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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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