, Electronic Payment system, Types of electronic payment systems,
Smart Cards and Electronic Payment Systems, Infrastructure Issues in EPS , Electronic
Fund transfer-Commerce Law, Forms of Agreement, Govt. Policies and Agenda
Module IV
e-Business Application & strategies
Business models & revenue models over Internet, Emerging trends in e-business.e-
Governance, Digital Commerce, Strategies for business over web.
Module V
Mobile Commerce
Introduction, Wireless Application Protocol, WAP technology, Mobile
Information Device, Mobile computing Applications

Suggested readings:
 Ravi Kalakota, Andrew Winston,”Frontiers of Electronic Commerce”, Addison

Wesley.
 Whitley, David (2000).e-Commerce strategy, Technologies and Applications.Tata
McGraw Hill.
 Bajaj and Nag, ”E-Commerce the cutting edge of Business”, TMH
 Elias M. Awad, ”Electronic Commerce From Vision to Fulfillment”.
 Parag Diwan, Sunil Diwan,”e-Commerce (A Manager Guide to E-business)”.

ELIS302: Relational Database Management
Module I
File System and Databases: Introducing the database – files and file systems – database
systems – introduction to database models – data base models and internet. The Relational
Database Model: A Logical view of data – keys – integrity rules – relational database operators
– relationships within the relational database – data redundancy indexes.
Entity Relationship Modeling: Basic Modeling Concepts – degrees of data abstraction – entity
relationship model – converting an E-R Model into a database structure. Normalization:
Database tables and normalization – normalization and data base design
Higher level normal forms – Denormalization.
Module II
Structured query language: SELECT Statement – distinct clause – handling of null values –
ORDER BY clause, WHERE clause – relational operators – logical operators (AND, OR, NOT),
SQL Operators – (BETWEEN, AND, IN, LIKE) – numeric functions – string functions – date
functions – conversion functions – GROUP BY clause – group functions – HAVING clause –
joining tables – SET Operators (UNION, INTERSECTION, MINUS) – Sub queries.
Module III
Distributed database management system: Evolution – distributed processing and distributed
databases – distributed database management systems – DDBMS Components – levels of data
and process distribution.
Client server systems: Client/server systems – need – evolution – managerial expectations –
client/server architecture styles – client/server implementation issues – backend database
connection – to front end application like Visual Basic.
Object oriented databases: Object oriented concepts – features of an object oriented DBMS –
How object orientation affects database design – Advantages and disadvantages of OODBMS.
Web based databases
Module IV
Database security and administration: Database security – access control – GRANT,

REVOKE – GRANT, REVOKE on views and integrity constraint – data as a corporate asset –
the evolution of database administration function – The DBA’s managerial role.

Suggested readings:
 Gary W. Hansen & James V. Hansen. Database Management And Design
 R. Elmsari & S. D. Navathe (2004). Fundamentals of database systems. Addison Wesley.
 Bipin C. Desai (2000). Introduction to Database Management System. Galgotia

Publication.
 Modem Database Management: MeFadden

ELIS303: Data Communication & Networks
Module I
Introduction, Fundamentals of information transmission and coding, Direct link communication
I: wired media., Direct link communication II: wireless media, End-to-end communication:
packet switching and circuit switching
Module II
Socket programming and network communication, Internetworking with TCP/IP: structure,
Internetworking with TCP/IP: functionality
Module III
Congestion control, Routing, Internet traffic: data and multimedia payloads
Module IV
Multimedia communication and QoS, Transparent network services: DNS, HTTP, web server
design, caching and CDNs, Network security: “CIA,” denial-of-service attack, worm attack
Suggested readings:
 McKeown, Information Technology and the Networked Economy, Thomson Learning.
 Forouzan, Data Communication & Networking, TMH, New Delhi.
 Miller, Data and Network Communication, Vikas Publishing House, New Delhi.
 Tennenbaum, Computer Networks, PHI, New Delhi.
 Hagg., Baltzan & Philips, Business Driven Technology, TMH, New Delhi.
 Molly, Using HTML 4, PHI, New Delhi.
 Comer, E. Douglas, Computer Networks and Internet, Pearson Education, New Delhi.

ELIS304: Data Mining & Warehousing
Module I
INTRODUCTION AND DATA WAREHOUSING

Introduction, Data Warehouse, Multidimensional Data Model, Data Warehouse Architecture,
Implementation, Further Development, Data Warehousing to Data Mining
Module II
DATA PREPROCESSING, LANGUAGE, ARCHITECTURES, CONCEPT DESCRIPTION

Why Preprocessing, Cleaning, Integration, Transformation, Reduction, Discretization, Concept
Hierarchy Generation, Data Mining Primitives, Query Language, Graphical User Interfaces,
Architectures, Concept Description, Data Generalization, Characterizations, Class Comparisons,
Descriptive Statistical Measures.
Module III
ASSOCIATION RULES
Association Rule Mining, Single-Dimensional Boolean Association Rules from Transactional
Databases, Multi-Level Association Rules from Transaction Databases
Module IV
CLASSIFICATION AND CLUSTERING

Classification and Prediction, Issues, Decision Tree Induction, Bayesian Classification,
Association Rule Based, Other Classification Methods, Prediction, Classifier Accuracy, Cluster
Analysis, Types of data, Categorisation of methods, Partitioning methods, Outlier Analysis.
Module V
RECENT TRENDS
Multidimensional Analysis and Descriptive Mining of Complex Data Objects, Spatial Databases,
Multimedia Databases, Time Series and Sequence Data, Text Databases, World Wide Web,
Applications and Trends in Data Mining

Suggested readings:
Jiawei han & micheline

 Data mining-concepts & techniques kamber
 Mining the web Soumen chakrabarti
 Principles of data mining David j. Hand

Alex berson & stephen
 Data mining applications smith

ELIB301: Foreign Trade Policy & Import Management
Module I
India’s Foreign Trade Policy & External Cooperation
India’s Foreign Trade Policy: An overview & WTO Compatibility, Historical Perspective,
India’s Foreign Trade: Direction and trend, Liberalisation, Privatisation & Globalisation of
Indian Economy & its impact on Foreign Trade, India’s major Regional Cooperation
Agreements & implications for Trade
Module II
Institutional Framework
Institutional Framework for Export Promotion, Export Incentives, Govt. agencies promoting
Export, Export Promotion Councils, State Boards etc., Market Development Assistance, Special
Economic Zones & 100% EOUs promoting exports, Central Warehousing Corporation,
Infrastructural Support for Export Promotion
Module III
Export Import Strategies & Practices
How to become a Exporter/Importer in India: Regulatory Requirement, Strategies for Export

Import Management, Export Strategy Formulation, Import Strategy Formulation, ITC Code&
Harmonized System of Classification: Classification of Export-Import Product, Classification
under OGL, Canalized ,Restricted/Prohibited list , Customs Valuation, Duty Exemption &
Remission Schemes, Export Promotion Schemes :Advance License, DEPB, EPCG and other
Schemes
Module IV
Trade Protection Mechanism
Meaning of Trade Protection, Various types of trade Protection: Anti Dumping, Countervailing
& Safeguard Measures, India’s Anti Dumping Measures
Suggested readings:
 India’s Foreign Trade Policy, Govt. of India, New Delhi,2009

 Paul, Justin & Aserkar, Rajiv, Export Import Management, Oxford: New Delhi, 2008
 Mishra, S.K & Puri, V.K ,Indian Economy, 27th Ed., Himalaya: New Delhi,2009
 Economic Survey 2009-10, Govt. of India, New Delhi,2009

ELIB302: International Marketing
Module I
International Marketing: An overview, Globalization of Markets, Global Trade: Trends &

Directions, Multilateralism and rise of WTO, Regionalization of Market, Evolutionary Process
of Global Marketing, Process of International Marketing, Emerging Opportunities in
International Markets, Why Cos go global: Ethnocentric, Polycentric, Regio centric and theo
centric approach
Module II
Entering International Markets, Concept of Market Entry, Various Modes: Direct & Indirect,
export, contract, licensing, Joint Ventures, wholly owned subsidiaries, Acquisions , Green Field
Operations etc., Factors affecting the selection mode, Product Strategy for International
Markets , Standardization vs Adaptation, International Marketing Mix
Module III
Exploring International Markets, International Marketing Plan, Sources of information,

Identifying Factors influencing consumer demand
Module IV
Pricing decisions for International Markets, Factors influencing Pricing Decisions, Skimming &
penetration pricing, Currency considerations in exporting in exporting & in International
Marketing, Terms of Payment, Types of Credit, International Trade Finance & Risk
Management
Module V
Need for Strategic Orientation, Evaluating & controlling International Marketing Strategy,
Emerging issues in International Marketing, ICT & marketing of Services
Suggested readings:
 Joshi, R.M, International Marketing, Oxford: New Delhi,2007

 Jain, Subhash, International Marketing, Thompson 2008
 Onkvisit, Sak & Shaw, John, International Marketing : Analysis & Strategy, Routledge,
2007
 Daniel, John D, Radebaugh, Lee H, Sullivan, Daniel P and Salwan, P, International
Business: Environment & Management. 12th ed.,Pearson:Delhi,2009
 Bhattacharya, B.B & Varshney , R.L, International Marketing: Indian Perspective, Sultan
Chand: New Delhi,2003
 Keegan , Warren J, & Green ,Mark, Global Marketing,3rd Ed. PHI: New Delhi,2008
 Jeannet, Jean Pierre & Hennessey, Hubert D. , Global Marketing Strategies,Jaico,2008

ELIB303: Trade Finance & Foreign Exchange Management
Module I
Introduction
Trade Finance & Forex Management, International Financial Markets and Instruments , Major
Invoicing Currencies, Devaluation & Export Promotion, Recent Developments
Module II
Trade Finance
An Overview of Trade Finance, Letter of credit, Role of EXIM Bank, ECGC and its functions,
Methods of Trade Financing
Module III
Structure & Operations of Foreign Exchange Markets
Structure of Foreign Exchange Markets, Types of Transaction and Settlement Dates, Exchange
rate quotation and arbitrage, forward quotation, Pricing of short date and broken date contracts,
Exchange Rate Regimes and the Foreign Exchange Markets in India, Introduction to Currency
Derivatives
Module IV
International Financial Markets & Banks
Channels of International flow of funds, structure of IFM, Selection and Sources and Forms of
Funds, Foreign Exchange Management Act(FEMA),Financial Intermediation Function,
Direction and Purpose of Lending, Concern of Lenders, Borrowers, Depositors ,Credit Creation
Function, Global Cash Management ,Control of International Banks
Module V
Foreign Exchange Rate Exposure and Risk Management
Using The Forward Markets for Hedging Transaction Exposure, Hedging with money market,
hedging with currency options , hedging with currency futures , internal hedging strategies ,
speculation foreign exchange and money markets, operational exposure and real exchange rate ,
Accounting Implications and International Activities
Suggested Readings
Apte, P.G (1995) International Financial Management, TMH :New Delhi
Seth, A.K (2000) International Financial Management, Galgotia : New Delhi
Sharan, V (2006) International Financial Management, 5th Edition, PHI : New Delhi
Hull , J.C (1999) Introduction to Futures and Option Markets, PHI: Delhi
Shapiro, Alan C (2002), Multinational Financial Management, 4th Edition, PHI: New Delhi
ELIB304: International Trading Operations & Practices
Module I
Introduction on exporting/importing, steps for successful exporting/importing, international

trade documents – proforma invoice/mates receipt/Bill of Lading and its types/Invoice/packing
list etc/certificate of origin/certificate of insurance/IEC code, INCO terms, harmonized system
and commodity classification BTN. Bids/offers, Contracts and contract terms/clauses
Module II
Export Procedures- filing of EGM, Central Excise clearance, customs clearance, Role of C& F
agent, shipment of export cargo, consolidation cargo & freight manifests.
Module III
Import Procedures: filing of IGM, receiving cargo, clearing the import cargo, inspection, and
transportation of cargo from port.
Module IV
Export/Import payment: modes of payment in international trade – Letter of Credit, Holding

Certificates, Cash against Documents, Advance payments, documents required, banking - swift.
Module V
Export /Import by other modes- Air and postal cargo clearance, AWB, clearance of postal and
air cargo
Module VI
Special Issues- insurance, Quality control and pre and post-shipment inspection, Deemed
exports, Re-export procedure, role of EOUs, FTWZ and SEZs
Suggested readings:
Pierre david & richard

 Management of trading operations stewart
 International trading operations Ram singh
 Export - import procedures C. Ram gopal

SEMESTER IV
CP401: Management Information Systems
Module I
Introduction: MIS and information systems in business; types of information systems:
Transaction Processing System (TPS) - Office Automation system(OAS)
Management Information System (MIS) - Decision Support System (DSS)

and enterprise sytems (EPS) - Expert System (ES) -Executive Support System (EIS or ESS).
role & importance of MIS
Module II
Database Management: Data storage & retrieval, Data languages, architecture & types of
databases
Decision support systems; Tools of business support systems, what if analysis, sensitivity
analysis, goal seek analysis, optimisation analysis, GDSS
Business intelligence & Knowledge Management - Data Mining, Online Analytical Processing
OLAP. Types of Knowledge Management Systems
Module III
Developing systems: System Development Cycle; System Analysis; System Design, System
implementation Strategies and process; System Evaluation and Maintenance
Module IV
Business Applications: Cross-functional Business systems MIS; ERP; CRM; SCM; Transaction
processing; E-commerce
Artificial Intelligence-Artificial intelligent technologies in business: neural network, fuzzy logic,
genetic algorithm, virtual reality
Module V
Management Issues in MIS - Information Security and Ethical challenges, Managing Global
Information Systems
Suggested readings:
 “Management Information Systems”, Arora Ashok, Bhatia

 “Management Information Systems”, Oz Effy

 “Management Information Systems”, Kenneth J Laudon, Jane P.
Laudon, Pearson/PHI,10/e, 2007
 “Management Information Systems”, W. S. Jawadekar, Tata
McGraw Hill Edition, 3/e, 2004
 MIS by Ralph Stair
 “Management Information System”, James A. O’ Brien, Markas, Tata
McGraw Hill, 12th Edtion.
 “Management Information Systems”, S.Sadagopan, PHI, 1/e, 2005
 “Management Information Systems”, Effy Oz, Thomson Course
Technology, 3/e, 2003
 Corporate Information Strategy and Management”, Lynda M
AppleGate, Robert D Austin et al, Tata McGraw Hill, 7th Edition.

CP402: Project Work
Examination Scheme:
Contents & Layout of the Report 30
Conceptual Framework 10
Objectives & Methodology 15
Implications & Conclusions 15
Viva/ Presentations 30
Total 100

CP403: Business Communication
Module I
Communicating Electronically; Using Voice Communication in Business

Using Internet Communication in Business
Module II
Effective business writing; Style, word-usage, organization, mechanics, electronic mail with
attached documents for specific objectives; Revising and proofreading; Writing for maximum
effect; using language checkers
Module III
Ethical & Legal Issues in Business Communication; Legal Aspects of Business communication;
Mass Communication: Mass Communication & Promotion Strategies; Advertisements;

Publicity; Press Releases; Media Mix, Public Relations, Newsletters
Module IV
Professional Communication; teleconferencing; videoconferencing
Formatting Standard business documents; Global Communication and Technology; Crisis

Management; Communication during Crisis; Business Continuity Plan
Suggested readings:
 ‘Basic Business Communication: Skills for Empowering the Internet Generation with
Student’; 2009; Lesiker, Raymond, Flatley; McGraw Hill (At least 20 copies)
 ‘Foundations of Business Communication: An Integrative Approach; 2009; Dona J.

Young; Tata McGraw Hill
 ‘Business Communication for Managers’; 2004; Penrose, Rasberry, Myers; Thomson
 Business Communication Today’; 2008; Bovee, Thill and Schatzman; Pearson
Education; LPE; Delhi (At least 20 copies)
 Business Communication; Meenakshi Raman and Prakash Singh, 2006, Oxford
University Press (At least 20 copies)
 Contemporary Business Communication’, Scot Ober, 2004, Biztantara (At least 20
copies)
 ‘The Power of Corporate Communication, Paul Argenti & Janis Forman, 2003, Tata
McGraw Hill
 Communicating in Business & Professional Settings, M. S Hanna & G L Wilson, 1998,
McGraw Hill

CP404: Behavioral Skills
Module I: Individual, Society and Nation

Individual Differences and Dimensions of Personality
Socialization Process
Relating to the Nation: Values, Culture, Religion
Sense of pride and Patriotism
Managing Diversity
Module II: Components of Excellence

Personal Excellence:
Identifying long-term choices and goals
Uncovering the talent, strength & style
Analyzing choke points in your personal processes by analysis in area of placements, events,
seminars, conference, extracurricular activities, projects etc.
Developing professional power: Goal-setting, time management, handling criticism,

interruptions and time wasters
Module III: Career Planning
Knowing one’s Interest and Aptitude

Identifying available Resources
Setting goals to maintain focus:
Developing Positive attributes in personality
Self-reliance and Employability skills
Module IV: Stress Management for Healthy Living
Meaning and Nature of Stress
Stages of stress
Causes and Consequences of stress: Personal, Organizational and Environmental
Personal Styles and strategies of coping
Module V: Professional Success

Building independence & interdependence
Reducing resistance to change
Continued reflection (Placements, events, seminars, conferences, projects extracurricular

Activities etc.)
Module VI: End-of-Semester Appraisal
Viva based on personal journal

Assessment of Behavioral change as a result of training
Exit Level Rating by Self and Observer
Suggested readings:
 J William Pfeiffer (ed.) Theories and Models in Applied Behavioural Science, Vol 2, Group
(1996); Pfeiffer & Company
 Smither Robert D.; The Psychology of Work and Human Performance, 1994, Harper Collins
College Publishers
 Raman, A.T. (2003) Knowledge Management: A Resource Book. Excel Books, Delhi.
 Kamalavijayan, D. (2005). Information and Knowledge Management. Macmillan India Ltd.
Delhi

CP405: Foreign Language
Module I
Comparison using adjectives, Making requests
Module II
Seeking permission
Module III
Practice of conversations on:
Visiting people, Party, Meetings, After work, At a ticket vending machine etc
Module IV
Essays, writing formal letters

ELECTIVES
ELMK401: Internet Marketing
Module I
A framework for internet marketing
Commercial beginnings of the Web – Internet Business models – marketing in a connected world –
Internet as a marketing platform: opportunities and challenges – critical success factors for internet
marketing – benefits of and barriers to Internet marketing – market opportunity analysis in the new
economy – delivering customer value
Module II
Strategic Internet marketing
Planning the internet strategy – Stages of Internet marketing – Segmenting the internet market, Niche
marketing strategies, On-line positioning and competitive analysis – Internet marketing scenarios –
pure-play, bricks-and-clicks, bricks-and-mortar
Module III
Internet market intelligence and user-behaviour
Internet demographics: On-line user behaviour and characteristics – navigation behaviour (click-o-
graphics) – Market research on the internet, Web tracking audits and demand forecasting Trends in
internet marketing – acquiring customers on the web – contextual marketing.
Module IV
Internet marketing mix
Product development: influence of interactivity and individualization – new product development
process – Brand building on the web – Designing on – line services – Customer interface design
issues
Pricing on the internet – the economics of pricing, pricing process, dynamic pricing and pricing
strategies
Internet as a distribution channel – disintermediation – the role of Internet intermediaries – Designing
channel systems – Managing distribution channels: Creating and Managing Online Partnerships:
Affiliate marketing Online advertising; models and types, On-line promotion: direct marketing, viral
marketing, developing campaigns, eCRM
Module V
Special Issues in Internet marketing
The design of the customer experience (Web design issues relevant to marketing) – managing e
Service encounters
Internet communities and marketing: the creation and transfer of value within communities
Legal, security and ethical issues in internet marketing
Suggested Readings:
 Mohammed, Fisher, Jaworski and Cahill : Internet marketing – building advantage in a
networked economy (Tat McGraw-Hill)
 Strauss and Frost: E-Marketing (Prentice-Hall)
 Vassos: Strategic Internet Marketing – Practical e-commerce and branding tactics (Que
Books)
 Chaffey, Meyer, Johnston and Ellis – Chadwick: Internet Marketing (Prentice-
Hall/Financial Times)

ELMK402: Customer Relationship Management
Module I: Introduction to CRM: The CRM Promise

Philosophy of CRM; Why CRM is critical to company’s survival and growth. Rationale and
Benefits of CRM; Types of CRM; Emerging issues and future trends of CRM.
Module II: Creating Customer Value through CRM

Customer Satisfaction: Pre-requisite to customer Relationship; Customer Value; Value Chain
Analysis; Customer Life time Value: Concept and Measurement ; Measuring Equity in
Customer Relationships; Role Of Service Quality In Creating Customer Value; Service And
Relationship Quality.
Module III: Relationship Marketing

Domain, Evolution and Growth of R.M.; Conceptual and theoretical foundations of R.M.;
Process ,Programs and strategies for RM; Extending the concept of Relationship to achieve
competitive advantage.
Module IV: Managing Customer Relationships

Managing Service Recovery and Complaint Handling; Customer Retention Strategy
Module V: Technology in CRM

Role of Technology in CRM; How Technology is helping in maintaining customer relationships;
Three W’s of Technology; Role of Data Mining and Data Warehousing in CRM; What Is the
Impact of Internet and E-Commerce Revolution on CRM- E-CRM?
Module VI: Organizing For CRM

Developing a CRM Roadmap; Eighth building blocks of CRM; Perils of CRM-CRM Roadblocks
Module VII: Applications of CRM
CRM in Services (Hospitality, Information Technology, Health-Care, Retail etc.); CRM in

Financial Services.
CRM in B 2 B Commerce. CRM in Pharmaceuticals.
Suggested readings:
 The CRM Handbook-A Business Guide to Customer Relationship Management, Jill

Dyche’,Pearson Education 2001
 Customer Relationship Management: The Bottom Line to optimizing your ROI by Anton
 John and Natalie L. Petouhoff, Prentice Hall, 2001

 Customer relationship Essential, Gosney JW, Prentice Hall India, 2001
 Accelerating Customer Relationships, Swift, Ronald S, PHI 2001
 Creating Customer Value by Gureja, Gopal E, Tata-McGraw Hill 1997
 Customer Relationship Management, JN Sheth, Atul Parvatiyar ,G.Shainesh, Tata McGraw
Hill 2001
 Customer Relationship Management, Brown, Stanley A John Wiley& Sons 2001
 Latest Approaches to understanding Customer Values & Satisfaction, Gardial,Woodruff,
Infinity Book 2001
 Customer Relationship Management, Anderson, Kristin Tata McGraw-Hill, 2002
 Relationship Marketing, Payne, Adrian, Woburn-Butterworth-Heinemann1996

ELMK403: Advertising & Brand Management
Module I
The Ad Business, the Agency, Role of Research, Positioning, Campaign Development,
Campaign Implementation.
Module II
Creating the Ad, Presentation, Media, Media Planning, Production Print, Production – other
Media.
Module III
Event Marketing – Surrogate Advertising etc. Sales Promotion – New Direction in Marketing,
New Product Launches, Concept Promotion Vs Existing Category Advertising.
Module IV
Evolving a Brand
Concept of branding, the challenges faced by brand managers, the value of a brand to customers
and the organization, Selection Criteria for Name, Symbol and Slogan, Creation of brand
personality and the approaches to develop brand personality scale, brand image sources, identity
and positioning, identity dimensions, core identity and extended identity of brands.
Module V
Brand Re-vitalization
Brand & Line Extensions, Marketing Mix for Brand Extensions, Co – Branding. Upward and
Downward stretching of brands.
Module VI
Managing the Brand Systems
The complexities of managing brand systems, including brand roles, brand hierarchy & branding
benefits. Brand Equity, Brand Awareness, Brand Loyalty, Brand Associations, Brand Promise,
Brand Recognition, Recall and Brand Equity. Brand Examination based on cost based and
customer based Examination methods.
Suggested readings::
 Advertising Management, David Aaker, Myers and Batra

 Magazines, A&M, Brand Equity, Business World
 Advertising, Wright, Winter, Ziegler
 Advertising, David Ogilvy, Trout and Ries
 Advertising Theory & Practice, Sandage, Fryburger, Ratroll
 Branding Concepts- Pati, Debashish
 Brand Positioning Strategies for Competitive Advantage- Subrato Sengupta
 The New Strategic Brand Management- Kapfere, Jean-Noel
 Brand Management Perspectives and Practices- Das, Naveen
 Total Brand Management: An Introduction- Chaturvedi, B.M
 Brand Management Financial Perspectives- Ray,

ELMK404: Rural Marketing
Module I
Rural marketing an overview, principles of marketing as relevant to rural marketing changing
concept of marketing, profiles of urban/ customers and differences in their characteristics.
Module II
Features of rural markets/ infrastructure, products and services in the rural markets and channels
of distribution and trade management.
Module III
Transportation and communication, advertising and sales promotion strategies for rural
marketing and characteristics of pricing in rural markets for different products and factors
influencing.
Module IV
Marketing objectives, sales target strategies, organizing for rural marketing and new product
launch techniques for rural markets.
Module V
Marketing strategies, policy, sales management practices training, motivation and Examination.
Module VI
Rural Market research and market information system and a glimpse of the future of rural
marketing.
Suggested readings:
 Ramkishen Y New Perspectives in Rural & Agricultural Marketing Jaico Books

 Rural Marketing in India- Strategies & Challenges New Century Publications
 Krishnamacharyaulu C.S.G, Ramakrishnan Lalitha Rural marketing Text & Cases,
Pearson education
 Krishnamoorthy Introduction to Rural marketing, Himalaya Publishing House 2008

edition

ELHR401: International HR & Cross- Cultural Management
Module I
Internationalization
The strategic business context – A strategic business imperative localization of the talent port
folio, Relationship between International Strategy and SIHRM- International Human Resource
Management – Broad overview of International Human Resource Management features,
elements, benefits and limitations.
Module II
Issues of Organization
An organization Examination framework – management at the centre and developed
organization for transformation, cultural diversity in consortia formation, Organization HR for
internationalization capabilities for international business, defining two international cadre,
identification, international executives, capabilities definition, developing international
executives, project team capabilities, capabilities development from within.
Module III
International Rewards
Reward strategies for international execution, the expatriate approach, international values and
reward policy, designing rewards for the international business unit.
Module IV
Human Resource Professional – Molester Navigation
Context for international perfect management, framework for performance management, cross-
cultural issues, North America, South America, some key pointers, Northern Europe, Value
based management in Nordic countries, China – the sleeping giant awakes, Japan – a culture of
enfolding relationship, South East Asia regional diversity.
Module V
Understanding Cross Culture: Issues & Perspectives

Understanding Culture, Introduction, Key Concepts, Determinants of Cultural Identity,
Frameworks for Mapping the Culture, Geert Hoefstede, Clyde Cluckhohn, TE Hall
Studies of National Culture, Implications for Management Theory and Practice, Adjusting to the
New Culture, Competencies for Global Manager
Suggested readings:
 Jackson Terence, International HRM a cross-cultural approach, Sage Publications.

 Ansari Humayun Khizar, Managing Diversity at work, Kogan Page.
 Harris Hilary and Brewster, International HRM, Contemporary Issues in Europe, Viva
Books.
 Perkins J. Stephen, Internationalization The People Dimension, Kogan Page.
 Ashkenas, Ulrich, The boundryless Organizations, Jossey- Bass.
 Dalton, Ernst Christ, Success for the Global managers, Jossey- Bass.
 Dhar & Ravishankar, Global Managers, Himalayan Publishing House.
 Oddou, Mendentiall, Selected Cases in International Organizational Behaviour, Infinity
Books.

ELHR402: Compensation Management and Retention
Module I
Overview of Compensation Management
Wage and Salary Administration – Nature, Importance, Philosophy, Objectives, Compensation

Management – Nature, Importance, Philosophy, Objectives, Factors influencing Compensation
Management, Wage concepts, Role of various parties – Employees, Employers, Unions &
Government, Overview of Legislations affecting Compensation
Module II
Developing Compensation Programs – Job Examination
Basics systems – Time wage, Piece wage, Incentives, Wage payments &Total Salary Structure,
Compensation Surveys, Retrieving, Manipulating and Analyzing Compensation Data,
Developing Competitive Compensation Programs, Developing Salary Structures
Module III
Variable Compensation
Principles of reward strategy, Perquisites, Bonuses & Incentives – Scope and Process, Ethical
considerations, Social Security, Sharing productivity gains with employees, Gain sharing, Team
based pay, The Role of Compensation in Sales force success
Module IV
Pay for Performance
Merit pay and Performance Appraisal, Performance based rewards, Performance Criteria
Choices, and Competency Mapping & Developing Performance Matrix, Performance based
Compensation Schemes.
Suggested readings:
 Compensation, Milkovich & Newman

 The Art of HRD, Job Examination & Remuneration, Volume – 7 Frans Poets
 The Art of HRD, Reward Management, Michael Armstrong Helen Murlis
 Compensation in Organization, Sara Rynes, Gerhart (Jossey BASS)

 The New Pay, Linking Employee & Organization Performance, Schuster, P.Zingheim
(Jossey-Bass)
 Employee Reward, Michael Armstrong, University Press

ELHR403: Recruitment, Selection, Training & Development
Module I
Recruitment and Placement
Job Analysis
Writing Job Descriptions
Job Specification
Job Analysis in a Jobless World
Module II
Personnel Planning and Recruiting
The Selection Process
Employee Planning and Forecasting
Basic Selection Model: The Decision Theory Approach
Developing and Using Application Forms: The Application Blank
Information Technology and HR: Recruiting on the Internet
The Global Talent Search
Module III
Employee Testing and Selection
Basic Testing Concepts
Psychological Testing : An Asset in Selection & the Critical Overview
The Psychometric Testing with special reference to :

 FIRO - B
 BELBIN
 MBTI
 TAT
Interviewing Candidates
Module IV
Training: Aims, Contexts, Choices and Dynamics
Training
Training Strategy
Culture and Other Contexts
Overview of the Training Process
The Training System
Training Centers and Like Institutions
Module V
The Training Process in Action
Establishing the Objectives and Preparing the Partners
Designing the Program
Training Methods
Developing the Group and the Climate
Trainers and Training Styles
Post-training support for Improved Performance at Work
Examination of Training

Suggested readings:
 Blum, M.L. & Naylor, J.C. 1984, Industrial Psychology, CBS publishers and distributors.
 Dessler, G. 1997, Human Resource Management, Prentice Hall of India.
 Srivastava, S. 1999, Recruitment, Selection & Retention, ABS Course pack.
 Wexley, K & Lathan Gary, 2002, Developing & Training HR in Organization., P.Hall.
 Barat, N. 1998, Emerging issues in Management, Excel Books, India.
 Greenberg, J. & Baron, R.A. 1993, Behaviours in Organizations, Allyn and Bacon, Boston.
 Kanungo, R.N. & Mendonca M. 1994, Work Motivation models for developing countries,
Sage Publications, India.
 Luthans, F. 1998, Organizational Behaviour, McGraw – Hill International.
 Ramnarayan, S. & Rao, R.M. 1996, Managerial Dilemmas: Cases in organizational
behaviour, Tata McGraw-Hill, India.
 Potts, Michael 1998, A-Z of Training & Development, Kogan Page

ELHR404: Managing Creativity and Building Learning Organizations
Module I
Creativity in Management
Nature of Creative Thinking, Importance, Creative problem solving and Idea for Problem solving
Module II
Process of Creativity
Ideas – Idea generating methods; Theories of creativity; Computer assisted creativity
Module III
Creative Teams & Management of Creative Organisation
Creative Teams; Approaches to the Design of creative organization; Creativity in Organization;
Managing Creative Processes; Organizing for Creativity and Innovation; Innovation as
Competitive Strategy
Module IV
Learning Organization
Concept of Learning; Individual Learning – Learning, Needs, Styles; Why Organization need to
learn
Module V
Tools for continuous Improvement
Kaizen; Benchmarking; Six Sigma
Module VI
Learning in New Millennium

Nature of Trends in learning
Life and Work in New Millennium
Suggested readings:
 Proctor Tony, Essence of Management creativity
 Wilson John, HRD, Learning & Training for Organization

 Evans Karen & Others, Working to learn
 Graff J De, Lawrence K, Creativity at work
 Khandwala N Pradip, Corporate Creativity
 Plsek E Paul, Creativity, Innovation and Quality
 University Press, The Learning Organisation
 Whatmore John, Realizing Creativity

ELFN401: Project Planning, Financing & Management
Module I
Generation and Screening of Project Idea; Capital Expenditure; Importance and
Difficulties ;Market Demand and Situational Analysis; Technical Analysis; Financial
Analysis.
Module II
Analysis of Project Risk; Firm Risk and Market Risk; Social Cost Benefit Analysis;
Multiple Projects and Constraints.
Module III
Network Techniques for Project Management.
Module IV
Project Review and Administrative Aspects : Project Financing in India: Problem of
Time and Cost Overrun in Public Sector Enterprises in India : Assessment of the Tax
Burden : Environmental Appraisal of Projects.
Suggested readings:
 Chandra P., 2002, Projects: Planning, Analysis, Financing, Implementation & Review, 4 th Ed.
Tata McGraw-Hill Publishing
 Meredith J.R. & Mantel S.J., Jr., 2000, Project Management: A Managerial Approach, 4 th Ed.
John Wiley & Sons
 Machiraju H.R., 2001, Introduction to Project Finance: An Analytical Perspective, Vikas
Publishing House Pvt. Ltd.
 Patel B.M., 2000, Project Management: Strategic Financial Planning Examination & Control,
Vikas Publishing House Pvt. Ltd.
 Finnerty J. D., 1996, Project Financing: Asset-Based Financial Engineering, Wiley
 Newbold C.R., 1998, Project Management in the Fast Lane: Applying Theory & Constraints,
St. Lucie Press
 Diwan P., Project Management, Deep & Deep Publications
 Anthony R.N. & Govindrajan V., 1998, Management Control Systems, 9th Ed. Tata McGraw-
Hill
 Desai V., 1997, Project Management, 1st Ed. Himalaya Publishing House
 Thakur D., 1992, Project Formulation & Implementation, Deep & Deep Publications
 Dayal R., Zachariah P. & Rajpal K., 1996, Project management, 1st Ed. Mittal Publications
 Goel B.B., 2001, Project Management: A Development Perspective, Deep & Deep
Publications

ELFN402: Management of Financial Services
Module I
Introduction
Financial services and Value production, Value added in Financial Services, ROI in Financial
Services, Elements in the Financial Services value chain, Role of Financial Services in Economic
Development
Module II
Merchant & Investment Banking
Meaning, Importance & Role in the Indian Financial System, Corporate Counselling, Project
Counselling And Appraisal, Loan Syndication And Accessing Debt and Capital Markets,
Procedural Aspects Of Public Issues, Bought Out Deals, Book Building, Pre-Issue Decision; Post
Issue Management And Related Provisions Of Companies Act And SEBI Guidelines For
Protection Of Interests Of Investors.
Module III
Leasing Hire Purchase and Consumer Credit
Development Of Leasing Hire Purchase and Consumer Credit, Types Of Leasing, Pricing
Methodology And Financial Analysis, Taxation, Legal Framework For Leasing And Hire
Purchase Companies, Leasing vs. Buying- NPV, Securitization
Module IV
Venture Capital Financing
International Experiences In Venture Capital Financing, Venture Capital Financing In India,
Pitfalls To Be Avoided.
Module V
Mutual Funds
Mutual Funds types, Organization and Management, Regulations of Mutual Funds
Module VI
Other Financial services
Factoring Services - Features, Merits and Demerits, Cost Benefit Analysis, Forfeiting – Features,
Merits and Demerits, Credit Rating: Concept of Credit Rating, Types of Credit Rating,

Advantages and Disadvantages of Credit Rating, Credit Rating Agencies and Their Methodology
and Process, Individual Credit Rating, Sovereign Credit Rating Practices, Indian Experience up
to now, Housing Finance, Custodial Services
Module VII
An introduction to marketing of Financial Services Features
Marketing Of Financial Services (Introduction)
Suggested readings:
 Khan M Y, 1999, Indian Financial System, 2nd Ed., Tata McGraw Hill
 Chandra, P. 1999, Financial Management: Theory and Practice, 4th Ed., Tata McGraw Hill.
 Dietrich J Kimball, 1996, Financial Services & Financial Institutions, Value Creation in theory
and Practice, 10th Ed., Prentice Hall
 Pandey, I.M. 1999, Financial Management, 8th Ed., Vikas Publishing House
 Sriram, K. 1996, Handbook of Leasing, Hire Purchase and Factoring, ICFAI.
 Bhole L M, 2000, Financial Institutions and Markets: Structure, Growth & Innovations, 3rd
Edition, Tata McGraw Hill
 Regular reading of the Financial & Business Journals, Analyst, Economist is essential.
References

ELFN403: Strategic Financial Management
Module I
Introduction
Role of Finance and Strategy in Management Process, Strategic Droop, Management Behavior
and Convergence between Strategic and Financial Analysis
Module II
Financial Decision Making

Value Analysis – A Strategic Perspective, Advances in Working Capital Management, Arriving
at an Optimal Capital Structure, Impact of Inflation on Financial Decisions, Dividends Decisions
– A Strategic Perspective
Module III
Corporate Valuation
Rationale for Shareholders’ Wealth Maximization, New performance Metrics like Economic
Value Added (EVA) and Market value Added (MVA), Various Approaches to Corporate
Valuation, Alignment of Interest of Various Stakeholders of a Firm.
Module IV
Corporate Restructuring
Restructuring and Merger & Acquisition, The Search Process, Valuation and Deal Structuring,
Accounting and Tax Implications, Post Merger Integration and Learning, Restructuring through
Privatization, Leveraged Buy-outs (LBOs) Restructuring of Sick Enterprises, Due Diligence and
certification.
Module V
Strategic Cost Management

Transfer Pricing, Financial Aspects of Supply Chain Management, Operations Management
Perspective on Costs, Strategic Cost Analysis (Using Activity Based Costing, Target Costing and
Life Cycle Costing) and Product Pricing at Different Stages of Product’s Life Cycle.

Suggested readings:
 Chandra, P. 1997, Financial Management: Theory & Practice, Tata McGraw Hill Publishing
Company Limited.
 Jakhotiya, G. P. 2000, Strategic Financial Management, Vikas Publishing House Pvt.
Limited.
 Grundy, T., Johnson, G and Scholes, K. 1998, Exploring Strategic Financial Management,
Prentice Hall Europe.
 Shank, J. K. & Govindarajan, V. 1995, Strategic Cost Management: The New Tool for
Competitive Advantage, The Free Press.
 Pritchett, P; Robinson, D. and Clarkson, R. 1997, After The Merger: The Authoritative Guide
for Integration Success, McGraw Hill
 Sadtler,D; Campbell, A. and Koch, R. 1997, Break Up: When Large Companies are More
Worth Dead Than Alive.
 Geneen, H. and Bowers, B. 1997, The Synergy Myth and other ailments of Business Today,
St. Martin Press New York..
 Weston, Chung & Hoag, 1996, Mergers, Restructuring and Corporate Control, Prentice Hall
of India.
 Stephen H Archer and Charles D’Ambrosio, The Theory of Business Finance, Collar
McMillan
 Micheal Firth and Simon M Keane, Issues in Finance, Heritage
 James M. McTaggart, Peter W. Kontes and Michael C Mankins, The Value Imperative, The
Free Press.
 Eccles, R. G. and Crane, D. B. 1995, Doing Deals: Investment Banks at Work, McGraw -
Hill International.

ELFN404: Corporate Tax Planning
Module I
Basic Concepts
Introduction to Income Tax Act, 1961, Residential Status, Exempted Incomes of Companies An
overview of various provisions of Business & profession & Capital gains – applicable to
companies
Module II
Assessment of Companies
Computation of taxable income, MAT , Set off & carry forward of losses in companies,
Deductions from Gross total income applicable to companies, Tax planning with reference to
new projects/expansions/rehabilitation plans including mergers, amalgamation or de-mergers of
companies, Concept of avoidance of double taxation.
Module III
Wealth Tax
An overview of wealth tax provisions to the extent applicable to companies.
Module IV
Indirect Taxation
An overview of Sales Tax (VAT).
Suggested readings:
 Direct taxes law & practices, Singhania V.K. & Singhania Kapil , Taxmann
 Corporate Tax Planning, Lakhotia , R.N. & Lakhotia, Vision books
 Student’s guide to Income Tax, Singhania, V.K., Taxmann
 International dictionary of taxation by Indian Tax Institute, 1st Edition.

ELIS401: System Analysis & Design
Module I
Introduction to Information Systems Development: Systems Analyst, Role of System
Analyst, concept of Systems Analysis and Design, Business Systems concepts, Systems
Development Strategies, Implementation and Evaluation, Tools for Systems
Development.
Module II
Structured Analysis: Concept of Requirements Determination, Fact-Finding
Techniques, Tools for Documenting Procedures and Decisions, Structured English,
Structured Analysis Development Strategy: Structured Analysis, Features of Data
Flow Strategy, Developing Data Flow Diagrams, General Rules for Drawing Logical
Flow Data Diagrams, Evaluate Data Flow Diagram for Correctness, Features of a
Data Dictionary, Recording Data Descriptions.
Module III
The Analysis-to-Design Transition: Specifying Application Requirements- Objectives
in Designing an Information System, What Features must be Designed, Design of
Computer Output: How to Identify Computer Output Needs, How to Present
Information, Design of Input and Control: What Concerns Guide Input Design?,
Capturing Data for Input.
Design of Files: Basic File Terminology, Data Structure Diagrams- Purpose,

Notation, Use in File Design, Types of Files, Methods of File Organization, Design of
Database Interactions: Systems Development in a Database Environment.
Module IV
Systems Engineering and Quality Assurance: Design Objectives, Program Structure
Charts, Design of Software, Software Design and Documentation Tools, Managing
Quality Assurance, Managing Testing Practices.
Managing System Implementation: Training, Conversion, Post implementation

Review.

Suggested readings:
 Essentials of Systems Analysis and Design (3rd Edition)

By: Joseph S. Valacich, Joey F. George and Jeffrey A. Hoffer,
 Modern Systems Analysis and Design

By: Jeffrey A. Hoffer, Joey F. George and Joseph S. Valacich
 Systems Analysis & Design (3rd Edition)

By: Alan Dennis, Barbara Haley Wixom, Roberta M. Rogh
 Systems Analysis and Design (5th Edition)

By: Kenneth Kendall and Julie Kendall.

ELIS402: Software Project Management
Module I
Nature & qualities of software – representative qualities of correctness, Reliability,
Robustness, performance, user friendliness, verifiability, maintainability,
Evolvability, Portability, understandability, Interoperatibility, Productivity,
Timeliness, visibility. Quality requirements in info systems, Real time system,
Distributed system & embedded system.
Software Design Principles – Rigor & Formality, Separation of concern, Modularity,
Abstraction, Anticipation of Change, Generality & Incrementality.
Module II
Software specifications – User of specification, specification qualities, classification
of specification styles, verification of specification, operational specification,
descriptive specification building and using specification in practice.
Module III
Software project planning – software productivity, people & productivity, cost
estimation models.
Software project control – Work breakdown structures, Gantt charts, PERT charts,
Dealing with deviation in plan.
Module IV
Software development organization – centralised team organization, decentralized
control team organization, mixed control team organization, typical management
risks in software development projects.
Suggested readings:
 “Information Technology Project Management” Kathy Schwalbe,

 International Student Edition, THOMSON Course Technology, 2003
 “Software Project Management” Bob Hughes and Mike Cotterell, Third Edition, Tata
McGraw-Hill
 “Microsoft Office Project 2003 Bible”, Elaine Marmel, Wiley Publishing Inc.
 Basics of Software Project Management, NIIT, Prentice-Hall India, 2004

 Software Project Management in Practice, Pankaj Jalote, Pearson Education, 2002
 Software Project Management, A Concise Study, S.A. Kelkar, Revised Edition, Prentice-
Hall India, 2003

ELIS403: Information Systems & Business Intelligence Systems
Module I
Decision Support Systems and Business Intelligence, Computerized Decision Support - Decision
Making, Systems, Modeling, and Support, Decision Support Systems Concepts, Methodologies,
and Technologies, Modeling and Analysis
Module- II
Business Intelligence, Special Introductory Section: The Essentials of Business Intelligence,
Data
Warehousing, Business Analytics and Data Visualization, Data, Text, and Web Mining, Neural
Networks for Data Mining
Module- III
Business Performance Management, Collaborative Computing-Supported Technologies and
Group Support Systems, Knowledge Management, Intelligent Systems- Artificial Intelligence
and
Expert Systems.
Module- IV
Advanced Intelligent Systems, Intelligent Systems over the Internet, Implementing Decision
Support Systems- Systems Development and Acquisition, Integration, Impacts, and the Future of
Management Support Systems.

Suggested readings:
 Business Intelligence: A Managerial Approach, by E. Turban, R Sharda, J.E. Aronson

and D. King, Pearson Prentice-Hall, 2008 (Text Book 1).
 Data Warehousing ,by C.S.R Prabhu (Edition Second)
 Data Mining: Concepts and Techniques, by J. Han and M. Kamber

ELIS404: Enterprise Resource Planning
Module I
Introduction ;Enterprise wide information system, Custom built and packaged approaches,
Needs and Evolution of ERP Systems, Common Myths and evolving realities, ERP and Related
Technologies, Business
Process Reengineering and information Technology, Supply Chain Management, Relevance to

Data Warehousing, Data Mining and OLAP, ERP Drivers, Decision support system.
Module II
ERP Domain, ERP Benefits classification, Present global and Indian market scenario, milestones
and pitfalls, Forecast, Market players and profiles, Evaluation creation for ERP product, ERP life
cycle: Adoption decision, acquisition, Implementation, Use & Maintenance, Evolution and
retirement phases, ERP Modules.
Module III
Framework for evaluating ERP acquisition, Analytical Hierarchy Processes(AHP), Applications

of AHP in evaluating ERP, Selection of weights, Role of consultants, vendors and users in ERP
implementation; implementation vendors evaluation criterion, ERP implementation approaches
and methodology, ERP implementation strategies, ERP Customization, ERP-A manufacturing
perspective.
Module IV
ERP-manufacturing perspective
Comparative Analysis ERP S/W, Materials requirement Planning, Bill of Material (BOM),
closed loop MRP, Manufacturing Resource Planning, Distribution requirements planning,
Product data management, data management, benefits of Product Data Management.
Module V
ERP Modules:

Financial, Human Resource, Marketing & Sales (Marketing, Telesales, Fields Sales), CRM,
Supply Chain model
Module VI
Critical success and failure factors for implementation, Model for improving ERP effectiveness,
ROI of ERP implementation, Hidden ,cost ,ERP success ,inhibitors and accelerators,
Management concern for ERP success, Strategic Grid: Useful guidelines for ERP
Implementations.
Module VII
ERP Market
SAP AG, Baan company, Oracle corporation, PeopleSoft, JD Edwards world solutions company,
Systems software associates, Inc. (SSA), QAD, Vendors, consultants, end-users.
Suggested readings:
 Enterprise Resource Planning - Alexis Leon

 ERP Ware: ERP Implementation Framework – V.K. Garg & N.K. Venkitakrishnan
 ERP: By Leon, ERP Concepts and Planning - Garg & Venkitakrishnan

ELIB401: Logistics & Supply Chain Management
Module I
Introduction to Supply Chain & Logistics Management, Integration between Supply Chain &
Logistics Management, Scope with Paradigm Shift, Customer Focus, Supply Chain Strategies,
SCM for Competitive Advantage, Retail Supply Chain
Module II
Global Supply Chain: International Business & Global Supply Chain, Risks & Advantages of
Global Supply Chain, Resources Management for Supply Chain: Human Asset Management,
Design & Production Scheduling, E-Procurement, ISO 9000, Assignment Models, Vendor
Development & Management for Supply Chain
Module III
Shipping & Sea trade –shipping terminology, Principal Commodities & types of ships, Break
Bulk and Container shipping –definition-Liner & Charters, Types of Charters and Charter
parties/Shipping Contracts, Principal Trade Lanes- Trade patterns-India’s ocean trade and Indian
Shipping, Ocean Losses & Preventive actions/Indian Govt. Policies on shipping, Ports/
Harbours/ ICDs and CFS-Indian Port Scenario, Material handling systems in Ports and inland
points, Unitization, Palletisation & Containerization ,History & Structures, types & sizes,
Loading optimization and methods, LCL and FCL shipments and Consolidation, Handling
equipments, Inter modal transport & exchanges, Hub Spoke deliveries and container shipping
schedules
Module IV
Air Cargo –introduction-Types of air Crafts, Passengers, Freighters & Combinations
Unit Loading devices/Open Skies policy/India-Global air cargo scene, Indian Airports/DGR and
Perishable cargo handling methods, Air cargo consolidation/break bulk deliveries/IATA and its
role and accreditation, Road Transport Industry in India-Importance and scenario-ultimate
linkage in supply chain, Types of Vehicles and road transport economics, weight volume
optimization, Role of warehousing in supply chain-types of warehouses, bulk storage versus
general storage, Transit warehouses concept of strategic storage, Warehousing methods/stacking

norms and issue methods/inventory maintenance/Planning and design of warehouses, Outline of
IT in Logistics-WMS, bar coding and RFD ,RTE, Freight Tracking ,documentation systems,
Case studies on Multi-modal transport
Module V
Charter party agreements, Nomination of vessel, acceptance of vessel, Dispatch/demurrage rates,

Loading/unloading rates and procedures – barge loading etc, Laycan and laytime of vessels,
Voyage/Time charter of vessels, port rotations, Berthing procedures (normal/priority),Draft
surveys, Letter of Indemnity – its significance, Trans-shipment and partial shipments
Suggested readings:
 Logistical Management: Donald J. Bowersox and David Closs, Tata McGraw Hill
 Designing & Managing the supply Chain: David Simchi-Levi, Philip Kaminsky, Edith
Simchi-Levi (Tata McGraw Hill)
 Custom’s Tariff: R. K. Jain, Centax Publications, Delhi
 The Customs Act, 1962
 Supply Chain Management in the 21st Century: B.S.Sahay, MacMillan, New Delhi
 Supply Chain Management :Strategy, Planning and Operation : Sunil Chopra n& Peter
Meindl, Pearson
 Business Optimization through Supply Chain Management : Anand Sharma,Himalay: New
Delhi,2008

ELIB402: Commodity Trading
Module I
Introduction to course. Introduction to commodities markets, Historical perspective and
growth of global and domestic development of commodity markets, Regional and National
level commodity exchanges, types of commodities traded, Introduction to derivatives
products: Meaning and definition- spot and forward Market, hedging & speculation,
Arbitrage, Swaps, Introduction to commodity futures, their types, pricing, features of futures
trading, concepts of open interest, close out, mark-to-market practice, margins, etc., General
introduction to Exchanges, its set up, trading operations, membership issues and fees
structure, registration procedure, etc.
Module II
Trading in commodity futures Markets, market mechanism, role of brokers/members, trading
strategies, pricing, margin requirements, settlement process, delivery mechanism,
compulsory delivery and its impact, Clearing, Settlement and delivery mechanism in
commodity exchanges, Risk in commodity trading, commodity price risk management,
importance and need for risk management measures, value at risk case studies
Module III
Strategies using futures to hedge risk, Introduction to options, their types, features, pay off
profiles for put and call options, Fundamental analysis on selected commodities, Technical
Analysis & its relevance to commodity trading
Module-IV
Role of Banks and Warehousing in Commodity Markets, Foreign Exchange & Commodity
Markets, FDI, possible role of FIIs in Commodity Markets, potential impact of FII's role in
Indian Commodity Markets, Case studies of four selected commodities Hands on trading
experience / mock trading / simulated games in commodity futures on four selected
commodities, Project Presentations
Suggested readings:
 Options, Futures and other Derivatives by John.C.Hull

 Managing Price Risks in India’s Liberalized Agriculture- a report by UN conference on
Trade and development
 Trading commodities and financial futures- A step by step guide to mastering the market
by George Kleinman (3rd Edition)- FT Prentice Hall(Publisher)
 The Kabra Committee Report
 Forward Contract Regulation Act, 1952

 Proposed amendments to FC(R) Act, 1952
 Bombay Stamp Act, 1958

ELIB403: Regional Business Policies
Module I
Multilateralism under WTO, Multilateralism vs Regionalism, Emergence of trade blocs & its
types & its effects, European Union(EU) as major bloc in the world, Integration of EU into a
single market, Doing Business with EU, Euro and its implications, EU –India Relations, EU &
ACP Countries, Schengen Visa and its implications , A brief note on EFTA
Module II
Integration of North American Free Trade Association (NAFTA), NAFTA’s economic effects,
US dominance over NAFTA, Indo-US Relations, Latin American Integration(ALADI, Andean
etc.), India’s initiative in Latin America
Module III
East Asian Miracle, Overview of APEC, Achievement in APEC Region, Integration of ASEAN,
Doing Business in South East Asia, Doing Business with China, Business Environment in China,
Sino-India Relations, Doing Business in Japan, Indo-Japan Relations, South Korea :a brief note,
Doing Business in Russian Federation, Russia: From Socialism to Market Economy
Module IV
Doing Business in Middle East, Business Culture & Customs, Business Issues: Agency
Agreements, Commission Agents ,JVs & conducting Business, South Asian Free Tree
Association(SAFTA),Problems faced by SAFTA in further integration, Bilateral Free Tree
Agreements within SAFTA
Suggested Readings:
 Daniel, John D, Radebaugh, Lee H, Sullivan, Daniel P and Salwan, P, International

Business: Environment & Management. 12th ed.,Pearson:Delhi,2009
 Paul, Justin & Aserkar, Rajiv, Export Import Management, Oxford: New Delhi,2008
 Economic Political weekly (various Issues)
 World Bank Policy Research Bulletin, Aug - Oct 1993.. Vol. 4, No.4,Washington D.C.
 Economist, Economic Intelligent Unit (Various Issues) .
 Nations of the World Year Book, 2008,
 World Business Economic Review, 4th ed., Kogan Page, London .
 www.worldbank.org
 Towards an Asian Economic vision of a new Asia, ed. Nagesh Kumar,2004
 Regional Trading Arrangements, ed. Sir Hans Singer, Nilamber Hatti &Rameshwar

Tondon, B.R. Publishing, Delhi, 2005
 East Asia Integrates, ed.Kathie Krumm & Homi Kharas, World Bank &Oxford
University Press.
South East Asian Affairs 1995,Institute of south Asian studies.
 Promotion of Trade & Investment in Eastern South Asia Subregion; Jayant Kumar Ray,
Prabir De,Bookwell New Delhi.
 Kellog on China, Anuradha Dayal –Gulati & Angela Y.Lee, North University Press
Evanston, ILLinois.
 India& China era of globalization, Jayant Kr. Ray.
 China Globalization- An Introduction, Subbalakshmi V.
 Japan in search of a new paradigm, Vedpuriswar A.V. , ICFAI press 2004,
 Trade finance &investment in South Asia, ed T.N. Srinivasan, social science press.
 www.southasianmedia.net, www.saarc_sec.org, www.bilateral.org
 Various Govt .of India Reports
 www.europa.eu

ELIB404: Legal Aspects of International Business
Module I
Introduction to International Business, International Law and the World’s Legal Systems
 Introduction to the Course
 Overview of Risks of International Business
 New trends in international trade
 Sources of law in international trade
 Policies and legal framework of international trade organizations
 Harmonization of laws at the international and regional level (including the
framework of UNCITRAL, WTO and UNIDROIT )
Module II
Dispute Resolution
 Getting familiarized with dispute settlements mechanism (selection of arbitrators,
place of arbitration, language to be used, choice of law, award).
 Force majeure and alternative dispute resolution methods (litigation, arbitration,
mediation, conciliation, med-arb, mini-trial, fast-track arbitration) with specific
reference to International Commercial Arbitration.
 Mediation and arbitration rules of leading international organizations including
UNCITRAL, the International Chamber of Commerce, and the London Court of
International Arbitration.
Module III
International Sales Contracts
 Contracts for the International Sale of Goods: legal aspects international contract
negotiation (formation of contracts, pre-contractual agreements and
confidentiality agreements, letters of intent)
The main types of contracts of international trade:
o International sale of goods and related aspects: INCOTERMS, carriage,

insurance, documentation, modes of payment and international banking
guarantees.
o technology license agreements;

o joint ventures;
o mergers and acquisition;
o franchisee agencies;
o leveraged buyout;
o project financing;
o agency and distribution;
o construction and engineering contracts
 Validity and Formation of International Sales Contracts

 Remedies for Breach of Contract
 Cultural Influences on Contract Negotiations
 United Nations Sale Convention 1980 (CISG)
o Scope and application of the Convention
o General principles of uniformity in the Convention
o Buyer’s and seller’s duties
o Avoidance, exemption and remedies for breach
Module IV
International Trade Law & WTO Rules
 Basic the basic WTO/GATT rules and principles that control national trade
policies;
 dispute settlement in the WTO/GATT;
 the basic economic principles underlying the major WTO/GATT rules
 International Protection for Intellectual Property Rights
 Intellectual Property Rights: Competition and World Trade Laws policies)
 E-commerce and the Law
Module V
Anti-Money Laundering Law
 International trends and legal initiatives,

 Regulation in force for the prevention and repression of money laundering and the
financing of terrorism.
Suggested Readings:
 Schaffer, Agusti and Earle, International Business Law and Its Environment, 7th edition
(South
 Western Cenage Learning, 2009)
 Paul Todd, Cases and Materials on International Trade Law (London: Thomson–Sweet
& Maxwell, 2003)
 World Bank, Development, Trade & the WTO: A Hand Book , Washington D.C,2002

Batch of 2009-&#39;11

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Batch of 2009-&#39;11

Uploaded by

Copyright:

Available Formats

FACULTY OF MANAGEMENT STUDIES

MASTER OF BUSINESS ADMINISTRATION (MBA)

BATCH OF 2009- ‘11

STUDY SCHEME AND DETAILED SYLLABUS

Manav Rachna International University (FMS) Batch of 2009-‘11

Semester No. of papers/ courses No. of credits

Manav Rachna International University (FMS) Batch of 2009-‘11

Quantitative Methods CP103 3 30 70

Managerial Economics CP104 3 30 70

Environment and CP105 3 30 70

Principles of Marketing CP106 3 30 70

Accounting For Managers CP107 3 30 70

Information Technology in CP108 3 30 70

Manav Rachna International University (FMS) Batch of 2009-‘11

Human Resources CP202 3 30 70

Financial Management CP203 3 30 70

Production and Operations CP204 3 30 70

Research Methodology CP205 3 30 70

International Environment and CP206 3 30 70

Business Laws CP207 3 30 70

Indian Ethos and values CP208 3 30 70

Manav Rachna International University (FMS) Batch of 2009-‘11

Course Name Course Code Credits Marks Marks

Strategic Analysis & CP302 3 50 50

Business Communication CP303 3 50 50

Behaviourial Skills* CP304 3 100 -

Foreign Language CP305 Non- credit 50 50

Course Name Course Code Credits Marks Marks

Marketing of Services ELMK302 3 50 50

Sales & Distribution ELMK303 3 50 50

Industrial Marketing ELMK304 3 50 50

Manav Rachna International University (FMS) Batch of 2009-‘11

Course Name Course Code Credits Marks Marks

HR Planning & ELHR302 3 50 50

Industrial Relations and ELHR303 3 50 50

Organization Restructuring ELHR304 3 50 50

Course Name Course Code Credits Marks Marks

Financial Derivatives ELFN302 3 50 50

Security Analysis & Portfolio ELFN303 3 50 50

International Financial ELFN304 3 50 50

Manav Rachna International University (FMS) Batch of 2009-‘11

Course Name Course Code Credits Marks Marks

Relational Database ELIS302 3 50 50

Data Communication & ELIS303 3 50 50

Data Mining & Warehousing ELIS304 3 50 50

Area: International Business

Course Name Course Code Credits Marks Marks

International Marketing ELIB302 3 50 50

Trade Finance and ELIB303 3 50 50

Manav Rachna International University (FMS) Batch of 2009-‘11

Course Name Course Code Credits Marks Marks

Project Work** CP402 6 100 -

Business Communication CP403 3 50 50

Behaviourial Skills* CP404 3 100 -

Foreign Language CP405 Non- credit 50 50

**Evaluation will be on the basis of project report and presentation

Course Name Course Code Credits Marks Marks

Customer Relationship ELMK402 3 50 50

Advertising & Brand ELMK403 3 50 50

Rural Marketing ELMK404 3 50 50

Manav Rachna International University (FMS) Batch of 2009-‘11

Course Name Course Code Credits Marks Marks

Compensation Management ELHR402 3 50 50

Recruitment, Selection, ELHR403 3 50 50

Batch of 2009-'11

Batch of 2009-'11