UNIVERSITY GRANTS COMMISSION
NET BUREAU
Code No. 17
Subject : MANAGEMENT (including Business Admn.
Mgt./Marketing/Marketing Mgt./Industrial
Relations and Personnel Mgt., etc.)
SYLLABUS AND SAMPLE QUESTIONS
Note :
‘There will be two question papers, Paper—II and Paper—Ill (Part-A & B). Paper—II
will cover 50 Objective Type Questions (Multiple choice, Matching type,
‘True/False, Assertion-Reasoning type) carrying 100 marks. Paper—III will have
two Parts—A and B; Paper-Iil (A) will have 10 short essay type questions (300
words) carrying 16 marks each. In it there will be one question with internal
choice from each unit (.e. 10 question from 10 units; Total marks will be 160).
Paper-Ill (B) will be compulsory and there will be one question from each of the
Electives. The candidate will attempt only one question (one elective only in 800
words) carrying 40 marks. Total marks of Paper-IIl will be 200.
PAPER-II & PAPER-III (A) [CORE GROUP]
Unit—I
7
Managerial Economics-Demand Analysis
Production Function
Cost-output relations
Market structures
Pricing theories
Advertising
Macro-economics
National Income concepts
Infrastructure—Management and Policy
Business Environment
Capital Budgeting
1 P.T.O.Unit—
The concept and significance of organisational behaviour—Skills and roles in
an organisation—Classical, Neo-classical and modern theories of organisational
structure—Organisational design—Understanding and Managing individual
behaviour personality—Perception—Values—Attitudes—Learning—Motivation.
Understanding and managing group behaviour, Processes—Inter-personal and
group dynamics—Communication—Leadership—Managing change—Managing
conflicts.
Organisational development
Unit—L
Concepts and perspectives in HRM; HRM in changing environment
Human resource planning—Objectives, Process and Techniques
Job analysis—Job description
Selecting human resources
Induction, Training and Development
Exit policy and implications
Performance appraisal and evaluation
Potential assessment
Job evaluation
‘Wage determination
Industrial Relations and Trade Unions
Dispute resolution and Grievance management
Labour Welfare and Social security measures
Unit—IV
Financial management—Nature and Scope
Valuation concepts and valuation of securities
Capital budgeting decisions—Risk analysis
Capital structure and Cost of capital.
Dividend policy—Determinants
Long-term and short-term financing instruments
Mergers and Acquisitions
Unit—V
17
Marketing environment and Environment scanning; Marketing Information
Systems and Marketing research; Understanding consumer and industrial
markets; | Demand Measurement and Forecasting; Market
Segmentation—Targeting and Positioning; Product decisions, Product mix,Product Life Cycle; New product development; Branding and Packaging; Pricing
methods and strategies.
Promotion decisions—Promotion mix; Advertising; Personal selling; Channel
management; Vertical marketing systems; Evaluation and control of marketing
effort; Marketing of services; Customer relation management;
Uses of internet as a marketing medium—other related issues like branding,
market development, Advertising and retailing on the net.
New issues in Marketing.
Unit—Vv1
Role and scope of production management; Facility location; Layout planning
and analysts; Production planning and control—production process analysis;
Demand forecasting for operations; Determinants of product mix; Production
scheduling; Work measurement; Time and motion study; Statistical Quality
Control.
Role and scope of Operations Research; Linear Programming; Sensitivity
analysis; Duality; Transportation model; Inventory control; Queueing theory;
Decision theory; Markov analysis; PERT/CPM.
Unit—VIT
Probability theory; Probability distributions—Binomial, Poisson, Normal and
Exponential; Correlation and Regression analysis; Sampling theory; Sampling
distributions; Tests of Hypothesis: Large and small samples; t, z, F, Chi-square
tests.
Use of Computers in Managerial applications; Technology issues and Data
processing in organizations; Information systems; MIS and Decision making;
System analysis and design; Trends in Information Technology; Internet and
Internet-based applications.
Unit—VvI
WwW
Concept of corporate strategy; Components of strategy formulation; Ansoff’s
growth vector; BCG Model; Porter's generic strategies; Competitor analysis;
Strategic dimensions and group mapping; Industry analysis; Strategies in
industry evolution, fragmentation, maturity, and decline; Competitive strategy
and corporate strategy; Transnationalization of world economy; Managing
cultural diversity; Global Entry strategies; Globalisation of financial systemand services; Managing international business; Competitive advantage of
nations; RTP and WTO.
Unit—Ix
Concepts—Types, Characteristics; Motivation; Competencies and _ its
development; Innovation and Entrepreneurship; Small business—Concepts
Government policy for promotion of small and tiny enterprises; Process of
business opportunity identification; Detailed business plan preparation:
Managing small enterprises; Planning for growth; Sickness in Small
Enterprises; Rehabilitation of sick enterprises; Intrapreneurship (organisational
entrepreneurship).
Unit—xX
Ethics and Management system; Ethical issues and analysis in management;
Value based organisations; Personal framework for ethical choices; Ethical
pressure on individual in organisations; Gender issues; Ecological
consciousness; Environmental ethics; Social responsibilities of business;
Corporate governance and ethics.
PAPER-III (B)
[| ELECTIVE / OPTIONAL ]
Elective—I
7
Human Resource Management (HRM)—Significance; Objectives; Functions; A
diagnostic model; External and Internal environment;
Forces and Influences; Organizing HRM function.
Recruitment and Selection—Sources of recruits; Recruiting methods; Selection
procedure; Selection tests; Placement and Follow-up.
Performance Appraisal System—Importance and Objectives; Techniques of
appraisal system; New trends in appraisal system.
Development of Personnel—Objectives; Determining Needs; Methods of Training
& Development programmes; Evaluation.
Career Planning and Development—Concept of career; Career planning and
development methods.
Compensation and Benefits—Job evaluation techniques; Wage and salary
administration; Fringe Benefits; Human resource records and audit.Employee Discipline—importance; causes and forms; Disciplinary action;
Domestic enquiry.
Grievance Management—Importance; Process and Practices; Employee Welfare
and Social Security Measures.
Industrial Relations—Importance; Industrial conflicts; Causes; Dispute
settlement machinery. :
Trade Unions—Importance of Unionism; Union leadership; National Trade
Union Movement.
Collective Bargaining—Concept; Process; Pre-requisites; New trends in
collective bargaining.
Industrial Democracy and Employee Participation—Need for industrial
democracy; Pre-requisites for industrial democracy; + Employee
Participation—Objectives; Forms of Employee Participation.
Future of Human Resource Management.
Elective—IL
7
Marketing—Concept; Nature and Scope; Marketing myopia; Marketing mix;
Different environments and their influences on marketing; Understanding the
customer and competition.
Role and Relevance of Segmentation and Positioning; Static and Dynamic
understanding of BCG Matrix and Product Life Cycle; Brands—Meaning and
Role; Brand building strategies; Share increasing strategies.
Pricing objectives; Pricing concepts; Pricing methods
Product—Basic and Augmented stages in New Product Developments
Test marketing concepts
Promotion mix—Role and Relevance of advertising
Sales promotion—media planning and management
Advertising—Planning, execution and evaluation
Different tools used in sales promotion and their specific advantages and
limitations
Public Relations—Concept and Relevance
Distribution channel hierarchy; Role of each member in the channel; Analysis
of business potential and evaluation of performance of the channel members
5 P.T.O.Wholesaling and Retailing—Different types and the strengths of each one;
Emerging issues in different kinds of retailing in India
Marketing research—Sources of information; Data collection; Basic tools used
in data analysis; Structuring a research report
Marketing to organisations—Segmentation models; Buyer behaviour models;
Organisational, buying process
Consumer Behaviour theories and models and their specific relevance to
marketing managers
Sales Function—Role of technology in automation of sales function
Customer relationship management including the concept of ‘Relationship
marketing
Use bf internet as a medium of marketing; Managerial issues in reaching
consumers/organisation through internet.
Structuring and managing marketing organisations.
Export Marketing—Indian and global context.
Elective—I0
Nature and scope of Financial Management
Valuation Concepts—Risk and Return; Valuation of securities; Pricing
theories—Capital asset pricing model and Arbitrage pricing theory
Understanding financial statements and analysis thereof
Capital budgeting decisions; Risk analysis in capital budgeting and Long-term
sources of finance
Capital structure—Theories and Factors; Cost of capital
Dividend Policies—Theories and Determinants
Working Capital Management—Determinants and Financing: Cash
management; Inventory management; Receivables management
Elements of Derivatives
Corporate risk management
Mergers and Acquitions
International Financial Management
Elective—IV
WwW
India's Foreign Trade and Policy; Export promotion policies; Trade agreements
with other countries; Policy and performance of Export zones and
Export-oriented units; Export incentives.International marketing logistics; International logistical structures; Export
Documentation framework; Organization of shipping services; Chartering
practices; Marine cargo insurance.
International financial environment; Foreign exchange markets; Determination
of exchange rates; Exchange risk measurement; International investment:
International capital markets; International Credit Rating Agencies and
Implications of their ratings.
WTO and Multilateral trade agreements pertaining to trade in goods; trade in
services and TRIPS; Multilateral Environmental Agreements (MEAs);
International Trade Blocks—NAFTA, ASEAN, SAARC, EU, WTO and Dispute
Settlement Mechanism.
Technology monitoring; Emerging opportunities for global business.
17 es P.T.O.i.
WwW
SAMPLE QUESTIONS
PAPER-IIL
What is the basis of monopolistic competition?
(A) Product differentiation
(B) Agreement among producers
(C) Cost of production
(D) None of the above
‘The sum and substance of Maslow’s theory of motivation is
(A) Satisfied need is a motivator
(B) Unsatisfied need is not a motivator
(C) Satisfied need is no more a motivator
(D) None of the above
“By hedging through derivatives the profit will be
(A) increased
(B) stabilised
(C) decreased
(D) None of the above
PAPER-III (A)
What are the barriers to communication?
Or
How do you measure the effectiveness of advertising?
PAPER-III (B)
What is the pricing strategy in a monopolistic competition?
“Or
What are different theories of leadership?
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