FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK

External Marks: 70 Internal Marks: 30

Time: 3 hrs.

MANAGEMENT CONCEPTS AND APPLICATIONS Paper Code: 2101/50701 COURSE OBJECTIVE: The objective of this course is to expose the students to basic concepts of management and to enable them to gain appreciation for emerging ideas, techniques, procedures and practices in the field of management.

Unit-I Introduction: concept and nature of management; managerial competencies – communication, team work, planning and administrative, strategic and global competencies; evolution of management thoughts – traditional, behavioural, system, contingency and quality viewpoints Unit-II Planning, decision making and organizing: nature and elements of planning, planning types and models, planning in learning organizations; strategic planning – an overview; decision making process, models of decision-making, increasing participation in decision-making, decision-making creativity; basic issues in organizing – work specialization, chain of common delegation, decentralization, span of management, bases for departmentation Unit-III Leading: recognition of human factor, motivation models/approaches; leadership styles/behaviours, personal characteristics of effective leaders, leadership development; leadership for learning organizations Unit-IV Management control, managerial ethics and social responsibility: management control – concept and process, overview of control techniques, effective control system; managerial ethics, factors affecting ethical choices; ethical dilemma; social responsibility; evaluating corporate social performance; managing company ethics and social responsibility Suggested Readings: 1. 2. 3. 4. 5. 6. 7. Note: 1. 2. Robbins, S.P. and Decenzo, D.A. Fundamentals of Management , Pearson Education Asia, New Delhi Hellreigel, Management, Thomson Learning, Bombay Koontz, H and Wechrich, H; Management, Tata McGraw Hill Stoner, J et. al, Management, New Delhi, PHI, New Delhi Robbins & Coulter, Management, PHI, New Delhi Satya Raju, Management – Text & Cases , PHI, New Delhi Richard L. Daft, Management, Thomson South-Western One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks.

FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK
External Marks: 70 Internal Marks: 30

Time: 3 hrs. MANAGERIAL ECONOMICS PAPER CODE: 2102/50702

COURSE OBJECTIVE: The paper seeks to equip the students with the analytical tools of Economics and apply the same to rational managerial decision-making. It further seeks to develop economic way of thinking in dealing with practical business problems and challenges. Unit-I Nature and scope of managerial economics; nature of marginal analysis; alternative objectives of business firms; cardinal utility theory; indifference curve technique and the theory of consumer choice; consumer surplus; price, income and substitution effects; demand elasticities; demand estimation and forecasting; relationship between price elasticity and marginal revenue. Unit-II Law of variable proportions; laws of return; optimal input combination; output-cost relations; engineering cost curves; technological change and production decisions; revenue curves of a firm; duopoly analysis using reaction curves; price-output decisions under alternative market structures; shut-down points; Baumol’s sales maximization model; advertising and price-output decisions. Unit-III Collusive behaviour of firms; cartel behaviour; game theory and strategic behaviour; product differentiation and price discrimination; price-output decision in multi-plant and multi-product firms; managerial theories of the firm; general pricing strategies; special pricing techniques – limit pricing, peak load pricing and transfer pricing; dumping analysis; pricing of public utilities. Unit-IV Risk analysis; investment and capital replacement decisions; locational choice of a firm; measures of national income; business cycles; operative aspects of macroeconomic policies; inflation analysis; tariff analysis. Suggested Readings: 1. 2. 3. 4. Note: 1. 2. Hirschey , Mark, Managerial Economics, Thomson Learning, Bangalore Monroe, Kent B., Pricing-Making Profitable Decisions, MacGraw-Hill, New York Keat, Paul B., and Philip K.Y. Young, Managerial Economics – Economic Tools for Today’s Decision Makers, Pearson Education, Delhi Salvatore, Dominick, Managerial Economics in a Global Economy, Thomson Learning, Hyderabad One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks.

FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK
External Marks: 70 Internal Marks: 30

Time: 3 hrs. ORGANISATIONAL BEHAVIOUR PAPER CODE: 2103/50703 COURSE OBJECTIVE: This course aims to provide insights necessary to understand behavioural processes at individual, team and organisatinal level enable students to learn how to influence the human behaviour in organisations Unit-I Foundation and background of OB, contemporary challenges -workforce diversity, cross-cultural dynamics, changing nature of managerial work, ethical issues at work, emotional intelligence in contemporary business Unit-II Individual behaviour and processes: individual differences – values and attitudes; Perception- concept, process and applications; Personality- concept, determinants and theories applications; Learning and Reinforcement, Stress – symptoms, causes, consequences and management Unit-III Interpersonal and team processes: group behaviour, group development, group dynamics, social loafing; developing teams – self directed work teams, virtual teams; team building; Empowerment - concept, significance, process, prerequisites, Conflict – concept, sources, types, management of conflict, Power – concept, sources, approaches; organizational politics Unit-IV Organizational processes and structure: organizational structure and design, Work and job design; organizational learning; organizational culture; organizational change and development. Suggested Readings:1. 2. 3. 4. 5. 6. 7. Note: 1. 2. One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks. Nelson, Debra L and James C Quick, Organisational Behaviour, Thomson Learning Pareek, Udai, Understanding Organisational Behaviour, Oxford University Press, New Delhi Robbins, S.P., Organisational Behaviour , Prentice Hall of India, New Delhi Hellgiegel, D & J.W. Slocum, Organisational Behaviour, Thomson Learning McSchane, Organisation Behaviour, TMH, New Delhi Luthans, Fred, Organisational Behaviour, McGraw Hill, New York New Storm and Keith Davis, Organisation Behaviour , TMH, New Delhi

S. 6. Business Statistics . R. Unit-III Probability: basic concepts and approaches. Prentice Hall of India. Chandan. types and applications. Kothari C. 3. New Delhi 9. Time series analysis . relationship between correlation and regression co-efficients.P.measurement of trend and seasonal variations. 2. 8. their relative merits.S. Bombay.meaning & types of correlation. Thomson Learning. Thomson Learning. Anderson. Quantitative Techniques. J. Small samples: Chi-square test.Chand & Co. limitations and characteristics. Anderson. An Introduction to Statistical Methods . 2000 7. McMillan India Ltd. N. Statistics for Business & Economics. Vijay-Business Statistics . Suggested Readings: 1. & Gupta. . Unit-IV Tests of significance.R. Karl Pearson’s coefficient of correlation and spearman’s rank correlation. Bombay. 4..R. & Gupta M. Vikas Publishing House. Statistics for Business & Economics . types of measures.P. Statistics for Business . Delhi. Bhardwaj. Gupta S. Quantitative Methods in Business .B. Gupta C. The students will be required to attempt any five questions (selecting at least one question from each unit). Excel Books. New Delhi. 5. Delhi.FACULTY OF MANAGEMENT SCIENCES.Delhi. Hypothesis testing. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). Vikas Publishing House. Levin & Rubin. skewness : meaning and co-efficient of skewness. Hooda. MAHARS HI DAYANAND UNIVERSITY. All questions will carry equal marks. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 Hrs QUANTITATIVE ANALYSIS Paper code: 2104/50704 COURSE OBJECTIVE: The objective of this paper is to acquaint the students with various statistical tools and techniques used to business decision making Unit-I Construction of frequency distributions and their analysis in the form of measures of central tendency and variations. regression analysis -meaning and two lines of regression. Probability distributions . Large samples.meaning. Analysis of variance. . addition.. Sultan Chand & Sons. Poisson and Normal distributions. Unit-II Correlation analysis .P. S. Binomial. time series and forecasting. Business Statistics . multiplication and Bayes’ theorem.

Advanced Cost Accounting . ledger. classification of costs and cost sheet.concept. ratio analysis.. methods. preparation of final accounts with adjustments.FACULTY OF MANAGEMENT SCIENCES. MAHARS HI DAYANAND UNIVERSITY. Jain. Section ‘B’ will contain one CASE STUDY which will be compulsory. importance and scope. Introduction to Management Accounting. an elementary knowledge of activity based costing Unit-IV Management accounting. Mittal.meaning. . NewDelhi.. 4. Management Accounting Principles. The students will be required to attempt four questions (one question from each unit). S. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 Hrs ACCOUNTING FOR MANAGERS PAPER CODE: 2105/50705 COURSE OBJECTIVE The objective of this course is to acquaint the students regarding various accounting concepts and its applications in managerial decision making Unit-I Financial Accounting-concept. TMH. One case study be discussed – per unit – in the class. Note: 1. Ne w Delhi 2. NewDelhi 3. Horngren. 8. different types of budgets. inventory valuation. I. 2. P. Shree Mahavir Book Depot.S. and Jain. importance and techniques. essentials of budgeting. Pearson Education..P and Narang. standard costing and variance analysis (materials. accounting principles. labour). Budgetary control. importance and scope.N. Management Accounting and Financial Management. Illinois. Thomson Learning 6.Delhi.K.Y. Cost Management. Management Accounting.. Management Accounting. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). and Ghosh Roy.Irwin. importance. 5. Anthony R. NewDelhi. Accounting for Managers.K. fund flow analysis. objectives. Instruction for External Examiner: The question paper will have two sections. Sundem and Stratton.M. and Reece J. Kalyani Publishers. Singhal.N.. All the five questions will carry equal marks. cash flow analysis (AS-3) Unit-III Cost accounting-meaning. 1995.J. Richard D. Homewood. 7. JBC Publishers and Distributors. K. A. Khan. M. Hansen & Mowen. H. Vikas Publishing House. S. need.L. journal.. Pandey. techniques. Ludhiana. New. Suggested Readings: 1. trial balance. marginal costing and its application in managerial decision making. depreciation (straight line and diminishing balance methods). Unit-II Analysis and interpretation of financial statements – meaning. need.

WWW Pages & Browsing. Network Applications. . Advantage & limitations. schema. tables and graphs. Bombay. classification. Comer 4e. Pearson Education White. Vikas Publishing House. Concepts. Tally (latest version) Suggested Readings: 1. MS-Excel and MS-Power Point. MS Excel. subschema.FACULTY OF MANAGEMENT SCIENCES. Unit-III Internet : Internetworking. COMPUTER APPLICATIONS IN MANAGEMENT PAPER CODE: 2106/50706 COURSE OBJECTIVE: Through this course it is intended to familiarize the students with the computer hardware and software applications for data/file management and exc hange through net Unit-I Computer Organization: Introduction. Operating System. MS Office. Analog & Digital Signals. Characteristics. Leon & Leon. Thomson Learning. th June Jamrich Parsons. MAHARS HI DAYANAND UNIVERSITY. Computer Languages. capabilities characteristics & limitations. Packet Transmission. MS Power point. Thomson Learning. Computer networks and Internet. components. Objectives. preparation of questionnaires. Computer Concepts 7 Edition. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. MS Word. Long Distance communication. Lab : Operating Systems Commands. Internet Protocol Addresses. E-mail. Internet Surfing. Security. 2. Introduction to Computers. Internet Applications. Applications in documentation preparation and making reports. Unit-II Use of MS-Office: Basics of MS-Word. New Delhi. Bombay. 3. presentations. Unit-IV Introduction to database: Concept. entity. Network Topology. Bandwidth. attribute. Data Communications & Computer Network . Storage devices: Application of Computer in Business. 4.

Assertiveness – indicators of assertive behaviour.H. report writing. PHI. PHI. diary writing. 4.. hand movements. P.FACULTY OF MANAGEMENT SCIENCES. PHI. business manners of people of different cultures. New Delhi . agenda and minutes. Pearson Education McGrath. Asha. ROHTAK Internal Marks: 50 Practical Marks: 50 BUSINESS COMMUNICATION SKILLS PAPER CODE: 2107/50707 COURSE OBJECTIVE: To acquaint the students with fundamentals of communication. managing customer care Unit-IV Written communication: mechanics of writing. voice modulations. telephonic communication Unit-II Presentation skills: prerequisites of effective presentation. circulars. Effective Business Communication. Asha. Communication skills for group discussion and interviews Unit-III Non verbal communication: gestures. essentials of good listening. style of letter arrangement. help them honing oral. barriers to communication. Business Communication. deterrents to listening process. electronic mail. listening – listening process.D. oral communication: noise. written and nonverbal communication skills and to transform their communication abilities Unit-I Purpose and process of communication. format of presentation. strategies of assertive behaviour. Business Communication . business correspondence – business letter format. New Delhi Kaul. types of listening. myths and realities of communication. facsimiles. New Delhi Chaturvedi. paths of communication.. Kaul. MAHARS HI DAYANAND UNIVERSITY. Basic Managerial Skills for All. 3. business etiquettes: business dining. and Mukesh Chaturvedi. telex manages. style of working. E. memos. developing resume Suggested Reading: 1. gazes. notices. 2. types of letters. body sport for interviews. handshakes. smiles.

public sector reforms and performance. All the five questions will carry equal marks. current state of growth and investment. exchange rate movements and their impact. Acharya. infrastructure development and policy. New Delhi Ahluwalia. banking reforms and challenges. external influences on India’s business environment.Y. Unit-III Current industrialization trends and industrial policy. assessing risk in business environment. Oxford University Press. One case study be discussed – per unit – in the class. competitive environment. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. New Delhi . India’s competitiveness in the world economy. Shankar. balance of payments trends. Instruction for External Examiner: The question paper will have two sections. 4. M. 2.. Delhi Datt.J. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). interest rate structure and present monetary policy. environment for the SME sector. relative size and growth of public and private sectors. Unit-I Nature and structure of business environment. India’s Macroeconomic Management in the Nineties. environment for foreign trade and investment. Indian Financial System. current inflationary position and its impact on business sector.FACULTY OF MANAGEMENT SCIENCES. R. Second Generation Economic Reforms in India. Unit-II Design and strategy of economic reforms. emerging sectors of Indian economy. fiscal environment. public -private partnership. TATA McGraw Hill. New Delhi Khan. macro and micro indicators. trends in service sector growth. intellectual property regime and the R&D environment. 2. Note: 1. BUSINESS ENVIRONMENT PAPER CODE: 2108/50708 COURSE OBJECTIVE: The objective of this course is to sensitize the students towards the overall business environment within which organization has to function and to provide insight to students of its implication for decision making in business organizations. India’s Economic Reform and Development. The students will be required to attempt four questions (one question from each unit). I. ICRIER. Section ‘B’ will contain one CASE STUDY which will be compulsory. Unit-IV Globalisation trends and challenges.. legislation for anti-competitive and unfair trade practices. MAHARS HI DAYANAND UNIVERSITY. Deep and Deep. consumer and investor protection. 3. Suggested Readings: 1. business opportunities in the rural sector. and IMD Little.

3. Tata McGraw Hill.NI. 2. 7. Arthur J. and Jain P. David F. need. determinants. traditional and M-M theories.. 6. estimation of working capital need. Note: The topic of capital budgeting. 5. time value of money. receivable management will cover theoretical concepts and simple numerical questions. sources of long term finance. Unit-II Investment decisions importance. Pandy.. risk analysis (risk adjusted discount rate method and certainty equivalent method). Fundamentals of Financial Management. Petty. Financial Management. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). New Delhi One case study be discussed – per unit – in the class. capital structure theories . Prasanna. Financial Management. management of cash. inventory and receivables. . J. Financial Management and Policy. objectives of financial management. Unit-III Capital structure decisions-financial and operating leverage. Kishore. James C.. Thomson Learning. Gordon & M. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 Hrs FINANCIAL MANAGEMENT PAPER CODE: 2201/50801 COURSE OBJECTIVE: The objective of this course is to acquaint the students regarding financial management tools and techniques in financial decision making Unit-I Financial management-scope finance functions and its organisation. I.meaning. management of cash. New Delhi Keown..K. John D. William and Scott. methods of capital budgeting.FACULTY OF MANAGEMENT SCIENCES. Financial Management.. weighted average cost of capital. New Delhi Van Horne. 4..Y. determining cash flows. Suggested Readings: 1. Section ‘B’ will contain one CASE STUDY which will be compulsory. Taxman’s Publishing House. determinants of dividend policy and dividend models -Walter. Pearson Education Chandra. All the five questions will carry equal marks. Unit-IV Working Capital. Financial Management. Martin.M. Instruction for External Examiner: The question paper will have two sections. inventory management. NOI. 2. R. TMH. New Delhi Khan M. cost of different sources of raising capital. Note: 1. Prentice Hall of India Brigham & Houston. Vikas Publishing House.M. difficulties. The students will be required to attempt four questions (one question from each unit). Bombay. models. Financial Management. MAHARS HI DAYANAND UNIVERSITY.

marketing research and information system Unit-II Analyzing consumer markets and buyer behaviour. Instruction for External Examiner: The question paper will have two sections. MAHARS HI DAYANAND UNIVERSITY. The students will be required to attempt four questions (one question from each unit). web marketing. philosophies. TMH. New Delhi . Berkowtz and Rudelius. market segmentation. branding and packaging decisions. Marketing. marketing environment. New Delhi Kerin. TMH. pricing strategies and programmes. Hartley. Marketing: Concepts and Cases. 2. wholesaling and retailing Unit-IV Advertising and sales promotion. Jha. tools of product differentiation. Kevin Keller. All the five questions will carry equal marks. product mix and product line decisions.FACULTY OF MANAGEMENT SCIENCES. Marketing Management in South Asian Perspective . New Delhi Kotler. 3. Philip. public relations. analyzing business markets and business buying behaviour. Kotler Philip and Keller. One case study be discussed – per unit – in the class. New Delhi Etzel. A. Marketing Management. reasons for and benefits of going international. 4. Note: 1. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. building and delivering customer value and satisfaction. retaining customers. managing marketing channels. positioning and targeting. evaluation and control of marketing effort. processes and techniques of managing marketing operation and to develop a feel of the market place Unit-I Nature and scope of marketing: corporate orientation towards marketplace. marketing strategies in the different stage of the product life cycle Unit-III New product development process. Pearson Education. Koshy and M. PHI. personal selling. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. Michael J. green marketing. MARKETING MANAGEMENT PAPER CODE: 2202/50802 COURSE OBJECTIVE: This course is designed to promote understanding of concepts. entry strategies in international marketing Suggested Readings: 1. 2.

determine compensation structure. and D. HR in virtual organizations.Venkatesh. Human Resource Management. Tata McGraw Hill. Managing Human Resources. ESOP. designing and administering training programme. Biswajert. and John Jackson. rewarding performance: linking rewards to organizational objectives. Instruction for External Examiner: The question paper will have two sections. 2. All the five questions will carry equal marks. human resource information system Unit-II Talent acquisition: recruitment and selection strategies.FACULTY OF MANAGEMENT SCIENCES. Note: 1. 7. pay for performance and incentive plans. assessment and development centres. designing and administering benefits and services Unit-IV HR in knowledge era: HR in knowledge industry. and Roberty Cardy. New Delhi One case study be discussed – per unit – in the class. HR in mergers and acquisitions. employee leasing.N. investment in training. PHI. MAHARS HI DAYANAND UNIVERSITY. training and development. HUMAN RESOURCE MANAGEMENT PAPER CODE: 2203/50803 COURSE OBJECTIVE: The primary concern of this course is to develop an appreciation of effective management of human resources and to enable the students to meet HR challenges in present scenario Unit-I: Strategic importance of HRM. Megia. Shell. . human resource planning – objectives and process. Pearson Education Dessler. 4. Oxford University Press. John M . outsourcing HR functions. Pearson Education Mathis. career planning and management. HR audit. 5. 2. Human Resource Management. training need assessment. David Balkin. The students will be required to attempt four questions (one question from each unit). outplacement. Human Resource Management ... Gary. Human Resource Management. international HRM Suggested Readings: 1. Luis. executive development programme. potential appraisal. Human Resource Management. Pattanayak. challenges to HR professionals. evaluation of T & D programme Unit-III Appraising performance: developing and instituting performance appraisal system. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Scott and George Bohlander. Thomson Learning Inc. objectives of HRM. HR department operations. executive compensation. 3. Thomson Learning Inc. Ivanceivich. Human Resource Management . Section ‘B’ will contain one CASE STUDY which will be compulsory. responsibilities and competencies of HR professionals. 6. role. New Delhi Jyothi P. succession planning. socialization and induction of new employees. New Delhi Gomez. Robert.

the development process. forecasting methods – qualitative methods and time series forecasting methods Unit-III Importance of purchasing. drivers and dependent demand inventory. Operations Management – Theory and Practice. operations and supply chain strategies. logistics decision areas. services consideration Unit-IV Role of Inventory – its types. defining quality. mapping business processes. Joel D. MAHARS HI DAYANAND UNIVERSITY. inventory in supply chain. master scheduling. Operations Management.. Thomson Learning. approaches to improving product and service design. Norman & Frazier. safety stock and quantity discounts. Section ‘B’ will contain one CASE STUDY which will be compulsory. logistics decision models. The students will be required to attempt four questions (one question from each unit). B. All the five questions will carry equal marks. Gaither. total cost of quality.. operation. Krajewski. New Delhi Note: 1. OPERATIONS AND SUPPLY CHAIN MANAGEMENT PAPER CODE: 2204/50804 COURSE OBJECTIVE: The objective of the subject is to explore the interlinkage between operations management and supply chain management. Larry P. control and management of supply chains as integrated systems Unit-I Introduction operations management and supply chain management. strategies for business process improvement. Principles of Supply Chain Management – A balanced approach. Bozarth. service processes. reducing cycle times. methods of evaluating capacity alternatives. continuous improvement tools. G. New Delhi 5. trends in purchasing models. capacity and capacity strategies. organizing for and implementing S&OP planning. Pearson Education. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Cecil C. Thomson Learning. single period inventory system.. & Handfield. Pearson Education. just-in-time perspective on waste and inventory. Greg. layout decision models. Wisner. Lee J. understanding the SCM information needs. continuous review system – economic order quantity. laws of forecasting. periodic review system. diagnosing and improving SCM information flows. statistical quality control Unit-II Product design and development process. measuring process performance. & Ritzman. New Delhi 2. 2. New Delhi 3. total quality management. bench marking. synchronizing planning and control across the supply chain. logistics strategy. organizational role in product and service development. Robert B.. supply chain information system Suggested Readings: 1. Operations Management – Processes and Value Chains. Keong & Tan. New Delhi 4. Instruction for External Examiner: The question paper will have two sections. reorder points. Introduction to Operations and Supply Chain Management. production activity control and vendor order management systems. types of manufacturing processes and their characteristics. material requirement planning. . cross-functional and inter-organizational linkages in operations and SCM. major approaches to S&OP planning. sourcing strategy. kan-ban system. Pearson Education.FACULTY OF MANAGEMENT SCIENCES. Mahadevan. important trends interlinking operations and supply chain management. operations and supply chain perspectives on design. Section ‘A’ shall comprise 8 questions (2 questions from each unit). business processes. product customization within the supply chain. sales and operations planning (S&OP) strategy. Keah-Choon. One case study be discussed – per unit – in the class. sourcing decision. Leong. The course seeks to provide the key concepts and solutions in the design. purchasing process. forecasting – demand supply and price forecasts. multicriteria decision models in sourcing and purchasing. importance of logistics.

factors influencing sample size. Millian J. Methods in Research. Miley Education. Uma. Kruskal – Wallis H-test) 2 Unit-IV An overview of dependent and interdependent methods (multiple regression. ingredients and constructions of research report. Tata McGraw Hills. Business Research Method. variables. The students will be required to attempt four questions (one question from each unit). discriminant analysis.R. descriptive. its concept. nature. measurement – concept. Donald R. Business Research Methods . sampling design. hypothesis testing – an overview of parametric and non-parametric tests (analysis of varience. questionnaire designing. Instruction for External Examiner: The question paper will have two sections. techniques. scope. components of theory – definitions. MAHARS HI DAYANAND UNIVERSITY. 5. content analysis and tabulation. New Delhi Geode. conjoint analysis. factor analysis. concepts. 4. Millian G. 2. Thomson Learning . Business Research Methods . editing. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). constructs. Wilcoxon Matched – pairs signed – rank test. & Paul K. New Delhi Sekran. Singapore Kothari. diagnostic and experimental. 2. Bombay Cooper. hypothesis. Unit-I Business research. Section ‘B’ will contain one CASE STUDY which will be compulsory. One case study be discussed – per unit – in the class. Zikmund.. interview and observational methods. All the five questions will carry equal marks. measurement scales – types and construction of scales and reliability and validity aspects in measurement Unit-III Methods of data collection – questionnaire/schedule.. C. BUSINESS RESEARCH METHODS PAPER CODE: 2205/50805 COURSE OBJECTIVE: The objective of this paper is to impart knowledge about various stages of the research processes and their application in decision making. Mann – Whitney test. ROHTAK External Marks: 50 Workshop: 50 Time: 3 hrs.and Pamels Schindler. procedure of preparation of reference and bibliography Suggested Readings: 1. coding. process of research and structure of research proposal Unit-II Research design – concept and types – exploratory. McGraw Hills. cluster analysis). data analysis and interpretation. X test. need and managerial value of business research.FACULTY OF MANAGEMENT SCIENCES. Hatl. Note: 1. 3. Research Methodology .

Unit-III Privacy and ethical issues in networked economy. client server computing. home page. Hagg. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. Unit-II Networked economy. Applications of networks in information sharing and dissemination: applications in banking. Data and Network Communication . Delhi. 2. adding multimedia documents. Vikas Publishing House. Lab: Web Designing in HTML. LAN WAN. The students will be required to attempt any five questions (selecting at least one question from each unit). N. PHI. Thomson Learning Forouzan . egovernance. Concepts of data transmission. Data Communication & Networking . social and economic issues in networked economy. New Delhi. 5. Delhi. 4. Suggested Readings: 1. Computer Networks and Internet 4e. tables. McKeown. future of the networked economy. concepts of web page. Using HTML 4. sharing information and resources through networks. health issues in networked economy. Delhi. Baltzan & Philips. protecting privacy. Impact of computer networks on business. frames. half-duplex transmission. elements of networked economy. Computer Networks. 3. 6. Business Driven Technology. ethical issues in networked economy. . links. Introduction to OSI. Delhi. website and web searching (browsing). Information Technology and the Networked Economy. Douglas. Infrastructure of networked economy. E. treats to privacy. TMH. 7. Software. All questions will carry equal marks. Delhi. ticket reservation etc. TMH. Miller. Unit-IV HTML : Build a simple HTML document. using IS functions to deal with business risks. MAHARS HI DAYANAND UNIVERSITY. TCP/IP reference models. and wireless networks. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). COMPUTER NETWORKS & INTERNET PAPER CODE: 2206/50806 COURSE OBJECTIVE: The primary objective of the course is to familiarize the students with technologies like networking and internet and to build skills in applying these technologies to various business processes Unit-I Introduction to Internet: Definition of networks. Molly. modems. Hardware. PHI. cryptography. Tannenbaum. Pearson Education. Internet Surfing.FACULTY OF MANAGEMENT SCIENCES. Comer.

N. 2. Vikas Publishing House.Delhi. advantages. Suggested Readings: 1. analysis of queue system. Operations Research: Theory and Applications. calculating EST. 6. Linear programming: Meaning. unboundedness and multiple optimal solutions. Formulation of problem and its solution by graphical and simplex methods. Unit-II Transportation problems including transshipment problems. pure and mixed strategy games. Tata McGraw Hill Publishing Company Ltd. Decision theory: decision making under uncertainty and risk. V. N.. principle of dominance. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit).D. assignment problems including traveling salesman’s problem. EFT. LST. Bayesian analysis.K. Paneerselvam. scope and limitations. 4. limitations and applications. OPERATIONS RESEARCH PAPER CODE: 2207/50807 COURSE OBJECTIVE: The objective of this paper is to acquaint the students with various quantitative techniques which are of great importance for quantitative decision-making. All questions will carry equal marks. special cases in simplex method: infeasibility. Special cases in transportation problems: unbalanced problems. Special cases in assignment problems: unbalanced problems. two person zero sum game. time -cost trade-off.FACULTY OF MANAGEMENT SCIENCES. New Delhi. assumptions and applications. Kapoor. methodology and role in managerial decision making.. Prentice Hall of India. advantages. Poisson distributed arrivals and exponentially distributed service time models (MM1 and MMK). meaning. decision trees. Simulation. degeneracy. Quantitative Techniques in Management.Delhi. Unit-IV Game theory. New Delhi . 3. 5.K. Macmillan India Ltd. MAHARS HI DAYANAND UNIVERSITY. Prentice Hall of India. Sharma. duality. maximization objective and multiple optimal solutions. LFT and floats. process. assumptions.. probability considerations in PERT. Operations Research: An Introduction. Operations Research. Queuing theory: concept.. Operations Research. Kalavathy. . Sultan Chand & Sons. N. Vohra. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. New Delhi. Operations Research. maximization objective and multiple optimal solutions. network construction. New Delhi. J. degeneracy. The students will be required to attempt any five questions (selecting at least one ques tion from each unit). Unit-III PERT/CPM: Difference between PERT and CPM. Taha. Unit-I Operations Research: Evolution.

J. 2. world trading system and impact of WTO.L. organizational structure for IB. the LESSARD-LORANGE Model. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). International Business-Environment and Operations (New Delhi. The World Economy – Trade and Finance. factors affecting foreign investment decisions. Daniels. exchange rate systems. impact of FDI on home and host countries.D. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs.. ethical dilemmas and social responsibility issues. outsourcing factors. Charles W. and H. counter trade practices. V. managing global supply chains. international promotion mix and pricing decisions. Unit-II Foreign market entry strategies. 3. The International Business Environment: Text and Cases (New Delhi: Prentice Hall of India) Sharan. control mechanisms in IB. Section ‘B’ will contain one CASE STUDY which will be compulsory. Environment and Strategy (New Delhi: Pearson Education) Beth V. 4. Singapore . MAHARS HI DAYANAND UNIVERSITY. INTERNATIONAL BUSINESS PAPER CODE: 2208/50808 COURSE OBJECTIVE: The objective of the paper is to acquaint the students with the fundamentals of international business. types and motives for foreign collaboration. 2. The students will be required to attempt four questions (one question from each unit). Yarbrough and Robert H. country evaluation and selection. Unit-III Decisions concerning global manufacturing and material management. international staffing decisions. Yarbrough. The paper provides exposure to multiple dimensions of the field and imparts international perspective to business decisions. One case study be discussed – per unit – in the class. global financial system. Anant K and Steward J Black. mechanism of international trade transactions. barriers to IB.FACULTY OF MANAGEMENT SCIENCES. managing distribution channels. All the five questions will carry equal marks. LEERadesbaugh. Instruction for External Examiner: The question paper will have two sections. Note: 1. International Business -competency in the Global Marketplace (New Delhi: Tata McGraw Hill) Sundaram. Thomson Learning. product and branding decisions. 5. dimensions and modes of IB. structure of IB environment.. currency translation methods for consolidating financial statements. cross cultural challenges in IB. motives for internationalization of firms. compensation and performance appraisal of expatriate staff. risk in IB. Unit-IV Harmonizing accounting difference across countries. Pearson Education) Hill. Unit-I Recent global trends in international trade and finance. International Business: Concept. international business information and communication. Suggested Readings: 1.

FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK
External Marks: 70 Internal Marks: 30

Time: 3 hrs. STRATEGIC MANAGEMENT PAPER CODE: 2301/50901 COURSE OBJECTIVE: The objective of the course is to develop a holistic perspective of an organization and to enable the students to analyse the strategic situation facing the organization, to access strategic options available to the organization and to implement the strategic choices made by it. Unit-I Strategic Management Process: defining strategy, levels of approaches to strategic decision making, process of strategic management, roles of strategies, mission and objectives, strategic business unit, environment – concept, components and appraisal Unit-II Organization appraisal and strategy formulation: organizational dynamics and structuring organizational appraisal, SWOT analysis formulation – corporate level strategies and business strategies, strategy analysis and choice – the process, BCG matrix, GE matrix, SPACE approach, QSP matrix and strategic plan Unit-III Strategy implementation: aspects, structures, design and change; behavioural implementation – leadership, culture, value and ethics Unit-IV Functional implementation: functional strategies, plans and policies; marketing; financial, personal, operations, its plans and policies; strategic evaluation and control – an overview of strategic evaluation and control, techniques of strategic evaluation and control Suggested Readings: 1. Kazmi, Azhar, Business Policy and Strategic Management, Tata McGraw Hill Publishing Company Ltd., New Delhi 2. David, Fred R. Strategic Management – Concept and Cases , Pearson Education, Delhi 3. Hitt, M.A., Ireland R.D. and Hos Kisson R.D., Strategic Management Competitiveness and Globalisation; Thomson Asia Pvt. Ltd. 4. Pearce II J A and Robinson Jr., R.B., Strategic Management – Strategy Formulation and Implementation, AITBS Publishers and Distributors, Delhi Note: 1. 2. One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks.

FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK

External Marks: 70 Internal Marks: 30

Time : 3hrs. MANAGEMENT INFORMATION SYSTEM PAPER CODE: 2302/50902 COURSE OBJECTIVE: This course will equip students with skills to analysis information requirements for managerial decision making. Unit-I Data and Information. MIS- need and concepts, factors influencing MIS and characteristics of MIS. Technology of MIS. Structure of MIS. Decision Making and role of MIS. Data communication. Basic H/W required, Channel features and concept of Distributed Data bases Decision Support System: Overview, components and classification, steps in constructing a DSS, role in business, group decision support system Unit-II Information system for strategic advantage, strategic role for information system, breaking business barriers, business process reengineering, improving business qualities. Unit-III Planning for MIS; System Development Methodologies; Conceptual and detailed designs of MIS. Information system analysis and design, information SDLC, hardware and software acquisition, system testing, documentation and its tools, conversion methods. Unit-IV System implementation Strategies and process; System Evaluation and Maintenance. Applications – cross –functional MIWS; ERP; CRM; SCM; Transaction Processing; Artificial Intelligence technologies in business: neural network, fuzzy logic, virtual reality; Executive information system.

Suggested Readings : 1. 2. 3. 4. 5. 6. 7. Note: 1. 2. One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks. Jawadekar, Management Information Systems , TMH, N Delhi. Brien, James, Management Information System, Tata McGraw Hill, Delhi. Stair, Principles of Management System, Thomson Learning, Bombay. Mckeown, Information Technology and the Networked Economy, Thomson Learn ing, Bombay. Brady, Cases in MIS , Thomson Learning, Bombay. Murdick & Ross, Management Information System, PHI, Delhi. Kanter, J., Management Information System, PHI, Delhi.

FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK
External Marks: 70 Internal Marks: 30

Time: 3 hrs. BUSINESS LEGISLATION PAPER CODE: 2303/50903 COURSE OBJECTIVE: The course is designed to provide an understanding of legal processes involved in management of an organization. The main focus is on understanding basic laws affecting the operation of a Business Enterprise Unit-I The Indian Contract Act: Essentials of a valid contract, void agreements, performance of contracts, breach of contract and its remedies, Quasi-Contracts Unit-II The Sale of Goods Act: Contract of sale of goods, conditions and warranties, transfer of property, rights of an unpaid seller; the negotiable instruments act: nature and types; negotiation and assignment; holder-indue course, dishonour and discharge of a negotiable instrument, arbitration Unit-III The Companies Act, 1956: Nature and types of companies; formation; memorandum and articles of association; prospectus, shares and share capital, allotment of shares Unit-IV Membership; borrowing powers; management and meetings; accounts and audit; compromise arrangements and reconstruction; prevention of oppression and mismanagement; winding up; Consumer Protection Act and Cyber Law Suggested Readings: 1. 2. 3. 4. 5. Note: 1. 2. One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks. Kuchhal, M.C. and Deepa Parkash, Business Legislation Management, Vikas Publishing House Pvt. Ltd. Khergamwala, J.S., The Negotiable Instrument Acts, N.M. Tripathi, Bombay, 1980 Ramaiyam, A., Guide to the Companies Act, Wadhwa, Nagpur, 1992 Shah, S.M., Business Law for Managers , Sultan Chand, New Delhi, 1998 Tulisian P.C., Busienss Law, TMH, New Delhi

ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. designing organization structure. factors impacting emergence of entrepreneurship. Michael Peters and Dean Shephered. Entrepreneurship. One case study be discussed – per unit – in the class. proforma cash flow. All the five questions will carry equal marks. methods of generating ideas. Madhurima. characteristics of successful entrepreneurs. New Delhi Barringer. presenting business plan to investors Unit-III Functional plans: marketing plan – marketing research for the new venture. organizational plan – form of ownership. Duane Ireland. proforma balance sheet. and Shikha Sahai. Entrepreneurship. copy rights. New Jersy (USA) Lall. The students will be required to attempt four questions (one question from each unit). financial institutions supporting entrepreneurs.FACULTY OF MANAGEMENT SCIENCES. Excel Books. Hisrich.. contingency planning. proforma income statement. Instruction for External Examiner: The question paper will have two sections. working capital. licensing. opportunity recognition. entrepreneurship process. venture capital. manpower planning. steps in preparing marketing plan. job design. knowledge and skills requirement. 3. understand and internalize the process of setting up a business Unit-I Entrepreneurship: Concept. Entrepreneurship Development and Small Business Entreprises . trade secrets. MAHARS HI DAYANAND UNIVERSITY. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Brace R. Financial plan – cash budget. 4. and R. Pearson Prentice Hall. break even analysis Unit-IV Sources of finance: debt or equity financing. Tata McGraw Hill. commercial banks. franchising Suggested Readings: 1. managerial vs. feasibility study – market feasibility. Note: 1. Poornima. competitor and industry analysis. trade marks. financial feasibility: drawing business plan. preparing project report. creative problem solving. New Delhi . role of entrepreneurship in economic development. Robert D. 2. 2. Section ‘B’ will contain one CASE STUDY which will be compulsory. entrepreneurial approach and emergence of entrepreneurship Unit-II Starting the venture: generating business idea – sources of new ideas. technical/operational feasibility. ENTREPRENEURSHIP PAPER CODE: 2401/51001 COURSE OBJECTIVE: This course aims to acquaint the students with challenges of starting new ventures and enable them to investigate.. New Delhi Charantimath. Entrepreneurship. legal issues – intellectual property rights patents. environmental scanning. Pearson Education.

5.Michael Chang. Perry T. business and technological dimensions of e-commerce. 6. Creating a winning E-business. Thomson Learning. Bombay. Delhi. Unit-II Electronic payment system. Thomson Learning. 4. Unit-III B2B e-commerce. E-Commerce. process of e-commerce. Vikas Publishing House. New Delhi Whitely David. Delhi. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). 9. New Delhi Didar Singh. All questions will carry equal marks. consumer search & resource discovery. Agents in electronic commerce Lab: Internet Surfing of E-Commerce Sites. internet commercialization.James. David King & H. Hanson & Kalyanam. Schneider P.FACULTY OF MANAGEMENT SCIENCES. inter-organizational commerce & intra-organizational commerce. Kalakota. Bombay. Addison Wesley. Delhi. Bharat Bhasker. 8. Suggested Readings: 1. Internet retailing. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. advertising & marketing in the internet. E Commerce for Manager. Addison Wesley. . TMH. Electronic Commerce: A Managerial Perspective . Prentice Hall of India. Frontiers of Electronic Commerce. 7. on-line research. MAHARS HI DAYANAND UNIVERSITY. Efraim Turban. 2. computer based education & training. value-added network. Pearson Education. Framework. the tools. organizing for online marketing. Understanding E-Commerce. e-procurement. digital copyrights. Vikas Publishing House. Unit-I Introduction to Electronic Commerce: origin and need. Electronic Commerce. smart card. N Delhi. multi channel retailing. Jay Lee. benefits of mobile commerce. Napier. factors affecting e-commerce. Unit-IV Security. Search engines & directory services. Internet Marketing & e-commerce. Electronic Commerce. credit card and emerging financial instruments. channel design. ELECTRONIC COMMERCE PAPER CODE: 2402/51002 COURSE OBJECTIVE: The objective of the course is to learn types. network infrastructure (including internet). applications. The students will be required to attempt any five questions (selecting at least one question from each unit). E-business with Net Commerce (with CD). digital library. EDI. introduction to marketing & CRM. Internet advertising. Gary. channels and the related issues in implementing the e-commerce practices. Mobile commerce: Introduction to mobile commerce. 10. Kosiur. 3. supply -chain coordination. selling through online intermediaries. Whinston . TMH. Shurety. mobile commerce framework.

All the five questions will carry equal marks. . evaluating performance management SUGGESTED READINGS: 1. management team performance. Cambridge University. 4. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Armstrong. feedback. performance and potential management UNIT-II Measuring Performance – Managing for results. counseling and coaching. PA. defining objectives and performance standards. Gary. Managing Employees Performance and Reward. managing competencies. performance management and strategic planning linkages. John Wiley and Sons Shields. 3. MAHARS HI DAYANAND UNIVERSITY. need for performance management as a system. conducting performance reviews UNIT-III Designing and Implementing Performance Management Process – Performance Planning. automation of performance management process. defining capability requirements. essence. principles. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Performance Management. 2. PERFORMANCE MANAGEMENT PAPER CODE: 2305/50905 UNIT-I Basics of Performance Management – Concept. scope. John. Pearson Education Inc. NOTE: 1. Finding the Missing Prices. Michael. Herman. Kogan Page Cokins. The students will be required to attempt four questions (one question from each unit). Performance Management – Key strategies and Practical Guidelines. performance management training. Performance Management. legal requirements UNIT-IV Key Issues – 360o feedback. managing behaviour. performance management process. performance management and pay. Section ‘B’ will contain one CASE STUDY which will be compulsory. strategy maps and balance score card. 2.FACULTY OF MANAGEMENT SCIENCES. One case study be discussed – per unit – in the class. managing organizational performance. PM vs. NODA Aguinis. performance management system implementation.

criteria and approaches. in basket exercises. Sage Publications De Simone. principles of evaluation. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. learning styles. New Delhi One case study be discussed – per unit – in the class. The students will be required to attempt four questions (one question from each unit). D. 2. Every Trainer’s Handbook. laboratory training. seminars. Agochia. training climate and pedagogy. Excel Books. emerging trends in training and development. inspirational techniques – brainstorming. Training in Organization . Thacker. Effective Training – Systems. learning process. TRAINING AND DEVELOPMENT PAPER CODE: 2306/50906 COURSE OBJECTIVE: This course is designed to provide in depth understanding and enable the students to manage training processes and system for developing human resource of the organization Unit-I Training – concept. Training for Development . . business games. and rationale..FACULTY OF MANAGEMENT SCIENCES. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit).K. New Delhi. person analysis. new perspectives on training – cross cultural training. Thomson Learning. Instruction for External Examiner: The question paper will have two sections. R.. Prentice Hall of India. and Harris. Note: 1. incidents and cases. return on investment in training. R. operational analysis. 3. All the five questions will carry equal marks. syndicates and group discussion. Pearson Education. lecture. New Delhi Goldstein. programmed instructions. Strategies. 2. 6. P Nick. Training for Life and Leadership in Industry. training process: role of stakeholders in training programme. Thomson Learning Sahu. creative problem solving Unit-IV Evaluation of training – need for evaluation. Devendra. Organization and Management of training function. MAHARS HI DAYANAND UNIVERSITY. 5. Training needs assessment – organizational analysis. 4. competency mapping Unit-II Designing the training programme: process of learning in training programme – attributes and factors influencing. Training aids Unit-III Training methods and techniques – role playing. Bombay McGrath. e-learning. New Delhi Blanchard.L. and James W. developing training modules.M. and Practices. knowledge management Suggested Readings: 1. Human Resource Development. Section ‘B’ will contain one CASE STUDY which will be compulsory. process of calculating ROI in training. mind mapping.

T. Strategic Interventions – Organization and environment relationships. and Christopher G. New Delhi Chowdhury. Wendell L. future trends in OD Suggested Reading: 1. systems and process related competencies and helping organizational to achieve peak performance and become self sustaining Unit-I Organizational Change – meaning. 3. theories of planned change. Organisation Development.. work design. process of organizational development Unit-II Human Process Interventions – T-group. coaching and mentoring. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). employee involvement. Rao and Kuldeep Singh. organizational confrontation meeting. Thomson Learning Ramnarayan S. organizational development in service sector. Instruction for External Examiner: The question paper will have two sections. Response Books. Organisation 2IC. . competencies requirement. OD Practioners – role. organization transformation Unit-IV Contemporary issues and applications – Organizational development in global context. The students will be required to attempt four questions (one question from each unit). nature. reengineering. MAHARS HI DAYANAND UNIVERSITY. Organisation Development Interventions and Strategies.FACULTY OF MANAGEMENT SCIENCES. Organizational Development – nature and characteristics. Subir. Worley. Pearson Education One case study be discussed – per unit – in the class. professional ethics and values and experiences. 4. team building. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Note: 1. All the five questions will carry equal marks. Bell. Cummings. ORGANISATIONAL CHANGE AND DEVELOPMENT PAPER CODE: 2307/50907 COURSE OBJECTIVE: This course is designed to provide in depth understanding of behavioural interventions and enable the students to apply these intervention for building individual. types. New Delhi French. Thomas G. 2. Section ‘B’ will contain one CASE STUDY which will be compulsory. Organisation Development and Change.V. role focused interventions Unit-III Techno structural Interventions – restructuring organization. and Lecil H. team. process consultation. PHI. third party interventions. 2.

. Kogan Page. COMPENSATION MANAGEMENT PAPER CODE: 2308/50908 COURSE OBJECTIVE: This course is designed to promote understanding issues related to compensation in corporate sector and impart skills in designing.. B. compensation of professionals and knowledge workers. Section ‘B’ will contain one CASE STUDY which will be compulsory. 5. 2. Note: 1. MAHARS HI DAYANAND UNIVERSITY. role of trade unions in compensation management. The students will be required to attempt four questions (one question from each unit). determining the worth of jobs. Chief Executives. Compensation. tax planning Suggested Readings: 1. components of executive compensation package.FACULTY OF MANAGEMENT SCIENCES.. One case study be discussed – per unit – in the class. Pearson Education Armstrong. 4. strategic perspectives of compensation. Instruction for External Examiner: The question paper will have two sections. understanding different components of compensation package like fringe benefits. compensation as motivational tool. Strategic Compensation. pay for performance plans Unit-III Compensation of special group: Corporate Directors. international compensation Unit-IV Statutory provisions governing different components of reward systems. understanding inter and intra -industry compensation differentials. New Delhi . policies and strategies Unit-I Role of compensation in organization: economic and behavioural theories related to compensation. pay commissions. designing pay structure and administering compensation package. 3. Senior Managers. 2. Milkovich. R&D staff. working of different institutions related to reward system like wage boards. R. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). analysis and restructure compensation management system. Tata McGraw Hill Henderson. Excel Books.D. UK Singh. sales compensation plan. compensation policy Unit-II Internal and external equities in compensation system. M and Murlis H. Compensation Management. George T and Newman J. Reward Management.O.J. Compensation Reward Management. incentives and retirement plans.M. Pearson Education Martocchio.. J. All the five questions will carry equal marks. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs.

Peter Mowl and Simon Orme. Stringer. talent imperatives. transformation and reorganization of HR. Phillips. Jossey-Bass. The Talent Powered Organization. The students will be required to attempt four questions (one question from each unit). Talent: Making People your Competitive Advantage. talent forces of tomorrow SUGGESTED READINGS: 1.FACULTY OF MANAGEMENT SCIENCES. Lawyer III. Press. Maggie Cutt. New York 4. NOTE: 1. Managing Talent Retention. . sourcing talent. Talent Force: A New Manifesto for the Human Side of Business. Sears David. measuring human capital investment. elements of talent management. An ROI Approach. Successful Talent Strategies. measuring and monitoring turnover and retention data. 2. designing engagement strategies. A Wiley Imprint 5. Gower Publishing Ltd. 2. workforce diversity and talent management. MAHARS HI DAYANAND UNIVERSITY. Pfeiffer. role of HR in talent management UNIT-II Talent Procurement and Deployment – Identifying talent needs. American Management Association. Neil Flynn. strategic importance of talent. Pearson Education. Section ‘B’ will contain one CASE STUDY which will be compulsory. diagnosing causes of talent departure. All the five questions will carry equal marks. Hank & Rusty Rueff. developing talent. Talent Assessment. talent metrics. Peter. establishing talent management system. Prentice Hall Upper Saddle River. Cheese. One case study be discussed – per unit – in the class. AMACOM. Dave Ulrich. Lisa Edwards. drivers of engagements UNIT-IV Return of Talent – Measuring contribution of talent to business performance. New Jersey 3. Instruction for External Examiner: The question paper will have two sections. Hampshire Ltd. Section ‘A’ shall comprise 8 questions (2 questions from each unit). A Wiley Imprint 6. Jack J. Tony. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. deployment of talent. Robert J Thomas and Elizabeth Craig. David.. new imperatives. TALENT MANAGEMENT PAPER CODE: 2405/51005 UNIT-I Introduction – Concept of talent management. Kogan Page Ltd. Edward E. talent multiplication UNIT-III Talent Retention – Cost and consequences of talent departure.

A . Objectives. 1. The students will be required to attempt four questions (one question from each unit). New delhi 6. Guide to Disciplinary Action. New Delhi Note: 1. Grievance handling legislations: Social security legislations. Harmony and discipline Unit. Scope. New Delhi st Venkataratnam.K. A. New Delhi 3. Oxford University Press. C. C. Role of State in managing industrial relations factors affecting industrial relations. Venkataratnam. Dutta. Monappa. One case study be discussed – per unit – in the class. Trade Union response toward liberalization and change. Instruction for External Examiner: The question paper will have two sections.S. Quality of worklife Suggested Readings Ramaswamy. Challenges of Trade Union movement. Industrial Relations. . forms and significance. Tata McGraw Hill. MAHARS HI DAYANAND UNIVERSITY. Managing Human Resources. Tata McGraw Hill. Concept and significance. Oxford University Press. functions and issues of industrial relations and to gain insight into the dynamics of employee management relations on the different job situations. Pravin. Unit-II ILO and Trade Unions: Objectives and functions. New Delhi 7. emerging socio -economic and techno-economic profile. IIRA -Excel Books. Industrial Relations. Regulatory legislations and protective and employment legislations.S. Sinha.IV Co-ownership management. Sakher. Impact of technological change on industrial relations. Trade Union Challenges at the Designing of 21 Centry. Role and objectives of ILO. Monappa. Industrial Relations. Strategic implementation of WPM. All the five questions will carry equal marks. Collective bargaining and empowerment: role. Development of trade Union movement in India. Trade Unions and Labour Legislations. Pearson Education. S. Involvement of workers with management processes. 2. Managing Human Resources. Unit-I Industrial Relations: Concept. and Sinha.. Forms of union. Tata McGraw Hill. methods and significance to quality management. New Delhi 5. 2. Prevention and settlement of disputes. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Sinha. New Delhi 4. Section ‘B’ will contain one CASE STUDY which will be compulsory. E. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 Hrs INDUSTRIAL RELATIONS AND LABOR LEGISLATIONS PAPER CODE: 2406/51006 COURSE OBJECTIVE: The objective of this course is to sensitize and expose students to critical tasks. Unit III Labor Legislations: Objectives.FACULTY OF MANAGEMENT SCIENCES.

Monica and Kenneth McBay. One case study be discussed – per unit – in the class. MAHARS HI DAYANAND UNIVERSITY. barrier to strategic HR. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). All the five questions will carry equal marks. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. outsourcing and off shoring Suggested Readings: 1. Strategic Human Resource Management. New Delhi Dreher. Human Resource Strategy. The students will be required to attempt four questions (one question from each unit). Pearson Education Belcourt. 2. 2. Oxford University Press. Tanuja. evolution of SHRM. traditional HR. Section ‘B’ will contain one CASE STUDY which will be compulsory. 3. Agarwala. Note: 1. employee and career development systems. concept of SHRM: investment perspective of SHRM. STRATEGIC HUMAN RESOURCE MANAGEMENT PAPER CODE: 2407/51007 COURSE OBJECTIVE: The primary concern to this course is to develop in depth understanding of the strategic role performed by HR in business organizations and to gain insight of the alignment between different HR systems and practices and organizational outcomes Unit-I HR environment. 5. reward and compensation systems.FACULTY OF MANAGEMENT SCIENCES. strategic HR vs. Thomson Learning Inc. George and Thomas Dougherty. Jeffrey A . HRM and firm performance linkages – measures of HRM performance. Strategic Human Resource Management. Strategic Human Resource Management.. Instruction for External Examiner: The question paper will have two sections. domestic and international labour market. best practice approach. Thomson Learning Inc. Charles. role of HR in strategic planning Unit-II Strategic fit frameworks: linking business strategy and HR strategy. Strategic Human Resource Planning. Tata McGraw Hill Greer. HR bundles approach. mergers and acquisitions. . sustained competitive advantages through inimitable HR practices Unit-III HR Systems: staffing systems. 4. business strategy and human resource planning. Mello. performance management systems Unit-IV Strategic options and HR decisions – Downsizing and restructuring. HRM in knowledge economy.

bargaining behavior and negotiation strategies. models and attitudinal dimensions. cultural differences. 8.David H. determinants and key components. International Human Resource Management Sage Publication. Section ‘B’ will contain one CASE STUDY which will be compulsory. Instruction for External Examiner: The question paper will have two sections. 2. team development and cooperation Unit IV Compensation: Objectives. One case study be discussed – per unit – in the class. Richard M. Tata McGraw Hill. leadership. Bombay Harzing and Van Ruysseveldt. Thomson Learning. New Delhi Peter J. Human and cultural variables of organization. and Jonethan P. 6. 5 Ed. Dolling. characteristics and elements. New Delhi Holt. International Management – Cultural. 2 Edition. MAHARS HI DAYANAND UNIVERSITY. Fred Luthans. Training and development of international staff Unit III Managing global staff: Recruitment. International Management – Text and Cases. Unit –I Human Resource management in global organizations: Meaning and concept of Culture. New Delhi nd Francesco. Multinational Management. negotiations. Standards of performance management in global perspective. Pearson Education. Dryden Press. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 Hrs CROSS-CULTURAL HUMAN RESOURCE MANAGEMENT PAPER CODE: 2408/51008 COURSE OBJECTIVE: This course builds on the notions and frameworks in developing and understanding about the diverse nature of behavior patterns and issues involved in multivariate values and culture systems to maintain excellence of management. dimensions. Bombay Larry E. Differences in communication. International Management. Sen and John R. work settings. Culture caricatures. Danice E. Hodgetts. Doh. 4. 3. Note: 1. New Delhi ..Excel books Cullen. Pearson Education. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Strategy and Behaviour. New Delhi th Deresky. International Human Resource Management.FACULTY OF MANAGEMENT SCIENCES. Thomson Learning. All the five questions will carry equal marks. motivational context. 5.) Ltd.. 2. Thomson Learning. Managing Across Borders and Cultures.. Retaining and motivating International staff. International Organizational Behavior . Expatriate and repatriate issues in global context Suggested Readings 1. Issues and challenges in global perspective. Childress. The Secret of a Winning Culture (Building High Performance Teams ) PHI (Pvt. The students will be required to attempt four questions (one question from each unit). standardization and adoption of work practice. Culture diversity. Welch. similarities and managerial implications Unit-II Global HR issues: Cross-national differences. 7. Selection criteria and issues.

H. MANAGEMENT OF FINANCIAL SERVICES AND INSTITUTIONS PAPER CODE: 2309/50909 COURSE OBJECTIVE: The objective of this paper is to acquaint the students about major financial services and institutions Unit-I Financial Services: salient features. venture capital financing.Y.. segments/instruments of money market Unit-IV Mechanism of security trading. New Delhi Machiraju.M. Working of Stock Exchange in India. 6. Indian Financial System. Section ‘B’ will contain one CASE STUDY which will be compulsory. Indian Financial System. H. SEBI – its objectives. housing finance. LICI. Financial Services. New Delhi Pathak.FACULTY OF MANAGEMENT SCIENCES. Financial Institutions and Markets .. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). MAHARS HI DAYANAND UNIVERSITY. M.R. 3. and Nigam. mutual funds. 4.. Instruction for External Examiner: The question paper will have two sections.operational policies and practices of IDBI. Tata McGraw Hill. Management of Indian Financial Institutions. ICICI. Vikas Publishing House Machiraju. depository system and custodial services.. scope and problems. M. All the five questions will carry equal marks. New Delhi Khan. 7. Tata McGraw Hills. L. debt securitization Unit-III Development Banks . OTCEI. EXIM BANK. Note: 1. Tata McGraw Hill. The students will be required to attempt four questions (one question from each unit). Himalaya Publishing House . regulatory and theoretical framework of leasing. Divya. New Age Publication Shrivastava... UTI. factoring and forfeiting. SIDBI. IFCI. M. merger/amalgamation and acquisition/takeover. R. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. scripless trading. Pearson Education Khan. NSE. Bhole. 2. functions and powers Suggested Reading: 1. 5. One case study be discussed – per unit – in the class. Y. 2. Indian Financial System.R. issue management activities/procedures of merchant banking Unit-II Credit rating.

Cyrus and Merna. Financing infrastructure projects: Concept. Selection. Bhavesh. Public finance for infrastructure projects.. The students will be required to attempt four questions (one question from each unit). 2. technical analysis and financial analysis. UNIDO approach. generation and screening of project ideas. analysis of project risk. Prasanna.FACULTY OF MANAGEMENT SCIENCES. Vikas Publishing House. Project Management. M Patel. Section ‘B’ will contain one CASE STUDY which will be compulsory. New Delhi. New Delhi. appraisal and control and financing of infrastructure projects. Machiraju. project financing in India project appraisal by financial institutions. environmental appraisal of Projects.C.Delhi. Unit-II Special decision situations. H. 3. Financing Infrastructure Projects. MAHARS HI DAYANAND UNIVERSITY. Unit-III Social cost benefit analysis. appraisal criteria. UK. planning. 5. Instruction for External Examiner: The question paper will have two sections. Project Management and Control . Note: 1. Tata McGraw Hill. 4. R. Thomas Telford. SCBA by financial institutions. PROJECT MANAGEMENT AND INFRASTRUCTURE FINANCE Paper code: 2310/50910 COURSE OBJECTICE: The objective of this paper is to acquaint the students about the project planning.K. 2. N. human aspects and pre -requisites.. Rao. Unit-I Phases and objectives of capital budgeting. 2002. Project Finance. Chandra. rational and financial instruments. ISBN . Implementation and Review. market. control. Unit-IV Project management: organisation. Suggested Readings 1. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). demand and situational analysis. All the five questions will carry equal marks. Projects : Planning Analysis. BOOT/ BOT system for infrastructure projects. Vikas Publishing House.Tony. New Delhi. firm risk and market risk. P. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Sultan Chand & Sons. Nijiru. One case study be discussed – per unit – in the class.

target costing. performance budgeting. Section ‘B’ will contain one CASE STUDY which will be compulsory. financial measures of activity efficiency. Atkinson. partial and total productivity measurement. cost management tools . 6. The students will be required to attempt four questions (one question from each unit). Datar Foster. McGraw Hill . accounting and evaluation of responsibility centers. quality cost management and reporting system Suggested Readings: 1. JIT & theory of constraints. Vijay. BPR and bench marking Unit-II Nature of activity-based costing (ABC). Pearson Education Kaplan. activity-based budgeting. application of linkage analysis in cost reduction and value addition Unit-III Functional-based planning and control. Cost Accounting. Pearson Learning Anthony. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Kaizen approach. All the five questions will carry equal marks. human aspects of budgeting.FACULTY OF MANAGEMENT SCIENCES. designing an ABC system Activitybased management. process value analysis. budgeting cycle. environmental influences on cost management practices. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Instruction for External Examiner: The question paper will have two sections. Thomson Learning Horngren. Management Control System. Robert N. measuring changes in activity and process efficiency. RI. transfer pricing and its applications Unit-IV Strategic-based performance measurement system: balanced score card – prospectives and limitations. Thomson Learning Kaplan. limitation of volume -based costing system. 4. indicates of ABC. Advanced Management Accounting. One case study be discussed – per unit – in the class. Colin. Management Accounting and Control. 2. Cost Management. cost drivers. Note: 1. establishing objectives and performance measures in different perspectives of balance score card. 5. kaizen costing. activity hierarchies. customer profitability analysis. productivity efficiency. activity analysis and linkage analysis. Atkinson and Young. administration and effectiveness. Drury. measuring the performance of investment centre – ROI. productivity measurement and control. MAHARS HI DAYANAND UNIVERSITY. role of SCM in strategic positioning. operational and strategic application of ABC. 3.. STRATEGIC COST MANAGEMENT AND CONTROL PAPER CODE: 2311/50911 COURSE OBJECTIVE: This course aims to acquaint the students with concepts and various aspects of cost management from strategic perspective Unit-I Conceptual framework of SCM. ZBB. and Govindrajan. EVA. responsibility centers and financial control – nature and role of responsibility centres. Management Accounting.life cycle costing. Pearson Education Hansen and Mowen. 2. Nature of value-chain analysis. benefits and limitations of ABC. budgeting –nature.

international capital money markets. taxation in multinational firms Suggested Readings: 1. P. McGraw Hill Apte. euro dollar and currency market. International Financial Management. PHI. country risk analysis. Section ‘B’ will contain one CASE STUDY which will be compulsory.. finance function in a multination firms. Thomson Learning Sharan. measuring and managing various risks and exposure.G. 3. Multinational Business Finance. Pearson Education Note: 1. David K. 5. CP and ECB Unit-III Multinational capital budgeting. The purpose of this paper is to equip the students with financial and investment decision of MNCs Unit-I An overview of multinational financial management. Alok. Madura Jeff. The students will be required to attempt four questions (one question from each unit). MULTINATIONAL FINANCIAL MANAGEMENT PAPER CODE: 2312/50912 COURSE OBJECTIVE: International boundaries are blurring therefore MNCs can raise funds from international financial management. International Financial Management. cost of capital and capital structure decisions. ADRs. MAHARS HI DAYANAND UNIVERSITY. international monetary and financial systems. Instruction for External Examiner: The question paper will have two sections. Arthur I. V. New Delhi Allen Shapiro. . international flow of funds Unit-II International working capital management: international cash management. One case study be discussed – per unit – in the class.. Maurice D. 4.FACULTY OF MANAGEMENT SCIENCES. Multinational Financial Management. and Pandey. Michael H. Tata McGraw Hill Eiteman. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs.. IBRD and development banks. Stonehill. Moffett. Euro issues. dividend policy of multinational firm Unit-IV Developments in foreign exchange markets. 2.. All the five questions will carry equal marks. financial market instruments – GDRs.. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). exchange rate determination. New Delhi Levi. 6. international receivable management. PHI. 2. Internati onal Financial Management. managing short term assets and liabilities. International Finance.

Agra Singhania.K. V. Sahitya Bhawan Publications.. close or continue etc. deduction and collection of tax at source. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). incomes exempt from tax. tax planning with reference to managerial decisions – own or lease. The students will be required to attempt four questions (one question from each unit). ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. general deductions from gross total income. V. Mahrotra & Goyal. . setting off and carrying forward of losses. Taxman Publications Singhania. B. Pearson Education Study material of Institute of Company Secretaries of India One case study be discussed – per unit – in the class. residential status and its incidence on tax liability. 6. and Singhania.K. Taxman Publications 2. capital gains. Income Tax Law & Practice. V. Monica. Kapil and Singhania. Note: 1. Student Guide to Income Tax. Direct Taxes. assessment of individuals and companies. Instruction for External Examiner: The question paper will have two sections. export or local. All the five questions will carry equal marks. income from the had salary. Direct Taxes Planning and Management. Singhania. returns of income and assessment of income. Taxman Publications Lal. make or buy. Direct Taxes Law and Practice. and Singhania. income from other sources Unit-III Clubbing of incomes.. computation of tax liability Unit-IV Tax planning/avoidance/evasion. 2. Monica. income tax authorities and their powers Suggested Readings: 1.B. Kapil. TAXATION LAWS AND PLANNING PAPER CODE: 2409/51009 COURSE OBJECTIVE: The objective of this course is to acquaint the students with tax laws and tax planning Unit-I Basic concepts of income tax. Singhania.K. 4. income from house property Unit-II Profits and gains of business and profession including depreciation. 3. 5. Section ‘B’ will contain one CASE STUDY which will be compulsory. MAHARS HI DAYANAND UNIVERSITY. tax planning in reference to employees’ remuneration.FACULTY OF MANAGEMENT SCIENCES.

K.FACULTY OF MANAGEMENT SCIENCES. pension funds in India Unit-IV Organizational forms. Thomson Learning Note: 1. One case study be discussed – per unit – in the class. Indian Institute of Banking and Finance 8. objective and process of risk management. interest rate management. Besis Joel Risk Management in Banking . Commercial Banks. Unit-III Origin and development of insurance sector. Risk Management. life and non-life (health and motor vehicle) insurance underwriting. investment pattern and policies of insurance companies. Rejda. The New Basel Record. 2. ICFAI Publication 7. Indian Institute of Banking and Finance. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. George E. The students will be required to attempt four questions (one question from each unit). Vikas Publication 4. McMillan Publisher 6.C. use of life insurance in personal and business planning. function and operations – RBI. Trieschmann. managing capital adequacy and profit planning. Banking Theories and practices . & Skipper. management of credit and operational risk. Kenneth jr. All the five questions will carry equal marks. Shekhar. Financial Intermediation. MANAGEMENT OF BANKING AND INSURANCE PAPER CODE: 2410/51010 COURSE OBJECTIVE: The attempt of this paper is to impart knowledge of various functional areas and risk management in banking and insurance sectors Unit-I An overview of the banking sector. liquidity management.component of bank marketing strategy. role of IRDA. types and structure of insurance plans. Lekshmy . Risk Management & Insurance. Pearson Education. Delhi 2.growth and structure. challenges of insurance marketing. life and nonlife insurance management – strategic management. Harold D. Black. planning and control cycle. Delhi 3. Principles of Risk Management and Insurance. MAHARS HI DAYANAND UNIVERSITY. and Shekhar. RRBs. Pearson Education.. . Section ‘B’ will contain one CASE STUDY which will be compulsory. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Life and Health Insurance. financial management of life insurance companies Suggested Readings: 1. Instruction for External Examiner: The question paper will have two sections. John Mily & Sons 5. Cooperative Banks and NABARD. role of technology in banking Unit-II Component of ALM and their management. marketing in banking industry . jr. regulatory issues for governance of banking sector– role of RBI and Ministry of Finance. structure and administration of life and non life insurance companies. managing NPAs. treasury operations and management.

Security Analysis and Portfolio Management. All the five questions will carry equal marks. Modern Investment Theory. Investment analysis and Portfolio Management.Economic. Unit-III Portfolio – Meaning. fundamental and technical analysis and theories and concepts involved in portfolio management. New Delhi. The students will be required to attempt four questions (one question from each unit).Prentice Hall of India. Alan J and Mohanty. the efficient frontier. Measuring historical and expected return and risk.. Industry and Company Analysis. Kane Alex. expected return and standard deviation for portfolios. Dryden Press. the selection of the optimal portfolio. .constant-dollar-value plan. & Gruber. nature. theories of fixed and variable income securities. Investment Analysis & Portfolio Management. variable ratio plan. 2. New Delhi. Sharpe single -index model. Investments.. Edwin J. Capital Asset Pricing Model. MAHARS HI DAYANAND UNIVERSITY. Bodie ZVI. and Bailey. Bombay. Unit-II Objectives and benefits of investment analysis and security valuation . need. 4. Marcus. Technical Analysis. constant ratio plan. Alexander. constraints and strategies. Risks involved in them. Section ‘B’ will contain one CASE STUDY which will be compulsory. Alexander & Wiley. Vikas Publishing House. advantages and selection. Note: 1. Portfolio revision – meaning. 7. systematic and unsystematic risk. Arbitrage Pricing Theory. Modern Portfolio Theory & Investment Analysis . 6. Gorden J. Thoms on Learning. Haugen. New Delhi. theories of security valuation.. Pearson Education. 2. John Wiley & Sons. Pitabas. Pandian. Robert A.FACULTY OF MANAGEMENT SCIENCES. 5. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Measurement of systematic risk. active management strategies. the efficient frontier and investor utility. Instruction for External Examiner: The question paper will have two sections. Sharpe. 2006. Efficient Market Theory. Reiley & Brown. Unit-I Investment-Meaning. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Fundamental Analysis . process and alternatives. Selection Problems: Markowitz portfolio theory. Concept and components of total risk. SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT PAPER CODE: 2411/51011 COURSE OBJECTIVE: The objective of this paper is to acquaint the students about the investment decisions. Jeffery V. Unit-IV Bond portfolio management strategies – passive portfolio strategies. Bombay. Thomson Learning. Suggested Readings 1. One case study be discussed – per unit – in the class. Investment. New Delhi 3. return and risk. Martin J. formula plans . Portfolio performance evaluation: risk adjusted measures of performance. TMH. Elton.

Chance. option pricing – black scholes option pricing model UNIT-IV Fundamental of swaps – introduction to swaps. Thomson Learning.. All the five questions will carry equal marks. 6. difference between forward and future contracts. UNIT-I Concept and type of derivatives. arbitragers and scalpers. 5. derivative markets in India – current trends and future prospects. swap pricing Suggested Reading: 1. 4. Bombay Hull. S.S. trading mechanics. New Delhi Gupta. Instruction for External Examiner: The question paper will have two sections..S. basics of stock index future.FACULTY OF MANAGEMENT SCIENCES. Options and Swaps. 2. Section ‘B’ will contain one CASE STUDY which will be compulsory. use of futures for hedging. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). 2. Derivatives: An Introduction. S. Note: 1.L. Futures and other derivatives securities .. One case study be discussed – per unit – in the class. interest rate swaps. MAHARS HI DAYANAND UNIVERSITY. PHI . UNIT-II Fundamentals of futures and forwards . Prentice Hall of India. Don M. Financial Derivatives : An Introduction to Future/Forward. PHI Kumar. An Introduction to Derivatives and Risk Management. The students will be required to attempt four questions (one question from each unit). PHI. 3. Financial Derivatives. mechanics of swap – interest rate swap and currency swaps.. currency futures (basics).concept of futures.. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs FINANCIAL DERIVATIVES PAPER CODE: 2412/51012 COURSE OBJECTIVE: To acquaint the students with the basics of financial derivatives and their use in managing risk with their synergic effect on financial returns. speculators. uses of derivatives. interest rate futures. clearing process. John C. New Delhi Redhead. Participants – hedgers. trading strategies involving options. UNIT-III Types of options. Harcourt College Publishing Robert A Strong. types of orders. currency swaps. Fnancial Derivaties.

Add Wesley Stroustrup . OOPS. encapsulation. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). Herbert Schildt. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. Satzinger. Turbo C++. New Delhi. Object Oriented Analysis and Design. New Delhi. inheritance and multiple inheritance. functions. virtual functions and polymorphism. TMH. type conversions Unit-IV Inheritance: Extending classes. Lab: Programming in C++ on above defined syllabus Suggested Readings: 1. OOPS with C++.TMH. object and classes. grouping constructs. Pearson Education. . MAHARS HI DAYANAND UNIVERSITY. PHI. New Delhi. Bombay. Galgotia Publications.FACULTY OF MANAGEMENT SCIENCES. New Delhi. C++ . overloading. 4. 7. constructors and destructors. 8. All questions will carry equal marks. The students will be required to attempt any five questions (selecting at least one question from each unit). Balagurusamy . pointers. C++ The complete Reference. Unit-II Object modeling. C ++How to Program. input-output operations. Unit-I Object-oriented concepts. OOAD. New Delhi. links and associations. 2. 6. Addison Wesley Rumbagh. polymorphism. dynamic modeling. functional modeling. Thomson Learning. object-oriented system development Unit-III C++ language: Classes and objects. Robert Lafore. 3. Booch . Deitel and Deitel . 5. OBJECT-ORIENTED ANALYSIS & DESIGN WITH PROGRAMMING IN C++ PAPER CODE: 2313/50913 COURSE OBJECTIVE: The objective of this course is to acquaint the students with object oriented programme methodologies.

constraints. Implementing and Managing Oracle Databases . The students will be required to attempt any five questions (selecting at least one question from each unit). PL/SQL block. Phillip J. New Delhi. New Delhi. loops. All questions will carry equal marks. varying arrays. 3. SQL vs SQL*PLUS. Suggested Readings: 1. Prentice Hall of India. RDBMS. executable commands: conditional logic. queries and sub queries. Unit-III Database Objects: Synonym. Guide to SQL. Thomson Learning. reports. abstract data types. Prentice Hall of India. 2. Tata McGraw Hill. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). joins. Lemme & Colby. MAHARS HI DAYANAND UNIVERSITY. Bombay. Page. declarations. sequence.PL/SQL. tools of oracle: SQL*PLUS. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. Special Editions using Oracle 8/8i. Enchanced Guide to Oracle 8i. forms. concept of locks and types of locking. goto statements. Bombay. . Lab: Programming in Oracle on above defined syllabus. Thomson Learning. 4. data manipulation language. nested tables. data types in oracle. transaction control and data control language. Pratt. PROGRAMMING IN ORACLE PAPER CODE: 2314/50914 COURSE OBJECTIVE: The objective of the course is to understand the tools of Relational Data Base Management Systems. Unit-IV Introduction to PL/SQL: Advantages.FACULTY OF MANAGEMENT SCIENCES. 5. ORACLE 8i: The Complete Reference. Loney. Morrsion. database triggers. view and index. data definition language. New Delhi. Unit-II SQL functions. Unit-I Introduction to Oracle: DBMS. concept of exception handling. operators.

3. 2. Pearson Education 5. 1. Pearson Education. Pearson Education. Ullman. Prescott. 6. New Delhi 9. New Delhi. Database Systems . objectives. Elmsari Navathe . Thomson Learning. Data Base Implementation. 8. Pearson Education 10. Abraham. McGraw Hill. functions of data base management system. Ullman. Garcia. Multimedia Databases. Data Base System concepts. Fundamental of Database system. Data Base Implementation. Singh S. Unit-III Distributed data base system: Introduction. Digital Libraries. Pearson Education Garcia. . storing and disseminating for efficient working of organization. Pratt. concurrency. Korth . Distributed data base system and internet Unit-IV Emerging Data base Technologies : Internet Databases.FACULTY OF MANAGEMENT SCIENCES. Vikas Publishing House. Unit-I Data models: Hierarchical and network. All questions will carry equal marks. The students will be required to attempt any five questions (selecting at least one question from each unit). Database System. Suggested Readings: Kroenke. Data Base The Complete Book . K.. Date . Pearson Education Kahate. 4. normalization. deadlock. Concept of Data Base Management. C. Modern Data Base Management. Database Processing . Hoffer & Marry B. Fred R. McFadden. backup & recovery..J. Thomson Learning. Codd rules. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. Mobile Databases Lab: Programming in any RDBMS package on above defined syllabus. Pearson Education Garcia. DATA BASE MANAGEMENT SYSTEM PAPER CODE: 2315/50915 COURSE OBJECTIVE: The objective of the course is to understand the tools and techniques of data capturing. data base administration. options for distributing a database. problems of distributed system. relational data model. 11. Jeffrey A. Rob. Ullman. Introduction to Database Management System. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). Pearson Education 7. object oriented data base management system Unit-II Data Independence: Logical and physical. Introduction to Database System 8e. MAHARS HI DAYANAND UNIVERSITY.

MIDI. The students will be required to attempt any five questions (selecting at least one question from each unit). Multimedia in Action. Web Design The Complete Reference. Rosch. MAHARS HI DAYANAND UNIVERSITY. DVI Technology. Unit-III Data and file format standards. video-capturing. Tata McGraw Hill Villamil and Molina. 2. authoring tools. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. 4. video image. distributed multimedia databases. Introduction to Page: Page sizes. MULTIMEDIA AND WEB DEVELOPMENT PAPER CODE: 2316/50916 COURSE OBJECTIVE: The students shall learn the operational fundamental of multimedia and its application in web designing Unit-I Introduction to Multimedia: Multimedia devices. navigation theory and practice. Suggested Readings: 1. color. Pearson Education Vaughan. page types. Multimedia on the PC. 7. Multimedia: An Introduction. text design issues for the web. Multimedia Systems. MPEG standard. components of multimedia systems. Unit-IV Introduction to Web design: Web development process. Lab: Each student is required to develop at least one website.FACULTY OF MANAGEMENT SCIENCES. 6. Unit-II Data compression : Need for data compression. Distributed multimedia systems : Components. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). Prentice-Hall of India Shuman. Buford. Vikas Publishing House. video on demand. Multimedia Making IT Work. 5. New Delhi. Multimedia applications design :Application classes. BPB Publications. 3. brief survey of speech recognition and generation. All questions will carry equal marks. formatting tags. Tata McGraw Hill. creating multimedia. types of multimedia systems. non-lossy and lossy compressions for images. . web design tools. introduction to text: Fonts and text layout. gray scale and still-video image. New Delhi Senclair. Sams Publishing Powell. site types and architectures. and audio compression JPEG standard. Multimedia Bible.

unit and integration testing. 3. design tools and techniques. areas of applications. Pressman . All questions will carry equal marks. The students will be required to attempt any five questions (selecting at least one question from each unit). testing. project monitoring plans. cohesion). ROHTAK External Marks: 50 Practical Marks: 30 Time : 3hrs. Pearson Education. An Integrated Approach to Software Engineering 3e. Narosa Leon & Leon. 4. 5. Software Metrics . prototyping. cost estimations. function point analysis. Vikas Publishing House.. Fenton & Pfleeger. Thomson Learning . structured programming. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). Models : Waterfall model. project scheduling. effective modular design (coupling. Unit-I Concept of software engineering. token count. software metrics : categories. Unit-IV Coding. New Delhi Sommervile. quality assurance plans. testing fundamentals. 2. Mc Graw Hill Ghezzi.FACULTY OF MANAGEMENT SCIENCES. software quality assessment. Software risk management Unit-III System design. verification. Software Engineering: A Practitioner’s Approach 6e. test plan. functional and structural testing. New Delhi. MAHARS HI DAYANAND UNIVERSITY. Software Engineering. 6. and testing for the optimum functionality at reasonable costing. Prototyping model. test case des ign. Suggested Readings : 1. monitoring and control. Jalote. Prentice Hall of India. COCOMO. SOFTWARE ENGINEERING PAPER CODE: 2413/51013 COURSE OBJECTIVE: The objective of the course is to familiarize the students with the software development process. data structure metrics Software Development : Phases. software characteristics. Fundamentals of Software Engineering. Spiral model. Rapid Application Development model Unit-II Software quality factors. activities during testing. design objectives. Software Engineering.

4. Thomson Learning Shelly. user documentation. Awad. technological. Introduction to Systems Analysis and Design. . ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. 6. Prentice Hall of India. New Delhi. Hawryszkiewyez. major steps in preliminary investigation. coupling. Hoffer et. managing online data. al. role of systems analyst.Training. . Unit-III Systems Design : User interface design. testing. I T. 3. cohesion. structured application development . design issues related to site management. data design. 2. System Analysis and Design Methods . Modern System Analysis and Design. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). All questions will carry equal marks. system changeover. schedule and resource. New Delhi. Unit-IV Designing Distributed and Internet Systems : designing distributed systems . Whitten. cost benefit analysis.designing systems for LANs. 2nd ed. evaluation of system requests. Rosenblatt. Prentice Hall of India. SYSTEMS ANALYSIS AND DESIGN PAPER CODE: 2414/51014 COURSE OBJECTIVE: This set aims to help students understand the complexities involved in design and implementation of information systems in business organizations coupled with aligning IT strategies for developing strategic planning resources.FACULTY OF MANAGEMENT SCIENCES. Elias M. Installation . input and output design. organizational and cultural.structure charts. Bombay. MAHARS HI DAYANAND UNIVERSITY. quality assurance.. types of business information systems. operations. Business Information System. Cashman. Unit-I Concept of system. System Analysis and Design 4e. CASE tools for systems analyst. overview of system development methodologies. for client / server architecture. documentation. The students will be required to attempt any five questions (selecting at least one question from each unit). program. feasibility study .economic.internet design fundamentals. J L. System Analysis and Design. 5. Systems Implementation : Application development. Unit-II System Development Life Cycle : Preliminary investigation . Thomson Learning Satzinger. Thomson Learning. Galgotia. data dictionary. Systems Analysis and Design. system. Suggested Readings: 1. Systems Analysis . New Delhi.Information System Projects. designing internet systems . data flow diagrams.fact finding techniques.

Introduction to AI & Expert Systems . Luger. All questions will carry equal marks. New Delhi. 4. best first search. learning. Pearson Education Rich. 3. frames. solving problems. ARTIFICIAL INTELLIGENCE PAPER CODE: 2415/51015 COURSE OBJECTIVE: The aim of this course is to understand the complexities and tools of Artificial Intelligence to business world for structuring knowledge based expert systems. problem reduction. Unit-III Knowledge representation: predicate logic. semantic nets. New Delhi Winston. Pearson Education Girantano. constraint satisfaction. components. hill climbing. resolution in predicate logic. expert systems: overview. Thomson Learning. breadth first search. Bombay. Artificial Intelligence. means-ends analysis. The students will be required to attempt any five questions (selecting at least one question from each unit). . Artificial Intelligence. steps in constructing expert system. Unit-I Application-areas of artificial intelligence in business. 2. Unit-II Heuristic search techniques: generate and test. Patterson. Expert Systems . Artificial Intelligence. TMH. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. depth first search. 5. Unit-IV Symbolic reasoning under uncertainty. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). MAHARS HI DAYANAND UNIVERSITY. conceptual dependency. state space search. & Knight. PHI.FACULTY OF MANAGEMENT SCIENCES. introduction to Natural Language Processing and neural networks. Suggested Readings: 1.

graphics and text. applets and applications. Problem Solving in Java . event handling. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). Pearson Education. packages. New Delhi E. layout managers. TMH. New Delhi. JAVA tokens. program structure. constants. controls. Herbert Schildt. Advanced Programming in Java. 3. Unit-IV String handling. 2. Vikas Publishing House. JAVA How to Program. decision making and looping. 6. 5. The students will be required to attempt any five questions (selecting at least one question from each unit). interfaces. Unit-II Classes. Unit-I Programming through JAVA: JAVA history. multithreading Unit-III Applet programming: local and remote applets. Programming Java . Thomson Learning. Thomson Learning. Deitel and Deitel. variables and data types. Bombay. New Delhi.Balagursamy. passing parameters to applets. Decker. objects and methods. Lab: Java Programming and Internet Surfing. JAVA and internet. managing errors and exceptions. 4. . Slack. New Delhi. applet tag. JAVA Complete Reference. All questions will carry equal marks. AWT: Working with windows. hardware and software requirements. Programming in JAVA. JAVA and WWW. JAVA environment. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. Patrick Naughton. JAVA features. creating an executable applet. TMH. applet life cycle. JAVA Complete Reference. 7. PROGRAMMING IN JAVA PAPER CODE: 2416/51016 COURSE OBJECTIVE: The objective of the course is to introduce students to platform independent programme methodologies using JAVA forecasting both off line and on line web based application. decision making and branching. MAHARS HI DAYANAND UNIVERSITY. TMH.FACULTY OF MANAGEMENT SCIENCES. i/o basics. Suggested Readings: 1. JAVA virtual machine. Bombay. Wigglesworth. operators and expressions.

Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). 3.. 5. credit risk of swaps. 4. Euro currency market and its instruments. exchange rate overshooting and the J-curve effect. Unit-II General factors of exchange rate fluctuations. Giddy I. New Delhi Roth Paul.FACULTY OF MANAGEMENT SCIENCES. Levi Maurice. basic techniques of exposure management.. purchasing power parity approaches. All the five questions will carry equal marks. real and effective exchange rates. It exposes the students to the functional and operational aspects of foreign exchange market and the intricacies of the risks involved. spot and forward markets. MAHARS HI DAYANAND UNIVERSITY. New Delhi D. exchange rate systems. Mastering Foreign Exchange and Money Markets. Section ‘B’ will contain one CASE STUDY which will be compulsory. Note: 1. Unit-I Nature of foreign exchange: sources of demand for and supply of foreign exchange-the balance of payments (bop) framework. determination of rate of exchange. International Fisher Effect. cross rates of exchange. Prentice Hall of Indi a. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs.G. One case study be discussed – per unit – in the class.N. Tata McGraw Hill. Fisher Black’s Optional-Pricing model. Suggested Readings: 1. overvalued and under valued currencies. options and determination of their market value. Prentice Hall of India. forward premium.A. over-the-counter options. the Interest Rate Parity Theorem. Global Financial Markets. Pitman. Multinational Finance. London Apte P. the Expectation Theory. 2. arbitrage operations. monetary portfolio balance. measuring foreign exchange risk and exposure. currency and interest rate swaps. International Finance. techniques and applications of foreign exchange management. Unit-IV Currency futures. New Delhi Buckley. nominal. Unit-III Nature functions and participants of foreign exchange market. AITBS. Instruction for External Examiner: The question paper will have two sections. forwards in hedging and arbitrage. 2. foreign exchange regulation in India. International Financial Management. bid -ask spreads. New Delhi . methods of quoting exchange rates. FOREIGN EXCHANGE MANAGEMENT PAPER CODE: 2317/50917 COURSE OBJECTIVE: The purpose of the paper is to skill the students in the instruments. the Dornbusch Sticky -price theory of exchange rate volatility. central banking intervention for exchange rate stability. The students will be required to attempt four questions (one question from each unit). effect of depreciation on trade balance.

Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). counterfeiting and IPR issues. Unit-IV International promotion mix. 2. WTO framework and the international marketer. tasks and challenges of international marketing. International Marketing Strategy. managing risk in international marketing. Section ‘B’ will contain one CASE STUDY which will be compulsory. Thomson Learning. Unit-III The structure of international distribution systems.FACULTY OF MANAGEMENT SCIENCES. managing channel conflicts. product and banking decisions.. INTERNATIONAL MARKETING PAPER CODE: 2318/50918 COURSE OBJECTIVE: The course seeks to develop international marketing skills on a sound theoretical and conceptual foundation. . Delhi 4. aspects of international supply chain management. techniques of foreign market selection. Unit-I Nature of international marketing. organizational structure for international marketing planning. international product life cycle. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. international marketing environment. Doole Isobel and Robin Lawe. screening international marketing opportunities. Rajgopal. operations and control. PHI. global media strategy. leveraging international distribution for competitive advantage. New Delhi Note: 1. Instruction for External Examiner: The question paper will have two sections. channel selection decisions. MAHARS HI DAYANAND UNIVERSITY. Unit-II International marketing research and information system. All the five questions will carry equal marks. pricing strategies. New Delhi 5. The students will be required to attempt four questions (one question from each unit). challenges of international advertising. global marketing operations and strategies. Rakesh Mohan. Onkvisit Sak and John J. financing international marketing transactions. International Marketing. push and pull strategies. Global Marketing Management. Vikas. One case study be discussed – per unit – in the class. international and global marketing. International Marketing – Analysis and Strategy. aspects of international sales management. Suggested Readings: 1. Joshi. international direct marketing. foreign market entry modes. International Marketing. environmental factors affecting international prices. It provides an insight into global marketing environment and the managerial decision making in the context of contemporary dynamics of the global markets. international dumping. broad structure of an international marketing plan. Oxford University Press. organizational structure for international marketing. 3. Pearson Education. New Delhi 2. Shaw. benefits. domestic vs. Keegan Warren J.

One case study be discussed – per unit – in the class. Section ‘B’ will contain one CASE STUDY which will be compulsory. eurocurrency instruments.. Singapore Fabozzi Frank J. al. Delhi Giddy Ian H. euro credit multiplier process. International Banking and Finance. organizational characteristics of multinational banking. Unit-IV Banks’ participation in international money and capital markets.W. 2. Foundations of Financial Markets and Institutions. syndication techniques in international lending. 4. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Thomson Learning. international asset and liabilities management. 5. Scott and Timothy W. international bank credit rating. strategies for managing non-performing assets. Unit-I Structure and growth of international banking. 2.FACULTY OF MANAGEMENT SCIENCES. Management of Banking. Sijthoff International. international credit appraisal techniques. factors of multinationalization of banking. derivatives trading by multinational banks. et. international banking mergers and acquisitions. growth of Eurocurrency deposits and credit. Note: 1. All the five questions will carry equal marks. Macdonald S. 3. Suggested Readings: 1. New York . transferability and trading of loans. MAHARS HI DAYANAND UNIVERSITY. New Delhi Robinson Stuart W. The course has special focus on international transactions and the role of multinational banks in money and capital markets at the global level. determination of eurocurrency interest rates. Multinational Banking.. A. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). bank asset portfolio management. eurocurrency markets. capital adequacy. Unit-II Regulatory environment for international banking. Instruction for External Examiner: The question paper will have two sections.. Koch. John Wiley. international banking risks.. Global Financial Markets. . role of Bank for International Settlements. AITBS. The students will be required to attempt four questions (one question from each unit). Leiden Lees Francis A. Unit-III International payment systems. Pearson Education. MULTINATIONAL BANKING PAPER CODE: 2319/50919 COURSE OBJECTIVE: The objective of the course is to acquaint the students with the institutional and operational aspects of multinational banking.

trade equilibrium and determination of terms of trade. logic of state trading and canalized trade. London D. All the five questions will carry equal marks. economic effects of tariff. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. overall assessment of India’s trade policy Suggested Readings: 1. Section ‘B’ will contain one CASE STUDY which will be compulsory. trade fairs and exhibition. international economic integration – forms and levels. Krugman. It further enables the students to understand the practical parts of trade policy within which the business is required to make adjustments. New York H. International Economics: Theory and Policy. of India. Delhi Bo Sodersten. term of trade – alternative concepts. alternative bases and explanations of trade. 3. gains from trade. import control regime. International Economics. Robert Heller. effects of a quota. tariff retaliation. major schemes and incentives for exporters. trade as an agent of globalization. and Maurice Obstfeld. import substitution. Economic Survey (Latest Issue) One case study be discussed – per unit – in the class. significance of conceptual understanding of trade theory for IB manager Unit-II Free trade versus protection. commercial intelligence Unit-IV Major quantitative and qualitative. repercussions of regional economic groupings on the strategy of international marketers Unit-III Components of international trade policy. 2. impact of WTO provisions on trade policy. Pearson Education. Instruction for External Examiner: The question paper will have two sections. trends in India’s foreign trade since 1991. . trade creating and trade diverting effects of a custom union. International Trade. 4. Note: 1. Paul R. Unit-I Growing importance of trade in world economy. tariff classification. rationale and working of free trade zones. Macmillan. Salvatore. assessing export potential for specific products in specific markets. 2. countervailing duties and dumping. export subsidies. MAHARS HI DAYANAND UNIVERSITY.FACULTY OF MANAGEMENT SCIENCES. Theory and Problems of International Economics. 5. export promotion strategies. The students will be required to attempt four questions (one question from each unit). New Delhi Govt. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Prentice Hall of India. McGraw Hill. INTERNATIONAL TRADE THEORY AND POLICY PAPER CODE: 2320/50920 COURSE OBJECTIVE: The paper seeks to develop conceptual and analytical framework within which the students can analyse international trade problems and issues.

The Global Business Game – A Strategic Perspective . Ohio. strategies for global competitive advantage. integrating ethical and social responsibility concerns with strategic management. Pearson Education.FACULTY OF MANAGEMENT SCIENCES. strategic decisions over different stages of international product lifecycle. Instruction for External Examiner: The question paper will have two sections. Hampshire One case study be discussed – per unit – in the class. international investment strategy. working capital and trade finance. 4. International Business – Environment and Operations. management of blocked funds. communication and negotiation strategies. 3. The students will be required to attempt four questions (one question from each unit). Global Strategic Management. challenges of multinational recruitment. Palgrave MacMillan. South-Western. . entry and exit. selection and performance appraisal. managing international intra-company accounts. et. managing project.. minimizing taxation burden. New Delhi Daniels John D. components and challenges of international strategic management. approaches to multinational corporate strategy. managing integration. Note: 1. transition and consolidation phases. Multinational Management – A Strategic Approach. Suggested Readings: 1. transfer pricing techniques. motives and determinants of internationalization of firms. drivers and obstacles to globalization. MacMillan. R&D networking and technology strategy. 2. partner analysis. criteria for successful alliances. HR strategies in cross-cultural environment. Sindhwani Trilok N. aspects of headquarter control over subsidiaries. 2. All the five questions will carry equal marks. international control system. e-commerce strategy. Unit-IV Risk strategies in multinational management.. strategic considerations ni foreign market identification. product strategies for global markets. developing a strategic planning model for an MNC. GLOBAL STRATEGIC MANAGEMENT PAPER CODE: 2417/51017 COURSE OBJECTIVE: The objective of the paper is to offer an insight into the impact of globalization on business organization and how managers can take strategic decisions in the global context. global capital structure decisions. Section ‘B’ will contain one CASE STUDY which will be compulsory. cross -border mergers and acquisitions. Cullen John B. MAHARS HI DAYANAND UNIVERSITY..al. impact of personal values and corporate and culture on international strategy. Unit-II Motives for strategic global alliances. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Unit-III Strategic considerations in expatriate personnel management. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Unit-I The phenomenon of globalization. strategic value of an alliance. global knowledge management. New Delhi Lasserre Philippe.

Multinational Finance. All the five questions will carry equal marks. international financial instruments.C. K.C. Instruction for External Examiner: The question paper will have two sections. Levi Maurice D. International Financial Management. international bond financing. costs and risks of financing. Bombay .. determining financial structure of foreign subsidiaries of MNCs. investment criteria and borrowing decisions. Suggested Readings: 1. cost and availability of international financial flows. Note: 1. New Delhi Butler. strategies for managing currency risk. Thomson Learning. McGraw-Hill.FACULTY OF MANAGEMENT SCIENCES. 2. 4. Multinational Financial Management. Multinational Finance. international portfolio diversification-techniques and barriers. Unit-I Finance function in a multinational firm. New York Buckley A. assessing and managing country risk in capital budgeting decisions. optimizing cash flows. Unit-III International portfolio versus direct investment. One case study be discussed – per unit – in the class. New Delhi Shapro A. centralized versus decentralized cash management.. structure of international financial markets.G. 3. strategic adjustment to international taxation. New Delhi Apte P. Prentice-Hall. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. INTERNATIONAL FINANCIAL MANAGEMENT PAPER CODE: 2418/51018 COURSE OBJECTIVE: The course emphasis es the managerial aspects of international finance and seeks to impart the skills needed by multinational financial managers. TATA McGraw-Hills. 2. The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). international CAPM and Roll’s critique. cash management and value of the firm. asset allocation policy. Unit-II Aspects of international cash management. strategic considerations in euro -equity issues. Arbitrage Pricing Theory.. MAHARS HI DAYANAND UNIVERSITY. capital budgeting for foreign investment.. financial choices for an MNC and its foreign affiliates. 5. Unit-IV Multinational capital structure and cost of capital. International Finance.. Prentice-Hall of India.

role of commodity boards and export promotion councils in trade promotion. Paras Ram. 4. New Delhi Govt of India. . P. managing exchange earners’ foreign currency accounts. Galgotia Publishing. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. export contracts. Khurana. Unit-I Trends in world trade growth. Commissionate of Customs and ICDs. STP and BTP units. quality control and pre -shipment inspection. export order processing. marketing development assistance. Wheeler Publishing. international logistics infrastructure. Govt. negotiating documents under L/C.K. packing and labeling of export consignments. SEZ units. MAHARS HI DAYANAND UNIVERSITY. export assistance to export houses. New Delhi Govt.. Unit-III Arranging post-shipment finance. basic procedure and documentation for excise and custom clearance. Instruction for External Examiner: The question paper will have two sections. facilities for service exports. selecting export products and markets and channels. nature. major provisions of FEMA relating to exporters. deciding currency of payment. All the five questions will carry equal marks. Ministry of Commerce and Industry – Handbook of Procedure. creating an export organization. EHTP. When. export credit risk insurance and the role of ECGC. 5. EOUs.FACULTY OF MANAGEMENT SCIENCES. How. Cargo insurance. deciding payment terms. Anupam Publications. The students will be required to attempt four questions (one question from each unit). significance and components of international logistics. export costing and pricing procedures incoterms. trade information support. of India. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Suggested Readings: 1. Export: What. registration and licensing. ADS. Export Management. Export Marketing – A Practical Guide for Exporters . 2. role of EXIM Bank. of India. Note: 1. UCPDC guidelines. protecting against adverse movements in exchange rates. New Delhi Shavaramu. availing foreign exchange facilities. An Overview of Customs . export procurement. Unit-IV Major export promotion schemes in India. New Delhi One case study be discussed – per unit – in the class. Section ‘B’ will contain one CASE STUDY which will be compulsory. facilities for deemed exports. documentary collection of export bills. Unit-II Arranging pre -shipment finance. shipping modes procedures and documentation. New Delhi 2. INTERNATIONAL LOGISTICS PAPER CODE: 2419/51019 COURSE OBJECTIVE: The purpose of the paper is to expose the students to the practical aspects of international trade and the domestic and international institutional and regulatory arrangements for this part of international business. role of forwarding agents. 3.

Rita & Simmons. MAHARS HI DAYANAND UNIVERSITY. New Delhi 4. leveraging secondary brand knowledge to build brand equity: conceptualizing the leveraging process. Keller. identifying and establishing brand positioning. celebrity endorsement. managing brands over time: managing brands over geographic boundaries and market segments SUGGESTED READINGS: 1. licensing. Pearson Education. co-branding. defining and establishing brand values. Ramesh. internal branding UNIT-II Choosing brand elements to build brand equity. introducing and meaning new products and brand extensions. Jean Noel. New Delhi 2. country of origin. Section ‘B’ will contain one CASE STUDY which will be compulsory.FACULTY OF MANAGEMENT SCIENCES. Kogan Page. Brand Positioning: Strategies for competitive advantage. brand equity concept. Brands and Branding. marketing communication options. Tata McGraw Hill. One case study be discussed – per unit – in the class. capturing market performance UNIT-IV Designing and implementing branding strategies: brand-product matrix. The Economist. sporting. John. Kevin Lane. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). branding challenges and opportunities. 2. measuring sources of brand equity – capturing customer mindset: qualitative research techniques. designing marketing programs to build brand equity: integrating marketing communication to build brand equity: information processing model of communication. Pearson Education. measuring outcomes of brand equity. strategic brand management process. Kumar. Strategic Brand Management. customer based brand equity. quantitative research techniques. 24 Brand Mantras. . ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. brand hierarchy. New Delhi 6. Kapferer. Jagdeep. Sengupta subroto. Kapoor. All the five questions will carry equal marks. Delhi NOTE: 1. S. building a strong brand and its implications. New Delhi 3. cultural and other events UNIT-III Developing a brand equity measurement and management system: establishing brand equity management system. BRAND MANAGEMENT PAPER CODE: 2321/50921 UNIT-I Branding concepts. The students will be required to attempt four questions (one question from each unit). Instruction for External Examiner: The question paper will have two sections. Strategic Brand Management. Clifton. Sage Publications. Marketing and Branding – The Indian Scenario. New Delhi 5.

commissioning and contracting external resources UNIT-III Advertising and Media Planning – Advertising plan. 2. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions (2 questions from each unit). promotional strategy of formulation and competitive positioning. AIDAS model. creative formats. factor affecting marketing communication mix. Jaishree and Jain. advertising agency – functions and types. public relations. New Delhi Wells. One case study be discussed – per unit – in the class. Tata McGraw Hill.FACULTY OF MANAGEMENT SCIENCES. direct marketing. Kruti and Alan D’Souza. DAGMAR model. creative strategy. marketing communication mix. William. 4. Shruti. Michael. MAHARS HI DAYANAND UNIVERSITY. Oxford University. Shah. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. cost etc. New Delhi Jethwaney. copy writing. John and Moriary. key issues in advertising – comparative advertising. The students will be required to attempt four questions (one question from each unit). personal selling. concepts of segmentation and target marketing. New Delhi NOTE: 1. legal and ethical issues in integrated marketing communication SUGGESTED READINGS: 1. marketing communication budgeting. All the five questions will carry equal marks. Advertising and Promotion. Section ‘B’ will contain one CASE STUDY which will be compulsory. Sandra. media planning – traditional and contemporary media. INTEGRATED MARKETING COMMUNICATION PAPER CODE: 2322/50922 UNIT-I Introduction – Concept of marketing communication. models of marketing communication – Blade Box Model. George and Belch. media objectives – reach. drivers of integrated marketing mix. media scheduling. outdoor advertising UNIT-IV Wider Issues and Dimensions – Sales promotions.. measuring promotional performance. 3. frequency. 2. media strategy. global marketing communication. copy testing and diagnosis. unconventional promotional media. determination of promotional objectives. publicity and corporate advertising. . New Delhi Belch. Advertising Management. PCB model. Tata McGraw Hill. deciding promotional appropriation. Lavidge Steiner model. web advertising. Advertising Principles and Practice’ Pearson Education. Burnett. Advertising and Promotion – An IMC Perspective. integrating marketing communication programme. marketing communication planning process UNIT-II Managing the Marketing Communication Process – Analysis of promotional opportunities. advertising appeal. layout. stages of creative strategy – idea generation. media planning models.

Wirtz. process of market segmentation. Pearson Education Apte. Section ‘B’ will contain one CASE STUDY which will be compulsory. Services Marketing – Text and Cases. SERVQUAL and GAP Model. Valarie A. Govind. customer loyalty. MAHARS HI DAYANAND UNIVERSITY. retail. Tata McGraw Hill. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. self service technologies. New Delhi 2. Harsh. New Delhi Jauhari. Pearson Education. travel and tourism. Vinnie and Kirti Dutta. planning and branding service product. Section ‘A’ shall comprise 8 questions (2 questions from each unit). Services Marketing – OUP. One case study be discussed – per unit – in the class. Bitner. value addition to service product. health. 2. Strategy. Service Marketing – Integrating Customer Focus Across the Firm. Jayanta. new service development. service encounters. emergence of service economy UNIT-II Customer Focus – Understanding customer needs and expectations. service failure and recovery UNIT-III Designing and Delivery services – Positioning a service in the market. . public utilities. All the five questions will carry equal marks. hospitality. handling complaints. New Delhi Lovelock. growth in service.FACULTY OF MANAGEMENT SCIENCES. NGOs. professional services SUGGESTED READINGS: 1. 3. personnel selling and other communication in services industry. Services: Marketing. Operations and Management. NOTE: 1. Jocken and Chatterjee. measuring customer satisfaction. 4. role of employees. The students will be required to attempt four questions (one question from each unit). challenges in distribution of services. pricing the service product. 5. selecting customer portfolio. Oxford University Press. Technology. creating valued relations with customer. SERVICE MARKETING PAPER CODE: 2323/50923 UNIT-I Foundation of Service Marketing – Definition and concept of service marketing. understanding specific service industries – financial. Christopher. advertising. Mary Jo. Instruction for External Examiner: The question paper will have two sections. service marketing mix. Service Marketing – People. customers and intermediaries in service industry UNIT-IV Special Issues in Service Marketing – e-services. online consumer behaviour. Zeithaml. distinctive characteristics and classification of services. telecom. New Delhi Verma.

reaching the consumer. Pearson Education. & Dellabitta. Suja R. customer centric organizations. Paul & Engel. global advertising effectiveness. retrieval of information. determinants of retail success or failure. Albert. New Delhi Note: 1. value of brands in marketing strategy. consumption experiences. changing values and its effect on consumer behaviour. New Delhi Loudon. lifestyle motivational conflict and need priorities. word of mouth and opinion leaders in advertising and marketing strategy. Leon G. motivating consumer Unit-III Importance of consumer knowledge. family life cycles. economic resources and consumer behaviour. factors influencing the extent of problem solving. methods of studying consumer behaviour. . ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. types of consumer knowledge. Consumer Behaviour in Indian Perspective . One case study be discussed – per unit – in the class. consumer intentions. James. types of decision process. New Delhi Nair. pre-purchase evaluation Unit-II Different types of purchase situations. opinions change. need recognition. Consumer Behaviour. Section ‘B’ will contain one CASE STUDY which will be compulsory. CONSUMER BEHAVIOUR PAPER CODE: 2324/50924 COURSE OBJECTIVE: The subject explores the mysterious world of the consumer’s psyche and guidelines to the students to understand what makes consumers to purchase a particular product or avail a particular service Unit-I Consumer behaviour and consumer research. determinants of social class. consumer logistics. reference group and its influence on individuals. market segmentation. Instruction for External Examiner: The question paper will have two sections. 2. Leslie Lazar.. 3. gaining consumer’s attention. culture and its effect on consumer behaviour. Consumer Behaviour – Buying. location based retailing. social class and consumer behaviour. Roger. Himalaya Publishing House. 2. The students will be required to attempt four questions (one question from each unit). 5. global marketing strategy. shaping consumer’s opinion. Thomson Learning. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). market analysis. role behaviour and its influence on the decision process. customer loyalty and retention strategy. demographics and consumer behaviour. consumer beliefs. Tata McGraw Hill. Consumer Behaviour. marketing mix strategies. cognitive learning. David J.FACULTY OF MANAGEMENT SCIENCES. variables affecting the decision process. factors affecting satisfaction level. motivational intensity.. MAHARS HI DAYANAND UNIVERSITY. importance of families and households on consumer behaviour. diffusion process. changing roles of women. & Kanuk. consumer attitudes. global marketing strategy. personality and consumer behaviour. consumer decision process model. pe purchase processes. Michael R. All the five questions will carry equal marks. New Delhi Soloman. New Delhi Schiffman. Consumer Beaviour. consumer feelings. sources of consumer knowledge. retailing and the purchase process. Pearson Education. direct marketing consumption behaviours. importance of consumer behaviour. point -of-purchase materials. benefits of understanding consumer knowledge. diffusion of innovations. product’s and advertising’s role in shaping consumer opinion. children and household consumer behaviour Unit-IV Group and personal influences on individuals. Having and Being. Miniard. changing values and its effect on marketing. personal values. transmission of influence through dyadic exchanges. company’s role in helping consumers to remember Suggested Readings: 1. internal and external search. 4. Blackwell. evolution of consumer behaviour. importance of customer satisfaction.

New Delhi Knox. Paul. CUSTOMER RELATIONSHIP MANAGEMENT PAPER CODE: 2421/51021 UNIT-I Introduction – Origin. The students will be required to attempt four questions (one question from each unit).. collaborative filtering. Pearson Education. Customer Relationship Management – Concept and Tools. contact management. employee engagement in CRM project. Oxford. Section ‘B’ will contain one CASE STUDY which will be compulsory. One case study be discussed – per unit – in the class. New Delhi Anderson. Elsevier Butterworth – Heinemann. types of CRM. Joe Peppard and Lynette Ryal. types of data analysis – online analytical processing. 2. contact and call centre operations UNIT-III Analytical CRM – Managing and sharing customer data: customer information database. CRM at the Speed of Light. Francis. campaign management. Tata Mc Graw Hill NOTE: 1. evolution and concept of CRM. 3. CRM readiness assessment. Oxford. 5. UK Dyche. Simon. 6. The CRM Handbook – A Business Guide to Customer Relationship Management. CRM and business intelligence collaborative CRM UNIT-IV CRM Implementation – Establishing CRM performance monitoring. Customer Relationship Management. Stan Maklan. CRM Architecture UNIT-II Operational CRM – Sales force automation: lead management. Handbook of CRM – Achieving Excellence in Customer Management. UK Greenlers. evaluating CRM return on investment SUGGESTED READINGS: 1. customer service and support. Tata McGraw Hill Publishing Ltd.FACULTY OF MANAGEMENT SCIENCES. Section ‘A’ shall comprise 8 questions (2 questions from each unit). MAHARS HI DAYANAND UNIVERSITY. Oxford. Instruction for External Examiner: The question paper will have two sections. 4. Butterworth – Heinemann. Buttle. field force automation. . Kristen. Adrian. Jill. CRM audit. UK Payne. ethics and legalities of data use. All the five questions will carry equal marks. Butterworth – Heinemann. click stream analysis. Adrian Payne. enterprise marketing automation: market segmentation. 2. and Carol J Kerr. CRM project management. goals of CRM. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. data warehousing and data mining. strategic importance of CRM. Customer Relationship Management. CRM budget. key account management. system.

Mateen. William L. marketing channels. New Delhi 3.& Cavale. Kapoor. The students will be required to attempt four questions (one question from each unit). Marketing Channels. Norman. Charles M. Prentice Hall of India.. Section ‘B’ will contain one CASE STUDY which will be compulsory. New Delhi 8. Sales and Distribution Management. Bert. MAHARS HI DAYANAND UNIVERSITY. SALES & DISTRIBUTION MANAGEMENT PAPER CODE: 2422/51022 COURSE OBJECTIVE: The objective of the course is to familiarize students with theories. theories of selling. New Delhi 6. Leadership and Technology. sales contests. Basics of Distribution Management. Purva. costs and profitability Unit-III Distribution management and marketing mix. All the five questions will carry equal marks. John Wiley & Sons (Asia) Pvt. social and ethical responsibilities in sales management. Personal selling objectives. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). New Delhi Note: 1. McMillan India Ltd. Sales and Distribution Management. Louis W. Anne T. Tata McGraw Hill. international sales management Suggested Reading: 1. designing channel system Unit-IV Channel management. New Delhi 2. El-Ansary. Ltd. New Delhi 5. Still. Thomson Learning. Satish K. size of sales force... Kapoor.. Sales Management – Decision. techniques and practices related to sales and distribution management Unit-I Objective of sales management. evaluating and controlling the sales personnel. & Govoni.. Instruction for External Examiner: The question paper will have two sections. Thomson Learning. .FACULTY OF MANAGEMENT SCIENCES. New Delhi 4. Rosenbloom. One case study be discussed – per unit – in the class. personal selling process. Cron. & Decarlo. Thomas. compensation and motivation of sales force Unit-II Sales meetings. market logistics and supply chain management. Sales Management – Team work. Fundamentals of Sales Manageme nt. & Kansal. Adel & Coughlan. Strategies and Cases . Ramnik. Pearson Education/Prentice Hall of India. Sales Management. 2. Havaldar. Edward W. Marketing Channels: A Management View. Futrell.. channel information system. Khan. Richard R. Krishna K. New Delhi 7. Excel Books. Stern. channel institutions – wholesaling and retailing. analysis of sales. Ne w Delhi 9.. Cundiff. sales quotas. Douglas J. sales territories. Dalrymple. Prentice Hall of India/Pearson Education. Vasant M.

ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. 4. retail communication mix Unit-IV Retail store operations. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit).FACULTY OF MANAGEMENT SCIENCES. Lusch. MAHARS HI DAYANAND UNIVERSITY. & Cullen. Thomson Asia Pvt. 7. Robert F & Griffith. Rajnish and Srivastava. understanding the retail consumers. Retailing Management. financial aspects of retail management. Ltd. Section ‘B’ will contain one CASE STUDY which will be compulsory. 2. retail human resource management. Nidhi. Note: Pradhan. All the five questions will carry equal marks. Michael & Weitz. Swapna. New Delhi Bajaj. Peter. Retaling Management. A. Barry & Evans. the process of retail merchandising. One case study be discussed – per unit – in the class. retail store design and visual merchandising. Tuli. Ltd. servicing the retail customers. 2. Pearson Education/Prentice Hall of India. New Delhi Dunne. Andrew J. 6. retail pricing and evaluating merchandise performance. . retail information system. Retailing – Environment and Operations. Tata McGraw Hill. Retail Management. New Delhi Newman. New Delhi Berman. The students will be required to attempt four questions (one question from each unit). RETAIL MANAGEMENT PAPER CODE: 2423/51023 COURSE OBJECTIVE: The objective of the course is provide insights on retail operations. New Delhi Levy.. Instruction for External Examiner: The question paper will have two sections. the method of merchandise procurement. Chetan. supply chain management in retailing Suggested Reading: 1. 3. Oxford University Press. retail store location and site selection. Retailing. David A.J. Thomson Asia Pvt. retail franchising. Tata McGraw Hill. 5. Barton A.. This will enable the students to become good retail planners and decision makers and help focus on change and adaption to change Unit-I Introduction to retail: retail in India. New Delhi 1. Joel R. ethical issues in retailing Unit-II Retail marketing strategy. Tata McGraw Hill. The Art of Retailing.. retail models and theories of retail development. customer relationship management in retailing Unit-III Basics of retail merchandising. New Delhi Lamba... Retail Management – A strategic approach.. Patrick M.

& Speh. marketing’s strategic role. relationship marketing. Section ‘B’ will contain one CASE STUDY which will be compulsory. the balanced score card. forecasting methods. crafting an e-commerce strategy. Industrial Marketing. product policy. Industrial Marketing: Analysis Planning and Control. New Delhi Reeder Robert R.I. Edward G. 2. Business to Business Marketing. international market entry options. business marketing management. characteristics of business markets. channel administration. 2. New Delhi Havaldar. essential dimensions of sales forecasting. developing new services. e-procurement. Betty H. BUSINESS MARKETING MANAGEMENT PAPER CODE: 2424/51024 COURSE OBJECTIVE: The aim of the course is to familiarize the students with prevailing concepts in the present day business marketing. gaining customer relationship advantage Unit-II Business market segmentation requirements and benefits. unique characteristics of commercial enterprises. model for segmenting organizational market. & Reeder. forces affecting organizational buying behaviour. major elements of organizational buying process. New Delhi Vitale. customer relationship management. managing business-to-business advertising.B. business markets vs. organizational demand analysis. measuring advertising effectiveness. Robert P. managing the sales force. the pricing process in business markets. channel design. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. capturing global advantage. determinants of new product performance and timelines. components of a business model. management of innovation. strategic role of e-commerce.. bases for segmenting business markets. classifying goods for the business market. process of developing business marketing strategies. Thomson Learning. Thomson Learning. new product development process. One case study be discussed – per unit – in the class.T. sales administration. logistics and its strategic role.FACULTY OF MANAGEMENT SCIENCES. challenges of business service marketing. the organizational buying process. 4. consumer goods market. building a strong brand. Michael D. Delhi Note: 1. planning industrial product policy. & Banting. pricing across the product life cycle. concept of supply chain management. Brierity. The students will be required to attempt four questions (one question from each unit). account management process. marketing’s cross functional relationship. international strategy and the value chain. foundations of personal selling. Krishna K. businessto-business logistical service and its management Unit-IV Meaning of value in business markets. measuring customer profitability. government and institutional markets. general framework for global strategy Unit-III Identifying and sustaining core competencies. Thomas W. business marketing channel and its participants. managing technology. MAHARS HI DAYANAND UNIVERSITY. service quality. allocating resources. determining market and sales potentials. role of advertising. 3. technology adoption life cycle. Prentice Hall of India. business marketing strategy. calculating logistics costs. . competitive advantage of supply chain management. mapping sources of global advantage. Instruction for External Examiner: The question paper will have two sections. Hutt. internet strategy implementation. The course tries to focus on developing effective strategies targeted towards different types of industrial consumers Unit-I Business marketing.. All the five questions will carry equal marks. Publishers & Distributors. New Delhi Gross.. e-commerce and its key elements.. control at various levels. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit).S. A. implementation of business marketing strategy Suggested Readings: 1. Andrew C. responding to price attacks by competitors. Business Marketing Management: B2B. Joseph J. & Giglierano. product quality. managing buyer-seller relationship. marketing mix for business service firms. Tata McGraw Hill. 5. Peter et al. competitive bidding. Business Marketing.

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