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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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