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Sandip Foundation

In collaboration with

Karnataka State Open University

Mysore,Karnataka – 570006

Bachelors of Business
Studies (BBA)
Bachelors of Bussiness Studies (BBA)

Semester – I
BBA-011 Principal of Management 4
BBA-012 Marketing Management 4
BBA-013 Managerial Economics 4
Introduction to Computers
BBA-015 Communication Skills 4

Semester – III
BBA-031 Mathematics for Business & Economics
BBA-032 Logistics Management 4
BBA-033 Human Resource Management 4
BBA-034 Introduction to Internet 4
BBA-035 Entrepreneurship & Small
Business Management

Semester – V
BBA-051 Corporate Legal Framework 4
BBA-052 Security Analysis & Portfolio
Advertising & Sale Promotion
BBA-054 Training & Development 4
BBA-055 Business Environment 4
Detailed Syllabus:
Semester - I
Section-I Principal of Management
UNIT 1: Conceptual Framework of Management Management Defined, Components of M
anagement, Features of Management, Functions of Management, Nature
of Management, Levels of Management,
UNIT 2: Administration and Management, Management as a Profession, Significance
of Management from the Point of View of Modern Business Operations
UNIT 3 : Evolution and Foundations of Management Theories Introduction, The Clas
sical Organisation Theory, Neoclassical Approach or Theory, Facts Discovered thr
ough Hawthorne Experiments, Systems Approach to an Organisation, Modern Organis
ation Theory is Fundamental in Nature, Modern Organisational Theory: An Appr
UNIT 4: Management Planning Process Planning Process, Objectives and its Chara
cteristics, Policy and its
Meaning, Procedure Defined, Distinction between Policies and Procedures, Forecas
ting and its Various Aspects
UNIT 5: Organisation Meaning, Importance, Principles and Types Organisation: Me
aning and Definition, Basic
Elements/Steps/Features of an Organisation, Nature of an Organisation, Importanc
e of an Organisation.
UNIT 6: Principles of an Organisation, Formal and Informal Organisation, Span of
Control, Departmentation— Meaning, Types of Departmentation, Key Factors in Depa
UNIT 7: Types of an Organisation Introduction, The Line Organisation, The Line a
nd Staff Organisation, The Functional Organisation, The Project or Matrix Organi
sation, Distinction between Organisations, The Need for Committee Form of an Or
UNIV 8: Understanding Organisation-structure and Designs Introduction, Organisat
ion Defined, Consequences of Poor Organisation, AMA's Ten Commendments of Good O
UNIT 9: Principles of Objective, Process of Organising, Functions of Organisa
tion, Organisational Design, Division of Labour or Principle of Specialisation
UNIT 10: Types of Authority Introduction, Sources of Authority, Decentralisat
ion of Authority, Distinction
Between Delegation and Decentralisation, Factors Determining the Extent of Decen
UNIT 11: Advantages of Decentralisation, Limitations of Decentralisation, The Te
chnique of Decentralisation, Organisation Charts
UNIT 12: Delegation of Authority Meaning of Delegation, Formal and Informal Dele
gation, Characteristics of Delegation, Limitations of Delegation, Process of Del
egation, Merits of Delegation, Principles of Delegation, Weaknesses of Delegatio
UNIT 13: Communication Communication Defined, Elements of Communication, Charact
eristics of a Good
Communication, Objectives of Communication, Importance of Communication,
UNIT 14: Principles of Effective Communication, Obstacles/Barriers in Co
mmunication, Advantages and
Disadvantages of Verbal and Written Communication, Measurement of the Success of

UNIT 15: Motivation Defined, Importance of Motivation, Relationship of Motivati

on with Efficiency of the
Working Force, Positive and Negative Motivation,
UNIT 16: Principles of Personnel Motivation, Human Needs, Maslow’s Theory of Motiv
ation,UNIT II: Ordinary
Differential Equations and Applications

Section II: Marketing Management

UNIT 17: Marketing: Basic Concepts ,Meaning of the Functions of Marketi
ng, Functions of Marketing, Characteristics of Modern Concept of Marketing, S
eller’s Market, Buyer’s Market
UNIT 18: Meaning, Functions and Importance of Marketing, Management Me
aning and Definition of
Marketing Management, Functions of Marketing Management,
UNIT 19: Principles of Marketing Management, Responsibilities of Marketing Manag
er, Meaning and Definition of Marketing Mix
UNIT 20: Consumer Behaviour and Motivation, Meaning of Buying Motives, Buyer’s Be
haviour, The Diffusion
Process, Meaning of Motivation Research, Stages of Buying Process
UNIT 21: Product and Product Policies ,Definition and Concepts of Product, Produ
ct Mix Defined, Concept of
Life Cycle of a Product, Product Planning, Product Line Policies and Strategies,
UNIT 22: Process of New Product Development, Procedure for Test Marketing, Produ
ct Simplification, Product
Diversification, Product Elimination
UNIT 23: Pricing Decisions, Price Policy and Strategy Meaning and Definition of
Pricing Decision, Contents of
Price Decision, Factors Affecting the Pricing Decision, Information Required by
Price Setters, UNIT 24: Methods of Determining Prices, Pricing in Different Stag
es of Life-Cycle of a Product, UNIT 25: Meaning and Definition of Price Discrimi
nation, Justification of Price Discrimination,
UNIT 25: Causes for Popularity of Non-Price Competition, Resale Price Maintenanc
e (Maximum Retail Price)
UNIT 27: Channels of Distribution and Logistics Management
UNIT 28: Meaning and Definition of Channels of Distribution, Functions of Channe
ls of Distribution, Selection of a Particular Channel
UNIT 29: Distribution Logistics, General Factor Affecting Logistics Choice, Phy
sical Distribution in Certain
Industries in India,
UNIT 30: Marketing Research and Market Segmentation Meaning and Definition
of Marketing Research, Scope of Marketing Research, Sources of Collecting Market
ing Research Data, Market Segmentation
UNIT 31: Sales Promotion Meaning and Definition of Sales Promotion, Importance
or Advantages of Sales
UNIT 32: Meaning and Definition of Personal Selling, Functions of Personal Selli
ng, Merits or Advantages of Personal Selling , Sales Forecasting Meaning of Sale
s Forecasting, Objectives of Sales Forecasting, Limitations of Sales Forecasting
, Forecasting the Indian Context, Process of Sales Forecasting

Section III: Managerial Economics

UNIT 33: Managerial Economics Nature, Scope and Concepts, Fundamental Nature of
Managerial Economics, Appropriate Definitions, Basic Characteristics, Economic A
UNIT 34: Theoretical Concepts of Managerial Economics, Role of the Managerial Ec
onomist and Summary
UNIT 35: Demand Analysis Concept of Demand, Types of Demand, Demand Function and
Demand Curve, Demand Elasticities, Demand Forecasting
UNIT 36: Production Analysis Introduction, The Production Function, Production F
unction: One Variable Input
Case: Short-run Analysis,
UNIT 37: The Production Function with Two Variable Inputs, Changes in Input P
rices, Returns to Scale, Empirical Production Functions
UNIT 38: Cost Analysis Cost Concepts, Cost-output Functions, Costs in the Short-
run, Costs in the Long-run, Economies of Scale., Economies of Scope,
UNIT 39: Application of Cost Analysis, Break-even Analysis: Volume-Cost-Profit,
Cost Functions: Empirical
Determination, Relevance of Cost Theory for Managers, Relevance of the Shape of
UNIT 40: Price-output And Market Structure
Theory of Pricing, Various Forms of Market Structures, Equilibrium of a Firm, Pr
ice Determination: Equilibrium between Demand and Supply,
UNIT 41: Pricing and Output Decisions under Perfect Competition, Pricing
and Output Decisions under
UNIT 42: Pricing Strategies Introduction, Multi Product Pricing, Price Disc
rimination, Pricing Methods in
Practice, Government’s Control on Pricing
UNIT 43: Investment Decisions Introduction, Meaning and Significance of Capital
Budgeting, Techniques or
Methods of Investment Evaluation,
UNIT 44: Public Investment Decisions, Risk and Uncertainty

UNIT 45: Firm Objective and Constraints Introduction, Theories of the Firm,
UNIT 46: Managerial Theories of the Firm, Behavioural Theories of the Firm, V
alue Maximisation, Firm s
UNIT 47: Welfare Economics Introduction, General Equilibrium, Utility A
nalysis, Consumer s Surplus, Producer s Surplus, Pareto Optimality:
UNIT 48: Alternative Approach, Criteria for Welfare Judgements

Section IV: Introduction Of Computers

UNIT 49: Structure of Computer Input/Output System, Central Processing Unit, Me
mory Unit, Logic Gates/ Circuits, BITS and BYTES,
UNIT 50: Number System for Data , Representation, Hardware and Software
UNIT 51: Hardware Concepts Motherboard, Input Devices, Output Devices, Storage D
evices, Cards, Ports and
Cords, Powersupply
UNIT 52: Software Concepts Operating Systems, Concept of Programming,
UNIT 53: Types of Computer Language, Language Translators, Software Tools, Syste
m Software Utilities
UNIT 54: Windows - A Graphical User Interface, General Purpose Application
Software, Special Purpose
Application Software
UNIT 55: Latest Trends in Information Technology, Emerging Information Te
chnologies, Limitations of
UNIT 56: Introduction to DOS Definition and Importance of DOS, Loading DOS, Rebo
oting the Computer, Files and Directories in DOS,
UNIT 57: Referencing Files, File Naming Conventions, DOS Commands, Wildc
ards, Internal and External
Commands, Batch Files
UNIT 58: Computer Viruses: Attacks, Prevention and Cure Definition of a Virus, V
irus Characteristics, What is
Sinister about Viruses, Virus History, and How Viruses are spread,
UNIT 59: Different Kinds of Virus, Damage Done by Viruses, Virus Prevention, Net
work and Viruses, Network
Protection, Anti-virus in the Future
UNIT 60: Microsoft Word 2000 Starting of MS-Word, Start Working with Word Docume
nt, Opening of an
Existing Document, Formatting the Text, Spell Checking
UNIT 61: Microsoft Excel 2000 How to Start Microsoft Excel 2000, Components
of Excel Window, Start
Working with Menu Options, Data Entry and Editing,
UNIT 62: Reversing / Reapplying Commands, Find Replace & Go to Options, Working
with Toolbar, Resizing of
Columns and Rows
UNIT 63: Classification of Computers Supercomputers, Mainframes, Minicomputers,
Clients and Servers
UNIT 64: Laptop Computers, Notebook Computers, Personal Digital Assistants (PDA
s), Embedded Computers


UNIT 65: Concord & Forms of Verbs Rule of Concord or Agreement
UNIT 66: Present Tense, Past Tense, Future Tense, Tenses with Since,
UNIT 67: The Future Tense in Adverbial Clauses, Tense in Sentences of Condition
UNIT 68: Idiomatic use of Prepositions and Conjunctions UNIT 69: What is an Idio
m, Idiomatic Use of Prepositions UNIT 70: Words Followed by prepositions,
UNIT 71: Structural Use of Infinitive, Gerund and Participles,
UNIT 72: The Participle, the Infinitive, Gerunds
UNIT 73: Common Errors in English Adjectives and Adverbs (Confused),
UNIT 74: Errors in the Use of Adjectives and Adverbs
UNIT 75: Punctuation, Capitalization & Comprehension Punctuation, Capitalizatio
UNIT 76: Good Manners, The Conjurer’s Revenge, The Home Coming, My Last Will and T
Unit 77: Vocabulary Building in English Language Useful Words for Expressing Ide
UNIT 78: Opinions and Emotions,Single Words for Phrases or Sentences,Derivations
: Root Words,
UNIT 79: Prefixes and Suffixes,Antonyms and Synonyms,Nationality Words: Names of
Countries and People
UNIT 80: Essay and Business Letter Writing Writing an Essay,Business Letters

Semester - II
UNIT 1: Basic Concepts of Organisational Behaviour Introduction, Defining Organi
sational Behaviour
UNIT 2: Administration and Organisational Behaviour, Fundamental Concepts of Org
anisational Behaviour
UNIT 3: Basic Approaches to Organisational Behaviour, Historical Development of
Organisational Behaviour, Hawthorne Experiments, Elements of Organisational Beha
viour System
UNIT 4: Perception, Attitudes and Values Introduction, Perception Defined, Att
itude Defined, Functions of
Attitude, Value Defined, Value System,
UNIT 5: Why Should Managers Know and Understand Values?
UNIT 6: Work Values, Individual Behaviour
UNIT 7: Personality Development and Personality Theories the Meaning of Pers
onality, Characteristics of
UNIT 8: Types of Theories of Personality, Freud’s Psychoanalytic theory of Persona
lity, Abraham Maslow’s
Humanistic Theory of Personality
UNIT 9: Motivation Introduction, Motivation Defined, Nature of Motivation
, Importance of Motivation, Maslow’s Need Priority Model, Theory X and Theory y
, Herzberg’s two Factor Theory,
UNIT 10: Comparison between Herzberg and Maslow Models, Immaturity-Mat
urity Theory, Vroom’s
Expectancy Theory Financial and Non-Financial Incentives
UNIT 11: Individual and Organisation Introduction, Concept of Individual-Organis
ation Conflict, Legitimacy of
Organisational Influence, Discipline and Disciplinary action,
UNIT 12: Disciplinary action policy or Reinforcement, The Counselling Approach t
o Disciplinary Action
UNIT 13: Organisational Conflict Introduction, Meaning of Conflict, Are Conflict
s Always Dysfunctional?
UNIT 14: Positive or Functional or Constructive Aspects of Conflict, Levels of c
onflicts, Managing the Conflicts
UNIT 15: Work Groups Introduction, Concept of Groups, Characteristics of Groups
, How work groups are formed, Why work groups are formed, Types of Groups, Disti
nction between Formal and Informal Groups
UNIT 16: Group Dynamics Group Dynamics Defined, Behaviour in Groups, Importance
of Group Dynamics, Group Cohesiveness Defined, Factors Influencing Cohesiveness
, Group Cohesiveness and Productivity
Section II: Business Communication
UNIT 17: Nature of Communication
Process of Communication, Non-verbal Communication, The Role of Communic
ation in the Business
UNIT 18: The Frequency of Communication, Main Forms of Organisational Communicat
ion, Communication
Network in the Organisation, Effects of Changing Technology
UNIT 19: Communication Process Communication is a Two-way Process, Process of Co
mmunication: Meaning and Concept, Elements of Communication, Importance of Effec
tive Communication
UNIT 20: Communication Channels and Networks Types of Communication, Communicati
on on the Basis of
Direction, Communication on the Basis of Way of Expression,
UNIT 21: Communication on the Basis of Organisational Structure, Communication N
UNIT 22: Effects of Communication Network on Work Performance
UNIT 23: Management Communication Introduction, Management Communication: Mean
ing, Importance of
Management Communication, Improving Management Communication
UNIT 24: Downward Communication, Importance of Downward Communication, Upward C
ommunication, Improvement in Upward Communication,
UNIT 25: Communication in Specialised Groups, Communication with Worker’s Families
UNIT 26: Barriers to Effective Communication Introduction, Types of Barriers, Ex
ternal Barriers, Organisational
Barriers, Personal Barriers, Steps to Make Communication Effective
UNIT 27: Effective Written Communication Introduction, Guidelines for Effective
Writing, Writing Proposals,
UNIT 28: Format of the Contract Proposal, Sales Proposals, Business Reports, Bus
iness Letter Writing
UNIT 29: Effective Oral Communication and Public Speaking Factors Inhibiting Eff
ective Oral, Communication, Problems in Oral Communication, Gateways to More Eff
ective Communication,
UNIT 30: Principles of Information , Exchange in a Company, Oral Communication S
kills, Listening Ability, Problems in Listening, Guide to Effective Listening, C
ommittees and Meetings, Ten Commandments of Good Oral Communication
UNIT 31: Communication Feedback Systems Introduction, Feedback Defined
UNIT 32: The Functions of Feedback, the Process of Interpersonal Feedback, Makin
g Feedback Effective: Giving
Feedback, Making Feedback Effective: Receiving Feedback

Section III: Business Law

UNIT 33: Business and its Environment Business and its Environment, What is Bus
iness? Legal Environment of
Business, Gaining Practical Experience
UNIT 34: Law of Contract Introduction, Meaning and Essentials of a Valid Contra
ct, Proposal (or Offer) and
Acceptance [SS.3-9], Capacity to Contract [Ss.10-12],
UNIT 35: Consent and Free Consent, Consideration [Ss.2(D), 23-25,185], Unlawful
Consideration and Object
UNIT 36: Contingent Contracts (Ss.31-36), Quasi Contracts (Ss.68-72) , Certain R
elations Resembling those
Created by Contracts), Performance of Contracts [Ss.37-67], Different Modes of D
ischarge of Contracts [Ss.73-
UNIT 37: Contract of Agency Introduction, Definition of Agent and Agency, Di
fferent Kinds of Agencies, Classification of Agents, Duties and Rights of Agent
UNIT 38: Principal s Duties to the Agent and his Liability to Third P
arties, Personal Liability of Agent, Termination of agency, Power of Attorney
UNIT 39: Law of Sale of Goods Introduction, Definition and Essentials of a Contr
act of Sale Goods and their
UNIT 40: Meaning of Price, Conditions and Warranties, Passing of Property in Go
ods, Transfer of Title by Non- owners (Ss. 27-30), Performance of a Contract of
Sale of Goods,
UNIT 41: Unpaid Seller and His Rights
UNIT 42: Law of Negotiable Instruments Introduction, Meaning and Definition of
a Negotiable Instrument, Certain Important Concepts and Explanations of Certain
UNIT 43: Promissory Notes and Bills of Exchange Cheques, Holder and Holder in
due Course, Privileges of a
Holder in due Course
UNIT 44: Law of Insurance Nature and Principles of Insurance, Life Insurance, Fi
re Insurance, Marine Insurance, Gaining Practical Experience
UNIT 45: Law of Carriage of Goods Definition of a Contract of Carriage and Cla
ssification of Carriers, Carriage of Goods by Land, Carriage of Goods by Rail, C
arriage of Goods by Sea, Carriage of Goods by Air
UNIT 46: Elements of Company Law Meaning and Nature of a Company, For
mation of a Company, Memorandum of Association.
UNIT 47: Articles of Association, Prospectus, Shares and Share Capital, Allotmen
t of Shares
UNIT 48: Taxation Constitutional Framework of Taxation, Direct and Indirect Taxe
s, The Central Excise Act,
1944, The Customs Act, 1962, Basic Central and State Sales Tax

Section IV: Production & Operations Management

UNIT 49: Basic Concepts Production Defined, Production as Heart of an Organisati
on, Production Management
Function, Objectives of Production Management,
UNIT 50: Scope of Production Management, Production Organisation, Histori
cal Evolution of Production
Operations Management
UNIT 51: Design and Control of Production Systems Technology Life Cycle (TLC) an
d Product Design, Categories of Process Technologies, Impact of Design Engin
eering on Technology, Mechanisation and Automation, Flexible Manufacturing Sy
UNIT 52: Production Life Cycle and Design Product Design, Modular Design and Sta
ndardisation, Generation of
New Product Opportunities Product Life Cycle
UNIT 53: Product Planning and Development Product Development, Research and De
UNIT 54: Plant Location Facilities Location Defined, Significance of Plant L
ocation, Objective of Location Strategy, Site Selection – Where to Locate?
Site Evaluation Processes, Location Analysis Techniques, Behavioural Impacts
in Facility Location
UNIT 55: Plant Layout Facility Layout/Plant Layout , Defined, Objectives of Plan
t Layout, Effects of Layout on Cost , Basic Types of Layouts, Factors Influenci
ng Plant Layout, Approach to Layout Engineering, Steps in Planning Plant Layout
, Comparison of Different Types of Layouts, Symptoms of a Bad Layout
UNIT 56: Materials Handling Definition, Functions of Materials Handling, Importa
nce/Significance of Materials Handling, Principles of Materials Handling, Type
s of Materials Handling Equipment, Containerisation and Palletisation Mechani
sation and Automation in Materials Handling
UNIT 57: Demand Forecasting Forecasts and Predictions, Categories of Forecasting
UNIT 58: Production Planning Characteristics of Production, Planning, Objecti
ves of Production Planning, Planning and Manufacturing Systems, Steps or Proce
dure for Production Planning.
UNIT 59: Production Control and Scheduling Production Control, Scheduling Define
d, Dispatching for Batch
UNIT 60: Dispatching and Follow-up Dispatching and Follow-up, Qualities of a Cha
UNIT 61: Inspection Return to Suppliers, Goods Received Notes, Bin Cards
UNIT 62: Maintenance Management Maintenance Defined, Maintenance Policy, Service
Level Defined
UNIT 63: Materials Management of Material Resources, Definition of Materia
ls Management, Scope of
Materials Management, Materials Management as Profit Centre, Functions of Materi
als Management
UNIT 64: Inventory Control Inventory Defined, Characteristics of Inventory, Inve
ntory Control , Fundamentals, Economic Order Quantity, Selective Inventory Contr
Section V: Financial Accounting
UNIT 65: Financial Accounting—an Introduction, Basic Accounting Concepts, Double E
ntry Accounting, The
Accounting Trail
UNIT 66: Financial Statements and Their Nature, the Accounting Equation
UNIT 67: Recording in the Primary Books Introduction, Ground Rules of Journalisa
tion, Journalisation, Types of
UNIT 68: Posting in Secondary Books Introduction, Types of Secondary Books, Po
sting Techniques in the
UNIT 69: Bank Reconciliation Statement Introduction, Purpose of Bank Reconcilia
tion Statements, Causes of
UNIT 70: Trial Balance and Final Accounts Introduction, Preparation of the Tri
al Balance, Errors and Their
Rectification, Final Accounts
UNIT 71: Accounting Standards in India Introduction, Indian Accounting Standards
UNIT 72: Corporate Financial Statements—Part-I Introduction, Statutory Bo
oks, Financial Statements, Comprehensive Illustration,
UNIT 73: Directors’ Report, Significant Accounting Policies, Inventory Valuation
UNIT 74: Corporate Financial Statements—Part-II Introduction, Managerial Re
muneration, Depreciation
UNIT 75: Provision for Taxation — Case Study: Horizon Ltd.
UNIT 76: Divisible Profits, Accounting Treatment of MODVAT, Prior period Adjustm
UNIT 77: Understanding Published Financial Statements Introduction, Publish
ed Financial Statements—A Case Study: JCT Electronics Ltd., Understanding Financia
l Statements.
UNIT 78: Interpretation of Financial Statements, Quantitative Disclosures
UNIT 79: Consolidated Financial Statements Introduction, Legal Framew
ork, Consolidated Financial
Statements, Chain Holding
UNIT 80: Accounting for Amalgamations Legal Framework, Definitio
ns, Purchase Consideration, Determination of Swap Ratio, Methods of Accounti
ng for Amalgamations, Asset Buyouts (ABOs)

Semester - III

Section I: Mathematics for Business & Economics

UNIT 1: Introduction to Business Mathematics UNIT 2: Importance and Scope, Profi
t and Loss, UNIT 3: Simple and Compound Interest
UNIT 4: Present Value, Annuities, Shares and Bonds, UNIT 5: Basic Algebra Surds
and Indices, Logarithms, UNIT 6: Linear and Quadratic Equations,
UNIT 7: Simultaneous Equations, Inequalities with Graphs, Arithmetic Progression
UNIT 8: Geometric Progression (G.p.)
UNIT 9: Matrices and Determinants Matrices: Definition and Notations,
UNIT 10: Special Types of Matrices, Matrix Operations, Determinants and Non-sing
ularity Rank of a Matrix
UNIT 11: Inverse of a Matrix
UNIT 12: Solution of Equations (Unique Solution), Solution of Equations (Gauss-E
limination Method)
UNIT 13: Calculus Theory of Sets, Relations and Functions
UNIT 14: Limits and Continuity, Differentiation,
UNIT 15: Maxima and Minima, Integration
UNIT 16: Statistics Mean, Median, Mode, Standard Deviation, Probability,

Section II: Logistics Management

UNIT 17: Logistics: Overview Unit Objectives
UNIT 18: The Concept of Logistics, Logistical Mission and Strategic Issues, Stra
tegic Logistics Planning Process
UNIT 19: The Significance of Logistics, Logistical Competitive Advantages, Opera
tional Objectives UNIT 20: The Components of Logistics Management, the Function
s of Logistics Management UNIT 21: Physical Distribution Unit Objectives, the Co
ncept of Inventory, Types of Inventory
UNIT 22: The Functions of an Inventory, Elements of Inventory Costs,
UNIT 23: the Concept of Transportation, Transportation and Logistics,
UNIT 24: The Concept of Warehousing and Its Relation to Logistics, Types of
Warehouses, Functions of
UNIT 25: Packaging and Material Handling the Concept of Packaging, Logistical Fu
nctions of Packaging
UNIT 26: Forms of Protective Packaging, Protective Packaging Problems
UNIT 27: The Concept of Material Handling, the Principles of Material Handling,
Equipment Used in Material
UNIT 28: Basic Material Handling Considerations
UNIT 29: Order Processing Unit Objectives, the Concept of Order Proces
sing, the Functions of Order
UNIT 30: The Importance of Order Processing
UNIT 31: Location Analysis Unit Objectives, Classification of Location Deci
sion Problems, Single Facility
Location, Multiple Facility Location,
UNIT 32: Dynamic Warehouse Location, Retail and Service Location,
Section III: Human Resource Management
UNIT 33: Human Resource Management Introduction
UNIT 34: Personnel Management – An Overview, Objectives of Personnel
Management, Personnel
Management in India,
UNIT 35: Organization and Personnel Management, Personnel Management in Publ
ic Sector, HRM in Tata
Steel – A Case Study
UNIT 36: Future of Personnel Management in India, Strategic Planning and HRM
UNIT 37: Job Description: Analysis and Evaluation Introduction, Job Analysis, Jo
b Analysis Process, Techniques of Job Analysis, Job Description, Job Specificati
UNIT 38: Job Design in Developing Countries, Guidelines for work design in Devel
oping Countries
UNIT 39: Human Resource Planning—Concept and Process Introduction, Objectives of M
anpower Planning,
UNIT 40: Techniques of Manpower Planning, Manpower Planning Process
UNIT 41: Recruitment and Selection Introduction, Aim of Recruitment Pol
icy, Sources of Recruitment, Selection, Selection Process, Induction
UNIT 42: Performance Appraisal Introduction, Need to Appraise Performance
, Problems in Performance
UNIT 43: Methods of Performance Appraisal, Potential Appraisal or Assessing Appr
UNIT 44: Training and Development (T&D) Introduction, Training Needs, Types
of Training Programmes, Training Methods for Managers, Training through Interne
t, Executive Development
UNIT 45: Wages and Compensation Introduction, Labour, State Regulation of Wages
in India, Systems of Wage
Payment, Systems of Incentive Payment
UNIT 46: Job Evaluation, Wages and Working Conditions in Indian Industries
UNIT 47: Discipline and Grievance in Industry
Introduction, Problems Relating to Laws and Rules, Study on Problems of Discipli
ne, Grievance
UNIT 48: Counseling and Mentoring Introduction, Counseling, Types of Counselin
g, Nature of Counseling, Mentoring
Section IV: Introduction To Internet
UNIT 49: Introduction to Internet Introduction, Birth of Internet, What is
Internet?, Administration and
Ownership of Internet, Net Advantages, Internet Resources
UNIT 50: Types of Connections Introduction, Types of Connections, Internet
Service Providers (ISPs), Installation of TCP/IP Protocol, Configuring TCP/IP P
rotocol, Configuring the Dial-up Networking,
UNIT 51: Testing the Connection, Cybercafe
UNIT 52: Modem Introduction, Factors to be Considered while Buyin
g a Modem, Cable Modems
(Subscriber Unit), Future Trends, Installing a New Modem
UNIT 53: Internet Addressing Scheme Introduction, Types of Addressing, IP
Address or the Internet- Protocol Address, Domain Name, Domain Name System (DNS
), Electronic Mail (E-mail), Uniform Resource Locator (URL)
UNIT 54: World Wide Web (WWW) Introduction, Origin of WWW, Basics of WWW, Purpos
e of WWW, Portals, Description of a Web Page, Functioning of the World Wide Web
UNIT 55: Browsers Introduction, Features of a Good Browser, Microsoft Internet E
xplorer (IE), Features and
Capabilities of Internet Explorer, Tool Bar, Menu Bar, Internet Explorer Keyboar
d Shortcuts, Cookies
UNIT 56: Browser Terms in Netscape Navigator and Internet Explorer
UNIT 57: Electronic Mail Introduction, E-mail versus postal mail, ,Applications
of E-mail , Working of E-mail, Basic functions provided by all E-mail client sof
UNIT 58: Subscribing to an E-mail account, E-mail Interface, Reading an E-mail,
Deleting E-mail from the
Inbox, Sending an E-mail (Compose an E-mail), Address Book, Saving an E-mail (Fo
UNIT 59: Outlook Introduction, Accessing Outlook, Adding E-mail Accounts, Modif
ying E-mail Accounts, Creating a New Message from Scratch, Changing Outlook’s Mess
age Defaults
UNIT 60: Printing Messages, Recovering Deleted Messages, Automatically Deleting
when Exiting Outlook
UNIT 61: Searching the Net Introduction, Types of Search Tools, Search Engines,
Tips to Get Your Home Page Listed by Major Search Engines, Meta Search Engines
, Web Directories, Virtual Libraries, Certain Useful Web Services
UNIT 62: Telnet Introduction, Definition and Applications of Telnet, Getting Con
nected to Telnet, A Telnet
UNIT 63: A Live Example of Telnet with Tata Institute, Hytelnet - Archive of Tel
net Sites, Imortant Telnet
Commands, Some Interesting Telnet Sites, Limitations
UNIT 64: Newsgroups Introduction, Joining a Newsgroup, Common Terminology relate
d to Newsgroups, Newsgroup, Categories, The Newsgroup Client -
, Some Usenet Clients

Section V: Entrepreneurship and Small Business Management

UNIT 65: Definition of Entrepreneurship Introduction, Entrepreneur, the Entrepre
neurial Decision Process, Types of Start-ups, Role of Entrepreneurship in Econo
mic Development, The Future of Entrepreneurship, Self-Assessment
UNIT 66: Definition of Small Business Introduction to Small-Scale Industry, Mean
ing and Definition, Growth of Small-Scale Industries, New Peaks to Scale
UNIT 67: The Product Group Matrix, Export Contribution From Small-Scale
Sector, The Role and
Performance of Cottage and Small-Scale Industries, Indian Economy
UNIT 68: Problem of small-scale and Cottage Industries, Economic Reforms in Indi
UNIT 69: Entrepreneurial Motivation Childhood Family Environment, Motivation, Ro
le Models And Support
UNIT 70: Male Versus Female Entrepreneurs, Entrepreneurs Versus Inventors, Gener
al Non-entrepreneurial
Profiles, Self-Assessment
UNIT 71: Establishing Idea Introduction, Methods for Generating ideas, Creative
Problem Solving, Product
Planning and Development Process, Self Assessment
UNIT 72: Start Your Own Business or Buy an Existing One Writing a Business Plan,
Using and Implementing the Business Plan, Why Some Business Plans Fail, Self As
UNIT 73: Financial Analysis Pro Forma Income Statements, Break-even Analysis, P
ro Forma Cash Flow, Pro
Forma Balance Sheet, Pro Forma Sources and Application of Funds
UNIT 74: Role of Financial Institutions Introduction, Institutions at All India
Level, A Spectrum of Activities, Machinery and Equipment
UNIT 75: New Technologies Introduced by Nsic-tscs, Technology Dissemina
tion Centres, Software Technology Park, Marketing Support Programme, Integrate
d Marketing Support, Marketing Development Centres,
UNIT 76: Government Purchase Programme, Exports Product Export Project
Export, Special Export
UNIT 77: Policy Incentive for Entrepreneurial Growth, Small-Scale Industrial Po
licy Objectives of Auditing, Mechanisms of Auditing, Standard Operating Procedur
es for Auditing, Gap Analysis and Corrective Action System

UNIT 78: Analytical Methods Quality Auditing, Standard Operating Procedures

UNIT 79: Process Design and Process Control Fundamentals, Process Design, Draft
the Procedure
UNIT 80: Process Control, Developing Appropriate/Reasonable Control Metho
ds, Test Methods, and
Acceptance Criteria

Semester – IV
Section I: Advertising Fundamentals
UNIT 1: Introduction to Advertising Marketing-mix and Advertising, Defining Adve
UNIT 2: Brief History of Advertising Development of Modern Advertising, Cont
emporary Advertising, Advertising in the 21st Century
UNIT 3: Classifying Advertising Consumer advertising, Advertising to Business an
d Profession, Non-product
UNIT 4: Role, Functions and Benefits of Advertising Economic, Social, and Ethica
l Issues, Economic Issues, Social Issues, Ethical Issues
UNIT 5: Client and Advertising Agency Client or Advertiser’s Role, Advertising Age
ncy, Agency Structures, Other Types of Agencies ,Agency Compensation, Agency Eva
UNIT 6: Marketing Communications Communication Process, Source, Message
and Medium Factors, Source, Limitations of Credible Sources, Over Exposure, Me
ssage, Medium
UNIT 7: An Overview of Consumer Behaviour Problem Recognition, Information Se
arch, Evaluation of
UNIT 8: Purchase Decision, Post Purchase Evaluation, Learning Process
UNIT 9: Advertising Response Process (How Advertising Works) Exposure and Famili
arity Model, Response
Hierarchy Models
UNIT 10: Low-involvement Learning Model, Cognitive Response Model
UNIT 11: The Elaboration Likelihood Model (Elm)
UNIT 12: Segmentation and Positioning Bases for Market Segmentation, Determining
How Many Segments to Enter
UNIT 13: Positioning, Developing a Positioning Strategy, Determining the Positio
ning Strategy
UNIT 14: Brand Awareness, Brand Attitudes and Feelings Brand Awareness, Brand At
titudes and Feelings, Brand Equity, Image and Personality
UNIT 15: Brand Equity, Brand Image and Personality
UNIT 16: Support Media Outdoor, Transit Advertising, Cinema and Videos
Section II: Business Policy
UNIT 17: Introduction to Strategic Management Origin of Strategy and Strategic M
UNIT 18: Need for Strategies and Strategic Management, Path to Strategic
Management, Is Strategy
Creatively or Rationally Developed,
UNIT 19: The Challenge of Strategic Management, Gaining Competitive Advantage,
Stakeholders in the
Process, Corporate Governance and Stakeholders
UNIT 20: Understanding External Environment External Environmental Analysis
, Industry Environment
Analysis, Forecasting the Trends, Competitor Analysis
UNIT 21: Understanding Internal Environment Internal Analysis, Internal Analysis
, Framework, Resources, Capabilities, and Core Competencies, Core Competencies
UNIT22: Building Core Competencies, Core Competencies: Cautions and Reminders, V
alue Chain Analysis
UNIT 23: Establishing Strategic Focus Introduction, Strategic Intent, Vision an
d Mission, Communicating Vision and Mission, Setting Objectives, Developing th
e Strategy, Aligning Performance with Objectives, Balanced Scorecard
UNIT 24: Corporate Strategy Developing Strategic Options Based on Tows
Analysis, Diversification
Strategies, Managerial Motives to Diversify,
UNIT 25: Related Diversification, Unrelated Diversification, Diversification Usi
ng Mergers and Acquisitions, Restructuring,
UNIT 26: Business-Level Strategy Identifying Customers Needs, Generic Business-L
evel Strategies, Effect of
Internet on Business-level Strategy, Key Issues Review, On the Learning Curve
UNIT 27: Competitive Strategies Traditional Approaches to Competitive Strategie
s, Today s Competitive
Scenario, A Model of Competitive Rivalry, Competitive Rivalry Outcomes, Key Issu
es Review
UNIT 28: Implementing Strategies I : Management Role of Strategic Leadership in
Implementation, Effective
Strategic Leadership
UNIT 29: Teams as an Organizational Resource, Identifying Key Strategic Tasks f
or Implementation
UNIT 30: Partnerships for Managing Change, Aligning Organizat
ional Capabilities, Innovation, Entrepreneurship and Intrapreneurship, Crea
ting A Learning Organization
UNIT 31: Implementing Strategies Organizational Issues Organiza
tion Structure and Strategy
Implementation, Implementing Business-level Strategies
UNIT 32: Implementing Functional Strategies, Role of the Budget, Key Issues Revi

Section III: Financial Reporting

UNIT 33: Introduction to Financial Reporting Meaning of financial reporting, Nee

d of financial reporting , Evolution of financial reporting,
UNIT 34: Various types of Financial Reports, Limitations of financial reporting,
Regulations concerned with
Financial Reports
UNIT 35: Accounting Standards Interpretations and Guidance Notes on various acc
ounting aspects issued by the ICAI
UNIT 36: Applications of Various Accounting Standards issued by ICAI
UNIT 37: International Financial Reporting Standards (IFRS) International Accoun
ting Standards
UNIT 38: Interpretations of IFRS by International Financial Reporting Interpreta
tion Committee (IFRIC)
UNIT 39: Overview of US GAAP , Similarities and differences between Indian Accou
nting Standards
UNIT 40: International Accounting Standards/ International Financial Reporting S
tandards and US GAAP
UNIT 41: Corporate Financial Reporting Corporate Financial Reporting System
UNIT 42: Indian Financial Reporting System, Corporate Reporting Practices in Ind
ia , Other Reports
UNIT 43: Consolidated Financial Reporting for Group Companies
UNIT 44: Meaning of Group Holding Company and Subsidiary Company
UNIT 45: Purpose of preparing the Consolidated Financial Statements
UNIT 46: Treatment of differential i.e., cost of control, Consolidated Balance S
heet UNIT 47: Consolidated Profit and Loss Account, Consolidated Cash Flow State
ment UNIT 48: Uniform Accounting Policies
Section IV: E-Commerce
UNIT 49: Introduction to E-Commerce Definition of E-Commerce, Electronic
Commerce Framework, Electronic Commerce and Media Convergence
UNIT 50: Anatomy Of E-Commerce Applications Anatomy of E-Commerce Applications
UNIT 51: Meaning of I-Way, Awareness about I-Way, Components of the I-Way, Marke
t Forces Influencing the I-Way, Global Information Distribution Networks, Public
Policy Issues Shaping the I-Way
UNIT 52: Internet Terminology Provider or Internet Service Provider (ISP), S
erver, Browser, Hypertext
Transfer Protocol
UNIT 53: Uniform Resource Locators or URLs, Security Protocols, File Transfer
Protocol (FTP), Telnet, Bulletin Board Systems (BBS), E-mail, Newsgroups, Remot
e Login, Internet Chatting
UNIT 54: Electronic Commerce and World Wide Web Electronic Commerce and World Wi
de Web
UNIT 55: Architectural Framework for E-Commerce, Electronic Commerce Application
UNIT 56: Porting Applications to Operate in Client-Server Mode on the W
eb, Factoring an Existing
Application into Client and Server
UNIT 57: Restructuring Existing user Interfaces in HTML Forms, Managing a Statel
ess Protocol-Partitioning
Persistent Storage, Graphic Output
UNIT 58: Electronic Commerce Process Consumer Oriented Applications, Mercantile
Process Models
UNIT 59: Pre-purchase Preparation, Purchase Consummation, Post Purchase Interact
UNIT 60: Issues in Customer Care and Service,Consumer s Perspective, Pre-purcha
se Preparation Phase, Purchase Consummation Phase, Post-purchase Interaction P
UNIT 61: Electronic Payment Systems Virtual PIN, Digicash (or E-Cash), Cybercash
/Cybercoin, SET (Secure
Electronic Transactions), Paypal, Millicent Protocol: Small-Amount Internet Paym
UNIT 62: Electronic Data Interchange Electronic Data Interchange,
UNIT 63: Definition of EDI, EDI Architecture, the EDI Transaction Steps, Benefit
s of EDI, Standardization and
EDI, Electronic Data Interchange (EDI)
UNIT 64: Applications, Security and Privacy Issues
Section V: Project Management
UNIT 65: Introduction To Project Management Aims and Objectives, Introduction,
Specification of Project,
UNIT 66: Definition of Project Management, Essentials of a Good Project, Funct
ional Aspects of Project
Management, Systems Approach to Project Management
UNIT 67: Project Life Cycle Introduction, Phases of Project Life Cycle, Project
Cycle Management, The
Traditional Constraints, Project Control Variables, Project Environment
UNIT 68: Project Planning Aims and Objectives, Introduction, Strategic Planning
for Projects, Dimensions of
Strategic Planning, Characteristics of Dimensions
UNIT 69: Project Planning Process, Managing the Planning Process
UNIT 70: Networks And Project Evaluation Eview Technique (PERT) Introductio
n, Network Concept, Concept of Event
UNIT 71: Definition of Activity, Dummy Activity, Numbering of Events, Controllin
g, Rules for Drawing a
Network, Master Network
UNIT 72: Advantages of Network Planning ,PERT Terminology and Conventions, Imple
menting PERT
UNIT 73: Computerised Project Management Aims and Objectives, Introduction:
Project Management
Software, Scheduling, Information
UNIT 74: Approaches to Project, Management Software, Project Management Softwa
re, Personal Project
Management Application,
UNIT 75: Web Directories Listing Project Planning Software, Criticisms of Projec
t Management Software
UNIT 76: Project Financing Aims and Objectives, Introduction - Project Finance,
Means of Financing, Debt- equity Ratio, Debt,
UNIT 77: Equity Share, Different Sources Falling under ‘Equity and Preference Shar
e Capital
UNIT 78: Project Implementation Aims and Objectives, Introduction, Project
Implementation Stages, Initiation, Planning and Design, Production or Executi
on, Closing and Maintenance
UNIT 79: Bottle Necks in Project Implementation External Factors, Internal Facto
rs, Guidelines for Effective
UNIT 80: Management Techniques for Project Management, Plan, Programme, Project
, Issues in Strategy

Semester – V
Section I: Corporate Legal Framework
UNIT 1: Business and its Environment Business and its Environment, What is Busin
ess?, Legal Environment of Business, Gaining Practical Experience
UNIT 2: Law of Contract Introduction, Meaning and Essentials of a Valid Contract
, Proposal (or Offer) and
Acceptance [SS.3-9], Capacity to Contract [Ss.10-12], Consent and Free Consent,
Consideration [Ss.2(D), 23-
UNIT 3: Unlawful Consideration and Object [Ss.23-24], Contingent Contracts (Ss.3
1-36), Quasi Contracts
(Ss.68-72) (Certain Relations Resembling those Created by Contracts), Performanc
e of Contracts [Ss.37-67]
UNIT 4: Contract of Agency Introduction, Definition of Agent and Agency, Differ
ent Kinds of Agencies, Classification of Agents,
UNIT 5: Duties and Rights of Agent
UNIT 6: Principal s Duties to the Agent and his Liability to Third Parties,
Personal Liability of Agent, Termination of agency
UNIT 7: Law of Sale of Goods Introduction, Definition and Essentials of a Contra
ct of Sale, Goods and their
UNIT 8: Meaning of Price, Conditions and Warranties, Passing of Property in Good
UNIT 9: Law of Negotiable Instruments Introduction, Meaning and Definition of a
Negotiable Instrument
UNIT 10: Certain Important Concepts and Explanations of Certain Terms, Promisso
ry Notes and Bills of
Exchange, Cheques,
UNIT 11: Holder and Holder in due Course, Privileges of a Holder in due Course,
UNIT 12: Negotiation of a Negotiable Instrument, Presentment, Dishonour, Crossin
g of Cheques
UNIT 13: Law of Insurance Nature and Principles of Insurance Life Insurance
, Fire Insurance, Marine
Insurance, Gaining Practical Experience
UNIT 14: Law of Carriage of Goods Definition of a Contract of Carriage and Cla
ssification of Carriers, Carriage of Goods by Land
UNIT 15: Carriage of Goods by Rail, Carriage of Goods by Sea, Carriage of Goods
by Air
UNIT 16: Gaining Practical Experience

Section: II Security Analysis & Portfolio Management

UNIT 17: Investment Management Nature of Investment Decisions, The Investment
Process, Investment
Objectives and Policy
UNIT 18: Security Analysis, Portfolio Construction, Investment Opportunities, In
vestment Attributes/Factors
Influencing Selection of Investment
UNIT 19: Philosophy of Individual and Institutional Investors
UNIT 20: Fundamental Analysis-I: Economic Analysis Concept of Economy Anal
ysis, Macro Economic
UNIT 21: Significance of Economic Analysis, Economy and Industry Analysis UNIT 2
2: Fundamental Analysis-Ii: Industry Analysis Need for Industry Analysis UNIT 23
: Alternative Classification of Industries, Industry Life Cycle Analysis UNIT 2
4: Economic Factors and Industry Analysis, SWOT Analysis of Industries
UNIT 25: Company Analysis Framework of Company Analysis, Financial Analysis, Fu
ndamental Analysts
UNIT 26: Ratio Analysis, Classification of Ratios
UNIT 27: Technical Analysis Technical v/s Fundamental Analysis, Different Techni
ques of Analysis,
UNIT 28: Dow Theory, Criticism of Dow Theory, Trading Indicators, Volum
e Indicators, Investors’ Confidence Indicators
UNIT 29: Efficient Market Theory Alternative Efficient Market Hypothesis, Effici
ent Frontier: (i) Risk-Free and (ii) Risky Lending and Borrowing
UNIT 30: Benefits of an Efficient Market (Investors Utility)
UNIT 31: Evidence for Market Efficiency
UNIT 32: The Efficient Frontier and Portfolio Diversification, Testing Market Ef

Section III: Advertising and Sales Promotion

UNIT 33: Communication Process Introduction, External and Internal Flow of Co
mmunication, External
Flow, and Internal Flow
UNIT 34: Steps in Communication Process, Different Types of Communication Syste
ms, Interpersonal
Communication, Impersonal Communication
UNIT 35: Integrated Marketing Communications, Persuasive Communication
UNIT 36: Promotion Mix Introduction, Meaning and Nature of Promotion Mix, Compon
ents of Promotion
UNIT 37: Advertising , Personal Selling, Publicity, Direct Marketing, Benefits o
f Promotion
UNIT 38: Introduction to Advertising Introduction, Meaning and Nature of Adverti
UNIT 39: Objectives of Advertising, Importance of Advertising, Classification o
f Advertisement, Consumer
UNIT 40: Advertising to Business and Professions, Non-Product Advertising, Organ
isation of Advertising
UNIT 41: Economic and Social Effects of Advertising Introduction Economic effect
s, Effect on the Value of
Products or Services,
UNIT 42: Effect on Prices Effect on Consumer Demand and Consumer Choice, Effects
on Competition, Social effects Stereotyping in Advertising , Ethical Iss
ues, Advertising Principles of American Advertising Federation
UNIT 43: Advertising Agency Management Introduction, Client or Advertiser’s
Role in Organising for
UNIT 44: Centralised System, Decentralised System, In-house Advertising Agency,
Advertising Agency
UNIT 45: How Advertising Agencies Developed, Full-Service Agencies, Agency Struc
tures, Other Types of
Agencies, Agency Compensation, Agency Evaluation, How the Agencies Acquire New C
UNIT 46: Advertising Campaign Introduction, Planning and Managing Advertising, A
ppraisal of Advertising
Opportunity, Analyse and Define
UNIT 47: Target Market, Set Advertising Objectives, Determine Advertising Budg
et, Decide Media and
Creative Strategy, Create Adds, Pre-test, and Release Adds, Evaluate Final Resul
ts (Post-testing)
UNIT 48: Advertising Budget, Approaches to Budgeting, Factors Affecting Allocati
on of Advertising Budget, Marketing Strategies
Section IV: Training and Development
UNIT 49: Organisational Training: An Overview Introduction
UNIT 50: Concept of Training and Development, Need for Training, Importance of T
UNIT 51: A Checklist to Avoid Training Pitfalls, Principles of Lea
rning, Modelling, Motivation, Reinforcement,
UNIT 52: Feedback, Spaced Practice, Whole Learning, Active Practice
UNIT 53: Assessment of Training Needs Introduction, Concept of Training Needs As
UNIT 54: Purpose of Training Needs Assessment, Levels of Training Needs Assessme
UNIT 55: Identify Training Objectives, Process of Conducting a Needs Assessment
UNIT 56: Methods and Techniques of Training Introduction, On-the-Job Training, J
ob Instruction Training
UNIT 57: Coaching, Mentoring, Job Rotation, Apprenticeship Training, Committee A
ssignments, Off-the-Job
Methods, Training Techniques
UNIT 58: Demonstration Technique, Lecture Technique, Simulation Games, In-Basket
UNIT 59: Management Development Introduction, Concept of Development
UNIT 60: Definition of management development, Need for Management development
UNIT 61: Importance of Management Development
UNIT 62: Steps in the Organisation of a Management Development Programme
UNIT 63: Methods of Management Development Introduction
UNIT 64: Decision-making Skills, In-, basket, Case Study, Business Games
Section V: Business Environment
UNIT 65: Concept, Nature and Scope of Business, Scope of Business, Industry, C
ommerce, Commercial
Activities, Business Organization
UNIT 66: Forms of Business Organization Sole Proprietorship, Partnership, Joint
Hindu Family Firm, Joint
Stock Company, Co-operative Organisation
UNIT 67: Types of Companies, Features of an Ideal form of Organisation, Initial
Choice of Organisation
UNIT 68: Expansion of Business and Choice of Organisation, Choice between Manage
r and Partner
UNIT 69: Choice between Partnership and Private Company, Choice between Privat
e Company and Public
UNIT 70: Internal Trade - Channels of Distribution Meaning of Channels of Distri
UNIT 71: Choice of Channels of Distribution, Middlemen, Wholesalers, Retailers,
Elimination of Middlemen
UNIT 72: Kinds of Retail Distribution, Departmental Store, Multiple Shops or C
hain Stores, Mail Order
House, Consumers’ Cooperative Store
UNIT 73: Export and Import Trade (International Trade)Export Trade, Imp
ort Trade, Import Trade
Procedure, Entrepot Trade
UNIT 74: Types of Price Quotations, Bonded Warehouse, Bill of Lading, Charter Pa
rty Export Promotion
UNIT 75: Banking System in India Definition of Banking, Service/Businesse
s Prmitted for a Banking
Company, Business Prohibited for a Banking Company
UNIT 76: Types of Banks, Indian Banking System - , Nationalisation of Banks, Typ
es of Accounts, ,Banking Reforms in India, Risk Management, Improving Profitab
ility, Global Standards, Negotiable Instruments, Definition, Characteristics of
a Negotiable Instrument, Types of Negotiable Instruments
UNIT 77: Transport and Storage
Modes of Transport, Rail Transport, Road Transport, Rail-Road Competition,
UNIT 78: Water Transport, Air Transport Comparative Study of Modes of
Transport, Storage and
UNIT 79: Types of Warehouses
UNIT 80: Business Risk and Insurance, Principles of Insurance, Life Insuran
ce, Fire Insurance, Marine
Insurance, Miscellaneous Insurance
Semester – VI

Section I: Management Information System

UNIT 1: Introduction To Information And Business Information System Introd
uction, Unit Objectives, Information System, Components of Information System,
Types of Information Systems,
UNIT 2: Introduction to Business System, Inventory Control, Inventory Control
System, Manufacturing
Plants, Accounting Sales Order Processing, Business Information System
UNIT 3: Financial Accounting System, Sales and Marketing System, Manufacturing
and Production System, Human Resource System
UNIT 4: Information System, Organization, Management And Strategy Introduction,
Unit Objectives,
UNIT 5: Organization and Information System, Organization, Principles of an Or
ganization, Features of an
UNIT 6: Organizational Behaviour, Applications of Information Systems in Organiz
UNIT 7: The Changing Role of Information Systems in an Organization, Effects of
Information System in an
Organization, Internet and Organization
UNIT 8: Implication for the Design and Understanding of Information System
UNIT 9: Unit Objectives, Introduction to System Analysis, Determination of Requi
UNIT 10: Determine Frequency, Timing and Volume, Interview, Questionnaire; Recor
d Review; Observation
UNIT 11: Integrated Information System In An Organization Unit Object
ives, Use of Database for
UNIT 12: Across Functional Areas Financial Information System
UNIT 13: Marketing Information System; Production/Manufacturing Information Syst
UNIT 14: Human Resource Information System Introducing Decision Support System A
pplication of DSS; Interactive System for DSS
UNIT 15: Implementation And Evaluation Of MIS Unit Objectives; The Implementatio
n Process Planning for
UNIT 16: Acquisition of Facilities and Space Planning; MIS Organization and Proc
edure Development; User
Training; Creation of Forms and Database; Testing; Change Over

Section II: Quality Management

UNI T 17: Understanding Quality, Perspectives, Integrating Perspectives on Quali
UNI T 18: Business Excellence through Quality, Quality Management
UNI T 19: Strategy of Quality Management, Customer and Quality Focus, Challenges
and Opportunities
UNIT 20: Introducing Total Quality Management – Concepts and Principles What is TQ
UNI T 21: What does TQM Cover?, TQM: The Guiding Principle
UNI T 22: Honda Experience, Hewlett Packard, Ford Quality Excellence, Motorola
UNIT 23: Problem Solving and Continuous Improvement Introduction, Tools,
UNI T 24: Implementation of Six Sigma, Six Sigma and TQM: Similarities and Diff
erences, Kaizen, Kanban and JIT
UNIT 25: Organizational Management System
UNI T 26: Reengineering Executive Overview, How is Reengineering Done?
UNI T 27: Major Components of Business Process, Reengineering (BPR), What Result
s can be Expected?
UNI T 28: Cases where Reengineering has worked
UNIT 29: Human Resource Management System Leading Practices
UNI T 30: Strategic Planning for Human Resource Management
UNI T 31: Personnel Management in a TQM Environment, Labour Relations in a TQM E
UNI T 32: Summary of Key Points
Section III: Management of Financial Institutions
UNIT 33: Indian Financial System And Financial Institutions Introduction, Functi
ons of Financial Institutions
UNIT 34: Scope of Financial Services, Corporate Advisory Services by Financial I
nstitutions UNIT 35: Development Banking, Commodity Trading – A New Avenue for Com
mercial Banks UNIT 36: Role of Financial Institutions in Economic Development, S
UNIT 37: Commercial Banks Introduction, Evolution of Commercial Banking, Functio
ns of Commercial Bank
UNIT 38: Risk Management, Types of Risk, RBI Guidelines for Risk Management, Ris
k Management Systems, Functions of Bank Capital
UNIT 39: Classification of Capital of Banks, CRR and SLR on Interbank Deposits
UNIT 40: Reserve Bank Of India Organisation and Management of RBI
UNIT 41: Reserve Bank Objectives, Traditional Functions, Objectives of Credit Co
ntrol, Other Controls,
UNIT 42: Monetary Policy and Economic Variables, Bank Rate and Interest Rates, I
mportance of Bank Rate, Impact of Bank Rate Policy
UNIT 43: Development Banks In India Introduction, Nature of Development Banking,
Development Banks in
UNIT 44: Functions of Development Banks in India, Term Loans from, Development B
anks, Development
Finance Institutions
UNIT 45: Fee-Based Services, ICICI, Industrial Reconstruction Corporation of Ind
UNIT 46: Mutual Funds In India Introduction, Mutual Funds in India , Mutual Fu
nd Organisation, The
Structure Consists of Mutual Funds
UNIT 47: Net Asset Value, Phases of Mutual Funds in India, Advantages of Mutual
UNIT 48: SEBI Regulations Relating to Mutual Funds

Section IV: Consumer Behaviour

UNIT 49: Consumer Behaviour – Nature, Scope and Applications Nature and Scope, Con
sumer Behaviour
Defined, Development of the Field of Consumer Behaviour,
UNIT 50: Development of Marketing Concept, Disciplines Involved in the Study of
Consumer Behaviour, Consumer Behaviour Applications in Marketing
UNIT 51: Consumer Perception Sensation (Exposure to Stimuli), Attention,
Perceptual Organisation
(Interpretation), Interpretation of Stimuli, Images are Important to Consumers
UNIT 52: Consumer Attitudes Functions of Attitude, Attitude Models, Factors Inhi
biting the Relationship between Beliefs, Feelings and Behaviour
UNIT 53: Buying Process the Buying Process, Make an Offer, the Buying Decision,
Perspectives on Consumer
Behaviour, Problem Recognition
UNIT 54: Consumer Needs and Motivation Needs, Goals, Classifying Motives, Needs
and Goals are Dynamic, Frustration and Defence Mechanisms
UNIT 55: Needs and Goals may vary among Individuals, Motive Arousal, Systems of
Needs, and Motivation
UNIT 56: Group Influence And Consumer Behaviour When do Groups Exert Influence?,
Types of Reference
Groups, Nature of Reference Groups, Reference Group Influences on Consumers
UNIT 57: Relative Importance of Informational, Comparative and Normative Influe
nces, Applications of
Reference Group Influences
UNIT 58: Consumer And Cultural Influence The Characteristics of Culture,
Cultural Values, Cultural Differences in Non-verbal Communications, Cross-cul
tural Influences, Aspects of Sub-cultures, Lifestyle Influence, The VALS (Values
and Lifestyles)
UNIT 59: Social Class Influence and Consumer Behaviour The Nature of Social Clas
s, Symbols of Status, Concept of Money and Social Class, Social Class Categories
, Social Class Categories in India
UNIT 60: Pre-Purchase And Post-Purchase Buying Behaviour Pre-purchase Buying Beh
aviour, Post-purchase
Dissonance, Purchase Evaluation and Satisfaction/Dissatisfaction, Dissatisfactio
n Responses
UNIT 61: Implications for Marketers, Satisfaction, Repeat Purchase and Customer
Loyalty, Product Disposal
UNIT 62: Organisational Buyer Behaviour Market Structure and Pattern of Demand,
Organisational Buyer
UNIT 63: Decision Approach and Purchase Patterns, Factors Influencing Organisati
onal Buyer Behaviour
UNIT 64: Types of Decision Situations, Organisational Buyer Decision Process, Pr
oblem Recognition, Product
Specification, Product and Vendor Search, Product and Vendor Evaluation, Product
and Vendor Selection