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

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

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

Concepts. 4. tables and graphs. th June Jamrich Parsons. Security. Computer Concepts 7 Edition. components. Tally (latest version) Suggested Readings: 1. Internet Protocol Addresses. Unit-II Use of MS-Office: Basics of MS-Word. presentations. preparation of questionnaires. Analog & Digital Signals. 3. Packet Transmission. classification. entity. Objectives. Network Applications. 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. Advantage & limitations. Lab : Operating Systems Commands. Bandwidth. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. . attribute. MS Word. Leon & Leon. schema. Bombay. New Delhi. Pearson Education White. 2. subschema. MS Excel. Internet Surfing.FACULTY OF MANAGEMENT SCIENCES. MS-Excel and MS-Power Point. WWW Pages & Browsing. E-mail. Unit-IV Introduction to database: Concept. Data Communications & Computer Network . capabilities characteristics & limitations. Bombay. Introduction to Computers. Computer networks and Internet. Operating System. Vikas Publishing House. MAHARS HI DAYANAND UNIVERSITY. Long Distance communication. Computer Languages. MS Office. Characteristics. Unit-III Internet : Internetworking. Thomson Learning. Applications in documentation preparation and making reports. Network Topology. Thomson Learning. Storage devices: Application of Computer in Business. Internet Applications. Comer 4e. MS Power point.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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