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# Gulburga University

## Course Code: T01

Duration: 2 Years

## SEMESTER I 101 QUANTITATIVE TECHNIQUES 1 MBA

UNIT 1.LINEAR PROGRAMMING Business problems and their solution through linear programming: Overview of LP; construction of a LP problem and model. Solution to a linear programming problem: Graphical method ( including peculiar situations); Simplex method (for both unrestricted variable and negative variables, included) in case of (a) maximization with less than/ equal to situation, (b) minimization with greater than/ equal to case, (c) maximization with mixed type, and (d) minimization with mixed type. UNIT 2. APPLICATIONS IN LINEAR PROGRAMMING Duality problem: Economic interpretation of duality; derivation of a dual solution and vice-versa for a linear programming problem( of all kinds) Marketing problems and their solutions through linear programming HR problems and their solutions through L.P. Production and inventory issues and their resolution Financial allocations and L.P. solutions UNIT 3.CALCULUS Differential calculus: Rules of differentiation through formula (Algebraic, exponential, and logarithmic) Applications in the field of demand analysis, elasticity of demand, supply analysis, market equilibrium (calculation of price and equilibrium quantity); cost analysis, and revenue analysis (including cases of cost minimization and profit maximization) Partial differentiation: Rules of partial differentiation and their application for estimating marginal utility, cross elasticities, and marginal product. UNIT 4. MATRICES, DETERMINANTS AND MARKOV ANALYSIS Definition - operations Types of matrices Matrix operations addition, subtraction, multiplication and division. Determinants Inverse method Input output analysis Prediction of market shares for future periods and at equilibrium. Evaluation of marketing strategies for improvement in market shares & evaluation of repair & maintenance policies. Prediction of bad loans.

UNIT 5.PROBABILITY Basic probability concepts and probability rules marginal/simple probability, conditional and joint probability. 2 MBA

Revising prior probability Bayers theorem of posterior probability. The concept of probability distributions. Application of probability concepts in business/management. UNIT 6.PERT/CPM Construction of Network diagram Types of Floats: Total, Free &Interfering floats Crashing for determination of optimum duration of project. RECOMMENDED BOOKS Introduction to Business Mathematics (by) V. K. Kapoor (Sultan Chand & Sons) Quantitative Techniques in Management (by) N. D Vohra (TMH). Quantitative Analysis for Management (by) Barry Render and Ralph Stair, Jr. An Introduction to Management Science (by) Anderson, Sweeney and Williams Quantitative Analysis for Management Applications by L N Aggarwal and Parag Diwan (Global Business Press) 102 ORGANIZATION BEHAVIOR UNIT 1. CONTEXT OF ORGANIZATIONAL BEHAVIOUR Meaning and significance of OB; contributing disciplines; basic assumptions & characteristics New context of O.B.: Historical evolution UNIT 2. EMERGING ISSUES OF OB Challenges and opportunities for O.B.: Emerging issues Framework for O.B. UNIT 3. INDIVIDUAL PROCESSES 1: PERSONALITY Meaning; person situation debate; psychological contracts; ability and aptitude Differences in personality; Heredity, learning, culture as determinants Personality traits and dimensions: Approaches to understanding the traits Psychological solving behaviours Personality traits UNIT 4. INDIVIDUAL PROCESSES Perception Learning and reinforcement Attitudes and Values Work motivation UNIT 5. INTERPERSONAL RELATIONS AND GROUP DYNAMICS Relationships at work Communication 3 MBA

Groups in an organization UNIT 6. LEADERSHIP Meaning; leadership and management Perspectives on leadership: Trait, behaviour, contingency factors Transformational vs. transactional vs. charismatic leadership Leaders as mentors RECOMMENDED BOOKS Organizational Behaviour (by) Kavita Singh (Dorling Kinderlay India: 2010 edition, released in 2009) Robbins, Organizational Behaviour John W. NeVistrorr & Kieth Davis, Organizational Behaviour Fred Luthans, Organizational Behaviour K. Aswathappa, Organizational Behaviour M. Gangadhar. V.S.P.Rao and P.S.Narayan, Organizational Behaviour ASSESSMENT Internal Assessments: 25% weightage 103 ECONOMICS FOR MANAGERIAL DECISION MAKING-1 UNIT 1. ESSENCE OF ECONOMICS Problems of an economy; solutions of these problems; alternative system to tackle the problems; economics, micro economics & macro economics; basis building blocks of microeconomics rationality, marginalism, opportunity cost, general & partial equilibrium. UNIT 2. FALLACIES AND PITFALLS Economics is about decision making, fallacies in decision making, fallacy of assumption, fallacy of composition, fallacy of subjectivity, fallacy of post hoc proctor hoc, fallacy of syllogism, fallacy of black & white or gray; fallacy of broken window, lessons for firm. UNIT 3. DEMAND ANALYSIS AND ELASTICITY OF DEMAND DEMAND ANALYSIS Concept of demand & demand functions; demand schedule & demand curve; types of demand; kinds of demand; factors influencing demand; expansion / contraction of demand vs. increase / decrease in demand, significance of demand analysis for the firm. ELASTICITY OF DEMAND Concept of elasticity, price elasticity of demand; meaning, values, determinants, measurement & implications; slope vs. elasticity; TR, TE & e DP, 4 MBA

AR, MR & eDP, strategies to maximize total revenues, cross elasticity of demand; income elasticity of demand: meaning values & measurement; income elasticity vs. income sensitivity; advertising elasticity of demand; significance of the concept of elasticity of demand for the firm. UNIT 4.UTILITY AND INDIFFERENCE CURVE ANALYSIS UTILITY ANALYSIS Consumer behaviour, choice & utility; concept of TU, MU & AU; LDMU; LEMU; equilibrium of a consumer; explanation of falling demand; income, substitution, & price effects & consumer choices; paradox of value; consumer surplus; significance for a seller. INDIFFERENCE CURVE ANALYSIS Meaning; kinds; properties; inference applications of ICA. map; budget line; equilibrium;

UNIT 5. SUPPLY ANALYSIS & PRICE FORMATION SUPPLY ANALYSIS Concept; types; factors dictating supply; supply curve & supply schedule; law of supply; expansion / contraction of supply vs. increase / decrease in supply ELASTICITY OF SUPPLY Concept; values; measurement; determinants; implications for the suppliers EQUILIBRIUM AND PRICE MAKING Concept of equilibrium; shifts in demand & supply & impact on price & quantity; price as allocating device for resources through surplus & scarcities; alternative nodes of price fixation. PRODUCTION ANALYSIS Concept of production & production function; LR & VR; LVP; relationship between TP, MP, and AP, stages of production, concept of returns to scale & laws of returns, impact of technological change on return, concept of Isoquant, isocost lines & equilibrium; equilibrium under cost constraint & for a given output; economic region of production; expansion path. COST ANALYSIS AND FIRMS EQUILIBRIUM Concept of cost; linkage between production & cost; cost classification. TC, AC, & MC and their relationship; cost curve under SR & LR; Economies of scale; economies of scope; implications for a firm; existence of small firms; engineering cost curves. REVENUE CURVES AND FIRMS EQUILIBRIUM Concepts of TR, AR and MR; cost, revenue and equilibrium of a firm; equilibrium under alternative assumptions about firms objective functions. UNIT 6. MARKET MODELS 5 MBA

PERFECT COMPETITION Meaning and characteristics; SR equilibrium, break even analysis and shut down point, long run equilibrium; supply curve for a competitive firm LR (horizontal, rising or falling) and short run; efficiency of competitive markets; advantages of perfect competition; disadvantages of a competitive firm. MONOPOLY Concepts; source of monopoly power; measure of monopoly power; cost, revenue and equilibrium under monopoly; supply curve of a monopolist; shifts in demand and impact on monopoly firm; advantages and disadvantages of monopoly; monopoly vs. perfect competition. Price discrimination: meaning, conditions; types; equilibrium Monopoly Bilateral monopoly MONOPOLISTIC COMPETITION Meaning and characteristics; equilibrium of a firm in short run and in long run; sources of differentiation; promotional costs and equilibrium. OLIGOPOLY Meaning; characteristics; Cournots model; kinked demand curve model; price leadership model; cartels; game theory treatment of oligopoly. RECOMMENDED BOOKS Paul Samuelson: Economics (TMH: Latest edition) Microeconomics by Misra and V K Puri Micro Economics by O M Agarwal Micro Economics by KPM Sundhram Principles of Economics by Karl E Case 104 MARKETING ESSENTIALS UNIT 1.INTRODUCTION Nature, Scope, and Importance of Marketing Marketing Management Process Marketing Environment Marketing Probing Consumer Behaviour Segmentation and Targeting UNIT 2 PRODUCT STRATEGY Product Planning New Product Development Branding Product / Brand Lifecycle 6 MBA

RECOMMENDED BOOKS Marketing Management (by) Kotler, Keller, Koshy & Jha (12th Edition) Marketing Management (by) Arun Kumar & N. Meenakshi (Vikas: Latest Edition) Adrian Palrrler Introduction to Marketing, Oxford Czinkota and Kotabe, Marketing Management, Thomson Ramaswarry and Namakumari, Marketing Management, McMillan 105 ACCOUNTING FOR MANAGERIAL DECISION MAKING UNIT 1. INTRODUCTION Meaning of accounting and financial statements Accounting standards Accounting Mechanics UNIT 2. ACCOUNTING FOR INVENTORIES Introduction Cost of inventory Methods of inventory costing Inventory control techniques UNIT 3. ACCOUNTING FOR FIXED ASSETS Determination of the cost of various types of fixed assets Concept and methods of providing depreciation Implications on changing the method of depreciation UNIT 4. PREPARATION OF FINANCIAL STATEMENTS: TRIAL BALANCE AND ADJUSTMENTS Preparation of trial balance from general ledger balances Detecting errors revealed and concealed by a trial balance Passing of different adjustments entries UNIT 5. PREPARATION OF FINANCIAL STATEMENTS: PROFIT AND LOSS ACCOUNT Preparation of P&L a/c from a given trial balance Distinction between capital and revenue expenditure UNIT 6. PREPARATION OF FINANCIAL STATEMENTS: BALANCE SHEET Preparation of balance sheet Limitation of balance sheet Vertical form of financial statement 8 MBA

Analysis of balance sheet RECOMMENDED BOOKS Financial Accounting A Managerial Perspective (by) R. Narayanaswamy (PHI: Latest Edition) Financial Accounting for Management (by) Dr. Ambrish Gupta (Pearson Education) Dr. Jawaharlal, Accounting for Management, HPH Khan and Jain, Management Accounting, TMH Louderback and Holmgren, Managerial Accounting, Thomson 106 MANAGEMENT PROCESS UNIT 1. NATURE OF ORGANIZATION AND MANAGEMENT Nature of organization Nature of management Why organizations need managers Types of managers, their roles and responsibilities Variations in managers job Philosophies And Approaches To Management Practices Classical school Hawthorne studies Behavioural school Other management perspectives UNIT 2. FUNCTIONAL ASPECTS OF MANAGEMENT Administrative function: Suitable form Operations: Size, location, layout, productivity, quality, logistics Finance: Arranging, management, risk cover, insurance HRM: Recruitment, selection, compensation, motivation, training Marketing: Demand & consumer behaviour, marketing mix decisions UNIT 3 PROCESS OF MANAGEMENT: PLANNING, ORGANIZING, STAFFING Planning: Definition, objective setting, strategy and other premises, decision making Organizing: Fundamentals, organizational design, line and staff authority, decentralization, culture Staffing: HRM and staffing, performance appraisal, organizational change & O.D. UNIT 4. PROCESS OF MANAGEMENT: LEADING, FOUNDATIONS & NEW INSIGHTS Self competency Ethics competency 9 MBA

Communication competency Change competency UNIT 5. PROCESS OF MANAGEMENT: COMMUNICATION & CONTROL Communicating: Definition & significance, communication process, flows, barriers Controlling: Fundamentals, types Financial and budgetary controls Directive vs. preventive controls UNIT 6. MANAGING IN SPECIFIC CONTEXT A: Learning And Knowledge Organization Meaning and details Dynamic capabilities and organizational learning Knowledge management & knowledge organization Model of knowledge organization B: Managing In Specific Context: Family Business Meaning Family business as a system Managerial concerns of the family business Strategy in family business C: Managing In Specific Context: Internetworking And E-Business Basics of networks and e-business Internetworking business model Environment for internetworking Internetworking performance RECOMMENDED BOOKS Sherlekar & Sherlekar: Modern Business Organization (HPH:2008) Meenakshi Gupta: Principles of Management (PHI:2009) Principles and practice of management by P C Shejwalkar General management by C B Gupta Process of management by Newman, William and others Management: history functions behaviour by Pitamber Business organization and management by P N Reddy & Management

107 Computer Applications for Managerial Decisions Unit 1 Computer An Introduction Introduction - What is a Computer? -Importance of Computers (Man vs. Machine) -Classification of Computers - Popularity of Personal Computers (IBM PC vs. Apple Mac PC) - Architecture of a Computer System - Computers in Business - Facilities Available in Computerised System - Indian Computing 10 MBA

Environment - Office Automation - Components of a Computer System Hardware Components of Micro Computer - Classification of Software -Generation of Computers - Computer Languages - Language Translators Unit 2 PC-Software Packages Introduction -Disk Operating System (DOS) Windows - Word Processor Starting Word 2000 - Editing Documents in Word 2000 - Formatting Documents - Clip Gallery - Page Setting - Application of a Word Processor in Corporate Sector - Database Management Packages - Starting Access 2000 - Working with Tables - Working with Forms - Working with Reports - Spreadsheet Packages - Starting Excel 2000 - Working with Documents - Data Entry and Editing - Types of Cell Entries - Commonly Used Functions -Absolute and Relative Cell Referencing - Number Format - Charting with Excel Macros Importing and Exporting Files - Printing a Workbook - Application of a Spreadsheet in Corporate Sector Unit 3 Data Processing and Presentations Introduction - Modes of Data Processing - Basic of Data Processing - Data Hierarchy - Data Structure - Application Portfolio Development - Management of Data Processing Systems in Business Organizations - Computerised Financial Accounting System (FAS) - Computerised Inventory Control System Computerised Payroll System - Computerised Invoicing System Introduction to Presentations - Creating a Presentation on PC - Creating a New Presentation - PowerPoint Views - Creating a Presentation Using a Template - Creating a Blank Presentation - Opening an Existing Presentation - Displaying the Slides Saving a Presentation - Closing a Presentation Unit 4 File System and Data Base Introduction - Various Types of Files - Files Organization - Master File Transaction File- File Design - Designing Reports - Relevance of Database Management Systems - Integration of Application - Introduction to a Micro Database Manager Unit 5 Program and Development Introduction - Program Definition - Steps in Program Development Characteristics of a Good Program - Data Handling and Declaration Introduction to Flow Charts - Input Process Output Analysis - Program Design Techniques - Programming Techniques -Modular Design of Programs -Module Design Requirements References 1. Fundamentals of Computers by V Raja Raman. Prentice Hall of India Pvt. Ltd., New Delhi. 2. Computer Fundamentals by P K Sinha. BPB Publications., New Delhi. 3. Computer Fundamentals by B Ram. New Age International. 4. Introduction to Computers by Leon and Leon. Vikas Publishing House., New Delhi. 5. Gill, N.S., Essentials of Computer Fundamentals, Khanna Book Publishing Co. 11 MBA

(P)Ltd. SYLLABUS FOR SEMESTER II 201 MANAGEMENT INFORMATION SYSTEM & KNOWLEDGE MANAGEMENT UNIT 1. CONCEPT, ROLE AND COMPONENTS OF MIS Concept of information system and information flow; role and importance of information systems in management process; strategic role of I.T. in M.I.S ; information systems for competitive advantage Components of MIS: Design and maintenance of M.I.S and Decision support systems ;development and implementation of MIS :systems analysis and design ;alternative application developments, financing issues (basic idea) UNIT 2. BPR AND ERP BPR: Concept; role of I.T. for BPR ERP: Meaning; importance; applications; enterprise management systems (basic idea Only) UNIT3. INFORMATION SYSTEM: THE HARDWARE & THE SOFTWARE Hardware and Software DBMS Applications of MIS UNIT4. KNOWLEDGE MANAGEMENT Basics of KM Strategic dimensions UNIT 5. KNOWLEDGE MANAGEMENT AND TECHNOLOGY SUPPORT Role of I T in knowledge management Data capturing, mining and warehousing; processing and sharing of knowledge using I T UNIT 6. LEARNING ORGANISATIONS Concept of a learning organization and relevance of KM RECOMMENDED BOOKS Knowledge Management (by) Avadh Ghaziri (Person Education) Management Information System (by) Laudon and Laudon (Pearson Education) MIS A Managers View (by) Mary Summer & Robert Schultheis (TMH: Latest Edition) 12 MBA

M.H.Zuck: Knowing and Strategy Effy Oz: Management Information Systems 202 BUSINESS STATISTICS UNIT 1. BUSINESS STATISTICS - WHAT AND WHY? INTRODUCTION Definition of statistics Five stages of statistical investigation Collection Organization Presentation Analysis Interpretation Functions of statistics Limitations of statistics COLLECTION OF DATA Primary data: use and problems Secondary data: use and problems Internal data Points to be kept in mind while designing questionnaires Designing a questionnaire Points to be kept in mind while using secondary data PRESENTATION OF DATA Classification of Data Frequency Distribution Exclusive Vs. Inclusive Method Tabulation of Data Types of Tables Bar Diagrams, Pie Charts Types of Graphs Histogram, OGIVE Curve UNIT 2. MEASURES OF CENTRAL TENDENCY AND VARIATION CENTRAL TENDENCY Objectives Of Averaging Arithmetic Mean - (Grouped And Ungrouped) Combined mean Direct Method Short Cut Method Mode Direct Method Short Cut Method Which Average to Use? When? General Limitations of an Average Median 13 MBA

UNIT 3.MEASURES OF VARIATION VARIATION Introduction Significance of Measuring Variation Methods of Variation Absolute vs. Relative (coefficient) measures of variation Range & Coeff. of range Average deviation (grouped; ungrouped) & its coefficient Standard deviation & its coefficient, combined Standard Deviation and properties Which measure of variation to use? UNIT 4. CORRELATION AND REGRESSION ANALYSIS CORRELATION Significance of studying Correlation Correlation and Causation Types of Correlation Methods of studying Correlation Scatter diagram method Karl Pearsons coefficient of Correlation (ungrouped & bivariate distribution) Properties of Correlation REGRESSION Difference between correlation & regressions Regression lines Regression equations Regression coefficients Methods of studying regression coefficient (ungrouped) Method of least squares Method of deviation taken from actual mean Method of deviation taken from assured mean Bivariate distribution Properties of regression coefficients UNIT 5. PROBABILITY DISTRIBUTION Normal distribution Practical uses of normal distribution Area relationship under normal distribution Applications of the normal distribution Reading Z- table UNIT 6. SAMPLING AND SAMPLING DISTRIBUTIONS Purpose of Sampling Principles of sampling Principle of statistical regularity 14 MBA

Principle of inertia of large numbers Sampling distribution Sampling distribution of the mean Sampling distribution of the difference between two means Sampling distribution of proportions Sampling distribution of the difference of two proportions Central limit theorem Relationship between population, sample and sampling distributions RECOMMENDED BOOKS Statistics For Management (by) Richard Levin / David S Rubin (Seventh Edition Pearson Education) Business Statistics (by) S P Gupta and M P Gupta (S Chand & Sons) Nabendu Pal: Statistics - Concepts And Applications, Prentice Hall of India M.R. Spiegel and Larry J. Stephens : Statistics, Tata Mc. Graw Hill Edition. M.R. Spiegel and Larry J. Schiller and R.Alu Srinivasan : Probability and Statistics, Tata Mc. Graw Hill Edition. 203 LEGAL ASPECTS OF BUSINESS

UNIT 1 : The Contract Act, 1871 Nature and classification of contracts - Essential elements of a valid contract Offer and Acceptance - Consideration - Capacities of Parties Provisions relating to free consent, void agreements Provisions relating to performance and discharge of contract Breach of contract - Meaning and remedies UNIT 2 :Contract Act, 1872 Contracts of Indemnity - Meaning, nature - Right of Indemnity Holder and Indemnifier Contracts of Guarantee - Meaning, Nature and Features - Types of Guarantee Provisions relating to various types of Guarantee Surety and Co-surety - Rights and Liabilities - Discharge of surety from his liability Agency - Agent and Principal - Creation of Agency Classification of Agents - Relationship between Principal and Agent - Agent's authority - Revocation and Renunciation Rights, Duties and Liabilities of Agent and Principal Termination of Agency UNIT 3: Sales of Goods Act, 1930 Contract for Sale of Goods - Meaning - Essentials of a Contract of Sale -Formalities of a Contract of Sale
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## Bare Text of the relevant Act

204 HUMAN RESOURCE MANAGEEMENT UNIT1. INTODUCTION TO HRM Meaning and history of HRM Strategic importance; HRM and organizational effectiveness Objectives of HRM Performance of HRM function: HR department Challenges facing HRM People focus in HRM HRM and desirable outcomes UNIT 2. RECRUITMENT & SELECTION RECRUITMENT Recruitment and external influences Interface between the recruit and the recruiter Methods of recruiting internal and external Job previews Alternatives to recruitment; cost benefit of recruiting SELECTION Environment for selection Criteria for selection Process of selection Selection of managers Cost benefit analysis of selection UNIT 3. PERFORMANCE EVALUATION & MANAGEMENT Logic of formal evaluation Format of formal evaluation Evaluation techniques Problems in evaluation Feedback interviews UNIT 4. TRAINING AND DEVELOPMENT Orientation program Training activity: Rationale; goals; activities Training program management T&D tools & techniques Management development: Meaning & purpose Development at individual, group, and organizational levels Evaluation of T&D UNIT 5 CAREER PLANNING AND DEVELOPMENT Concept of career & career development Career development for recent hireers and mid career employees Career planning & pathing Career development programs: Problems & issues 17 MBA

UNIT 6 LABOR RELATIONS AND COLLECTIVE BARGAINING Early collective action and union formation Labor legislation a very brief outline Structure & management of unions Collective bargaining Consequences of non-agreement Contract administration Union power in India: historical perspective & scenario today RECOMMENDED BOOKS STEPHEN P ROBBINS: Personnel / Human Resource Management (Prentice Hall) K ASWATHAPA: Human Resource & Personnel Management (Tata McGraw Hill) 205 FINANCIAL MANAGEMENT UNIT1.NATURE AND SCOPE OF FINANCIAL MANAGEMENT Unit 1. MEANING Meaning, nature and scope; finance functions; job of a finance manager; organization of function. Financial goal of a business: profit v/s wealth maximization; implications; conflict of goals among various stakeholders UNIT 2. CONCEPT OF TIME VALUE Concepts of discounting Compounding, present value, future value Methods of estimation. UNIT 3.EQUITY VALUATION CONCEPT Concepts of equity and its valuation Beta estimation and cost of equity COST OF CAPITAL Dividend growth v/s CAPM WACC UNIT4. CAPITAL BUDGETING & CASHFLOW INVESTMENT ANALYSIS Investment decisions: nature; criteria for evaluation Methods of evaluation: NPV, IRR, PI, ARR; their relative superiority and shortcomings Cash flow v/s profit; components of cash flow Incremental approach for cash flow estimation Depreciation: concept; tax treatment of depreciation 18 MBA

UNIT 5. OPERATING LEVERAGE AND CAPITAL STRUCTURE Financial and combined leverage; impact of leverage on risk taking Planning an optimum capital structure: Capital structure determination theories; net income approach; net operating income approach; ModiglianiMiller approach; designing capital structure UNIT6.WORKING CAPITAL MANAGEMENT Concept and planning for working capital; financing of working capital; approaches for determining the financing mix; management of inventory, receivables, and cash. RECOMMENDED BOOKSS M Y Khan and P K Jain : Financial Management (TMH) Prasanna Chandra, Financial Management. TMH James Van Horne and John Wachowicz, Financial Management, Pearson Brigham & Houston, Fundamentals of Financial Management, Thomson Paresh P Shah, Financial Management, Biztantra 206 OPERATIONS AND OPTIMIZATION RESEARCH UNIT 1. OPERATIONS RESEARCH Meaning and scope Relevance of O.R. techniques for solving business problems UNIT 2. DECISION THEORY Decision making and the parameters involved, including probabilistic situations Decision making under certainty, risk and uncertainty; criteria for decision making under each Expected monetary value as an aid to decision making Decision tree and its managerial application UNIT 3.GAME THEROY Business games and strategies adopted by players Game matrix Pure strategies and saddle point Mixed strategies Dominance theory and linear programming as tools for determining outcomes Application of game theory for pricing advertising and similar managerial decisions UNIT 4. CRITICAL PATH METHOD AND PROGRAM EVALUATION AND REVIEW TECHNIQUES Monitoring and control of time and project cost using critical path ;float of activities(total, free and independent float);estimation of time of completion/duration of project 19 MBA

Variance analysis for estimating probability of project completion in scheduled time Midcourse correction and crashing of duration of activities ;arresting delays; optimal time cost trade off Resource and manpower allocation and leveling to match the required schedules of project. UNIT 5. PRODUCTION SYSTEMS Types of production systems and layouts Capacity requirements planning Facilities, location and influencing factors; evaluation of alternatives JIT, FMS, and Group Technology Productivity And Work Study Method study: Basic procedure, charts, diagram Work measurement & Time study Work sampling, learning curve, production standards Aggregate production planning; heuristic methods UNIT 6. PROCESS CONTROL Inventory management: Basic concepts; selective inventory control models; ordering systems; material requirement planning; operations scheduling: Meaning; dynamic and static scheduling; design rules Quality control; variables and attributes Process control and acceptance sampling Maintenance: Facilities; total productive maintenance RECOMMENDED BOOKS J. K. SHARMA: Operations Research (Macmillan) Total Quality Management (by) Besterfield (Pearson) Production & Operations Management (by) S. N. Chary (TMH) Quantitative Analysis for Management (by) Barry Render and Ralph Stair, Jr. An Introduction to Management Science (by) Anderson, Sweeney and Williams 207 Project Work AS PER UNIVERSITY REGULATIONS 208 Viva Voce AS PER UNIVERSITY REGULATIONS

SYLLABUS FOR SEMESTER III 301 BUSINESS POLICY & COMPETITIVE STRATEGY UNIT 1. DEFINING BUSINESS POLICY Definitions, Kottr, Glueck & Jauch, Kenneth Andrews, Porter Strategy formulation techniques Discussion on planning for the present & future 20 MBA

UNIT 2. DEMAND FORECASTING TECHNIQUES Demand forecasting techniques Quantitative models: Averages, moving Trends, regression, factor analysis Significance Tests: T-Test, Chi Square Test UNIT 3. CORPORATE LEVEL PLANNING Methods to define corporate mission Druckers Model: Corporation definition, customers, value time relative position (Will and Should) as per Ansoffs Strategy Gap Identifying S.B.Us Independence equation, management authority relevance Evaluating current business portfolio Growth share matrices, BCG, GE Generic strategies: Build, hold, harvest, divest w.r.t stars, question marks, cash Cows, dogs Identifying new growth areas Ansoffs strategy gap revisited, integrative strategies: horizontal, vertical intensive, ansoffs Model: Diversification, concentric, horizontal, conglomerate UNIT 4. BUSINESS LEVEL PLANNING Defining business mission Druckers model revisited Business Definition, Customers, Value Time Relative Position (Will and Should) as per Ansoffs Strategy Gap Relevance of Specificity w.r.t Corporate Mission Statement Internal Environment Analysis Core Competency Model of Prahlad Filter Test for Determining Core Competencies Filter Test for Determining Core in competencies External Environment Analysis Industry Analysis Framework of Porter Understanding 5 forces and 5 entities: - Customers, Suppliers, Potential Threats, Substitutes, Competitors Proportionality Quotients as Defined by Porter Barriers to Entry: Barriers to Production, Barriers to Marketing Goal Formulation Sales, Market Share, Cash Flows, Profits Relevance of PLC Investment Center, Revenue Center, Cost Center, Profit Center, Cash Flow Center Strategy Formulation Porters Generic Strategies Cost Leadership: Comparison with Price Leadership, Emphasis on Production Differentiation: Quality, Service, Style, Technology Mutual Exclusivity of Generic Strategies Focus Strategies as a Choice Non-Focus Strategies as a Choice Program Definition Blueprint for Action Implementation 21 MBA

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Unit IV Technological Environment: Impact of Technology on Business, Technological Policy, Intellectual Property Rights, Import of Technology, Appropriate Technology, Problems in Technology Transfer. Unit V - International Environment: Emergence of Globalisation. Control of Foreign Direct Investment, Benefits and Problems from MNCs. WTO, its role and functions, Implications for India. Trading Blocks, Foreign Trade: SEZ (Special Economic Zones), EPZ (Export processing zone), EOU (Export Oriented Units), Dumping and Anti-Dumping measures. Note: Student must consult Economic Times, Financial Express and Economic Survey of current years. Relevant Case Studies should be discussed in class. Suggested Readings / Books: Dr Francis Cherunilam, Business Environment Text & Cases, Himalaya Publishing S.K. Mishra, and V.K Puri, Economic Environment of Business, Himalaya Publishing Paul Justice, Business Environment- Text and Cases, TATA McGraw Hill. Aswathappa, Essential of Business Environment, Himalaya Publishing Aggarwal & Diwan, Business Environment, ExcelBooks Sengupta, Government & Business Vikas Publishing House

303- Environmental Management Unit I Environment and its components - Ecology - Forest - Wildlife - biotic and abiotic environment - Agricultural - fisheries - cycling of materials in the ecosystem - ecofriendly farming - Lithosphere - atmosphere - hydrosphere stratosphere Food chain - Climate change - Carbon credit. Unit II Environmental degradation - Population growth - Economic development - pollution - pollution control - sustainable development - Hazardous wastes Energy and environment - alternate sources of energy. Unit III Dimensions of environmental management - economic dimensions technological dimensions socio-cultural dimensions - ethical and moral dimensionsParticipatory Environmental Management integrated environmental management - managing the urban environment - managing the rural environment - environmental management systems - environmental audit. Unit IV Development Management - environment friendly - sustainable agriculture-sustainable forestry management - water resources management industrial waste management - nuclear waste management - municipal waste management hospital waste management - air quality management - coastal and marine resources management

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Unit V Environmental Management Institution - Environmental legislations legal framework - national and international legislations - governmental institution for environmental management - private sector and civil society in environmental management -environmental awareness - environment friendly products - green taxes academic and research institutions in environmental management.

304 Total Quality Management OBJECTIVES: This course provides in depth understanding of problems and issues in total quality management. It also incorporates the managerial reasoning and analyzing in order to derive an appropriate course of action by focusing quality in products and services. UNIT I CONCEPT OF QUALITY MANAGEMENT Unit 1: Concept, Principles and Role of TQM Implementation. Unit 2: Quality Control Techniques Unit 3: Cost of Quality Unit 4: Kaizen and Continuous Improvement UNIT II PRINCIPLES OF TQM Unit 1: Customer Specification and Perception Unit 2: Employee Involvement and Retention Unit 3: Supplier Relationship Movement Unit 4: Service Quality UNIT III QUALITY ANALYSES Unit 1: Introduction to Statistics Unit 2: Statistical Control Charts Unit 3: Probability Estimation Unit 4: Measurement of Reliability and Sampling Unit 5: Experimental Designs UNIT IV QUALITY SYSTEMS Unit 1: ISO 9000 Unit 2: Six Sigma Unit 3: Certification Requirements Unit 4: Standards for Quality UNIT V BENCHMARKING AND QUALITY CIRCLE Unit 4: Introduction to Benchmarking Unit 2: Quality function Deployment Unit 3: Quality Circle Unit 4: Quality Awards 24 MBA

REFERENCE BOOKS: 1. James Evans and William M Lidsay, The Management and Control of Quality, Thomson Learning, 2002 2. Narayana V and N S Sreenivasan, Quality Management-Concepts and Tasks, New Age International, 1996. 3. Shailendra Nigam, Total Quality Management, Excel Books, New Delhi. 4. James R.Evans & William M.Lidsay, The Management and Control of Quality, (5th Edition), South-Western (Thomson Learning), 2002 (ISBN 0-324-06680-5). 5. Feigenbaum.A.V. Total Quality Management, McGraw-Hill, 1991. SPECIALIZATION: MARKETING INTERNATIONAL MARKETING UNIT 1. INTERNATIONAL MARKETING: AN OVERVIEW The Scope and challenge of International Marketing The dynamic environment of international marketing Constituents of international environment UNIT 2. THE ENVIRONMENT OF GLOBAL MARKETS Geography and history: the foundations of cultural understanding; Cultural dynamics in assessing global markets Business customs in global marketing The political environment: A critical concern The international legal environment The economic environment

UNIT 3. ASSESSING GLOBAL MARKET OPPORTUNITIES Developing global vision through market research Emerging markets and scope for marketing Multinational market regions & market groups Ranking of markets in terms of relative opportunities UNIT 4. 4Ps OF INTERNATIONAL MARKETING Creating products for consumers in global markets International distribution systems Exporting and Logistics: Special issues for the smart business The global advertising and promotion effort. Personal selling and sales management Pricing for international markets 25 MBA

UNIT 5. DEVELOPING GLOBAL MARKET STRATEGIES Global marketing management: Planning and organization. Marketing Industrial products and services International Retailing UNIT 6. IMPLEMENTING GLOBAL MARKETING STRATEGIES Negotiating with international customers, partners, and regulator Organizational structure, system, and processes for delivering marketing program RECOMMENDED BOOKS P K Vasudeva: International Marketing (Excel: 2006) Czinkota & Ronkainen: International Marketing (Cengage:2007) MARKETING STRATEGY UNIT 1.CONCEPTS AND COMPETENCIES Introduction Competence UNIT2.ENVIRONMENT AND STRATEGY Environment Models Strategies UNIT 3.ANALYSIS FOR STRATEGY FORMULATION-1 Product management/ analysis Market analysis UNIT 4.ANALYSIS FOR STRATEGY FORMULATION-2 Customer Analysis Competitor Analysis UNIT 5.SEGMENTATION, TARGETING, POSITIONING (STP) Segments, niches, monopoly Segment invasion strategy Positioning and repositioning STP synergy and marketing strategy UNIT 6. SUSTAINABLE COMPETITIVE ADVANTAGE (SCA) Developing SCA Sources of SCA or strategic thrusts Competitive position matrix Synthesis: course consolidation and summarization of discussions, and, findings/learning RECOMMENDED BOOKS Carol H. Anderson & Julian W. Vincze: Strategic Marketing (Biztantra) Ferrel & Hartline: Strategic Marketing (Cengage: 2008) 26 MBA

SERVICES MARKETING UNIT 1. INTRODUCTION TO SERVICES MARKETING Understanding services Nature of services marketing UNIT 2.CUSTOMER NEED IDENTIFICATION IN SERVICE MARKETING Marketing research and customer needs identification Customer expectation and perceptions UNIT 3. SERVICES MARKETING AND CUSTOMER EXPERIENCE Consumer behavior & search, experience, and credence traits Consumer decision making process; implications for service provider UNIT 4. STRATEGIC ISSUES IN SERVICES MARKETING Market segmentation and targeting Differentiation and positioning of services Management of demand and capacity UNIT 5. MARKETING MIX FOR SERVICES Marketing mix elements Product: Service packaging Pricing of services Promotion of service Role of people factor Service processes Physical evidence and marketing UNIT 6. MAXIMIZATION OF SERVICES MARKETING POTENTIAL Relationship marketing Internal marketing RECOMMENDED BOOKS Lovelock, Wirtz, And Chatterjee: Services Marketing (Pearson: South Asian Edition) Harsh V. Verma: Services Marketing (Pearson) SPECIALIZATION: FINANCE SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT UNIT 1. INTRODUCTION TO INVESTMENT MANAGEMENT Investment Settings The Asset Allocation Decision Global Investment Global Asset Allocation: Analysis and Decision . Global Security Market: Analytical Decision Securities Markets Worldwide: Organization, functioning, and regulatory environment: UNIT 2. PORTFOLIO MANAGEMENT THEORIES Markowitz Portfolio Theory 27 MBA

Asset Pricing Models UNIT 3. PORTFOLIO CONSTRUCTION Market Portfolio Theory vs. Practice Portfolio construction UNIT 4. INVESTMENT CHOICES Bond valuation Derivative security analysis Real estate investment Money market investments UNIT 5. EVALUATION OF PORTFOLIO PERFORMANCE Portfolio performance: Required rate as benchmark Measures of evaluating performance Treynor Portfolio Performance Measure Sharpe Portfolio Performance Measure Jensen Portfolio Performance Measure Peer Group Comparison Factors affecting use of performance measures. UNIT 6. STOCKS SELECTION USING TECHNICAL INDICATORS Dow Theory Japanese candlesticks Oscillators Moving averages MACD, RSI etc. RECOMMENDED BOOKS: S.Kevin: Security Analysis and Portfolio Management (PHI:2009) Fisher & Jordan, Investment Management. Avadhani, Security Analysis and Portfolio Management. . Puneethavathi & Pandian, Security Analysis and Portfolio Management. Prasanna Chandra, Managing Investment INSURANCE & BANKING UNIT 1. THE CONCEPTS OF INSURANCE Classification of Insurance Types of Life Insurance: Pure and Terms Types of General Insurance: Fire, Marine, Motor, Engineering, Aviation Agricultural Insurance Professionals, Intermediaries and IRDA UNIT 2. PRINCIPLES OF INSURANCE PRINCIPLES Utmost good faith Insurable Interest Material facts Indemnity Proximate cause Subrogation Contribution 28 MBA

and

ACTURIAL PRINCIPLES Mortality Tables Physical and Moral Hazard Representations Warranties Risk appraisal & Risk Selection Underwriting UNIT 3. INSURANCE PRACTICES IN INDIA Life Insurance General Insurance Claims procedure UNIT 4. OVERVIEW OF INDIAN BANKING SYSTEM Structure of Indian Banking Sector Central Banking: Functions, New Developments and Changing Scenario Banking Sector Reforms Suggestions and implementation Negotiable Instruments Bank Rate; repo rate Prime Lending Rate Deposit Rates Credit-deposit ratio Non-Performing Assets Capital Adequacy Ratio Cash Reserve Requirements Statutory Liquidity Ratio Low vs. high interest rates International Scenario of interest Rate Movement UNIT 5.FINANCIAL STATEMENTS ANALYSIS OF BANKS: (2 HRS) (Key Performance Indicators for banks such as efficiency and expenses control ratio, liquidity, risk and profitability) Assessment of: Bank Liabilities Bank Assets Loan and Advances Income Statement CAMELS ratings UNIT 6. CREDIT PROCESS IN INDIAN BANKS Types of Credit Financial Appraisal for Credit Decision Standard Practices in appraisal process expenditure, agriculture loans Loan Syndication Loan Pricing Credit risk Risk management RECOMMENDED BOOKS: 29 MBA

for

working

capital,

capital

Justin Paul and Padmalatha: Management of Banking and Financial Services (Perason) George E. Rejda: Principles of Risk Management and Insurance (Pearson) KC Mishra & Mangala Bakshi: Insurance Business Environment and Insurance Company Operations (Cengage: 2009) KC Mishra & C. S. Kumar: Life Insurance Principles and Practice (Cengage: 2009) KC Mishra & Mangala Bakshi: Legal & Regulatory Aspects of Business (Cengage: 2009) KC Mishra & R. Venugopal: Life Insurance Underwriting (Cengage: 2009) KC Mishra & G E Thomas: General Insurance Principles & Practice (Cengage: 2009) Manas Tripathy, Simita Mishra, & KC Mishra: General Insurance Business Operations and Decision Making (Cengage: 2009) KC Mishra & RC Guria: Practical Approach to General Insurance Underwriting (Cengage: 2009) MANAGEMENT OF INDIAN FINANCIAL SYSTEM UNIT 1. INTRODUCTION Financial system: Definition, constituents, functions Role of financial intermediaries in conduct and development of economy Financial institutions and markets Forces (local and international) affecting growth of financial system Positive features and short comings of IFS UNIT 2. VENTURE CAPITAL AND PRIVATE EQUITY Functions, significance and revenue streams for venture capitalists Trends in Venture Capital financing world-wide, and in India Role of private equity in financing of business Issues affecting PE Existing players, their functions and revenue steams UNIT 3. CORPORATE ADVISORY MERCHANT BANKING, M&A , RAISING OF CAPITAL Services and leading players Revenue streams and trends Primary market: Activities; participants (merchant bankers/lead managers, underwriters, primary dealers) Issues in primary market: IPOs performance; financing pattern in business cycle phases, book building vs. fixed pricing; green shoe option Regulatory framework for the segment Stock exchange: Role & functions; trading; clearing and settlement Issues involved: Demutualization; dematerialization; frauds; major innovations Indian debt market SEBI: Role; performance; effectiveness UNIT 4. CREDIT RATING Ratings and their importance 30 MBA

Process of Ratings Rating agencies: Credibility and reliability issues UNIT 5. ASSET MANAGEMENT Mutual funds: Meaning; types; role in mobilization of funds; functioning; regulations Investment Banking: Basics; issues involved Hire purchase UNIT 6. FOREIGN CAPITAL Portfolio investment by FIIs Foreign direct investment External commercial borrowings Indian investments abroad Global financial crisis and India RECOMMENDED BOOKS Yasant Desai: Fundamentals of Indian Financial System (HPH: 2008) Rm Srivastava & Divya Nigam: Management of Indian Financial Institutions (HPH: 2008)

SPECIALIZATION: HUMAN RESOURCES COMPENSATION MANAGEMENT UNIT 1. COMPENSATION PLANNING Introduction, Basic concept of compensation Classical theories on wages Elements of labour economics Establishing pay rates, Importance of an ideal compensation plan Broad branding Compensation plan and business strategy Devising a compensation plan Challenges affecting compensation UNIT 2.WAGE POLICY Concept of wage Wage policy in India; determinants of wage policy Impact of income tax on wage and salary administration Tools used for fixation on wages. UNIT 3.WAGE POLICY FRAMEWORK Legislative framework in India UNIT 4. PAY PACKET- CONSTITUENTS Basic, D A, H R A, and other allowance, Perquisites, Fringe benefits. UNIT 5.. PAY-FOR-PERFORMANCE & FINANCIAL INCENTIVES Meaning and definitions; Background and trends 31 MBA

Pre-requisites of effective incentive system Scope of incentive schemes Types of incentives- group incentive plan, for indirect workers, for operations employees of managers and professionals, for sales persons Total compensation programs. UNIT 6. BENEFITS & SERVICE Why benefits and services? Types of employee benefits and service insurance, retirement, employee services benefit and others Principles of Fringes, Significant benefits and services, the future of fringe benefits Guidelines to make benefit program more effective Benefits and employee leasing. RECOMMENDED BOOKS Richard I. Henderson: Compensation Management: Rewarding Performance (PHI) Milkovich, Newman, & Venkatratnam: Compensation (TMH: 2009)

GROUP DYNAMICS UNIT 1.UNDERSTANDING DYNAMICS OF WORK GROUPS AND WORK TEAMS Definition of work teams Importance of work teams Difference between work groups and work teams Types of work teams Effectiveness of work teams. Work groups: from the Hawthorne studies to work teams of the 1990s and beyond. Characteristics of work teams and essential requirements for the same Teams and Total quality management- Teams and workforce diversity. UNIT 2.GROUP PROCESSES & DYNAMICS ASSOCIATED WITH IT Communication patterns, leadership behavior power dynamics, and conflict interactions. Synergy Social Facilitation Effect. Relationship between interdependence of tasks, complexity of tasks and uncertainty of outcomes knowledge based tasks. UNIT 3.INFORMAL ORGANIZATIONS AND GROUP DYNAMICS Group member status and leadership Influence and power dynamics in virtual organizations Understanding behavioral patterns and likely conflicts Handling grapevine and rumor- perception errors: projection and halo effect Influencing informal organizations UNIT 4.NEGOTIATIONS AND GROUP DYNAMICS Interdependence Role of personality traits in negotiation 32 MBA

Gender differences Cultural differences that affect group opinion UNIT 5.GROUP DYNAMICS WITH REFERENCE TO EMPOWERMENT AND PARTICIPATIVE PROCESSES How do groups influence their members? Psychological analysis of social influence Majority influence as well as minority influence as well as between groups. UNIT 6.PSYCHOLOGICAL ADJESTMENT AND WELLBEING IN A GROUP How can groups be used to enhance psychological adjustment and well being? Response mechanics of members to group success and failures. RECOMMENDED BOOKS Donclson Forsyth: Group Dynamics (Woodworth) Rodney W. Napier and Matti K. Gerstend feld: Groups: Theory and Practice (AITBS / Houghton Miffin) TRAINING AND DEVELOPMENT UNIT 1. TRAINING AND DEVELOPMENT: OVERVIEW Training and teaching Learning about management issues and concepts UNIT 2.LEARNING AND DEVELOPMENT Concept Principles of learning and development basic idea UNIT 3. TRAINING NEEDS Training needs classification; individual, occupational, and organizational level needs Identification of training needs UNIT 4. DESIGN OF A TRAINING PROGRAM AND ITS EXECUTION Training objectives Decision about content of training Training methods and choice of appropriate aids Parameters for assessment of training effectiveness Steps involved in conducting an effective training program UNIT 5. EVALUATION OF TRAINING Why evaluate? Methods for evaluation Criteria for evaluation UNIT 6. INVENTORY OF TRAINING METHODS Lecture Case analysis Role plays Business / management games & simulations Experiential learning, including outdoors Organizing / preparing training material, including A.V. aids RECOMMENDED BOOKS 33 MBA

PROJECT MANAGEMENT
34 MBA

1. Project Management Concepts: Concept and characteristics of a project, importance of project management, types of project, project organizational structure, project life cycle, Statement of Work, Work Breakdown Structure. 2. Project Planning: Project Planning and Scheduling techniques: developing the project network USING CPM/PERT, constructing network diagram, AON basics, Forward Pass and backward pass, Limitations of CPM/PERT, Precedence Diagramming Method, constructing diagram and computations using precedence diagramming method, PERT/CPM simulation, reducing project duration. 3. Resource Scheduling: Resource allocation method, splitting and multitasking, Multi project resources scheduling - Critical Chain Scheduling: Concept of critical chain scheduling; critical chain scheduling method, application of Critical chain scheduling and limitations. 4. Project Quality Management: Concept of project quality, responsibility for quality in projects, quality management at different stages of project, tools and techniques, Quality Management Systems, TQM in projects. Project performance Measurement and Control: Monitor and assess project performance, schedule, and cost. Earned value Management, performance measurement. methods to monitor, evaluate, and control planned cost and schedule performance. 5. Project Closure/ Termination: Meaning of closure/ termination, project audit process, termination steps, final closure. Managing Project TeamsTeam development process, team building process, stages in developing a high performance project team, project team pitfalls. (2) IT in Projects: Overview of types of softwares for projects, major features of softwares like MS Project, criterion for software selection. Books Recommended 1. Clifford F Gray, Erik W Larson, Project Management-The Managerial Process Tata Mcgraw-Hill Publishing Co Ltd 2. Jack Meredith, Samuel J. Mantel Jr. Project Management- A Managerial Approach John Wiley and Sons 3. John M Nicholas Project Management For Business And Technology Prentice Hall Of India Pvt Ltd 4. James P Lewis Project Planning, Scheduling And Control Tata Mcgraw-Hill Publishing Co Ltd
35 MBA

Basics of industrial marketing Basics of industrial marketing UNIT 2. UNDERSTANDING BUYER AND SELLER RELATIONSHIP Organisational buying behaviour Organising for the buying function Managing buyer seller relationship UNIT 3. STPs OF INDUSTRIAL MARKETING Market segmentation strategy Researching the business markets UNIT 4.PRODUCT AND PRICING STRATEGY OF B2B PRODUCTS Product decisions for industrial products Management of new industrial products Pricing strategy for new products Pricing strategy in a competitive environment UNIT 5. PROMOTING AND PLACING B2B PRODUCTS Communication for industrial markets Industrial products distribution Commercial aspects of industrial marketing Industrial selling UNIT 6. SPECIFIC MARKETING PROGRAMS Marketing of projects Marketing of industrial services RECOMMENDED BOOKS P. K. Ghosh: Industrial Marketing (OUP) Michael D. Hutt E. Thomas W. Speh: Business Marketing Management (Cengage: 2007) DISTRIBUTION AND LOGISTICS MANAGEMENT UNIT 1. DISTRIBUTION PLANNING AND CONTROL Role and function of intermediaries; their selection and motivation Distribution analysis, control, and management UNIT 2. CHANNEL DYNAMIC AND CONFLICT Channel dynamics: VMS, HMS, multichannel marketing system Channel conflict and their management UNIT 3. DISTRIBUTION SYSTEM Physical distribution system: Various decision areas Modes of transport in India; their characteristics UNIT 4. LOGISTICS 37 MBA

Logistics management: Meaning; functional areas of logistics; logistics integration for customer satisfaction UNIT 5. COST AND CUSTOMER MANAGEMENT Distribution costs and their management Customer service UNIT 6. SUPPLY CHAIN Supply chain management Integration of procurement and supply strategies RECOMMENDED BOOKS: Chopra, Meindi, and Kalra: Supply Chain Management R.H.Ballou and Samir K. Srivastava: Business Logistics/ Supply Chain Management Satish C. Allawadi & Rakesh Singh: Logistics Management Kapoor & Kansal: Basics of Distribution Management: A Logistics Approach P. Venugopal: Sales and Distribution Management MARKETING RESEARCH UNIT 1. INFORMATIONAL PERSPECTIVE AND ORGANIZATION Marketing research: Meaning, need, and scope Information and decision making Marketing information system Decision support systems UNIT 2.DATA RESEARCH PROCESS Research process and research design Research data UNIT 3. MEASUREMENT TECHNIQUES IN M.R. The concept, scales, and components of measurement Questionnaire design Qualitative design. Attitude scales Interviews Mailed questionnaires Group discussions Focus groups Motivation/psychological research Shopping mall tests Web based research UNIT 4. SALES FORECASTING Importance of sales forecasting and its role in marketing research Consequences of incorrect forecasting Quantitative & qualitative aspects of forecasting UNIT 5. RESEARCH IN MARKETING MIX 38 MBA

Product research testing Price research Distribution research Advertising and communication research UNIT 6. MARKETING RESEARCH REPORTS Preparing written research reports and oral presentations Reading and interpreting research reports. RECOMMENDED BOOKS Naresh Malhotra: Marketing Research An Applied Orientation (Pearson: Latest Edition) A Parasuraman, Dhruv Grewal, and R. Krishnan: Marketing Research (Biztantra: 2009) SPECIALIZATION: FINANCE MERGER & ACQUISITIONS UNIT 1. FORMS OF BUSINESS ALLIANCES Strategic choice of type of business alliance Merger and acquisition and take-over Introduction to restructuring problems; types of mergers; reasons for M & A; vertical, horizontal, conglomerate, concentric mergers. History of mergers the first to the fourth wave and causes thereof. The strategic Process Theories of mergers and tender offering financial synergy and managerial synergy. Joint ventures and alliances UNIT 2. DEFINING AND SELECTING TARGET Pricing of mergers (Pricing the competitive bid for take- over) Negotiation/approach for merger Acquisition and take over contracting; implementation of M & A; managing post-merger issues UNIT 3. VALUING FIRMS AND THE DIFFERENT METHODS OF VALUATION Product life cycle effect on valuation. Corporate and financial restructuring Divestiture Mechanism, process and techniques legalities involved in M & A and take-over UNIT 4.ETHICAL ISSUES Ethical issues of merger and take-over UNIT 5. ACCOUNTING FOR MERGERS Financing the mergers and Take-overs Corporate restructuring divestment and abandonment UNIT 6. LEGAL ASPECTS OF M&A 39 MBA

Legal aspects of mergers/amalgamation and acquisition; provisions of Companies Act; SEBI regulation; Takeover Code; schemes of amalgamation; court approvals RECOMMENDED BOOKS Gaughan: Mergers, Acquisition & Corporate Restructuring (John Wiley) Sudi Sudersanam: Creating Value from M&A (Pearson) MULTINATIONAL BUSINESS FINANCE & FOREX MANAGEMENT UNIT 1. ESSENTIALS OF INTERNATIONAL FINANCE International finance: Issues & dimensions International finance: Nature, role International monetary/financial system Internationalization process; international financial flows, and balance of payments framework UNIT 2. CAPITAL IN MBF Capital structure Capital budgeting Working capital management UNIT 3. INTRODUCTION TO FOREIGN EXCHANGE Sources and Uses International exchange system and balance of payment (BoP) framework, International financial institutions , Basic glossary of foreign exchange market UNIT 4. FOREX MARKETS Regulatory framework Various kinds of instruments Different type of markets Working of Forex market UNIT 5. FOREIGN EXCHANGE RISK MANAGEMENT Introduction and need of risk management Types of risks and instruments to hedge forex risks - Currency futures and currency options - FX exposure and transaction risk - Market Risk - Counterparty Credit risk - Settlement risk - Measurement Techniques and Management Practice UNIT 6. HEDGING Concept. Hedging products Market. 40 MBA