FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK

External Marks: 70 Internal Marks: 30

Time: 3 hrs.

MANAGEMENT CONCEPTS AND APPLICATIONS Paper Code: 2101/50701 COURSE OBJECTIVE: The objective of this course is to expose the students to basic concepts of management and to enable them to gain appreciation for emerging ideas, techniques, procedures and practices in the field of management.

Unit-I Introduction: concept and nature of management; managerial competencies – communication, team work, planning and administrative, strategic and global competencies; evolution of management thoughts – traditional, behavioural, system, contingency and quality viewpoints Unit-II Planning, decision making and organizing: nature and elements of planning, planning types and models, planning in learning organizations; strategic planning – an overview; decision making process, models of decision-making, increasing participation in decision-making, decision-making creativity; basic issues in organizing – work specialization, chain of common delegation, decentralization, span of management, bases for departmentation Unit-III Leading: recognition of human factor, motivation models/approaches; leadership styles/behaviours, personal characteristics of effective leaders, leadership development; leadership for learning organizations Unit-IV Management control, managerial ethics and social responsibility: management control – concept and process, overview of control techniques, effective control system; managerial ethics, factors affecting ethical choices; ethical dilemma; social responsibility; evaluating corporate social performance; managing company ethics and social responsibility Suggested Readings: 1. 2. 3. 4. 5. 6. 7. Note: 1. 2. Robbins, S.P. and Decenzo, D.A. Fundamentals of Management , Pearson Education Asia, New Delhi Hellreigel, Management, Thomson Learning, Bombay Koontz, H and Wechrich, H; Management, Tata McGraw Hill Stoner, J et. al, Management, New Delhi, PHI, New Delhi Robbins & Coulter, Management, PHI, New Delhi Satya Raju, Management – Text & Cases , PHI, New Delhi Richard L. Daft, Management, Thomson South-Western One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks.

FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK
External Marks: 70 Internal Marks: 30

Time: 3 hrs. MANAGERIAL ECONOMICS PAPER CODE: 2102/50702

COURSE OBJECTIVE: The paper seeks to equip the students with the analytical tools of Economics and apply the same to rational managerial decision-making. It further seeks to develop economic way of thinking in dealing with practical business problems and challenges. Unit-I Nature and scope of managerial economics; nature of marginal analysis; alternative objectives of business firms; cardinal utility theory; indifference curve technique and the theory of consumer choice; consumer surplus; price, income and substitution effects; demand elasticities; demand estimation and forecasting; relationship between price elasticity and marginal revenue. Unit-II Law of variable proportions; laws of return; optimal input combination; output-cost relations; engineering cost curves; technological change and production decisions; revenue curves of a firm; duopoly analysis using reaction curves; price-output decisions under alternative market structures; shut-down points; Baumol’s sales maximization model; advertising and price-output decisions. Unit-III Collusive behaviour of firms; cartel behaviour; game theory and strategic behaviour; product differentiation and price discrimination; price-output decision in multi-plant and multi-product firms; managerial theories of the firm; general pricing strategies; special pricing techniques – limit pricing, peak load pricing and transfer pricing; dumping analysis; pricing of public utilities. Unit-IV Risk analysis; investment and capital replacement decisions; locational choice of a firm; measures of national income; business cycles; operative aspects of macroeconomic policies; inflation analysis; tariff analysis. Suggested Readings: 1. 2. 3. 4. Note: 1. 2. Hirschey , Mark, Managerial Economics, Thomson Learning, Bangalore Monroe, Kent B., Pricing-Making Profitable Decisions, MacGraw-Hill, New York Keat, Paul B., and Philip K.Y. Young, Managerial Economics – Economic Tools for Today’s Decision Makers, Pearson Education, Delhi Salvatore, Dominick, Managerial Economics in a Global Economy, Thomson Learning, Hyderabad One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks.

FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK
External Marks: 70 Internal Marks: 30

Time: 3 hrs. ORGANISATIONAL BEHAVIOUR PAPER CODE: 2103/50703 COURSE OBJECTIVE: This course aims to provide insights necessary to understand behavioural processes at individual, team and organisatinal level enable students to learn how to influence the human behaviour in organisations Unit-I Foundation and background of OB, contemporary challenges -workforce diversity, cross-cultural dynamics, changing nature of managerial work, ethical issues at work, emotional intelligence in contemporary business Unit-II Individual behaviour and processes: individual differences – values and attitudes; Perception- concept, process and applications; Personality- concept, determinants and theories applications; Learning and Reinforcement, Stress – symptoms, causes, consequences and management Unit-III Interpersonal and team processes: group behaviour, group development, group dynamics, social loafing; developing teams – self directed work teams, virtual teams; team building; Empowerment - concept, significance, process, prerequisites, Conflict – concept, sources, types, management of conflict, Power – concept, sources, approaches; organizational politics Unit-IV Organizational processes and structure: organizational structure and design, Work and job design; organizational learning; organizational culture; organizational change and development. Suggested Readings:1. 2. 3. 4. 5. 6. 7. Note: 1. 2. One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks. Nelson, Debra L and James C Quick, Organisational Behaviour, Thomson Learning Pareek, Udai, Understanding Organisational Behaviour, Oxford University Press, New Delhi Robbins, S.P., Organisational Behaviour , Prentice Hall of India, New Delhi Hellgiegel, D & J.W. Slocum, Organisational Behaviour, Thomson Learning McSchane, Organisation Behaviour, TMH, New Delhi Luthans, Fred, Organisational Behaviour, McGraw Hill, New York New Storm and Keith Davis, Organisation Behaviour , TMH, New Delhi

types and applications. Statistics for Business . Probability distributions . Kothari C. New Delhi. 2000 7.B. Poisson and Normal distributions. Hypothesis testing. 3. regression analysis -meaning and two lines of regression. All questions will carry equal marks. Unit-III Probability: basic concepts and approaches. Time series analysis .R. Business Statistics . Anderson.P. Quantitative Techniques. J.S. skewness : meaning and co-efficient of skewness. Unit-II Correlation analysis . Thomson Learning. Business Statistics . An Introduction to Statistical Methods . New Delhi 9. addition.R. Delhi. 8. & Gupta M. Prentice Hall of India. 4.FACULTY OF MANAGEMENT SCIENCES. Unit-IV Tests of significance. Bombay.P.Delhi. their relative merits. Levin & Rubin. Delhi. Hooda.Chand & Co.measurement of trend and seasonal variations. Vikas Publishing House. Analysis of variance.meaning & types of correlation... multiplication and Bayes’ theorem. . Sultan Chand & Sons. & Gupta. Vijay-Business Statistics . Thomson Learning. types of measures.P. Gupta S. Chandan. 6.meaning. The students will be required to attempt any five questions (selecting at least one question from each unit). R. Excel Books. Binomial.S. McMillan India Ltd. Gupta C. Bombay. Statistics for Business & Economics. S. . Statistics for Business & Economics . Quantitative Methods in Business . Small samples: Chi-square test. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). 5. Karl Pearson’s coefficient of correlation and spearman’s rank correlation. MAHARS HI DAYANAND UNIVERSITY. 2. Suggested Readings: 1. relationship between correlation and regression co-efficients. time series and forecasting. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 Hrs QUANTITATIVE ANALYSIS Paper code: 2104/50704 COURSE OBJECTIVE: The objective of this paper is to acquaint the students with various statistical tools and techniques used to business decision making Unit-I Construction of frequency distributions and their analysis in the form of measures of central tendency and variations. Anderson. Large samples. limitations and characteristics. Vikas Publishing House. Bhardwaj. N.

standard costing and variance analysis (materials. ratio analysis. preparation of final accounts with adjustments. NewDelhi. 5. M. Hansen & Mowen. Pandey. inventory valuation. MAHARS HI DAYANAND UNIVERSITY. Jain. importance and techniques.concept. Horngren. Illinois. S. Thomson Learning 6. Anthony R. One case study be discussed – per unit – in the class. Budgetary control. Section ‘B’ will contain one CASE STUDY which will be compulsory. The students will be required to attempt four questions (one question from each unit).. Shree Mahavir Book Depot. 7. importance. Management Accounting.K. and Ghosh Roy. journal. accounting principles. different types of budgets. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). JBC Publishers and Distributors. 8. Khan. Singhal.P and Narang. Ludhiana. 2. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 Hrs ACCOUNTING FOR MANAGERS PAPER CODE: 2105/50705 COURSE OBJECTIVE The objective of this course is to acquaint the students regarding various accounting concepts and its applications in managerial decision making Unit-I Financial Accounting-concept.N.. Management Accounting. . NewDelhi 3. techniques. Advanced Cost Accounting . Homewood. cash flow analysis (AS-3) Unit-III Cost accounting-meaning. Instruction for External Examiner: The question paper will have two sections. fund flow analysis. New.K. Management Accounting and Financial Management. A. objectives. an elementary knowledge of activity based costing Unit-IV Management accounting.meaning. methods.J. P. importance and scope. H. 1995. Cost Management. essentials of budgeting. trial balance. Kalyani Publishers. Note: 1. Suggested Readings: 1.. need. I.M..L. 4.FACULTY OF MANAGEMENT SCIENCES.. depreciation (straight line and diminishing balance methods). classification of costs and cost sheet. K. TMH. ledger. Pearson Education.N. S. Ne w Delhi 2. importance and scope. and Reece J. Richard D. need. Introduction to Management Accounting. Mittal.S. NewDelhi. and Jain..Delhi. Management Accounting Principles.Y. Unit-II Analysis and interpretation of financial statements – meaning. All the five questions will carry equal marks. marginal costing and its application in managerial decision making. Sundem and Stratton. Vikas Publishing House.Irwin. labour). Accounting for Managers.

entity. Leon & Leon. Advantage & limitations. schema. . subschema. Applications in documentation preparation and making reports. components. capabilities characteristics & limitations. Bandwidth. Computer Concepts 7 Edition. Pearson Education White. Internet Protocol Addresses. Objectives. COMPUTER APPLICATIONS IN MANAGEMENT PAPER CODE: 2106/50706 COURSE OBJECTIVE: Through this course it is intended to familiarize the students with the computer hardware and software applications for data/file management and exc hange through net Unit-I Computer Organization: Introduction. Network Applications. Bombay. Characteristics. Lab : Operating Systems Commands. 3. presentations. preparation of questionnaires. MS Excel. E-mail. Concepts. 4. WWW Pages & Browsing. Vikas Publishing House. attribute. Security. Operating System. Computer networks and Internet. MS Power point. Unit-II Use of MS-Office: Basics of MS-Word. classification. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. Unit-III Internet : Internetworking. Tally (latest version) Suggested Readings: 1. New Delhi. Introduction to Computers. Internet Surfing. 2. MAHARS HI DAYANAND UNIVERSITY. Network Topology. tables and graphs. MS Office. Thomson Learning. Thomson Learning. Bombay. Comer 4e. Data Communications & Computer Network . Analog & Digital Signals. Storage devices: Application of Computer in Business. Packet Transmission. Long Distance communication. MS-Excel and MS-Power Point. Unit-IV Introduction to database: Concept. Internet Applications. MS Word. th June Jamrich Parsons.FACULTY OF MANAGEMENT SCIENCES. Computer Languages.

types of letters. memos. ROHTAK Internal Marks: 50 Practical Marks: 50 BUSINESS COMMUNICATION SKILLS PAPER CODE: 2107/50707 COURSE OBJECTIVE: To acquaint the students with fundamentals of communication. strategies of assertive behaviour. written and nonverbal communication skills and to transform their communication abilities Unit-I Purpose and process of communication. facsimiles. diary writing. deterrents to listening process. smiles. report writing. barriers to communication. MAHARS HI DAYANAND UNIVERSITY. myths and realities of communication.FACULTY OF MANAGEMENT SCIENCES. oral communication: noise. hand movements. style of working. Asha. essentials of good listening. Assertiveness – indicators of assertive behaviour. Effective Business Communication. 4. New Delhi Chaturvedi. types of listening.. Asha. 3. circulars. electronic mail. agenda and minutes. notices. 2. business manners of people of different cultures. Basic Managerial Skills for All. Kaul. and Mukesh Chaturvedi. Business Communication . listening – listening process. managing customer care Unit-IV Written communication: mechanics of writing. Pearson Education McGrath. business correspondence – business letter format. E. help them honing oral. New Delhi . developing resume Suggested Reading: 1. P. telephonic communication Unit-II Presentation skills: prerequisites of effective presentation. voice modulations. business etiquettes: business dining. New Delhi Kaul. paths of communication. style of letter arrangement.H. PHI. format of presentation. body sport for interviews. gazes. telex manages. Business Communication. PHI.D. Communication skills for group discussion and interviews Unit-III Non verbal communication: gestures. handshakes.. PHI.

relative size and growth of public and private sectors. Second Generation Economic Reforms in India. Acharya. BUSINESS ENVIRONMENT PAPER CODE: 2108/50708 COURSE OBJECTIVE: The objective of this course is to sensitize the students towards the overall business environment within which organization has to function and to provide insight to students of its implication for decision making in business organizations. environment for the SME sector. business opportunities in the rural sector. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). public -private partnership. New Delhi Khan. MAHARS HI DAYANAND UNIVERSITY. 2. 3. infrastructure development and policy. India’s Economic Reform and Development. Unit-I Nature and structure of business environment. macro and micro indicators. ICRIER. interest rate structure and present monetary policy. Unit-II Design and strategy of economic reforms. TATA McGraw Hill. banking reforms and challenges. competitive environment. I. current state of growth and investment. environment for foreign trade and investment. The students will be required to attempt four questions (one question from each unit). Suggested Readings: 1.. India’s Macroeconomic Management in the Nineties. Shankar. M. Deep and Deep. 2. Unit-IV Globalisation trends and challenges. One case study be discussed – per unit – in the class. trends in service sector growth.Y. public sector reforms and performance. consumer and investor protection. Delhi Datt. legislation for anti-competitive and unfair trade practices. Unit-III Current industrialization trends and industrial policy. Oxford University Press. 4. intellectual property regime and the R&D environment. New Delhi . balance of payments trends. Section ‘B’ will contain one CASE STUDY which will be compulsory. Indian Financial System. and IMD Little. emerging sectors of Indian economy. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. assessing risk in business environment. New Delhi Ahluwalia. All the five questions will carry equal marks. exchange rate movements and their impact. Instruction for External Examiner: The question paper will have two sections. fiscal environment.. current inflationary position and its impact on business sector. India’s competitiveness in the world economy.FACULTY OF MANAGEMENT SCIENCES. R.J. Note: 1. external influences on India’s business environment.

Pearson Education Chandra. All the five questions will carry equal marks. estimation of working capital need. Financial Management. The students will be required to attempt four questions (one question from each unit). New Delhi Khan M. New Delhi Keown. Suggested Readings: 1. weighted average cost of capital. determining cash flows. Fundamentals of Financial Management. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). models. cost of different sources of raising capital. Note: The topic of capital budgeting. Financial Management and Policy. sources of long term finance.M. David F. I. management of cash. time value of money. William and Scott. Pandy. capital structure theories . Financial Management. methods of capital budgeting. 5. Thomson Learning. inventory and receivables. 7. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 Hrs FINANCIAL MANAGEMENT PAPER CODE: 2201/50801 COURSE OBJECTIVE: The objective of this course is to acquaint the students regarding financial management tools and techniques in financial decision making Unit-I Financial management-scope finance functions and its organisation. Prentice Hall of India Brigham & Houston. Section ‘B’ will contain one CASE STUDY which will be compulsory. Prasanna. determinants of dividend policy and dividend models -Walter. New Delhi One case study be discussed – per unit – in the class. Vikas Publishing House.Y. John D. Unit-IV Working Capital. New Delhi Van Horne. Petty. R.meaning. NOI. determinants. 6. Martin... Taxman’s Publishing House. James C. difficulties.. objectives of financial management.. 2. Financial Management. need. and Jain P.FACULTY OF MANAGEMENT SCIENCES. J. Unit-II Investment decisions importance. TMH. 2. Bombay. 3. Financial Management. Instruction for External Examiner: The question paper will have two sections. Tata McGraw Hill. traditional and M-M theories.M.. risk analysis (risk adjusted discount rate method and certainty equivalent method). Kishore. receivable management will cover theoretical concepts and simple numerical questions.K. MAHARS HI DAYANAND UNIVERSITY. . Unit-III Capital structure decisions-financial and operating leverage. 4.NI. Arthur J. Gordon & M. inventory management.. Financial Management. management of cash. Note: 1.

building and delivering customer value and satisfaction. Berkowtz and Rudelius. tools of product differentiation. wholesaling and retailing Unit-IV Advertising and sales promotion. pricing strategies and programmes. managing marketing channels. web marketing. Section ‘B’ will contain one CASE STUDY which will be compulsory. Hartley. marketing research and information system Unit-II Analyzing consumer markets and buyer behaviour. The students will be required to attempt four questions (one question from each unit). Marketing. TMH. Marketing Management. personal selling. Koshy and M. Pearson Education. MARKETING MANAGEMENT PAPER CODE: 2202/50802 COURSE OBJECTIVE: This course is designed to promote understanding of concepts. One case study be discussed – per unit – in the class. reasons for and benefits of going international. Kotler Philip and Keller. philosophies. branding and packaging decisions. market segmentation. 4. Note: 1. TMH. PHI. entry strategies in international marketing Suggested Readings: 1. Michael J. processes and techniques of managing marketing operation and to develop a feel of the market place Unit-I Nature and scope of marketing: corporate orientation towards marketplace. retaining customers. 3. product mix and product line decisions. analyzing business markets and business buying behaviour. Marketing: Concepts and Cases. Jha. evaluation and control of marketing effort. New Delhi Etzel. Philip. marketing strategies in the different stage of the product life cycle Unit-III New product development process. Marketing Management in South Asian Perspective . 2. Instruction for External Examiner: The question paper will have two sections. New Delhi Kotler. marketing environment. 2.FACULTY OF MANAGEMENT SCIENCES. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. MAHARS HI DAYANAND UNIVERSITY. New Delhi Kerin. Kevin Keller. public relations. New Delhi . A. All the five questions will carry equal marks. green marketing. positioning and targeting.

investment in training. pay for performance and incentive plans. and Roberty Cardy. employee leasing. Robert. Instruction for External Examiner: The question paper will have two sections. ESOP. rewarding performance: linking rewards to organizational objectives. David Balkin. Note: 1. HUMAN RESOURCE MANAGEMENT PAPER CODE: 2203/50803 COURSE OBJECTIVE: The primary concern of this course is to develop an appreciation of effective management of human resources and to enable the students to meet HR challenges in present scenario Unit-I: Strategic importance of HRM. All the five questions will carry equal marks. HR department operations. Pearson Education Mathis. 3.. The students will be required to attempt four questions (one question from each unit). Human Resource Management. responsibilities and competencies of HR professionals. outplacement. and John Jackson. and D. 2. training and development. 2. international HRM Suggested Readings: 1. Human Resource Management .FACULTY OF MANAGEMENT SCIENCES. . Shell. Managing Human Resources. determine compensation structure. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). challenges to HR professionals. MAHARS HI DAYANAND UNIVERSITY. socialization and induction of new employees. evaluation of T & D programme Unit-III Appraising performance: developing and instituting performance appraisal system. 5. Ivanceivich. New Delhi Jyothi P. Human Resource Management . HR audit. Tata McGraw Hill. Biswajert.. Pattanayak. Thomson Learning Inc. John M . human resource planning – objectives and process.Venkatesh. 6. HR in mergers and acquisitions. career planning and management. human resource information system Unit-II Talent acquisition: recruitment and selection strategies. Megia. outsourcing HR functions. Human Resource Management. New Delhi Gomez. executive compensation. role. training need assessment. succession planning. 7. Human Resource Management. Thomson Learning Inc. designing and administering training programme. executive development programme. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. PHI. HR in virtual organizations.N. Pearson Education Dessler. potential appraisal. Scott and George Bohlander. Human Resource Management. Gary. Oxford University Press. Section ‘B’ will contain one CASE STUDY which will be compulsory. assessment and development centres. Luis. objectives of HRM. New Delhi One case study be discussed – per unit – in the class. designing and administering benefits and services Unit-IV HR in knowledge era: HR in knowledge industry. 4.

importance of logistics. logistics decision models. Robert B. synchronizing planning and control across the supply chain. Wisner. drivers and dependent demand inventory. sales and operations planning (S&OP) strategy. Pearson Education. The students will be required to attempt four questions (one question from each unit). G. continuous review system – economic order quantity. Pearson Education. purchasing process. Larry P. organizational role in product and service development. single period inventory system. Principles of Supply Chain Management – A balanced approach. production activity control and vendor order management systems. just-in-time perspective on waste and inventory. kan-ban system. understanding the SCM information needs. inventory in supply chain. statistical quality control Unit-II Product design and development process. continuous improvement tools. Gaither. sourcing strategy. Greg. supply chain information system Suggested Readings: 1. Keah-Choon. Thomson Learning. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Introduction to Operations and Supply Chain Management. & Handfield. Leong. types of manufacturing processes and their characteristics. Cecil C.. mapping business processes. Pearson Education. methods of evaluating capacity alternatives. Bozarth. OPERATIONS AND SUPPLY CHAIN MANAGEMENT PAPER CODE: 2204/50804 COURSE OBJECTIVE: The objective of the subject is to explore the interlinkage between operations management and supply chain management.. capacity and capacity strategies. New Delhi 2. operations and supply chain strategies. the development process. Joel D. B. logistics decision areas. product customization within the supply chain. control and management of supply chains as integrated systems Unit-I Introduction operations management and supply chain management. multicriteria decision models in sourcing and purchasing. Lee J.. cross-functional and inter-organizational linkages in operations and SCM. Thomson Learning. New Delhi 5. Norman & Frazier. layout decision models. & Ritzman. laws of forecasting. diagnosing and improving SCM information flows. total quality management. trends in purchasing models. important trends interlinking operations and supply chain management. organizing for and implementing S&OP planning. services consideration Unit-IV Role of Inventory – its types. Section ‘A’ shall comprise 8 questions (2 questions from each unit). operations and supply chain perspectives on design. periodic review system. MAHARS HI DAYANAND UNIVERSITY. measuring process performance. Krajewski. defining quality. Mahadevan. All the five questions will carry equal marks. business processes. Keong & Tan. New Delhi 4. master scheduling. operation.. Operations Management – Processes and Value Chains.FACULTY OF MANAGEMENT SCIENCES. forecasting – demand supply and price forecasts. reorder points. sourcing decision. total cost of quality. strategies for business process improvement. One case study be discussed – per unit – in the class. material requirement planning. New Delhi 3. Instruction for External Examiner: The question paper will have two sections. 2. Section ‘B’ will contain one CASE STUDY which will be compulsory. safety stock and quantity discounts. logistics strategy. bench marking. major approaches to S&OP planning. Operations Management. . reducing cycle times. service processes. Operations Management – Theory and Practice. approaches to improving product and service design. New Delhi Note: 1. forecasting methods – qualitative methods and time series forecasting methods Unit-III Importance of purchasing. The course seeks to provide the key concepts and solutions in the design.

New Delhi Geode. Uma.R. New Delhi Sekran. variables. Research Methodology . coding. Section ‘B’ will contain one CASE STUDY which will be compulsory. Unit-I Business research. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). sampling design. concepts. Wilcoxon Matched – pairs signed – rank test. content analysis and tabulation. constructs. interview and observational methods. descriptive. discriminant analysis. All the five questions will carry equal marks. Miley Education. Methods in Research. 2. Business Research Method. ingredients and constructions of research report. Business Research Methods . ROHTAK External Marks: 50 Workshop: 50 Time: 3 hrs. techniques. Zikmund. 5. Mann – Whitney test. questionnaire designing. need and managerial value of business research. Note: 1. process of research and structure of research proposal Unit-II Research design – concept and types – exploratory. Millian G.. Bombay Cooper. Business Research Methods . hypothesis testing – an overview of parametric and non-parametric tests (analysis of varience. conjoint analysis. Hatl. scope. Instruction for External Examiner: The question paper will have two sections. X test. procedure of preparation of reference and bibliography Suggested Readings: 1. Donald R. C. nature. data analysis and interpretation. The students will be required to attempt four questions (one question from each unit). Singapore Kothari.and Pamels Schindler.. measurement scales – types and construction of scales and reliability and validity aspects in measurement Unit-III Methods of data collection – questionnaire/schedule. BUSINESS RESEARCH METHODS PAPER CODE: 2205/50805 COURSE OBJECTIVE: The objective of this paper is to impart knowledge about various stages of the research processes and their application in decision making. Millian J. 4. MAHARS HI DAYANAND UNIVERSITY. Kruskal – Wallis H-test) 2 Unit-IV An overview of dependent and interdependent methods (multiple regression. hypothesis. factors influencing sample size. One case study be discussed – per unit – in the class. editing. Thomson Learning . cluster analysis).FACULTY OF MANAGEMENT SCIENCES. & Paul K. its concept. 2. measurement – concept. McGraw Hills. diagnostic and experimental. factor analysis. 3. components of theory – definitions. Tata McGraw Hills.

Business Driven Technology. Infrastructure of networked economy. New Delhi. Computer Networks and Internet 4e. LAN WAN. Concepts of data transmission. MAHARS HI DAYANAND UNIVERSITY. TMH. . treats to privacy. Tannenbaum. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. Pearson Education. sharing information and resources through networks. and wireless networks. TMH. protecting privacy. Hardware. concepts of web page. Computer Networks. Applications of networks in information sharing and dissemination: applications in banking. PHI. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). Delhi. Delhi. cryptography. Vikas Publishing House. Delhi. Hagg. Software. Suggested Readings: 1. TCP/IP reference models. using IS functions to deal with business risks. home page. health issues in networked economy. Unit-III Privacy and ethical issues in networked economy. Delhi. Baltzan & Philips. client server computing. Lab: Web Designing in HTML. Comer. egovernance. ethical issues in networked economy. website and web searching (browsing). adding multimedia documents. COMPUTER NETWORKS & INTERNET PAPER CODE: 2206/50806 COURSE OBJECTIVE: The primary objective of the course is to familiarize the students with technologies like networking and internet and to build skills in applying these technologies to various business processes Unit-I Introduction to Internet: Definition of networks. Unit-IV HTML : Build a simple HTML document. frames.FACULTY OF MANAGEMENT SCIENCES. Molly. tables. Thomson Learning Forouzan . half-duplex transmission. Information Technology and the Networked Economy. McKeown. ticket reservation etc. 5. elements of networked economy. Using HTML 4. Impact of computer networks on business. 3. Data and Network Communication . E. 6. All questions will carry equal marks. N. Data Communication & Networking . 2. 7. Introduction to OSI. modems. Delhi. Miller. Douglas. Internet Surfing. PHI. social and economic issues in networked economy. future of the networked economy. 4. Unit-II Networked economy. links. The students will be required to attempt any five questions (selecting at least one question from each unit).

network construction.Delhi. Quantitative Techniques in Management. New Delhi.K. maximization objective and multiple optimal solutions.K. analysis of queue system. Operations Research: An Introduction. Paneerselvam. Macmillan India Ltd. advantages.. Taha. 5. Unit-I Operations Research: Evolution. 2. Bayesian analysis. Unit-II Transportation problems including transshipment problems. LFT and floats. Operations Research. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. special cases in simplex method: infeasibility. Sharma. Kapoor. pure and mixed strategy games. Unit-IV Game theory. Operations Research. Operations Research: Theory and Applications. degeneracy. Vikas Publishing House. Poisson distributed arrivals and exponentially distributed service time models (MM1 and MMK). assumptions. calculating EST. . MAHARS HI DAYANAND UNIVERSITY. time -cost trade-off. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). New Delhi. Vohra. Linear programming: Meaning. LST..FACULTY OF MANAGEMENT SCIENCES.Delhi. methodology and role in managerial decision making. 6. OPERATIONS RESEARCH PAPER CODE: 2207/50807 COURSE OBJECTIVE: The objective of this paper is to acquaint the students with various quantitative techniques which are of great importance for quantitative decision-making. Queuing theory: concept. V. Suggested Readings: 1. assignment problems including traveling salesman’s problem. All questions will carry equal marks. Prentice Hall of India. Prentice Hall of India. meaning. N. Tata McGraw Hill Publishing Company Ltd. assumptions and applications. New Delhi. The students will be required to attempt any five questions (selecting at least one ques tion from each unit). N. Operations Research. degeneracy. Simulation. Decision theory: decision making under uncertainty and risk. two person zero sum game. advantages. principle of dominance. Special cases in assignment problems: unbalanced problems. 3. 4. probability considerations in PERT.. New Delhi . Kalavathy. decision trees. Sultan Chand & Sons. duality. Unit-III PERT/CPM: Difference between PERT and CPM. maximization objective and multiple optimal solutions. limitations and applications.. N. J. unboundedness and multiple optimal solutions. process. EFT. Special cases in transportation problems: unbalanced problems. Formulation of problem and its solution by graphical and simplex methods.D. scope and limitations.

The World Economy – Trade and Finance. outsourcing factors. Anant K and Steward J Black. world trading system and impact of WTO. One case study be discussed – per unit – in the class. structure of IB environment. Section ‘B’ will contain one CASE STUDY which will be compulsory. LEERadesbaugh. barriers to IB. V. international promotion mix and pricing decisions. managing distribution channels. counter trade practices. International Business: Concept. exchange rate systems. Yarbrough and Robert H. compensation and performance appraisal of expatriate staff. managing global supply chains. mechanism of international trade transactions. International Business-Environment and Operations (New Delhi. Singapore .L. Pearson Education) Hill. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). currency translation methods for consolidating financial statements. MAHARS HI DAYANAND UNIVERSITY. The paper provides exposure to multiple dimensions of the field and imparts international perspective to business decisions. product and branding decisions. International Business -competency in the Global Marketplace (New Delhi: Tata McGraw Hill) Sundaram. Charles W. international business information and communication. 3. dimensions and modes of IB. Unit-IV Harmonizing accounting difference across countries. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs.. ethical dilemmas and social responsibility issues. Unit-I Recent global trends in international trade and finance.. J. control mechanisms in IB. Yarbrough. impact of FDI on home and host countries. 2. Instruction for External Examiner: The question paper will have two sections. motives for internationalization of firms. cross cultural challenges in IB. Daniels. Suggested Readings: 1. INTERNATIONAL BUSINESS PAPER CODE: 2208/50808 COURSE OBJECTIVE: The objective of the paper is to acquaint the students with the fundamentals of international business. and H. Environment and Strategy (New Delhi: Pearson Education) Beth V. Unit-II Foreign market entry strategies. international staffing decisions. 5. 4. 2. factors affecting foreign investment decisions. types and motives for foreign collaboration. All the five questions will carry equal marks. organizational structure for IB.D. risk in IB. global financial system.FACULTY OF MANAGEMENT SCIENCES. The International Business Environment: Text and Cases (New Delhi: Prentice Hall of India) Sharan. Thomson Learning. country evaluation and selection. The students will be required to attempt four questions (one question from each unit). Unit-III Decisions concerning global manufacturing and material management. Note: 1. the LESSARD-LORANGE Model.

FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK
External Marks: 70 Internal Marks: 30

Time: 3 hrs. STRATEGIC MANAGEMENT PAPER CODE: 2301/50901 COURSE OBJECTIVE: The objective of the course is to develop a holistic perspective of an organization and to enable the students to analyse the strategic situation facing the organization, to access strategic options available to the organization and to implement the strategic choices made by it. Unit-I Strategic Management Process: defining strategy, levels of approaches to strategic decision making, process of strategic management, roles of strategies, mission and objectives, strategic business unit, environment – concept, components and appraisal Unit-II Organization appraisal and strategy formulation: organizational dynamics and structuring organizational appraisal, SWOT analysis formulation – corporate level strategies and business strategies, strategy analysis and choice – the process, BCG matrix, GE matrix, SPACE approach, QSP matrix and strategic plan Unit-III Strategy implementation: aspects, structures, design and change; behavioural implementation – leadership, culture, value and ethics Unit-IV Functional implementation: functional strategies, plans and policies; marketing; financial, personal, operations, its plans and policies; strategic evaluation and control – an overview of strategic evaluation and control, techniques of strategic evaluation and control Suggested Readings: 1. Kazmi, Azhar, Business Policy and Strategic Management, Tata McGraw Hill Publishing Company Ltd., New Delhi 2. David, Fred R. Strategic Management – Concept and Cases , Pearson Education, Delhi 3. Hitt, M.A., Ireland R.D. and Hos Kisson R.D., Strategic Management Competitiveness and Globalisation; Thomson Asia Pvt. Ltd. 4. Pearce II J A and Robinson Jr., R.B., Strategic Management – Strategy Formulation and Implementation, AITBS Publishers and Distributors, Delhi Note: 1. 2. One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks.

FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK

External Marks: 70 Internal Marks: 30

Time : 3hrs. MANAGEMENT INFORMATION SYSTEM PAPER CODE: 2302/50902 COURSE OBJECTIVE: This course will equip students with skills to analysis information requirements for managerial decision making. Unit-I Data and Information. MIS- need and concepts, factors influencing MIS and characteristics of MIS. Technology of MIS. Structure of MIS. Decision Making and role of MIS. Data communication. Basic H/W required, Channel features and concept of Distributed Data bases Decision Support System: Overview, components and classification, steps in constructing a DSS, role in business, group decision support system Unit-II Information system for strategic advantage, strategic role for information system, breaking business barriers, business process reengineering, improving business qualities. Unit-III Planning for MIS; System Development Methodologies; Conceptual and detailed designs of MIS. Information system analysis and design, information SDLC, hardware and software acquisition, system testing, documentation and its tools, conversion methods. Unit-IV System implementation Strategies and process; System Evaluation and Maintenance. Applications – cross –functional MIWS; ERP; CRM; SCM; Transaction Processing; Artificial Intelligence technologies in business: neural network, fuzzy logic, virtual reality; Executive information system.

Suggested Readings : 1. 2. 3. 4. 5. 6. 7. Note: 1. 2. One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks. Jawadekar, Management Information Systems , TMH, N Delhi. Brien, James, Management Information System, Tata McGraw Hill, Delhi. Stair, Principles of Management System, Thomson Learning, Bombay. Mckeown, Information Technology and the Networked Economy, Thomson Learn ing, Bombay. Brady, Cases in MIS , Thomson Learning, Bombay. Murdick & Ross, Management Information System, PHI, Delhi. Kanter, J., Management Information System, PHI, Delhi.

FACULTY OF MANAGEMENT SCIENCES, MAHARS HI DAYANAND UNIVERSITY, ROHTAK
External Marks: 70 Internal Marks: 30

Time: 3 hrs. BUSINESS LEGISLATION PAPER CODE: 2303/50903 COURSE OBJECTIVE: The course is designed to provide an understanding of legal processes involved in management of an organization. The main focus is on understanding basic laws affecting the operation of a Business Enterprise Unit-I The Indian Contract Act: Essentials of a valid contract, void agreements, performance of contracts, breach of contract and its remedies, Quasi-Contracts Unit-II The Sale of Goods Act: Contract of sale of goods, conditions and warranties, transfer of property, rights of an unpaid seller; the negotiable instruments act: nature and types; negotiation and assignment; holder-indue course, dishonour and discharge of a negotiable instrument, arbitration Unit-III The Companies Act, 1956: Nature and types of companies; formation; memorandum and articles of association; prospectus, shares and share capital, allotment of shares Unit-IV Membership; borrowing powers; management and meetings; accounts and audit; compromise arrangements and reconstruction; prevention of oppression and mismanagement; winding up; Consumer Protection Act and Cyber Law Suggested Readings: 1. 2. 3. 4. 5. Note: 1. 2. One case study be discussed – per unit – in the class. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks. Kuchhal, M.C. and Deepa Parkash, Business Legislation Management, Vikas Publishing House Pvt. Ltd. Khergamwala, J.S., The Negotiable Instrument Acts, N.M. Tripathi, Bombay, 1980 Ramaiyam, A., Guide to the Companies Act, Wadhwa, Nagpur, 1992 Shah, S.M., Business Law for Managers , Sultan Chand, New Delhi, 1998 Tulisian P.C., Busienss Law, TMH, New Delhi

Entrepreneurship. New Delhi . Poornima. manpower planning. technical/operational feasibility. copy rights. Pearson Education. New Jersy (USA) Lall. commercial banks. feasibility study – market feasibility. entrepreneurial approach and emergence of entrepreneurship Unit-II Starting the venture: generating business idea – sources of new ideas. venture capital. Michael Peters and Dean Shephered. trade secrets. Tata McGraw Hill. franchising Suggested Readings: 1. Section ‘B’ will contain one CASE STUDY which will be compulsory. presenting business plan to investors Unit-III Functional plans: marketing plan – marketing research for the new venture. factors impacting emergence of entrepreneurship. and Shikha Sahai. entrepreneurship process. and R. job design. Hisrich. The students will be required to attempt four questions (one question from each unit). designing organization structure. Robert D. Entrepreneurship Development and Small Business Entreprises . financial institutions supporting entrepreneurs. Duane Ireland. preparing project report. Entrepreneurship.FACULTY OF MANAGEMENT SCIENCES. New Delhi Barringer. steps in preparing marketing plan.. Entrepreneurship. Note: 1. trade marks. Excel Books. Pearson Prentice Hall. licensing. Madhurima. opportunity recognition. organizational plan – form of ownership. contingency planning. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. 4. methods of generating ideas. proforma balance sheet. 3. Instruction for External Examiner: The question paper will have two sections. MAHARS HI DAYANAND UNIVERSITY. working capital. ENTREPRENEURSHIP PAPER CODE: 2401/51001 COURSE OBJECTIVE: This course aims to acquaint the students with challenges of starting new ventures and enable them to investigate. proforma cash flow. managerial vs. characteristics of successful entrepreneurs. break even analysis Unit-IV Sources of finance: debt or equity financing. Financial plan – cash budget. role of entrepreneurship in economic development. financial feasibility: drawing business plan. 2. New Delhi Charantimath. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). legal issues – intellectual property rights patents. understand and internalize the process of setting up a business Unit-I Entrepreneurship: Concept. 2. knowledge and skills requirement. environmental scanning. proforma income statement. Brace R. All the five questions will carry equal marks.. creative problem solving. competitor and industry analysis. One case study be discussed – per unit – in the class.

mobile commerce framework. Thomson Learning. applications. business and technological dimensions of e-commerce. Addison Wesley. Vikas Publishing House. New Delhi Didar Singh. E-business with Net Commerce (with CD). 5. Frontiers of Electronic Commerce. Framework. digital library. Whinston . EDI. E-Commerce. selling through online intermediaries. on-line research. channels and the related issues in implementing the e-commerce practices. organizing for online marketing. inter-organizational commerce & intra-organizational commerce. Internet retailing. Unit-II Electronic payment system.Michael Chang. advertising & marketing in the internet. Schneider P. Bombay.James. 7. Kalakota. Creating a winning E-business. Internet Marketing & e-commerce. supply -chain coordination. E Commerce for Manager. Delhi. Addison Wesley. New Delhi Whitely David. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. The students will be required to attempt any five questions (selecting at least one question from each unit). smart card. Bharat Bhasker. credit card and emerging financial instruments. the tools. Hanson & Kalyanam. MAHARS HI DAYANAND UNIVERSITY. Gary. Vikas Publishing House. channel design. Kosiur. . TMH. internet commercialization. Understanding E-Commerce. Internet advertising. 9. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). consumer search & resource discovery. factors affecting e-commerce. Unit-I Introduction to Electronic Commerce: origin and need. 10. Thomson Learning. process of e-commerce.FACULTY OF MANAGEMENT SCIENCES. TMH. 3. Search engines & directory services. value-added network. David King & H. Unit-IV Security. Pearson Education. 6. Electronic Commerce: A Managerial Perspective . Mobile commerce: Introduction to mobile commerce. Electronic Commerce. ELECTRONIC COMMERCE PAPER CODE: 2402/51002 COURSE OBJECTIVE: The objective of the course is to learn types. Electronic Commerce. All questions will carry equal marks. 2. Bombay. network infrastructure (including internet). 8. Unit-III B2B e-commerce. Agents in electronic commerce Lab: Internet Surfing of E-Commerce Sites. N Delhi. Delhi. Suggested Readings: 1. Delhi. Perry T. Napier. 4. Prentice Hall of India. e-procurement. multi channel retailing. digital copyrights. benefits of mobile commerce. Efraim Turban. computer based education & training. Shurety. Jay Lee. introduction to marketing & CRM.

Performance Management. defining objectives and performance standards. managing organizational performance. Instruction for External Examiner: The question paper will have two sections. Armstrong. counseling and coaching. legal requirements UNIT-IV Key Issues – 360o feedback. Michael. automation of performance management process. managing behaviour. 2. 4. 2. performance management and strategic planning linkages. All the five questions will carry equal marks. performance management process. NOTE: 1. Pearson Education Inc. Kogan Page Cokins. scope. defining capability requirements. John. Gary. performance management system implementation. Managing Employees Performance and Reward. need for performance management as a system. conducting performance reviews UNIT-III Designing and Implementing Performance Management Process – Performance Planning. principles. 3. Performance Management – Key strategies and Practical Guidelines. The students will be required to attempt four questions (one question from each unit). PA. PERFORMANCE MANAGEMENT PAPER CODE: 2305/50905 UNIT-I Basics of Performance Management – Concept. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). essence. Cambridge University. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. performance management training. John Wiley and Sons Shields. Section ‘B’ will contain one CASE STUDY which will be compulsory. performance and potential management UNIT-II Measuring Performance – Managing for results. Finding the Missing Prices. evaluating performance management SUGGESTED READINGS: 1. feedback. performance management and pay. . PM vs. strategy maps and balance score card. Herman. MAHARS HI DAYANAND UNIVERSITY. NODA Aguinis. Performance Management. One case study be discussed – per unit – in the class. managing competencies.FACULTY OF MANAGEMENT SCIENCES. management team performance.

Strategies. incidents and cases..FACULTY OF MANAGEMENT SCIENCES. 5. competency mapping Unit-II Designing the training programme: process of learning in training programme – attributes and factors influencing.. R. New Delhi One case study be discussed – per unit – in the class. D. New Delhi. emerging trends in training and development. and rationale. Prentice Hall of India. developing training modules. criteria and approaches. Effective Training – Systems.M. R. operational analysis. 6. e-learning. Training for Development . lecture. 3. training climate and pedagogy.K. Note: 1. and Harris. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Agochia. Section ‘B’ will contain one CASE STUDY which will be compulsory. in basket exercises. programmed instructions. 2. Bombay McGrath. 4. and James W. P Nick. principles of evaluation. knowledge management Suggested Readings: 1. creative problem solving Unit-IV Evaluation of training – need for evaluation. new perspectives on training – cross cultural training. TRAINING AND DEVELOPMENT PAPER CODE: 2306/50906 COURSE OBJECTIVE: This course is designed to provide in depth understanding and enable the students to manage training processes and system for developing human resource of the organization Unit-I Training – concept. training process: role of stakeholders in training programme. and Practices. person analysis.L. Thomson Learning. MAHARS HI DAYANAND UNIVERSITY. Instruction for External Examiner: The question paper will have two sections. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Pearson Education. Organization and Management of training function. syndicates and group discussion. Training aids Unit-III Training methods and techniques – role playing. Training needs assessment – organizational analysis. laboratory training. Thacker. Training in Organization . return on investment in training. Sage Publications De Simone. Devendra. Excel Books. Every Trainer’s Handbook. Training for Life and Leadership in Industry. The students will be required to attempt four questions (one question from each unit). All the five questions will carry equal marks. learning process. New Delhi Goldstein. inspirational techniques – brainstorming. business games. learning styles. New Delhi Blanchard. . process of calculating ROI in training. mind mapping. Human Resource Development. 2. Thomson Learning Sahu. seminars.

4. professional ethics and values and experiences. competencies requirement. role focused interventions Unit-III Techno structural Interventions – restructuring organization. Subir.. and Lecil H. and Christopher G. systems and process related competencies and helping organizational to achieve peak performance and become self sustaining Unit-I Organizational Change – meaning. New Delhi Chowdhury. Thomas G. 2. organization transformation Unit-IV Contemporary issues and applications – Organizational development in global context.V. nature. Bell. Cummings. . Organisation Development Interventions and Strategies. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Instruction for External Examiner: The question paper will have two sections. team building. process consultation. organizational development in service sector. Section ‘B’ will contain one CASE STUDY which will be compulsory. Organisation 2IC. New Delhi French. future trends in OD Suggested Reading: 1. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. OD Practioners – role. reengineering. The students will be required to attempt four questions (one question from each unit). T. Worley.FACULTY OF MANAGEMENT SCIENCES. Note: 1. Response Books. 2. coaching and mentoring. team. Thomson Learning Ramnarayan S. 3. Rao and Kuldeep Singh. Strategic Interventions – Organization and environment relationships. organizational confrontation meeting. third party interventions. Organizational Development – nature and characteristics. Organisation Development and Change. theories of planned change. All the five questions will carry equal marks. MAHARS HI DAYANAND UNIVERSITY. Pearson Education One case study be discussed – per unit – in the class. Organisation Development. process of organizational development Unit-II Human Process Interventions – T-group. PHI. Wendell L. types. employee involvement. ORGANISATIONAL CHANGE AND DEVELOPMENT PAPER CODE: 2307/50907 COURSE OBJECTIVE: This course is designed to provide in depth understanding of behavioural interventions and enable the students to apply these intervention for building individual. work design.

pay for performance plans Unit-III Compensation of special group: Corporate Directors.. Compensation Reward Management. understanding inter and intra -industry compensation differentials. tax planning Suggested Readings: 1..D.. Senior Managers. Pearson Education Armstrong. All the five questions will carry equal marks. Section ‘B’ will contain one CASE STUDY which will be compulsory. pay commissions. compensation policy Unit-II Internal and external equities in compensation system. COMPENSATION MANAGEMENT PAPER CODE: 2308/50908 COURSE OBJECTIVE: This course is designed to promote understanding issues related to compensation in corporate sector and impart skills in designing. determining the worth of jobs. components of executive compensation package. working of different institutions related to reward system like wage boards. The students will be required to attempt four questions (one question from each unit). 4. international compensation Unit-IV Statutory provisions governing different components of reward systems. B. role of trade unions in compensation management. 2. 3.O. UK Singh. Excel Books. Compensation. compensation as motivational tool. 5. Instruction for External Examiner: The question paper will have two sections. Kogan Page. Chief Executives. One case study be discussed – per unit – in the class.. R.FACULTY OF MANAGEMENT SCIENCES.M. Compensation Management. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit).J. Milkovich. Reward Management. policies and strategies Unit-I Role of compensation in organization: economic and behavioural theories related to compensation. Strategic Compensation. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. understanding different components of compensation package like fringe benefits. MAHARS HI DAYANAND UNIVERSITY. Pearson Education Martocchio. analysis and restructure compensation management system. R&D staff. Note: 1. J. George T and Newman J. compensation of professionals and knowledge workers. Tata McGraw Hill Henderson. designing pay structure and administering compensation package. New Delhi . incentives and retirement plans. 2. M and Murlis H. sales compensation plan. strategic perspectives of compensation.

All the five questions will carry equal marks. AMACOM. Section ‘A’ shall comprise 8 questions (2 questions from each unit). Jossey-Bass. Jack J. Peter. Maggie Cutt. Sears David. MAHARS HI DAYANAND UNIVERSITY.FACULTY OF MANAGEMENT SCIENCES. diagnosing causes of talent departure. Hank & Rusty Rueff. strategic importance of talent. Press. New Jersey 3. Instruction for External Examiner: The question paper will have two sections. Lawyer III. Dave Ulrich. 2. developing talent. talent imperatives. The students will be required to attempt four questions (one question from each unit). measuring human capital investment. Lisa Edwards. Talent Force: A New Manifesto for the Human Side of Business. Pfeiffer. Managing Talent Retention. . A Wiley Imprint 6. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Neil Flynn. Successful Talent Strategies. role of HR in talent management UNIT-II Talent Procurement and Deployment – Identifying talent needs. Phillips. Talent Assessment. new imperatives. deployment of talent. drivers of engagements UNIT-IV Return of Talent – Measuring contribution of talent to business performance. elements of talent management. talent forces of tomorrow SUGGESTED READINGS: 1. talent metrics.. Pearson Education. Peter Mowl and Simon Orme. Stringer. Tony. measuring and monitoring turnover and retention data. Kogan Page Ltd. David. American Management Association. designing engagement strategies. An ROI Approach. Cheese. Talent: Making People your Competitive Advantage. transformation and reorganization of HR. Robert J Thomas and Elizabeth Craig. Prentice Hall Upper Saddle River. New York 4. A Wiley Imprint 5. talent multiplication UNIT-III Talent Retention – Cost and consequences of talent departure. NOTE: 1. TALENT MANAGEMENT PAPER CODE: 2405/51005 UNIT-I Introduction – Concept of talent management. Gower Publishing Ltd. Edward E. establishing talent management system. Hampshire Ltd. The Talent Powered Organization. Section ‘B’ will contain one CASE STUDY which will be compulsory. 2. sourcing talent. workforce diversity and talent management. One case study be discussed – per unit – in the class.

Development of trade Union movement in India. Unit III Labor Legislations: Objectives. Venkataratnam. and Sinha. Involvement of workers with management processes. Dutta. forms and significance. 1. A . Trade Union Challenges at the Designing of 21 Centry. Industrial Relations. Prevention and settlement of disputes. Pravin. Industrial Relations. Harmony and discipline Unit. IIRA -Excel Books. Unit-II ILO and Trade Unions: Objectives and functions. Quality of worklife Suggested Readings Ramaswamy. Monappa. New Delhi 4. Scope.IV Co-ownership management. New Delhi st Venkataratnam. New delhi 6.S. Strategic implementation of WPM. 2. Challenges of Trade Union movement. functions and issues of industrial relations and to gain insight into the dynamics of employee management relations on the different job situations. Trade Union response toward liberalization and change. 2. One case study be discussed – per unit – in the class. Industrial Relations. S. Role and objectives of ILO. Tata McGraw Hill. Tata McGraw Hill. Sakher. Managing Human Resources. Concept and significance.FACULTY OF MANAGEMENT SCIENCES. The students will be required to attempt four questions (one question from each unit). Role of State in managing industrial relations factors affecting industrial relations. emerging socio -economic and techno-economic profile. E. Impact of technological change on industrial relations. Pearson Education. Unit-I Industrial Relations: Concept. New Delhi 3. Oxford University Press. Objectives. MAHARS HI DAYANAND UNIVERSITY. Instruction for External Examiner: The question paper will have two sections. Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks. Forms of union.K. C. Monappa. Tata McGraw Hill. Sinha.. New Delhi 7. methods and significance to quality management. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 Hrs INDUSTRIAL RELATIONS AND LABOR LEGISLATIONS PAPER CODE: 2406/51006 COURSE OBJECTIVE: The objective of this course is to sensitize and expose students to critical tasks. New Delhi 5. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Sinha. . Collective bargaining and empowerment: role. Guide to Disciplinary Action. Regulatory legislations and protective and employment legislations. Grievance handling legislations: Social security legislations. Managing Human Resources. New Delhi Note: 1. C. A. Trade Unions and Labour Legislations. Oxford University Press.S.

3. . Thomson Learning Inc.FACULTY OF MANAGEMENT SCIENCES. Tanuja. strategic HR vs. Note: 1. Monica and Kenneth McBay. sustained competitive advantages through inimitable HR practices Unit-III HR Systems: staffing systems.. domestic and international labour market. Tata McGraw Hill Greer. George and Thomas Dougherty. Oxford University Press. STRATEGIC HUMAN RESOURCE MANAGEMENT PAPER CODE: 2407/51007 COURSE OBJECTIVE: The primary concern to this course is to develop in depth understanding of the strategic role performed by HR in business organizations and to gain insight of the alignment between different HR systems and practices and organizational outcomes Unit-I HR environment. employee and career development systems. concept of SHRM: investment perspective of SHRM. 2. performance management systems Unit-IV Strategic options and HR decisions – Downsizing and restructuring. Pearson Education Belcourt. HR bundles approach. Thomson Learning Inc. Section ‘B’ will contain one CASE STUDY which will be compulsory. Strategic Human Resource Management. Jeffrey A . evolution of SHRM. One case study be discussed – per unit – in the class. The students will be required to attempt four questions (one question from each unit). outsourcing and off shoring Suggested Readings: 1. role of HR in strategic planning Unit-II Strategic fit frameworks: linking business strategy and HR strategy. Charles. New Delhi Dreher. traditional HR. 5. Human Resource Strategy. Mello. mergers and acquisitions. Instruction for External Examiner: The question paper will have two sections. barrier to strategic HR. business strategy and human resource planning. HRM in knowledge economy. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. best practice approach. HRM and firm performance linkages – measures of HRM performance. reward and compensation systems. MAHARS HI DAYANAND UNIVERSITY. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Strategic Human Resource Management. 2. Agarwala. Strategic Human Resource Planning. 4. All the five questions will carry equal marks. Strategic Human Resource Management.

2. New Delhi nd Francesco. The Secret of a Winning Culture (Building High Performance Teams ) PHI (Pvt. Hodgetts. Thomson Learning.. Multinational Management. Instruction for External Examiner: The question paper will have two sections. models and attitudinal dimensions. Tata McGraw Hill. New Delhi th Deresky. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 Hrs CROSS-CULTURAL HUMAN RESOURCE MANAGEMENT PAPER CODE: 2408/51008 COURSE OBJECTIVE: This course builds on the notions and frameworks in developing and understanding about the diverse nature of behavior patterns and issues involved in multivariate values and culture systems to maintain excellence of management. The students will be required to attempt four questions (one question from each unit). 5 Ed. 7.David H. Pearson Education. Retaining and motivating International staff. Danice E. 3. International Organizational Behavior . All the five questions will carry equal marks. work settings. Differences in communication. Culture caricatures. One case study be discussed – per unit – in the class. motivational context. bargaining behavior and negotiation strategies. Bombay Larry E. New Delhi . leadership.) Ltd. Standards of performance management in global perspective. International Management. Sen and John R.FACULTY OF MANAGEMENT SCIENCES.. Note: 1. Dryden Press. 2 Edition. MAHARS HI DAYANAND UNIVERSITY. International Management – Text and Cases. 5. Fred Luthans. Human and cultural variables of organization. team development and cooperation Unit IV Compensation: Objectives. Issues and challenges in global perspective. Childress. New Delhi Peter J. Unit –I Human Resource management in global organizations: Meaning and concept of Culture. Selection criteria and issues.Excel books Cullen. and Jonethan P. cultural differences. Culture diversity. Dolling. International Human Resource Management. Strategy and Behaviour. Training and development of international staff Unit III Managing global staff: Recruitment. Managing Across Borders and Cultures. Welch. 4. standardization and adoption of work practice.. Thomson Learning. Pearson Education. Doh. 6. Bombay Harzing and Van Ruysseveldt. New Delhi Holt. 8. International Management – Cultural. dimensions. Section ‘B’ will contain one CASE STUDY which will be compulsory. determinants and key components. similarities and managerial implications Unit-II Global HR issues: Cross-national differences. 2. characteristics and elements. negotiations. International Human Resource Management Sage Publication. Expatriate and repatriate issues in global context Suggested Readings 1. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Thomson Learning. Richard M.

EXIM BANK.FACULTY OF MANAGEMENT SCIENCES. housing finance. All the five questions will carry equal marks. OTCEI. 5. Instruction for External Examiner: The question paper will have two sections. 3. and Nigam.. H. NSE.Y. factoring and forfeiting.. MAHARS HI DAYANAND UNIVERSITY.R. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). 7. functions and powers Suggested Reading: 1. Financial Services.. SIDBI. UTI. The students will be required to attempt four questions (one question from each unit).operational policies and practices of IDBI. R. Pearson Education Khan. SEBI – its objectives. Section ‘B’ will contain one CASE STUDY which will be compulsory. IFCI. Tata McGraw Hill. One case study be discussed – per unit – in the class. debt securitization Unit-III Development Banks . M. issue management activities/procedures of merchant banking Unit-II Credit rating.. regulatory and theoretical framework of leasing.M. 2. segments/instruments of money market Unit-IV Mechanism of security trading. MANAGEMENT OF FINANCIAL SERVICES AND INSTITUTIONS PAPER CODE: 2309/50909 COURSE OBJECTIVE: The objective of this paper is to acquaint the students about major financial services and institutions Unit-I Financial Services: salient features. ICICI. New Age Publication Shrivastava. Financial Institutions and Markets . Tata McGraw Hill. 6. M. 2. Himalaya Publishing House . H. New Delhi Pathak. LICI. Indian Financial System. scripless trading. merger/amalgamation and acquisition/takeover.. mutual funds. L.. New Delhi Khan. Management of Indian Financial Institutions. New Delhi Machiraju. Working of Stock Exchange in India. Vikas Publishing House Machiraju. scope and problems.R. Divya. depository system and custodial services. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. M. Indian Financial System. Indian Financial System. Note: 1. 4. Tata McGraw Hills. venture capital financing. Y. Bhole.

Thomas Telford. 3. Bhavesh. environmental appraisal of Projects. Vikas Publishing House. UNIDO approach. Machiraju. Project Management and Control . New Delhi. H. 2. generation and screening of project ideas. firm risk and market risk.Delhi. Chandra. 2002. appraisal and control and financing of infrastructure projects. Implementation and Review. SCBA by financial institutions. Financing Infrastructure Projects. M Patel. New Delhi. rational and financial instruments.. appraisal criteria. Unit-IV Project management: organisation. analysis of project risk. Rao. human aspects and pre -requisites. Project Management. N. 5. Nijiru. Project Finance.FACULTY OF MANAGEMENT SCIENCES. Vikas Publishing House. Tata McGraw Hill. The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. All the five questions will carry equal marks. market. 2. BOOT/ BOT system for infrastructure projects. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. technical analysis and financial analysis. Public finance for infrastructure projects.Tony. Prasanna. Selection. R.K. One case study be discussed – per unit – in the class. MAHARS HI DAYANAND UNIVERSITY. ISBN . control. project financing in India project appraisal by financial institutions.C. Unit-I Phases and objectives of capital budgeting. Suggested Readings 1. New Delhi. 4. PROJECT MANAGEMENT AND INFRASTRUCTURE FINANCE Paper code: 2310/50910 COURSE OBJECTICE: The objective of this paper is to acquaint the students about the project planning. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Unit-III Social cost benefit analysis. planning. Note: 1. Instruction for External Examiner: The question paper will have two sections. Unit-II Special decision situations. demand and situational analysis.. Financing infrastructure projects: Concept. P. Projects : Planning Analysis. UK. Cyrus and Merna. Sultan Chand & Sons.

productivity efficiency. Datar Foster. Robert N. designing an ABC system Activitybased management. 3. Cost Management. performance budgeting. Nature of value-chain analysis. Thomson Learning Horngren. The students will be required to attempt four questions (one question from each unit). limitation of volume -based costing system. Note: 1. operational and strategic application of ABC. budgeting cycle. financial measures of activity efficiency. Management Accounting. target costing. 4. cost drivers. environmental influences on cost management practices. kaizen costing. activity hierarchies.life cycle costing. MAHARS HI DAYANAND UNIVERSITY. responsibility centers and financial control – nature and role of responsibility centres. ZBB. Pearson Education Hansen and Mowen. Drury. Cost Accounting. transfer pricing and its applications Unit-IV Strategic-based performance measurement system: balanced score card – prospectives and limitations. Atkinson and Young.. role of SCM in strategic positioning. activity-based budgeting.FACULTY OF MANAGEMENT SCIENCES. 6. measuring the performance of investment centre – ROI. Vijay. administration and effectiveness. EVA. Colin. activity analysis and linkage analysis. measuring changes in activity and process efficiency. Management Control System. customer profitability analysis. cost management tools . All the five questions will carry equal marks. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). process value analysis. Instruction for External Examiner: The question paper will have two sections. Section ‘B’ will contain one CASE STUDY which will be compulsory. benefits and limitations of ABC. Pearson Learning Anthony. McGraw Hill . productivity measurement and control. application of linkage analysis in cost reduction and value addition Unit-III Functional-based planning and control. Management Accounting and Control. Advanced Management Accounting. partial and total productivity measurement. JIT & theory of constraints. establishing objectives and performance measures in different perspectives of balance score card. Atkinson. budgeting –nature. and Govindrajan. Thomson Learning Kaplan. human aspects of budgeting. RI. One case study be discussed – per unit – in the class. 2. indicates of ABC. 2. STRATEGIC COST MANAGEMENT AND CONTROL PAPER CODE: 2311/50911 COURSE OBJECTIVE: This course aims to acquaint the students with concepts and various aspects of cost management from strategic perspective Unit-I Conceptual framework of SCM. BPR and bench marking Unit-II Nature of activity-based costing (ABC). Pearson Education Kaplan. Kaizen approach. 5. quality cost management and reporting system Suggested Readings: 1. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. accounting and evaluation of responsibility centers.

Arthur I. Stonehill. Thomson Learning Sharan. Michael H. country risk analysis. euro dollar and currency market. . finance function in a multination firms. Section ‘B’ will contain one CASE STUDY which will be compulsory. New Delhi Allen Shapiro. IBRD and development banks. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). 4.. international flow of funds Unit-II International working capital management: international cash management. MAHARS HI DAYANAND UNIVERSITY. dividend policy of multinational firm Unit-IV Developments in foreign exchange markets. International Financial Management. All the five questions will carry equal marks. The students will be required to attempt four questions (one question from each unit).. One case study be discussed – per unit – in the class. Internati onal Financial Management. international capital money markets. PHI. 3. and Pandey. ADRs.. 2. Multinational Business Finance. CP and ECB Unit-III Multinational capital budgeting. Multinational Financial Management. Madura Jeff. measuring and managing various risks and exposure. cost of capital and capital structure decisions. Instruction for External Examiner: The question paper will have two sections. Euro issues.. MULTINATIONAL FINANCIAL MANAGEMENT PAPER CODE: 2312/50912 COURSE OBJECTIVE: International boundaries are blurring therefore MNCs can raise funds from international financial management.. exchange rate determination. Maurice D. 2. international receivable management. P.FACULTY OF MANAGEMENT SCIENCES. managing short term assets and liabilities. New Delhi Levi. Alok. PHI. 6. International Finance.G. McGraw Hill Apte. Moffett. International Financial Management. Pearson Education Note: 1. financial market instruments – GDRs. 5. international monetary and financial systems. V. David K. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Tata McGraw Hill Eiteman. The purpose of this paper is to equip the students with financial and investment decision of MNCs Unit-I An overview of multinational financial management. taxation in multinational firms Suggested Readings: 1.

Taxman Publications Singhania. Direct Taxes.K.. TAXATION LAWS AND PLANNING PAPER CODE: 2409/51009 COURSE OBJECTIVE: The objective of this course is to acquaint the students with tax laws and tax planning Unit-I Basic concepts of income tax. assessment of individuals and companies. Kapil. 2. V. Taxman Publications 2. Note: 1. make or buy. Sahitya Bhawan Publications.K. income from house property Unit-II Profits and gains of business and profession including depreciation. Agra Singhania.K. Instruction for External Examiner: The question paper will have two sections. Taxman Publications Lal. Student Guide to Income Tax. deduction and collection of tax at source. income tax authorities and their powers Suggested Readings: 1. general deductions from gross total income. capital gains. export or local. Pearson Education Study material of Institute of Company Secretaries of India One case study be discussed – per unit – in the class. 3. residential status and its incidence on tax liability. 4. 5. close or continue etc. income from other sources Unit-III Clubbing of incomes. Section ‘B’ will contain one CASE STUDY which will be compulsory. computation of tax liability Unit-IV Tax planning/avoidance/evasion. Monica. tax planning with reference to managerial decisions – own or lease. Kapil and Singhania. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. and Singhania. . Income Tax Law & Practice. Direct Taxes Planning and Management. B. setting off and carrying forward of losses. All the five questions will carry equal marks. MAHARS HI DAYANAND UNIVERSITY. Singhania. income from the had salary. and Singhania. Mahrotra & Goyal. incomes exempt from tax. V. Monica. Singhania. returns of income and assessment of income. tax planning in reference to employees’ remuneration. 6.B. V. Direct Taxes Law and Practice.FACULTY OF MANAGEMENT SCIENCES.. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). The students will be required to attempt four questions (one question from each unit).

Pearson Education. role of technology in banking Unit-II Component of ALM and their management. marketing in banking industry . interest rate management. managing NPAs. Indian Institute of Banking and Finance. Instruction for External Examiner: The question paper will have two sections. Kenneth jr. McMillan Publisher 6. Black. objective and process of risk management. planning and control cycle. Indian Institute of Banking and Finance 8. MAHARS HI DAYANAND UNIVERSITY. ICFAI Publication 7. Cooperative Banks and NABARD. Risk Management & Insurance. liquidity management. Harold D. 2. One case study be discussed – per unit – in the class. structure and administration of life and non life insurance companies. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Trieschmann. Banking Theories and practices . Unit-III Origin and development of insurance sector. Shekhar. Risk Management.. types and structure of insurance plans. and Shekhar. role of IRDA. All the five questions will carry equal marks. Section ‘B’ will contain one CASE STUDY which will be compulsory. The students will be required to attempt four questions (one question from each unit). Thomson Learning Note: 1. financial management of life insurance companies Suggested Readings: 1.growth and structure. challenges of insurance marketing. Rejda. Pearson Education. Vikas Publication 4. George E.C. John Mily & Sons 5. . Besis Joel Risk Management in Banking . jr. life and nonlife insurance management – strategic management. investment pattern and policies of insurance companies. & Skipper. Lekshmy . Principles of Risk Management and Insurance. MANAGEMENT OF BANKING AND INSURANCE PAPER CODE: 2410/51010 COURSE OBJECTIVE: The attempt of this paper is to impart knowledge of various functional areas and risk management in banking and insurance sectors Unit-I An overview of the banking sector. use of life insurance in personal and business planning. Commercial Banks. function and operations – RBI. management of credit and operational risk. life and non-life (health and motor vehicle) insurance underwriting. Delhi 3. regulatory issues for governance of banking sector– role of RBI and Ministry of Finance. Life and Health Insurance.component of bank marketing strategy. RRBs. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. treasury operations and management. Delhi 2. K. pension funds in India Unit-IV Organizational forms. managing capital adequacy and profit planning. The New Basel Record.FACULTY OF MANAGEMENT SCIENCES. Financial Intermediation.

Edwin J. Unit-III Portfolio – Meaning. All the five questions will carry equal marks. New Delhi 3. New Delhi. Unit-IV Bond portfolio management strategies – passive portfolio strategies.Prentice Hall of India. New Delhi. Unit-I Investment-Meaning. nature. SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT PAPER CODE: 2411/51011 COURSE OBJECTIVE: The objective of this paper is to acquaint the students about the investment decisions. TMH. Bombay. fundamental and technical analysis and theories and concepts involved in portfolio management. Arbitrage Pricing Theory.FACULTY OF MANAGEMENT SCIENCES. Technical Analysis. Portfolio revision – meaning. 2. constraints and strategies. Note: 1. Kane Alex. Reiley & Brown. Sharpe single -index model.Economic. Pearson Education. Alexander & Wiley. 4.constant-dollar-value plan. the efficient frontier. 5. One case study be discussed – per unit – in the class. Bombay. New Delhi. theories of fixed and variable income securities. theories of security valuation. 7. Risks involved in them. Measuring historical and expected return and risk. Gorden J. Instruction for External Examiner: The question paper will have two sections. Modern Portfolio Theory & Investment Analysis . Fundamental Analysis . Bodie ZVI. Martin J. Portfolio performance evaluation: risk adjusted measures of performance. constant ratio plan. Concept and components of total risk. formula plans . .. & Gruber. Jeffery V. Thomson Learning. advantages and selection. 2. Robert A. Pitabas. the selection of the optimal portfolio. Security Analysis and Portfolio Management. systematic and unsystematic risk. Selection Problems: Markowitz portfolio theory. Capital Asset Pricing Model. return and risk. expected return and standard deviation for portfolios. 6. Suggested Readings 1. variable ratio plan. Investment Analysis & Portfolio Management. MAHARS HI DAYANAND UNIVERSITY. Marcus. Unit-II Objectives and benefits of investment analysis and security valuation . Investments. Sharpe.. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. active management strategies. Investment analysis and Portfolio Management. Industry and Company Analysis. the efficient frontier and investor utility. Investment. 2006. John Wiley & Sons. Haugen. need. Thoms on Learning. Dryden Press. Alexander. Pandian.. and Bailey. Modern Investment Theory. Vikas Publishing House. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Alan J and Mohanty. Elton. Efficient Market Theory. Measurement of systematic risk. process and alternatives. The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory.

MAHARS HI DAYANAND UNIVERSITY. UNIT-II Fundamentals of futures and forwards . swap pricing Suggested Reading: 1. UNIT-I Concept and type of derivatives. New Delhi Gupta. 2. Don M. PHI .S. One case study be discussed – per unit – in the class. use of futures for hedging. clearing process. Prentice Hall of India. mechanics of swap – interest rate swap and currency swaps. interest rate swaps.. interest rate futures. 4.concept of futures. Futures and other derivatives securities . Section ‘B’ will contain one CASE STUDY which will be compulsory. Bombay Hull. Options and Swaps.L.. trading mechanics. difference between forward and future contracts.. basics of stock index future. Note: 1. 5.. currency swaps. 2. derivative markets in India – current trends and future prospects. PHI Kumar.S. John C. speculators. arbitragers and scalpers. S. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Harcourt College Publishing Robert A Strong. New Delhi Redhead. Financial Derivatives. option pricing – black scholes option pricing model UNIT-IV Fundamental of swaps – introduction to swaps. Chance. Fnancial Derivaties. Thomson Learning. Derivatives: An Introduction. 3.FACULTY OF MANAGEMENT SCIENCES. The students will be required to attempt four questions (one question from each unit). types of orders. Participants – hedgers. All the five questions will carry equal marks.. Financial Derivatives : An Introduction to Future/Forward. PHI. trading strategies involving options. S. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs FINANCIAL DERIVATIVES PAPER CODE: 2412/51012 COURSE OBJECTIVE: To acquaint the students with the basics of financial derivatives and their use in managing risk with their synergic effect on financial returns. currency futures (basics). uses of derivatives. An Introduction to Derivatives and Risk Management. Instruction for External Examiner: The question paper will have two sections. UNIT-III Types of options. 6.

object and classes. Galgotia Publications.TMH. New Delhi. 4. input-output operations. Lab: Programming in C++ on above defined syllabus Suggested Readings: 1. OOAD. Satzinger. Turbo C++. Unit-II Object modeling. virtual functions and polymorphism. TMH. Booch . constructors and destructors. OOPS. Deitel and Deitel . 7. Herbert Schildt. New Delhi. object-oriented system development Unit-III C++ language: Classes and objects. links and associations. Add Wesley Stroustrup . 3.FACULTY OF MANAGEMENT SCIENCES. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. The students will be required to attempt any five questions (selecting at least one question from each unit). Balagurusamy . type conversions Unit-IV Inheritance: Extending classes. C++ . Object Oriented Analysis and Design. OBJECT-ORIENTED ANALYSIS & DESIGN WITH PROGRAMMING IN C++ PAPER CODE: 2313/50913 COURSE OBJECTIVE: The objective of this course is to acquaint the students with object oriented programme methodologies. MAHARS HI DAYANAND UNIVERSITY. grouping constructs. Addison Wesley Rumbagh. C++ The complete Reference. New Delhi. C ++How to Program. Pearson Education. Bombay. 2. 6. inheritance and multiple inheritance. All questions will carry equal marks. Unit-I Object-oriented concepts. Robert Lafore. New Delhi. . PHI. OOPS with C++. functions. functional modeling. encapsulation. 8. Thomson Learning. polymorphism. dynamic modeling. overloading. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). 5. New Delhi. pointers.

Bombay. New Delhi. MAHARS HI DAYANAND UNIVERSITY. constraints. 3. 2. executable commands: conditional logic. nested tables. Loney. RDBMS. Unit-III Database Objects: Synonym. 5. . concept of locks and types of locking. The students will be required to attempt any five questions (selecting at least one question from each unit). Lemme & Colby. Suggested Readings: 1. database triggers. Enchanced Guide to Oracle 8i. Thomson Learning. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). New Delhi. Unit-II SQL functions. Prentice Hall of India. tools of oracle: SQL*PLUS. New Delhi. Bombay. Prentice Hall of India. Unit-I Introduction to Oracle: DBMS. Morrsion.PL/SQL. 4. ORACLE 8i: The Complete Reference. data definition language. joins. queries and sub queries. Thomson Learning. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. sequence. declarations. abstract data types. goto statements. All questions will carry equal marks. varying arrays. Phillip J. operators. Unit-IV Introduction to PL/SQL: Advantages. data types in oracle. reports. forms. view and index.FACULTY OF MANAGEMENT SCIENCES. transaction control and data control language. Pratt. Implementing and Managing Oracle Databases . Tata McGraw Hill. SQL vs SQL*PLUS. Page. Special Editions using Oracle 8/8i. PROGRAMMING IN ORACLE PAPER CODE: 2314/50914 COURSE OBJECTIVE: The objective of the course is to understand the tools of Relational Data Base Management Systems. concept of exception handling. Lab: Programming in Oracle on above defined syllabus. PL/SQL block. Guide to SQL. data manipulation language. loops.

. Multimedia Databases. deadlock. Pearson Education Garcia. Thomson Learning. Database System. 11. Hoffer & Marry B. options for distributing a database. The students will be required to attempt any five questions (selecting at least one question from each unit). Pearson Education 10. Pearson Education 5. McFadden. MAHARS HI DAYANAND UNIVERSITY. New Delhi. New Delhi 9. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). Concept of Data Base Management. 1. McGraw Hill. Korth . C. storing and disseminating for efficient working of organization.FACULTY OF MANAGEMENT SCIENCES. Garcia. Database Processing . Unit-I Data models: Hierarchical and network. concurrency. Suggested Readings: Kroenke. Vikas Publishing House. Data Base The Complete Book . Singh S.J. Ullman. Digital Libraries. Database Systems . Data Base Implementation. objectives. backup & recovery. data base administration. Rob. Introduction to Database Management System. Thomson Learning. Pearson Education Kahate. Pratt. Introduction to Database System 8e. Elmsari Navathe . All questions will carry equal marks. Ullman. Abraham. Date . relational data model. Pearson Education. 4. Data Base System concepts. Mobile Databases Lab: Programming in any RDBMS package on above defined syllabus. . 6.. DATA BASE MANAGEMENT SYSTEM PAPER CODE: 2315/50915 COURSE OBJECTIVE: The objective of the course is to understand the tools and techniques of data capturing. object oriented data base management system Unit-II Data Independence: Logical and physical. K. Codd rules. Pearson Education Garcia. functions of data base management system. Unit-III Distributed data base system: Introduction. Fundamental of Database system. Data Base Implementation. Pearson Education 7. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. Prescott. Distributed data base system and internet Unit-IV Emerging Data base Technologies : Internet Databases. Pearson Education. normalization. Fred R. problems of distributed system. 3. 8. Modern Data Base Management. 2. Ullman. Jeffrey A.

Pearson Education Vaughan. video on demand. New Delhi. color. formatting tags. video image. Multimedia Bible. authoring tools. 6. non-lossy and lossy compressions for images. Unit-II Data compression : Need for data compression. Tata McGraw Hill Villamil and Molina. MIDI. Multimedia on the PC. 7. DVI Technology. Lab: Each student is required to develop at least one website. MULTIMEDIA AND WEB DEVELOPMENT PAPER CODE: 2316/50916 COURSE OBJECTIVE: The students shall learn the operational fundamental of multimedia and its application in web designing Unit-I Introduction to Multimedia: Multimedia devices. Multimedia Systems. Distributed multimedia systems : Components. Multimedia in Action. web design tools. Suggested Readings: 1. 3. Multimedia: An Introduction. All questions will carry equal marks. New Delhi Senclair.FACULTY OF MANAGEMENT SCIENCES. text design issues for the web. 2. Sams Publishing Powell. . MAHARS HI DAYANAND UNIVERSITY. video-capturing. types of multimedia systems. Prentice-Hall of India Shuman. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). Multimedia Making IT Work. Unit-IV Introduction to Web design: Web development process. Tata McGraw Hill. gray scale and still-video image. The students will be required to attempt any five questions (selecting at least one question from each unit). Unit-III Data and file format standards. Buford. site types and architectures. BPB Publications. Multimedia applications design :Application classes. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. Rosch. navigation theory and practice. page types. 5. and audio compression JPEG standard. 4. MPEG standard. Introduction to Page: Page sizes. Web Design The Complete Reference. introduction to text: Fonts and text layout. Vikas Publishing House. brief survey of speech recognition and generation. distributed multimedia databases. components of multimedia systems. creating multimedia.

Prototyping model. areas of applications. cohesion). Prentice Hall of India.. test case des ign. 2. New Delhi. and testing for the optimum functionality at reasonable costing. structured programming. data structure metrics Software Development : Phases. Software Engineering.FACULTY OF MANAGEMENT SCIENCES. design objectives. 4. monitoring and control. Spiral model. software metrics : categories. Narosa Leon & Leon. Models : Waterfall model. An Integrated Approach to Software Engineering 3e. quality assurance plans. Vikas Publishing House. design tools and techniques. ROHTAK External Marks: 50 Practical Marks: 30 Time : 3hrs. Jalote. prototyping. unit and integration testing. Unit-I Concept of software engineering. 5. Pressman . token count. Mc Graw Hill Ghezzi. The students will be required to attempt any five questions (selecting at least one question from each unit). Pearson Education. Software Engineering. New Delhi Sommervile. Thomson Learning . verification. 6. Rapid Application Development model Unit-II Software quality factors. cost estimations. software quality assessment. SOFTWARE ENGINEERING PAPER CODE: 2413/51013 COURSE OBJECTIVE: The objective of the course is to familiarize the students with the software development process. activities during testing. Unit-IV Coding. software characteristics. functional and structural testing. All questions will carry equal marks. Suggested Readings : 1. testing. function point analysis. MAHARS HI DAYANAND UNIVERSITY. project scheduling. Software risk management Unit-III System design. Software Engineering: A Practitioner’s Approach 6e. COCOMO. Fenton & Pfleeger. Fundamentals of Software Engineering. Software Metrics . test plan. 3. project monitoring plans. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). effective modular design (coupling. testing fundamentals.

Thomson Learning Satzinger. Systems Analysis and Design. New Delhi. Business Information System. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. Unit-I Concept of system.Training. schedule and resource. documentation. types of business information systems. Hawryszkiewyez. Suggested Readings: 1. cohesion. MAHARS HI DAYANAND UNIVERSITY. Awad. System Analysis and Design Methods . managing online data. role of systems analyst. Elias M. 2. overview of system development methodologies. Prentice Hall of India. Systems Implementation : Application development.economic. Prentice Hall of India. evaluation of system requests. technological. 2nd ed. 4. 5. testing. New Delhi. designing internet systems .structure charts. I T. quality assurance.Information System Projects. coupling. Bombay. SYSTEMS ANALYSIS AND DESIGN PAPER CODE: 2414/51014 COURSE OBJECTIVE: This set aims to help students understand the complexities involved in design and implementation of information systems in business organizations coupled with aligning IT strategies for developing strategic planning resources. The students will be required to attempt any five questions (selecting at least one question from each unit). System Analysis and Design 4e. user documentation. 6. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). structured application development . al. . Thomson Learning. feasibility study . organizational and cultural. system. Installation . Unit-IV Designing Distributed and Internet Systems : designing distributed systems . New Delhi.. Unit-III Systems Design : User interface design. Introduction to Systems Analysis and Design. system changeover. data flow diagrams. J L. Cashman. data design. Unit-II System Development Life Cycle : Preliminary investigation . operations. Whitten. Galgotia.designing systems for LANs. input and output design. major steps in preliminary investigation. 3. for client / server architecture. Rosenblatt. . System Analysis and Design. design issues related to site management. cost benefit analysis. data dictionary.internet design fundamentals.fact finding techniques. Modern System Analysis and Design. CASE tools for systems analyst. Systems Analysis .FACULTY OF MANAGEMENT SCIENCES. All questions will carry equal marks. Thomson Learning Shelly. program. Hoffer et.

MAHARS HI DAYANAND UNIVERSITY. Thomson Learning. Unit-I Application-areas of artificial intelligence in business. frames. constraint satisfaction. 2. means-ends analysis. learning. Artificial Intelligence. Introduction to AI & Expert Systems . Artificial Intelligence. problem reduction. components. Unit-IV Symbolic reasoning under uncertainty. Artificial Intelligence. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). All questions will carry equal marks. expert systems: overview. 5. 3. New Delhi. resolution in predicate logic. steps in constructing expert system. Unit-II Heuristic search techniques: generate and test. introduction to Natural Language Processing and neural networks. depth first search. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs. New Delhi Winston. solving problems. Suggested Readings: 1. The students will be required to attempt any five questions (selecting at least one question from each unit). Patterson. breadth first search. TMH. 4. conceptual dependency. Unit-III Knowledge representation: predicate logic. semantic nets. Expert Systems . Luger.FACULTY OF MANAGEMENT SCIENCES. ARTIFICIAL INTELLIGENCE PAPER CODE: 2415/51015 COURSE OBJECTIVE: The aim of this course is to understand the complexities and tools of Artificial Intelligence to business world for structuring knowledge based expert systems. state space search. PHI. . hill climbing. Pearson Education Girantano. & Knight. Pearson Education Rich. Bombay. best first search.

multithreading Unit-III Applet programming: local and remote applets. JAVA virtual machine. Lab: Java Programming and Internet Surfing. applets and applications. PROGRAMMING IN JAVA PAPER CODE: 2416/51016 COURSE OBJECTIVE: The objective of the course is to introduce students to platform independent programme methodologies using JAVA forecasting both off line and on line web based application. Wigglesworth. applet life cycle.FACULTY OF MANAGEMENT SCIENCES. JAVA environment. Unit-II Classes. . JAVA features. event handling. 6. passing parameters to applets. 3. Thomson Learning. TMH. Bombay. The students will be required to attempt any five questions (selecting at least one question from each unit). New Delhi. Programming Java . JAVA and internet. 4. TMH. Suggested Readings: 1. New Delhi. Problem Solving in Java . interfaces. Slack. Advanced Programming in Java. 2. managing errors and exceptions. i/o basics. variables and data types. MAHARS HI DAYANAND UNIVERSITY. Patrick Naughton. All questions will carry equal marks. controls. operators and expressions. New Delhi E. hardware and software requirements. decision making and branching. decision making and looping. JAVA and WWW. Thomson Learning. program structure. ROHTAK External Marks: 50 Practical Marks: 50 Time : 3hrs.Balagursamy. AWT: Working with windows. objects and methods. Bombay. 7. Pearson Education. JAVA Complete Reference. JAVA How to Program. graphics and text. Programming in JAVA. Unit-I Programming through JAVA: JAVA history. Deitel and Deitel. JAVA tokens. Unit-IV String handling. Decker. Note: Instruction for External Examiner: The examiner will set 8 questions (2 questions from each unit). packages. creating an executable applet. applet tag. New Delhi. 5. Vikas Publishing House. JAVA Complete Reference. constants. Herbert Schildt. layout managers. TMH.

arbitrage operations. Giddy I. Pitman. It exposes the students to the functional and operational aspects of foreign exchange market and the intricacies of the risks involved. Prentice Hall of Indi a. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. determination of rate of exchange. exchange rate systems. the Interest Rate Parity Theorem. Instruction for External Examiner: The question paper will have two sections. Suggested Readings: 1. FOREIGN EXCHANGE MANAGEMENT PAPER CODE: 2317/50917 COURSE OBJECTIVE: The purpose of the paper is to skill the students in the instruments. International Financial Management. Fisher Black’s Optional-Pricing model. New Delhi . Unit-II General factors of exchange rate fluctuations. Unit-IV Currency futures. over-the-counter options. 2.A. Multinational Finance. the Expectation Theory. spot and forward markets. overvalued and under valued currencies. International Finance. central banking intervention for exchange rate stability. AITBS. currency and interest rate swaps. 5. One case study be discussed – per unit – in the class.G. basic techniques of exposure management. Unit-I Nature of foreign exchange: sources of demand for and supply of foreign exchange-the balance of payments (bop) framework. Unit-III Nature functions and participants of foreign exchange market. Section ‘B’ will contain one CASE STUDY which will be compulsory. options and determination of their market value. Levi Maurice. 2. 3. purchasing power parity approaches. measuring foreign exchange risk and exposure. the Dornbusch Sticky -price theory of exchange rate volatility. The students will be required to attempt four questions (one question from each unit). International Fisher Effect.. monetary portfolio balance. cross rates of exchange. New Delhi Roth Paul. 4. Tata McGraw Hill. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). forwards in hedging and arbitrage. bid -ask spreads. Mastering Foreign Exchange and Money Markets. real and effective exchange rates. Prentice Hall of India. New Delhi D.FACULTY OF MANAGEMENT SCIENCES. Euro currency market and its instruments. Global Financial Markets. foreign exchange regulation in India.N. credit risk of swaps. exchange rate overshooting and the J-curve effect. forward premium. London Apte P. effect of depreciation on trade balance. All the five questions will carry equal marks. New Delhi Buckley. Note: 1. methods of quoting exchange rates. nominal. MAHARS HI DAYANAND UNIVERSITY.. techniques and applications of foreign exchange management.

INTERNATIONAL MARKETING PAPER CODE: 2318/50918 COURSE OBJECTIVE: The course seeks to develop international marketing skills on a sound theoretical and conceptual foundation. managing channel conflicts. Unit-I Nature of international marketing. screening international marketing opportunities. 2. financing international marketing transactions. domestic vs. international and global marketing. Keegan Warren J. Doole Isobel and Robin Lawe. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. international marketing environment. Vikas. 3. Pearson Education. New Delhi 5. MAHARS HI DAYANAND UNIVERSITY. One case study be discussed – per unit – in the class. organizational structure for international marketing planning. broad structure of an international marketing plan. The students will be required to attempt four questions (one question from each unit). Instruction for External Examiner: The question paper will have two sections. Rakesh Mohan. International Marketing. International Marketing. global marketing operations and strategies. foreign market entry modes. Shaw. tasks and challenges of international marketing. International Marketing Strategy. All the five questions will carry equal marks. Joshi. PHI. international direct marketing. techniques of foreign market selection. New Delhi 2. . challenges of international advertising.. counterfeiting and IPR issues. Section ‘B’ will contain one CASE STUDY which will be compulsory. Unit-II International marketing research and information system. International Marketing – Analysis and Strategy. New Delhi Note: 1.FACULTY OF MANAGEMENT SCIENCES. Onkvisit Sak and John J. Suggested Readings: 1. aspects of international sales management. WTO framework and the international marketer. international dumping. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). aspects of international supply chain management. push and pull strategies. benefits. Oxford University Press. environmental factors affecting international prices. international product life cycle. channel selection decisions. organizational structure for international marketing. Unit-IV International promotion mix. It provides an insight into global marketing environment and the managerial decision making in the context of contemporary dynamics of the global markets. Delhi 4. managing risk in international marketing. global media strategy. product and banking decisions. leveraging international distribution for competitive advantage. Rajgopal. Unit-III The structure of international distribution systems. Global Marketing Management. operations and control. Thomson Learning. pricing strategies.

Suggested Readings: 1. international bank credit rating. Unit-II Regulatory environment for international banking. All the five questions will carry equal marks. The students will be required to attempt four questions (one question from each unit). Section ‘B’ will contain one CASE STUDY which will be compulsory. international banking mergers and acquisitions. Sijthoff International. New Delhi Robinson Stuart W. international credit appraisal techniques.. Multinational Banking. organizational characteristics of multinational banking.W. 5. A. Leiden Lees Francis A. Foundations of Financial Markets and Institutions. Macdonald S. The course has special focus on international transactions and the role of multinational banks in money and capital markets at the global level. role of Bank for International Settlements. international asset and liabilities management. International Banking and Finance. Delhi Giddy Ian H. syndication techniques in international lending. transferability and trading of loans. capital adequacy.. Scott and Timothy W. 3. 2. Unit-I Structure and growth of international banking. 4. international banking risks.FACULTY OF MANAGEMENT SCIENCES. John Wiley. AITBS.. strategies for managing non-performing assets.. determination of eurocurrency interest rates. New York . 2. Note: 1. Koch. Unit-IV Banks’ participation in international money and capital markets. eurocurrency instruments. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. derivatives trading by multinational banks. et. factors of multinationalization of banking. Instruction for External Examiner: The question paper will have two sections. eurocurrency markets. Thomson Learning. al. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). MULTINATIONAL BANKING PAPER CODE: 2319/50919 COURSE OBJECTIVE: The objective of the course is to acquaint the students with the institutional and operational aspects of multinational banking. bank asset portfolio management. . One case study be discussed – per unit – in the class. MAHARS HI DAYANAND UNIVERSITY. Global Financial Markets. euro credit multiplier process. Singapore Fabozzi Frank J. Management of Banking. Pearson Education. Unit-III International payment systems. growth of Eurocurrency deposits and credit.

Robert Heller. trends in India’s foreign trade since 1991. Salvatore. Krugman. Unit-I Growing importance of trade in world economy. significance of conceptual understanding of trade theory for IB manager Unit-II Free trade versus protection. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). INTERNATIONAL TRADE THEORY AND POLICY PAPER CODE: 2320/50920 COURSE OBJECTIVE: The paper seeks to develop conceptual and analytical framework within which the students can analyse international trade problems and issues. Note: 1. major schemes and incentives for exporters. Delhi Bo Sodersten. London D. international economic integration – forms and levels. Theory and Problems of International Economics. . alternative bases and explanations of trade. trade as an agent of globalization. impact of WTO provisions on trade policy. economic effects of tariff. 2. It further enables the students to understand the practical parts of trade policy within which the business is required to make adjustments. gains from trade. trade creating and trade diverting effects of a custom union. The students will be required to attempt four questions (one question from each unit). effects of a quota. MAHARS HI DAYANAND UNIVERSITY. tariff classification. Macmillan. repercussions of regional economic groupings on the strategy of international marketers Unit-III Components of international trade policy. All the five questions will carry equal marks. tariff retaliation.FACULTY OF MANAGEMENT SCIENCES. 2. International Economics: Theory and Policy. export promotion strategies. New Delhi Govt. commercial intelligence Unit-IV Major quantitative and qualitative. Pearson Education. International Trade. assessing export potential for specific products in specific markets. 5. countervailing duties and dumping. of India. McGraw Hill. term of trade – alternative concepts. Economic Survey (Latest Issue) One case study be discussed – per unit – in the class. Paul R. overall assessment of India’s trade policy Suggested Readings: 1. Prentice Hall of India. trade equilibrium and determination of terms of trade. Section ‘B’ will contain one CASE STUDY which will be compulsory. 3. Instruction for External Examiner: The question paper will have two sections. International Economics. rationale and working of free trade zones. import control regime. trade fairs and exhibition. and Maurice Obstfeld. logic of state trading and canalized trade. import substitution. export subsidies. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. 4. New York H.

managing international intra-company accounts. transition and consolidation phases. entry and exit. global knowledge management. Section ‘B’ will contain one CASE STUDY which will be compulsory. developing a strategic planning model for an MNC. challenges of multinational recruitment. strategic considerations ni foreign market identification. criteria for successful alliances. Cullen John B. motives and determinants of internationalization of firms. Palgrave MacMillan. South-Western. management of blocked funds. 2. Note: 1. product strategies for global markets. managing integration. Ohio. minimizing taxation burden. Multinational Management – A Strategic Approach. working capital and trade finance. strategic decisions over different stages of international product lifecycle.. approaches to multinational corporate strategy. e-commerce strategy. All the five questions will carry equal marks. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Pearson Education. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. aspects of headquarter control over subsidiaries. GLOBAL STRATEGIC MANAGEMENT PAPER CODE: 2417/51017 COURSE OBJECTIVE: The objective of the paper is to offer an insight into the impact of globalization on business organization and how managers can take strategic decisions in the global context.al. International Business – Environment and Operations. MAHARS HI DAYANAND UNIVERSITY. 3. components and challenges of international strategic management. integrating ethical and social responsibility concerns with strategic management. cross -border mergers and acquisitions.FACULTY OF MANAGEMENT SCIENCES. HR strategies in cross-cultural environment. R&D networking and technology strategy. . international investment strategy.. 4. communication and negotiation strategies. strategies for global competitive advantage. transfer pricing techniques. Sindhwani Trilok N. Instruction for External Examiner: The question paper will have two sections. impact of personal values and corporate and culture on international strategy. Unit-IV Risk strategies in multinational management. New Delhi Lasserre Philippe. selection and performance appraisal. Hampshire One case study be discussed – per unit – in the class. Suggested Readings: 1. et. MacMillan. New Delhi Daniels John D. 2. Unit-II Motives for strategic global alliances. The Global Business Game – A Strategic Perspective . Unit-III Strategic considerations in expatriate personnel management. international control system. drivers and obstacles to globalization. partner analysis. Unit-I The phenomenon of globalization. Global Strategic Management. global capital structure decisions.. The students will be required to attempt four questions (one question from each unit). managing project. strategic value of an alliance.

Multinational Financial Management. international CAPM and Roll’s critique. optimizing cash flows.. financial choices for an MNC and its foreign affiliates. international financial instruments. MAHARS HI DAYANAND UNIVERSITY. 5. New York Buckley A. Unit-II Aspects of international cash management.FACULTY OF MANAGEMENT SCIENCES. Note: 1. international bond financing. Prentice-Hall of India. Multinational Finance. New Delhi Apte P. strategic considerations in euro -equity issues. Bombay . Multinational Finance. K. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). cost and availability of international financial flows. Section ‘B’ will contain one CASE STUDY which will be compulsory. international portfolio diversification-techniques and barriers.C. Prentice-Hall. Suggested Readings: 1. McGraw-Hill.. Levi Maurice D. strategic adjustment to international taxation.. cash management and value of the firm. capital budgeting for foreign investment. Instruction for External Examiner: The question paper will have two sections. All the five questions will carry equal marks. determining financial structure of foreign subsidiaries of MNCs. structure of international financial markets. Thomson Learning. Unit-III International portfolio versus direct investment.C. One case study be discussed – per unit – in the class.G. The students will be required to attempt four questions (one question from each unit). Unit-IV Multinational capital structure and cost of capital. International Finance.. costs and risks of financing. International Financial Management.. New Delhi Shapro A. Arbitrage Pricing Theory. INTERNATIONAL FINANCIAL MANAGEMENT PAPER CODE: 2418/51018 COURSE OBJECTIVE: The course emphasis es the managerial aspects of international finance and seeks to impart the skills needed by multinational financial managers. asset allocation policy. New Delhi Butler. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. assessing and managing country risk in capital budgeting decisions. investment criteria and borrowing decisions. Unit-I Finance function in a multinational firm. strategies for managing currency risk. 3. TATA McGraw-Hills. centralized versus decentralized cash management. 4. 2. 2.

Galgotia Publishing. Cargo insurance. trade information support. negotiating documents under L/C. Section ‘B’ will contain one CASE STUDY which will be compulsory. shipping modes procedures and documentation. 3. export costing and pricing procedures incoterms. role of forwarding agents. Ministry of Commerce and Industry – Handbook of Procedure. creating an export organization. Wheeler Publishing. facilities for deemed exports.FACULTY OF MANAGEMENT SCIENCES. of India. nature. Instruction for External Examiner: The question paper will have two sections. quality control and pre -shipment inspection. basic procedure and documentation for excise and custom clearance. When. New Delhi One case study be discussed – per unit – in the class. ADS. UCPDC guidelines.. export contracts. Suggested Readings: 1. SEZ units. role of commodity boards and export promotion councils in trade promotion. MAHARS HI DAYANAND UNIVERSITY. STP and BTP units. packing and labeling of export consignments. international logistics infrastructure. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). registration and licensing. Khurana. deciding currency of payment. Unit-II Arranging pre -shipment finance. New Delhi Govt of India. 2. significance and components of international logistics. Note: 1. export assistance to export houses. Unit-IV Major export promotion schemes in India. New Delhi Govt. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Export Management. export credit risk insurance and the role of ECGC. New Delhi Shavaramu. Unit-III Arranging post-shipment finance. . An Overview of Customs . managing exchange earners’ foreign currency accounts. facilities for service exports. P. Anupam Publications. of India. The students will be required to attempt four questions (one question from each unit). export procurement. Govt. 5. Export: What. export order processing. INTERNATIONAL LOGISTICS PAPER CODE: 2419/51019 COURSE OBJECTIVE: The purpose of the paper is to expose the students to the practical aspects of international trade and the domestic and international institutional and regulatory arrangements for this part of international business. deciding payment terms. documentary collection of export bills. 4. selecting export products and markets and channels. protecting against adverse movements in exchange rates. New Delhi 2. EOUs. availing foreign exchange facilities. All the five questions will carry equal marks. EHTP. How. Commissionate of Customs and ICDs. Paras Ram. Export Marketing – A Practical Guide for Exporters .K. major provisions of FEMA relating to exporters. role of EXIM Bank. Unit-I Trends in world trade growth. marketing development assistance.

New Delhi 4. Sage Publications. Rita & Simmons. identifying and establishing brand positioning. Kogan Page. managing brands over time: managing brands over geographic boundaries and market segments SUGGESTED READINGS: 1.FACULTY OF MANAGEMENT SCIENCES. Jagdeep. licensing. BRAND MANAGEMENT PAPER CODE: 2321/50921 UNIT-I Branding concepts. New Delhi 5. Ramesh. capturing market performance UNIT-IV Designing and implementing branding strategies: brand-product matrix. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. quantitative research techniques. internal branding UNIT-II Choosing brand elements to build brand equity. All the five questions will carry equal marks. Strategic Brand Management. sporting. New Delhi 6. strategic brand management process. cultural and other events UNIT-III Developing a brand equity measurement and management system: establishing brand equity management system. One case study be discussed – per unit – in the class. marketing communication options. measuring outcomes of brand equity. Brand Positioning: Strategies for competitive advantage. Kapoor. Sengupta subroto. building a strong brand and its implications. defining and establishing brand values. Strategic Brand Management. brand hierarchy. John. brand equity concept. measuring sources of brand equity – capturing customer mindset: qualitative research techniques. Instruction for External Examiner: The question paper will have two sections. Keller. 2. branding challenges and opportunities. New Delhi 3. Clifton. The students will be required to attempt four questions (one question from each unit). celebrity endorsement. Tata McGraw Hill. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Kapferer. Jean Noel. Kevin Lane. The Economist. co-branding. MAHARS HI DAYANAND UNIVERSITY. . customer based brand equity. S. introducing and meaning new products and brand extensions. country of origin. Delhi NOTE: 1. Brands and Branding. designing marketing programs to build brand equity: integrating marketing communication to build brand equity: information processing model of communication. Section ‘B’ will contain one CASE STUDY which will be compulsory. Pearson Education. 24 Brand Mantras. Marketing and Branding – The Indian Scenario. Kumar. New Delhi 2. Pearson Education. leveraging secondary brand knowledge to build brand equity: conceptualizing the leveraging process.

copy writing. marketing communication budgeting. New Delhi Jethwaney. promotional strategy of formulation and competitive positioning. New Delhi Wells. Shruti. layout. The students will be required to attempt four questions (one question from each unit). key issues in advertising – comparative advertising. media strategy. frequency. media objectives – reach. legal and ethical issues in integrated marketing communication SUGGESTED READINGS: 1. public relations. outdoor advertising UNIT-IV Wider Issues and Dimensions – Sales promotions. Lavidge Steiner model.. direct marketing. PCB model. integrating marketing communication programme. Advertising Principles and Practice’ Pearson Education. All the five questions will carry equal marks. publicity and corporate advertising. drivers of integrated marketing mix. New Delhi NOTE: 1. Section ‘A’ shall comprise 8 questions (2 questions from each unit). determination of promotional objectives. advertising agency – functions and types. Michael. George and Belch. Jaishree and Jain. DAGMAR model. 4. Instruction for External Examiner: The question paper will have two sections. media planning – traditional and contemporary media. copy testing and diagnosis. INTEGRATED MARKETING COMMUNICATION PAPER CODE: 2322/50922 UNIT-I Introduction – Concept of marketing communication. Advertising Management. media scheduling. unconventional promotional media. commissioning and contracting external resources UNIT-III Advertising and Media Planning – Advertising plan. cost etc. Shah. advertising appeal. William. personal selling. John and Moriary. marketing communication mix. media planning models. web advertising. Section ‘B’ will contain one CASE STUDY which will be compulsory. Burnett. measuring promotional performance. models of marketing communication – Blade Box Model. Oxford University. Tata McGraw Hill.FACULTY OF MANAGEMENT SCIENCES. One case study be discussed – per unit – in the class. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Tata McGraw Hill. 2. Kruti and Alan D’Souza. 3. concepts of segmentation and target marketing. . marketing communication planning process UNIT-II Managing the Marketing Communication Process – Analysis of promotional opportunities. factor affecting marketing communication mix. AIDAS model. MAHARS HI DAYANAND UNIVERSITY. Advertising and Promotion – An IMC Perspective. Advertising and Promotion. deciding promotional appropriation. global marketing communication. creative strategy. 2. Sandra. New Delhi Belch. creative formats. stages of creative strategy – idea generation.

MAHARS HI DAYANAND UNIVERSITY. growth in service. New Delhi 2. measuring customer satisfaction. service marketing mix. hospitality. health. Instruction for External Examiner: The question paper will have two sections. Govind. distinctive characteristics and classification of services. public utilities. 3. The students will be required to attempt four questions (one question from each unit). customers and intermediaries in service industry UNIT-IV Special Issues in Service Marketing – e-services. Jayanta. service failure and recovery UNIT-III Designing and Delivery services – Positioning a service in the market. planning and branding service product. Wirtz. Services Marketing – Text and Cases. retail. Services: Marketing. Jocken and Chatterjee. understanding specific service industries – financial. 4. SERVQUAL and GAP Model. customer loyalty. 2. advertising. Services Marketing – OUP. value addition to service product. Zeithaml. Service Marketing – People.FACULTY OF MANAGEMENT SCIENCES. NGOs. role of employees. Oxford University Press. handling complaints. Section ‘B’ will contain one CASE STUDY which will be compulsory. NOTE: 1. challenges in distribution of services. SERVICE MARKETING PAPER CODE: 2323/50923 UNIT-I Foundation of Service Marketing – Definition and concept of service marketing. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Bitner. New Delhi Lovelock. 5. Christopher. New Delhi Jauhari. One case study be discussed – per unit – in the class. Operations and Management. pricing the service product. Strategy. telecom. Valarie A. Technology. New Delhi Verma. Pearson Education. Service Marketing – Integrating Customer Focus Across the Firm. Harsh. . personnel selling and other communication in services industry. selecting customer portfolio. Tata McGraw Hill. Mary Jo. service encounters. emergence of service economy UNIT-II Customer Focus – Understanding customer needs and expectations. online consumer behaviour. Vinnie and Kirti Dutta. Pearson Education Apte. Section ‘A’ shall comprise 8 questions (2 questions from each unit). creating valued relations with customer. process of market segmentation. professional services SUGGESTED READINGS: 1. self service technologies. All the five questions will carry equal marks. new service development. travel and tourism.

importance of families and households on consumer behaviour. variables affecting the decision process. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Instruction for External Examiner: The question paper will have two sections. marketing mix strategies. MAHARS HI DAYANAND UNIVERSITY. changing values and its effect on marketing. Paul & Engel. David J. motivational intensity. CONSUMER BEHAVIOUR PAPER CODE: 2324/50924 COURSE OBJECTIVE: The subject explores the mysterious world of the consumer’s psyche and guidelines to the students to understand what makes consumers to purchase a particular product or avail a particular service Unit-I Consumer behaviour and consumer research. Consumer Beaviour. James. lifestyle motivational conflict and need priorities. personal values. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). factors affecting satisfaction level. customer centric organizations. consumer attitudes. direct marketing consumption behaviours. New Delhi Loudon. reaching the consumer. importance of customer satisfaction. importance of consumer behaviour. role behaviour and its influence on the decision process. benefits of understanding consumer knowledge. word of mouth and opinion leaders in advertising and marketing strategy. culture and its effect on consumer behaviour. demographics and consumer behaviour. determinants of social class. evolution of consumer behaviour. value of brands in marketing strategy. All the five questions will carry equal marks. shaping consumer’s opinion. internal and external search. changing values and its effect on consumer behaviour. pre-purchase evaluation Unit-II Different types of purchase situations. changing roles of women. & Dellabitta. opinions change. global advertising effectiveness. diffusion process. economic resources and consumer behaviour. global marketing strategy. New Delhi Schiffman. New Delhi Nair. point -of-purchase materials. Thomson Learning. children and household consumer behaviour Unit-IV Group and personal influences on individuals. market segmentation. consumer intentions. 4. consumption experiences. Having and Being. consumer beliefs. Albert. Blackwell. New Delhi Note: 1. types of consumer knowledge. Tata McGraw Hill. social class and consumer behaviour. sources of consumer knowledge. 2. Himalaya Publishing House. methods of studying consumer behaviour. The students will be required to attempt four questions (one question from each unit). Roger. diffusion of innovations. cognitive learning. Leslie Lazar. Leon G. 5.. need recognition. types of decision process. Consumer Behaviour. Consumer Behaviour in Indian Perspective . retrieval of information. global marketing strategy.. Pearson Education. Consumer Behaviour. gaining consumer’s attention. motivating consumer Unit-III Importance of consumer knowledge. . reference group and its influence on individuals. consumer feelings. New Delhi Soloman. company’s role in helping consumers to remember Suggested Readings: 1. Consumer Behaviour – Buying. product’s and advertising’s role in shaping consumer opinion. market analysis. 2. determinants of retail success or failure. 3. Section ‘B’ will contain one CASE STUDY which will be compulsory. retailing and the purchase process. factors influencing the extent of problem solving. Michael R. location based retailing.FACULTY OF MANAGEMENT SCIENCES. Suja R. customer loyalty and retention strategy. consumer decision process model. One case study be discussed – per unit – in the class. Miniard. pe purchase processes. family life cycles. & Kanuk. Pearson Education. consumer logistics. transmission of influence through dyadic exchanges. personality and consumer behaviour.

Oxford. Tata Mc Graw Hill NOTE: 1. UK Dyche. collaborative filtering. All the five questions will carry equal marks. strategic importance of CRM. key account management. UK Greenlers. CUSTOMER RELATIONSHIP MANAGEMENT PAPER CODE: 2421/51021 UNIT-I Introduction – Origin. ethics and legalities of data use. New Delhi Knox. Handbook of CRM – Achieving Excellence in Customer Management. Tata McGraw Hill Publishing Ltd. CRM audit. Pearson Education. CRM and business intelligence collaborative CRM UNIT-IV CRM Implementation – Establishing CRM performance monitoring. UK Payne. evolution and concept of CRM. 2. Stan Maklan. Paul. . employee engagement in CRM project. Section ‘A’ shall comprise 8 questions (2 questions from each unit). New Delhi Anderson. Customer Relationship Management. Butterworth – Heinemann. The CRM Handbook – A Business Guide to Customer Relationship Management. campaign management. types of data analysis – online analytical processing. 2. Francis. Jill. Simon. click stream analysis. Oxford. Customer Relationship Management – Concept and Tools. CRM readiness assessment. 3. 4. Elsevier Butterworth – Heinemann. Oxford.. Customer Relationship Management. CRM project management. Adrian. Adrian Payne. CRM Architecture UNIT-II Operational CRM – Sales force automation: lead management. contact management. system. evaluating CRM return on investment SUGGESTED READINGS: 1. contact and call centre operations UNIT-III Analytical CRM – Managing and sharing customer data: customer information database. 5. customer service and support. goals of CRM. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. types of CRM. enterprise marketing automation: market segmentation.FACULTY OF MANAGEMENT SCIENCES. 6. MAHARS HI DAYANAND UNIVERSITY. Section ‘B’ will contain one CASE STUDY which will be compulsory. Butterworth – Heinemann. Instruction for External Examiner: The question paper will have two sections. Joe Peppard and Lynette Ryal. CRM budget. field force automation. Kristen. CRM at the Speed of Light. data warehousing and data mining. The students will be required to attempt four questions (one question from each unit). and Carol J Kerr. One case study be discussed – per unit – in the class. Buttle.

Marketing Channels. evaluating and controlling the sales personnel. Norman. Sales Management – Team work. Douglas J. sales contests. New Delhi 4. Adel & Coughlan. channel information system.. Sales Management. international sales management Suggested Reading: 1. New Delhi 2. Thomas.. Still. William L.. 2.. analysis of sales. Dalrymple. Anne T. Instruction for External Examiner: The question paper will have two sections. Sales and Distribution Management. New Delhi 8. New Delhi Note: 1. techniques and practices related to sales and distribution management Unit-I Objective of sales management. One case study be discussed – per unit – in the class. marketing channels. . The students will be required to attempt four questions (one question from each unit). Basics of Distribution Management. Krishna K. Ltd. Vasant M. designing channel system Unit-IV Channel management. New Delhi 6. MAHARS HI DAYANAND UNIVERSITY. Kapoor. Satish K. social and ethical responsibilities in sales management. Havaldar. SALES & DISTRIBUTION MANAGEMENT PAPER CODE: 2422/51022 COURSE OBJECTIVE: The objective of the course is to familiarize students with theories. Cundiff. & Decarlo. Stern. Rosenbloom. Richard R. Pearson Education/Prentice Hall of India. Louis W.. Personal selling objectives. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). Leadership and Technology. Ne w Delhi 9.. Mateen. Purva. Thomson Learning.FACULTY OF MANAGEMENT SCIENCES. Prentice Hall of India. Edward W. Fundamentals of Sales Manageme nt. El-Ansary. New Delhi 3. sales territories. Strategies and Cases . market logistics and supply chain management. Marketing Channels: A Management View. Charles M. Sales and Distribution Management. Khan. compensation and motivation of sales force Unit-II Sales meetings. Cron. costs and profitability Unit-III Distribution management and marketing mix. theories of selling. Sales Management – Decision. John Wiley & Sons (Asia) Pvt. & Kansal.& Cavale. All the five questions will carry equal marks. Kapoor. Section ‘B’ will contain one CASE STUDY which will be compulsory. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. McMillan India Ltd. Bert. Ramnik. Excel Books. Tata McGraw Hill. channel institutions – wholesaling and retailing. Futrell.. & Govoni. Prentice Hall of India/Pearson Education. New Delhi 5. sales quotas. personal selling process. size of sales force. Thomson Learning. New Delhi 7.

retail store design and visual merchandising. RETAIL MANAGEMENT PAPER CODE: 2423/51023 COURSE OBJECTIVE: The objective of the course is provide insights on retail operations. the method of merchandise procurement.. Robert F & Griffith. New Delhi 1. Retailing Management. Andrew J.J. retail information system. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. Patrick M. Barry & Evans. retail models and theories of retail development. 2. Section ‘B’ will contain one CASE STUDY which will be compulsory. retail human resource management. Instruction for External Examiner: The question paper will have two sections. 3. Note: Pradhan. Tata McGraw Hill. Ltd. Rajnish and Srivastava. retail franchising. New Delhi Newman. Ltd. customer relationship management in retailing Unit-III Basics of retail merchandising. Thomson Asia Pvt. 5. Joel R. Chetan. All the five questions will carry equal marks. Retailing – Environment and Operations. A. Oxford University Press. Barton A.. Nidhi. MAHARS HI DAYANAND UNIVERSITY. The Art of Retailing.. servicing the retail customers.. & Cullen. Peter. 7. Michael & Weitz. financial aspects of retail management. Lusch. supply chain management in retailing Suggested Reading: 1. Retaling Management. New Delhi Levy. Pearson Education/Prentice Hall of India. Retail Management – A strategic approach.. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). ethical issues in retailing Unit-II Retail marketing strategy. retail store location and site selection. New Delhi Bajaj. the process of retail merchandising. 6. Tata McGraw Hill. David A. Tata McGraw Hill. . Thomson Asia Pvt. Retail Management. 2. retail communication mix Unit-IV Retail store operations. This will enable the students to become good retail planners and decision makers and help focus on change and adaption to change Unit-I Introduction to retail: retail in India. One case study be discussed – per unit – in the class. New Delhi Berman.FACULTY OF MANAGEMENT SCIENCES. retail pricing and evaluating merchandise performance. The students will be required to attempt four questions (one question from each unit). New Delhi Lamba. Tuli. 4. Retailing. understanding the retail consumers.. New Delhi Dunne. Swapna.

& Speh. 4. e-procurement. pricing across the product life cycle. One case study be discussed – per unit – in the class. service quality. Hutt. determinants of new product performance and timelines. MAHARS HI DAYANAND UNIVERSITY. Instruction for External Examiner: The question paper will have two sections. technology adoption life cycle. managing buyer-seller relationship. Brierity. characteristics of business markets. components of a business model. process of developing business marketing strategies. New Delhi Havaldar. BUSINESS MARKETING MANAGEMENT PAPER CODE: 2424/51024 COURSE OBJECTIVE: The aim of the course is to familiarize the students with prevailing concepts in the present day business marketing. the balanced score card. New Delhi Vitale. business marketing strategy. concept of supply chain management. general framework for global strategy Unit-III Identifying and sustaining core competencies. competitive bidding. The course tries to focus on developing effective strategies targeted towards different types of industrial consumers Unit-I Business marketing.B. A. sales administration. calculating logistics costs.I. managing technology. marketing’s cross functional relationship. relationship marketing.S. account management process.FACULTY OF MANAGEMENT SCIENCES. forces affecting organizational buying behaviour. determining market and sales potentials. . measuring customer profitability. & Giglierano. major elements of organizational buying process. ROHTAK External Marks: 70 Internal Marks: 30 Time: 3 hrs. product quality. Thomson Learning. the organizational buying process. marketing’s strategic role. role of advertising. business marketing management. bases for segmenting business markets. responding to price attacks by competitors. management of innovation. Section ‘A’ shall comprise 8 questions ( 2 questions from each unit). 2. business markets vs. Thomson Learning. Prentice Hall of India. building a strong brand. Edward G. Section ‘B’ will contain one CASE STUDY which will be compulsory. challenges of business service marketing. 2. crafting an e-commerce strategy. strategic role of e-commerce. & Reeder. Industrial Marketing.T. e-commerce and its key elements. channel administration.. managing the sales force. essential dimensions of sales forecasting.. Andrew C. planning industrial product policy. Robert P. businessto-business logistical service and its management Unit-IV Meaning of value in business markets. Krishna K. channel design. New Delhi Reeder Robert R. logistics and its strategic role. unique characteristics of commercial enterprises. customer relationship management. business marketing channel and its participants. the pricing process in business markets. competitive advantage of supply chain management. organizational demand analysis. Joseph J. Industrial Marketing: Analysis Planning and Control. classifying goods for the business market. managing business-to-business advertising. government and institutional markets. implementation of business marketing strategy Suggested Readings: 1. new product development process. Business Marketing. developing new services. capturing global advantage. All the five questions will carry equal marks. Peter et al. internet strategy implementation. Michael D. consumer goods market.. Publishers & Distributors. Business to Business Marketing. international market entry options. gaining customer relationship advantage Unit-II Business market segmentation requirements and benefits. New Delhi Gross. forecasting methods. marketing mix for business service firms. Thomas W. allocating resources. measuring advertising effectiveness.. 3. Business Marketing Management: B2B. Tata McGraw Hill. 5. The students will be required to attempt four questions (one question from each unit). Betty H. international strategy and the value chain. & Banting. Delhi Note: 1. model for segmenting organizational market. foundations of personal selling. control at various levels. mapping sources of global advantage. product policy.

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