Course Curriculum For MBA: (2 Years Full Time Program)

Course Curriculum for MBA
(2 Years Full Time Program)

DELHI SCHOOL OF MANAGEMENT,
DELHI TECHNOLOGICAL UNIVERSITY
(Formerly Delhi College of Engineering)
Semester
Subjects
Comprehensive Viva*
Total
Hours/ week
28 credits
4 credits
32
28
II
28 credits
4 credits
32
28
32
28
32
24
Summer Training
III
28 credits
4 credits
Project
IV
24 credits
8 credits
Total
128
* Based on the self study/ activities, participation in events/ attending the invited lectures and overall
learning of the subjects and concepts.
Semester I
SM-101 Management Process and Organizational Behaviour
4 Credits
4-0-0
SM-102 Financial Accounting
4 Credits
4-0-0
SM-103 Marketing Management
4 Credits
4-0-0
SM-104 Managerial Economics
4 Credits
4-0-0
SM-105 Quantitative Methods
4 Credits
4-0-0
SM-106 Production and Operations Management
4 Credits
4-0-0
SM-107 Business Communication
2 Credits
2-0-0
SM-108 Computer Applications in Management
2 Credits
0-0-2
SM-109 Comprehensive Viva Voce
4 Credits
Total
32 Credits
28 Hrs/ week
1
Semester II
SM-201 Human Resource Management
4 Credits
4-0-0
SM-202 Financial Management
4 Credits
4-0-0
SM-203 Marketing Research
4 Credits
4-0-0
SM-204 Economic Environment of Business
4 Credits
4-0-0
SM-205 Knowledge and Technology Management
3 Credits
3-0-0
SM-206 Supply Chain Management
3 Credits
3-0-0
SM-207 Information Technology Management
3 Credits
3-0-0
SM-208 Business and Corporate Law
3 Credits
3-0-0
4 Credits
Total
32 Credits
28 Hrs/ week
SM-301 Corporate Evolution and Strategic Management
4 Credits
4-0-0
SM-302 International Business Environment
4 Credits
4-0-0
SM-303 Foreign Language
4 Credits
4-0-0
16 Credits
16-0-0
Semester III
4 Electives from any one Group (A or B or C)
(4X4 )
SM-308 Summer Internship
4 Credits
Total
32 Credits
28 Hrs/ week
Semester IV
SM-401 Project Management
4 Credits
4-0-0
SM-402 Corporate Governance
4 Credits
4-0-0
16 Credits
16-0-0
4 Electives from any one Group (D or E or F)
(4X4)
SM-407 Project
8 Credits
Total
32 Credits
24 Hrs/ week
Elective List -I
Group A
Knowledge and Technology Management
Group B
Supply Chain Management
Group C
Information Technology Management
Elective List -II

Group D
Marketing Management
Group E
Financial Management
Group F
Organizational Behavior and Human Resource Management
LIST OF ELECTIVES
A-KNOWLEDGE AND TECHNOLOGY MANAGEMENT
SMA-01 Management Information System
SMA-02 Internet Business Models and Business Strategies
SMA-03: IT Enabled Services Management
SMA-04 ERP Implementation
SMA-05 Data Base Management
SMA-06 Telecommunication for Business
SMA-07 Mobile commerce and Security
SMA-08 Knowledge management and Innovation
SMA-09 Software Project and Quality management
SMA-10 Business Process Reengineering
SMA-11 E-Business and E- Commerce
SMA-12 Sectorial Application and Emerging Issues in KTM
B-SUPPLY CHAIN MANAGEMENT

SMB-01Total Quality Management
SMB-02 International Logistics Management
SMB-03 Retail Management
SMB-04 Transportation Management
SMB-05 Service Operations Management
SMB-06 SCM and Customers Relationship Management
SMB-07 Business Process Re-engineering
SMB-08 IT in Supply Chain Management
SMB-09 Sectorial Application of SCM
SMB-10 Emerging Issues in SCM
C-INFORMATION TECHNOLOGY MANAGEMENT
SMC-01 Strategic telecommunication Management
4
SMC-02 Data warehousing and Database Management

SMC-03 Business System Analysis and Design
SMC-04 Knowledge Management & Innovation
SMC-05 Managing Software Exports
SMC-06 Mobile Commerce & Security
SMC-07 BPR and ERP Implementation
SMC-08 E-Governance
SMC-09 Telecommunications for Business
SMC-10 Business Process Re-engineering
SMC-11 Sectorial Application of ITM
SMC-12 Emerging Issues in ITM
D- MARKETING MANAGEMENT
SMD-01 International marketing management
SMD-02 Retail and distribution and Management
SMD-03 Marketing of Services
SMD-04 Advertising and Brand Management
SMD-05 Rural and Social Marketing
SMD-06 Promotion Management and Business to Business Marketing
SMD-07 Consumer Behavior
SMD-08 Customer Relationship Management
E- FINANCIAL MANAGEMENT
SME-01Security analysis and portfolio Management
SME-02 Mergers, Acquisition and Corporate restructuring
SME-03 Corporate Business taxation and Planning
SME-04 International Financial Management
SME-05 Investment Banking
SME-06 Futures, Options and Risk Management
SME-07 International Accounting Practices
5
SME-08 Project Appraisal and Finance

SME-09 Commodity and Price Risk management
SME-10 Managing Financial institutions and Markets
SME 11 Econometric and Financial Modeling
SME-12 Sectorial Application and Emerging Issues in FM
F-ORGANIZATION BEHAVIOUR AND HUMAN RESOURCE MANAGEMENT

SMF 01 Management of Industrial relations & Labour Legislation
SMF-02 Compensation Management
SMF-03 Organizational Change and Intervention Strategies
SMF-04 Human Resource Development: Strategies and Systems
SMF-05 Cross Cultural and Global Human Resource Management
SMF-06 Manpower Development for Technological change & Performance Management
SMF-07 Management of Training and development
SMF-08 Interpersonal processes and Counseling skills for Managers
Semester I
SM-101 Management Process and Organizational Behaviour
4-0-0
Unit 1 Introduction
Meaning and Nature of Management, The evolution of management thought, Functions and skills of a
manager. Management Approaches, Processes, Managerial Skills, Tasks and Responsibilities of a
Professional Manager.
Unit 2 Organizational Structure and Process
Organizational design, six key elements of organizational design, types of organizational design,
organizational structure Managerial Ethos, Managerial Communication.
Unit 3 Managing activities
Planning: need for planning, types of planning, and the elements of planning; Managerial decision
making- types of managerial decisions, steps in decision-making process.
Unit 4 Controlling
Problem Solving Techniques, Controlling: Process and Techniques, Budgetary and Non Budgetary
control techniques, PERT, CPM.
Unit 5 Organization Behaviour: An Introduction, Behavioural Dynamics
Foundations of individual behavior, Personality, Perception, Learning, Values, Attitudes, Motivation,
Interpersonal Dynamics, Group Dynamics; Leadership theories and styles. Management of conflict and
negotiation.
Unit 6 Organisational Culture and Change
Organisational culture. Organisational change: nature and forces of change, resistance to change: and
management of resistance to change; Work stress: sources and consequences of stress and its
management.
Reference Books:
1. Robbins, S.P. & Decenzo, D (2002). Fundamental of Management. Pearson Education.
2. Stoner, et.al. (2002). Management. Prentice Hall of India.
3. Luthans, F (2004). Organisational Behaviour. McGraw Hill, International Edition.
SM- 102 Financial Accounting
4-0-0
Unit 1 Introduction
Introduction to Accounting: Importance, Objectives and Principles, Accounting Concepts and
conventions, and The Generally Accepted Accounting Principles (GAAP). Accounting Standards
7
Issued by ICAI (Focus on importance of Standards to give a general view on Financial Accounting
practices), Creative Financial Practices and Issues related to quality of disclosures in reported earnings,
window dressing and limitations of financial statements.
Unit 2 The Accounting Process: Overview
Books of Original Record; Journal and Subsidiary books, ledger, Trial Balance, Classification of capital
and revenue expenses, Final Accounts with adjustments.
Unit 3. Valuation of fixed assets
Tangible vs Intangible assets, depreciation of fixed assets and methods of depreciation.
Unit 4 . Inventory Valuation
Methods of inventory valuation and valuation of goodwill, methods of valuation of goodwill.
Unit 5. Financial Analysis
Statement of Changes in Working Capital, Funds from Operations, paid cost and unpaid costs.
Distinction between cash profits and book profits. Preparation and analysis of cash flow statement and
funds flow statement. Analysis and interpretation of financial statements from investor and company
point of view, Horizontal Analysis and Vertical Analysis of Company Financial Statements. Liquidity,
leverage, solvency and profitability ratios Du Pont Chart -A Case study on Ratio Analysis.
Unit 6 Cost concepts
Cost-Volume-Profit (CVP) relationship and profit planning; Budgeting; Full costing and variable
costing methods; Cost analysis for Decision- Making; Standard costing and variance analysis;
Reference Books:
1. Ashok Banerjee, Financial Accounting, Second Edition, Excel Books, New Delhi, 2006.
2. Dr.S.N. Maheshwari and Dr.S.K. Maheshwari, Financial Accounting, Vikas Publishing House
Pvt. Ltd., 2007.

3. Asish
K.
Bhattacharyya,
SM-103 Marketing Management
Financial
Accounting
for
Business
Managers-PHI,2006
4-0-0
Unit 1 Introduction
Introduction to marketing function; genesis, the marketing concepts, Marketing Management systemsobjectives, its interfaces with other functions in the organization, The concept of marketing mix, Types
of Goods
Unit 2 Marketing Environment
Environment of marketing- political environment, economic environment, Legal, social and cultural
environment.
Unit 3 Market segmentation
8
Market segmentation, Industrial Marketing, Service Marketing and International Marketing, Consumer
buying behavior, Ethical issues in marketing
Unit 4 Marketing strategy
Marketing strategy- Marketing planning and Marketing programming, Product policy; the concept of
product life cycle, New product decisions, Test marketing, Pricing Policy & Strategies
Unit 5 Management of distribution
Management of distribution- channels of distribution, Advertising and promotions, the concept of
unique selling proposition, Implementation and control, the marketing organization
Unit 6 Demand forecasting
Demand forecasting, Budgeting, Management of Sales Force and Evaluation of Performance,
Marketing audit.
Reference Books:
1. Philip Kotler. (2003). Marketing Management: Analysis, Planning, Implementation & Control.
Prentice Hall of India.
2. Michael, J. E., Bruce, J. W. and Williom, J. S. (13th Edition, 2004). Marketing Management. Tata
McGrawHill, New Delhi.
3. Louis E. Boone and David L. Kurtz (2001). Contemporary Marketing. Harcourt Collye Publishers.
SM-104
Managerial Economics
4-0-0
Unit 1 Introduction
Micro versus Macroeconomics; Theory of consumer behavior and demand; Consumer preferences;
Indifference curve; Consumer equilibrium; Demand function; Income and substitution effects;
Unit 2 Production Function
The Slutsky equation; Market demand; Elasticities; Average and marginal revenue; Revealed
preference theory of firm; Production functions; Law of variable proportions; Laws of return to scale;
Unit 3 Cost Function
Isoquants; Input substitution; Equilibrium of the firm; Expansion path; Cost function; Theory of costs;
Short Run and long run costs; Shape of LAC; Economies and diseconomies of scale;
Unit 4 Theory of Pricing
Market equilibrium under perfect competition; Equilibrium under alternative forms of market;
Monopoly- pure and discriminating; Monopolistic competition; Oligopoly. Pricing practices and
strategies
Unit 5 National Indicators ( GDP, GNP, WPI, CPI )
National Income Accounting and Economic Indicators, Business Cycle-Inflation,-Fiscal and Monetary
Policies.
Reference Books:
1.
Doane P.David Seward E.Lori Applied Statistics in Business and Economics, Tata McGraw Hill
2007
2.
Nordhaus & Samuelson , Economics, 18th Edition Tata McGraw Hill 2007
3.
Suma Damodaran , Managerial Economics Oxford University Press 2006
SM-105 Quantitative Methods
4-0-0
Unit 1 Introduction
Nature and role of statistics in management, Measures of central tendency and dispersion, Introduction
to probability theory, Probability distributions - continuous and discrete; Sampling distributions,
Estimation and hypothesis testing; t-test; ANOVA; Chi-square test; Non-parametric tests; Correlation
and regression analysis, Applications of statistical packages.
Unit 2 Decision Theory,
Game Theory, Markov Chains.
Unit 3 Linear Programming
Formulation and applications, solution through graphical method and Simplex methods
Unit 4 Transportation, assignment and transshipment problems
Unit 5 Integer ProgrammingFormulation and solution, Non-Linear Programming, Dynamic Programming ,
Decision making; Goal programming.
Multiple Criteria
Unit 6 Project schedulingPERT and CPM. Queuing theory. Monte Carlo Simulation- concepts and applications. Case Studies
and use of OR software packages.
Reference Books:
1. Operations Research, J. K. Sharma, McMillan India
2. Quantitative Techniques in Management, N. D. Vohra, Tata McGraw Hill Publications, 3/e, 4th
reprint 2007
3. Quantitative Methods for Business, Anderson Williams et-al. b10th edition Thompson
SM- 106 Productions and Operations Management
4-0-0
Unit 1
Introduction to operations management- role, scope and interface with marketing, finance, strategy;
Types of production systems, Concepts of productivity, competitiveness, Decisions in POM, Case
Study
10
Unit 2
Demand forecasting, Time Series, Regression Analysis and Qualitative techniques, Forecast Error Case
study.
Unit 3
Work Study, Work Measurement, Activity Sampling, MOST, Ergonomics, Learning Curve.
Unit 4
Product Design and Process Selection, Service Design, Outsourcing, Make buy decision, Value
Engineering, QFD, Concurrent Engineering
Unit 5
Facility Planning- location, layout; Line balancing; Analytical tools and techniques for facility planning
and design. Aggregate planning; Operations scheduling, Project Management, CPM, PERT, Slacks,
Project crashing, Resource Leveling
Unit 6
Total Quality Management (TQM), Statistical Process Control (SPC); Acceptance Sampling, Sixsigma, ISO 9000, Maintenance management, JIT, FMS, MIS, Simulation, Role of IT in manufacturing,
Case studies.
Reference Books:
1. Charry, S.N (2005). Production and Operation Management- Concepts , Methods & Strategy. John
Willy & Sons Asia Pvt . Limited.
2. Adam Jr., E and Ebert, R. (1998). Production and Operation Management.
SM-107 Business Communication
2-0-0
Unit 1:
Communication Process: Model of the communication process, Types of Organizational
Communication, Channels of Communication, Objectives of Business Communication
Unit 2:
Principles of Effective Communications (7 Cs of Communication), Barriers in communication
Unit 3:
Oral Communication
Making effective presentations, Meeting, Interview, Listening
Unit 4:
Written Communication
E-mails, Memorandums, Business Letters, Writing different types of business messages,
request, Good-news and neutral messages, Bad-news messages, persuasive requests
Direct
11
Unit 5:
Reports: Definition, essentials of good reports, classification of reports, different sections of short and
long reports.
Unit 6:
Non-Verbal Communication: importance of non-verbal communication: Kinesics, Proxemics,
Hepatics, Chronemics, Paralanguage, Artifacts
Reference Books:
1. Lesikar, R.V. & Flatley, M.E.Basic Business Communication Skills for Empowering the Internet
Generation. Tata McGraw Hill Publishing Company Ltd. New Delhi.
2. Ludlow, R. & Panton, F; The Essence of Effective Communications. Prentice Hall of India Pvt. Ltd.
3. Bowman, J.P. & Branchaw, P.P. (1987). Business Communications: From Process to Product; Dryden
Press, Chicago.
SM-108 Computer Application in Management
0-0-2
Introduction to OS- DOS, WINDOWS, Computer Applications in Decision Making, Scientific

Research and Business Organization, Working with Word Processing and Graphics Packages;
Familiarity with Spread Sheet and Data base Packages; Introduction to special packages for Business
Administration, Case studies
0-0-4
Based on the self study/ activities, participation in events/ attending the invited lectures and overall
Semester II
SM-201 Human Resource Management
4-0-0
Unit 1 Introduction
Human Resources Systems- Historical Evolution of the field; Role of Human Resource management in
a competitive business environment; Factors influencing Human Resource Management; Strategic
Human Resource Management.
12
Unit 2 Manpower planning

Objectives, Importance & Problems of HR Planning Job analysis, Determining Human Resource
Requirements; Hiring and Developing Human Resources, The process of forecasting, Definition, uses,
Techniques of Job Analysis, Job Description & Job evaluation Competency mapping; Talent
Management.
Unit 3 Recruitment and Selection
Concept, identifying job recruitments, Recruitment resources and efficacy Selection, process and
methods, Psychometric tests & its relevance, interview Technique, induction & placement
Unit 4 Training and Development
T&D concept, need, strategy, Identification of needs, designing & implementing training programmes
Management Development, Evaluation of Training & development
Unit 5 Compensation and Performance Management
Performance Management Concept and Practices Principle and objectives of Performance Appraisal
and potential Evaluation, Feedback. Career planning, Succession Planning & Retention Scope,
concept Principles & Practices The problems in managing & advantages. Compensation Management,
Transfer, Promotion and Reward Policies;
Unit 6 Industrial Relations
Definition, concept, context of Industrial Relation, Discipline ( Red hot stove principle of discipline,
counselling, collective bargaining, Quality of work life; Safety and Health, Employee Welfare,
Employee Assistance Programmes, Separation, Attrition, Human Resource Auditing, Human Resource
Accounting, International Human Resources Management.
Reference Books:
1. DeCenzo, D. A. and Robbins, S. P. (8th ed., 2005). Fundamentals of Human Resource
Management. John Wiley,
2. Dessler Gary and Varkkey,Biju(2010). Human Resource Management. Pearson Education.
3. Ivancevich, John M. (2003). Human Resource Management. Tata McGraw Hill. 29
13
SM-202 Financial Management
4-0-0
Unit 1 Aims and objectives of Financial Decisions

Nature and Scope of Financial Management; Financial Objectives; Impact of Financial and
Economical Environment on Financial Management; Time Value of Money including Pension Funds.
Funds Flow Analysis; Cash Flow Statement and its Interpretation (AS-3), Ratio
Analysis
Unit 2 Planning for Sources of Finance (Domestic and International);
Capital Structure; Leverages; Cost of Capital; Net Income Approach; Net Operating Income Approach;
Traditional Approach and MM Approach; Capital Gearing/Debt-Equity Ratio, Generation of Internal
Funds.
Unit 3 Capital Budgeting
Conventional and DCF Methods; Inflation and Capital Budgeting; Risk Analysis and Capital
Budgeting-Certainty Equivalent Factor; Risk Adjusted Discounting Rate; Decision Tree; Independent
and Dependent Risk Analysis
Unit 4 Working capital Decision
Planning of Development of Funds Through Management of Assets - Fixed and Current: Working
Capital Management; Management of Cash (Various Theoretical Models), Inventories (Including Risk
Analysis) and Receivables; Operating Cycle.
Unit 5 Dividend Decision
Retained Earning Vs. Dividend Decision; Gordon Model; Walter Model; MM Approach; Lintner
Model;
Unit 6 Contemporary Financial Issues
Leasing, Corporate Restructuring, LBO, Mergers and Acquisition
Reference Books:
1. Prasanna Chandra - Fundamentals of Financial Management : 7th Edition - Tata McGraw Hill
2. Khan, M. Y. and Jain P. K. (4th ed., 2004). Financial Management, Text, Problems & Cases.
Tata McGraw Hill Company, New Delhi.

3. I.M. Pandey Financial Management (Vikas), 9/e,
14
SM-203 Marketing Research
4-0-0
Unit 1 Introduction
Introduction to marketing Research; Various Market Research concepts; process, exploratory,
descriptive and conclusive research
Unit 2 Defining a research problem
Defining a research problem and developing a research approach; The marketing decision- making
process and the need of different types of research; Types of marketing problems and type of marketing
research activity
Unit 3 Research design
Research design and Data collection; Sources of data; use and appraisal of existing information,
primary and secondary data; Information from respondents, sampling design, scaling techniques and
questionnaire design, interviewing, various methods of survey/ data collection; Information from
experiment, experimental design for marketing, Models, Sources of Errors
Unit 4 Data Analysis
Various tools like conjoint, factor analysis; discriminant analysis etc. for analyzing qualitative as well
as quantitative data; Use of SPSS for data analysis. Report preparation and presentation.
Unit 5 Marketing Information Systems
Organization Structure and design, its role in planning and control; the place of marketing research,
Attitude Measurement.
Unit 6 Report preparation and Presentation
Reference Books:
1. Naresh K. Malhotra: MARKETING RESEARCH: AN APPLIED ORIENTATION, Pearson
Education, Asia.
2. Paul E. Green & Donald S. Tull: RESEARCH FOR MARKETING DECISIONS.
3. Aaker, Kumar & Day: MARKETING RESEARCH, John Wiley & Sons
SM-204 Economic Environment of Business
4-0-0
Unit 1 Introduction
Major economic problems. National income accounting. Expenditure and income approaches to GNP.
Measuring inflation and unemployment. Determination of the equilibrium level of income.
15
Unit 2 Consumption Function

Consumption function. Investment demand. Aggregate demand and equilibrium output. The multiplier
process. Government sector.
Unit 3 Fiscal Policy
Fiscal policy. Tax receipts and Transfer payments. Foreign spending. Money, interest and income.
Functions of money. Definition of money. Reserve Bank of India and Commercial Banks. Creation of
money.
Unit 4 money Control instruments
The instruments of monetary control. The demand for money. Investment expenditure and rate of
interest. The IS curve. Money market and the LM curve. Liquidity trap. The IS-LM model. Derivation
of the aggregate demand curve.
Unit 5 Monetary and fiscal Policy
Monetary and fiscal polices. Keynesian versus monetarist views. The aggregate supply function:
Keynesian and classical. Inflation and unemployment. Stagflation. The Phillips curve. The long-run
Phillips curve. Inflation expectations. The rational expectations.
Unit 6 Contemporary Issues
Reference Books:
1. Adhikari M, Economic Environment of Business,2000, 8 Ed. Excel Books
th
2. Morrison J, The International Businee Environment (Palgrave 2003)

3. George A and Steiner G A Business, Government and society (Macmillan)
SM-205 Knowledge and Technology Management
3-0-0
Unit 1:
Introduction to Knowledge Management: Essential components of KM model, Analyzing current
knowledge state, Formulating a mix of knowledge assets and communities of practice
Unit 2:
Building Knowledge Assets: Capturing expertise, Differentiating between tacit and explicit
knowledge, Uncovering tacit knowledge, Sources of knowledge
Unit 3:
Creating Strategies for Success: Generating a KM-specific vision, Integrating organizational and
business goals with KM, Choosing the right KM techniques
Unit 4:
16
KM audit: Audit of KM, Overcoming barriers and pitfalls, KM strategy, Knowledge Management
Implementation and measuring the value of KM
Unit 5:
Understanding Technology: definition, Key concepts, role, importance, need. History of technological
developments.
Unit 6:
Technology-Management integration, Life cycle approach to technology management, Technology
innovation process.
Reference Books:
1. Amrit Tiwana, The Knowledge Management Toolkit, Pearson Education, New Delhi, 2005.
2. Richard F. Bellaver, John M. Lusa; Knowledge Management Strategy and Technology; Artech
Print on Demand; 1st edition
3. Yogesh Malhotra, Knowledge Management and Business Model Innovation, Idea Group
Publishing, U.K., 2001.
SM-206 Supply Chain Management
3-0-0
Unit 1 Introduction
Perspective of Supply Chain Management, Concept of Strategic fit, Classification of SCs
Unit 2 Inventory Management
Inventory management in Deterministic and uncertain environment, Classification of inventory.
Unit 3 Material Planning
Aggregate Planning, Material Requirements Planning (MRP); MRPII, Distribution requirements
planning (DRP), Just-In-Time (JIT), Theory of Constrains.
Unit 4 Vendor selection
Vendor selection, rating, Supply management, Inbound logistics, Outsourcing, Distribution
management, Network design, warehouse management, Risk Pooling, Aspects of Integration, flexibility
and agility in SC, Smart Pricing
Unit 5 Demand Management and Customer Service
Demand Management and Customer ServiceOutbound to customer logistics systems Demand
Management Traditional Forecasting CPFRP customer service expected cost of stockouts
channels of distribution.
Unit 6 Role of IT in SCM
Role of IT in SCM, ERP, e-Business, e-Commerce, Bullwhip effect, Performance Measurement System
in SCM. Balance Scorecard, SCORE, Case Study, Supply Chain games.
17
Reference Books:
1. Sunil
Chopra
and
Peter
Meindl,
Supply
Chain
Strategy, Planning and Operation, Pearson/PHI, 3rd Edition, 2007.
2. Coyle,
Bardi,
Longley,
The
management
of
Business
supply Chain Perspective, Thomson Press, 2006.
3. Supply Chain Management by Janat Shah Pearson Publication 2008.
SM-207 Information Technology Management
Management
Logistics
3-0-0
Unit 1 Introduction
Information Systems: Concepts, Definitions, Classification and Types, IS success factors; Outsourcing;
Unit 2 Systems Development Process (SDLC), Web Site Management; Managing Data: Exposure to
Data Modeling, Databases and Warehousing; Introduction to SQL;
Unit 3 Overview of e-commerce and e-governance (concepts, classification, issues, challenges); IT and
Business Process Re-engineering;
Unit 4 Leveraging IT for Collaboration: Enabling IT infrastructure (Overview of networks, www, data
centres, XML, Groupware, web services, etc.
Unit 5 Enterprise Systems, IT enabled Supply Chains; Managing IT Security; IT strategic alignment
Unit 6 Porters competitive forces model, Competitive advantage through IT
Reference Books:
1. Transforming Organizations in the Digital Economy, by
Efraim Turban, Dorothy Leidner,
Ephraim Mclean, James Wetherbe

2. Information Systems Today: Managing in the IT World, by Leonard Jessup and Joseph
Valacich (PHI Learning)

3. Management Information Systems Managing the Digital Firm Kenneth C. Laudon, Jane
P.Laudon (Pearson Education Asia)

SM-208 Business and Corporate Law
3-0-0
18
Unit 1:
Indian Contract Act, 1872: Evolution of business Laws, Essentials of a contract, consideration, void,
voidable contracts, Discharge of contracts, remedies to a breach of contract and Quasi contracts.
Unit 2:
Sale of Goods Act, 1930: Sale, Agreement to sell, Goods, conditions and warranties, transfer of
ownership in goods, Auctions sale.
Unit 3:
Negotiable Instruments Act, 1881: Promissory
Bouncing of cheques.
note, bill of exchange, Cheque, Crossing and
Unit 4:
Company Act, 1956: Company and its features, Promotion and Formation of a company, online
registration of companies, Types of companies
Unit 5:
Company Act, 1956: Memorandum and Articles of Association, Prospectus, Shares and share capital,
shareholders meetings, Directors their appointment, share Qualification, No. of Directorships, Powers
and Duties, Compulsory winding up of a company.
Unit 6:
Consumer Protection Act, 1986: Consumer, their Protection, unfair trade practice, Redressal
machinery.
Reference Books:
1. Kapoor, N. D.; Elements of Mercanlite Law; Sultan Chands and Sons, 2009.
2. Gulshan S.S. and Kapoor G.K., Business Law including Company Law; New Age Publications, 7th
edition.
3. Bajaj, Amit & Puneet; Law of Negotiable Instruments; Macmillan Publishers India (2006)
4-0-0
Based on the self study/ activities, participation in events/ attending the invited lectures and overall
SEMESTER III
19
SM-301 Corporate Evolution and Strategic Management
4-0-0
Unit 1 Nature of Strategic Management

Concept of Strategy; Mintzbergs 5Ps of Strategy; Strategic Decision Making; Strategic Management
Process; Strategists and their roles. Competitive advantage, internal context, organization design.
Unit 2 Strategy Identification
Vision Mission, Goals and Objectives; External Environmental Analysis; Analysing Companies
Resource in Competitive Position; RBV model, IO model, SWOT Analysis; Strategies for competing in
Global Markets; Strategic Analysis and Choice BCG, GE, Directional Policy and Hofers Matrices;
Industry and Competitive Analysis.
Unit 3 Strategic Formulation
Porters Generic Strategies,Grand Strategies. Concept of Value Chain, Strategic Alliances ,external
context, the spectrum of competition and Niche market, competition in concentrated market, entry and
the advantage of incumbency, creating and capturing value in the chain.
Unit 4 Strategy Implementation
Resource Allocation; Structural Considerations and Organisational Design; Leadership and Corporate
Culture; Fundamental and Operational Strategies; Plans and Policies.
Unit 5 Strategy Evaluation
Importance and Nature of Strategic Evaluation; Strategic and Operational Control Acquisitions and
Mergers, Popularity and reasons for M&A, Problems in achieving acquisition success, Effective
acquisition, Corporate restructuring, focusing.
Unit 6 Globalization and strategy
Multi Domestic, Global, Transnational Strategies Business Level and corporate level, International
Cooperative Strategy, Network cooperative strategy.
Reference Books:
1. Arthur, A, Thomson and Strickland, A. J. (2002). Strategic Management Concept and
cases. Tata McGraw Hill, New Delhi.
2. Glueck, W. T. and Lawrence, R. Jauch (2003). Business Policy and Strategic Management.
Frank Bros & Co.
3. Azhar Kazmi (2004). Business Policy and Strategic Management. Tata McGraw Hill, New
Delhi.
20
SM-302 International Business Environment
4 Credits
4-0-0
Unit 1: International Business and Environment: World Trade in Goods and Services Major
Trends and Developments; Framework for Understanding International Business Environment:
Analysis of Physical, Demographic, Economic, Socio-cultural, Political, Legal and Technological
Environment of a Foreign Country, Legal Framework of International Business: Key Issues in
International Business. Socio-cultural, economic and political forces facing business.
Unit 2: Global Trading Environment: Liberalization of World Trade. FDI and their Impact on the
Economy, Multinationals and their Economic Impact; Political and Legal Impact of Multinational
Corporations; Strategies for Dealing with Multinations.
Unit 3: Technology Transfer Importance and Types, Issues in Transfer of Technology to Developing
Countries.
Unit 4: International Financial Environment: Foreign Investment Types and Flows, Monetary
System- Exchange Rate Mechanism and Arrangements, Movements in Foreign Exchange Rates and
Impact on Trade and Investment Flows, Global Capital Markets, Euro Currency.
Unit 5: International Economic Institutions and Regional Economic Groups: IMF, World Bank,
MIGA, UNCTAD and WTO; ATC, GSP and International Commodity Agreements.
Unit 6: Forms and their Functioning: Multilateralism Vs. Regionalism; EU, NAFTA, ASEAN, SAFTA
APEC and other Regional Economic Groupings.
Reference Books:
1. Hodgetts, R. and Luthens, F. (2003). International Management. McGraw Hill Inc.
2. Daniels, John D. and Radebaugh, Lee H. (2005). International Business. Wiley India.
3. Lasserre, Philippe (2005). Global Strategic Management. Palgrave McMillan.
SM-303 Foreign Language
4 Credits
4-0-0
Language such as French, Japanese, German will be covered.

Unit 1: Basics of communication
Unit 2: Syntax and semantics related to foreign language
Unit 3: Verbal Communication
Unit 4: Written Communication
Unit 5: Simple constructs and case studies
Unit 6: Video/audio based Exercises
21
4 Electives from any one Group (A or B or C)
4 Credits Each
SEMESTER IV
SM-401 Project Management
4 Credits
4-0-0
Unit 1: Project Management Principles and Strategies, key concepts and principles in project
management to describe the roles and responsibilities of the project manager
Unit 2: Definition of project and project management, project life cycle
Unit 3: Planning the project, project planning process , project charter and project plan, work
breakdown structure (WBS) techniques,, project structuring and organization.
Unit 4: Estimating Project Costs, organize project activities, resource and time constraints, final
project schedule manually or by using automated tools.
Unit 5: Activity sequencing, precedence network diagram, critical path method, program evaluation
and review techniques, project scheduling, basics of scheduling.
Unit 6: Executing the Project, basic needs and requirement of project execution, project tracking and
control elements, factor contribute to successful project control.
Reference Books:
1. Meredith, J.R. & Mantel, S.J. (2008) Project Management: a managerial approach. 7th ed.
Indianapolis: Wiley Publishing.
2. Charvat, J., Project management methodologies: selecting, implementing and supporting
methodologies and processes for projects. 2003: John Wiley & Sons.
3. PMI, A Guide to the Project Management Body of Knowledge. 2000.
22
SM-402 Corporate Governance

Unit 1: Introduction: CSR, CSR A New Paradigm, Framework of Corporate Governance
Unit 2: Globalization and CSR, Phases and Generations of CSR
Unit 3: Theories of CSR and Need of CSR, Pyramid of CSR, Corporate Responsibilities and Ethics,
Comprehensive Case Studies
Unit 4: Models and Promotion of CSR, Emerging Trends in Corporate Governance, Comprehensive
Case Studies on the emerging trends in CSR
Unit 5: The Nature of Ethics in Management- Business Standards and Values - Value Orientation
of the Firm
Unit 6: Measuring the impact of CSR, Steps and Implementation, Collaboration Continuum, Case
Study.
Reference Books:
1. Fernando A.C; Business Ethics and Corporate Governance; Pearson Education; 10th edition
2. McGregor, Lynn, The human face of Corporate Governance, Palgrave Publishers,
2000.
3. Monks, Robert A.G., Corporate Governance, Blackwell Publishers, 2001.
4 Electives from any one Group (D or E or F)
4 Credits Each
ELECTIVES
A-KNOWLEDGE AND TECHNOLOGY MANAGEMENT
SMA-01 Management Information System
Unit 1: Introduction: MIS and information systems; Management support system and classifications.
Unit 2: Role of MIS: Strategic advantage with MIS; Systems approach to problem solving; Business
Process Reengineering (BPR); Internet worked enterprise in MIS: Internet, Intranet, Extranet;
Enterprise communication and collaboration
Unit 3: Decision support systems: MIS support for decision making; Decision support systems; Tools
of business support systems: what if analysis, sensitivity analysis, goal seek analysis, optimization
analysis, data mining for decision support
Unit 4: Developing MIS systems: System Development Cycle; System Analysis; System Design
(DFD and ER diagrams)
23
Unit 5: Applications: Cross-functional MIS; ERP; CRM; SCM; Transaction processing; Artificial
intelligent technologies in business: neural network, fuzzy logic, genetic algorithm, virtual reality;
Unit 6: Executive Information System; Expert Support Systems; Security and Ethical challenges
Reference Books:
1. Jawadekar; Management Information System: Tata-Mcgraw-Hill-publication.
2. Laudon & Laudon; Management Information System; Pearson Education.
3. Honeycutt, Knowledge Management Strategies, Prentice Hall of India, New Delhi, 2000.
SMA-02 Internet Business Models and Business Strategies

Unit 1: Introduction to E-Commerce and its impact on organization, economy, Porters framework in
the new economy,
Unit 2: Value chain, virtual value chain, Extracting value out of the value chain :(Amazon publishing
industry case)
Unit 3: Economics of information, impact on strategy ;Value proposition, business models and
revenue models on the web ;Business models, components, dynamic and appraisal
Unit 4: Value configuration and the internet; Market opportunity analysis, customer interface,
market communication
Unit 5: Strategy formulation and implementation for online firms, BMG online, ford, dell, eBay,
egghead.com, priceline.com, yahoo, MicroAge, wells, Fargo online, Charles schwb, Merryl Lynch etc.
Unit 6: Comprehensive overview and case discussion of impact of internet on various industries
Banking, Travel, Insurance, Automobiles, Health care, advertising, telecom, retail etc.
Reference Books:
1. Allan Afuah and Christopher L. Tucci, (2001) Internet Business Models and Strategies,
McGraw Hill-Irwin, 2001.
2. Manuel Castells (2002) The Internet Galaxy: Reflections on the Internet, Business, and Society
Oxford University Press; ISBN: 0199241538; (December 2002)
3. Peter S. Cohan (2000) e-Profit: High Payoff Strategies for Capturing the E-Commerce Edge,
AMACOM, NY 2000
SMA-03: IT Enabled Services Management

24
Unit 1: Service: A Conceptual Framework, Strategic Planning for Services, Services Marketing Mix,
Unit 2: Customer Behavior and Services, STP Strategies in Service Marketing, Service Delivery
Process, Information Technology and Service Management, IT Enabled Services: Strategic Framework,
Unit 3: Overview of IT Enabled Service: Call Centre, Medical Transcription, Data Processing and
Back Office Operation,
Unit 4: Web Enabled Education, Content Development and Multimedia Animation, GIS Services.
Ventures in IT Enabled Services and Business Process Outsourcing,
Unit 5: IT Enabled Services: Banking, Insurance. IT Enabled Customer Interaction Services, Call
Centre. IT Services: Enterprises Wide Integration, Networking Services, Database Management
Services, IT Consulting Services.
Unit 6: Measuring Service Quality and Satisfaction, Customer Relationship Management, Web
Enabled Services, Health Care Services, Travel and Tourism Services, Hospitality Services, Telecom
Services, Transportation Services, Infrastructure Services.
Reference Books:
1. Management Information
Education Asia
Systems,
Laudon
and
Laudon,
7th
Edition,
Pearson
2. Ralph Stiar and George Reynolds, Fundamentals of Information technology, Thomson

3. Decision Support Systems and Intelligent Systems, Turban and Aronson, Pearson
Education Asia
SMA-04 ERP Implementation

Unit 1: Introduction: ERP Concepts - Enterprise System Evolution of ERP Tangible and
Intangible Benefits Emerging Trends in ERP adoption ERP Implementation Stages case study.
Unit 2: Pre-Implementation Stage: Need Analysis Competitive Environment Analysis Gap
Analysis Cost Elements Feasibility Analysis ERP Module ERP Industries verticals ERP
Architecture ERP Software SAP Baan IFS Oracle People Soft Comparison of ERP
Software ERP Package Evaluation Criteria Package Life Cycle Request for Information
Functional Requirement Specification Request for Proposal Vendor Selection ERP Consultants
Case Studies.
Unit 3: Implementation: Business Process Reengineering Concepts Reengineering and Process
Improvement BPR Steps AS-IS and TO BE Analysis Modelling Business Process Successful
BPR Reengineering Organisational Readies Implementation Approaches.
25
Unit 4: Project Management: Project Team Steering Committee Project Manager Functional
Team IS Team Security Specialists. Project Deliverables
Unit 5: Change Management System Integration Systems Integrations Standards Middleware
Development Forward And Reverse Engineering ERP Infrastructure Planning System
Architecture.
Unit 6: Post implementation: Organisational Transformational Model of ES Success Cross
Functional. Organizational and Industrial Impacts. Measuring Business Benefits Balanced Score
Card Method ABCD Checklist Framework Capability Maturity Framework case study.
Reference Books:
1. Liaquat Hossain, Jon David Patrick and M.A. Rashid; Enterprise Resource Planning: Global
Opportunities & Challenges; Idea Group Publishing
2. Mahadeo Jaiswal and Ganesh Vanapalli, Text
Macmillan India Ltd., Chennai 2005.
Book of Enterprise Resource Planning,
3. Alexis Leon, Enterprise Resource Planning Demystified, Tata McGraw-Hill Publishing

Company Ltd., New Delhi, 2004.
SMA-05 Data Base Management

Unit 1: Introduction to Database; Organization of Database; Components of Database Management
Systems;
Unit 2: Data Models; Entity-Relationship Model; Network Data Model; Hierarchy Data Model;
Semantic Data Model; Advantages Of DBMS
Unit 3: Basic File Structure Indexed: Sequential; Hashing and File Organization; Relational Data
Model; Relational Calculus; Tuple Calculus System; Structured English Query Language; Algebraic
Operations
Unit 4: Relational Database Design: Integrity Constraints; Functional Dependencies; Normalization;
Physical Database Design;
Unit 5: Decomposition Of Relation Schemes; Query Processing And Optimization SQL Queries; SQL;
Oracle Lab; The Client / Server Database Environment
Unit 6: Object Oriented Data Models; Network and Hierarchy Models; Security; Data Warehousing;
Data and Database Administration; Distributed Databases.
Reference Books:
1. Ceri S. Pelagatti. G, Distributed Database systems Principles and Systems, Mc Graw Hill.
2. Peter Rob, Elie Semaan Databases Design, Development, & Deployment using Microsoft
Access, TATA MCGRAW HILL EDITION
3. Fred R. McFadden, Modern Database Management, Addison Wesley
26
SMA-06 Telecommunication for Business

Unit 1: Types of signals: AM; FM; PM; PCM; PDM; TDMA; FDMA; SDMA; CDMA; ASK; FSK;
PSK Features
Unit 2: Error detection and correction codes; Hamming codes; cyclic codes; Data compression.
Unit 3: LAN topologies: Workstation; Server; Cables; Types of Ethernet; Broadband and base-band;
Optical Fibers; Network Interface Card, Networks and accessories: LAN, MAN, WAN; Hub; Bridges;
Switches; Routers; Gateways Cell Relay; Frame Relay; FDDI; ISDN; B-ISDN
Unit 4: Services provided: Services; Protocols; Service Access Points; OSI Model; Broadcasting;
Multicasting; Point-to-point communication; IP Addressing Concepts: Concepts of Port; Socket; ATM;
Tunneling; Network Address Translation; Virtual Private Network
Unit 5: Network Operating systems: UNIX; Linux; Windows; Novell Netware; Communication:
Mobile communication.
Unit 6: Applications of mobile communications; Wireless communication Technologies: Wireless
technologies; Wireless LAN; WAP; XML; XML script.
Reference Books:
1. William Stallings; Business Data Communications, Fifth Edition, Prentice Hall
2. Rajneesh Agrawal & Bharat Bhushan Tiwari; Data Communication & Computer Networks;
Kindle books.
3. Comer- Computer Networks and Internets; Pearson Education, 4th edition.
SMA-07 Mobile Commerce and Security

Unit 1: Introduction: Generations of mobile computing, Spectrum allocation, Standard Bodies,
Players in the Wireless Space, three tier architecture of mobile computing, Mobile Computing through
Internet, Basic cellular system, concept of frequency reuse channels, hand-off mechanism, cell splitting
Unit 2: GSM & GPRS : GSM features and Architecture , Network Aspects in GSM ,GSM Frequency
Allocation, Mobility management, hand-off mechanisms, cell splitting, Security issues used in GSM,
GPRS features and architecture, network operations, data services in GPRS, applications and
limitations, SMS and MMS services architecture and operation details
Unit 3: Emerging Telecommunication Technologies : Introduction, bluetooth, EDGE, UMTS,
Wireless Broadband (WiMAX), Mobile IP, Java Card, WLAN, Ad-hoc Networks, Sensor Networks,
Spread Spectrum technology, CDMA, Third generation networks and applications, WAP: Model,
architecture & protocol stack.
27
Unit 4: Security Issues in Mobile Computing : Introduction, Information security, Security

techniques and Algorithms, security Protocols, Public Key Infrastructure, Trust, Security Models,
Security Frameworks for Mobile Environment
Unit 5: M-Commerce : Introduction to m-commerce :Emerging applications, different players in mcommerce, m-commerce life cycle Mobile financial services, mobile entertainment services, and
proactive service management.
Unit 6: Management of mobile commerce services : Content development and distribution to handheld devices, content caching, pricing of mobile commerce services The emerging issues in mobile
commerce : The role of emerging wireless LANs and 3G/4G wireless networks, personalized content
management, implementation challenges in m-commerce, futuristic m-commerce services.
Reference Books:
1. Dave Chaffey, E-Business and E-Commerce Management, Third Edition, 2009, Pearson
Education.
2. Brian Mennecke and Troy Strader, Mobile Commerce: Technology, Theory and Applications,
Idea Group, 2003.
3. Chan, E-Commerce fundamentals and Applications, Wiley India, New Delhi.
SMA-08 Knowledge Management and Innovation

Unit 1: Introduction: Definition, evolution, need, drivers, scope, approaches in Organizations,
strategies in organizations, components and functions, understanding knowledge.
Unit 2: Learning organization: five components of learning organization, knowledge sources, and
documentation.
Unit 3: Essentials Of Knowledge Management, knowledge creation process, knowledge management
techniques, organizational knowledge management architecture and implementation strategies, building
the knowledge corporation and implementing knowledge management in organization.
Unit 4: Knowledge management system life cycle, managing knowledge workers, knowledge audit,
and knowledge management practices in organizations, Global dimension to Knowledge management,
Environment Scanning and KM, Knowledge Mapping, India: a Knowledge Society, few case studies.
Unit 5: Innovation: Meaning, Innovation and Invention, Types and Sources of Innovation, Process of
Innovation, Technology innovation process.
Unit 6: Innovation in corporation/enterprise, innovation in research, strategies of innovation and
developing new business.
Reference Books:
28
1. Amrit Tiwana, The Knowledge Management Toolkit, Pearson Education, New Delhi, 2005.
2. Yogesh Malhotra, Knowledge Management and Business Model Innovation, Idea Group Publishing,
U.K., 2001.
3. Shlomo Maital and d V R Seshadri; INNOVATION MANAGEMENT Strategies, Concepts and
Tools for Growth and Profit ; Sage Publications.
SMA-09 Software Project and Quality management

Unit 1: Introduction: Product life Cycle, Project Life Cycle Models for software and Process Models.
Unit 2: Project Management Processes and Activities: Project Initiation, Project Planning and
Tracking, Project Closure.
Unit 3: Engineering Activities: Software requirement gathering, estimation, design and development
phase, Project management in the testing and maintenance phase.
Unit 4: Introduction to Software Quality: Software Quality Views & Standards Fundamental
measures, size, efforts defects. Software quality metrics, complexity metrics.
Unit 5: Defect Identification and removal efficiency. Function Points Benchmarking for software
quality.
Unit 6: Software Quality Assurance: Reliability models for Software quality ISO 9000 for software
quality CMM, CMMI, PCMM, PSP and COCOMO TQM for Software quality.
Reference Books:
1.
Software
Project
Tata McGraw Hill
Management
Bob
Hughes
and
Mike
Cotterell-
2.
Introduction to Software Project Management & Quality Assurance : By Ince, Dorrel, Helen
Sharp & Mark Woodman
3.
Software Engineering Ian Sommerville, Addison Wesley, 2004.
SMA-10 Business Process Reengineering

Unit 1: Introduction to BPR, Nature, significance and rationale of Business Process Reengineering,
Reengineering scenario.
Unit 2: Problems issues, scope and trends in BPR, Implementing BPR: Methodology and steps, IT
enabled reengineering.
Unit 3: Strategic aspects of BPR, BPR and Total Quality Management, The paradigm of Mass
customization, managing organizational change.
29
Unit 4: Transforming/ Reinventing the enterprise, Team building, Measurement issues in BPR,
Operational aspects of BPR, Case studies of success as well as failure.
Unit 5: People view, empowering people, reengineering management. Issues of purpose, culture,
process and performance
Unit 6: Change and Management of BPR, Process of Change, Stages in Change, Different change
agents in an organization.
Reference Books:
1. Micheal Hammer and James Chamby; Reengineering the Corporation; Paperback
2. R.Radhakrishnan and S.Balasubramanian Buisness Process Reengineering: Text Cases, PHI,
2008.
3. Vikram Sethi & William R King, Organizational transformation through business process
reengineering, Pearson education, 2006
SMA-11 E-Business and E- Commerce

Unit 1: Introduction to E-Commerce, Forces Driving E-Commerce, Impact of E-Commerce, ECommerce for Competitive Advantage, Classification of E-Commerce, Application of E-Commerce
Technology
Unit 2; Business Models, Framework of E-Commerce., Business to Business, Business to Customer,
Customer to Customer, etc.
Unit 3: LAN, WAN, Internet, Intranet, Extranet, TCP/IP, Domain names, FTP applications, WWW,
HTTP, Web Browsers, HTML, XML
Unit 4: Securing Business on Network: Security Policy, Procedures and Practices, Site Security,
Firewalls, Securing Web Service, Transaction Security, Cryptographic techniques, Public Key Trust
Infrastructure, Digital Signatures, Security protocols for Web Commerce.
Unit 5: Electronic Payment Systems: Online Electronic Payment Systems, Prepaid and Post Paid
Electronic Payment Systems, Internet Advertising, Models of Internet advertising.
Unit 6: Launching Your E business- Marketing an E-Business, Search Engines and Directories, CRM
in E-commerce, Building a Corporate Website: Practical issues on servers and Application Software,
Corporate Web Site Management issues, E-commerce legal issues and Cyber laws, E-commerce and
WTO
Reference Books:
1. Efraim Turban et al., Electronic Commerce A managerial perspective, Pearson Education
30
Asia, 2002.
2. Kalakota et al, Frontiers of Electronic Commerce, Addison Wesley, 2001.
3. Nabil Adam et al, Electronic Commerce Technical, Business and Legal Issues. Prentice Hall.
1998.
SMA-12
Sectorial Application and Emerging Issues in KTM
(as decided by the faculty)
Elective-B
SMB-01 Total Quality Management
4.0.0
Unit 1 Introduction
Definition of Quality, Dimensions of Quality, Quality Planning, Quality costs - Analysis Techniques
for Quality Costs, Basic concepts of Total Quality Management, Historical Review, Principles of TQM,
Leadership Concepts, Role of Senior Management, Quality Council, Quality Statements, Strategic
Planning,
Deming
Philosophy,
Barriers
to
TQM
Implementation.
Unit 2 TQM Principles
Customer satisfaction Customer Perception of Quality, Customer Complaints, Service Quality,
Customer Retention, Employee Involvement Motivation, Empowerment, Teams, Recognition and
Reward, Performance Appraisal, Benefits.
Unit 3 Continuous Process Improvement
Jurans Trilogy, PDSA Cycle, 5S, Kaizen, Supplier Partnership Partnering, sourcing, Supplier
Selection, Supplier Rating, Relationship Development, Performance Measures Basic Concepts,
Strategy, Performance Measure.
Unit 4 Statistical Process Control (SPC)
The seven tools of quality, Statistical Fundamentals Measures of central Tendency and Dispersion,
Population and Sample, Normal Curve, Control Charts for variables and attributes, Process capability,
Concept of six sigma, New seven Management tools.
Unit 5 TQM Tools
Benchmarking Reasons to Benchmark, Benchmarking Process, Quality Function Deployment (QFD)
House of Quality, QFD Process, Benefits, Taguchi Quality Loss Function, Total Productive
Maintenance (TPM) Concept, Improvement Needs, FMEA Stages of FMEA.
Unit 6 Quality Systems
31
Need for ISO 9000 and Other Quality Systems, ISO 9000:2000 Quality System Elements,
Implementation of Quality System, Documentation, Quality Auditing, TS 16949, ISO 14000
Concept, Requirements and Benefits.
Reference Books:
1. Oakland, John S. (2006). TQM Text with Cases. Elsevier Publications.
2. Charantimath, Poornima M. (2003). Total quality Management. Pearson Education.
3. Ho, Samuel K. (2002). TQM An Integrated approach. Kogan Page.
SMB-02 International Logistics Management

Unit 1: INTRODUCTION: International Logistics and Supply chain management: meaning and
objectives, importance in global economy , Characteristics of global supply chains,: Supply chain
relationship to business performance, -Key tasks of logistics and supply chain managers, Role of
Government in controlling international trade and its impact on Logistics and supply chain.
Unit 2: TRANSPORTATION: Strategic importance of transport in global logistics, logistical
objectives of transport, International Ocean Transportation, International Air Transportation, and
International Land Transportation: types, characteristics and salient features, intermodal transportation
in international operations, factors influencing mode and carrier selection decision. Outsourcing And
Logistics Service Providers: Intermediaries and Alliances in Global Logistics, Meaning of 3 PL and 4
PL service providers, role in Global logistics, types of services, considerations for hiring 3PL and 4 PL
service providers. Concept and need of outsourcing, determinants for outsourcing decisions, role of
outsourcing in global supply chain management.
Unit 3: CUSTOMER SERVICE: The marketing and logistics interface, customer service and
customer retention, Service driven logistics systems, customer service priorities and standards,
customer service strategy. Planning the global supply chain, Network design for global supply chain
management, Risk management in the global context, Measuring logistics cost and performance.
Benchmarking the supply chain, Performance measurement and evaluation in global supply chains.
Unit 4: GLOBAL TRADE ENVIRONMENT: a. Global trade environment: various trade blocks/FTZ
and their impact on supply chain management, Customs and Regulations, Trade Documentation,
International Contracts, Terms of Trade, Term of Payment, International Currency, INCO terms,
Logistical packaging ,containerization. Decisions in Network design-strategic importance, location of
plant, warehouse, facilities; capacity and number of warehouses: Factors influencing network design
decisions. Approaches to Inventory Management in Global Supply Chain Management; Distribution
Resource Planning; Symptoms of poor Inventory Management, Modeling in Supply chain: inventory
models, safety stock determination for service level, and lead time; forecasting models, routing
problem.
Unit 5: COORDINATION IN SUPPLY CHAIN: Importance of Coordination in Supply Chain,
Bullwhip Effect, Effect of lack of Coordination on performance, Obstacles to Coordination, Strategies
to achieve coordination, Building Strategic Partnership and Trust In Supply Chain. Role and
Importance of IT in Supply Chain Management, IT solutions for Supply Chain Management, Supply
Chain Information Technology in Practice.
32
Unit 6: PERFORMANCE MEASUREMENT AND TRENDS: Dimensions of Performance Metrics,

Approaches/tools for Performance Measurement, Measuring logistics cost and performance.
Benchmarking the supply chain, Performance measurement and evaluation in global supply chains,
Impediments to improve Performance, Trends in International supply chain management.
Reference Books:
1. Douglas Long International Logistics: Global Supply Chain Management Springer- Verlag New
York, LLC;2004
2. Philippe-Pierre Dornier, Panos Kouvelis, Michel Fender Global Operations and Logistics: Text
and Cases Wiley, John & Sons, Incorporated 1998
3. Kent N. Gourdin Global Logistics Management: A Competitive Advantage for the New
Millennium Blackwell Publishing 2006
SMB-03 Retail Management

Unit 1: Retail Management: Introduction, meaning, Characteristics, Retail industry in India, role of
retailing Trends in Retailing.
Unit 2: Emergence of organisations of retailing, Retail Location and Layout plan, careers in Retailing.
Unit 3: Retail Market segmentation: Introduction to Market segment, Criteria for effective
segmentation, Dimensions of segmentation, customer profiles.
Unit 4: Retailing Channels: Products and merchandise management, structure, nature and channel,
criteria for selection of suppliers. Channel choice, product movement, Merchandising plans, Store
management.
Unit 5: Retail Pricing: Factors and pricing, Retail pricing strategies, Retail promotion strategies, Retail
sales promotion, publicity.
Unit 6: Relationship Marketing in Retailing: Management of Relationship, Evaluation of
Relationship Marketing, Relationship, Marketing Strategies, Retail Research and Retail Audits Case
studies in Indian context only.
Reference Books:
1. Retail Management; Barry Berman And Joel Evans; Prentice Hall; 11th Edition
2. James Ogden, Denise Ogdden :- IntegratedRetail Management , Biztantra; 7th edition
3. Retailing Management, Levy And Weitz, Mcgraw Hill
33
SMB-04 Transportation Management

Unit 1: Introduction to transportation management, Transportation and supply chain economy. Models
and inter-relationship.
Unit 2: Transportation regulation and public policy, Motor carriers, Railroads, Domestic water carriers,
Unit 3: Intermodal and special carriers, recent trends and changing scenario in the transportation
management. Case studies.
Unit 4: International transportation, costing and pricing in transportation, practices adopted by the
successful companies.
Unit 5: Relationship management, Information management and technologies.
Unit 6: Shipper/Carriers network strategies, Security and Culture.
Reference Books:
1. John J. Coyle, Edward J. Bardi, Robert A. Novack; Transportation; 6th Edition
2. Pierre A. David; International Logistics : The management of International Trade Operations
3. Kent N. Gourdin Global Logistics Management: A Competitive Advantage for the New
Millennium Blackwell Publishing 2006
SMB -05 Service Operations Management.

Unit 1: Introduction to Services Management: Service economy evolution and growth of service
sector nature and scope of services characteristics classification service market potential
expanded marketing mix for services service quality introduction to gaps model and SERVQUAL
dimensions.
Unit 2: Focus on Customers: Assessing service marketing opportunities customer expectations and
perceptions of services customer behaviour specific to usage of services.
Unit 3: Markets segmentation market targeting and selection.
Unit 4: Service Design: Levels of service product Service life cycle new service development
service blueprinting physical evidence and service scape competitive differentiation of services
service positioning strategies developing positioning maps pricing of services methods and
specific issues.
Unit 5: Service Delivery: People in services service process- distributing service direct distribution,
channel function, channels selection, impact of information technology designing communications
34
mix for promoting services building service customer relationships and service recovery role of
internal marketing in service delivery.
Unit 6: Marketing Strategies for different services: Formulating service marketing strategies for
health, hospitality, tourism, logistics, financial, information technology, educational, entertainment and
public utility services.
Reference Books:
1. Robert Johnston, Graham Clark; Service Operations Management; Pearson Education; 3rd
Edition
2. James Fitzsimmons, Mona Fitzsimmons; Service Management: Operations, Strategy,
Information Technology; 6th edition
3. Richard B. Chase; Operations Management for Competitive Advantage; 6th edition
SMB-06 SCM and Customer Relationship Management

SMB-07 Business Process Reengineering

Same as SMA-10
SMB-08 IT in Supply Chain Management

Unit 1: Introduction: Global Supply Chain Strategy, impact of globalization on supply chain
management.
Unit 2: Logistics and Inventory management: Managing Product Mix for Short Life Products and
Forecasting Error Measurement
Unit 3: Supplier Coordination, Supply Contracts and Options
Unit 4: Inventory Modeling for Replenishment Systems
Unit 5: Supply Chain Simulation, application of frameworks and mathematical modeling tools to
supply chain management problems.
Unit 6: Supply Chain Sourcing and Channel Strategy, Supply Chain Integration - Application of
RFID. IT Adoption and Maintenance in SC, Explore leading-edge use of information technology in
supply chain integration, impact of the Internet on distribution and back-end supply chain processes.
Reference Books:
35
of
Business
Logistics
1.
Coyle, Bardi, Longley, The management

supply Chain Perspective, Thomson Press, 2006.
2.
D onald J Bowersox, Dand J Closs, M Bixby Coluper, Supply Chain Logistics Management,
TMH, Second Edition, 2008.
3.
Wisner, Keong Leong and Keah-Choon Tan, Principles of Supply Chain Management A
Balanced Approach, Thomson Press, 2005.
SMB-09 Sectorial Application of SCM

SMB-10 Emerging Issues in SCM

C-INFORMATION TECHNOLOGY MANAGEMENT

SMC 01: Strategic Telecommunications Management
Unit 1: Telecom Technology Systems Evolution: Recent Developments in Telecom Industry,
Regulation & Liberalization policy. Techno-managerial aspects of telecommunication, role of the
telecommunication managers in a dynamic environment.
Unit 2: Economic perspectives of Telecom Systems: Role of telecommunications in socio-economic
development; new technologies and services for international telecommunications; business application
of global networks. Regional prospectus on development of Telecom.
Unit 3: Business perspectives of Telecom Management: The business of telecommunication;
telecommunication as a facilitating infrastructure for economic development of the country, technical
survey of the ways and means that voice, data and video traffic are moved long distances, data network,
the telephone system.Telecom marketing.
Unit 4: Building brand equity for competitive advantage, Customer care, total service quality
management, preparing for the new millennium managing change and people development.
Unit 5: Policy perspectives issues: Issues of the monopolization and deregulation of telecom, national
telecom policy, various institutions/ organizations like telecom regulatory authority etc; conveyance.
Telecom service costing, economic evaluation of telecom projects, telecom project financing.
Unit 6: Current and Emerging perspectives Issues in Telecom Management: Current emerging
issues and implications for the industry, Indian markets, policy issues, capacity building, problems,
challenges of growth.
36
Reference Books:
1. Nolan Vincent Jones; Telecommunications Management; Virtualbookworm
2. Richard A. Gershon; Telecommunications and Business Strategy; Routledge; 2 edition
3. James K Shaw ; Strategic
Telecommunications Library
Management
in
Telecommunications;
Artech
House
SMC-02 Data Warehousing and Data Base Management

Unit 1: Concept of Data warehouse, Uses of Data warehouse, Justifying a Data warehouse, Contents
of Data warehouse, Data Warehouse design approaches, Relational Data Warehouse, Multi
Dimensional Database structures, ETL: Data extraction, Transformation, Cleansing, Loading, Data
Mart, Data Warehouse Information flows, Metadata.
Unit 2: Analyzing the contents of a data warehouse: Online analytical processing (OLAP).
Unit 3: Hardware and Software Tools, Concepts of Data Mining,Using Data warehouse for: Business
Intelligence and CRM. Introduction to Database; Organization of Database; Components of Database
Management Systems; Data Models; Entity-Relationship Model; Network Data Model; Hierarchy Data
Model; Semantic Data Model; Advantages Of DBMS
Unit 4: Basic File Structure Indexed: Sequential; Hashing and File Organization; Relational Data
Model; Relational Calculus; Tuple Calculus System; Structured English Query Language; Algebraic
Operations
Unit 5: Relational Database Design: Integrity Constraints; Functional Dependencies; Normalization;
Physical Database Design; Decomposition Of Relation Schemes; Query Processing And Optimization
SQL Queries; SQL; The Client / Server Database Environment
Unit 6: Object Oriented Data Models; Network and Hierarchy Models; Security; Data Warehousing;
Data and Database Administration; Distributed Databases.
Reference Books:
1. Beynon-Davies P- Database Systems; Palgrave, 2003
2. Hoffer- Modern Database Management; Pearson Education, 6 th edition
3. Majumdar and Bhattacharya- Database Management System; Tata McGraw-Hill.
SMC03- Business Systems Analysis and Design

Unit 1: Information System Building Blocks, System Analysis: Fact finding Techniques for
Requirement Analysis
37
Unit 2: Modeling System Requirements with Use Cases, Data Modeling and analysis, Managing
Requirement Changes
Unit 3: Process Modeling, Re-engineering Business Processes, Object-Oriented Analysis and Modeling
Unit 4: Application Architecture and Modeling, Database Design, user interface design and prototyping
Unit 5: Issues in Planning and Implementation of IT based Systems
Unit 6: Implementing and Maintaining System.
Reference Books:
1. Jeffrey Whitten & Lonnie D Bentley ; Systems Analysis and Design Methods; Tata Mcgraw
Hill
2. Sommerville ; Software Engineering; Pearson Education
3. Roger S. Pressman; Software Engineering; McGrawHill
SMC-04 Knowledge Management and Innovation

Same as SMA-08
SMC-05 Software Project and Quality Management

Same as SMA-09
SMC-06 Mobile commerce and security

Same as SMA-07
SMC-07 BPR and ERP Implementation

Unit 1: Introduction to BPR, Nature, significance and rationale of Business Process Reengineering,
Reengineering scenario.
Unit 2: Problems issues, scope and trends in BPR, Implementing BPR: Methodology and steps, IT
enabled reengineering.
Unit 3: Introduction: ERP Concepts - Enterprise System, Evolution of ERP, Tangible and Intangible
Benefits, Emerging Trends in ERP adoption, ERP Implementation Stages, case study.
Unit 4: Pre-Implementation Stage: Need Analysis, Competitive Environment Analysis, Gap Analysis,
38
Cost Elements, Feasibility Analysis, ERP Module, ERP Software, SAP, Baan, Oracle, People Soft
Comparison of ERP Softwares, ERP Package Evaluation Criteria, Package Life Cycle, case Studies.
Unit 5: Project Management: Project Team and Change Management.
Unit 6: Post implementation: Post implementation Success, Cross Functional. Organizational and
Industrial Impacts. Measuring Business Benefits, case study.
Reference Books:
1. Liaquat Hossain, Jon David Patrick and M.A. Rashid; Enterprise Resource Planning: Global
Opportunities & Challenges; Idea Group Publishing
2. Alexis Leon, Enterprise Resource Planning Demystified, Tata McGraw-Hill Publishing
Company Ltd., New Delhi, 2004.
3. R.Radhakrishnan and S.Balasubramanian Buisness Process Reengineering: Text Cases, PHI,
2008.
SMC-08 e-Governance
SMC-09 Telecommunications for Business

Same as SMA-06
SMC-10 Business process reengineering

Same as SMA-10
SMC-11 Sectorial Application of ITM

SMB-12 Emerging Issues in ITM

ELECTIVE D MARKETING MANAGEMENT

39
SMD-01 International marketing management

Unit 1: International Marketing: Meaning, Nature and Importance; International Marketing
Orientation: E.P.R.G. Approach: An overview of the International Marketing Management Process;
International Marketing Environment.
Unit 2: International Market Segmentation and Positioning; Screening and Selection of Markets;
International Market Entry Strategies: Exporting, licensing, Contract Manufacturing, Joint Venture M
& A, Setting-up of Wholly Owned Subsidiaries Aboard, Strategic Alliances.
Unit 3: International Product and Pricing Strategies: Product Designing: Product Standardization
Vs. Adaptation; Managing Product Line, International Trade Product Life Cycle, New Product
Development; Pricing for International Markets: Factors Affecting International Price Determination;
Price Quotations and Terms of Sale.
Unit 4: Managing International Distribution and Promotion: Distribution Channel Strategy
International Distribution Channels, their Roles and Functions; Selection and Management of Overseas
Agents; International Distribution Logistics; Planning for Trade Fairs and Exhibitions.
Unit 5: International Promotion Mix Advertising and other Modes of Communication.
Unit 6: Emerging Trends in International Marketing: Regionalism v/s Multilaterism; Trade Blocks;
Important Grouping in the World; Legal Dimensions in International Marketing (Role of WTO);
Marketing Research for Identifying Opportunities in International Markets.
Reference Books:
1. Bhattacharya, B., Export Marketing Strategies for Success, Global Business Press, New Delhi,
1991.
2. Cateora, Phillip R. and John L. Grahm, International Marketing, 10th ed., Irwin McGraw Hill,
Boston, 1999.
3. Fair-weather, John International Marketing, Prentice Hall of India Private Ltd., New Delhi.(16)
SMD-02 Retail and distribution and Management

Unit 1: Definition, importance and scope of Retailing: Evolution of Retail Competition,- The Wheel
of Retailing, the Accordion.
Unit 2: The Retail Life Cycle; Emerging Trends in Retailing; The Retail Scenario in India; Retail
Formats.
Unit 3: Information Gathering in Retailing; Retail Strategic Planning and Operation Management;
Retail Financial Strategy; Target Market Selection and Retail.
Unit 4: Location; Store Design and Layout; Visual Merchandising and Displays.
40
Unit 5: Merchandise Planning, Buying and Handling; Merchandise Pricing; Retail Communication
Mix; Promotional Strategy; Retail Human Resources Management; Customer Service, The GAPs
Model, Customer Relationship Management.
Unit 6: Retail Management Information Systems; Retail Audits; Online Retailing; Global Retailing;
Legal and Ethical Issues in Retailing
Reference Books:
1. Berman B. Evans J. R. (2004), Retail Management, 9th Edition, Pearson Education.
2. Dunne P.M, Lusch R.F. and David A. (2002), Retailing, 4th ed., South-Western, Thomson
Learning Inc.
3. David Mulcahy; Warehouse Distribution and Operations Handbook; McGraw-Hill Handbooks
SMD-03 Marketing of Services

Unit 1: Introduction to Services Marketing: Growing Importance of Services Sector; Meaning and
Nature of Services; Classification of Services and Marketing Implications; Services Marketing Process.
Unit 2: Understanding Customers buying Considerations and Behaviour; Customer Expectations
and Perceptions; Defining and Measuring Service Quality (Servequal and Servepref).
Unit 3: GAPs Model; Defining and Measuring Customer Satisfaction, Service Recovery.
Unit 4: Services Marketing Mix: Services Design and Development; Service Blueprinting; Service
Process; Physical Evidence and Servicescape; Pricing of services.
Unit 5: Services Distribution Management; Managing the Integrated Services Communication Mix;
Managing Service Personnel; Employee and Customer Role in Service Delivery.
Unit 6: Marketing Applications in Select Service Industries: Hospitality Services, Tourism Services,
Banking Services; Health and Insurance Services.
Reference Books:
1. Christopher, H. Lovelock, Services Marketing, Prentice Hall International, New Jeresy, 2006.
2. Payne, Adrian, The Essence, of Services Marketing, Prentice Hall of India Ltd., 2008.
3. Zeithmal, V.A. and Bitner, M.J., Services Marketing, McGraw Hill Co. Ltd., 2009.
41
SMD-04 Advertising and Brand Management

Unit 1: Introduction to Advertisement: Concept and definition of advertisement Social, Economic
and Legal Implications of Advertisement setting advertisement objective Ad. Agencies selection
and remuneration advertisement campaign.
Unit 2: Advertisement Media: Media plan type and choice criteria reach and frequency of
advertisements- cost of advertisements related to sales media strategy and scheduling.
Unit 3: Design and Execution of Advertisement: Message development different types of
advertisement layout design appeal copy structure advertisement production print Radio.
T.V. and web advertisement Media Research testing validity and reliability of ads measuring
impact of advertisements.
Unit 4: Brand-concept: Nature and Importance of Brand; Brand vs. Generics, Brand Life Cycle, Brand
Name and Brand Management;
Unit 5: Brand Identity: Conceiving, Planning and Executing (Aaker Model), Brand Loyalty, Measures
of Loyalty; Brand Equity: Concepts and Measures of Brand Equity-Cost, Price and Consumer Based
Methods; Sustaining Brand Equity; Brand Personality: Definition of Brand Personality, Measures of
Personality, Formulation of Brand Personality; Brand Image Vs Brand Personality.
42
Unit 6: Brand Positioning: Concepts and Definitions, Repositioning, Celebrity Endorsement, Brand
Extension; Differential Advantage: Strategies for Competitive Advantage, Brand Pyramid; Branding in
different sectors; Role of Information in Brand Management; Role of e- communities in Brand
Management.
Reference Books:
1. Akaker, David A., Batra, Rajeev and Myers, John G., Advertising Management, Prentice Hall,
New Jersey, 1996.
2. Hard, Norman, The Practice of Advertising, Butter worth Heinemann, Oxford, 2005.
3. Arnold, David, The Handbook of Brand Management, Random Century House, London 2002.
SMD-05 Rural and Social Marketing

Unit 1: Rural Marketing Introduction: Definition; Myths and Reality of Rural Markets;
Characteristics of Rural People; Rural market Environment; Rural Infrastructure; Problems of Rural
Marketing as regards Product Positioning; Distributions; Language; Media; Transport etc. Challenges
for Rural Marketing
Unit 2: Rural Marketing Strategies: Rural Market Segmentation; Product Strategies; Pricing
Strategies; Promotion Strategies; Distributor Strategies.
Unit 3: Rural Marketing Research; Role of IT in Rural Marketing (e-Chaupals etc.) with few case
studies; Marketing of Rural and Cottage Industry Products. Future of Rural Marketing in India.
Unit 4: Foundation of Social Marketing: Definition; Nature and Scope; Social Marketing Challenges;
Conceptual Framework of Social Marketing; Need for Social Marketing.
Unit 5: Social Marketing Strategies and Applications: Social Markets Segmentation; Product
Strategies; Marketing Mix; Pricing Strategies.
Unit 6: Promoter Strategies: Role of Govt. and NGOs in Social Marketing; Social Marketing; Applied
in Family Planning; Medicare; Small Savings; AIDS Prevention
43
Reference Books:
1. Krishnamacharyulu And Lalitha Ramakrishnan; Rural Marketing; Pearson Education India
2. Kashyap, Pradeep And Raut, Siddartha; Rural Marketing; Biztantra
3. Ruchika Ramakrishnan; Rural Marketing; New Century
SMD-06 Promotion Management and Business to Business Marketing

Unit 1: Introductions / Overview: What is B2B, Character of B2B, Character of B2B.
Unit 2: B2B Purchase Function: Org. Buyer Behavior, Market Opportunities in B2B, Marketing
Strategy in B2B, Marketing Strategy in B2B, Weaving Marketing into the Fabric of the firm.
Unit 3: Managing B2B Products: Pricing & Negotiations, Channels, Communicating with Customers
(IMC). Advertising, Trade, and PR,One-to-One Media, Sales and Sales Management, Project
Presentation
Unit 4: Introduction to Sales Promotion: Scope and role of sale promotion definition objective
sales promotion sales promotion techniques trade oriented and consumer oriented.
Unit 5: Sales Promotion Campaign: Sales promotion Requirement identification designing of
sales promotion campaign involvement of salesmen and dealers.
Unit 6: Out sourcing sales promotion national and international promotion strategies Integrated
promotion Coordination within the various promotion techniques online sales promotions.
Reference Books:
1. Jeffrey Heilbrunn; Marketing Encyclopedia: Issues and Trends Shaping the Future; merican
Marketing Association
2. David Ford; Understanding Business Marketing and Purchasing; Cengage Learning Business
Press; 3 edition
3. John Coe; The Fundamentals of Business-to-Business Sales & Marketing; McGraw-Hill; 1
edition
SMD-07 Consumer Behavior

Unit 1: Introduction to consumer behavior Definition of consumer behavior, applications of
consumer behaviour -Consumer behavior and marketing strategy, Consumer research-Primary and
secondary methods-tools used-survey, focus groups, personal interviews, projective techniques,
Consumer segmentation-bases of segmentation-demographic, behavioural benefit; Consumer modelingEconomic model-psychoanalytical model sociological model.
44
Unit 2: Influence of social class -Definition and meaning of social stratification-factors responsible for
social stratification-characteristic features of social classes- social influence on consumer behavior.
Group Dynamics and consumer reference groups- definition and meaning of group reasons for
formation of group- types of groups relevant to consumer behaviour information
Unit 3: Individual determinants-Perception-factors in perception- meaning of perception- perceptual
process-factors responsible for perceptual distortion, Learning- Webers law-Classical conditioningoperant conditioning-marketing implications- Components of learning process, Personality and
emotion, Personality meaning and nature characteristics of personality- stages in the development of
personality- personality influences and consumer behaviour
Unit 4: Motivation needs - goals- dynamic characteristics of motivation consumer imagery and
perceived risk, hard core behavioural perspective-social learning perspective-cognitive approachbiological approach-rational expectations psychoanalytical perspective-Maslows hierarchy of needsProperties of motivation- Three main types of conflicts- Attitudes-definition beliefs- affect- behavioural
intention-attitude changing strategies.
Unit 5: Self concept, situational influences and lifestyle-overview, Consumer decision making process,
Unit 6: Consumption and post purchase behaviour: Consumer satisfaction concept, cognitive
dissonance, consumer delight, Consumer Value, Consumer Value Delivery Strategies, Competitive
advantage through customer value Information Customer value determination process - Measuring
customer satisfaction.
Reference Books:
1. Schiffman L.G. and Kanuk L.L., Consumer Behaviour, 9th Edition, Prentice Hall of India, New
Delhi.
2. Seth, J. N. & Mittal, B. (2nd ed., 2003). Customer Behaviour-A Managerial Perspective.
Thomson South-Western.
3. Hawkins, D. I. & Roger, J. B. and Kenneth, A.C. (2001). Consumer Behaviour-Building
Marketing Strategy. Irwin McGraw-Hill, New York.
SMD-08 Customer Relationship Management

Unit 1: Introduction: Definition of CRM, CRM as a business strategy, elements of CRM, CRM
processes and systems.
Unit 2: Strategy and Organization of CRM: History of CRM, Dynamics of Customer Supplier
Relationships, Nature and context of CRM strategy, The relationship oriented organization.
Unit 3: Marketing Aspects of CRM: Customer knowledge, privacy issues, communications and
multi- channels in CRM, the individualized customer proposition, Relationship policy.
45
Unit 4: Analytical CRM: Relationship data management, Data analysis and data mining,
Segmentation and selection, Retention and crosssell analysis, Effects of marketing activities, Reporting
results. Operational CRM: Call centre management, Internet and website, Direct mail.
Unit 5: Collaborative CRM/CRM Subsystems: Contact Management, Campaign Management, Sales
Force Automation. Choosing CRM Tools / Software Package: Shortlisting prospective CRM vendors,
setting evaluation criteria for the appropriate CRM package, selection CRM implementation.
Unit 6: CRM systems and Implementation: CRM systems, Implementation of CRM systems, Ethical
Issues in CRM
Reference Books:
1. Barnes, James G., Secrets of Customer Relationship Management, McGraw Hill, New York,
2001.
2.. McKenna, Regis, Relationship Marketing: Successful Strategies for the Age of the Customers,
Addison Wesley Publishing Company, 2008.
3. Stone, Merlin and Wood rock, Neil, Relationship Marketing, kogan Page, London, 2006.
Group E: Financial Management

SME -01 Security analysis and portfolio management
Unit 1 Introduction
Concepts of investment- Financial and non-financial forms of investment Objectives of financial
investment, investment methods Security and non-security forms of investment Sources of
investment information- Investment Instruments.
Unit 2 Financial markets:
primary and secondary markets major players and instruments in secondary market - Functioning of
stock exchanges, trading and settlement procedures at NSE & BSE.. Stock markets guidelines on
primary & secondary markets. ). Behaviour of stock market prices, implications of efficiency market
hypothesis for security analysis and portfolio management.
Unit 3 Valuation of securities:
bond and fixed income instruments valuation bond pricing theorems, duration of bond and
immunisation of interest risk, term structure of interest rate, determination of yield curves, valuation of
equity and preference shares (Dividend capitalisation & CAPM)
Unit 4 Risk :
Analysis of risk & return, concept of total risk, factors contributing to total risk, systematic and
unsystematic risk, default risk, interest rate risk, market risk, management risk, purchasing power risk.
Risk & risk aversion. Capital allocation between risky & risk free assets-Utility analysis,
46
Unit 5 Fundamental & Technical Analysis of equity stock.

Concept of intrinsic value. Objectives and beliefs of fundamental analysts. Economy-IndustryCompany framework, Economic analysis and forecasting. Theory of Technical analysis, points and
figures chart, bar chart, contrary opinions theory, confidence index RSA, RSI, Moving average
analysis, Japanese Candlesticks.
Unit 6 Modern portfolio theory :
Asset allocation decision. Dominant & Efficient portfolio simple diversification, Markowitz
diversification model, selecting an optimal portfolio Sharpe single index model. Determination of
corner portfolio. Process of portfolio management International Diversification. Portfolio
performance evaluation: Sharp & Treynor & Jensens measure. Portfolio revision Active and passive
strategies & formula plans in portfolio revision. Mutual funds- types, performance evaluation of mutual
funds, functions of Asset Management Companies.
Reference Books:
1
Investment
Analysis
and
TMH - 2nd Edition, 2005
Portfolio
management
Prasanna
Chandra
2 Investments Zvi Bodie, & Mohanty TMH 6th Edition, 2005.

3. Security Analysis & Portfolio Management, S.Bhat, Excel Books.
.
SME-02 Mergers, Acquisitions & Corporate restructuring

Unit 1 Mergers An Introduction:
In the nature of acquisitions and amalgamations. types of merger motives behind mergers theories
of mergers operating, financial and managerial synergy of mergers value creation in horizontal,
vertical and conglomerate mergers internal and external change forces contributing to M & A
activities A strategic perspective- industry life cycle and product life cycle analysis in M&A decision,
strategic approaches to M&A- SWOT analysis, BCG matrix, Porters Five forces model
Unit 2 Legal Framework
Legal and regulatory frame work of M
1956, Indian Income Tax act 1961
Competition Act.
& A provisions of companys

SEBI take over code, Provisions
act
of
Unit 3 Corporate restructuring:

Different methods of restructuring joint ventures sell off and spin off divestitures equity carve
out leveraged buy outs (LBO) management buy outs master limited partnerships employee stock
ownership plans (ESOP)
Unit 4 Merger Process:
47
Dynamics of M&A process- identification of targets negotiation closing the deal. Five-stage model
due diligence (detailed discussion).Process of merger integration organizational and human aspects
managerial challenges of M & A
Unit 5 Valuation:
Valuation approaches discounted cash flow valuation relative valuation valuing operating and
financial synergy valuing corporate control valuing of LBO Methods of financing mergers cash
offer, share exchange ratio mergers as a capital budgeting decision
Unit 6 Accounting and taxation for amalgamation:
Pooling of interest method, purchase method procedure laid down under Indian companies act of
1956 Takeovers, types, hostile takeover approaches, Takeover defenses financial defensive measures
Coercive offers and defense anti-takeover amendments poison pill defense Legal and regulatory
frame work of M & A .
Reference Books:
1. Mergers
acquisitions
Excel books, 1/e 2007
and
Ashwath
Damodaran
John Wiley & Sons
Company
module-8
Law
&
Practice
Business
Corporate
valuation
Ravindhar
Finance-Theory
And
Taxmann
Recommended
Vadapalli
Practice
book
for
SME-03 Corporate Business taxation and Planning

Unit 1 Introduction:
Definitions, Residential status, Heads of Income, Computation of Taxable Income.
Unit 2Taxation of Companies:
Special Provisions in Computation of Profits from Business, Deductions from Gross Total Income,
Amalgamations of Companies and fiscal Incentives, Minimum Alternate Tax on Companies, Special
Provisions relating to Tax on Distributed Profits of Domestic Companies.
Unit 3 Tax Planning:
Concepts relating to Tax Avoidance and Tax Evasion, Tax Planning with reference to: Location of
Undertaking, Type of Activity, Ownership Pattern, Dividend Policy, Issue of Bonus Shares, Inter
Corporate Dividends and Transfers, Tax Planning relating to: Amalgamations and Mergers of
Companies. Tax considerations in respect of specific managerial decisions like Make or Buy, Own or
Lease, Close or Continue, Sale in Domestic Markets or Exports, Capital Budgeting Decisions,
Managerial Remuneration, Foreign Collaboration and Joint Ventures.
48
Unit 4 Tax Management: Filing of Returns and Assessments, Penalties and Prosecutions, Appeals and
Revisions, Advance Tax, TDS, Advance Rulings, Avoidance of Double Taxation Agreements.
Unit 5 Indian Laws and Regulations Governing International Transactions:
FEMA; Taxation of foreign income; Foreign investments; Setting up offices and branches abroad;
Restrictions on trade in endangered species and other commodities.
Unit 6 Legal Framework of International Business:
Nature and complexities; Code and common laws and their implications to business
Reference Books:
1. Ahuja, G. K. & Gupta, Ravi, Systematic Approach to Income Tax. Allahabad, Bharat Law
House.
2. Bhagwati Prasad, Direct Taxes Law & Practice, Wishwa Prakashan.
3. Kanga, J. B. and Palkhivala, N. A., Income Tax, Bombay, N. M. Tripathi.
SME-04 International Financial Management

UNIT 1 Introduction
International
financial
EnvironmentThe
Importance,
rewards
&
risk
of
international
financeGoals
of
MNCInternational
Business
methods
Exposure
to
international
riskInternational
Monetary
systemMultilateral
financial institution-Government influence on exchange rate.
UNIT 2 International flow of funds
Balance
of
payments(determination
account,
capital
account
&
ORA)-International
Capital
Flows-Agencies
that
facilitate
International
disequilibrium & adjustment of Balance of payment & Trade deficits.
of
Trade
flows
current
flows-International
Equilibrium,
UNIT 3 International Financial Markets

Foreign exchange markets-foreignexchange trading-Cash & Spot exchange markets-foreign exchange
rates &quotation- forward markets-Exchange rate Behavior-Cross Rates-Foreignexchange market
participants-arbitrage
profit
in
foreign
exchange
markets,
Swift Mechanism.
UNIT 4 Forecasting foreign Exchange rate
Measuring exchange rate movements-Exchange rate equilibrium Factors effecting foreign exchange
rate forecasting exchange rates- international parity relationship: interest rate parity, purchasing power
parity & fisher effects.
UNIT 5 Foreign Exchange exposure
49
Management of Transaction exposure-Management of Translation exposure- Management of

Economic exposure-Management of political Exposure- Management of Interest rate exposure.
UNIT 6 Foreign exchange risk Management
Hedging against foreign exchange exposure Forward market- Futures Market- options MarketCurrency Swaps-Interest rate Swap- Cross currency Swaps-Hedging through currency of invoicingHedging
through
mixed
currency
invoicing
Hedging
through
selection of supplying country. Country risk analysis, International Capital Budgeting: Concept,
Problems associated, Evaluation of a project, Factors affecting, Risk Evaluation, Impact on Value.Long
term Asset & Liability management:-Foreign Direct investment Foreign portfolio investmentInternational Financial instruments International Bond & Equity market.short term Asst & liability
management:-Working Capital Policy-Cash management Receivable Management- Inventory
Management- Short term, Financing decision international Banking and money market.
Reference Books :
1. Eun
&
Resnick
McGraw Hill), 4/e
2. Jeff
2004
Madura
3. P.G.
4/e
Apte-International
International
Finance
Finance
Management
International
Finance
Management-
Management
---(Thomson),
Tata
McGraw
---(Tata
7/e,
Hill),
SME-05 Investment Banking

Unit 1 Essentials of the Equity/Stock Market:
The new issue market/Initial Public Offerings (IPOs) -Publicly Traded Markets: Factors affecting the
secondary trading market, stock exchanges, market indices, liquidity and volatility issues -Corporate
effects on stock pricing, price/earnings ratios, book value, valuation based on expectations vs historical
reporting -External and international economic effects on stock market values, liquidity and volatility Fundamentals of stock market technical analysis -Private Equity/Venture Capital and Direct
Investment.
Unit 2 Essentials of the Fixed Income/Bond Market
Differences between stocks/equity and bonds/credit markets -Fundamentals and mathematics of the
credit, fixed income/bond market -Corporate credit and economic impacts on bond markets, interest
rates, yields and credit pricing spreads, Investment Grade vs Non Investment Grade (High Yield/Junk
Bonds) -Fundamentals of the workings of the credit markets -Convertible Bonds and Asset Backed
Securities -Trading, Positioning, Underwriting and Distribution -Rating Agencies.
Unit 3 Management of Public Offers and Private Placements
Initial
Public
Public
Offers.
Offers of Debt
Rights
Securities
Issues
Overseas
and
Capital
Secondary
Public
Market Issues. Exit
Offers
Offers
50
Unit 4 Corporate Advisory Services

Business
Financial
Advisory
Restructuring
Services,Project
Advisory,
Mergers
and
Advisory
Acquisitions
Services
Advisory
Unit 5 Essentials and interrelationship between and among Issuers/Borrowers,

Intermediaries/Underwriters and Investors for the equity and bond markets-Individual investors Institutional Investors, banks, mutual funds, investment managers, pension funds, insurance companies,
and hedge funds -Devising and analyzing an investment strategy.
Unit 6 Legal/Regulatory Compliance,
Risk Management and Back Office -Ethics, insider trading, corporate governance, fiduciary
responsibilities -Compliance and Regulatory Environment -Credit, Market, Operations/Processing Risk
Management -Documentation, Transaction Processing, Financial Control and Reporting .
Reference Books:
1. Subramanyam, Pratap, Investment banking Tata McGraw-Hill 1st ed.
2. The Business of Investment Banks by Michel Fleuriet
SME-06 Futures, Options and Risk Management

Unit 1 Fundamentals of derivatives: Basics of hedging credit, currency and interest rate risks Difference between hedging and speculation -Devising and analyzing a borrowing and hedging
strategy -Hedge Funds vs Fund Managers/Mutual Funds
Unit 2 Forwards and Futures; Option fundamentals: calls, puts, and underlying; Hedging with
Futures, Option Positions and Strategies; Binomial and Black-Scholes Option Valuation. Introduction
to Interest Rate Derivatives; Credit Risk; Credit Derivatives
Unit 3 Interest rate marketsType
of
rates,
Zero
rates,
Bond
pricing,
Determining
Zero
rates,
Farward
rules,
Farward
rate
agreements
(FRA),
Treasury
bond
&
Treasury
note
futures,
Interest
rate
derivatives
(Black
model).
Unit 4 Risk management: objective of Risk management, Identifying types of risk, management of
translation, transaction and economic exposure. Quantifying risk and Hedging techniques
Unit 5 Credit risk-
51
Bond
prices
and
the
probability
of
default,
Historical
default
experience,
Reducing
exposure
to
Credit
risk,
Credit
default
swaps,
Total
return swaps, Credit spread options, Collateralized debt obligation.
Unit 6 Value at Risk (VAR)-Measure,
Historical simulation, Model building approach, linear approach, Quadratic model, Monte Carlo
simulation, stress testing and back testing.
Reference Books:
1. Futures,
Options
and
Swaps
Robert
W
Kolb
Blackwell
Publishing.
2. Introduction
to
Derivatives
and
Risk
Management
Chance
Thomson Learning, 6/e, 2004

3. Options
Futures
&
Other
DerivativesJohn
C.Hull
(Pearson
Education), 6/e
SME-07 International Accounting Practices

Unit 1 Introduction Causes of international differences some major differences in financial
reporting, International classification of financial reporting international harmonization of accounting
the requirements of international accounting standards.
Unit 2 Financial reporting in USA, UK, Australia and France, Financial reporting in Germany,
Netherlands, Japan and Third world, countries with special emphasis on legal issues, accounting
standards and, consolidation of accounts.
Unit 3 Issues in International accounting Consolidation foreign currency translation segmental
reporting foreign exchange risk management.
Unit 4 Harmonization in Financial reporting ,Standardization and Harmonization , role of
international accounting bodies (IASC) in harmonization.
Unit 5 Multinational Transfer Pricing Objectives of transfer pricing selecting a transfer price
internal revenue code and transfer pricing.
Unit 6 Ethical issues in international accounting Incidence and implications of window dressing
(cases)
Reference Books:
1. Frederick D S Choi International Finance & Accounting Hand book John Wiley
2. James A Schweikart International Accounting: A Case Approach McGraw Hill
3. Kwabena Anyane-Ntow International Handbook of Accounting Education and Certification
Pergamon Publishers
52
SME-08 Project Appraisal and Finance

Unit 1 An Overview of Project Finance: Introduction to project finance and overview of the project
finance market, project life cycle and its impact on the feasibility, A study of World Bank Project
Reports Project Initiation and Resource Allocation: The Importance of a Proper Allocation of
Resources, Process of Resource Allocation at the Corporate Level, Process of Resource Allocation at
the Business Unit Level, Generation of Project Ideas and Creativity.
Unit 2 Market And Demand Analysis: Identification of the Target market, choice of the Market
Strategy, Projection of Demand using Primary Data and Secondary Data, Projection of Demand using
Qualitative Models.
Unit 3Technical Analysis: Selection of Appropriate Technology, Acquisition of Technology, Process
of Procurement of Materials, Choice of a Good Location for the Project, Design of the Layout of the
Facilities at the Project Site.
Unit 4Financial projections: The Cost of the Project, The Means of Finance, Estimation of Working
Capital, Profitability Estimations, Balance Sheet Projections, Projections of Sources and Uses of Funds.
Unit 5 Environmental Appraisal of Projects: Meaning of Environment and Pollution, Pollution
Created by Different Industries, Methods of Preventing Pollution, Environmental Regulations in India,
Environmental Impact Assessment for Projects. Social Cost Benefit Analysis: The Rationale for SCBA,
Different Approaches to SCBA
Unit 6 Valuing Projects: Appraising a Project by Discounting and Non-Discounting Criteria,
Appraising Projects with Special Features, FCF Approach, ERR Approach, Real Options Issues in
valuing long term projects, Managing Project Risks: How risk management creates value in project
finance.
Reference Books:
1. Prasanna Chandra Project Planning: Analysis, Selection, Implementation and Review TMH,
5/e
2. Narendra Singh Project Management and Control HPH , 2003
3.Nicholas
Project
Management
Principles and Practice Pearson / PHI
for
Business
and
Technology:
SME-09 Commodity and Price risk Management

Unit 1 Commodity Spot Market:
Importance and need Types of Commodity market Structure Categories of Commodity Markets
Agricultural Commodity Market: Overview Grain Market Soft Commodities Livestock and Citrus
fruits
53
Unit 2 Technical Analysis of Agricultural Commodity Metal Market :

Structure of Metal Market (London Metal Exchange) Industrial Metal Precious Metal
Characteristics of Metal Prices Metal Life Cycle and Convenience yield Technical Analysis of
Metal Commodity Energy Market:
Unit 3 World Oil Market
Role of OPEC & Political factors influencing pricing Price setting of crude oil cargo Refined
product market Natural Gas market Spot, Futures and Options Electricity Market Technical
Analysis of Energy Commodity.
Unit 4 Instruments & Investment Strategies:
Commodity Swaps, Swaption, Swing contracts and Real options: Swaps Swaption.
Unit 5 Weather and Commodity market:
Weather Derivatives Weather and Agriculture derivative Weather and Crude Oil.
Unit 6 Ways of investment in Commodities:
Commodity, the new asset class Inflation and commodity prices Diversification Commodity
Indexes and funds (Exchange Traded Funds, Pension Funds)
Reference Books:
1.
Options Futures & Other Derivatives- John C.Hull - (Pearson Education), 6/e
2.
Options & Futures- Vohra & Bagri - (TMH), 2/e
3.
DerivativesValuation
&
(Oxford University Press), 2004/05
Risk
Management-Dubofsky
&
Miller
SME-10 Managing Financial institutions and Markets

Unit 1 Financial Institutions and Economic Development:
Nature and Role of Financial System: Financial System and Financial Markets, Efficiency, Stability,
Technology, Government Intervention in the Financial System.
Unit 2 Central Banking and Monetary Policy:
Central Banking Functions, Money Creation: Process and control, Monetary Policy.[Will also cover an
overview of Money, Prices, Exchange Rates, and Interest Rates: Monetary Expansion, Interest Rates
and Exchange Rates, Monetary Expansion and Prices, Real and Nominal Values, Inflation and Interest
Rates, Inflation and Exchange Rates, The Indian Financial System: Introduction, The Pre 1951 Period,
The Post 1951 period, The Indian Financial System: The Emerging Horizon.
Unit 3 The Indian Financial System:
Introduction, Evolution of Modern Commercial Banks: Evolution of Bank Assets, Liabilities and
Activities, Banking Structure, Matching Revenues and Costs of Commercial Banks, Recovery of
Advances and Documentation. Capital Adequacy, Accounting Policies and related matters, Directed
Investments and Credit Programs and Interest Rates, Methods and Procedures in Banks, Regulation and
54
Supervision of the Financial Sector, Treasury and Risk Management in Banks, Marketing of Bank
Services, Relationship Banking and Innovations.
Unit 4 Fundamentals of the Foreign Exchange Markets; How the spot and forward foreign exchange markets work -Basics of currency and cross border risks Cross border funding and hedging.
Unit 5 International Banking:
Offshore Banking, Multinational Banking, Banking Consolidation.
Unit 6 Finance Companies
The Evolution of Finance Companies, The Present Status and the Micro Finance and its importance in
Rural Economy. Insurance Companies: Economics of Insurance, The Insurance Industry and its
Regulation, LIC and GIC. Development Banks/ Recent Trends Current Developments: eBanking
Reference Books:
1. Bhalla, V. K. (2004). Managing International Investment and Finance. New Delhi, Anmol.
2. Saunders, Anthony, Cornett, Marcia Millon (5th ed., 2005). Financial Institutions Management. Tata
McGraw Hill.
3. Bhole, L.M. (4th ed., 2004). Financial Institutes & Markets. Tata McGraw Hill.
SME -11 Econometrics and Financial Model ling
SME-12 Sectorial Applications and Emerging Issues in Finance

Group F: Organizational Behavior and Human Resource Management
SMF 01 Management of Industrial relations & Labour Legislation
4.0.0
Unit 1 Industrial Relation Management

Concept- Evaluation Background of industrial Relations in India- Influencing factors of IR in
enterprise and the consequences. Economic, Social and Political environments: Employment Structure
Social Partnership Wider approaches to industrial relation Labour Market.
Unit 2 Trade Union
55
Introduction Definition and objective growth of Trade Union in India-trade Unions Act, 1926 and
Legal framework-Union recognition-Union Problems-Employees Association-introduction, Objective
Membership, Financial Status.
Unit 3 Quality of Work Life
Workers Participation in Management Workers Participation in India, shop floor, Plant Level,
Board Level Workers Welfare in India scenario- Collective bargaining concepts & Characteristics
Promoting peace.
Unit 4 Industrial Disputes
Meaning, nature and scope of industrial disputes Cases and Consequences of Industrial Disputes
Prevention and Settlement of industrial disputes in India. Employee Grievances: Causes of grievances
Conciliation, Arbitration and Adjudication procedural aspects for Settlement of Grievances Standing
Orders Code Discipline.
Unit 5 Labour Welfare
Concept-Objectives-scope-Need Voluntary welfare measures-Statutory welfare measures-LabourWelfare funds. Child Labour Female Labour Contract Labour Construction Labour- Agricultural
Labour-Disabled-Social security-Implications.
Unit 6 Labour laws
Factories Act, 1948, Payment of wages Act 1936, The minimum wages Act -1948, The industrial
disputes Act 1947, The Employees Provident Fund & Misc. Act 1952
Reference Books:
1. Beaumont, P. B. (1995). The Future of Employment Relations. London: Sage Publication.
2. Bareja, J.K. (2000). Industrial Law. Galgotia Publishing House.
3. Monappa, Arun (2002). Industrial Relations. Tata McGraw Hill.
SMF-02 Compensation Management
4.0.0
Unit 1 Introduction
Compensation: meaning, objectives, nature of compensation. Nature & Significance of wage, salary
administration, essentials-Minimum wage Fair wage, Real wage, Issues and Constraints in Wage
Determination in India.
Unit 2 Compensation system design issues
Compensations Philosophies, compensation approaches, decision about compensation, compensationbase to pay, individual Vs team rewards, Perceptions of pay Fairness, legal constraints on pay systems.
Unit 3 Managing Compensation
Strategic Compensation planning, determining compensation-the wage mix, Development of a Base
Pay System: Job evaluation systems, the compensation structure- Wage and salary surveys, the wage
curve, pay grades and rate ranges, preparing salary matrix, government regulation on compensation,
fixing pay, significant compensation issues, Compensation as a retention strategy.
56
Unit 4 Variable Pay and Executive Compensation

Strategic reasons for Incentive plans, administering incentive plans, Individual incentive plansPiecework, Standard hour plan, Bonuses, Merit Pay, Group incentive plans- Team compensation, Gain
sharing incentive Plans, Enterprise incentive plans- Profit Sharing plans, Stock Options, ESOPs, EVA.
Executive compensation elements of executive compensation and its management, International
compensation Management.
Unit 5 Managing Employee Benefits
Benefits- meaning, strategic perspectives on benefits-goals for benefits, benefits need analysis, funding
benefits, benchmarking benefit schemes, nature and types of benefits, Employee benefits programssecurity benefits, retirement security benefits, health care benefits, time-off benefits, benefits
administration, employee benefits required by law, discretionary major employee benefits, creating a
work life setting, employee services- designing a benefits package.
Unit 6 Job Evaluation, Job Description and Job Specification
Job Analysis & Its Process, Methods of Job Evaluation, Internal and External Equity in Reward
Management, Role of Wage Board & Pay Commissions, International Compensation, Knowledge
Based Compensation, Team Compensation, Competency Based Compensation.
Reference Books:
1. Henderson, Richard I. (2004). Compensation Management: Rewarding Performance. Prentice
Hall of India Pvt. Ltd.
2.Bergmann & Thomas, J. (2003).Compensation Decision Making. Harcourt College
Publications.
3. Micton, R. (2002). Handbook of Wage and Salary Administration. London.
SMF-03 Organizational Change and Intervention Strategies
4.0.0
Unit 1 Organizational Development (OD)

Introduction, History of OD, Values, Assumptions & Beliefs in OD, Theory and Management of OD,
Managing the OD process, Action research & OD. Organizational Change: Challenges of change,
Process of change, Transformational change, Managing Organizational Transformation.
Unit 2 Organizational Development Intervention
Overview of Organisation Development Intervention, Types of Interventions, Sensitivity Training, Team
Interventions, Third- Party Peacemaking Interventions, Inter Group Interventions, Comprehensive
Interventions, MBO, Role Playing, Future Challenges.
Unit 3 Culture & Change process
Power & politics and Organisation Development, Cultural change strategies, Corporate reorganization
& sub culture management. Resistance to organisational change.
Unit 4 Behavioural implications of change
The manifest, latent & paradoxical consequences of change, Resigned behavioural compliance,
Reaction to Downsizing & Delayering, Managing uncertainty & ambiguity.
57
Unit 5 Intervention Strategies

Structural, Technological & Process factors in intervention, Advantages & limitations of change
technologies, Associated leadership models, Leadership & change process, Leadership & emotional
knowledge strategies, Achieving congruence of personnel, structure& culture.
Unit 6 Key Issues in Organisational Development
Issues in Consultant-client Relationships, Action Research, Ethical Issues in Organisational
Development and Future of Organisational Development
Reference Books:
1. French, W., Cecil, H. Bell & Jr. (2004). Organizational Development. Prentice Hall of India Pvt. Ltd.
2. Jones, G. R. (2nd edition, 2004). Organizational Theory. Addison-Wesley Publishing Company.
3. Burnes B. (1996). Managing Change: A Strategic Approach to Organizational Dynamics. London,
Pitman.
SMF-04 Human Resource Management: Strategies and Systems
4.0.0
Unit 1 Understanding Strategic HRM

Traditional Vs strategic HR, Typology of HR activities, Best fit approach Vs Best practice approach,
HR strategy and the role of national context, sectoral context and organizational context on HR strategy
and practices, Investment perspective of human resources. HR Strategy Formulation: Brief overview of
strategic planning and planning in SBUs, HR Strategy and HR Planning, HR Strategy in Multinational,
Global and Transnational companies, HR contributions to strategy -competitive intelligence -resource
reallocation decisions
Unit 2 Aligning HR Systems with business strategy
Sustained competitive advantage how HR adds value to the firm - HR as scarce resource - inimitable
resource - non-substitutable resource, HRM leading strategy formulation, Alternative HR systems
-universalistic- contingency - configurational, Congruence and Integrated HR systems, Designing
congruent HR systems.
Unit 3 HR Strategy in workforce utilization
Efficient utilization of Human resource - cross training and flexible work assignment - work teams non-unionization, Strategies for employee shortages, Strategies for employee surpluses.
Unit 4 HR strategy for training and development
Benefits, planning and strategizing training, integrated learning with performance management system
and compensation.
Unit 5 High Performance Work Practices
Individual high performance practices, limitations of individual HPWP, Systems of HPWP - skill
system - motivating system, Individual practices Vs systems of practices, Universal practices Vs
contingency perspectives.
Unit 6 Strategic HRM in emerging HR issues
58
HR Strategy in workforce diversity - virtual teams - flexitime and telecommuting - HR outsourcing contingent and temporary workers - Global sourcing of labor, Expatriation and repatriation
management in global HRM, Gender discrimination and Glass ceiling effect, Employee engagement
strategies, Talent management and retention.
Reference Books:
1. Kandula S. R. (2001). Strategic Human Resource Development. Eastern Economy Edition Prentice Hall
India.
2. Boxell & Purcell, J. (2003). Strategy And Human Resource Management. Palgrave Mcmillan.
3. Mello, J. A. (2002). Strategic Human Resource Management. Thompson Learning, Cincinnati,
OH:SW.
SMF-05 Cross Cultural and International Human Resource Management
4.0.0
Unit 1 International Organization

Approaches to the study of comparative employment, policy, Convergence theory, The cultural
approach, The institutionalist perspective.
Unit 2 International HRM Models
Pooles adaptation of the Harvard model, The Brewster and Bournois model of International HRM,
International HRM, Problems of International Research.
Unit 3 Internationalization of HR Activities
Types of International Business, inter country Differences affecting HRM, causes for International
assignments failure. Limitations and advantages of host country nationals (HCN). Parent country
nationals (PCN)& Third country national (TCN) : International Staffing Policy, Selecting International
Managers, Adaptability & Screening, Managing Knowledge Workers.
Unit 4 Understanding Cross Culture
Organisation culture & National culture, Cross culture Theories, Cross Culture Business
Communication & Behaviour, Culture & Organisational Performance.
Unit 5 Training &Maintaining International Compensation
Training for Expatriate Managers, National Differences in Compensation, Factors Influencing
International Compensation, Components of Remuneration Package.Expatriate Performance
Management, Repatriation, International Labour relations, Problems and solutions.
Unit 6 Human Resource Management and Japan
Some innovative Japanese Management techniques, such as just in time theory, quality circles and
Kaizen, Influence of Japanese Management Practices on Western Employment practices.
Reference Books:
1. Gupta, S.C (2009). Text book of International HRM, Macmillan Publishing.
2. Jackson Terrence (2002). International HRM A Cross cultural Approach. Sage Publications.
59
3. Harzing & Ruysseveldt (2004). International Human resource Management. Sage Publications
Ltd. London.
SMF-06 Manpower Development for Technological change & Performance Management
4.0.0
Unit 1 Manpower Management
HR Management in the 21st Century; Environmental Context of Human Resource Management; The
Emerging Profile of Human Resources; Special Features of New Technology; Concept and Process of
Technological Innovation; Organizational Implications of Technological Change; Human Resource
Implications of Technological Change; Performance/Potential Evaluation in the Context of New
Technology; Technology Transfer with Human Face.
Unit 2 Globalisation, Technology and Human Resource Issues
Technology and Culture , Technology Management ,Changing Technology and New Leadership Skills ,
Economic Theory of Choice and Employee Benefits , Training and Development.
Unit 3 Performance Management
Concepts and issues, definiition, performance, principles, role of performance management in
organisation. Framework and key factors to successful performance system.
Unit 4 Evaluating HR function
Overview of evaluation - scope - strategic impact - level of analysis - Criteria - Level of Constituents ethical dimensions, Approaches to evaluation - audit approach - analytical approach - quantitative and
qualitative measures - outcome and process criteria, Balanced Scorecard perspective, Benchmarking,
Accounting for HRM.
Unit 5 HR Scorecard
Creating an HR Scorecard, Measuring HR alignment -2 dimensions of alignment - assessing internal
and external alignment Systems alignment Map. 7 step Model for implementing HRs strategic role.
Unit 6 Innovation and New Technology
New age tools like: Balanced Scorecard, HR Scorecard, Competency Mapping and Knowledge
Management for New-age Technology, ; New issues in Manpower Training and Career Development
Reference Books:
1. Michael, Armstrong (1999). Performance Management. Kogan Page.
2. Chadha, P. (2003). Performance Management: Its About Performing Not Just Appraising.
McMillan India Ltd.
3.. Dwivedi, R.S. (2000). Managing Human Resources and Personnel Management in India
Enterprises. Galgotia Publishing Company.
SMF-07 Management of Training and development
4.0.0
60
Unit 1 Introduction
The Changing Organizations, HR and the Training Functions, Models of Training; Systematic Model,
the Transitional Model, The Learning Organisation, Training as Consultancy, Understanding Learning
Concepts. T & D to Lifetime Education.
Unit 2 Training Needs Analysis
The Process and Approaches of TNA, Team Work for Conducting Training Needs Analysis, TNA and
Training Process Design.
Unit 3 Training Design & Evaluation
Understanding & Developing the Objectives of Training, Facilitation of Training with Focus on Trainee
(Motivation of Trainee, Reinforcement, Goal setting), Training with Focus on Training Design
(Learning Environment, Pre-training Communication etc.) Facilitation of Transfer with Focus on
Organization Intervention (Supervisor Support, Peer Support, Trainer Support, Reward Systems,
Climate etc.)
Unit 4 Effective Trainer
Selecting the trainer and preparing a lesson plan, skills of an effective Trainer, Programme methods and
techniques. Implementation and Evaluation of Training Programme. Levels of Evaluation, CIPP Model,
CIRO model, Training Audit and Cost Analysis.
Unit 5 Management Development
Approaches to Management Development, Sources of Knowledge / Skill acquisition, Types of
management Development Programmes. EDPs / Seminars and Conferences, Symposia.
Unit 6 Emerging Trends in Training
New learning interventions, Technology in training-CBT- multimedia training, e- learning/online
learning- distance learning, competency based Training, Assessment Centres.
Reference Books:
1. Raymond Noe, A. (2005). Employees Training and Development, McGraw Hill Publication.
2. O Connor, Browner & Delaney (2003). Training for Organizations. Thompson Learning Press.
3. Blanchard, P. N. & Thacker, W. J. (1998). Effective Training: Systems, Strategies and Practices.
Prentice Hall, New Jersey.
SMF-08
Interpersonal processes and Counseling skills for Managers
4.0.0
Unit 1 Managerial Process

Nature of Management, functions of managers , leadership and managerial effectiveness, Managerial
conflict .
Unit 2 Interpersonal & Group Process
61
Interpersonal communication, Interpersonal feedback, Interpersonal behavior and influence

relationships, Interpersonal style.Group Process: An overview of group formation, Group development
and effectiveness, formal and informal groups, reasons for formation of groups, theories of group ,
group behavior .
Unit 3 Introduction to Counselling
Definition & Need, Counseling, Psychotherapy and Instruction, Approaches to Counseling, Goals of
Counseling, Counseling Process.
Unit 4 Counselling Procedures
The Counselling Environment, Intake, Referral procedures, Guidelines for effective counselling,
Advanced skills in Counselling, Action strategies. Counselling Skills, Verbal & Non- Verbal
communication, Listening Barriers, Counsellor Qualities, Core conditions of Counselling. Role of
Conflict in Counselling: Values of counselling, Counselling service, Manager counsellor.
Unit 5 Organisational Application of Counselling Skills.
Change management, Downsizing, Mentoring, Team Management / Conflict Resolution, Crisis /
Trauma. Problem Subordinates: Identifying problem subordinates, Types of problem subordinates,
Dealing with problem subordinates.
Unit 6 Ethics in Counselling
Ethical Principles, Common Ethical Violations.
Reference Book:
1. Singh, Kavita (2007).Counselling Skills for Managers, PHI.
2. Bailez, Roz (1991). 50 Activities for Developing Counselling Skills in Managers.
62

Course Curriculum For MBA: (2 Years Full Time Program)

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Course Curriculum For MBA: (2 Years Full Time Program)

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Course Curriculum for MBA

(2 Years Full Time Program)

SM-102 Financial Accounting

SM-103 Marketing Management

SM-104 Managerial Economics

SM-105 Quantitative Methods

SM-106 Production and Operations Management

SM-107 Business Communication

SM-108 Computer Applications in Management

SM-109 Comprehensive Viva Voce

SM-202 Financial Management

SM-203 Marketing Research

SM-204 Economic Environment of Business

SM-205 Knowledge and Technology Management

SM-206 Supply Chain Management

SM-207 Information Technology Management

SM-208 Business and Corporate Law

SM-209 Comprehensive Viva Voce

SM-301 Corporate Evolution and Strategic Management

SM-302 International Business Environment

SM-303 Foreign Language

4 Electives from any one Group (A or B or C)

SM-308 Summer Internship

SM-402 Corporate Governance

4 Electives from any one Group (D or E or F)

Knowledge and Technology Management

Supply Chain Management

Information Technology Management

Elective List -II

Organizational Behavior and Human Resource Management

B-SUPPLY CHAIN MANAGEMENT

SMC-02 Data warehousing and Database Management

SME-08 Project Appraisal and Finance

F-ORGANIZATION BEHAVIOUR AND HUMAN RESOURCE MANAGEMENT

SM- 102 Financial Accounting

Pvt. Ltd., 2007.

SM-103 Marketing Management

Suma Damodaran , Managerial Economics Oxford University Press 2006

SM-105 Quantitative Methods

SM-107 Business Communication

SM-108 Computer Application in Management

Introduction to OS- DOS, WINDOWS, Computer Applications in Decision Making, Scientific

SM-109 Comprehensive Viva Voce

Unit 2 Manpower planning

SM-202 Financial Management

Unit 1 Aims and objectives of Financial Decisions

Tata McGraw Hill Company, New Delhi.

SM-203 Marketing Research

SM-204 Economic Environment of Business

Unit 2 Consumption Function

2. Morrison J, The International Businee Environment (Palgrave 2003)

SM-205 Knowledge and Technology Management

SM-207 Information Technology Management

Efraim Turban, Dorothy Leidner,

Ephraim Mclean, James Wetherbe

Valacich (PHI Learning)

P.Laudon (Pearson Education Asia)

note, bill of exchange, Cheque, Crossing and

SM-209 Comprehensive Viva Voce

SM-301 Corporate Evolution and Strategic Management

Unit 1 Nature of Strategic Management

SM-302 International Business Environment

SM-303 Foreign Language