M.B.

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BHARATHIAR UNIVERSITY : COIMBATORE-641 046 M.B.A – Marketing (For the CPOP students admitted during the academic year 2010-11 & onwards) SCHEME OF EXAMINATIONS – CBCS Pattern Examinations Ins.hrs / week Dur.H rs CIA Total 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 Course Title SEMESTER –I 1.1. Management Principles and Practice 1.2. Organizational Behaviors 1.3. Managerial Economics 1.4. Financial and Management Accounting 1.5. Quantitative Methods for Management 1.6. Corporate Communication 1.7. Computer Applications in Management using SAP* SEMESTER –II 2.1. Operations Management 2.2. Marketing Management 2.3. Financial Management 2.4. Human Resource Management 2.5. Quantitative Techniques 2.6. Research Methods for Management 2.7. Computer Applications in Management using SAP* - Practical SMESTER – III 3.1. International Business 3.2. Management Information System 3.3. Sales and Distribution Management 3.4. Promotion Management 3.5. Export Management 3.6. Consumer Behaviour 3.7. Summer Placement Project Report & Viva-Voce SEMESTER – IV 4.1. Strategic Management : Indian Global Context 4.2. Brand Management 4.3. Rural Marketing 4.4. Services Marketing 4.5. Marketing Research TOTAL * The Course will be taught during I and II Semesters. Credits 4 4 4 4 4 4 4 4 4 4 4 4 4 4 4 4 4 4 4 4 Marks 75 75 75 75 75 75 75 75 75 75 75 75 60 75 75 75 75 75 75 80 75 75 75 75 75 -

5 5 4 5 5 4 2 5 4 5 4 5 5 2 5 5 5 5 5 5 6 6 6 6 6 -

3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 -

25 25 25 25 25 25 25 25 25 25 25 25 40 25 25 25 25 25 25 20 25 25 25 25 25 -

100 4 100 4 100 4 100 4 100 4 2500 100

M.B.A-Marketing –2010-11 & Onwards –CPOP

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1.1.

MANAGEMENT PRINCIPLES AND PRACTICE

Unit I Management : Science, Theory and Practice - The Evolution of Management Thought and the Patterns of Management Analysis - Management and Society : The External Environment, Social Responsibility and Ethics - Global and Comparative Management - The Basis of Global Management. Unit II The Nature and Purpose of Planning - Objectives - Strategies, Policies and Planning Premises Decision Making - Global Planning. Unit III The Nature of Organizing and Entrepreneuring - Organizational Structure : Departmentation Line/Staff Authority and Decentralization - Effective Organizing and Organizational Culture Global Organizing. Unit IV Co-ordination functions in Organisation - Human Factors and Motivation - Leadership Committees and group Decision Making - Communication - Global Leading. Unit V The System and Process of Controlling - Control Techniques and Information Technology Productivity and Operations Management - Overall Control and toward the Future through Preventive Control - Global Controlling and Global Challenges. References : 1. Koontz & Weirich, Essentials of Management, Tata McGraw Hill. 2. VSP Rao, V Hari Krishna – Management: Text and Cases, Excel Books, I Edition, 2004 3. Stoner & Wankai, Management, PHI. 4. Robert Krcitner, Management, ATTBS. 5. Weirich & Koontz, Management - A Global perspective, McGraw Hill. 6. Helliregarl, Management, Thomson Learning, 2002. 7. Robbins.S.P., Fundamentals of Management, Pearson, 2003. 1.2. ORGANISATIONAL BEHAVIOUR

Unit I Organisational Behaviour : History - evaluation, Challenges & opportunities, contributing disciplines, management functions and relevance to Organisation Behaviour. Personality - Determinents, structure, behaviour, assessment, psycho-analytical social learning, job-fit, trait theories. Unit II Emotions and Emotional Intelligence as a managerial tool. Implications of EI on managers and their performance. Attitudes - relationship with behaviour, sources, types, consistancy, work attitudes, values - importance, sources, types, ethics and types of management ethics.

team decision making.methods of pricing . ethical issues in organisational culture.Elasticity of demand. 3.values . Organisational politics . IX edn. 1.output relationship Economies and diseconomies of scale – cost functions. nature and scope . References : 1. Jaico. 5. Prentice-Hall.characteristics . Organisational Behaviour. Managerial implications of perception.interventions. Demand Analysis . Sources. .production decisions .meaning. Concepts contrivances and applications.. Robbins. McShane & Glinow. Cost concepts .differential pricing .M.cost .meaning.. influence of personality. Organisational Behaviour. bases.P. Effects.et. Homogenity and hetrogenity of National cultures.Political behaviour in organisation. Levels.3. 6. Resistance to change .A-Marketing –2010-11 & Onwards –CPOP Page 3 of 24 Perception .Nature.S.al. Organisational Behaviour. Thomson Learning. Umasekaran. Hellinegal Slocum. Robbins S.Pricing and output decisions . sources.Management. Woodman. Implications of learning on managerial performance. managing stress. Organisational Behaviour.Managing planned change. determinants and types of demand . role and types of culture and corporate culture.Organisational Development . Organisational Behaviour.Managerial Economics and business decision making . Unit III Stress .Government intervention and pricing. change management. Tata McGraw Hill. Organisation Errors. negotiation. The Challenges of work force diversity and managing diversity Cases. conflict resolution strategies. Conflict . challenges at international level.. Learning . Organisational culture . Stages of development Influences on team effectiveness. Foundations of group behaviour : linking teams and groups. Organisational Behaviour. Self monitoring. 8. MANAGERIAL ECONOMICS UNIT I : Managerial Economics . India.Approaches to managing organisational change . Thomson learning.Cobb-Douglas function.production functions Isoquants. Prentice Hall. operant and social cognitive approaches.Process. UNIT II : Supply meaning and determinants . Impression management. 2003.classicial. Harris & Hartman. 2. Unit V Organisational Behaviour responses to Global and Cultural diversity. UNIT III : Market structure . 4. 7.Role of Managerial Economist . Selection. Unit IV Organisational change . Umasekaran. Differences between countries. X edn. Issues in Managing teams. creating and sustaining culture. Helliregal.Dynamics. Expansion path . Tata McGraw Hill. Organisational Behaviour.B.Fundamental concepts of Managerial Economics.

Definition .Gupta and Radhaswamy . UNIT V : National Income . 2. Business Economics.M.Problems -Zero Base Budgeting. 1999. UNIT V Marginal Costing . Mankar.Size statement.Meaning . Cost Unit . Cost Centre. Advanced Accountancy .Trial Balance – Final Accounts (Problems) .Accounting Ratios: construction of balance sheet using ratios (problems)-Dupont analysis.. Macmillan. p/v Ratio.Business cycle .B. export decision. Excel. Prentice Hall/Pearson.Profit policies .Concepts and conventions .balance of payments Monetary and Fiscal Policies References : 1. and Budgeting Control .Objectives .4. 2001.Profit planning and forecasting .Statement of Changes in Working Capital .Cost volume profit analysis .Meaning and nature . Managerial Economics.Computation of Fund from Operations .Decision making under marginal costing system-key factor analysis.R. Atmanand.Contribution.Definition . sales mix decision-Problems References: 1. Common . 3.A-Marketing –2010-11 & Onwards –CPOP Page 4 of 24 UNIT IV: Profit .Cash Flow Statement Analysis.Reorganizing the Financial Statement Information Techniques of Financial Statement Analysis: Comparative Statements. Written down value method. Business Book. Managerial Economics.Elements of Cost .Principles of Macro Economics. Budgeting.G.L.Types of Budgets .Depreciation Methods-Straight line method.Preparation of Fund Flow Statement . Problems UNIT IV Cost Accounting . UNIT II Financial Statement Analysis . Tata McGraw Hill.Managerial Economics.Workings for Computation of various sources and uses .Cost Sheet – Problems. 2002..V.Accounting Principles . Rangarajan .Preparation of Flexible and fixed Budgets.R. Joel Dean . master budget and Cash Budget . UNIT III Fund Flow Statement . Trend Percentage . margin of safety . Budget. Excel.Investment analysis.Distinction between Financial Accounting and Cost Accounting Cost Terminology: Cost. make or buy decisions.Computation of Cash from Operations Problems Distinction between Fund Flow and Cash Flow Statement.distinction between marginal costing and absorption costing Break even point Analysis . 4.inflation and deflation . Athmanand. New Delhi. 5. 1. FINANCIAL AND MANAGEMENT ACCOUNTING UNIT I Financial Accounting . Sinking fund method.

Complete Business Statistics. Irwin McGraw-Hill. Sensex. Production Index. .Batty Questions : 80% of the questions shall be problems 20% of the questions shall be theory based. Variables – notion of Mathematical models – concept of trade off – notion of constants – concept of Interest.Krehbiel and Mark L. Chi-Square Tests References : 1. Management Accounting . Aczel. Non-Linear functions – graphical representation of functions.B.Brown and Howard 3.5.S. Statistical Methods – S P Gupta 3. Management Accounting . Management Accounting . Constants.Levine.Optimization UNIT II Data Analysis – Uni-Variate – ungrouped and grouped data measures of central Tendencies. Timothy C.Khan and Jain 4. 5th edition.Berenson “Business Statistics: A First Course” . Basic Concept of differentiation – integration – Optimization concepts – use of differentiation for optimization of business problem. Niffy.M. Time series – variations in Time Series for business forecasting. Bivariate – correlation and regression – problems related to business applications UNIT III Probability – definitions – addition and multiplication Rules (only statements) – simple business application problems – probability distribution – expected value concept – theoretical probability distributions – Binomial. Questions : 80% of the questions shall be problems 20% of the questions shall be theory based. Management Accounting . Management Accounting . Poison and Normal – Simple problems applied to business. Amir D.Maheswari 5. Pearson Education Asia 5. David M. UNIT V Hypothesis testing of Proportion and Mean – single and two tailed tests – errors in Hypothesis Testing – Measuring the power of Hypothesis test. UNIT IV Basic concept of index numbers – simple and weighted index numbers – concept of weights types of index numbers – Business index number – CPT. Statistics for Management – Richard L Levin & Daid S Rubin 2. Statistics for Business and Economics – R P Hoods – MacMillan India Limited 4. WPI. QUANTITATIVE METHODS FOR MANAGEMENT UNIT I Linear.N.J. measures of dispersion – C V percentages (problem related to business applications). 1.Antony and Recece 6.A-Marketing –2010-11 & Onwards –CPOP Page 5 of 24 2.

2. Tata Mc Graw Hill. deleting.adjusting margins. copying. deleting tables – Working within tables – Adding. Scot Ober.6 CORPORATE COMMUNICATION Unit 1: Communication basics – Business Communication – components – Types – formal communication network – Work team communication – variables – goal – conflict resoulation – non – verbal communication – Cross cultural communication – Business meetings – Business Etiquette. copying. editing. size – Bullets and numbering – Tables – Adding. inserting & deleting worksheets – Using formulas for quick Calculations – Working & entering a Formula – Formatting a worksheet – Creating and editing charts – elements of an Excel Chart – Selecting data to a chart – Types of chart – chart wizard – Formatting chart elements – Editing a chart – Printing charts. Basic Business communication. COMPUTER APPLICATIONS IN MANAGEMENT USING SAP . transforming data – Inserting and deleting of cells. Suggested Readings: 1. Unit 5: Business Presentation: Written and oral presentation – work – team presentation – Delivering the business presentation visual aids – slides – electronic presentation – hand-outs – delivering the presentation – career planning – preparing Resume – job applications – preparation for a job interview – employment interviews – follow-up.7.A-Marketing –2010-11 & Onwards –CPOP Page 6 of 24 1. EXCEL and POWERPOINT WORD – Creating a new document with templates & Wizard – Creating own document – Opening/modifying a saved document – converting files to and from other document formats – Using keyboard short-cuts & mouse – Adding symbols & pictures to documents – header and footers – Finding and replacing text – spell check and Grammar check – Formatting text paragraph formats .B. Contemporary business communication. 1. fifth edition. Unit 4: Report writing: Characterizing & business reports – Types and forms & reports – Project proposals – collection of data – tables constitution – charts – writing the report – documenting the sources – proof reading. pasting. modifying rows and columns – merging & splitting cells. Unit 2: Understanding Corporate Communication – Employee Communication – Managing Government Relations – Writing for Media and Media Relations Unit 3: Corporate Communication in Brand Promotion – Financial Communication – Crises Communication.Hardware and Software – Operations Systems – Directories and File properties.M. Lesiler &Flat lay. editing.PRACTICAL Aim: To introduce the concepts of information technology and their application in management decision making. rows & columns – Working with multiple worksheets – switching between worksheets – moving. MS OFFICE – Introduction to WORD. line space – character space – Changing font type. moving. EXCEL – Working with worksheets – cells – Entering. Components of a Computer . . biztantra. cutting.

installation. TALLY – Introduction and Installation.1 OPERATIONS MANAGEMENT UNIT I : Operations Management – Meaning – Importance – historical contributions – System view of OM . Working in Tally: Opening new company. voucher entry. Sales Register and Purchase Register. Making different types of vouchers. Journal Register. Danielle Larocca . HPH Teach yourself SAP in 24 hours by George Anderson. Statement of Accounts & Balance Sheet.purchase functions and procedure .inventory control – types of inventory – safety stock – order point – service level – inventory control systems – perpetual – periodic – JIT – KANBAN. Correcting sundry debtors and sundry creditors accounts. Safety of Accounts or Password.Operation strategy and competitiveness . Making Ledger Accounts. Writing voucher. copying . Required Hardware.Functions of OM – types of production systems UNIT II : Product design and process selection – Evaluation and Selection of appropriate Production and Operations technology.M.A-Marketing –2010-11 & Onwards –CPOP Page 7 of 24 POWERPOINT – Creating new presentations – Auto content wizard – Using template – Blank presentation – Opening existing presentations – Adding. Preparation of Trial Balance. Cellular. . Ledger Accounts. Product Design and process selection.Total Productive Maintenance (TPM) UNIT IV : Materials management – functions – material planning and budgeting – Value Analysis . Preparation for installation of Tally software. editing. Bott – PHI Enterprise Resource planning (ERP): Text and case studies by Murthy. UNIT III : Production planning and control – meaning – functions – aggregate planning – master production schedule (MPS) – Material requirement planning (MRP) – BOM – Capacity requirement planning (CRP) – Techniques – problems in MRP and CRP – an introduction to MRP II and ERP – Business Process Re-engineering . References: OFFICE 2000 Complete – BPB Windows 98 Complete – BPB Windows 98 6 in one by Jane Calabria and Dorothy Burke – PHI Using Microsoft Office 2000 by Ed.Pearson Education ------------------------2. C S V. hiding slides – Presentations – Applying new design – Adding graphics – Using headers and footers – Animations text – Special effects to create transition slides – Controlling the transition speed – Adding sounds to slides – Using action buttons. Characteristics. Books of Accounts. Bank Books. Cash Book. Group summary. ERP & SAP : Introduction – Need for ERP – Advantages – Major ERP Packages – SAP: Features – ABAP: Logon to SAP Environment – ABAP Dictionary – Functions – Objects – Managing SAP Application Practicals: Simple problems to be done in WORD. Types of layout – analysis and selection of layout – Product and / or Process layout. Lean and Agile manufacturing systems – Computer Integrated Manufacturing Systems Assembly line balancing.B. deleting. EXCEL and POWERPOINT using all the above mentioned topics.

factors and methods. Price adapting policies. 7th Edition. Product Mix and Product line decisions.VMS. Modern Production and operations management – E. Curve – Concept of Type I and Type II error – Quality movement – Quality circles –– ISO Quality Certifications and types – Quality assurance – Six Sigma concept. 2. Market logistics decisions. Curve – Use of the O. 9. Himalaya. Positioning and differentiation strategies. Product life cycle strategies.Tata McGraw Hill. PHI.C. Channel dynamics . Market Segmentation and Targeting.Statistical Quality Control for Acceptance Sampling and Process Control – Concepts of O. Production and Operations Management – Everest E Adam & Ebert – PHI – publication forth edition. Training. Hunawalla and Patil – production and Operations Management. Telemarketing. Production and Operations Management – S N Chary – TMH Publications 4.C. PHI 5. References : 1. Adapting marketing to new liberalised economy . Production and Operations Management – Pannerselvam. Advertising.S Buffa. Lee J. Unit IV Integrated marketing communication process and Mix. 2. Sales promotion and Public relation decisions.A-Marketing –2010-11 & Onwards –CPOP Page 8 of 24 UNIT V : Total Quality Management Concept . Salesforce objectives. Chase. MMS. Changing marketing practices.2 MARKETING MANAGEMENT Unit I Marketing Concepts and Tasks.setting up websites. Ritzman.objectives. Defining and delivering customer value and satisfaction Value chain . 7. Addison Wesley.C.Delivery network. Marketing environment.Growth.Functions and flows. Strategic marketing planning and organization. structure. “Operations Management: Process and value Chains”. Price setting . Motivation and evaluation of channel members. “ Operations Management: Strategy and Analysis”. e-business . 3. Customisation. HMS. Operations Management (Theory and Problems ) – Joseph G Monks – McGraw Hill Intl. Lee J. Initiating and responding to price changes. Aquilano & Jacobs “Production and Operations Management”. New product development. . Unit III Marketing channel system .B. size and compensation. 8. Ritzman.M. Krajewski and Larry P. Marketing Information System.Digitalisation. Channel design. 2007 6. Branding and Packaging. Questions : 40% of the questions shall be problems 60% of the questions shall be theory based. Direct marketing . Krajewski and Larry P. Unit II Buyer Behaviour. Channel management Selection. Benefits and Channels.

Time value of money concepts .Indian Financial system .Risk analysis in Capital Budgeting. Implementation and Control: Global Perspective Indian Context – VS Ramasamy & S. Designing competitive strategies for leaders. 7. 2006. Delhi. 2007. Pricing. Bruce J Walker.methods of appraisal .Srinivasan .Tata McGraw Hill. Marketing Management: Planning.3 FINANCIAL MANAGEMENT Subject Description : Financial Management emphasizes the functions of financial management explaining the investment. New Delhi.Tata McGraw Hill. 4. Marketing Management . Customerism in India.Perreault and McGarthy . Case and Simulations in Marketing . Data warehousing and mining. Objectives: On successful completion of the course the students should have: To learn the various functions of financial management along with the application. principles and concepts of finance in management. To understand capital structure.M.Customer database.Pearson Education/PHI 12th Edition. Marketing Management . Global Target market selection.Legal.Macmilan India. 5. Namakumari .Rajan Saxena . To learn capital budgeting and cost of capital.Philip Kotler .Ramphal and Gupta .Features of Capital market development in India . challengers.Risk-Return relationship.Role of SEBI in Capital Issues. William J Stanton and Ajay Pandit.R. Regulatory and tax framework. UNIT II Capital Budgeting . UNIT I Objectives and functions of Financial Management .B. Case Studies in Marketing . Marketing Management: A South Asian Perspective – Philip Kotler and Kevin Lane Kotler. Sources of Long term finance . Basic Marketing . 2007. 2007. 2. dividend and working capital function along with the practical management problems.Role of Financial Management in the organisation . 8. followers and nichers : Customer Relationship marketing .Problems . finance. Distribution and Promotional Policy.Golgatia. References : 1. 6. Marketing concepts and cases – Michael J Etzel. 2003. Goals: To enable the students to learn the basic functions.A-Marketing –2010-11 & Onwards –CPOP Page 9 of 24 Unit V Identifying and analysing competitors. 2.Conflict in criteria for evaluation . Attracting and retaining customers. 2002. TMH 13th Edition. Pearson Education. standardization Vs adoptation.Jayachandran . . 11th Edition. 3. 9. 2002. dividend policy and working capital management. Product.Capital Rationing . Marketing Management – S.TMH.PHI. Controlling of marketing efforts.

“Financial Decision Making – Concepts. UNIT V Working Capital Management . Stevart C.Computation for each source of finance and weighted average cost of capital EBIT -EPS Analysis .Myers.Brigham. 6.Working Capital Policies . References : 1. types of test. “Introduction to Financial Management”. New Delhi (1994).Building employee commitment : Promotion from within . Problems and Cases” Prentice Hall of India (P) Ltd.Sources.Role of HR Managers. New Delhi. B J Camsey.Financial Leverage .Hampton. common interviewing mistakes.Definition and Objectives .. New Delhi.Pandey.Receivables Management and .A-Marketing –2010-11 & Onwards –CPOP Page 10 of 24 UNIT III Cost of Capital .Writing job specification .HR and the responsive organisation. UNIT IV Capital Structure Theory . Vikash Publishing.Line and staff functions .4 HUMAN RESOURCE MANAGEMENT Unit I : Human Resource Function Human Resource Philosophy . “Financial Management”. Recruitment and selection process : Employment planning and forecasting . Prasanna Chandra.Van Horns. 5.Organisation of HR departments .Cash Management . Developing and Using application forms .M. Designing & conducting the effective interview.M.Using HRM to attain competitive advantage .MM Approach . 4. basic testing concepts. 2.Brealey.IT and computerised skill inventory . 2. The Gryden Press.Forecasting Working Capital requirements (problems) . John J. James C. . Richard A.Strategic human resource management . Engene F.B. “Financial Management & Policy” Prentice Hall of India (P) Ltd.“Financial Management–Theory&Practice”. Unit II : Recruitment & Placement Job analysis : Methods . work samples & simulation. interview.Trends in HRM . “Principles of Corporate Finance” McGraw Hill.Inventory Management . selection techniques.IT and recruiting on the internet..Types of Divided Policy . computer aided interview.Sources of Working Capital and Implications of various Committee Reports.Operating Leverage .Net Operating Income Approach .NewDelhi 1994).Net Income Approach .Tata McGraw Hill. Employee Testing & selection : Selection process.Dividend Policy . I.Dividend Policy and share valuation CAPM.problems.Factors affecting Working Capital requirements . small business applications. New York. 3.Changing environments of HRM .Working Capital Financing .

4th Edition. Managing careers : Career planning and development . Discipline administration . Personnel/Human Resource Management. Training techniques.On-the-job and off-the-job Development techniques using HR to build a responsive organisation. David A.incentives for operations employees and executives . Performance appraisal : Methods .Russel. 2. Excel Books. Labour Welfare : Importance & Implications of labour legislations .The responsive managers . Pay for performance and Financial incentives : Money and motivation . Unit IV : Compensation & Managing Quality Establishing Pay plans : Basics of compensation .future of trade unionism.Ltd.An experiential approach.A.Key factor for success. Training via the internet.Collective bargaining .retirement benefits and other welfare measures to build employee commitment. Developing Managers : Management Development . 2007 3. Industrial Relations & Labour Welfare. special purpose training. 2001. Future of HRM function. PHI/Pearson. First edition.Employee health . DeCenzo & Stephen P. New Delhi . Third edition. need analysis. Management Developments and CD-Roms . Seventh edition. CBE. Pearson.John Bernardin & Joyee E. References: 1.Performance appraisal in practice.factors determining pay rate .Mitchell. the training process.Robbins. Adithya Publications. 2005.Current trends in compensation .. Human Resource Management : Text and cases.Practices in Indian organisations. .Gibson and Marianne H.The appraisal interviews . Dr.Managing promotions and transfers.Auditing HR functions.A-Marketing –2010-11 & Onwards –CPOP Page 11 of 24 Unit III : Training & Development Orientation & Training : Orienting the employees.M.2000.MBO approach . 4. McGraw-Hill International Edition.grievances handling . Unit V : Labour relations and employee security Industrial relation and collective bargaining : Trade unions . Prentice-Hall of India P. R. Human Resource Management . "Human Resource Management".Insurance benefits ..Job evaluation .non-statutory (voluntary) benefits .pricing managerial and professional jobs Computerised job evaluation. Robert L. 5. Introduction to Counseling and Guidance.Organisation wide incentive plans . H. Benefits and services : Statutory benefits .B. 6. VI edition. PHI. VSP Roa.Venkatapathy & Assissi Menacheri.Problem and solutions . Gary Dessler.managing dismissals and separation.

. Operations Research – Dr. Sixth edition. Prentice Hall of India Questions : 80% of the questions shall be problems 20% of the questions shall be theory based.K. Gupta And Man Mohan 3. G.V.M. Operations Research – Kanti Swarup. 1997 9. Sharma Macmillan Indian Ltd.K. Shenoy.5 QUANTITATIVE TECHNIQUES AIM To enable the students to learn the techniques of operation Research and resources Management and their application in business management. Prentice Hall. K.Probabilistic EOQ model UNIT V Simulation – types of simulation – Monte Carlo simulation – simulation problems. 2003 6. “ Quantitative Techniques for Managerial Decision”. UNIT I Mathematical Models – deterministic and probabilistic – simple business examples – OR and optimization models – Linear Programming – formulation – graphical solution –Dual of linear programming problem – Economic interpretation UNIT II Transportation model – Initial Basic Feasible solutions – optimum solution for non – degeneracy model – Trans-shipment Model – Assignment Model UNIT III Network Model – networking – CPM – critical path – Time estimates – critical path – crashing. Ronald L. U.A-Marketing –2010-11 & Onwards –CPOP Page 12 of 24 2. Operations Research – R. Operations Research – An Introductions – Hamdy A Tata 2. Hamdy A Taha. J. “ Operations Research: Theory and Applications”. PHI. UNIT IV Inventory Models – Deterministic – EOQ – EOQ with Price Breaks – Probabilistic Inventory Models . TMH. Sharma. Operations Research. S. Decision Theory – Pay off tables – decision criteria – decision trees. 8th Edition. Srivastava. Resources planning. Pearson Education 8. 4. Macmillan . “Optimization in Operations Research”. Panneerselvam. Rardin. Sharma. Concepts and cases – Fredrick S Hillier and Herald J Lieberman. Waiting Line Model – Structure of model – M/M/1 for infinite population. 2nd Edition. 2000 7.B. Resource levelling. J. C. Second Edition. 2007 5. References : 1. “An Introduction to Operations Research.

UNIT III Sampling design .B.concepts .Studied and understood sampling techniques along with hypothesis testing.Tools for data collection methods of data collection . Goals: To familiarize the students with methodology of research and its application in managerial decision making situations.steps in sampling . UNIT II Hypothesis:.criteria for good sample design Types of sample designs .scope and significance .meaning .Problems in research .Types . Multivariate analysis-factor. (NO Problems).Probability and non-probability samples.RESEARCH METHODS FOR MANAGEMENT Subject Description : Research Methods of Management is emphasizing on the methodology of research and its application in managerial decision making.Data processing:. Kruskal Wallis.Assumptions about parametric and non-parametric tests. UNIT I Research .case study . sign test. Objectives: On successful completion of the course the students should have: Understood the scope and significance of research in business decisions.Types of data .scale construction techniques. F Test and Z test . sampling design along with the various parametric and non-parametric test.Types of research .case study features of good design . SPSS and its applications. meaning and types. constructs and theoretical framework.Identifying research problem – concepts. Discriminant ananlysis.meaning .sources . cluster. UNIT IV Test of Significance:.T test.Research Process Characteristics of good research .Tests of sound measurement Techniques of measurement .Data analysis. .Pilot study .M. Understood various scaling techniques and measurement scales .6 .and tabulation of data .editing .need Errors in measurement . MDS. explaining hypothesis.formulation Research design .meaning .sources .U Test. Parametric Test .Types .meaning .coding .Non Parametric Test .meaning . Data collection:.Scientific method .measurement .A-Marketing –2010-11 & Onwards –CPOP Page 13 of 24 2.Types of scales .scaling Techniques .constructing questionnaire .

States in Transition.The Changing Nature of International Business . Wiley Publications. 6.Report writing:.Oral presentation executive summary .V. charts and diagrams . Uma Sekaran.Tata McGraw Hill.Comparative Advantage .Precautions for writing report Norms for using Tables. Research Methods for Business. 4th Edition.Steps in report writing .Significance .Report writing:. 2007 4.II Country Factors National Differences in Political Economy : Introduction .Political Systems . References: 1.Heckscher-Ohlin Theory .Cross-Cultural Literacy .The Determinants of Economic Development .meaning . Donald R.Appendix:.B.Schindler .sterling 2.Techniques of interpretation . UNIT .Regional grouping of countries and its impact.Education Culture and the Workplace .National Competitive Advantage .Methodology and Techniques of Social Research .Social Structure .Layout of report . Pearson Education. Zigmund. The Revised Case for Free Trade .Religion .Assignment and Thesis writing.Trading System . 7. Rao K.WTO & development of World trade .Porter's Diamond.The New Trade Theory .Cultural Change .The Globalization of the World Economy . UNIT . Note : 20% of the questions shall be problems 80% of the questions shall be theory based.M.Mercantilism Absolute Advantage .Research methods for management and commerce .Legal Systems . Business Research Methods 3.1 INTERNATIONAL BUSINESS UNIT .Culture and competitive Advantage.Development of the World .An Overview of Trade Theory .I Introduction and Overview Introduction and Overview : Introduction .Language . 3. 2004 5.Economic Systems .norms for using Index and Bibliography.A-Marketing –2010-11 & Onwards –CPOP Page 14 of 24 UNIT V Interpretation .Himalaya. Naresh K Malhotra – Marketing Research: An Applied Orientation.Business Research Methods . . Wilkinson Bhadarkar .III The Global Trade and Investment Environment International trade Theory : Introduction . Anderson etal .Types of reports .mechanics of writing research report . Differences in Culture : Introduction .Differences in International Business.Cooper and Pamela S.

Human Resource IS. 5.Strategic Alliances . Unit II IS for operations and decision making: Marketing IS.B. 1998.V The Strategy and Structure of International Business The Strategy of International Business : Introduction .Types of IS.Counter trade.Export and Import Financing . UNIT . Hill.Information for Strategic Advantage. International Business.2. What if analysis. Mode of Entry and Strategic Alliances : Introduction . Shivaramu.Strategy and the Firm .Foreign Direct Investment in the World Economy Horizontal Foreign Direct Investment . MANAGEMENT INFORMATION SYSTEM Unit I Foundations of Information Systems: A framework for business users . Irwin-McGraw Hill. Philip R. 3. Francis Cherunilam.Export Assistance .Transaction Processing Systems. Fuzzy Logic Systems.Making Alliances Work. Unit III DSS and AI: DSS models and software: The decision making process . Macmillan India.Selecting and Entry Mode . Neural Networks. Benefits and advantages to host and home countries..System concepts .IV Foreign Direct Investment : Introduction .Organisation as a system . Wheeler Publications.A-Marketing –2010-11 & Onwards –CPOP Page 15 of 24 UNIT . . International Business.Structured. Irwin McGraw Hill. 1999. 2. Sensitivity analysis. 9th edn. Exporting. Charles W. References : 1.M.Entry Modes .Profiting from Global Expansion . The Global Monetary System The Foreign Exchange Market : Introduction .L. Genetic Algorithms .W.Cateora. Irwin-McGraw Hill. 3. Importing and Counter trade : Introduction ..Pressures for Cost Reductions and Local Responsiveness .The Functions of the Foreign Exchange Market.Components of Information Systems .The Promise and Pitfalls of Exporting Improving Export Performance . International Business.Vertical Foreign Direct Investment. Accounting IS and Financial IS . International Business : Competing in the Global market place. Goal-seeking Analysis and Optimizing Analysis.Expert Systems. International Marketing.Roles of Information systems . Hill.Strategic Choice. Manufacturing IS. 4.C. Oberview of AI.IS Activities . Semi Structured and Unstrcutured problems.Information Reporting System .

5.Centralised. Customer service . IInd edition.Senthil. 2006. Emerging trends in sales management.Tata McGraw Hill. Physical Distribution-Structure and strategies."Management Information Systems". “Management Information System”. The psychology in selling. New Delhi. James A O'Brien.M. spoofing . "Management Information Systems". Functions. Waman S Jawadekar .Risks to online operations . M. Prentice Hall of India.A-Marketing –2010-11 & Onwards –CPOP Page 16 of 24 Unit IV Managing Information Technology: Managing Information Resources and technologies .facility control and procedural control . 3. Roles and skills of modern sales managers. Relationship. Unit V Security and Ethical Challenges: IS controls .Franchise designing and management –Tele marketing. Unit – IV Channel and Retails management-Channel management by wholesalers and Retailers – Retail formetes. “Management Information System”.Srinivasan. 2. pricing and timoncial management – Establishing and maintaining a retails image. Sales objective. Third Editions. TEXT BOOKS 1. Introduction Evaluation of sales management. Linking sales and Distribution management. operation and strategies. 4. E tailing.EDI. R. 1999. 4th Edition. Decentralised and Distributed . Supply chain management & Global Information technology Management.3.IS architecture and management . Kenneth C Laudon and Jane P Laudon. e-Marketing. Distribution. PHI. “Strategic Management”.2007. 2002. Effy Oz. Unit – II Personal selling : Preparation and process. Unit – III Emergence and components of marketing channels Types. Retail management – Identifying and understanding consumers-Choosing a store location.Denial of service. 3. Types of purchase.B. Effective Communication sales related marketing policies-Planning sales tore costing and budgeting.Societical challenges of Information technology. Channel management –Planning designing channel systems-organizing patterns. strategies. Tata McGraw-Hill . Vikas Publishing House. SALES AND DISTRIBUTION MANAGEMENT Unit – I Introduction to sales and distribution management. New Delhi. 6. "Management Information System Text and cases". Nature and importance of sales management. Assessing marketing channel performance. 2003.Ethics for IS professional . 9th Edition. Third Edition. Retailing and wholesaling-Structure.

Retail Management – Astrategic approach – Beny Berman & Joel Evans – Macmillan. Negotiation . Tools.B. Media Planning and Scheduling. Personal selling . Strategic Marketing Channel MGT – Donald Bowersose & Bixly cooper – Mc Graw Hill International 3. size. warehouse Type. Steps in Communication process. Newyork. Evaluation of Sales Promotion. strategy six. PUBLIC RELATIONS : Objectives. UNIT V : SALES PROMOTION AND PUBLIC RELATIONS SALES PROMOTION : Objectives. TV. PROMOTION MANAGEMENT UNIT I : PROMOTION MIX & PERSONAL SELLING: Promotion Mix Tools. UNIT VI Case Analysis . Reference Book : 1. Radio. Tools. UNIT III : ADVERTISING MEDIA MANAGEMENT: Types . Evaluation of Public Relations. UNIT II : ADVERTISTING MANAGEMENT: Meaning. Organisation of Advertising Department. Strategy & Tactics. Number.4. Marketing Channels – LowiesW. Advertising Agency Management. Importance.Sales force Design . havaldar. Evaluation of Advertising.A-Marketing –2010-11 & Onwards –CPOP Page 17 of 24 Unit – V Physical Distribution management importance of physical distribution.Advantages. Customer Relationship Management. Sales and distribution management –Kuusha K. Planning. Broadcast and other Advertisements. Classification of advertisement. Implementation and Control. Availability. Cinema Outdoor and other forms . Evaluation of personal selling. structure and compension. Media and Message. Selvi & Ahle 1. Economic and Social Effects of Advertising.objectives. Limitations. Advertising Visualization and Design. Factors in deciding promotion mix. Advertising Budget.Salesmanship. Logistics system analysis and design. 2. Campaign Planning.Principles. india. 4.M. Objectives.Print. UNIT IV : ADVERTISING CREATIVITY: Advertising Copywriting for Print and Broadcast Media . Production of Print. Media Rates. 3. Physical Distribution MGT Logistic Approach – Ksanna – himalya. Role and importance of warebesing. Principles of Personal Selling . steps in selling process. Styles. Elansary – Prentice Hall. Organization and control. Vasand Mcavde.Models. 5.

Documentation Procedure and clearing Export bills.meaning .Export promotion . Practical Public Relations .B. 6th Edition. TMH.Role of export in economic development Planning for export .Mc Graw Hill International. EXIM Bank. Stil & Govani – PHI/Pearson. Sales Promotion . 10.pricing .market selection and entry strategies for export.Pran Chowdhry .Need Export promotion in India:.Universal Book. Trading houses .AITBS. Successful Sales Promotion .Export management . UNIT II : Legal aspects of export trade:. Sales Promotion .Himalaya .Theory & Practice .A-Marketing –2010-11 & Onwards –CPOP Page 18 of 24 References : 1.Institutional aid for export financing: RBI.Advance import license . Advertising . Advertising and Promotion: An Integrated Marketing Communications Perspective – George E Belch and Michael E Belch.Pass book scheme .International law: Private Law . Export houses.Terms of payment for export . Promotion Management .market analysis:. ECGC commercial banks.Indian Laws: EXIM policy .AITBS.International price quotation . Import Procedure:Import licensing .Sam Black .market intelligence and market Research . 3. UNIT V: Export Procedure and documentation: Export order execution . 7.et. Export pricing: Factors influencing export price .Product preparation quality control and Pre-shipment inspection . 2. 6.John.Vernon Fryburger .Institutional support for export promotion . UNIT I : Export .Transfer pricing . Sales Management . UNIT IV: India's export performance .Forms of pricing .scope .freight forwarders .Letter of credit .Tony Dakin.pricing approaches .Bovee & Thill .Problems in export trade.Law relating to packaging .distribution.CBS College Publising.Transport contracts Payment and credit .5.MacMillan 8. TAS Balagopal . 3. 9. EXPORT MANAGEMENT AIM : To help students acquire familiarity of the knowledge and process of export and import trade.Burnett .Incoterms.Dumping .Gruning and Hunt .J. References : 1. Advertising Excellence . 100% EOU. Managing Public Relations . UNIT III : Export financing: methods and sources of export finance .Cargo insurance customs clearances .Star Trading houses Project and consultancy export.Import of capital goods.Replenishment license .settlement of disputes .Julian Cummins. .Pachaging . 2006 5.functions .M.Export promotion incentives -EPZ & FTZ.al.Cundiff. 4.Advertising .

attribution.S Rathor . Characteristics. Perception and marketing strategy. UNIT . Diffusion of innovation. Measurement and corporate strategy of opinion leadership. Family life cycle.II Motivation . Brand personality.Export Management . motivational strategies. Cross – cultural psychographic segmentation marketing mistakes – undertaking differences. Perceptual organization and defense. Brand loyalty.its application to Behaviour. UNIT . 3. age. Dynamics. cognitive dissonance.Characteristics . Foot in the door phenomenon.International Trade and Export management .Psycho-analytical neo-Freudian and social approaches to personality understanding consumer diversity. Varshney & Battacharya . Personality . Profile of consumer innovator.B. Perception . Function of family. theories and their relevance. conditions relevant to high and low involvement characteristics and types of learning.A-Marketing –2010-11 & Onwards –CPOP Page 19 of 24 2.related roles. . Celebrities. Cross culture : International perspective cross cultural consumer analysis. S. 4. process and buying behaviour.Process. Family.Nature .International Marketing Sultanchand & sons Francis chernmilam .IV Culture.M. Subcultural interaction. geographic.Export Marketing .Elements. sources of attitude formation. UNIT .Himalaya B. Innovation.Himalaya. Perceptual Consumer UNIT . Sub-cultures – Nationality.Measurement. Consumer strategies.Tricomponent and structural models of attitudes. Self and self image. Market segmentation and Consumer Behaviour. motivation and opinion leadership.nature. Shivaramu . marketing strategies based on motivational conflict. interpretation. Just notice able difference . Brand equity & leverage. Family decision-making and consumption . Socialization of family members.types. Regional and Sex.6. Types. Adoption process. self perception theories. consumer imagery.Himalaya 3. Learning .Nature. 5. Multinational strategies. nature and scope of Behaviour. Perception . strategies of attitude change.V Opinion leadership & process. CONSUMER BEHAVIOUR UNIT – I Consumer Behaviour and Marketing Strategy.III Attitude formation & change . Groups .

4. Consumer Behaviour. Kurder. Loudon. PHI/Pearson. maintenance and the role of leader .Hierarchal levels of planning . Strategic management Practice in India. Consumer Behaviour.M. Strategic management for small organisations.Business portfolio balancing Assessment of economic contribution of strategy .Du Pont's control model and other Quantitative . STRATEGIC MANAGEMENT : INDIAN AND GLOBAL CONTEXT Objectives : Students are expected to integrate their knowledge gained in various functional areas to make business decisions. & Kanak.B. Unit III Strategy Formulation Generic strategies . Strategy implication & Control : Various approaches to implementation of strategy . Unit IV Tools of Strategy : Planning and evaluation : Competitive cost dynamics . 4. Schiffman.industry analysis.limits .experience curve . Teaching and Examination: Students are expected to keep abreast of the contemporary business practices by reading the business practices by reading the business magazines and management journals. application project Seminars and group exercises will supplement the class lectures.Matching organisation structure with strategy .The role of diversification .Vision of the firm .Stockholders' expectations.Grand strategies .SWOT audit .Strategic control process .Strategies of leading Indian companies .A.1. Competitive advantage of Nations and its implication on Indian Business. Consumer Behaviour. Roger & Blackwell.means and forms..D. PHI/Pearson. Concepts & Applications.Development.Strategic funds programming.cash flow implication -IA-BS matrix .Mission .Streagic planning process. from the general manager's point of view in the global and Indian context.BCG approach .to identify opportunities & threat . 3. Unit I Corporate Strategic Planning .L.to identify the strength & weakness . 2. Albert Biutta.D.7S model .Littles Life-cycle approach to strategic planning . nonprofit organisations and large multi product and multiple market organisations.L.L. Scenario-planning .core competence . competitive & environment analysis . Case studies.G.A-Marketing –2010-11 & Onwards –CPOP Page 20 of 24 References : 1. Ingel. Unit II Environment Analysis & Internal Analysis of Firm: General environment scanning.Assessing internal environment through functional approach and value chain identifying critical success factors . Consumer Behaviour. McGraw Hill.

Branding challenges & opportunities. Line extensions. Business Policy and Strategic Management. Michael Porter. Prentice Hall of India. Certo and J.Porter's approach for Globalisation . anatomy. services and Retailers – Building Brands online.Buying decision perspectives on consumer behaviour. 6. and prisms. Frank Bros&Co. perspectives. Brand Loyalty & cult brands. 2003. 7. John A Pearce II and Richard B Robinson.Future of Strategic Management.David. methods. extendibility. Pearson. 2. Applications – Branding industrial products.B. Rajive Gupta & William.Paul Peter. UNIT – III Brand Image. Strategic Management Concepts & Cases. Managing Brand image – stages – functional. Jauch.. McGraw Hill. range. merits & demerits. Advantages of Brands to consumers & firms. Strategic Management. UNIT – II Brand positioning – Basic concepts – alternatives – risks – Brands & consumers – Strategies for positioning the brand for competitive advantage – Points of parity – Points of difference .. Gerry Johnson & Kevan scholes. Strategic Management. brand name associations. levels.M. Strategic Management. Brand Architecture – product. Strategic Management: An Integrative Perspective.Dess and Alex Miller.A-Marketing –2010-11 & Onwards –CPOP Page 21 of 24 and Qualitative tools . 4. Prentice Hall.Glueck. Samul C. Building a strong brand – Method & implications. brand associations & image. image dimensions. 2007 5. UNIT – IV Leveraging Brands – Brand extensions. II edition. Fred R. Exploring Corporate Strategy: Text & Cases. UNIT – V Brand valuation – Methods of valuation. A.F. Second Edn. Brand Portfolio Management. .M.Balanced score card . 3. 4. Competitive strategies. umbrella & source endorsed brands. 10.L. McGraw Hill. 11. Competitive Advantage of Nations. 8. References : 1. Brands Vs Products. New Delhi. Indianisation of Foreign brands & taking Indian brands global – issues & challenges. Michael Porter. Prentice Hall India. Brand elements: Components & choosing brand elements. line. types of brand names.Hax and NS. Strategic Management. 9th Edition. “Strategic Management: Formulation. Pearce & Robinson.Srinivasan. Concepts & Application. Gregory G. Brand audits. Implementation and Control”. line trap – Co-branding & Licensing Brands. All Indian Travellors N D. R. symbolic & experiential brands. Reinforcing and Revitalisation of Brands – need. Brand Equity – Sources of Equity. TMH.2. BRAND MANAGEMENT UNIT – I Concept of a brand – Evolution. Majifu. 2003.C. implications for buying & selling brands. 9. Brand Equity models. Brand identity – perspectives.

7.Mission. RURAL MARKETING UNIT I Rural Economy-Policy interventions.Introduction.4. Himalaya.Positioning and differentiations strategies.IV Product Strategy . approaches covering strategy. Concepts. nature and attractiveness. Ramkishen. degree. Passenger and Goods Transport . 2002. 3. pragmatic. Rural Marketing.V Promotion Strategy . Majumdar. PHI/Pearson. reforms Diagnosis challenges to Indian Marketer. guidelines and bases. Brand Positioning. New Delhi. Jaico Books. quality of service industries Achievement and maintenance. 4. 2.II Rural Marketing . UNIT . Managing Indian Brands. promoting and distributing services . UNIT . UNIT . 3. 4. References : 1. customer support serviceUNIT III : Marketing of hospitality :. Classification.introduction. . Tata McGraw Hill. Railway. rural vs urban Marketing. strategy. Pricing strategy – Introduction. Strategic Brand Management. Product Mix. Pearson Education. Vikas. New Delhi. Chandrasekar. Product Management.introduction Segmentation – Concept. new. Gopalaswamy.III Selecting and Attracting markets . Targeting and Positioning. Brand Management. Sengupta. Product Management in India. Significance.unique features of developing. New Delhi.B.meaning . exploring. Competitive product strategies. 2. SERVICES MARKETING UNIT I : Services Marketing .Types and importance Relationship marketing .Perspectives of Tourism. UNIT .3. Significance. marketing plan market segmentation. Excell Books. Harsh Varma. Objectives policy. 6. New Perspectives on Rural Marketing. pricing.M.introduction. Comparison Distribution strategy -introduction. Strategic Brand Management. PHI. Kevin Lane Keller.nature of services . Krishnamacharyalu & Lalitha. Kapferer. Kogan Page. Target audience. 5.A-Marketing –2010-11 & Onwards –CPOP Page 22 of 24 Reference: 1. 4. Wheeler Publishing. Designing. Rural Marketing. elements of design. 2002. Rameshkumar. UNIT II : Marketing mix decisions:.Leissure services. Hotel and Travel services Airlines. channels old. Scope.

Indian experiences . Lease.Woodruffe . 2000.M.South Asia Publication 1998.Exploratory. 4. Unit – II The Marketing Research process an overview: Information need-Defining the objectivesResearch Design. 5. Services Marketing .Himalaya Publishing Company 1998.Jeithaml .Jha .Principles & Practice .I.Prentice Hall 8.Features of Banking.Himalaya. References : Services Marketing . New Delhi. Services Marketing . 1.Services offered by charities .Power and Telecommunication. 10.Sahoo . Services Marketing . Services Marketing. 7. Mumbai. Insurance. Research Methodology. Services Marketing . MARKETING RESEARCH Unit – I Introduction and Basic Concepts of Marketing Research: Nature and Scope of Marketing Research-Limitations-marketing information system-Marketing Decision support system-Typical Applications of marketing Research-Concept research-Product Research pricing research and Advertising Research-Ethical Considerations in marketing research Emerging issues-Marketing Research in Internet Era.Prentice Hall of India. 3rd Edition.K. 3.Educational service .5. Unit – IV Designing questionnaires for market Research-Types of Quessinating -purpose and sequencing of questionnaires.Lovelock . Unit – III Research methods and design: Sources of secondary data-Disadvantages of secondary data-Exploratory and conclusive Research.M. Factoring.A-Marketing –2010-11 & Onwards –CPOP Page 23 of 24 UNIT IV : Marketing of Financial services :.Text & Readings . 9.Palmer. 4. Services Marketing . Delhi. Based and leading questionnaires –scales of measurement Consumer Research : Nature and importance of consumer attitudes – motivation Research and measuring consumer satisfaction. Mumbai. Essence of Services Marketing . Ravi Shankar. Prentice Hall. Mutual Fund. Excel. TMH. Services Marketing: Integrating Customer Focus across the Firm – Valarie A Zeitnamd and Mary Jo Bitmer. UNIT V : Marketing of Non-Profit Organisations :.Prentice Hall 6. 2. Sinha & S.Ravishankar .S.Concept .miscellaneous services .P. 2003.S.E.Gousalves .B. Services Marketing . Descriptive and casual Designing.McMillan.C.Adrian Pyne .major qualitative techniques-Dept interview-Focus group-projective techniques-validity of research – Experiment and test marketing. Techniques-Specialized techniques-plan for sampling-field work analysis and presentation. Services Marketing . . Portfolio and financial intermediary services.

********************** . The McGraw Hill Company. Market Research Concept and Cases Danold R. 3.M. Schinder Marketing Research Boyd west fall and S.Data processing-Analysis and Estimation-EditingCoding-Tahilation-Computer processing-Data-Measurement of central tendency measurement of dispersion-Univariate analysis-Testing Hypothis -Bivariate analysis-Multivariate analysisInterpretation and Report Unsiting. Marketing Research Test and Cases Rajendra Nargurdkar. Trash all India Traveller Book seller.B. 2. Beri The McGraw Companies. Cooper .A-Marketing –2010-11 & Onwards –CPOP Page 24 of 24 Unit – V Analysis and presentation of data. Marketing Research G. Reference Book : 1.C.