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Bba Program Curriculum

Bba Program Curriculum

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The BBA Program - Curriculum

ANNEXURE IV

The BBA Program Curriculum
FIRST YEAR - GROUP I 1. English-I (3 hours: 100 marks) Drama: Julius Caesar – William Shakespeare Novel: Animal Farm – George Orwell English Grammar: • Functions and Usage of Parts of Speech • Effective Writing • Sentence: Components & Uses • Direct and Indirect Speech • Punctuation 2. IT & Systems-I (3 hours: 100 marks) PART I: INTRODUCTION TO INFORMATION TECHNOLOGY AND SYSTEMS CONCEPTS Foundations of Computer Systems: Evolution of Computer Systems: Generation of Computers Organization of the Computer Systems: Input Unit, Central Processing Unit, Arithmetic and Logic Unit, Control Unit, Multiple Processors, RISC, CISC, Output Unit, Storage Unit – Types of Computer Systems: According to Purpose, According to Technology Used, According to Size and Capacity – Peripheral Devices: Input Devices, Output Devices, Memory, Buses, Storage Devices – Transforming Data into Information: Bits and Bytes, Number Systems for Data Representation. Operating Systems: Types of Operating Systems – Tasks of an Operating System: Processor Management, Memory Management, Device Management, Application Programming Interface, User Interface – Controlling Input/Output Processes – Communication between User and Hardware System: Types of User Interfaces, Functions of User Interfaces - Commonly used Operating Systems: UNIX, MSDOS, Mac OS, Microsoft Windows 3.X, Microsoft Windows 95 and 98, Microsoft Windows CE, Microsoft Windows NT, Windows XP, Linux – Enhancing the OS with Utility Software: File Fragmentation, Data Compression, Backup and Recovery Software, Antivirus Software. PART II – NETWORKING Telecommunication Networks: Understanding the Telecommunication System : Quality of Service, Local Exchange Carriers, Long Distance Transmission Media, Standards and Regulations, Access Alternatives - Business Application of Telecommunications Components of a Telecommunication Networks: Terminals, Telecommunication Processors, Telecommunication Channels, Computers, Telecommunication Control Software – Types of Telecommunication Networks: Wide Area Networks, Local Area Networks, Intranets and Extranets, Client/Server Networks – Telecommunication Network Alternatives: Telecommunications Media, Telecommunication Processors, Telecommunication Software, Communication Channels – Telecommunications and the Internet worked Enterprise. Computer Networks: Uses of Computer Networks: Networks for Companies, Networks for People – Network Topologies: Star Networks, Ring Networks, Bus Networks – Network Architectures and Protocols: The OSI Reference Model, TCP/IP Reference Model – Switching Alternatives. PART III – APPLICATIONS OF INFORMATION TECHNOLOGY FOR INDIVIDUAL & GROUP PRODUCTIVITY Foundations of Information Systems: Uses of Information Systems in Business: Transaction Processing System, Management Information System, Decision support System, Executive Information System, The Internet worked Enterprise, Globalization and Information Technology – 21 Fundamentals of Information Systems: People Resources, Hardware Resources, Software Resources, Data Resources, Network Resources, Activities of Information System – Systems Approach to Problem Solving: Defining the Problem, Developing Alternative Solution, Evaluating Alternative Solution, Selecting the Best Solution, Designing and Implementing a Solution, Post Implementation Review – Developing Information System Solutions: The System Development Cycle, Starting the System Development Cycle, Cost Benefit Analysis, System Analysis, Business Analysis, Analysis of present System, Functional Requirement Analysis, System Design, User Interface, Data and Process Design, System Specification, Prototyping, Implementing a new Information System, Systems Maintenance, CASE, End User Development. Personal Productivity Software: Word Processing Software: Writing, Editing, Formatting, Saving and Printing – Spreadsheet Software: Worksheet, Cell Formats, Using Formulas, Cell References, Relative and Absolute Cell References, Replication, Functions, Effective Worksheets, Microsoft Access, Spreadsheet Charts, Advances Features of Spreadsheets – Presentation Graphics Software: Output Options, Templates, View Options, Slide Options, Making Effective Presentations – Commercial programs, Freeware and Shareware. Group Support Facilities and Systems: Electronic Communication Tools: Electronic Mail, Internet Phone and Fax, Web Publishing – Electronic Conferencing Tools: Teleconferencing, Data Conferencing, Audio Conferencing, Video Conferencing, Discussion Forums, Electronic Meeting Systems – Workgroup support systems, Collaborative Work Management Tools: Calendaring and scheduling

The BBA Program - Curriculum tools, Task and Project management, Workflow Systems, Knowledge Management, Multimedia. PART IV – APPLICATIONS OF INFORMATION TECHNOLOGY IN BUSINESS & MANAGEMENT Business Information Systems: Information Systems for Business Operation – Transaction Processing Systems: Data Entry, Data Processing, Updating Database, Report Generation, Inquiry Processing – Functional Information Systems – Marketing Information Systems: Interactive Marketing, Sales Force Automation, Sales/Product Management, Advertising and Promotions, Market Research and Forecasting, Manufacturing Information Systems: Computer Integrated Manufacturing, Manufacturing Execution Systems, Process Control System – Human Resource Information Systems: Staffing, Training and Development, Compensation Analysis – Accounting Information Systems: Online Accounting Systems Financial Information Systems: Cash Management, Investment Management, Capital Budgeting, Financial Planning. Information Systems for Management: Management Information Systems: Definition of MIS, Evolution of MIS, Characteristics of MIS, Functions of MIS, Importance of MIS, Management Reporting System, Geographic Information System – Decision Support Systems, Characteristics of DSS, Types of DSS, Using DSS – Online Analytical Processing: Characteristics of OLAP, Benefits of OLAP, Data Warehousing, Data Mining Executive Information Systems: Characteristics of successful EIS Implementation, Guidelines for Preparing an Effective EIS, Artificial Intelligence – Information Systems for Strategic Advantage: Improving business Processes, BPR, Becoming an Agile Competitor, Knowledge Management Systems, Using the Managing Information Technology: Managing Information Resources and Technologies: Strategic Management, Operational Management, Resource Management, Technology Management, Distributed Management – Global Information Technology Management: Cultural, Political and Geoeconomic Challenges – Information Technology and Organizational Needs: People, Tasks, Technology, Culture, Structure – Planning for Change with IT: Strategic Information System planning, tactical and Operational planning – Implementing Business Change with IT: Implementation Strategies – Security and Control Issues : Implementation System control, Procedural Control, Facility Control – Ethical and Social Dimensions of IT. PART V - E-COMMERCE & IT ENABLED SERVICES Internet and E-Commerce: Use of the Internet in Business: Communications and Collaboration, Interactive Marketing, Strategic Alliance – Communication and Information Access: Electronic Mail, Internet Relay Chat, Internet Telephony, Internet Fax, Internet Paging, File Transfer Protocol, Usenet, World Wide Web – Virtual Private Networks – Fundamentals of E-Commerce: Business-to-Business Applications, Business-toConsumers Applications, Internal Business Processes – Electronic Commerce Technologies: Electronic Data Interchange – Electronic Payments and Securities: Electronic Funds Transfer. IT Enabled Services: IT Enabled Services An Overview - Scope and Applications of IT-Enabled Services – BPO – Call Centers – ISPs – Medical Transcription – Data Processing – Tools, Techniques and Infrastructure Required for Delivering IT-Enabled Services – VPNs, Broadband Services, GIS, Voice over Internet Protocol, ELearning – Portals – Advantages for India in the IT Enabled Services Industry. YEAR I- GROUP B 3. Introduction to Management (3 hours: 100 marks) Part I – Introduction To 22 Management Management: An Overview Definitions of Management - The Role of Management - Functions of Managers: Planning; Organizing; Staffing; Leading; Controlling Levels of Management: Top-Level Managers; Middle-Level Managers; First-Level Managers; Time Spent in Carrying Out Managerial Functions Management Skills and Organizational Hierarchy: Technical Skills; Human Skills; Conceptual Skills; Design Skills - Approaches to Management. Evolution of Management Thought Early Approaches to Management: Contributions of Robert Owen; Charles Babbage; Andrew Ure and Charles Dupin; Henry Robinson Towne; Assessing Preclassical Contributions - Classical Approach: Scientific Management; Administrative Theory; Bureaucratic Management - Behavioral Approach: Contributions of Mary Parker FolIet; Elton Mayo; Abraham Maslow; Douglas. McGregor; Chris Argyris Quantitative Approach: Management Science; Operations Management; Management Information Systems Modem Approaches to Management: Systems Theory; Contingency Theory -. Emerging Approaches in Management Thought. Social and Ethical Responsibilities of Management Social Responsibilities of Management - Arguments for and against Soc~ Responsibilities of Business ~ Social Stockholders: Shareholders; Employees; Customers; Creditors and Suppliers; Society; Government - Measuring Social Responsiveness: What should be Measured?; How to Measure SR? ..,; Managerial Ethics: Types of Managerial Ethics; Factors that Influence Ethical Behavior; Ethical Guidelines of Managers; Mechanisms for Ethic Management. PART II - PLANNING Fundamentals of Planning Definitions of Planning - Nature of Planning - Significance of Planning Types of Plans - Plans Based on Organizational Level; Plans Based. o~ Frequency of Use; Plans Based on

Compensation Staffing Recruitment: Sources of Recruitment. Quality of Work Life (QWL).Competitive Analysis in Strategy formulation: Environmental Assessment.Organizational Culture. Measures to Overcome Resistance to Change.Organizational Development Process: Diagnosis.Power: Bases of Power . Position Descriptions . PART III .Curriculum Time Frame . Part V . Change Process .Choosing the Pattern of Departmentation. Appraising Managers as Managers .A Systems and Contingency Approach to Motivation.Group Decision-making: Forms of Group Decision-making Decision-making Techniques.Evolving Concepts in MBO . Significance of Strategic Planning.Strategic Business Units .Formulating Career Strategy.On-the-Job Training. Techniques to Enhance Creativity. Differentiation.Approaches-to Manager Development .The Process of Organizing: The Logic of Organizing. Managing Conflict. Internal and External Training Organizational Conflict: Sources of Conflict. . Hybrid Structure. Process Theories of Motivation Motivational Techniques: Rewards.Major Kinds of Strategies and Policies .Prerequisites for Effective Planning . Divisional Structure. Strategic Planning Process . Avoidance of Line and Staff Conflict Centralization vs Decentralization .Line and Staff Relationships: Concept of Line and Staff. Factors Determining Effective Span Organizational Environment for Entrepreneuring and Intrapreneuring . Strategic Planning: Characteristics of Strategic Planning.Socialization Process of 23 New Employees.Classification of Motivation Theories: Content Theories of Motivation. Sources of Resistance to Change. Line and Staff Authority and Decentralization Authority Defined . Strategic Organization Design Designing Organizational Structures: An Overview . Functional Authority..Leading Managing and the Human Factor The Nature of People . Limitations of Strategic Planning.The Three Levels of Strategy: Corporate-level Strategy.Harmonizing Objectives: The Key to Leading.Ensuring Understanding of Organization Structure .Limitations of MBO Making MBO Effective. McGregor's Theory X and Theory Y. Participation. Intervention. The Recruitment Process Selection: The Selection Process . Modification for Human Factor. The Creative Manager .Span of Management: Tall vs Flat Structure. Focus Strategy Implementation Effective Implementation of Strategy Planning Premises.Formal vs Informal Appraisals . Leadership Definition and Meaning of Leadership . Policies and Planning Premises Nature and Purpose of Strategies and Policies .Planned Change Through Organization Development: The Objectives of OD . Motivating Employees for Job Performance Definitions and Meaning of Motivation . Open System View of Organizations . Some Misconceptions Prerequisites for Effective Organizing. Departmentation by Time. Contrasting Views and Models of People. Evaluation . Job Enrichment . Training and Development. Part IV .Steps in the Planning Process . Uncertainty and Risk .The Process of MBO: Steps in the MBO Process Benefits of MBO .Managerial Creativity: The Creative Process.Behavioral Models . ' Objectives Nature of Objectives . Performance Appraisal.Balance: The Key to Decentralization. Strategies. Managerial Decision-making Significance and Limitations of Rational Decision-making Managers as Decision-makers: The Rational Model.Performance Rating Methods: Behaviorally Anchored Rating Scales (BARS) Criteria for Appraising Managers: Appraising Managers Against Verifiable Objectives.Decisionmaking Under Certainty. Non-rational Models – Decision making Process Types of Managerial Decisions: Programmed Decisions. Nature of Line and Staff Relationship.. Effective Organizing and Organizational Culture Avoiding Mistakes in Organizing by Planning: Planning for the Ideal.ORGANIZING Fundamentals of Organizing Definitions of Organizing: Benefits of Organizing .Closed System vs Open System: Closed System View of Organizations.Traditional Perspectives on Organizing: Challenges to the Traditional View of Organizations .. Line and Staff Conflicts.Management Information System vs Decision Support System The Systems Approach to Decisionmaking .Key Elements of Leadership: Leadership Theories: Trait Theory of Leadership.Formal vs Informal Organization . Organizational Change and Organization Development Organizational Change: Factors that lead to Organizational Change.The BBA Program . Advantages of Organization Planning Avoiding Organization Inflexibility Avoiding Conflict by Clarification: Organization Charts.Porter's Competitive Strategies: Overall Cost Leadership. Nonprogrammed Decisions . Organizational Assessment . Strategic Planning vs Operational Planning.Innovation and Entrepreneurship . Business-level Strategy. Departmentation by Process or Equipment . Three Managerial Models . Performance Appraisal and Career Strategy Significance of Appraisal .From the RationalEconomic View to the Complex Person.Delegation of Authority: Factors Affecting Delegation of Authority .Staffing Human Resource Management and Staffing Human Resource Management: An Overview: Human Resource Planning. Functionallevel Strategy.Major Structural Alternatives: Fundamental Structure. Staffing.Limitations of Planning. Matrix Structure Other Bases for Departmentation: Departmentation by Simple Numbers.

Sampling. Bills of Exchange: Concept of Bills of Exchange and its Features – Classification of Bills of Exchange – Promissory Notes and its . Interpolation and Extrapolation. Direct Control Versus Preventive Control Direct Control Versus Preventive Control . Office Automation Systems. Accounting Equation and Accounting Mechanics: Generally Accepted Accounting Principles – Characteristics of Accounting Principles – Accounting Concepts – Accounting Conventions – Accounting Standards – Meaning of Accounting Equation – Rules of Accounting Equation – Effects of Business Transactions on Accounting Equation and Balance Sheet – Journal Meaning. Productivity and Operations Management Production and Productivity Productivity Problems and Measurement Operations Management and its Importance Operations Research for Planning. Advantages of Preventive Control Management Audit and Enterprise Self-Audit: The Management Audit. Managing Communications Definitions of Communication Significance of Communication m Organizations . Executive Support Systems . Japanese vs US Management Practices and Theory Z . Ratio Analysis . Simulation. Controlling . Controlling and Improving Productivity . Tactical Control. Questionable Assumptions Underlying Direct Control Preventive Control: Assumptions of the Principle of Preventive Control. Unconditional and Conditional Probability.Components of an Information System: Hardware.Quality Control .Management Information Systems: Evolution of MIS. Accounting (3 hours: 100 marks) Introduction to Accounting: Need for Accounting – Meaning for Accounting – Meaning of Bookkeeping – History of Accounting – Definitions of Accountancy – Objectives of Accounting – Functions of Accounting – Is Accounting a Science or an Art? – Accounting and Other Sciences – Distinction between Book-keeping and Accounting – Importance of Accounting – Branches of Accounting – Advantages of Accounting – Limitations of Accounting – Basis of Accounting – Few Basic Terms. Information Needs of Managers . Random variables and Probability Distribution. Tests of Independence and goodness of fit.Communication Flows in an Organization: Downward Communication. The Certified Management Audit. Quality Circles. Quality Control: 24 Statistical Process Control.Gateways to Effective Communication. Time Series. Location of Errors – Meaning of Subsidiary Book – Types of Subsidiary Books – Reasons for Maintaining Subsidiary Books – Cash Book and Its Types – Purchases Book – Purchases Return Book – Sales Book – Sales Return Book – Bills Receivable Book – Bills Payable Book – Journal Proper.The BBA Program . Proforma – Ledger Posting. Advantages of Multinationals. Bayes’ Theorem. Data. Descriptive statistics.Communication Process . Limitations of Operations Research Other Tools and Techniques for Improving Productivity: Time-event Networks. Rules. Staffing. Proforma – Points to be Noted while Journalizing – Ledger Meaning. simultaneous equations. Role of IT in Modern Business Enterprise . Central Limit Theorem. Inventory Control.Financial Control: Financial Statements. Probability – Concepts.Operations Research Methodology . The Enterprise Self-Audit. Part VI . R & P Charts. Control Techniques Major Control Systems . Software. Challenges for the Multinationals. Attributes of Information. Uses of Responsibility Centers . Part VII . Cybernetic and Noncybernetic Control . Statistical Inference-Point and Interval Estimation. permutations and combinations. Leading. Analysis of Variance. Organizing.Direct Control: Causes of Negative Deviations from Standards. 4. Computers and MIS.Types of Control: Controls based on Timing. Work Simplification. Transformational Leadership Theory.Expanding Horizon In Management International Management Reasons for going International International Management Functions: Planning. Crosswise Communication . Upward Communication. Value Engineering. Hypothesis Testing. x . Basics of Mathematics. Management Information Systems Management Information: Meaning of Information.Z: Some Specific Japanese Management Practices. Sampling Distribution. Calculus. Linear Programming .Basic Control Process .Curriculum Behavioral Theories. Simple and Multiple Regression Analysis and Applications. Index Numbers. Decision Theory.Levels of Control: Strategic Control.The Graphical and Simplex Methods Linear programming and applications.Barriers to Communication .Budgetary Control: Responsibility Centers. Procedures Types of Information Systems: Transaction Processing Systems.Inventory Control. Total Quality Management (TQM). Situational or Contingency Theories.Requirements for Effective Controls.applications and Enterprise resource planning.Some Operations Research Techniques: Linear Programming. Bank Reconciliation Statement: Reasons for differences between Bank Balances as per Cash Book and Passbook – The Bank Reconciliation Statement – Advantages of Bank Reconciliation Statement. Balancing of Accounts – Difference between Journal and Ledger – Meaning of Trial Balance – Limitations of a Trial Balance – Preparation of a Trial Balance – Errors. People.Japanese Management and Theory .Controlling The Control Function Planning and Controlling Importance of Controlling . Operational Control .Multinational Corporations: Orientations toward International Business. Decision Support Systems.

Shortterm lending and borrowing. Current Developments. Trial Balance and Rectification of Errors: Preparation of Trial Balance from General Ledger Balances – Meaning of Errors. Diagrammatic and Graphic Presentation: Significance of Diagrams and Graphs – Rules for Construction of Diagrams – Types of Diagrams –Graphs – Techniques of Constructing Graphs – Graphs of Frequency Distribution – Limitations of Diagrams and Graphs Measures of Central Tendency: Meaning and Objectives of Averaging – Requisites of Good 25 Average – Types of Averages – Geometric Mean – Harmonic Mean – Relationship Among the Averages Measure of Dispersion: Meaning of Dispersion – Significance of Measuring Variance – Properties of a Good Measure of Variance – Methods of Studying Variance – Variance – Bienayme-Chebyshev Rule – Coefficient of Variance – Lorenz Curve Skewness: Meaning and type of Skewed Distribution – Difference between Dispersion and Skewness – Tests of Skewness – Measure of Skewness – Absolute and Relative Measure of Skewness – Karl Pearson’s Coefficient of Skewness – Bowley’s Coefficient of Skewness – Kelly’s Coefficient of Skewness Correlation: Cause and Effect – Significance of Correlation – Types of Correlation – Methods of Correlation – Karl Pearson’s Coefficient of Correlation – Coefficient of Correlation and Probable Error – Coefficient of Determination – Rank Correlation – Concurrent Deviation Regression Analysis: Uses of Regression Analysis – Difference between Correlation and Regression Analysis – Regression Line – Regression Equations – Regression Equation of X on Y – Regression Equation of Y on X – Deviations taken from Actual and Assumed Mean – Graphical Regression Line – Standard Error of Estimate Index Number: The Concept of Index Numbers – Uses of Index Numbers – Types of Index Numbers – Aggregates Method of Constructing Index Number – Value Index Numbers – Average Relatives Method of Constructing Index Number – Chain Index Numbers – Tests for Consistency – Consumer Price Index Number Time Series Analysis: Time Series Analysis – Secular Trend – Cyclical Variation – Seasonal Variation – Irregular Variation. Capital Investment Decision and Investment Criteria. Endorsement. Account Sales) – Accounting Treatment in the Books of the Consignor – Accounting Treatment in the Books of the Consignee. Provisions and Reserves: Meaning of Depreciation – Causes. Final Accounts: Distinction between Capital and Revenue Expenditures of Receipts – Preparation of Trading. Accounting for Consignment: Meaning and Objective – Consignment and Sale – Important Terms to be Remembered (Pro forma Invoice. Financial/Business Risk in terms of financial/ operational/combined leverage. Quantitative Methods (3 hours: 100 marks) Basics of Mathematics: Number System – Performing Basic Operations on Polynomials – Simultaneous Equations – Theory of Indices – Progressions – Permutations and Combinations – Logarithms Introduction to Statistics: Origin and Growth of Statistics – Applications of Statistics – Collection of Data Sampling: Census and Sample Method – Theoretical Basis of Sampling – Size of Sample – Merits and Limitations of Sampling – Sampling and Non-sampling Errors Classification and Tabulation of Data: Meaning and Objectives of Classification – Types of Classification – Formation of a Discrete and Continuous Frequency Distribution – Tabulation of Data – Parts of Table – Rules of Tabulation – Types of Tables. Mergers & Acquisitions. their Identification and Rectification – Effect of Errors on Profits. Depreciation. Present Value and Future Value concepts. Goals of Corporate Finance. WACC & MCC.The BBA Program . Dishonor and Renewal of Bills – Accounting for Accommodation Bills. Profit and Loss Accounting and Balance Sheet – Closing Entries and Adjustment Entries. Retirement and Death of a Partner – Dissolution of Firm – Insolvency of a Partner. Forms of business organization. Need for working capital. Cost of different sources of capital.Curriculum Characteristics – Journal Entries in the Books of Drawee and Drawer – Concept of Acceptance. Estimating and Discounting the Project (Investment) Cash Flows. Managing foreign exchange exposure. components of working capital. Role of financial managers. Company Accounts: Meaning and Characteristics of a Company – Kinds of Companies – Difference between a Public Limited and Private Limited Company – Formation of a Company – Issue & Forfeiture of Shares – Final Accounts of Companies. Capital Structure Theories. Need and Factors Influencing Depreciation – Methods of Charging Depreciation. Short-term Financing Decision. YEAR I.GROUP III 5. Delcredere Commission. Partnership Accounts: Meaning of Partnership and its Features – Partnership Deed – Partnership Final Accounts – Admission. Required return and cost of capital. Probability: The Concept of Probability – The Venn Diagram – Probability Rules – Unconditional and Conditional Probability – Bayes’ Theorem . Cash Management. Foreign project appraisal. Dividend Policy. Financial Statement Analysis and Ratio Analysis: Meaning and Concept of Financial Analysis – Types of Financial Analysis – Procedure of Financial Statement Analysis – Methods or Devices of Financial Analysis – Comparative Income Statement – Common Size Income Statement – Common Size Balance Sheet – Trend Analysis – Limitation of Financial Analysis.

Globalization and Privatization Introduction to National Income Accounting: National Income Accounting – Economic Indicators – Circular Flow of Income Macroeconomic Issues – Macroeconomic Policies – Economic Growth and Development – Economic Stabilization Industrial Environment: Structural Characteristics of Indian Industries – Industrial Policy Resolutions – Public versus private sector – Role of Heavy Industries – Small-Scale and Cottage Industries – Industrial Sickness – Changing Scenario of Indian Industry Money and Banking: Meaning and Functions of Money – Evolution and Functions of RBI – Credit Creation and Money Multiplier – Instruments of Monetary Policy – Money and Inflation Financial System: Financial System – Money Markets – Securities and Exchange Board of India (SEBI) – Commercial Banks – Specialized Financial Institutions External Economic Environment: India’s Foreign Trade – EXIM Policy – India’s Balance of Payments – Indian Government Policy towards Foreign Capital – Foreign Exchange Market – Transformation of Indian External Sector – International Financial Institutions – India’s External Debt – New International Economic Order – World Trade Organization. 6.I Unit VI : Writing – II Unit VII : Writing – III Unit VIII : Presentation Skills Unit IX : Group Discussion and Interview Techniques Unit X : Telephone Conversations Unit XI : Conclusion Appendix I: Questionnaire Appendix II: Important Features of Spoken English Appendix III: Common Errors Appendix IV : Word Power 8. SECOND YEAR . English-II (3 hours: 100 marks) An anthology of poetry & prose Poetry William Shakespeare: The Seven Ages of Man John Milton: On His Blindness John Keats: Ode on a Grecian Urn Alfred. IT & Systems-II (3 hours: 100 marks) Single and Multi-User Operating Systems: Operating Systems and their Different Types – Structures of Computer Systems and Operating Systems – Process Management and Storage Management – Input/Output Management and Disk Scheduling – Distributed Processing – Protection and Security – Multi-user operating system: Unix and Unix shell utilities. Bronowski: Science and Society L.Strong: Reading for Pleasure Everyday English Chapter 1: Introducing the Basic Concepts Unit 1: Communicating Better – I Unit II : Communicating Better – II Unit III : Reference Skills Unit IV : Reading Skills Unit V : Writing . Lord Tennyson: Ulysses Robert Frost: The Road Not Taken Rabindranath Tagore: Where the Mind is without Fear Sarojini Naidu: Palanquin Bearers Nissim Ezekiel: Night of the Scorpion Prose Charles Lamb: Dream Children: A Reverie Abraham Lincoln: Letter to His Son’s Teacher Mahatma Gandhi: To Students O’Henry: After Twenty Years P.G.Wodehouse: Bertie Changes His Mind Bertrand Russell: Is Happiness Still Possible? 26 J.Curriculum Theoretical Distribution: Types of Random Variables – Discrete Random Variable – Continuous Random Variable – Covariance – Probability Distributions Linear Programming: The Graphical Method of Linear Programming – The Simplex Method of Linear Programming – Post Optimality Analysis – Duality.G. Introduction to Economics (3 hours: 100 marks) Introduction: Definition of Economics – Methodology of Economics – Distinction between Micro & Macro Economics Theory of Demand.A. Database Management Systems: The Traditional File Based Systems – Database Approach – Advantages and Disadvantages of Using DBMS – Different Database Models – Developing a Database Project – Different Kinds of Database. Systems Approach: The Meaning of System’s Approach – Systems Approach in Problem Solving – System Development Life Cycle (SDLC) – Computer-Aided Systems Engineering (CASE) – End-User Development. Software Engineering: The Process of Software Development – .GROUP IV 7. Supply and Utility: Utility Analysis – Law of Demand and Types of Demand – Elasticity of Demand – Law of Supply – Elasticity of Supply Theory of Production and Cost: Laws of Production – Different Concepts of Costs – Economies and Dis-economies of Scale Market Structure and Pricing: Classification of Markets – Perfect Competition – Monopoly Monopolistic Competition – Oligopoly – Salient Features of Different Markets – Pricing and Output Determination Choice under Uncertainty and Game Theory: Risk and Uncertainty in Demand Choices – Different preferences towards Risk – Insurance and Gambling – Basic Concepts of Game Theory Theory of Distribution and Business Cycles: Theories of Distribution – Theories of Rent – Theories of wages – Theories of Interest – Theories of Profit – Meaning and Phases of Business Cycles – Causes and Stabilization policies of Business Cycles Economic System: Economic Systems – Economic Planning in India – Liberalization. Programming Languages: Program Design Tools – Program Development Lifecycle – Programming Languages – Object Oriented Programming – The ‘C’ Language.The BBA Program .

Remedies for Breach of Contract : Alternatives for Injured Party in case of Breach of Contract. Business Law (3 hours: 100 marks) The Indian Contract Act. Directors : Eligibility of a Director – Appointment of a Director – Duties of a Director – Liability of a Director – Vacation of Office and Resignation of Director – Remuneration of Directors – Duties of Manager. Registration and Incorporation : The Promoters of the Company – The Procedure of Incorporation – Memorandum of Association – Articles of Association. The Sale of Goods Act. Performance of Contract : Essentials of a Valid Tender – Time and Place of Performance – Devolution of Joint Rights and Liabilities.GROUP V 9. Kinds of Companies : Private Companies and their Characteristics – Public Companies and their Characteristics – Various Classification of Companies. Methods of Borrowing – Ultra Vires Borrowings – Kinds of 27 Debentures – Rights and Duties of Debenture holders. Share and Share Capital : Preference Shares and their Types – Equity of Ordinary Shares – Bonus Shares – SEBI Guidelines for Raising Share Capital and Allotment – Transfer and Transmission of Shares. Secretary and Managing Director. Winding Up : Winding up Proceedings by NCLT – Commencing of Winding up Proceedings – Consequences of Winding up. Enterprise Resource Planning and CRM: Enterprise Resource Planning and its Advantages –Supply Chain Management – Customer Relationship Management and its Advantages – E-Commerce. The Workmen’s Compensation Act. Prospectus : Matters that have to be Stated in the Prospectus – Liability for Misstatements in the Prospectus – Penalties for Misrepresentation. The Companies Act. Membership : Eligibility of a Member – Modes of Acquiring Membership – Termination of Membership – Expulsion of Member. Consideration : Kinds of Consideration – Rules for Consideration – Stranger to Contract. Licensing and Registration of Factories – Inspection of Factories – Health. Meetings : Procedures and Requisite of Valid Meeting – Kinds of Meetings – Procedure to be followed in these Meetings. 1872 Nature of Contracts: Essential Elements of Valid Contract – Classification of Contract. The Trade Unions Act. Benefits – Adjudication of Disputes and Claims – Penalties. Safety and Welfare – Provisions Regarding Wage – Penalties and Procedure. 1956 Meaning and Nature of a Company : Meaning and Nature of a Company – Features of a Company – Meaning of Corporate Veil – Distinctions between a Company and other Entities. 1930 : Elements of Contract of Sale – Conditions and Warranties – Performance of Contract of Sale – Rights of an Unpaid Seller.The BBA Program . 1926 : Registration of Trade Union – Rights and Privileges of a Registered Trade Union – Duties . 1923 : Scope and Coverage of the Act – Rules regarding Workmen’s Compensation Act – Amount of Compensation – Distribution of Compensation. The Negotiable Instruments Act. 1948 : Definitions of important terms – Administration of the Scheme – Finance and Audit – Contributions.Curriculum Management of Software Projects – Different System Models – User Interface Design – Critical Systems – Software Testing – Managing People and Work using CMM Framework. Void Agreements : Agreements Void for Uncertainty – Wagering Agreements or Wager – Contingent Contracts. Industrial Law Factories Act. Legality of Object : Unlawful Considerations and Illegal Object – Agreements Opposed to Public Policy. Convergence of Technologies: The Concept of Convergence – Impact of Convergence – A Systematic Approach to Managing Convergence – Challenges of ICT Revolution – Emerging Technologies. Borrowings and Debentures : Borrowing. Genuine and Free Consent : Coercion and Effect of Coercion – Undue Influence – Misrepresentation – Fraud and Mistakes. Quasi Contract : Types of Quasi Contracts – Latest Amendments to the Indian Contract Act. The Employees’ State Insurance Act. Capacity to Contract : Minor and It’s Position in a Contract. 1948 : Approval. Industrial Disputes Act 1947 : Industrial Disputes – Meaning and Definitions – Procedure for Settlement of Industrial Disputes – Adjudication Machinery – Award and Settlement – Prohibition of Strikes and Lock-Outs – Retrenchment. 1881 : Characteristics and Kinds of Negotiable Instruments – Parties to Negotiable Instruments. Special Contracts : Contracts of Indemnity and Guarantee – Bailment and Pledge – Contract of Agency. Discharge of Contract : Different Modes of Discharge of Contract. SECOND YEAR . Offer and Acceptance : Offer and Conditions of Making an Offer – Conditions of Acceptance – Intention to Create Legal Relationship. Divisible Profits and Dividends : Sources from which Dividend should be Paid – Declaration of Dividends – Treatment of Unclaimed and Unpaid Dividends.

Planning Marketing Programs. Satisfaction and Retention: Business Components-Stakeholders. Economic Utility. Personal Factors. Strategic Business Planning . Marketing Dynamics. Segment Marketing. Substantial. Buying Behavior. Other Considerations.Producer Markets. Post Purchase Behavior. MkIS and Demand Forecasting: Meaning and Scope of Marketing Research. Company Sales Forecast. Legal. Political Environment. The Importance of Ethical Marketing Research. Need for Retention. Social Factors. Evolution of Marketing . Customer Satisfaction. Social Class. Providing Value-Cost Balance. Socio-Cultural. Monitoring Competition. The Classification of Organizational Markets . Company Demand. Company and Marketer Responses and Adjustments. Buying Decision Process . Structural Ties. Executive Summary. Opportunity and Issue Analysis. Concept of Exchange . Marketing Research. Processes. Delivering Values. Porter's Five Forces Model . Sales Era. The Selection of Segmentation Variables. Banking Industry & Education. Data Collection Techniques.The BBA Program . Marketing and Competitive Strategies: The Concept of Competitive Advantage. Vendor Analysis. Marketing Strategy. Organization. Financial Situation Analysis . Institutional Markets. Information Search. Action Programs. Criteria for Segmenting Organizational Markets. Indian Business Environment and MNCs in India. Organizational Markets in India. Structure of the Book. Product Specification. Personal Factors. Demand Forecast and Measurement. Psychological Factors. Accessible. Natural. Part II: Analyzing Marketing Opportunities Understanding Consumer Behavior: Factors Influencing Consumer Buying Behavior Cultural Factors. Swot Analysis. Local Marketing.Value Delivery Sequence.Societal Marketing Concept (SMC). Analysis of Competitors . Order Routine Specification. Technology. The Airline Industry. Marketing Process . The Concept of Market Demand for Marketing Market Potential. Market Segmentation and Market Targeting: Need for Segmenting Markets. Using Standard Industrial Classification Codes. Market 28 Classification. Budgeting for the Sales Force Department. Marketing Environment: Competitive Forces . Reseller Markets. Social Factors. Barriers Between Marketing Researchers and Managerial Decision-Makers. Current Demand Estimation. Stages of Buying Problem Recognition. Controls. Managing the Marketing Effort. Niche Marketing. Meaning & Scope of Marketing Information System (MkIS) . Sales Quota and Sales Budget. Value Delivery System. Selecting the Market Segments.Demographic Environment. Defining Strategic Market Planning Corporate and Divisional Strategic Planning. Buying Decisions . Threat of Substitutes. Organizational Factors. Bargaining Power of Suppliers. Criteria for Segmenting Consumer Market.izational Buying. Part III: Developing Marketing Strategies Strategic Planning Process in Marketing: Scope and Importance of Strategic Planning. Developing Marketing Strategies.Classes of . Searching for Potential Suppliers.Buying Roles. Steps in The Planning Process. Target Market Selection Process Evaluating the Market Segments.Attracting Customers. The Marketing Research Process Research Instruments. Factors Influencing Organizational Buying . Participants in Organizational Buying. Performance Review. Economic Environment. Customer Profitability Analysis Steps in Customer Profitability Analysis. Dimensions of Orgm. Value Analysis. Marketing Plan Contents. Organizational Markets and Organizational Buying Behavior: The Concept of Organizational Buying. Significance of Marketing. Marketing Management (3 hours: 100 marks) Part I: Basics of Marketing Management Marketing: The Development of a Concept: Definition of Marketing. Establishment of SBUs . Macro Environmental Factors . Differentiable.Barriers to Entry/Threat of New Entrants.Needs and Wants. Steps in Marketing Costs Analysis. Market Segmentation Levels.Resource Allocation to SBUs. Evaluation of Alternatives. Intensity of Rivalry Among Firms. Future Demand Estimation. Actionable.MkIS Components. Marketing Concept . Differences between Organizational Markets and Consumer Markets. Bargaining Power of Buyers.Problem Recognition. Projected Profit and Loss Statement.Types of Competitive Structures. Marketing Era. Marketing Myopia. Resources. Multiple Sourcing.Environmental Factors.Production Era. Marketing Budgets and Costs: Marketing Cost Analysis Importance of Marketing Costs Analysis.Business Mission. Full Costs Versus Contribution Margin Approach. Contribution Analysis.Financial Ratios.Value Chain. Supply Management Orientation. Cost of Losing a Customer.Curriculum and Liabilities of a Registered Trade Union 10. Purchase Decision. Corporate Mission. Production and Efficiency Learning Effect and Experience Curve. Procurement ProcessBuying. Effective Segmentation Measurable. Relationship Marketing. Subculture. Attracting and Retaining Customers . Concept of Value . Government Markets. Analyzing The Marketing Opportunities. General Need Recognition. Individual Marketing.

Brand Equity.Target Audience Identification. Product Venture Teams. Product Classification . Personnel Differentiation. Information Communication and Response. Non-Personal Channels. Channel Differentiation.Setting Pricing Objectives. Packaging Importance of Packaging in Marketing. Market Follower Strategies.Curriculum Competitors. The Selection of a Pricing Method. Service Differentiation. Trends in Retailing in India. Non-Price Competition. Universal Product Codes. Growth. The Extent of Product Lines Handled. Public Relations. Functions of Marketing Channels . Factors Affecting Demand Determination. Formulating Objectives. Effectiveness of Advertising. Reducing Total Distribution Costs. 29 Logistics and Wholesaling: Objectives of Market Logistics Delivering Customer Service. Determination of Communication Objectives. Strategic Issues in Retailing Location. Functions of Warehousing . Service Sector Channels. Role of Marketing Channels. Analyzing Competitors' Pricing. Evaluating Channel Alternatives. Channel Levels. Market Decisions Target Market. Factors Influencing the Designing of Communication Message. Place. Data Collection. Transportation. The Product Life Cycle. Discounts and Allowances. Implications of Merchandising. Brand Rejuvenation. Competitive Intelligence System . Co Brands. Evaluation of Distribution Environment. Value and Significance of a Brand. Labeling. Multibrands. Direct Marketing.Wholesale Consolidation. Usage. Part V: Management and Delivery of Marketing Programs Communication Mix in Marketing: Communication and Promotion Process . Goods Retail Strategy Mix.Setting up the System. Idea Screening. Maturity. Positioning. Marketing Communication . Market Decisions . Managing Channel Conflicts. Commercialization.Channel Member Selection. Product Quality. Member Motivation and Evaluation. Price. Part IV: Making Marketing Decisions New Product Development: Challenges in New Product Development. Durability. Product Development. Marketing Communication Mix Product Market Type. Channel Flow. Market Nicher Strategies. Promotion. Test Marketing. Causes of Channel Conflicts. Product Life Cycle Introduction. Identifying Competition. Inventory Management. Developing a Communication Program . Service Mix and Retailing Environment. Developing Marketing Communication Budget. Packaging and Marketing Strategies. Types of Communication Channels Personal Channels. Total Quality Management. Product Mix Strategies. The Process of Setting Prices .The Communication Process.Classification of Wholesalers. Competitors' Reactions. Channel Management . Global Expansion. Personal Selling. Stages of New Product Development .Order Processing. Legal and Ethical Issues in Channel Management. Pull-Push Strategy. Channels of Marketing: Nature of Marketing Channels. Product Form. Standardizing Transactions. Reducing Cycle Time. Brand Strategy Decision. Channel Dynamics Horizontal Marketing System. Managing Product Lines.Idea Generation. Discriminatory Pricing. Branding and Packaging: Brand as a Concept.Cost Leadership Strategy. Brand Proliferation. Non-Store Based Retailing. Brand Challenges. The Selection of a Pricing Policy.Price Competition. Differentiation Strategy. Brand Relaunch. Pricing and Marketing: Significance and Importance of Price to a Marketer. Product Committees. Channels and Conflicts . Advantages and Disadvantages of Franchising. Types of Brands. Product Mix Pricing. Product Policy. Effects of Price Changes . Analyzing Competition. Multichannel Marketing System. Vertical Marketing System. Product Mix. Focus Strategy. Strategic Issues in Managing Logistics. Design. Concept Testing and Analysis. Changing Patterns in Wholesaling . Market Logistic Decisions . Image Differentiation. Organizing the Product Development Process Product Managers. Store Image Decisions. Product Differentiation and Positioning: Product Differentiation. Global Trends in Retailing. Modifying Channel Arrangement. New Developments in Brand Management. Matching Buyers and Sellers. Porter's Generic Competitive Strategy . Retailing: Types of Retailers Ownership. Channel Members' Training. Retailing Based on the Service Vs.The BBA Program .Major Types of Franchising. New Brand Name. Sales Promotion. Reaction Patterns. Designing Competitive Strategies Market Leader Strategies.Facilitating the Exchange Process.Durability and Tangibility. Product and Product Lines: Product Personality . Analysis and Evaluation of Data.Buyers' Perceptions on the Price Changes. Experience Curve Pricing. Selection of a Brand Name.Nature of the Product. Designing Distribution Channels Analyzing Customer Expectations of Service Output.Advertising. Features. Market Challenger Strategies.Product Assortment and Procurement. Alleviating Discrepancies. Brand Extension. Line Extension. Decline. Promotional Tools . Franchising . Product Hierarchy. Price and NonPrice Competition . Promotional Pricing. Providing Customer Service. Generic Strategy Mix. Growth of Wholesaling . Approaches to Price AdjustmentGeographical Pricing.Types of Channel Conflicts.Types of Warehousing. Publicity. Product Departments.

Compensation. Classification on the Basis of the Service Tangibility. Characteristics of Services Intangibility. Benchmarking. SECOND YEAR . Social Regulations in Marketing Consumerism. Handling Objections.Prospecting and Evaluating. Sales Promotion and Public Relations: Benefits of Advertising.Marketing Implementation. Marketing Expense to Sales Analysis. Heterogeneity.Establishing Sales Objectives. Marketing of Services: Growing Importance of Services in Marketing. Designing the Sales Force. Classification on the Basis of Skills and Expertise Required. Consumer Sales Promotion Methods. Telemarketing. Developing Online Marketing Strategies. Improving Personal Selling Efforts . Web Communities. Inseparability.Forums.Image Assessment. Methods of Entering a New Market Direct Exports. Delivery. Market Based Score Card Analysis. The Impact of Environmental Forces on Global Marketing . High Standards. Product Support Service Management. Licensing. Engineering. Outsourcing. Evaluation of Potential Markets.Curriculum Integration and Coordination.Classification on the 30 Basis of the Degree of Involvement of the Customer. Consumer Protection Act. Marketing Ethics. Empowering. Training Sales Personnel. Advantages and Disadvantages of Online Marketing.Catalog Marketing. Public Relations Marketing and PR. The Growth and Benefits of Direct Marketing. Determining the Sales Force Size. Places and' Ideas: Organization Marketing . Presentation. Opportunities and Challenges in Online Marketing. Managing Service Differentiation Offer. Importance of Sales Promotion. Purchasing. Distribution. Physical Evidence. Database Marketing. Developing an Advertising Program . Recruiting and Selecting Salespeople. Major Tools of PR. Environmentalism. Sales Promotion . Developing Global Marketing Strategies Product Strategies.Order Takers. Market Share Analysis. Political Environment.Research and Development. Other Media. Global Marketing Strategies: Significance of Global Marketing. Pricing Strategies. PreApproach. Classification on the Basis of the Type of end-user.Economic Environment. Support Personnel. The Growth of Online Marketing. Person Marketing. Major Decisions in PR. Focus. Promotion Strategies. Web Casting. Home Shopping. Marketing Strategies of MNCs in India. Strategies for Organization Wide Marketing Orientation . Developing the Advertising Message. Bureau of Indian Standards. Joint Ventures. Define the Objectives of Advertising Campaign. Collaborating with Suppliers. Evaluation and Control . Legal and Regulatory Environment. Bases for Service Classification . Pricing. Financial Analysis. Social and Cultural Environment. Closing. Idea Marketing.Individual Customer. Place Marketing. Managing Service Quality Strategic Concept. Indirect Exports. Individuals. Advertising Agencies . Marketing Management: Ethical and Social Dimensions: Importance of Marketing Ethics. Finance. Forms of Direct Marketing . Financial Management (3 hours: 100 marks) Introduction to Financial Management: Nature and Importance of Finance Function – Meaning and Scope of Financial Management – Objectives of . Profitability Control. Place Strategies. Monitoring Systems. Order Getters. Other Businesses. Image. Negotiations.The BBA Program . Efficiency Control. Sales Analysis. Strategy Control. Customer Relationships. Evaluating the Sales Force.Identify the Target Audience. International Division. Corporate Code. Dealing with Unfavorable PR. Technological Environment. Promotion. Social Impact of Marketing . Part-VI: Marketing Beyond Marketing of Organizations.Annual Plan Control. Direct Marketing in India. People. Follow Up. Process. Customer Rights. Managing Productivity. Online Advertising . Linkages with other Departments . Selecting the Right Media. Kiosk Marketing. Approach. Customer Complaints. Personal Selling Process . Advertising. Internationalization Process. Classification on the Basis of the Business Orientation of Service Provider.Purpose of Sales Promotion. Types of Marketing Organization .Professional Training. Future of Marketing Communication.Reengineering. Public Action to Regulate Marketing. Motivating the Sales Force. Perishability. Manufacturing and Operations. Global Organization. Bulletin Boards.Product. Commitment of the Top Management. Selecting a Potential Market Regional Free Trade Zone. Mergers.Export Division. Competition Policy. Set the Advertising Budget. Society. Relationship Marketing. Satisfying Employees. Routing and Scheduling. Personal Selling and Sales Force Management: Nature and Importance of Personal Selling Types of Salespersons .GROUP VI 11. Evaluation of Advertising Effectiveness. Marketing Organization .Evolution of Marketing Department. Developing and Managing Marketing Department and Organization: Trends in Business Environment .Ad Agencies in India. Sales Force Management . Direct and Online Marketing: Nature and Scope of Direct Marketing. Business Regulations in Marketing Enlightened Marketing. Developing Marketing Strategies for Services . Globalizing. Downsizing. E-Mails. Image Planning and Control. The Designing of Marketing Organizations. Decisions in Sales Promotion. After-Sales Service Strategy. Principles of Public Policy Towards Marketing. Newsgroups. Fixing the Sales Quotas.

Indian Financial System: Introduction to Indian Money Market – Money Market Instruments – Introduction to Capital Markets – Primary and Secondary – Debt Market – Government Securities Market – Primary. The Executive. Implementation and Performance Appraisal Introduction to Network Techniques for Project Planning and Control – Principles underlying Measurement of Cost and Benefits .Importance and Difficulties of Capital Budgeting Decision – Types of Capital Budgeting Decision – Scanning and Identification of Investment Opportunities – Criteria for Preliminary Screening – Other steps of Project Management like Feasibility Study. Different Expectations and Requirements of Employees Across Cultures. The Consultant. The Impact of the Government.Functions of Human Resource Management : Managerial Functions. Human 31 Relations Approach. Authority. Funds Flow Statement: Meaning of Flow of Funds – Objectives of Funds Flow Statement – Advantages and Limitations of Funds Flow Statement – Preparation of Funds Flow Statement – Sources and Applications of Funds. The Auditor . Capital Budgeting – Principles and Techniques: Nature of the Capital Budgeting Decision . Production and Human Resources. Organizational Structure and HRM: Organizational Structure and Human Resource Management Formal and Informal Organizations: Formal Organization. Technology and Training Strategic Human Resource Management. Operative Functions Human Resource Policies and Procedures .History of Human Resource Management: Scientific Management Approach. Time Value of Money: What Time Value of Money Means? – Why Money has Time Value? – Process of Compounding – Process of Discounting – Future Value of Single Flow (lumpsum) – Future Value of Multiple Flow – Future Value of Annuity – Present Value of Single Flow – Present Value of Uneven Multiple Flow – Present Value of Annuity. The Changing Attitude of Workforce.Features of IHRM: Increased Complexity of HR Activities. Working Capital Management: The Meaning of and Need for Working Capital – Various Components of Current Assets and Current Liabilities – Static vs Dynamic view of Working Capital – Factors Affecting Composition of Working Capital – Objective of Working Capital Management – Liquidity vs. Leverage Analysis and Introduction to Risk and Return: Concept of Leverage – Measure of Leverage – Meaning of Operating Leverage – Meaning of Financial Leverage – EBIT-EPS Analysis – Measure of Financial Leverage – Combined Leverage. Accountability . Secondary and Instruments – Financial Institutions – Reserve Bank of India and Its Functions – Creation of Credit by Commercial Banks – Introduction to Credit Cards – Financial Sectors Reforms – Privatization – Classification of NBFCs. Management of Crosscultural Teams. Concept and Measurement of Cost of Capital: Meaning of Cost of Capital – Its Assumption and Importance of Cost of Capital – Explicit and Implicit Costs – Cost Associated with the Principal Source of Long-term Finance – Concept of Weighted Average Cost of Capital – Weighted Marginal Cost of Capital Schedule. Profitability and Working Capital Policies – Monitoring & Control of Working Capital.Role of HR Executives: The Service Provider. Marketing and Human Resources. International Human Resource Management: Concept of HRM Approaches to IHRM: Ethnocentric Approach.Tall and Flat Organizational Structures Responsibility. Geocentric Approach . Cultural Awareness and Tolerance. Management Techniques and Human Resources. The Role of Human Resource Department in an Organization . The Facilitator. Diluted Risk on the Business Front and Increased Risk on . Human Resources Approach . Cash Flow Statement: Meaning of Cash Flow Statement – Usefulness of Cash Flow Statement – Classification of Cash Flows –Preparation of Cash Flow Statement –Differences between Cash Flow Statement and Funds Flow Statement – Benefits and Limitations of Cash Flow Statement.Curriculum Financial Management – Role of the Finance Manager – Interface of the Finance Function with other Functional Areas.Human Resource Management in Harmony: Products and Human Resources. Human Resource Management as a Line Responsibility.Emerging Role of Human Resource Management: Value of Human Resources . Authority and Accountability: Responsibility. Informal Organization . 12.Preparing Cash Flow Projections for Projects – Investment Evaluation Criteria. Polycentric Approach. Capital Structure.Line and Staff Functions: Line and Staff Relationship. Line-Staff Conflict. Human Resource Management as a Staff Function. Cost of Capital and Valuation: Importance of Capital Structure Decision – Factors affecting the Capital Structure – Capital Structure Theories – Assumption and Definition – Net Income Approach – Net Operating Income Approach – Traditional Approach – Modigiliani-Miller (MM) Approach. The Concepts of Risk and Return – The Components of Return – Measurement of Rate of Return – The Relation between Risk and Expected Rate of Return. Stronger Relationship with Employees and their Families. Organizational Structure and Human Resources. Quality Improvement.The BBA Program .Challenges to HR Professionals: Worker Productivity. Quality of Work Life. HR Management (3 hours: 100 marks) Part I: Overview of Human Resource Management Introduction to HRM: Definition and Concept of Human Resource Management .

Succession Planning . Work Standards Approach. Job Analysis Information: Job Description: Drafting and Maintaining Job Description . Evaluation.Existing Employee Socialization. Choosing an Interview. Polygraph Tests. Dealing with Surplus Manpower . External Sources Need for Flexible and Proactive Recruitment Policy . Corporate CultureDifferent IHRM Activities Strategic IHRM.Factors Affecting Recruitment: Organizational Factors.Uses of Performance Appraisal. Generalizability. Employee Training and Management Development: Definition and Purpose of Training: Improving Employee Performance. Reference Checks. Job Enlargement.Role of Organizational Culture in Orientation: Roles. Behaviourally Anchored Rating Scale. Group Interview Method. Team Appraisals. Customers.Recruitment Policy . Managing Future Surplus. Matching the Inventory with Future Requirements Managing the Forecasted Demand! Surplus: Managing Future Demand. Functional Job Analysis.The Appraisers: Self Appraisal. Technology Changes. Continuous Assessment Succession Planning: Continuity.Job Specification Uses of Job Analysis: Employment. Forced Choice Rating Method. General Management. Turnover Management. Ranking Method. Some More Modem Management Techniques. Technical Conference Method.Placement. Legal Forces. Decision Making Interview . Aptitude Tests. Balanced Scorecards . Preventing Dissatisfaction.The Benefits of Career Planning to an Individual Issues in Career Planning: Dual Family Careers. Model of Socialization Process Different Socialization Strategies: Formal or Informal.The Appraisal Process . Industrial Relations. Transfer Model for Planned SelfDevelopment: Self Assessment. Individual Interview Method.Sources of Recruitment: Internal Search.Factors Affecting IHRM: National Culture. Career Stages. Serial or Disjunctive. Preparing .The Process of Human Resource Planning: Assessing Current Human Resources and Making an Inventory.The BBA Program . Opportunity Analysis. A voiding Managerial Obsolescence. Checklist. Recruitment: Concept of Recruitment . Subordinates Performance Appraisal Methods: Management by Objectives. Job Enrichment. Developing a Job Specification . Sequential or Non-sequential.Elements of a Career Planning Programme: Individual Assessment and Need Analysis: 32 Organizational Assessment and Opportunity Analysis: Need Opportunity Alignment. Essay Appraisal. Pure Challenge. Career Planning. Critical Incident Method. Developing a Job Description. Political Forces. Environmental Factors . Organizational Need Perspective. Part II: Employment of Human Resources Human Resource Planning: Definition of Human Resource Planning Objectives of Human Resource Planning: Human Resource Planning at Different Levels . Maintenance Stage. Situational Tests. Point Allocation Method. Establishment Stage. Updating Employee Skills. Career Counselling . Declining Opportunities. Ethical Issues in Application Form Design .Objectives of Induction/Orientation . Disengagement Stage .Importance of HRM . Health and Safety.The Interview Process: Preparation.Selection Method Standards: Reliability. Labor Forces. Training and Development. Security. Job Analysis and Design: Concept of Job Analysis . Graphology .Interviews: Preliminary Interview.Career Objectives and the Career Path: Promotion. Conduct of Interview. Work Family Issues Career Development Cycle: Exploration Stage. Lifestyle . Economic Forces. Validity. Forecasting.Process of Job Analysis: Information Gathering. Job Specification Competency Determination. Utility. Part III: Management and Development of Human Resources Managing Careers: Concept of Career . Socialization: Concept of Orientation. Venture. Succession Planning Issues in Job Analysis Concept of Job Design: Different Approaches to Job Design . Emphasis on Results. Career Planning. Fixed or Variable.The Benefits of Career Planning to an Organization: Ensures Availability of Resources for Future. Personality Tests. Restructuring. Ensures Growth Opportunity for All. Diary Method. Service.Curriculum the People Front .. Low Ceiling Careers. Selection Interview.Career Anchors: Autonomy. Performance Appraisal. Norms The Process of Socialization: Assumptions. Technical. Achievement Tests. Long-term perspective. Ethics of Performance Appraisal. Clients. Induction. Market Forces. Investiture or Divestiture. Leverage Network.The Appraisal Interview: Challenges of Appraisal Interview Pitfalls in Performance Appraisal . Setting.Selection Tests: Intelligence Tests. Graphic Rating Method. Position Analysis Questionnaire. Organization Audit. Entrepreneurial Creativity. Interest Tests. Tournament or Contest. Handles Employee Frustration . Decision Making.Issues in Job Analysis Industrial Relations. Values. Enhances Organizational Ability to Attract and Retain Talent. Legality Application Forms: Evaluation of Application Forms. 360 Degree Performance Appraisal. Individual or Collective. Questionnaire Method. Compensation Management. Medical Examinations . Career Plateaus.Growing Importance of Human Resource Planning: Current Trends. Peers.Modem Management Techniques: Job Rotation. Performance Appraisal: Concept of Performance Appraisal Objectives of Performance Appraisal . Critical Incident Technique. Promotion and Transfer.Evaluation of Recruitment Program Selection: Concept of Selection The Selection Process . Supervisors.Job Analysis Methods: Observation Method.

Steps in a Grievance Redressal Procedure . Autonomous Work Groups I Self-managed Teams. Sampling and Charting Methods . Flexibility. Avoiding Burnout Challenges in the Service Sector: Importance of Ergonomics. Dismissal .Trade Unions and Globalization.Guidelines for Effective Incentive Plans . Accident Prevention in the Work Place . Off-the-Job Training Evaluation of the Training Programme .Types of Incentive Plans: Short-term Plans. Handling Employee Stress. Quantitative Methods Advantages of Job Evaluation Limitations of Job Evaluation Concept of Wage and Salary Administration: Principles Governing Compensation Administration.National Wage Policy . Objectives of Management Development.Problem Solving Techniques in Quality Circles: Brainstorming Sessions. Politics and Unions .Training and Development .Issues of Trade Unions: Uneven Growth of Unionism. Inter-Union Rivalry.Wage Differentials .The BBA Program . Positive Discipline .Purpose of Workers' Participation . Compensation Management: Definition and Objectives of Job Evaluation: Objectives. Negotiation.Acts of Indiscipline or Misconduct Principles of Maintaining Discipline: Mc Gregor's Red Hot Stove Rule Disciplinary Procedure . Technical Errors.Areas of Training: Importance of Learning . Job Rotation.Assessing Training Needs .Basic Wage Plans . Cause and-Effect or Fish Bone Diagrams.Characteristics of Trade Unions . Small Size of Unions.Concept of Rewards .Theories and Surveys Governing Wage and Salary Administration Wage Fixing Institutions/Authorities .Challenges in Implementing QWL Programs. Purpose of Wage and Salary Administration. THIRD YEAR .Forms and Types of Discipline . Part IV: Employee Relations Grievance Handling: Concept of Grievance . Classification of Trade Unions According to Membership .Aims and Objectives of Discipline . Industrial Relations Collective Bargaining and Workers' 33 Participation in Management: Definition and Concept of Industrial Relations Approaches to Industrial Relations .Process of Job Evaluation Techniques of Job Evaluation: Non-Quantitative Techniques.Methodology Adopted by Trade Unions: Mutual Insurance. Flexiplace.Legislative Aspects of the Grievance Redressal Procedure in India Conflict Resolution. Psychological Problems. Process of Management Development Management Development Methods: On-the-Job Development Methods. Job Enlargement. Concepts of Different Wages . Financial Weakness.Solving Issues in Implementing Quality Circles. Off-the-Job Development Methods Evaluating a Management Development Programme.Workers' Participation in India Forms of Worker Participation in India: Factors Contributing to the Limited Success of the Workers Participation Schemes in Management in India.Employee Benefits . Demotion.GROUP VII 13. Principles of Job Evaluation . Part time Employment. Multiplicity of Unions.Causes of Grievance Need for a Grievance Redressal Procedure .Concept of Management Development: Work Roles of Managers.Code of Discipline in Indian Industry: Industrial Employment Standing Orders Act. Other Methods . Quality of Work Life: Definition and concept of Quality of Work LifeMethods to Improve QWL: Flextime.Work Place: Prerequisites for an Effective Safety and Health Policy. Collective Bargaining.Grievance Redressal Procedure in Unionized Organizations . Conditions Necessary for Effective Working of the Scheme. Occupational Safety and Health: Causes of Safety and Health Problems at the Work Place: Lack of Education and Training.The Different Roles in Industrial Relations: Employees. Socio-Technical Systems . Suspension.Disciplinary Actions: Verbal Warning. Trade Unions: Definition and Concept of Trade Unions: What Drives Workers to Join Trade Unions?. Creating an Efficient and Effective Organization .Effective Grievance Redressal. Retaining and Motivating Employees. Current Affairs-I (3 hours: 100 marks) Coalition Governments: Emerging Trends in Indian Scenario: Evolution of the Multiparty System – .Objectives of Employee Benefits History and Evolution of Benefits Programs: Some Modem Concepts in Employee Benefit Schemes. Disciplinary Action: Definition and Concept of Discipline .Employee Training Methods: Onthe-Job Training. Win-win Situation.Functions of Trade Unions Types of Trade Unions: Classification of Trade unions According to Purpose.Concept of Workers' Participation in Management . Alternative Work Schedules. Levels. Written Warning. Job Enrichment. Compressed Work Week.Stress and its Consequences on Employee Performance: Causes for Employee Stress.Variable Compensation Executive Compensation . The Government . 1946.Benefits of QWL Programs .Approaches to Discipline: Preventive Discipline. An Art and a Science Objectives of Collective Bargaining The Collective Bargaining Process: Preparation for Negotiation. Contract Administration . Long-Term Plans . Human Errors.Objectives of Industrial Relations .Industrial Disputes Prevention Machinery Concept of Collective Bargaining Features of Collective Bargaining: Groups. Legal Enactments. Occupational Hazards and Risks Provisions to Prevent Accidents at the . Pay cut. Trade Unions.Curriculum for Promotion and Managerial Succession. The Management.Non Monetary Incentives . Leadership Issue. Quality Circles: Definition and Concept of Quality Circles Objectives of Quality Circles Development and Working of a Quality Circle .

Political Scenario in Border States: Conflict in Kashmir – Insurgency in North-Eastern India. Developing Countries – WTO – Trade Blocks. River Water System: Issues and Priorities: River Water Scenario – Legislative Mechanism – Water Wars – Inter-linking of Rivers – Water Management Strategy. Japan.The BBA Program . Environment and National Concern: Environmental Profile of India – National Environmental Policy – Scientific Breakthroughs – Big Dams – Environmental Concerns – Disaster Management in India. Aggregate and Capacity Planning: Overview of Planning Activities – The Aggregate Planning Process – Strategies for Developing Aggregate Plans – Aggregate Planning Techniques – Master Production Schedule – Implementing Aggregate Plans and Master Schedules – Capacity Planning. Global Trade: Free Trade – Transformation of GATT into WTO – Developed vs. Operations Management (3 hours: 100 marks) Operations Management – An Overview: Operations Management Decisions – Historical Evolution of 34 Operations Management – Computers and Advanced Operations Technology. Design of Production Processes: Process Planning and Design – Major Factors Affecting Process Design Decisions – Types of Process Designs – Selecting the Type of Process Design. Purchase Management and Inventory Control: Importance of Purchasing – Organizing Purchasing – Responsibilities of Purchase Manager – Purchasing Process – Duties of Buyers – Make-or-Buy Analysis – Ethics in Buying – Inventory Control – Inventory Cost and Systems – Economic Order Quantity Model.GROUP VIII 15. World Economic Growth: Trends in Global Economy – US as Growth Engine of World Economy – Role of EU. Operations Strategy: Operations Strategy as a Competitive Weapon – Elements of Operations Strategy – Developing an Operations Strategy – Forecasting – Forecasting in Operations – Forecasting Methods – Selecting a Forecasting Method. Unipolar World Order: Disintegration of Soviet Union – End of the Cold War – New World Order (1991) – Multipolar or Unipolar World? – Post-Cold War World – The Rise of the US – US Foreign Policy – Post-1990s – Post-1990s: The Rise of the US and the Decline of the UN – Post 9/11 Unipolar World. Science and Technology: Stem Cells Research – Human Genome Project – Bioinformatics – Pharma Research – Nanotechnology – Space Research – Intellectual Property Rights and Developing Countries. Enterprise Resource Planning: Evolution of ERP – Business Process Reengineering – Business Modeling . THIRD YEAR . Indian Society: Issues and Challenges: Overview of Social Tensions in India – Communalism – Casteism – Regionalism. Social Development: Role of State: India and Human Development Report-2004 – Women Empowerment – Literacy in India – Unemployment and National Rural Employment Guarantee Act.Curriculum Reasons for the Emergence of the Coalition Governments – Beginning of Multiparty Governance and Coalition Era – Coalition Governments – Common Agenda – National Democratic Alliance – United Progressive Alliance – Coalition Experiments: Challenges and Prospects – Coalition Governments: Emerging Trends. and Forex Reserves – Tax Reforms – VAT – Second Generation Reforms. Environment: The Threat of Global Warming – The Need for NonConventional Energy Sources – The Importance of Biodiversity – The Menace of Deadly Diseases. FII. Globalization and Emerging Opportunities: Growth of Service Sector in India – Growth of Information Technology – BPOs and Call Centers – Emergence of Knowledge Economy – Biotechnology in India – Bioinformatics in India. Globalization and Indian Economy: Liberalization. Infrastructure Development: Role of State: Investment Trends in Infrastructure: 1947-90 – Foreign Investment in Infrastructure – Private Participation. Facility Location and Layout: Importance of Location – Factors Affecting the Location Decisions – General Steps in Location Selection and Location Decision Process – Location Evaluation Methods – Facility Layout – Basic Layout Formats – Developing a Process Layout – Developing a Product Layout – Developing a Cellular Manufacturing Layout – Japanese Approaches and Trends in Manufacturing Layouts – Service Facility Layouts. ECB. Current Affairs-II (3 hours: 100 marks) United Nations Organization: Evolution and Significance of UN – Objectives and Principles of UN – The UN in the Post-Cold War Era – Expansion of the UN Security Council – India and UN – India and UN in post-Cold War Era. 2004 – Public Health in India. Job Design and Work Measurement: Job Design Fundamentals – Considerations in Job Design – Work Environment – Uses of Job Design – Uses of Setting Work Standards – Work Measurement Techniques. Privatization and Globalization – Agrarian Crisis – Disinvestment – Labor Reforms – FDI. Global Terrorism: Globalization and Terrorism – The Al Qaeda Attacks – The American Response – Coalition Against Terrorism – Legacy of Global Terrorism. 14. China in World Economic Affairs – Emerging Economies – Oil Prices and World Economy.

Stock Market in India: Markets and their Functions – Development of Securities Market in India – Trading Procedure – Listing of Securities – Transfer and Transmission of Shares: Procedural Aspects Sources of Financial Information: Sources of Economic Data – Sources of Market Data – Sources of Company Data – Sources of International Economic Data. Business Strategy (3 hours: 100 marks) Introduction to Strategic Management: Evolution of the Concept of Strategic Management – Importance of Strategic Management – Components of Strategic Management – Levels of Strategy Planning – Making Strategic Decisions. Organizational Culture: Meaning of Culture – Culture and the Organization – Culture and Strategy Creation – Culture and Organizational Structure – Culture and Style of Management – Culture and Power – Determinants of Culture – Aspects and Levels of Culture – Change of Culture – Culture and Values – Cultural Influences on Organizational Life. Long-term Objective and Strategy Formulation: Defining Objectives – The Need for Objectives – The Nature of Objectives – Levels of Objectives: Strategic to Operating – The Hierarchy of Objectives – Grand Strategies – Setting Long-term Objectives and Strategy Sets. Acquisitions and Joint Ventures: Rationale for Mergers and Acquisitions – Mergers and Industry Life Cycle – Reasons for International Mergers and Acquisitions – Joint Ventures in Business Strategy – Rationale for Joint Ventures – Reasons for Failure of Joint Ventures. Risk and Return: Concept of Risk and Return – Reduction of Risk through Diversification – Quantifying Portfolio Risk and Return – Calculation of ‘β as a Measure of Risk – Security Market Lines and its Applications. Quality Management: The Strategic Role of Quality – Role of Inspection in Quality Control – The Cost of Quality – Statistical Concepts in Quality Control – Acceptance Plans – Computers in Quality Control – Concept of TQM. 16. Supply Chain Management: Business Drivers in Supply Chain Management – Principles of Supply Chain Management – Forces Shaping Supply Chain Management – Supply Chain Management Framework – Customer Focus in Supply Chain Management – Electronic Supply Chain Management. Analysis of Choice: Criteria for Evaluating Strategic Alternatives – Strategic Analysis at Corporate Level – Strategic Analysis at Business Unit Level – Behavioral Considerations Affecting Strategic Choice – Contingency Approach to Strategic Choice.Capital Markets Capital Markets (3 hours: 100 marks) Investment Scenario: Concept of Investment – Difference between Investment and Speculation – Investment Objectives and Constraints – Security and NonSecurity Forms of Investment – Capital Markets – Primary and Secondary Markets. Mergers. Operation Scheduling: Purpose of Scheduling – Scheduling Methods – Scheduling Activities – Scheduling by Type of Operations – Scheduling Techniques. Company Mission and Vision: Vision Mission Statements – Social Responsibility – Stakeholders Approach to Social Responsibility – Guidelines for a Socially Responsible Firm.The BBA Program . Business Strategy: The Road Ahead: Defining Value Chain – Value Chain and Buyer Value – Competitive Scope and the Value Chain – Value Chain and Industry Structure – Value Chain and Organization Structure – Change of Strategy and Organizational Change – Forces and Types of Change – Resistance to Change Strategies for Implementation and Change – Role of the Strategist – Global Competitiveness. Analysis of Internal Environment: Value of Systematic Internal Assessment – Strategy and Internal Analysis – Analyzing Departments and Functions – Analyzing Management – The Human Side of Enterprise – Quantitative Approach for Evaluating Internal Factors.Curriculum for ERP – ERP Implementation – ERP and Competitive Advantage. THIRD YEAR . Strategic Management Process: The Process of Strategic Management – Strategic Decision-making – Practical Limitations of the Strategic Management Model. Analysis of Business Environment: Remote Environment – Planning Environment – Social Environment – Political Environment – Economic Environment – Legal Environment – Operating Environment – Environmental Scanning – Five Forces Model – Structural Analysis and Competitive Strategy – Structural Analysis and Industry Definition – Designing Opportunistic Strategies – Formulation of Strategy. Strategy Implementation and Monitoring: Identification of Annual Objectives – Developing Functional Strategies – Structural Considerations – Organizational Structure and Systems – Corporate Resource Planning – Functional Resource Planning – Allocation of Resources Strategic Controls – 35 Operational Control Systems – Reward Systems – Crisis Management. Efficient Market Hypothesis: Concept of Efficiency of the Stock Markets – Forms of EMH – Empirical Tests of EMH in the Indian Market – Description of Tests of EMH.GROUP IX Elective . Maintenance Management: Necessity for Maintenance Management – Types of Maintenance – Economies of Maintenance – Evaluation of Preventive Maintenance Policies – Modern Approaches to Preventive Maintenance – Recent trends in Maintenance. Bond Valuation: Bond Terminology – Strategic Role of Bonds – Bond .

Asset Allocation: Policies and Procedures: Asset Allocation Process – Types of Asset Allocation – Asset Allocation – Management Style – Different Approaches to Asset Allocation Decision – Various Asset Allocation Techniques. Portfolio Revision: Pitfalls to be Avoided in Portfolio Revision – Portfolio Revision Techniques – Practical Problems in Portfolio Revision – Selection and Revision of Equity Portfolios. Portfolio Analysis: Components of Risk and Return – Systematic and Unsystematic Risk – Beta of a Portfolio – Portfolio Diversification – Marginal Productivity of Incremental Assets – Perils of Excessive Diversification. Arbitrage Pricing Theory: Arbitrage Pricing Model – Arbitrage Mechanism – Empirical Tests of APT – Comparison of CAPM and APT – Applications of APT. Inflation and Full Employment. Theory of Money and Prices: Measurement of the Value of Money: Index Number – Quantity Theory of Money – Transactions: Velocity of Money. Optimal Portfolio Selection: Concept of Indifference Curves – Efficient Set Theorem – Optimal Portfolio Selection – Using Lagrangian Multiplier – Using Sharpe’s Optimization Model. Elective . Investment Environment: Implementing Investment Strategies – Investment Objectives and Constraints of Different Types of Investors – Psychology of Risk – Significance of Behavioral Finance – Individual Investors – Institutional Investors – Drivers of Investment Policies – Setting Objectives for the Institutional Investors – Investment Policies of the Institutional Investors – Investment Management Mandate.The BBA Program . Yield to Maturity and Realized Yield – Assumptions Underlying YTM – Bond Price Theorems – Accrued Interest – Bonds’ Risks – Default and Interest Rate Risks – Determination of the Interest Rates – Forecasting Interest Rate Trends – Term Structure of Interest Rates – Duration – Bond Price Volatility – Duration of Equity – Immunization – Analysis of Deep Discount Bonds – Analysis of Convertible Bonds – Analysis of Tax-Sheltered Fixed Investment Avenues. Investment Management (3 hours: 100 marks) Introduction to Investment Management: Necessity of Investment Policy – Inputs to a Policy Statement – Investment Motives – Risks in Investment – Portfolio Management – The Portfolio Management Process. Income. Functions and Significance: Barter System – What is Money? – Evolution and Kinds of Money – Money and Near Money – Functions of Money in Modern Economy – Money. Indian Financial System: Structure and Functions: Financial System – Role of Financial System in Economic Development – Financial Markets – Money Markets – Debt Markets – Capital Markets – . Monetary and Fiscal Policies and Employment: Monetary and Fiscal Policies – Business Stabilization.Curriculum Types – Bond Value – Bond Returns – Current yield. Full Employment and Monetary Policy – Fiscal Policy. Wealth 36 and Finance: A Distinction – Significance of Money in Capitalist Economy – Defects of Money. Equity Stock Valuation Models: Dividend Capitalization Models – Earnings Multiplier Model. Indian Money Markets: Money Market – The Composition of the Indian Money Market – Features and Weaknesses of the Indian Money Market – The Reforms of the Indian Money Market – The Bill Market in India. Capital Market Theory: Markowitz Model and Efficiency Frontier – Evolution of Capital Asset Pricing Model – Dominant Portfolio – Separation Theorem – Capital Market Line – CAPM – Security Market Line – Non-Standard Forms of CAPM – Application of CML and CAPM. Measuring and Evaluating Portfolio Performance: Meaning and Importance of Portfolio Performance Measurement – Measures of Return – Buying the Index Approach – Performance Attribution Analysis – Monitoring Influence of Asset Allocation Decisions – Performance Evaluation of the Portfolio Manager – Evaluating Asset Class Managers – Performance Evaluation when Options are included in a Portfolio. Inflation and Deflation: Types of Inflation – Consequences of Inflation – Control of Inflation – Inflation in an Underdeveloped Economy – Deflation – Inflationary and Deflationary Gaps. Income Velocity of Money and the Level Prices – Keynesian Theory of Money.Banking Money and Banking (3 hours: 100 marks) Money: Kinds. Fundamental Analysis: Objectives and Beliefs of Fundamental Analysis – Concept of Intrinsic Value – Importance of Economic Analysis – Economic Forecasting Methods – Importance of Industry Analysis – Key Characteristics in an Industry Analysis – Industry Life Cycle – Techniques for Evaluating Relevant Industry Factors – Company Analysis. Demand and Supply of Money and Theories of Interest: Demand for Money – Supply of Money – Factors Affecting Money Supply (M3) in India – Reserve Money and the Money Multiplier in India – Functions of the Rate of Interest – The Classical Theory of Interest – Liquidity Preference Theory of Interest – Loanable Funds Theory of Interest – Modern Theory of Interest. Financial Intermediation: The Importance of Savings in Economic Growth – The Concept of Intermediation – The Kinds of Intermediation – The Concept of Financial Disintermediation – Financial Intermediation in the Indian Context – The Role of Credit Market in an Economy – The Indian Credit Market – Banking Operations and the Business of Banks in India.

Executional Frameworks .IMC Plan .The Creative Brief Advertising Design. Bank Management (3 hours: 100 marks) Introduction to Banking Industry: Origin and Evolution of Banking industry – Structure of Banking Industry – Review of Bank Functioning – International perspective. Organizational Structure of Banks: The Organizational Design Process – Design Dimensions – Structural Configurations – Forces Shaping Organizations – Function Based Structure of Banking Companies – Banking Structure in India – Structure of International Banking Organization.The Roles of Creatives . Strategy Formulation and Business Planning in Banks: Problems and Threats for Banking Industry – Strategic Analysis and Choice – Generation of Strategic Alternatives and Choice – Planning Exercises in Banks – The Board of Directors and Strategic Management – Manager and Strategy.Achieving Advertising Objectives .Curriculum Foreign Exchange Market – Market Regulators. Stakeholders and Their Expectations: Principles of Stakeholder Management – Emergence of the Concept – Changes in the Stakeholder Tradition – Managing the Stakeholders’ Expectations – Stakeholder Symbiosis – The Special Case of Shareholder Value in Financial Institutions – The Targets and Main Focus of the Shareholder Value and Stakeholder Approaches – The Concept of Customer Satisfaction. Performance Measurement in Banks: Need for Performance Measurement – Principles of Performance Measurement – Aligning Performance Measures Throughout the Bank – Types of Performance Measures – Performance Measurement and the Executive Dashboard – Operational Performance Measures – Overcoming Implementation Obstacles and Challenges – Performance Measures and Rewards.Communication Market Analysis . Technology and Customer Service.Media Selection .The Role of Advertising in the IMC Process Company Activities in Advertising Management .Gathering .Advertising Planning and Research . Corporate Governance in Banks: History of Corporate Governance – Application of Corporate Governance to Banking Sector – Code of Corporate Governance – Basic Steps Taken for Implementation of Corporate Governance – Corporate Governance and Indian Banks. Emerging Trends in Banking: The Basis for Reforms in the Indian Banking Sector – The Regulatory Reforms in the Banking Sector – The Consequences of Liberalization of the Banking Sector – The Innovative Trends in Banking Products.Choosing an Advertising Agency .External Advertising Agencies .The Communication Budget .The Structure of an Advertisement Advertising Design . Rural Banking in India: Sources of Rural Finance – Credit Delivery Mechanism in Rural Finance to Cooperative Agricultural and Rural Development Banks (CARDB) – Regional Rural Banks (RRBS) – Service Area Approach (SAA) – National Bank for Agriculture and Rural Development (NABARD). Elective – Advertising and Communications Advertising (3 hours: 100 marks) Integrated Marketing Communications (IMC) : Communication and IMC Programs Integrated Marketing Communications .Communication and Advertising Objectives .Message Strategies and Executional Frameworks: Message Strategies Cognitive Strategies .Emotional Strategies . Principles of Banking: The Definition of the Banker and Customer – The Relationship between Banker and a Customer – Rights and Obligations of a Bank and Customer – Different Types of Customers for a Bank – The Concept of Bankers Book Evidence Act – Principles of Good Lending for a Bank Commercial Banking: Functions of Commercial Banks – Branch Banking vs. 37 Managing Growth in Banks: The Indian Banking Scenario – Measures for Growth – Financial Ratios – Analysis of Growth – Challenges and Future Growth of Banks – The Concept of Quality – Providing Quality Service – Quality Initiatives – Best Practices for Customerservice – Total Quality Management (TQM). Unit Banking – Universal Banking – Investment Policy of Commercial Bank – Bank Credit and Bank Deposits – The Technique of Credit Creation – Progress of Commercial Banking in India – Credit Planning in India – Evaluation of Commercial Banks.IMC Components -The Value of Plans Globally Integrated Marketing Communications Advertising Management: Overview of Advertising Management .Media Planning Advertising Objectives .The Roles of Advertising Account Executives .Choosing an Agency .Advertising Campaign Management . Customer Relationship Management in Banks: Customer and Customer Relationship Management (CRM) – Customer Life Cycle – Sales Force Automation – Call Centers – CRM Implementation Banking Regulation and Supervision: Banking Regulation and Supervision – Banking Regulation Act 1949 – Credit Market – Role of RBI – On-site Inspection and Off-site Monitoring in India – Risk Based Supervision – Regulations Review Authority.Types of Advertising Appeals .The BBA Program .Theoretical Frameworks and Types of Appeals: The Creative Brief Advertising Theory .Sources and Spokespersons Creating an Advertisement Advertising Effectiveness Advertising Media Selection: Media Strategy .

Planning for Consumer Promotions . Motivating.Direct Marketing International Concerns in Direct Marketing . Handling objections/Sales resistance. and Sponsorship Programs: The Public Relations Department and its Functions . Absence of sales force involvement – Accuracy of sales planning. Determining operations to meet objectives. Centralized and decentralized organizations. Customer-based sales force structure. Organizing for action.E-Commerce .PriceOffs .Business-to-Business Programs . Lack of systematic communication. Regulations.Social Responsibility Public Relations Tools . Re-evaluating and control – Causes of unsuccessful sales planning: Lack of awareness or understanding of important aspects.Media Selection in Business-to-Business Markets. Buying formula theory of selling.Internet Design Issues.Customer Relationship Management.Bonus Packs .Concerns in Using Trade Promotions. Consumer Promotions: Coupons – Premiums . Skill upgradation. Sales-related policies pertaining to pricing.Regulating Marketing Communications . Allocation of scarce resources – Role of a sales executive – Responsibilities of a sales executive: Identify potential customers from currently available databases. Electronic revolution in communication. Finding customers. Approach.Sponsorship Marketing Event Marketing Internet Marketing: Who Uses the Internet? . Need satisfaction approach. Absence of proper planning. Geographicbased sales force structure. Problem situation approach – Personal selling process: Prospecting.Viral Marketing on the Internet .Refunds and Rebates – Sampling .Business-toBusiness E-Commerce . Part II: Planning the Sales Effort Sales Planning: The importance of sales planning: Better implementation of corporate plans. Information gathering and reporting. Conducting sales meetings. Account relationship strategy – Theories of personal selling: AIDAS Theory.Media Mix . Organizing the sales effort.Database Marketing .ECommerce Initiatives . Sales presentation. Sales maintenance – Sales force objectives – Sales force strategies: Market access strategies. Coaching. Pre-approach.Retail Sales Presentations . Communications (3 hours: 100 marks) (3 hours: 100 marks) Stimulus response approach. Setting targets and tracking the results.Marketing Functions on the Internet .The BBA Program . Sales manager as administrator – The sales planning process: Setting objectives.International Consumer Promotions Programs.Personal Selling in International Markets .Damage Control . Increasing buyer expertise.IMC and the Internet . Ensure healthy interpersonal relationships. Elective – Marketing Introduction to Sales Management .Business-to-Business Selling Process Trends in Business Selling . Administering the sales order.Permission Marketing Frequency Programs .The Federal Trade Commission . Personal Selling: Buyer seller dyads – Types of selling jobs: Sales development.Direct Marketing on the Internet .Buyer-Seller Relationships .Curriculum Evidence of Success . Public Relations. Behavioral equation theory. Close. Provide a sense of direction. Identifying prospective accounts and deciding upon the priority and frequency of making calls.Contests and Sweepstakes . Line and staff organizations – Types of sales force structure: Product-based sales force structure.Retail Sales . Post-sales follow-up – Customer related issues in personal selling: Understanding customer types through different selling styles. Combination-based sales force structure – Sales culture: Role of sales culture in developing a sound sales organization. Service provider. Researching customers. Creating customer satisfaction – Automation in personal selling: Benefits of sales force automation. Recognizing and rewarding performance. Personal Selling. Reduce uncertainty and risk – Sales manager as planner and administrator: Sales manager as planner. Providing leads and sales support. Rising customer expectations. Database Marketing. Right set of circumstances theory – Approaches to personal selling: 38 Trade Promotions: The Nature of Trade Promotions . and CRM: Personal Selling . Part I: The Sales Perspective Introduction to Sales Management: Evolution of the sales concept – Nature and role of selling – Objectives of sales management – Integrating sales and marketing management – Environmental changes affecting sales management: Shorter product life cycle. Improve coordination. Vertical and horizontal organizations.Other Issues in Promotions Programs .Industry Regulation of Negative Marketing Practices .Types of Trade Promotions .Media Selection . Facilitate control. Reduced customer loyalty. Sales Functions and Policies: Role of a sales manager – Responsibilities of a sales manager: Hiring. Deciding upon the selling approach. Measuring results against standards. More complex sales cycle. Communicating effectively. Providing customer service.Types of Stakeholders Public Relations Events . Sales-related policies pertaining to distribution. Entry of women in sales management. Focus on realistic objectives. Longer.Objectives of Trade Promotions . The Sales Organization: Role of a sales organization – Basis for designing a sales organization – Types of organizations: Formal and informal organizations. Training. Implementing. Intense competition among manufacturing companies. Administrative responsibilities – Policies that impact sales management: Sales-related policies pertaining to the product.

Communication skills. Training by the manufacturer to the customers – Benefits of sales training – Sales training programs: Designing the training program. Maintenance stage. Adequate coverage. Advantages of fringe benefits. Identifying specific market opportunities and problems. Screening the candidates. Incremental method – Procedures for developing territories: Identify objectives and criteria for territory formation. Lack of time. Getting approval for the budget – Precautions in preparing sales budgets: Inability to project course of future events. Assigning sales personnel to territories – Operating the territory . Who should evaluate. Physical examination.The BBA Program . Involvement of time. Ranking. Repudiation of the long term. Communicate sales goals and objectives.Performance evaluation: Purpose and reasons. Fashions and fads. Training by the manufacturer to the distributor’s sales force. More accurate evaluation of sales force personnel – Territory management and its importance: Benefits of territory management – Criteria for territory design: Sufficient potential. Goal setting theory. Primary sources – Importance and uses of sales forecasts – Sales forecasting methods: Qualitative methods. Willingness to buy – Sources of data: Secondary sources. Flexibility in budgeting – Developing a sales budget: Review and analysis of the situation. Ease of administration and comprehension – Types of compensation plans: Straight salary.Establishing performance standards – Methods of sales force evaluation: Essays. Implementing the training program. Ego-driven. Disengagement stage. Requirements of the software. Expectancy theory. Sales forecasting. Return oriented method – Requirements for successful budgeting: Involvement & support of top management. Managing effects of time – Characteristics of compensation plans: Fairness to all. Inability to gain acceptance. Part IV: Controlling the Sales Effort Evaluating Sales Force Performance: Sales force performance . Needs and motives. Flexibility. Rating scales. Demand patterns in the market for the product – Difficulties associated with forecasting: Lack of adequate sales history. money and qualified personnel. Lead to direction of efforts towards company objectives. New methods of evaluation . Selection test. When to evaluate . Hiring and Training Sales Personnel: Recruitment and its importance – Determining specific requirements of the sales personnel: Mental aptitude dimensions. Herzberg’s two-factor theory. Objective-and-task method. Forced choice method. Combination salary plans – Designing compensation plans: Determine specific objectives. Bases of power. Better communication and coordination. Establishment stage. Straight commission plans. Achiever. Costs. Background check.Determinants of sales force performance: Internal factors. Competitive parity method. Administrative budget & Profit budget – Methods of budgeting for sales force: Affordability method.Curriculum Estimating Market Potential and Forecasting Sales: Importance of assessing market potential – Need to determine market potential – Analyzing market potential: Ability to buy. Methods of payment – Implementing compensation plans – Sales contests: Planning sales contests. Sellingexpense budget. Experience of the company – Criteria for effective forecasting: Accuracy. External factors. Serviceoriented – Sales motivational mix – Motivating the sales personnel at different stages of their career: Exploration stage. Improved customer service. Administrative skills. Preliminary allocation of resources. Interpersonal skills. Provide incentive and motivation. Minimum impediments – Methods for designing territories: Buildup method. Instrument of planning – Benefits of budgeting: Improved planning. Time and Territory Management: Time management and its importance: Better market coverage. Past experience – Leadership styles of sales managers: Traditional leadership styles. Bases for developing territories. Breakdown method. Changing customer attitudes. Team-building skills.Criteria for the evaluation of sales force performance 39 . Sales Budgets: Purpose of sales budgets: Mechanism of control. Type of data available. Evaluating training programs. Making the employment offer – Types of sales training: Initial sales training.Monitoring and reviewing sales force performance. Quantitative methods – Selecting a forecasting method: Accuracy. Types of expense plans – Fringe benefits: Elements in fringe benefit. Control and performance evaluation. Letters of recommendation. Evaluating sales contests – Sales force expenses: Expense plans. Reasonable size. Motivating the Sales Force: Concept of motivation – Motivational theories: Maslow’s hierarchy of needs theory. Availability of statistical indexes. Plausibility. Personal interview. Part III: Directing the Sales Effort Leading the Sales Force: Nature of leadership – Characteristics of an effective leader: Personal characteristics of the manager. Durability. Organizational participation. Preparing the budget. Flexibility. Modern leadership styles – Skills essential for a leader: Delegation skills. Follow-up or refresher training. Establish desired levels of earnings. Compensating Sales Personnel: Objectives of compensation plans: Balancing the needs of personnel. Percentage of sales method. Psychological benefits – Types of budgets: Sales budget. Reduced selling costs.Information sources for evaluation . Job design theories – Motivation and productivity of the sales force – Effect of personal characteristics on sales force motivation: Competitor. Personality dimensions – Sales personnel selection process: Sourcing the candidates.

Advantages and Limitations of Marketing Research. Relevance. Part II: Framework of Marketing Research The Process of Marketing Research: Understanding the Marketing Research Process. Problem/Opportunity Resolution. Generalizability. Odd or Even Number of Scale Categories. Provide standards. Intermediaries. Advanced level functions – International sales and marketing opportunities – Challenges in international sales management: Economic environment. Ratio Scale.The BBA Program . Need for Research Design. Procedure for cost analysis – Marketing audit: Procedure for a marketing audit. Steps in sales analysis. Role of Marketing Research in Decision-Making – Problem/Opportunity Identification. Variations of Sales Analysis. Selection of Sampling Procedure. Sensitivity. Sales and Cost Analysis: Sales manager’s responsibility to ensure profits – Nature of sales control: Objectives of sales control. Interval Scale. Meeting public expectations. The sales control process. Anticipating new social demands. Part III: Building the Framework of Marketing Research Initiating the Marketing Research Process: Identification of Problem/opportunity – Exploratory Research. Planning the Research Design: Meaning of Marketing Research Design. Criteria for Good Measurement – Accuracy Reliability. Cross-classifications. Sales Quotas: Importance of sales quotas: Provide performance targets. Selection of Research Methods. Behavioral Component. Profit quotas. Measurement in Marketing Research: Importance of Measurement. Multi-Item Scales. Characteristics of a Good Research Design. Selection of Research Methods and Analyzing the Research Design: Part I: Basic Concepts of Marketing Research Introduction to Marketing Research: Definition of Marketing Research. Components of a marketing audit – Profitability analysis: Break-even analysis. Provide change of direction. The Process of Marketing Research. Descriptive Studies. Sources of Measurement Problems – Respondent Associated Errors. Research Proposal. Instrument Associated Errors. Piggybacking. Research Design Concepts. Development of Objectives for the Research. Activity quotas – Characteristics of a good sales quota – Methods of setting sales quotas: Quota setting processes – Administering sales quotas: Minimizing acceptance problems. Problem/Opportunity Selection. Importance of Attitude Measurement. Implementing The Course of Action. Attitude Measurement in Marketing Research: Components of Attitude – Cognitive Component. Steps in the Research Process Identification of the Problem/Opportunity. Evaluation and Analysis of Data. 80-20 Principle. Number of Categories. Advantages of Marketing Research. Difficulties in sales control – Sales analysis: Elements of sales analysis. Ethical and Social Issues in Sales Management Ethics in business – What is corporate social responsibility? – Evolution of corporate social responsibility (CSR) – Levels of social responsibility: Obeying the law. Development of Hypothesis – Hypothesis Testing. Provide control. Basic Research. Marketing Decision Support System. Measurement Scales – Nominal Scale. Situational Errors. Problems in sales analysis – Sales audit: Elements of sales audit – Marketing cost analysis: Types of costs. Scientific Thinking and Marketing Research. Cultural environment – Strategic issues for international sales and marketing: Marketing mix Adapt or Standardize? Obtaining international information. Causal Studies. Scheduling. Selection of sales personnel. Limitations of Marketing Research. Expense quotas. Scales used to Measure Attitude – Single Item Scales. Training and development of sales personnel. Legal environment. Entering overseas markets – Structures for international sales organizations: Long-distance selling. Analyzing the Research Designs. Ethical issues facing a salesperson. Scope of Marketing Research. Part V: Global Sales Management and Ethical Issues in Sales Management International Sales Management: Role of the sales manager in the international market: Basic-level functions. Presenting the Research Report. Ordinal Scale.Curriculum management system: Routing. Validity. Development of Objectives for the Research. Data Collection. Considerations in Selecting a Scale – Balanced Versus Unbalanced Scales. Value of Information – Marketing Information System. Organization’s role – Management’s ethical responsibilities: Ethical issues facing a sales manager. Tool for motivating salespeople – Types of sales quotas: Sales volume quotas. Applied Research. Types of Research Designs – Exploratory Studies. Benefits of Research Design. Development of Hypothesis. Introduction to Marketing Research (3 hours: 100 marks) Planning the Research Design. Affective Component. Leading the way – What influences ethical behavior: Individual’s role. Managing and controlling people through quotas – Limitations of sales quotas. Capital budgeting tools – Principles of analysis: Iceberg principle. Forced Versus Unforced Choice. Relationship between Marketing and Marketing Research. 40 . Establishing direct sales force abroad – International sales management practices: Recruitment of sales personnel. Manufacturer’s representatives. Sales incentives and compensation. Measurer as Error Source.

Oral Presentation. One-Way Frequency Tabulation. Types of Sampling – Probability Sampling Simple Random Sampling. Census. Advanced Data Analysis: Measures of Central Tendency – Arithmetic Mean. Part IV: Applications of Marketing Research Marketing Research in Practice: Importance of Marketing Research for Organizations.Required Information. Judgment Sampling. Written Presentation. Focus Groups.Defining the Target Population. Specific Questions. Advantages and Limitations of Experimentation. Data Collection Methods – Secondary Data .Prefatory Information. Correlation Analysis – Scatter Diagram Method. Type I & Type II Errors. Types of Research Reports – Short reports. Ethical Dimensions of Marketing Research: Making Ethical Decisions. Content Analysis.The BBA Program . Behavior Recording Devices. Right to Debriefing. Method of Least Squares. Experimentation – Issues in Experimentation. Systematic Sampling. Criteria for Classification of Research Designs. Long reports. Part V: Managing Marketing Research and Ethical Concerns Managing Marketing Research: Identifying the Need for Marketing Research. Rights and Responsibilities of the Manager. Multivariate Analysis. Pre-requisites for Analysis – Coding. Qualifying Questions. Data Collection: Importance of Data Collection. Questionnaire Pre-testing Revision and Final Draft. Simple Analysis – Tabulation. Specifying the Sampling Plan. Physical Trace Measures. Visual Aids – Tables. Questionnaire Design: Preliminary Decisions . In Segmenting the Markets. In Analyzing the Satisfaction Levels of Customers. Karl Pearson’s Coefficient of Correlation. Advantages and Disadvantages of Observation Methods. Appendices. Selecting the Marketing Research Agency. Hypothesis Testing – Steps in Hypothesis Testing. Cross Tabulation. Steps in a Sampling Process . Spearman’s Rank Correlation Coefficient. Advantages of Survey Research. Disadvantages of Survey Research. Median. Analyzing the Research Designs. Close-ended Questions. Observation Studies – Nature of Observation Studies. Specifying the Sampling Unit. Presenting the Research Report: Understanding Research Reports. Resource Allocation for 41 Marketing Research. Question Wording. Questionnaire Sequence – Lead-in Questions. Ethical Treatment of Respondents – Knowledge of Benefits. In Identifying the Needs of Customers. Types of Observation Studies. Experimental Validity. Primary Vs Secondary Data. Warm-up Questions. Selection of the Sampling Method.Depth Interviews. Sample and Sampling. Determination of Sample Size. . Rights and Responsibilities of the Researcher. Conclusions and Recommendations. In Sales Forecasting and Estimating the Market Potential.Classification of Secondary Data. Demographic Questions. Target Respondents. Experiment – Nature of Experiments. Protection against Deception. Non-Probability Sampling . Mode. Findings. Managing the Agency – Client Relationship. Method of Least Squares. Snowball Sampling. Role of Marketing Research – In New Product Development. In Future Managerial Decisions. Advantages & Limitations of Secondary Data. Components of Reports . Qualitative Research Methods . Pre-requisites for Analysis – Data Entry. Selection of Sampling Procedure: Basic Definitions and Concepts – Population and Universe.Convenience Sampling. Quota Sampling. Right to Privacy. Projective Techniques. Response Format – Open-ended Questions. Surveys – Survey Methods. Charts and Graphs. Cluster Sampling. Executing the Sampling Plan. Interviewing Technique. Advertising Research. Specifying the Sampling Frame. Data Mining. Introduction. Participant Observation.Curriculum Survey Research – Nature of Survey Research. Evaluation and Analysis of Data: Evaluation of Data – Validating and Editing. Right to Informed Consent. Bibliography. Regression Analysis – Regression Line. Stratified Random Sampling. Secondary Data – Nature of Secondary Data. Contrived Observation. Methodology. Factors determining the Selection of Survey Research. Observation Methods – Direct Observation.

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